Sales Strategy & Follow-Up Discipline with Paul Hughes

[0:09] JD: Hello everybody. Welcome to Retireholics. This is the show where 401k people learn about 401k stuff and 403b stuff from time to time and get cool stock tips from robe guy and you know, evolve their practice. I've heard recently that 10 out of 10 plan sponsors that put out a request for proposal. One of the questions for advisors is do you listen to Retireholics? And if the answer is no, they're not going to hire you. So it's a good thing if you're here today. And guess what? For all you boomers out there, we brought a boomer on today. So it's like a bloomer edition. [0:55] Paul Hughes: Hey, [0:58] JD: boomers don't print the Internet. People don't print the Internet. Hey, congrats to last year's chat bar. Last year, last week's chat bar champion, Timothy Yee. [1:11] Chad: Timothy, I hope you like anchovies on your pizza. I got, I got Timothy the King Arthur's supreme with extra anchovies. He's got a total of 44 slices coming his way. I don't know if they're there yet, Timothy, you let us know. But if they're not, they should be there at any moment. [1:33] Mark: Jd, I feel like you can't send. Okay, he just said he loves Angela. Nevermind like you can't do that. It's wasting. If you're just going to put a bunch of weird stuff on there. [1:42] Chad: That's the fun part, Mark. [1:43] JD: No it's not. [1:44] Chad: Dude, send them a bunch of send [1:47] Justin: me pizza every Thursday. [1:48] Chad: Please send them pizza that they don't like is fun. It's fun. [1:55] Speaker F: Do they even deliver out there? [1:58] Justin: No, There's one. [2:04] Chad: Thank you everyone for tuning in. We appreciate you joining us here on another Thursday night. [2:11] JD: Let's do it, Justin. This is the point of the show where Justin introduces the guest and you out there rate Justin on a scale of zero to blah, blah, blah. You know how it works. Let's do it. Go Justin. [2:26] Speaker F: He's one of the kindest human beings I've ever had the pleasure of meeting. Pop Pop, my sincerest apologies for what I'm about to say. I got it all from JD. He founded People Help in 1975. Senior PE plan design consultants was started, which can be confirmed simply by going to his website. Lots of words everywhere. Looks like Chad's wet dream. He lost his gallbladder. [2:51] Chad: It does. [2:54] Speaker F: He lost his gallbladder while storming the beach Normandy. He initially told JD no when he asked for his daughter's hand in marriage. Years. Years later, in an unrelated incident, Pop Pop was struck by a Shank from JD7 Iron. And apparently the bump has never gone away. Yeah, he and his wife Carol, AKA Nana, hold the world record for most meals eaten at a Panera where they eat breakfast every morning. He loves Jagermeister and can supposedly drink Hackler into the table. He pounds his Golf drives about 120 yards and with the help of his wife, once lost an ungodly amount of money at the Native American casino Mystic Lake in Minnesota playing video poker of all games. I don't have an exact number, but I'm told it's in the tens of thousands range. Ladies and gentlemen, the founder of People Help and father in law to everyone's favorite hippie, Mr. Paul Hughes. [3:46] Paul Hughes: Thanks. All good to be here. [3:49] Mark: Justin, that was your best intro ever. [3:52] Chad: Okay, well done. [3:53] Paul Hughes: Well, let me give you 10. The accuracy was rather incredible. That's good. That's. That is really good. [3:59] Chad: I'm gonna give you a 10. Well done. All right, next, next segment we're gonna do today is beer of the episode. I'm gonna take that segment on myself. I'm drinking Coors Light. [4:12] Justin: Funny how you remember to do Coors Light. [4:14] Mark: You're not drinking Coors Light. [4:16] Chad: I mean, I'm drinking Coors Banquet. It's awesome. Five out of five robes. Okay, let's check out some headlines. [4:34] Mark: I see Paul is drinking Modern Times. I love that. [4:41] Paul Hughes: It's not bad. Not a Budweiser, but it is pretty. [4:45] Justin: I was going to say he's definitely in California. [4:52] Chad: Papa. [4:52] JD: Every time the waiter comes to the table or waitress, server, whatever the appropriate term is these days, Papa says, I [5:00] Chad: would like a ice cold Budweiser in [5:03] JD: a chilled frosted glass. [5:06] Chad: And then he looks at them and says, you do have frosted glasses, right? And if they say no, I get up and I walk away because shit goes south from there. All right, headlines, big news. I. I don't know if you all know this, but I wake up just about every morning, crack of dawn, and I scour the Internet for Lawsuits related to 401k plans and government things. And then I typically read through the transcripts and the lawsuit several pages. [5:37] JD: That's how I drink my coffee. [5:39] Chad: Not true. Nevin Adams sent me an email this morning, shout out to Nevin N Nev and told me, hey, you might find this interesting. [5:49] JD: And Nevin's got an article coming out tomorrow about it. But the disruptor that we've talked about on the show before for us all, famous for offering crypto in their 401k plan is suing the Department of Labor. So this is pretty fucking Glenn years. Yes, Sylvia says holy shit. [6:13] Chad: And kudos to Nevin here. I don't this is some weirdo crypto website I went to just because Brandon couldn't handle the PDF version of the lawsuit that I sent him. The real place to go learn about this will be Nevin's well, Lee. Wellly, wellly written, welly written article. It's gonna be so welly written, well written. It'll come out tomorrow. And check it out, here's the deal. [6:39] JD: It's pretty simple, Chad. [6:42] Chad: I'm for us all. [6:43] JD: I got a business model, it involves crypto. I've branded my company that way. It's literally on my website. It's a big flag that I wave to bring on new clients. I've got venture capital backed, private equity money. I'm making that up. I don't know which one they have [7:01] Chad: or don't have, but I got people [7:03] JD: invested in me that put a lot of money into this. And you, the Department of Labor, come out with your silly little frickin thing you wrote, whatever the hell it's called that you've never even written before and destroy my business model. I think if you read Nevin's article tomorrow, they say something like a third of their clients got cold feet because of the Department of Labor's action. [7:28] Chad: They're pissed and they're filing suit. [7:32] Justin: But first, first thing I'm going to say is a third of what clients? Because it's not the existing book of clients, it's not the vast majority of, of what is their revenue. I think they're talking. [7:42] JD: Oh, I thought you were pro crypto. [7:45] Justin: I am, and I'm good with that. I'm just saying I think that that statement's got to carry a lot of fluff. My guess is they sat back and watched the Johnny Depp defamation case and they're like, yeah, we got something here. Defamation of us. Because you threw this, this bad omen out on cryptocurrency and 401k. [8:03] Mark: Look at Chad. Just like pop culture referenced, right? [8:07] Speaker F: Wow, that's rare. [8:09] Chad: That's very rare. [8:10] JD: I like it, Chad. Spreading your wings. Spreading your wings. Okay. But in all reality, they probably had big hopes and dreams to grow their business. It's why they've led with crypto. Even though I think unlike Fidelity for us all had like a 5% cap [8:30] Chad: on what you could put in crypto. [8:32] JD: Somebody fact checked me on that. But, but they were still leading with it like an alternative investments was kind of their jam. And so this does impact their business in a very negative way. And God bless them for suing. [8:47] Chad: And if you, if you dig deep [8:49] JD: into it, they're going to take this [8:51] Chad: argument that we've all been debating in [8:54] JD: the industry for a while and they're going to take it a little deeper and they're going to take it from a legal perspective of where is your right to do and say this? [9:03] Chad: Where have you before voiced some opinion [9:07] JD: or regulation over proper asset classes? How does this line