Pipeline Filling Strategies with Jeanne Sutton

[0:00] JD: What is one of Jeanne's guides to fill in the pipeline? [0:05] Jeanne Sutton: So, I mean, I'll give you two. So the most effective for us is marketing through associations. So we do the Society of Human Resource Management. I'm telling you right now, that's where we get most. [0:15] Speaker C: Well done getting that acronym. [0:17] JD: And just because I've heard this from you many times doesn't mean you'd stop sharing it. [0:22] Jeanne Sutton: It's the truth for you. [0:23] JD: And how you get business. [0:25] Jeanne Sutton: It's exactly how we get business. But one of the things I. Quick tidbits. We do holiday drops for cold prospects. Like, we're just trying to get their attention. We don't do it at Christmas time, you know, like, so other holidays we do it all. Yeah. So, like, I create these little cards that are like, let's put some sparkle back in your retirement plan. And I drop off sparklers right before [0:46] JD: the 4th of July to the doors. [0:47] Jeanne Sutton: Or like, are you looking for s' more from your advisor? And we drop off s' mores kits. [0:53] JD: Very creative. [0:54] Jeanne Sutton: Genie or Valentine's Day cards. We could be so good together. [0:57] Chad: I would bite on this shit for sure. I'd be like, jd, we gotta hire this person. [1:01] JD: I think the concept sounds very cheesy [1:04] Speaker C: and expensive, but how different is it? [1:07] JD: The fact that you're actually going there, to me, is roll up your sleeves, frontline baller. Like, so you yourself are doing this. People on your team walking right into the reception desk. [1:21] Jeanne Sutton: Here you go. [1:22] JD: That's phenomenal advice. [1:24] Jeanne Sutton: So, you know, you could sit there and cold call, cold email, cold LinkedIn, 200 people. Or you could pick the five that you really want to get in front of, and then you do it. You don't sit there, you don't try to sales pitch them that day. You go, you drop it off, and then you follow back up, and then you offer to take them to lunch, get some time with them, but you actually stood out from all the other people who were calling. [1:45] JD: And let's. [1:45] Chad: Let's acknowledge that. I think there are many advisors right now that are trying to cast a very large net. We're in this world where they're comfortable operating remotely. And like, oh, well, I'll ping people who are in my niche that are five states over. [1:59] JD: You're. [1:59] Chad: You're doing this all in your backyard. People that know you, that, that recognition is there, word of mouth exists. So there's a lot to be said for that kind of direct marketing and that. [2:09] JD: I think Jeannie said one key thing that I don't want to people to pass by. She did not say. She walks in with her s' mores concept and immediately asks them for, like, their Census and their 408B2. You'd simply say, hello, hey, great. Just, you know, retirement plan advisor. Right on. And you get out of their hair. [2:27] Jeanne Sutton: Literally. Don't even say that. I have a little something for you. You're someone I've been wanting to meet. I'm not going to take any more time and then drop it out. And then you go to lunch, and then you spend all lunch just building a relationship. You're still not pitching. You're still not even doing any of that until the meal's over. And then you're like, you know what? I heard you mention this. I may have stopped. [2:45] JD: Well, when you get to the lunch [2:45] Speaker C: point, they reached back out to you [2:48] Jeanne Sutton: every single time we do the holiday drop, and I say, not gonna take your time today. I'll follow right back up. And then I send in. It's like, hey, you may remember somebody dropped donuts off the other day. That was actually me. I'd love to take you to lunch sometime. [3:00] JD: Got it. [3:01] Jeanne Sutton: And then you get the lunch appointment. [3:02] JD: Here's the other thing that's old school. [3:03] Jeanne Sutton: People, like, people want you. Like, it was about building warmth and generosity and trust in a relationship. And, like, my end, to get somebody to lunch is to be like, hey, I'm in town. I got a morning meeting, an afternoon meeting. I really hate eating alone in restaurants. Would you be my lunch date? And, like, you're vulnerable. Like, you're. You know, they feel like they can [3:25] Chad: help people with that real quick. Like, I have a man writing that to a woman. [3:30] JD: Suck it, sexist Terry Controller. [3:32] Chad: Like, that is going to be interpreted very different. [3:35] Jeanne Sutton: Okay, hold on. [3:35] Speaker E: Speaking. [3:36] Jeanne Sutton: Go all the way back to square one. Who do I market to hr, which are empathetic