WIN 34 - Wise Up Women! Planning a Purposeful Life and the Secrets of Longevity with Jeanette Bajalia

Welcome to win the Women Investing Network, the podcast where you can learn from successful entrepreneurs, business leaders and real estate investors who are winning in business and life. Learning from others is the fastest way to grow your skills, gain knowledge and avoid pitfalls so you can win. Join our hosts, Elizabeth Embry and Jason Hartman. Elizabeth is a seasoned real estate investor, experienced corporate executive and skilled mentor. Jason is a self made multimillionaire investor, entrepreneur and highly acclaimed thought leader. Together with their successful guests, you'll get the tools you'll need to win.

Welcome to another exciting episode of the Women Investing Network. I'm your co host, Elizabeth Embry and this is episode 34.

Today.

Our guest is Jeanette and she is going to be talking about longevity and the fact that you really need to be thinking about that extension of your investments. Let's face it, Social Security may or may not be around very much longer, but you as an individual really need to be thinking about the fact that you're going to be, I mean, if you were born after, you know, 1970, chances are you're going to be living into your 90s, maybe, you know, into your early one hundreds.

You've got to have more money at the end of your life than you have life at the end of your money, right? And so she's going to be talking about strategies, things to think about, and some really interesting and compelling stories about people that she met. So I'm excited for you to hear her today. Now, just a couple of reminders. We've got the Jason Hartman Meet the Masters event coming up. Again, in the podcast notes, you'll see the information about the La Jolla location, the fact that it's January the 20th through 14th. Super excited to meet you there, to see you there. And I have just to remind listeners if you didn't take advantage of this last time, I've got a discount code for $150, so email or vox for me. Then again, the information is in the notes, but it's Elizabeth with an s@really investing.com if you want to reach out. Also, the Venture Alliance Mastermind activity are coming up October 13th through 15th in Palm Springs, California. Again, really, really great event. I know it's going to be a lot of fun. Jason has some fun activities planned, but it's really a great opportunity to kind of gel with a team. When I go to these meetups, when I go to these real estate events, when I go to my local RIA and I meet other people in real estate, they go, gosh, you've got so Many properties. Your portfolio is performing so well, it must be really easy for you. And I got a ton of, I gotta tell you, I've kissed a couple of frogs on the way to Princess Dom.

