Full Transcript for Overcoming Fear and Leading with Purpose with Derrick Kinney

00:04:32.514 I, I reached this crossroads Shelby, and I thought to myself, I can either stay stuck in this job. 00:04:32.798 --> 00:04:41.439 And let someone else tell me what my economic value is, which typically meant a two to 4% raise if I was lucky every year. 00:04:42.129 --> 00:04:46.749 I could take the chips and I could put them all on Derrick and give the wheel a spin. 00:04:47.228 --> 00:04:50.949 And that was the moment that I began to investigate becoming a financial advisor. 00:04:51.759 --> 00:04:55.598 having basically no financial experience, I just loved making money. 00:04:56.019 --> 00:04:57.908 I loved watching money grow. 00:04:57.968 --> 00:05:10.509 And I loved giving money, and I thought if I could help other people do that and kind of escape this middle class trap that I saw my parents snare it in and help their friends do the same thing, that would be pretty meaningful to me. 00:05:10.988 --> 00:05:14.918 So I began to get licensed and, and do all these things in the evenings and the weekends. 00:05:15.399 --> 00:05:20.439 And so at 26 I launched my own financial planning firm, but I had a big problem. 00:05:20.588 --> 00:05:23.379 I was 26, but I looked like I was 13. 00:05:24.788 --> 00:05:27.608 No gray hair, no wrinkles. 00:05:28.004 --> 00:05:43.843 No natural market, no country club membership, but I had a passion for supporting local education, and so I had this crazy idea because when I was in high school, nobody successful ever came back and gave us a glimpse of what future could look like. 00:05:43.843 --> 00:05:44.019 They just said. 00:05:44.593 --> 00:05:47.324 Take your math and science and everything's gonna be okay. 00:05:47.324 --> 00:05:50.113 And we, we really thought that was kind of a weak plan at best. 00:05:50.834 --> 00:05:59.113 so I went to my local high school with a $50 Amazon gift card for the teacher and a $25 Amazon gift card for the student. 00:05:59.353 --> 00:06:05.113 And I began to give a teacher and a student of the month award at my local high school, Sam Houston, here in Arlington. 00:06:05.863 --> 00:06:07.274 And what happened next? 00:06:07.274 --> 00:06:08.444 I just didn't see coming. 00:06:08.449 --> 00:06:13.334 I, I just wanted to breathe life into these students and teachers and let them know how much we appreciated and valued. 00:06:13.569 --> 00:06:23.588 What they did, they would take a picture of myself and the teacher, the student, the principal, put this in the newspaper way back in the day, I began to get phone calls a couple months later. 00:06:24.639 --> 00:06:30.009 what one woman said to me completely shifted how I thought about business. 00:06:30.009 --> 00:06:31.358 She said, Derrick, we know you're new. 00:06:31.358 --> 00:06:37.238 We know you're young, we like the fact that you're giving back and supporting local education. 00:06:37.658 --> 00:06:45.488 We want you to be our financial advisor, and she said it's because you care about what we care about. 00:06:46.598 --> 00:06:59.319 You care about what we care about, and in that moment, it was like this weight lifted off my shoulders and it meant I didn't have to be the best looking or the most knowledgeable, or the most well connected. 00:06:59.709 --> 00:07:01.238 I just had to care about. 00:07:01.653 --> 00:07:14.014 What the people I wanted to work with cared about, and what I realized was it became like a magnet for Millionaire families She was my first millionaire client, and I realized that most millionaires are busy. 00:07:14.014 --> 00:07:15.514 They want to do more in the community. 00:07:15.514 --> 00:07:17.434 They often can because they're working so hard. 00:07:17.884 --> 00:07:23.793 But they like to work with professionals, primarily advisors who are givers in the community. 00:07:23.793 --> 00:07:31.444 It gives them a sense of status and it makes them feel like they're giving because they're working with a professional who is a giver. 00:07:32.161 --> 00:07:32.641 Yeah. 00:07:32.701 --> 00:07:33.091 Yeah. 00:07:33.117 --> 00:07:43.362 you turned that tiny statement into a almost mission in a way of bolstering also your own confidence. 00:07:44.937 --> 00:07:51.447 It sounds to me like you just switch, switched it and said, I care about what they care about, therefore I am able to serve them. 00:07:51.507 --> 00:07:54.807 I have zero doubts now about my ability to serve them. 00:07:55.370 --> 00:08:03.259 It's funny because when I left my job, which I knew was a dead end, no future feeling stuck, everyday job. 00:08:03.259 --> 00:08:06.470 This was the job where my paycheck actually bounced twice. 00:08:06.529 --> 00:08:07.687 You can Oh my gosh. 00:08:07.850 --> 00:08:12.439 like I would give money to our church and imagine calling your pastor or the church saying, Hey. 00:08:12.939 --> 00:08:17.980 My check I just wrote as a givon check is actually hot and it's not, it's gonna bounce. 00:08:17.980 --> 00:08:18.939 That was embarrassing. 00:08:19.180 --> 00:08:23.410 Or, or my boss would call us on Friday and say, Hey, by the way, Saturday is a workday. 00:08:23.410 --> 00:08:26.139 I have to call my wife and break our plan. 00:08:26.139 --> 00:08:27.040 She was crushed. 00:08:27.040 --> 00:08:27.730 I was crushed. 00:08:27.730 --> 00:08:30.310 I was like, I, I can't live like this long term. 00:08:30.310 --> 00:08:31.598 This is not Mm-hmm. 00:08:31.600 --> 00:08:33.039 place for me. 00:08:33.039 --> 00:08:33.940 I just couldn't do that. 00:08:34.610 --> 00:08:38.269 there's a part in the book I write about this and it's a, it's a picture I think about a lot. 00:08:38.269 --> 00:08:46.649 It's, it's when Cortez, took his men onto this island and he basically burned the ships he said, there's no turning back. 00:08:47.370 --> 00:08:56.639 And, and I didn't know it at the time, but there was this power of I have quit my job, wife and i's financial future depends on what I do every day. 00:08:57.085 --> 00:08:58.615 I'm going to