women. They want to help. Oh, man. [3:44] Chad: Okay, we're just gonna let you keep going. [3:47] JD: Yeah. Let's find a different approach. We can move on. But I. I think it's going to be really cool for people to hear that someone at your level of success is literally, like, for lack of a better term, door knocking with a strategy, Hustling with a strategy. And so it's funny for me, I met you and learned about your business model several years ago. And I remember walking away from that meeting going, that chick's a fucking animal. [4:11] Speaker C: Like, she's. She's a little, like, really real. [4:16] Chad: Beast mode. [4:17] JD: Yeah, like, beast mode. [4:18] Jeanne Sutton: I'm intense. [4:19] JD: I'm like, so it doesn't surprise me. Yeah, yeah, yeah. Very cool. Okay. Yes. If you don't know if you're living under a rock. Jeannie does videos. She does them phenomenally. They're like, literally like a few minutes long. I've kissed your ass about this before. [4:36] Chad: Yeah. This is not a new thing too. This is not getting into it. You've been doing it well for a long time. [4:41] JD: And what she does really well, if you're curious about this, is she gets to all the points very effectively and efficiently. And so in three, four minutes, you really get to learn all the major points. And you continue to do that phenomenally. [4:53] Jeanne Sutton: And thank you. [4:54] JD: Recently you jumped on the Jeffrey Dahmer bandwagon on Netflix. [4:59] Jeanne Sutton: Yeah. [4:59] JD: You threw up his image, which caught my attention. [5:01] Jeanne Sutton: Oh, yeah. [5:02] JD: And you said, I'll tell you what's scarier than Jeffrey Dahmer in the new Netflix, you know, special, it's the friggin stock market. And then you lead it to the concept of, is the 6040 portfolio dead? What spurred this on? Why you must feel like markets are. [5:21] Chad: Do we need to acknowledge what a 6040 portfolio split is? Because there's a lot out there that may not quite understand that. [5:28] JD: Sure. Classic 60% equities, 40% fixed income, conservative growth. Yeah. [5:34] Jeanne Sutton: You know, model. It's how, you know, pensions are typically managed. Social Security funds. 6040 is kind of like private investing. [5:41] JD: Financial planning has been a concept for decades. [5:45] Jeanne Sutton: Yeah. [5:45] JD: And one of the reasons why it has sucked eggs, if that's a term. I don't know why people say that we can go with it this year, is stocks and bonds have fallen together. [5:58] Jeanne Sutton: Together. [5:59] JD: Which doesn't happen often. [6:00] Jeanne Sutton: Nope. [6:01] JD: So anyways, I've seen a few posts from you about the market being scary, a pumpkin throwing up its seeds. This Jeffrey Dahmer thing, this must be a front of mind subject for you. [6:11] Jeanne Sutton: Right? Well, because we have 10, 10,000 participants calling us. Right. I mean, they're concerned. Yeah. I mean, we are being inundated. We actually had a bunch of planes in conversion and they came out of blackout and that just made it like 100 times worse. But you know, I think all advisors, unless you've been in the industry for like 30 years. Right. Those of us who've been in it for 15 have to kind of stop and say, have I said many? [6:35] Chad: No, he's been in it for 51 years. [6:37] JD: Have been in the industry. [6:38] Jeanne Sutton: Sweet Jesus. [6:40] JD: Okay, go on. [6:41] Jeanne Sutton: But like, I, I sit there and I'm like, how bad is this compared to 2008? How bad is this to 2001? Because I don't necessarily have that like real time advisory perception of it. And so I'm constantly questioning that. And then I just got to the point this year where I was like, why is it so bad? And it didn't even occur to me. Like I knew everything was down. There's nowhere to hide. Like you hear all those phrases. But it caught my attention that we rely heavily on the negative correlation between stocks and bonds. That is the whole premise behind a balanced portfolio. [7:13] JD: And the balance of the 6040, the [7:14] Jeanne Sutton: success of the 6040, they are positively correlated this year, both going down and unfortunately both going down. I mean if they were both going up, it would be a different story. But it's like your fundamental is shaken. So I'm thinking like, is this abnormal? And I go and do the research and it is super abnormal. [7:32] JD: I read an article where it actually does happen. Now the reason it happened here that you're getting this from a surfer, but is we were at zero interest rates, okay. And then we have inflation finally kicking in, right. Because of potentially Covid. And all the money that we're pushing into to keep. I'm not drinking for that one. [7:55] Speaker C: Okay. [7:56] JD: We were pushing into the market. And so couple things happen all at once. The Fed's got to get in very aggressively and raise those interest rates. That's not good for existing bonds, you know, that you have in your portfolio. So zero interest rates, rising interest rates, rising inflation at the same time. And boom, you get this thing of Correlation now from 1976 to 2000. Let me get a stat out because I wrote it down from 2022. Real estate, one out of every ten quarters. Both stocks and bonds can correlate together every ten quarters, ten quarters. It happens once every two and a half years. You'll get a. You know where it's happening a little period. Yeah, so it does happen. But this is very odd. And so anyways, go ahead. I got my stat out. What did you want to about talk? [8:51] Speaker E: Huh? [8:51] Chad: I was just going to ask JD when, when you acknowledged what a 6040 portfolio was, you said fixed income. But everything we talked about so far is closely tied to bonds and interest rates. Could you not say fixed income is not bonds if it's 60 40, could you not look at cash equivalents or some other type of guaranteed rate of return that [9:15] Jeanne Sutton: we shouldn't be interchanging? [9:18] JD: So I'm a lame financial advisor in a sense. To me, fixed income is bonds. [9:22] Chad: And I bring that up because earlier, when we thought about having this as a topic. I said maybe I'm, I don't get this but in my mind I've always thought of a 6040 as being a cash equivalent on the 40 side. Not a bond. [9:36] Jeanne Sutton: No, no. Typically a bond. [9:37] Chad: It's a bond. [9:38] Jeanne Sutton: Yeah. [9:39] JD: I think a lot of people that run a 6040 portfolio might have some cash flow like 4% or 3%, but it's mostly fixed income, which I'm referring to as bonds. [9:49] Chad: And what, what percent of the population do you think that are investing? I am absolutely one of those that's sitting with a 6040 mentality. It's got to be the majority, right? We've been taught that forever. [10:03] Jeanne Sutton: I don't know if it's the majority, but I mean it depends on where you are on the scale. I mean there's a huge. If you're in a target day fund and you're under the age of 40, you're in a 90 10. [10:10] Chad: I'm not saying that are actually in a 60 40. I'm saying the percent of the population that sinks thinks 6040 is the right split. That, that layout, that, that breakdown of 60% St. Population. [10:23] Speaker C: Population thinks of 60 40. [10:25] Jeanne Sutton: I don't think so. [10:25] JD: No, no. But it's just, it's one of those [10:28] Chad: we were taught in high school. [10:30] JD: It's one of those. [10:31] Jeanne Sutton: I mean surely you're not absolutely. You're not in a 6040 right now, are you? [10:35] Chad: I am not. That's what I was taught to be in. [10:38] Jeanne Sutton: Wow. [10:39] JD: It's just one of those bellwether things. It's one of those things you hear about all the time for a retiree. Obviously younger people are going to have much higher equity exposure. [10:49] Chad: They should, especially in a 15 year [10:51] JD: bull run, less equity exposure. [10:54] Chad: So they should be. [10:55] JD: So those things are still true. Here's the interesting thing because the 6040 is blowing it because both stocks and bonds are down. And by the way, we've talked about this on past shows, the 2020 target to funds are blowing because they've got this heavy, heavy fixed income deal. So Anyway, is the 6040 dead? Do you know who downtown Josh Brown is here? See that dude, Wall street dude, great podcaster. He's usually on See it Financial Network show checks me and he's saying, look, because of everything we just went through and the fact that if you buy a bond to today it's a good thing, like you can get good rates of return and because we've gone through a big downturn in the market, 6040 is not dead. 6040 could be the shiznit going forward right now. [11:52] Jeanne Sutton: Yeah, I don't think the 6040 is dead. Research shows that the correlation breaks when inflation crosses 4%. We're at an inflation rate of 8%. That's why the correlation broke. Eventually it's going to fall back down. Okay, like, like inflation doesn't always equate to a break in the correlation between stocks and bonds. It's a spike, it's a burp in inflation. Right. And so that's why we have the break. The 6040 is not dead burp. It's a burp in inflation. Here's what is dead. Here's what is dead. The three fund portfolio. I'm so sick and tired of hearing of the three fund portfolio. You cannot just have the total bond market as your fixed income allocation. You have got to have diversifiers in there for periods just like this that include treasury inflation, protected securities, real