really we're trying to get down to understand the why do you even care about all of this stuff um and and
understand the client and then step two is to build out the how do we accomplish
these things that you care about and that's really what the plan does and then what tools do we use to execute
that that's really the strategy the investments the insurance the annuities that's all of the product side of things
um and and so we really just try to explain like we we focus on building a financial plan first because that tells
us where we should shoot the arrow then we can talk about uh you know how far and how fast and all of that stuff in
the strategy side of things. So I'll share my screen uh and I'll start just
with our client journey so you guys kind of understand. We run a a generally three meeting client onboarding. Uh
depending on the complexity or simplicity of that client. Uh this can be condensed into really three meetings
that happen basically kind of once a week for three weeks and we're done. We're onboarded and we've done a financial plan. Um, some folks, you
know, depending on how they come into the to the the pipeline, you know, we
already may know enough about them that this this initial discovery meeting is kind of informal. Um, but this this
initial planning stuff, this is very very formal. So, uh, I'll I'll kind of take you through some of this and I'll
tell you a little bit about where I started. When I started Prospero, we really leaned into the tech that we were
provided. Uh with the exception that I had vetted several financial planning platforms. Um I I had some friends, you
know, willing to to suffer through uh going through the financial planning process kind of multiple times on
multiple platforms and giving me feedback on what did they like, what did they not like. Um, and again, you know,
it was really how easy was it to use and to work with me on? Um, did you
understand the output, right? Because, uh, I came from a Money Guide Pro environment and MoneyGuide Pro is kind
of supposedly the industry Cadillac. Uh, but what I found was it it it would
produce the output, but it wasn't in a in a clientfriendly
way. And and so going through all of this, you know, tax management is a big deal for us. It's one of the things we
talk a lot with clients about those are really difficult concepts to explain to
people if there's not a really uh user friendly client friendly really. it's
not user, I'm the user, but the clientfriendly presentation uh that helps take these concepts and and
present them in a way that they can really understand it, digest it and find some confidence around it. So, um as as
we take on clients, we start with with an initial discovery meeting, an initial planning meeting, and then finally a
strategy implementation meeting. And at that point, we're moving assets, bringing them on as clients. But we've
done a ton of work ahead of that. Um, we also initially were linking people to a
bunch of different systems to try uh different things and give us different things. So, um, we can't fully eliminate
some of that, kicking folks out to to third-party platforms. Uh, as an example, our risk profile is a
thirdparty platform uh that we have to kind of put people to. But part of what
I wanted to do was minimize the number of websites that a client has to go to.
Every time you have to click and it opens up a new website that's a different system, a different company, a
different name. One, it's inconvenient. Two, it's clunky and doesn't feel
smooth. Um, and three, like people are worried about clicking links, right? And opening things. And if you don't
understand what's opening or what this company is or how it fits in the bigger picture of what we're doing at Prospera,
um it it can feel a little not only clunky but maybe even scary in terms of
your own personal security and private information. So um part of our goal was to take these systems and and bring them
together on our website so that we could really drive that journey through our
website as much as possible. Um, and that's really where Precise FP comes into the mix. And the other thing I'll
I'll kind of clarify for you. Uh, I am I am a nerd, both finance nerd and a bit
of a tech nerd, but I am not an IT person, right? Uh, I have a little bit of background in that. I can talk enough
language that I can connect with IT people, but I'm not a programmer. I do not know how to code. None of what I'm
going to show you requires that you're that you're an expert in coding. Um I I didn't do any any custom coding to build
any of this. Uh and and so you know everything that you'll see is really just tools that are available from uh
especially precise FP and we've just used that. Um so I'll I'll kind of kick
off. So we asked folks to do this initial discovery meeting. Uh we've taken a precise FP discovery form. It's
a template. Uh we've gone into precise FP. We have done a little bit of custom
branding so that our logo shows up on stuff so that our colors are represented in there and so that some of the
communication is really in in our voice and the voice of Prospera. So when someone comes in, we ask them to
do initial discovery meeting. We ask them to fill out this discovery form. It's directly on our website. So what
you're looking at here, you can kind of see the shading. Uh this is a precise FP
form. We've put our logo, we've put our colors, and we've customized some of the communication. This form is really the
initial contact information. We're not asking for private information. There's nothing super detailed in this. We're ju
we just ask folks, give us a few pieces of information, some basic contact, are
you retired? A few questions here uh about what some of their basic goals are
in the short, medium, and long term. uh they can add um a spouse, a co-client
real easy on here. Um you can see they can just go through and fill out this form. This is using Precise FPS um web
published templates and using I frame uh and and just super quick I'll kind of
pop over so you can see this is really what it looks like. These are our templates that we use. Um, and then if
you click on that template, here's your code that you if if you're doing like a GoDaddy or something that you're
managing your own website, you can pop this in or or your webdev person can pop this in. But this is just provided to
you and that's literally as complex as it gets to make this happen. Um,
they just pop that code into the into the web page. So folks can go through and really just complete this form right
on our website. few super basic questions. Again, no private information. The information is all in
ranges. It's not very detailed. So, it's not, you know, there's not a lot of hurdles to to getting this information.
There's not a lot of concern about what they're sharing. Um, and then here's where we kind of have to kick them out
to a couple other places where we can't embed things. Um, this your story, your
strategy questionnaire is is uh from um FP Pathfinder. Um, and and this
form, you know, does pop up in a new window. So, it does, but it's again, it's branded. We've got our logo. All of
the communication is very consistent. And so, um, the the discovery form helps
us gather the client's information in a way that's convenient. And these FP
Pathfinder forms help us hone in on what matters to the client. So they just literally go check yes, no on things, uh
go through there and submit that and we we get a copy of that. Um and all of that information, you know, we're able
to push directly into our CRM. So uh I won't spend a lot of time on that, but
as I get into the planning form, you know, I'll I'll kind of continue to talk about that. Our risk assessments also on an outside website. You can see
prosperiskassessment.com. Um, and and that one we've not yet been
able to to figure out how to embed in the website, but give it time and and we'll do that too because when you
again, if you stay on one website, the experience feels cleaner. Uh, it feels
smoother. It's not as scary as as when you have to pop out to other websites. So, uh, really great. And I have Greg asking,
"What risk profiling tool are you using?" Uh so gradient is my raia and and they
they've provided that uh they've provided that I can pop out and show you
uh where that goes but it's a com the the color of money risk analysis is what
we use. Okay. And then we've got that uh we've got that website branded as well. So, you
know, when we do have to pop folks out to a separate website, we want them to immediately see the brand so they
understand like, hey, I'm in the right place. This is the folks I'm I'm talking to. So, that color of money is the one
that we use. Um, and that's that's provided from our RAIA. So, there's no
custom tech on that one at this point. Great. And Adam's asking, "How does this look on a mobile device?" Um,
it's all mobile friendly. Yeah, it's all mobile friendly. So our website's mobile friendly so it'll it'll resize this. Um
you know forms inside forms on site on websites are always a little bit you
know me. Uh so the you know certainly the experience is better if you're on a computer than if you're on a mobile but
it is all mobile friendly so it will resize. Really great. And Steve asks do the
prospects have to set up a password to fill out your form? Yeah great question. Um, so this initial
form, we don't we don't collect anything private enough to require any kind of security. There's no personally
identifiable information. There's no information that's secure. There's no information that's specific enough to
require any security. And that's on purpose. We want that first engagement to have as few hurdles as possible.
We're just trying to capture some basics so that we know where to guide the conversation and we have at least some
understanding of where you sit. Um, so this initial form, no security, no
login, no nothing. Anybody can go to the website right now, fill this out, uh, get to the end of it. If they want to
upload documents, they can drop them right in here. Um, that's a huge part of
where, uh, Precise FP solved some problems for me, uh, was having a a
document upload portal. And I'll I'll kind of, you know, touch on that maybe here in a minute. But, um, they get to
the end of this, you know, if they have not scheduled their call, they can, you know, schedule their call. That just
goes to my Microsoft booking site. Uh, it goes to the one that's specific for this meeting. So, you know, we take them
straight out to the, uh, to the journey meetings. I need to fix that. Um, and
then when they finish that, it it pushes that data into uh precise FP for us. Um,
and creates a a record in precise FP. Really nice. Theoretically, this could
all happen in the middle of the night. Anytime. Okay. 247 anytime. So, a lot of a lot of our,
you know, followup is like, hey, you know, when you're ready, when you feel like you want to have a conversation,
no, I'm I'm I'll tell you, I'm a terrible salesperson. I coached salespeople for farmers insurance. I led
them. I certified them in in sales. And I'm I'm a big believer sales is a dirty word. I do not believe as an adviser we
should be selling anything at all. We should uh do exactly what we say. We
should bring recommendations to the table based on diligence and and and
work. And if we're doing that, there is no sale. It's simply here's the problem.
here's what we think is the best solution. Here's why. Here's the other solutions we looked at and here's why
we're recommending this one. So, I'm very soft in my sales approach. Uh I
don't bombard people. I don't, you know, try to create a fire and say, "Oh, you got to have this done by this week or
else, you know, I just don't do that." Um because I've been involved in that for almost 20 years and I really just I
hated it the whole time. Um, and what's what's been amazing is that my average
referral, my average new client is um about 6x on average what uh those were
when I was with a big firm with a big name, running all of their, you know, sales processes the way they want to run
them. Um, but running into those meetings, you know, a little bit of commission dripping off my breath. Um,
so, uh, I I won't I won't say I'm the most aggressive person out there, but I will say that, you know, it it it tends
to be that based on what we're communicating our value and what our process is, that the folks that want to
go through that tend to have higher average balances than the folks who are just maybe shopping an adviser to run an
account to see if they can beat what they're doing on their own, you know, Robin Hood account or whatever that might be.
Um so that's the initial one. Very very easy. Not a lot of hurdles for clients.
Uh once we get into this second form, this this second stage of initial
planning, we send them to uh our planning form. That one is secure. Uh
they do have to enter their email address, but that email address is already in the precise FP system because
they filled out the discovery form. And so we captured name and email at that point. The way that that precise FP
security works, they enter their email on the form and it will send them a pin
number to that email. They get the pin number. They use the pin number to log in to the planning form. Um and and from
there they're able to provide us with all of that information that includes personally identifiable and protected
information. and it's all behind the precise FP security side of things. So
we don't we don't capture that information directly into any of our database. Uh I don't hold any data in
any database. Uh we keep it inside these systems so that we can really rely on the security that they've built. So uh
I'll jump over to the planning form now and just give you one caveat that to make sure I was prepared for this. You
know, we've already loaded information into here. So, our client, our prospect,
uh, Spider-Man filled out all of this information, gave created a prospect record in precise FP for us, uh, which
we can see right here. Uh, we sent Spider-Man the planning form. Spider-Man went in and filled out
the planning form, uh, and gave us all of their information. So, you can see
again, this is a precise FP form. This particular template is built by precise
FP and it's built to integrate to income lab. There are forms specific to
multiple planning platforms in here. This one is specific to income lab. So basically that means precise FP has
already worked with income lab to map all of these fields so that they populate where they're supposed to go
and I don't really have to worry about that. Um, on this form, what I will tell you is we
try to meet the client where they're at. Uh, we work with clients all over the country. So, the vast majority of
clients will just go fill this out on their own. They do not need us to walk through it. Uh, we do have some older
clients that either, for whatever reason, aren't comfortable doing this or don't want to do it alone. That's fine,
too. We will simply tell them, not a problem. Let's set up a meeting and we'll go fill this out together. you you
know we can do this you you tell us what the information is we will type it in but when we do that meeting we do it on
this form on our website and we share that screen with the client so they see it so we're not we're not doing a phone
call and going into a back-end system we're doing it on our own website so that they even if we're doing it with
them they're going through the exact same experience that a self uh a self-service client or prospect would go
through. Uh so we captured this information. Um you can see we can still
scroll up and down the page that we've got some other resources here. Uh but we've we've tried to keep this to where
if you're at the top of the page, you've got a good amount of the form showing and you can still click the next button.
