Cybersecurity, M&A & Advisor Control with Cindy Dash

[0:00] JD: To find it. I can find the after show, probably. You're starting. All right, go. Thanks for the heads up. Brandon. What's up, dude? You made it, man. I told you to be here, bro, and you're here. It's. It's gonna be firing, dude. It's all time tides, right? Swells coming out of the southwest. It's, you know, good intervals. It's gonna be dope, bro. We're gonna talk about all things freaking 401k and advisors and. And. And cybersecurity and custodians and just all kinds of cool retirement plan stuff, so. It's going to be sick, bro. Hey, you know, we don't do enough is a thank you all for tuning in. I know we talked about it many months ago saying, man, the chat bar is just so cool. They're part of the show now, and you really, really are. And so I just want to take this moment to say, I love you, man. I will, man. I love all of you for tuning in and being part of the show, because you really are. Chad, do you love them? Why don't you tell them? You never tell them that you love them. They tune in all the time. You ignore them all the time. [1:33] Chad: You know, I do not ignore them. And, whoa, Brandon made me big all of a sudden. The funny thing is, JD is I. When I describe what we do to people, I tell them we get. We get access to folks like Cindy, and we have people like Shannon and Janya and Aaron and Alex and all these folks that are the industry icons that sit on the chat bar with us every Thursday night. That's frigging awesome. And so, yes, I give them all the praise and love, maybe just not to their faces when we're sitting here on the show. [2:04] JD: Mark, tell me you love them. Tell them you love them. [2:07] Mark: Well, everybody knows that I love them because I think I constantly get a little emotional and share my passion with everybody. But I think I'm going to pause there for a second. J.D. i think that was your way of trying to keep the audience engaged and apologize for your absolute travesty of a song last week. So as much as you want to say you love everybody, I think you should also. That's. That was kind of a backhanded apology. [2:33] JD: I apologize. I apologize. Everyone. I'm. [2:35] Justin: I'm going to give you a comment to jdg. [2:37] JD: I'm going to give you a break for a few weeks. We'll take a little break on the songs, which I think is a. That's. [2:43] Mark: Again, I feel like if you're Beyonce and you release a song and it fails, she doesn't go home to her mega mansion and cry next to Jay [2:54] JD: Z, get back on the horror, goes [2:56] Mark: into the studio and writes another banger. So get on. [2:59] JD: All right, all right. Well, I'll tell you someone who's been writing banger after banger. Yeah, silent, silent. Justin McNeil has been doing the intros. Like, I had this thought today, I would not want to go head to head against Justin in an intro contest. He would smash me right now. [3:17] Chad: He's just, as long as you're singing [3:19] Justin: before me, it looks really good. I mean, it was really a 6, [3:23] Chad: but it looked like an 11. [3:25] JD: So here's where it gets tough though. [3:26] Mark: Justin, your goggles right there for everyone [3:28] JD: is when everyone expects a 10 out of you each and every week. So you know what to do out there. Audience, you're going to judge Justin's intro of Cindy on a zero to ten. What a rip. Justin, the floor is all yours. [3:41] Justin: Ready? Well, we got another rock star of a female who's kicking ass in our male dominated industry today. She currently resides in the great state of Colorado, but she's a self proclaimed Jersey girl through and through. No, she's not a Snooki or like the rest of the wannabe fake famous asshat. She's actually done some meaningful shit with her life. For instance, started when she got her bachelor's in political science from Hobart William Smith College where she made the Dean's list. She then went on to get her JD from University of New Hampshire Law school. No big deal. Moving into her professional career, she served as general counsel for Matrix Mark. General counsel. That means she was a lawyer for over a decade. And in 2011 she decided to take on the role of COO until Broadridge came into the picture in 2016. She's a hell of an athlete who has a profound love for tennis. In fact, she's so good at it that she's in her high school and college halls of fame. Hall of fame, Halls of fame. [4:45] Chad: Dash. [4:47] Justin: For all you tennis fanatics out there, she currently plays at a 4 or 5 level. For the rest of you, I have absolutely no idea what the hell that means either. [4:57] JD: Look what Brandon found. [5:02] Justin: She's a recognized leader in the industry and wealth management space with an overall responsibility for Broadridge, Matrix Financial Solutions and Fi. 360. Ladies and gentlemen, the General Manager and SVP of Broadridge Cindy Dash. [5:16] Cindy Dash: Thank you. [5:17] JD: Thank you. Wow. I'm starting. [5:20] Mark: That was a level four or five, Justin. [5:22] JD: Well, Done. [5:23] Chad: Yeah. You're pushing it. [5:25] Mark: I really hope that's good. I'm just saying [5:30] Cindy Dash: they want to know what I'm drinking, John Race in particular. So I've got some Blue Moon here. I'm ready to go. Very nice and looking forward to. I appreciate that kind introduction. [5:42] Justin: What does 4 or 5 mean for so ranking? [5:45] JD: I'll tell you this. If you're five. Oh. I mean you're, you're borderline pro college, like legit. Legit gnarly. So I'm. She's right there, man. [5:55] Chad: So, Cindy, did you know that JD coached a professional tennis player for years? [6:00] Cindy Dash: I did not know that. [6:04] JD: I also took my alma mater high school to their city championships or whatever for, for the women's tennis team there. So yeah, we'll talk about in the after show. I know Webb, J.D. a tennis coach. What the hell? Yeah, I'm really surprised. We've got a tennis themed show for you tonight, so pay attention to some of the tennis stuff we got going on. Justin, another phenomenal intro. Hats off to you. Although I'm getting emails from advisors that are saying you're not responding to emails and phone calls on the day of the show. And I feel like you're spending all day on this intro and so I don't know, maybe we need to. Housekeeping. We are going to play chat bar champion. So Cindy, keep an eye on that chat bar. You will get a vote, someone into the semifinals to be chat bar champion for today's show. There's no real criteria. Whatever floats your boat, whatever you're into in that chat bar, vote for that person. And then you all out there, you know the drill. You vote the winner, you vote the winner. Last week we had no winner because we got in a tie and they both sucked in the tiebreaker. So that was kind of fun. We're going to play acronym SIN. I've explained these rules to, to Cindy already, so she knows them. No initialisms, no acronym. But you can say my name, my name is fine. And that's it. Let's. Let's get, let's get going because we've got a lot to do today. I'm gonna jump right into some headlines. Saw an article on napanet today giving us a little update on cyber security. Oh, shit. Is that just one? [7:39] Chad: Yeah, just one. Off to a good start though. [7:44] JD: I guess. There's some attorney firm out there that's caught wind that the Department of Labor and some of their regular audits are actually asking for cybersecurity information from the clients from their vendors and this type of stuff. And so I think the takeaway here is like, well, when did we get these guidelines from them, these little FAQs and stuff? Like, it was like a month ago. Or like, oh, yes, questions. Okay. It hasn't been that long. And all of a sudden, graphic. [8:15] Mark: Holy cow. [8:16] JD: All