1 00:00:17,269 --> 00:00:19,502 Come on and sit back and relax. You're 2 00:00:19,502 --> 00:00:21,915 listening to the episode 246 3 00:00:22,053 --> 00:00:23,568 of Wolf tech today podcast. 4 00:00:24,206 --> 00:00:25,960 And as usual I'm your host Craig Go, 5 00:00:26,373 --> 00:00:28,599 On the founder of Ezra group consulting and 6 00:00:28,599 --> 00:00:30,109 this podcast features news, 7 00:00:30,745 --> 00:00:33,129 interviews and analysis. On the trends and best 8 00:00:33,129 --> 00:00:33,606 practices, 9 00:00:34,018 --> 00:00:35,871 all Around wealth Management technology. 10 00:00:37,200 --> 00:00:39,587 My guess for this episode was franklin Sung 11 00:00:39,587 --> 00:00:40,541 from App crown. 12 00:00:41,114 --> 00:00:43,267 And we spoke about how App crown is 13 00:00:43,267 --> 00:00:46,139 a data integration and analytics platform. That sits 14 00:00:46,139 --> 00:00:47,654 on top of Salesforce Crm. 15 00:00:48,133 --> 00:00:50,047 What's interesting about it, and we talked on 16 00:00:50,047 --> 00:00:53,016 it a little bit. Is that when App 17 00:00:53,016 --> 00:00:53,815 first came out, 18 00:00:54,934 --> 00:00:57,330 they position themselves as a Crm overlay, 19 00:00:58,144 --> 00:00:59,681 But they quickly changed, but 20 00:01:00,217 --> 00:01:02,291 that really didn't get out, at least not 21 00:01:02,291 --> 00:01:04,046 to us, I know, Michael Key and I 22 00:01:04,046 --> 00:01:05,641 when we do our app, we had App 23 00:01:05,641 --> 00:01:07,635 crown as a Crm overlay for many years. 24 00:01:08,919 --> 00:01:10,980 We just never knew what they really did. 25 00:01:11,456 --> 00:01:13,675 So, I met Franklin a number of years 26 00:01:13,675 --> 00:01:15,914 ago and found out what they did. And 27 00:01:15,914 --> 00:01:17,932 realize that they will you aren't a Crm 28 00:01:17,991 --> 00:01:19,850 at all, they just use Salesforce 29 00:01:20,388 --> 00:01:21,267 as their core, 30 00:01:21,986 --> 00:01:23,425 basically a a cloud provider. 31 00:01:24,078 --> 00:01:26,949 And, a data source, data storage data warehouse, 32 00:01:27,827 --> 00:01:28,624 which is very interesting, 33 00:01:29,342 --> 00:01:32,373 but they could consolidate data from multiple portfolio 34 00:01:32,373 --> 00:01:33,091 management systems, 35 00:01:33,664 --> 00:01:34,539 from financial planning, 36 00:01:35,493 --> 00:01:37,879 and Custodial platforms to provide a unified household 37 00:01:37,879 --> 00:01:40,446 soul view, which we talked about in the 38 00:01:40,503 --> 00:01:42,590 episode and as well as be able to 39 00:01:42,590 --> 00:01:43,969 generate practice Kpis. 40 00:01:45,230 --> 00:01:46,750 We also just talk about some new features 41 00:01:46,750 --> 00:01:49,390 that they have released and small features. So 42 00:01:49,390 --> 00:01:51,243 you're really going to get a lot out 43 00:01:51,243 --> 00:01:52,673 of this episode about App crown. 44 00:01:53,467 --> 00:01:56,089 But before we get started. Let's talk about 45 00:01:56,089 --> 00:01:58,566 tech stacks. Now here at Ezra group we've 46 00:01:58,566 --> 00:02:01,106 seen the tech stacks of hundreds of R 47 00:02:01,106 --> 00:02:03,169 from broker dealers. Let me tell you most 48 00:02:03,169 --> 00:02:04,836 of them are loaded down with Tech debt. 49 00:02:05,804 --> 00:02:08,192 So tech debt can act like an anchor, 50 00:02:08,750 --> 00:02:10,899 holding down your Ra or your broker deals 51 00:02:10,899 --> 00:02:11,138 efficiently, 52 00:02:11,934 --> 00:02:13,287 efficiency and your ability to scale. 53 00:02:14,018 --> 00:02:16,502 Now if you wanna free your firm for 54 00:02:16,557 --> 00:02:19,016 exponential growth. You need to run, not walk 55 00:02:19,016 --> 00:02:20,603 to our website ezra group dot com, 56 00:02:21,253 --> 00:02:22,922 and fill out the contact us, 57 00:02:23,717 --> 00:02:25,704 click the contact us button on the homepage 58 00:02:25,704 --> 00:02:27,851 and fill that form and get in touch 59 00:02:27,851 --> 00:02:28,169 with us. 60 00:02:29,059 --> 00:02:30,196 Our experienced team 61 00:02:30,572 --> 00:02:33,280 of consultants with decades, literally decades of experience, 62 00:02:33,997 --> 00:02:36,705 hands on, experience in the industry can evaluate 63 00:02:36,705 --> 00:02:37,820 your current tech ecosystem, 64 00:02:38,553 --> 00:02:39,830 deliver targeted recommendations, 65 00:02:40,788 --> 00:02:41,687 optimize your current 66 00:02:42,464 --> 00:02:43,342 systems and platforms, 67 00:02:44,220 --> 00:02:46,295 or operations and run Rfp if you want. 68 00:02:46,549 --> 00:02:48,627 And help you implement new software to get 69 00:02:48,627 --> 00:02:50,865 your firm to the next level. They can 70 00:02:50,865 --> 00:02:53,343 take advantage of our free initial consultation by 71 00:02:53,343 --> 00:02:55,420 going to ezra group dot com. 72 00:02:56,871 --> 00:02:59,414 Alright. Couple housekeeping items before we begin. 73 00:03:00,208 --> 00:03:03,149 First check out, our sponsor, the invest in 74 00:03:03,149 --> 00:03:03,649 others 75 00:03:03,959 --> 00:03:04,358 charitable 76 00:03:04,837 --> 00:03:07,231 Foundation. You can check them out at invest 77 00:03:07,231 --> 00:03:09,067 in others dot 0RG. 78 00:03:10,663 --> 00:03:12,201 Please a subscribe 79 00:03:12,514 --> 00:03:14,894 to the show wherever you listen to podcasts, 80 00:03:15,291 --> 00:03:18,544 so you don't miss an episode. Right. Let's 81 00:03:18,544 --> 00:03:19,417 get this thing started. 82 00:03:20,786 --> 00:03:22,541 Here we go. I'm excited to introduce our 83 00:03:22,541 --> 00:03:26,130 next guest. It's Franklin Sung, growth advisor for 84 00:03:26,290 --> 00:03:28,762 App crown. Franklin, thanks for joining the program, 85 00:03:28,922 --> 00:03:29,002 man. 86 00:03:30,528 --> 00:03:32,514 Thank you, Greg. For having to me. Appreciate 87 00:03:32,514 --> 00:03:33,149 it be honest this. 88 00:03:34,102 --> 00:03:35,929 I'm glad you could jump in on the 89 00:03:35,929 --> 00:03:37,041 road. I know you're you're 90 00:03:37,756 --> 00:03:39,677 not in your office at the moment. Where 91 00:03:39,677 --> 00:03:40,551 are you calling in from? 92 00:03:43,570 --> 00:03:44,921 Calling in from New York City, 93 00:03:45,636 --> 00:03:47,622 our offices are based out in Long island. 94 00:03:48,592 --> 00:03:50,106 But heading into the city 95 00:03:50,823 --> 00:03:53,793 today, and, meeting actually a bunch of good 96 00:03:53,930 --> 00:03:56,081 friendly R in the neighborhood. 97 00:03:58,007 --> 00:03:59,992 We like friendly R. We do a lot 98 00:03:59,992 --> 00:04:01,183 of that as well over here. 99 00:04:02,056 --> 00:04:04,144 We're beyond based New Jersey, so not far 100 00:04:04,279 --> 00:04:06,105 away from you. We're all experiencing this great. 101 00:04:07,233 --> 00:04:09,307 July weather here in the on the East 102 00:04:09,467 --> 00:04:09,706 Coast. 103 00:04:10,583 --> 00:04:12,737 But, Franklin, let's just jump right in? Could 104 00:04:12,737 --> 00:04:15,630 you give us the 30 second elevator pitch 105 00:04:15,688 --> 00:04:16,406 for App crown? 