Virtual Meeting Strategy for 401(k) Advisors

[0:00] JD: Start that video. Ah, our own little special Sherry Fitz intro. [0:19] Chad: I like the walk on I like the walk on song. [0:22] JD: It must be time for another episode of Sheltering in place because my wife just started to vacuum upstairs. So that's the cue. That's the cue to get started. I can't believe we're still fucking doing this. Like we're drinking beer, talking about 401k plans. Seems like the silliest thing ever. And I'm kind of don't understand why we keep doing this. Here we are. [0:44] Mark: The joke is on us. Like people just. They log in but then they just like leave their computer and don't actually watch and they're just like. [0:52] Justin: That's what just normally does. [0:56] Sherry Fitz: I've done that. [0:56] Mark: Chad. [0:58] Chad: I would say that I was an early adopter of the retireholics. You were from the get go from that. When you walked into that very dark social hour right at excel. 401k. [1:15] Justin: Oh, man, that was so awkward. [1:17] Chad: The room was scared of you. They were worried. They were. [1:23] Justin: That was super awkward having the camera with us. [1:26] Chad: Brandon. [1:26] JD: Hat on the shoulder. [1:27] Chad: Yeah, yeah, yeah. [1:28] JD: Well, we love you. We love you too. So let's give you a formal introduction, everybody. We have got, you know, a marketing stud here with us today. She's been on the show before, twice, I believe. And she's always been really one of our favorite guests. You just fit right in when we do this kind of stuff. And we love you too. We've been big fans of yours since the get go. She does her part to help keep Portland weird. Is that a thing right up there? Right. [2:02] Chad: I could tell you a story about zip ties and seagulls if you want later on. [2:07] JD: So Ms. Sherry Fitz from Shoe Fitz Marketing, thank you so much for joining us today. We really appreciate it and we're going to talk. We're going to talk virtual video. But before we do that, word of the episode. You know how this works, Sheri. The word of the episode today will be this is the last time we can say it Meeting. So you cannot say M E E T I N G. That's the prohibitive word. If you do, you must drink from something silly. Show the audience what you got. I'm doing a little tequila. [2:46] Chad: I intentionally didn't bring anything scary. [2:51] Justin: Our guests are learning. [2:54] Chad: No, last time, if you'll recall, I had a lot of Jack Daniels. [2:58] Justin: Yes, you did. [2:59] Chad: Jack Daniels on camera is not good. So I'm gonna have something light and bubbly. [3:04] JD: That will work. That'll do the trick. [3:07] Chad: Oregon [3:09] JD: always bringing The Oregon. Always bringing the Oregon. We're gonna talk about something that's super relevant. And I know it's relevant because we're in this kind of COVID deal right now. But we're gonna talk with Sherry today about virtual video, you know, the very thing that we're on right now, in a way. But what I want to do is kind of set it up. I know we're all big on it now because of the whole shelter in place, stay at home rules, and this pandemic that we're dealing with. But I think what we're talking about is will you be using this post Covid? You know, are we learning from what's happening right now and are we going to be better because of it? And let me, let me put this out there for you. I think there's two types of people out there. I think there's a lot of people that are thinking, when things get normal, I'm just going to go back to my own gig. I'm going to go do what I used to do. I'm not going to use these stupid Zoom calls and do that kind of stuff. I'm going to go back to doing things the way I used to do it. I feel like that would be Chad's stance on what's going on. Is that how you're thinking in your head, Chad, like or. [4:14] Justin: No, not entirely, no. But I'm thinking for the important meetings, I'm going to be there in person, but for the ones that I can handle via Zoom, I will. Yes. [4:25] JD: I think the entrepreneurial advisor should be looking at this going forward and thinking to themselves, could this be a more effective way for me to run my practice going forward? And let me just put out a little statistical. If I'm a plan advisor and there's two areas here, there's selling, which we'll talk about today, but I think there's also servicing your clients. Let me tackle the easiest one. If I've got 50 clients and I'm going to go see those clients, say, three times a year, that's 150 meetings that I have to drive to prepare for. Drive back. [5:10] Justin: Did he really didn't want this word, Sherry? [5:12] JD: No, I didn't. So that's a lot of time. It's a lot of energy. I mean, 150 meetings is a big deal. What if you just did? Geez, this is gonna not be good. [5:26] Justin: Find your substitute jd. [5:28] JD: It's not gonna be good. Okay, what if I did two of those virtually and then I did one Face to face. I would save myself 100 of those get togethers, which could be really, really impactful, could allow me to do lots of things. How do you guys feel about this? Will people be doing this or will they just go back to the normal? What do you think, Sheri? [5:56] Chad: I think that smart entrepreneurs are going to figure out a way to use this to their advantage. Let me give you an example. Let's just talk about drive time in la [6:11] Mark: Abby. [6:13] Chad: And let me just talk about drive time in Portland, Oregon. If I want to go downtown, I used to have breakfast interactions with other people and it used to take me 15 minutes to get downtown and now it takes me 45 minutes or longer. So I would. I have to carve out almost half of my morning to have breakfast with somebody and discuss business half of my morning drive time. [6:41] JD: What if you could use that time to prepare for a better this. We shouldn't be using this damn word. Prepare for a better get together. I think that 45 minutes could create a much better, more impactful get together is my word. I'm going with. [6:59] Chad: I like to get together. And I think interactions I've chosen is not a good one. It's kind of a strange one. So I like get together better. I vote for get together. [7:08] Justin: Let me flip that on you a little bit, JD if it creates additional time that you can make it a more impactful get together. Do you think that you get the same type of rapport with someone via a web meeting? Dang it. That you would if you were in person? [7:29] JD: Obviously the answer is no. I think if you're gonna meet, does that count? If you're gonna get together face to face, you. There's lots of advantages to that. However, there are also advantages to a web get together both for yourself and for your client and or your prospect. Because I actually experienced this firsthand. We used to have a health benefits advisor that did our company and he did all of our reviews virtually. And this was like five, six years ago as a business owner, I actually really appreciated it when the fact that I didn't have to go greet someone at the door, ask them if they wanted a water or a coffee, and go sit in the conference room and. And talk about the weather for 10 minutes. I really enjoyed just logging on him, taking me through the review. And then Chad, to answer your question in the second part, the audio and the video are of such a high quality these days that I feel like recently the zoom meetings that I'm having feel very personal to me. Damn it. They feel very Personal to me, Chad, [8:45] Justin: you're going to start taking over. [8:47] Chad: I think that. I think that when you want to have the