Episode 2: Phil Weiss, CEO of Apprise Wealth Management

Welcome to the essential financial advisor marketing podcast. In this podcast, you’ll get discussions and interviews 100% dedicated to helping financial advisors with their marketing challenges as well as sharing what’s working well in their practice via essential financial advisor marketing podcast.
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Welcome to essential financial advisor marketing podcast. Brought to you by financial advisors.com. The consumer friendly advisor driven comprehensive marketing platform for the financial services. Like today, today, we’d like to welcome Phil Weiss, CEO of a price wealth management. Welcome Phil.
Thanks Jim. Happy to be here. Yeah. All right. Um, Phil, I wanted to start out with asking you the question. First of all, how long have you been an advisor? And in what part of the country are you? Uh, you practice your advisory. I formed my firm in 2017 in the summer of 2017, but I actually didn’t really get started managing the business for about a year.
Cause I was doing some other things. It was a transition for me to get to here and I am located in Phoenix, but not the one in Arizona. There’s another one that most people don’t know about in Maryland, which is. About 20 miles north of Baltimore. Oh, okay. What are you good? Yeah. All right. Well, um, can you tell us a little bit about your advisory practice, Phil?
I mean, what is your, what are your specializations are who you serve? and what are your clients are typically based? Okay. My, I typically my, the niche that I’m developing, I guess I work with a lot of women that could be. They could be single, they could be divorced, it could be married. Or in many cases they are the ones that kind of lead the process for a married couple.
Sometimes that’s just because they are really driving it. And sometimes it also could be that the husband’s like, worried about like, what’s going to happen when he’s gone, because what you often find is. But the husband takes care of the finances because that’s kind of like the societal norm it’s changing.
Like when you talk to younger couples, it’s not always that way, but for more mature couples, that’s often the case and that has been, been saving. So the wife says, well, so we’ve been saving, what are we going to do? What does this mean? What’s going to happen when we retire? He can’t answer those questions.
So that’s when they look out and find somebody like me, who can help them. Put together financial plans. So I’m a fee only advisor. I do financial plans and I do investment management in addition to like what I said from a niche perspective. And I started my career as a CPA. So I do focus on taxes. I try not to do tax returns every once in a while.
Somebody asks me to do one and I’ll give in, but to me, taxes and investing are joined at the hip. So there’s lots of tax things that you can take into consideration. When you’re managing your assets, that really matter because it can leave you either with a dollar more to spend today or save for tomorrow.
So that’s kind of like the focus and it’s, it’s a very holistic approach. I really try to get to know the people that I’m working with and know, and understand my clients. It’s nice if your client, how to become more your friends and just people that you’re doing, some things for. Where are your clients typically based?
So, because of how my client base is I get my clients about half. My clients are in Maryland at the other half or all over the place. I have clients in 15 states plus Washington, DC. My farthest clients are located in California, Arizona, and Seattle watching. But they’re more concentrated. Like I said, half of them were in Maryland.
I have a number of clients in Pennsylvania, New Jersey and Virginia. Okay. Okay. So H how did you get those clients that are, you know, not real close to you? So a lot of those clients came to me. So I work with Zoe financial, which is a solution. And they have made those introductions. Okay. That’s where we’re a lot of those.
Okay, awesome. Yeah. Um, so I’m just curious to hear from you, what do you see as your, you know, your biggest marketing challenges? So for me, I mean, I guess a couple of things, so I blog regularly, which if you look at your site, you can [00:05:00] see that because I’m always now posting them. Right. And I’ve done webinars and I’ve done ask me any think type things.
Okay. I know I produce good content, but it’s how do I get more people to see it? Right. That’s like, that’s a big thing to me. And, you know, I like, Zoe’s been a good partner, but I’d like to have it so that I wasn’t as dependent upon them. So that’s where most of my efforts are directed towards reducing that reliance a little bit.
Okay. Yeah. So. That’s that’s great. I mean, you know, and, and one of the things we love is actually doing podcasts because podcasts are really great pieces of content that, you know, can get a lot more exposure. Um, you know, for you, uh, it’s a multi-purpose piece of content, you know, it’s audio, it’s video. You, you, you take it, transcribe it, turn it into words.
