Latest / The Efficient Advisor: Tactical Business Advice for Financial Planners / 221: Growing a National Niche Empire - Advisor Success Story with Guest Nick Daugherty

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221: Growing a National Niche Empire - Advisor Success Story with Guest Nick Daugherty · The Efficient Advisor: Tactical Business Advice for Financial Planners

• 0:00
  Speaker 1: Who doesn't love a good underdog story?
• 0:02
  Speaker 1: Everyone does.
• 0:03
  Speaker 1: Everyone loves it.
• 0:05
  Speaker 1: Everyone loves to see when good things happen to good people, and today's episode is exactly that, but with a healthy dose of takeaways and practical ideas for you as you grow your financial planning business.
• 0:16
  Speaker 1: In this episode, I'm interviewing an advisor who started off selling senior trips like that's what he did professionally.
• 0:22
  Speaker 1: He became a police officer and then built a financial planning empire by working with what he knows.
• 0:30
  Speaker 1: Today's episode is the ultimate power move in niche marketing and what it takes to grow, scale and build a national brand.
• 0:38
  Speaker 1: But what I love about Nick is that he's so self-aware.
• 0:41
  Speaker 1: Nick shares the hard parts about scaling and some of the struggles that come along with moving from advisor to CEO.
• 0:48
  Speaker 1: Nick shares how he brought in a bunch of different coaches and mentors into his life and business to help him avoid mistakes and to build up his weaknesses and then makes his strengths strengthier.
• 0:58
  Speaker 1: If you want to be inspired, convinced, to narrow your market and, straight up, be impressed, this is the episode for you.
• 1:05
  Speaker 1: And look, I know you're here because you know it's possible to have the energy left over for your family at the end of the day and at the end of the week and still have your dream business.
• 1:28
  Speaker 1: You know what I'm talking about the business that you are running instead of it running you.
• 1:33
  Speaker 1: If you're new to the Efficient Advisor, welcome, I'm so glad you're here.
• 1:37
  Speaker 1: I'm Libby Grywe and I started from scratch, built and sold by age 37, a 100% referral only planning practice that I grew to seven figures as a solo advisor, all while working just three days a week and taking off 14 weeks a year so that I could be a super present mom, wife, friend, sister, daughter and, frankly, a travel obsessed human who enjoyed taking her vacations.
• 2:00
  Speaker 1: And I'm here just to walk alongside you and just show you how to do exactly the same right To help you take immediate action on very tactical strategies for scaling, organizing, creating less stress and overwhelm in your business.
• 2:12
  Speaker 1: We are, together, about to transform your practice.
• 2:15
  Speaker 1: So move over exhaustion and get out of the way.
• 2:18
  Speaker 1: Advisor ADD.
• 2:19
  Speaker 1: It is time to take that one right next step to build a business and a life that you love, and there's a very inspirational story here with all kinds of raw tactical takeaways and things you can implement.
• 2:33
  Speaker 1: I know you're going to love Nick and you're going to love his story and you are going to be totally rooting for him and what he's up to.
• 2:39
  Speaker 1: So let's dive into this conversation.
• 2:41
  Speaker 1: All right, gang, listen up, I am fired up.
• 2:45
  Speaker 1: Today's episode is going to be super special and near and dear to my heart and really tactical, so I am really excited to introduce you to Nick.
• 2:57
  Speaker 1: Nick is an advisor that I met through the show and have been working with one-on-one for a while now, and I just think he has an incredible story to share about building an advisory business in a unique and personal way and really being able to dream really, really big and then go out there not without roadblocks and barriers and imposter syndrome and all the things, but really go out there and grab it and go get it and make it bigger and bigger and just continue to dream really big and I just, I'm, I'm obsessed and I it's one of my favorite things when I I see Nick's name on my calendar for coaching, cause I'm like, ah, what are we going to get into today?
• 3:43
  Speaker 1: Like this idea of scaling and growing at such an incredible pace and what you're doing is so, so cool.
• 3:48
  Speaker 1: So thank you, nick, so much for being here.
• 3:50
  Speaker 2: Thank you Honored to be here.
• 3:52
  Speaker 1: Yeah, well, good, well, share with us.
• 3:54
  Speaker 1: So just tell us a little bit about your background and how did you go from where you started your career and I don't want to give it any of it away to where you are now as a nationwide brand.
• 4:09
  Speaker 1: So okay, so just go, I'm gonna let you go.
• 4:12
  Speaker 2: So you know, I didn't always want to be a financial advisor, just like I didn't always want to be a cop.
• 4:19
  Speaker 2: And that's really kind of where my journey started is my best friend is the best man at my wedding decided to become a cop.
• 4:26
  Speaker 2: I was roommates with them and I said, man, that looks like a really cool job.
• 4:29
  Speaker 2: And so during this entire time I had started selling senior trips to high school kids and I went from a lower middle class family where my parents worked their butts off to do everything for us and they provided like no other for us.
• 4:43
  Speaker 2: But we didn't exactly live a life of luxury and I started making a crap load of money.
• 4:48
  Speaker 2: And what do we do when we're young and dumb?
• 4:50
  Speaker 2: And making a bunch of money?
• 4:50
  Speaker 2: We do a bunch of young and dumb, stupid stuff.
• 4:53
  Speaker 2: So I decided it would be really cool to go $80,000 in debt $21,000 of that was in one car stereo system on three credit cards yes, just one and I went broke like no other, became a cop and discovered the most beautiful program in the world in law enforcement, called overtime, started working a crap load of it and just kind of buried myself to where, if I didn't work, 20 hours of overtime every week, I didn't pay my bills.
• 5:19
  Speaker 2: Kind of the kick in the butt was, I was dating this gorgeous girl named Carrie and her title changed from girlfriend to fiance and I kind of the kick in the butt was, I was dating this gorgeous girl named Carrie and her title changed from girlfriend to fiance and I kind of forgot to tell her this little bit of information and so I had to tell her I was $80,000 in debt.
• 5:33
  Speaker 2: And she looked at me with quite an interesting look because she was debt free and I said don't worry, I got a plan.
• 5:38
  Speaker 2: And she looked at me back and she said you better, and I committed to her to pay off all $80,000 in debt before we got married.
• 5:45
  Speaker 2: And so I used the Dave Ramsey debt snowball and became debt-free in 24 months, worked about a thousand hours of overtime and became the nerd at my police department.
