Episode Transcript
[00:00:00] Speaker A: Foreign.
[00:00:09] Speaker B: You're listening to Selling the Dream. This isn't an interview, and we're not journalists, but each week, we'll ask our guests to open up and share their secrets to business success.
Let's have a conversation and have some fun.
[00:00:20] Speaker A: Hey, everybody. Welcome to Selling the Dream, a podcast for salespeople, entrepreneurs, leaders, or people that just like having a good time, like my friend Joe Iredell from California with a fresh haircut, bro. What happened? Was this, like, a strategy from your fight or did you lose a bet? What's the deal?
[00:00:41] Speaker C: No, man, I don't know. I just.
I wanted to. I wanted a fresh look, and I did. It was kind of. It was kind of. I had. We had our camp, you know, and I was.
I was getting beat up a lot, so. So one day I just came home, I just shaved my head. I'm like, let's go. I want to get mean, interesting. I kind of like it. So I stuck with it. But, yeah, I was.
[00:01:03] Speaker A: It's fresh, all right.
[00:01:05] Speaker C: It is. I won. So I won, dude. I won my. I won big fight in Vegas a couple weeks ago.
[00:01:10] Speaker A: I saw that. Did AJ win, too?
[00:01:12] Speaker C: He. He. He ended up getting second in his bracket, so. Which is actually pretty amazing because now we're going to go.
He's got a fight in Orlando in a couple weeks, so we got to fly down there, and he's going to compete for pans.
[00:01:27] Speaker A: How does Joey feel about the fact that every time AJ takes up something that Joey's doing, AJ does it better?
[00:01:34] Speaker C: It's. I mean, I don't know. It's.
He kind of moves on, so Joey's, like, killing it in wrestling, so we kind of. Like, his jiu jitsu is crazy, but he did, really, as a junior this year as a captain of his team, and then he made. He qualified for, like, CI. He won the region and won cif. And then.
[00:01:56] Speaker A: Did you pick a college yet?
[00:01:58] Speaker C: We're looking right now. We were actually talking about Naval Academy yesterday.
But he's a. He's a pretty, man. That kid's insane, dude.
[00:02:07] Speaker A: Like, yeah, that haircut inspired him to look
[00:02:12] Speaker B: me.
[00:02:13] Speaker C: I, I. They. Neither of them can get me, dude. They can't get me. So I think that inspires them. Every time we spar, dude, I put it on them, and they're like, oh,
[00:02:22] Speaker A: never let them win, man. It's one thing I learned.
I refuse, like, in basketball legitimately. The first time he beat me.
[00:02:33] Speaker C: Yeah, that's what I'm saying, man. I don't give anybody anything.
[00:02:36] Speaker A: So we got a fun show today, man.
Good friend of mine is going to be joining us.
Dan Levinson from bluebell Wealth Management. Dan and I met.
Dan, I want to say, like maybe five or six years ago. Has it been that long or was it longer than that?
[00:02:52] Speaker B: It had to be a little over five. Yeah. Because we bought our house in 21.
[00:02:57] Speaker A: In 21, yeah.
[00:02:58] Speaker B: That's when Danielle introduced us.
[00:03:00] Speaker A: No kids at the time, right?
[00:03:02] Speaker B: No kids at the time. No.
[00:03:03] Speaker A: Yeah. Now, now tell. So, so, so introduce yourself. Tell everybody who you are, what you do, and then we'll get into our two truths and a lie.
[00:03:12] Speaker B: Okay. Yeah. I'm Dan Levinson. I work for bluebell Wealth Management.
I'm a financial planner.
Basically, I help people make smart decisions with their money, you know, solve their problems, help them get to their goals, manage their finances, you know, efficiently, effectively.
You know, I try to have fun doing it, too.
[00:03:32] Speaker A: Nice. How long have you been with bluebell?
[00:03:34] Speaker B: I've been with bluebell for two and a half years now. So I was with another firm for 10 years.
Left there, joined Blue Bell two and a half years ago. And it's been a life changing career move for me. Excited to talk about it?
[00:03:47] Speaker A: Yeah, fantastic. All right, we'll get into some of that stuff. I want to, I want to talk today. I want to talk about, you know, your role in how you interact with your customers, how you approach things. And I'm sure we'll have some insight, get some insight from you on some of that. But before we get into all that, let's have a little bit of fun. Our favorite thing. And I usually forget to do this, so I'm glad I did not forget. Today we're going to get into two truths and a lie. So you know the rules.
Three facts. Two are true, one's a lie. By the time we're done, Joe is going to scratch his shaved head and try and figure out which one is the lie.
[00:04:24] Speaker B: Okay? I tried to make this as difficult as possible for you guys, okay. And I had to make it, you know, a little edgy because I do have a history with two truths in a lie.
[00:04:32] Speaker A: Just so you know, one of our guests, one of his facts was he has a third nipple. Now, I don't know where you're going to find
[00:04:41] Speaker C: the truth.
[00:04:43] Speaker B: My college tutorials. And a lie would be way worse than that. But today it's in the same realm.
[00:04:47] Speaker A: Yeah. All right, all right, let's have at it.
[00:04:49] Speaker B: Number one, here we go. Number one. I've raised over 10 separate cats from complete newborn bottle babies.
Number two, I have competed in a World Cup.
And number three, I posed naked in front of Michelangelo's David while studying abroad in Italy.
[00:05:08] Speaker C: Wow.
[00:05:09] Speaker A: Dude.
Pose naked in front of David.
[00:05:13] Speaker B: Good luck.
[00:05:18] Speaker C: Those are three things that, if I saw that on a sheet of paper before I was about to meet somebody, I think I would not want to meet that person. I'm just saying, I'm like, ah, I'm gonna.
[00:05:28] Speaker A: I can just picture the compilation photo of these three facts.
[00:05:34] Speaker B: I tried to get really wild picture
[00:05:35] Speaker C: of a guy the World cup post naked and raised 10 bottle kittens.
[00:05:42] Speaker B: Yeah, 10 kittens on his shoulder.
[00:05:45] Speaker A: Okay, well, we'll see what happens. See if we can pull out some hints along the way.
So. Yeah, so. So, Dan, you've been in the business now, what, 10, 12 years?
Well, no, you. You were 10 years. Now you're two and a half years at blue belt.
You and I had a. Had a great conversation at lunch last time we were together, and I wanted to kind of revisit that. You know, let's. Let's say the target audience of this is. Is. Is entrepreneur salespeople in their. Their 40s. What. What's one of the biggest mistakes financially people make, you know, in their 40s, and that impacts when and how much they retire with?
