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Steven (00:51):

Hello everyone and welcome to the next episode of the Retirement Tax Services podcast, financial Professionals Edition. I’m your host, Steven Jarvis, CPA, and I’m really excited to change gears this week a little bit so that we can address a question that I get from advisors as I travel around to conferences, I get emails, I get messages on LinkedIn around this idea of, Hey, Steven, how do I include tax planning in my marketing? This seems like a great way to attract leads and prospects and convert clients, and I 100% agree. The only problem is there’s not one magic sentence I can give you. It’s all about the process that goes into marketing, which is why I’m excited to welcome my guest this week. Ryan Fitzgerald is the head of marketing at BELAY, which if you’ve listened to the podcast, you’ve heard from other great team members at BELAY . We love using BELAY. I’ve had a virtual assistant from BELAY, we’ve used BELAY Bookkeeping. I’m so excited to talk to someone who is crushing it in the marketing world on how we can build things into our process of marketing, like topics like taxes. So Ryan, welcome to the show.

Ryan (01:56):

Thank you so much. I’m so excited to spend time with you all today. I absolutely love how you serve so many incredible clients, like your audience and the services they provide are so, so helpful. Life-changing for so many people and honestly, talk about marketing just helps us help more people, so I think that’s fantastic.

Steven (02:14):

And I really appreciated that before we hit record that you actually mentioned about how you recently met with your financial advisor, your CPA. I love people who specialize and so there’s no confusion here. Ryan, you are not a financial advisor. Marketing is your thing, and so you have a lot of great insight to share on this, but I also appreciate that you see the value in the services that we all provide.

Ryan (02:34):

 I regularly tell people it’s more important than marriage counseling or whatever other thing they do. It brings so much peace and confidence in your future. So yeah, no, the idea that we could talk about how to help more people experience the life-changing thing I’ve experienced with an advisor, I feel like is a great conversation.

Steven (02:50):

Yeah, absolutely. And so almost my entire audience is financial advisors in some form or fashion. Some of them own their own business, some of them are just running a book of business. All of them. I’ve yet to meet the advisor who says, no, no, no, I don’t want any more leads. Get this crap out of here. So I would expect that everyone listening would love insight into, okay, how do I do more to attract leads? And they might not think of it, they might not think of themselves as a marketer, which I think is part of the conversation we want to have of how do we take this more seriously to not just say, I haphazardly post on LinkedIn or I publish a podcast episode every now and then. But Ryan, when you think about someone who wants to be involved in marketing of any kind of attracting new clients, where do we even start with how do we design a process around this?

Ryan (03:35):

I think that is a great question. I think we are all products of marketing.

(03:39):

Obviously everything around us is marketing, and so for many of us we have an intuitive understanding of that and then for a lot of us, we understand it, but we don’t necessarily know how to apply that. And I think the difference between folks who I see are really effective, whether it’s small or large scales and marketing, it all comes down to where they start and it’s like what do they think about first? And my opinion is that you really have to know who your ideal customer is. The most important place to start from a marketing standpoint, no matter what your product is, it really is who do you serve best? Who do you love serving best? And understanding that if you have a target and you understand them really well, then everything else you do falls into that. I think that the question, once you understand who your ideal customer is, is then you start to ask, Hey, where do I reach them? Where do they exist? Where do they live? Where do they spend their time? And then I think the next piece, and this is really where it ties into how an advisor can pull in the tax services piece specifically or just for the general firm. I think it’s like what do you need to do to convince them that you can add value to them? And that’s where I think this unique part of the offering really applies here.

Steven (04:44):

Yeah, I love that that’s where you’re starting of understanding who your client is because since I’m the tax nerd, I always like what the tax tie-in is. And so as I get this question from advisors of, Hey, how do I market using taxes? I’m with you. You’ve got to start with, okay, if we’re going to use taxes as the example, what specific tax strategies? It’s not just, Hey, the IRS sucks, so you should come talk to me as you’ve identified the specific types of clients you want to work with. Then we can say, okay, what specific, let’s find two or three, maybe five at the most. If you were to pour through my LinkedIn content, you would start to see these same themes over and over and over and over. I don’t spend my time talking about expat taxes for Australian based citizens. That is a tax plan strategies, not one that I spent time on. So Ryan, I think we’re starting from the right place of who are we going to serve, and then if we’re laying around the tax piece, it’s okay, what strategies are applicable to them, but then I know from there it’s not just about identifying the message once, it’s how do we have a system or a process so we get this message in front of people over and over and over and over and over again.

