Open MEP Basics & Personal Branding for Advisors

[0:06] JD: Welcome, welcome, welcome, everybody, to Retireholics, episode 1 6. [0:11] Mark: I don't know. [0:12] JD: We're in Las Vegas, of all places, at the. No, you had a 401k conference. How's it feel to be in Vegas? [0:20] Justin: Ah, feels good. Didn't feel so good this morning at 7am, but it feels good other than [0:24] Chad: losing a buttload of money last night. [0:26] JD: We'll talk about that a little more in detail. We got in here last night and we had a little cocktail function and I thought Mark was going to be there in a Raiders T shirt and [0:38] Mark: shorts, which wouldn't be surprising to our audience. [0:41] JD: Fitting might have been a little awkward because his bag got lost in travel on the airlines. [0:46] Mark: Well, it's because I tried to bring Frijole, who's not with us today, and he never made it. [0:51] Justin: May he rest in peace. [0:52] Mark: I'm not sure where he's at. [0:53] JD: Frijole, if you're watching, we love you. But you pulled it off. You managed to put a little attire together. [1:01] Mark: Well, our smelly cameraman gave me a really nice Bradley Cooper outfit and I rocked it. [1:05] Justin: You did rock. [1:06] Chad: That was amazing. [1:07] Mark: I made that outfit look so good. He actually gave me those clothes. [1:11] Chad: I think they might come to you for number four. [1:14] Mark: He just doesn't know it yet. [1:15] JD: The original plan was to leave from the cocktail hour, which we did a little entertaining there for the event, and then head straight to my room to rehearse for the show that we have going on. We're doing one today and one tomorrow. [1:29] Justin: Did we get to rain somehow? [1:31] JD: We didn't make it to the room. I remember blackjack tables. I remember going to an ATM a couple times. We finally got to the room at midnight, went through some rehearsal for the show. [1:46] Chad: Well, we went through the rehearsal for the show. [1:49] JD: We started dozing off, which is not normal because he's usually our guiding light. [1:53] Justin: I'm usually the nerd. [1:54] JD: Yes, yes, Dozing off. And apparently you. The boys tell me you were shopping after that on the Internet. [2:01] Justin: I did make a late night sitting in my bed purchase I bought. [2:06] Mark: Credit card in one hand, phone in the other. [2:08] Chad: Wait, of what? [2:10] JD: Shayn. A fat. [2:11] Justin: I bought Shayen. [2:12] JD: Tell me it's not a professional athlete. [2:13] Justin: No, Fathead actually makes characters as well. So I got her the frozen collection to pin up. Dear Lord. [2:20] JD: Frozen fat head. [2:21] Justin: They've been gone for two weeks. I'm missing my. [2:23] Chad: Is Elsa going to be in a football helmet and stuff? Yeah, what's going to happen? [2:26] Justin: Yes, exactly. Elsa will be in a football helmet [2:27] JD: running down the Sidelines. That's very sweet. Very sweet that you're drunk. Shopping for your daughter. [2:33] Justin: She'll watch in the morning in Vegas, [2:35] JD: by the way, and see this. [2:37] Chad: Let's do it again tonight and see what he can buy us tonight. [2:39] JD: Let's jump right into it. Every show Magic Bullet has a beer of the episode. Right, Chad? [2:45] Chad: Yes, absolutely. [2:46] JD: This show delivered to us from Bloom. B L O O O O O O O O M By the way, a little side fun fact. While you open those many boxes have been arriving at the office with beer [3:06] Mark: for some weird reason. They don't end up in our hands, though, because you drink them all. [3:09] JD: I mentioned. Please keep the free beer coming. Thank you. To Bloom on this. [3:15] Justin: This is made by Boulevard, which, if you could see the label, you would certainly recognize the beer. [3:21] Mark: Can we make one specific point here that your favorite number's on the bottle? [3:24] Justin: It is. And we're in Vegas. Number seven on there. It's a farmhouse ale by Boulevard out of Kansas City. We knew JD Would like it because it's described as being fruity. [3:34] Mark: It's also 8.7%. [3:36] JD: It's fruity. [3:36] Mark: To be honest, it's 8.5% alcohol. [3:38] JD: It is. Good thing we're only 8.5% alcohol. [3:41] Mark: Glad we ate lunch, boys. [3:44] Chad: I'm getting a bready malt. [3:45] JD: Hey, cheers. [3:47] Justin: V L O O O O O O O O N thank you. [3:50] JD: We're gonna kick off our first subject, and it's gonna come under the segment title that you're all used to, the 411k. Okay, so we're getting little updates on what's going on, and today we're gonna talk about something that's hot, something