Podcasts about david is

It bears saying that we find ourselves upon a privileged path as we begin this new journey with Saint Isaac the Syrian. To have access to his writings and access to such a translation in the West is a recent phenomenon and one not to be taken lightly. Further it is often said that Isaac is the greatest of the Desert Fathers in that through his writings one can move from being a novice in the spiritual life to the heights of contemplation. Immediately, one discovers that Isaac is unique and distinctive in his manner of approaching the spiritual life. He appeals to our capacity in faith to comprehend divine love and what has been revealed to us through Christ. It is what we comprehend in faith that fills the heart with wonder; that we are embraced by a love that never ends and that only seeks to raise us up out of the darkness of sin to the fullness of light. Isaac understands that, made in the image and likeness of God, we are going to be driven by desire; that is, a sense of lack and incompleteness. God has made us for himself and we only find our identity and the fullness for which we long in him. Our struggle is our attachment to the things of this world, including our own ego – the self. There are so many things that vie for our attention that the “one thing necessary” is often pushed out to the margins of our life or out of mind altogether. The love out of which we have been created and the lavish love through which we have been redeemed is often supplanted by that which eventually turns to dust. Our awareness of this should produce within us a fear that creates a movement toward God. Repentance is simply or acting on that awareness; turning away from our sin and our attachment to the things of this world and opening ourselves up to the healing grace and mercy of God. It is for this reason that Isaac does not focus on the development of virtue and the overcoming of vice as others do. For ultimately, we are not seeking the perfection of natural virtue or even to exceed what we understand as the heights of virtue. Rather, we are to understand the ascetic life is radically tied to being “in Christ”. In other words, the radical transformation that takes place through the grace that we receive through baptism, the Eucharist, and through the gift of the Holy Spirit leads to our participation in the life of the Trinity. Deification is what has been promised to those of faith. It is divine humility, divine love, divine compassion, and divine vulnerability that we are to embody. This takes place not through raw grit but rather through abandonment to Christ in a spirit of humility. As we let go of the illusion of self identity, independent of Christ, the true self begins to emerge.  Thus if we take anything away from this evening's discussion and reflection it should be the sense of wonder and desire that Isaac seeks to cultivate within the human heart. Love alone endures and the desire it produces inflames the heart to pursue the Beloved and the Life of the Kingdom. --- Text of chat during the group:  00:15:34 Bob Cihak: Father's Substack comments are another blessing for me. The come by email to me, several times daily and are beautifully succinct, most of the time. 00:17:15 Sr. Mary Clare: Thank you, Father! 00:36:18 Ren Witter: Sr. Barbara - would you mind sending your question to the whole group in the chat so that the people reading/listening to the podcast know what you asked? (I think your question must have been sent directly to Fr. Charbel). 00:36:30 mflory: The whole first paragraph is a chain of practices/virtues: reflection on the “restitution” (providence/the second coming) leads to withdrawal from the world which leads to control of thoughts which leads to faith which leads to fear of God which leads to virtue. 00:36:33 Jamie: Reacted to "Sr. Barbara - woul..." with

Special Guest Host Ken Hensley addresses a fascinating question from Ryan, a brave 13-year-old defending his Catholic faith at an evangelical school. Facing tough questions about the Eucharist, Ken explains Old and New Testament teachings, clarifying the real presence of Jesus in the Eucharist. Kudos to Ryan for turning a challenging environment into an opportunity to strengthen his faith and learn apologetics.   Kay - I wrote a note in thanksgiving for a good confession when I was at the NEC, which really helped me in life. (01:42) Dave - I am thankful for God and family and would like to share that I found out I had a half-sister and she will be coming to celebrate thanksgiving with us. (04:17) David - Is it okay to invest in stocks of a company that has a woke agenda? (05:52) Ryan - I go to an evangelical Christian school, but I am Catholic. My bible teacher told me that the Eucharist can't be real because the Old Testament says you can't drink blood. How do I respond? (12:39) Nancy - My mother died when I was a kid, but God took that tragedy and made a beautiful story with it. (21:00) Fr. Bill - Thankful for The Paschal Mystery of Christ (27:12) Victoria – I work at an Evangelical school. Our witness as Catholics changed the way the school is run (28:57) Katarina - Thankful for my 40 hours fast and the grace to continue (47:40) Rose – Reading a book where a concentration camp prisoner could even find thanks in his dire situation (48:37) Darlene – I'm thanking for the popping lids on my canned goods (50:02)

St. John understands that we are out of our depths whenever we try to capture with words what comes through experience. This is true in particular of the heights of prayer, contemplation, and with dispassion. John's language is poetic and thus a reflection of his straining to present us with the end of the spiritual life and what the heart longs for the most. In concluding his teachings on prayer, he warns us of certain pitfalls to avoid in order that our focus might remain upon Christ. Above all he does not want us to become discouraged by the attack of the evil one. Such a thing is to be expected. Prayer is so beautiful and transformative that the demons are going to do everything they can to disrupt it. Yet, John would have us understand that the demons are scourged by prayer and when we show fortitude they flee. Finally, he would have be confident in the practice of prayer. There is nothing that one can write in a book that is necessary when we have God himself as the Teacher of prayer. It is the Holy Spirit that searches the depths of God the guides us forward. Dispassion is even more difficult to capture with mere words for it describes one who has made his flesh incorruptible and has subdued all the senses; keeping his soul before the face of the Lord and always straining towards him. One is not only detached from the things of this world but has a gathered an exhaustible store of virtue as a source of strength. They are driven no longer by fear, but now only love; love that cannot be understood by mere reason. The soul is drawn forward by an urgent longing that belongs only to those who are created in the image and likeness of God. Therefore, St. John sees dispassion as purity of heart; where a person has reached a level of existence where sin has no hold upon them and there is no longer even any awareness of the presence of demons. Such an individual is wholly united with God and always will be. --- Text of chat during the group: 00:05:24 Gregory Chura: Which step?   00:06:05 Bob Cihak, AZ: p. 240, #58   00:07:29 Myles Davidson: Can I ask what edition of The Ladder we are reading from?   00:08:08 Adam Paige: Paulist Press edition page 281

Patrick explores the Bible Code, dissecting its claims of hidden messages in Hebrew texts and debunking it as a compelling but ultimately flawed theory. He then discusses agnosticism versus faith, examining evidence for Jesus's existence and the strength of supernatural faith grounded in divine revelation. If you're passionate about exploring deep, existential questions, this episode is a must-listen.   Sean - Itsy teeny yellow dot bikini was a song that they made a show about where Russians used it as a form of torture for people. (01:44) David – Is the bible written in a way that it has a code? (06:54) Susan - When was marriage established as a sacrament? (15:39) Dee - If two Catholics get married, but not confirmed, is it a valid marriage? (21:50) Complaint:  I'm not happy with Patrick. He said there's a lot of music he doesn't like and he called the song “City of God” gay. (22:56) Dan (email) – What is the name of the Crusade book you recommended? (30:56) Trip (email) – I'm reading “Purgatory”, which you recommended. Should we pray to our Guardian Angels more? (36:08) Patrick shares 7 brands that reversed their big DEI promises (40:37)

Patrick takes on the so-called complexities of gender ideology. He addresses crucial questions about the morality of transitioning and its ramifications. Patrick also spotlights resources like "The Detransition Diaries" and sexchangeregret.com for further understanding. And to top it off, he shares strong, unfiltered words from North Carolina's Lieutenant Governor, Mark Robinson. It's a powerful discussion you won't want to miss and a great segment to share with your friends and family.   Mary - Have you heard of a Shrine to 'Our Lady's Milk'? E-Frank - Is there anything in the bible that says you don't have to accept step-brothers and step-sister? Maria - At the beginning of Mass, why do we say I confess to almighty God? Is that like going to confession? (09:08) Susan - I defended Butker to some friends but then they said what about the abuses of priests. How do I respond? Pope Francis said that if you are Christian Conservative than you are bad. Why would he say that? David - Is it a mortal sin to transition sexually and is it a mortal sin for people to encourage them? (17:31) Patrick recommends “The Detransition Diary” Audio: Lt. Gov. of North Carolina on the Trans movement (27:33) Tom - I enjoy the beauty of women. Is it okay for me to look at them? (31:21) Scott - My niece doesn't want to get married in the Church. How can I convince her to get married in the Church? (43:35) Joe - Last Sunday someone had a medical emergency during Mass. Should the Priest have interrupted the Mass and asked people to pray and check on the person? (48:42)

Patrick tackles big theological questions about baptism and communion. He explores the biblical foundation of being baptized by water and the Spirit, emphasizing its necessity to receive the Holy Spirit as described in the scriptures. Patrick also delves into the significance of the Holy Eucharist in the Catholic faith, comparing it to other beliefs while highlighting the importance of truth in doctrine as taught from the times of the apostles.   Glenda - Can Catholics receive communion in Protestant churches? (00:37) Denise - With the changes that Trump made about abortion, I don't know what to do for voting anymore. (12:56) Matt - Why can't Catholics break bread with a protestant at their Church? If you don't live by the law of the Old Testament, will you be judged by it? (24:56) David - Is the Church the body of Christ or a building? (41:33) Michael - In the Old Testament, when David lived, a lot of people had multiple wives. Were they committing adultery? (44:56)

The 16:9 PODCAST IS SPONSORED BY SCREENFEED – DIGITAL SIGNAGE CONTENT The health care sector has long struck me as having environments and dynamics that would benefit a lot from using digital signage technology. Accurate information is critically important, and things change quickly and often - in ways that make paper and dry erase marker board solutions seem antiquated and silly. But it is a tough sector to work in and crack - because of the layers of bureaucracy, tight regulations and the simple reality that medical facilities go up over several years, not months. People often talk about the digital signage solution sales cycle being something like 18 months on average. With healthcare, it can be double or triple that. The other challenge is that it is highly specialized and there are well-established companies referred to as patient engagement providers. So any digital signage software or solutions company thinking about going after health care business will be competing with companies that already know the industry and its technologies, like medical records, and have very established ties. LG has been active in the healthcare sector for decades, and sells specific displays and a platform used by patient engagement providers that the electronics giant has as business partners. I had a really insightful chat with Tom Mottlau, LG's director of healthcare sales. Subscribe from wherever you pick up new podcasts. TRANSCRIPT David: Tom, thank you for joining me. Can you give me a rundown of what your role is at LG?  Tom Mottlau: I am the Director of Healthcare Sales for LG. I've been in this role for some time now; I joined the company in 1999 and have been selling quite a bit into the patient room for some time.  David: Has most of your focus through those years all been on healthcare? Tom Mottlau: Well, actually, when I started, I was a trainer when we were going through the digital rollout when we were bringing high-definition television into living rooms. My house was actually the beta site for WXIA for a time there until we got our language codes right. But soon after, I moved over to the commercial side and healthcare, around 2001-2002.  David: Oh, wow. So yeah, you've been at it a long time then. Much has changed!  Tom Mottlau: Yes, sir.  David: And I guess in some cases, nothing has changed.  Tom Mottlau: Yep. David: Healthcare is an interesting vertical market for me because it seems so opportune, but I tend to think it's both terrifying and very grinding in that they're quite often very large institutions, sometimes government-associated or university-associated, and very few things happen quickly. Is that a fair assessment?  Tom Mottlau: Absolutely. There's a lot of oversight in the patient room. It's a very litigation-rich environment, and so there's a bit of bureaucracy to cut through to make sure that you're bringing in something that's both safe for patients and protects their privacy but also performs a useful function.  David: I guess the other big challenge is the build-time. You can get word of an opportunity for a medical center that's going up in a particular city, and realistically, it's probably 5-7 years out before it actually opens its doors, right? Tom Mottlau: That's true. Not only that but very often, capital projects go through a gestation period that can be a year or two from the time you actually start talking about the opportunity.  David: And when it comes to patient engagement displays and related displays around the patient care areas, is that something that engineers and architects scheme in early on, or is it something that we start talking about 3-4 years into the design and build process?  Tom Mottlau: Well, the part that's schemed in is often what size displays we're going to need. So, for example, if somebody is looking to deploy maybe a two-screen approach or a large-format approach, that's the type of thing that is discussed early on, but then when they come up on trying to decide between the patient engagement providers in the market, they do their full assessment at that time because things evolve and also needs change in that whole period that may take a couple of years you may go as we did from an environment that absolutely wanted no cameras to an environment that kind of wanted cameras after COVID. You know, so things change. So they're constantly having those discussions.  David: Why switch to wanting cameras because of COVID?  Tom Mottlau: Really, because the hospitals were locked down. You couldn't go in and see your loved one. There was a thought that if we could limit the in-person contact, maybe we could save lives, and so there was a lot of thought around using technology to overcome the challenges of contagion, and so there was even funding dedicated towards it and a number of companies focused on it  David: That's interesting because I wondered whether, in the healthcare sector, business opportunities just flat dried up because the organizations were so focused on dealing with COVID or whether it actually opened up new opportunities or diverted budgets to things that maybe weren't thought about before, like video? Tom Mottlau: True, I mean, the video focus was definitely because of COVID, but then again, you had facilities where all of their outpatient procedures had dried up. So they were strained from a budget standpoint, and so they had to be very picky about where they spent their dollars.  Now the equipment is in the patient room, but at the end of the day, we're still going to get the same flow of patients. People don't choose when to be sick. If it's gonna be either the same or higher because of those with COVID, so they still need to supply those rooms with displays, even though they were going through a crisis, they still had to budget and still had to go through their day-to-day buying of that product.  David: Is this a specialty application and solution as opposed to something that a more generic digital signage, proAV company could offer? My gut tells me that in order to be successful, you really need to know the healthcare environment. You can't just say, we've got these screens, we've got the software, what do you need?  Tom Mottlau: Yeah, that's a very good question. Everything we do on our end is driven by VOC (voice of customer). We partner with the top patient engagement providers in the country. There are a handful that are what we call tier one. We actually provide them with products that they vet out before we go into production.  We go to them to ask them, what do you need? What products do you need for that patient? I mean, and that's where the patient engagement boards, the idea of patient engagement boards came from was we had to provide them a display that met, at the time, 60065 UL, which is now 62368-1, so that they can meet NFPA 99 fire code.  David: I love it when you talk dirty. Tom Mottlau: Yeah, there's a lot of stuff out there that.  David: What the hell is he talking about?  Tom Mottlau: Yeah, I know enough to be dangerous. Basically, what it boils down to is we want to make sure that our products are vetted by a third party. UL is considered a respectable testing agency, and that's why you find most electronics are vetted by them and so they test them in the patient room. It's a high-oxygen environment with folks who are debilitated and life-sustaining equipment so the product has to be tested.  We knew that we had to provide a product for our SIs that would meet those specs as well as other specs that they had like they wanted something that could be POE-powered because it takes an act of Congress to add a 110-amp outlet to a patient room. It's just a lot of bureaucracy for that. So we decided to roll out two units: one of 32, which is POE, and one that's 43. Taking all those things I just mentioned into consideration, as well as things like lighting.  Folks didn't want a big night light so we had to spend a little extra attention on the ambient light sensor and that type of thing. This is our first offering. David: So for doofuses like me who don't spend a lot of time thinking about underwriter lab, certifications, and so on, just about any monitor, well, I assume any monitor that is marketed by credible companies in North America is UL-certified, but these are different grades of UL, I'm guessing?  Tom Mottlau: They are. Going back in the day of CRTs, if you take it all the way back then when you put a product into a room that has a high-powered cathode ray tube and there's oxygen floating around, safety is always of concern. So, going way back, probably driven by product liability and that type of thing. We all wanted to produce a safe product, and that's why we turned to those companies. The way that works is we design a product, we throw it over to them, and they come back and say, okay, this is great, but you got to change this, and this could be anything. And then we go back and forth until we arrive at a product that's safe for that environment, with that low level of oxygen, with everything else into consideration in that room.  David: Is it different when you get out into the hallways and the nursing stations and so on? Do you still need that level, like within a certain proximity of oxygen or other gases, do you need to have that?  Tom Mottlau: It depends on the facility's tolerance because there is no federal law per se, and it could vary based on how they feel about it. I know that Florida tends to be very strict, but as a company, we had to find a place to draw that line, like where can we be safe and provide general products and where can we provide something that specialized?  And that's usually oxygenated patient room is usually the guideline. If there's oxygen in the walls and that type of thing, that's usually the guideline and the use of a pillow speaker. Outside into the hallways, not so much, but it depends on the facility. We just lay out the facts and let them decide. We sell both.  David: Is it a big additional cost to have that additional protection or whatever you want to call it, the engineering aspects?  Tom Mottlau: Yes.  David: So it's not like 10 percent more; it can be quite a bit more? Tom Mottlau: I'm not sure of the percentage, but there's a noticeable amount. Keep in mind it's typically not just achieving those ratings; it's some of the other design aspects that go into it. I mean, the fact that you have pillow speaker circuitry to begin with, there's a cost basis for that. There's a cost basis for maintaining an installer menu of 117+ items. There's a cost basis for maintaining a Pro:Centric webOS platform. You do tend to find it because of those things, not just any one of them, but because of all of them collectively, yeah, the cost is higher. I would also say that the warranties tend to be more encompassing. It's not like you have to drive it down to Ted's TV. Somebody comes and actually remedies on-site. So yeah, all of that carries a cost basis. That's why you're paying for that value.  David: You mentioned that you sell or partner with patient engagement providers. Could you describe what those companies do and offer? Tom Mottlau: Yeah, and there's a number of them. Really, just to be objective, I'll give you some of the tier ones, the ones that have taken our product over the years and tested and provided back, and the ones that have participated in our development summit. I'll touch on that in a moment after this. So companies like Aceso, you have Uniguest who were part of TVR who offers the pCare solutions. You have Get Well, Sonify, those types of companies; they've been at this for years, and as I mentioned, we have a development summit where we, for years, have piled these guys on a plane. The CTOs went off to Korea and the way I describe it is we all come into a room, and I say, we're about to enter Festivus. We want you to tell us all the ways we've disappointed you with our platform, and we sit in that room, we get tomatoes thrown at us, and then we make changes to the platform to accommodate what they need. And then that way, they're confident that they're deploying a product that we've done all we can to improve the functionality of their patient engagement systems. After all, we're a platform provider, which is what we are.  David: When you define patient engagement, what would be the technology mix that you would typically find in a modernized or newly opened patient care area? Tom Mottlau: So that would be going back years ago. I guess it started more with patient education. If Mrs. Jones is having a procedure on her kidney, they want her to be educated on what she can eat or not eat, so they found a way to bring that patient education to the patient room over the TVs. But then they also wanted to confirm she watched it, and then it went on from there.  It's not only the entertainment, but it's also things that help improve workflows, maybe even the filling out of surveys and whatnot on the platform, Being able to order your culinary, just knowing who your doctor is, questions, educational videos, all of those things and then link up with EMR. David: What's that?  Tom Mottlau: Electronic medical records. Over the years, healthcare has wanted to move away from paper, to put it very simply. They didn't want somebody's vitals in different aspects of their health stored on a hand-scribbled note in several different doctor's offices. So there's been an effort to create electronic medical records, and now that has kind of been something that our patient engagement providers have tied into those solutions into the group.  David: So, is the hub, so to speak, the visual hub in a patient care room just a TV, or is there other display technology in there, almost like a status board that tells them who their primary provider is and all the other stuff?  Tom Mottlau: So it started as the smart TV, the Pro:Centric webOS smart TV. But then, as time went on, we kept getting those requests for, say, a vertically mounted solution, where somebody can actually walk in the room, see who their doctor is, see who their nurse is, maybe the physician can come in and understand certain vitals of the patient, and so that's why we developed those patient engagement boards that separately. They started out as non-touch upon request, we went with the consensus, and the consensus was we really need controlled information. We don't want to; we've had enough issues with dry-erase boards. We want something where there's more control in entering that information, and interesting enough, we're now getting the opposite demand. We're getting demand now to incorporate touch on the future models, and that's how things start. As you know, to your point earlier, folks are initially hesitant to breach any type of rules with all the bureaucracy. Now, once they cut through all that and feel comfortable with a start, they're willing to explore more technologies within those rooms. That's why we always start out with one, and then over the years, it evolves.  David: I assume that there's a bit of a battle, but it takes some work to get at least some of the medical care facilities to budget and approve these patient engagement displays or status displays just because there's an additional cost. It's different from the way they've always done things, and it involves integration with, as you said, the EMR records and all that stuff. So, is there a lot of work to talk them into it?  Tom Mottlau: Well, you have to look at us like consultants, where we avoid just talking folks into things. Really, what it has to do with is going back to VOC, voice of the customer, the way we were doing this years ago or just re-upping until these boards were launched was to provide a larger format, and ESIs were dividing up the screen. That was the way we always recommended. But then, once we started getting that VOC, they were coming to us saying, well, we need to get these other displays in the room. You know, certain facilities were saying, Hey, we absolutely need this, and we were saying, well, we don't want to put something that's not rated for that room. Then we realized we had to really start developing a product that suits that app, that environment, and so our job is to make folks aware of what we have and let them decide which path they're going to take because, to be honest, there are two different ways of approaching it. You can use one screen of 75”, divide it, or have two screens like Moffitt did. Moffitt added the patient engagement boards, which is what they wanted.  David: I have the benefit, at least so far, of being kind of at retirement age and spending very little time, thank God, in any kind of patient care facility. Maybe that'll change. Hopefully not.  But when I have, I've still seen dry-erase marker boards at the nursing stations, in rooms, in hallways, and everywhere else. Why is it still like that? Why haven't they cut over? Is it still the prevalent way of doing things, or are you seeing quite a bit of adoption of these technologies? Tom Mottlau: Well, it is, I would say, just because we're very early in all this. That is the prevalent way, no doubt.  It's really those tech-forward, future-forward facilities that are wanting to kind of go beyond that and not only that, there's a lot of facilities that want to bring all that in and, maybe just the nature of that facility is a lot more conservative, and we have to respect that. Because ultimately they're having to maintain it. We wouldn't want to give somebody something that they can't maintain or not have the budget for. I mean, at the end of the day, they're going to come back to us, and whether or not they trust us is going to be based upon whether we advise them correctly or incorrectly. If we advise them incorrectly, they're not going to trust us. They're not going to buy from us ten years from now.  David: For your business partners, the companies that are developing patient engagement solutions, how difficult is it to work with their patient record systems, building ops systems, and so on to make these dynamic displays truly dynamic? Is it a big chore, or is there enough commonality that they can make that happen relatively quickly? Tom Mottlau: That's a very good question, and that's exactly why we're very careful about who's tier one and who we may advise folks to approach. Those companies I mentioned earlier are very skilled at what they do, and so they're taking our product as one piece of an entire system that involves many other components, and I have full faith in their ability to do that because we sit in on those meetings.  Once a year, we hear feedback, we hear positive feedback from facilities. We see it but it really couldn't happen without those partners, I would say. We made that choice years ago to be that platform provider that supports those partners and doesn't compete with them. In hindsight, I think that was a great choice because it provides more options to the market utilizing our platform.  David: Well, and being sector experts in everything that LG tries to touch would be nightmarish. If you're far better off, I suspect I will be with partners who wake up in the morning thinking about that stuff. Tom Mottlau: Yeah. I mean, we know our core competencies. We're never going to bite off more than we can chew. Now granted, we understand more and more these days, there's a lot of development supporting things like telehealth, patient engagement, EMR and whatnot. But we're also going to make sure that at the end of the day, we're tying in the right folks to provide the best solution we can to patients. David: How much discussion has to happen around network security and operating system security?  I mean, if you're running these on smart TVs, they're then running web OS, which is probably to the medical facility's I.T. team or not terribly familiar to them.  Tom Mottlau: Yeah, that's a very good question. Facilities, hospitals, and anything that involves network security bring them an acute case of indigestion, more so than other areas in the business world. So these folks, a lot of times, there's exhaustive paperwork whenever you have something that links up to the internet or something that's going to open up those vulnerabilities. So, Pro:Centric webOS is actually a walled garden. It is not something that is easily hacked when you have a walled garden approach and something that's controlled with a local server. That's why we took that approach. Now, we can offer them a VPN if there is something that they want to do externally, but these systems were decided upon years ago and built with security in mind because we knew we were going to deploy in very sensitive commercial environments. And so not so much a concern. You don't need to pull our TV out and link up with some foreign server as you might with a laptop that you buy that demands updates. It's not anything like that because, of course, that would open us up to vulnerability. So we don't take that approach. It's typically a local server and there is the ability to do some control of the server if you want a VPN, but other than that, there is no access.  David: Do you touch on other areas of what we would know as digital signage within a medical facility?  Like I'm thinking of wayfinding, directories, donor recognition, video walls, and those sorts of things. Tom Mottlau: Absolutely. I mean, we see everything. Wayfinding needs have been for years and years now, and those are only expanding. and we start to see some that require outdoor displays for wave finding. So we do have solutions for that.  Beyond displays, we actually have robots now that we're testing in medical facilities and have had a couple of certifications on some of those. David: What would they do?  Tom Mottlau: Well, the robots would be used primarily to deliver some type of nonsensitive product. I know there's some work down the road, or let's just say there's some demand for medication delivery.  But obviously, LG's approach to any demand like that is to vet it out and make sure we're designing it properly. Then, we can make announcements later on about that type of stuff. For now, we're taking those same robots that we're currently using, say, in the hotel industry, and we're getting demand for that type of technology to be used in a medical facility.  David: So surgical masks or some sort of cleaning solutions or whatever that need to be brought up to a certain area, you could send in orderly, but staffing may be tight and so you get a robot to do it. Tom Mottlau: Absolutely. And that is a very liquid situation. There's a lot of focus and a lot of development. I'm sure there'll be a lot to announce on that front, but it's all very fluid, and it's all finding its way into that environment with our company.  All these future-forward needs, not only with the robots but EV chargers for the vast amount of electric vehicles, we find ourselves involved in discussions on all these fronts with our medical facilities these days.  David: It's interesting. Obviously, AI is going to have a role in all kinds of aspects of medical research and diagnosis and all those super important things.  But I suspect there's probably a role as well, right down at the lobby level of a hospital, where somebody comes in where English isn't their first language, and they need to find the oncology clinic or whatever, and there's no translator available. If you can use AI to guide them, that would be very helpful and powerful.  Tom Mottlau: Let me write that down as a product idea. Actually, AI is something that is discussed in the company, I would say, on a weekly basis, and again, I'm sure there'll be plenty to showcase in the future. But yes, I'd say we have a good head start in that area that we're exploring different use cases in the medical environment.  David: It's interesting. I write about digital signage every day and look at emerging markets, and I've been saying that healthcare seems like a greenfield opportunity for a lot of companies, but based on this conversation, I would say it is, and it isn't because if you are a more generalized digital signage software platform, yes, you could theoretically do a lot of what's required, but there's so much insight and experience and business ties that you really need to compete with these patient engagement providers, and I think it would be awfully tough for just a more generalized company to crack, wouldn't it?  Tom Mottlau: I believe so. I mean, we've seen many come and go. You know, we have certain terms internally, like the medicine show, Wizard of Oz. there's a lot out there; you really just have to vet them out to see who's legit and who isn't, and I'm sure there are some perfectly legitimate companies that we haven't worked with yet, probably in areas outside of patient education we, we have these discussions every week, and it's, it can be difficult because there are companies that you might not have heard of and you're always trying to assess, how valid is this? And, yeah, that's a tough one.  David: Last question. Is there a next big thing that you expect to emerge with patient engagement over the next couple of years, two-three years that you can talk about?  Tom Mottlau: You hit the nail on the head, AI. But you know, keep in mind that's something in relative terms. It has been relatively just the last few years, and it has been something that's come up a lot. It seems there's a five-year span where something is a focus going way back, it was going from analog to digital.  When I first came here, it was going from wood-clad CRT televisions to flat panels, and now we have OLED right in front of us. So yeah, there's, there's a lot of progression in this market. And I would say AI is one of them, and Telehealth is another; I guess we'll find out for sure which one sticks that always happens that way, but we don't ignore them.  David: Yeah, certainly, I think AI is one of those foundational things. It's kind of like networking. It's going to be fundamental. It's not a passing fancy or something that'll be used for five years and then move on to something else. Tom Mottlau: Yeah, true. But then again, also, it's kind of like when everybody was talking about, okay, we're not going to pull RF cable that went on for years and years because they were all going to pull CAT5, and then next thing, you know, they're saying, well, we have to go back and add CAT5 because they got ahead of themselves, right? So I think the challenge for any company is nobody wants to develop the next Betamax. Everybody wants to develop something that's going to be longstanding and useful, and so it's incumbent upon us to vet out those different solutions and actually see real practical ways of using it in the patient room and trusting our partners and watching them grow. A lot of times, they're the test beds, and so that's the benefit of our approach.  By providing that platform and supporting those partners, we get to see which tree is really going to take off.  David: Betamax, you just showed your age.  Tom Mottlau: Yes, sir. That made eight tracks, right?  David: For the kiddies listening, that's VCRs. All right. Thanks, Tom. That was terrific.  Tom Mottlau: Thank you very much, sir.  David: Nice to speak with you. 

