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From a Roast Beef Sandwich to a Blue-Collar RIA with David Wiedmeyer | Financial Planner Search · Financial Planner Search

• Chase: All right, David Weedmeyer, thank you so much for joining me on the podcast today. I've been looking forward to it. David Wiedmeyer: Absolutely, Chase. Thank you for having me. Chase: Awesome. So let's jump right in. Tell us a little bit about your practice and what you specialize in. David Wiedmeyer: So I own a fee only RIA located in Lebanon, Ohio, which is just north of Cincinnati. we specialize in predominantly millennial and gen X clientele and people that are just looking to engage with an advisor on an ongoing basis more than anything. But we do we do manage assets also at the same time. Chase: Why did you decide to specialize in millennials and gen X specifically? David Wiedmeyer: predominantly from being sick of the other end of the spectrum from working in the industry. and then just seeing that there's just such an opportunity. So most advisors, especially the Wirehouse and more AUM centric. firms will focus on people that are older, where the advice is actually needed younger, and the subscription model that we utilize is better suited for that demographic. And so that's where we decide to focus our time. Chase: Interesting. How and what inspired you to to do this, David? What's your story? Tell tell us the origin story. David Wiedmeyer: Yeah, so I s I told this on another another show. my origin story for the the industry is a roast beef sandwich. So I was trying to figure out what I was doing when I was in undergrad. had a lot of opportunities. I was going to Miami University, getting my degree in finance, but I wanted to figure out like what we were doing afterwards. And back when I was in school, and you you're probably Too young to remember this, Chase, but there was a time where Arby's had the original five for five deal. Well, it wasn't at that time when I was like twelve that I was like, I need to be a financial advisor. instead, it's when they brought it back. And so they brought it back and it flashed me back to a story or a a set in my mind when my mother was feeding all of us. I'm the oldest of three and They they were going my my parents were going through some strife. my dad was a over-the-road trucker, had been in an accident, and things were just tight. And so we went to Arby's, she got the five for five deal, bought five cheddar and beef sandwiches, which are the best ones, curly fry and a large drink, and then doled them out. Well, I got two sandwiches, my brother got two sandwiches, and my sister got a sandwich. And I just remembered sitting in the front seat. trying to give her a sandwich and her not wanting it and then how I felt. That was my flashback when I was sitting there. It was like God came down and dropped it in my memory bank. But I remember how I felt and I just told myself at that moment I'd never wanted to feel that way again or have my kids feel that way. And then decided, well, I never want anybody else's kids to feel that way either. and that's what has driven me into the profession and focusing on results. For clients more than anything, and it's really been my mission ever since. Chase: David, that's a powerful story and unique. how would you say that experience shaped the way you approach your your practice today? David Wiedmeyer: So that's probably why I'm really obnoxious about planning. so I got my graduate degree from Kansas State in personal financial planning. I'm a CFP. I spent time as management teaching financial planning. I believe everybody needs a financial plan. And so that's where we start. I focus that with everybody. We give it away for free in the in the firm. So part of our process when people are coming through. is we will actually do a financial plan for them and then deliver that and then what from there we give them a proposal because it's not the plan so much as it is the implementation that's important. And so going through and having those feelings and believing people need a plan, that's where we we ended up being fee only, planning centric, subscription model, it it all leads from that. Chase: And so initially excuse me, initially after you graduated, did you first start working with those wirehouses and the bigger firms? Was that how you got started in the industry? David Wiedmeyer: So my my start in the industry was actually with Mass Mutual. went to learn how to sell insurance. I I had applied to be a Merrill Lynch. That was coming out of college, that's where I wanted to go. and they were in a hiring freeze at the time. And so went to Mass, spent about a year there, and then got a call from Merrill and went and worked for them. during that time. Got all the series licensing, all those things, learned how to talk to people about their retirement and income planning and started that planning process. And then I also started in my master's program. And so that helped to develop the the mindset. Had an opportunity then to go independent with another advisor and went with him, opened up a shop. Now he stayed within the broker dealer space. So we were still constrained on what we were able to offer and do. moved on from there and went to Prudential, spent a year at Prudential, advisors as an advisor, and then took a promotion to the regional director role. got burnt out on that pretty quickly and then decided to launch KLD Wealth back in twenty twenty four. Chase: What was the moment where you decided, no, this this is this is it? This is I'm launching my own thing. I'm launching KLD. David Wiedmeyer: Well, it's so part of it was my like divine. so I was already getting burnt out as as a member of management and then had a an impasse with prudential, and so ended up leaving there. And so I had the opportunity to go and work for another major