This didn't come overnight, right? This real estate portfolio that I and my husband have, we didn't just being all of a sudden inherit it. We earned the money. We did a lot of research, we got a lot of education, we listened to a ton of podcasts, we started going to some events, we started building that groundwork. And one of those questions that we had early on was diy, you know, do it yourself or turnkey investments. And we really started out with turnkey for several reasons. But the first reason why we started out with turnkey was we didn't know what we didn't know. And we are smart enough, educated enough to know that no matter how many books you read, you still need the context of every day. And so we actually started with going through Jason's network and meeting people in Indiana, et cetera, and, and started building our investment portfolio. And it was a great learning opportunity. We were able to quickly get, you know, eight or so properties in one location and moved on, got another 16 in another, etc. But all this time we were not only working with our 10K providers to create cash flow for us, we were also learning from them. We were having a lot of conversations with our property managers to figure out what they were doing, what we liked, what we didn't like. And so when the opportunity came along for me to do my own syndication, which honestly didn't go as well as I was hoping, you know, I seized on that opportunity. And then to purchase my own investment property locally, I did that as well. And the thing is that first local investment property, this is well outside of the range of the Fannie Mae loans. I was stuck in commercial loans anyway. And I was looking on Zillow in my hometown because I knew that that was an area. I knew the market, I knew the place, I knew the types of people that were there, I knew I knew a lot about the place. And I also knew that there was just in general opportunity for rentals at a reasonable price. And luckily enough, I had a family member who was local to that area that could actually handle the day to day on the property management, which made the decision of do I actually start doing DIY do it yourself a lot easier. I was a lot more comfortable with somebody who was a very skilled tradesmen being able to manage, you know, local issues. So I started looking on Zillow to look for properties. And specifically what I was looking for was seller finance. And lo and behold, you know, pretty quickly, within the beginning of my search, I found a seven unit apartment building that I had been converted from 10 units down to seven and they'd been improved quite a bit. And it said seller is willing to consider financing. And you know, it took, I don't know, three to four months in the due diligence process. Getting somebody that could actually do an appraisal and an inspection for commercial property in that area took a long time. But, you know, eventually we were able to do the deal and we were able to provide really great improvements to the property relatively quickly. Got it at a good price, got great terms. The seller financing terms were phenomenal. And honestly we were able to increase the rent 10% in total because we had a couple of people move out. We did some material improvements and so definitely are not squeezing the individuals that live there, but you know, for new people coming in that are moving into, you know, upgraded apartments, you know, we were able to make that initial investment start paying off relatively quickly. And that was super exciting. And I've continued to look for local deals, you know, especially in that area. So I've got to tell you the story of my trip yesterday down to Aberdeen. For those of you that are familiar with the Seattle area, there's the coast. So Ocean Shores and Westport are where people go for their long vacation weekends. And I grew up in this very soggy, kind of dismal fishing and timber town that really had hit hard times in the late 70s, early 80s. I mean, by the time I was going into high school, it was. Its heyday had long been passed and there's a lot of rain and so it's Grays harbor, and boy, it is gray, I'll tell you. But you know what's neat about it and what I really appreciated when I was a kid was, you know, you're very close to nature. The rainforest is a very unique place for you to get out and go hiking and go fishing. And for people that enjoy hunting, it's kind of a paradise in some ways. So there's some unique qualities to it. The pace of life is certainly much slower. And quite frankly, the town is doing this turn now. One of the things that if you're going to do DIY investing, you really need to know the place. You need to understand where the chamber of commerce is going. You need to understand the local trends for industry. You need to understand, you know, are things coming or going right. What I happen to know about this area is people are retiring there, There are some jobs that are moving there, there's larger companies that have moved in, there's material improvements that are happening into the downtown core. So all of these things are very positive. Couple that with the fact that I've got this local family member who's really quite capable, and the fact that this other existing asset is really performing well. You know, I started looking around and I was so excited. I, you know, I went on Zillow and I started doing some searching and I found this 8 unit that was a block up and a block over from where my 7 unit was. And it was so super excited. And it was. Some of the pictures were just awesome. Now, the pictures on the exterior were, you know, honestly, not great. The pictures on the interior, they looked phenomenal. And I was like, holy guacamole. And the weird thing was this thing was almost a hundred thousand dollars less than the seven unit I already bought. And I thought, well, that's really weird. Maybe the market's fluctuated a lot more than I realized. Who knows? Maybe Zillow's playing a trick on me. Maybe. I don't know, whatever. So I was like, you know what? I talked to my real estate agent down there and I was like, sign me up. Let's go. Let's go look at it. I'm super excited.

And I pull up and I'm like, huh, this is not as pretty as I'd expected, you know, because when I bought that 7 unit, when I first went there, it was actually better than the pictures. It was more charming than I had expected. It was, you know, nicer, fresher, more cared for than I'd expected. This place was. Was not that. This place was. I looked tired, it looked run down. It definitely looked like the exterior needed a lot of work. There was holes in the screens, there was some windows. And I was like, okay, you know, that's fine. There's. And I'm starting to calculate in my head how much all this work is. And then, you know, we were gonna go into the first apartment and it was. I don't know, we weren't able to go into. So we went into the second apartment and.

Wow.

