1 00:00:17,508 --> 00:00:19,019 Come on and sit back in Relax 2 00:00:19,815 --> 00:00:21,509 Episode 249 3 00:00:21,566 --> 00:00:22,919 of Wealth Tech today podcast. 4 00:00:23,476 --> 00:00:25,385 I'm your host, Craig go, founder of Ezra 5 00:00:25,465 --> 00:00:28,582 Group consulting. And this podcast features interviews news 6 00:00:28,582 --> 00:00:31,367 and analysis on the trans best practices, all 7 00:00:31,367 --> 00:00:33,060 around wealth management technology. 8 00:00:34,244 --> 00:00:36,230 My guess for this episode was Mike Shaw, 9 00:00:36,707 --> 00:00:40,123 Founder Ceo of Sig fig. I've known Mike 10 00:00:40,123 --> 00:00:41,791 for quite some time. 11 00:00:42,524 --> 00:00:44,601 And he's been running Sig fake for quite 12 00:00:44,601 --> 00:00:47,158 some time as well. And they've been doing 13 00:00:47,158 --> 00:00:48,836 very well and doing some very interesting things 14 00:00:48,836 --> 00:00:50,035 in the market recently, 15 00:00:50,528 --> 00:00:52,037 thought it'd be a good time to have 16 00:00:52,196 --> 00:00:52,911 Mike on. 17 00:00:53,546 --> 00:00:55,453 Now, of course, Mike's been running sig for 18 00:00:55,611 --> 00:00:57,200 I think for over 13 years. Now. 19 00:00:57,915 --> 00:00:59,424 Before that, he was the Ceo and C 20 00:00:59,424 --> 00:01:00,115 founder of 21 00:01:00,709 --> 00:01:02,452 an application called Wiki Invest. 22 00:01:03,086 --> 00:01:05,700 And before that, he worked at amazon dot 23 00:01:05,700 --> 00:01:06,017 com. 24 00:01:07,538 --> 00:01:09,682 With a degree in computer science, which I 25 00:01:09,682 --> 00:01:11,747 appreciate as a fellow computer computer science 26 00:01:13,018 --> 00:01:14,686 degree holder as well. So we we always 27 00:01:14,686 --> 00:01:16,295 have a good conversation. Go, oh, you get 28 00:01:16,295 --> 00:01:17,734 a little bit more technical than maybe some 29 00:01:17,734 --> 00:01:18,935 other conversations we have. 30 00:01:19,974 --> 00:01:21,194 Mike and I spoke about, 31 00:01:22,055 --> 00:01:24,854 some shared... Mike shared some updates and statistics 32 00:01:24,854 --> 00:01:25,427 and on, 33 00:01:26,063 --> 00:01:28,290 how Sig figure is doing. We talked about 34 00:01:28,290 --> 00:01:30,199 a little bit how advisors should adapt to 35 00:01:30,199 --> 00:01:31,495 the threats of Ai 36 00:01:32,123 --> 00:01:35,146 and some new products that Sig fig has 37 00:01:35,146 --> 00:01:36,998 recently released including their engage 38 00:01:37,453 --> 00:01:38,646 virtual meeting product. 39 00:01:39,535 --> 00:01:42,316 But before I get started, let's talk about 40 00:01:42,316 --> 00:01:43,985 tech stacks. I here it as a group, 41 00:01:44,223 --> 00:01:46,686 we've seen tech stacks from hundreds of R 42 00:01:46,686 --> 00:01:48,771 and broker dealers. And let me tell you 43 00:01:48,771 --> 00:01:50,366 most of them are loaded down with tech 44 00:01:50,366 --> 00:01:52,918 debt. Now let's face it tech debt acts 45 00:01:52,918 --> 00:01:55,869 like an anchor holding down your company's ability 46 00:01:55,869 --> 00:01:56,985 and efficiency to scale. 47 00:01:57,715 --> 00:01:59,403 So if you wanna free your firm for 48 00:01:59,695 --> 00:02:02,310 exponential growth. You need to run, not all 49 00:02:02,310 --> 00:02:04,784 to our website, ezra group dot com. And 50 00:02:04,784 --> 00:02:06,700 click on the gold and contact us button 51 00:02:06,700 --> 00:02:07,418 on the homepage. 52 00:02:08,216 --> 00:02:10,611 Our experienced team here can evaluate your current 53 00:02:10,611 --> 00:02:12,548 tech ecosystem, deliver targeted 54 00:02:13,006 --> 00:02:13,245 recommendations, 55 00:02:14,059 --> 00:02:17,016 optimize your existing systems and operations even run 56 00:02:17,016 --> 00:02:19,014 an Rfp and help you pick some new 57 00:02:19,014 --> 00:02:21,171 software and and then even implement it to 58 00:02:21,171 --> 00:02:22,610 get your firm to the next level. 59 00:02:23,343 --> 00:02:25,118 You can take advantage of our free initial 60 00:02:25,176 --> 00:02:27,486 consultation by go into ezra group dot com. 61 00:02:28,761 --> 00:02:30,992 A few quick housekeeping items that we always 62 00:02:30,992 --> 00:02:31,948 do before the interview. 63 00:02:33,079 --> 00:02:35,551 Please subscribe to the show wherever, you listen 64 00:02:35,551 --> 00:02:37,466 to podcasts. So you don't miss an episode. 65 00:02:38,423 --> 00:02:39,322 Check out 66 00:02:39,699 --> 00:02:41,932 invest into others at Or g. That's the 67 00:02:41,932 --> 00:02:43,484 invest in others charitable 68 00:02:43,856 --> 00:02:45,522 foundation. They do a lot of good work 69 00:02:45,522 --> 00:02:48,403 in our industry, raising money to donate to 70 00:02:48,537 --> 00:02:51,889 charities that are, either run by or helped 71 00:02:51,889 --> 00:02:53,487 by financial advisors. 72 00:02:54,765 --> 00:02:54,925 Alright. 73 00:02:55,724 --> 00:02:57,242 Ready to go. Let's kick this thing off. 74 00:02:59,494 --> 00:03:00,292 Here we go. 75 00:03:01,091 --> 00:03:03,826 With our next guest on the program. I'm 76 00:03:03,965 --> 00:03:07,498 excited to introduce. Mike Shah, founder and Ceo 77 00:03:07,557 --> 00:03:10,121 of Sig fig. Hey, Mike. Good talk to 78 00:03:10,121 --> 00:03:10,359 you man. 79 00:03:11,154 --> 00:03:12,029 Great to be here. 80 00:03:13,460 --> 00:03:15,767 I'm glad you're back. It's been a bit 81 00:03:15,767 --> 00:03:16,585 since you 82 00:03:17,198 --> 00:03:18,311 were on the program. 83 00:03:18,804 --> 00:03:20,083 Where are you calling in from? 84 00:03:21,122 --> 00:03:22,021 San Francisco. 85 00:03:23,519 --> 00:03:25,597 Lovely San Francisco. I see that your your 86 00:03:25,597 --> 00:03:26,795 fake background looks beautiful. 87 00:03:28,326 --> 00:03:30,158 It could look very similar now. But it's 88 00:03:30,158 --> 00:03:31,273 a nice time year to be in San 89 00:03:31,433 --> 00:03:33,424 Francisco. As many would like to believe I 90 00:03:33,424 --> 00:03:34,858 might be the last person still in San 91 00:03:35,017 --> 00:03:35,836 Francisco, but. 92 00:03:36,864 --> 00:03:38,382 There's least the what... The will the last 93 00:03:38,382 --> 00:03:41,019 person leaving San Francisco, please turn out the 94 00:03:41,019 --> 00:03:41,179 lights. 95 00:03:42,937 --> 00:03:44,055 I'm glad you're holding down the fort. 96 00:03:44,949 --> 00:03:45,109 Great. 97 00:03:46,068 --> 00:03:48,006 Let's jump in. Can you provide 98 00:03:48,465 --> 00:03:51,501 our listeners with a 30 second elevator pitch 99 00:03:51,501 --> 00:03:52,060 for Sig fig? 100 00:03:53,432 --> 00:03:53,671 Sure. 101 00:03:54,389 --> 00:03:56,144 So we have been in a the space 102 00:03:56,144 --> 00:03:57,739 for a long time, And we basically build 103 00:03:57,739 --> 00:03:58,239 technology 104 00:03:58,776 --> 00:04:01,487 that helps advisors and their firms be more 105 00:04:01,487 --> 00:04:02,285 productive, more efficient. 106 00:04:03,258 --> 00:04:05,673 We started out in building a, 107 00:04:06,051 --> 00:04:07,487 I guess, what people would call a Tam, 108 00:04:08,205 --> 00:04:10,201 an investment advisory platform. 109 00:04:10,775 --> 00:04:12,534 And over the years, we've added quite a 110 00:04:12,534 --> 00:04:13,034 few, 111 00:04:13,414 --> 00:04:14,134 new solutions. 112 00:04:14,775 --> 00:04:17,834 So we've got 1 solution that focuses on 113 00:04:18,615 --> 00:04:19,894 meeting and sales effectiveness. 114 00:04:21,265 --> 00:04:22,061 Virtual collaboration. 115 00:04:22,936 --> 00:04:24,608 We've got a whole bunch of Ai that 116 00:04:24,687 --> 00:04:26,120 I'm sure we'll talk about at some point 117 00:04:26,120 --> 00:04:26,358 today, 118 00:04:27,313 --> 00:04:28,905 built into our products, and, 119 00:04:30,114 --> 00:04:32,665 Yeah. All in the service of working with 120 00:04:32,665 --> 00:04:35,854 banks, wealth management firms and insurance companies. 