You know, Google loves to search words, you know, to help people find what they’re looking for. So it’s really a multi-purpose piece of content. I’m really glad to hear you’re doing webinars and things like that. Because again, that’s just a, it’s really setting you up to be a marketing powerhouse w you know, from a content perspective.
So then the next thing is, you know, how are you getting, you know, how are you trying to get that content in front of the right people? have you been working on that? I have. So, I mean, I think I’ll tell you too, going back to content. I also send out, I like video, like drives. I was an analyst for a while and I used to do CNBC and stuff like that.
So uncomfortable in that kind of environment. So I’d like to send out video even like, when I get introduced to a prospect, they get a video from me so that they can see who I am. So I have a distribution list. So when I send a blog out every week and when I send out my blog, everybody on my distribution list gets a call.
I also put out things on social media. I primarily use Facebook, Twitter, [00:07:00] and LinkedIn, and I put my content out those ways as well. Those are the primary things that I’m doing at this point. I’m looking at to try to figure out what else I can do just to get, get it out there. Yeah. Okay. Yeah. You know, I find that it works really well when you create like a 12 months social media campaign.
For every blog post that you do, or every new piece of content that you publish, it’s a great way to drive traffic back to that blog post, because you know, social media is kind of like a river, you know, I mean, it’s just flowing right in front of you. When you look at the newsfeed, you know, it’s constantly changing and, and Facebook is becoming a challenge.
Are you putting it on your, on your personal profile or are you doing it through a business plan? So I do have a business page, but most of the time when I put out my social media content, it always goes to my personal page because I’m using software to help me distribute things. Okay. Well, for only [00:08:00] connects to the personal page, but I will try and put some of the other content on my business page as well.
Yeah. Yeah. So, yeah, so that’s all great. I’m glad to hear that. Um, yeah, I would, I would encourage you to take a look. You know, how can you, you know, how can you, and there are some really cool automated tools that we use, for example, that will allow you to build a social media campaign, to keep driving traffic throughout the year, back to that blog post.
Uh, and that, that actually has a really strong cumulative effect, uh, in getting more eyeballs on to under those posts. Well, thanks for that. I do. Re-circulate some of them, but probably not enough on the. I’m not totally finished. I’ve only done a soft launch at this point, but also to try to improve my exposure, everything else read, done my way.
I’m in the process of redoing my website with the new websites out, but I haven’t changed all the verbiage yet. Okay. Okay. All right. Well, Phil, one question, we’ve talked a lot about the inbound marketing. What about outbound marketing? You find that. Being part of an association, his benefit has been beneficial to you in the past, or what type of outbound marketing have you done?
I think my mouth with probably more inbound and outbound and the problem that I honestly run into with some of the sites. And one of the things that I like about your site is that if I’m a member of X YPN, I’m a member of now, right on not a SIOP. I don’t think that it really adds a lot of value to what I offer to do it.
I mean, I’ve thought about doing it. And I might, I signed up to do the PFS, which is the CPA equivalent of the CFP, but they will list me on their sites because I’m not a CFP. And that to me is frustrating. It’s like, if I look for somebody people out there and I know that my credentials are good. Right.
But it’s hard to do that. So. Yeah, I’m trying to do other things, but that, that to me bothers me. Like I said, that’s one of the reasons it was nice, fun. You guys, when you have some care about that. Yeah. Well, that’s, I mean, I’m glad you bring that up, Phil. Cause our, our, our model includes not only investment advisors, but also, uh, tax professionals.
And like you said before, prior. Uh, there’s such a symbiotic relationship between an investment advisor and a tax professionals, because one begets the other. And we figured that would be great for our model as to only concentrate on those two. And because they worked, they tend to work together. Lots of times they don’t get each other’s business and self-worth, but when it comes to people like yourself who are CPAs and a very knowledgeable of taxes and also investments, but you don’t want.
Yeah, that credential CFP, uh, that’s where our site can come in very handy. And, uh, thanks for bringing that up. Cause that’s, that’s our, that’s our marketplace basically. Yeah. Yeah. So do you get, um, do you get many referrals? I mean, you mentioned, you know, a couple of things, I mean, is that a. Element of your marketing strategy.
Bully is. And as a matter of fact today, I got, uh, I met with a prospect and they were referral and they agreed to become a client. So that is a part of it. I, you asked about outbound marketing and I did forget. So one of the things that I did to be a little bit different as part of my referral, Was in January.
