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Speaker 1:

This is the Ultimate Advisor Podcast. The podcast for financial advisors who want to create a thriving, successful, and scalable practice. Each week we'll uncover the ways that you can improve your referrals, your team, your marketing, and your business operations. Helping you to level up your advising practice, bring in more assets, and create the advising practice that you've dreamed of. You'll be joined by your hosts, Bryan Sweet, who has more than half a billion dollars in assets under management. Brittany Anderson, the driving force for advisors looking to hire, improve their operations and company culture. And Draye Redford who can help you systematize and automate your practice's marketing to effortlessly attract new clients. So what do you say? Let's jump into another amazing episode of the Ultimate Advisor Podcast.

Bryan Sweet:

Welcome to the Ultimate Advisor Podcast. I'm Brian Sweet. And I'm really excited today, because our guest is the Don Connelly. Now for those of you that might not know Don, Don is probably the nation's most successful speaker, motivator and mentor to those of us in the financial services industry. And it's been an absolute pleasure of mine to get to spend a fair amount of time with Don this year, because he spoke at one of our conferences, The Elite Wealth Advisor Symposium. And Don actually closed that out for us this year to a standing ovation. So I'm just absolutely thrilled to have you here today. And got a couple of questions for you Don, and just looking for your insight. You've been in the business for 40 plus years.

Bryan Sweet:

One of the things that I have found so interesting is you also have, I think you call it the Don Connelly 24/7 which is a little bit of a learning center. And you send us little emails every probably a couple of times a week. And just the basic reminders on selling and how to treat clients is so impactful to me. So we'll kind of get into that as we go. So thanks for being here, Don.

Don Connelly:

Absolutely. Thank you, Bryan.

Bryan Sweet:

So a couple of quick things to chat about today. Since you're kind of the guru on some of these, at least in my opinion. When you think about building client relationships, what does that mean to you?

Don Connelly:

Well, I think it's just like any relationship, it's got to be built on trust. Certainly authenticity. Do you even [inaudible 00:02:44] back into this thing. I found over the years if a person's going to open an account with an advisor, three things have to happen. They have to like the advisor. I'm sure you'll agree with that. They have to trust the advisor. And certainly the advisor has to be smart and provide the right recommendations. So it really doesn't matter if you're a rookie or a veteran or shorter, it doesn't make any difference. Once people like us and trust us, we're good to go. If they trust somebody ... If they'd like us, Bryan, and don't trust us, they're not going to do business with us. If they trust us but don't like us, they're not going to do business with us. So I think first of all, number one, I think we've got to be likable and trustworthy. That comes to mind with client relationships.

Don Connelly:

The other thing is, I think we got to create so much value ... Our clients really become impervious to the competition. To the whole zero commission thing, to all the shiny objects out there, they are oblivious to that. I read an article by Jeffrey James, he's a great writer for Forbes, a couple of years ago. And he gave a two sentence marketing message, not an elevator pitch. It's not a value prop. It's a marketing presentation really. But I think this really focuses on the value we bring to the relationship. And he said, "The first sentence to complete is this. Two sentences. Fill out these two sentences and you win." Sentence number one, people hire us or me, my firm, [inaudible 00:03:57], whatever it is because ... And we fill in the blank. And the blank is whatever is we do. It might be wealth accumulation, wealth transfer, whatever. Family planning, whatever it is we do.

Don Connelly:

That's why people hire us. It's the second sentence, Byan, that separates the elite advisors from everybody else. Second sentence is, "They hire us rather than the competition, because ... " And what is the one thing? All I need is one thing. If I'm going to do business with Bryan Sweet. Just one thing that I really would cherish but I can't get from the competition. And if you could fill that sentence out, that to me is a great relationship. You're getting me something I cherish I can't get from somebody else. So [inaudible 00:04:34] in a relationship with a marriage. It's something you can't get. It's priceless and somewhere else.

Brian Sweet:

Yeah. That's exceptional, Don. I think a lot of times advisors lose that thought process and they think it's products, or the best asset allocation. And I would tell you, and I think you'd agree, it's obviously those kinds of things that really matter.

Don Connelly:

Well, if you think about it, Brian, there were 350,000 advisors in the States. We're all selling the same products. Well, they got to come with ... Morgan Stanley might call it one thing. Raymond James calls it something else. It's the same product. We're selling at the same price to the same people with the same results. And we're caught in the sea of sameness. And it's hard to distinguish one from the other. And so [inaudible 00:05:21] separates Brian Sweet from everybody else in your town is your service model, if you think about it. There's nothing you sell so unique I can't get somewhere else in your town. So that's going to make me attracted to you. Probably among the other things, it's your service model. Ed Brown wrote a book a couple of years ago. It was a great book [inaudible 00:05:39] client service.

