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Behavioral Coaching & The Boutique Advantage with Ryan Wyatt | Financial Planner Search · Financial Planner Search

• Ryan Wyatt, CFP®, CIMA®: Yeah, right. Gregory Wilnau: All right, hey Ryan, how are you today? Thanks for being here. Ryan Wyatt, CFP®, CIMA®: Greg, I'm doing well. Thanks for having me on. Gregory Wilnau: Yeah, man, I'm really excited to talk to you and learn more about you and what you do for your clients. So let's jump right in here if you don't mind. Maybe tell me a little bit more about kind of what you do, what you specialize in, maybe what led you to choose this career and perhaps how you got started. Ryan Wyatt, CFP®, CIMA®: Yeah, so I'll kind of address some of the questions you ask on the tail end and then ⁓ get to the questions you asked at the front there. So, or at the beginning. ⁓ So I would say that my, work with my father, Ron Wyatt. He's the owner of our company and he is a large factor or reason why I came into this industry in the first place. ⁓ We grew up. You know, he's certainly a fatherly figure, but I would say as I started, you know, maturing and becoming older, ⁓ not only did I become naturally just like curious about what he does and in a way kind of fascinated by it, but our relationship like father and son, you know, a certain point in time, we just became like friends. And so I just naturally wanted to kind of follow in his footsteps. So. Gregory Wilnau: Yeah. Ryan Wyatt, CFP®, CIMA®: know, fast forward, I'm applying to colleges. I knew I wanted to be a finance major. ⁓ I don't know if you've ever made a decision in life, but you never really think twice about it. just, I kind of knew going right into college and studying finance that I was on the right track. I enjoyed it. ⁓ I remember telling some of my closest friends in college, you know, what my plan was after college. And this was, you know, freshman, sophomore year. And that was I want to become a financial advisor. I want to work with my dad one day. again, it felt natural. I wanted to excel in it. ⁓ I remember leaning on my dad's expertise and knowledge of the industry as I got into the later years of college. ⁓ He helped me pinpoint some of the companies that I should. apply to work for right out of college. He wanted me to go out and get my own experience and really determine that I liked this profession before we started working together. that led me to my first... Yeah, yeah. There's two... Gregory Wilnau: Mm. That was really supportive, supportive of him to do that. If make sure this is what you want to do, son, you know, make sure this is for you. Go explore yourself. Yeah. Ryan Wyatt, CFP®, CIMA®: Right, exactly. Yeah, and different people have different thoughts. Some people say, hey, look, you know, I'm going to train them, you know, my way, bring them in right away. And other people say, hey, you know, go out, get some experience that way when you come to the, when we come together, you know, you can challenge me professionally, of course. But, know, you kind of have a semblance of who you are in the industry. And that was Ron's thinking. And I'm very grateful for that because I worked at Vanguard. worked at Charles Schwab. ⁓ Gregory Wilnau: Yeah, absolutely. Yeah. Ryan Wyatt, CFP®, CIMA®: all in the space of what I'm doing now. And I take that knowledge and even just like learning how those large firms operate and what they offer to their clients. It's invaluable. And it certainly made me, I think, a better advisor ⁓ today. ⁓ I forget, I think there was another question at the front of that that I maybe did not address. Gregory Wilnau: Mm-hmm. Yeah, think, ⁓ let's see, you talked about what led you to choose this career. ⁓ Maybe a little bit more about how you got started. maybe there was something about your father. So I mean, I think we all are inspired by our dads and our mothers too, but know, son's our father's. ⁓ Maybe talk about, when you were growing up, you knew what your dad was doing. Maybe was there something about your father that inspired you? Like, is there a memory that comes to mind where you started to get curious about and interested in what he was doing that made you think, maybe acted as the catalyst for you to be like, yeah, this is really cool. I want to learn more about this. So is there anything that stands out to you? Ryan Wyatt, CFP®, CIMA®: Yeah, remember ⁓ it sounds cheesy and I was young, but ⁓ sometimes I have childhood memories on a few different occasions of people saying, ⁓ what does your dad do? And I was like, ⁓ he's a financial advisor. And back then when I was a kid, was like, ⁓ I thought that was like the equivalency of a superhero. Now, I'm