personal connection, there's a purpose and an intention and you can get that going and set that up. But if what you're working to do is, let's just say, do your quarterly reporting for a plan sponsor, that event is not something that they celebrate. It's not really something that brings in the love and, you know, flowers and cookies. It really something that they need to do from a fiduciary perspective. They need to know what they need to know. They need to know, you know, get in, get out. And so I believe that this is not going to be a subtractive thing, one or the other. I think it's going to be an additive thing. That's what I think. [9:38] JD: Shannon Edwards just chimed in and there's all kinds of creative ideas here, but she's saying, hey, how about segmenting? You know, you could you go to your A clients in person and the other ones maybe not. So, and I want to back up what Sherry said. It doesn't have to be all or nothing. It can be some type of hybrid. [9:55] Justin: Well, and I, I think I flipped that, jd, when you started to say, shannon's talking about segmenting, my mind goes. And I saw Sherry Flinch when I mentioned this at the beginning, the importance of the meeting, she said, whoa, every meeting is important. It's twice. But if you segment the necessity of being there in person for that interaction. So instead of segmenting the clients A, B, and C, and I'm gonna go see my A's in person, you're segmenting the type of meeting you have. If it's a fiduciary review or a quarterly update on investments, then maybe you don't go do those ones in person. That's what I meant by the importance. The importance is not whether or not that gathering is vital, it's whether or not being in person for that is vital. [10:40] Chad: Perhaps also asking the client about their preference. Might I like that something critical? Because it could be that your A client might have a variety of conversations they need to have with a variety of consultants, and doing that every quarter might exhaust them. So perhaps they would opt to have every other quarter a virtual conversation and still meet their fiduciary obligations and still see you. And there are still ways that you can make a meaningful relationship without always going to their office. [11:27] JD: Let's shift it to what I think is harder. I think we can all agree that servicing your clients, sitting in the chair, I Agree, though. Could be done this way. But what about selling? Because I think that's a little tougher. I'm gonna bring it up to you guys and I'll pose the question because you guys live and breathe this every day. You know, pre Covid, you're driving to get togethers to meet with advisors at their office, at a restaurant. I mean, that's your guys life. It's just constantly going to these get togethers. Could you not be potentially more effective and see more people virtually say, you know, just pick a day a week. You could. You could literally meet with eight advisors virtually for little 30 minute Zoom calls where that would be impossible for you to drive around and meet with that many people. [12:20] Sherry Fitz: I think it depends on the level of the relationship. If it's something we're trying to do brand new, it goes back to that hybrid thought. Like, I think human interaction, especially in the beginning, builds the most rapport. And then as you get to know that person. Yeah, you can leverage your time. I think. Mark, quit shaking your head. I mean, [12:37] JD: go ahead. What do you mean? [12:38] Chad: That's not Mark shaking his head. That's his screensaver, actually, or whatever that thing is called. [12:42] JD: Oh, is it really? Justin, I think what you're saying is a logical thought and I think a lot of people probably agree with you. But recently I was reached out to by apparel guy that sells payroll and you know, payroll likes to partner strategically with tpas from time to time. I didn't know the guy. He reached out to me on LinkedIn. He's down here in my area and he offered up a Zoom call. We got together on the zoom. I got to see him face to face, meet him for the first time. I heard his two. Damn it. This word. Okay, I got one. I'll do it. I got to see his kids came walking through the background. I really got to know him and I felt like I connected with the guy big time. And we'll continue to continue our relationship. So I don't know. I don't think you should sell it short this. Go ahead, Mark. [13:37] Mark: Say, Justin, I was shaking my head at you because I wanted to shake my head just because I'm. I'm going the complete opposite. I'm going 100% virtual, baby. Let's. Let's do this. Why? What? Let's rip this thing out and just start. I was on a call today, okay. And this guy had a really good point that I really hadn't even thought of. He's like, man, I've had so many stacked zoom Calls today virtual that I'm exhausted by halfway through the day. And he goes, I thought about it and it's because when you are out and about doing in person get togethers, you have drive time, you have time for your mind to reset, to wander, [14:19] Justin: to do other things, whatever. [14:20] Mark: It's right. So now to JD's point, yeah, you can cram your absolutely be effective. [14:26] Sherry Fitz: There's no question about that. [14:28] Justin: I just. [14:29] Sherry Fitz: And like I've seen some people here say it too. Like I'm freaking tired of sitting in my chair and not seeing anybody. [14:35] JD: You're old school. Just as old. [14:38] Chad: I need a plane ticket and a manicure is what I need to JD's [14:43] Mark: comments about connecting with that payroll person is it takes a certain type of person. Again, I think probably what Sherry might get into later, what we might discuss is there's some people who suck at it. I'm not gonna lie. I've been on good calls, I've been on bad calls. Some people don't come across well on video. Some people can't service and or sell through a Zoom call. I'm just gonna say it. So now again, just like anything, we all start in whatever industry it might be and we learn how to do what we're supposed to do. It's going to take a little re education for some people, myself included. I mean I'm not an expert at this, but I think it needs to be way more prevalent than the in [15:30] Justin: person get together in my opinion for sure. I like that in Zoom meetings I can, in those bad, in those bad gatherings I can hide my frustrations with my lower half. Like I can sit here and chat, but in my lower half is just moving the clothes. [15:46] JD: Don't do that. [15:47] Mark: Stop. [15:47] Justin: Don't say that. [15:49] JD: Chad, you owe a drink. [15:51] Justin: Hold on, Jamie, I gotta point. [15:53] Mark: I had to make things awkward again. Again, Chad, well done. [15:57] Justin: I have a point to make though. My question for the group regarding transitioning back, number one, I think the reason why it is so widely accepted right now is because we're obligated to doing Zoom meetings. Zoom gather. So when we come out of this, will it be as widely accepted? My second point. This is what I'm more interested in and I would love to get audience feedback on this. Was it is okay if my choice as an advisor is to do a Zoom meeting? You knew this was going to be a bad one. [16:31] JD: This is a shitty word. Shitty word. [16:33] Justin: As an advisor, I feel like I can make the decision if I want to do a Zoom gathering with a client. But If I choose to meet that client in person. And now my wholesaler says, sorry, I'm not coming because I'm only doing zoom. As an advisor, I'm going to be frustrated with that because I'm supposed to be your client and