of a sudden already they are digging in and asking about this stuff. So, Chad, as usual, I'll kick it to you. Cyber security is now becoming even more of a big deal. It's legit. Are you guys, Is the sales team prepped for this? Does Mark, does Justin, does yourself? Do you know how to answer questions for clients that ask you about it? [8:38] Chad: We know how to answer questions. By dodging? Really? Well, no. Internally, you know, we have a good cybersecurity policy, but do we have something deliverable? No, not from us. We have it from our partners, the people that we empower to create our cybersecurity. But the questions that I've been asked in the larger market is what is coming from plan design consultants that shows what your policy is? JD When I first read that today, my very first question was, which, which. Which investigator at the Department of Labor can actually understand these cybersecurity policies? [9:17] JD: That's what Hackler's saying to Hackler, saying they don't even know what they're doing. [9:21] Chad: And Brandon said today, policy, they're going to look for procedures. That's it. [9:24] JD: Brandon said it in a group text because Brandon's a big tech guy. He's like, he thinks it's funny because this stuff is ever changing, Right? So, like, rules in place. Cindy, just real quick, you know, just to go to you guys, you're a big shot. You're a big executive. Cybersecurity is a big deal. Is this stuff coming across your desk at Broadridge Matrix FI360? [9:45] Cindy Dash: Yeah, absolutely. It's coming across our desk. And the due diligence questionnaires are, I mean, what. Went from two pages, it's now 25. So you definitely want to make sure that you're working with a provider that can help you to navigate all of it and be able to give you the cybersecurity information that you need in order to be able to answer questions. I think there was some, you know, good comments in the chat. I'm not saying I'm going to vote you in yet. Some reference to Putin. I think that might be a little extreme, but I will say I do. I do agree on the side of that. It might be a lot of, you know, move towards enforcement or thinking about that before this is all fully baked. So yeah, I got across our desk and we're on it. [10:40] JD: And I got the vibe with the, what should I call them? The guidelines that we got from the Department of Labor earlier weren't even really like mandatory stuff. They're just kind of like recommendations. So it doesn't seem like there's any black and white rules yet. So it's all kind of a little wishy washy to me. But I'll tell you a good thing about it, Mark, and I want to get your opinion. A lot of stuff we Talk about in 401k is so foreign to our clients to plan sponsors, you know, it's hard to understand. This is something that would make sense to them that they could wrap their brain around or nod along in acceptance. If y' all are using it in a point of sale and trying to talk about it, they would get it right. Mark, [11:19] Mark: again, I think I said this before. They would understand the need for it, but they would be relying on the other people in the room who have come in to help them with their plan to navigate that for them. Like they, they want that assistance for oversight. And again, they're relying on those entities to have proper infrastructure, follow those rules and requirements and keep an eye on it and making sure. Again, now, again, I think bigger companies have people who are focused in that space. So smaller companies, I don't think they have someone there who's going to be aware. [11:57] Chad: And that's kind of stuff. That's where in the financial services space, I think this gets interesting because there are many small companies, there's a shit ton of third party administrators, right. That don't have the Brandons of the world to protect them. And so I'm anxious to see how those kind of businesses respond to any real guidelines or questions that are going to come forth. And in those point of sales where people are asking these questions, well, don't forget either. [12:24] JD: Like it's, it's not something I don't think, I'm not an expert in this area. But a plan sponsor can also just completely delegate all of this because they're an Achilles heel in the process too. [12:34] Chad: Right. [12:35] JD: And so if their HR gets hacked in some way, there's ways that they can penetrate through the client themselves. Dang it. Human resources. So it's anyways it's there, there still is a job for them to do. It's not that you can just go, oh, I need all my vendors to take care of it for me. They have a responsibility from a cyber. Cybersecurity standpoint too. [12:56] Mark: Is jd. Is. Is the cybersecurity stuff the reason why you hired a human resources person? [13:02] JD: No, no. [13:03] Chad: We. We all got blindsided by that one. Today. [13:05] JD: I hired a new person to take care of you fuckers. You should be thanking me. [13:09] Chad: I know. We were laughing because usually we're a part of that conversation. Also, we got an email like, hey, I'm your new HR guy. And Mark and I. [13:16] Justin: Look, I almost deleted it. I thought it was spam. [13:20] Cindy Dash: Did I meet him when I met you? [13:22] Justin: Yeah. [13:23] JD: You met Raul? Yeah. [13:24] Cindy Dash: Yeah, he seemed like a good guy. [13:25] JD: He's in the office. [13:26] Mark: Wait, you've already met an employee? [13:31] JD: Yeah, Dasher and I were hanging out. [13:33] Cindy Dash: Let's. [13:34] JD: Let's keep it moving along. Hey, there's a new pod out there for my boy Idso. And guess who's his guest? It's Wink wink, Nevin Adams. And Nevin does such a great job when he's talking shop. I really enjoyed it towards the end. They talk peps and Nevin gets all lovey dovey on peps. Ah. Which kind of pissed me off. That's too. But they also talk about Biden's little tax shift to a tax credit and retirement plan. They talk about all kinds of cool litigation. So tune in to it. So's podcast. And then don't forget, retireholics is available as a podcast as well. And all your favorite podcast apps. Plug, plug, plug. Cindy, I gotta ask you. You're our guest. I've. You're. I've called you big shot executive over and over here. I've never. Personally, I don't walk in the circles with people that acquire companies for what I'm guessing are tens of millions of dollars. I don't know what Fi360 went for, but. But we've always been big supporters of Fi360. We've been involved with them for years. And give us a little insider scoop on how do they come up on your radar. What's the process as you start to investigate purchasing them? How long did that period take? Because for the audience, and correct me if I'm wrong, I mean, you played the major, major role in that acquisition, right? [15:01] Cindy Dash: Yeah. So I appreciate the question. You guys had Faustino on a couple of weeks ago. He's great. Saw him in the chat. So, I mean, doesn't that say at all? Wouldn't you be looking at FY360 if Faustino came along? [15:13] JD: I don't know. That's. Faustino is the whole. [15:16] Cindy Dash: No, he was also there. We didn't say the whole deal, but definitely sealed it. So for Matrix, I appreciate the big shot, but definitely started with humble beginnings. And as I mentioned to you, I was here when it was eight associates and certainly not even in the realm of profitability. So I appreciate that shout out. But I do want to make it clear that we were a small startup and acquired as you mentioned in my intro from Broadridge. So when we do look at mergers and acquisitions, I'm really psyched I didn't use an acronym there. The fact that we think about having been there, what's the best fit not only from a tools perspective but also from a cultural perspective. So we do really truly value the human capital