Joe Gaglio | Third-Generation Advisor on Hitting Full Send, Family Business & Scaling Shepherd Wealth

00:00:00: Welcome to Office Hours.

00:00:01: I'm Kuldeep Madan, and this is where I sit down with the smartest most interesting people i know.

00:00:05: today's guest is Joseph Gaglio.

00:00:07: Joe Is The Founder And CEO at Shepherd Wealth A niche firm specializing in qualified plans.

00:00:13: He's a third generation In This Business!

00:00:15: I've had the honor and privilege of not only being Joe's client for last six years but also a dear friend... ...I look forward To having him share some Of the Gagliio family secrets With you all Today.

00:00:25: But before we get into All That Here's Our Compliance Statement.

00:01:06: Joe, welcome to Office Hours!

00:01:08: Good to be here.

00:01:09: Thank you for having me.

00:01:10: Joe, do you remember how we met?

00:01:14: Oh.

00:01:14: How could I forget?

00:01:15: it's one of my most memorable lunches.

00:01:21: Do normally eat lunch for eight hours?

00:01:23: no No-no i mean twelve is twelve was the norm.

00:01:27: i think We set a record that day.

00:01:31: um i Remember how he meant.

00:01:32: you want

00:01:32: to tell this story or should i

00:01:34: all start u add commentary?

00:01:35: okay so ok i took uh I took a tactic out of the book who at that time was my GA.

00:01:46: We all know he is, we like him.

00:01:48: Yeah great guy and he actually did this to me father many years prior which was effectively called top in your industry.

00:01:58: so how they got there?

00:01:59: Ah, this

00:02:03: is the first time you told that story by actually admitting there was a cold call.

00:02:06: But okay?

00:02:08: In defense I called probably a dozen just saying...I'm also a specialist and curious on how you've built your practice or enterprise And have gotten to where are.

00:02:20: You were one of three who immediately called back and said yeah we're in same region let's meet for lunch.

00:02:28: That lunch ended up being a twelve hour date.

00:02:32: Do you call it a date?

00:02:33: I usually tell the story by saying you called me and asked out on a date, so that drives.

00:02:38: That's

00:02:38: true.

00:02:38: So we get to...I got into the restaurant And what happened do remember?

00:02:43: Oh well first off i was late.

00:02:45: As usual

00:02:46: You

00:02:47: were early today which is

00:02:48: my

00:02:48: mind blowing

00:02:49: Italian time!

00:02:49: I don't think thats'a thing.

00:02:52: I guess you can say this

00:02:54: Because..You need a stop for like an espresso in the way I was late.

00:03:01: The bigger part was that this is very early in the COVID era.

00:03:06: So, the restaurant – fantastic restaurant.

00:03:10: I did not check if the restaurant was even open for lunch which most of the city was different hours at a time.

00:03:16: so Kuldeep was waiting there about ten to fifteen minutes at a closed restaurant before it got their and then we found a suitable spot

00:03:24: actually texted you ask him.

00:03:26: he made reservation.

00:03:27: yes

00:03:28: true And then

00:03:30: you got.

00:03:30: fifteen minutes later, there's a sign of the door said closed for COVID.

00:03:34: No reservation.

00:03:35: no in fact at that era I think you were... You are team two and i was maybe one-and-a half.

00:03:43: So no reservations!

00:03:46: We found suitable spot but lunch turned into afterlunch separate drinks.

00:03:53: early dinner actually Delayed dinner with your family.

00:03:58: It was my grandma's birthday at

00:04:00: you and

00:04:00: I said, I can't believe now it's been eight hours of launch Mm-hmm.

00:04:03: And you said where are you going?

00:04:05: I said home to my grandmother's birthday.

00:04:06: You said okay let's go.

00:04:07: the conversation was too good.

00:04:11: So you came to my house on barely a first date.

00:04:14: yeah, you met my grandmother My mother my father my wife.

00:04:18: we walked my dog

00:04:19: your dog.

00:04:19: yes

00:04:20: my dog.

00:04:20: i know you had A few neighbors that were Incredibly scared that there was someone out with your wife.

00:04:26: Yeah, they were very large men.

00:04:31: But yes walked a dog and then departed.

00:04:34: I think the next morning we both woke up And had the same reaction

00:04:37: together which

00:04:38: is no?

00:04:39: We did not wake up together.

00:04:41: Let's be clear Wake Up!

00:04:46: reaction of, hey I think we hit it off.

00:04:48: By the way you walked.

00:04:49: my dog met my entire family.

00:04:51: did we just become best friends?

00:04:53: It was kind of a step-brothers moment.

00:04:55: so... It's great!

00:04:56: Yeah it was great.

00:04:57: Lot was disgusted at that lunch.

00:04:59: Very long lunch.

00:05:01: Do remember how the lunch started?

00:05:03: Enlightened me.

00:05:04: You told about three generations Yes.

00:05:08: Of family members and you being the third, so I got to hear the entire history of The Gaglio Family Clan And they're deep-rooted, uh...I guess roots of Being in insurance business Being in planning business You know?

00:05:24: I think that should share some with them.

00:05:27: Sure Well before that because i don't want miss this Some best advice To date.

00:05:35: That changed the direction.

00:05:38: my career and my firm came from you in that lunch.

00:05:41: I'll get to

00:05:41: that.".

00:05:44: And yeah, we went over the family generational ties.

00:05:48: but also one of the nicest compliments came from that lunch which was apparently quoting your tax problem potentially too within a ten percent range which i came to find out about a year later...I felt kind.

00:06:01: good Family ties, all right let's get into this.

00:06:09: So I technically am half of a third generation that has been in the qualified plan and Orissa space for quite some time now over seventy years since the fifties.

00:06:20: My brother is the other half separate entity.

00:06:23: But yeah began much more humble beginnings with my grandfather in the firties.

00:06:27: by humble beginnings i mean more so financial consulting practice Over-the-years with a knack towards intimate pensions, small demographic work.

00:06:38: And it's transformed throughout those generations.

00:06:44: But what did your grandpa and dad actually do?

00:06:46: that is different than you today?

00:06:50: So my grandfather in the fifties began not as an advisor.

00:06:54: back then there was this thing called a debit agent which effectively was like the minion to an adviser specifically insurance broker or agent.

00:07:04: we go around collect nickels, dimes quarters for premiums door-to-door.

00:07:09: So he started as a debit agent moved into more of an advisor role over his career and early on in this career was mentored by some of the greats in that era.

00:07:21: The real heyday of qualified plans specifically pensions And began became what?

00:07:28: Was known as a pensioner back in that area.

00:07:31: four back then It was very city and Long Island focused.

00:07:36: He was from Long Island, back then Long Island wasn't what it is today.

00:07:41: There were not corporate parks in tons of real estate.

00:07:43: there's a lot farmland so A lot.

00:07:46: his clients are extremely successful.

00:07:48: think nurseries sod farms Various businesses but heavy actually in the nursery space throughout New York and long island little bit of Westchester on the backend.

00:08:01: And your dad?

00:08:02: My Dad.

00:08:03: It was not a seamless handoff.

00:08:05: my grandfather actually retired.

00:08:07: I would say fairly early

00:08:08: and know your father Yeah, so I can imagine

00:08:10: yeah

00:08:11: to multi-less hand off.

00:08:12: well at the time he was I always say kind of live two lives.

00:08:18: He didn't get into this business early on by keeping it simple.

00:08:21: He was in wholesale and retail seafood From really his twenties through his early to mid thirties.

00:08:32: He got into this business as a second career in his late thirties.

00:08:37: Um, so it was not like a baton pass that was appeared between my grandfather.

00:08:41: effectively um still managed clientele but pulled off the gas retired a bit early post tax reform act and eighty six early nineties And then my father took the reins in ninety seven Was his initial year with The Guardian?

00:09:02: What did they do differently?

00:09:06: My grandfather's era was much more basic financial consulting with a niche in qualified plans, but around specific sectors.

00:09:13: Okay my father Shifted that open to all nature of business similar today agnostic to whatever they do.

00:09:22: Still have more on the intimate design space.

00:09:25: But change this script.

00:09:26: and what I mean by that is he still frames it this way To me And the way he puts it is, why look for like a golden egg of opportunity or problem that we're solving?

00:09:40: Or potentially solving.

00:09:43: Why not go to the goose?

00:09:44: that's laying an egg.

00:09:45: and back then much more proactive space than goose was the accounting space.

00:09:50: CPAs trusted advisor which has drastically changed over years from being pro-active two bit more reactive over last twenty thirty.

00:09:59: So he focused tremendously on the accounting space as a hey, if I can educate them then they Can point me in the direction of potential opportunity that we as a specialist can help with.

00:10:09: and That was the majority of his career.

00:10:13: What do we do different?

00:10:14: Sure Changed script again.

00:10:20: Initially it was all advisory.

00:10:23: It wasn't just accounting but they weren't the end.

00:10:26: all be all.

00:10:26: It was.

00:10:27: there are many forms of trusted advisors, how can we become a tool in the belt to those advisors?

00:10:32: Educate them and re-broad in for the same potential problem.

00:10:37: solve what it transformed from really era where we met two maybe years after.

00:10:45: that is more.

00:10:46: well if you're solving or addressing this potential concern that connects to other concerns and problems, they're also advanced in nature.

00:10:56: And most are unequipped to solve those.

00:10:58: Um...and that has become the brainchild of what Shepard wealth is today more a enterprise model than just say specialist firm.

00:11:06: um but not just the knitting off we've always been known for.

00:11:10: so when I say That Shephard present day does bit of what were you know for?

