Podcasts about hundred

The £295million sale of London Spirit franchise was one of the big sports business stories of the last year. Some of Silicon Valley's most successful and famous leaders buying 49% of The Hundred's Lord's based franchise, in partnership with The MCC, one of the most storied names in cricket.So what is the MCC today, and how is that changing in one of the most important years in the great ground's history? In this episode, Richard Gillis is joined by Katie Maier, Chief Marketing Officer at MCC, and Ellie Roach, Senior Consultant at InCrowd, to ask that question directly. The conversation moves through the central tension of the brand — a 200-year-old members' club, still 97% male, now sitting alongside a 51% stake in The Hundred, a property built on the language of inclusion. Who is an MCC digital follower? What does the MCC look like from India? What's the thesis behind the Silicon Valley investmentWe go in to, the data-led case for not chasing vanity metrics in overseas markets, and a content strategy built on six pillars that runs well beyond the cricket itself. The episode lands just weeks before the most significant summer in the ground's history for women's cricket: the first ever women's Test at Lord's, alongside the Women's T20 World Cup final, fifty years after the first women's international was played there.Unofficial Partner is the leading podcast for the business of sport. A mix of entertaining and thought provoking conversations with a who's who of the global industry. To join our community of listeners, sign up to the weekly UP Newsletter and follow us on Twitter and TikTok at @UnofficialPartnerWe publish two podcasts each week, on Tuesday and Friday. These are deep conversations with smart people from inside and outside sport. Our entire back catalogue of 500 sports business conversations are available free of charge here. Each pod is available by searching for ‘Unofficial Partner' on Apple, Spotify and every podcast app. If you're interested in collaborating with Unofficial Partner to create one-off podcasts or series and live events, you can reach us via the website.

Join us as we welcome P.J. Kohn to discuss Keeping and Breeding Hundred Flower Rat Snakes.Follow: Zac Loughman https://www.instagram.com/dr_crawdad/On FB https://www.facebook.com/zac.loughmanClint Bartley @ IG: MetazoticsLLC Website: metazotics.com Patreon: https://patreon.com/ColubridandColubroidRadioDiscord: dicord.gg/ccradioExo-terra https://exo-terra.com https://linktr.ee/exoterrausa MPR Network FB: https://www.facebook.com/MoreliaPythonRadioIG: https://www.instagram.com/morelia_python_radio/YouTube: https://www.youtube.com/@mprnetwork5623Swag store: https://teespring.com/stores/mprnetwork ★ Support this podcast on Patreon ★

Send us Fan MailThis is not a victory lap. This is a stone in the ground.In this milestone 100th full episode of The Dangerous Man Podcast, Rory and Matt talk through and remember where TDMP started, celebrate what God has done, and cast vision for the next hundred battles.This episode is built around three questions:Where have we come from?What has God done?Where are we going?Along the way, Rory and Matt talk through the early days of TDMP, the burden behind the mission, the men who helped carry it, the latest podcast reach markers, and the future vision for moving men from listeners to leaders.This one gets personal too, with Rory and Matt interviewing each other about purpose, growth, conviction, and where God is still forging them.The first hundred episodes were never about building a podcast.They were about building men.Support the showTDMP SITE: https://dangerousmanpodcast.com/NEW HERE: https://open.spotify.com/playlist/6edYYGXup6pimDwU1kGnsSGrab some DANGEROUS GEAR in our shop https://dangerousmanpodcast.com/shop/Support the show for as little as $3 a month https://www.buzzsprout.com/2080275/supporters/newFollow us on X for more shenanigans https://twitter.com/TDMPodcast603Follow us on Instagram for extra shenanigans https://www.instagram.com/thedangerousmanpodcast/Connect with Matt Fortin & Rory LawrenceEmail us at: thedangerousmanpodcast@gmail.comRemember men... Stop trying & start training!

Matt Hillyer is a veteran Texas singer-songwriter with more than three decades shaping his own corner of the state's country tradition. For 23 years he fronted the legendary Dallas honky-tonk band Eleven Hundred Springs, touring the world and releasing more than a dozen albums before the band ended in 2021. His sound runs from rockabilly roots through western swing, outlaw country, and traditional honky-tonk. He launched his solo career in 2014 with If These Old Bones Could Talk, followed by 2021's Glorieta and his latest, Bright Skyline, released via State Fair Records and recorded in his hometown of Dallas.Matt Hillyer: ⁠⁠⁠⁠Instagram⁠⁠⁠⁠ l ⁠⁠⁠⁠Facebook⁠⁠⁠⁠ l ⁠⁠⁠⁠Website⁠⁠⁠ l ⁠⁠Spotify⁠⁠Enjoy The Jarrod Morris Vibe? Please leave us a review on ⁠⁠⁠⁠⁠⁠⁠⁠⁠Apple⁠⁠⁠⁠⁠⁠⁠⁠⁠ & ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠The Jarrod Morris Vibe Links:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Patreon⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠TikTok⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠

One of the greatest figures in WA cricket, Adam Voges, joins Corbin this week to talk about the next chapter in his coaching journey and reflect on their recent dominance. Voges opens up on why he departed the state job but wanted to remain the Scorchers coach, where he thinks Cam Green's future lies in the Aussie test team, which of the WA youngsters will step up and how new coach Beau Casson differs from him.With stints in Major League Cricket at the Seattle Orcas and The Hundred's Trent Rockets coming up, Voges outlines his intent to focus on T20 coaching and his aspirations for the future to prepare for international jobs that may come his way.To get in touch, email Corbin & Ed at abccricketpodcast@abc.net.auABC Grandstand cricket commentator Corbin Middlemas is joined by Ed Cowan to bring you all the highlights and match analysis to keep you up to speed. The pair discuss the key players and big issues that are dominating the cricket agenda, the latest in live fixtures with a hit of cricket banter.Catch every episode of ‘The ABC Cricket Podcast,' hosted by Corbin Middlemas on ABC listen or wherever you get your podcasts, and get in touch with them on social media via @abc_sport This podcast was formerly known as ‘The Grandstand Cricket Podcast'

Charlamos con Álex González, cofundador de la mejor hamburguesería del mundo (tres años consecutivos). Descubrimos la sorprendente historia del restaurante que jamás volvió a abrir sus puertas después de conseguir la estrella Michelin. Santi Rivas nos presenta a su amigo Álvaro Ribalta, y Elisa Muñoz nos descubre el lado más gastronómico de Silvia Pérez Cruz.

I've been reviewing music and following the careers of male seiyuu for 16 years, and over time, I've noticed some seiyuu going from being a disaster as singers to becoming some of the best singers we now have in the industry.In this episode, inspired by regular viewer M L, let's talk about some of the male seiyuu who have improved a lot over time and what could be behind those improvements.This is the first of several episodes covering male seiyuu who have improved their singing skills over time.

Friday Bible Study (5/22/26) // Rebuilding the Wall // 3 Then Eliashib the high priest rose up with his brothers the priests, and they built the Sheep Gate. They consecrated it and set its doors. They consecrated it as far as the Tower of the Hundred, as far as the Tower of Hananel. 2 And next to him the men of Jericho built. And next to them[a] Zaccur the son of Imri built.3 The sons of Hassenaah built the Fish Gate. They laid its beams and set its doors, its bolts, and its bars. 4 And next to them Meremoth the son of Uriah, son of Hakkoz repaired. And next to them Meshullam the son of Berechiah, son of Meshezabel repaired. And next to them Zadok the son of Baana repaired. 5 And next to them the Tekoites repaired, but their nobles would not stoop to serve their Lord.[b]6 Joiada the son of Paseah and Meshullam the son of Besodeiah repaired the Gate of Yeshanah.[c] They laid its beams and set its doors, its bolts, and its bars. 7 And next to them repaired Melatiah the Gibeonite and Jadon the Meronothite, the men of Gibeon and of Mizpah, the seat of the governor of the province Beyond the River. 8 Next to them Uzziel the son of Harhaiah, goldsmiths, repaired. Next to him Hananiah, one of the perfumers, repaired, and they restored Jerusalem as far as the Broad Wall. 9 Next to them Rephaiah the son of Hur, ruler of half the district of[d] Jerusalem, repaired. 10 Next to them Jedaiah the son of Harumaph repaired opposite his house. And next to him Hattush the son of Hashabneiah repaired. 11 Malchijah the son of Harim and Hasshub the son of Pahath-moab repaired another section and the Tower of the Ovens. 12 Next to him Shallum the son of Hallohesh, ruler of half the district of Jerusalem, repaired, he and his daughters.13 Hanun and the inhabitants of Zanoah repaired the Valley Gate. They rebuilt it and set its doors, its bolts, and its bars, and repaired a thousand cubits[e] of the wall, as far as the Dung Gate.14 Malchijah the son of Rechab, ruler of the district of Beth-haccherem, repaired the Dung Gate. He rebuilt it and set its doors, its bolts, and its bars.15 And Shallum the son of Col-hozeh, ruler of the district of Mizpah, repaired the Fountain Gate. He rebuilt it and covered it and set its doors, its bolts, and its bars. And he built the wall of the Pool of Shelah of the king's garden, as far as the stairs that go down from the city of David. 16 After him Nehemiah the son of Azbuk, ruler of half the district of Beth-zur, repaired to a point opposite the tombs of David, as far as the artificial pool, and as far as the house of the mighty men. 17 After him the Levites repaired: Rehum the son of Bani. Next to him Hashabiah, ruler of half the district of Keilah, repaired for his district. 18 After him their brothers repaired: Bavvai the son of Henadad, ruler of half the district of Keilah. 19 Next to him Ezer the son of Jeshua, ruler of Mizpah, repaired another section opposite the ascent to the armory at the buttress.[f] 20 After him Baruch the son of Zabbai repaired[g] another section from the buttress to the door of the house of Eliashib the high priest. 21 After him Meremoth the son of Uriah, son of Hakkoz

Send us Fan MailAl Petrie, Founder and Senior Partner of Al Petrie Advisors and organizer of the Louisiana Energy Conference, joins host Tim Gerdeman and WTR natural resources analysts Richard Tullis and Jeff Robertson for a post-event recap of the 2026 LEC. The conversation covers key themes across all three days, including Gulf of America E&P activity and the return of offshore enthusiasm, U.S. onshore producers watching the futures curve before committing capital, and a forward-looking third day focused on LNG export buildout, carbon capture, AI-driven data center power demand, and energy infrastructure. Petrie also walks through what record attendance of 550 registrants and 50-plus sponsors signals about where industry confidence stands heading into the second half of 2026, and shares early themes shaping the 2027 edition. 

Cam, Lawrence and Phil look ahead to the start of the English Test summer – with input from New Zealand star Rachin Ravindra  – ahead of the first Test at Lord's, and review everything else that's been going on in the world of cricket. 0:00 Intro/ 1:18 Kia UK / 2:07 England / 13:04 New Zealand / 18:11 Rachin Ravindra interview / 39:23 Keith Prowse / 42:21 ICC changes / 54:25 Win Kia's Best Seats in the House / 55:01 The Hundred / 59:14 T20 Blast / 1:02:05 Big Bash / 1:03:14 IPL / 1:07:52 Other cricket / 1:09:52 Test drive Kia's EV2 / 1:10:19 Outro KIA UK

In our last episode, I told you the stories of Elena Jacobs and Teresa Krause. How their bodies were found on Del Rey beach, 7 months after they disappeared from the Tongue Point Job Corps location, and that no one has been held responsible for their deaths. In this episode, I'll still be focused on Del Rey Beach, but jumping ahead to 1988. That was when 15-year-old Dorene Raterman disappeared after going on a bike ride. Someone was held responsible, but was he the only responsible party?The Oregonian June 29 1988 Seaside suspect hunted (PHOTO) - Dorene's Yearbook - Findagrave.com Dorene Marie Raterman - Seaside Signal March 29 1984- Artistic Advice - Seaside Signal June 21 1984- Seaside Kids, Inc. baseball 1984 - Seaside Signal Feb 21 1985- Good citizenship award - Seaside Signal Jan 30 1986 - Other scores… - Seaside Signal Feb 6 1986- Other Scores… - Seaside Signal Feb 20 1986 Other Scores… - Seaside Signal Jan 22 1987 Broadway's Brightest - Seaside Signal April 7 1988 Sports notes - Almond Eastman Obituary (1935 - 2004) - Clatskanie, OR - The Daily News - The Oregonian June 17 1988 Northwest Digest - The Oregonian June 17 1988 - Gearhart girl, 15, vanishes; officials fear foul play - The Daily Astorian June 17 1988 Search widens for teenager who vanished - The Bulletin June 19 1988 Gearhart girl still missing - The Daily Astorian June 20 1988 Leads sparse in search for teen - Albany Democrat-Herald Gerhart Teen Still Missing - The oregonian June 24 1988 'Whoever's got her, please let her go' - The Observer June 28 1988 Astoria man implicated in disappearance - Longview Daily News June 29 1988 Man arrested, charged with killing Oregon girl - Tri-City Herald July 12 1988 Hundreds of residents search for missing Oregon teenager - The Daily Astorian July 26 1988 Cause of Raterman's death uncertain - Seaside Signal Aug 4 1988- Hundred throng to pay last respects for Raterman - Albany Democrat Herald June 30 1988 - Colunteers continue search for girl's body - The Daily Astorian Nov 23 1990 - Penalty phase of Futch's trial opens Monday - JOSH MARQUIS: - Oregon's Death Penalty - The Oregonian July 26 1991 - Figure in teen's murder gets 5-year prison term - Seaside Signal Aug. 1 1991 Eastman meted five years - The Oregonian June 27 1995 - Prospect of a free Mullins shocks victim's parentsOur Sponsors:* Check out Kensington Publishing: https://www.kensingtonbooks.comAdvertising Inquiries: https://redcircle.com/brands

Welcome to the 100th episode of Talk Spirit To Me.One. Hundred. Episodes.A full century of conversations, spirit stories, big feelings, weird signs, deep healing, unhinged questions, and the kind of chats that make you feel less alone in being human.And honestly? We could not think of a more perfect guest to mark this milestone.This week, Jess welcomes the incredible Rosie Rees.Rosie Rees (she/her) is an activist for internalized freedom, a groundbreaking sex toy creator, sex educator, and pleasure pioneer whose very existence is a catalyst to a leg-shaking awakening of your own.Her work moves beyond “normalizing” the existence of women and their bodies; it is a full-blown revolutionary act that dismantles the structures that have women convinced their bodies aren't their greatest allies, pleasure isn't their birthright, and the pinnacle of their evolution is how small and quiet they can be.Rosie is the founder of Yoni Pleasure Palace, The Naked Awakening (Women's Nude Yoga), and one of Australia's leading Sex and Relationship Coaches. Her work started with her own awakening and continues to have a ripple effect of viral proportions, actively creating the world we have been waiting for.In this episode, Jess and Rosie dive into permission, pleasure, shame, self-expression, embodiment, relationships, awakening, and what it means to stop outsourcing your worth and finally listen to the wisdom of your own body.This is not just an episode about sex.It is an episode about coming back to yourself.It is about taking up space.It is about remembering that your body is not something to fix, punish, hide, or apologies for.It is about the permission you have been waiting for even though, deep down, it was always yours.Thank you for being here for 100 episodes of Talk Spirit To Me. Whether you have been here from the beginning or you've just found us, we bloody love having you in this weird, wonderful little spirit family.If you would like to connect with Rosie, you can follow her on IG @rosie.reesIf you like this sh*t, come hang with us on Instagram:@jessicalynnemediumship & @talkspirittomepodcastWant a Psychic Medium Reading?Book one HERE.Please note: we do not own the rights to this music; jellyfish - Tokiwave トキ波 @RFM_NCM

Why is George so pessimistic about the future of red ball cricket? Is there anything the non-Hundred hosting counties can do to survive? How big a mess is the Blast schedule and what can be done about that? Is 7000 at Lord's for the derby a worrying sign of things to come? Why have England gone in with two openers who bat at three and a number three who hasn't played and who might be injured anyway? Who did Harmy's son face in the nets this week? And don't forget ROTA WATCH!Instagram: @talkSPORT_cricketTwitter: @cricket_ts @fulhamjon @harmy611 YouTube: https://www.youtube.com/@talkSPORTCricketEmail: cricket@talksport.co.ukHosts: Jon Norman, Steve Harmison, George Dobell & Nick FriendExec Producer: Jon Norman Hosted on Acast. See acast.com/privacy for more information.

Bardo Pond - What Are Their Names Black Sabbath - Fairies Wear Boots Juicy Lucy - Just One Time The Stooges - Little Doll 13th Floor Elevators - Roller Coaster Red Krayola - Transparent Radiation Spacemen 3 - Call The Doctor Damon & Naomi and Michio Kurihara- Eye Of The Storm Mud Pie Sun - Church Of Bitter Souls Brother JT - Lazy Syd Barrett - Golden Hair Spirtualized - Run Jah Division - Isolation Honolulu Mountain Daffodils - Psychic Hit List Victim No. 8 Wellwater Conspiracy - Ladder To The Moon Alice Coltrane - A Love Supreme Ann Wilson & The Daybreaks - Through Eyes and Glass Fleetwood Mac - Sunny Side Of Heaven Kendra Smith - Temporarily Lucy Steve Roback - Black Shade Of Blue The Darkside - Waiting For The Angels Slipstream - Sundown Nancy Sinatra and Lee Hazelwood - Sundown, Sundown The Staple Singers - This May Be The Last Time

In this video, Chris and Gerry take a deep dive into the classic The Twilight Zone episode "A Hundred Yards Over the Rom." We explore the story of Christian Horn, a wagon train leader who mysteriously crosses into the future while searching for medicine to save his dying son. We'll discuss the episode's powerful themes of hope, destin, survival, and time travel, along with the emotional performance by Cliff Robertson and the unforgettable storytelling of Rod Serling. We also examine the episode's ending, production background, and why it remains one of the most heartfelt episodes of the original series. If you're a fan of classic television, science fiction, vintage horror, and thoughtful storytelling, this episode is a must-watch. Topics covered include: Episode plot breakdown Christian Horn character analysis Time travel themes in The Twilight Zone Rod Serling's message and social commentary The emotional ending explained Production trivia and behind-the-scenes facts Why the episode still resonates today Be sure to like, comment, and subscribe for more classic horror and sci-fi discussions.

In this reflection, I commemorate the thirty-fifth anniversary of my ordination by discussing the spiritual necessity of detachment. It emphasizes that every person is created by God with a specific divine purpose, which requires individuals to surrender earthly comforts and distractions to follow Christ fully. By drawing on scriptural promises in the Gospel of Mark, I explain that those who sacrifice for their faith are promised an abundant reward in both this life and the next. This transition from self-centeredness to divine service enables believers to experience true love and joy as they navigate earthly trials. Ultimately, I encourage you to persevere in your vocations, trusting that the unimaginable rewards prepared by God make every sacrifice worthwhile.

Could Harry Brook be England's secret bowling weapon? What is going on at Surrey? Good old Glamorgan, but have they silenced the doubters, and why? Could Zak Crawley leave Kent and where would he go? Are the non-Hundred clubs getting further and further away from top table and what can they do about it? Why has this podcast been released so late? The answer to the last question is because we had waaaaay too many different podcasts to be pushed out this week. You lucky things.Instagram: @talkSPORT_cricketTwitter: @cricket_ts @fulhamjon YouTube: https://www.youtube.com/@talkSPORTCricketEmail: cricket@talksport.co.ukHosts: Jon Norman, George Dobell & Nick FriendExec Producer: Jon Norman Hosted on Acast. See acast.com/privacy for more information.

This week's show gets loose as we discuss the latest, greatest games, such as TerraTech Legion, Call of the Elder Gods, and, uh, Candy Box, plus Sony's retreat from PC releases, Embracer attempting to correctly leverage Red Faction and Deus Ex, how to display your childhood consoles, what to do when a skunk-laden dog breaches the house, and more.CHAPTERS(00:00:00) NOTE: Some timecodes may be inaccurate for versions other than the ad-free Patreon version due to dynamic ad insertions. Please use caution if skipping around to avoid spoilers. Thanks for listening.(00:00:10) Intro(00:01:00) That feeling you have? We're the sane ones!(00:06:05) My dog stinks and now my house stinks(00:18:10) Call of the Sea  |  [Xbox One, Xbox Series X|S, PC (Microsoft Windows)]  |  Dec 08, 2020(00:19:17) Call of the Elder Gods  |  [Nintendo Switch 2, PC (Microsoft Windows), PlayStation 5, Xbox Series X|S, Nintendo Switch]  |  May 12, 2026(00:23:29) TerraTech Legion  |  [PC (Microsoft Windows), Xbox Series X|S]  |  Apr 30, 2026(00:33:00) First Break(00:35:49) Saros  |  [PlayStation 5]  |  Apr 30, 2026(00:36:06) [SPOILERS] Just a general warning as we talk about what's in the game(00:48:19) Directive 8020  |  [PC (Microsoft Windows), PlayStation 5, Xbox Series X|S]  |  May 12, 2026(00:51:27) Mixtape  |  [Nintendo Switch 2, PC (Microsoft Windows), PlayStation 5, Xbox Series X|S]  |  May 07, 2026(00:51:59) Forbidden Solitaire  |  [PC (Microsoft Windows)]  |  Apr 30, 2026(00:53:26) Retro Rewind: Video Store Simulator  |  [PC (Microsoft Windows)]  |  Mar 17, 2026(00:57:04) Candy Box  |  [Web browser]  |  Apr 30, 2013(01:06:57) Second Break(01:06:58) Sony confirms single-player games will be not be on PC(01:16:41) Hasbro cancels D&D game(01:23:56) Fortnite returns to Apple platforms(01:28:27) Embracer wants to activate your favorite old franchise!(01:41:13) Vampire Survivors gets an official genre on Steam(01:46:40) Go play Red Faction(01:48:07) Emails(02:13:07) Wrapping up and thanks(02:17:17) Mysterious Benefactor(02:22:08) See ya!

Listen and subscribe at Apple Podcasts, Spotify, YouTube or wherever you listen to podcasts!What does it mean to follow Jesus in a world built on systems of oppression? Ken sits down with the prophetic Sarah Augustine - author, scholar, activist and co-founder of the Coalition to Dismantle the Doctrine of Discovery. We talk about Jesus' mic-drop moment, we talk about divesting from systems of death, we talk about a one-hundred-year organizing strategy and lots more. This one is challenging - especially for those of us who are comfortable and privileged. It's never easy hearing from a prophet. A Reparative Justice Resource from the Coalition to Dismantle the Doctrine of DiscoveryHearts Exchanged - foundational learning series over 8 months with monthly online discussions. This starts in the Fall every year but you can sign up first)Connect to the Canadian chapter of the Coalition by emailing scottmortonninomiya@mcco.ca 

Nvidia reports after the bell, but our portfolio manager sees better opportunities in semis.  Wall Street readying for both SpaceX and OpenAI to file for IPOs this week. Plus, why the Fed may have to hike rates by at least 100 basis points.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Lara Acosta joins James Smith for a no-holds-barred conversation about LinkedIn, the corporate world, and what it really takes to build a personal brand that actually moves the needle. A LinkedIn growth expert and founder who's helped thousands of professionals turn themselves into trusted authorities, Lara breaks down why most people are doing LinkedIn wrong — and why the platform isn't the problem, corporate is.

Today we're delighted to welcome Tymal Mills to the show. One of the fastest bowlers to grace cricket, Tymal has had a fascinating career. Forced to specialise as a T20 player because of injury, much of his career has been spent touring the world playing franchise cricket.He is World Cup winner with England, the leading wicket taker in The Hundred, one of the most expensive IPL buys in history, and as indicated through a bold partnership with OnlyFans last year, is pushing the boundaries of how athletes leverage content to build value off the pitch. This is about a lot more than cricket.It's one of the stories you need to hear, so we are delighted to welcome Tymal to Business of Sport.A huge thank you to our amazing partners on the show: AirwallexThe intelligent financial platform for global businesses⁠⁠https://www.airwallex.com/uk/⁠GeminiWe empower the most confident sports organisations on Earth⁠⁠https://geminisports.ai/⁠If you're interested in partnering with the show, please reach out to us at⁠⁠bos@20vc.com

FAN MAIL--We would love YOUR feedback--Send us a Text MessageThis is a video and audio podcast:   video hereThe loudest take on the U.S. China summit was that it went nowhere. We see something else: a negotiation structure being built in real time, with the next high-stakes round already scheduled in Washington just 90 days out. Using Michael Pillsbury's The Hundred-Year Marathon as our guide, we break down what matters beneath the ceremony and why patience, timelines, and leverage decide more than headlines.We start with the overlooked signal: Trump doesn't travel with only diplomats, he brings business power. Nvidia, Apple, and Tesla are not props, they represent AI chip constraints, supply chain exposure, and major foreign investment inside China. When CEOs are part of the trip, “trade talks” become a live map of technology controls, market access, and capital flows. That changes how you should read every public line about jets, tariffs, and “stalemates.”Then we walk through Beijing's pre-summit red lines and the chips that remain unspent: the unresolved Taiwan arms package, Iran sanctions relief floated but not signed, and a human rights flashpoint placed on the global record with the name Jimmy Lai. The biggest story, though, is September. A compressed timeline forces decisions, limits delay tactics, and raises the value of every card both sides are holding.Finally, we get to the twist Pillsbury couldn't fully account for in 2015: oil and energy pressure. If sanctions enforcement tightens supply routes and China's growth machine needs fuel, how does that reshape U.S. negotiating leverage, Iran's survival calculus, and the price of a deal?Key Points from the Episode:• framing the Beijing meeting as an opening move, not an ending  • bringing Nvidia, Apple, and Tesla as real economic leverage  • why AI chips, supply chains, and foreign investment shape diplomacy  • putting Jimmy Lai on the record as a strategic signal  • testing China's “four red lines” without spending key chips  • keeping the Taiwan arms package unresolved as leverage  • floating Iran sanctions relief without signing anything  • why a 90-day timeline shifts bargaining power  • the oil constraint Pillsbury could not predict, and what it means for China and Iran  • the closing question: spend the sanctions chip or hold it   Be sure to check out our show page at teammojoacademy.com, where we have everything we discussed in this podcast as well as other great resources.

