Holly Knight: Employee Engagement & Market Disruption | Retireholics

[0:00] JD: That scared the shit out of me. Thanks for that call anyways. But now I see. Dude, I gotta say, everyone knows her name right now. Holly is probably one of the most badass chicks that I've learned and we've had on our show yet. Don't tell a few of the other ladies. Shamanda. You guys are great. What's that? I said? I said, don't tell Shannon. Don't tell her. [0:20] Holly Knight: Shannon's pretty bad. [0:21] JD: But anyways. Hailing from Newton, Massachusetts, this lady is the massive underachiever. The world, as I've learned. She has a bachelor's in economics, a master's in education, has taught every age level from preschool to executive education. She's a snowboarder. She's an adrenaline junkie, renowned sous chef. Oh, damn. And a hockey player. Like, Jesus Christ, what else do you do? And her favorite, her motto is, my best is yet to come by. The great Frank Sinatra. I feel like. I mean, I'm just going to say it out loud, but I feel like Justin just described his ideal partner in life. A snowboarder, a hockey player. All of these things are Justin's dreams. [1:10] Justin: I was afraid at the end he was going to ask, and, are you single? And are you single? Great. Justin, I think you're gonna put me out of an intro job and chat. [1:21] JD: Not at all. [1:22] Justin: That was good. That was solid. [1:24] Holly Knight: That was from the heart. [1:27] Justin: Well, racial on the spot. Well, yeah, yeah, he just. [1:32] JD: He knew all that. He's been stalking her for a few years. Come on, Justin. Without further ado, ladies and gentlemen, Holly Knight. [1:41] Justin: Oh, welcome to the show. [1:44] Holly Knight: Thank you. [1:44] Justin: Wow. [1:45] Holly Knight: Wow, I'm blushing. I don't know if you can tell. It could be the hot flashes or this really warm blank I'm wearing, but [1:51] Justin: I to myself, I'm always in a blushing state. All right, bros, bro skis, bro dudes, bro girls, make sure you're in gallery view. That's the best way to do this thing. And we will be playing Acro Sin today. What the hell is that? Well, if you say use any, it's not really an acronym, but if you use initials to initials letters to describe a word, example TPA Instead of third party administrator. You must drink from your penalty drink. And I've said this the last few weeks, but today it starts. We have had some. I mean, Jerry Bramlett, for Christ's sakes, did not follow the penalty rules. I think that guy owed us like 10 drinks by the end of the show. Whoever the guest was a week before, they were sliding by too. And this Just cannot happen any longer. So, Holly, I apologize, but you will be the victim of our very strict rules because it needs to stop. So if you say the penalty, you must drink. And we're going to keep tabs on that and don't screw that up. [3:04] Holly Knight: Can I just show you? First of all, I looked for a shot glass. I should have looked at my daughter's room. I bet I would have found it. I couldn't find one, so I'm okay. [3:12] Justin: And I want to be clear, you don't have to take full shots, just little swigs. Don't pull a Janya Stout on us [3:21] JD: or a Chad Johansson. [3:23] Holly Knight: What? [3:25] Justin: CBC rules. Holly, please watch the chat bar because you will have a nomination vote at the end of the show. We're playing new chap Bar Champion rules where we each nominates someone and then you, the audience votes for the winner of Chant. Bar Champion. Bar champion. No. Yeah, you get the drill. You know what I'm talking about. What else? What else? Oh, after show, if you'd like to ask questions and we'd like you to get your video ready, get your backdrop ready, join us for the after show to hop on video and ask questions. We'll do a little Q and A. [4:12] JD: And don't make us beg for that [4:14] Justin: shit, by the way. [4:14] JD: We're tired of doing that. [4:15] Justin: Yes, please. Yeah, everyone, come on, get ready. I want it to be a huge line to get on after show and then we'll do the Webby room rating where. Yeah, if you know what that is, you'll experience that later. That'll be fun. [4:26] JD: Fantastic. Fantastic. [4:30] Justin: John Sullivan. [4:31] Holly Knight: Michael. It's not a mini fridge behind me, but I actually do have one in a different room. [4:37] Justin: Does kind of look like a mini fridge. All right, so let's dive right into it. I want to start off with a little kind of current events, if you don't mind. Guess what? Our old guest Vince Morris of One Digital is up to his. His stuff again. One Digital makes a 7 billion non qualified deferred comp move. This is on Napanet.org and just a little quick update. We don't, we don't need to. I got that. I'll get here in a second. You don't need to go deep into this. Just wanted to update everyone, keep you posted on the headlines. Looks like old Vince Morris and One Digital are added again. They bought this firm, fulcrum partners. It's 12 advisors, 17 employees, some 7 billion in assets. And apparently they've got a big focus on the non qualified deferred comp. So, yeah, it's happening. [5:45] JD: There's something going on in the non qualified deferred comp space that you saw. I don't know if this is an acro sin or not. Voya, I think that's the actual name and there's no. [5:55] Justin: Yeah, that's really. [5:56] JD: You saw Voya, their acquisition. We've seen one other during that time period. One gap group, that purchase, and now this. I feel like the non qual space is becoming more and more talked about, whereas before it was kind of hidden behind the qualified space. [6:11] Justin: Well, I definitely think if you're after the, if you're one digital and you're after the health wealth, you know, retirement space and you want to do all things for your clients, then getting in, getting some expertise in non qualified space is a smart move. Let's continue with headlines and talk a little more fun stuff. Completely lost my notes. [6:34] Holly Knight: Viva Safer though. I just saw that in the chat. So Aviva is our CEO. She's a bit of an expert, so I'm hoping she might. [6:40] JD: That's a ding. I got my buttons. Why? [6:44] Holly Knight: What's the ding? [6:45] JD: What? Wait, who's Aviva? Aviva's what? [6:48] Holly Knight: Oh, shoot. [6:52] Justin: You have, you have your chief executive officer on this. [6:57] Holly Knight: My chief executive officer is like, I don't think that's appropriate. She's amazing. She is. She can roll. She can roll with it. So. [7:09] JD: Hey, Aviva, you said it in the chat bar. It still counts. Take a drink. Thank you. [7:14] Justin: Bring it home. I thought this was fun. Have you guys. I didn't give you any prep, but have you, as usual. Have you seen, have you seen this? GameStop headlines. [7:24] JD: Yeah, dude, I'm a millionaire. See what it did today? Did you sell? [7:29] Justin: That's the way you're done? A little bit. Well, I thought we could open up the conversation if out there in the audience, you haven't heard about it. I kind of heard about it through headlines and then my 16 year old son was telling me that was all over TikTok. And I've told you before, he's big into his E Trade account. But let me see if I botch it and you guys correct me if I get some things wrong, but you GameStop, a company basically retail brick and mortar for video games. And so almost like someone might think like the blockbuster of video games, but they're trying to move towards a more digital space. Wall street looks at them and in their top 1%, greedy suit and tie, diamond cufflink kind of mentality, decides to short GameStop this is public information, right? You can dig around through different investment analytics and see that this is happening somehow on Reddit. This Wall street bets group, which is a really large group of kind of novice investors, I think that's a fair description and kind of slants towards younger. I don't know how many of you all out there are on Reddit doing stuff. So they decide, screw these Wall street people, these tycoons sinking this company. We like video games, man. Let's bound together and shoot this thing to the moon. This stock price they take it from, I think in early January it was like 17 bucks or something. They shoot it all the way up to like, I think it caps at like 450, something like past 450. So from 17 to past 450, [9:18] Holly Knight: what [9:18] Justin: kind of world are we living in here where on TikTok and Reddit can influence a stock? I'm going to talk a bit about Elon Musk in a second, but let's go straight to Mark. What do you think when you see something like in the headlines, like, this is weird. [9:35] JD: Well, I don't know what I think because I kind of, I think I caught wind of it a bit, a little bit late in the game, but I tried to, I tried to watch some stuff, and I'm a. I'm a follower of, of Barstool Sports and Holly. I mean, you're in their neck of the woods where it sounds like, I think they were created, and Dave Portnoy and all this stuff, and he's getting headline news on, you know, MSNBC and all these other places where it catches someone like mine's attention, even though I do this every day. But that. I think it's great. I think it's great that when the Internet takes a hold of something, it becomes gnarly. And to me, that's. I think it's cool. And my answer back to you is very generic and not getting into the specifics, but I think it's very, very cool. Now, the secondary part to all of this is what's happening with Robinhood and all that stuff where they're limiting now the trades, and now they're saying, whoa, wait, wait. So when the rich get affected, you start pulling back because it's okay for. Everything's okay if the rich are getting richer, but not okay if the common folk are leading this charge and trying to create some sort of widespread awesomeness. [10:49] Justin: I guess I want to go to Great Mark, but I want to go to Chad, But I want to let you know personally Mark, that when you talk about rich people, you offend me personally, Chad. [10:59] JD: I know. [10:59] Justin: That's the point. [11:00] JD: That's the point. I was flabbergasted, quite honestly. And I've said for years that you have influencers in other walks of life and in the financial space, we have influencers as well, people who can move the market based upon what they say publicly. And I think that this is one of the first times that the general public became an influencer in the financial space. Great point, and so super interesting to see happening. And to Mark's point, like locking down the brokerage shops and stopping some of those folks from being able to sell at the right time. I feel like we'll lead. And Brad mentioned in the chat will lead to some SEC investigations and there will be a lot of rocks overturned to try to figure this out. What'd you say? What kind of investigation? Yes, I said it. And, Brad, you wrote it. You got a drink for it, too, with me. [11:49] Justin: Well, Brandon helped me figure this out where this is. A lot of people are calling this, like, these pump and dump type of schemes, right? Which happened when the Internet first started. People take these penny stocks, try to build up all the hype around them. The whole idea is just to sell in terms of the securities Exchange Commission and investigations and all this stuff. I don't know. I've read plenty of articles today that are like, it's kind of tough to point the finger at this collective group and hold them accountable, because that's really not their intention. And they were very transparent. It's very open. It's a big group movement. And so I don't know where this goes legally, but I will tell you that when Robinhood and some of these small discount brokers try to stop the trading, they're the ones getting sued now by people who are like, hey, whoa, don't handcuff me, man. I'm allowed to trade and buy as I want to. Holly, did I interrupt you? Did you have a couple thoughts on this? [12:52] Holly Knight: Only a couple times. I was just adding back to Justin. I think it's funny. I wish my. So my son is, like, downstairs watching the retireholics, and he and I were just having this conversation. He's 16, and the other day, he's like, hey, I need a Robinhood account. I want to, like, you know, I need to get him. And I was like, what are you talking about? And for me, as JD and I have had this conversation from a generational perspective, I find it fascinating. Right or wrong or indifferent. Doesn't matter. I. I love the fact that we're seeing young people who are engaged in this. And I think that's, you know, I think that's, that's a great thing. So maybe a little misguided. I am always asking them questions. And I teach, I've taught classes at the University of New Hampshire. And so I would, you know, poll the students, like, so what do you guys listen to? What are you looking at? How do you decide what's good or what's bad? And it's just a different lens that we're seeing. And I think that shift, we're seeing that shift kind of accelerate, especially during coronavirus, right? People are sitting home, they're like bored, like, hey, let's get on, let's. There's no the win or