Ep #17: People First, Numbers Second: Building Trust in Advisory

Welcome back to the Advisor Summit, the podcast where top minds in financial services share their strategies, stories and insights to help you grow and lead with impact. Today's guest brings a unique blend of analytical thinking and purpose driven advising to the table. We're excited to welcome Brad Matos, an advisor whose journey into finance took a surprising turn starting in mechanical engineering before discovering his true passion for helping people navigate their financial futures. Based in Florida, Brad brings deep experience in financial analysis and operations and he's built a reputation. Making complex strategies feel accessible and actionable. He's also a dedicated husband and father, someone who understands and how he's helping redefine what modern advising looks like like. Brad, welcome to the Advisor Summit. Hi Brad, welcome to the Advisor Summit. We're excited to talk to you today.

Hey Molly, I'm super excited to be here. Thanks so much for having me.

This will be a fun one for sure. So yeah, I kind of want to talk about a lot of the advisor role today and kind of just get education behind that as well as kind of what you do at TTC and how it's a little bit different than maybe other kind of normal, quote unquote advisory practices. Although I find no advisory practice is really the same. So. Yeah, but let's kind of talk about how you. Yeah, it's all, all different. They're all unique. So let's kind of talk about first, kind of how you landed in this role and how you got here. So you started your career in mechanical engineering turned advisor. So talk to us how that happened now, where you're at and kind of what influenced your approach to that.

Yeah, it's actually a really cool story. A little bit sad, but cool. So I was in engineering school for three years and I had done internships, I did internships with CSX, I did internships with manufacturing companies and I'm like 10 classes away from getting my degree and I'm like, I don't. I mean I like the stuff, I like the math, I like the numbers, but I didn't see a career in.

It isn't for me. Yeah, yeah, but you wish you had known that 10, you know, courses in, not 10 away from being finished with this, you know, like.

Oh yeah, yeah. I mean I've always been infatuated with finance and personal finance and the stock market and things like that. I just remember sitting in my dorm room as a freshman googling how do I get my Series 7 license, you know, and things like that. So I've always been fascinated by it. But really the catalyst for that was, I was at the end of my junior year, like right before finals and my mom passed away. He was 44 years old at the time. I was 20 years old. I had two younger brothers. And so that like really forced me into a position where, you know, I was the old brother. You know, I was playing big brother to my two younger brothers, even though we're close in age. But she had a business as well that she was running, you know, just by herself. And so I took a pause for a semester on school to just figure out life because it was a lot like that. But, you know, and I believe this is just God directing my steps. But through that process, we met Frank. Both my brothers and I, we got introduced to him. So I've known Frank for about 10 years and you know, he's been running Totus and in this industry for 25 plus years.

Yeah.

And so that's how I originally met him. I've known him for a while. But that, you know, really forced me to sit back and I was like, you know what? I'm running my mom's business now and to figure out how to run it. So what I did was I just applied my engineering skill set and what I learned in my coursework and I just reverse engineered everything she did in her business. I had no one to teach me. Right. I had to look at the books, I had to figure it out. I had to figure out how people were paid. I had to figure out how to make sure clients were satisfied. I'm 20 years old, I'm trying to figure this out. But during that season of my life, there was no option, no other option. I can't just ignore it. So I just, I had to make it work. There was no other option.

That's like, what else are you going to do? You have two brothers, a business that you don't want to, you know, go down, especially with her legacy and that it's like a lot to rest on the shoulders of a 20 year old. That's crazy.

Yeah, yeah, it was a lot, but I learned a lot through it. I attribute a lot of what I've been able to accomplish in business and different roles that I've had to that because that's just my natural tendencies now. I don't know, something. Well, you just got to figure it out.

Figure it out. I think it shows a lot of your heart too though, because I feel like really people could look at that two different ways and it's either, oh my gosh, this huge thing happened in my life and there's this deep sadness that I'm sure there was, but we could either sit down and do nothing about it, or the alternative, what you did is grab it by the horns and go, I'm gonna do this regardless. All while trying to help your brothers process emotionally and be dependent on you, too. So that's wild, but shows a lot of your character too, Brad. Truly.

