Latest / Financial Planner Search / Navigating Federal Retirement & Holistic Planning with Josh Strange | Financial Planner Search
Transcript
- Gregory Wilnau: Josh Strange, thank you so much for being here. Josh Strange: It's great to be with you, Greg. Gregory Wilnau: I am so glad to have you. Before we get started, why don't you just talk about who you are, what you do, and kind of what your firm's about. Josh Strange: Yeah, so I appreciate you having me. ⁓ So yeah, my name is Josh Strange. I'm a certified financial planner practitioner and the founder and president of Good Life Financial Advisors of Northern Virginia based out of Alexandria. ⁓ Our firm is focused on helping ⁓ government employees, retirees and contractors through holistic and comprehensive financial planning. So we've been doing this ⁓ for a number of years and been on the independent space as Good Life Nova since 2018. Gregory Wilnau: I love that. So before we talk about your ideal clients, ⁓ I want to ask you one more question about yourself. Is there anything in particular that led you to choose this serving this specific type of person because that's a really specific type of person. So kind of what is there anything that led you to to do that or helped you maybe decide that you wanted to serve ⁓ these types of people. Josh Strange: Yeah, I wish I could say I had some brilliant ⁓ vision that just came to me. But the reality was I was a bank based advisor and so that for a number of years. And so I would get referrals from the bank and a lot of those people that came in, I noticed that there were common trends and you know, being in Northern Virginia, there's a huge government employee, retiree and contractor population and they've been especially the government employees have been really underserved in terms of working with a financial advisor because they don't necessarily think that they would qualify. They're not even sure where to ask. They've kind of defaulted to, you know, the suite of benefits that they have. So there was a lot of sort of loose ends for a lot of these folks. And we figured out that, hey, we're pretty good at solving that and helping these people make sense of it. And so we kind of evolved into the niche rather than necessarily setting out for the niche. Gregory Wilnau: That makes a lot of sense. I know that you're in the service though, too, yourself, Josh Strange: Right, yes I was, yeah, was Air Force veteran. I'm an Air Force veteran. Gregory Wilnau: Thank you for your service. I bet there's a lot of things that you could relate to in that regard as well for your clients. OK, let's talk about maybe the type of person that comes to you. We know that they're often ⁓ military. what are they? Is there anything that they're struggling with in particular? What kind of finally makes them reach out? Is there some sort of event that happens, an awareness? At which point in their lives do you typically find that they are where they are like, OK, I need to I need to reach out? Josh Strange: Yeah, so I think that our lives all go in a different phases based on your age. And so what we've found is that clients typically around the age of 55 ⁓ start to have the capacity, right, to really think through what they want their financial future to look like. for a lot of our clients, married couple, kids, maybe both spouses are working. And so in their Gregory Wilnau: Mm. Josh Strange: running from soccer practice to band practice to Boy Scouts and this and that and just all over the place. So they don't have the capacity frankly to be able to really focus on their own personal finances. But they've done the right thing by default. They've spent less than they make. They've avoided credit card debt. They've invested in their retirement accounts, the 401k or the Thrift Savings Plan. And so a lot of things have just kind of gotten them to a point to where it's like, ⁓ look, I'm doing pretty well. I didn't really focus on it. But then they start to say, well, what are the things that I'm missing? Or they've collected a series of ⁓ what we call the financial product rot collection, where it's like, well, I've got this insurance policy over here. I've got this investment over here. I've got a Roth IRA. I've got my TSP. I've got this. I've got an old 401k. I have no idea how all this stuff works together or even where it is. So they find themselves very disorganized. Gregory Wilnau: Mm. Josh Strange: And they're getting ready to go into this ⁓ retirement where they're not going to be getting that high income anymore. And that can be very daunting. So they're like, well, I don't know what that means for me. And so sitting down and bringing it all together, big picture is really why people come to us. ⁓ At least that's why they stay and choose to become a client. Once they understand that that's what we do, that we're not trying to just... Gregory Wilnau: Hmm. Josh Strange: put them in some product or, you come in for one meeting and we've got the solution for you. It's this, that and the other. And we pull out a fancy book ⁓ with some sort of an investment approach. So I think that people that are looking for clarity over their big picture is really what drives people to stay with us. Gregory Wilnau: Mm. So it's. So it sounds like you take a lot of time to get to know them and instead of front loading it, you continue the relationship. that, you think that helps you better tailor your recommendations because you get a better intuitive