The Top 10 Questions to Ask Your Retirement Financial Advisor

Welcome to the ‘Financial Transitions’ podcast. Today, I’m going to start with a pop quiz. Which one of these is the most important thing you can do regarding retirement planning?

1. Contribute to a Roth IRA
2. Contribute to a Traditional IRA
3. Calculate how much you are going to receive in Social Security benefits
4. Contribute to a 401(k)
5. Higher a retirement financial advisor

So, which is it? Which of those will have the greatest impact on your retirement success? Give up?

Well, first of all, I want to say that they’re all obviously very important. None of those are the wrong answer, but I would suggest that one of them is a better answer than the other.

How often do we hear that we need to contribute to our retirement accounts, whether it’s a Roth IRA, Traditional IRA or even a 401(k)? We also know that the largest source of income for a lot of people is Social Security, so one might think that that might be the correct answer. But I’m going to suggest that while those are all very important and necessary (and you should do each of those), that hiring a financial advisor who focuses on retirement planning is actually the best answer. I think getting someone to help you out and focus on your retirement is probably the most significant decision you will make when it comes to your retirement success. Why is that?

If you think about all of the other choices, whether it’s contributing to a Roth, Traditional or 401(k) – or even figuring out Social Security – those are all one-off events. You do them once, and that’s it. The difference with a retirement financial advisor is that it’s a series of actions; it’s not just a one-time event. When you hire a retirement financial advisor, that’s one thing that you’re doing. But, in turn, what you’re getting from that is a dozen or two dozen or 150 different items that you’re going to have to implement over the course of your relationship with that advisor. What do I mean by that?

The financial advisor who is helping you with retirement will calculate every year whether it makes sense to contribute to a Roth or Traditional. They’ll make sure that you’re contributing to your 401(k) – maybe, maxing it out. They’ll also look at your Social Security. They will look at if it makes sense to have long-term care insurance. They will look at a whole host of financial issues, so by checking that one box, you’re in essence checking hundreds – if not, potentially, thousands – of boxes. That’s why I think having the right person on your team is the most important thing.

Sure, you can contribute to an IRA. Maybe you do it one year or maybe you do it every year; maybe you set it up so it’s ongoing. That’s awesome. There’s nothing wrong with that, but there are so many other factors when it comes to a successful retirement. That’s why, I argue that the most important step you can take is hiring a financial advisor who is focused, who doesn’t do anything but live and breathe and is all in when it comes to helping you create the best retirement possible.

Okay, so we’ve established (and hopefully, we agree) that having a good financial advisor who is working on your retirement is important. Great. The big question next is how and who should I hire? That’s a great question, and that’s exactly what this podcast is all about: helping you find the best retirement financial advisor that you can – someone who is focused on helping you create the most successful retirement possible.

I get emails (usually, two to three per week) from people all around the country who are looking for an advisor – someone to help them out. The emails range in as far as what they’re asking me, but primarily, what they want to know is how they can find a great retirement financial advisor. Let me give you some suggestions. I’ve written about this topic for years. I think my first article on this was at least 15 years ago, but I also just wrote a new one for ‘Forbes.’ It came out about a month and a half ago.

I’m going to provide you with 10 questions that you can ask any and all potential retirement financial advisors that you’re interviewing. These are not necessarily in any order, although the first couple are the most important.

The first question that you need to ask is:

Are you a Fiduciary?

I used to call it Fiduciary, although there might be a better phrase for this. I kind of like the phrase ‘full-time fiduciary,’ and I’ll talk about what that means in a second.

I told this to a friend of mine once, and she said, ‘Oh, Robert, that is such a great question,’ and then she said, ‘But, what’s a fiduciary?’

The funny thing is that years ago (I want to say five years ago, or more), nobody really knew what a fiduciary was. When I was talking to a prospect or a potential client and they were interviewing me, they would never ask me, ‘Are you a fiduciary, Robert?’ So, I would spend a great deal of the conversation helping them understand what a fiduciary is, why it’s beneficial to use one, etc.

Here’s the really cool thing (and I’m so happy to report this): nowadays, in 2019, usually when someone is talking to me, it’s one of their very first questions. Are you a fiduciary? I smile so big when I hear that question, because for years, it was my mission to help explain why it’s important to hire a fiduciary. People didn’t really get it, and I was a lot more excited about it than they were. But nowadays, there has been some great work that’s been done.

