Latest / Financial Planner Search / What's Missing Isn't the Money with James Roberts | Financial Planner Search

Transcript

What's Missing Isn't the Money with James Roberts | Financial Planner Search · Financial Planner Search

• Chase Walters: James, welcome to the podcast. Nice to meet you. James Roberts: Appreciate it. Good to good to be with you all. Yeah, you too. Chase Walters: Awesome, yeah, I've been looking forward to it. so let's just jump right in. Tell us about your practice and what you specialize in. James Roberts: Yeah, so we're we're pretty unique. We're called intentional and there's a reason for that. so we're a federally registered investment advisory firm. and really it stems from I got in the business in two thousand seven. I got in this business really 'cause I wanted to get rich as a young guy. I thought Chase Walters: Ha ha ha ha. James Roberts: it'd be a good way to make some money and it was like reputable. and then and you know, I I just lived a very like awesome life with no real emergencies or traumas. And then after I got in the business, within three years, it like in a three year span, my brother was diagnosed cancer. I almost died in a car accident. And my son, my third son, was the 46th kid ever born with his rare genetic syndrome. So I had these like three really big events happening in a very short period of time in my life. So then it kind of like challenged what I was doing in my life for myself. Like mentally I was trying to like figure out Do I stay in this bit in this industry? Do I get out of the industry? It's not really fulfilling for me right now. and so I kind of figured out that I think I can I think I can use what I'm going through to help other clients that either have gone through something similar and are looking to like attach that purpose to their wealth or who are like I used to be, have had no real trauma in their life and just have they found success through title and through financial, but there's something missing, right? There's just something that's not there and they can't figure it out. And that's what intentional does. So we we literally connect purpose to wealth tangible. Chase Walters: So go you s you dropped a real bomb on me right there. You've went through three huge traumatic events in those or in the s in the space of you said three years immediately. And so how I wanna go into a little bit deeper about how that experience shaped the way that you approach your practice today. James Roberts: Yeah, so I mean, so I you know, we we're wealth managers. At the end of the day, we manage wealth, right? We manage your investments, we manage your budgets. Back then it was all about the finish line. Like it was all about like know your number and then get to there, right? So p clients would come to us and say, I'm gonna retire at this age. How do I do it? Right. And you'd tell them either you can or you can't, and if you can this is what it looks like if you can't, here's what it might look like to be able to. But it was always focused on like getting to this this finish line. And then maybe then was like your happiness. And so what the big three did to me was it transformed the way I look at my life. I don't I no longer think everything is about retirement. I don't even think I'll ever retire, honestly. I'm loving what I do right now. Even if I do, though, the journey is the fun. The finish line, like I even look backwards before the big three. Clients who were happy while they were working tend to be happy in retirement. Clients who are not happy while they're working tend to not be. find joy and happiness in retirement. And so for Chase Walters: Interesting. James Roberts: us, it's just been this way of and and we in the beginning we kind of like did like the Simon Sinek bit, like know your why, know your purpose. And so we'd ask our c our Chase Walters: Mm-hmm. James Roberts: clients questions, you know, and like if if you and I were meeting, Chase, I'd ask you like, you know, what's your purpose? What's your why? And you would try to answer it. You probably didn't know how to answer it effectively for yourself. Even if you did, I didn't I didn't ask the right questions that I could fully understand it. And so now we utilize an assessment, we call it the wealth identity assessment, but it it's a 30-minute assessment and it analyzes 190 points, right? So like 190 points about you are analyzed and it tells us like the cool part about this is like we give a client the wealth identity assessment, and I tell the client without asking them a question, I don't ever ask them a question, without I tell them how they feel about budgeting, how they feel about the way they earn money. How do they feel about the way they save money, grow money? And they are like, How do you know this? And it's this assessment. The assessment gives us the answers to the test before the test. Chase Walters: I love that. How did you come up with that? What's the story behind that that assessment? James Roberts: Everything I came up with. I I had a business coach and I was like I said, we started off with a know your why and and then like the big companies, the big insurance companies and well advantage companies hijacked the whole know your why for marketing purposes. And so then then we looked like everybody else again. And I just kept