[00:06:25] Speaker B: Yeah, one of the biggest mistakes before, I mean, it's kind of generic and maybe a little cliche, but just not having a plan.
I think anybody that I meet in all walks of life, whether you're 25 and just getting started in your career or you're 65 and, you know, starting to seriously think about retirement is not just having a plan, sitting down and really looking at where you are, assessing where you are and where you want to go, and having a plan on. On how you're going to get there.
So I think having a plan and, you know, as a financial planner, I always stress the importance of that to my clients. You know, I can meet two people.
[00:07:01] Speaker A: You are a financial spender. You would. You would recommend spending, right?
[00:07:05] Speaker B: If I was a financial spender, I recommend spending financial plan or you recommend planning.
[00:07:10] Speaker A: It makes sense.
[00:07:10] Speaker B: I tell this to my clients all the time. Like, I don't think it's my job to tell you how much you're allowed to spend or what you're supposed to spend on. It's my job to tell you what the consequences of your actions are. So if you want to retire at 65, and we know this is a lifestyle you want to live and you make this much money today, you Have a choice of how much you want to spend and how much you want to save. If you spend 90% and save 10% of it, you're either going to have to retire later or spend less money or you're going to have to save more today. So there's, you know, when you do, when you do financial planning, like all these different kind of levers in the plan affect each other. And again, I say it's not, it's not my job to tell you what to do. It's to tell you if you do this, these are the decisions we're going to have to make. Do we get more aggressive with your investments? Do we push your retirement date back? Maybe you don't buy that short house. So you know, that to me that's kind of the value of having a plan and seeing the big picture, is it makes it help. Help make more informed decisions.
[00:08:05] Speaker A: Gotcha. How did you get into the business?
[00:08:08] Speaker B: So I got into the business. I was graduating college.
[00:08:12] Speaker A: Where'd you go?
[00:08:13] Speaker B: I went to Franklin and Marshall.
[00:08:14] Speaker A: Franklin Marshall. Okay.
[00:08:16] Speaker B: I had no idea what I wanted to do with my life.
I was good at math, so I went to school. I was a major in math, minor in economics.
Then, you know, senior year rolled around and I kind of looked in the mirror one day, was like, I gotta figure out what comes next. So I started, you know, thinking about what I was good at, different career paths I could go down.
Actuarial sciences is one that jumped out to me. So I started working on that track. Taking the actuarial exams, being a financial.
Sorry.
[00:08:44] Speaker A: Did you pass?
[00:08:45] Speaker B: I did three of them. I had three under my belt. And I was very close to accepting a position, entry level actuary when I started at my previous company. Okay, so I'll come back to that.
[00:08:59] Speaker C: The probability of that working out wasn't great.
[00:09:02] Speaker B: No, the probability of that working out was probably better.
[00:09:04] Speaker C: Wow. Okay.
[00:09:05] Speaker B: I took the lower probability, higher upside path.
[00:09:08] Speaker C: Okay.
[00:09:08] Speaker B: It happened to work out really well for me, so I'm glad I did.
[00:09:11] Speaker C: I would hope if you pass those tests when.
[00:09:13] Speaker A: That you were able to assess the probability. Exactly.
[00:09:16] Speaker B: Well, that the first one is probability.
[00:09:18] Speaker C: So yes. Okay.
[00:09:20] Speaker B: But no. So I, I, you know, the idea being a company, I'm a financial advisor, kind of came up to me throughout my search. So I talked to my parents. I said, can I talk to your financial advisor? So I called the guy and I said, hey, you know, he was a family friend as well. I'm actually, funny story, his mom was my kindergarten art teacher.
And then so My mom worked in the art room, became friends, families became friends. So he was their financial advisor.
[00:09:44] Speaker A: Is that when you fell. Sorry, Is that when you fell in love with art?
[00:09:48] Speaker B: No, I am the worst artist you'll ever meet.
[00:09:51] Speaker A: Okay.
[00:09:52] Speaker B: I can't draw a smiley face.
[00:09:53] Speaker A: You're not into sculpting or anything, huh?
[00:09:55] Speaker B: Well, you know, funny, I actually. So I do like woodworking on the side, which was almost gonna be one of my two truths and a lie. I did a wood carving gift for my wife for the birth of our second child. Is kind of like a push gift.
And I actually found that I'm really good at that.
So sculpting I might be all right at because I was able to kind of whittle away and carve a nice wood carving for my wife. So that was cool.
[00:10:17] Speaker A: Very cool.
[00:10:18] Speaker B: But yeah, no, I can't draw a smiley face.
[00:10:20] Speaker A: All right, so your kindergarten art teacher take it from there.
[00:10:25] Speaker B: So, yeah. So Hirsam was my parents financial advisor. I had a conversation with him. I said, I think it would be a good industry for me. I'm good at math, I'm good at problem solving. I think I'm pretty good with people. Do you have any advice for me now? He was working at Morgan Stanley at the time. So he said, yeah, I think I'd have a really good opportunity for you. I just can't talk about it right now.
Like, all right, that's kind of weird. But you know, starting my career at Morgan Stanley, probably be a nice resume builder. So it was encouraging.
Didn't really, you know, hear from him for too long.
I ended up after college working for an insurance company. That was my first gig in the financial services industry.
I like to say I was one of the only people who worked there and lost money. I didn't sell a single policy.
[00:11:07] Speaker A: No.
[00:11:07] Speaker B: Just did not like the insurance, the high pressure sales tactics, the cold calling.
It wasn't. Wasn't really my jam.
Ended up, I stopped doing that. I was beach lifeguard for a while. Then finally after that summer, I get a call from the guy who I'm expecting to hire him. And he says, hey, good news, I just quit my job.
[00:11:28] Speaker A: I was like, oh, so you're not working at Morgan Stanley?
[00:11:30] Speaker B: I said, why is that good news? You were supposed to give me a job. So he said, well, I quit because I'm starting my own company.
So this was around the time I was studying for the actuarial exams. I was doing job interviews there. He told me, you know, I'm starting a Company, I can't really pay you right now, so why don't you go take an actuarial job, do it for like 6 months, see if you like it, and then we can talk in six months. And I said, honestly, I'll come work for you for free. This is what I want to do. I would rather take a bet on you and your company and get the experience and learn from you firsthand, then, you know, make $60,000 for half a year.
[00:12:05] Speaker A: Did you read Think and Grow Rich?
[00:12:07] Speaker B: Did I what?
[00:12:08] Speaker A: Did you ever read Think and Grow Rich?
[00:12:10] Speaker B: No, I don't. I haven't. No, I haven't heard.