make this happen. 00:08:58.615 --> 00:09:02.304 People said, Derrick, you don't have enough money in your checking account or savings account to last. 00:09:02.725 --> 00:09:04.075 What experience do you have? 00:09:04.404 --> 00:09:15.595 What I had was a passion to help people and a passion that if there's any best investment, it was me and I was going to bet on me every single time. 00:09:16.748 --> 00:09:18.187 I think that's incredibly powerful. 00:09:18.187 --> 00:09:29.977 You know, we work a lot here at Muriel Consulting with people who are breaking away from a more traditional firm or path as an advisor and often going out on their own, standing up their own firm for the first time. 00:09:30.278 --> 00:09:31.562 And there is so much fear. 00:09:32.322 --> 00:09:32.773 I get it. 00:09:32.773 --> 00:09:35.863 I was not an entrepreneur until the last several years, right? 00:09:36.163 --> 00:09:39.942 I worked 25 years as a W2 in the corporate ranks. 00:09:40.212 --> 00:09:50.202 Went up the ladder like you're supposed to do, did everything right, and then finally became an entrepreneur and bet on myself for the first time. 00:09:50.623 --> 00:09:52.572 It takes a lot of courage. 00:09:52.602 --> 00:09:53.293 It takes. 00:09:53.567 --> 00:09:59.278 A, uh, just a lot of work and gumption and, You did it at such a young age. 00:09:59.337 --> 00:10:00.717 I'm so proud of that. 00:10:00.717 --> 00:10:02.577 I admire that about you so much. 00:10:02.908 --> 00:10:04.378 Now you're teaching your kids this. 00:10:04.378 --> 00:10:07.168 How are you getting it down to your kids now also. 00:10:07.866 --> 00:10:08.917 We've got four kids. 00:10:08.947 --> 00:10:11.047 So my daughter's now 26. 00:10:11.047 --> 00:10:13.386 She's married, other daughter's, 24. 00:10:13.386 --> 00:10:14.167 She's married. 00:10:14.496 --> 00:10:16.506 Uh, my boys are 22 and 20. 00:10:16.927 --> 00:10:20.226 And as you said earlier, all of them are now entrepreneurs. 00:10:20.437 --> 00:10:21.787 They all have their own businesses. 00:10:22.147 --> 00:10:24.576 So my two daughters went to college. 00:10:24.606 --> 00:10:26.527 My two sons chose not to go to college. 00:10:27.381 --> 00:10:37.312 for what they each wanted to do, it's actually worked out perfectly when I think about this, some of this was intentional and some was unintentional. 00:10:37.371 --> 00:10:38.241 And I'll give you an example. 00:10:38.871 --> 00:10:43.642 Uh, about six months ago, my oldest daughter, uh, she and I were on a Jeep ride together. 00:10:43.956 --> 00:10:54.126 And, uh, it's my favorite time with my kids because I get to listen to their playlist and just spontaneous conversations come out when you're kind of looking straight ahead and listening to great music. 00:10:54.126 --> 00:10:56.317 It, it's, it's like the parenting hack of the century. 00:10:57.277 --> 00:11:06.726 my daughter says, dad, you realize that none of us would have our own businesses if you hadn't had the courage

to launch yours. 00:11:07.692 --> 00:11:14.591 And it hit me like a punch to the gut Shelby, I'd never thought of it like that before. 00:11:14.861 --> 00:11:25.662 I just knew that for me and for my family and for how God made me to be, I needed to be bold and courageous and face fear and launch this business. 00:11:26.292 --> 00:11:30.162 What I learned though, was as a parent, more is caught than taught. 00:11:30.879 --> 00:11:30.960 Hmm. 00:11:31.032 --> 00:11:34.991 could tell them things, but when they observed things. 00:11:35.057 --> 00:11:39.287 That was the most powerful piece and so fast forward, I met another Jeep ride. 00:11:39.287 --> 00:11:40.547 This was just a few months ago. 00:11:40.966 --> 00:11:46.187 Uh, my youngest son, Dylan, and uh, he and I were talking and I said, so, so Dylan, what are you gonna do next? 00:11:46.187 --> 00:11:48.647 What, are you gonna do now that you're not gonna go to college? 00:11:48.647 --> 00:11:50.027 What's your, what, what's your plan? 00:11:50.866 --> 00:11:52.846 well, gonna start a business. 00:11:53.236 --> 00:11:55.817 And, and I said, for whatever reason, I said, why? 00:11:56.236 --> 00:11:59.356 And he said, well, because that's what we do in our family. 00:12:00.514 --> 00:12:01.174 Whoa. 00:12:01.542 --> 00:12:06.522 And, and there was, again, I got punched in the stomach again, I, I couldn't even breathe for a second. 00:12:06.522 --> 00:12:07.812 Like, gosh. 00:12:08.172 --> 00:12:16.841 He's grown up in a culture he believes launching a business is what we do because he saw all of us do that. 00:12:17.532 --> 00:12:25.631 And, and one of the things I learned along the way, and I wish I would've learned this sooner, and if it could help our listeners, is I wouldn't share mistakes. 00:12:26.292 --> 00:12:27.965 With my kids, Mm-hmm. 00:12:28.001 --> 00:12:30.491 kind of tell them, Hey, here's what's going great. 00:12:30.491 --> 00:12:34.070 And I, I would give them more the, the lectures Yeah. 00:12:34.121 --> 00:12:34.841 lessons. 00:12:35.172 --> 00:12:37.961 And during COVID, uh, we played this game. 00:12:37.961 --> 00:12:38.892 Everybody was back home. 00:12:38.892 --> 00:12:40.961 We played this game called Highs and Lows. 00:12:41.802 --> 00:12:43.331 Highs of the day, lows of the day. 00:12:43.451 --> 00:12:45.701 And I realized my answers were typically pretty boring. 00:12:46.027 --> 00:12:49.897 So, one day I, I made this investment and lost a couple thousand dollars. 00:12:50.616 --> 00:12:52.147 I'm gonna share this as my low. 00:12:52.537 --> 00:12:55.177 So it came my turn and I, and I said, Hey, hey guys. 00:12:55.177 --> 00:12:58.086 Uh, dad made a, an investing mistake today. 00:12:58.086 --> 00:13:00.157 I lost several thousand dollars. 00:13:00.846 --> 00:13:04.152 Well, you could have heard a. 00:13:00.846 --> 00:13:04.152 Pin drop, they were murmuring. 00:13:04.152 --> 00:13:06.221 Oh my gosh, dad really screwed up. 00:13:06.402 --> 00:13:08.052 This is gonna