Don Connelly:

And he had a great analogy. He said, well, let's assume you want to get your car serviced. So you call and they're very polite on the phone. And they say, "Yeah, we can get you in. Come on in tomorrow morning at nine o'clock." Great. So 10 minutes to 9:00 tomorrow you're there early. You're in line. Slight wait. Nine o'clock you're in. Dealership's immaculate. The guy's well dressed. They take your car, and say, "Your car will be ready at five o'clock." You go home, they give you a ride home. They call [inaudible 00:06:02] going to cost. And you say, "Fine." And you go in at five o'clock to pick your car. And you pay the bill. We all go to the cashier first. Bill's exactly what the guy said it was going to be. They bring the car up, paper [inaudible 00:06:12] are gone, car's washed. You get on the highway, you step on the gas and they did a perfect job for the right price.

Don Connelly:

So the question is, what do they get in terms of on a one to 10 for service? And the knee jerk reaction is 10. "Oh, they deserve a 10." Ed Brown said ... I can make an argument they deserve a zero, because they just did their job. That's their job. They're supposed to do it right. So I ask advisors, if someone comes to see you and says, "Our goal at 65 is a home in Minnesota fully paid for. A condominium in Tampa, fully paid for. Our kids educated, enough money in the bank to live comfortably the rest of our lives."

Don Connelly:

And you do that, Bryan, is that great service, or is that your job? It's your job. Great service is exceeding the client's expectations. Four star hotels meet every client expectation. Five stars, they anticipate them. So that can be a relationship is so sacred, that it can't be duplicated. It can't be replicated. They're not going to leave us. It doesn't matter. Fidelity can offer zero commissions all day long. It doesn't matter. So to answer you ... That's what I think of. Really, it's carrying more, Bryan. And people expect us to care.

Bryan Sweet:

Yeah. I think that's exceptional and something that we all need to keep in the back of our mind. I know one thing that you're probably one of the best experts on, and you actually have a process and actually teach this. But it's centered around storytelling. And maybe you could tell me a little bit or share your insights when it comes to using that in our industry and how that makes a big impact.

Don Connelly:

Okay. Well first of all, let me separate the two. Marketing and selling. Because it's the most confusing thing. You can go to anybody, the director of marketing at IBM could walk in IBM and as people, "What do I do?" They couldn't tell him. Bottom line, marketing creates prospects. Selling creates clients. Once we get them in the door, we've got to ... Selling became a dirty word for so many years. We don't sell, we implement the process. We're way above that. And that's baloney. We're selling ourselves, our ideas, and our concepts all day long. So I just gave you an example of selling. But I'll use the first meeting.

Don Connelly:

You mentioned I have a learning center. I have a lot of people, advisors on that learning center. I talked to them, "What's your first appointment like?" "Well, I bring the husband and wife come in. And I show them around the office, I introduce them to my assistant. Get a bottle of water, a cup of coffee. We're the conference room, we talk about why they're here, how we manage money, how we do client reviews, what our fees are."

Don Connelly:

That's a very typical ... That's mediocre, because everyone's doing the same thing. And it's not selling. It's not giving clients what they want. When people come to see us, we're an unfinished book or unfinished story. They don't know us from Adam, Brian. So they're going to make a decision to do business. They're not deciding just what to buy, they're deciding who to buy it from. So we're sitting there, they want to know the same thing you'd want to know if you and your wife were in Florida on vacation, you met another couple at the swimming pool. What would you want to know about them? That's how we make decisions. We don't think in bullet point form.

Don Connelly:

Let me give you three reasons why they'll become a Raymond James client. It's not the way people think. When people are sitting in the first meeting, they're focused on who are you, Bryan. "Who's Bryan Sweet? Are you married or single? Where do you live? Where do you go to church? Do you have kids? Where do your kids go to school? What are your family values?" Clients only have one question, "Can I trust you?" So that's what they ... They don't get out of the first meeting, get in the car and talk about downside capture, Bryan. We all know that. Mom asked dad, dad asked mom one question, "What do you think?" If mom said, "I like that guy," or, "I don't trust that guy," you're not going to get the account. So we've got to sell ourselves in that first meeting. It's not, "Let me tell you what my fees are," [inaudible 00:09:40] how I do client reviews. It's you're who I am story.