[00:12:12] Speaker A: There's literally.
That was something Napoleon Hill talks about in his book.
You know, the. One of his jobs. He said, I'll come to work with you for free, and after 30 days, you pay me what you think I'm worth. And, you know, I've seen that. Remember Pete McGuin, Joe?
He was one of our guests on the podcast.
[00:12:31] Speaker C: Oh, yeah, yeah, yeah. Okay.
[00:12:33] Speaker A: He did the same thing. He was. He went out and he. He went to work for.
I can't remember what industry it was, but he did. He said, I'll work for free for 30 days. Next thing you know, he got hired. He was making. Wait, this is bad. He started making like, like 80, $90,000 when his friend. Friends were just out of high school. Making like 40, you know, or in college. Like, the kid was absolutely killing it because he, he bet on his ability to bring value. You know what I mean? And I like that approach.
[00:13:01] Speaker C: Damn.
[00:13:02] Speaker A: Yeah. No, I mean, I.
[00:13:03] Speaker B: My starting salary was like $3 and 70 cents an hour.
[00:13:06] Speaker A: Wow.
[00:13:07] Speaker B: I worked for him three days a week.
You know, I. I did every one of the things I loved about that.
You know, that first job was I started out processing paperwork, answering phone calls, fetching his coffee half the day, really doing everything to. Then slowly learning the business from him, starting to take on more projects, you know, piece by piece. Just kind of learning everything that goes into being a financial advisor.
And that six months of apprenticeship was worth so much more to me than any starting salary I could have got from an entry level job.
[00:13:40] Speaker C: So.
[00:13:42] Speaker B: Yeah.
[00:13:42] Speaker A: And then at that point, had you tested for your. Had you tested for your licenses yet?
[00:13:48] Speaker B: Yeah, so during that time, I. I got my Series 7 and got my Series 66 under my belt. I already had my insurance licenses, which was, you know, beneficial. He didn't want to keep doing the insurance stuff and doing all the CES and keeping up the licenses. So I was able to leverage That a little bit as well to kind of help him out. Um, so yeah, went in with my life and health long term care lines and then yeah, I got the 7 and the 66 while I was doing that six month apprenticeship.
[00:14:17] Speaker A: Joe, didn't you shift, didn't you take your serious tests? What was that? What, what was that all about?
[00:14:21] Speaker C: I was, dude, I was going to, I don't know, I, somebody told me that you can make a lot of money. And then someone also told me like, ah, the tests are really hard, you can't pass them. And I was like, oh. And I did, I, I, I passed all the tests.
[00:14:35] Speaker A: And I was that after the mortgage business?
[00:14:38] Speaker C: No, this is while we were at Yellow Book. Cause I was going to leave Yellow Book and do it. And I actually even got hired by a firm and they were like, you're in. And then I think I got, I got promoted or something. The yellow book offered me some. Really?
[00:14:54] Speaker A: This isn't too true and a lie.
[00:14:55] Speaker C: No, this is right. I think this is right before I moved to dc. Yeah, but yeah, yeah, I went through that hole. But I took, you know what I did to do the my life and health licenses. I took a crash course like on a weekend and I knew nothing about anything. They're like, they don't teach you necessarily all the stuff you need to know about insurance. They just teach you how to pass the test. And it's more like word association. They're like, if this word is in the question, then this word must be in the answer. And like so I took the test and I blew through it. I went to the testing station. I was late. They're like, we don't know if you'll have time. Like I'll be quick. And so I got through the whole test and then at the end they ask you the like questions like was this facility nice or whatever. I start getting nervous. I'm like, yes, yes, yes. And then I get done and I walk out and the lady's like, was there a problem with the computer? I'm like, is this score like out of a hundred? They're like, yeah. I'm like, I got an 86. So it was like, ah, I've never seen anybody do it that quick. So shoot my own.
[00:15:56] Speaker B: I think we took the same crash course.
[00:15:58] Speaker C: It was like Russ, Russ schools, I think with the name of it. Did you do that one?
[00:16:01] Speaker B: I think it was Kaplan that I went to. But yeah, like it was a like Friday through Sunday, nine to five every.
[00:16:09] Speaker C: Yeah, that's the same one.
[00:16:10] Speaker B: I told you how to pass this test.
[00:16:11] Speaker C: It was out in King of Prussia.
[00:16:13] Speaker A: What's funny about the mortgage business is we got licensed in 2009. Before that, nobody needed to be licensed right then you had the crash and you have all the problems that came with it. And they're like, all right now from here on out, you guys have to be licensed. And I remember, like my office, my branch was literally like just a bunch of dudes that were 20 years older than me. Half of them had a high school degree. None of them, I don't think any of them actually had a college degree that I worked with, but they were all phenomenal salespeople, great loan officers, great, you know, great at what they did. And it always like, we all went and took the test together and it reminded me of the scene from Armageddon where they're like going through the psychological profile with all different guys that were like, kind of all nuts, you know what I mean? And, and that's what it was like. But our test, when we took it, was designed to pass. Like they were forcing everyone to take this test to get licensed. And it had to be the like, like, it, it had to be the easiest test they ever designed because they, they couldn't afford for three quarters of the loan officers to just be tested out of the industry. So early on they were like, here, you have to be tested, you have to be licensed. Here it is.
And then it got substantially harder. It's, it's, it's, it's a lot harder today than it was when I took it. I mean, I like to think that I would have been fine, but.
Yeah, we didn't go through rigorous testing back when, when we, I mean, Christ, Joe was in the mortgage business for like what, a month, two months? No, no, no testing whatsoever.
Never had one lesson. So, Dan, you're get, you're seven, you're working through your, your, your internship, you're getting paid pennies, but it was worth all of it. And, and where did that take you?
[00:17:50] Speaker B: Yeah, it was worth, yeah. And after about six months.
It's funny, it's kind of what you mentioned with this guy. My boss came, he came into the office, said, no, do you want a full time job?
Write down on paper what you think you're worth, what you think your starting salary should be. And I'll never forget, I wrote it down. And he looked and he laughed in my face.
And then he paid me that.
[00:18:10] Speaker A: Do you think you left money on the table?
[00:18:12] Speaker B: Do I think I left money? No, I think it was fair. I think it was a fair starting salary, given my experience.
No, he left because he thought I was going to ask for a lot less than that.
[00:18:23] Speaker A: Yeah.
Let me ask you this. Your. You. You had mentioned earlier, you don't like cold call and you didn't like some of the sales taxes. And yes, I agree that, like, life insurance does have, like a little bit of a negative reputation for, like, preying on people's fears of death and all that stuff. And what's going to happen to your family, yada, yada, yada. And then, you know, at the end of the day, like, are they wrong? You know, like, isn't this what you need to be thinking about? It's just I got to be the guy to tell you to think about it.