element. I saw some shout outs to Nevin as the icon, yet there's a tremendous amount of subject matter expertise that we need on the advisor tool side. And so as we think about our strategy, if you're familiar with Matrix on our platform, from the custodial perspective, we have the scale, we brought in, the services that we need to be able to deliver on our trading platform side. But really integrating advisors and speaking to those advisors that already have their designation with Fi360 that hey listen, you can have choice with Matrix as well as a casino because really today there's very few players in this marketplace that offer that independence and choice. And so as we think about advisors and how we can serve them, that's really what we're here to do. We don't want to be in the room with those advisors competing for plans up against them. We don't provide record keeping services. It's really all about that value add for those advisors. So when I sat down to focus on that deal, we actually had commonality with BluffPoint, which is the private equity firm. And so we knew that they definitely had the same type of focus that we did on value and valuing those associates and then getting those advisor tools. [17:26] JD: Can I ask, can I ask a typical question? [17:29] Cindy Dash: Sure. [17:29] JD: Dash, does this mean that Fi360 gets infused some cash, some investment, some improvements like. Is that a goal for you? [17:41] Cindy Dash: Sure. So as you heard from Faustino, if you were on that retireholics where the best acquirer for. [17:48] JD: I was there. [17:49] Chad: No, I have, I have, I have a timeout first. I can't remember the Faustino episode. Is. Is Fi360 an acrosant? [17:57] Mark: I know I, I've been. [17:58] Chad: We brought it up and I can't remember. [18:01] Mark: No, I think we. [18:02] Chad: Those first two letters lead to an acrosin or not. [18:04] JD: No. [18:04] Mark: No. [18:05] JD: And Faucino says no. Okay. [18:06] Chad: If we. [18:07] Mark: If we did, Dash would be in trouble. [18:09] Chad: Yeah. Because I was counting them just in case it was Dash. [18:13] JD: Dash. Dasher. I apologize for Chad interrupting you. Please continue with your. Your comments. [18:18] Mark: For once, I didn't interrupt. [18:20] Justin: That's great. [18:20] Cindy Dash: I think I might drink anyway. Just take a smart, smart move. [18:24] Mark: Oh, hold on another second. [18:26] Justin: Light sky. [18:26] Mark: That's one of those. [18:27] JD: Is that good? [18:27] Mark: Are those good? [18:28] JD: So good. [18:29] Mark: Dude, I was asking. I was asking Dash's opinion. [18:32] Chad: You're just excited about it. [18:34] Justin: I don't know anyone else drank them. I have them. [18:36] Cindy Dash: I have. The total is. Aside from the pandemic I went on. Love you, Justin had to do that, so. Lost some weight there from the pandemic I'm sure you guys can appreciate. So I'm trying to keep it real. That's why I'm on the light sky versus the full moon. [18:52] Mark: That's why I have Corona Premiere. You can't see it. 90 calories when you drink 16 of them. Doesn't matter. [18:59] Cindy Dash: It's not easy when you sit all day. That was not part of the plan for a full year and a half. But back to FY360. [19:08] JD: Some investment in them. Yeah. Can we expect, like, cooler shit out of Fi360? [19:12] Cindy Dash: Let's just. We'll weave in the cybersecurity themes as you think about Broadridge and the investment on the technology side and bringing FY360 onto our technology platform and investing millions of dollars in that upgrade from a security standpoint as well as from the latest technology to be able to provide additional services to advisors. It's definitely a focus and a benefit. And Broadway, a public company that offers that capability versus a private equity firm that's looking for a fast turn and a sell on the next fund. And so we're lockstep with our clients on that type of investment and thinking about ways in which we can deliver [19:55] JD: when. I just remember, if I call her big time exec in the future, I'm nailing it because did you hear some of those terms? Lockstep. And I mean, she's got the. The pitch. I love it. No, I think that's great. I think that's great. What we want to see is cool new shit from Fi360. That's exciting to me. It's exciting for the advisor world, so can't wait to see it. I got a lot of stuff I got to get to, so I need to pivot real quick. And Brandon, if you can hear me and you can, if you could bring on Janya Stout just for a quick minute. Two minutes. [20:29] Mark: She's going to hover above us? [20:30] JD: Yeah, I think so. She's going to go in the box, I think. Um, I want to thank you all for everyone out there that shared the message or helped donate to Janice Stout's little charity run on the Leukemia and Lymphoma Society deal. I really, really appreciate that. I know there's been a lot of love thrown at you tonight, but a lot of you put in your own cash and donated to that because we asked you to, and you're supporting Janya. And I just, I really want to say thank you. And what I. If you saw. We're raffling off prizes for people that donated. So I'm going to name quickly the five winners that donated in the $100 range who are winning $125 of Retireaholics swag. That's a hoodie, hat, shirt, and one version of a new collectible pint glass. Yes, there will be a pint glass for each of the retireholics and you can collect all five. Yes. [21:30] Chad: The winners. [21:31] JD: The winners of that are Phil Troyer, Jimmy Masters, Brad Bartels, Heidi Lapham, and Casey Boyles. And there's Janya. Janya, you got, you got, you know, you got 30, 45 seconds to say thank you to everyone. But let me, let me announce the big winner. By the way, if you. If you donate $1,000, did anybody. You would get the retirehogs to come fly to your town and sleep on your couch for a week, Eat your food, drink your beer, piss off your significant other. And no, Mark, everyone was smart. No one wanted. [22:07] Mark: You know what? Brad Bartels, he was teasing that a little bit. I thought he was gonna do it. [22:12] JD: No. But we did have a $500 dealio. And guess who donated 500 bucks and who gets a $600 retire haulage swag bag. [22:22] Chad: J.D. [22:24] JD: s words. Shannon. S words. So check this out, Shannon. This is so appropriate that you're going to get this because I honestly don't think there would be any value in this to anybody but you. Two new hoodies, three different print retireholics T shirts. One's a robe guy. T shirt. By the way, I apologize. Retire Tracksuit, two beans. Two trucker hats, a koozie. Two. Two coffee mugs and full set of that. And probably the first and last of its kind. This is 600 and something bucks worth of this crap. Retire Alex pajamas. Shannon Retirex pajamas. [23:13] Mark: Is it a onesie I was waiting [23:16] Justin: for a signed robe or something. [23:17] JD: Janya, be the professional. Say thank you to the people. Thanks for including us. Here's your little moment. [23:23] Speaker F: Okay, well, first of all, it's not over yet. So now that I know their pajamas, can I donate and get them? Because I definitely want some retireholic pajamas. [23:33] Mark: Can we sleep on your couch? [23:35] Speaker F: Well, you know, $500, you get the pajamas. [23:38] Cindy Dash: Right? [23:39] Mark: Well, you know, that was a one time deal. [23:42] Speaker F: I was almost gonna text Shannon last night and be like, shannon, let me like match your contribution. And then I'll go to Oklahoma because that's where I'm born. I was born and raised. And we'll have them. I'll stay at Shannon's house with you guys. [23:58] JD: I think Shannon has sleepover. I think Shannon has carpet in her living room. And we highly recommend against the retirehocks with carpet. We don't