PracticeCFO Client Demo Video

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Here as a dentist practice CFO is built for dentists and they honestly have your best interest in mind by the way, that they can make a plan that is integrated with not only how the numbers in your practice work, but also through your payroll and your personal. So it's all one plan that's really well choreographed and that's something that I think is a benefit. I haven't been able to find that anywhere.

Been refreshing to be able to reach somebody whenever I need help. So I send an email. And usually you send an email and think, okay, I'll give it a week. And I get a response in 10 minutes, or a text or a phone call. They get answered and responded to. So that's probably my favorite part about practice CFO is that I feel important. The other thing that I would say is that when I come to sit down and have meetings at practice cfo, usually in previous experience I would go in with my list of things that I don't know how to do or that I need help with or that needs to be done. I don't have to do that anymore because I come in and they already know. They already know. They've already looked at everything. They're prepared. They know exactly what my books look like. They know what questions I'm going to have. When we started with practice cfo, we knew we would want to retire one day. And we had a simple IRA and a few other things that we didn't have a 401 with our staff. We had no idea about profit sharing or defined benefit plans. Wasn't even in my spectrum of thought. And so we've been able to decrease our taxes and increase our retirement and it kind of happens exponentially. The first year you go, wow, this is pretty good. And then the second year it's better and the third year it's better. Then all of a sudden you have more money, earning more money and you're paying less tax.

Owning a dental practice can be extremely challenging, but it's understandable. Virtually all of your education has been clinical. Yet for most of you, the clinical is probably the easiest part of your job. How about managing people and processes and technology culture and leadership? Amid all this non clinical work, one process often gets the least amount of attention. Wealth accumulation. And there is in fact a process to accumulating wealth. Now, when I say that wealth accumulation, it's important you don't associate that term with selfishness or greed. Your wealth represents two important aspects of your life. First, it represents all the hard work in the past and the risk you've taken from dental school to an associateship, to buying or starting up a practice, to running it successfully, your wealth represents a lot of sweat and perhaps even some blood and tears. Second, your wealth represents the well being of your future self. And if you've worked as hard as the dentists I've come to know, you deserve a secure financial future. And importantly, your wealth will give you one of the most valuable things above all, time. Time to do the things and be with the ones you love. But unfortunately, many dentists today are not accumulating wealth and at a faster pace. They're accumulating it at a slower and slower pace, preventing many of them from reaching their life goals. Why? Although there are various forces at play, including lowering reimbursement rates from PPOs, we believe it's largely due to the increasing complexities of being a business owner. Do you struggle with financial organization in and out of your practice? Do you ever ask yourself, where did all my cash go? Do you ever feel like you're paying too much in taxes? Have you assessed if you're financially on track to meet your life goals? Well, what if you could create incredible financial organization in your life? What if you could better understand the financial health of your practice? And what if you could pay less in taxes and retain more to achieve financial freedom earlier in life? I'm Wes Reed. I'm a certified public accountant and certified financial planner and I'm the founder of Practice cfo. If you're a dentist, I know you. Perhaps not personally, but I know your context. Since 2008, I've worked with hundreds of dentists to produce these exact results in their lives. Today, Practice CFO has advisory teams that consult with dentists throughout the country on the most important financial decisions they make. We call the leaders of each of these teams CFO Advisors. And as you likely know, CFO stands for Chief Financial Financial Officer. As you'll see, this title best explains the role we simulate for practices and for you personally. The purpose of this video is to give you a comprehensive demo of Practice CFO who we are and what we do. We'll cover the following our why, our model, our team, the client experience, the new client requirements, the practice CFO tenets of wealth building, and our service fees. And then lastly, we'll end it with some common questions and answers from prospective clients. Let's get started at a high level. What is our purpose for dentists? Let me explain this by defining our why, our how, our what, and the outcomes of these to our clients. First, our why? It's simple. We exist to empower dentists to thrive financially. Second, our how? In other words, how do we enable them to thrive financially? We do so by giving them access to CFO services, something usually reserved for big corporations. Your CFO advisor will integrate your business and personal finances into a single harmonized plan. Third, what or what do we do exactly? Working directly with you, your CFO advisor customizes a financial strategy, a retirement plan, monthly accounting, and tax planning, along with tax filing unique to your personal goals and your