106 00:04:18,649 --> 00:04:20,875 Gracious, sir. I would say when you look 107 00:04:20,875 --> 00:04:21,671 at App crown, 108 00:04:22,307 --> 00:04:24,852 it is an application integration company, 109 00:04:25,424 --> 00:04:26,961 that is trying to deliver 110 00:04:27,338 --> 00:04:28,795 the crown achievement 111 00:04:29,252 --> 00:04:30,151 of a Crm 112 00:04:30,529 --> 00:04:31,326 and for a practice, 113 00:04:31,964 --> 00:04:34,756 which is integrated, practice analytics, 114 00:04:35,409 --> 00:04:37,028 and practice Kpis. 115 00:04:40,762 --> 00:04:41,640 That was very brief. 116 00:04:42,453 --> 00:04:45,156 Under 30 seconds. Well, I I've tried. I've 117 00:04:45,156 --> 00:04:47,859 tried. You know, the the hustle of doing 118 00:04:47,859 --> 00:04:48,813 this for 15 years, 119 00:04:49,608 --> 00:04:51,357 you try and learn to condense it into. 120 00:04:51,848 --> 00:04:54,544 Never. Sound. I get it. I'd see, you 121 00:04:54,544 --> 00:04:57,239 mentioned practice Kpis. Why or... Well, obviously, know 122 00:04:57,239 --> 00:04:58,904 why practice Kpis are important. 123 00:04:59,634 --> 00:05:02,108 But how does App crown do it better 124 00:05:02,108 --> 00:05:04,901 than the way, the ra would measure their 125 00:05:04,901 --> 00:05:06,417 own Kpis without Ep? 126 00:05:08,345 --> 00:05:09,481 Interesting. So 127 00:05:10,015 --> 00:05:11,867 many ways that Kpis was born 128 00:05:12,560 --> 00:05:15,740 out of performing a lot of these integrations 129 00:05:15,740 --> 00:05:17,331 of multiple custodian, 130 00:05:18,220 --> 00:05:19,095 portfolio systems, 131 00:05:19,572 --> 00:05:20,390 planning systems 132 00:05:21,242 --> 00:05:23,309 into the Crm like Salesforce sports for 15 133 00:05:23,309 --> 00:05:26,251 years where we've actually put together a very 134 00:05:26,251 --> 00:05:26,989 good sense 135 00:05:27,459 --> 00:05:27,959 of 136 00:05:28,977 --> 00:05:29,477 Api 137 00:05:29,856 --> 00:05:33,472 indicate... Key performance indicators for practice at stern 138 00:05:33,691 --> 00:05:34,570 Au levels. 139 00:05:35,143 --> 00:05:36,888 So there are different Kpis for a hundred 140 00:05:36,888 --> 00:05:41,750 million dollar Au adviser versus say 1000000000 141 00:05:41,963 --> 00:05:42,780 and a billion 142 00:05:43,168 --> 00:05:46,032 to 5000000000. And then another different set for 143 00:05:46,032 --> 00:05:46,770 5000000000 144 00:05:47,066 --> 00:05:47,622 and above. 145 00:05:48,259 --> 00:05:50,827 We differentiated by actually combining 146 00:05:52,091 --> 00:05:55,029 portfolio assistant data with Pi data from the 147 00:05:55,029 --> 00:05:55,529 custody 148 00:05:56,061 --> 00:05:56,458 systems. 149 00:05:57,014 --> 00:05:57,514 So 150 00:05:58,284 --> 00:05:59,578 we create a true 151 00:06:00,049 --> 00:06:01,407 unify Managed household, 152 00:06:01,806 --> 00:06:04,922 then we layer that in with more portfolio 153 00:06:04,922 --> 00:06:08,129 data, and then planning data to create a 154 00:06:08,129 --> 00:06:10,997 consolidated Kpi that helps advisors know which clients 155 00:06:10,997 --> 00:06:14,205 are at risk of leaving them, which clients 156 00:06:14,422 --> 00:06:17,225 on need to have that review beyond an 157 00:06:17,225 --> 00:06:19,717 annual review, and which clients 158 00:06:20,093 --> 00:06:22,643 are potentially distributing more out of the firms, 159 00:06:23,041 --> 00:06:25,352 and guess what you don't have. 160 00:06:26,402 --> 00:06:28,870 Beneficiaries paper the households over the age of 161 00:06:28,870 --> 00:06:29,348 70, 162 00:06:29,826 --> 00:06:31,577 and there's a lot of risk there, but 163 00:06:31,577 --> 00:06:33,988 because the practice might have grown very quickly 164 00:06:34,299 --> 00:06:35,808 in a very short amount of time, 165 00:06:36,364 --> 00:06:37,499 both organically 166 00:06:38,270 --> 00:06:39,699 or in it inorganic, 167 00:06:40,414 --> 00:06:42,241 you want be able to cover everybody. 168 00:06:44,083 --> 00:06:46,789 So explain to us the the benefits that 169 00:06:46,948 --> 00:06:48,243 App crown has. So, 170 00:06:49,176 --> 00:06:51,817 I thought every R we work with they've 171 00:06:51,817 --> 00:06:53,808 got some sort of portfolio management system. They've 172 00:06:53,808 --> 00:06:55,082 already got some kind of Crm. 173 00:06:55,559 --> 00:06:57,072 Can't they see this data now? 174 00:06:57,948 --> 00:06:59,165 Like, a multi custodial 175 00:06:59,954 --> 00:07:01,790 couple of billion dollar R that we work 176 00:07:01,790 --> 00:07:03,647 with? Why couldn't they see 177 00:07:04,185 --> 00:07:05,941 households that might be, 178 00:07:06,579 --> 00:07:08,016 distributing more out of the firm that into 179 00:07:08,016 --> 00:07:09,727 the firm? Through their normal 180 00:07:10,742 --> 00:07:11,380 household reports. 181 00:07:13,532 --> 00:07:14,329 It's a great question. 182 00:07:15,365 --> 00:07:16,662 I would say that 183 00:07:17,134 --> 00:07:19,931 when you're an Ra and let's say your 184 00:07:19,931 --> 00:07:20,171 custody. 185 00:07:21,130 --> 00:07:22,888 Your client can go into Short portal, 186 00:07:23,687 --> 00:07:25,865 have some discretionary in control over their 187 00:07:26,578 --> 00:07:28,574 their assets. At the same time, when you 188 00:07:28,574 --> 00:07:30,569 go into deploy system, let's say using Tamara 189 00:07:30,569 --> 00:07:33,284 rack, Black Diamond, those systems don't have tax 190 00:07:33,523 --> 00:07:34,960 Id in their platform. 191 00:07:35,453 --> 00:07:37,700 So it may be hard to actually create 192 00:07:38,074 --> 00:07:41,569 a true household view husband wife and see 193 00:07:41,569 --> 00:07:44,209 exactly what the entire holdings is. Without going 194 00:07:44,209 --> 00:07:47,165 to each aggregate or each portfolio model, you 195 00:07:47,165 --> 00:07:48,763 wanna see just 1 simple view, 196 00:07:49,802 --> 00:07:51,640 and that might be very difficult to achieve. 197 00:07:52,215 --> 00:07:53,814 In a firm wide, 198 00:07:54,935 --> 00:07:55,435 simple 199 00:07:55,975 --> 00:07:58,395 1 report constantly updated 200 00:07:59,415 --> 00:07:59,814 perspective. 201 00:08:00,388 --> 00:08:03,489 So we make that easy and we consolidate 202 00:08:03,489 --> 00:08:05,715 the number crunching in a very easy way 203 00:08:05,715 --> 00:08:07,464 by using Salesforce as a way to view 204 00:08:07,464 --> 00:08:08,021 that household. 