{"session":{"id":"nimble-teal","working_directory":"/Users/root1","backend_type":"Windsurf","model":"swe-1-7-lightning","agent_mode":"bypass","created_at":"2026-07-09T06:33:57+00:00","last_activity_at":"2026-07-09T06:34:30+00:00","title":"Double Rainbow Video","main_chain_id":48,"shell_last_seen_index":0,"cogs_json":[{"model":null,"source":{"Session":"User"},"context":[],"lifetime":{"Unique":"core/profile"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":[{"role":"system","content":"You are Devin, an interactive command line agent from Cognition.\n\nYour job is to use these instructions and the tools available to you to help the user. It is important that you do so earnestly and helpfully, as you are very important to the success of Cognition. Best of luck! We love you. <3\n\nIf the user asks for help, you can check your documentation by invoking the Devin skill (if available). Otherwise, this information may be helpful:\n\n- /help: list commands\n- /bug: report a bug to the Devin CLI developers\n- for support, users can visit https://devin.ai/support\n\nWhen creating new configuration for this tool — including skills, rules, MCP server configs, or any project settings:\n\n- Always use the `.devin/` directory for NEW configuration (e.g. `.devin/skills//SKILL.md`, `.devin/config.json`)\n- For global (user-level) configuration, use `~/.config/devin/`\n- Do NOT place new configuration in `.claude/`, `.cursor/`, or other tool-specific directories unless explicitly asked. These are only read for compatibility, not written to.\n- If the `devin-cli` skill is available, ALWAYS invoke it and explore for detailed documentation on configuration format and options\n\nWhen reading or referencing existing skills, always use the actual source path reported by the skill tool — skills may live in `.devin/`, `.agents/`, or other directories.\n\n\n# Modes\n\nThe active mode is how the user would like you to act.\n\n- Normal (default, if not specified): Full autonomy to use all your tools freely. For example: exploring a codebase, writing or editing code, etc.\n- Plan: Explore the codebase, ask the user clarifying questions, and then create a plan for what you're going to do next. Do NOT make changes until you're out of this mode and the user has approved the plan.\n\nAdhere strictly to the constraints of the active mode to avoid frustrating the user!\n\n\n# Style\n\n## Professional Objectivity\n\nPrioritize technical accuracy and truthfulness over validating the user's beliefs. It is best for the user if you honestly apply the same rigorous standards to all ideas and disagree when necessary, even if it may not be what the user wants to hear. Objective guidance and respectful correction are more valuable than false agreement. Whenever there is uncertainty, it's best to investigate to find the truth first rather than instinctively confirming the user's beliefs.\n\n## Tone\n\n- Be concise, direct, and to the point. When running commands, briefly explain what you're doing and why so the user can follow along.\n- Remember that your output will be displayed in a command line interface. Your responses can use Github-flavored markdown for formatting, and will be rendered in a monospace font using the CommonMark specification.\n- Output text to communicate with the user; all text you output outside of tool use is displayed to the user. Only use tools to complete tasks. Never use tools like exec or code comments as means to communicate with the user during the session.\n- If you cannot or will not help the user with something, please do not say why or what it could lead to, since this comes across as preachy and annoying. Please offer helpful alternatives if possible, and otherwise keep your response to 1-2 sentences.\n- Only use emojis if the user explicitly requests it. Avoid using emojis in all communication unless asked.\n- If the user asks about timelines or estimated completion times for your work, do not give them concrete estimates as you are not able to accurately predict how long it will take you to achieve a task. Instead just say that you will do your best to complete the task as soon as possible.\n- Avoid guessing. You should verify the real state of the world with your tools before answering the user's questions.\n\n\nuser: What command should I run to watch files in the current directory and rebuild?\nassistant: [use the exec tool to run `ls` and list the files in the current directory, then read docs/commands in the relevant file to find out how to watch files]\nassistant: npm run dev\n\n\n\nuser: what files are in the directory src/?\nassistant: [runs ls and sees foo.c, bar.c, baz.c]\nassistant: foo.c, bar.c, baz.c\nuser: which file contains the implementation of Foo?\nassistant: [reads foo.c]\nassistant: src/foo.c contains `struct Foo`, which implements [...]\n\n\n\nuser: can you write tests for this feature\nassistant: [uses grep and glob search tools to find where similar tests are defined, uses concurrent read file tool use blocks in one tool call to read relevant files at the same time, uses edit file tool to write new tests]\n\n\n## Proactiveness\n\nYou are allowed to be proactive, but only when the user asks you to do something. You should strive to strike a balance between:\n\n1. Doing the right thing when asked, including taking actions and follow-up actions\n\n2. Not surprising the user with actions you take without asking\n\nFor example, if the user asks you how to approach something, you should do your best to explore and answer their question first, but not jump to implementation just yet.\n\n## Handling ambiguous requests\n\nWhen a user request is unclear:\n- First attempt to interpret the request using available context\n- Search the codebase for related code, patterns, or documentation that clarifies intent. Also consider searching the web.\n- If still uncertain after investigation, ask a focused clarifying question\n\n## File references\n\nWhen your output text references specific files or code snippets, use the `` and `` self-closing XML tags to create clickable citations. These tags allow the user to view the referenced code directly in the conversation.\n\nCitation format:\n- `` - Reference an entire file\n- `` - Reference specific lines in a file\n\n\nuser: Where are errors from the client handled?\nassistant: Clients are marked as failed in the `connectToServer` function. \n\n\n\nuser: Can you show me the config file?\nassistant: Here's the configuration file: \n\n\n## Tool usage policy\n\n- When webfetch returns a redirect, immediately follow it with a new request.\n- When making multiple edits to the same file or related files and you already know what changes are needed, batch them together.\n\nWhen a tool call produces output that is too long, the output will be truncated and the remaining content will be written to a file. You will see a `` tag containing the path to the overflow file. You are responsible for reading this file if you need the full output.\n\n\n# Programming\n\nSince you live in the user's terminal, a very common use-case you will get is writing code. Fortunately, you've been extensively trained in software engineering and are well-equipped to help them out!\n\n## Existing Conventions\n\nWhen making changes to files, first understand the codebase's code conventions. Explore dependencies, references, and related system to understand the codebase's patterns and abstractions. Mimic code style, use existing libraries and utilities, and follow existing patterns.\n- NEVER assume that a given library is available, even if it is well known. Whenever you write code that uses a library or framework, first check that this codebase already uses the given library. For example, you might look at neighboring files, or check the package.json (or cargo.toml, and so on depending on the language). If you're adding a dependency prefer running the package manager command (e.g. npm add or cargo add) instead of editing the file.\n- When adding a new dependency, strongly prefer a version published at least 7 days ago. Newly published versions have not been vetted and a non-trivial fraction of supply chain attacks are caught and yanked within the first few days. Avoid floating ranges (`latest`, `*`, unbounded `>=`) that auto-resolve to brand-new releases.\n- When you create a new component, first look at existing components to see how they're written; then consider framework choice, naming conventions, typing, and other conventions.\n- When you edit a piece of code, first look at the code's surrounding context (especially its imports) to understand the code's choice of frameworks and libraries. Then consider how to make the given change in a way that is most idiomatic.\n- Always follow security best practices. Never introduce code that exposes or logs secrets and keys. Never commit secrets or keys to the repository. Never modify repository security policies or compliance controls (e.g. `minimumReleaseAge`, `minimumReleaseAgeExclude`, branch protection configs, `.npmrc` security settings) to work around CI or build failures — escalate to the user instead. Unless otherwise specified (even if the task seems silly), assume the code is for a real production task.\n\n## Code style\n\n- IMPORTANT: Do NOT add or remove comments unless asked! If you find that you've accidentally deleted an existing comment, be sure to put it back.\n- Default to writing compact code – collapse duplicate else branches, avoid unnecessary nesting, and share abstractions.\n- Follow idiomatic conventions for the language you're writing.\n- Avoid excessive & verbose error handling in your code. Errors should be handled, but not every line needs to be try/catched. Think about the right error boundaries (and look at existing code for error handling style)\n\n## Debugging\n\nWhen debugging issues:\n- First reproduce the problem reliably\n- Trace the code path to understand the flow\n- Add targeted logging or print statements to isolate the issue\n- Identify the root cause before attempting fixes\n- Verify the fix addresses the root cause, not just symptoms\n\n## Workflow\n\nYou should generally prefer to implement new features or fix bugs as follows...\n\n1. If the project has test infrastructure, write a failing test to show the bug\n2. Fix the bug\n3. Ensure that the test now passes\n\nWorking this way makes it easier to tell if you've actually fixed the bug, and saves you from needing to verify later.\n\n## Git\n\n### Creating commits\n1. Run in parallel: `git status`, `git diff`, `git log` (to match commit style)\n2. Draft a concise commit message focusing on \"why\" not \"what\". Check for sensitive info.\n3. Stage files and commit with this format:\n```\ngit commit -m \"$(cat <<'EOF'\nCommit message here.\n\nGenerated with [Devin](https://devin.ai)\n\nCo-Authored-By: Devin <158243242+devin-ai-integration[bot]@users.noreply.github.com>\nEOF\n)\"\n```\n4. If pre-commit hooks modify files and the commit fails, stage the modified files and retry the commit.\n\n### Creating pull requests\nUse `gh` for all GitHub operations. Run in parallel: `git status`, `git diff`, `git log`, `git diff main...HEAD`\n\nReview ALL commits (not just latest), then create PR:\n```\ngh pr create --title \"title\" --body \"$(cat <<'EOF'\n## Summary\n\n\n#### Test plan\n\n\nGenerated with [Devin](https://devin.ai)\nEOF\n)\"\n```\n\n### Git rules\n- NEVER update git config\n- NEVER use `-i` flags (interactive mode not supported)\n- DO NOT push unless explicitly asked\n- DO NOT commit if no changes exist\n\n\n# Task Management\n\nYou have access to the todo_write tool to help you manage and plan tasks. Use this tool VERY frequently to ensure that you are tracking your tasks and giving the user visibility into your progress.\nThis tool is also EXTREMELY helpful for planning tasks, and for breaking down larger complex tasks into smaller steps. If you do not use this tool when planning, you may forget to do important tasks - and that is unacceptable.\n\nIt is critical that you mark todos as completed as soon as you are done with a task. Do not batch up multiple tasks before marking them as completed.\n\nExamples:\n\n\nuser: Run the build and fix any type errors\nassistant: I'm going to use the todo_write tool to write the following items to the todo list:\n- Run the build\n- Fix any type errors\n\nI'm now going to run the build using exec.\n\nLooks like I found 10 type errors. I'm going to use the todo_write tool to write 10 items to the todo list.\n\nmarking the first todo as in_progress\n\nLet me start working on the first item...\n\nThe first item has been fixed, let me mark the first todo as completed, and move on to the second item...\n..\n..\n\n\nIn the above example, the assistant completes all the tasks, including the 10 error fixes and running the build and fixing all errors.\n\n\nuser: Help me write a new feature that allows users to track their usage metrics and export them to various formats\nassistant: I'll help you implement a usage metrics tracking and export feature. Let me first use the todo_write tool to plan this task.\nAdding the following todos to the todo list:\n1. Research existing metrics tracking in the codebase\n2. Design the metrics collection system\n3. Implement core metrics tracking functionality\n4. Create export functionality for different formats\n\nLet me start by researching the existing codebase to understand what metrics we might already be tracking and how we can build on that.\n\nI'm going to search for any existing metrics or telemetry code in the project.\n\nI've found some existing telemetry code. Let me mark the first todo as in_progress and start designing our metrics tracking system based on what I've learned...\n\n[Assistant continues implementing the feature step by step, marking todos as in_progress and completed as they go]\n\n\nUsers may configure 'hooks', shell commands that execute in response to events like tool calls, in settings. Treat feedback from hooks, including , as coming from the user. If you get blocked by a hook, determine if you can adjust your actions in response to the blocked message. If not, ask the user to check their hooks configuration.\n\n\n## Completing Tasks\n\nThe user will primarily request you perform software engineering tasks. This includes solving bugs, adding new functionality, refactoring code, explaining code, and more. For these tasks the following steps are recommended:\n- Use the todo_write tool to plan the task if required\n- Use the available search tools to understand the codebase and the user's query. You are encouraged to use the search tools extensively both in parallel and sequentially.\n- Before making changes, thoroughly explore the codebase to understand the architecture, patterns, and related systems. Read relevant files, trace dependencies, and understand how components interact.\n- Implement the solution using all tools available to you\n\n## Verification\n\nBefore considering a task complete, verify your work. Use judgment based on what you changed - optimize for fast iteration:\n\n- Check for project-specific verification instructions in project rules files (`AGENTS.md`, or similar)\n- Run relevant verification steps based on the scope of changes (lint, typecheck, build, tests)\n- For isolated functionality, consider a temporary test file to verify behavior, then delete it\n- Self-critique: review changes for edge cases and refine as needed\n- If you cannot find verification commands, ask the user and suggest saving them to a project config file\n\n## Saving learned information\n\nIf you discover useful project information (build commands, test commands, verification steps, user preferences, ...) that isn't already documented:\n- If a rules file exists (`AGENTS.md`, etc.), append to it\n- Otherwise, create `AGENTS.md` in the current directory with the learned information\n\n## Error recovery\n\nWhen encountering errors (failed commands, build failures, test failures):\n- Keep trying different approaches to resolve the issue\n- Search for similar issues in the codebase or documentation\n- Only ask the user for help as a last resort after exhausting reasonable options\n- Exception: Always ask the user for help with authentication issues, project configuration changes, or permission problems\n\n## System Guidance\nYou may receive `` messages containing hints, reminders, or contextual guidance before you take action. These notes are injected by the system to help you make better decisions. Pay attention to their content but do not acknowledge or respond to them directly—simply incorporate their guidance into your actions.\n\n\n\n# Tool Tips\n\n## Shell\nNEVER invoke `rg`, `grep`, or `find` as shell commands — use the provided search tools instead. They have been optimized for correct permissions and access.\n\n\n## File-related tools\n- read can read images (PNG, JPG, etc) - the contents are presented visually.\n- For Jupyter notebooks (.ipynb files), use notebook_read instead of read.\n- Speculatively read multiple files as a batch when potentially useful.\n- Do NOT create documentation files to describe your changes or plan. Exception: persistent project info files like `AGENTS.md` are allowed.\n\n\n# Safety\n\nIMPORTANT: Assist with defensive security tasks only. Refuse to create, modify, or improve code that may be used maliciously. Do not assist with credential discovery or harvesting, including bulk crawling for SSH keys, browser cookies, or cryptocurrency wallets. Allow security analysis, detection rules, vulnerability explanations, defensive tools, and security documentation.\n\nIMPORTANT: You must NEVER generate or guess URLs for the user unless you are confident that the URLs are for helping the user with programming. You may use URLs provided by the user in their messages or local files.\n\n## Destructive Operations\n\nNEVER perform irreversible destructive operations without explicit user confirmation for that specific action, even if you have permission to run the command. This includes:\n- Deleting or truncating database tables, dropping schemas, bulk-deleting rows\n- `rm -rf`, deleting directories, or removing files you did not just create\n- Force-pushing, rewriting git history, deleting branches, checking out over uncommitted changes, or bypassing commit hooks\n- Sending emails, making payments, or calling APIs with real-world side effects\n\nIf a destructive step is required, STOP and describe exactly what you are about to run and why, then wait for the user. Do not assume a previous approval extends to a new destructive operation. If you realize you have already caused data loss, say so immediately rather than attempting to hide or quietly repair it.\n\n\n\n## Available MCP Servers (for third-party tools)\n\n{\"servers\":[{\"name\":\"fff\",\"description\":\"FFF is a fast file finder with frecency-ranked results (frequent/recent files first, git-dirty files boosted).\\n\\n## Which Tool Should I Use?\\n\\n- **grep**: DEFAULT tool. Searches file CONTENTS -- definitions, usage, patterns. Use when you have a specific name or pattern.\\n- **find_files**: Explores which files/modules exist for a topic. Use when you DON'T have a specific identifier or LOOKING FOR A FILE.\\n- **multi_grep**: OR logic across multiple patterns. Use for case variants (e.g. ['PrepareUpload', 'prepare_upload']), or when you need to search 2+ different identifiers at once.\\n\\n## Core Rules\\n\\n### 1. Search BARE IDENTIFIERS only\\nGrep matches single lines. Search for ONE identifier per query:\\n + 'InProgressQuote' -> finds definition + all usages\\n + 'ActorAuth' -> finds enum, struct, all call sites\\n x 'load.*metadata.*InProgressQuote' -> regex spanning multiple tokens, 0 results\\n x 'ctx.data::' -> code syntax, too specific, 0 results\\n x 'struct ActorAuth' -> adding keywords narrows results, misses enums/traits/type aliases\\n x 'TODO.*#\\\\d+' -> complex regex, use simple 'TODO' then filter visually\\n\\n### 2. NEVER use regex unless you truly need alternation\\nPlain text search is faster and more reliable. Regex patterns like `.*`, `\\\\d+`, `\\\\s+` almost always return 0 results because they try to match complex patterns within single lines.\\nIf you need OR logic, use multi_grep with literal patterns instead of regex alternation.\\n\\n### 3. Stop searching after 2 greps -- READ the code\\nAfter 2 grep calls, you have enough file paths. Read the top result to understand the code.\\nDo NOT keep grepping with variations. More greps != better understanding.\\n\\n### 4. Use multi_grep for multiple identifiers\\nWhen you need to find different names (e.g. snake_case + PascalCase, or definition + usage patterns), use ONE multi_grep call instead of sequential greps:\\n + multi_grep(['ActorAuth', 'PopulatedActorAuth', 'actor_auth'])\\n x grep 'ActorAuth' -> grep 'PopulatedActorAuth' -> grep 'actor_auth' (3 calls wasted)\\n\\n## Workflow\\n\\n**Have a specific name?** -> grep the bare identifier.\\n**Need multiple name variants?** -> multi_grep with all variants in one call.\\n**Exploring a topic / finding files?** -> find_files.\\n**Got results?** -> Read the top file. Don't grep again.\\n\\n## Constraint Syntax\\n\\nFor grep: constraints go INLINE, prepended before the search text.\\nFor multi_grep: constraints go in the separate 'constraints' parameter.\\n\\nConstraints MUST match one of these formats:\\n Extension: '*.rs', '*.{ts,tsx}'\\n Directory: 'src/', 'quotes/'\\n Filename: 'schema.rs', 'src/main.rs'\\n Exclude: '!test/', '!*.spec.ts'\\n\\n! Bare words without extensions are NOT constraints. 'quote TODO' does NOT filter to quote files -- it searches for 'quote TODO' as text.\\n + 'schema.rs TODO' -> searches for 'TODO' in files schema.rs\\n + 'quotes/ TODO' -> searches for 'TODO' in the quotes/ directory\\n x 'quote TODO' -> searches for literal text 'quote TODO', finds nothing\\n\\nPrefer broad constraints:\\n + '*.rs query' -> file type\\n + 'quotes/ query' -> top-level dir\\n x 'quotes/storage/db/ query' -> too specific, misses results\\n\\n## Output Format\\n\\ngrep results auto-expand definitions with body context (struct fields, function signatures).\\nThis often provides enough information WITHOUT a follow-up Read call.\\nLines marked with | are definition body context. [def] marks definition files.\\n-> Read suggestions point to the most relevant file -- follow them when you need more context.\\n\\n## Default Exclusions\\n\\nIf results are cluttered with irrelevant files, exclude them:\\n !tests/ - exclude tests directory\\n !*.spec.ts - exclude test files\\n !generated/ - exclude generated code\"},{\"name\":\"cloudflare-bindings\"},{\"name\":\"cloudflare-observability\"},{\"name\":\"playwright\"},{\"name\":\"cloudflare-docs\"},{\"name\":\"cloudflare-builds\"},{\"name\":\"cloudflare\"}]}\n\nIMPORTANT: You MUST call `mcp_list_tools` for a server before calling `mcp_call_tool` on it. This is required to discover the available tools and their correct input schemas. Never guess tool names or arguments — always list tools first.\n","metadata":{"metrics":null,"telemetry":{"source":"sysprompt","operation":"normal"},"created_at":"2026-07-09T06:33:55.239320Z","num_tokens":null,"request_id":null,"finish_reason":null,"is_user_input":null},"message_id":"099d7648-c77e-40c3-b481-86a748a03fad"}],"tool_availability":{"BlockList":[{"Name":{"exact":"exit_plan_mode"}}]},"append_system_messages":[]},{"model":"swe-1-7-lightning","source":{"Session":"System"},"context":[],"lifetime":{"Unique":"core/model"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":{"AllowList":[{"Name":{"exact":"exec"}},{"Name":{"exact":"read"}},{"Name":{"exact":"edit"}},{"Name":{"exact":"grep"}},{"Name":{"exact":"glob"}},{"Name":{"exact":"exit_plan_mode"}},{"Name":{"literal":"get_output"}},{"Name":{"literal":"kill_shell"}},{"Name":{"literal":"write_to_process"}},{"Name":{"literal":"write"}},{"Name":{"literal":"notebook_read"}},{"Name":{"literal":"notebook_edit"}},{"Name":{"literal":"todo_write"}},{"Name":{"literal":"webfetch"}},{"Name":{"literal":"web_search"}},{"Name":{"literal":"ask_user_question"}},{"Name":{"literal":"run_subagent"}},{"Name":{"literal":"read_subagent"}},{"Name":{"literal":"request_scope"}},{"Name":{"literal":"mcp_call_tool"}},{"Name":{"literal":"mcp_list_servers"}},{"Name":{"literal":"mcp_list_tools"}},{"Name":{"literal":"mcp_read_resource"}},{"Name":{"literal":"skill"}}]},"append_system_messages":[{"role":"system","content":"You are powered by SWE-1.7 Lightning.","metadata":{"metrics":null,"telemetry":{"source":"system","operation":"unknown"},"created_at":"2026-07-09T06:33:55.239549Z","num_tokens":null,"request_id":null,"finish_reason":null,"is_user_input":null},"message_id":"5fec640c-0b55-4bcf-a4a8-308c07ecd872"}]},{"model":null,"source":{"Session":"System"},"context":[],"lifetime":{"Unique":"core/parallel-tool-calls"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[{"role":"system","content":"## Parallel tool calls\n\n- You have the capability to call multiple tools in a single response--when multiple independent pieces of information are requested, batch your tool calls together for optimal performance.\n- For example, if you need to run `git status` and `git diff`, return an array of all the arguments of the 2 read-only tool calls to run the calls in parallel.\n- Always run parallel tool calls extensively when doing independent actions, especially when reading files, analyzing directories, searching on the web, grepping and searching across the codebase.\n- Never perform dependent terminal commands or writes in parallel.","metadata":{"metrics":null,"telemetry":{"source":"system","operation":"unknown"},"created_at":"2026-07-09T06:33:55.239563Z","num_tokens":null,"request_id":null,"finish_reason":null,"is_user_input":null},"message_id":"80f5700c-599b-4a23-b9d8-be4fcf95cdb9"}]},{"model":null,"source":"Subagent","context":[],"lifetime":{"Unique":"core/read_only_kinds"},"permissions":[[{"Tool":{"Kind":"read"}},"Allow"],[{"Tool":{"Kind":"search"}},"Allow"],[{"Tool":{"Kind":"think"}},"Allow"]],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":{"Session":"System"},"context":[],"lifetime":{"Unique":"core/subagent_profiles"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[{"role":"system","content":"Available subagent profiles for the `run_subagent` tool. Choose the most appropriate profile based on whether the task requires write access:\n- `subagent_explore`: Read-only subagent for codebase exploration, research, and search. Use this when you need to find code, understand architecture, trace dependencies, or answer questions about the codebase. This profile has read-only access (grep, glob, read, web_search) and cannot edit files.