I believe it was. I reached out to all my clients, but I sent them a letter like old fashioned letter. I typed up a letter, I address the envelopes. I put her in the mailbox, you know what we used to do, I get why that, and I got a little bit of response to that. I mean, some of my efforts on referrals have helped, so that’s definitely something.
Is it important to you? Yeah, yeah, yeah, yeah. Actually direct mail can work pretty well. Um, you know, partly because, you know, people are getting a lot less mail than they used to, unless you’re running up against political, you know, mail and stuff like that. You have to be, [00:12:00] you know, you have to be cognizant of that obviously, but, um, you know, in some cases people actually find direct mail.
You know, it, I feel like it’s more personalized. Uh, and, and it’s also even kind of a novelty sometimes. So direct mail is still a really important, uh, you know, channel to do, even if it’s to a cold list. I mean, you you’re talking about, it sounds like you sent it to people who already know you. Yes. You know, and, and that’s always going to be better converting than it.
When you send, you know, direct mail to people who don’t know you, but, but still, you know, it can be a powerful channel. Uh, you know, the tricky thing is how do you measure the direct mail for you since you were sending it to people who you already knew? I mean, there was kind of a natural way for you to measure that.
Um, you know, but driving people to some, some place online is usually a really good way to, to be able to measure that. So. Cool. Yeah. That’s interesting. I’m glad to hear you’re still, uh, doing some old school stuff because [00:13:00] we live in a digital world and, you know, sometimes especially. You know, with what we’ve just gone through in the, in the last 18 months.
I mean, anything you can do to personalize something, whether it’s the video that you’re including in your, in your email or even that direct mail has a different touch and a different feel to it than, you know, something that’s just like a straight up social media post. And I will tell you like that. I think the video is really important and I’ve never not everybody that I sent video to.
Yes, me. But I’ve never gotten bad feedback on anything for video. Like I back I people say I really liked the video. It’s really nice. It’s just the different kind of touch. And actually after I did the. What about the snail mail? I then did do a referral video and I sent out oh, cool. Yeah. Nice. Yeah. Video, you know, I, I mean, it’s, it’s the next best thing to being able to meet somebody face to face because you know, [00:14:00] they hear the intonation of your voice.
They see your facial expressions. I mean, we communicate. So much non-verbally that, you know, video can help con convey that versus, you know, just an email or, or even, you know, a written piece of correspondence doesn’t really convey any of that. So video is huge. I agree. Yeah. Cool. So what do you, are you doing anything to actively request reviews from your, from your co your clients at this point?
I have not done that yet. And so. Two reasons. One, I wasn’t sure if I wanted to, but the other thing is that, you know, all the states are not in line with how they look at it. And so when I reached out to the compliance people at X, Y, cause that’s who I rely on for most of my compliance health, I was in the process of applying for registration in Virginia and Maryland and New Jersey.
The other two places I’m currently registered [00:15:00] in Maryland and New Jersey kind of follow the federal. Virginia doesn’t yet. And so, because of that, I didn’t want to go and try to do something like that and then run a foul of rules in the state that I’m applying to be gradual shoot in. So I just kind of, and even though I, that process is done, I still kind of kept it on the back burner until that’s sorted out better.
Okay. Yeah. You know, in terms of local stories, Getting Google reviews is huge. So as soon as you can take advantage of that, as soon as you’re confident with that, you know, it’s, it’s really going to be one of the most important strategies because, you know, uh, Google, Google, um, reviews is the kind of thing that’s going to help you show up on Google maps.
And Google maps is triggered when somebody does a search for, you know, financial advisor or CPA plus a city, you know, and, and obviously there’s a, there’s a small geographic, uh, Area, you know, that, that, that your Google map result is going to show up in typically three to five miles is kind of the sweet spot.
But, you know, for those people who are within three to five miles, Google, you know, showing up on Google maps is one of the most important properties online that you can be found on. Well, that’s good to know. And so once I’m comfortable that Virginia is okay with it. Yeah. I know, I, it’s interesting because I’ve talked to other advisors about this topic and it’s definitely a very mixed reaction in terms of how people have been approaching it because there’s still a lot of unknowns, I think.
Yeah. Well, it’s so new, you know, I mean, you know, it just changed your, you know, the beginning of the summer basically. And so I know there’s still a lot of sorting out that needs to be done. But, you know, putting, uh, putting together a, a system and a strategy to go ask for reviews is huge because online reviews carry as much weight as a, as a recommendation from a fender or a family member.
