Episode 269 – Forging Wealth: An Inspiring Journey from Welding to Successful Wealth Advising

Episode Transcription

This is the Ultimate Advisor Podcast, the podcast for financial advisors who want to create a thriving, successful and scalable practice. Each week we’ll uncover the ways that you can improve your referrals, your team, your marketing, and your business operations, helping you to level up your advising practice, bring in more assets, and to create the advising practice that you’ve dreamed of. You’ll be joined by our hosts Bryan Sweet, who is moving fast towards a billion dollars in assets under management, Brittany Anderson, the driving force for advisors looking to improve their operations and company culture, and Draye Redfern who can help you systematize and automate your practices marketing to effortlessly attract new clients. So what do you say? Let’s jump in to another amazing episode of the ultimate advisor podcast.

Brittany Anderson 01:07

welcome back to the ultimateadvisorpodcast. Com, today I have with me Mr. Tom fleischl. Tom is an amazing wealth advisor, a brilliant contributor who has helped many, many people over the years to pursue their biggest vision of the future, gain clarity, gain confidence. And Tom, I am so darn excited to have you here.

Tom Fleishel 1:32

It’s a pleasure. Brittany, I was really looking forward to this, you know. 

Brittany Anderson 1:35

So, give a little background here. I have known Tom for many years now, and I’ve had the great pleasure of getting to know him as a human being, but also He’s participated in some of the coaching programs that I’ve helped run. And Tom just has an absolutely incredible business and a great story. So Tom, I would love for you, instead of me giving some stuffy bio that nobody pays attention to anyway, I would love for you to just talk a little bit about you know, you’ve been in this industry for a lot of years. So how did you get started? Why did you become an advisor? All those good things,

Tom Fleishel 2:07

certainly. So my career progression as a financial advisor took a very circuitous route. I served in the Army right out of high school. I wanted to work for a while because I had to get my residency in the state of Georgia, because I wanted to go to the University of Georgia. So for a short time, I worked as a welder, actually, in a railroad plant. And so I went to the University of Georgia, got my degree in agronomy. Most people may not know what agronomy is, but it’s ag related. So so so that was my degree at the University of Georgia. Go Dogs have to put a plug in there. I worked in the private and public sectors before getting my MBA at about 31 and still not sure what I wanted to do. I was interviewing lots of different people, considering lots of different avenues. So I ran into a guy that was a CFP in my town, and researched the opportunities and started with an independent firm. So I knew I liked crunching numbers, and I knew I loved working with people. So this was a perfect match, because I thought, you know, that’s a combination of things that really intrigued me. I didn’t know yet that I wanted to be an entrepreneur doing this. That was kind of the question mark. You know, do you work as an advisor, an employee channel, type of relationship, or do you run your own business? So I wasn’t even sure about all that yet. So probably about the second year after I got licensed, I knew that the owner, entrepreneur approach was what I really wanted to go that route. So I started an S corporation. I got my own Ria and had a really rough going out of the gate. For a couple of years, I was floundering, too stupid to know I could fail. You know, I just do it all out there. I’m going to try this. And got a few breaks to get my own branch with Raymond James in about the fourth year of my practice, I think you only had to qualify with like, 250,000 production or something that was, it was crazy, but there was another couple that had a what we back in the day was investment management and research, and they had a new office in my town, and they recruited me to come in. And after only a couple of years, they left, and I was able to take over. Basically, I had built enough of my own practice, my own client base by that time. So that’s been, you know, the starting point out of the gate, and it’s been a fun ride for it’s been 35 years. I can’t believe it all the time flies by and been through lots of ups and downs. Of course, it’s been fun. I think it’s been the most, most interesting part of it has just been the fact that, you know, how do we engage clients and really make a difference in their lives, and what tools can we bring to bear to help them get there? And along the way, you talked it a little bit a while ago about congruence, you know, how can we be congruent, and how we relate to them, and what we’re all about, and how we you. Help them develop and grow as clients and find their future dreams and make them happen.

Brittany Anderson 5:04

You know, it’s, it always fascinates me Tom, when somebody has been in this industry for so many years, and, you know, you’ve had such a great opportunity to see major ebbs and flows, not just in business, but in the markets, in, you know, client experiences and transitions and the good and the bad and the in between. So you know, here on this podcast, we are firm believers in helping people not reinvent the wheel to kind of learn from others. And hopefully, you know, do better than my kids do. And you know, do as I say, not as I do. So you know, Tom, when you think about some of your biggest challenges. You know what is, or what has been, some of the most challenging aspects of building and managing. You know what is today a very successful practice.