00:11:17: Thats what i mean by it's transformed over seventy plus years.

00:11:20: So you mentioned earlier, your one half of a third generation.

00:11:24: Your brother's also in the business and there are different entities that you said earlier.

00:11:28: What is this story?

00:11:32: Do not like your brother?

00:11:33: I love my

00:11:33: brother.

00:11:34: We're closer than ever.

00:11:36: we've had our moments but no!

00:11:39: There isn't any family drama there.

00:11:40: It was just that...I had vision for Shepard when we left Our prior carrier which was The Guardian and then transitioned to a mass mutual-aligned company.

00:11:54: And there needed to be a face that kind of carried the torch on The Guardian end, and my brother and father remained that phase... ...and we had our own I'll just say separate agreements of.

00:12:09: I will forego X in order to go build Y because I saw the future as something that wasn't just what our skill set was, it was if we don't stay ahead of the curve.

00:12:19: That's why I mean... We all know the statistics on third-generation businesses and majority of them fail because of lack of evolution in passing a torch so.. So i saw.

00:12:28: the future is more an advanced planning operation not just financial consulting firm with a knackin one area.

00:12:37: My brother continued that does business all over much true to our roots, accounting and how they source clients.

00:12:51: And we totally change the script.

00:12:53: all advisors much more technology, much more efficiency.

00:12:58: there's a good segue to the point I didn't want to forget before actually.

00:13:01: so one of things too date that has been most valuable to my story and to Shepard was actually out-of-our lunch.

00:13:14: We talked about one another's like firms and alignment at the time different problems that we try to address.

00:13:21: both specialist organizations And you had just I believe in the prior year or two made a shift too entirely virtual.

00:13:30: Any type of zoom teams work anything like that for volume but also for efficiency as a specialist, and if i might be wrong.

00:13:39: But If I Have it correct.

00:13:42: You made that jump like perfect timing right pre-covid Yep,

00:13:45: like a year and a half before.

00:13:46: so I got in all the reps of every zoom error back then under my belt

00:13:51: Yeah.

00:13:51: And then the world changed.

00:13:52: oh yeah

00:13:53: alright?

00:13:53: So um i still give you That credit to date because In that launch recognizing one another specialties you said get ahead Of this and change that tomorrow Um and effectively within that next kind of two to four weeks.

00:14:08: we did.

00:14:09: And so you asked between generations like what's different and even my brother has done to date although there is a different game plan for ahead.

00:14:18: It was still much more old format, that as one major difference...for sure!

00:14:23: The major pivot here because of you saying listen man..you can effectively throw a multiplier effect on what your doing?

00:14:33: Do What I did And like little did we know, We were in the early onset of COVID and that was going to last for so long.

00:14:40: So yeah looking back I think both on both ends had a bit of a jump On The industry and certainly as specialists.

00:14:48: That's something thats definitely different.

00:14:51: As you're well aware Our meeting load daily Is insane For anyone.

00:14:59: Thats an advanced planning advisor or sales oriented role.

00:15:03: Its at minimum six to nine, six-to-ten meeting scheduled daily.

00:15:09: So just volume negates luck and you get a lot more reps in

00:15:15: it.

00:15:16: We're gonna come back when we talk about the business itself.

00:15:18: what do guys do?

00:15:19: How its structured or organized...we are going kind of go through like that life times and trials and tribulations.

00:15:25: on young Joey.

00:15:26: at some point I call out one Joey so good one before we got there though i don't know if ever watched our first episode Vin Sedona gets on and he said, He's known you since the day.

00:15:36: You were born.

00:15:38: What do you think?

00:15:39: It definitely knew of me from today.

00:15:41: I was born probably met him at like three or four years old.

00:15:45: He said you had less muscles then.

00:15:47: that be true.

00:15:47: didn't walk out At the weight that i currently am have been in The past.

00:15:52: so if thats what your asking

00:15:53: this is an accident for This pig.

00:15:58: you know there's.

00:15:58: this is why im my biggest critique Probably the smallest that I've ever been, but no.

00:16:05: I did not leave The Womb at this state.

00:16:08: No he didn't conform or deny.

00:16:11: He just said you might have been smaller.

00:16:13: Yes yes and i did watch that.

00:16:14: And I love Vince.

00:16:16: I know what do think he loves you too.

00:16:17: What Do You Think He Sees In You?

00:16:18: Uh...I

00:16:23: would like to say Knowing his career I've much The absolute greatest amount of respect for Vince As as many.

00:16:34: But I would like to say, because I know a little bit more of where he began and then what he's gone in an out-of.

00:16:40: In terms of different strategies... Where is now?

00:16:42: Of course!

00:16:43: And i'd say his true heartfelt passion.

00:16:47: but he knows our world and he lived it.

00:16:52: So..I woudlike to say humility.

00:16:57: What he sees in me is maybe a willingness to evolve, where the sector that Shepard currently really dwells on historically has not.

00:17:08: Just like any other specialist sector there's a tremendous amount of ego but it hasn't really evolved.

00:17:16: and to keep it simple for the last thirty-forty plus years.

00:17:19: so I'd hope that he would see humility and a willingness.

00:17:26: And

00:17:28: I had Michael Book on recently and Mike sat me down some years ago, probably five or six years ago.

00:17:35: It gave me a talk on humility right?

00:17:38: He's talked about that in a very interesting way when he was on here from his perspective around humility and growth.

00:17:44: that comes out of not having to say everything on your mind and telling everybody everything you're thinking all the time.

00:17:51: being able to check your own ego leads more growth.

00:17:55: What would my book say about you?

00:17:57: You know him pretty well too.

00:17:59: I know Mike really well.

00:18:00: Yeah, not as close as Vince.

00:18:05: what would Mike Book say about me?

00:18:08: We never actually have danced in the same sector like we've never experienced qualified work together.

00:18:19: yeah i would...I would like to think that Mike would say a spear point or leader in where this industry is going for-for the qualified space.

00:18:33: I would also like to echo the humility part.

00:18:35: I try to live my life every day as a humble man But that's a bit of a trickier question not as close with just.

00:18:43: you know in our discussions your name did come up.

00:18:45: Yeah,

00:18:45: I don't remember if it was on on air or not while we're recording and he said an expert right?

00:18:51: Like the guy knows.

00:18:52: funny Michael Michaels.

00:18:54: I haven't seen yet.

00:18:55: Okay

00:18:55: yeah well It's not out yet.

00:18:56: That's why you haven't see them.

00:18:57: but i don't Remember when they came Up And He was like, yeah.

00:19:00: That guy knows his stuff and he goes you're going to get into compliance trouble?

00:19:03: He's gonna talk about technical

00:19:04: details.".

00:19:05: I was like...

00:19:05: You were like, have

00:19:06: been there before!

00:19:07: Like advanced this dance with him though what are

00:19:09: we

00:19:09: doing?!

00:19:10: You know the funny thing is that you can't change the internal revenue code.

00:19:12: it is what it is so but no

00:19:14: i don't want you read It To Me.

00:19:16: Oh im not going too Not

00:19:17: today because your done This Before You

00:19:19: Know.

00:19:19: Going back to family history What Is The Running Joke That We've Opened Many?

00:19:23: A Presentation With

00:19:25: Your Dad.

00:19:25: Read The IRS Code To Put You To Sleep At Night.

00:19:28: Okay I had to imagine Grandpa did it with Dad and that's just how the Gaglio family is.

00:19:33: Thanksgiving, Christmas all the above...

00:19:35: You're married now?

00:19:36: He might have a kid one day!

00:19:37: Yes

00:19:37: Hopefully soon my kid could use some company.

00:19:40: I'm gonna assume The Audiobooks will be at risk code.

00:19:45: We'll see.

00:19:46: we'll say..I think you and i should create some audiobooks.

00:19:49: That would be a heck of another generation.

00:19:52: You bought my kid a Lambo stroller.

00:19:55: I'm buying your kid the IRS code on audiobook, okay?

00:19:59: Like that's what's coming.

00:20:00: but i'm gonna have you read all of it to be able To make sure this kid can sleep well.

00:20:04: All right we'll take it.

00:20:07: get the reps in early.

00:20:10: So so i'm going to assume at some point growing up you just kind Of knew you were going to Be In This Business.

00:20:15: Was there A specific moment?

00:20:17: how did you know?

00:20:19: Actually No

00:20:20: no

00:20:21: i didn't

00:20:21: Okay.

00:20:21: Yeah,

00:20:22: actually I don't know if we've ever had this conversation.

00:20:24: so no i didn't...I mean I grew up around this business.

00:20:27: all those you know jokes aside like really every family event every holiday everything they just.

00:20:34: it actually was frustrating at times because there's always only business to talk about and their other things in life especially on major holidays step out of.

00:20:45: I'll get to why i don't think we could back then.

00:20:48: Is

00:20:48: there a special edition of the irs code for christmas?

00:20:51: or is that oh yeah

00:20:52: holiday version?

00:20:52: okay

00:20:53: the ganglio

00:20:54: attention sparkles um but uh, Okay Where'd it go here?

00:21:07: Yeah How did you know?

00:21:08: how do you know you gonna join this?

00:21:10: imagine being in an all day doesn't make You want to always join It.

00:21:14: so with respect i mean i did grow up around.

00:21:18: But What I witnessed was financial consulting.

00:21:21: And new insurance is involved, they witness everything with my father have had many discussions of my grandfather in the earlier years but always saw it as like investments and insurance basic planning.

00:21:35: more.

00:21:35: think the individual side or cut your teeth side.

00:21:38: this world before even knew what it was.

00:21:44: forget about when experience didn't like.