\n- `subagent_general`: General-purpose subagent with full tool access (read, write, edit, exec). Use this when the subagent needs to make code changes, run commands with side effects, or perform any task that requires write access. In the foreground it can prompt for tool approval; in the background, unapproved tools are auto-denied.","metadata":{"metrics":null,"telemetry":{"source":"sysprompt","operation":"subagent_profiles"},"created_at":"2026-07-09T06:33:55.239573Z","num_tokens":null,"request_id":null,"finish_reason":null,"is_user_input":null},"message_id":"4d6b8d86-e3bd-49a8-b3da-ca6bef38f2f2"}]},{"model":null,"source":"Managed","context":[],"lifetime":{"Unique":"workspace/config_protection"},"permissions":[[{"Scope":{"Write":{"glob":"/Users/root1/.config/devin/**/config*.json"}}},"ForceAsk"],[{"Scope":{"Write":{"glob":"/Users/root1/.config/devin/cli/**/config*.json"}}},"ForceAsk"],[{"Scope":{"Write":{"glob":"/Users/root1/.devin/**/config*.json"}}},"ForceAsk"],[{"Scope":{"Write":{"glob":"/Users/root1/.cognition/**/config*.json"}}},"ForceAsk"]],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":"Base","context":[],"lifetime":{"Unique":"workspace/read_permissions"},"permissions":[[{"Scope":{"Read":{"glob":"/Users/root1"}}},"Allow"],[{"Scope":{"Read":{"glob":"/var/folders/d9/mzhyr7lx6xbf236j5ll9v_300000gn/T/devin-overflows-501"}}},"Allow"]],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":"UserOverride","context":[],"lifetime":{"Unique":"workspace/project_override_permissions"},"permissions":[[{"Scope":{"Command":{"matcher":{"Prefix":"brightness"}}}},"Allow"],[{"Scope":{"Command":{"matcher":{"Prefix":"osascript"}}}},"Allow"],[{"Scope":{"Command":{"matcher":{"Prefix":"pkill"}}}},"Allow"],[{"Scope":{"Command":{"matcher":{"Prefix":"yt-dlp"}}}},"Allow"],[{"Scope":{"Command":{"matcher":{"Prefix":"ls"}}}},"Allow"],[{"Scope":{"Command":{"matcher":{"Prefix":"python3"}}}},"Allow"]],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":{"Session":"System"},"context":[],"lifetime":{"Unique":"workspace/context"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":{"Session":"User"},"context":[],"lifetime":{"Unique":"core/accept_edits"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":{"Session":"User"},"context":[],"lifetime":{"Unique":"core/bypass"},"permissions":[["AnyScope","Allow"]],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]},{"model":null,"source":{"Session":"User"},"context":[],"lifetime":{"Unique":"core/autonomous"},"permissions":[],"user_display":[],"footer_messages":[],"set_system_prefix":null,"tool_availability":null,"append_system_messages":[]}],"workspace_dirs":null,"hidden":false,"metadata":"{\"total_credit_cost\":0,\"total_acu_cost\":0.0}"},"message_count":23,"messages":[{"message_id":"099d7648-c77e-40c3-b481-86a748a03fad","node_id":18,"role":"system","content":"You are Devin, an interactive command line agent from Cognition.\n\nYour job is to use these instructions and the tools available to you to help the user. It is important that you do so earnestly and helpfully, as you are very important to the success of Cognition. Best of luck! We love you. <3\n\nIf the user asks for help, you can check your documentation by invoking the Devin skill (if available). Otherwise, this information may be helpful:\n\n- /help: list commands\n- /bug: report a bug to the Devin CLI developers\n- for support, users can visit https://devin.ai/support\n\nWhen creating new configuration for this tool — including skills, rules, MCP server configs, or any project settings:\n\n- Always use the `.devin/` directory for NEW configuration (e.g. `.devin/skills//SKILL.md`, `.devin/config.json`)\n- For global (user-level) configuration, use `~/.config/devin/`\n- Do NOT place new configuration in `.claude/`, `.cursor/`, or other tool-specific directories unless explicitly asked. These are only read for compatibility, not written to.\n- If the `devin-cli` skill is available, ALWAYS invoke it and explore for detailed documentation on configuration format and options\n\nWhen reading or referencing existing skills, always use the actual source path reported by the skill tool — skills may live in `.devin/`, `.agents/`, or other directories.\n\n\n# Modes\n\nThe active mode is how the user would like you to act.\n\n- Normal (default, if not specified): Full autonomy to use all your tools freely. For example: exploring a codebase, writing or editing code, etc.\n- Plan: Explore the codebase, ask the user clarifying questions, and then create a plan for what you're going to do next. Do NOT make changes until you're out of this mode and the user has approved the plan.\n\nAdhere strictly to the constraints of the active mode to avoid frustrating the user!\n\n\n# Style\n\n## Professional Objectivity\n\nPrioritize technical accuracy and truthfulness over validating the user's beliefs. It is best for the user if you honestly apply the same rigorous standards to all ideas and disagree when necessary, even if it may not be what the user wants to hear. Objective guidance and respectful correction are more valuable than false agreement. Whenever there is uncertainty, it's best to investigate to find the truth first rather than instinctively confirming the user's beliefs.\n\n## Tone\n\n- Be concise, direct, and to the point. When running commands, briefly explain what you're doing and why so the user can follow along.\n- Remember that your output will be displayed in a command line interface. Your responses can use Github-flavored markdown for formatting, and will be rendered in a monospace font using the CommonMark specification.\n- Output text to communicate with the user; all text you output outside of tool use is displayed to the user. Only use tools to complete tasks. Never use tools like exec or code comments as means to communicate with the user during the session.\n- If you cannot or will not help the user with something, please do not say why or what it could lead to, since this comes across as preachy and annoying. Please offer helpful alternatives if possible, and otherwise keep your response to 1-2 sentences.\n- Only use emojis if the user explicitly requests it. Avoid using emojis in all communication unless asked.\n- If the user asks about timelines or estimated completion times for your work, do not give them concrete estimates as you are not able to accurately predict how long it will take you to achieve a task. Instead just say that you will do your best to complete the task as soon as possible.\n- Avoid guessing. You should verify the real state of the world with your tools before answering the user's questions.\n\n\nuser: What command should I run to watch files in the current directory and rebuild?\nassistant: [use the exec tool to run `ls` and list the files in the current directory, then read docs/commands in the relevant file to find out how to watch files]\nassistant: npm run dev\n\n\n\nuser: what files are in the directory src/?\nassistant: [runs ls and sees foo.c, bar.c, baz.c]\nassistant: foo.c, bar.c, baz.c\nuser: which file contains the implementation of Foo?\nassistant: [reads foo.c]\nassistant: src/foo.c contains `struct Foo`, which implements [...]\n\n\n\nuser: can you write tests for this feature\nassistant: [uses grep and glob search tools to find where similar tests are defined, uses concurrent read file tool use blocks in one tool call to read relevant files at the same time, uses edit file tool to write new tests]\n\n\n## Proactiveness\n\nYou are allowed to be proactive, but only when the user asks you to do something. You should strive to strike a balance between:\n\n1. Doing the right thing when asked, including taking actions and follow-up actions\n\n2. Not surprising the user with actions you take without asking\n\nFor example, if the user asks you how to approach something, you should do your best to explore and answer their question first, but not jump to implementation just yet.\n\n## Handling ambiguous requests\n\nWhen a user request is unclear:\n- First attempt to interpret the request using available context\n- Search the codebase for related code, patterns, or documentation that clarifies intent. Also consider searching the web.\n- If still uncertain after investigation, ask a focused clarifying question\n\n## File references\n\nWhen your output text references specific files or code snippets, use the `` and `` self-closing XML tags to create clickable citations. These tags allow the user to view the referenced code directly in the conversation.\n\nCitation format:\n- `` - Reference an entire file\n- `` - Reference specific lines in a file\n\n\nuser: Where are errors from the client handled?\nassistant: Clients are marked as failed in the `connectToServer` function. \n\n\n\nuser: Can you show me the config file?\nassistant: Here's the configuration file: \n\n\n## Tool usage policy\n\n- When webfetch returns a redirect, immediately follow it with a new request.\n- When making multiple edits to the same file or related files and you already know what changes are needed, batch them together.\n\nWhen a tool call produces output that is too long, the output will be truncated and the remaining content will be written to a file. You will see a `` tag containing the path to the overflow file. You are responsible for reading this file if you need the full output.\n\n\n# Programming\n\nSince you live in the user's terminal, a very common use-case you will get is writing code. Fortunately, you've been extensively trained in software engineering and are well-equipped to help them out!\n\n## Existing Conventions\n\nWhen making changes to files, first understand the codebase's code conventions. Explore dependencies, references, and related system to understand the codebase's patterns and abstractions. Mimic code style, use existing libraries and utilities, and follow existing patterns.\n- NEVER assume that a given library is available, even if it is well known. Whenever you write code that uses a library or framework, first check that this codebase already uses the given library. For example, you might look at neighboring files, or check the package.json (or cargo.toml, and so on depending on the language). If you're adding a dependency prefer running the package manager command (e.g. npm add or cargo add) instead of editing the file.\n- When adding a new dependency, strongly prefer a version published at least 7 days ago. Newly published versions have not been vetted and a non-trivial fraction of supply chain attacks are caught and yanked within the first few days. Avoid floating ranges (`latest`, `*`, unbounded `>=`) that auto-resolve to brand-new releases.\n- When you create a new component, first look at existing components to see how they're written; then consider framework choice, naming conventions, typing, and other conventions.\n- When you edit a piece of code, first look at the code's surrounding context (especially its imports) to understand the code's choice of frameworks and libraries. Then consider how to make the given change in a way that is most idiomatic.\n- Always follow security best practices. Never introduce code that exposes or logs secrets and keys. Never commit secrets or keys to the repository. Never modify repository security policies or compliance controls (e.g. `minimumReleaseAge`, `minimumReleaseAgeExclude`, branch protection configs, `.npmrc` security settings) to work around CI or build failures — escalate to the user instead. Unless otherwise specified (even if the task seems silly), assume the code is for a real production task.\n\n## Code style\n\n- IMPORTANT: Do NOT add or remove comments unless asked! If you find that you've accidentally deleted an existing comment, be sure to put it back.\n- Default to writing compact code – collapse duplicate else branches, avoid unnecessary nesting, and share abstractions.\n- Follow idiomatic conventions for the language you're writing.\n- Avoid excessive & verbose error handling in your code. Errors should be handled, but not every line needs to be try/catched. Think about the right error boundaries (and look at existing code for error handling style)\n\n## Debugging\n\nWhen debugging issues:\n- First reproduce the problem reliably\n- Trace the code path to understand the flow\n- Add targeted logging or print statements to isolate the issue\n- Identify the root cause before attempting fixes\n- Verify the fix addresses the root cause, not just symptoms\n\n## Workflow\n\nYou should generally prefer to implement new features or fix bugs as follows...\n\n1. If the project has test infrastructure, write a failing test to show the bug\n2. Fix the bug\n3. Ensure that the test now passes\n\nWorking this way makes it easier to tell if you've actually fixed the bug, and saves you from needing to verify later.\n\n## Git\n\n### Creating commits\n1. Run in parallel: `git status`, `git diff`, `git log` (to match commit style)\n2. Draft a concise commit message focusing on \"why\" not \"what\". Check for sensitive info.\n3. Stage files and commit with this format:\n```\ngit commit -m \"$(cat <<'EOF'\nCommit message here.\n\nGenerated with [Devin](https://devin.ai)\n\nCo-Authored-By: Devin <158243242+devin-ai-integration[bot]@users.noreply.github.com>\nEOF\n)\"\n```\n4. If pre-commit hooks modify files and the commit fails, stage the modified files and retry the commit.\n\n### Creating pull requests\nUse `gh` for all GitHub operations. Run in parallel: `git status`, `git diff`, `git log`, `git diff main...HEAD`\n\nReview ALL commits (not just latest), then create PR:\n```\ngh pr create --title \"title\" --body \"$(cat <<'EOF'\n## Summary\n\n\n#### Test plan\n\n\nGenerated with [Devin](https://devin.ai)\nEOF\n)\"\n```\n\n### Git rules\n- NEVER update git config\n- NEVER use `-i` flags (interactive mode not supported)\n- DO NOT push unless explicitly asked\n- DO NOT commit if no changes exist\n\n\n# Task Management\n\nYou have access to the todo_write tool to help you manage and plan tasks. Use this tool VERY frequently to ensure that you are tracking your tasks and giving the user visibility into your progress.\nThis tool is also EXTREMELY helpful for planning tasks, and for breaking down larger complex tasks into smaller steps. If you do not use this tool when planning, you may forget to do important tasks - and that is unacceptable.\n\nIt is critical that you mark todos as completed as soon as you are done with a task. Do not batch up multiple tasks before marking them as completed.\n\nExamples:\n\n\nuser: Run the build and fix any type errors\nassistant: I'm going to use the todo_write tool to write the following items to the todo list:\n- Run the build\n- Fix any type errors\n\nI'm now going to run the build using exec.\n\nLooks like I found 10 type errors. I'm going to use the todo_write tool to write 10 items to the todo list.\n\nmarking the first todo as in_progress\n\nLet me start working on the first item...\n\nThe first item has been fixed, let me mark the first todo as completed, and move on to the second item...\n..\n..\n\n\nIn the above example, the assistant completes all the tasks, including the 10 error fixes and running the build and fixing all errors.\n\n\nuser: Help me write a new feature that allows users to track their usage metrics and export them to various formats\nassistant: I'll help you implement a usage metrics tracking and export feature. Let me first use the todo_write tool to plan this task.\nAdding the following todos to the todo list:\n1. Research existing metrics tracking in the codebase\n2. Design the metrics collection system\n3. Implement core metrics tracking functionality\n4. Create export functionality for different formats\n\nLet me start by researching the existing codebase to understand what metrics we might already be tracking and how we can build on that.\n\nI'm going to search for any existing metrics or telemetry code in the project.\n\nI've found some existing telemetry code. Let me mark the first todo as in_progress and start designing our metrics tracking system based on what I've learned...\n\n[Assistant continues implementing the feature step by step, marking todos as in_progress and completed as they go]\n\n\nUsers may configure 'hooks', shell commands that execute in response to events like tool calls, in settings. Treat feedback from hooks, including , as coming from the user. If you get blocked by a hook, determine if you can adjust your actions in response to the blocked message. If not, ask the user to check their hooks configuration.\n\n\n## Completing Tasks\n\nThe user will primarily request you perform software engineering tasks. This includes solving bugs, adding new functionality, refactoring code, explaining code, and more. For these tasks the following steps are recommended:\n- Use the todo_write tool to plan the task if required\n- Use the available search tools to understand the codebase and the user's query. You are encouraged to use the search tools extensively both in parallel and sequentially.\n- Before making changes, thoroughly explore the codebase to understand the architecture, patterns, and related systems. Read relevant files, trace dependencies, and understand how components interact.\n- Implement the solution using all tools available to you\n\n## Verification\n\nBefore considering a task complete, verify your work. Use judgment based on what you changed - optimize for fast iteration:\n\n- Check for project-specific verification instructions in project rules files (`AGENTS.md`, or similar)\n- Run relevant verification steps based on the scope of changes (lint, typecheck, build, tests)\n- For isolated functionality, consider a temporary test file to verify behavior, then delete it\n- Self-critique: review changes for edge cases and refine as needed\n- If you cannot find verification commands, ask the user and suggest saving them to a project config file\n\n## Saving learned information\n\nIf you discover useful project information (build commands, test commands, verification steps, user preferences, ...) that isn't already documented:\n- If a rules file exists (`AGENTS.md`, etc.), append to it\n- Otherwise, create `AGENTS.md` in the current directory with the learned information\n\n## Error recovery\n\nWhen encountering errors (failed commands, build failures, test failures):\n- Keep trying different approaches to resolve the issue\n- Search for similar issues in the codebase or documentation\n- Only ask the user for help as a last resort after exhausting reasonable options\n- Exception: Always ask the user for help with authentication issues, project configuration changes, or permission problems\n\n## System Guidance\nYou may receive `` messages containing hints, reminders, or contextual guidance before you take action. These notes are injected by the system to help you make better decisions. Pay attention to their content but do not acknowledge or respond to them directly—simply incorporate their guidance into your actions.\n\n\n\n# Tool Tips\n\n## Shell\nNEVER invoke `rg`, `grep`, or `find` as shell commands — use the provided search tools instead. They have been optimized for correct permissions and access.\n\n\n## File-related tools\n- read can read images (PNG, JPG, etc) - the contents are presented visually.\n- For Jupyter notebooks (.ipynb files), use notebook_read instead of read.\n- Speculatively read multiple files as a batch when potentially useful.\n- Do NOT create documentation files to describe your changes or plan. Exception: persistent project info files like `AGENTS.md` are allowed.\n\n\n# Safety\n\nIMPORTANT: Assist with defensive security tasks only. Refuse to create, modify, or improve code that may be used maliciously. Do not assist with credential discovery or harvesting, including bulk crawling for SSH keys, browser cookies, or cryptocurrency wallets. Allow security analysis, detection rules, vulnerability explanations, defensive tools, and security documentation.\n\nIMPORTANT: You must NEVER generate or guess URLs for the user unless you are confident that the URLs are for helping the user with programming. You may use URLs provided by the user in their messages or local files.\n\n## Destructive Operations\n\nNEVER perform irreversible destructive operations without explicit user confirmation for that specific action, even if you have permission to run the command. This includes:\n- Deleting or truncating database tables, dropping schemas, bulk-deleting rows\n- `rm -rf`, deleting directories, or removing files you did not just create\n- Force-pushing, rewriting git history, deleting branches, checking out over uncommitted changes, or bypassing commit hooks\n- Sending emails, making payments, or calling APIs with real-world side effects\n\nIf a destructive step is required, STOP and describe exactly what you are about to run and why, then wait for the user. Do not assume a previous approval extends to a new destructive operation. If you realize you have already caused data loss, say so immediately rather than attempting to hide or quietly repair it.\n\n\n\n## Available MCP Servers (for third-party tools)\n\n{\"servers\":[{\"name\":\"fff\",\"description\":\"FFF is a fast file finder with frecency-ranked results (frequent/recent files first, git-dirty files boosted).\\n\\n## Which Tool Should I Use?\\n\\n- **grep**: DEFAULT tool. Searches file CONTENTS -- definitions, usage, patterns. Use when you have a specific name or pattern.\\n- **find_files**: Explores which files/modules exist for a topic. Use when you DON'T have a specific identifier or LOOKING FOR A FILE.\\n- **multi_grep**: OR logic across multiple patterns. Use for case variants (e.g. ['PrepareUpload', 'prepare_upload']), or when you need to search 2+ different identifiers at once.\\n\\n## Core Rules\\n\\n### 1. Search BARE IDENTIFIERS only\\nGrep matches single lines. Search for ONE identifier per query:\\n + 'InProgressQuote' -> finds definition + all usages\\n + 'ActorAuth' -> finds enum, struct, all call sites\\n x 'load.*metadata.*InProgressQuote' -> regex spanning multiple tokens, 0 results\\n x 'ctx.data::' -> code syntax, too specific, 0 results\\n x 'struct ActorAuth' -> adding keywords narrows results, misses enums/traits/type aliases\\n x 'TODO.*#\\\\d+' -> complex regex, use simple 'TODO' then filter visually\\n\\n### 2. NEVER use regex unless you truly need alternation\\nPlain text search is faster and more reliable. Regex patterns like `.*`, `\\\\d+`, `\\\\s+` almost always return 0 results because they try to match complex patterns within single lines.\\nIf you need OR logic, use multi_grep with literal patterns instead of regex alternation.\\n\\n### 3. Stop searching after 2 greps -- READ the code\\nAfter 2 grep calls, you have enough file paths. Read the top result to understand the code.\\nDo NOT keep grepping with variations. More greps != better understanding.\\n\\n### 4. Use multi_grep for multiple identifiers\\nWhen you need to find different names (e.g. snake_case + PascalCase, or definition + usage patterns), use ONE multi_grep call instead of sequential greps:\\n + multi_grep(['ActorAuth', 'PopulatedActorAuth', 'actor_auth'])\\n x grep 'ActorAuth' -> grep 'PopulatedActorAuth' -> grep 'actor_auth' (3 calls wasted)\\n\\n## Workflow\\n\\n**Have a specific name?** -> grep the bare identifier.\\n**Need multiple name variants?** -> multi_grep with all variants in one call.\\n**Exploring a topic / finding files?** -> find_files.\\n**Got results?** -> Read the top file. Don't grep again.\\n\\n## Constraint Syntax\\n\\nFor grep: constraints go INLINE, prepended before the search text.\\nFor multi_grep: constraints go in the separate 'constraints' parameter.\\n\\nConstraints MUST match one of these formats:\\n Extension: '*.rs', '*.{ts,tsx}'\\n Directory: 'src/', 'quotes/'\\n Filename: 'schema.rs', 'src/main.rs'\\n Exclude: '!test/', '!*.spec.ts'\\n\\n! Bare words without extensions are NOT constraints. 'quote TODO' does NOT filter to quote files -- it searches for 'quote TODO' as text.\\n + 'schema.rs TODO' -> searches for 'TODO' in files schema.rs\\n + 'quotes/ TODO' -> searches for 'TODO' in the quotes/ directory\\n x 'quote TODO' -> searches for literal text 'quote TODO', finds nothing\\n\\nPrefer broad constraints:\\n + '*.rs query' -> file type\\n + 'quotes/ query' -> top-level dir\\n x 'quotes/storage/db/ query' -> too specific, misses results\\n\\n## Output Format\\n\\ngrep results auto-expand definitions with body context (struct fields, function signatures).\\nThis often provides enough information WITHOUT a follow-up Read call.\\nLines marked with | are definition body context. [def] marks definition files.\\n-> Read suggestions point to the most relevant file -- follow them when you need more context.\\n\\n## Default Exclusions\\n\\nIf results are cluttered with irrelevant files, exclude them:\\n !tests/ - exclude tests directory\\n !*.spec.ts - exclude test files\\n !generated/ - exclude generated code\"},{\"name\":\"cloudflare-bindings\"},{\"name\":\"cloudflare-observability\"},{\"name\":\"playwright\"},{\"name\":\"cloudflare-docs\"},{\"name\":\"cloudflare-builds\"},{\"name\":\"cloudflare\"}]}\n\nIMPORTANT: You MUST call `mcp_list_tools` for a server before calling `mcp_call_tool` on it. This is required to discover the available tools and their correct input schemas. Never guess tool names or arguments — always list tools first.\n","created_at":"2026-07-09T06:33:55.239320Z","finish_reason":null,"metrics":null},{"message_id":"4d6b8d86-e3bd-49a8-b3da-ca6bef38f2f2","node_id":19,"role":"system","content":"Available subagent profiles for the `run_subagent` tool. Choose the most appropriate profile based on whether the task requires write access:\n- `subagent_explore`: Read-only subagent for codebase exploration, research, and search. Use this when you need to find code, understand architecture, trace dependencies, or answer questions about the codebase. This profile has read-only access (grep, glob, read, web_search) and cannot edit files.