On Stumped this week with Alison Mitchell, Jim Maxwell and Charu Sharma we discuss if IPL investment could be coming to the Big Bash League? It's an issue that has divided cricket in Australia, but Charu feels Indian investors may not jump at the chance of buying a stake in a franchise.What's the point of one-off Test matches? We debate the pros and cons of short series after former Sri Lanka captain Angelo Mathews blasted the potential idea of one-off Tests in the next series of the World Test Championship.And we hear from Brazil pacer Laura Cardoso, who stunned the cricket world with record-breaking T20 international figures of 9 for 4, the best ever in the format. Remarkably, Cardoso says she had no idea she'd made history.Photo: The Scorchers celebrate with the trophy after victory in the Men's Big Bash League Final match between the Perth Scorchers and the Brisbane Heat at Optus Stadium on February 04, 2023 in Perth, Australia. (Credit: Cricket Australia via Getty Images)

Special discounts up for AIE Melbourne (LS discount) and AIE World's Fair (group discounts up to 25% - CFPs still open for Autoresearch and Vertical AI) Cya there!Abridge did not start as an “GPT wrapper”. It was founded in 2018, years before the Cambrian explosion of AI application layer companies. OpenAI launched ChatGPT publicly on November 30, 2022 and by then, Abridge had already spent years doing the unglamorous work of building trust for one of the highest context, most important workflows in healthcare: the conversation between a patient and a clinician.Abridge's original wedge was clinical documentation. Listen to the visit, generate the note, reduce the clerical burden, and let clinicians spend more time with patients instead of the EHR. By focusing on how doctors actually document, how health systems actually buy, how EHR integration actually works, how clinicians verify outputs, and how missing context during a visit turns into downstream friction across billing, prior authorization, quality, and follow-up, the adoption of LLMs became a force multiplier on a workflow already optimized for sensitive context gathering.The company has scaled fast: Abridge says it is projected to support 80M+ patient-clinician conversations this year across 250 large and complex U.S. health systems, with support for 28+ languages and 50+ specialties. It raised $300M at a $5.3B valuation in June 2025, after a $250M round earlier that year.Today, Janie Lee and Chaitanya “Chai” Asawa of Abridge join us for another crossover pod with Redpoint's Jacob Effron (who is on the board of Abridge) to dive into how Abridge is building the clinical intelligence layer for healthcare starting with ambient documentation, then expanding into clinical decision support, prior authorization, payer/provider/pharma workflows, and eventually real-time agents that act before, during, and after the patient conversation. We go inside the product, data, infra, evals, workflow, privacy, and org design choices behind bringing AI into one of the highest-stakes enterprise environments from 100M+ medical conversations and specialty-specific evals to real-time alerts, EHR integration, de-identification, clinician-scientist teams, and why healthcare may solve some of the hardest AI problems first.We discuss:* Why Abridge started with clinical documentation, “pajama time,” and saving clinicians 10–20 hours a week* The transition from ambient scribe to clinical intelligence layer: save time, save money, and save lives* Why conversations between patients and clinicians may be the most important workflow in healthcare (patient visit summary feature)* Chai's “healthcare-coded Glean” framing: context is king, but healthcare raises the stakes on safety, evals, and rollout* Why Abridge wants AI to feel like “air conditioning”: always in the background, but only interrupting when it truly matters* The prior authorization example: turning a denied MRI weeks later into real-time guidance while the patient is still in the room* Why payer policies, EHR data, medical literature, and hospital-specific guidelines make the problem hard, and also create the moat* How Abridge thinks about ambient form factors: mobile, desktop, in-room devices, nursing workflows, multimodality, and future AR* The multi-sided healthcare customer: CMIOs, CFOs, CIOs, clinicians, patients, payers, and pharma* The hardest AI problem at Abridge: high-quality, low-latency, low-cost real-time support in a high-stakes clinical setting* When Abridge uses frontier models vs proprietary models, and why its unique data from medical conversations matters* Why “every agent is a coding agent underneath,” and how the EHR can be thought of as a filesystem for healthcare agents* How Abridge approaches personalization across individual doctors, specialties, and health systems* Why “AI slop” is AI without context, and how edits, memories, and clinician preferences create a data flywheel* Abridge's eval stack: LFDs, LLM judges, in-house clinicians, third-party evaluators, specialty-specific evals, and progressive rollout* HIPAA, PHI, de-identification, one-way anonymization, customer contracts, and learning from healthcare data safely* What changes when you operate at 100M+ conversations: reliability, cost, post-training, model routing, and infrastructure optimization* Why the same clinical conversation can serve doctors, patients, payers, pharma, and future clinical-trial workflows* How Abridge works with EHRs, and why deep interoperability is table stakes for clinician adoption* Why healthcare AI has regulatory tailwinds, why 80/20 does not work here, and why high-stakes domains may drive AI forward* Why Abridge embeds “clinician scientists” into product and eval teams* What Chai learned from Glean about search, quality, and durable AI infrastructure* Why the future of AI infra may look like context layers, event-driven systems, Kafka, Temporal, sockets, CRDTs, and tools built for humans* Why Janie changed her mind on “PRDs are dead,” and why crisp written clarity matters more in complex AI products* How Abridge uses Claude Code, Cursor, and coding agents internallyAbridge:* Website: https://www.abridge.com/* X: https://x.com/AbridgeHQJanie Lee:* LinkedIn: https://www.linkedin.com/in/janiejleeChaitanya “Chai” Asawa:* LinkedIn: https://www.linkedin.com/in/casawaTimestamps00:00:00 Introduction and what Abridge does00:02:05 From ambient documentation to clinical intelligence00:04:04 Clinical decision support and context as king00:06:57 Alert fatigue, proactive intelligence, and prior authorization00:12:36 Ambient AI form factors and healthcare customers00:16:59 The hardest AI problems in healthcare00:18:26 Frontier models, proprietary data, and model strategy00:21:07 The EHR as a filesystem for agents00:24:03 Personalization, memory, and clinician preferences00:30:40 Evals, LLM judges, and progressive rollout00:36:47 HIPAA, de-identification, and privacy00:39:21 100M conversations and operating at scale00:44:10 EHR integration and the clinical intelligence layer00:46:39 Healthcare regulation, latency, and high-stakes AI00:50:11 Clinician scientists and long-tail quality00:53:04 Lessons from Glean and durable AI infrastructure00:57:03 The future of agentic healthcare workflows00:57:34 PRDs, product clarity, and building serious AI products01:03:11 AI coding tools at Abridge01:04:06 OutroTranscriptIntroduction: Abridge, Clinical Intelligence, and the Latent Space x Unsupervised Learning CrossoverSwyx [00:00:00]: Okay. This is a special crossover Latent Space Unsupervised Learning pod.Jacob [00:00:07]: Very excited to do this.Jacob [00:00:08]: At this point, we get together once a year.Swyx [00:00:10]: Once a yearJacob [00:00:11]: And this is a fun occasion to get to do it on.Swyx [00:00:13]: I really wanted to talk to Abridge but I felt very underqualified because healthcare is not something we cover very intensely. It just so happens that Redpoint's our big investors and supporters of Abridge.Jacob [00:00:27]: Anytime you want to have a portfolio company on your podcastJacob [00:00:29]: Please, by all means.Swyx [00:00:31]: So we'll introduce our guests. Chai and Janie, welcome to the pod.Janie [00:00:34]: Thanks for having us.Chai [00:00:35]: Thank you.Janie [00:00:35]: We're excited to be here.Chai [00:00:36]: Thank you.Swyx [00:00:36]: So for listeners, what do you guys do, just to situate you guys in the company?Janie [00:00:42]: Abridge is a clinical intelligence layer for health systems. We really started with documentation and building for clinicians and as we think about reducing the burden that clinicians have, they're spending 10 to 20 hours a week on documentation. There's a massive doctor shortage in the country. We also think that conversations between patients and clinicians are probably the most important workflow in healthcare. It's where care is given and received but if you think about the 20% of our GDP that goes towards healthcare, almost everything is a derivative of that conversation, whether it's the claim, the payment, the actual diagnosis given, the treatment. And we've started with a conversation to reduce the burden for doctors on documentation but we're really excited about the path ahead as we become this broader clinical intelligence layer.Chai [00:01:34]: I'm Chai. I work on clinical decision support at Abridge.Swyx [00:01:37]: Yes.Chai [00:01:37]: And so as Janie said, we're uniquely situated where we started off with the clinical note. What I'm really excited about and where we're expanding towards is what are all the things you can do before the conversation, during the conversation and after the conversation if you did have access to all the context about patients, payer guidelines, medical literature and put that together and to serve, how healthcare could look fundamentally different.Swyx [00:02:01]: And that's the context engine that you guys have?Chai [00:02:04]: Yes.Swyx [00:02:04]: Is that what it's called? Okay.Swyx [00:02:05]: So historically, as I understand it, the company started in 2018. A lot of people would be familiar with the AI voice notes form factor that doctors would be “Well, do you consent to being recorded?” It replaces handwriting and what have you. But it sounds like more recently there's been a big transition in the company. Tell me about the broader transition.From Documentation to Clinical Intelligence: Save Time, Save Money, Save LivesJanie [00:02:26]: So from a transition perspective, we really think about our journey as The first act was: how do we help save time? And that's where a lot of that original product was.Swyx [00:02:37]: By the way, one of those interesting statsSwyx [00:02:39]: On your landing page was, doctors spend time after hours.Janie [00:02:43]: They call it pajama time.Swyx [00:02:44]: Why is that pajama time?Janie [00:02:46]: Doctors after work in their pajamasSwyx [00:02:48]: In their pajamas. OhJanie [00:02:49]: At home are just writing and catching up on their notes every day.Janie [00:02:53]: Some of our favorite customer love stories, we have a Slack channel called Love Stories. We have clinicians telling us, “Abridge has helped us, from retiring early or we're now finally able toJanie [00:03:06]: go home and eat dinner with our kids for the first time.”Chai [00:03:08]: Save the marriage in some cases.Swyx [00:03:10]: One of the quotes was “We're not divorcing anymore.”Swyx [00:03:12]: I'm asking, “Why?”Swyx [00:03:14]: Because they're working too much.Janie [00:03:16]: But, in terms of where we're going and where we're expanding, we really think about our second and third acts around how do we help health systems save and make more money. Health systems are operating with record-low operating margins. It's getting harder and harder to serve patients and they have regulatory, some tailwinds but also a lot of headwinds coming their way and AI is ripe for helping on the saving and make-more-money piece. And then ultimately, how do we help save lives? The fact that our software and our product is open millions of times a week before, during and after a patient walks in the room, gives us massive opportunity with products like clinical decision support, which Chai is building but so many others to improve patient outcomes and probably one of the most important workflows and problems to be going after right now.From Glean to Healthcare: Context Is KingJacob [00:04:04]: One thing that's interesting, Chai, is you came over to Abridge from Glean and clinical decision support, which for our listeners is, in the context of a visit, helping a doctor figure out the right type of care. It's really a search problem in many ways, going through lots of different data sources. Very analogous to your previous role as one of the earliest engineers over at Glean. I'm sure a lot of our listeners are curious what's similar about the problems that you're going after now and what feels different, now that you're in healthcare.Chai [00:04:33]: Very similar. Taking a step back, with every wave, there's a lot of very similar patterns that happen across different products. A lot of social networking products look the same. A lot of credit-based products look the same. And we're seeing that very similar in the agent era with many companies, of course, in Redpoint's portfolio and so forth. And the key insight between both companies is that you have amazing models but context is king. Context is what puts them to work. So I see it in a lot of ways, a lot of similarities in this is a healthcare-coded version of Glean but the differences are really interesting. A couple things that come to mind. First and foremost, the rigor of the setting we're in. The downside risk is extremely high here in healthcare. It can be fatal in some cases. You prescribe something that the patient is allergic to for example. Whereas at Glean, it's “Oh, you got the question wrong.” It wasn't the end of the world in most cases. And so what does that mean? That shapes our evaluation strategy, both offline evaluation, progressive rollout and there's a lot more we could go into there. Second thing that comes to mind is, vertical versus horizontal. In both cases, there's a large variance but when Glean is, it's a much more horizontal company, there's a variance of personas, companies that you're working with. We also have a variance of personas, different types of specialties, different hospital systems. But the variance is a little more narrow. So from a product perspective, you're able to focus far more, especially when you have a maturing technology and you're building new products that never existed before. It lets you go after them much more easily and especially in healthcare where so many problems were solved with labor and process, that it's extremely ripe for AI to keep helping augment and enable. And the final thing that's really interesting, Abridge specifically compared to many other companies in the AI area, is the modality we started with where we're ambient and we're always listening in the background. And many more AI products will go that way but it's how we started. And that's the greatest form of AI we can create, AI that's seamless. You're not looking at your screen. It's always there. It's always helping you out and being proactive. The Jarvis vision that, every hackathon I went to over the past decade, there was always a Jarvis competitor. But Abridge very much started from the opportunity and continues to go that way.Ambient AI and Alert Fatigue: When Should the Product Interrupt?Jacob [00:06:57]: One thing that is super interesting then from a product perspective is you have this always-on seamless in the background and then you have to decide when you break the wall almost and say, “Hey, clinician, you might not have thought about X,” or whatever it is that you want to do. And in healthcare traditionally there's been this idea of alert fatigue and a million pop-ups and then a doctor just ignores all of them. It's probably a pattern that a lot of builders are thinking through now. How do you think about the right way to intervene or to pop up in a doctor visit?Janie [00:07:26]: It's such a good question. Alerts are notorious in healthcare specifically. Over 90% of alerts are ignored. The first and most important thing is context is everything, as Chai alluded to and I also think about how do we go from being reactive alerting to really proactive intelligence at the point at which it matters most. One thing we like to say is we want our product to feel like air conditioning. It should be in the background just making things better and if there is something that has great clinical risk and we're acutely aware that intervening now and not later is incredibly important, we should decide to act. But if you think about proactive versus reactive, instead of alerting a clinician during a visit when they're with their patient having a pretty serious and sensitive conversation, how do we prep a clinician before they walk into the room with that patient? And so historically, clinicians might have to manually go through charts with a patient that they've had over the course of months or years and they'll try to suss out what are the things they should be doing. You can imagine a world with Abridge. We'll summarize all of the most recent context for you, tell you based on the reason for a visit the patient is coming in for the types of things you should be discussing. And so you're going into that conversation prepped rather than walking in cold to that patient visit and then having this product interrupt you five or 10 times throughout the visit. And there might be times where it's really important to interrupt. We have a product called Prior Authorization and so this is when you may go into a doctor's office with knee pain. They'll prescribe you an MRI and so many of us have had this experience before, where in four weeks you'll get a call saying, “Hey, Sean, that MRI that you were prescribed wasn't approved and why don't you come back in? We'll figure it out.” In a world with Abridge, we might choose to quietly but still alert a doctor in that visit. And alert is probably not even the word we would want to use. Before a patient leaves, we would want to tell the doctor, “Hey, Doctor, before Sean leaves, you should ask him, has he had physical therapy and has his pain lasted for more than six weeks? Because the Aetna plan that he's on in California requires six things. We've already confirmed four of them have been met ‘cause we have all the context. But these two last criteria, if you can address with Sean before he leaves the room, we could guarantee that your MRI is approved before you leave.” And so when you think about clinical usefulness, impact to the patient, there are instances in which if we can catch a doctor while the patient is still in the room, as we think about save time, save money, save lives, we get to check all of those boxes. But when doctors have 15 minutes between visits, we have to be really thoughtful about when it matters.Prior Authorization: Reducing Latency in CareChai [00:10:23]: There's this interesting product opportunity AI has is reducing latency in the world. For example, prior authorization is an example of where care gets delayed and so great AI can reduce that. And the problem with alerts before partially is a technical problem: the quality of your alerts really matters. They're going to get ignored if you get alerts that... Similarly in engineering, where they're noisy alerts that you can't act on. But if you can make really high-quality alerts with both the context, as Janie said, and really high-quality models, then you can create a whole other game.Janie [00:10:53]: And I really like that experience because it starts to tease apart, what makes this so hard and unique. One, to make that prior authorization example possible, think about all the data that you need to have. You need to integrate with the electronic health record to know all of the patient context. Do we have access to your previous labs, previous imaging? And then to match you and to know that you're on Aetna, we have to collect all of the different payer policies and they vary by state. Some of these payer policies live on websites. Some of them live in unstructured 50-page PDF files.Jacob [00:11:31]: I thought this episode wasJacob [00:11:31]: To make sure we didn't scare people from healthcare.Janie [00:11:34]: But when you think about the things that make it hard, it also gives you the moat.Janie [00:11:39]: And then the second is the AI and the model quality we need to be able to hang our hat on. And so the bar, similarly when I worked at Opendoor, I worked on pricing models. Every outlier wiped out the margins of 30 and so similarly here in healthcare, the bar for accuracy is so high. And then I'd say the last is workflow is everything. If insurance companies deploy AI, it typically happens too late and this is when you have the notorious comical examples of AI just fighting each other when it's too late. But if we can pull forward the use of both the AI but also the ability to solve problems when the patient's in the room, you can start to collapse what typically takes weeks or months after your visit, ideally down to minutes or real-time. And it's where healthcare is both very difficult but also extremely rewarding if you can crack it.Product Form Factors: Mobile, Desktop, In-Room Devices, and ARSwyx [00:12:36]: Just to get some baseline on the form factors, because I've seen some videos on your website and stuff. You guys talk a lot about ambient AI. Is it primarily on the phone? Is there any other form factor that people get Abridge in? Is there an Abridge room setup where it's always on? I don't know.Jacob [00:12:55]: An Abridge podcast studio.Janie [00:12:58]: Primary form factor is mobile and desktop. UsuallyJanie [00:13:00]: Clinicians are walking in and out of rooms with mobile but at the end of the day, when they're closing out their notes or wanting to prep for the day ahead, they might use desktop. We have been having a lot of really interesting partnership conversations with a lot of these in-room device companies as you think about the power of multimodality and even more data, as you think about all of what is not captured today. It is fascinating to think about, especially even as we go into building and scaling our nursing product. It's one where nurses constantly, as they're walking in to check in on a patient for two minutes or maybe even 30 seconds,Janie [00:13:43]: Starting an Abridge experience is probably going to take longer than the visit. And so what can we do with in-room devices that are always on starts to raise really interesting and fun product questions.Swyx [00:13:54]: I was thinking, the way in tech companies we have all these Google MeetSwyx [00:13:58]: And other things, we might as well set up entire rooms with just Abridge tech.Chai [00:14:02]: Very much. AR glasses and related form factors are also relevant: how do we bring the information to the clinician in real-time without a screen, while still letting them focus on the patient?Swyx [00:14:18]: Do you think they want that? I'm skeptical of AR, but I'm curious what you've tried.Chai [00:14:26]: Admittedly, it's not a near-term product roadmapChai [00:14:29]: By any means. I'm being far-fetched.Jacob [00:14:31]: There's some sick AR stuff for surgeries.Swyx [00:14:33]: Really?Jacob [00:14:33]: When people are trying to visualize, you're about to make an incision but you want to see, what the cut might look or what the body might look like inside and they can layer in imaging.Swyx [00:14:43]: That's cool.Chai [00:14:45]: At some point in the future.Janie [00:14:46]: But there are a lot of our largest customers and at the largest health systems integrating already and so even as we think about building into it, unlocks a lot of product capabilities.Swyx [00:14:57]: And just to establish the terminology. Sorry, and I know I'm asking basic questions somewhat for myself but also for the audience who might beHealth Systems, Buyers, Clinicians, Patients, and PayersSwyx [00:15:05]: Less integrated. When you say health systems, it's like the Johns Hopkins, the Kaiser Permanentes.Janie [00:15:09]: Mayos, the Kaisers of the world.Swyx [00:15:10]: These are your customers, right? And the outcome that you deliver for them is happier doctors, reduced cost of processing, reduced mistakes. It's weird in a sense that I feel like there's also, a secondary customer, the customer of the customer and I don't know if you — do you think about it that way?Janie [00:15:28]: The other interesting and complex part of building product is we have our buyers, who are the chief medical information officersJanie [00:15:39]: The chief financial officers, the CIOs of these large health systems. Our users today are clinicians but if you think about who downstream is impacted, it's patients. And so as we build, with every product in mind, we think about who we're building for, who the secondary user is and what does that mean either in terms of experience, security compliance, ROI that we have to make tangible. And so like you said, time savings is one of them. But for CFOs, they care a lot more than just time savings. We have to show for every dollar you put into Abridge, because you have more compliant documentation or because you have fewer queries coming from your billing team, we save or add real dollars to your bottom line or top line, are things that we're constantly thinking about because of the dynamic across all three sets of users.Chai [00:16:32]: There's a whole other axis too with the payers and pharmaChai [00:16:35]: as well. Connecting all these three big stakeholders in healthcare isSwyx [00:16:39]: Do the payers ever see your data? Sorry, the payers meaning the insurers, right?Chai [00:16:44]: Yes.Swyx [00:16:44]: They also see Abridge data?Chai [00:16:47]: NoSwyx [00:16:47]: Like the direct integration to you guysChai [00:16:48]: They wouldn't see the raw Abridge data but when you're working together on something like prior authorization, whatever information they need, we'd communicate to them.Jacob [00:16:59]: That's cool. I would love to dig into the AI side. You still have a lot of problems on the AI side. And so maybe to start at the highest level, what's one of the hardest problems you have to solve in AI at Abridge today?The Hardest AI Problems: Quality, Latency, and CostChai [00:17:11]: To make things simple, let's take, building off the prior auth example. So one thing Janie talked about is okay, this data is all over the place and there's this combinatorial explosion of procedures, payer policies and even sometimes different health systems. There can be some cross-product of all of these different considerations you have to take into account. But what's really hard about this problem is doing it real-time in the conversation. So, in any AI product, usually the three KPIs you care about are quality, latency and cost. Now, what we're saying is we want you to do this real-time in the conversation, guiding the clinician. How do we do it in a way that does not break the bank? But we're using — But we also need very intelligent models because you're working with this cross-product of data and this, all this context layer as well. So you need high intelligence and high-quality because you don't want the alert fatigue but you also need to be fast and cost-effective. And so that's where a lot of clever engineering goes. It's okay, without getting into all the details here, can you model these policies in some intermediate representation or other things that you can do that can make this problem tractable? And of course, the Pareto frontier is always changing but we are also trying to do this now.Model Strategy: Third-Party Models, Proprietary Data, and Medical ConversationsJacob [00:18:26]: What implications has that had for what you take off-the-shelf and say, “ what? We don't need to be world-class at X. We'll just take this from the model providers or from some infrastructure player,” and what you're “No, this is where we spend most of our time focused on”?Chai [00:18:38]: This is, the fun challenge in AI?Jacob [00:18:42]: It changes every three months? SoChai [00:18:42]: Of course, with the shifting landscape, we try to be extremely thoughtful on predicting the trends of where third-party models are going and where we can uniquely go. And, sometimes when you talk about AI models, we're the models are just going to get infinitely better. But I don't think... It may be in the grandness of time you could say that but, within every month, every quarter, there's specific ways they're getting better. They're training on a lot more, coding data to be better coding agents, for example. And soChai [00:19:14]: We have to think about where are the things that won't — unique data that we're uniquely training on or to step back a little, where is a proprietary model bringing advantage to us is if it can give higher quality or lower cost and latency for similar quality, very similar to many other companies. And when we can do that is when we have proprietary data. So, for example, we have on the order of eighty million or hundreds of millions now getting close to of medical conversations.Jacob [00:19:44]: It's insane.Chai [00:19:45]: This is a unique data set. And this data set, it's very interesting because this data set is effectively a large part of the trace between the patient and the provider. That's where the quote-unquote debugging happens in healthcare. We have these traces at scale, as in as, our CEOs even called it, an exhaust that comes out of our product. And so when you have these traces, that's how you can train better agents on certain use cases, whether it's your transcription diarization use cases or so on or like note generation models and we can do that much cheaper and faster. But we're always also working with these third-party model providers. We closely collaborate with them and that's how we predict where the trends are going. The thing that I think about a lot is that, I know that the model providers are going to train much more on agentic workflows and so forth, so that's great, so that you have a better agentic harness. But the other thing that's interesting is that the model providers, because a large class of the consumer model providers is healthcare queries, that they might, optimize to train a lot of healthcare data to encode the knowledge in its weights. And this is just a great thing for us as well, where the off-the-shelf models can keep bett-getting better at general healthcare information, such that what our strategy is, we have a constellation of models, we can use something for this, that and, we only care about, at the end of the day, the best product experience.EHR as File System: Agentic Workflows and Real-Time InterfacesJacob [00:21:07]: And, you have, overall capabilities improving. I'm curious, as these models get better, is there something you look at and you're “, three months ago, we really couldn't do that but God, the the latest models really allow us to do it”?Chai [00:21:19]: So here's something interesting that I've, been toying with. So all models are... This wasn't super obvious a year ago but now it's become clear and clear that almost every agent is a coding agent underneath the hood? So you give it whatever file system, it can write its own code and so forth. So when you think about within healthcare and the use case that we have, you can think of the EHR effectively like a file system. It's just — it's a storage of all this information. It's a lot of information there that cannot fit into the context window, at least of today's models and you want to use that context effectively for all these product use cases we're talking about. And so if you have better agents that can, manipulate data, read that data, treat it as a file system as we see they're going and we know model companies are investing this way, then that very directly benefits us.Swyx [00:22:09]: Yeah. Okay, cool. Again, just establishing basic things. But we're going back to the model stuff. I'm really interested in double-clicking more on the real-time, element, which is pretty important for both of you. Is it — Is real-time just batches of every one minute, every five minutes? Is that how we do it? Or is there some more native, genuinely real-time in the sense that OpenAI has a real-time API or Gemini has a real-time API?Chai [00:22:35]: Yeah. Yeah. So today it is more on the on the batch basis but there's interestingChai [00:22:41]: Prototypes that we have that we're still not fully, full time, voice in text out or in that sense. But, can you trigger your models, your agents or agentic workflows, depending on the right times in the conversation?Chai [00:22:58]: And so you can imagine, different techniques to bring this latency down and, you want to bring the feedback loop down as much as you can. And so