situation. Each of these services is then harmonized with the others to achieve targeted financial outcomes. What are these outcomes? They are financial peace of mind, greater organization today, and a plan for the future and ultimately, the early attainment of financial independence. Let me focus on our why just a little longer. Remember, it's empowering dentists to thrive financially. To pervade this theme throughout our company and our people, we've painted this image you're looking at on our wall and built our internal core values off of it. These core values are summarized in the acronym thrive, which stands for T for Team Oriented. As a client of practice cfo, you'll have a team of professionals supporting you, led by your CFO advisor. I'll touch more on this in a moment. Suffice it to say, we put a lot of attention on the effectiveness of team collaboration, giving our clients a smoother, simpler experience while working with us. H is highly innovative. We're always looking for for ways to improve the client experience and deliver better financial outcomes. R for responsive we commit to responding to you quickly, many times within minutes. We're also responsive to new helpful trends and importantly, legislation that emerges. I For industry experts working exclusively with dentists, we can say with confidence that we know dental and its financial nuances as a business. V is for value surplus. What is value surplus? It's simple. We deliver more value to you than you pay to us in service fees and lastly, E for extreme ownership. We at Practice CFO own our responsibility to serve our clients well, and let's look at the results of our efforts. Our average client collections are almost 1.5 million, with an average profit margin of 43%. Our client's personal net worth is increasing on average $315,000 per year, and they are on target to retire at age 57, almost 15 years ahead of the average dentist. One of the main reasons for this is the uniqueness of our CFO model, where most dentists are receiving disjointed advice from various service providers. Image on your left. We provide you with the CFO Advisor who liaison between you and an integrated team of service providers. Image on the right and most importantly, your CFO Advisor will proactively create a financial playbook. This CFO model has proven time and time again to take stress and confusion off the doctor and increase financial success through a well developed financial program. The result is increasing assets, decreasing debt and accelerated financial independence. Now let me give you a short overview of some of our CFO Advisors and their teams. All have deep academic backgrounds and are credentialed for the position as an advisor and just as importantly, we have regular internal trainings and consistent tools to ensure that each advisor is delivering the same high, high quality experience to our clients.

Each of these CFO Advisors is supported by a team of other professionals who handle your tax, accounting, investment and financial planning. Here are a few of these team members. We feel immense pride in our people and the fact that virtually all of them have stayed with our company over the years. We've received a lot of positive reviews on our teams and the consistency we've provided to our clients. Here's an example of what you'll receive upon joining Practice CFO as a client. This private webpage will identify your lead CFO Advisor along with his or her support team. You'll be able to reach out to any of them at any time with questions. Although we'll need your support for various tasks, this team will handle much of the administration that you up to this point have likely had to handle yourself. Upon engaging us, we'll walk you through what we call the Practice CFO Proven Process. This process starts with our onboarding or what you might call in your practice the initial exams. After onboarding, our setup specialist will meet with you in the new Client Financial Education meeting and in that meeting he will review our preliminary financial reports and make sure they are accurate and explain to you how to interpret them. A few weeks after your new client Financial Education meeting, you'll meet with your CFO Advisor in what we call the CFO Day. This will be an eye opening experience. We'll take a deep dive into your revenue and expenses, assets and debt, your personal payroll and taxes, your budgeting and trends and ultimately we'll set financial goals together. After the CFO Day, you'll move into our proactive and recurring tri annual meeting itinerary. Each year we'll have the following three meetings with you. The first meeting is what we call our Business Focus Planning meeting. In this meeting we'll review your financial statements, cash flow projections, taxes, budgets, practice retirement plans, such as a 401k debt and growth plans. Its focus is on the practice with maybe some review of your personal situation. Meeting 2 We call your Personal Focus Planning meeting. In this meeting we'll do a quick review of your business financial statements and needs, but our focus will primarily be on you personally. We'll review your lifestyle needs, your investments, your retirement plan, your personal assets and liabilities, your estate planning needs and your insurance coverage in the third meeting of the year, which we call a year end checkup meeting. In this meeting we'll likely review all action items, do a final tax projection, review tax saving strategies and ensure your payroll is structured to hit a target W2 profile. We'll also guide you on critical cash management issues. Now this meeting cadence and content may adjust based on your needs, but it does give you a good overview of the logistics of our meeting.