be really, really good. 00:13:08.471 --> 00:13:12.701 And so I told them, I said, yeah, when you, when you go into the market, you make you make some money, you lose some money. 00:13:13.032 --> 00:13:14.381 But here's what I learned from that. 00:13:14.861 --> 00:13:21.672 And they still remind me of that story because it made me appear to them real and authentic. 00:13:22.062 --> 00:13:27.172 Dad wasn't just dad, he was like a regular guy who can lose money just like I can. 00:13:28.159 --> 00:13:28.700 Yeah. 00:13:28.730 --> 00:13:29.059 Yeah. 00:13:29.059 --> 00:13:31.279 It's super powerful to know those lessons. 00:13:31.279 --> 00:13:35.600 You know, I, this week I took my 13-year-old, uh, to see the Broadway play. 00:13:35.600 --> 00:13:40.190 The Outsiders was here in St. 00:13:35.600 --> 00:13:43.259 Louis at the Fox was, I remember reading that book as a child, it being my very favorite book. 00:13:43.620 --> 00:13:59.070 so I took him there and I'd had this, this difficult client situation over the last couple of weeks and I was talking with him about that and I was sharing with him, like I was really struggling with like what was my, what could I have done differently in this situation to have avoided the outcome? 00:13:59.519 --> 00:14:00.570 And it was. 00:14:01.004 --> 00:14:06.735 Amazing because he started telling me, well, mom, it's not your fault, you know, or Mom, did you think about this? 00:14:06.735 --> 00:14:11.595 And I mean, it was, it was a wonderful conversation of that sharing back and forth. 00:14:11.841 --> 00:14:12.172 Yes. 00:14:12.225 --> 00:14:22.215 also, I wanna say my, my 7-year-old said to me the other day that he was starting like some type of business, I've forgotten what it was, I think related to his Hot Wheels or something, you know? 00:14:22.710 --> 00:14:24.465 And, and I was like, oh my gosh. 00:14:24.465 --> 00:14:26.355 He's picking up that we own a business. 00:14:26.549 --> 00:14:30.480 This is, this is coming down, down the path for him, right. 00:14:30.509 --> 00:14:32.580 Where it's, it's, it's bleeding through. 00:14:32.610 --> 00:14:33.570 This is amazing. 00:14:33.600 --> 00:14:36.174 So really admire what your kids are doing. 00:14:36.846 --> 00:14:45.745 Well, and it's interesting, I, I had this idea, this, this has been, uh, probably 15 years or so ago, I, I decided to launch a business Yeah. 00:14:45.966 --> 00:14:47.346 club at our kids' school. 00:14:48.006 --> 00:14:52.897 And I remember approaching my daughter with, called it the gift of dad. 00:14:53.047 --> 00:14:55.297 I, I'm like, I'm gonna, Hey Lauren, I, I wanna. 00:14:55.596 --> 00:15:01.116 You know, kind of share some things with you, give you some wisdom from dad, kind of give you this inside track, kind of a leg up on things. 00:15:01.567 --> 00:15:05.017 And I described this club to her and she was like, no thanks, not interested. 00:15:06.096 --> 00:15:10.476 And I, I kind of left the room feeling defeated and embarrassed, like, what just happened? 00:15:10.476 --> 00:15:12.726 My daughter basically just kind of squashed me. 00:15:13.147 --> 00:15:17.616 So I, I re-engineered my approach and I, and I came back a couple days later and I said, Hey, Lauren. 00:15:17.616 --> 00:15:25.116 Um, know, one of the things about this business club, and by the way, I don't think you're gonna like it, we give everybody their favorite candy. 00:15:25.447 --> 00:15:26.616 Every time they show up. 00:15:26.767 --> 00:15:27.216 Oh, really? 00:15:27.246 --> 00:15:32.976 I said, well, but I don't, I don't know if it's gonna be for you, we, we talk about, uh, how to start a business. 00:15:32.976 --> 00:15:34.447 We give away gift cards. 00:15:34.447 --> 00:15:39.876 We, we have contests and games, but I don't know if it's gonna be something that you would like or not. 00:15:39.907 --> 00:15:41.346 Well, well, well, let me judge that. 00:15:41.346 --> 00:15:42.427 Dad, tell me more about it. 00:15:42.787 --> 00:15:50.346 And before we knew it, at the end of the semester, the hook was set in her mouth she sat on the front row of the business club. 00:15:50.751 --> 00:15:51.922 For the next four years. 00:15:52.642 --> 00:16:10.205 and so what I realized was it's always tricky when you're the parent and you're teaching your kids, but one of the advantages was when you're the parent teaching the whole group of kids, those kids seem to like what you're saying, it forces your own kids to Yeah. 00:16:11.549 --> 00:16:20.330 Yeah, for sure, I just think it's so interesting how entrepreneurship has, has played through that, and even starting a, a club, right? 00:16:20.330 --> 00:16:23.120 You're like, I have this idea, I'm gonna make it work. 00:16:23.419 --> 00:16:30.320 Even the way that you changed that approach reminds me a little bit of that quarter turn, you know, kind of, uh, of an idea, right? 00:16:30.320 --> 00:16:33.549 Because what you did is you said, okay, I'm not gonna let that no. 00:16:33.629 --> 00:16:34.440 Stop me. 00:16:34.769 --> 00:16:38.970 I'm gonna go back and re-engineer my idea and come at her again. 00:16:39.029 --> 00:16:39.450 Right. 00:16:39.779 --> 00:16:58.870 And I think that's again, kind of this overcoming fear sort of idea when, I gotta think, when you were writing your book or starting to write your book or had the idea for your book of Good Money Revolution, you probably got some nos along the way and you probably had to do some quarter turn kind of an experience. 00:16:59.289 --> 00:17:01.539 Any, any stories stand out from that? 00:17:01.866 --> 00:17:02.557 Oh my gosh. 00:17:02.557 --> 00:17:03.907 How long is this podcast? 00:17:03.929 --> 00:17:04.710 Right, right. 00:17:04.710 --> 00:17:05.130 Yeah. 00:17:05.467 --> 00:17:08.317 You know, when, when you say that Shelby, two things come to mind. 00:17:08.707 --> 00:17:17.497 This is actually my second book write, and, but in both cases I pursued hard to get a book deal. 00:17:17.946 -->