estate, and potentially even commodities. [12:36] JD: Commodities. [12:37] Jeanne Sutton: 60 points not dead. 3 fund portfolio is dead. [12:40] JD: So a more strategic, kind of more robust, conservative side of your investment. [12:47] Jeanne Sutton: 90% of your return is going to be based on your asset allocation, which is not the 6040 risk tolerance. It's the actual breakdown of the underlying asset class classes. And people like oversimplify and they're like oh, stocks and bonds. But no, no, no, like you need eight or nine different asset classes to get that. True diversification. [13:05] JD: I think we've definitely learned that now too because I used to look at bonds as like, oh who cares, we'll get you this one or this one. And now I look at it like, oh my God, no. This is a whole area that needs attention and customization, major attention. [13:21] Jeanne Sutton: For years we could just be like, oh no, the bonds are the stabilizer. We're not trying to get return in bonds, we're just trying to get them to stabilize. You cannot, you cannot do that anymore. [13:30] JD: So maybe interesting. See how we kind of come out of all this. Or when if we do. I want to. [13:35] Jeanne Sutton: I love that we just nerded out on investment. [13:37] JD: It's good. [13:37] Jeanne Sutton: And take a look like this is like, this is what I talk about. [13:41] JD: I love this. [13:42] Chad: Well, Mark will give some stock tips and then you can really make your clients some money here shortly. [13:47] Jeanne Sutton: What do you think? What are we going for? [13:49] Speaker E: Don't know yet. [13:51] JD: Let's let Mark get more comfortable. He doesn't like it when we talk high level investment stuff. Okay, so let's play everyone's favorite totally original no for dope game. [14:15] Jeanne Sutton: All right. [14:16] JD: Way this game works is I'm gonna give you a little pop culture something or other, and you're gonna tell me whether it's dope or no. You know, thumbs up, thumbs down. I'm gonna start with you. You chose a Mexican beer, but you were upset that I didn't. We didn't have limes in there. So Mexican beer without limes. Nope. Or dope. You're not a fan? [14:38] Jeanne Sutton: If you know me, you know, I put, like, seven limes in a beer. A lot. Like, a lot. [14:43] Chad: Really? [14:44] Jeanne Sutton: It's all about the lime. They bring me a whole lot. [14:46] Chad: You don't like the taste of beer, so you just want to throw a bunch of limes in there. [14:49] Speaker E: She likes to taste the lime. [14:50] Jeanne Sutton: She like lime a lot. [14:52] JD: Justin, really quickly, you putting a lime in your Pacifico? [14:55] Speaker E: Absolutely, Chad. [14:56] Chad: 100%. [14:56] JD: All the time I'm dipping it up. [14:58] Speaker E: I don't know if that does anything. Anyone ever do that? [14:59] Chad: Not put lime that you turn upside down? [15:02] Jeanne Sutton: All right. I think it does. [15:03] JD: I got an earlier one, and you gotta come with me on this one. [15:07] Jeanne Sutton: Okay. [15:08] JD: Open containers. And I say this because recently I've been walking around Vegas with a tall boy in my hand, and I don't know how things work in your state, but I'm not allowed to do that in San Diego. [15:23] Chad: We should. [15:24] JD: And I really think I should. So open containers. You're for this? [15:29] Jeanne Sutton: Yes. I mean, they actually. Okay. Bowling Green, Kentucky, just started allowing open containers. So I don't know what's on Going. Going on in San Diego, but you're officially behind K. You guys could do it for. [15:38] JD: And. And Jeannie, has it improved the quality of your life? [15:43] Jeanne Sutton: Well, so it's downtown in the entertainment district. So bar to bar, you can't have [15:49] Chad: one like kids to school? [15:51] Jeanne Sutton: No, no, you can. That's what yetis are for. [15:56] Speaker C: So you just put a little sleeve. [15:58] JD: Would you prefer a life of open containers or no? [16:02] Speaker C: No, I like going to places where it's okay, but then going back home to where it's not okay and having to, like, sneak it, you know, like, [16:12] Chad: oh, you just want to sneak it. You don't want to feel shady. [16:17] JD: I'll just take it over. [16:18] Speaker C: On Halloween night, you take your kids [16:21] JD: trick or treating with your yeti, and [16:23] Speaker C: you take a cocktail and extras in the little wagon to pour and more [16:27] JD: while you're going up. [16:28] Speaker C: That feels fun because you're like, I'm [16:30] JD: not supposed to do this. [16:31] Speaker C: If I was allowed to do it, [16:32] Speaker E: I'd be like, so you're saying just a breaking of the laws. What really gets you going? [16:36] Speaker C: Yeah, really