up with our [9:13] Chad: favorite regulation that starts with an E, [9:15] JD: you know, yada, yada, yada, that goes on and on. We can all read Nevin's article tomorrow to find out more. [9:20] Chad: But hey, I say good for you, for us all. I used to give you a lot [9:25] JD: of shit, but I think this is kind of a bold move and a mad respect from me at least, at least today I'll probably talk shit about you. [9:32] Justin: Will it lead anywhere, JD Will it lead anywhere? [9:37] JD: Haven't thought about that. Sure. [9:40] Chad: Maybe. Yeah, it's definitely a between, between the [9:45] JD: brawl between Fidelity in the Department of Labor and now for us all jumping on the doggy pile. I definitely think, I don't know, I shouldn't say definitely. [9:56] Chad: I, I think the Department of Labor needs to be a little more, you [10:00] JD: know, careful with some of the things they do because they're, they're, they need to tiptoe a little more. But maybe I'm wrong. We'll see. [10:07] Speaker F: Fidelity hasn't filed a lawsuit. Right. They just kind of said, you, we're going to do this this way. [10:11] Chad: They're just in a little debate back and forth. According to Jason Robertsuit, if you remember, according to Jason Roberts, it was Fidelity's [10:20] JD: people talking with the Department of Labor's people and sorting through that stuff. So I like to exacerbate that to a fight. Justin, that's, it's more fun that way. Even though they're having responsible conversations. [10:33] Chad: In other headlines, Investnet Buys acquires our old guest show buddy Scott Buffington at 401k plans.com gonna buy that Lambo. He's been, that's funny you say that, Mark. [10:52] JD: I literally reached out to Scott for comment. I said, quote, hey, I said, congrats on the sale. [11:00] Chad: What color Lambo you getting, Question mark? His response to me was, ha, thanks. So I haven't got any. I'll follow up more on what color he's looking at or, or what style and get back to everybody. [11:15] Mark: He's got compliance Monitoring his emails. He doesn't want to share with what color he's getting. [11:21] JD: I hate to say this to everyone out there. I know envestnet's a big company. I know they do lots of things with record keepers advisors. I'm not super familiar with, like what it is they do. [11:34] Chad: So I don't know. [11:35] JD: Chad, you know anything about what they do? [11:38] Justin: No, not enough. I mean, they're operating as a 338 on a couple different platforms. [11:42] Chad: True. [11:43] JD: They do some fiduciary stuff. [11:44] Justin: That's kind of the extent of my experience with them. [11:48] Chad: I think they go deeper on that. [11:50] JD: I'm making up stuff here, but I think they work a lot on kind of the behind the scenes technology and stuff. And so to have something like this, they want to be attractive to record keepers, they want to be attractive to advisors and continue to be a resource for them. So, Jim, JD's behaving tonight. [12:10] Chad: Sorry. [12:11] Justin: They're complaining that we're not saying acros, and so I think kick us off with TPA. [12:16] Chad: Sorry. Okay, we'll say more acronyms. [12:20] Justin: Thank you. [12:20] Chad: So, yeah. Hey, someone sold out. Apparently Scott's going to continue to work there and run. [12:28] JD: There's a title for him in retirement plans. I didn't put it in my notes, but he's going to stay there. But that's how these acquisitions work, right? They, oh, we want you. You're valuable, you're smart. We'll buy your thing, but then come work for us for a few years. So, Mark, give me all your opinions about it before I move on. [12:46] Justin: Mark wants you to move on already. [12:48] Mark: I mean, we're already good for him. We're not doing too bad. [12:52] Chad: Thanks. Yeah, thanks. [12:54] JD: Headlines. Pace keeper. [12:55] Mark: Yeah, you're welcome. [12:56] JD: I appreciate it. [12:58] Chad: Let's go to topic one. We got the boomer here. We got the, you know, if you. How I mean, talk about having experience in sales. I mean, when you're 140 fucking years old, you've got a lot of experience in sales, so. Oh, Timothy sent a picture of his pizza. Yes. And he's drinking from it. [13:19] Justin: He's got his mug. [13:20] Chad: Mug out. [13:21] Speaker F: Wait, you sent him 10? [13:23] JD: No, like I sent him like five or something. [13:27] Mark: Yeah, the amounts are going down a little bit, as we can tell. [13:31] Chad: I figure, you know, 100 bucks a week is too much. My wife's watching this show. She's gonna be like, you're spending what, [13:38] JD: 400 bucks a month on sending people gifts. [13:42] Chad: Looks good. I love it. It does look good, actually. [13:46] Mark: We actually pay attention to what we spend. Like our expense reports get monitored. [13:50] Chad: No, fuck that. Yeah, don't look at mine, spend it sales. We're going to talk sales. And all joking aside, this has what. [14:01] JD: This is what Papa has spent the great majority of his life thinking about, [14:07] Chad: reading about, writing long extensive notes on those yellow lined paper things, whatever you call those notebooks. And so he really has put a lot of time and energy in this. He also has done sales, strategy sales. [14:23] JD: I don't know if I call it support, coaching, counseling to very large corporations all across the company, the country. I can't, I haven't said any acro sense but I can't speak English so I have been drinking. [14:38] Chad: So let me, let me start it to. I'll go to Mark first and then [14:43] JD: Papa, I'll get your insights on this. [14:45] Mark: Why don't we start with the guest he has. [14:47] Chad: Because I want to. Because I want to set it up in a 401k slant and then let Papa take it from a general concept slant. So Mark to you. Do you think most advisors go into a sales meeting with a pretty laid out plan of attack or. And can you comment on what you [15:06] JD: think that looks like? Do they have a strategy, a plan? [15:10] Mark: My answer is just going to be this. The majority of the time. No, but specific to. I'll just say the smaller startup market where again where we spend a lot of time. I think a lot of those meetings are just like guided by us. They rely on us to do the heavy lifting and to kind of step in and take them through a process. We've built, you know, deliverables, presentations, flows. We've got all the information. They just kind of let us run with it. I always tell an advisor, I want to tee you up with questions, I want to bring you in because I don't want it to be just me talking. That, that doesn't help. I'd say as you go up, I hate saying these words because it makes you sound all salesy but as you go up market, you got bigger plans. Yeah. Then there's more of an agenda. Advisors have built out presentations that they've customized, that they've used and there is more thought put into how they want to structure the meeting, how the agenda should go, who they're presenting to, all of that kind of stuff. So I guess my answer is yes and no. [16:17] Chad: Okay, Papa, how shocking would that be to you if given all the time you spent in your career, in life? I mean, how important do you think it is for someone to be going in with a Cognizant plan of attack, [16:31] JD: so to speak, to sell a product, whether it's a 401k or anything else. [16:35] Paul Hughes: Well, the reality is this, I'm a very strong proponent that your pre call planning is extremely important. And what we have found working with our clients is, you know, the old concept of trying to wing it a little bit is dead and gone. Should have died 1956. The reality is today, even the smaller platforms that you're going to sell to in my mind may be a little bit more sophisticated than you anticipate. And I would not leave it to risk to engage in any kind of presentation small, medium and or as you might put under the heading large without having done my homework on the front end. And that pre call planning is, in my mind, extremely critical. If you haven't thought through a combination of two sides of the coin, and that is what is the expectation on your part and theirs at the outset, coupled with answering the question