• 5:53
  Speaker 2: And fast forward to 2011, we got a new chief named Steve Dye and he basically ordered me to start teaching financial wellness to the recruits.
• 5:59
  Speaker 2: Next thing, you know, I was teaching the whole department.
• 6:01
  Speaker 2: Next thing, you know, I was being asked to teach all the leadership academies and I finally kind of decided that you know, I think this is what I want to do.
• 6:09
  Speaker 2: I want to help my brothers and sisters in the financial world.
• 6:11
  Speaker 2: So I left law enforcement, started teaching not just in Texas, now we teach all across the country and became a financial advisor at a starter firm.
• 6:20
  Speaker 2: That was a phenomenal kind of training firm for me, and then in 2018, decided I could do this on my own and left and created Financial Cop and created my own company, and so that's kind of my roundabout way of how I went from a senior trip salesperson to law enforcement to full-fledged financial firm.
• 6:37
  Speaker 1: Yeah, well, cool.
• 6:38
  Speaker 1: Okay.
• 6:38
  Speaker 1: So give listeners kind of a background of what Financial Cop is as an organization, like what's the mission, what's the vision, and kind of a background of what financial cop is as an organization, like what's the mission, what's the vision, and kind of what do you see it doing over the next five, 10 years?
• 6:52
  Speaker 1: Yep.
• 6:53
  Speaker 2: So we're kind of two part.
• 6:54
  Speaker 2: We are the largest financial wellness training group in the country for cops and first responders, so we teach about an average of 80 to a hundred classes across the country each year.
• 7:02
  Speaker 2: Sometimes this year we'll cross about 40,000 first responders from 4,000 agencies we've touched.
• 7:07
  Speaker 2: And then we are a fiduciary-only financial firm that we get leads from these classes and that's what we start to do our full financial planning investment management.
• 7:19
  Speaker 2: So it's kind of a circle of financial wellness training classes that leads to the financial planning aspect of things with it.
• 7:27
  Speaker 1: Yeah, and I know you're a big believer in this idea of financial wellness.
• 7:31
  Speaker 1: So will you kind of break that down for the advisor listening who is like okay, I hear what you're saying, you're teaching these classes, it's turning into leads.
• 7:41
  Speaker 1: But like what is the financial wellness component?
• 7:46
  Speaker 2: You know, in the financial planning world we get so wrapped up in and I get it in the how do we get investable assets because that's where we make money.
• 7:54
  Speaker 2: And the reality is is that you can go hardcore you know get, you know, gather assets but if we're not focusing on the overall wellness of that individual, what kind of client do they really become?
• 8:06
  Speaker 2: And so we took an approach of we were going to be extremely financial wellness oriented.
• 8:12
  Speaker 2: When I say financial wellness, we want to make sure that we're teaching people how to properly do every dollar budgets.
• 8:18
  Speaker 2: We want to make sure they're building emergency funds.
• 8:20
  Speaker 2: We want to make sure they're becoming credit card debt free.
• 8:23
  Speaker 2: Do they have a will and estate plan?
• 8:26
  Speaker 2: So we look at the total encompass.
• 8:28
  Speaker 2: We don't even with our financial planning clients, we don't even really talk about investments until the last like 15 minutes of an hour meeting, because that's not the focus.
• 8:37
  Speaker 2: Unless they're at that point and most people are not at that point where they need to focus on investments, they need to clean up the other aspects and our philosophy with that is that kind of goes into our mission statement.
• 8:50
  Speaker 2: Our mission statement is to create a nation full of first responders that after 20, 25, 30 years of service, you have the ability to retire if you want to or stay if you want to, but that decision is dictated based on your love of the job and not because we're chasing a pension.
• 9:10
  Speaker 2: I kind of correlate it when we teach the class If you build a house and it has a crappy foundation, what happens to the house?
• 9:12
  Speaker 2: Well, if we have these people that build these massive retirement accounts but they don't have a foundation of good, solid budgeting, they don't have savings, they're in debt up to their eyeballs, Then we're fielding the calls left and right of hey, I need $10,000 because my AC went out.
• 9:26
  Speaker 2: Well, no, no, I want clients calling me because I want $10,000 to go on a cruise.
• 9:30
  Speaker 2: And so you don't make as much money in the beginning per se because you're focusing on the wellness.
• 9:35
  Speaker 2: But what we found is the amount of people that trust us and start to work with us because they look at us as these people aren't just concerned about getting money.
• 9:45
  Speaker 2: We have such a loyal client base because we focus on that, and my retirees are, in my opinion, a lot happier because, again, they're using their retirement accounts for what they want to use it for, Not because we did stupid stuff.
• 10:01
  Speaker 1: Yeah, and so what I hear you saying and I want to double click on it.
• 10:03
  Speaker 1: So I'm trying to like, okay, so, like knowing that I know you and I know your business intimately, I'm trying to like put myself in the listener's shoes and like ask some questions.
• 10:10
  Speaker 1: So it's funny, cause I'm like I know, I know the answer to these, but I want to like, I'm trying to like, okay, what if I didn't know the answer to this?
• 10:16
  Speaker 1: But okay, so I want to double click, said about like the money isn't there necessarily.
• 10:23
  Speaker 1: In the beginning You've got like a foundational vision for what you want to create for your clients and it's all in this first responder realm.
• 10:35
  Speaker 1: So like, so, talk to me.
• 10:36
  Speaker 1: So if I am an advisor listening, I want to know, like, okay, so how do you meet your prospects?
• 10:42
  Speaker 1: What does your start to finish kind of prospect to client process, what does that typically look like and where did it start and what it has?
• 10:52
  Speaker 1: Has it kind of evolved?
• 10:53
  Speaker 2: to.
• 10:54
  Speaker 2: So we meet most of our prospects through the training classes that we put on or through conferences or through our social media presence, where we do a lot in social media.
• 11:05
  Speaker 2: And so when we meet a prospect and we meet with them, we kind of take them through a two-part process.
• 11:10
  Speaker 2: We call the first one the discovery process.
• 11:12
  Speaker 2: We tell people, we're trying to get to know the puzzle pieces for your financial plan, those wellness components, and so we ask a lot of questions about, again, your budgeting skills, what your monthly expenses, what your debt look like, what are your priorities.
• 11:27
  Speaker 2: Some people want us to go hardcore, get you out of debt.
• 11:29
  Speaker 2: Some people are like I'm okay, I don't want to go hardcore.