I'm asking you to be there in person. So I'm curious what that will look like when it's not. When it's a wholesaler's decision and not an advisor's decision. [17:02] Chad: Well, yeah, because it's not necessarily going to be the wholesaler's decision. It's probably who's going to control the wholesaler's budget and say, your tail has been in a chair for the last six months or whatever. You seem to be doing fine or not fine. So just stay right there. You're not going anywhere. And those golf outings and those, you know, steak dinners and all the things that we always say that wholesalers do, they're not going to necessarily be able to do. I think that it's going to be both. And I think that it is still possible to create a relationship virtually, because look at what you have done, J.D. you started this by saying, we've been doing this for five years and there are people that know you, know you and feel like they know you a lot. And you don't know them. [17:59] Mark: Right? [18:00] Chad: You don't know them. I listen to podcasts and I have personal relationships with the people whose podcasts I listen to. And if I walked up to them, they'd be like, huh? [18:14] JD: Yeah, me too. [18:15] Chad: So. So virtual, definitely. Still, there's a place to create a relationship. [18:23] JD: And I just want to go back. I want to go back to what you said, Chad. It is not black or white. It doesn't have to be all or nothing. It's just about. Could you supplement. Go ahead, Mark. [18:35] Mark: Well, I was going to say, going way back to the segmenting idea is we've felt that on the record keeping side for a while now, right? Most record keepers, when it comes to a startup plan, they do virtual education and enrollment. Right now, some record keepers say, well, if you have over 5 million in assets, I'm making up a random number, then we'll give you an in person. So to the comments about segmenting, the way that gives me sort of a chill down my spine a little bit is that I feel like I'm making a hierarchy of, like, who's more important. And in my mind, that's not necessarily how I would want to view that situation. I'm not saying I can't be flexible this is me personally. I'm not speaking for the group, but that word just kind of made me cringe a little bit. And it's because of the same ideas that came out with advisors who were like, hey, I'm doing this education meeting. Last year I did a plan and Bill came out with me. Who are you sending this plan? [19:46] JD: Yeah, you have to drink. No, Mark, I totally agree with you. [19:50] Mark: You don't have enough money or enough people, so we're not going to come. But you can do virtual. So I think we've already sort of merge to this direction. Go on, Jadie. [20:00] Chad: Well, and our education meetings are not very good to start with, right? [20:05] Mark: What are you talking about? They're great. [20:07] Justin: Sherry, you act like they've gotten good lately. [20:10] Mark: I'm joking. They're fine. [20:12] Justin: They're fine. [20:12] JD: She has a drink. Nancy brought that up. Nancy brought up that earlier in the chat bar where I think the education for participants. Hell yes, you should be. Can't you invite like 100 people onto these zoom things? Like, you should be doing education for participants like this. [20:30] Justin: That's a home run rate should go up. And I would imagine because they don't have that fear of being there and asking questions that you'll get better at. [20:38] Chad: Anonymous, Chad. They could all be anonymous. They could ask questions. You could actually do a debt management meeting. Okay. A debt management webinar, whatever you want to call it. [20:52] JD: We're going to get wasted right now. [20:54] Chad: People could log on anonymously and have honest conversations about their debt without worrying about whether one of their colleagues is judging them, who similarly has the same amount of credit card debt but doesn't want anybody to know. So I do think that there is some benefits of doing that. I think that there's benefits of also offering said gatherings after work hours, because most of the time in families, usually it's one spouse or the other that manages the relationship with money. And perhaps maybe what we need to do is change that and have partnership around money and being able to have somebody talk to you when you're both available, when you don't have to worry about daycare. [21:41] Justin: Yeah, right. [21:44] JD: For that day, we're gonna break it up. Play a little game here. But I don't know if we've touched the nerve enough. But I really want everyone out there, especially advisors, to think about how could they better their practice using this virtual video. We talked about the education. We talked about client servicing, selling. Maybe that's a little tough, but I still think it could be done. You're an entrepreneur. You're running your shop, you gotta find ways to do things better. You have to evolve. There's so much opportunity and we didn't even the education. Don't forget you can record this shit. So you could do an hour long education for 100 employees. Record it and then give it to HR to dish out later. I mean it's all right at your finger, your tips, man. [22:32] Chad: And then if it's on the zoom platform, by the way, and you record that gathering not the webinar but the other one to the cloud, it will automatically transcribe it for you. If you have the pro version, imagine then you have an automatic transcription that you could give to a junior account person and have them edit it. And then you have a blog, a whole blog content. [22:57] JD: Yeah, it's so frickin easy these days. So I really want people to consider it. For the second half of the show, we'll talk about if you're convinced yourself that you should be doing it. We'll talk to Sherry about how you should be doing it. But before we go into that, let's play a little game. Let's go to Mark Brandon. Can we do a double. Can we spin the Wheel of Ice and then can we go straight to lame or game? Is that a thing? [23:26] Mark: I don't have any lamer game graphic. [23:28] JD: But we can spin the Wheel Ice. Spin that wheel. The Wheel of Ice. The Wheel of Ice. [23:41] Chad: I want one of them. [23:46] JD: It's Mark Smart. [23:48] Mark: What? I win. [23:49] JD: You know what you won? [23:50] Justin: 12 ounces of Smirnoff Ice. [23:53] JD: I'm jealous, actually. [23:56] Chad: I've had that done to me before. [23:58] Justin: I've drank my lifetime supply of Smirnoff. [24:01] Mark: I have to take this time before I chug this Smirnoff Ice. Which I'm looking forward to doing to introduce one of my new sponsors because I have a koozie. Blake, I know you're on this call, so. The Wheel of Ice now sponsored by shortandfat.com Nice. [24:19] JD: Nice little promo. [24:23] Justin: Fantastic. [24:24] Chad: Fantastic. [24:25] Mark: I don't understand how you expect me to drink this thing go directly into the game. [24:29] JD: That was kind of my thought was I thought I'd get you a little loose and then you'd have more fun with a lamer game. [24:34] Justin: His ability to chug the sugar. Record setting. [24:39] JD: Yeah, I'm jealous. That stuff's so good, man. I need to get some. [24:43] Justin: We'll happily send some to your house, J.D. okay. [24:47] JD: Okay. All right. Lead us into your game, Mark. [24:51] Mark: Gotta give me a second. No, let me wash it down real quick. I'LL give him some intro music. [24:58] Chad: Short and fat. I need that. That's me these days. [25:02] JD: Shortandfat.com. [25:04] Mark: yeah. [25:05] Chad: You want one? [25:07] Mark: Okay. Sherry, game time. Are you familiar with