a lot of clever engineering there without fully... Maybe one day we'll do full voice in and text out, train a model to do something like that.Swyx [00:23:15]: You do — People don't want voice in voice out?Chai [00:23:18]: Now we aren't creating experiences that are, during the conversation, inter — It's almost likeSwyx [00:23:25]: Might be too disruptiveChai [00:23:26]: Too disruptive until, who knows, maybe eventually you could have full voice agents once we — the quality and we improve the comfort of the technology. But right now gra — that change is much more gradual and it's more text focus, text out.Janie [00:23:42]: And so much of currently what our product is trying to do is allow a clinician to focus on their patient and maybe at some point but right now patients, clinicians don't want a third voice, at least in a literal voice in that room. And so how do we be there with all the contacts and information ready at hand when there's the right moment?Personalization: Individual Doctors, Specialties, and Health SystemsJacob [00:24:03]: Jenny, one thing I'm curious about is how you think about, personalization in the product. I imagine, every doctor is a special snowflake in their own way, has their own way they like to do things. There are probably a bunch of different approaches you could take to doing that, both within the model layer itself but then also just with clever prompting or engineering. How do youJacob [00:24:20]: Deliver on that?Janie [00:24:21]: It's such a good question. Personalization is massive for us. We think about personalization at three levels. The first is at the individual, the second is at the specialty level and then the third is at the health system or the organization level. To your point, there are a lot of individual preferences. You-When a note is produced, it almost is a reflection that is so deeply personal of a doctor's work and how they give care. And so do they have preferences on things like style? They might want bullets versus paragraphs, really concise versus comprehensive. They also might have phrases that they really like to use or the templates that they want every note to be structured. And, we see it in our feedback all the time. We want two spaces in between sentences or I refuse to use this tool. And so that's something that we've had to build in. And the tricky part is how do you make sure that stylistic preferences don't interrupt accuracy and quality and that's something that we've really had to refine and hone over time. Second is at the specialty level. A cardiologist note or workflow is going to look very different from a dermatologist workflow.Jacob [00:25:32]: I assume cardiology notes are the highest stakes for you guys, given your CEO is a cardiologist.Jacob [00:25:36]: It's “Oh my God, make sure we get this one.”Janie [00:25:37]: Shiv, our CEO, is still a practicing cardiologist. He rounds once a month. And so, first call when we want just quick and easy user feedback too.Janie [00:25:46]: But, specialties require a lot of personalization, both in terms of what does the product look and so we make sure that as new users onboard, we catch that and the product proportionally reflects that. But also on the back end, evals at the specialty level, they are hard-earned to calibrate and get. What does a really great dermatology note look like? What makes it complete? What makes it compliant and billable is very different than a primary care doctor. And so it's not just about what does the product experience look but on the back end tuning and really deepening our understanding for the specialists. What does great output look like? And that's, a problem that we need to calibrate internally, externally, online, offline but, takes lots of cycles but is necessary in a high-stakes environment. And then at the health system level, for products like clinical decision support, you have health systems who've spent years or decades refining their best practices and they want to know, “Hey, we love your clinical decision support product but how do we embed our own hospital guidelines into them to inform clinicians before, during or after a visit what brest — best practices should look like?” And as you think about, deepening moats as well, when health systems, trust us with that data, allow us to productize it and directly into the clinical workflow, makes us a really great partner to health systems who want to build something that truly meets their needs, their practicing guidelines.AI Slop, Memory, and Product Data FlywheelsChai [00:27:23]: And I want to add onto that. The for the clinical documentation problem, it's very similar to AI writing that doesn't feel like your own and then we call that slop. But the way I describe one framing of slop is like AI without context. But we have all that context and both the clinicians, can have it and can guide it. And so part of the other interesting exhaust for us is, memory is, one of these new systems recordsChai [00:27:49]: Almost.Janie [00:27:50]: And we also have all the edits people make on our product and when you think about a data flywheel and how we get better over time becomes really powerful as a mechanism to just going deeper in personalization.Jacob [00:28:04]: It's interesting. I love this idea of working with systems on the guidelines they built up over a long time. I feel like so many of the best AI app companies today are... The question is: How do you take the expertise that a law firm or a bank has built up over many years and then add that as context and also a special sauce over, a an AI tool? And so seems like y'all are really doing that very effectively.Janie [00:28:24]: We're now starting to have our customers ask, “What are other customers doing?”Janie [00:28:28]: “And how are they doing it?”Janie [00:28:30]: And as we think about having visibility across such a large set of care being delivered right now, a really interesting place we could also partner.Swyx [00:28:40]: I'm just curious. I — This may be a nothing question but, how different are health system guidelines from each other? Don't they all converge to the same thing? And if not, where do they differ?Chai [00:28:52]: At a really high level, they're going to talk about very similar things but the difference is probably in some more of the details. “Oh, you should refer to specialists only when XYZ conditions are met,” or so forth and maybe different organizations have different practices and guidelines around that. But high level, talking about similar things but the details are what, of course, that shapes the context and the decisions you make.Swyx [00:29:15]: And this all goes into the context engine and it might affect the notes but maybe not.Chai [00:29:21]: The — For these local pathways, we're definitely thinking about it a little more for our clinical decision support product.Chai [00:29:26]: So yeah.Swyx [00:29:27]: Which is your stuff, yeah.Swyx [00:29:28]: And then the memory which you raised, let's just tell us more about that. What have you tried in memory? What's the structure of the memory? What works? What doesn't work?Chai [00:29:38]: There's, of course, many different ways you could do memory, where it's okay, can you bake it into the model weights or can you do it in some external store? For us, what's interesting is, of course, when you think the models are rapidly changing, whether it's in-house or third-party, baking into the model weights, sometimes you worry that it could be a little throwaway. And so, how do you... You need to find a way that you decompose the problem, the preferences from the underlying models and so forth. The thing we're right now most both that's easiest to start with and we're excited about is having, a separate store for memory, where you have, for example, a memory sub-agent that's, working in the background, figuring out what are the important parts of the clinician's actions that we want to remember for the long term. And then you can also imagine, other things where in the — you have background jobs that are running that are collating these, memories similar to Sleep, of course and what other pattern, patterns products do as well. Learning over all these action, all the action data we have, again, note edits, the conversations they did and the actual transcripts.Evals: LFD, LLM Judges, and Clinical SafetyJacob [00:30:40]: What about evals? How in the world do you... It is such a complex product surface area. We would love to hear you riff on that and also how has that evolved? I'm sure you've gotten better at it, so any learnings along the way.Janie [00:30:50]: From an evals perspective, we, from day one when we build any new product or feature, we think about, what does good look like? And there are table stakes things like clinical safety but then you start to get deeper into what does good quality look like. And when you go into something like our core product, there's stuff like style and completeness and there's things like does this note become something that can be billable, which is very high stakes for a health system. We have a number of ways in which we get confidence for this. We have, internal in-house clinicians who do what we call an LFD process to give us our very first pass at is this or isn't this a good enough output, look at the effing data.Jacob [00:31:41]: LFD?Chai [00:31:42]: That's why I was smiling. I was “Is Janie going to mention what it stands for?”Jacob [00:31:46]: I was not... There's like a million acronyms.Jacob [00:31:48]: How am I supposed to know that I don't? So “Oh yeah, of course, an LFD.”Swyx [00:31:51]: I've never heard of LFDs.Chai [00:31:53]: It's a bridge for sure.Janie [00:31:55]: I got through three days and then I had to ask someone.Janie [00:31:58]: I thought it was just me that didn't knowJanie [00:32:01]: It's our internal process.Swyx [00:32:02]: But look at the data as a meme in ML, ‘cause you tend to not look at it. You just want to look at number go up.Chai [00:32:06]: Exactly.Swyx [00:32:07]: But yes.Janie [00:32:08]: But so, we make sure we look at the data and then as we think about all of the components of good output, we, one, create LLM judges across all of these and we make sure with annotated data and either internal or external evaluators, we feel like these judges are calibrated. And then depending on the stakes, we also work with in-house and third-party evaluators across all of these before we ship any big change. And the goal is, in terms of evolution, how do you go from this process taking months, down to weeks, down to days? Some of it is, a true science and ML problem. A lot of it's also just, hard operational work. Have you planned ahead in terms of what you need? Have you really optimized the capacity that you need across all of the different specialties you need? Have you gotten a really good sense of which third parties are great to work with for what use cases? This takes a lot of domain, expertise and, lots of mistakes and errors in figuring that out. And so as much of it is an ML problem, so much of it has also been operational gains that are hugely important, where domain-specific expertise is everything.Specialty-Level Evaluation and Progressive RolloutsJacob [00:33:23]: But it's funny, ‘cause I feel like people talk about healthcare like it's one giant market and the reality isJacob [00:33:26]: It's, dozens and dozens of sub-markets. And so it feels like in your evals you have to build that up across the board, probably.Swyx [00:33:34]: And is specialization the primary cardinality at... That's the word that comes to mind.Janie [00:33:40]: Sometimes, depending on the product or the use case. And so if we're making a note improvement or feature for a particular specialty, definitely but we have products that are for nurses. We have products that, are really aimed at making the document or the output a lot more billable. And so we'll want to work with coding teams and not necessary clinicians. And so likeJacob [00:34:05]: Coding meaning healthcare coding.Janie [00:34:06]: Yes. Yes.Jacob [00:34:07]: NotChai [00:34:07]: Yes. I see you.Swyx [00:34:07]: Other kinds.Janie [00:34:09]: But is this output proportional to the work that was delivered? Is there sufficient documentation to justify the amount that a health system may end up charging? And so, specialty sometimes but also domain, very different across all of the different products that we're working for. And building out that network is, not easy and is where a lot of our operational investments have gone into.Chai [00:34:35]: And I view a lot of analogies to self-driving cars here, where, part of it is we really want progressive rollout of features to test in the real world is this useful? Is this going to work? One big difference compared to past lives is before I'd build a product, maybe I'd alpha it and then I'd like GA it the next week, ‘cause I'm “Go, move fast, ship,” and whatnot. But the mentality is like you... I want to make contact with the reality as quick as possible but I want a progressive rollout. Because as much as I get as large of an offline eval set, I want the distribution of that to match real-life distribution. And over time, by rolling out early, similar to Waymo has a tagline, “The world's most experienced driver,” another thing that can, at least linearly increase for us is, both the size of our evaluation offline and online, that and it all feeds back.Janie [00:35:25]: Something that's been earned over time, speaking of evolution, is just the trust we've gotten with customers. Historically, a lot of these health systems, when they bring on new vendors, their release cycles are quarters, sometimes twice a year. We've gotten our customers onto monthly release cycles, which is pretty fast for health systems but what is more exciting over the last, call it, few quarters, has been, a subset of our customers have said, “We want to innovate with you. We trust you,” and we have a pretty, decent chunk of our customers who say, “We'll develop with you outside of these monthly release cycles. We have a higher tolerance. We know that the stakes are very high but we want to be the first ones using these products, giving you feedback.” And so for a pretty substantial set of our customers, we've been able to convince them to be able to ship, in this gradual way before GA. Something we talk about a lot internally is, trust is earned in drops, earned in buckets and so we still can't do what I used to do when I worked at Loom. We had 30 million users. I'd just be, rolling out experiments left and. The bar is still quite high for iterative rollout but because of the trust we've earned, we're able to learn at pretty high volume very quickly.Privacy, HIPAA, and De-IdentificationSwyx [00:36:45]: Your scale is still pretty huge.Swyx [00:36:47]: One thing I want to... We were going to go into scale? In a sec. One thing I wanted to call up, follow up on evals, which, again, just coming from a generalist engineer point of view, just thinking through what would people be scared of in doing this, the privacy and HIPAAJacob [00:37:00]: Elements of this. I have zero experience in that. What do you have to do? What is surprisingly not that bad?Chai [00:37:06]: So one thing that's really important here from a compliance perspective is very much that any of the data we use needs to be de-identified, any real-world data we use as a basis of online eval sets we're learning from. And so you have to — And there's, very clear, government guidelines, what counts as PHI. And so we've even have built models that can take, for example, a clinical transcript and remove all the key PHI indicators and so you have a scrubbed/de-identified version. And then once you... And so one thing that's important is first you've got to get confidence in that model in the first place? And prove that out. Because, now you have, multiple probabilistic systems on top of each other.Chai [00:37:46]: But once you have that, then you can train on it use it for evaluation and so forth, provided one of the cool things also that you can do from a business side is the right data contracting as well with your partners.Jacob [00:37:57]: Is the anonymization one way? Once it's done, you cannot undo it? Or is there someoneChai [00:38:01]: YesJacob [00:38:02]: Who holds the master key that can... Yeah, okay. So it's one way.Chai [00:38:05]: It's one way. Yeah.Jacob [00:38:06]: That's how it works. I just wanted to... Because, there's a lot of this, learning from feedback and everything that, you would want to debug more but you can't because you just physically don't allow yourself to.Janie [00:38:17]: Some of it's also written in our customer contracts in terms of who can or can't access PHI data, how long do we retain it,Jacob [00:38:27]: Very goodJanie [00:38:27]: Before it gets de-identified. And so we have a pretty high bar for who can access that PHI data, just to make sure that we always respect our customer data and privacy. But that's something that we partner with our customers on too, to make sure that as we want full, as close to precision as possible in that qualityJanie [00:38:48]: We can still use it.Jacob [00:38:50]: But it'll be fascinating to see how that space evolves? Because you think about, I used to work at a company that, did a lot of healthcare data in the cancer space and if you asked, the average cancer patient, “Hey, do you want people, do you want other patients to be able to learn-”Chai [00:39:03]: Take it.Jacob [00:39:03]: “... Learn from your experience?”Chai [00:39:04]: Take it all.Jacob [00:39:05]: They're “Please.”Jacob [00:39:06]: “I'd love, nothing more than for other people to be able to learn fromJacob [00:39:10]: The experience that I had.” And so in the past it was a lot harder to do that learning. But with this technology, that might really be practical and so it'll be fascinating to see how that continues to evolve.Chai [00:39:21]: There's so much in our data set of 100 million conversations.Chai [00:39:26]: You can imagine things like insights that you can give to the clinician. How could you, oh, how could you have reacted to this? In coaching or insights around, which treatments are effective or, like... Because you have this, again, this data source that was never captured before but that's, where, intuition or experience is created from, going back to this idea that the conversation is the agent of truth.Operating at Scale: Reliability, Cost, and Token EfficiencyJacob [00:39:46]: Back to the 100 million conversations, I feel like you have this insane scale that maybe only a few other AI app companies have and everyone else dreams of. So not everyone has had to confront this yet but maybe just talk about some of the challenges of operating at that scale and what, our listeners have to look forward to if they ever get to this level of scale.Chai [00:40:05]: At large and larger in scale, so of course there's a general, infrastructure reliability. When you... In any given startup, you're building the plane while it's flying. So there's some notion of that. But what gets interesting on the AI and ML side for sure is this, as you get at more and more scale, so one, you have the data to first and foremost do this. But, you start thinking about costs or infrastructure in a whole different way at scale versus, a prototype.Chai [00:40:34]: You can use the most expensive model, you can burn as many tokens as you want but when you're doing 100 million conversationsJacob [00:40:41]: Token max on leaderboards are less upsetting than that context.Chai [00:40:45]: . When you're doing that and so that comes for we have the data and we also have the team that's able to post-train based on this and you can optimize for efficiency, especially in areas where you believe that maybe a lot of the quality headroom is less so and you don't expect the other off-the-shelf models to go that way, such that you want to do, efficiency maximization, in terms of compute and tokens.Jacob [00:41:08]: I feel like you guys live in the future in some way where most use cases today are really just in use case discovery mode, where it's “God, I really hope I can find something that can get to scale,” and so you're always going to use the most powerful model. And then the few things that do get to this level of scale, you start to do those optimizations.Chai [00:41:22]: It's a natural trajectory where it's like zero-to-one, we're not talking about any of these optimizations.Chai [00:41:26]: But when maybe we're in the one-to-100 or so forth, then we're in optimization mode and, what works out really well is you've got all this data from zero-to-one that lets you do this.What Comes Next: The Conversation as the Shared Healthcare PlatformJacob [00:41:36]: That's fascinating. I feel like one thing that's so interesting about the Abridge footprint is that you're in the doctor-patient visit in real-time. I always like to say, there's like probably 50 years' worth of product you could build on top of that. What gets each of you, I don't know, what are you most excited about building, either in the short term or medium term or even, long down the line?Janie [00:41:53]: Something that I get really excited about is that the same conversation can serve so many stakeholders. If you think about the conversation, a doctor needs to know what is the documentation, how do I make sure that this fully represent the care I gave? A patient needs to know, “What the heck just happened? This was really overwhelming. What are my next steps?” A payer needs to know, was this the proper and appropriate care given? A pharma company might want to know why isn't this drug being properly used or is there a good candidate for this clinical trial that I'm about to run? And where I get excited is that our product and our platform and our infrastructure can be the same product across all of those things and start to what's today, separate, very expensive, complex systems that serve each one of these stakeholders in very different ways, start to collapse all of that into a singular platform that enables not just more efficiency across the board but also better outcomes for everyone. And, all of us experience healthcare in probably very painful ways and knowing that there is a world in which we can simplify a lot is really exciting to me and it all starts with the conversation.Chai [00:43:15]: It's interesting. Of it very similar to going back to the KPIs that any AI product cares about. How do you increase quality of care? How do you reduce latency to care? And how do you reduce costs? Which is a huge, in healthcareJacob [00:43:28]: They call it the triple aim in healthcare.Chai [00:43:30]: But very similar to building AI products and the thing that really excites me is when we talk about that latency piece, we talked about one example earlier of prior authorization, can you reduce the latency to care? But you can imagine so much more. Oh, as soon as the lab value gets updated, do you have like a background agent that, kicks off and uses all the context to be “Oh, hey, the patient should do this next,” for example. And of flagging that to the clinician who's always in the loop but reducing that latency, to care. And then you can imagine this is much further down the road but it's like even connecting that to the direct patient and the consumer. And so how can you, how can you build a bridge to all of these things?EHR Partnerships and the Clinical Intelligence LayerJacob [00:44:10]: Very cool. The connections piece is just an ever-growing thing. And one of the key partners is the EHR and I wonder what that relationship is like. Will they, look at this as, something that is valuable enough that they want to own someday?Janie [00:44:29]: Our partnerships with the EHR is, we know that we have to be extremely close partners with all the EHRs who we partner with. Being able to not only pull and push all of the data into the right places is, not only table stakes, if we can't do that, health systems don't want to use us. The second and the reality of today is clinicians spend a lot of their days in the EHR. So much of what allowed us to win in the largest health systems was pretty direct and, very close partnerships with some of the largest electronic health records that allowed us to pull and push data with APIs that weren't ready out of the box. And clinicians want to save clicks. Anytime we introduce a new product that, adds two clicks for them in their day, they're “We're not going to use it.”Janie [00:45:21]: They have 15-minute back-to-back appointments with their patients. They're spending, hours during pajama time doing documentation. Every second and every minute counts and so we really think about being deeply integrated into the EHR as also table stakes to getting real usage and adoption. And anything that we build or introduce, we really talk about earn the right internally a lot, which is we have to provide so much value or save so much time that people will use us. But those are the two things that are close to us, is we know that the product won't be used unless it is deeply interoperable.Chai [00:46:01]: And strategically, to your point, it's like what does EHR want to own versus us? EHRs are really focused on the clinical workflows and so forth but some of the things that we're talking about here, I do these traditionally are outside of the domain where it's oh, connecting pairs and providers together with provider policies or the clinical trial matching, as Janie brought up. And so these are, entirely — we position ourselves as building this entirely new intelligence, clinical intelligence layer across, again, providers, pharma and, payers.Chai [00:46:33]: And so that's a it's a whole different ballgame that we try to playChai [00:46:36]: In combination with them.Jacob [00:46:37]: But it's like a different layer of scope.Healthcare AI Regulation, Technical Depth, and What Changed Their MindsJacob [00:46:39]: I'm curious, you are both relatively newcomers to healthcare. People have these, there's lots of futuristic healthcare AI takes of “Oh, everything will look different.”, now that you've been in healthcare for a bit, you live at the edge of AI, what have you, changed your mind on around this, as you think about what healthcare looks like in ten, 20 years? Any updates to your mental model from the time being close to the problems?Chai [00:47:02]: One thing that IChai [00:47:04]: Was hesitant about before and it's a common thing when I'm trying to recruit engineers that people ask me around, is definitely oh, healthcare, heavily regulated space. And it is, rightfully so. You want to keep, the patients at the end of the day safe. But one of the interesting things that, is a that surprised me how much it is coming to the company is there's a lot of really favorable regulatory tailwinds as well. Where you think about, government really wants interoperability between all these systems that we talked about and so agents can access this information. The government just in January, the FDA released updated guidance on clinical decision support, what I work on in such a way that they used to have guidance from like 2022 that required you to have, mention all these options and do all these other things but it's a very forward and forward-looking way. And so for me, what's been really cool to work on is this, there's this very special moment both in AI in general, we all know that but there's a special moment also regulatory in healthcare as well.Janie [00:48:05]: One thing I would call out is for the very reasons things are higher stakes or, potentially considered more difficult in healthcare, it's where some of the hardest AI problems will get solved first, just because the bar is so high. When I first joined, I was “Oh, this is where we'll be on the tail end of where, all of the AI innovation will be able to be applied.” But when you think about, zero error evals or multi-step workflows that have really low tolerance, a lot of the innovation will happen here just because we have to or else we can't ship.Jacob [00:48:42]: ‘Cause like in other domains, you'd much rather just solve the 80%-is-good-enough problems firstJanie [00:48:46]: 80/20 doesn't work hereChai [00:48:48]: And building off that, traditionally, there was a bit of stigma that, oh, healthcare companies are not that interesting from a technical perspective or I've seen that or faced that myself. But these are really hard and fun problems from a pure technical perspective beyond just the impact. How do you bring the latency of this thing down and make it really high-quality?Reducing Latency: Clinical Workflows, Agents, and Implementation RealityJacob [00:49:07]: How do you bring the latency of things down?Chai [00:49:10]: Yeah. Yeah. Yeah. So okay, let's answer the latency question. And maybe hopefully not too redundant with some of the things I've said earlier but some part of it is with any latency, you have to like what is, what is really your bottleneck. In a lot of workflows, it's sometimes it's the model itself. And so that's where like our data flywheel, our post-training team and so forth come in so that can you make the models far more efficient. So that's one aspect of latency. But there's whole other aspects of latency where it's okay, on top of that, if you use a constellation of different models, can you use — can you first use like a — it's like thinking fast and slow. Can you use a cheap, fast model that triages and hands it off to a larger model where you get more intelligence and so forth and so all theseChai [00:49:56]: Clever tricks to make it work.Chai [00:49:58]: And by the way, we are totally — we also realize that the parameter frontier is changing and so these tricks will — may not get us to where we want to be in five years but we need to if we want to build a useful product right now.Jacob [00:50:11]: Should we go to the quick-fire or you want to ask more about Abridge? We can stuff everything that's not Abridge into the quick-fireSwyx [00:50:16]: I don't mind. I was — I feel like Janie was on the topic of more long tail stuff, which isSwyx [00:50:21]: Not the eighty/twenty thing and that really matters. And I'll —, if you have any tips or cool stories or just general approaches that have worked for you that's interesting to dig into.Janie [00:50:32]: One of them is even just how we staff our teams looks different than a traditional software engineering team, I'd say.Swyx [00:50:40]: Let's go.Clinician Scientists, Edge Cases, and Evals at ScaleJanie [00:50:41]: We have a bunch of folks with different roles who are clinicians and so we have this role called the clinician scientist and I heard one of our leaders refer to them as mutants recently. But they are people who've had clinical backgrounds, so MDs typically, who are also deeply technical, somewhere, on the spectrum of like a full stack engineer all the way to like extremely scrappy prompter. But having each of these people embedded within our teams instantly raises the bar for everything that we build because not only are they determining, is this product clinically useful but they're deeply embedded in our whole evals process. And so when we talk about LFDs, when we talk about what is our actual evaluation criteria, you don't want Chai or me creating what those are because we don't have clinical background. But is probably unique to Abridge but has been game changing. And when you think about where the puck is going, you have people build with clinical backgrounds who are technical and where AI tools are going, they just becomeJanie [00:51:53]: More and more, critical and like the killers of the team. And so that's one. And then the second is just the scale at which we do evals to catch that long tail up front before anything ever gets into production is something that we've pretty much like really started to fine-tune, both from a scale but when do we know we need to get several hundred versus several thousand offline responses, what helps us make that quick decision and make this less of an art and as much of a science as possible. But that's also been something we've had to tune over time.Swyx [00:52:27]: And you have partners who opted in to give you those evals.Janie [00:52:31]: So we work either internally or with third-party for offline evals and then we have customers who also agree to give us, whether it's like thumbs up, thumbs down to like choose this or that, a lot of data to get us to what is as close to fully confident as possible.Swyx [00:52:51]: The term that comes to mind isSwyx [00:52:53]: Like active learning on things where you're weak. I feel like it's a lost artSwyx [00:52:58]: Is a lot of the polish that comes into doing something like this.Janie [00:53:02]: Really.Chai [00:53:03]: Hundred percent.Lessons from Glean: Technical Foundations and AI App InfrastructureJacob [00:53:04]: Maybe, on a totally unrelated note, Chai, you had a very, storied run at Glean b