• 11:33
  Speaker 2: And then after that we get, we take all our puzzle pieces together, we put it together what we call a summary and review, which is basically a financial plan.
• 11:39
  Speaker 2: We don't use the fancy financial planning softwares, we actually handwrite all of ours.
• 11:44
  Speaker 2: We template, because you can template that stuff right, I don't need to rewrite the will and estate plan every time.
• 11:50
  Speaker 2: I wonder who I learned that from.
• 11:52
  Speaker 2: And so we put together a financial plan that goes over kind of a chronological order in priority of these are the things that you need to do.
• 12:02
  Speaker 2: You may have a great foundation, but your walls need work.
• 12:05
  Speaker 2: You may have a great foundation walls, but we need to work on the retirement or the roof.
• 12:09
  Speaker 2: You may be in phenomenal shape and we're just trying to kind of clean up little things here and there.
• 12:14
  Speaker 2: So what phase of your financial journey are you in and where do we need to dive in?
• 12:19
  Speaker 2: And sometimes that means taking on a lot of people that are in the coaching side, which means they're not really ready to invest.
• 12:25
  Speaker 2: And that's okay because, yes, you don't make money on those people, but I can't tell you how many people we've now had that we coached five, six, seven years ago that are coming back as clients Now.
• 12:37
  Speaker 2: I can't tell you.
• 12:38
  Speaker 2: We talk in this industry about about the gold standard in financial planning, becoming a firm that relies 100% on referral-based business.
• 12:46
  Speaker 2: That's us why, because we've done so much goodwill in helping our brothers and sisters that aren't in a position to invest.
• 12:54
  Speaker 2: Now we get massive amounts of referrals because they're going out telling everybody hey, these people aren't just concerned about their pocketbooks, they're concerned about helping cops and our pocketbooks get help because of it, because we did the right thing for the right reasons.
• 13:10
  Speaker 1: Yeah.
• 13:10
  Speaker 1: So how do you deliver that?
• 13:12
  Speaker 1: Right, so this will be okay again.
• 13:14
  Speaker 1: I'm like putting myself okay, so this is the question that I would have if I were listening to you or maybe I even asked you this when we were talking.
• 13:19
  Speaker 1: Like, how do we deliver that service, that kind of pro bono work, the goodwill, how do you deliver that efficiently or effectively without it eating you alive?
• 13:30
  Speaker 1: From a budget standpoint, time standpoint, just mental drain standpoint.
• 13:36
  Speaker 2: Yeah, and you know, you kind of got to look at it from the perspective of that first brand new advisor that's hungry out there and they'll take anybody right.
• 13:42
  Speaker 2: We all, if you go back and you remember, we all, we all had that mentor that told us you don't really want this $30,000 client, trust me.
• 13:48
  Speaker 2: But we're like we don't have any business, we want the $30,000.
• 13:51
  Speaker 1: They have a heartbeat.
• 13:51
  Speaker 1: They have a heartbeat and checkbook.
• 13:53
  Speaker 1: I'll take them yeah.
• 13:54
  Speaker 2: So if you're just starting out, you probably have a lot of capacity to be able to do that, because what else are you doing?
• 14:02
  Speaker 2: Right?
• 14:03
  Speaker 2: You need to be meeting with people as you grow, and this is what we've found as we've grown.
• 14:08
  Speaker 2: We've started to find a couple of things.
• 14:10
  Speaker 2: One, as we hire on new advisors that need to learn the process, these coaching people are really really good training grounds for these advisors to help teach them our culture of what we do.
• 14:22
  Speaker 2: Now we are starting to get to the point where it's like holy moly, we're growing so fast that we're actually starting to look at do we actually proactively go out there and just hire a coach and have them as our coach to take care of this, so that we can focus more on the investment side of things?
• 14:39
  Speaker 2: So it really depends on what stage you're in in your career.
• 14:42
  Speaker 2: Are you in startup phase?
• 14:43
  Speaker 2: Are you in the middle phase?
• 14:44
  Speaker 2: Are you in I'm ready to scale and go crazy phase?
• 14:47
  Speaker 1: Yes, okay, okay, so, okay, I want to back up.
• 14:49
  Speaker 1: So you were a cop and you were teaching because of your, like, obsession with paying down debt, so that Carrie would actually marry you, which, by the way, she is so cute and you totally married up.
• 15:03
  Speaker 1: So shout out to Carrie she's adorable, and so we wanted to marry Carrie.
• 15:08
  Speaker 1: We paid down all the debt.
• 15:09
  Speaker 1: You kind of learned the ins and outs of the financial world, which is probably, I'm going to guess, not an area that many cops spend a lot of time and energy.
• 15:18
  Speaker 1: You started teaching other cops, kind of in your precinct Am I using the right words?
• 15:24
  Speaker 1: I watch a lot of Brooklyn nine, nine, so like you know same thing.
• 15:30
  Speaker 1: So you started teaching cops in your precinct and then the higher ups were like, hey, we need you to start teaching at a broader level.
• 15:37
  Speaker 1: So then you decided, okay, I love this and like I want to specifically help cops.
• 15:44
  Speaker 1: So you had the cop connection, like you know the people, even though I'm going to, and like I want to specifically help cops.
• 15:46
  Speaker 1: So you had the cop connection, like you know the people, even though I'm going to assume, like, state by state, district by district, precinct by precinct, the pensions, the benefits are probably similar but different.
• 15:55
  Speaker 1: Yes, so it wasn't like, okay, this is like rubber stamp, copy everybody.
• 15:59
  Speaker 1: You know, copy and paste, everybody's exactly the same.
• 16:02
  Speaker 1: So you started teaching these classes.
• 16:04
  Speaker 1: You decided to go out on your own.
• 16:05
  Speaker 1: How scary was that for you?
• 16:09
  Speaker 1: Or was it not scary at all?
• 16:11
  Speaker 2: It's the scariest thing I've ever done in my entire life.
• 16:13
  Speaker 2: I so I left law enforcement at 14 and a half years of service.
• 16:18
  Speaker 2: I that means I didn't get to take my pension.
• 16:21
  Speaker 2: I have to wait till I'm 60 to collect my pension, and so I gave up a sergeant job making a six figure income with unlimited overtime, and I went to a job that I didn't know what I was going to make in the first month, much less the first year, and so it was the scariest thing I've ever done.
• 16:39
  Speaker 2: But you know, one of my mentors is a guy.
• 16:43
  Speaker 2: You know he's a huge, very, very, you know, huge business person and he's built this not national company, global company.