For example, Tony Robbins (you may have heard of him or know of him) wrote a couple of books, and many pages (if not chapters) in his books were talking about the benefits of a fiduciary. He’s a very popular author, a lot of people have read his work, and I think he’s done a terrific job educating people on the merits of working with a fiduciary.

So, nowadays, it’s a much more common question, but you may not be aware of what a fiduciary is. I want to report to you that it’s rather sad, in my profession of providing financial advice, that this needs to be a question. It’s really absurd, and it’s definitely embarrassing.

Let’s first talk about the two camps when it comes to providing financial advice; in one camp are fiduciaries and in the other camp there are not fiduciaries (it’s simple, so far). Let’s talk about what a non-fiduciary is. Sadly, most financial advisors are not fiduciaries. The numbers and percentages vary, but I’ve seen it as high as 95% or more of financial advisors are not fiduciaries.

Someone who is not a fiduciary does not have to give you advice that is in your best interest. I know what you’re thinking. I know you’re thinking that Robert is clearly confused, Robert clearly just made a verbal gaff, and certainly, he didn’t just say that as a financial advisor, you don’t have to give the client advice that is in their best interest. Sadly, I’m here to say that’s true. Yes, even in 2019, that is the truth. It’s shocking to most people. When I explain this to potential clients, they honestly don’t believe me at first; they think that somehow I’m confused or mistaken or dishonest. But I’ll tell you right now, I am not confused or mistaken, and I’m certainly not dishonest. Most advisors can provide you with financial advice that doesn’t have to be in your best interest. It’s absurd, it’s ridiculous, but it’s true. How is that possible?

There’s lots of lobbying and legislation and the firms that control this are very powerful and profitable. It’s in their best interest to keep things as they are. They don’t want to have to provide financial advice that’s in your best interest. They want to provide financial advice that’s in their own best interest, and sadly, they’re allowed to. That’s what a non-fiduciary is. Can you guess what a fiduciary is?

A fiduciary is an advisor who has to give you financial advice that is always in your best interest. Of course, that’s the type of advisor that you want on your team. Think about it: when you’ve worked for decades saving money and now are thinking about retiring, don’t you want to sit across from someone who is guiding you and helping you make decisions and know that whatever advice they might give is in your best interest? Not only in your best interest today, but in your best interest in the future? Of course you do! You don’t want to second-guess the advice that you get.

I liken this to working with a doctor; if you have an ailment and go to the doctor and ask her for advice, you don’t want to be thinking that she’s providing this medication or advising on this procedure because she’s going to make some money on it (in the back of your mind, you don’t want to be worried that it’s not in your best interest). You want to be able to sit across from someone and trust that the advice that they give is the same advice they might give their own mother or father or loved one. That’s the kind of relationship that you want, and that’s why the very first question is are you a full-time fiduciary?

What do I mean by ‘full-time’? Are there such things as part-time fiduciaries? Sadly, there are. In this world of financial advice, someone can be a fiduciary, but they can also be a non-fiduciary. As a result, if you ask them if they are a fiduciary, they can answer legitimately and honestly say that they are. That doesn’t really get at the fact that sometimes they are not a fiduciary. That’s why I like to ask, ‘Are you a full-time fiduciary?’ meaning every time that I talk to you, every time that you give me advice, there will never be a circumstance or situation where you will not be a fiduciary. That’s what being a full-time fiduciary is all about. It’s extremely important and makes sense to work with a fiduciary.

Like I said, there are two different camps, fiduciaries and non-fiduciaries, and what you see is there are two types of business models when it comes to financial advising: the first are broker-dealers. Broker-dealers are non-fiduciaries; they don’t have to give you advice that’s in your best interest. The other camp are registered investment advisors; these are folks who work for firms where they are fiduciaries.

The first takeaway is are you a full-time fiduciary, and you’ll be aware of this if they work for a registered investment advisory firm. But, if they’re with a registered investment advisory firm and, at the same time, a broker-dealer, they’re not full-time fiduciaries; they’re part-time fiduciaries. Do you want a part-time fiduciary? No. You want a full-time fiduciary.

I know this was a very long-winded first question, but it’s so important. It’s really one of the most important questions you can ask. Be sure you work with a fiduciary.

Moving on, question number two:

Why do you do what you do?