that people are talking about all the time. Good open. And what I'd like to do is first kick off with. Let's def. Mostly because Mark never knows what these things mean, and it's. [4:18] Mark: No, I know this one. [4:18] JD: Oh, you do? You do? [4:20] Mark: MEP MEP is my wife's initials. [4:22] JD: Oh, very good. [4:24] Mark: So we're talking about my wife. [4:25] Justin: We're talking about your wife today. She is a topic. [4:27] Chad: How is she going to feel about? [4:30] JD: As usual? [4:31] Mark: Is she an open or closed member? Boy, let's get back. She doesn't watch the show. [4:37] JD: We're going to cover what it is, and then what I'd like to do is cover the strengths of it. Almost like if you were a open MEP salesman, if you will. And then we'll come back and check the other side of the coin by talking about, well, maybe what Are some of the cons or a little bit of critique of it if you will. [4:54] Mark: Could I say that out of all the beers we've had on the show, this is definitely my favorite spot. [4:57] Justin: It's definitely one of my favorites. [4:58] JD: I personally would like to go to a lighter, more blonde category if we could once in a while. But that's just me. [5:04] Justin: People send really great beer and it happens to be dark. [5:07] JD: So an mep, what the heck is it? Well it's basically taking a bunch of companies or a bunch of plant sponsors and taking them all together in one plan. Right. Back in the day before open MEPs it might have been like an association like car dealerships or some niche of an industry that would kind of take the power of many come together on one plan. 15500 typically some relation. Yeah, some relation. [5:34] Justin: Some relation that tied them all together. Hence the term closed. [5:36] JD: But now we can go fully open mep, fully endorsed by the government, by the laws. [5:43] Justin: I think we'll get on the other side of that in a moment. [5:45] JD: Okay. Okay. Well I think it's pretty pessimist here of course and been even pushed. But now totally unrelated companies come together and join into one plan. Well, let's put on our salesman hats. What's so cool about that and what's the advantage to the client? The number one advantage, it's cost. [6:07] Mark: Well, it's cost but as little Dicky, a great rapper would say, he gonna save dat money. [6:15] JD: Save that money, save that money. [6:17] Mark: Check out the video if you have any. [6:18] Justin: I think it's absolutely relevant. Right. The thought is with economies of SC migrating all these businesses together, we can go out and get some purchasing power and I might be a $500,000 120 person plan. I'm now going to get in the pricing structure of a 50 million dollar open. [6:34] Chad: But I mean at what level? I mean have we really looked into that like where it depends on the map. [6:41] JD: Whatever they've built out, it's different providers out there. Chad said 50 million, it could be 500 million, you know but that's the concept is hey, you're a million dollar plan, you get million dollar pricing. How'd you like to be part of our 500 million dollar pricing? What an advantage now, right? We'll talk about the reality of that as we come back around through this. Whether that's really true. But that is definitely. [7:03] Justin: It's a big sales point. [7:04] JD: The big sales point. The next sales point for this open map is what? [7:10] Chad: Fiduciary protection. [7:11] Justin: Yeah, I was gonna Say fiduciary protection, it's gotta go that far. [7:14] Mark: What kind of protection? [7:15] Justin: Oh, you don't know what a fiduciary is? I forgot about that. [7:19] JD: Mark still hasn't learned what a fiduciary is. [7:21] Justin: There were some people educating him on it last night. [7:23] JD: So it is definitely sold as a relieving you of your fiduciary responsibility. A hands off type of thing. How is it done that way? It's usually got a 316, it's got a 338. There's only one 5500 filing, so you're not signing that sucker. And there's some payroll functions going to it. So it is very. [7:50] Justin: You eliminate some of the need. Like there's a single plan ERISA bond, there's a single plan audit. If you're above 100 folks, you're normally paying a significant dollar for your individual plan audit. There's one covering this entire mep. Lowering the price again, it ties directly to the fiduciary side. You're not individually purchasing your ERISA bond. And there are some disclosure differences too. When you're in the MEP and you still get the customization of an individual plan, right? You