telling my business coach, I'm like, I feel like a phony. Like I feel like I'm being a phony still. We're we're asking I think I think we're asking good questions, but it's not changing the way we manage our clients. Wealth or lives. Like we're just asking questions to say that we're intentional. But are we changing anything we do? No. So now when you go through this assessment, like we had a client. She inherited money from her husband's passing. Awful experience, right? All she wanted, she didn't want the money. She wanted her husband to come back to life, but she couldn't do that. And we couldn't do that for her. Now we get we ran through her assessment, we knew that she'd be very skeptical about different investments. She was kind of like a perfectionist, you know. So we knew we had to educate her about things that she could tangibly understand right now. So we educated on individual bonds, municipal bonds. And so we started off only investing her money in these bonds because she could understand them. And we spent the next year educating her about stocks, private equity, different different areas, all different areas. And then what happened was by the end of that next year, she was invested in all of those different areas, not just bonds, and she understood them all. Had I started off the relationship with her saying, because of your net worth being here now, I'm gonna invest you in these, she never would have understood them and she never would have agreed to it, you know? And so it literally changed the way that we managed our money. Chase Walters: Wow, that's a really unique approach. I haven't heard that approach like we interview a lot of advisors, but I've never heard of an approach where you're actually able to give someone an assessment and you tell them who they are instead of the other way around. James Roberts: It's awesome. I mean, it's like me, I always start off with I tell people who I am, right? So I'm a helper. And if you look at me and you know me, I'm a helper. And this is why I'm in this business 'cause I want to help people. And so I'm I'm aligned now. But when I got in the business I didn't get in it to help people. I got in it to make money. Right. So I was out of alignment in an industry that I didn't need to be out of alignment with. I just needed to like transform the way I looked at my industry and myself. And that's what we do for our clients. Chase Walters: How so how much of your work with your clients actually goes into like transforming their perspectives, like the way they look at their own their own lives in a similar way to way the way that you've James Roberts: Yeah, I mean Chase Walters: changed the way you look at what you do? James Roberts: Yeah. I mean I th I think it starts with our name, right? Like off the j off the jump, you know we're called intentional. And so you know this is gonna be something. You don't know what. It probably th seems marketing or gimmicky. And then once you understand we have this wealth identity, you're kinda like I mean, and most people are skeptical, right? once we once we go through that assessment and I and then they realize like, my gosh, this person that I just met or have known for a little bit is telling me things about myself I've never shared with myself or others before. And so now they trust us. And so that lays the foundation from the beginning that this is gonna be different because we are gonna manage this for you and nobody else is you. Nobody else is you. And I always say in our business, it's crazy to me. For the first ten years of this business, I gave everybody the same plan almost. Right? Like it was almost the exact same plan. I you could just change the name and then replace it and it was almost accurate. And now that we have your wealth identity, nobody's the same. I mean I'm not gonna get too into weeds, but you think, you feel, or you act first, second, or third. Right? So part of our assessment tells us do you think, feel, or act first, second, or third? Pair that with your with your actual like identity that we that we identify for you, and then connect that to your wealth. And you can see where this goes, and you're like, man, this is this is awesome. So the short answer is the entire process is attached to your purpose and to who you are, but it always gets back to. We still manage wealth. We still manage your investments. We still manage your budgeting. We still help you with your stock options if you're an executive. Right. So we're still working on real things, estate planning. But but what I what I usually find is most clients love the shift in mind frame of like, okay, hold on. This is not just to hit a goal. It's not hit to hit an objective. This is who I am. This is my legacy. Like this is my pure legacy. And James will help me fulfill that. Chase Walters: So how does that change how does that change the way you work with them or the way you advise them if you find out that they whether they think, feel, or act first? James Roberts: It's huge, right? So so for example, my my type. I always I always share my type because then people know, like, I'm gonna know a lot about you, so I'll tell you a about me first. So I act first, I feel second, and I think third. Now most people are like, James, you're our financial advisor and you're thinking last. but once once you realize