So, with the first question, we hit them hard, and the second question is kind of a softball question; it’s a softball question, but it’s an important question. We want to dive into and understand why they get up every day and do what they do. Why did this person make a career out of providing financial advice and helping people retire?

Are there bad answers? Probably, but what we’re really focused on is trying to understand who they are, what drives them, what motivated them to do this. You’ll find all kinds of different answers, maybe personal stories, maybe issues of their parents getting steered in the wrong direction and they want to right what – whatever it may be, there are some really good answers here. I’m not trying to suggest that there are bad answers, but I just want you to get a feel for why they do what they do.

If I were hiring someone – whether it’s a financial advisor or really anyone who is going to have such a big impact in my life – I’d want to know that their heart is in the right place, that why they do what they do resonates with me. It certainly shouldn’t be all about the money. It should be about wanting to make a difference, wanting to help people, wanting to see people live out their dreams – these are all reasons why I do what I do. I’ve been doing this for over 24 years now, and my reasons are very simple.

I tell people all the time that there is no better job in the entire world than what I do, and I fully believe that. I get to get up every single day, I have my own company, I have the ability to work with people and really make a huge difference in their lives. I’m going to say (and yes, I’m a little biased), that the relationship that advisors and their clients have may be the most significant professional relationship they have with anybody – more so than their attorney, CPA, doctor, etc. The things that we do and council on and talk to our clients about run the gamut. We help across the board. We know when there’s been a death in the family. We sit by them, we hold their hands, we give them hugs, we understand what their needs are, we understand what their goals and fears are, we know their ambitions, we are part of their lives, and that is the coolest thing in the world. So that’s why I do what I do, but again, whoever you’re interviewing doesn’t have to have the same answer; it just has to be an answer that makes sense to you and that resonates with you.

Question number three:

How do you make money?

So listen, at heart, I am a capitalist 100%. I have no problem with paying for advice or having people make money. So the question is not how much money do you make – although that’s a question that will be asked – the question is how do you make money? It’s important if you’re working with someone to understand how they’re making their money, because you don’t want any conflicts of interest. You want to know specifically, explicitly and precisely how they’re making their money.

For example, some advisors might make money by selling you products; maybe they make money when you buy an insurance policy and they get a commission, or when they sell you a mutual fund, or when they provide certain advice in certain areas and you pay them an annual or hourly fee. Listen, there are so money different ways an advisor can make money, and this is not to say that one is better than the other (although there are better than other ways to make money), but it’s important for you to understand how they make their money and be comfortable knowing that’s how they make their money.

If I were telling my mother, for example, ‘Hey, you need to hire a financial advisor,’ I would tell her to work with someone who makes their money on an hourly basis or on an asset under management fee structure; that’s simply where they will get a percent of the assets that they manage for you. For example, a 1% fee for someone managing a million dollars, they will get $10,000 per year. Another way is a flat annual fee where you pay them maybe $10,000 a year, whether you have $100,000 with them or $10 million with them. Those are all reasonable ways to make money.

Ask them, ‘how do you make money?’ And you want a clear answer. You want a transparent answer. You don’t want to get the sense that they’re making money every which way, and you certainly don’t want to get the sense that the only way they’re going to make money is if you do something or buy something or if there’s a transaction, because if that’s the case, you know every single time that you talk to them, they’re going to be trying to sell you something – that’s how they make their money. I would avoid that.

Alright, moving on. Question number four:

How long have you been working as a retirement financial advisor?

What am I getting at here? I’ve written about this before, and there’s something called the 10,000 hour rule.

A psychologist by the name of Anders Ericsson did a great deal of research on exceptional performers. He looked at what makes someone an average performer versus an excellent performer versus an exceptional performer. What he deduced from his research is that the exceptional performers are those who practice – and they practice a lot. Specifically, they actually practice in a particular way. You may have heard of the 10,000 hour rule, and that’s sort of the takeaway from his research: for exceptional performers in any area – whether it’s in financial advising or sports or music or being a doctor, you name it! – 10,000 hours is the minimum it takes to become exceptional at what you do. If you assume that the average work week is 40 hours and that someone might work 2,000 hours in a year, you’re looking anywhere from at least five to 10 years of experience.