Yeah. Thank you. Yeah, yeah. That's in a nutshell. I met Frank and, you know, I was one of those weird kids. So I ended up going back to school. I took online classes. I got a business degree, but I didn't want to just work. But long term, I didn't want to run my mom's business either, because that's not what I was passionate about. That's not what I wanted to do. But I wanted to make sure, you know, and my brothers agreed. We want to make sure her legacy is honored. So we were able to. My uncle at the time had just graduated from Duke with the MBA program, and so he's able to take. To take the business over. He's still running it successfully to this day.

That's amazing.

The family. And that opened me up to just figure out what my career was going to look like. And I took a few different jumps. I was in campus ministry for a year with my wife. I worked at a local, I guess, semi regional grocery chain in the corporate office doing finance and operations there. And then after that, I was at Fidelity for a few months. And after that I was like, yeah, I don't know if I want to do the call center life anymore. So I went to work with a real estate investment firm locally here in North Florida. And then after about three years of that, I was like, I want to help people. I want to make an impact in people's lives. That's what my heart was. And right around that time, Frank sent out an email. Hey, we're growing. We're looking to bring on another advisor. And I responded to it and we talked and, you know, we had already known each other for several years at that point, but it was just a perfect fit. And he asked me, what's your goal? You know, we don't. He told me, he's like, we don't want to hire people that are just going to want to make a lot of money and do a lot of transactions. We want to hire people that want to help people. And that's what I told him before he even told me that. I was like, I just want to help people. And this is how I'M doing it. So.

Yeah, that's amazing. I think it's even. It shows Frank's, I mean, perspective and heart as well. But even in the name, you know, ttc, Totus Tuesday, totally messing that up. But even in the name, I mean, it's like you are there to help others. That is just a really incredible journey. And I think your unique experience in what happened and what you went through so young especially really gives you the capability to know and understand. Okay. People do need help. This can happen very quickly. And if they're not prepared and not ready for this, it can be really detrimental. And it can be really difficult tasks to kind of maneuver out of. In chart you're already responsible for so much. Like, why not make retirement planning something that's simple or in the case of death or something that can be just handled and done? So I feel like that's, that's huge.

Yeah, it works out well because I, I've lived it. We're different from a lot of firms because we, we kind of lead with estate planning and legacy planning. And I've lived it so I can sit down with a client and say, no, you need to do this because I've lived it without having yes and.

Oh, you're too young or something. You're like, no. Literally, it's never right.

Exactly.

You know, exactly. It's. I just, it blows my mind that people, even we. My husband and I just sat down like last week. I think we're younger than probably most retirees by any means. We're not ready for that yet. But I stayed and just planned estate and will and did all of that because I'm like, gosh, it can be so traumatic, you know, and so quick. So it's never too young. As an advisor at ttc, kind of what are your primary responsibilities? You know, I mean, you mentioned helping people, but how do you kind of contribute to the firm's mission? Are you a full time advisor now? I mean, kind of walk us through because did you come in with your series 7? What did that kind of next transition look like?

Yeah, I got my Series 7 at Fidelity, but when I went to the real estate firm, they weren't carrying licenses, so that lapsed. So I came in officially unlicensed for an independent RIA. So I just got my 65.

Okay.

But I, I came in to be, you know, a service advisor to Frank and you know, what other firms would call Paraplanner. So just helping put together plans. And that's what I love to do. But I also Love building businesses and I'm very entrepreneurially minded. So just with a lot of the different roles that I've had, I've seen different aspects of business from operations to finance and how they integrate. And so while I'm working towards being a full time advisor, we're a small team and you know, with any small business you have to wear multiple hats. Yep. So do a little bit of, you know, lots of advising, lots of operations, lots of process improvement and documenting processes and systems and getting all that organized. Because we're at a point right now where we want to bring in more clients. We really want to start to market even more than we are, but without that stuff there, it's just going to be a mess. So we're building a really, really solid foundation operationally and with our team, which we have an amazing team right now. We have some interns from Flagler who are amazing, who are helping us out. My to do list, I just want to say is the smallest it's ever been. Yay. Because we've got, yeah, we've got the interns and we've got. Sean is another one of our advisors as well. So everyone is just all in to making this thing work. So that's kind of where we're at right now. You know, I want to be a full time advisor, but we've got to build the systems and the operations to make it work, you know, with my experience. And just doing what you got to do. Right.