121 00:04:38,818 --> 00:04:40,354 So that leads me into 122 00:04:40,890 --> 00:04:42,802 1 of the questions that we would discuss 123 00:04:42,802 --> 00:04:44,874 talking about was, what what is Sig fig? 124 00:04:45,432 --> 00:04:47,264 And how do you describe it now? If 125 00:04:47,264 --> 00:04:48,871 you describe it as a tam? You describe 126 00:04:48,871 --> 00:04:51,568 it as a platform, or platform broker deal 127 00:04:51,568 --> 00:04:52,044 platform, 128 00:04:52,759 --> 00:04:53,473 outsourced provider. 129 00:04:54,266 --> 00:04:56,011 How do you describe the company and what 130 00:04:56,011 --> 00:04:59,520 you're doing? You Yeah. So we've built a... 131 00:04:59,837 --> 00:05:01,743 What we think of as an integrated platform, 132 00:05:02,140 --> 00:05:04,205 so it's an ecosystem of solutions. 133 00:05:05,093 --> 00:05:06,705 That can be used 134 00:05:07,237 --> 00:05:07,555 individually, 135 00:05:08,190 --> 00:05:09,858 but they can also be used together, 136 00:05:10,970 --> 00:05:13,773 and they're all aimed at essentially helping to 137 00:05:13,909 --> 00:05:14,409 enrich 138 00:05:14,797 --> 00:05:17,417 the value that's added by advisors and serving 139 00:05:17,417 --> 00:05:17,893 their clients. 140 00:05:18,845 --> 00:05:19,345 So 141 00:05:20,036 --> 00:05:22,020 part of where we started was an investment 142 00:05:22,020 --> 00:05:24,258 management, actually what people used to... Robo advice. 143 00:05:25,211 --> 00:05:25,687 And 144 00:05:26,243 --> 00:05:28,624 I think in retrospect, people will realize that 145 00:05:28,624 --> 00:05:31,656 that term, robo advice actually was what not 146 00:05:31,656 --> 00:05:32,212 super helpful, 147 00:05:32,848 --> 00:05:35,151 it didn't really describe what the value proposition 148 00:05:35,151 --> 00:05:35,389 was. 149 00:05:36,024 --> 00:05:37,613 And so I like to think of it 150 00:05:37,613 --> 00:05:38,113 as 151 00:05:38,566 --> 00:05:40,496 the natural evolution of 152 00:05:40,964 --> 00:05:43,521 the value proposition of what advisers do. So 153 00:05:43,521 --> 00:05:46,158 in the early days, most advisers tended to 154 00:05:46,158 --> 00:05:47,596 focus on managing portfolios, 155 00:05:48,809 --> 00:05:50,324 And today, you know, advisers do a lot 156 00:05:50,324 --> 00:05:52,239 more than that, You know, investment management is 157 00:05:52,239 --> 00:05:53,594 actually oftentimes the commodity. 158 00:05:54,631 --> 00:05:56,466 Sometimes it's controlled by the home office and 159 00:05:56,466 --> 00:05:58,162 so the adviser not actually 160 00:05:58,794 --> 00:06:00,550 going off the rails and, you know, building 161 00:06:00,550 --> 00:06:03,103 their own portfolios. But they are doing financial 162 00:06:03,103 --> 00:06:05,657 planning. They're doing trust in estate planning They're 163 00:06:05,657 --> 00:06:06,476 helping with 164 00:06:07,747 --> 00:06:09,363 you know, client servicing, 165 00:06:10,618 --> 00:06:13,808 all kinds of, you know, tax management. So 166 00:06:13,808 --> 00:06:15,324 there's there's a lot of other things that 167 00:06:15,324 --> 00:06:16,701 advisers are doing beyond 168 00:06:17,092 --> 00:06:18,604 portfolio management, and 169 00:06:19,479 --> 00:06:21,070 it turns out technology can help a lot 170 00:06:21,070 --> 00:06:23,479 in that. So, you know, whether it's 171 00:06:23,949 --> 00:06:27,298 tools to enable financial planning discussions or whether 172 00:06:27,298 --> 00:06:28,914 it's technology that helps 173 00:06:29,451 --> 00:06:32,242 clients meet with advisors virtually or whether it's 174 00:06:32,322 --> 00:06:34,493 Ai that's helping the adviser, 175 00:06:35,372 --> 00:06:36,411 automate a lot of their, 176 00:06:37,050 --> 00:06:38,168 on of manual work, 177 00:06:39,367 --> 00:06:41,500 lots of ways that technology can basically help 178 00:06:41,779 --> 00:06:44,100 advisers, you know, improve the way they serve 179 00:06:44,100 --> 00:06:46,100 their clients. So I... You know, I think 180 00:06:46,180 --> 00:06:48,180 Tampa is actually kind of an interesting term 181 00:06:48,180 --> 00:06:48,680 because 182 00:06:49,459 --> 00:06:49,959 it 183 00:06:50,592 --> 00:06:51,092 was 184 00:06:51,545 --> 00:06:54,086 born in the era where portfolio management was 185 00:06:54,086 --> 00:06:56,548 a value proposition. Right? And so, 186 00:06:57,501 --> 00:06:58,851 I don't think we think of ourselves as 187 00:06:58,851 --> 00:06:59,168 a tam, 188 00:07:00,691 --> 00:07:02,594 but I think many other things that we 189 00:07:02,594 --> 00:07:03,094 do 190 00:07:03,625 --> 00:07:05,869 maybe things that the 191 00:07:06,321 --> 00:07:08,800 legacy tam, maybe, wanting to do to add 192 00:07:08,800 --> 00:07:09,278 more value. 193 00:07:09,915 --> 00:07:12,147 So, you know, that 1 might think of 194 00:07:12,147 --> 00:07:13,820 the world that way, but we don't think 195 00:07:13,820 --> 00:07:14,697 of ourselves as. Yep, 196 00:07:17,331 --> 00:07:18,917 Do you still offer... Or I don't use 197 00:07:18,917 --> 00:07:21,162 the word robo advice. Do you still offer 198 00:07:21,296 --> 00:07:22,565 digital advice. So, 199 00:07:23,374 --> 00:07:27,120 self directed onboarding, self directed channel for advisory 200 00:07:27,120 --> 00:07:28,236 firms that you would manage. 201 00:07:29,272 --> 00:07:30,468 Yeah. So we do, 202 00:07:31,106 --> 00:07:33,354 we've... Think of that as really a choice 203 00:07:33,354 --> 00:07:36,145 of our partners. So we partner with financial 204 00:07:36,145 --> 00:07:37,900 institutions who wanna use our technology to serve 205 00:07:37,900 --> 00:07:38,379 their clients. 206 00:07:39,256 --> 00:07:40,713 And some firms 207 00:07:41,663 --> 00:07:44,757 have very, very, very, very large populations of 208 00:07:44,757 --> 00:07:45,312 retail clients. 209 00:07:46,503 --> 00:07:48,645 And so more than anything, you know, a 210 00:07:48,645 --> 00:07:51,439 self service model is just the most economical 211 00:07:51,439 --> 00:07:53,186 way to serve a smaller client. 212 00:07:54,298 --> 00:07:56,228 But most of our firms 213 00:07:56,682 --> 00:07:58,055 that we work with today 214 00:07:58,524 --> 00:08:00,350 had the vast majority of their assets manage 215 00:08:00,350 --> 00:08:00,985 their advisors. 216 00:08:01,620 --> 00:08:03,311 And so it turns out 217 00:08:03,763 --> 00:08:05,669 robo advice was, like, kind of a horror 218 00:08:05,669 --> 00:08:07,439 term for an adviser because it 219 00:08:07,749 --> 00:08:08,329 kind of 220 00:08:09,427 --> 00:08:11,505 suggested that maybe the software was gonna replace 221 00:08:11,505 --> 00:08:12,065 the human, 222 00:08:12,784 --> 00:08:14,862 and we're kinda getting a second round of 223 00:08:14,862 --> 00:08:16,700 that fear with Ai. Right? There's a lot 224 00:08:16,700 --> 00:08:18,937 of talk out there about how Ai is 225 00:08:18,937 --> 00:08:20,047 can just take everyone's jobs. 226 00:08:20,760 --> 00:08:23,297 And so, you know, again, like, I think 227 00:08:23,297 --> 00:08:24,431 our view is that 228 00:08:24,899 --> 00:08:26,116 it's less about 229 00:08:27,926 --> 00:08:29,383 the technology being built 230 00:08:29,759 --> 00:08:31,353 to service service model. 231 00:08:31,910 --> 00:08:35,113 It's more about technology that helps make client 232 00:08:35,113 --> 00:08:36,790 experience better And whether that happens to be 233 00:08:36,790 --> 00:08:38,806 self service or whether it's through advisors, 234 00:08:40,062 --> 00:08:42,218 you know, that's really a choice of our 235 00:08:42,218 --> 00:08:43,988 partner, and it's really a choice of of, 236 00:08:44,068 --> 00:08:45,661 you know, their advisers, you know, how they 237 00:08:45,661 --> 00:08:46,559 wanna use their technology. 238 00:08:49,564 --> 00:08:51,874 I work on the adviser tech map with 239 00:08:51,954 --> 00:08:54,992 Michael Ke. And Mh. We... We used have 240 00:08:54,992 --> 00:08:56,287 a robo advice 241 00:08:57,059 --> 00:08:57,559 category. 