So this place was built in the 1920s. And while it said fully renovated, I'm going to tell you, it was not. The kitchen was a bizarre configuration where they'd obviously chopped, you know, a larger apartment in half. And then the upstairs to the bedroom was the steepest stairwell I've ever seen in my life, which I know is not to code. So I don't know how on earth they were able to have renovated some areas and not got brought up standards up to code. Because I'm fully aware of what the codes are. Having done massive rehabs to my own home, I mean, basically had gutted it and brought it up to, you know, something beautiful and wonderful. But I was able to sell in a couple of days, literally. And owning this other apartment, and I'm fully aware of what the codes are, and this was not that. And so I was like, okay, this is strange. It's not good. It's a little makeshift. Okay, that's not cool. Okay, let's go into the next unit that had recently been vacated. And I kid you not, we opened the door and cockroaches started scurrying across the floor and across our toes. And I was like, okay, that's it, we're out of here. And so the thing is, DIY can be incredibly rewarding. You know, doing it yourself can be super rewarding. But you gotta kiss a lot of frogs. Probably not too many frogs, with cockroaches and fleas jumping off the carpet and whatnot. But the thing is, you gotta be hands on. And I thought, oh, hell no. There is absolutely no freaking way I'm gonna buy this place. I mean, this is just beyond gross and ridiculous. And this is not the quality of the types of buildings that I want to have my name associated with. This is not the type of quality that I would feel good about having tenants in. And there are. There are people, obviously that. I mean, the existing landlords feel very comfortable having their tenants in this type of environment. I would classify this truly as a C minus, D plus property. There was definitely some good attributes to it. There was definitely some serious negatives. So I would generously give it a C minus. But I mean, you know, because, like, you don't need a shotgun to go collect the rent, you know, it's not that type of a place, but it is definitely a place where I would be very uncomfortable with somebody with a little child renting in that place. Then that's me personally, right? Everybody has their own standards. And so I was like, okay, well, this was a wasted trip because, you know, with traffic, it took me three hours to get down there and three hours to get back. And I was driving on the way. And then I called my brother, right? I called my brother and I was like, you know, what do you think? Seriously, what do you think about this? And he's like, you know, I really Hope you're not going to make me. I really hope you're not going to make me work on this place. But if you do, here's what you'd need to do. And what we figured was based on the exterior, I mean, the first thing we'd need to do is gracefully exit the tenants, whether that's get them to end the police, pay them to leave, whatever it is. But you'd have to vacate the whole thing. Then you'd have to tent the whole thing and fumigate it, right. To kill all the vermin that are living there. Because yeah, obviously if you're seeing cockroaches when you're opening the door, there's a whole ecosystem going on in that place. Okay, so then once it's like rodent and pest free, then basically what you'd have to have done is for the exterior, you'd have to have resurfaced the exterior with this kind of weird cement stucco. But I actually kind of have this quaint, almost Tudor style view to it.

Right.

So if you refinished, resurfaced the exterior, replaced all the windows, replaced all the screens, capped off or eliminated the fireplaces, the roof was actually fine. Right. So that was about 30, 35,000 based on that. Now on the interior, what you would have had to have done is get an architect in there and you'd probably have to convert that eight units down to six units. You'd want to reconfigure each of them. You'd want to relocate the bathrooms and the kitchens, you know, with medium grade quality, but new or newer appliances going in. Certainly standard construction grade tub, shower combos and decent toilets, you know, low flow, decent, all the current code stuff. But I think that probably about 155 to 165,000 you'd be able to do that. Now here's the kicker though. You would be down to six units at two bedrooms, one bath instead of the existing eight units. And so that definitely has to come into play into your calculations. So what I figured was I think that they were asking about 280 for this property. If I offered them 175, which they wouldn't take. But if they did take it and I put 175 to 180, then I actually have a cash flowing property. And then the only challenge I would have was could I get a construction loan? You know, I mean, that's like a lot of hassle and probably I'm looking at a year's time invested into this. But actually there's an opportunity there. So don't even when you're kissing the frogs and you're thinking, oh my gosh, I would never, ever, ever step foot into this nasty thing. Right. Don't think of it that way. Think about where's the opportunity? Because there's always opportunity out there. You just have to know where to look. And so with that, let's go with.

Our guest.

Today, we have Jeanette Bajalia, an author of multiple books, including her latest, Planning A Purposeful the Secrets of Longevity. She's the founder of Women's Worth and an authority on financial planning. Jeanette, thank you so much for joining us.

It's great to be with you, Elizabeth.

So this is an exciting topic and dear to my heart, your planning for financial support of women and planning for longevity. Can you give our listeners just a little bit of context of who you are and the books that you've written?

Yes, I would love to. Thanks for asking. I essentially am a retired I'm a baby boomer. And I retired after a 38 year corporate career. And when I retired at the age of 55, I needed to get a retirement plan established. I had spent the majority of my adult life in a caregiving role to a mother and a great aunt. My aunt lived to 100, my mother lived to 93. I was the full financial provider for their lifestyle and their long term care needs. So at 55, I retired and I just decided it was time for me to reinvent myself. And when I realized that the financial industry did not speak the language of women, I was speaking the language of planning to protect my future. They were speaking the language of selling me financial products. And after interviewing five financial advisors, I realized how underserved women were. So I set out and started a company. And then eventually shortly thereafter, I started a company that specializes with women, Womensworth. So for the last 10 years, I have been doing integrated retirement and estate planning to protect retirement lifestyles for individuals and families.