So that’s good to know. Yeah. Have you been able to, uh, I mean, do you allow comments on your social media? Yes, I get. Okay. Okay. Yeah. Cause that’s now allowed as well and you know, again, To increase the reach of any, do anything you’re doing on social media. You’ve got to have that engagement, you know, and, and you want people to, you know, to comment or like, or share the content that you’re posting on social.
Cause that that’s what really gets it, you know, in front of a lot more people. And it also helps it to show up more prominently for those people who are engaging with any content that you’re posting. Yeah. It’s I think of all the sites where I coast, I get the most comments probably on LinkedIn. And so one of the things that I try to do is that I get a comment.
I try to respond to. Yeah, absolutely. And you’ll want to do that with reviews as well, because you know, Google looks at online reviews and it wants to see that you’re paying attention to feedback that people are [00:18:00] leaving about your business. And one of the ways that does that is at once to see that you’re responding to each and every review that comes in, including even ones that maybe.
As stellar as you might want. You know, everybody has a bad day, you know, and, and it’s not unreasonable for some occasionally for somebody to have a less than five star review. It actually can be very persuasive when people see that you respond and acknowledge that somebody, you know, wasn’t as happy as maybe they could have.
And that you’re trying to take the conversation off. I don’t get into that discussion, you know, back and forth in comments, back and forth to, to, uh, to a review. You know, if it’s positive, you don’t have anything to worry about, obviously, but if it’s, if it’s, uh, you know, somebody who was expressing frustration, you still want to reply and just say, we’re sorry, you didn’t have a great experience.
We want to try and make it right. Please contact me at such and such. And, and people actually [00:19:00] see that you responded that, that you care and they follow. Uh, and they trust you, uh, because they see that you care and you’re trying to make things right. So, um, so, uh, a negative review in some cases can actually turn into a positive, well, that’s interesting to know, and I will tell you that I have to, when I figure this all out, I know one Zoe, which I mentioned before, people reviewing me and I know what my reviews are because I see them, but I just haven’t given, Zoe asked me, do you want them to be public?
And I say, yes, but. Yeah. Yeah. Okay. I wanted to ask you feel about your blogs. We know blogs. Uh, Phil has been a consistent, a blogger on franchisor.com and the there’s a question as come up with other advisors that are on our site with regards to what, what should be an, and I think, um, Ken’s got a word for it’s called conical or canonical URL, the URL, and.
When I have a conversation with the advisor, I tell them what’s best to actually put the original content up on financial advisors.com because we’ve got a much broader width of reach and so forth. And have they gotten yourself and it’s, it’s more beneficial that way, as opposed to first putting it on your site in copying onto our site.
And I’m going to let, I’m going to let Ken the expert talk about that a little bit. So why is that true, Ken? Yeah. Well, this, this idea of canonical URL it’s really. What Google attributes, the original posting URL for that piece of content. Uh, and you know, a lot of people talk about duplicate content when it comes to search engine optimization and all that kind of stuff.
And, and basically what happens is you, if you. A blog post that you post on one site and you literally copy it and paste it and don’t change it at all and, and publish it on another website. Um, Google is going to ignore that second one. If it’s, if it’s been crawled on the first site that you published it to once Google crawls it and assigns the canonical URL to the original publisher of that piece of content, it’s going to ignore.
Everywhere else. And so, you know, you, you want some content obviously uniquely published to your, to your website. You want some content uniquely published to, you know, for that financial advisors.com for example, uh, you know, because that, that’s also a great way to build a quality inbound link from a domain and in a, in a highly topically relevant website.
Linking back to your website is what carries a lot of SEO value. So you want to, you want to do a mix of both, but if you’re, if you’re literally just, I mean, that’s not to say you can’t copy and paste the content, but if you’re looking at it from an SEO perspective, it’s important to strategically think about.
What, what am I trying to accomplish in terms of search rankings with this piece of content? Is it something that I should publish directly on my website first and then share it on my financial advisers.com profile. For other public consumption, because people are going to go to financial advisors.com and read content and consume content and never even be searching for your website, for example.
So it’s still important to get that content on there, but in other cases, you want to leverage the power of financial advisors.com as a high quality inbound link to your website. That sends a signal to Google that says, Hey, this website felt that this piece of content was important enough to point back to your website.
