Brian Raleigh from Raleigh Wealth Solutions

Episode Transcript

(00:00):
iHeartMedia. Raleigh presents CEOs you shouldknow where we shine a spotlight on decision
makers from all corners of the triangle, showcasing the leaders and companies that drive
our local economy. Welcome the CEOsyou should know. I'm your host,
Michael Berger, and today we arejoined by the president and founder of Raleig
well Solutions, featured in Fortune,CNN, Money USA Today, as well

(00:23):
as being known as Raley's retirement coachand avid hockey player that enjoys working out,
biking, yoga and canoeing. That'sa weird connection, biking, yoga
and canoeing. Have you ever donethem together? I guess is no.
Married to a wonderful wife, Jill. They have four children. It is
my distinct honor to welcome Brian Rallythe program. Brian, how are you,
sir? I'm doing great. Thanksfor having me, Michael, I'm
doing great. Was that a fullintroduction to a couple of introduction and just

(00:47):
for our listeners. Now, I'venever done canoeing and yoga at the same
time. Canoe and it's Tuesday,competitive kind of racing. Yeah, so
yeah, no yoga going on.It's not relaxing when we're doing that.
So when you're doing a canoe sowell, this is wasn't even planned.
But since you mentioned it. Whenyou're doing races, is this crew type
racing or is this canoeing? No, it's really like racing canoe. I

(01:10):
usually go up to Vermont where Igrew up, as you know, and
it's it's kind of we do it'sa kind of mini triathlon, you know.
My buddy will run, I'll usuallybike and then we hop in a
tandem canoe and we race. Andwe used to do that a lot before
I moved down in the area.And so they're they're usually kevlar graphite canoes.
They're very tippy and you're getting thereand you know you're going for time

(01:33):
and trying to trying to win therace. So, what is the farthest
canoe race you've ever done? Twenty? I think it was twenty miles.
I did a race in upstate Newyorkers twenty miles and that was with professional
canoers, world class canoers, andwe placed it paid out ten positions and
we placed I think number nine,which was in the money. We were

(01:57):
dying. Yeah, it was downstreamand then coming back against a car that
was a while ago. Yeah,I think it was twenty twenty or twenty
two miles. That was good race. So the reason I asked that this
seems kind of self promoting at thispoint. But the reason I mentioned that
is my brother talked to me andthere's a race in Missouri from Kansas City
to Saint Louis, the entire widthof Missouri, which is where I'm from.
It's called the Missouri River three forty. It's three hundred and forty miles

(02:19):
across the state. He talked meinto doing this. We went and bought
just a normal, almost just fishingcanoe. We didn't know what we were
up against. We didn't know whatwe didn't know. We're hopping up against
the kevlar racing boats that have youknow, they're just zipping through the water.
I think the status at about fortypercent of the people even finished the
race. We did finish the race. It took us three and a half

(02:42):
days. We did finish. Wefinished in Saint Louis. And he's been
asking me. My brother has beenasking me since then, also named Brian.
He's been asking me since then,can we go back and do it?
And I have no desire, notwith that boat you want you want
a race in Kano if you're gonnado three hundred miles. Absolutely, it
was rough. So all right,So we kind of mentioned this, you
know, off air before we hoppedon. We always do some some quick

(03:04):
hit or some icebreakers, just toget to know a little bit more about
you, not necessarily as a financialleader, but just you as yourself.
So from Vermont, I'm gonna giveyou a little quiz to uncover your Vermont
roots. According to Guide to Wandering, what are the top five things Vermont
is known for? I would sayBen and Jerry's that's number one on the
list. Okay, so you knowLake Champlain, I would say the colleges,

(03:31):
fall, foliage. I mean,it's phenomenal. Boy five you didn't
you didn't prop me for this.Let me well, let me give you
a hint. So you got Benand Jerry's. Number two is what I
think a lot of people tie ina maybe a food or a food additive
that you put on top of foodliquid click with gold liquid gold, skiing

