Advisor Burnout & Sales Fundamentals: 2025 Wrap-Up

[0:00] JD: Probably thinking like, what the is this? [0:02] Chad: This is exactly what it should be. Banter and awesomeness. [0:07] JD: Fair enough. [0:10] Chad: And there now I'm on my yeti. [0:16] JD: Brandon's on Chad's audio. We going to have a really, really bad time, sir. [0:28] Chad: It never actually is a bad time, by the way. [0:32] JD: Welcome everybody. [0:33] Justin: Alessi, thanks for ruining the end of the song. Chad. [0:36] JD: We got a good one here. We got a good one here. Everyone on the docket for today's show now. [0:44] Justin: He's blinking. What's happening? [0:46] Chad: I'm glitching out. [0:49] JD: Frederic, the man that'll try to steal your quiche, join Scott Colangelo. Did I get his last name right? I never know if I do. And Janice Stout, all three former guests on this show, by the way, at his firm. We're going to talk about this. Is this the beginning of world domination for Scott and Janya's firm? Let's discuss later today. 401go gets its hands on $33 million in a series B funding. We will discuss that. We will dive deep into their finances. At least assume we know. And keep blinking Chad, as long as you can. [1:31] Chad: I don't know why are putting money [1:34] JD: into Trump accounts on behalf of the employees. Kids, that's cool. Let's talk about that. And then the best name in 401k. Manulife John Hancock Retirement. God, it rolls off the tongue. And Retirement Plan Advisor Search are offering up some tips on selling 401k plans. We're going to talk about that their tips and we're going to talk about just burnout. We've got an over dope and all of the above. This is the final episode of 2025 of Retireholics. Welcome you 401k. My name is Jay Dizzle. I am joined by silent J Nerdy Chad and Play it, Brandon. Play it. Can we play? Doesn't work here, does it? And I'm favorite. I keep forgetting all about it. Sorry. Here, I'll do it right now. Oh God. You forget about. I dream about it every night. There he is. There he is, everybody. There he is. Okay, I know a lot of you are here to see Dr. Tim, Natty and the of the Savannah Bananas. But he had in. In their. In his words and his representative words, a tragic personal situation. So in all seriousness, in the bigger scheme of things, let's keep him in our prayers. He's a great dude. I had several kind of workup calls to this. I really liked him. I was equally excited about today's episode and wanted personally to learn a Little more about some of the Savannah bananas kind of behind the scenes stuff, but so let's. Positive thoughts his way. I don't know specifically what it is, but I'm hoping that it's not too bad. So I will refrain from ripping on him as I do many guests that failed to show up. He had a real situation here. But don't fret, my 401k people. Don't look so down. Ro Guy, it's okay because we're gonna have a dope show. It's the last one of the year, so let's bring it. Full energy, full commitment. Brandon, all the best shows start with the Wheel of Ice. [4:01] Mark: It's got to be all rough. [4:04] JD: Coach was wearing a banana hammock just for the show. [4:09] Mark: Hey, Chad. [4:10] JD: Pretty sure that's Chad. Brandon's graphics are matching Chad's graphics today. [4:16] Chad: Oh, and his audio too. So you guys can't just give me. [4:20] Justin: Where is Brandon right now? Is he. Is he somewhere different? What's he doing? What's going on? [4:24] JD: I don't know. I don't think so. But yeah. [4:28] Mark: Lost our whole banner. There we go. [4:30] JD: I blew it in the intro. I was going to introduce Chad as like of disappearing chat or. Or camera. What do you call what's happening to him? Glitching. Glitching. Chad, let's get right to it. [4:44] Justin: I think this is. This is really why Dr. Natty decided to bail on us. He just knew the quality was going to be lackluster. What is happening right now? [4:53] Mark: This is. [4:53] JD: Yeah, it's not lackluster. [4:56] Mark: It's not glitching right now. Never mind. [5:01] JD: Brandon, can we do headlines? Can we get going? Thank you. Brandon's audio comes straight from this. [5:12] Chad: I'm telling you, it's zoom right now. It's not. [5:16] Justin: No, Chad, don't even. [5:20] Chad: I went and tested my camera off mark and it is not the camera. [5:24] JD: All right, big news to start, everybody. Big news to start. This comes from the national association of Planet Advisors net organization. I wonder how much that URL costs. Brian Graff, because it's a great one, isn't it? [5:39] Chad: Oh, great. [5:40] JD: And they got an article. They got an article titled breaking High profile, Reach exits, Faker, Drinker. But whatever this farm was called, Drinker, Biddle and Wreath joining Nobody Stout at Prime Capital. We're going to break this one into two parts. I'd like to start first with the Rishi part. He's not old. He's not like falling off his game. He's moving to a new firm for Christ's Sakes. Like so this guy is fired up. Did. Oh, money. Is that Chad? Did you read the article? [6:16] Chad: No, I'm not, I'm not saying it's for money. I'm just saying he's probably getting a fairly good, you know, kick for slide over. [6:23] JD: If you read it, his new role is very interesting. It seems like he's very much alike, can play all different kinds of positions. Do you know who his boss is? [6:35] Chad: Does he have one? Is it. [6:36] JD: Is it president? Who's the rish's boss is genius. Stout. Believe it people. [6:42] Chad: Really? [6:43] JD: That's my. That's my breaking news from this one right now. That's. [6:47] Chad: I didn't know that. Hey, that would be a pretty good boss to have. [6:52] JD: I'm texting Janya tonight, giving her some examples of things she can throw at him on Monday morning as his boss. As her, as a boss. It looks like he's going to play this kind of educator role, maybe even helping with like high level plan sponsors in terms of, you know, going over fiduciary things. He made some comments in the article that because the fiduciary rule kind of got killed that almost his current gig was less sexy. These are my words, not his. And that it would be fun to go into this kind of more education, kind of helpful type of role. He may work with younger, newer advisors there to kind of bring them up to speed on things. And basically I think was Janiya's words that said, hey, we're just going to kind of put him wherever he can be most effective. So I think that's what you do [7:40] Chad: with a guy of that caliber for sure. [7:43] JD: I think that's actually the smaller of the two stories in this one headline. To me, I have finally taken notice of Prime Capital and Scott and what they're doing. He snagged Mickey, okay, brought her in there. He snagged Janya and put her in this massive leadership role. I believe she's president of all retirement plans. He's now brings in the man, the myth, the legend in Frederich. He is assembling a super power team and I am saying to you guys, could he not be the new soup du jour, the world domination of foreign cape plans? Are we about to watch Prime Capital start on One Digital and SRP and all these other firms and taking over [8:37] Chad: the. One of the crazy things to me in this is that One Digital and Prime Capital are literally in one another's backyards, right? One Digital is based out of Kansas City. Prime Capital's Overland Park. Like they're competing for the same people both locally and across the country. That's what I mean. [8:55] JD: International. [8:56] Chad: But it's just, it's cool to see Kansas City kind of growing up as well as a, as a kind of a financial mecca in the advisor. All right, very true. Investment advisor space. Oh, that was a check swing mark. [9:10] Justin: No, you said two letters. Of the three. [9:13] Mark: I mean he's the umpire here, so you gotta go now. I'm starting to glitch. [9:17] JD: That is super. Are you really? [9:20] Mark: I just saw one or two. [9:21] JD: That's a, that's super