can have a match, you can have an outmatch, you can have auto enroll, you can have profit sharing, you can have cross tested or permitted disparity. You can really customize the plan still. [8:24] Mark: So why is everybody not doing well? [8:28] JD: There's some. Let's go there then let's go the other way. First of all, the other side of the coin, if you will. First of all, the pricing reduction. Okay, One thing is it's not easy to put together because you got to bundle together hundreds of millions of dollars. And not everybody can do that. Remember, these MEPs are typically built by an advisor with a record keeper, potentially with a tpa. Like there's a partnership and a co [8:54] Justin: fiduciary and you start adding all this stuff. [8:56] JD: Not everyone has the opportunity, not everyone has the opportunity to bring all those millions of dollars together. Secondly, I want to say the setups that I've seen, the pricing that I've seen, it didn't. I was expecting far further price. [9:13] Mark: It's like super cheap if you will. [9:15] JD: I'll just throw out some numbers. If a normal million dollar plan had a 50 basis point wrap for record keeping, so to speak. Which isn't far off, right? I mean depends. [9:24] Justin: It depends on what share class you're in. [9:26] JD: You know where my mind goes. [9:27] Mark: Record keeping. [9:28] JD: I meant record keeping. I would look at A Met solution. And they were gathering 200 million. It would drop it to 40 or 38. I just didn't. I thought I was gonna see. [9:39] Chad: Not as vast. [9:39] Justin: We recently looked at pricing where they said they built it out. They said admin costs gonna be around 2K 70 bips for an advisor. Another 20. I think it was for the. The 316. Or. No, it was only a 30. 38. They didn't even have 316. [9:54] Chad: It was like 30 for the record keeping and. [9:56] Mark: Or was it you guys didn't do good enough research. [9:58] Justin: The end result was like 1.3% expense in around two grand a year. It wasn't cheap. And so who does it fit for? The clients that, you know, we typically are running around and helping advisors look at are those plans between 1 and 10 million. And it really fits for those groups that don't have the purchasing power and have over 100 employees. In my mind. Right, because you're trying to avoid that. The scrutiny of the audit and the cost of the audit. [10:22] Chad: Oh, speaking of the audit, that's huge. [10:24] JD: While we're hanging out on the other side of this coin, I also want to address the lower fiduciary response. Sorry, fiduciary responsibility. My bad. With the 316, the 338, the payroll fee stuff, those are all things that you can get a la carte outside of an open map. [10:43] Mark: Well, I think so. You said earlier. I just want to take it back to. Because I actually do when a fiduciary is. Just don't ask me to answer. But you said relieving yourself of that right now we talk about lowering that responsibility. You can't relieve yourself of being a fiduciary. [10:59] Justin: Good on. [11:00] JD: Right. [11:00] Chad: Good. [11:01] JD: Never. Never fully. [11:02] Justin: And I think so to answer your question, you said why isn't everybody doing this then? And this goes back to JD's validity of it. I think there's still a lot of open gray area and whether or not open maps are really going to be legal or not. I think we're seeing legislation starting to come forward. There's something in the House and the Senate right now, RSA 2015, where they're trying to push through a lot of this stuff to truly make it definitive that it's there. But there's still a whole lot of [11:30] Mark: something called PDC Easy speak. [11:32] Justin: I don't even understand what you're saying right now. It's not fully clear of whether or not the DOL or any other groups are going to step in and say, look at Welfare plans. Welfare plans don't have a commonality rule or they do have a commonality rule right now. And if they, if they apply that same thought to the K business, they could take all those plans and said, you're not related enough due to this commonality rule, we're pull you apart now you all don't have prior 5,500 filings. The plans could be disqualified. And on that same note, the part of the new legislation last year was to try to get rid of this bad apple rule, meaning if one plan is doing something wrong, the whole entire strategy is down. [12:09] Mark: That's one of the biggest down. [12:11] Justin: It's one of the biggest fears. But that's obviously never talked about in a sales process. But when I sit and I'm