242 00:08:58,173 --> 00:08:59,707 Mh. Which we renamed 243 00:09:00,240 --> 00:09:00,740 to 244 00:09:01,687 --> 00:09:02,187 onboarding 245 00:09:02,799 --> 00:09:05,104 or automated onboarding. Right? Because since what what 246 00:09:05,104 --> 00:09:07,568 most the robo advisors did at first. Mh. 247 00:09:07,807 --> 00:09:09,397 It was just onboarding really. They didn't do 248 00:09:09,397 --> 00:09:11,557 anything more than that, But then they slowly 249 00:09:11,557 --> 00:09:13,226 morph as you guys did as well and 250 00:09:13,226 --> 00:09:14,282 expanded your capability 251 00:09:14,657 --> 00:09:15,157 slowly 252 00:09:15,690 --> 00:09:15,849 into... 253 00:09:16,643 --> 00:09:19,027 As you mentioned, you're ecosystem of solutions. 254 00:09:19,679 --> 00:09:21,754 And may the other vendors that were doing 255 00:09:21,754 --> 00:09:23,430 in the some... In the similar space also 256 00:09:23,430 --> 00:09:26,463 had to keep morph or keep changing what 257 00:09:26,463 --> 00:09:28,953 they were doing to survive, and expanding as 258 00:09:28,953 --> 00:09:30,492 you guys have effectively 259 00:09:31,190 --> 00:09:31,590 expanded. 260 00:09:32,788 --> 00:09:34,626 So we do see... But we still see 261 00:09:34,626 --> 00:09:35,879 a need as you are 262 00:09:36,238 --> 00:09:40,328 for advisors who want small account solutions or 263 00:09:40,625 --> 00:09:41,125 younger 264 00:09:41,582 --> 00:09:42,641 demographic solutions 265 00:09:43,178 --> 00:09:45,331 in parallel to their traditional offerings. 266 00:09:46,224 --> 00:09:47,902 That's right. And I think in parallel is 267 00:09:47,902 --> 00:09:49,739 actually an important kind of way to think 268 00:09:49,739 --> 00:09:51,677 about it. You know, I think 269 00:09:53,268 --> 00:09:55,502 there was kind of a misconception that, like, 270 00:09:57,177 --> 00:09:59,990 you know, robo devices are gonna, like, replace 271 00:10:00,207 --> 00:10:02,680 traditional ways of serving clients. And in fact, 272 00:10:03,014 --> 00:10:05,415 I think it sits alongside. Right? It's a 273 00:10:05,415 --> 00:10:08,054 it's a particular service model at a particular 274 00:10:08,054 --> 00:10:09,735 price point for a particular kind of client. 275 00:10:10,789 --> 00:10:13,825 But it's not, like a replacement of, you 276 00:10:13,825 --> 00:10:15,743 know, the traditional ways of doing business. 277 00:10:16,702 --> 00:10:17,900 So it's an important, 278 00:10:19,113 --> 00:10:20,870 part of the suite of offerings for many 279 00:10:20,870 --> 00:10:21,189 firms. 280 00:10:22,466 --> 00:10:24,382 But I think the real beauty is a 281 00:10:24,382 --> 00:10:26,937 lot of the technology that made robo advice 282 00:10:26,937 --> 00:10:27,416 possible. 283 00:10:28,547 --> 00:10:30,082 Actually also makes 284 00:10:30,855 --> 00:10:31,355 the 285 00:10:33,164 --> 00:10:35,574 operations of working with advisors 286 00:10:35,949 --> 00:10:37,564 and traditional advisory 287 00:10:38,034 --> 00:10:38,353 you know, 288 00:10:39,230 --> 00:10:39,947 service models, 289 00:10:41,223 --> 00:10:42,839 better as well. So, 290 00:10:43,216 --> 00:10:45,868 you know, whether it's onboarding or investment management 291 00:10:46,006 --> 00:10:48,259 or, know, all the other kind of pieces 292 00:10:48,259 --> 00:10:49,639 of technology that, 293 00:10:50,019 --> 00:10:52,179 we're built to try to build a business 294 00:10:52,179 --> 00:10:52,740 of scale. 295 00:10:54,354 --> 00:10:56,352 Same technology can help adviser scale as well. 296 00:10:58,750 --> 00:10:59,629 That's what it's all about. 297 00:11:00,348 --> 00:11:02,426 Gotta scale up our holistic advice. 298 00:11:04,359 --> 00:11:07,155 Absolutely. Talking about industry trends if we could 299 00:11:07,155 --> 00:11:08,694 shift in. You mentioned Ai 300 00:11:09,072 --> 00:11:10,830 and how Ai won't take jobs. 301 00:11:11,964 --> 00:11:13,322 Or Ai is, you know, people are worried 302 00:11:13,322 --> 00:11:14,920 it's gonna take their jobs. And I'm always 303 00:11:14,920 --> 00:11:17,078 saying it's not gonna take jobs, but it's 304 00:11:17,078 --> 00:11:18,217 gonna shift them 305 00:11:18,596 --> 00:11:19,795 into something completely different. 306 00:11:20,528 --> 00:11:21,586 Just like we saw 307 00:11:22,441 --> 00:11:26,743 email, shift jobs, you know, move the capabilities 308 00:11:26,743 --> 00:11:28,735 down the food chain or up the food 309 00:11:28,735 --> 00:11:29,771 chain whereas in the past, 310 00:11:30,743 --> 00:11:33,058 the old days, an executive would dictate a 311 00:11:33,058 --> 00:11:35,691 memo to his secretary, his admin who would 312 00:11:35,691 --> 00:11:37,447 type it, show him a paper. He would 313 00:11:37,447 --> 00:11:39,294 mark with the pencil and then they would 314 00:11:39,294 --> 00:11:41,281 put into an intra office envelope and send 315 00:11:41,281 --> 00:11:43,983 it to another executive. Now the executive goes 316 00:11:43,983 --> 00:11:45,414 to his own email and and were in 317 00:11:45,414 --> 00:11:47,321 her own email and just types it herself, 318 00:11:47,813 --> 00:11:50,041 Well, the secretary job. It's still the job. 319 00:11:50,201 --> 00:11:52,588 They still have admins and executives, active admins 320 00:11:52,588 --> 00:11:54,578 and chiefs of staff. They just have a 321 00:11:54,578 --> 00:11:55,931 lot more stuff to do a lot more 322 00:11:55,931 --> 00:11:57,855 tools to do it with. Yeah. So how 323 00:11:57,855 --> 00:11:59,389 do you see Ai changing, 324 00:12:00,639 --> 00:12:02,889 the our advisors are interacting with 325 00:12:03,264 --> 00:12:05,093 specifically with Sig figs ecosystem. 326 00:12:05,650 --> 00:12:07,119 Yeah Yeah. So, 327 00:12:07,811 --> 00:12:09,798 you know, when you think about the March 328 00:12:09,798 --> 00:12:10,457 of technology, 329 00:12:10,910 --> 00:12:12,682 you know, I think with almost every 330 00:12:13,629 --> 00:12:14,129 major 331 00:12:14,588 --> 00:12:15,088 transformation 332 00:12:15,627 --> 00:12:17,305 that's ever happened in the last hundred years. 333 00:12:18,824 --> 00:12:20,902 I'm sure with every transformation, there's been some 334 00:12:20,902 --> 00:12:22,920 fear that, like, oh, this is gonna 335 00:12:23,394 --> 00:12:23,712 you know, 336 00:12:24,587 --> 00:12:26,177 either change the way we work or, you 337 00:12:26,177 --> 00:12:28,483 know, make the way we work obsolete. 338 00:12:29,199 --> 00:12:31,266 And the truth is, you know, in almost 339 00:12:31,266 --> 00:12:32,880 every instance I can think of 340 00:12:33,984 --> 00:12:36,365 what's actually happened is that the technology has 341 00:12:36,365 --> 00:12:39,620 been empowering to, you know, the the worker. 342 00:12:40,256 --> 00:12:43,052 And, you know, I think Ai has some 343 00:12:43,052 --> 00:12:44,807 potential to be different on that front. You 344 00:12:44,807 --> 00:12:46,025 know, there there is 345 00:12:47,200 --> 00:12:49,513 lots of smart minds, you know, picturing a 346 00:12:49,513 --> 00:12:51,268 world where, like, this is really just gonna 347 00:12:51,268 --> 00:12:52,798 be so fundamentally trans formative. 348 00:12:53,437 --> 00:12:54,793 But I think in the near term, 349 00:12:55,989 --> 00:12:57,904 you know, it's it's not Ai that's gonna 350 00:12:57,904 --> 00:12:58,702 replace advisors. 351 00:12:59,500 --> 00:13:03,186 Formative But advisers that adopt Ai really well 352 00:13:03,954 --> 00:13:06,412 might threaten, you know, the existence of advisors 353 00:13:06,412 --> 00:13:06,808 that don't. 354 00:13:08,096 --> 00:13:10,247 And so it's really more... You know, how 355 00:13:10,247 --> 00:13:11,841 do you embrace these capabilities. 356 00:13:12,558 --> 00:13:14,709 So that honestly, you have more time to 357 00:13:14,709 --> 00:13:16,541 spend with clients adding real value. 358 00:13:17,193 --> 00:13:18,707 You know, like, 1 of the things that 359 00:13:18,866 --> 00:13:19,844 I think has been 360 00:13:20,699 --> 00:13:22,712 remarkable for me to see, 361 00:13:23,328 --> 00:13:25,718 you know, coming from the outside. Right, before 362 00:13:25,877 --> 00:13:27,722 Sig figure I, I worked in, you know, 363 00:13:27,881 --> 00:13:30,210 at Amazon, you know, in in a completely 364 00:13:30,267 --> 00:13:30,903 unrelated field. 365 00:13:32,254 --> 00:13:34,401 And As I've spent lots of time with... 366 00:13:34,814 --> 00:13:36,561 The home office, lots of time with advisors 367 00:13:36,561 --> 00:13:37,515 over the last decade. 