Good morning There's this little paragraph here about how awesome Arlene is, but I just want to say how awesome Arlene is Excited to welcome Arlene if you have not already met her, please find her. She is absolutely incredible Please go introduce yourself and spend five minutes with her for those of us already know her We know what we're up for. This is gonna be a treat. I will read the official Let's see. Welcome to day two of the NAFTA spring 2023 national conference It is my pleasure to introduce to you the first breakout speaker of the day Arlene Moss Arlene has been coaching fee-only planners since 2004 as Executive business coach at XY planning Network Arlene helps financial advisors get over being overwhelmed and take on their frustrations So their businesses soar Please help me in welcoming the one and only Arlene Moss Okay, Danica you are a gift I definitely do not deserve oh my gracious golly wolly Okay. Well, she said that so we're gonna just get cracking here I'm used to doing my own intros which tells you what a you know, what a lowly player I am in this space And so I'm still ready to be like hi. I'm Arlene Anyway, I hi I'm Arlene we got some social stuff up there. She's absolutely right connect with me later I if you're if you're an XY member, please tell me Because there's 1,700 of you people and I can't keep track of you all anymore. It's so sad I used to know you by name. Hi, you're so and so you have this many clients. Well, I don't anymore So so come up be friendly Quick the rules were side to learning objectives BAM. Here's where we're headed You need to understand why to have a repeatable annual practice management checklist Workflow something. Okay, the the big thing I want you to take away I'm not gonna read all these because I'm assuming everybody here knows how to read but the big thing That I see over and over and over again is you're super client focused. Yes. I heart clients They're the best focus on them and then you sprinkle in much akin to the big rock and the sand Analogy you sprinkle in practice management and today the challenge is to quit sprinkling and make practice management be one of those big rocks in your life, so I Didn't have to introduce myself. There. I am with my crappy new headshot. Boom skipping that one because I hate it It's better I've had like I got mediocre at our conference last year then I got a little bit better and Part of me is like, oh sweetie You're old. That's what you look like So we're gonna just get past that okay, here's the dealio I saw lots of computers come in I saw lots of tablets I am so stoked because you need them out. This is not a Just listen and scribble notes kind of a session This is a you're gonna work with your new best friend that sits next to you session. There are downloads for you Bitly so BIT.ly. I don't know if y'all are familiar with that, but it's that fun little short short link maker Napa 2023 because I'm nothing if not creative in there. You're gonna find a copy of the slides That's not important right now because they're here but an annual checklist a monthly breakdown We're gonna go through these three things and then a little workflow documenter Spoiler alert those last two are super simple one's a spreadsheet and one's a fillable PDF so If you are a person sitting there thinking I wanted to be really immersed and mindful and I don't have anything except for the free pen and the tablet that was at The water station at the back. That's cool You're gonna be okay Because like I said, you're about to make best friends with your person next to you that probably did bring a laptop. So Let's get cracking. Here's where we're going. Okay. I know I had to do the learning objectives, but I like to do my own So we're gonna head through the concepts why I gotta convince you why you want to do this Like you came in the room. Yay, so you're kind of convinced, but now I got to convince you a little bit more We're gonna go into a brainstorming breakout about what your annual practice management Workflow is gonna look like I have an idea. I have suggestions I have all the cool things in that but you got to make it your own, you know your business. I don't know your business Then we're gonna map it to your year Okay, because well, I'll tell you why we got to do that because people people kind of suck at it when they do it on Their own just willy-nilly. So we're gonna be a little more intentional Then I'm gonna talk to you about this workflow document a documenter Note a final breakout. I love how I put an exclamation point. Like I was so excited about it. Yeah, guess what? It's optional We're gonna see how we're doing time wise because you might have noticed I'm a chatterer We're also gonna kind of see how you're doing with questions and stuff because the other part is more important to me The workflow documenter if I can just introduce it to you I can give it to you as homework Okay My goal is 10 minutes Q&A at the end Fingers crossed if I actually back up and quit trying to come forward to you