that like our team is built around our strengths. So, like, yes, I'm the face of this thing, I'm the founder of it. This is I did this because I went through the exact same process myself and love the results. So I'm trying to share with others. but we have experts that help us on our team with their masters in taxation, with their charter financial analysts, right? Individual bond traders, estate planners. Like they're on our team. Those are the guys and gals that we want to talk to you about the in depth in the weeds planning stuff. If you got James Roberts talking about this, I'm over here with Chase on a podcast. Right? Like I sh I I better not be your expert guy on every single topic. but but if I know like okay, Chase, you think first. So if I know that, then I know I need to convince you, well first of all I need to make you aware of that. And once you're aware of that, I can tell you, okay, listen, we have educated you about these investments. You're gonna overthink it. We understand that. And so do you now, right? But here's where you gotta here's where you gotta lean into your action. Because if you think the whole time about what's gonna go wrong in this portfolio, you might miss what goes right, right? And vice versa. If you have a blind spot to risk, you might think everything's gonna go great and then all of a sudden the market turns on us in three years and you're left, you know, holding the holding the blanket 'cause you didn't cover yourself. so that's that's where it helps us to like really l dive into how do we how do we manage Chase Walters: So let's dive into who usually comes to you. What kind of person do you usually help? Who's attracted to you? James Roberts: Yeah, so so w first of all we we'd love to help anybody. So I don't I don't do minimums. but I'll say like higher net worth seem to find more value out of this. 'Cause again, they've found success. They have the title, they have the income, right? They're missing something else. It could be happiness in their home, it could be happiness through their work, it could be they make a lot but they spend a lot and they're not growing them as much as they should grow. There's a lot of different things that that happen to these high net worth individuals. And then once they are aware of why that is and that it's not like something wrong with them, right? This is just part of who you are. We can change that and we can change the way you look at investments or risk or your career and how you earn it or how you save or how you don't save. And it's just little tweaks and all of a sudden they're like, man, that's it. Like I that missing piece was just filled. Chase Walters: So most people coming to you they're they're coming with some kind of a missing piece and it's not necessarily like specifically about the money. It's it sounds like there's something missing in their lives. It's not just the financial part that you help them with. James Roberts: Yes, that's true. But I always say like so if you give me a mirror and I look in that mirror right now, I recognize the face I see. But if you tell me who you are in your financial life, who and usually if you ask clients questions without an assessment, they're gonna give you the answers they want you to hear, or the ones that they've been almost Chase Walters: Mm-hmm. James Roberts: programmed to tell you. If I show them the reflection back at them, they know they don't recognize that wealth identity. They know it. In the deep part of their core, they know I don't recognize the person in that mirror. Why? Well, this identity assessment or wealth identity lets you match it up. Now you recognize who's looking back at you on your wealth identity, not just your face, right? And so if you're super charitable and you're like, I'm a charitable guy, or I'm a charitable woman, like whatever it is, and I look at your wealth, I'm like, show me where you're charitable. Like show me as a wealth identity where you're charitable. And they're not. And they're like, my gosh. I'm like, but what if I could teach you that being charitable is also good for you financially? What if I could show you strategies that help you in your taxes? That makes sense for you and they do the right thing for the for your net worth as well. And then they're like, whoa, this is amazing. So it's those little things. Chase Walters: So you're basically it's like you're it's like you're matching their their financial identity with who they actually are as a person. Like you're aligning their you're helping them align their actions with who they are or who they want to be. Is that accurate or am I off there? James Roberts: I mean you you can write our website, Chase. That's l that's literally what we do. Chase Walters: Awesome. Hey, we'll talk about that in in a bit, maybe. Yeah. James Roberts: Yeah, that's we we we call it the intentional I know, exactly. we call it the intentional way. So that's what we call it. Chase Walters: The intentional way. What are some c some of the questions that your clients typically ask when they meet you for the first time? And how is that different from the clo the questions they end up asking after your your intentional James Roberts: Yeah. Chase Walters: way? James Roberts: The questions they usually ask are the same questions they ask every other advisor. when can