Let's turn our attention to our financial reporting for our client practices. One of the key financial X rays that we prepare is your statement of revenue and expenses, also known as your profit and loss statement. Let's have a look at page one of a sample of of our dental specific profit and loss statement that we would provide each month for you. In this financial statement, your practice collections are at the top and your overhead or expenses are below that. Now we break out your overhead expenses into six categories, a few of which you can see on the page. Those six categories are labor, supplies, labs, facility, marketing, and administration. Then in the columns we display your income and expenses for the current month, year to date, and also the prior year to date. Now, although helpful, there's nothing necessarily groundbreaking about that layout. However, what I'll show you next is in fact critical to tether the personal planning to your practice. Financial statements boxed in red, you'll see various percentages. These percentages allow us to evaluate your overhead using a standardized and comparable format. In black are your actual percentages. For example, this dentist paid out 32.2% of her collections or $729,378 toward labor costs. Is that good or or is that bad? Well, it depends on what you're comparing it to. The industry average for a general dentist is in Blue at about 27%. In that sense, she's over budgeted by 5.2% or in dollar terms, overspent $117,675. However, this is a slightly larger multi specialty practice which often comes with higher labor costs. Working together, we set a financial planning target of 35% where before it was actually at 38% and this is shown in orange. From that view, she actually is under budgeted by 3.8% or in dollar terms $85,993. What your financial planning target percentages are will depend on your specific practice and goals. Additionally, each month we'll provide you with a report we call the Goals and Trends Report. Together with your cfo, we'll define a goals based breakeven collection target. In other words, we'll be able to tell you based on your overhead, debt, taxes, spending and savings goals what you need to collect in order to meet your financial goals. The straight horizontal orange line will reflect that level that goals based breakeven collection. And since we know your overhead expenses, we can then define a goals based break even profit level shown in red. Then we can track your actual collections in blue per month and your actual profit in yellow from month to month with the most recent month on the right and rolling backward. Note the green line at the bottom represents your overhead expenses in this graph. Therefore, collections again in blue, less overhead in green equals your profit in yellow. Now trends give us an excellent panoramic view of the financial health of your practice over the prior 12 months and how you performed against your goals.

We then use those past 12 months to project your cash flows going forward into the future. This cash flow projection allows us to predict with pretty good accuracy whether your cash will increase or decrease over time and this is important. Based on this cash flow projection we make critical financial decisions. For example, how much will you have to pay in taxes for the current year? Are you current or behind in your tax payments? What can we do to reduce your taxes? Will you have cash flow surplus and if so, should we use that surplus to pay down debt? To invest in the stock market? To fund your 401k? To build out a new operatory, to increase your current personal spending, plan a big vacation, buy new equipment, fund your kids education, etc. How you allocate your surplus dollar on a regular basis is one of the most important financial decisions you'll make throughout your life. Allocating cash effectively to maximize return is why banks are so profitable and and we teach you how to think like a bank. This is just a sampling of the reports we provide each month and these reports give us and you a 3D x ray of your financial health. And we use these X rays to guide your financial decisions and getting these financial reports to you timely is critical for us. Generally, our financial statements are prepared by no later than the 20th of the following month, often much earlier. They are electronically delivered via an email link that you can click and open to access these reports. Speaking of logging in, let me give you a quick view of what your practice CFO online account will look like. At the top of our homepage. Click on the orange button for Client Login. You'll notice there are three separate logins, each one giving you access to important but unique information relevant to your financial planning. The Tax, Accounting and Payroll login will allow you to see your financial statements, tax returns and payroll reports. This login relates to the CPA aspect of our services. Next is your Personal Financial Plan login and this allows you to see your net worth statement and retirement plan projections, as well as key life insurance and estate planning documents, all organized in one secure location. Lastly, your investment Portfolio login. This allows you to see your investment accounts that we manage for you, such as balances, holdings and return data. Staying organized with your financial documents is important. Let's dive a little further into what's inside these logins and show you some examples. Once you log into your tax, accounting and payroll login, you'll come to a dashboard that will have a file that on the left for each entity and person that we provide accounting and or tax services for. In this example we have Dr. Jones, his wife Susan, and their two children, Billy and Jill. Additionally, at the top is the LLC that holds the dental building owned by Dr. Jones. Drilling in further into the corporate folder, we have subfolders to securely store our documents for the practice's accounting reports, tax returns, 401k documents, and even corporate formation documents and if applicable, corporate minutes. For the individual folders, we provide a folder for their annual tax return. Additionally, at the top right you'll see it says