what is it? The Wynn, I think just opened up in Boston. There's no gambling, places to go. You can't go to the game. So like, let's go online and do some investing. [14:07] Justin: Open a Robinhood account. No, I like what you said. [14:10] JD: So help me understand Robinhood. Because when I first heard it, I thought that Robinhood was one of the sites that you'll bump some change from purpose purchases from your credit card and then you invest that. So minimal dollars. But it sounds to me like it's become a full, full blown brokerage house. It's the same thing, but you get to actually invest in stocks. That's one difference. Like acorns, I think you invest in eft. It's all the, you know, they're all relatively the same type of setup. But yeah, you're right for the most part. It's kind of like a brokerage firm on cash app. You can invest in Bitcoin, Chad. I already got plenty in bitcoin, Mark. [14:46] Justin: I want to back up. [14:46] JD: That's how Jamie pays me. I don't know why. [14:49] Justin: I want to back up what Holly said. My 16 year old son, who I've talked about before, you guys know he's big into his E Trade account. He came to me last night, we had conversations around GameStop and he was like, hey, dad, can you, can you wake me up before the market opens? Because he wanted to watch Gamestop and do some day trading. And I said, first of all, you have a smartphone, so set a fucking alarm, you little shit. Oh, that was Justin. [15:18] JD: It was Justin. What'd I say? [15:20] Justin: I don't know. [15:21] JD: I might have hit that by accident. No, I hit it because he said ETS when he was talking about what was going on. [15:26] Justin: Whoa, you just Said it. [15:27] JD: I'm not used to this. [15:30] Justin: To double up on that conversation, I think it was like, a week earlier or like a week ago from today. Elon Musk, right, did a tweet. This is in the same vein of this conversation. He did a tweet about Signal. I'll just read the headline. It says, midas tweet, meaning he's got the Midas touch. Elon Musk. Elon Musk's Signal tweet sends wrong company stock soaring 3092%. So he tweeted about Signal, and people misinterpreted the company that he was referring to, and it sent the stock in, you know, no pun intended, I guess, to the. To Mars and back. And so this is a weird world we're living in. So just to put that cap, that [16:21] JD: reminds me, what happened with that other company, Zoom, when Covid hit, Remember, their stock went through the roof, but it was the wrong Zoom. Oh, I didn't hear that. [16:29] Holly Knight: I didn't hear that either. [16:31] Justin: But the influence, I guess, is what I want to bring up to the audience and as we think about it, is just the influence of the Internet. [16:39] Holly Knight: Can I add to that? [16:41] Justin: Absolutely. [16:42] Holly Knight: So I. So I teach, or I was teaching freshman Intro to Business, and I actually had, like, the honors kit. So these kids come in with a 4.2, 4.3 average. They're highly incentivized to come to. Unh. Yes. Like most of us. Right. And so one of the. One of the things that I would do to. Because a lot of these. These young folks, like, they heard of the stock market, but they have no idea what that really means. You know, they forget about the bond market. They've never even heard of that. So one of the things I would do is this. It would be an investment game. So they get $100,000. I'd put them in teams. And so the rules were you have to. Every week, you have to make three trades, either buy or sell. And then you have to come and defend it. Defend it to me. Defend it to the class. [17:24] Justin: Holly, don't forget your thought. Don't forget your thought. But the audience is upset. You said grade point average, but continue your thought. And then you owe us. You owe us one. [17:33] Holly Knight: I owe us a couple. Okay. So one of my teams got up there, and they're, you know, they're doing their presentation, and they're like, so three trades. So they did, like, 50. They bought, like, $1 worth of this $1. And then they put everything else into Weight Watchers. And I was like, oh my, this is gonna be such a great lesson. Okay, so tell me more. Like, what made you make that choice? And they're like, well, we were on Instagram and when we were doing our research, we found that Oprah Winfrey that was talking about her being the spokesperson, yada yada. So they made their decision based on social media. That's how they did their research. And I thought, interesting, right? These are young people, this is what they're exposed to and this is how they learn. And sure enough, it was like three days later, four days later, I remember she announced that she was a spokesperson and the stock went through the roof. This is a national competition that goes throughout a semester. So for that one week, this particular team was ranked number one of every college in the country. And then so I was like, awesome job, guys. I mean, I would never do that with real money, but great, now what are you going to do? And like, oh, we're going to ride it. I'm like, ooh, okay, are you sure about that? And they're like, yep, I think it's going to keep going. And of course it like plummeted the next, you know, a month or so later, and they were way down. But my point was, it was like, it's really, it fascinated me that, you know, if we're in this industry, we do a lot of research, we're looking at a lot of, you know, tangible data and young folks who are now in Robinhood who are like, you know, buying all of the, you know, getting involved in this process, how they make those decisions, it's very different than what we've seen. So, you know, I just, I find I'm a behavioral scientist. I love seeing why people make the choices that they make. [19:26] Justin: So I like what you said. I like what you said earlier where you're saying it's cool that they're interested in it. I think when I hear all the things you just mentioned, I'm of two minds. Like, on the one hand I'm like, this is really cool that they're interested in it. But then the same way I have discussions with my 16 year old son, I'm like, okay, but now let's step back. Like, that was a cool bet on Oprah. I like it. Awesome. But it's not that simple, right? So let's talk about qualitative and quantitative factors, let's talk about price to earnings ratio, let's talk about risk and all these types of things. So I think that's what as an industry we need to do. Is take their enthusiasm, take their excitement, and start smashing into pieces like you just said, jeez, you took the window. Smash it into pieces. Yeah, okay, that was cool. [20:21] JD: But let me tell you six reasons why you're stupid. Like, come on, man. Remember, J.D. you remember when we had John Ruth on and. And he talked about getting to a finish line and what kind of ride do you want to take while getting to that finish line? That one hit home for me that day. And I think it rides a little bit on Holly's conversation where some folks are willing to risk the money and ride a roller coaster like this, but we're all trying to get to that same financial independence as Jerry would say, finish line. And I was thinking about it today. I talked to my brother who was asking me, my middle brother, not the one you all know very well, who was asking me questions about what happened with GameStop and did I see it coming and could I have invested in it? I was like, no, I wasn't a part of any of that. But the conversation that we were having, he just invested money in a penny stock. And I'm like, dude, you're not putting enough money in for this to have a meaningful impact for you. At any point, it could go up 1,000%, you're going to make four grand. It's not enough to have a meaningful impact. Invest in a way where you're going to get to the end of the line. It's going to feel good. What's that, Mark? I said, oh, $4,000 is not a lot of money to you, huh? Okay. Not when you're talking about him and JD Are rich. Retirement. I know, right? So the long and the hold. I know we're all in the retirement space, but holding onto your investments, being cognizant of your risk tolerance is where we need to get back to the day trading and trying to hit GameStops is. Is not what we should all be about. [21:51] Justin: No, but that's the problem is I think the new investor kind of wants to hit those home runs. They see that stuff and unfortunately, this is going to sound very old school, but we can talk to them till we're blue in the face, kind of per Mark's point earlier. And what needs to happen is they have to experience. I mean, we've been on a bull run for a long time, right? They need to wake up and see that their account just got fucking annihilated. And then, then they'll start to understand risk tolerance a little more. With age comes wisdom, says the chief executive officer. That's gonna be my son. One morning he's gonna come into my room and be like, dad, have you seen the stock market? Oh, my God. I'm like, buddy, been trying to tell you. I've been trying to tell you. Mark, Brandon, I'd like to spin the wheel of ice, but I would also like to bring a. A great business opportunity to the audience. A real opportunity for everyone listening in. Mark, is your daughter around to watch this little video Brandon's about to play on? Cookies or. [23:06] JD: Grab her. I can get her. [23:07] Justin: Let's spin the wheel while Mark grabs Maya. And then you all are going to be. [23:15] JD: Opportunity. I called it. I told Mark this morning it was going to be everybody. [23:28] Justin: That's. [23:28] JD: I'm. [23:30] Justin: It's three weeks. Three weeks in a row I've had to drink this thing. 220 calories of diabetic fricking sugar. [23:40] JD: Only Brandon, the everyone one. [23:42] Holly Knight: Yes. I'm not familiar with this. What are we doing here? Are we all drinking? [23:46] JD: JD doesn't allow the guests to be in this game. We have to chug a Smirnoff ice. We're keeping Smirnoff in business. [23:51] Holly Knight: Oh, yeah, that's all you. [23:52] JD: Just off Amanda. [23:55] Justin: I tried to drizzly the zero sugar. There's nowhere in San Diego. I can't find the damn stuff. [24:02] JD: It used to be Zima, but you [24:04] Justin: just can't get those anywhere anymore. [24:06] Holly Knight: Zima and Red Bull. [24:07] JD: The zero sugars are actually delightful. Maya's gonna set a record. Can't wait. [24:12] Justin: Go for it, Maya. Just kidding. Alcohol bad. Maya, alcohol bad. [24:23] JD: That hurt. [24:24] Justin: All right, everyone, tune in. We've got a little video for you. It's a great business opportunity and I'll just get out of its way. Brandon, if you're ready, go ahead and play it for everyone. [24:35] Holly Knight: Hello, my name's Maya. And hello, are you cookie lovers. I am going to be selling Girl Scout cookies. Would you like to buy some Girl Scout cookies? Yeah. [24:48] JD: Shut up and take my money. [24:50] Holly Knight: I think there's, like, two new ones that you'll love. There's nothing, my darling. [25:04] Justin: I've hungered for your touch. [25:11] Holly Knight: So you could just come on my website right here and you buy all the skis you want. Bye, Maya. I'm gonna be working for you someday. I think that was awesome. [25:24] Justin: All right, Maya. Maya, put your hands over your ears for just a little bit. Listen, all you fuckers. It's time to buy cookies. I want everyone on this DM show going to that website and pulling out some coin. It's time to buy Some girl Scout cookies. Okay, Maya, you can take your ears. Okay, good. [25:41] JD: Better investment in GameStop. Maya, can you teach your dad how to close? That was well done. He wants me to sell more business. [25:52] Justin: Great job, Maya. Great job. I envision you getting tons of cookies sold. So hang in there and watch that account, okay? All right, bye, Maya. Everyone in the chat bar, say goodbye to Maya. [26:15] Holly Knight: Oh my God. Adorable. How old is she, mark? [26:18] JD: She is six. She turned seven in March. [26:21] Holly Knight: Oh my. Can't wait. 16, 17. That is gonna be awesome. [26:30] JD: Not looking forward to that. [26:32] Justin: All right, let's talk about another subject and it's something that we haven't talked about ever. I don't think on this show it's a little bit of self helpy, but I think it's kind of cool because it's little non 401k but 401k at the same time. I don't know if I've told you guys this, but I have signed up for a surfing coach kind of thing right now. Like, so there's this guy, Brad Gerlach, he was number two in the world. And I have signed up for like his surf training. And he's my sensei of surfing, if you will. He's got all these videos and he does like live chat and answers questions and he. What number are you in the world? Like 189 in the world. So this guy's legit. He was number two. And so anyway, I'm spending a lot of time doing these exercises and these training modules that he wants me to do. I'm very, very into it, right? I dedicate a big part of my life. I think a better analogy for a lot of people is like if they're really into golf, right? You watch golf techniques on YouTube and you tune