Ryan (05:47):

Yeah, I think you addressed it really well there. But not only is it understanding what product are you offering, it’s understanding the felt needs of those customers and then finding ways to hit it over and over and over again. As you historically, we’ve always talked about marketing as some people say four, some people say five touches required for someone to then convert what new studies are showing in Google. Just put out a new study on this. It’s well over 20 touches are required for someone to convert on a product, and that’s why when you are getting advertisements on Instagram or you’re watching Hulu and the same ad shows up, you saw somewhere else, what these advertisers understand is that you have to see the brand, you have to feel seen and heard by the brand, and you have to be given a solution that makes more sense than the pain of the problem currently before you are going to consider converting.

(06:34):

And so what happens there is we have to get in front of people multiple times, and I think one of the tensions a lot of people feel is they’re like, Hey, how do I, I’m not seeing return on this one kind of investment or I’m doing this thing and I’m not seeing anybody engaging with it. And while those metrics are really important, what’s really important to understand is that what point in the process, what point in the system are you talking to somebody and what are they looking to learn there? Because right now, obviously taxes and the implications of that is like a felt need by everybody. But then you have more specifically the, and I’m not an expert in this space, but your accredited investors are going to have a totally different tax needs. And then other ones for my financial advisor, he targeted me when I was young and I had no money to invest and now I have a lot more money, thank goodness because of him and he’s making a lot more money off me now.

(07:23):

But he was starting his, he prayed on quite a few of us when we were in the circle I was in, and I’m super grateful for that. But what he understood was he developed a system and a process. He understood who his potential client was, what they felt and what they needed, and then got in front of me in multiple ways. And the way that that happened was through referrals so that somebody else talking about it, that was through email marketing. I saw some email I got added to a newsletter that added a lot of value for him. It was a very relational approach. It was less a digital marketing approach. And so I got invited to an event that had a happy hour and all that stuff, and I met more people normalized that this is obviously a thing that requires an immense amount of trust.

(07:59):

And so he understood that this is different than selling a direct to consumer product where it’s just like, oh, I want that. It says something funny. This is like, oh, I’m going to give someone else my money. And so all of a sudden the needs and the objections to overcome and just the awareness part of the cycle I think are really important. One way to think about this, and there are a lot of different models for marketing, but one way to think about this just from a high level that then I think you can apply to the different styles of marketing or the different audiences you’re talking to is really, it’s the ACC model, but if you think about it as a funnel, you have the top of the funnel is awareness, and then in the middle of the funnel you have consideration and then at the bottom of the funnel you have conversion.

(08:42):

And so that is like they’re aware of what you’re doing. Then they’re considering the offer that you have given and how that connects with them, and then at the bottom is where they then convert. Some people call this the ACA model, which would be awareness, consideration, and acquisition. You can call it conversion. Some other people just talk about it top, middle and bottom of the funnel, but basically looking at a user journey, these are the people that you’ve taken to lunch, you got referred to by another client, maybe they came in cold through your website, but then you have to build trust. You understand what those kind of three parts are and then go from there. I know a lot of people use social media for this as well, and thinking about your social media content and the way that you engage with people, that too I think would be really specific to the different parts of the funnel. I have to imagine that you do this on your LinkedIn as well. You probably have different types of content at the top, middle and bottom of the funnel. I mean, do you want to talk about that? Actually?

Steven (09:28):

Yeah, no, I’m more than happy to. I like that you were sharing your own experience with how you met your financial advisor. I think it’s helpful for people to hear specific examples and taxes is another good way to walk through how we can use the same themes in different ways at different steps of the funnel. I’m a huge fan of giving away quality content for free. Hopefully people come back and listen to this podcast over and over again because they also agree it’s quality content, but that is my goal. The top of my funnel, that awareness piece, I want it to be high quality. I don’t like gimmicks of I’m going to give you just the clickbait and you have to pay me before you get anything else. I guess in one sense I’m asking for, we’ll use sarcastic air quotes here. I’m using, I’m asking for payment in the terms of I want your email address because I want to give you even better content.