Um that that may be the hardest part of getting this is making small adjustments to the size of that. Um but it's very
very easy to get this in here. Uh so they've filled this out. They've put their life, their 401k values, their
taxable values, bank accounts, mortgages, um
are in here. They've put some variable expenses in here for us. Uh and again, there's a place for them to upload
documents. So, uh this was a pain point for sure early on and and this is
actually the problem that Precise FP originally solved. I was looking for a
secure document upload portal that I could embed into my own website because
the one that my RAIA gives is a different website with a different login
uh from every other thing that they're getting into. So um I initially started
with you know what systems can give me the secure document upload and that led to okay well wait a minute I can get a
portal or I can really look at these systems that help me capture more than just the documents but other data um and
so started doing some due diligence on some of those options and that's really that was really the first problem that I
was trying to solve uh with precise FP and so it met my requirement of does it
solve a problem? Yes, I need to get documents from my clients and I need to do that easy without them having to go
create yet another account on yet another website. And so it solved that problem. Um this financial goals
inventory is another uh FP pathfinder questionnaire that just digs deeper with
more detail into the financial planning side of things. Um, and then you know
every time, hey, if you have not filled out our color of money assessment, here's a link. If you have not scheduled
this meeting yet, here's a link. Uh, the other thing I like about Precise FP
is, you know, we can customize this. So, we try to really put some communication
in here. These are just if you've not yet completed. And then we had a popup. Hey, only complete these if if you need
to and you have not scheduled. So, we're trying to to draw the attention to to
make sure that they have the opportunity to do these things if they have not yet. But we're trying to communicate to them,
hey, some of this stuff you may have already done. Don't do it twice. Right. Yeah. Um,
so they go through and they do this and then they finish that. Uh, and again, all of that data just feeds back to
their precise FP. Oops. Oh no, I'm going to get kicked out on timing.
Um, it just feeds back to their uh precise FP record.
Great. And then it sounds like that'll go to income lab next. Yeah. So,
what I wanted to show you super quick was uh that when we're in precise FP and
we have Spider-Man pulled up that populated because he filled out the form. From there we can push this data
to other systems. And so uh you know the second the second thing we're always trying to solve is how do we operate
more efficiently? Uh and and again when I first started before I had precise FP
I would gather all this information in my CRM system. I would gather it in notes and then I would go out to income
lab and I would take all those notes and I would basically build the client in income lab. And you know, one of the
things that I thought about is if I'm going to be if I'm going to be doing a financial plan for free, I need to be
real efficient at doing that or else I'm going to build up a lot of labor cost around some of this. And so, you know,
kind of problem number two that precise FP helps us solve is um making us more
efficient, right? So, cutting down the the time it takes us to do something and increasing that. It also makes sure that
the data that we feed to our other systems is is accurate. There's no
typos. There's no missed things. There's no uh transposed numbers. All of that
problem kind of goes away when you do this. So once we have this imprecise FP, we're able to push this directly over to
Red Tail. We push that data to Red Tale. We pop into Red Tail and there's Spider-Man with all of his information
because it populated directly out of Precise FP. Uh building this data up in um income
lab that takes a minute and so that's the other thing that uh Precise FP
helped us with. Their integration into income lab makes it super easy. So I've kind of teed this up. Um but when I come
into income lab, I come in and I click my import household button. I can go to my sources. These are all systems that
we've linked into income lab. Uh so our Red Tails linked Orion, Precise FP, and
our Schwab accounts are linked. Um so I can go in there and say, "Hey, I want to pull data from Precise FP. I type a last
name, and there is Spider-Man. And as you can see, Spider-Man is not currently a household in income lab."
Once I click this and I import that, um it's going to import all of that information that it can find. And
basically, it's going to say, "Hey, not every field was filled out." That is totally normal.
I have not yet met a person that filled out every field in a questionnaire. So, don't expect this to come in with, you
know, saying like, "We got 100% of the fields." That's just not going to happen. It's just telling you that, hey,
some information we didn't see on that import. That's not that's not like, hey, you you have a problem. That's just,
hey, some of the fields that we would bring in, they're empty. Um, and then
it'll give you a little green check mark. Hey, we were we imported that account. And then we can pop directly uh
into Mr. Spider-Man's account. Just a nice refresh and he's there.
That's it. Um, and within about five minutes of the client putting their
information into Precise FP, uh, and and this is a new insights, uh,
tab that they've just rolled out in income lab. I really love it. Uh, in about five minutes from the time that
they get done putting that information, we're ready to start having a basic conversation.
And what we're confident in is that we got accurate information because it fed
in directly from them. So if they said this is a 401k and it's mine and here's
the balance, it's all there. Just pulls that data straight over. Um bank
accounts come in, other assets come in, the income comes in, right? He's got his
monthly uh monthly wages for being a hero. uh in here. So, we catch all of
that. Uh someone asked like, "Well, did he did he remember who his beneficiary
was?" And yes, I'm not going to take the time to show you, but we do have the proper uh the proper characters built in
precise as the as the beneficiaries as well. So, covered uh covered on that
side. Uh his mortgage comes in so we can see all that data was fed in, you know, here's the rate, here's the balance. Um,
same with insurance. You know, he put in his auto, his whole life, his health, his homeowners, and so here it is. Um,
was a great client. Yeah. Right. He was very thorough. Spider-Man's very thorough. Uh, and and
so, you know, this is just again like five minutes after they get done giving
us the information that we're looking for, we are able to reflect that information
back to them exactly as they gave it to us and begin a conversation. Let's let's
start talking about some of these things. Um and and so you know speed,
you know, the efficiency of our operation there. I I I just don't think I could could really feel confident
saying we're going to build a financial plan before we even bother with your assets. if I wasn't able to make it
really efficient for us to do this because as you know, you know, you spend a lot of time just getting to the point
that you've got all the data in all the right places and it's all accurate and and then you you know, so we've really
eliminated a lot of that part of the process and and when we get started, we're digging directly into what are the
topics they told us they care about, what are we seeing on this data that that ties back to that and and then we
can just start building things out. So, that might be just starting to put notes in here, building out to-dos, adding
additional goals. Um, and and that first conversation with them then is super
focused on them and what they care about. And it's not a lot of, okay,
let's set an hour meeting so I can ask you your name and how to spell it and then you can tell me
and then you can watch me type it, you know. Um, and it's kind of funny, you know, I tell uh folks, if it's
really clear they're not tech, fine. But you don't have to be a techie to accomplish this stuff. You don't have to
be a tech Whoops. You don't have to be a techie to fill out this form. It's very, very straightforward, very simple.
So, I tell folks, you know, you can pay me for my time in whatever way you prefer. Uh, you can pay me to to take
down the information or you can pay me to do the real work. We're happy to do whatever you want. and everybody goes,
"Yeah, I don't really want to sit here and tell you my name and watch you type it." Like almost everyone says, "I will
do that myself." It's just easier. It's more comfortable for them when they're at home. You're
not asking them about something that they don't actually know. So, they've got to jump in and look it up and they're in a panic sitting across your
desk trying to figure out the answer to this question. Um, so we found it just kind of smooths that out. There are no
typos. There are no mistakes. uh what they gave us is what we reflect
back to them um with basically 100% accuracy. So if there is an error, it
was their error on input. No big deal. We can fix that. But what we don't have is like, oh hey, I told you that account
had 299,000 and you've you've got it at 209,000. Like we just don't have that
problem. So it the client experience is smooth. It's
in one website. Um, it it's convenient.
It meets them where they're at. Uh, it makes our operation efficient and it
eliminates the opportunity for errors that come from repetitive data entry.
Um, so you know this has been like gamechanging for me to feel confident
going out and and saying you know you don't become a client, you don't make
any commitments until you've already seen what is our plan and how are we
going to execute that? Yeah, everyone's very curious. They heard free plans. How how are you
determining the pricing for plans or is it set for for all or is it free? So,
uh, I've got a a pricing spreadsheet that I've built that I put some information in for clients. And
basically, we we go down through this and we do this process. And then when we
come in and and do the review with them and make the recommendations on strategy, we'll simply go through and
talk to them about here's the price for assets that we directly manage and and
we roll all of our financial planning directly into that. And then if there are accounts that you're going to
continue to hold elsewhere, uh, but you want us to advise on them as part of
your financial plan, then there's a planning only fee. So, we kind of break it out and say, "Okay, here's the here's
the amount of taxable and and retirement accounts that we're managing, and here's how that's charged." And that does
include the planning piece. And then here are the planning only assets. And
that spreadsheet then comes down to here's the the blended price that we're going to uh the blended aum price to
cover all of that. So we try to keep it pretty straightforward and simple. Um
what I what I found is you know for me at least I know some people are are hardcore about you know we're going to
charge for that financial plan upfront. Um, but I'll tell you, I left my firm because they went to a 1.5,500
minimum. And I just said, "How can you tell people that your focus is getting them a financial plan so you can make
the right decisions around product if you won't do the financial plan until they've bought product?" Like, that
doesn't make any sense to me. Uh, so I really truly lead with financial planning. And the interesting thing
about that in my first year as an independent following this process and
forcing people to either go through this or not be a client um and I it's it very
very much a mindset coming from 15 years of quotas to say no to money uh because
they don't want to do this process. But my average clients about six times in in
asset value what they were. And I did more life and annuity business in 2025
than I've ever done in my entire career. And I credit that to income labs ability
to take the concepts that we talk about and put them in someone's face in a way
that they can actually understand it. Um this there's a lot of things that are
powerful in income lab. The tax screen is ex incredibly powerful because it
takes the concept of tax management and turns it into something people can really easily understand. But if I were
to pick one thing in income lab that's made the most difference, it's being
able to show someone cash flows in a picture that they can understand instead
of a grid work of a spreadsheet that makes 95% of people glaze over. This
this right here is magic in terms of trying to help people understand where the money comes from and where the money
goes. Magic. Um, the tax lab piece is
probably just as magical in helping people understand the concept of tax
bracket management, the impact of Irma brackets, uh, what that means overall
for your tax rate, your income, your legacy. And it's super easy. You don't
understand any of this, we're looking for dark green. Literally that easy. We're looking for dark green. and and
and then we can really dive into this, but it it really really helps people uh
to to grasp these really complicated financial planning um concepts. And so
we just don't, you know, the fear in my last firm was we don't want to do all that upfront work and then not get paid
for it and they decide to go somewhere else. My experience has been nobody else
is doing this for them. And and so when they do get to the end, it's very clear
that we're not making a sales pitch for the investment strategy. We're not making a sales pitch for this life
insurance. We're not making a sales pitch for this annuity. It's all tied back to how does that impact your
outcomes. Um, and and I think that, you know, for me makes it worthwhile to say,
I'm not going to try to charge for the planning. I'm going to make sure that we have a plan to execute on. And and it it
for me eliminates a lot of that salesy kind of back and forth. And so, you
know, I like to tell people like you can go around to 10 advisors, you'll get 10 opinions. And and what I can tell you is that most
adviserss are salespeople and you need to hire a strategist. So whether it's me or whether it's someone else, hire
strategy, don't hire sales. Really great. And Justin, what what's
going on with AI at Income Lab? What's what's new in um income lab with the AI
features? That's a great question. Yeah, so there's been a lot of action in the AI
world for adviserss in general, right? Um, and what we've done is continue to
try to deliver experiences like like Chad was just going through. But, you
know, if say a a client comes to you and has, you know, a a plan from some other
planning software or, you know, something like that. Um, could be uh
your notes from a meeting, could be a Zoom transcript. You now can also create
a plan with anything any of that sort. I I joke you could take notes on a napkin, take a picture, upload it, and uh and
you'll get the plan in there. So, we're trying to like I love seeing this process, Chad, and I just love that you
can like basically wake up in the morning and have new plans built in income lab and you didn't even touch them. Um, that's the kind of experience
we want because we know advisers really with with this kind of planning.
You have so much um value to add to a to a client. I think we talked about this
uh the other day, Chad, maybe just this, hey, let's talk about what your life could look like. What are you eligible
for given your resources? Let's what's a good life for you. That's a totally different conversation than they've ever
heard from anybody else. So, we want to speed up the time to you having that conversation. and not have it spent, you
know, looking for little white boxes on the screen to type characters into. So, that's that's a big part. And there's
other we're working on some really other exciting stuff that'll we'll be announcing in a couple weeks. So, yeah,
stay tuned for sure. Really great. And someone David asked, is it is it Canada friendly? Is income
lab Canada friendly? I mean, we're very friendly to Canada. Um
but you know uh the the big things that yeah certainly we have people who you
know look at income lab and they say you know would this scale to some other country what you'll find is because the
taxes are all US taxes we don't have a a Canadian tax model um and the uh asset
classes are heavily tilted toward US investors that doesn't mean there's not international um so those would be the
things you'd find where you're kind of like having to do maybe you're making everything a Roth IRA just so you can get rid of all the tax stuff or you know
that that kind of thing. Um so no I wouldn't say it's like purpose-built for for Canada.
Uh Will wants to know with income labs can you import holdings from statements that clients give you for their outside
assets? Uh you can and actually that will get better very soon as well. So we're
building up some more kind of holdings level analytics and things like that with way to just yeah upload a statement
and boom get all the ticker symbols and holdings and and all that and then see you know roll it up to the portfolio
level from the account level stuff like that. So not that's not available yet but within about a month and a half I
think you'll be able to do that. Really great. And Chad, just a followup. John wants to know, "You create a free
plan upfront, then charge a planning fee based on their assets that you manage."