into the Golf Channel and you learn that you should be doing this and doing that and you buy silly training devices to help you get better. Same is true of any hobby that you love. My question is to all of you and the discussion I want to have is do we? I'm going to say I don't think we do. But do we put that same kind of passion and energy and detail and training into running our business, into our business life? And if not, why are we not doing that? Now this also ties with our guests because Holly's college thesis, what was it titled? Your college thesis, Holly finding your passion [28:30] Holly Knight: in life and sustaining it. [28:32] Justin: Finding your passion in life sustaining. So she's going to have some living [28:34] JD: in a van down by the river. [28:37] Justin: She's going to have some great, intelligent thoughts to add. But I want to throw this to you guys. I'll ask you, because I'm going to self admit I'm not great at this. Chad's kind of a nerd. Let's talk to Mark. Or let's talk to Justin. You're very detailed. What do you go after your work life in the same way people go after their fitness, their nutrition, their hobbies? Like, are you into this shit? Are you journaling? Are you setting goals? Are you waking up in the morning going, it's time to be a better 401k guy today? [29:09] JD: This is a question for Chad. No. Can I answer without getting fired? [29:14] Justin: No. Yes. You can be honest. [29:15] JD: I'm totally joking. [29:17] Justin: This is a safe space. A space. [29:19] JD: I know I don't talk a lot, but, yes, I do. I do definitely dig this stuff. Do I take it to the level of, like, playing hockey or snowboarding or anything like that? No. Yes. Yes, you do. For sure. You've got your board on the wall. Let him put words in your mouth. [29:38] Justin: For sure. [29:39] JD: Well, I'm encouraging him to be honest with himself because I've known him since we were 12. Like, you do you put as much passion into your business as you do your personal things? [29:48] Justin: For full transparency, the audience should know that Chad is their boss. He's a sales director. I feel like Chad's worried now. He's like, wait, you're going to tell him? You do this shit, man. We're obsessed with it. [30:01] JD: Are there things that I love more than 401k? Yes. But do I love 401k? [30:05] Justin: Absolutely. I want real answers here. Here's what. Because I feel like I am obsessing over my surfing right now, and I am guilty. I'm guilty coming back, going, wait a second. Why don't I put that same kind of passion and obsession and planning into my business? Every day I feel like my business life is a bit disorganized. You know, I come in, I answer the emails, I deal with the phone calls, I deal with whatever fire needs to put out. And, yeah, do I make headway towards goals and that stuff? Sure. But I don't think I do it in the most efficient way that I could. What say you, special guest, Holly Knight? Like, do you think a lot of people out there treat their job like they do their favorite hobbies? [30:53] Holly Knight: No, I don't. I mean, I think it's funny. I just had this conversation today with one of my colleagues. I'm like, you know, my job is like, we all wear a lot of hats, right? We all do many different things. And I was geeking out. I was spending, like, diving deep into this one piece of what I'm working on right now, because I love it, and I'm spending way too many hours on it, probably. But we spend so much time doing stuff in our job that we have to do, right? Stuff that's going to progress business, and it's got to be done. It's not super fun and sexy, but it's got to be done. I'm like, but that balance between what has to be done and what we want to be doing, that needs to be more in balance. And I actually. Aviva. I don't know if she's still on. We had this conversation, too. I'm like, man, I spend 80% of my time doing this when what I'm really passionate about is doing this. And this is what's going to drive business for us. And so how do I manage my time better? Or, you know, how do we allocate our resources better so that, you know, that we are doing the things that we're good at, that we have expertise in and that we're passionate about? Because at the end of the day, I think that's what is going to help, you know, shift that paradigm. So, yeah, I kind of went through this phase in life, I think, that many of us go through, where I'm like, all right, is this it? Is this where I'm supposed to be? Because I don't feel like I'm where I'm supposed to be. And when I did that, you know, kind of deep dive into my own, that's when I went to grad school. And so I went to grad school in Vermont. It's very crunchy. It's a great, great school. But I had an opportunity to really dive deep into those. Those questions, like, what drives me? What am I passionate about? My entire life, I find that I'm. I have so many different passions. And I looked at all my friends, and they're like, I want to be a lawyer. I want to be a teacher. And I was like, I don't know what I want to be. I want to be everything. And I thought, what's wrong with me? What's wrong with me that I'm not as, like, you know, focused as what I assumed everybody else was. And so I thought there was something wrong. And so going through the thesis and trying to figure out what the hell my passion was, at the end of it, six months of writing, I realized That I have a lot of passions and I don't have to pick just one. And I can kind of, you know, just divide my time accordingly. But I shouldn't spend time on things that, you know, that aren't going to fulfill me or, you know, fill my tank, because that's not going to be good for me and it's not going to be good for business, you know, where I work. [33:28] Justin: Can I hippie out on you all for a second? I think sometimes you need to think about perspective when you're thinking about passion. So I loved surfing, right? I was going to be a professional surfer. That was my passion. You wouldn't have said that I was passionate about 401k, but when I took the job of 401k, I changed my perspective and I became passionate about what I was doing. And because of a different perspective, I found the minute things in my job, the little things that excited me. And it's clear too, I also, like, made my career fun, right? I wanted to reinvent how I was going to do things and have fun with it. I'm talking about that changing your perspective on Monday morning and what you're doing. And sorry to get super like Gary V. Self helpy here, but I'm also talking about, I liked what you said, Holly, which is, is being efficient. Like, there's a lot of people chiming in on the chat bar, talking about, oh, well, yeah, people tell me to stop working so hard and I'm working so hard. And that's great because I think you should all have balance. But I also think, like, stop, take, take the one step back to take two steps forward in terms of how can you work more efficiently, how can you work more strategically, how can you work more intelligently? And I think that that's the problem. We don't all do a lot, right? We get so caught up in go, go, go, go, go that we don't stop and think like I'm doing with my surfing or like someone would do with their golf swing and going to be like, how can I make this better? And so I don't know, what is that, Chad? Is that journaling? Is it goal setting? Is it best practices? Like, how do you get there? [35:14] JD: I think Matthew Jackson's been asking all of us on LinkedIn, like, are you spending some time on self growth? And that may be working out in the morning, which is a tough one for me. Or it may be getting your QKA or it may be Fridays. Mark, was that a, Was that a subliminal message at me? And you. Yeah, no, it wasn't because I haven't either. Yes, but all of those things are equally important. But I had a, I had a thought, JD and I may be completely off basis, but as you were saying and talking there, my thought went. I think people who are more creative and spend time, as Holly mentioned, not doing tasks, but doing more overall growth and expansion are people whose first jobs weren't about getting something specific accomplished. I'll give my examples. Like my first five jobs were, here's your 54 tasks you have to complete in your four hour shift. And I'm in high school and I'm in college. And it's like, you got to get this done, this done, this done, this done, this done, this done, this done. And I was super successful at work because I got my tasks done. But I was never taught and never learned at an early age how to sit back and say, I want to expand myself and I want to change this and change that. And I think that that has hindered me later on in my career. And someone had mentioned in the chat bar earlier, I think it was Tom Codron. If we all had more early on education about life skills and spent time meditating or spent time reading when we were younger versus doing these tasks and fulfilling a job, I think we would be very different workers at this age. Yeah. Oh, go ahead, Holly. No, go ahead. No, no, no, no, no. This happens me all the time. Go ahead. I'm good. Go ahead. I got to do the opening. I did. [36:59] Justin: That's a tough question. That's a tough one. That's a tough one. Special guest guy who talks. [37:04] Holly Knight: I know. [37:04] JD: Justin never said she goes first and I'll go after that. [37:07] Holly Knight: I'll go quickly. You know, when we look back at our education and I could jump on the soapbox and I promise you I won't, but I'm pretty passionate about this topic. We are taught that we should know something about everything, right? We should be good at everything. And that's a lot to ask of anyone. But instead of focusing on what we're not good at and trying to make those skills better, when you look at it from a team perspective, you should put people, the right people in the right positions, right? So if I'm passionate about education, we'll say that then I should be focusing my attention on that. If someone else is passionate about the details and knows how to do plan design and all that stuff, then that's their forte. They should be focusing on that. I think when you take someone's passion and Let them go with it. I think it doesn't become work anymore. It becomes fun because you're doing something that you like and you're contributing to the team. But that's not the way we've always been taught. I mean, business schools, any school, it's like, nope, you should know a little bit about everything, and you should, to some degree. But do you need to be an expert? No, I'd rather be really good at something I'm good at. I'm good at a few things. I'm worse than many others, but the things I'm good at, like, that's what I want to focus my time on, because that's what fills my tank. Right. And that's what fills your tank, is what's going to help drive revenue, drive business. [38:37] Justin: I always like to put this more on, like, an advisor lens. So just think about if you're an advisor and you're running your shop. To me, it's next Monday morning. You have so many opportunities to. To carve out time to better your business model. And that could mean making you more profitable. That could mean making you more happy and more balanced and more, you know, into what you're doing. But you have that opportunity, and that's. I want to wrap it with this. I just want everyone to stop, take a moment, myself included, and think about, shit. What are the things that I could do that would make this way better? Mark? Yeah. What's up, man? [39:23] JD: You're wrapping a topic and I haven't even said anything, which is not surprising. [39:27] Justin: Well, Tony wants the girl, the Girl scout cookie number 140 right now. [39:34] JD: Yeah. Holly said something that stood out in my mind about being jealous of people who knew what they wanted to do for the people who don't. Me, on a personal level, Chad has hinted toward this many times on our show through the. Through the chat bar. But my wife, Maria, I've been dating her since we were in eighth grade. Yeah. When I met her early in our lives, she was like, I want to be a therapist. Like, she just knew. Right. And I was kind of like, okay, yeah, I'm going to be like, just a rock star or something. Right. Which I guess that worked out for me. But. So what is she today? She's a. She's a mental health therapist. She loves what she does. She is uber passionate about everything, every moment. She takes her stuff so seriously. And the jealousy has been forever for me in a lot of ways, because that is just something that resonated with her at such a young age. And there Was a reason. Obviously, that's shows an hour long. I'll go into it, but. And I think that the reason part of me joining Plan Design consultants was seeing Chad, even though he was always stressed out his passion. [41:02] Holly Knight: And then they go hand in hand. [41:04] Justin: Yeah. [41:05] JD: Meeting JD and the conversation. And JD's super humble when he's saying all these things. Probably two of the most passionate people about what they do that I've ever met in my entire life about anything other than my beautiful