sense for who they are, what they're all about. So you can better tailor recommendations based on their unique situation. Josh Strange: frankly, I don't know how else you would do it. I mean, how can you give somebody advice if you don't understand their situation? And if we're supposed to be an advisor, that means that we've taken time to develop an understanding of who we're trying to advise. So if you're not getting to know them, you know, as a person and financially, I don't know how you make good quality recommendations. It'd be like going to a doctor and they come in and you're like, seen you before, here's the medicine. but we don't do any testing, we don't do any diagnosis, don't say, does it hurt? Like what other things are you doing? You know, and for too long in our industry, I think that's been the case. And I'm really excited that we've moved as an industry and those good advisors and you know, we like to think of ourselves in that camp. Have moved from a culture of sales and just sell something to really serve and help to solve, help to Gregory Wilnau: He didn't even ask me what was wrong. Yeah. Yeah. Josh Strange: ⁓ work towards solving those people's financial problems. Gregory Wilnau: Yeah, I love it. I think that's really important. OK, so maybe let's talk a little bit more about some of the ways you get to know your clients as individuals so that you can tailor those recommendations. Could you maybe give me an example? Does any particular client or circumstance come to mind? Josh Strange: Well, every client we're gonna get to know them, you know? And what I've found is when you make it comfortable for a client and they start to see that, this person's not gonna just come in and start spouting off about how great they are. Like nobody cares about my background or they care that I know what I'm doing and can do the job, but they don't wanna know all about my, where I went to school, what clubs I was in, what degrees I was in. They're there to get for me to get to know them. So really starting to understand why did you come in? I mean, that's the initial question. Like what made you decide to interrupt your busy day to reach out to some guy like me to have a conversation? Like what are you trying to accomplish here? And so getting to know them a lot of times, you know, it's just what's important to you. Like tell me about yourself. What have you done up until this point? What's your experience been with working with an advisor? Have you worked with an advisor? ⁓ Tell me about your family dynamics. What about, how are things like, how does it work? How do you and your spouse handle money together? What about your kids? ⁓ A lot of our clients have kids that are in that just graduated from college, getting into the adult world. What's important there? So really getting to know them from that perspective. And then... kind of taking that clinicians approach of, all right, well now let's talk about what's going on with your finances and really understanding, first of all, what are the things that maybe you have in your life or that you have done or haven't done that can jump up and bite you? So like, where are those risks that you're aware of and where are the risks maybe that you're not aware of? Rather than just diving into, well, here's how we're gonna make you a bunch of money. It's a different differentiated approach that I think works really well. Gregory Wilnau: Yeah. Josh Strange: And again, it's helping to understand, first of all, is this somebody that is going to be a good fit for us? And are we a good fit for what they're looking for? Because if that's not there, you don't want to get started. And we don't want to get started. Gregory Wilnau: Yeah. Yeah. Okay. So that's somebody who would be a good fit. ⁓ Help me understand maybe somebody who might not be the best fit. Was there anybody who came in and you're just like, either they're maybe not ready yet. They're not a good fit. What does that look like? Josh Strange: So I think, yeah, that's a great question. ⁓ We try to operate from a position of humility and ⁓ intellectual curiosity, right? Sometimes people come in and they want to operate in a position of why they don't need me. And that's totally fine. Not everybody needs a financial advisor. Certainly not everybody needs our team as their financial advisor. So if they're coming in and trying to explain like why their process is great, well then I'm not sure what we're doing or why everything that they've done is perfect. Then why are you seeking advice? Maybe I should be talking to them because clearly they haven't figured out. So I think that's one example ⁓ of somebody that's not a great fit. ⁓ yeah, trust and also willingness to admit like, I may want help. Gregory Wilnau: So trust. Josh Strange: Like, that's really it. You know, the first step is like admitting that maybe you need some help. And if somebody's not at that point, then there's really not going to be anything that we can do because they're going to be very reluctant to make an adjustment. And when you're coming into an advisor, maybe everything's great. But to assume nefarious intent right off the bat is a bad way to start a relationship. Like don't even waste your time coming. If you think this person is just out to get me, then I wouldn't want to talk to them. If I have a perception that somebody's trying to do something nefarious, like I don't want to even give them the opportunity to earn my business. It's not my