Yeah, we we basically if you if you want anything beyond that initial
deliverable, then you're going to pay and and you can either you can either pay that through an assetbased fee where
we're managing your assets and and if we're managing those assets, planning is included in that. Um I was
planning too. Yeah, we do all of it because it's what do you like for me it's not like I just
find that I don't want to charge for the tool that drives the the real revenue.
You know what I mean? Like as an example um I did I did a an income lab with a a
gentleman that did pretty well on a sale of a business and he says, "Hey, you know, I think I'm going to buy this house." And and so we created three
different scenarios in income lab, which is really super easy to do. I didn't get into that. We're going to run out of
time, so I won't get into that. But we created three scenarios. And we basically said, here's baseline, right?
Baseline is you sell your house currently, you move to this other house that's at altitude, and in 10 years, you
sell that house, and you go buy another one at low altitude. That is an option, and that was kind of baseline plan for
him. And then he says, 'But I really would prefer not to sell my house. Can I afford to do this if I don't sell my
house? I know I'm going back to it in 10 years. I know I can't live in the mountains after about 80ish. Uh so what
other what other ways could we tackle this? So we literally just made a copy of his plan and then called it uh you
know what if um two houses, whatever we named it. And then we we just tweaked
that to say, "Okay, what if we keep the house in Florida and and pull money out
of the portfolios to buy the house in Colorado? What does that do to us long term?" And then I said to him, "Are you
open to some different ideas?" And one of the things that we promote to our folks is infinite banking. It's really
liquidity management inside life insurance programs. So we created and he says, "Yeah, I'm open to it. Explain
it." So, we had a meeting and I explained how this works and he says, "What would this do?" And so, I just
simply pulled up the scenario in income lab where we still pull the money out of the retirement accounts and keep the
house in Florida, but instead of directly buying the house, we flowed that money through a mech policy, pull
the money right back out and use the the life insurance cash value alone against the life insurance cash value to buy the
house, knowing that we only need that money for 10 years. At the end of 10 years, we modeled selling the house,
repaying the life insurance. It was a $3 million increase in his legacy. So, $1.2
million whole life policy sold. So, do I care about charging them a thousand bucks for this plan? Not a bit.
Really nice. And do you have a separate tax planning software or you're using Income Lab?
Uh, we generally use Income Lab. Um, I own another company that has an outsourced CFO and so I've got
controllers and auditors that work for me. Um, so they handle I'm not a tax planner. You know, my tax planning
really is is what Income Lab is capable of. And then um and then my my
accounting team will step in if they need more advanced tax planning that's really truly, you know, IRS rules, GAP
rules. We pretty much focus around tax bracket management structures um and and
estate tax management structures, but but we really draw the line at we're not CPAs,
but we have a we have a team that we can have you engage with for that if you don't already have your own team.
Really great. And uh Mike wants to know, do you use Precise FP for client review meetings? Have the client update their
client information? Great. Yeah. Yeah, great question. Yeah. Uh, one of my other favorite things about all of this, uh, I also use Zox.
That's what records all of my meetings. It's an AI. So, Precise FP integrates
back to Zox. So, uh, no different than in income lab. If I have nothing and I
can just upload some stuff, their AI will kind of find this information. Uh, the Zox integration back to Precise FP
will also listen for new accounts, issues, things. I push that data out of
Zox into Precise FP and from Precise FP back into income lab to do any updates
that came from that client meeting. Um we also ahead of a client meeting, we
send the client um an email that says, "Hey, you know, thanks for scheduling.
Please go online and review your information." And we send them back to a precise FP login that's embedded on our
website. It's a private link. So if you go to our website from the public side, you cannot find that page. But uh it
exists hidden in the background. So when a client is preparing for for a review meeting, we ask them to review that
information, correct anything that we are missing or needs updated. And then when they do that, Precise FP notifies
us. We can push that information to Red Tail and to Income Lab and update those systems. So that again like we only get
a couple real hours a year with these folks to dig into these things. Um you know maybe two to four hours a year is
is generally what you're in front of this client with their full attention. And so we want all of that time to be
super focused on them, their goals, their plan and the outcome and minimize
the administrative side of this. Um, and I will tell you my my kind of more OCD,
my engineers, those kind of folks, they do they do their updates. Other folks
really don't. That's okay, too. We're we're meeting the client where they're at. So, um, we do send that out. It is
part of that both ahead of the meeting update process and on the back end updating that information um, is all
through this kind of loop of all these systems that are tied together and all through your website. I love
that. the website aspect. Yeah. Really great. Yes. Someone did ask, does
a typical client know all the info to fill out the forms? Nope. And that's great. Uh because that,
you know, it really that that's where I think the the other piece of this tech stack, which is the the planning
questionnaires that are real yes, no, super simple. I think that's part of what helps this because we can say,
"Hey, now you mentioned that one of your concerns was running out of money and we
see in here you got a 401k, you know, you're 55, but it's all in the market and and so let's have a conversation
about, you know, the the the risks of of having all of your money. We
kind of bucket these things in red, yellow, green to to help people simplify this. So, hey, if all of our money is in
red, let's talk about what that can mean and and and let's talk about maybe places to go. So, no, they definitely
don't fill it all out. They miss stuff. They'll sometimes get things wrong. You have to correct that a little bit when
you get a statement. Um, but but it's getting it's it's driving that conversation and it's making sure
that from the first moment we connect and communicate, it's all about them. Um,
and who's your website vendor? Someone once asked if it's FMG. I built it. Oh, nice.
Yep. There we go. So, everything you look at, I built. I didn't hire anybody to build anything. I did all my own due diligence. I
connected the tech stack. I built the website. But I don't know coding. I don't know coding. I'm just using,
you know, easy template stuff. All of the content was me. Um, but you know,
the the building of the website, it's just a GoDaddy. It's a go and I use the GoDaddy tool to build it. So, super
super easy stuff. Right on. Well, I always love talking to you, Chad. I love
all of the seamless process that you set up, the high level of customer service
you're providing, and just being able to match other industries and how they're doing things. Um, is really refreshing
to see. I know a lot of our audience members are so very appreciative. Greg
says, "Thank you for all your time and information. It was very informative." Lenny says, "Nice." Jason said he's
using most of your tools and it's so nice to hear this and how they integrate. So, thank you so much for
everything. Yeah, happy to help. Like I said that, you know, I'm just an adviser trying to figure out how to how to make this
business work the best I can just like everybody else and happy to share kind of the things that I've found that have,
you know, there's no secret key to success in this business. You got to grind every day and you know, the hustle and the grind every single day. But
yeah, you know, these getting the right tech partners turns the day from frustrating and very
administrative focused to like I'm making progress and I'm doing the work that matters. Um, and I think that, you
know, seems to be showing through on and and resonating with clients as well. So, I'm super grateful to have found Precise
FP. I'm super grateful for what Income Lab has built. I think these things
together have just helped uh helped me create prospera in in a way that I think
just scales very different than what we were doing um under a under the flag of a big corporate broker dealer.
I love that. Thank you so much. And Justin, thank you so much for joining us as well. Um, if you have any questions,
feel free to go to um, Income Labs website or go to Precise FP and even
Chad, I'm sure, is is happy to to help if you have any specific questions as well. But otherwise, thank you all so
much for your time today and have a great rest of the day, everyone. Take care. You, too. Thank you. Bye.
really we're trying to get down to understand the why do you even care about all of this stuff um and and
understand the client and then step two is to build out the how do we accomplish
these things that you care about and that's really what the plan does and then what tools do we use to execute
that that's really the strategy the investments the insurance the annuities that's all of the product side of things
um and and so we really just try to explain like we we focus on building a financial plan first because that tells
us where we should shoot the arrow then we can talk about uh you know how far and how fast and all of that stuff in
the strategy side of things. So I'll share my screen uh and I'll start just
with our client journey so you guys kind of understand. We run a a generally three meeting client onboarding. Uh
depending on the complexity or simplicity of that client. Uh this can be condensed into really three meetings
that happen basically kind of once a week for three weeks and we're done. We're onboarded and we've done a financial plan. Um, some folks, you
know, depending on how they come into the to the the pipeline, you know, we
already may know enough about them that this this initial discovery meeting is kind of informal. Um, but this this
initial planning stuff, this is very very formal. So, uh, I'll I'll kind of take you through some of this and I'll
tell you a little bit about where I started. When I started Prospero, we really leaned into the tech that we were
provided. Uh with the exception that I had vetted several financial planning platforms. Um I I had some friends, you
know, willing to to suffer through uh going through the financial planning process kind of multiple times on
multiple platforms and giving me feedback on what did they like, what did they not like. Um, and again, you know,
it was really how easy was it to use and to work with me on? Um, did you
understand the output, right? Because, uh, I came from a Money Guide Pro environment and MoneyGuide Pro is kind
of supposedly the industry Cadillac. Uh, but what I found was it it it would
produce the output, but it wasn't in a in a clientfriendly
way. And and so going through all of this, you know, tax management is a big deal for us. It's one of the things we
talk a lot with clients about those are really difficult concepts to explain to
people if there's not a really uh user friendly client friendly really. it's
not user, I'm the user, but the clientfriendly presentation uh that helps take these concepts and and
present them in a way that they can really understand it, digest it and find some confidence around it. So, um as as
we take on clients, we start with with an initial discovery meeting, an initial planning meeting, and then finally a
strategy implementation meeting. And at that point, we're moving assets, bringing them on as clients. But we've
done a ton of work ahead of that. Um, we also initially were linking people to a
bunch of different systems to try uh different things and give us different things. So, um, we can't fully eliminate
some of that, kicking folks out to to third-party platforms. Uh, as an example, our risk profile is a
thirdparty platform uh that we have to kind of put people to. But part of what
I wanted to do was minimize the number of websites that a client has to go to.
Every time you have to click and it opens up a new website that's a different system, a different company, a
different name. One, it's inconvenient. Two, it's clunky and doesn't feel
smooth. Um, and three, like people are worried about clicking links, right? And opening things. And if you don't
understand what's opening or what this company is or how it fits in the bigger picture of what we're doing at Prospera,
um it it can feel a little not only clunky but maybe even scary in terms of
your own personal security and private information. So um part of our goal was to take these systems and and bring them
together on our website so that we could really drive that journey through our
website as much as possible. Um, and that's really where Precise FP comes into the mix. And the other thing I'll
I'll kind of clarify for you. Uh, I am I am a nerd, both finance nerd and a bit
of a tech nerd, but I am not an IT person, right? Uh, I have a little bit of background in that. I can talk enough
language that I can connect with IT people, but I'm not a programmer. I do not know how to code. None of what I'm
going to show you requires that you're that you're an expert in coding. Um I I didn't do any any custom coding to build
any of this. Uh and and so you know everything that you'll see is really just tools that are available from uh
especially precise FP and we've just used that. Um so I'll I'll kind of kick
off. So we asked folks to do this initial discovery meeting. Uh we've taken a precise FP discovery form. It's
a template. Uh we've gone into precise FP. We have done a little bit of custom
branding so that our logo shows up on stuff so that our colors are represented in there and so that some of the
communication is really in in our voice and the voice of Prospera. So when someone comes in, we ask them to
do initial discovery meeting. We ask them to fill out this discovery form. It's directly on our website. So what
you're looking at here, you can kind of see the shading. Uh this is a precise FP
form. We've put our logo, we've put our colors, and we've customized some of the communication. This form is really the
initial contact information. We're not asking for private information. There's nothing super detailed in this. We're ju
we just ask folks, give us a few pieces of information, some basic contact, are
you retired? A few questions here uh about what some of their basic goals are
in the short, medium, and long term. uh they can add um a spouse, a co-client
real easy on here. Um you can see they can just go through and fill out this form. This is using Precise FPS um web
published templates and using I frame uh and and just super quick I'll kind of
pop over so you can see this is really what it looks like. These are our templates that we use. Um, and then if
you click on that template, here's your code that you if if you're doing like a GoDaddy or something that you're
managing your own website, you can pop this in or or your webdev person can pop this in. But this is just provided to
you and that's literally as complex as it gets to make this happen. Um,
they just pop that code into the into the web page. So folks can go through and really just complete this form right
on our website. few super basic questions. Again, no private information. The information is all in
ranges. It's not very detailed. So, it's not, you know, there's not a lot of hurdles to to getting this information.