true, Chad. And that's a great kind of sideline there. I've kind of always known that, that that whole area is really kind of popping off. But now, wow. Let's, let's see what happens with Prime Capital. And let me say this from an actual like really nice standpoint. Let me get a new comment on this. I do love when I first saw Scott. He seemed to me more like your atypical kind of smuggy business leader. Maybe he just looks like a fancy kind of guy that makes a lot of money and does well. He's. I've gotten to know him more over the last decade and he's definitely not that. But he seems to really see value in putting together a team of really special people. And I think that's what the smart entrepreneurs do is they find the best people to put in these key positions and let them run with it. So it's really motivated. [10:18] Justin: Would you think, like go back a few years and think like that this collection of people would ever be partnered together? We kind of always look at everybody as, hey, that's the person there. And Fred's over here to have the foresight to say, what if I just avengered this bad boy and brought us all together and made this kick ass thing, right? I mean, so good on him. That's a, the hell of an idea. And let's be honest, we probably would have laughed him if he told us that's what he was gonna do. Like, yeah, no freaking way. And he's pulling it off. So here's my thing is you think about Mount Rushmore. Know you got Jan up there, you got Fred up there, like, who's next? And so my, I'm already thinking like the third person's probably going to be J.D. carlson. So now I'm excited to see when plan design is part of Prime Capital. How, you know what, who is the first one on the chopping block and that's probably me. [11:17] JD: So he's been, he's been calling me for all these roles. I've just turned them down. Now what I'm learning from him, Roby, is that I should follow suit. And it'll be key to me and my company to put the best people. [11:31] Mark: I feel like you already have. [11:33] JD: I mean, listen, so if anyone out there. I'm looking to do a full revamp of my sales team for 26. You can send your applications to. Yeah. Info at retire. [11:45] Chad: Do we need to resubmit your first hire? [11:49] Justin: Right. Right. [11:51] JD: Nate Moody Grant LS I'm gonna assemble the team of all teams. I'm kidding. I love you. [11:57] Chad: Hey, do you know jd do you know is Prime Capital getting outside money to get some of these people to come over? [12:04] JD: I don't know that. I don't know that. [12:06] Justin: I think. I think Scott Colangelo just opened up his. His vault that, you know, like Scrooge McDuck dives into of all the gold coins and just decided to hand out a few of them. [12:17] Mark: My. [12:17] JD: My guess would be, Chad, that without any real knowledge that it's probably not in the traditional sense that we think of it like venture capital or private equity, but I'm sure he has like bank relationships, finance relationships, can go get the lending he needs do if he even needs it to. To bring on people. But. But I do not think he's got that type of backing. Which. Chad, you're so smart. [12:41] Mark: I would love to know. Oh, sorry. [12:43] Chad: Go ahead. [12:43] JD: I was gonna say what a great transition to our next topic, but go ahead. Justin, that all up? [12:48] Mark: Oh, no, you're welcome. I always do that. [12:51] Justin: Right. [12:51] Mark: No, I would just. I would really like to know what his pitches to those. I mean, these juggernauts, like, how do you get them to leave what they. [12:57] Justin: Where they were so successful you so much money. That's what he says. [13:01] Mark: That's gotta be right. [13:02] Chad: Daniel already got her payday. I mean, she crushed. [13:05] Justin: She was the what, 80 a billion dollars. Dude, She's. She. She got her payday. [13:12] Chad: She's looking for something more. I think. I think she's looking to continue. [13:15] Mark: Tony said it equity. [13:17] JD: See, I totally disagree with you as usual. Chad, I totally disagree with you here. I think Fred and Mickey did it based on just good wholesome emotion to do something fun and good. And I think Janice deal was far more monetary. I would think she came with a big ticket and has big hopes and dreams. I actually posted online that I was more interested in Scott's world domination. And he commented on my comment and said it's actually Janya that's got plans for world domination as his president. And so I was like oh little insight here but let's, let's transition to the ones I love. Talking about these. The next headline is for it comes to you from 4 1K Specialist magazine and the good people over there, Mr. Brian Anderson wrote this one and is titled 401 go rates is 33 million in series B funding to expand advisor and embedded partner ecosystem. Come on Brian, you're in the journalist game. You can shrink those, those titles down a little bit. We don't, we don't need you to write the article in the title. Make it spicy, make it interesting. Then we'll click on it, we'll learn more. [14:27] Justin: Okay JD here's a little exercise. Take that title and make it spicy. [14:33] JD: Go 401k range is 33 million. All right. What I like about these is I like to pick apart these companies finances without really knowing anything about them and why I get motivated to do that. Here is okay, someone wants to give them $33 million. I think their first round they got like $12 million or something. So we' talking about, you know, I don't know, pushing up towards 50 million being invested in this company. And so and by the way I have nothing against the 401 go guys. I've talked a lot of on human interest guideline. We all have S Samson here and so I don't really feel that way about 401 go. Maybe I should but we actually had their founder on our show if you guys remember was a kind of live recording we did and I thought he was cool guy and so yada yada. So I'm not trying to like take a stab at them but here we go. Who are they? They have just over 5,000 plans or customers, 50,000 participants and a billion dollars in assets. So don't, don't worry about doing the math. I did the math for you. That's about 10 participants per plan on average and those plans average about $200,000 in assets. So you know, very small micro market type plans. They have several fee schedules. As I attempt to figure out how much money they're making, they've got kind of cheaper ones, more expensive ones. I'm going to go with the middle one that I really think is the bread and butter. It's called go plus and this is the non solo k non 200 plus person plan because clearly they don't have a lot of 200 plus person plans being as you know I just mentioned they're on average 10. It says 2 to $7 per participant, 30 basis points in a wrap fee, a $500 one time fee, and then $139 per month. I'll just fast forward you all to the end of this story. I'm thinking there's somewhere around like, and I think this is generous, like $12 million in annual revenue on these 5,000 plans. I could round her up to 15 if I was really honest with everyone here. I think it's probably less than that. When I tried to figure out what their payroll looks like, like how many employees they have, the only way I could figure that out is on LinkedIn. I don't know how accurate that is. It had about 92 people kind of associated with them. So let's assume it's like 100 employees or something. So maybe their overhead is like 10 mil. So here we go. Chad, you ready? Are they profitable? I think they might. Just barely. Yeah, that would be my answer. Okay, so can I one more time then ask the three of you why $33 million in funding for a company that has 5,000 very small plans and is not really making any type of big ebitda, I'll drink. Or, or profit margins? Like, what is going on here? [17:53] Chad: What's the vision? There's something behind it that's, that's making them go there. You know what