the world renowned game Are youe Game? Is it lame? Have you heard of that yet? [25:18] Chad: No. [25:19] Mark: No. Perfect. That's what I like to hear. You did your research. [25:26] Chad: All we do at home is make bread. Hence the short and fat need. [25:30] Mark: Bread is delightful. [25:32] Justin: Hold on. [25:33] Mark: Okay, so where we play this game is. I'm just gonna give you some questions or yes or no. I don't mean to offend anyone when I do this, but sometimes I do. So my first question is kind of a bonus question. Yeah, mostly Chad. [25:46] Chad: I was just gonna take notes. [25:48] Mark: So this one I'm not going to allow the guys to answer just yet. Only because we already sort of discussed this one. It's kind of a recycled one from a group text the other day or group email, something saying the word firm. So I'll use it in a sentence. Like, at my firm, we do TPA work. What are your thoughts on that word? Just. And just simply put, is it lame or are you game? [26:21] JD: Do you use it? [26:23] Chad: I try to use. I actually am troubled by this word every once in a while. And I wonder about using the term organization. Company. Right. What do you put in a proposal that's encompassing? That doesn't. So that. Because everybody has their own word about who they are and what they do. Kind of like what they call their people. I'm not a fan of. I think advisors call themselves firms. I don't think that TPAs call themselves firms. I think firm is associated with consulting. And I guess I would say that I am game. [27:07] Mark: Okay. [27:08] JD: All right. We're not voting, huh? [27:10] Justin: No, you're not allowed to. [27:12] Mark: That was a bonus one. Okay, my next question is, are you lame if you do this, or are you game to do this? And that is start a separate Instagram page for your dog, cat, or child. Again, this is not their page. They do not control it. You do it yourself. You post pictures on their behalf. I'm going to start with our guest of honor, Sharon. [27:41] Chad: No, I'm not. No, I'm not. I don't have time. I like it. I like watching friends and watching their children grow. [27:51] Mark: Okay, so say you have a friend whose name is Bill, and Bill has his own page. But then Bill has a dog named Jimmy, and he makes an Instagram page called Jimmy the Dog. And he has posts and pictures and he's like drinking water. He's like, mmm, yummy. You think that's okay? [28:09] Chad: It's lame. I'm sorry. It's lame. [28:11] Justin: J.D. [28:12] Chad: i'm not a fan. [28:13] JD: I don't do one. But I love my dog, Bella, and she's such a pretty girl. [28:19] Justin: Dude, you have three dogs. You're just gonna pick one? [28:23] JD: Yeah, she's my favorite, and I think she could be an Instagram star, so I just might do that. So I'm game. I'm totally game. [28:30] Chad: But what does it mean by star? What do you. What do you. What do you get? [28:35] Justin: She has no idea, Sherry. [28:36] JD: I want to share her beauty and awesomeness with the entire world. They all need to know. [28:42] Justin: Bella, why can't you do that on your own page? [28:44] Chad: But before my baby girl died, she was on my Instagram page all the time. [28:49] Mark: It's fine if she's yours. [28:51] Justin: That's your life. [28:52] JD: Listen, you asked me a fucking question. I'm allowed to answer it. [28:55] Justin: Is Bella posting? [28:57] JD: Go to the next person. [28:59] Mark: Justin's not saying anything, so I'm just moving on. [29:02] Sherry Fitz: You know what? [29:03] Mark: Can't stand that shit. [29:04] Chad: J.D. you can have a Bella page, and I will love every picture. [29:08] JD: Thank you, Sherry. [29:10] Mark: All right, next question. Sheri, I know before the pandemic struck, this was more of a prevalent thing, but I'm just curious, because you were. You were an avid, avid traveler. You hopped on planes left and right because you are wanted everywhere to speak. So when you're on a plane, what is that? What is pp? [29:32] Chad: Before pandemic. [29:34] Mark: Oh, right there. Thank you. [29:37] Chad: Like, bc, Whatever. [29:38] Mark: Right before, when traveling in those tubes in the sky was a normal thing for all of us. And you were not in first class, where there's plenty of space. By the way, I've never been in first class. They don't allow me up there. You're just in a normal seat. Do you recline your seat in an airplane? [29:57] JD: Are you lame? [29:58] Mark: Are you lame? Or is it game? Sorry, I don't know how to answer my own questions of my own game. [30:03] Sherry Fitz: It's confusing. [30:03] Mark: I get it. [30:04] Chad: I'm lame. But I'll tell you, I only recline it halfway because I have a back issue. But I never go all the way. Only halfway. [30:15] Mark: Don't think there's such thing as just halfway on one of those, but I'll accept your answer. [30:20] Chad: I'm halfway lame. I'm halfway rude. Selfish. [30:25] JD: When. When I fly to my meetings, It's. It's only first class, baby. So I would. I can't answer the question. I only fly first. [30:41] Justin: Here's the interesting Thing I say that I am game, yet I don't actually do it. I don't recline. But I think that I should. It should be my right. It doesn't affect. People do it to me all the time. I can still put up my laptop. Doesn't bother. So I'm game, but I don't do it. [30:55] Mark: All right, Justin, Game. [30:57] Sherry Fitz: Unless it's the eating time. That's the only time I'll put the chair up. [31:00] Mark: Wow. [31:01] Chad: Wow. [31:02] Mark: All right, well, now we've moved on to the. [31:05] Chad: I'll tell you one thing, though. I go all the way in first class. [31:10] Mark: Whoa. [31:11] Justin: I mean, the button is there for just that. [31:14] JD: Why can't you do it? [31:15] Chad: I recline all the way in first class. [31:17] JD: Yeah. [31:18] Chad: Yeah. [31:18] Mark: All right. [31:20] JD: I like the lay down ones. The lay down seats to Hawaii. Yeah. [31:23] Chad: Go ahead, Martin. [31:24] Justin: I've never experienced that, Justin. [31:26] Mark: Hey, guys, it's your game. Take so long. Brandon's gonna get pissed. All right. It gets edited out anyway, so no one really cares. But my last question, Sherry, is always a hypothetical question. And I know again, I follow your Instagram page. I see how often you cook. And then, by the way, everything looks rather delicious. [31:47] Chad: Did you like my Covid cooking page? I thought that was so hilar when I did Julia Child thing. [31:52] JD: Let me interrupt Mark too. Suzanne, you're right. First class is the balm. Go ahead, Mark. [31:58] Mark: The balm. Balm. So my question to you would be again, since you like food, obviously, if you. [32:07] Chad: It's the short and fat need. Yes, yes. [32:09] Mark: Likewise, if you could only have one of these two options for your food for the rest of your life, what would it be? Every food you ate, no matter what it was water, cereal, food, whatever, snacks was super spicy. Like, hurt you hot spicy every time or didn't taste like anything bland, Nothing you could not use. Seasonings, by the way, what would you choose? Would you go super spicy or ultra bland and tasteless? [32:41] Chad: Oh, I would do spicy. [32:43] Mark: Jd. [32:44] JD: I would go bland. I'm scared of the spicy. Like that. [32:47] Justin: I can't taste anything when it's that spicy that it burns me. So I'm going bland too. [32:52] Mark: Looks like the same thing, Justin. [32:54] Sherry Fitz: I'm going spicy. I think hopefully I'll adapt to that. [32:58] Justin: You do too much, I will happily [33:01] Chad: refer you to a stomach Dr. Spice. [33:03] Sherry Fitz: I'll say two on stage in Oregon. I