00:21:47: so double-majored in college.

00:21:52: I always grew up around finance and economics, so actually double majored in entrepreneurship and business management with a minor in marketing

00:22:02: You're gonna say you know?

00:22:03: A major in weightlifting or the minor in really nice suits but that

00:22:07: was afterwards

00:22:08: never asked to see.

00:22:09: there's okay.

00:22:12: So coming out of College an even overlapping coming out of college.

00:22:19: I had ideas, desires business plans like all.

00:22:22: keep it at that just a lot...I have creative side my brain as i'm sure you do and a lot of desires but most not the capital to next day say yeah let's run with this take your risk.

00:22:43: fifteen, sixteen years old.

00:22:44: So I kind of always knew...I don't want to work somewhere unless i'm putting in reps and then I split off and build my own thing.

00:22:52: but it did have different desires.

00:22:54: And It was actually my father that brought me back corrected course To the track and said listen all embrace wherever you wanna go Not gonna fund it But I'll embrace where ever You're gonna imagine

00:23:08: your dad saying yeah?

00:23:09: Like he just imagined.

00:23:09: right now

00:23:10: Yeah and um..but do me one thing before you make that decision, makes sure this world because there's a lot of freedom in the world is not for you and give it shot.

00:23:22: It was like all right pops I'll give it a shot.

00:23:26: Um...I did not liked first year-and-a half of the shot.

00:23:30: Stuck it out?

00:23:31: Because as your aware specialist work totally different than just think traditional fundamental what would be called old fashioned kitchen table.

00:23:43: It's kind of like a kitchen table.

00:23:45: Yeah, this

00:23:45: is gonna

00:23:45: show you how that worked.

00:23:46: I mean we have the

00:23:47: caffeine so...

00:23:48: You skipped that part of their career though it seems like

00:23:51: So after a year and a half two years in that?

00:23:55: I realized that wasn't for me.

00:23:59: i didn't realize That this career was for me until I really dug my heels into What My father specialized.

00:24:10: then what The actual story has been throughout the generations more interesting once understanding that what's possible and we can come next.

00:24:19: That excited me, um... And that's why I made a drastic pivot

00:24:25: at Juncture.

00:24:26: Okay?

00:24:26: What does

00:24:28: it mean?

00:24:29: So on various stages in various speaking engagements you've probably heard this in different way but i talk about my moment of like get uncomfortable Um simply put for today Like I realized that At the time was actually gonna just bake it in and say, this is not for me.

00:24:48: And I do want to go a different

00:24:49: direction.".

00:24:51: But what would call like men-in the mirror moment?

00:24:55: The man-in-the-mirror moment was you know what?

00:24:57: remember?

00:24:57: your pop said give it a shot.

00:25:01: You've been lying yourself Like you haven't really given us shot.

00:25:04: He don't even really know his true specialty.

00:25:07: he'd think that This side of business isn't for you.

00:25:11: So stop lying on yourselves back against wall.

00:25:15: Give It A Shot or press full send, as I've put it in the past.

00:25:19: And that's what I did now.

00:25:21: Full Send for me was leaning into a lot of things which I did but The biggest on the business front aside from personal front Was digging into the specialty craft.

00:25:30: we were known For having a real understanding Of it and then once i understood That really where It can go okay?

00:25:40: um...and that ended up being seed that was planted, that would eventually change what shepherd would become.

00:25:48: So you really gotta give all credit to your dad?

00:25:52: Keeping me in yeah

00:25:56: and then

00:25:57: man in the mirror moment which I guess is just enough internal humility or awareness To say stop lying to yourself.

00:26:07: i've always been pretty ruthless with myself whether it's my personal life or whether it's in certainly any type of gym, or workout-type experience.

00:26:19: Oh you open to talk about that?

00:26:20: I've been to the gym with you once!

00:26:23: Yeah we're open to talking about this...I

00:26:24: thought he was gonna die.

00:26:25: yeah well You should have seen a decade ago.

00:26:32: But yeah always been pretty ruthless and i guess just that part of me came out And said your lying yourself

00:26:39: okay

00:26:40: What would

00:26:40: you change immediately?

00:26:41: what was the thing that you did to actually confront, and I guess let's call it hit full send.

00:26:46: So how does our respected friend Mr Hermosi put it?

00:26:52: he says oh i just lost it

00:26:59: okay

00:27:00: um

00:27:02: burned boats that might have been yeah

00:27:06: no this is not burn.

00:27:11: Oh, that's gonna pressure me.

00:27:13: Okay

00:27:14: So what did you do to press full send?

00:27:17: Like when was the action you took?

00:27:19: how'd it change?

00:27:20: so what is our respected buddy mr.. Alex Hormozzi say?

00:27:29: Which is don't focus on the S&P focused on the s and me.

00:27:35: a lot of education A lot of Education A lot of time, I don't care what the numbers look like.

00:27:42: I don' t care about.

00:27:42: my family says or industry and friends say... I'm going to dig deeper than we've ever gone in this space were known for!

00:27:54: And then where it can go?

00:27:57: So a good example is when my father-in-law back then used to have conversations with me.

00:28:05: Ironically there are things that bounce off at one another higher, just where advanced planning as a whole can go.

00:28:13: And he would say like listen effectively you're the average of five closest people around you if you play in that world or dance with advisors and surround yourself with potential clients.

00:28:31: That's not my story, but it can be your stories.

00:28:33: So I was really interested in like okay well i know what we do and And I feel that even could be pushed because were just deciding to cap out on the easy work.

00:28:41: Yeah Well What does that connect?

00:28:43: To My plain and simple little bit of The brainchild behind what shepherd from a high level is today Is if you potentially control Your own income or don't.

00:28:56: But You Do something right and have exposed potential income taxes.

00:29:02: There are ways to address that problem, my world could be one of them.

00:29:06: That's what you're learning.

00:29:06: was trying to figure out how to get the top-of-the-advance planning.

00:29:11: I guess Yeah, yeah

00:29:12: more so at that stage i was interested in What is it connect?

00:29:16: So here's an example.

00:29:17: if that's a problem likely that type Of candidate also have has other problems.

00:29:23: for example throughout The life cycle of building wealth You might experience multiple different forms Capital gain type exposure.

00:29:31: How do you learn all of this?

00:29:32: how old are in the story?

00:29:34: early year and a half into man-in-the-marry moment

00:29:37: This is twenty fourteen fifteen yeah, so twenty fourteen

00:29:42: not that long go.

00:29:43: eleven twelve

00:29:44: years ago Yeah guys

00:29:45: here couple years in the business

00:29:47: You know I entered uh twenty.

00:29:51: i got licensed overlapping college Kind was a broker for A Year or two.

00:29:57: Then move to guardian.

00:29:59: So yeah, I'm more than a few.

00:30:02: i've already put the phase of I don't like More traditional planning behind me And maybe two or three years into

00:30:11: is more like practically right.

00:30:12: you want to learn how To do all that stuff?

00:30:14: How did you go learn it?

00:30:15: or the resources?

00:30:17: was it picking your dad's brain?

00:30:18: my Dad know everything okay, so I have

00:30:21: a rule of thumb with my family My dad's Brain and others included.

00:30:26: And the rule of thumb is simple, keep the good shake to bed.

00:30:32: Is that why

00:30:35: you shake?

00:30:37: That's a caffeine!

00:30:38: It was too much training in the past?

00:30:43: No but it all seriousness.

00:30:45: there's a lot of good But not everyone has.

00:30:48: you know The Silver Bullet and its their way or highway.

00:30:51: So, effectively like hold on to what is good and then compound an ed on top of that.

00:30:56: And the way I did this was sectors we overlap with a lot tax law so bouncing off various tax attorneys at Curtin, there are a lot of actuaries or third-party administrators.

00:31:12: So finding the ones that do things right and wrong using them as like sounding board on just what does creativity really look in this space?

00:31:22: I would say equally the accounting space has drastically changed since early two thousands present days.

00:31:29: so Going to the resources that do affect advanced planning, using them as a sounding board.

00:31:35: My father of course was a mentor and my grandfather even at that era?

00:31:39: Was he?

00:31:40: A mentor?

00:31:41: I would do my best on the way home To always pop by.

00:31:45: they lived by my family's home literally next door.

00:31:48: it's actually where my brother lives now.

00:31:51: And um i Would do my Best to stop in Talk about The day spend a few hours with my Grandfather and Grandmother And just pick his brain specifically on the era of old and what we're experiencing present day.

00:32:06: So any mentorship that I could find, I absorbed mentality?

00:32:14: Be like that as a sponge.

00:32:17: That was it.

00:32:18: You did say keep the good shape to bad right.

00:32:19: so something maybe Dad or Grandpa taught you... ...that had to unlearn.

00:32:26: My way is the highway.

00:32:31: It's not.

00:32:32: it's not that for anyone.

00:32:36: It is kind of eerie, like looking back on my grandfather era.

00:32:43: over forty years various companies.

00:32:50: he had his story rise and his niche but when it flipped from the grandfather to father Felt it was a more potentially scalable and efficient business model.

00:33:07: My grandfather and father butt heads like crazy when that was happening, my brother he's done at the time but dad was really just.

00:33:13: I want to ramp this back up again.

00:33:16: um they butt head is different way only works not your away.

00:33:20: It ended up, when it timed out with tax code and really just the market over that period of years.

00:33:26: And some other Vince being one of them legendary voices in names and wisdom in the industry...it ended up being an epic fifteen-year segment.

00:33:38: shortly thereafter he got into business.

00:33:41: I would say that was like gas on fire to his business model because he did take a risk.