gets me going. Really gets me going. [16:40] JD: So is this a universal thing? Are you a fan of open container down there? [16:44] Speaker E: I like the freedom. Like we should be able to. We're adults. We can make our own decisions. [16:48] Chad: The only fear right is that people are going to abuse it. Okay. [16:52] Speaker E: We are in Vegas. [16:53] Chad: We are in Vegas. And it doesn't seem terrible. [16:55] Jeanne Sutton: No, I just want consistency. [16:57] JD: I'm sorry. [16:57] Speaker E: When I go to your seat drinking [16:59] Jeanne Sutton: the can I walk out with this? Like. Like I just want to know what's going on. People like can we or can't we? [17:04] JD: One of the rules. [17:05] Chad: Why did you just end this? [17:07] Speaker E: Oh my God. [17:07] JD: I. I don't know why I just. This one bothered me earlier. Smoking cigars. I'm going to go the guys first over here. Justin, down the line, I'm going to start with you. Are you a fan of smoking cigars and or other human smoking cigars? [17:25] Speaker E: Not so much now. When I was younger it was fun. Like you had. I think it was Shay. Yeah, we had a cigar. [17:31] Chad: Cigar. [17:32] JD: Okay. Beyond the birth of someone's child. [17:34] Speaker E: It's celebratory now. Nah, it's not my thing. [17:38] JD: Chat on the golf course, you swap [17:39] Speaker E: it out for something. [17:40] JD: You're a little golfer boy. I know you have a cigar on the golf course. [17:44] Chad: I do not anymore because it crushes me. But I'm awful for it. I think those that want to can and should. [17:50] Speaker E: Yeah. [17:50] Chad: I will tell you my insurance rates because I said I smoked a cigar. My child was born. They listed me as a smoker. [17:57] Speaker C: You're so. [17:57] Chad: And my insurance broker had to fight it. Swear to you, I literally said when my daughter was born I had a cigar. How hard in the last five years did you smoke? [18:11] JD: And I'm like that's classic. [18:19] Speaker C: Was born. [18:19] JD: I smoked a cigar smoker. Jeie jeie. Are you thumbs up or thumbs down? [18:27] Jeanne Sutton: So I'm. I'm straight. Like I exactly like he said. Like I don't want to be around it cuz I think they smell really bad. But like you do you boo. Like you want to go smoke cigar [18:36] Chad: smell so good though. [18:37] JD: Genie. [18:38] Jeanne Sutton: No, I don't care for it. [18:41] Chad: What about the greener variety? How do you like that smell? [18:43] Speaker C: I'm saying no cigars unless like that's a good. [18:48] JD: I will pull a bring back. [18:49] Chad: Ask that question again. You do look like a pipe guy. [18:54] JD: All right, Mark is cigars. But yes. [18:58] Speaker E: Can we do the same question but with Something a little greener. [19:00] JD: Not a fan. [19:01] Speaker C: I think cigars are gross. [19:02] Chad: Not a fan document that he's asking, [19:06] Jeanne Sutton: are my clients going to see it? [19:08] JD: We had Greg Kush on. It's just weird. Okay. [19:12] Chad: She doesn't want to answer. [19:13] JD: Jeannie, last one. Last one for you. And I think it's really important. Not a. Not a no per do, but a real topic here. And having you here is a great opportunity for me. Sully forced me to write an article. He literally did. [19:27] Jeanne Sutton: He legit forced you to write that. [19:29] Chad: He forced. [19:30] JD: Not that topic, but he forced me to write one. I spat out something that I honestly felt like, fantastic. Came from my heart. Yeah. And it was, hey, telling advisors, maybe you should work more on old school business tactics like build your business, build your internal operations, and yes, maybe go knock on doors with a schmooze kit and win business instead of. There's this narrative out there of like, you should be posting more content. You should be videoing yourself and putting it on Instagram and Twitter. And I felt like advisors were feeling like if I don't do this stuff, I'm like falling behind. And I kind of had this moment of like, not falling behind. Those people aren't winning tons of business from that shit. Work on your business. Grow your business the old fashioned way. I got a couple of articles that came back my way from Sherry and Faith and people out there saying, you know, jabbing me back. You're hashtag 401k, lady, and you do not have to agree with me in any way, shape or form. Where do you sit on this? [20:32] Jeanne Sutton: So, okay, so I 100% agree with literally every article that was written. I 100% agree with yours. I 100% agree with sh. Yeah, they're very 100% agree with me. And this is not me being like, oh, my God, I love everybody. I agree with them all. [20:49] JD: We know, right? [20:51] Jeanne Sutton: No, I literally do. And so where I