00:17:19.777 Uh, to, to write these ideas. 00:17:19.777 --> 00:17:21.606 I mean, it, it was an important book. 00:17:21.606 --> 00:17:28.957 I just felt like I, I had a sense of urgency if it was to be, it was up to me and I needed to make this happen. 00:17:29.017 --> 00:17:34.146 And I remembered with my first book, and I remember my second book, the exact same thing happened. 00:17:34.146 --> 00:17:35.676 Literally, I signed this book deal. 00:17:36.126 --> 00:17:43.747 I get paid to write the book, get in advance, and the moment it comes time to write, there is this. 00:17:43.892 --> 00:17:46.682 Fear, immense fear. 00:17:47.041 --> 00:17:52.622 And it's like the computer screen is looking back at me pointing and saying, you are a failure, Derrick. 00:17:53.102 --> 00:17:54.241 You are a fraud. 00:17:54.541 --> 00:17:55.892 You have no reason. 00:17:55.892 --> 00:17:57.602 You're no credibility to write this book. 00:17:57.602 --> 00:17:58.922 Who are you to write this book? 00:17:59.701 --> 00:18:04.412 to come to terms with, well, you may say that computer screen, but in this moment. 00:18:04.821 --> 00:18:13.281 I, Derrick Kinney am the expert on this topic, there's no one who's going to write about this topic like I will. 00:18:13.515 --> 00:18:13.934 Mm-hmm. 00:18:14.301 --> 00:18:23.902 I just had to create a discipline, and so I would write three double spaced Microsoft pages, which were a thousand words. 00:18:24.227 --> 00:18:32.537 Every morning before I could allow myself to go to the office, the first couple days it was like worst writing ever. 00:18:33.017 --> 00:18:34.487 I was like, I don't know who's writing this. 00:18:34.487 --> 00:18:35.596 Hopefully nobody reads this. 00:18:36.317 --> 00:18:43.636 then I began to develop a rhythm and an expectation, much like a newspaper reporter or anybody who writes in the media today. 00:18:43.967 --> 00:18:51.346 They wake up every morning, they don't know what they're going to write about, but they know that when they go to bed that night, they will have written about a story. 00:18:51.771 --> 00:18:54.501 That is done now they have the confidence that they will do it. 00:18:54.951 --> 00:18:56.902 And so I would just know, okay, you're just gonna write. 00:18:57.442 --> 00:18:59.872 And that was the first book, lesson. 00:19:00.172 --> 00:19:04.251 The second was, I learned how to write more conversationally. 00:19:04.924 --> 00:19:05.345 Mm-hmm. 00:19:05.362 --> 00:19:08.751 writing, sometimes when you write, you begin to use bigger words. 00:19:08.751 --> 00:19:10.950 And when you talk, like Yes. 00:19:11.001 --> 00:19:12.557 type you, you come up with words like. 00:19:14.862 --> 00:19:24.011 as a result of furthermore, and if I'm having coffee with a dear friend, I'm not going to say to them, well, furthermore, how was your day to day? 00:19:24.041 --> 00:19:25.842 And consequently, how are the kids? 00:19:25.991 --> 00:19:27.102 You don't talk like that. 00:19:27.402 --> 00:19:30.011 So instead, I discovered this hack of I would sit at my desk. 00:19:30.767 --> 00:19:36.826 Press record and I would speak the book as though I were having coffee with a friend. 00:19:37.217 --> 00:19:45.166 And what happened was it came across more conversational Now I simply had chapters to edit and not have to bang out on the keyboard. 00:19:45.287 --> 00:19:45.376 Okay. 00:19:46.297 --> 00:19:51.727 So what, what I learned was that fear is part of the process. 00:19:52.207 --> 00:19:54.247 Anxiety is part of the process. 00:19:54.426 --> 00:20:05.767 Even every time I speak I do quite a bit of speaking, uh, all over the country and just being honest here, time before I'm about to go on, I feel like I'm gonna throw up. 00:20:06.404 --> 00:20:06.704 Yeah. 00:20:06.809 --> 00:20:07.230 Mm-hmm. 00:20:07.326 --> 00:20:14.136 I know I'm actually excited because I know if I don't feel like I'm gonna throw up, I really have to ramp up the energy. 00:20:14.730 --> 00:20:15.150 Right. 00:20:15.217 --> 00:20:16.596 is almost like the key reminder. 00:20:16.596 --> 00:20:18.426 Like, okay, this is gonna be a really good talk. 00:20:18.817 --> 00:20:30.186 And so what I would just tell people listening is so much of social media makes success look like it should be easy if you're struggling, really fighting a lot of challenges. 00:20:30.491 --> 00:20:32.711 Maybe you, you shouldn't be a financial advisor. 00:20:32.741 --> 00:20:33.461 Maybe you shouldn't. 00:20:33.551 --> 00:20:35.531 No, that's part of the deal. 00:20:35.981 --> 00:20:36.509 If Yeah. 00:20:36.672 --> 00:20:43.602 be in the top 1%, you're gonna have about 99% more challenges than most other people. 00:20:43.902 --> 00:20:50.922 And when you can embrace that as part of the journey and not punishment for being on the journey, that's the path to winning. 00:20:51.660 --> 00:20:53.309 Yeah, it's interesting. 00:20:53.309 --> 00:20:55.349 There's the whole phrase now of do it scared. 00:20:55.529 --> 00:20:56.009 Right? 00:20:56.009 --> 00:21:05.009 And, and you just have to, but what I, what I thought was interesting in your book, and, and just on this fear topic, it says in, in your book you wrote. 00:21:05.224 --> 00:21:12.575 The fear of the unknown of what might happen, most of which is only imagined, and in most cases never comes true. 00:21:12.882 --> 00:21:13.251 Yeah. 00:21:13.505 --> 00:21:16.414 It's the fear inside your own head that is trapping you. 00:21:16.845 --> 00:21:26.924 The fear of your past of what you think might occur or what that voice in your head is telling you will occur, and you have to instead turn those thoughts around. 00:21:27.134 --> 00:21:36.525 Send yourself a continuously looping message that you should reject your well-worn path of dashed money dreams, like I love that. 00:21:36.795 --> 00:21:37.095 Right? 00:21:37.095 --> 00:21:39.884 A continuously looping message. 00:21:39.906 --> 00:21:40.267 Yeah. 00:21:40.694 --> 00:21:45.555 I think