sleep. We'll just sleep out. We'll just sleep outside. It's fine. [24:10] Speaker F: Thank you. I'm going to put the link in the chat. [24:13] JD: Okay. [24:15] Speaker F: The gala is actually tomorrow, so again, thank you all who have donated. I mean, jd, you also donated and donated your time. And the people at leukemia and lymphoma think you are a rock star. Like, you should hear all the buzz that Megan and Genesis are like, who are these guys? Like people that aren't in our industry? And find out. They're kind of amazed. But I'm going to put the link. So if anyone wants to still donate. I don't know if Katie will still give up some PJs, but I think [24:44] Chad: damn right he will. [24:46] Speaker F: Yeah. But thanks, everybody. I appreciate it. [24:49] JD: Thanks for allowing us to help you out, Janya. And again, thanks to everyone out there. That was really, really nice. We promise not to hit. We promise not to hit you up for cash again until Maya's got to do Girl Scout cookies again. Then it's on like Donkey Kong. All right, thanks, Jania. Good to see you. She still owes time out. Still owes us $5. [25:10] Mark: Did Jania just pull an all star move there by not saying an acronym? Did you hear her stop? She checked swung and she wasn't even on the show. Like that [25:23] JD: solid. She still does owe us 5 billion, though. Okay, let's spin the. Spin the wheel of ice. And then guys, we're gonna kind of talk sports. I know you're gonna get excited about it. [25:33] Chad: We've done like zero content so far. We're gonna go to sports. This is fantastic. [25:38] JD: Actually content chat. It's actually content. All right, Brandon, the Unimproved and not new, but full of integrity. Wheel of ice. Let's spin it up. [25:49] Mark: Keeping pile of crap. [26:02] Chad: No. [26:02] Justin: Yes. [26:04] Chad: Two weeks in a row. [26:05] JD: Let's double them up. Hit them. Double them. [26:07] Chad: Let's not double them. Put it in there last week. [26:11] Justin: Oh, it's gonna do it. [26:12] Chad: It's gonna do it. Two weeks in a row. You know, I have to, I have to deep fry some food tonight after [26:21] Mark: this O with drunken Chad. [26:24] Chad: That would be. [26:25] JD: Enjoy your frozen maker. Enjoy your frozen maker. Cindy, Sports, you and I had a little conversation prior to the show. I know tennis is a big deal for you, but we kind of went down this path of like, you know, sports is actually a great indicator of how someone might succeed in business and in life. And you seem to really pick up what I was putting down when I was talking about that like it meant a lot to you. So maybe you could share with everyone a bit of your experience in terms of getting into tennis. But then more importantly, how has tennis kind of venn diagrammed into your success as a business person? And then I know the boys are going to jump all over this subject, [27:03] Cindy Dash: but yeah, no, I appreciate that. In terms of tennis, there's also some reference in the chat if you guys didn't see the cornhole and ping pong. So I'll just start with the fact that I'm not very good at cornhole and have failed magnanimously. [27:19] Chad: So you're human. [27:23] JD: The two handed backhand is tough in ping pong. I know. [27:26] Cindy Dash: Yeah, exactly. Ping pong is where it's at. But in all sincerity, I think having access to sports early on for me was huge in terms of self esteem and building teams and thinking about diversity in a lot of different ways. And I played a ton of sports and I give my dad a lot of credit. I was actually in San Diego as you know, my parents 60th wedge wedding anniversary and as the youngest of three used to take me out and you know, work on my hook shot. I'm five four, so you guys know it wasn't very impressive. But the point being that, you know, not only did I have a dad that thought I could do sports and be quite good at it, but also a mom that encouraged me. So for all of you guys who may not think that that's impactful, it is. And then as I got into teams in high school and college, really what it taught me was so much more than the classroom, just about having to have resilience and think about failure. You're obviously not going to win every match. And sometimes you get smoked. 606 1. I saw some reference to the Naomi Osaka comments as well, and the thoughts around that in terms of her mental health. And you do have to bring yourself back to it. So a lot of times when I'm thinking through our growth strategy and not trying to use a lot of buzzwords, but I do work for a public company, and as you think about kind of the next steps in that journey for us, a lot of what I learned on that tennis court comes into playing, because I do have to think about, listen, this just isn't working. And so where are we going to go next? And how are we going to make sure that we're putting ourselves in the best position to succeed? And sometimes, if you guys are into sports, you know, that's completely retooling your forehand or how you're thinking about it changes. It changes all the time. And I think this pandemic has certainly put that all to the test. I'm sure we're all tired of that [29:25] JD: changes in sport that. I know Mark's had a golf background, Chad's baseball player. Justin's a big hockey guy right now. But changes in sports can feel very awkward for a long period of time. So you have to have a lot of faith in that. Kind of one step backwards for two steps forward. I'm a firm believer in the, like, 10,000 hours and the fact that when I see an athlete who gets to a certain level, I know that they've been through the trials and tribulations of, you know, success and failure and changing things and working hard at stuff and using their brain to figure things out on a really high level. And I hope I'm not offending anyone. Someone made a mention to Bandcamp on an athlete. But Chad, let me ask you, Chad, hiring great athletes, good call or bad call? [30:13] Chad: I. I say good call. I mean, they still have to be the right fit and ready. But. But most athletes, most people who have been on a team understand that camaraderie. They also understand the need to succeed. Like, the need to put in what. What might be extra to make sure that you're starting or that you have a chance to win. And so I think it's. I think it's a good thing. I think. I think hiring military. I think hiring athletes or two differentiators that people kind of look past often. The other component, I was going to say, JD Is as. As you and Dash are talking, I do think that people who get complacent with their work Life who continue to do the same thing year after year are the ones that get burnt out and or fall out of being successful after a period of time. And Justin, Mark and I, we always share kind of that trials and tribulations of what we tried, what worked, what didn't work. And I will happily say what didn't work two months ago. Brandon, we change and it might work a year from now, but we keep trying. Shit. We don't just stay with the same type of way of describing a situation or the same analogy or the same way of talking about cross testing. [31:26] JD: You got perseverance. It's that perseverance you learn getting really good at a sport. And again, I want to be clear, I'm not talking about somebody who plays tennis on the weekend or shoots hoops, you know, on Thursdays with his friends. I'm talking about someone who works really hard. [31:41] Mark: Are you calling out pch? [31:43] JD: Oh, son of a bitch. Who works really hard to get to a high level. And when you do that, you put in your hours, man, and you put in the mental strategy to figure it out and the changes. I mean, the same is true in tennis. You know, changing to a certain grip to hit a kick serve or in Mark, you know, engulf changing to a proper grip when