• 16:50
  Speaker 2: And I remember when I finally announced that I had done this and he had a quote he put on my Facebook page and it says play big games, win big prizes.
• 16:59
  Speaker 2: And I went man, that's what I'm going for, and for me it was worth the risk to jump off the cliff and I had a fallback, I mean in law enforcement.
• 17:10
  Speaker 2: I mean I kind of looked at it in the sense of, if I go do this for the next year or two and it doesn't work, what's the worst thing that can happen, I go back to being a cop, something I love doing anyway.
• 17:19
  Speaker 2: So scary, yes, but I had that kind of fallback as well.
• 17:25
  Speaker 1: And when you left and you were with that first business before you started Financial Cop, were you working specifically with first responders cops or was it general?
• 17:36
  Speaker 2: No, I've always been focused on first responders.
• 17:39
  Speaker 1: Okay, so then?
• 17:40
  Speaker 1: So I'm just thinking tactically as a listener.
• 17:44
  Speaker 1: So you had this kind of curriculum that you had sort of built.
• 17:48
  Speaker 1: How did you go out and start marketing to all of these other districts, precincts, like how'd you start getting out of state?
• 17:55
  Speaker 1: I think that's going to be something listeners are going to be really curious about.
• 17:58
  Speaker 1: Like, how did you actually get the gig in order to get the butts in the seats?
• 18:03
  Speaker 2: So we were asked to start teaching at some of the leadership academies.
• 18:07
  Speaker 2: So when first responders promote, they typically have some kind of a leadership academy they go to.
• 18:11
  Speaker 2: We then got asked to teach all 1200 chiefs in the state of Texas and then from there, just reputation and people hearing us.
• 18:20
  Speaker 2: We started getting asked to teach at these national conferences and now we teach at some of the most prestigious first responder national conferences almost every year and that's how people started hearing about us from other states and it was kind of one of that.
• 18:36
  Speaker 2: It's like an avalanche, right.
• 18:36
  Speaker 2: We've taught.
• 18:37
  Speaker 2: You know, we've probably taught I don't know 40% of all the cops in the state of Texas.
• 18:43
  Speaker 2: And now, you know, I just got back this last weekend from, I think, my sixth trip to California in the last two years, so that's starting to kind of snowball.
• 18:51
  Speaker 2: And so that's what we're starting to see now is that because we were at these national conferences and people start having us teach at other locations, we start to become more well-known.
• 18:59
  Speaker 2: And the other thing about doing niche marketing is, most of the time niches are very, very close-knit and we get terrified as advisors of niche marketing because we think we're kind of narrowing ourselves down to one select group.
• 19:12
  Speaker 2: But that niche if you start to really get in and you do really really good work, they start talking like crazy and word starts traveling.
• 19:21
  Speaker 2: And that's one of the other reasons we teach so much is because people are talking about us constantly.
• 19:26
  Speaker 2: Again, our social media presence is huge to be able to reach out to those people and stay within the niche instead of shotgun affecting it and trying to go out and make connections with a hundred different types of groups.
• 19:38
  Speaker 1: Yeah, so when you were starting this kind of teaching academy process and they were coming to you, right, so was it?
• 19:46
  Speaker 1: Was it shooting fish in a barrel, or were you still busting your hump following up, refining your talk?
• 19:53
  Speaker 1: Or was it really like they just started pouring in and you could barely keep up?
• 19:57
  Speaker 2: A little bit of both.
• 19:58
  Speaker 2: It was refining the talk, but we've been fishing in a bucket for a long time, unfortunately, because of the brotherhood and the reputation we have.
• 20:10
  Speaker 2: But the same token, that brought on its own struggles because of the scale aspect of it, from the refining the class.
• 20:16
  Speaker 2: We constantly refine the class it's.
• 20:19
  Speaker 2: You know, I used to be very hardcore Dave Ramsey About five years ago.
• 20:23
  Speaker 2: I made the decision that you know what?
• 20:25
  Speaker 2: Dave is great, but he also turns off about half the people.
• 20:27
  Speaker 2: Dave is great, but he also turns off about half the people.
• 20:29
  Speaker 2: And we needed to take a no cookie cutter approach and we started preaching different types of methods, trying to find what's best for you, down to hiring coaches.
• 20:38
  Speaker 2: Right, I have multiple coaches.
• 20:40
  Speaker 2: Obviously, we work with you.
• 20:42
  Speaker 2: On the efficiency side of things, I have a speaking coach.
• 20:45
  Speaker 2: Now, even though we have this phenomenal class, I get all kinds of great reviews, you know, really starting to realize I needed to invest in myself and my employees to go, hey, how do we take what we have and take it next level and start to make it even better?
• 21:00
  Speaker 1: I love that and I love that.
• 21:00
  Speaker 1: You said self and employees.
• 21:02
  Speaker 1: I think that's a big deal.
• 21:04
  Speaker 1: So let's talk about that shift from.
• 21:08
  Speaker 1: I think obviously the shift from cop to advisor is an interesting one.
• 21:13
  Speaker 1: That comes along with a lot of head trash and fear and all of the things.
• 21:16
  Speaker 1: But I want to talk about you as an advisor, right, working with cops and this thing just like growing and you're at capacity or you're flying all over the country, you're speaking.
• 21:27
  Speaker 1: You could barely handle all of the names and prospects coming in.
• 21:31
  Speaker 1: What was that shift like?
• 21:34
  Speaker 1: Or I guess you're kind of still mid you know, mid shift.
• 21:36
  Speaker 1: So I think it's great that you're currently like in it, but switching from that advisor mentality into, okay, now I have to actually like, look at this like a CEO.
• 21:46
  Speaker 1: Tell me a little bit about what that looks and feels like.
• 21:51
  Speaker 2: So every advisor is going to go through this to become successful.
• 21:53
  Speaker 2: You're going to come to a crossroads and you're going to go.
• 21:55
  Speaker 2: Am I happy with having built my book of business and earning the life, the living I am and the lifestyle Like this?
• 22:02
  Speaker 2: This industry has the ability to let you make a really good living and also have a lot of free time and and I came to that crossroad and I said I'm doing better than I've ever done, I love my life, but am I happy with being that?
• 22:21
  Speaker 2: This is what I want to do?
• 22:22
  Speaker 2: And I want to plateau and we talk in the industry that methodical $100 million book of business level.
• 22:28
  Speaker 2: Am I happy with that or do I want to do more?