[00:18:52] Speaker C: You're betting they're wrong.
[00:18:54] Speaker B: There's.
[00:18:54] Speaker A: There's a.
[00:18:55] Speaker B: There's like a.
There's an extent to it, though. Like, to me, like, life insurance is very important.
Most people need life insurance. A lot of people who don't need it, unfortunately, are sold in our. Sold bad products. But, you know, it's a very important if, God forbid, something happens to you, you want to make sure your family's taken care of.
Now, the side of kind of like seeing how the sausage is made that I couldn't stand was going to seminars and having a speaker tell us how to prey on, you know, women's emotions, that their husbands might leave them to sell them more insurance than they need.
And these were real seminars that we went to that just made my skin crawl. Yeah, well, you know, like, I did sell life insurance for a lot of my career, and I tried to do it the right way, and it's a very important tool that many people need.
But, you know, that kind of connotation about the industry, unfortunately, having worked in it for a long time, there's a lot of truth behind it, you know, and there are, you know, it's, you know, to me, like, it comes back to this, like, fiduciary standard, whether you're doing it right by your clients or you're doing right by yourself.
And there's a way to do business where you do well by making everyone do well, or there's a way to do business where, you know, you give someone something that's suitable for them, they need it. But is it benefiting you more than it's really benefiting them?
[00:20:14] Speaker A: Who are some of the people in your space that are not fiduciaries?
[00:20:19] Speaker B: I like to tell. So anytime a new prospect comes in my door and we meet, I review their situation, I get to know them, I understand, you know, what their goals are, what their concerns are, and create a financial plan. I usually tell people this. There's a lot of people that do what I do for a living and many of them are very, very competent. The three things I might upset some people with this answer, the three things that I would try to avoid if you're choosing a financial advisor is anyone who's selling anything that starts with an A.
Do you know what I'm alluding to?
[00:20:53] Speaker A: No.
[00:20:53] Speaker B: Annuities, okay.
If anyone's trying to sell you an annuity, usually your best bet is to just kind of walk out the door.
[00:21:01] Speaker A: So you're saying annuities at face value are not worth that. Like there's gotta be some situations where annuity is a viable vehicle, but like if you're leading with it, they must, there's no way they, they have asked you enough questions or got to know you enough to know whether or not annuity is the right product. Is that what you're saying?
[00:21:20] Speaker B: I think the thing is that like, there's definitely a time and a place for annuities and they can serve a purpose, but I think they're probably the most abused financial instrument that I've at least seen from my career. Annuities and whole life insurance.
So again, they're not inherently bad. There are definitely very good use cases for it. But yeah, if somebody is kind of leading with trying to sell you a product and that's kind of my way, like my fun way of saying if someone's trying to sell you something, if they're leading with product based pitches, usually a bad sign.
Number two is the big wirehouses like the Morgan Stanley's, the JP Morgan's, the Merrill lynch is those big companies. And again, I know I'm going to ruffle some feathers with these answers, but those companies, the priority really goes, you know, shareholders first, because they're public companies, they have a legal obligation to provide value to their shareholders. Then it goes the company second, then it goes their advisors. And then the clients are at the bottom of the totem pole.
So there's this space in the industry of independent called mostly RIAs, registered investment advisors, independent companies where we don't work for a Morgan Stanley. We don't, we're not beholden by what the company is trying to push to our clients.
We are not, you know, prioritized to sell product or to provide value for our shareholders. We're really in this business to try to help people and Flip that totem pole upside down. Clients come first, company comes second, no shareholders. So we're not worried about that. So we're trying to do good by making everyone do better. And I think if you can find an independent company who's a fiduciary, you're setting yourself, you're, you're kind of screening out a lot of the bad players in the industry. The, the people who are pushing insurance products, some of the people who, the priorities are really more to the company and the shareholders than to actually the clients. And then what I say is there's a lot of people like me who are independent RAs, who are fiduciaries and are getting what they're going to do. Interview maybe three or four or five of them and honestly pick the one who you have confidence in and the one you're going to enjoy working with. And I'll tell this to a prospect. If you leave this meeting feeling like every time you need something from me, you're going to say, ah, I got to talk to that guy. You don't want to work with me. We're not going to be a good fit for each other and that's fine. I'm not going to be a good fit for everybody.
But if you can follow those kind of three rules, you can keep yourself out of trouble and then find someone you're going to have fun working together with because you're going to be more successful.
[00:23:50] Speaker A: It's a whole no like and trust. And I mean, that's who people do business with, you know, people that, that, that they know that they like and that they trust.
Let's get into sales a little bit.
Yeah.
Selling for me is, you know, there is a philosophy, there's a system, and obviously the first thing you got to have is a list of people, prospects, you know, and then you have to uncover needs and then you have to provide solutions and so on and so forth. Like from a sales perspective, though, like, how do you generate your business right now?
[00:24:28] Speaker B: Yeah, I think what's interesting with sales for me is I'm not selling any products, I'm selling myself. I'm selling my knowledge and my ability to give you good advice.
So I think the sales process for me just start to believing in myself, right? Like, if I want to convince people to do business with me, I better believe that, you know, I'm going to make them better business with me.
But my sales process, you know, there's a lot of different ways that advisors can grow their business from buying leads to social media channels. I have built my business both in my previous job and here, 100% through word of mouth and through referrals.
I believe that if I'm authentic and genuine to myself and do good work and help people, it's going to do one of two things. A, they're going to want to share that, right? If you provide value to someone, they're going to want to share that with the people that they know and love and trust. And hey, if I work with this person, I love working with them, I enjoy doing business with them. We have a great relationship. There's a good chance that the people that they surround themselves with are also going to be a good fit for me.
And then, you know, another thing is something that always really stuck with me was something that my previous boss told me at my, at my prior job, which was that everyone is a potential future client.
Every single person that you talk to can become a client because everybody there's like, money makes the world go around for better or for worse. Everybody has concerns and everybody has needs with it. So it really comes from having good conversation with people, understanding where their needs are and how you can help solve their problems. And if you can do that, they can become a future client and a future client as a future referral source.
So that's how I was successful, you know, my first 10 years.
And that's been very successful for me, you know, so far at this new gig. So, yeah, that's worked for me.
[00:26:26] Speaker A: I'm gonna give Joe an opportunity to ask a question because, you know, I've
[00:26:28] Speaker C: asked him what about.