368 00:13:38,309 --> 00:13:40,057 It is kind of mind blowing how much 369 00:13:40,057 --> 00:13:40,851 time is spent. 370 00:13:41,805 --> 00:13:45,091 The doing things that are honestly not that 371 00:13:45,091 --> 00:13:45,808 much value add. 372 00:13:46,606 --> 00:13:48,303 And so if you could leverage technology 373 00:13:49,173 --> 00:13:50,919 to do all those things for you so 374 00:13:50,919 --> 00:13:52,926 that you'd have so much more time 375 00:13:53,458 --> 00:13:55,679 to spend with clients doing things that add 376 00:13:55,679 --> 00:13:58,634 value that things that you know, humans can 377 00:13:58,634 --> 00:13:59,669 uniquely add value on. 378 00:14:00,943 --> 00:14:02,934 Think about how much happier your clients will 379 00:14:02,934 --> 00:14:04,685 be, think about how many more clients you 380 00:14:04,685 --> 00:14:06,768 could serve, think about, how much more of 381 00:14:06,768 --> 00:14:08,436 their assets you could manage well, You know, 382 00:14:08,595 --> 00:14:10,127 like, it's it's absolutely... 383 00:14:10,897 --> 00:14:12,168 You know, the name of the game here 384 00:14:12,168 --> 00:14:14,471 is, like, give advisors more time so that 385 00:14:14,471 --> 00:14:16,470 they can spend it on things that really 386 00:14:16,470 --> 00:14:17,025 add value. 387 00:14:18,770 --> 00:14:20,832 And so, I guess, you know, part of 388 00:14:20,832 --> 00:14:22,498 your question was a little bit, you know, 389 00:14:22,736 --> 00:14:23,236 well 390 00:14:23,703 --> 00:14:25,452 how how is Ai gonna kind of impact 391 00:14:25,452 --> 00:14:26,088 the industry? 392 00:14:26,723 --> 00:14:28,392 And I think you could almost start with, 393 00:14:28,551 --> 00:14:29,823 like, well, What are all the things that 394 00:14:29,823 --> 00:14:31,986 if I just spend time on? That we 395 00:14:31,986 --> 00:14:33,260 could give them their time back. 396 00:14:34,853 --> 00:14:37,720 And that list is incredibly long. You know, 397 00:14:37,879 --> 00:14:39,654 there's middle and back office stuff 398 00:14:40,283 --> 00:14:41,578 there's home office 399 00:14:41,953 --> 00:14:42,350 stuff. 400 00:14:43,146 --> 00:14:43,646 There's, 401 00:14:44,179 --> 00:14:46,246 you know, the writing of notes from client 402 00:14:46,246 --> 00:14:48,870 meetings. There's the remembering of things to do 403 00:14:48,870 --> 00:14:49,586 for your clients, 404 00:14:49,999 --> 00:14:50,499 there's 405 00:14:51,673 --> 00:14:53,688 you know, getting accounts opened and funded. 406 00:14:54,065 --> 00:14:54,565 There's, 407 00:14:54,941 --> 00:14:57,333 you know, checking in on annual client reviews 408 00:14:57,333 --> 00:14:59,504 with clients. I mean, literally, you could go 409 00:14:59,504 --> 00:15:01,584 on and on and on and on for 410 00:15:01,584 --> 00:15:02,625 things that, you know, 411 00:15:03,664 --> 00:15:04,625 technology could help with. 412 00:15:05,345 --> 00:15:05,504 And, 413 00:15:06,559 --> 00:15:07,679 so I think the name of the game 414 00:15:07,679 --> 00:15:09,779 is gonna be. Let's find all those things 415 00:15:10,000 --> 00:15:12,240 that, you know, we could save people's time 416 00:15:12,240 --> 00:15:12,399 on, 417 00:15:13,840 --> 00:15:15,539 and try to use software to 418 00:15:16,094 --> 00:15:18,083 do those things, you know, as well as 419 00:15:18,083 --> 00:15:19,754 or, you know, in some cases, maybe even 420 00:15:19,754 --> 00:15:22,061 more more scalability than, you know, the adviser 421 00:15:22,061 --> 00:15:22,697 could do with how, 422 00:15:23,428 --> 00:15:25,737 and you know, that should free up advisers 423 00:15:25,737 --> 00:15:27,568 to do, you know, lots of other valuable 424 00:15:27,568 --> 00:15:27,727 things. 425 00:15:32,040 --> 00:15:34,747 So which areas of Sig figs ecosystem? 426 00:15:35,543 --> 00:15:38,432 Are you targeting first for Ai 427 00:15:38,887 --> 00:15:41,052 enhancement? Like, where did you see the biggest 428 00:15:41,052 --> 00:15:43,680 value added? Because you're you're directing your limited 429 00:15:43,680 --> 00:15:44,897 programming resources 430 00:15:45,353 --> 00:15:47,663 at your ecosystem and saying, here, this is 431 00:15:47,663 --> 00:15:49,350 where we want. Like to work on Ai 432 00:15:49,350 --> 00:15:51,339 first. How did you determine that? Which which 433 00:15:51,339 --> 00:15:52,852 areas did you. Target first? 434 00:15:54,364 --> 00:15:54,603 Yeah. 435 00:15:55,479 --> 00:15:55,717 So... 436 00:15:56,449 --> 00:15:57,723 You know, the truth is first, 437 00:15:58,281 --> 00:16:00,135 I think we feel that 438 00:16:00,591 --> 00:16:03,082 the capabilities and the potential here are so 439 00:16:03,538 --> 00:16:04,277 potentially transformative 440 00:16:04,733 --> 00:16:05,233 that, 441 00:16:05,703 --> 00:16:08,322 Ai is making its way everywhere in our 442 00:16:08,322 --> 00:16:09,830 solutions. You know, it's not just in 1 443 00:16:09,830 --> 00:16:11,338 area, But I think your question was kinda 444 00:16:11,338 --> 00:16:12,291 where did it come first. 445 00:16:13,179 --> 00:16:15,834 And the most natural place that we saw 446 00:16:16,212 --> 00:16:16,850 was in our, 447 00:16:17,488 --> 00:16:18,446 solution that we call engage. 448 00:16:21,332 --> 00:16:23,344 Engages a platform that was built 449 00:16:23,798 --> 00:16:24,776 during the pandemic 450 00:16:25,230 --> 00:16:26,764 to essentially facilitate, 451 00:16:28,824 --> 00:16:31,607 advisors and clients having more effective virtual meetings. 452 00:16:32,958 --> 00:16:34,389 And, of course, you know, during the pandemic, 453 00:16:34,548 --> 00:16:36,138 you know, the whole world got very comfortable 454 00:16:36,138 --> 00:16:38,641 with virtual meetings. So, you know, it wasn't 455 00:16:38,857 --> 00:16:41,006 surprising that that was the original positioning of 456 00:16:41,006 --> 00:16:43,256 the product. Thank God. I can work for 457 00:16:43,552 --> 00:16:44,960 I can stay home more. You 458 00:16:46,519 --> 00:16:47,820 But the funny thing is, 459 00:16:48,519 --> 00:16:50,200 you know, even to this day, a lot 460 00:16:50,200 --> 00:16:52,920 of people equate virtual meetings to video conferencing. 461 00:16:54,375 --> 00:16:56,774 And the truth is, like, video conferencing is 462 00:16:56,774 --> 00:16:58,615 not better than in person. It might be 463 00:16:58,615 --> 00:17:00,535 more convenient, but, you know, I don't know 464 00:17:00,535 --> 00:17:01,754 a lot of people who 465 00:17:02,069 --> 00:17:03,526 feel like a video conference 466 00:17:04,621 --> 00:17:05,121 is 467 00:17:05,498 --> 00:17:07,412 richer than an in person interaction. 468 00:17:08,050 --> 00:17:11,022 What we think really makes the virtual meeting 469 00:17:11,574 --> 00:17:12,074 context 470 00:17:12,452 --> 00:17:15,905 richer is actually the combination of audio video 471 00:17:16,682 --> 00:17:19,076 with what we call screen based collaboration. 472 00:17:20,368 --> 00:17:21,804 Because in the old school world that was 473 00:17:21,804 --> 00:17:22,521 all in person, 474 00:17:23,398 --> 00:17:24,935 it was oftentimes very 475 00:17:25,393 --> 00:17:28,822 either unavailable or uncomfortable to introduce technology into 476 00:17:28,822 --> 00:17:29,460 that interaction. 477 00:17:30,993 --> 00:17:33,470 And so, you know, people did business label 478 00:17:33,470 --> 00:17:35,148 fashion. They they sat at a desk and 479 00:17:35,148 --> 00:17:36,107 they talk to each other. 480 00:17:36,826 --> 00:17:38,125 But it turns out 481 00:17:38,438 --> 00:17:40,107 talking is not the most efficient way of 482 00:17:40,107 --> 00:17:42,810 collaborating. You know, talking is useful. It's very, 483 00:17:42,889 --> 00:17:45,433 very valuable. But if you could overlay talking 484 00:17:45,433 --> 00:17:46,943 with looking at something together, 485 00:17:47,594 --> 00:17:49,259 know, think about how many Zoom meetings are 486 00:17:49,259 --> 00:17:51,718 on where you're not just talking and looking, 487 00:17:51,877 --> 00:17:53,701 you're actually, like, doing screen sharing or you're, 488 00:17:53,780 --> 00:17:55,446 like doing something with with the other person. 