The 16:9 PODCAST IS SPONSORED BY SCREENFEED – DIGITAL SIGNAGE CONTENT The people behind college and pro sports have increasingly focused on making events multimedia experiences that start well before fans put their bums in seats, and we're now starting to see hints of that in the way public spaces are programmed. Screens are sync'd, and content is carefully timed and triggered based on data and all kinds of variables. While most integrators and solutions providers are focused on executing on ideas and needs, the New York company ANC has for years being delivering services and software for what it calls branded entertainment. The work started with collegiate and professional sports, but more recently the company has branched into areas like retail and mass transportation - including the multi-venue, many screens experience that stretches between the Fulton Center in Lower Manhattan and underground to the World Trade Center complex. I had a great chat with Joe Occhipinti, ANC's Chief Operating Officer. Subscribe from wherever you pick up new podcasts. TRANSCRIPT David: Hey Joe, thank you for joining me. I've chatted with ANC in the past with Mark Stross but that's going back like six years or something like that. I'm curious, first of all, what your company does and maybe we could get into a little bit about the background of basically buying the company back from prior owners that started as a family company and now it's going back as a family-driven company, right? Joe Occhipinti: Yes. So, Mark Stross, yeah, he's obviously still our CTO. So I'm sure you two had a fun-filled conversation. But yeah, a lot has changed in those five or six years that was probably just after, just before, Learfield had purchased ANC from our initial founder, Jerry Cifarelli Sr. who was kind of a pioneer in the signage and TV visible advertisement world. When he started ANC in the late nineties, it evolved the business into a large format, technology integrator for sports and other venues. So when Learfield took over, they obviously wanted to start integrating some of our technologies into all of their properties and universities which was great.  Joe Occhipinti: Yes. So, Mark Stross, yeah, he's obviously still our CTO. So I'm sure you two had a fun-filled conversation. But yeah, a lot has changed in those five or six years that was probably just after, just before, Learfield had purchased ANC from our initial founder, Jerry Cifarelli Sr. who was kind of a pioneer in the signage and TV visible advertisement world. When he started ANC in the late nineties, it evolved the business into a large format, technology integrator for sports and other venues. So when Learfield took over, they obviously wanted to start integrating some of our technologies into all of their properties and universities which was great.  It was a good five or six year run we had with them. And I was with the ANC for a lot of those years. I started back in 2012. So I saw the end of Jerry's initial ownership and then into the Learfield, and then I kind of parted ways with ANC in early 2022 and found my way into a company called C10 with Jerry's son, Jerry Cifarelli Jr. and shortly into 2022, Learfield reached out to us and was interested about looking into a potential acquisition and I think Learfield's business has changed a lot, right? Joe Occhipinti: Yes. So, Mark Stross, yeah, he's obviously still our CTO. So I'm sure you two had a fun-filled conversation. But yeah, a lot has changed in those five or six years that was probably just after, just before, Learfield had purchased ANC from our initial founder, Jerry Cifarelli Sr. who was kind of a pioneer in the signage and TV visible advertisement world. When he started ANC in the late nineties, it evolved the business into a large format, technology integrator for sports and other venues. So when Learfield took over, they obviously wanted to start integrating some of our technologies into all of their properties and universities which was great.  They were in multimedia rights and they've kind of shifted into a data-driven company with all their fans and engagement and I don't think it was core to them any longer and obviously with Jerry's father, having started the business, it was very near and dear to our hearts. We felt that ANC had all the right foundation but due to its success over 25 years, we can kind of take it back and change a few things, get the parts back together, streamline things, and get after it once again to bring the band back together. And that all happened in early 2023. We couldn't be happier to kind of be driving the boat again.  David: So, anybody if you meet at a cocktail party or a neighborhood party or whatever, says, what do you do? And more to the point, what does your company do? What do you tell them? Because it's quite involved. Joe Occhipinti: The loaded question. Hopefully they have like two drinks like one in each hand or something. But basically, the ANC consists of four business lines, we like to call it. So, the kind of the moneymaker, the thing that gets the most press is LED Technology installations and that could be the things that catch everyone's attention is obviously the large format LED displays but we're really a technology integrator, throughout the entire venue. So we have installed IPTV, we've installed TVs, we've installed full control rooms, things of that nature. And those are the apps which have a large format. I keep going back to that but the main video center hungs and arenas, center field boards and baseball. We have a 280 foot display at Westfield world trade center. Some of those marquee kinds of displays that you guys have heard and seen. Then we also have a services department or venue solutions we like to call it. After which all the pretty lights go up, we have to then maintain it and make sure it works for the life of that display or until the next renovation happens. So we actually have a fleet of operators out in the field who are going on pregame off days and making sure that modules are fixed and things are corrected. The proper content's loaded into the software and they're ready for the game presentation or for the next event or for the next change in scheduled content that's going to happen in an out of home venue. So we do a ton of that as well and then we also have our ad agency business. So that goes back to when Jerry started the whole business of TV visible signage, where we are acquiring inventory from teams that we work with or we go out and purchase it and then we also represent brands. So we'll place a discount tire behind home plate at a specific market that they would like to see or a number of different advertisers that we've been working with for years that really want to have that TV visible signage in sports our ad agency is mostly on the sports side we do some and out of home but obviously those are kind of owned by the properties and things like that so it's a little bit different and then what ties it all together is our software business. So It's called LiveSync now. It started as FasciaSoft, VisionSoft, VSoft and now it's LiveSync and it's all in the name. We specialize in syncing all your displays throughout the venue. So, somewhere like Westfield World Trade and Fulton Center, they're kind of one venue to put together. I think they have upwards of 75 or 80 displays between LCDs and LEDs and we have a constant stream of scheduled content. That's looping every 10 or 20 seconds 24*7 and you can sit there and watch in one area 5 to 10 displays all changing at the same exact time, frame to frame, everything running pixel to pixel. But the beautiful thing about live sync is what it does is we're wide open, open API, open source. If you want to play ball with everybody else that might be in the control room and we want to be able to trigger whatever else you might want to trigger with that piece of content. So if you wanted to run a home run graphic at Fenway park and you want to get your LED lights for a night game to flicker, you know when the guys around the bases. ANC Live Sync can trigger that software and it can all run synced and simultaneously. So, we really like to say that we can be the quarterback of the venue like somewhere like Wells Fargo Center. We trigger an IPTV program to have a goal animation run in the suites over whatever TV broadcast is being shown.  So, we've really come a long way in that regard. The software has come. Leaps and bounds, probably even from six years ago when you talk to Mark and we're really proud of the software that he's developed with his team. David: And this is your own software. It's not something you sell, right? It's software that you use when you're working with various customer venues.  Joe Occhipinti: Yeah. A lot of times our software is installed when we are doing the full install. Right. We don't really sell it out of cart. We have started to look into that, right? Like we think the software is at a point where it can do that and can be that. We did a deployment this year at I think it's PPG paints arena at Pittsburgh Penguins where another LED manufacturer got the LED job but they came to us for the software. So that was just a software standalone installation where we went in there into the control room and installed the servers and had it integrate with everything else they had there and it runs their live game presentation now. David: Right and when you're talking about being known for LED or being known for LED display control and so on but you're not a manufacturer or reseller of somebody else's product, right?  Joe Occhipinti: Yeah, we're not a manufacturer at all. So we do have competitors in this space, right? You know, big name, LED installers but they're all manufacturers. So, even though we were competitors, we're kind of not, you know what I mean? Like you can see a world where we can come together with some of these and enhance their business. Right. We feel that we can do a good job on the installation side and on the service side. But we really talk to the clients and figure out what they need from the LED signage perspective and we go out and find the best possible product to deliver that.  And then we'd like to use our four business lines to create a cohesive partnership with that client. So, once we're in a venue and they want to add a display here and there. It's very easy to add it into our existing licensing software or to add it to our services. Right? So, we like to use or give the partner back ad dollars by finding somebody to buy advertisements on their home plate or elsewhere in the venue. So, we really can use our different lines to be a full service partner for all of our clients.  David: It's interesting. Years ago, I remember talking to somebody about shopping malls and how shopping malls, particularly in Asia, were no longer just seen as warehouses or Harmonized venues for retail. They were experiential places that were programmed and that had like programming calendars and special events and everything else related to it and it kind of sounds like what you're doing and what you can deliver is you're really programming a venue or in the case of down by the World Trade Center, multiple venues so that content cascades across them things happen and so on, but it's all kind of cohesive as opposed to maybe more traditional digital signage and just display work where there's something driving this, there's something else driving that maybe they once in a while sync up but they're not really working together.  Joe Occhipinti: Yeah, I agree. I think these are all becoming everyone's fighting to get the people to their venue, right? I mean they want to drive sales or drive concessions or whatever it might be. And the malls are becoming more of let's go spend a few hours at the mall. I mean let's not just go pick up something I need, right? It's like, let's do this with the kids or see this special event or whatever it might be. And being able to create an atmosphere that's inviting and appealing to people's eyes kind of goes hand in hand with that. And then obviously you can promote the upcoming events and whatnot too. Right. So there's just more and more digital installations happening and the interesting thing that we're seeing in the business and it's happening in sports as well.  I mentioned Jerry Cifarelli Sr started with rotational signs like static banners behind home plate and on ribbons and that grew into LED behind home plate and then LEDs on Ravenstein, these massive center hongs. But now these at home venues and these sport venues are now expanding, right? You have these big conglomerates businesses that are doing stuff outside beyond just the stadium, right? Trying to get people there before the games and to the restaurants and to the bars and you're seeing digital marquee that you would typically see on the highway, kind of up on the back of a stadium or down the street at the bar that they just built, that's owned by the same kind of marketing company that owns the business or has similar interests. So, if they are kind of meshing a lot and they're all trying to fight for those eyeballs and fight for those people to bring the dollars and revenue in their way.  David: Yeah, it kind of seems like the worlds are converging, when I was reviewing your company website and seeing how deep a background you have in sports, both college and pro. And expanding into retail and in public spaces like mass transport and so on and thinking at first that well these are very different worlds but when you really think about it they're very similar worlds in a lot of ways these days because like airports are shopping malls and sports venues are no longer just the arena,  It's the multi purpose sort of event area with retail and residential and hotel and everything else and it's all being driven by the same developer or developer group. So they are harmonizing all this stuff.  Joe Occhipinti: Yeah, that's exactly right. And we're here to help. Whatever those entities are to create a cohesive appeal to the entire look. And then what's happening too is a lot of our venues are old, right? Our malls are a little older, our stadiums are getting older. So you're going to see more of these stadiums, new builds will happen but you're going to see a lot of renovations where there's going to be seating upgrades and there's going to be changes to potential sight lines and things of that nature and make egress and easier and more exits whatever it might be. But the technology is really what's going to put the renovations over the edge and it used to be that once you walked through that little tunnel and saw the baseball diamond, the first LED you saw that day was then. Now it's like when you're a couple of miles away on the highway, you see a billboard that's on the stadium. So right away, you're triggering people's eyeballs before they even get to the park. Then you're tailgating and you're seeing advertisements run in your face and then you scan your ticket and you see an LED when you go through the lobby and the concessions and things like that, those can be obviously monetizable and you can have advertisements there. And the same things happening in malls and in transit hubs and in other places where they're trying to grab your attention before you even think about heading into that wherever you're at, wherever you're going.  David: Do you have to sell this whole notion into these kinds of venues or do they just inherently get it now because they've seen it in action elsewhere and it's no longer just this sort of exotic concept? Joe Occhipinti: They definitely have seen it and they want to do it. I think where we come in is kind of helping them bring that to life. So we actually have like an architectural designer that will go and meet with teams and say, Hey, we have this area of our club or of our mall or transit hub that we'd really love to be able to monetize and put some LED signage here but we don't really know how to do it. So that's where we come in, I would say we consult them but we're really just trying to provide another service to an existing partner or potential partner to say, Hey, we'll take some pictures, we'll create a virtual world and we'll throw some LEDs on there and you guys can kind of see and understand what it might look like. And how do we angle it right to catch the attention of people coming up the stairs so that whatever it might be. So you can maximize the eyeballs and the dollars that you would get from that, right? Or the feel or the presentation that you want there. So we're doing that constantly. We have done that at a lot of our marquee venues where we start with one install and the next thing you know is there's three or four or five installs over the next five or six years where they're adding a screen here or there because they realize it's a high traffic area or during walkthroughs or tours. It's a good place to promote their upcoming events or whatever it might be, you know what I mean? So we kind of do that a lot for our places just to allow them to continue to add to the technology and to provide a better presentation to their constituents that are at the venue.  David: Is it just the highly visible stuff? In the case of, let's say, a sports and events center, are you also driving the menu boards, menu displays in concession and the ticket windows and things like that? Joe Occhipinti: Yeah, we've done some of that. As I mentioned, Wells Fargo is like our, I don't want to say crown jewel but it's been a really great partner for us for I believe over a decade. And we literally do everything there from, they have a sports book lounge on their top level to where they were ingesting staff feeds and scores and betting lines, their main video screen is kind of kinetic. It comes down at one size and opens another and we just have to hit one button in our software which allows it to do that and then their IPTV system. I think it's upwards of 700 LCD or TV displays that they have across the venue and we don't have our own IPTV software but we built a bridge between us and their IPTV providers so that when they do score a goal or there is a win, we can send graphics out there. Or if something they want to promote to their suites or to certain areas of the business of the venue, I should say, we can do that. Or even emergent emergency messaging or something like that. We have the ability to go full blast on every display that we touch that's in there. And then even still, they're even adding more, we have billboards out on 95 there in Philly. They added some more displays on their outside, where if you go to a flyers game tomorrow, you'll see us up there kind of installing it. So, like I said, they're trying to get you from when you're a few miles away to get you thinking, you know, I'm excited for this game and I'm excited to participate in this event but also what goes out on there, you alluded to that. I kind of said the betting lines and things like that. But one of our venues we have in the city, we have two JP Morgan Chase banks and you think that's kind of like a sleepy thing like who's going there to see the LED. But what Chase does for their customers is while you're sitting there, you might see If there are any subway delays, we work with the MTA to ensure that you'll see any traffic it might be if you're heading to Queens and say, it'll say take the tunnel not the bridge or whatever it is. Right. And whether we'll pop up. So yeah, we're not creating this data but we're ingesting it from different feeds and from different sources and we're making it pretty, we're creating the graphical ways that it might show up and kind of add to the person's experience being at whatever venue they're at.  David: Right. Now if I talk to virtually any CMS software company out there these days  and I asked them about data integration, they'll say, of course, yeah we do all kinds of  data handling. We've got APIs and this and that where we're all over that stuff but I get the impression that there are very much different kind of tiers of this that you can have kind of basic data integration that yes, you could query, let's say some transit data if it's publicly available as an XML feed or something. From what you're telling me, this is quite a bit more exotic than that. Joe Occhipinti: Yeah, I believe it is. I mean, I think what we can do is if the weather variable says it's going to be cloudy, we create a graphical thing that shows what you would think would be cloudy and that shows up there, right? Or if when it's time for the weather to come through and it's sunny, the background will say 65 and it'll be sunny but if it's 65 and rainy, the background will have rain on it. So we're even going to that level where what the trigger is we're not just spitting out what the variable is but we're trying to create a cohesive content experience too, that kind of shows what's happening and then it allows us to trigger different items in our software too that if we can automatically change when the variable goes from top one to bottom one, it automatically changes the advertisements that would run in that happening. So it even comes with efficiencies on our end of what we're able to and how we're able to gain presentation and things of that nature. But yeah, I mean these are little subtle things that the customer or the fan really appreciates and it's just great for us that we have an in-house design team. We recreate these things, we're then our statistical engineers and our developers are then creating ways for it all to work together. So yeah, you do have your base level where we just want to see the scores on a ticker which we're happy to do but if they want to get more involved and do some more graphical things to enhance the experience, we're obviously able to do that as well. David: When it comes to things like game day experiences for big sports venues and multi purpose venues like that, do these organizations have their own teams that handle all that and they just kind of work with you or are you actually doing the game day experience for these companies? Joe Occhipinti: It's different at every venue. We're happy to be part of the team. However they would like us to be. It goes anywhere from a place like the game bridge field house, right? They just hosted the all star game and we live sync touches every LED display that's permanently installed there. And our operators heavily involved in production meetings need to understand what the run of the show is to load the content prior to the game. He's been there so long. I'm sure maybe he will make some say, Hey, maybe try this or that. I don't know but he's been there for a while. He's great at what he does and they fully trust us to carry out the run of shows that they have created but what might be in that run of show or graphics that the in-house design team also creates. So that's kind of part of the services department that I mentioned before, we also have graphic designers in house that if they want a special intro or some graphical element for a camera like a kiss cam or something. These keys and things that you see that help with game press, we kind of create those things for them. And our guys are downloading it, testing it, making sure that it works for the game when it inevitably runs in the game. So it is varying levels somewhere passive, right? We're like, Hey, we're here, let us know what you need us to do. Let us know what content needs to be run. And then in others where we're heavily involved where we're talking to them twice a week on content and churning out thousands of hours of graphical design and in their production meetings and we're upgrading their stat layers every season and creating a new look that might go with their season tickets or whatever it might be. Right. So they would kind of like to have that whole cohesive kind of brand. Brand look that they go for. So it does vary per client just based on your level with them and what they want to get out of the relationship.  David: Your company background is much more in sports but as we mentioned earlier, you kind of branched into retail and mass transport and other kinds of things like that. How does the business break down now? Is it still predominantly sports or are you seeing quite a bit of traction in these newer areas?  Joe Occhipinti: Yeah. I mean, obviously the legacy business, it used to be ANC sports and we dropped the sports when we started to foray into other things, the at home kind of markets. I would say we do more volume and on the support side but there's obviously a lot of growth and a lot of greenfield on the place we call it places are out of the home side. And we've been lucky enough to do some impressive installations where the clients have trusted us to perform those, even though we had a lack of experience in it. I've mentioned Fulton and Westfield, that was our first foray into it and was a hit and it looks great and still looks great, seven eight nine years later. We did a really good install down in South street seaport which we believe is really impressive. We did some stuff at Moynihan train hall. So we've been lucky to have some big marquee type installations. We are trying to build our relationships with a lot of the out of home players without naming any names. Like we were trying to build those relationships and just kind of see what the partnerships look like there and be an installer and integrator for them as well, just like we've been able to do in the sports.  So, I think the numbers will probably say that we're still more of a sports type business. But I don't think it's that far off from being even one day and I think we are going to put some resources behind it and we're going to do some stuff with the software that will help us change. We are in the process  of changing our user interface to be a little bit easier to use. We're doing some cloud type and quick play type stuff at NBC Universal right now, where they can walk around with their phones when they're doing tours and they can just change what's being displayed on the screens from their phone. So we are putting some resources behind it because we believe in it that we could help a lot of different partners achieve their goals there. David: I would imagine the typical media companies, even very large ones, would be pretty happy if somebody handled these more involved installations like Times Square or an entertainment district where there's a lot of screens because they're primarily in the business of selling media time and display faces and so on. I don't know that they really want to get all that dirty in terms of running these kinds of networks, particularly when they start to get quite complicated.  Joe Occhipinti: Literally and figuratively dirty like we're also installing the displays. It's a heavy construction type thing too. Right. So we're installing the display, we're doing the steel work and then we're plugging everything in and running the show as well. So yeah, I think we have a lot to offer. And obviously, we need to make some enhancements and it's almost like the out of home stuff isn't easier. It's different from in-game live presentations. And like you said, the legacy business was built that way. So when we got into the out of home market, it worked for out of home but we had some of these features like scheduling and overtakes and some of these things but they weren't maybe as robust as they are today cause we started doing more in it.  So, we've really focused in and debugged them and made them stronger and better so that we can run an out of home type market but it's almost too robust for the simple kind of one display on the side of a building like I'm talking about where we specialize is game presentation where you see five or six or seven different screens. They all have to be synced to kind of make the game presentation feel cohesive or in certain venues like Westfield, where you see many screens at once, you don't want it to be choppy and look off but we're maybe a little bit too robust when it comes to a single display, right? And because we're too robust, our features, maybe a little bit heavy in terms of costs. So we're going to try to address some of those things and really create something that would get all the features that we have but can also be used in an easier type setting as well and not be so cost effective and then like I said, we want to start getting our cloud infrastructure stronger and things like that, so that people can go by and change it with a phone. Right now we have people on staff that are scheduling these places for us in our lives. They're voting in and scheduling all these things. It would be easy if you work for Westfield World Trade and you're trying to court a client. You don't have to coordinate with ANC and the scheduler to, Hey, between 11 and 12, I want to show Sixteen Nine podcasts on all displays.  You could just walk around and you could press a button on your phone and right when you're showing up and you can just launch it. Right. So we're trying to do things like that.  David: The Fulton Center thing is interesting in how it crosses into a world trade in the Oculus retail area and so on. What did you learn out of that in terms of putting together a visual network that was going to run across multiple venues that aren't necessarily visible to one another. They're connected by tunnels or concourses but they're different things in certain respects and also, instead of a game where people are sitting for 40 minutes, almost all of them are constantly on the move.  Joe Occhipinti: Yeah. So obviously they placed the screens in places where they felt there was going to be higher traffic, right? Like an entrance to a subway tunnel or you come out of the path from Jersey and you're trying to get up into street level Manhattan and you walk that past, what amounts to almost four or five hundred feet of screens and it was definitely a little difficult to envision what they were trying to do but as it started to come together, it made a lot of sense to us and they kind of made it a little easier on us than had they treated the different areas of the facility to want to run different things, right? They want the whole facility to run everything all at the same time. So we're able to create the software, create batches that have all the displays and throw all the content in there and then schedule them appropriately rather than this side underneath by the path station needs to run this at this time and then over by tower two, we want to run that. And then in Fulton, we want to run this other thing.  They are two separate venues so we have two different schedules going at each one because they're different trains that run at each station, right? So in Fulton, you have four or five. And in Westfield, you have the AC and the two-three or whatever it is. So you have to decipher what goes where but the way they wanted to run it allowed things to be a little bit easier on the back end but we had to deal with network infrastructure and everything else like that which was new to us in this type of a venue. But they're really there to obviously be advertisements. Also, they need to make the place feel beautiful. Have you ever been down there? It's like all marble, it's a really beautiful facility. So they had to fit and they wanted to be in your face cause they were driving advertisements. They want to be appealing but they still need it to be beautiful and look good as well. So there was a lot of pressure on us too. The 24/7 nature of it is a little different than sports where you have a game and if something goes wrong, you generally have till the next day or two days later to fix it. That doesn't happen outside of home. Things gotta be working 23 and a half hours a day with not a lot of downtime and not a lot of issues happening because advertisers are walking through it and potential advertisers and the customers. So it was a lot of pressure on us. We literally have people walking the facilities downtown, New York, for 18 hours a day reporting issues and fixing issues. We don't want to have any downtime on these displays because the stakes are that high.  David: Yeah, really. How many people do you have working in the company? Roughly?  Joe Occhipinti: We have about just under a hundred full timers and depending on the seasonality of it, we have around 200 part timers that work for us all across the country.  David: And of the full timers are most of them kind of in the greater New York area. Joe Occhipinti: There's probably like 30 percent in this area, just cause like I said, we have a lot downtown and kind of work at our headquarters in Westchester but we're pretty spread out. We have upwards of almost a hundred venues across the country where we have something.  So, in those markets, like in LA or Washington DC or Baltimore, where we have a lot of different things going on. We have full timers that are in those markets actually running a stable of part timers as well.  David: Yeah, because they need to be there. They can't just say, well I can get there next Thursday or something. Joe Occhipinti: Yeah, they gotta be there at a moment's notice most of the time. .  David: Alright. This is great. If people wanna know more about ANC, they just go to ANC.com.  Joe Occhipinti: Yeah. ANC.com.  David: Nice and simple.  Joe Occhipinti: We do some stuff on social media but LinkedIn is really probably the one that makes the most sense if you want to check out some of our posts and what we've been up to lately. But we just did a full rebrand. We changed our logo. We kind of changed our colors after we bought the company back. I think the website looks great. So yeah, ANC.com will take you straight there and you guys can learn everything there is to know about us.  David: Powered by C10, I see. Joe Occhipinti: Powered by C10. C10's still around. Obviously, Jerry Cifrelli Jr. founded that company and that was the vehicle from which we acquired ANC but obviously with the legacy he had with his father and the name brand that ANC had, we decided we wanted to keep it. And just give it a refresh and push it forward. David: All right. Joe, Thank you very much for your time.  Joe Occhipinti: Thank you, Dave. This has been great. I appreciate it.

This evening we continued our discussion of discernment; in particular, developing an awareness of the action of the demons and their attempts to lead us astray. However, John also seeks to make us aware of the fact that it is not only the demons that we have to be aware of but our human nature in its fallen state. We are often weak of will and changeable in our mind. We are filled with contradictions and will often choose that which offers nothing over the love and the mercy of God. We have within certain destructive tendencies that are beyond reason. St. John would not have us over analyze these things but be aware of them so to avoid them and turn more radically toward God when we see them arise within our hearts. What is most striking in this section of the Ladder is that divine light shines through John‘s own words. The open up reality for us and we see on the horizon our dignity and destiny in Christ so brilliantly that one can only gasp. It creates within the heart an urgent longing to run to the Beloved. It reveals in a fraction of the moment the entire meaning of the ascetical life. It is not about self-perfection or endurance, but rather about Love. It is about acknowledging that what has been fashioned from clay has now been placed and seated upon the very throne of God. Joy! --- Text of chat during the group: 00:03:27 Carolus: Good evening Father.   00:03:34 FrDavid Abernethy: good evening   00:13:08 Genesius B: Father Michael of the Eparchy of Parma can only grow a goatee   00:13:36 Genesius B: we still love him though   00:19:18 David: Is this related to as one gets closer to God sometimes the attacks of the demons become stronger and often in different ways?   00:23:46 Sr Barbara Jean Mihalchick: this translations says "greedy and grubby flesh" not corpulence   00:28:18 Genesius B: How can such inquisitiveness lead us to pride? Surely trying to understand Divine Providence can only reveal our own wretchedness? Is it that merely trying to understand is itself beyond us and thus an act of hubris?   00:28:25 Genesius B: and self assetion?   00:34:30 Genesius B: then when gifts are given should we seek to hide them, lest we become prideful in them. I see this in many saints but how does this not violate the Divine command to not hide our light?   00:35:58 Carolus B: Replying to "then when gifts are ..."   Or to not burry our talents.   00:55:58 Kate : St. Elizabeth of the Trinity, a French Carmelite saint, wrote, “Let yourself be loved by God.”  I often ponder this quote.  Why do I run from this love?  We do I not allow myself to be loved by God?   00:59:50 Ren Witter: I don't think, though, that we run from the love of God when it feels like love. I can't even imagine doing that, honestly.  I think we run from what we are taught is the mysterious love of God, because more often than not it feels like something terrifying, or threatening, or even wounding.   01:00:05 Ren Witter: We are told to trust that these things are manifestations of the love of God.   01:02:02 Daniel Allen: Christ says, “everyone when he is fully taught will be like his teacher.” Imitating Christ, and the saints in deed teaches us little by little until we our not like our fallen selves but like Christ.   01:03:41 David: When I used to teach catechism I heard many comments when discussing the saints saying they are not like that or it is not reachable from teens and even my sons. It seems helpful to discuss the whole lives of the saints like the difficulties and sinful past of St. Ignatius. Most writings seem to focus on them being perfect and so special rather than the journey.   01:06:55 Rebecca Thérèse: I find that reading what the saints wrote themselves is very helpful because they're very honest about their struggles and that makes them more relatable to me.   01:08:28 Rachel: Yes, this is true.We are all starving. For Christ.   01:12:55 Sr Barbara Jean Mihalchick: One's image of God is so important - a distorted one gets in the way of living faith truly. This needs to be examined and renovated many times in one's life. Important to see self in God not outside of Trinity/grace.   01:14:30 Andrew Adams: Reacted to " One's image of God ..." with ❤️   01:16:11 Andrew Adams: Thank you Father!   01:16:11 Cindy Moran: Excellent session...thank you Father!   01:16:12 Jeff O.: Thank you Father!! Good to be with you all.   01:16:13 Rebecca Thérèse: Thank you

Fr. Matthew Spencer talks with a caller seeking advice concerning a family navigating the delicate moral and spiritual considerations surrounding in vitro fertilization (IVF) and what can ethically be done with the frozen embryos. The episode also features a father seeking guidance on the participation of girls as altar servers in the Catholic Church. These insightful and thought-provoking exchanges provide a glimpse into the delicate and complex moral and ethical issues faced by Catholic families today. Ted – Confessing a repeating sin: If there was someone who was trying to control alcoholism but is not over it yet, still go to confession? Joseph - I wanted to add on to what you were saying about confession and repeated sins. I think Jesus knows our fallen nature. Margarita - I was given some Muslim prayer beads. Is it okay for me to keep them? Brenda - My friend left the Church and asked me if the Roman empire transferred power to the Catholic Church. So the Catholic Church was not created by Jesus but by the Roman Empire. How do I respond to this? Deacon Andrew - I am working with a couple who came back to the faith. They used IVF before they converted. What should they do with frozen embryos? (26:07) David - Is it okay for girls to be altar servers? Katherine - Why wouldn't the solution for IVF embryos be to implant them in the mother and try to see the other pregnancies through? Marge - I became pregnant before getting married to my husband. I didn't go to confession before our marriage because I felt like we hadn't sinned. Is my marriage valid? (42:23) Mike - My 16-year-old daughter is preparing for confirmation. She wants to wait until she is 100% sure until she gets confirmed. What should we do?

Patrick reports and comments on the news that AMC have pulled a documentary about trans-regret from theaters in face of pressure and he offers solutions and resources to those facing the Trans movement in their own families Are you dealing with the Trans agenda in your own family? Patrick recommends: “Trans: When Ideology Meets Reality” by @HJoyceGender, “When Harry Became Sally” by Ryan Anderson, “Irreversible Damage" by @AbigailShrier and http://sexchangeregret.com  Ivan - How do you respond to a Trans person who wants us to use their specified pro-nouns? Joe - Can you recommend a book about philosophy from a Catholic perspective? Email – Is it okay to sing along with Beatles songs that promote transcendental meditation? David - Is it okay to add extra prayers to the Hail Mary prayer during the rosary? Millie (email) – Can I have a funeral Mass for a non-practicing Catholic?

Patrick answers questions about the resurrection of the body, communion kneeling, do Godparents need to be present during the baptism, and what did the early Church teach about the Orthodox and Catholic split? Dave - After the resurrection of the body will we be able to eat food or hug loved ones? David - Is it actually true that the orthodox also receive communion kneeling? I thought only Catholics did that. Benito - In my Church, they wipe everyone's hands down as they are going to communion. Is that okay? Lisa - Sometimes I just forget to receive on the tongue when I am using the rail because its a habit to receive on the hand. Tony - Can a baby be baptized without the Godparent present? Email - When I'm in the Priest line, I take Communion on the tongue. If not, I receive on the hand. Is that okay? Philip - Could you explain what the early church taught between the Orthodox and Catholic split? Denise – There's a kneeler now at our church because of the new pastor! Cecelia - Communion was being practiced in the old days of the Church. So, I think communion is okay in the hand. Peter - If someone dies from an overdose, what are the chances they go to heaven? Ann - The Church doesn't favor cremation, so why can they distribute body parts of the Saints? Robert - Why aren't we calling lay people extraordinary ministers, instead of Eucharistic ministers?

527 FBCWest | No Good, Very Bad, Terrible Decisions - David Proclamation of the Word Message by Pastor Joe “No Good, Very Bad, Terrible Decisions: David, not Where He Was Supposed to Be” Sermon Notes 2 Samuel 11:1 David not where he was supposed to be 2 Samuel 11:2 & 3 David informed that the woman was married 2 Samuel 11:4 & 5 The woman becomes pregnant 2 Samuel 11:6 – 17 David attempts to cover it up 2 Samuel 11:27 Made the woman his wife 2 Samuel 12:1 – 10 The prophet Nathan tells David that David Is the man in the story 2 Samuel 12:15 – 23 David tries to change God's decision & Davis's response when it isn't changed Psalm 51 Psalm of Davis showing his contrition and repentance

Psalms are the hymnbook- prayerbook even – of God's people. Put together after God's people return from Exile, they offer songs and prayers that capture the heart of God's people as they muddle through life as God's people. As we read them, we recognise so much that is current. Just take today's Psalm, 56... Written by David as he was captured in Gath (read 1 Samuel 21:10-15), it captures the heart of a man completely alone, but knowing that God is for him, that God knows his tears and predicament, and that God is trustworthy – just look at his words! All of that resonates with us – but we must proceed with care... before we sing this song, we must see how Jesus IS this Psalm for us. And all of Jesus' life speaks to the truth of this Psalm: the great-descendant of David IS this Psalm in the flesh. Because Jesus IS this Psalm, we can sing it.