00:33:50: And there, I'd be lying if I said otherwise.

00:33:53: Have been many moments where I have butt heads with my father or even a buttheads of my brother were My Brother is Butthead's With My Father because he's the same way.

00:34:03: just Hey!

00:34:04: My Way Or The Highway?

00:34:06: I know There Are Other Ways i don't care to maybe necessarily dig into them.

00:34:10: you can find Them Out but You Should Do My Way Because It'S it's The Real Way That Works.

00:34:14: Well You Know I didn't take that.

00:34:16: so when I say shake shake the bed, keep the good.

00:34:19: There's a lot of good biggest mentor in my life.

00:34:23: but The willingness your question about Vince in the beginning?

00:34:28: The willingness to To evolve

00:34:32: yeah TARD

00:34:34: is gotta be there.

00:34:34: So it's something that I know on my end.

00:34:36: and oh My brother as well like we tried to kill that out of like.

00:34:39: so what's the future?

00:34:40: Gaglio bloodline was trying to kill me.

00:34:42: What's the feature right?

00:34:43: you kind of Mentioned a game plan for going ahead and that you know, maybe the game plan.

00:34:48: Going head is a little different.

00:34:49: You and your brother are in the same business but in different businesses at the same time.

00:34:54: What is the plan?

00:34:55: dad's retired?

00:34:56: That has retired

00:34:58: effectively retired

00:34:59: actively retired.

00:34:59: He probably still get one off referrals here on there But effectively retired okay.

00:35:04: so now it's The gaggle of boys taken over.

00:35:08: yeah um Yeah, I mean full transparency of that.

00:35:13: answer is...I don't know quite yet but i see it as one of two routes.

00:35:18: And route number One Is That My Brother Runs Beffer and much smaller group still sticking to their knitting.

00:35:29: in how things are done they've obviously become a bit more efficient But Still Very Much Sticking To Their Knitting.

00:35:35: great Business Model Great Book Great Clients.

00:35:40: Really overall good story, but still the same model of like.

00:35:44: go to accountant educate bring in potential opportunity

00:35:48: sure

00:35:49: and

00:35:50: Would you like it?

00:35:53: That's not where it ends And we've proven that over the last eight plus years.

00:35:58: It's just not where at end.

00:35:59: So I know my brother has desires.

00:36:01: he knows what my desires are.

00:36:04: What I see is likely time solving that.

00:36:07: because of my father's recent shift, there is a lot on brother plate.

00:36:12: Incredibly proud and how he leading that operation but I think they will probably come to juncture where it warrants conversation.

00:36:21: do we merge maybe absorb them or do align in some capacity?

00:36:28: Maybe powered by model different division?

00:36:34: the phase ahead for is a lot of what we the growth struggles.

00:36:39: We've gone through over the last eight years, so I see The path forward being either alignment or maybe absorption.

00:36:47: But regardless I have the utmost respect for my brother because when I left and they gave me the freedom to go do something different My my agreement our relationship was that?

00:36:59: That Is yours.

00:37:00: if i get this permission slip And We may sail into the sunset together side by side, and I will be your biggest supporter.

00:37:09: And that's fine with

00:37:09: me.".

00:37:10: But maybe The Paths Cross as well?

00:37:12: That is also fine with him too!

00:37:13: I think it was a little premature to choose that path right now but...I know he has his own goals and aspirations so....

00:37:24: I like it.

00:37:26: Let us go back for second.

00:37:28: You mentioned budding heads of their father.

00:37:29: Do you want to tell them the tree trunk story

00:37:33: The tree trunk?

00:37:34: you had to move a tree.

00:37:36: Oh

00:37:36: Good Lord,

00:37:37: this is one of the best stories I've ever heard you tell

00:37:40: with my team member.

00:37:41: yes Connor I think I fell out on my chair last time he told it.

00:37:49: so let's say not trying To hype you up at all.

00:37:52: okay also helps from Connors in their room.

00:37:53: giving that.

00:37:54: I mean come On his accent and everything need Connor to tell This story.

00:37:58: but ok maybe for another Time You can get His side So effectively.

00:38:06: there's so much connected

00:38:08: That's gonna kick your ass later too for bringing anything better.

00:38:12: No, it's fine.

00:38:13: He

00:38:13: lived in this segment.

00:38:14: he

00:38:14: lived that Soda Connor?

00:38:16: That's why you should tell him but all right.

00:38:17: So be the order to tell his story.

00:38:19: You have to understand one thing.

00:38:21: my father is an incredibly talented and wise advisor In his craft even in various I would say sales environments.

00:38:30: however When he's being sold, He's not as good.

00:38:37: Um...he always thinks it gets a deal when the deals may be a nickel off of something.

00:38:42: And I love that about him because It keeps us Always having to laugh my brother and i at least.

00:38:47: but one Of those is uh..He needed A truck years ago?

00:38:50: And um..it was a bad time To get a truck.

00:38:53: it Was pretty winter.

00:38:54: he has a very long driveway on his massive piece of property.

00:38:57: so He plows all That.

00:39:00: in the winter you need a truck desperately.

00:39:02: And he went to get the truck and they didn't have any trucks, but he got a deal because They had a truck on the back lot.

00:39:11: But the truck effectively was a mini semi like it.

00:39:14: Was It was a?

00:39:16: it was meant for towing homes?

00:39:18: It was not meant for like around-the-house type work.

00:39:23: so Just note that as the onset of this story This is why The story happened is he has a Fifty-five hundred mini semi tractor trailer truck with an enormous bed to it.

00:39:39: Ideal for moving a few things, so I gave my father a ring and said hey over the weekend when pop by?

00:39:45: I need to move a few thing.

00:39:47: he Said yeah sure come get the truck.

00:39:48: i said just have one request Make Sure The Truck Like The Bed Is Empty.

00:39:54: Cuz I'm Gonna Be Tight On Time.

00:39:55: if you If You Could make Sure The Bed is Empty It Would Save Me A Tremendous amount of time because He's Notorious For Sometimes forgetting, innocent but forgetting.

00:40:06: So Connor is helping me that day with just moving a few items and we show up.

00:40:11: and wouldn't you know?

00:40:15: There's two Goliath trees on the truck!

00:40:19: How big of tree

00:40:21: like... A tree thats not planted is defined by the ball or root system The root systems.

00:40:26: this table It's a three four hundred pound tree And there's two of them.

00:40:33: It's a good thing you go to the gym!

00:40:34: Yeah, yeah.

00:40:35: so also Connery is not small boy right?

00:40:38: So I had my partner help with this feet but they walk in by family saw him and say hey pops...you know..the truck it's not empty.

00:40:48: There are two trees on that truck.

00:40:51: He said oh we'll take them off real quick just help me i'm gonna drop em' Sure, well I got big Connor with me so it's actually great.

00:40:58: Let's do it really

00:40:59: quick.".

00:40:59: And he said yeah they just gotta go down ten feet.

00:41:01: now again my father's driveway is a quarter of a mile long hills and everything.

00:41:07: So we drive.

00:41:10: uh...we start moving.

00:41:12: um.. We started movin' down the driveway.

00:41:15: I'm standing on the side.

00:41:16: Conner Big Boy Is On The Back Of The Tailgate.

00:41:23: My dad gets a call Now.

00:41:26: my dad doesn't.

00:41:26: well now.

00:41:27: He has a smartphone back then didn't.

00:41:28: so he's trying to text on his driveway.

00:41:31: while driving this huge truck with two trees On the back and Connor in the back You're trying to triple button text And messes something up, but I hear him scream any slams on the brakes Nothing happens of.

00:41:45: the trees are huge and Connor you know shifts a little He fixes it Then he slams them.

00:41:52: the gas when the trees fly off and Connor flies off.

00:41:57: And so we get off and he's flipping out, but comes around.

00:42:03: He said God I can't trust you guys for anything else?

00:42:05: Well the guess in break part that is kind of on you!

00:42:10: It doesn't matter.

00:42:11: We just have to go like five feet up The driveway here.

00:42:13: then i Can take this thing will Go do This move.

00:42:17: yeah Just Five Feet Up Here Is what were gonna Do.

00:42:20: You got To Trust Me Were Gonna Put it In A Wheel Barrel.

00:42:24: I was like, well why don't we just deadlift it on the truck?

00:42:26: You had Connor and I. We can deadlift four hundred pounds It's not a problem.

00:42:30: That's what every normal person would say.

00:42:32: but...it was true that day he had the right person And uh He said no you got to trust me again my way or highway.

00:42:41: so i'm Like all right i'll trust you.

00:42:43: throw in this wheelbarrow We're gonna rope this wheel barrel To the back of the truck and then you guys are going to run The Wheel Barrel behind the truck And imma tow you Guys!

00:42:52: Its like sure Sure, we'll get some cardio in.

00:42:59: The end point of the story is that he had a hidden agenda and really did want our help... I don't think you wanted trees to fall off but they'd really wanna help us up where it was going.

00:43:10: And were it's not five feet up the driveway?

00:43:13: It was at top of the driveway Up some hills around some bends Big Connor & I running behind this truck until the final destination With a wheelbarrow

00:43:22: full

00:43:23: and about six to eight hundred pounds of trees in it.

00:43:27: Don't know how I didn't break, but we got there.

00:43:29: he's like see sometimes you just gotta trust

00:43:31: me

00:43:32: dad.

00:43:32: this is why sometimes We're not gonna see eye-to-eye.

00:43:36: But listen on the plus side of that something That i one thousand percent Got from both Of my parents Which i Know He knew going into that day And?