00:00:00:14 - 00:00:14:01 Unknown Gentlemen. I'm not supposed to be here. 00:00:14:04 - 00:00:31:21 Unknown This is a close call. Welcome to Close Course, presented by Pins and Aces, where the mic is open and the drinks are cold. This is the spot where golf meets good company athletes, artists, reality stars, and the pros who live on the greens. From tee boxes to tour busses, from green rooms to greens. We're asking the questions you won't hear anywhere else. 00:00:31:23 - 00:00:44:14 Unknown We talk sports. We talk life. We talk everything in between. No scorecards, no pressure, just good vibes and stories that will make you laugh, think and maybe even grab your clubs. So let's tee it up and let it fly. 00:00:44:16 - 00:01:05:07 Unknown Hello everyone and welcome back to your favorite golf podcast, Close Course, presented by Pins and Aces. I'm your host. Play Corson here with my co-host, as usual, Eric, Nick and Liam. And before we get into it guys, we got some exciting news regarding Closed Course the podcast. We are now partnering with Guerilla Sports. You guys, you're going to see us everywhere. 00:01:05:08 - 00:01:19:29 Unknown They're an incredible con, some new content, some new clips. We're just leveling up. We're leveling up and we want to hear a lot of what you guys want to hear to. We want more of what you guys want to see more of what you want to hear, more guests you want to hear from. But we're excited. We're excited to partner with Girls sports. 00:01:19:29 - 00:01:35:21 Unknown Going to be something big for close cause yeah, it's really good. And you know, we've talked about it for a while. It's like, hey, how do we level up close course, how do we pump out more content? And now we've got the professionals behind it, you know. So yeah it's great. I'm really looking forward to it. It's exciting. 00:01:35:21 - 00:01:50:20 Unknown It's funny thinking about it like two years ago when the podcast was like me, you, John, would like talk about conspiracies every week. Yeah. Like we would film it with like one camera. Then it got better with you guys and Evan. Then we got three cameras set up. But yeah, now with them, I think it's going to be even more legit. 00:01:50:21 - 00:02:05:09 Unknown Yeah. Next level. Exactly. I'm excited. Yeah. I mean, I feel like it's exactly what we've we've been the rebrand, if you will. Seven months. Five months. Yeah. Yeah five months. So no I'm excited because like like I said, I think the more content the better. I know people want to see a lot more from us and hear a lot more from us. 00:02:05:09 - 00:02:21:22 Unknown So. So yeah. And grow the sports. They're just a national media and production company based out here in Colorado. So it's local, which we love that we love that they're known for their high level content, athlete access and building shows that actually move online. So you're going to be seeing that you're going to see a lot of collaborations with girls sports moving forward. 00:02:21:23 - 00:02:43:10 Unknown The show is going to stay the same. Show is going to stay the same, you know, but it's still going to be us talking golf and interviewing celebrities. And I think it's cool because we're still in the same studio at our HQ, and these guys brought the professionals to us and got the new camera set up, you know, all these different things to elevate it, but keep it still in our studio here at HC. 00:02:43:10 - 00:03:00:04 Unknown So that's pretty nice. Yeah, I'm really excited guys. And leave the show and go back to work. Exactly. Yeah. People forget we got the day jobs. We were still run a company pens. And I honestly forget that sometimes. Yeah that's right. Yeah. Blake's like, can you guys make it there? It's like, yeah, we'll be here, man. It's Monday at 1:00. 00:03:00:05 - 00:03:13:25 Unknown It's so true. We'll definitely be here. Well, I don't think we've had a catch up since the Masters. I think the last time we talked, just us was. Yeah. Pretty master. Yeah, it's been a minute. We've had a lot going on. Yeah. Really busy voice right now. Yeah. If you can't tell, I've had a hell of an April man. 00:03:13:25 - 00:03:29:26 Unknown I've had a hell of an April. I did Coachella for seven days because I went to four days, Coachella, three days in LA, and then back for one day when Savannah, Georgia, for three days back for one day. Went to Stagecoach for five days. Now I'm back for one day. I go to Nashville for six days. So it's been a hell of a month. 00:03:29:26 - 00:03:51:24 Unknown It's been a hell of a month, but it's just thinking about to be back, man. Yeah, it's been a lot. I mean, that's that's a lot. So when you're at Coachella, I mean, I don't really know what it's like a music festival and there's different people. I saw this, like Instagram graphic that was like Coachella lost money in his first year, you know, and the guy put all this money into it and sold his house and you know, or whatever to, to fund it. 00:03:51:24 - 00:04:06:19 Unknown But what is Coachella like? Yeah. Where is what is it? It's funny you say that because I saw that too. And I was like, you know, I've never done research on Coachella. Like, how did it start? Would it begin in 1994? The the founder of what is now Goldenvoice that runs Coachella, Stagecoach and a bunch of other events. 00:04:06:24 - 00:04:25:08 Unknown He's all over the world. He had this back then. There was no music festivals like it wasn't a thing. So he was one of the first ones to do it. And so he created this music festival and everybody thought it was going to fail. They were like, this is ridiculous. But he was like, he had the idea of instead of getting one massive headliner, you get a bunch of smaller ones where people don't come for one person, they come for the entire lineup. 00:04:25:08 - 00:04:45:19 Unknown And that's like a revolutionary thing. But the first year got his ass kicked, lost $800,000, sold, is sold his house, lost everything, sold his car, started to build it up again. And then Woodstock 99 happened and scared everybody away from music festival because I was such a shit show. That was Limp Bizkit. Yeah, Limp Bizkit and corn. And it was like crazy, you know? 00:04:45:20 - 00:05:04:22 Unknown It was like, yeah, all the crazy, like it was horrible. So brands backed away and they were like, we're not touching music vessel. So then he lost everything again. Lost his house, lost his car, lost his wife. But he didn't give up. And he stayed on it and he slowly built it. And then I think he said in like 0304 he got Rage Against the Machines as a headliner and sold like, you know, 50,000 tickets. 00:05:04:22 - 00:05:23:13 Unknown And then from there, this last weekend was the biggest two weeks. So it's over two weekends, same lineup every day for two weeks. Well, the weekends. And he made $200 million in 14 days. What is it like? My buddy goes to this thing where they camp out in a desert, Burning man. Is it like that? Like, where is Coachella? 00:05:23:13 - 00:05:50:20 Unknown Where is it at? It is a desert. It is in the desert, but it is stage. And like people are just on the lawn. They camp out there still. And what do you do? There's like what, three know. There's big stages and then a bunch of little like activations I think Coachella. So there's 200 artists. It's massive. What Coachella I want to say there's yeah there's actually I think there's now like three main stages at Coachella and like 5 or 6 small stages and then like a whole bunch of even smaller like stages that you play like activation brands and things like that. 00:05:50:20 - 00:06:09:00 Unknown And it's I will say it's turned into it's more you go for the party now. Still there are still people go for the music. Don't get me wrong. And it's one of the most beautiful, well put together, cleanest festival you'll ever be. It's never art. It is. Yes, they have art installations. It's very California, you know. Where is it? 00:06:09:02 - 00:06:27:01 Unknown So it's in desert. Yeah. So palm flying to Palm Springs, and then you drive into Indio, India. Indio. And it's just a big open field, basically open. It's an old polo club that they turn into. Where do you stay there like hotel. So that's the hardest part. That is the hardest part. So you can camp but it's obscene like we're talking just for there was. 00:06:27:02 - 00:06:44:21 Unknown I remember we were looking because this year was crazy with Bieber like ticket. We broke all the records, tickets, price, everything. He broke everything. Merch. He sold like $7 million worth of merch the Friday before his show. The first weekend. Just alone. Just insane stuff. A we were looking online because we wanted to get our own place because we were bringing the kiddo. 00:06:44:23 - 00:07:00:13 Unknown I was working so like, it's hard because I was playing. So we were looking and for a truck bed in the campground where they have like a topper, $6,000 for three nights a week. That's when they supply the truck. They supply the truck bed, but you sleep in the truck bed for $6,000 for three nights. That's how insane it is. 00:07:00:14 - 00:07:28:24 Unknown So the house and the house is now the crazy part is it's become a business. Obscene. It's become a business where I remember brands and like rich people very well off successful people will buy houses out there and completely just redo them and make them massive. We're talking resort style pools, arcades, basketball courts, all this, and they will make their mortgage the month of April because they'll do three weeks of $20,000 a night, like just boom, because, you know, 12 bedrooms kind of thing. 00:07:28:24 - 00:07:50:20 Unknown So where did you guys stay? So for Stagecoach, we stayed that money. No, no, no. But why would you spend it if you did know. Exactly. Yeah. But remember. So I played Stagecoach, I played the honky tonk, which is like the big stage at Stagecoach in 2022. And we got remember that house we stayed in? Yeah, that was this massive house, like massive house for like I posted for it. 00:07:50:20 - 00:08:05:29 Unknown All of us posted for it and I think I paid like five K and it's normally like $60,000 for the weekend and I paid like five K. Wedding venue. It's a wedding venue. It had everything a recording studio. It had basketball court, pickleball court, tennis court, Olympic sized pool. It had like 12. It was insane. It was just insane. 00:08:05:29 - 00:08:27:05 Unknown So that is like it's one of those festivals where like, it is like when I was walking out on Sunday, I was walking out because we brought my kiddo and it's literally your FYP page, like it's just all celebrities. And I was going out through like the artists VIP area, just all celebrities, all the Instagram models you see on your FYP, all the fucking streamers. 00:08:27:06 - 00:08:45:21 Unknown You know, there's massive streamers right now, like speed, all those guys, neon, they're all walking by. It's a wild thing, man. And you see Ashton Kutcher, you'd be standing next Ashton Kutcher are those guys. Are they getting free like tickets just because they want to be there? It's it's not only from the festival that because that's three. Yeah yeah brands. 00:08:45:21 - 00:08:59:25 Unknown So I went I actually went to church with Stagecoach. So they gave me a bunch of artist passes. But usually it's brands like a brand like T-Mobile will be like, hey, we'll give you five passes you have to post for us, and they'll pay you sometimes and stuff and they'll put you up. And so it's just it's turned into a whole. 00:08:59:27 - 00:09:30:15 Unknown It's just a monster, man. It's just the most insane, exhausting, but also like, really cool, like I saw. I mean, the last couple of weeks I've seen obviously Justin Bieber, Sabrina Carpenter, hoodie and the Blowfish, Post Malone, third eye blinds. It just goes on and on. It's the most random musicians, but music and John was but it's it's incredible because I mean that was one of my favorite memories was I can't remember what year it was, but we were standing there in the VIP bar, artists backstage and Mila Kunis like fangirl too, over him and G. 00:09:30:16 - 00:09:48:18 Unknown Yeah, it was wild. And Mila Kunis is like talking to them. And I'm here having drinks and we're doing shots at the bar. It's me. Scooter Braun, Ashton Kutcher, and Matt Stafford. Yeah, yeah, we're just chopping it up for 30 minutes. Y Miller's fan girl. Yeah, yeah, it was wild. She was like, are you two? Because we weren't public yet, so we were so private. 00:09:48:19 - 00:09:59:06 Unknown And she was like, G and blade. She was like, are you two dating? And we were like, yeah. She's like, am I one of the first people to know this? And so is kind of we got all on film to every dog for got. It was a cool moment. We'll get you guys those photos. Yeah. Yeah, it's really cool. 00:09:59:06 - 00:10:15:12 Unknown But that's just the way it is. It's you'll you'll be in like, the artists VIP and you'll just be standing next to like, yeah, you'll be having shots with whoever. Imagine you'll just be, like, standing next to Sweeney or Kendall Jenner and. Yeah, thanks for inviting me. I remember that next year, Sidney, this year, like, who's the guy who? 00:10:15:12 - 00:10:35:04 Unknown Just one. Or he was like Frankenstein, you know? And he's part of euphoria. The tall guy that everybody fucking upset Jacob Elordi or something. Yeah. He got caught by like a fan in VIP making out with Kendall Jenner. I guess they're dating. You know what I mean? It's just it's a wild, wild experience. But if you haven't been, people get scared of it because, like, oh, it's just influencers and celebrities, like, don't get me wrong, it is. 00:10:35:06 - 00:10:52:08 Unknown But there's 250,000 tickets sold over two weekends for Coachella. 15% of that is influencers. So it's really an incredible festival. If you ever get a chance, there's a reason people go back, like there were people who were talking to have been like 15, 16 years. And it goes, it's not just like 7 to 10, is it like all day? 00:10:52:11 - 00:11:14:24 Unknown It's Torcello. Very much so. Yeah. Coachella. Ope door was at three, closes around 2 a.m. maybe. But then during the day the brands do like we went to Revolve Fest and you have huge, massive musicians playing, you know what I mean? You go to all these activities. Marvel have bigger artists better than Stagecoach. I was saying up to the point where, like, I kind of just want to go for the parties because they, they have a hell of a lineup, you know what I mean? 00:11:14:24 - 00:11:33:22 Unknown So it's just a beast, man. It's a lot. And you get 20,000 steps in a day. It's just it's crazy. But I always like, regret it. But then, you know, I finished and I'm like, I can't wait for next year. So how long is your set? Each day I play, so I play 19 for somebody or you just it's just you and just dancing and you're doing the shit in front of all this. 00:11:33:23 - 00:11:46:10 Unknown Yeah. I play in, like, this enclosed tent, which is. And I'm air conditioned, which is, there's not many air conditioned. So it's a pretty popular tent. And yeah, I play for 90 minutes. There's like, you know, they have like a lineup play for 90 minutes in this like little enclosed tent. And it's super fun, man. It's a vibe. 00:11:46:10 - 00:11:59:21 Unknown And it's it's like it'll get packed because like Sabrina Carpenter let out and it'll be packed in their shoulder to shoulder, like sold out. And then, you know, all of a sudden the strokes are starting on the next stage and then kind of empty in the next week. So it's a revolving door. But it's fun. It's a really fun spot. 00:11:59:22 - 00:12:16:04 Unknown They're really there for the AC not you. Yeah. No AC in the fucking misery. Yeah. It's so hot out there. Yeah I don't know if it was Coachella or Stagecoach, but Jake Worthington, who was on our pod, was singing with Post Malone. He they called it. Yeah. Last night he called him up and I was like, I literally turned. 00:12:16:05 - 00:12:30:24 Unknown I was like, he's been on my part. He was on a podcast. Yeah, I saw that clip today and I was like, what the hell? Yeah, he pulled up. He's like blowing up. Well, post is such a post. Loves post is such a historian of music. Honestly, like he he might be the most versatile artist of all time. 00:12:30:27 - 00:12:43:23 Unknown Like he could do everything he was. His set last night was really good to, which is insane to think I was just there. I was up till 2 a.m. and you were at when Jake Weddington was there? Yeah, I was, did you see him or say hi to him or anything? No. So I didn't know I didn't. Okay. 00:12:43:25 - 00:12:59:14 Unknown Because he was he was like back backstage okay. Yeah. But what I was gonna say. Yeah. So I posted, you know, obviously he's got this whole thing where he's like gone country now and he's like kind of rebranded. But he played a bunch of his old stuff, which was dope. He did a ton of covers, but he played White Iverson Celebration. 00:12:59:15 - 00:13:22:13 Unknown Yes. What ever since. Circles not celebration. Congratulations. Yeah, he played all those, but it had a country spin to it. But it reminded me of Old Post. And he's such a performer, man. He's such. Yeah. He's good. Incredible. So he was probably my second favorite. Bieber was the best of all three weekends. We were talking about that with thought because everyone was like complaining about the YouTube. 00:13:22:13 - 00:13:36:22 Unknown But then the it's the copyright of music because he sold his whole he sold his whole library, play anything live. Well, he could, but he would have to pay. Yeah, he'd have to pay royalties. So what did he do? So he used YouTube. That's why he used it. And how were how was that amazing. If he's just he was watching my YouTube video, so. 00:13:36:23 - 00:13:52:06 Unknown Okay. So I liked it because he was he was discovered on YouTube. So it was like a very full circle moment for him. He was showing the old YouTube videos that he got discovered on and was singing over top of his old baby voice, kid voice, so he was singing on top of it. To me, it was just very artistic, the way he like, did everything. 00:13:52:07 - 00:14:08:08 Unknown It was like, this is my new self, this is who I am now. Swag the new album. But he was still paying respect and like, you know, to who he was and who he became and how he became famous. And I thought it was like very therapeutic. I'm not the biggest Bieber in the world or believer or whatever they call him. 00:14:08:08 - 00:14:24:14 Unknown But like, even I walked away with that and I was like, so yeah, but I walked away with that and I was like, Holy shit. Like, I got goosebumps. I was like, this kid has been through. So, you know, we don't know. Yeah. But like, he's been through a lot. We know, you know what I mean. But and like we know. 00:14:24:17 - 00:14:41:03 Unknown So it's like it was like he was literally up there like healing. It was cool I enjoyed it. But I get why. Because Sabrina Carpenter's stage was like, well it's like sexual Sabrina. Super sexual. Well, yeah. But it wasn't even that. Like, I went to Lady Gaga last year and it was the most insane stage setup I've ever seen. 00:14:41:09 - 00:14:55:27 Unknown And then Bieber walks out there. It's just him, a fog machine and a laptop, and he crushes it, you know what I mean? So I think a lot of people, that's cool, probably a lot of people. So for a show like that where it's like someone huge, how many people are in the crowd for his stage? I've never so Bieber they oversold. 00:14:55:27 - 00:15:15:15 Unknown I've never seen artists was packed, VIP was packed, gay was I've never seen so many people for Bieber for a that's my fifth Coachella. I've never seen it. So they oversold like like dangerous. Oh no no no. Because I I'll show you some say close to over 100 probably. Maybe more 200. Yeah. Maybe for flat right. Elevated like. 00:15:15:19 - 00:15:32:26 Unknown Yeah. If you're if you're back there you're not seeing shit. Yeah. But they do a really good job of like putting another screen with speakers and another screen. It's crazy like like sounds like I get it, I get it. So you'll have the stage and then probably like 200, 300 yards out for the second half they put up big screens so those people can see the stage. 00:15:32:27 - 00:15:53:00 Unknown And this is going to sound douchey. But like I would never go if I didn't have the artist. Oh God bro I'm never I'm already in like the camp. I don't do many concerts, but the last couple last year Eric took us to Jason Aldean, were backstage. We meet Brittany, you get spoiled, and then we go to Jake Worthington's top at Red rocks. 00:15:53:00 - 00:16:08:23 Unknown We're on stage. We're in his fitting room. I'm like, look at those peasants out there. There. And I'm not, you know, I'm like, yeah, it spoils it for you. Yeah it does. It does for sure. Especially at festivals. It's just festivals are so brutal. But but yeah, that's what I've been up to. In April. So it's been a lot. 00:16:08:24 - 00:16:25:29 Unknown But so do you like baby baby baby pre nut drop or after. It's nuts dropped pre pre baby I like I like the OG the song. 00I like the ogg do the OG. And I was so worried that he wasn't going to play his old stuff. And then he played it all, which was so cool. It was, it was incredible. 00:16:25:29 - 00:16:40:22 Unknown And then I think there's word on the street that he's going to be first, he's going to do a world tour, and then there's word on the street that he's going to do the Super Bowl halftime show, really the world tour. So if he does world tour, he'll actually perform. But the label, the company who owns all the songs would get half. 00:16:40:23 - 00:16:54:09 Unknown And then he they pay him. So it's like, hey, you can sing our songs now, it's his. But then they'd pay him a fee. There would have to be some kind of mutual agreement. Yeah, I don't know what that contract looked like when he sold it. How much he sell it for? Hundred million. Because it's like when Taylor. 00:16:54:11 - 00:17:12:14 Unknown I mean, scooter has all the Taylor's music, so. Yeah. And she, like, recorded everything. Yeah. To big fuck you screwed. Up. I saw scooter fucking making out with Sydney Sweeney. This. Where was TMZ? Oh, no. They've been together for a while. Oh, I thought that. Yeah, that for a while. We could have clipped that here. I was like, man. 00:17:12:18 - 00:17:29:21 Unknown But yeah. So we went to. We went to Sydney soon. He's like little pop up. She had a siren pop up for her lingerie and they did a really good job. It was all karaoke. So she was in there seeing karaoke with fans. I saw her with Riley Green. She did with Riley Green. She did it with Who's the other podcast or the hilarious podcast or like a comedian, the biggest. 00:17:29:21 - 00:17:50:20 Unknown I can't think of the black guy. No goofy comedian. White hair has like a long good thing. Anyway, he was did the honky tonk with Caleb driving crazy. Anyway, he was in there singing with her and it was fun. It was. It was just a fun. What's his name? The guy in tires. 000, no, I love this is awesome. 00:17:50:25 - 00:18:13:02 Unknown I think it sounds like a busy couple weeks, but yeah, it's been it's been a lot. It's been a lot of us have day jobs. Yeah. Well, now for the boring stories. Yeah. Master's party. That was the best party. It was good. I would say that. I didn't know how serious people took golden tea. Oh, my God. Like, I knew people played and like, you know, had fun at the bars. 00:18:13:02 - 00:18:27:19 Unknown But it was like the Wednesday before I made a rule sheet and I just put it in ChatGPT. I was like, just make like a basic rules for golden tea. Print it out. Cool. I had like 25 people come up to me like, what about this? What about this? What if I tie? Can I log in? Can I change my ball? 00:18:27:20 - 00:18:44:25 Unknown Can I use my clubs? And I'm like, you can log in, you could bring your own. Yeah. Like you could log into your character using your email. And then they have all their clubs or custom balls. They have handicaps. And that's how I was like, no, no, we're we're just keeping it stuck. Like. And they're like, oh. 00:18:44:26 - 00:18:56:18 Unknown And I was like, I don't know. Well, one guy was flexing like he was a top 50 player in the world. Yeah, there was a lot of talk about it and it was like, come for that? Yeah. You know what I mean? I was probably the biggest draw was the golden tee. All for a free golf bag. Yeah. 00:18:56:19 - 00:19:11:13 Unknown For a goal. Get it though. Let's go back. And it was like a three hour tournament. Oh my god. And like, towards the end, like, people didn't really care like or at least I didn't. And there was like a table there and people were like asking people to move, get out the way because they would step back like five feet. 00:19:11:14 - 00:19:28:24 Unknown Yeah. And then like walk into it and then I'm like, this is great. I got eliminated first round by Nick. So I bald out and you guys playing around I we didn't I got lucky like I hit a good shot and I had like an eagle putt and Eric hit in the water was like I lost. Yeah I just conceded you know people were taking it. 00:19:28:27 - 00:19:43:29 Unknown Get my sandwich now that's so funny. I mean I've seen videos obviously on social, but I didn't realize it was so like widespread I guess, like people in Denver, you know what I mean? It was crazy, like people like a lot of people showed up because they knew pins or whatever, but some people showed up just to play Golden T. 00:19:44:05 - 00:19:58:16 Unknown That was a great test with it. Yeah. Videos and pics. Yeah, it looks great. I was like, that's awesome. I would, I would always I would love to know people do that, you know like what is their handicap in real life. Like are they big golfers. Like if you look at them you're like, oh yeah, you're a golden tee golf. 00:19:58:16 - 00:20:15:24 Unknown Yeah, you're a golden key guy. Yeah. All right. Yeah. They're virtual okay. Some people were like, yeah I'm like a plus 15. Can I log into my character? I'm like, how are you a plus 15 on Golden Teeth? Yeah, on Golden Team. But yeah, they were taking it real. I think golden years now I kind of want to play like I don't think I've ever played until like that. 00:20:16:00 - 00:20:32:03 Unknown I've never played golden. It's fun for like 20 minutes. Yeah. It's fun. Yeah. But I would never play. It was like, yeah, yeah like forever. Because what were we doing? Three holes. Yeah. It's like three whole matches and one guy lost. And it was single elimination because there was like 60 people in it. So I didn't want to go for eight hours. 00:20:32:03 - 00:20:47:28 Unknown And he came up to me and he's like, is it really single elimination? And I was like, yeah, we don't have all. He's like, damn it. I was like, sorry, man. Like, it's just a Saturday. Like we're just trying to drink and have a good time. Yeah, exactly. And like, don't take it out on me. I pointed at Rory. 00:20:47:28 - 00:21:03:29 Unknown I'm like, hey, he made the rules. You can talk to that guy if you have any shit to talk, talk to him. So what did we think about the Masters? What did y'all. I know that we we we we placed some bets there. My guy made Iran. Yeah, I took Rose. Oh, you took Rose. Oh, okay. I bet on him Sunday morning. 00:21:04:00 - 00:21:24:02 Unknown Did you? But yeah, it was fine. I took we talked about it like Bryson shut the bed on that. Looking back on it now, hindsight's 2020, but I should have gone with Rory. Well, we had nothing to prove. I think next reasonably well. Well, even like we were talking, Nick on that Saturday while we're at the stones, when he was slipping and dropping. 00:21:24:02 - 00:21:41:12 Unknown And his line at the time was, what, -150? And I was like, put everything on him. Yeah. And I didn't do it, I did it, I bet him. Did you? Yeah, I bet Rory. And then. And then he dropped even further after he said that and he was like plus 150. So I put another $50 on DraftKings. He had given up, like, what, 4 or 5 strokes? 00:21:41:13 - 00:21:56:13 Unknown Like in what, the first seven holes? Yeah. Wow. Kind of fell in apart. Yeah, I guess he kind of did. Yeah, yeah. Well, that was crazy, but. Yeah. And then Fitzpatrick's brother got his card. That was. That was cool. I didn't know how that worked. I didn't know, you know, because it's a team event. It's like you get points. 00:21:56:13 - 00:22:11:11 Unknown It looks like they got some points. He doesn't get into all the majors. He gets into the PGA Championship. He still got his two year card. He gets his two year card which is cool. But like you know when Rafa won a Bermuda it was a not a main of it. You know it was like an off week event. 00:22:11:11 - 00:22:28:09 Unknown But he still got an invitation to the Masters, the players, the British, you know, all the majors pretty much. He only got into the PGA Alex. But that's still cool. I mean he just went on the DP tour a couple of weeks ago. So he's a solid player. He's really good. And yeah, now he he gets to play with his brother. 00:22:28:12 - 00:22:48:23 Unknown And Matt Fitzpatrick is playing great. Obviously won back to back weeks one of the BC last week. And you know now wins with his brother this week. So he's a really good player. He's third third in the world. So what was the format. It was the last day of all that was alternate shots, what I thought. And so they shot like 100 alternate shot, which is pretty hard to play alternate shot. 00:22:48:23 - 00:23:06:20 Unknown But then I think in four ball they shot 57, which is 1400 in best ball. That's just best ball and that's balling. That's like yeah that's that's that's balling. And then I don't know if there's a scramble I don't know if it's one day's a scramble. I don't think they play a scramble. I think it's you're playing your own ball every time. 00:23:06:20 - 00:23:26:22 Unknown I think it's maybe three rounds of four ball and then final day is alternate shot. Yeah. Well, before this started, we're also talking about the nuggets. By the time this comes out, you know, we'll kind of see what happens. But they're down what 3131 right now playing at home tonight. Elimination game. What do you think's going to happen if you had to predict. 00:23:26:23 - 00:23:49:18 Unknown Do they advance from the series yes or no. Oh I they can do it because they've won three games in a row before in the playoffs. Yes or no and yes or no EV I'm going to you got to say yes or no. I have to say yes like I want to say yes to because it's like there's no excuse not to win the series with and even Kenzo out right now. 00:23:49:19 - 00:24:05:20 Unknown Yeah. It's just our guys just have to, like, make buckets and like, play with some, like, adversity. Like, it's like they're playing like their backs aren't against the wall right now and they need to come out swinging. I think they can I'm going to say yes. I think they definitely win tonight. And then if we go I think we win a game seven. 00:24:05:20 - 00:24:22:08 Unknown So if we win tonight and we go into Minnesota and win, they should have never lost game two and three, though. That's the crazy thing. Well it's like they were up big in game two. They had a 19.1 quarter lead. Or maybe that was game three. No no it was game two. How did they lose it up. Yeah. 00:24:22:11 - 00:24:39:03 Unknown And yeah yeah. Now you're up two. You go into minutes you might lose one. But now you go. Now it's probably reversed. It's probably three one if they win game two. What do you say yes or no. I say yes, I say I think if Ant's out and de la Kenzo is that even though he's a good little role player. 00:24:39:04 - 00:24:56:24 Unknown Yeah. If those guys are out, I think, I think they get it done. But they have to come in and play with like a ten city locked in. They get a little sloppy. Yeah, they're not disciplined. They need to get some discipline and and go forward. But we'll see. And everyone said to like if they would have lost that last regular season game. 00:24:56:24 - 00:25:14:25 Unknown They get the rockets in the playoffs and the rockets are down three one to LA. And everyone's like oh Minnesota. Now they got Minnesota. They could have lost had the rockets. And everyone's like oh Minnesota's a different team. But like Minnesota is the Nuggets Achilles heel I feel like starts with the avalanche. Yeah exactly. You know it's like I would have rather had the rockets. 00:25:14:25 - 00:25:33:19 Unknown But if they can get past the Timberwolves then you know I think they they could do well. The one tough thing about that is like we're kind of dug our own grave here because now it's like we have no choice but to go seven games. So if we win in seven, San Antonio is going to be rested. There are long women and then we're going to. 00:25:33:21 - 00:25:48:18 Unknown Oh he's played last night. Oh yeah. But then it's like the turnaround from the first series to the second round is going to be a day or two on us now. It's just like we already kind of look a little like Tired and Glass and it's like so it's a good transition because number one I'd agree with that. 00:25:48:19 - 00:26:04:16 Unknown But there are pros and cons. You're saying no you don't. I think they win tonight and lose Minnesota. Yeah. If if you're not well I get like the rest thing. But sometimes it can also hurt you like you can be. You're not as fresh and maybe they can just keep that momentum going. Hey we won three in a row. 00:26:04:17 - 00:26:26:11 Unknown Now we go into San Antonio and win. Flip side talking about more Denver sports is the avalanche. I was really hoping they would lose selfishly. Game five, game four, because in game five would have been Wednesday here and I would have begged you for tickets. But now, I mean, now they're going to have 8 or 9 days. All the other series are pretty close. 00:26:26:11 - 00:26:46:08 Unknown Let's see. Like hockey I think is great where you get the Rask especially like our second round series is against Dallas or Minnesota, where that should honestly be the Western Conference finals, the NHL playoffs. Eating is ridiculous. So let those two teams beat the shit out of each other for the seven games where rest is big in hockey. 00:26:46:09 - 00:27:04:12 Unknown Yeah, you got your legs back and everything like so. I think that works in our advantage completely. I think the eyes are going to sweep their way through the Stanley Cup. I don't see anybody given this. What? It's so good. I mean, I agree it's a possibility, but hot playoff hockey is crazy though. Like anybody any I mean any given Sunday. 00:27:04:12 - 00:27:24:05 Unknown But like you can these if you get a hot goalie that's what it is. It's a hot goalie and we have the hottest one right. We do wedges on. I don't know much about hockey, but that was like do you like their hockey? Their keeper didn't lose a game keeper. So whatever. That's a good soccer term. But what's crazy is I saw that. 00:27:24:07 - 00:27:43:01 Unknown Do you goalie. He shot the free throw before the game. Oh really I think game two. Oh nice. That is the littlest dude. Yeah. He's tiny, isn't he. He is maybe like five seven. He looks five seven. Like 140 pounds. Oh wow. Where like NHL, NHL goalies now are massive. Yeah. And this guy I'm like, how did this guy just win a national title? 00:27:43:02 - 00:27:59:18 Unknown Well it's crazy I can't remember. I'll I'll butcher it for sure. Maybe we get him on the pot and ask him about it. But there was a a story of how he was like going D3 like, wasn't even good. And I guess the coach he had sent tape to do and coach was just kind of browsing and looking look back. 00:27:59:18 - 00:28:13:10 Unknown And he's like, wait, who's this guy? He already committed and they had an injury for their current goalie due. And they're like, we need to find another goalie. And they're like, oh, look at this tape from this guy. They went and watched him and they're like, hey, you can come to do. So. He goes and then he wins the starting role and he's just balling. 00:28:13:10 - 00:28:31:08 Unknown It's crazy. But the hockey guys are for the most part Avs have actually have a big team. They're pretty small but their legs are just like oh they're tree trunks. Yeah it's crazy. But yeah Wedgewood is like hot. And that's where like Patrick wa in the you know Stanley Cup. He was never a good regular season goalie ever. 00:28:31:14 - 00:28:53:00 Unknown And then when he was in the Stanley Cup when he was I mean we were kids growing up watching him. It's just like Liam wasn't born. Liam wasn't born. He was still swimming around. You know, it's it's crazy. So yeah, hopefully, hopefully the nuggets make a comeback and the Avs keep it going. Yeah keep it rolling I mean we could have two I mean we could have two parades I mean we could have two parades. 00:28:53:02 - 00:29:08:19 Unknown We're definitely going to get one here I think so too I think so too. We got I mean Denver sports right now is on fire. They're good. They're good man. The Broncos are looking good. Rockies just swept the Mets. Yeah Rockies have a young team I don't want to get too excited I got a young fun. Yeah I want to sing team. 00:29:08:20 - 00:29:24:13 Unknown I went to opening day where they were just awful. Yeah yeah yeah. It was 19 first. Yeah, yeah. It was like seven zero. Top of the first in the crowd was just dead. That's terrible. Here we go again. But no, I mean they're young. I mean, yeah, you never know what the Rockies because we could trade away all of our. 00:29:24:14 - 00:29:39:29 Unknown I don't even tell you one player on the Rock. No. Me neither. Honestly, neither. And I used to like love when it was, like, too low. And Charlie Blackmon. Helton. He's retired. Yeah. He's gone. I couldn't tell you. Can't tell you either, to be honest. But I'll start paying attention, man. If they keep doing what they're doing, man, I start paying attention. 00:29:40:02 - 00:30:00:28 Unknown You want to talk about the tournaments that we're thinking about doing? Yeah. Maybe get some customer feedback. Yeah. You know, and what we're doing. So we've got a couple things. We've got the Children's Hospital NICU event June 1st that's already sold out. That sells out in like a day. All the proceeds, 100% of all proceeds go back to Children's Hospital, which is really cool. 00:30:00:28 - 00:30:23:20 Unknown Raised over $20,000 last year from the tournament. And then so that's June 1st. That's going to be a good time. A couple different things that we've got going on. We've got our Vail Classic, which what are the dates of that? Is that July the 9th to the 12th of July. Yeah, yeah that's up. And Vail, the one concern we have and we were talking about it is the weather. 00:30:23:22 - 00:30:40:14 Unknown Like number one you get weather always every afternoon up in the mountains. But number two we're like in major drought. I was just going to say, man they're talking about like for these mountain courses that the runoff you know, they get obviously the runoff but normally they get divert it. You know it's like okay, well the water the snowmelt is all up there. 00:30:40:14 - 00:30:58:27 Unknown Even though there's not a lot of it. There's some the courses would get the water there saying like you're not touching any of that. Like, we're not going to pull any of this water. It needs to go straight down to Denver. And so you're left with like Mother Nature. And so people who come up and play and Vail, is the course going to be in good enough shape to host a tournament. 00:30:58:27 - 00:31:18:04 Unknown So we're kind of debating on do we add another tournament kind of mid-summer. And we've always had a block party, had a big party open house here at HQ. People have loved that. So curious to see like what you know, the fans say, should we open up another tournament? People asking about doing that? Yeah. I feel kind of working on this right now. 00:31:18:06 - 00:31:34:27 Unknown Yeah. I think either way you got to add like a party scramble. I just feel like those are the best. Those are fun. Where was that last year? Raccoon. Raccoon Creek. But we've changed it every year. Like two years ago, we did two men scrambles and they were more just like, come party, drink, have fun. If you want to take it serious, take it serious. 00:31:34:27 - 00:31:53:00 Unknown Last year, since there was ten grand on the line in Vegas, it was two man best ball. Just got more serious, which some people like, like you. But I feel like most of the guys in Denver and even just our people fly in for, yeah, our customers and fans, they just kind of want to come out and golf and party and have fun. 00:31:53:00 - 00:32:06:22 Unknown So I want to do a four man scramble. We talked about I love a four man scramble, but the only bad thing is the cheating. We need to bring you up out. So we should get yep for sure. And then we were like, we should just we have enough employees. We should just put an employee on every hole. 00:32:06:23 - 00:32:25:12 Unknown Yeah, or every two goals and just do the scorekeeper, especially after last year because the biggest sandbag grabber, Chase Campbell from Mile High Spirits I think one right one. And people like yelling at me for it. And I'm like, guys, I don't really know. Oh, and I love the scrambles. It's just the cheating aspect. And I love Chase. 00:32:25:14 - 00:32:42:08 Unknown Yeah, I know that's friends in the world, but I know so he's not that good. Yeah, yeah, I forgot about the drama. So I think we do need to score keep I think we need to score keep. And then we can do the party here the night before. That's always a good time. I think we got to do it that way. 00:32:42:09 - 00:32:57:11 Unknown Yeah, but we'll see. Let us know what you guys want to see. Yeah. Yeah, that'd be cool. I think we should though. And then can of rumors of another NICU. But we'll see. Yeah. We're kind of looking on that if we could raise more money for the kids and we might as well. Right? Yeah, yeah. Amen. Cause that one's on a Monday, so it's not as hard to set up. 00:32:57:11 - 00:33:15:15 Unknown And. Yeah, that one's a little more serious, especially if that's close to your heart. Yeah. What's what you're involved in 100%. Yeah. And it's always good to give back to the kids. So, Yeah, there's some good. Curious to see what everybody says is like, should we do another tournament? If we do, what should the format be? What should we do here? 00:33:15:21 - 00:33:29:05 Unknown Before we wrap it up, you should talk about grass league. Oh, because I was trying to talk about it last week. Do you know anything about this? The Blake Pride doesn't even know. And I was kind of butchering it. I've learned more in the last week, but we had one of our guys go playing it last week. And there's actually some silver lining. 00:33:29:05 - 00:33:46:26 Unknown Good news about missing that. So grass League is like this par three event at grass clippings rolling hills in Arizona. And it's just like under the lights. And it's a par three. It's kind of like a mini league. And there's a bunch of different team owners. I don't want to compare it to live, but it's like, you know, you got the Minnesota muskies. 00:33:46:27 - 00:34:08:26 Unknown You know what a good owns a team golfer going comparable to it's probably ice cubes. Three and three. Yeah yeah yeah yeah. It's kind of like that. And so there was a qualifier and there's like a hundred teams, two men scramble on a par three. The top 22 or 23 teams of the hundred teams go into the draft. 00:34:09:03 - 00:34:25:22 Unknown And you got to shoot like six this. This year it was 600. So you got to just shoot 600 and a par three course, two man scramble for 18 for 18 holes. And Zachary and our other buddy went down there and they played in it and they shot 300, which is crazy. I'm not even going to get into it of like how awful that is. 00:34:25:24 - 00:34:48:10 Unknown Liam and I could have shot 660 and he was not happy. Six so they go down there, but you shoot and then from there, if you're a top 23 teams, you would get drafted onto the other teams that are already existing and you'd get to play in the grass leagues and there's like real money, 1500, 150,000 $950,000 first prize, like the process for first for first. 00:34:48:11 - 00:35:08:21 Unknown Now there's there's an interesting thing. There's caveat because the guy read all this, if you were to own the team, the owner gets the 150 grand. Oh, and then he pays his players and he has to pay him up to 12%, no less than 12%. So he ain't living that up a month. So 15 grand. Yes. Per per whatever. 00:35:08:21 - 00:35:22:26 Unknown If you're a pro, I don't know the exact logistics on it, but it's good marketing and branding. Next year, I want to go down with you. I think we could shoot six. That's good content. Why doesn't pass by a team? Well, how does that how much like a franchise? Oh, okay. I was like, it must be pretty hard to buy. 00:35:23:01 - 00:35:46:13 Unknown It's a lot of money. I don't know how to get some. Probably. And but. So Ben the other guy played the played was the key. He was talking to Grassley's about it. They want you to have access to a par three course in your state. So if we were going to do Colorado, you got to have access to a par three course to potentially expand and have events held at your par three course, which might be tough to get. 00:35:46:14 - 00:36:09:10 Unknown I'm sure we could find a par three course in Colorado. There's several of them hole or nine, because I can only it was nine because I can only think of like three. Par three is like not would. It's not many. I think that's it. I can think of well Harvard guilt and so like silverleaf has a par three course on like like so does Cherry Hills or Bear Creek has three course you know and but could they be a part of it. 00:36:09:12 - 00:36:31:26 Unknown But the good news is, is the PGA tour bans you from playing on any PGA tour related event if you're in the grass leagues. Really? Yes. So if Sakai would have made it. Oh, boom. Done with Korn Ferry, done with PGA tour. It's kind of like what happened with Wesley Brian and not getting led into the PGA tour event because he did some YouTube with the live got guys, you know in the live. 00:36:31:27 - 00:36:49:23 Unknown So it's a lifetime ban I don't know if it's lifetime. It's just you can't do it while you're on the grass leagues. So I'm like well what about Wyndham. Like he's he's the team owner. Cold knows he doesn't play on the PGA tour anymore. A lot of these guys don't slow. That being said is the key. Has a few Mondays and a few things we want to do with the corn fairy this year. 00:36:49:23 - 00:37:10:12 Unknown He went have been able to do it if he got in. So kind of a silver lining of him. Not should I not do the grass because you're not. Want to give up my corn? Yeah. You're very good. No more Mondays for you. Yeah. So that's qualifying. Yeah. That's that's tough. It's a tough scene. But yeah. So if you make the team whatever you get drafted onto a team, you're in the league. 00:37:10:14 - 00:37:28:26 Unknown So there's like a Minnesota team or whatever whatever. So how would that you would travel around and play. It's like a full time thing. Yeah. Yeah yeah I think it's just at right now I think it's just in Arizona they do it a couple times a year maybe. I think they're trying to expand it or like, hey, every month, you know, you go some different state that has access to the part three. 00:37:29:00 - 00:37:46:05 Unknown And then I take it the team owner with like pay travel and that's that's where the sponsorship comes up. Wow. Yeah. So when you get drafted to a team, are you on that team or do they redraft every event? I think on the season you're on that team. You're on that team. At the end of the season, the owners have to like get rid of team people. 00:37:46:07 - 00:38:03:02 Unknown People like drop out, you know, of like, okay, I'm not doing this next year. Whatever you probably got to pay to, to get down there to where people probably just. Yeah. But like I think Johnny Manziel played in it. Right? He beats the guy's ass. He beats a guy who you came in as part of something. Yeah. They didn't make it, but they I don't know who beat him was. 00:38:03:03 - 00:38:21:13 Unknown That's so disappointing. I know it was so funny because all of us here, like, we felt bad. I mean, you know, golf, it's like you just maybe didn't make a putt. You said it was windy. Whatever the case was, the guy walks back in Friday morning. Nick's like, well, that was fucking pathetic. First thing he says, everyone else is like, oh, sorry you didn't go. 00:38:21:14 - 00:38:42:27 Unknown Well, that was fucking pathetic. The guys like, yeah, it wasn't my best. And he's like, no, seriously, you suck. I'm like, nice man. So no mercy water. So you brought up Wesley Brian? He just started kind of his own thing too, didn't he? Yeah. On that. I'm not sure exactly what it is, but yeah, something like that with like, greater influencer type thing. 00:38:42:27 - 00:39:08:18 Unknown And he's gonna have millions really think that that's going to take over this influencer crater. It'll be interesting to see what happens with the industry and with the with the sport, because it's going to start getting to the point where the persons are like kind of similar to the PGA. Like I genuinely because some of these brands, man who aren't allowed on the PGA for whatever reason, are going to start throwing money at these invitational internet invitationals, and it's going to be really it's going to not as much as live, I don't think, or anything, but like it'll be interesting to see. 00:39:08:19 - 00:39:29:15 Unknown You might not competition these creators with like an AP Automator or like Netjets sponsorships, but you're going to be seeing them pushing Colgate or not NASCAR, you know what I mean? My back like and it's also and I wanted to ask you guys opinion on this because it's getting to it reminds me a lot of like when in the NBA it's really only NBA. 00:39:29:15 - 00:39:41:29 Unknown But when players will like sit out, you know what I mean. They're not hurt. They just want to rest. We're starting to see that in the I mean I shouldn't say starting, but it's getting more popular to see PGA like Rory. You know he's like I'm only going to play the what I want to play, you know, why wouldn't you? 00:39:41:29 - 00:39:57:00 Unknown So it'll be interesting to see if that starts to like the fans. Like well you know what? Fine. But I get to watch Bob does sports and all these guys so I can see every day. And they're not going to sit out. They know, you know, that's a hell of an opportunity. And it'll be interesting to see if the fans are like, do you think it's bad for the sport for people like Rory to sit out there? 00:39:57:03 - 00:40:16:11 Unknown Because Rory's also to piggyback off that, because we're always such a traditionalist. So like, how is that going to affect both worlds? Like, and you're well, remember when Rory won the Masters last year? He missed the he already missed a signature, which was the century at Kapalua before the Masters in January. He's like, I don't want to go out to Y and do that. 00:40:16:11 - 00:40:34:15 Unknown So PGA tour players are required to play in all of the signature events. If you're exempt to them, like Rory, the top players, because they want the top players in the top events with the biggest sponsors that like Rory's going to be here, right? Obviously it's a draw. So Rory missed the century, which was a signature event. You're allowed to miss one okay. 00:40:34:16 - 00:40:51:12 Unknown After he won the Masters, then he's like, I'm not playing RBC. And that was two. So they find him. I think it was 15% or 20% of his Pip, which ended up being $3 million. Yeah, that's a lot because he got second in the Pip. Tiger always wins and he's you know so he got it was like five 3 million. 00:40:51:12 - 00:41:09:07 Unknown So they're trying to prevent people from bailing. But if you're a Rory it's like okay take some of my Pip. I've got hundreds of millions. I'm going to play in my event. And I don't think it's a problem except for Rory. It's a bad look, but I don't think it's a big deal that he's doing that. So. But I mean, yeah, they want to get people to play him. 00:41:09:07 - 00:41:26:10 Unknown The thing with the creator network that they're building out in these tournaments is I hope it's inclusive. I think people are starting to get frustrated with like, it's the same guys. It's these creators. The creators are bugging me, which I liked about grass leagues. It's like you could be any Joe Schmo. And if you're if you got game, you can come play. 00:41:26:13 - 00:41:43:18 Unknown So I'm hoping this creators it's not just Barstool 2.0 and it's just you got to be not just good good in basketball. They should have like, hey, here's a qualifying event. And you could be, you know Liam, you could be whoever. It's like, you know. Or does DB like you have no falling but you're good. You can get in. 00:41:43:19 - 00:41:59:13 Unknown I think they were talking about doing that of having like an open to get in and get some really good players because otherwise it's just great trails. You know there's YouTube golfers that are really, really good and they're going to win. The rest of them are like, yeah, they're fun to watch, but they're not good. Yeah that's good. 00:41:59:14 - 00:42:16:29 Unknown Like, you know, they get a good following or whatever. Yeah, they have a good following but they're not good. That's a good point you know. So it'd be interesting to see I like the idea maybe of like blending the two together, like having, you know, let's say like a four people, you know, team, four people on team or scramble two are influencers or whatever you want to call it. 00:42:16:29 - 00:42:35:21 Unknown And then you have people who have been drafted or whatever, like jokes that'd be fun, that are good. Something like that. Yeah. That made the cut or yeah, I agree, that'd be fun. Yeah, I agree. It'll be interesting because it is cool to see, like when Bob does sports through their Joe versus schmo and Riggs does his hater things like it's cool to see the normal guy, like, go on camera and like how he handles that. 00:42:35:22 - 00:42:51:27 Unknown But like, you know, you can watch the Barstool guys play against each other all day. It's like, fuck me. It's the same thing all the time. But it's cool to see, like if the ZB would have qualified if he's playing against Grant Horvat, you know what happens. So we'll see. I think you would wipe the floor with Grant Horvath. 00:42:51:29 - 00:43:10:27 Unknown I would love to see that match, honestly. So yeah, it would be clip that. Yeah. With that. Yeah. Cool. Anything else we got coming up? We want to chat about any new drops coming out. Yeah. There's well maybe to talk about. We do have a summer drop coming. We got two new bag colorways dropping. Is this podcast come on me out? 00:43:11:03 - 00:43:33:00 Unknown Yeah. Bags will be dropped. Bags will be dropped. Crispy. That glacier, the glacier blue, which is super nice. And then I don't even. It's in the bottom right. That bottom right at an electric car not electric. It's crazy. It's the craziest color bag you've ever seen. It's like phosphorescent. Yeah, like bright construction. It's a very. Yeah, but it's more of like a it's just hard to explain. 00:43:33:00 - 00:43:52:23 Unknown It's like super, super bright really excited about that. So we've got those bags launching and now we're kind of like into summer. It's weird. It's cold this week and you know the next like next week a little bit. And then it starts to get a little nicer. So coming into summer golf looking forward to it. I mean we've been in summer golf though, so we could take a couple a couple of weeks. 00:43:52:24 - 00:44:08:26 Unknown Yeah, the rain will be good. Yeah. We need the rain Colorado needs it bad, bad, bad. Are you playing in the memory? Guess. Friday? Yeah. Are you. Who are you playing at? The dew thing. Oh that's right, that's right. You're at the weather. I play with Matt Meyer every year. It's a one day member. Guessed that 36 of them. 00:44:08:28 - 00:44:30:06 Unknown Yeah, yeah yeah, yeah. What's his handicap? 36. Yeah. You shouldn't be able to play an event. How is that fair? He's getting two pops. Yeah, well, it's 80%. He makes a point, makes three pars. You know that's three eagles. It's 80%. His first putt is his t shirt. Yeah, literally. You've seen his swing I might need to grow the swing out. 00:44:30:09 - 00:44:49:12 Unknown It's crazy. It is crazy. But craziest thing you've ever seen. But we'll see how that goes. Yeah. Kind of kicking it off. So cool. Sounds good. Yeah, yeah, I guess tonight and abs next series, but cool. Thanks for tuning in, guys, and let us know. Like I said at the beginning of the pod, we we want to know more of what you want to hear more of what you want to see. 00:44:49:15 - 00:44:57:16 Unknown And like I said, we're excited for guerrilla sports and what's to come. A lot more of closed course coming your way. Be sure to comment, like and subscribe and we'll see you next week. See you guys.  