and join you I might actually be able to keep track of time. But as you can see I keep edging forward So let's get going quick intro to the tools. You're about to see XYPN created an annual practice management checklist. I Have worked with a lot of planners and and they may come from another business They may be career changers starting from scratch a lot of different things and they're always like I don't even know All the things I should be doing so we sat down and we pulled everything together the whole team worked on this I would love to say it was just me, but that would be a lie But it's got weekly stuff. It's got monthly Quarterly actually might not have monthly. It might just have weekly quarterly annually. Don't quote me. I haven't looked at it in a while But the idea is we're suggesting hey you need to do this at least once a year I think you should do this thing weekly in our first breakout You're gonna get to play with that because I am NOT the law of the land. I am the Suggester of the land. So that's the first toy you're gonna play with this next thing is the monthly breakdown Like I said, it's just an Excel spreadsheet. It's not fancy I'm going to talk to you a little bit more about why I make a real Push on having a separate document for this. Okay, we'll go into that in a second But it's just kind of you're just breaking stuff down. Boom. Boom. Boom You're gonna have one for each month super simple One thing we're not working on today that I have to give you as homework has try as I might You're all just way too individual is your weekly Calendar there are weekly things and I want you making appointments with yourself and I want you to keep those appointments Okay, this is just a very basic and frankly somewhat flawed example from Google I love that this fake person goes to the gym every day Goals, right But the thing a couple of things I do want to point out that I want you to grab here quick email check-in I am a huge believer in a timer or a I'm Clocking in at 8. Okay 830 email gets closed Got to do some more stuff because it'll just suck your life away and all sudden everyone time time for lunch in the gym I'm done with email and we don't want that. Okay, so I put that in the calendar I have been known to set an alarm on my watch because I am oh man, I can just go into email But a couple other things I threw in one-on-ones Please please for the love of God and all that is holy in the universe have weekly one-on-ones with your teammates Do not wait until things are bad Do not get in a habit of like well, you only really talk to me about my work when you're criticizing it No, okay. I know this isn't a hiring or an HR thing. So I'll pull myself back in Couple other things and a day email, but you get the gist make appointments with yourself. Keep the appointments with yourself. That's what I want The documenter we're also gonna pop into again really briefly because spoiler It's also it's just a fillable PDF and you could do it in a Word doc But here's the kicker takeaway. I want you to have I like the documentation stage because time and time and time again People get a technology and they're like look at my solution I will now go seek the problem that it will solve and they don't have the problem yet I want you to know the problem. I want you to think Document talk to your team if you have one document it standard operating procedures then What is the technology that will work well with this? I tried to make this tech agnostic Oh fun fact when you download slides if you download slides There are some bonus slides that I did for a presentation to XYPN members that are a little More tech focus because we have a tech stack that our members use But if you're a Wealthbox user, it might be handy to you It just has a couple steps on like how to really get in there, but I didn't want to include those today Just want you to know they're there Okie-dokie, we're going into a breakout which is great because my first chance to check and see if I'm actually on time We're gonna take about eight minutes. Okay, I know it's not 10, but I could never get this bad boy into an hour So you get eight We're gonna just turn to a person next to you behind you I find that you know a pair is fine If you're an introvert and you're like, please don't make me talk to a person I can I can live with that What I want you to do is open up the checklist. Okay, don't cheat and go ahead. We're just on checklist You can open that up and you're gonna review. Oh, yes, ma'am Oh, oh I should have put that on this slide. Oh, wow. Okay, that's way back yonder in that dirt Okay, there we go Napa case-sensitive. I did not test that I should have made to Because I hate case-sensitive links. I Think you can also do bitly.com but don't quote me on that Okay, we are a little few thumbs up a little happy faces. Are we are we golden? Okay, I got enough thumbs. Yeah, you're good. You're good. Okay, we're To break out time. Bah bah bah. I just want you to review this Okay, I want in the reason I have you do