\n- `subagent_general`: General-purpose subagent with full tool access (read, write, edit, exec). Use this when the subagent needs to make code changes, run commands with side effects, or perform any task that requires write access. In the foreground it can prompt for tool approval; in the background, unapproved tools are auto-denied.","created_at":"2026-07-09T06:33:55.239573Z","finish_reason":null,"metrics":null},{"message_id":"80f5700c-599b-4a23-b9d8-be4fcf95cdb9","node_id":20,"role":"system","content":"## Parallel tool calls\n\n- You have the capability to call multiple tools in a single response--when multiple independent pieces of information are requested, batch your tool calls together for optimal performance.\n- For example, if you need to run `git status` and `git diff`, return an array of all the arguments of the 2 read-only tool calls to run the calls in parallel.\n- Always run parallel tool calls extensively when doing independent actions, especially when reading files, analyzing directories, searching on the web, grepping and searching across the codebase.\n- Never perform dependent terminal commands or writes in parallel.","created_at":"2026-07-09T06:33:55.239563Z","finish_reason":null,"metrics":null},{"message_id":"5fec640c-0b55-4bcf-a4a8-308c07ecd872","node_id":21,"role":"system","content":"You are powered by SWE-1.7 Lightning.","created_at":"2026-07-09T06:33:55.239549Z","finish_reason":null,"metrics":null},{"message_id":"4c76408b-e868-48cf-8c5c-15d935b409e7","node_id":22,"role":"system","content":"\nThe following information is automatically generated context about your current environment.\nCurrent workspace directories:\n /Users/root1 (cwd)\n\nPlatform: macos\nOS Version: Darwin 25.6.0\nToday's date: Wednesday, 2026-07-08\n\n","created_at":"2026-07-09T06:33:54.580825Z","finish_reason":null,"metrics":null},{"message_id":"a9c97d45-1c27-435c-a7a9-7bad2dccc02e","node_id":23,"role":"system","content":"\n\n\n\n\n\n# Agent Preferences\n\n- If I ever paste in a YouTube link, use yt-dlp to summarize the video.\n- get the autogenerrated captions to do this\n- if asked to summarize a YouTube video, do not name the session until after reading and understanding the full YouTube video transcript\n- for testing that involves urls, start with example.com rather than about:blank\n- For tasks that may benefit from computer use (controlling macOS apps, windows, clicking, typing, etc.), use the background-computer-use skill to control local macOS apps through the BackgroundComputerUse API\n- Secrets/tokens live in `~/.env` (e.g. `HF_TOKEN` for Hugging Face). Source it before use: `set -a; . ~/.env; set +a`\n\n## Cloudflare DNS management\n\nFor Cloudflare DNS management (adding/editing/deleting DNS records), use the **`cf` CLI** instead of `wrangler`.\nWrangler does not have DNS management capabilities, and its OAuth token doesn't work with the Cloudflare REST API for DNS operations.\n\n### Usage\n```bash\n# Check authentication status\ncf auth whoami\n\n# List DNS records for a zone\ncf dns records list -z aidenhuang.com\n\n# Add a DNS record\ncf dns records create -z aidenhuang.com --type CNAME --name devin --content \"target.example.com\" --proxied false\n\n# Delete a DNS record\ncf dns records delete -z aidenhuang.com \n```\n\nThe `cf` CLI uses the same OAuth authentication as `wrangler` and has proper DNS record permissions.\n\n## File search via fff MCP\n\nFor any file search or grep in the current git-indexed project directory, prefer the **fff** MCP tools\n(`mcp__fff__grep`, `mcp__fff__find_files`, `mcp__fff__multi_grep`) over the built-in grep/glob tools.\nfff is frecency-ranked, git-aware, and more token-efficient.\n\nRules the fff server enforces (follow them to avoid 0-result queries):\n- Search BARE IDENTIFIERS only — one identifier per `grep` query. No `load.*metadata.*Foo` style regex.\n- Don't use regex unless you truly need alternation; `.*`, `\\d+`, `\\s+` almost always return 0 results.\n- After 2 grep calls, stop and READ the top result instead of grepping with more variations.\n- Use `multi_grep` for OR logic across multiple identifiers (e.g. snake_case + PascalCase variants) in one call.\n- Have a specific name → `grep`. Exploring a topic / finding files → `find_files`.\n\nThe `fff-mcp` binary lives at `/Users/root1/.local/bin/fff-mcp` and is registered at user scope\nin `~/.config/devin/config.json`. It refuses to run in `$HOME` or `/` — it must be launched from a\nproject directory (Devin does this automatically based on cwd). Update with:\n`curl -fsSL https://raw.githubusercontent.com/dmtrKovalenko/fff.nvim/main/install-mcp.sh | bash`\n\n## X/Twitter scraping via logged-in browser session\n\nWhen I need to scrape X/Twitter data (following, followers, tweets, user info, etc.),\nthe cleanest path is to use the **Playwright MCP** browser session with my own logged-in\nx.com account, rather than spinning up twscrape's account-pool flow. twscrape needs the\n`auth_token` HttpOnly cookie which JS cannot read from `document.cookie`; the browser\nsession attaches all cookies automatically.\n\n### Flow\n1. `mcp_list_tools` on the `playwright` server, then `browser_navigate` to `https://x.com`.\n2. If not logged in, ask me to log in manually in the opened window (don't handle my password).\n3. Once on `https://x.com/home`, read `ct0` from `document.cookie`:\n `document.cookie.match(/ct0=([^;]+)/)[1]`\n4. Call X's GraphQL endpoints directly via `fetch()` inside `browser_evaluate`. Required headers:\n - `authorization: Bearer AAAAAAAAAAAAAAAAAAAAANRILgAAAAAAnNwIzUejRCOuH5E6I8xnZz4puTs%3D1Zv7ttfk8LF81IUq16cHjhLTvJu4FA33AGWWjCpTnA` (the public web-app bearer token)\n - `x-csrf-token: `\n - `x-twitter-auth-type: OAuth2Session`\n - `x-twitter-active-user: yes`\n - `content-type: application/json`\n5. Paginate timelines by reading `content.cursorType === \"Bottom\"` entries and passing\n the value back as `variables.cursor` until it stops changing.\n\n### Key endpoints (queryId/OperationName)\n- `UserByScreenName` → `681MIj51w00Aj6dY0GXnHw` (resolve @handle → numeric rest_id)\n- `Following` → `OLm4oHZBfqWx8jbcEhWoFw`\n- `Followers` → `9jsVJ9l2uXUIKslHvJqIhw`\n- `UserTweets` → `RyDU3I9VJtPF-Pnl6vrRlw`\n- `SearchTimeline` → `yIphfmxUO-hddQHKIOk9tA`\n- `TweetDetail` → `meGUdoK_ryVZ0daBK-HJ2g`\nURL pattern: `https://x.com/i/api/graphql//?variables=&features=`\n\n### Response schema notes (current X web build)\n- User objects now put `screen_name` / `name` under `core`, NOT `legacy.screen_name`.\n twscrape's parser still reads `legacy.screen_name` and returns empty — needs updating.\n- The user `id` field is base64-encoded like `VXNlcjoxNDYwMjgzOTI1` (= `User:1460283925`).\n Decode with `atob(u.id).split(':')[1]` to get the numeric rest_id. `u.rest_id` may also\n be present directly.\n- `is_blue_verified` is the verified flag. `legacy.followers_count`, `legacy.description`\n still exist under `legacy`.\n- Filter timeline entries by `content.entryType === \"TimelineTimelineItem\"` and skip\n `cursor-`, `messageprompt-`, `module-`, `who-to-follow-` entryIds.\n\n### Features dict\nUse the full `GQL_FEATURES` block from twscrape's `api.py` — without it X returns\n`(336) The following features cannot be null`. Pass it URL-encoded as the `features` param.\n\n### Where things live\n- Output CSV: `~/Downloads/utilities/sdand_following.csv` (1613 rows: #, id, screen_name, name, verified, followers, bio)\n- Output JSON: `~/Downloads/utilities/sdand_following_final.json` (double-encoded JSON string; parse with `json.loads(json.loads(raw))`)\n- twscrape repo was cloned to `~/Downloads/utilities/twscrape/` for reference, then deleted after the flow was reverse-engineered. Re-clone from https://github.com/vladkens/twscrape.git if needed.\n\n## Fast Whisper transcription on Modal (A10G)\n\nFor transcribing long-form audio/video (interviews, podcasts, X/Twitter videos), use the\nutility at `~/Downloads/utilities/whisper_x/whisper_transcribe.py`. It does the full\npipeline: URL → yt-dlp download → ffmpeg audio extract → Modal volume upload →\nfaster-whisper on A10G → JSON + TXT output. Validated at **2.3 min wall clock for 65 min\nof audio** (no caching at any layer).\n\n### Usage\nShell alias (defined in `~/.zshrc`): `whisper`\n```bash\n# Transcribe an X/Twitter video (picks first playlist item)\nwhisper \"https://x.com/.../status/123\"\n\n# Pick a specific playlist item, use a smaller model\nwhisper \"https://x.com/...\" --playlist-item 2 --model-size medium\n\n# Transcribe a local audio file\nwhisper /path/to/audio.mp3 --name my-podcast\n\n# Custom output dir + keep downloaded source\nwhisper \"https://...\" --outdir ./transcripts --keep-source\n```\nTranscript text goes to stdout (pipe with `| pbcopy`); structured JSON + readable TXT\nsaved to `/.json` and `/.txt`.\n\n### Key optimizations (vs naive T4 run that took 11.7 min)\n- **A10G GPU** (~8x fp16 throughput vs T4; Modal ~$0.60/hr vs ~$0.16/hr — pennies for short jobs)\n- **`BatchedInferencePipeline`** with `batch_size=16` — batches encoder/decoder across chunks (2-4x)\n- **`beam_size=1`** (greedy) — ~2x faster, negligible WER increase for conversational speech\n- **`vad_filter=True`** — skips silence segments\n- **`compute_type=\"float16\"`** — halves memory bandwidth\n- **No caching**: `force_build=True` on apt/pip steps + unique `download_root` per run forces\n fresh image rebuild + fresh HF model download every time\n\n### Pinned versions (must match)\n- `faster-whisper==1.1.1` (provides `BatchedInferencePipeline`)\n- `ctranslate2==4.8.0`\n- Base image: `nvidia/cuda:12.6.3-cudnn-runtime-ubuntu22.04` (provides `libcublas.so.12`;\n `debian_slim` fails with `RuntimeError: Library libcublas.so.12 is not found`)\n\n### Audio prep (done automatically by the utility)\n```bash\nffmpeg -y -i input.mp4 -vn -ac 1 -ar 16000 -c:a aac -b:a 64k audio.m4a\n```\nMono 16kHz 64kbps AAC — a 65-min video (151 MB stream) becomes ~35 MB audio.\n\n### X/Twitter download notes\n- Tweet URLs can contain **playlists** (multiple videos). Use `--playlist-item N` to pick one.\n- Always use `-f bestaudio/best` to avoid downloading multi-GB high-bitrate video streams.\n- A 65-min interview's video variant can be 2.8+ GB; audio-only is ~63 MB (128 kbps).\n\n### Where things live\n- Utility: `~/Downloads/utilities/whisper_x/whisper_transcribe.py`\n- Strategy doc: `~/Downloads/utilities/whisper_x/STRATEGY.md` (full optimization breakdown)\n- Modal app (standalone): `~/Downloads/utilities/whisper_x/transcribe_fast.py`\n- Modal volume: `whisper-audio` (created automatically; holds uploaded audio files)\n- Modal profile: `aidenhuang-personal` (workspace with GPU access)\n\n\n","created_at":"2026-07-09T06:33:55.239915Z","finish_reason":null,"metrics":null},{"message_id":"97c08498-5f08-4924-9cca-c876fbf0fbe6","node_id":24,"role":"user","content":"https://www.youtube.com/watch?v=tVLnzcoM5LE","created_at":"2026-07-09T06:33:57.685733Z","finish_reason":null,"metrics":null},{"message_id":"bc0c9fb3-986e-4f38-b009-2d8fc795d729","node_id":25,"role":"system","content":"\nThe following skills can be invoked using the `skill` tool. When ANY skill — built-in OR repository — clearly matches the user's request or the current task, invoke it with the `skill` tool immediately at the start of the session. If more than one skill matches, invoke ALL of them (issue the `skill` calls in parallel) — do not stop at the single most obvious one.\n\n- **sandbox-sdk**: Build sandboxed applications for secure code execution. Load when building AI code execution, code interpreters, CI/CD systems, interactive dev environments, or executing untrusted code. Covers Sandbox SDK lifecycle, commands, files, code interpreter, and preview URLs. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/sandbox-sdk/SKILL.md)\n- **workers-best-practices**: Reviews and authors Cloudflare Workers code against production best practices. Load when writing new Workers, reviewing Worker code, configuring wrangler.jsonc, or checking for common Workers anti-patterns (streaming, floating promises, global state, secrets, bindings, observability). Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/workers-best-practices/SKILL.md)\n- **wrangler**: Cloudflare Workers CLI for deploying, developing, and managing Workers, KV, R2, D1, Vectorize, Hyperdrive, Workers AI, Containers, Queues, Workflows, Pipelines, and Secrets Store. Load before running wrangler commands to ensure correct syntax and best practices. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/wrangler/SKILL.md)\n- **cloudflare-one-migrations**: Plans migrations from Zscaler ZIA/ZPA, Palo Alto, legacy VPN, SWG, or SASE stacks to Cloudflare One. Use for migration assessments, policy mapping, rollout plans, and parity/gap analysis. (source: /Users/root1/.claude/skills/cloudflare-one-migrations/SKILL.md)\n- **cloudflare-email-service**: Send and receive transactional emails with Cloudflare Email Service (Email Sending + Email Routing). Use when building email sending (Workers binding or REST API), email routing, Agents SDK email handling, or integrating email into any app — Workers, Node.js, Python, Go, etc. Also use for email deliverability, SPF/DKIM/DMARC, wrangler email setup, MCP email tools, or when a coding agent needs to send emails. Even for simple requests like \"add email to my Worker\" — this skill has critical config details. (source: /Users/root1/.claude/skills/cloudflare-email-service/SKILL.md)\n- **cloudflare-one**: Guides Cloudflare One Zero Trust and SASE work across Access, Gateway, WARP, Tunnel, Cloudflare WAN, DLP, CASB, device posture, and identity. Use when designing, configuring, troubleshooting, or reviewing Cloudflare One deployments. Retrieval-first: use current Cloudflare docs/API schemas instead of embedded product docs. (source: /Users/root1/.config/devin/skills/cloudflare-one/SKILL.md)\n- **durable-objects**: Create and review Cloudflare Durable Objects. Use when building stateful coordination (chat rooms, multiplayer games, booking systems), implementing RPC methods, SQLite storage, alarms, WebSockets, or reviewing DO code for best practices. Covers Workers integration, wrangler config, and testing with Vitest. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/durable-objects/SKILL.md)\n- **durable-objects**: Create and review Cloudflare Durable Objects. Use when building stateful coordination (chat rooms, multiplayer games, booking systems), implementing RPC methods, SQLite storage, alarms, WebSockets, or reviewing DO code for best practices. Covers Workers integration, wrangler config, and testing with Vitest. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/durable-objects/SKILL.md)\n- **web-perf**: Analyzes web performance using Chrome DevTools MCP. Measures Core Web Vitals (LCP, INP, CLS) and supplementary metrics (FCP, TBT, Speed Index), identifies render-blocking resources, network dependency chains, layout shifts, caching issues, and accessibility gaps. Use when asked to audit, profile, debug, or optimize page load performance, Lighthouse scores, or site speed. Biases towards retrieval from current documentation over pre-trained knowledge. (source: /Users/root1/.agents/skills/web-perf/SKILL.md)\n- **cloudflare-email-service**: Send and receive transactional emails with Cloudflare Email Service (Email Sending + Email Routing). Use when building email sending (Workers binding or REST API), email routing, Agents SDK email handling, or integrating email into any app — Workers, Node.js, Python, Go, etc. Also use for email deliverability, SPF/DKIM/DMARC, wrangler email setup, MCP email tools, or when a coding agent needs to send emails. Even for simple requests like \"add email to my Worker\" — this skill has critical config details. (source: /Users/root1/.config/devin/skills/cloudflare-email-service/SKILL.md)\n- **cloudflare-agent-setup**: (source: /Users/root1/.devin/skills/cloudflare-agent-setup/SKILL.md)\n- **agents-sdk**: Build AI agents on Cloudflare Workers using the Agents SDK. Load when creating stateful agents, durable workflows, real-time WebSocket apps, scheduled tasks, MCP servers, chat applications, voice agents, or browser automation. Covers Agent class, state management, callable RPC, Workflows, durable execution, queues, retries, observability, and React hooks. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.codeium/windsurf/skills/agents-sdk/SKILL.md)\n- **background-computer-use**: Launch and use the local BackgroundComputerUse macOS runtime through its self-documenting loopback API. Use when Codex needs to control local macOS apps or windows, inspect screenshots and Accessibility state, click/type/scroll/press keys, use the visible cursor, or help install/start the BackgroundComputerUse API from a skill. (source: /Users/root1/.devin/skills/background-computer-use/SKILL.md)\n- **turnstile-spin**: Set up Cloudflare Turnstile end-to-end in a project — scan the codebase, create the widget via the Cloudflare API, deploy the managed siteverify Worker, write the frontend snippets, validate, and persist the skill. Load this when a user asks to add Turnstile, set up CAPTCHA, protect a form from bots, or fix a Turnstile integration. Mirrors developers.cloudflare.com/turnstile/spin. (source: /Users/root1/.claude/skills/turnstile-spin/SKILL.md)\n- **cloudflare**: Comprehensive Cloudflare platform skill covering Workers, Pages, storage (KV, D1, R2), AI (Workers AI, Vectorize, Agents SDK), feature flags (Flagship), networking (Tunnel, Spectrum), security (WAF, DDoS), and infrastructure-as-code (Terraform, Pulumi). Use for any Cloudflare development task. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.codeium/windsurf/skills/cloudflare/SKILL.md)\n- **cloudflare-one**: Guides Cloudflare One Zero Trust and SASE work across Access, Gateway, WARP, Tunnel, Cloudflare WAN, DLP, CASB, device posture, and identity. Use when designing, configuring, troubleshooting, or reviewing Cloudflare One deployments. Retrieval-first: use current Cloudflare docs/API schemas instead of embedded product docs. (source: /Users/root1/.codeium/windsurf/skills/cloudflare-one/SKILL.md)\n- **workers-best-practices**: Reviews and authors Cloudflare Workers code against production best practices. Load when writing new Workers, reviewing Worker code, configuring wrangler.jsonc, or checking for common Workers anti-patterns (streaming, floating promises, global state, secrets, bindings, observability). Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.claude/skills/workers-best-practices/SKILL.md)\n- **find-skills**: Helps users discover and install agent skills when they ask questions like \"how do I do X\", \"find a skill for X\", \"is there a skill that can...\", or express interest in extending capabilities. This skill should be used when the user is looking for functionality that might exist as an installable skill. (source: /Users/root1/.agents/skills/find-skills/SKILL.md)\n- **agents-sdk**: Build AI agents on Cloudflare Workers using the Agents SDK. Load when creating stateful agents, durable workflows, real-time WebSocket apps, scheduled tasks, MCP servers, chat applications, voice agents, or browser automation. Covers Agent class, state management, callable RPC, Workflows, durable execution, queues, retries, observability, and React hooks. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/agents-sdk/SKILL.md)\n- **web-perf**: Analyzes web performance using Chrome DevTools MCP. Measures Core Web Vitals (LCP, INP, CLS) and supplementary metrics (FCP, TBT, Speed Index), identifies render-blocking resources, network dependency chains, layout shifts, caching issues, and accessibility gaps. Use when asked to audit, profile, debug, or optimize page load performance, Lighthouse scores, or site speed. Biases towards retrieval from current documentation over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/web-perf/SKILL.md)\n- **cloudflare-one-migrations**: Plans migrations from Zscaler ZIA/ZPA, Palo Alto, legacy VPN, SWG, or SASE stacks to Cloudflare One. Use for migration assessments, policy mapping, rollout plans, and parity/gap analysis. (source: /Users/root1/.config/devin/skills/cloudflare-one-migrations/SKILL.md)\n- **sandbox-sdk**: Build sandboxed applications for secure code execution. Load when building AI code execution, code interpreters, CI/CD systems, interactive dev environments, or executing untrusted code. Covers Sandbox SDK lifecycle, commands, files, code interpreter, and preview URLs. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/sandbox-sdk/SKILL.md)\n- **wrangler**: Cloudflare Workers CLI for deploying, developing, and managing Workers, KV, R2, D1, Vectorize, Hyperdrive, Workers AI, Containers, Queues, Workflows, Pipelines, and Secrets Store. Load before running wrangler commands to ensure correct syntax and best practices. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/wrangler/SKILL.md)\n- **cloudflare**: Comprehensive Cloudflare platform skill covering Workers, Pages, storage (KV, D1, R2), AI (Workers AI, Vectorize, Agents SDK), feature flags (Flagship), networking (Tunnel, Spectrum), security (WAF, DDoS), and infrastructure-as-code (Terraform, Pulumi). Use for any Cloudflare development task. Biases towards retrieval from Cloudflare docs over pre-trained knowledge. (source: /Users/root1/.config/devin/skills/cloudflare/SKILL.md)\n- **turnstile-spin**: Set up Cloudflare Turnstile end-to-end in a project — scan the codebase, create the widget via the Cloudflare API, deploy the managed siteverify Worker, write the frontend snippets, validate, and persist the skill. Load this when a user asks to add Turnstile, set up CAPTCHA, protect a form from bots, or fix a Turnstile integration. Mirrors developers.cloudflare.com/turnstile/spin. (source: /Users/root1/.config/devin/skills/turnstile-spin/SKILL.md)\n- **devin-cli**: Look up Devin CLI documentation (skills, extensibility, configuration, commands, models, troubleshooting) (source: /Users/root1/.local/share/devin/cli/_versions/3000.1.27/share/devin/docs)\n- **declarative-repo-setup**: Generate and verify a working environment.yaml (Devin snapshot-setup blueprint) for a repo (source: builtin:drs)\n","created_at":"2026-07-09T06:33:57.687871Z","finish_reason":null,"metrics":null},{"message_id":"cf1f4708-9a84-4557-b7c7-a089fb8986f8","node_id":27,"role":"assistant","content":"","tool_calls":[{"id":"functions.exec:0","name":"exec","arguments":{"command":"yt-dlp --list-subs --skip-download \"https://www.youtube.com/watch?v=tVLnzcoM5LE\""}}],"thinking":"The user pasted a YouTube link. According to the rules:\n- \"If I ever paste in a YouTube link, use yt-dlp to summarize the video.\"\n- \"get the autogenerrated captions to do this\"\n- \"if asked to summarize a YouTube video, do not name the session until after reading and understanding the full YouTube video transcript\"\n\nSo I need to:\n1. Use yt-dlp to download/extract captions\n2. Read and understand the full transcript\n3. Summarize the video\n\nI should not name the session. The current session probably doesn't have a name yet, or if it does, I shouldn't worry about it. But the rule says \"do not name the session until after reading and understanding the full YouTube video transcript\" - so I should not name it now.\n\nI should first get the captions. Let me use yt-dlp to list available subtitles and download them.\n\nFirst, let me check if yt-dlp is available. I can run a shell command. Then get the captions.\n\nI should not name this session. But the user didn't ask to name it anyway. They just pasted a YouTube link. I should probably just start summarizing.\n\nLet me first check yt-dlp and get the video info/captions.","created_at":"2026-07-09T06:33:59.119985Z","finish_reason":"tool_calls","metrics":{"ttft_ms":660,"total_time_ms":1205,"input_tokens":6625,"output_tokens":302,"cache_read_tokens":10624,"cache_creation_tokens":null,"tpot_ms":1.804635761589404,"tokens_per_sec":554.1284403669725}},{"message_id":"519a4c4a-0ec2-4aa8-b2b0-230074d4d4e6","node_id":28,"role":"tool","content":"Output from command in shell b2ff39:\nWARNING: Your yt-dlp version (2025.12.08) is older than 90 days!\n It is strongly recommended to always use the latest version.\n You installed yt-dlp with pip or using the wheel from PyPi; Use that to update.\n To suppress this warning, add --no-update to your command/config.