The 16:9 PODCAST IS SPONSORED BY SCREENFEED – DIGITAL SIGNAGE CONTENT Integrating data has increasingly climbed the priority list for more ambitious and involved digital signage and digital OOH projects. The big driver for that is how near or real-time data makes what's on-screen automated and triggered, which means more timely, targeted and therefore relevant messaging. Lots of CMS software companies offer some degree of data integration and on-screen presentation, and we're starting to see some third-party companies that work mainly in digital signage - like Screenfeed - also offering data display toolsets. We're also now seeing well-established data handling companies making themselves known in this sector, particularly to help make some of the more complicated set-ups both happen and then reliably, and securely, work. ClicData is a software firm based up in the northwest of France, but has clients globally that use its Business Intelligence platform to bring data in from more than 250 sources - into a single, harmonized data warehouse. I spoke with co-founder and CTO Telmo Silva about Clicdata's roots, how its platform works and how it can be applied in digital signage applications. Subscribe to this podcast: iTunes * Google Play * RSS TRANSCRIPT David: Telmo, thank you very much for joining me. Can you tell me what ClicData is all about?  Telmo Silva: I started ClicData in 2008 as a pharmaceutical-focused data analytics company, and later branched out a little bit into making it a wider-used data analysis, data management and data intelligence tool for all sectors, and hence the name, ClicData from ClicPharma before, and yes, this tool is really the culmination of that learning in the pharmaceutical sector that we thought is applicable to really any sector.  David: Okay. So if I'm sitting here listening to the beginning of this podcast, some people might be wondering, those in digital signage and the AV sector, might be wondering, okay, why am I listening to this? How does it plug into that sector?  Telmo Silva: Absolutely, and it's funny, Dave, because an acquaintance of ours asked me, should we do this podcast? And I said, yes, absolutely, because everything generates data and digital advertising is definitely one of the factors.  You have to know where you're spending your money and what you're requiring and who's looking at things, and one of the first clients we had in the early days was actually a Canadian company out west that had this technology on elevators to take snapshots of peoples and try to recognize their age group and their demographics and as they're playing the videos on the small screen on the elevator, try to figure out what's the retention? Are their eyes moving and moving away from the screen and so forth, and how long do they stay hooked for those short 30-second clips, and things like that? And that was actually my first introduction to digital advertising and a use case for ClicData, a very successful use case, and I was hooked on that.  I was hooked into that so much that where ClicData is based out, which is France, there's a very large history of retail companies here that spent a lot of money on aisle advertising, and they start using those concepts, not only in terms of video and monitoring but also in terms of monitoring the paths of customers through their stores, optimization of aisles and things like that, where to put the digital signs and advertising and so forth, and all that generates a lot of data that you have to make sense of. And this is really well ClicData comes in, right? Those point solutions with digital advertising are part one, but without actually collecting all these from the different stores, and different locations that start making sense of it, it's just data, right? It does not turn into information until you do something with it and that's really where we come in, in trying to bring as much data from the different systems and different points of information really that a company may have, or a client may have and bring that into something that makes sense, that you can aggregate, that you can slice and dice, and then further down the line, then expose that to your customers, and say, okay, this is what you paid for. David: So you're aggregating and harmonizing and developing insights around the data as opposed to being a collector of data, right? Like you're not doing any of the computer vision or sensor-based work yourself?  Telmo Silva: We do not, but we do have all the necessary connections just with the different systems. Unlike potentially other systems that are very well standardized, each vendor of those displays of those collectors may have their own interfaces, APIs and so forth. They may have their own storage formats and as you use the different systems, your challenge is really to understand, how can I connect to this one now, and how can I extract information that I want out of that. And our connectors are actually quite flexible in that sense where we have fixed connectors for some of those systems, but for others, we have generic connectors that you can kind of configure to tap into that data.  David: Would this be something that might be called middleware? Telmo Silva: I would say potentially, yes. It depends on your definition of middleware. Ultimately we see business intelligence at least the portion of data analytics and reporting that we offer, as the next step before you feed it back and you go, okay, now I understand the results that I've received here, what improvements are we gonna make? And we start to cycle again, right?  So again as an example, you may start receiving data from certain videos and start saying, okay, this is the demographics and so forth, can I make some adjustments to my campaigns or to my videos or to the sequence of videos that I'm displaying? Again, I'm going back to that video on the elevator concept and optimising that, so it is part of that loop of data collection, data analysis, making decisions based on that data, and then feeding that back into the loop again. David: When you started the company accessing data from all kinds of different data sources was very complicated and time-consuming, and you had to get all kinds of permissions and all kinds of meetings and phone calls and everything else to work it out.  One of the things that I gather has changed over the last decade or so is that most platforms now have APIs, it's easier to get stuff out of them, and so on. So has your role lessened, or has it increased because they're always changing and there are so many and if you're an independent company, like a digital signage company, a software company, you have to stay on top of that, or you would use a company like ClicData that's spending all their time doing that and making it easy?   Telmo Silva: To answer your first question, it has actually increased, right? Whereas before we would ask a vendor whether that be Facebook or Google and say, our mutual customers have data on your advertising network, right? And again this kind of can expand to any type of data vendor or data collector that we may tap into and before they would basically know it's our data, and the consumers of course start reacting against that, right? Today, If you do not have an API, if all you do is get my data into your system, but not give me anything back in return, then I don't want anything to do with you. And we've seen backlashes at times with Facebook, Cambridge Analytics and things like that, where those types of sharing are also kinda gone another way rather, but nonetheless, today, if you do not have an API, then you're a second-class citizen on the internet and on the software technology stack. So that is great but an API is still an API. It is a programming interface and it does require some knowledge and it's not a standard. Just because we call it an API does not mean that they'll follow the same standard, it's very well organized, and it's very well understood. So every API has its nuances, its little quirks and its own way of paging through the amounts of data that it can offer. And so our role has actually increased due to that, because again, as I was mentioning before our connectors know how to deal with those different variations and those different formats and schemas that the data may be provided with. So in that sense, it's actually increased the need to have a tool, like ClicData, to be able to tap into those APIs and bring it into a format that is easily digestible by any analytics tool, including our own tool. David: How much is involved, if you wanted to do this yourself and let's say you wanted to Integrate information from four different business system sources or whatever, within your company? Is that something that would take a morning, a month, or a year to do if they weren't using something like ClicData? Telmo Silva: If they were not using something like ClicData, they obviously need somebody technical, but it would take an extensive amount of time for development, and again, large companies still do that, where they write custom interfaces to bring the data and amalgamate them into one single source of truth. This is where millions of dollars are being spent on data warehousing projects and business intelligence implementations and so forth. So not having a tool like ours definitely would require a good technical team, and again, depending on the sources, potentially database analysts, database experts, SQL developers, API developers, whether they do it in Java or Python or what have you. And then bringing all that into a data warehouse will definitely take more than just a few days. In my previous life, prior to creating ClicData, that was my bread and butter, and these projects would go on for 3-6 months. With ClicData, if we have the connector that you need or if you can configure your API connector and you have a basic understanding of APIs, you should be able to do that within a day, to connect three or four data sources and start seeing the data flow through into ClicData.  David: So on a project launch basis and certainly on an ongoing operating basis, it sounds like if you're running a spreadsheet model on this and a business argument, it would take a huge amount of cost out of the equation and time, and these are people you don't need to hire?  Telmo Silva: It goes on to just beyond hiring and the people behind it, because, having somebody who can accompany you if you're not an expert or in the technical side, then it may be worth it. But the bottom line is the continuity of it as well. It's okay to build a prototype. It works once but the next day, you don't want to have to do the same thing, right? You don't want to have to copy and paste the data into Excel or out of Excel again and repeat and so forth. And also, technology is what it is, business evolves as it is, and so you always need these adjustments. It is an investment that you have to make towards being data-centric, being data-focused and to say, I want to build these systems that collect the data on an ongoing basis that I can automate the reporting that can save you time as well in reporting these numbers back to your team or your clients or your management team and all this combines into the ROI that you're looking for, and yes, there is a technical side of it as well that there will be savings, whether it's in consulting or in minimizing, at least the number of times that you involve them, to gain access to your data.  David: If I'm a customer, what am I buying and how am I paying for it? Do you buy an enterprise license or is it software as a service?  Telmo Silva: It is totally software as a service. We do not offer any on-premise installations of software, and this is because we want to be rapid at giving new features, new connectors. Connectors continuously change, and there's new software in the market and we wanna be rapid in making those available. So software as a service is really our model, and what you get when you subscribe to when you get one of these subscriptions, which is monthly or yearly based, is you get basically all the connectors. You get a data warehouse, a database available to you through Microsoft Azure, that's our partner, and you can have your data stored in over eight different regions around the world: US, Ireland, Canada, Germany, France, and a few others, and once you have that data warehouse, that's your piece of the database there, the data starts flowing through the connectors. Once that is in your data warehouse, then from there you can actually build downstream flows, you can tap into it directly with Excel if you want, or you can use our dashboard tool to start creating dashboards and graphs and charts and tables indicators.  You can share those dashboards with other people. You can publish them to your customers, et cetera, and then you can just automate these things so that it just does that every day or every morning or every hour. David: Is that the primary output that you would see for digital signage and digital out-of-home home networks, probably more so on the digital signage side, would be data visualizations and dashboards?  Telmo Silva: I think that would potentially be one of the use cases, analyzing the data that's coming through and making decisions based on those as normal reporting and analytics data tools would. The other part of it and some customers of ClicData do this is they just use the collection capabilities of ClicData and the data warehouse to store their data, but then they feed that into other tools of their choice, tools that potentially they wanna do some more advanced machine learning on the data, maybe they want to write their own special code to analyze it, or maybe simply feed another system that requires this data to consume it and so forth. ClicData is really a multifaceted tool that can be either used just for collection and aggregation of the data or all the way through to data visualization and analytics.  David: Okay, so you would have almost like templates or widgets of some kind that would be able to do develop dynamic charting and things like this based on what you select? Telmo Silva: Absolutely, much like you would do on a pivot table in Excel, to drag and drop some columns, and the chart starts taking shape with columns, rows and so forth. That's exactly our design, it's very user-friendly as much as we can, we do have a lot of options for styling because not everybody likes the same styles and colors, but in essence, it's very much an Excel-like data visualization tool built into ClicData. David: If I'm a digital signage CMS software provider and I'm working with, let's say a financial services company and they wanted data visualization, if I wanna put that visualized chart into a schedule, so it shows up on the digital signs around the workplace. Is that an HTML file or how do you get that up on a screen? Telmo Silva: If you want to embed our dashboards into third-party applications, into screens, we have quite a few customers that have screens around the office, we have a railroad train station system that actually publishes our dashboards on every single station and stops with the schedules and things like that, and their performance, so are they late, etc.  So you can definitely embed that, and it's just simply a URL. You put that inside an iFrame, inside your web page, and the iframe immediately refreshes if the data has been refreshed, so you don't have to do anything, you just have to open it up in a browser, maximize the screen and boom, your dashboard is live and will refresh automatically.  David: Aare there any kind of limitations on how real-time it is or is it just how you wanna set it and how it works at the other end, in terms of data generation?  Telmo Silva: Our schedules have the ability to go on a minute basis to your data sources and pull the data in, however you can use our API, because we too have an API, to push data in, and in that case, the push is up to you. If you wanna send it once per second, you can. These will not be full data loads. These have to be small packets, a few rows, a few hundred rows at a time, potentially.  But you can use our API to bring in real-time data, and again, the same concept, whether we pulled it or you pushed it, everything downstream gets refreshed and gets activated for you. David: I suspect that's a conversation that you and your sales engineers have at times with resellers and end users, “Sure we could do real-time, but for the application you're talking about, do you really need that, or is every minute or every five minutes fine?”  Telmo Silva: Absolutely, and this is why we stopped our schedule at one minute. Again, you have to be really in a high traffic, high volume situation, and to be able to make a decision in real-time, and that's ultimately the key, right? It really is up to you and there's the cost associated with you developing a push notification to other systems as well. So it really is up to the customers, but yeah, in some sectors there are times that some folks ask for real-time when in fact, their data doesn't change on a daily basis. Case in point, Facebook, they themselves only refresh their own metrics or expose their own metrics on a much larger time scale. So for us to do real-time with certain systems and certain data sources is just refreshing and using bandwidth for nothing.  David: Do you have to make statements and assurances around privacy of the data or that's not really your issue, whoever's collecting that data or you're gathering that data is the one that's gonna have to worry about that, you're just enabling the use of that data?  Telmo Silva: Even though obviously data privacy and respecting the customer's data is our number one thing, we do have a role to play. If we're talking in Europe, GDPR is a huge thing. Every country has their own protection laws and privacy protection, like the California Data Protection Act. Every country and state and province has their own or has started some type of laws and regulations.  Us being a European company, but with customers in North America, we have to be very careful. This is why we're almost the only ones that actually are able to start your data warehouse in any country that you wish in those eight regions that we've mentioned, and that's step number one, but we are a data processor for you. We don't know what your data is, but we are processing your data for you. It's our application, and we are responsible to make sure that there's no external access to it, that if there are court orders, we have to make sure we validate and check them with our customers and so forth.  Luckily that has never happened, but we don't know what your data is. So we are not able to be really responsible for it, but that's part of our terms of service. If you put data that you are not entitled to use or process if you put data that is not legal for you to own, that's the responsibility of our customers, but obviously, we would have a role to play in that in this GDPR system where we are responsible to at least point out or give it out if asked legally, obviously.  David: I assume you get a lot of questions around security as well. Telmo Silva: Oh, absolutely, and again, this is why we partner with Microsoft Azure. Our expertise is really making the software intelligent, and easy to use, that it processes fast, that we can process thousands and thousands of files and sources and dashboards a day, an hour really, and not really on the physical and digital security of these data warehouses and systems. And this is why we rely on Microsoft Azure severely. We have a strong SLA with them to protect our property and our customer's property, their data.  David: I know almost nothing about the technical side of what your company and others like it would do, but I assume that a lot of the heavy lifting in terms of security is on the Azure side and you take advantage of that and you let them worry about that, but, make sure that you're working according to their policies, right?  Telmo Silva: Absolutely, but it also takes our knowledge to encrypt the data and to make sure that their configuration is set up correctly. I think that is the positive and negative of cloud-based systems, like Google, Amazon and Microsoft. It's so easy these days to just start a server anywhere and start putting data into it. It's much harder to make sure that nobody else has access to it and to make sure that it's protected and so forth. And even within Microsoft, there are some checks and balances there as well. We can't say, just because it's Microsoft's or Amazon or Google that takes care of your data, we're pawning it off on them, and if something happens, let's go to court. That's not how it should be handled. There has to be some responsibility on the people using those systems, and how we code the application, and to make sure all the settings are set up correctly. So it is a team effort between the vendors and us, and also our customers to make sure that they're comfortable with the fact that we are ISO certified, SOC certified HIPAA compliant, et cetera. This is time and an investment on our part to make sure that they should not be just for the sake of having a stamp, on your website saying, “We are ISO certified” and that's it. It does take effort from both companies and all parties involved to make sure that the data is secure and private.  David: So Microsoft is a major business partner, but they're also a competitor, through Power BI? Telmo Silva: That is correct. Power BI, their visualization tool is a competitor to our data visualization module, not necessarily to the whole ClicData platform, and they do an excellent job at it as well.  David: But I assume your company has its share of competitors, right? Telmo Silva: I believe there's data visualization for every type of business in the world. Power BI, Tableau, ClickView. I don't wanna name more than three, but there are at least three hundred of them, and let's not even go beyond those, let's just talk about Excel, there's some amazing visualization in Excel and it has been around for years. So there's a lot of great experience, but again, these are tools and they are distinct separate tools, and if you have to load up Excel or Power BI or whatever every day to hit refresh, and then export it out and think about security and access, then that's the downside of these tools. They do a great job for that initial data investigation but are terrible for the ongoing maintenance of it.  So what we say is, whereas we may not be as advanced as some of those tools, potentially. If you're trying to do something very specific that only Power BI can do, maybe we cannot do it. The upside of using our tool is that you don't have to do anything else. The data is there as soon as it's refreshed, the dashboards know that the data is refreshed, it immediately sends emails out to the people that are on the list for receiving this dashboard, and they get it on their mobile app. They get an alert, whatever, right? It's all automated for you.  So if you want to spend less time wasting copying and pasting and using Excel and these tools, then, these are the types of platforms that you need to look for.  David: I assume the other thing is that you stay on top of it because APIs change and data sets change and everything else and if you just had it developed yourself internally or if you outsourced the development, a month later, the schemas and things could change and all of a sudden it doesn't work, right?  Telmo Silva: Absolutely. We see that with the big players obviously, Google, Instagram, Facebook, and others are constantly improving their APIs. Security keeps changing around the world. We're phasing out certain types of security, TLS 1, TLS 2, et cetera, and APIs need the security, they need to be compatible with it. So this is really where most of our customers get their benefits is to say, okay, ClicData is taking care of all that for you, and then make sure that the data keeps coming in, and flowing into your data warehouse.  David: So if I'm a digital signage content management systems software provider, or Perhaps an AV/IT systems integrator who has an ask from clients or wants to incorporate this into their service offers, what's involved? What are the first questions you have to ask them? Do you support this, do you support that, or are there any really real barriers?  Telmo Silva: We start by looking at their data sources, right? If we can't bring the data, if they're using a very specific format of a very specific system that we cannot gain access to, typically very old ones then we're upfront about it. We say that you're not gonna get this data in, and you're not gonna be able to report it. David: It's on a mainframe system or something? Telmo Silva: Mainframe, believe it or not, we can connect to it. It is important for us and believe it or not, there are still a lot of customers, especially in the retail sector that does mainframe, IBM series of servers, those things that we thought don't exist. They exist and they exist in quite a lot of companies. So we still support those. But sometimes it's just very cryptic or the format. I cannot give you an example off the top of my head but we have this, as I mentioned before, a very robust kind of API connecting connector that takes a lot of options, and most of the time we can configure it to fit. But yeah, if you're a provider of data that pretty much says: I'm not giving you access. I can only give you monthly reports or something like that. Yeah, you can import those reports monthly by hand. Is that something that you really wanna do, et cetera? So we discuss alternate solutions like that. But yeah, that would be the first step. The second step is what are their objectives? Are they looking for visualization and embedding these dashboards and putting them back to their customer in a self-service mode so they can monitor the success of their campaigns, their ads network, et cetera? Or is this internal use for analytics and so forth? So we discuss those items to make sure that ClicData is the right solution for them, and if all checks out, I think then the next step is just to get a trial account for 15 days and connect a couple of data sources, see what you can build. We have an in-app chat tool that allows them to ask questions as they go along during their trials. Ask your questions, ask how you can do things and get that first initial prototype, and that's a big advantage of being a SaaS product, there's no installation, you lose nothing, right? You don't have to install or return servers. You just get started, start connecting your data and start playing around with your data and start visualizing and prototyping within your team, get success quickly, get motivated quickly as well. That's a big part of it, and from there, you just start your subscription level. David: What level of skill do you need?  Telmo Silva: To do complex things, you definitely need some SQL sometimes, some function programming, as you do with Excel, we are all different experts in Excel. There are those of us that use Excel just to type in numbers and your basic drag and drop, and that's it. And then there's those that know to do Lookups and they know a few more functions and then there's those that do Macros in Excel, right? There are different skills, and with us, it's the same thing. It really depends on what you need to do and how much your data needs work. So we have our own kind of Excel-like language that they can use, very similar to SQL as well. They can do a lot of things with the data.  We needed to make ClicData very powerful, and very flexible to ensure that we will not be stumped by a specific need or a specific customer request. But at the surface, we also try to make it easy with a strong UI to write those hard-to-write functions behind the scenes through an interface that is a little bit easier to use. David: So at a minimum, you want somebody who has an interest or a knack for this sort of thing, as opposed to Margaret in Sales and Marketing saying, “Here, you do this!” and she gets the deer and the headlights look?  Telmo Silva: Absolutely. Now you can, if you have, and some customers of ours do this and they split the work of connecting and making the data available versus consuming the data, right?  You have your technical person, the person that knows the data very well to create these kinds of slices and catalogues of data and make them available to the rest of the team, and the team then goes in, either with our dashboard editor or report editor, and does their own dashboards and their own kind of visualizations or with other tools as well. So there are also those splitting of functions that sometimes are important to put in place into a company. David: ClicData is in Northwest France based in Lille, correct?  Telmo Silva: Yeah, we have three major offices. That is our head office, the engineering office in the north of France. We have one in Toronto, Canada, and we have one in Texas so we're all over the place a little bit. David: So Europeans are gonna engage through your European offices and Canadians and Americans can find a couple of offices on this side of the pond?  Telmo Silva: That's correct.  David: Where do they find you online? Telmo Silva: ClicData.com  David: It's important to say there's no “k” in the click. Somebody got to it before you could get the one with the “k”?  Telmo Silva: I believe so, or maybe at that point in time, we wanted to make it very even with four and four, Clic and Data, I'm not sure. David: Oh, they'll find it. Thank you very much for spending some time with me.  Telmo Silva: Thank you for having me.

David, Joe, and Korbin are joined by Vince Santini of Shady Brooks Angus as they dive deeper into some listener questions from the previous episode. They begin with a riveting recap about bar soap and move into more pressing topics like $Maternal. Once again, they discuss the shortcomings they see with $Maternal, why it's so polarizing, and their proposed solutions. They discuss how much the digital society affects messaging and how they think it can be improved. A big word in the cattle business today is “sustainability”; and they talk about what it means, why it can't be ignored, and how to control the messaging. Finally, the guys talk about what their mentors have meant to them and why they believe everyone should seek out mentors. Mentioned in this Episode:Montana RanchThe Montana Bred for Balance Bull and Female Sale — Call David at 406-210-5605 or send an email to Bulls@MontanaRanchAngus.com if you're searching for semen from balanced trait sires!Rafter 5M Land & CattleBruin RanchFacebook @AngusUndergroundInstagram @AngusUndergroundContact AngusUnderground@Yahoo.com or call 406-210-1366 if you are interested in becoming a sponsor for Angus Underground.BreederLink.comGeneBrokers.comCentral Life SciencesShady Brook AngusAngus Genetics Inc.American Angus AssociationCertified Angus BeefU.S. Roundtable for Sustainable Beef Quotes:“If we have shortcomings, and we all agree it's not accurate, why the hell do we have it?” — David“Is this a breeding tool or a marketing tool?”— David“It can be a two-way street. Taking the premise that maternal cattle don't harvest and grade is completely false and misrepresented.” — Korbin“I don't think we can put a label on maternal and that's why it's so polarizing.” — Korbin“I don't think there's a soul on this Earth who can argue that Certified Angus Beef hasn't been a raging success since it was implemented back in the late '70s.” — David“We owe it to ourselves to control the message here.” — David“You might be sustainable. But what about your customers? Or your customers' customers?” — Korbin“I think we owe it to ourselves to be a positive force for good in our industry.” — David

Lecturas: Daniel 7, 13-14 Salmo 93,1-2.5 Apocalipsis 1, 5-8 Juan 18, 33-37 ¿Cuál es la verdad sobre la que Cristo da testimonio en este último Evangelio del año litúrgico? La verdad de que, en Jesús, Dios cumple la promesa hecha a David acerca de un reino eterno y un heredero suyo, que a la vez sería Hijo de Dios, “el primogénito, el más alto de los reyes de la tierra” (cfr. 2S 7, 12-16; Sal 89, 27-38). La segunda lectura de hoy, tomada del Apocalipsis, cita estas promesas y celebra a Jesús como “el testigo fiel.” Recuerda la profecía de Isaías, según la cual el Mesías testificaría ante las naciones que Dios mantiene su alianza eterna con David (Is 55, 3-5). Sin embargo, como Jesús le dice a Pilatos, su reino es mucho más que la mera restauración de una monarquía temporal. En el Apocalipsis, Jesús dice ser “el Alfa y la Omega”; la primera y la última letras del alfabeto griego. Se atribuye a Sí mismo una descripción que en el Antiguo Testamento corresponde a Dios: el primero y el último, el que llama a todas las generaciones (cfr. Is 41,4; 44, 6; 48, 12). “Tú mantienes el orbe”, aclama el salmo de este domingo. El dominio del Señor se extiende sobre toda la creación (cfr. Jn 1, 3; Col 1, 16-17). Y en la primera lectura, contemplamos la visión de Daniel que describe un hijo de hombre viniendo “sobre las nubes del cielo”—otra señal de su divinidad—para recibir “la gloria y la soberanía” para siempre, sobre todas las naciones y pueblos. Cristo es Rey y su reino, aunque no sea de este mundo, existe en este mundo por medio de la Iglesia. Somos un pueblo real. Sabemos que hemos sido amados por Él, liberados por su sangre y transformados en “un reino de sacerdotes” de su Dios y Padre (cfr. Ex 19, 6; 1 P 2, 9). Como pueblo sacerdotal, compartimos su sacrificio y damos testimonio de la eterna alianza de Dios. Pertenecemos a su verdad y escuchamos su voz, esperando que venga de nuevo entre las nubes.

293 -Creating a habit with psychologist Dr David Lee (9.8.2021) Dr David Is a trained consultant clinical psychologist, coach, father and athlete. We pick his brain on mental wellbeing, creating habits, procrastination, elimination and much more throughout this episode. Im a fan of his work and believe he's going to be awesome on todays show so make sure you send throw your questions for the final segment. Listen to #Pulse95Radio in the UAE by tuning in on your radio (95.00 FM) or online on our website: www.pulse95radio.com ************************ Follow us on Social. www.facebook.com/pulse95radio www.twitter.com/pulse95radio www.instagram.com/pulse95radio www.soundcloud.com/pulse95radio

The 16:9 PODCAST IS SPONSORED BY SCREENFEED – DIGITAL SIGNAGE CONTENT I first bumped into Telelogos when I started going to ISE in Amsterdam, and while I'd never heard of the company, I wandered off impressed by what I'd seen. The digital signage software company had a very solid platform and some of the deepest, most powerful device management tools I'd seen. It sounds boring, but that's the stuff that can really matter when you have big, scaled networks. The company is French and has worked mainly with big, enterprise-level clients in that country, and in other parts of Europe. It has also had quite a bit of success in Asia and the Middle Wast, particularly in banks. In the past year or so, Telelogos has started laying the groundwork in sales and business relationships to establish itself in the U.S., Canada and Latin America. I spoke with Christophe Billaud, the company's Managing Director. Subscribe to this podcast: iTunes * Google Play * RSS TRANSCRIPT David: Christophe, thank you for joining me. Can you tell me what Telelogos is all about, the background, and so on?  Christophe Billaud: Yeah, sure. We are a software company, a pure software company that comes from IT and have existed for more than 30 years now. At the beginning of the company, we were making file transfer software and then a data synchronization and data integration software for four major retailers. In fact, the software was intended to basically automate, secure, and optimize the data change between one corporate server and a remote location. So mostly retailers who have a lot of different points of sale, and want you to secure their data transfer between all their shops and the head office. So that's where we come from the IT: Data synchronization, data integration, and then we added the device management features because customers want to manage their IT equipment, first the POS, then mobile devices, and all the equipment they have in the shops. So we come from this world and10 years ago, something like that, we added a new domain in our portfolio: digital signage, and, and of course, as you understand when we develop the digital signage software, we didn't reinvent the wheel and we integrated inside our digital signage software, all the data synchronization integration and device management capability that we already had. So that's what makes it a little bit particular in this market as we come from this IT world and not from the content or the AV market.  David: Yeah, that's really interesting. I talked about the importance of data integration and device management, and most of the companies in the digital signage industry, the software companies started with the presentation side of their platform and gradually they've added some degree of data integration, and they've got better about device management, but you've come at it from the complete opposite. You did all that stuff first and then added the presentation layer.  Christophe Billaud: Exactly that, and again, that's what makes us a little bit particular and that's what is interesting in our positioning today as we'll talk about later, but we think there is a shift between from the AV to also an IT world. That's what makes our offer interesting for the integrators, I think.  David: How do you see that shift happening, is it just in the discussions or who's in the meetings, that sort of thing?  Christophe Billaud: Of course when we discuss this with our customers and partners, but we see that in projects, it seemed that before most of the projects were about only broadcasting media with few interactions, almost no integration with the information system, even on the Seabright network.  But now it seems that there is a real trend towards exploiting the huge amounts of data that companies have. Everybody's talking about data mining, et cetera, but people usually don't truly know how to use that, but I think it's really a change for the industry, for the digital signage industry, because there is a great opportunity to use and make the most of these data with digital signage. There was a possibility with platforms like ours to make these data visually accessible to the workers and customers and to use also this data to condition and to trigger the content to make it really efficient. So I think it's a real opportunity for all the industry.  David: Yeah, I think it's really important to focus on data just because there's been this endless problem in the digital signage industry of how do you keep the screens populated with fresh content and relevant content? And the way you can really do that and make it hyper-relevant is using data from information systems that matter, and as you say, content that can be triggered and shaped and everything else by what the system is telling you.  Christophe Billaud: Yes, and that gives also the possibility to have a wider customer range, because before digital signage was retail, banking, corporate, but now we see that it's across all verticals, can be manufacturing, logistics, healthcare, and what is really interesting is that digital signage is shifting from a “nice to have” application to a business-critical application.  So that's really important for the customer because you are really optimizing for productivity and also for the system integrator because you are not just offering simple digital signage, like a loop, but you will offer a business application to the customer. So the value is not the same in the profit also. So that's really important for all the industry.  David: Most of your business historically has focused on France and Western Europe, right?  Christophe Billaud: Yes, historically. But for example, we have been selling to Asia in China for almost 15 years now. David: Are there particular verticals or types of companies that you tend to have worked with?  Christophe Billaud: We work in all verticals, but it's true that we have a lot of banks in our portfolio. I was mentioning China, for instance, we're having China City Bank, Bank of Communication, Rural Bank. In Hong Kong, we have the ICBC. We had an interview with Nedbank, South Africa some days ago. In the Middle East, and of course some banks in Europe. So we have a lot of banks in our portfolio, I think because security is really an issue for them and to have a really robust infrastructure and that's what we offer with out software. So yeah, baking is something really in our portfolio, but again, we have a really good market share and corporate and retail, and now we see a lot of new projects in manufacturing, supply chain, logistics as well.  David: There's a lot of options out there. Why is it that they would go with you guys, given so many companies selling software solutions? Christophe Billaud: Yes, I think we're talking about the shift from AV to IT, I think that's one y point for the partners now because we believe that in most projects like that when you have to integrate data, it's not only an AV project anymore because you have to integrate this data. You have to find a software solution, which is agile enough to be able to integrate the data at the beginning of the project but to make it evolve also, and that's really important because almost everybody is capable of hard coding and bespoke development for a project at the beginning. But you have to keep in mind that the project will evolve. You have to connect to the legacy system, but to all the new applications, et cetera. So you need to get the system, which is agile enough to do and thanks to where we come from, we have this data integration capability, which is really simple. You just have to set parameters, and that really helps the partners to follow the customer and to follow the project, and there are all the things that are really important when we are going on any project. Because when we are talking about data integration, that means that you are in the company network. Before, usually with the projects, we were on a different network because there was no integration with the information system. Now, when you are in the network, of course, you will have security concerns. You have to make sure that your software would comply with it and security rules. So you must make sure that you have really robust software, that's also something that we offer, and the last thing that we see is that today most projects are not only traditional displays anymore, but you have a lot of new devices coming to the field. Of course, you have SOC inside the display, but you will have tablets, you have smartphones, kiosks, even IoT devices sometimes. So you have a broader range of devices, and usually the traditional AV integrator, they are not used to that. So they are asking for tools, how can I manage these devices? How do I integrate this data? We will help them by providing them with the tool, and of course, the partnership and the service to follow them. David: The kind of partners that you have in different countries, do they tend to be more on the IT side systems integrators side, then on the AV side and that's traditionally putting in conference displays and things like that. Could they work with your platform? Christophe Billaud: Oh, yeah, sure. I mean, we have more AV partners than IT partners because this market is coming from the AV. So since the beginning, we had AV partners, but now it's true that we see new competitors for the AV industry, pure IT integrators because they can see digital signage project as a traditional IT project because, for them, displays like a screen, a player is like a PC. You have a network, you have data, so for them, it's an IT project, but of course, this is a company that will miss all the expertise on content, on these kinds of things, and I think that AV companies are going to take the skills of IT companies to be able to face this new competition.  So to answer your question, we had a lot of AV integration companies. We still have a lot and most of our partners are still AV companies, even if we have a new kind of partners like Gemini or this kind of IT company because I think that bigger companies see digital signage as an interesting market, because it's not small project in silo in a company, but it can be across different services in bigger companies worldwide.  David: As I mentioned earlier, there's a whole bunch of digital signer software options out there, and a lot of them are kind of islands of activity like you log into a digital signage system, you do all your content management and everything out of that, but it doesn't really relate to other systems it's its own thing. Do you see the future being much more where digital signage is just a component of a larger sort of AV/IT initiative?  Christophe Billaud: Yes, I think we will have a lot of interaction between digital signage in global projects, and it will not be just a digital signage project. That's why we think that's our strategy, which is to focus on developing software is a good strategy for that because it will be something independent that will be able to interconnect with any kind of IT equipment in the company.  David: Is it getting easier to extract and use data from different kinds of business systems than that in the past?  Christophe Billaud: Easier, I'm not sure of because you have more and more applications, you have legacy applications, new applications, so I would not say that it's easier because you have a lot of data or multiple choices. That's why, I mean, it's really important to have a platform, which is really agile where you have just to set parameters, because if you make bespoke development, then you're stuck with what you have done at the beginning, it's really difficult to make it evolve and difficult to maintain and it's really costly.  David: How do you encourage a sniff test on this sort of thing? Like with all these companies now saying, yes we do data handling, we do data integration. We can show real-time data.  You've been doing that for 20-30 years. I suspect there's a difference between what some cloud-based CMS is saying and what you're saying. So if I'm an end-user, how do I sort out what's good, and what's kind of threadbare?  Christophe Billaud: Yes. Sure. As you mentioned, everybody can say that they do data integration or even device management. But I think that the main difference is in the way you do it. Again, you can make bespoke development to be connected to one specific application. That will work. You can do it by coding but then you have a lot of different data sources when you want to change regularly the data structure, when you want to do a lot of things like that and make it evolve. If you don't have just an easy software with parameter setting, which is ready to connect to different applications, that would be a nightmare. So all companies will be able to connect one specific application by coding. Everybody can do it, but to have software be able to connect to different application data sources, databases, just by setting parameters and to make it evolve reasonably, it's really something different.  I mean, for all these users and all the integrators, I would say just come and talk to us where you can test out the software easily, see how it works, and how easy it is to use.  David: think you have a lot of data connectors already pre-written, right? Christophe Billaud: Yeah, that's the mechanism we have. We choose all of that and we also build a partnership with different companies and to be able to make that, for instance, we just launched a partnership with SAP in manufacturing. That's something really important to have access, to all this data and to be able to beta serve all these customers, to make all these data visually accessible again in manufacturing or transportation or logistics, for instance.  David: So if you're hooking into an SAP system or something, is that relatively easy or is that like a quarter million dollar job?  Christophe Billaud: No, it can be easy. I mean, like in every project, it depends on how far you want to go, how much data do you want to extract, the process you have, but no, once again, it can be something really easy to use.  To begin a project, it's not a hundred million dollars and it can be done in some really easy steps. David: When you're working with larger enterprise-grade companies and talking about things like data to data handling and device management, are they asking you about that, or are you selling that into them? Saying this is the sort of thing that you could do or do they already know.  Christophe Billaud: With large companies, I would say it depends on the verticals. For instance, in banking, they are used to doing that to get the financial data and the extraction into their information system. But for instance, manufacturing or transportation, logistics, they don't really have the use case. They don't even think of digital signage sometimes. So we have to tell them, yes, we can do some kind of digital dashboarding of what you can extract from your information system, from your ERP, and what you can have.  I mean, they usually don't think of it. So in some industries, that's something really new. So we have to tell them about what we do, for example, all the verticals to the manufacturing and logistics, we tell them that it's possible with digital signage. David: Once you tell them about it and explain that you can visualize your KPIs on the production floor of a factory or whatever. Do they still have to think about it and rationalize it, or they kind of conclude that would be very useful?  Christophe Billaud: Really most of them think that it's really useful. It's just that they have to find the time to make it. But yes, it's really a prediction game and something that is really important for them because they're always trying to find a way for the manufacturing to really bring this information in front of the worker when they are working and it's always a nightmare. And that gives them these possibilities, and what is interesting with digital signage that you can have a mix between these KPI information coming from the information system, mixed with security information or in general communication, that's also something important.  David: Yeah. I'm sure that if you just have screens up telling you what the production volumes are and all that, after a while it starts to become a wallpaper. But if you can blend it on other things, then people are going to look at it repeatedly.  Christophe Billaud: Yeah, exactly, and sometimes it's really prediction-oriented, meaning that when the guys are working on a specific operation, we will trigger the right content to tell him what he's doing right now two minutes after bringing another media. So, as I said before, you can make the data visually accessible and also trigger the right information during the operation process. That's also very important  David: Where does Telelogos start and stop in terms of services?  There are increasingly software companies who are becoming quasi integrators and also consultants on everything else. What's the scope of services you guys offer?  Christophe Billaud: Yeah, that's an interesting point. We have seen a lot of companies like that. I mean, coming from software and being integrators mostly in retail, because they want you to get there and say, “Okay, we do software, we got a name. We can have the project.” We do not think that's a good idea. We will keep our business model, which is really clear. We just do the software and we sell through via our business partners. First reason is that the integrators, they are our partners. If we become a service and be an integrator, we become a competitor to our partners and that's not what we want to do, and secondly, I think that's not the trend of the market. If you look at the not only digital signage market but globally speaking for example on IT, we see that a lot of companies tried in the past to make software and then to add services. But finally, that you didn't make it because it's a different job, and again, you have your partner as a competitor, and we also feel when we discuss with customers now, especially large customers, that they want to build the best solution to be free. Sometimes they want to change a piece of the puzzle, not to be stuck with one partner and each priority solution. So I think for the customer, it's really important to be free and to have one integrator, which is the best solution, and if the customer is not happy with one or the other, then it can change. I think one of the reasons also that digital signage projects, some years ago, where you just launch a project or a new concept in retail, for instance, and this concept will be the same for five years now. We see that there are a lot of needs for evolution, not only with the pandemic, but globally speaking. So you need to change the concept to change something, to connect to another data source, to do something new, and that means that you also need agility and you have to change that, and the last thing about that is that the digital signage project is also evolving, meaning that before you had one digital signage project in silo, in a company and more in a big company, we see several projects in different services in retail and supply chain then corporations and they will have different needs and they will not take one vendor that has a different solution every time, sometimes they will want to validate one software, one solution to use it for different services, sometimes not. So they want to be free to change, and so I think that the future of the markets, that the company will choose their solution and they will choose an integrator to make the whole project.  David: Yeah. I certainly hear that over and over again, that they don't want to deal with five different vendors, all pointing their fingers at each other when there's a problem, that they want to deal with one person, one company.  Christophe Billaud: Yeah, I mean, they can have just one company in front of them, but inside the project, you have different solutions. I think that's important for them, and when we are coming to IT, also in terms of security for the IT people, I think it's important for them to validate software security validation takes time in big companies. It's really important. So if, for example, in a big company, they have 5 or 10 different digital signage projects, because one is for retail and one is for corporate, etc. They don't want to validate 10 different software, but once they validate one, which is good for all that they are doing, they're usually happy to use it for different uses, and then they will choose an integrator to integrate all the solutions.  David: Tell me about CLYD, it's a device manager, but it's its own entity. Is it not?  Christophe Billaud: Yes, it is because CLYD is a device management software. It's included in our digital signage suites media for display. So when you buy the entire digital signage solution, you have it on board, but there's also software and mobile device management, which is used on its own to manage mobile projects. David: So it can be completely distinct from a digital signage project?  Christophe Billaud: Exactly. It can be totally distinct, but of course, it's really useful in digital signage because it will allow you to manage not only the content with CMS, but to manage the device themselves, players, the displays, and that's also something which is more and more important that asking our partners and customer because they want to make sure that the project is working 24 hours a day, seven days a week, to make sure everything is working by having software, hardware, inventory, to also be able to make what we call preventive maintenance. And that's with this software, we can monitor any critical elements of the PC, so we can check the hardware software, the disc space, the fire, the nature studies, et cetera, and when there is a problem, automatically we'll have alarms and we can launch automatic action to prevent or fix the problem. David: Do you sense that your buyer base, your customers understand the value of device management more than perhaps they did in the past?  Christophe Billaud: Oh, yes, they do. That's for sure, because, again, before digital signage was just a project on the side. Even sometimes IT didn't even know that they had digital signage because it wasn't on their own network. Now that it's coming to the IT infrastructure, that's a must to manage the device, not only to make sure that it's working, but it's also to ensure security, to make sure that it complies with IT and security rules. For example, when today we have a lot of Android devices going on the field, I don't even know if the customer knows how many devices, Android devices, which are deployed are rooted systems, just because it's easier for the manufacturer and for the software provider to have a rooted system because, and it's a little bit technical, but in Android to make some particular function like reboot, or to make a silent installation, you have to get some special rights, but when you have a rooted system on your network, such a huge security breach. So that's why you need a real device manager, which is loaded by Google and by Android to be able to pair from all these features and to ensure the security of the device, but now in big companies, security's just a must and device management also is a must.  David: The company started to take a look at North America as a market to expand into, I know you already have some partners there, but you're taking a serious look now at North America. Correct?  Christophe Billaud: Yes, completely. As we mentioned before, our major footprint in EMEA. We have a lot of customers in Asia also, in Africa. We now have an office in Mexico actually. But in the US even, we have some partners, and now we will have some nice customers, but it was some opportunities. Now we want to expand our footprint in the US. That's really important for us, so to find new partners and we are also looking for an acquisition or merger or strategic partnership in North America to be able to accelerate and to really be able to build a real transnational company in EMEA, Asia, and America. David: Is it a challenge to reach from France or because you've been doing Asia and elsewhere, it's just another market?  Christophe Billaud: It's not just another market, I think. North America is a huge market. It's a good market, a technical market. I mean, there are a lot of competitors there, and I think it's difficult to go quickly and have great visibility without having a local partner. That's why we're really looking for a strategic partnership there.  David: How was that going so far?  Christophe Billaud: So far we are just trying to find the right company, but we are still looking for that. So if some company is interested to contact us to discuss it, we will be of course, totally open. David: I speak with software companies and with private equity and VC companies, and there's a lot of shopping happening, right?  Christophe Billaud: Yes, that's true. David: So it's a competitive market in its own way. There's a lot of companies saying we would entertain a discussion and there's a lot of VCs saying we would love to be able to be introduced to X and Y. Christophe Billaud: Yeah, that's true, I mean digital signage, I would say is a recent market. So like all emerging markets, there are a lot of small companies and now they're reserved for consolidation, so that's totally natural, and it's true that there is a lot of consolidation now. But it's not that easy to find the right company with the same strategy and this mentality. David: Yeah, there are lots of people who would happily sell to you, but do you want to buy them?  (Laughter) All right, Christophe, that was terrific. I appreciate you spending some time with me.  Christophe Billaud: Thanks a lot, Dave. 

