Fiduciary Duty & AI: AuditMiner's Kelly Mann on Record Keeper Data

[0:00] Mark: Foreign. [0:12] JD: I got some headlines for you. I got some big time headlines for everybody here. Why don't we update ourselves on Mr. Brian Graff and his podcast titled DC Pension Geeks. Yes, I'll drink for that. Oh, I like. What was that going across the screen? [0:31] Mark: It looked like a Pancakes. [0:33] JD: That's what I thought. That's what I thought. [0:35] Mark: Oh, just wait, just say, say it again so we can try it again real fast. [0:39] JD: Oh boy, it's gonna be one of those days. The podcast is called DC Pension Game. [0:47] Mark: That's pancakes and blueberries. [0:49] JD: Yeah, Tito's sounds like an Atari game. So what can I say? Except for, with no exaggeration, none at all, the third episode of Brian Grass podcast just might be my favorite podcast of all time. [1:11] Mark: JD Would. Would you call it a. Would you call it a banger? [1:14] JD: Is that what you call. It's a banger. What we are dealing with here is Mr. Tom Clark, who you can see there, and the boogeyman, Jerry Schlichter, who is behind Robey in a debate style format. And at about 30 minutes in or so it starts to get heated. The fireworks explode as they discuss planned data. And thank God for Tom Clark who gets it because he battles the good fight. And Schlichter, the boogeyman simply just doesn't understand it. Yet he is stuck on this concept, and I want to talk about it, that record keepers cannot sell services to their plan participants, especially not by using data to mine them and find services for them. But the way I hear from him is he doesn't want the record keepers selling them anything outside of record keeping services. And Tom Clark. [2:13] Chad: Not true. [2:14] JD: Yeah, he said, go ahead. [2:17] Chad: Go ahead, Justin. [2:19] Justin: No, he said he's fine with it so long as like the participants acknowledge it and opt into it, is what I believe. I remember him saying. [2:27] Chad: And that they're not using participant data to decide who to sell to. Right, that was his other thing. [2:32] JD: Well, sure, but don't. Do you remember his example of the woman who has sold insurance? So what does he mean by opting in? Because I would assume that woman opted in and he still complains that they're being. It's like a. It's like a wolf in the. In sheep clothing or something, you know? [2:49] Chad: Did she opt in? [2:51] JD: She did, yeah. [2:53] Chad: She agreed to move 300k over. [2:55] JD: So I don't think Schlichter always really lines up his thoughts properly, which is shocking to me as like a really successful plaintiff's attorney sometimes his logic doesn't match up. And I got news for you, Tom Clark. Kos the like, he takes him out in that. And Brian Graff kind of jumps on his bandwagon, too. Our drink for the knockout. But literally, if you have not listened to this podcast, you should. And I'm. I'm very concerned to see the leading plaintiff's attorney, or at least the most famous one, still have passionate beliefs about that he's going to go after these record keepers because. And Kelly, I'll get your thoughts here. You got some technology going on in what you do. I think the future for 401k is using this data and being able. I think a beautiful, utopian 401k world 5 years from now, 10 years from now is very automated, has all kinds of cool wellness tools, financial planning tools, insurance budgeting tools, what have you. And to accomplish that, we're going to need to use these people's personal data to do this. And I say, let's go for it. Is this crazy? [4:17] Kelly Mann: It's a little crazy, yeah. So, like, with Audit Minor, we have this. Do we want to use participant data? Do we not? So right now, we're kind of an early company. We have said we are not going to use participant data. We delete all participant data after we process it. But there is a world where, if we could use that participant data, there is so much more we could do with our platform that could help the auditor, which is our customer. But I just don't think that they're ready for it yet. And I think there needs to be some more rules around, like, if you need to anonymize it. And what participant data exactly can you use? Does it involve Social Security numbers? Does it involve date of birth or address or emails? [4:55] JD: I kind of like. [4:56] Kelly Mann: And how can it wild, wild west right now? [4:59] Chad: And how can it be leveraged? That data and Schlichter's whole point, and each of the examples were a bad apple. And you hear this all the time when you look at different professions. Like, are there bad police officers? Yes. Does that mean all police officers are bad? [5:14] Justin: No. [5:15] Mark: Yes. [5:15] Chad: I felt like that was the example that Schlichter was trying to use, that anybody who uses participant data is going to be selling shit that people don't need. [5:24] Kelly Mann: But, like, that actor is such an impact, though, and it, like, really hurts when they do it well. [5:29] Chad: And Thomas's. Tom Clark's fight back of saying, well, maybe. And Brian Graff actually brought it up. Maybe we need to be looking deeper at the definition of a fiduciary and the rules behind that. If people are operating in a fiduciary capacity, then they can't just sell someone something that they don't need. [5:46] JD: Hacklers got a scary comment which I told very intelligent. Do we want Schlichter and the courts and the courts deciding what's allowed or not? Because the courts, to hackler's point, they don't know shit either. So the last two people you want figuring this out for us are those two people. So we take an initiative as an industry and put our foot down and tell these people, look, this is what the future of our industry looks like. It's going to be for the good of the people. By the way, everyone, we've talked about this before. This is how Google runs. This is how Facebook runs. This is. This is how all these. [6:19] Justin: And everybody fucking hates that. [6:22] JD: They hate it. [6:24] Chad: I don't hate it. [6:25] JD: I don't think everyone hates it. I think a lot of people love the efficiency of it all. I think to. [6:31] Mark: We're just getting used to it. It's like a part of that. [6:34] Justin: Doesn't make it right, though. [6:35] JD: Dude, I know you're going to use [6:38] Justin: my data to sell and make money yourself, but you better be giving me a cut. That's the only way I'd be okay with it. [6:42] JD: Oh, God. [6:43] Kelly Mann: Dude, I'm definitely an ESG play in this. You know, it's. [6:47] JD: Oh, yes. I think Kelly nailed it. It's. We need rules. And so. And maybe those rules look like, whoa, [6:57] Mark: that might be our first guest. Just pounded, like pulling a JD right there. Hold on. What was that? Kelly [7:05] Kelly Mann: Bailey. [7:07] Chad: Oh, yeah. [7:09] Mark: I thought it was something hardcore. [7:11] Chad: Oh, come on. That's great, Mark. [7:14] Mark: I gave JD crap on tall cans yesterday for drinking Bailey's, so I can't rescind that. [7:21] JD: Maybe it ends up being like a fiduciary responsibility where you go to the plan sponsors and the. In the fiduciaries that are supporting them and say, look, you need to vet out what's being sold to these participants, whether it's wellness tools or planning tools or insurance or whatever. Like, that could be really neat. All I'm saying is I just think that's such a bright future for us. And to go the. To go Schlichter's way is like going back to the caveman times. Like, it makes no sense in the world we're