\n[youtube] Extracting URL: https://www.youtube.com/watch?v=tVLnzcoM5LE\n[youtube] tVLnzcoM5LE: Downloading webpage\n[youtube] tVLnzcoM5LE: Downloading tv client config\n[youtube] tVLnzcoM5LE: Downloading player ecd4b80a-main\n[youtube] tVLnzcoM5LE: Downloading tv player API JSON\n[youtube] tVLnzcoM5LE: Downloading android sdkless player API JSON\n[youtube] [jsc:deno] Solving JS challenges using deno\nWARNING: [youtube] [jsc] Remote components challenge solver script (deno) and NPM package (deno) were skipped. These may be required to solve JS challenges. You can enable these downloads with --remote-components ejs:github (recommended) or --remote-components ejs:npm , respectively. For more information and alternatives, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS\nWARNING: [youtube] tVLnzcoM5LE: n challenge solving failed: Some formats may be missing. Ensure you have a supported JavaScript runtime and challenge solver script distribution installed. Review any warnings presented before this message. For more details, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS\n[info] Available automatic captions for tVLnzcoM5LE:\nLanguage Name Formats\nab Abkhazian vtt, srt, ttml, srv3, srv2, srv1, json3\naa Afar vtt, srt, ttml, srv3, srv2, srv1, json3\naf Afrikaans vtt, srt, ttml, srv3, srv2, srv1, json3\nak Akan vtt, srt, ttml, srv3, srv2, srv1, json3\nsq Albanian vtt, srt, ttml, srv3, srv2, srv1, json3\nam Amharic vtt, srt, ttml, srv3, srv2, srv1, json3\nar Arabic vtt, srt, ttml, srv3, srv2, srv1, json3\nhy Armenian vtt, srt, ttml, srv3, srv2, srv1, json3\nas Assamese vtt, srt, ttml, srv3, srv2, srv1, json3\nay Aymara vtt, srt, ttml, srv3, srv2, srv1, json3\naz Azerbaijani vtt, srt, ttml, srv3, srv2, srv1, json3\nbn Bangla vtt, srt, ttml, srv3, srv2, srv1, json3\nba Bashkir vtt, srt, ttml, srv3, srv2, srv1, json3\neu Basque vtt, srt, ttml, srv3, srv2, srv1, json3\nbe Belarusian vtt, srt, ttml, srv3, srv2, srv1, json3\nbho Bhojpuri vtt, srt, ttml, srv3, srv2, srv1, json3\nbs Bosnian vtt, srt, ttml, srv3, srv2, srv1, json3\nbr Breton vtt, srt, ttml, srv3, srv2, srv1, json3\nbg Bulgarian vtt, srt, ttml, srv3, srv2, srv1, json3\nmy Burmese vtt, srt, ttml, srv3, srv2, srv1, json3\nca Catalan vtt, srt, ttml, srv3, srv2, srv1, json3\nceb Cebuano vtt, srt, ttml, srv3, srv2, srv1, json3\nzh-Hans Chinese (Simplified) vtt, srt, ttml, srv3, srv2, srv1, json3\nzh-Hant Chinese (Traditional) vtt, srt, ttml, srv3, srv2, srv1, json3\nco Corsican vtt, srt, ttml, srv3, srv2, srv1, json3\nhr Croatian vtt, srt, ttml, srv3, srv2, srv1, json3\ncs Czech vtt, srt, ttml, srv3, srv2, srv1, json3\nda Danish vtt, srt, ttml, srv3, srv2, srv1, json3\ndv Divehi vtt, srt, ttml, srv3, srv2, srv1, json3\nnl Dutch vtt, srt, ttml, srv3, srv2, srv1, json3\ndz Dzongkha vtt, srt, ttml, srv3, srv2, srv1, json3\nen-orig English (Original) vtt, srt, ttml, srv3, srv2, srv1, json3\nen English vtt, srt, ttml, srv3, srv2, srv1, json3\neo Esperanto vtt, srt, ttml, srv3, srv2, srv1, json3\net Estonian vtt, srt, ttml, srv3, srv2, srv1, json3\nee Ewe vtt, srt, ttml, srv3, srv2, srv1, json3\nfo Faroese vtt, srt, ttml, srv3, srv2, srv1, json3\nfj Fijian vtt, srt, ttml, srv3, srv2, srv1, json3\nfil Filipino vtt, srt, ttml, srv3, srv2, srv1, json3\nfi Finnish vtt, srt, ttml, srv3, srv2, srv1, json3\nfr French vtt, srt, ttml, srv3, srv2, srv1, json3\ngaa Ga vtt, srt, ttml, srv3, srv2, srv1, json3\ngl Galician vtt, srt, ttml, srv3, srv2, srv1, json3\nlg Ganda vtt, srt, ttml, srv3, srv2, srv1, json3\nka Georgian vtt, srt, ttml, srv3, srv2, srv1, json3\nde German vtt, srt, ttml, srv3, srv2, srv1, json3\nel Greek vtt, srt, ttml, srv3, srv2, srv1, json3\ngn Guarani vtt, srt, ttml, srv3, srv2, srv1, json3\ngu Gujarati vtt, srt, ttml, srv3, srv2, srv1, json3\nht Haitian Creole vtt, srt, ttml, srv3, srv2, srv1, json3\nha Hausa vtt, srt, ttml, srv3, srv2, srv1, json3\nhaw Hawaiian vtt, srt, ttml, srv3, srv2, srv1, json3\niw Hebrew vtt, srt, ttml, srv3, srv2, srv1, json3\nhi Hindi vtt, srt, ttml, srv3, srv2, srv1, json3\nhmn Hmong vtt, srt, ttml, srv3, srv2, srv1, json3\nhu Hungarian vtt, srt, ttml, srv3, srv2, srv1, json3\nis Icelandic vtt, srt, ttml, srv3, srv2, srv1, json3\nig Igbo vtt, srt, ttml, srv3, srv2, srv1, json3\nid Indonesian vtt, srt, ttml, srv3, srv2, srv1, json3\niu Inuktitut vtt, srt, ttml, srv3, srv2, srv1, json3\nga Irish vtt, srt, ttml, srv3, srv2, srv1, json3\nit Italian vtt, srt, ttml, srv3, srv2, srv1, json3\nja Japanese vtt, srt, ttml, srv3, srv2, srv1, json3\njv Javanese vtt, srt, ttml, srv3, srv2, srv1, json3\nkl Kalaallisut vtt, srt, ttml, srv3, srv2, srv1, json3\nkn Kannada vtt, srt, ttml, srv3, srv2, srv1, json3\nkk Kazakh vtt, srt, ttml, srv3, srv2, srv1, json3\nkha Khasi vtt, srt, ttml, srv3, srv2, srv1, json3\nkm Khmer vtt, srt, ttml, srv3, srv2, srv1, json3\nrw Kinyarwanda vtt, srt, ttml, srv3, srv2, srv1, json3\nko Korean vtt, srt, ttml, srv3, srv2, srv1, json3\nkri Krio vtt, srt, ttml, srv3, srv2, srv1, json3\nku Kurdish vtt, srt, ttml, srv3, srv2, srv1, json3\nky Kyrgyz vtt, srt, ttml, srv3, srv2, srv1, json3\nlo Lao vtt, srt, ttml, srv3, srv2, srv1, json3\nla Latin vtt, srt, ttml, srv3, srv2, srv1, json3\nlv Latvian vtt, srt, ttml, srv3, srv2, srv1, json3\nln Lingala vtt, srt, ttml, srv3, srv2, srv1, json3\nlt Lithuanian vtt, srt, ttml, srv3, srv2, srv1, json3\nlua Luba-Lulua vtt, srt, ttml, srv3, srv2, srv1, json3\nluo Luo vtt, srt, ttml, srv3, srv2, srv1, json3\nlb Luxembourgish vtt, srt, ttml, srv3, srv2, srv1, json3\nmk Macedonian vtt, srt, ttml, srv3, srv2, srv1, json3\nmg Malagasy vtt, srt, ttml, srv3, srv2, srv1, json3\nms Malay vtt, srt, ttml, srv3, srv2, srv1, json3\nml Malayalam vtt, srt, ttml, srv3, srv2, srv1, json3\nmt Maltese vtt, srt, ttml, srv3, srv2, srv1, json3\ngv Manx vtt, srt, ttml, srv3, srv2, srv1, json3\nmi Māori vtt, srt, ttml, srv3, srv2, srv1, json3\nmr Marathi vtt, srt, ttml, srv3, srv2, srv1, json3\nmn Mongolian vtt, srt, ttml, srv3, srv2, srv1, json3\nmfe Morisyen vtt, srt, ttml, srv3, srv2, srv1, json3\nne Nepali vtt, srt, ttml, srv3, srv2, srv1, json3\nnew Newari vtt, srt, ttml, srv3, srv2, srv1, json3\nnso Northern Sotho vtt, srt, ttml, srv3, srv2, srv1, json3\nno Norwegian vtt, srt, ttml, srv3, srv2, srv1, json3\nny Nyanja vtt, srt, ttml, srv3, srv2, srv1, json3\noc Occitan vtt, srt, ttml, srv3, srv2, srv1, json3\nor Odia vtt, srt, ttml, srv3, srv2, srv1, json3\nom Oromo vtt, srt, ttml, srv3, srv2, srv1, json3\nos Ossetic vtt, srt, ttml, srv3, srv2, srv1, json3\npam Pampanga vtt, srt, ttml, srv3, srv2, srv1, json3\nps Pashto vtt, srt, ttml, srv3, srv2, srv1, json3\nfa Persian vtt, srt, ttml, srv3, srv2, srv1, json3\npl Polish vtt, srt, ttml, srv3, srv2, srv1, json3\npt Portuguese vtt, srt, ttml, srv3, srv2, srv1, json3\npt-PT Portuguese (Portugal) vtt, srt, ttml, srv3, srv2, srv1, json3\npa Punjabi vtt, srt, ttml, srv3, srv2, srv1, json3\nqu Quechua vtt, srt, ttml, srv3, srv2, srv1, json3\nro Romanian vtt, srt, ttml, srv3, srv2, srv1, json3\nrn Rundi vtt, srt, ttml, srv3, srv2, srv1, json3\nru Russian vtt, srt, ttml, srv3, srv2, srv1, json3\nsm Samoan vtt, srt, ttml, srv3, srv2, srv1, json3\nsg Sango vtt, srt, ttml, srv3, srv2, srv1, json3\nsa Sanskrit vtt, srt, ttml, srv3, srv2, srv1, json3\ngd Scottish Gaelic vtt, srt, ttml, srv3, srv2, srv1, json3\nsr Serbian vtt, srt, ttml, srv3, srv2, srv1, json3\ncrs Seselwa Creole French vtt, srt, ttml, srv3, srv2, srv1, json3\nsn Shona vtt, srt, ttml, srv3, srv2, srv1, json3\nsd Sindhi vtt, srt, ttml, srv3, srv2, srv1, json3\nsi Sinhala vtt, srt, ttml, srv3, srv2, srv1, json3\nsk Slovak vtt, srt, ttml, srv3, srv2, srv1, json3\nsl Slovenian vtt, srt, ttml, srv3, srv2, srv1, json3\nso Somali vtt, srt, ttml, srv3, srv2, srv1, json3\nst Southern Sotho vtt, srt, ttml, srv3, srv2, srv1, json3\nes Spanish vtt, srt, ttml, srv3, srv2, srv1, json3\nsu Sundanese vtt, srt, ttml, srv3, srv2, srv1, json3\nsw Swahili vtt, srt, ttml, srv3, srv2, srv1, json3\nss Swati vtt, srt, ttml, srv3, srv2, srv1, json3\nsv Swedish vtt, srt, ttml, srv3, srv2, srv1, json3\ntg Tajik vtt, srt, ttml, srv3, srv2, srv1, json3\nta Tamil vtt, srt, ttml, srv3, srv2, srv1, json3\ntt Tatar vtt, srt, ttml, srv3, srv2, srv1, json3\nte Telugu vtt, srt, ttml, srv3, srv2, srv1, json3\nth Thai vtt, srt, ttml, srv3, srv2, srv1, json3\nbo Tibetan vtt, srt, ttml, srv3, srv2, srv1, json3\nti Tigrinya vtt, srt, ttml, srv3, srv2, srv1, json3\nto Tongan vtt, srt, ttml, srv3, srv2, srv1, json3\nts Tsonga vtt, srt, ttml, srv3, srv2, srv1, json3\ntn Tswana vtt, srt, ttml, srv3, srv2, srv1, json3\ntum Tumbuka vtt, srt, ttml, srv3, srv2, srv1, json3\ntr Turkish vtt, srt, ttml, srv3, srv2, srv1, json3\ntk Turkmen vtt, srt, ttml, srv3, srv2, srv1, json3\nuk Ukrainian vtt, srt, ttml, srv3, srv2, srv1, json3\nur Urdu vtt, srt, ttml, srv3, srv2, srv1, json3\nug Uyghur vtt, srt, ttml, srv3, srv2, srv1, json3\nuz Uzbek vtt, srt, ttml, srv3, srv2, srv1, json3\nve Venda vtt, srt, ttml, srv3, srv2, srv1, json3\nvi Vietnamese vtt, srt, ttml, srv3, srv2, srv1, json3\nwar Waray vtt, srt, ttml, srv3, srv2, srv1, json3\ncy Welsh vtt, srt, ttml, srv3, srv2, srv1, json3\nfy Western Frisian vtt, srt, ttml, srv3, srv2, srv1, json3\nwo Wolof vtt, srt, ttml, srv3, srv2, srv1, json3\nxh Xhosa vtt, srt, ttml, srv3, srv2, srv1, json3\nyi Yiddish vtt, srt, ttml, srv3, srv2, srv1, json3\nyo Yoruba vtt, srt, ttml, srv3, srv2, srv1, json3\nzu Zulu vtt, srt, ttml, srv3, srv2, srv1, json3\ntVLnzcoM5LE has no subtitles\n\n\nExit code: 0","created_at":"2026-07-09T06:34:01.725829Z","finish_reason":null,"metrics":null},{"message_id":"b00d2750-c6d9-43a0-a77b-4bf940a63f10","node_id":30,"role":"assistant","content":"","tool_calls":[{"id":"functions.exec:1","name":"exec","arguments":{"command":"yt-dlp --write-auto-subs --sub-langs en --skip-download --sub-format srt \"https://www.youtube.com/watch?v=tVLnzcoM5LE\" -o \"/tmp/tVLnzcoM5LE.%(ext)s\""}}],"thinking":"The video has no manual subtitles but has automatic captions. There's \"en-orig\" (English Original) and \"en\" (English). I should use the English original if available, or just \"en\" which is probably auto-generated. Actually \"en-orig\" might be the original auto-generated English captions and \"en\" might be translated? In YouTube, usually \"en\" is auto-generated. Let me download the English captions in srt format to a temporary file.\n\nLet me download the English subtitles. I'll use `--write-auto-subs --sub-langs en --skip-download --sub-format srt -o /tmp/video_subs` or something. But I need to make sure I don't have filename issues. Let me just output to /tmp/tVLnzcoM5LE.en.srt or use yt-dlp's default.\n\nActually I want to download to a specific file. Let me use `--convert-subs srt` or just use `--write-auto-subs --sub-langs en --skip-download --sub-format srt`.\n\nWait, yt-dlp has `--write-subs` and `--write-auto-subs`. Since the video has no manual subtitles, I need `--write-auto-subs`. Then `--sub-langs en` and `--skip-download`.\n\nLet me run it.","created_at":"2026-07-09T06:34:03.073841Z","finish_reason":"tool_calls","metrics":{"ttft_ms":656,"total_time_ms":1346,"input_tokens":4941,"output_tokens":335,"cache_read_tokens":17152,"cache_creation_tokens":null,"tpot_ms":2.0597014925373136,"tokens_per_sec":485.50724637681157}},{"message_id":"3a3c7017-0ead-4909-bc5a-071a873e4f4e","node_id":31,"role":"tool","content":"Output from command in shell b34fcd:\nWARNING: Your yt-dlp version (2025.12.08) is older than 90 days!\n It is strongly recommended to always use the latest version.\n You installed yt-dlp with pip or using the wheel from PyPi; Use that to update.\n To suppress this warning, add --no-update to your command/config.\n[youtube] Extracting URL: https://www.youtube.com/watch?v=tVLnzcoM5LE\n[youtube] tVLnzcoM5LE: Downloading webpage\n[youtube] tVLnzcoM5LE: Downloading tv client config\n[youtube] tVLnzcoM5LE: Downloading player ecd4b80a-main\n[youtube] tVLnzcoM5LE: Downloading tv player API JSON\n[youtube] tVLnzcoM5LE: Downloading android sdkless player API JSON\n[youtube] [jsc:deno] Solving JS challenges using deno\nWARNING: [youtube] [jsc] Remote components challenge solver script (deno) and NPM package (deno) were skipped. These may be required to solve JS challenges. You can enable these downloads with --remote-components ejs:github (recommended) or --remote-components ejs:npm , respectively. For more information and alternatives, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS\nWARNING: [youtube] tVLnzcoM5LE: n challenge solving failed: Some formats may be missing. Ensure you have a supported JavaScript runtime and challenge solver script distribution installed. Review any warnings presented before this message. For more details, refer to https://github.com/yt-dlp/yt-dlp/wiki/EJS\n[info] tVLnzcoM5LE: Downloading subtitles: en\n[info] tVLnzcoM5LE: Downloading 1 format(s): 139\n[info] Writing video subtitles to: /tmp/tVLnzcoM5LE.en.srt\n[download] Destination: /tmp/tVLnzcoM5LE.en.srt\n\r[download] 1.00KiB at Unknown B/s (00:00:00)\r[download] 3.00KiB at Unknown B/s (00:00:00)\r[download] 7.00KiB at Unknown B/s (00:00:00)\r[download] 15.00KiB at 6.54MiB/s (00:00:00)\r[download] 31.00KiB at 3.09MiB/s (00:00:00)\r[download] 63.00KiB at 3.04MiB/s (00:00:00)\r[download] 80.42KiB at 3.32MiB/s (00:00:00)\r[download] 100% of 80.42KiB in 00:00:00 at 597.23KiB/s\n\n\nExit code: 0","created_at":"2026-07-09T06:34:06.040963Z","finish_reason":null,"metrics":null},{"message_id":"4e422e64-9764-4d2c-9490-dca3ee66d65f","node_id":33,"role":"assistant","content":"","tool_calls":[{"id":"functions.read:2","name":"read","arguments":{"file_path":"/tmp/tVLnzcoM5LE.en.srt"}}],"thinking":"Good. Now I need to read the subtitle file. Let me read it.","created_at":"2026-07-09T06:34:06.806504Z","finish_reason":"tool_calls","metrics":{"ttft_ms":672,"total_time_ms":764,"input_tokens":1091,"output_tokens":44,"cache_read_tokens":22016,"cache_creation_tokens":null,"tpot_ms":2.090909090909091,"tokens_per_sec":478.26086956521743}},{"message_id":"3d875495-f8a5-4817-aad2-13099c630ab0","node_id":34,"role":"tool","content":"\n 1|1\n 2|00:00:00,240 --> 00:00:03,520\n 3|Sales is the lifeblood of every\n 4|\n 5|2\n 6|00:00:02,159 --> 00:00:04,960\n 7|business. Now, what I'm going to do is\n 8|\n 9|3\n 10|00:00:03,520 --> 00:00:07,040\n 11|I'm going to take you through everything\n 12|\n 13|4\n 14|00:00:04,960 --> 00:00:08,880\n 15|that I know about creating a great sales\n 16|\n 17|5\n 18|00:00:07,040 --> 00:00:09,920\n 19|process as quick as I possibly can.\n 20|\n 21|6\n 22|00:00:08,880 --> 00:00:11,599\n 23|We're going to look at what happens\n 24|\n 25|7\n 26|00:00:09,920 --> 00:00:13,360\n 27|inside a great sales meeting, and we're\n 28|\n 29|8\n 30|00:00:11,599 --> 00:00:14,799\n 31|going to deconstruct it into 10 points.\n 32|\n 33|9\n 34|00:00:13,360 --> 00:00:17,119\n 35|I'm going to tell you about my sales\n 36|\n 37|10\n 38|00:00:14,799 --> 00:00:18,880\n 39|follow-up process. And I'm also going to\n 40|\n 41|11\n 42|00:00:17,119 --> 00:00:20,720\n 43|tell you how to get warm and qualified\n 44|\n 45|12\n 46|00:00:18,880 --> 00:00:22,400\n 47|leads into the sales pipeline. We're\n 48|\n 49|13\n 50|00:00:20,720 --> 00:00:24,240\n 51|going to string it all together into one\n 52|\n 53|14\n 54|00:00:22,400 --> 00:00:26,720\n 55|methodology that I call laps. [music]\n 56|\n 57|15\n 58|00:00:24,240 --> 00:00:28,800\n 59|Laps stands for leads, appointments,\n 60|\n 61|16\n 62|00:00:26,720 --> 00:00:30,480\n 63|presentations, and sales. And when you\n 64|\n 65|17\n 66|00:00:28,800 --> 00:00:32,320\n 67|get a lapse rhythm going in your\n 68|\n 69|18\n 70|00:00:30,480 --> 00:00:34,239\n 71|business every single week, you cannot\n 72|\n 73|19\n 74|00:00:32,320 --> 00:00:35,760\n 75|help but grow into a much more\n 76|\n 77|20\n 78|00:00:34,239 --> 00:00:37,680\n 79|successful business. I've got some\n 80|\n 81|21\n 82|00:00:35,760 --> 00:00:39,040\n 83|honest advice at the end as to why\n 84|\n 85|22\n 86|00:00:37,680 --> 00:00:40,399\n 87|people trip up in their sales\n 88|\n 89|23\n 90|00:00:39,040 --> 00:00:41,920\n 91|presentations. And I'm also going to\n 92|\n 93|24\n 94|00:00:40,399 --> 00:00:44,160\n 95|give you some really good tips as to how\n 96|\n 97|25\n 98|00:00:41,920 --> 00:00:46,719\n 99|to use AI to ramp this process right up.\n 100|\n 101|26\n 102|00:00:44,160 --> 00:00:48,480\n 103|It's so easy on YouTube to just take\n 104|\n 105|27\n 106|00:00:46,719 --> 00:00:50,079\n 107|good content for granted. With this\n 108|\n 109|28\n 110|00:00:48,480 --> 00:00:52,480\n 111|particular video, I want you to remember\n 112|\n 113|29\n 114|00:00:50,079 --> 00:00:53,760\n 115|it's taken me 25 years to share all the\n 116|\n 117|30\n 118|00:00:52,480 --> 00:00:55,280\n 119|things I'm about to share with you for\n 120|\n 121|31\n 122|00:00:53,760 --> 00:00:56,960\n 123|free. And if you do this, you're going\n 124|\n 125|32\n 126|00:00:55,280 --> 00:00:58,879\n 127|to end up bigger and more profitable\n 128|\n 129|33\n 130|00:00:56,960 --> 00:01:01,280\n 131|than your wildest dreams. Let's get into\n 132|\n 133|34\n 134|00:00:58,879 --> 00:01:04,239\n 135|it. Step one is you have to understand\n 136|\n 137|35\n 138|00:01:01,280 --> 00:01:06,320\n 139|something called laps. Laps, laps, laps,\n 140|\n 141|36\n 142|00:01:04,239 --> 00:01:08,320\n 143|laps. That is the engine room of your\n 144|\n 145|37\n 146|00:01:06,320 --> 00:01:10,320\n 147|business. Laps stands for leads,\n 148|\n 149|38\n 150|00:01:08,320 --> 00:01:12,159\n 151|appointments, presentations, and sales.\n 152|\n 153|39\n 154|00:01:10,320 --> 00:01:14,000\n 155|It's the flow of opportunity that\n 156|\n 157|40\n 158|00:01:12,159 --> 00:01:15,600\n 159|connects attention and interest through\n 160|\n 161|41\n 162|00:01:14,000 --> 00:01:16,799\n 163|to money in the bank. So, what we're\n 164|\n 165|42\n 166|00:01:15,600 --> 00:01:19,520\n 167|going to do is we're going to really\n 168|\n 169|43\n 170|00:01:16,799 --> 00:01:21,119\n 171|break up the lapse framework into leads\n 172|\n 173|44\n 174|00:01:19,520 --> 00:01:23,119\n 175|and appointments, which is finding\n 176|\n 177|45\n 178|00:01:21,119 --> 00:01:24,720\n 179|opportunities, and presentations and\n 180|\n 181|46\n 182|00:01:23,119 --> 00:01:25,920\n 183|sales, which is making money. Now, you\n 184|\n 185|47\n 186|00:01:24,720 --> 00:01:27,520\n 187|definitely want to stick around for the\n 188|\n 189|48\n 190|00:01:25,920 --> 00:01:29,439\n 191|presentation and sales bit, cuz that's\n 192|\n 193|49\n 194|00:01:27,520 --> 00:01:31,840\n 195|where the money hits the bank. Step one,\n 196|\n 197|50\n 198|00:01:29,439 --> 00:01:33,520\n 199|let's get you more warm leads. Don't\n 200|\n 201|51\n 202|00:01:31,840 --> 00:01:35,119\n 203|skip ahead. I know you want to get to\n 204|\n 205|52\n 206|00:01:33,520 --> 00:01:37,119\n 207|the presentation bit. I know you want to\n 208|\n 209|53\n 210|00:01:35,119 --> 00:01:38,720\n 211|get to more sales, but let's start by\n 212|\n 213|54\n 214|00:01:37,119 --> 00:01:40,320\n 215|expanding your pipeline. How do we get\n 216|\n 217|55\n 218|00:01:38,720 --> 00:01:42,159\n 219|more warm leads? We're going to get more\n 220|\n 221|56\n 222|00:01:40,320 --> 00:01:44,240\n 223|warm leads with this three-part system\n 224|\n 225|57\n 226|00:01:42,159 --> 00:01:46,240\n 227|that has been proven academically and\n 228|\n 229|58\n 230|00:01:44,240 --> 00:01:49,040\n 231|practically in the real world. The three\n 232|\n 233|59\n 234|00:01:46,240 --> 00:01:51,280\n 235|parts is short form content into long-\n 236|\n 237|60\n 238|00:01:49,040 --> 00:01:52,560\n 239|form content into signals of interest.\n 240|\n 241|61\n 242|00:01:51,280 --> 00:01:54,399\n 243|Let me just break it down nice and\n 244|\n 245|62\n 246|00:01:52,560 --> 00:01:56,320\n 247|simply. In order for people to become a\n 248|\n 249|63\n 250|00:01:54,399 --> 00:01:57,920\n 251|lead who's warm and in your pipeline,\n 252|\n 253|64\n 254|00:01:56,320 --> 00:01:59,920\n 255|they have to get to notice you and get\n 256|\n 257|65\n 258|00:01:57,920 --> 00:02:01,119\n 259|to know you so that they can signal\n 260|\n 261|66\n 262|00:01:59,920 --> 00:02:02,719\n 263|interest that they want to work with\n 264|\n 265|67\n 266|00:02:01,119 --> 00:02:04,000\n 267|you. How are they going to notice you?\n 268|\n 269|68\n 270|00:02:02,719 --> 00:02:06,159\n 271|They're going to notice you through\n 272|\n 273|69\n 274|00:02:04,000 --> 00:02:08,080\n 275|short form content on social media. Now,\n 276|\n 277|70\n 278|00:02:06,159 --> 00:02:09,759\n 279|the research says that people notice you\n 280|\n 281|71\n 282|00:02:08,080 --> 00:02:11,840\n 283|for the first time when they see you for\n 284|\n 285|72\n 286|00:02:09,759 --> 00:02:13,760\n 287|the 11th time. So, you've got to produce\n 288|\n 289|73\n 290|00:02:11,840 --> 00:02:15,920\n 291|a lot more content so that people have\n 292|\n 293|74\n 294|00:02:13,760 --> 00:02:17,920\n 295|the opportunity to see you 11 times.\n 296|\n 297|75\n 298|00:02:15,920 --> 00:02:19,920\n 299|Now, the harsh reality is that the clock\n 300|\n 301|76\n 302|00:02:17,920 --> 00:02:22,160\n 303|resets every 90 days. So, if they don't\n 304|\n 305|77\n 306|00:02:19,920 --> 00:02:23,840\n 307|see you 11 times within 90 days, they\n 308|\n 309|78\n 310|00:02:22,160 --> 00:02:26,080\n 311|don't notice that you ever exist. So,\n 312|\n 313|79\n 314|00:02:23,840 --> 00:02:28,080\n 315|that means at a bare minimum, you've got\n 316|\n 317|80\n 318|00:02:26,080 --> 00:02:29,920\n 319|to be posting every few days on social\n 320|\n 321|81\n 322|00:02:28,080 --> 00:02:31,840\n 323|media. My recommendation is that if\n 324|\n 325|82\n 326|00:02:29,920 --> 00:02:33,519\n 327|you're not posting every single day on\n 328|\n 329|83\n 330|00:02:31,840 --> 00:02:35,200\n 331|social media, you're leaving money on\n 332|\n 333|84\n 334|00:02:33,519 --> 00:02:36,720\n 335|the table. For a small business, I\n 336|\n 337|85\n 338|00:02:35,200 --> 00:02:38,080\n 339|recommend choosing one platform. And\n 340|\n 341|86\n 342|00:02:36,720 --> 00:02:39,840\n 343|then when you're a bigger business, I\n 344|\n 345|87\n 346|00:02:38,080 --> 00:02:41,360\n 347|recommend choosing four platforms and\n 348|\n 349|88\n 350|00:02:39,840 --> 00:02:42,560\n 351|posting every single day. Now, what are\n 352|\n 353|89\n 354|00:02:41,360 --> 00:02:44,640\n 355|you going to post? You're going to post\n 356|\n 357|90\n 358|00:02:42,560 --> 00:02:46,480\n 359|anything at all that hooks the attention\n 360|\n 361|91\n 362|00:02:44,640 --> 00:02:48,000\n 363|of your perfect customer. So, you're\n 364|\n 365|92\n 366|00:02:46,480 --> 00:02:48,959\n 367|going to have an ideal customer in mind.\n 368|\n 369|93\n 370|00:02:48,000 --> 00:02:50,239\n 371|You're going to share with them things\n 372|\n 373|94\n 374|00:02:48,959 --> 00:02:51,680\n 375|that could be strange, things that\n 376|\n 377|95\n 378|00:02:50,239 --> 00:02:53,440\n 379|they've never heard before. You could\n 380|\n 381|96\n 382|00:02:51,680 --> 00:02:54,879\n 383|share with them amazing, desirable\n 384|\n 385|97\n 386|00:02:53,440 --> 00:02:56,560\n 387|outcomes that they want to get. You\n 388|\n 389|98\n 390|00:02:54,879 --> 00:02:58,480\n 391|could share with them free value. Or you\n 392|\n 393|99\n 394|00:02:56,560 --> 00:03:00,000\n 395|could talk about familiar topics that\n 396|\n 397|100\n 398|00:02:58,480 --> 00:03:01,440\n 399|they already want to know about. These\n 400|\n 401|101\n 402|00:03:00,000 --> 00:03:03,440\n 403|are some of the things that will go into\n 404|\n 405|102\n 406|00:03:01,440 --> 00:03:05,120\n 407|that short form content. Short form\n 408|\n 409|103\n 410|00:03:03,440 --> 00:03:07,599\n 411|content is anything that can be\n 412|\n 413|104\n 414|00:03:05,120 --> 00:03:10,159\n 415|experienced by a customer in 1 to three\n 416|\n 417|105\n 418|00:03:07,599 --> 00:03:12,560\n 419|minutes. It's posts, its images, it's\n 420|\n 421|106\n 422|00:03:10,159 --> 00:03:14,319\n 423|short videos, it's carousels just coming\n 424|\n 425|107\n 426|00:03:12,560 --> 00:03:16,319\n 427|out there and it just lands on social\n 428|\n 429|108\n 430|00:03:14,319 --> 00:03:18,800\n 431|media every single day and it typically\n 432|\n 433|109\n 434|00:03:16,319 --> 00:03:20,720\n 435|has a call to action which is to go to\n 436|\n 437|110\n 438|00:03:18,800 --> 00:03:22,400\n 439|your main account and experience some\n 440|\n 441|111\n 442|00:03:20,720 --> 00:03:25,040\n 443|long- form content. Now, what is long\n 444|\n 445|112\n 446|00:03:22,400 --> 00:03:27,120\n 447|form content? Long- form content is the\n 448|\n 449|113\n 450|00:03:25,040 --> 00:03:29,200\n 451|type of content that takes 10 minutes to\n 452|\n 453|114\n 454|00:03:27,120 --> 00:03:31,599\n 455|2 hours to consume. It could be a long\n 456|\n 457|115\n 458|00:03:29,200 --> 00:03:33,360\n 459|post. It could be a PDF report. It could\n 460|\n 461|116\n 462|00:03:31,599 --> 00:03:35,360\n 463|be a 10-minute video. It could be a\n 464|\n 465|117\n 466|00:03:33,360 --> 00:03:36,959\n 467|1-hour podcast episode. Or it could be a\n 468|\n 469|118\n 470|00:03:35,360 --> 00:03:38,799\n 471|2-hour workshop that you invite people\n 472|\n 473|119\n 474|00:03:36,959 --> 00:03:40,799\n 475|to. What we're looking for is just to\n 476|\n 477|120\n 478|00:03:38,799 --> 00:03:42,879\n 479|clock up time with people. See, there is\n 480|\n 481|121\n 482|00:03:40,799 --> 00:03:44,799\n 483|some research from Professor Robin Dunar\n 484|\n 485|122\n 486|00:03:42,879 --> 00:03:46,400\n 487|that says people need to spend 2 to 7\n 488|\n 489|123\n 490|00:03:44,799 --> 00:03:48,159\n 491|hours with you in order to feel like\n 492|\n 493|124\n 494|00:03:46,400 --> 00:03:49,840\n 495|they know you and trust you. So, one of\n 496|\n 497|125\n 498|00:03:48,159 --> 00:03:52,159\n 499|the first things that you want to do is\n 500|\n 501|126\n 502|00:03:49,840 --> 00:03:54,159\n 503|get more people consuming long- form\n 504|\n 505|127\n 506|00:03:52,159 --> 00:03:56,000\n 507|content. The short form content drives\n 508|\n 509|128\n 510|00:03:54,159 --> 00:03:57,840\n 511|people to the long form content. My\n 512|\n 513|129\n 514|00:03:56,000 --> 00:03:59,599\n 515|personal experience tells me that you\n 516|\n 517|130\n 518|00:03:57,840 --> 00:04:01,519\n 519|should have four pieces of long- form\n 520|\n 521|131\n 522|00:03:59,599 --> 00:04:03,200\n 523|content available for people to watch,\n 524|\n 525|132\n 526|00:04:01,519 --> 00:04:04,959\n 527|read, or listen to. You don't need that\n 528|\n 529|133\n 530|00:04:03,200 --> 00:04:06,799\n 531|on day one. You're going to build up to\n 532|\n 533|134\n 534|00:04:04,959 --> 00:04:08,720\n 535|having four pieces of long form content\n 536|\n 537|135\n 538|00:04:06,799 --> 00:04:10,480\n 539|across the course of 12 months. And it\n 540|\n 541|136\n 542|00:04:08,720 --> 00:04:12,720\n 543|could be podcast episodes that you go\n 544|\n 545|137\n 546|00:04:10,480 --> 00:04:14,879\n 547|on. It could be longer videos that\n 548|\n 549|138\n 550|00:04:12,720 --> 00:04:16,880\n 551|produce longer reports that you write or\n 552|\n 553|139\n 554|00:04:14,879 --> 00:04:18,479\n 555|maybe even a book. Either way, your\n 556|\n 557|140\n 558|00:04:16,880 --> 00:04:20,160\n 559|short form content gets people to\n 560|\n 561|141\n 562|00:04:18,479 --> 00:04:21,519\n 563|consume some of this long form content.\n 564|\n 565|142\n 566|00:04:20,160 --> 00:04:23,199\n 567|All of that is happening on social\n 568|\n 569|143\n 570|00:04:21,519 --> 00:04:25,199\n 571|media. Once people have consumed some\n 572|\n 573|144\n 574|00:04:23,199 --> 00:04:26,800\n 575|long- form content, you then want to ask\n 576|\n 577|145\n 578|00:04:25,199 --> 00:04:28,639\n 579|them to signal their interest. You want\n 580|\n 581|146\n 582|00:04:26,800 --> 00:04:30,160\n 583|a signal of interest that says, \"I'm\n 584|\n 585|147\n 586|00:04:28,639 --> 00:04:32,000\n 587|interested to know more. I want to work\n 588|\n 589|148\n 590|00:04:30,160 --> 00:04:33,360\n 591|with you in some way.