205 00:08:08,593 --> 00:08:11,382 And I would say outcome differentiates as 1 206 00:08:11,382 --> 00:08:13,773 of the few vendors that can consume Pi 207 00:08:13,773 --> 00:08:16,736 data at an institutional level. So we grab 208 00:08:16,736 --> 00:08:19,761 it from multiple custodian sc fidelity, Raymond James, 209 00:08:20,318 --> 00:08:20,818 Per 210 00:08:21,592 --> 00:08:22,786 and Sc sci, 211 00:08:23,184 --> 00:08:26,221 we basically create that entire single family view. 212 00:08:26,619 --> 00:08:28,368 And we layer in that with the holdings 213 00:08:28,368 --> 00:08:31,231 data, we layer that in withstanding instructions data. 214 00:08:31,470 --> 00:08:33,719 So we bring in more data than 215 00:08:34,348 --> 00:08:36,736 the portfolio system that tells may not necessarily 216 00:08:36,736 --> 00:08:38,567 grab, but no fault of their else which 217 00:08:38,567 --> 00:08:40,637 is not what a portfolio system does. So 218 00:08:40,637 --> 00:08:42,092 we round out those 219 00:08:42,404 --> 00:08:43,225 last mile 220 00:08:44,404 --> 00:08:46,725 gaps of each and every system from portfolio 221 00:08:46,725 --> 00:08:48,884 custody planning, and then we make that up 222 00:08:48,884 --> 00:08:51,293 visible in the Crm like a Salesforce for 223 00:08:51,293 --> 00:08:53,386 security purposes and the ease of visibility. 224 00:08:56,392 --> 00:08:58,803 What you're saying is that a multi custodial 225 00:08:59,434 --> 00:08:59,934 client 226 00:09:01,109 --> 00:09:03,502 at a household level may not be able 227 00:09:03,502 --> 00:09:04,002 to 228 00:09:04,379 --> 00:09:06,293 bring in that type of data or consolidate 229 00:09:06,293 --> 00:09:08,287 or aggregate the data in the way they 230 00:09:08,287 --> 00:09:08,766 need to, 231 00:09:09,738 --> 00:09:11,734 especially if you've got a complicated household, 232 00:09:12,612 --> 00:09:14,687 at household we've we've we found in our 233 00:09:14,687 --> 00:09:16,544 experience is very differently handled 234 00:09:16,922 --> 00:09:17,800 from firm to firm. 235 00:09:18,770 --> 00:09:20,382 Some firms kind very unusual 236 00:09:20,836 --> 00:09:21,631 definitions of a household, 237 00:09:22,107 --> 00:09:23,799 and that might be difficult to 238 00:09:24,809 --> 00:09:25,309 deploy 239 00:09:25,700 --> 00:09:28,740 in your... Just using a standard portfolio management 240 00:09:28,740 --> 00:09:29,059 platform. 241 00:09:33,707 --> 00:09:34,420 That's accurate, 242 00:09:35,134 --> 00:09:37,671 very accurate, sir. I would say, you know, 243 00:09:37,909 --> 00:09:39,970 then you layer in the complexity of planning. 244 00:09:40,779 --> 00:09:43,177 Data points. And you may wanna say when 245 00:09:43,177 --> 00:09:44,476 you wake up as a large 246 00:09:44,855 --> 00:09:46,213 national product says, hey. 247 00:09:46,933 --> 00:09:49,510 How is my team doing in New York 248 00:09:50,062 --> 00:09:50,562 and 249 00:09:51,252 --> 00:09:54,450 who are the client holdings that are not 250 00:09:55,140 --> 00:09:56,831 performing from the sense of 251 00:09:57,298 --> 00:09:59,067 being statistical outliers 252 00:09:59,440 --> 00:10:00,733 in the negative way 253 00:10:01,662 --> 00:10:03,566 was the last time we created the plant 254 00:10:03,566 --> 00:10:05,073 was the last time we had that meeting. 255 00:10:05,724 --> 00:10:08,695 So all those questions were is answered by 256 00:10:08,833 --> 00:10:09,731 data points 257 00:10:10,188 --> 00:10:11,941 that sits in multiple different systems. 258 00:10:12,818 --> 00:10:13,318 And 259 00:10:13,949 --> 00:10:15,943 you know, the portfolio system is powerful, 260 00:10:16,342 --> 00:10:18,097 but it also doesn't grab all the data 261 00:10:18,097 --> 00:10:20,250 from custody. So you need a combined effort, 262 00:10:20,808 --> 00:10:22,962 and that's kinda where our forte is. 263 00:10:25,051 --> 00:10:28,322 So you already have existing integrations with the 264 00:10:28,322 --> 00:10:30,078 major financial planning applications. 265 00:10:32,568 --> 00:10:33,687 Yes. That's 266 00:10:34,566 --> 00:10:35,765 a blend of time, 267 00:10:37,123 --> 00:10:39,201 and a blend of what, you know, they 268 00:10:39,201 --> 00:10:40,934 would probably call Dun mu 269 00:10:41,691 --> 00:10:43,441 in this sense of just being really early 270 00:10:43,441 --> 00:10:44,976 on working with 271 00:10:45,670 --> 00:10:46,625 Tony and Bob, 272 00:10:47,421 --> 00:10:49,728 when they found Money got Pro in 2009, 273 00:10:49,967 --> 00:10:52,367 and then and bipartisan and Tony Liu. 274 00:10:53,956 --> 00:10:54,671 Indeed, indeed, 275 00:10:55,783 --> 00:10:57,690 and Edmund Walters with the emo money and 276 00:10:57,690 --> 00:10:58,802 worked closely with Edmond. 277 00:10:59,374 --> 00:11:01,305 In 2009 2010 278 00:11:01,521 --> 00:11:03,747 in a world where there was no Apis. 279 00:11:04,304 --> 00:11:07,723 It was either Xml database or soap Apis, 280 00:11:08,439 --> 00:11:08,939 and 281 00:11:09,409 --> 00:11:11,166 I work closely with them to build it. 282 00:11:11,645 --> 00:11:13,162 You can call it the first version of 283 00:11:13,162 --> 00:11:13,981 an Api 284 00:11:14,359 --> 00:11:17,174 to integrate data from Money get pro bidirectional 285 00:11:17,473 --> 00:11:19,743 and emo money into Salesforce 286 00:11:20,276 --> 00:11:21,491 years before Salesforce 287 00:11:22,103 --> 00:11:24,248 financial Services cloud was ever invented or created. 288 00:11:27,125 --> 00:11:28,878 You always to call that web services. 289 00:11:31,824 --> 00:11:33,895 Yeah. Yeah. I'm just following your footsteps, sir. 290 00:11:34,134 --> 00:11:36,222 I mean, I... I'm you know, I'm just 291 00:11:36,222 --> 00:11:37,498 looking the world and 292 00:11:37,977 --> 00:11:40,131 find a great people like yourself. But, yes. 293 00:11:42,046 --> 00:11:44,444 Indeed. Alright. So let's move on from from 294 00:11:44,444 --> 00:11:46,587 that. So that's all super interesting I I 295 00:11:46,587 --> 00:11:48,650 think a lot of people don't realize that 296 00:11:48,809 --> 00:11:50,634 Ab crown has those capabilities. 297 00:11:51,444 --> 00:11:53,518 Because a lot of firms see you as 298 00:11:53,518 --> 00:11:54,895 an a Salesforce 299 00:11:55,272 --> 00:11:56,788 overlay, when you're really, 300 00:11:57,904 --> 00:12:00,058 more of a data management platform that just 301 00:12:00,058 --> 00:12:01,509 happens to sit on top of sales force? 302 00:12:03,822 --> 00:12:05,917 That's correct. That's correct. And 303 00:12:06,693 --> 00:12:09,804 this this part is on the overlay discussion. 304 00:12:11,494 --> 00:12:15,170 A result, I would say early years, a 305 00:12:15,170 --> 00:12:18,126 20 20 year old version of myself. Mind 306 00:12:18,126 --> 00:12:18,765 you and efforts, 307 00:12:19,497 --> 00:12:21,109 started working in the Ra segment 308 00:12:21,561 --> 00:12:23,784 working in those in the... With the folks 309 00:12:23,784 --> 00:12:25,927 that I mentioned, I was in my twenties. 310 00:12:26,244 --> 00:12:27,514 So I'm 37 now, 311 00:12:28,325 --> 00:12:30,325 little bit older, a little bit wiser. I 312 00:12:30,325 --> 00:12:32,004 did not know how to categorize what we 313 00:12:32,004 --> 00:12:32,164 did. 314 00:12:33,125 --> 00:12:35,365 And it was only recently I was in. 315 00:12:35,539 --> 00:12:37,214 In the last 5 years to your point. 316 00:12:37,453 --> 00:12:39,287 We're really using Salesforce as a container. 