I've said all along, and I'm beating a dead horse when I say it, I think that here there is a play at monetizing. And they're looking and saying we've got access to 50, 000 captive audience members that we can market towards and try to sell something into. [18:19] JD: You've been saying that for a while. I've backed you up on it, but we haven't really seen that yet from any of the people we accused of that. This kind of monetizing the participant here [18:31] Chad: would be my thought. [18:32] JD: JD, back me up. We've been saying this for 10 years. [18:36] Chad: From a timeline perspective though, if your distribution channel is done via advisors and you're about to go burn that bridge with them, don't you need to build up a bigger client base than 5, 000 plans? And 50, 000, [18:55] JD: that's a very evil plan you have that. That's not my plan. [18:58] Chad: But I'm just trying to say if I'm a VC guy sitting in that room and you're telling me give me $33 million, I'm gonna say, why bring up chat? What are we doing? [19:07] JD: Capital. I think that the one part of Your story is accurate. I definitely think there's a race here to build up as many plans as possible. Like to get to 5,000 or 7,500 or 10,000 or 15,000. And I think that's what we've watched transpire with human interests and guideline. And so I think Forum goes like a mini version of that. And here's my problem with this and I wonder if, if anyone agrees with me why, oh, here we. I'm going to go to you, Mark. Why do you think 401go has been able to get 5,000 plans over this, what we'll call fairly short period of time? [19:55] Justin: Think they have. [19:57] JD: Why have they gotten to 5,000 plans? Is it their service model? Is it the catchy name or is it. [20:05] Justin: Well, I think it's, I think it's been guided a lot by the state run plans being such a thing. Like that's a huge proponent of this. But I think it's the, it's the pitch of setting up a plan in 15 minutes. I think that has been a, a giant selling point for them to leverage and gain and win plans for that. [20:30] JD: I'm sure it's, I'm sure it's gotta be part of it. I was hoping to lead you to that. It's cheap. You know, I was looking at it, I was like, okay, wow, they're not making that much per plan. If you took their numbers and you showed them to Voya or Empower or whomever they would, they would throw up on themselves and be like, okay, well we can't survive off that revenue. And so I just think it's been very cheap. And so I'm backing Chad to say whatever the plan is, it's like if we offer this for a lot below market value, we can, we can get a lot of clients in a period of time and then figure out what to do it after that. And I'm just wondering. You don't even have to answer Chat bar. But it's, is that okay? Like, is that okay for our industry? Is that okay for, for Dan and the people over at Forum Go is, is that what's good for the plan sponsors? Like, and I'm not trying to lead you towards an answer. I don't, I'm not, I don't know the answer to that. But it, it scares me a little bit that low cost drives people to these large client bases. But then I don't think they're really making the money that they need to make to keep that going. So I don't know Whether it's Chad strategy, if they're just going to monetize the participant with some new thing, or whether it's just some weird world I don't understand where you just bundle it up, you package it and you sell it to someone else who's happy to take it and do something with it and you, and you write off in the sunset with some money. I don't know. [21:54] Chad: Let me, let me ask a, a question is, and think about this, because I have not thought about this before. If, if they're in here saying we're willing to give away the business in these first few years and make some profit on the back end because we're talking about their margins and profitability, right? [22:11] JD: But the service that's, that's Google. All these Silicon Valley companies did that. But go ahead. Right. [22:17] Chad: So, so if they're looking and saying by the time we have a plan for two or three years, we do very little to nothing with human based capital and it's tech and it's, you know, what comes in, goes out. You guys know our saying for that. Garbage in, garbage out. But now they're starting to create profitability in year three, four, five and six. That, that really heavily funds the, the giveaway of the plans early on. Do they have the retention to support that basis? I don't know. I don't know if they have the retention to say we've got a ton of three, four or five year clients or if they're losing a bunch of business after two years and three years. [22:56] JD: Can I ask this in a different way too? And again, this is out of my world. When you go back and when you go get $33 million, do you need that money to, to continue? Like does, does everything come crashing down if you don't get that money? And I've said this before on this show because I come from this old school world of like you try to generate revenues that cover your expenses and then you make a profit on top of that. Like that's how you run a business. So I don't know about like just going and getting more money, but do you go get 33 million because you need it to keep on your. [23:38] Chad: I don't think you're getting 33 million. If you needed to keep your lights on. I don't think that, I don't think that community is giving. [23:44] JD: They wouldn't give it to you. There's got to be a promise of more. Well, here we go again. Go ahead. [23:49] Mark: Just how are they, how are they keeping the lights on right now, though, if they're, if it's costing them $12 million a year. Is that what you said? [23:56] JD: Kind of estimated their first money they got was 12 mil. So I'm saying, I'm saying maybe for [24:01] Mark: that you're talking and maybe I, I missed it about the overhead and what it cost them. [24:06] Justin: Yeah, yeah, yeah. [24:07] Mark: What'd you say? What was that number? [24:08] JD: You know, I was being, you're totally right. I was being friendly, saying, well, they're probably covering their nut. [24:15] Justin: Well, I was gonna say we talk about this a lot. [24:21] JD: What? [24:22] Justin: Oh, sorry. I, I, my screen went blank. I don't know what just happened. That was weird. But yeah, we're no experts in obviously like startup funding and all. At least I'm not. But like, from my understanding, like Series B, right, Like there's actually a reason and how you get to that point, right. You've gotta have like a customer base. But you know, and obviously I just put it into Google and it says, enter new markets and growth in other areas. Right. So my, my thought is, what else are they looking for? Are they looking to expand in other areas? And you go there, they said it's certain things. I started checking in to see if Utah, because I know that's where they're based. Is Utah gonna come out soon and release like a requirement for their businesses around their state to do a, a plan which isn't. There's no, there's nothing there yet. I'm just saying I don't think they're just getting like, like to your point, I don't think they're getting 33 mil just to make sure that the candles are burning. [25:28] JD: No, you're, first of all, you're 100% right. Like, I dabble in a lot of these investor podcasts and things. And just to state the record clear here, there's no like black and white rules to this stuff in terms of Series B. It's what you can convince investors of. And what the article said to us was that this fundraise is going to allow them 401 go to scale in house technology to meet growing partner demands. So I'm going to pretend that that means that Dan Beck can go in and do a PowerPoint for someone and say, hey, look, we've had success. This has been proof of concept, we're doing really well. And now what we need to do is have these bigger enterprise strategic partnership type deals and we need the technology