Yeah, I think it's smart though too. Honestly, Brad, like as you build, if you don't have those systems in place, I always feel like it's building the house on sand versus solid concrete. It's like if you don't have the processes in the system to continually, to grow and to make that, you know, a conducive environment for everybody. It's not going to work in the long run. So I often find Too it's like 10 years of hard work for overnight success. It's like, okay, but those 10 years or whatever, you know, amount of time was leading and building the processes and doing the collaborative team effort, you know, as you work through that to grow. So I mean, kind of as you talk about that too, just the collaboration of the team and you do a lot, you know, with the processes and with the teams. How do you ensure that, like that is excellent to the clients because there might be a lot of chaos on the backside that a lot of times clients aren't seeing because you are a smaller team, but you're all working Together, how do you ensure that the clients don't see kind of that, you know, a lot of that work behind the scenes?

Yeah. That's interesting because I feel like that a lot like, oh, my gosh, everything behind the scenes is, you know, it. It almost feels like sometimes we're flying by the seat of our pants, but we actually have our stuff together and we're doing really well. One thing that we do really well is we meet as a team every morning to get organized. Organized for the day. These are the clients we have coming in. This is how the rooms need to be set up. We're giving tidbits about, hey, this client likes Corvettes. So, you know, if we're getting a gift for them or something, it might be centered around that. Or this client is from, you know, they're a new client, but they're up from New Jersey, where Frank, you know, originally grew up from. So different things like that. We're always finding little pieces and different ways to connect with our clients.

Yeah.

To go, like, above and beyond. And when we're talking about, you know, plans, we just. We make it simple.

Yeah.

We put our plans on one page for them. So they're like, oh, that's easy. That makes sense. And there's a lot of. There's a lot of numbers and stuff that goes into putting that together. But what they see is the simplified version. And so it just makes it really easy for them.

I think that's a really key point is make it simple for the client. Make it simple for them to understand, even though, you know, the nuances and everything before that is very complicated. It's the deliverable needs to be simple. And I always say this, too. It's like, gosh, I don't know a lot about things. Like, I'm not a plumber, so I'm not going to go do my plumbing. I'm not an engineer, so I'm not going to go do the engineering. I'm not a financial advisor. I want to understand, because it is my money and my time and effort and stuff, but at the end of the day, like, I trust that, you know, and building that client rapport with those kind of tidbits of information, of knowing, you know, who they are and what they enjoy and what they do is huge and critical for that relationship, like, relationship piece.

So, absolutely.

Yeah. You've probably seen it. I mean, you've been in the industry now for a little bit of time, and you've kind of walked through a lot of different industries, which probably gave you More of a well rounded view. I'm curious how over the past, you know, few years that you've been in the advisory role, how you've seen it change. Is there a lot of big changes that have happened? I mean, Covid naturally was kind of a one that needs to be addressed potentially. But what are some changes that you've seen and like, potentially maybe some changes you think are coming in the future?

Yeah. When I tell my family and friends, you know, if they're asking how work is going, you know, I tell them, you know, I'm an advisor. This is what we do. Their preconceived, like notions of a financial advisor even today are, oh, this person is the person who picks my stocks, they manage my investment. But what we've seen and the way that we do it is we take a holistic planning approach. And essentially the investments are just a piece of the puzzle. And coming from an engineering background, I'm used to formulas. And so we think of our investments as the missing variable. And so we build a plan for the client tailored to them, and then we just plug in the right set of investments according to their plan and how much they like to take risk. And so that's where we see the industry going. And I think a lot of firms are already doing that. But you kind of have this dichotomy. There's the financial advisor who's a cfa, who's analyzing all of these companies, and then you have the financial advisor who's a CFP who is using a cfa, Right. As part of the holistic planning process. And that's kind of how we've aligned our business and how we operate. And that's where I think the industry is going. We had the pleasure of listening to Dr. Daniel Crosby speak at one of the triad experiences. And he talks about this all the time. You know, his most recent book is the Soul of Wealth. He talks about how advisors are. The role of an advisor is changing. It's now about more about relationship and it's more about coaching and it's more about, I mean, at the end of the day, it's all about relationship. Right. And so he gave some really, really interesting statistics on, on how the roles of advisors are changing and where he sees it going. And I, I just think he's spot on with that.

Yeah, that's interesting. What was that book called? The Soul of the Wealth.

So the Soul of the Soul. The Soul of Wealth.