(03:54):
and snowboarding, hiking, and thenthe autumn and the leaves in the foliage.
So those were the top five thingsaccording to guide to wandering. I
don't know how much faith you putin what they said, but I just
wanted to see how in touch youwere with you from Mottroot. Well,
if you grow up there, youjust take the hiking and skiing and snowboarding.
You gotta just take that for granted, because that's just like you do

(04:14):
it. That's what you do whenyou're around there. Ben and Jerry's everybody
knows. And Vermont maple syrup,you know, my grandfather. We've got
to still that's still out, youknow, operational sugar Bush and it's gosh
sweet. We go back every yearfor sugar on snow party, family reunion
every Saturday day before Easter. Mymom is one of thirteen, and we

(04:35):
get around. You take the maplesyrup, you pour it over snow and
it becomes hard like a taffy andyou eat it. And so I grew
up. It's been a fifty plusyear tradition and that's all it used to
be. Now it's turned into afull on feast where we have you know,
fish fry, We get a Northernpike through the ice, you do
filets, six different types of wings. So we go through about forty fifty

(04:59):
pounds of northern pike, forty poundsof wings, and take maple nuts and
the sugar on snow and all thefood. It's and so with all my
cousins first, second, third,it's about one hundred and forty of us.
Yeah, because my mom was oneof thirteen and so's that's been a
great family tradition. Try to getup there every year for that. That's
amazing. Well, so, andmy next question ties into that Ben and

(05:24):
Jerry's thing. Are you a Benand Jerry's fan? So, what's the
best flavor? What's your favorite flavor? So, heath bar and chocolate chip
cookie dough. When I was incollege and we used to go there,
used to be able to get factoryseconds. It was ninety nine cents a
pint. If they put too muchheath Bar in it or the color wasn't
perfect, you could get a pintfor ninety nine centice. I was right

(05:44):
in Burlington. Used to go andcrush a pint almost on a weekly basis.
Well, I can't tie him withyour working out that we just mentioned
in the intro. No, that'swhy I work out so I can eat
a pint of Ben and Jerry's andnow I have to worry about it.
Those days are long gone away,though. Oh trust me, the older
I get, the more things taketo recover from the longer or the more
important diet is used to be ableto outwork your your your your diet.

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I cannot do that at all anymore. So. All right, when you
were younger, let's say, beforeten years old, what did you want
to be? Was a cowboy?Was it? Was it? Hockey player?
What was what ten years before?Hockey and baseball player? Okay,
all right? What's the first moviethat comes to mind when I mentioned the
nineteen eighties? Rocky Rocky? Thefirst one? You going Rocky one?

(06:29):
Oh yeah, okay, all right? The original original? I love it?
I love it. What is youridea of the perfect vacation where with?
Who kind of paint the picture forme? Where are you going the
family back up in Vermont? I? You know, I love going up
there in the fall, the summersaround the fourth It's just so hard now

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the kids are all growing up andspread out. But perfect devocation going up
there, you know in July andspending time on the lake and getting you
know, up to Stow, hikingup to sterling bond and few. Yeah,
it doesn't get any better than that. Making schmores out, you know,
on the lake, kind a littlecampfire and I spilled a little wood

(07:11):
fire and schmores. Here you go. So we actually for the Fourth of
July this year, we changed andwe switched s'mores up. My family's not
a huge fan of gram crackers,so we started making them with chocolate chip
cookies, just to make them asunhealthy as possible. I don't do that.
Then you put straw We put strawberryslice on them with the marshmallows.
So chocolate, chocolate chip, marshmallowand then strawberry. It's not really a
small anymore. I'm probably gonna stickwith the original because I like making the

(07:35):
marshmallows with the hersheys. Hey,everybody's got their preference. So let's say
you're out on the lake on thisvacation. What song or artists might we
catch you listening to? Oh there'sa lot. I like. I'm old
school. I like Johnny Cash.Okay, you know it would be good.