Calling all LA Influencers to play Metaphysics Mike Tyson promoting Entheogens on Impaulsive More people asking the main questions: Who are we? Why are we here? What is our true nature? What is I? Who am I? How to maximize planetary prosperity? Old Hollywood has no idea what’s going on with Digital Quotient (DQ) TikTok, Snapchat, IG, YouTube, CGI, VR, AGI, Avatars, Neuralink New Hollywood understands DQ Need Metaphysical Truth as Anchor Focus for what to build around One Infinite Creator expressing itself Maximizing Human Potential Great place to start is influencers already discussing the Q’s VIEWS with David Dobrik & Jason Nash Episode: Biggest Life Failure Timestamps: 20:20 — 26:36 David to Mike Sheffer: “Mike do you think the world revolves around you?” Mike: “Anything not directly in front of me doesn’t exist.” David: “My math teacher used to tell me that all the time.” Mike: “Nothing exists outside my own mind.” Mike: “How do I know you exist when I leave this room?” Very aligned with Metaphysical Idealism Consciousness is inextricable from reality Realities require observers just like dreams Clouds (thoughts, perceptions, forms) appear inside Sky (Awareness) Advanced stages reach All-Inclusive Awareness Donald Hoffman’s Conscious Agent Theory Render only local experience like in GTA Other agents are rendering China, India, Russia Jason: “How do I know I haven’t been dealing with a narcissist this whole time?” Solipsism would be narcissistic: “Everyone else is an NPC.” Our GTA games overlap — multiplayer missions like VIEWS podcast

The 16:9 PODCAST IS SPONSORED BY SCREENFEED – DIGITAL SIGNAGE CONTENT Generally speaking, the sun doesn't play very nicely with LCD displays when they're running outside. The brightness has to be cranked just to cut through glare, and all kinds of R&D work has to be done to effectively get out all the heat that builds up when a screen runs out in the sun all day. So what if there was display technology that actually did well in direct sunlight? There's e-paper, but that tech can't do the full motion or rich colors that are inherent in LCD displays. So how about a display that's reflective like e-paper, but is otherwise a more conventional LCD flat panel?  That's the premise behind Azumo, a Chicago company that has developed a micro-thin front light for LCDs, taking the place of the backlighting arrays that illuminate millions or billions of TVs and display monitors. By day, in bright light, an Azumo-equipped display doesn't even need a light on, front or back. And at night, that front light illuminates the screen. Right now, Azumo does smaller displays for industrial and medical uses, and is developing the tech for tablets. But the company is equipping its production lines to do larger displays, with the idea that customers like media companies and QSR chains would take a liking to digital posters and drive-thru order screens that didn't run up big power bills just to be viewable. I spoke with Azumo CEO Mike Casper. Subscribe to this podcast: iTunes * Google Play * RSS TRANSCRIPT David: Mike, thank you for joining me. Can you tell me what Azumo is all about?  Mike Casper: Yeah. Thank you, Dave. So Azumo is a display technology company that is really enabling something we call LCD 2.0, and that effectively is using all the great things about LCD, but it's making it much more energy-efficient, much more effective for all environments and ultimately safer on the eyes as we stare at screens more and more these days.  David: And how is it different from the LCDs that we all know in traditional consumer or primary commercial displays?  Mike Casper: Sure. So most LCDs that are out there today, the vast majority of them are transmissive LCDs and so the way that these work is the pixels essentially act like shutters of light, and so they either close or open allowing what's called a backlight to light up the screen and let the light pass through. While these backlights in these older transmissive style LCDs, they only allow about 7% of the light to make its way through those pixels. So 93% of all this heat and light and really wasted energy generated is stuck behind the LCD and so with this new style, and what we're helping to enable here at Azumo is what's called a reflective LCD. Essentially what the LCD manufacturers have done is put a mirrored surface on the back, so no light can pass through it but what happens instead is that light from the outside or external lighting will reflect off the surface and that's the way that you can see the display. So it's saving 90% energy, much better viewing in bright sunlight and outdoor environments, which is why it's a great application for signage. David: So it's a little bit like electronic ink in that you're using natural light to illuminate the visual surface. But different in a whole bunch of other ways?  Mike Casper: Yeah, exactly. You're spot on. So E-paper and electronic ink were some of the first successful versions of reflective displays. Now those just like paper, ePaper paper are more diffuse and it's a lot easier to have light bounce off the surface and so if you've ever read a Kindle or a Kobo or any of these e-reader devices, they're fantastic out in the sun, the battery lasts a really long time. But just the way that those work, they're somewhat limited in color, a lot of them are only black and white or have some muted colors. But I think more importantly they're pretty limited with how fast they can update themselves and so they can't really do video or some of these other great things that we're used to with LCDs. Reflective LCD on the other hand can help to overcome some of those limitations with ePaper. David: So all of the compromises that you might have to make with the paper, particularly if you want to do motion media or really rich saturated colors and all that stuff, it's very difficult. But with this, you're effectively using the conventional LCD displays except your lighting from the front to the back, right? Mike Casper: Exactly. The vast majority of the LCD architecture is essentially the same and so you're able to get high-resolution, full video, refresh rates, all those great things about LCD, it's leveraging almost the exact same manufacturing process so there's a nice, robust supply chain. There's just a lot of great things about reflective LCDs that many people don't know about. David: So do you manufacture finished displays or is your technology something that goes into the displays that are made by mainstream commercial LCD manufacturers?  Mike Casper: Good question. At Azumo, we manufacture and design and manufacture what's called the front light component. So we're really the lighting component, the key enabling technology for these higher-resolution reflective LCDs. Because it's fairly new, what we've done with our supply chain is as we've been working with some of the major LCD manufacturers to package their display with our front light and then we'll sell the whole module to a variety of OEM customers and industrial and medical and other consumer products. However, now that the industry's starting to build and improve upon the reflective LCD and know more about us and the fact that our front light does exist, they're also starting to purchase the front light directly from us, and then they'll create the module and sell it to their customers. David: What does that front light look like? I'm trying to picture it.  Mike Casper: The best part is it's invisible. So you almost can't see it. David: That’s why I can’t picture it. (Laughter) Mike Casper: That's one of the key features for front lighting. So essentially we're a light guide component and light guides have been around since even when LCDs first started because most light guides are used, as I was describing earlier, for traditional LCDs, you have to light it from the back. And so most light guides are hidden behind the screen. You don't even see them. They're typically buried within the module and it's very easy to hide them ‘cause you have the LCD on the front. If you try to take that same light guide and put it on the front of a reflective LCD, it has to be completely transparent. So that's why it hasn't really worked using conventional lighting methods in the past and why something like our invisible front light is such a critical component because you want the user to see all the beautiful things apart from the LCD, not any components sitting on top. David: So is it like LED edge lighting with kind of a sheet or something?  Mike Casper: Effectively, yeah. So we're using a modified edge lighting approach that is able to get an LED coupled into our material and when I talk about our material, it's about 50 microns thick. So it's about 1/20th of a millimeter, extremely thin. This is why we're able to get that embedded in the top layer of the LCD and the way that our system works, we're still able to capture all that light from the LED, channel it in, and then serve as a light guide that can deliver the light to the front of the reflective LCD when needed.  David: So why would I want to do that? Mike Casper: So the biggest reason is really two-fold:  Power savings is number one. Using reflective LCD with our front light module, can save 80 to 90% power consumption compared to some of the other EMS of technologies like micro-LED or OLED, or compared to even some backlit LCDs. So power savings is number one. You're actually using the light around you when you use a reflective LCD module and especially in the case of signage, oftentimes this is outdoors, you got the bright sun out there, let's use this great light source we have here which is the Sun. Why not just use that to our advantage? So that's the main reason.  The second being, viewability in all environments. The Sun in that example looks fantastic, the brighter the sun, the brighter the display, and then in the case, if you're viewing it at night or in a darker environment, that's where our front light will turn on and so you get a nice glow on the display without it being distracting to the user.  David: It seems from what you're telling me, like the application for this in terms of large format displays would be for high brightness outdoor displays. Is that a reasonable assumption?  Mike Casper: Yeah, I think that's a great application for it. When you look at what other display technologies are trying to do for high brightness environments there's a lot of challenges, right? You've got to pump a ton of light, whether you're using Emissives, micro-LED, or OLED, you're just pumping so much brightness just to try to beat the sun and it's a lot of wasted energy. So yeah, I think that's a fantastic application right off the bat.  David: Yeah, I've done some work recently around outdoor displays and talked to a lot of industry people and they're cranking 3500 nits, 5000 nits, that sort of thing and the amount of power has got to drive that, but also for those guys, when you talk to them, they talk about the sun being the enemy. They're doing everything they can to counteract the impact of the sun, whereas it sounds like you're putting these out there and saying, “Bring it on!”  Mike Casper: Exactly the brighter the sun, the better. So yeah, I think that you're exactly right, that's the key. All these other display technologies are having to do all these workarounds, even think about micro-LED or LED billboards. They don't even have to be micro-LED, just regular LED billboards that are having to pump fans and other cooling mechanisms just to overcome the heating element of making these so bright during bright environments. The whole point of having LEDs, I thought was to save energy, not consume more.  So I agree the sun is their enemy but in this case, with a reflective LCD, it actually boosts the performance.  David: So to use the example of a Phoenix or Las Vegas, if it's outdoor street furniture at a transit shelter, that sort of thing. Through the day if the sun's out and beating down, do you even have lighting on? Mike Casper: No. In that environment, you wouldn't need to. We could see there would be sensors, maybe some brightness sensors that if it start to get cloudy and whatnot, it could turn the light on, but 80-90% of the time, you would have the sun out, it would be bright enough to see on its own and you wouldn't need any external lighting.  David: I suspect you've got an engineer or you're an engineer and you've done the mathematical models. I'm curious what kind of money this would save?  Mike Casper: Yeah, it's quite a bit, especially when you start talking about many of these digital displays that are out there right now, a majority of them are LED billboards. And today, some of the recent studies that have been done on the standard billboards outdoor for the transportation area are already consuming the same amount of energy as four households in the United States within a year, and so just one LED billboard that's running throughout the bright sun, throughout the night is already consuming a significant amount of energy. With reflective LCD, this could be reduced by 90%.  David: But you can't replace a LED billboard with a reflective LCD display, can you?  Mike Casper: Yeah. So what would you end up doing, I think it is very similar to how the LED billboards are built, where the modules are essentially started to daisy chain together to make larger sizes. You can do the same thing with these reflective LCD modules.  You can have a very nice thin bezel and have say up to 55-inch diagonal displays, just be tiled next to each other until you build up the full size that you need. It’s also another benefit with the Azumo light guide, the front light that we're able to use. Most light guides have a bunch of LEDs along the edge that have hotspots and so this is why most backlit LCDs have to have some sort of a bezel or border to block those hotspots. But because our material is so flexible, we're able to actually bend that all the way behind the display. We are able to get a nice tight radius of about half a millimeter. So our border can be really thin and enables you to tile these close to each other.  David: So this would be the equivalent of the super-duper-oh-my-god-amazing, add a few more adjectives in there, narrow bezel display?  Mike Casper: Yeah, exactly.  David: So they would just be like a hairline and I guess at a distance, you wouldn't even see that, like a billboard?  Mike Casper: Right. It's all about that viewing distance. But yeah, especially when you're able to get some of these higher resolution LCDs in the tiles themselves, you can start doing just as good dynamic content on both as opposed to an LED billboard as well. David: So I suspect there are some people listening to this thinking this is interesting, but whenever there's new technology like this, the costs are through the roof and it sounds amazing, but it's not financially feasible to do it. So what are the cost implications of this?  Mike Casper: Yeah. Good question, and I'd say we're at the forefront of it right now. You're starting to see over the past year or two more and more of LCD manufacturers showcasing these reflective LCDs in larger sizes. So I think Sharp maybe showed a 32-inch or around 30-inch last year. I know JDI has been showing a few examples over the past few years. Same with BOE up to 55-inch, I believe.  So they're starting to showcase this potential, and with that, I should say is, I think they're also trying to understand the market dynamics and pricing. The good thing is that because it's built on the LCD infrastructure, which has been out there for years and years, fully capitalized equipment, minimal switching costs. So I think they're able to fundamentally keep the prices within an LCD realm, nothing crazy where you've got to go build a whole brand new,OLED fab or anything like that. You can actually use some of the LCD manufacturing capacity that's already out there.  But then like any new technology, as you said, it's lower volumes to start and how do you price it and extend that out over time? I think that's still to be determined.  David: So if you're working with a Sharp, NEC or a company like that, are they getting your layer at the original manufacturing line or is it something that they would add after the fact and say, “okay, now it's reflective”? Mike Casper: Yeah, so what we're doing at Azumo, with our front light technology, we're scaling up our production lines for these larger sizes as we speak, and so everything we've done over the past few years has been on displays ranging from one inch up to about eight inch diagonal.  Just last year, 2020, we installed some new production equipment that enables us to go up to about 20 inch diagonal, and so in order to get to these larger displays, we're going to be installing some larger equipment to handle these larger panels. So today, our products can be found through the smaller displays and we're working with the LCD manufacturers to be scaling that up in the future, to be able to offer this to the signage industry for these larger panels as well. David: So it's not a physics challenge or anything else, it's just a matter of having the right equipment to do the larger displays? Mike Casper: Exactly.  David: How do you deal with intellectual property? If you're dealing with Chinese manufacturers, there's a bit of a history there. I'm not totally sure how fair it is, I don't know. But there's always some antsiness about working with overseas manufacturers about their intellectual property and what's going to happen.  Mike Casper: Sure. What we've done at Azuma, wwe're located in the United States as our headquarters, we do have some operations in China. And most of our core IP elements are actually still produced on equipment here in the United States, fairly close to us too, in suppliers that we use, so we're able to keep it close to the chest, especially those really core IP elements, I think that's always a key strategy for any display technology. But also recognizing that the entire display ecosystem for the most part is in Asia. So, you're going to have to be, as you scale the business or scaling technology, you're going to have to integrate along the chain there, and so finding ways to, from us, just determining at what point we have the production here versus a different location where we're still able to protect and maintain our IP.  I will say too, it's one of those where we're always constantly innovating as well, and so filing new patents on new technologies as we're developing is another strategy of ours as well. David: So with those displays that are already out there, you mentioned the smaller ones getting up to as large as 20-inch, but a lot of it's a one-inch, eight-inch, that sort of thing. What are they being used?  Mike Casper: Yeah, so all of the smaller products, when we first launched a little over three years ago, really the only reflective LCDs in the market at that time or monochrome, for the most part, going after industrial and medical applications, a lot of handheld products that we're using have these smaller displays looking for that power savings, and we're working very closely with Sharp. We're actually one of their value-added partners in their preferred lighting component for their reflective LCDs. So a lot of these handheld industrial products, medical products, IoT products, are out in the market today using our modules, and what's exciting for us. In the second half of this year, we'll be delivering some tablet products with our technology and reflective LCD embedded as well. So stay tuned for that, but that should be out the second half of this year.  David: So that would be good for, again for medicine, but also for things like restaurants and so on, outdoor dining patios and people taking orders that way?  Mike Casper: Yeah, that's another great application. The particular customer set for this tablet is more in the education space. Children staring at screens all day long, reflective LCD also has the benefit of being a little healthier on the eyes, so you're not blasting light from a backlight or from an OLED screen in your kids' eyes all day long,   David: I guess it extends the battery life too, right? Mike Casper: Exactly.  David: What is the operating life of your technology? Does it have any impact? A normal LCD might be 60,000 hours, does it bring it down to 50 or increase it?  Mike Casper: Yeah, I think at least in terms of applying it for UV protection, a lot of those other materials and coatings that need to be applied for outdoor signage applications would still be applied here as well. So being able to get the 5-7+ year lifecycle needed for the UV protection can be incorporated. The LCD side, which I think is very similarly to how these LCDs are being used. Now what you might find actually is, because of many LCD specs that are quoted today for outdoor applications like you said, the 60k hours, that's probably actually more tied to the backlight because the backlight has to be pumped up so bright to fight the sun that it’s probably burning those LEDs out in the backlight. It's not actually the LCD itself, but probably the LEDs.  So I think you could even extend that because you're not getting, you're not fighting the sun with those.  David: Again, talking about the sun, some of the issues that have been around with outdoor LCD is obviously glare, but the one that really concerns operators more than anything else is that the displays are going to burn out and they're going to turn black. I think what they call isotropic, is that still a reality or because you're taking daylight heat out of the equation, it’s not really a worry?  Mike Casper: That's a good question. I think probably the verdict's still out on that, but I would imagine that because the sun reflecting is actually making the screen brighter, I think you'd be avoiding that issue. But that's a good question. I don't know if there's been enough longevity studies with it quite yet in terms of what the long-term implications would be.  David: How long has the company been around?  Mike Casper: Azumo started in 2008. So we're coming up here on our 13th, 14th year.  David: And how did it get started, like what led you down this path?  Mike Casper: Good question. Bringing out the memory bank here. So we started down a completely different path. We actually started the business with technology around advertising signage in the sports industry specifically. So we were putting illuminated advertising logos, frozen in the ice of hockey rinks. Imagine all those logos on the ice that are always there and just started blending into the background, we could make them disappear and start glowing, in between whistles. So that was how we started the business and the technology, nowhere near LCD displays, but it helped us really think about different ways of creating really thin lighting. As you may know, ice for hockey rinks is pretty thin. They're about an inch thick or so, so you've got to have lights that can go really large and really long, but being very thin and invisible, and so over time we adapted that to now provide a front light for these reflective LCDs.  David: See in Canada, you could also do them in curling sheets. Mike Casper: Yep, we looked at that as an option.  David: And then you saw how small the market is? (Laughter) Mike Casper: Yeah, there were some good advisors and investors early on that suggested we pivot a little bit.  David: Yeah, just advertising in general, a lot of startups get into that and then they realize, “oh, this is actually hard!” Mike Casper: Yeah. It's a lot harder than it sounds.  David: Yeah, the technology is the easy part. It's schmoozing media planner.  Mike Casper: Exactly. The ecosystem and the industry were just not what we anticipated, and luckily for us, the reflective LCDs had been improving and had a need and so that enabled us to pivot the business and move to what we are today.  David: So where are you at now in terms of size of the company, number of people, all that sort of stuff? Mike Casper: Yeah, so we're almost 30 people now. Our headquarters is here in Chicago, in the United States. We've got about 20 different sales rep organizations globally now, both in North America, throughout Asia.  We are still venture-backed, so we've got a great set of investors that are knowledgeable in the display industry and focus on energy savings, and the last round that we'd closed was our Series B.  David: Okay, and what are the plans in terms of getting into transitioning or expanding, I guess would be a better way of describing it from what you've been doing to date, to getting into the sort of thing that we've been talking about for digital out of home and QSR drive-through displays, that sort of thing? Mike Casper: Yeah, and so that's a current growth area for us that we're putting a lot more effort behind. So the new production equipment, as I mentioned, can get up to 20-inch. There are some applications now that we can get into these smaller signage spaces and work closely with our LCD customers on some modules. So we're going to be showcasing some of those here coming up and then really expanding our production capabilities next year and getting on some of this larger equipment, being able to handle these larger panels, larger signage applications grow as well.  David: Are you feeling the pressure to get on the outdoor stuff? Just because of the pandemic and how drive-thru has gone from something that a lot of people do to something that in a lot of cases is the only way you can get food from a fast-food joint.  Mike Casper: Yeah, that's a great example. I think, there's definitely an increased demand and an interest that we're hearing from the LCD customers, because a lot of them already have a lot of those relationships with the out of home, and so we're already hearing it. more of a reverberate through, which is due to the pandemic.  David: And do you want to be a brand or do you want to be just like a component inside that the manufacturers know about, but the regular digital signage ecosystem and certainly the end-users wouldn't know, wouldn't care?  Mike Casper: That's a good question. I think, right now our focus is working very closely with the LCD manufacturers and serving them as our customers. In the future, we do see opportunities to partner with them, especially because we live and breathe this low-power reflective LCD, day in and day out, and so we think there are some opportunities to work together to create our own joint modules that are even further optimized, whether that's branded with us or something else, that's still to be determined, but either way, we want to partner with the LCD manufacturers and really drive the technology and performance to serve this market. David: There are observers in the industry who say that LED is going to completely take over. Between micro-LED and just fine pixel pitch LED, the need for LCD is slipping away and it'll be a niche product.  I don't totally buy into that, but I can see how things are transitioning. Where's your head at with that?  Mike Casper: There's obviously a lot of talks, like you said, with micro-LED and while there are great benefits with that technology I will say too, the LCD industry is massive. The ecosystem, the supply chain, there's a lot of vested interest to adapt that technology because it is a great backbone, and so that’s why I think micro LED, it's not going to take over. There's going to be great places for it, absolutely. But LCD is still going to have a predominant position, and that's why we're coining this reflective LCD as LCD 2.0, it's just taking the great things about LCD and adapting it for the world of the future, and I think especially with outdoor, it's a great application for it. David: Is there a lot of education that you have to do with the display manufacturers or do they get it and by extension, do you think the same thing will have to happen as they adopt it, that they'll have to educate their buyers? Mike Casper: Yeah, definitely a lot of education, because for those that know a little bit about reflective LCD, you're probably thinking what you saw with transflective LCD years and years ago, right?  Like the first Game Boy, for those in the audience that played that, or remember that, that had a transflective LCD, which was retty grainy, had pretty bad colors, and so a lot of people I think have that in their head when they hear reflective LCD. “Oh, how great can it be?” So now that the industry is being able to leverage the Azumo front light, which is this again, transparent portion of it that enables the underlying LCD to have much higher performance, much higher resolution, better colors, et cetera. So there is a re-education about what reflective LCD is now versus what many people may remember it in the past. David: If you don't know what you're looking at, and you had a reflective LCD and a conventional LCD with the same brightness and basically the same panel, just lit from the front versus the back, would an observer be able to see the difference?  Mike Casper: So depending on where you are, you'd see a couple of things different. So obviously in a bright outdoor environment, that would probably be your first obvious difference you'd notice where the reflective LCD looks fantastic, the backlit traditional one is going to have that glare, the contrast is going to get muted because all the blacks look a little grayer and the colors look more washed out, and you're fighting the sun which is going to overpower any backlight. So that'd be the first noticeable difference.  If you're in a darker room or if you're really close to the display. Again, depending on what the application in the viewing distance looks like, the backlit LCDs at least historically have had a higher resolution and a little bit broader color gamut. Now a lot of that is due to the fact that reflective LCDs are still fairly new but they're increasing that color gamut and the resolution. Some of the latest ones I think are shown by Sharp are close to 300 PPI now. You would notice it today, there's a slight difference. But that’s a question of what's the application: are you watching it on your phone, 18 inches from your face, and you've got the latest and greatest Netflix movie on? Or you're providing information to a user that might be walking by in an outdoor environment? So there's definitely some room for improvement, but they're making a lot of strides and a lot of sealing room here.  David: So if I'm to use the time-honored example of Coca-Cola and their particular Pantone red, would you be able to replicate that red?  Mike Casper: Good question. With working very closely with the LCD manufacturers and tuning their color filters, we can actually put,t in our front light, we can have an RGB LED set that has finely tuned wavelengths, and I'm getting a little technical here, but we can essentially tune the color to match the color filter of the LCD to really boost that color gamut. And so that's where we can start getting towards that Coca-Cola Pantone and really the broader color gamut that's required for signage.  David: Okay. All right. Really interesting. If people want to know more about this, where do they go?  Mike Casper: You can visit our website, www.azumotech.com. We're also pretty active on LinkedIn and you can reach out to us at any time. We'd love to chat about your application and really appreciate the time here today.