in your mind, what could go wrong, then you're going to cheat yourself out of the kind of thoroughness in your planning that will make a difference in my mind of being not just a presenter, but a convincer of trying to direct this particular piece of business in the manner that you wish for to move toward. [17:58] JD: I would for sure want to do my homework. And as loose as I might seem, [18:04] Chad: you know, Justin, you and I were on a Zoom call this morning. Papa's got some alert in front of him. Justin, you and I run a Zoom call this morning and the loose surfer was getting a little gnarly with you, right? Wanting to know details about certain things and wrap fees and this and that. And the reason being is because I wanted to make sure that our advisor [18:26] JD: was prepared for any conversation or question that might come his way. [18:34] Chad: I've always done that. [18:35] JD: And so I'm with you, Papa. [18:37] Chad: On the home where. [18:38] JD: Oh, he's actually taking a shot of alert. [18:40] Speaker F: Let's see this face. [18:42] Paul Hughes: Not too shabby. [18:44] Chad: What? [18:45] Speaker F: What? [18:45] Justin: It's burning your insides right now. [18:47] Chad: Oh my God. News alert. When you're a boomer, you lose your taste buds. [18:53] Speaker F: Not yet. [18:53] Paul Hughes: Not yet. [18:54] Mark: Wait, how many times have you have Covid? [18:59] Paul Hughes: Only once that I can recall. [19:01] Mark: Okay, this is coming from a guy who. Justin, in your intro, if that was true, you just like Jaeger. Like, you just like it. [19:08] Paul Hughes: Well, I like Jaeger at the end. I don't like it on the front end. I like at the back end of my drinking. [19:14] Mark: The back end. So like, like your. Your end of the night drink, like last call. [19:21] Paul Hughes: You walked up? Absolutely. Yeah. No, I mean finish a meal. You know, my buddy and I, when we get to. [19:27] Speaker F: I think the rest of us grew out of that in like early 20s. [19:30] Paul Hughes: Well, that's right. You guys are missing all the good [19:32] Mark: stuff because we gotta go in. A double Yator was always a front of the night thing for me, which the end of the night was always really bad because of it. [19:41] Chad: I, I don't like a lot of things derailing us, but I'll let Malort take that stage. So that was good. That was odd. You're the first person ever swig Malort and have zero reaction to it. But back to the concept here. I do agree with you on the homework. I mean, I can't even imagine, to be honest with you, someone going into a point of sale without at least feeling pretty comfortable about all the variables, you know, the pricing, the incumbents pricing, [20:07] JD: the incumbents, values and skills that, what you're bringing in, etc. Etc. But what I want to shift it to more is the strategy around how to tackle that very meeting. And I know maybe that meeting is live for some people and maybe it's on zoom for a lot of other people these days, but regardless, there's still [20:26] Chad: a beginning, a middle and an end to this 60 minute, 45 minute meeting. And you have an objective as an advisor trying to win this business. And so you'd mentioned something to me, Papa, at my house, around like three sections, I think you called it probing, which I did kind of chuckle inside because I know Chad likes to probe [20:48] JD: his clients or prospects a lot. [20:50] Chad: And you mentioned another one and a third one. Maybe you can kind of highlight this, this kind of plan of attack, if you will, or areas to be cognizant of. [20:58] Paul Hughes: Yeah, let me, let me just try to reiterate, I mean, the three most vital skill sets that we work on in our talent development with our clients is the first and foremost, the one that I think is extremely important, that is the skill and probing. It always amazes me as we work with people one on one in their selling, what kind of questions do they ask? How deep seated are they? How much do they really uncover in the way of understanding this particular client situation, the challenges they face, the opportunities they face. So the probing skills is critical. Next is obviously in concert with you and all of your people in the audience. The presumption we make is you have a thorough understanding of the product knowledge, the technical knowledge, the competitive knowledge and the marketplace knowledge in bringing forth what you learn from the probing process to Be able to completely tailor that sales message that you want to deliver to this particular client. And then thirdly, the skill that I think we all who professionally sell must be absolutely fine tuned at all times is our ability to. Objection. Response. If you aren't ready for and able to handle effectively the pushbacks you get, the objections you're going to encounter, you're going to get buried. So those are three criticals that you absolutely are must haves. [22:27] JD: I mean, Chad, let's put this into a 401k context. [22:31] Chad: You've got a meeting next week. [22:33] JD: It's two, $2 million takeover, 50 participants. You're going in with your advisor, your advisor, and you have gathered the 408B2, the 404A5. [22:45] Chad: You got everything in front of you, list of funds, current comp. You've put together a few solutions which to Papa's point, I'm assuming you and that advisor put those new solutions together intelligently and strategically based upon what we got. [23:00] Justin: From probing. [23:02] JD: Right, from probing. [23:03] Chad: So I mean, are you looking at [23:06] JD: it like a football game, a baseball game, a basketball game, or you're, you're trying to find the best offense? [23:11] Mark: Let's not bring sports into this. [23:15] JD: Give us a little taste of how your brain looks at that and how you prep. [23:20] Justin: Yeah. The hard part that I tend to make a mistake on, but it benefits me more often than not, is that I go in with some preconceived notions based upon the probing that I know what is right for them, I know what is best, and my job is to lead them to that in a way in which they feel comfortable making an informed decision. Now, sometimes I'm wrong. Sometimes I get in there, I just happened to be. [23:42] Chad: Do you think that's a mistake or [23:44] JD: is that possibly a strength? [23:46] Justin: I think it's a. I think it's a strength. But to Papa's point, I need to be able to rebound when I learn differently, when I get an objection that that is not actually their goal or what they're trying to accomplish. And so yes, I do go in it with a game plan. And someone put it in the, in the chat earlier, I think it was Will, that you've got a plan until you get punched in the face. The old Tyson quote. You go into those meetings with a plan, you have your offense, you know what you're intending to do, you know what you need to get accomplished. You believe you know what the client wants you to accomplish as well. But every once in a while you're going to get a curveball and you have to be able to. Bob, you got to pivot. [24:25] JD: Yeah, yeah. You know, it's fine. The same thing happens in surfing. You go out for a contest, you [24:31] Chad: watch a lineup for an hour, two hours, you pick where you want to go to catch the types of waves [24:37] JD: you want, and then Mother Nature doesn't cooperate. [24:40] Chad: You. [24:41] JD: Even when I was 12 years old, I'd have to have a backup plan in my head. You know, if I get to this [24:45] Chad: point in the heat with this many [24:47] JD: minutes left, I gotta shift to plan B and. And scrap. [24:52] Chad: Justin, are you looking at this the same way when you've got to go into a point of sale? And we're. I remember that scene. I love that scene. I mean, to Chad's point where he said it's maybe an overconfident thing. Are you walking in thinking, oh, they're [25:17] JD: with this vendor and their costs are high. And I'm just using a simple example. [25:22] Chad: My advisor. I decided to come in with American funds, and it's cheaper. And we know this because the client told us they were frugal. And so you feel like that that's your strategy. [25:32] JD: Like, have you lined it out that [25:33] Chad: much and that that's your plan to [25:36] JD: kind of score the goal and win the biz? [25:38] Speaker F: Yeah, for sure. I mean, I'm a student. What Chad does. I mean, everything we know, he taught us. And so we go in there, hey, look at it with a critical eye, saying, hey, this is what the client should do. But always, kind of like with you and your surfing, have a backup plan in case that does not go according to plan. [25:52] Justin: Let's acknowledge, too, that we don't go in throwing spaghetti at the wall with a whole bunch of things that we think might work. We go in to build a relationship trust, to make sure that they feel comfortable in the decisions they're making. But usually I have one or two hooks that I believe are exactly what they need and want to hear to solve whatever issues they're having or accomplish whatever goals they're set out to accomplish. And that's what I'm. That's. My plan is to get to those two. The rest of it is the fluff. And to Paul's point earlier of saying, you know, I think what I heard, Paul, was, you know, be really buttoned up and on point. Over the years I've been doing this, I have found that to be more harmful than being casual, comfortable, and creating banter and relationship. So I go in really loose. But I hit those two hooks. I hit those hooks Hard and make sure that they hear what they need to hear. [26:50] Paul Hughes: Part of the science, as well as the artistry of being effective with your probes, in my mind is to have a set of, you know, I need to know these three pertinent things with regard to the client potentiality. And you begin the probing process, but not with the intent that I have these very regimented questions. I'm going to ask as much as you ask the question. You want to get things opened up, you want them to interact. Obviously. I obviously feel like it's what they tell me that is important, but what they don't tell me is even more important. And that directs my probing process such that I'm really learning. [27:28] Chad: Watch out, he's got his probe. [27:33] Paul Hughes: I like it. Already. [27:34] Chad: We've had this debate. I think we even had it the last time Papa was on this show. Timothy brought up Timothy, while you're shoving pizza down your throat, you're able to get in on that chat bar. And I appreciate that. But he said two things I want to touch on. One is, first of all, you can be prepared and professional and still be loose and confident, as Chad said, obviously. And I think that's a good point to make. But then you also said this one that gets under my skin a little bit, Timothy, which is, I hear this a lot. This whole, oh, you need to listen more and speak less. [28:11] JD: This is a constant advice. I get this coaching and sales. Oh, you need to, you need to be listening more. You need to let them talk more. Let them talk. You don't talk. And I think maybe we need to put this in perspective. If you're fact finding, you know, if [28:26] Chad: you honestly don't know anything and you [28:28] JD: have no strategy in place, then I get it, you're trying to learn, so you're asking questions. [28:33] Chad: But here's the fact of the matter. [28:34] JD: In my opinion, plan sponsors, decision makers don't know this industry the way you do. So once you've done your fact finding and you know what's important to them and what they're interested in and in their current plan and their current fee structure and their current, you know, pros and cons, I really think it's up to you to go in there and in a sense, control the room and let them know, yes, I've listened to you, I've gotten your feedback. I went back to my lab and I figured out what are the right solutions for you customize this approach. Now me, an expert, is going to explain to you these differences and why they're a Better fit for your company. This is not the time for warm fuzzies and for you to let them talk. This is the time for you to show them that you give a shit. You worked hard and you put solutions in place that fix their problem. [29:26] Chad: And that's how I did my career [29:28] JD: when I was in sales. [29:29] Chad: And it, it worked phenomenally well. [29:32] JD: I had a plan. I controlled the room. I did not sit and listen, listen, listen. I talked, talked, talked. You all, you all are familiar with me doing that, but if it was coming from the right place and I'd done the right research and I put all the blood, sweat and tears into the numbers and the solutions and listened to what they needed, I just be careful. You do need to be confident and you do need to control that room. [29:58] Justin: I feel like finals. Agreed. But keep in note, you're talking about a finals and the fact finding has been done and the fact finding, you need to ask guided questions, as Timothy's saying, and listen to their answers and then don't just ask another question, digest the answers, bridge them, lead to further discussion. Because if they're bringing it up, there's a reason they're bringing it up. [30:22] Chad: And Samson, it's not a show up and throw up. And I know you know this, it's [30:30] JD: a show up and in a nice, balanced, like Chad said, calm, confident but cool way, like professional way. Like show them that you care. Like I said, you did all the work, but then show them that you have solutions. And so it's not like I'm just going there and screaming at them and [30:46] Chad: telling them what I think is right [30:48] JD: and this and that, but it's definitely, it edges towards, hey, I'm the professional. [30:54] Chad: I live, breathe and sleep. [30:56] JD: This stuff you do not you now. Well, hopefully you trust me because I've worked hard to bring you solutions. [31:04] Chad: Anyways, I'm just trying to share with people like what I felt like and [31:09] JD: how I felt things resonated with the people I was talking to. [31:13] Chad: And it wasn't me sitting around asking [31:15] JD: a lot of questions all the time. [31:17] Chad: It was me sharing what was in my brain with them because they're busy building widgets and I'm spending my life [31:25] JD: thinking about 401k plans. So my value to them is to crack open this head and let them see what I got in terms of helping them fix their problems. [31:37] Justin: Crazy with you. [31:39] JD: Okay, Mark, after every subject I'm gonna [31:43] Chad: ask what your opinion is. [31:46] Mark: Well, that's funny. I actually just direct message Justin and I said I feel like I, I Don't do any of this. I don't ever think of any of this. So it's probably why I'm not a good salesperson. [31:59] Chad: What is your. What is the secret to your success? [32:02] Speaker F: You told me that in confidence, man. [32:05] Mark: Come on. I can't lie. I'm not good at that. But we know that. I think my. I don't have a secret. I just go in. I'm myself. I do what I do. [32:17] Justin: And if. [32:18] Mark: If that doesn't work, we'll. Some bitch. [32:23] Chad: All right. Papa. [32:24] Justin: Papa. Such an over prepared dude. [32:26] Chad: Papa. [32:27] JD: Plan design. [32:28] Chad: Plan Design consultants has just hired you to work with Robe guy. And he just said the things that he said to the world. How might you respond to him as a sales coach? [32:41] Mark: Before Paul answers that. And by the way, I don't feel comfortable calling you what JD just called you. So I apologize. I have more respect than that. It's one of those things where I think the way you guys describe it and talk about it, it makes me feel sleazy. I'm going to be honest. Like all the books that are written about sales, all the training that you hear about, it's like you're just doing all these things because you're trying to convince somebody or trick somebody or pull something on somebody, where I just go. And I'm like, I just want to tell you what I'm here to tell you, tell you in an authentic way, explain it so you understand it, and give you the option of using my services. And so maybe some of that you're talking about inherently flows through without me even knowing it. But I've never spent time to sit down and be like, well, I'm going to say this because of this kind of like, I don't work that way because I feel