in, and he just simply doesn't get it. [7:49] Chad: But, well, the. The. Here, jd, We've talked about this in the past. In my mind, these participants, they need something. And what they need may not be what is being offered within the 401k plan. Maybe they need to pay down college debt, and maybe they need some guidance on that. Maybe they need life insurance or long term care for a family member. And if we can put what they need in front of them through the relationship that they have with the employee benefits, then we're doing some good work. The problem is if we don't workplace solutions, if we don't access it there, then we're not going to get access to them anywhere else. The key is we have to be helping them with what they need, and this is the avenue to get there. [8:29] JD: It's the way to do it. Last thing, I gave Brian Graff a lot of crap with this first episode. Although I did premise that it was the first episode and I understood why it would suck because it was the first one. He did much better in the second. And now I'm telling you, by the third one, he's hit a grand slam, right? He's knocked out of the park. I owe Brian Graff an apology. So I wrote a song for him. Jesus. [8:57] Chad: You should stick to poems, not songs. [9:01] JD: So I wrote a song for him. Let's see. I gotta set this up. It's been a while since we've had a song. [9:07] Mark: You know, jd, I'll say this much. [9:09] JD: I'm pretty butterbeer. [9:10] Mark: I'm. [9:11] JD: I'm Lou. [9:12] Mark: I'm losing a little. Some of the. [9:14] JD: Your. [9:15] Mark: Your. Your cool points are. Drop with me because after three episodes, you want to apologize. I think that's a pretty snap judgment. And I don't. I. I'm gonna. You know what I'm gonna say I'm gonna give it 20 episodes before I make a judgment. [9:29] JD: Let's just say I'm not so certain he's gonna lack my apology here. I don't know. So we'll see. Okay. I gotta turn this little thing on that Brandon taught me how to do. And I'm gonna play my music and we'll. We'll be done with this in just a little short while. It's just like little blood test. Little prick. And it'll be over here soon. Let's see. Find my music. And here we go. Okay, Here we go. Thanks, Kelly. It's heartfelt. This is for you, Brian Graff. I'm sorry, Graphy. I'm so sorry I doubted your podcast skills. That's not nice of me. I fucked it up. [10:31] Mark: God damn it. [10:33] JD: I forgot my vibe. Sorry. Let's play this again. Oh, my God. Dang it. [10:41] Kelly Mann: I think he should stick to Haikus [10:42] Mark: stay in the pocket. [10:44] JD: I can't right now. Graphy, so sorry doubted your podcasts skills. That's not nice of me. But Graphy, you. You redeemed by episode two, your skills were even better than me. I'm off to here. So, Graphy, my apologies. Your podcast was schlichter and Clark was done phenomenally. So Butterbeer, don't you fear I plan to be nicer the rest of the year. I'm out. God damn it. It's a actually really good song. I just forgot my. My rhythm. Oh, well, I'm gonna drink for that, everybody. Yeah. Horrible. Yeah, it happens sometimes. [11:55] Kelly Mann: I'm really impressed with you right now, jd. [11:58] Justin: Hey, [12:00] Mark: maybe on your third try it'll be good because that's what graphs podcast did. [12:06] JD: Oh yeah, that's about as bad as. [12:09] Chad: I'm not gonna lie, I turned the [12:10] Justin: volume all the way down and just waited for your guys. [12:14] JD: It actually had a vibe to it. I just it up. I can't. I don't know. I practiced it for quite a few times. It didn't work. Okay, it's not an intro. [12:24] Mark: You should not admit you practiced that. [12:26] JD: It's not an intro. It's not a midro. It's a what, Justin? [12:30] Justin: It's an outro. I still don't like that man. [12:33] Kelly Mann: I'm sure he appreciates the effort. [12:35] JD: I'm gonna intro Justin. Intro the guests. And you out there in the audience, you're gonna rank him on a 0 to 10. Let's do it. [12:42] Justin: Ladies and gentlemen, she's the world champion juggler, breast cancer survivor, a marathon runner and an entrepreneur and fintech CEO. Yes, I'll drink for that. But for the life of me, I can't understand why she eats cold leftover pancakes while driving in her car. What? Seriously? [13:03] Kelly Mann: I did? [13:05] Justin: What's that? [13:06] Kelly Mann: I'm busy. That's what I mean. [13:08] Justin: They're cold. Who eats cold pancake? [13:12] Kelly Mann: I mean, haven't you've never done that? Like. [13:14] Justin: No, I haven't. [13:15] Kelly Mann: For breakfast. Who are you really? Not that different. [13:19] Mark: I like waffles. [13:21] Justin: Cold, leftover. [13:24] Kelly Mann: Anyways, I was hungry. Okay, come on. [13:27] Mark: Now I get why we have pancakes on the acrosant. There you go. [13:31] Kelly Mann: Really dug for that one. Yes, I'm from Nebraska. [13:35] Justin: It's just on Twitter. It was easy to get through. They're fine. But anyways, Co founder of auto minor Ms. Kelly man or Mrs. Kelly man. I'm sorry. [13:44] Kelly Mann: Thank you. [13:46] JD: My cold pancakes. Kelly, there's an article from Napa Net titled Warning government could be coming for your 401k. This also comes from Brian Graff who is he's sending out this warning to the industry. He thinks this is serious shit and I'll come up with some of his quotes here. Advisors take note. A major threat to the country's private retirement plan system arrived largely unnoticed in December with the introduction of the Retirement Savings for Americans Act. It's innocently positioned as something that will sit alongside our current private sector plans rather than compete with it. But according to this article from the national association of Planet Advisors, don't be fooled. This legislation will allow employers that do not provide a retirement plan or cease to offer retirement plan the option to auto enroll employees and independent contractors into a new government managed retirement fund. Do you guys remember several months ago when we talked about Teresa Gillard Ducci she was on John Sullivan's podcast. She was kind of playing this out and they're actually using some of her white papers to kind of build this this solution. So I got some other quotes from Brian but I want you guys thoughts first. This sounds like kind of what you were talking about Chad. Like a federal type of plan. You thought this might be a good thing but this one looks like a bad one. [15:31] Chad: So no different I think and I put it in the chat bar. I think it was Senate Bill 1234 which originally came out which led to [15:37] Mark: the state sounds so made up that [15:40] Chad: people the different states have now put into place. But this is different than what I was saying J.D. i was. I'm thinking that the government will eventually step in force some sort of enrollment vehicle. This is through the government. I'm thinking that they'll use the new starter K program that's in the Secure 2.0 as the tool to force businesses to offer a vehicle. Now I think that we will see a federal law come into play and force something. What I desperately don't want is for that vehicle to be in the public sector. I don't want it to be government ran. It needs to be private ran and it should have a flavor of what we have been so successful with for 40 plus years now which is the case space the DC. [16:30] JD: If you remember why we got kind of with Teresa it was because she basically said that 401ks were failing. If you remember she called them an immature underdeveloped child. She referred to 