The Faction Election War Won (17) (Audio)  Usurpers Removed Harlot Witches & the Lamb Isaac Payne - 1/21/21 (David’s notes in red) This was a very brief dream. I saw a few Harlot witches on the left side. Also, I saw a young lamb standing on the right side. The Harlot witches attacked the young lamb and forcibly seduced this lamb. (Who is the Lamb? Jesus said in Luk 10:3  Go your ways; behold, I send you forth as lambs in the midst of wolves. We are the body of the Lamb, Jesus Christ, He called us to take up our cross to die to self. He said if we refused we could not be His disciples. Lambs dont fight with wolves.  They meekly try to convert them.  :o)  What about the witches?  1Sa 15:23  For rebellion is as the sin of witchcraft …. So lets mention a few of these witches that are rebellion who are seducing the lamb.  According to Mat 18:34,35 unforgiveness turns people over to the tormenting demons. In this political battle some have come to make themselves wolves who see the left as something to devour politically instead of some people who need Jesus or they can never be changed. We are not permitted to wrestle with flesh and blood but principalities, powers, and rulers of darkness. Also we are forbidden to judge those without the body for they have no ability to be godly but are at the mercy of the devil. 1Co 5:12  For what have I to do with judging them that are without?… Also among the right are many lost christians who are only religious but dont know the Lord. They are leaven to the body.  Also there are many new agers, unitarians, Gaia worshippers among the right wing who believe that everybody’s god is God. But Jesus said in Joh 8:24  I said therefore unto you, that ye shall die in your sins: for except ye believe that I am he, ye shall die in your sins.  Act 4:12  And in none other is there salvation: for neither is there any other name under heaven, that is given among men, wherein we must be saved.  These people are believing that getting rid of the DS and partaking of the "hidden riches” and the many inventions the DS has hidden from us, will bring about “heaven on earth”. This is ignorance of the coming tribulation shown in Revelation. We indeed will partake of some of these benefits but Rev 6 is coming with wars, famine, death, etc., now.  Now many are seduced into a political battle and ignoring the Word which has power to save, heal, deliver, preserve, etc. In Exodus the plague passed over before the riches were given to the Israelites. I believe it will be this way now because the factious will be taken down by this and not partake of the benefits. The right are cutting the left out of the benefits of the GCR. We were shown the faction in the Church will run parallel to this. We have seen them taken down by the plague and not partaking in the benefits.   Words given by faith at random on 1-22-21 about the failure of this usurpation MH. 1Ki 1:43-46  And Jonathan answered and said to Adonijah (The traitorous usurper of the throne - Biden), Verily our lord king David hath made Solomon king: (Solomon means peaceful. Trump is the one who has peace and has brought peace)  44  and the king hath sent with him (The true leadership of the Church) Zadok the priest, and Nathan the prophet, and Benaiah the son of Jehoiada, and the Cherethites and the Pelethites; and they have caused him to ride upon the king's mule;  45  and Zadok the priest and Nathan the prophet have anointed him king in Gihon; and they are come up from thence rejoicing, so that the city rang again. This is the noise that ye have heard.  46  And also Solomon sitteth on the throne of the kingdom. (And so the true leadership of the Church installed the true king/President and the usurper was vanquished. I asked, Lord do you want us to kick the usurper out of the government. And I got, YES. I heard this verse: Psa 149:5-9  Let the saints exult in glory: Let them sing for joy upon their beds.  6  Let the high praises of God be in their mouth, And a two-edged sword in their hand;  7  To execute vengeance upon the nations, And punishments upon the peoples;  8  To bind their kings with chains, And their nobles with fetters of iron;  9  To execute upon them the judgment written: This honor have all his saints. Praise ye Jehovah. 2Ki 16:1-4  In the seventeenth year of Pekah the son of Remaliah Ahaz the son of Jotham king of Judah began to reign. Just before this we read: 2Ki 15:37  In those days Jehovah began to send against Judah Rezin the king of Syria, and Pekah the son of Remaliah. What happened then was they sought to put a usurper on the throne over the people of God. We see this same story in a text we also received just recently: Isa 7:1-14 where the Man-child destroys this conspiracy to put a usurper over God’s people. Isa 7:1-14  And it came to pass in the days of Ahaz the son of Jotham, the son of Uzziah, king of Judah, that Rezin the king of Syria (The beast kingdom of the DS), and Pekah the son of Remaliah, king of Israel (Apostate northern 10 tribes who rejected the temple in Jerusalem and made their own alters and golden calves and priests who were not ordained of God. A few days ago Michael and I met a sister who was very grieved that she sent her daughter to a Bible College she thought was Christian and her daughter came out a liberal leftist for Biden. This was a main line denominational school like many out there that have been taken out by this spirit. The CCP has given money to some of these to bribe them. Many Trump republicans, some Christian, have crossed the isle to the demoncrats.),  (Continuing our text this unholy alliance) "went up to Jerusalem to war against it (to install a usurper king over it), but could not prevail against it.  2  And it was told the house of David, saying, Syria is confederate with Ephraim. And his heart trembled, and the heart of his people, as the trees of the forest tremble with the wind.   3  Then said Jehovah unto Isaiah, Go forth now to meet Ahaz, thou, and Shear-jashub thy son, at the end of the conduit of the upper pool, in the highway of the fuller's field;  4  and say unto him, Take heed, and be quiet; fear not, neither let thy heart be faint, because of these two tails of smoking firebrands, for the fierce anger of Rezin and Syria, and of the son of Remaliah.  5  Because Syria, Ephraim, and the son of Remaliah, have purposed evil against thee, saying,  6  Let us go up against Judah, and vex it, and let us make a breach therein for us, and set up a king in the midst of it, even the son of Tabeel;   7  thus saith the Lord Jehovah, It shall not stand, neither shall it come to pass.  8  For the head of Syria is Damascus, and the head of Damascus is Rezin; and within threescore and five years shall Ephraim be broken in pieces (DS judgment on apostate Christianity), so that it shall not be a people:  9  and the head of Ephraim is Samaria, and the head of Samaria is Remaliah's son. If ye will not believe, surely ye shall not be established.  (Do you believe that God will not permit this conspiracy to put a usurper over God’s people to stand? How will God stop this? He gave Ahaz a sign to show him.)  10  And Jehovah spake again unto Ahaz, saying,  11  Ask thee a sign of Jehovah thy God; ask it either in the depth, or in the height above.  12  But Ahaz said, I will not ask, neither will I tempt Jehovah.  13  And he said, Hear ye now, O house of David: Is it a small thing for you to weary men, that ye will weary my God also?  14  Therefore the Lord himself will give you a sign: behold, a virgin shall conceive, and bear a son, and shall call his name Immanuel. (Meaning God with us!! Jesus is coming in His David Man-child Body of reformers to take down the factions just as David did.)   SG. asked for an encouraging word and got:  Jer 32:42  For thus saith Jehovah: Like as I have brought all this great evil upon this people, so will I bring upon them all the good that I have promised them. DL received: Mat 2:5-6  And they said unto him, In Bethlehem of Judaea: for thus it is written through the prophet,  6  And thou Bethlehem, land of Judah, Art in no wise least among the princes of Judah: For out of thee shall come forth a governor, Who shall be shepherd of my people Israel. The shepherd, Jesus, is coming to repeat history in the Man-child body of reformer leadership so Jesus can come in His people before coming for His people. Deb received from a center column reference: (Job.5:21) Thou shalt be hid from the scourge of the tongue; Neither shalt thou be afraid of destruction when it cometh. and. (Psa.31:20) In the covert of thy presence wilt thou hide them from the plottings of man: Thou wilt keep them secretly in a pavilion from the strife of tongues. Everyone is watching to see what the Right wing patriots will do, trusting in them to save us, but WE are Called to cast the Dragon down.  The body of the dragon is left and right, all of the unsaved, whether they call themselves “Christians" or not. The body of the dragon is the antithesis of the body of Christ.  They are antichrist! There are only two men in the earth as the Lord said, Christ and Antichrist. As we will see the Saints cast down the dragon and this usurper is one of the leaders of it.   Red Dragon Falling From Heaven Andrew Gelinas 1/6/21 (David’s notes in red) I dreamed I was outside of a supermarket that I'd never shopped in before.   I told my wife we should go in and check it out. So we went in and shopped for our usual groceries. My wife then went on ahead to the checkout as I browsed a few more things. When I caught up with her at the register, she was very distraught with me and said "Because you went and spent all of our money, all we have left is $15! So this loaf of bread is all we can buy now!” (The Church will go through a period of famine caused by the DS/Communist red Chinese, red dragon, who will die for this and other abominations. Bi-ll G-ates is a eugenicist and is buying up all the farmland he can get his hands on. The DS has been destroying our bread basket to depopulate and control us.) The next thing I remember was that we were driving home when suddenly a big white missile with a red nose or tip appeared flying directly over the road we were traveling down. (Russia came to the back of my mind as I saw it) It flew right over us heading in the opposite direction. Then I was watching it travel from an overhead bird's eye view. Then an all white smaller missile-like object began to fly hovering just above the larger one. It seemed to be trying to disable the larger missile before it could hit its target. (We have been told that the Star Wars initiative came into being and takes down incoming missiles) Then the larger missile flew into the ocean just off shore and detonated very violently under the surface. I felt that even though it had gone off under water, it was still going to cause some damage to the coastline nearby.  Later on I saw a red dragon tumbling from the clouds in the horizon. (At the beginning of the tribulation, when the Man-child ministry is born, in Rev 12, the red dragon and his swarm of angels are cast down by the saints through the angels of God. Rev 12:5-14  And she was delivered of a son, a man child, who is to rule all the nations with a rod of iron: and her child was caught up unto God, and unto his throne.  6  And the woman fled into the wilderness, where she hath a place prepared of God, that there they (The Man-child) may nourish her a thousand two hundred and threescore days.  7  And there was war in heaven: Michael and his angels going forth to war with the dragon; and the dragon warred and his angels;  8  and they prevailed not, neither was their place found any more in heaven.   9  And the great dragon was cast down, the old serpent, he that is called the Devil and Satan, the deceiver of the whole world (The seven headed ten horned body of the dragon is the whole world, The seven heads are the seed of seven world ruling kingdoms who ruled over Gods people. The ten horns are the 10 kings and the 10 continental divisions of the whole world.) ; he was cast down to the earth, and his angels were cast down with him.  10  And I heard a great voice in heaven, saying, Now is come the salvation, and the power, and the kingdom of our God, and the authority of his Christ: for the accuser of our brethren is cast down, who accuseth them before our God day and night.  11  And they overcame him because of the blood of the Lamb, and because of the word of their testimony; and they loved not their life even unto death. (Notice it is the saints, not the aints, that bring down the dominion of the dragon with the usurpers. Jesus said that What we bind on earth is bound in heaven. He is in us by His Word and Spirit.  Let us cast down this usurper according to our authority in Mat 18:18-19  Verily I say unto you, What things soever ye shall bind on earth shall be bound in heaven; and what things soever ye shall loose on earth shall be loosed in heaven.  19  Again I say unto you, that if two of you shall agree on earth as touching anything that they shall ask, it shall be done for them of my Father who is in heaven. and Mar 11:23-24  Verily I say unto you, Whosoever shall say unto this mountain, Be thou taken up and cast into the sea; and shall not doubt in his heart, but shall believe that what he saith cometh to pass; he shall have it.  24  Therefore I say unto you, All things whatsoever ye pray and ask for, believe that ye receive them, and ye shall have them. Luk 10:19  Behold, I have given you authority to tread upon serpents and scorpions, and over all the power of the enemy: and nothing shall in any wise hurt you. — Sooo In the name of Jesus, we agree together to cast down this usurpation over the US, which is over the world. We bind and forbid DS leadership over this country in Jesus name. All of his reversals will come to naught.  Now thank God till you see it come to pass believing you have received. )  12  Therefore rejoice, O heavens, and ye that dwell in them. (Why rejoice?  Where is this heavenly place of safety?  It is abiding in Christ. Eph 1:3  Blessed be the God and Father of our Lord Jesus Christ, who hath blessed us with every spiritual blessing in the heavenly places in Christ: Eph 2:6  and raised us up with him, and made us to sit with him in the heavenly places, in Christ Jesus:  What is it to abide in Christ? It is to keep His covenant that was given in the beginning. 1Jn 2:24  As for you, let that abide in you which ye heard from the beginning. If that which ye heard from the beginning abide in you, ye also shall abide in the Son, and in the Father. Woe for the earth and for the sea: because the devil is gone down unto you, having great wrath, knowing that he hath but a short time. (The devil has permission to persecute the earthly people who do not dwell in heavenly places. This is to drive the people to seek safety in their heavenly places in Christ.)       13  And when the dragon saw that he was cast down to the earth, he persecuted the woman that brought forth the man-child.  14  And there were given to the woman the two wings of the great eagle (This is the knowledge given by the Man-child of how to enter into heavenly places and safety. When? At the beginning of the Tribulation), that she might fly into the wilderness unto her place, where she is nourished for a time, and times, and half a time, from the face of the serpent.  As the dragon hit the earth, what looked like a huge swarm of thousands of tiny red dragons exploded into flight filling and darkening the sky. (These are the dragons angels/demons)  The dragon that had fallen from Heaven crouched on the earth in the background of the swarm, glaring at me through the swarm with great wrath in his eyes! (the devil is gone down unto you, having great wrath, knowing that he hath but a short time. In this form of the dragon the devil no more exists after the middle of the tribulation. He is destroyed by the saints.)   Desolation of the Red Dragon Andrew Gelinas- 1/12/21  (David’s notes in red) In a dream I was riding a bicycle around in the basement of a work building, amazed at how easily I was able to do extremely complex and difficult freestyle tricks without any effort at all, and without ever practicing or learning them beforehand. They just seemed to flow out of me. Then a man who seemed like my coworker came downstairs while continuing to do his heavy labor work. He watched me spinning around on one wheel as I kept a big grin on my face. (The world has only seen the Church enjoying spinning around in a circle and going nowhere at this time.)  I don't think I ever stopped my miraculous bike riding when I asked him "Did you see The Desolation of Smaug 4 yet?" (I seemed to stutter the word "four" so it came out as 444.) He was surprised and asked excitedly "Is it in theaters yet?" I replied "It's actually out right now.” (We are seeing this theater manifesting before us now! It is the dragon who is seeking to devour the man-child which is being brought down. The gematria of 444 seems to speak of the war between the Man-child and the dragon - https://www.gematrix.org/?word=444 Words equals 444 in Gematria - English, Hebrew and Simple Gematria Calculator Values Phrases equals 444 in Gematria, Online Gematria Calculator with same phrases values search and words. English Gematria, Hebrew Gematria and Jewish Gematria and Numerology www.gematrix.org  Examples: Lord God’s Coming / Iesous / Rise up / The time has come / Demons are coming / Took the mark / Serpent change / The snake has been beheaded / Smartmatic - Just became famous in the vote debacle),  The Desolation of Smaug was the middle film of The Hobbit trilogy based on a J.R.R. Tolkien children's novel called The Hobbit. Smaug, a huge reddish colored dragon, causes great desolation when he rains fire on the men, women, and children (DEW weapons/Paradise)  of Lake Town after being stirred from a nearly century's long slumber on his immense pile of stollen gold. (The DS dragon has been sitting for nearly a century on a mountain of stolen gold. Trump has repatriated as Cyrus was to be shown the “hidden treasures of darkness”. We are told that this is 34 quadrillions in gold, silver, precious stones, art, etc.) Smaug's rampage is cut short when he's slain with a single black arrow via a tiny soft spot where he'd lost one of his iron-like scales many years before. (As an arrow went between the joints in the armor of Ahab, the apostate leader of God’s people, and he died)  His limp body then crashes down into the flaming ruins of the town below. I'm not sure if the word "desolation" is meant to refer to the destruction the dragon causes, the death of the dragon itself, or meant both ways. (The abomination that maketh desolate is the beast in the holy place, which is the situation in most churches. The DS dragon will judge the apostate Church but will be destroyed for it.) This is the third dream about a red dragon I've had in only one month.          Select LanguageAfrikaansAlbanianAmharicArabicArmenianAzerbaijaniBasqueBelarusianBengaliBosnianBulgarianCatalanCebuanoChichewaChinese (Simplified)Chinese (Traditional)CorsicanCroatianCzechDanishDutchEsperantoEstonianFilipinoFinnishFrenchFrisianGalicianGeorgianGermanGreekGujaratiHaitian CreoleHausaHawaiianHebrewHindiHmongHungarianIcelandicIgboIndonesianIrishItalianJapaneseJavaneseKannadaKazakhKhmerKinyarwandaKoreanKurdish (Kurmanji)KyrgyzLaoLatinLatvianLithuanianLuxembourgishMacedonianMalagasyMalayMalayalamMalteseMaoriMarathiMongolianMyanmar (Burmese)NepaliNorwegianOdia (Oriya)PashtoPersianPolishPortuguesePunjabiRomanianRussianSamoanScots GaelicSerbianSesothoShonaSindhiSinhalaSlovakSlovenianSomaliSpanishSundaneseSwahiliSwedishTajikTamilTatarTeluguThaiTurkishTurkmenUkrainianUrduUyghurUzbekVietnameseWelshXhosaYiddishYorubaZulu Powered by Translate Printer-friendly version

Ask David What do you do when someone won’t stop asking questions? Hello David, It’s been a while since I’ve emailed you, but that’s because I’ve been doing really well thanks to you! I started a new job 3-1/2 months ago, & this woman seemed to take to me right from the start. It was nice at first having someone to talk to etc, but it has quickly turned bad. She sits in the cubicle right next to me. All day long she talks to me asking me questions. What did I do after work? Who was I with? How long was I gone? What did my husband do? And on & on. It feels like she’s interrogating me because the questions never stop. I’m trying to get more vague with my answers hoping if will deter the conversation, but no luck. It really becomes distracting at times & then other times it just feels like she’s being nosy & freaks me out. I just want her to leave me alone! I think this would be a good opportunity to use the 5 secrets of effective communication, but I’m struggling. Could you help? Thank you, Brittany Hi Brittany, Will send to Rhonda for an Ask David. But a simple approach would be to tell her that you admire her and appreciate her interest, but that you sometimes find the questions distracting from doing your work. Perhaps you could sit down with her for lunch or something, and then use your five secrets skills. Using the relationship journal, you could write down one thing she said to you, and exactly what you said next. Then we can see exactly what you are doing that is fueling the problem! I've attached one, and you could send it to us after you have completed Steps 1 and 2. David Thank you for the reply! It really made my day. I attached the relationship journal. It was actually more helpful than I thought it would be for this situation. Once I was able to think of a good example, I realized that maybe my lack of inquiry or showing interest in her is causing her to ask me all these questions. Although if I ask her more about herself, I don't know if it would result in her talking even more? Hard to say. Thanks for your help, and I appreciate your thoughts on my relationship journal. -Brittany Hello, Wanted to give you an update on how it went using the five secrets. First thing Monday morning my coworker started right up with the questions. I used the five secrets & said something similar to what I wrote to you. She apologized for bothering me, & things have been great all week! She actually brought in headphones & has been listening to music now. And there’s no tension or animosity between us which was my fear initially. We still chat here & there & are friendly. Thanks again! -Brittany How can a pastoral counselor get training in TEAM-CBT? Dear Doctor David, I am a pastor from South Africa, married to an Australian, living in Dubai :) I was struggling with mild depression & came across your book "feeling good" and read it & applied all your techniques & it has been life-changing - THANK YOU! What surprised me most was the simplicity and effectiveness of the exercises. I believe that much of what you teach is life skills everyone should have! I wish I was taught these things when I was younger! Over the years I have helped people, from all walks of life - inmates, students, business people, etc., but primarily from a spiritual perspective. I believe I can be more effective and help so many more out there if I learn how to apply your exercises to others. I would love to train in TEAM and learn how to apply these techniques with the people I minister to, but I am not a psychologist or certified as per your requirements. I realize practice and critical feedback is paramount in order to get really good in TEAM. Please advise me on an alternative route. Any help with this regard would be highly appreciated! Thanking you in advance. Yours sincerely, Gareth Noble Hi Pastor Noble, Sure there is a certification program at the Feeling Good Institute. I believe pastoral counselors would be very welcome. They offer many online introductory classes in TEAM-CBT. Check our my free weekly Feeling Good Podcasts, too. I will include your question, with your permission, on an Ask David Podcast. I also offer a free depression class on my website, and about to post an anxiety class too, also free. There are tons of resources, almost all free, on my website, www.feelinggood.com. You can check out my website page from time to time for online workshops. Dr. Angela Krumm angela@feelinggoodinstitute.com is head of the certification program at FGI, which is www.feelinggoodinstitute.com. Angela and I are both PKs (Pastor’s kids)! All the best, David Is love an adult human need? Rhonda said that people in the TEAM certification listserve thought they heard David say that love is not an adult human need. Is this true? David comments on hearing Dr. Beck say that decades ago, in one of Dr. Beck’s weekly training groups at U. Penn, and what he (David) discovered. What’s the best training program to learn TEAM-CBT? David and Rhonda, I hope this note finds you well. I'm writing for a few reasons. The first is to thank you for your podcast and related resources. I found your podcast and started listening at the beginning of COVID-19 (mid-March) because I was feeling acute anxiety. The T.E.A.M. approach and your teaching are such an amazing gifts. The positive reframing in particular is truly life changing and revolutionary for me. Considering what my negative thoughts show about me that's positive and awesome and then finding the cognitive distortions has provided me such relief. I have been so excited about T.E.A.M. therapy that I often discuss it with my husband, friends, and family. I really loved David's comment in the most recent podcast that good therapy isn't evangelizing; rather it's letting the patient define problems and goals within his/her own values. I also liked your comment that doing therapy well is like an artform or a dance- that's such a beautiful sentiment, and I've been able to see the conversational "dances" you perform in the amazing, transformative, empathic live therapy sessions with Michael, Rhonda, Sarah, and others. These sessions have often brought tears to my eyes. This brings me to my second reason for writing. Listening to the podcast has been transformative for me in another way- it's made me seriously consider becoming a therapist myself. I have considered this possibility over the years, but now that I'm familiar with the T.E.A.M therapy approach and can see how helpful it is, I'm excited to explore this path more. I have a B.A. in psychology so I would need additional education- do you have suggestions for masters programs that you think would provide good alignment with the T.E.A.M. approach? I live in Charlottesville, Virginia and have two young children, so a local or online program may be the best bet for me. Thanks in advance for any ideas you may have. All the best to you, Molly Hurt Thanks, Molly. We can read your wonderful email on an Ask David if that is okay with you, but here is the quick answer. In graduate school, you don’t typically learn much that is useful. It is more getting a license to practice, then you learn from mentors, workshops, etc. The FeelingGoodInstitute.com has training and certification programs, including 12 week beginner classes in TEAM that are excellent. The whole area of coaching is emerging now too, and the certification is rather informal. If you get a degree like a masters degree in social work online, and then get licensed to do therapy, that is one approach, but there are many ways to get certified—counselor, psy d degree, marriage and family therapy, and so forth. So in short, I would, personally, find some way—the easiest way—to get certified so you can legally do therapy. But concentrate on learning TEAM as the tool to use. In California, as an aside, anyone can call themselves a “psychotherapist,” but you need the degree and license to call yourself a “psychologist.” Good luck, and thanks again! david Why are should statements considered distortions? Thanks for your quick and helpful reply. It's useful to have a better sense for how to prioritize my time and training. I'm excited to continue to explore T.E.A.M. therapy! And you are welcome to read my email on the podcast, thanks for asking. If I may, one other question for you: how do you recommend someone defeat "should" statements when his/her behaviors aren't healthy or beneficial? For example, "I should not overeat when anxious" or "I should not procrastinate" or "I should not be impatient with my daughter." I understand that saying "should" in these cases adds pressure and can lead to shame, but I don't see the distortion in these statements. In other words, these statements may not be helpful to a patient, but how are they not 100% true? I would appreciate any additional guidance you can offer on what I find to be the most difficult cognitive distortion! Thanks again to both of you for generously sharing your loving and kind approach to helping people deal with their problems and feel better. The impact you're having is profound. I love listening to you empathize with patients- it makes me strive for building an even more loving connection with my husband and daughters, as well as others in my life. Best, Molly Hi Molly, You may want to listen to podcast #205 pm Should Statements. You can also find a lot in my books, like Feeling Good, which you may have already read. There is also a chapter on how to crush should statements in my new book, Feeling Great, which will be released on September 15, 2020. Shoulds are distortions because they are not valid. It is not true that you “should not overeat when anxious.” You SHOULD overeat when anxious because it is very appealing, tasty, and makes you feel better. A correct statement would be, “It would be preferable if I did not overeat when anxious.” This statement removes the shame and pressure, while honoring your goal. There are three correct uses of should: the moral should (thou shalt not kill), the legal should (you should not drive 90 miles an hour because you’ll get a ticket) and the laws of the universe should: this pen should fall to the floor if I drop it because of the force of gravity. But overeating when anxious is not immoral or illegal, and it does not violate the laws of the universe. So it is not a valid use of the word. There is a podcast on this, I think, and you can search for it on my website use the search function. Rhonda and David  

To support this ministry financially, visit: https://www.oneplace.com/donate/207/29 On todays Bible Answer Man broadcast, Hank continues his discussion on racism, riots, and radicalism, which are three things that he considers the ripened fruit of educational indoctrination. An article Hank read this morning in USA Today seems to justify the looting of rioters, with quotes saying some looters were undoubtedly expressing frustration or trying to even a score, The motive for looting may have been racial solidarity rather than self-indulgence, and that looters were delivering a message and thus griping about looting during demonstrations is like complaining about thunder in a summer storm. All of this adds up to a not so subtle rationalization of raiding, ransacking, and robbery as a legitimate expression of racial solidarity. The issue of right or wrong was notably missing from the article, because as the famed biologist and philosopher Alex Rosenberg has been telling students and readers for decades, in a world where physics fixes all the facts, its hard to see how there can be room for moral facts. Our core morality isnt true, right, correct, and neither is any other. Nature just seduced us into thinking its right. Hank also answers the following questions: Do you have some information on the Black Hebrew Israelite group that calls themselves the Star of David? Is it wrong for a woman to host an open Bible study that may have men in it? When the Israelites rebelled against God, God said to Moses that He would wipe them out. Moses argued against it and said that God should take him as well. Why do we not have the same mentality as Moses with respect to those who are going to be eternally condemned?