wife, of course. So that has bled into me just like, not necessarily maybe being as passionate as I want to be. But when you have others that are, it pushes you. And that maybe just means you have to look yourself in the mirror and go, you are passionate about what you do. You just have to find those moments in the I and the parts of your day that bleed, that sort of thing. Like the me. I was late for our thing, our freaking retireholics today because I was on a point of sale with a company that was starting a plan, and I was sitting there, I wouldn't shut up. And I was like. That was. As we talked about this. I'm like, all right, it's there. I'm there. But I'm not. I'm still jealous of the people who I believed in my heart and soul to be just aeons above me in terms of passion, because I don't know how to show it. [42:12] Justin: Mark. I appreciate all those words, Mark. Thanks, buddy. Greg and Will. And everyone is going off on you in a positive way. They love you, man. [42:24] Holly Knight: I feel like this is probably really cliche, and I know it sounds cliche, but when you do something you love, it's not work. And I do remember sitting with a friend who was a friend of mine, and we were having dinner together, and I was talking about, like, retirement, and I was just like, when I get. I use my hands a lot. And I was like, talking away. And I was just talking. I wasn't even talking to him about, like, you should be signing up with me and let me help you with your finances. A couple days later, he calls me up and he said, listen, I don't know anything about this, and I should. And. And now after talking to you, I want to. You're so. You were so excited about it. Like, I want to learn more. It kind of permeated out. And that was a kind of an aha moment for me because I was like, man, I wasn't even trying to sell him. I was just like. I was just talking about what I do, and I Do love it and I think it's important. So I think, you know, you can. And I work really. I mean my team can tell you I work 14 hour days a lot of the time and it's exhausting, but I do it because it's a passion. I still need to find some balance, but I'm passionate about what I do [43:34] JD: hours in a day. How can you sleep for 18? [43:40] Justin: You're my boy, Blue. You're my boy. [43:42] JD: 22 for Brandon, apparently. [43:44] Justin: You're my boy. You're my boy. Robe guy. People are loving you now. Sorry for the self help moment, but I wanted to talk about that. We don't do that enough here and so maybe we'll do a little more in the future. I just want people to crush it at what they do. And I think there's a lot of us that get on the the hamster wheel and we just kind of just keep crushing it and doing what we do every day. And I really do think you need to strategize. You know, you need to sit down and think, wait a second, how can I mix this up a little bit? [44:17] JD: J.D. why is your. Why is your name on here? Sting's real name, by the way. I didn't know that that was thing I had to read. I googled it. I think I even saw it in the chat. But I googled it when I hopped on. [44:28] Justin: Yeah, because the police are the shit. Brandon, can we. Let's pull up one of those since we're on this. Mark tip. This is the robe guy show. Let's go straight to the old school Mark. End of the show, post show clip. Tom says yes. Let's do it. [44:52] JD: Thank you. You're welcome. Thank Guatemala. [44:57] Holly Knight: Is that you, Mark? [44:59] JD: Oh, that was short. [45:01] Holly Knight: Wow. [45:02] Justin: What? No, the audio was fine. [45:04] JD: Oh, was it? Oh, I couldn't hear it. Say we could hear it. [45:08] Justin: Chad. Don't private message me. Oh, you. Okay. [45:14] JD: Thank you. You're welcome. Thank Guatemala. Do you think bagels and donuts are cousins? No, they're absolutely different people. They couldn't be related in any way. A bagel is like a canvas for art. A bagel you can make your own. A donut is like corporate America. They're gonna tell you what you're gonna get. Oh, I want a goulet donut. Oh yeah you do. [45:47] Justin: Well, here you go. [45:48] JD: Oh, you want a bagel? Do you want toasted maybe? Do you want toasted? Do you prefer snapback or flex fit perhaps? [45:57] Justin: I'm not sure what you're asking me right now. [45:59] JD: I'M focused on bagels. [46:01] Justin: Yeah, you are. Yeah, you are, Mark. You're focused on bagels. [46:05] JD: And he says he's not passionate about anything. Mark and bagels. [46:09] Justin: I wasn't gonna use that one. I'm like, nah, not very funny. Not very funny. And then we got to the end. He's like, snapback or whatever. And he's like, what? I know you're talking about focus on bagels. I'm like, yep, we're using it. That's a good one. I was going to try to tie bagels and donuts. The whole point of these Mark drunk grants is to then tie it to a conversation. And I was going to tie it to bagels at an employee education meeting. Big stretch. But Chad private messaged me everyone and said he has a few questions for Hollywood. So, Chad, why don't you go ahead and ask Holly your question? [46:44] JD: Hold on. Speaking of questions, Q and A, people, [46:48] Justin: let Justin know if you're gonna do a Q and A after and get a webby room rating and join us via video. But, Chad, wait. [46:56] JD: Hold on. [46:56] Justin: Go ahead. [46:57] JD: Hold on. Wait, wait, wait, wait, wait, wait, wait, wait, wait, wait, wait, wait, wait, wait, wait. [47:01] Justin: I'll wait. I've only got eight minutes. [47:03] JD: What the hell just happened? There it is. Yeah, you did. This is Justin's world record. He's got three. He's never hit three before. I don't think I have. All right, Anyways, Chad, please ask your questions. So, Holly, genuinely curious because you're handling so many education enrollment, employee engagement style meetings, what's the most common question that you get? [47:35] Holly Knight: Oh, the most common question is, am I in the right stuff? Am I in the right funds? [47:40] JD: It's all investments. [47:43] Holly Knight: Well, typically, that's how it starts. That's usually the first question. Yes, but, I mean, you guys know this as well. And I actually, I just had two consultations today, and I'm seeing. I'm seeing this a little bit more. Both of the women that I talked to today were in their. And actually, I think one of them might have said something earlier because she is clued in. But they're both in their mid-20s. I want to say they're both getting married. Different companies. They just paid off school loans. They're like, you know, they're doing well, they're doing. They have no debt, and they're like, I have no idea what I'm supposed to be doing. So I have it in target date fund, and one of them was in a target a fund for 2020. And I was like, okay, so, first of all, we need to kind of move that over. But people are genuinely curious when I said, when I. So somebody asked earlier, and I didn't actually get to it. So I will say it now. The reason, my why. I'm a big Simon Sinek fan, and I'm always asking, like, what is my why? And I remember, I'll never forget, I was sitting down with one of my mentors who is a professor at unh, and he said, holly, why do you do what you do? I'm like, what do you mean, why do I do what I do? I do this because I love it. I want to help people. He goes, yeah, but you could do this anywhere. I live in Portsmouth, New Hampshire, and I. You know, I was at that point in time, I was driving to Newton, Mass. What does that mean? [49:09] JD: What someone said you said an acronym, so roll it, Mark. [49:12] Holly Knight: Dang it. [49:16] JD: I did not catch that one. [49:19] Holly Knight: University of New Hampshire. So he's like, why do you do what you do? And I said, well, you know, because nobody taught me this. You know, When I was 15, I was homeless. When I was 16, I was living out of my car. I put myself through college bartending. Three jobs. And I did okay, right? I mean, I did okay, but nobody was there teaching me about what it really meant, you know, to save and what it meant to not have debt. I just knew that that little plastic card in the moment was going to get me what I needed, and I would worry about what was going to happen afterwards. And it took me a decade to get out of that, you know, out of that mess that I created for myself because I had nobody mentoring me. I had no one telling me that, hey, listen, compounding interest, it's awesome when you're saving it. It sucks when you're paying debt, right? So that is why I do what I do. Because every single day, I stand up in front of people and they look at me and they. It took me a long time. I didn't used to tell that story to people ever. And he's the one that told me I should. [50:20] Justin: Well, Michael Webb just goes. Michael Webb goes, wait, you were homeless? [50:24] JD: What? [50:24] Justin: Stop. Don't go. And you did the same thing when you were prepping for the show with me. You kind of slid that in there and went right past it. And then we came back to it. And I'd love for you to share with the audience how that helps you connect with the people at these enrollment meetings, right? Because they're like, oh, shit, I can. I can connect with this. Chick because, like, she's been through some stuff. [50:48] Holly Knight: But I. And I would stand up there and I'm pretty animated. I mean, I teach. My students would tell you the same thing. I walk around a classroom. I'm not a chalk and talk kind of teacher. I want people. The louder my classes are, the better. I mean, that means that people are engaged in their learning and that's what I think is important. And so I get up there and do education meetings. I'm like, trying to get them to, you know, increase the deferrals. And they're like. And they'd smile. And I'm like, what am I doing wrong? Like, I don't get it. When I started talking to people, they're like, you know, I can't do this, I can't do that. I'm like, okay, so yes, you can. First of all, that's not the right answer. But I realized that they saw me as not. They didn't connect with me, they liked me. Maybe they thought I was okay, I was nice enough. I look the part, I dress the part. But you can't relate to me. You don't know who I am because you're in a different place. So the first time I remember, the first time I told my story, I was like shaking. I'm like, oh my God, it's so vulnerable. But I'll never forget, it was in a room of like, it was about 72, 75 people. And it was warehouse workers. These are like third, like. And there was different. Oh my gosh, I've had too many of those. But different. [52:03] Justin: Welcome to my life. [52:06] Holly Knight: But anyway, so I was standing there and I remember telling my story and I told it like a minute or less. And all of a sudden everybody leans in and they're like, oh, okay, maybe you do know who I am. Maybe you can relate to me. And from that point on, people were like signing up. They wanted to do one on one consultations and actually get vulnerable and talk about it. We don't talk about our finances enough. My own children, I have a 16 year old and an 18 year old. And I've done this from the time they were very young. I'm like, this is how much money I make. So this is what's coming in and this is what's going out. You asked me for this, this is why I can't pay for it. Because I'm trying to save for college, I'm trying to save for this, I'm trying to save for that. So I tell you that because I make Them part of the process. They're part of my money going out the door. Right. So they should be part of the process and understand where it goes. I think we don't do that enough as parents, but I do that in education meetings for the same reason. It's just, you know, you need to be able to connect with people to actually, if you want to create a change, people have to trust you. And for me, you know, I. That's how I. That's how I engage and that's how I connect is because I do this, because I get it. I've been there. [53:20] Justin: Ali everyone. You can't pay attention to the chat bar while you're being so candid with us. Everyone loves you. They love your story, they love you sharing it. They love your honesty. They're super fired up about that. So. And we do too. So thanks for sharing all that. I was going to talk more about employee education stuff and what kind of pizza was best at the back of the room or what 2 liter soda you'd prefer, but that was a lot better than the questions I had for you. We do need to get this CBC before. Before the end of the show and then we'll do after show and we can talk about all kinds of other stuff. Shannon just wrote sex in her thing. She's scaring me. That's the only word I said. All right, Mark, your vote for a CBC nomination. And Brandon, I'm sorry, with this new way we do this, you got to take these names down so we can create a poll so you all out there can vote for the champion who's going to be Mark. [54:22] JD: Oh, geez. There's been a lot of activity and I'm stalling. [54:27] Justin: Yeah, it's been tough tonight. [54:31] JD: Can I just defer to the second half? [54:34] Justin: Sure you can. And the audience is going to vote. So