401k and so her. [16:46] Mark: I thought she was talking about me. [16:49] JD: So her solution was one that also included a. A government match if you remember that. [16:58] Mark: And that's part of this weird. Yeah. [17:00] Kelly Mann: Why Would I as a small employer start my own 401k if I can just have my employees invest in this [17:07] JD: and they get a match. [17:08] Chad: And they get a match. [17:09] Kelly Mann: You guys are paying for it, not me. [17:14] JD: So Kelly, that's a 401k killer, right? [17:17] Kelly Mann: I think so. I mean like, I mean I have to admit I'm going to save money and not offer one if my employees can just go into the federal program and get a match there and let the taxpayers pay for it. [17:26] JD: Yeah. Sorry Chad, you had a thought? [17:29] Chad: I forgot what I was going to say. No, what I was going to say is that the matches for based upon what I read briefly, severely low income folks, you'll phase out as your household has a certain income level. The other. Isn't there a savers credit that's very similar to this right now if you're contributing to a plan and your employer doesn't offer a match, you're getting a savers credit. [17:51] JD: Going to be something like that? Yeah. [17:53] Chad: In The Future Insecure 2.0 is already written into play. So we're seeing them go down a path. What do we know they want to do? They want to, they want to limit the coverage gap, they want to force the hands because there's fear of Social Security not being around forever. And they're going to try to do this through the private sector, through business and they're not going to do it as an individual level. And so this is just I think another way of kind of trying to. J.D. you always just say climbing over the wall, climbing under the wall, climbing around the wall. They're just trying to find another way to implement what they want. I cannot imagine any form of our government deciding that this is going to go in house well and that way. [18:31] JD: Webby said that Teresa has been talking about this for years and nothing has come to fruition. [18:36] Chad: You're Saying it has 14 states, guys, 14 states. Very different mandates. But yeah, is not very different. [18:44] Justin: Is this version allowing for the ability to save on the level of 401k or is it kind of still IRA limit? I didn't see that in the article. [18:53] JD: I'm not sure they're gonna have like limits like that so much because let's be clear, this is a anti wealthy person, high paid thing right now what this is saying is that 401ks are slanted towards business owners and wealthy people and that the rank and file markets it when I use that. But the lower paid employees are getting discriminated against when it comes to to 401k. Plans and so this is their solution. This would be something that's more focused at the lower paid people. But everyone that's kind of saying hey this isn't really a threat. I don't think Brian Graf rallies the troops and puts stuff out there like this if he doesn't think it's a threat. And I'll find a quote from you. This is what he said right here. Is this going to happen this year? No. Is this going to happen next year? Highly unlikely. However, this is the beginning of a multi year battle over whether the government should take over the private retirement system. He's concerned about this. This has bipartisan support this. And so we cannot just ignore this kind of stuff. [19:59] Chad: Oh absolutely not. We cannot ignore it. [20:01] Kelly Mann: So I think something like this in Australia. Australia for their retirement for sure. [20:05] Chad: Superannuation. [20:06] Justin: Yes, yes. Operates a bit differently though where the, the employer funds it. But yeah, so it sounds like maybe [20:13] Chad: 7.65% on each dollar earned up to 162,000 for Social Security and then maybe like that a little more on Medicare thereafter. [20:22] JD: Right now sounds to me like. [20:24] Justin: But the difference is it's sitting in the individual. Like the, the investor gets to actually choose where it's invested in to a degree. Kind of like our state runs plan. [20:33] JD: We'll move to the next one but last sentence from graph just to get everyone's attention. Wait, that's, I'm stealing his words. Let me assure you this is not a drill. Is a very real long term threat to the retirement plan industry. Do I have your attention yet? That is what Brian so. Well he should Mark, you should be paying close attention. [20:54] Mark: Isn't the, the dude who founded Napster [20:56] JD: involved in this somehow? [20:58] Mark: Yeah, all his billions of dollars. I hear that. And I heard that. [21:01] Chad: I just stopped reading. [21:02] Mark: I'm like that'll just blow up. [21:04] JD: I love it. [21:04] Chad: That's what roby a whole article. Oh, the nice guy sick Kate's comment. Follow the money. I mean we've had so many folks step into this show and say that and they've been right every time with where that money leads. Could be another one of those examples. [21:20] JD: We need, we need to be really careful with that. So it sounds like this is why you lean on the American Retirement Association. They're going to bring the people down there, talk to the, talk to the government peeps and make sure that they're aware of what this can do. And by the way there's a great article so you should read this because it kind of counters a lot of their points Points and talks about why the 401k is doing a good job. Yeah, I think the capitalist and Chad Johansson too believes that if we can inspire business owners to create retirement plans for their own benefit and get the employees to come along for the ride and benefit as well, that's the real solution. I don't think we should create solutions that ignore the business owners and the highly paid people and try to focus on the lower paid. Like we need to do this together as a community, not in spite of each other, but. So we'll see. We'll see. I think this one's fun. This is, this is an acro sin. I'm sure it is. CNBC reports. [22:21] Chad: I actually don't know what it stands for. [22:23] JD: It's gotta be national something. Reports with a video interview and an article titled, well, there you see it. Morgan Stanley is testing open artificial intelligence powered by chatbot for 1600 financial advisors. Watch the video. [22:41] Mark: 16,000. [22:43] JD: All right. Watch the video, read the article. This is happening. For the past year, Morgan Stanley has been testing it within their, their company. They now have a more deep business relationship with open artificial intelligence and they are customizing things around the, I don't know, chat GPT4, the newest one that came out. That's not even where, if I could explain this simply where Morgan Stanley saying, hey, we've got a lot of intel, right? We've got tens of thousands of white papers, we've got videos, opinions, statements, people like, they have a lot of intelligence amongst their company within Morgan Stanley and we want that, that, that value to be available to someone in a click, click, click to be able to do it. And so we want our financial advisors to be able to answer questions from our clients that are very complicated, that cover a variety of nuances and different things and humans simply cannot do that. We can't retain all that stuff in our brain. But with the help of artificial intelligence, your financial advisor can now answer questions for clients that are very complicated. When everyone talks about artificial intelligence or chat GPT, they talk about kids cheating