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Remote Advising & Value-Driven Planning with Jonathan Bednar | Financial Planner Search · Financial Planner Search

• Gregory Wilnau: Hey Jonathan, how are you doing today? Jonathan P. Bednar, II: I'm doing great, Greg, how are you? Gregory Wilnau: I'm doing awesome. I've been really looking forward to talking to you and interviewing you. So ⁓ to get started, why don't you just kind of ⁓ tell us a little bit about your practice and what you specialize in. Jonathan P. Bednar, II: Absolutely. So my name is Jonathan Bednar. ⁓ I run a firm in Knoxville, Tennessee with a satellite location in Chattanooga. I say satellite, it's a, they're two fully functioning standalone offices. ⁓ Our firm is Paradigm Wealth Partners. We ⁓ serve clients in the East Tennessee region, but also around the country. ⁓ And I work with my father. I've been doing this 20 years almost. It's actually crazy. was talking to someone not long ago and it's just crazy to know that I've already been doing this two decades and it feels like I'm also at the same time just getting started. ⁓ So yeah, we serve, we have a lot of clients in the East Tennessee region, but have clients all over the country. I think last I looked, we're in clients in 42 states. So not only do we have a great local practice, but we also have a great Gregory Wilnau: Yeah. Jonathan P. Bednar, II: and thriving virtual practice as well. So we can meet anywhere that someone chooses to raise their hand and say, hey, we need help. Gregory Wilnau: So you work locally, but you don't limit yourself locally. You also have built out the capability to connect with, meet and serve other people who aren't close to you. Did you start doing that during the pandemic? Is that what kind of prompted that? Jonathan P. Bednar, II: Absolutely. No, I actually started before. Obviously the pandemic helped the adoption of clients and their being comfortable with meeting and talking virtually. But we actually were using, I think it was join me, which I don't, it may be still around, but it's not like a, it's. Gregory Wilnau: ⁓ I haven't heard of Join Me in a long time, man. That's old school, yeah. Jonathan P. Bednar, II: It's not a name brand anymore. So yeah, we reason joined me, you know, probably 2015 through 2018, 19. clients could do it. They could figure it out, but it wasn't, especially like older clients. They weren't as comfortable or used to it. Now it's very streamlined. And you know, I'm not the only one unique to this. Everybody. Gregory Wilnau: Yeah. Jonathan P. Bednar, II: has adapted to this, it's allowed everybody to find their tribe and their. the team and the people they want to support them or work with, not only in professional manner, but friendships and reconnecting with loved ones. So it's been, I think, benefit for society. Gregory Wilnau: Yeah. Yeah, I like how you like, you've developed a remote culture that was before the pandemic. So you're like, ⁓ gee, Jonathan, I love that. ⁓ Jonathan P. Bednar, II: I don't know if I'm real OG, but yeah, definitely, definitely we were rocking and rolling before pandemic for sure. Gregory Wilnau: How many clients do you have now? Jonathan P. Bednar, II: 600 households. Gregory Wilnau: Wow! Congratulations. That's awesome. Jonathan P. Bednar, II: Thank you, yeah, we're blessed. Gregory Wilnau: Tell me a little bit more about maybe what inspired you to do this. Jonathan P. Bednar, II: My parents divorced when I was four. I have a great relationship with both parents. I lived with my mom, had one sibling. you know, fortunately for us, there was never like custody battles or anything like that. So I was able to have a good relationship with my father who started the firm. You know, he had worked at Merrill and Edward Jones and Prudential. Hilliard Lions, there's probably one other that I missed. But anyway, in 2001, he left the Maryland world and went to a small broker dealer at the time called LPL Financial. There was 3,000 advisors at LPL at that time. But long story short, ever since I was four or five years old, he would tell me. It's kind of like indoctrinating, I guess. When you grow up, you're gonna come work for me, or with me. I should say, and you know, fast forward to 2009, I graduate from school and I essentially moved right in to working with him. And so here we are, this is my 17th year. I said two decades earlier, but technically it's my 17th year. And yeah, that's what I do. know, sevens round to the next highest number is what they taught us in school. Gregory Wilnau: We can round up. Don't worry about it. Exactly. Yeah, you're good. We'll call it 20. Jonathan P. Bednar, II: I don't know what they teach in Common Core NetMath now. When I'm doing my daughter's homework, I'm like, I know the answer. I don't know how they got to this answer. I know how I would do it, but that's a different... It's definitely complicated. Gregory Wilnau: Well, you know, they just like to complicate things. That's why. So your dad, your parents were, your dad was a big inspiration it sounds like to you. Jonathan P. Bednar, II: Yeah, and so today we work together and we thrive. know, there's things that I do that he could not do and there's doesn't want