Don Connelly:

"Bryan, what is your professional journey? How did you end up where you are today giving me advice. That's how I'll decide whether I'm going to do business with you or not. I don't care if you went to Harvard or dropped out of high school. It doesn't matter to me." Because again this ... I'm going to spin [inaudible 00:09:59] back to you in a moment. But if I drive to Minnesota ... I'm in Florida. If I drive up to see you, I could drive a Honda, I could drive a Mercedes. I expect both cars to get me there. Mercedes is no better than a Honda in terms of basic transportation. It's just added value. So if I look at one adviser, LPL versus Sitara, versus Merrill Lynch, they all could do financial planning. I'm going attracted there to basic value. I'm attracted to your added value. And you're going to sell me on your added value.

Don Connelly:

It's the value proposition is, "What can you give me I can't get elsewhere?" That's selling. So to me that we had to make three sales. We've got to sell ourselves, we've got to sell whatever it is we're recommending, and we've got to sell a company behind what we're recommending. And your case, Raymond James. People want to focus on what goes Raymond James, why are they in business? What's the sincerity? What's their commitment to excellence? What's their ... " So when I think of selling, that's what I think of. Storytelling is a way which all it is, is a delivery system. A cigarette delivers nicotine. A story delivers a message. It's like a dart in the clients' brains. Getting our message in the clients' head in a fashion he or she can understand. Analogies, parables, metaphors, stories. Those things are very memorable. So selling to me, is combining selling skills with storytelling skills. It doesn't do any good if you can sell, and not tell stories. [inaudible 00:11:14] can't sell it. You got to combine the two. Sell yourself in story form. And that's what the great ones do, I think.

Bryan Sweet:

Yeah. I would agree. In addition to storytelling, are there any other trends that you're seeing that the most successful advisors are doing?

Don Connelly:

Well, yeah. Well, one of them. One thing ... Yeah, certainly the lone wolf is kind of ... We all have teams now. Everyone's on building diverse teams. That's one thing elite advisors do. The other thing, which is really surprising to most people, they stick to the basics. They're so mundane the way they execute the basics. There's no secret that the more successful we become, the further we get away from the basics that made us successful in the first place. Well, elite advisors don't. They stick to the basics.

Don Connelly:

And the other thing, they need just like ... This whole race to zero. They meet this head on. They don't try to ... It's not a question of lowering my fees to match the competition. I've never met an advisor, elite advisor with a great service model who apologize for his or her fees. So the trends are building teams, focusing on service. We're all selling Chinese food or Italian food. We're all selling the same food, same menu, same price. It's the service. It's a five star service. It turns people on. So yeah, teams, better service, sticking to the basics. That's what they do better than anybody else.

Bryan Sweet:

Yeah. I think, well said, Don. And one of the things that I thoroughly enjoy, I had mentioned earlier that you have this 24/7 program where you send out emails. And the thing that it does at least for me, is it reminds me of all of these basics of things that it's easy to forget, but are really critical and important in taking care of clients. And as you get more successful you have a tendency to maybe get further away from them. So maybe talk a little bit about that program as long as we're kind of alluding to that right now.

Don Connelly:

My program?

Bryan Sweet:

Yeah, that 24/7. What's all involved in that? What do you send out, et cetera.

Don Connelly:

Well, I don't want to ramble on. But I have a learning center. It's called Don Connolly 24/7. And the concept is very simple. I'm in the position, thank God, in my job. I can meet the best advisors, I can meet the Bryan Sweets of the world. The really top advisors. And all this learning center is, is taking what the great ones do and retelling it. "This is how so-and-so gets referrals. This is how so-and-so asked for the order. This is how so-and-so gets an appointment." And so a lot of that. I think a challenge we face, and I tried to meet with this learning center, is that every advisor comes out a training with the same hard skills. We can all ride the bicycle. We all know how to do a financial plan. So we end up really well trained, smart people chasing the same business.

Don Connelly:

We tend to run together. And the great ones separate. This is this herd mentality. We're all rushing to the upper end of the high affluent market. And we're just selling the same stuff to the same people. The great ones aren't better, Bryan. They're different. They get away. So I may do that by ... What I try to do, and the way they make themselves different is they focus on the skills when not taught in training. So when I do this learning center, it's the skills that we don't learn. There's no time to learn it in training because the product knowledge is so intense. But I try to focus on ... It used to be called soft skills, Bryan. Those are no longer soft skills. These are necessary skills now. Persuasive language I think is really important. Parables have lived for thousands of years, because they're great amounts of wisdom in little bites. We can talk the way parables are written, everybody will understand us. 
 