Okay, I'll have to look at it. That sounds really cool. I think it is too. I think in the end of the day, we're in the people industry. Not only, especially as an advisor, not only, you know, client to you as an advisor, but also for you to the team. I think building people and building that relationship is huge. To run an advisory practice, that's helpful and maybe you weren't the founder, but like as an advisor, I do find you're in a leadership role regardless and to build and invest in the people that you're leading is massive as well as the people that you're helping. So I think relationship is huge and I think clients too. Maybe you can speak on this. Also, for people who don't know the difference between CFA versus cfp, can you walk through kind of the differences and what that stands for?

Yeah. So CFA is chartered financial analysts. So these people are going to analyze a company, they're going to look at their books, they're going to look at different ratios that, you know, Yahoo Finance puts out, but they have to report because they're publicly traded. Whereas a cfp, a certified financial planner, is a. Someone who is certified and delivering and giving investment advice and putting together financial plans.

So more of a holistic, all full circle approach. Yep. Yeah, yep.

And the way we do it is we, we kind of integrate estate planning, taxes, income, wealth management and planning. That's the model we've taken. Yep.

Yeah, yeah. I think you guys do it well. I mean, even just in your tracking of that I've seen it is very like maintained and process oriented and separated. And it's, it's. Yes, it's all in one. But within the firm itself, it is more of a separation to ensure everybody's following up with the correct people and everything. So I feel like right now too, I mean, educating clients is a really big item and a big hot topic right now because of, you know, volatility and kind of uncertainty in the markets now. But also over the past probably year and a half, I would say, how do you continually educate clients and how do you help them just remain satisfied and focused on like, hey, we've got you. Kind of a mindset.

Yeah. This is so timely because I just got out of a meeting with a client or a. He was a potential client and now he is a client. Yay.

Congrats.

So, but he was the engineering type and he's telling me, yeah, I run, I run retirement projections every day.

Yep.

And one day the market's down and it changes my projections and it stresses them out. And the next day the market's up and he can breathe. And the Next day, the market's down, especially right now with all the volatility that we're experiencing. And what I did was, you know, we kind of take a teacher student approach during our meetings. So out 95% of our meetings, either myself or Frank is standing up and we've got a whiteboard, and we're drawing on it in our clients. We put notepads for them with pens. They're taking notes, they're taking pictures. And so I shared with him, hey, this is the approach that we take when we manage your funds. And it's a. It's a three bucket approach at the end of the day, but it's very simple. And we showed them some different things that they could do to really solidify their financial plan so that he can not run projections every day. He's an engineer, so he's still gonna do it. Right.

But I was like, what better person to talk to them about this? Because, you know, you would still do it. Not calling you out, but I know you would, so.

Right. Yeah. And that's what I told him. I was like, you're. You're gonna still run your projections, but you're gonna have more peace of mind, right? Yeah. So that's the approach we take. Yeah. With every meeting that we're doing, we want to teach, we want to educate that. And that's what we tell our clients. Our role is to educate you.

Yeah.

And we do that. We make it simple. We get up on the whiteboard, we show them how things work, and we go from there.

And sometimes they'll be like, okay, sense of relief. Like, is there relief after that where they're like, okay, I understand what's happening. Or do you feel like it brings up more questions like, oh, gosh, now I really don't know because there's more than I thought.

Yeah. With this last meeting that we had, there was definitely a sense of relief, Like a tangible sense of relief. And that's most often the case where when we put things on one page for a client, and we are very conservative with our approaches, we're planning out to 100 years old, because what if they live longer? But if we live longer and they only, you know, we only plan to 95, what are we gonna do? Like, the plan ended at 95, but. And we use very conservative average earning assumptions as well. And so we show. And then we also say, okay, you're spending this much, we're going to say, you're spending even more, 10, 20% more. And so when we put all that on paper. And they're like, okay, you're really conservative with your assumptions. It just, it gives them so much peace of mind.

Yeah. Do you feel like that's what separates your firm a lot from other firms is the conservative aspect? And does everybody in your firm adopt that or are other advisors a little bit? Maybe not a good fit for your firm because they don't adopt that mindset.