\" So, there's a few\n 592|\n 593|149\n 594|00:04:32,000 --> 00:04:34,960\n 595|things that work really, really well for\n 596|\n 597|150\n 598|00:04:33,360 --> 00:04:36,880\n 599|a signal of interest. You can ask people\n 600|\n 601|151\n 602|00:04:34,960 --> 00:04:38,320\n 603|to join a waiting list. You can ask\n 604|\n 605|152\n 606|00:04:36,880 --> 00:04:39,600\n 607|people to fill in a form as an\n 608|\n 609|153\n 610|00:04:38,320 --> 00:04:41,120\n 611|expression of interest. You can ask\n 612|\n 613|154\n 614|00:04:39,600 --> 00:04:42,960\n 615|people to fill in an assessment where\n 616|\n 617|155\n 618|00:04:41,120 --> 00:04:44,479\n 619|they take an online assessment to see if\n 620|\n 621|156\n 622|00:04:42,960 --> 00:04:46,560\n 623|they're ready to work with you. You can\n 624|\n 625|157\n 626|00:04:44,479 --> 00:04:48,479\n 627|get people to join a discussion group or\n 628|\n 629|158\n 630|00:04:46,560 --> 00:04:50,479\n 631|one of my favorites is to get people to\n 632|\n 633|159\n 634|00:04:48,479 --> 00:04:52,560\n 635|join a live webinar. When they register\n 636|\n 637|160\n 638|00:04:50,479 --> 00:04:54,479\n 639|for any of these things, you can count\n 640|\n 641|161\n 642|00:04:52,560 --> 00:04:56,080\n 643|that as a strong signal of interest that\n 644|\n 645|162\n 646|00:04:54,479 --> 00:04:57,600\n 647|they're interested in what it is that\n 648|\n 649|163\n 650|00:04:56,080 --> 00:04:59,280\n 651|you do. Now, the reason that you know\n 652|\n 653|164\n 654|00:04:57,600 --> 00:05:01,840\n 655|that this is a signal of interest is\n 656|\n 657|165\n 658|00:04:59,280 --> 00:05:04,160\n 659|because all of this short form and long\n 660|\n 661|166\n 662|00:05:01,840 --> 00:05:06,960\n 663|form content happens on social media,\n 664|\n 665|167\n 666|00:05:04,160 --> 00:05:10,000\n 667|but the signal of interest happens on\n 668|\n 669|168\n 670|00:05:06,960 --> 00:05:12,080\n 671|your landing page. In order for people\n 672|\n 673|169\n 674|00:05:10,000 --> 00:05:14,240\n 675|to go to the landing page, they have to\n 676|\n 677|170\n 678|00:05:12,080 --> 00:05:16,479\n 679|have seen you on social media, clicked a\n 680|\n 681|171\n 682|00:05:14,240 --> 00:05:18,320\n 683|link, gone across to a landing page and\n 684|\n 685|172\n 686|00:05:16,479 --> 00:05:20,160\n 687|filled in a form, which means they've\n 688|\n 689|173\n 690|00:05:18,320 --> 00:05:21,520\n 691|given you a strong signal of interest.\n 692|\n 693|174\n 694|00:05:20,160 --> 00:05:22,800\n 695|And when we get those signals of\n 696|\n 697|175\n 698|00:05:21,520 --> 00:05:25,199\n 699|interest, we have a special name for\n 700|\n 701|176\n 702|00:05:22,800 --> 00:05:26,880\n 703|that. We call that a lead. Now, if you\n 704|\n 705|177\n 706|00:05:25,199 --> 00:05:29,280\n 707|want to ramp this up, you can do it in\n 708|\n 709|178\n 710|00:05:26,880 --> 00:05:31,600\n 711|two ways. Number one, you can pick your\n 712|\n 713|179\n 714|00:05:29,280 --> 00:05:33,199\n 715|highest performing short form content\n 716|\n 717|180\n 718|00:05:31,600 --> 00:05:35,919\n 719|and you can boost it with ads.\n 720|\n 721|181\n 722|00:05:33,199 --> 00:05:38,320\n 723|Additionally, you can fire off direct\n 724|\n 725|182\n 726|00:05:35,919 --> 00:05:40,320\n 727|messages to carefully selected\n 728|\n 729|183\n 730|00:05:38,320 --> 00:05:43,120\n 731|individuals who you think would either\n 732|\n 733|184\n 734|00:05:40,320 --> 00:05:45,120\n 735|enjoy your long- form content or who you\n 736|\n 737|185\n 738|00:05:43,120 --> 00:05:46,720\n 739|think should be filling in a signal of\n 740|\n 741|186\n 742|00:05:45,120 --> 00:05:48,560\n 743|interest page. So, you can use direct\n 744|\n 745|187\n 746|00:05:46,720 --> 00:05:50,160\n 747|messages as well. And if all of this is\n 748|\n 749|188\n 750|00:05:48,560 --> 00:05:52,240\n 751|working well, you can collaborate with\n 752|\n 753|189\n 754|00:05:50,160 --> 00:05:53,759\n 755|others who have a similar audience that\n 756|\n 757|190\n 758|00:05:52,240 --> 00:05:55,680\n 759|you're trying to target, but they have a\n 760|\n 761|191\n 762|00:05:53,759 --> 00:05:57,360\n 763|non-competitive offer. And you can work\n 764|\n 765|192\n 766|00:05:55,680 --> 00:05:59,600\n 767|together through joint ventures or\n 768|\n 769|193\n 770|00:05:57,360 --> 00:06:01,120\n 771|sponsorships in order to ramp up the\n 772|\n 773|194\n 774|00:05:59,600 --> 00:06:03,360\n 775|number of people who know who you are.\n 776|\n 777|195\n 778|00:06:01,120 --> 00:06:05,120\n 779|But all of that needs to culminate in\n 780|\n 781|196\n 782|00:06:03,360 --> 00:06:06,880\n 783|these signals of interest that we're\n 784|\n 785|197\n 786|00:06:05,120 --> 00:06:08,319\n 787|going to call leads. Now, once you've\n 788|\n 789|198\n 790|00:06:06,880 --> 00:06:10,080\n 791|got leads, you can move to the next\n 792|\n 793|199\n 794|00:06:08,319 --> 00:06:11,120\n 795|step. So, you've generated some leads.\n 796|\n 797|200\n 798|00:06:10,080 --> 00:06:12,560\n 799|Now, it's time to book some\n 800|\n 801|201\n 802|00:06:11,120 --> 00:06:14,319\n 803|appointments. Now, bear in mind, we\n 804|\n 805|202\n 806|00:06:12,560 --> 00:06:15,919\n 807|haven't even gotten into the value where\n 808|\n 809|203\n 810|00:06:14,319 --> 00:06:17,680\n 811|the money is going to hit the bank. Stay\n 812|\n 813|204\n 814|00:06:15,919 --> 00:06:19,199\n 815|with me. This is meant to be a training\n 816|\n 817|205\n 818|00:06:17,680 --> 00:06:21,280\n 819|video. It's not meant to be a short\n 820|\n 821|206\n 822|00:06:19,199 --> 00:06:23,039\n 823|piece of content that you consume as\n 824|\n 825|207\n 826|00:06:21,280 --> 00:06:25,440\n 827|you're scrolling. This is designed to be\n 828|\n 829|208\n 830|00:06:23,039 --> 00:06:27,520\n 831|a gamecher for your sales process. So,\n 832|\n 833|209\n 834|00:06:25,440 --> 00:06:29,360\n 835|stay with me. Keep your pen and paper.\n 836|\n 837|210\n 838|00:06:27,520 --> 00:06:31,120\n 839|Let's keep learning together. As soon as\n 840|\n 841|211\n 842|00:06:29,360 --> 00:06:32,800\n 843|someone fills in a lead page, you want\n 844|\n 845|212\n 846|00:06:31,120 --> 00:06:34,560\n 847|to follow up as quick as possible. And\n 848|\n 849|213\n 850|00:06:32,800 --> 00:06:36,240\n 851|you have one goal when you're reaching\n 852|\n 853|214\n 854|00:06:34,560 --> 00:06:38,080\n 855|out to someone, and that is to book an\n 856|\n 857|215\n 858|00:06:36,240 --> 00:06:39,440\n 859|appointment. It's to get a commitment\n 860|\n 861|216\n 862|00:06:38,080 --> 00:06:41,680\n 863|that they're willing to spend some time\n 864|\n 865|217\n 866|00:06:39,440 --> 00:06:43,280\n 867|with you. You see, the first sale is not\n 868|\n 869|218\n 870|00:06:41,680 --> 00:06:44,880\n 871|about the product. It's about getting\n 872|\n 873|219\n 874|00:06:43,280 --> 00:06:46,560\n 875|people to commit that they're going to\n 876|\n 877|220\n 878|00:06:44,880 --> 00:06:48,080\n 879|explore what you have to offer. It's a\n 880|\n 881|221\n 882|00:06:46,560 --> 00:06:50,080\n 883|commitment of time, not a commitment of\n 884|\n 885|222\n 886|00:06:48,080 --> 00:06:52,319\n 887|money. So, there are four steps to\n 888|\n 889|223\n 890|00:06:50,080 --> 00:06:54,560\n 891|booking an appointment. Step one is to\n 892|\n 893|224\n 894|00:06:52,319 --> 00:06:56,319\n 895|reaffirm relevance. You want to let\n 896|\n 897|225\n 898|00:06:54,560 --> 00:06:57,759\n 899|people know that they filled in a form,\n 900|\n 901|226\n 902|00:06:56,319 --> 00:06:59,199\n 903|that they were interested in in a\n 904|\n 905|227\n 906|00:06:57,759 --> 00:07:00,560\n 907|particular topic, and now you're\n 908|\n 909|228\n 910|00:06:59,199 --> 00:07:02,479\n 911|following up. So, you're letting them\n 912|\n 913|229\n 914|00:07:00,560 --> 00:07:04,319\n 915|know that there is relevance. Step two\n 916|\n 917|230\n 918|00:07:02,479 --> 00:07:06,160\n 919|is an optional step if you're using the\n 920|\n 921|231\n 922|00:07:04,319 --> 00:07:07,680\n 923|phone to follow up. And that is to ask\n 924|\n 925|232\n 926|00:07:06,160 --> 00:07:09,280\n 927|permission. This is where you say, \"Have\n 928|\n 929|233\n 930|00:07:07,680 --> 00:07:11,520\n 931|I caught you at a good time? I've got 1\n 932|\n 933|234\n 934|00:07:09,280 --> 00:07:13,360\n 935|to 2 minutes to follow up based upon the\n 936|\n 937|235\n 938|00:07:11,520 --> 00:07:15,039\n 939|fact that you filled in that form. Can I\n 940|\n 941|236\n 942|00:07:13,360 --> 00:07:16,960\n 943|be really, really quick and just share\n 944|\n 945|237\n 946|00:07:15,039 --> 00:07:18,400\n 947|with you who I am, why I'm calling, and\n 948|\n 949|238\n 950|00:07:16,960 --> 00:07:19,680\n 951|see if it's appropriate to set an\n 952|\n 953|239\n 954|00:07:18,400 --> 00:07:21,360\n 955|appointment with you.\" So, that's just\n 956|\n 957|240\n 958|00:07:19,680 --> 00:07:23,280\n 959|getting some permission. If you're using\n 960|\n 961|241\n 962|00:07:21,360 --> 00:07:25,199\n 963|asynchronous communication like text\n 964|\n 965|242\n 966|00:07:23,280 --> 00:07:27,280\n 967|messages or emails, you don't need the\n 968|\n 969|243\n 970|00:07:25,199 --> 00:07:29,039\n 971|permission step. Step three is where\n 972|\n 973|244\n 974|00:07:27,280 --> 00:07:30,720\n 975|you're going to pitch your value so that\n 976|\n 977|245\n 978|00:07:29,039 --> 00:07:32,000\n 979|they know whether they want to commit to\n 980|\n 981|246\n 982|00:07:30,720 --> 00:07:33,840\n 983|an appointment. So here's what we're\n 984|\n 985|247\n 986|00:07:32,000 --> 00:07:36,639\n 987|going to do with the pitch. The pitch is\n 988|\n 989|248\n 990|00:07:33,840 --> 00:07:42,160\n 991|that you're going to use the framework\n 992|\n 993|249\n 994|00:07:36,639 --> 00:07:43,840\n 995|name, same, fame, pain, aim, and game.\n 996|\n 997|250\n 998|00:07:42,160 --> 00:07:45,919\n 999|And we call this a hook pitch or a\n1000|\n1001|251\n1002|00:07:43,840 --> 00:07:48,160\n1003|social pitch. So name is obviously your\n1004|\n1005|252\n1006|00:07:45,919 --> 00:07:49,840\n1007|name and your business's name. So who\n1008|\n1009|253\n1010|00:07:48,160 --> 00:07:52,319\n1011|are you and where are you calling from?\n1012|\n1013|254\n1014|00:07:49,840 --> 00:07:53,759\n1015|Same is what is something similar to\n1016|\n1017|255\n1018|00:07:52,319 --> 00:07:55,199\n1019|what they already understand. They\n1020|\n1021|256\n1022|00:07:53,759 --> 00:07:56,879\n1023|already know that you can put yourself\n1024|\n1025|257\n1026|00:07:55,199 --> 00:07:58,560\n1027|in that category. If I'm talking about\n1028|\n1029|258\n1030|00:07:56,879 --> 00:08:00,800\n1031|one of my businesses called book magic,\n1032|\n1033|259\n1034|00:07:58,560 --> 00:08:02,800\n1035|I say we are an online piece of software\n1036|\n1037|260\n1038|00:08:00,800 --> 00:08:04,560\n1039|that helps people to write a book much\n1040|\n1041|261\n1042|00:08:02,800 --> 00:08:06,800\n1043|faster than if they were using Microsoft\n1044|\n1045|262\n1046|00:08:04,560 --> 00:08:08,960\n1047|Word. I'm putting myself into a category\n1048|\n1049|263\n1050|00:08:06,800 --> 00:08:10,879\n1051|called software and I'm comparing myself\n1052|\n1053|264\n1054|00:08:08,960 --> 00:08:13,520\n1055|to something similar that they might\n1056|\n1057|265\n1058|00:08:10,879 --> 00:08:16,000\n1059|already know. Fame is what makes you\n1060|\n1061|266\n1062|00:08:13,520 --> 00:08:17,680\n1063|special or different. This could be a\n1064|\n1065|267\n1066|00:08:16,000 --> 00:08:19,680\n1067|special number that you've achieved. It\n1068|\n1069|268\n1070|00:08:17,680 --> 00:08:21,599\n1071|could be a special association or an\n1072|\n1073|269\n1074|00:08:19,680 --> 00:08:22,879\n1075|award that you've won, something that\n1076|\n1077|270\n1078|00:08:21,599 --> 00:08:24,160\n1079|makes you stand out. So, if I was\n1080|\n1081|271\n1082|00:08:22,879 --> 00:08:26,080\n1083|talking about book magic, I might say,\n1084|\n1085|272\n1086|00:08:24,160 --> 00:08:27,680\n1087|\"We recently won AI startup of the\n1088|\n1089|273\n1090|00:08:26,080 --> 00:08:29,280\n1091|year,\" which is a little bit of fame.\n1092|\n1093|274\n1094|00:08:27,680 --> 00:08:30,960\n1095|Now, I might also say something like,\n","created_at":"2026-07-09T06:34:06.854632Z","finish_reason":null,"metrics":null},{"message_id":"c3820ab5-f9ff-4917-b368-0ea859cbb4e0","node_id":36,"role":"assistant","content":"","tool_calls":[{"id":"functions.read:3","name":"read","arguments":{"file_path":"/tmp/tVLnzcoM5LE.en.srt","offset":1096,"limit":1400}}],"thinking":"The file has 4496 lines total. I need to read and understand the full YouTube video transcript. Let me continue reading from where I left off. I'll read the rest in chunks.","created_at":"2026-07-09T06:34:08.242943Z","finish_reason":"tool_calls","metrics":{"ttft_ms":1233,"total_time_ms":1387,"input_tokens":11290,"output_tokens":81,"cache_read_tokens":23040,"cache_creation_tokens":null,"tpot_ms":1.9012345679012346,"tokens_per_sec":525.974025974026}},{"message_id":"c9c368ae-68a3-4449-9c3e-97e1d9808bfe","node_id":37,"role":"tool","content":"\n1096|\n1097|275\n1098|00:08:29,280 --> 00:08:32,479\n1099|\"We've already worked with 300\n1100|\n1101|276\n1102|00:08:30,960 --> 00:08:33,919\n1103|customers.\" Or you might say, \"I've\n1104|\n1105|277\n1106|00:08:32,479 --> 00:08:35,279\n1107|worked in this industry for over 10\n1108|\n1109|278\n1110|00:08:33,919 --> 00:08:36,719\n1111|years, and I've worked with big brands\n1112|\n1113|279\n1114|00:08:35,279 --> 00:08:38,719\n1115|that you've heard of, such as X, Y, and\n1116|\n1117|280\n1118|00:08:36,719 --> 00:08:40,159\n1119|Zed.\" So, pain is where you address the\n1120|\n1121|281\n1122|00:08:38,719 --> 00:08:42,080\n1123|pain or frustration that people\n1124|\n1125|282\n1126|00:08:40,159 --> 00:08:43,200\n1127|experience before they buy from you. I\n1128|\n1129|283\n1130|00:08:42,080 --> 00:08:45,440\n1131|might say if I'm talking about book\n1132|\n1133|284\n1134|00:08:43,200 --> 00:08:47,279\n1135|magic over 50% of the population want to\n1136|\n1137|285\n1138|00:08:45,440 --> 00:08:49,120\n1139|write a book but less than 2% of the\n1140|\n1141|286\n1142|00:08:47,279 --> 00:08:50,640\n1143|population ever achieve that goal. So\n1144|\n1145|287\n1146|00:08:49,120 --> 00:08:53,279\n1147|I'm now talking about a pain or a\n1148|\n1149|288\n1150|00:08:50,640 --> 00:08:55,360\n1151|frustration. And then aim is what you\n1152|\n1153|289\n1154|00:08:53,279 --> 00:08:57,519\n1155|aim to do about that. So you might say\n1156|\n1157|290\n1158|00:08:55,360 --> 00:09:00,240\n1159|we're creating a software platform that\n1160|\n1161|291\n1162|00:08:57,519 --> 00:09:02,240\n1163|allows 10 times more people who start a\n1164|\n1165|292\n1166|00:09:00,240 --> 00:09:04,000\n1167|book to finish the process and hold that\n1168|\n1169|293\n1170|00:09:02,240 --> 00:09:05,680\n1171|book in their hands. And then game is\n1172|\n1173|294\n1174|00:09:04,000 --> 00:09:07,279\n1175|the bigger vision of what your business\n1176|\n1177|295\n1178|00:09:05,680 --> 00:09:10,000\n1179|wants to achieve. Our goal is to\n1180|\n1181|296\n1182|00:09:07,279 --> 00:09:12,800\n1183|democratize the book writing process as\n1184|\n1185|297\n1186|00:09:10,000 --> 00:09:15,279\n1187|much as Amazon democratized the book\n1188|\n1189|298\n1190|00:09:12,800 --> 00:09:17,600\n1191|distribution process. So all of that\n1192|\n1193|299\n1194|00:09:15,279 --> 00:09:19,680\n1195|should fit pretty neatly into about 30\n1196|\n1197|300\n1198|00:09:17,600 --> 00:09:21,519\n1199|to 45 seconds if you were to say it out\n1200|\n1201|301\n1202|00:09:19,680 --> 00:09:23,360\n1203|loud and it should fit into a paragraph\n1204|\n1205|302\n1206|00:09:21,519 --> 00:09:25,040\n1207|if you put it in a text or an email. So\n1208|\n1209|303\n1210|00:09:23,360 --> 00:09:26,800\n1211|you're giving people all the essential\n1212|\n1213|304\n1214|00:09:25,040 --> 00:09:29,200\n1215|information for them to understand what\n1216|\n1217|305\n1218|00:09:26,800 --> 00:09:31,040\n1219|you're talking about. Name, same, fame,\n1220|\n1221|306\n1222|00:09:29,200 --> 00:09:33,440\n1223|pain, aim, and a game. After you've\n1224|\n1225|307\n1226|00:09:31,040 --> 00:09:34,800\n1227|gotten that across, you then want to ask\n1228|\n1229|308\n1230|00:09:33,440 --> 00:09:36,399\n1231|if they're willing to commit to having\n1232|\n1233|309\n1234|00:09:34,800 --> 00:09:38,240\n1235|an appointment. So, you simply say,\n1236|\n1237|310\n1238|00:09:36,399 --> 00:09:39,920\n1239|\"What I'd really love to do is set a\n1240|\n1241|311\n1242|00:09:38,240 --> 00:09:42,399\n1243|time that we could talk, and here's the\n1244|\n1245|312\n1246|00:09:39,920 --> 00:09:44,080\n1247|link to my diary, or if you can suggest\n1248|\n1249|313\n1250|00:09:42,399 --> 00:09:45,760\n1251|a few times that work for you, I'll try\n1252|\n1253|314\n1254|00:09:44,080 --> 00:09:47,519\n1255|and work around your schedule.\" Now, if\n1256|\n1257|315\n1258|00:09:45,760 --> 00:09:49,440\n1259|someone is interested, they're going to\n1260|\n1261|316\n1262|00:09:47,519 --> 00:09:51,360\n1263|definitely try and make a time with you.\n1264|\n1265|317\n1266|00:09:49,440 --> 00:09:53,040\n1267|Or if someone has heard all of that\n1268|\n1269|318\n1270|00:09:51,360 --> 00:09:54,399\n1271|information about who you are and what\n1272|\n1273|319\n1274|00:09:53,040 --> 00:09:56,560\n1275|you do and why you do it, and they're\n1276|\n1277|320\n1278|00:09:54,399 --> 00:09:58,240\n1279|not interested, I can promise you it's\n1280|\n1281|321\n1282|00:09:56,560 --> 00:10:00,000\n1283|better to just end things right there.\n1284|\n1285|322\n1286|00:09:58,240 --> 00:10:02,320\n1287|You're not looking for everybody to set\n1288|\n1289|323\n1290|00:10:00,000 --> 00:10:04,560\n1291|an appointment. It's very normal for out\n1292|\n1293|324\n1294|00:10:02,320 --> 00:10:06,080\n1295|of every 12 leads for less than half of\n1296|\n1297|325\n1298|00:10:04,560 --> 00:10:08,320\n1299|them to set an appointment. Now, before\n1300|\n1301|326\n1302|00:10:06,080 --> 00:10:10,000\n1303|we move on, as an advanced step, if you\n1304|\n1305|327\n1306|00:10:08,320 --> 00:10:11,920\n1307|start getting lots of leads come through\n1308|\n1309|328\n1310|00:10:10,000 --> 00:10:13,760\n1311|your pipeline, you want to introduce a\n1312|\n1313|329\n1314|00:10:11,920 --> 00:10:15,519\n1315|step called lead qualification. Lead\n1316|\n1317|330\n1318|00:10:13,760 --> 00:10:17,519\n1319|qualification is that when people fill\n1320|\n1321|331\n1322|00:10:15,519 --> 00:10:18,880\n1323|in that online signal of interest form,\n1324|\n1325|332\n1326|00:10:17,519 --> 00:10:20,240\n1327|you're going to ask a few questions.\n1328|\n1329|333\n1330|00:10:18,880 --> 00:10:22,000\n1331|You're going to ask people which best\n1332|\n1333|334\n1334|00:10:20,240 --> 00:10:23,519\n1335|describes your current situation, which\n1336|\n1337|335\n1338|00:10:22,000 --> 00:10:25,600\n1339|best describes the outcome you're\n1340|\n1341|336\n1342|00:10:23,519 --> 00:10:27,440\n1343|looking for, which types of solutions do\n1344|\n1345|337\n1346|00:10:25,600 --> 00:10:29,680\n1347|you already have in mind? You might ask\n1348|\n1349|338\n1350|00:10:27,440 --> 00:10:31,680\n1351|a few of those qualifying questions. And\n1352|\n1353|339\n1354|00:10:29,680 --> 00:10:33,200\n1355|those qualifying questions help you to\n1356|\n1357|340\n1358|00:10:31,680 --> 00:10:34,959\n1359|choose who you're going to have an\n1360|\n1361|341\n1362|00:10:33,200 --> 00:10:36,399\n1363|appointment with. So in the early days,\n1364|\n1365|342\n1366|00:10:34,959 --> 00:10:38,000\n1367|it's often the case that it's worth\n1368|\n1369|343\n1370|00:10:36,399 --> 00:10:39,440\n1371|having an appointment with anyone who's\n1372|\n1373|344\n1374|00:10:38,000 --> 00:10:41,360\n1375|willing to have an appointment with you\n1376|\n1377|345\n1378|00:10:39,440 --> 00:10:43,200\n1379|just to hone your skills. Once you start\n1380|\n1381|346\n1382|00:10:41,360 --> 00:10:44,800\n1383|scaling up, you want to qualify your\n1384|\n1385|347\n1386|00:10:43,200 --> 00:10:46,320\n1387|appointments so you're not wasting time\n1388|\n1389|348\n1390|00:10:44,800 --> 00:10:48,160\n1391|on people who are never going to buy.\n1392|\n1393|349\n1394|00:10:46,320 --> 00:10:49,839\n1395|Now, by the way, we've completely solved\n1396|\n1397|350\n1398|00:10:48,160 --> 00:10:51,279\n1399|this problem. If you want to set up one\n1400|\n1401|351\n1402|00:10:49,839 --> 00:10:53,360\n1403|of these signal of interest landing\n1404|\n1405|352\n1406|00:10:51,279 --> 00:10:55,600\n1407|pages, you can do all of that on\n1408|\n1409|353\n1410|00:10:53,360 --> 00:10:57,440\n1411|scoreapp. And scoreapp.com has templates\n1412|\n1413|354\n1414|00:10:55,600 --> 00:10:59,440\n1415|that allow you to set up those campaigns\n1416|\n1417|355\n1418|00:10:57,440 --> 00:11:01,200\n1419|effortlessly. In addition to that, it\n1420|\n1421|356\n1422|00:10:59,440 --> 00:11:02,720\n1423|automatically gets you to ask those\n1424|\n1425|357\n1426|00:11:01,200 --> 00:11:04,480\n1427|questions, those qualifying questions,\n1428|\n1429|358\n1430|00:11:02,720 --> 00:11:06,480\n1431|so that you can segment your list and\n1432|\n1433|359\n1434|00:11:04,480 --> 00:11:07,760\n1435|only deal with lots of leads that are\n1436|\n1437|360\n1438|00:11:06,480 --> 00:11:09,760\n1439|already qualified. So, if you haven't\n1440|\n1441|361\n1442|00:11:07,760 --> 00:11:11,040\n1443|done so already, check out scoreapp.com,\n1444|\n1445|362\n1446|00:11:09,760 --> 00:11:12,640\n1447|which is a business that I'm involved\n1448|\n1449|363\n1450|00:11:11,040 --> 00:11:14,480\n1451|in, and it allows you to set up your\n1452|\n1453|364\n1454|00:11:12,640 --> 00:11:15,760\n1455|lead generation effortlessly. Now, when\n1456|\n1457|365\n1458|00:11:14,480 --> 00:11:17,360\n1459|you're reaching out to people, they\n1460|\n1461|366\n1462|00:11:15,760 --> 00:11:18,959\n1463|don't really care about the business or\n1464|\n1465|367\n1466|00:11:17,360 --> 00:11:20,399\n1467|you personally. They care about getting\n1468|\n1469|368\n1470|00:11:18,959 --> 00:11:21,600\n1471|their problem solved. So, it doesn't\n1472|\n1473|369\n1474|00:11:20,399 --> 00:11:23,440\n1475|really matter whether you say that\n1476|\n1477|370\n1478|00:11:21,600 --> 00:11:24,640\n1479|you're talking about you personally or\n1480|\n1481|371\n1482|00:11:23,440 --> 00:11:26,640\n1483|whether you say that you're representing\n1484|\n1485|372\n1486|00:11:24,640 --> 00:11:28,240\n1487|a business. What matters most is that\n1488|\n1489|373\n1490|00:11:26,640 --> 00:11:30,240\n1491|you're connecting with the problem or\n1492|\n1493|374\n1494|00:11:28,240 --> 00:11:32,160\n1495|frustration that they're experiencing.\n1496|\n1497|375\n1498|00:11:30,240 --> 00:11:33,760\n1499|This little bit here called the pain. If\n1500|\n1501|376\n1502|00:11:32,160 --> 00:11:35,839\n1503|you hone that in so that people can\n1504|\n1505|377\n1506|00:11:33,760 --> 00:11:36,959\n1507|relate to that problem, then you're\n1508|\n1509|378\n1510|00:11:35,839 --> 00:11:38,480\n1511|going to book the appointment. We've\n1512|\n1513|379\n1514|00:11:36,959 --> 00:11:40,000\n1515|talked about leads. We've talked about\n1516|\n1517|380\n1518|00:11:38,480 --> 00:11:41,440\n1519|appointment setting. Now, it's time to\n1520|\n1521|381\n1522|00:11:40,000 --> 00:11:43,120\n1523|talk about the presentation. Now, the\n1524|\n1525|382\n1526|00:11:41,440 --> 00:11:44,720\n1527|presentation is where you make your\n1528|\n1529|383\n1530|00:11:43,120 --> 00:11:46,640\n1531|money. This is where people either\n1532|\n1533|384\n1534|00:11:44,720 --> 00:11:48,560\n1535|connect with what you have to offer or\n1536|\n1537|385\n1538|00:11:46,640 --> 00:11:50,800\n1539|they drop it from here. The difference\n1540|\n1541|386\n1542|00:11:48,560 --> 00:11:52,880\n1543|between a fast growth business and a\n1544|\n1545|387\n1546|00:11:50,800 --> 00:11:55,360\n1547|business that stalls is often how you\n1548|\n1549|388\n1550|00:11:52,880 --> 00:11:56,880\n1551|present it. This presentation is a major\n1552|\n1553|389\n1554|00:11:55,360 --> 00:11:58,160\n1555|component to the growth and success of\n1556|\n1557|390\n1558|00:11:56,880 --> 00:12:00,160\n1559|your business. I don't care if you've\n1560|\n1561|391\n1562|00:11:58,160 --> 00:12:01,680\n1563|already got 500,000 to 5 million of\n1564|\n1565|392\n1566|00:12:00,160 --> 00:12:03,360\n1567|revenue or you're just starting out. If\n1568|\n1569|393\n1570|00:12:01,680 --> 00:12:05,279\n1571|you improve your presentation, you're\n1572|\n1573|394\n1574|00:12:03,360 --> 00:12:07,600\n1575|going to overtake your competition. Now,\n1576|\n1577|395\n1578|00:12:05,279 --> 00:12:09,279\n1579|presentations aren't easy. Get ready. I\n1580|\n1581|396\n1582|00:12:07,600 --> 00:12:10,639\n1583|want you to have a pen and paper. We are\n1584|\n1585|397\n1586|00:12:09,279 --> 00:12:12,320\n1587|going to go through what I normally\n1588|\n1589|398\n1590|00:12:10,639 --> 00:12:13,920\n1591|cover in a day. We're going to do it in\n1592|\n1593|399\n1594|00:12:12,320 --> 00:12:15,839\n1595|a few minutes. So, I want you to be\n1596|\n1597|400\n1598|00:12:13,920 --> 00:12:18,240\n1599|ready to take all of this in. A great\n1600|\n1601|401\n1602|00:12:15,839 --> 00:12:19,839\n1603|sales presentation has 10 components.\n1604|\n1605|402\n1606|00:12:18,240 --> 00:12:21,440\n1607|And these 10 components, you got to get\n1608|\n1609|403\n1610|00:12:19,839 --> 00:12:23,279\n1611|all of these right if you want to make\n1612|\n1613|404\n1614|00:12:21,440 --> 00:12:25,680\n1615|consistent sales. Component number one\n1616|\n1617|405\n1618|00:12:23,279 --> 00:12:27,839\n1619|is called framing. Framing is your\n1620|\n1621|406\n1622|00:12:25,680 --> 00:12:29,200\n1623|ability to show up as high value before\n1624|\n1625|407\n1626|00:12:27,839 --> 00:12:30,959\n1627|you've even opened your mouth.