chatting with an advisor thinking of doing something like this and there's some great options out there for providers doing it, I always say you really want to put your 25 person mom and pop car dealership or mechanic shop inside this met where if they make a mistake or any other group like that makes a mistake out there, their plans disqualified. [12:36] Chad: Right. [12:36] JD: One other negative from an advisor perspective, which is the bulk of our audience, is yeah, if you're partnering with one record keeper to offer this map and you're trying to funnel hundreds of millions of dollars there, you're kind of painting yourself into a corner or into a corner. You have one solution for all these clients. [12:54] Mark: I would like to say that you stole those exact words from Justin from last night. Oh, shit. [13:00] Chad: Well, I don't need to say Justin, we've talked about it a bunch of times. It's one of the biggest, biggest concerns there. It's like, hey, if you have, you know, a certain, you know, client list of clientele that you think you can get into that and they someone does, you know, four or five, whatever, don't like this provider, then you're not going to put yourself in a good position. [13:21] Justin: It's the, it's the unbundled conversation that we all believe so heavenly in heavily in is that you have specialists in each area in the Met. You don't necessarily have a specialist in each area. And what happens if you want to get out of it? [13:32] Chad: Right? [13:34] JD: So as an advisor, as an industry professional, I think it's good to understand the pros of it, you know, because you may come across it, maybe you want to build one yourself. I don't know. You should also understand the cons in case you're up against it. [13:49] Justin: And I think if some of this pending legislation gets through and solidifies that this is truly illegal. I think we're going to see a lot of it, and I think it could be a good thing if done correct. For sure. [14:03] JD: All right, well, we're gonna hit a little transition before our next subject, which I'm really excited about, but right now is my favorite time of every show. [14:12] Justin: I was wondering where you're going. [14:13] JD: Some beautiful music's gonna come across with a voice of angel. [14:18] Justin: Look at how colorful it is. Who do you think it's gonna land on? [14:23] Chad: It's probably my favorite one yet. [14:25] JD: I'm not. Why don't you let Mark spin it just so he hasn't. [14:28] Justin: You better get a hard spin in there then. [14:31] JD: Let's see, Mark. Who we got? Who we got? And it's Mark. [14:38] Justin: And it's gonna be Mark. Oh, my goodness. [14:41] JD: Mark is gonna pound a winner. Smirnoff ice. He'll probably drop to one knee, make a huge deal out of this whole thing. [14:48] Mark: We're keeping this hotel doesn't kick us out. [14:51] Chad: Does anyone invest in that guy? [14:52] Justin: Can you let me pull your mic out here so that you can get to your knees, Val, and we'll speed this up. [14:57] Chad: Of course. [14:58] JD: Yeah. Can we go quickly with this, Mark? [15:01] Mark: No. [15:07] Justin: Kudos, fellas, because there are a ton of folks here that have come up saying how much they enjoy the show. [15:12] JD: It's a great conference. [15:13] Mark: Well done. Pat on the back. [15:15] Justin: Love it. [15:16] JD: All right, we are jumping in our next subject. [15:21] Chad: Got to be a record. [15:22] JD: Give me the hashtags, dog. Hashtag me. [15:27] Justin: There you go. [15:28] JD: Not your typical advisor is where we're going. Hashtag, notyourtypical advisor. While we're on that, I want to say that that's the premise of this conference here. This Excel 401k is really not your typical retirement plan conference. [15:45] Mark: And that's a really long hashtag Instagram post earlier. [15:49] JD: Yes. [15:49] Mark: I've never seen 84 letters used for AD. [15:54] JD: We are going to talk about someone who's here, someone who's speaking here, and someone is doing some great things in the world of marketing and branding for advisors. Her name is Sherry Fitz. Sherry Fitz. And we met with her last night. Awesome. Awesome chick. [16:11] Mark: She's wearing cowboy boots. [16:13] JD: She does rock the cowboy boots quite often. Way to go. [16:16] Justin: And some exciting socks, too. [16:18] JD: She recently wrote a blog post titled, it's not business, it's personal, and it's directed at advisors, financial services, marketing, branding, that type of thing. The article or the post starts off with the concept that there's a