this with a friend is so that you can share ideas, you know Like oh, yeah, I noticed she forgot this or in my practice we do blah blah blah So that's it You're gonna take eight minutes to run through it and then just scribble some little notes on what might be the best time of year for you to do certain things if You have something that's I I want you to do every week and you're like girl I'm doing that twice a month and you are not the boss of me make a note Okay, if you've got something where you're like quarterly I get nervous if I lose track of that and you want to add it to monthly all the best I will tell you that I did get in trouble earlier this year when I did breakouts because we didn't use our indoor voices So, I don't know how thick these walls the walls at that conference were paper So use your indoor voices. I'm gonna set my little timer any questions Before I send you off. I'm in a mill Danica No, oh it's so fast at my house It works so well when I practice it with the cats oh my goodness, I Don't here's a fun fact. I sent stuff for them to upload to the app, but I'm not sure if they did It might be in the app as well Okay, I'm gonna go back For the sake of This is not the whole thing I Technology fail man, but this is this is a little bit. Yeah any other questions before I set my timer Okay, go team eight minutes Okay, you're back yay, I'm sorry I would have given you a two-minute warning, but I got deep in conversation over yonder and I didn't so surprise suckers are done Okay, how did that go I need some feedback from you questions or comments With where we were in our firms and what our firms did so that we could understand each other's roles Okay, so feedback on presentation arrangement duly noted that's awesome I'm glad you were feeling empowered enough to do that. I love that. I'm adding it in I'm gonna I'm gonna do that So yes, yes A person has a business similar to yours. Yes I love it. I love it. So you're so you're the she's not the boss of me duo nice also Also duly noted You know, it's interesting. Yeah, I got I did get one question about the frequency, you know the cadence like you've got this down monthly I try to do it weekly. I'm like, yeah, but do you and she's like, oh, no, I definitely don't and And so I will tell you the reason we put in this happen to be compliance. I'm sorry that I'm picking on you, but what I found is people will start out their firm and like I'm gonna do compliance weekly because I'm awesome and smart RA is the best and then they put it off and they put it off and they put it off and Then they put it off and they put it off and they put it off and it's all of a sudden been three months And they're like, oh god So much And as I'm like, you know, how about we'd be realistic and put it down for monthly, but it's real It's really got to happen monthly. So You get to say I'm not the boss of you. That is the joy And also, yeah, your firms are different. I was afraid you were gonna say like, okay maybe you should take some time for us to introduce ourselves and divide up by style of practice and Longevity in the business and I'd be like, I only got an hour my dude. So Any other any other questions or or insights? I'm I love learning how to make this better Was that a hand up or is that? I'm so sorry But I couldn't quite tell Attention I can say So Vanessa here works for a large firm and I can see some of the benefits after like, oh, yeah We do this and we do this and I'm like, yeah I never get around to any of that stuff and I know I really need to so But you're right here in the front row and you're gonna build a workflow. That's gonna remind you to do it. And Yes. Okay. Sorry We just met you're never gonna sit in the front in one of my sessions again. I feel like I saw a hand There we go That we have between our firms and Eric here shared just you know in conversation We shared some really great tips, but about how to streamline some of the commoditized Services that we provide clients to be more efficient so that we can spend time with them to make sure that on the behavioral side Stuff that's hard to pack into a calendar. We have room and white space for Here Yeah, so what I heard as you came to my practice management session and you still talked about flipping clients No, that is It's absolutely beautiful because that is part of that's part of why I want to make this the rock you know, I talked about the big rocks the whole jar with the sand thing because You know, I want I want you to be able to focus on the things you want to focus on at the time and yes That efficiency that's a different presentation that they didn't pick Okay, so let's keep rolling here. Okay, the next step is Where we pull out my oh so fancy spreadsheet. Yeah fun fact You do not have to use that what I want to encourage you to do is You create some Visual representation of the year if you want to scribble it on your notepad That's absolutely fine. But the the worst option is people like well, I'm just gonna use the checklist I'm gonna jot down