She was trying to say ingestion but she wasn't wrong. This week: a kid at gym daycare called him daddy, the lawnmower guy who waves while pelting you with rocks, the coffee beans that may or may not be a federal crime, Elizabeth Smart bodybuilder, the runway walk toward a stranger who wasn't waving at me, hantavirus cruise ship discourse, and why she'd buy a Royal Caribbean and name it Good Boy. If you're coming from The Perkfitt Podcast, welcome back. Same people, different show. This one's less about the gym and more about everything else we never got to finish talking about. 0:43 A kid at gym daycare called me daddy 2:08 Lawnmower rocks 9:25 Federal crime or finders keepers 06:15 Elizabeth Smart bodybuilder 14:06 Contact or ingestion 17:01 Waving at who? 18:55 Pigeon toed confessions 20:57 Hantavirus cruise 24:12 Dolly Parton Imagination Library 28:01 PO box is open 

On the heels of yesterday's safety discussion, let's deep dive into the Reformer! Today I break down Footwork, Hundred, Frog/Leg Circles, Stomach Massage - what are they, why do we do them, and how they relate to the rest of the Pilates system. Sign up for Puff Puff Pilates events My Everything Page Find me: Website Pilates Teacher Mastermind FB group Strong Bones Pilates FB Group IG – https://instagram.com/lyndalippin YouTube – https://youtube.com/lyndalippinpilates LinkedIn – https://linkedin.com/in/lyndalippin Email – lynda [at] lyndalippin.com Music by Nerd Salad Love the podcast? Please review on Apple or Podchaser, Thank you Support the show Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Nehemiah 3:1-32 ESV Then Eliashib the high priest rose up with his brothers the priests, and they built the Sheep Gate. They consecrated it and set its doors. They consecrated it as far as the Tower of the Hundred, as far as the Tower of Hananel. And next to him the men of Jericho built. And next to them Zaccur the son of Imri built. The sons of Hassenaah built the Fish Gate. They laid its beams and set its doors, its bolts, and its bars. And next to them Meremoth the son of Uriah, son of Hakkoz repaired. And next to them Meshullam the son of Berechiah, son of Meshezabel repaired. And next to them Zadok the son of Baana repaired. And next to them the Tekoites repaired, but their nobles would not stoop to serve their Lord. Joiada the son of Paseah and Meshullam the son of Besodeiah repaired the Gate of Yeshanah. They laid its beams and set its doors, its bolts, and its bars. And next to them repaired Melatiah the Gibeonite and Jadon the Meronothite, the men of Gibeon and of Mizpah, the seat of the governor of the province Beyond the River. Next to them Uzziel the son of Harhaiah, goldsmiths, repaired. Next to him Hananiah, one of the perfumers, repaired, and they restored Jerusalem as far as the Broad Wall. Next to them Rephaiah the son of Hur, ruler of half the district of Jerusalem, repaired. Next to them Jedaiah the son of Harumaph repaired opposite his house. And next to him Hattush the son of Hashabneiah repaired. Malchijah the son of Harim and Hasshub the son of Pahath-moab repaired another section and the Tower of the Ovens. Next to him Shallum the son of Hallohesh, ruler of half the district of Jerusalem, repaired, he and his daughters. Hanun and the inhabitants of Zanoah repaired the Valley Gate. They rebuilt it and set its doors, its bolts, and its bars, and repaired a thousand cubits of the wall, as far as the Dung Gate. Malchijah the son of Rechab, ruler of the district of Beth-haccherem, repaired the Dung Gate. He rebuilt it and set its doors, its bolts, and its bars. And Shallum the son of Col-hozeh, ruler of the district of Mizpah, repaired the Fountain Gate. He rebuilt it and covered it and set its doors, its bolts, and its bars. And he built the wall of the Pool of Shelah of the king's garden, as far as the stairs that go down from the city of David. After him Nehemiah the son of Azbuk, ruler of half the district of Beth-zur, repaired to a point opposite the tombs of David, as far as the artificial pool, and as far as the house of the mighty men. After him the Levites repaired: Rehum the son of Bani. Next to him Hashabiah, ruler of half the district of Keilah, repaired for his district. After him their brothers repaired: Bavvai the son of Henadad, ruler of half the district of Keilah. Next to him Ezer the son of Jeshua, ruler of Mizpah, repaired another section opposite the ascent to the armory at the buttress. After him Baruch the son of Zabbai repaired another section from the buttress to the door of the house of Eliashib the high priest. After him Meremoth the son of Uriah, son of Hakkoz repaired another section from the door of the house of Eliashib to the end of the house of Eliashib. After him the priests, the men of the surrounding area, repaired. After them Benjamin and Hasshub repaired opposite their house. After them Azariah the son of Maaseiah, son of Ananiah repaired beside his own house. After him Binnui the son of Henadad repaired another section, from the house of Azariah to the buttress and to the corner. Palal the son of Uzai repaired opposite the buttress and the tower projecting from the upper house of the king at the court of the guard. After him Pedaiah the son of Parosh and the temple servants living on Ophel repaired to a point opposite the Water Gate on the east and the projecting tower. After him the Tekoites repaired another section opposite the great projecting tower as far as the wall of Ophel. Above the Horse Gate the priests repaired, each one opposite his own house. After them Zadok the son of Immer repaired opposite his own house. After him Shemaiah the son of Shecaniah, the keeper of the East Gate, repaired. After him Hananiah the son of Shelemiah and Hanun the sixth son of Zalaph repaired another section. After him Meshullam the son of Berechiah repaired opposite his chamber. After him Malchijah, one of the goldsmiths, repaired as far as the house of the temple servants and of the merchants, opposite the Muster Gate, and to the upper chamber of the corner. And between the upper chamber of the corner and the Sheep Gate the goldsmiths and the merchants repaired.