think we, you know. [33:08] Mark: Hey, true. Hey, true. [33:09] Justin: And then proceeded to eat shrimp after that. [33:12] Chad: So I was yelling from the audience, give him milk. [33:16] Justin: Give him milk. Because you thought I was gonna die. [33:19] Chad: I was so worried about you. [33:22] Mark: All right, well, I have two more things to say. First off, that segment of the show was brought to you by the 401k lady, simple and honest Jeannie Fisher. [33:34] JD: Putting that on your butt, that goes on your butt. [33:36] Mark: And my last point that I'll make is. You know what they say. [33:42] Justin: You know what they say. [33:46] JD: Another edition of Mark's lamer game. Originally, the concept was to be 401k business related, but he's just taken it in a whole new direction that has nothing to do with our industry whatsoever. [33:59] Chad: I think you should just embrace creativity. I think it's good. I think playfulness and whimsy is a critical component of our business lives. [34:09] JD: Those are the two words I use to describe Mark all the time. So, yes. Okay, let's move on. You have. You're an advisor. You've decided that, hey, this virtual video thing, it's for me, man. I'm in. I need to do this. But you gotta do it right. Have you been on any of these zoom calls recently where someone's tech sucks? You know, they got a crappy camera, they can't get their audio figured out. Maybe it's a creepy, weird background. Nevin Adams showed us his very dark downstairs, like, creepy house. We were kind of freaked out. [34:48] Chad: Oh, my gosh. Oh, my gosh. [34:51] JD: If you're gonna do it, I have [34:52] Chad: the best background for you guys. Hang on. Keep going. [34:55] JD: You gotta be good at it. [34:57] Chad: I've not paid for this cartoon, but I will. [34:59] JD: Let's talk to Sherry about how do you prepare for a virtual call? Do you need to have a different camera? What's the best type of lighting? Should you have a baby? [35:09] Chad: If I share my screen and it's really inappropriate. Will you cut it out for the edit? [35:16] JD: Sure. [35:16] Chad: Yeah. Okay. [35:17] Mark: Nothing's really good. [35:18] Chad: Oh, wait, you're participant. [35:20] JD: Yeah. You got live people. [35:21] Chad: Yeah, Hang on. Well, live people, you'll just have to cover your eyes. Ready? Oh, I can't. Never mind. Okay, so this is what she's talking about. [35:34] Mark: Yeah. [35:36] JD: Lead us off. Sherry, what do you think are some of the things people need to think about if they're gonna take this thing seriously? [35:45] Chad: The best $200 that you can invest in. Please hold watch. [35:51] JD: Right. I like this. Visual props. Just bring us some visual props. Oh, [35:58] Justin: green screen. [36:01] JD: Fair enough. [36:01] Justin: She's been working on that one for a week. [36:04] Chad: Oh, I had this green screen. I had an intention. Because you guys are my heroes and you've been doing video for a while, and I have a podcast I have a blog. I speak, but I don't have video. And I know that I needed to do video. You guys are a great example of what it means to create a brand and create traction using video. And I didn't have that going. So I had an intention in November of like, okay, I'm gonna get my TO and get good at this. And so I was able to get some equipment prior to BP before Pandemic. And so I think. I think if an advisor is going to show up, that they should show up. I was on a call with a wholesaler from a very, very respected organization that has a lot of our target date fund assets and said wholesaler had the worst even audio there was. They dialed in even and they had poor audio as I burped my champagne. But so I think that there's a few things that if advisors are going to be in front and their brand's going to be at stake, that they need to show up correctly. I'm passionate about that. [37:27] JD: I think earlier we were debating about, you know, that maybe these virtual get togethers would almost look like it's less, you know, it's not as good as that live meeting. And so I agree with you, Sherry. Ah, damn it. I've never had this much tequila in such a short period of time. Oh, fuck. [37:50] Mark: You're welcome. [37:53] JD: What was I saying? [37:53] Justin: You fought me on that word. [37:55] JD: Oh. The more you can show your guest or the person that you're getting together with that you've really thought this through and that you've taken it seriously and worked hard at making it a good experience. Those are all good things. [38:10] Justin: You know, we've said for a while being authentic is key and kind of rolling with whatever you have and how you're doing it is okay. But there is a break point where it's not good. Your inability to share screen or your lack of understanding of how this works is just bad. And there needs to be a little bit of time spent learning the technology if you're going to use it. [38:38] JD: Julie. Casey says jd, you're getting red. First of all, Julie, this must be your first retireholics. I'm always fucking red and I'm drinking tequila. It's crushing me. So. But thanks for letting me know that [38:52] Chad: I'm turning around and now I'm messing around with my green screen. Here's. Here's the thing that I'll tell you is that I was on a call the other day and there was an advisor on the call along with a wholesaler and the advisor whom I've never met Said I'm already a Sherry Fitz fan, which made me like just, you know, Glee, you know, I was just happy as can be. And the advisor said because said wholesaler showed up with their shit together that they. Right. That they actually weren't in a closet and that they did eye contact with the camera. And I still think that that wholesaler needs better lighting. And I am like, really? People need better lighting. But I think it's important. Well, if your brand is on the line and you're competing for business, but this is a sales situation, you need to look good. So let's agree with a suit that's not ironed. [39:56] JD: Go ahead, Chad. [39:57] Justin: I was going to. Well, that brings up a point as a tire in these meetings which we can touch on in a second. But what I will say is I, and this is not something I expected, I found really good value in being dynamic in a meeting and bouncing from screen share to not. So for example, if a client asks a question and I'm screen sharing something and that question is not in regard to what's on the screen, I immediately go out of the screen share and into the full view so that we're all seeing each other. It feels so much more interactive then versus them all just seeing my screen and seeing me this big. That would be my one point of advice for people to learn the technology, understand how to use it, get in and out quickly, understand how to bob and weave within the technology so that you can make it personable. [40:44] JD: The belly wink. The belly wink. Shit that threw me off. Okay, so let's check those boxes. Let's say of course you want to get good lighting, of course you want to have good audio, of course you want to have some thought through kind of background. However you want to do it. If it's your own personal place and it's good. And that's, that's fine. If you're creating a cooler background like Sherry's, that's good too. I mean, let's just make sure that all those things are important for sure. But now that you've done all that, do you prepare for and approach a virtual get together differently than you would a live get together? Like so if I go to a live get together, I hate this stupid GT board. [41:31] Chad: GT gathering. [41:32] JD: Gathering with an agenda. And I kind of