(07:57):
Neil Diamond would be another good list. So, now that's not conducive
to racing paddling. But if I'mjust going for a little cruise, a
little paddle board out on the lake. That would be nice. Kind of
like the paddle board too, sothat that would be fun. Nice.
All right, So you know wegot through the icebreakers. You did phenomenal,
great job, nailed it. Iam gonna throw one more on.

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Do you remember your first concert?No? No, no, what's your
favorite concert you've ever been to?You can't say, Johnny Cash, No,
I haven't. I really haven't beento a lot of concerts. I'm
trying to think. I'm not abig What's what's the best sporting event you've
ever been to? Oh, thebest sporting event. We'll pivot real.

(08:39):
I've got two real quick game sevenStanley Cup playoffs when the Hurricanes won was
awesome. And playoff game in baseballwhen my nephew Cal was playing for the
Mariners a couple of years ago andhe hit a home run his first time

(09:01):
up against the Blue Jays, andthat was cool. That's a really that
was cool. And that's a personalexperience. That's not just watching it.
You're actually participating. Were there sittingwith all the players, you know,
parents and family, and his firstgame against the Blue Jays, and yeah,
they ended up knocking them out andtoo straight. It was a wildcard
series, so that was a lotof fun memory. Yeah, all right,

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So you've kind of grown Rolly WellSolutions name changes to where it is
now for the past two and ahalf decades, so much that you now
have a chief barking officer and anassociate barking officer and he walks through their
roles with the company. So theirroles, they they kind of stand an
office because they do bark a lot. Now. You know, my daughter

(09:43):
Mikhaela is a big, big dogperson, and you know, she said,
down, can I bring them tothe office, and so they actually
sit right up in the chair withher a bucker. The chief barking officer
sits in the chair. Benny's usuallyunder the desk. You know, she's
an She takes them out, walksthem. Jake helps our son Shalen is
not the big dog person sees there. But my youngest son Brandon, when

(10:07):
he's in the office, he'll walkthem and sometime my wife will take him
out a little bit walk them duringthe day. But they do not have
voting rights on them. They donot have voting rights now, not at
all all. Right. So asa leader, I've always said it's important
to have a philosophy, and it'seven more important to communicate that philosophy.
If we were to ask the entirerally Well Solutions team what your philosophy about

(10:30):
business or life? What would theysay? I think the biggest thing they
would talk about. And so it'sfunny that you mentioned that because culture is
a big thing. And you know, at this point twenty nine years in,
I look at my role, youknow is not just a founder and
the CEO, but is to bea keeper of the culture. You know,

(10:54):
clients first always, you know,do what's right for the client,
take initiative, and and and youknow, be a team player. We
talk about that all the time.It's like everybody's got to be pulling on
the rope together. Be a teamplayer, take initiative, do what's right
for the client, and you know, everything else will take care of itself.

(11:20):
Everything else will take care of itselfif you if you do the right
thing, everything else takes care ofitself. Yeah, it seems simple,
but there's a lot of times inlife you're poised with a fork in the
road, and do we do theright thing? Or is it easier to
maybe go the other way, andyou know, it's very it's very hard
once you make that wrong choice toget back to a lot of times,

(11:41):
look, doing the right thing isn'talways the easiest thing, and and so
sometimes it's you know, the principlecomes before profit, principle and making sure
you're doing what's right for the client, but that that will is sustainable.
That always comes back to you maymay not be right away down the road.

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And so that's been our basic operatingsystem. You know, you do
what's right for the client. Wetell our team, hey, take initiative.
No jobs too big or too smallfor anybody on the team, you
know, and sometimes it's just allhands on deck. And I think our
guys know that. They know cultureis a big deal, and especially as

(12:28):
much as we've grown in the pastcouple of years, that's you know,
that's the thing that separates us.When we go out to hire somebody.
It's not for their skill set anymore. There's a lot of people out there
with all these designations and they're supersmart. The number one thing has got
to be culture. Will they fitin in this culture? We're fast paced.