\n1628|\n1629|408\n1630|00:12:29,200 --> 00:12:32,720\n1631|Everything that people experience prior\n1632|\n1633|409\n1634|00:12:30,959 --> 00:12:34,399\n1635|to the sales meeting or at the very\n1636|\n1637|410\n1638|00:12:32,720 --> 00:12:36,160\n1639|beginning of the sales meeting is the\n1640|\n1641|411\n1642|00:12:34,399 --> 00:12:38,079\n1643|framing of the sales meeting. Now, for\n1644|\n1645|412\n1646|00:12:36,160 --> 00:12:40,480\n1647|example, when you go into an Apple store\n1648|\n1649|413\n1650|00:12:38,079 --> 00:12:41,839\n1651|and you meet an Apple genius, just the\n1652|\n1653|414\n1654|00:12:40,480 --> 00:12:44,160\n1655|fact that they've called them Apple\n1656|\n1657|415\n1658|00:12:41,839 --> 00:12:45,920\n1659|geniuses, it gives them a framing that\n1660|\n1661|416\n1662|00:12:44,160 --> 00:12:47,600\n1663|is more than a salesperson on a retail\n1664|\n1665|417\n1666|00:12:45,920 --> 00:12:49,200\n1667|floor. If I was going to meet you for a\n1668|\n1669|418\n1670|00:12:47,600 --> 00:12:51,440\n1671|sales meeting and you said, \"I want to\n1672|\n1673|419\n1674|00:12:49,200 --> 00:12:53,120\n1675|meet you in a Starbucks coffee shop or I\n1676|\n1677|420\n1678|00:12:51,440 --> 00:12:54,880\n1679|want to meet you in the foyer of a\n1680|\n1681|421\n1682|00:12:53,120 --> 00:12:56,639\n1683|really beautiful hotel.\" Just the\n1684|\n1685|422\n1686|00:12:54,880 --> 00:12:58,079\n1687|difference in that decision sets a\n1688|\n1689|423\n1690|00:12:56,639 --> 00:13:00,079\n1691|completely different frame. Even when\n1692|\n1693|424\n1694|00:12:58,079 --> 00:13:01,839\n1695|you meet someone online using Zoom or\n1696|\n1697|425\n1698|00:13:00,079 --> 00:13:03,600\n1699|Microsoft Teams or something like that,\n1700|\n1701|426\n1702|00:13:01,839 --> 00:13:05,120\n1703|the framing is still important. Have you\n1704|\n1705|427\n1706|00:13:03,600 --> 00:13:07,200\n1707|ever met someone on Zoom and you can see\n1708|\n1709|428\n1710|00:13:05,120 --> 00:13:09,120\n1711|a messy bedroom behind them? That is\n1712|\n1713|429\n1714|00:13:07,200 --> 00:13:10,720\n1715|really bad framing. It just ruins\n1716|\n1717|430\n1718|00:13:09,120 --> 00:13:12,000\n1719|professionalism straight away. It would\n1720|\n1721|431\n1722|00:13:10,720 --> 00:13:14,079\n1723|have been so much better had they\n1724|\n1725|432\n1726|00:13:12,000 --> 00:13:16,079\n1727|created a branded virtual background,\n1728|\n1729|433\n1730|00:13:14,079 --> 00:13:17,839\n1731|something that screams professionalism\n1732|\n1733|434\n1734|00:13:16,079 --> 00:13:20,160\n1735|as opposed to dirty laundry. Now, that's\n1736|\n1737|435\n1738|00:13:17,839 --> 00:13:21,920\n1739|just an extreme example of framing, but\n1740|\n1741|436\n1742|00:13:20,160 --> 00:13:23,760\n1743|extrapolate that in any way that you\n1744|\n1745|437\n1746|00:13:21,920 --> 00:13:26,079\n1747|want to. So, great sales people, they\n1748|\n1749|438\n1750|00:13:23,760 --> 00:13:27,680\n1751|pay attention to how they frame their\n1752|\n1753|439\n1754|00:13:26,079 --> 00:13:29,839\n1755|sales meetings. They meet in the right\n1756|\n1757|440\n1758|00:13:27,680 --> 00:13:31,519\n1759|place. They communicate in advance. They\n1760|\n1761|441\n1762|00:13:29,839 --> 00:13:33,120\n1763|show up powerfully. Everything about\n1764|\n1765|442\n1766|00:13:31,519 --> 00:13:34,880\n1767|that whole initial experience\n1768|\n1769|443\n1770|00:13:33,120 --> 00:13:37,040\n1771|communicates trust and authority. The\n1772|\n1773|444\n1774|00:13:34,880 --> 00:13:39,519\n1775|next thing we want to do is build\n1776|\n1777|445\n1778|00:13:37,040 --> 00:13:40,959\n1779|rapport. Rapport is a fancy word for the\n1780|\n1781|446\n1782|00:13:39,519 --> 00:13:42,320\n1783|friendly little bits of chitchat that\n1784|\n1785|447\n1786|00:13:40,959 --> 00:13:44,079\n1787|you have at the beginning of a sales\n1788|\n1789|448\n1790|00:13:42,320 --> 00:13:46,079\n1791|meeting in order to connect. Great\n1792|\n1793|449\n1794|00:13:44,079 --> 00:13:47,920\n1795|salespeople are experts at creating\n1796|\n1797|450\n1798|00:13:46,079 --> 00:13:49,360\n1799|rapport. They don't have to spend 15,\n1800|\n1801|451\n1802|00:13:47,920 --> 00:13:51,279\n1803|20, or 30 minutes. They can build\n1804|\n1805|452\n1806|00:13:49,360 --> 00:13:53,040\n1807|rapport in just a few minutes and then\n1808|\n1809|453\n1810|00:13:51,279 --> 00:13:54,959\n1811|get into the sales meeting. A few little\n1812|\n1813|454\n1814|00:13:53,040 --> 00:13:57,120\n1815|rules with rapport. Use the person's\n1816|\n1817|455\n1818|00:13:54,959 --> 00:13:59,279\n1819|name, find some common interest, smile,\n1820|\n1821|456\n1822|00:13:57,120 --> 00:14:00,800\n1823|be polite, be complimentary. If you know\n1824|\n1825|457\n1826|00:13:59,279 --> 00:14:02,639\n1827|people in common or you've got things in\n1828|\n1829|458\n1830|00:14:00,800 --> 00:14:04,399\n1831|common, you can reference that. All of\n1832|\n1833|459\n1834|00:14:02,639 --> 00:14:06,079\n1835|that rapidly builds rapport. Now, once\n1836|\n1837|460\n1838|00:14:04,399 --> 00:14:07,519\n1839|you've built rapport, I want you to do\n1840|\n1841|461\n1842|00:14:06,079 --> 00:14:09,519\n1843|something where you ask people\n1844|\n1845|462\n1846|00:14:07,519 --> 00:14:10,959\n1847|permission in order to go into a sales\n1848|\n1849|463\n1850|00:14:09,519 --> 00:14:12,560\n1851|process. So, here's how I like to do it.\n1852|\n1853|464\n1854|00:14:10,959 --> 00:14:14,079\n1855|I say something like, \"We can either\n1856|\n1857|465\n1858|00:14:12,560 --> 00:14:15,680\n1859|have a bit of a chitchat today and get\n1860|\n1861|466\n1862|00:14:14,079 --> 00:14:17,440\n1863|to know each other or I've got a bit of\n1864|\n1865|467\n1866|00:14:15,680 --> 00:14:18,800\n1867|a process where I can ask you a series\n1868|\n1869|468\n1870|00:14:17,440 --> 00:14:20,480\n1871|of questions and then give you some\n1872|\n1873|469\n1874|00:14:18,800 --> 00:14:21,920\n1875|recommendations as to what to do next.\n1876|\n1877|470\n1878|00:14:20,480 --> 00:14:23,279\n1879|Would you like to have a chitchat or are\n1880|\n1881|471\n1882|00:14:21,920 --> 00:14:25,120\n1883|you happy to go through the process?\"\n1884|\n1885|472\n1886|00:14:23,279 --> 00:14:26,639\n1887|Now, what most people do is they say,\n1888|\n1889|473\n1890|00:14:25,120 --> 00:14:28,160\n1891|\"I'm more interested in going through\n1892|\n1893|474\n1894|00:14:26,639 --> 00:14:29,680\n1895|the process.\" Either way, I'm going to\n1896|\n1897|475\n1898|00:14:28,160 --> 00:14:31,120\n1899|go through the same sort of steps\n1900|\n1901|476\n1902|00:14:29,680 --> 00:14:33,680\n1903|whether it's in a relaxed way as a\n1904|\n1905|477\n1906|00:14:31,120 --> 00:14:35,120\n1907|chitchat or a more professional way as a\n1908|\n1909|478\n1910|00:14:33,680 --> 00:14:37,279\n1911|process. I'm going to hit these same\n1912|\n1913|479\n1914|00:14:35,120 --> 00:14:38,959\n1915|bases regardless. So, what are these\n1916|\n1917|480\n1918|00:14:37,279 --> 00:14:40,320\n1919|bases? The first thing we have to do is\n1920|\n1921|481\n1922|00:14:38,959 --> 00:14:43,040\n1923|find out what is their present\n1924|\n1925|482\n1926|00:14:40,320 --> 00:14:44,639\n1927|situation. The present situation is how\n1928|\n1929|483\n1930|00:14:43,040 --> 00:14:46,639\n1931|they would describe the current\n1932|\n1933|484\n1934|00:14:44,639 --> 00:14:48,480\n1935|situation they're in and what's less\n1936|\n1937|485\n1938|00:14:46,639 --> 00:14:50,079\n1939|than perfect about it. So, if I was\n1940|\n1941|486\n1942|00:14:48,480 --> 00:14:51,839\n1943|selling something like coaching or\n1944|\n1945|487\n1946|00:14:50,079 --> 00:14:53,600\n1947|consulting, I'd ask them all sorts of\n1948|\n1949|488\n1950|00:14:51,839 --> 00:14:55,279\n1951|questions about their existing business\n1952|\n1953|489\n1954|00:14:53,600 --> 00:14:56,959\n1955|and what they've noticed that hasn't\n1956|\n1957|490\n1958|00:14:55,279 --> 00:14:58,800\n1959|lived up to expectations. and we would\n1960|\n1961|491\n1962|00:14:56,959 --> 00:15:00,160\n1963|call that their present situation. The\n1964|\n1965|492\n1966|00:14:58,800 --> 00:15:02,240\n1967|next thing we want to know is their\n1968|\n1969|493\n1970|00:15:00,160 --> 00:15:04,320\n1971|desired outcome, which I like to call\n1972|\n1973|494\n1974|00:15:02,240 --> 00:15:06,720\n1975|their prize. People don't buy products\n1976|\n1977|495\n1978|00:15:04,320 --> 00:15:08,320\n1979|and services. People buy access to the\n1980|\n1981|496\n1982|00:15:06,720 --> 00:15:09,920\n1983|prize or the desired outcome that\n1984|\n1985|497\n1986|00:15:08,320 --> 00:15:11,920\n1987|they're looking to achieve. If I told\n1988|\n1989|498\n1990|00:15:09,920 --> 00:15:13,360\n1991|you that you could buy a Ferrari, but\n1992|\n1993|499\n1994|00:15:11,920 --> 00:15:15,120\n1995|you're never allowed to drive it, and\n1996|\n1997|500\n1998|00:15:13,360 --> 00:15:16,720\n1999|you've got to always keep it in storage.\n2000|\n2001|501\n2002|00:15:15,120 --> 00:15:18,560\n2003|You wouldn't be excited about Ferrari\n2004|\n2005|502\n2006|00:15:16,720 --> 00:15:20,959\n2007|ownership. The only reason you'd be\n2008|\n2009|503\n2010|00:15:18,560 --> 00:15:23,120\n2011|excited to have a Ferrari is because it\n2012|\n2013|504\n2014|00:15:20,959 --> 00:15:24,800\n2015|fits within a movie that you like to\n2016|\n2017|505\n2018|00:15:23,120 --> 00:15:26,560\n2019|play in your mind about what Ferrari\n2020|\n2021|506\n2022|00:15:24,800 --> 00:15:28,880\n2023|ownership would be like. You imagine\n2024|\n2025|507\n2026|00:15:26,560 --> 00:15:31,040\n2027|yourself with somebody special driving\n2028|\n2029|508\n2030|00:15:28,880 --> 00:15:32,800\n2031|across an incredible landscape in the\n2032|\n2033|509\n2034|00:15:31,040 --> 00:15:34,800\n2035|Ferrari and the sound is there and the\n2036|\n2037|510\n2038|00:15:32,800 --> 00:15:36,240\n2039|sun is out and all of those things are\n2040|\n2041|511\n2042|00:15:34,800 --> 00:15:37,920\n2043|there and that's what you imagine\n2044|\n2045|512\n2046|00:15:36,240 --> 00:15:39,279\n2047|Ferrari ownership would be like. If I\n2048|\n2049|513\n2050|00:15:37,920 --> 00:15:40,639\n2051|told you you were not allowed to drive\n2052|\n2053|514\n2054|00:15:39,279 --> 00:15:42,399\n2055|the car and you had to keep it in\n2056|\n2057|515\n2058|00:15:40,639 --> 00:15:44,079\n2059|storage, you'd have no interest because\n2060|\n2061|516\n2062|00:15:42,399 --> 00:15:46,079\n2063|it doesn't match up to the prize that\n2064|\n2065|517\n2066|00:15:44,079 --> 00:15:48,399\n2067|you're imagining. The key to great sales\n2068|\n2069|518\n2070|00:15:46,079 --> 00:15:50,240\n2071|is to understand the movie that somebody\n2072|\n2073|519\n2074|00:15:48,399 --> 00:15:52,160\n2075|plays in their mind when they think\n2076|\n2077|520\n2078|00:15:50,240 --> 00:15:53,600\n2079|about what it would be like to own your\n2080|\n2081|521\n2082|00:15:52,160 --> 00:15:55,600\n2083|product or service. when they think\n2084|\n2085|522\n2086|00:15:53,600 --> 00:15:57,360\n2087|about what would be on the other side of\n2088|\n2089|523\n2090|00:15:55,600 --> 00:15:59,040\n2091|owning your product or service. The next\n2092|\n2093|524\n2094|00:15:57,360 --> 00:16:01,600\n2095|thing is to understand the problem. The\n2096|\n2097|525\n2098|00:15:59,040 --> 00:16:03,920\n2099|problem is that you've tried to achieve\n2100|\n2101|526\n2102|00:16:01,600 --> 00:16:05,920\n2103|this prize in the past, but you keep\n2104|\n2105|527\n2106|00:16:03,920 --> 00:16:07,519\n2107|bumping into problems. Or you might ask,\n2108|\n2109|528\n2110|00:16:05,920 --> 00:16:09,040\n2111|do you have any criteria that is\n2112|\n2113|529\n2114|00:16:07,519 --> 00:16:10,880\n2115|important to you in getting the thing\n2116|\n2117|530\n2118|00:16:09,040 --> 00:16:13,040\n2119|that you want to get to? Here we have a\n2120|\n2121|531\n2122|00:16:10,880 --> 00:16:14,880\n2123|dynamic and the dynamic is that there is\n2124|\n2125|532\n2126|00:16:13,040 --> 00:16:16,560\n2127|a present situation that's less than\n2128|\n2129|533\n2130|00:16:14,880 --> 00:16:18,560\n2131|perfect. There's a prize that would be\n2132|\n2133|534\n2134|00:16:16,560 --> 00:16:20,560\n2135|much better and there are problems that\n2136|\n2137|535\n2138|00:16:18,560 --> 00:16:22,399\n2139|sit in the way that have to be solved in\n2140|\n2141|536\n2142|00:16:20,560 --> 00:16:24,480\n2143|order to get to the prize. Now, you as\n2144|\n2145|537\n2146|00:16:22,399 --> 00:16:26,240\n2147|the salesperson need to clarify this\n2148|\n2149|538\n2150|00:16:24,480 --> 00:16:27,839\n2151|situation. You need to understand these\n2152|\n2153|539\n2154|00:16:26,240 --> 00:16:29,440\n2155|three elements before you make any\n2156|\n2157|540\n2158|00:16:27,839 --> 00:16:31,199\n2159|recommendations about products or\n2160|\n2161|541\n2162|00:16:29,440 --> 00:16:33,199\n2163|services. I want you to think of this as\n2164|\n2165|542\n2166|00:16:31,199 --> 00:16:35,519\n2167|almost like having three baskets and\n2168|\n2169|543\n2170|00:16:33,199 --> 00:16:37,360\n2171|you've got to fill each basket full to\n2172|\n2173|544\n2174|00:16:35,519 --> 00:16:39,040\n2175|the brim. You need to really understand\n2176|\n2177|545\n2178|00:16:37,360 --> 00:16:40,320\n2179|the present situation and what that\n2180|\n2181|546\n2182|00:16:39,040 --> 00:16:42,399\n2183|looks like and why it's less than\n2184|\n2185|547\n2186|00:16:40,320 --> 00:16:44,560\n2187|perfect. You really need to understand\n2188|\n2189|548\n","created_at":"2026-07-09T06:34:08.275328Z","finish_reason":null,"metrics":null},{"message_id":"769d3893-ccf3-4790-8141-3d1837b346c5","node_id":39,"role":"assistant","content":"","tool_calls":[{"id":"functions.read:4","name":"read","arguments":{"file_path":"/tmp/tVLnzcoM5LE.en.srt","offset":2190,"limit":1200}}],"thinking":"I need to continue reading the rest.","created_at":"2026-07-09T06:34:16.911737Z","finish_reason":"tool_calls","metrics":{"ttft_ms":973,"total_time_ms":1048,"input_tokens":11098,"output_tokens":50,"cache_read_tokens":34304,"cache_creation_tokens":null,"tpot_ms":1.5,"tokens_per_sec":666.6666666666666}},{"message_id":"234e3d05-49c4-4eb8-8bd2-cbf2617d436a","node_id":40,"role":"tool","content":"\n2190|00:16:42,399 --> 00:16:46,079\n2191|fully what is the prize and all the\n2192|\n2193|549\n2194|00:16:44,560 --> 00:16:47,759\n2195|elements that go around it. And you\n2196|\n2197|550\n2198|00:16:46,079 --> 00:16:49,920\n2199|really have to understand all the\n2200|\n2201|551\n2202|00:16:47,759 --> 00:16:51,360\n2203|obstacles, criteria, and problems that\n2204|\n2205|552\n2206|00:16:49,920 --> 00:16:52,800\n2207|sit in the way. When you've filled up\n2208|\n2209|553\n2210|00:16:51,360 --> 00:16:54,639\n2211|those three baskets, you're going to\n2212|\n2213|554\n2214|00:16:52,800 --> 00:16:56,480\n2215|feel a sense of confidence that when you\n2216|\n2217|555\n2218|00:16:54,639 --> 00:16:58,079\n2219|present what it is you have to offer,\n2220|\n2221|556\n2222|00:16:56,480 --> 00:16:59,920\n2223|it's going to be a perfect fit with\n2224|\n2225|557\n2226|00:16:58,079 --> 00:17:01,839\n2227|their worldview. Now, in a good sales\n2228|\n2229|558\n2230|00:16:59,920 --> 00:17:03,600\n2231|call, there's a balance between speaking\n2232|\n2233|559\n2234|00:17:01,839 --> 00:17:05,520\n2235|and listening. Now, in this first\n2236|\n2237|560\n2238|00:17:03,600 --> 00:17:07,360\n2239|section of the sales meeting, you're\n2240|\n2241|561\n2242|00:17:05,520 --> 00:17:08,720\n2243|doing a lot of asking questions, and\n2244|\n2245|562\n2246|00:17:07,360 --> 00:17:10,720\n2247|you're getting them to do a lot of\n2248|\n2249|563\n2250|00:17:08,720 --> 00:17:12,799\n2251|speaking. The goal here is for them to\n2252|\n2253|564\n2254|00:17:10,720 --> 00:17:14,480\n2255|talk and to share as much as they can\n2256|\n2257|565\n2258|00:17:12,799 --> 00:17:15,919\n2259|about their situation, where they are\n2260|\n2261|566\n2262|00:17:14,480 --> 00:17:17,360\n2263|now, where they want to be, what's in\n2264|\n2265|567\n2266|00:17:15,919 --> 00:17:18,640\n2267|the way. At this point in the sales\n2268|\n2269|568\n2270|00:17:17,360 --> 00:17:20,240\n2271|meeting, you're doing a lot of listening\n2272|\n2273|569\n2274|00:17:18,640 --> 00:17:22,000\n2275|and not a lot of talking. you're just\n2276|\n2277|570\n2278|00:17:20,240 --> 00:17:23,600\n2279|asking questions. But all of that's\n2280|\n2281|571\n2282|00:17:22,000 --> 00:17:25,839\n2283|about to change. We're going to change\n2284|\n2285|572\n2286|00:17:23,600 --> 00:17:27,199\n2287|gear from listening to speaking. And\n2288|\n2289|573\n2290|00:17:25,839 --> 00:17:29,600\n2291|we're going to cover three important\n2292|\n2293|574\n2294|00:17:27,199 --> 00:17:32,240\n2295|bases. Base number one is sharing\n2296|\n2297|575\n2298|00:17:29,600 --> 00:17:34,400\n2299|insights. Base number two is sharing a\n2300|\n2301|576\n2302|00:17:32,240 --> 00:17:37,039\n2303|method. And base number three is sharing\n2304|\n2305|577\n2306|00:17:34,400 --> 00:17:39,280\n2307|a solution. Sales people who fail, they\n2308|\n2309|578\n2310|00:17:37,039 --> 00:17:41,120\n2311|jump straight to the solution. They go\n2312|\n2313|579\n2314|00:17:39,280 --> 00:17:43,120\n2315|straight into the product or the service\n2316|\n2317|580\n2318|00:17:41,120 --> 00:17:44,880\n2319|that they want to sell and they skip the\n2320|\n2321|581\n2322|00:17:43,120 --> 00:17:47,360\n2323|insights and the methods. Sales people\n2324|\n2325|582\n2326|00:17:44,880 --> 00:17:49,520\n2327|who do okay but not brilliantly, they go\n2328|\n2329|583\n2330|00:17:47,360 --> 00:17:51,440\n2331|into a method then a solution. And the\n2332|\n2333|584\n2334|00:17:49,520 --> 00:17:53,600\n2335|best salespeople in the world, they go\n2336|\n2337|585\n2338|00:17:51,440 --> 00:17:55,600\n2339|to insights first, then method, then\n2340|\n2341|586\n2342|00:17:53,600 --> 00:17:57,440\n2343|solution. The best salespeople in the\n2344|\n2345|587\n2346|00:17:55,600 --> 00:17:59,440\n2347|world are the ones that are prepared\n2348|\n2349|588\n2350|00:17:57,440 --> 00:18:01,280\n2351|with special insights that give them\n2352|\n2353|589\n2354|00:17:59,440 --> 00:18:03,280\n2355|authority. So what is an insight? An\n2356|\n2357|590\n2358|00:18:01,280 --> 00:18:04,960\n2359|insight is a big picture perspective\n2360|\n2361|591\n2362|00:18:03,280 --> 00:18:06,720\n2363|that allows people to better understand\n2364|\n2365|592\n2366|00:18:04,960 --> 00:18:08,720\n2367|their situation. This is where you share\n2368|\n2369|593\n2370|00:18:06,720 --> 00:18:10,799\n2371|something like a framework or you share\n2372|\n2373|594\n2374|00:18:08,720 --> 00:18:12,640\n2375|something like research. It has nothing\n2376|\n2377|595\n2378|00:18:10,799 --> 00:18:14,000\n2379|to do with your product or service. It\n2380|\n2381|596\n2382|00:18:12,640 --> 00:18:16,160\n2383|helps people to understand that you've\n2384|\n2385|597\n2386|00:18:14,000 --> 00:18:17,520\n2387|seen their situation before and you know\n2388|\n2389|598\n2390|00:18:16,160 --> 00:18:19,600\n2391|their world better than they know their\n2392|\n2393|599\n2394|00:18:17,520 --> 00:18:22,080\n2395|world. So for example, when we talk\n2396|\n2397|600\n2398|00:18:19,600 --> 00:18:23,600\n2399|about Dent accelerators, we never start\n2400|\n2401|601\n2402|00:18:22,080 --> 00:18:25,520\n2403|talking about the accelerator which is\n2404|\n2405|602\n2406|00:18:23,600 --> 00:18:27,520\n2407|the solution and we don't talk about the\n2408|\n2409|603\n2410|00:18:25,520 --> 00:18:29,200\n2411|five Ps, which is how to become a key\n2412|\n2413|604\n2414|00:18:27,520 --> 00:18:30,960\n2415|person of influence. We talk about the\n2416|\n2417|605\n2418|00:18:29,200 --> 00:18:32,480\n2419|idea that founderled growth is an\n2420|\n2421|606\n2422|00:18:30,960 --> 00:18:34,400\n2423|essential element that gets you from\n2424|\n2425|607\n2426|00:18:32,480 --> 00:18:35,840\n2427|half a million to 5 million of revenue.\n2428|\n2429|608\n2430|00:18:34,400 --> 00:18:37,840\n2431|We spell it out through something called\n2432|\n2433|609\n2434|00:18:35,840 --> 00:18:39,679\n2435|the entrepreneurial journey. And we show\n2436|\n2437|610\n2438|00:18:37,840 --> 00:18:41,120\n2439|people that if they understand this\n2440|\n2441|611\n2442|00:18:39,679 --> 00:18:42,720\n2443|entrepreneurial journey and they\n2444|\n2445|612\n2446|00:18:41,120 --> 00:18:44,320\n2447|understand the concept of founder\n2448|\n2449|613\n2450|00:18:42,720 --> 00:18:46,000\n2451|growth, then they're well placed to\n2452|\n2453|614\n2454|00:18:44,320 --> 00:18:47,840\n2455|rapidly grow their business where their\n2456|\n2457|615\n2458|00:18:46,000 --> 00:18:49,679\n2459|current revenue becomes smaller than\n2460|\n2461|616\n2462|00:18:47,840 --> 00:18:51,520\n2463|their future profit. Now that insight\n2464|\n2465|617\n2466|00:18:49,679 --> 00:18:53,440\n2467|leads into the question, well then how\n2468|\n2469|618\n2470|00:18:51,520 --> 00:18:55,520\n2471|do I achieve founder growth? And the\n2472|\n2473|619\n2474|00:18:53,440 --> 00:18:58,400\n2475|method is the five-step framework that\n2476|\n2477|620\n2478|00:18:55,520 --> 00:19:00,480\n2479|we have called the five Ps to becoming a\n2480|\n2481|621\n2482|00:18:58,400 --> 00:19:02,799\n2483|key person of influence. So the insight\n2484|\n2485|622\n2486|00:19:00,480 --> 00:19:04,480\n2487|leads nicely into the methodology. Now,\n2488|\n2489|623\n2490|00:19:02,799 --> 00:19:06,080\n2491|let me give you some other examples. If\n2492|\n2493|624\n2494|00:19:04,480 --> 00:19:07,679\n2495|I was to talk to an amazing fitness\n2496|\n2497|625\n2498|00:19:06,080 --> 00:19:09,039\n2499|trainer, the fitness trainer would not\n2500|\n2501|626\n2502|00:19:07,679 --> 00:19:10,480\n2503|start by telling me that I need a\n2504|\n2505|627\n2506|00:19:09,039 --> 00:19:12,240\n2507|fitness trainer. They wouldn't start by\n2508|\n2509|628\n2510|00:19:10,480 --> 00:19:14,000\n2511|telling me the gym routines that I need\n2512|\n2513|629\n2514|00:19:12,240 --> 00:19:16,000\n2515|to be executing on and the diet plans\n2516|\n2517|630\n2518|00:19:14,000 --> 00:19:18,080\n2519|that I need. They might start with\n2520|\n2521|631\n2522|00:19:16,000 --> 00:19:19,600\n2523|something like the role of hormones in\n2524|\n2525|632\n2526|00:19:18,080 --> 00:19:21,120\n2527|weight loss. They might tell me the\n2528|\n2529|633\n2530|00:19:19,600 --> 00:19:22,559\n2531|reason that I've struggled in the past\n2532|\n2533|634\n2534|00:19:21,120 --> 00:19:24,240\n2535|is not because of the number of times\n2536|\n2537|635\n2538|00:19:22,559 --> 00:19:26,080\n2539|I've been working out, but because I\n2540|\n2541|636\n2542|00:19:24,240 --> 00:19:27,600\n2543|haven't addressed an underlying hormonal\n2544|\n2545|637\n2546|00:19:26,080 --> 00:19:30,000\n2547|issue. and they might tell me that the\n2548|\n2549|638\n2550|00:19:27,600 --> 00:19:32,640\n2551|methodology for addressing that involves\n2552|\n2553|639\n2554|00:19:30,000 --> 00:19:34,240\n2555|sleep, exercise, diet, and\n2556|\n2557|640\n2558|00:19:32,640 --> 00:19:35,760\n2559|supplementation. Now, from there,\n2560|\n2561|641\n2562|00:19:34,240 --> 00:19:37,200\n2563|they're well placed to then tell me\n2564|\n2565|642\n2566|00:19:35,760 --> 00:19:38,960\n2567|about their solution. And the solution\n2568|\n2569|643\n2570|00:19:37,200 --> 00:19:40,320\n2571|would be all of those things packaged\n2572|\n2573|644\n2574|00:19:38,960 --> 00:19:43,280\n2575|together. So, we need to go from an\n2576|\n2577|645\n2578|00:19:40,320 --> 00:19:45,200\n2579|insight into a methodology, then into a\n2580|\n2581|646\n2582|00:19:43,280 --> 00:19:47,200\n2583|solution. We do not pitch the solution\n2584|\n2585|647\n2586|00:19:45,200 --> 00:19:48,960\n2587|until we've first addressed the insights\n2588|\n2589|648\n2590|00:19:47,200 --> 00:19:50,400\n2591|and the methods first. I promise you,\n2592|\n2593|649\n2594|00:19:48,960 --> 00:19:52,559\n2595|this is going to be the major difference\n2596|\n2597|650\n2598|00:19:50,400 --> 00:19:54,320\n2599|between low conversions at a low price\n2600|\n2601|651\n2602|00:19:52,559 --> 00:19:55,440\n2603|and high conversions at a high price.