in school, right? No, they're not going to write their own papers. They're going to use this thing to. So if we're. Kelly, if we're against kids not writing their own papers, are we equally against advisors not giving their own intelligence? [24:30] Kelly Mann: Nope. [24:31] JD: No. You're down. [24:33] Kelly Mann: Yeah. Honestly, I mean, it just comes down to the number of people in the world. I feel like, I mean, how are we possibly. There's so many people retiring that have that knowledge and the people that are coming up behind them, there's just not enough of them to replace. And so like how are we possible the need in the world when we literally do not have the humans to do it? We have to have AI to supplement us or. [24:59] JD: Well, go ahead. [25:01] Chad: I was going to say twofold. One, to make us more efficient and I'll give an example in a second. But to the experience, you're talking about the people phasing out experience. If we can help the next generation learn at twice the pace we did by using this, we should be right. And my example. JD I called American Funds today Cap Group and I had some questions about solo case and what offerings they had for certain bds. And I could tell and I looked at the dude up on LinkedIn. He's only been there for ten months. Thanks Mark. He's only been there for 10 months but he was able to answer all of my questions fairly quickly. And at times he would say, hold on, give me one second, I'm searching this, I'll pull up something that will, that will give me the answer. And I know they've got a database of materials like you're describing and he's essentially just pulling something that somebody else wrote that tells him oh does, does this broker dealer offer a solo K and have a selling agreement with us? Why can't I make that even quicker? [25:57] Justin: Dang. It's essentially our generation's Google. [26:01] Kelly Mann: I think about 11 year old daughter. Why do I want her to be better at writing a paper or doing research? Like do I want her to know how to memorize or do I want her to know how to find the answer? [26:11] JD: You're very forward on this. I love this. The ladder. I love this. [26:16] Chad: That was really good point. [26:19] JD: Do you know that it was like Socrates or Plato or someone that was concerned that we were going to put ideas on paper, you know, or stone or whatever it was because. Yes, because they thought speaking it from one human to another was a far better way to like share information. And if we wrote it down that human beings would get lazy and they wouldn't have to retain it in their own brain because it'd be written down on, on paper or scrolls or whatever they written on. So pretty interesting. We'll do it live, [26:49] Kelly Mann: we'll do it. [26:51] Justin: I think that's my biggest fear to Kelly's point of, you know, retaining that knowledge because even I, I mean I've noticed since, you know, for our generation, like we don't have to retain the, that you guys did back in the day reading encyclopedias and right not always a good thing. [27:04] Mark: But Justin, come on, we used, we used encyclopedias. We're not that young. [27:10] JD: You were talking about the younger generation be able to learn quicker and some of the more experienced people leaving. I think most people look at artificial intelligence and think, no, no, it's the level of intelligence, for lack of a better word, will be 10x. The smart person that's leaving, it'll be a hundredx. That person, like the computer is going to know this shit way more than the most experienced person at Morgan Stanley ever could. And so it will be this tool that first it's gonna be a tool, by the way, then it's gonna be, this is what I. Here goes the doomsday, like Terminator thing. Right. First it's a tool that your advisor uses to be really smart and answer questions and help clients. Next it's like, well, why do we need the advisor if the artificial intelligence can speak like a human and answer those questions? And now, now we get to a tricky spot. You know, look on the Brandon's videos here. And that could come really quickly. So. [28:10] Kelly Mann: And I think it's gonna widen the discrepancy of the levels of income in the world like exponentially. [28:16] JD: Oh, interesting. [28:17] Chad: How so? [28:18] Justin: What do you mean? [28:18] Mark: Yeah, what do you mean by that? [28:20] Kelly Mann: Like Morgan Stanley, if they're going to use AI, they don't need these advisors, they don't have to employ these people the same. Whereas you guys have your own small business and can't afford the same thing. [28:30] JD: Yeah, I think you know what they're worried about. This is the flip of what happened earlier in the world, right when, when machines came in to, to fix things and build cars and do all that stuff. We're worried about the kind of low ranking employees. And now with AI, you're worried about like doctors and hedge fund managers and financial services. Like all those people are going to lose their jobs pretty quickly. [28:56] Chad: I would like us to evolve. [28:59] JD: I would like to think that we will all use it as a tool and we'll just become super powered at what we do. [29:07] Chad: But there would need to be a lot of change in what? In, in who and what people are comfortable buying with and from. It's still a relationship business in almost every walk of the sales process, especially in our industry. And, and that's why Robo advisors have not taken off the way everybody thought they would. Because people want to work with someone that's going to give them guidance that can listen to their story and provide direction, not just say, here you go, without any kind of relationship. [29:39] JD: Can I tell you what Elon Musk said about artificial intelligence, which I thought was really interesting? He says, no, no. Like, yeah, we're all using chat GBT right now. I'll drink. But, but how, how this will evolve is Kelly will have her own artificial intelligence, which will be, like, aligned with Kelly's virtues, Kelly's things that she's interested in. So it'll. It'll be like making Kelly kind of a cyborg that's a hundred times, you know, has more intelligence than she had before because. Because of her artificial intelligence. Chad's will be a Chad AI. Justin's will be a Justin AI. You know, we'll all have our own kind of customized thing. I like turtles. [30:24] Chad: All right, so, jd, you do have, like, four acro sins with all those artificial intelligence. [30:30] JD: Gotcha, gotcha, gotcha. Let's. Let's play game. Let's play the totally original I. When I thought of this game, I, I, I just had that moment in the shower, you know, where I thought to myself, what if we played a game on the show where we did a thumbs up, thumbs down kind of thing? I started to piece it all together on paper, and I invented the best game ever. The totally original. Nope. Or dope game. [31:00] Mark: Most shocking thing you just said there was. Taking a shower. [31:10] JD: I got news. No matter how much you do it, drinking vodka straight from the bottle stings [31:15] Mark: a bit, you know, Brandon, do it. Do it. [31:18] JD: I've been drinking a lot of vodka in my free time. [31:27] Mark: Every time. [31:28] JD: Now I'm doing it on my job right now. Okay, Kelly, the way this works is I'm gonna throw something at you and you're gonna let us know if you think it's dope or. Nope. And why you think as such? This one came to me recently. I was, I didn't know this existed. I love that someone comes. Comes and cuts my grass, you