Tom 5:50

I could write another book about hiring, attracting and retaining high quality team members. That’s been the biggest challenge of our entire career. You know, it’s just, it’s very much a struggle to find the kind of people that buy into your vision. Love what we do, love helping clients. And so we begin to identify some key qualities and things we were looking for and caring for others is one of the most important things that we’ve identified as they have to be a genuine person who really has integrity and really cares about other people. You know, they’re hard workers. They have a great work ethic. But again, it’s the caring for others that I think has been really instrumental in helping identify that early, and that was what was a challenge. Because for me, I love everybody. Everybody’s great. It’ll be no problem. This guy’s going to be wonderful. Until my wife, who’s a good oh, man, she is the best screener of people and sizing up people very quickly, and every time I didn’t listen to her, Oh, that was a problem. Boy, did I mess up. But the ultimateadvisorpodcast com has helped us better identify and screen some top applicants thanks to some of your coaching and some of the things you brought to the table.

Brittany Anderson 7:05

table. You know, Tom, it’s funny because I’m thinking back, I’m having flashbacks here, because we have had many conversations over the years about talent and team members and recruiting and, you know, quality and who’s the best of it, and culture alignment and all those things. So, you know, I think that’s something that so many advisors struggle with. And I’ll just give this, I guess, little tidbit to go along with it. And Tom, I think you can relate to this in some ways, is that, you know, I know Brian and I have had these conversations before about how, when you’re an advisor and you get into this space, you get in this space to help people that that’s why you’re doing it. Obviously, the financial end of it is lucrative, and there’s great opportunities there as well, once you kind of get the seam rolling and and the ship sailing in the right way. But you didn’t get in this business to manage a bunch of people, and all of a sudden you look around you and you’re like, wait a second, I have a business and I have a team, and this is much more than me just serving clients at this point, this is a real thing, and that could be a huge challenge. And that’s really, you know, a big part of why we are even in existence with ultimate advisor coaching. So, you know, Tom, I know you mentioned earlier that, or we both mentioned that you’ve been part of the program for a long time, and we’ve had team members in it, and you know, I think you are one of our longest standing members. So what impact has that had on your practice and your team as a whole?

Tom Fleishel 8:33

Well, where do I begin? I mean, it’s been very impactful. I think the coaching topics on staffing has been some of the most important ideas that we’ve gathered from this program. Because when we first started going through the program, we were barely scraping by. We had a couple of team members. We had one phenomenal person and and then over the time, as we begin to figure out, how do we attract the right people, one of the key parts was adding that integrator, that COO, I’m the visionary. I’m not good at implementing. I’m not good at executing and realizing the fact that I’ve got to have that complimental, complimentary person that’s going to work with me and keep me on track, stand up to me when they need to stand up to me. And so that COO role dawn on our team has been hugely instrumental. We had somebody else that wasn’t quite fitting that role, and then when she came on board, she brought a Marketing Associate that worked at her previous firm. So we’ve got that person. We have a CFO, we have two financial advisors and a client service associate, and we’re searching now for two more key members currently. So one of the key benefits of this program is really helping me get my mind around. You know, what does that team need to look like? How do we balance it all out with the right people? Right? You know, people on the bus sit in the right seats. So that’s been huge. Another big part of the program is just the marketing strategies. You know, we’ve. Are all kinds of ways that we can get our word out there. You know, it’s referrals, it’s centers of influence, but some of the up to date, more cutting edge marketing strategies that have been very helpful building deeper client relationships. Now we’re doing these podcasts, we’ve got blogs, we’ve got social media posts, we do client events, and this new book that we published has been instrumental. And then one more key component has been just building out discipline processes and standard operating procedures. You know, if you don’t have those in place, it’s just everybody’s winging it. It’s all by the seat of your pants. Nobody knows what to do. It’s not consistent, and it’s a little bit of a struggle to get people to buy into those and follow this, the set processes. But I think it gives them more comfort that, hey, well, you didn’t follow the process. You know, this is what’s supposed to happen on this new client meeting. So that’s been very important for us to also develop those, continue to hone them and update them. So those are some of the key points that have really made a difference for us. 