corporation. You know, was recruited by multiple places to come work for them, or to go ahead and start my own RAA, which The irony is is the mechanics of the RIA that I have now, which we meet with people virtually, we focus on planning, things of that nature. I actually had a concept when I was in undergrad. I called it money squirrel. It was ridiculous, but it was meeting people in this space where they were on a regular cadence and then just billing them on a monthly cycle. And it just all came back and said, we're gonna go ahead and and do that. you know, I had the support of family, friends to be able to do those things. And that's when we we stepped out and and started K L D Wealth. Chase: was again you said money squirrel? David Wiedmeyer: Money squirrel, yep. Chase: And so do you did you kind of carry that idea of money squirrel kind of over into what you do now? The ongoing thing? David Wiedmeyer: yeah, a lot of a lot of the so I thought it'd be a great niche to do over the road truckers and people that were, Chase: Okay. David Wiedmeyer: you know, moving across the country. Cause that's again, my my dad, that's what he's done for 40 years, is you he drives line hall, drives semi trucks, and they make a lot of money, but so many of them retire poorly because they don't take advantage of a lot of the systems that they have available. So I say if I can make this an economical way, meet with people where they are instead of having them come to me, you know, in a in an office, that'd be really cool. And couldn't quite get it figured out, you know, 10 plus years ago. But technology has advanced and then with COVID, it became really easy because everybody got comfortable meeting virtually. And that's how most of our clients meet is via Zoom from wherever they are. Chase: And how did it go, finding clients among the the truckers? Did that actually come to fruition or has it evolved over time? How to reach those guys? David Wiedmeyer: Nah, still haven't figured that part. I still haven't figured that one out yet. I would love to be able to. Yeah, it's it's a little it's a tricky bunch to get in front of. Chase: yeah, I know. I have several family members who've done the same. man. now you mentioned God dropping that, you know, something in your in your lap or you know, or an experience being divine. Does does faith play a large part in the way you you deal with your practice and the way you you deal with your clients? David Wiedmeyer: So I keep that more to myself. you know, that's that's my guiding light more than anything. and I I just believe that I'm I'm put into a position to help people, and that's that's from me. I wouldn't say our firm is you know faith based. however, we do help clients meet whatever needs they have. So if we have someone that comes in and they're like, we want invest this way or we don't want to have these things. it's very easy for me to meet and I understand it. I won't push back or argue. or one of the things that I experienced a lot when I was especially in the wire houses is there was like a an animosity towards tithing for some reason reason. or at least in my experience. And it's one of the first questions we ask and then we ask people how to they want to continue to support it. So it's understanding more than anything. But we we don't actively market that way. Chase: Well on that note, let's dig into the kind of person who comes to you. How d how would you describe the the average kind of person who comes to you? David Wiedmeyer: So we we have two kind of sets, and it's it's interesting because it's it falls almost into demographics perfectly. So we have the group that I would call the validators, and then we have the group that's the delegators. Ironically, the delegators are typically the Gen X clientele, and the validators are more the millennial and younger. So they want to continue doing things themselves. They want just the ongoing advice, the coaching. They're really interested in the the subscription model where the Gen X clientele are more towards the hey do it for me. either one we work with really well. It's just how we we've designed the firm because everybody goes through the same process in the beginning. You will go through an initial plan and then then we have a cadence that people fall under. And so we'll we'll typically get people between the ages of 30 and 60 They're doing well in life. So they're making $150,000 and up in their household. They're typically married. They typically have kids. professions is kind of across the board, but we have started to really narrow in on a niche around blue-collar workers and federal employees, is what we're spending a lot of time talking to. and that that's been the probably the most interesting of of our findings here with marketing and the the clients that we've been able to attract. Chase: Interesting. Do you have a theory as to why? David Wiedmeyer: I think it's personalities for one. I am a very direct person and the other two planners that work within the firm are the same way, and then we all come from a blue-collar black background and the people that were around. The other part is has probably to do with where we are geographically located. so Lebanon, Ohio is just south of Dayton, Ohio. There's a major Air Force base there. right patterns air force base and there's a lot of people that work within the public sector around it and they're looking for advice the other spot that we have a lot of attention is around Louisville Kentucky and that's got Fort Knox and so there's there's that portion then my dad's a truck driver my mom is in real estate the other planner we have his dad's a farmer and his mother's a former teacher And then the other planner, his dad's an electrician and his mom is a a county auditor or works for the auditor or the recorder's office. and so we have exposure to those places and we