know, and it takes care of my. My landscaping. I love that someone can come and wash my car, my Lambos, and detail them for me and, you know, keep everything clean. But I didn't know that this existed. Do you know that there's such a thing as a trash valet person? Someone can come to your house and take your trash can out to the curb for you. Kelly? [32:19] Kelly Mann: Yes. [32:20] JD: Down for this. Why? [32:22] Kelly Mann: I'm. Well, okay, so I have a few rental properties, single family rental properties. Right. And I would totally pay someone and talk it, put it into their rent to have them go and take the trash to the street, because half the time they never do it. And the trash is overrun. Like, I would love that. And if I'm on vacation, like, the trash is on Tuesday, we leave for vacation on Saturday, and our trash doesn't go out that week. I have a family of five. It's just going to fill up again. So I would totally pay someone to come and take my trash to the [32:50] JD: street, as you would expect a certified public accountant to do. That was a very logical response that question mark. Have you ever. Have you never, like, woke up at six in the morning, seven in the morning, and realized you forgot to bring the trash cans of the curb and ran out there in your underwear, dragging them to the curb, worried that they're gonna pass you by? [33:12] Mark: Dude, I. I used to get woken up by my dad at home when I was like, 11 years old, when I didn't do it and had to run out in the cold in the street to take it out. So, yeah, I know exactly how that feels. And I am totally nope on this. That's just lazy. I mean, we're over here talking about artificial intelligence, taking our jobs. Now we can't even take out the trash. No, absolutely not. Jim, if your driveway is a mile long, so what? Too bad you bought the property. Dum dum. Like, take out your own garbage. [33:52] JD: Justin, you think this could be a valuable service? [33:56] Justin: At first, I kind of had a similar thought as market, but then I realized I have those type of people at my complex here, so. Whoops. [34:05] JD: We're not going to ask Chad, because Chad burns his trash. All right, we'll go to the next one. Someone in the chat bar just said JD Running out to the curb in his underwear or something. Well, it kind of parlays in this next question. Question. Kelly, sleeping but naked. So no. No pajamas, no underwear, just sleeping naked in your bed. Are you okay with this? Nope. Or don't? Nope. [34:32] Kelly Mann: Don't. [34:32] JD: Why? What. What's wrong with these people? [34:36] Kelly Mann: Well, first of all, everybody farts at night. There's nothing against that. [34:45] Mark: That. That needs to be the title of your next song. [34:48] Justin: Brandon, you need to cut that and edit it into a clip Tacklers, because that needs to be on the show from here on out. [34:54] JD: So what are you saying, Kelly? You need a barrier for the. [34:57] Kelly Mann: Yes, you need a barrier that you don't need any other reason. [35:00] JD: That's it. Okay, fine. Chad, are you okay with. With sleeping naked or. [35:08] Chad: I mean, there was a stage in my life where I thought that was awesome, but with two kids that run into the room constantly. Yeah, no, not happening. Yeah, that's a Nope. [35:19] Justin: Justin, with a body like mine, you just don't sleep naked. [35:26] JD: I will. I. I don't want to know because I think Robey's naked under that robe right now. So we won't go to rope. I will tell you. I do it because it just. It's very comfortable. Like, I get hot at night. Just feels nice. But I will say it comes with its cons. Like, it's downsides. Like, you definitely feel like you can't, you know, jump out of bed. I have concerns about if a burglar breaks into my house fire, I'm gonna. [35:55] Mark: Okay. Can I wait? I know you want my answer, jd but can I tell a story? Sure. When you live. When you lived in Dublin, we went to like, a game or something and we came back. I think it was the night I lost my phone. I was passed out on your couch downstairs, and your dogs were going nuts, so you're bringing them downstairs. And I remember in my. My hazy fog, look, I rolled over and I just caught a glimpse of you running back upstairs, you know, holding your jug with your ashes. [36:26] JD: I was like. [36:27] Mark: I looked over at somebody. I was like, is he naked? [36:32] JD: That is the next. That is the next problem is you forget if you have guests in your home. [36:41] Mark: But by the way, also employees. [36:44] Chad: Your kids are home too. [36:46] Kelly Mann: The chat comment has a point. The more people that sleep naked is better for the trash business. [36:52] Mark: Very true. [36:54] JD: Great. That's good. Okay, last one. Less. Less funny. But you. We talked about Morgan Stanley and a chat GPT. I'll drink. But what about using it as a. As a business person? I'll admit something to everyone. I had to host a show yesterday on a debate between two people. I asked the. The artificial intelligence machine that I just mentioned what kind of good questions I could ask people on it, and it spat out like a bunch of pretty cool stuff. I gave it another prompt. It gave me some more detailed ones. I used half of them, you know, to kind of start my conversation. So use. I think we know where Kelly's gonna go this. Based on her earlier comments, but using this tool to, like, write Kelly's next blog or you're. You're down. You're in on this stuff. [37:49] Kelly Mann: So I've been using not chat free letters, but consistently I use copy AI. I don't know if you've heard of that one. [37:57] JD: Oh, but that's. You're going to drink for that one. [37:59] Kelly Mann: But yeah, like, if I need to write new something for the website or, I don't know, anything like a webinar intro. I'll just type about what I'm going to be talking about and it will spit out this amazing paragraph that summarize it in a friendly tone or professional tone or a fun tone or luxury tone. [38:21] JD: Yes. [38:21] Kelly Mann: I've been using it like for five years now. [38:24] Mark: I heard, I heard a rumor that Taylor Swift is using it to write her next album. [38:30] JD: What. What purse. What quartile do you think you're in, Kelly? Of. Of. Of Certified Public Accountants. In terms of using technology and being so modern and forward thinking, I think you must be in the top 1% or something. [38:45] Kelly Mann: I don't think I am. [38:46] JD: But you're an anomaly. You're an anomaly. [38:48] Chad: Yeah, you are. [38:49] Kelly Mann: I think there's. Have you. You guys obviously are not fans of Tax Twitter. Hashtag Tax Twitter. [38:55] JD: No. Is anybody. [38:57] Justin: I saw you. [38:58] Kelly Mann: It's all my. [38:59] Chad: You have to go. [39:00] JD: Kelly, we're not one of the six followers of Hashtag no, we're not. But I think in a lot of your peers use like staplers and like pens on paper. [39:09] Kelly Mann: You see, I mean I still got a stapler. I still got my paper and pen. I still have my. Right now I do it. It answers my questions for me. The really hard ones. [39:17] Mark: Nice. [39:18] JD: Oh, wow. [39:19] Kelly Mann: I mean, I'm still old school. [39:20] JD: Chad, you're. You're a nerd. You're. You're somewhat old school. Are you going to use this stuff to like write your next article for Plan Sponsor magazine? [39:31] Chad: So I couldn't. I did an article for Plan Consultant recently and somebody who's here right now said, hey, use artificial intelligence to create the fluff. Because it's. It was a shit ton of words