not saying the financial advisors are superheroes, but that's kind of how I looked up to him at a young age. And I'm sure that had something to do with me wanting to pursue the industry. And then the fact that I actually liked it was setting goals for myself, pursuing further education. And it just felt fulfilling and motivating ⁓ to be achieving things on a personal and professional level. It just re-solidified those positive thoughts that I had from a young age. But I also remember being in the car and trying to ask him questions about what he did and basically just thinking, ⁓ he does something with the stock market that I don't understand yet. you know, I, the questions wouldn't go much further after that because again, I was, was pretty young and didn't have a strong understanding of everything that went into being a financial advisor. Gregory Wilnau: You Yeah, but it's more than that, isn't it? As you get older, you realize it is definitely the stock market plays a role, but it's so much more than that. Ryan Wyatt, CFP®, CIMA®: ⁓ yeah, ⁓ yeah. Gregory Wilnau: Let's talk about that a little bit. ⁓ Maybe you could describe the kind of person who comes to you and is ready to work with you. Maybe, what are they struggling with that kind of finally makes them reach out? Ryan Wyatt, CFP®, CIMA®: Yeah, so, you know, we always say like, we're pretty goal-oriented people. ⁓ You know, I would say that Ron would share this sentiment with me, but my personal belief is that if you're not growing, you know, as morbid as sounds, you're dying, for lack of better words. Gregory Wilnau: Yeah, yeah. Ryan Wyatt, CFP®, CIMA®: And so we're very motivated to pursue and achieve personal goals. And what we found is that our client base just naturally resonates with us. It's a very easy connection. And across the board, all of them, you know, they have their current situation, which nobody's situation is identical to another, you know, client situation, right? But all of them are started off at point A, they had goals that would get them to point B, and that's where we would come in and fill the gap. And again, it's the thing that we're relating to our clients on is that we're motivated goal-oriented people ourselves, and so are they. And it's really setting that framework for achievement or pursuing goals. And I listen to a bunch of podcasts. I'm really big into kind of how the brain works and what motivates people. Gregory Wilnau: Yeah. Ryan Wyatt, CFP®, CIMA®: The more you kind of learn about it and read about it, you find that that constant pursuit of chasing the goal is where real happiness is created, not so much the achievement of the goal itself. And that's what we're doing on a day-to-day basis. We're setting a plan. We're measuring progress towards those goals and helping people achieve. ⁓ That's how we think naturally. That's how our clients think. And ⁓ I think they get a lot of enjoyment out of actually feeling like they're taking their situation and improving it. Gregory Wilnau: Yeah. Yeah. Yeah, I love that. So, okay, so you meet a prospective or a potential client for the first time. Kind of walk me through your questioning or your thought process. Like, how do you maybe help understand or identify what their goals are? Like, what are you looking for? What do you want to understand in that first meeting that really like lights you up and gets you excited about this person and potentially working with them? Ryan Wyatt, CFP®, CIMA®: I mean, you know, it might sound cliche, ⁓ you know, if anybody's listening to the show and they've had one, two, three conversations with advisors in the past that they've been thinking about hiring, you know, you'll hear often a good fit is important, but it is. ⁓ So the first call is really making sure that mutually there's a fit between the type of help that perspective client needs and what the firm or what we specialize in as advisors. ⁓ I would say the next most important thing from there is determining how open to receiving help or receiving advice or implementing advice that is given from an advisor to a client. ⁓ the person is because somebody might be the perfect fit, but if they're not open to the advice or if they have certain biases that might make it difficult to implement the ideal strategies, it's going to be a difficult relationship. It's going to be hard to really make progress. It truly is like working together, the advisor and the client. Gregory Wilnau: Hmm. Hmm. Ryan Wyatt, CFP®, CIMA®: And those are the best relationships. ⁓ That's ultimately what we're trying to figure out in that first meeting. Gregory Wilnau: Absolutely. So if they're open to ⁓ the type of relationship where they work