Brittany Anderson 11:02

First of all, we have to, like, unpack some of this here. Because, if you’re listening, as, you know, a newer advisor, or, you know, even somebody who maybe hasn’t quite hit that, you know, next level of success, like Tom and his team have, you know, there’s so much to be said than what you just laid out there. You know, number one, I think, I think back to all the conversations we’ve had, Tom about hiring and team and you know, Don coming on and being your COO and your integrator has been huge. The issue, though, is that oftentimes in firms, they’ll jump too quick to hire certain positions just because they think they need it. So I think that you and your path is such a beautiful trajectory of exactly how things should pan out. Right? You had some team members. You had support, you know, your client service department, you had people that were able to help serve your clients. And you kind of got to this pivotal point where you’re like, I am the cog in the system I can’t implement. You know, you said yourself, you are the visionary. I can relate to that in so many ways. I’ve actually played on both ends of that spectrum, where I’ve been the visionary and I’ve been the integrator. And over time, I realized that, yeah, I have a capability to do some of the integrator duties. But when we go back to and I’m going to have you plug your podcast here in a minute, Tom, because what our guests don’t know was that I was just on Tom’s podcast before this, and we talked about the notion of unique abilities and really helping people. This is a strategic coach term, but find their unique abilities that they, you know, really get excited about, and that they operate best. And sometimes you’re doing things out of congruency with that, and then that gets messy too. So I think that path is so important, and identifying where you’re at in the business and where you want to be can help you make even better hiring decisions. You know for you Tom putting putting Don putting your COO and putting that marketing role, it’s a gamble, right? You didn’t know if it would pan out. You didn’t know what kind of growth it would help, but you took that chance because you’re clear on your future. So I just wanted to pull that out, and then also the processes, processes, processes, processes. We can’t reiterate that enough, because that is truly where you can grow and scale, especially in this industry, consistency and delivery is everything for clients, and I think Tom you and your team have been doing such a beautiful job at delivering on that on a consistent basis. So I just, I love all of it. So you dropped this little tiny, like nuance there where you’re like, Oh, and this book that I wrote, so I have this book, said, book that he wrote, that is a beautiful, beautiful thing, clarity and confidence for life. So can you talk a little bit about what what’s this about? What can people expect to get out of it when they read it?

Tom Fleishel 13:44

Absolutely it’s really a great book that describes, with real life situations, how our trademark planning process has helped our clients. Over the last 35 years we’ve been in practice. The subtitle is more specific, living your financial life by design, not by default. And what we mean by living your life by design is it’s two parts to that. The first is that you have an intentional financial strategy that helps you have the clarity and confidence so you don’t have to worry so much about your financial future. And the second part of that living life by design is the reassurance you get by having that strategy in place, you now have the time and the bandwidth to focus intentionally on the things in your life that really matter, that you can’t delegate to others, like time with your family, your health, spiritual life, your business, your career or hobbies. But of course, there’s things you can delegate, like managing your investments, developing a coordinated financial strategy, tax planning and preparation, insurance issues, and all the things that we want our clients to be able to do, and working with a financial team. So that’s where we’re trying to really drill in with that idea of living life by design. So we believe that when successful families, business owners and corporate executives. Live their life by design. They have the clarity, confidence and the time to focus on those things that really matter.

Brittany Anderson 15:06

So Tom I’m going to peel back the layers here a little bit so I would be curious, because I am a huge believer that there’s magic to getting to know the person behind the work. So when you think about you and your family and your own life. What does it mean to Tom fleischel, to live your life by design? What does it mean to you?

Tom Fleishel 15:31

Well, number one, we love helping people live even more focused on the things that really matter. You know, that’s what turns us on. That’s our team we love. We get jazzed by these things. That’s what gets our feet on the floor every morning. That’s what we do, but to hopefully never experience the confusion and uncertainty around money that I endured growing up. Both my parents were in low wage jobs that provided no freedom of time, purpose or money, those Dan Sullivan things that everybody wants. There was no sense of living life by design. There was no clarity or confidence in what they were doing, where they were going, they could hardly pay the bills. So you can really learn a lot about the importance of money when you don’t have any or barely scraping by. So we were so poor, I bought my first real toolbox set with the S and H green stamps. Now you may not even know what those are, Brittany, because you’re too young, but these were this, like when you get points on your credit card. So when you go to the grocery store, you get these stamps, you collect enough of them, and you have all these things you could buy. So that’s what I did, to collect enough to get my first toolbox. Really cool toolbox. One Christmas morning, I opened my Christmas gift. It was a box with two batteries and a note that said, Tory not included. Just kidding.