like when I do that, even on this show, hey, guess what, everybody? Years ago on the show, JD Used to try to write jokes for me. He used to try to give me things to say. It doesn't go over well when I do that. [33:49] Chad: Okay. Never does well. [33:51] Paul Hughes: You know, Mark, I think the thing that's important not only for you, but everybody else is we're as. I'm listening to the interaction as well as catching some of the chat input. The fact of the matter is, is there are two things that we're getting mixed up here like a bowl of spaghetti. One is process in selling, and the other is personal style. And. And, you know, the real artistry is to blend those two together so that it works for you and it brings out in you the portrayal of the professionalism that you own have earned the confidence that you display. Because, let's face it, when you're across a table from someone and they're attempting to work on some sales process with you, you know, one of the things you look for is how good is this person at doing what they're doing. I often say to the people that I have in any kind of our training sessions that, look, there are X number of people who call on your clients every single week. I mean, in the cat's meow of life, professionally speaking, is if on Friday afternoon they say, okay, I had 80 salespeople calling me this week. Who are the top three? You want to be one of those top three? The other 77 don't mean a damn. And so you know the real opportunity. [35:08] Mark: I'm not even top three. And there's only three of us. Dude, [35:13] Paul Hughes: you and I are going to have a sidebar when this is over with. [35:15] Justin: Yeah. [35:17] Chad: Hey, Paul. [35:18] Mark: Me, you, and Melort, baby. All night. [35:22] Chad: Chad, we're going to get Papa and [35:23] Paul Hughes: I'll bring the whole model. [35:25] Chad: Let's Papa. You have nothing to worry about here. We are simply going to spin the wheel of Ice because that's something we got to do. [35:33] Justin: Hackler has one. I don't know who he's teamed up with, but Hackler has. [35:37] Chad: Hackler, name someone you're teamed up with right now in the chat. Okay? Go spin it. [35:42] Justin: Hacking JD I like that. [35:46] Speaker F: Good job, Hack. [35:48] Chad: Never rooted for myself till right now. [35:51] Justin: I hope Brandon changed it so it's only you. [35:57] Chad: Can we stop for a moment? Oh, [36:03] Paul Hughes: can everyone. [36:06] JD: Can everyone stop? Did you all hear Chad's comments? [36:10] Mark: What? [36:10] JD: As the wheel was spinning, he goes, I hope Brandon changed the wheel. We've had this conversation before, Chad. [36:19] Speaker F: You wouldn't be full of intention if they did that. [36:21] Chad: Chad, the wheel. [36:23] JD: Thank you, Justin. [36:24] Mark: I want Brandon next time. No pressure. Brandon, for the screen to come up and to have that old rickety cardboard wheel we used to use and have Brandon's hand just spinning and it barely moves like. And then it's just him every time. [36:40] Speaker F: That was a good one. I missed that. [36:42] Chad: Dad, I don't know how many times [36:43] JD: I can say this to you and to our audience. The wheel does what the wheel does. It's random. It's not a programmed thing. [36:52] Justin: Yes, but he could remove and only have JD on there if it was just JD in every column. [36:58] Chad: Sure, he can remove people, and mind you, he could do lots of things. Chad, my point is, to you in the audience, he doesn't do that, Timothy. We honestly had a. The very first wheel was a cardboard wheel. We'll. We'll try to find some. I'm going to throw out an Instagram. Follow us on tireholics. I'll throw out a history of wheels that they've evolved several times. We've had several different wheels made of cardboard, wood, and different versions. [37:29] Mark: I think we ever get back on [37:30] Speaker F: the couch, I think we need to bring that thing back. [37:33] Mark: Well, I think what Chad wants to do one day randomly is have a private zoom session with Brandon and spin the wheel a hundred times to see what the percentages are. That's what Chad wants. He wants data gathering. [37:48] Chad: All right, what do you say we mix it up and we play the totally original no or dope game? [38:02] JD: What? [38:14] Chad: What's up, Justin? [38:15] JD: Are you not doping on the game? [38:16] Justin: I had it. [38:17] Speaker F: No, no, I had a. Just spot. You know. You know how you have dreams and all of a sudden you see something in real life and it reminds you of it? This just happened. I had a dream last night that some big. You know, let's call it the Department of Labor, whatever, just for shits, and [38:31] Mark: give us here the dol Ixnade. [38:36] Speaker F: The no dope game. Like, we could no longer do it. [38:40] Chad: Talk about going outside of their jurisdiction. Holy. [38:44] Speaker F: It wasn't them, but it was some higher hierarchy in my dream. [38:49] Chad: Wow. [38:50] Speaker F: Yeah. [38:50] Chad: I don't. [38:52] Speaker F: Heavy. [38:52] Chad: I don't have. [38:53] Mark: I don't have the buttons. Brandon said JD Said Department of Labor. [38:58] Chad: What? Brandon, what was your thought? Sorry. [39:00] Justin: I was saying Mark was probably suing them in the dream. [39:05] Speaker F: Right? [39:06] Justin: Suing JD to stop it. [39:07] Chad: Yeah, for sure. [39:09] Justin: Yeah, [39:12] Chad: that would be a more proper lawsuit. [39:14] Mark: I've already contacted my legal team about JD Papa. [39:17] Chad: The way the totally nope or dope game goes is my game. I run it. You can speak whenever, but Mark will speak when he's spoken to. Gonna bring up, like a pop culture kind of thing. And if. If you like it, you say it's dope. If you don't like it, you say nope. And then you let us know a little bit why. [39:34] JD: Okay. [39:35] Chad: I'm always gonna start. I'm always gonna start with you, the guest, unless it's a very rare question, none of those will happen tonight. [39:43] Mark: That idea. [39:44] Chad: Okay, you're losing your hair. You know, it happens to some people. Hair's not growing in like it used to. How do you feel about solutions? Besides shaving your head, I.e. combovers or the side to the ponytail. Yes, I'll drink for the. Whatever that stands for. Is there anything that's okay, that's non shaven? [40:12] JD: Are you okay with the other options? [40:15] Chad: Because, papa, you're rocking one. What do you call the. Just around the side, the crown or the. [40:21] Paul Hughes: Well, first of all, I call it the remaining. You know, secondly, with regards to the question you're asking, I'm not big on any of the artificial crap that you have to do. So your head looks different. I mean, mine is what it is. And, you know, I have a few antennas growing out of the top and people have referred to those in different fashions, but I'd like to think that they're, you know, hooking me up to the universe out there and it's adding to my wisdom. [40:49] JD: Fair enough. [40:51] Chad: Chad and Justin, I'm gonna let you answer together. Are you, are you fans of shaving the head or trying to find some alternative version? [41:00] Speaker F: Well, I've been in both of those stages. When I first started going out, like 23, I was like getting the, yeah, use Rogaine and all that shit. And once I finally realized it's nothing's gonna help, I just, yeah, it was much better to shave it. [41:14] Justin: I've been cutting my hair since I was shaving my head. Since I was pretty much full time. Since I was 10 or 11, I really have never had hair. But my dad said God made only so many perfect heads. The rest he covered with hair. [41:29] Chad: Sylvia. Sylvia says just grow hair everywhere else. Funny enough, that's my third question tonight. We'll get to that one. Justin, I just want to say, and I don't consider this an alternative, but I do think the beard with the shaved head is a good look. [41:44] Speaker F: Mark has a little balance. [41:46] Chad: What do you think? Shave it or try to hang on to like a ponytail or, you know, [41:50] JD: a little comb over or maybe you just slick it back. You know, you slick it back kind of thin and