Yeah, I love the fact that you're serving this hugely underserved market. Tell me a little bit more about women's worth. What are the services that it offers? What's the focus of that site?

We basically do retirement lifestyle protection planning. And what that means is we believe that there are four cornerstones of success in retirement because women are outliving their spouses. When you look at women that step out of the workforce for on average 19 years in caregiving roles, the planning issues and we tend to have fewer financial resources that we need to make last longer. So I essentially created an approach to lifestyle protection planning, looking at a tax plan, looking at health care plans, looking at financial plans, and then looking at the ever so importance of your estate plan, the legal documents that protect you. So Womansworth is a company that specializes in this integrated planning that gets you from point A to point B with predictability and certainty. And women, we tend to consume more of the medical expenses of the nation. We have fewer assets, 75% of nursing home residents tend to be women. So what we do at Women's Worth is we do integrated planning just to make sure that you don't outlive your money. And more importantly, we want to make sure that we don't become burdened on our children, on our families, or on the government for that matter. So Women's Worth was birthed for that purpose. And as a result of that, I wrote a book for women that talks about the health wealth connection. Because we believe that in order to hold on to your wealth, you have to hold on to your wealth. So that's essentially why I created an approach to planning that is unique to understanding what women need.

So who's the target audience for that book? Is it people that are nearing retirement or what's the target?

We typically work with 50 plus because we're finding so many women waking up at 50, early 50s, and getting that infamous divorce paper, or all of a sudden the kids are off to college and then there's a lot of divorces. This whole generation of gray divorces is really impacting women who stepped out of the workforce to raise families, and then 30 years into a marriage, they find themselves divorced and they're only in their mid-50s. So we service women who are prematurely widowed, unexpected divorces, or who are living so long. So the average age is typically the 50 plus generation that we serve.

That makes a lot of sense. Tell me a little bit more about this connection between health and wealth.

Primarily because the new research that is coming out is longevity is redefining retirement planning for women. Because we're living so long, we read that the fastest growing Segment of the US population is the 90 plus, and the majority of the 90 plusers we find are women. So we really need to understand the planning. So the way I position my planning is if I can build into plans a lot of self care, a lot of preventive care, a lot of funds to keep you out of the medical system because of skyrocketing health care costs and the costs of being in nursing home. So we embrace the philosophy that we have to build in those things that keep you mentally, emotionally, physically healthy in order for you to hold on to your financial wealth.

You know, I'm surprised that there are that I guess I shouldn't be. I'm surprised that there are that many people that are hitting in the 90 plus. And you're saying that most of them are women.

Oh, yes. I mean a lot of them are women. Now we're even seeing more men, some of the, you know, oldest of the oldest. In fact, there's a study out of California from UCLA that are targeting the oldest of the oldest and they have millions of dollars that are funded in that study because we just the growth of the 90 plus population and medical studies are done on 50, 60, 70 year olds and all of a sudden we have 80, 90 year olds and we're trying to figure out how do we deal with this aging population. So it's no different in the medical system as it is in the financial systems. Most people think that they need money to last 25 years in retirement. You can spend more decade retirement than you were working. And women in particular typically will outlive their spouses. They'll have one less Social Security check, they won't have a pension check. And they need to make sure that they can live with dignity and respect till the day they decide to walk out on life.

Yeah, no, that makes a lot of sense. It's interesting that people just naturally assume that they might pass much, much earlier than stay. Statistically, it sounds like they really are passing. And you know, I know that talking with girlfriends my age, when we talk about, you know, our fears for the future, the biggest one is planning for healthcare. Healthcare is just, especially in the United States, it's just a huge unknown, isn't it?

It is absolutely a huge unknown. When you look at the skyrocketing costs of healthcare, we're seeing reports that suggest that routine medical costs average around 6% inflation. Skilled nursing care costs are over 4% inflation. And so when you look at these skyrocketing costs and then when we hear about Medicare reform and we're starting to see more cost shifting out of both public and private health care plans into our hands as healthcare consumers. I really believe that the way to protect yourself and to create a defensive strategy is, is to do the things that keep women healthy. You know, it's just manage finance and do stress because finance induced stress creates metabolic syndrome in women. And then we start getting ourselves sick and then we have to spend more money in the healthcare system and then we have less money to spend on fun stuff. And so the vicious cycle goes on. So we embrace a philosophy at Womansworth that we have to build into your plan those essentials, things that help you take care of yourself. Because as women, we think about ourselves last. And so we need to think about ourselves as first during the retirement journey.