In this episode, Chip and Gini open with the analogy of Canadian doubles, the tennis format where two players face one. If your team outnumbers the prospect, you don’t project strength, you project awkwardness. But the conversation goes well beyond headcount. A little preparation goes a long way in making sure every seat on your side is justified. You'll want to match expertise to whoever the prospect brought, which requires actually knowing who’s coming. Gini described a recent pitch where she reverse-engineered her attendee list based entirely on who was showing up from the prospect’s side. That’s not logistics, it’s strategy. And whoever is in the room during the pitch needs to be the person doing the work after the contract is signed — not a handoff to a team with no context and no ownership. Both Chip and Gini are emphatic that the meeting itself should not feel rehearsed like a school play. Agency owners who show up prepared to have a real conversation before pitching solutions will stand out. Harder for many owners is knowing when to keep quiet. Interjecting while a team member gives an imperfect answer undermines their confidence, signals to the prospect they can’t be trusted, and makes them rely on you. The debrief after the meeting is where the coaching happens. Key takeaways Chip Griffin: “You can’t do the bait and switch. You’ve gotta make sure that whoever they’re getting to know during the prospecting phase, that that’s who they’re going to be working with.” Gini Dietrich: “I would go to the meetings. I would create the proposal. I would sell it, I would close it, and then I would hand it off. And my team was like, they weren’t bought in. They didn’t understand…The client always felt like, well, I wanna work with you because you were in the room and that’s who we bought.” Chip Griffin: “The more you talk, it does three things. It undermines the confidence of your team member. It undermines the confidence of the client in your team. And it also puts you in a position where you are putting yourself as more necessary to the ongoing success of the relationship. And none of those things are good.” Gini Dietrich: “One of the things I think that sets a small agency apart from a large one is being able to diagnose the problem, being able to ask the questions and really have a conversation instead of doing a dog and pony show. It’s gonna be so much more appreciated because now you’re treating yourselves like their partner instead of their vendor.” View Transcript The following is a computer-generated transcript. Please listen to the audio to confirm accuracy. Chip Griffin: Hello, and welcome to another episode of the Agency Leadership Podcast. I’m Chip Griffin. Gini Dietrich: And I’m Gini Dietrich. Chip Griffin: And today we’re gonna play Canadian Doubles. No, we’re not. For those of you who are not familiar, Canadian Doubles is a version of tennis where you have two players on one side of the net and one player on the other side. Did you know that? Gini Dietrich: I have so many, I have so many questions. Chip Griffin: I don’t know why they do that. And the only reason I even know about it is because of discussions that we’ve had, in the past, or that I had, you know, 30 years ago with some business partners was how you, what the dynamics are of meeting with teams, particularly from a prospect when you’re pitching them on things. And so we always said, you know, we wanna avoid playing Canadian doubles, basically where you’re outnumbering your opponent or prospect in this case. Gini Dietrich: Yeah, I think that’s really smart because you, you probably want to at least balance it, if not come just a little bit under, because when you have more people from your team than the client has, it tends to overpower them and become a little bit overwhelming for ’em, which is not what you want. That’s not the impression you want to leave. Chip Griffin: No. I mean, it’s, uh, you know, any time that, that you, you are in a position where you are confronted by a larger number of people, whether that’s, you know, in combat, in sales, in whatever. You know, you, you don’t like that you, you kind of want even numbers, right? But that’s, we’re gonna go beyond that, folks. So just so you know, we’re not talking just about the numbers of people. Gini Dietrich: The end. Chip Griffin: But really, you know, I thought it would be helpful for us to have a conversation about how you handle group presentations with prospects or even potentially with clients or those sorts of things, because it’s something that many of us, even in small agencies often do where we’ll have more than one person in the room or on a call, pitching to a client, talking them through things. So there’s a lot of things that go into that. How many people, how do you split up the presentation time? How do you make sure that everybody looks like they’re contributing in a meaningful way? How do you manage the time when you’ve got multiple voices speaking and make sure that you’ve got a real dialogue? So. I think there’s a lot of things to consider anytime you’re doing group presentations and it’s something that since we often end up having to do it, it’s worth thinking about how to do it well. Gini Dietrich: Yeah, I completely agree. It’s, you know, one of the things that we think about it all the time, especially we, not just with new business, but with clients too. You know, we had a meeting a couple of weeks ago with a client and they really wanted me in the room, but there were only two of them and there were five of us, and so we had to kind of decide is it really important for me to be in the room? Then, and that’s the case then who are we not going to have in the room from, you know, the client team perspective. And so we went back and forth about it to decide who, who needed to be there for sure, and who was sort of ancillary and who could just get updates later. But it’s definitely something we think about all the time, not just with prospects, both with clients too. Chip Griffin: Yeah. And when I’ve worked in larger agencies, I mean, there have been times where, you know, you feel like you’re in an international summit because, you know, one side’s got 10 people, the other side’s got, you know, 12 or 13. And, and I think those are just silly on both sides. I mean, I don’t understand the value of having that many people in the room for a pitch, really, at any point. So for most of our listeners, that’s not the size and scale that we’re talking about, but I do think it’s important to think through why every single person is in that conversation. From your side in particular. Obviously you can’t really control who the other side brings, although it is worth understanding who they’re bringing and maybe asking them questions about, you know, whether, you know, whether that’s the right mix. Do they need to add somebody? Does, does that person really need to be there for this conversation? You can do that diplomatically so that you have the right mix of people on both sides. But everybody on your side, at least the side you control, needs to have a clear purpose for being there. And you shouldn’t throw extra bodies in just to show Hey, we’ve got these smart people. ’cause I’ve been in plenty of those presentations where like, we don’t really need you for anything. We just want you to be here so that they know that you exist. Gini Dietrich: Yeah. Chip Griffin: And that’s an important temptation to resist because oftentimes the other side will walk out saying, well, why was that person there? That didn’t make any sense. Gini Dietrich: Right. Yes. I think too, if you do your due diligence to say, you know, who from your side is going to be there, then you can sort of match expertise, right? So we had a new business, a new business meeting last week, and from their side they had the VP of comms from two business lines. They had the chief communications officer and they had two data analytics people. So from my side, I ensured that we had at least two communications professionals, at least one data person, myself and our chief Revenue Officer were there. And so it sort of matched the same level of expertise. And everybody was able to have conversations with their peers to be able to understand, okay, this is what they’ll do and this is how they’ll help us. And it was really, really valuable from that perspective. You know, could I have handled the communications piece of it for probably three or four of them? Sure. But I also don’t, I’m not gonna be the point of contact from a day-to-day perspective. So I wanted to make sure that the people that were in the room also were gonna be the day-to-day point points of contact. So you, you can kind of massage that a little bit based on who’s in the room from the client’s perspective or the prospect’s perspective and really understanding, okay, You know, we have to think about it both from the perspective of do we have the expertise on our side to match that. And who will be the day-to-day contact on our side that they would be working with. So that they don’t feel like we’re doing a swap, you know, once the business is won that they’ve then now have to work with the lower class employees. Chip Griffin: Right. I mean, those are, those are two fantastic points. And, so I really wanna underscore those. The first is the simplest one, which is you can’t do the bait and switch. You’ve gotta make sure that whoever they’re getting to know during the prospecting phase, that that’s who they’re going to be working with. Maybe not every single person who’s in the room, but at least whoever they main contact is. If they become a client, absolutely needs to be there. And that’s, that’s important from the client’s perspective so that they get to know that person and it, they can make a, an intelligent, informed decision about whether they want to work with that person, right? So they don’t get surprised after the fact. But it’s just as important for your team as well because by having that person in the room, they can help make, they’ll have heard firsthand what the client is looking for. You don’t have to play a game of telephone with them. They’ll be up to speed from day one. They will also help you to better spec out the proposal and pricing. Yep. Because they will have heard it and, and they’re not having it forced down their throats. They can be in a position to help guide what do you make for promises in terms of results, deadlines, the amount of time involved, those kinds of things. So really important from that perspective. But the second one is equally important, which is that you match up expertise. Particularly from the perspective, I think of, part of it’s the ability to have conversations with peers, but part of it is making sure that if you see someone bringing an expertise on their side, who is likely to ask particular questions or have particular concerns, that you have somebody on your side who can address those questions and concerns. Whether that’s a true subject matter expert on it or whether it’s in your case you’re an owner, you, you happen to know enough about that area that you could handle it if you had to. Sometimes you need to make judgements, but you know, if you’re pitching a website redesign and they say they’re gonna have their IT security guy in the room, you better have somebody in that room who can address their IT security questions. Gini Dietrich: Mm-hmm. Yes. Chip Griffin: Whether that’s you or somebody else. Yes. The fact that they’ve invited them to the meeting means it’s probably going to be a topic of conversation because you generally don’t invite your IT security guys just for Gini Dietrich: Yeah. Chip Griffin: You know, content conversations. They’re there for a particular reason or concern. Gini Dietrich: We find that a lot with the clients that we work with. When they invite their compliance, somebody from their compliance team, you’re like, okay, all right. We’re gonna make sure that we, got it. You’re taking this seriously. Okay. There, there are gonna be questions that I cannot answer. Okay. We’re gonna make sure somebody from our side is. So same kind of thing. You just have to understand who from their side is invited so that you can match that expertise. Chip Griffin: Right. Or, or you happen to notice they’ve invited their IT security guy or something like that and you say, Hey, I, I noticed you’ve invited so and so. I don’t know if this is the right forum for that. Maybe we have a, you know, maybe we should set up a separate conversation so that the whole team doesn’t get bogged down in this. Because, and, and a lot of times the IT security guy will be just as receptive to that, that he doesn’t have to sit through a whole bunch of conversation that is boring to him. And, and it may work better from your side just to have the experts have that conversation as a sidebar instead of eating up valuable time in the group presentation. So certainly look at who’s being brought into the room so that you can maybe address some of those things in advance. And steer it in a direction that’s more likely to achieve the outcome that you are looking for. Again, whether it’s a prospective client or an existing client and you’re trying to steer a project in a certain direction. Gini Dietrich: Yeah, absolutely. I think it’s so smart, and I think you, what you said earlier about, you know, ensuring that the day-to-day contact is there is critical. You know, that’s one of the mistakes I made early, early on from my perspective, is I always felt like new business wasn’t billable and – well, not felt like – it wasn’t billable. And so I didn’t wanna ask my team to go to those meetings. And I was doing a lot in the beginning. Because it was, it would eat into their billable time. Right? And so I would leave them in the office and I would go to the meetings. But you’re right, like you miss the nuance. You miss the context. I would go to the meetings. I would create the proposal. I would sell it, I would close it, and then I would hand it off. And my team was like, they weren’t bought in. They didn’t understand. They may have had their own ideas that, you know, I hadn’t had on my own. The client always felt like, well, I wanna work with you because you were in the room and that’s who we bought, and now you’re having… So it was just like, it was a hard lesson for me to have to learn. But, you know, it’s, it’s a good lesson and I think if you can avoid some of those mistakes, that’s a good way to, to think about it. Because yes, it’s not billable and yes, your team still has to, if you’re, you know, tracking billable hours and capacity and all that, they still have to do that. But you can reduce their percentage that they have to get because they’re participating in new business and they will have ideas as well. Like I, I had a boss earlier in my career who was so smart, and he was a great idea guy. Like, he would go in and he could see a client’s problem or a prospect’s problem immediately, and he would say, okay, this is how you need to solve it. And he’d be like, boom, boom, boom, boom, boom, boom, boom. And when I wasn’t in the room, he would sell all of that stuff. But we didn’t have the capability to do it. Chip Griffin: Yep. Gini Dietrich: And so once I sat in the room, I literally would kick him under the table if he started to sell something we couldn’t do because he would sell stuff that, yeah, it should have been done, but the agency didn’t have the internal capability to be able to do it. And so I started. I, I invited myself to new business meetings so that I could literally sit on, sit across from him and I would kick him underneath the table every time he started to, to sell something that we couldn’t do. And, you know, so all to say that there is an opportunity for your team to help, not just, not that you’re necessarily doing that, but for your team to help but also understand and be bought into the process. And from a client’s perspective, they’re buying the team. They’re buying the people, and a lot of it is chemistry. A lot of it is whether or not I can work with these people. So you wanna have those people in the room. Chip Griffin: It’s, it’s funny when you, when you talk about selling things that you don’t do and you kicking under the table, because I, I had a business partner who, he sort of, reveled in the ability to sell things that we didn’t currently have the capability to do. And then we would walk out of the meeting and he’d kind of have a twinkle in his eye and look over at me and say, do you like how I did that? He’s like, you can do that, right? I’m like, so I’ll be figuring it out now. Gini Dietrich: I mean, we’ll figure it out! Chip Griffin: Because I was the one who owned the figuring it out part. He was the one who leaned into the selling part. Gini Dietrich: Yes. Chip Griffin: So, it certainly made for some, some interesting times. But, but we always seemed to come out okay. Which unfortunately encouraged him to continue doing that. Gini Dietrich: Of course it did. Yes. Chip Griffin: You know, it is what it is. But okay, so, you know, we, we really thought through who we’ve got in the room. Now. Let’s think about how do we actually prepare the presentation or the, really the discussion, because I think we think of these things as presentations, but more often than not, I mean, this is not, you know, you’re not getting up and, and doing an audition on stage where you’ve got, you know, the director, producer, whatever, they’re taking notes and making a decision. It should be more of a dialogue in most cases. So. How do you think about preparing for these, setting the agenda for them, preparing your team for the conversation so that it doesn’t become just, you know, we’re gonna just, you know, do a death march through PowerPoint slides, split up over four people over the next, you know, 60 minutes and there’s no time for conversation at all. Gini Dietrich: Oh, yeah, no, that’s, we, we do not do that. So one of the things that we do is, is typically there is a relationship internally that somebody already has with the prospect. And so that person sort of leads the conversation, right? They make the introductions, they kind of set the agenda. They are the ones that sort of lead the agenda in the conversation. Our chief revenue officer has like a 12 minute, I’d say it’s 12 to 15 minute deck that he goes through that just introduces most, almost everybody knows PESO. So we just kind of give a high level… Like, and it’s a really, it’s a really nice, it’s not a dog and pony show. It’s not a capabilities presentation. It’s more like this is what we know about you and the pain points we see that you have, and here’s how PESO solves it kind of thing. And then we open it up for, for conversations. And so usually the point of contact, the day-to-day person that would be, their day-to-day manages that piece. So it’s a lot of us asking questions and, you know, really listening and taking notes and understanding. And then the person who has the relationship wraps it up at the end and does the follow up. So it’s usually, I would say it’s usually three to five of us, depending on how many on their side. And that’s typically how we set up the agenda is based on that. Chip Griffin: Yeah, I think it’s really smart to have whoever has the best relationship, be the person who is effectively managing the meeting, because that, that generally is gonna improve the comfort level on the other side of the table. And so, you know, you might as well lean into that unless for some reason it would be really weird, right? I mean, maybe it’s some super junior person who happens to just be, you know, friends with or used to work with someone. I mean, you know, maybe in those cases you don’t, but in the vast majority of cases where that relationship exists, you should take advantage of that. And, you know, certainly lean into that. I think the other important thing is to, to think through how you, you spread the conversation around so that everybody feels like there’s a reason for being there, both on your side and theirs, right? You don’t want someone on your side to feel like, well, what was the point? Why did I even have to waste my time coming here or showing up for the call, depending on what it is. But I, you know, so part of that is, is you as the leader, trying to think through how do you make sure that you don’t consume all the oxygen? Because I think there’s a real tendency on a lot of owner’s parts to just jump in because they probably do have an answer to most of the questions that would come up in these sessions. It’s gonna be rare in I think most cases that you couldn’t give that answer in that one hour session that you’ve probably got. But you have to, to find a way to make sure that you’re weaving your team in. And if you’ve brought in an expert in paid media or something like that, and a paid media question comes up, resist the urge to answer yourself Uhhuh and bring your paid expert in to talk about that. When you’re doing the overall presentation, spread it around and let them talk about their areas of expertise. But do make sure they understand what their limits are, because we all have those team members, and maybe it’s us, maybe it’s one of our team members, who just likes to keep going. Gini Dietrich: Uh-huh. Chip Griffin: We, I mean, I see this repeatedly where you get someone on one of these calls and you know you’ve told ’em they’ve got three minutes, 30 minutes later, they’re still going uhhuh because they’re just so excited about whatever they’re talking about. You’ve gotta manage that bit of it so that you have the right spread of discussion. Yes, and information dissemination in those meetings. Gini Dietrich: Yes. I know some of those, I’ll tell you that shutting up and letting your team answer questions is probably one of the hardest jobs you have. And they’re going to answer it in a way that you necessarily wouldn’t. Or sometimes the prospect will ask a question and they do like the runaround, and you can tell they don’t really know the answer and they’re waiting to be saved and you can’t really save them. But they don’t really answer the question, and so you have to figure out a way to sort of wrap it in a bow. It is literally one of the hardest things that you could do. And for those of you on video, I have a, a notebook full of notes where I sit in those meetings and I just, every time I want to interject, I just, and I just write down so that I can provide feedback later. But I’m telling you, it is so challenging, so challenging. Chip Griffin: And it, I would absolutely agree with you. It is one of the most difficult things that I had to learn as I was running teams. But I, I eventually did get to that point where I, I felt like I was pretty good at being able to decide, is this so important that it’s worth me interjecting, correcting, whatever it may be. Because there are times, I mean, you should never just completely zip it and, and let the wrong impression be left or something like that. If you, if you know that it needs clean up on aisle six, just a little yeah, clean up on aisle six, please. But it, but if it’s just not exactly the way you would do it or it’s really, it’s inconsequential to the outcome of the meeting, let it go. Because the more you talk, it does two things. First of all. Well, it does three things really. It undermines the confidence of your team member. Yep. It undermines the confidence of the client in your team. Gini Dietrich: Yep. Chip Griffin: And it also puts you in a position where you are putting yourself as more necessary to the ongoing success of the relationship. And none of those things are good. Gini Dietrich: Not good at all. Yeah, it’s super, super challenging, but I think it’s one of the things that you have to work on. And so one of the things that we do after a meeting is we do a debrief. Right. And I will, I will say, this was great, this was great. This was great. I probably would’ve answered this a little bit differently, and here’s why. You know, and I, I give them the immediate feedback so that they can, and eventually what happens is you start to run like a well-oiled machine, right? But you have to be able to do those things, and every time you hire someone new and bring them into that process, you kind of have to build that well-oiled machine again. And so it’s a constant funnel of having to provide feedback and, you know, take really good notes. And of course AI can take notes for you, but you’ll see things that AI won’t, right? Yeah. That you just wanna jot down. And really providing that instant feedback so that you’re doing that debrief and you’re starting to build that really well oiled machines so that eventually there have been a couple of newbies, the business meetings where I’ve been like, why was I there? I was not needed. Right. And that’s what you wanna get to. Chip Griffin: Absolutely. And I, I think these, you know, having, having meetings afterwards are important. I think having meetings before, so don’t, don’t of course, yes. Throw everybody in. Gini Dietrich: Yes, yes. Yes. Hundred percent. Chip Griffin: There’s a happy balance there too. Yes, because I’ve, I’ve seen a lot of these prep sessions go off the rails because it turns into almost a skit and so, you know. There is a point of too much preparation and so you certainly need to have conversations beforehand. Who’s gonna do what, what are we generally gonna say? Are there any, you know, third rails that we should try to avoid here in this conversation? You know, share that information in advance, particularly for team members who may not be used to those kinds of conversations so that they kind of know, you know, what those guardrails are. But try to avoid scripting it out so heavily that it does come across like you’re doing a school play. Yeah. Because I have been part of those. Mm-hmm. I have seen, I’ve had those presentations made to me. They are mind numbing. It has to be, it has to feel like you’re having a human expert conversation. Yeah. And it should not feel like, you know, I’ve got three and a half minutes and I’ve timed it down exactly like that. And if anything comes up, I’m gonna be, you know, lost because now you’ve knocked me off of my course and I’m gonna hand it right over to you. I mean, treat it like a human conversation. And I think that’s gonna be the way you get the best result. Gini Dietrich: And I will end this by saying that is 100% accurate. We have several clients who are going through the agency of record interview process right now. And because we’re the PESO integrators, we’re part of that process. And, first of all, every large agency, every single one does exactly what you just said. They come in, they’re well rehearsed. They’re well practiced. They each have their part, they’ve memorized it all, and they spend an hour going through a capability stack. And it is mind numbing. Like you just, you’re just like, oh my gosh. They don’t ask questions. They don’t try to better understand what the opportunity is, none of that. And then when it gets to the q and a, they don’t have answers because they didn’t practice that part. And so one of the things I think that sets a small agency apart from a large one is being able to diagnose the problem, being able to ask the questions and really have a conversation. Instead of doing a dog and pony show. It’s gonna be so much more appreciated because now you’re treating yourselves like their partner instead of their vendor who’s just coming in and being like, wah wah wah wah wah. Chip Griffin: And, and it helps your team too because they’re, they’ll be in a better position to handle the questions if, if everybody is so prepared. Yes. It tends to make the q and a session really difficult because Gini Dietrich: it’s very difficult. Chip Griffin: People feel so locked in to what they’ve pre-prepared that anything outside of that they may not have the confidence to handle. So, yeah. Obviously every team is different. Every individual is different. You gotta figure out how to get the most from them, but in general, drive it towards actual human conversation. Not a school play. Gini Dietrich: Yeah, it works every single time. Chip Griffin: Indeed. So with that, hopefully we’ve given you some good tips for your next group presentation to a prospect, a client, or whomever. And, please do, tune into the next episode. In the meantime, I’m Chip Griffin. Gini Dietrich: I’m Gini Dietrich Chip Griffin: and it depends.

Criminal defense attorney Bob Motta spent sixteen months doing what he does in every case — looking for the lie. He had over a hundred hours of phone conversations with Lucy Studey-McKiddy, the woman who alleges her father Don Studey was the Green Hollow Killer, responsible for the deaths of dozens of women buried in wells near Thurman, Iowa. He drove to Green Hollow. He watched the FBI dig. He interviewed dozens of locals. And through all of it, he was cross-examining Lucy's story the same way he'd cross-examine a witness on the stand. Her accounts were repetitive but never changed — the same stories, the same details, always consistent. Meanwhile her sister Susan was texting Bob throughout, insisting their father was strict but not a killer. Retired FBI Special Agent Robin Drake weighs in with the behavioral analysis — Lucy's trauma responses are real, and her childhood outcry gives her credibility significant weight. But Robin flags that trauma can produce memory exaggeration, and the statistical rarity of serial killers involving family in their operations makes Lucy's account an outlier worth noting. The biggest gap in the case — no families of missing persons have come forward, and database searches haven't produced matches. Lucy derived her estimate of fifty alleged victims from a calculation of roughly two per year over twenty-five years. Bob also reveals a lead that still haunts him — Lucy's claim that a car with a body inside was buried on the Studey side of the property, in a location that could be searched without dealing with the mystery wells. The Paramount+ documentary My Killer Father is streaming now. Part three of the conversation.Join Our SubStack For AD-FREE ADVANCE EPISODES & EXTRAS!: https://hiddenkillers.substack.com/Want to comment and watch this podcast as a video? Check out our YouTube Channel. https://www.youtube.com/channel/UC8-vxmbhTxxG10sO1izODJg?sub_confirmation=1Instagram https://www.instagram.com/hiddenkillerspod/Facebook https://www.facebook.com/hiddenkillerspod/Tik-Tok https://www.tiktok.com/@hiddenkillerspodX Twitter https://x.com/TrueCrimePodThis publication contains commentary and opinion based on publicly available information. All individuals are presumed innocent until proven guilty in a court of law. Nothing published here should be taken as a statement of fact, health or legal advice.#DonStudey #GreenHollow #GreenHollowKiller #LucyStudey #BobMotta #RobinDrake #DefenseDiaries #TrueCrime #ColdCase #HiddenKillersLive

ONE. HUNDRED. EPISODES!!!!!! Literally Books has officially reached its hundredth episode, so Magda and Lindsay spend this episode freaking out, crying, and wallowing in nostalgia and gratitude.  Listen in as they take listener questions, provide rapid-fire books recs (how many books CAN they recommend in 50 seconds?), revel in some of their favorite memories, and manifest what they want for the next 100 episodes.  LASTLY,  THANKS TO ALL OF YOU!!!!   Books mentioned in the episode:  “Reel“ by Kennedy Ryan “Score“ by Kennedy Ryan “The Knockout Queen“ by Rufi Thorpe “Harry Potter and the Sorcerer's Stone“ by J.K. Rowling “El Renacuajo Paseador“ by Rafael Pombo “James and the Giant Peach“ by Roald Dahl “The Correspondent“ by Virginia Evans “Legendborn“ by Tracy Deonn “People We Meet on Vacation“ by Emily Henry “Project Hail Mary“ by Andy Weir “The Shadow of the Wind“ by Carlos Ruiz Zafón “The Adventures of Tom Sawyer“ by Mark Twain “The Lord of the Rings“ by J.R.R. Tolkien “Wuthering Heights“ by Emily Brontë “Bullet in the Brain“ by Tobias Wolff “The Amazing Adventures of Kavalier and Clay“ by Michael Chabon “This Could Be Us“ by Kennedy Ryan “Station Eleven“ by Emily St. John Mandel “An Untamed State“ by Roxane Gay “Saga“ by Brian K. Vaughan “All the Women in My Brain“ by Betty Gilpin “The Poppy War“ by R.F. Kuang “I Shouldn't Be Telling You This“ by Chelsea Devantez “All Systems Red“ by Martha Wells “Bull Moon Rising“ by Ruby Dixon “Alias Emma“ by Ava Glass “Deep End“ by Ali Hazelwood “Harriet Tubman: Live in Concert“ by Bob the Drag Queen “My Lady Jane“ by Brodi Ashton, Cynthia Hand, and Jodi Meadows “Clytemnestra“ by Costanza Casati “Mickey7“ by Edward Ashton “Butcher and Blackbird“ by Brynne Weaver “I Shouldn't Be Telling You This“ by Chelsea Devantez “Lady Tan's Circle of Women“ by Lisa See “Nice Work,  Nora November“ by Julia London “Everything is Probably Fine“ by Julia London “Legendborn“ by Tracy Deonn “They Both Die at the End“ by Adam Silvera “The Trouble with Love and Ink“ by Harriet Ashford “The Trouble with Love and Coaches“ by Harriet Ashford   Email us!  Literally Books Website Literally Books Instagram Magda's Instagram Lindsay's Instagram Literally Books YouTube Literally Books TikTok   Intro & Outro Song: "Would it Kill You," courtesy of The Solder Thread

An excellent examination of ancient Persia, in its relations with the Roman Republic and Empire, with lessons for today's dumb war against Iran, that is, Persia. The written version of this review can be found here (https://theworthyhouse.com/2026/04/27/rome-and-persia-the-seven-hundred-year-rivalry-adrian-goldsworthy/). We strongly encourage all listeners to bookmark our main site (https://www.theworthyhouse.com). You can also subscribe for email notifications, or subscribe at Substack. The Worthy House does not solicit donations or other support, or have ads. Other than at the main site, you can follow Charles here: https://x.com/TheWorthyHouse https://charleshaywood.substack.com/

Voice notes might feel quick and convenient, but are they actually driving everyone around you crazy? The team dives into the real reason people are turning against voice notes and why they might be ruining your messages, your friendships and possibly your reputation. Andy Lee joins the show to chat about the new season of The Hundred. If you have ever tried to get out of a parking fine, you will appreciate this one. A bizarre excuse is going viral after drivers started using it to challenge their fines. Blowing out candles on a birthday cake is something almost everyone does, but where did the tradition actually come from? Plus we have another round of Brand Man!See omnystudio.com/listener for privacy information.