what month I want to do everything okay, there's a reason for this step because I Have run into a silly number of people who do all of their quarterly actions in the same month If it's quarterly I do it in January if it's quarterly I do it in April and then those every three months you're drowning And I don't must be some kind of human nature weirdness that we're trained with. I don't know But I want you to break those out So that's why I want you to take a piece of paper draw 12 squares on it use the spreadsheet But I want you breaking things out Okay, because and you can just look at it visually and say aha I had 20 things in January Wow, that's not gonna be pleasant for me and I have nothing in August What the heck so we're gonna go through this exercise in a sec, but I need you to do it in a particular order because I said so I Should have a better reason than that But I want you to start with time off and I do and I do have a better reason because many of you Especially those of you who are in the trenches getting launched starting up you, you know, it's a badge of honor I started my firm two years ago, and I haven't taken a day off. Well, your life is crappy. I'm sorry So I want you to take time off. It is so important to recharge Okay, and if you are if you are out there quietly thinking I'm I'm four months in and she does not know my life Trust me. I do know your life. I also know your brain is super duper tired Okay, take one day off a week like just even if it's only one for goodness sake take some down time But I want you to plan though, you know kind of think about not like oh, okay on the 12th of February I'm gonna leave and go skiing and we're gonna get back at 4 on the 20th I don't need that kind of detail if you're planning vacations like that. Yeah you I'm not that good But what I do want to know is yeah, I ski every February Maybe early March, but I want to jot that down. I'm taking a ski trip. I know I'm going on a bike trip in August I'm gonna jot that down. I don't know where I'm going. I don't know exactly but I'm going okay That's the kind of stuff I want in that and I want it first. Okay, so don't no cheating I want it first. Then, this is the time when I am going to let us talk about clients, because we love them. Our revenue is the best. So, when are you working with them? If you're someone who's got kind of a focus framework, or a surge, or whatever you want to call it, that's great. But make a note of it, okay? Because we're not doing a lot of practice management during a client search. And I've talked to a lot of people who feel bad. We'll get on coaching calls, and I know it's surge time. I've got it in my notes. And they'll be like, I haven't gotten anything done. I'm surviving the surge. And I'm like, yeah, of course you haven't gotten anything done, because you're surviving the surge. And this is brainstorming time. This is sounding board time. This is not tell me all the cool stuff you did time on our coaching call. So, I want you planning for that, okay? And I know those look a lot different for different folks. And some folks are like, surge, shmerge. I don't want to do that. I don't like that life. And that's great. Absolutely great. Last thing, just what's happening in your life that you need to pay attention to. Are you, you know, about to go out on family leave? Well, that's a whole practice management conundrum that you've got to work on and plan for. Are you a tax person? Are you doing taxes for your folks? That's busy. Getting a lot of practice management stuff done in March, aren't you? Yeah. So, make sure you pay attention to that. Oh, low work hours. I almost missed that one. I work with a lot of younger planners. That's the XY situation. And a lot of folks love to work fewer hours in the summer, because their little kidlets are scampering around. I love that for you. I want that for you, okay? If you saw my T-shirt yesterday, it was like, helping you do your best life, or some such slogan. And I don't remember it. That's why I'm not on the sales team. But anywho, point is, I empower you to do your thing. If you have, you know, high holy days, man, take those bad boys off. That's fine. Do what you need to do, but get it in here. Okie dokie. It's break time again. Use the notes you made before. If you, just please, please, please do it in 12 things. Because I want you to have that visual concept of how much you're putting in each month, and does it really fit the time you're going to have, and the brain space you're going to have. Really, that is a visual part that is important. Okay? We're going to, again, do eight minutes. We were on track, so that's good. And I think that's all I have to say. Questions? I know you were having trouble downloading the other thing. This is a spreadsheet, so I hope it's quicker to download. But also, it's way less important, because I think we all know the months of the year. If you don't, please discreetly ask me. I'm happy to share that information with you, but there's 12 of them. Just, spoiler. Any