• 22:32
  Speaker 2: And I ultimately decided I want to do more and I want to shift and I want to continue to grow, partially because for me, this company has become more than just a company.
• 22:41
  Speaker 2: It's become a mission and to me I couldn't look myself in the mirror and go.
• 22:47
  Speaker 2: I've found my 150 families in the law enforcement world and I'm happy.
• 22:50
  Speaker 2: And having other law enforcement families.
• 22:50
  Speaker 2: The mirror and go.
• 22:50
  Speaker 2: I've found my 150 families in the law enforcement world and I'm happy.
• 22:51
  Speaker 2: And having other law enforcement families call me and say, yeah, no, I'm good, don't want to talk to you, no more.
• 22:56
  Speaker 2: And so we started having to figure out what we're going to do and I had to make that shift.
• 23:00
  Speaker 2: Am I going to go from an advisor to CEO role?
• 23:02
  Speaker 2: And, like you said, I'm in the middle of that, and that probably has been scarier of a cliff to jump off of than jumping out of law enforcement to become an advisor, because you're giving up control, because there's only one way to do that and that's to hire people and build and scale and put trust in others to take your baby, your vision and not mess things up in that sense and so that you have to have.
• 23:31
  Speaker 2: you have to be at that crossroads.
• 23:32
  Speaker 2: If you want to be that advisor that wants to plateau, there's nothing wrong with that.
• 23:36
  Speaker 2: But if you want to start to really shift and grow, if you don't start investing in yourself, you don't start fighting ways to hire people, good people, put systems in place, efficiencies, processes then it's a very difficult path to go towards growing larger.
• 23:55
  Speaker 1: So let me ask you this.
• 23:56
  Speaker 1: So you are sitting in this chair, right?
• 23:58
  Speaker 1: So I'm thinking like, okay, I'm a cop, I've become an advisor, I'm really onto something, I'm really good at what I do.
• 24:03
  Speaker 1: Did you feel any imposter syndrome about like stepping into, like, okay, now I'm this visionary CEO that's going to be running and scaling a massive business and taking this thing nationwide?
• 24:16
  Speaker 1: Were you like confident, no problem, I've got this.
• 24:20
  Speaker 1: Or do you?
• 24:22
  Speaker 1: Did you have, or do you still experience, a lot of like, oof, like I'm not equipped to do this.
• 24:27
  Speaker 1: I don't know enough.
• 24:29
  Speaker 1: Like, tell me a little bit about, like that mindset that you have making that shift.
• 24:34
  Speaker 2: Which hour in the day are we in?
• 24:36
  Speaker 1: Right, right, okay, excellent, good call.
• 24:41
  Speaker 2: You know, being an entrepreneur is not for the faint of heart.
• 24:43
  Speaker 2: And and I have times where I am confident, this is what we're doing, this is where we're going.
• 24:50
  Speaker 2: I have times where I'm like, why am I doing this?
• 24:54
  Speaker 2: Why don't I just go back to, you know, having my, you know my a hundred million dollar book of business and and I may shift that emotion twice in an hour, and it's it.
• 25:06
  Speaker 2: But again you go back to surrounding yourself with people that help.
• 25:11
  Speaker 2: This is where having those mentors, those coaches heck, even my partner, even my wife you know we have conversations about this, gosh, three times a week of are we making the right decision?
• 25:25
  Speaker 2: Is it worth me flying 50 to 60 times a year?
• 25:28
  Speaker 2: You know, do I need to scale back?
• 25:31
  Speaker 2: What do we do?
• 25:31
  Speaker 2: And so, whether you jump off that cliff or not, you're not an entrepreneur, you're not trying to become a CEO or heck, even just the entrepreneur aspect of it if you're not shifting between those emotions.
• 25:45
  Speaker 1: Often yeah, right, and I love to normalize that because I think people like I see it all the time Advisors who are right at that inflection point, right when they're wanting to step into that and they feel ill-equipped or is this worth it?
• 25:59
  Speaker 1: How tied are we to the why behind it, how tied are we to the vision, like, is it really?
• 26:03
  Speaker 1: You know, I have this big dream, but am I, you know, little old me?
• 26:12
  Speaker 1: Am I capable of this thing?
• 26:13
  Speaker 1: So you mentioned before this idea of giving up control.
• 26:15
  Speaker 1: So why don't you talk us through, like what we've been working on?
• 26:17
  Speaker 1: Like, how do you give up control and build that confidence in the competency of the advisors that you're raising, of the team that you're raising?
• 26:28
  Speaker 1: What have you done to ensure the quality has stayed at the level that your expectations are?
• 26:36
  Speaker 2: Well, the first thing I did is I was blessed to be on a bus to go to the legislative session in Texas and have this guy sit next to me that became ultimately my partner, mike Parker.
• 26:47
  Speaker 2: He's a retired sergeant from Mesquite Police Department.
• 26:49
  Speaker 2: One of the best things that's really ever happened to me was him coming into my life and agreeing to be part of this vision and having that same mindset to be able to go hey, I've got somebody else that has got the morals, ethics that I have to help build the brand.
• 27:05
  Speaker 2: And then both of us trying to find other people and hiring people and finding other like-minded advisors and when it comes to giving up control and trusting, that's where building the core and having the vision in place helps a lot.
• 27:25
  Speaker 2: Because in our company it's very, very apparent really quickly, if you're getting into this industry because you want to make a bunch of money and be greedy, you're not going to do very well at my company and narrowing down those people.
• 27:36
  Speaker 2: But then starting to find, especially on the backend side of this, the right backend staff to put in the policies and procedures and as a leader, I think one of the benefits that both me and Mike have had is.
• 27:48
  Speaker 2: We both were in leadership in law enforcement, we both were supervisors.
• 27:52
  Speaker 2: We both had to be able to lead men and women into very, very dangerous situations and make critical decisions quickly but also trust in our troops that they were going to do the right thing.
• 28:05
  Speaker 2: And so that's a difficult thing as a CEO to start to give up that control.
• 28:10
  Speaker 2: But if you can't give up that control, you're never going to make it.
• 28:14
  Speaker 2: And you need to understand the biggest thing about giving up control your people are going to make mistakes, they're going to fail, and how you handle that mistake and that failure is ultimately how you will grow as a company, because it's how you start to work through those mistakes.
• 28:32
  Speaker 2: It's the whole micromanager versus not.