00:43:48: I really Just need your help getting up There.

00:43:51: um These work ethic I mean from physical work to actual work ethic.

00:43:57: in this business It matters.

00:44:01: and we were uh, We were i would say groomed fairly early In our lives much more simple times.

00:44:08: so let's

00:44:08: go there talk about young joey before you know.

00:44:11: Joe gaggle the advisor.

00:44:13: I want to hear About Joe Gaggle of a gym rat?

00:44:16: I wanna here but what was that first job?

00:44:18: used to talk about your bouncer seems fitting

00:44:24: We, because there's another gentleman at my firm now that back then I did some of that side work with.

00:44:31: But it was a side job in college and honestly the money is better than just any other side jobs.

00:44:35: so... Now i also ran an high end auto marine detailing business at the time.

00:44:43: So we did buncha things during college but yeah security opened doors for people.

00:44:52: you know It was uh.. Strength at the time to use for better money,

00:44:58: but

00:44:59: that was limited.

00:45:00: Okay?

00:45:01: That was a short phase.

00:45:04: Time is our greatest asset we don't have.

00:45:06: so I even reallocated it towards transitioning into this business and also The detailing business of the time.

00:45:11: look just what i'm curious about as well.

00:45:12: Do you think that?

00:45:14: I'm gonna call it the meathead phase mm-hmm.

00:45:15: What do you mean?

00:45:16: that meet head phase taught me about discipline the hard work obsession with self control.

00:45:21: I've seen you eat a whole pizza but I've also seen you at the gym now and i'm like oh god they're both equally scary.

00:45:29: um great question a lot, a lot.

00:45:34: so fundamentally any area of extreme training requires pain sacrifice discipline as he said.

00:45:53: And is your well aware?

00:45:55: Yeah, there is a juncture where it's like oh I have this thing.

00:45:58: Have to go the gym after wake up early after train late whatever It Is but After A Relatively Short Period of Time it Becomes Just Part Of Your Lifestyle Though The Pain Doesn't Go Away.

00:46:10: And i think that pain if you look at Many Successful Entrepreneurs many in Financial Services many all sorts of Careers You'll find a Regimented Schedule?

00:46:24: tolerance for pain, almost a welcoming for pain.

00:46:27: We've talked in the past and I know our friend who was one of your prior sessions calls it embracing this suck mentality which is true.

00:46:37: It gives you almost like sadistic desire to run into confrontation occasional confrontation, even if it's man in the mirror moment or its like hey making changes on your business.

00:46:54: I'm not saying confrontation with potential clientele but you have moments of confrontations where things need to change and that i would say season Even some jobs Not as much security But detailing business Early stages this career.

00:47:15: It is honed-in That pain tolerance.

00:47:18: It is honed in that discipline to get after it and not be as fearful, as others may be in certain junctures of this career.

00:47:31: So I think there's actually a common thread between many in the just entrepreneurial world is.

00:47:38: their desire run into adversity welcomes adversity and tough things.

00:47:51: I was pretty fat lazy for a long part of my life, so i don't know if by one hundred percent agree...I find that there are many people who're so lazy.

00:48:00: they look for ways to create efficiency- So then you might

00:48:04: be right here!

00:48:05: That's more my story from years ago.

00:48:07: You might

00:48:08: actually disagree with what he said And im not talking about your weight because Im incredibly proud of you and I would say I lived part of the journey.

00:48:18: Aside from that, I think we've lived part of that together.

00:48:20: Various time zones and locations.

00:48:24: so...I mean that!

00:48:25: I'm incredibly proud of you but not about the weight- about the lazy?

00:48:29: You were never lazy maybe prior to your specialty era as you talk about your like hidden past.. i could see that but you are never lazy.

00:48:37: someone who is truly fat & lazy....you're not going to see them run into adversity.

00:48:42: they don't have a backbone for it.

00:48:44: They're not gonna welcome change, they're not going to find enjoyment and pain.

00:48:48: It's just not gonna

00:48:49: happen.".

00:48:51: And I think that phase-that being one of them?

00:48:54: That something you get out of it is...you almost look forward because its hey!

00:48:58: Im evolving as a person right?

00:49:03: So hopefully it properly answers the question

00:49:05: for me.

00:49:05: No..I appreciate your perspective but i'm curious.

00:49:11: running into walls isn't always easy and sitting where you are now.

00:49:16: You've had a lot of success, probably get a lot more used to dealing with problems they seem to occur.

00:49:23: as I find success more frequently in one of the lessons that i learned is it's not...you can't be surprised at all these problems.

00:49:31: adversity running into a brick wall seems like constant issue.

00:49:34: asked for your receiving it comes rewards.

00:49:37: what issues you're doing?

00:49:38: well

00:49:42: yeah you mentioned something there thats worth dwelling on because I remind myself of it every day.

00:49:49: And it's eerie, like where things are now going back to our first extended lunch together...

00:49:58: We just call that a bro date?

00:49:59: It was okay!

00:49:59: A bro date.

00:50:00: A twelve hour bro date….

00:50:02: I think you normally supposed go fishing or something but in Italian restaurants

00:50:05: there is also an exception.

00:50:06: You wanted to go fishing.

00:50:08: You don't fish.

00:50:09: I'll take your fishing.

00:50:13: No, but in that we were two totally different people.

00:50:16: Two totally different groups and it's kind of refreshing how far its come.

00:50:19: so you're right like there are growth junctures for sure.

00:50:23: um And I think first off the beginning your question is worth dwelling on which is That You need to remember where you once were Like.

00:50:37: he mentioned something as like hey We asked them effectively.

00:50:40: Um...we did!

00:50:41: But i know i did because there are many areas even pre the shepherd at Shepherd era, Even a little bit pre this business in general like the last seventeen years Where I prayed for these problems.

00:50:55: II welcomed them I wished and I just liked Just give me the opportunity to change something and build Something.

00:51:01: so yeah, I've asked for them.

00:51:03: So I try remember.

00:51:04: it's like hey whatever you're dealing with right now There is something he wants asked for.

00:51:09: that being said What are we dealing with?

00:51:15: I think the constant especially as like a specialist.

00:51:21: I Think that the constant battle is Like front-end versus back end of the business in expansion, um wouldn't say per se We're dealing with expansion it's just Rapid expansion requires a constant balancing act of like.

00:51:37: think the back office or operation side your business in front-office.

00:51:40: The more advisory you're client facing site, education face inside to this is every operator and financial services whether it's small team are large operation has to juggle that balancing act.

00:51:55: I think all speak for us although i'm sure use run through many these junctures as well like as a specialist You have to be able to adapt it that quicker.

00:52:05: And sometimes the speed is not as quick you would like, or we're forced... We have to fire from hip a little through this section and get into next stair in the staircase.

00:52:19: So I wouldn't necessarily call it problem but constant monitoring of scale & expansion because specialty work, just it can move at an entirely different speed.

00:52:40: Let me ask the question in a different way so I could make sure i understand that.

00:52:45: what are you expanding towards now?

00:52:47: What does that next chapter look like?

00:52:53: Next chapter of Shepard.

00:52:56: much more than enterprise model with a few different arms.

00:52:59: What's that mean

00:53:00: unless of just an advanced planning hub where we do three or four things branching out and confining some of them to different arms, potential future risk arm.

00:53:14: Some changes too how our wealth management department operate.

00:53:18: maybe even a new arm on that front.

00:53:23: reformation totally separate arm in absorbing it into Shepard.

00:53:31: I don't think...I know the last two years have been extremely focused Solving internal scaling topics that come to mind.

00:53:44: just try and be ahead of the curve.

00:53:48: A principle in our organization right now put it this way That this business is like a production line.

00:53:56: It's like a conveyor belt.

00:53:58: All right, so if the engine of that conveyor bell that spinning kinks up stalls out.

00:54:04: its going too.

00:54:05: it's going to get jittery, its gonna stall.

00:54:07: It might stop entirely.

00:54:08: and what happens when a production line or conveyor belt stops?

00:54:13: Especially as a specialist because the door is always open with people asking us questions.

00:54:16: so um... What happens?

00:54:18: will things spill off the bell?

00:54:20: maybe not the whole bell but like things go right left before kicks back on again.

00:54:28: speaking of behalf myself I recognize that at end of twenty-twenty four.

00:54:33: that hey, if we continue to crank this as more of just a single hub advanced planning operation in the lanes that we play and We're gonna break the belt.

00:54:43: I'm going to break the machine.

00:54:45: What are those?

00:54:46: I mean what's like is what is the hardest part of this scaling?

00:54:48: Well, what are those things that were falling off The conveyor belt?

00:54:53: so at that time I was being very proactive.

00:54:57: I wouldn't say anything was falling off But I knew with the three constraints were Gonna be okay Like literally the next quarter.

00:55:04: So I'm glad we kicked into gear there, and the problem with our world is sometimes your...

00:55:09: What were those three constraints?

00:55:10: Yeah.

00:55:11: It was what i call The Three S's which are systems, sales training think advisor training uh And seats people.

00:55:22: okay.

00:55:22: so People Training Systems because this spicket Is on in other Spickets can be turned On to generate revenue Into a line more.

00:55:31: But if you don't have these systems to scale at an entirely new revolutionary speed, problem.

00:55:38: If you don' t have the ability to expand training specifically on the advisor front?

00:55:45: Problem because there's only so much time in a day with meeting load even it is eight-to ten zooms per day!

00:55:55: So I knew those were going to be the three junctures.

00:56:01: We tried to get ahead of that as well, we possibly could .I think for a twenty-twenty five ,we did a good job and had a lot work at the end.