to doesn't know how doesn't have the patience, whatever. And there's things that he does that I can't do. And so we really work together nicely. Of course, like any partner, father, son, you know, we have our moments, but ultimately it is. I see so many people that come into this profession or other professions with family members and they butt heads and you know, for whatever reason, it doesn't work. They're three or four years and it just dissolves. One of them leaves or whatever and it just, can wreck families. And fortunately we are not that way. We're actually probably tighter than we've ever been. And, and you know, Gregory Wilnau: Mm-hmm. Jonathan P. Bednar, II: While he while we we had a great growing up, you know, he wasn't there every day and so I remember baseball games, you know him not being there and you know that that was hard when you're six seven eight years old What I what I know now was he didn't show up because he didn't want to He showed up because or he didn't show up because he was trying to sacrifice and provide in ways that I could not even begin to grasp at eight years old and that was make sure that we live better than he did and anyway I'm on a little bit of a tangent here but the ultimate Gregory Wilnau: Well, it sounds like he was also laying a path for you two to work together and like legacy. He was thinking about legacy even then. Jonathan P. Bednar, II: Correct, he was. Today, what we both say is as hard as it was, you know, back then, it worked out for the best. Things happened for a reason and we thrive today. We work together great. We have a great relationship. And it's, we've built a beautiful thing over the last 17 years. So. Gregory Wilnau: Yeah. I think that's the thing about sacrifice. Sacrifice is you're making a sacrifice for the potential for something to gain in the future. It sounds like something ⁓ that your dad did for you, which I love. And you're able to enjoy that more today. Jonathan P. Bednar, II: Yeah, there's a lot of sacrifices are great point. And then that's the word we use is a lot of people don't see. We're in a. You know an Instagram world you you scroll and you see all the successes of. Greg and the Will now family or you know Jonathan and the Bednar family or whatever you don't. But you don't see the struggles. You don't see the price that I paid. I mean. And dad paid. mean, there's stories where early on in his career, he was working eight, nine, 10 o'clock at night and he would literally take a sandwich out of the trash that one of the assistants threw away because he didn't have any money. And there's not a lot of people that will do that. You know, the joke we have is we're literally too stupid to quit. We just keep going. And if you keep going, you know, at some point you reap what you sow and The same thing for me, know, the sacrifice for Wes was, I didn't grow up with a dad in my home every day. And it's not that he didn't want to be there and it's not that he didn't care. It's that he was trying to make sure that the sacrifice that he was making would absolutely pay off. Failure was not an option. So that's how it got in. Gregory Wilnau: I think that if I were to make an assumption, ⁓ sacrifice is probably something that you and your clients and the people who come to you have in common. ⁓ So on that note, maybe you could describe, let's talk more about some of the people who come to you. Maybe you could describe the person who comes to you. What's a typical situation that they need you to help lead them through? Jonathan P. Bednar, II: Life gets complex and I'm oversimplifying that here, but it is really easy to just contribute money to your 401k. It comes out of your paycheck and you forget about it and you're accumulating and it just happens over time. What happens is as you grow, you know, climb the corporate ladder or as you transition, you're a small business owner like we are, you're running your small business and it's growing or you're starting a new small business or you're raising your family. Life just gets complex. what happens is people hit a kind of a wall and they're like, I've done X, Y, and Z. Usually they're the bare minimum. You know, I've got a little bit of term life insurance. I'm contributing to my 401k at 4%. I'm getting the match. And I don't know what to do next. And so typically, you know, we're working with people that are 40, late 40s, 50s. They have busy lives, they're professionals, they're business owners, ⁓ and they've accumulated some wealth. But it's all, like I said, it's been the accumulation, which tends to be the easiest part. It's, what do you do from there? So how do you move into retirement? How do you start taking your nest egg and turning it into a paycheck? How do we... Gregory Wilnau: Yeah, yeah Jonathan P. Bednar, II: you know, what do we do with the house that we bought that we moved and we ended up keeping it and turned it into a rental? What do we do with that thing? I mean, it's, it's, it's the complex that, that, you know, as a, as a professional, I look at them and I'm well, this is really an easy thing. But when I put myself in their shoes and I'm at, you know, as an example, my brother-in-law's a Gregory Wilnau: Mm-hmm. Jonathan P. Bednar, II: Handyman, know really really great in construction and building that is not my forte He like he says You know floor joys and I'm like, what is that? I mean, yeah, you know so and That's how these people think, you know, they it's not that they don't want to know they want the education They want to make smart decisions Either they don't they're they're overwhelmed. They don't have the capacity. They're running their busy lives Gregory Wilnau: Yeah. What's a floor joist? Yeah. ⁓ Yeah. It's overwhelming. Yeah. Jonathan P. Bednar, II: and they need someone to just take the bull by the horns and say, look, I trust you. Lead me. Gregory Wilnau: Yeah. Yeah. Also, you got to think. I I think of the ⁓ blue collar contractor analogy, which makes a lot of sense. I have a blue collar background, ⁓ which I ended up deciding to jump out of that and do white collar and start our own business. But you got to think, too, like you've done this hundreds of times. You know, this is their first their first time. So it's it's overwhelming. What are some of the questions that maybe your clients typically ask when they meet with you? Jonathan P. Bednar, II: Yeah. Gregory Wilnau: for the first time. Let's get more down to it. Let's bring it down to earth and be more specific. What are some of the questions that they typically will ask when they're approaching this transition and this uncertainty? Jonathan P. Bednar, II: A lot of it starts out at. ⁓ Do I have enough money? You know, can I? Can I really truly afford to retire? How do I turn my nest egg into a paycheck? You know what? What things am I not doing? Should I get long-term care insurance? ⁓ I need to help my kids finish up college and start their career. How do I help them? And then it gets into some more complex things. How do I sell my small business? What is this thing worth? They're so busy building their business that a lot of times, you and I could also probably be guilty of this, that sometimes we don't focus enough on the business. Are we growing it the right way? ⁓ we... And those are the same struggles that... Gregory Wilnau: Mm-hmm. Mm-hmm. Jonathan P. Bednar, II: clients have. How do you move this business to the next generation if you've got a family member coming in? What's it worth? ⁓ Other simple questions, know, we've built this money up. I want to retire and move to the beach, but I don't know where to move or how to do it or can I afford it? ⁓ what seem like easy mundane questions, they need someone Gregory Wilnau: Yeah. Mm-hmm. Jonathan P. Bednar, II: can be the sounding board for, yes, this is a good idea, yes, you can do it and it makes sense, or no, you can do these things instead, or here's the compromise. Thought of, sure. Gregory Wilnau: Mm-hmm things that they might not have even thought about Yeah Yeah, so you're basically that guide to help them lead lead them through that I'd imagine too and we talk about this a lot that there's you know There's an entire retirement comes with an entire identity change Oftentimes our identity can come from the work that we do and When that work is no longer necessary for you to live. It's an exciting thing, but you're like, okay. Well, where does my kind of meaning come from, what's my identity here? And I think that that's also something that you ⁓ help them work through through this ⁓ directly or maybe indirectly. We'll get into some of the ways that you answer those questions for your clients here in a little bit when we talk about how you work with them over the course of a calendar year and what it looks like to start working with you. ⁓ for the sake of time, let's talk more about maybe your values, your values and your approach and kind of your philosophy for how you work with your clients. Is that cool? Jonathan P. Bednar, II: That's great. Gregory Wilnau: All right, man. So where do you typically find your clients? What are some of the ways and what are some of the ways that you get to know them as individuals? Jonathan P. Bednar, II: Yeah, so. ⁓ We have a lot of households that we serve. So a lot of our clients come through referrals and word of mouth from other people that have worked for us or with us for a long time. ⁓ We are part of the Dave Ramsey Smart Vestor program. So we get people that come through that. And what I've interestingly found on that is, you know, Dave talks a certain message on his program and most of the people that come through that program are not hardcore Dave Ramsey. They're like Dave Ramsey light and I think that's important to know that what he has done has helped a tremendous amount of people but he can't get on the radio and say you know Greg you can do this and Jonathan you can do that because it waters down the message. Gregory Wilnau: Mm-hmm. Ramsay light. Jonathan P. Bednar, II: Reality is people when they come to us, they want the individualized plan and strategy. And so that's what we're able to provide, you know, not just the seven baby steps, but how do you actually implement them and what makes sense and where does it make sense to deviate? So those are two places. ⁓ The other place people find us on is I've published two books. so ⁓ there is some people that, you know, find those books on Amazon or some of the blogs