so we can flow the data back and forth between them, et cetera, et cetera, and Maybe that's enough to. Obviously it is to spark the interest in dumping some more money. Catherine, the chat bar says 30 million is cheap for a technology company. Any of these companies that tell you they're a technology company, I. I feel like that's a lot of smoke and mirrors, you know, going so far as to say, guideline human interests. I mean, I mean, do I even say, like, vessel or whatever? Like, just because they're building on these technology stacks and trying to come at things a little different than the legacy vendors. That's still a far stretch. To act like they're somehow inventing some new technology or intellectual property that no one else has. I just think that's silly. So it's not new tech as in OpenAI is new tech. I'll drink. Yes. [27:08] Chad: I thought I could get something from the chat bar, from somebody that would chime in, but I'm wondering if. If we keep hackler pushing this, monetizing the participant as a way in which they're getting money, showing that we have this massive upside. Why would you give me money? What else is there? What else is there? That. [27:26] Mark: What. [27:26] Chad: What does chat bar have? What do others have that. [27:29] JD: Well, the Chapar said chat bar gave us another example, Chad. They said, well, maybe they would pull the Netflix, you know, the slowly kind of grow fees, you know, up their fee schedule. I. Now that you say it for the second or third time, I kind of agree with you in that. Remember when I said tell you that I think Guideline investor got all their money because when they went into those presentations, the investors felt like they could get into a market that they could never get into before. Like, yeah, it was always dominated by John, Piers Morgan and Fidelity and these massive companies. We could even go manulife and empower and what have you principle. And it's like for new people and new investors to get into that Wall street industry is really exciting and sexy. And so to your point, Chad, if they can show that proof of concept, like, look what's happening. We are quickly becoming a force to be reckoned with with these bigger institutions and retirement plans. To your point, what does that mean for the future? And I guess a good presenter could be like, well, sky's the limit, man. What is. What does JP Morgan infidelity sell? They sell A, B, C, D. We could sell all those things, you know. No. Yeah, those can't. Those other ones can't be Robbie, right? No. [28:50] Justin: All right, let's string together a bunch of letters. I get really excited. [28:54] JD: Let's. Let's Play a game. Once upon a time there was a game. [29:02] Justin: Can we also just real quick. We're at halftime of our show. Just for anyone who's joined and expected to some Savannah banana dude. He's not. [29:11] JD: He was. In case he was here, he was here. If you just joined us, he was here. He was phenomenal. We all asked him a lot of great questions. We learned a lot about Savannah Bananas. So you missed out. Check out the recorded version. [29:22] Justin: He really Savannah's that banana. [29:25] JD: I. Oh. A long time ago, in a land far, far away, there was a game. It was called the lame or came game. But it wasn't enough. It needed to be revamped and needed to be improved. We needed to monetize the particip, as they say. And so now it's the totally original no for dope game. Let's play it. [29:52] Justin: Just go back to being glitchy. [29:54] Chad: Dude. I. I don't like looking at this cartoon guy. [29:57] Justin: It reminds me of playing the Nintendo Wii with those little me people like you guys. [30:04] Chad: Can't even tell when I'm drinking or doing anything. This is awesome. No, I might not even be sitting at my desk. [30:09] Justin: You're actually pissing me off. [30:11] JD: Robey. I think this is the new 2026. Look, Chad is cartoon for the whole year. That's just him. That's our new character. [30:20] Justin: Yeah. I hope you freeze right there. Oh, damn it. [30:24] JD: Okay, everyone, explain you how this game works. It's a totally original number dope game. I'm gonna put something out there that's kind of pop culture or you know, just general life. I'm going to ask my fellow castmates here whether they're nope or dope on it. And why the first one? I'm going to go straight to you, Justin. Because you're my favorite men's cologne. Using it, Putting it on. [30:51] Mark: Yeah, I'm impartial to it. Damn. I'm sorry. Terrible answer. But I guess I would say nope for me. But it's. You know, a lot of people wear it smells good. [31:00] JD: You do not. [31:02] Mark: No, not really. [31:04] JD: There must be a reason why you don't. [31:06] Mark: The aroma, I admit. You know, it's already. Nevermind. [31:08] Chad: That's terrible. [31:09] Mark: I can't even say that with a straight face. [31:12] JD: You have. You have. [31:13] Mark: You're going out to a nice nighting, throwing a little splash. [31:16] Chad: Totally cool. [31:16] Mark: But people who drown themselves in it on an everyday basis, walking out the door. [31:20] JD: No, I might be a victim of that sometimes. Chad, do you have cologne? How many types? And do you use them on the regular. [31:29] Chad: So here's the problem. I'm. I'm dope. I have one bottle. I've had it for too long, but is now there's enough liquid in it that I can travel with it on my carry on. So I like it that way because before it was too big to carry on. [31:45] JD: What a nerdy, chatty answer. That's the most nerdy. I'm so against you right now. I am loving the cartoon. I'm literally looking into its eyes right now, and I love it. After the dad joke. Look at it. [32:01] Justin: Wow. Yeah. [32:05] JD: Do you have cologne? [32:06] Justin: First off, that was not a dad joke. That was a serious comment from Chad. Okay? [32:11] JD: That's the best dad joke. [32:12] Justin: First off, I didn't know that, like, you could have a thing that had more liquid available but only have the ounce limit. Dude, come on. Anyways, so, yeah, if you're asking me. Okay, here. Here's my issue with cologne, is that it seems pretentious and it's expensive. And like, the commercials, like the Johnny Depp commercial were on a mountain lion [32:39] JD: just hanging out with them. [32:40] Justin: No, dude, you're gonna die, okay? Mountain lions are like the great white sharks of the land. You don't mess with them. All right? So, hey, Johnny Depp, go yourself. Also, that bottle is probably this much liquid and probably cost $130. JD I know. I get it. That's not a lot of money for you. I personally would never spend that much money on cologne. So here's my way around that, since I'm a cheap, frugal guy, is I buy my cologne from, like, a shitty store like your Marshalls or Ross, because it's like 12 bucks for, like, whatever it is. But, yeah, I use it because I don't want to smell like Justin. [33:28] Chad: Like, what he said he doesn't want to smell like, and I said Justin. [33:34] Mark: Oh, you know, Brandon. Brandon said it best. You know, deodorants smell so good these days. That's all you need. I don't like a lot of scent. [33:41] JD: You know, I can't. [33:44] Justin: Doesn't anybody sweat? You sweat from there. But, like, I sweat everywhere, so I got to. I got to cover that up some. All right. [33:51] JD: I definitely get it. Almost as much pleasure from the Axe kind of spray under my arm as I do a little douse of cologne. It'll come as no surprise to everyone. I do both every morning. Even if I'm just coming down into my office, you know, I'm not going to see anyone. I just put a little on and all My. All my cologne comes from all the brands you would expect them to come from. [34:16] Justin: Oh, hold on. Are you're. You're still using Ax body spray? [34:23] JD: I don't like the speed stick anymore. I like that if you can in [34:26] Mark: the drawer for an emergency Mark. [34:27] JD: It's vibrant. [34:28] Justin: Oh, my God. Dude. [34:29] JD: Talking. [34:29] Justin: Talk about 2001 needs their axe body spray back. No way, dude. That. They still sell that? [34:37] JD: Yeah, they do. And all the different. I was about to say flavors, but [34:41] Justin: so don't get me wrong. I used to use that religiously, but not anymore. [34:46] JD: The heir to the throne just says, because you don't take showers. That's not true. I take a lot of showers these days. All right, let's. Let's move on. Yeah, we'll go with this one. I got a list. I just jot these down people in my life. I put them in a little notepad, and I just try to find the good ones. We're gonna go to robe guy first because he seems opinionated tonight. I know he likes rap music. So country music, country music, it comes no shock to anyone out there, but I've been listening to a lot of country music lately. How do you feel about this? [35:24] Justin: I don't. I don't like it. Don't like it. But I think it has more to do with, you know, like, sometimes the way things happen in your past, they obviously impact how you are going forward. [35:40] JD: So. [35:40] Justin: When I was younger, I had preferences in music. I liked a lot of different music, but my sister loved country music, and I was younger by like two years, so she always got to pick all the music. So we would go on family trips where music would be on. She would always be picking and playing, like Alan Jackson and George Straight. And all these country artists that I know are a big deal. I know people like them. It was forced down my throat, and I think I have an adverse reaction to country music. And I don't. I just don't. I can't get into it. I don't like it. Some of the newer stuff, that's like Morgan Wallen. That's poppy. Some of these guys are trying to bring hip hop into it. I don't agree. That's not country to me. When you say country music, I'm talking about legit. [36:27] Chad: That kind of country music. Yeah. [36:30] Justin: Like bluegrass. [36:31] Chad: And I can't believe what the judge ain't tell us. She got the two bedroom mortgages due [36:36] Justin: side of my blue palace. [36:38] Chad: That's rap country right there. [36:43] JD: I'm falling in love. [36:46] Justin: Chad has the confidence to say all of this because he's not in his real self. [36:51] Mark: That's a good point. Yeah. [36:54] Justin: When he laughs. His thing last. [36:55] JD: His thing last. Chad, I'll tell you. Here's what I want your good midwestern opinion on. When I listen to country music, I hear about like family and God and like grandparents and like, you know, multi generational living. Yeah. Just like the good things in life, you know, and it makes me feel good. It flows my heart tell me you're for this it. [37:21] Chad: I am. I'm dope. I'm dope on country music. But there is a flip side. [37:25] JD: J. [37:26] Chad: You. You also get my dug my keys into the side. It was four wheel pickup. Yeah. Like you get some gnarly break. [37:33] Mark: Four wheel drive. [37:35] JD: That's a little carry underwater. [37:37] Mark: Say it right. [37:38] Chad: Yeah, it is. [37:39] JD: Cigarettes. I'm digging it. Morgan Wallen. I'm def. I mean, unlike Roby, I love the rap. Sl country. It's not country music. [37:47] Justin: That's all I'm saying. It's not country music. [37:48] JD: Okay, Got a point with Morgan Rollin spinning on it. [37:51] Chad: It is. [37:53] JD: Justin, solve this argument. [37:56] Mark: Mark's right. So it depends. Yes, today's country, that is country. But it depends on what generation you're from. Like, I grew up on 90s country. Country was the only thing I listened to. I was 12 years old or until I was 12 years old. So like all straight and George straight freaking Brooks and Dunn, Reba freaking Garth, you know, all those guys. But that's also not country to what it was back, you know, 80s either. Yeah. And so I think it depends on the generation. [38:30] JD: Well, whether this is a good lesson for life, everyone. Whether you're a nope or dope on it. Doesn't matter what other people think. It matters what you think. And if you're dope on it, then you just keep doing you the last one. And this one came up on a whim today. So we're gonna go straight to Chad on this one. Everyone. Chadwick Hobby lobby. The store man. [38:54] Chad: Today was my first trip in and I am dope. That place is awesome. I mean, I only bought a picture frame, but that was hard. It was like. It's like walking into Target. I looked around, I'm like, I could use that. [39:06] Mark: How long did you spend in there? [39:09] Chad: Well, I had to wait for a picture frame to be made, so that's [39:12] Mark: not what I asked. [39:14] Chad: 20 minutes? Maybe. Maybe 20 minutes. [39:16] Mark: A little bit less than I thought you were going to say. [39:17] Chad: I didn't have a window. I had to get back for the show. [39:20] JD: So for the audience to know, we have a retireholics group chat going on. And we were talking, we were talking about our guests not being able to show up last minute. Like an hour before the show, they told us they couldn't show up. And Chad texted to the wrong group chat and said something like. Something like, God, I love this store. Like, I don't feel like I could ever leave it. There's just so many great things here. And Justin and I started to respond to him like, I know, right? It's awesome. [39:48] Mark: All kinds of cute things. Lots of full length mirrors. [39:57] JD: God. Hobby Lobby. Can you, can you just see him now? Can you just picture him in his little cartoon suit and his little cartoon head walking through Hobby Lobby? All right, let's go to the next subject. Here we go. Manual Life. John Hancock Retirement. So good. Right off the tongue. And Retirement Plan Advisor Search. Teach us how to sell more plans. This is an article at 400K Specialist Magazine titled Acing the finalist presentation how to win more more 401k plans. Now, I. I don't want to rip on Brandon Redash. Redak, Redak. And. And I love myself some Veronica Bray, the chief executive officer of Retirement Plan Advisor Search. So because. And I want to be nice here, you know, it's hard to come up with a list of like, you know, tips and tricks for, for selling. So I'm not, I'm not ripping on that. I think they actually have some decent stuff. So let me walk you through some of them and I'll get your guys's opinion or thoughts on these. Referrals versus cold calling was something they talked about. I'm going to snooze on that one. I think you all can piece together the story there. We'll move on to the other one. Professional organizations, like, I don't know what [41:17] Justin: SHERM stands for, so hr, Human Resource Management. [41:22] Chad: Yeah, Justin, that's you as well. [41:24] Mark: Yes. [41:26] JD: You know, getting into those types of organizations. So you're the expert speaker or you're rubbing shoulders with all these people or however you work those relationships, don't rub their shoulders. [41:36] Justin: Just stand next to them like arm's distance. [41:41] JD: The right prospect might love a good shoulder rub. You never know. I know it was Jeannie Sutton or Sue you that, that came on the show and told us that that was a big part of her business model. So obviously that can work. And by the way, they seem more like prospecting things than like acing the finals presentation. But we'll keep going. I like this one. And I want to get. Just go to cartoon guy just because I, I love him right now. Can you smile for me, Chad? Thanks. [42:13] Justin: Also, I don't like that you have hair. [42:15] JD: Do you? [42:16] Chad: I know the bald. Bald me is not nearly as cool though. [42:20] JD: Can you. They talk about weather. As an advisor in a, in a sales presentation, you would want to go first, middle or last. If someone asked you that with all your experience, what would you say? Nerd go last. [42:36] Chad: Yeah, because I want the questions that came up in one and two to be asked of