My rule of thumb is if I’m hiring someone and what they’re telling me can radically change my life or it’s going to have a significant impact on my life, I want them to have at least 10 years of experience. This doesn’t mean that there are not amazing advisors out there with three years of experience – there are, I’m sure of it. This also doesn’t mean that there aren’t some really crappy advisors out there with 30 years of experience – I know there are, I’ve met them and seen their work. This is not to suggest that if you hire someone with 10 years of experience, that they’re going to be great.

What all of these questions are intended to do is… think about a lever. You’re dropping these questions on the scale, and each one adds a little bit more weight to increasing your chances of finding someone who’s a really good fit for you. No single question here is going to make or break your relationship, but they all add up, and this is just one more that you can put onto the scale that will tilt it in your favor on finding someone who really might be a great fit for you.

Okay, question 5:

Do you have any regulatory or legal issues?

Great question, right? Well you’d be surprised at how rare I get this question. Actually, I can’t even remember the last time I was talking to a prospect and they asked me this. Now, this doesn’t mean that they didn’t research it and they don’t already know (and the answer is, no, I don’t have any regulatory or legal issues, by the way), but I’m just always surprised that someone might have millions of dollars and this isn’t one of their initial questions. Again, this isn’t to say that they haven’t researched this themselves and they don’t need to ask me, but I would just ask anyway.

There’s a great website you can use called FINRA BrokerCheck (they’re using the term ‘broker’ like stock broker – it’s really old school, they should change the name). It’s a website where you can search for a firm that you’re looking at, or you can search for an individual advisor that you want to review. If there have been any regulatory or legal issues with that advisor, they will show up there, so it’s the first place I would start. I wouldn’t even interview an advisor without doing this first, because it would be a waste of time.

If my cousin said, ‘Hey, I’ve got this great advisor for you,’ or my brother-in-law said, ‘you really need to use my guy,’ I would check out their guy or gal on this website, because if they have any regulatory or legal issues, I just wouldn’t use them. I wouldn’t even bother talking to them.

Another thing that’s related to this is that many advisors have designations, for example, Certified Financial Planner – it’s the most popular designation that an advisor can have. What I would do is I would also make sure that they have all of the designations that they say they have (that’s first), and second, I would see if there are any issues with their designations; were there any complaints that were lodged against the designation that they have or the organization that runs the organization? You probably won’t find anything, but it’s possible you might.

For example, if I was hiring an attorney, I would make sure that the attorney did in fact go to law school and pass the bar. You’ve probably seen it many times in the newspapers, where people defraud others and they’ve claimed that they had all of these degrees and designations, when in fact they didn’t. It would have taken 30 seconds to figure out that this person does not have all the degrees that they said they did. So that’s one of the first steps I would go to: make sure they actually have what they say they have.

Okay, number six:

Does your firm hold my money and my investments?

What the heck does this one mean? Does your firm hold my money and investments?

Again, there’s two different ways you can go here. The first is that your financial advisor works for a firm and when they manage your money, your money is with that firm. That would be something I would not recommend. The other option is an independent, objective third-party holds your assets; an example of that might be Charles Schwab or Fidelity or TD Ameritrade. These are big institutions (you’ve probably heard of all of them) and your money is with them. It’s not with Joe Financial Advisor Incorporated. It’s with a firm that you know about, you’re familiar with them, they’re large, they have insurance – these are reputable companies.

Then what happens is your advisor has a relationship with, for example, Charles Schwab. At my firm, I don’t hold my clients’ assets. My firm doesn’t do it. No client of mine has ever written a check to Pacifica Wealth Advisors to deposit money into their account. We don’t hold their money. Period. Who does? Well, we are partnered with Charles Schwab. All of my client assets are at Charles Schwab. My clients can login to Schwab, they can use the Schwab app, they can call Charles Schwab and get information on their accounts. Charles Schwab also sends them monthly statements. Why is that important?

Well, it’s extremely important, because it prevents fraud. I hate to bring this up, but it’s sort of the elephant in the room. There are some advisors out there that are unscrupulous, that are dishonest and that will try to steal from you. For example, the biggest one that we’ve all heard of and read about is Bernie Madoff. How did he do what he did? How was he able to defraud (by all accounts it was) billions of dollars from his clients over decades? Well, the answer is that he held his clients’ assets; he invested his clients’ assets. All of his clients’ assets were at his firm. That allowed him to be able to create fake monthly statements and send those fake monthly statements out to his clients every single month.