over time. I've done a podcast and they just kind of naturally organically, they listen and they've read and they followed and you know, out of nowhere, they kind of raise her hand. And then most recently, yeah. The white one with the blue. Yeah, there it is. There it is. Yep. Gregory Wilnau: I've actually got one of your books behind me. There it is, baby. Look at that stud right there, man. Jonathan P. Bednar, II: That's the second man, that was a young man. Gregory Wilnau: ⁓ I love this book. This is great. Jonathan P. Bednar, II: And honestly, that is kind of mapped out how I think about financial planning and how we work with people, which we'll get into in a second. But the last place is I've recently started being more intentional about YouTube. And that is a great place for people to get a sense of who I am, how I think, and... Gregory Wilnau: interesting. Jonathan P. Bednar, II: people can raise their hand and say, I think he's the guy or watch a video and say, no, don't, you know, I don't jive with him for whatever. He's got a weird quirk and, you know, has this blink or whatever and move on. But yeah, I don't know if that's the guy. So, but yeah, you know, that's, that's been fun to, just be more open. I think when you and I first started kind of working together over several years ago, Gregory Wilnau: Mm-hmm. His hair's parted on the right. I don't feel good about that, yeah. Jonathan P. Bednar, II: I was just doing a podcast and it you. had some real head trash around like, how do you do it? Do you have the right equipment? And over time I've just learned like, it's okay if you mess up, you can edit it out or don't even edit out. Just acknowledge. I didn't mean to say that. What I meant to say was this or. Gregory Wilnau: Yeah. Jonathan P. Bednar, II: you know, the dog walks by and, you know, bumps into the table and the camera. It's not a big deal. And actually people appreciate the human aspect of that versus everything being edited perfectly. And so what going through that podcast has done is allowed me to have the confidence to not be perfect, but just have progress and, and, communicate and let people find me. Gregory Wilnau: Yeah. Yeah. Mm-hmm. Yeah. Yeah. Where you're talking about, what you're describing is putting yourself out there in the public space for people to quite frankly kind of judge and evaluate who you are before they get in touch with you. And that could be a scary, intimidating thing. And sometimes we'll find ways to, to procrastinate that, avoid that, get around it and defer it. But you kind of just have to embrace it because it's the only way that you can really connect with people. And it's kind of a service because if you believe that you have something valuable to add, ⁓ certain type of people that you can serve and help. You owe it to them to at least put yourself out there in a fair shot where they can decide for themselves. And that's one of the goals that I hope for with this podcast is I hope that you feel comfortable talking about yourself, but also the questions that we ask are designed to help somebody who might be a good fit for you authentically judge and determine that for themselves. And then they're like, this guy's interesting. Let me see if I can talk with him further. So I love, I love that man. That's great. Jonathan P. Bednar, II: Certainly. Gregory Wilnau: All right. Let's see. Where are at with time? Time is we got about nine minutes left. So all right, let's let's let's ask this one. And the way I always start this question is with, you know, you own a business. I own a business. So many a lot of the people listening might not own a business, but they'll probably be able to relate to this. that oftentimes we'll think about the things that we're doing wrong or that we want to do better. And seldomly do we acknowledge the things that that we're good at. So this might be hard, but I want you to give it a shot. So put your humble hat on for a second and tell us about something that you will do for your clients that takes a significant amount of time, but that they might never see or know about. This could be you or it could be just your team or your company in general. Jonathan P. Bednar, II: This is a ⁓ great question and one that's really hard. I mean, I didn't have this question before, so I can't, you know, this is not rehearsed. ⁓ I think... what I would say to this question, the way that I would answer this question is... our intention to just be here when people need us most. So that's not necessarily busy work that we're doing behind the scenes to show that we're adding value. And I think that's the trap a lot of people fall in. You know, we're charging clients financial planning fees or they're paying us for their investment management. So we need to do these things every month or every quarter to show that we're adding value. And ⁓ so where I would say on this is. ⁓ We tell people the truth and we stay in touch. And those are our two commitments to our clients. And it's nothing that I can prove to somebody on a podcast or a YouTube channel. You have to experience it. We have staff that answers the phone. And if you need to talk to us, we're here. I don't sit behind the phone and say we only return our