There's not a lot of concern about what they're sharing. Um, and then here's where we kind of have to kick them out
to a couple other places where we can't embed things. Um, this your story, your
strategy questionnaire is is uh from um FP Pathfinder. Um, and and this
form, you know, does pop up in a new window. So, it does, but it's again, it's branded. We've got our logo. All of
the communication is very consistent. And so, um, the the discovery form helps
us gather the client's information in a way that's convenient. And these FP
Pathfinder forms help us hone in on what matters to the client. So they just literally go check yes, no on things, uh
go through there and submit that and we we get a copy of that. Um and all of that information, you know, we're able
to push directly into our CRM. So uh I won't spend a lot of time on that, but
as I get into the planning form, you know, I'll I'll kind of continue to talk about that. Our risk assessments also on an outside website. You can see
prosperiskassessment.com. Um, and and that one we've not yet been
able to to figure out how to embed in the website, but give it time and and we'll do that too because when you
again, if you stay on one website, the experience feels cleaner. Uh, it feels
smoother. It's not as scary as as when you have to pop out to other websites. So, uh, really great. And I have Greg asking,
"What risk profiling tool are you using?" Uh so gradient is my raia and and they
they've provided that uh they've provided that I can pop out and show you
uh where that goes but it's a com the the color of money risk analysis is what
we use. Okay. And then we've got that uh we've got that website branded as well. So, you
know, when we do have to pop folks out to a separate website, we want them to immediately see the brand so they
understand like, hey, I'm in the right place. This is the folks I'm I'm talking to. So, that color of money is the one
that we use. Um, and that's that's provided from our RAIA. So, there's no
custom tech on that one at this point. Great. And Adam's asking, "How does this look on a mobile device?" Um,
it's all mobile friendly. Yeah, it's all mobile friendly. So our website's mobile friendly so it'll it'll resize this. Um
you know forms inside forms on site on websites are always a little bit you
know me. Uh so the you know certainly the experience is better if you're on a computer than if you're on a mobile but
it is all mobile friendly so it will resize. Really great. And Steve asks do the
prospects have to set up a password to fill out your form? Yeah great question. Um, so this initial
form, we don't we don't collect anything private enough to require any kind of security. There's no personally
identifiable information. There's no information that's secure. There's no information that's specific enough to
require any security. And that's on purpose. We want that first engagement to have as few hurdles as possible.
We're just trying to capture some basics so that we know where to guide the conversation and we have at least some
understanding of where you sit. Um, so this initial form, no security, no
login, no nothing. Anybody can go to the website right now, fill this out, uh, get to the end of it. If they want to
upload documents, they can drop them right in here. Um, that's a huge part of
where, uh, Precise FP solved some problems for me, uh, was having a a
document upload portal. And I'll I'll kind of, you know, touch on that maybe here in a minute. But, um, they get to
the end of this, you know, if they have not scheduled their call, they can, you know, schedule their call. That just
goes to my Microsoft booking site. Uh, it goes to the one that's specific for this meeting. So, you know, we take them
straight out to the, uh, to the journey meetings. I need to fix that. Um, and
then when they finish that, it it pushes that data into uh precise FP for us. Um,
and creates a a record in precise FP. Really nice. Theoretically, this could
all happen in the middle of the night. Anytime. Okay. 247 anytime. So, a lot of a lot of our,
you know, followup is like, hey, you know, when you're ready, when you feel like you want to have a conversation,
no, I'm I'm I'll tell you, I'm a terrible salesperson. I coached salespeople for farmers insurance. I led
them. I certified them in in sales. And I'm I'm a big believer sales is a dirty word. I do not believe as an adviser we
should be selling anything at all. We should uh do exactly what we say. We
should bring recommendations to the table based on diligence and and and
work. And if we're doing that, there is no sale. It's simply here's the problem.
here's what we think is the best solution. Here's why. Here's the other solutions we looked at and here's why
we're recommending this one. So, I'm very soft in my sales approach. Uh I
don't bombard people. I don't, you know, try to create a fire and say, "Oh, you got to have this done by this week or
else, you know, I just don't do that." Um because I've been involved in that for almost 20 years and I really just I
hated it the whole time. Um, and what's what's been amazing is that my average
referral, my average new client is um about 6x on average what uh those were
when I was with a big firm with a big name, running all of their, you know, sales processes the way they want to run
them. Um, but running into those meetings, you know, a little bit of commission dripping off my breath. Um,
so, uh, I I won't I won't say I'm the most aggressive person out there, but I will say that, you know, it it it tends
to be that based on what we're communicating our value and what our process is, that the folks that want to
go through that tend to have higher average balances than the folks who are just maybe shopping an adviser to run an
account to see if they can beat what they're doing on their own, you know, Robin Hood account or whatever that might be.
Um so that's the initial one. Very very easy. Not a lot of hurdles for clients.
Uh once we get into this second form, this this second stage of initial
planning, we send them to uh our planning form. That one is secure. Uh
they do have to enter their email address, but that email address is already in the precise FP system because
they filled out the discovery form. And so we captured name and email at that point. The way that that precise FP
security works, they enter their email on the form and it will send them a pin
number to that email. They get the pin number. They use the pin number to log in to the planning form. Um and and from
there they're able to provide us with all of that information that includes personally identifiable and protected
information. and it's all behind the precise FP security side of things. So
we don't we don't capture that information directly into any of our database. Uh I don't hold any data in
any database. Uh we keep it inside these systems so that we can really rely on the security that they've built. So uh
I'll jump over to the planning form now and just give you one caveat that to make sure I was prepared for this. You
know, we've already loaded information into here. So, our client, our prospect,
uh, Spider-Man filled out all of this information, gave created a prospect record in precise FP for us, uh, which
we can see right here. Uh, we sent Spider-Man the planning form. Spider-Man went in and filled out
the planning form, uh, and gave us all of their information. So, you can see
again, this is a precise FP form. This particular template is built by precise
FP and it's built to integrate to income lab. There are forms specific to
multiple planning platforms in here. This one is specific to income lab. So basically that means precise FP has
already worked with income lab to map all of these fields so that they populate where they're supposed to go
and I don't really have to worry about that. Um, on this form, what I will tell you is we
try to meet the client where they're at. Uh, we work with clients all over the country. So, the vast majority of
clients will just go fill this out on their own. They do not need us to walk through it. Uh, we do have some older
clients that either, for whatever reason, aren't comfortable doing this or don't want to do it alone. That's fine,
too. We will simply tell them, not a problem. Let's set up a meeting and we'll go fill this out together. you you
know we can do this you you tell us what the information is we will type it in but when we do that meeting we do it on
this form on our website and we share that screen with the client so they see it so we're not we're not doing a phone
call and going into a back-end system we're doing it on our own website so that they even if we're doing it with
them they're going through the exact same experience that a self uh a self-service client or prospect would go
through. Uh so we captured this information. Um you can see we can still
scroll up and down the page that we've got some other resources here. Uh but we've we've tried to keep this to where
if you're at the top of the page, you've got a good amount of the form showing and you can still click the next button.
Um that that may be the hardest part of getting this is making small adjustments to the size of that. Um but it's very
very easy to get this in here. Uh so they've filled this out. They've put their life, their 401k values, their
taxable values, bank accounts, mortgages, um
are in here. They've put some variable expenses in here for us. Uh and again, there's a place for them to upload
documents. So, uh this was a pain point for sure early on and and this is
actually the problem that Precise FP originally solved. I was looking for a
secure document upload portal that I could embed into my own website because
the one that my RAIA gives is a different website with a different login
uh from every other thing that they're getting into. So um I initially started
with you know what systems can give me the secure document upload and that led to okay well wait a minute I can get a
portal or I can really look at these systems that help me capture more than just the documents but other data um and
so started doing some due diligence on some of those options and that's really that was really the first problem that I
was trying to solve uh with precise FP and so it met my requirement of does it
solve a problem? Yes, I need to get documents from my clients and I need to do that easy without them having to go
create yet another account on yet another website. And so it solved that problem. Um this financial goals
inventory is another uh FP pathfinder questionnaire that just digs deeper with
more detail into the financial planning side of things. Um, and then you know
every time, hey, if you have not filled out our color of money assessment, here's a link. If you have not scheduled
this meeting yet, here's a link. Uh, the other thing I like about Precise FP
is, you know, we can customize this. So, we try to really put some communication
in here. These are just if you've not yet completed. And then we had a popup. Hey, only complete these if if you need
to and you have not scheduled. So, we're trying to to draw the attention to to
make sure that they have the opportunity to do these things if they have not yet. But we're trying to communicate to them,
hey, some of this stuff you may have already done. Don't do it twice. Right. Yeah. Um,
so they go through and they do this and then they finish that. Uh, and again, all of that data just feeds back to
their precise FP. Oops. Oh no, I'm going to get kicked out on timing.
Um, it just feeds back to their uh precise FP record.
Great. And then it sounds like that'll go to income lab next. Yeah. So,
what I wanted to show you super quick was uh that when we're in precise FP and
we have Spider-Man pulled up that populated because he filled out the form. From there we can push this data
to other systems. And so uh you know the second the second thing we're always trying to solve is how do we operate
more efficiently? Uh and and again when I first started before I had precise FP
I would gather all this information in my CRM system. I would gather it in notes and then I would go out to income
lab and I would take all those notes and I would basically build the client in income lab. And you know, one of the
things that I thought about is if I'm going to be if I'm going to be doing a financial plan for free, I need to be
real efficient at doing that or else I'm going to build up a lot of labor cost around some of this. And so, you know,
kind of problem number two that precise FP helps us solve is um making us more
efficient, right? So, cutting down the the time it takes us to do something and increasing that. It also makes sure that
the data that we feed to our other systems is is accurate. There's no
typos. There's no missed things. There's no uh transposed numbers. All of that
problem kind of goes away when you do this. So once we have this imprecise FP, we're able to push this directly over to
Red Tail. We push that data to Red Tale. We pop into Red Tail and there's Spider-Man with all of his information
because it populated directly out of Precise FP. Uh building this data up in um income
lab that takes a minute and so that's the other thing that uh Precise FP
helped us with. Their integration into income lab makes it super easy. So I've kind of teed this up. Um but when I come
into income lab, I come in and I click my import household button. I can go to my sources. These are all systems that
we've linked into income lab. Uh so our Red Tails linked Orion, Precise FP, and
our Schwab accounts are linked. Um so I can go in there and say, "Hey, I want to pull data from Precise FP. I type a last
name, and there is Spider-Man. And as you can see, Spider-Man is not currently a household in income lab."
Once I click this and I import that, um it's going to import all of that information that it can find. And
basically, it's going to say, "Hey, not every field was filled out." That is totally normal.
I have not yet met a person that filled out every field in a questionnaire. So, don't expect this to come in with, you
know, saying like, "We got 100% of the fields." That's just not going to happen. It's just telling you that, hey,
some information we didn't see on that import. That's not that's not like, hey, you you have a problem. That's just,
hey, some of the fields that we would bring in, they're empty. Um, and then
it'll give you a little green check mark. Hey, we were we imported that account. And then we can pop directly uh
into Mr. Spider-Man's account. Just a nice refresh and he's there.
That's it. Um, and within about five minutes of the client putting their
information into Precise FP, uh, and and this is a new insights, uh,
tab that they've just rolled out in income lab. I really love it. Uh, in about five minutes from the time that
they get done putting that information, we're ready to start having a basic conversation.
And what we're confident in is that we got accurate information because it fed
in directly from them. So if they said this is a 401k and it's mine and here's
the balance, it's all there. Just pulls that data straight over. Um bank
accounts come in, other assets come in, the income comes in, right? He's got his
monthly uh monthly wages for being a hero. uh in here. So, we catch all of
that. Uh someone asked like, "Well, did he did he remember who his beneficiary
was?" And yes, I'm not going to take the time to show you, but we do have the proper uh the proper characters built in
precise as the as the beneficiaries as well. So, covered uh covered on that
side. Uh his mortgage comes in so we can see all that data was fed in, you know, here's the rate, here's the balance. Um,
same with insurance. You know, he put in his auto, his whole life, his health, his homeowners, and so here it is. Um,
was a great client. Yeah. Right. He was very thorough. Spider-Man's very thorough. Uh, and and
so, you know, this is just again like five minutes after they get done giving
us the information that we're looking for, we are able to reflect that information
back to them exactly as they gave it to us and begin a conversation. Let's let's
start talking about some of these things. Um and and so you know speed,
you know, the efficiency of our operation there. I I I just don't think I could could really feel confident
saying we're going to build a financial plan before we even bother with your assets. if I wasn't able to make it
really efficient for us to do this because as you know, you know, you spend a lot of time just getting to the point
that you've got all the data in all the right places and it's all accurate and and then you you know, so we've really
eliminated a lot of that part of the process and and when we get started, we're digging directly into what are the
topics they told us they care about, what are we seeing on this data that that ties back to that and and then we
can just start building things out. So, that might be just starting to put notes in here, building out to-dos, adding
additional goals. Um, and and that first conversation with them then is super
focused on them and what they care about. And it's not a lot of, okay,
let's set an hour meeting so I can ask you your name and how to spell it and then you can tell me
and then you can watch me type it, you know. Um, and it's kind of funny, you know, I tell uh folks, if it's
really clear they're not tech, fine. But you don't have to be a techie to accomplish this stuff. You don't have to
be a tech Whoops. You don't have to be a techie to fill out this form. It's very, very straightforward, very simple.