remember, you're just nominating someone. They'll choose who wins. I have to drink again. Says Doug. What? Did I do something else? [54:46] JD: Thanks for being you. I mean. Doug. [54:50] Justin: Doug. All right. [54:52] JD: Compliments. Can't. Can't get you the vote. But they're working for me. Wait, I'm going. Tom. Tom Conrad. Damn you. [55:00] Justin: So, okay. Three piece suit. Tom as in Tom Condren. Brandon is the first nomination. Chad Shannon. [55:09] JD: I'm sorry. [55:09] Justin: I'm sorry. I'm going to Sacks. Will Heckler slow down? Yes, good. [55:15] JD: I'm. I'm going. Mickey. Mickey was super active in the chat tonight. There were so many good ones. I'm not. [55:22] Justin: There was. There's great. Create banter in there tonight. [55:26] JD: Justin go to Holly. Tom was my choice, so I gotta find someone else now, so. [55:32] Justin: Oh, Holly. Sorry. Holly, your vote for Chad Bar champion nomination tonight. [55:38] Holly Knight: Okay. Well, I love that I'm seeing my chief executive officer, like, chiming in. [55:45] Justin: Brown. Brown noser. Brown noser. [55:48] JD: Do ya? [55:49] Holly Knight: However, it's Shannon. Shannon all day long. She's my girl. [55:53] JD: Shannon brings it every week. [55:54] Justin: Shannon S words is in the final. Justin, coming back to you. [56:00] JD: Oh, shit. Hackler. He's always up there. He was solid. His early contributions to the show were. [56:08] Justin: Hackler's been good. I will second your Shannon one just for the sex. Sex, sex. [56:14] Holly Knight: Right. [56:15] Justin: So there you go. This has been brought to you by Pinnacle Plan Design. [56:19] JD: That's not who Shannon's with, but okay, [56:21] Justin: Brandon, Right now we've got Tom, Mickey, Shannon, and the Hackster. [56:27] JD: Mark. [56:28] Justin: Last chance. You don't have to if you don't have anyone. [56:30] JD: He did. [56:31] Justin: I told you, Tom. Oh, sorry. [56:35] JD: But he's getting really good at looking like he's not. [56:38] Justin: Someone passed, but then we came back. All right, Brandon. [56:41] JD: While Brandon's doing that, can I just. [56:43] Justin: Yes. Can I look at. Can I look into the camera and [56:45] JD: tell everybody that I'm speaking to each and every one of you individually when I say, seriously, from the bottom of my Maya's heart, thank you for supporting her Girl Scout endeavor. She's already surpassed her goal for this year, which supersedes what she did last year. It's. Tony's gonna ask what the number is. I don't know. It's over 150. So thank you. Thank you, thank you, thank you. I don't know how to say it enough. [57:13] Justin: I love you guys. [57:14] JD: I appreciate it so much. And so does she. Mark will reimburse you for the shipping costs. Don't worry. [57:18] Justin: You guys are awesome. [57:20] JD: The shipping cost is ridiculous. I'm not going to lie. [57:23] Justin: You attendees are awesome for doing that. [57:26] JD: Yeah, no, it was all fun and games, but you guys did it, and I thank you. [57:32] Justin: Wow, it's a tight race right now. Coming around the turn, coming around the turn. We got Hackler, Hackler, Shannon. Shannon. Shannon's got the lead. Shannon's got the lead. Chad, we get to vote. [57:41] Holly Knight: I know. [57:42] Justin: Three piece suit, Tom. Three piece suits. I'm coming in. [57:44] Holly Knight: Shannon. [57:45] Justin: Shannon's got to lead. Shannon's got a lead. Shannon's got a lead. It's a blowout. Shannon. Shannon. Shannon. Shannon. S words. Coming into the final stretch. Shannon. S words. Is that the winner? Shannon. S words. You're finally gonna get that Hoodie you've been looking for. [58:02] JD: That's Katie. [58:04] Justin: Oh, that hoodie's going. It's going out tomorrow. Overnight hoodie coming your way, Shannon Estwarts. All right, everyone, we end these shows with a song. And what we're doing now is each retireholic gets to pick a song. We just kind of go through a rotation, and last week it was Mark's, but Shannon took over Mark's spot. She picked pink. [58:32] JD: It was good. It was good for her. [58:35] Holly Knight: Yeah. [58:36] Justin: Okay. And this week we're going with Justin's. No, no, you can't do that to me. I didn't get to do that. Yes, we can. And Justin chose this. Last week, he officially emailed it to me. This was his vote for ending song of the show. So judge away and then we'll see you in the after show. We can talk all about it. Brandon, go ahead and play Justin's song and listen. [59:00] JD: What's wrong with that? The sun is hot. I wanted to make a margarita for when the song came on. You didn't give me that opportunity. [59:17] Holly Knight: I do not want to be in the snow right now. [59:19] JD: It's July. I'm getting paid by the hour. An older, violent minute. My boss just pushed me over the limit. I'd like to call him something. I think I'll just call it a day or miss something tall and strong. Make it a hurricane before I go insane. It's only half past 12, but I don't care. It's five o', clock, so somewhere, [1:00:05] Holly Knight: Brandon is a rock star. [1:00:09] Justin: Justin, Chad, Brandon, try to get someone on for video questions. I'm going to take a piss and grab a cold beer. [1:00:19] JD: And so, Aviva, I've been trying to get a hold of you. I've got some questions in there. She bounced the moment you said, come on. She's like, I'm out of here. No. [1:00:28] Holly Knight: Oh, really? [1:00:29] Justin: She's still here? [1:00:29] JD: No, she's still on here. Respond to us, let us know if you're fine coming on, and then b, bring her on. By the way, Pete, I'm sorry that I couldn't vote for you simply for the fact that you set up a golf simulator. Because, trust me, I wanted to. I'm pricing one out right now. [1:00:47] Justin: I have no room for it, but I want one. [1:00:50] JD: Yep, Aviva's ready. Bea, Backyard sweet. [1:00:53] Holly Knight: Is she coming? [1:00:54] JD: Yep, she's coming. Brandon will bring you on. [1:00:56] Holly Knight: Aviva, I'm running to the restroom. [1:00:58] JD: It's hard, isn't it? [1:01:00] Holly Knight: Oh, there. She's coming on, though. [1:01:02] JD: You're fine. You're fine. It's a long show. [1:01:04] Holly Knight: I know, but I'm all connected. [1:01:10] JD: Aviva Audio. There she is. [1:01:13] Holly Knight: Hey, guys. [1:01:14] JD: Hello there. So looks like you're still in the office. Are you still in the office right now? [1:01:21] Speaker D: No, I'm in my living room. [1:01:22] JD: Okay, fair enough. [1:01:24] Holly Knight: She could very well be in her office. [1:01:26] JD: That would be scary. I'm gonna run to the rest of mine. But that's a time difference there. [1:01:30] Holly Knight: I'm so excited you guys are gonna talk. I'll be right back. [1:01:34] JD: Nobody will believe that she's gone. Give us the dirt. [1:01:39] Speaker D: Holly is a true rock star. Love having her on board. She's just amazing. And she can. She can hold her own with me in terms of all of her extracurriculars. I love it. [1:01:50] JD: You and Mark must be friends. [1:01:52] Justin: Aviva is in the house. How you doing, Aviva? [1:01:55] Speaker D: I'm good. How are you guys? What a fun show. [1:01:58] Justin: We're good, man. We're good. Did we get a Webby rating on Aviva's background? Oh, we lose her. [1:02:04] Holly Knight: Uh. [1:02:04] Speaker D: Oh, I'm running out of battery. [1:02:06] Holly Knight: Yikes. [1:02:06] Speaker D: Running low on battery. [1:02:07] Justin: Hold on. Here. [1:02:08] Speaker D: Gotta plug in somewhere. [1:02:10] Holly Knight: Yikes. [1:02:11] JD: You all. I think she's the first guest on a phone that knows to hold it horizontally. This is great. That's true. Brandon doesn't have to get mad about it now. [1:02:20] Justin: All right, is Webby around? Like, we got a. Let's see. Hackler 5. Yeah, but she's changing it now. She's changing it. We got a new background. [1:02:27] JD: Oh, wrr. I like that. Hackler. But now you do have to drink. And so do you after show. No, no. Why would you place it on somebody else? [1:02:39] Holly Knight: All right. [1:02:40] JD: Yeah, if you call it out. I need to grab a beer too. [1:02:45] Justin: I don't know what to do with the background. I'm struggling. It's constantly changing, so I'm just going with a three because that's all I got. Aviva, do you love 401k? Yes or no? [1:03:00] Speaker D: I do. [1:03:02] Holly Knight: I do. [1:03:03] JD: What are those cookies? [1:03:05] Speaker D: Those are called hamantashen. They're cookies. [1:03:08] JD: Oh, wow. What's in them? [1:03:11] Speaker D: Well, some are apricot, some are chocolate chip. There's a whole assortment of stuff here. [1:03:16] JD: I've never seen children help me make those. Count me in. All right, I'd like to talk to you for a few minutes about diabetes. What kind of cuisine is that? [1:03:28] Speaker D: It's. It's Jewish. Traditional recipe for the holiday of Purim. [1:03:37] JD: Got it. Did you make those? [1:03:39] Holly Knight: Yes. [1:03:40] JD: Nice. [1:03:42] Justin: Do you sell them on our desktop? [1:03:43] JD: No. Mark's. Mark wants to buy. I was like my daughter. Just my daughter Girl Scout cookies to the audience. You could sell those to me. It's kind of, you know, I'm just [1:03:54] Justin: going to say, for the record, I started with a three on her Webby background rating, but that was before the cookies. And. Oh, God dang it. To have cookies on your, you know, your laptop, your phone, whatever, and then throw the cookies up as your background. I'm changing my 3 to a 9 out of 10. Cookies are solid. That's solid. Aviva, the way we do this, I don't know if the boys have told you I left them in charge. Is. Do you have a question for Holly? Night? [1:04:27] JD: Sure. [1:04:28] Speaker D: What gets you out of bed in the morning? [1:04:31] Holly Knight: What gets me out of bed in the morning? [1:04:32] JD: Yeah, she did. Wait. [1:04:34] Holly Knight: That's making an assumption that I go to bed. So. Good point. [1:04:38] JD: Good point. There's only 14 hours in Holly's day. [1:04:41] Holly Knight: Yeah, I do have a problem with insomnia. What gets me out of bed is I get really, really excited thinking about how we can move the needle. We're a small company. I mean, Aviva has been doing this for a long time. Third generation, right? But the retirement plan, part of our business, it's a small business, and it's. I'm an entrepreneur. I've owned and sold three of my own businesses, so that runs through my blood. And I think that. I think that when you are an entrepreneur and you work for a small business like that, that's what drives me. It's one of the reasons I took the shop. So, you know, you can go to an organization that's already well established and has their processes and their protocols and their structure, and that's great, too. And that works for a lot of people. But for me, I've always been someone who loves the process of building and building and building, and that's kind of what we. That's what we're doing now. So it's. It's a lot of fun. It's exhausting work, but it's a lot of fun because I think we are really on the cusp of just in general, not just us at Sapers and Wallach, but I think wellness financial, wellness engagement, working with younger people. Baby boomers are moving out. We've got this whole huge cohort moving in that's three times bigger than the baby boomers who look at investing differently, they look at learning differently, they communicate differently, and that excites different, and it's new. And I. And I'm A. I'm an educator, but I'm also a learner. I'm a lifetime learner. So this is. It's a lot of fun, guys. [1:06:25] Speaker D: I hope you know that Holly was in a cupcake business that she started. She used to make her own cupcakes. [1:06:31] Justin: I did. That's one of the first times I reached out to her. My daughter was in the. Was about to go to culinary school. We discussed it. Aviva, before we let you go, can you give us a quick 30 seconds? 