That’s telling Google that there that’s a trusted, that’s a trusted source. So from an SEO perspective, I know there’s a lot of confusion out there. A lot of people think everything’s gotta be published on my website first. Um, that’s not always the case. I mean, one of the hardest things to do from a search engine [00:23:00] optimization perspective is to get quality inbound way.
From websites that Google trusts and sees as an authority, especially a relevant authority topically that’s related, because I know I am posting everything on my website births and okay. Yeah. So strategically there’s, there’s real value in looking at publishing original content on, you know, the financial advisers.com website.
First for example, uh, or, or, or, you know, a whole series. I mean, like if you’re a member of a chamber, you know, chamber is usually have high authority. Uh, within a local region. And you know, so sometimes you write a blog post specifically to put on the chamber website, if you’re a member of a chamber or an association or wherever, because one, they have a different audience than you do.
So you’re going to get different eyeballs on it. But two you’re building a quality. Back to your website. It, hopefully you’re referring, you know, in your blog posts back to other content on your website, you [00:24:00] know? And so that’s, that’s naturally building a quality link that way. So, you know, there definitely is a lot of strategy behind where you publish content and you know what you’re trying to rank for all of that’s very helpful.
Like, yeah. Well, um, it wouldn’t be wrong. W we invited myself to be the, uh, the, uh, the founder of fascia, visors.com and not to ask Phil for a plug. So we’d like to ask you feel what, uh, you mentioned a little bit before, what makes our site different than, uh, being on the X, Y other platforms requires CFP and so forth, but that’s what, that’s what attracted you to revise your doc?
So, if you could just tell us a little bit information about what, what what’d you like about the platform, what avails you to do? Because, uh, what we’re we’re trying to do is differentiate our platform, our directory from other directories, because as far as I know, we’re the only directory that allows the individual advisers to actually upload blogs, content, videos, podcasts, all the [00:25:00] rest of them are some are somewhat.
You can change a few things, but nobody, nobody out there except us allows advisors, independent advisors. They help market themselves with regards to, uh, an actively managed profile like financial advisors.com. So I just want to let you, uh, say a few kind words about us. If I go back to what I talked about earlier, like one of the things that I’m trying to do is find ways to get my content out and other meetings.
And I liked the fact that it’s another place that I can put my car. And I liked the fact that I can go there and I can see which articles are popular. Cause that matters greatly. Like I know I have one of my most popular ones that had to do some security. Yes, that’s me. Like I can get data on my blog when I send it out, but it’s a little bit different type of database.
Like a lot of people are going to open it because they opened my blog all the time. Like this is a [00:26:00] place where those people are. And I can go and see what is attracting interest. And then when I’m thinking about future topics, it can also help me think about what might I write about, or what might I want to do a webinar without tickets.
These are things that people are interested in. Like I know social security, I did something I’m inherited IRA. Is it every week you guys send me that email. Right. And it tells me last week I got, I know I got one yesterday. It said I have like 30 to 40 views of what I put on. And that’s not just from the last week.
It’s all of them. It doesn’t sound like a lot, but I mean, it adds up and you go and look at the real numbers that matters. Then I can also see how many visits to my profile at work and whether people are located. So it’s nice to have a place that I can put something in. I can see it resonating with anybody or people looking at it at all.
And like I said, help me figure out what topics might be of interest. I think all those are really good things and like, It’s X, Y or public’s Mike walks too, but it’s different, right? They won’t let me, they won’t let you find me to let you see my block. You guys let people find me there. You can go and look at my profile and find my profile and I can post my blogs and I can get information on who finds some interesting.
Yeah. Well, All all true incorrect, Phil. Thanks for bringing that up because that’s what we got to get out to the independent investor and the independent FACHE advisors is how distinctly different we are and how beneficial we are to them. And, um, I think you’ve done, uh, you’ve gone a long way in helping us do that, Phil.
So I appreciate that. I appreciate that. Yeah. Yeah. And I’m glad to hear that you’re actively creating content because you know, content stuff. It is what drives so much of online presence. And, you know, whether it’s the voice of, of you know, of your strategy and the way you, the way you solve problems for your clients, you know, it’s, or it’s the engine that gives you the opportunity to create additional opportunities for search engines to find your content, whether it’s, you know, on one side or another, um, you know, that’s hugely important.