I retire? How much money can I spend? How much are you gonna earn me in investments? What's your fees? I mean you get the same we get the same questions everybody else gets. And then we quickly tell them, like, listen, if you're here for a normal financial advisor visit, Morgan Stanley's right there, JP Morgan's over there, you Wells Fargo's over there. We are not for everybody and we don't wanna be. If you're looking to like understand what's missing in your life and connect your wealth to that, and you want to learn how to like grow sustainably, not just like hit a target or a number, then we're here for you. and then we explain the wealth identity. And we're like, listen, we're gonna start off with an assessment. And if you like water or juice, you drink that. If you want a bourbon or wine, you drink that. But you have one drink on this assessment. If you go for a second drink and you're still taking this assessment, you try to answer it the way you thought we wanted you to answer it. If you answer it the way you know in your heart is you, one drink and you're done. You won't have a second drink on that assessment. Chase Walters: Wow, that's really unique. I love it. I've never heard of anything like that in this industry. James Roberts: Yeah. Yeah. Chase Walters: so that's who you wanna work with, basically. Who do you not want to work James Roberts: Mm-hmm. Chase Walters: with? Who is a who's a really bad fit where if they come in you're like, I am not gonna work with this person. James Roberts: So I don't know what I'm allowed to say on this podcast, but we have a we can delete this if we have to. We have an anti-Doucheback rule. So if you're an asshole, Chase Walters: Okay. The anti douchebag rule, I love it. James Roberts: yeah, if you're a douchebag, you're an asshole if you so I'll I'll put it in podcast terms. If you are in this and money is the only thing you care about, it's the only thing you'll ever care about, and you're closed minded to learning about another way of thinking about your life, we're not for you. Like if you love To be wine and dine and promise things and maybe it comes through, maybe it doesn't, that's not us. Like we're not that guy. I mean now I'm not usually sitting in a car. I'm I'm I'm a party story about today, but I don't I don't show you don't come to our office on on Wall Street, right? We just aren't that ki type of company. We're we're called intentional. We definitely respect, we c we dress up respectfully, but we have a level of approachability. And if the client doesn't have that same level of approachability, we're done. Like we're out. so There's not really like a certain type that of person that we won't take. It's like the sniff test. If you are just not a good person at at your core, then we don't want no matter how much money you have, I don't want to work with you. Chase Walters: I love it. Awesome. Yeah, we're not you're not out here just trying to take anybody with with a pulse, right? James Roberts: Yeah, we I always say there's a lot of aggregators in this in this world, in our world, in industry, and I call us integrators. Like we want to integrate you into the intentional way, like ecosystem. And if that sounds good to you, then you're a great fit for us. If it doesn't sound good to you, it doesn't have to. It's not going to sound good to everybody. And again, JP Morgan, Goldman Sachs, they're right there waiting for you. They want you. Have at them, right? Like we're we're fine with that. Chase Walters: Let's dig down a little bit deeper. what do you think is the difference between someone who makes a great fit for JP Morgan or Goldman Sachs versus someone who makes a great fit for you? James Roberts: It really just boils down to like how open you are to self-reflection, right? So again, Chase Walters: Okay, interesting. James Roberts: what I what I find is the more money you have and the more money you make, the more awareness is impactful to you. Like our s our process is more impactful to you the higher up the ladder you go. Because you you you have everything. Like there's nothing I can buy you that you can't buy yourself, right? And if you have any level of anxiety or just lack of happiness or joy, When you combine anything you want in life and money's there, then there's something missing, right? And it's not just the purpose. The purpose is certainly there and we'll help you figure that out. But it's the way that your wealth is being either earned or spent or saved or grown or not grown or protected. That is still involved with your unhappiness. They don't know that. But if we can align all that, now a guy that might or or a a a person that might come to us and who's not a good fit is They they make, you know, five million a year. I don't I'm just making stuff up here, but and they got like twenty million liquid and we tell them about the intentional way. And they're like, James, shut the hell up. Listen, the other guy made me twelve percent last year or fifteen percent next. What are you gonna make me this year? Pencils down, brother. We're not gonna get in that conversation. Like we're just good. Like I'm not gonna get in that conversation with you. Chase Walters: I wanna go into some stories here. what's a what's a typical situation that you lead people through or better yet, can you tell me like a specific