with the advisor and are open to the expertise and quite frankly, the leadership. Ryan Wyatt, CFP®, CIMA®: Yeah, think about it this way. ⁓ A term that we use often is a delegator. ⁓ We delegate running a family-owned and operated wealth management firm. There's certain things that you control fully, and there's certain aspects of the business that you delegate to free up your time so you can focus on what you do best. It's the same thing for our clients. Across the board, are the clients that we work with. They're delegators. Their goal might be to maximize their lifestyle and retirement and spend their time doing the things that they enjoy doing, whether that's traveling, whether that's going to Florida for six months of the year and running a boat, whatever it is. That's what they're focused on. they're delegating the expertise in the management of their financial situation to us. And that delegation piece is critical. Gregory Wilnau: Okay, this is great. I'm loving this. ⁓ Okay, so let's maybe talk a little bit about how you would approach ⁓ working on a goal with a potential client. like, ⁓ let's say they're retired already, right? They've delegated most of the management of their finances to you. And they're like, okay, well, we want to go on a three month trip ⁓ to like Europe or something like that. Have you ever had a client come to you with a goal like that ⁓ and they're looking to you to help them figure out financially how to make that happen? Is that something that typically a situation that you find yourselves in that your clients kind of come to for? What's your, like how do you approach that? Ryan Wyatt, CFP®, CIMA®: All the time, yeah. mean, so, you we always tell our clients that your goals are your goals. Your goals are different from anybody else's and we're goals-based financial planners. So what that means is that we're here to establish a retirement plan for you that's gonna help you achieve your goals. Now, if at any point in time we feel or we see or the numbers show that certain goals are not achievable, rather than tell them it's not achievable and say, hey, you need to pursue this alternative or you need to go down this path instead. We empower our clients to actually make the decisions on their own. So what we do is we educate them on trade-offs that would need to be made to achieve their goals. That way, they're always in the driver's seat. They're making the decisions, but we're educating them on the workable trade-offs. that will help them achieve the goals that they've already told us are important to them. Now, some clients might have resources that far support their needs and you don't have to have that conversation of trade-offs. Their goals might be small compared to how much they've saved over their lifetime and whatever they wanna do, they'll achieve. But that's not always the case. And if that's not always the case, then absolutely, you have to be prepared to talk to them about trade-offs and show them maybe one of the trade-offs they make is Gregory Wilnau: Hmm. Ryan Wyatt, CFP®, CIMA®: spending less. Well, how much less do you spend and what are the results of spending less over a long period of time? You need to be able to show them that. And that's, that's ultimately what we do. ⁓ and it's not just, know, Hey, spend less to make the plan look better. ⁓ sometimes we have these conversations when volatility picks up in the markets, you know, some people will, this was happening a little bit around election time. Some people were considering putting up a chunk of their portfolio in cash and, ⁓ Gregory Wilnau: Mm-hmm. Ryan Wyatt, CFP®, CIMA®: What we do is we show them the repercussions of doing that. We don't tell them, don't do it, stay in the market. I think that's more of like a low-level advice approach. We just show them, OK, if you go to cash, this is the long-term repercussion. But if you stay invested, based on our framework, this is the long-term, this is what it looks like long-term. And then it becomes crystal clear to them during that meeting which path they really want to pursue. Gregory Wilnau: Mm-mm. Hmm. So it sounds like you share the data with them. You help them walk them through the decision and help them step. Because this is the thing about money. It's not just about numbers. It's also about behavior, emotion. You know, there's a fear component in there. So. Ryan Wyatt, CFP®, CIMA®: Yes. Yes. That's the hardest part about it. The behavior part's the hardest part about it. Sometimes we say, you know, it doesn't feel like we're financial advisors, we're behavioral coaches. Like, it's the behavioral part of finance is sometimes it makes you just, you don't even know what to say. Some