job to prove that I'm not like let's come in and assume that we're going to have an open dialogue. So that's the first one. The second one is the person that's looking for the lowest fee. Gregory Wilnau: Yeah. Yeah. Yeah. Josh Strange: We do good work. We have a full practice. We don't need a lot more clients. We're very happy to help those clients that need help. But if somebody chooses to work with us or not, it's not going to ruin my day. It's not going to change our business. There's really nothing there. And so we're not at a desperation point to where we're going to be the low cost provider because we've just got to get business. Right. We do good work. We have a good reputation. and we charge reasonable prices. Doing it yourself is always going to be the cheapest. So somebody that's looking for the lowest cost provider. And then the third... Gregory Wilnau: Yeah. Well, it might not be the cheapest. It might not be the cheapest if you're doing it yourself and you aren't a financial expert and you make mistakes that cost you. So anyway, the third, what's the third? What's the third thing? Josh Strange: Right. And the third is a really sad situation. And we do see it sometimes. I can't build a house for somebody if they don't have any materials, they don't have any tools, and they haven't done anything. So for those clients that are maybe later in life and they're like, hey, we didn't really start saving for retirement and we've only got a little bit of money and not much time and we want you to really invest aggressively so that we can some point retire. Well, that's not prudent financial planning. And so there does have to be a certain level of assets or income or something that we can plan with. Otherwise, you really can't plan. Gregory Wilnau: So you don't help people get out of debt. These people are coming to you, they have a good foundation. They either don't have the time anymore, or they get to a point where they realize they need some help building on top of what they've done consistently and diligently over Josh Strange: Yeah, I mean the real three things is I don't have, you know, people that don't have the time to do it on their own. They just don't want to do it on their own. They'd rather spend their time doing something else or they frankly can't do it on their own. Like it's too scary. ⁓ they don't have the knowledge base and they don't want to go get it. Those are the three people, but they do have something to work with. Right? So there's income, there's a high level of income, discretionary income, there's assets, there's something that we can build with. Otherwise, it's kind of like, I mean, if you don't have enough income to meet your expenses, there's only two answers, cut expenses or go get more income. You don't need a financial planner for that. And so it's hard. We wish we could help everybody, but there's just not enough hours in the day. Gregory Wilnau: Yeah, I mean, I totally get it. Somebody needs to be ready and have put in some of the work themselves and they're looking for somebody to help them take it to the next level. All right, so let's talk a little bit about maybe working with a larger firm versus a more boutique firm like yours. ⁓ What are some of the differences that you found? I know that you came from maybe a place and then I think you went on your own, right? You started your firm, you went on your own. What are some of the differences? Josh Strange: Mm-hmm. Mm-hmm. Gregory Wilnau: Pros and cons, maybe help us understand a little bit more about the differences of working with a larger firm versus more boutique firm like yourself. Josh Strange: Yeah, that's a great question. I don't think it matters so much about the firm size because at any time that you have, what really matters is the relationship with the advisor. If you're with an 800 number, that advisor really probably doesn't know you very well. In my previous firm, while we were a large organization, each advisor had their own sort of practice and their own clients. And so Those clients were the lifeblood. That's how you stayed in business. So while we might have been employees, we were still our ultimate boss was the clients. Because if the clients all fired us, then we didn't have a job anymore because they had no reason to keep us around. ⁓ On the independent side, we're a part of a very large organization with LPL Financial, largest independent broker dealer in the country, 30,000 plus advisors. So we have all the capabilities. But what's different is our only boss is our clients. We work for our clients. And so that's where our ultimate, there's not this split loyalty. know, ⁓ well, this place over here has a great money market, but we can't pull money from the bank account because that's going to hurt our employer. Or, we're limited here because our manager is saying we need to focus on this, you this quarter, you know, maybe at some other institution, not saying anything about, you know, where I previously worked, because where I previously worked was great, like really good advisors. Some advisors I don't think were competent. And I've seen that across the board at a number of firms. Some are absolutely fantastic. It'd be like, yeah, they're a real quality professional. Some are like, I don't know how that guy has any clients at all. ⁓ So it really comes down to the person. And then when you're thinking about ⁓ Gregory Wilnau: Yeah. Josh Strange: sort of that 800 number experience just realized that