So, I tell folks, you know, you can pay me for my time in whatever way you prefer. Uh, you can pay me to to take
down the information or you can pay me to do the real work. We're happy to do whatever you want. and everybody goes,
"Yeah, I don't really want to sit here and tell you my name and watch you type it." Like almost everyone says, "I will
do that myself." It's just easier. It's more comfortable for them when they're at home. You're
not asking them about something that they don't actually know. So, they've got to jump in and look it up and they're in a panic sitting across your
desk trying to figure out the answer to this question. Um, so we found it just kind of smooths that out. There are no
typos. There are no mistakes. uh what they gave us is what we reflect
back to them um with basically 100% accuracy. So if there is an error, it
was their error on input. No big deal. We can fix that. But what we don't have is like, oh hey, I told you that account
had 299,000 and you've you've got it at 209,000. Like we just don't have that
problem. So it the client experience is smooth. It's
in one website. Um, it it's convenient.
It meets them where they're at. Uh, it makes our operation efficient and it
eliminates the opportunity for errors that come from repetitive data entry.
Um, so you know this has been like gamechanging for me to feel confident
going out and and saying you know you don't become a client, you don't make
any commitments until you've already seen what is our plan and how are we
going to execute that? Yeah, everyone's very curious. They heard free plans. How how are you
determining the pricing for plans or is it set for for all or is it free? So,
uh, I've got a a pricing spreadsheet that I've built that I put some information in for clients. And
basically, we we go down through this and we do this process. And then when we
come in and and do the review with them and make the recommendations on strategy, we'll simply go through and
talk to them about here's the price for assets that we directly manage and and
we roll all of our financial planning directly into that. And then if there are accounts that you're going to
continue to hold elsewhere, uh, but you want us to advise on them as part of
your financial plan, then there's a planning only fee. So, we kind of break it out and say, "Okay, here's the here's
the amount of taxable and and retirement accounts that we're managing, and here's how that's charged." And that does
include the planning piece. And then here are the planning only assets. And
that spreadsheet then comes down to here's the the blended price that we're going to uh the blended aum price to
cover all of that. So we try to keep it pretty straightforward and simple. Um
what I what I found is you know for me at least I know some people are are hardcore about you know we're going to
charge for that financial plan upfront. Um, but I'll tell you, I left my firm because they went to a 1.5,500
minimum. And I just said, "How can you tell people that your focus is getting them a financial plan so you can make
the right decisions around product if you won't do the financial plan until they've bought product?" Like, that
doesn't make any sense to me. Uh, so I really truly lead with financial planning. And the interesting thing
about that in my first year as an independent following this process and
forcing people to either go through this or not be a client um and I it's it very
very much a mindset coming from 15 years of quotas to say no to money uh because
they don't want to do this process. But my average clients about six times in in
asset value what they were. And I did more life and annuity business in 2025
than I've ever done in my entire career. And I credit that to income labs ability
to take the concepts that we talk about and put them in someone's face in a way
that they can actually understand it. Um this there's a lot of things that are
powerful in income lab. The tax screen is ex incredibly powerful because it
takes the concept of tax management and turns it into something people can really easily understand. But if I were
to pick one thing in income lab that's made the most difference, it's being
able to show someone cash flows in a picture that they can understand instead
of a grid work of a spreadsheet that makes 95% of people glaze over. This
this right here is magic in terms of trying to help people understand where the money comes from and where the money
goes. Magic. Um, the tax lab piece is
probably just as magical in helping people understand the concept of tax
bracket management, the impact of Irma brackets, uh, what that means overall
for your tax rate, your income, your legacy. And it's super easy. You don't
understand any of this, we're looking for dark green. Literally that easy. We're looking for dark green. and and
and then we can really dive into this, but it it really really helps people uh
to to grasp these really complicated financial planning um concepts. And so
we just don't, you know, the fear in my last firm was we don't want to do all that upfront work and then not get paid
for it and they decide to go somewhere else. My experience has been nobody else
is doing this for them. And and so when they do get to the end, it's very clear
that we're not making a sales pitch for the investment strategy. We're not making a sales pitch for this life
insurance. We're not making a sales pitch for this annuity. It's all tied back to how does that impact your
outcomes. Um, and and I think that, you know, for me makes it worthwhile to say,
I'm not going to try to charge for the planning. I'm going to make sure that we have a plan to execute on. And and it it
for me eliminates a lot of that salesy kind of back and forth. And so, you
know, I like to tell people like you can go around to 10 advisors, you'll get 10 opinions. And and what I can tell you is that most
adviserss are salespeople and you need to hire a strategist. So whether it's me or whether it's someone else, hire
strategy, don't hire sales. Really great. And Justin, what what's
going on with AI at Income Lab? What's what's new in um income lab with the AI
features? That's a great question. Yeah, so there's been a lot of action in the AI
world for adviserss in general, right? Um, and what we've done is continue to
try to deliver experiences like like Chad was just going through. But, you
know, if say a a client comes to you and has, you know, a a plan from some other
planning software or, you know, something like that. Um, could be uh
your notes from a meeting, could be a Zoom transcript. You now can also create
a plan with anything any of that sort. I I joke you could take notes on a napkin, take a picture, upload it, and uh and
you'll get the plan in there. So, we're trying to like I love seeing this process, Chad, and I just love that you
can like basically wake up in the morning and have new plans built in income lab and you didn't even touch them. Um, that's the kind of experience
we want because we know advisers really with with this kind of planning.
You have so much um value to add to a to a client. I think we talked about this
uh the other day, Chad, maybe just this, hey, let's talk about what your life could look like. What are you eligible
for given your resources? Let's what's a good life for you. That's a totally different conversation than they've ever
heard from anybody else. So, we want to speed up the time to you having that conversation. and not have it spent, you
know, looking for little white boxes on the screen to type characters into. So, that's that's a big part. And there's
other we're working on some really other exciting stuff that'll we'll be announcing in a couple weeks. So, yeah,
stay tuned for sure. Really great. And someone David asked, is it is it Canada friendly? Is income
lab Canada friendly? I mean, we're very friendly to Canada. Um
but you know uh the the big things that yeah certainly we have people who you
know look at income lab and they say you know would this scale to some other country what you'll find is because the
taxes are all US taxes we don't have a a Canadian tax model um and the uh asset
classes are heavily tilted toward US investors that doesn't mean there's not international um so those would be the
things you'd find where you're kind of like having to do maybe you're making everything a Roth IRA just so you can get rid of all the tax stuff or you know
that that kind of thing. Um so no I wouldn't say it's like purpose-built for for Canada.
Uh Will wants to know with income labs can you import holdings from statements that clients give you for their outside
assets? Uh you can and actually that will get better very soon as well. So we're
building up some more kind of holdings level analytics and things like that with way to just yeah upload a statement
and boom get all the ticker symbols and holdings and and all that and then see you know roll it up to the portfolio
level from the account level stuff like that. So not that's not available yet but within about a month and a half I
think you'll be able to do that. Really great. And Chad, just a followup. John wants to know, "You create a free
plan upfront, then charge a planning fee based on their assets that you manage."
Yeah, we we basically if you if you want anything beyond that initial
deliverable, then you're going to pay and and you can either you can either pay that through an assetbased fee where
we're managing your assets and and if we're managing those assets, planning is included in that. Um I was
planning too. Yeah, we do all of it because it's what do you like for me it's not like I just
find that I don't want to charge for the tool that drives the the real revenue.
You know what I mean? Like as an example um I did I did a an income lab with a a
gentleman that did pretty well on a sale of a business and he says, "Hey, you know, I think I'm going to buy this house." And and so we created three
different scenarios in income lab, which is really super easy to do. I didn't get into that. We're going to run out of
time, so I won't get into that. But we created three scenarios. And we basically said, here's baseline, right?
Baseline is you sell your house currently, you move to this other house that's at altitude, and in 10 years, you
sell that house, and you go buy another one at low altitude. That is an option, and that was kind of baseline plan for
him. And then he says, 'But I really would prefer not to sell my house. Can I afford to do this if I don't sell my
house? I know I'm going back to it in 10 years. I know I can't live in the mountains after about 80ish. Uh so what
other what other ways could we tackle this? So we literally just made a copy of his plan and then called it uh you
know what if um two houses, whatever we named it. And then we we just tweaked
that to say, "Okay, what if we keep the house in Florida and and pull money out
of the portfolios to buy the house in Colorado? What does that do to us long term?" And then I said to him, "Are you
open to some different ideas?" And one of the things that we promote to our folks is infinite banking. It's really
liquidity management inside life insurance programs. So we created and he says, "Yeah, I'm open to it. Explain
it." So, we had a meeting and I explained how this works and he says, "What would this do?" And so, I just
simply pulled up the scenario in income lab where we still pull the money out of the retirement accounts and keep the
house in Florida, but instead of directly buying the house, we flowed that money through a mech policy, pull
the money right back out and use the the life insurance cash value alone against the life insurance cash value to buy the
house, knowing that we only need that money for 10 years. At the end of 10 years, we modeled selling the house,
repaying the life insurance. It was a $3 million increase in his legacy. So, $1.2
million whole life policy sold. So, do I care about charging them a thousand bucks for this plan? Not a bit.
Really nice. And do you have a separate tax planning software or you're using Income Lab?
Uh, we generally use Income Lab. Um, I own another company that has an outsourced CFO and so I've got
controllers and auditors that work for me. Um, so they handle I'm not a tax planner. You know, my tax planning
really is is what Income Lab is capable of. And then um and then my my
accounting team will step in if they need more advanced tax planning that's really truly, you know, IRS rules, GAP
rules. We pretty much focus around tax bracket management structures um and and
estate tax management structures, but but we really draw the line at we're not CPAs,
but we have a we have a team that we can have you engage with for that if you don't already have your own team.
Really great. And uh Mike wants to know, do you use Precise FP for client review meetings? Have the client update their
client information? Great. Yeah. Yeah, great question. Yeah. Uh, one of my other favorite things about all of this, uh, I also use Zox.
That's what records all of my meetings. It's an AI. So, Precise FP integrates
back to Zox. So, uh, no different than in income lab. If I have nothing and I
can just upload some stuff, their AI will kind of find this information. Uh, the Zox integration back to Precise FP
will also listen for new accounts, issues, things. I push that data out of
Zox into Precise FP and from Precise FP back into income lab to do any updates
that came from that client meeting. Um we also ahead of a client meeting, we
send the client um an email that says, "Hey, you know, thanks for scheduling.
Please go online and review your information." And we send them back to a precise FP login that's embedded on our
website. It's a private link. So if you go to our website from the public side, you cannot find that page. But uh it
exists hidden in the background. So when a client is preparing for for a review meeting, we ask them to review that
information, correct anything that we are missing or needs updated. And then when they do that, Precise FP notifies
us. We can push that information to Red Tail and to Income Lab and update those systems. So that again like we only get
a couple real hours a year with these folks to dig into these things. Um you know maybe two to four hours a year is
is generally what you're in front of this client with their full attention. And so we want all of that time to be
super focused on them, their goals, their plan and the outcome and minimize
the administrative side of this. Um, and I will tell you my my kind of more OCD,
my engineers, those kind of folks, they do they do their updates. Other folks
really don't. That's okay, too. We're we're meeting the client where they're at. So, um, we do send that out. It is
part of that both ahead of the meeting update process and on the back end updating that information um, is all
through this kind of loop of all these systems that are tied together and all through your website. I love
that. the website aspect. Yeah. Really great. Yes. Someone did ask, does
a typical client know all the info to fill out the forms? Nope. And that's great. Uh because that,
you know, it really that that's where I think the the other piece of this tech stack, which is the the planning
questionnaires that are real yes, no, super simple. I think that's part of what helps this because we can say,
"Hey, now you mentioned that one of your concerns was running out of money and we
see in here you got a 401k, you know, you're 55, but it's all in the market and and so let's have a conversation
about, you know, the the the risks of of having all of your money. We
kind of bucket these things in red, yellow, green to to help people simplify this. So, hey, if all of our money is in
red, let's talk about what that can mean and and and let's talk about maybe places to go. So, no, they definitely
don't fill it all out. They miss stuff. They'll sometimes get things wrong. You have to correct that a little bit when
you get a statement. Um, but but it's getting it's it's driving that conversation and it's making sure
that from the first moment we connect and communicate, it's all about them. Um,
and who's your website vendor? Someone once asked if it's FMG. I built it. Oh, nice.