have my rhythm. I'm going to take people through. Maybe I've got some handouts or some leave behinds or God forbid I'm still using PowerPoint, maybe I'm doing that. But will you approach this virtual gathering in the same way. Yes or no? [41:51] Chad: Yes, you will. But here's what I will say. [41:55] Justin: That was not the answer I expected. [41:57] Mark: Just minus the pants, that's all. [41:59] Chad: No, let's think about the fact that. But it depends on what the intention of the gathering is. And let's think about the fact that we have to anticipate that the individuals in said gathering may not necessarily be comfortable with this particular platform. So the more that we can do to make them feel comfortable, which means share an agenda in advance, share expectations about what is going to happen at the meeting, conversations. [42:29] Sherry Fitz: Why would you guys meet me, Chad and jd? I guess think of doing it another way. [42:36] JD: I don't know. I thought Sherry was gonna come at us with some, like, creative ideas on. And I'm glad that you're saying it should be the same way. I just thought maybe there's another way of looking at it. [42:45] Chad: I don't think it's. I guess I wouldn't say it's the same way. I think it's just even more intentional right now. [42:52] JD: I like that. [42:53] Chad: So if you think about the committee that will be attending this virtual gathering and the span of people's capabilities with technology and the fact that they're really not happy that they're sitting in their kitchen managing work right now and their husband is, you know, running the garbage disposal for the 53rd time today. So I think that for right now, it even has to be more intentional. J.D. and I'll say, and I will tell you that when, if it's a high stakes situation, that there is one thing that I would do differently than, which is, is that when I'm in a high stakes situation, I'm gonna have something called a run of show, which you already know about because you do this all the time, which is you have a plan of the conversation. You mix in Mark for comic relief. You've got the drinking game, you bust it up, you have a plan. And I believe that when an advisor is going into a high stakes situation, they need to have a run of show or something similar to that. Similar, right? [44:15] JD: Totally. [44:15] Chad: That would be different. That's different than a standard gathering. [44:22] JD: I don't know. I think you could use that advice both in a live gathering as well as a virtual gathering. I think it's cool to walk into a gathering and say, hey, this is my intention for this. I want us to go through A, B, C and D. I think if I'm the consumer, I like that. I liked your idea of sending it ahead of Time. And then I would think about using the share screen to further promote and back up that concept. You know, let them know that you're moving along a track that they can expect. I think that'll create a lot of comfort for them. I think you gotta use visual props, man. I don't think it should be just you on the camera the whole time. Bring in that, those leave behind pieces, bring in the PDF, bring in the video. Like bring some stuff to the table. That's different. So different media. [45:12] Justin: Something I haven't seen yet. Bringing in video to a client. Meeting advisor. No, I love the thought. [45:19] Chad: Oh, but you can get, like, you can get video. I mean, you roll video here. And the cool thing about Zoom is it's fairly simple to add video to a meeting and so you can totally, totally bring in sound. [45:35] Justin: Brandon, [45:38] JD: by the way, I looked up synonyms for the word of the episode. They all suck. Gathering, assembly, conference, congregation, convention, summit. Sucks, Sucks, sucks. So, yeah, gathering. Okay. No, I agree. I think those are good advice. [45:54] Chad: Okay, well, I have a question for you then, jd. [45:56] JD: Shoot. [45:58] Chad: I understand I'm gonna have to drink and, you know, I don't care, as you know, but is mating a very good word? Is it a good word? [46:08] JD: Right now I'm feeling like it's pretty fucking appropriate [46:13] Justin: because all the other options are bad. [46:15] JD: I like it. I like it. You mentioned something in your notes. You said, should you record the call and then send it along to the client? I like that as a value add. You're saying, hey, here's a conversation we had. If you want to replay it, go over something I talked about. It's right there at their fingertips. That's kind of cool. [46:36] Chad: Well, so there are some organizations, some broker dealers, that won't allow their advisors to record the call. [46:43] JD: Interesting. [46:44] Chad: Which we can understand because they're. I mean, we don't. Any. Any lawyer. Let's just ask Fred Reich. We get to ask him. Hey, Fred, I have a question. Hey, Fred, my question for you is, do you think it's a good idea to record the call and then transcribe said call and use that as the. As the notes for the meeting? I bet you Fred would say, hell no. [47:14] Justin: Hell no. [47:15] JD: You don't want to do hell no. [47:17] Chad: However, think about the fact that you could record the call, you could share the call with the organization for them to go back to and view. I mean, I'm recording this particular call right now because this is amazing content that I can use myself. Amazing content because it's a way to describe It. [47:36] JD: Right. That's one way to describe it. [47:38] Chad: But I can get the transcription, and if I'm an advisor, I can get the transcription and I can edit that down and use that as meeting notes that I could put. Right, I know, but. But I could use those as the notes. Jt, will you tell me what's going on with your ear things? Do you have that, like, wrapped in duct tape or something? [48:04] JD: Yeah. So these were headphones and they broke, and so I fixed them with stickers. [48:13] Mark: I thought you did that intentionally just because you're, like, rock star. [48:17] JD: Just retireholic stickers. Okay, let's talk about this. Chad brought it up earlier, and then we can wrap this. We got a little another game for you to play, and then we can all get back to our regular lives. [48:30] Chad: Can we answer Lisa Allen's question in the chat? [48:33] Mark: Good job, Justin. [48:35] Chad: Right now, Lisa Allen says, my struggle lately. Do we need to spend the first few minutes of the meeting talking about, how are you doing with quarantine? Which leads to the whole thing. I'm sick about it. Personally, I feel like I should ask it, but still. So this is my recommendation, Ms. Allen. Here's what. Here's what I would suggest happen, that you join the. You join early as the host. You join early. There's a whole bunch of zoom, you know, protocol you need to do from a security perspective. You join early. You start to have conversations early. You have one question about the check in question, and then you have somebody who announces, just like JD said, okay, let's get this show on the road. And you move on from those conversations. But you could say, what are you doing with your kids? You could limit the question about the, you know, shelter in place to a small question. Instead of everybody checking in about everything that's going on in their house. [49:36] JD: I was going to give two pieces of advice there. One, instead of chatting about COVID maybe you chat about something Covid related, you know, so ask them what they've been up to or what they've been cooking or, you know, ask them fun stuff that you've been doing. But then I've also done a lot of calls recently, and I just am blunt