Think about it: you send Bernie a check for a million dollars and you want that invested, because that is your retirement nest egg. He takes the million dollars and puts it into one of his accounts. He then spends the million dollars on cars, travel, whatever. He blows your million dollars, but the next month, he creates a statement on your account that shows that you not only have a million dollars, your account grew by 5%. Now you’ve got a million and fifty-thousand dollars in your account – at least that’s what the statement says. So, this goes on and on and on. You don’t know that there’s no money there, because every month, you get this fancy statement that appears on paper that you’re worth a million dollars or more. So, this is the problem when it comes to having your financial advisor hold your assets.

Now, imagine that same scenario if instead of Bernie holding your money, Schwab held it. What would happen? You would send that money to Schwab, Bernie wouldn’t be able to access that money, and Schwab would send you statements every single month with the exact dollar amount in your account. There would be no funny business. There would be no way for Bernie to be able to stop those statements from coming to you, because Schwab sends those statements directly to the clients. They don’t send them first to the advisor, and then the advisor sends them to you. No. They send them directly to the client. The whole point and the whole purpose for that is to really prevent the Bernie Madoffs of the world.

Maybe it’s a convoluted answer, but do you hold my money and investments? The answer you want is no, we don’t hold your money and investments. We work with large reputable companies you’ve probably heard of that hold the money and assets for you.

So that is question number six. Question number seven is:

Do you manage retirement portfolios the same or differently from non-retirement portfolios?

The whole purpose of this question is you’re trying to get at their philosophy when it comes to retirement investing. Are portfolios managed the same whether they’re for retired or non-retired folks? They should be, but again, there’s not necessarily a right or wrong answer here. The point of this question is for you to get to understand their methodology and understand their philosophy on investing. It’s an important question, and try to gauge if you can understand what the heck they’re talking about. If they start talking in jargons or using numbers and all kind of esoteric language, you have to think to yourself, ‘If they’re explaining this to me in these kinds of words, there’s a good chance that I’m not going to be able to understand any of their advice that they’re giving to me.’

What you want is a coherent, logical, straightforward, simple answer, to how they manage their portfolios. That’s what you’re looking for.

Okay, question number eight:

Can you help me create an income strategy for retirement?

This is a huge one! In retirement, what do you want? You want income, because you’ve retired, right? You’ve retired from work, and your income sources from active employment have stopped. That’s what retirement is all about. The whole point of retirement planning is for your assets to be able to produce income so you can live and have a wonderful retirement where you thrive.

The purpose with this question is for you to gauge their answer. Can you help me create an income strategy? Obviously, the answer you want is yes, but more importantly than that is how? What are their strategies? What tools, techniques and products might they recommend? You’re looking for a philosophy here. There are better answers and worse answers, but what you’re really looking for is a coherent, simple straightforward answer – one that makes sense to you, one that resonates with you, one that you can understand and that you think you might be able to implement.

Question 9:

Do you provide comprehensive retirement planning?

What a second? You might be thinking, ‘Aren’t these questions really designed for retirement planning, not comprehensive financial planning?’ Well, yes and no. Yes, we’re talking to advisors who have a focus in retirement planning, but I would argue with you that comprehensive financial planning is important at any age, whether you’re 35, 25, 55, 65, 75 – it doesn’t matter. There is always a need for comprehensive financial planning. You want to make sure that their answer is, absolutely! That’s what you’re looking for.

There are a lot of (what people will call) advisors that aren’t really advisors. They might have a product or a strategy that they use over and over and over. As an example, you might be interviewing an advisor who identifies as a financial or retirement advisor, where all they do is recommend retirement annuities. Listen, there’s nothing wrong with an annuity, it has its place for the right purpose, it’s fine. But, if the lens that this advisor sees the world through is always the annuity lens, then no matter what your problem, annuity is going to solve it. That’s not always the case, of course.

You want someone that approaches retirement and financial planning without a lens. They’re looking at it as how can I work with this client and help this client from a comprehensive perspective? How can I look at all the facets that affect them financially, and how can I develop the best strategy for them? Maybe it will involve an annuity, but most likely it won’t. So what are the strategies that this advisor is using? That’s why we ask them: do you provide comprehensive financial planning? You want the answer to be yes, and you want them to be able to explain exactly what kind of comprehensive financial planning that they’re providing. 