questions? Oh my gosh, you're so quiet. Okay, go. Okie doke, welcome back. I walked around a bit, got some good questions, saw some adorable grids with the appropriate number of months. I'm very excited. Any questions as you try to map it out and actually assign all the things to a spot? None? Okay, I'm not sure if that's good or bad. We're going to assume it's good, and I'm awesome, because that's how I roll. Okay, we're doing great on time. Okay, so this makes me really happy, because I never did great on time when I practiced. I won't even lie to you. So here is the next stage. We need to turn this into a workflow, but we don't just leap into it, okay? I don't want you to go from your adorable handwritten grid straight to Hubley or Redtail or whatever. I want you to work on it and think it through. Talk to your team. See how it feels, and then I want you to document it. A standard operating procedure manual, you know, something that's got all this stuff written down. If you're one of my fun little friends out there thinking I've got it all in my head and I'm super awesome, you are. I mean, like, yay, I love that memory, because I sure don't have it. But what if you get hit by the proverbial beer truck, you know? Like, it inhibits your ability to grow. It inhibits your ability to hand off work. And even if you're a solo and you're going to be a solo forever, but you want to have, you know, a paraplaner, an admin, somebody to take a little off your plate, start working on this, okay? Start getting it out of your head. And frankly, even if you are a solo and you're never going to hire anybody and you're just you, any of you, I want this out of your brain, because it's not that important. It's not that fun, okay? Let's leave the gray matter for the cool, complex planning stuff we've got to do. Let's leave the gray matter for the creative content we want to put out to the world. Please don't use your gray matter to remember compliance. Sorry, Shelby. No shame. Yay, I heart compliance. But I just want you to be using, you know, highest and best use. I don't know who came up with that. I can't remember. But yay them, because that's what I want you doing. So this is, if you download it, here's the fun thing. If you open it in Google, it's garbage. So I love Google, but they don't open it well. So I always open it in an Adobe extension. Sorry, I couldn't think of the word. So if you open it and it is not a fillable PDF, then keep opening it. Open it in something else. It took me a while to learn that. I was like, this is stupid. This is just a PDF of, like, nothing. Who created this stupid thing? And then I figured it out, and I was a little more excited. But also, fun fact, you can do this in a Word doc. It doesn't have to be a fillable PDF. We created that because it was easier for people to duplicate, replicate, et cetera. So do what you want. But then once you've got it documented and you've talked to your team, as you're doing it, oh, one recommendation. Step assigned to. Especially my solo friends or my small firm friends, but also really anybody. I don't know why I said that. Put the position, the job position. Even if you're solo and, like, you're your paraplanner and you're your admin and you're your lead advisor and do all the things, please put a position in there. And I say that because that's going to set you up for easier transition and rearrangement, okay? You've got a paraplanner, you're on a team, and you've got a paraplanner that's great, and Sarah is crushing it. And you put Sarah. And then, yeah, what happened to Sarah? Sarah passed her CFP and got promoted. What? Associate advisor, congratulations, Sarah. And now you've got to go to all your workflows. You're like, oh, crap. Now it's Steve. Don't do that, please. Just paraplanner, okay? You'll find, and I don't know all the technologies on this adorable slide, but I definitely know in Hubley it makes it super easy to just be like, boop, assign that to associate advisor, assign that to paraplanner, whatever. I assume the others will like that. They better be. If not, just switch to Hubley. There. There's myself from the stage. You're welcome. Anyhoo, I did try to make this tech agnostic. I want to mention, I mentioned in the beginning, and I know I had a couple people come in after that, but there are some super secret bonus slides, if you download the PDF, that deal with just Waltbox, because I made those for X, Y members for a different presentation. So what I'd love to have you do, oh, I don't want to go to that yet. What I'd love to have you do is play with this. We are not going to document this whole workflow, okay? That's not going to be happening. There's not enough time. But I do want you to take a few minutes to play with one and just kind of get it under your belt, like, yeah, I know how to write this up. And I'm a little conflicted with this one, because I know people who are like, this is the dumb part, Arlene. You're not ending on a high note. But I also know lots of people I've worked