and I just start the call and I go, hey, I honestly hope everyone's okay, family wise, everyone's safe and healthy, which I mean that. But let's not sit and chat about it. Let's get straight to our objective. And most people that I've been on calls with, I feel like, have really appreciated that. Like, because we don't want to Sit there and gossip about the latest, you know, coronavirus news. That's a downer. [50:19] Justin: Sherry's point is crucial that the interaction that I have is all. Before we're supposed to start our gathering [50:27] JD: for sure, I wanted to jump to what you brought up. Chad is close, so do you really think that you should. You guys, the audience is gonna be shocked by this, but Chad, Mark and Justin wear suits most of the days of the week. You know, when they're doing their job. [50:49] Mark: Not for the last three months I haven't. [50:51] Justin: No. [50:52] JD: Are you gonna wear a frickin suit on your virtual call? [50:57] Sherry Fitz: Nope. [50:58] JD: That's weird. That's just weird, right? [51:00] Sherry Fitz: I have comments to where I mean. And I agree it's part that you have to know your audience, of course. But I mean, I think everyone's got so laxed with this too. I don't think I've done one meeting where anyone's been in a suit not [51:12] Justin: in a T shirt. [51:14] JD: Justin's got a drink. [51:16] Justin: Welcome Justin. Have a drink. [51:19] JD: You won't go. [51:21] Chad: Mark loves it. Mark does this weird seal clap every time somebody has to drink. [51:25] Justin: He's trying to. Yeah, acknowledge. [51:27] JD: Mark does all kinds of weird shit. [51:30] Mark: I've been called a lot of things in my life, never a seal. [51:34] Justin: I think I like it. [51:35] JD: Do you? Someone just said you don't wear a T shirt. So is that true? So you can't go to the far end. [51:43] Mark: I wouldn't. [51:44] Justin: I wouldn't wear this to a client meeting. I wouldn't. I would wear a polo. I'd wear a button up. I wouldn't wear a T shirt to a client. With an advisor. Yes. With an advisor's client. No. [51:56] JD: Chad is so corporate. [51:58] Chad: I agree. Chad. I agree. Actually, I was working with an advisor, coaching him him on a particular finalist presentation situation. And he actually opted to wear the full meal deal like the suit and tie and. But this was a, you know, $30 billion land trust in the Valley. So I think understanding what the opportunity is what you would normally wear. And he shows up every day in a suit and tie, even on a Friday. And he's like in the Willamette Valley. Which is kind of scary that he does that. But I. [52:36] JD: I just think it's a bad look. [52:37] Chad: This is kind of like not how I show up for corporate events. [52:44] Mark: Well, you should. [52:46] JD: Yeah. I'm probably not the majority on this, but I just feel like if. If you're at home and you're doing this call and you put on a suit and tie, to me you're being you're being fake. [52:58] Justin: I would agree. [52:59] JD: If you're the majority there, it's too premeditated. If you're at the office, you know, and you're. It's clear that you're in a conference room and you had other meetings, well, then, sure, that makes sense. [53:13] Chad: I had a. [53:14] Mark: Not clapping this time. [53:16] Chad: I had a session that I did with a large group of advisors and a sponsor, and I put on a nice conservative sweater and a skirt, and my husband was like, what are you doing? And I said, well, it's because I'm gonna demonstrate my green screen, and I don't want to be wearing jeans. [53:37] JD: Fair enough. [53:38] Chad: So I had a skirt on. Not that, you know, but it was [53:42] Sherry Fitz: fun to get dressed up and wear heels again. [53:44] Chad: I miss. I look in my closet, and on one side is this full line of dresses, and then in the very back is this altar of boots. And I'm very sad. [53:56] JD: I think. I think I'm gonna say something different here. I think the same rules apply to this virtual as in regular world. You wear what you're comfortable in, and so you do what's true to you. And if you wear a bow tie at home on Wednesdays, then by all means, go ahead and wear the bow tie, because that's you, and I'll appreciate that. But if you do, what's you. And by the way, I wear a T shirt to a live meeting. So. [54:30] Justin: With a sport coat on. Don't act like that's the only thing. [54:34] JD: No, I go see clients in straight up nowadays all the time. [54:39] Mark: Yeah, Your VX costs $800 and you wear Gucci shoes that cost more than my entire wardro. [54:46] JD: I go to plenty of clients meetings in a T shirt all the time. [54:49] Chad: There's a word for that. Lisa Allen. What's the word where you go Target and Nordies, right? Or Target. Neiman Marcus. You do the cheap and you mix it. You mix and match. [55:01] JD: I just go all expensive, Sherry. All my shit's like, super expensive. [55:07] Chad: Everything around me. [55:08] Mark: Queen, get the money. [55:09] JD: Dollar, dollar, bill, you. [55:12] Justin: Here we go. Final two thoughts. Hold on. Same point I made earlier. Is it okay to show up in a T shirt if you know that advisor is wearing a full suit? In this example, you're the advisor, is your client, and they're bringing you to the gang, boy. [55:29] JD: Yeah, I do. [55:30] Justin: So that would be the first point. The second would be, and I'm genuinely curious, kind of in a lamer game. Quick answer from everybody. Hey, no, no. [55:38] Mark: Don't say my game, dude. You're Gonna make it sound horrible. [55:41] Justin: People will. Do you think competitors will try to take advantage of a partner that is trying not to go in person? [55:51] JD: I think you're looking at it the wrong way. [55:55] Justin: And I'm not saying that should change your sparse. [55:59] Mark: They are. Dude, anyone's gonna try to find some upper hand any way they possibly wouldn't. [56:03] Justin: I wouldn't. [56:04] Chad: Gorgeous not showing up. But I'm here for you. [56:07] Mark: Of course people are going to Sherry. [56:08] JD: Sherry on the nose. [56:10] Justin: I thought you said anybody would. Okay. I agree with you, Mark, that there are folks that wouldn't. We would not be those people. Not our MO But I think if you're a traditional advisor or a wholesaler in a tight niche market and it's competitive, I absolutely think some folks would be like, hey, yeah, Mike's not showing up to meetings anymore. He's only doing zoom. Why? Because he lives in Utah now. [56:34] JD: Well, but you gotta evolve. And I also think, remember what I said earlier? Show up for that virtual get together and let your prospect know or the person that you're getting together with that you were able to spend 60 extra minutes preparing for that. And so you're bringing more value to this than you would have driving a car there. And I think if you. [56:58] Chad: Yeah. Show up, J.D. show up looking like you're prepared. Do extra research, like figure something out. [57:05] JD: But let them know that. Let them know that. [57:09] Chad: Mail them some really cool something or other. Right. [57:16] JD: I want to play a game. So, Mark, you finish us out here. [57:19] Mark: Hold on real quick. My question is this. It relates to this entire thing that we're specifically talking about, virtual get togethers. Okay. [57:29] Chad: Yes. [57:30] Mark: And I've been a part of this recently where I got invited, but it was just a call. My question to you guys now becomes with the environment that we're in and that you can do this and we're all doing it, and it's a way to get together. Is. Is just throwing out a conference call. I mean, is that like a