• 28:36
  Speaker 2: I've had some of my onboarding staff that have struggled in the beginning because they kept coming to me over and over again and a couple of times I've had to get kind of stern and just go.
• 28:45
  Speaker 2: Why are you calling me on this?
• 28:46
  Speaker 2: Figure it out, and if it's the wrong decision you make the mistake, I'm okay, I'll still support you.
• 28:51
  Speaker 2: We on this Right.
• 28:51
  Speaker 2: Figure it out, and if it's the wrong decision you make a mistake, I'm OK, I'll still support you, we'll work through that.
• 28:53
  Speaker 2: But I hired you because I trust you to do what we're trying to accomplish in this project and if you need to come to me, come to me, great, or you make the mistake, that's OK.
• 29:06
  Speaker 1: Yeah, so what have you been doing to personally develop your kind of leadership skills now that you're kind of captain of the big team here, so surrounding myself with a team of coaches Yep.
• 29:19
  Speaker 1: Okay.
• 29:19
  Speaker 2: You know I use you obviously as my personal coach just to be able to bounce ideas off of Having you.
• 29:27
  Speaker 2: Know Mike is somebody that I constantly go to.
• 29:29
  Speaker 2: I'm relatively young, mike is older.
• 29:30
  Speaker 2: Know, mike is somebody that I constantly go to.
• 29:31
  Speaker 2: I'm relatively young, mike is older Sorry, mike and he's a lot wiser in a lot of things and kind of like a good marriage.
• 29:41
  Speaker 2: Right, a good marriage works because you can bounce ideas off each other and there's no fear of looking at the other person and saying that's stupid.
• 29:48
  Speaker 2: And Mike is that person to me.
• 29:51
  Speaker 2: I can go to him and give him an idea and he can go hey, you know.
• 29:54
  Speaker 2: Hey, young junkyard dog pull, you know, slow down, right, we got all this other stuff going on and so you've got to surround yourself with mentors.
• 30:03
  Speaker 2: You've got to be constantly improving yourself.
• 30:05
  Speaker 2: There's podcasts, you know motivational podcasts, there's all kinds of stuff out there to start to keep you on track.
• 30:12
  Speaker 2: Otherwise, one of my favorite quotes is what you go through, you grow through.
• 30:17
  Speaker 2: You're going to go through a lot of things and if you don't go through those things and find a way to grow through it, you're not going to make it to that level and you can't do it on your own without finding coaches, mentors, other people that have become successful to help learn from.
• 30:33
  Speaker 1: How much of your time, would you say like in a, in like a average week, would you say you spend investing in yourself, whether that's working with a coach, reading, listening, you know kind of all of the developmentally like personal development things.
• 30:49
  Speaker 2: I go through waves.
• 30:50
  Speaker 2: Yeah, you know you.
• 30:53
  Speaker 2: You go out there and people tell you you should dedicate 10% of your time, 10% of your income, into yourself and that's all fun and games.
• 30:58
  Speaker 2: But life happens right.
• 31:00
  Speaker 2: I got a 12 year old, I got a nine year old, we got baseball, we got cheerleading, we got family stuff, and so I may go a couple of weeks where I don't do anything and all of a sudden, next week I'm like 20 hours I'm spending on myself sometimes because if we don't, as an entrepreneur, we get lost in the business and we don't focus on ourself.
• 31:20
  Speaker 2: My goal is to get to that proverbial 10% spending on my time, on myself, but I wish I had a better answer, but it really just comes in waves.
• 31:27
  Speaker 1: Yeah, no, that's good.
• 31:28
  Speaker 1: I think that's great to normalize that, some of that stuff, because I feel like we get into especially with advisors, right, we have a lot of Enneagram ones and threes, like people who are kind of like black or white, all or nothing, Like if I can't do my morning routine every day, where I do this, then this, then this, then I'm a huge failure.
• 31:49
  Speaker 1: And or like I'm not good at this, Like I can't be consistent, I'm no good.
• 31:53
  Speaker 1: So I actually really appreciate right this.
• 31:54
  Speaker 1: Like hey, sometimes it's really great and I'm all in and I'm no good, you know.
• 31:56
  Speaker 1: So I actually really appreciate right this.
• 31:57
  Speaker 1: Like hey, sometimes it's really great and I'm all in and I'm in that zone.
• 32:00
  Speaker 1: And then sometimes like yeah, I just I'm not, because the hashtag life, you know it gets in the way of all the things.
• 32:05
  Speaker 1: But really is it getting in the way?
• 32:06
  Speaker 1: Like no, that's actually what we're doing, all of this diet I got to get back on.
• 32:09
  Speaker 1: Yeah, right when like for me it's like oops, I ate something, well, I might as well have some ice cream and some other stuff, right.
• 32:26
  Speaker 1: But like yeah, you get right back on track and just go oops, that was a, that was an oopsie, and keep, keep at it.
• 32:32
  Speaker 1: So consistency is critical.
• 32:34
  Speaker 1: So tell us a little bit about kind of what you're working towards with financial cops.
• 32:40
  Speaker 1: So right now it's cops, it's very narrow focused.
• 32:45
  Speaker 1: The goal is to be nationwide.
• 32:48
  Speaker 1: Yes, Okay.
• 32:50
  Speaker 1: So what do you need in order to achieve that?
• 32:54
  Speaker 1: People Okay.
• 32:57
  Speaker 2: Yeah, you know we're starting to do a lot more in the fire world as well, and some of the other first responders, ems, those kinds of things and that's kind of where we're at right now.
• 33:07
  Speaker 2: It's 18 months ago.
• 33:08
  Speaker 2: I had two employees myself and Mike.
• 33:10
  Speaker 2: I sit here today with seven about to hire my eighth and ninth, and I need to be at 15 by the end of next year.
• 33:17
  Speaker 2: If you're going to jump off that cliff and you want to go to that large scale, you have to hire and you have to hire a lot over hire.
• 33:28
  Speaker 2: I think one of the biggest mistakes I've seen in any business for that matter, especially in the financial world, is we start to hire people when we get to the point where we're like, holy crap, we need somebody, we're starting to shift now and go.
• 33:38
  Speaker 2: You know, for instance, I need another.
• 33:40
  Speaker 2: I know sometime in the next six to 12 months I'm going to need another back-end support staff.
• 33:45
  Speaker 2: So why am I waiting six to 12 months?
• 33:48
  Speaker 2: Why not look at that stuff now?
• 33:49
  Speaker 2: So start hiring beforehand to be to to if you're truly going to grow to that level.
