First of all I want to start up by saying congratulations to Matt a newly minted

CFP. Matt congrats well done. How are you how are you feeling now? Okay. All right good. I want you to start studying all right. You start starting for the next exam immediately

What else would you do insurance exam? CFA? No, you're done now I want now I want, now I need you to, now I need you to take everything that you've learned and apply it and you're gonna crush it.

We're all really proud of you.

I want to talk about being elite not in the negative sense not elitist but I think

it's an ice cream man why you want something or can I continue? Okay.

All right.

I want to talk about being elite because I feel like when they write the story of our firm,

and they will, there's a lot of work that's going on that's more behind

the scenes than what a lot of people outside of the firm were able to see and

even then what a lot of our clients are able to see and a lot of that manifests itself in not

look at this talent I was born with but just the slow and gradual accumulation of expertise

and skills.

So the first person I want to talk about is Alex.

I had met with two prospective clients of Alexes

over the last couple of weeks, and both of them made a point to say to me that Alex's strong suit is empathy.

They didn't use those words, but the way that they described the experience of working with him.

I was really proud to hear that.

And Alex has that quality that he was born with,

but he's learned to channel that into giving very useful, very specific, highly expert advice in a lot of really important things.

And I think the blend of being empathetic and understanding how people are feeling and

understand what the right things are to get across in each conversation, each

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