you've had the wrong grip for a long time because you want to make that extra leap forward. [32:09] Mark: That's Chad. That's Chad's. That's Chad's problem right now. [32:11] JD: Difficult, so difficult to do and take such a commitment that well. [32:16] Cindy Dash: And I also think I agree on the music side. My daughter's pianist, she's 17 and I don't know what happened to our DNA. She's not into sports at all, but I see how hard she works on a piece. And with music, it's never, it's always an interpretation. And so I do think that same level of commitment comes through. And that's what you're looking for, in my opinion. I think that's what I love about living out here. It's not all about where you went to school, what you say that, oh, I know this person or I worked at this consulting firm. It's really, I think, more open minded to what you bring to the table and how well you can pick yourself up when it doesn't work out. [32:57] JD: Chad, before you go, I just want to tell that I agree with the music thing 100%. Same type of deal. Go ahead. [33:02] Chad: Daniela asked a question in there and it actually got me thinking quite a bit. She's essentially saying that as an adult, it's hard to continue to thrive at something. Call it tennis for you, Dash, because you're pulled in so many directions. You're pulled with business, you're pulled with life. You're potentially pulled with kids. I look at my passion for golf and damn, do I love it. And I love the challenge, but I play like three times a month and there is no opportunity to practice. So taking it too serious and continuing to grow or thrive there is difficult. And if you tie that into business, where is your time and effort spent in business? It has to be in those practice reps. I connected with Mark and Justin this last week after watching a motivational speaker, and he talked about your highly productive activities. What are your. I'm not going to use the Ackerson, but what are your highly productive activities that you have to do every single day in your job to succeed? And he wanted you to identify those. Like, what are the five things that you have to do every single day to succeed? And if you correlate that to sports, a good one, Mark, like, we had those. He says he was a college football player, he was a receiver. He's like, every single day I ran routes, I caught the football and I blocked. What is it that we all do in our own daily work that are our HPAs? I'll drink for that one because it's insightful to me. Like, I just look at your work like an athlete. [34:30] Cindy Dash: You're right. And I think golf is a sport. I'm just going to say that. That in the chat is a sport, I guess. Right? It's. It's not a sport if you hit a lot of. But I mean, I get that. I think the point that you're making is really pretty accurate in the sense that I get up at 5:30 in the morning and I go and I play and I'm pretty honest about it. And yeah, I have put things to the side and it is really important for my mental health. And then I can come into the office and be a better leader and be a better person throughout that day and address what our clients need, but without that. [35:12] JD: That's a great point. Right. So, Chad, you're. First of all, I would encourage you, I would encourage you as your boss to say like, well, you can Venn diagram golf and work a ton so you could put the. Three times a month. [35:24] Chad: It's something that we can. [35:25] JD: But if I could jump on Dash's bandwagon, I mean, it's not. It's no mystery to everyone. I pretty much surf every Day. And I firmly believe that that balances me as a business person, as an entrepreneur. I need that for fuel to keep me banging on the emails and having those phone calls and doing them in a positive move forward kind of way. Without my surfing and having that outlet, I would just wouldn't be the same person and I think I'd be less, less effective. So why is that not okay, you know, to fit that in and have that kind of balance now you got young kids. I've kind of passed the young kids stage. So that's a whole nother deal. And I know golf can be a bitch of, you know, fricking. It's four or five hours out there, but maybe we need to shift to like nine holes and banging it out [36:14] Chad: or even a range session. That's the thing with, with, and that's kind of what I was trying to tie in is that in golf, most people don't practice, they play right. And that's something that you have to do in work. You can't just go into point of sales. You got to work through your conversation, you got to continue to talk to folks. But in golf, that as you become an adult, as folks were saying in the chat bar, just becomes hard to find the time for that practice. So kudos to you and I agree with both of you that balance is crucial to the mental health and to being effective and what you're actually doing for the other seven, eight hours of your day. [36:47] JD: Chad, I liked what you're bringing to the business side of it though, is if when Cindy was younger in training and if she's going down the courts and she's going to spend 30 minutes on serves, you know, 15 minutes on down the line forehands, and 15 minutes on, you know, side to side running the lines and 15 minutes hitting backhand, hands down the line and volleys, et cetera, et cetera. And that's a classic training approach that makes her a better tennis player. You know, are we taking that same approach as businessmen and business women in our day to day jobs and making ourselves as good as we can be? We talked about that previously on the show. But I think we need to look at that harder and not waste time. You don't go the, you don't go to the tennis court, right? And just be like, and just fuck around and like, oh, I'll try some of this and try some of that. And I think a lot of us go to work and are like, well, let me answer the emails. Okay, here's a phone call up. Gotta Go jump on this zoom. Gotta go do this. And you're just chasing your tail. Where's the structure, where's the strategy? Where's the organization? [37:49] Speaker F: Right. [37:49] Cindy Dash: A lot of people can't execute and I know that might be, you know, sounds more arrogant, but I do think that that background gives you the ability to execute and that's what our clients are looking for. That's what they, why they come back or how they think of us. Like they know if we give our word it's going to get done. And it's the same thing. Like I'm not going to step on the tennis court or I wouldn't have. Not going to sign up for anything without Jen. [38:15] JD: Yeah, it's too late. We can't go to anyone's house. No. [38:18] Mark: Yes, please, I'll go. I'm out going. [38:21] Chad: I have it up to donate on my right screen. But it was not me that put [38:24] JD: in that g. Let me shift gears when I was out there selling like Mark and Chad and Justin are. And remember we're a third party administrator. We're in the small micro space, you know, so I kind of played in that startup to 2 million, you know, and it's not that we didn't call on a 50 million or a 25 million, but most of our time is in that micro market. And we played with all the record keepers that you would think of, all the, all those big kind of insurance company names and mutual fund names back in the day. And then I never even heard the term custodian until one day I had worked with an advisor and we'd worked with an independent record keeper, non insurance company, non mutual fund. And in the paperwork there was a decision to make who was going to be our custodian. And the advisor and I kind of looked at each other like what, what is that? I've since learned that become very comfortable with it. But I wonder if that resonates with anyone in the audience. This role of custodian tends to be like back behind the