Transcription (was completed by automated process.  Please ignore any speech-to-text errors) [00:00:00] All right. Welcome, everybody. We're so glad you're with us again today. This is a great week for us, celebrating the other week leading up to Easter. And I'm so excited to have lady on the phone with me again today for our next session. I was calling you. Beatty Carmichael is the CEO of Master Grabber, the creator of Agent Dominator and one of the top marketing experts in the real estate field. Beatty, I'm super excited. I always look forward to our calls. What do you have for our listeners today?   [00:00:34] Well, today, Penny, we're going to do as we move into Easter. This will be coming out long after sometime long after Easter, probably. So at least now our listeners how long it is before from the time we do the call to the time they actually come out. But with that said, we're going to do a radical faith call for those who may be new on to our podcast.   [00:00:57] Radical Faith is where we diverge away from talking about real estate marketing and talk about what I believe is absolutely the most important thing, and that is our relationship with Christ. So if you don't have interest in that topic, you can go in and turn this episode off.   [00:01:14] Otherwise, I'd encourage you to listen and we're going to have a great discussion. This is a really cool topic that we're going to be talking about today. And Penny, would you like to guess what the topic is going to be?   [00:01:31] Well, if I think about what we've been discussing, I'm going to I'm going to generally guess something along the lines of the goodness of God.   [00:01:42] Well, that's a really broad statement, and I think it could definitely fit into that topic. The good thing you did. You did.   [00:01:51] I knew you aren't going to get to topic, by the way, for those who know how we do these on the radical face called Penny has no forewarning of what any of the topic is. So we call it a virgin call from that point. Right. So today, I want to talk about a matter of perspective, because I think especially right now, just to kind of log down where we are, no pun intended, log down. We're all down sheltered in place with a corona virus. This is this is technically mid April, pretty much right now. And most states have put a shelter in place. Law, you can't leave your house except for essential businesses. A lot of our real estate clients in some of their states, they've damed real estate non-essential. So it's been really tough. And the question is, how do we view what's going on? That's kind of a narrow focus. A broader focus of what I really want to talk about is as Christians, we're told to in Hebrews four 11, we're told to strive to enter into God's rest. We're told to rest in the Lord. And sometimes in our own phraseology, there is a I on a phrase that we'll use. And this is kind of the focus of what I want to talk about, which is how do you work from a position of rest? And have you ever heard that term working from a position of rest? Yes.   [00:03:30] Yes, I have. So in your estimation, what is that?   [00:03:38] It's working, but not using my strength or my will or my mindset or preconceived notions in order to accomplish that task. It's relying on my I can do it through me.   [00:03:56] It's realizing the Lord to do it through you. And what I want to do is I want to peel back the onion and really start peeling it back into a deeper and deeper layers and kind of show you at a deeper level. Working from a position of rest means what it looks like, how to begin to apply it to your life. Because as we work from a position of rest. I'm going to make a I'm going to make a statement that's going to sound a little far fetched, but I think by the time we get through this session, I'm going to be able to back it up and that working from a statement of a position of rest is always victorious. Think about this. A lot of times we work and we don't know if we're going to succeed, but when we work from a position of trust, it is always victorious. So let me start with our passage. I wanted to go through a quick overview real quickly, kind of give you a bird's eye view of the entire scope of what this whole concept of working from a position of breast is. And then I want to dig really deep into some scriptures that start to bring a lot more illumination to it. So let's turn real quickly to Hebrews three, verse 11. Hebrew. Because this is kind of where we start to see God's rest and I'll let you read it once you get there.   [00:05:23] All right. Hebrews three, verse 11. As I saw in my wrath, they shall not enter my raft, so they shall not enter my rest.   [00:05:33] So let me give you the backstory on this. This is pulled from the time of the exodus. This is when Moses said send out 12 spies to search out the promised land and check into it. And if you remember that God had been telling them, telling all of Israel, I'm leading you to the promised land. And in that promised land, it's going to be a land of milk and honey. It's going to be overflowing in abundance. You're going to live in houses you did not build. You're going to drink water from cisterns. You did not dig. You're going to eat grazed from vineyards that you did not plant. In other words, everything is going to be already fixed and ready for you. You remember that? Okay, then. So then Moses sent out spies into the land, 12 spies, one spy for each of the tribes of Israel. And what they wanted to do is go through, check out their land, see what's going on, and attest to the bountiful ness and abundance that was already there. The land was so fertile, if you remember. They cut a single stem of grapes and they had to carry it on a pole between two people because it was so full of grapes and so big and so heavy. This is the abundance of the land that the Lord has promised his children. So it's not just I'm going to give you a promise and your life is going to be a little bit better. The Lord sent them into this place of tremendous abundance, tremendous fruit, tremendous everything. And then do you remember what happened when those guys come back? I do not. Okay, so they give two reports, the first report is an abundant land. But do you remember the second report?   [00:07:34] I think it was that they saw giants in the land. That's right. The Giants were more than they could handle.   [00:07:41] That's right. So 10, 12 spies came back and gave a bad report that said, yes, it's abundant, but no, there's absolutely no way we can ever conquer. We were like grasshoppers in their eyes. And they gave a report from a man's perspective. The other two spies were a guy named Caleb and Joshua. They gave a report from God's perspective. And what do you think the difference between God's perspective versus man's perspective was?   [00:08:18] God's perspective was one of rest, not worry.   [00:08:23] That's right. One of rest not worry. One of, hey, we can conquer because the Lord is with us. The Lord has promised. Don't be afraid. Well, what happened is they became afraid. They believed the bad report, not the good report. And as a result, they became fearful and they would not move forward as a result. God says, well, we just read as I swore in my wrath. You will not enter my rest. And he makes them circle the mountain. All right. For now, this is about a year and a half into it, maybe two years. So he makes them circle that mountain for another 38 years. They were now in the wilderness. 40 years. One year for every day. The spies had gone out into the land. And God says those people who were afraid, who looked with their natural eye perspective. You will not enter my rest. Only those who have looked and looked from my perspective. That I'm gonna give you the land. You will enter my rest. And that's why Caleb and Josh were the only people of that generation that were actually able to cross into the promised land and enter into God's rest. So that's kind of the backstory. Does that make sense?   [00:09:44] Yes, it does. Okay, so now I want to give you kind of a synopsis of of taking it from there and talking a little bit more about what it means to work from a position of rest.   [00:09:57] And the key is it's work. It's not rest. Okay. So God's rest is not an attitude of cessation. Okay. It's technically it's an actual place. It's a place of abundance. Okay. But there is a there is a transition of going from the place where we are, which is a lack of abundance to the place where God has created for us that place of rest, which is abundance. And we see this in the micro and macro and the micro. We're always in a position of less abundance, moving towards God's promise of greater abundance, whether it's our spiritual life or any other part of our life. Does that make sense? Yes, it does. Okay. So it's happening as we speak. But then at the macro level, in the big scheme of things, we also see that the trajectory of our life is continuing to be, in God's rest, great abundance, ending with eternal life and being in the heavenly places and for ages to come, as it says in officiants. So what we see with this passage in Exodus is kind of an allegory of our life. And I wanted to peel back that onion a little bit for you. So when they entered the Promised Land, they did not rest physically. Do you remember what happened when they transitioned from the wilderness into the promised land? There's something that never occurred during the wilderness that now started to occur all the time. Do you remember what that might be?   [00:11:43] I feel like it was. They complained a lot and they felt like their needs weren't being met.   [00:11:50] Almost. Okay. So they complained before they crossed the Jordan River, once they crossed the Jordan River. Now they're actually engaging into the promised land.   [00:12:02] Something else occurred.   [00:12:05] It was led by the priests. That thing that occurred was war. Now they had to fight for the promised land that had been promised them. They had to fight to take over the possession that had already been given them. Does that make sense? Yes, it does. And so when we move in to our promised land, this whole lot just make sure you can hear me now, is that correct?   [00:12:34] Yes. I got one little crackle there, but we're good.   [00:12:37] Okay, good. So they had to start going into and they started moving into battle. I want to kind of speed this up. So what happened is in a very a very high level sense, Joshua goes and he leaves the charge. Josh Wood leads the charge. And when he's leading, he's coming at it from a perspective that God has already given them the land. Therefore, victory is assured. And therefore, when they went out to fight, they went with the perspective, we are winning because God has promised it.   [00:13:14] Does that make sense that day when Joshua did that? Do you think there was any unrest in his spirit? Oh, my gosh. I wonder how this battle is going to come out.   [00:13:28] I think for me personally, if I put myself in his shoes, if I came out with that kind of statement to the people that I was leading, then I would have no doubt I would have no fear.   [00:13:39] He's asking me to just say that he's likely right.   [00:13:43] So we could then say that he fought from a position of rest because his spirit was at rest in peace, because a victory was assured. Does that make sense? Okay, so now we're starting to see. Working from a position of rest means it means working from the perspective of what God has already promised. And therefore, you can be assured of the outcome. And it's no longer scary. Then what happened is after Joshua and the Elders died off, then everything changed. The perspective of the leaders changed.   [00:14:20] This is now it gets us into the period of the judges. And if you remember, the judge's life was miserable. They were being attacked on all sides. They would try to go in and take over more of the promised land and they would lose and be defeated all the time because they no longer work from a position of rest. They worked from a position of fear. They started to see with or naturalized rather than their spiritual lives. They looked at the natural enemy that they are facing rather than looking at it from God's perspective of seeing the victory is already won.   [00:14:54] And then we move down the line for a couple of hundred years, and then another man comes out and comes to the scene. And this guy named David. Do you remember anything about a guy named David?   [00:15:10] Yes. Okay. And so does God, where it says that David was a man after God's own heart. Okay, so David is actually a foreshadow of Christ.   [00:15:25] Think about this.   [00:15:28] David was not of the line of Aaron, but yet Aaron is the priestly line. But yet, David was a priest.   [00:15:38] He wore the E. He danced before the Lord. He prophesied he did all kinds of priestly things. He was also of the royal line. Juda. And he was a king. He was a royal priest. And Jesus was a royal priest. He was royalty. And he was our high priest. And we are now royal. So we see this this poor shattering, this type of Christ coming online. And what happened with David? Is he engaged in battle? He engaged the same way that Joshua did.   [00:16:18] The victory was certain. Now he had some fear and some Currentzis concerns. We see that through Psalms, especially as he's been attacked by Saul. But he goes out and in faith, from God's perspective of his promise. He goes out and engages in battle and he wins. And he then conquers the promised land that God had promised his son, Solomon. Then comes on board and enters into the rest of the land. So as David goes in to the land, there's war and unrest.   [00:16:55] But there's constant victory. Then as Solomon comes on line, the land is at complete rest. And now Sollom Solomon gets to focus on building up the temple. Whereas David did not have that opportunity. So that's kind of the big picture. Do you see this in the macro? Yes. Yes, I do. So what we really see with all of this is this. Working from a position of trust comes first and foremost by faith.   [00:17:28] And faith being that title deed of that which is promised.   [00:17:32] So when we're in our lives and we search the scriptures, we spend our time and the word and the Lord reveals certain promises to us and we can work with confidence towards those promises, knowing that victory is certain. Now, what we may not know is the timing. But we know that the certainty of victory is there. And that certainty of victory that starts to create that working from a position of rest. All this making sense. Yes, absolutely. So now let me share one more. I want to share an illustration, and now we're about to take a deep dive into the scriptures. This is just a real quick overview. Here's an illustration of working from a position of rest, which is the knowledge of the outcome versus working from a position of undress, which is seeing things in the natural. Have you ever watched a really tense movie? Were you on the edge of your seat and your heart pounding? Your adrenaline rushing? Almost all the way through the movie? Yes.   [00:18:38] I hate that feeling. I know. I know. I hate it, too. So what caused that feeling?   [00:18:47] Uncertainty, not knowing what was going to happen and not being able to control the outcome.   [00:18:54] That's exactly right. You're looking at it from the perspective of that character. And the music, dun, dun, dun, dun dun, he's he's going into this dark room and he turns a corner and, you know, there's someone there. Right. That's about it. Okay. Now, once you watch that movie, if you were to go back and watch it the next day. Are you this tent and sitting on the edge of your seat?   [00:19:22] No. Why not?   [00:19:24] Because I know it's going to happen. That's right. You know the outcome. That second time through. You're watching it from a position of rest.   [00:19:36] It doesn't even get your heart beat up. Why? Because the outcome is certain. And therefore, you know the certainty of each outcome that nothing's going to happen. You know, generally, if you remember well, you know, generally what's going to happen. But if you don't remember, well, you know, there's not a big deal.   [00:19:56] And therefore, you're sitting watching it from a position of Resh while the person next to you. This is their first time through. They're scared to death. Do you see the difference of perspective? Yes. Okay. That's our Christian life. We can either look at this from our eyes and be scared to death. Or we can look at it from God's eyes and be a total peace. Why do you think, looking at it from God's eyes, you're at total peace?   [00:20:30] Because she's not worried about anything, then I don't have the right to be either.   [00:20:34] That's right. So what I want to do now, I want to show you a couple other scriptures where this gets manifested and then we're going to take a real deep dive. You ready? I'm ready. Okay, let's turn to Hebrews 11, verse 17, 18 and 19.   [00:20:53] All right. 17, 18 and 19 by faith. Abraham, when he was tested, offered up Isaac and he who had received the promises was in the act of offering up his only son, of whom it was said through Isaac, shall your offspring be named? He considers that God was able even to raise him from the dead, from which. Figuratively speaking, he did receive him back.   [00:21:24] Very good. So here's what happened. Abraham was at complete rest when he offered Isaac up as a sacrifice. Think about this in our perspective. We're going through tough times. Maybe your job, your your livelihood has been cut off because right now the shelter in place or because of other things that come up later in your life or you have situations with relationship or situations with help or with something else. And. You're scared. When you're scared is because you look at it with your own natural eyes. But think about Abraham. His only promised son. This is the son of the promise. All of his descendants is going to be name through Isaac. All of this inheritance is going to go through Isaac. And now God has told him to do something stupid and crazy for a man's perspective. Abraham, I want you to sacrifice your son to me. Your your your love of your life, the sun. I've said this is all the promises are coming through this one person. Now I want you to kill him. Do you see the turmoil that could really be going on?   [00:22:49] I can't even imagine.   [00:22:51] I can't either. And yet. According to scripture, there is no mention in scripture that Abraham was concerned at all. Why was he not concerned? What does it say?   [00:23:07] It says that he considered that God was able even to raise him from the dead.   [00:23:13] That's right. In other words, his perspective was from God's promise. Rumor says by faith, righteousness was read into Abraham, the promise. Faith is believing God's word, basically in real simple terms. So his faith in God's promise told him that the current situation had no bearing on the long term outcome. And because he had no bearing on the long term outcome. And the reason had no bearing because God's promises cannot fail. And therefore, if they cannot fail, the long term outcome is still intact, then it doesn't matter what happens right now. This is why it says that he considered that God was able to even raise him from the dead. He was fully expecting to kill his son. Stand back. And his son would miraculously come back to life. How many of us, when the Lord tells us to do something and it doesn't make sense in the natural naturalise, we say complete disaster. How many of us? Panic and cause that's not what most of us for sure. If we're going to work from a position of rest.   [00:24:36] And another way to say it is we're going to work from the promise, not to the promise, we hit that in just a moment. But if we're going to work from this position of respite, from the promise, from God's perspective, we got to do what God says to without questioning because. God has a perspective, we don't all we have to do is plug into that perspective and sometimes we don't know the perspective, but we know his promise and therefore we can rely on the promises that make sense. Yes.   [00:25:07] Okay, let's look at one more passage and then we're going to really take a nice deep dive. This is going to be fun. Okay. Matthew eight. Matthew eight versus 23 through 26.   [00:25:21] Twenty three or twenty six of Matthew eight. When he got into the boat, his disciples followed him and behold, there arose a great storm on the sea so that the boat was being swamped by the waves. But he was asleep. And they went and Wolken saying, save us, Lord, we are perishing. And he said to them, Why are you afraid? Oh, you have little faith. Then he rose and rebuked the winds and the sea. And there was a great calm. And the men marveled saying, what sort of man is this? That even the winds and the sea obey him. Huh?   [00:26:01] Let me ask you a question. What do you think was the perspective of Jesus?   [00:26:07] Rest, he not only rest. He was so restful. He was asleep in the middle of the storm.   [00:26:15] Yeah, well, it was the perspective of the disciples.   [00:26:19] Fear, worry. And they mean. They take what they're doing with their natural eyes.   [00:26:26] They know what was going on with their natural eyes and Jesus had a spiritual perspective. Perspective.   [00:26:35] All right. So we could say that Jesus was operating from a position of arrest. The disciples were operating from a position of natural sight. We can also say position of breath is a position of faith. Faith is God's perspective. Natural side is man's perspective, and they are always opposing each other. This is where Romans, eight says that the flesh can never please God because it is always at enmity with God. This makes sense. All of this is on this matter perspective.   [00:27:15] Now, let's start looking at perspective from God's perspective. This is going to be really cool. Let me let me just mention one thing. Perspective.   [00:27:30] Is everything perspective determines the outcome. You have God's perspective. And that creates one outcome you have man's perspective. It creates another outcome. Now, this isn't 100 percent true, but this is, generally speaking, the pattern that God's laws operate in. And we see this with Peter walking on the water. If you remember, when he's walking on the water, his perspective was where?   [00:28:04] When he was walking on the water, at first, his eyes run Jesus.   [00:28:08] That's right. So his perspective was on God's word.   [00:28:14] And God's word had inherent with it. A truth and that truth was you come on the water and you'll walk on the water with me. Then he changed his perspective. And what happened when he changed his flight? Where did he put his perspective in what happened?   [00:28:33] He started looking at the ways around town. So I took his eyes off Jesus and started looking at the water and the waves. And he became careful. Then what have you been thinking?   [00:28:48] There you go. So he changed his perspective from God's perspective, working from a position of rest to man's perspective, working from a position of natural sight, and by changing the perspective. The outcome was changed as well.   [00:29:06] Pretty cool. So now let's dig deep. So let's look at since everything focuses around God's perspective.   [00:29:12] Now let's look into what is God's perspective. This is going to be really cool. Let's look at a number of passages. Let's start with Revelation 13. Revelation 13. Eight.   [00:29:27] Revelation 13, verse eight says to all who dwell on earth will worship it. Everyone whose name has not been written before, the foundation of the world in the Book of Life of the Lamb who was slain.   [00:29:46] Let me also modify that translation just a little bit, I think this may be an I.V. I don't recall the same passage. Slight different translation that articulates a truth that is a little bit clearer. All inhabitants of the earth will worship the beast, all whose names have not been written in the Lamb's Book of life. The Lamb who was slain from the found from the creation of the world. To God's perspective, is this from the foundation of the world? The lamb was already slain.   [00:30:26] That promise manifestation.   [00:30:31] That was to come at a minimum 4000 years later, depending on how you look at the age of the Earth, 4000 years or 40 million, it doesn't matter. God's faith says the lamb was already slain. Long before the lamb was slain in the natural, does that make sense? That's the perspective of God. Let's look at this. Go to Ephesians one versus four and five.   [00:31:00] Okay.   [00:31:01] All right, effusions one, verse four and five. Even as he shows us in him before the foundation of the world that we should be holy and blameless before him in love, he predestined us for adoption to himself as son through Jesus Christ, according to the purpose of his will from the foundation of the world.   [00:31:23] This is God's perspective from the foundation of the world.   [00:31:27] You were already chosen in Christ.   [00:31:33] Let's look at another Hebrews for three.   [00:31:39] All right. Hebrews four, verse three. For he who have believed for his who have believed entered that risk and as he said, as I swore in my RAF, they shall not enter my risk. All those his works were finished from the foundation of the world.   [00:32:01] So from the foundation of the world, God's perspective, all of his work had already been finished. Do you think this could be the work of Moses leading his people out of Egypt? Be. This could be the work of Christ on the cross. Yes. I think this could be the work that he's called us to do. Yes, it could. Yes, it could be all the works were finished before the foundation of the world. Let's look at Matthew 25 34.   [00:32:35] All right. Matthew, 25 versus 34. Says then the king will say to those on his right come you who are blessed by my father, inherit the kingdom, prepared for you from the foundation of the world.   [00:32:52] There we have it again. God's perspective is from the foundation of the world before it was created. The kingdom was already prepared for us.   [00:33:05] Let's look at one more Isaiah 46 versus nine and 10.   [00:33:13] Okay. All right, Isaiah 46 six, verse nine and 10. Remember the former things of old. For I am God. And there is no other. I am God. And there is none like me declaring the end from the beginning, from ancient times, things not yet done, saying my counsel shall stand. And I will accomplish all my purpose.   [00:33:37] So from God's perspective. From the foundation of the world. N had already been declared and finished. Before it began. What does this tell you about God's perspective?   [00:33:56] It's way bigger than our way, bigger than ours, right?   [00:34:02] So God's perspective is what faith looks like. Would you agree?   [00:34:07] Yes.   [00:34:10] From God's perspective. Before the foundation of the world, everything had already been finished. From God's perspective, think about in this way. God's perspective is things are truth, even when they have not manifested in the natural. Remember, we talked a while back on believe that you have received what you've asked for and then it shall be granted, you are from God's perspective. It's already been done. Now, this is not a name it and claim it. This is a name it and be it, as a friend of mine shared, name it and claim it as a perspective that says I'm naming something. I do not have. But name it and be it is a perspective of knowing what I already have. As a promise from God. But God's word is already said, and I am simply walking and living this out until it's manifested in my life. Do you see the difference between that? Yes, I do. So this working from a position of rest. It says God works six days and rested on the seventh, says that all of his works were finished. Working from a position of rest is. It's been done. It's finished. The outcome is assured. All I have to do is walk in faith for that outcome to be manifested in my life. This is why this story, Peter, is so important to others. But Peter's the clearest example, walking and working in reste. Gets one outcome, walking and working in fear gets another outcome. The outcome is assured as long as we operate and walk and faith. The outcome is not assured. If we ignore. God's perspective ignored trusting him and tried to do it on her own. Is this helping? Yes, absolutely. Okay, so then let's look at faith and the perspective of God a little bit more. Let's return real quickly. Foundational principles of faith. Romans, 10 17. Can you quoted or.   [00:36:49] You remember from from hearing by and hearing by what, by receiving the word of Christ. Yes. Sense 17. I get to change because I've got I've got my outline in front of me comes from hearing and hearing through the word of Christ.   [00:37:16] That's right. Through the word of Christ. What is the word of Christ?   [00:37:22] The Bible. A little bit more. Everything that he said a little bit more.   [00:37:30] Oh, gosh. So let's talk on it this way. Will pull it off from John in the beginning was the word, the word and the word was with God and the word was God.   [00:37:48] So here we have in the beginning was the word. The word was with God. And the word was God and faith comes from hearing by the word of Christ, which is God himself. And John, 17, it says thy word is truth and where we come back to truth.   [00:38:10] God's perspective is one of truth and truth manifests itself in a natural way and acted on by faith. So we see kind of this circular. Faith comes from hearing by the word of Christ, which is God's truth, which is God himself. Faith is the perspective of God. And then we now faith is let's define a little bit different. It is the perspective of God. But what is God's perspective? Hebrews 11 one. You want to pull up Hebrews?   [00:38:46] Pull that up, because I do not that one off the top of my head.   [00:38:50] You actually did? No, it's just a matter of recalling this specific one.   [00:38:53] Yes, you're right. You're right. Now, faith is the assurance of things hoped for, the conviction of things not seen.   [00:39:02] So it is the assurance of things hoped for. In Bible terms, hope for is an assured promise. It is not what we do, which is a variable that we're not sure. I hope it doesn't rain while I'm out here on my deck. Now, it is a hope, but that's not what the Bible talks about. The assurance of things, hope for the conviction of things not seen is the absolute certainty of what it is. And it's an absolute certainty because it is God's truth. Faith comes from hearing and hearing God's truth, the word of Christ. Another pass, another translation says that faith is the title deed of what has been promised. Even though we do not see it yet, we've got the title deed. So I want you to envision for a moment King David. He's out there fighting these battles. And I want you to picture this little caricature of King David. He's got a sword in one hand leading his army, charging in his other hand. He's got a crumpled up title deed that says the promised land is ours. This victory is mine. He's charging into battle, holding faith by one hand, holding the sword. And the other hand, because that faith, that title deed gives him the assurance of victory makes sense. Yes, that is working from a position of rest. Fighting for victory from a position of rest. It is working from from the promise. He's carrying the promise with him. And he's going into battle. The outcome is certain, those particular path of the battle.   [00:40:58] How many of his men he may lose? What's going to happen at any given moment? Those things are uncertain, but the outcome is guaranteed because it is the truth of God. So faith is when you look at things from God's perspective, not man's perspective. When you look at it from the promise, not to the promise. There's a number of different types of faith mentioned in scripture. I'm just going to kind of throw these out, see if this rings a bell by faith of faith through faith in faith. You remember those kind of passages used throughout scripture. So if faith comes from hearing the word of Christ is faith, therefore is the word of Christ. Faith, therefore, is Christ himself. And what we can translate with these is faith is Jesus, then it's by Jesus of Jesus, through Jesus. And Jesus. In other words, when we operate in faith, we're operating. In Christ, from Christ. And it's literally and technically Christ operating through us. We're abiding in him. He's abiding in us. We do nothing. He does it all. It's him living through us. What is it, Galatians? Three, two, twenty three. Twenty one of those. I'm crucified with Christ and is no longer I who live but Christ who lives in me and through me. Okay, so that's kind of this perspective. So now I want to come back and I want to bring another perspective and kind of tie this together. We're almost finished, by the way. Is this exciting so far? Is this interesting?   [00:42:58] Yes. Love it. I love it.   [00:43:01] Okay, so now I want to talk about an old covenant versus new covenant. Old Covenant is the covenant given to Abraham, and that includes the law, the new covenant. The law has been fulfilled in us. The law is still in us. That's what Romans says. But the rightest requirements of the law have been fulfilled. Those of us in Christ. So the law is still present, but it's now fulfilled. But the covenant is a little bit. I want to I want to shift the focus of the covenant from the law to the promise of the fulfillment of that. So let's talk about the old covenant. First time with me to Hebrews 11, verse 13. So this is the Hall of Fame. Faith, the Hall of Fame. And this is a statement put in between as it kind of wraps up. What's going on in Hebrews 11 13?   [00:44:04] These all died in faith, not having received the things promised. But having seen them and greeted them from afar and having acknowledged that they were strangers and exiles on the years.   [00:44:18] Okay, so in the old covenant says that they were looking towards the promise, not from the promise, they were working towards the promise, the promise of the Messiah and of sonship being brought into the kingdom. Does that make sense? Yeah. Everything they did was from the outside looking in outside of the promise, looking into the problems. Now, let's contrast that with the new covenant and the new covenant. Let's go to Hebrews 11, first, 39 and 40.   [00:44:56] All right, 39 and 40 and all these, though commended through their faith, did not receive what was promised and God had provided something better for us. That apart from us, they should not be made perfect.   [00:45:11] So now this is basically saying the promise is ours.   [00:45:15] And apart from us, they were actually looking forward to us because we're the holder of the promise. So now, as the possessor of the promise, our perspective changes. We now are looking from inside a promise out rather than from them looking outside in where we work from. The promise they worked towards the promise is the same. Yes. Okay. Let's look at one more passage, Matthew, 28, verse 27 and 28.   [00:45:53] All right. Twenty eight. All right. 27, 28. Wait, are we sure we don't have a verse 27 in chapter 28?   [00:46:07] That's a start. It may be 26, but it starts and he took a cup and when he had given thanks. Here we found it. And he took the cup.   [00:46:18] And when he had given thanks, he gave it to them saying, drink it, all of you. This is my blood. The Covenant, which is poured out from many for their forgiveness. That's all right.   [00:46:30] Now, tell me the reference on that verse, if you would.   [00:46:34] The verses were right, but it's chapter 26, 26.   [00:46:38] That's where it was. Okay. So here's where he's going. And there's a word that sometimes you use and sometimes not. I'm going to use it here.   [00:46:48] Same drink of it, all of you. This is my blood. The new covenant, which is poured out for many for the forgiveness of sin. So now we had the inauguration of the New Covenant. We had the old covenant, the new covenant.   [00:47:02] We are to drink the blood of the cup and drink the cup, which is his blood. And that inaugurates the new covenant as we're abiding in the promise we're now operating from the promise because now the new covenant is in us, in the old covenant. They were looking towards a promise with us. We're looking from the promise. Making sense.   [00:47:29] Yes, absolutely.   [00:47:31] Yes. Okay, so the old covenant operates from an outside perspective, looking in the new covenant operates from an inside perspective, looking out. And we're going to take the same pattern in terms of how we operate and work. But I want to show you one more verse. Go to Matthew 17, verse 20.   [00:47:53] All right.   [00:47:53] Verse 20.   [00:47:55] He said to them, because of your little faith. Truly, I say to you, if you have faith like a grain of mustard seed, you will say to this mountain, move from here to there and it will move and nothing will be impossible for you.   [00:48:11] All right, great. So this faith to Jesus is talking about. It is only possible when you're operating from inside the promise, from inside Christ, because if you're going to move a mountain.   [00:48:27] Now, this could be metaphorically backup. So mountains and scripture are pretty much government governmental authorities. They just asked him why could we not cast out this demon? Jesus says because of the littleness of your faith, the littleness of the perspective of God operating through you. This is a governmental authority that takes a lot more faith than what you try to operate in. That's basically kind of one way that we could interpret this. But he's using metaphorically a mountain. He's on. They just come down from mount to transfiguration. Okay, so you just come down from this mountain. So he's probably talking about that mountain. They just went up to a high mountain, it said prior.   [00:49:20] And so you said if you have faith like the grain of a mustard seed, you can say to this mountain, move from here to there and they'll move and nothing will be impossible. For you, that faith is only when you have the faith of Christ. Not the safe looking towards Christ. Does that make sense? Yes.   [00:49:45] Yes. This is kind of the old test, some old covenant versus new covenant. Old covenant. Look towards the promise. Through Man-Sized with a little bit of faith. New Covenant. Is the reality of working from the premise now kind of wrapping this back up to where I started the idea of working from a position of rest. Is working from the promise.   [00:50:16] Not to the promise it's working from inside.   [00:50:22] Looking out as opposed outside, looking in, maybe an easy way to try to understand this is imagine a really tall brick wall. And on the wall is running north south on the east side of the wall is this promise. This promise is whatever the promise may be in your life. It could be a new car. They could be victory in business. It could be health, it could be anything. It could be all kinds of different things. On the east side is a promise.   [00:51:00] On the west side of the wall is where you stand. On the west side of the wall. You cannot see the promise. Does that make sense? When we operate in the natural when we operate by our natural allies, all we see is a wall.   [00:51:23] And we have no idea what's on the other side. We work and we work and we work. And we're scared to death because we don't know what's going to happen. We pray and we plead with the Lord. Save me. Help me. Please do this, because we don't know what's going to happen, because our perspective is not God's perspective.   [00:51:47] From our perspective, this man's perspective, that is not working from a position of rest. It's working from a position of site and unrest and fear and fear. Exactly. Because site creates fear. Natural site creates fear. Because natural site, when in the presence of God's promise, natural site is always contrary to God's promise because it's all the flesh. God's promises are the spirit.   [00:52:20] So when we work from a position of rest, it's as if we walk around that brick wall and now we're on the east side and we see. The promise that God has given us and now we believe it, we're looking at it now with our Spiritualized. And we believe that as certainty, faith is the certainty of hope for is the title of doubt which has been promised.   [00:52:48] And now when we work, we work diligently towards it. But we have no fear that we will not achieve it.   [00:52:59] We know the outcome is certain. We know the victory of that promise is ours because it is. And God's word, God's word spoken to us, limited to us. Impress upon us. However he communicates. But that is the difference between working towards the promise, hoping in human terms, hoping that is going to become true versus working from the promise. It's already true. And now I'm simply doing the necessary labor for it to then be manifested in my life. Does that make sense? Yeah, it does. That's what it looks like. To be seated in Christ. Be rooted in Christ, be rooted in his word, having the certainty of his word and his promise in our life and therefore moving forward with no fear. Can I share a little personal testimony on this? Absolutely. I've been in business since 1997.   [00:54:11] I've had some great ups and some great downs. One period time almost went bankrupt. And what's interesting is even the times where I was afraid, I always trusted the Lord. But I was still afraid you'd say this with David. He trusts the Lord. But when you read through Psalms, you see the fear come out. But every time the fear comes out, the psalm always ends with. And I trust in the Lord and he brings me victory is likely through writing the song. He comes back into God's perspective. You see him shift from that perspective to God's perspective. Well, I was during this period of time. And the Lord gave me a passage and the passage said, you will never suffer famine again among the nations because at that time we were in a famine financially and we were about to die financially. And ever since he gave me that passage, I'd been like Superman. I fear nothing. Shoot me up if you want to. They're just going to bounce off me. Why? Because I have the promise from God. And so it doesn't matter what situation we come into.   [00:55:25] I know we're not going to lose anything. I don't have to worry about losing the house. I don't have to worry about not having food. I don't even have to worry about. I've got my youngest child is in college right now. I don't even have to worry about how to pay the college bills because the promises will never suffer famine. Now, I've got a lot of other promises of a lot more abundance. But the simple promise was that now remembering one of my business groups, one of the ladies is a group called Vistage, business owners and business people that made work through different, different things. And one folks and one ladies in my group had asked the question because they've seen me over the years up and down, up and down. But always with the big dream, always with the certainty of victory. Always pressing forward. Always upbeat, regardless of what financials might say at the moment. Her question is, how do you do it? How do you keep your attitude so positive and keep going in the presence of all of the what we see as all the setbacks?   [00:56:42] And as I was contemplating that answer, you know, the answer is because I've been promised. We'll never suffer famine again. Never is, never. And it's a promise from God. And I can't tell you how incredible it is to operate from that position because it means I never have to fear. I don't. I don't take it on presumption. I work hard. I never have to worry about the outcome. Does that make sense?   [00:57:14] Absolutely. Yes.   [00:57:16] And that's what this is all about. That's what this is all about. That's working from the promise.   [00:57:23] Beatty, I was thinking of the verse and Hebrews Chapter 11 talked about without faith, it's impossible to please God. It goes on to say, because those who come to the father must believe that he exists and he rewards those who earnestly seek can. And that that verse kept popping up in my mind while you were sharing that testimony. It is that faith. It's your faith that you've had that where you have been able to see the promise. And I love that that's such a good thing.   [00:58:00] I'm so glad you brought that up, because I love that verse on the cutting table thinking it didn't really need to apply here at all.   [00:58:12] The lies at all. I love it. That's awesome.   [00:58:15] Yes, it does. Well, we got to close up. But do you have any final thoughts or comments before you wrap up?   [00:58:21] I don't. I just love the perspective today, and I hope our listeners are able to grasp that as well. Just knowing, like you said, that we do have that promise. And when we grab ahold of it and we see it with faith, knowing that God's giving it to us, that we can operate and rest and not in fear, no matter what's going on in the natural. And I think that's the key is is seeking the Lord, keeping our eyes fixed on the Lord and not letting our vision wander to the natural to what's going on around us, the waves and the wind. Easier said than done, but it can be done.   [00:58:59] I want to make one comment on this as to our real estate friends out there.   [00:59:04] When this Corona vase hit and people started going and shelter in place. I saw so much fear among so many of our clients and clients who follow the Lord. But they operated in fear.   [00:59:23] And I'd like to just speak to you guys for a quick moment. Stop looking at things in the natural. You've got to look at it from God's perspective, what God's word has shared with you and what he has illumined to you and hold that promise, because without faith, is it impossible to please them. And it's only by faith that you get the promise of faith. When you add by fear, you get the consequence of fear. And so it becomes says in the natural what we call a self-fulfilling prophecy. You can speak to words of fear. And it evaporates. The miracle of faith. And just like Peter, you can think and say. You see, I knew it was going to happen. No, you spoke it into existence. You take God's word and you focus on God's word and you speak God's word and you believe God's word because it is the word of God and it is truth. And by doing that action, God says, I am well pleased with you. Here's the promise that I've given you by faith and that your faith has now brought to bear. So do not fear. So focus on God's word. All right.   [01:00:53] That's awesome. All righty. This was great. Thank you so much. I agree with that. I want to encourage our real estate friends as well just to stay the course. Keep your eyes on the prize and keep your focus on the Lord. Don't allow other things around you to dictate what you're feeling and concerned about. You have nothing to fear when your eyes are on the Lord. So this was a great call today. Super excited. And we bless you all. Thank you so much for listening. And we're excited to be with you again very soon.   [01:01:26] Hey, man, you all be blessed. P021  