(10:13):

And so for me on taxes to very top of the funnel is going to be really high level stuff. Let’s use a specific tax example. Backdoor Roth contributions. Ryan, you’ll have to just let me nerd out here for a second. A lot of my audience will relate to this of when we talk about backdoor Roth contributions, my free content is going to talk about the value of backdoor Roth contributions. It’s going to talk about the potential of backdoor Roth contributions, and it’s really going to create that awareness of, hey, there are things that can go wrong. More of my middle of the funnel is going to start being either I’ve asked for your email address or maybe there’s a really light commitment like $40 for a worksheet or a reference guide where we say, Hey, listen, this stuff is actually pretty complicated. If you want more of this, you can go Google it and find it on your own or you can come to me.

(11:02):

And then when we’re asking people to really sign up for an in-depth service is when we’re saying, Hey, let’s just walk alongside you. And so for advisor, if factor Roth contributions are relevant to your audience, back to your original point, Ryan, if this is relevant to your audience, great. Use that example of we’re creating awareness, we’re getting some kind of resource and then we’re just saying let’s walk together. But if something else is more relevant, if you work with a lot of equity-based compensated individuals, maybe you’re talking about how RSUs work, you’re working with a lot of retirees, you’re talking all about Roth conversions, but we can take this same approach of we’re going to use the same theme throughout the funnel, but we’re going to do it at different levels of detail. Am I just totally butchering marketing here or am I onto something?

Commercial (11:42):

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Ryan (12:28):

No, you’ve got it. And I mean obviously the platform you’ve built, you’ve shown that you can successfully do that, and so I think there’s a lot of credibility that comes with that. I think understanding for you and your different products or your different, that’s the other part for you. You kind of talked about different things there. You have a smaller product that hooks somebody that moves ’em in. You have a free lead magnet. So much of that is content marketing. I think there’s awareness marketing, but for content marketing in that standpoint, you’re creating engaging content that’s just totally available on social, and then you’re pushing them to that next step, which is then they’re exchanging their information for that. And I think then you are moving them into a funnel where you’re putting in an email pathway, I’m sure, and things like that that just puts more and more content in front of them.

(13:08):

What I have found is especially something like this is your target is probably pretty smart. They know what you’re doing, and so the more you give away, and this is the best marketers I see, especially for people who are working with high net value individuals or people who are pretty successful in their careers, which I have to imagine is the main goal for majority of your audience, those folks are not dumb, obviously. And so they are looking for what that next step is. And so what you can do is you can give away a ton of information and then a lot of stuff that might feel like you’re giving away the proprietary way to do it. But ultimately what, and what I know is at the end of the day, what you’re providing is trust and peace of mind. It’s like, gosh, I think I know this.

(13:46):

For instance, if you went to look at all my Instagram followers, I follow a lot of people who are saying, dump your advisor and you can manage it all yourself. I’ve never considered that. I’ve even looked at the numbers and they’re all millions of dollars you’re giving away for these fees or whatever. And I’m just like, ultimately what I’m paying for is guaranteed success. And so for my advisor when I talk to him, that’s what I’m looking back from him and that’s what he sold me along the way. I consider myself a fairly smart person. I have to do quite a few spreadsheets to justify all the money we spend on marketing, and I track all of my net worth outside of all of the systems that I’m given just because I want to verify it and all of those things. But I ultimately do believe that I could manage it probably better than I think I could, but I ultimately know that’s not a wise decision for me.

(14:29):

And then I also recognize as my income grows and these other opportunities, I’m going through a financial situation currently where I’m like, oh, I’m out of my debt completely. I’m really glad I’d engaged professionals, but that is what he sold me emotionally along the way was peace of mind. It was, Hey, you are smart. I’m not suggesting you’re not. I can talk to you really smart. And he gave me steps along the way to feel that, but he understood the type of person he was looking to talk to and because of that, he was able to tailor his content. One thing I do want to warn folks about is I believe that the biggest mistake we make is we try to advertise too much. And when I mean too much, I don’t mean quantity, I mean breadth. And that’s one of the tensions I recognize is there’s quite a few services that I feel like a lot of people offer, but really narrowing the focus on this is in this funnel, these group of people I’m talking to, this is their felt need and this is who I want to convert the most. And because that’s who you serve the most, but maybe it’s the most profitable clients. Maybe it’s just where your passion is. Maybe it’s the segment of your business that you want to grow right now, but any of those pieces, I think understanding how do I narrow the focus of my value proposition, my offering, and not talk about everything you do, but talk about the things that you know are most relevant to that audience. That’s how you move people down the funnel and then you overwhelm them with the logistics of executing it.