MyPay Solutions. MyPay Solutions is our current payroll partner that integrates directly into this login. You don't need a separate login for payroll. By clicking on that link, you'll have access to all your payroll files such as pay stubs and W2s, without having to log in a second time. Many of our clients have expressed how much more organized they feel by having this central location for these critical business documents. Next, let's look at the Personal Financial Planning login. We use this tool to organize your personal financial plan. We'll put together a listing of your personal assets and liabilities. These assets and liabilities are then used to model different scenarios for planning for your retirement or what we prefer to call your financial independence. Now, there's a lot of detail behind the scenes to model out these scenarios, and some of these scenarios Might include maxing out a 401 plan, starting a defined benefit plan at age 55 and funding it for five years, funding kids college education, selling your practice at age 60 and working back for five years, buying a second home, buying your dental practice building and leasing it throughout retirement to the person that will buy your practice and so many more scenarios. By having this in place you can sleep well knowing we have a plan outlined for your financial future. And although it will invariably change as life goes on, having the framework established gives us the insight to show you how these life changes will affect you financially. The final login is your investment portfolio. At Practice CFO we manage our clients investments using best in class software, low cost ETFs and risk based models to produce strong risk adjusted returns. We act as fiduciaries for our clients and take our role as investment advisors with the utmost care. Protecting and growing your hard earned savings is everything and this login shows the level of detail we provide. It includes your balance, return, contribution rates, asset allocation, holdings, investment fees and so much more. We are fully transparent and we use this detail in our efforts to plan for your financial future. Alright, let's switch gears. Practice CFO doesn't work with everyone. As you know, we specialize in working with practice owning dentists. But that doesn't mean we're a great fit for every dentist. To focus ourselves on the clients that need us the most and that we serve as best, we have a new client acceptance committee here at Practice cfo. This committee uses these guidelines when determining to accept a new client. First, since our services go well beyond the traditional accounting model and into a strategic CFO model, we're better suited for practices doing at least 1 million in collections. There are exceptions for certain specialists that tend to have a higher profit margin or for new practices or new practice owners who are motivated and on track to have a million dollars or more in collections in the next few years. It's important to note that we are not practice management consultants. Although we commonly give advice on how you can increase your top line collections, our job primarily starts once the collection dollar hits your bank account. From there we set budgets, we manage debt, we reduce taxes, we structure doctor and doctor family payroll, we oversee 401 s and we determine appropriate spending and savings levels. We leave collection growth to your marketing and practice management consultant. We can collaborate with them as needed. Your overall financial success. Second, we at practice CFO work with certain dental associates 1099 or W2 only if they are seeking ownership of a practice that meets our first guideline. Third, we work with clients that not only have stronger collections but that also have at least modestly healthy profit after expenses. We define that as $250,000 after paying practice debt. Fourth, with some exceptions, we require our clients to use our Payroll partner company, MyPay Solutions. This requirement is because payroll is to us what a lab provider is to a dentist. We need immediate access to your payroll detail. We need to structure the doctor and doctor family payroll a very specific way. We need a dedicated person at the payroll company that we can work with, and we need the payroll to interact smoothly with our investment platform for 401k and profit share plans, thereby allowing us to oversee these plans smoothly so they don't take away any time from the doctor. Although switching payroll providers can be inconvenient, admittedly we take most of the burden off of you and the result of making the switch is that we are much more effective at helping you succeed as your CFO advisor. Fifth, because 401 and other retirement plans are so integral to your tax, accounting and financial planning, we require that we be designated as the advisors on record for these plans. We then bring them into our platform using their Charles Schwab or Vanguard as the custodian or holder of the plan assets. We don't make exception to this requirement. Doing so would significantly tie our hand behind our back from doing our job for you appropriately. Sixth, because seeing our doctor's success helps us feel like we succeed, we only work with doctors that are committed to financial discipline. Now, this doesn't mean they need to keep a daily budget, save receipts, or live poorly. But it does mean they'll agree to a plan and stick with it. For example, if a doctor's personal lifestyle needs are $12,000 or $15,000 or $8,000, whatever we agree to, they'll generally live within that agreed upon amount unless special circumstances arise like the purchase of a home or a remodel or a large vacation. But the important thing is that this discipline allows us to reliably predict cash flow in the practice, which in turn allows us to tax plan, fund the doctor's retirement plans, pay down debt, and accomplish other financial goals we agree on with the doctor. The last requirement is that our clients generally agree with us on the most reliable way to build wealth. We call this our Tenants of Wealth Building. Let me quickly review these with you. These tenets of wealth building include 1. Spending less than you earn.