No, we adopt that mindset. And that, you know, that, that came from Frank, you know, he's the founder. So we, you know, we align with that. If we didn't align with that, we wouldn't be here and. But we've got a really good team, a really good culture around here. And it's just simple. You know, when, when I'm sitting across from a client or when Frank or Sean or anyone else is sitting across from a client, if we're telling them they're going to average 10 to 12% a year and that's what it's going to take to make a plan successful, that might happen, but it might not. But if I'm telling them, hey, you only need to earn between 3 and 4% for this to be successful, that's a lot more confident. That creates a lot more confidence. Because the ability for us to out perform that is much higher than our ability to match the performance of say 10 to 12 return.

Yeah, yeah.

It just, it creates a lot of confidence for us because we can look at our clients in the eye and say, this is. This is gonna work versus this might work.

Yeah.

Open pray I found it.

I kind of feel like it's like a doctor versus mentality. Like I think this is gonna work. I don't really want to go to a doctor that thinks it's gonna work. I want to go to, yeah, it's like I'm gonna take the most conservative approach. Like this is what I'm gonna do and this is how I'm gonna help you. You know what I mean? Like, that's much more than what I'm gonn know. So it's really building that client rapport also, like making them understand like who you are and what you do is really massive. And I think that's maybe something that is sometimes missed is it's not just. I feel like there's a stigma around financial advising that it's like you just use money, you know, it's just a money factor. And I'm like, in reality, like financial advising is a people business and I cannot highlight that enough. It's a people business. You got into this to help people. And it makes me just so sad. At the end of the day, people are in this way to make money and to do different things because it's like, realistically you don't understand the impact that you have on those people. And I would say, like, truly, 99% of the people I've met that are advisors do have that mindset and they do want to help. And that's amazing. And it's a beautiful thing for sure. So we're certainly lucky to be in this industry now that you found it, you arrived here in the financial industry. So I guess that's kind of one of my last questions also is like, maybe what's a key piece of advice for those maybe that are aspiring to become advisors? They're maybe just starting out and I know you didn't have a straightforward path because a lot of people do and they think, oh, maybe it's too late, or maybe, you know, I don't have the credentials yet. What would you kind of say to those younger advisors that haven't really quite broken in yet? Any advice?

Yeah, yeah, I do. And I'm going to kind of tie this back to our core values at ttc, which is humility. The second word for our core values is unfinished. And what that means is you're just continually learning.

Oh, I love that.

Integrity. And then ownership. And I think if you possess those four values as someone aspiring to be an advisor, you're going to do well. And if you're just humble, hey, I don't really know what I'm doing right now, but I'm eager to learn and I want to learn and I'm unfinished and I just want to keep learning and soak up all the information that's going to be key. Because if you can learn and you can be mentored by someone, by a manager or a senior advisor or a lead advisor, whoever it is, you will learn. Take a CSA role. Take over all where you're answering the phones and helping clients in a service capacity and use that as a gateway to get into planning or to lead meetings. And if you do well and you're surrounded by the right team and the right people, leaders are going to notice that and they're going to call you up and you're going to be ready.

Yeah, that gives me chills. I feel like that's such good for anybody in any industry, really. Like, have humility. Be integral, always be learning as you're unfinished and continually growing like that is massive. And take ownership. We're actually reading A book right now as a firm, it's called Extreme Ownership. It's by Jocko and Leaf. And it's. It's that everything you do is you own. Like, even if your team messes up, you're the leader of that team, so it's ultimately on you. And I just use that this week with. With one of our firm members. I was like, that's on me. Because I maybe didn't remind you of this. And, like, that's the standard of our firm, and it was taking ownership of that. So I think for anyone listening, like, having humility and being willing to lear. And I always say, too, it's not to make it stop me, but I always think if I am the smartest person in the room, I am the absolutely wrong room. I never want to be the smartest person because I can learn and grow and be better from other people like yourself. And I think having that team around you is huge. And I'm sure Frank played a huge role in that. But also the other team members, it really does take a team to make good things happen and put people in the right places, you know, the right seats on the bus. So I think that's huge. So I'm gonna. We have our core. We're kind of redoing some of our, you know, eos, cor values and stuff. So I might have to steal some of TTC's for our meeting this week with. With our finished.

Yeah. If I could add one more thing.

Yeah.

Who is an aspiring advisor. And I kind of take this from when I was learning to run my mom's business. I had no one to turn to. I had to figure it out.

Yeah.