So, you know, referrals. Everybody touches on, you know, my business is built just on referrals, things like that. Where do you get these referrals? Are you. Do you do networking? Do you do. I mean. Cause there's, you know, I, I can't imagine you're the type of guy that just sits, goes in the office and waits for somebody to walk in and say, hey, I was referred to you. What, what do you do to spark that interest?
[00:26:53] Speaker B: I, I think just getting involved, I. I try to do. Now I have a two and a half year old and a two month old, so my involvement outside of my household has not been as much as it was in the past. But getting involved with charities, I've done charity initiatives for the National Multiple Sclerosis Society, for the Pancreatic Cancer Action Network, captaining bike teams, getting involved at local organizations like my synagogue or, you know, the kids school, stuff like that.
[00:27:26] Speaker A: Any cat shelters, any.
[00:27:28] Speaker B: Yeah, but you know, probably not the best source of, you know, referrals for this business there. But, you know, I don't know. I just. I like people. I like talking to people. I feel like I can strike up a conversation with just about anybody.
And again, I think if you're, you know, genuine and authentic and, you know, just be an interesting person, like, you can get into a conversation throughout the conversation, you know, start to talk to people, understand, you know, you start to talk about what you do, how you help people.
Actually, one thing I love to tell people, I love when clients or prospects ask me a question, and I get to tell them, I don't know, like, that is my favorite thing to say to someone. I don't know the answer to this because that's an opportunity for me to go out, learn something new, do some research, and then find a new thing that I haven't gone to help someone with before.
Because two months later, I'm going to be at the grocery store talking to someone, and they're, oh, you know, you know, I work for this company, and they're forcing all of us into early retirement. Oh, hey, I just talked to this person in the same boat. This is how we work through their problems. This is how I help them. You know, should you come into my office as software?
[00:28:37] Speaker C: Yeah.
[00:28:39] Speaker A: So how about past? Do you reach out to your. How often are you reaching out to your clients? And one of the things we. In my business, we call them forward conversations, Family, occupation, recreation and dreams. Where, you know, my job is to reach out to my referral partners on a regular basis and just say, hi, right? Like, have a reason to call. Like, I'm not just wasting their time. Might be a new product, might be whatever. But before you get into that stuff, it's always like, hey, how are. How are things? How are the kids? I saw you guys were down the show this weekend. Like, you know, how often are you reaching out to your clients to have that kind of a conversation?
[00:29:12] Speaker B: Yeah, that's a great. I think that's one of the most important things that I do to drive those referrals. Like, I think genuinely caring about your clients goes a really long way.
And just like you said, you know, I'm having conversations. This is a guy who. He's not even a client yet. He's probably not going to be for a little while. But he's selling his house because of medical reasons. Selling a house. He's moving closer to his kids. We've been on the phone almost every single week just helping him out with selling his house. Buying his house, modeling out how his lifestyle is going to change with the move and stuff.
You know, I think having those conversations is really important. I try to do that as much as possible, and not just to grow business, but because I do genuinely care about my clients and what's going on in their lives, you know, and those conversations are where you find value and opportunities to help people. You know, call someone, touch base. Oh, you know what I've been meaning to call you.
You know, got this change coming up. Might be leaving work, might be switching. You know, let's sit down and talk about how this changes the financial plan, the retirement scenario, all the work that we're doing together. So, yeah, I mean, I think those conversations are absolutely crucial.
[00:30:23] Speaker C: I think, I think there's a lot at play, though, that, that entrepreneurs and business owners and people who are successful in that type of. Of environment, like, don't give themselves enough credit for. And what I found is, like, if you make, you know, there's the work life balance where you don't want to be, you know, just talk about work all the time. But the people who really, truly enjoy and love and are good at what they do, that becomes like, they're almost their Persona. So then when you pursue activities that are outside of that, like your family and your kids, like, like, people then know you as like, oh, that's the investment guy we should talk to him about. And it just, like, it just goes so perfectly. If you're doing something that you love to do and you're good at and it can pour into other things. And I think that's really important, you know, not just from a marketing standpoint and from a business growth standpoint, but from a place of, like, if you're in a position and you have a job and you're not excited to tell people when you're doing bike rides or when you're at your, you know, your church or wherever, like, that's a good sign that you're probably not in the right industry. So it seems like, you know, the people who are, who get these referrals or business through word of mouth and referrals, like, but they don't realize it's because they enjoy doing it and they talk about it with other people. And, you know, it's not like, don't ask me about my job. It sucks. Well, like, you'll never get referrals that way. So that's really something cool to hear.
[00:31:49] Speaker B: I heard something interesting too. We were doing. So we, our company partners with Schwab, they provide A lot of the infrastructure around, you know, where we open our accounts, place our trades, that sort of stuff. So we were doing, we've been doing this kind of like multi part workshop with them on just like your story and how you effectively communicate your story.
And one of the things they said was never tell people, like, how are you doing? Oh, I'm so busy. Like don't ever tell a client how busy you are, right? Because then they're going to think, well, I don't want to send a referral. This guy doesn't even have time for the workload he's already taking on. I'm like, sure, we're all busy, right?
[00:32:26] Speaker A: What do you say then when you
[00:32:28] Speaker B: say that to clients, you're telling them, don't send your friends my way. I don't have time for that. No.
[00:32:32] Speaker A: What do you say when someone has business? What's the first thing you say?
[00:32:37] Speaker C: It's slow. I need more.
[00:32:39] Speaker A: It's great.
[00:32:40] Speaker B: Like I was a loser.
And to Joe's point, like, I think if you really do love what you do and, and enjoy the work, like in an industry where people are very salesy and you're trying to separate and differentiate yourself from those people, it comes natural when you're having those conversations because it's like, oh, you have this problem. I was just talking to this person, here's how we helped him solve that problem. Like it really comes off authentic. And you, you know, you position yourself in the community as a, as a leader and a guider and someone that people can go to to help them when they, you know, encounter these problems or need help or advice.
[00:33:18] Speaker C: So plus it's non threatening and like if you position yourself as like a friendly resource and you're, you know, like, like if the conversation comes up and people just know like, oh, I know a guy that does this, he's in my bicycling club or whatever. Those things exist.
[00:33:33] Speaker A: I don't know. You know what I find interesting is that people think they know. Like I've been doing, I've been doing mortgages for 24 years and you know, I would get calls, questions from people who legitimately know me personally, right? Like whether I coach their kids or you know, we were volunteers together, whatever. And I'm like, so what do you do? You sell houses? Like, is that what you do? You sell? And I'm like, no. Like it's not what I do, but it's a perfect time for me to remind myself like if people don't know, that's on me. Right. Like that's on me, right? I gotta be, I gotta be that walking brand that says this is what I do for a living.