So kudos to you. That’s all. Thank you. And then I agree. I mean, I know you need to fill out places. Yeah. And it’s actually easier to create content than so many people realize, you know, if you’re not comfortable writing, you know, one of the things that I recommend is, you know, every phone has an audio recorder just to speak into your phone.
Talk about your thoughts. Every time you finish a client meeting, you don’t want to reveal. You know, private, sensitive information, but you talk about how you solved the problem, you know, and, and record that. And then you can get that transcribed and that’s maybe 60, 80% of a blog post. It is. And another thing that I thought was easy.
So for awhile, I was doing this every week and now I switched and I do work every other week. Isn’t once I put on financial planners.com or original content on long form content or the topic that I just was getting into mode. If I want to block every. I took an idea, which was to share curated content.
And so I fight probably almost every other advisor I read a lot. Right. And so I picked it based my five baker reasonably. Yeah. And I take five things that I read. And one, three and five are about personal finance, two and four aren’t. They could be anything else that I found interesting. It could be self-help it could be something about self-improvement.
It could be something. About sports, whatever I found interesting. And I share this and I have based upon the data that I get, I have a really nice open rate for that. And then it’s expanded. And now, like I put a little bit of something personal upfront, and then I might put a little bit about what’s going on in the market that I could do that in an hour or two, you know, close to a thousand words because of like, here’s the five links and then yours, here’s three or four sentences about why this.
That’s absolutely right. That’s one of the best strategies and it’s one of the easiest ways to get started. The whole idea of content curation is so important because you know, what’s interesting is people attribute the expertise to you. You know, even though you didn’t write the article because you’re smart enough to recognize that it’s quality content that’s worth sharing with your audience, you know?
So they still attribute a tremendous amount, maybe not as, as much, but they still attribute. You know, a lot of, um, a lot of that expertise to you because you, you bothered to find it and share it. And I’m going to share a little story, this one, my favorite stories about what you’re talking about. So I have a friend that I had put on my bus and one day he called me and he said, so I want to thank you.
Why what’s up? He said he was going through chemo and he was getting my rocket. I get your blog every week. And that’s what I read to keep my mind occupied. And thank you so much, really helping me. And then he has a son that’s the same age as one of my sons. And they graduated from high school and I was at graduation and I saw his wife and she said, No, her husband, your walk, he says, and we all get, we get to see seat.
Like the ones that he realize he sends it to all of us and then we’ll go, did you read it? Yeah. Helping them to understand a problem that, that the concept is called value in advance. I mean, you know, it’s, it’s fundamental to building a relationship, right? Sharing information and helping people either frame a problem or helping them understand how to solve a problem.
And if you do that, you know, they’re going to reciprocate somehow some way. And, and that’s just huge. And it’s, it’s just, I think it’s part of being a good citizen. Yeah. Well, especially in light of someone’s going through, through, uh, through chemo that transcends financial plan that goes back into human plan.
Yeah, yeah, absolutely. So, yeah. That’s awesome. Well, so what do you think can do we have enough? I think we do Phil. This is great. I’m glad to hear. Uh, I, you know, I love, I love talking about this stuff. I mean, I work on this stuff all the time and it’s always interesting for me to hear. You know what people have already picked up and learned, because, you know, if you read a lot, you can learn a lot about, you know, all of this kind of stuff.
Sometimes it’s harder to apply, you know? And I’m glad to hear that. It sounds like you’re doing a really good job. So again, kudos to you. I think that’s really important. And hopefully our, Watchers and our listeners, you know, we’ll pick up some valuable insights from you. Thank you. I appreciate, I appreciate the thoughts that you shared as well.
There’s some good ideas for me to try and take advantage of. Yeah, absolutely. I’d love to talk to you more about them if you’re ever interested, you know, there’s, there’s some cool tools that are available. I spent a lot of time playing around with that stuff. I appreciate the opportunity. All right.
Cool. All right, well thank well, thank you gentlemen. Thank you, Ken. And of course, thank you. Thank you Phil, for being our inaugural guest on the essential financial advisor marketing podcast. We appreciate your time and efforts and, uh, good luck to you out there. And, uh, once again, thank you gentlemen, for making this a great podcast and, uh, everybody have a good rest of the week.
And. Thanks for watching.
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