weird. [41:57] Mark: I don't. I mean, my answer is pretty simple. It's some of those dudes, when they're just hanging on to nothing, look creepy and they're trying to, you know what's going on there. So stop trying to fool everybody and just get rid of it. [42:11] Speaker F: When I came up with this, it's a generational thing. Older dudes that have the comb over, it works. It looks good. [42:18] JD: I think sometimes it works. [42:20] Chad: I will say I had a very lame, like, I didn't feel good about myself moment when I wanted to ask this question. Because I take these things seriously. The no per dope game I asked, I thought about to myself, like, what [42:33] JD: if that was happening to me. And I have to admit, I. I'm very shallow person. I was fucking scared. I was like, I'm not quite sure [42:40] Chad: what I would do. And so I. I blocked it out. [42:44] JD: I can't. Couldn't answer it myself. And I hope I never have to. [42:47] Chad: But we'll move on to the next one. I was having pizza yesterday with a friend of mine and we had a [42:55] JD: discussion about take home leftover salad. He's apparently into this. [43:04] Chad: I'm gonna go to you. Oh, Papa always goes first. Papa, do you ever take home salad? Is this nope or dope? [43:11] Paul Hughes: I think that's a definite nope. And knowing Nana the way you know her, she classically will take it home, put it in the refrigerator, let it sit there five days, and throw it in the garbage. [43:22] Chad: Well, if we brought Nana into this fucking discussion, it would go forever. Mark. Nope or dope on taking home salad. [43:29] Mark: So now you've opened up a can of worms. [43:32] Chad: Lovely, lovely. Because worm away. [43:35] Mark: I think. I think all of you are being naive. When you hear the word salad. You think lettuce with toppings. That's going to go soggy and be gross. [43:45] Chad: There are. [43:46] Mark: What are you going macaroni variety of salads, right? We've got. We've got potato salad. [43:52] Chad: No, I'm talking lettuce. [43:54] JD: I'm talking lettuce. [43:56] Mark: Figure out your own game and ask the questions specifically. [43:59] Chad: I'm talking fucking lettuce or spinach or kale Fruit salad. [44:05] JD: There are a lot of different. [44:06] Chad: All right, we'll move on. Chad, Justin. Spinach that involves leafed lettuce. Kale, spinach, you know, iceberg. [44:15] Justin: No chance. [44:15] Chad: No. Okay, I agree with you. But I will tell you that my friend said a little advice to everyone. If you do find yourself doing this, you make sure that you have fresh leafy salad substance at home and you mix it in with the old nasty, sloppy stuff. Next one. This goes straight to you, Papa, and kind of to my father as well, since you both founded your company in 1975. [44:46] JD: Putting. I'll drink for this. [44:49] Chad: Putting ink at the end of your company name. I mean, was this really necessary or is this just a cool thing back in the day, people Help Inc. Plan Design Consultants Inc. [45:01] Paul Hughes: Yes, that's dope. That's definitely dope. [45:05] Chad: Why the fuck is that dope? [45:09] Paul Hughes: When you're starting out, you need to build up all of the incremental value you can in other people's minds of what you're all about. And the Inc has this sense of, [45:18] Mark: oh, my God, if you say it [45:20] Paul Hughes: accounts, this makes a guy or his company feel like, wow, we are big shit, you know? [45:26] Chad: Okay, so in 1975, when you and my dad had zero employees, you just figured this would be a very inauthentic way of you fooling people into your bigger company, Chad. Justin, you care to answer this one or. No, I don't. [45:40] Justin: I don't think it carries any weight today, but it doesn't bother me at all if it's there. [45:46] Speaker F: It helps me know if someone qualifies for Kickstarter. [45:52] Chad: Great point, Justin. [45:53] JD: I like that. [45:53] Chad: I like that. [45:54] JD: Probably. [45:55] Chad: Hold on. [45:55] Justin: Does. And they can be an LLC tax. [45:57] Chad: Probably an inside joke for most of us. [46:00] Speaker F: Hold on. Does the shortening version of Incorporated. Is that an accuracy? [46:06] Chad: Sure, why not? [46:06] Mark: Yeah, yeah, yeah. It's because he said it. [46:09] Chad: Yeah. [46:09] Speaker F: Words. [46:10] Paul Hughes: Okay. [46:11] Mark: Paul spelt it, so he's got it. [46:13] Speaker F: Yeah, yeah. [46:15] Paul Hughes: Excuse me. And backing up just a bit because I know you folks are a little probably envious of the hairstyle that I have and that others on this particular show have. You know, the one thing that I always used to look at in my youthful days was losing my hair. Was nice for me because it equated to calling on those senior executives who are also net spot. Made me feel like I was a little older. And I thought they probably would think, hey, this guy's. This guy's Gus and Mars, because he ain't got anything. [46:46] Justin: Hey, shaving the wraparound tomorrow. This is John giving it Papa. [46:51] JD: Hashtag goals, man. Hashtag goals. [46:54] Chad: I'm not gonna go to you, fruit salad. We'll move to the last one. We'll move to the last one. All right, Sylvia, here we go. You brought it up. Nope or dope, Papa. I'm assuming you're nope on this one, but tell me you're dope, and I'm going to be really freaked out. Shaving your bodily hair, you know, anywhere besides your face and your head. Shaving for yes. That could include that other spot. [47:26] Paul Hughes: Have you been talking to Nana about this? Because she thinks I should be doing this kind of stuff, and it's definitely a no for me, man. [47:34] Chad: Okay, nope for you. No for you. But dope for Nana, not good to know. That's gonna stay with me a little while. Chad, are you shaving anything? [47:46] JD: First of all, do you shave your [47:47] Chad: chest, back, legs, arms, head? [47:50] Justin: I trim my. I'm a hairy man. I do trim my chest, yes. [47:53] Chad: Okay, I'll save the crazier question for Justin then. Justin, do you manicure down below? Do you [48:02] Speaker F: sure it looks bigger when [48:03] Justin: you do it, man? [48:04] Mark: Yeah. [48:08] Justin: Oh gosh. [48:10] Chad: Answer honestly, Mark. Any. Any shaving on your body besides your head or your face? [48:18] Mark: You know what they say? [48:20] Chad: Well, that's how the cookie crumbles. [48:24] JD: That's the way the cookie crumbles. [48:26] Chad: Did you get it right? Get it wrong every time? [48:29] Mark: How do you not know your own segue? [48:31] Chad: Don't know my own segue. Okay, topic number two, Chad. When I taught you the business and sales, I self admitted to you a chink in my sales armor. [48:45] JD: I said, you know, I feel, I [48:47] Chad: feel good in a point of sale, but I'm not the follow up guy. You know, like I just, I have this great meeting. I feel like I really wowed everyone in the room and I leave, I get in my car and I go away. And I used to tell the advisor that, he say, hey look, now it's your turn to really follow up. I gotta move on to the next. I think that's probably a mistake in my book. I want to ask you Chad first and then get papa's insights on what we'll call follow up. What's appropriate, what's prudent, what's. What's successful. Has you, I think, self admitted. [49:23] JD: Every call you make, either you sell [49:25] Chad: the client you self admitted. I think that you had a bit of the same problem that I have. How do you feel about it today? Have you talked to the boys about it? Like how do you stand on. Where do you stand on follow up? [49:37] Justin: Well, let me first start by saying it's a little complicated in our world because we're needing to follow up with the advisor, not the client. Because the advisor has brought us in to see their client and the communication typically goes through the advisors, which I [49:52] JD: think that's totally okay. So let's focus on follow up with a client from the advisor's perspective. [49:57] Justin: Yeah. So it's still a hole in our game and to the point where we got heavy into Salesforce. We're making sure that everything's tracking in Salesforce. The only time I really am good at following