So that they know if they need something, if they have something, they have to a, they gotta know what it is you do and then they gotta know it's okay to approach you on it too.
But I think that most salespeople, especially when you're dealing with the general public, don't do a very good job of in a tasteful way, letting people know what they do for a living. I mean, you know, realtors used to wear that gold blazer or a name tag, but I don't know. I think it's a double edged sword
[00:34:43] Speaker C: though because if you're too all about it, then it's like obnoxious and you're like, I'm not. I don't want to tell him this because like, then I'm like, all I'm
[00:34:50] Speaker A: saying is I wear a money tie everywhere I go and I have percentage signs all over my shoes.
[00:34:57] Speaker B: I think it's important to remember, like sales is, it's really like a human business, right?
You have to know your stuff, right? Like I need to know about investments in estate planning and tax planning, you know, all that sort of stuff that goes into building a financial plan and helping someone manage their finances. But at the end of the day, like my job is managing humans and human emotions and needs and concerns and goals and wants and helping them take the resources they have and manage them.
[00:35:27] Speaker A: Like.
[00:35:27] Speaker B: But it starts with the person. It doesn't start with the product or the investment or the money. It starts with the person. You need to really know the person, understand.
And you like, you have to really care and give a damn to be able to do that.
[00:35:38] Speaker A: So you got to get them to sign on the line, which is done.
[00:35:44] Speaker C: ABC always be closing a B B
[00:35:50] Speaker B: or the rule of tens. Like you got to make 10, 10 calls for one person to pick up. And then for every 10 people that picks up, one will meet with you. And then for every 10 that meet with you, one will sign. So if you make 10,000 phone calls in a day, you'll, you'll sell 10 insurance policies. Like that's what I was told in mutual Obama on. It's like, man, that's a miserable way to grow a business.
[00:36:11] Speaker C: It's not wrong.
[00:36:12] Speaker A: Met sets and gets. Did you ever hear that one?
[00:36:15] Speaker B: What is that?
[00:36:16] Speaker A: Met sets and gets. They, they real estate coach that teaches, you know your, your Mets. How many people have you met today? How many appointments have you set today? And how many clients did you get today? Like, so there's that ratio of met sets and gets. And I'm a big fan of metrics. Like, I, Joe will tell you, like, I, I measure every aspect of my business, and it's not to dehumanize the effort, but to just make sure that, like, I think it's important to understand how many calls did I make today? How many agents did I reach out to?
Because what I do, I measure my activity against my results, and then I iterate on the activity, whether it's not enough, too little, too much of something that's not the right activity. Right? But I don't. My brain doesn't work. I won't know if I'm doing the right things unless I measure them. Some people, and Joe is like this, you realize, almost entirely on instinct when it comes to what he should do next, who he should call next. And I, I, I am a, I'm like, more of a structured process guy that I need to kind of make sure that I'm not, Not calling the person that I haven't spoken to in a while. Like, just today, I was like, you know what? I haven't spoken to this person in a while. You don't find a system that says, hey, I feel like I got lucky that I thought of her today. I got lucky that I thought that I thought of her today. Because otherwise, it could have been another two weeks before I called her. And then now it's six weeks since the last time I spoke to this referral partner. And that's too much time, you know?
So I'm a big metric.
[00:37:44] Speaker B: Luck is the junction of, like, opportunity. And do you know the quote I'm talking about?
[00:37:49] Speaker A: Yeah, opportunity, Right?
[00:37:53] Speaker B: So, like, the first job I got, I just happened to call this guy on the right day, right? He was planning to leave Morgan Stanley and start his company.
I'm this young guy. He needs somebody to help him grow the business. Like, if I didn't make that phone now, I got very lucky, but I still have to make that phone call. And I had to follow up on the opportunity. I mean, just the other day, you know, so a client of mine, his dad, like, comes up, he does all his own. You gotta see this guy's spreadsheets. It's crazy. I've never met, I always tell people, like, don't try to do it yourself with Excel spreadsheets. You're gonna miss stuff. Like, there's a reason that there's a whole industry around this. I Think this guy's like the one exception where his spreadsheets actually blow me away.
But he's like, my dad's got all these crazy ideas about estate planning. Like, will you meet with him and just talk with him? A lot of financial advisors probably wouldn't take that meeting, right? Like, what's in it for me? It's not a potential future client. Like, I'm not going to help somebody unless they're paying me. But I was like, sure, you know, of course I'm happy to meet with him and have a chat. So we meet, we talk about some of his ideas. I tell him, you know, where there are good ideas, where there are potential pitfalls, things he should be aware of in what he's trying to do.
You know, we have a couple conversations and then I call him, you know, a couple months ago and he tells me, you know, I had this, you know, medical scare. I'm simplifying my life, I'm moving closer to my kids. I don't want to do the finances anymore. Can we have a conversation about you being my financial advisor?
Boom, there you go. There's a, you know, and that goes back to like, anybody can be a potential client or customer for you. You just have to, you know, kind of care, stay in touch and, you know, be willing to do the work.
[00:39:31] Speaker A: Really, it's so intimidating, man. I gotta be honest, like, and I was intimidated when I first got in the mortgage business too, because you're dealing with the largest financial decision most people are going to make. And like, especially early on, you're like, am I right for this job? Am I giving good advice? Am I, you know, my, like there's probably better loan officers out there and all that other stuff. Like, I feel like that in your industry, Dan, is even, is amplified even more. And you know, coming into the business, you're going to deal with a little bit of the, you know, what do they call that? The, the imposter syndrome.
[00:39:59] Speaker B: Oh yeah.
[00:40:00] Speaker A: Do you remember a point in your career where you were like, where that switch where that you're like, holy, I am the right person. Like whether you, you were able to help a really wealthy client who was turned around and said, dude, I couldn't have done this without you, or something along those lines. Do you remember that ever happening?
[00:40:16] Speaker B: Yeah, I think the biggest moment for me and that is 100. I mean, imagine like a 23 year old kid just out of college and now people are coming with and you're structuring their retirement, like making sure they don't run out of money.
That's a. That's pretty heavy. And I definitely, definitely now I was working underneath somebody else.
So, you know, it was good to know that they kind of had their eyes over everything. But, you know, also, in retrospect, I don't know that they know what they're talking about, but that was definitely a big challenge I had to overcome. Like, I'm this kid. I'm telling these people how much money to save, where to put their money. Like, I've only been doing this for six months. Like, why should they listen to me?