317 00:12:39,925 --> 00:12:41,701 And it's a containment strategy 318 00:12:42,078 --> 00:12:45,278 where Salesforce has those Pi protections. Which has 319 00:12:45,278 --> 00:12:47,999 become more invaluable in a world of cybersecurity 320 00:12:48,530 --> 00:12:50,855 attacks that you wanna have a very safe 321 00:12:50,990 --> 00:12:51,227 enterprise. 322 00:12:51,799 --> 00:12:54,596 Platform to view sensitive information. So we're basically 323 00:12:54,596 --> 00:12:56,914 using Salesforce to view that and create the 324 00:12:56,914 --> 00:12:57,314 household. 325 00:12:57,953 --> 00:12:59,391 We do the heavy lifting in the middle 326 00:12:59,391 --> 00:13:00,850 in the back office to translate 327 00:13:01,642 --> 00:13:04,419 financial count, data models into that household data 328 00:13:04,419 --> 00:13:04,737 model, 329 00:13:05,292 --> 00:13:07,117 where Crm tends to be the best 1 330 00:13:07,117 --> 00:13:10,228 to view that. Now caveat that with I 331 00:13:10,228 --> 00:13:12,459 could easily send this to Wealth box too, 332 00:13:13,255 --> 00:13:15,406 should they become and want to become an 333 00:13:15,406 --> 00:13:16,145 enterprise platform, 334 00:13:16,919 --> 00:13:18,353 to view the at that kind of sense 335 00:13:18,353 --> 00:13:21,638 of data, and have those protections. So it's 336 00:13:21,638 --> 00:13:23,314 not necessarily exclusive to Salesforce. 337 00:13:23,793 --> 00:13:25,969 It's simply that salesforce is just still flexible 338 00:13:26,347 --> 00:13:27,006 and the 339 00:13:27,798 --> 00:13:29,475 entity a platform to receive that to kind 340 00:13:29,475 --> 00:13:29,953 of data. 341 00:13:32,987 --> 00:13:35,142 I understand. Alright. Let me once the next 342 00:13:35,142 --> 00:13:37,628 topic. You would said you wanna talk about 343 00:13:37,628 --> 00:13:39,403 0 touch technology. 344 00:13:40,576 --> 00:13:43,068 Can you explain what that is and how 345 00:13:43,779 --> 00:13:46,251 you're delivering this to advisors. 346 00:13:49,123 --> 00:13:50,819 So 0 touch is 347 00:13:51,595 --> 00:13:53,132 terminology that we're coin 348 00:13:53,684 --> 00:13:54,184 where 349 00:13:54,721 --> 00:13:55,859 you're essentially 350 00:13:56,796 --> 00:13:59,907 asking your end investor client, it could be 351 00:13:59,907 --> 00:14:00,545 an Lp. 352 00:14:01,039 --> 00:14:02,177 It could be an R, 353 00:14:03,192 --> 00:14:06,164 you know, n he wealth customer or general 354 00:14:06,461 --> 00:14:09,571 mass affluent customer to gather Ips data points. 355 00:14:10,143 --> 00:14:13,653 And 0 touch basically means I'm extending Crm 356 00:14:14,025 --> 00:14:15,847 to send that data point to them, so 357 00:14:15,847 --> 00:14:16,639 they can fill it out. 358 00:14:17,769 --> 00:14:19,607 Or like I said, in multitude of reasons. 359 00:14:20,006 --> 00:14:22,904 It could be for Ips, Ky c or 360 00:14:22,963 --> 00:14:26,240 accredited investor information status will qualify purchaser status. 361 00:14:26,734 --> 00:14:27,931 For multitude of reasons. 362 00:14:28,490 --> 00:14:30,724 And by completing that, what it looks like 363 00:14:30,724 --> 00:14:33,597 a digital form to the end person, once 364 00:14:33,597 --> 00:14:36,245 they press submit, actually updates the Crm automatically. 365 00:14:36,405 --> 00:14:38,400 You'd never have to go and copy paste 366 00:14:38,400 --> 00:14:41,193 the field. Never have to go lock into 367 00:14:41,272 --> 00:14:41,772 Salesforce. 368 00:14:42,643 --> 00:14:44,792 Edit the field and update the field, which 369 00:14:44,792 --> 00:14:46,781 takes tons and tons of time. So if 370 00:14:46,781 --> 00:14:48,451 you wanna do this for 300 households all 371 00:14:48,451 --> 00:14:50,361 in 1 shot, you know, you can do 372 00:14:50,361 --> 00:14:52,769 it with 0 touch and we actually helped 373 00:14:52,769 --> 00:14:53,170 an help, 374 00:14:53,810 --> 00:14:57,170 advisor, a rep advisor move to Lp financial. 375 00:14:57,570 --> 00:15:00,879 And over the weekend, repay over 500 households 376 00:15:01,095 --> 00:15:02,845 within the matter of 1 to 2 hours. 377 00:15:10,655 --> 00:15:12,962 Using this client data gathering technology that you 378 00:15:12,962 --> 00:15:13,121 have, 379 00:15:13,774 --> 00:15:16,251 where an email sent to the client, they 380 00:15:16,251 --> 00:15:18,009 can fill in the form in their email, 381 00:15:18,249 --> 00:15:19,767 hit send and the data goes right in 382 00:15:19,847 --> 00:15:20,247 Salesforce. 383 00:15:22,659 --> 00:15:25,295 Exactly. To that record, to that specific thing 384 00:15:25,295 --> 00:15:27,932 and then from there, automatically kick start the 385 00:15:27,932 --> 00:15:28,730 next workflow. 386 00:15:30,264 --> 00:15:32,101 So what what might the next workflow be? 387 00:15:32,341 --> 00:15:33,720 Can you give you an example of how 388 00:15:34,339 --> 00:15:34,738 that works? 389 00:15:36,496 --> 00:15:36,736 Sure. 390 00:15:37,789 --> 00:15:39,623 You know, if you were to say, the 391 00:15:39,623 --> 00:15:40,920 next workflow is 392 00:15:41,297 --> 00:15:43,711 a accredited investor status and this 393 00:15:44,168 --> 00:15:46,103 client is looking to 394 00:15:47,615 --> 00:15:50,274 become involved in a private fund opportunity 395 00:15:50,735 --> 00:15:53,475 through the investment advisor representative, the R 396 00:15:54,269 --> 00:15:56,926 So the high net client completes this 397 00:15:57,305 --> 00:16:00,341 finishes it. Press submit salesforce automatically updates it. 398 00:16:00,501 --> 00:16:02,904 And the next step is then to automatically 399 00:16:02,904 --> 00:16:05,441 send from salesforce back to the client, the 400 00:16:05,441 --> 00:16:05,941 fund 401 00:16:06,392 --> 00:16:08,928 private offering memorandum, the P, 402 00:16:09,499 --> 00:16:10,639 and then 403 00:16:11,018 --> 00:16:13,814 automatically let the adviser and... Or client service 404 00:16:13,814 --> 00:16:15,812 team know to reach out and schedule follow 405 00:16:15,812 --> 00:16:16,291 a meeting. 406 00:16:19,649 --> 00:16:20,703 We don't want those 407 00:16:21,471 --> 00:16:22,739 tests to fall through the cracks. 408 00:16:25,449 --> 00:16:27,367 Yeah. I would say, most likely, 409 00:16:28,246 --> 00:16:30,003 it's good to be on top of all 410 00:16:30,003 --> 00:16:31,841 things larger and small. Yeah. 411 00:16:33,614 --> 00:16:35,372 Let's take a break from this interview to 412 00:16:35,372 --> 00:16:38,489 talk about the invest in others charitable foundation. 413 00:16:39,608 --> 00:16:41,686 Does your firm give back to the community 414 00:16:41,686 --> 00:16:44,013 in a meaningful way? If it does, you 415 00:16:44,013 --> 00:16:47,141 should apply to the invest in others charitable 416 00:16:47,437 --> 00:16:48,393 champions list. 417 00:16:49,189 --> 00:16:52,415 What is this charitable champions list. It recognizes 418 00:16:52,555 --> 00:16:54,795 financial advisory firms that give back to the 419 00:16:54,795 --> 00:16:57,295 communities by promoting a cultural phil 420 00:16:57,675 --> 00:16:59,514 amongst their financial advisors and employees. 