their whole business is finding advisors ⁓ to answer the phone, but they're not probably going to go that deep because they just don't have the bandwidth. Gregory Wilnau: Yeah. Yeah, it makes perfect sense. I think it goes back to what you were saying earlier, in regard to taking the time to gather an intuition and understanding about who that person is, their tastes, their situations, so you can make the best recommendations so that when you call, you can also ask follow up questions about, how's your husband doing? How's the wife going? How are the kids, know, how's that X, Y, Z vacation we're helping you plan? How's that going on? So Josh Strange: Does that make sense? Gregory Wilnau: ⁓ Josh Strange: Right. Are you still thinking about retiring? What do you want? What, you know, have you given much thought to that last conversation we had about what you're going to do to keep yourself busy? ⁓ you know, how are you and Susie going to handle like all that time together? So, you know, one of the things about working with an advisor is I tell my clients, you get thousands of years of vicarious wisdom because we talk to people all day long and hear about their, things that they did well. Gregory Wilnau: Yeah. Yeah. Yeah. Josh Strange: things that they maybe wish they would have done different and what they've learned from those mistakes. And so then when we see it, we're like, ⁓ you know what? This reminds me exactly what happened with Bill. Here's something that I may want to bring up because Bill would have done this differently had he known X, Y, Z, which is one of my favorite parts of the job. Gregory Wilnau: Mm. Yeah, I love that. ⁓ let's, regarding job, let's switch gears a little bit and ask maybe a little bit more lighter question, a little bit more personal, learn more about you. So if you weren't helping people with their finances, what's the dream job you'd be doing just for the fun of it? Assume you retired from being a financial planner in your second life. Something you would be doing just for the fun. Money's not an object. Josh Strange: I think I would just mentor younger people. ⁓ I've had a lot of people that have spoken really positively into my life and over the years, I wouldn't need to get paid for it. You know, just be able to be there, ⁓ help them realize they don't have to settle, you know, for the status quo that, you know, you can chase your stupid dream and somebody's going to catch it. ⁓ So I really like that. Like giving back is important to me. Recreationally, I like to fish. I'd fish a lot. You know, maybe I'd be a fishing, like a first mate or a fishing captain. Just take people out that are cool and fun to hang out with and take them out fishing. But right now I'm the client, so I'd go to those people. I don't know what I'm doing. So I'm like, hey, just tell me what I need to do. And we have a good time. So that'd be fun if I had the time to really invest in that. Gregory Wilnau: Yeah. Yeah, thanks a lot. catch some fish. Josh Strange: That'd be recreationally and then just like sense of purpose, would be mentoring other people. Gregory Wilnau: I love it. love it. All right. Let's talk about maybe some dynamics with working with clients because obviously, you know, when you move into retirement, you're transitioning out of, ⁓ you know, working your entire life saving. And once you move into retirement, you can focus more off of more on, you know, ⁓ legacy and putting things into the front that you had put off for a long time. or maybe going in different directions and you helping your clients figure out how to do that, whether it be vacations or buying that boat to go fishing, do the fishing they want it to. So when it comes to those types of decisions, maybe how do know when to maybe push a client versus letting them go at their own pace? Like how do you handle those, your clients plan and work through those things that come up? Does that question make sense? Josh Strange: Right. Yeah, so I think that you can persuade, but you can't push. And one of the biggest challenges that we see for retirees, believe it or not, is an unwillingness to spend their money. ⁓ and it's rooted in a lot of times fear or just not really fully understanding the scope of their, of their overall situation. ⁓ so, you know, you think about it, these people have spent all of their lives delaying consumption. Gregory Wilnau: Yeah. Josh Strange: Right. That's what investment is, is delayed current consumption for greater future consumption. But they never make the mindset shift to that greater future consumption. People will be like in their seventies and they'll be like, ⁓ you know, I don't know. I'm not doing so great. I'm not really saving anything on a monthly basis. It's like, well, why are you worried about saving anything for the monthly basis? Well, I got to build my nest egg. I'm like, but you're 75. Like you built the nest egg. You got the nest egg built. It's time to enjoy the nest egg. Gregory Wilnau: Your nest egg is built, man. Yeah. Josh Strange: And I'll tell people, you know, I do kind of push, ⁓ cause I'll tell people, look, you can die as a wealthy old person that did all the kind of stuff that they want to do, because that's where your situation's at. Or you can die a wealthier old person who didn't do any of the stuff they wanted to do. ⁓ but regardless, nobody's getting out of this thing alive. And so based on everything that we've looked at in a very prudent manner, Gregory Wilnau: Mm-hmm. Josh Strange: It seems to me like it's okay for you to do this and it's not going to cause you any sort of risk for your long-term financial well-being. So what is it that you're afraid of? And then they'll oftentimes come up with something like, well, what if a tree falls on my house? And we'll say, well, you've got property and casualty insurance. Like, is that something that's covered? ⁓ sure is. So we can take that off of there. Gregory Wilnau: So it sounds like you help them work through the mindset shift that has to happen. And you're like the good angel on the ear, like encouraging them and giving them peace of mind and permission to spend the money in a responsible way, make that mindset shift. Josh Strange: Yeah, 100%. Nobody but my mother's ever called me an angel, but thanks Greg. But yeah, it's a hundred percent mine. Yeah, I'll pay you later. It's a hundred percent mindset. ⁓ know, money often is rooted in mindset. And so, you know, the longer I've gotten into this work, the more I've learned that that's really what it's about. Like that money is a tool. It's a means. It's not an end. ⁓ And so the people that we work with really do understand that. Gregory Wilnau: You're welcome. I'm here all day. Josh Strange: typically and we want to help them see though, while it is a means, ⁓ you can use it, right? You don't have to just continue to think about, well, I need to keep saving, saving, saving, saving. At some point we want you to spend, spend, spend, spend, spend responsibly and to give you the peace of mind to know that, hey, unless the world kind of blows up, I'm probably okay. And if the world does blow up, not much you can do about it. And that's one of our core values of know, focusing on that nexus of control. Gregory Wilnau: Yeah, I love that. All right, let's make a little shift here. And this could be hard, but I want you to put your humble hat on, Josh, and tell me about something that you do for your clients that takes a lot of time and energy, but they might not never know. Josh Strange: ⁓ gosh. You know, I think if we were to look and just say like practically what's the thing that we do, it's really get to know them. And I don't think that people fully understand like what a mental, ⁓ just it's a mental exercise to really know somebody, ⁓ to think about them at different times, ⁓ especially in. Gregory Wilnau: It's a 24 seven, 24 seven all the time. Yeah. Josh Strange: Yeah, my wife will sometimes be like, he, you know, sometimes you come down, you don't really have much to talk about. it's like, cause I've got all that stuff in my head from listening and really hearing these people throughout the day. And, you know, having 125 of these people's lives that I, know, right. Because when you do work with a financial advisor over a period of years, a lot of times it gets to be to where there's a quite a bit of personal, you know, Gregory Wilnau: Mm-hmm. Yeah, you've done some life together to a certain extent. Josh Strange: We've done some life together. We've been through some stuff. We've talked about the things that you're afraid of, the things that you're happy. ⁓ We've been through good markets, bad markets and ⁓ navigated a lot of life together, worked together to make decisions, help people avoid maybe some things that they were thinking that might have been a mistake. ⁓ So that goes beyond just, you know, the financial side of things like... really understanding like, okay, well, how do you actually feel about this? And then how does the money come in to support that? So, you know, it's not the most clear answer to your question, but it's really hard, like, because we talk about, we do your estate planning. Well, we don't, we don't get paid, right, to like, write wills. But I absolutely have in my mind, what happens if something bad happens to this person, right? We need to make sure that that box gets checked. Gregory Wilnau: I think it is. I think it is. Josh Strange: We want to look at the risk side of things, even if it's not something where we're getting paid like, but if we know it, it's irresponsible not to bring it up and at least say, Hey, I want you to look at this. This is important. And I'm really pretty firm on that. And sometimes it might come off as abrasive. Gregory Wilnau: So that might be where you push a little bit maybe. That might be little bit of, look, persuade. You said persuade, not push, right? Yeah. Josh Strange: Mm-hmm. Yeah, well, when I see somebody that's got a bad thing that's going to happen and you can see you can see that train coming. If I have to, I'm going to absolutely push them off the tracks, even if they get mad at me. They're like, what did you push me for? And I'm like, because you were about to get hit by a train. Well, we're not friends anymore. I'm going to fire you. That's OK. I did the absolute best that I could. Gregory Wilnau: Mmm. Yeah. Josh Strange: If you want to jump back on the tracks, it's up to you. But I know that I did the right thing in that moment. So I'd rather lose a client by doing the right thing than keep a client and know that there's a, you know, that there's a peril there. But ultimately it's up to them. These people hire us to do a job. We work for them. Gregory Wilnau: Yeah. Yep. I can personally relate to ⁓ having clients and constantly thinking about them even when I'm not working. It's a 24-7 job having clients that you're responsible for and them constantly being on your mind and all the even the