curtains a lot of times. [39:30] Chad: Yeah, Chad, let me make one quick comment too. When you talk to the folks at that record keeper, 97% of the time it's strictly cost basis. They're like, oh well, this one's three basis points, this one's two basis points. When you're talking an independent record keeper, [39:49] JD: they don't compare the value. [39:50] Chad: They do not talk at all about the value of the platform, the ease of operations on their end, nothing. It is strictly a cost statement and [40:00] Cindy Dash: also a name statement. [40:01] Speaker F: Right. [40:01] Cindy Dash: You Know, I think you hear Matrix, you hear others. Yeah, like, there's a small. Yeah. It's thinking about the smaller firms, and they think that they pick a larger name. And obviously Broadridge has clients everywhere. So that's just my thoughts. But really, it. There definitely should be some more education around it so that you're thinking about the platform that gives you that independence for your business. [40:26] JD: It's kind of where I wanted to take this. I feel like we're heading into this world now not to go tinfoil hat on everybody, but where we talk about monetizing the participant. And that kind of translates into. I would call advisors, like, controlling or owning their clients in this world of many other vendors trying to do the same thing. And so maybe you could, again, not to keep putting you on the sales pitch a little bit, but it is your area of expertise. So maybe you could talk a bit about the role of a custodian. Cindy. And you can slant it towards Matrix, but. And why that might be a good choice for advisors to pay attention to who their custodian partner might be and how that might help them control their participants, control their data, have more flexibility going forward not to put words in your mouth. I'm just going to drink beer, shut up and listen to you talk for a second. [41:15] Cindy Dash: That's all right. I appreciate that. And I also think that from my perspective, having gone through a lot of different iterations of custodian and now getting into Fi360, there's definitely an opportunity for advisors to really own their own book and think about it from the perspective of where they want to take their business in the future. Right now, there's a lot of mega mergers out there, and the advisor is the focus. And most plans, I think 70% are sold, advisors sold. So advisors definitely want to think about owning their own destiny and where they can take their book in the future and having those tools. It's not just the custodian. And let's face it, because. And I'm a lawyer by training, so you're all like, wow, this is an awesome sales pitch. But obviously I've made some changes in that regard. But really what helps me on the custodial side is obviously safety, soundness and thinking through that with a custodial partner. But you also want to have the independence and the tools to help you own your business going forward. If you just keep buying into the aggregators and thinking about where the data is going out from your platform without how you control it, it may not be as pretty a picture in terms of your independence in the future. And so I'd really look to partner with someone who's thinking about that for you. Not looking to think about your data as their commodity, their ticket forward, certainly to think about your value add to the plan. [42:49] JD: I also feel like a lot of the, and I think the guys will get this. A lot of the record keepers have always worked to create like great tools, right? They want to create things that will attract advisors to work with them. But a lot of them seem silly to me in the sense that like think of a record keeper that creates like a fun monitoring tool or system, right? That just ranking funds from 0 to 10 or whatever it is. So they want you to go work with them because they provide you that ranking system for free because you sold their platform. But if you think about that realistically, if I'm an advisor, how am I going to. Then I'm not going to sell all of my plans with record Keeper A. So how am I going to use their tools for their programs? And then the other record keepers, I got to try to use their tools. It just turns into a shit show of inefficiency. And so things like Fi360 and, or going deeper and looking at a custodian that you partner with will allow you to more create your solution, your independent solution versus trying to play with all this other junk. Chad, you always run to the defense of record keepers, but you get what I'm saying. We're like, I don't want to use a John Hancock or I shouldn't use names here. They all do it. So I shouldn't pick on any of them. But tool to monitor funds or do whatever like that seems inefficient. [44:08] Chad: That's kind of what I'm sitting here writing down because there's so much good fricking chat bar going on right now that I'm trying to keep up. [44:14] JD: I know I had to bail, I had to kick out of it. But Crystal, I feel like we need to talk with Krystal in the after show. [44:20] Chad: So. So that was a comment from Shannon, who obviously knows this space arguably better than any of us. And she said, well, ask Crystal who. Who's the best record keeper? If you're a new advisor, who's the best record keeper to use? Who's the best custodian is what she stated. And my response back was, well, isn't that more of a record keeper question? And then someone immediately chimed in, before I had responded back that the custodian is usually dictated by the record keeper. That you're choosing and the truth is in the market we play in call it sub 10 million which is the vast majority of where we spend our time the custodian is chosen by who the record keeper is working with who the John Hancocks, Voyas principals t rows standards are working with. Now there are a few that give you options of who you can choose from a custodian perspective but but not many of them and it is never a point of discussion in the sales process it is, it is a record keeper proposal and there's very little to no discussion on who the custodian that's [45:23] JD: how it is now and how it has been Cindy. I mean you guys work with hundreds of record keepers in a sense, right? [45:30] Cindy Dash: I mean yeah and there's some great chat sorry to cut you off there but I do agree on the independent record keeper side and we've been certainly told more of late that advisors are driving where who they work with on a custodial side based upon tools and like I said the advisor is being sought after from these mega mergers so I think having as many connections as you can to as many independent record keepers that also work with these advisors and can bring in the outside Chad, [46:02] JD: I understand if you're and I'm going to use names I understand if you're a nationwide Hancock principal world the custodian is not a choice but that's not just plays and that's not what I'm [46:12] Chad: trying to say but let's not be naive. The vast majority of the transactions that happen in this space are sub 1 million, sub 3 million I'll go there sub 3 million and the vast majority of those transactions meaning plans moving are not going to an independent record keeper [46:31] JD: but that's how it has been providers this is great but what do you you don't think that that might change a little as everyone starts to come down Mark? [46:39] Chad: No, no I don't. I don't and the reason why I don't let me make a statement I think it should but the reason why I don't is who's spending the marketing money. It's not these independent record keepers. No I don't Nationwide sponsoring record keeper [46:54] JD: is going to drive it Chad. I think the advisor is going to drive it and the advisor we have [46:58] Chad: a fiduciary rule and that shit