can talk very quickly and easily. We understand it. and I think that's what resonates with with people when they come in. Chase: Makes lot of sense. do you have a difference in the way like you mentioned you have the the delegators and the validators? Do you have two separate processes or two separate service models for each, or do you kind of follow the one and then kind of branch off depending on what they need? David Wiedmeyer: It's a yeah, and that's a great question. So that the validators are typically clients that are gonna do the ongoing planning and just pay a subscription. they're pulling the levers. So they're and that it's predominantly around investments. they'll typically go and get life insurance or their trusts done or you know, whatever recommendations we have, they'll go do it. there's a level of DIY. The delegators are typically people that move money to platform, have us manage their assets for them. And then we're setting up time to meet with an attorney and an accountant on down the line. that's the the main difference. The process is the same for everybody though. Chase: Okay. And what do you think is the difference in the way they think? Like what's the underlying fear or desire or or thought process there in the delegators versus the validators? David Wiedmeyer: Well, so as far as the the delegators, I think that that there's an animosity 'cause that's typically a an older demographic. You know, those people are between age of fifty, sixty. They've gone through a lot of stuff. Institutions they don't really trust. and so they've held out as long as they could, and now they're getting worried about retirement and not being successful and being able to retire is the is the primary focus. And so that's that's one of the big conversations we have. Where if you flip over the millennials, everybody thinks investing is really easy. you put money in the market, all it does is go up. And that's more from experience than anything. We've had one of the greatest bull markets ever. And so there's a bit of psychol psychology in there. and then when we start leaning in and looking at what the investments are and having conversations around that, we have a lot of people that start as validators and become. delegators, because they're they've realize they don't know what they don't know and that they're outside their depth a lot of times. Chase: So what are some of the questions that your clients typically ask when they meet you for the first time? Like what's keeping them up at night and how does it vary, how does it differ between the the two demographics you work with? David Wiedmeyer: Yeah, so everybody asks the same questions like when or can I retire? That's a real common one that we get. how much do I need to retire? which is a reason why we do planning. and that's one of the concerns people will very often come. But the big one that we have a lot of success with helping people on is around taxes and tax planning. Not only in the future, but today. And that's just where there's look not a lot of DIY can really be happening there without really getting into it. So people ask, you know, how do I pay less taxes today? How do I lower my taxes in retirement? can I avoid paying taxes in general? You know, that one's kind of tricky. then we start getting into some of our blue collar clientele where they own their business. Am I being efficient with my taxes? am I doing the right things? It's it's predominantly retirement income planning and tax planning is what we have the most questions around when we initially talk with people. Chase: And so what's a typical situation that you will you'll lead them through? Like do you have any do you have any specific stories for each that kind of stand out in your mind? David Wiedmeyer: Yeah, so I mean we we've been doing a lot of tax planning over the last two years. We've leaned into it really heavily. So I have I have two recent clients. one earlier this year had had a relationship, they're on the older end, they're getting towards 50. and they had worked with a client or an advisor for over a decade, doing very, very well. the household's making Well over $300,000 a year. And what triggered him was he took his tax return and dropped it into Chat GPT and said, This is, you know, what I'm doing. And Chat GPT started asking him questions and he couldn't answer them. So then he said, I want to go meet with someone. We met, and within a meeting, I was asking him a lot of the same questions that Chat GPT was, and he couldn't answer. And what we found out was his advisor had been doing backdoor Rothkin conversions incorrectly. And so he has a substantial issue. and that was one of the first conversations. So That was something to clean up and then to make sure because they they have a goal to retire before well well before 60. And they're on track, but this is gonna throw a little bit of a wrench in there. So we're able to get through and fix that problem. you know, partner with the CPA, do the math, get the corrections done, and then do it correctly from here going forward. in fact, most people don't need to do backdoor Roth. They just need to maximize their 401k and what they can put in the 401k first. so getting people to pull the right levers, and that was one of the cases where it really, really stood out. and then the other couple that we just worked with, they are worth almost a million dollars now. They're not even 30 yet, but they have just been piling money into Roth. and that's leaving a lot of life credits on the table, is what I call them. so they've been paying so much in taxes up front because they're so worried about the tax boogeyman down the road, but they keep making more money. And so it's getting to a point where there's actually a break even. The math would work out better if they put their money into pre-tax versus Roth. And so we've set