lot of people out there that think it's not cool to make personal with business. And she's kind of referencing LinkedIn posts and things of that nature. And she says, quite the contrary, we're getting this all wrong. And she goes on to explain why [16:57] Mark: a lot of people say, don't mix 401k talk with beer, which is crazy. [17:04] Chad: Which is kind of ironic that we are talking about this right now. [17:07] Mark: Yes. [17:08] JD: So kind of her mantra one is that it's very okay for your personal to blend in with your business. Right. I mean, was that. [17:22] Justin: Yeah, I think that that was. And when we talked about this initially, I think it's a good point to realize what it is that the folks we're talking to are actually trying to sell. [17:32] JD: Right. [17:33] Justin: It's service, it's ourselves. When you're purchasing a product where you're never going to see the salesperson again, then maybe the person is not a big part of that sales process. And the line of work that we're all in, you want to engage with someone, you want to trust with them, and that's the person you want to purchase from. And that's why it's good to mix personal and business in the world that we all live in. [17:53] Chad: To an extent, yes. [17:56] Justin: There are certain things. [17:58] Mark: I think we crossed that a long time ago. [18:00] JD: You gotta be logical. You gotta take your risks, figure out what you want to do, not do. I mean, yeah, there's always lines that shouldn't be crossed, and there's lines sometimes that should be crossed. Absolutely. When to do it. But her point is just that people seem to think that everyone should just have. In financial services, should have the same cookie cutter approach to what they're doing to their websites, their marketing, their appearance, for that matter. I mean, everything. And she's saying, no, break loose. Your brand should reflect your personality. It should reflect the direction of your [18:32] Chad: company, should be an extension of you [18:34] JD: and what inspires you. [18:36] Justin: So if we're all doing this like some think we should be, then how are they differentiating themselves? And that's pretty much what she's coming out and saying. Right. Is that we have to find a way as consultants, as service people, as advisors, to differentiate ourselves. [18:50] JD: Yeah. [18:50] Justin: Connecting it to your personal life is one good way to do it. [18:52] JD: I also want to be clear. [18:54] Mark: It's just good way to do it, but it's just one way that people aren't doing because they're afraid to do it. [18:59] JD: It is scary, by the way. [19:00] Mark: There's like an aura about that, of that I shouldn't Talk about my family. Although there are some people who talk about their family. [19:08] JD: And kids bring up the houzz. The houzz. A fun example. Not to self promote, but it's okay to mix bits with personal example. Each of you guys has a business card. [19:19] Chad: Yeah. [19:19] JD: That we created for you that you take to all your meetings. And on your business card it says Mark Kalmeni. What? Sales consultant or whatever. And dad is Maya. [19:30] Mark: Dad. [19:30] JD: Maya's dad. So there's an example, you know, not to sell promote. [19:35] Justin: This one has not been changed yet. Although I have my new ones now. Mine says Shaelyn's dad and Dylan. And now it says Dylan. But I had so many cards that my son is over a year old and I've been using these ones still. And I'm not kidding. Business owners will sit there and write Dylan's dad right next to Shaelyn's dad. [19:52] JD: Good for them. [19:53] Justin: And it creates a really great icebreaker and conversation. And now we're starting to get to know each other on a personal level. [19:58] JD: Now. Justin's sperm counts are very low, so he doesn't have children. [20:03] Chad: Wow. We're going there. [20:04] JD: But his business card, you know that snowboarder and packers fan. [20:10] Justin: Which is unfortunate. [20:11] Chad: Which is good and bad. I get a lot of haters and I get a lot of guys that. [20:14] Justin: But a great icebreaker. [20:16] Chad: It is our cards alone, the thickness of them. [20:18] Justin: People are like, the world needs to know that. [20:20] Mark: The packers coaches, doppelgangers sitting right here. [20:24] Chad: I need. [20:24] Mark: I need a. It's ridiculous. [20:26] Chad: Bring one in right here. [20:26] JD: That's a great example of where you can mix it for several other. [20:30] Mark: Can we stop taking pictures out in [20:32] JD: front of our office now? [20:33] Mark: Next to a bush and a tree. [20:35] JD: I'd like to let you all know that you go outside to take a picture in your suits and ties, not to do it in front of some trees in front of the office. [20:44] Justin: Stop. [20:44] Mark: Go somewhere else. Go somewhere that people. [20:46] JD: And I would suggest that maybe you change the background on your LinkedIn picture from that classic high school senior picture background that you have. [20:55] Chad: And it doesn't always have to be through pictures. Right. We talked to like 401k.com. You can implement a bit of yourself in your writing. [21:02] Justin: How you present exactly colors. You rebranded orange years ago. I mean, colors that bring out vibrant feelings. The type of business you want to run. [21:11] Mark: Go Giants. You said orange. [21:12] JD: Sorry. I also want to clarify that when she writes this really good post, she also backs it up with some stats and stuff. She gives you some information from a study that was brought together by corporation, Google and this Market Leadership Council. And basically what it's saying is Even in a B2B environment, business to business, which is where people are scared to be personal. [21:36] Mark: No, you said business to business, business to business. [21:39] JD: B2B. Got it. Even in that environment, research shows that they want to know you, to learn who you are and what you're about. And they would say even more so, bigger, more serious buying decisions are made in B2B, and they want to buy from companies, people that they know, like and trust. And that means personal branding. [22:06] Justin: You talked about authenticity in the past, I think a couple episodes back. I think that that's what people want to feel when they're purchasing service. Again, if you're getting a product, they don't care if you're getting a service. They want authenticity. They want to know you're accountable and they trust you. Come on. If you're going to the store and you're buying a pack of gum from someone, you don't care. If you're going and buying a. I [22:28] Mark: care a little bit because I don't like fruity gum. I like minty gum. [22:31] Justin: I'm not talking about the product, I'm talking about the person. You just proved my point behind that. It's when selling service, you really need to be able to connect yourself with the person that you're going to be servicing. [22:41] JD: So then you might all say, well, that's very inspiring. [22:44] Justin: That's great. [22:44] JD: Yes, I get it. Makes sense. I agree. You might have some roadblocks in front of you. Maybe you work for a wirehouse. Maybe you have a very stringent compliance department. I would still say in today's world, many registered reps, obviously RIAs people are successfully branding themselves and it's going to open up in all spaces. So basically I'm going to say, stop poohing about that. Find a way to work on something to do that. She then goes on to say, all right, now that you're inspired, what should you do? What should you do? And I want to share this advice with our viewers. [23:20] Justin: It's relevant. [23:21] JD: She talks about. First thing is take a step back and look at your business like your clients would. [23:26] Mark: I really like that. Walk into your office. [23:28] JD: Walk into your office. [23:30] Justin: The way she positioned that was great. [23:32] JD: How does it represent what you. [23:33] Justin: How do you feel when you walk in if you're a client? Yeah. [23:37] JD: Take a look at your website. Honestly, is it representing what you're all about? [23:43] Mark: How's our website, by the way? [23:44] JD: Our PDC website sucks. So you brought that up. I told Sherry Fitzis the other day that I sat on her webinar and she said, first thing, go look at your website because if your website sucks, there's no point moving further. And I think our website sucks right now. [23:59] Justin: So hey, our retireaholics website is awesome. That's our hipster website. [24:04] JD: I'll follow Sherry's advice. She says to the advisors, which I loved. She says with the website, skip the compass and map, give up on the bank columns and avoid the Cialis commercial models at all costs. I freaking love that because I've seen a lot of advisor sites and that's [24:24] Justin: what they look for. The gray haired folks walking on the beach, holding hands, living comfortably in retirement [24:28] JD: in the Hamptons South Compass. I see that. [24:32] Mark: I don't see the compass level. The Ciaz commercials, is that when they're in the two bathtubs? [24:36] Justin: That is one of them. [24:37] Mark: Yeah. [24:37] Justin: Out in nature and they're sitting in two bathtubs. [24:39] Mark: I don't think there's really a bad thing. I like to take baths in nature. [24:43] JD: So you have. I think what she's saying is take a look. We get these side conversations and it's like, I think what she's saying is, you know, take a breath. [24:54] Chad: So many conversations are coming. [24:55] JD: Take a look at it. Take it one at a time. Build a business and a brand that matches, that's authentic. [25:02] Justin: Find a way. [25:04] JD: Find a damn way. [25:04] Justin: I'm sure there's, I'm sure there's folks looking around going, yeah, guys, I can't do that. Compliance will not allow me to brand that way. [25:11] Mark: I have a find a way. [25:12] Justin: There's a way to do it. Even if it's as simple as what you wear into meetings, you're able. [25:17] Mark: Can we just say that we're trying to be like Tony Robbins right now, an inspirational motivational speaker to say, we get that there could be issues. We get that maybe you've been told no in the past. We get what you just called him. [25:31] Justin: Tony Rob. [25:32] Mark: Sorry. [25:32] Justin: There you go. Come on. You guys are better than that. [25:34] Mark: We get that. [25:36] JD: Just get back in there. [25:38] Mark: It's not gonna be easy. It's gonna take time. But just do your best and try. [25:42] JD: Try to be different. By the way, it makes, makes work fun too, for your own self, you know, but absolutely. [25:47] Chad: That was one of the scariest things about when I first came on board with you guys. I came from that buttoned up corporate world and then I didn't know how it was gonna work. And then the more and more I got into and I tell, you know, you guys this all the time, more, I realized how much it resonated. And I know it's a long process for you to go from that rebranding cycle, so, you know, Case, you know, I guess the point of that is stick with it. [26:06] JD: I want to be clear. [26:07] Mark: He just said more than, like, six words. [26:09] JD: I want to be clear. Dude, that doesn't. That doesn't have to mean that you do a show with beers. [26:15] Chad: No, not at all. [26:16] JD: Your CEO looks like. Like a homeless person or that you use awesome in your lingo. Cuz I got news for you. If what's being authentic to you is being a super professional. Clean cut, dot your eyes. [26:32] Justin: I get made up all the time. [26:34] JD: Mature. [26:35] Chad: I'm shocked. You have a hat on right now. [26:36] JD: Hey, if that's your. Your, your. If that's you authentically, then rock that. Like, do that. [26:44] Justin: Yeah. [26:44] JD: Make your way. [26:45] Chad: Be real. [26:46] JD: Show up in your three piece suit with a crisp, dry, clean shirt. [26:50] Mark: Walk in with a. Be that boombox with little Dicky playing. I'm gonna save that money. [26:57] JD: Get a haircut every Friday. To each his own. But just make it real. Make it what you're supposed to be. All right, that's. [27:05] Mark: That's. [27:05] JD: That's our two cents. Well, that's us regurgitating new Sherry. Awesome stuff. [27:11] Mark: Hey, tonight, are you gonna bet $165 on a Hannah blackjack when I tell you to? [27:16] JD: Yes, I will. All right, don't talk about that. We're gonna wrap this. If you haven't been to the Excel 401k conference last year, if you're not here this year, there's a lot of cool people here, all the cool advisors, great content. Get your stuff together and get here next year because it's definitely a cool event. [27:37] Mark: And I think we owe them, and you said it earlier, huge thanks. Thank you for just letting us do this. [27:42] JD: Thank you for letting us come here and ruin their event. [27:46] Mark: No one's even gotten close to coming over here and, like, trying to be a part of this. [27:50] JD: Are they scared of us? [27:51] Mark: I really want to pull somebody on set right now. [27:53] JD: All right. We are the retireholics. We are changing the retirement plan industry one beer at a time. But I got one other thing to say. What do they say in Vegas? What you. [28:08] Chad: What happens in Vegas? [28:09] Mark: Leave your wallet. [28:10] Justin: Oh, God. [28:12] Mark: On a slot machine and then walk away. That's. [28:16] Justin: That's what they say. [28:17] JD: That's very, very good advice. [28:19] Chad: So back on point. [28:20] JD: Sounds like what happens in Vegas stays in Vegas. Unless you're a fiduciary. [28:27] Mark: A what? [28:32] Justin: Cheers, fellas. [28:32] Chad: Good job. [28:33] JD: Cheers.