will bust your balls is I thought your message was perfect and I absolutely agree with it. Like, today I was talking about old school sales, not social media. I thought you were a very ironic messenger of the don't do social media. Like, like, it probably would have helped you if you would have been like, if you would have jabbed a little bit of fun at yourself. Like, okay, I get that I have a YouTube channel, and I'm telling you, [21:20] Chad: even social media, it was like, that you don't need to do social media. [21:24] Jeanne Sutton: It was pretty. And there wasn't a out necessarily for myself and Jake some. Some of the people that you called out, there wasn't necessarily an out for us. Like, hey, props to them. Like, they do it and it works. It was like, don't do it. These people do it. Don't do it. There was no out. [21:46] Speaker E: I took it as, hey, these people do it and do it well. But that's not what you need to be doing. Not everybody can be you or Jake. [21:52] JD: You're all going to be Genie. You're not all going to be Jake is what I meant. You're not all. You've not. They're great at this. You're maybe not so great at it. And you don't. And I. [22:01] Speaker E: Let me respond. [22:03] JD: The. The iron. The iron. [22:06] Jeanne Sutton: The irony of you. The irony telling people not to do social media. [22:11] JD: The irony of this whole situation is it's. It's a little okay for me to do it. I'll tell you why. Because my audience, my network is advisors. And so the people that I'm connected to online are the people that I'm selling to in a B2B concept. When I see most of them. [22:33] Speaker C: Does that count? [22:36] JD: Listen to me. What I see most advisors posting stuff. It's a echo chamber of your local. First of all, the first people to like and comment are going to be your local wholesalers. [22:48] Speaker C: They can't say anything. [22:50] JD: Way to go, Tommy. Congrats. Way to go, Sally. And then there's gonna be a whole slew of your peers saying, good job. I see very few. You might be an exception because of [22:59] Chad: your network and Alex and a few others that are getting plan sponsor feedback, [23:04] JD: not human resources people. It's not chief financial officer, but Judy, [23:08] Chad: that's not a bad thing though, in my point of view. Like, look at what it's elevated. Some of the folks in our space too. [23:14] Speaker C: I see. [23:15] Chad: What J.D. why? Just because you're not going after your target audience doesn't mean that you haven't put content out there now that you can then share off of social right. And push it out via. Hey, I met this client. Look at what I put out about cost of living adjustment increases. And you fire that over so it can be leveraged in multiple ways. [23:36] Jeanne Sutton: I agree with what you're saying. I also say, you know, you got to start somewhere. Nobody's first video given the given. [23:43] JD: Let's see. I give you four hours on a Monday morning. [23:46] Jeanne Sutton: Yeah. [23:46] JD: What are you gonna. That's what I'm trying to teach as advisor. Where are you gonna spend it? Are you gonna spend it trying to come up with a cool post that Chad wants you to share via LinkedIn or you're gonna share it. Actually trying to like grow your business. [23:59] Jeanne Sutton: I mean, I still like content. Like, I, I don't think content's a bad thing. I agree with what everybody said. I'm saying regardless of your audience, if I stood up at a TPA convention on the stage and told and told people to not do social media, they would look at me like I was insane. [24:16] Chad: Well, not a third party administrator comments. They would all be like, oh, that's very helpful. [24:27] JD: J.D. [24:28] Chad: to your, to your, your point there, I, I think, and I could be very wrong in this, but I think the difference in what the two of you are saying is that the type of marketing that she's doing is being leveraged in multiple ways. It is not just about the people that are witnessing it or commenting on it in social. [24:48] JD: Okay, you're talking about then delivering it through an email. [24:52] Chad: Leveraging it. I was gonna say leveraging. [24:54] JD: I got a lot of this flack about people saying, well, what about video and email? I want to send it to email. I was simply saying, stop wasting your time on Instagram, LinkedIn and Twitter. I don't give a shit. If you want to create videos and email them, blast to your prospects and your clients, whatever, knock yourself out. That to me is good old fashioned hard work work. My concern is someone going on, I only have like 100 followers on Instagram and I really gotta like get some stuff out there because so and so tells me I should. I'm like, stop