up, maybe once a quarter when I run the report to see what open opportunities are there. And I'm like, oh shit, that one was pretty much closed. I need to reach back out. Why hasn't that come through yet? So, no, it is, it is still a serious weakness for me and I think it is for the guys as well. [50:25] Chad: Mark, do you. [50:26] JD: Real quickly, quick answer. I'm going to go to papa on the core of all this. Do you do you lose sleep at night or of course you don't lose sleep. Do you have moments of stress that you and or your advisor not following up with? Great, great meetings that you've had over the last few weeks? Oh yeah, it's tough, huh? [50:46] Mark: There's your quick answer. [50:47] Chad: Yeah, thanks. All right, papa, follow up. Come on, I had a great meeting. I can't, I mean I can't call them the next day and say, hey [50:57] JD: man, are we moving on this thing? Are we not moving on this thing? And to give you some context into our industry in the micro market, might [51:05] Chad: someone make a decision and hire you that moment? [51:08] JD: Sure, it happens from time to time. [51:10] Chad: But if you're asking a $10 million plan to move money, you're going to have a phenomenal meeting and more times than not they're going to get back to you. And so now you're confronted with this moment. [51:21] JD: Do I write the cheesy email that says great meeting last week or two weeks ago? And I just wanted to circle back, there's a good corporate term and see where you're at in your decision making process. To me this is, this is a dicey little area. Love this. How much time have you spent thinking about this? I'm sure you've done a lot. How do we look at it? [51:40] Paul Hughes: Two things. And again, if I can, I'm going to reiterate this one. J.D. number one, you show me your pre client planning on the front end and I will write on a piece of paper a percentage of predictability given that you have a client that is receptive to the message, as does this age making authority and the money to pay for it. If those criterias aren't there, then all of a sudden you have to question whether you have a client. Now let's move to the back end. Without follow up, you are simply making a visit and a visit isn't what it's all about. You are there to move things forward in terms of saleability. And so one of the things that I'm rather strong on at the conclusion of your presentation, given that you've dealt with the pushbacks, you've dealt with clarification of things that they had questions about, is that you need to really answer in your own mind the question of the next steps, who does what when? And at this particular point it almost becomes a little tag along sale that I say. And okay in my conclusion, well, so Mark, we've had a good meeting, obviously I believe we've clarified everything that's on the table. And so what I'm going to need to have is some action on both of our parts to move forward. One, you folks need to get together and give the considerations you need to in terms of whether or not this is a good move for you. Secondly, I need to get back to you in an incremental period of time because there are some things we can do to move things along so that it'll be convenient for you as well as it'll be appropriate for us both. So it's really kind of getting back to saying to them that here's what I expect that you'll do for me, Mark, in the next two weeks I will do the following two things and, and let's plan on touching base on Tuesday 7 June. Now having said that not going to [53:33] Chad: happen, tackle that one. [53:35] Justin: Chad, he's creating follow ups. You're creating actions in those statements which is good, that's acceptable and I think more advisors need to do that. Not only set the timeline, but you're creating actions for the client and yourself and setting that timeline. [53:52] Paul Hughes: Yep. [53:52] Justin: What, what I, what I have seen work consecutively in terms of the closing, which is not really what where we're at. We're, we're, we're on the follow up which is where everybody falls down. But I've been telling clients and this has worked really well lately. Call it the last eight months I've been doing this with regularity. I'll finish a meeting and I'll say you have three options. One is to stay put. Two is to take the guidance that we've provided you and hire our advisor partner who's sitting with me. Or three, take the guidance that we've provided you and bring in our team, which we believe is going to be the best fit for, for you. [54:23] Paul Hughes: Excellent. [54:24] Justin: And that creates action. But I think where our industry falls down right now, Paul, is after we walk out of that room if there wasn't a specific follow up and 401ks are not front of mind, this is not like many other lines of work. So it falls to the back burner for these clients. They don't think about it again until we reach out, the client doesn't. And that's where we fall down as an industry. [54:49] Paul Hughes: Well, so then again, I think you know, the continuation of that is to simply say okay in your efforts to create a follow up protocol, if you will, obviously it needs to be sensitive to the time situation because after a certain period of time, whatever you had in the way of a level of interest continues to erode. So secondly is, and here's the big mistake Chad that we always see amongst people we work with is that when they do follow up with a email or a phone call, they use the same damn message time and time again. Well if I call up and I say, you know, I'm just following up to see where you folks are and I'm this is a voice message, perhaps I leave or an email and then a week later I do it again and I say almost the exact same words. You can kiss this one goodbye and wave to it. The problem is is that you have not really displayed the kind of professionalism that warrants my confidence as a client to become your partner because that's what it's all about. [55:53] JD: Can I ask you guys, what do you think about that? And I'm just riffing here because I've been out of this game for a little while. Obviously I Where you. [56:00] Justin: Where you been? [56:03] JD: Obviously I'm, I'm not a fan of like the classic email. Our phone call as a status check in, right? Like hey we had a great meeting. Where are we at with this close that goes. That puts like weird bumps on my arms. Like I'm not into that but could you not like take something that happened in the me. And again I'm just riffing like maybe there was a really extensive conversation around target date funds and you didn't really [56:28] Chad: get to the bottom of it but you know, maybe you kind of sort of did but so you could send [56:33] JD: something along you go hey, I know we kind of debated about two verse through and this and that but check out this white paper. [56:40] Chad: You know I thought this would be [56:41] JD: cool to send along and then so anyways find other ways to reach out and maybe that's just cheesy and they're going to see through that. But what do you guys think about finding other creative ways to reach out that's less of a like hey are we. [56:57] Chad: Is this thing done or not done? And more of a kind of just as Chad likes to put it, a [57:02] JD: touch point, you know. [57:04] Paul Hughes: I'm with you on that. [57:06] Justin: Yeah, for sure. I am too. And often I will reach out with something more personable from the meeting like if they. Most recently a lady told me that she was going mushroom hunting so I reached, I re checked back in two weeks later and asked if she found anything. The follow ups of personal create a much stronger relationship. [57:30] Chad: My vote for chat Mark. [57:35] Paul Hughes: Well you, your chat bar people are really kind of cruel once in a while. I'm sorry Chad. [57:39] Mark: No, I'm sorry I'm just, I'm laughing at Chad's question that he can handle anything. [57:44] Chad: He can handle it. All right, well, we gotta, we gotta wrap and then we're gonna go to Stay tuned in the after show for a quick. [57:53] JD: Not super quick, but a drunk stock tips from robe guy and then we'll get to the basketball game. [57:59] Chad: By the way, Rob