biases are very strong. Gregory Wilnau: Yeah. So this is interesting because we're talking about uncertainty in the decision-making process. ⁓ It sounds like you give, you do a really good job sharing the information with them, helping them make an informed decision. What if your client's leaning in a direction where you're your gut's telling you, really, is it something that you should do? Or you really have concerns about it, but they are still kind of. Leaning that way, how do you approach that? Do you let them just kind of do their thing like how do you maybe respectfully professionally? As a strategic partner. Maybe push back a little bit or do you just kind of let them go? Ryan Wyatt, CFP®, CIMA®: Yeah. Yeah. And so, you know, I don't want to sound like I'm contradicting what I said before, where, you know, where we will educate our clients on the trade-offs that need to be made for to kind of not only achieve their goals, but have a more favorable ⁓ retirement. But sometimes, yeah, we will deal, we will deal with client situations where they might want to do something that's worse than suboptimal. I have a client situation that comes to mind. ⁓ They live in a pretty high cost of living area and they inherited some money and they wanted to stop renting and buy a house in that high cost of living area. And this was during COVID, so prices were being bid up pretty high. So we already knew going into the conversations that you know, they're probably going to be paying a premium, but what they were looking for and what they were considering was all over the place. At one point in time, it was a duplex that they could rent the bottom floor out of and they would live on the top. pretty much most of what they inherited and then some would have been wiped out all from one real estate transaction, ⁓ which, you know, Gregory Wilnau: Hmm. Ryan Wyatt, CFP®, CIMA®: My role in that was to tell them, hey, you know, it's too expensive. You're buying too much house. I understand that there's the income component to it, but you have to think long and hard. Do you really want to become a landlord? ⁓ And then the second part was, from there, was showing them in the plan, saying, if you tie up all your money in one asset, real estate, which is not a liquid asset, that's not going to be something that funds your lifestyle. You're living in it. Gregory Wilnau: Mmm. Ryan Wyatt, CFP®, CIMA®: This is what it means for you long term. This is how much more you have to save. Basically what I was able to show them through the retirement plan is that if they spend that much money on a house, it's going to for the rest of their life put unnecessary pressure on them to basically replenish those assets so that they can retire when they want to and live the lifestyle that they want to. It became crystal clear through conversations that, you know, spending a sizeable amount less but still having a very nice house in that high cost of living area was the logical thing to do and that's what they ultimately ended up doing. And I can tell you right now just from doing the financial plans that conversation comes up often and I consistently hear thank God that we didn't buy that expensive home. ⁓ So that's just one example that comes to mind. Gregory Wilnau: Yeah. Yeah, I love that. I love that. All right, let's talk. Let's get a little bit more into the nitty gritty. ⁓ Now, I want you to put your humble hat on and brag about yourself for a little bit, which is something that I admit is an awkward thing to do. ⁓ So what is something that you do for your clients that takes a significant amount of time, but they'll never see or know about? Ryan Wyatt, CFP®, CIMA®: Very, very. ⁓ I probably get myself too involved ⁓ to the point where it's almost like OCD-like. ⁓ And this probably stems from my first job out of college. Like I said earlier, working at the large firms, you learn how they operate and you learn how confusing it can be dealing with them. And so just this, mean, it's a small example, but something we face often. ⁓ Let's say a client's retiring and they have their retirement plan at Vanguard. ⁓ I will typically volunteer to Gregory Wilnau: Mmm. Ryan Wyatt, CFP®, CIMA®: call Vanguard, go through the different departments, find the right person, conference in my client, get permission to speak freely with the phone representative at the company, really just to figure out, okay, hey, what's your process for rolling this money from the 401k? My client's retiring and they wanna put it into an IRA at a different firm. That's something that they could do on their own. It's pretty straightforward, but I... I look at it and I say, hey, it's confusing. ⁓ They're paying us. They're