• 33:54
  Speaker 2: But it it it comes down to people.
• 33:56
  Speaker 2: It comes down to a good strong mission, a good, strong vision and I tell you, the biggest number one thing that you will never scale if you don't accomplish this, is you have to create uniform processes that are applicable no matter what state Repeatable processes that if I'm going to hire somebody in Oklahoma, I should be able to plug and play this system there and not have their system and that system in Wisconsin, this system over here.
• 34:29
  Speaker 2: Repeatable, efficient processes.
• 34:33
  Speaker 1: Okay.
• 34:33
  Speaker 1: Well, mic drop and we're done.
• 34:35
  Speaker 1: Nothing more needs to be said.
• 34:36
  Speaker 1: You're speaking my love language.
• 34:39
  Speaker 2: And you go back.
• 34:39
  Speaker 2: How did I find you?
• 34:41
  Speaker 2: Because I started listening to you about 18 months ago and I said I've got to start to figure out processes.
• 34:48
  Speaker 2: You know, this was cute in the beginning when we had, you know, 30, $40 million in assets.
• 34:53
  Speaker 2: And you start, you know, you start doing that in a year, every year now, and it's like holy moly.
• 34:58
  Speaker 2: I can't keep stuff on Excel spreadsheets, I can't.
• 35:01
  Speaker 2: You know, the the standard CRM is not efficient for me anymore.
• 35:05
  Speaker 2: And I and we collectively looked at this and said I have to figure out somebody that knows how to create processes, because we're not going to accomplish what we're going to accomplish without it, because we're not going to accomplish what we're going to accomplish without it.
• 35:19
  Speaker 2: So either I do that or I go.
• 35:20
  Speaker 2: Yep, I want to be a national.
• 35:20
  Speaker 2: It's a great dream, but I'm going to stay at my level.
• 35:23
  Speaker 2: I'm going to be happy with what I got.
• 35:25
  Speaker 1: Well, yeah, and it's so critically important too.
• 35:27
  Speaker 1: So, like you know, kind of as we talked about a little bit earlier in the episode, this idea of like being able to trust and build that confidence and the competency of the people around you, right, when, when it all lives up in our heads A, that makes it really hard to hire and train, but, b, it makes it hard to deliver the same thing with that consistency, right, cause that's really where, where we're going to accomplish that next level.
• 35:53
  Speaker 1: It's, it's in the, the referral only comes from being able to deliver the same experience over and over, to the point where, when your clients are sharing you with somebody else, they know that they're going to get that exact same experience too, regardless of how big that you get.
• 36:08
  Speaker 1: Cause I can remember advisor or clients asking me that all the time and when I was running my business of like okay, well, um, how many clients do you have?
• 36:16
  Speaker 1: Like, are you going to be able to like?
• 36:17
  Speaker 1: Do you like I almost don't want to recommend you to people because I want to make sure that, like, our service is going to stay really, really high, right, like.
• 36:24
  Speaker 1: So how can we continue to develop that, streamlining that process, the consistency to create a very experiential thing for our clients that we know is going to be delivered, you know, week after week, month after month, year after year.
• 36:38
  Speaker 1: So it's hard and it's hard right, it's hard work to step out of that tornado that is the business and actually like step out and start to build that process and then kind of I don't use the word force, but like get everybody in line, like I incur, like here, like there's actually a lot of benefits to us following this.
• 36:56
  Speaker 1: It's not a top down like oh, I'm trying to control every piece of it, but yet I want to control every piece of it because we know it gives the client or the end user the best possible experience, which makes you crazy, crazy referable.
• 37:10
  Speaker 1: So, outside of additional advisors that are first responders, turned advisors, what are, what would you say is one of the key hires that you made inside of your business?
• 37:22
  Speaker 2: Back-end office staff, all of them, all of them.
• 37:27
  Speaker 2: You have to, as an advisor, have to figure out what you're really good at and if you're a really good advisor, you're really really good at making it rain clients.
• 37:36
  Speaker 2: You're really really good at making it rain clients.
• 37:41
  Speaker 2: And any task that you spend not making it rain clients is time you're not spending on finding clients.
• 37:44
  Speaker 2: And it's probably one of the other biggest things I see advisors is they go.
• 37:48
  Speaker 2: Hey, why are you paying a third-party money manager to help you with your portfolio management?
• 37:54
  Speaker 2: Because I don't want to waste 30% of my day when I can go find more clients.
• 37:58
  Speaker 2: Why are you not doing all of your transfer paperwork or your client relationships?
• 38:03
  Speaker 2: Why, because that's less time focusing on finding clients and it's that whole proverbial find the right person to get on the bus and the right seat on the bus.
• 38:10
  Speaker 2: And as much as you, as an advisor, think you're the engine that makes the business run, you're not.
• 38:18
  Speaker 2: It's your backend staff.
• 38:21
  Speaker 1: Yeah, I used to always tell my director of operations that I worked for her, right, like end of story.
• 38:26
  Speaker 1: Like I work for you, I need a five-year notice if you ever plan on leaving.
• 38:29
  Speaker 1: Like you are the business and I'm just here for the color, right, I just add to it.
• 38:34
  Speaker 1: Okay, so I love that and thinking through like hiring and I loved before you kind of mentioned like being really intentional and forward thinking, like not waiting until the wheels fall off and then trying to bring someone into a chaotic situation, but whether the wheels are shaking or you can even just start to imagine them shaking in the near future, starting that process because an A player is always going to pay for themselves, right, and I love to think of it through the lens for me personally, um, every time I hire somebody, like even if it's in my personal life, right, like someone to mow my lawn, someone to clean my home, like I think of it about it as buying back my time, and that for me has always been like I grew up German Lutheran, right, like we okay, we washed out our Ziploc bags in my house growing up, right, so like spending money, especially like on me, was a really big like mental challenge.
• 39:26
  Speaker 1: But when I started to think about time as this finite resource that I only got so much of to spend with my family and my kids and doing things for myself and our church and our community, like that to me was like, oh, if I can make that mental shift to think about it as buying back my time or buying back my joy, meaning the things that I don't enjoy doing.
• 39:47
  Speaker 1: I mean, I'll be honest, I've had cleaners for, oh gosh, probably the last two decades and there's not been one time in that two decades and I was like I really miss cleaning toilets, like I really miss that, like I that I feel a lack of joy because I don't get to do that anymore.