421 00:17:00,802 --> 00:17:03,024 Now, not only is a chance to share 422 00:17:03,024 --> 00:17:05,086 the impact that your firm has had on 423 00:17:05,086 --> 00:17:05,641 the community, 424 00:17:06,355 --> 00:17:06,855 but 425 00:17:07,243 --> 00:17:08,140 it also 426 00:17:09,465 --> 00:17:09,782 recognizes, 427 00:17:11,369 --> 00:17:13,536 it is recognized by the invest and another's 428 00:17:13,671 --> 00:17:15,203 foundation. It can bring credibility. 429 00:17:15,988 --> 00:17:18,555 To these film philanthropic programs that you're running 430 00:17:18,851 --> 00:17:19,884 through peer recognition, 431 00:17:20,838 --> 00:17:23,304 improved employee morale, and also it can service 432 00:17:23,304 --> 00:17:25,371 a talking point with clients and prospective new 433 00:17:25,371 --> 00:17:25,530 hires. 434 00:17:26,345 --> 00:17:28,184 So if you wanna learn more about the 435 00:17:28,184 --> 00:17:31,065 invest of this charitable champions list, go to 436 00:17:31,065 --> 00:17:34,345 the website, invest in others dot 0RG. 437 00:17:34,599 --> 00:17:36,835 And remember there's a the deadline for applying 438 00:17:36,835 --> 00:17:38,990 is July twelfth. So which you now in 439 00:17:39,070 --> 00:17:41,864 July twelfth, go to invest in others dot 440 00:17:41,864 --> 00:17:45,144 or g and apply. For your firm to 441 00:17:45,144 --> 00:17:47,763 be recognized as a charitable champion. 442 00:17:50,699 --> 00:17:52,127 I like it. I like it a lot. 443 00:17:52,936 --> 00:17:53,912 Are there any other 444 00:17:54,523 --> 00:17:55,023 functionalities 445 00:17:55,396 --> 00:17:57,857 that you have deployed with the 0 touch 446 00:17:57,857 --> 00:17:58,357 technology? 447 00:18:01,453 --> 00:18:01,853 Go ahead. 448 00:18:04,090 --> 00:18:04,730 Thanks, Craig. 449 00:18:05,449 --> 00:18:08,266 I would say that the 0 touch technology 450 00:18:08,565 --> 00:18:10,498 and ARM 451 00:18:10,498 --> 00:18:11,238 and a 452 00:18:11,617 --> 00:18:14,754 context. Is very helpful because the buy side 453 00:18:15,133 --> 00:18:17,950 can communicate with the sell side and share 454 00:18:18,183 --> 00:18:19,478 sends information 455 00:18:19,931 --> 00:18:23,291 before it becomes a data or deal rule 456 00:18:23,745 --> 00:18:26,288 situation. And all of that is captured, 457 00:18:26,939 --> 00:18:28,058 not through a text messaging, 458 00:18:28,458 --> 00:18:30,136 not through emails to which it get fall 459 00:18:30,136 --> 00:18:33,892 through the cracks, but it's archived b through 460 00:18:33,892 --> 00:18:35,271 the 0 touch technology, 461 00:18:35,730 --> 00:18:36,390 and then 462 00:18:36,864 --> 00:18:38,939 saved inside of Salesforce to key tracks of 463 00:18:38,939 --> 00:18:41,892 how the communication with this perspective firm that 464 00:18:41,892 --> 00:18:44,206 where maybe to acquire a merge with is 465 00:18:44,206 --> 00:18:46,319 going. And that can that be dis 466 00:18:46,859 --> 00:18:48,559 very easily through the Crm 467 00:18:48,859 --> 00:18:50,319 to the partners and stakeholders 468 00:18:50,700 --> 00:18:51,679 for internal 469 00:18:52,139 --> 00:18:53,339 committee discussions, 470 00:18:53,835 --> 00:18:55,454 and create basically 471 00:18:55,835 --> 00:18:57,615 a deal summary of how this 472 00:18:58,075 --> 00:19:00,414 relationship is going and how the deal is 473 00:19:00,634 --> 00:19:01,695 progressing. So 474 00:19:02,409 --> 00:19:05,365 go touch. So facilitates secure communications it that 475 00:19:05,365 --> 00:19:05,524 way. 476 00:19:08,560 --> 00:19:10,167 That's cool. I like that. I think that 477 00:19:10,167 --> 00:19:12,653 the has a a lot of potential 478 00:19:13,106 --> 00:19:13,845 use cases 479 00:19:14,378 --> 00:19:16,443 that a lot of... Wealth, management firms should 480 00:19:16,443 --> 00:19:17,159 be looking into. 481 00:19:18,447 --> 00:19:20,939 Alright. Let's talk more about some of the 482 00:19:20,996 --> 00:19:21,496 integrations 483 00:19:21,873 --> 00:19:23,386 that you have built and that you have. 484 00:19:24,581 --> 00:19:25,719 Some of the more popular 485 00:19:26,175 --> 00:19:26,675 R 486 00:19:27,623 --> 00:19:28,123 platforms 487 00:19:28,817 --> 00:19:32,396 include Tamara, Black Diamond and Orion, and you've 488 00:19:32,396 --> 00:19:33,987 got integrations from App crown, 489 00:19:34,639 --> 00:19:35,458 to and from 490 00:19:35,914 --> 00:19:36,472 these systems. 491 00:19:36,951 --> 00:19:38,226 Can you talk a bit about the the 492 00:19:38,306 --> 00:19:41,016 Black Diamond in Orion integrations and how they 493 00:19:41,016 --> 00:19:41,915 work and how 494 00:19:42,531 --> 00:19:45,444 affirm using either of those platforms would benefit 495 00:19:45,585 --> 00:19:47,265 from adding app crown is the mix? 496 00:19:48,625 --> 00:19:50,865 Sure. Sure. We'll start with black diamond. 497 00:19:51,518 --> 00:19:54,218 First, for black diamond, that system may not 498 00:19:54,218 --> 00:19:56,760 have tax Id in their system. So it's 499 00:19:56,760 --> 00:19:59,086 very difficult to create a true household 500 00:19:59,460 --> 00:20:00,652 from black diamond. 501 00:20:01,223 --> 00:20:04,490 So clients can utilize to bring all the 502 00:20:04,490 --> 00:20:07,039 black diamond of data in into Salesforce and 503 00:20:07,039 --> 00:20:09,429 do a crm to really view how the 504 00:20:09,429 --> 00:20:10,407 whole entire household 505 00:20:10,799 --> 00:20:12,790 looks like how the holdings look like at 506 00:20:12,790 --> 00:20:13,666 run portfolio, 507 00:20:14,304 --> 00:20:18,127 analytics, on top of Black Diamond model portfolios. 508 00:20:18,446 --> 00:20:20,693 You can even track model drift. Followed with 509 00:20:20,693 --> 00:20:23,007 the Crm tied to Crm workflow to let 510 00:20:23,007 --> 00:20:25,401 the team class service team know. And then, 511 00:20:25,560 --> 00:20:27,396 of course, when combined with Crm, 512 00:20:28,207 --> 00:20:30,907 meeting notes for pre and post meeting management. 513 00:20:31,145 --> 00:20:33,550 Well, hey, you know, integrating with Black Diamond 514 00:20:33,685 --> 00:20:35,273 and bringing more holdings level, 515 00:20:35,908 --> 00:20:36,782 physician level data, 516 00:20:37,592 --> 00:20:40,217 it becomes very, very profound. On the orion 517 00:20:40,217 --> 00:20:40,774 ryan data, 518 00:20:43,081 --> 00:20:45,707 Ryan is same with financial planning. 