that is such a central piece that so many people. 00:21:46.349 --> 00:21:48.599 You know, they, they sort of overlook, right? 00:21:48.599 --> 00:21:52.289 Because they think, oh, if, if this is to be, it's gonna come easily. 00:21:52.747 --> 00:21:52.957 Right. 00:21:53.039 --> 00:21:53.490 No. 00:21:53.849 --> 00:22:02.880 If this is to be, if, if you're meant to move from a, from one type of firm to another type of firm, and you have to leave that captivity, it's going to be hard. 00:22:03.217 --> 00:22:03.426 Yeah. 00:22:03.509 --> 00:22:05.549 There is nothing going to be easy about it. 00:22:05.752 --> 00:22:07.883 as well respected as you are in your space. 00:22:07.883 --> 00:22:13.732 I would only guess that you probably work with people that occasionally the fear gets the better of them. 00:22:13.732 --> 00:22:14.633 Like they know. 00:22:14.663 --> 00:22:16.313 They know it's better over there. 00:22:16.928 --> 00:22:27.000 But the fear of going from here to over there paralyzes them and they stay trapped and you know how close they are to So close. 00:22:27.000 --> 00:22:28.230 So close. 00:22:28.260 --> 00:22:28.770 Yeah. 00:22:28.883 --> 00:22:33.548 And so that's, that's e even starting my own businesses, you know, I'll tell you a quick story. 00:22:33.548 --> 00:22:35.468 So I was at, uh, I work with a trainer. 00:22:35.932 --> 00:22:39.923 Twice a week and this morning we're working on bench press. 00:22:39.923 --> 00:22:50.873 We did five sets and, and today was PR day, so he was adding weights on each side and the goal was just to get basically one press on this new higher weight. 00:22:51.623 --> 00:22:55.522 there was this moment where I pictured as clear as day. 00:22:56.432 --> 00:23:05.133 four of my kids were sitting on the bar they were all looking at me saying, dad, we need you right now to do this. 00:23:05.732 --> 00:23:08.972 And it was this moment of like, I can't let my kids down. 00:23:09.303 --> 00:23:16.772 Well, I was just lifting weights, but it was the moment I needed to push up and say, I will do this for my kids if nothing else. 00:23:17.073 --> 00:23:18.393 And I shove that weight. 00:23:20.212 --> 00:23:29.813 And sometimes when you're successful, you just have to find a split seconds worth of hack that will get you through the momentary fear. 00:23:30.143 --> 00:23:31.553 And that's what happened for me today. 00:23:32.546 --> 00:23:35.516 Well, and what you did there is you made it bigger than you. 00:23:35.786 --> 00:23:38.246 Suddenly it was about your kids looking on you. 00:23:38.425 --> 00:23:38.875 Right? 00:23:39.205 --> 00:23:41.246 So you talk a lot about purpose. 00:23:41.306 --> 00:23:44.980 How has purpose driven you over your fear? 00:23:46.133 --> 00:23:47.573 Well, purpose to me. 00:23:48.383 --> 00:23:49.492 Is everything. 00:23:49.742 --> 00:23:57.782 When I would talk to my clients, many of them would say, Derrick, it feels like in the news media, they talk about how money is bad. 00:23:58.502 --> 00:24:01.022 if you make a lot of money, then you're really bad. 00:24:01.353 --> 00:24:02.583 And if you're a billionaire. 00:24:02.637 --> 00:24:09.417 Well, you must be holding other people back from their goals and dreams so you can hold all, all the money yourself and you should be sharing that. 00:24:09.837 --> 00:24:12.627 And some of them were like, I don't know if I really wanna make a lot of money. 00:24:12.958 --> 00:24:14.877 I'm like, what the heck are you talking about? 00:24:14.877 --> 00:24:15.988 You're paying me. 00:24:16.438 --> 00:24:18.478 This violates the agreement that we have. 00:24:18.478 --> 00:24:20.188 You pay me, I help you make money. 00:24:20.788 --> 00:24:24.478 And what I realized was, until we connect. 00:24:24.732 --> 00:24:30.762 Meaning to money and a purpose to profits and a cause to your cash? 00:24:31.123 --> 00:24:36.883 Well, most people only base their validation on a bulging bank account. 00:24:37.242 --> 00:24:40.903 I wanna have seven figures, I wanna have eight figures. 00:24:41.262 --> 00:24:42.222 And they work hard. 00:24:42.222 --> 00:24:45.853 They, they give up almost all their relationships, all their time, their interests. 00:24:46.212 --> 00:24:48.942 And then they reach the top of the mountain eventually, and they look around. 00:24:49.742 --> 00:24:50.913 And nobody's there. 00:24:51.663 --> 00:24:53.012 They can hear themselves echo. 00:24:53.823 --> 00:25:03.093 I realize is money is not bad and good people should have more of it, but the key is to tie a cause to your cash. 00:25:03.303 --> 00:25:06.782 So just like for me, I call it your generosity purpose. 00:25:07.073 --> 00:25:08.333 I had a guy named Dave. 00:25:08.462 --> 00:25:19.442 he comes in the office, longtime client, and you know those relationships, Shelby, you've got where you can simply tell how a person's feeling without them saying a word just by their body language. 00:25:19.980 --> 00:25:20.371 Yeah. 00:25:20.492 --> 00:25:23.222 Dave sat down, slumped in his chair. 00:25:23.553 --> 00:25:26.942 You could tell the weight of the world was on this guy's shoulders. 00:25:27.393 --> 00:25:28.383 And I said, Dave, what's wrong? 00:25:28.472 --> 00:25:32.252 And he said, I'm not feeling motivated to go to my office anymore. 00:25:32.252 --> 00:25:37.712 I'm not feeling the excitement I once felt, for whatever reason, the words shot outta my mouth. 00:25:38.143 --> 00:25:40.423 Dave, is there a cause that you care about? 00:25:41.173 --> 00:25:42.522 his eyes got as big as saucers. 00:25:42.522 --> 00:25:45.103 He leaned back and began to reflect on a trip. 00:25:45.413 --> 00:25:54.682 he took his family on overseas a couple years earlier he remembered the guide, telling his family that this, this area was totally in poverty. 00:25:55.438 --> 00:26:04.827 It could be changed if one thing happened, if there was a dedicated school building to educate the kids, it would revolutionize this entire area of the

country. 00:26:05.577 --> 00:26:10.133 he remembered exchanging a glance with his wife as if to say, Hey, wouldn't it be cool? 00:26:10.958 --> 00:26:11.857 fund that school. 00:26:11.887 --> 00:26:12.307 Okay? 00:26:13.178 --> 00:26:15.998 they got back to the states life, got busy business, et cetera. 00:26:16.087 --> 00:26:18.968 But my question brought this all back and I said, Dave, what if you did this? 00:26:19.657 --> 00:26:27.607 if you set an aggressive sales goal for this year and you took half of that increase and used it to fund that school? 00:26:28.397 --> 00:26:33.137 Well now we began to talk and brainstorm about what that might look like, and we came up with a strategy. 00:26:33.587 --> 00:26:35.448 Normally I would see him every six months. 00:26:35.807 --> 00:26:37.577 He happened to pop in the office. 00:26:37.698 --> 00:26:43.157 Three months later, he looks younger, he looks reinvigorated, he looks like he's back on the game. 00:26:43.157 --> 00:26:44.538 And I said, Dave, what happened? 