with who are like, what do I do? How do I write it down? And I'm not going to ask for a show of hands on which side of that you are, okay? So we're going to just take, this is going to be a shorty. I just want to take, I don't know, four minutes. Where am I on time? Yeah, yeah. I'm going to just give you like three or four minutes to just play and write it down. Really just give me some eye contact if you're struggling. Otherwise, just you're getting ahead on your homework. But I want to pause. Questions on where we're headed here. Feeling like we get where we're going? I have a question. Yay. When you're doing your workflow, are you doing it for a month? Are you doing it for a quarter? Are you doing it annually? You are a gift. See, notice how I walked away from my notes? Yeah, that's back there. Oh, my God, thank you. Thank you, because that's important. What you're doing, your big picture is you are going to create a workflow for the year. But what you're going to find is your description might kick off another workflow. And that's okay. This is like the big mama bear workflow that you want to be able to use every year. And I had someone in the back ask, like, how often do I reevaluate this? And there's a couple answers to that. We're going to build this big year framework. It's the kicker off of the other smaller workflows. And every year, it's going to be like, ta-da, it's a new year. And when I say every, I don't mean you're coming into the office January 2nd and doing this. If your new year is, you know, May 12th, I don't care. I actually don't. Is that today? I don't know why. I think I picked that because it's today. That was very simple, but I didn't mean to do that. Anywho, I don't care when your day one is. But what I do care is it gets kicked off, and you look at it, and you adjust a little bit for each year, and then off it goes. Bless you. I was going to miss that, and that was important. So, thank you so much. Anything else? Yeah, Jamie. What is the value of making this as a workflow versus having tasks for some of these things? It's just a way of kicking it off every year so that you are just kicking it off once a year, and then it's going to be the workflow that then reminds you and does all the things, those tasks were going to be. And the tasks can be recurring. Right. You could go and create every single thing. So, honestly, if you're doing that, I mean, in my mind, having the one workflow to kick off that's going to know to create tasks and create reminders and whatnot seems more efficient. But if you already got a lot of those tasks in, and you're like, yeah, I already have this task, and it reminds me every month, I'm fine, you get to be fine. Right. Let me make that abundantly clear, is that if you're in this room, and I just talked to this gentleman in the back, and he's like, we're doing a lot of this, but here's my question. Hey, yay you. Consider this an hour of affirmation. You know. So it's absolutely, I do not want anybody to come in this room and be like, well, I have to suck to be allowed an Arlene session. Like, that's not how we roll. Okay. So thank you, Jamie. I appreciate that. Oh, great. Oh, no way. Dang it. I used my three minutes for practice. Okay. I'm still going to give you three minutes, and then we're going to get to Q&A. What a lovely assistant you are. You are so helpful to me. Thank you. Okay. So much for how, like, we're doing great on time. Okay. Three minutes. Go. I will wander as per, and then we'll come back for a couple of closing questions. Okie dokie, friends. We've got about six minutes for questions. My final note is please, please, please do this. Okay. Take it back. Get it into your CRM, your practice management software, whatever it is. Use the contact information I'm giving you for good. Reach out to me if you have questions. Not a ton of you picked my brain as I wandered around, so I'm hoping that means it's perfect and golden, but please reach out to me. I love to talk about this stuff. So questions. We've got six fun-filled minutes. So any questions or comments? Danika is going to be wandering about with a microphone, so we can record those. David? I'm going to ask a loaded question because I want to start a fight. I love that you're here. Super happy to see you this morning. What's up? What's your opinion of the whole surge meeting concept? Oh, my God. You owe me a drink. Okay. I actually do have an opinion, and I'm not afraid to share it. I think done well, they can be beautiful. Me, personally, I would do a really loosey-goosey version because that's me. I couldn't do the – somebody quoted me yesterday. I don't know who it is. I do seven meetings a day, five days a week during the surge, and I was like, I take Xanax. Have a nice day. It just sounded like hell on earth to me, but it didn't to this person, and that's my big take. I did a bunch of reaching out to members on their versions when I did a session on this earlier webinar, and it was lovely to see. Some do – like I do a six-week surge. Some are