00:56:17: So, so I'm super curious.

00:56:18: First how did you fix your and i'm going to call it pts people training systems though?

00:56:23: I feel like we should add a detourist.

00:56:24: distractions Distractions all of us wanting

00:56:29: to do this business.

00:56:31: well Yeah You can definitely get PTSD in this business but that the you Can get people right you can Get the training you could build Systems And then People tend To just get distractions Right.

00:56:42: The shiny objects.

00:56:44: You know I've Chased A lot Of Shiny Objects.

00:56:45: We have.

00:56:46: We have.

00:56:47: That's good, I might reuse that.

00:56:50: it's not the three ss anymore It's now PTSD and if you screw it up You will actually get PTSD.

00:56:55: How'd you?

00:56:57: how did you fix some of them?

00:56:59: At least the pts part because i don't know If we solved your distractions.

00:57:04: Actually

00:57:04: could talk about the d for a little but um yeah.

00:57:08: so People

00:57:11: is it safe to say its is it solved or still are working?

00:57:14: project progress?

00:57:17: You you pick an interesting number.

00:57:19: I'm your

00:57:19: client.

00:57:20: So, I can give you a first-hand insight on what I see is good and bad?

00:57:25: I know you can't.

00:57:26: don't worry.

00:57:26: I have answers.

00:57:27: introspection

00:57:28: as good.

00:57:30: It's not my first rodeo with

00:57:32: no never ask easy stuff.

00:57:35: I've

00:57:35: kicked your ass on flights all over this country in actually some other countries too.

00:57:40: so

00:57:41: And I kick back it's

00:57:42: okay.

00:57:43: I don't mind.

00:57:45: Okay, so people Requires a unique skill set.

00:57:48: that actually is one of the most valuable things I took from like my family's history With respect to my father.

00:57:57: I mean this isn't as like a compliment.

00:57:59: He believes that everyone can do everything, and I don't agree with that.

00:58:02: but The reason i mean it has a complement.

00:58:04: if he sees A lot in people what i would argue

00:58:07: in a smaller organization?

00:58:08: He's probably correct yeah But once you hit critical mass new scale.

00:58:13: Exactly

00:58:13: It almost always fails for my experience.

00:58:15: Yeah so What I recognize throughout those years, remember keep the good shake to bed.

00:58:21: was that okay.

00:58:23: I want the best for everyone and i'm gonna push them to their best capacity possible.

00:58:27: but um... And I truly want the Best Life For Everyone Especially under our brand That I treat as Effectively Family.

00:58:35: But Certain People Don't Want The Same Thing.

00:58:39: So it's Our Job To Recognize Like what Their Capacity Is Uh..What They Truly Accelerate In How Far We Can Push Them like give a hundred fifty percent in one thing.

00:58:50: So how I solve the people scenario, being ruthlessly truthful with ones that were in the wrong seat and not trying to force new expansions of seats.

00:59:04: but go find the metric of that person and bring them in.

00:59:09: Ruthlessly

00:59:09: truthful?

00:59:12: Mm-hmm!

00:59:15: You can't lie to yourself on this person is, yeah they're great.

00:59:18: I want them do the same.

00:59:19: well if there not you have those tough conversations run into confrontation.

00:59:24: So that's step one.

00:59:26: Step two is don't force it like a. hey i had this body of current people.

00:59:31: let me shuffle This person here and shuffle That person.

00:59:33: no dont do that.

00:59:34: go find The person who has unique skill set for the seat that you need.

00:59:40: so thats Not what although that seems simple Most people are unwilling to do that.

00:59:47: I have screwed that up more than anybody, so yeah

00:59:52: So let's stage one Systems.

00:59:57: or

00:59:59: well it's easier to make a system by now But you should talk systems first.

01:00:02: okay

01:00:03: logically the order if you have a system You can train to it versus if your training A lack of system and creating more chaos.

01:00:09: i would imagine yes

01:00:11: um And systems was a big one for us because There is, again I've lived it and witnessed for many decades a way to fire from the hip in our specific craft.

01:00:31: That Is not scalable at all.

01:00:34: so systems eventually become a juncture of.

01:00:37: there's A big book where just normal fire-from-the-hip tactics are Not enough to track The Book To get ahead to plan for the next year funding, whatever it may be.

01:00:50: To be still the specialist and best in breed in our

01:00:52: craft.".

01:00:54: So going back two-and-a-half years we started getting ahead of that.

01:01:00: but what I would say is every time you think... And i'm sure you've struggled and seen the same thing.. But everytime you have a new version Keep the conveyor belt going.

01:01:12: Yeah, take like CRM work for example or you know new technology that can be used in the second You get a decent CRM That's adopted and trained on And decent technology.

01:01:24: well AI changes The entire world.

01:01:27: yeah right.

01:01:27: so like your always recreating that wheel are adding A New spoke In the wheels So to speak.

01:01:34: um That's been a constant evolutionary process for the last like two and half years.

01:01:42: I mean, you know this just from offline conversations but we've bounced quite a few ideas off of you guys.

01:01:49: So how are we?

01:01:52: Adapting to systems?

01:01:54: they're more like the way i view it right now Where were about to go in this next phase?

01:02:03: It's impossible without systems.

01:02:04: That's impossible with out the right people.

01:02:06: how does shepherd create systems?

01:02:08: What do you mean?

01:02:09: How

01:02:10: is this firm like if I asked one of your employees today, yep something going on.

01:02:15: Do we have a system that would create a system?

01:02:17: How did they all think about it?

01:02:17: How do you train that down?

01:02:20: so then becomes part of their culture.

01:02:22: So from top-down Training there's a good question because its actually segue to training.

01:02:31: We don't train operations and systems on like doing your craft in a silo.

01:02:37: Even though we want them to be absolute best-in-breed, hundred fifty percent energy in their roller seat... ...we don't trained that!

01:02:46: We trained what we do as whole of the impact we deliver.. ..and what it connects with for example even your world is separate potential problem to address.

01:02:56: Now That Is A Little Different But I'd rather everyone have a working understanding of what are you involved in, not like the blinders on What am i doing today?

01:03:08: So training is getting at.

01:03:11: We've made it much shorter but still longer than if I were to train application or submission, whatever it may be.

01:03:21: It's not just the hammer and nail.

01:03:24: they need to understand a broad picture of what their involved in.

01:03:26: so we carry this same training that we carried.

01:03:30: for if I were go acquire firm bring on two or three advisers than i think have wanted takes to rep our brand then label and waive the flag uh... we train operations the exact same way that we trained fast tracking an advisor to unlearn certain things or from ground up and be eighty percent of the output.

01:03:54: Of what our advanced sales advisors do on a day-to-day basis, um so segway training is that therein lies The problem.

01:04:03: as you know we play in like a mega niche space.

01:04:09: It's impossible to train decades of internal revenue code and tactics and creativity in the qualified realm.

01:04:20: But if you can do it at a high level via repetition, again volume negates luck then they can at least come out two three four months down the line At eighty percent operating speed is maybe what one of our senior advisors would handle on a day-to-day basis.

01:04:41: So short answer to that.

01:04:43: as we treat everyone alike Like it's, they're not getting separate training.

01:04:48: They are understanding the overall machine and where its going which I think is important because of something that i never experienced then...I think it's crucial for what lies

01:04:57: ahead.

01:04:58: What do you mean by distractions though?

01:05:03: Yes!

01:05:04: Distractions.

01:05:06: Shiny objects.

01:05:08: Woman in a red dress.

01:05:12: I think your women wear suits sir with flowers on them.

01:05:14: sometimes

01:05:14: She wears dresses too but yeah Power suits.

01:05:18: It's part of the couple, it's a part of look.

01:05:20: Yes there is nothing not powerful about her.

01:05:25: We're going their next don't you worry?

01:05:26: Great

01:05:27: great okay.

01:05:29: so distractions.

01:05:35: its impossible to achieve large junctures and items like what we just discussed the PTS.

01:05:45: I like that.

01:05:45: we came up with a new acronym when you definition in the middle

01:05:47: of it, DTSD.

01:05:49: Without addressing the date.

01:05:51: so... You gotta stop

01:05:52: saying that!

01:05:53: So but distraction component of this is uh..you need to give a hundred fifty percent effort and one thing if your energy has spread amongst ten, fifteen different things or this new investment.

01:06:09: Or like I have to do this for my ego because it makes me look good in the light of the industry.

01:06:15: wrong again?

01:06:17: you're lying yourself.

01:06:17: Do a hundred fifty percent?

01:06:18: The one thing.

01:06:20: so You need cut out expense where it's just dead weight.

01:06:25: And you need to cut out energy, whether that might be self-preservation or maybe self serving and focus on the one task at hand until its no longer a task in hand.

01:06:34: then you beta test model which is kind of the phase around corner.

01:06:38: but uh...you can't have intolerance for distractions um..which we're all guilty off.

01:06:45: I've certainly had my few.

01:06:46: i think we share our view.

01:06:50: I've certainly had my few.

01:06:51: My mentality right now is head down, do the work that needs doing and then pick it up every half year to a year and see where the progress is.

01:07:00: re-evaluate keep marching

01:07:02: forward.".

01:07:03: I love it.

01:07:06: you've gotten pretty focused on your non professional life.

01:07:10: now got married recently.

01:07:12: congratulations

01:07:13: thank.

01:07:14: i think you're on your thirteenth honeymoon of.

01:07:18: You're flying from here to another country again, right?

01:07:21: It's work.

01:07:22: Oh

01:07:22: it's for okay one shoot in other country last week.

01:07:25: So a lot of honeymoon is going on here and we don't need this guy that works soon.