00:26:44.538 --> 00:26:45.948 You look like a different guy. 00:26:46.337 --> 00:26:49.428 He said, well, this generosity purpose just remotivate me. 00:26:50.117 --> 00:27:03.048 put a, a tab on my website, mocked up a picture of the school, and I began to let our clients know that, hey, you can work with any consultant in the area, but when you work with us, a portion goes to support this school and make people's lives better. 00:27:03.857 --> 00:27:09.647 he'd ask for referrals, he let them know, Hey, you can work with anybody, but when you work with us, you're helping make these people's lives better. 00:27:10.008 --> 00:27:15.557 And his team got motivated that, no, no, no longer were just pushing paperclips and paper around. 00:27:15.857 --> 00:27:18.647 Now they were part of a company, we wanna make money. 00:27:18.837 --> 00:27:20.428 To help fund this school. 00:27:20.488 --> 00:27:24.538 And then most importantly, Dave himself now had a purpose. 00:27:24.778 --> 00:27:31.617 He wanted to grow the company so that he could grow the amount of money he made to make other people's lives better. 00:27:31.978 --> 00:27:39.718 They actually funded that school within about six months, and so that whole principle then became a central piece of the book, and I'm now taught it. 00:27:40.018 --> 00:27:48.807 To thousands of advisors and entrepreneurs around the country, because ultimately the, the greatest fear of the entrepreneur is burnout. 00:27:49.647 --> 00:27:51.897 going to give everything to this goal. 00:27:51.897 --> 00:27:57.117 I'm gonna put everything into it, and they lay their head on the pillow at night and they feel like, what am I doing? 00:27:57.837 --> 00:28:02.313 when you have a generosity purpose, a cause that you care about, that motivates you to say. 00:28:03.198 --> 00:28:13.067 happening with the homeless or the hungry or teachers not having the resources they need, that is just not right, and I'm going to do something about it. 00:28:13.171 --> 00:28:13.590 Mm-hmm. 00:28:13.817 --> 00:28:22.548 my business by helping so many people increase the value of their lives and their portfolios so I make more money so I can help solve that problem. 00:28:22.788 --> 00:28:28.397 Then you lay your head on the pillow at night and you, you feel like you've lived a day of purpose and meaning, and it motivates you. 00:28:28.397 --> 00:28:30.857 So the goal is go make a lot of money. 00:28:31.942 --> 00:28:35.153 a lot of people so that you can do a lot of good. 00:28:36.046 --> 00:28:37.786 It's much more fun too. 00:28:37.996 --> 00:28:38.415 Right? 00:28:38.685 --> 00:28:40.665 It's, it's tons more fun. 00:28:40.695 --> 00:28:43.276 You have the purpose, you're getting that. 00:28:43.576 --> 00:28:47.056 The whole dopamine rush of generosity. 00:28:47.355 --> 00:28:51.885 I mean, the science behind what you're describing is so strong. 00:28:52.155 --> 00:28:53.086 It's so strong. 00:28:53.955 --> 00:28:55.036 Fantastic. 00:28:55.117 --> 00:29:00.046 And it's funny because, uh, a lot of people don't really think about the science of it, but Mm-hmm. 00:29:00.127 --> 00:29:06.232 about is, you know, think about if you anonymously gave someone that you care about. 00:29:06.803 --> 00:29:07.222 Something. 00:29:07.951 --> 00:29:08.340 Yeah. 00:29:08.393 --> 00:29:13.432 wife and I, we love to give, and there was a, there was a moment in a, in a Sunday school class many, many years ago. 00:29:13.883 --> 00:29:17.752 This couple was really down on their financial luck. 00:29:17.752 --> 00:29:19.012 Things were not going well. 00:29:19.432 --> 00:29:22.441 They needed to have a roof put on their house, Mm-hmm. 00:29:22.673 --> 00:29:23.063 we. 00:29:24.093 --> 00:29:27.633 everybody behind the scenes and, and, and basically collected the money. 00:29:28.083 --> 00:29:32.462 And we, we put basically this envelope of cash anonymously in their mailbox. 00:29:32.492 --> 00:29:32.853 Okay? 00:29:33.215 --> 00:29:33.810 Oh, wow. 00:29:34.113 --> 00:29:38.492 would have it, this guy calls me and says, Derrick, you're not gonna believe what happened. 00:29:38.883 --> 00:29:45.556 Well, now I've gotta practice my doggone poker face and act like I have no knowledge at all of what No, I have no idea. 00:29:45.782 --> 00:29:48.813 So what I will tell you is if you choose to be a giver. 00:29:49.298 --> 00:29:59.617 Practice your poker face because God often has a sense of humor where you might be the very person, the person you helped, comes back and tells not knowing that you were involved in it. 00:29:59.617 --> 00:30:00.651 So act Oh my gosh. 00:30:00.667 --> 00:30:01.448 idea what's going on. 00:30:01.996 --> 00:30:02.746 I love it. 00:30:02.746 --> 00:30:03.346 I love it. 00:30:03.556 --> 00:30:11.623 Well, I feel like the real lesson in all of this is when we were talking about purpose, and if I think about those advisors that, uh, have, the fear Yeah. 00:30:11.895 -->

00:30:15.736 is you can get over the fear by having a really amazing purpose. 00:30:15.847 --> 00:30:16.117 Yes. 00:30:16.215 --> 00:30:23.925 not just getting over, you know, the, the, the worry of burnout or the boredom of your work or whatever you're getting. 00:30:23.925 --> 00:30:28.365 You can get over anything when you have an amazing purpose. 00:30:28.732 --> 00:30:34.373 And what I would add to that would be, you know, when you're confident in your own personal. 00:30:34.692 --> 00:30:37.063 Business operating framework. 00:30:37.482 --> 00:30:38.131 You Yeah. 00:30:38.232 --> 00:30:53.982 a stage there, there's a part where I say, if you remember only two things I tell you, remember this, you want to own an instantly relatable problem that your ideal prospect has that when you say that problem, they instantly say, oh my gosh, this person gets me. 00:30:53.982 --> 00:30:56.923 That's exactly what keeps me awake at night. 00:30:57.192 --> 00:31:01.212 And then second, you want to have a cause that you care about. 00:31:01.512 --> 00:31:02.682 Because what we find is. 00:31:02.823 --> 00:31:12.423 People that have money, as I mentioned earlier, they derive status from working with a professional that is known as a giver in their community. 