45 seconds. No one's timing you on sapers and wallach. What? This is your third generation? This sucker has been around since, like, the 30s or something. Give us overview. Yeah, we're a. [1:06:59] Speaker D: We're in the peace of mind business. We're basically helping people protect their families and employees and make sure that everyone is doing the best they can to be able to have financial success in their lives. So anything from. I think Holly's favorite phrase, which I adore, is that we're financial therapists, but we're helping people stay the straight and narrow, take care of their families, make sure they plan for their futures, and help them try and reach them successfully. [1:07:27] Justin: So third generation. Is it your family that started it? You? Yeah. [1:07:33] Speaker D: My grandfather was an insurance agent for Sun Life and started the business in 1932, and my dad joined. Then he brought in a contemporary named Wallach, and then Wallach's son came in, and then I came in, and I became CEO about 20 years ago. [1:07:50] Justin: Already I see your last name now on your thing, and I'm like, what a stupid question. Jd. Her name's on the company name, you idiot. That's very cool. They must be so proud of you guys taking it. Third generation. My father started our company in 1975, and he is so proud of me these days. I mean, I'm just drinking on the Internet doing stuff. He loves me. All right. I mean, thank you so much for your question and for tuning in. We appreciate it, and thanks for lending us Holly. We will give her back to you very shortly. So thank you. [1:08:29] Speaker D: Appreciate. Thank you, guys. And it's nice to see another family businessman. [1:08:33] Justin: Right on, right on. [1:08:35] JD: Thanks, Aviva. Thanks, Aviva. Take care. [1:08:37] Justin: Justin, do we got a hackler? He was pregaming. He was pregaming. Oh, yeah. I thought he took it off. He told me goodbye. I'm stoked he's still here. [1:08:50] Holly Knight: What is this? My. I don't have my glasses on, so I can't really see, but I half expecting that Holly found a magnolia, so I Have to say something about that. So first of all, magnolia is my favorite flower. I live on Magnolia Lane. And when I was think I was at a point in my cupcake business. By the way, when I started. Oh, there's someone new. Hi. When I started cupcake business. [1:09:19] JD: Will. [1:09:19] Holly Knight: Will, wait. [1:09:20] Justin: Will, wait. Is it bad to wear your own merch? Yeah. [1:09:25] Holly Knight: I want one of those shirts. I was a financial advisor working for a broker dealer. And I'm not going to say the name of the firm, but I'm guessing you'll know when you're first after you get licensed. After I got Series 7 license, there was like a 30 day window where I couldn't actually sell anything. But my role was I had to go and knock on doors and say, hey, I'm Holly Knight. I can't really sell you anything right now, but if I have a great sock tip, can I call you later? [1:09:54] Justin: And does it rhyme with Smedward Jones? [1:10:01] Holly Knight: Perhaps. But in order for me to qualify, in order for me to actually become a full fledged advisor, I had to collect 1000 names. Now to qualify that 1000 names means you have to get their name, their phone number and permission to sell. So every time, I mean, how many doors do you think I had to knock on to get a thousand thousand names [1:10:25] Justin: is Project 100 Gazillion. [1:10:28] Holly Knight: And I just remember like, I'm a newbie. I'm so green, I didn't even understand what I was doing. And every time someone would be like, yeah, sure. I was like, what? Really? You don't even know me. And you're giving me, you're giving me your name and your phone number? [1:10:42] JD: Okay, so you judge them. You're like, I'm not going to work with you. [1:10:47] Holly Knight: Oh, no, I listen, I was all about just like making it through. So I would do whatever it took. [1:10:53] Justin: But [1:10:56] Holly Knight: like, for me, it was so uncomfortable. Like I just, I felt like I wanted, I got into this business because I wanted to help people. I wanted to sit down with them and say, okay, what's going on with you? Where do you want to be? Where are you now? Let's figure out how to get there, right? That was my, that was my dream. And I'll never forget at that point in time, I might be a little older than most of you, but that point in time, I was the only woman within like a 35 mile radius in my, in my company. So we would weekly, we'd have these like bullpen things that I'd be, I'd be me and all the guys and it was cutthroat. And I just remember thinking. I remember talking to one of my co workers and saying, yeah, so I've got this. I've got this client. This is what they want. I'm so excited. I want to do a plan for them. Like, holly, what the fuck are you doing? Like, are you dumb? Yeah, there you go. [1:11:45] JD: Yes. [1:11:47] Holly Knight: Well, hey, Holly, I could drink for that. [1:11:49] Justin: Aviva's still here. Holly. Aviva's still. [1:11:53] Holly Knight: No, that's okay, because Aviva does not swear. But she knows when I swear, I reserve myself. [1:12:00] Justin: Oh, trust me. Aviva swears when she gets that cookie recipe wrong, she gets pissed. Okay, Will, Will, it's been great having you on. Okay, thanks. Next guest. Justin, who do we have? [1:12:14] Holly Knight: Am I talking? [1:12:15] Justin: Holly? [1:12:16] Holly Knight: I don't know. [1:12:17] Justin: The way this works is you don't just talk, talk, talk, talk, talk. Will comes on and he asks you a question. All right, let's try it. [1:12:25] JD: We learned our lesson with Amanda. Where'd my question go, Justin? We moved it in hopes that you don't ask it. I don't remember what it was. What was it? I'm kidding. Go ahead. No, you never asked one. You just wanted to be on, so I said, okay, let's go. No, he asked. [1:12:43] Justin: He come up with one. He's a smart guy. First, everyone wants to know about your poker. [1:12:48] Holly Knight: Yeah. [1:12:48] Justin: What is your poker thing? My glass. What is it? [1:12:50] JD: That's a Rounders poster. [1:12:52] Justin: Oh, fuck. Yeah. [1:12:53] JD: Okay, and then on the bottom there, it's a. I had a home poker game and lost to the royal straight flush, and my buddy signed it, and we forever kept it up there. I was at an 8.9, but now you're at a 9.6 rounders. Plus I got the pile of empties here. Well done, Will. [1:13:15] Justin: That's the way you do it. That's. That's the way you do it. [1:13:18] JD: That's a pile. [1:13:19] Justin: Will. [1:13:20] Holly Knight: Will. [1:13:20] JD: Will be out of a job. Will wins forever. [1:13:24] Justin: Do you know how much better the shows are when you do it that way? That's a proper way to do it. The show actually becomes entertaining after about beer. Four Rounders is just such a cool movie, man. I fucking love that movie. All time. All time movie. All right, come up off your ass with a question for Holly, because that's the way this is supposed to work. So just make one up. She does a lot of education. [1:13:48] JD: Will, I went out on a limb and brought you on. You don't have your decision if you need it, Will. No, I noticed that she worked with my buddy, Kim St. Pierre. Very good coach. Very good coach. So discussing that earlier and, you know, I just wanted to say. What did Kim coach you, Holly? That made it happen. [1:14:09] Holly Knight: Well, so, Kim. So Kim was my hockey mom friend when I first moved to New Hampshire, and she. I was working at unh. I took the job. I was way underpaid, but I wanted to get my PhD, so that's why I was there. Oh, shit. I gotta do the real one. [1:14:30] Justin: No, no, no, no, no. [1:14:32] JD: This is post show. [1:14:33] Justin: Yeah. Post show does not. You do not have to drink post show. [1:14:40] Holly Knight: Kim was the friend. She was the TPA firm that I worked for. So I went to work for Kim and Kim. I'm like, kim, I don't know anything about retirement. I mean, I can talk to people, and I can do. You know, I know about investments. She goes watch Retireaholics. So Kim is the one that introduced me to the retireholics. Kim St. Pierre, if you're watching, that is rad. [1:14:59] Justin: Did you just knock over your glass? That's awesome. [1:15:02] Holly Knight: I didn't. [1:15:05] JD: Damn it. Why haven't we had MEM on the show? [1:15:11] Holly Knight: Why haven't we had Who? [1:15:12] JD: Him. [1:15:14] Justin: Oh, he's your competitor, Mark. That's. Okay. Well, you're a competitor, too, and so is Shannon, and so whatever. Like, we're all good. We love tpa. Love. [1:15:26] JD: All about bringing value. [1:15:28] Justin: Will. [1:15:28] JD: Hey. Gotta bring him on. She's the best community. Haven't you learned anything watching the show, Will? Jesus. I got a sweatshirt. Mark, you have a roll. [1:15:41] Justin: Hey, Mark, the next time you're in Will's neighborhood and you're up against selling a plan, just be like, bro, he wears my fucking sweatshirt, right? Come on. Like, Jesus. Is it really that tough a decision? The guy's going against me. He wears me on his sweatshirt. Who are you gonna choose? Come on. Well, let's get back together on a call, me and you. I want to know more about these things you got going on. And happy to help out. [1:16:13] Holly Knight: Thanks for wait. Can I ask. So we're in the same neighborhood, Will. Did I hear that earlier? Did I see that earlier? Where are you? [1:16:20] JD: Yes, I'm in Leominster. [1:16:23] Holly Knight: Okay. Okay. So you're not that terrible. [1:16:25] JD: Halfway between you and Kim? [1:16:27] Holly Knight: Yes. All right, well, we'll have to connect then. [1:16:31] JD: Just become best friends. [1:16:32] Justin: Yep. [1:16:35] Holly Knight: My God, that's one of my favorite. [1:16:36] JD: How does B have that shit on? [1:16:38] Justin: Hey, Will, we love you, buddy. Thanks. Give us one more look. One more look at your. At your arsenal that you did there. Because it makes me proud. It Makes me so proud. God, I love you. What is it? What are you drinking, though? [1:16:51] JD: I'm drinking the ultras too, but I'm drinking the ultra lime. Oh, we can't find those out here, Covid, man. So you need to, like. You need to keep buying them, and then they keep putting them on the shelves and I keep buying them. That's how it works, Mark. That's. That's. It's like smart business. It's like our Smirnoff consumption. [1:17:13] Justin: Greg Greenfield, when you put a link to YouTube in the chat bar, do you really think I'm gonna click on that shit? [1:17:19] JD: Brandon's gonna kill us if we do. [1:17:22] Justin: Thank you, Will. We love you, buddy. [1:17:24] JD: Thank you. Thanks, Will. [1:17:26] Justin: Justin. [1:17:26] JD: Hey, buddy. [1:17:28] Justin: I mean, you gotta pull locals like Will on. I mean, because he's. He's just throwing you a bone because you on the show just. I don't know. We might have to ditch this whole after show video thing. It just doesn't seem to pan out. [1:17:45] JD: I mean, Josh sent me a private text. We could. Might bring him on if his question is good enough, though. You just. You brought on Will. Whose question was how do I get into whipping? I didn't read it that way. That was a question. I thought it was how do I get a deeper. [1:18:04] Justin: I love that question. [1:18:08] Holly Knight: I was the co chair for the Boston Whippin organization. That's probably too much. I probably shouldn't say this because I've had too much, but. And then, like, my. My co host, she just, like, stopped, like, communicating with me. I'm like, what happened to women? I think I'm still in it. [1:18:27] JD: You're still in it. You're still Tom. [1:18:29] Justin: Tom. So true. Reverse. [1:18:33] JD: Oh, I would have won the chat bar for sure. [1:18:35] Justin: Hey, Tom Condren. We have on Jesus. You get the date right? Whipping is coming on this show, and I'm actually giving Mark, Chad, and Justin the night off. Hopefully you guys will jump in the chat bar and cause some ruckus, but I'm gonna have three women from the board. [1:18:54] JD: I. Fuck you. I'm not taking the night off. [1:18:58] Justin: You want to jump in? You jump in. Yeah. You kidding me? Jump in. Brandon only likes so many screens and shit anyway. [1:19:04] JD: Hey, Brandon. Don't care. Don't care. [1:19:09] Justin: Tom said reverse discrimination and I. I love Brandon stuff. And I always. I always do feel like when I see cool. [1:19:19] JD: Yeah, because you're so into hockey. I just saw it again because it's. It was founded in your backyard and I'm an avid looker. Adder of barstool. Sports. Erica Nardini, the CEO of Barstool, she's starting her a woman's hockey league. Do you know that? Are you gonna. Are you a play. Are you gonna join? You're all about this Barstool shit, Mark. I know. [1:19:43] Holly Knight: I was totally doing that. Are you kidding? The last game I played in. Can I tell you this? I don't know if this is a good. [1:19:49] JD: Yes. [1:19:50] Holly Knight: Maybe I shouldn't tell you this, but the last tournament I played in. So we started this organization for this woman who was like 20 something, and she would help with the little kids when they were learning how to play hockey. She died of colon cancer, so we did this whole fundraising tournament for her. It started out with like three or four teams from like Vermont, maybe New Hampshire. It is now like 30 teams all over the Northeast. And I'll never. So my team, you know, they're all my age. Like, these are women who did not go to D1 hockey school. [1:20:23] JD: 22 years old. [1:20:25] Holly Knight: All right, knew I liked you, so. Yes, exactly. And so we're doing a drink or not a drink cup. That's rugby drink ups or rugby hockey. It was a Get to know each other. It was a. It was a buffet. That's what it was. It was a buffet. And anyway, so we get to meet all the teams and this team comes in and these are. I don't know if you guys are familiar with Norwich University, but it's in Vermont Division 1. It's military school and civilian, so you have both. But their hockey teams are unreal. So this team walks in and these Girls are like 6 foot 2, 6 foot 3, like on skates, but 6 foot normally and 23 years old and they're in this tournament. I'm like, this is for like, this is a fundraiser. What are they doing here? So the night before, we were supposed to play them at 8am in the morning. They got