them up in that the correct allocation and how to do that. Show them what the projections look like, why you want all three buckets of money, as opposed to just packing it all into Roth. And they're really happy. Now the first one is a delegator and then the second one is just a validator. You know, they have well almost a million dollars. We're not managing any of their money, but we're helping them to get into a better position and then correct it over time and then help them with the coaching to make sure they're not making silly mistakes that are super avoidable. Chase: Wow, it sounds like they're doing really, really well too, like not even thirty. That's great. What do they do for a living if I may ask? David Wiedmeyer: Yeah. Engineers. Chase: Engineers? Bah. Really, s really, really smart people. David Wiedmeyer: Yep. Engineers scare a lot of people away. They scare a lot of people away. Engineers do. I I love working with them. Chase: Well it's because they ask a lot of questions, right? David Wiedmeyer: Yes. And they understand the analytical side. So if you start explaining math or statistics, it's easier for me to just jump into that nerd role. it's it's not saying that I can't come to the other side. It's just I I have a heart of a teacher. I want I want you to learn and understand. Like before I got on this call, we had someone call and say, Hey, we're on autopilot, we're doing so great. we want to pause our ongoing subscription. And that didn't hurt my feelings. because we got them to where they needed to be. And they said, hey, you know, time out. We're just gonna we're gonna hold off on this. We're gonna come back here in two years and we'll work with you when we need this. They they're essentially moving to delegator. But we've taught them enough and they are comfortable with it enough to where they can move off our our our platform for now. it doesn't mean the door's shut to them or anything like that, but That makes me feel really good. It's like ironically, right? I've lost business, but it doesn't hurt my feelings because I know I've done the good. And this is that spiritual side, right? usually if you have that, another door opens because you keep putting out the the positives into the world. Chase: So they're at a place now basically where they're not gonna necessarily have to resort to the five for five at Arby's. To put it that way. David Wiedmeyer: That's right. That's right. They're in a an amazing spot. Chase: That's awesome. So who is it who you would not work with? What's a what's what's someone who would come along and say, I wanna work with you, but you would say no, I'm I'm not going to work with this person. David Wiedmeyer: Yeah, so people that are averse to tech, technophobes, we're not a good fit for. I so people that start are in the the that what we call the boomer, you know, demographic generation, Chase: Yeah. David Wiedmeyer: a lot of them will go, I don't have an email. Well, this is gonna be really a tough relationship. that's that's a really common one. People that don't want to meet, we're not a good fit for. if you're looking to for stock picks or just that one off advice, we're we're not a a good fit for any of those those clientele. if we meet with people and say they're like right out of college and they just need to you know get their job and just get started, that we're we won't bill them or start, you know, we'll have conversations. We have free material on our website that people can go through and read and and set their stuff up. And that's something into the next few years I really want to develop more. Is just to have that free, those free resources out there through our lens and allow people to use. But we work with most people. If if they're coming in, they want to learn, they wanna get results, and they're willing to pay a fee, right? Because we don't sell products, so and we don't work for free. so that's usually one of the catches. Cause we've had people come in that They want us to work with them, but then they're like, well, I just want you to manage my money. Okay. Well, how much do you have? Ten thousand dollars. We're we're we're making a hundred bucks a year. That doesn't make sense. You'd be actually better served using, you know, the vanguards of the world and just investing and keeping going. then if you have a general question, we're happy to answer it, but we're not gonna be in an ongoing relationship with you at the moment. Chase: So, how excuse me, how often do you find yourself having conversations with with the people you don't want to talk to versus the people you do want to talk to? Those initial conversations. David Wiedmeyer: Yeah, when I first started the firm, I had a lot of those conversations with people that weren't a good fit. because I hadn't really dialed it in quite yet. but now it's pretty blatant on our website. We we tell people if you're you're a good fit if you want these, and you're a bad fit if you're here. and so we're able to get way more narrowed in. last year of the initial people that went through our initial process. Forty percent of them became clients. Chase: Nice. David Wiedmeyer: So that's a number I like and and we can continue to work with that tells me we're finding the clients we like to work with that make sense, that are profitable for for the firm because that's that's a key. You know, we we're not a Fortune sixty seven company, you know, where the economy of scale allows per client cost to be four dollars a month, you know, like a very small number. We have a number we need to hit or we're we're not able to serve. because if I'm constantly just trying to add clients and just talk to a volume game, I can't dedicate any time to solving more complex problems. And that's where we provide a lot of value for clients is being creative or having those longer conversations with them so they understand