519 00:20:46,359 --> 00:20:48,614 Work closely with Eric Clark and 520 00:20:49,151 --> 00:20:52,741 the team in Omaha, back in 2009, 521 00:20:53,554 --> 00:20:56,501 And with Orion, we have probably a very 522 00:20:56,501 --> 00:20:59,210 comprehensive bi bidirectional integration to bridging all of 523 00:20:59,369 --> 00:21:00,347 Orion reports 524 00:21:00,723 --> 00:21:02,237 and all of the historical, 525 00:21:03,127 --> 00:21:04,025 orion data 526 00:21:04,400 --> 00:21:05,775 of management fees 527 00:21:06,229 --> 00:21:07,819 into Crm. So we actually have a lot 528 00:21:07,819 --> 00:21:09,966 of Orion clients who use us to immediately 529 00:21:09,966 --> 00:21:10,864 download literally 530 00:21:11,334 --> 00:21:14,207 the entire history from the start of day 531 00:21:14,207 --> 00:21:16,703 of working with the orion, the management fee 532 00:21:16,761 --> 00:21:18,837 to understand what the last 12 month the 533 00:21:18,837 --> 00:21:21,558 earnings like, So when they wanna value themselves, 534 00:21:22,035 --> 00:21:24,840 those using Orion in outcome does have 535 00:21:25,294 --> 00:21:26,963 a little bit of an edge from the 536 00:21:26,963 --> 00:21:29,765 data management data analytics solution. So and then 537 00:21:29,765 --> 00:21:31,845 how the practice has evolved from the start 538 00:21:31,845 --> 00:21:33,384 of date. We can also 539 00:21:33,845 --> 00:21:37,125 pass Pi data into Orion account registration. So 540 00:21:37,125 --> 00:21:39,695 usually, when you create a new account Orion, 541 00:21:40,095 --> 00:21:42,649 the registration of first name last name address, 542 00:21:42,809 --> 00:21:43,927 all of that is really up to date, 543 00:21:44,166 --> 00:21:45,843 but over time, they may not be thinking 544 00:21:45,843 --> 00:21:46,801 well with custodian. 545 00:21:47,614 --> 00:21:49,949 After it has a bidirectional capability to take 546 00:21:50,166 --> 00:21:52,639 custody data, Pi data and push it into 547 00:21:52,798 --> 00:21:55,909 Orion automatically on a daily basis. So we're 548 00:21:55,909 --> 00:21:59,111 essentially scaling Orion in the most best breed 549 00:21:59,111 --> 00:22:01,578 possible manner in a data strategy that we 550 00:22:01,578 --> 00:22:04,762 created with clark and team back in 2009 551 00:22:04,762 --> 00:22:06,035 as persisted until this day. 552 00:22:08,443 --> 00:22:10,700 And that's a long time. That's 15 years 553 00:22:11,159 --> 00:22:12,757 of of working with Orion. 554 00:22:14,448 --> 00:22:16,749 Yeah. Yeah. It's you know, it's been 1 555 00:22:16,749 --> 00:22:17,146 of those, 556 00:22:18,257 --> 00:22:21,114 long term friendships and partnerships and you know, 557 00:22:21,431 --> 00:22:22,914 trust me when I say it with Sap 558 00:22:23,195 --> 00:22:25,035 to see our go, because, you know, from 559 00:22:25,035 --> 00:22:27,115 me is you know, looking out to these 560 00:22:27,115 --> 00:22:28,555 guys and you know, 561 00:22:29,275 --> 00:22:31,275 many of which have have gone and moved 562 00:22:31,275 --> 00:22:31,730 on 563 00:22:32,169 --> 00:22:32,829 70 va. 564 00:22:35,769 --> 00:22:37,069 And that doesn't affect 565 00:22:37,769 --> 00:22:38,490 what you've built. 566 00:22:39,224 --> 00:22:40,980 When this turnover at the company or does 567 00:22:40,980 --> 00:22:41,059 it? 568 00:22:42,815 --> 00:22:43,692 No. No. It doesn't. 569 00:22:44,490 --> 00:22:46,165 Our Apis remain updated. 570 00:22:47,136 --> 00:22:50,712 We're certainly investing more into bringing that data 571 00:22:50,712 --> 00:22:52,302 out of Orion. 572 00:22:53,018 --> 00:22:54,210 You know, 1 of the key things we 573 00:22:54,210 --> 00:22:56,452 talked about integration a lot. I'll say this. 574 00:22:57,569 --> 00:23:00,042 We never replace or bring all of the 575 00:23:00,042 --> 00:23:00,542 systems 576 00:23:01,158 --> 00:23:01,956 into Sierra. 577 00:23:02,434 --> 00:23:05,386 We bring the key critical data points. 578 00:23:06,356 --> 00:23:09,085 Into Crm. So that way, it either gets 579 00:23:09,699 --> 00:23:12,644 analytics done or gets the customer to go 580 00:23:12,644 --> 00:23:15,209 back to the respective system. Go back to 581 00:23:15,449 --> 00:23:16,805 Orion to get more data, go back to 582 00:23:16,805 --> 00:23:18,878 it, you might to get more planning data. 583 00:23:19,197 --> 00:23:20,256 And that's actually 584 00:23:21,032 --> 00:23:23,345 philosophy of integrations that let's less talked about. 585 00:23:23,679 --> 00:23:26,706 But critical. You know, as a switzerland of 586 00:23:26,706 --> 00:23:28,300 integrations on our side, because I can integrate 587 00:23:28,300 --> 00:23:29,415 multi portfolio systems, 588 00:23:29,893 --> 00:23:30,393 multi 589 00:23:30,944 --> 00:23:33,174 you know, source it there from custody planning, 590 00:23:33,254 --> 00:23:34,768 like, we've been talking about for a few 591 00:23:34,768 --> 00:23:38,113 minutes here. But philosophy is important. We integrate 592 00:23:38,113 --> 00:23:40,047 and considerate way that, 593 00:23:40,996 --> 00:23:43,305 empowers our partners to make sure that they're 594 00:23:43,305 --> 00:23:46,012 still the centerpiece, and that centerpiece of attention 595 00:23:46,012 --> 00:23:47,923 is not lost just because we're integrating that 596 00:23:48,082 --> 00:23:48,480 Crm. 597 00:23:48,974 --> 00:23:50,967 Actually something that we Edmund Walters had talked 598 00:23:50,967 --> 00:23:52,961 a lot when he was with the money, 599 00:23:53,679 --> 00:23:55,912 of why and how he money should integrate 600 00:23:55,912 --> 00:23:56,471 to Crm. 601 00:23:59,359 --> 00:24:00,720 And if I might say, emo money has 602 00:24:00,720 --> 00:24:02,559 done a pretty good job with their integrations. 603 00:24:07,693 --> 00:24:10,081 Would you agree? Yeah. I I would say 604 00:24:10,161 --> 00:24:11,377 Emo money is probably 605 00:24:11,832 --> 00:24:13,685 1 of 1 of the leading 606 00:24:14,141 --> 00:24:15,494 planning systems that we're seeing. 607 00:24:19,091 --> 00:24:20,148 Now, with this 608 00:24:20,762 --> 00:24:21,001 collection, 609 00:24:21,717 --> 00:24:22,673 empowering your partners, 610 00:24:23,230 --> 00:24:24,663 making sure they're still the centerpiece piece. 611 00:24:25,871 --> 00:24:28,097 And being an a neutral integration partner, 612 00:24:29,131 --> 00:24:30,505 how do you 613 00:24:31,277 --> 00:24:33,901 scale this? So if I'm a client that 614 00:24:33,981 --> 00:24:34,640 I'm using 615 00:24:35,588 --> 00:24:35,987 Orion, 616 00:24:36,626 --> 00:24:38,143 and I'm, you know, I'm getting into a 617 00:24:38,143 --> 00:24:39,421 very large number of accounts. 618 00:24:40,219 --> 00:24:40,538 How... 619 00:24:41,576 --> 00:24:43,732 What's the ability of App to scale to 620 00:24:43,732 --> 00:24:44,131 support this? 621 00:24:53,384 --> 00:24:53,623 Like, 622 00:24:54,260 --> 00:24:55,216 I would say that, 623 00:24:56,173 --> 00:24:57,788 you scale this by 624 00:24:58,164 --> 00:25:01,272 simply going to Orion setting menu, and you 625 00:25:01,272 --> 00:25:01,772 just 626 00:25:02,084 --> 00:25:04,177 create a user for App. So within 627 00:25:05,111 --> 00:25:06,646 Tamara rag, Black Diamond 628 00:25:07,501 --> 00:25:09,173 Orion today. If you literally just go to 629 00:25:09,173 --> 00:25:10,926 the setup and you just app at App 630 00:25:10,926 --> 00:25:12,612 on. That's the only setup you need. 631 00:25:13,726 --> 00:25:15,021 The the fortunate 632 00:25:15,476 --> 00:25:17,010 aspect of working really 633 00:25:17,464 --> 00:25:19,623 early on with these partners is that we've 634 00:25:19,623 --> 00:25:21,842 set up all the different perm mutations of 635 00:25:21,842 --> 00:25:24,166 how the integrations could go. And 636 00:25:24,617 --> 00:25:25,410 15 years into this, 637 00:25:26,457 --> 00:25:29,160 I would safely say we've covered about 95 638 00:25:29,160 --> 00:25:32,260 percent. There has not yet been a situation 639 00:25:32,260 --> 00:25:34,565 where we've seen and say, about this integration 640 00:25:34,565 --> 00:25:35,065 completely. 