489 00:17:55,605 --> 00:17:57,765 You As consultants, we do that every day. 490 00:17:58,162 --> 00:17:58,900 We're constantly, 491 00:17:59,512 --> 00:18:00,568 sharing our screens 492 00:18:01,022 --> 00:18:02,849 and sharing slides, I mean, we love slides. 493 00:18:03,008 --> 00:18:05,171 That's how we live. Right. Yeah. I'm... My 494 00:18:05,171 --> 00:18:06,446 guess is if you if you had the 495 00:18:06,446 --> 00:18:07,961 data for Zoom or Teams or, you know, 496 00:18:08,121 --> 00:18:09,875 whatever video conferencing platform you're on, 497 00:18:10,751 --> 00:18:13,553 the amount of time that's spent... Using 1 498 00:18:13,553 --> 00:18:15,536 of the other tools beyond just video conferencing 499 00:18:15,536 --> 00:18:17,599 is probably very, very, very high. We might 500 00:18:17,599 --> 00:18:19,186 know what that is because we record every 501 00:18:19,186 --> 00:18:19,424 call. 502 00:18:20,313 --> 00:18:21,985 And it does... 1 of it that can 503 00:18:21,985 --> 00:18:23,679 tell us how much of the call 504 00:18:24,134 --> 00:18:25,727 is spent in screen sharing. I'd be interested 505 00:18:25,727 --> 00:18:27,160 understanding. Interesting. Yeah. 506 00:18:28,609 --> 00:18:30,545 And so the truth is, you know, most 507 00:18:30,604 --> 00:18:32,301 financial institutions, most advisers, 508 00:18:32,918 --> 00:18:34,993 they've never really lived in a world where 509 00:18:34,993 --> 00:18:37,481 a meeting was more than. You know, just 510 00:18:37,481 --> 00:18:38,358 video conferencing. 511 00:18:38,757 --> 00:18:40,909 And so we basically started introducing all these 512 00:18:40,909 --> 00:18:44,198 other technologies. Right? Screen based collaboration, interactive content, 513 00:18:44,908 --> 00:18:47,130 we integrated a lot of workflows. You know, 514 00:18:47,289 --> 00:18:48,717 we kinda went went on and on and 515 00:18:48,717 --> 00:18:50,487 on, looked at all the different technologies 516 00:18:51,177 --> 00:18:52,764 that could help assist. 517 00:18:53,575 --> 00:18:55,494 The client and the adviser to actually get 518 00:18:55,494 --> 00:18:56,134 the work done, 519 00:18:57,414 --> 00:19:00,615 and we kept building out those capabilities. And 520 00:19:00,615 --> 00:19:01,815 so, you know, how do we get out 521 00:19:01,815 --> 00:19:03,267 on this question? You asked me, like, where 522 00:19:03,267 --> 00:19:04,696 did Ai first make its way. 523 00:19:05,332 --> 00:19:08,509 And it turns out this idea of building 524 00:19:08,509 --> 00:19:11,462 software that helps enable more effective meetings, and 525 00:19:11,462 --> 00:19:13,127 more efficient collaboration, 526 00:19:13,920 --> 00:19:15,505 that was a perfect place for Ai to 527 00:19:15,505 --> 00:19:16,536 kind of insert itself. 528 00:19:17,963 --> 00:19:18,463 Now 529 00:19:18,835 --> 00:19:21,156 and the kind of interesting twist, you know, 530 00:19:21,235 --> 00:19:23,167 we're we're a very kind of user centric 531 00:19:23,621 --> 00:19:25,211 R and D shop. You know, we we 532 00:19:25,211 --> 00:19:27,597 really like to spend time with users understanding 533 00:19:27,597 --> 00:19:29,363 what are their pain points? What are problems, 534 00:19:29,602 --> 00:19:32,633 how can technology solve problem as opposed to, 535 00:19:32,713 --> 00:19:34,627 you know, if if you've got a hair 536 00:19:34,627 --> 00:19:35,983 hammer everything looks like a nail, You know, 537 00:19:36,063 --> 00:19:37,738 like, sometimes people are like, oh, Ai ai. 538 00:19:37,897 --> 00:19:39,983 Let's just like, go out and deploy Ai 539 00:19:39,983 --> 00:19:42,530 and and solve problems go next. Blasted everywhere. 540 00:19:42,929 --> 00:19:43,247 Right. 541 00:19:44,680 --> 00:19:46,192 And so our view was, like, well, well, 542 00:19:46,351 --> 00:19:47,943 let's let's really spend time. 543 00:19:48,580 --> 00:19:51,323 Go trying to understand the workflow pain points 544 00:19:51,618 --> 00:19:52,494 of advisors. 545 00:19:53,130 --> 00:19:54,722 And then as we got into the conversation, 546 00:19:54,801 --> 00:19:56,575 1 of the things that we realized is 547 00:19:57,348 --> 00:19:57,848 that 548 00:19:58,158 --> 00:20:00,226 we serve actually 3 constituents at the same 549 00:20:00,226 --> 00:20:02,374 time. We serve the adviser themselves. 550 00:20:03,885 --> 00:20:05,873 We serve the clients that they work with. 551 00:20:07,003 --> 00:20:08,839 And we serve the home offices that they 552 00:20:08,839 --> 00:20:09,238 work for. 553 00:20:10,834 --> 00:20:12,132 And it turns out 554 00:20:12,669 --> 00:20:13,169 Ai 555 00:20:13,547 --> 00:20:14,047 usefulness, 556 00:20:14,839 --> 00:20:16,825 to each of those constituents is is not 557 00:20:16,825 --> 00:20:17,541 always the same. 558 00:20:18,971 --> 00:20:20,719 And so, you know, I think we've found 559 00:20:20,719 --> 00:20:21,219 that 560 00:20:21,594 --> 00:20:23,206 our most successful products 561 00:20:23,834 --> 00:20:25,347 had been where we bring value to all 562 00:20:25,347 --> 00:20:26,940 3 of those constituents at the same time. 563 00:20:28,771 --> 00:20:30,364 So we came up with a big long 564 00:20:30,364 --> 00:20:32,138 list, over 20 different 565 00:20:32,609 --> 00:20:34,227 possible applications of Ai 566 00:20:35,323 --> 00:20:36,281 in in the space. 567 00:20:37,239 --> 00:20:39,394 And we started to, like, spend real time 568 00:20:39,394 --> 00:20:41,470 with each of those constituents, clients, 569 00:20:42,044 --> 00:20:43,420 advisors and home office 570 00:20:43,956 --> 00:20:45,470 to try to figure out, like, which of 571 00:20:45,470 --> 00:20:47,803 these features would you actually find most useful 572 00:20:48,338 --> 00:20:50,585 instead of us kind of inventing a solution 573 00:20:50,585 --> 00:20:51,780 to a problem that does exist. 574 00:20:52,498 --> 00:20:55,128 And the world actually surprisingly quickly narrowed. You 575 00:20:55,128 --> 00:20:56,903 know, there were some very clear patterns 576 00:20:57,693 --> 00:20:58,092 for, 577 00:20:58,729 --> 00:21:01,120 the things that people found kinda most useful 578 00:21:01,120 --> 00:21:01,837 most productive. 579 00:21:02,474 --> 00:21:04,568 And the irony was actually that 580 00:21:05,357 --> 00:21:05,857 the 581 00:21:06,709 --> 00:21:08,402 features that each of this constituents 582 00:21:09,015 --> 00:21:11,162 valued most weren't, you know, always the same. 583 00:21:11,401 --> 00:21:12,753 And so, you know, we had to find 584 00:21:12,753 --> 00:21:14,582 kind of the right ways to integrate all 585 00:21:14,582 --> 00:21:16,994 these abilities so that, you know, home office 586 00:21:16,994 --> 00:21:19,234 is happy, advisors which happy client's happy. 587 00:21:22,529 --> 00:21:23,488 Now... Trifecta. 588 00:21:23,888 --> 00:21:24,367 Everyone's happy. 589 00:21:25,006 --> 00:21:25,406 Yeah. 590 00:21:26,924 --> 00:21:27,963 Yeah. Yeah. For sure. 591 00:21:29,881 --> 00:21:30,381 So 592 00:21:31,254 --> 00:21:33,647 you know, the the the the launch of 593 00:21:33,647 --> 00:21:34,604 these capabilities, 594 00:21:36,757 --> 00:21:38,374 it's gonna be kind of fascinating 595 00:21:38,751 --> 00:21:39,251 because 596 00:21:42,033 --> 00:21:43,624 you know, the amount of time that we 597 00:21:43,624 --> 00:21:45,691 say for each of those constituents is different. 598 00:21:46,724 --> 00:21:49,133 And so for the adviser, it's more about 599 00:21:49,284 --> 00:21:51,039 time savings, you know, like, how do we 600 00:21:51,039 --> 00:21:52,076 help make your life easier. 601 00:21:52,873 --> 00:21:54,469 For the client, it's actually a little bit 602 00:21:54,469 --> 00:21:55,186 more about delight. 603 00:21:55,904 --> 00:21:57,180 You know, Like, there are a lot of 604 00:21:57,180 --> 00:21:59,116 clients who, like ripped their hairs out working 605 00:21:59,509 --> 00:22:02,383 with their financial institutions because it's just so 606 00:22:02,383 --> 00:22:04,698 difficult to do things that would seem to 607 00:22:04,698 --> 00:22:05,257 be easy. 608 00:22:06,294 --> 00:22:07,731 So with client, it's kind of, like, 609 00:22:09,424 --> 00:22:11,981 get financial solutions to the digital age where 610 00:22:11,981 --> 00:22:13,659 things work the way you'd expect as a 611 00:22:13,659 --> 00:22:14,059 consumer. 