story or a couple of stories that stand out in your mind about clients and and the transformation, like how you got them from A to B? James Roberts: My favorite story ever is it's it's aw I love this story. So the the client is the owner of a HVAC company, a wholesale company out of Maryland. so he owns the company and he's looking to to move it to the next generation, right? Like, but not his generation, not in his family. He wants to sell it to a third party. Now this guy has owned this company since he was like twenty-three, twenty-four years old. Because the the previous owner loved his work ethic and gave him the company and his will. Like he just inherited This company that wasn't even his family's company. He grows into this awesome company for many years. And he does everything on handshake deals and his word, right? And so I'm talking to him, I'm like, so why knowing the client, I'm like, I know you don't want to sell this company. So why now do you want to sell it? Like this whole that your life is this company. If you sell this company, your identity's gone. Like you have no identity. He's like, Well, the reason is he had he had one stepdaughter. One real daughter and one real son. And his son worked in the business for a long time. The daughter and the stepdaughter did not. And he treated the stepdaughter as if she were his own daughter. Like there was no difference. So he's like, I gotta sell it because I can't distribute the estate equally amongst the three. And so he we we had already gone the intentional way. We knew everything about him. So I'm like, okay, well, what if I what if we do this? I want to ask you some questions around why you think your son can't take this business out. He just can't. He doesn't he's not he he won't be able to run it. I'm like, well right now he runs and I ran through what he does. And he's like, yes, that's all true. I mean he was he guys running the inventory. He was running the business. His dad was older. He wasn't, I mean, this kid was this kid was 50 years old, by the way. But the 50 year old is running the business. And dad says he can't run it. And I'm like, what if what if he could? And honestly, what if what if you giving him the confidence that you believe in him changes the way that you guys leave your your legacy with your son forever? And he's like, my gosh. So the son ends up taking over the business. I require them to have a meeting where we explain to the daughters and the son exactly why we came up with the formula we came up with and the whole plan. I want them to know that their dad and their mom considered each of them equally very carefully. Like none of this was by accident, right? And so you can't get mad at your brother or your sister if you don't like how this ends at the end because we are explaining it to you while they were both here, we were all on the same table. Well, the son ends up leaving that table, and this is a this guy's like 6'4. I'm like 5'11. He like comes over to me. This 50 year old guy, he's he's sobbing after this meeting. I mean, in tears. And he cannot believe that his dad would ever trust him to take this business over. He never thought it would happen. And man, those two were so tight. They were always close, but they were so tight the last four years of that client's life. The client had passing away. and he was eighty five, eighty six, had a great life. And to this day, the son thrives. I mean, he's probably tripled the business since his dad passed away. And all he talks about when he sees me, it's never about the money. It's never about how much money he made, how good the profitability was that year. It's always, James, you gave me the greatest gift I could ever have. You gave me my father's confidence and ability and belief in me. And I'm like, I still tell you, still gives goose bumps. Chase Walters: Wow. that that story turns out the best way and that story possibly could. Wow, that's a awesome story. I love it. And do you still James Roberts: it is awesome. And so it it leaves you with this though, right? So what that story teaches you is if I if I make Chase an extra three percent per year over the other advisor, like I make you three percent more a year than the other advisor, and a a lot of people look at me as like a successful advisor, but has it changed your life meaningfully at all? No. You don't you won't even know the difference. If you made three percent less, you honestly would not know the difference. But this guy I changed their I changed four lives in one family irrevocably for the better. And so if we can't impact your life in a way like that, it's not fun. Chase Walters: Do you still work with that family? James Roberts: yeah, for sure. I mean th no lifetime clients, man, he loves me. Chase Walters: Awesome. Not getting rid of him. Wow. James Roberts: Yeah. Chase Walters: where do where do you where do your clients typically come from? Like how do they typically find you? James Roberts: It's been all referral, man. We're I've never really marketed, never done anything. we're starting to get into some like stuff like this, right? Some podcasts, things like that. but I again Chase Walters: Yeah. James Roberts: I don't ever want to be a mass marketer. it's Chase Walters: Right. James Roberts: just not doesn't fit our our brand and our our approach. so it's