(12:48):
We you know, we were demandingin terms of being a lifelong learner.
That's one of the things we talkabout. If you come here,
we don't care how many you knowlicenses you have are certific you're going to
get more. You're going to continueto learn and and and get better.
And that's and that's the key,because there's no staying oh we're staying the

(13:11):
same. No either growing or you'redying as a business. That's our philosophy.
And in order to continue to grow, you've got to continue to learn.
And I still spend an incredible amountof time and money out of my
own pocket every single year to say, hey, how how are we How

(13:33):
am I getting better? Yeah?And I can't ask my team to do
that if I'm not investing in that. Well, I think too it it's
a it's an important part we It'sso easy once you get to a certain
level to say I no longer needto evolve. But what that leads to
is you essentially become a dinosaur.So I think you can't rely on information
you knew ten years ago. Youknow, when I ask people what does
the future of any industry look liketen years from now, most of the

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time it's not a real clear answerat this point. So you have to
grow, you have to evolve.It's incredibly important, and I think sometimes
it takes somebody holding you accountable togrow and not from a you need to
do this, but hey, Iwant to help you grow. It's easy
to get stuck in ruts. AndI'll reference real quickly. Probably fifteen years
ago, I was watching a specialon PBS which shows you how exciting I

(14:16):
am as a person. But I'mwatching and it discusses how when you do
the same routine, or you stayin the same routine, you actually create
physical chasms in your brain that makesit harder to get out of that way.
If you turn right to go toyour work every single day and never
take a different direction, it physicallymakes it easier to keep doing the same

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thing, which is why it's sometimeshard for people to evolve. But having
a leader or somebody like yourself inyour position who expects that and holds them
to that standard, I think helpseverybody for sure. And look, it
makes you more dynamic as an organizationtoo. And you know, we haven't
talked about financial services and being comprehensivewealth management and what that means, but

(15:00):
my gosh, that's a changing landscape. And if you if you're going to
be a cookie cutter person and thatin our industry, I mean there's big
wirehouses that do it and they've gotsuccess, but that's that's not our definition
of success. Yeah. I can'timagine many people come in and ask you,
hey, can you help me growwealth like we did in nineteen eighty
seven. Yeah, no, one'twork. It would work. It wouldn't.

(15:24):
And in the grand scheme of things, that's only thirty thirty five years
ago, but that's a lifetime anda half ago in terms of the technology,
the products, the strategies that areavailable. Yeah, it's yeah crazy.
So as somebody who's worked for afortune five hundred company, as somebod
who's gone out and done it ontheir own, what's one piece of advice

(15:45):
you would offer somebody looking to earna level of success comparable to maybe what
you or your team have head Well, the biggest thing is we've kind of
been talking about it, you know, always invest in yourself. I've had
a lot of good mentor and theywould just say, hey, you take
five percent of whatever you make andthat goes back into self development. And

(16:07):
if you can do ten? Doyou do ten in your first couple of
years, you won't notice a bigdifference. But you do that over a
decade, and what happens is yourincome continues to grow and earn, and
then you're investing more and you're gettingaround like minded people that want to continue

(16:30):
to get better and to evolve andto grow. And you know, when
you're doing it twenty and thirty yearsin, it gets really tough to continue
to invest like that into yourself.And you figure that out and how you
do that. I would say,you know, you want to invest in
yourself and have a good, healthywork ethic. You When I first came

(16:52):
into business, when I was workingfor you know, Fortune five hundred company,
my general manager gave me a greatpiece of advice. He said,
Brian, this is the easiest businessin the world. He said, you
only have to work half days.You pick the twelve hours and and he
was he was right, you know, and uh that that served me well.

(17:14):
I think, you know, workinghard and you know, doing doing
the right thing, and then investin yourself. Seek out mentors. You
seek out people that are where youwant to be and talk to them because
most of those guys they would theylike to share or gals they like to
share their journey and their process,and that can fast track you. It's

(17:37):
it's, it's it's to your point, it is it is difficult for somebody
sometimes to see where they're where they'regoing when they talk about self development.
People in the world that we livein now, they expect instant results.
So if you invest in yourself andyou take one course, or you take
you read one book, or yougo work out one time, you expect

(18:00):
to see those results that next morning. But in reality, that's not what
happens. So again to your pointof having mentors around you, I think
it's a great point because you see, if I keep doing these things,
I'm laying a foundation and then Iwill get to that point instead of having
the instant overnight. I should bethere because I did this. And I
think it's like you said, it'scumulative more than it is firstres cumulative.