calls on Wednesdays and Fridays between three and four. If you need us, we respond. We answer our calls. We return your calls. And making ourself available is, I feel like, the most important thing. ⁓ When you're sick and you need to go to the doctor, you don't care what he's doing and what research he's doing in the background. You want to know that when you're sick, you can make an appointment, you can go to the doctor, you can be seen, they can address your issue. And I think that's... where we thrive. We don't hide behind the computer. We don't hide behind busy work. And I know advisors that do. There are advisors that will say, I know many of them, that will say, I can't take the calls because I can't let clients have unabated access to me because it gets me distracted and I can't get other work done. Or, ⁓ you know, they might not think I'm busy or whatever. And Gregory Wilnau: Mm. Jonathan P. Bednar, II: I think you're setting yourself up for losing clients that way. So we answer the phones, we return our calls. If I don't know the answer, I will tell you I don't know the answer, but I will find it out and I will be back with you. ⁓ But that's what we pride ourselves on, our communication and our trust. And there's no way for me to prove it other than you've got to experience it. Gregory Wilnau: You gotta experience it. I think that makes a lot of sense because doing that takes a lot of time, but the outcomes are the experience. you know, being there is something that takes a lot of mental bandwidth and emotional bandwidth. It's easy probably to hide, as you said, hide behind your computer. It's a lot harder to make sure that you're there no matter what. So I love that. Jonathan P. Bednar, II: Let me give an example on this. ⁓ This client was probably, I don't know, it probably, it was before pandemic, it probably 2018 timeframe. And we had been working together for about two years and they just got to, they had a camper, they were underwater on the camper ⁓ from, you know, just bad. people that sell things have an incentive to sell the thing. They don't care how it impacts the finances down the road. And, you know, essentially we, they couldn't pay, they couldn't pay for it. And so they had to essentially stop making payments. And so just a lot of, of showing up for those people and letting them talk about the harassing calls from collections and Gregory Wilnau: Mm-hmm. Jonathan P. Bednar, II: What do we do? And I mean, I remember the wife, you know, crying in the office, just, you can't get past how stressful. One thing that they love so much, traveling in this thing, and then finances change and they can't afford it anymore. And so we work through And I didn't get paid for this, but we worked through writing letters to they owed $88,000 on this thing. And we would send a letter and say, I can pay you this amount. And that's all I can pay you. And finally, after about two years of sending letters, the company finally took an offer of $18,000 to pay a camper off that they owed. But they knew they weren't going to get anything for it. So if they could get 18 and then sell it. But it's a lot of. Gregory Wilnau: Mm-hmm. Yeah. Wow. So you took that on and took that off that burden off their shoulders. That's incredible. Jonathan P. Bednar, II: And no, didn't get paid for it, didn't get, you know, there's nothing there other than I knew if it was my mom or my grandmother and grandfather, whatever, I would hope someone would do something like that for them. And that's how we treat our clients. So that's not the success story that a lot of people will hear about. You know, a lot of people are saying, well, I helped this guy go from, you know, 200,000 and sell his business to for 5 million and, ⁓ That's all fine and good. We have those stories as well. But I want to make sure we tell people that we're human and we want to make sure that you have good experiences with us. And if you choose to work with us, we're married, we're family and we will have your back. So anytime you need us, we're here. Gregory Wilnau: Yeah. So on that, walk me through your actual process. us through your actual process. when somebody becomes a client, let's say somebody becomes a client today, what happens the first, four to eight weeks? And what does it look like to work with you during the course of a calendar year? Walk me through this process. Jonathan P. Bednar, II: Yeah, so typically there's kind of an intro meeting, you know, are we the right fit for you? Are you the right fit for us? You know, again, typically that's someone that's 50 plus with around a million dollars or more. And we have people with less, you know, we help everybody that wants to raise their hand and need help. But ideally we work best with people that are around 50 or the main dollars. ⁓ So after that first meeting, you've decided you want to move forward with us. We start our financial planning process. And so it simply starts with us sending you a secure upload link and you send me as much data as you can. Tax return statements, your estate planning documents. We review those. ⁓ Any, your mortgage statement, any financial data that you can for us to begin this process from there. We take that data and we start