So if you adopt that, but if you have resources, like, we. We work with triad and triad wealth, and they're amazing. I'm not afraid to just pick up the phone and call someone over there or to call Frank or to call someone, you know, with your support team all the time, hey, can we make this better and just make things happen? If you make things happen, people will notice and you'll learn a lot. And if you're not afraid to ask questions and pick up the phone, you're going to learn that much faster. I haven't been with Frank, you know, that long, but I've learned so much of my time here just because I'm not scared to just pick up the phone and call someone. Yeah.

Just be willing to, like. And I feel like a lot of the fear that holds people back is like, oh, gosh, I don't want to look down. And it's like, I think if anything, people love to give wisdom and love to give advice and love to make things better. I think every time someone calls our team, they're like, that's a really great idea. I'm gonna ask them if I can use it for other advisors. Like, I think at the end of the day people want to give that. And as much as like there's fear and insecurity, like, oh gosh, I'm gonna look down. You're almost like, like stripping somebody else away from the opportunity to help somebody and like make their day better. And granted, like, you also want to learn.

Right?

Like, I don't want to be asked the same question 14 times, but.

Right.

If someone's still trying to grow and learn, I will answer it 13 times. And then by the 14th, it's like, okay, dude, you just don't get this.

And it deepens relationships with, with the people that you have because you're on the phone with them. So it. Yeah, yeah, it helps.

Don't be afraid to pick up the phone. Yeah, well, especially in today's day and age, it is such a lost art. Like, I mean, it's just a lost art to pick up the phone and ask the question. You know, it's like, oh, can I text it in or can I chat it? And I'm like, I want to sit and talk in a conversation for 45 minutes. Like, come talk to me, you know? So anyway, anyway, kind of last question we always ask on the Advisor summit is where are you tracking today? Is it whether it's personally, professionally, any big goals that you're kind of trying to conquer in this year?

Yeah. From a professional standpoint, with the amazing support from our founder Frank and Jackie, our coo, I will be starting a very fast tracked CFP program in August.

That's amazing.

So I am doing Brett Danko's seven month fast track.

Yeah.

Which is pretty intense. But plan to sit for that in March. And then I've been super infatuated with taxes and realizing the value that tax planning brings to class. So I'm toying with the idea of after the CFP is all settled down, maybe doing an enrolled agent program just to kind of.

Yeah.

Learning on the personal side. Married. My wife and I are celebrating our six year anniversary this week. We have two beautiful children, a three year old daughter, Kennedy and a one and a half year old son named Anderson. So just trying to be present with them and take after Brad Johnson's podcast. We do business and do Life. So integrating work with life. I'm still figuring it out, but so is everyone else.

Yeah, so is everybody.

Yeah. Just want to be the best dad and the best husband that I can.

Yeah. That's amazing. And Brad, honestly, I feel like that shows your heart, you know what I mean? Like, you. You want to be that and your wife and family, lucky to have that. And I feel like three and one and a half, they're such fun ages, wild and like, very exhausting, but very, very fun. I always say that's like when the personality comes and they get to kind of see their true colors and it's really so fun. So, yeah, we're rooting for you. I mean, I'm so excited to be praying, honestly, about the August. That's crazy that you're gonna do it and so fast, but I think if anybody's brain could do it, it's certainly yours. And I think with support, everything is having support in that role. So I love that your team's kind of alongside you for that. So.

Yeah. And just to shout out my wife, you know. Yes. We had to have many conversations about what that's going to look like with two young kids. And she 100% supports me and the time commitment that it's going to take. So, yeah, you know, having support from not just my peers at work, but also for my family at home.

Huge.

It makes it so much better.

She's gonna be maybe have a lot of patience because it is hard to balance two little kids while your husband is going through something like that. My husband just became a captain of our fire department, and it was a very long, tedious process. So have a lot of patience with her. I'm sure she's a wonderful, amazing woman, and she already has a lot of patience, but it's a lot. It's a lot. And you'll need that support, but also she'll need your support. So I think you guys are going to be a perfect unit in that. In just figuring it out. And I do think people are good in different capacities. You and her will grow in capacity this season, and it's going to be a really beautiful thing. And what a cool thing to show your kids. I mean, I know they're young, so it's like, how much of our lives are they actually picking up? But for them to see, like, wow, mom and dad conquered hard things together, and we're a unit is going to be really crucial in their lives as well.

So.

Yeah, that's awesome. Well, we're rooting for you. Thank you so much for coming on the Advisor Summit and sharing your knowledge. We appreciate you.

Thank you so much, Molly. I appreciate you.