worrying about that. Run your business. And Chad, if you want to send [25:29] Chad: video, 12 seconds to take what you just created to push out on email and post it. [25:36] JD: Well, there's where you're wrong. [25:36] Jeanne Sutton: That's true. A lot of the work [25:39] Chad: creation, it's not in how you do deliver it. [25:42] JD: No, because, and she'll tell you this, [25:44] Chad: you got to follow up. [25:47] JD: You have to build your network. You do have to engage on social comment at other people's [25:54] Chad: point. [25:55] JD: The 12 seconds you take to put it on your social media where you have no followers is another waste of time. Well, that probably helps media build your audience. That takes time, energy, effort, effort, years of work. And I'm saying don't spend those years, spend them on your business. [26:13] Jeanne Sutton: I think the most valuable thing he said was don't sit there and beat yourself up. If it's not for you, it's going to be for some people and they want to do the time and they want to end like props to you, go for it. But if you're if that's not your mojo, don't beat yourself up. And that's a very valuable like that did need to be said. [26:30] JD: I even go further though. I feel like get your business if you're a startup advisor, get your business to a million in revenue, then talk to me about what you want to do on social media. If you're existing, get from 1 million to 3 million then tell then go ahead and start hopping on TikTok. [26:51] Chad: J.D. you're saying that leveraging social media and maybe I'll say posting on social media is not a business business generator for most it's not. [27:02] Jeanne Sutton: So you guys, there's marketing and there's sales. Posting on on social media is marketing. It's not sales, but it is marketing. And marketing backs up sales. [27:11] Chad: Which is such a good point. Jeannie. [27:14] JD: If 10 people liked it and one person commented, yeah, it's marketing. It's just really bad marketing. [27:21] Chad: Flyers and 500 people throw them straight in the trash. But five keep them. That's still Mark. I still hit five people. So if 10 people comment, I still hit bad people. [27:31] Jeanne Sutton: And you know what? You're only talking about comments and likes. I I don't even care if they look at it. Like if they see if you're scrolling and you see the 401k lady hashtag, you saw my brand. Boom. I don't care if you read it, I don't care if you liked it. I don't know if you clicked on it, you still saw 401k lady, catch me outside. How about that? [27:46] JD: That's fair. If the people that are following it are potential prospects. [27:54] Jeanne Sutton: So it's which came first, the chicken or the egg. You are not going to get good people following you if you don't put out good content. [27:59] JD: Agreed. And both of those take time, energy and effort and I think they could be better spent on other things. [28:06] Jeanne Sutton: I think that's where I stand, people. Yes. It could be spent on better notes. I will say. I will agree with that. [28:12] JD: I win. No, I love. Well, that was good. I appreciate that. I think it's gonna be an ongoing conversation for sure. [28:21] Chad: It should continue to be an ongoing conversation because it's gonna change 100%. What is working now may be different. [28:28] Jeanne Sutton: Yeah, it's absolutely 100%. [28:29] JD: Okay, we're gonna let you get back to the conference. But Jeannie, it's been awesome to have you back. [28:36] Jeanne Sutton: Love being here. You guys know I love being here. [28:38] JD: You definitely now I would think would be our most times on the show [28:42] Jeanne Sutton: do I get a stash you're also [28:43] Chad: the one that never backs down to JD and I appreciate that. [28:47] JD: Nice that is that is true it's very frustrating to me we can tell [28:52] Jeanne Sutton: if I come on again can I get a sash that says like most [28:56] Speaker E: would you like like a tiara or [28:57] Speaker C: something like that the first only and last person guest to ever go to our foster city yeah you were oh sure oh yeah sure okay place is [29:09] JD: no longer we are very appreciative of your friendship. You're part of the retirex family thanks for taking time [29:18] Chad: in the space [29:21] JD: and thanks for tuning in again. We're streaming here live from the wealth at Work conference in Las Vegas, Nevada put on by advisor 2X. Great conference. If you haven't checked it out, check it out. Agree Genie Good conference. [29:35] Jeanne Sutton: You're dope One of my favorites that [29:39] JD: has been another episode of Retire Alex we are changing the retirement plan industry 1 corona modelo without a line at a time. [29:48] Jeanne Sutton: Oh my kids.