working on ⁓ kind of the financial planning process. At the same time, we're having kind of that intro meeting to the second meeting. We are talking a lot about your core values and your identity. You talked earlier about your identity and I talk about this a lot. When you meet someone new, A lot of times one of the first questions they ask you is, what do you do or what did you do or where did you retire from? And that's how we identify, know, rarely do I identify when I meet someone say, yeah, I'm a dad, I'm a husband. You know, I just kind of hope they de facto know that I always lead with I'm a financial advisor. We identify with so much. I'm a dad, I'm a father, I'm a husband, a brother, a son, follower of Christ. conservative, you know, those are my beliefs and that's who I work best with. ⁓ Gregory Wilnau: Mm-hmm. Jonathan P. Bednar, II: And so that's part of, I'm also a financial advisor, a financial planner, but we're so much more than what just our career is. So what I'm trying to get people to do is think about, aside from their career, what does life look like? Are they going to, are they a local guitar player in their punk band for fun? they become a gardener? What are they gonna do? But the other thing I wanna connect people with is, and you know this from working with me in the past is, Gregory Wilnau: Yeah. Jonathan P. Bednar, II: because they're core values and dreams. That's what I'm trying to get out of people because that's where I think we can provide the most purpose and value and fulfillment for them. So a lot of advisors talk about your goals, your one year goals, your five year goals, your 10 year goals. I believe goals are like New Year's resolutions. When you don't hit them in the first two weeks, you give up, you move on, you restart, it doesn't matter. If we can tie your dreams, the big aspirations, to your core values, which is who you are deeply seated in your soul, and we can combine those, the intersection of those two things together, that's how I make sure retirement is fulfilling and fun and leaving a legacy to those that you care about. And if I can't do those, then I failed as the advisor. I haven't done what's really important for you to have that fulfilling retirement. So we have conversations and it's really difficult for me to say, Greg, what are your core values? ⁓ They come out in conversations. You're good at this when you talk to people. ⁓ And I can just pause and say, it sounds like... ⁓ you know, faith is really important to you. Is that accurate? You know, you've mentioned your church and tithing and doing XYZ. ⁓ And so it sounds like faith is important. Do you think that would be one of your core values? Yes. You've talked a lot about family and how they're important to you and the things that they do. And so it sounds like family is probably one of your core values. Gregory Wilnau: Mm-hmm. Jonathan P. Bednar, II: So we go through these exercises. And again, it's not filling out a bubble scan chart. It's through conversation. It's natural. We're in a relationship. ⁓ That gives me the idea I need to know how I can provide advice and guidance for you in the future. ⁓ So couple that with the financial data, and we kind of give you a here's where you are today. Gregory Wilnau: Yeah. Jonathan P. Bednar, II: Along with we start making recommendations based on what we know about you, based on what you're trying to achieve. Here are the levers that we can pull and the knobs that we can twist to make sure that you have that. First of all, enough money to sustain retirement. But secondly. You can't take any of this with you. So how do we make those golden years fulfilling? And that's the process. Gregory Wilnau: I love how you distinguish between goals and dreams. think that's really important. Goals might change, but I think once you've determined what your dream is and you're committed to it, it probably doesn't change as much, you know? And I love how you can be a vehicle and a guide to help work on those and also map money and finance to how to do that. I think that's a really powerful thing. I love that, Jonathan. So for somebody who is... Jonathan P. Bednar, II: Yeah. Gregory Wilnau: resonates with this. They're interested in you. They're not offended by your hair being parted on the right hand side. How should somebody who is listening get in touch with you? What should they do next? Jonathan P. Bednar, II: ⁓ They can go to our website, ⁓ www.paradigmwealthpartners.com and you can read through there, get information on our firm, who we are, and then there's a link at the top, or button at the top that says, I think it's schedule consultation or schedule meeting. You can click that and it'll take you right to our calendar to book a time with us. That's one option. The second option is you can either follow me on my podcast, What The Wealth, or go to our YouTube channel, Paradigm Wealth Partners, and find me there. Those are the best places. So I would say the website or the YouTube channel would be the best place to find me. Gregory Wilnau: All right, Jonathan, sounds good. Thank you so much for coming. Appreciate you. Jonathan P. Bednar, II: Yep, thanks for having me, Greg. Great talking to you. Gregory Wilnau: My pleasure.