Don Connelly:

I talk using stories, analogies and metaphors to make the unfamiliar familiar. We say things like diversification and volatility. That's like a doctor saying fibromyalgia to us. We don't know what that means. Clients don't know what diversification means. We assume they do. We can't imagine that. I don't know. But they don't know. And that happens to all bright people. I try to focus on the charisma. I'm a believer that charisma is learned. And you need charisma to inspire and motivate people to follow our lead.

Don Connelly:

So I try to teach confidence, being straightforward, being understandable. And I do it by ... I post videos and audios. I have a 150 probably videos and audios. We do newsletters once a month. We do webinars frequently. So that's all it is, Bryan, really. It's taking the great ideas. And I don't think I've never had a good idea in my life, by the way. But I love to steal great ideas from great people. And that's what this is. It's a showcase of the best practices in the industry by the best people.

Bryan Sweet:

Yeah. It's exceptional. So we'll give the way of accessing that and how to get more information before we close out the podcast today. So what are some of the common questions that you've been getting from advisors on business growth? Is there a certain [crosstalk 00:16:08] that you could [crosstalk 00:16:08]-

Don Connelly:

Well, that's a good question. I stay in my lane. I'm not one of these, "Let me show you how to organize your day and do your day plan." That's not me. I'm more ... What I would do really starts ... It's all about prospecting and turning prospects into clients. So I tend to get calls where I stay in my own lane. Probably the most common call I get is, "What's the best way to differentiate myself? Is there a client event I can do that no one's doing? What would be really unique? What have you seen work?" So that's one question. The other thing of course is, "How do I get sticky assets?" That's the Holy Grail. "How do I get and keep good clients? Competition is fierce. Merrill Lynch has an overwhelming platform. How do I compete against that? How do I compete against the big guys?" 
 

Don Connelly:

I get asked how to simplify a lot. That's certainly how I ... I had an advisor call me and say, "I need some rep." He's got a very sophisticated product and he wants to put it in lay language. So I get the, "Can you help me develop a presentation and simplify things?" Certainly fee compression, Bryan. People are all over that. Fees are going to zero. How do you compete against it? Well, how do you survive in a land with fees and commissions at zero? And of course, if it's a wirehouse side, "Should I leave and become an RIA?" I [inaudible 00:17:16] more and more every day. 
 

Bryan Sweet:

Yeah. [inaudible 00:17:18].

Don Connelly:

Every day people are becoming RIAs. And the firms have to accommodate and say, "Well, don't leave. We'll give you that ability here," or these people who are going to leave. So I get that a lot too. But mostly I'd say differentiation. That's the big key. "How do I stand out in a sea of sameness?"

Bryan Sweet:

Okay. Sounds great. So having 40 plus years of experience, you've obviously seen a lot of things. So in your viewpoint, what do you think the biggest challenges you're seeing in the industry today?

Don Connelly:

Well, let preface this by saying, Bryan, not everyone lives at your level. You are one of the most successful advisors in the industry. So I'm not going to answer it in Bryan Sweet terms. I'm going to answer it in the guys and gals in the trenches kind of. I'd rather do that. You know what I mean? Let me tell you what I see from everyday advisors, not the Bryan Sweets of the world, but everyday advisors. I think one challenge is that you have to accept the fact that we need to sell. What you talked about earlier. We've got to sell every single day. We got to sell ourselves, we got to sell our products, we got to sell our process. We got to sell [inaudible 00:18:17].

Don Connelly:

This is a blue collar job, and we've got to go in every single morning and put knobs on the radio. And that is a huge challenge. Not everyone can focus that way. The number one reason advisors fail is they don't see enough people. No one's ever failed in our business for intellectual reasons. You know that, Bryan. We don't see enough people. Because it's a mundane blue collar job, prospecting. And nobody wants to do that. So that's a challenge. Certainly a huge challenge, and I'm sure you remember this Bryan, is getting through the first five years. You remember those years? Signing that vow of poverty for five years? 
 

Bryan Sweet:

Very much so.

Don Connelly:

And then I get questions that you're going to think it's silly, "But how do I get an appointment? How do I close? How do I ask for referrals?" Because again, we've gotten away from the whole selling concept and we're focusing on product, and holistic planning. Which is fine. I get it. But it doesn't always ... You got to sell. So I think those are the biggest challenges. Selling ourselves, selling a product, getting in a routine, being committed to a routine, having a repeatable process over and over, and over. This business is built one brick at a time. You know that darn well.