01:07:29: how he was married life

01:07:30: Married Life Is Fantastic.

01:07:32: Yes

01:07:32: you Don't have to fantastic.

01:07:34: yeah just tell us the truth.

01:07:35: it is fantastic.

01:07:37: um I uh i'm lucky enough To be linked with My best friend in the world.

01:07:46: This is nothing.

01:07:47: when I say it's fantastic It's also nothing new because we've known each other for incredibly long period of time.

01:07:53: But she allows me to go out and do what?

01:07:55: I need to do on a day-to-day basis with the most trust that i will execute To everything, that I am capable Of not just.

01:08:05: how does he get my house at?

01:08:06: change your perspective

01:08:07: On life.

01:08:08: yeah life business

01:08:10: um changed my perspective.

01:08:13: Life isn't just about work, although my friends overlap.

01:08:17: My work the limited few The things I like are in line with work.

01:08:23: But life isn't Just About Work.

01:08:24: it's a good reason.

01:08:25: that's A great question.

01:08:26: It's a Good Reason for Why Shepherds of Thing In The first Place Like.

01:08:34: i didn't know it at the time but I never wanted the Old-Fashion Rat Race Of Where This Business Runs.

01:08:41: You No one believes that, can change.

01:08:44: Obviously you and I both know it's different but i wanted to prove in our craft then what else could evolve into?

01:08:51: That is absolutely in my opinion crucial To be able step out of a business not exited But I mean exit as well Step Out Of A Business So You Can Focus On Things That Truly Matter In Life Like Your Spouse Like Your Family Like Time Away And Creating You know, memories that you can actually take somewhere.

01:09:16: We don't always have that luxury but you know what?

01:09:22: Putting it blunt there are many who want the freedom this career could create.

01:09:32: There's a lot of people putting it very simple like a billionaire lifestyle on a nine to five job and nothing wrong with a nine-to-five good career or job.

01:09:44: But being said there is a sacrifice to create what I just said, which is the freedom to be able to show up like that father and show up.

01:09:52: Like that husband then show up?

01:09:54: Like that leader with a clear mind heart and brain.

01:09:59: And many don't see that chapter where you're in The gutter getting kicked into face chapters.

01:10:06: so um i'm willing still To continue pouring in and sacrificing on that front, not because I'm obsessed with work.

01:10:17: Because my ultimate desire is time with my spouse—is future family —is what i didn't witness little out of my

01:10:25: youth.".

01:10:25: Not like I had bad parents…I love both my parents!

01:10:28: I've been blessed with amazing parents but they're even busy at different times too.

01:10:32: so...and Hamster wheel.

01:10:38: I saw you were about to announce a little baby Joey coming out.

01:10:41: No, no it was like what kind of muscles that they come out with

01:10:44: not around the corner.

01:10:46: shaved head clearly right

01:10:47: comes out.

01:10:47: C four in hand everything ready-to-go.

01:10:51: She's gonna

01:10:52: kill.

01:10:52: You know just do now?

01:10:53: You've got a whole flight sitting next door later today.

01:10:56: Yeah, she's gonna kick your ass.

01:10:57: It's gonna be great.

01:10:58: She keeps her on my toes and many ways.

01:11:00: so i'm okay um but Um yeah its for that freedom.

01:11:05: I think this is an incredibly freeing career, but it comes with its sacrifices.

01:11:12: And I think they're all worth it for the very reasons that you brought up.

01:11:16: I know they mean something to you.

01:11:18: They mean the same thing to me and That's part of why do what?

01:11:23: I

01:11:24: love it.

01:11:25: I think one of the The flip sides are getting focused as it allows you get You know, kind of into a little bit of a distraction.

01:11:34: I like traveling.

01:11:35: it's my big distraction.

01:11:36: It's my you know escape from life and reality.

01:11:38: i think its probably part of yours as well.

01:11:40: The other big distraction that you and I kinda got onto in a little adventure on together is the hat sitting right there at.

01:11:46: Don't Tax Me Bro Do want to tell everybody what.

01:11:49: Don't tax me bro?

01:11:51: Sure

01:11:52: Maybe how did we become the don't tax be bros

01:11:56: Segway...you mentioned travel.

01:11:59: So I just have to agree with you there that the memories and the impact That can be created through building this business.

01:12:06: The right way, the memories that could be created traveling the world... ...the family moments.

01:12:12: It's out of my wife And i guess my dog You are the person who travels most.

01:12:16: Same here!

01:12:17: Same Here!

01:12:20: We've stayed in a lot of crappy hotels all over the country.

01:12:23: But um For me, I'm sure to some degree for you that's kind of what it's about.

01:12:31: You could take those memories with you.

01:12:33: the impact will last beyond your lifetime or my life time.

01:12:36: The things in this world Will not.

01:12:39: so i'm very big on travel.

01:12:42: And and the memory shared you included

01:12:46: Thank-you

01:12:47: you include.

01:12:47: well tell the Napa story at the end around thinks out

01:12:50: how did don't tax me bro start?

01:12:54: Okay,

01:12:54: I struggle with this.

01:12:55: I don't know if i remember all of the parts.

01:12:57: uh okay?

01:12:59: Uh i'll be somewhat generic here because it has evolved.

01:13:03: but um So we both operate specialist firms different tax-oriented issues.

01:13:10: right there actually is a tremendous amount alignment between our firms But they're both very commonly confused topics.

01:13:20: so We both give back to advisors try to educate and speak, here's the profile of what to look for.

01:13:25: And how we can align with you in via tool on the belt to potentially solve or address these problems.

01:13:33: but it is two different brands.

01:13:34: that has two different companies.

01:13:38: almost many movements In a sense so back at inception have done tax me bro.

01:13:44: We were I would say blessed.

01:13:45: unfortunate enough That we had many opportunities before where they turned into to kind of co-brand different speaking engagements, sponsorships.

01:13:57: You name

01:13:57: it.".

01:13:57: And I don't remember quite when...I remember after our Zoom with you very late and we came to the realization that Shepard versus M+.

01:14:11: With two totally different step & repeats and entire totally different profiles on what we specialize in is a bit confusing And we needed like a unifier.

01:14:25: I think more unification or giant umbrella over all the things that we do for when.

01:14:30: it's, say joint force between operations.

01:14:34: and what's funny is i had just come back from...I'd just came back from a large outing.

01:14:43: We take some of the group to.

01:14:45: It's like outdoors oriented Outdoor sports oriented at military trucks, you name it.

01:14:52: It's in Pennsylvania and they're early in the year And their big on freebies backpacks patches everything there was.

01:15:00: They have a lot of sarcastic patches.

01:15:02: we've all seen all different patches Swag.

01:15:06: one of them was don't tax me bro?

01:15:07: I remember that meeting.

01:15:09: That's all i remember about is that You and I were chatting around what the heck are going to call this thing.

01:15:17: I was like, well why don't we call it something about anti-tax?

01:15:21: Don't tax.

01:15:23: And then the bro just connected and i remember that patch on this billboard of patches.

01:15:29: so um It ended up becoming something.

01:15:32: We ran for a few initial events as they think marketing or Brand initiative and turned into So much more because little did we know.

01:15:42: That simple hat is The greatest conversation starter across any profile globally.

01:15:50: Oh yeah,

01:15:51: and do you want to talk about where it's gone since?

01:15:55: I mean tell me about the storefront.

01:15:57: Okay so

01:15:58: finally live.

01:16:02: It's been a process.

01:16:03: yes my friend uh...it has.

01:16:07: Our Storefront is Finally Live!

01:16:09: It Is DTMB.store Hats.

01:16:12: patches where there will be limited release releases seasonal drops, bulk orders for any speaking engagements.

01:16:20: All of that jazz.

01:16:22: my assumption is also updates on what we decide to do with it which as I think still the brand Still Speaking Engagements love to toy around With The Idea Of A Podcast with you man!

01:16:32: i think We'd be great hosts On That but...I know Time Is Really Of The Essence For Both Of Us Right Now.

01:16:39: So The Future's a Bit Unknown But Storefront Is Live

01:16:44: for any.

01:16:44: But we got cool swag?

01:16:47: We get cool swag,

01:16:48: man that was the hardest part.

01:16:49: I think there's a lot to come on the don't tax me bro front.

01:16:54: likely the sponsorships and speaking engagements in all of that will continue but i think is so much more to it.

01:17:01: uh...and you just have to decide what that looks like.

01:17:04: All right, so we're gonna go to my favorite part of all this.

01:17:08: I like the rapid fire.

01:17:10: it's almost never actually rapid and My dear friend We know you talk slow.

01:17:14: So let's just call up a slow-fire.

01:17:16: see

01:17:16: the shake.

01:17:17: yeah That's that's crazy light overcaffeination or Whatever he chose doing your youth

01:17:23: okay?

01:17:26: What's the gym split?

01:17:28: Jim split.

01:17:29: Yeah put a custom rapidly.

01:17:31: only ask about their coffee order.

01:17:33: You know yours is C for orders, so i figured lets start with the gyms.

01:17:35: flip

01:17:36: Coffee's different too.

01:17:37: Gym split, currently morning you mean actual split like routine?

01:17:41: Yeah

01:17:43: everybody wants to know.

01:17:44: drill

01:17:44: really of course.

01:17:45: okay not morning evening.

01:17:47: I was my whole life.

01:17:48: it was even because i needed the calories in order to lift heavy at night.

01:17:51: Really late.

01:17:53: Currently Morning gym split is actually right now full body.

01:18:00: Full body every day.

01:18:01: You go to the gym everyday and do the whole body?