changes then I can argue I can agree with you in that statement but advice we've seen this try in 2016 all right Shannon. [47:07] JD: All right Shannon. We'll let Cindy talk. Go ahead Cindy. [47:10] Cindy Dash: Well the majority of our books are about 650 billion in assets under administration. I almost said, I almost use an acronym. And so the majority of our plans are from the 1 to $18 million range. So I do, I appreciate what you're saying, Chad. In terms of the bundled offering, it's easier and I'm not naive to that at all. But I do think there's this unique convergence, not bundled, and that's fair. I definitely will take that. But from where we sit, there's this opportunity to bring together an open architecture platform that offers choice, offers the advisors a custodian to work with that can get them a similar, if not better experience by bringing in data points across all of the different firms that they work with. So if they have outside custodial assets, self directed brokerage, all of those buzzwords, they can bring that in through our platform and that's where we see the future going. [48:08] JD: Yeah, and Chad, you work, you work in this world, which I get. And you're an expert, you're an expert in that world and I, and I love you for it. But just understand that a lot of plans get sold outside of that little world. But, but that's what I want to [48:23] Chad: quantify and I'm trying to find the statistic right now. I get it that, that the majority of your plans are between 1 and 18 million. But the majority of your plans versus the majority of the insurance provider plans which are, they're each selling what, 6,000 plans a year. They're each bringing on 6,000 new clients a year. Like there's so much movement in that space and the vast majority of the business that is moving in that space is still going to these top, call it six record keepers that are not even bothering to look at the real relationship with the custodian. They're just going with who they've had in that position the entire time. I'm not saying that's a good thing. [49:05] Cindy Dash: No, I agree with you. I don't think the custodian is going to make a change in their mind. I think what they're also coming back to us and asking now is hey, can you, are you willing to provide certain services to our platform? We don't want to use you necessarily as a custodian, but the fi, 360 services, or will you provide unitization or will you provide fund accounting? You know, that's what's happening because they can't support all the different services. [49:37] Chad: Right. [49:37] JD: I think Hackler called me out best and he's right. I'll Give it to him. I think he was talking to me when he said, but that was the future 10 years ago too and it hasn't gotten there. And so I'd agree with you on that. I would have told you 10 years ago, hey man, this world's changing and no longer will these insurance companies dominate. And it clearly hasn't changed. But I still stay open minded. Chadwick for sure. Open architecture, independent record keepers and choosing custodians because there's some cool shit there. And I'm not just saying this because Cindy's on this because Chad, you know, tell everyone in the audience I've been preaching this to you for seven years. [50:15] Chad: Absolutely you have more than that since the day I started, you know, almost 12 years ago with you. Absolutely you have been. And, and we are still there and believe that for the right advisor that those independent record keepers are a fantastic fit. I keep dodging Shannon's question and Shannon keeps writing in the chat bar, which is ask Cindy. Okay, I get it. A lot of business goes to these big name providers. But of what's not going to these big name providers. Who do you believe is making a good step in the right direction in that independent record keeper space? And can you comfortably say that without burning any bridges? I guess is the second. [50:52] JD: These are all her clients? Yeah, these are. [50:54] Cindy Dash: Yeah. I mean I'll probably defer that. But what I do see because, you know, naming names doesn't help. And then ultimately it's like the Oscars. You're going to leave somebody out and I'm going to get that phone call. So I'll, you know, I'll take a [51:08] JD: halt, but I can jump on that. And there's a few out there. [51:11] Chad: Okay, so throw a few in. [51:13] JD: You see growth in PCs, you know, and aspire before they merge. I mean there's tons of these. God damn it, set me up for that. I mean you see the firms that are bringing on the plans, these independent, non insurance company, non mutual fund family record keepers. And they're out there. Abg. God. Son of a bitch. I'm not mentioning anymore. They're all acronyms. I want to, I want to play a quick game before we get to the end of the show and then head into the after show. So. But that was fun. That was cool. That was heated. That was awesome. The chat bar, love it, man. I'm going to have to react, rewind back and look through all that. [51:49] Chad: That's a great topic. [51:51] JD: Maybe we can push some of this into the after show a little bit. But let's, let's. Let's play the game. I like. It's a little controversial at times, but I think it's safe today for the most part. Brandon actually censored me. I sent one to him, and he said, absolutely not. We're not doing this one. But, no, not the lamer Game. Game. It's the. One of these things is not like the others. Play the song, Brannon. I love this song. One of these things is not like the others. One of these things doesn't belong. Can you tell which thing is not like the other by the time I finish this song? Okay, Cindy, you don't have a time limit here, but it's pretty simple. You got four things up there. You got to find which one of those is. Is not like the others. And while you do this, I have to remember what the answer is. God damn it. [52:53] Cindy Dash: How great. I can see, but it looks like [52:56] JD: you got Sharapova, you got Capriotti, you got Serena Williams, you got Steffi Graf. [53:03] Mark: Who hasn't won Wimbledon. [53:04] JD: Maybe that's no good try, though, Mark. I think they've all won Wimbledon. I don't know if Capri has, but. No. [53:17] Cindy Dash: Drug testing comes to me. I was going to say no, no, but you. [53:22] JD: You have a good retireholics mind. That's usually where we go. I thought you would say, I believe Steffi, Serena, and Sharapova have all won the career Grand Slam. Capriati has not. But I was going to say Capriotti was the only one who's been arrested for drugs, so. But that's. [53:41] Cindy Dash: But that's not true. She was arrested for recreational drugs. And Sharifova wasn't arrested. [53:47] JD: She didn't get arrested. [53:48] Chad: Damn. Look at this clarification happening. [53:50] JD: But, no, those three others are all the career Grand Slam titles. And I want to. [53:55] Justin: Aaron mentioned that Capriotta had a dui. Did the other three not have a dui? [53:58] JD: Probably not. [54:01] Mark: Capriotti sounds like she has a good time. [54:03] JD: I do want to say I've always been a Capriotti fan and watching her and some of those Grand Slams when she was 13, 14, 15, it was phenomenal. [54:12] Cindy Dash: And her comeback in the Australian Open. [54:17] JD: Awesome. Okay, we're the next one, which is a bit of an industry one and just kind of nerdy, and I don't know. We'll give it a shot. All right, we have five people up here. [54:29] Mark: Oh, my. [54:30] JD: That is an old picture of Nevin Adams. [54:35] Chad: Oh, I love it so much. [54:36] Justin: I did not even know that was Nevin. [54:39] Chad: Oh, my [54:41] Mark: I thought that was Nevin's younger brother or something. [54:45] JD: And then you've got. Then you got Frederic. You've got Dick Darien, Josh Idso of the famed fiduciary you podcast, and Rick [54:54] Mark: Unservice of the famed 401k Friday's podcast. Yes, original. The OG is the audience guessing Dick [55:04] JD: Darian is not a JD. I don't know. Either is Rick Unser. Ooh, Bill, you're Rick. [55:14] Chad: Jd, don't say anything. Don't you look in there. [55:16] JD: Bill's got the wrong guy. [55:18] Mark: But Rick answers, not wearing a tie. [55:23] JD: Ooh. [55:26] Chad: All right, Dash, any guesses? [55:28] JD: Any guesses, Dash? [55:29] Cindy Dash: No, I was going with the sweater, not the tie. I was going with that. The millennial look, you know, I was going with the age bracket. [55:38] JD: You might do great on the. On the last one here. Go ahead, Brandon. Dick Darien is the only one without a podcast, so. Yes. Nevin Adams and Fred Reese together on a podcast. It says fiduciary you podcast Rick Unser. 