Steven (15:41):

On the topic of the logistics of executing because it can be overwhelming. I want to say real quick that I appreciate you sharing your own personal experience. I think that’s helpful as a non advisor to be sharing with this at audience of advisors like, Hey, there are real people that you’re marketing to. There’s going to be people who see those Instagram accounts you’re talking about and say, yeah, I’ll do it myself. Screw the advisors. They’re just gobbling up my money. And those aren’t your ideal clients anyway. You’re looking for people like Ryan who get how this stuff works but want somebody else to execute. We all have those topics where we want someone else to execute. And I’m going to be a little bit selfish here, but I think everyone will benefit from it. So I’m just going to ask you some questions for me personally, Ryan,

(16:18):

Because on the topic of marketing, there’s the things that I have fun doing and the things I just accept have to be done, and I try to delegate as many of those things as possible so that the execution actually happens. So especially for someone who is newer to marketing or newer to accepting that this is in fact marketing, maybe somebody who has a smaller team, how do you identify what do I need to do as the business owner, as the face of the company, whatever distinction we’re making and what should be getting to the team to make sure it actually gets executed correctly and consistently?

Ryan (16:50):

Yeah, I think that one of the exercises I like to go through is what is my hourly rate and is the task that I’m spending my time on worth that? And I don’t know about you, but there are quite a few things that I do that I do because I want to do

(17:05):

Or because I just haven’t thought about giving weight. But when I really think about it, I go, man, I could outsource this, whether it’s to a contractor or to a team member, to a partner, whatever it might be, who you’re working with. And I think for me, a big that litmus test for me is like, Hey, what can only I do? What only can I do? And then what can I give away? Because ultimately I have to imagine growing your business, providing great customer service to your clients or depending on how your firm is set up, depends on what part of that business development piece you own. I do think that so many times, especially in such a trust-based environment like this, we want to hold on to so much

(17:40):

When in fact we should look for ways to give away. And I think a lot of this has to do with how ambitious your scaling goals are. And I imagine some folks, I know they want a smaller firm that they have no intention of really scaling that way. But I think if you were looking to scale, I think there are very specific marketing roles that are required to grow your marketing efforts. When we look at it at our team, there’s about 13 to 17 different specialties required in the context of a full fledged marketing approach. And that’s things from SEO to email marketing. You have content creation, you have content strategies. We talked about that funnel building, the funnel, the content that moves people down and all of those different pieces of that are going to fall into your gift set, and some of those are going to take more energy or less, and then some of them are going to make sense for you to spend time on, and some of them make sense for you not to.

(18:30):

And I think that understanding where you add the most value is probably the first key to determining where you should spend your time on this. And then you also are going to understand the direction that you want to take your business. And so I think the strategy and the destination is probably one of those pieces where as the advisor, as the owner, as whatever role you’re sitting in there, I think you are going, Hey, these are the people we want to serve. This is where we want to go. And then finding the right people to come alongside you to help build out that infrastructure so you can focus on the main thing. It’s probably the most important part of evaluating that.

Steven (19:05):

Ryan, I was just going to say, and on this throwing you a little bit of a curve ball, so let’s have some fun put you on the spot.

Ryan (19:10):

I love it.

Steven (19:10):

How do you help people think about, okay, because even five years ago, if I was going to delegate something, it had to be to a real person, and I’m a huge fan of delegating things to real people, but AI gets all the headlines. So how do you think about, especially if I’m an advisor with a small team or on my own, what kind of things should I be thinking about? Hey, well chat GPT might be able to help me with that, versus I actually need to go out and find somebody to hire. How do we make that distinction?

Ryan (19:34):

My viewpoint on AI is AI is as powerful as the person that’s using it. And so

Steven (19:40):

That’s a good point.

Ryan (19:41):

Input still equals output, but that’s changing, right? It was interesting. I was working with a team member today and we built out a whole GPT with different personas of our whole executive team, and then we had them argue about an idea, and it was really fascinating to watch, but that was because I hired someone on my team who knows how to use

(20:01):

Chat GPT or AI to move us farther along the way. I think when it comes to content strategies and pieces like that, there are certainly content pillars or frameworks, understanding, hey, this is the type of client I want to work with. What are their concerns? What are their felt needs? And that can really give you some of the more soft side that in the past you really had to pay a lot of money to do market research for. Well, now you can just get right in chat GPT and get quite a bit of that market research done right there just by asking questions about, Hey, this is the type of person I want to serve. Here’s the product I give. And then you just ask questions like you would be interviewing a person. Honestly, some of the questions you’ve asked me, chat, GPT, can give you a broader understanding of what different people are finding and feeling.