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Please ignore any speech-to-text errors) [00:00:00] All right. Welcome, everybody. We're so glad you're with us again today. This is a great week for us, celebrating the other week leading up to Easter. And I'm so excited to have lady on the phone with me again today for our next session. I was calling you. Beatty Carmichael is the CEO of Master Grabber, the creator of Agent Dominator and one of the top marketing experts in the real estate field. Beatty, I'm super excited. I always look forward to our calls. What do you have for our listeners today? [00:00:34] Well, today, Penny, we're going to do as we move into Easter. This will be coming out long after sometime long after Easter, probably. So at least now our listeners how long it is before from the time we do the call to the time they actually come out. But with that said, we're going to do a radical faith call for those who may be new on to our podcast. [00:00:57] Radical Faith is where we diverge away from talking about real estate marketing and talk about what I believe is absolutely the most important thing, and that is our relationship with Christ. So if you don't have interest in that topic, you can go in and turn this episode off. [00:01:14] Otherwise, I'd encourage you to listen and we're going to have a great discussion. This is a really cool topic that we're going to be talking about today. And Penny, would you like to guess what the topic is going to be? [00:01:31] Well, if I think about what we've been discussing, I'm going to I'm going to generally guess something along the lines of the goodness of God. [00:01:42] Well, that's a really broad statement, and I think it could definitely fit into that topic. The good thing you did. You did. [00:01:51] I knew you aren't going to get to topic, by the way, for those who know how we do these on the radical face called Penny has no forewarning of what any of the topic is. So we call it a virgin call from that point. Right. So today, I want to talk about a matter of perspective, because I think especially right now, just to kind of log down where we are, no pun intended, log down. We're all down sheltered in place with a corona virus. This is this is technically mid April, pretty much right now. And most states have put a shelter in place. Law, you can't leave your house except for essential businesses. A lot of our real estate clients in some of their states, they've damed real estate non-essential. So it's been really tough. And the question is, how do we view what's going on? That's kind of a narrow focus. A broader focus of what I really want to talk about is as Christians, we're told to in Hebrews four 11, we're told to strive to enter into God's rest. We're told to rest in the Lord. And sometimes in our own phraseology, there is a I on a phrase that we'll use. And this is kind of the focus of what I want to talk about, which is how do you work from a position of rest? And have you ever heard that term working from a position of rest? Yes. [00:03:30] Yes, I have. So in your estimation, what is that? [00:03:38] It's working, but not using my strength or my will or my mindset or preconceived notions in order to accomplish that task. It's relying on my I can do it through me. [00:03:56] It's realizing the Lord to do it through you. And what I want to do is I want to peel back the onion and really start peeling it back into a deeper and deeper layers and kind of show you at a deeper level. Working from a position of rest means what it looks like, how to begin to apply it to your life. Because as we work from a position of rest. I'm going to make a I'm going to make a statement that's going to sound a little far fetched, but I think by the time we get through this session, I'm going to be able to back it up and that working from a statement of a position of rest is always victorious. Think about this. A lot of times we work and we don't know if we're going to succeed, but when we work from a position of trust, it is always victorious. So let me start with our passage. I wanted to go through a quick overview real quickly, kind of give you a bird's eye view of the entire scope of what this whole concept of working from a position of breast is. And then I want to dig really deep into some scriptures that start to bring a lot more illumination to it. So let's turn real quickly to Hebrews three, verse 11. Hebrew. Because this is kind of where we start to see God's rest and I'll let you read it once you get there. [00:05:23] All right. Hebrews three, verse 11. As I saw in my wrath, they shall not enter my raft, so they shall not enter my rest. [00:05:33] So let me give you the backstory on this. This is pulled from the time of the exodus. This is when Moses said send out 12 spies to search out the promised land and check into it. And if you remember that God had been telling them, telling all of Israel, I'm leading you to the promised land. And in that promised land, it's going to be a land of milk and honey. It's going to be overflowing in abundance. You're going to live in houses you did not build. You're going to drink water from cisterns. You did not dig. You're going to eat grazed from vineyards that you did not plant. In other words, everything is going to be already fixed and ready for you. You remember that? Okay, then. So then Moses sent out spies into the land, 12 spies, one spy for each of the tribes of Israel. And what they wanted to do is go through, check out their land, see what's going on, and attest to the bountiful ness and abundance that was already there. The land was so fertile, if you remember. They cut a single stem of grapes and they had to carry it on a pole between two people because it was so full of grapes and so big and so heavy. This is the abundance of the land that the Lord has promised his children. So it's not just I'm going to give you a promise and your life is going to be a little bit better. The Lord sent them into this place of tremendous abundance, tremendous fruit, tremendous everything. And then do you remember what happened when those guys come back? I do not. Okay, so they give two reports, the first report is an abundant land. But do you remember the second report? [00:07:34] I think it was that they saw giants in the land. That's right. The Giants were more than they could handle. [00:07:41] That's right. So 10, 12 spies came back and gave a bad report that said, yes, it's abundant, but no, there's absolutely no way we can ever conquer. We were like grasshoppers in their eyes. And they gave a report from a man's perspective. The other two spies were a guy named Caleb and Joshua. They gave a report from God's perspective. And what do you think the difference between God's perspective versus man's perspective was? [00:08:18] God's perspective was one of rest, not worry. [00:08:23] That's right. One of rest not worry. One of, hey, we can conquer because the Lord is with us. The Lord has promised. Don't be afraid. Well, what happened is they became afraid. They believed the bad report, not the good report. And as a result, they became fearful and they would not move forward as a result. God says, well, we just read as I swore in my wrath. You will not enter my rest. And he makes them circle the mountain. All right. For now, this is about a year and a half into it, maybe two years. So he makes them circle that mountain for another 38 years. They were now in the wilderness. 40 years. One year for every day. The spies had gone out into the land. And God says those people who were afraid, who looked with their natural eye perspective. You will not enter my rest. Only those who have looked and looked from my perspective. That I'm gonna give you the land. You will enter my rest. And that's why Caleb and Josh were the only people of that generation that were actually able to cross into the promised land and enter into God's rest. So that's kind of the backstory. Does that make sense? [00:09:44] Yes, it does. Okay, so now I want to give you kind of a synopsis of of taking it from there and talking a little bit more about what it means to work from a position of rest. [00:09:57] And the key is it's work. It's not rest. Okay. So God's rest is not an attitude of cessation. Okay. It's technically it's an actual place. It's a place of abundance. Okay. But there is a there is a transition of going from the place where we are, which is a lack of abundance to the place where God has created for us that place of rest, which is abundance. And we see this in the micro and macro and the micro. We're always in a position of less abundance, moving towards God's promise of greater abundance, whether it's our spiritual life or any other part of our life. Does that make sense? Yes, it does. Okay. So it's happening as we speak. But then at the macro level, in the big scheme of things, we also see that the trajectory of our life is continuing to be, in God's rest, great abundance, ending with eternal life and being in the heavenly places and for ages to come, as it says in officiants. So what we see with this passage in Exodus is kind of an allegory of our life. And I wanted to peel back that onion a little bit for you. So when they entered the Promised Land, they did not rest physically. Do you remember what happened when they transitioned from the wilderness into the promised land? There's something that never occurred during the wilderness that now started to occur all the time. Do you remember what that might be? [00:11:43] I feel like it was. They complained a lot and they felt like their needs weren't being met. [00:11:50] Almost. Okay. So they complained before they crossed the Jordan River, once they crossed the Jordan River. Now they're actually engaging into the promised land. [00:12:02] Something else occurred. [00:12:05] It was led by the priests. That thing that occurred was war. Now they had to fight for the promised land that had been promised them. They had to fight to take over the possession that had already been given them. Does that make sense? Yes, it does. And so when we move in to our promised land, this whole lot just make sure you can hear me now, is that correct? [00:12:34] Yes. I got one little crackle there, but we're good. [00:12:37] Okay, good. So they had to start going into and they started moving into battle. I want to kind of speed this up. So what happened is in a very a very high level sense, Joshua goes and he leaves the charge. Josh Wood leads the charge. And when he's leading, he's coming at it from a perspective that God has already given them the land. Therefore, victory is assured. And therefore, when they went out to fight, they went with the perspective, we are winning because God has promised it. [00:13:14] Does that make sense that day when Joshua did that? Do you think there was any unrest in his spirit? Oh, my gosh. I wonder how this battle is going to come out. [00:13:28] I think for me personally, if I put myself in his shoes, if I came out with that kind of statement to the people that I was leading, then I would have no doubt I would have no fear. [00:13:39] He's asking me to just say that he's likely right. [00:13:43] So we could then say that he fought from a position of rest because his spirit was at rest in peace, because a victory was assured. Does that make sense? Okay, so now we're starting to see. Working from a position of rest means it means working from the perspective of what God has already promised. And therefore, you can be assured of the outcome. And it's no longer scary. Then what happened is after Joshua and the Elders died off, then everything changed. The perspective of the leaders changed. [00:14:20] This is now it gets us into the period of the judges. And if you remember, the judge's life was miserable. They were being attacked on all sides. They would try to go in and take over more of the promised land and they would lose and be defeated all the time because they no longer work from a position of rest. They worked from a position of fear. They started to see with or naturalized rather than their spiritual lives. They looked at the natural enemy that they are facing rather than looking at it from God's perspective of seeing the victory is already won. [00:14:54] And then we move down the line for a couple of hundred years, and then another man comes out and comes to the scene. And this guy named David. Do you remember anything about a guy named David? [00:15:10] Yes. Okay. And so does God, where it says that David was a man after God's own heart. Okay, so David is actually a foreshadow of Christ. [00:15:25] Think about this. [00:15:28] David was not of the line of Aaron, but yet Aaron is the priestly line. But yet, David was a priest. [00:15:38] He wore the E. He danced before the Lord. He prophesied he did all kinds of priestly things. He was also of the royal line. Juda. And he was a king. He was a royal priest. And Jesus was a royal priest. He was royalty. And he was our high priest. And we are now royal. So we see this this poor shattering, this type of Christ coming online. And what happened with David? Is he engaged in battle? He engaged the same way that Joshua did. [00:16:18] The victory was certain. Now he had some fear and some Currentzis concerns. We see that through Psalms, especially as he's been attacked by Saul. But he goes out and in faith, from God's perspective of his promise. He goes out and engages in battle and he wins. And he then conquers the promised land that God had promised his son, Solomon. Then comes on board and enters into the rest of the land. So as David goes in to the land, there's war and unrest. [00:16:55] But there's constant victory. Then as Solomon comes on line, the land is at complete rest. And now Sollom Solomon gets to focus on building up the temple. Whereas David did not have that opportunity. So that's kind of the big picture. Do you see this in the macro? Yes. Yes, I do. So what we really see with all of this is this. Working from a position of trust comes first and foremost by faith. [00:17:28] And faith being that title deed of that which is promised. [00:17:32] So when we're in our lives and we search the scriptures, we spend our time and the word and the Lord reveals certain promises to us and we can work with confidence towards those promises, knowing that victory is certain. Now, what we may not know is the timing. But we know that the certainty of victory is there. And that certainty of victory that starts to create that working from a position of rest. All this making sense. Yes, absolutely. So now let me share one more. I want to share an illustration, and now we're about to take a deep dive into the scriptures. This is just a real quick overview. Here's an illustration of working from a position of rest, which is the knowledge of the outcome versus working from a position of undress, which is seeing things in the natural. Have you ever watched a really tense movie? Were you on the edge of your seat and your heart pounding? Your adrenaline rushing? Almost all the way through the movie? Yes. [00:18:38] I hate that feeling. I know. I know. I hate it, too. So what caused that feeling? [00:18:47] Uncertainty, not knowing what was going to happen and not being able to control the outcome. [00:18:54] That's exactly right. You're looking at it from the perspective of that character. And the music, dun, dun, dun, dun dun, he's he's going into this dark room and he turns a corner and, you know, there's someone there. Right. That's about it. Okay. Now, once you watch that movie, if you were to go back and watch it the next day. Are you this tent and sitting on the edge of your seat? [00:19:22] No. Why not? [00:19:24] Because I know it's going to happen. That's right. You know the outcome. That second time through. You're watching it from a position of rest. [00:19:36] It doesn't even get your heart beat up. Why? Because the outcome is certain. And therefore, you know the certainty of each outcome that nothing's going to happen. You know, generally, if you remember well, you know, generally what's going to happen. But if you don't remember, well, you know, there's not a big deal. [00:19:56] And therefore, you're sitting watching it from a position of Resh while the person next to you. This is their first time through. They're scared to death. Do you see the difference of perspective? Yes. Okay. That's our Christian life. We can either look at this from our eyes and be scared to death. Or we can look at it from God's eyes and be a total peace. Why do you think, looking at it from God's eyes, you're at total peace? [00:20:30] Because she's not worried about anything, then I don't have the right to be either. [00:20:34] That's right. So what I want to do now, I want to show you a couple other scriptures where this gets manifested and then we're going to take a real deep dive. You ready? I'm ready. Okay, let's turn to Hebrews 11, verse 17, 18 and 19. [00:20:53] All right. 17, 18 and 19 by faith. Abraham, when he was tested, offered up Isaac and he who had received the promises was in the act of offering up his only son, of whom it was said through Isaac, shall your offspring be named? He considers that God was able even to raise him from the dead, from which. Figuratively speaking, he did receive him back. [00:21:24] Very good. So here's what happened. Abraham was at complete rest when he offered Isaac up as a sacrifice. Think about this in our perspective. We're going through tough times. Maybe your job, your your livelihood has been cut off because right now the shelter in place or because of other things that come up later in your life or you have situations with relationship or situations with help or with something else. And. You're scared. When you're scared is because you look at it with your own natural eyes. But think about Abraham. His only promised son. This is the son of the promise. All of his descendants is going to be name through Isaac. All of this inheritance is going to go through Isaac. And now God has told him to do something stupid and crazy for a man's perspective. Abraham, I want you to sacrifice your son to me. Your your your love of your life, the sun. I've said this is all the promises are coming through this one person. Now I want you to kill him. Do you see the turmoil that could really be going on? [00:22:49] I can't even imagine. [00:22:51] I can't either. And yet. According to scripture, there is no mention in scripture that Abraham was concerned at all. Why was he not concerned? What does it say? [00:23:07] It says that he considered that God was able even to raise him from the dead. [00:23:13] That's right. In other words, his perspective was from God's promise. Rumor says by faith, righteousness was read into Abraham, the promise. Faith is believing God's word, basically in real simple terms. So his faith in God's promise told him that the current situation had no bearing on the long term outcome. And because he had no bearing on the long term outcome. And the reason had no bearing because God's promises cannot fail. And therefore, if they cannot fail, the long term outcome is still intact, then it doesn't matter what happens right now. This is why it says that he considered that God was able to even raise him from the dead. He was fully expecting to kill his son. Stand back. And his son would miraculously come back to life. How many of us, when the Lord tells us to do something and it doesn't make sense in the natural naturalise, we say complete disaster. How many of us? Panic and cause that's not what most of us for sure. If we're going to work from a position of rest. [00:24:36] And another way to say it is we're going to work from the promise, not to the promise, we hit that in just a moment. But if we're going to work from this position of respite, from the promise, from God's perspective, we got to do what God says to without questioning because. God has a perspective, we don't all we have to do is plug into that perspective and sometimes we don't know the perspective, but we know his promise and therefore we can rely on the promises that make sense. Yes. [00:25:07] Okay, let's look at one more passage and then we're going to really take a nice deep dive. This is going to be fun. Okay. Matthew eight. Matthew eight versus 23 through 26. [00:25:21] Twenty three or twenty six of Matthew eight. When he got into the boat, his disciples followed him and behold, there arose a great storm on the sea so that the boat was being swamped by the waves. But he was asleep. And they went and Wolken saying, save us, Lord, we are perishing. And he said to them, Why are you afraid? Oh, you have little faith. Then he rose and rebuked the winds and the sea. And there was a great calm. And the men marveled saying, what sort of man is this? That even the winds and the sea obey him. Huh? [00:26:01] Let me ask you a question. What do you think was the perspective of Jesus? [00:26:07] Rest, he not only rest. He was so restful. He was asleep in the middle of the storm. [00:26:15] Yeah, well, it was the perspective of the disciples. [00:26:19] Fear, worry. And they mean. They take what they're doing with their natural eyes. [00:26:26] They know what was going on with their natural eyes and Jesus had a spiritual perspective. Perspective. [00:26:35] All right. So we could say that Jesus was operating from a position of arrest. The disciples were operating from a position of natural sight. We can also say position of breath is a position of faith. Faith is God's perspective. Natural side is man's perspective, and they are always opposing each other. This is where Romans, eight says that the flesh can never please God because it is always at enmity with God. This makes sense. All of this is on this matter perspective. [00:27:15] Now, let's start looking at perspective from God's perspective. This is going to be really cool. Let me let me just mention one thing. Perspective. [00:27:30] Is everything perspective determines the outcome. You have God's perspective. And that creates one outcome you have man's perspective. It creates another outcome. Now, this isn't 100 percent true, but this is, generally speaking, the pattern that God's laws operate in. And we see this with Peter walking on the water. If you remember, when he's walking on the water, his perspective was where? [00:28:04] When he was walking on the water, at first, his eyes run Jesus. [00:28:08] That's right. So his perspective was on God's word. [00:28:14] And God's word had inherent with it. A truth and that truth was you come on the water and you'll walk on the water with me. Then he changed his perspective. And what happened when he changed his flight? Where did he put his perspective in what happened? [00:28:33] He started looking at the ways around town. So I took his eyes off Jesus and started looking at the water and the waves. And he became careful. Then what have you been thinking? [00:28:48] There you go. So he changed his perspective from God's perspective, working from a position of rest to man's perspective, working from a position of natural sight, and by changing the perspective. The outcome was changed as well. [00:29:06] Pretty cool. So now let's dig deep. So let's look at since everything focuses around God's perspective. [00:29:12] Now let's look into what is God's perspective. This is going to be really cool. Let's look at a number of passages. Let's start with Revelation 13. Revelation 13. Eight. [00:29:27] Revelation 13, verse eight says to all who dwell on earth will worship it. Everyone whose name has not been written before, the foundation of the world in the Book of Life of the Lamb who was slain. [00:29:46] Let me also modify that translation just a little bit, I think this may be an I.V. I don't recall the same passage. Slight different translation that articulates a truth that is a little bit clearer. All inhabitants of the earth will worship the beast, all whose names have not been written in the Lamb's Book of life. The Lamb who was slain from the found from the creation of the world. To God's perspective, is this from the foundation of the world? The lamb was already slain. [00:30:26] That promise manifestation. [00:30:31] That was to come at a minimum 4000 years later, depending on how you look at the age of the Earth, 4000 years or 40 million, it doesn't matter. God's faith says the lamb was already slain. Long before the lamb was slain in the natural, does that make sense? That's the perspective of God. Let's look at this. Go to Ephesians one versus four and five. [00:31:00] Okay. [00:31:01] All right, effusions one, verse four and five. Even as he shows us in him before the foundation of the world that we should be holy and blameless before him in love, he predestined us for adoption to himself as son through Jesus Christ, according to the purpose of his will from the foundation of the world. [00:31:23] This is God's perspective from the foundation of the world. [00:31:27] You were already chosen in Christ. [00:31:33] Let's look at another Hebrews for three. [00:31:39] All right. Hebrews four, verse three. For he who have believed for his who have believed entered that risk and as he said, as I swore in my RAF, they shall not enter my risk. All those his works were finished from the foundation of the world. [00:32:01] So from the foundation of the world, God's perspective, all of his work had already been finished. Do you think this could be the work of Moses leading his people out of Egypt? Be. This could be the work of Christ on the cross. Yes. I think this could be the work that he's called us to do. Yes, it could. Yes, it could be all the works were finished before the foundation of the world. Let's look at Matthew 25 34. [00:32:35] All right. Matthew, 25 versus 34. Says then the king will say to those on his right come you who are blessed by my father, inherit the kingdom, prepared for you from the foundation of the world. [00:32:52] There we have it again. God's perspective is from the foundation of the world before it was created. The kingdom was already prepared for us. [00:33:05] Let's look at one more Isaiah 46 versus nine and 10. [00:33:13] Okay. All right, Isaiah 46 six, verse nine and 10. Remember the former things of old. For I am God. And there is no other. I am God. And there is none like me declaring the end from the beginning, from ancient times, things not yet done, saying my counsel shall stand. And I will accomplish all my purpose. [00:33:37] So from God's perspective. From the foundation of the world. N had already been declared and finished. Before it began. What does this tell you about God's perspective? [00:33:56] It's way bigger than our way, bigger than ours, right? [00:34:02] So God's perspective is what faith looks like. Would you agree? [00:34:07] Yes. [00:34:10] From God's perspective. Before the foundation of the world, everything had already been finished. From God's perspective, think about in this way. God's perspective is things are truth, even when they have not manifested in the natural. Remember, we talked a while back on believe that you have received what you've asked for and then it shall be granted, you are from God's perspective. It's already been done. Now, this is not a name it and claim it. This is a name it and be it, as a friend of mine shared, name it and claim it as a perspective that says I'm naming something. I do not have. But name it and be it is a perspective of knowing what I already have. As a promise from God. But God's word is already said, and I am simply walking and living this out until it's manifested in my life. Do you see the difference between that? Yes, I do. So this working from a position of rest. It says God works six days and rested on the seventh, says that all of his works were finished. Working from a position of rest is. It's been done. It's finished. The outcome is assured. All I have to do is walk in faith for that outcome to be manifested in my life. This is why this story, Peter, is so important to others. But Peter's the clearest example, walking and working in reste. Gets one outcome, walking and working in fear gets another outcome. The outcome is assured as long as we operate and walk and faith. The outcome is not assured. If we ignore. God's perspective ignored trusting him and tried to do it on her own. Is this helping? Yes, absolutely. Okay, so then let's look at faith and the perspective of God a little bit more. Let's return real quickly. Foundational principles of faith. Romans, 10 17. Can you quoted or. [00:36:49] You remember from from hearing by and hearing by what, by receiving the word of Christ. Yes. Sense 17. I get to change because I've got I've got my outline in front of me comes from hearing and hearing through the word of Christ. [00:37:16] That's right. Through the word of Christ. What is the word of Christ? [00:37:22] The Bible. A little bit more. Everything that he said a little bit more. [00:37:30] Oh, gosh. So let's talk on it this way. Will pull it off from John in the beginning was the word, the word and the word was with God and the word was God. [00:37:48] So here we have in the beginning was the word. The word was with God. And the word was God and faith comes from hearing by the word of Christ, which is God himself. And John, 17, it says thy word is truth and where we come back to truth. [00:38:10] God's perspective is one of truth and truth manifests itself in a natural way and acted on by faith. So we see kind of this circular. Faith comes from hearing by the word of Christ, which is God's truth, which is God himself. Faith is the perspective of God. And then we now faith is let's define a little bit different. It is the perspective of God. But what is God's perspective? Hebrews 11 one. You want to pull up Hebrews? [00:38:46] Pull that up, because I do not that one off the top of my head. [00:38:50] You actually did? No, it's just a matter of recalling this specific one. [00:38:53] Yes, you're right. You're right. Now, faith is the assurance of things hoped for, the conviction of things not seen. [00:39:02] So it is the assurance of things hoped for. In Bible terms, hope for is an assured promise. It is not what we do, which is a variable that we're not sure. I hope it doesn't rain while I'm out here on my deck. Now, it is a hope, but that's not what the Bible talks about. The assurance of things, hope for the conviction of things not seen is the absolute certainty of what it is. And it's an absolute certainty because it is God's truth. Faith comes from hearing and hearing God's truth, the word of Christ. Another pass, another translation says that faith is the title deed of what has been promised. Even though we do not see it yet, we've got the title deed. So I want you to envision for a moment King David. He's out there fighting these battles. And I want you to picture this little caricature of King David. He's got a sword in one hand leading his army, charging in his other hand. He's got a crumpled up title deed that says the promised land is ours. This victory is mine. He's charging into battle, holding faith by one hand, holding the sword. And the other hand, because that faith, that title deed gives him the assurance of victory makes sense. Yes, that is working from a position of rest. Fighting for victory from a position of rest. It is working from from the promise. He's carrying the promise with him. And he's going into battle. The outcome is certain, those particular path of the battle. [00:40:58] How many of his men he may lose? What's going to happen at any given moment? Those things are uncertain, but the outcome is guaranteed because it is the truth of God. So faith is when you look at things from God's perspective, not man's perspective. When you look at it from the promise, not to the promise. There's a number of different types of faith mentioned in scripture. I'm just going to kind of throw these out, see if this rings a bell by faith of faith through faith in faith. You remember those kind of passages used throughout scripture. So if faith comes from hearing the word of Christ is faith, therefore is the word of Christ. Faith, therefore, is Christ himself. And what we can translate with these is faith is Jesus, then it's by Jesus of Jesus, through Jesus. And Jesus. In other words, when we operate in faith, we're operating. In Christ, from Christ. And it's literally and technically Christ operating through us. We're abiding in him. He's abiding in us. We do nothing. He does it all. It's him living through us. What is it, Galatians? Three, two, twenty three. Twenty one of those. I'm crucified with Christ and is no longer I who live but Christ who lives in me and through me. Okay, so that's kind of this perspective. So now I want to come back and I want to bring another perspective and kind of tie this together. We're almost finished, by the way. Is this exciting so far? Is this interesting? [00:42:58] Yes. Love it. I love it. [00:43:01] Okay, so now I want to talk about an old covenant versus new covenant. Old Covenant is the covenant given to Abraham, and that includes the law, the new covenant. The law has been fulfilled in us. The law is still in us. That's what Romans says. But the rightest requirements of the law have been fulfilled. Those of us in Christ. So the law is still present, but it's now fulfilled. But the covenant is a little bit. I want to I want to shift the focus of the covenant from the law to the promise of the fulfillment of that. So let's talk about the old covenant. First time with me to Hebrews 11, verse 13. So this is the Hall of Fame. Faith, the Hall of Fame. And this is a statement put in between as it kind of wraps up. What's going on in Hebrews 11 13? [00:44:04] These all died in faith, not having received the things promised. But having seen them and greeted them from afar and having acknowledged that they were strangers and exiles on the years. [00:44:18] Okay, so in the old covenant says that they were looking towards the promise, not from the promise, they were working towards the promise, the promise of the Messiah and of sonship being brought into the kingdom. Does that make sense? Yeah. Everything they did was from the outside looking in outside of the promise, looking into the problems. Now, let's contrast that with the new covenant and the new covenant. Let's go to Hebrews 11, first, 39 and 40. [00:44:56] All right, 39 and 40 and all these, though commended through their faith, did not receive what was promised and God had provided something better for us. That apart from us, they should not be made perfect. [00:45:11] So now this is basically saying the promise is ours. [00:45:15] And apart from us, they were actually looking forward to us because we're the holder of the promise. So now, as the possessor of the promise, our perspective changes. We now are looking from inside a promise out rather than from them looking outside in where we work from. The promise they worked towards the promise is the same. Yes. Okay. Let's look at one more passage, Matthew, 28, verse 27 and 28. [00:45:53] All right. Twenty eight. All right. 27, 28. Wait, are we sure we don't have a verse 27 in chapter 28? [00:46:07] That's a start. It may be 26, but it starts and he took a cup and when he had given thanks. Here we found it. And he took the cup. [00:46:18] And when he had given thanks, he gave it to them saying, drink it, all of you. This is my blood. The Covenant, which is poured out from many for their forgiveness. That's all right. [00:46:30] Now, tell me the reference on that verse, if you would. [00:46:34] The verses were right, but it's chapter 26, 26. [00:46:38] That's where it was. Okay. So here's where he's going. And there's a word that sometimes you use and sometimes not. I'm going to use it here. [00:46:48] Same drink of it, all of you. This is my blood. The new covenant, which is poured out for many for the forgiveness of sin. So now we had the inauguration of the New Covenant. We had the old covenant, the new covenant. [00:47:02] We are to drink the blood of the cup and drink the cup, which is his blood. And that inaugurates the new covenant as we're abiding in the promise we're now operating from the promise because now the new covenant is in us, in the old covenant. They were looking towards a promise with us. We're looking from the promise. Making sense. [00:47:29] Yes, absolutely. [00:47:31] Yes. Okay, so the old covenant operates from an outside perspective, looking in the new covenant operates from an inside perspective, looking out. And we're going to take the same pattern in terms of how we operate and work. But I want to show you one more verse. Go to Matthew 17, verse 20. [00:47:53] All right. [00:47:53] Verse 20. [00:47:55] He said to them, because of your little faith. Truly, I say to you, if you have faith like a grain of mustard seed, you will say to this mountain, move from here to there and it will move and nothing will be impossible for you. [00:48:11] All right, great. So this faith to Jesus is talking about. It is only possible when you're operating from inside the promise, from inside Christ, because if you're going to move a mountain. [00:48:27] Now, this could be metaphorically backup. So mountains and scripture are pretty much government governmental authorities. They just asked him why could we not cast out this demon? Jesus says because of the littleness of your faith, the littleness of the perspective of God operating through you. This is a governmental authority that takes a lot more faith than what you try to operate in. That's basically kind of one way that we could interpret this. But he's using metaphorically a mountain. He's on. They just come down from mount to transfiguration. Okay, so you just come down from this mountain. So he's probably talking about that mountain. They just went up to a high mountain, it said prior. [00:49:20] And so you said if you have faith like the grain of a mustard seed, you can say to this mountain, move from here to there and they'll move and nothing will be impossible. For you, that faith is only when you have the faith of Christ. Not the safe looking towards Christ. Does that make sense? Yes. [00:49:45] Yes. This is kind of the old test, some old covenant versus new covenant. Old covenant. Look towards the promise. Through Man-Sized with a little bit of faith. New Covenant. Is the reality of working from the premise now kind of wrapping this back up to where I started the idea of working from a position of rest. Is working from the promise. [00:50:16] Not to the promise it's working from inside. [00:50:22] Looking out as opposed outside, looking in, maybe an easy way to try to understand this is imagine a really tall brick wall. And on the wall is running north south on the east side of the wall is this promise. This promise is whatever the promise may be in your life. It could be a new car. They could be victory in business. It could be health, it could be anything. It could be all kinds of different things. On the east side is a promise. [00:51:00] On the west side of the wall is where you stand. On the west side of the wall. You cannot see the promise. Does that make sense? When we operate in the natural when we operate by our natural allies, all we see is a wall. [00:51:23] And we have no idea what's on the other side. We work and we work and we work. And we're scared to death because we don't know what's going to happen. We pray and we plead with the Lord. Save me. Help me. Please do this, because we don't know what's going to happen, because our perspective is not God's perspective. [00:51:47] From our perspective, this man's perspective, that is not working from a position of rest. It's working from a position of site and unrest and fear and fear. Exactly. Because site creates fear. Natural site creates fear. Because natural site, when in the presence of God's promise, natural site is always contrary to God's promise because it's all the flesh. God's promises are the spirit. [00:52:20] So when we work from a position of rest, it's as if we walk around that brick wall and now we're on the east side and we see. The promise that God has given us and now we believe it, we're looking at it now with our Spiritualized. And we believe that as certainty, faith is the certainty of hope for is the title of doubt which has been promised. [00:52:48] And now when we work, we work diligently towards it. But we have no fear that we will not achieve it. [00:52:59] We know the outcome is certain. We know the victory of that promise is ours because it is. And God's word, God's word spoken to us, limited to us. Impress upon us. However he communicates. But that is the difference between working towards the promise, hoping in human terms, hoping that is going to become true versus working from the promise. It's already true. And now I'm simply doing the necessary labor for it to then be manifested in my life. Does that make sense? Yeah, it does. That's what it looks like. To be seated in Christ. Be rooted in Christ, be rooted in his word, having the certainty of his word and his promise in our life and therefore moving forward with no fear. Can I share a little personal testimony on this? Absolutely. I've been in business since 1997. [00:54:11] I've had some great ups and some great downs. One period time almost went bankrupt. And what's interesting is even the times where I was afraid, I always trusted the Lord. But I was still afraid you'd say this with David. He trusts the Lord. But when you read through Psalms, you see the fear come out. But every time the fear comes out, the psalm always ends with. And I trust in the Lord and he brings me victory is likely through writing the song. He comes back into God's perspective. You see him shift from that perspective to God's perspective. Well, I was during this period of time. And the Lord gave me a passage and the passage said, you will never suffer famine again among the nations because at that time we were in a famine financially and we were about to die financially. And ever since he gave me that passage, I'd been like Superman. I fear nothing. Shoot me up if you want to. They're just going to bounce off me. Why? Because I have the promise from God. And so it doesn't matter what situation we come into. [00:55:25] I know we're not going to lose anything. I don't have to worry about losing the house. I don't have to worry about not having food. I don't even have to worry about. I've got my youngest child is in college right now. I don't even have to worry about how to pay the college bills because the promises will never suffer famine. Now, I've got a lot of other promises of a lot more abundance. But the simple promise was that now remembering one of my business groups, one of the ladies is a group called Vistage, business owners and business people that made work through different, different things. And one folks and one ladies in my group had asked the question because they've seen me over the years up and down, up and down. But always with the big dream, always with the certainty of victory. Always pressing forward. Always upbeat, regardless of what financials might say at the moment. Her question is, how do you do it? How do you keep your attitude so positive and keep going in the presence of all of the what we see as all the setbacks? [00:56:42] And as I was contemplating that answer, you know, the answer is because I've been promised. We'll never suffer famine again. Never is, never. And it's a promise from God. And I can't tell you how incredible it is to operate from that position because it means I never have to fear. I don't. I don't take it on presumption. I work hard. I never have to worry about the outcome. Does that make sense? [00:57:14] Absolutely. Yes. [00:57:16] And that's what this is all about. That's what this is all about. That's working from the promise. [00:57:23] Beatty, I was thinking of the verse and Hebrews Chapter 11 talked about without faith, it's impossible to please God. It goes on to say, because those who come to the father must believe that he exists and he rewards those who earnestly seek can. And that that verse kept popping up in my mind while you were sharing that testimony. It is that faith. It's your faith that you've had that where you have been able to see the promise. And I love that that's such a good thing. [00:58:00] I'm so glad you brought that up, because I love that verse on the cutting table thinking it didn't really need to apply here at all. [00:58:12] The lies at all. I love it. That's awesome. [00:58:15] Yes, it does. Well, we got to close up. But do you have any final thoughts or comments before you wrap up? [00:58:21] I don't. I just love the perspective today, and I hope our listeners are able to grasp that as well. Just knowing, like you said, that we do have that promise. And when we grab ahold of it and we see it with faith, knowing that God's giving it to us, that we can operate and rest and not in fear, no matter what's going on in the natural. And I think that's the key is is seeking the Lord, keeping our eyes fixed on the Lord and not letting our vision wander to the natural to what's going on around us, the waves and the wind. Easier said than done, but it can be done. [00:58:59] I want to make one comment on this as to our real estate friends out there. [00:59:04] When this Corona vase hit and people started going and shelter in place. I saw so much fear among so many of our clients and clients who follow the Lord. But they operated in fear. [00:59:23] And I'd like to just speak to you guys for a quick moment. Stop looking at things in the natural. You've got to look at it from God's perspective, what God's word has shared with you and what he has illumined to you and hold that promise, because without faith, is it impossible to please them. And it's only by faith that you get the promise of faith. When you add by fear, you get the consequence of fear. And so it becomes says in the natural what we call a self-fulfilling prophecy. You can speak to words of fear. And it evaporates. The miracle of faith. And just like Peter, you can think and say. You see, I knew it was going to happen. No, you spoke it into existence. You take God's word and you focus on God's word and you speak God's word and you believe God's word because it is the word of God and it is truth. And by doing that action, God says, I am well pleased with you. Here's the promise that I've given you by faith and that your faith has now brought to bear. So do not fear. So focus on God's word. All right. [01:00:53] That's awesome. All righty. This was great. Thank you so much. I agree with that. I want to encourage our real estate friends as well just to stay the course. Keep your eyes on the prize and keep your focus on the Lord. Don't allow other things around you to dictate what you're feeling and concerned about. You have nothing to fear when your eyes are on the Lord. So this was a great call today. Super excited. And we bless you all. Thank you so much for listening. And we're excited to be with you again very soon. [01:01:26] Hey, man, you all be blessed. P064 [/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

Can you read a map? Você consegue ler um mapa ? Affirmative -Yes, I can. Afirmativo - Sim, eu consigo. Make a spreadsheet - Can you make a spreadsheet ? Fazer uma planilha - Você consegue fazer uma planilha? Negative - No, I can't. Negativo - Não, eu não consigo. Swim - Can you swim? Nadar - Você consegue nadar ? Afirmative - Yes, I can. Afirmativo - Sim, eu consigo. Drive a truck - Can you drive a truck? Dirigir um caminhão - Você consegue dirigir um caminhao? Negative - No, I can't. Negativo - Não, eu não consigo. Can Peter read a map? Consegue Peter ler o mapa? Negative - No, he can't. Negativo - Não, ele não consegue. Mary - Can Mary read a map? Mary - Consegue Mary ler um mapa? Affirmative - Yes, she can. Afirmativo - Sim, ela consegue. Your son - Can your son read a map? Seu filho - Seu filho consegue ler um mapa? Affirmative - Yes, he can. Afirmativo - Sim ele consegue. Your aunt - Can your aunt read a map? Sua tia - Consegue a sua tia ler um mapa? Negative (affirmative) - Yes, she can. Negativo (Afirmativo) - Sim ela consegue. Your colleagues - can your colleagues read a map? Seus colegas - Conseguem os seus colegas ler um mapa? David. So, how is your new job going David? E ai? Como vai o seu novo emprego David? Is going really well. I started 2 months ago and it's great. EStá indo muito bem. Eu comecei há dois meses e está ótimo. What countries are you flying to? Para que países você está viajando? Mostly those in South America. Principalmente (aqueles da) para a América do Sul. I love it. Eu adoro. Do you have time to look around the different cities? Você tem tempo de olhar (visitar)as diferentes cidades? I'm usually too tired after we land. Eu normalmente estou muito cansado quando aterrisamos. Well, I know you serve drinks and meals and explain safety... Eu sei que você serve bebidas e refeições e explica sobre segurança... What other duties do you have? Que outras tarefas você tem? Let's see: we help nervous and sick passengers... Vamos ver: nós ajudamos passageiros nervosos e doentes... We also make sure people obey safety rules... Nós também nos certificamos que as pessoas obedecem as regras de segurança... I know that it's not easy sometimes. Eu sei que isso não é fácil as vezes. Well, enjoy your free travels. You deserve it. Bem, curta suas viagens gratuitas. Você merece. I agree. Eu concordo. You are in class today and I am too. Você esta na sala de aula hoje e eu também. You are in class today and so am I. Você esta na sala de aula hoje e eu também. He is at work today and she is too. Ele está no trabalho hoje e ela está também. He is at work today and so is she. Ele está no trabalho hoje e ela está também. She is at home today and they are too. Ela esta em casa hoje e eles estão também. She is at home today and so are they. Ela esta em casa hoje e eles estão também. We are at church today and they are too. Nós estamos na igreja hoje e eles estão também. We are at church today and so are they. Nós estamos na igreja hoje e eles estão também. They are in bed today and he is too. Eles estão na cama hoje e ele está também. They are in bed today and so is he. Eles estão na cama hoje e ele está também. Call the waiter. Chame o garçon. Call him. Chame ele. Call the policeman. Chame o guarda. Call him. Chame ele. Phone the doctor. Ligue para o médico. Phone him. Ligue para ele. Phone the girls. Ligue para as garotas. Phone them. Ligue para elas. Visite your relatives. Visite seus parentes. Visit them. Visite-os. Visit your neighbors. Visite seus vizinhos. Visit them. Visite-os. This is my book. Este é o meu livro. Give it to me. Me de 'ELE'. This is his book. ESte é o livro dele. Give it to him. De a ele. This is her book. Este é o livro dela. Give it to her. Dê a ela. This is our book. Este é o nosso livro. Give it to us. Nos dê. This is their book. Este é o livro deles. Give it to them. Dê a eles. Wait a minute

When we see the story of David, we read about a man who committed serious sins, ones which would have condemned other kings in the eyes of both God and the Biblical historians. And yet he is held up as "a man after God's heart."That phrase is rarely used in scripture, but the idea is a person who actively seeks God's heart - seeks God's approval, love, and care. For all David's faults, he never wavered in seeking the Lord. When the Lord called, he answered. When the Lord punished, he accepted that punishment without resentment and without excuse. As a result of that faith, David was able to obtain grace and mercy.How do we use the story of David? Is it to excuse our own sin and find license to live according to our own hearts? Or is it an example of the mercy available to us when we submit ourselves to God and truly seek His will in our lives, and not our own? In looking at David's life, we see four characteristics that stand out:1. David truly loved God - not just in word, but in deed. He did not love a God that he invented, or one that he did not fully understand, but he saw in God a righteousness, grace, and justice that appealed to him, and drove him to worship.2. David extended grace to others - We see David's reign marked by justice and equity, which came from his recognition of those qualities in God. As a result, we see David willing to be merciful to his enemies in defeat, looking for ways to honor those who were weaker than he, with a concern for the people over which he ruled.3. David humbled himself before God - he constantly thanked God for his blessings, seeking God's will above his own. In the times that he sinned - which were the exception and not the rule in his life - he turned to God and asked for mercy, repenting of his wrongdoing and accepting the consequences.4. David truly trusted God - even as God was punishing him, David always believed God would ultimately deliver him, that the promise God had made to him about preserving his throne would ultimately hold as long as refused to turn his back on the Lord.