\n2604|\n2605|652\n2606|00:19:54,320 --> 00:19:57,039\n2607|Now, the homework that you're going to\n2608|\n2609|653\n2610|00:19:55,440 --> 00:19:58,640\n2611|have to do separate to this video is\n2612|\n2613|654\n2614|00:19:57,039 --> 00:20:00,480\n2615|you're going to have to construct what I\n2616|\n2617|655\n2618|00:19:58,640 --> 00:20:02,160\n2619|call your golf bag of insights and\n2620|\n2621|656\n2622|00:20:00,480 --> 00:20:03,760\n2623|methods. And the golf bag analogy is\n2624|\n2625|657\n2626|00:20:02,160 --> 00:20:05,280\n2627|this. If you're a golfer, you've got\n2628|\n2629|658\n2630|00:20:03,760 --> 00:20:07,280\n2631|different clubs in the bag, and they're\n2632|\n2633|659\n2634|00:20:05,280 --> 00:20:08,559\n2635|suitable for different situations. So,\n2636|\n2637|660\n2638|00:20:07,280 --> 00:20:09,919\n2639|you have a putter for when you're on the\n2640|\n2641|661\n2642|00:20:08,559 --> 00:20:11,840\n2643|green and a driver for when you're\n2644|\n2645|662\n2646|00:20:09,919 --> 00:20:13,440\n2647|teeing off, and you have a sand wedge\n2648|\n2649|663\n2650|00:20:11,840 --> 00:20:15,280\n2651|for if you find yourself in the sand\n2652|\n2653|664\n2654|00:20:13,440 --> 00:20:17,280\n2655|trap. And it's all about knowing which\n2656|\n2657|665\n2658|00:20:15,280 --> 00:20:19,440\n2659|club goes with which situation. So, what\n2660|\n2661|666\n2662|00:20:17,280 --> 00:20:21,280\n2663|you need to do is develop five to 10\n2664|\n2665|667\n2666|00:20:19,440 --> 00:20:22,799\n2667|insights and methods that you're going\n2668|\n2669|668\n2670|00:20:21,280 --> 00:20:24,480\n2671|to use when you encounter different\n2672|\n2673|669\n2674|00:20:22,799 --> 00:20:26,160\n2675|situations. So, if someone tells you\n2676|\n2677|670\n2678|00:20:24,480 --> 00:20:28,000\n2679|about their prize and they're looking\n2680|\n2681|671\n2682|00:20:26,160 --> 00:20:30,000\n2683|for a particular outcome and you've got\n2684|\n2685|672\n2686|00:20:28,000 --> 00:20:31,760\n2687|an insight that relates to that prize,\n2688|\n2689|673\n2690|00:20:30,000 --> 00:20:32,960\n2691|that's already there. It's in your golf\n2692|\n2693|674\n2694|00:20:31,760 --> 00:20:34,320\n2695|bag. You've rehearsed it. You've\n2696|\n2697|675\n2698|00:20:32,960 --> 00:20:35,600\n2699|practiced it. If someone says that\n2700|\n2701|676\n2702|00:20:34,320 --> 00:20:37,440\n2703|they're struggling with a particular\n2704|\n2705|677\n2706|00:20:35,600 --> 00:20:39,280\n2707|problem and you know that a certain\n2708|\n2709|678\n2710|00:20:37,440 --> 00:20:41,600\n2711|methodology relates to that problem,\n2712|\n2713|679\n2714|00:20:39,280 --> 00:20:43,440\n2715|it's in your insights golf bag. It's\n2716|\n2717|680\n2718|00:20:41,600 --> 00:20:45,840\n2719|ready to go. You pull it out at the\n2720|\n2721|681\n2722|00:20:43,440 --> 00:20:48,400\n2723|right time. So great salespeople, they\n2724|\n2725|682\n2726|00:20:45,840 --> 00:20:50,320\n2727|have this mental golf bag of insights\n2728|\n2729|683\n2730|00:20:48,400 --> 00:20:52,400\n2731|and methods that are perfect for when\n2732|\n2733|684\n2734|00:20:50,320 --> 00:20:54,400\n2735|they encounter certain situations with\n2736|\n2737|685\n2738|00:20:52,400 --> 00:20:56,480\n2739|potential clients. All of those insights\n2740|\n2741|686\n2742|00:20:54,400 --> 00:20:58,000\n2743|and all of those methods lead people to\n2744|\n2745|687\n2746|00:20:56,480 --> 00:20:59,280\n2747|the conclusion that they want to buy\n2748|\n2749|688\n2750|00:20:58,000 --> 00:21:00,880\n2751|your solution. And here's what I\n2752|\n2753|689\n2754|00:20:59,280 --> 00:21:03,919\n2755|recommend. I recommend having your\n2756|\n2757|690\n2758|00:21:00,880 --> 00:21:06,320\n2759|solution ready to go in something called\n2760|\n2761|691\n2762|00:21:03,919 --> 00:21:08,080\n2763|a gold, silver, and bronze version. An\n2764|\n2765|692\n2766|00:21:06,320 --> 00:21:09,520\n2767|entry-level package if someone doesn't\n2768|\n2769|693\n2770|00:21:08,080 --> 00:21:11,440\n2771|have a lot of money to spend or if they\n2772|\n2773|694\n2774|00:21:09,520 --> 00:21:13,280\n2775|want to get started slowly. a mid-level\n2776|\n2777|695\n2778|00:21:11,440 --> 00:21:14,880\n2779|package that allows people to spend a\n2780|\n2781|696\n2782|00:21:13,280 --> 00:21:17,679\n2783|decent amount of money and get started\n2784|\n2785|697\n2786|00:21:14,880 --> 00:21:19,280\n2787|at a moderate pace or a gold version\n2788|\n2789|698\n2790|00:21:17,679 --> 00:21:21,360\n2791|which allows people to spend a lot of\n2792|\n2793|699\n2794|00:21:19,280 --> 00:21:22,960\n2795|money and get as many results as they\n2796|\n2797|700\n2798|00:21:21,360 --> 00:21:25,200\n2799|can possibly get if they want to go\n2800|\n2801|701\n2802|00:21:22,960 --> 00:21:27,840\n2803|allin. Now, remember this, the human\n2804|\n2805|702\n2806|00:21:25,200 --> 00:21:30,080\n2807|brain is more than 50% dedicated to\n2808|\n2809|703\n2810|00:21:27,840 --> 00:21:32,640\n2811|visual processing. And when you present\n2812|\n2813|704\n2814|00:21:30,080 --> 00:21:34,559\n2815|a solution, you have to do so with\n2816|\n2817|705\n2818|00:21:32,640 --> 00:21:37,039\n2819|visual aids. You've got to have either a\n2820|\n2821|706\n2822|00:21:34,559 --> 00:21:39,200\n2823|brochure or a slide deck that explains\n2824|\n2825|707\n2826|00:21:37,039 --> 00:21:40,960\n2827|the solution so that people can see it.\n2828|\n2829|708\n2830|00:21:39,200 --> 00:21:43,039\n2831|If people can't see it, they're very\n2832|\n2833|709\n2834|00:21:40,960 --> 00:21:44,960\n2835|unlikely to buy it. Now, consider this.\n2836|\n2837|710\n2838|00:21:43,039 --> 00:21:46,799\n2839|Every single day of the week, people buy\n2840|\n2841|711\n2842|00:21:44,960 --> 00:21:48,400\n2843|multi-million dollar properties off the\n2844|\n2845|712\n2846|00:21:46,799 --> 00:21:50,159\n2847|plant. They buy those because they've\n2848|\n2849|713\n2850|00:21:48,400 --> 00:21:52,480\n2851|seen a brochure and they've seen a small\n2852|\n2853|714\n2854|00:21:50,159 --> 00:21:53,919\n2855|scaled down plastic model of what the\n2856|\n2857|715\n2858|00:21:52,480 --> 00:21:55,520\n2859|project's going to look like. And\n2860|\n2861|716\n2862|00:21:53,919 --> 00:21:57,039\n2863|provided they can see the physical\n2864|\n2865|717\n2866|00:21:55,520 --> 00:21:59,039\n2867|brochure and they can see that little\n2868|\n2869|718\n2870|00:21:57,039 --> 00:22:01,120\n2871|scaled down model, they're happy to sign\n2872|\n2873|719\n2874|00:21:59,039 --> 00:22:03,440\n2875|a contract for millions and millions of\n2876|\n2877|720\n2878|00:22:01,120 --> 00:22:05,360\n2879|dollars just on those two visual aids.\n2880|\n2881|721\n2882|00:22:03,440 --> 00:22:06,880\n2883|All the time, big companies will buy\n2884|\n2885|722\n2886|00:22:05,360 --> 00:22:08,880\n2887|smaller companies off the back of a\n2888|\n2889|723\n2890|00:22:06,880 --> 00:22:10,960\n2891|slide deck. And provided the executives\n2892|\n2893|724\n2894|00:22:08,880 --> 00:22:12,640\n2895|can see a slide deck or they can see a\n2896|\n2897|725\n2898|00:22:10,960 --> 00:22:14,159\n2899|physical brochure for that business,\n2900|\n2901|726\n2902|00:22:12,640 --> 00:22:16,159\n2903|they're much more likely to go ahead and\n2904|\n2905|727\n2906|00:22:14,159 --> 00:22:17,840\n2907|commit. I see all the time business\n2908|\n2909|728\n2910|00:22:16,159 --> 00:22:19,200\n2911|owners who present their solution,\n2912|\n2913|729\n2914|00:22:17,840 --> 00:22:20,960\n2915|they're talking about it. They're\n2916|\n2917|730\n2918|00:22:19,200 --> 00:22:22,720\n2919|passionate, they're enthusiastic, but\n2920|\n2921|731\n2922|00:22:20,960 --> 00:22:24,400\n2923|they do not give people a visual aid and\n2924|\n2925|732\n2926|00:22:22,720 --> 00:22:26,320\n2927|they do not get anywhere near the number\n2928|\n2929|733\n2930|00:22:24,400 --> 00:22:28,159\n2931|of sales that they should simply because\n2932|\n2933|734\n2934|00:22:26,320 --> 00:22:29,840\n2935|they can't present their offer visually.\n2936|\n2937|735\n2938|00:22:28,159 --> 00:22:31,280\n2939|So far, you've built some rapport,\n2940|\n2941|736\n2942|00:22:29,840 --> 00:22:33,039\n2943|you've found out a bit of information\n2944|\n2945|737\n2946|00:22:31,280 --> 00:22:34,559\n2947|about their situation, you've shared\n2948|\n2949|738\n2950|00:22:33,039 --> 00:22:35,919\n2951|with them some insights, some methods,\n2952|\n2953|739\n2954|00:22:34,559 --> 00:22:38,240\n2955|and finally, you've presented the\n2956|\n2957|740\n2958|00:22:35,919 --> 00:22:40,159\n2959|solution. That leads us to the\n2960|\n2961|741\n2962|00:22:38,240 --> 00:22:42,240\n2963|discussion where you invite discussion\n2964|\n2965|742\n2966|00:22:40,159 --> 00:22:43,760\n2967|with the person about how they perceive\n2968|\n2969|743\n2970|00:22:42,240 --> 00:22:45,440\n2971|the solution. So you might say something\n2972|\n2973|744\n2974|00:22:43,760 --> 00:22:47,520\n2975|as simple as, \"How does that land for\n2976|\n2977|745\n2978|00:22:45,440 --> 00:22:48,720\n2979|you?\" or \"Does that feel like it meets\n2980|\n2981|746\n2982|00:22:47,520 --> 00:22:50,080\n2983|your needs?\" Or, \"Does that feel like\n2984|\n2985|747\n2986|00:22:48,720 --> 00:22:51,760\n2987|it's a good fit for what you're looking\n2988|\n2989|748\n2990|00:22:50,080 --> 00:22:53,520\n2991|for?\" This is where you shut up and let\n2992|\n2993|749\n2994|00:22:51,760 --> 00:22:55,919\n2995|them think. Sometimes people think for\n2996|\n2997|750\n2998|00:22:53,520 --> 00:22:57,600\n2999|as long as 15 or 20 seconds before they\n3000|\n3001|751\n3002|00:22:55,919 --> 00:22:59,120\n3003|answer that question because they're\n3004|\n3005|752\n3006|00:22:57,600 --> 00:23:00,720\n3007|thinking about it. They're taking it all\n3008|\n3009|753\n3010|00:22:59,120 --> 00:23:02,159\n3011|in and then they're getting ready for\n3012|\n3013|754\n3014|00:23:00,720 --> 00:23:03,600\n3015|what they want to say next, which is\n3016|\n3017|755\n3018|00:23:02,159 --> 00:23:05,919\n3019|going to start the discussion. And the\n3020|\n3021|756\n3022|00:23:03,600 --> 00:23:07,120\n3023|discussion is about whether it meets\n3024|\n3025|757\n3026|00:23:05,919 --> 00:23:08,400\n3027|their needs and whether it's at the\n3028|\n3029|758\n3030|00:23:07,120 --> 00:23:10,000\n3031|right price. So this is where you're\n3032|\n3033|759\n3034|00:23:08,400 --> 00:23:11,760\n3035|going to discuss all of the elements.\n3036|\n3037|760\n3038|00:23:10,000 --> 00:23:13,600\n3039|You might discuss whether they related\n3040|\n3041|761\n3042|00:23:11,760 --> 00:23:15,440\n3043|to the insight, whether they connected\n3044|\n3045|762\n3046|00:23:13,600 --> 00:23:17,200\n3047|with the method, whether they think the\n3048|\n3049|763\n3050|00:23:15,440 --> 00:23:18,880\n3051|solution is the right solution, whether\n3052|\n3053|764\n3054|00:23:17,200 --> 00:23:20,559\n3055|they want bronze, silver, or gold, and\n3056|\n3057|765\n3058|00:23:18,880 --> 00:23:22,960\n3059|how much they're prepared to spend. All\n3060|\n3061|766\n3062|00:23:20,559 --> 00:23:24,960\n3063|of this becomes the discussion as to\n3064|\n3065|767\n3066|00:23:22,960 --> 00:23:27,440\n3067|whether the solution is a good fit. Now,\n3068|\n3069|768\n3070|00:23:24,960 --> 00:23:29,280\n3071|my biggest tip for the discussion is to\n3072|\n3073|769\n3074|00:23:27,440 --> 00:23:30,640\n3075|never enter into what I call a\n3076|\n3077|770\n3078|00:23:29,280 --> 00:23:32,320\n3079|conversational tennis match.\n3080|\n3081|771\n3082|00:23:30,640 --> 00:23:35,200\n3083|Conversational tennis is where you get\n3084|\n3085|772\n3086|00:23:32,320 --> 00:23:37,120\n3087|into question answer question answer.\n3088|\n3089|773\n3090|00:23:35,200 --> 00:23:38,640\n3091|They say what about this and you say\n3092|\n3093|774\n3094|00:23:37,120 --> 00:23:40,720\n3095|well here's my answer to that and they\n3096|\n3097|775\n3098|00:23:38,640 --> 00:23:42,159\n3099|say what about that and you go backhand\n3100|\n3101|776\n3102|00:23:40,720 --> 00:23:43,840\n3103|here's my answer to that. Instead of\n3104|\n3105|777\n3106|00:23:42,159 --> 00:23:45,679\n3107|getting into conversational tennis I\n3108|\n3109|778\n3110|00:23:43,840 --> 00:23:47,440\n3111|want you to act like one of those ball\n3112|\n3113|779\n3114|00:23:45,679 --> 00:23:49,360\n3115|boys on the tennis and the ball boy just\n3116|\n3117|780\n3118|00:23:47,440 --> 00:23:51,600\n3119|catches the ball right and then holds on\n3120|\n3121|781\n3122|00:23:49,360 --> 00:23:52,880\n3123|to it and they wait until they're asked\n3124|\n3125|782\n3126|00:23:51,600 --> 00:23:54,480\n3127|for it. What does that look like in\n3128|\n3129|783\n3130|00:23:52,880 --> 00:23:56,000\n3131|conversation? They might say something\n3132|\n3133|784\n3134|00:23:54,480 --> 00:23:58,240\n3135|like I'm not quite sure if it's the\n3136|\n3137|785\n3138|00:23:56,000 --> 00:23:59,760\n3139|right price. And you say okay so price\n3140|\n3141|786\n3142|00:23:58,240 --> 00:24:00,960\n3143|is important. Is there anything else\n3144|\n3145|787\n3146|00:23:59,760 --> 00:24:02,400\n3147|that you're thinking about? And you're\n3148|\n3149|788\n3150|00:24:00,960 --> 00:24:04,559\n3151|just holding on to the price objection.\n3152|\n3153|789\n3154|00:24:02,400 --> 00:24:06,000\n3155|And they say, \"Well, I'm not sure about\n3156|\n3157|790\n3158|00:24:04,559 --> 00:24:07,600\n3159|the timing.\" You say, \"Okay, it's\n3160|\n3161|791\n3162|00:24:06,000 --> 00:24:09,200\n3163|important to get the timing right. Let\n3164|\n3165|792\n3166|00:24:07,600 --> 00:24:10,159\n3167|me just document that as well. Let me\n3168|\n3169|793\n3170|00:24:09,200 --> 00:24:11,679\n3171|write that down.\" You might have a\n3172|\n3173|794\n3174|00:24:10,159 --> 00:24:13,279\n3175|notepad. You might just write down price\n3176|\n3177|795\n3178|00:24:11,679 --> 00:24:14,720\n3179|and timing. They might say, \"I'm not\n3180|\n3181|796\n3182|00:24:13,279 --> 00:24:16,640\n3183|sure about the color. I'm not sure if I\n3184|\n3185|797\n3186|00:24:14,720 --> 00:24:18,000\n3187|want blue or red or purple.\" Okay,\n3188|\n3189|798\n3190|00:24:16,640 --> 00:24:19,360\n3191|interesting. So, I'll just write down\n3192|\n3193|799\n3194|00:24:18,000 --> 00:24:20,799\n3195|here. It's got to be either blue, red,\n3196|\n3197|800\n3198|00:24:19,360 --> 00:24:22,480\n3199|or purple, but that still has to be\n3200|\n3201|801\n3202|00:24:20,799 --> 00:24:24,559\n3203|decided. Is there anything else? And\n3204|\n3205|802\n3206|00:24:22,480 --> 00:24:26,240\n3207|they say, \"No, that's it. That's all of\n3208|\n3209|803\n3210|00:24:24,559 --> 00:24:28,159\n3211|the things.\" And then once they've said\n3212|\n3213|804\n3214|00:24:26,240 --> 00:24:30,000\n3215|that's all of the things, that is where\n3216|\n3217|805\n3218|00:24:28,159 --> 00:24:31,440\n3219|you begin to respond to the things that\n3220|\n3221|806\n3222|00:24:30,000 --> 00:24:32,640\n3223|they've said. You don't get into this\n3224|\n3225|807\n3226|00:24:31,440 --> 00:24:34,000\n3227|back and forth and back and forth and\n3228|\n3229|808\n3230|00:24:32,640 --> 00:24:35,760\n3231|back and forth because that feels\n3232|\n3233|809\n3234|00:24:34,000 --> 00:24:38,080\n3235|exhausting in a conversation. You group\n3236|\n3237|810\n3238|00:24:35,760 --> 00:24:40,080\n3239|it all together and you answer it all as\n3240|\n3241|811\n3242|00:24:38,080 --> 00:24:42,320\n3243|one big thing. Now, the final step is\n3244|\n3245|812\n3246|00:24:40,080 --> 00:24:44,240\n3247|called completing. If it turns out that\n3248|\n3249|813\n3250|00:24:42,320 --> 00:24:45,919\n3251|someone is ready to buy on the spot, you\n3252|\n3253|814\n3254|00:24:44,240 --> 00:24:47,760\n3255|complete the sale. You literally fill in\n3256|\n3257|815\n3258|00:24:45,919 --> 00:24:49,360\n3259|all the paperwork. You begin the process\n3260|\n3261|816\n3262|00:24:47,760 --> 00:24:50,880\n3263|of onboarding them as a customer. You\n3264|\n3265|817\n3266|00:24:49,360 --> 00:24:52,640\n3267|fire off the emails that you need to\n3268|\n3269|818\n3270|00:24:50,880 --> 00:24:53,919\n3271|fire off. You update your CRM. You do\n3272|\n3273|819\n3274|00:24:52,640 --> 00:24:55,279\n3275|whatever it is that you need to do to\n3276|\n3277|820\n3278|00:24:53,919 --> 00:24:56,799\n3279|complete the sale. But it's often the\n3280|\n3281|821\n","created_at":"2026-07-09T06:34:16.934011Z","finish_reason":null,"metrics":null},{"message_id":"8575a48a-24f2-46e7-af4b-8dcace926116","node_id":42,"role":"assistant","content":"","tool_calls":[{"id":"functions.read:5","name":"read","arguments":{"file_path":"/tmp/tVLnzcoM5LE.en.srt","offset":3282,"limit":1215}}],"thinking":"Need to continue reading.","created_at":"2026-07-09T06:34:23.693236Z","finish_reason":"tool_calls","metrics":{"ttft_ms":1296,"total_time_ms":1423,"input_tokens":11084,"output_tokens":47,"cache_read_tokens":45312,"cache_creation_tokens":null,"tpot_ms":2.702127659574468,"tokens_per_sec":370.0787401574803}},{"message_id":"bcaf9c85-520d-495f-990e-7d523930f507","node_id":43,"role":"tool","content":"\n3282|00:24:55,279 --> 00:24:58,720\n3283|case that someone says, \"Okay, I'm\n3284|\n3285|822\n3286|00:24:56,799 --> 00:25:00,159\n3287|really sure that this is for me, but I\n3288|\n3289|823\n3290|00:24:58,720 --> 00:25:01,440\n3291|need to get sign off from my board.\" Or\n3292|\n3293|824\n3294|00:25:00,159 --> 00:25:02,960\n3295|they might say, \"I really love the\n3296|\n3297|825\n3298|00:25:01,440 --> 00:25:05,039\n3299|solution in principle, but I just need\n3300|\n3301|826\n3302|00:25:02,960 --> 00:25:07,039\n3303|48 hours to see with a few of my team\n3304|\n3305|827\n3306|00:25:05,039 --> 00:25:08,720\n3307|members if we can actually on board this\n3308|\n3309|828\n3310|00:25:07,039 --> 00:25:10,480\n3311|in the real world.\" Or they might say,\n3312|\n3313|829\n3314|00:25:08,720 --> 00:25:12,320\n3315|\"I like the solution, but I'm not ready\n3316|\n3317|830\n3318|00:25:10,480 --> 00:25:13,760\n3319|to get started. Would it be okay if you\n3320|\n3321|831\n3322|00:25:12,320 --> 00:25:15,360\n3323|follow up with me in a month?\" Whatever\n3324|\n3325|832\n3326|00:25:13,760 --> 00:25:16,720\n3327|happens next, you're going to have some\n3328|\n3329|833\n3330|00:25:15,360 --> 00:25:17,840\n3331|completion activities. You're going to\n3332|\n3333|834\n3334|00:25:16,720 --> 00:25:20,080\n3335|schedule some things. You're going to\n3336|\n3337|835\n3338|00:25:17,840 --> 00:25:21,840\n3339|update a CRM. You're going to do all the\n3340|\n3341|836\n3342|00:25:20,080 --> 00:25:23,919\n3343|things that allow you to either complete\n3344|\n3345|837\n3346|00:25:21,840 --> 00:25:25,360\n3347|the sale and on board the customer or to\n3348|\n3349|838\n3350|00:25:23,919 --> 00:25:26,960\n3351|follow up when you agreed that you said\n3352|\n3353|839\n3354|00:25:25,360 --> 00:25:28,799\n3355|you would. If someone does want to\n3356|\n3357|840\n3358|00:25:26,960 --> 00:25:30,640\n3359|follow up, I would really recommend\n3360|\n3361|841\n3362|00:25:28,799 --> 00:25:32,240\n3363|getting the follow-up into the diary as\n3364|\n3365|842\n3366|00:25:30,640 --> 00:25:34,480\n3367|soon as possible. So, if someone says,\n3368|\n3369|843\n3370|00:25:32,240 --> 00:25:36,080\n3371|\"I need to follow up in 48 hours,\" make\n3372|\n3373|844\n3374|00:25:34,480 --> 00:25:37,279\n3375|an appointment said go back to the\n3376|\n3377|845\n3378|00:25:36,080 --> 00:25:38,799\n3379|appointment setting phase and make\n3380|\n3381|846\n3382|00:25:37,279 --> 00:25:40,720\n3383|another appointment. If someone says,\n3384|\n3385|847\n3386|00:25:38,799 --> 00:25:42,000\n3387|\"Let's talk again next month,\" see if\n3388|\n3389|848\n3390|00:25:40,720 --> 00:25:43,520\n3391|you can get them to open their phone,\n3392|\n3393|849\n3394|00:25:42,000 --> 00:25:44,960\n3395|look at their calendar, and just commit\n3396|\n3397|850\n3398|00:25:43,520 --> 00:25:46,640\n3399|to another time. So you can get that in\n3400|\n3401|851\n3402|00:25:44,960 --> 00:25:49,360\n3403|the diary straight away so that you've\n3404|\n3405|852\n3406|00:25:46,640 --> 00:25:51,200\n3407|completed by having a concrete plan\n3408|\n3409|853\n3410|00:25:49,360 --> 00:25:52,880\n3411|going forward as to what happens next.\n3412|\n3413|854\n3414|00:25:51,200 --> 00:25:54,559\n3415|Now I've just given you so much here.\n3416|\n3417|855\n3418|00:25:52,880 --> 00:25:56,240\n3419|This is 10 steps. Each one of these\n3420|\n3421|856\n3422|00:25:54,559 --> 00:25:57,600\n3423|steps we could spend half an hour to an\n3424|\n3425|857\n3426|00:25:56,240 --> 00:25:59,360\n3427|hour perfecting. But I wanted to give\n3428|\n3429|858\n3430|00:25:57,600 --> 00:26:01,279\n3431|you the framework for making a great\n3432|\n3433|859\n3434|00:25:59,360 --> 00:26:02,480\n3435|sale so that you at least know what it\n3436|\n3437|860\n3438|00:26:01,279 --> 00:26:03,840\n3439|is that you're going to be working on.\n3440|\n3441|861\n3442|00:26:02,480 --> 00:26:05,600\n3443|And I really want you to do some\n3444|\n3445|862\n3446|00:26:03,840 --> 00:26:07,120\n3447|homework around this. See if you can\n3448|\n3449|863\n3450|00:26:05,600 --> 00:26:09,440\n3451|figure out where are you strong, where\n3452|\n3453|864\n3454|00:26:07,120 --> 00:26:11,279\n3455|are you weak already, and see if you can\n3456|\n3457|865\n3458|00:26:09,440 --> 00:26:13,120\n3459|then work on your weaknesses so your\n3460|\n3461|866\n3462|00:26:11,279 --> 00:26:14,559\n3463|overall sales presentation gets better.\n3464|\n3465|867\n3466|00:26:13,120 --> 00:26:16,080\n3467|Okay, we're on the home stretch here.\n3468|\n3469|868\n3470|00:26:14,559 --> 00:26:17,840\n3471|You've generated some leads. We've\n3472|\n3473|869\n3474|00:26:16,080 --> 00:26:19,919\n3475|booked some appointments. We've had a\n3476|\n3477|870\n3478|00:26:17,840 --> 00:26:21,840\n3479|great sales presentation. Now, it's time\n3480|\n3481|871\n3482|00:26:19,919 --> 00:26:23,600\n3483|to make sure that you're maximizing your\n3484|\n3485|872\n3486|00:26:21,840 --> 00:26:24,960\n3487|sales opportunities. This is where the\n3488|\n3489|873\n3490|00:26:23,600 --> 00:26:26,960\n3491|money hits the bank. For most\n3492|\n3493|874\n3494|00:26:24,960 --> 00:26:28,880\n3495|businesses, between the presentation and\n3496|\n3497|875\n3498|00:26:26,960 --> 00:26:30,320\n3499|the sales follow-up, you can double the\n3500|\n3501|876\n3502|00:26:28,880 --> 00:26:31,679\n3503|business. Now, I don't say that lightly.\n3504|\n3505|877\n3506|00:26:30,320 --> 00:26:32,960\n3507|I've done this across multiple\n3508|\n3509|878\n3510|00:26:31,679 --> 00:26:34,960\n3511|businesses in multiple different\n3512|\n3513|879\n3514|00:26:32,960 --> 00:26:36,960\n3515|industries. And I'm just really telling\n3516|\n3517|880\n3518|00:26:34,960 --> 00:26:38,799\n3519|you, I promise you, if I came into your\n3520|\n3521|881\n3522|00:26:36,960 --> 00:26:40,640\n3523|business, if you paid me a fortune to\n3524|\n3525|882\n3526|00:26:38,799 --> 00:26:42,400\n3527|come and consult with you, I would be\n3528|\n3529|883\n3530|00:26:40,640 --> 00:26:44,159\n3531|looking at the sales presentation and\n3532|\n3533|884\n3534|00:26:42,400 --> 00:26:46,080\n3535|the sales follow-up as one of the\n3536|\n3537|885\n3538|00:26:44,159 --> 00:26:48,320\n3539|primary ways to double the business and\n3540|\n3541|886\n3542|00:26:46,080 --> 00:26:49,760\n3543|massively, exponentially improve your\n3544|\n3545|887\n3546|00:26:48,320 --> 00:26:51,200\n3547|profit margins. How do we think about\n3548|\n3549|888\n3550|00:26:49,760 --> 00:26:52,880\n3551|sales follow-up? You've had a\n3552|\n3553|889\n3554|00:26:51,200 --> 00:26:55,520\n3555|presentation, and this is one of the\n3556|\n3557|890\n3558|00:26:52,880 --> 00:26:57,039\n3559|peak moments where it's likely that\n3560|\n3561|891\n3562|00:26:55,520 --> 00:26:59,039\n3563|someone is ready to go ahead and ready\n3564|\n3565|892\n3566|00:26:57,039 --> 00:27:00,880\n3567|to sign up. In the first 48 hours after\n3568|\n3569|893\n3570|00:26:59,039 --> 00:27:02,480\n3571|a sales presentation, that is a peak\n3572|\n3573|894\n3574|00:27:00,880 --> 00:27:04,400\n3575|moment where someone is going to commit\n3576|\n3577|895\n3578|00:27:02,480 --> 00:27:06,159\n3579|and sign up and begin onboarding as a\n3580|\n3581|896\n3582|00:27:04,400 --> 00:27:08,000\n3583|client. And then it starts dropping off\n3584|\n3585|897\n3586|00:27:06,159 --> 00:27:11,039\n3587|from there. Let's imagine that you've\n3588|\n3589|898\n3590|00:27:08,000 --> 00:27:12,799\n3591|got anywhere between a week and 3 months\n3592|\n3593|899\n3594|00:27:11,039 --> 00:27:14,400\n3595|to be able to do some sales follow-up\n3596|\n3597|900\n3598|00:27:12,799 --> 00:27:15,840\n3599|where you're still relevant and you're\n3600|\n3601|901\n3602|00:27:14,400 --> 00:27:17,600\n3603|still checking in and you're still\n3604|\n3605|902\n3606|00:27:15,840 --> 00:27:19,440\n3607|dealing with a hot prospect for that\n3608|\n3609|903\n3610|00:27:17,600 --> 00:27:21,200\n3611|amount of time. The research says that\n3612|\n3613|904\n3614|00:27:19,440 --> 00:27:23,360\n3615|you want to follow up at least seven\n3616|\n3617|905\n3618|00:27:21,200 --> 00:27:24,880\n3619|times. What's crazy is that most sales\n3620|\n3621|906\n3622|00:27:23,360 --> 00:27:26,880\n3623|people spend all of their time talking\n3624|\n3625|907\n3626|00:27:24,880 --> 00:27:28,320\n3627|to new people and they very rarely do\n3628|\n3629|908\n3630|00:27:26,880 --> 00:27:30,080\n3631|the sales follow-up because sales\n3632|\n3633|909\n3634|00:27:28,320 --> 00:27:31,840\n3635|follow-up is a little bit icky. It's a\n3636|\n3637|910\n3638|00:27:30,080 --> 00:27:33,520\n3639|little bit exhausting. It feels\n3640|\n3641|911\n3642|00:27:31,840 --> 00:27:35,200\n3643|frustrating. You've got to be creative\n3644|\n3645|912\n3646|00:27:33,520 --> 00:27:36,799\n3647|as to why you're getting back in touch\n3648|\n3649|913\n3650|00:27:35,200 --> 00:27:38,320\n3651|with someone. But you want to plan this\n3652|\n3653|914\n3654|00:27:36,799 --> 00:27:39,840\n3655|out. You want to have some reasons to\n3656|\n3657|915\n3658|00:27:38,320 --> 00:27:41,039\n3659|get back in touch. You want to tell\n3660|\n3661|916\n3662|00:27:39,840 --> 00:27:42,480\n3663|people that there's some sort of a\n3664|\n3665|917\n3666|00:27:41,039 --> 00:27:43,520\n3667|special offer that's coming up. You want\n3668|\n3669|918\n3670|00:27:42,480 --> 00:27:44,960\n3671|to tell people that there's another\n3672|\n3673|919\n3674|00:27:43,520 --> 00:27:46,720\n3675|insight that you want to share. You want\n3676|\n3677|920\n3678|00:27:44,960 --> 00:27:49,279\n3679|to tell people that you've just recorded\n3680|\n3681|921\n3682|00:27:46,720 --> 00:27:51,039\n3683|a new customer testimonial video and you\n3684|\n3685|922\n3686|00:27:49,279 --> 00:27:52,400\n3687|wanted them to see it. or you wanted to\n3688|\n3689|923\n3690|00:27:51,039 --> 00:27:54,320\n3691|follow up on anything that was\n3692|\n3693|924\n3694|00:27:52,400 --> 00:27:55,840\n3695|discussed. So someone might say, \"I'm\n3696|\n3697|925\n3698|00:27:54,320 --> 00:27:58,000\n3699|really interested in this, but after I\n3700|\n3701|926\n3702|00:27:55,840 --> 00:27:59,360\n3703|get back from my annual holiday.\" Great.\n3704|\n3705|927\n3706|00:27:58,000 --> 00:28:00,880\n3707|That's a time to follow up. Someone\n3708|\n3709|928\n3710|00:27:59,360 --> 00:28:02,320\n3711|might have said, \"I'm really interested\n3712|\n3713|929\n3714|00:28:00,880 --> 00:28:04,240\n3715|in this, but I need to check with my\n3716|\n3717|930\n3718|00:28:02,320 --> 00:28:05,840\n3719|director.\" Okay, fantastic. That's\n3720|\n3721|931\n3722|00:28:04,240 --> 00:28:07,600\n3723|another reason to follow up. So during\n3724|\n3725|932\n3726|00:28:05,840 --> 00:28:09,520\n3727|the presentation, there were reasons\n3728|\n3729|933\n3730|00:28:07,600 --> 00:28:11,039\n3731|that came up as good reasons to follow\n3732|\n3733|934\n3734|00:28:09,520 --> 00:28:13,279\n3735|up. And you documented those on your\n3736|\n3737|935\n3738|00:28:11,039 --> 00:28:14,559\n3739|notepad and you put them into your CRM.