00:31:12.663 --> 00:31:15.782 So, so many people are like, well, I wanna be a private giver. 00:31:15.782 --> 00:31:16.923 I don't want people to know what I'm doing. 00:31:17.133 --> 00:31:17.583 And that's fine. 00:31:17.583 --> 00:31:18.692 You can choose to do that. 00:31:19.063 --> 00:31:32.353 What I stumbled upon as a 26-year-old advisor who looked like he was 13, was that by letting people know that you're a giver, you then motivate other business owners to also be givers. 00:31:32.653 --> 00:31:37.873 And it opened up this doorway of marketing that I simply could not have predicted. 00:31:38.232 --> 00:31:38.840 I Yeah. 00:31:38.952 --> 00:31:41.712 people would choose the smartest and the best looking. 00:31:41.772 --> 00:31:43.002 Now that's negotiable for me. 00:31:43.272 --> 00:31:44.718 Uh, and the most well connected. 00:31:45.383 --> 00:31:47.932 only wanted to work with people who align with them. 00:31:47.932 --> 00:31:50.962 They, they assume you're knowledgeable, they assume you're competent. 00:31:50.962 --> 00:31:53.303 They assume you'll put their best interests first. 00:31:53.782 --> 00:31:59.303 But when you have a cause you care about, there's this uniting story together that's powerful. 00:31:59.303 --> 00:32:14.722 So when other competitors call, I like to call it the moat principle, that if you're a known giver in the community and you take great care of your clients and you treat them like they're the kings and the queens in your universe, when they get the free dinner invitations or the other. 00:32:14.807 --> 00:32:21.317 Competitive advisor comes calling, they're gonna say, no, I work with Shelby, I work with Derrick. 00:32:21.377 --> 00:32:23.028 I would never work with

anybody else. 00:32:23.238 --> 00:32:24.827 And a lot of that comes from giving. 00:32:24.827 --> 00:32:29.387 And people feel like because they work with you, they're part of something bigger. 00:32:30.030 --> 00:32:30.451 Yeah. 00:32:30.901 --> 00:32:31.861 That's so powerful. 00:32:31.861 --> 00:32:44.340 And I think that idea of building a moat is something, you know, even, I'm thinking a few episodes back, we had Colleen bowler on on the podcast, and Colleen and I talked about this idea of building a moat around the practice and how do you do that, right? 00:32:44.340 --> 00:32:47.760 And what you've just, I identified is another way of building that moat. 00:32:48.181 --> 00:32:51.601 And then if I think about some of our listeners are thinking about those. 00:32:51.601 --> 00:32:53.641 Those future iterations of their business. 00:32:53.881 --> 00:33:00.270 You gotta build that moat first, and then you've gotta figure out how to take that moat to your new location too, right? 00:33:00.270 --> 00:33:12.631 And, and wrapping that purpose, that purpose can really drive you to doing the podcasts and the YouTube and all of the marketing activities that maybe you're feeling called upon and you know, the kind of tug on your heart. 00:33:13.050 --> 00:33:18.976 Well, it's not just a tug on your heart, it's not just a. Desire, you know, a small desire for you to do it. 00:33:18.976 --> 00:33:23.925 It's a conviction to educate others and to improve other people's lives. 00:33:23.925 --> 00:33:27.855 That's really what you're, what you might be feeling in those moments, right? 00:33:28.125 --> 00:33:29.925 So we gotta make it bigger than us. 00:33:29.925 --> 00:33:31.036 It's not just about us. 00:33:31.036 --> 00:33:36.705 It's about all of the good that we can do as advisors, as, as people in this industry, et cetera. 00:33:37.163 --> 00:33:41.692 You know, it's interesting as you say that it reminds me, and I think you'll relate to this story. 00:33:41.692 --> 00:33:49.913 There was an advisor who came to me who was considering changing firms, and we talked about the pros and the cons and why, and why nots and so forth. 00:33:50.522 --> 00:33:56.913 And he was basing the decision primarily on the platform and the products available and the payout. 00:33:57.512 --> 00:34:04.698 And I said, well, how will you change as an advisor between the firm you're at now and the new firm? 00:34:05.768 --> 00:34:07.597 I could tell the question stunned him. 00:34:07.597 --> 00:34:08.498 He said, what do you mean Derrick? 00:34:08.827 --> 00:34:10.507 I'm the same advisor I've always been. 00:34:10.597 --> 00:34:23.047 I said, well, why not treat this sort of like you're in elementary school and your parents just got a job transfer and now you get to be a completely fresh version of yourself. 00:34:23.527 --> 00:34:29.768 All the qualities you don't like about yourself, this new group of students will never know about, so you get to reinvent yourself. 00:34:29.978 --> 00:34:32.257 I said, why don't you pick one or two things. 00:34:32.438 --> 00:34:34.717 To reinvent you as a person. 00:34:35.557 --> 00:34:36.367 he said, well, tell me more. 00:34:36.367 --> 00:34:36.668 I said, well. 00:34:37.552 --> 00:34:45.713 What would be the instantly relatable problem that your ideal prospects would instantly connect with? 00:34:46.132 --> 00:34:48.952 See, he built his practice just hardnosed. 00:34:49.342 --> 00:34:53.543 Features and benefits of the products and services were better than the southern advisor. 00:34:53.842 --> 00:34:58.597 He became the commodity and, and he wasn't able to charge what his true value was, and I said. 00:34:59.213 --> 00:35:18.503 You know, when you become the specialist, just like if you were to have to have a a delicate heart procedure done, would your first inclination be, I'm going to reach out to my general practitioner who knows a little bit about a lot, or would you wanna go to the heart specialist who all they did was work on hearts 24 7? 00:35:20.182 --> 00:35:21.195 You go to the Simple. 00:35:21.391 --> 00:35:21.811 Mm-hmm. 00:35:22.282 --> 00:35:27.833 And, and, and what you'd know is there, there's three things that would happen when you would go to the specialist. 00:35:27.833 --> 00:35:28.552 Number one. 00:35:29.063 --> 00:35:32.302 Um, let's say that today is it's Wednesday at five o'clock. 