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Yeah, yeah, all right,So now I want to pivot. I
want to talk about what you're knownfor, the financial planning. How you're
helping people prepare not only from retirement, but to be in a better position
tomorrow than they are today. Ifound an article from January nineteenth, twenty
thirteen, Press Newsroom published this aportion of your fears regarding inflation. Here's
the quote. The important thing toconsider is the possibility of inflation and more

(18:45):
specifically, what are you doing withyour finances to manage that possibility. Obviously,
inflation is not a new concept anybody, but eleven years ago you saw
the situation that the US economy findsitself in now, which I think is
a vibe for somebody planning for thefuture to anticipate what that will look like
down the line. As we talkabout this, you were dead on.

(19:10):
Yeah. You you had to goback into the archives to pull out I
you did. That's impressive, Michael, that's impressive. Yeah, And and
you know, I think you know, and in the last four to five
years, we've kind of pivoted inflation'sbig And yeah, you're right, we
had talked about that. We've beentalking for years about the old sixty forty

(19:32):
you know model is dead. Sixtypercent of stocks, forty percent in bonds.
We've been saying that. And reallywhat we've done in the last five
years, and you know, recentlyis we talk about taxes and that's what
we're known for we're we're the taxplanning firm. We're the guys that show
people how to legally disinherit the irsfrom their iras. We're the guys that

(19:53):
show business owners how to take taxyou know, liability and turn that into
tax capital. Because everybody thinks themore money you make, the more you
have to pay in taxes, andthat's not true. And that's that's not
true at all. And so ourbig thing now and when we talk about
comprehensive wealth management, because most ofthe people out there in our industry are

(20:18):
investment consultants, there's nothing wrong withthat, is there is nothing wrong with
that. But I think when you'retalking about somebody's lifetime savings and you've got
to make it last for thirty years, I think you need to be comprehensive
and you need to be knowledgeable inall areas, not just in stocks,

(20:44):
bonds and mutual funds. And that'sjust I don't think it can work.
But it won't work nearly as well, Yeah it can't. Yeah. Well
that's so I'm gonna jump over acouple of points I want to discuss with
you, and I'm gonna go toone because visual capitalist ask four hundred people
to rank what they value the mostand my financial advisor of any sort,
And here were their top five answers, And I kind of want to get
your feedback on that. Number onewas expertise and knowledge and financial planning or

(21:08):
investment goes without saying personalized financial advicewas second, how can you make it
about me? The third one wasability to understand my personal risk tolerance and
appropriately align my investments. Fourth withspecialization in specific financial situations such as retirement
planning. And the last one,which surprises me, that's fifth, but
the ability to communicate that with theclient or with the investor, because many

(21:33):
times people will not be as educatedas potentially you are, and to have
a layman's conversation where they understand thisis a very complex product or opportunity we're
putting in front of you. Buthere's what it looks like. Is there
anything on that list that surprised youor what else would you add to that
list? Now? I think theprobably the number one thing is the ability

(21:56):
to communicate. It's interesting that kindof came up as fifth, you know,
and not using financial LEAs or youknow, all the lingo and the
language that a lot of people inour business like to do. They want
to show people because you want youwant people to think, oh you're smart
and stuff, but you lose people. And if you lose people, they're
not going to work with you.So the number one thing that I have

(22:18):
found is people have to trust you. Number two competence. They got to
say, Okay, yeah, Ilike this guy. I trust him.
I like him, and he's gotto be competent. And then it kind
of leads into a customized plan.And one of the things I think that
makes us unique. I know itdoes because when we hire new people and
we bring them a board is wehave a discovery process. When somebody comes