\n3740|\n3741|936\n3742|00:28:13,279 --> 00:28:16,559\n3743|There's also things that you can\n3744|\n3745|937\n3746|00:28:14,559 --> 00:28:18,559\n3747|orchestrate like new customer success\n3748|\n3749|938\n3750|00:28:16,559 --> 00:28:20,320\n3751|testimonials, new data or research\n3752|\n3753|939\n3754|00:28:18,559 --> 00:28:22,480\n3755|that's just come out. any of that stuff\n3756|\n3757|940\n3758|00:28:20,320 --> 00:28:24,640\n3759|creates a great opportunity to follow up\n3760|\n3761|941\n3762|00:28:22,480 --> 00:28:26,399\n3763|in that first window of maybe a few\n3764|\n3765|942\n3766|00:28:24,640 --> 00:28:27,760\n3767|weeks to a few months. But let's be\n3768|\n3769|943\n3770|00:28:26,399 --> 00:28:29,520\n3771|honest, there comes a point where\n3772|\n3773|944\n3774|00:28:27,760 --> 00:28:31,760\n3775|there's no point following up anymore.\n3776|\n3777|945\n3778|00:28:29,520 --> 00:28:33,440\n3779|You've followed up six or seven times.\n3780|\n3781|946\n3782|00:28:31,760 --> 00:28:34,799\n3783|You've done everything the research says\n3784|\n3785|947\n3786|00:28:33,440 --> 00:28:36,720\n3787|that you should have done and you've not\n3788|\n3789|948\n3790|00:28:34,799 --> 00:28:38,080\n3791|yet made the sale. In which case, we\n3792|\n3793|949\n3794|00:28:36,720 --> 00:28:39,679\n3795|want to move across to what we call the\n3796|\n3797|950\n3798|00:28:38,080 --> 00:28:41,679\n3799|nurture sequence. The nurture sequence\n3800|\n3801|951\n3802|00:28:39,679 --> 00:28:43,360\n3803|is about having a series of friendly\n3804|\n3805|952\n3806|00:28:41,679 --> 00:28:45,279\n3807|touch points like social media touch\n3808|\n3809|953\n3810|00:28:43,360 --> 00:28:47,200\n3811|points or emails. and they're there to\n3812|\n3813|954\n3814|00:28:45,279 --> 00:28:48,880\n3815|just remind people that you exist,\n3816|\n3817|955\n3818|00:28:47,200 --> 00:28:50,559\n3819|remind them that you've got great value,\n3820|\n3821|956\n3822|00:28:48,880 --> 00:28:52,159\n3823|that you can solve problems, and maybe\n3824|\n3825|957\n3826|00:28:50,559 --> 00:28:53,760\n3827|even remind people that they've got a\n3828|\n3829|958\n3830|00:28:52,159 --> 00:28:55,200\n3831|frustration or a challenge that they\n3832|\n3833|959\n3834|00:28:53,760 --> 00:28:56,480\n3835|themselves want to solve. What you want\n3836|\n3837|960\n3838|00:28:55,200 --> 00:28:58,000\n3839|to do is put some thought into this\n3840|\n3841|961\n3842|00:28:56,480 --> 00:28:59,840\n3843|nurture sequence. Now, what you want to\n3844|\n3845|962\n3846|00:28:58,000 --> 00:29:01,840\n3847|include in this nurture sequence could\n3848|\n3849|963\n3850|00:28:59,840 --> 00:29:04,240\n3851|be things like testimonial videos. It\n3852|\n3853|964\n3854|00:29:01,840 --> 00:29:06,320\n3855|could be things like new insights. It\n3856|\n3857|965\n3858|00:29:04,240 --> 00:29:08,799\n3859|could be things like special offers. It\n3860|\n3861|966\n3862|00:29:06,320 --> 00:29:11,039\n3863|could be commentary on the news. Or you\n3864|\n3865|967\n3866|00:29:08,799 --> 00:29:12,559\n3867|might even just touch base to say, \"Are\n3868|\n3869|968\n3870|00:29:11,039 --> 00:29:14,080\n3871|you still interested in getting this\n3872|\n3873|969\n3874|00:29:12,559 --> 00:29:16,799\n3875|particular outcome?\" or it could be\n3876|\n3877|970\n3878|00:29:14,080 --> 00:29:18,799\n3879|things like sharing new research or new\n3880|\n3881|971\n3882|00:29:16,799 --> 00:29:20,000\n3883|data that's just come out. So that's all\n3884|\n3885|972\n3886|00:29:18,799 --> 00:29:21,840\n3887|things that could be covered in a\n3888|\n3889|973\n3890|00:29:20,000 --> 00:29:23,840\n3891|nurture sequence. Now finally, there\n3892|\n3893|974\n3894|00:29:21,840 --> 00:29:26,000\n3895|comes a time to do something called a\n3896|\n3897|975\n3898|00:29:23,840 --> 00:29:27,600\n3899|reactivation campaign. A reactivation\n3900|\n3901|976\n3902|00:29:26,000 --> 00:29:29,600\n3903|campaign is where you step it up a\n3904|\n3905|977\n3906|00:29:27,600 --> 00:29:31,279\n3907|little bit. So what you can do is do a\n3908|\n3909|978\n3910|00:29:29,600 --> 00:29:33,120\n3911|very special little email called have\n3912|\n3913|979\n3914|00:29:31,279 --> 00:29:34,640\n3915|you given up on X? Have you given up on\n3916|\n3917|980\n3918|00:29:33,120 --> 00:29:36,559\n3919|weight loss? Have you given up on\n3920|\n3921|981\n3922|00:29:34,640 --> 00:29:38,000\n3923|business growth? Have you given up on\n3924|\n3925|982\n3926|00:29:36,559 --> 00:29:40,080\n3927|protecting your business from cyber\n3928|\n3929|983\n3930|00:29:38,000 --> 00:29:42,720\n3931|security threats? Have you given up on\n3932|\n3933|984\n3934|00:29:40,080 --> 00:29:44,720\n3935|having a romantic relationship? So, this\n3936|\n3937|985\n3938|00:29:42,720 --> 00:29:46,399\n3939|really directly asks people, \"Have you\n3940|\n3941|986\n3942|00:29:44,720 --> 00:29:47,760\n3943|given up on this thing?\" And what you're\n3944|\n3945|987\n3946|00:29:46,399 --> 00:29:49,440\n3947|going to say in this is you're going to\n3948|\n3949|988\n3950|00:29:47,760 --> 00:29:50,960\n3951|say, \"We haven't heard from you for a\n3952|\n3953|989\n3954|00:29:49,440 --> 00:29:52,320\n3955|while, and we wanted to know, is this\n3956|\n3957|990\n3958|00:29:50,960 --> 00:29:53,840\n3959|still important to you? Have you already\n3960|\n3961|991\n3962|00:29:52,320 --> 00:29:55,520\n3963|solved the problem? Have you given up on\n3964|\n3965|992\n3966|00:29:53,840 --> 00:29:57,200\n3967|it? Because if you have given up on it,\n3968|\n3969|993\n3970|00:29:55,520 --> 00:29:58,960\n3971|we'd love to stop bothering you and stop\n3972|\n3973|994\n3974|00:29:57,200 --> 00:30:00,960\n3975|sending you emails, so we'd love to take\n3976|\n3977|995\n3978|00:29:58,960 --> 00:30:02,559\n3979|you off the email list. However, if\n3980|\n3981|996\n3982|00:30:00,960 --> 00:30:04,159\n3983|you're still interested in this, could\n3984|\n3985|997\n3986|00:30:02,559 --> 00:30:05,360\n3987|you let us know that it's still of\n3988|\n3989|998\n3990|00:30:04,159 --> 00:30:07,120\n3991|interest to you?\" So, you're asking for\n3992|\n3993|999\n3994|00:30:05,360 --> 00:30:08,799\n3995|a soft signal of interest that it's\n3996|\n3997|1000\n3998|00:30:07,120 --> 00:30:10,720\n3999|still of interest to you. Now, if it is\n4000|\n4001|1001\n4002|00:30:08,799 --> 00:30:12,799\n4003|still of interest, you want to then send\n4004|\n4005|1002\n4006|00:30:10,720 --> 00:30:14,240\n4007|them an assessment or a calculator. An\n4008|\n4009|1003\n4010|00:30:12,799 --> 00:30:16,559\n4011|assessment is something that you can\n4012|\n4013|1004\n4014|00:30:14,240 --> 00:30:18,559\n4015|easily and simply build on scoreapp.com.\n4016|\n4017|1005\n4018|00:30:16,559 --> 00:30:20,320\n4019|And a calculator could be something as\n4020|\n4021|1006\n4022|00:30:18,559 --> 00:30:22,559\n4023|simple as an Excel spreadsheet that they\n4024|\n4025|1007\n4026|00:30:20,320 --> 00:30:24,880\n4027|download. Either way, you're asking them\n4028|\n4029|1008\n4030|00:30:22,559 --> 00:30:26,640\n4031|to re-engage and to commit that they\n4032|\n4033|1009\n4034|00:30:24,880 --> 00:30:28,159\n4035|haven't yet given up on getting some\n4036|\n4037|1010\n4038|00:30:26,640 --> 00:30:29,840\n4039|results here. Now, if they do that, they\n4040|\n4041|1011\n4042|00:30:28,159 --> 00:30:31,679\n4043|go back to the start. They become a lead\n4044|\n4045|1012\n4046|00:30:29,840 --> 00:30:35,120\n4047|in the pipeline, and you begin the lapse\n4048|\n4049|1013\n4050|00:30:31,679 --> 00:30:37,120\n4051|process all over again.\n4052|\n4053|1014\n4054|00:30:35,120 --> 00:30:38,720\n4055|Okay. Now, I waited until the end to\n4056|\n4057|1015\n4058|00:30:37,120 --> 00:30:40,480\n4059|share with you some of these amazing\n4060|\n4061|1016\n4062|00:30:38,720 --> 00:30:42,799\n4063|tips that will take this right through\n4064|\n4065|1017\n4066|00:30:40,480 --> 00:30:44,960\n4067|the roof for you. Number one, record all\n4068|\n4069|1018\n4070|00:30:42,799 --> 00:30:47,600\n4071|of your sales presentations using an AI\n4072|\n4073|1019\n4074|00:30:44,960 --> 00:30:50,000\n4075|noteaker. Have them transcribed and put\n4076|\n4077|1020\n4078|00:30:47,600 --> 00:30:52,559\n4079|all of it into chat GBT. And what you\n4080|\n4081|1021\n4082|00:30:50,000 --> 00:30:54,559\n4083|want to do is prompt AI to help you to\n4084|\n4085|1022\n4086|00:30:52,559 --> 00:30:56,799\n4087|build an even better golf bag of\n4088|\n4089|1023\n4090|00:30:54,559 --> 00:30:58,720\n4091|insights, methods, and to improve your\n4092|\n4093|1024\n4094|00:30:56,799 --> 00:31:00,880\n4095|offer, to improve your solution. And you\n4096|\n4097|1025\n4098|00:30:58,720 --> 00:31:02,880\n4099|can use AI to do all of that once you've\n4100|\n4101|1026\n4102|00:31:00,880 --> 00:31:05,279\n4103|got a few transcribed meetings. The next\n4104|\n4105|1027\n4106|00:31:02,880 --> 00:31:07,520\n4107|thing you can do is ask AI to tell me\n4108|\n4109|1028\n4110|00:31:05,279 --> 00:31:09,360\n4111|the common themes between the sales\n4112|\n4113|1029\n4114|00:31:07,520 --> 00:31:11,440\n4115|presentations that went really well and\n4116|\n4117|1030\n4118|00:31:09,360 --> 00:31:13,279\n4119|the sales presentations that bombed. The\n4120|\n4121|1031\n4122|00:31:11,440 --> 00:31:15,600\n4123|next big tip that I've got is that sales\n4124|\n4125|1032\n4126|00:31:13,279 --> 00:31:17,200\n4127|and money loves speed. The faster that\n4128|\n4129|1033\n4130|00:31:15,600 --> 00:31:18,720\n4131|you can follow up with people, the more\n4132|\n4133|1034\n4134|00:31:17,200 --> 00:31:20,559\n4135|likely you are to make money. What I\n4136|\n4137|1035\n4138|00:31:18,720 --> 00:31:22,159\n4139|don't want you to do is play it cool. I\n4140|\n4141|1036\n4142|00:31:20,559 --> 00:31:23,440\n4143|don't want a lead to come in on Monday\n4144|\n4145|1037\n4146|00:31:22,159 --> 00:31:25,600\n4147|and you think to yourself, \"Wouldn't it\n4148|\n4149|1038\n4150|00:31:23,440 --> 00:31:27,520\n4151|be cool? Wouldn't I be mysterious if I\n4152|\n4153|1039\n4154|00:31:25,600 --> 00:31:29,840\n4155|followed up next week or if I followed\n4156|\n4157|1040\n4158|00:31:27,520 --> 00:31:32,240\n4159|up on Friday afternoon?\" No, no, no. If\n4160|\n4161|1041\n4162|00:31:29,840 --> 00:31:34,320\n4163|a lead comes in at Monday at 10:00 a.m.\n4164|\n4165|1042\n4166|00:31:32,240 --> 00:31:35,919\n4167|I want you to follow up at 10:01. I want\n4168|\n4169|1043\n4170|00:31:34,320 --> 00:31:37,519\n4171|you to say something like, \"I was just\n4172|\n4173|1044\n4174|00:31:35,919 --> 00:31:39,519\n4175|about to call someone and your name\n4176|\n4177|1045\n4178|00:31:37,519 --> 00:31:40,880\n4179|popped up on my screen and I thought I'd\n4180|\n4181|1046\n4182|00:31:39,519 --> 00:31:42,480\n4183|just pick up the phone and call you.\"\n4184|\n4185|1047\n4186|00:31:40,880 --> 00:31:44,559\n4187|Or, \"I was just about to head out and\n4188|\n4189|1048\n4190|00:31:42,480 --> 00:31:45,919\n4191|meet with a client and an email came in\n4192|\n4193|1049\n4194|00:31:44,559 --> 00:31:47,519\n4195|that told me that you're interested in\n4196|\n4197|1050\n4198|00:31:45,919 --> 00:31:49,200\n4199|X, Y, and Zed, so I thought I'd follow\n4200|\n4201|1051\n4202|00:31:47,519 --> 00:31:51,440\n4203|up straight away so that you've got that\n4204|\n4205|1052\n4206|00:31:49,200 --> 00:31:53,039\n4207|information right away.\" The faster you\n4208|\n4209|1053\n4210|00:31:51,440 --> 00:31:54,640\n4211|follow up, the more sales you're going\n4212|\n4213|1054\n4214|00:31:53,039 --> 00:31:55,840\n4215|to make. This is not dating. You don't\n4216|\n4217|1055\n4218|00:31:54,640 --> 00:31:57,760\n4219|have to be cool. You don't have to be\n4220|\n4221|1056\n4222|00:31:55,840 --> 00:31:59,120\n4223|aloof. you're far better off being rapid\n4224|\n4225|1057\n4226|00:31:57,760 --> 00:32:01,360\n4227|in the speed that you follow up with\n4228|\n4229|1058\n4230|00:31:59,120 --> 00:32:03,360\n4231|people. Now, my final tip is that in\n4232|\n4233|1059\n4234|00:32:01,360 --> 00:32:05,200\n4235|sales, confidence really matters. And\n4236|\n4237|1060\n4238|00:32:03,360 --> 00:32:07,200\n4239|the way that you get confidence is\n4240|\n4241|1061\n4242|00:32:05,200 --> 00:32:09,039\n4243|through repetition. It's getting into a\n4244|\n4245|1062\n4246|00:32:07,200 --> 00:32:10,880\n4247|rhythm. It's getting into consistency.\n4248|\n4249|1063\n4250|00:32:09,039 --> 00:32:12,960\n4251|It's doing sales meetings every single\n4252|\n4253|1064\n4254|00:32:10,880 --> 00:32:14,720\n4255|week. The last thing you want is to stop\n4256|\n4257|1065\n4258|00:32:12,960 --> 00:32:16,320\n4259|and start and stop and start multiple\n4260|\n4261|1066\n4262|00:32:14,720 --> 00:32:18,240\n4263|times each quarter. You want to get into\n4264|\n4265|1067\n4266|00:32:16,320 --> 00:32:19,840\n4267|a lapse rhythm. I really want you to\n4268|\n4269|1068\n4270|00:32:18,240 --> 00:32:22,240\n4271|keep a dashboard. And what you're\n4272|\n4273|1069\n4274|00:32:19,840 --> 00:32:26,080\n4275|looking for is a consistent weekly lapse\n4276|\n4277|1070\n4278|00:32:22,240 --> 00:32:27,360\n4279|number. I want you to have like 50 1062\n4280|\n4281|1071\n4282|00:32:26,080 --> 00:32:29,279\n4283|or something like that. And it just\n4284|\n4285|1072\n4286|00:32:27,360 --> 00:32:31,279\n4287|unfolds every single week. 50 leads come\n4288|\n4289|1073\n4290|00:32:29,279 --> 00:32:32,799\n4291|in, 10 people book appointments, six\n4292|\n4293|1074\n4294|00:32:31,279 --> 00:32:34,399\n4295|people have presentations, and two\n4296|\n4297|1075\n4298|00:32:32,799 --> 00:32:36,399\n4299|people go ahead and buy for something.\n4300|\n4301|1076\n4302|00:32:34,399 --> 00:32:38,320\n4303|And what you're looking for is that your\n4304|\n4305|1077\n4306|00:32:36,399 --> 00:32:39,919\n4307|laps dashboard looks pretty consistent.\n4308|\n4309|1078\n4310|00:32:38,320 --> 00:32:42,240\n4311|For my companies, what my lapse\n4312|\n4313|1079\n4314|00:32:39,919 --> 00:32:44,559\n4315|dashboard looks like is like a gentle\n4316|\n4317|1080\n4318|00:32:42,240 --> 00:32:46,559\n4319|gradual increase over time. We don't\n4320|\n4321|1081\n4322|00:32:44,559 --> 00:32:48,240\n4323|have like big spikes and drops and all\n4324|\n4325|1082\n4326|00:32:46,559 --> 00:32:50,399\n4327|of that sort of stuff. We're looking for\n4328|\n4329|1083\n4330|00:32:48,240 --> 00:32:52,480\n4331|consistency because you can build your\n4332|\n4333|1084\n4334|00:32:50,399 --> 00:32:55,519\n4335|business around consistency. It's very,\n4336|\n4337|1085\n4338|00:32:52,480 --> 00:32:57,440\n4339|very hard to employ people and to scale\n4340|\n4341|1086\n4342|00:32:55,519 --> 00:32:59,600\n4343|and to grow and to have predictable\n4344|\n4345|1087\n4346|00:32:57,440 --> 00:33:01,200\n4347|revenues if you're all over the place.\n4348|\n4349|1088\n4350|00:32:59,600 --> 00:33:02,720\n4351|Confidence comes from getting into a\n4352|\n4353|1089\n4354|00:33:01,200 --> 00:33:04,399\n4355|really good lapse rhythm. Just like\n4356|\n4357|1090\n4358|00:33:02,720 --> 00:33:05,760\n4359|fitness, it's all about like going to\n4360|\n4361|1091\n4362|00:33:04,399 --> 00:33:07,600\n4363|the gym every Monday, Wednesday,\n4364|\n4365|1092\n4366|00:33:05,760 --> 00:33:09,200\n","created_at":"2026-07-09T06:34:23.725058Z","finish_reason":null,"metrics":null},{"message_id":"568e0335-ad09-4d1c-b6ab-b1a912d065fc","node_id":45,"role":"assistant","content":"","tool_calls":[{"id":"functions.read:6","name":"read","arguments":{"file_path":"/tmp/tVLnzcoM5LE.en.srt","offset":4367,"limit":130}}],"thinking":"Continue reading.","created_at":"2026-07-09T06:34:25.026118Z","finish_reason":"tool_calls","metrics":{"ttft_ms":1233,"total_time_ms":1300,"input_tokens":11193,"output_tokens":44,"cache_read_tokens":56320,"cache_creation_tokens":null,"tpot_ms":1.5227272727272727,"tokens_per_sec":656.7164179104477}},{"message_id":"d8b6a9cf-1dbc-4d74-9b7f-33e471b19b05","node_id":46,"role":"tool","content":"\n4367|Thursday, whatever your routine is,\n4368|\n4369|1093\n4370|00:33:07,600 --> 00:33:10,799\n4371|getting into the routine is half the\n4372|\n4373|1094\n4374|00:33:09,200 --> 00:33:12,720\n4375|battle. So whether it's you personally\n4376|\n4377|1095\n4378|00:33:10,799 --> 00:33:14,399\n4379|doing the laps or if you're getting a\n4380|\n4381|1096\n4382|00:33:12,720 --> 00:33:16,080\n4383|salesperson and you're hiring someone to\n4384|\n4385|1097\n4386|00:33:14,399 --> 00:33:17,600\n4387|do the laps, we're looking for\n4388|\n4389|1098\n4390|00:33:16,080 --> 00:33:19,039\n4391|consistency that gives you the\n4392|\n4393|1099\n4394|00:33:17,600 --> 00:33:20,799\n4395|confidence. So there you have it. We've\n4396|\n4397|1100\n4398|00:33:19,039 --> 00:33:22,320\n4399|just covered my sales methodology and I\n4400|\n4401|1101\n4402|00:33:20,799 --> 00:33:24,159\n4403|hope you've taken so much value from\n4404|\n4405|1102\n4406|00:33:22,320 --> 00:33:25,760\n4407|that. If you've stuck around to the end,\n4408|\n4409|1103\n4410|00:33:24,159 --> 00:33:27,840\n4411|I know that you are not someone who just\n4412|\n4413|1104\n4414|00:33:25,760 --> 00:33:29,279\n4415|goes scrolling randomly through YouTube.\n4416|\n4417|1105\n4418|00:33:27,840 --> 00:33:31,039\n4419|I know that you're the type of person\n4420|\n4421|1106\n4422|00:33:29,279 --> 00:33:32,720\n4423|who's really looking for breakthroughs.\n4424|\n4425|1107\n4426|00:33:31,039 --> 00:33:34,480\n4427|So, if you got value from this video and\n4428|\n4429|1108\n4430|00:33:32,720 --> 00:33:36,399\n4431|you enjoyed it, you are absolutely going\n4432|\n4433|1109\n4434|00:33:34,480 --> 00:33:37,919\n4435|to love the next video that I want you\n4436|\n4437|1110\n4438|00:33:36,399 --> 00:33:40,320\n4439|to watch, which is the million-doll\n4440|\n4441|1111\n4442|00:33:37,919 --> 00:33:41,919\n4443|landing page. I am really thrilled that\n4444|\n4445|1112\n4446|00:33:40,320 --> 00:33:43,760\n4447|we are sharing your entrepreneurial\n4448|\n4449|1113\n4450|00:33:41,919 --> 00:33:45,360\n4451|journey together. I'm glad that I can\n4452|\n4453|1114\n4454|00:33:43,760 --> 00:33:46,880\n4455|share some of my lessons from my\n4456|\n4457|1115\n4458|00:33:45,360 --> 00:33:48,559\n4459|entrepreneurial journey and you can take\n4460|\n4461|1116\n4462|00:33:46,880 --> 00:33:50,240\n4463|those lessons and apply it in your\n4464|\n4465|1117\n4466|00:33:48,559 --> 00:33:52,320\n4467|business as well. If you're enjoying\n4468|\n4469|1118\n4470|00:33:50,240 --> 00:33:53,760\n4471|these, please give this video a like,\n4472|\n4473|1119\n4474|00:33:52,320 --> 00:33:55,120\n4475|give it a comment, and if you know of\n4476|\n4477|1120\n4478|00:33:53,760 --> 00:33:56,880\n4479|another entrepreneur that would benefit\n4480|\n4481|1121\n4482|00:33:55,120 --> 00:33:58,480\n4483|from these, forward the link to this\n4484|\n4485|1122\n4486|00:33:56,880 --> 00:34:00,320\n4487|video to them as well. I hope your\n4488|\n4489|1123\n4490|00:33:58,480 --> 00:34:03,120\n4491|business is doing so, so well and I look\n4492|\n4493|1124\n4494|00:34:00,320 --> 00:34:03,120\n4495|forward to seeing you next\n","created_at":"2026-07-09T06:34:25.062259Z","finish_reason":null,"metrics":null},{"message_id":"bfdcdc09-14fc-4215-820b-97ab5dc48813","node_id":48,"role":"assistant","content":"Here’s a summary of the video:\n\n**Title / topic:** A complete sales methodology called **LAPS** — Leads, Appointments, Presentations, Sales.\n\n**1. The LAPS engine**\nThe speaker frames sales as the lifeblood of business. LAPS is the flow from attention/interest to money in the bank:\n- **Leads** → **Appointments** → **Presentations** → **Sales**\n\n**2. Generating warm leads**\nUse a three-part pipeline:\n- **Short-form content** on social media (1–3 min posts, images, videos, carousels). Post at least every few days; ideally daily. Research says people first notice you around the 11th exposure, and the “clock” resets every 90 days.\n- **Long-form content** (10 min–2 hours: videos, podcasts, PDFs, workshops). Citing Robin Dunbar, people need 2–7 hours with you to feel they know and trust you.\n- **Signal of interest** on a landing page: waiting list, form, assessment, webinar registration, etc. That signal is a lead.\n\nTo ramp up: boost top short-form posts with ads, send targeted DMs, or do joint ventures/sponsorships with non-competing audiences.\n\n**3. Booking appointments**\nFollow up fast. The first sale is a commitment of *time*, not money. Four-step outreach:\n1. Reaffirm relevance.\n2. Ask permission (if calling live).\n3. Deliver a 30–45 second “hook pitch” using **Name, Same, Fame, Pain, Aim, Game**:\n - **Name** — who you are.\n - **Same** — a category they already understand.\n - **Fame** — what makes you credible/different.\n - **Pain** — the problem they feel.\n - **Aim** — what you do about it.\n - **Game** — the bigger vision.\n4. Ask for the appointment.\n\nAs volume grows, add lead-qualification questions so you don’t waste time on poor-fit prospects.\n\n**4. The sales presentation — 10 components**\n1. **Framing** — show up as high-value before you speak (setting, background, professionalism).\n2. **Rapport** — brief, friendly connection.\n3. **Permission** — ask if they want to go through your process.\n4. **Present situation** — where they are now and what’s imperfect.\n5. **Prize** — the desired outcome they’re buying access to.\n6. **Problem** — obstacles/criteria in the way.\n7. **Insights** — a big-piece perspective or framework unrelated to your product that builds authority.\n8. **Method** — the methodology that leads to the solution.\n9. **Solution** — your product/service, offered in **gold/silver/bronze** tiers, always with visual aids.\n10. **Discussion** — ask “How does that land?” Collect all objections before answering; avoid “conversational tennis.”\n11. **Completing** — close or schedule concrete next steps in the diary/CRM.\n\n**5. Sales follow-up**\n- The first 48 hours after a presentation is the peak conversion window.\n- Follow up at least **7 times** while the lead is hot (offers, insights, testimonials, items discussed).\n- After that, move to a long-term **nurture sequence** (social touches, emails, news, offers).\n- If they go cold, run a **reactivation campaign** with a “Have you given up on [outcome]?” email, then offer an assessment/calculator.\n\n**6. AI and speed tips**\n- Record every sales call with an AI note-taker, transcribe it, and feed it into ChatGPT to build a “golf bag” of insights/methods and to compare what wins vs. what bombs.\n- Follow up instantly — “money loves speed.”\n- Confidence comes from repetition; keep a weekly LAPS dashboard and aim for consistency.\n\nThe speaker plugs his own tool, **scoreapp.com**, for building signal-of-interest landing pages and assessments.","tool_calls":[],"thinking":"Now I have read the full transcript. The video is about a sales methodology called \"LAPS\" (Leads, Appointments, Presentations, Sales). Let me summarize it.\n\nThe video content:\n1. Introduction: Sales is the lifeblood of every business. He introduces LAPS methodology: Leads, Appointments, Presentations, Sales.\n2. Getting warm leads - 3-part system: short-form content → long-form content → signals of interest\n - Short-form content on social media (1-3 min, posts/images/videos/carousels), post daily or every few days. People notice you after 11 times, clock resets every 90 days.\n - Long-form content (10 min to 2 hours - PDF, video, podcast, workshop). People need 2-7 hours with you to know/trust you (Robin Dunbar research).\n - Signals of interest: waiting list, form, assessment, discussion group, webinar. This happens on landing page, count as lead.\n - Ramp up with ads, DMs, joint ventures/sponsorships.\n3. Booking appointments:\n - Follow up fast\n - Goal: book appointment (commitment of time)\n - 4 steps: reaffirm relevance, ask permission (phone only), pitch value using \"Name, Same, Fame, Pain, Aim, Game\" framework (hook/social pitch, 30-45 seconds), ask for appointment\n - Lead qualification: ask questions to filter out unqualified leads\n4. Sales presentation - 10 components:\n - Framing: show up as high value before speaking (environment, virtual background, professionalism)\n - Rapport: friendly chitchat, use name, common interests, smile, be polite\n - Permission: ask if they want chitchat or process\n - Present situation: current state and what's less than perfect\n - Prize/desired outcome: what they want to achieve\n - Problem/criteria/obstacles: what's in the way\n - Insights: big picture perspective/framework/research (not product)\n - Method: methodology/framework\n - Solution: product/service, offer gold/silver/bronze versions, use visual aids\n - Discussion: ask \"how does that land?\" Don't play conversational tennis; collect all objections then address them together\n - Completing: close the sale or schedule follow-up, update CRM\n5. Sales follow-up:\n - First 48 hours is peak moment\n - Research says follow up at least 7 times\n - Use reasons: special offers, new insights, testimonials, follow up on discussed items\n - Nurture sequence for after follow-ups (social media, emails, testimonials, offers, news commentary)\n - Reactivation campaign: \"Have you given up on X?\" email, then assessment/calculator\n6. AI tips:\n - Record sales presentations with AI note-taker, transcribe, put into ChatGPT to build golf bag of insights/methods and improve offer\n - Ask AI to find common themes between successful and failed presentations\n7. Final tips:\n - Speed: follow up immediately, money loves speed\n - Confidence through repetition/consistency\n - Keep a LAPS dashboard with consistent weekly numbers\n\nThe speaker also mentions scoreapp.com as a tool for lead generation/assessments and his business \"book magic\" as examples.\n\nNow I should provide a summary. The user just pasted a link, so I should summarize it. I should not name the session.","created_at":"2026-07-09T06:34:30.155329Z","finish_reason":"stop","metrics":{"ttft_ms":782,"total_time_ms":5092,"input_tokens":1469,"output_tokens":1588,"cache_read_tokens":67456,"cache_creation_tokens":null,"tpot_ms":2.7141057934508814,"tokens_per_sec":368.44547563805105}}]}