like, I don't want to do a surge, but I have a week every month that I don't do client meetings because I want that break. One of our guys is the primary – the on-call parent. For those of you that have children, you might know that depending on your job, one person is getting the phone call. Some of you are lucky enough to share. I was in a happy take turns family, but anyhoo, he's not. He's primary on-call. So he does client meetings, no client meetings. Client meetings, one-week surge, if you will. He always has a week buffer through his whole life, and he was funny because he's like, I do 12-week surges four times a year, and I'm like, oh, pumpkin, that's just the year. Like, what happened? But I love it. It fits his life. Kid gets sick, all you're doing is bumping things a week. So, wow, if people are going to think I planted you, because I do love to talk about this. I do love – I love the way you framed it, and I love that it is because the world, it's a loaded question. But anyway, so yeah, you do you is my super lame answer. Was that good? Did I answer your question, sir? You did very well, and I hope I did not display my bias, but I figured it would be an interesting topic. You did. I love you for it. I just want to say I get bonus points. Like, I need like an actual financial bonus from XY for not saying the words that are actually in my head, because I do have a snarky thing I tend to say when people use the word surge, but I'm going to really try not to. I'll buy you a drink later, because I want to hear it. Okay. We are – oh, oh, three more minutes. Yay. Maybe one or two more questions? Okay. You know what? My cat's asking me more questions than this. Oh, and I practice. Do you guys ever do that when you're going to do a session and you've got to practice, like, any questions? And then you like imagine, I bet someone will ask me this. Oh, my gosh. I practice on events. Well, what's funny is you've done – I think you've also done better questions in the middle than I do when I practice. I do skip over that part. When I come back in my mind, I'm like, okay, it's an eight-minute breakout, three minutes, okay, boom. I have 11 minutes that have gone by, blah, blah, blah, blah. So I think that's where my mistake was is you guys – you got me ahead of time. This may be a question that you opt to pass on. But it was – just checking in on software as far as both CRM and scheduling if you have any leanings or preferences, and especially scheduling if there's more than one person involved in the firm. Ooh. Very tricky. Okay. And if anybody knows that, please tell me. I was going to say, that's a good crowd source. I think – and a really heavy emphasis on this. I know I've heard Acuity does do the multi-team approach because I've seen that on forums and whatnot. I've never used Acuity, so I can't speak from experience. Awesome. I think – oh, okay, it is awesome. It's official. Okay. So, yeah, I've read good things in forums for when – yeah, when you're trying to coordinate multiple planners or paraplan or blah, blah, blah. Yeah, really important stuff. I'm shocked that Calendly doesn't have that, which makes me think maybe they do and I haven't been paying attention to features because I don't need it. There we go. Yay, Calendly. Okay. I am a Calendly fan, but only by virtue of – that's what I've used a lot. I'm not going to go out and be like, oh, yeah, it's so much better. There's a lot out there. But I love that you're coming at it from a, hey, this is the pain point. Remember, we don't find the solution and then go look for the problem. We start with the problem. Yay, you. Gold star. Oh, good catch. Yep, yep. If it's included, you're another one that looks like I planted you to remind me of crap, I want to say. Yeah, when you're out there and you've got a problem and you're looking for the solution, make sure you're using your technology to its fullest. Okay. You don't have to go find a new toy. Use what you have and make sure you're using it well. I feel like there was a second part of that besides the scheduling. Was there another part? What's the best CRM in the world? Okay. My paycheck says Wealthbox. Yeah, please make a note. Oh, golly, Wally, I don't know. Everybody seems to have a love-hate relationship. I have yet to meet anybody who's like, oh, my God, Accelerate. It's the greatest thing ever. But there's always parts. I feel like there was something in my notes. Okay, horrible. Don't anybody watch this part because it's really bad that I have to go back. I feel like there was something in here that I wanted to make sure I didn't forget. No, I didn't. I remembered everything. Okay. When we were on the little break, I looked at it. I was like, make sure you say such and such. Anything else? You have no minutes left. No, there are no questions. I'm 21 after. I'm sorry. I thought it was a little bit earlier. Thank you so much for being here.

practice management workflow

financial advisors

efficiency

consistency

visual representation

CRM

scheduling software