And thinking about it early enough that you can actually influence the outcome.

Right, exactly, exactly.

Yeah.

Yeah. So tell us a little bit about your secrets of longevity in your planning purposeful life. What are some of the secrets that you want to share with the listeners?

Yeah, And Elizabeth, that's what caused me to write that book. I started serving many women, couples, individuals, widows, widowers. And when I build plans and say, okay, this is what inflation is going to do to your lifestyle costs and this and the other, they were not real believers that they were going to be around it in their 80s and 90s and hundreds. So I set out when I started seeing all the news media. There was a 60 minute segment on the 90 plus study I started. I was intrigued by that and I said, well, maybe I should go talk to these people. So I selected about 40 individuals nationally. I found different individuals by talking to my clients, seeing where their parents were, what the age of their parents were they living independently and what have you. And I just wanted to go learn from the experiences, what I call this greatest generation. What I learned was unbelievable. So I said, I am putting this in a book. I just want America to wake up. That this population, the upper 80s, soon to be centenarians, they are not sitting around in nursing homes drooling. They are active. They're contributing to their society. They are in their communities, active. And I wanted to learn what they did that allowed them to still live independently and have all the financial resources. And they are of sound mind, body and spirit. So I pulled together, I interviewed them and I pulled together their information and I put it in this book that I call Planning a Purposeful Life. Because it's one thing that they had in common. It is, they had purpose in their life. And that is a beautiful thing. And they really reshaped my life by learning about their stories.

You know, that's fascinating. I was on a flight back from going through Minneapolis and this gentleman going into Seattle was celebrating his hundredth birthday.

And he was sharp as a tack.

The airline attendant offered him a drink to celebrate his birthday and he said, oh, well, the reason why I've lived this long is because I don't drink. And I thought, well, that's no fun.

Well, actually, what this study out in California, this neurologist found out is that there's a direct correlation to two drinks a day and longevity.

Interesting. So tell me more about that. Now you're speaking my language.

So they're saying it and it's not. Most people think it's wine. But to be in this study, you have to make certain agreements that you take these psychological exams, these physical exams, these neurological exams and you have to agree to donate your brains to science and you pass away. Because we don't have enough research and understanding of a lot of the functional disabling the mental functioning capabilities that might disable us. But what they're finding is they had some preliminary research that came out that says that the older we get, like in that 90 plus population, a little bit overweight is better than underweight, a little higher blood pressure is better than lower blood pressure. Two drinks a day basically has a direct correlation to longevity. Plus they also found out that all these vitamins and supplements, the people who took a lot of vitamins and supplements didn't outlive the people who didn't take them. And so they were finding some amazing things that would be contrary to what we hear. So I'm following that study because it has direct implications to how I can help my clients because we just really can influence. And they're finding that typically genes only impact longevity to the tune of about 30 to 35%. The rest is lifestyle driven. So our longevity is more directly correlated to the way we live our lifestyle.

That's really fascinating. I had always heard that people being slim or slightly air quotes underweight led to longevity. And it's really interesting to hear that people that are a little on the other side of that line actually have in essence better longevity. So that's interesting. I wonder if there's a time in which you should optimally be switching.

Yeah. Another interesting thing is what they found was in exercise, you know how we always tell people, go, you know, exercise, sweat in the gym and everything. What they're finding is optimal exercise is about 45 minutes a day. But it doesn't have to be 45 minutes of hardcore aerobic exercise. They would even say in that 15 minutes a day, three times a day is good. It's just a function of keep yourself moving. So all these things, a lot of folks say, well, why do you, as a financial advisor, why are you dealing with health? Because the biggest risk to our success in retirement is no longer the market volatility, it's no longer taxes or inflation. It's going to be health care costs.

Yeah, yeah. I mean this is just making so much sense because you're right, if you plan for your financial longevity, but you don't have the optimal health, then you're just going to consume all of that wealth through taking care of your health issues. So, Jeanette, one of the things that you were talking about is the fact that each of these people in your study really had a strong purpose. Can you give us an example of purpose and which ones you found to be more compelling or ones that people might want to try to apply to themselves?