their situation and they can move off of maybe something that is ingrained in them. And that's that's what's really helped was putting up those those green light, red light on the website and Chase: Filters. David Wiedmeyer: people come through and have a conversation. So Chase: So sounds like you deliberately limit your book, and that you limit the number of people you work with to just people who are the right fit so that the people who are the right fit get their get their best from you instead of you being spread thin across, you know, playing the volume game, as you said. David Wiedmeyer: Yep, that's right. Chase: Where do you typically find your clients or how do they typically find you? Where do they come from? David Wiedmeyer: So we we do have quite a few referrals from our our clients that are very happy with the service we provide and they've become raging fans, which is always awesome. that's one of the things we really push and we we keep people top of mind. But then the other spot is our website. So just SEO, people Googling, you know, fiduciary, near me, CFP, financial planner. A lot of people come through that way. but then we're part of the XYPN. network and we get referrals through there. So they find our profile on the XYPN find an advisor. And then those are those are some of the funnest clients because those are already people that are looking for a fee only advisor, CFP, have an idea because it says right on the website, on on the portal, here's who we work well with, here's who we don't. and so though those are conversations where we typically come in. I don't have to worry about pricing as much with those people. they they know there's some sort of fee coming in. the ones we get through the website just depends on where they fall on the fall on the website. So if they go right to the top, get started, click and go, those are typically the people that haven't read through anything. the people that have gone through and go through say the pricing page, those are people that are already are very aware of our process, how much we cost, things of that nature. So those are typically more They're smoother initial meetings. Chase: Interesting. That might be an opportunity to to check out. when it comes to your practice, where do you see it in the next one to three years? What's your vision? What are the goals that you're working on? David Wiedmeyer: Yeah, so and this has been a discussion we've had internally. I am of the adage that we're not going to be a volume shop. So it doesn't make sense to have a thousand households to three planners. That does that does not make sense. And so, you know, coming up with a number to limit how many households we have, I can I'm pretty confident we're will we will double the size of the firm. to a hundred and fifty total households. we're at seventy two now. in the next three to five years. I could see us tripling our AUM at a minimum out of that. because we we continue to move up market. it and that's predominantly from one cost. so peop people that are coming in looking for free advice, we tell are not a good good fit. But then the people that are coming in are willing to pay for the advice, they're staying and they're they're going for the long term. So I would love to have this firm pretty frothy to where we can start adding advisors after that hundred and fifty and then capping it maybe to fifty or seventy advisors. The catch there is you can't have those low volume, low revenue households. It just wouldn't make sense economically. And that punishes the client base. so that that'd probably be where the focus is right now. Chase: Awesome. And is there anything that is kind of standing in your way between here and there? Is there any challenge that you're facing with that? David Wiedmeyer: I think I think it's most common for firms is just getting that consistent lead flow and and having your marketing in place that allows you to just let people that need you, that are looking for you, that need you find you, and then being able to have a conversation. that's our number one constraint here at the moment. We have great systems, we can take care of clients, we have the technical know-how, all the services are here. it's just getting people to know that we're here. and so that's something that we're working on very much so. Chase: Yeah. It's important. Increasing your online surface area, so to speak, so you're easier to find. David Wiedmeyer: That's right. That's right. Chase: as your practice has grown, are there any programs or people or training that have shaped your approach positively, and how you impact your clients? Is there anyone you'd like to give a shout out to? David Wiedmeyer: So I was one of the first few people to use a piece of software called Time. It is now called Hazel. it is owned by Ultraist. that is one of the greatest tools ever created. it's an AI note taker. and what that allows us to do is have absolute total recall and not miss things for clients because we are human. the other part is it allows us to be engaged with our clients and having conversations, not writing down all of our notes to where we're constantly, you know, filling something out. I have a bald spot on top of my head and I prefer people not to see it. Ironically, it's you know, a little tongue-in-cheek joke. but that has been a fantastic tool. And then what it's allowed us to do to keep in touch. and send reminders and send summaries and making sure that our clients are taken care of. It's taken a lot of the administrative load off. and that has been wonderful. I've had great conversations with clients about it. They love the summaries and we don't forget things, which is the most important part of what we do is we cannot forget things. So if we say we're going to do something, we do it. and for us to do it, we need to write it down. And so that's how we