usually word of mouth and just little blue bluegrass things like this. Chase Walters: Right on. I like it. So you don't want to be on T V or anything quite yet. James Roberts: I'll never be on T V. I'll I'll I'll never do that. I'll go speak Chase Walters: So James Roberts: to big conference rooms, but not not go on T V. Chase Walters: There you go. So when it comes to your practice, what's your vision for it? Where do you see it going in the next like two or three years? Is there any goals you're working on? James Roberts: Yeah, I you the reason now is to like I've gotten my book of business pretty close to where I want to stop taking new clients on. And so really Chase Walters: Mm-hmm. James Roberts: really where it is now is to like to help other advisors realize like like if you ask me the first before my brother's cancer, which was two thousand twelve, right? So from two thousand seven to two thousand twelve, that was the first rendition of me as a professional in this business. He was that that guy, that five year advisor. Did pretty well, like made some money, found some success, was lost. Had no direction, no guidance, no mentor. I mean, we were I was given Morningstar reports like it was prescription medicine, like you know, like if you can't convince them, confuse them almost. And I look back on that, I'm like, dang, man, I would love to get the next generation of advisors and teach them before they learn the wrong way, like I did, teach them that there's a di there is a different way. And you can actually like love this business, not do it for money. You'll if you don't do it for money, you'll probably get more money. Like I the day I stopped the day I took the power of money away from me, I've never made more money in my life. Like it just happened like that. When I cared about money, I didn't make as much. When I stopped caring about money, man, it came where it came from areas I never thought it would come from. Chase Walters: So your your main goal right now is not even necessarily to grow your your business too much, is to teach the next generation to kind of approach it in a more human way, to put it that way. Is that is that accurate? James Roberts: Yeah, it it's it's to share the intentional way, right? Like stu I I'm I don't wanna like go help out, I'm not gonna go to like other other banks and other advisory firms. Like we wanna hire advisors into the into intentional and then train them Chase Walters: Mm. Okay. James Roberts: and then let them grow with us. but yeah, I we'd like to grow this business into a larger RA than we are. We're we're what, six right now, six deep in our firm. I don't ever wanna get so big where I don't know every employee. If the day that I don't know an employee is the day it's time for me to give it to the kids or move on. but I would like to grow it to a point where we can take on, you know, ten to fifteen different advisors and like what like help Chase Walters: Mm. James Roberts: the impact them the same way we impact clients now, right? Chase Walters: So is there anything standing in your way between between here and there? Any challenges you're facing? James Roberts: No, not really. I mean w so we're we're j I I'm not even and I'm not even saying I'm closed off the clients right now. I'm saying in the next five years I'll probably be done with bringing on my own clients. It won't change anything though. It'll just be me finding the clients and saying, Hey, Chase Walters: Well James Roberts: meet Allison. This is your advisor, right? So she's Chase Walters: Whoa. James Roberts: with intention, she understands the intentional way, she does everything we do, she's gonna work with you. Chase Walters: So in the end it's gonna be the process is gonna live on. Like you might stop taking on clients, that process is gonna go on gonna go on to benefit however many people you possibly can impact. James Roberts: If if I if if in like twenty years I'm on my deathbed, or I need more than that, I'm only forty-five. If in forty years I'm on my deathbed, Chase Walters: Yeah. James Roberts: and and my legacy read that he changed the way that people approach wealth management, I would be smiling from heaven. Like that would be very cool to me that I change the way people think about wealth management. Chase Walters: Amazing. are there any people who have influenced you who've been in your life, or any programs that have really shaped the way that you've approached your business? Like is there anybody you'd like to give a shout out to? James Roberts: I'll tell you what changed my life is is charitable organizations that mattered to me. so when my brother got sick with cancer and he's been cancer free since a month after his diagnosis. So we we were a very fortunate family with that. but I got involved with Leukemia Lymphoma Society and they changed the way that I led and that I li lived my life. And then I got involved with American Heart Association through my father who had heart issues hit most of my or his adult life. and then my son got, you know, was born with his rare syndrome and so we We got involved with Nord and then we create our own nonprofit called Miracle of Hudson to help other nonprofit or other rares these families deal with the complexities of their child's first three months of life. And so when you get involved with