01:18:03: Full Body Every Day.

01:18:05: It depends every day, but if I currently because of time can at least grab an hour-ish.

01:18:13: Hour and a half or twenty in the morning early full body At least three to four times a week i'm okay with it right now?

01:18:22: I prefer more.

01:18:23: this is probably the most embarrassing exercise point of my entire life.

01:18:30: But full body and the reason is...I would typically go legs back, and then all different extension movements upper body.

01:18:46: And then do legs back same thing six days?

01:18:48: It's like

01:18:48: we're the slowest fire.

01:18:51: Problem there is.

01:18:52: you end up doing arms five weeks in a row or legs five weeks an hour.

01:18:55: nothings balanced.

01:18:56: so because of the lives that you and I both live i made us shift months ago to hey it can be limited when i get.

01:19:03: full-body

01:19:06: was one of my first like, I was early in my starting to go the gym point of my life.

01:19:10: And we were at a hotel in Vegas some conference or something might have been somewhere else and you're like okay i'll train you.

01:19:18: today You took me to the gym.

01:19:19: do remember what I mean.

01:19:22: you got

01:19:23: to do one extra time.

01:19:24: You gotta sell your legs and now there

01:19:26: was no legs.

01:19:26: So it was something like arm thing, and you were like okay, so you're

01:19:29: gonna Vegas leg experience Okay?

01:19:31: Oh

01:19:31: that was different.

01:19:32: No, okay maybe wasn't.

01:19:33: they are a lot.

01:19:34: It was we're going hold this things cable machine.

01:19:37: You're Gonna pull this thing up And that's one rep, and we're gonna do this ten reps at.

01:19:42: it was like forty pounds.

01:19:43: Then I'm just like excuse me you were like now You're going to your other hand?

01:19:46: That's okay.

01:19:47: So did my other arm and then you said put it up thirty five pounds in your life.

01:19:50: This is called the drop set.

01:19:51: We're Gonna Do Thirty Five You're Going To do Ten.

01:19:53: Then We Did Thirty Than Twenty-Five Than Twenty.

01:19:56: Now It Was Like i don't know what's Happening But i want Exercise for like Forty Minutes.

01:20:00: At The end of it Your First Set Is Done.

01:20:02: There's a Hundred and Twenty Reps.

01:20:04: I'm done.

01:20:05: never come back to the gym with you.

01:20:06: Just Spent Forty minutes to do one set of what exercise and I'm dying.

01:20:11: I call it, excuse me?

01:20:13: Think you called a death-set or

01:20:14: something.

01:20:15: Yeah suicide arms yeah.

01:20:16: Suicide

01:20:16: arms that's what you called them.

01:20:18: You

01:20:18: can't move your arms after that For two

01:20:20: days i couldn't move my arm so I spoke like this

01:20:22: But its is buys and tries all in one movement except you're right It's like a few hundred reps.

01:20:26: And yeah fun stuff.

01:20:28: but Time his time Is uh Your greatest asset That we don't always have.

01:20:35: So try to make the best Of it of my current exercise state, but it'll come back.

01:20:41: It's been a lot of time- I think you still look

01:20:42: pretty jacked and it's okay.

01:20:43: Thank You All

01:20:44: right what's the coolest place that you've been to in last year?

01:20:47: Coolest Place That You've Been To In The Last Year?

01:20:53: It might have been recent trip.

01:20:55: Um... Lake Como Excuse me!

01:20:59: I love it.

01:20:59: And..you know i like the Alps too and thats kinda at base of the alps.

01:21:02: But um Yeah lake coma we were just there for two weeks.

01:21:08: Beautiful

01:21:09: Would ya like that?

01:21:10: I

01:21:15: love that.

01:21:15: it's nestled between like a ginormous mountain range at the base of The Alps, French and Italian Alps.

01:21:23: Um...I Love how down to earth people are compared to other areas of Europe or Italy.

01:21:30: in general Food is amazing.

01:21:34: Yeah, just It's very easy To shut off.

01:21:40: which i always find difficult is actually unwinding the brain for a few days as you ease into time off.

01:21:48: What I needed, because this has kind of delayed honeymoon to your point from our wedding last October out west... what I needed was yes, time with my spouse but also much-needed reset before the stage ahead.

01:22:08: so it's easy too.

01:22:12: shutoff excuse me

01:22:14: or a night owl.

01:22:18: It's been both, but currently you're early bird.

01:22:20: What time do we get up?

01:22:24: Six to seven depending on what I'm training

01:22:27: with your coffee order.

01:22:32: Imagining toward nitro and double somewhere maybe triple

01:22:37: Americano black and double espresso.

01:22:41: those are two different things.

01:22:42: yeah

01:22:43: no at the same time Americano large Black with aside of a double espresso.

01:22:50: What's

01:22:50: a movie you

01:22:50: can... And a biscotti.

01:22:51: Oh, and the biscotti?

01:22:53: Got it!

01:22:53: Of course naturally is one of the biscottis.

01:22:56: Uh what's a move that you could quote?

01:22:57: start to finish?

01:22:58: Um well let see probably Christmas vacation or Bane from Dark Knight Rises.

01:23:09: Can he just do his voice for me real

01:23:10: quick?

01:23:10: No its not the time dude for ya.

01:23:13: That comes later.

01:23:15: You kinda look like him.

01:23:16: so yes this is fitting.

01:23:17: I imagine your Halloween is pretty set up.

01:23:20: uh for rest of your life.

01:23:22: I was banned years ago.

01:23:23: I don't do Halloween anymore, but yeah Years ago those probably two

01:23:26: and told once you have children that it comes back.

01:23:28: So this will be my first year doing

01:23:30: all together.

01:23:31: we take the strollers out.

01:23:32: You have to have children first?

01:23:33: I know

01:23:34: you want to take your dog?

01:23:35: Yeah, I got to take Samson.

01:23:38: He has a stroller.

01:23:45: That's one done for you my friend.

01:23:49: What's the best book you've read in last few years?

01:24:01: The Book of Proverbs, In the Bible.

01:24:03: That straight wisdom that just permanent Best book I'm currently rereading at my.

01:24:09: let's power one

01:24:10: more.

01:24:11: love it.

01:24:12: what's the worst advice You ever received?

01:24:20: Well It's okay you tried your best.

01:24:22: that's all you can do.

01:24:25: I don't believe.

01:24:25: and trying to pass even doing what is required

01:24:32: With the habit, you'll never be able to break.

01:24:35: I still like to eat before we go to bed?

01:24:37: The snacks have gotten a lot more boring but yeah it's still like snacks.

01:24:41: Come on man!

01:24:41: You got a sweet tooth dude.

01:24:42: My snacks are boring.

01:24:43: Oh my god.

01:24:44: yes i love it...I live for junk food.

01:24:46: Yeah he shouldn't eat late in general unless your like housing protein and really just don't care.

01:24:52: But

01:24:53: I should've seen my dinner yesterday.

01:24:54: It was an giant pile of grilled chicken.

01:24:56: That's great.

01:24:57: There you go.

01:24:58: You'd be

01:24:58: proud, oh also a slice of pizza but... Hey

01:25:01: need a little carbs?

01:25:02: It's perfect.

01:25:03: You train pretty hard now so that can have the pizza.

01:25:07: I still cant pick it up and spot you But that might be story for another day.

01:25:11: Okay

01:25:11: Alright final question what would ube doing if your weren't in this business?

01:25:15: Mmm

01:25:21: front man to metal band He didn't ask me one i thought was coming.

01:25:27: Tell me more.

01:25:29: I remember, did

01:25:30: you watch the episode where Hans said he'd be a basketball player?

01:25:33: I think I had Rick who recently literally set an NBA player and was like bro your five six.

01:25:38: He goes but I identify as six-five.

01:25:39: so yeah!

01:25:39: You could be the front man to a metal band.

01:25:42: that sounds naturally appropriate with hair cut in everything.

01:25:46: The

01:25:47: joke is.

01:25:48: at first half of my life i looked Italian.

01:25:50: second half it look like a Viking ironically father Sicilian mother Swedish and Finnish.

01:25:57: she's very happy.

01:25:59: But, expounding there I was waiting for you to ask something people don't know about me which i guess would be like a truly all music but my three favorite?

01:26:10: Like Dona Line at All.

01:26:11: Which is metal real metal worship and jazz.

01:26:18: Naturally!

01:26:18: All three of those

01:26:19: right?!

01:26:21: So...but yeah it's-I've always trained with it.

01:26:25: Always enjoyed it keeps my head clear and I even did it a little in high school, so.

01:26:33: You did some.

01:26:33: well?

01:26:33: We're not doing that today.

01:26:34: Can you

01:26:34: give us

01:26:35: just

01:26:35: a preview of demo

01:26:37: or sample size?

01:26:38: What is this

01:26:40: metal mean for people who don't know what that means?

01:26:42: A lot of screaming.

01:26:43: can

01:26:43: you show me with that means?

01:26:44: I'd like to hear you

01:26:45: scream.

01:26:45: I'm trying get my voice back.

01:26:50: Joe thanks for being here.

01:26:51: Is there anything any words wisdom Anything you want share?

01:26:54: maybe i didn't ask That you feel we've got to get out.

01:27:02: I'm excited for what the chapter ahead for both of us looks like.

01:27:09: It's been a fun ride and it is an honor to be here today, I think you did great job!

01:27:16: No questions no final comments...I am just truly exited for this chapter ahead.

01:27:20: The greatest thing that came out from our original twelve hour bro date was i left with my dear

01:27:26: friend.

01:27:28: But fuck!