Guy, both your picks are up. [58:02] Mark: Oh, have you seen Netflix? To the moon, bro. To the moon. [58:07] Chad: Rope guy's picks have been crushing it. So if you've invested with him, you're probably on your way to a Lambo. I do want to. Papa and I talked in a little bit of prep for this and he reminded me of something. And I know, I know Chad used to do this and I'd like to [58:21] JD: share it with everyone. [58:21] Chad: And maybe you already do this, but I definitely would get to the end of my point of sale meetings and make the comment of, you know, me, Lou surfer. I'd say, hey, I don't want to do the cheesy follow up two weeks with an email checking in with you. I would use that to my advantage and say, I'm not good at it. It's going to be corporate and cheesy. We had a great meeting today. We covered X, Y and Z. Does anyone have a question that's like, you know, that they're concerned about or [58:53] JD: something that I could address or what have you? [58:55] Chad: Because I think we can nip this [58:57] JD: thing in the bud right now and [58:58] Chad: get it done and then I don't have to flake out and not follow up with you. And this, we all get busy doing our thing. And that went over really well a lot of times. [59:06] JD: I did it in a very laissez [59:07] Chad: faire kind of loose way of like, [59:09] JD: I don't want to be that guy [59:11] Chad: following up in three weeks. [59:13] JD: And so another little, you know, something [59:15] Chad: to take a shot at once in a while, you do it in a fun way. You make fun of yourself, you make fun of the industry, you make fun of the corporate culture. [59:23] Mark: So the business owner. It's a little different for you to say that than it is for us. [59:28] Justin: Well, Mark, I think you can. [59:29] Chad: A robe. You can. You got swagger, bro. You wear a robe. [59:35] Paul Hughes: JD1 Quick one and then I'll move on. [59:37] Chad: And that is gonna let you do this because you're my father in law. I'm at 5:30. And Mark likes to stick to his timeline. [59:43] Mark: Hey, wrap it up, Paul. [59:44] Paul Hughes: 30 seconds. Number one. As it relates to this, it appears to me that when you're working through an advisor, you may have an opportunity to provide the strengths that you bring to a sales call in the form of some coaching tips that doesn't cause that person to blow it. You know, I'm going to use a terminology that I hear a lot in the food industry, I work with quite significantly with, and that is brokers. I mean, as an example. Classic. You're about to wrap things up. Everything. [1:00:14] Chad: Be careful. Be careful, Bob. We have a lot of brokers on this. [1:00:18] Paul Hughes: That's okay. And then the broker says something that you didn't talk about before. You can imitate a call, and that talk about is dangerous, if not quote understood on both of your parts of what's going to happen and when or when not to say and what or what not to say. In wrapping it up, I want to thank all of you for letting me be here today. One last comment. Always be proactive versus reactive, because reactivity is dangerous. [1:00:46] JD: I can't argue with that. [1:00:48] Mark: That's what they all say. [1:00:51] Chad: Although that's a tattoo Mark should get on his forehead. Always be proactive, not reactive. Mark. Okay, my vote. You know what? We're gonna do something that we've never done. I was gonna name the chat bar [1:01:05] Justin: champion, say JD was gonna commandeer the [1:01:07] Chad: vote hold of me. That's not fair. [1:01:09] JD: That's not fair. [1:01:09] Chad: Okay, my vote is for veto. For obvious. You can. Mark, you can vote for veto, too. Like, tell the people who you think. If it's veto, say veto. I say veto for a variety of reasons. And, Sylvia, you were my second. But that's my vote. That's my vote. [1:01:25] Mark: Sylvia. [1:01:26] Chad: Sylvia's in through Mark. Justin, who's your vote for chatboard champion? Web. Webby. Webby. Yeah. He's manning up with the. With feeling sick. He's got the monkey virus or the COVID or just a common cold. Nobody knows. [1:01:41] JD: There's nothing to worry about. [1:01:42] Chad: Is anyone else feeling feverish, achy, and [1:01:45] JD: acutely sensitive to light? [1:01:46] Chad: Oh, my God. Papa, you haven't been. Do you have a vote? [1:01:53] Paul Hughes: I'm sorry, I don't. But it seems to me every time I watch, Webby wins everything. [1:01:57] JD: No, not true. [1:02:00] Chad: You never watch this show. [1:02:02] JD: Thanks. [1:02:03] Justin: Not true. He's in there. I see him. [1:02:06] Chad: I think that's JD. [1:02:07] Justin: My vote's Hackler. [1:02:08] Chad: Oh, I wasn't gonna have Chad vote. Okay, Hackler's in. All right. Brandon, Sylvia, Vito, Hackler. I need to drink more vodka, if I remember all those. [1:02:27] Justin: Is that vodka in that glass? [1:02:29] Chad: Yeah. [1:02:29] Mark: What's in your beer? [1:02:30] Chad: Vodka. In the Palmini. [1:02:32] Speaker F: It's stiff, like just straight vodka, no mix. [1:02:37] Chad: Oh, I put a little. [1:02:39] JD: A little Marine Nerino peach Super Tea [1:02:44] Chad: in there with it. [1:02:46] Justin: Oh, Bye. [1:02:47] JD: Bye. [1:02:47] Justin: Bye. That's what you. [1:02:48] Paul Hughes: Yeah. [1:02:49] Chad: Bye. Oh, I don't. [1:02:53] Justin: I'm not seeing the live scoring. [1:02:54] Chad: You're not? It's tight between two. I won't say which two because I don't want to influence the vote. There's two taken away with it and it's not you. [1:03:04] Justin: Hackler Tackler's acknowledging that he did the Smirnoff with me. Trying to get over that hump. [1:03:11] Chad: We go, is that Sylvia? And maybe we discussed this in past drunk shows. Are you guys aware of who Sylvia is? [1:03:24] Justin: Yeah, no. [1:03:25] Mark: She's Silvia. [1:03:26] Chad: We once did. [1:03:28] JD: She's a person. [1:03:30] Chad: We once did a podcast for Broken Eggs Pod. [1:03:36] JD: Am I getting this right, Sylvia? Tell me I'm fucking drunk and wrong. Okay. Yeah, yeah. [1:03:41] Chad: I was in Hawaii. [1:03:42] JD: You guys were somewhere else. [1:03:43] Chad: And we. We did a podcast interview with her. I want to say, like, six years ago or something. Anyways. Okay. Papa, thank you so much for our guest on the show. [1:03:56] Justin: Thank you, Paul. [1:03:57] Chad: Thanks for being an awesome father in law. I love you. I'm sorry that I hit that seven iron at you. I'm sorry for all the shit I give you, but, you know, it's because I love you. And we won't talk about Nana right now, so we'll move on. Everyone out there, thank you for tuning in. It means the world to us. [1:04:19] JD: We'd love that you're here every Thursday and you continue to show up every Thursday. Like, I mean that from the bottom of my drunk heart. [1:04:26] Chad: And Mark, Chad, Justin, I know I don't get to see you guys as much as I'd like, face to face, but I love you. [1:04:34] JD: I appreciate all your hard work. And. [1:04:37] Chad: And you guys are banging out Chad record sales numbers this year, right? [1:04:41] Justin: We are more than double last year sales right now. [1:04:45] Chad: More than double last year's sales right now. You guys are crushing it. And that's awesome. I'm already looking at my fourth Lambo. I'm going with this weird purple color. So keep doing what you're doing. I appreciate it. And you don't get to Missouri, jd. [1:05:02] JD: No, I don't. But I might be getting to Missouri this summer in a month or two. That's all I'll say about that. Just think about when I said this a few months from now. And you go, I remember when JD Said he was going to the Midwest. Now I know what he was talking about. Won't say anymore. Thanks, everybody. Great retireholic show. [1:05:21] Chad: Brandon, play us out some music. [1:05:23] JD: We'll do a quick after show to get some stock tips so we can all make some cash. [1:05:26] Chad: And I'm gonna go to the bathroom. [1:05:30] Justin: See you, Justin. [1:05:31] Speaker F: See you, guys. See you, Paul. [1:05:32] Paul Hughes: Take care, guys. [1:05:33] Justin: Great to be right back. [1:05:36] Mark: May I go to the bathroom first? [1:05:38] JD: Of course you may. [1:05:43] Speaker F: Jesus.