subconscious work that comes together to produce results and come to a conclusion about what to do. And the best conclusion can only come from knowing that person. knowing their situation and thinking deeply and often about them. So I totally, totally get what you're saying there. Okay. What I'd like to talk about now is what it looks like when somebody starts to work with you. So ⁓ they've met with you. They've determined that this is a, they want to work with you. The timing's right. Maybe walk me through what the first couple of months. of what working with you looks like. Maybe go into how you get started, how you start working with them on their plan, how you help them start transitioning to thinking about spending the money, helping them plan some trips that they've been excited about but haven't felt good about taking. ⁓ Maybe walk me through those first couple months after somebody becomes a Josh Strange: Yeah, so once they've determined that, you know, we're the right team to help them, ⁓ then we go into what we call the NGPS process. And this is a process that I've developed to work with clients. Everybody likes to talk about the GPS, right? And the GPS is really cool marketing. Like, think about it as your GPS. But the thing about a GPS is it doesn't work at all if you don't know where you're starting from. So the N in GPS is, NGPS I think is one of the most important important and overlooked components of somebody's financial planning because we like to talk about goals. We like to talk about how the strategies that we can bring in but really getting to understand where a person's at in the current here and now. And so that's where we begin. We begin where we're at now. So getting to know clients deeply from where they're at from a financial perspective. So that's going to involve a ⁓ data gathering process where we're going to ask for statements and policies and schedules and pay stubs and tax returns and estate planning documents really to try to get a big picture understanding. And rather than me just say like, well, tell me about what you're doing here. It's like, yeah, you may know, you may not know, but you kind of get into the telephone game. I just want to get the primary doc. We call them the primary documents like the primary source. We can look at that as professionals, fared out the information accurately rather than saying like, ⁓ can you tell me about this? You know, I've got to go to the grocery store here. Kids have that. I'm trying to figure out what in the world we're going to do this summer. Yeah, I remember exactly what I chose in open enrollment seven months ago. Sure. I can just rattle that off my head. But if we have those documents, we can get it. Once we have those documents, we're gonna go through and do a deep analysis with that, ⁓ both just reading things and then also utilizing software to get us to where we can really ⁓ see it big picture and then present that with a client. We're gonna visit with them about a draft analysis of kind of like, okay, well, here's big picture what we're seeing, then start to identify, all right, so. What is it that you want to do? Like what would you do if money wasn't an object? What would you like to see happen? How are you going to feel, you know, was successful? Where are your priorities? And then are those priorities? Gregory Wilnau: What have you been holding back on that you've always wanted to do? Josh Strange: Right. Maybe, well, you know what? It looks like you're doing a little bit too much here. Maybe we need to dial that back or, you know, you say you want to do this, but that puts this other thing at risk because economics and finance, dismal science, infinite ones, limited means, how do we work within that construct? Gregory Wilnau: Right. You can afford anything but not everything. Anything but not everything. Right. So make your choice. Right. Make your choices. Yeah. Josh Strange: That's a different way of putting it, but I like it. We talk about competing priorities, but your way is pretty good. Maybe you should become an advisor. Gregory Wilnau: All right, so I'm loving this, man. I really like the emphasis on who you serve, but also the people that you serve have made a lot of sacrifices throughout their life. And they've done their due diligence and they've done their part. you can also, and you're a powerful ally to help them transition to the next phase and help them make the most out of the work that they've done. I love that. Okay, so for anybody listening who is interested, in speaking with you and possibly working with you or taking next steps. Where should they go? How could they get in touch with you? Josh Strange: Yeah, so we've got a great website where you can go. You can read more about us. That's ⁓ www.goodlifefanova.com. So that's goodlifefocstrotalphanova.com. If you're a government employee, retiree or your contractor, you're probably familiar with phonetics. ⁓ But we've got a contact us form. You can book an initial consultation or we'll just have a conversation. You get to know us. We get to know you. see if there's a good fit for us to take the next steps. But that's the best way. If you'd like, you can also reach out via text 703-214-2112. That goes to our direct office and our Director of Client Services will work to ⁓ reach out and set up a time for us to connect. Gregory Wilnau: All right, Josh, appreciate you. Thank you. Josh Strange: Thanks so much, Greg. Have a great day. Gregory Wilnau: You too.