me. And sometimes questions that come up in interview one don't make it or sorry, interview two didn't make it into interview one. And so I think the best dialogue comes during Q and A. And so I want to go last. Damn it, that was a drink. [42:56] JD: You want the best pitches thrown at you, you're ready to hit them. And so they're going to learn things in meeting one and two that they didn't know and they're now going to be ready to ask you about it and you're going to be ready to knock it out of the park with your answer. I recently sat through three, coincidentally, advisors giving a presentation on a large client of ours and it was the middle one that, that won. Now it's not just because of that. The cons to going last is people have kind of ran out of energy maybe, right. A little exhaustion. The committee is not very exciting stuff. And so I think there are some people who believe, hey, the middle guy kind of has that middle guy or girl has that kind of the best moment of everyone's attention and kind of energy. But I do like what you just said though was pretty intelligent. I'd like to stop here for a moment and see if we could. We used to call it not your typical advisor back in the day chat or hashtag not your typical advisor. And we were trying to find ways for advisors to kind of learn and be better. In your. In your yalls opinion of point of sale, this article tried to tackle a little bit of this. I don't think they necessarily did it successfully. But where do you think advisors screw up the most? And I'm going to tell you, I think my macro one is focusing on like the proposal you have and kind of talking at your buyers like, like they think that stuff's as important as you do. Like, I want to talk to you about the fees. I want to talk to you about the target day funds. I want to talk to you about the manage account. I want to talk to you about the FIDUCIARY service. I'm. Because I'm so excited about this solution that I'm potentially presenting to you. And I think where they miss is this is more generally at a surface level, like a relationship game. This is about being liked. This is about the committee going, I fucking trust that person. They seem to be knowledgeable and intelligent. I like they were funny here or they're very compassionate here or they were very inspired over here. And so to me it's more of a how can you really move the needle emotionally? And we seem to focus so much on the product bells and whistles or the things that we think are valuable. You think that's a fair assessment? [45:20] Chad: Yes, absolutely. And the way you concluded that is what needs to be heard. You just said you're focusing on the things that we think are important. That's not what you do in a finals presentation ever. You, you focus on what the client thinks is important. Now there might be some, some bobbing and weaving that you have to do in order to get through certain points that you know are necessary, but you need to, you need to have an interactive discussion to figure out what is important to them in order to get buying signals from them. You can't just roll in there and present a presentation that you come in with some preconceived notions. Which Let me add, JD, one of their points was we need a 30 minute pre call. I'm like, what client is giving you a 30 minute pre call before five different business. [46:09] Justin: And a debrief, Chad. [46:11] Chad: And a debrief. Yeah. [46:12] Justin: Come on. [46:13] Mark: I've never seen that. [46:14] Chad: Maybe in the hundred million dollar. No, not even there. Let's go in the billion dollar plans. Maybe they do that. [46:23] JD: Yeah. To Greg and to Versha. I know, I was gonna say we [46:26] Justin: got two rock stars in the chat bar. We need to know what's going on. [46:30] JD: Yeah, Sorry. So, well, Brashad's here. He loves Savannah bananas. So we got an hour before Dr. Tim Nady told us that he had something tragic happen. So we're a little worried. So thoughts and prayers. We have not thrown him under the bus at all for not showing up. He was gung ho to be here, did lots of prep meetings and literally like he posted about it this morning. And so it was an hour before the show. We got the message. I just want to let everyone know out there, as someone who has sat in on a lot of these sales meetings just over the last two decades, I think that's a common theme is us as industry pros getting so Kind of obsessed with all the little nuances and the bells and whistles, that we miss the bigger picture. And that the reality is that when you think I'm being extreme here about, like, when you think Target day Fund has a really cool glide path, I know you probably don't do that, but I'm so. I'm exaggerating, but. And you think that that's really neat. Like, your clients, really. Your prospects really don't give a About that. [47:38] Chad: Well, they might. They might. The point is, you have to figure that out. [47:42] JD: Fair enough. Most of them don't. And if you're going to present it, you got to find a. A better way to go about it. And so here would be my next kind of advice for everyone. Little Chad Nuggets moment is like, you need to work on this stuff a little bit. I'm also very shocked by a lot of people feeling very uncomfortable or not confident or slightly awkward or disjointed in a point of sale. Like, come on, people, this is what you do. Like, you need to be good at that. And the best way for you to be good at that is to like, practice it and have kind of a. Like a. A sequence of events in your head of how it's gonna work out. Like an. Like an agenda. And then I would also probably say, like, I'm sure Chad would back this one up. I'm imagining Justin and Mark would, too. Like, do your homework. Like, do a lot of prep. Like, be prepared to speak on all things that are. Have to do with that plan and that proposal. And. And I just think that's where people miss it. They're not prepping enough. They don't know how they want it to go down enough. Like, the performance, if you will. And they. We were going to talk about this. The Savannah Bananas guy, him and I riffed on this because he sees what they do out there on the baseball field as a. As like a Broadway show as opposed to a baseball game, but it's a baseball game at the same time. I think the analogy is very true of your own point of sale. Yes, there's a baseball game happening, but it's also a performance. Like, you need to leave them with certain types of emotions. And if that's the game, you should work on that and be ready to do it that way. So. [49:24] Chad: Okay, hold on. Before you transition, assuming that you are transitioning, we used to say something in the 401k CADME all the time, which is, don't be afraid to pick a fight in these finals. Presentations. There's two other points that I liked in that article. One is you don't need to be confrontational, but you need to be opinionated. Did they tell people want to work with you because you have expertise. And then the other piece that they mentioned in there was to be visual. Don't walk in and slide a proposal from Hancock, a proposal from Empower and a proposal from American Funds across the table or Fidelity across the table and be like, let's walk through these three proposals. That's not what people want to see. They want to see that you have built a product and a business model around them and around this 401k experience. So go ahead and build it out or find tools or technology or partners that do that for you and come in with something that is customized for them. Not prepackaged. 