612 00:22:15,018 --> 00:22:17,256 And then with the home office, it's actually 613 00:22:17,256 --> 00:22:19,047 way more about consistency 614 00:22:19,898 --> 00:22:21,193 in sales process. 615 00:22:22,124 --> 00:22:24,985 It's about insight into what's happening in the 616 00:22:24,985 --> 00:22:26,575 distribution network. Many of the firms that we 617 00:22:26,575 --> 00:22:26,813 serve, 618 00:22:27,940 --> 00:22:30,636 actually have thousands of advisors. So, you know, 619 00:22:30,715 --> 00:22:32,960 it's very hard to create a consistent experience 620 00:22:33,015 --> 00:22:34,308 across, you know, a large 621 00:22:34,681 --> 00:22:34,839 footprint. 622 00:22:35,730 --> 00:22:37,490 So part of how the technology can work 623 00:22:37,490 --> 00:22:38,869 is, you know, to help create 624 00:22:39,650 --> 00:22:41,490 somewhat more consistent ways of doing business. 625 00:22:45,967 --> 00:22:47,477 We see something similar of a lot of 626 00:22:47,477 --> 00:22:49,384 our clients. Most of our clients are enterprise. 627 00:22:50,178 --> 00:22:52,006 Wealth management firms as well broker dealers. 628 00:22:52,974 --> 00:22:53,792 Large R, 629 00:22:54,325 --> 00:22:54,961 and certainly, 630 00:22:55,676 --> 00:22:59,252 sales process consistency is important. But consistency across 631 00:22:59,252 --> 00:23:00,683 all processes, whether it's sales, 632 00:23:01,654 --> 00:23:02,133 onboarding, 633 00:23:03,491 --> 00:23:03,991 rebalancing, 634 00:23:04,450 --> 00:23:05,829 reporting, all those processes 635 00:23:06,367 --> 00:23:07,326 have to be consistent. 636 00:23:08,618 --> 00:23:09,891 Yeah. Yeah. For sure. 637 00:23:10,846 --> 00:23:12,677 So let's move on from that. Thank you 638 00:23:12,677 --> 00:23:13,154 for sharing. 639 00:23:14,109 --> 00:23:16,431 I wanna talk about some company statistics. Sick 640 00:23:16,431 --> 00:23:19,207 fig has been around quite a while. People 641 00:23:19,207 --> 00:23:20,714 don't realize. When we founded? 642 00:23:23,269 --> 00:23:25,826 Thousand and 7 was the very beginning of 643 00:23:25,826 --> 00:23:26,864 the company. Yeah. 644 00:23:27,583 --> 00:23:28,083 We 645 00:23:28,861 --> 00:23:30,793 expanded kind of our product quite a few 646 00:23:30,793 --> 00:23:31,671 times, and 647 00:23:32,390 --> 00:23:34,146 we've been working with financial institutions for about 648 00:23:34,146 --> 00:23:34,625 a decade. 649 00:23:35,424 --> 00:23:37,340 Decades good. It's it's tough to stay in 650 00:23:37,340 --> 00:23:39,415 the business a decade. Can you share some 651 00:23:39,415 --> 00:23:39,735 statistics? 652 00:23:41,183 --> 00:23:41,820 Share our company. 653 00:23:42,457 --> 00:23:44,208 Yeah. Yeah. If you if you look at, 654 00:23:44,367 --> 00:23:45,345 you know, kind of 655 00:23:46,198 --> 00:23:49,001 our platform, you know, that the easiest ways 656 00:23:49,001 --> 00:23:50,517 is to kinda think about it are actually 657 00:23:50,517 --> 00:23:52,032 kind of some of the the the angles 658 00:23:52,112 --> 00:23:53,946 I said before. So, you know, if you 659 00:23:53,946 --> 00:23:55,940 think about advisors you about and consumers you 660 00:23:55,940 --> 00:23:57,217 think about the home office platform. 661 00:23:58,586 --> 00:24:00,733 So some of the kind of simplest metrics, 662 00:24:01,211 --> 00:24:03,438 1, you know, assets that 663 00:24:04,313 --> 00:24:04,552 we... 664 00:24:05,123 --> 00:24:07,510 Help our partners manage on, you know, the 665 00:24:07,510 --> 00:24:10,612 platform that is now in excess of 50000000000, 666 00:24:10,851 --> 00:24:12,999 so it's gotten to some really nice scale, 667 00:24:14,289 --> 00:24:16,686 that hits about a million and a half 668 00:24:16,686 --> 00:24:17,006 consumers. 669 00:24:18,844 --> 00:24:19,344 So 670 00:24:20,362 --> 00:24:22,040 when you think about kind of end consumers 671 00:24:22,040 --> 00:24:24,555 who have. Access to, you know, our platforms. 672 00:24:25,815 --> 00:24:28,375 And then, you know, metrics by advisors about 673 00:24:28,375 --> 00:24:28,934 6000, 674 00:24:31,262 --> 00:24:31,762 So, 675 00:24:32,693 --> 00:24:34,919 yeah, it's been kind of a nice journey 676 00:24:34,919 --> 00:24:36,906 over the last decade seeing kind more and 677 00:24:36,906 --> 00:24:37,145 more. 678 00:24:38,431 --> 00:24:40,179 Impact, you know, of our solutions with our 679 00:24:40,179 --> 00:24:40,576 partners. 680 00:24:41,290 --> 00:24:43,379 Can you clarify when you say 50000000000 681 00:24:43,753 --> 00:24:46,548 assets, we help our clients to manage. Would 682 00:24:46,548 --> 00:24:48,852 that be Au or Au? 683 00:24:49,567 --> 00:24:50,044 Au. 684 00:24:50,521 --> 00:24:51,974 Yeah. Some of our 685 00:24:52,428 --> 00:24:55,089 solutions are designed to directly kind of discretionary 686 00:24:55,385 --> 00:24:56,339 manage assets. 687 00:24:57,055 --> 00:25:00,317 And some of our solutions are essentially solutions 688 00:25:00,317 --> 00:25:03,030 that help assist, but aren't actually directly managing 689 00:25:03,030 --> 00:25:03,506 those asses. 690 00:25:04,696 --> 00:25:06,998 So things like reporting before reporting. 691 00:25:07,871 --> 00:25:09,556 Well, will be included in there. 692 00:25:12,499 --> 00:25:14,806 Yeah. We don't have, like, a performance reporting. 693 00:25:15,378 --> 00:25:17,049 Sweet. You know, I know there are companies 694 00:25:17,049 --> 00:25:18,561 in the world who, like, only do a 695 00:25:18,561 --> 00:25:21,506 performance reporting. Sure. Our solutions are designed to 696 00:25:21,506 --> 00:25:22,620 be more kind of end to end, 697 00:25:23,415 --> 00:25:24,314 you know, where 698 00:25:25,656 --> 00:25:26,156 the, 699 00:25:26,609 --> 00:25:29,149 you know, the assets are on a chassis 700 00:25:29,149 --> 00:25:30,816 that we, you know, we are helping to 701 00:25:30,816 --> 00:25:32,031 digitize. So 702 00:25:32,578 --> 00:25:35,196 to thinking more like, perform portfolio management, 703 00:25:36,069 --> 00:25:36,466 capabilities, 704 00:25:38,211 --> 00:25:39,267 opening accounts 705 00:25:39,972 --> 00:25:43,145 assigning models, things like that. That's right. That's 706 00:25:43,145 --> 00:25:43,304 right. 707 00:25:44,414 --> 00:25:44,732 Excellent. 708 00:25:46,001 --> 00:25:46,556 Thank you for that. 709 00:25:47,523 --> 00:25:49,427 Moving on to the next question, I wanted 710 00:25:49,427 --> 00:25:51,251 to talk about some new features being released. 711 00:25:51,569 --> 00:25:53,393 So you would talk about the Engage platform. 712 00:25:53,964 --> 00:25:56,036 What about some of your other platforms? Any 713 00:25:56,036 --> 00:25:58,108 new features you've recently released you wanna talk 714 00:25:58,108 --> 00:25:58,188 about? 715 00:25:59,224 --> 00:26:00,419 Yeah. We've got, 716 00:26:01,868 --> 00:26:03,799 some very interesting capabilities 717 00:26:04,173 --> 00:26:06,183 that them automatically organize 718 00:26:06,955 --> 00:26:08,783 in Sig R and d map. 719 00:26:09,672 --> 00:26:13,005 Around a focus on helping advisors gather assets. 720 00:26:13,799 --> 00:26:14,672 I think 1 of the things that we 721 00:26:14,672 --> 00:26:16,260 have found over and over and over again 722 00:26:16,260 --> 00:26:17,712 is when we make it easier 723 00:26:18,419 --> 00:26:21,364 for firms and advisors to gather more assets, 724 00:26:22,319 --> 00:26:23,035 more wallet wheelchair, 725 00:26:24,070 --> 00:26:25,844 that makes everybody happy 726 00:26:26,393 --> 00:26:27,188 And so, 727 00:26:27,744 --> 00:26:29,117 we've got quite a few 728 00:26:29,491 --> 00:26:29,991 initiatives 729 00:26:31,080 --> 00:26:32,431 that are focused on that. 730 00:26:33,639 --> 00:26:36,192 1 of them is kind of interesting, I 731 00:26:36,192 --> 00:26:38,368 think because it's a great example of where 732 00:26:38,666 --> 00:26:40,501 technology is essentially helping... 733 00:26:41,154 --> 00:26:42,990 To digitize an analog process. 