Does God give us a second chance after we fail like He did with David? Is it ever too late to turn and do the right thing? Create in me a clean heart oh LORD

David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years.   LINKS “10 Negotiating Tips” (with 5 bonus tips) “Selling in One Lesson,” 2Bobs episode 49 Buying Less for Less: How to avoid the Marketing Procurement dilemma, by Gerry Preece Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, by Reed K. Holden   TRANSCRIPT DAVID C. BAKER: Blair, today we are going to talk about 10 really interesting ways you can get your spouse to go ... Wait, I haven't, quit laughing. I haven't - BLAIR ENNS: I'm out. DAVID: How to get your spouse to go to the place for dinner that you want to go to. BLAIR: Okay. DAVID: How's that? BLAIR: Sure. What kind of trouble could we possibly get into? DAVID: Yeah, that would be a really stupid pod ... No. What we're talking about are some negotiating tips that you've thought about over many years. You've polled, you've tested, you've researched. You've worked with clients on. You've consolidated them into this one place. We may get to some bonus tips. I don't know if we'll have the time, but we definitely want to talk about the 10 basic tips around negotiating. Can you get me inside your head for a minute before I start pulling these out from you one by one? BLAIR: Well it's pretty crowded in there. What is it that you wanted access to? I gave you my password to everything the other day. What else do you want? DAVID: Is this going to be this difficult today? Are we going to do that? Or are we going to be cooperative? BLAIR: I'm feeling a little punchy. DAVID: Yeah, I see. I see you are. BLAIR: I'm in another hotel room. This is day 31 of a 36 day road trip. I tweeted today, "Okay. I've answered the question, how much travel is too much?". DAVID: Yeah. BLAIR: Getting into my head, I think these tips, I considered it kind of a beginner's guide to negotiating. I don't consider myself to be an expert on negotiating. But you can't advise people on the subject of selling and pricing without knowing something about negotiating, so a while ago I took a bunch of the best practices that I've encountered on the subject of negotiating, and kind of put it into one place. That's I think what we're going to talk about today. I'll call it a beginner's guide to negotiating, and we're referencing to these 10 tips that I've published previously. DAVID: Hopefully it will be more than a beginner's guide. But we'll just set people's expectations low. BLAIR: Yeah, right. DAVID: Then we'll exceed them. BLAIR: That's exactly what I was doing. DAVID: There are 10 in here. But there are two of them that we've actually had the chance to talk about in previous episodes. I will reference all 10 of them. But then with two of them I'm going to point people to a previous episode if they want to really bone up on all that stuff. DAVID: The first one is, avoid over-investing. This is one that we have talked about. It was in a recent episode. It was called Selling In One Lesson. The idea is that the more somebody wants it, the more at a disadvantage they are, right? Just summarize that for us and then we'll move on to the number two one. Over-investing is the first one. BLAIR: Yeah, so you can, a good metaphor for negotiating would be a poker game where there's times when you're bluffing, when you're playing certain hands. But in particular the idea of bluffing. Or calling somebody else's bluff. You can apply some of the tips that we'll talk about here. If it's very clear to the client that you want this so bad, and it's clear to the client not just from what you say, but from all of the free work that you have done, all of the costs that you've incurred. If you are clearly over-invested in the sale then you do not have much of a bargaining position. Because you are demonstrating through your behavior that you want it more than the client does. Therefor the client is the one with the power in the relationship. BLAIR: It's a big broad rule. Avoid over-investing in the sale. As you pointed out, we covered this in detail in the podcast, Selling In One Lesson. DAVID: Okay. Even if you do desperately need it, don't act like it. BLAIR: Right. DAVID: Second, and here we want to start diving in in more detail. The second principle for negotiating is, ask the question, "Have we already won?". As I read that, I wasn't sure exactly what you meant. That led me to dive a little bit deeper into this, and I found it really interesting. "Have we already won?". Are you really asking that specific question? Or is it more just framing the negotiating in your head? BLAIR: This is a negotiating point specific to the topic of negotiating with procurement. This comes up a lot, I wrote about this in my book, Pricing Creativity: A Guide To Profit Beyond the Billable Hour. In the last month in the various places I've been, and the talks that I've done, and the training I've done, procurement has come up a lot. Where I'll talk about a principle and somebody says, "Yeah, but you don't understand. That doesn't work with procurement". BLAIR: The role of procurement, and I learned the most from this listening to a talk by a guy named Tom Kinnaird. Tom was head of procurement at WPP. Gerry Preece is another great resource on negotiating with procurement people. Gerry is an ex P&G global design procurement person who has a consulting practice, and he's written a great book on dealing with procurement. It's called Buying Less For Less. I think the subtitle is The Marketing Procurement Problem. BLAIR: When I was listening to Tom Kinnaird, who was former head of procurement at WPP and is now a consultant, he was giving away at a conference in London I was also speaking at, he was giving away some insider procurement tips. One of the tips he gave away was, you need to know that procurement often lies. When procurement shows up at the end of a negotiation, when you feel like you are the ordained firm, you've either won the business or you're in the pole position, and then procurement shows up to negotiate the final deal. In that situation, almost greater than nine out of 10 times, you have won. You've already won, and the concessions that procurement is demanding that you make, it's not mandatory that you make them. BLAIR: Procurement's going to communicate to you that, in order for you to win the business, that it's still a competitive situation, they're still considering other firms. In order for you to win the business you have to cut price. The general rule of thumb is, if procurement shows up late and starts using that language on you, they're lying. I talk about this in my next article. I'm actually quite heated about it in the next article. So far I'm only at the unedited version of it. DAVID: Still very angry. BLAIR: Yeah. It will be published by the time this podcast goes to air. Hopefully it's a little bit more measured. But in it I make the point that procurement is the only profession in the world that I know of where they're taught that it's okay to lie. It's okay to outright lie in the course of everyday business. When they show up late and say, "You need to sharpen your pencil. We've got three bids. You're the highest bidder. You need to get your price to X or you're not getting the business", they're almost always lying. BLAIR: Now when procurement shows up at the beginning and they navigate the entire purchase process, you have another problem. They're not lying. It's an even bigger problem. They're seeing what it is that they're buying as a commodity, so you have to ask yourself, should you be even participating in a process where the client clearly does not value what you do, and it's seen as an expense to be minimized rather than an investment to be made? But the lesson is, so the tip is, ask the question, "Have you already won?". BLAIR: When you're in a situation where it feels like you've won, and then procurement comes in and says, "You haven't won yet. You've got to get past us. You have to give us all of these concessions", don't believe them. In fact I would go further and say, "We have this idea that we've got to throw procurement a bone in a situation like this. We'll give them this one win and then they'll go away". That's not how they work. They're trained to keep asking until you say no, so you want to start with no. BLAIR: We could go deeper into that. We could do a whole podcast on negotiating with procurement. But that's the tip. You ask yourself before you start giving concessions away, ask yourself, "Wait a minute. Have I already won here? Is it really necessary for me to make these concessions?". Because in a lot of situations you have already won, and it is not in your interest to make any concessions whatsoever. DAVID: The main clue is found in when procurement comes. At the beginning or the end. BLAIR: Yes. DAVID: That's the second one, okay. The third tip here takes this further, and it's around the idea that procurement lies regularly. Not just about this one thing that we're talking about that relates to how to decipher the timing and whether you've actually won. BLAIR: Yeah, so it is a recurring theme here. You might think, I always say, "Attack ideas. Don't attack people and organizations". But I always make an exception for procurement. Reid Holden, who's written a couple of great books on pricing and also on negotiating, and he infiltrated the world of procurement. He has this great line, and I repeat it often. "80 percent of procurement people give the other 20 percent a bad name". DAVID: As opposed to 20-80, yeah. You're flipping that around, right? BLAIR: Yeah. In the story I'm writing, I'm writing two different examples of two different agencies pitching two different pieces of business and then having to deal with procurement. One hold their ground and the other one doesn't hold their ground. The example where the agency holds their ground, they're told in the beginning, "The account is a $500,000 a year retainer", and so they do a little pilot project for free. They prove validation. Then they're handed off to procurement and procurement says, "The fees are not $500,000. They're $300,000. Take it or leave it". The firm walked away, and in the end the client came back and said, "Oh, no no. We want you to work with us. You can have the original $500,000". BLAIR: As I was talking to the agency president who was telling me this story, I said to him, "If I were you in that situation. If I'd heard that from the procurement person, I would want to get the client and the procurement person in the room together. I would want to look them both in the eyes and say, 'I want to know which one of you lied to me. You said it was $500,000 in fees. You said it's not $500,000, it's $300,000. One of you lied. Which one was it?'". BLAIR: We know who the liar is. The liar is always procurement, right? Because they're taught that it's okay to lie. But I just imagine, and I'm ranting in this article, and you can feel me getting emotional now. Because I can't believe that we continue to give this egregious behavior a free pass. We need to call out irresponsible practices and outright lies when we hear them from our clients and our clients' procurement department. I hope I've addressed the issue of three procurement lies. I feel like we should probably get off the subject of procurement. DAVID: Well I turned the recorder off a long time ago, and what people are going to hear instead of you ranting is me providing a very reasonable response to all of these things. BLAIR: Instead of my therapy while I lie on your couch. I'm going to a marketing procurement conference in London. I think it's in June. I'm really looking forward to being in the room with these people, and having an open conversation about what I think of their business practices. DAVID: The third point is, beware of procurement lies. Let me just read some of these and then we'll go to the next point. "It's down to you and one other". That's one lie. Another one is, "Yours is the highest bid". Another is, "You have to cut your price to remain in contention", or all these other things that you might hear. BLAIR: Or, "Take it or leave it. There's no negotiating. There's no middle ground. Here's my offer. Take it or leave it". That's another one. DAVID: Right, yeah. Then a concession, you say, is an invitation to ask for more. All right. Let's get you back down to happy land, and we'll move off of procurement. BLAIR: Well we're still going to talk about procurement a little bit here in the next one. Go ahead. DAVID: The fourth point is, outwait the waiter. Outwait the waiter is the fourth point. Talk about that. BLAIR: Yeah. I forget where I heard this idea from first, because I really would like to attribute to the various sources that I've pulled all of these things from. It might be Chris Voss who wrote, "Never split the difference. Negotiate like your life depends on it". Or it might be Jim Camp. Or it might be Tom Kinnaird. I don't remember who. But the idea is, when you're in the final negotiations with people, and again it's almost always procurement. Because it's procurement who's trained in negotiating. That's another point. We really need to be trained in negotiating to counteract those on the client side who are trained in negotiating. BLAIR: One of the tactics that they do is, after you've won, or you think you've won, they slow everything down. Procurement will say, "I'll get back to you in this time period", and then they'll take longer. You'll reach out to them and leave a message, and they'll just kind of stretch things out to make you sweat and to make you more nervous. That's the way they can extract more concessions from you. BLAIR: Again, if you think back to the formula that we talked about in Selling In One Lesson, P equals DB over D. Your power in the sale is a function of your desirability, is your desirability greater than your own desire? Because if it's not, if you're communicating that your desire for the client and the engagement is higher than the client's desire, then you have the least power in the relationship. The tactic when procurement is trying to slow things down to make you sweat is, you slow things down even more. If they take 24 hours to get back to you, you take 48 hours. You communicate to them that, "Yeah, that's fine. We're in no rush. I mean, if this is going to happen it's going to happen. If it isn't, that's fine too". BLAIR: It's almost a game of, and there are times when negotiating really is a game and it really should be fun. It's never fun if you're over-invested in the sale, right? DAVID: Yeah, right. BLAIR: But it should be fun, and you should play this game. Instead of being anxious you just play it out and outwait them. If they delay, you delay longer. If they say they can't speak for 48 hours, you say you can't speak for 96 hours, etc. DAVID: Just multiply by two. BLAIR: Yeah. DAVID: They're saying, "We need to slow this down in some way", and they're expecting you to indicate some investment in the sale. Like minor panic or whatever. Instead you're flipping this around and saying, "Ah, no problem at all. Do you need more time?". BLAIR: Yeah. DAVID: "That's fine. We're not in any hurry, okay". BLAIR: You got it. DAVID: Got it, so that's the fourth point. The fifth point here is to beware the white knight. I don't think we need to talk too much about this one, because in a slightly different context we did talk about this in an episode called How To Drive Your Employees Batshit Crazy. Here we were talking more about management and so on. But the principle is the same. It's this idea that we are going to bring in the big white knight to save the day. Just give us a few sentences on this one. BLAIR: Yeah, the white knight is usually the senior person on your team. There's some negotiating going back and forth. Everything's proceeding, maybe well but slowly. Maybe it doesn't feel like it's proceeding well. But the principle or the senior person swoops in and says, "You know what? I'm going to fix, I'm going to get this deal done in one fell swoop". They show up and make a concession, thinking, "Okay. I'll just make the one concession and close on this". What they don't understand is, they've just undone a lot of work being done by other good people. BLAIR: Sometimes it makes sense, if you think of the previous tip about outwait the waiter. Sometimes it makes sense to just, it's part of the negotiation. To slow things down. When the principle shows up to speed things up and says, "I'm going to make this one concession and close the deal", then they realize, that one concession is really just the beginning. They have just created a whole new set of problems, and the likelihood that the agency is going to close this business at a profitable position has just diminished significantly. BLAIR: The idea is, be careful about allowing the senior person, usually the principle, to swoop in at the last minute and make a concession that they think is going to just close the deal. Because it usually doesn't work that way. DAVID: Yeah. On the other side of the table, they've discovered where the weakness is and how they can get even more concessions. Because you've tipped your hand. That's a good one. DAVID: All right, number six. Decide your give and gets in advance. Decide your give and gets in advance. Which is opposite of what you just talked about, where somebody else swoops in without much consultation. We might make a concession, but we're going to do it very intentionally. We're not going to be willy nilly here. Decide your give and gets in advance. Who's doing this? The team as whole? Anybody that's in a position of power? How does this work? BLAIR: That's a good question. It's not just the person who's on the front lines. It's the people ultimately who have to live with the decision. It's a senior member. It's probably a team decision or the decision in the principle. The idea here is similar to going into an auction, right? We go to an auction, we think, "I'm not going to do anything stupid", and we end up bidding these crazy high prices. Because in part, loss aversion bias kicks in. We make a bid, we mentally own it, and then somebody outbids us and now we've lost something that we just a second ago emotionally owned. BLAIR: What the science shows is, we value losing something about two times as much as we value gaining it. In an auction that causes us to do crazy things. The way you combat that going into an auction is, you have an honest conversation with yourself about what your absolute maximum price is, and you do not deviate from that maximum price whatsoever. You do not allow yourself to get swept up in the moment. You hold the line by making the decision in advance. BLAIR: The principle here of, "Decide your give gets in advance", is the same thing. You decide, what are you willing to give up in advance in the negotiation? What are you not willing to give up? What is it that you absolutely need to get from the client, and what are you willing to take a pass on? You make those decisions in advance so that you do not find yourself in the middle of a negotiation, while at the table or in the conversation, giving away something that you are going to regret later. You just draw the boundaries in advance of the negotiation.   DAVID: I want to take a slight detour here and ask you a question. Because we're assuming that this is occurring at the outset of a new relationship in many cases. If you do this right, do you have to play these same games in subsequent negotiations with the same client? Or do they get and sort of figure out your style and where the lines are, so that it's a little bit more efficient later? BLAIR: Yeah. There's two different camps here, and we may be opening a big can of worms. I mean, it's a legitimate question. There's the negotiating with procurement camp, where if you really are using these principles and you're getting into these protracted things and you have these standoffs, you win. You've won the first round. That does not mean that procurement's not coming back for you even harder. When you're going into a relationship with that type of organization, you're going to win some battles. Ultimately you will lose the war. Ultimately everybody loses the war. BLAIR: The idea is that you get to a point where, "All right. This relationship is no longer fruitful. They've kind of beaten all of the margin out of us over the long term". You know, hopefully it was a good run. BLAIR: Then on the other camp would be good clients where you're not dealing with procurement, or they're more of a value buyer where you just have to use one or two of these techniques, and you're not setting up a long term war where you're constantly battling each other. It really could be one or the other, where you're constantly in a negotiation. Always defending what you know is an onslaught that you're ultimately going to lose in the end, but it still might be worth it. It might be a three, four year good run and it's worth fighting the battle. Or other situations where you just find yourself using one or two of these techniques and that's it. Then you find yourself in a good relationship with a value buyer who really values what it is that you do. DAVID: Yeah. I find that when I talk with my clients, and we share some clients, it's dispiriting enough when they have to enter these negotiations with a new client. But when they've worked with a client for years and then this gets turned on them again, when they want to review the relationship. They almost are just intentionally forgetting everything that happened over the last four years, and you have to prove yourself again. There isn't much in business that can pull the rug out from under your confidence and slap you in the face than something like that. I don't even know why I'm saying this. It just hits me at the moment that it's very discouraging for people to have to do that over and over again. BLAIR: I agree. DAVID: All right. Number seven. Neuter the final negotiators. Neuter ... It's like we're watching a Game of Thrones episode here. What kind of a serial killer are you in disguise? Neuter the final negotiators. Okay. What kind of knife do we use here? BLAIR: Maybe there's a better word for neuter. What I'm talking about is, the moment that you have the greatest amount of power in the relationship is the moment when the client, not the procurement person, but the client says, "You're hired". DAVID: Mm-hmm (affirmative). BLAIR: When that happens, and often you go from the client saying you're hired to, then you get handed off to procurement or legal or finance or whomever. That other department will kind of, you've got to fight another war over there. But if you know the war is coming, if you know, if you're used to dealing with the same types of clients and you know there's a battle with procurement coming, use your power at its height. The moment you're hired. BLAIR: I had a client once who called me and said, "We're doing great. We're closing all of these really big deals. Seven figures. We've got all the senior decision makers in the room. But I have the same problem. It's like every time I get a call from procurement, 'You've got to knock 200 grand off of this', etc". BLAIR: I said, "Okay. Next time it happens, next time you close a deal, in the room you have the senior decision makers. You say to the client, 'Okay. We've got a problem here'. Everybody's in agreement. We're going to do this. Here's the price. Here's the scope. Everybody's in agreement. Everybody's excited about moving forward and really looking for the engagement. Then you stop and say, 'Okay. We've got a problem. We've just agreed on this. The price is the price. We've talked about the value that we're going to create. BLAIR: I'm going to get a call from your procurement person, and that procurement person is going to tell me that if I don't knock $200,000 or $300,000 off this price we're not going to do business together. The price is the price. We've just agreed on what we all agree is fair for the value that we're going to create. The price is the price. There's no economies of scale here for us to make the price cheaper. Can we agree, when procurement calls me', and then you look over at the client side and say, 'When procurement calls me, who can I get them to call?'". BLAIR: Now you're in this little, it's a little bit like a power play move but not as bad as it sounds. In that the senior client on the client side of the table generally will take responsibility and say, "No. Have that person call me". That's what I mean by neuter the final negotiators. Leverage the fact that you have the most power to combat procurement in the moment when the client says, "You're hired". BLAIR: Now the higher up you're dealing in a client organization, the more power you have. In this example my client, the agency, was dealing with senior people on the client side. Presidents of divisions. They weren't dealing with brand managers. Bu even some brand managers might be willing to lend some weight to helping you get around procurement. But again, you ask in that moment. The moment when the client says, "I want to do this", or, "We want to hire you". That's when you have the most power to neuter the final negotiators. DAVID: Well I think this would be fun to do. Because I can see saying it with kind of a twinkle in your eye, and they just smile and look at each other. Because they know that that is coming, and they kind of chuckle and say, "Yeah yeah. Here's who it'll be. This is what they'll say. We'll take care of it". I love this one. DAVID: All right. We're on the way to 10, and we're at number eight. This one is an A B thing. What you say here is that you should either be ruthless, or you should be collaborative. One place is going to take you somewhere. The other place is going to take you somewhere else. Which is which here? Be ruthless or be collaborative? BLAIR: Yeah, so it's both but you pick your spot. You be ruthless with other professional negotiators, and you be collaborative with clients. With good clients. Because you have to work with the clients. You don't want to get into ... If you're setting the tone of the relationship moving forward where you're in this somewhat ruthless battle, you have to be aware of creating the conditions, if we're just not a very fruitful relationship moving forward. But you really should be ruthless with professionals. Again, you could hear me getting a little bit emotional as I talk about procurement people. You don't want to do that. BLAIR: One of the advantages procurement people have is, they are not emotionally invested in the sale. They don't give a shit at all, right? DAVID: They aren't even people. They don't even have emotions. BLAIR: "They're bureaucrats, Morty. Shoot them". Or, "They're robots". It's a Rick and Morty line. We're going to get into trouble with the 20 percent of the procurement people who are out there. Again, I just say to my friends in procurement, I don't actually have any friends in procurement, but it's possible that one day I might have a friend in procurement. I would just say that, the problem isn't just in the procurement profession. It's actually in the organizations above procurement who give license to procurement to procure creative and marketing service as though they were widgets. They think that they can drive cost down without affecting the quality or the value to be created. You can't really do that. The responsibility isn't just with procurement. BLAIR: But back to, these people aren't emotionally invested. We, especially if you're the creative person coming up with the concept, we tend to be emotionally invested in the results. You be ruthless with them. You hold the line. As I've already said, they're going to ask until they hear no, so you start with no. There's no need to build rapport or kindness or to ever negotiate out of emotion. If you find yourself being emotional, see if you can't retreat, regroup, let go of whatever it is that you're emotionally attached to. Then re-engage again when you're emotionally detached. But it's like, be ruthless. Hold the line. Don't fall into the trap of this ridiculous idea that you're going to befriend a procurement or a professional negotiator and you're going to, somehow through the strength of your personality, you're going to get to a solution. BLAIR: As you've pointed out, they're robots, or they're bureaucrats. I use that term in this moment out of a little bit of a respect. What I mean by that is, they're not clouded by emotions. They've got a job to do. They've got an objective. They're marching steadily toward that objective and not letting their emotions cloud their judgment, so you should be able to operate at that same unemotional ruthless level. DAVID: All right. Number nine is, use a positive no. Use a positive no. Can you explain that? I presume you can. BLAIR: Let's hope I can. DAVID: Yeah. BLAIR: There are so many different ways that you can say no. I think so many of us have a hard time delivering the word no, because in so many of our businesses, what we do is we find a creative solution to every problem. We don't accept that the answer has to be no to something, so therefore we have a hard time saying no. BLAIR: There are all kinds of different techniques on how to deliver a positive no. I'll just give you a couple of them here. First you just kind of, if there's an objection, you just make sure that you restate the objection. "Okay, I'm hearing that affordability is an issue for you". Then you deliver your no. You start with kind of a yes. "Yes, I hear that affordability is an issue for you". Then you deliver your no. "Listen, I can't give you that price in this specific situation". Then you layer in another yes. "But what I can do is stretch out the payment terms a little bit", or something else. Or throw in some other forms of value. Throughout the entire time, your attitude is always positive. It's not, "Oh, you know, I don't think we can do this". It's not, "There's no way we can do this". BLAIR: There's a time for, "No way". But there's a time when you want to use a positive no. You're nodding your head saying, "Yeah, I'm absolutely hearing you that affordability is an issue for you on this. I can't give you that price in this situation that you're looking for. But here's what I can do for you". Then deliver what it is you can. "I can throw in some extra value. I can stretch out the payment terms a little bit for you". It's all about delivering no with a positive attitude. BLAIR: I'm not saying that's always the approach. I think there are times when it's just a hard line, "No. Take it or leave it", walk away. But in many situations it makes sense to deliver a positive no. DAVID: You're also demonstrating that you've listened. That you care. You may make a decision that's not one they would prefer, but you're not just simply closing up and not listening to them. That's part of restating this to them. BLAIR: Yeah. DAVID: All right. The final one is to use alternatives to no, and you've got a few examples here. Are these used with clients or with pros? I think I probably should have asked that question many times here, because it's been interesting to hear the distinction. Using alternatives to no. Who do you use these with, primarily? BLAIR: Yeah, I would put most of these, like use a positive no or use an alternative to no, I would put most of them under the collaborate column. That means with clients. Where I find myself tending to want to be more ruthless and just deliver hard nos to procurement. Now that's me a little bit worked up emotionally, violating what I said earlier. The truth is, a really good negotiator will use positive nos and alternatives to nos with procurement from time to time. It's not just all hard lines. Although I really believe that you begin with a super hard line with procurement. BLAIR: I think generally speaking, for sure you should use these approaches with clients. The people that you want to have a fruitful working relationship with that. A great alternative to no, and I think this one comes from Chris Voss. If it's not Chris it's somebody else. I'll also, I'm recalling that some of the other techniques I probably got from Reid Holden in his book, Negotiating With Backbone. It's a small book. It's a really good book. Both of those books are great books on negotiating. BLAIR: His line, and again I think it's Chris Voss. Instead of saying no just ask, "Well how would I do that?". If procurement is saying, "Listen, the fees in your proposal, we're not giving you that. We're giving you 60 percent of what you've asked for. You can take it or leave it". Then you essentially turn the problem back onto, instead of saying no you just turn the problem back onto the client. "Okay, 60 percent of the fee. How would I do that? How would I deliver the services that you're looking for at just 60 percent?". DAVID: Mm-hmm (affirmative), and a pause, right? At that point? BLAIR: Right. Always a pause, and we're not talking about that here, but I've talked about the power of pause before. When you pause after you deliver a no or an objection or an obstacle for the client to overcome, you want to pause because whatever you hear next gives you so much information about how much power you have in the buy sell relationship. BLAIR: You could also use a, "Yes, but", instead of asking, "How would I do that?". The client might say, "I don't know. That's your problem. How you do it is your problem". You might say, "Well do you think we have 40 percent profit margin built into this?". "I don't know, that's your problem". You could say, "Yes, but". You could say, "Well you know, I suppose I could deliver on 60 percent of that. I mean, if that's your bottom line. I guess we'll just put the interns on it and remove access to senior people. Access to principles. We'll take our creative director off of it, and yeah, we can meet your price that way". DAVID: They're starting to get a warm feeling. BLAIR: Yeah. I mean, this is where we're having fun now, right? I think when the client asks you to do something ridiculous, you could ask the client, "Well okay. How would I do that?". Or if the client's not going to participate in that question you can offer a solution. Again, this speaks to the title of Gerry Preece's book, Buying Less For Less. The idea that when procurement is buying marketing services, they drive the cost down. What they don't appreciate is, they're driving the quality down. Because in a people based business, the way you get your costs down is, you get less expensive people on the job. BLAIR: Just communicate that to the client. "Okay, we can give you that price. But here are all of the things that we have to strip out". What you're almost certainly going to hear is, "No, we want those deliverables or value drivers at the price you quoted". That's where you can laugh and say, "Yeah, well let me tell you about the things that I want in my life too, that I'm not going to get either". DAVID: One of the things that I've been thinking about my own situation over the years, and something that's hit me. It's given me this kind of warm feeling. I know that sounds weird. But it's when I find myself getting a little bit angry, and that's because I feel like I'm being taken advantage of, or not appreciated to the level I should be. BLAIR: Yeah. DAVID: I can relax and tell myself, "I don't need this that badly. Why don't I just smile and make this more of an interesting exercise?". Not so much a contest, but an exercise to see what I can learn. As long as I'm willing to walk away from it, I don't understand why I'm getting angry. I need to treat this more as a business conversation. It frees up my mind to think in these categories and not get all wrapped up in myself at some point. BLAIR: Yeah. I call that smile and defy. You smile to yourself for a minute. Remind yourself, "Let's not get carried away here. This is just a game". Then you defy what it is that's been asked of you. Then you just see what happens next. You have that ability to do that. I have that ability to do that. Because we're not over-invested in the sale. We're not allocating significant resources from our businesses to close any one particular deal. DAVID: Yeah. BLAIR: When you don't over-invest, and I know and work with lots of agencies who have learned to not over-invest in the sale, everything changes when you're not over-invested. It's easier for you to smile. It's easier for you to use some of these techniques. It's easier for you to walk away from poor fits, knowing that if it really is a good fit, it will come back on your terms. DAVID: Care a lot, but don't care too early. That should be the title of this. BLAIR: That's great advice, yeah. DAVID: All right. We will put some bonus ideas in the show notes. Marcus will help us with that. These are 10, and we'll throw some more in there. This was really fun to talk about, Blair. Let's hope that none of these procurement folks listen to this before you meet them in London, or we will have some real life neutering taking place. BLAIR: I would prefer they did listen, and we had some frank and fruitful discussions. DAVID: Okay. Thank-you, Blair. BLAIR: Thanks David.

It’s David Lee for today’s business blog. David: “I’m with Anne, is that correct?” Anne: “Yes. Anne!” Anne works at the gymnasium here in Iloilo City. She invited me the other day, and Sabera, my wife, to go down and have a drink together at the local cafe. David: “Is that right?” Anne: “Yeah.” Well, […]

We’re back with another Free Wheel Wednesday where we answer 3 of your questions rapid fire style, we were a little short on questions this week, so we decided to pick some up from Quora.  Carmen’s in to help ask the questions, if you love it, hate it or have a question you would like answered please send us an email to info@fitnessforfreedom.com Alright, let’s cut. Gina - Can you build muscle by running?   David - Is skipping rope really a good exercise?   Quora - How do I know when I'm overworking my muscles?   Fitness For Freedom Online Personal Training Subscribe to Our YouTube Channel Follow us On Instagram - fitness_for_freeedom_1

David Is joined once again by his old friends and former co-host David Gilman and Matt! This time our heroes are reviewing Captain America Civil War in the back seat of a car.

David: Is it really possible to have a data driven, results-orientated social media strategy? How does public relations fit into the modern marketing mix? What are the changes that are occurring at the moment in social media? Those are just three of the questions that I intend to ask today's special guest, Dr. Angela Hausman. Angela, welcome to DMR. Angela: Thanks. David: Angela's the head of marketing at Group Surfing. Angela owns Hausman and Associates, full service firm operating at the intersection of marketing and social media. Angela, I'm interested in this phrase, at the intersection of marketing and social media. Is social media not part of marketing then? Angela: Sure. Social media is part of marketing and I think that's why I used the tag line on my website at the intersection of marketing and social media. The reason is because even though social media is part of marketing, a lot of people who are operating in this space don't act like it is. They act like somehow social media is this totally different animal and often they think of it as a combination of technology and journalism. I have a problem with that because I think marketing is very important. One of the things that tracks really well for me on my blog are the articles where I really talk about traditional marketing concepts and how they can be adapted to social media because not very many people are out there talking about that. David: Can you perhaps give us an example of marketing done well via social media? Angela: I think there are lots of really good examples of marketers who really get social media. One of the ones that I heard recently is Talenti which is a high-end frozen yogurt gelato product. They use social media mainly because they didn't have the budget to do traditional advertising and I actually think that they were better off that way than if they had the money. Sometimes having too much money is a bad thing. It lets you get sloppy.

David: Is local marketing very different from global digital marketing? What are the best sources of traffic for local businesses, and what digital marketing strategies work best for local businesses in 2014? Those are just three of the questions that I intend to ask our special guest today, Calin Yablonski. Calin, welcome to DMR. Calin: Hey, thanks a lot, David. Thank you. David: I'm trying to focus on pronouncing your name correctly there. Calin: You did a pretty good job. It's Calin Yablonski. I know it's a bit of a tongue twister. David: Calin's founder of InboundInteractive.ca providing local businesses with a professional suite of digital marketing services. Calin, I'm impressed that you actually called it Inbound Interactive back in 2009 because was that not actually before the term “inbound marketing” was really coined? Calin: Actually, Inbound Interactive was a name that I came up with about three years after I officially launched my business. I'd like to pretend that I was really insightful and ahead of the curve, but no. “Inbound” was a term that we came up with as we saw the transition towards inbound marketing. David: That explains it. Calin: Yeah. It takes some of the mystery out of it. David: It's very interesting actually the difference in Google trends between what people refer to certain services as because obviously internet marketing was probably something that agencies called it seven plus years ago, but now it's probably more associated with making money online and move to online marketing was popular for a while, digital marketing. Now, it's really breaking down into various segments and niches, and by marketing is obviously one of them. Calin: Yeah. It's been really interesting even looking at where we generate a lot of our traffic to our website and our leads from. Five years ago, if you ranked for internet marketing in Calgary, you were generating a lot of customers from it, and that just isn't the case today. Where like you mentioned, a lot of the services have started to segment where now customers are more in the loop with what they should be searching for, and so you'll see people optimizing for local SEO, or organic SEO, or even more specific for things like penalty removal or Google AdWords consultant. There certainly has been a transition that we’ve noticed over the last couple of years for sure.

Meet David Flannery He want's to become the world's number one HMA Consultant. David is from Ireland and he is 35 years old. David graduated with an MBA at the top of his class and has fifteen clients willing to pay close to $20,000 each for his consulting services. What's so special about David? Is he some kind of fast cash superman? What separates him for you? You're about to find out in this first of several recordings. Dave has agreed to let me record and document his clime to the top of the HMA consulting world. This first part interview is all about how David got his first 25 appointments. And then you'll hear exactly what he say's to close three out of four prospects. I hope you find this recording with David helpful. You can do what David had done. The only difference between him and you is what's in your mind. It's all about your belief in your self and execution. Go for it! I believe in you. These 25 appointments made Dave over over $50,000 in less them 10 days. He stands to make another $150,000 from future consulting fees. His results are not typical but are proof that they are obtainable if you have the ability to just do it. This is an exclusive interview from Michael Senoff at www.hardtofindseminars.com.

Meet David Flannery He want's to become the world's number one HMA Consultant. David is from Ireland and he is 35 years old. David graduated with an MBA at the top of his class and has fifteen clients willing to pay close to $20,000 each for his consulting services. What's so special about David? Is he some kind of superman? What separates him for you? You're about to find out in this first of several recordings. Dave has agreed to let me record and document his clime to the top of the HMA consulting world. This first part interview is all about how David got his first 25 appointments. You'll hear about his methods for doing the opportunity analysis presentations. You'll hear how he conducted 60 opportunity analysis presentations with his actor friend for practice and you'll hear what he learned from this experience. Then you'll hear exactly how David takes his prospects through the opportunity analysis presentations closing all the way until the end. And then you'll hear exactly what he say's to close three out of four prospects he talks to. I hope you find this first recording with David helpful. You can do what David had done. The only difference between him and you is what's in your mind. It's all about your belief in your self and execution. Go for it! I believe in you. And stay tuned for part two to find out what it's like to be neck deep in work servicing up to 17 clients all at once! This is an exclusive interview from Michael Senoff at www.hardtofindseminars.com.