The youngest editor of Wisden for 72 years when he was appointed in 2012, Lawrence Booth gets under the skin of the game and its challenges and thrills in this conversation at the Oval on the cusp of the Test summer. The Bazball verdict, Brendon McCullum, Ben Stokes, white ball v red ball, Virat Kohli, Kevin Pietersen, the state of women's cricket, Ashes success and failure, the power of India, The Hundred, the English summer, journalism, making headlines, and a passion for the sport - this is the perfect episode to whet the appetite ahead of a vital few months for the English game. 

She said it without even looking up from the TV.  This week: Hilary Duff on Ladder, a possibly broken toe, the potato DP scam text strategy, saving vs squishing bugs, things you said you'd never do as a parent, tiny meat sticks from Trader Joe's, the naked girl incident, a kid who called a grown woman a kid in Trader Joe's, and bro- teachers aren't doctors. If you're coming from The Perkfitt Podcast, welcome back. Same people, different show. This one's less about the gym and more about everything else we never got to finish talking about. 01:16 Hilary Duff trains on Ladder 03:26 The broken toe field trip 06:17 Scam calls, spam texts & the potato DP 09:17 Saving vs squishing bugs 11:12 Things you said you'd never do as a parent 15:10 Tiny meat sticks & picky eaters 16:25 Naked girl on your phone 20:54 Bro. Teachers aren't doctors 22:27 Inside out children's clothes 23:35 PO box update

Missouri Department of Public Safety Director Mark James tells MissouriNet's Sue Danielson to talk about Operation Relentless Pursuit and the success they have had arresting suspected felons in the first year.

If you put your Instagram handle on your car, this episode is about you. We see you. We looked you up. This week: the Chipotle steak situation, words you can't say around your dog, jury duty trust issues, a dentist who wanted your whole life story, the mystery of the CHOMPS license plate, a man walking his trash can, and why Love on the Spectrum is the best show on television. Also genes, tattoos, the pearly gates, and 1 in 22 Dodge Ram drivers. If you're coming from The Perkfitt Podcast, welcome back. Same people, different show. This one's less about the gym and more about everything else we never got to finish talking about. 01:32 Genes, DNA & babies 05:22 Words you can't say around your dog 10:15 The Chipotle steak situation 13:45 CHOMPS & the Instagram handle on your car 14:46 Dodge Ram statistics 17:50 The dentist who wanted your whole life story 20:41 Tattoos and the pearly gates 21:54 Jury Duty season 2 & trust issues 24:34 Taking the trash can for a walk 27:01 Love on the Spectrum

April 2026 Book Club:  Join us for our first (and last) annual poetry slam, as we present a double feature reviewing two collections of Doctor Who-related poetry. First up, we contemplate "Now We Are Six Hundred," by James Goss with illustrations by Russell T Davies, and then we follow that up with "The Angel of Redemption," by Nikita Gill.  Like cool, man, happy reading!     BlueSky: https://bsky.app/profile/andwbcpodcast.bsky.social  Email: ANDWBCPodcast@gmail.com  Facebook: http://facebook.com/allnewdoctorwhobookclub  Twitter: @ANDWBCPodcast YouTube: https://youtube.com/@DoctorWhoBookClub 

Last month, Phil Walker travelled up to Sheffield for an exclusive sit-down interview with the one and only Joe Root. They chatted about the Ashes, parenthood, fame, unfinished business with England and much more for the latest issue of Wisden Cricket Monthly. With thanks to New Balance Cricket

Financial anxiety, a $100 million church renovation, and Joel Osteen's mansion — Brian opens the show with some honest questions about money, contentment, and whether our attitudes toward both line up with the posture of Jesus. Then, a disturbing story from one of the country's largest school districts, where teachers may be keeping parents in the dark about their children's gender transitions. Plus: the fascinating differences of Gen Z, including why nearly half of them report feeling anxious all the time. Brian closes with a convicting list from pastor JD Greer — five subtle symptoms of a spiritual heart condition — and a challenge to stop hiding behind correct doctrine and a busy calendar, and return to your first love.See omnystudio.com/listener for privacy information.

Whiskeys: Far-Flung Bourbon 100 v. Far-Flung Bourbon IV • Copperworks Distilling Washington Single Malt v. Boulder Spirits 7 Year Colorado Single Malt • Fiddler Soloist Georgia Straight Bourbon v. Dread River Distilling Co. Alabama Straight Bourbon • New Riff Distilling Kentucky Straight Rye v. Broad Branch Distillery 8 Year North Carolina Straight Rye • Montgomery Distillery Montana Straight Bourbon v. Day's Defile 10 Year Idaho Straight Bourbon Tangents: Join us as we taste 5 lower v. higher proof pairings of 10 whiskeys from 15 distilleries! • Ed's already arguing with himself in the intro • The Lost Lantern founders' new baby will be a whiskey genius • Each of these distilleries is a master of its own domain • Scott snuck a French word into Ed's script • Donna Summer crickets! • Apparently, “cherry life savers dipped in baking spices” is a tasting note now • It's not soda, it's cocaine • Lost Lantern tricked Scott with their last collection • Seriously, don't do this at home • Ed's nose has shut down • Did you have to say “lube”? • Ed once maced himself with eucalyptus • Why haven't we done a New Jersey distillery episode yet?! • You can say it, but it's not real #whitechocolate • We give you The Glass of Insanity! Music Credits: Whiskey on the Mississippi by Kevin MacLeod from https://incompetech.com/music/royalty-free/music.html • Total Happy Up And Sunny and Electric Soul by Sascha Ende from https://filmmusic.io/ • Starting the Day with Energy by MusiclFiles from https://filmmusic.io/

Are you attracting the right people or stuck in a cycle of people-pleasing? In this candid recap, Lesley Logan and Brad Crowell dig into the highlights from the recent interview with Barb Betts, a powerhouse keynote speaker and author of The Relationship Advantage. With over 20 years of expertise, Barb's insights on choosing genuine connections over surface-level relationships will transform your perspective on your own identity. This episode explores the provocative idea that authenticity isn't about "doing" something new, but rather "undoing" the layers that aren't actually you.  If you have any questions about this episode or want to get some of the resources we mentioned, head over to LesleyLogan.co/podcast https://lesleylogan.co/podcast/. If you have any comments or questions about the Be It pod shoot us a message at beit@lesleylogan.co mailto:beit@lesleylogan.co. And as always, if you're enjoying the show please share it with someone who you think would enjoy it as well. It is your continued support that will help us continue to help others. Thank you so much! Never miss another show by subscribing at LesleyLogan.co/subscribe https://lesleylogan.co/podcast/#follow-subscribe-free.In this episode you will learn about:Building a relationship with yourself before connecting with others. Stop people-pleasing by undoing everything that is not you.Replace envy with curiosity to escape the comparison trap. Apply visibility, vulnerability, and relatability to build real trust. Release relationships that require you to show up inauthentically. Episode References/Links:Pilates On Tour® (London, UK) - xxll.co/pot      OPC Spring Training (Virtual Event) - opc.me/events   eLevate Mentorship Program - lesleylogan.co/elevate   Submit your questions or wins - beitpod.com/questionsBarb Betts Website - https://www.barbbetts.comThe Relationship Advantage by Barb Betts - https://therelationshipadvantagebook.comGetting the Love You Want by Harville Hendrix Ph.D. - https://a.co/d/0dGm43Y3 If you enjoyed this episode, make sure and give us a five star rating and leave us a review on iTunes, Podcast Addict, Podchaser or Castbox. https://lovethepodcast.com/BITYSIDEALS! DEALS! DEALS! DEALS! https://onlinepilatesclasses.com/memberships/perks/#equipmentCheck out all our Preferred Vendors & Special Deals from Clair Sparrow, Sensate, Lyfefuel BeeKeeper's Naturals, Sauna Space, HigherDose, AG1 and ToeSox https://onlinepilatesclasses.com/memberships/perks/#equipmentBe in the know with all the workshops at OPC https://workshops.onlinepilatesclasses.com/lp-workshop-waitlistBe It Till You See It Podcast Survey https://pod.lesleylogan.co/be-it-podcasts-surveyBe a part of Lesley's Pilates Mentorship https://lesleylogan.co/elevate/FREE Ditching Busy Webinar https://ditchingbusy.com/Resources:Watch the Be It Till You See It podcast on YouTube! https://www.youtube.com/channel/UCq08HES7xLMvVa3Fy5DR8-gLesley Logan website https://lesleylogan.co/Be It Till You See It Podcast https://lesleylogan.co/podcast/Online Pilates Classes by Lesley Logan https://onlinepilatesclasses.com/Online Pilates Classes by Lesley Logan on YouTube https://www.youtube.com/channel/UCjogqXLnfyhS5VlU4rdzlnQProfitable Pilates https://profitablepilates.com/about/Follow Us on Social Media:Instagram https://www.instagram.com/lesley.logan/The Be It Till You See It Podcast YouTube channel https://www.youtube.com/channel/UCq08HES7xLMvVa3Fy5DR8-gFacebook https://www.facebook.com/llogan.pilatesLinkedIn https://www.linkedin.com/in/lesley-logan/The OPC YouTube Channel https://www.youtube.com/@OnlinePilatesClasses Episode Transcript:Lesley Logan 0:00  If you're not clear on who you are, you actually fill in these gaps you people, please, and then you're wondering, like, why you have relationships that, like, don't represent you, or don't feel right or don't fit, it's because you didn't know who you were, and you you brought that on yourself. Lesley Logan 0:14  Welcome to the Be It Till You See It podcast where we talk about taking messy action, knowing that perfect is boring. I'm Lesley Logan, Pilates instructor and fitness business coach. I've trained thousands of people around the world and the number one thing I see stopping people from achieving anything is self-doubt. My friends, action brings clarity and it's the antidote to fear. Each week, my guest will bring bold, executable, intrinsic and targeted steps that you can use to put yourself first and Be It Till You See It. It's a practice, not a perfect. Let's get started. Lesley Logan 0:56  Welcome back to the Be It Till You See It interview recap where my co-host in life, Brad, and I are going to dig into the candid convo I had with Barb Betts in the last episode. If you haven't listened to that one, you didn't hear it, and you're not gonna understand what we're talking about, but.  Brad Crowell 1:09  Well that's true. If they didn't listen to it, then they didn't hear it. Lesley Logan 1:11  Well, we're thrilled you're here. So if this you might, this might be the first, Be It hot episode.Brad Crowell 1:17  We're so happy that you're here. Lesley Logan 1:18  You know, it's taken 665 episodes. We didn't realize maybe this is the first one, and that's why you didn't listen to it. And I shouldn't say you fucking missed out, because, like, you're new. How would you know? So welcome. This is not what my voice normally sounds like. It doesn't normally sound like I'm on the brink of a sneeze, but I have a sinus stitch, and here we are. We are gonna while you're listening to this, we are in Europe, and we have to record these things early, and so we can't wait any longer. This is how it's gonna be. So stick around.Brad Crowell 1:46  That's true. Lesley Logan 1:46  It does get better than this. It's basically just it sounds less Lesley. Today is April 9th, and it's National Unicorn Day. Brad Crowell 1:53  That's right.Lesley Logan 1:54  You're fucking welcome.Brad Crowell 1:54  You are very welcome. National Unicorn Day.Lesley Logan 1:57  There are other days that we can celebrate. But, I mean, come on, hello. National Unicorn Day is a day to celebrate the most popular mythical creature ever. Why? Because if we don't take time to celebrate a beautiful horn, rainbow, printed mythical creature, then we're most definitely missing a trick. I don't think it's trick. You've been missing out. Brad Crowell 2:17  You're missing out.Lesley Logan 2:17  You're missing out. It's missing out. The unicorn is a symbol of happiness, fantasy and wonder. It's an icon of color, of childlike splendor and magic. They often make appearances on birthday cakes and children's clothing. And let's be honest, quite a lot of US adults still dig them, too. I mean, hello, my Lisa Frank people. My Lisa Frank people, I love you probably have as a tattoo, because adults need stickers too. National Unicorn Day is your chance to express some unicorn love. So show some color and delve into the magnificence of unicorns with us.Brad Crowell 2:47  No, we're saying that word one more time.Lesley Logan 2:50  Show some color and delve into the magnificence. Brad Crowell 2:54  That is the word. Take three. Yes, you did two times. Lesley Logan 3:05  Keep sake. Alright. Oh my gosh I wish you guys knew what I'm happy about. Anyways, leave it in. Delve into the magnificence. You guys, I have a bright yellow box, kind of like a pizza box size that my dad gave me a gift in and on my 41st birthday, maybe was my 40th birthday, probably, probably my 41st anyway, in front of everybody before I had ordered a drink. I just want to put that there. There's, we're at a bar, but I have not had a drink. So it's, we can't blame anything. We cannot blame it on anything. Lesley Logan 3:49  My dad hands me this gift, and it has words on the front, and Brad goes, What does it say? And I said, it says, Keep sake. And Brad is looking at upside down.Brad Crowell 3:57  I was upside down, and I was like, Is that what it says? And I read it. And I was like, try again.Lesley Logan 4:03  I said, keep sake.Brad Crowell 4:05  Like, hello, I'm reading it. Lesley Logan 4:07  I'm reading it. Brad Crowell 4:08  Keep sake.Lesley Logan 4:09  And he's like, you want to try that one more time? And I'm like, it says, keep sake. And it's Brad said, what does it say babe?Brad Crowell 4:16  Definitely says keepsake. Lesley Logan 4:17  Keepsake. Brad Crowell 4:18  Yeah, but we'll go with keep sake.Lesley Logan 4:19  Now, anyone who was there understands how hilarious it was and signs off all text messages to me. Keep sake. I want to frame it so bad. I just don't know that I got to do it anyways. Keep sake. Lesley Logan 4:33  All right, you guys. We're on vacation right now, so I don't know why you're not, but we are. We are somewhere in France, but we're going to see you very soon. If you are in London at POT check out.Brad Crowell 4:43  Yeah we're celebrating our 10th year anniversary, actually.Lesley Logan 4:45  Yes, we are. Brad Crowell 4:46  Decided to take some time off. Lesley Logan 4:47  It's actually the exact dates that we did our honeymoon 10 years ago. So, it is. We did it in March.Brad Crowell 4:54  Of 2016, holy cow.Lesley Logan 4:56  You didn't know I that's why I said it's our second honeymoon. Because it's the same time.Brad Crowell 5:00  You're totally right. It's 10 years after the first honeymoon. Lesley Logan 5:03  I know. Brad Crowell 5:03  Wow, amazing. I didn't even put that together. Incredible. Well, we are going to be in London next week. Or actually, hold on, today is the ninth so in like two or three days, we're gonna be at POT.Lesley Logan 5:12  No, we're literally on a train from Paris to London in this moment.Brad Crowell 5:16  Yes, in this exact moment, we are traveling underwater.Lesley Logan 5:20  That's what they say. So if you want to see us, if there's any tickets left, you want to go to.Lesley Logan 5:24  xxll.co/potLesley Logan 5:26  And it's just in case you're wondering, it's xx not excess, the letters. Brad Crowell 5:33  Yes, as in kiss, kiss, hug, hug, xx and LL, because we thought that was cute. Okay, after that, we're heading back home. We're going to be back in Vegas for spring training. Spring Training is with onlinepilatesclasses.com we love to call it OPC and we do an annual event. Yeah, you know me, we do an annual, annual event. This is called Spring Training. And this year it's all about getting upside down.Lesley Logan 5:57  Yeah. OPC members, it's free for you.Brad Crowell 6:00  Free for OPC members.Lesley Logan 6:01  If you're not an OPC member, you are missing out. I'm just telling you. It really is for Pilates lovers. It really is one of the best things you could subscribe to, because you can do it in addition to your other things, like it doesn't have to be your only thing, but we actually give feedback on your form, like for exercise you're struggling with. We have a really amazing community that answers lots of questions. We can support you on the equipment choices, all that good stuff, and we help hold you a candle to your Pilates practice. And we do this fun event. It's free if you're a member, and it's not free if you're not a member, so then you have to pay for it if you're not a member, so you're gonna go to opc.me/events. To get on the waitlist for that. Actually, probably right now you can sign up for it. And I don't know how much it is on this date, but it's available for you to register for. If you go to opc.me/events it should direct you to where that is.Brad Crowell 6:46  Yes, opc.me/eventsLesley Logan 6:49  And then at the time I'm recording this, there's five spots left in my mentorship program. Just five. It could be gone by now. I have no idea. Unless you want to go to lesleylogan.co/elevate if it's sold out, I'll say so on the website. And if it's not sold out, you can apply to be in the mentorship program. Once I've accepted all the applications and they have accepted their spots, it's you have to work on 2028. Oh, geez, that's far okay. Brad Crowell 7:16  Oh, don't sit on it. Lesley Logan 7:17  Oh, my God, do not. I don't wait that long to work with you. It's way too much fun.Brad Crowell 7:21  Yeah, right. Well, before we dig into this amazing conversation that you had with Barb Betts, we have a question. Today's question is from @marthanovera on YouTube, and she was commenting on the Teaching the Hundred to Beginners video. She said, Hey, amazing tips. Quick q, when preparing for roll ups, when you say you don't like arms holding behind the knees, would it be helpful to have the client let go and reach the arms forward as they curl to their lowest point? Would it be a useful prep for an actual roll up?Lesley Logan 7:55  Trying to picture what you're saying. Sorry, it's not you, Martha, it's it's my sinus medicine. Brad Crowell 8:01  Okay, so. Lesley Logan 8:02  I understand. Brad Crowell 8:03  You do understand. Lesley Logan 8:04  You're preparing for roll ups and I don't like when people hold behind the knees because they just use their arms, which is why I don't like it. I but I understand why a half roll up exists. I have it in my flash cards. I actually have information on how to best teach it. And if they're holding behind their thighs, like close to their knees, just wanna make sure that they're not using their arms to do it. But of course, they might need but, of course, they might need to. But is it helpful for them to reach forward as they curl their lowest point like so they let go? It could be, it might be extra to be honest. Here's the problem. People make Pilates too complicated. What I mean is like, okay, curl forward. Okay. Now, right there. Stop. Reach your arms forward and keep going.Brad Crowell 8:41  I think people like, whip up. They like, you know, to get up into that roll up. That's what I did at first, for sure.Lesley Logan 8:48  All right, so what I would say, Martha is, if they're not ready for the roll up, maybe we need to do other things. Maybe they need to do some pre Pilates work.Brad Crowell 8:56  Yeah, I was gonna say everybody's favorite elbow slip will really help with the roll up.Lesley Logan 9:00  That might even be too hard. Maybe they actually get. Brad Crowell 9:02  It's really hard. Lesley Logan 9:03  Honestly, look, if they don't have access to a Cadillac, that would be a bummer, because where I'm thinking they need to go is the half roll up with the roll back bar. Actually need to use the springs that help them go down and up, versus just working on themselves. I would also say stomach massage on the Reformer would be really great. I would say push down on the Wunda Chair can be really helpful. And if they don't have access to any of that equipment, Martha, then I would put them on the wall, and I'd practice the roll up at the wall. Clearly, something is tight and something is weak. So instead of trying to modify the roll up again and again until it's almost nothing, like the roll up, which is basically like borrowing cash off a credit card, which is the highest interest rate, makes it really hard to pay back whenever you use too much modifications. Are they ever going to be able to do the actual exercise? Ever, right? It's gonna take years, it's gonna take months. So I would say, put them at the wall and work on the roll down, up and down the wall. So they go put their back and then work on exercise that would stretch the front of their thighs and strengthen the back of their legs and then add the exercise back in. It's perfectly fine for them to skip it, get better at it. And I know that that sounds terrible. Sometimes people like I'm just trying to make Pilates accessible. I'm not saying don't make it accessible. What I'm saying is.Brad Crowell 10:14  Yeah, but there are building blocks here, and maybe you haven't built the foundation necessary to be able to do the roll up without either cheating or hurting someone, right, so.Lesley Logan 10:22  Correct and here's the other thing, you remember how. Brad Crowell 10:24  Not that you're hurting them, but they could hurt themselves. Lesley Logan 10:26  Training wheels work. They like, don't actually touch the ground. It's like, if you lean to one side, a training wheel touches the ground, right, catches you. Then I saw someone's training wheels that like, touch the ground, having training wheels that touch the ground on both sides. That kid is never riding a bicycle, ever. It's never gonna happen. So you have to actually make sure that you're not putting a tripod on a bike, versus actually something that will help them test the waters. Brad Crowell 10:51  It's a great visual. Lesley Logan 10:52  Thanks. I just came up with it. Now, how did I not think about that genius example? But another thing I'll just say is, like, not every exercise is for everybody at that time, and we have to understand that, like our job as the teachers who are teaching people is to make sure that we understand, by looking at a body what they're ready for, and then prepare them for what they're ready for. And for the clients, it is understanding that if you can't do an exercise yet, it doesn't mean there's something wrong with you. It means that we actually have to find the connections to help you get there. And for whatever reason, this is completely normal at a gym. Like, no one would go, Oh, my God, I can't bench press. You've got to make this bar lighter. Rogue should make a lighter bar. No, they're like, here are some lighter dumbbells. Here is another way you could do push ups at the wall. There's like, all these different things. You take bands and you build up your flexibility and your abilities.Brad Crowell 11:47  It's like doing pull ups, right? Like, the same thing. This is a great these are great parallels.Lesley Logan 11:50  For whatever reason, at a gym, people are understanding that they have to build up their strength to do something. But in Pilates or even in yoga, I would argue, people are like, you should make the exercise possible, no.Brad Crowell 12:00  I mean, even when you are like, I can like, even when you're like, I got this, I can do a squat with 175 pounds. You don't, your first squat is not 175 pounds. You build up your bar to get to 175 pounds, even if you know you can already do it.Lesley Logan 12:15  Today, I Dave, I back squatted 120 pounds today. Brad Crowell 12:18  Did you just call me Dave? Lesley Logan 12:20  Babe. Brad Crowell 12:20  Oh, babe. Lesley Logan 12:21  What's this with the sinus infection sounds like Dave, but it's babe. Hey, babe. Hey, Dave, I back squat 120 pounds, which you know how much I started with? Brad Crowell 12:29  Tell me. Lesley Logan 12:29  65 pounds. Did three reps then I added 20 more pounds, 85 pounds, then I got to 105 and did six reps. Now I started my rounds, and I went to 110 then 115 120 why? Because you have to get your brain connected to it. And I just, I just want to say, like, for whatever reason, people like, oh, I have to make Pilates accessible to everybody. No, you have to make everybody ready for the exercise you're gonna give them. That is your job. If you're a teacher, that's your job. If you're a teacher, and if you're not doing that, then you're not helping people. You're just putting a tripod on their bike and going see you did it. You did Pilates. That, to me, is almost lying to them. Anyways. Now I'm on a ped, I'm on a fucking like.Brad Crowell 13:06  Now you're on your own tripod. Lesley Logan 13:08  No, what do you call those things? I'm on a pedestal. I'm not pointing fingers at people, Martha, I just want to say also. Brad Crowell 13:14  Your soapbox, you mean. Lesley Logan 13:15  My soapbox. That's what I'm on. Telling you guys the day will hit. Martha, I appreciate this question. I know it comes from a place of love and wanting your clients to get it, and I love that you're trying to be creative, and so I hope I'm not. I hope you don't feel like I'm like, attacking you. I just, I want to give you different perspective of how to think about readying your clients, and I hope that gives you some.Brad Crowell 13:34  I like it. I like it. Well, that's a great question. Martha, thanks for writing that in and feel free to keep writing in questions. If you have a question, text it to us at 310-905-5534. We also love to celebrate wins. If you haven't, if it is your first episode tomorrow will be Fuck Yeah Friday, and that's gonna be amazing, so.Lesley Logan 13:52  One of, one of, one of the people who sent a win in, they're like, I don't know if it's qualifies. They're in one of our they're like, an eLevate grad and like, I know if it qualifies as a win, but I heard my win on the FYFs today that I sent in, and it's been months since I've had that win, and being able to hear it and recelebrate that is another win.Brad Crowell 14:12  Well, if you have either a win or a question, you can also send it in at beitpod.com/questions be it pod.com/questions and we can't wait to celebrate yours, so stick around. We will be right back. We're going to talk about Barb Betts. Brad Crowell 14:28  Barb Betts is a keynote speaker, author and recovering real estate broker who turned an accidental speaking career into a full time role as a thought leader with over 20 years of experience, she helps professionals understand how relationships drive leadership, sales and long term success. She's the author of the relationship advantage, and is known for her practical, trust-centered approach to relationships, and I think her book has just come out. So we're really Barb. We've known Barb now for like, five or six years, and yeah, this is really exciting for her. So we're fired up.Lesley Logan 14:59  She's kicking ass.Brad Crowell 15:00  Yeah, fantastic. So one thing, oh, actually.Lesley Logan 15:02  It's my turn. Brad Crowell 15:03  It's your turn. Lesley Logan 15:04  I start. I always start. It's my turn. Brad Crowell 15:06  It's your turn. Lesley Logan 15:06  Yeah. She said, I love this so much. She said, to have a real relationship with anyone else, you first have to have relationship with yourself. You guys, this is like. Brad Crowell 15:14  This is like, this is like, mic drop moment, boom.Lesley Logan 15:17  Y'all. This is, like, every time I have people in my life who complain about the people who are dating, gonna go, there's something wrong with you, because you, if you keep attracting people, like one of our friends today, I'm excited for them, but like, I saw online that they're just talking about, like, this is the third person that's ghosted me, and it's like, why do you people three people in a row ghost you like what are you putting out in the world? Because one person goes to okay, that like lightning strikes once in a while, but like, three there's something going on there. So she mentioned that relationships are a mirror of yourself, you're only capable of building a relationship with someone else to the capacity you have one with yourself. So she also argued the biggest problem we have in life is we're trying to build relationships with others, and we don't even know who we are. So we show up to these relationships. Inevitably, we people please and present an inauthentic version of ourselves. And I have a series coming up on I think it's listening to your inner self. And I brought up a book called Getting the Love You Want. And I also just want to say, I have no idea if it ages well. I have no idea if that person's like a real marriage counselor. But there's this thing about in the book that talks about how when you get into a new relationship with anybody.Brad Crowell 16:28  Harville Hendrix. Lesley Logan 16:30  You, you fill in all of your holes, so to speak, you fill them in, but you think that the other person you're with fill them in, and then in a few months, when you're exhausted and tired, you don't fill them in anymore. And then you're like, you've changed. And it's like, actually, you changed because you were filling those things and you were presenting an inauthentic version of yourself. And so I just think that, like, what if you are someone who's wanting new friendships, new relationships, better clients, you know, Barb's big thing is that, like, if you have really great relationships, you can have great longevity in your business and things like that. But if you don't know who you are, you're not going to be attracting people that you want in your life, whether they're clients, friends, a romantic partner, any of that kind of stuff. You gotta know who yourself is.Brad Crowell 17:07  Harville Hendrix is a doctor. Lesley Logan 17:09  Okay, great. Brad Crowell 17:10  So they have a PhD. I have no idea in what, but it's Dr Hendrix. So yes. Lesley Logan 17:15  Yeah, I remember it being great. I also only read the first chapter. I kind of got the point. Do you ever do that you're like. Brad Crowell 17:29  I'm like, okay, got this chapter, I see where, yeah, this is like, ADHD. Am I finishing your sentences? How about I finish your book in the first, I'm like, got it.Lesley Logan 17:39  But, but I will just say, like, I appreciate that thought. And it comes to this, it's like, if you're not clear on who you are, you actually fill in these gaps, you people please. And then you're wondering, like, why you have relationships that, like, don't represent you, or don't feel right, or don't fit, it's because you didn't know who you were, and you you brought that on yourself.Brad Crowell 17:57  Yeah. Well, I got really into when she was kind of dissing the word authenticity, yeah, even though the irony is, she wants people to be authentic, and she also she acknowledged that, and she said that, but she said her big beef with it is the word authenticity is like so overused, and it's also under explored. And she said she critiques the common self-help mantra of just be yourself, you know? And she argues that to be is a verb, that the verb to be is inherently performative, right? Comparing it to deciding what to be for Halloween or when you grow up, right? So if we are going to, like, I think the Halloween parallel is perfect, like, I am going to be Iron Man for Halloween, and you're like, putting on a costume to be Iron Man for the night, but then we're also told to be authentic. And we're like, okay, I gotta, like, be authentic in this moment coming up right now, but like, in my real life, am I actually authentic, or am I putting on the costume of authenticity for this thing? I'm gonna go do whatever, right? And so I think that that was, like, that was really intriguing to me, because she said, that's, I think, how most people are thinking about it, like, okay, I got to put on my two my authenticity hat. Now, you know, she said, authenticity is not about doing anything. Authenticity is about undoing everything that is not you. Lesley Logan 19:16  I love that, and I think that that makes it a lot easier.Brad Crowell 19:18  Another mic drop moment, like, I seriously, there was some, like, really deep stuff in this episode with Barb, and she was just casually throwing out these, like, epic topics. I was like, whoa. Let's dig into that more. She started talking about comparison, and she said, comparison is actually the thief of authenticity. When you're comparing, you are now all of a sudden, adding things into your life that are not you. But if authenticity is about undoing everything that isn't you, then comparison is really the number one trap. But if you compare yourself to someone else for different reasons, you're running a race, you cannot win. She advised that to we need to reframe comparison by replacing envy with curiosity, right, which I love. Wow. Look at them. How are they doing what they're doing? Yeah, you know, rather than feeling defeated by someone else's success, we should view them as showing us that there's a path that's possible, or maybe even literally showing us the path. Oh, I could do that too, right? You know, and how you could achieve it your own way. So I just thought it was powerful. Really, really concisely well said. Lesley Logan 20:19  I mean, we've been listening to Barb talk about building great relationships for a really long time and so does that see her be able to put in a concise book that anyone because she does this on speaking. But when are you gonna go see or speak you'd have to be at one of those speaking places, right? And like, this is something anyone can use. And I think, like, I love the word authenticity, like it's a value that we have at our company, a value that I think is really important, but I agree with her, I is overused and under explored. It's kind of like the word Pilates. Gonna be really honest, it's very similar, like, I do Pilates, but most of the time, people tell me that I'm like, oh, and then I'm like, where do you do it? And they're like, I do it over this place. And I'm like, those aren't even reformers. Why is the room hot? What are we doing? Oh, and you're and your shoulders hurt later, you're not doing Pilates. But I don't want to be the person who tells them that, like, like, that's just an annoying thing. So I kind of feel like I understand, and I love Pilates, and I love being authentic. So I feel it's a predicament. I'm in a I'm in a conundrum.Brad Crowell 21:20  Conundrum. Yeah, it's something we have to remove. All right. Well, anyway, we will be right back. We're going to dig into some Be It Action Items that you covered with Barb Betts, stick around. Brad Crowell 21:30  All right. So finally, let's talk about those Be It Action Items. What bold, executable, intrinsic or targeted action items can we take away from your convo with Barb Betts. She said there are three things that have to be present to have a real relationship with others and even with yourself. She calls it the VVR formula, visibility, vulnerability and relatability. VVR. So visibility, are you actually showing up and being present? Visibility, are you actually showing up and being present. She links this to a really interesting law called propinquity, which I have never looked up and thought that was interesting. She said that the greater proximity increases the chance of a relationship. So if you're not in the room, you can't have a relationship.Lesley Logan 22:15  Oh, that's kind of like how Hinge, the dating app, used to start. It was based on if someone had ever been in a location that you've been to? That's how Chris and Laura got together. They both went to some area in Century City Mall, crazy. She shopped there, and his office was down there. And so they're like, you two are near each other some of the time. Brad Crowell 22:33  Love that. Well, yeah. So visibility, obviously. Vulnerability is the second thing. And I thought, again, this was another really powerful thing. And she said, there has to be some level of vulnerability in your life with other human beings. So are you willing to say, I don't know the answer to that? Or text someone and just be like, Hey, I was just thinking about you. I miss you, right? And there's that is being vulnerable. And when you do that, it really does, like let them know that they're special, that they're they care. So you know, by being vulnerable, you're helping connect the dots, and it builds relationships. The third is relatable relatability. You have to have a point of connection or common ground. She believes that this is often something forced, that people are forcing right? I mean, you know, it's like, I think actually people who get in a relationship and they they say things like, Oh, we love the same music and movies and all this kind of stuff, but, like, that's the only things that are a part of it. There's got to be more the vulnerability is, like, super important, you know, and honesty and trust and, of course, all those other things. But relatability is a definitely the beginning. It will help jumpstart all these conversations and all these things, but you know, if you're forcing it, you're not being vulnerable.Lesley Logan 23:52  I mean, that's yeah, that's kind of it. Brad Crowell 23:54  Yeah. She emphasized that if you don't have these three things, then you won't build a relationship.Lesley Logan 23:59  Yeah. I believe that. Brad Crowell 24:00  Yeah, what about you? Big takeaway. Lesley Logan 24:02  Okay, stop hiding. Let your walls down. Let people in. Admit you're not perfect. Admit where you know your vulnerabilities are. Pay attention to how you feel on social media. Pay attention to what you're looking out and how you're comparing yourself to others. I mean, these are great things to like even journal on. They kind of help with what you were talking about before, first of all, if you're listening to this podcast, you're already admitting you're not perfect. You've been listening to us. I sound like a fucking shit right now. I sound like a Bakewell. But I also think, like, when you admit those things, it you don't have to pretend, and you you can just, it doesn't mean you get to like, it's like a bus pass to like, being an asshole, but you can just be like, like, I am not an organized person. I'm not I It's not something I'm going to learn to do. I put things down. I don't put them away. I'm not a dirty person. I'm a messy person, you know. So I that means I have to know that those are my things, and I need people in my life who will put things away or keep things out of my hands so I can't fuck it up, you know. You just have to know these things. And if you do feel like shit when you're watching social media, stop doing it. One of my clients, she just, social media doesn't make her feel good, so she doesn't have any account. She just, she's like, I just, like, I have no idea what's going on, and that's okay, because, like, honestly, like, I don't it wasn't helping. The benefits of being in on, like, whatever is something that is like people are talking about don't outweigh the negatives of how I feel about myself when I watch it. So I think this is really important. And I I understand if you've been hurt before, it's hard to let your walls down, but you waiting for someone to be trustworthy enough to let your walls down. Guess how you do that? You trust them. You have to like, let your wall like the way it works you have to let your walls down first so you can trust them. Let your walls down. That's how it goes. So if people suck, go find new people. I also just want to say, like, I love.Brad Crowell 25:49  Burn those relationships or not relationships, because they're not relationships. Lesley Logan 25:54  No, I think, like, I love how Barb talks about, like, building authentic relationships. I made big fan of just like (inaudible) just don't go like, I'm amazed at how many friends you have from like, different parts of your life, and like. Brad Crowell 26:05  Who, me? Lesley Logan 26:06  Yeah, and I have I, if I saw those people in a place right now, I would not avoid them. I would absolutely go, oh my god, hi from high school, if I to be honest, and no offense even from high school, if I recognized you. I really didn't know who I was in high school, so I don't know, like, who you remember, because probably, but like, I would just say, like, I don't have those but I wouldn't be like, Oh, I don't talk to those people anymore. It's just like, I outgrew those things because I got to know myself more, and it's not a slight to them. It's just like, you keep going. So it's okay to let relationships go, if you have to show up inauthentically to be in them, yes, and I think that that's really important information, you know.Brad Crowell 26:47  I think, I think that's worth saying again, you know, like, and I it's something I struggle with, is letting a relationship go, you know, because, for me, I value relationships really highly. But I love the idea that if you have changed to the point where being in a relationship with a friend or even a family member means you have to be inauthentic to be in that you're allowed to hit pause, you know. So yeah, and it's gonna be healthy for you in the long run, and it is something that we have to protect ourselves, you know? Because, like, think about this. We talk about this all the time. When we let our friends or family, we tell them our dream, and then they shit all over it, and then we take that seriously, you know? And it's like, like, we all know that that has happened, but also too, like, clearly, there's a discord there. Doesn't mean we're firing those friends, but the point is that if we are aware, conscious enough that we should protect our dreams when we're sharing them. You know, in that way, it's also okay as you shift, change and grow. If you have to, like, pretend to be your old self to be in a relationship with someone, maybe you move on.Lesley Logan 27:53  Well, I'll just say, like the other day we were at, not the other day, the other day, but a while back, we were at an event, and I saw some people in person for the first time in six, seven years in our industry, and I used to handle the lot, and there was just a few different times they showed me, kind of like, who they were and how I needed to be in their relationship with them. And they're not bad people by the way. They just their needs and how they want to be and what they want to talk about, are things that are not something I want to do, and how I'd have to be in a conversation with them is not authentic to me. And I went up, I hugged them, I genuinely said, how are you what's going on? And they did vague, this is what's going on, even like they were not vulnerable, no. And what they did say was like. Brad Crowell 28:39  I literally know the conversation you're talking about. Lesley Logan 28:42  They were like, they were like, kind of pumping up whatever it was they were doing in a very like, I'm over here and this is over here. And I was like, yeah, I'm really glad that I'm saying hi, and I'm so glad that over the last six years we haven't been in contact, because, like, who they want me to be in that conversation is not who I am and I have voiced multiple times things that, like, I was like, ooh, I don't really like this, X, Y and Z, yeah. And guess what? So I voiced it. They didn't want to hear it, or they don't care, or they don't see it that way. You have to be a negative. It's just like, it's, we're different. And I think.Brad Crowell 29:15  But this comes back to knowing yourself. So because you know yourself, it allows you to be like, ooh. Lesley Logan 29:20  Yeah. So because of that, so it was great to just have a check in. Like, oh, did I let something go? Was it me? No, actually, we are oil and water and that is okay, and we can exist as balsamic and oil. Sometimes they're great on bread. Sometimes, there's gonna be people who glad that we're both at the exact same event, but I don't have to pour myself into their bowl for the for it to.Brad Crowell 29:45  To finish the metaphor. Yeah, love it. Awesome. Lesley Logan 29:47  All right. I'm Lesley Logan. Brad Crowell 29:48  And I'm Brad Crowell. Lesley Logan 29:49  You guys are amazing. I just am so grateful for you. Thanks for sticking it out with this voice. I hope that we record in a couple of days better. If it's not, you're gonna keep. Listening anyways, because you love me and we are hopefully really helpful, and so you're gonna leave a review, too, me hypnotizing you leave a review show this with a friend who needs to hear it. Until next time, go Be It Till You See It. Brad Crowell 30:10  Bye for now. Lesley Logan 30:12  That's all I got for this episode of the Be It Till You See It Podcast. One thing that would help both myself and future listeners is for you to rate the show and leave a review and follow or subscribe for free wherever you listen to your podcast. Also, make sure to introduce yourself over at the Be It Pod on Instagram. I would love to know more about you. Share this episode with whoever you think needs to hear it. Help us and others Be It Till You See It. Have an awesome day. Be It Till You See It is a production of The Bloom Podcast Network. If you want to leave us a message or a question that we might read on another episode, you can text us at +1-310-905-5534 or send a DM on Instagram @BeItPod.Brad Crowell 30:54  It's written, filmed, and recorded by your host, Lesley Logan, and me, Brad Crowell.Lesley Logan 30:59  It is transcribed, produced and edited by the epic team at Disenyo.co.Brad Crowell 31:04  Our theme music is by Ali at Apex Production Music and our branding by designer and artist, Gianfranco Cioffi.Lesley Logan 31:11  Special thanks to Melissa Solomon for creating our visuals.Brad Crowell 31:14  Also to Angelina Herico for adding all of our content to our website. And finally to Meridith Root for keeping us all on point and on time.Lesley Logan 31:27  There's a gnat that is just like. Brad Crowell 31:29  I know I tried to kill him twice on my screen without shaking my camera.Lesley Logan 31:32  Flying around my face. I feel like that dog today. I'm like. Gonna wash my hair after this.Brad Crowell 31:44  Yeah, the more you keep touching it, the more amazing it looks on camera.Lesley Logan 31:53  Yeah, what is happening? Okay, that's pretty good. Nope. Do I look like a unicorn?Brad Crowell 32:09  Yes, you are always a unicorn babe. Okay, ready? Okay, let's talk about Barb. Betts. Barb is a keynote speaker, author and recovering real estate broker who turned and we are on a roll. All right, let's start that over. Brad Crowell 32:38  She said there are three things that you have to have to be present. Sorry. She said there are three things that you have to be present to have. This is fucked up. There are three things that have to be oh, that not you. It's just have to be present. Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Aaron sits down with Glen Kunofsky, Founder and CEO of SURMOUNT, for a wide-ranging conversation on growing up in a middle-class New York household, buying his first investment property at 19, and spending three years in brokerage without a meaningful paycheck before finally cracking the code on net lease. Glen shares how a chance connection with Carol's Corp unlocked a career-defining pivot away from hotels, how his wife's KPMG salary kept the lights on during the lean years, and why relationships over transactions isn't just a hat on the wall — it's the operating system behind a firm that grew from 35 to 130 people in three years. From assuming mortgages at 13% interest to pioneering the private market for sale-leasebacks, this episode is packed with unfiltered lessons from one of the most unconventional paths to the top of commercial real estate.Key Takeaways:• The best operators build their book before they need it — relationships compound long before transactions do• 18 months of no closings isn't failure — it's the cost of entry for anyone without a playbook• Pivoting from hotels to net lease didn't happen by strategy; it happened by curiosity and a family phone call• Paying junior brokers a base salary — not just splits — is how you build loyalty, not just production• The smallest client today can be your largest referral source in 10 years• Scaling from 35 to 130 people in three years is a byproduct of culture, not a growth strategyKey Timestamps:(00:00:00) – Growing Up in Queens, New York: Teachers, Carpool, and Middle-Class Roots(00:02:09) – Undiagnosed ADHD, Learning by Listening, and Getting A's When It Mattered(00:03:40) – Paper Routes, Snow Shoveling, and Always Having a Work Project(00:04:30) – First Foray Into Real Estate: Construction Labor at 13(00:08:30) – First Investment Property at 19: Closing With $2,000 Down on a House(00:09:31) – Still in School: Acquiring 19 Houses Within a Mile of ASU(00:13:55) – Meeting His Wife — and His First Tenant — on Day Two in Arizona(00:18:30) – 18 Months Without a Closing — Then a Pivot That Changed Everything(00:20:30) – The Phone Call That Launched a Net Lease Career: Carol's Corp and the Burger King Listing(00:26:00) – How Glen Built His Team: Base Salaries, Long Tenures, and No Training Your Competition(00:31:00) – The Culture Behind the Growth: Open Brokerage, Relationships Over Transactions(00:33:35) – Biggest Curveball: Surviving Three Years Without Real Income(00:36:15) – Advice for Young Brokers: Start With the Guy Who Has One Property, Not a Hundred(00:38:36) – What Surmount Actually Does: Four Business Lines, Billions Under Management(00:44:04) – The Legacy Question: What Glen Wants the Story to SayKey Topics Discussed:Commercial Real Estate Podcast, Private Equity Podcast, Commercial Real Estate Investing, Net Lease Brokerage, Sale-Leaseback Strategy, Real Estate Private Equity, Franchise Real Estate, QSR Net Lease, Single Tenant Net Lease, Investment Real Estate, Breaking Into Commercial Real Estate, Brokerage Mentorship, Building a Brokerage Team, Mentor Mentee Relationships, Multi-Family Investing, Arizona Real Estate, Assumable Mortgages, Hotel Brokerage, Pivoting in Real Estate, Real Estate Culture, Relationships Over Transactions, Commercial Property Management, Team Building in Brokerage, Real Estate Portfolio, Early Real Estate Investing, Wealth Building Through Real Estate, CEO Interview Podcast, Limitless, Aaron Zucker, Glen Kunofsky, Surmount, Marcus and Millichap, Carol's Corp, Burger King Net Lease, Arby's Net Lease, Panera Bread, Institutional Brokerage, Private Capital, Advisory Real Estate, Construction Management, Balance Sheet Investing, Family Office Real Estate, NNN Properties, Freestanding Retail, Limitless Podcast, Aaron ZuckerMentions:Glen's LinkedIn: https://www.linkedin.com/in/glen-kunofsky-55633216/More of Limitless:Web: zuckerinvestmentgroup.comLinkedIn: https://www.linkedin.com/in/aaron-zucker-zig/IG: @zuckerinvestmentgroupX: @ZIG_CRE