(22:41):
in and it may be thirty orforty five minutes before we're even talking about
anything to do with their money.It's you know, what's important about money
to you? What are the mostimportant relationships in your life? You know,
what, what do you like todo for fun? Where do you
where? You know? What's asyou asked me in the beginning, an

(23:02):
ideal vacation? What does that?What does that look like? You know?
And and and then we'll get tothe money. But we want to
know and understand who and what ismost important to them, because when we
can do that, then we canbring stuff into their plan that has nothing
to do with their money and theirinvestments, but everything to do with what

(23:25):
it is they're trying to accomplish.It could be their family stewards and they
want to leave a legacy. Itcould be they're charitably minded, it could
be, you know, they wantto get more active in their community and
and those things. And so whenwe can put a plan together that resonates
and takes that into account, it'sit's it's it's a game changer, and

(23:47):
it's very very different. Yeah,Well, in your one hundred percent right
that everybody has individual needs, andit's great that you guys are leading from
that part of the conversation. Youalso, in one of the videos that
I saw on your website, talkabout how important giving back is. Talk
to me about your organization, howyou guys give back, what organizations you

(24:07):
guys are a part of, wherethe value comes from that and where you
see that going. Just as ahumanitarian so and so this is very personalized,
you know, So for us,I get emotional. I feel like

(24:33):
that you know, we've been blessed. I've been blessed individually our company,
and it's really from the community hereand so it's mm hmm. It's it's

(25:03):
not an obligation, it's more ofa want and it's something that I would
say makes me feel good. Andand so you know, there's a lot

(25:23):
of stuff I've done on my own. I know we've worked with you guys,
with Saint Juds. I've continued toyou know, be involved with Saint
Juds. That's just something kind ofnear and dear to my heart. There's
a lot of things that that youknow, that my wife and I give
to that that are important to usand what we started to do as a

(25:45):
company, and this was just somethingthat started about a year or so ago.
We want to recognize what we callchampions in the community. So every
month on our show, we'll havea charity come in. We'll recognize all
tell people how they can get involved, either with time or money, just
to make people aware, because Ithink there's something out there for everybody to

(26:07):
get involved with. Whether it's it'schildren, whether it's adults, whether it's
you know, pets, and whetheryou know it's there's so many different organizations
out there and sometimes you just gotto find the right one and let people
know. And so for us,we pick a champion of the community.
Every month, my wife kind ofyou know, goes through and does that.

(26:29):
We give them a thousand dollar checkand then at the end of the
year. This year is our firstyear, we're going to hold a gala
on December thirteenth, and we're goingto give away one hundred thousand dollars,
you know, so everybody's going toget a minimum of five thousand. We're
going to have clients and people fromeach charity there and we're looking to grow
that. You know, I've toldmy team and I've told my family the

(26:51):
goal is next year to do twohundred and fifty thousand. We've got a
lot of great partners and vendors thatwe work with that are going to sponsor
the event so we can give awayone hundred thousand to benefit those charities.
So that's and that's fun. Imean, you know, we've built a

(27:14):
successful business. We've got incredible youknow, select families and business owners that
we have the privilege of serving.But to be able to do that and
and it feels good, and it'sand it's fun. That's kind of exciting.
It's it's it's kind of like thenext chapter for for for me personally,

(27:37):
you know, after almost thirty yearsof doing this. You know,
I've got I call them the youngguns. You know, in the office,
we've got a lot of family,but we've got a lot of other
really great advisors, great leaders.And so that's that's just something that excites
me. And and I don't knowif it's having impact or but that's something

(28:00):
that excites me. It makes memakes me feel good. And and I
know if you can't feel the emotionyou know that that you just had.
I mean, there were tears wellingup in your eyes. And I don't
say that everybody, No, no, no, no. I think that's
a good thing because I think thatshows authenticity and it shows how important something