70 page. Oh, fidelity sent me this to show you. [50:27] JD: Yeah, I think the article also talked about like words use less words, right? Like use images, graphics, whatever. Like we, we have a habit of too many words, too many paragraphs, too many sentence. No one's paying attention to that. Chad, you bring up the. Have an opinion. I recently got into a great debate, I felt like with a local Vanuife John Hancock retirement. Did I get it all? Yes. Wholesaler in the area and he was very opinionated about pooled employer plans for like kind of medium sized businesses that were, that were, you know, a couple hundred employees that were having audits. And him and I really got into it. I respect him so much more now than I did before because he truly had a passionate opinion about it and he made some really great points. And so I want to back that up a million times. I. Chad knows and I apologize if we talked about in the show before, but I used to do a presentation called pick a fight with your prospect. And what it meant was I had kind of naturally figured this out that when I ran around in a suit and tie and people were judging me and they thought I was a sales guy and I felt like a slick, sleazy sales guy, you know. And so I wanted to really off put that somehow. And I felt like what I didn't like about being a sales guy was people would see me as a yes man. Like anything they would say, I would agree to it. I just wanted to. This is true of a lot of you that like want to put the lowest cost solution in front of your clients. You don't want to like make waves. You want to try to find the path of least resistance to sell a plan. And I'm telling you that that is not the right approach. Most business owners and decision makers find zero value in yes men and yes women. And they can sniff those out really quickly if you challenge them on something and you don't have to force it. But if you can find something, especially in your niche of your industry where you're saying to them, no, you are wrong, I am right because I live, breathe and sleep this stuff and this is why you're wrong and I'm right as a purchaser, as a consumer, I'm immediately more comfortable with you. You're immediately a value add to me. And I'm being serious here, not fucking around. Like I want to have you on my team. Team. Because you know more about this than I do. I'm just a business owner and so you're willing to speak your mind. That's going to move the needle a lot more. I see very little of that amongst the advisor community. I think that, I think the good ones probably do that quite a bit if you watch them. I think the rookies and the people on the up and the people not as successful as they could be in sales don't have that gear. And I think that's a gear that anyone can have because it doesn't need to be smug, it doesn't need to be cocky. It can still be educated and homework based. But I'm gonna, I'm gonna much rather hear from that type of person. So sorry, I'm super passionate about that one. If you, if you can't tell. Okay, let's, let's wrap up real quick on. I was gonna talk to Tim Natty about this, but I'm going to talk to you guys about this because it's close to my heart. Burnout. Burnouts being dude. [53:51] Justin: Because you do, can you, can you. When your wheel spin, does they make the smoke when you do that? [53:56] JD: No, no, that was, that was a [53:59] Chad: good dad joke, Mark. [54:01] Justin: Yeah. [54:02] JD: But I will tell you this show, Brandon and I used to like just be gung ho new things. What can we do? And we've hit levels of up and down where, you know, it gets difficult after 10 years, a little bit of burnout. I will also tell you right now I run a company where I'm like, okay, this is a company I run. You know, it is what it is. This is how we do it. I've been doing it for a long time and I don't think, I'm not necessarily saying I'm burnout in the sense that I wake up every day stressed out, but I feel like sometimes I lose some of my zip, you know. And I'm getting excited to meet with you guys in Texas in a couple of weeks. We're going to do our sales team huddle and a review of 2025 and look forward in shoulders, rub some shoulders. And I would really like to like, you know, reinvigorate myself, you know, like be more. Less burnt out. Can any one of you talk about [55:00] Justin: some country music and hang out? [55:02] JD: Yes. And you must have. Come on, Rogue guy. Are you 100 of 100 every day gas tanks? [55:11] Justin: Absolutely not, dude. Heck no. No, wait. I don't know what your question was, to be honest, because I was just trying to be snarky and rip aware of it and will you try to [55:22] JD: do anything about it or do you just take on your. [55:25] Justin: Yeah, I. I yell at my kids. I treat my wife like. No, I absolutely have those moments. And how do I deal with it? [55:36] Mark: I don't. [55:36] Justin: I'm horrible with that kind of stuff. Instead I, I beat myself up about things and then I, I try to regroup and I try to make it better. And I, I worked through it and it's not the right way to go about it. [55:49] Chad: I'm. [55:50] Justin: I'm learning through just, you know, having certain outlets to deal with that kind of stuff. But yeah, I mean, I think they're with PDC, man, so good. So long for almost 15 years now and not a day goes by that I just don't do this. [56:09] JD: Do you think that the burnout could be. And I don't want to put words in your mouth so you can say no if that's the case. But can it be part. Just like the same things over and over again? So kind of like the hamster wheel [56:24] Justin: for a variety of things. I think it can be like having an inbox full that you can't get ahead of. It could be a certain situation or client that's just got. Got on your mind because it's a negative situation and things are going on that you can't control or it's just the fact that you're in a hamster wheel. So I think it can be a number of different things, but I think we're all human. I think everybody can go through that. [56:48] JD: I guess I want to know Justin too, would you. If you were thinking about this logically, do you battle burnout by trying to change the motion wheel or. I mean, what do you do? Or you just look at. [57:02] Mark: I think you have to change your. Your perspective for sure. [57:04] Justin: Because. [57:05] JD: Yeah. [57:05] Mark: Especially with. Do you get the same all the time, right? And it's a grind and you get, you get tired of it, but you got to do it and you got to recreate yourself or recreate your vision to. It's, you know, I think it depends on the person, the individual, and if they're a very driven individual or whatnot, or if you're like me and you get distracted easily or bored easily, you got to keep reinventing things to reinvigorate yourself and get motivated for it again. It's, you know, it's not easy thing. I would say certain people experience it harsher than, than others and, and, you know, some have no problem with it, so. [57:42] Justin: Or if every other Thursday you have to sit down at your desk and drink a beer and talk about the same headlines over and over and over again. Well, that's why cryptocurrency. [57:57] JD: Hang on, Chad. I'm going to tell you what to say. Hang on a second. That's why we've got a new 2026 in front of us. We can do new things at Retireholics, the show. But nerdy Chad, the cartoon guy, can you tell everyone now what I need you to say, which is, I can't believe you guys are all like, burn out on this stuff. This is the most wonderful job in the world. I wake up every Monday morning like, oh, my God. Cross testing Sunday morning. [58:28] Chad: I wake up every morning, Saturday and Sunday, looking forward to running some illustrations. I feel like I've analyzed burnout over the years because I. I've hit it. I've hit it in, in sports, I've hit it in life. I feel like when I hit burnout, I tend to do everything at a mediocre level and nothing really well. I don't parent well. I'm not a great spouse at that point in time. I'm not doing a great job at my job. And typically, what I have found, like, the common consensus for me is that I'm trying to make myself busy and feel valuable in that moment. And then I get to points of the year like we're in right now where I can't even breathe. We're so busy. There's so much going on. And I never get