hammered. We just kept eating drinks all night. So they were like, awesome. We got this in the bag. They come in. The next morning, we're on the rink, we're doing our warmups. You could smell the alcohol like everywhere. It was like, just like coming out of their pores. They crushed us. Crushed us. I mean, drunk 23 year olds still crushed us. [1:21:42] JD: All you need is a breakfast burrito and you're good to go at that age. [1:21:46] Holly Knight: So I got a breakaway. I'm hockey fans, but I got a breakaway. And I was all excited. I was like, oh, look at me go. The last. I got hit and it's the last Thing I remember, I had got a concussion, and I wake up and this woman is. This girl's, like, standing over me, and she's like, why didn't you move? And I'm like, I don't. I didn't play Division 1 hockey. And I'm like, old enough to be your mom. Why are you hitting me? This is a fundraising tournament, but I got a concussion from it, and I haven't really played since. [1:22:12] JD: Oh, damn. So you weren't able to stand up? Have you ever gotten a fight in a hockey game? [1:22:22] Holly Knight: Not in a hockey game, no. [1:22:27] JD: I just slipped through. Wait. [1:22:30] Holly Knight: Well, I mean, I played hockey as an adult, as a parent, so I didn't know. I didn't get in fights there. I mean, there's always, like, chirping. You always chirp? Yeah, Rugby. [1:22:40] Justin: Her and Dick Darian were at a concert together, and they went below. Hey, pch. Amanda. Tom Condren. Which one of you fuckers is getting on video right now? Come on, Amanda. You don't need to go. Have your perfect setup get on this. No, she said. I knew. Amanda said, come on, do it. [1:23:01] JD: Do it. Amanda, we're ready to have a show for three hours. [1:23:04] Justin: PCH says. How. PCH on this. [1:23:07] JD: There we go. Let's talk about text. Pch. PCH on. Let's go. Yeah, but, Amanda, if you do it, I'll let you. [1:23:17] Holly Knight: Makeup. [1:23:17] Justin: Perfect. [1:23:18] JD: Fun. [1:23:18] Justin: No makeup. Amanda, are you. Are you gonna come back on this show? What's the deal? We're gonna get Amanda back on. [1:23:27] JD: Oh, there he is. [1:23:31] Justin: Oh, my God. [1:23:33] JD: Horizontal. Horizontal. Buddy, unmute yourself. Unmute. [1:23:38] Justin: Oh, my God. This is like a dream come true right now. What is going on? Old friend. [1:23:43] JD: He's done it. [1:23:44] Justin: My buddy. [1:23:45] JD: I'm good. [1:23:47] Justin: Yo, check out the leather jacket. That's 10 out of 10 right there. [1:23:51] JD: It's cold, man. [1:23:53] Justin: Yeah, man. [1:23:54] JD: Yeah. You're still in the office right now, aren't you? [1:23:58] Justin: Yeah. [1:23:59] JD: Are they even running heat in there? [1:24:00] Justin: Pch. [1:24:02] JD: I'm the only one on the floor right now. I was gonna say they probably turned off the heat. [1:24:07] Justin: Pch. Last to leave. Always last to leave. [1:24:11] JD: Dude, everybody wants to know what you're eating right now. [1:24:14] Justin: What was it? [1:24:15] JD: I got some leftovers right here, baby. [1:24:18] Justin: Give us the rundown. Of what? What was dinner tonight? What was dinner? [1:24:21] JD: It was lunch. Chinese dish, like in Mandarin, it says. I guess fish smell. Eggplants or something. [1:24:32] Justin: It's something kind of weird. [1:24:35] JD: Yeah, I mean, I'm scared. It's just pork. It's just pork. Basically. Pork. Little strips of Pork. Twice cooked pork, Huh? I ordered it. No, it's called. Isn't it called twice cooked pork? I've had that. Oh, that's another dish. Yeah. I really like that stuff. Yeah, yeah, yeah, yeah. [1:24:54] Justin: Pch, did you make it to the. Did you make it the hoops today to the basketball court? [1:24:58] JD: Yeah, I did. I went this afternoon earlier. All right. [1:25:03] Justin: And when you're out there, you are you, like, just shooting some free throws? Are you dribbling around with a couple little layups? I mean, all the above. [1:25:10] JD: I'm just shooting around to get my mental state correct. [1:25:13] Justin: Right. [1:25:13] JD: You know, I've been working every day. You know, like, every day and everything, [1:25:19] Justin: so this might go against security's rules, so I apologize. But did you get your clients hooked up on the Gamestop? Did you get. Did they get the upswing on that? [1:25:31] JD: No. No. Nope. Yep. [1:25:35] Justin: Hey, we miss you, buddy. It's great to see you. And post Covid. We'd love to grab some. [1:25:43] JD: Restaurants are opening up on Friday. [1:25:46] Justin: We're dining down here, too. Anyone that's tuning in out here in Cali, We've been on a severe lockdown. You're really not supposed to leave, except for essential things out of your house. And it wasn't till two days ago, three days ago, that I got. Or Monday, our governor said, hey, we're gonna open it up. We call the purple tier here. And so anyways, yeah, now we can leave our house and do shit and grocery stores. [1:26:14] Holly Knight: You couldn't leave your house, like, really. [1:26:16] Justin: You weren't supposed to, except for, like, essential exercise or to get groceries or whatever, or to get essential workers, like finance, like pch. PCH has to go to the office and do his job. [1:26:27] JD: I'm 37, so whatever. [1:26:29] Justin: Oh, sorry. Sorry, bro. [1:26:34] JD: 37 for almost 20 years. Guys didn't mean to offend. I don't really care. I know you can give up my name. I don't care anymore. You know, I'm not saying anything weird. [1:26:43] Justin: So pch, I put you on the spot. Holly is a. She does many things, but one of her main roles is to go into plan sponsors, employers, and give that enrollment presentation, you know, or ongoing education to the employees. And I know PCH401K is not PCH's main thing. He's a wealth management kind of financial planner guy. But what curiosities do you have? About a 401k education meeting. And any kind of question for Holly in that space, Anything, I mean, I think what kind of food they serve? Because I know you're into food. [1:27:25] JD: Yeah. [1:27:26] Holly Knight: I mean. [1:27:26] JD: I mean, how. How did she pick that up is my question, really. I mean, you know, and that's great. Does she have a stumbling. Any initial stumbling blocks or anything like that? So, yeah. [1:27:39] Holly Knight: So how did I pick up the 401k world versus, like education world? And yeah, I mean, it was kind of a. It was a natural fit for me. I love finance. I have an economics degree, so I mean, I totally geek out the finance and numbers and analytics, but I'm an educator just as passionately, so I've taught at every level, CEOs all the way up. And I find that there's opportunities for learning throughout the whole thing. So this position for me is like the best of both worlds. I get to do education and I get to talk about finance. Right. And so it's like the meshing of both. It's why I get so. It's why I don't sleep. It's why I get so passionate about it. I think that we have a very. We're in such a unique time that the shit that's happening, we're kind of like right smack dab in the middle of it. And I think it's the best opportunity that I've seen so far in this industry since I've been working in it, to really create some change and engagement that can be lasting. It's one thing to talk about what you should do and vomiting up. That's a bad word. I shouldn't say vomiting. I've been drinking. But regurgitating. Regurgitating up, like, factoids about finances. I mean, I'm not into that. That's not the kind of educator I am. I want people to really. I want everyone to feel empowered and understand the decisions that they're making so that they can go forward. And a lot of times, my experience as a tpa, when I was working for a tpa, this. This is actually how I got started. Back in retirement, when I was working for a tpa, I was working with financial advisors. So I would go in as a TPA and I would sit with the clients and then have to sign the paperwork, right? So the advisor like, oh, I already talked to them. Now just go have the paperwork signed. So I'd be sitting there with them and they'd be like, dear in headlights, right? They're about to sign paperwork that they don't have any clue what's happening with it. And I was like, oh, my God, like, holly, Holly. [1:29:45] Justin: That's what those little yellow tabs are for. Where to sign Right. [1:29:50] Holly Knight: I was like, oh, my God. I'm like, this asshole is making, like, five times more than I'm making, and he's not even doing the right thing for the client like that. That's not okay with me. So that's when I jumped back onto the financial advising side. It's because I felt like I can make more of a difference that way. [1:30:07] JD: What state are you guys or are you in or. [1:30:10] Holly Knight: So I live in New Hampshire. I live in Portsmouth, but the New Hampshire. Massachusetts border is, like, 15 minutes away, so I work in Newton, which is, like, right outside of Boston. [1:30:22] JD: So. John Hancock. John Hancock. [1:30:26] Holly Knight: Yeah, yeah, yeah. [1:30:29] Justin: PCH knows his insurance man. [1:30:31] JD: Yeah, I know my insurance. Yeah, I know John Hancock a little bit. You know? [1:30:35] Justin: So, Holly, Amanda is out there, a fellow 401k buddy of yours. She's just, like. She's falling in love with. [1:30:46] JD: Falling in love. [1:30:47] Justin: She loves you. Julie is supporting you. She's fired up. Those are both TPAs, by the way, that are out there. [1:30:53] Holly Knight: And they're loving you in my area. [1:30:56] Justin: No, no, no. Let's see if I can get this. [1:30:59] JD: Arizona. [1:31:00] Justin: But Julie's out close to you, right? Julie, you're out in. [1:31:03] JD: Julie's in Rhode Island. [1:31:04] Justin: Rhode Island. [1:31:05] Holly Knight: Oh, Julie. What company does Julie work for? [1:31:11] JD: I can tell you that she could, though. [1:31:13] Justin: Seconds. Hang on. [1:31:18] JD: Looking everybody up right now. She just wrote it in the chat. [1:31:23] Justin: Amanda had a question for you, Holly and pch. Don't you dare leave, because I just love looking at your fucking face. Holly. Yes, Amanda wanted to know who is. Who is your favorite client, But I would like. Like you. I would like to kind of reorganize that question and go. Can you. You can finish with who, like, you love as a client and give us an example. I'd love to. Are there any clients that are, like, really pissed you off or you'd shown up and been like, these motherfuckers? [1:31:58] Holly Knight: Well, I wouldn't say that there's anyone that's pissed me off. It takes a lot. [1:32:01] Justin: Is Aviva still on? Is Aviva still on? [1:32:03] Holly Knight: I doubt it. I doubt she. [1:32:05] Justin: Brannon, can you get rid of Aviva? [1:32:07] JD: She's gone. You're good. [1:32:09] Holly Knight: In front of you guys. I would say in front of Aviva. No, I wouldn't say that there's any clients that really piss me off. I would say this is so not ladylike, but luckily, you can only see me from here up, so I'm like. I'm kneeling. [1:32:20] Justin: Oh, come on. [1:32:22] Holly Knight: You're part of the. I would say my fresh. I'VE definitely had frustration, definitely have frustration with clients because they're just not really understanding the power of their positions. And so I've struggled with that. I would say my favorite clients are the ones that. So we have one client. I don't think I should say their name, but they have 15 different locations all over the country. And they are a 403B big network of people. But the folks that work in the field, the ones that need the help the most, you know, they don't have access to it because they're in the field. So I called it an epic tour. I remember last year, I would literally, I went to every single location and it takes me from my house to get to Boston, which is only 40 miles from me during rush hour traffic. It's a three hour drive. So I would drive my three hours in and I'd come to my education meeting and there'd be two people in the room and then I'd drive my three hours back. I'm like. So that was frustrating for me because, like, this isn't smart for anyone, any of us. And I'm sitting in my car like getting. I understand Boston drivers now. Coming from Vermont, I was always the nice girl. I'm like, oh, you want to get in? Go on, go ahead. And then after driving in Boston for about three months, I was like, hell no. I understand why they're called massholes. [1:33:53] Justin: Pch. Pch. [1:33:55] JD: We need to, we need to plop [1:33:57] Justin: her down in LA traffic and she. See how she does. You said something earlier. You said that the. It frustrated you that the plan sponsor didn't understand their. I don't know the word he used. Their influence or their power. Can you expand on that? What are you talking about? [1:34:18] Holly Knight: I mean, most. Well, let me say this a different way. There's been pockets, right. For this one particular client that we're talking about, I would go to the different locations and depending on who's in there, like, I remember the HR person involved in that particular center, she literally would walk around and said, you need to go sit down