(20:42):

There are then skill-based execution pieces that are like, Hey, alright, well our framework and our strategy. And then you move into the next piece of like, Hey, how do you execute it? So how do we really optimize our social content to make sure that the most people see it? So that way I have to imagine you put all this content on LinkedIn and you’ve worked over time to see what really connects and what doesn’t and all of those pieces. Well, that is a human skill that can use ai. And so that’s one of the things at BELAY actually, we have marketing assistance as one of the service lines that we help support small and medium sized businesses with. And the marketing assistance that we provide was we have moved fully towards AI enabled humans on our side. We really believe that is the differentiator. It’s these humans who know how to serve clients super well, who know how to optimize their output, streamline their processes.

(21:35):

And what we have seen is it has doubled the productivity of our virtual assistants and our marketing assistants. And so for essentially the same price, you’re getting double the output now because we only hire folks and only work with folks who know how to use AI to double their output. And that’s where I just think across the board, that probably applies in a lot of different areas in the business as well. We’re seeing that on our accounting services side as well, that as we’re embracing well protected ethical AI uses in the business environment, that it hyper speeds and really strengthens the speed of execution and the quality of execution that happens from our BELAY specialists and how they can serve our clients in a lot of different ways. And so if I were someone looking to make that decision, it’s, Hey, what parts of it helped me think faster or get better research? I can do that. But then the systems and development and engagement and execution pieces, Hey, how do I find a person who I trust knows how to do that well and engage that in your business the way that can most effectively serve what you’re trying to accomplish?

Steven (22:36):

So much great insight in there, Ryan. I really appreciate that. I really like how you refer to it as AI enabled humans. We need to look at AI as a tool, just like if you walk in your garage and pick up a power tool. Just because the tool can do a range of things doesn’t mean every person who picks it up is capable at that level. Now, Ryan, we love being all about how people take action on this podcast, and we love being all about how things work in the real world as opposed to theory. And so since we’re here talking about marketing and we’re talking about funnels, I’m going to be even more transparent than I normally would be. I try not to hide things anyways, but hey, so for BELAY, I mean, you’re the head of marketing in BELAY here you are on a podcast.

(23:11):

This is you raising awareness about BELAY, about marketing services. You’re giving us great content here that even if everyone forgets who Ryan is and forgets who BELAY is, you’ve still learned things you can take away and implement in your practice. You guys also have a great funnel, and so at least for my audience, the next step in that funnel, you can text RTS to 55123. And BELAY has a great guide on small business marketing to give away for free. They appreciate the opportunity to come on the podcast and talk about these things. And then again, we’re here talking about marketing. So absolutely there’s some portion of the listeners here who will look at that guide and say, yeah, BELAY is onto something. How do I find someone to delegate to? And having personally used assistance from BELAY in the past, I will absolutely tell you that if you’re looking for help on execution, you need to download that guide, text RTS, to 55123.

(24:01):

And then as you learn and see what the capabilities are of BELAY, you’re going to keep moving down their funnel. And ironically, they’re going to then help you build out your own funnel that’s going to get clients into there. And instead of having this cloak and dagger, let me pull the rug out from running you halfway through the process, actually, Ryan, I dunno how it is for you. The more I get into marketing, the more I appreciate good marketing when I see it, and I love being able to see, oh, here’s where I’m at in somebody else’s funnel.

Ryan (24:25):

Well, if you’re doing it authentically, and I just have to imagine with the line of work that your audience is in, you’re doing it for a purpose. It’s purpose driven work in so many ways, that’s what I’m sitting here. I want to give away as much information as possible. I want the advisors that are listening right now to be able to scale their business and create more jobs, create more wealth for themselves and for their clients to find the opportunities to enrich so many areas that they exist and live in. And so for me, I’m like, oh gosh, here’s all the ways that I think might be helpful for you based on what I know. At the same time, I think the biggest difference in marketing these days and maybe what we’ve seen from the Mad Men age or something like that, is that I actually, as much as I want good customers, I don’t want bad customers.