If you’ve looked up stuff about the trait of high sensitivity online, you’ve probably been confronted by a sea of pastel colours and a hundred shades of beige. There’s nothing inherently wrong with those things. If that’s your bag, by all means fill it up. But other preferences are available, and I know a bunch of HSPs who keep their true colours hidden for fear of standing out too much. https://youtu.be/igNR0IRWmeY A Sensitive Love of Horror Movies I once wrote a post about my love for horror movies. Not the shock and gore types, but classic horror. The stuff that twists my melon, unsettles my relationship with reality, and leaves me thinking and trembling about it long after the credits roll. I fully appreciate that not everyone shares this particular proclivity, and that’s fine; I don’t expect them to. But I received a reply to that post from someone for whom this meant I couldn’t possibly be highly sensitive. And they really couldn’t grasp my suggestion that it is the very traits that come from my high sensitivity that spark my love of dark and mystery-filled art. I’ve never been particularly attached to the highly sensitive label. Whether or not I fit into the club is not a concern because I’ve never seen it that way. But I found it interesting that they couldn’t understand what I was saying. I see a strong link because my sensitivity (deep processing and absorbing subtle details) is the fuel for my engagement with those depths. I love dwelling in mystery, especially the kind that doesn’t have a simplistic reveal or explanation. Darkness and Definition My friend Tuula Ahde creates the most stunning macro ice photographs. They’re dark and mysterious. Every observer gives a different meaning to the colours and shapes within the images. Faces, landscapes, memories, dreams. You notice the sounds, stories, and hidden worlds within the ice. I know that Tuula’s sensitivity underpins and infuses her photos, shaping how she perceives the world and expresses her unique creative voice. Yet, her work contrasts with the subjects and colours typically associated with a creative HSP. Raven by Tuula Ahde – this became the cover image for my single, Sleep it Off I like music without a prescription for understanding it, and TV shows that avoid neatly tying every thread together. While part of me craves the pleasure of neat conclusions, clear interpretations, and full explanations of who the killer was and how the trick was done, the rest of me knows it’s far more enjoyable to dwell in the shifting landscapes of ambiguity beyond good and evil, conspiracies, and sinister motives. Towards something more chaotic. More complex and confusing. Dare I say, more human! An incomplete and contradictory picture filled with false-starts, miss-steps, and about-turns. The tendency to hold and enjoy those elements reflects my personal experience of sensitivity. And I know I’m not alone. I suspect it is this pull towards life’s more complex realms that leaves me feeling empty when I see high sensitivity portrayed through pastel colours and a hundred shades of beige. The kind found in therapeutic spaces, at least many of those I’ve encountered. Where art on the walls is soft and pale, lacking backbone, as if they are afraid to speak. I rarely find sanctuary in these colours. Instead, I find fog, where there’s no edge or hook to hang my hat. Like the politeness and civility that mask the truth. The Brightness of Fog This pale pastel fog appears bright, yet it is opaque. It conceals rather than reveals, compressing itself around the world instead of adding dynamism and depth. When you shine a light into it, the light gets reflected back. It sees nothing. Shining a light into the darkness reveals what lurks within it. Sometimes those things are hard to distinguish at first, but as our eyes adapt, we can see all sorts of things. A hundred shades of beige seem unassuming and bright, but they feel soulless and shallow. Lacking a defined edge. And if you’ve ever stood on a mountain in fog, you’ll know that brightness doesn’t equate to clarity. The edge could be just one step away or a hundred. Working In Funeralcare I noticed something similar when I worked in the funeral industry. Many people avoid discussing death, which is quite understandable. But not talking about something doesn’t make it disappear. I believe my sensitivity attracted me to that world. Not because I had a peculiar fascination with it, but because of the truth in it, which is often avoided, hidden, and whitewashed by euphemisms and shades of beige. We obscure the inevitable with platitudes and avoidance. Yet, there is creative energy to explore and harness in those realities we must face and accept, even as we resist and resent them. When I hear people talk about keeping things positive or avoiding negativity, I am always interested to know what they mean. There are those who would rather an inoffensive pastel painting of a sunrise or idyllic pastoral nature-scape. But there is a risk of pacification and an inaccurate representation of sensitivity as something fragile and easily broken. Rather than a way of experiencing the world in all its magnificent and mysterious depth. I love rich mahogany desks contrasted with dark green lamps and the orange flicker of candlelight. The shapes in shadows, whispers on the wind, and the scars, stains, and blemishes that hold stories. I like things that turn out to be more than they seem and invitations to explore. I like wondering about everything that happened here and wandering about on faded footprints. And I like the kind of surprises that take me along the trails, corridors, and tunnels that can’t be seen from the road. How about you?

A Hundred Honeymoons: A Novel by J.S. Wilson https://www.amazon.com/Hundred-Honeymoons-Novel-J-S-Wilson/dp/1664134204 Women are predators too, only the prey is different? – A.J. Strindberg A Hundred Honeymoons? storyline develops like a carnally driven small town soap opera revolving around two innocent teenagers, Todd and Sally. Drenched in hormonal confusion, Todd?s teenage adventures offer a good number of relatable moments for the reader to quip, ?Yeah, I remember feeling like that.? While Sally?s journey takes her from naive cheerleader to a mature woman. Exploitive and corrupt characters woven throughout, it is a story premeditated with carnal adventures, broken hearts, and true love. Can these infatuated, yet durable teenagers, survive and prove, love does conquer all?

Is this what we're here for? To be the passions' slave? To be the plaything of emotions and impulses? It can't be!

Welcome back to your favorite daily comedy show, where the headlines are real, but our reactions are legally questionable.Today's chaos kicks off with the most unnecessary invention of the year: a Bluetooth-enabled funeral urn from Liquid Death called the “Eternal Playlist.” Yes, you can now haunt your family in surround sound. It's $495, it plays Spotify from beyond the grave, and somehow Moon almost bought one. Because of course he did. If you've ever wanted to DJ your own memorial service, congratulations — capitalism wins again.Then we pivot HARD into the internet's most uncomfortable math problem: an OnlyFans creator claiming she's pregnant after what she called a “breeding mission” involving 400 men. Four. Hundred. Naturally, the internet tagged Maury Povich like he's the Avengers of paternity testing. We discuss whether Maury should come out of retirement, whether this is marketing genius or chaos theater, and whether King Scott is now qualified to host a 400-man DNA special live from The Pageant in St. Louis. (We're not saying we'd do it… but we're also not not saying it.)From there, it's a full-on pop culture roller coaster. The Rock & Roll Hall of Fame nominees drop, and the gang debates whether Iron Maiden, Oasis, Sade, Wu-Tang Clan, and Mariah Carey deserve the nod — while Moon questions whether the Hall means anything anymore. It's passionate. It's slightly heated. It's exactly what a daily comedy show about music opinions should sound like.We also break down Missouri's proposed “Taylor Swift Act” targeting AI deepfakes, Benny Blanco's horrifying bare feet, a Shaky Knees festival lineup that slaps, and the emotional weight of some heartbreaking celebrity news. And because we contain multitudes, we close things out with an all-out war over the greatest TV theme songs of all time. From Fraggle Rock to Perfect Strangers to Thundercats — friendships were tested.This episode is a perfect example of why this daily comedy show works: weird news, celebrity chaos, music debates, childhood nostalgia, and just enough sarcasm to keep it spicy without getting us fired.If you like your entertainment gossip slightly unhinged but still informed, welcome home.Follow The Rizzuto Show → linktr.ee/rizzshow for more from your favorite daily comedy show.Connect with The Rizzuto Show Comedy Podcast online → 1057thepoint.com/RizzShow.Hear The Rizz Show daily on the radio at 105.7 The Point | Hubbard Radio in St. Louis, MO.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

PREVIEW FOR LATER TODAY Guest: Rick Fisher. China advances a hundred-year space plan, developing heavy launchers and a lunar gateway to establish a permanent, profitable presence on the moon.1940