Yep. There we go. So, everything you look at, I built. I didn't hire anybody to build anything. I did all my own due diligence. I
connected the tech stack. I built the website. But I don't know coding. I don't know coding. I'm just using,
you know, easy template stuff. All of the content was me. Um, but you know,
the the building of the website, it's just a GoDaddy. It's a go and I use the GoDaddy tool to build it. So, super
super easy stuff. Right on. Well, I always love talking to you, Chad. I love
all of the seamless process that you set up, the high level of customer service
you're providing, and just being able to match other industries and how they're doing things. Um, is really refreshing
to see. I know a lot of our audience members are so very appreciative. Greg
says, "Thank you for all your time and information. It was very informative." Lenny says, "Nice." Jason said he's
using most of your tools and it's so nice to hear this and how they integrate. So, thank you so much for
everything. Yeah, happy to help. Like I said that, you know, I'm just an adviser trying to figure out how to how to make this
business work the best I can just like everybody else and happy to share kind of the things that I've found that have,
you know, there's no secret key to success in this business. You got to grind every day and you know, the hustle and the grind every single day. But
yeah, you know, these getting the right tech partners turns the day from frustrating and very
administrative focused to like I'm making progress and I'm doing the work that matters. Um, and I think that, you
know, seems to be showing through on and and resonating with clients as well. So, I'm super grateful to have found Precise
FP. I'm super grateful for what Income Lab has built. I think these things
together have just helped uh helped me create prospera in in a way that I think
just scales very different than what we were doing um under a under the flag of a big corporate broker dealer.
I love that. Thank you so much. And Justin, thank you so much for joining us as well. Um, if you have any questions,
feel free to go to um, Income Labs website or go to Precise FP and even
Chad, I'm sure, is is happy to to help if you have any specific questions as well. But otherwise, thank you all so
much for your time today and have a great rest of the day, everyone. Take care. You, too. Thank you. Bye.
0:00
really we're trying to get down to understand the why do you even care about all of this stuff um and and
0:08
understand the client and then step two is to build out the how do we accomplish
0:14
these things that you care about and that's really what the plan does and then what tools do we use to execute
0:21
that that's really the strategy the investments the insurance the annuities that's all of the product side of things
0:28
um and and so we really just try to explain like we we focus on building a financial plan first because that tells
0:36
us where we should shoot the arrow then we can talk about uh you know how far and how fast and all of that stuff in
0:42
the strategy side of things. So I'll share my screen uh and I'll start just
0:48
with our client journey so you guys kind of understand. We run a a generally three meeting client onboarding. Uh
0:55
depending on the complexity or simplicity of that client. Uh this can be condensed into really three meetings
1:02
that happen basically kind of once a week for three weeks and we're done. We're onboarded and we've done a financial plan. Um, some folks, you
1:11
know, depending on how they come into the to the the pipeline, you know, we
1:16
already may know enough about them that this this initial discovery meeting is kind of informal. Um, but this this
1:23
initial planning stuff, this is very very formal. So, uh, I'll I'll kind of take you through some of this and I'll
1:31
tell you a little bit about where I started. When I started Prospero, we really leaned into the tech that we were
1:36
provided. Uh with the exception that I had vetted several financial planning platforms. Um I I had some friends, you
1:45
know, willing to to suffer through uh going through the financial planning process kind of multiple times on
1:51
multiple platforms and giving me feedback on what did they like, what did they not like. Um, and again, you know,
1:58
it was really how easy was it to use and to work with me on? Um, did you
2:05
understand the output, right? Because, uh, I came from a Money Guide Pro environment and MoneyGuide Pro is kind
2:11
of supposedly the industry Cadillac. Uh, but what I found was it it it would
2:17
produce the output, but it wasn't in a in a clientfriendly
2:23
way. And and so going through all of this, you know, tax management is a big deal for us. It's one of the things we
2:30
talk a lot with clients about those are really difficult concepts to explain to
2:35
people if there's not a really uh user friendly client friendly really. it's
2:41
not user, I'm the user, but the clientfriendly presentation uh that helps take these concepts and and
2:49
present them in a way that they can really understand it, digest it and find some confidence around it. So, um as as
2:57
we take on clients, we start with with an initial discovery meeting, an initial planning meeting, and then finally a
3:04
strategy implementation meeting. And at that point, we're moving assets, bringing them on as clients. But we've
3:09
done a ton of work ahead of that. Um, we also initially were linking people to a
3:17
bunch of different systems to try uh different things and give us different things. So, um, we can't fully eliminate
3:25
some of that, kicking folks out to to third-party platforms. Uh, as an example, our risk profile is a
3:31
thirdparty platform uh that we have to kind of put people to. But part of what
3:37
I wanted to do was minimize the number of websites that a client has to go to.
3:42
Every time you have to click and it opens up a new website that's a different system, a different company, a
3:47
different name. One, it's inconvenient. Two, it's clunky and doesn't feel
3:53
smooth. Um, and three, like people are worried about clicking links, right? And opening things. And if you don't
3:59
understand what's opening or what this company is or how it fits in the bigger picture of what we're doing at Prospera,
4:05
um it it can feel a little not only clunky but maybe even scary in terms of
4:11
your own personal security and private information. So um part of our goal was to take these systems and and bring them
4:19
together on our website so that we could really drive that journey through our
4:25
website as much as possible. Um, and that's really where Precise FP comes into the mix. And the other thing I'll
4:33
I'll kind of clarify for you. Uh, I am I am a nerd, both finance nerd and a bit
4:39
of a tech nerd, but I am not an IT person, right? Uh, I have a little bit of background in that. I can talk enough
4:46
language that I can connect with IT people, but I'm not a programmer. I do not know how to code. None of what I'm
4:53
going to show you requires that you're that you're an expert in coding. Um I I didn't do any any custom coding to build
5:00
any of this. Uh and and so you know everything that you'll see is really just tools that are available from uh
5:08
especially precise FP and we've just used that. Um so I'll I'll kind of kick
5:14
off. So we asked folks to do this initial discovery meeting. Uh we've taken a precise FP discovery form. It's
5:21
a template. Uh we've gone into precise FP. We have done a little bit of custom
5:27
branding so that our logo shows up on stuff so that our colors are represented in there and so that some of the
5:33
communication is really in in our voice and the voice of Prospera. So when someone comes in, we ask them to
5:39
do initial discovery meeting. We ask them to fill out this discovery form. It's directly on our website. So what
5:45
you're looking at here, you can kind of see the shading. Uh this is a precise FP
5:51
form. We've put our logo, we've put our colors, and we've customized some of the communication. This form is really the
5:58
initial contact information. We're not asking for private information. There's nothing super detailed in this. We're ju
6:05
we just ask folks, give us a few pieces of information, some basic contact, are
6:10
you retired? A few questions here uh about what some of their basic goals are
6:15
in the short, medium, and long term. uh they can add um a spouse, a co-client
6:21
real easy on here. Um you can see they can just go through and fill out this form. This is using Precise FPS um web
6:30
published templates and using I frame uh and and just super quick I'll kind of
6:37
pop over so you can see this is really what it looks like. These are our templates that we use. Um, and then if
6:43
you click on that template, here's your code that you if if you're doing like a GoDaddy or something that you're
6:49
managing your own website, you can pop this in or or your webdev person can pop this in. But this is just provided to
6:57
you and that's literally as complex as it gets to make this happen. Um,
7:03
they just pop that code into the into the web page. So folks can go through and really just complete this form right
7:09
on our website. few super basic questions. Again, no private information. The information is all in
7:16
ranges. It's not very detailed. So, it's not, you know, there's not a lot of hurdles to to getting this information.
7:22
There's not a lot of concern about what they're sharing. Um, and then here's where we kind of have to kick them out
7:27
to a couple other places where we can't embed things. Um, this your story, your
7:33
strategy questionnaire is is uh from um FP Pathfinder. Um, and and this
7:43
form, you know, does pop up in a new window. So, it does, but it's again, it's branded. We've got our logo. All of
7:49
the communication is very consistent. And so, um, the the discovery form helps
7:55
us gather the client's information in a way that's convenient. And these FP
8:01
Pathfinder forms help us hone in on what matters to the client. So they just literally go check yes, no on things, uh
8:09
go through there and submit that and we we get a copy of that. Um and all of that information, you know, we're able
8:16
to push directly into our CRM. So uh I won't spend a lot of time on that, but
8:22
as I get into the planning form, you know, I'll I'll kind of continue to talk about that. Our risk assessments also on an outside website. You can see
8:29
prosperiskassessment.com. Um, and and that one we've not yet been
8:34
able to to figure out how to embed in the website, but give it time and and we'll do that too because when you
8:41
again, if you stay on one website, the experience feels cleaner. Uh, it feels
8:46
smoother. It's not as scary as as when you have to pop out to other websites. So, uh, really great. And I have Greg asking,
8:52
"What risk profiling tool are you using?" Uh so gradient is my raia and and they
9:00
they've provided that uh they've provided that I can pop out and show you
9:06
uh where that goes but it's a com the the color of money risk analysis is what
9:12
we use. Okay. And then we've got that uh we've got that website branded as well. So, you
9:18
know, when we do have to pop folks out to a separate website, we want them to immediately see the brand so they
9:24
understand like, hey, I'm in the right place. This is the folks I'm I'm talking to. So, that color of money is the one
9:29
that we use. Um, and that's that's provided from our RAIA. So, there's no
9:34
custom tech on that one at this point. Great. And Adam's asking, "How does this look on a mobile device?" Um,
9:41
it's all mobile friendly. Yeah, it's all mobile friendly. So our website's mobile friendly so it'll it'll resize this. Um
9:48
you know forms inside forms on site on websites are always a little bit you
9:54
know me. Uh so the you know certainly the experience is better if you're on a computer than if you're on a mobile but
10:00
it is all mobile friendly so it will resize. Really great. And Steve asks do the
10:06
prospects have to set up a password to fill out your form? Yeah great question. Um, so this initial
10:13
form, we don't we don't collect anything private enough to require any kind of security. There's no personally
10:20
identifiable information. There's no information that's secure. There's no information that's specific enough to
10:26
require any security. And that's on purpose. We want that first engagement to have as few hurdles as possible.
10:33
We're just trying to capture some basics so that we know where to guide the conversation and we have at least some
10:40
understanding of where you sit. Um, so this initial form, no security, no
10:45
login, no nothing. Anybody can go to the website right now, fill this out, uh, get to the end of it. If they want to
10:52
upload documents, they can drop them right in here. Um, that's a huge part of
10:57
where, uh, Precise FP solved some problems for me, uh, was having a a
11:02
document upload portal. And I'll I'll kind of, you know, touch on that maybe here in a minute. But, um, they get to
11:08
the end of this, you know, if they have not scheduled their call, they can, you know, schedule their call. That just
11:14
goes to my Microsoft booking site. Uh, it goes to the one that's specific for this meeting. So, you know, we take them
11:20
straight out to the, uh, to the journey meetings. I need to fix that. Um, and
11:25
then when they finish that, it it pushes that data into uh precise FP for us. Um,
11:32
and creates a a record in precise FP. Really nice. Theoretically, this could
11:37
all happen in the middle of the night. Anytime. Okay. 247 anytime. So, a lot of a lot of our,
11:44
you know, followup is like, hey, you know, when you're ready, when you feel like you want to have a conversation,
11:49
no, I'm I'm I'll tell you, I'm a terrible salesperson. I coached salespeople for farmers insurance. I led
11:56
them. I certified them in in sales. And I'm I'm a big believer sales is a dirty word. I do not believe as an adviser we
12:03
should be selling anything at all. We should uh do exactly what we say. We
12:09
should bring recommendations to the table based on diligence and and and
12:16
work. And if we're doing that, there is no sale. It's simply here's the problem.
12:21
here's what we think is the best solution. Here's why. Here's the other solutions we looked at and here's why
12:27
we're recommending this one. So, I'm very soft in my sales approach. Uh I
12:32
don't bombard people. I don't, you know, try to create a fire and say, "Oh, you got to have this done by this week or
12:37
else, you know, I just don't do that." Um because I've been involved in that for almost 20 years and I really just I
12:43
hated it the whole time. Um, and what's what's been amazing is that my average
12:49
referral, my average new client is um about 6x on average what uh those were
12:57
when I was with a big firm with a big name, running all of their, you know, sales processes the way they want to run
13:04
them. Um, but running into those meetings, you know, a little bit of commission dripping off my breath. Um,
13:11
so, uh, I I won't I won't say I'm the most aggressive person out there, but I will say that, you know, it it it tends
13:18
to be that based on what we're communicating our value and what our process is, that the folks that want to
13:26
go through that tend to have higher average balances than the folks who are just maybe shopping an adviser to run an
13:32
account to see if they can beat what they're doing on their own, you know, Robin Hood account or whatever that might be.
13:39
Um so that's the initial one. Very very easy. Not a lot of hurdles for clients.