can capture that. Chase: That's awesome. We actually do the same thing. So shout out to the team at Hazel. Awesome. And so let's say, David, that I I come to you and I'm and I want to become a client today. What's the process? Like what does onboarding look like? What happens in the first four to eight weeks for me? And what does it look like to work with you over the course of a calendar year? David Wiedmeyer: Yeah, so we we take people through what I call the KLD total wealth process. So it starts with an initial conversation. That's 20 minutes long, it's typically on Zoom. and the idea there is to see is do you need our help? That's it. and if the answer is yes and you you're a relatively good fit. So we're not even really qualifying people there. It's more of a hey Is Chase a good guy? Do we like to talk to him? Could we work together? Chase: Like David Wiedmeyer: We get the good vibes. All right, now we'll start in our process. From that meeting, we'll schedule what I call the discovery. And in between there, we send you the KLD, KLD intake form, which is all the information we need to help create that initial financial plan. So once you've completed that, we have the discovery meeting. We ask additional questions to uncover. any gaps we see, any additional questions. Then from that meeting we'll schedule what I call the strategy session, which is a plan presentation. During that plan presentation, we go through your plan. We leverage Write Capital to create our plans. We give you a one-page summary of all the top points you need to cover. And then we also give you a proposal. The goal of the strategy session is to show you where you are and where you want to be. That's it. So if you have additional questions, things like that, we wait until the next meeting, which I call the sleep on it meeting. So we give everybody their information, Chase: Nice. David Wiedmeyer: their planning. It's a lot to digest. I can talk for the entire 90 minutes if you allow me to. But that allows people to do their due diligence. We meet typically a day or two later, and you've already had your proposals. We've already told you how we intend to work with you. And from that meeting, we can decide are we working together or are we part in ways as friends? We also do any additional modifications you want to see to the initial plan and just to cover the bases. that that's what we're we're focused on. If you say yes, then we send over the client agreements. If we need to open any accounts for you, we'll send that. And then we also schedule your initial onboarding. And so the initial onboarding is about 45 minutes long where we go through, we connect everything to Right capital, so all of your accounts. We make sure that you understand how to use the software. We show you through the vault. We show you through altruist, we show you everything you need to so you're comfortable engaging in our systems. And then also during that meeting, we'll schedule your next seasonal review. And so we do seasonal cadence. So it's winter, spring, summer, and fall. during the winter season, we talk about cash flow, any debt obligations. That's where we'll analyze. Would it make sense to recast your mortgage or things of that nature is during that first meeting? During our second meeting is in the spring, where we review your tax return. So if you've had somebody else do it or you self self-prepared it, we will do a review of that tax return, make sure that you captured everything, that we don't have anything missing, like you know, Roth conversions, backdoor Roth conversions that weren't properly accredited. things of that nature. And we'll then figure out a projection going into the the summer. The summer session is typically around risk management. And so we'll go through and we shop your home and auto for you. So we partner with independent brokers that allow us to go and get you quotes so you're not getting 35 phone calls and 30 seconds of clicking something online. And then we find you the best one, make sure it fits for you. Life insurance, disability, all of those things. It doesn't take very long to do those calculations and see where people are. But we check those on a regular cadence. and it's typically in the summertime. And then in the fall, that is our end-of-year tax planning. So if we're doing Roth conversions, anything for the end of the year, you need to adjust your wage withholdings. we do projections there. but from onboarding your schedule to that first one, and then you're into that annual cadence. That's seasonal. Each one of the meetings, we will cover your retirement income planning and investments. our discussion through through all of those meetings. The goal is to make sure we're proactive and we're getting ahead of any issues as opposed to you telling me something's wrong. that's what the real goal is. And then helping to provide value. Each of those meetings gets its own summary. So you already know what we're gonna talk about, what we reviewed, where we are, things of that nature. And then at the end of the year, you get a year end summary so you've seen everything that we're we've done for the the entire year. That the the the most important meeting though is probably that strategy session, that first strategy session, because that sets the basis for where we're going for the whole process. Chase: So for someone listening who sees themselves in the dis the the people we've talked about today and the situations we've talked about today, who wants to get in touch with you, where where should they go and what should they do next? David Wiedmeyer: Best way to get in touch with with us is to go to KLDwealth.com and click get started at the top of the homepage. Chase: Awesome. David, thanks so much for joining me today. It's been a great conversation and a pleasure. David Wiedmeyer: Absolutely, Chase. It was a pleasure.