Question 10:

What do you see are the biggest risks in retirement?

A big red flag is if the advisor that you’re talking to says, ‘Oh, well, there aren’t any risks. We’re so good at what we do, we eliminate all of the financial risks.’ If you hear that, I want you to hang up the phone or jump up from the chair and run the heck out of the office, because that is a huge red flag.

There are always risks, and it’s important for your advisor to not only acknowledge that there are risks, but to describe what those risks are. There are numerous risks, so it’s important for them to know what they are, because if they don’t know what the risks are, why in the heck would you want to work with them? So, have them go through their list of potential risks. They might not have specific risks for your situation, simply because they might not know you well enough yet. But they should be able to talk in generalities or maybe talk about risks that other clients have faced – those are all fair game answers. This question is something that they should be able to answer pretty easily, and again, it helps you understand how they explain things and how they view the world.

Okay, so those are the 10 questions, but guess what? There’s a bonus, and the bonus is actually a website that I created. It’s a website that I created call AdvisorFit. What the heck is AdvisorFit? Well, before I tell you what it is, I’ll tell you why I created this.

I watch a show on CNBC called ‘American Greed.’ Maybe you’ve seen it. It’s a show and it’s really, really depressing, because every episode talks about how someone or many people were defrauded by their financial advisor or some other trusted professional. It’s so depressing, because you hear these gut-wrenching stories from people who have saved their entire lives, and they’ve ‘invested’ their life savings with someone (or into something), and it was a huge scam. It was a lie that the professional completely ripped them off. You hear these stories week after week, and it really bothered me so much that there was this pattern over and over. You would get this flashy, fancy-looking advisor, pulling up in their brand-new BMW with their gold watch, talking to these people and talking them out of money, telling them, ‘Oh, I’ve got this great investment and it’s going to make you 12% per year and blah, blah, blah, blah.’ And these people listen. They don’t have a lot of money, and they’re looking at their own retirement saying, ‘Gosh, wouldn’t it be great to get 12% a year? That would really help.’ So, I don’t blame the people who are ripped off. Of course, they were just trying to make a smart financial decision. Where they went wrong is they just blindly trusted these people, and they never asked them the tough questions. That’s why I created AdvisorFit.

AdvisorFit is a website, it’s completely free, and what it does is it asks the tough questions – all of the tough questions. I’m talking about probably 30-40 questions. Here’s how it works:

Let’s imagine that you get a referral to an advisor, and before you actually talk to that advisor, what you can do is you can go to AdvisorFit, put in that person’s name and email address, and then the website sends an email invitation to that advisor. It says, ‘So and so is interested in your services. They’d really love it if you were able to complete this questionnaire.’ So the advisor clicks on the questionnaire, and they answer 30-40 questions (however many there are), and they are detailed and tough – these are not softball questions. The advisor answers those questions, and then what happens on the backend is we’ve developed this automated process that reviews all of their answers to these questions, and then it sends you an email with the questionnaire, with the answers the advisor provided, and it also has our automated analysis. What we try to do is identify red flags for you. Obviously this is not full-proof. If you use the website, again, you need to do your own research, you need to verify all of the claims the advisor makes. But I’m hoping that it’s an important first step for you, because it allows you to ask the tough questions, to get the answers, and to have some understanding of how they answered it and what that really means. Then, you can take that questionnaire and those answers and our analysis, and you can have a conversation with them about it. It puts you a little bit more in the driver’s seat, and it puts you in control, and it gives you a leg up.

Again, I’m often asked very, very few questions, and I think that people need to ask more questions. They need to ask better questions, and I think that AdvisorFit might be a way for you to ask those questions.

Okay, well, this was a long podcast. I didn’t realize it was going to be this long, but it’s an important one. If it makes sense for you, listen to this again if you need to. Again, I go back to how I opened this podcast, and that is, hiring a financial advisor to help you in retirement is probably one of the – if not the – most important financial decision you can make. It can make or break your retirement. It can make your retirement go from decent to fantastic, and that’s what this is all about. So, listen to this again, ask the right questions, use AdvisorFit, and if you have any questions for me at any point, feel free to go to Pacifica Wealth Advisors, send me an email, use the contact form. If you have some ideas on future podcasts, I would love to hear from you.

Thanks so much for listening, and I look forward to having you join us for the next episode.