I think one of the biggest moments for me was getting my CFP credentials because of the way that I learned through this apprenticeship for this guy was it was very piecemeal, right? Like, I learned initially just like the administrative side of things, the paperwork, the phone calls, the collecting data.
Then I started to get into analyzing investments, building portfolios, starting to make financial plans, like analyzing cash flow, all that sort of stuff. So, like, I learned it all very piecemeal, but it wasn't very structured. So it's just all these kind of concepts swimming around inside my brain. When I did the CFP program and learned everything in, like, that classroom setting, I think it really helped me compartmentalize everything and see the big picture of all the different avenues that I get to help clients in and how they all kind of work together.
And I think it was, you know, the first couple meetings after I had the CFP under my belt and had really gone through, you know, that. That program and that practice of like, you know what? I really actually, I do know what I'm talking about, and I am helping people.
And, you know, I used to meet when I was younger in my career with these, like, multimillionaires and think they probably know more about this than I do. Why the heck are they listening to me? But really feeling like that dynamic had switched and I really knew more about them and could really help them.
That was a big moment for me.
I still struggled, though, even after that at my previous job, because I never. I always had issues with, on the investment side of things, like just sticking people into a pre canned portfolio of mutual funds, whether you're in like a 6040 or a 7030 or an 8020 and just rebalancing quarterly and charging people 1% of their net worth to do that.
And to me it was like, are they really better off for having that investment strategy than if they were to just like, you know, pick a couple funds themselves?
And, you know, there are people who do it themselves that way.
But having joined bluebell, the we have a very different investment strategy. It's very labor intensive, which is why we have a whole separate investment team that just does that 24 7.
But now I feel like I truly, with my planning background and the company's investment strategy and their history, I'm in success with it, really. I feel like I can provide everything that I want to provide to really put my clients in a better position and improve their financial lives.
Whereas before I felt like, you know, I could give people good plans, I can do good advice, but I just, I felt like that element of it on the investment side was always lacking. Like, I feel like I'm really firing on, on all cylinders now with my new partnership with this frick.
[00:43:45] Speaker A: So, yeah, I mean, Chris, me and Joe were 21 years old and we were in the yellow page business, which doesn't sound like, but we're talking to people, business owners, you know, and when we say small business, we've talked to people who ran a $80,000 a year revenue detail shop to companies that were doing, you know, $10 million in revenue. Electricians that were massive, you know, companies, they're still considered small businesses, but like, these are legit businessmen. These are people doing it 30, 40 years.
And here we come in in our double breasted suits, because that was a thing then. And we're like, we're here to tell you how to advertise your business and we're going to ask you questions about how to build out your and ROI and what's your most profitable customer. And at first, yeah, dude, you definitely have that imposter syndrome. Like, they're like, you walk in and like, leave. You're like, that's a good idea. I'll just go.
But you got to fight through it, man, because, you know, you got to believe that you aren't bringing something to the table at all times. Yeah, you got to believe you're bringing something to the table. So.
All right, we are at my favorite spot, and that is we are going to circle back to our two truths and a lie. We tried to throw a couple things at you, Dan. I don't know if you noticed, trying to, trying to trip you up.
[00:45:03] Speaker B: See, you know what's funny was when you started, I was trying to be cognizant of it, and then I completely forgot.
I'm trying to think of what you could have thrown at me to get at my cat shelters, man.
[00:45:17] Speaker A: Okay, all right, Joe, let's revisit these.
[00:45:21] Speaker B: You should have Asked me what my wife did for a living for a hint there. But now I'm not going to tell you.
[00:45:25] Speaker A: Well, we'll find out.
[00:45:29] Speaker B: I think she has the coolest job in the world, so I'll tell you about it, but.
[00:45:31] Speaker A: All right.
[00:45:32] Speaker B: Yeah, good luck.
[00:45:33] Speaker A: All right, ready, Joe? So we got. Dan nursed 10 little kittens. He fed them from a saucer and. And from a nipple. And then he.
[00:45:44] Speaker C: He competed me.
[00:45:49] Speaker A: And then he competed in a World Cup.
I don't know what sport.
And then pose naked in front of the statue of David for a. An art or overseas study. Study abroad program.
[00:46:05] Speaker B: Studying abroad.
[00:46:06] Speaker A: I post naked abroad.
All right, Joe, walk through this, man. Talk us through. What are you thinking?
[00:46:13] Speaker C: Well, yeah, definitely the cat thing. That seems like we flushed that one out. So that's.
That one's true.
The vagueness of the World cup, like, I can. That. That. That could probably go many different ways. So we're just gonna leave that one alone for now.
Posing naked in front of the statue of David. So, like, I've seen. I've been there.
Security's, It's. It's always busy. So I don't know when you would have an opportunity to have it blocked off where you could pose naked in front of that statue. So I'm going to thankfully say that that one's the lie.
[00:46:58] Speaker A: I am going to say that if it is true.
Pictures or it didn't happen, you know, that's. That's. You know, I need to. I need to see pictures.
[00:47:07] Speaker C: It doesn't. Wait, hold on. Clarify. It has to be of that instant. He.
[00:47:12] Speaker A: Don't.
[00:47:12] Speaker C: Kenny's just trying to trick you into sending. You send a picture. Hey, don't. Don't fall.
[00:47:20] Speaker B: Got those pictures.
[00:47:21] Speaker A: David statue is. Is pretty. Pretty crazy. In all seriousness, like, I've been there. And. And. And it's.
[00:47:29] Speaker B: Do. Do you want to throw a guess, Ken, before I do that?
[00:47:31] Speaker A: Yeah, I'm gonna throw a guess out there. I'm gonna say I'm honestly. Because. Because I thought that was so outlandish that it had to be true. I'm gonna say you did pose naked in front of the Davis statue. I'm gonna say you did not in a World cup, even though I don't know what World cup, you know, would have been. That's going to be my guess. So. So which one is the lie?
[00:47:51] Speaker B: All right, so here we go. So the security is crazy. Nobody's posing. They can front of the actual David, but across the river, there is a replica of it.
[00:48:03] Speaker A: Oh, yeah. In that one across.
[00:48:05] Speaker B: On the other side of the hill, there's a hall, and it's an overlook of the rest of the city. And there's another version of the David there.
I did, on a dare, pose naked, wearing nothing but one sock in front of that David. And I can show you in the pictures to prove it.
[00:48:23] Speaker A: Was it a baby sock?
[00:48:26] Speaker B: It was a very, very tiny sock on a very cold day.
[00:48:30] Speaker A: Wow. So did people pretend to be drawing you? Was this, like, a setup?