burnt out in those moments. So what that has taught me over the years is when I start to feel like I'm trying to keep myself busy and feeling burnt out because. Because of it, it means that I'm trying to keep myself busy with the wrong things. I need to transition what I'm doing. I need to move back to marketing instead of trying to, you know, call on advisors. At that point, I need to get in and build something for the sales team rather than go out and trying [59:41] Justin: to run, return a text once in a while, you know, just basic like that. [59:45] Mark: Shop for full length mirrors, whatever you got to do. [59:48] JD: I like that. I think we're gonna. We're going to talk about this in Texas a little bit. [59:56] Justin: I'm the new camera for my zoom meetings. [59:58] JD: We all get together, but I think that if you do the same things, you kind of get the same results and then you kind of get the same life experience. And so if you can tweak some of those things, the reality is you can. If you tweak them intelligently, you might get better results and different results and then a different world. But I think Justin also nailed it in a more realism way as the hamster wheel is still going to be there though, because some of the same things are going to be happening every day, you know, and, and so that you. It's a combination of perspective and a combination. What Chad just said is like, hey, trying to mix up some new things in there and maybe do things a little differently. So I think Brandon would like us in 2026 to start bringing in some subject matter in this show that's a little more like the one we just did. We'll try to make sure it's not too cheesy or too emotional, but emotional where it needs to be at the right times. But some of these kind of general things mostly around business and work, but if it bleeds into family and parenting and then so be would open up [1:01:06] Chad: our world to some really great guests that aren't k focused like you tried to do a Dr. Daddy. Here, here like that. That would be fun. [1:01:14] JD: Great point. And maybe hopefully everything goes okay with him. I'm sure we can get him back up. [1:01:19] Chad: Hippie. [1:01:21] JD: Shut up, you hippie. We can get him back in 2026. I've already got slotted some great names of people for Q1 in 2026. Jason Wentz, the guy who started this huge broker dealer in the LA area, is going to join us. [1:01:42] Justin: Oh, that counts. That counts. [1:01:43] JD: Yeah, he's massive. So he's going to be one of our first ones. [1:01:47] Mark: No, he means it counts for an ackerson. That's what he means. [1:01:49] Justin: Los Angeles. Los Angeles. [1:01:56] JD: There will be no trap or champion tonight. We will be putting 2025 to rest. And in 2026 we will have an all new, brand new kind of game methodology, if you will, for Champ bar champion. This one will be much more thoughtful. There will be a. So stay tuned for a brand new version of that. And as usual, I think every season we try to throw at you guys kind of a new look, a new whatever. I'm gonna make every commitment between now and then to. And I want you guys to buckle up and bear with us in the new year to kind of move away from the welcome intro. Headline topic, topic. We're going to throw that all in the trash and we're going to come at this kind of a new direction. And so it's going to be more about no alcohol. Jesus Christ. Being a good fan. No, I'm kidding, I'm. [1:02:53] Justin: It's also gonna be kind of gonna be behind a paywall on only fans, so just get prepared for that. [1:02:59] JD: I like that. We could do that. We can definitely do, like call it [1:03:03] Justin: only K's a C. No, definitely not that, dude. [1:03:08] Chad: Oh, yeah, it's terrible. [1:03:10] Mark: Sorry. [1:03:13] JD: Robe, guys. Naked feet segment. We could do that for a little bit. Okay. With all that said, everyone who's tuned in today and watching this recorded, that's part of our 4K community, our Retire LX community. Happy holidays. I hope you have a great one this time of year with your fit. Yes. What? [1:03:32] Justin: Sorry, I was going to send this to you via email. Just keep it 100 here. So January 1st is a Thursday, but that's a holiday. Is that our first show next year? I didn't even catch any. [1:03:47] JD: That's not what I've been looking at all year. I thought it was like you give [1:03:50] Justin: the people an update on ourselves and also by. By people. I mean the people who are on the show as well. [1:03:55] JD: Oh, God, no, we can't. [1:03:56] Mark: Whatever your answer is, I won't be here, so. [1:03:59] JD: Well, that's a holiday. Yeah, it'll be the 8th. It'll be the 8th and the 22nd for a year. For month one. We'll throw it out there. [1:04:09] Justin: Eight and then we'll. We'll do 8th and then skip a week and do the next one. Do that. [1:04:13] JD: And then we'll reboot for the next month. We'll see. [1:04:15] Justin: Okay, zero people there. [1:04:17] Chad: We need to do. [1:04:20] JD: Yes, Chad. [1:04:20] Chad: I was gonna say we need to do a quick retireholics appearance when we're in Texas together. [1:04:26] Mark: Yeah, but we're going to. We have a show. [1:04:28] JD: Yeah, we have a show over there. [1:04:29] Justin: Oh, that is. [1:04:30] Mark: Oh, wait. No, but he just moved it. [1:04:32] Chad: He just moved it. [1:04:33] JD: Yeah. [1:04:34] Mark: No, we gotta have the show there, man. [1:04:35] JD: All right, so cancel. [1:04:37] Justin: No, but that Aligns with us being there. [1:04:39] Mark: Yeah, no, he said 8th and 26. We're 13th to 16th, dude. [1:04:43] Justin: Oh, oh, oh, oh. [1:04:45] JD: We'll figure that out. I think we might do a live stream on the 15th. [1:04:48] Mark: Go Old School on a couch. [1:04:50] JD: Yeah, yeah. Or a horseback. Okay. I wanted to have a real moment with everyone before they take off that it's the end of the year. You spent another year with us. We've. We not very much appreciate it. We love it. Thank you. That's awesome that you come here every other week and do 401k stuff with us. [1:05:10] Justin: Also kind of. Kind of weird, just to be honest. [1:05:12] JD: Yeah, kind of weird. [1:05:13] Justin: Yeah. But weirdos. [1:05:15] JD: We're super stoked that you continue to do that and be a part of our 4K family all of these years. That was our 10th year doing this. We hope to bring something fresh for you next year. Obviously. I. I'll see you guys after the holidays for our little sales team huddle in Texas. And don't touch your face. [1:05:36] Justin: Ding dong. [1:05:37] JD: Yeah. Yeah. Good ending. Don't touch your face. [1:05:41] Justin: That makes. [1:05:42] JD: That makes me want to see you next year. And I think the ne. The next show will be a live stream on the 15th. Check and check your email for more information. All right, we'll see you in special guest. [1:05:57] Justin: Malort, spin the wheel. [1:06:00] JD: Goodbye. I'll take the heir to the thrones advice. Brandon, spin us out. [1:06:06] Justin: I like this. Interesting. You're in trouble, buddy. You're grounded. [1:06:13] JD: Yes, [1:06:17] Justin: Chad. [1:06:18] JD: All right. [1:06:18] Chad: I had to go get another one. [1:06:20] Mark: Go get it. [1:06:21] Justin: Well, we will wait. No, Justin, don't do it. You gotta wait. [1:06:24] Mark: I gotta go. [1:06:25] Justin: I gotta get him. [1:06:25] Mark: In 23 minutes. [1:06:27] Justin: It'll take Chad eight minutes to go upstairs to his three story mansion. [1:06:32] JD: Kristen and I talked night night event in Texas. Poker. [1:06:39] Mark: Oh, yes, [1:06:42] Chad: poker. [1:06:43] JD: Yep. [1:06:45] Justin: Great. Because I. I got a really good poker face. Everything so. [1:06:49] JD: Well, we'll provide your cash to start. And we're all in. What? That was a pun, but you know. No, never mind. [1:06:57] Justin: Love you guys. [1:06:58] JD: All right, Brandon, play some music. Love you. Love you, everyone. See you next time. Peace out. [1:07:02] Chad: Peace out.