I had to write and I didn't, I couldn't. And, and reason being is you couldn't [39:49] JD: bring yourself to it. [39:51] Chad: A little bit of both. I tried. I couldn't get the prompting. [39:53] Mark: Chad thinks he's smarter than the artificial intelligence. Okay. [39:57] Chad: That's what. If you saw my comment to Tony in the chat bar, I said, tony, you need to train people on this. He wasn't the one that told me to do this, by the way. But I said you need to train advisors on how to use AI prompting and get better at it. Kind of like we're actually teaching people how to use social media. [40:15] JD: It's pretty intuitive. But I like that like eight years ago we were trying to teach Chad how to use Instagram and now we're trying to teach him how to use the, the AI stuff. [40:24] Kelly Mann: I do want to, I do want to say something though. Like, I will not do that and say, write a blog post and say, it's my words. Like, that goes against my moral ethics. Right now, I'm going to say, written with assistance of chat. [40:37] JD: Ooh, that's cool. [40:39] Justin: Oh, okay. [40:40] Kelly Mann: But I mean, if it's just, like, a paragraph where I'm not saying, yes, I wrote this, I'm fine with it, but I'm not going to say, these are my words. And really, the computers, like, I can't. I can't handle that. [40:48] JD: Fair enough. I like that, though. That's evolution. Tony, I'm with you. Prompting is a. Is an art and a skill in [40:55] Chad: itself, and I have not figured it [40:57] JD: out yet, but it's fairly intuitive. But you got to play with it a little bit. Yes. [41:02] Justin: Guy had a great question for Kelly. I want to make sure we don't pass it. It says, what's your take on the new 5,500 participant count, reducing the need for a plan audit? [41:11] Kelly Mann: Depends. Am I. Are you asking me, like, Kelly Mann, The. The employer, the business owner, or [41:19] JD: the first one fucking. The first one likes it, the second one fucking hates it. [41:23] Justin: Yep. [41:24] Kelly Mann: I mean, I'm here for the. I'm. I'm here for the. [41:28] Chad: Give us the auditor approach. [41:30] Kelly Mann: Yeah. I mean, I'm here for the people. I. When I audit plans, the plans that have under 100 people are the ones that are ripe with errors. Okay. Their. Their compensation is wrong. They're not putting people in the plan when they're eligible. The forfeiture calculations and hours are wrong. That's where all the errors are. And so I'm like, they need to be audited, but at the same time, there might be literally 30 people that actually have money in the plan, but they have high turnover, and so they have all these other people that are eligible, and they can't afford the audit, and they don't care about it anyway. [42:03] JD: Yeah. [42:03] Kelly Mann: And so I'm kind of like, you don't mind. [42:05] JD: You don't mind raising the bar a little bit? That's fine by you? [42:09] Kelly Mann: Yeah. [42:10] JD: Okay. Fair enough. I mean, I think it's a good thing, so. [42:13] Kelly Mann: I do too. [42:13] Chad: It's not. We read an article recently, and I think it was Webby, actually, who's in here, who wrote it, if I remember correctly. But we're not going to see much of a difference after two years, once we have automatic enrollment enforced and all these startup points. So the account balances are going to climb dramatically. [42:34] JD: I would argue the automatic enrollment mandates will swing in Kelly's favor. Yeah. [42:41] Justin: Yeah. [42:41] Kelly Mann: I agree. And I think they estimated that 10% of plans that have audits right now will no longer need them, which is about 8,300. [42:50] JD: But then how many for how many new and growing plans through secure 2.0 that wouldn't happen. [42:57] Chad: And let's be honest, when we talk about headwind to people opening plans, audit cost is one of them. And you're talking to a small business and you tell them you're going to have automatic enrollment in a few years and you're going to be an audited plan no matter what you do in all reality, because we're going to see a 90% participation rate with automatic enrollment in. That's a headwind they're going to experience. [43:19] Kelly Mann: Yeah, I mean it's 10,000 a year right there. [43:21] JD: This is a phenomenal segue, Chad. If you got like a smartphone in front of you or anybody out there, I challenge you to go to auditminer.com right now. And Kelly, we don't usually do a lot of kind of like corporate plugs, but on this show we just like to talk to you and you've done a phenomenal job. Like, you are a great guest. I mean that from the bottom of my heart. Like, I love having you on this show. It's a good vibe, it's good value add stuff. But I went to auditminer.com and I was blown away by one the beauty of this site, like it's really well designed, looks really great. Coincidentally, and I told you this, we had a spotlight feature last week, I believe, which was a 15 minute kind of product spotlight on a company that you're aware of. Help me out again. You're like some kind of version of that, but looks like a really like well established professional one. I'm looking at top 200 firms that use audit miner 50 plus 800 plus plans, process and seal in 21. You've got the same pitch of like the hours saved. So here we go. Go ahead and plug away. Let the audience know, like, what is this? Did you create this? And when and how, how is it going for you? [44:49] Kelly Mann: Well, it's going really well. Better than I ever could imagine. So the story starts when I was in public accounting and I was always looking for ways to do things differently. Challenging the status quo and a young female in a male dominated world. That doesn't always go over well. Okay. And every year I was told, try not to be such a bull in a china shop. [45:07] JD: Oh, geez. Yeah. [45:08] Kelly Mann: And so I had this epiphany and I was like, you know what? I'm okay with being a bull, but I'm not okay living in a china shop. And I quit my job and I went to start my own CPA firm where all I was going to do was audit 401 plans and basically. Oh, dang it. [45:22] JD: No, keep talking and we'll save them up. [45:24] Kelly Mann: Okay, thank you. So I was only going to audit 401k plans and I started calling all the really big technology players in my space saying, hey, what software do you have for 401k audits? And nobody had anything. And they all started calling me back. Literally the six companies had a representative call me back and say, we're interested too. And they try to get my ideas out. And after, I think eight different phone calls and zoom calls, I said, okay, if all they want is my vision, I'm going to try and own my [45:47] JD: vision and help me out. Like, what year is this? [45:49] Kelly Mann: 2000. Early 2019. Okay, I canceled my remaining calls and I literally googled how to start a software company. [45:57] JD: Too bad, too bad you didn't have chat GPT. [46:00] Kelly Mann: I know, right? If I would have had chat, but I would have been miles ahead. So anyway, so that's kind of where it started. And my vision was like, this is what technology can do. We do so many mundane, routine copy, paste, summarization, pivot tables that take hours in a 401k audit. And the clients don't care about that at all. They're like, what am I paying you? 350 an hour about it. [46:20] JD: They hate it. It's a pain in their ass, right? [46:22] Kelly Mann: They have a company to run, not a 401k to run. And so I just started like asking 45 CPAs around the country, hey, what are your frustrations? And I