734 00:26:44,665 --> 00:26:45,064 And 735 00:26:46,341 --> 00:26:48,597 you know, we call it portfolio compare 736 00:26:49,549 --> 00:26:52,750 And the way this capability works is it 737 00:26:52,750 --> 00:26:55,630 replicates the process that exists today in a 738 00:26:55,630 --> 00:26:56,589 lot of institutions. 739 00:26:57,484 --> 00:27:00,356 Where as advisors are getting to know either 740 00:27:00,356 --> 00:27:00,856 prospects 741 00:27:01,872 --> 00:27:03,707 or serving existing clients, 742 00:27:04,837 --> 00:27:06,665 1 of the things that many advisers wanna 743 00:27:06,665 --> 00:27:07,937 know is essentially, like, 744 00:27:08,970 --> 00:27:10,163 how much money do you have and where 745 00:27:10,163 --> 00:27:10,480 is it? 746 00:27:12,388 --> 00:27:12,888 And 747 00:27:13,992 --> 00:27:14,309 you know, 748 00:27:15,023 --> 00:27:17,402 learning that as an advisor is very helpful 749 00:27:17,402 --> 00:27:18,750 because it helps you figure out, you know, 750 00:27:19,226 --> 00:27:20,653 what you can do for the client also 751 00:27:20,653 --> 00:27:22,414 helps you figure out how to... Picture value 752 00:27:22,414 --> 00:27:23,287 prop to the client. 753 00:27:25,826 --> 00:27:27,414 But those are benefits to the adviser or 754 00:27:27,414 --> 00:27:28,763 the home office, not the client. 755 00:27:29,334 --> 00:27:31,261 And so the benefit to the client 756 00:27:31,713 --> 00:27:34,093 in sharing this information is usually some sort 757 00:27:34,093 --> 00:27:35,996 of analysis on, you know, what they're doing 758 00:27:35,996 --> 00:27:37,186 right or wrong in their portfolio. 759 00:27:37,996 --> 00:27:39,747 And so it's been a very kind of 760 00:27:39,747 --> 00:27:42,872 common sales practice to basically ask clients 761 00:27:43,406 --> 00:27:45,077 to bring in paper copies of all their 762 00:27:45,077 --> 00:27:45,395 statements. 763 00:27:47,318 --> 00:27:49,700 And then, you know, when those statement copies 764 00:27:49,700 --> 00:27:50,177 come in, 765 00:27:51,050 --> 00:27:52,638 that usually gets handed off to, like an 766 00:27:52,638 --> 00:27:55,195 analyst who, like, inputs that into some systems, 767 00:27:55,434 --> 00:27:56,706 some analytical tool. 768 00:27:58,057 --> 00:28:01,021 And then that tool usually pumps out some 769 00:28:01,396 --> 00:28:03,561 reports. Right? Like, you know... Okay, we did 770 00:28:03,561 --> 00:28:05,236 this analysis your portfolio here's is what we 771 00:28:05,236 --> 00:28:05,395 found. 772 00:28:06,512 --> 00:28:08,825 Now that's a very effective sales tool it's 773 00:28:08,825 --> 00:28:11,138 a very effective way of showing the value 774 00:28:11,138 --> 00:28:12,824 add that an advisor gonna for their clients, 775 00:28:13,617 --> 00:28:15,997 but it's an extremely labor process. 776 00:28:18,138 --> 00:28:21,009 And so, you know, that's for usually a 777 00:28:21,009 --> 00:28:23,232 great recipe for, well, how can technology make 778 00:28:23,232 --> 00:28:24,979 that better. And so we kind of came 779 00:28:24,979 --> 00:28:27,622 up with this process called portfolio compare 780 00:28:28,075 --> 00:28:29,131 where a client 781 00:28:29,679 --> 00:28:30,658 actually, you can just 782 00:28:31,116 --> 00:28:32,393 upload their data, 783 00:28:33,111 --> 00:28:34,707 then they can do that through aggregation. They 784 00:28:34,707 --> 00:28:36,224 you can upload they can upload copies of 785 00:28:36,224 --> 00:28:37,820 their payments of their statements. 786 00:28:38,313 --> 00:28:39,846 They can input that data manually. 787 00:28:40,696 --> 00:28:43,159 And in real time, we'll either grab their 788 00:28:43,159 --> 00:28:45,939 data from their institution, we'll extract that data 789 00:28:45,939 --> 00:28:47,289 from, you know, a Pdf. 790 00:28:48,178 --> 00:28:50,638 Or we will take what was manually input, 791 00:28:51,193 --> 00:28:54,392 and we'll produce an actual real time analysis 792 00:28:54,527 --> 00:28:56,034 of that client's portfolio, 793 00:28:57,084 --> 00:28:59,399 And then we can help point out essentially 794 00:28:59,399 --> 00:29:00,277 where there might be issues. 795 00:29:01,076 --> 00:29:02,912 You know, are there issues with risk, other 796 00:29:02,912 --> 00:29:05,147 issues with fees and costs, other issues with 797 00:29:05,147 --> 00:29:06,105 tax efficiency, 798 00:29:07,159 --> 00:29:09,736 is our home country bias? Are there, 799 00:29:10,434 --> 00:29:11,494 you know, not enough 800 00:29:11,873 --> 00:29:13,950 diversification? Is there too much cash sitting idle? 801 00:29:15,003 --> 00:29:17,158 All kinds of analysis that we can essentially 802 00:29:17,158 --> 00:29:17,658 do 803 00:29:18,755 --> 00:29:19,255 for 804 00:29:20,111 --> 00:29:20,670 a client, 805 00:29:21,229 --> 00:29:23,797 but also for the adviser because, pointing out 806 00:29:23,797 --> 00:29:26,349 those issues can help convince the client that, 807 00:29:26,429 --> 00:29:28,423 you know, the adviser can help them. 808 00:29:29,699 --> 00:29:31,613 And so we've kind of digitized that whole 809 00:29:31,613 --> 00:29:32,113 process, 810 00:29:33,459 --> 00:29:35,127 adviser can do it with a client literally 811 00:29:35,127 --> 00:29:37,034 on the fly in a meeting. You know 812 00:29:37,034 --> 00:29:38,861 don't, need to ask clients to bring copies 813 00:29:38,861 --> 00:29:40,546 of their statements. You need to wait until 814 00:29:40,546 --> 00:29:41,819 the next meeting. You don't need to have 815 00:29:41,819 --> 00:29:43,729 pay analyst and put that data into some 816 00:29:43,729 --> 00:29:44,206 system. 817 00:29:44,923 --> 00:29:47,151 It all happens literally within seconds, 818 00:29:48,185 --> 00:29:50,031 and advisors love it. Don't I mean, it's 819 00:29:50,031 --> 00:29:52,102 just kind of night and day, how much 820 00:29:52,102 --> 00:29:53,376 easier it is to explain. 821 00:29:53,933 --> 00:29:55,208 Instead of just like, a generic sales pitch. 822 00:29:55,367 --> 00:29:57,039 Like, oh, here's my name and here's what 823 00:29:57,119 --> 00:29:58,964 I do, and, You know, it... It's a 824 00:29:58,964 --> 00:29:59,782 very personalized, 825 00:30:01,270 --> 00:30:03,814 assessment for a, a either a prospect client 826 00:30:03,814 --> 00:30:05,404 who... You know, you're not doing business with 827 00:30:05,404 --> 00:30:05,563 yet. 828 00:30:06,532 --> 00:30:08,754 Or an existing client where, you know, maybe 829 00:30:08,754 --> 00:30:10,421 you're doing an annual client review with them 830 00:30:10,421 --> 00:30:12,008 and, you know, there's a chance to kind 831 00:30:12,008 --> 00:30:12,802 of win more business, 832 00:30:14,166 --> 00:30:16,652 that's 1 of a whole bunch of different 833 00:30:17,106 --> 00:30:17,423 capabilities, 834 00:30:18,615 --> 00:30:20,545 you know, we've built and our building 835 00:30:21,157 --> 00:30:23,713 that essentially help. Make it easier to capture 836 00:30:23,713 --> 00:30:26,334 wallet share and and and grow grow assets. 837 00:30:26,969 --> 00:30:29,193 So portfolio compare sounds to me like what 838 00:30:29,193 --> 00:30:31,098 we used to call current versus proposed? 839 00:30:31,987 --> 00:30:33,100 But sure. Clients current, 840 00:30:34,054 --> 00:30:36,120 portfolio, show them what you're proposing, show them 841 00:30:36,120 --> 00:30:37,630 how bad what they have is now. 842 00:30:38,266 --> 00:30:40,269 Everyone's gotta show that. And then help them 843 00:30:40,269 --> 00:30:42,201 to sell. So is this part of a 844 00:30:42,417 --> 00:30:43,633 proposal generation, 845 00:30:44,963 --> 00:30:47,032 capability that you have or is this a 846 00:30:47,032 --> 00:30:50,148 a standalone tool Yeah. It is standalone so 847 00:30:50,148 --> 00:30:52,056 you can use it by itself, But as 848 00:30:52,056 --> 00:30:53,805 you are correctly pointing out, 849 00:30:54,600 --> 00:30:57,621 it's really helpful to integrate this capability with... 850 00:30:58,193 --> 00:31:01,058 Proposal and then integrate that with onboarding. So 851 00:31:01,058 --> 00:31:03,605 for example, if we did a diagnostic, and 852 00:31:03,764 --> 00:31:06,324 I brought in my 4 different accounts, and 853 00:31:06,324 --> 00:31:07,913 then we found out, oh, you know, you 854 00:31:07,913 --> 00:31:09,820 got this account at this institution that's, like, 855 00:31:09,979 --> 00:31:10,932 really poorly managed, 856 00:31:12,680 --> 00:31:14,445 different If you go to the proposal step, 857 00:31:14,763 --> 00:31:16,354 then we can show exactly what we would 858 00:31:16,354 --> 00:31:17,945 do for you. And then if you go 859 00:31:17,945 --> 00:31:20,428 to the onboarding and funding step, we can 860 00:31:20,428 --> 00:31:22,503 digitally Aca cat, the accounts you just told 861 00:31:22,503 --> 00:31:23,323 us about 862 00:31:23,940 --> 00:31:26,015 into, you know, the account at this institution. 