(28:21):
is. A lot of people saythings are important, but sometimes how you
say it is way more important thanwhat you say, and that that resonates.
So, you know, from ourstandpoint, from iHeartMedia, let us
know how we can support you inthat endeavor on December thirteenth, we would
love to be a part of thatand help. And so I'd love to
have you guys out there and figureout a way to do that. It's
it's going to be our first one, and it's you know, it's it's

(28:41):
an inaugural event, and we're doinga lot of those things, and I
you know, it's it's a wayto give back. And yeah, I
would would love to talk to youguys about you know, some thoughts and
ideas. So, yeah, thatwould be great. We'd love to have
you a board. Yeah, wewould love to help. As we kind
of come to the end of ourconversation, what else do people tuning into

(29:03):
this? Obviously you've got a goodperson sent across from me who's good at
what he does. What else dowe need to know about the company you've
built and the opportunity people have towork with you. I think the biggest
thing I would want people to know. All of our competition talks about asset
allocation and diversity. I talk abouttax allocation, So talk about where we
are as a country, the debtthat you know, we have a mass,

(29:26):
particularly in the last you know,four or five years here, and
so I think it's incredibly important tounderstand taxes and to have proper tax allocation.
And when I say that, whatI mean, Michael is we can
show people how to convert a fivehundred thousand dollars IRA a million dollar IRA
in one to two years, andwe can do it for ten to twelve

(29:48):
cents on the dollar. I don'tknow anybody else that's doing that, and
that will have an impact where peoplecan avoid IRMA taxes, where we can
keep ninety plus percent of our selectfamilies, we can give them a six
figure income and we keep them ina twelve percent tax bracket. Nobody talks
about this stuff because not many peopledo it. That's a big deal.

(30:12):
The other area is with our businessowners. We take somebody making a six
figure in a high six figure income, a seven figure income, and get
them into a twelve to fourteen percenttax bracket by saying, hey, it's
not tax liability. The more moneyyou make, the more access you have
to strategies, and you can stackthem on top of each other. And

(30:33):
people don't know that. And Ithink that's one of the things that I've
been really good at. I understandapplication and so it's one thing to know
all these things, but how doyou put it together for somebody where it
can impact them individually? And that'swhat our team is really really good at.
That's where the education is different andunique is understanding these strategies, understanding

(31:00):
the alternative world, which is interestingbecause Fidelity just came out a year ago
and said, oh, you know, alternatives need to be a part of
your portfolio sixty forties dead. We'vebeen beating on that drum for six or
seven years, and I'm like,finally, here's a big company that says
this, but they don't tell peoplehow to go and do it. And
then that's what we spent a tremendousamount of time on and vetting those strategies.

(31:25):
And I think that is you talkabout the future of our industry,
that's the future stocks, bonds,mutual funds, insurance products. They evolve,
but there's still stocks, bonds,mutual funds, and insurance products.
When you're talking about tax strategies,that's fluid, and that's critical to the

(31:47):
success of retirees, particularly those whohave worked really hard and saved a significant
amount of money. You want tomake it last longer, get it tax
free, get it tax free.And if you can here to government for
ten to twelve cents on the dollar, why wouldn't you do that legally?
We're doing it legally. And takeadvantage of the code, and now your

(32:09):
money lasts longer, you can domore, you can have more impact.
A lot of the people that wework with are great stewards to their families,
to their communities, to their employees. So you know, for me
as have an impact like that aswell is because we're helping these people,

(32:29):
you know, realize the passions thatthey have that they can give more and
do more by being efficient, andthat's a big deal for us. I'm
gonna tell you we've spent thirty threeminutes chatting and I think we've made tax
strategies pretty exciting. That's not normallysomething people say, Hey, listen,
I want to chat about tax strategiesfor thirty three minutes. But I think

(32:50):
we did a good job now onlybeing comprehensive, but covering some of your
leadership philosophies. Brian Rally with RallyWell Solutions. Thanks to spend some time
with us today. Thank you,it's been an autumn. Thanks you.
CEOs. You Should Know is aproduction of iHeartMedia, Raleigh. Thanks for listening.