Bryan Sweet:

Yeah. I think really interesting comments. And as you're well aware what's happening in the industry is, the adviser age level is continuing to increase. And slowly but surely, if we don't start hiring new younger people, there's going to be fewer and fewer advisors, which I guess maybe creates more and more opportunities. But for all the firms that are growing, that's obviously one thing they need to be thinking about is, "How do I get and bring in new talent, train them?" And so maybe from your standpoint, what marketing advice would you give to a new advisor or to somebody that's looking to hire a new advisor?

Don Connelly:

Well, I can tell you an interesting story. I spent many, many years in Putnam as you know. And we were a big client of the Four Seasons Hotel in Boston. It's the only five diamond resort or hotel in New England, I think. Maybe not, I don't know. But anyway, I was talking to general manager one day. And we talked about excellence. Four Seasons, whether you're in Spain or America, or Africa, it's the best hotel in the world. I said, "How do you maintain the quality of excellence?" Four seasons excellence, Bryan. He said to me, "Don, it's all on the hiring. And if I feel can't hire someone and teach them to love to work here, I got to hire person dying to work here. I can still add value after the [inaudible 00:20:51] fact." So who's ever hiring new advisors, man, you got to make sure. You got to look them in the eye. Do all your standard testing, do what the firm as you do.

Don Connelly:

But then look them in the eye and make a gut decision, "Is this person going to pick up the phone and get his or her brains beat out for five years?" That's the hardest part of the business. Then trying to talking to the advisors themselves. What I said before, this business is built one brick at a time. Excellence takes a big chunk of time. If you're a new advisor, you got to ... People say, "Well, I'm going to use ... I'm going to ramp up my business real fast." It's going to take you 10 years to even get good. Because that's the way it is. You don't play pro baseball on day one, or pro football. And you're going to be in a practice. Practice, practice. There's a great book about excellence by K. Anders Ericsson. And he said excellence is doing the ordinary things extraordinarily well.

Don Connelly:

It takes a long time to do this. So number one, one brick at a time. Secondly, the best way to grow a business in my opinion, of all the prospecting methods is word of mouth. That's hard for a young advisor, because they're going to need clients to get referrals. But if you could in the relationship selling, where you create so much value and you focus on authenticity and the quality of the relationship, the word will spread that you are generally not there for the money, you're there for greater reasons. Hard when you're young, but build up a base. And people tell me, "Well, I'm going to use LinkedIn." I go, "How much time do you have?" "I'm going to do this overnight with LinkedIn." So the one thing I would say is this, it doesn't matter how many people you know if you're a new advisor. It's how many people know you.

Don Connelly:

Get out there. Walk into small businesses. The money in America is in small business. Walk into the dry cleaner and the deli, and the liquor store. Give him two business cards. "Here's one to keep, one to throw away." But get well known. You've got to be well known in your town. So market yourself by word of mouth, by walking around, by meeting as many people as you possibly can, and telling them what to do. I think volunteering your services as a speaker at Rotary, or whatever is very, very important. Just get up in front of people. Once they know what you do, they know what you do. But until you tell them, they don't know what you do. So I just introduce myself. And I say, "I got a new business here in town. I'm building a business. I want to talk to business owners like yourself, want to say hello. Here, my card." That type of thing. One brick at a time. There is no shortcut. There's no escalator. Unless you join a team. Obviously where you're given assets, AUM. But that's my advice. So slow and steady wins the race.

Bryan Sweet:

Absolutely. And I think that's what I find so fascinating about what you do and how you do it, Don. Is it's really just the brick by brick, step-by-step basics. But if you don't get that right, then there's no way of building a successful career. And as I mentioned earlier, I just absolutely love your 24/7 platform, read it religiously, send it out to all my advisers. They love the information. And being the owner of the firm, a lot of times you don't have time to maybe train on all the basics and remind your advisors, and your client service staff of all these important things. So I think this would be a really good time for maybe you to tell a little bit about, how do they find out a little bit more about this 24/7 platform.

Don Connelly:

Yeah. Okay.

Bryan Sweet:

What it involves, and maybe just a little more detailed, Don. Because I just would tell anybody in the listening audience, it's exceptional.