Brittany Anderson 16:49

It is the saddest thing I’ve ever heard!

Tom Fleishel 16:52

I’m just kidding. Another reason I wrote the book is that, over the years, you know, as we work with all these different successful people and families, what we find is that they have this concern or feeling that they’re just not being as intentional with their finances and in retirement as they could be. You know, they’re worried they may not be saving enough for retirement or in proper investment mix for their portfolio. You know, they’re often feeling they’re paying too much in taxes than they should be. So, you know, they have this feeling that their advisors, their CPA, their tax person, their insurance person, their estate attorney, are really not speaking to each other on their behalf, and they’re wondering how all these moving parts of their financial puzzle fit together, the 401, K, their IRA, their insurance and state plan. So our team really loves helping make a really lasting difference in our clients lives, and that’s kind of why this book all came together, to really help people live the life they dreamed of living. It’s my hope this book will help more people live that kind of a life.

Brittany Anderson 17:54

So Tom why now? I mean, I get the why behind the book, but why? Why was now the time for you to release this out into the world?

Tom Fleishel 18:03

Well, I struggled with it for quite a long time. I’ve been to a lot of conferences, and I heard about how you should write a book, and I don’t know what it was that really began to get me serious about it, and how the thoughts came together. But one thing that helped me was a book that Dan Sullivan co authored called Big Book payoffs. And what I need is I need a a menu or a script or something that helps me follow a guideline of how to do something I can do about anything, but as long as something, I get a an outline and how to follow something I can do it. And so that book gave me not only the why, but how to get started and to really so I just had a plan. I mapped out my every Wednesday morning, I took my laptop, went home, banged out ideas, put out the chapters, got the things organized, and it really came together. And it was fun doing it, you know? I just felt like there was a lot of creativity that was built inside of me that I couldn’t get out. And that’s what began to unfold as I sat there and began all the things I’ve said to clients over the years. You know, it all kind of came together. And if anybody’s been thinking about doing it, don’t wait just and the fun part, they love you. You have the freedom to put out what they call your vomit draft. And your vomit draft is, don’t worry about editing, don’t worry about how it sounds. Just get out the ideas and get them out there, and then you can go back and edit. Then you can have other people edit it. But the freedom that that gives you to not think that you have to have everything perfect and it’s got to be laid out just right, no, if we do it that way, if we expect that, it’s never going to happen. So you just got to jump on it and just do it. And so, you know, again, some of your you guys coaching to the program and other people’s ideas and how they’ve gone through, it was a good motivation for me to get it started.

Brittany Anderson 19:52

You know, I think the the thing that’s been the most fun from for me, from an outsider looking in on this project, is how excited you’re. Team has been around the launch to this book too. You know, having conversations with your COO and she’s like, you’re never gonna believe it. It’s in publishing, it’s in printing, it’s here, it’s live. And I feel like I’ve been anticipating this for years, so it’s just so exciting to finally have it come to fruition, and to see your expertise kind of captured all into one space. And I think, you know, Tom how you said that if anybody listening is think of writing a book, it’s definitely something to pursue. Again, I’ve stressed this so many times. We just talked about this on your podcast as well, but I think that everybody has a book in them. And I think we all have stories and, you know, ways of impacting people that can absolutely make a lasting impact on anybody who reads it, who indulges, who consumes. And so I think that if you’ve got it in you, if you’ve got that little itch, there are so many different ways that we can, you know, do this, that you can put out a book, and it doesn’t have to take years and tons of head down writing and all those things that make it feel really stiff and uncomfortable, they can actually be really fluid, and the process can be enjoyable, kind of like what you experienced Tom you had this creativity built up, and you’re able to kind of let it out through a book. So I guess my next question is, is, it’s very obvious why somebody looking for support in retirement or support with their finances, it’s obvious why they should read this book. I think that’s a no brainer at this point. Why should an advisor listening to this read it like what would be in it for them?