Next, always pay off your credit card debt each month. Make savings for your future a priority. Be willing to invest in the stock and bond market target ownership of a practice collecting at a minimum $1 million annually. Prioritize funding a tax deductible 401 plan before paying off good secured debt such as a practice or home loan. By the way, there are times when we may accelerate pay down of these debts while also funding a 401. Next, own your home and if available your practice building, but be cautious about owning additional real estate. Why? It's not because we don't like real estate as an asset. It's because we often see it distracts the doctor from their most valuable asset and that's productive dentistry. Next, keep your financial life simple. We prefer not to work with clients who have endless financial accounts, K1s from private investments, unusual financial holdings or tax shelter schemes. We rarely find these to be the doctors that truly get ahead financially in tax planning. Toe the line, but don't cross the line. And note we'll help you find that balance. And lastly, be coachable. Remember the greatest leaders and athletes aggressively seek out coaching. With this background in place, let's turn our attention to our service fees. Because we work exclusively with practice owning doctors, we know the time and resources that go into servicing them and our focus is on value creation, not simply giving you an accounting report and filing your tax return. Consequently, we follow what's called a value based billing system. This means we charge a fixed amount each each month. This fixed service fee covers the all personal and business financial planning which generally requires three to four meetings per year with each meeting lasting between 90 minutes and three hours. All accounting and monthly financial statements is also included. And remember, these financial statements provide the financial X rays we need to be effective CFOs for your practice. It also includes all 1099 reporting for your independent contractors throughout the year. We'll organize the information we need so in January we can send out the 1099s to all your independent contractors. It also includes business property tax reporting which is required in many states. It also covers corporate minutes for those dentists organized as a professional corporation. It also covers workers compensation audits which are generally required annually. Lastly, the service fee covers all communication, all emails, phone calls, texts, all meetings. With value based billing you don't have to worry about getting a bill every time you send an email or make a phone call or have a meeting. And we don't have to waste time tracking hours and sending you billing statements. Our client retention rate is over 98% and guess what? That's without long term contracts. If you feel you're not receiving more value than what you're paying us. You can terminate services at any time or with a simple 30 day notice, but we feel very confident that won't be the case. Keeping on the subject of our service fees, we charge separately for the following tax filing Due to the large spike in resources during tax season, we charge a modest fee for the tax return as shown here once per year Transition Consulting we often represent a buyer when purchasing a practice or or helping one of our clients through a sale. Additionally, we're commonly asked to consult doctors in forming partnerships. These are unique services that can consume a substantial amount of our time. Consequently, we have a separate service fee that applies to transition consulting practice. CFO is also a registered investment advisor and provides asset management services to our clients. This is perhaps our most important service since our highest aim is financial independence for our doctors. Helping you organize your finances to 1 be able to save more and 2 to protect and grow those savings is why we exist and we put important time and resources into our investment services and in doing it well with 401 profit share and defined benefit plans. This is especially important since our doctors are fiduciaries for for these plans and all the participants in them, meaning your team members. As fiduciaries. This means they are responsible for ensuring the plan is compliant with IRS and Department of labor laws and that their team members are properly educated. We help unburden the doctor by overseeing the plan's compliance. We provide direct education to the doctor's team members so they can rest assured that the 401 plan is used to strengthen the there the doctor's financial situation and not hinder it. And we work closely with the TPA after year end to ensure that the doctor doesn't have to and keep it compliant with those year end testing rules. Moreover, we have a dedicated investment team led by a Chief Financial Officer who holds the highest designation in the field of investment services known as the CFA Credential. Let's end with some common questions and answers that we get from prospective clients. Question 1 How will the accounting be handled? We will require View only access to your business checking and credit card accounts. Virtually all banks today offer View only delegated access. With this access we can then import the transaction detail into our accounting software. We classify it, we reconcile it back to the bank statements, add certain adjusting journal entries, and then after a review process, we post it electronically to your online practice CFO account. If we don't know what certain expenses are for, we'll send you an email to