literally, dang it, I literally put all of this into a word map, right? I copied every single word that people said, put it in a word map. And I said, what is the words that are standing out in the word map? And it was reports. Record keeper reports. Like, okay, this is where the problem is. This is where I'm going to stop. So what it miner does is, you guys know, like, you could have your 401ks at John Hancock or yeah, Empower Prince. All of them produce different looking reports for the author. And one of them, one of my, when I was doing discovery, they said you almost have to know how to read 20 different languages to decipher these reports, which is true. And so basically what you do is you take those raw data reports, put them into Audit Miner. And it in seconds, spits out all of the reports you need in the exact same fashion for the auditor and select samples. And then it also gives you procedures to consider performing performance. [47:24] JD: That's it. At the core of it, it's the record keepers, spit outs. And then putting those in a kind of a standardized format that you can use. [47:35] Kelly Mann: Yeah. [47:36] JD: So that's got to save. That saves auditors hours and hours and hours and hours and a 20 hours. [47:42] Kelly Mann: Brought it. So the cool thing is that we have. We released our product in 2021. Okay. So April of 2021 and 2022, we did 4x our number of customers and we hit $1 million in revenue in our first calendar year. [47:56] JD: I love that you share numbers like that. That's the entrepreneur in me. I love that people. Yeah, no, I love that we need to hear that stuff. It's valuable to people that are listening in. I'm looking at an image of you with your. Your teammates at Audit Miner and you said million dollars in revenue. You got 1, 2, 3, 4, 5, yourself, 6, 7, 8, 9, 10, 11, 12 people in this picture. Who knows where it's at now, but [48:22] Kelly Mann: you've done this, it's 13. So the cool thing is every single one of us, including myself, was hired in 2022. [48:29] JD: Oh, wow. [48:29] Kelly Mann: No employees in 2021. We were able off of customer revenue. No investment, no funding. We hired everybody. And the really cool thing is it was off of our beta, off of our prototype. We didn't even have it on the web yet. So what you're seeing right now, that was released literally last Monday. [48:44] JD: I'm so glad you're not a venture capital backed private equity. That sounds like a nightmare, right? [48:51] Kelly Mann: I don't know how people do it. [48:52] JD: Looming over you, going like, hey, Kelly, I gave you $50 million. Like, when are you gonna, like, I [48:57] Kelly Mann: know, come true for the product. The version one, as we call it, was released last Monday. The really cool thing is it's not even audit season yet. And today we have processed, we have brought in more revenue than we did last year. [49:10] JD: Do you have plans to. [49:12] Mark: How many Lambos do you have? [49:14] Kelly Mann: Zero right now. But I'm gonna. I'm gonna talk to JD here. [49:17] JD: I might need to. I might need to dump one because I bank with svb. So I might need to get you a Lambo if you want to use. Mark. [49:25] Justin: Mark. [49:26] Mark: What? If you're looking for a wow, Justin [49:30] JD: fluorescent yellow one, I might be able to help you out. Are you. Are you looking to expand products? Will you go beyond this and see how else you could help these auditors be more efficient. [49:43] Kelly Mann: So I mean I have a big vision of what we could do. So the MVP was basically what is the minimally viable product. Dang it. The minimally viable product that we can produce that people will pay for because I am not a millionaire and I don't want to take investment. So we started Baby small and my. [49:58] JD: Check that box. [49:59] Kelly Mann: You need. [50:00] JD: Check that box. So you do. Okay. [50:01] Chad: Wow. [50:02] JD: We got a real. We got a real entrepreneur here. [50:05] Chad: A real entrepreneur. And I wrote, I wrote in the chat bar because what you have solved in the audit space is one of the major issues in the payroll to record keeper space. When one record keeper titles a deferral def and another one titles it E D E F. Yep. And so that. That technology could be incredible. [50:29] Kelly Mann: Yeah. And I do think that there's potentially [50:31] Mark: one of them was. [50:33] Chad: I was giving an example, Mark. That was not an acro sin. [50:37] Mark: No, you say employee that way. [50:40] JD: Yeah. [50:40] Chad: Okay. [50:41] JD: All right. [50:41] Chad: I'll give you that one. [50:42] JD: Kelly, Go ahead. You're more important. [50:43] Kelly Mann: I think there's other industries that could benefit like and I haven't done the market exploration, but maybe the financial advisor industry could benefit from this type of technology as well if you're independent. [50:54] JD: I. We had a guess on no. Yeah, it was a guest. But for our live show, Brian Prashaw was talking about a. A third party firm that was going to help with 360 integration for record keepers and payroll companies. So there's lots of. To compete with like the disruptors that are claiming they do this so well. [51:14] Chad: This is a massive need. That's a massive need. And Mark, by the way, I had. I had three tallies there for Kelly during that rant. [51:22] Kelly Mann: One. [51:23] JD: All right, you owe two more. You have two more. Okay. [51:26] Mark: I think as an entrepreneur too, you know, when you're starting out, you really need good advertising space. Done. And you got it. You got to start small. [51:38] Chad: Right. [51:38] Mark: Grassroots. So just so you know, there's. There's rope space available for. [51:45] JD: How much for that audit. [51:46] Mark: Minor patch ed in the chat is trying to. To take this spot right here. [51:52] JD: Okay. [51:53] Mark: I said big bucks. And Tony said he's my manager and he's going to negotiate for me. So I'm just. If you are on the road. Tony, Tony will. [52:01] Kelly Mann: Mark, I'm gonna call up my marketing girl Carolyn to watch at whatever number we're at, wherever minutes we're at right now and get a hold of you. We're a startup. [52:11] Mark: I know that your. Your revenue is higher than it's ever been. So don't lowball me. [52:16] JD: Mark, Mark, Mark. You're gonna find Mark just wants stock options. You could get some right there on the, on the little seam right there. You could get a few more. Like, it's not just above plan design. [52:30] Mark: You could give me like 10 of them and I'll do up and down. Just boom, boom, boom. [52:36] JD: Okay. Yeah, that's good. That'd be a great place. Congratulations. [52:40] Kelly Mann: Thank you, Kelly. [52:41] Chad: Like, that's. [52:41] JD: That's. That's awesome. [52:43] Kelly Mann: Yeah, it's. It's been a ride because, as you guys, as you mentioned, I'm a breast cancer survivor and I was diagnosed six months after I started the company. [52:50] JD: How's Brandon, Ms. Gosh. [52:52] Kelly Mann: April. April 1st of 2020. [52:55] JD: How's Brandon? [52:55] Chad: I mean, you're. Oh, wow. [52:57] Mark: Rough, rough timing right there. [52:58] Kelly Mann: It was a horrible year. [52:59] Chad: Yeah. [53:02] Mark: Kudos to you. [53:03] Chad: Incredible. [53:03] Mark: Yeah. [53:04] Kelly Mann: We did it, though. [53:06] Mark: You did it. [53:08] Kelly Mann: I wasn't alone, but [53:11] JD: I'm trying to pull something up on this. Okay. Sorry, sorry, sorry. Derailed here. All right, this has been a great show so far, except for my song, so I apologize to everyone about that. I