13:44
Uh once we get into this second form, this this second stage of initial
13:49
planning, we send them to uh our planning form. That one is secure. Uh
13:56
they do have to enter their email address, but that email address is already in the precise FP system because
14:03
they filled out the discovery form. And so we captured name and email at that point. The way that that precise FP
14:11
security works, they enter their email on the form and it will send them a pin
14:16
number to that email. They get the pin number. They use the pin number to log in to the planning form. Um and and from
14:25
there they're able to provide us with all of that information that includes personally identifiable and protected
14:31
information. and it's all behind the precise FP security side of things. So
14:37
we don't we don't capture that information directly into any of our database. Uh I don't hold any data in
14:42
any database. Uh we keep it inside these systems so that we can really rely on the security that they've built. So uh
14:50
I'll jump over to the planning form now and just give you one caveat that to make sure I was prepared for this. You
14:56
know, we've already loaded information into here. So, our client, our prospect,
15:01
uh, Spider-Man filled out all of this information, gave created a prospect record in precise FP for us, uh, which
15:09
we can see right here. Uh, we sent Spider-Man the planning form. Spider-Man went in and filled out
15:15
the planning form, uh, and gave us all of their information. So, you can see
15:21
again, this is a precise FP form. This particular template is built by precise
15:29
FP and it's built to integrate to income lab. There are forms specific to
15:35
multiple planning platforms in here. This one is specific to income lab. So basically that means precise FP has
15:43
already worked with income lab to map all of these fields so that they populate where they're supposed to go
15:48
and I don't really have to worry about that. Um, on this form, what I will tell you is we
15:55
try to meet the client where they're at. Uh, we work with clients all over the country. So, the vast majority of
16:01
clients will just go fill this out on their own. They do not need us to walk through it. Uh, we do have some older
16:07
clients that either, for whatever reason, aren't comfortable doing this or don't want to do it alone. That's fine,
16:13
too. We will simply tell them, not a problem. Let's set up a meeting and we'll go fill this out together. you you
16:21
know we can do this you you tell us what the information is we will type it in but when we do that meeting we do it on
16:28
this form on our website and we share that screen with the client so they see it so we're not we're not doing a phone
16:35
call and going into a back-end system we're doing it on our own website so that they even if we're doing it with
16:41
them they're going through the exact same experience that a self uh a self-service client or prospect would go
16:47
through. Uh so we captured this information. Um you can see we can still
16:52
scroll up and down the page that we've got some other resources here. Uh but we've we've tried to keep this to where
16:58
if you're at the top of the page, you've got a good amount of the form showing and you can still click the next button.
17:05
Um that that may be the hardest part of getting this is making small adjustments to the size of that. Um but it's very
17:13
very easy to get this in here. Uh so they've filled this out. They've put their life, their 401k values, their
17:20
taxable values, bank accounts, mortgages, um
17:25
are in here. They've put some variable expenses in here for us. Uh and again, there's a place for them to upload
17:32
documents. So, uh this was a pain point for sure early on and and this is
17:38
actually the problem that Precise FP originally solved. I was looking for a
17:45
secure document upload portal that I could embed into my own website because
17:51
the one that my RAIA gives is a different website with a different login
17:57
uh from every other thing that they're getting into. So um I initially started
18:02
with you know what systems can give me the secure document upload and that led to okay well wait a minute I can get a
18:09
portal or I can really look at these systems that help me capture more than just the documents but other data um and
18:17
so started doing some due diligence on some of those options and that's really that was really the first problem that I
18:24
was trying to solve uh with precise FP and so it met my requirement of does it
18:30
solve a problem? Yes, I need to get documents from my clients and I need to do that easy without them having to go
18:36
create yet another account on yet another website. And so it solved that problem. Um this financial goals
18:44
inventory is another uh FP pathfinder questionnaire that just digs deeper with
18:51
more detail into the financial planning side of things. Um, and then you know
18:56
every time, hey, if you have not filled out our color of money assessment, here's a link. If you have not scheduled
19:02
this meeting yet, here's a link. Uh, the other thing I like about Precise FP
19:09
is, you know, we can customize this. So, we try to really put some communication
19:14
in here. These are just if you've not yet completed. And then we had a popup. Hey, only complete these if if you need
19:21
to and you have not scheduled. So, we're trying to to draw the attention to to
19:26
make sure that they have the opportunity to do these things if they have not yet. But we're trying to communicate to them,
19:32
hey, some of this stuff you may have already done. Don't do it twice. Right. Yeah. Um,
19:39
so they go through and they do this and then they finish that. Uh, and again, all of that data just feeds back to
19:46
their precise FP. Oops. Oh no, I'm going to get kicked out on timing.
19:52
Um, it just feeds back to their uh precise FP record.
20:00
Great. And then it sounds like that'll go to income lab next. Yeah. So,
20:07
what I wanted to show you super quick was uh that when we're in precise FP and
20:15
we have Spider-Man pulled up that populated because he filled out the form. From there we can push this data
20:20
to other systems. And so uh you know the second the second thing we're always trying to solve is how do we operate
20:27
more efficiently? Uh and and again when I first started before I had precise FP
20:33
I would gather all this information in my CRM system. I would gather it in notes and then I would go out to income
20:40
lab and I would take all those notes and I would basically build the client in income lab. And you know, one of the
20:48
things that I thought about is if I'm going to be if I'm going to be doing a financial plan for free, I need to be
20:54
real efficient at doing that or else I'm going to build up a lot of labor cost around some of this. And so, you know,
21:00
kind of problem number two that precise FP helps us solve is um making us more
21:06
efficient, right? So, cutting down the the time it takes us to do something and increasing that. It also makes sure that
21:13
the data that we feed to our other systems is is accurate. There's no
21:18
typos. There's no missed things. There's no uh transposed numbers. All of that
21:24
problem kind of goes away when you do this. So once we have this imprecise FP, we're able to push this directly over to
21:31
Red Tail. We push that data to Red Tale. We pop into Red Tail and there's Spider-Man with all of his information
21:38
because it populated directly out of Precise FP. Uh building this data up in um income
21:47
lab that takes a minute and so that's the other thing that uh Precise FP
21:52
helped us with. Their integration into income lab makes it super easy. So I've kind of teed this up. Um but when I come
21:59
into income lab, I come in and I click my import household button. I can go to my sources. These are all systems that
22:06
we've linked into income lab. Uh so our Red Tails linked Orion, Precise FP, and
22:12
our Schwab accounts are linked. Um so I can go in there and say, "Hey, I want to pull data from Precise FP. I type a last
22:18
name, and there is Spider-Man. And as you can see, Spider-Man is not currently a household in income lab."
22:25
Once I click this and I import that, um it's going to import all of that information that it can find. And
22:31
basically, it's going to say, "Hey, not every field was filled out." That is totally normal.
22:37
I have not yet met a person that filled out every field in a questionnaire. So, don't expect this to come in with, you
22:43
know, saying like, "We got 100% of the fields." That's just not going to happen. It's just telling you that, hey,
22:49
some information we didn't see on that import. That's not that's not like, hey, you you have a problem. That's just,
22:55
hey, some of the fields that we would bring in, they're empty. Um, and then
23:00
it'll give you a little green check mark. Hey, we were we imported that account. And then we can pop directly uh
23:07
into Mr. Spider-Man's account. Just a nice refresh and he's there.
23:12
That's it. Um, and within about five minutes of the client putting their
23:20
information into Precise FP, uh, and and this is a new insights, uh,
23:27
tab that they've just rolled out in income lab. I really love it. Uh, in about five minutes from the time that
23:34
they get done putting that information, we're ready to start having a basic conversation.
23:41
And what we're confident in is that we got accurate information because it fed
23:50
in directly from them. So if they said this is a 401k and it's mine and here's
23:55
the balance, it's all there. Just pulls that data straight over. Um bank
24:01
accounts come in, other assets come in, the income comes in, right? He's got his
24:06
monthly uh monthly wages for being a hero. uh in here. So, we catch all of
24:13
that. Uh someone asked like, "Well, did he did he remember who his beneficiary
24:19
was?" And yes, I'm not going to take the time to show you, but we do have the proper uh the proper characters built in
24:25
precise as the as the beneficiaries as well. So, covered uh covered on that
24:31
side. Uh his mortgage comes in so we can see all that data was fed in, you know, here's the rate, here's the balance. Um,
24:38
same with insurance. You know, he put in his auto, his whole life, his health, his homeowners, and so here it is. Um,
24:44
was a great client. Yeah. Right. He was very thorough. Spider-Man's very thorough. Uh, and and
24:50
so, you know, this is just again like five minutes after they get done giving
24:56
us the information that we're looking for, we are able to reflect that information
25:02
back to them exactly as they gave it to us and begin a conversation. Let's let's
25:08
start talking about some of these things. Um and and so you know speed,
25:16
you know, the efficiency of our operation there. I I I just don't think I could could really feel confident
25:22
saying we're going to build a financial plan before we even bother with your assets. if I wasn't able to make it
25:28
really efficient for us to do this because as you know, you know, you spend a lot of time just getting to the point
25:34
that you've got all the data in all the right places and it's all accurate and and then you you know, so we've really
25:41
eliminated a lot of that part of the process and and when we get started, we're digging directly into what are the
25:48
topics they told us they care about, what are we seeing on this data that that ties back to that and and then we
25:55
can just start building things out. So, that might be just starting to put notes in here, building out to-dos, adding
26:01
additional goals. Um, and and that first conversation with them then is super
26:08
focused on them and what they care about. And it's not a lot of, okay,
26:14
let's set an hour meeting so I can ask you your name and how to spell it and then you can tell me
26:19
and then you can watch me type it, you know. Um, and it's kind of funny, you know, I tell uh folks, if it's
26:25
really clear they're not tech, fine. But you don't have to be a techie to accomplish this stuff. You don't have to
26:32
be a tech Whoops. You don't have to be a techie to fill out this form. It's very, very straightforward, very simple.
26:37
So, I tell folks, you know, you can pay me for my time in whatever way you prefer. Uh, you can pay me to to take
26:45
down the information or you can pay me to do the real work. We're happy to do whatever you want. and everybody goes,
26:51
"Yeah, I don't really want to sit here and tell you my name and watch you type it." Like almost everyone says, "I will
26:57
do that myself." It's just easier. It's more comfortable for them when they're at home. You're
27:03
not asking them about something that they don't actually know. So, they've got to jump in and look it up and they're in a panic sitting across your
27:09
desk trying to figure out the answer to this question. Um, so we found it just kind of smooths that out. There are no
27:16
typos. There are no mistakes. uh what they gave us is what we reflect
27:21
back to them um with basically 100% accuracy. So if there is an error, it
27:27
was their error on input. No big deal. We can fix that. But what we don't have is like, oh hey, I told you that account
27:34
had 299,000 and you've you've got it at 209,000. Like we just don't have that
27:39
problem. So it the client experience is smooth. It's
27:45
in one website. Um, it it's convenient.
27:50
It meets them where they're at. Uh, it makes our operation efficient and it
27:56
eliminates the opportunity for errors that come from repetitive data entry.