641 00:25:35,693 --> 00:25:37,204 And the way that you're seeing this data 642 00:25:37,204 --> 00:25:38,556 is completely new, you know, 643 00:25:39,351 --> 00:25:40,488 original. So 644 00:25:40,862 --> 00:25:42,771 the the upside of being in this space 645 00:25:42,771 --> 00:25:45,179 for 15 years is we've mapped out a 646 00:25:45,179 --> 00:25:47,019 lot of the perm mutations and the setup 647 00:25:47,019 --> 00:25:48,299 process incredibly simple. 648 00:25:52,470 --> 00:25:53,028 I think that's 649 00:25:53,745 --> 00:25:55,042 on a 650 00:25:55,419 --> 00:25:57,353 overlooked aspect of integrations 651 00:25:57,730 --> 00:25:59,817 is that you've got these pre built with 652 00:25:59,817 --> 00:26:01,992 a lot of major vendors over the years 653 00:26:02,289 --> 00:26:04,203 where it is just going to a config 654 00:26:04,203 --> 00:26:06,675 screen and clicking a button, and then it 655 00:26:06,675 --> 00:26:07,792 turns on your connectivity. 656 00:26:09,478 --> 00:26:12,180 Yeah. I mean, it's it's it integration is 657 00:26:12,180 --> 00:26:13,156 also an expensive 658 00:26:13,689 --> 00:26:15,278 proposition. You know, if you're gonna build the 659 00:26:15,278 --> 00:26:16,788 integration, you don't wanna keep building it ad 660 00:26:16,788 --> 00:26:19,348 hoc, you the and custom developed each and 661 00:26:19,348 --> 00:26:19,905 every time. 662 00:26:20,939 --> 00:26:22,689 It would never scale. So we had to 663 00:26:22,689 --> 00:26:23,189 create 664 00:26:23,564 --> 00:26:24,064 essentially 665 00:26:24,694 --> 00:26:26,875 mapping and pre built integration packages 666 00:26:27,335 --> 00:26:29,174 on our data processing side, which is what 667 00:26:29,174 --> 00:26:32,154 we've done, and we've gone through the painstaking 668 00:26:32,214 --> 00:26:32,694 of time. 669 00:26:33,267 --> 00:26:35,572 15 years of perm mutations of which outcome. 670 00:26:35,731 --> 00:26:38,456 So we can tack on, for example, any 671 00:26:38,592 --> 00:26:39,092 statistical 672 00:26:39,864 --> 00:26:40,555 combination of 673 00:26:40,912 --> 00:26:43,695 Orion when it get Crow, sc fidelity, Orion, 674 00:26:43,934 --> 00:26:47,193 emo money, Schwab purging Fidelity. So all of 675 00:26:47,193 --> 00:26:48,489 those different settings 676 00:26:48,863 --> 00:26:49,420 we've done. 677 00:26:54,381 --> 00:26:56,696 And some of these firms even provide support 678 00:26:56,696 --> 00:26:58,452 when their clients say they want to integrate 679 00:26:58,452 --> 00:26:59,011 the that crown. 680 00:27:00,063 --> 00:27:02,213 Their tech support people can handle setup. 681 00:27:04,443 --> 00:27:05,559 That's a great highlight. 682 00:27:06,276 --> 00:27:08,107 Thanks for bringing that up. 1 of the 683 00:27:08,107 --> 00:27:10,278 things that most proudest about 684 00:27:10,757 --> 00:27:12,595 with this integration game is schwab. 685 00:27:13,394 --> 00:27:15,152 You can actually just call the 1 800 686 00:27:15,152 --> 00:27:15,311 line, 687 00:27:16,110 --> 00:27:16,610 anywhere 688 00:27:16,923 --> 00:27:18,825 in the Us. Just literally the call the 689 00:27:18,825 --> 00:27:19,459 1 underline, 690 00:27:20,330 --> 00:27:22,311 the Schwab adviser services and say, I wanna 691 00:27:22,311 --> 00:27:24,943 have on integration, and they're data team will 692 00:27:24,943 --> 00:27:26,691 know what to do, set it up for 693 00:27:26,691 --> 00:27:26,929 you, 694 00:27:27,644 --> 00:27:28,835 trial master forms, 695 00:27:29,392 --> 00:27:30,186 all the dataset set, 696 00:27:30,980 --> 00:27:31,536 will be cut, 697 00:27:32,330 --> 00:27:34,575 by describe data team, and you're good to 698 00:27:34,575 --> 00:27:35,955 go within 2 days to process 699 00:27:36,494 --> 00:27:38,095 all the straw masters. I mean, we have 700 00:27:38,095 --> 00:27:39,154 a client of ours 701 00:27:39,455 --> 00:27:42,095 that has a hundred and 50 straw masters. 702 00:27:42,494 --> 00:27:42,894 Obviously, 703 00:27:43,388 --> 00:27:46,329 large multi dollar ra, and we process all 704 00:27:46,329 --> 00:27:48,316 of that and household all the trimester master 705 00:27:48,316 --> 00:27:51,201 accounts into a household view in Salesforce within 706 00:27:51,336 --> 00:27:52,052 24 hours. 707 00:27:52,544 --> 00:27:53,423 Which I think is cool. 708 00:27:55,820 --> 00:27:56,539 That's really fast. 709 00:27:58,136 --> 00:27:58,776 24 hours. 710 00:28:00,624 --> 00:28:02,138 Yeah. Yeah. We try we try. 711 00:28:04,288 --> 00:28:05,165 So what about... 712 00:28:05,802 --> 00:28:07,793 You mentioned before go wanted to hit on 713 00:28:07,793 --> 00:28:08,351 data models? 714 00:28:08,923 --> 00:28:10,753 You mentioned data models briefly when you were 715 00:28:10,753 --> 00:28:11,651 talking about 716 00:28:12,186 --> 00:28:14,812 practice Kpis. And that's something that's overlooked as 717 00:28:14,812 --> 00:28:17,040 well in that it's it's not easy to 718 00:28:17,040 --> 00:28:19,364 build a data model more of our larger 719 00:28:19,364 --> 00:28:21,854 clients have asked us for help with building 720 00:28:21,911 --> 00:28:24,242 custom solutions, usually custom dashboards, 721 00:28:25,413 --> 00:28:25,913 reporting 722 00:28:26,543 --> 00:28:29,170 in other other tools. But they need to 723 00:28:29,170 --> 00:28:32,276 have the data model for whatever platform portfolio 724 00:28:32,276 --> 00:28:34,027 management or Crm other platform they have in 725 00:28:34,027 --> 00:28:34,640 order to 726 00:28:35,158 --> 00:28:36,992 understand the information and be able to manage 727 00:28:36,992 --> 00:28:39,545 it. And you said you have data models 728 00:28:39,545 --> 00:28:41,299 for all of these platforms. How did you 729 00:28:41,299 --> 00:28:43,134 build that and what's the advantage you think 730 00:28:43,134 --> 00:28:44,011 that provides for you? 731 00:28:46,580 --> 00:28:49,794 I think the data model for integrating, the 732 00:28:49,853 --> 00:28:51,050 combinations is very powerful, 733 00:28:51,609 --> 00:28:53,227 And it's probably 734 00:28:53,939 --> 00:28:55,616 less appreciated even 735 00:28:56,174 --> 00:28:58,809 my part only until the last 2 years 736 00:28:58,809 --> 00:29:01,204 when I'm seeing a lot of R i's 737 00:29:01,204 --> 00:29:03,335 by a lot of firms. So 1 of 738 00:29:03,533 --> 00:29:05,544 the larger, more aggressive 739 00:29:06,157 --> 00:29:07,111 acquire out there, 740 00:29:07,747 --> 00:29:10,131 affirm such as Korean, have reached out to 741 00:29:10,131 --> 00:29:11,483 us and say, hey, listen, we bought all 742 00:29:11,483 --> 00:29:12,357 these firms together. 