cherry and you meet people who are involved with that specific cherry for a real reason, not just to like help their brand or help their network, man, that changes the way you like I've met so many amazing owners. Mike O'Neill started a company called Get Well Network. They I think they just sold And Mike is one of my biggest mentors in life. just the way he led his company, built his company, grew his company, lives his life, honors his daughters and his wife at all times, like the dude is just one of my favorite people in the world. And so guys like him and Evelyn Baltimore, who's an executive with Malloy Automotive, like they just lead the right way. So those are the people that you look at and you're like, Man, if I'm leading like that, we're doing good. Chase Walters: Awesome. shout out to them. So when someone first becomes their a a client of yours, we already touched on this earlier with your process and everything, but can we get a little bit more granular? When's if I if I come to James today and I say, Hey, James, I want to work with you, what what does the process look like? What happens the first four to eight weeks? What happens during the first year? How does that look? James Roberts: Yeah, so the first thing that that you'll get from Lily at our company is the wealth editing assessment, right? So you're gonna get that in the email. You're gonna fill that you're gonna complete that assessment. We're gonna get the results back. We'll get them back within like two days of you taking it. So take you a half hour, take us forty eight hours to get the results. After we get them, we can pretty quickly determine a lot of things about your financial life without looking at any of your financials. but then we're gonna request, you know, that Throughout that entire process, we're requesting your statements, requesting your state documents, your tax statements for the last two years, all the information that we need to see where is the misalignment and where where are they aligned and misaligned in right now, currently. And so then our first meeting, when we sit down, this is not a first meeting where you're like, you know, asking questions about what their goals are. This is us saying, based on your identity and your type and your think, act, feel pattern, how does this sound? Is this the way you think you approach budgeting, saving, spending, earning? And so we go through it and they're like, you know, my gosh, you can just see it like piercing them. And you're like, dude, yeah, so we're on the right page here. And so then we say, okay, so based on your your wealth identity, your goals should sound like this, I would assume. And then they confirm that. And so now we're all working on the same page. Like and we're this is the first meeting. Like we're we're an hour and a half into like a meeting and we already know, okay, we know who you are. We know about your financials, we've already analyzed them. And so then it's just, okay, based on their needs, do we need to go meet with our private wealth team? Do we need to just move some assets over and get you started right now? What what are we doing in terms of like their entry to us? and within four weeks, I mean, we're pretty much fully on board with the client. Like doesn't take much more than a month. Chase Walters: Awesome. James, this has been great. is there anything I'm gonna ask you about where people can go and find you next, but is there anything else you'd like to touch on before I do that? James Roberts: You know, the one thing I'd like to touch on is if it Chase Walters: Anything I haven't asked, I should have. James Roberts: no, not you nothing that you haven't asked, but if there is anybody listening to this podcast and they really are like thinking to themselves like, Man, I am successful and there is something missing. I just want them to know that and it's not just us. I mean, I if if they wanted to find us to your point, they would go to I ten wealth dot com. I one zero wealth dot com. But there are there are other advisors out there that do it the right way. My biggest thing is if you care about your values and you care about certain parts of your being in your life, shouldn't you expect the exact same thing from your advisor? And if you're if you're not getting that, what are you doing? Like they're managing them some of the most important things in your life. And if they're not fully on board and aligned with you, what are you doing? Like it's but you see it all the time. You see it all the time. Chase Walters: Awesome. So if someone saw themselves in what James just described, go where James and do what? James Roberts: You can go to you can go to www.itenwealth dot com and then there there's plenty of areas where you can contact us through that. you can email lily at itenwealth.com, L I L Y. But the point the point is if you feel like there is a disconnect between you and your advisor, you should trust your instinct. W whether you come to intention or not, you should trust that instinct because there's a lot of that happening and people don't trust their instincts. Chase Walters: Awesome. James, this has been a great interview. Awesome. Love your stories. It's been great. Thank you so much for coming on the show, James. James Roberts: All Chase, I appreciate it man. Keep doing what you guys are doing.