One of the cool things at Rue is we have a lot of different roles. There are people that

help on the back end of how do we actually open accounts, how do we transfer assets?

Then there's people who are actually leading these conversations with clients, many of you

listening or those who are inquiring about becoming a new client. What we get to do today

is break down what are those different levels? Are you someone who's opening accounts that eventually wants to be someone who manages relationships? Do you want to be more on the operation side, compliance? Today we'll be focusing on the advisory side. And we do have a few different levels, which is so that your advisor can continue to grow and develop and that we can

continue to make sure the root is a world-class experience for all clients.

Yes.

And so this Roots talks, we're going to be talking about that.

And I think the key difference or the key thing to know, Ari, is that there's a very big

difference between selling a product and selling a service.

So if someone's selling a product, let's say it's a, I don't know, Honda Civic or it's a T-shirt or it's an iPhone. It doesn't matter what it is. Like wherever you buy that Honda Civic, you're getting a Honda Civic. Wherever you buy that iPhone, you're getting an iPhone. Whether you buy, wherever you buy that t-shirt, you're probably going to get that same t-shirt, that same double-double, whatever it is. And so that is a product. And you can really, really, really standardize that. The hard part about services is a lot of time of services, when you are working with someone, it depends upon the person. And so at root, ideally we want this insane consistency of service, regardless of who you're working with, regardless of what that looks like. And to do that, you want to create a service model and you want to create different roles that all support that level of service that you're striving to provide to all different clients. So we can talk about a few different things, but would it be best to jump right into what those roles are and how they work? Or what do you want to, where do you want to go with the conversation? Yeah, let's hop into the different roles. But first, if any of you listening slash watching right now have not seen our previous episodes where we talk about what is the difference if I work with one advisor versus another. And how do you guys develop team culture? We do have more root talk podcast videos on those resources. So make sure to check those out. I think it would be awesome, James, to go through those different levels of advisory roles. But I want to mention a quote that you talk about often that we all kind of live by, which is that, hey, I want to learn the rules like a master so I can break them like an artist. Now, I don't think you're the one that said that, but I think you've quoted that before. And I think that's part of what we're trying to get across with our advisors. Is that right? Yeah, the Picasso quote, learn the rules like a pro so you can break them like an artist. I think there's a lot of applications with financial planning in that quote. And what it comes down to is when someone is working with Root, there is a service team.

There's an advisory team that they are working with.

Some of them are behind the scenes, but directly working with that client and their advisor.

And some of them are in the scenes, in the picture.

They're working one-on-one.

And that's a client service associate, an associate

financial advisor, the lead financial advisor, and a senior financial advisor. So every single

client at root has a team made up of four people, those four people, all either directly or

indirectly contributing to the service that that client is receiving.

And so the client service associate very much behind the scenes.

And I say very much behind the scenes, there are a lot of times where they're interacting with the client themselves,

but they're helping to open accounts.

...