(25:08):

And I think that’s kind of the biggest piece here. And so what I know is, gosh, if you take this information and you want to execute it yourself and you have no interest and help, in fact you coming to belay still download the thing, use it yourself, make it awesome. But if you come to belay, we’re not going to be able to help you the best we could. It’s not a great investment for you if you’re not interested in delegating those things to somebody else to help you go further faster. And I think that ultimately that’s the same thing I have to imagine for a lot of these firms and these advisors, you have bad clients and you recognize how much time they take and how much of a headache they are and how they don’t help you move the business down the field. I think that’s the thing about a marketing funnel, not just an awareness only approach, is it allows you to weed people out as much as it does allow you to find the right people to serve

Steven (25:48):

Well. And for people listening, I would take how Ryan has approached this podcast interview as an example of what you should be doing in your own marketing. And what I mean by that is Ryan talked early on about identifying who you want to work with, what that felt need is what problem you’re going to solve. And so as we take this back to, Hey, what tax topics can I talk about in my marketing? I don’t think you explicitly said this, Ryan, but you clearly did it. You are intentionally talking about things you know can help people solve. And you commented on this as far as the advisor that you work with personally, that you’re looking for those people who see the value in your topic and want someone to come alongside them. So as an advisor listening to this as you’re thinking about tax topics you might include in your marketing, yes, we want them to be relevant to your ideal client.

(26:29):

They also need to be something that you can then provide a solution for so that if you are on a podcast or you’re writing an article or you’re getting on social media, you’re describing this potential pain point, you’re offering some kind of resource, and then you’re saying, oh, by the way, yeah, we can solve that for you if we’re the right fit. That should feel like a natural flow. If Ryan had spent the first half of this podcast talking about how he likes driving NASCAR and then said, Hey, you should get a belay marketing assistant, we’d all be like, what? No, none of this makes sense. But when you build that expertise and you show, Hey, I know what I’m talking about, and here’s a service that could potentially help you, that’s where you get to your point, Ryan, the right clients in and the clients who aren’t going to be a good fit, you’re giving them something else that they can work off of.

Ryan (27:14):

Yeah, I mean, if you’re still listening at this point, you’re probably more interested than the half people who maybe stop listening a few minutes in where they’re like, oh, that’s not relevant to me, and I’m thrilled about that.

(27:24):

You’ve probably felt this with, if you have children or anything like that, you start talking to them and you recognize they do not care what I am talking about. But in that situation, you have enough power, you just make ’em listen.

(27:35):

But in this situation, either you’re running or driving and you forgot to turn it off, or you’re legitimately interested in this topic because you believe it can help you. And you said something very specific, which you’re like, Hey, you’re not going to position yourself to offer a solution to a problem that you’re not best at solving. And I think the thing that I encourage people when I do any type of consulting with them or any type of conversation is I just go, Hey, what can you do that no one else can? And I know that’s what’s true about the thousands of people who are listening to this right now is that they, every single one of them has a unique differentiator that nobody else listening has the same thing. And whether it’s a life experience combined with expertise in one area and a number of services, whether it’s firm size, whether it’s location, whatever it might be, there’s something that differentiates you from the other people, and that’s what you really want to target. That’s what you want to talk about the most because that’s what you uniquely solve, and you have zero competition against. When you can identify what you do differently than everyone else, then you can market with no competition.

Steven (28:29):

Well, Ryan, I certainly appreciate all your insight. Again, for everyone listening, that’s text RTS to 55123, or you can go back to the show notes of the episode later and we’ll have links in there. This is a great resource around marketing for small businesses. I’m on belays email distribution list. They’re not going to spam you. They’re going to send you quality information. So yes, they’re going to ask for an email address, and then they’re going to keep giving you quality content. So I strongly encourage anyone who does any kind of marketing, which is all of you, to at least download the resource and see what else you should be thinking about. Ryan, really appreciate you coming on today.

Ryan (29:03):

It was a blast. I so appreciate your audience and all they do for so many people, and I hope you all have such great growth here in this next season as you continue to serve more and more clients.

Steven (29:13):

Well, and just to make sure that I’m also following this advice of consistent execution and executing on the processes we need, be sure and take a minute and give us a five star review and leave a comment so that the top of our funnel can keep growing. We can get this message to more and more advisors. For everyone listening, I appreciate you being here. Until next time, good luck out there. And remember to tip your server, not the IRS.