In terms of the individuals I interviewed.

Right.

Yeah. The concept of purpose. You know, I think that I live a purposeful life, but then I end up watching TV for six hours at a shot or whatever. You know, obviously I'm not living to my, you know, fulfilling that purpose. You know, I often struggle with the concept of purpose. And so as you describe it, I was looking for examples of what the people that you were interviewing, what their purposes were or things that might, that might be compelling and could apply to others.

Yeah, one of the common things, typically in our working years, our purpose becomes our jobs or if we're raising kids, our purpose becomes raising kids or being a good, wonderful spouse. But what these individuals were telling me is, you know, when I said, what advice would you give? The baby boomers who are planning on retirement says, don't retire from something unless you go to something. In other words, they had a purpose. If they want to optimize their health and their well being, they have to have another purpose. And they were all very clear. They said, and it's not spending your life on a golf course that is recreation, it's not purpose. So some of the individuals are like Judge Choflat, who is the oldest practicing appellate court judge. And he stays working when he could fully retire with full pension. He stays working because he wants to influence the younger legal. He wants to continue influencing law clerks because he doesn't like the way things are going in our nation. He says they've lost their morality. And if I can stay and help them really understand how to practice law the right way, with dignity and with morality. So I thought that was a beautiful thing. So his purpose is just being there to do right and help the younger law clerks that are coming in because he doesn't think the law schools are doing the right thing.

Just I love that statement of don't retire from, retire into something.

I mean that, that just makes so much sense. And yet so many of us are just like, woohoo, I'm going to get to retirement point I'm getting to retirement point. And then what?

Right?

And then what? And see, that's what they're saying, that our friends that didn't have something to go to, they're not around. And so there are, there's one individual that until at 97, when I interviewed him, Olin, he was delivering Meals on Wheels to the less fortunate. And he was working at Flagler Hospital in the pharmacy, filling prescriptions, you know, counting the pills and what have you. He was active until three months before he passed away. Even when he couldn't walk to deliver Wheels on Wheels, he got in the car and rode with his buddy that was delivering them. That I dedicated my book to him because he was a patriot, he loved our country, he was grateful for every day, and he kept giving back till the day he died.

That's fantastic. I love that.

I love the fact that he completely.

Gave it his all.

And even when he couldn't perform the act, he was still accompanying other friends so that he could continue this purpose.

That's a great. That's a great story.

That's amazing. So, Jeanette, are there other things that you wanted to share with our listeners or things we haven't covered yet?

I just think is if we can learn from that generation and we learn that we're in control of our total well being. Because for me, as a, as someone who owns two financial planning firms, for us it's more than the money. It's about your well being, how you define that. And then plans go in proportion to that. And my book has a lot of those ideas and concepts. So you have to have purpose in your life. And that's what we do. We build plans to ensure that you can realize that purpose. And we don't become a burden on our families or on the state who wants to be a ward of the state. And it takes planning to do that.

Yeah, that. That would not be a good outcome. Jeanette, where can people get the books? Because you have not only the planning of purposeful life, you have two others. What are the titles of those?

My first book is Wise Up Women, your guide to Total Fiscal and Physical well Being. And that's a book I wrote for women to really understand how important it is to keep hold of your health. My second book is Retirement Done Right, and it discusses the difference between planning and investing. For us, it's an investing is a means to an end and the end is the goals of your plan. And then the most recent book that can be ordered, all of them can be ordered off of Amazon.com but the most recent book is Planning a Purposeful Life and Secrets of Longevity. And so all three of these books can be certainly acquired through Amazon.com or go through my website, www.womansw o m a n s dash worth w o r dash dot com and you'll get more information on the books through those sites.

Well, Jeanette Pejaglia, thank you so much for joining us. She's the founder of Women's Worth and financial advisor expert as well as author of many books. Thank you so much for being with us here today.

Thanks for having me. Elizabeth.

Thank you so much for listening to the Women Investing Network. Be sure to subscribe, rate and review the show on itunes or the platform of your choice. You can find the show notes and resources for today's episode@womeninvestingnetwork.com remember that guest opinions are their own and information is of general nature. So be sure to consult appropriate tax, legal or other professionals for specific advice.