4 1K Friday's podcast. It's just a boring industry. One thought it'd be fun. Let's go to the last one. This one gets a little dice here. Got Barbara Ben Stiller, Steffi Graf, and Brooke Shields. Come on, audience. Which one of these does not belong and why? [56:17] Chad: I know that there's a trick here. Yeah. [56:22] JD: Can you tell me anything about Brooke Shields or Steffi Graf or. Or my. Can you tie it? [56:28] Cindy Dash: Andre Agassi. [56:29] JD: There you go. [56:31] Cindy Dash: So still, it was not what I can see. [56:33] JD: Yeah, that's my girl. No, did you Stiller, Stiller, Barbara and Brooke all have the initials B.S. steffi does not have the initial B.S. but you're right, Cindy. I love that even more. [56:47] Cindy Dash: Andre Agassi went to US Magazine. I mean, you know Andre. [56:51] JD: Then Andre Agassi dated Barbra Streisand. Dated or married to Steffi Graf. Dated Brooke Shields, but as far as I know, never dated Ben Stiller. So good for you. Good for you. [57:02] Chad: There was that one special night. [57:03] JD: Mike Webb, can we have some more Drunk Mark clips? I think we're gonna have to film some new ones. I don't know. We're out to film some new ones, and he's too mature these days. Let's move straight to chap our champion. Thank you, Cindy, for playing our silly little game. Chad, who is your chat Mike's like, we can do Drunk Mark repeats. I'm good, J.D. feel you. [57:29] Chad: Dwayne's here. Eric Cocky's here. I haven't spoken to Dwayne in so long just based upon the interaction. And she got me thinking quite a bit. I'm going to go Crystal Benson. I feel like Crystal was really active in the chat bar tonight and got me thinking about a few different things. [57:46] JD: All right, Brandon, we got Crystal Benson there. I like that, Chad. She definitely was not afraid to. [57:50] Chad: Aaron Redmond had a good night, and [57:53] JD: I would encourage that for everyone out there. Mark, vote for chat bar champion. [57:59] Mark: Justin has to go first. [58:01] Justin: Mark, go ahead. [58:02] JD: Come on, you guys. [58:04] Justin: All right, my two were Crystal and Aaron as well. So I was figuring it's like this [58:08] JD: coming as a shock. [58:09] Chad: Wait, it's Aaron Redmond. Yes. Justin, which Aaron are you going with? Redmond. [58:14] JD: Aaron Redmond. Okay. All right, Mark. Aaron. Aaron. You can't celebrate yourself. Oh, yes, I'm going to. [58:30] Mark: I'm going to. This is a. [58:33] JD: There's back up there. [58:34] Mark: Now, this is a vote with contingencies. [58:37] JD: Okay. [58:38] Mark: I'm going to vote for Shannon S words only if we can stay at her house and have a sleepover with her and Jenna. [58:46] JD: I'm sure she'll agree to those rules. So you can put Shannon S words in there. Although she's got a. You got to make me a vegan dinner plan alongside all your meat, your animal killing dinners. [58:57] Chad: I'll eat anything. You should [59:00] JD: dash. Dasher. Who is your vote for Chap? Our champion. You cannot pick John Faustino. [59:07] Cindy Dash: I won't. And Aaron's part of Matrix too, so I feel terrible about that because she was celebrating her, you know, but I. I'd have a good night. She had a great night. And she's. She's awesome. And I would go with Greg and Shannon. The Putin comment kind of put me back from the jump. That was a good one. [59:32] JD: Craig Greenfield. Is that Putin? Do we know this, John? [59:35] Chad: I think that's the only Greg in here today. Gigi is always on fire. [59:39] JD: Greg Greenfield. And I'll back you up on the. On the Aaron Redmond, because I talk shit to her and she fired right back at me very quickly here at the end with yes, I can celebrate myself. [59:50] Chad: Point of clarification, as it was just made in the chat bar. Greg is gone. Not present. Means he can't make the final. [59:57] JD: Cannot win. [59:58] Cindy Dash: Well, no one's gonna go to Shannon. I mean, I got. You know, we can. [1:00:02] Chad: Yeah, you can double up. [1:00:03] Cindy Dash: Yeah. [1:00:04] JD: You give Shannon a second vote. Okay. Shannon S words. [1:00:08] Cindy Dash: My females in the house, man. [1:00:10] JD: All right. Females have been pretty. Do I have to change Shannon? No. [1:00:15] Speaker F: Greg. [1:00:15] Justin: Okay, let's just. [1:00:16] JD: No one's gonna vote for Greg. He's not here. [1:00:19] Chad: I'm gonna vote for Greg. Now. Aaron Redmond, who celebrated themselves times two. [1:00:32] JD: All right, the votes are coming in. Oh, I feel like Shannon's kind of a local. Like, it's almost not fair. Like, she's got a lot of peeps. [1:00:42] Chad: She's always on top. [1:00:44] JD: Right. [1:00:44] Chad: She's got help. [1:00:45] JD: She's kind of running away with it. [1:00:48] Chad: But Amanda's not here. And Amanda usually votes like 17 to 24 times every every week. [1:00:54] JD: Oh, yeah. Yep. Yep. Brand's gonna end it here. I'm pretty sure. Yep. Shannon, Shannon. S words. You are chop, our champion. Congratulations. This is a big night for you. You chat bar champion, and you're getting, like, the most creepiest, over the top retireaholic swag package in the history of the world. I've lost my screen, so I'll bring this up. Thanks, Cindy. We're wrapping this show. We're going to head into the after show. You're more than welcome to stick around and talk shop with us. [1:01:31] Chad: By the way, let's acknowledge that the after show is far better than the actual show in terms of content. We get into some good, deep discussions in the after show. Hey, the regular show is fun, Mark, but the after show is good. [1:01:44] Mark: So then we should just like start. Start after show and then go into it. [1:01:50] JD: I don't want that. [1:01:51] Chad: We'll have the show in the after show. [1:01:54] Mark: An hour long of us just drinking and talking about nothing for an hour and then going to the show. The only reason the after show works [1:02:01] Justin: because we don't record it and publish it. [1:02:04] Chad: Oh, I thought it was because we were drunk by then. [1:02:07] JD: I think just doesn't care anymore. All right, Brandon, play us out. Oh, wait, Cindy. Thank you so much for joining us, Cindy. [1:02:15] Cindy Dash: Thank you, guys. [1:02:16] JD: Super appreciate it. And. And you out there in the audience. I've given you enough fucking love tonight. I'm not giving you any more. I've been gushing on you, so whatever. You hung out on Thursday night. Who cares? It's not that big of a deal. [1:02:29] Mark: Wow. [1:02:30] JD: Wow. Ready to play some music and let's mosey on over to the after show. [1:02:36] Chad: I'm gonna go start the deep fryer real quick. [1:02:49] Justin: I got a roll. [1:02:51] JD: Let's get. Name his band. For these guys. [1:03:12] Cindy Dash: Strange voices. The same. [1:03:16] JD: What did they say? [1:03:21] Cindy Dash: Nana? [1:03:21] JD: Yeah, Julie. [1:03:22] Cindy Dash: Nana Rama. Nice call. [1:03:23] JD: Nana Rama. Good call.