863 00:31:26,574 --> 00:31:28,091 So all of those pieces, 864 00:31:28,824 --> 00:31:31,451 are seamlessly woven together if you use, you 865 00:31:31,451 --> 00:31:33,362 know, the totality of our ecosystem. 866 00:31:34,079 --> 00:31:36,069 And that is part of, you know, our 867 00:31:36,069 --> 00:31:36,888 view on 868 00:31:37,200 --> 00:31:39,359 know, having an ecosystem, which is the more 869 00:31:39,359 --> 00:31:42,079 of our solutions you're using together, the more 870 00:31:42,079 --> 00:31:44,240 powerful, you know, the whole platform becomes. 871 00:31:44,880 --> 00:31:46,324 You That's 1 of actually the pain pinpoint 872 00:31:46,324 --> 00:31:48,308 that we find a lot inside a bank 873 00:31:48,308 --> 00:31:50,610 is they've got lots of different systems that 874 00:31:50,610 --> 00:31:52,039 do lots of different things, but none of 875 00:31:52,039 --> 00:31:53,229 them talk to each other. 876 00:31:54,358 --> 00:31:55,953 And so you get a very dis disoriented, 877 00:31:56,033 --> 00:31:56,910 you know, experience. 878 00:31:58,904 --> 00:32:00,898 So if you can kind of harmon it 879 00:32:00,898 --> 00:32:02,196 and bring that all 880 00:32:02,733 --> 00:32:04,579 into technology that works well together, 881 00:32:05,373 --> 00:32:07,834 then, you know, the advisers experience is a 882 00:32:07,834 --> 00:32:10,057 lot more efficient and the client isn't left 883 00:32:10,057 --> 00:32:12,041 with, you know, shock on their face about, 884 00:32:12,200 --> 00:32:13,488 like, why they have to do the same 885 00:32:13,488 --> 00:32:14,126 thing 3 times. 886 00:32:15,641 --> 00:32:18,353 But these clarify does sig fig have a 887 00:32:18,353 --> 00:32:19,890 proposal generation capability 888 00:32:20,267 --> 00:32:22,420 that advises can use to generate proposal. 889 00:32:22,993 --> 00:32:25,061 Start to finish, including portfolio compare? 890 00:32:25,937 --> 00:32:26,494 Including, Yes. 891 00:32:28,244 --> 00:32:29,676 Excellent. Can you share how many of your 892 00:32:29,676 --> 00:32:30,551 advisors are using that? 893 00:32:32,958 --> 00:32:34,077 I don't know off the top of my 894 00:32:34,077 --> 00:32:35,136 head. It's probably 895 00:32:35,675 --> 00:32:37,513 pretty close to all 6000. 896 00:32:38,711 --> 00:32:39,850 It's a very 897 00:32:40,244 --> 00:32:42,242 common part of our workflows, you know, not 898 00:32:42,242 --> 00:32:44,799 trying to... That sales process. And what percentage 899 00:32:44,799 --> 00:32:47,437 of your clients are banks versus broker dealers 900 00:32:47,437 --> 00:32:48,236 versus R. 901 00:32:51,607 --> 00:32:55,044 The vast majority of our partners are banks 902 00:32:55,044 --> 00:32:56,242 and wealth management firms. 903 00:32:59,613 --> 00:33:01,072 We tend to 904 00:33:01,611 --> 00:33:02,910 not serve 905 00:33:03,369 --> 00:33:04,408 individual Ra as much. 906 00:33:05,287 --> 00:33:07,045 You know, we we are an enterprise software 907 00:33:07,045 --> 00:33:08,813 company, So we tend to serve, you know, 908 00:33:09,609 --> 00:33:10,723 institutions are a little bit larger. 909 00:33:12,393 --> 00:33:14,803 Sometimes, I cringe when I say that because 910 00:33:15,115 --> 00:33:17,835 our solutions can just as well serve an 911 00:33:17,914 --> 00:33:18,414 Ra, 912 00:33:19,674 --> 00:33:21,434 but our go to market machine, you know, 913 00:33:21,595 --> 00:33:23,515 the the the team at Sig fig that 914 00:33:23,515 --> 00:33:26,391 is out. Talking to the industry and seeking 915 00:33:26,391 --> 00:33:28,773 new clients and onboarding them and integrating all 916 00:33:28,773 --> 00:33:29,567 the technologies, 917 00:33:30,519 --> 00:33:32,663 you know, they tend to focus on, you 918 00:33:32,663 --> 00:33:32,822 know, 919 00:33:33,631 --> 00:33:34,425 institutions that are bigger. 920 00:33:35,616 --> 00:33:37,205 And so 1 day, you know, I'm sure 921 00:33:37,205 --> 00:33:39,349 we will find a scalable way to serve 922 00:33:39,349 --> 00:33:41,390 our. We would love to serve ra, but 923 00:33:41,748 --> 00:33:43,740 our go to market motion that's tended to 924 00:33:43,740 --> 00:33:44,695 focus on, you know, 925 00:33:45,413 --> 00:33:46,209 firms of scale. 926 00:33:49,328 --> 00:33:51,630 And on that note, Mike, you have said 927 00:33:51,630 --> 00:33:54,329 it all were out of time. Our listeners, 928 00:33:54,726 --> 00:33:56,948 find out more information about sig fig. 929 00:33:57,757 --> 00:33:59,026 Yeah. Sig fig dot com, 930 00:33:59,740 --> 00:34:01,486 was where you can kinda fund it all, 931 00:34:01,644 --> 00:34:01,961 and 932 00:34:02,993 --> 00:34:05,294 you know, if anyone is interested in, working 933 00:34:05,294 --> 00:34:05,611 with us. 934 00:34:06,263 --> 00:34:08,257 Feel free to reach out, and we'd love 935 00:34:08,257 --> 00:34:09,294 to have a conversation with you. 936 00:34:10,490 --> 00:34:12,644 Fantastic. Mike, thank you so much for being 937 00:34:12,644 --> 00:34:12,804 here. 938 00:34:13,601 --> 00:34:15,036 Yeah. Thanks for having. It's been fun. 939 00:34:17,201 --> 00:34:19,267 Hey. It's Craig again. Here are my top 940 00:34:19,267 --> 00:34:20,857 3 takeaways from this episode. 941 00:34:22,367 --> 00:34:24,513 There's some new features and products that have 942 00:34:24,513 --> 00:34:27,332 been released. By Sig fig, including the engage 943 00:34:27,547 --> 00:34:29,852 virtual meeting product, which has some pretty cool 944 00:34:29,852 --> 00:34:32,418 features, and their portfolio compare 945 00:34:33,124 --> 00:34:35,821 tool as well as trust and state planning. 946 00:34:36,614 --> 00:34:38,359 They've got some things on the roadmap which 947 00:34:38,438 --> 00:34:40,603 Mike talked about, I was impressed that sig 948 00:34:40,603 --> 00:34:42,601 figure up to 50000000000 in Au, 949 00:34:43,320 --> 00:34:44,598 1500000.0 950 00:34:44,598 --> 00:34:46,696 end investors and 6000 951 00:34:46,835 --> 00:34:47,235 advisors. 952 00:34:48,129 --> 00:34:50,067 Also thought has unified desktop 953 00:34:50,526 --> 00:34:53,403 adviser workstation of the future comments were interesting, 954 00:34:53,803 --> 00:34:55,161 and some of the things they talked about 955 00:34:55,242 --> 00:34:56,600 Ai. Now, Mike, and I disagree read a 956 00:34:56,600 --> 00:34:59,009 little bit about Ai taking jobs or not 957 00:34:59,009 --> 00:35:01,163 taking jobs. Mike said they won't. It just 958 00:35:01,163 --> 00:35:02,120 shift them to something different. 959 00:35:03,077 --> 00:35:04,513 I said, it will take jobs, but it'll 960 00:35:04,513 --> 00:35:06,507 create new jobs, which maybe is a bit 961 00:35:06,507 --> 00:35:07,065 of the same thing. 962 00:35:08,039 --> 00:35:09,800 Well, you've made it the end of an 963 00:35:09,800 --> 00:35:11,880 another episode of the Wealth tech today podcast. 964 00:35:12,039 --> 00:35:13,960 Thanks for listening. Before you go, head to 965 00:35:13,960 --> 00:35:16,851 our website az dot com. Scroll to the 966 00:35:16,851 --> 00:35:18,523 log on the homepage and sign up for 967 00:35:18,523 --> 00:35:20,830 our newsletter. Once a month you'll receive an 968 00:35:20,830 --> 00:35:22,820 email chuck for the Wealth management goodness news, 969 00:35:23,297 --> 00:35:23,775 information updates. 970 00:35:24,491 --> 00:35:25,606 You will not be disappointed. 971 00:35:26,177 --> 00:35:28,405 Thanks, skin and talk to you all again 972 00:35:28,405 --> 00:35:28,882 next time.