with Holly. You need to go sit down with Holly. I signed up probably 20 people for the plan who never would have signed up had she not. [1:34:48] Justin: Because they were advocating for you. Right. [1:34:50] Holly Knight: She was their advocate. So I was always like, we should be like creating this train, the trainer program. We should be going in there explaining what the benefits are. Talk to them about all why this is such a good thing. I mean, we know why this is a good thing. But, you know, someone who is living paycheck to paycheck. They may not understand how they can do this, why they should do this. So it's that internal power, and push for that. [1:35:15] JD: Now, Holly, when you're meeting with a new company, do you push for that CEO to get involved in that 100%? [1:35:20] Holly Knight: That's every time. Every time. [1:35:22] JD: That's the kind of shit that the advisors on this need, need to hear. Like, that's. That's something that I don't think many are doing. It's awesome. [1:35:29] Justin: Yeah, I agree with you, Chad. You sit there and you think like, okay, how am I going to connect with these, you know, 60 people in their room? And probably a more strategic thing should be like, okay, wait, can I get HR and the CEO and these people to back me and push this thing? It's going to really help me move the needle a lot more. And moving the needle is what Holly gets up for in the morning. So, you know, that's important. Pch. What's on your hat? What's on your hat, bro? [1:36:00] JD: That's resources, right? [1:36:02] Holly Knight: That is. I know that log. I feel like this, first off. [1:36:08] JD: Yeah. [1:36:09] Justin: You're such a little industry merch. Little slut. You have it all, don't you? [1:36:15] JD: Oh, yeah. I got a question for you. [1:36:17] Holly Knight: Yeah. I have an. [1:36:18] JD: Unrelated to 401k. What's your favorite hockey movie? [1:36:22] Justin: Really? Young Blood. Young Blood. Young Blood. Young Blood. [1:36:26] JD: Mighty Ducks. No, no. [1:36:28] Holly Knight: Miracle. [1:36:29] JD: Miracle. I told you. How could you go anything but Miracle? [1:36:34] Justin: Come on. [1:36:34] JD: Those Mighty Ducks is awesome. That's why Slap Shot, go ahead. What about Big Goon? [1:36:40] Justin: You're all wrong. [1:36:41] JD: It's. [1:36:41] Holly Knight: Slap Shot's pretty good. [1:36:44] Justin: Brandon, so quick. [1:36:45] JD: Brandon. I told you it was gonna be your ass. Brandon. You're all wrong. All of you. Mighty Ducks. Mark. Yes. I disagree. Mighty duck. Mighty Ducks 3. [1:36:59] Justin: Rob Low, bro. Rob Lowe. It's. It's Youngblood, right? Am I getting that right? [1:37:04] JD: The 80s sounds like a vampire movie. JD, [1:37:09] Justin: I'm getting texts from people in the chat bar. Gotta hang on. We're about to wrap this, but let's make sure we're. [1:37:18] JD: Holly. We had Bobby Driscoll turn in tonight. Or tune in tonight. He hasn't been on in a long time, and he said he came in for you. Okay. [1:37:27] Holly Knight: Can I. So, I'm sorry. I have not been good about following both. So. Bobby Driscoll. I just saw Holly Knight. Oh, my God. He was. When he was. He was still in college. He was an intern in my office when I worked for Edward Jones. So he got to kind of see. I Just remember looking at him like, are you sure you want to do this? [1:37:49] JD: He's a rock star out here in Cali. [1:37:52] Holly Knight: He is fantastic. I love that guy. He was fantastic. Yeah, I liked seeing his name come up. I was like, oh, Bobby can't talk to you right now. [1:38:01] Justin: Amanda, come on. Get on the show and wrap this for us. Otherwise, we're just gonna end it. Brandon's got a song. Amanda, are you coming on or you're not coming on? You got. You got 10 seconds to give me a yes or no in the chat bar. [1:38:14] Holly Knight: The only word I just. [1:38:17] Justin: Everybody. Everybody ramp up. Amanda. Yes. [1:38:19] JD: She's in. [1:38:20] Justin: All right, Justin, get her on, and Amanda can wrap the show with us. Yes. [1:38:24] JD: Let's go, B. Get her in here. [1:38:26] Justin: Way to go. Way to go. I'm all out of beer, so I'm just gonna drink vodka. [1:38:33] JD: I've started just drinking the Maestro. I'm not all out. [1:38:37] Justin: It's only. It's only 10ft away from me. [1:38:39] Holly Knight: But I have to say, I'm very excited. I only had to do one shot. That was great. [1:38:44] JD: Well, actually, I was gonna say if we look. Brandon, where did the cancer. [1:38:48] Holly Knight: I'm gonna do one now. [1:38:50] JD: Holly's at four. You were supposed to mark four shots. Holly, you know, I don't feel like. [1:38:56] Justin: I don't feel like everyone's understanding you had more than J.D. [1:39:01] JD: that's amazing. [1:39:02] Justin: I don't. [1:39:04] JD: What's up, Bun? [1:39:06] Justin: Hey, Bun. I don't feel like everyone's understanding the Webby room rating. If you are on right now and logged in, you must look at Amanda's background and ask yourself creatively, artistically, design wise, on a 0 to 10 scale, how do you rate it? And Will Hackler says for I'm the worst. I don't know. [1:39:34] JD: Lotion in the middle. [1:39:35] Justin: Amanda, we got a 2. We got a 4. We got a 1. We got a 3. 5. We got a 5. [1:39:40] Holly Knight: 1.2 for Mark. [1:39:41] Justin: A 3. [1:39:41] Holly Knight: I was watching. I'm enjoying. I have no makeup on. I got a bun. I. I freaking. I love it. [1:39:48] JD: Amanda, it's not about how you look. It's about how behind you in your room. [1:39:53] Holly Knight: Amanda, here's what I text JD I text him, and I was like, hey, Amanda, want to come on? And I was like, they're beautiful. [1:40:05] JD: There's nothing wrong with that. [1:40:06] Justin: The bun and the no makeup look. 10 out of 10. [1:40:10] JD: Yes. [1:40:11] Justin: The background all day long. 2.5. [1:40:14] JD: Yeah. [1:40:14] Justin: Not so good. [1:40:15] JD: Why is your lamp. [1:40:16] Holly Knight: What a hippie I am. I got my diffusers over here. [1:40:22] Justin: Very good. [1:40:24] Holly Knight: Because I don't leave my ratings coming up. [1:40:26] Justin: The ratings coming up. [1:40:28] JD: Show more. You're getting better now you got your diffuser. Tom's response. [1:40:32] Holly Knight: That top address is from one of my partners, and that is where I grew up in rural north North Dakota. It has the exact longitude and latitude. [1:40:43] JD: You don't have to say you don't sell it. You don't sell it. Just let it be. [1:40:51] Justin: Hi, Holly. [1:40:53] JD: Yes, North Dakota. [1:40:54] Holly Knight: I wanted to meet you. [1:40:55] Justin: Well, she's in Arizona, Holly, if you can't tell. [1:40:59] JD: Amanda's a regular. [1:41:02] Holly Knight: Yeah, Arizona. Man, I miss you guys. You guys are so great, and I miss you all. [1:41:07] Justin: Amanda, I definitely had thoughts of you coming back on, and then you came back on right now, and I had, like, post traumatic stress disorder before. When you're on, I'm like, oh, shit. I don't know. But, yeah, I think we should have you back. [1:41:22] JD: Buckle up, buddy. We're going till 7. [1:41:24] Justin: Amanda, I get text fell, like, wait, [1:41:27] Holly Knight: did you get on? I got to jump on. No, stay on. [1:41:31] Justin: Amanda, you are a 401k pro, and we love you. You've probably picked up on the vibe nature that. Holly. [1:41:39] Holly Knight: Can we. Can we. Let's talk to Holly, because she is freaking amazing. So, Holly, I want to hear everything. So hold on. If we're TPAs and we're working with you, I feel like you could drive participation like crazy. So tell us everything. Like, is it just stories? Tell us number nerds how to relate. [1:42:02] Justin: That's her question to you. Tell us everything, Holly. [1:42:06] Holly Knight: Everything. I mean, I. First of all, I am a huge TPA supporter. [1:42:12] Justin: Right? [1:42:13] Holly Knight: I would pick TPA and unbundled all day long for many reasons. But, yeah, I think. And I will also say I've worked at firms where it's a financial advising firm, but we think we can do TPA work. And it's like, you know, I worked for a boss who thought he know. He knew everything. We would spend so much time doing administrative TPA stuff that we shouldn't be doing, and we fuck it up every time. So I think that relationship is key because it makes it us more efficient and makes clients happier, drives business. I think it's a great thing. I don't know if that. I've had too much. I think. I didn't. I didn't answer your question at all. What was your question? [1:42:56] JD: Well, you told us something. [1:42:57] Justin: Her question was. Amanda's question was, what's the meaning of life as it relates to Holly? So it's gonna be tough. [1:43:05] Holly Knight: That would take A lifetime. And at least be her friend. [1:43:10] JD: Yes, there you go. [1:43:12] Holly Knight: We were meant to be friends. [1:43:13] JD: We're all now friends. That's the retire hall. As soon as you connect on LinkedIn, you're friends together. [1:43:19] Justin: Okay, Holly, Amanda, Mark, we're going to end this show and I have a question for each of you. Or you got the answer. Best food at a 401k education meeting. It's sitting at the back on some cheesy table. Is it an assortment of pizzas? You know, like, there's pepperoni, there's cheese, there's a combo. There's a 2 liter Coke, a 2 liter of Sprite, maybe. Maybe even a 2 liter, like Fanta Orange or something. Or are you more into the 9am meeting? And there's bagels. Like, there's plain bagels and everything. Bagel, onion, garlic, raisin, cinnamon, cream cheese, low fat cream cheese, coffee, orange juice. [1:44:07] JD: Tell them what you bring, J.D. [1:44:08] Justin: or what do I bring? [1:44:11] JD: Or how many breakfast sandwiches did you buy from McDonald's? [1:44:15] Justin: Oh, yeah, where you bring the. They love that shit. [1:44:22] Holly Knight: I have a friend who owns a food truck, so I actually brought a food truck in once and they did. Food truck. And that was fantastic because, like, sign up for your 401k and then free food truck. [1:44:34] Justin: Hashtag taco truck. Jason chepnik. Okay, what's PCH's take on that, though? Bagels. Bagels or pizza? Yeah, we'll get PCH too. Bagels or pizza? [1:44:43] JD: Sandwiches. [1:44:44] Justin: Holly, bagels or pizza? [1:44:47] Holly Knight: Pizza. [1:44:49] Justin: Pch, you're the. You're the authority on this. I should have saved you for last. Of course you can. Sushi. [1:44:58] JD: That would be a pca. PCH says you're talking Costco hot dogs. [1:45:03] Justin: Sushi would be a styling enrollment education. [1:45:07] Holly Knight: Amanda, don't bring sushi to Arizona. [1:45:12] JD: Yeah, no. [1:45:12] Justin: What? [1:45:13] Holly Knight: I'll be like, Ooh, omelet cart, nice carbs. I don't know. I like carbs. [1:45:24] Justin: Well, I said good answer. [1:45:26] JD: I meant like deli sandwiches. [1:45:28] Holly Knight: I mean, McDonald's sort of seems like poison, so don't bring that in here. [1:45:33] JD: I'm going with the Shannon's budget for fajitas. [1:45:36] Holly Knight: Fajitas. There you go. [1:45:37] JD: Oh, you guys are just getting crazy. Trump brought McDonald's to football players when they came to the White House, and that was marginally acceptable. Wow. [1:45:51] Justin: The next 401k education meeting that I'm [1:45:54] Holly Knight: reading with will says brick oven pizza. [1:45:58] Justin: I'm gonna follow PCH's lead. I'm bringing sushi in. We'll see where it goes. But but it's probably never going to happen. Hey, thank you everyone, for tuning in. Amanda, thanks for bringing your fucking bun. We appreciate the bun. We appreciate the fun. We miss you too much. [1:46:14] Holly Knight: I love you all. I'm very vain, so I love you. [1:46:17] Justin: We love you. We love you, too. And we appreciate you being our special guest tonight. Big props to you, pch. I don't have to say, buddy, just. Except for like, something to see you, man. Sometimes when I gotta go home. [1:46:31] JD: Dude, it's great to have people get to see you. Yeah, it's been a mystery. [1:46:37] Justin: Sometimes when I go to sleep at night, my last thought as I doze off is of pch. Brandon, can you have some music? You got any music to play us out? And please don't play Justin's country song. Thank you. [1:46:49] JD: Sorry it wasn't 1975. You asked. [1:46:51] Holly Knight: That's a pretty good song. [1:46:53] JD: Wasn't bad. [1:46:54] Holly Knight: No, it was okay. You should have like living life. [1:46:58] JD: I can't hear you over this. [1:47:20] Holly Knight: Sitting on trains every step I get hey, why not? I want one of you can have [1:47:31] JD: as many as you want. Holly. [1:47:32] Justin: Yes. [1:47:38] Holly Knight: You guys, [1:47:40] Justin: thank you. [1:47:46] Holly Knight: Your. Lethal Poison by the System Pyrus Skulls and bones Sticks and stones and weeding bombs running when we hit Lethal poison for the system no one on the corner has swagger like us Hit me on my banner prepaid wireless we pack and deliver like UPS trucks Already going hell just pumping that gas no one on the corner hands wagon like us Hit me on my banner prepaid wireless we pack and deliver lie UPS.