Tom Fleishel 21:35

I would love people to read this, because especially folks, run into what we call a ceiling of complexity, keeping them living life by design, or they don’t have an intentional strategy going forward, even in their practice. So this, this book has got some great thoughts about how we’ve overcome some of the challenges, some of the issues that we’ve dealt with, with client situations, how we’ve helped them. The last chapter is one of my favorites. It’s, you know, every money has a purpose. What is yours? And so I’ve got some tools and resources in there about what does your future look like. But I think the ring reason people should read it, if you’re an advisor, that we believe progress in life is all about moving from inertia and uncertainty, even disbelief, into the now imaginable and possible. It’s about pressing through the doubt and fear possible failure and keeping focused on your bigger and better future. So, you know, that’s what an advisor could take away from this. Because look, if I can do it, you know, I’m, I’m just a little guy here from Central Florida to land Florida. You know, I didn’t have a lot of training than doing this. I love writing. I do have, I feel like a gift for that. But even if you don’t just again getting too serious about moving forward, taking a step, taking a risk, I think this book will help motivate other advisors to get serious about some of these types of things that they know they’ve been wanting to do for quite some time.

Brittany Anderson 22:58

You know, I think that you bring up such a great point there Tom and that all too often, advisors, and we’ve seen this happen time and time again. You know, you spend your life helping other people to pursue their dreams and their goals and all the things that are important to them, and sometimes we forget to do that check internally and to really look at what we want, and you know what what you want to see for your future. So I think that, you know, indulging in a book like Tom’s here again, it’s clarity and confidence for life. I think that this is just such a great read, and it’s such an it’s a quick read, it’s an easy read, and it’s so impactful in so many different ways. So Tom, I want to give you a chance to plug something else that you’ve been doing, and that is your podcast. So can you talk a little bit about the inspiration behind the podcast, what it’s called, where people can find it all those good things.

Tom Fleishel 23:49

Okay, so the same thing is clarity and confidence for life is the podcast as well, and it’s really all about for us, helping clients get tuned in on all kinds of great topic. So, for example, we’ve done things on on cybersecurity. We have a guest panelist to speak on cybersecurity from our home office that has drilled in on we’re having a lot of clients that are getting scammed on all kinds of crazy things, and as people that are very intelligent that fall for some of the dumbest scams I’ve thought, you know, couldn’t believe so that was one of the ones we wanted to put out there. We’ve had caring for aging parents. It’s not a lot of financial stuff on this podcast. There’s some things we go into, we talk about taxes and we talk about certain things, but a lot of it is just general concepts and ideas and real life situations that people are dealing with. So that’s what motivated me, I really wanted to put out some extra content out there that people could benefit from. Bring in great panelists like Brittany Anderson and all kinds of other people. So that’s what’s been fun about it. They can go on our website, and it’s on our resources tab on Fleischer financial.com Awesome, and you can go to any of the podcasts that we’ve recorded in the past. So there’s some great, great topics that we’ve done over the years. So it’s been a lot of fun.

Brittany Anderson 25:08

Yeah, and I think you bring up a really good point here, Tom, and I’m going to add to it, is that, you know, the opportunity to have great conversations with interesting people is hands down, the best part of a podcast, you know, being able to have even this space today, where Tom you and I can talk and, you know, I learned things about your past that I didn’t know before. So, you know, I think it’s, it’s creating that. And you’ve used this word too, and I love this word, but it’s that intentional space, you know, I think too that, if you’re, you know, going through what Tom just shared about the podcast, where to find it. The other thing I keep in my mind as an advisor is, as you’re listening to people that are interesting, you can reach out and make contact with these people, and then you have an intention behind it where it’s like, Hey, I heard you on Tom’s podcast. I’d love for you to come on mine, or I’d love for you to do a presentation for our clients, or any of those things. So I think that we have such a great opportunity in the industry that we’re in to create that really collaborative space where, you know, essentially, we can learn from each other, and we can introduce each other to great people, even if it’s inadvertently through a podcast. I think that it’s all about collaboration and sharing, and that’s how we all get even better, versus kind of that world of feeling like we have to be the lone wolf and go at it by ourselves, and it just it just doesn’t get us as far. So Tom all of that being said, if people want to get a copy of your book, they want to get in touch with you. Where do they do that? What does that look like?

Tom Fleishel 26:39

Well, amazon.com, is going to be the best place. We have an ebook. We have a paperback and a hardback version. They can also go onto our website. And there is a QR code right on our front page of our website that they can zap and get to the get the link to Amazon. So that’s the best way that they can get a copy of the book. Awesome.