cop out? Is that. What is that? [57:50] Chad: And I had one of those today to talk about it. [57:54] Mark: Pissed me off. [57:58] Chad: And I was very confused. [58:00] Mark: Yeah, I just cured the. [58:01] JD: Throw it out. Of course. [58:06] Mark: My last point. J.D. [58:07] Justin: hold on. [58:07] JD: No, I want to answer your question right there. Though of course there is still going to be room for an audio call. You will call people and just talk to them, but that should be with people that you already have an existing relationship with. If it's someone new or you're doing some type of presentation of any kind. [58:27] Justin: We were. [58:28] JD: If there's any ounce of selling involved. It's gotta be video. It's gotta be video. [58:33] Mark: Ed. When you look, when you're on video. My question to everybody in this group now becomes this. Because I struggle with this. Where do you look? Because I can't look at the camera. [58:44] Justin: I was gonna ask Sherry that. [58:47] Mark: I stare at myself. [58:50] Justin: Okay. [58:50] Chad: There's a couple things that you can do if said conversation is on zoom. You can actually remove your image because [58:56] Justin: we are like, oh, I can't remove my image. [59:01] Chad: Pictures of ourselves. And I will say that you have to look at the camera and it's so hard. But if I'm talking and I'm trying to make a point, you'll notice that I'm staring at the camera instead of looking at your sweet faces that I miss. [59:21] JD: Sherry does a very good job of it. You're always looking at the camera. I'm never looking at the camera. [59:24] Justin: Oh, if I agree with that, you have to look at the personally. I disagree that if I feel like if you're looking like this, I know authentically that you're not actually looking at me. [59:34] JD: Brandon, do you get your case? Brandon's either got a comment or he wants us to wrap up this fucking show. [59:41] Mark: Both. [59:41] Justin: I was gonna say, if you want [59:43] JD: to be tricky, crush your zoom down to a small little box and put it right underneath your camera. [59:50] Justin: I put my chat underneath there so that I'm looking here most of the time. [59:54] Chad: That's very. I do the same thing. Brandon. I totally smoosh my zoom. Especially if I'm in a one on one conversation with somebody. That way they're like, face is like as close to the top of my screen as possible. But I have a camera on top. Yeah. [1:00:09] JD: Shannon had asked if you should use a green screen or your own home. I mean, just look at Sherry's. I think Sherry's look fucking sick. I think that looks super cool. And then, you know, look at Justin look at mine. It's a home. I think that works too. So there's no right or wrong to that. I think they both work. But Sherry's looks neat. It definitely looks like she's given thought to what she's trying to do. Mark's got a creepy like cream colored wall. Chad. I don't Pete Rose isn't that guy in chat. [1:00:42] Chad: Rose. Mark needs to elevate his camera. Mark needs to elevate his camera. [1:00:47] Justin: Gary likes looking at nose hairs in a post. [1:00:52] JD: That's what you meant by nose hair. I didn't even put two and two together. Yes. Nose hair. [1:00:56] Chad: You gotta, like, have your eyes, like here. [1:00:59] Mark: I just like to. [1:01:00] Chad: Shannon's the very best. [1:01:03] JD: Shannon. Shannon, I totally agree with you. My personal opinion is I wanna see where you're at. Let's play a game to finish this out. Okay? We're doing a little trivia game. We call it. Who is that? We're going to play for you some audio clips, and you're going to have to guess. And today we've got a theme. I'm not going to tell you the theme. Just try to guess what you're hearing and then see if you can piece the theme together. Go ahead. Brandon, [1:01:30] Chad: why didn't you want to come here? [1:01:31] Speaker F: Because I don't respect therapy. Because I'm a scientist. Because I invent, transform, create and destroy for a living. And when I don't like something about the world, I. I change it. And I don't think going to a rented office in a strip mall to listen to some agent of averageness explain which words mean which feelings has ever helped anyone do anything. I think it's helped a lot of people get comfortable and stop panicking, which is a state of mind we value in the animals we eat. But not something I want for myself. I'm not a cow, I'm a pickle. [1:01:57] JD: This is one of my favorite shows. Do you know what it is, Sherry? [1:02:00] Chad: Oh, I am so not hip. J.D. no. [1:02:04] JD: This is a cartoon on TV. It's called Mark, you know. [1:02:08] Mark: No, I have no idea. [1:02:08] JD: What? Have you guys seen Rick and Morty? Do you know Rick and Morty? [1:02:12] Chad: I know of Rick and Morty. [1:02:14] JD: Never heard of it. [1:02:14] Justin: I won't say what I thought it actually was. [1:02:17] JD: You have to watch it. [1:02:17] Mark: It sounds like Paul Rudd. Was that Paul Rudd's voice? [1:02:20] JD: Ooh, I don't know that. I don't think so. No, I think it's the two creators. Okay? We're on a cartoon kind of theme, so. Go ahead, Brandon, play the next one. [1:02:30] Speaker F: Smithies. I've designed a new plane. I call it the Spruce Moose. And it will carry 200 passengers from New York's Idlewild Airport to the Belmont in Congo in 17 minutes. [1:02:41] Justin: That's quite a nice model, sir. [1:02:43] Speaker F: Model. [1:02:45] Chad: Okay. By the way, do you know where said Spruce Goose resides? [1:02:50] Justin: I. [1:02:50] JD: No. [1:02:51] Chad: Do you know where it's parked? [1:02:53] JD: Portland. [1:02:53] Chad: Do you know where it's parked? [1:02:54] JD: Portland. [1:02:55] Chad: McMinnville, Oregon. [1:02:57] Mark: Love that place. [1:02:59] JD: Do you have a stop during the summertime? Stop stalling and tell us if you have an answer or not. [1:03:07] Chad: I do know it, but I. [1:03:09] Justin: It Yeah, I think I gave you the answer. [1:03:15] JD: Yeah, it's the Simpsons, man. It's the Simpsons. [1:03:17] Chad: Yeah, it's the Simpsons. I know, but I just got carried away with the Spruce goose. [1:03:21] JD: I think you've seen I'm very fat. [1:03:23] Chad: I'm suck at cartoon. [1:03:24] JD: I think you've spent too much time at Burning Man. Let's try the third one. [1:03:29] Mark: We're on that journey. I lost my way. Integrity is about community. It's a sunrise. It's the smile on a baby. But most of all, integrity weed is about family. No idea. [1:03:48] Sherry Fitz: Think Lauren got it? I don't know for sure. [1:03:51] JD: Is it? [1:03:51] Chad: Is it? I don't know. [1:03:52] JD: No guess. No guess. But she's got her Burning man background. Is it South Park? [1:03:59] Justin: Gonna say Josh Lajoy knows South Park. Okay. [1:04:04] Chad: Isn't this cool? [1:04:05] JD: You're O for three. [1:04:06] Chad: I know I'm bad, but I have better. I got Burning man background. So there. [1:04:12] JD: Well, that'll be. The Next time you're on the show, we're gonna do 100% Burning man conversation. Sherry Fitz, thank you for jumping on sheltering in place with the retireholics. If you're still out there listening, thank you so much for tuning in. Did you know that you could go to www.retireholics.com and watch any of our past episodes? Check it out today. We'll be coming at you every week on Thursday at 4:30 Pacific Standard Time. And Sherry Fitz, thank you so much. We love you and hope to see you in person soon. Everyone that attended, thank you. [1:04:55] Mark: See you next time. [1:04:57] Justin: Good night. See you next week, Sherry. Good night. Goodbye. [1:05:02] Chad: Hi. [1:05:06] Justin: We knew.