paying us for a reason. It makes no difference to me. Let's just get the information right the first time around. And if it's a form that needs filled out, I tell the client, email me over the form. We'll fill it out for you. We'll FedEx it directly to the firm, get the money sent directly to Schwab, which is where we hold our money. again, it's a small example. You know, do you need to go that far with it? Probably not. Gregory Wilnau: Yeah. Ryan Wyatt, CFP®, CIMA®: ⁓ Do the clients know that maybe most advisors aren't doing it that way? Probably not. But I just like to make sure that it's done right and I don't feel right telling somebody, go and do this and then get back to me and knowing they might get confused somewhere along the way. It just doesn't feel right. Gregory Wilnau: Hmm. Yeah. Yeah. So you're much more boutique and hands on with how you approach these things. Ryan Wyatt, CFP®, CIMA®: 100 % and you know Ron and I like a 100 % 100 % I you know, I remember working for some of the large firms you You were measured with you know, how many clients you talked to a day and how long you were on the phone and here we work with you know, probably 130 families were managing north of 250 million and Gregory Wilnau: It's a different experience. Ryan Wyatt, CFP®, CIMA®: We are very well staffed for that amount, for the amount of households that we work with. The benefit to the clients is that, hey, we have the capacity to work with them and we have the ability, and we never want to lose it no matter what size we grow to. We have the ability to go above and beyond to make sure that we're making their lives easier. We're not making recommendations and complicating their life. That would be... a situation that you want to avoid at all costs. Gregory Wilnau: Yeah, absolutely. It's actually an interesting point. Maybe we could unpack that for a little bit. ⁓ You know, there's larger firms, smaller firms, larger financial firms, smaller, more boutique firms. So larger firms like, you know, some of them, larger firms that you mentioned that we all know. And I don't want to say small because that that connotates I think lack of impact when it can be the opposite. think boutique's probably a better way, more hands on. What are some of the differences you think between working with a large firm and a smaller, more boutique firm like yours? Some of the larger differences. Good, bad, or indifferent? Ryan Wyatt, CFP®, CIMA®: Yeah. what's the benefit is it's a known, you know, there's brand recognition, right? It's, you know, there's a sense of comfort with the brand recognition. ⁓ Everybody knows, you know, Vanguard and for the most part, they associate safety with a large name like that. It's been around for a long time. ⁓ In that comfort aspect, you need to be comfortable. That's what we're doing for our clients. They need to be comfortable in retirement. We would never want somebody constantly stressing after they've stopped working. That's not a good situation. Nobody wants to be in that position. The other side of things, ⁓ what I've seen at the large firms is two things come to mind. Gregory Wilnau: Yeah. Ryan Wyatt, CFP®, CIMA®: is advisor turnover. You've got to think like, hey, these advisors to these large firms, climbing the corporate ladder is a real thing. They might be in one segment now, but their goal might be to climb up to a higher segment and work with different clients long run. And that might mean that they're not taking their book of business. with them as they progress professionally. And so then a new advisor's coming in and having to get to know a pretty large book of business rather quickly, which I think is a difficult task. Gregory Wilnau: Hmm. By book of business, you mean the list of clients that that advisor has been serving. Just in case, yeah. Ryan Wyatt, CFP®, CIMA®: Yeah, yeah. And some those—some advisors to the large firm—I remember when I worked ⁓ down in Virginia with Schwab, our advisor who had been in the office ⁓ for the longest period of time, one advisor, he was managing about a billion dollars by himself, which is a large, large book of business for one advisor. And so it's a fact if something—if he ever went somewhere else or something like that— ⁓ That could be a pretty uncomfortable thing, especially since some of those clients have been working with them for a very long period in time. ⁓ So the advisor turnover piece is certainly something to consider. And what you have to think is, would you be comfortable if that happened? At our firm, what we do is our advisors are owners of the firm. And so what that means is that Gregory Wilnau: Wow. Yeah. Ryan Wyatt, CFP®, CIMA®: that really either fully eliminates