Brittany Anderson 27:00

I highly recommend anybody tuning in go grab a copy again. This is, I have this book for anybody that’s watching versus listening. I’m holding it up, clarity and confidence for life. It’s living your financial life by design, not by default. This is, it’s just such a great read, Tom, and I’m just so proud of you and your team and all of the amazing things that you guys contribute to put out into this world, and I just can’t wait to see your continued success and and just all the great things that are to come. I think that you know, for so many people that are high achievers, that are growth minded, the best is yet to come. This isn’t you know you’ve got so much ahead of you, and I think that you’ve got a great team aligned behind you to help make it happen.

Tom Fleishel 27:45

Thank you.

Brittany Anderson 27:46

My last question, which, for those that don’t know, this might be incentive for you to go listen to Tom’s podcast, is he totally asked my question, which I can’t even say it’s my question, because I’ve heard it from other people on podcasts, and I love it, but it totally it caught me off guard, and it was so funny. So Tom, what haven’t I asked you that I should have,

Tom Fleishel 28:08

I think, a question that a lot of other advisors would like to know, if you’ve been in your career a long time, and you kind of, you know, getting towards the ebb and flow of maybe towards the end, you think it might be getting close. How do you stay focused, and how do you stay engaged? And how do you push through the pain and sometimes the boredom, sometimes the monotony of what we do every day, and for us and for me personally, it’s really I’m having much more enjoyable time now, really drilling into a deeper level with our client relationships, we one of the things we’ve known we wanted to do for quite some time is kind of a mind map concept, where here’s your world and here’s your family and here’s all the different things that are going on in your life, not just your finances. So we developed this thing called the total Client Profile. Chazelle and our team is a graphic designer, so she came up with a really cool PDF document that does this, but it’s in the center. It has their, you know, the Jones family, and then it’s got a section for values. It’s got a section for important relationships. It’s got a section for the interests and hobbies that they want to do. It’s got a section for other advisors that they’re working with, their CPA, their accountant, they’ve got a section for assets, which is this new tool called asset map, which has really been instrumental for our clients. It’s a one page document that has all their assets, liabilities and their income by spouse and together on one single sheet called the asset map, and so we have that link document to that, and then their goals, and we use another thing called the financial life planner that links that to there. So that’s been fun, because it’s engaging clients on a much deeper level than we’ve been able to do before. You know all those different aspects of their world. They know now that we get them. Yeah. And before, you know, we just were kind of on a little bit of a more superficial level, yes, how’s your family and everything? But now we can understand them a lot better, where they’re coming from, what’s important to them, what their values are, and what drives those decisions. So that’s been a fun way to us to get a little more engaged with our clients and to take it to another level.

Brittany Anderson 30:19

I love that, and I think anything that we can do to enhance and deepen that client relationship, and, you know, you bring up, indirectly, a great point Tom too, is that, you know, sometimes the day to day, it can feel monotonous, and it’s interesting, though, because there’s always weird things in our industry. There’s always curveballs in a day, but your actual daily activity can feel pretty monotonous. You know, you have client meetings, you might have a couple internal meetings. You have your emails to check and then rinse and repeat day after day after day after day. So I think that being able to give yourself the space and part of this goes back to having a great team to kind of come up from your desk, kind of take a breath and really look at working on the company versus in it can help you be innovative to the way that you just said. So you identified an issue. Yeah, we were, you know, kind of surface level. We did ask some questions. We had this going on, but now is our chance to go even deeper and create even more opportunities, which I think is, you know, such a phenomenal addition to how you serve people, and it’s a testament to the culture of the company as well. So Tom, thank you so much for your time today. I so appreciate you and all of your work and just all of the great things that you’ve put out in the world. Thank you, Brittany, it was a lot of fun, awesome. Well, that wraps up today’s episode of the ultimateadvisorpodcast. Com, be sure to like and subscribe so you’re the first to know when the next episode drops. We’ll catch you right back here next time. Hey there. Brittany Anderson, here, if you are loving what you’re hearing on our ultimateadvisorpodcast com, don’t keep us a secret. Share us with other advisors that you think would benefit from the messages that you are hearing. The easiest way to do that is to simply send them to ultimateadvisorpodcast com, and if you want to learn a few other ways that we could potentially serve you as an advisor. Go check out ultimateadvisormastermind com, as always, we are so happy to have you here with us as part of the ultimateadvisormastermind com, we look forward to a continued relationship.