request clarification Some prospective clients will ask about the accounting software we use. Though most in house bookkeepers use QuickBooks, we use an institutional software called Accounting CS. This software allows us to create more custom reporting for our CFO advisors. These these custom reports help the CFO advisor better understand your cash flow, give you better financial advice, and more accurately Tax Plan if you terminated services, we'd be able to transfer the data from our accounting software into QuickBooks for you. And remember, our accounting services are included in the monthly CFO service fee. Question 2 Do I need to retain my bookkeeper? You do not need to retain your in house bookkeeper for the accounting. However, if your bookkeeper is doing other things like opening mail, paying vendors and doing other manual tasks in the office, you may want to retain them. However, 80% of our clients do not have a separate bookkeeper in the office dedicated to managing an accounting file. Question 3 Do I have to change my payroll provider? Yes. With very few exceptions, we recognize that you may not want to change your payroll provider. However, because payroll is so integrated with accounting and tax and 401k and financial planning, it's impractical for us to work with various payroll providers. And not having payroll in our operatory, so to speak, renders us less timely and less effective in our role as your CFO. Question 4 Are there long term contracts with practice CFO? No. We only require a 30 day notice prior to termination to give us time to finalize the accounting and prepare the data for your next provider. Question 5 How will the fees change over time? Our fees will increase for two reasons. One to keep pace with inflation and industry trends and two to keep pace with growing complications in your practice such as expansion, special projects, second offices, bringing on a partner, et cetera. Question 6 Can I pay for services a la carte? No. We are full service. Our mission is to help doctors thrive financially. That's why we exist. We can't do that unless we engage our full model for you. Question 7 Can I reduce my tax? How can I reduce my tax liability? Tax reduction is the result of comprehensive planning. Often, doctors will make a financial decision primarily for the purpose of reducing taxes. But the tax tail should never wag the dog. Instead, by understanding your cash flow, your level of income, your marginal tax bracket, your 401k goals, your tax basis, and the current tax law, we can plan in a much broader and more current way and more meaningful way. We'll incorporate every available tax deduction appropriate to your situation. Since tax erodes your ability to save for your financial future, we consider tax planning as one of the most important aspects to our financial planning services. But keep in mind that although we want to toe the line when it comes to tax planning, we do not want to cross the line. As I stated previously, there's a difference between tax planning and tax evasion, and we also want to protect you from getting caught in an irs battle. Question 8 Will you do my tax work for the last year? If we were not engaged during the prior year, we generally recommend your prior tax preparer file your tax return for that year. However, exceptions may apply and we can retroactively handle the accounting and tax needs if necessary, though that would come with an additional service fee. Question 9 How often will I meet with my CFO advisor and can I contact my CFO advisor at any time? You'll meet with your CFO advisor generally three, maybe four times per year, which may fluctuate based on circumstances. These meetings tend to last one and a half hours to three hours and involve significant preparation, mostly on our end. You basically need to come from each meeting. We'll have a set of action items assigned out to you and to our team. This cadence promotes continual financial progress. And remember, you can contact your CFO advisor at any time. We commit to a response within 24 hours, though you'll generally receive one much sooner. Question 10 Will I have a single point of contact?

You'll have a primary point of contact in your CFO advisor. However, you'll have the contact information for each team member and you're encouraged to go directly to them as needed. For example, if you have an accounting question, you can contact the accounting team member directly. Likewise for tax however, you'll always have the CFO advisor as needed. Question 11 we're not in your city. How can we work together and meet through virtual meetings and electronic communication? In fact, since COVID most of our local clients have even preferred to meet virtually. We have found no reduction in the quality of our service or when working with our clients virtually, and that includes in any state. Question 12 do you work with associates and is the service fee different? Yes, we do work with associates and we have a reduced pricing model for them. And note, we only work with associates that are aspiring to be private practice owners. If you're interested to take the next step with us and haven't already done this, go to our website@practancycfo.com and and click on Solutions at the top menu. From there, choose pick your own CFO team and from there you can learn about our various CFO teams and select a time for a free consultation to interview them. They will then prepare a service proposal for you. And once signed, we'll begin the financial planning process. Thank you for taking the time to get to know us. We look forward to hearing from you.