Don Connelly:

Well, thank you for the opportunity ... For the question, the opportunity to talk about that. First of all, the website address is www.donconnolly247. Spelled D-O-N C-O-N-N-E-L-L-Y, donconnelly247.com. And you can send us info at donconnelly.info@donconnelly247.com. [inaudible 00:24:41] place to send us an email. But it's a subscription based program. We're trying to create as many products as we can to help the advisor gets to the next level. I'll tell you two things we're working on right now. We've just completed ... I've just completed, I did 25 videos, formative videos. The 25 things a new adviser needs to know. How to get an appointment, how to close, all those things. How to do a value proposition. That's going to be released January 1st in our store. That's one thing. I also do workshops. I love to do workshops. And I do them in person. Well, starting in the beginning of the year we're working on and now, we're going to get that done in digital form. So for those different levels of pricing, which is going to change. I'm warning you now, but the cheapest price is zero. That's just access to someone that has a noodle around on the website. There's a platinum membership which had we'd been way under selling for $250 a year. We're focusing on that right now and changing that at some point.

Bryan Sweet:

I agree. It's too cheap.

Don Connelly:

Yeah. We're going to make it a month. Probably not a year. At least 250 a month. Probably going some point in the future. But in any event, platinum membership gives access to monthly newsletters. I have a program called Ask Don. I will answer any coaching question an FA has. I can't always do it on the phone. I can't always ... Obviously I can't do it in person. But when an advisor sends me a question, I just got one the other day about, "How do I prospect high net worth people?" I answer that by creating at the end of my monthly newsletter, I do an Ask Don supplement. I answer the advisor's question for the good of the group. Everybody gets the answer at the same time. So it's free coaching, not $600 an hour. Send me your questions. I'll answer them all, newsletter, donconnelly247.

Don Connelly:

Very simple, underpriced. we're becoming very aware of that. But it's interesting Brian, the world is spinning out of control. The only people not spinning out of control are mom and dad. And that's where we focus. Mom and dad, they don't want ETFs versus annuities, or manage money. Mom and dad aren't focused on safety income and liquidity. They want to educate their kids and retire. It's all they want to do. And we try to keep the financial advisor anchored. Stick here, focus on the client goals. Everything else is white noise. Impeachments, elections, interest rates, terrorism. It's white noise. Every client has to retire at some point. Everybody if they have children, have to put their kids through school at some point. That's what's important to clients. They're not focused on things that we might be focused on.

Bryan Sweet:

Yeah. Great stuff, Don. And we'll put that in the show notes to allow everybody to get another way of accessing that. So before we wrap up the podcast today, and thank you again for being part of it, Don. One last question. If you could give one piece of advice to advisors, what would that be?

Don Connelly:

Oh, wow. Just one? Probably the thing that stands out most in my career Bryan, I've never met a successful pessimists in this business. Diana Schneider said, "Optimism is an intellectual choice." Keep your head up. This is a hard ... This business is simple, but it's not easy. It involves rejection. When someone says no to you, it means, "Not today." It doesn't mean never. They're not kicking you out of the club, they're just rejecting your idea. It's all about just stay positive. Go after to every single day and build your business slowly and steadily. But I'd say well, that's probably my number one piece of advice. And the other thing, of course is nothing happens over an appointment. I would flip that in.

Bryan Sweet:

Perfect.

Don Connelly:

You got to get an appointments. Stop getting ready to get ready. Stop making lists of who you're going to call, and call. I read an analogy and I'll close with this, Bryan, if I may. About prospect. I don't know who wrote it. [inaudible 00:28:16] me for not knowing, but it was a great analogy. Here's how prospect. Pretend you're at a party at your neighbor's house, your 3 year old daughter falls in the swimming pool. You're going to stop the measure the depth of the water? You're got to take off your clothes and shoes? No, you're going to jump in. That's just the way you prospect. Stop getting ready to get ready. Go do it.

Bryan Sweet:

Love it, Don. And it's been such a treat to have you on. And I think all of your wisdom, everybody needs to listen more to it. So thanks again for being here. And to all those in the audience, we look forward to having you part of the next Ultimate Advisor Podcast. Take care.

Don Connelly:

Thanks, Bryan. Thank you, everybody.

Brittany:

Hey, Brittany here. We hope you got a lot of value out of today's episode. To access the key takeaways, the show notes, and any deliverables go to ultimateadvisorpodcast.com. And while you're there, check out the Ultimate Advisor Mastermind if you want to learn ways to maximize your income, your impact, and your legacy through an automated practice, a self-managing team, and a killer culture that clients can't stay away from. We look forward to seeing you back here in next week's episode.