28:03
Um, so you know this has been like gamechanging for me to feel confident
28:09
going out and and saying you know you don't become a client, you don't make
28:14
any commitments until you've already seen what is our plan and how are we
28:20
going to execute that? Yeah, everyone's very curious. They heard free plans. How how are you
28:26
determining the pricing for plans or is it set for for all or is it free? So,
28:32
uh, I've got a a pricing spreadsheet that I've built that I put some information in for clients. And
28:38
basically, we we go down through this and we do this process. And then when we
28:44
come in and and do the review with them and make the recommendations on strategy, we'll simply go through and
28:51
talk to them about here's the price for assets that we directly manage and and
28:57
we roll all of our financial planning directly into that. And then if there are accounts that you're going to
29:02
continue to hold elsewhere, uh, but you want us to advise on them as part of
29:08
your financial plan, then there's a planning only fee. So, we kind of break it out and say, "Okay, here's the here's
29:14
the amount of taxable and and retirement accounts that we're managing, and here's how that's charged." And that does
29:20
include the planning piece. And then here are the planning only assets. And
29:26
that spreadsheet then comes down to here's the the blended price that we're going to uh the blended aum price to
29:33
cover all of that. So we try to keep it pretty straightforward and simple. Um
29:39
what I what I found is you know for me at least I know some people are are hardcore about you know we're going to
29:45
charge for that financial plan upfront. Um, but I'll tell you, I left my firm because they went to a 1.5,500
29:52
minimum. And I just said, "How can you tell people that your focus is getting them a financial plan so you can make
29:58
the right decisions around product if you won't do the financial plan until they've bought product?" Like, that
30:05
doesn't make any sense to me. Uh, so I really truly lead with financial planning. And the interesting thing
30:12
about that in my first year as an independent following this process and
30:17
forcing people to either go through this or not be a client um and I it's it very
30:22
very much a mindset coming from 15 years of quotas to say no to money uh because
30:28
they don't want to do this process. But my average clients about six times in in
30:34
asset value what they were. And I did more life and annuity business in 2025
30:41
than I've ever done in my entire career. And I credit that to income labs ability
30:49
to take the concepts that we talk about and put them in someone's face in a way
30:55
that they can actually understand it. Um this there's a lot of things that are
31:01
powerful in income lab. The tax screen is ex incredibly powerful because it
31:06
takes the concept of tax management and turns it into something people can really easily understand. But if I were
31:14
to pick one thing in income lab that's made the most difference, it's being
31:19
able to show someone cash flows in a picture that they can understand instead
31:24
of a grid work of a spreadsheet that makes 95% of people glaze over. This
31:31
this right here is magic in terms of trying to help people understand where the money comes from and where the money
31:37
goes. Magic. Um, the tax lab piece is
31:42
probably just as magical in helping people understand the concept of tax
31:48
bracket management, the impact of Irma brackets, uh, what that means overall
31:55
for your tax rate, your income, your legacy. And it's super easy. You don't
32:01
understand any of this, we're looking for dark green. Literally that easy. We're looking for dark green. and and
32:08
and then we can really dive into this, but it it really really helps people uh
32:13
to to grasp these really complicated financial planning um concepts. And so
32:21
we just don't, you know, the fear in my last firm was we don't want to do all that upfront work and then not get paid
32:28
for it and they decide to go somewhere else. My experience has been nobody else
32:34
is doing this for them. And and so when they do get to the end, it's very clear
32:40
that we're not making a sales pitch for the investment strategy. We're not making a sales pitch for this life
32:46
insurance. We're not making a sales pitch for this annuity. It's all tied back to how does that impact your
32:53
outcomes. Um, and and I think that, you know, for me makes it worthwhile to say,
33:00
I'm not going to try to charge for the planning. I'm going to make sure that we have a plan to execute on. And and it it
33:07
for me eliminates a lot of that salesy kind of back and forth. And so, you
33:13
know, I like to tell people like you can go around to 10 advisors, you'll get 10 opinions. And and what I can tell you is that most
33:19
adviserss are salespeople and you need to hire a strategist. So whether it's me or whether it's someone else, hire
33:26
strategy, don't hire sales. Really great. And Justin, what what's
33:31
going on with AI at Income Lab? What's what's new in um income lab with the AI
33:37
features? That's a great question. Yeah, so there's been a lot of action in the AI
33:43
world for adviserss in general, right? Um, and what we've done is continue to
33:50
try to deliver experiences like like Chad was just going through. But, you
33:55
know, if say a a client comes to you and has, you know, a a plan from some other
34:02
planning software or, you know, something like that. Um, could be uh
34:08
your notes from a meeting, could be a Zoom transcript. You now can also create
34:14
a plan with anything any of that sort. I I joke you could take notes on a napkin, take a picture, upload it, and uh and
34:20
you'll get the plan in there. So, we're trying to like I love seeing this process, Chad, and I just love that you
34:26
can like basically wake up in the morning and have new plans built in income lab and you didn't even touch them. Um, that's the kind of experience
34:33
we want because we know advisers really with with this kind of planning.
34:39
You have so much um value to add to a to a client. I think we talked about this
34:45
uh the other day, Chad, maybe just this, hey, let's talk about what your life could look like. What are you eligible
34:50
for given your resources? Let's what's a good life for you. That's a totally different conversation than they've ever
34:56
heard from anybody else. So, we want to speed up the time to you having that conversation. and not have it spent, you
35:03
know, looking for little white boxes on the screen to type characters into. So, that's that's a big part. And there's
35:08
other we're working on some really other exciting stuff that'll we'll be announcing in a couple weeks. So, yeah,
35:14
stay tuned for sure. Really great. And someone David asked, is it is it Canada friendly? Is income
35:20
lab Canada friendly? I mean, we're very friendly to Canada. Um
35:27
but you know uh the the big things that yeah certainly we have people who you
35:32
know look at income lab and they say you know would this scale to some other country what you'll find is because the
35:38
taxes are all US taxes we don't have a a Canadian tax model um and the uh asset
35:45
classes are heavily tilted toward US investors that doesn't mean there's not international um so those would be the
35:50
things you'd find where you're kind of like having to do maybe you're making everything a Roth IRA just so you can get rid of all the tax stuff or you know
35:57
that that kind of thing. Um so no I wouldn't say it's like purpose-built for for Canada.
36:02
Uh Will wants to know with income labs can you import holdings from statements that clients give you for their outside
36:08
assets? Uh you can and actually that will get better very soon as well. So we're
36:14
building up some more kind of holdings level analytics and things like that with way to just yeah upload a statement
36:21
and boom get all the ticker symbols and holdings and and all that and then see you know roll it up to the portfolio
36:27
level from the account level stuff like that. So not that's not available yet but within about a month and a half I
36:34
think you'll be able to do that. Really great. And Chad, just a followup. John wants to know, "You create a free
36:39
plan upfront, then charge a planning fee based on their assets that you manage."
36:45
Yeah, we we basically if you if you want anything beyond that initial
36:50
deliverable, then you're going to pay and and you can either you can either pay that through an assetbased fee where
36:57
we're managing your assets and and if we're managing those assets, planning is included in that. Um I was
37:04
planning too. Yeah, we do all of it because it's what do you like for me it's not like I just
37:11
find that I don't want to charge for the tool that drives the the real revenue.
37:19
You know what I mean? Like as an example um I did I did a an income lab with a a
37:26
gentleman that did pretty well on a sale of a business and he says, "Hey, you know, I think I'm going to buy this house." And and so we created three
37:34
different scenarios in income lab, which is really super easy to do. I didn't get into that. We're going to run out of
37:39
time, so I won't get into that. But we created three scenarios. And we basically said, here's baseline, right?
37:45
Baseline is you sell your house currently, you move to this other house that's at altitude, and in 10 years, you
37:54
sell that house, and you go buy another one at low altitude. That is an option, and that was kind of baseline plan for
37:59
him. And then he says, 'But I really would prefer not to sell my house. Can I afford to do this if I don't sell my
38:06
house? I know I'm going back to it in 10 years. I know I can't live in the mountains after about 80ish. Uh so what
38:13
other what other ways could we tackle this? So we literally just made a copy of his plan and then called it uh you
38:22
know what if um two houses, whatever we named it. And then we we just tweaked
38:28
that to say, "Okay, what if we keep the house in Florida and and pull money out
38:33
of the portfolios to buy the house in Colorado? What does that do to us long term?" And then I said to him, "Are you
38:40
open to some different ideas?" And one of the things that we promote to our folks is infinite banking. It's really
38:47
liquidity management inside life insurance programs. So we created and he says, "Yeah, I'm open to it. Explain
38:53
it." So, we had a meeting and I explained how this works and he says, "What would this do?" And so, I just
38:58
simply pulled up the scenario in income lab where we still pull the money out of the retirement accounts and keep the
39:04
house in Florida, but instead of directly buying the house, we flowed that money through a mech policy, pull
39:11
the money right back out and use the the life insurance cash value alone against the life insurance cash value to buy the
39:18
house, knowing that we only need that money for 10 years. At the end of 10 years, we modeled selling the house,
39:24
repaying the life insurance. It was a $3 million increase in his legacy. So, $1.2
39:30
million whole life policy sold. So, do I care about charging them a thousand bucks for this plan? Not a bit.
39:40
Really nice. And do you have a separate tax planning software or you're using Income Lab?
39:45
Uh, we generally use Income Lab. Um, I own another company that has an outsourced CFO and so I've got
39:51
controllers and auditors that work for me. Um, so they handle I'm not a tax planner. You know, my tax planning
39:57
really is is what Income Lab is capable of. And then um and then my my
40:06
accounting team will step in if they need more advanced tax planning that's really truly, you know, IRS rules, GAP
40:12
rules. We pretty much focus around tax bracket management structures um and and
40:18
estate tax management structures, but but we really draw the line at we're not CPAs,
40:24
but we have a we have a team that we can have you engage with for that if you don't already have your own team.
40:31
Really great. And uh Mike wants to know, do you use Precise FP for client review meetings? Have the client update their
40:38
client information? Great. Yeah. Yeah, great question. Yeah. Uh, one of my other favorite things about all of this, uh, I also use Zox.
40:45
That's what records all of my meetings. It's an AI. So, Precise FP integrates
40:51
back to Zox. So, uh, no different than in income lab. If I have nothing and I
40:57
can just upload some stuff, their AI will kind of find this information. Uh, the Zox integration back to Precise FP
41:03
will also listen for new accounts, issues, things. I push that data out of
41:08
Zox into Precise FP and from Precise FP back into income lab to do any updates
41:15
that came from that client meeting. Um we also ahead of a client meeting, we
41:21
send the client um an email that says, "Hey, you know, thanks for scheduling.
41:26
Please go online and review your information." And we send them back to a precise FP login that's embedded on our
41:33
website. It's a private link. So if you go to our website from the public side, you cannot find that page. But uh it
41:41
exists hidden in the background. So when a client is preparing for for a review meeting, we ask them to review that
41:47
information, correct anything that we are missing or needs updated. And then when they do that, Precise FP notifies
41:54
us. We can push that information to Red Tail and to Income Lab and update those systems. So that again like we only get
42:02
a couple real hours a year with these folks to dig into these things. Um you know maybe two to four hours a year is
42:09
is generally what you're in front of this client with their full attention. And so we want all of that time to be
42:15
super focused on them, their goals, their plan and the outcome and minimize
42:21
the administrative side of this. Um, and I will tell you my my kind of more OCD,
42:26
my engineers, those kind of folks, they do they do their updates. Other folks
42:32
really don't. That's okay, too. We're we're meeting the client where they're at. So, um, we do send that out. It is
42:38
part of that both ahead of the meeting update process and on the back end updating that information um, is all
42:45
through this kind of loop of all these systems that are tied together and all through your website. I love
42:52
that. the website aspect. Yeah. Really great. Yes. Someone did ask, does
42:58
a typical client know all the info to fill out the forms? Nope. And that's great. Uh because that,
43:06
you know, it really that that's where I think the the other piece of this tech stack, which is the the planning
43:12
questionnaires that are real yes, no, super simple. I think that's part of what helps this because we can say,
43:18
"Hey, now you mentioned that one of your concerns was running out of money and we
43:24
see in here you got a 401k, you know, you're 55, but it's all in the market and and so let's have a conversation
43:31
about, you know, the the the risks of of having all of your money. We
43:37
kind of bucket these things in red, yellow, green to to help people simplify this. So, hey, if all of our money is in
43:43
red, let's talk about what that can mean and and and let's talk about maybe places to go. So, no, they definitely
43:49
don't fill it all out. They miss stuff. They'll sometimes get things wrong. You have to correct that a little bit when
43:54
you get a statement. Um, but but it's getting it's it's driving that conversation and it's making sure
44:01
that from the first moment we connect and communicate, it's all about them. Um,
44:06
and who's your website vendor? Someone once asked if it's FMG. I built it. Oh, nice.
44:13
Yep. There we go. So, everything you look at, I built. I didn't hire anybody to build anything. I did all my own due diligence. I
44:19
connected the tech stack. I built the website. But I don't know coding. I don't know coding. I'm just using,
44:25
you know, easy template stuff. All of the content was me. Um, but you know,
44:30
the the building of the website, it's just a GoDaddy. It's a go and I use the GoDaddy tool to build it. So, super
44:37
super easy stuff. Right on. Well, I always love talking to you, Chad. I love
44:44
all of the seamless process that you set up, the high level of customer service
44:49
you're providing, and just being able to match other industries and how they're doing things. Um, is really refreshing
44:56
to see. I know a lot of our audience members are so very appreciative. Greg
45:02
says, "Thank you for all your time and information. It was very informative." Lenny says, "Nice." Jason said he's
45:09
using most of your tools and it's so nice to hear this and how they integrate. So, thank you so much for
45:16
everything. Yeah, happy to help. Like I said that, you know, I'm just an adviser trying to figure out how to how to make this
45:22
business work the best I can just like everybody else and happy to share kind of the things that I've found that have,
45:27
you know, there's no secret key to success in this business. You got to grind every day and you know, the hustle and the grind every single day. But
45:33
yeah, you know, these getting the right tech partners turns the day from frustrating and very
45:41
administrative focused to like I'm making progress and I'm doing the work that matters. Um, and I think that, you
45:48
know, seems to be showing through on and and resonating with clients as well. So, I'm super grateful to have found Precise
45:54
FP. I'm super grateful for what Income Lab has built. I think these things
45:59
together have just helped uh helped me create prospera in in a way that I think
46:05
just scales very different than what we were doing um under a under the flag of a big corporate broker dealer.
46:12
I love that. Thank you so much. And Justin, thank you so much for joining us as well. Um, if you have any questions,
46:19
feel free to go to um, Income Labs website or go to Precise FP and even
46:25
Chad, I'm sure, is is happy to to help if you have any specific questions as well. But otherwise, thank you all so
46:32
much for your time today and have a great rest of the day, everyone. Take care. You, too. Thank you. Bye.
46:38
Bye. Thank you guys