• 40:03
  Speaker 1: But what that allows me, instead of the four or five hours that it would take me to clean my home, I can actually redeploy that time into something that makes me happier, that I enjoy, and whether that's growing my business or growing my personal life outside of the office, whether that's growing my business or growing my personal life outside of the office, that's huge.
• 40:18
  Speaker 1: So thank you, thank you for sharing that.
• 40:20
  Speaker 1: So okay.
• 40:21
  Speaker 1: So we've got financial cop, we focus on police officers, we're expanding into fire and other sorts of first responders, and what I think is interesting about that is this idea of like niching down.
• 40:36
  Speaker 1: Like you got super niche-y with cops and now because your niche was so successful that in building out all of these systems and processes, you're able to actually expand into these adjacent niches right, similar, but different.
• 40:51
  Speaker 1: And so I think the lesson there, or the thing I want to double click on there for listeners, is that, a you always have permission to change, right, you can always go down a road and decide that's not the road you want to go down and you can shift.
• 41:03
  Speaker 1: But also, like building that really tight niche and getting really good at something and documenting it and processing it and creating those systems then allows you to expand and grow as your vision expands and grows, and that when you get super narrow, it doesn't mean you always have to stay there.
• 41:20
  Speaker 1: In fact, the, the opportunities are now even more abundant for you as you continue to grow.
• 41:26
  Speaker 1: So, yeah, well, awesome, well, I am grateful for you just kind of sharing your story today.
• 41:31
  Speaker 1: I know advisors listening are going to just be kind of inspired, especially for the, for the people who are like I really know I should niche, like how can I use something in my personal life or a past career or a hobby or interest?
• 41:45
  Speaker 1: How can I use that as a platform from which to jump into to niching down?
• 41:51
  Speaker 1: And while it feels so scary, it's actually one of the most profitable and fish in a barrel things that you can actually do.
• 42:00
  Speaker 1: So thank you so much just for for donating your time.
• 42:03
  Speaker 1: It has been such a pleasure for me to see the growth in your business, in your CEO mindset, you know, just in the time that we've been working together, and I am just so excited about the future that Financial Cop has.
• 42:19
  Speaker 1: I can't wait to look back at it 10 years from now and be like, oh, I was just a teeny, tiny part of that journey and look how cool.
• 42:26
  Speaker 1: Because good things happen to good people and you are that friend, you are a good people.
• 42:30
  Speaker 1: So before we jump off here, as you know, as a listener, I always like to ask my guests what are two things that you have implemented in your business as a business owner, that help you operate at a higher level, more efficiently?
• 42:47
  Speaker 2: Yep Online scheduling programs was probably the biggest game changer when I implemented that of stopping the calling and going back and forth and going, hey, what schedule works for you, I will tell you, especially as you grow out and you start to hire more people.
• 43:03
  Speaker 2: Being able to coordinate schedules is huge with that.
• 43:06
  Speaker 2: And I think the other biggest thing that really helped me I hate to harp on it, but it was going back to giving up control and giving your team the ability to take on tasks that you've always done, you know down to.
• 43:21
  Speaker 2: I'll give you my other second favorite program I ever used was online texting, or I mean the tech solutions out there that are compliant obviously make sure it's compliant.
• 43:29
  Speaker 2: Being able to text back and forth with clients now huge, huge with that.
• 43:34
  Speaker 2: If you're not using that these kinds of programs to communicate you're going to get left behind in the dust with that.
• 43:39
  Speaker 1: If you're not using that these kinds of programs to communicate, you're going to get left behind in the in the dust with that.
• 43:44
  Speaker 1: All right, I love that.
• 43:45
  Speaker 1: So I hear you saying with the scheduling software, not only just scheduling client appointments, but also for your internal meetings and whatever with key stakeholders, people within the business using that type of software internally as well Very cool, very cool.
• 43:57
  Speaker 1: Well, thank you so much.
• 43:58
  Speaker 1: Is there anything else that you want to say to the advisor listening?
• 44:02
  Speaker 2: before we wrap up, we have the ability to work in a job that can pay us a lot of money.
• 44:08
  Speaker 2: If there's one thing that I can tell you stay humble, don't forget your roots.
• 44:13
  Speaker 2: Most of us come from humble beginnings.
• 44:15
  Speaker 2: One of the greatest joys that we have gotten out of becoming successful is in the checks.
• 44:21
  Speaker 2: We write back to nonprofits all the time, without advertising it, without bragging about it.
• 44:27
  Speaker 2: We give to give.
• 44:28
  Speaker 2: Don't forget to give back to your community and especially if you're a niche, give back to your niche, because you're not where you're at without them.
• 44:36
  Speaker 1: Oh, I couldn't think of a more perfect way to end that episode Mic drop.
• 44:40
  Speaker 1: Thank you so much, nick.
• 44:42
  Speaker 1: I appreciate you and I'm like I said, I'm just super excited to see where things go for you.
• 44:45
  Speaker 1: Thank you, ma'am.
• 44:46
  Speaker 1: Okay, first of all let's say this If you know of any cops, firefighters or first responders that would be a great fit for Nick's team, please let them know about financial cop.
• 44:59
  Speaker 1: But I hope you enjoyed this conversation.
• 45:02
  Speaker 1: Nick is such a joy to work with, seriously such a joy.
• 45:05
  Speaker 1: He loves to be challenged.
• 45:07
  Speaker 1: He is so open to others speaking into his business and this man is on fire for his dreams.
• 45:14
  Speaker 1: I seriously look forward to my calls with him because what he is doing is just so fun to watch and so fun to be a small part of.
• 45:23
  Speaker 1: And if you would love to experience the coaching that Nick has done, we are currently not open for additional one-on-one coaching.
• 45:31
  Speaker 1: We are at capacity for that, but we will be enrolling our next round of the group coaching program that starts in January, sometime in late October, early November.
• 45:40
  Speaker 1: So make sure you hop on the wait list.
• 45:42
  Speaker 1: I've got that in the show notes for you, or you can head out to the efficientadvisorcom and get on the wait list there and be amongst the first to be notified, and often we throw in a little discount for the wait list folks that want to get in early before registration opens to everybody else.
• 45:58
  Speaker 1: Anyways, hope you guys really enjoyed this conversation.
• 46:01
  Speaker 1: I'd love to hang out with you more over in the Efficient Advisor community on Facebook or you can connect with me directly over on LinkedIn.
• 46:09
  Speaker 1: Thank you so much and hope you guys have an amazing rest of your week.