00:35:32.693 --> 00:35:38.902 Would you expect if you called today to get in first thing in the morning to see the specialist or would you have to wait? 00:35:39.735 --> 00:35:41.476 I would absolutely have to wait. 00:35:41.686 --> 00:35:42.376 Absolutely. 00:35:42.443 --> 00:35:42.976 And Yeah. 00:35:43.072 --> 00:35:48.382 on your insurances can vary, but would you expect to pay more or less to see the specialist? 00:35:49.096 --> 00:35:49.635 More. 00:35:50.152 --> 00:35:57.353 And then third, your mentality going in to see the specialist va? I'm probably gonna do the surgery myself. 00:35:57.353 --> 00:35:58.373 I'm a do-it-yourselfer. 00:35:58.373 --> 00:36:05.572 I'm not gonna listen to what they have to say, or I'm gonna take my phone and I'm gonna write down or record everything that doctor tells me. 00:36:06.626 --> 00:36:07.096 Yes. 00:36:07.215 --> 00:36:07.635 Right. 00:36:07.726 --> 00:36:08.025 Yeah. 00:36:08.228 --> 00:36:23.047 And so what we know is when you can declare yourself as a specialist, solving a unique and instantly understandable and relatable problem, incomes of advisors, they go up automatically. 00:36:23.407 --> 00:36:29.047 And so this advisor, I said, you can change firms no problem, but change yourself. 00:36:29.822 --> 00:36:39.572 As you're changing the firm, because that's a way to get the double double in terms of true business growth and not just scaling the business, but scaling yourself. 00:36:40.496 --> 00:36:48.266 Obviously we talk a lot with people who are, are switching firms, and one of the things we talk about is

finding the daylight between your old experience and your new experience. 00:36:48.367 --> 00:36:48.487 Hmm. 00:36:48.853 --> 00:36:49.242 Yes. 00:36:49.346 --> 00:36:54.326 a similar, you know, kind of similar take, but I love how you made it about the advisor. 00:36:54.326 --> 00:37:00.686 How are you going to be different in this new environment than what you were, how is your experience going to be different? 00:37:00.686 --> 00:37:02.365 How is your team going to be different? 00:37:02.552 --> 00:37:02.842 Yeah. 00:37:03.025 --> 00:37:03.666 has to be some. 00:37:04.496 --> 00:37:06.295 Some things that are consistent, right? 00:37:06.295 --> 00:37:10.135 Because, because clients don't want every single thing under the sun to change about them, right? 00:37:10.376 --> 00:37:11.755 About, about the new world. 00:37:12.146 --> 00:37:13.315 But they wanna see change. 00:37:13.315 --> 00:37:14.516 They wanna see things get better. 00:37:14.516 --> 00:37:24.175 That that's the whole rationale for you making, making the switch of any kind, whether it's switching planning tools inside of your existing practice or switching actual. 00:37:24.226 --> 00:37:26.025 Platforms, et cetera, right? 00:37:26.025 --> 00:37:34.155 Like anytime you're making a change in your business, there has to be something better in it for the client and some way that it's making you a different advisor. 00:37:34.246 --> 00:37:34.786 Love that. 00:37:34.947 --> 00:37:35.913 Yeah, I totally agree. 00:37:36.052 --> 00:37:36.632 Uh, well said. 00:37:37.576 --> 00:37:38.146 I love it. 00:37:38.175 --> 00:37:39.496 Well, thank you so much. 00:37:39.496 --> 00:37:41.445 I know we're getting kind of to the end of our time together. 00:37:41.496 --> 00:37:46.235 Alright, the question that I love to ask everyone, obviously the podcast is called Advisors Off Script. 00:37:46.295 --> 00:37:48.641 We believe here in leading lives that are off script. 00:37:48.905 --> 00:37:52.326 Script that are somehow, uh, distinct and exactly ours. 00:37:52.746 --> 00:37:56.135 What is a way that you are living an off script life today? 00:37:57.193 --> 00:38:09.943 Well, you know, we just did our family goal setting, so I, I took all of our family through a, a goal setting exercise of setting one key goal in five areas, one of the processes that I go through is asking all of us the question. 00:38:11.172 --> 00:38:14.233 at stake if I don't do this? 00:38:14.893 --> 00:38:15.313 You know what? 00:38:15.313 --> 00:38:17.833 Terrible, no good, very bad thing will happen. 00:38:17.862 --> 00:38:22.063 What relationship will go un put together? 00:38:22.452 --> 00:38:24.282 What business goal will go unmet? 00:38:24.313 --> 00:38:26.052 What financial goal will you miss? 00:38:26.083 --> 00:38:28.182 What relationship will be impacted? 00:38:28.963 --> 00:38:31.722 so that's kind of how I live, is every day. 00:38:32.108 --> 00:38:41.797 When I watch an hour of TV a night with my wife, have I lived a day that I would put my name proudly to, or did I just skate by? 00:38:41.887 --> 00:38:48.788 Because ultimately I'm the only one that knows, but I wanna make sure that I, did I get the double, double, did I give it my all to grow the business? 00:38:49.027 --> 00:38:54.023 And while I'm watching my Netflix show, I'm enjoying the show knowing that I enjoyed making progress that day. 00:38:55.175 --> 00:38:56.135 Oh, I love that. 00:38:56.135 --> 00:38:59.195 I, I'm an achievement, uh, hound, if you will. 00:38:59.195 --> 00:39:00.786 And so I like to get a gold star. 00:39:01.606 --> 00:39:07.005 I like the A's and all those things, so I love that question, that self-reflection and self-awareness that you're doing. 00:39:07.346 --> 00:39:12.826 Derrick, thank you so much for the honesty, the insight, the conversations about fear. 00:39:13.096 --> 00:39:18.376 Um, I, I just really appreciate everything that you've been doing in our industry to make advisors better. 00:39:18.646 --> 00:39:23.326 Everything that you do with your book and, and the work that you do on television to educate. 00:39:23.471 --> 00:39:26.351 Uh, consumers and Americans about their finances. 00:39:26.498 --> 00:39:28.987 You know, to our listeners, thank you all for being here. 00:39:29.047 --> 00:39:31.327 Uh, please subscribe and share the episode. 00:39:31.697 --> 00:39:33.637 Derrick, thank you so much. 00:39:33.994 --> 00:39:34.315 Pleasure, Shelby. 00:39:34.344 --> 00:39:35.594 I've enjoyed every minute of this. 00:39:35.829 --> 00:39:37.239 Thanks for a great conversation.