or drastically decreases the advisor turnover. So our advisors are here to work with their clients for very, very long periods of time. And the whole thought process with that is that as you get to know somebody on a personal level, you get to know them ⁓ person to person, your planning becomes better because you understand who they are to their core. Yes, exactly. Gregory Wilnau: Hmm. Mm-hmm. Whole context of everything. Yeah, so you're not just having conversations with them You're likely also meeting members of their family or extended family or those sorts of things getting to know their personalities so that you understand the nuance and can read between the lines on certain dynamic Dynamics and things like that. Yeah Ryan Wyatt, CFP®, CIMA®: ⁓ a hundred percent. A lot of times, yeah. Yeah, if one of our clients has ⁓ an eye for cars, we know which type of cars that they have an eye for. And when they come in, we're making jokes and saying, ⁓ what are you seeing on the roads now that you like? It's something small, but we know them. And we know that that might show up in their plan. And they might always have a goal to be buying a new car. And that means that, again, trade-offs need to be made in other areas so that they can do that because it gives them fulfillment. ⁓ Gregory Wilnau: Sure, so they're thinking about buying a beach house, you know, hey, also next year, you know they're gonna be looking to buy a new car. So yeah, let's go that in, right? Yeah, yeah. Ryan Wyatt, CFP®, CIMA®: And, and, and, and, Exactly, exactly, exactly. And the other, the other thing that comes to mind ⁓ is it's, you know, at the mega firms, sometimes, you know, you get the feeling that it's more of like a one size fits all, not tailor, not like completely tailor made to the situation. So you can, you can run the risk of seeing some ⁓ I don't want to say necessarily advice, but there might be more of like a cookie cutter strategy, whether it be like on the asset allocation, you know, how much do you invest in stocks and how much do you invest in bonds? And again, I'm not saying that this is at every major firm and I'm not treating this as gospel, but the example that I'm using is that maybe at the mega firms because time and capacity could be an issue, they might look at like, okay, based on your age, this is the optimal allocation. But with us, what we're doing is we're actually looking at the retirement plan. We're looking at their goals and we're looking at their resources. And each plan and strategy that we recommend is 100 % personalized based on that specific situation and nothing else. So we could have clients that are Gregory Wilnau: Mm-hmm. Mm-hmm. Ryan Wyatt, CFP®, CIMA®: in their 70s, and again, their resources far support their needs. They're very comfortable with the risk. Maybe their goal is to maximize their estate. Well, their portfolios might look pretty aggressive. Their portfolios would certainly be more aggressive than just the general kind of investing 101, hey, go into a 60 % stock, 40 % bond portfolio at retirement. And then, you know, there's, we're using the time that we have and the resources and the expertise to Gregory Wilnau: Yeah. Yeah. Ryan Wyatt, CFP®, CIMA®: look at all aspects of what we do on the investing side, the retirement planning side, and the tax planning side, to make sure that there is a clear value exchange there, to make sure that we're differentiating ourselves, ⁓ not in a foolish way where we're betting on the market as an example, but spending time and energy to make sure that our proprietary stock strategy is running in the best possible way that it can be ⁓ type of thing. Exactly. Gregory Wilnau: Yeah, it's highly nuanced. It's new. Yeah. Well, I think, you know, there's pros and cons to either choice. And that's something that is the responsibility of the individual to think about and consider when they're making a decision. OK. Ryan Wyatt, CFP®, CIMA®: Yeah, the boutique firm, it's not everybody's gonna love it. Some people are, but not everybody will. And like you said, I I agree with what you said. You have to kind of think, what are you comfortable with? What do you want? And I think by thinking about that upfront, it will naturally kind of put you on the right path in terms of what types of advisors you're talking to from the get go. Gregory Wilnau: Absolutely. All right, so. ⁓ Let's do this. ⁓ We're working towards the end here, but I want to understand a little bit more about maybe your initial process. like, let's say somebody becomes a client today. ⁓ What literally happens week one, week two? What does it look like to work with you over the course of a calendar ⁓ year? Ryan Wyatt, CFP®, CIMA®: Yeah, so what we do is ⁓ the onboarding process is kind of like a housekeeping. It's getting the investments consolidated under one roof. It's making sure that ⁓ they have all the functionality on the accounts that they need. So a lot of our clients are either nearing retirement or recently retired. And so it's up to us to replace their paycheck. Their employer's no longer doing it. So We're making sure that the bank accounts are linked so that money can flow in and out of the accounts. We're making sure that their beneficiaries are set up that way, you know, God forbid something ever happened. You know, their money is going to somebody that they want it to go to. It's not going through, you know, probate. That's what we're spending our, you know, our goal is to have onboarding done for each client in less than 30 days. So. That's what we're handling during the onboarding process, a bunch of clerical housekeeping things that are important. From there, what we do is we have a new client review meeting. And the purpose of the new client review meeting is to reiterate who their primary advisor is, who the secondary advisor is, explain the role of everyone in the firm. So who do they contact with these types of questions? Who do they go to for these types of questions? ⁓ And from there, it's really just a matter of making sure that they are put into the correct tier based on their, like a service tier based on their stage in life. So our planning approach might look a little bit different for somebody that's still working versus somebody that's retired. ⁓ And the time of year we might meet with them might look a little bit different. So once our boarding's done, once we've had the new client review meeting, then we're kind of off to the races and we're meeting with our clients proactively twice a year. And that's, you know, first quarter, second quarter, third or fourth. And it's kind of a routine maintenance from there. Whenever volatility picks up in the markets, we'll be sending out letters to our clients on a proactive basis, just inviting them to schedule time. That way if they have questions or concerns about some of the things happening, they can reach us. But... Not everybody takes us up on that, but at the very least, we're meeting with our clients twice a year. Gregory Wilnau: Excellent. That way you have your financial plan with them. If anything changes, you can make updates and adjustments. You're also always there for questions. Ryan Wyatt, CFP®, CIMA®: Exactly. And the scope of the meetings are a little bit different. ⁓ know, for example, ⁓ retired clients, know, one meeting is going to be more focused on the retirement plan or the retirement income plan, which is like I was talking about earlier, that's tracking the progress towards their goals. And the second meeting is going to be very focused on tax planning. So we create not just point in time. tax minimization recommendations, but it's really multi-year tax plans that set them up to minimize taxes over their lifetime. So the second meeting, typically later in the year, is more focused on tax, and we make sure that we're giving investment updates, how the strategies are performing, how they're doing relative to benchmarks. We make sure that we cover that in every meeting that we have with clients. Gregory Wilnau: Excellent. So they're never left wondering what's going on. I love that. Ryan Wyatt, CFP®, CIMA®: We over communicate. Gregory Wilnau: Nothing wrong with that when it comes to money. Ryan Wyatt, CFP®, CIMA®: No, no, people need to know what's going on. Gregory Wilnau: All right, Ryan. All right, man, I appreciate you coming on. Last question for someone thinks that they might be a good fit to work with you. What should they do next? How can they get in touch with you? Ryan Wyatt, CFP®, CIMA®: Yeah, so they can reach out to me directly. ⁓ So it's Ryan Wyatt at WyseWA.com or they can call me at 724-271-7019 or they can even look at our website and they can take the first step in the prospective client interview process by booking that good fit call that I was talking about earlier, which is just a... Non-committal, 20 minute introductory call to explore a fit between the help you're looking for and everything that we do from our clients. And again, if you go to our website, ⁓ you'll see very clearly how to take that first step. Gregory Wilnau: and to anyone listening, will put links to all of that information below the episode. All right, Ryan, been great to chat with you, been great to get to know you. Thanks for coming on. Ryan Wyatt, CFP®, CIMA®: Greg, I appreciate it. Thanks for having me on and I hope you enjoy the holidays. Gregory Wilnau: You too, my pleasure.