[00:48:35] Speaker B: You know what's funny is we. We were waiting because it was me and my roommates from study abroad. And we were sitting there. We, like, had a bottle of wine and some bread and cheese, and we're just, like, hanging out, looking over the city as the sunset. And we finally found this moment where it was just us up there, there was nobody else there. And my roommates bet me I wouldn't do it. And I don't say no to any single bet. So I did it. There you go. I did it first in. My boxers are like. That doesn't count.
[00:49:00] Speaker C: No.
[00:49:01] Speaker B: So then I put a sock on, took my box.
He took the picture. I jumped down and threw my clothes back on. And five seconds later, a police car drove by.
[00:49:11] Speaker A: I thought you were gonna say a school of a bunch of school children.
[00:49:14] Speaker B: That probably would have been worse. So I think I was that close to ending up in Italian jail. But I do have the picture. Okay, the World cup story there. Have you heard of the Unity Cup?
[00:49:24] Speaker A: No.
[00:49:25] Speaker B: So Philadelphia, every summer does a mock World cup where all the residents of Philadelphia can represent.
So I didn't say competed in the World Cup. You said in a World Cup. And I. I recognize that I made this very difficult for you guys, but Philadelphia does. It's called the Unity cup. And again, it's promote unity. Bring people of all different backgrounds together, and they do a mock World Cup. And I think the year I did it, there were, like, 40 nations. It's super cool.
[00:49:53] Speaker C: Soccer.
[00:49:54] Speaker B: Yeah, soccer. So everyone represents their home country.
So fun story. I was playing in a, you know, a competitive soccer league in Philadelphia. And I was. I was playing in a game, and we have our names on our jerseys. And after the game's over, we're shaking hands with the other team. And this guy comes up to me, like, thick Israeli accent. He's like, ah, your name is Levinson. You're Jewish.
Like, yeah, I'm Jewish. Great. You come play with us.
So you recruited me, and I played for Team Israel for the Unity World Cup.
[00:50:26] Speaker A: You're saying no cats I've only raised
[00:50:29] Speaker B: six cats from bottle babies.
[00:50:30] Speaker A: Ah, I knew it. Sometimes. Sometimes the lie is not the fact. The whole. It's. It's a detail in.
And that is, I have raised six
[00:50:41] Speaker B: cats from this big. I almost corrected you. And I almost outed myself. They don't drink from saucers. They drink from syringes.
Yeah, so we. I had. I did one when I was in high school. We found a cat, Actually, my best friend's mom was a veterinarian. Somebody dropped this cat off, was found under a dumpster. It was like this big.
We raised that cat. And then. So my wife, she's a veterinarian.
She's a behavior. She does a lot of work with the shelters. So we were put on a foster list with the shelter in about, you know, four, probably four or five years. Maybe four years. A year after we bought the house four years ago, they gave us a call, and someone dropped off a box of kittens. There were five of them. Now, we were told that they could eat on their own, that none of them could eat on their own. And I remember, I said to my wife, I'm like, are these cats gonna be alive in the morning? She's like, I'm not sure. I stayed up every hour that night feeding each one of the five of them with a syringe.
And if you don't know this, baby cats can't go to the bathroom on their own.
In order to go to the bathroom, their mothers stimulate them by, you know, licking their little wieners.
So what you have to do when you're raising baby cats, because they will not go to the bathroom.
[00:51:52] Speaker A: And I would have to stop you there. We gotta go. It's been fun.
[00:51:57] Speaker B: You take a wet paper towel and you have to, you know, stimulate to make them pee on their own. So every two hours for two weeks, I was out feeding these cats.
[00:52:06] Speaker A: It was a reckless job.
[00:52:09] Speaker B: It was a great preparation for fatherhood. I have to say that.
[00:52:12] Speaker C: That's not what you do with babies, bro.
[00:52:15] Speaker B: The getting up every two hours.
I got both of you in my true treats.
[00:52:25] Speaker C: Wow.
[00:52:26] Speaker A: You stimulated baby cat genitals. All right, I didn't know that was going to be one of the things.
[00:52:32] Speaker B: Well, that's how you keep them alive.
[00:52:36] Speaker A: So your wife is a veterinarian.
Professional doing it. But he's like, no, no, no, I got this.
[00:52:49] Speaker B: She's a dog person. I'm a cat person. So I got that joke.
[00:52:53] Speaker A: That is great.
[00:52:54] Speaker C: Those cats lied to you.
[00:52:56] Speaker A: That's not true, actually. His wife probably put him up to him as a dare.
[00:53:05] Speaker B: I hope this is true. I hope I'm not gonna come on your podcast.
[00:53:12] Speaker C: And baby, baby, kittens can absolutely pee without being. Being molested.
[00:53:18] Speaker A: What's your wife's thing, Dan? I gotta talk to her.
[00:53:21] Speaker B: You want me to see if I can find the photo?
[00:53:25] Speaker A: Which one?
[00:53:26] Speaker B: The Michelangelo's David?
Or would you rather I send that to you separately?
[00:53:32] Speaker A: Send it to Joe.
[00:53:34] Speaker C: I trust you, man. I trust you, all right?
[00:53:38] Speaker B: Because I know there's a picture of it somewhere.
[00:53:42] Speaker C: It's funny that cats can't pee on there with him. Yeah, my buddy told me the same thing in Italy.
We got a lot of wine and cheese first, so. But I got.
He dared me.
[00:53:57] Speaker A: That was awesome, man.
[00:53:59] Speaker B: I don't say no to a lot of dares.
[00:54:03] Speaker A: All right, well, listen, this was fun. I appreciate your insights, and.
And I thought we had a good, good conversation. Definitely.
Definitely one of the funnier conversations.
[00:54:14] Speaker B: You learned a lot about me today, huh?
[00:54:16] Speaker A: Yeah, absolutely. I'm excited.
[00:54:18] Speaker B: I'm gonna frantically go Google that thing about the cats now and make sure I'm right.
Otherwise, my wife just pulled off the best of all time.
[00:54:27] Speaker C: You can just go down to the strip club where the cats are working right now and ask them.
[00:54:36] Speaker B: No, seriously, guys, I had a lot of fun doing this.
I hope it was good. Interesting conversation and, yeah, maybe. Hopefully, we can do it again sometime.
[00:54:45] Speaker A: Awesome, man. Well, I appreciate hanging out with us. We will. We'll catch up again soon. One of these days, Joe's in California, but maybe we'll. Let's set up a time and get together again.
[00:54:55] Speaker B: And I got to tell you, my college Two truths in a lie. Once we.
[00:54:59] Speaker A: I'll end it here.
So long, everybody.