743 00:29:13,009 --> 00:29:13,509 And 744 00:29:14,522 --> 00:29:15,181 we have, 745 00:29:15,796 --> 00:29:18,185 you know, 2 instances of Orion, 3 instances 746 00:29:18,185 --> 00:29:18,822 black diamond. 747 00:29:19,379 --> 00:29:21,131 And we need consolidate all of this. 748 00:29:21,703 --> 00:29:23,289 And I look at the latter request, and 749 00:29:23,448 --> 00:29:26,328 I think, well, that's fascinating because 750 00:29:27,176 --> 00:29:27,970 from my side, 751 00:29:28,938 --> 00:29:29,597 it's a 752 00:29:30,612 --> 00:29:32,148 quick exercise of 753 00:29:32,524 --> 00:29:35,017 creating the configuration file and you're done then, 754 00:29:35,473 --> 00:29:35,951 let's say, 755 00:29:36,604 --> 00:29:38,522 20 minutes technically once I finish the file. 756 00:29:40,440 --> 00:29:42,278 Versus on their side, they're just coming into 757 00:29:42,278 --> 00:29:44,037 this game and try and realize they have 758 00:29:44,037 --> 00:29:44,537 consolidated. 759 00:29:44,916 --> 00:29:47,169 And for them they're looking at a large 760 00:29:47,169 --> 00:29:47,730 consulting bill, 761 00:29:48,529 --> 00:29:50,130 tens of millions and maybe, like, 3 or 762 00:29:50,130 --> 00:29:51,890 4 years of effort or 5 years of 763 00:29:51,890 --> 00:29:53,730 effort. And I look at that, and I 764 00:29:53,730 --> 00:29:56,137 say, well, you know, speed is time value 765 00:29:56,137 --> 00:29:58,356 of money. So the question is, you know, 766 00:29:58,593 --> 00:30:00,574 for the adviser, what do you wanna do? 767 00:30:00,970 --> 00:30:02,183 Do you want to 768 00:30:02,729 --> 00:30:05,750 make this A56 year project? Do you want 769 00:30:05,750 --> 00:30:08,136 to really grow this and build it in 770 00:30:08,136 --> 00:30:09,886 in house development team? Or do you really 771 00:30:09,886 --> 00:30:12,033 just wanna integrate it very quickly continue acquiring 772 00:30:12,033 --> 00:30:12,271 eyes? 773 00:30:13,084 --> 00:30:14,223 And so 774 00:30:14,602 --> 00:30:15,241 it's interesting. 775 00:30:16,040 --> 00:30:17,958 I think it's valuable really more so for 776 00:30:17,958 --> 00:30:18,778 these advisers 777 00:30:19,157 --> 00:30:22,287 who have multiple different advisory practices and now 778 00:30:22,287 --> 00:30:23,983 they really need to consolidate 779 00:30:24,600 --> 00:30:27,551 the empire, kind of learn from Alexander the 780 00:30:27,551 --> 00:30:29,167 great and consolidate 781 00:30:30,422 --> 00:30:33,075 you know, the the acquisition that they've done. 782 00:30:35,154 --> 00:30:36,994 I bet people listening didn't not expect to 783 00:30:36,994 --> 00:30:37,875 get a history lesson. 784 00:30:40,913 --> 00:30:44,410 Probably not probably not, but... So, Franklin, I 785 00:30:44,410 --> 00:30:46,651 think we're just by out of time. So 786 00:30:46,651 --> 00:30:49,194 for the listeners, where can they find more 787 00:30:49,194 --> 00:30:50,307 information about Crown? 788 00:30:51,976 --> 00:30:53,407 I really gracious. 789 00:30:54,201 --> 00:30:55,019 I would say 790 00:30:55,409 --> 00:30:56,679 go to the On website, 791 00:30:57,632 --> 00:30:59,775 fill in the form. It hits our our 792 00:30:59,775 --> 00:31:01,601 team in New York here for staff of 793 00:31:01,601 --> 00:31:02,101 30 794 00:31:02,633 --> 00:31:04,165 across Long Island, Really 795 00:31:04,634 --> 00:31:05,431 are New York, 796 00:31:06,388 --> 00:31:08,939 full time employees. So, you know, we're all 797 00:31:08,939 --> 00:31:10,852 very keen as New York Chris to get 798 00:31:10,852 --> 00:31:11,649 back to our clients. 799 00:31:13,259 --> 00:31:17,328 And that's app crown with 2 p's, APPCR0WN 800 00:31:17,328 --> 00:31:18,126 dot com. Correct? 801 00:31:19,562 --> 00:31:22,200 That's correct, sir. Great. Frank. Thank you so 802 00:31:22,200 --> 00:31:23,867 much for being here on the program. 803 00:31:25,137 --> 00:31:26,804 Thank you for the invitation. Thank you, sir. 804 00:31:29,368 --> 00:31:31,365 Hey. Hey, It's Craig again. K my top 805 00:31:31,365 --> 00:31:33,522 3 takeaways from this episode. 806 00:31:35,774 --> 00:31:37,691 App got a lot of great features of 807 00:31:37,691 --> 00:31:38,171 functionality. 808 00:31:39,129 --> 00:31:41,686 We talked about their data gathering, capabilities with 809 00:31:41,686 --> 00:31:42,165 0 touch. 810 00:31:43,219 --> 00:31:45,217 Allowing to send digital forms declines to gather 811 00:31:45,217 --> 00:31:47,774 data like Ky, a accredited investor status, and 812 00:31:47,774 --> 00:31:48,413 etcetera, etcetera. 813 00:31:49,692 --> 00:31:52,422 Enables automated workflows like setting documents and scheduling 814 00:31:52,422 --> 00:31:54,997 meetings based on form responses, and it's useful 815 00:31:55,056 --> 00:31:58,327 tapering hundreds of, accounts efficiently during their transitions. 816 00:31:59,619 --> 00:32:02,420 App integrates with numerous portfolio management systems and 817 00:32:02,420 --> 00:32:05,400 has pie directional data integrations of both Orion 818 00:32:05,539 --> 00:32:07,944 and Black Diamond, and they've been building these 819 00:32:07,944 --> 00:32:10,270 integrations and data models for these platforms over 820 00:32:10,325 --> 00:32:10,881 15 years. 821 00:32:12,072 --> 00:32:13,263 And finally, some of the things that they 822 00:32:13,263 --> 00:32:14,160 can generate 823 00:32:14,789 --> 00:32:16,864 with all the data they're gathering, our practice 824 00:32:16,944 --> 00:32:20,957 Kpis and analytics. By combining portfolio data, planning 825 00:32:21,016 --> 00:32:23,570 custodial data, they can feed these different 826 00:32:24,384 --> 00:32:25,984 analytics reporting and dashboards. 827 00:32:26,784 --> 00:32:28,244 1 of the things they can do is 828 00:32:28,304 --> 00:32:29,424 identify at risk clients, 829 00:32:30,304 --> 00:32:32,304 for example, clients that are withdrawing funds from 830 00:32:32,304 --> 00:32:34,799 different accounts made across different custodian, which from 831 00:32:34,799 --> 00:32:35,279 platforms, 832 00:32:35,919 --> 00:32:37,440 which you couldn't normally get unless you had 833 00:32:37,440 --> 00:32:38,559 1 centralized system, 834 00:32:39,359 --> 00:32:40,159 and they can provide, 835 00:32:41,374 --> 00:32:44,506 what Franklin described as a unified managed household 836 00:32:44,564 --> 00:32:44,803 view. 837 00:32:45,920 --> 00:32:47,515 Right. You've made it to the end, open 838 00:32:47,515 --> 00:32:49,031 in the episode of the Wealth tech today 839 00:32:49,031 --> 00:32:50,865 podcast. Thanks for listening. But before you go, 840 00:32:51,199 --> 00:32:53,263 Please got our website s group dot com. 841 00:32:53,739 --> 00:32:55,486 Scroll to the bottom of the homepage and 842 00:32:55,486 --> 00:32:57,788 sign up for our newsletter. Once a month, 843 00:32:57,867 --> 00:32:59,634 you receive an email. Chuck for the wealth 844 00:32:59,634 --> 00:33:03,310 management goodness, news, information and updates. You will 845 00:33:03,310 --> 00:33:05,328 not be disappointed. Thanks 846 00:33:05,947 --> 00:33:07,705 and talk to all again next time.