This business is not about finance at all. We are financial advisors. We work in the financial services industry

But it's not about numbers. We practice finance, finance, if you will. We use numbers all the time, very important,

but this business is not run on a calculator, it's not run on an Excel sheet or on performance reporting software.

This is a communications business.

It's what we do.

It's an empathy business.

It's about relationships. It's about trust. I'm going to tell you something that an older gentleman told me almost 20 years ago

when I first started working very very early my career he said oh and and

i think this is like one of those timeless pieces of wisdom that

never goes out of style never It's never not true. Cannot be

invalidated by anything. And he told me, and some of you heard me say this

before, all things being equal. People do business with people they

like. I'm going to repeat that I think it's really important. All things being

equal, people do business with people they like. Last week I was

talking about the fact that we don't invest in technology. We treat technology as

a cost which is exactly what it is. I told you that we choose to invest in people

specifically we invest in you people. What do you mean you people?

You people. I want to show you why using a couple of quotes from Rithold Slack okay this is Joey don Joey, don't blush.

Two days in and it's already been a monumental week.

One, Prospect cried tears of joy after going through call to.

During our discussions discussions it became increasingly

clear level of frugality he and his wife were practicing was not grounded in

...