really had a good song. I just couldn't pull it off. Let's. Let's go chap our champion and then maybe we'll do a little bit of after show because I got something else I want to talk about. Last week's chapter champion was none other than Kate Clark. You remember that? Chad, Roby, Justin. [53:44] Mark: I wasn't here for that. [53:45] JD: No, I had thoughts of sending her like, just like pounds of meat because she is out on that ranch and she's killing cows and doing what she does, mending fences and all of that kind kind of stuff. And so I thought, yeah, we'll just. Just send her a ton of meat. But. And then I thought, no, let me go to like, you know, Target and buy her all kinds of, like, crazy, like, dish soaps and who knows what. And then I said, you know what? I'm not feeling it. I'm feeling mature. I'm feeling nice. I'm feeling like giving her a gift. She's a partner of ours. She does. She does business with us. She's a friend of ours. More importantly, we hang out with her at different conferences. My wife and her are old fashioned drinking buddies. So I attempted to send her a bottle of Blanton's. So if anyone's aware of that, a really cool little bottle with a little horse on the top and very nice liquor, but. And Some smeared off ice because I thought she could. Oh, we haven't spun the wheel. [54:51] Justin: Don't need to. [54:52] Mark: Don't need to. [54:53] JD: Cuz she could drink smear off with us. But where she lives out there in Florida, they just don't have any of that stuff. So I, I got her some Woodford and some other stuff. But we love you, Kate. I hope you enjoy that Woodford to make some old fashioned with it. You are last week's chapter champion. Who will this week's chat bar champion be? Justin, we're going to start with you. Silent J. Who is your vote going with? [55:20] Chad: Kushner. [55:21] Justin: He got me with his. He's so old. He remembers when water was free and porn cost money. [55:28] JD: I feel like Kush is. That's a real play at the win. Like he's going for that. [55:32] Chad: Chad, I need a second. There was a lot of good tonight and I highlighted two and I need to go back and I need to tally them. [55:40] Mark: Jd. [55:41] JD: Okay, fair enough. Robyn. [55:45] Mark: Tony Davis. Just because he's. He's volunteered to be my, my, my, my manager. So this is exciting. [55:52] Justin: He even put the cost in the chat bar too. [55:54] Mark: I know. He's. He's working all the deals for me. [55:56] Chad: I'm just. [55:57] Mark: I. He's basically like my artificial intelligence. [56:00] JD: All right, we got a Kush vote. We got a Tony vote. All right, this is your turn. Who do you want to vote for? [56:10] Kelly Mann: What do you. Wait. I was gonna vote for Chad because he's the one that talked about. She dropped a fart in a comment with ease. I really appreciated that. [56:18] Chad: You can't vote for me. [56:21] Kelly Mann: It doesn't count. So I don't need to. [56:22] Chad: Can't do it. [56:24] Kelly Mann: Never mind. [56:24] Chad: But that will forever limit live in my memory. [56:27] Mark: Yeah. [56:28] Chad: And I can't wait to share that with the kids because they're gonna think that's hilarious. [56:32] JD: Do you have another vote or you. [56:34] Kelly Mann: I have another. The one that said I was going to be a gazillionaire. Oh, man. [56:38] JD: All right, let's find out who said that she was gonna be a gazillion. [56:41] Chad: I think that was Tony. [56:42] JD: That's gonna be. Oh, is it? That's important. [56:44] Chad: I think it was Tony. [56:48] JD: So we got a Webby, we got a Cushy, and we got a Tony. [56:53] Chad: Right? I had, I had punkage early. [56:55] JD: Oh, damn. [56:57] Chad: Yeah, it was solid all night. [56:59] Mark: He still never said why. He said good morning, though. I'm still confused. [57:03] Chad: We covered that last week, Mark. That was a last week conversation. There was a number of really solid Comments tonight. But I. I cannot go away from Tony Davis. It's perfect. Perfect throughout the entire evening. [57:21] JD: Perfect. [57:21] Mark: Wow, that's sweet. [57:23] JD: We got two Tony Davises, we got a Kush, and we got a. What was it, Roby? A Webby. Yeah. Cushion. Webby. Okay, let's go. I'll go. I'll vote for Webby just because I like to see a head to head smackdown. So could have voted for Kush. It's Tony versus Webby. Kush. Kush has had his spotlight for a while. He is a stiff. Back in the shadows. It's Tony versus Webby. Head to head in the chat bar. Get ready, guys. Get your fingers by the keyboard. Get ready, Roby. Yeah, you're gonna have them finish the sentence, so spit it out there. [58:11] Mark: The title of JD's next song will be. [58:17] JD: All right, let's see it. Don't worry, it doesn't have to be quick. You can take a little bit of time. See if I had some housekeeping notes. I got a housekeeping note. It's gonna bum everybody out. [58:30] Mark: But that your trash needs to go out. [58:32] JD: Nope, housekeeping. Actually, it's not gonna bum everybody out. Mark, Chad, Justin, no show next week. Brandon, take the week off. Next week. [58:45] Chad: What? Dude, I'm not. I'm not lying. I booked my flights back from SoCal or from NorCal to be here in time for a show. 6am Thursday morning. [58:58] Kelly Mann: Nobody has changed airline. Change these anymore. Stop complaining. [59:01] Justin: Your flight's gonna get delayed anyways. You're not gonna be home. [59:04] Mark: Hey, guys, we have our answers in the chat bar. Just so you know, what we got. [59:07] Justin: What do we got? [59:07] JD: Girl, you know it's True and Whispers of a Fool. [59:14] Mark: Those are two good ones. [59:17] JD: Usually we just know who the winner is. [59:19] Mark: I think. I think Kelly needs to pick though. [59:22] JD: Okay, Kelly, you pick. JD. The title of JD's next song, Girl, you know is true, or Whispers of a Fool. [59:28] Kelly Mann: Bubby, I really like you, but I'm gonna have to go with Whispers of a Fool. [59:32] JD: Oh, Tony, that was mine. [59:34] Chad: That was my vote too, there. [59:36] JD: Okay, Tony Davis, 100 pounds of cat food will be delivered to the. To the AI master. To the AI. [59:45] Kelly Mann: Tony is AI for that. [59:48] Chad: Oh, I hope he did be awesome next week. [59:53] Mark: He said he did. [59:54] Chad: He says yes. [59:56] JD: No way. Next week we will take the week off. We'll take Thursday off. And guys, don't. [1:00:04] Chad: Where you going? [1:00:05] JD: We've been doing this. I'm going to Mexico for some surfing. [1:00:08] Chad: Oh, there it is. [1:00:10] JD: Yeah, buddy. Yeah, We've been busting this out, man. Since COVID like every week. Give us a break once in a while. We'll be. We'll be back the next week, the next Thursday after that. I apologize not only to Brian Graff, but I apologize to everyone for my. My song performance. It actually was a good song. I might try it in the after show if. If anyone wants. [1:00:34] Chad: I'll stick with you. [1:00:37] JD: Thank you, Kelly. Thank you for being. [1:00:40] Mark: Thank you, Kelly. [1:00:41] JD: Phenomenal guest, awesome. Really good guests. And congrats on the success of your company and everyone out there listening in, whether here live or in the future on the Internet. Check that out. Like, we support you. Hope you can grow that thing and it can evolve to those 2.0 and 3.0 levels you're talking about. Thank you to the audience out there. You guys are awesome. We love you. And yeah, let's. Kate Clark and Kate, let's get out of here. Let's play some music. Maybe a little after show and then we'll call it a rap.