YOU DON'T NEED TO GO VIRAL: How Financial Advisors Build Eight-Figure Practices With the Right Audience, Not the Biggest One

Success was not supposed to feel this way. You're building a valuable financial advisory practice. You're hitting the numbers. So why do you feel like the business owns you? You didn't become a financial advisor to be stressed. You wanted more money, more impact, and more freedom. Welcome to Deca Millionaire Decoded, the show for financial advisors ready to dynamically scale their practice past $10 million in enterprise value. The strategies we decode work in one of the most regulated industries on the planet. So for those of you who are not a financial advisor, you can apply these strategies directly to your business as well. Hi, I'm Justin Goodbread, bestselling author, keynote speaker, and relentless coach. If you're ready to build a business that works for you, not because of you, you're in the right place. Let's decode the path to DecaMillionaire status together. Hey, I want to take you way back. December 17, 2017, I launched Heritage Investors. It was a Tennessee-based registered investment advisory practice. And immediately, I leaned into YouTube. And YouTube changed my life. I wasn't chasing trends. I wasn't trying to become famous. I wasn't trying to get tons of subscribers. I was simply speaking to my particular avatar's pain points. The questions they were asking me in the meetings, we were regurgitating those and giving them a voice in the internet. I didn't have a fancy strategy. I didn't have expensive equipment. I took a cell phone. I wasn't worried about trends. I was simply giving a voice to the audience. You know what happened? My clients, my tribe, they saw it and they said, this guy in Tennessee has already been thinking like me. He's answering the questions that I have. And they began binging. Dude, what happened next is history. So how can you unlock the power of YouTube for your particular practice? Ready? It's gonna get good. Here we go. The vast majority of advice that we consume as financial advisors were never meant for us. It was meant for entertainers. It was meant for content creators who have to make their income from YouTube. They have to go viral. You don't. They have to go viral to make their paycheck. You earn your income by managing money and doing financial plans. It's a different world. Their world does not have enterprise value connected to the same degree that our world does. Your advisory practice can have a multiple of 6, 7, 8, 20x. Theirs doesn't. So why in the world would we as financial advisors lean into what the gurus say? Doesn't make a lot of sense. Years ago, in December 17, 2017, I launched my registered investment advisory firm called Heritage Investors in the state of Tennessee. No clients. Cold turkey. Walked away from a quarter million dollars of take-home pay of an advisory practice, but I leaned heavily into YouTube. Because at that point, and even today, financial advisors misunderstood. They were scared about it. They didn't understand how the compliance world worked around it. They just didn't get it. It was something I was willing to roll my sleeves up on and wrestle with it so that I could win in that game. You know what happened? 49 months later, eight-figure valuation. The company acquired us. We put a YouTube in place. 18 months later, 3x the value of the firm. YouTube is a powerhouse, but only if you understand how to use it. And candidly, most of the gurus, most of the financial advisor coaches out there, they don't know how to play the game. They've never sat across a table from the regulators. They never had to submit a video to compliance with all the red things on it. They don't know that. They tell us to do things that work for the entertainment industry, but not for us as financial advisors. We're playing an entirely different game. So why logically do we listen to people that's never done it? Yeah, I scratched my head on that too. Maybe it's because we don't know any better. So if we don't need to go viral on YouTube, then how do we as financial advisors properly use YouTube to radically scale the value of our companies? Ready? Here we go. I think we understand that YouTube as a content creation space is about education or entertainment. Last week, for example, our Traeger grill, which by the way, I love Traeger grills. I'm not a real propane grill type person. To me, it dries the meat out. And charcoal to me is the best, but I don't like to wait for the charcoal to get down. It just seems messy to me sometimes. But my wife and I, we love this little wood pellet grill made by Traeger. And we've had it for years, never had a problem with it. And then last week, the timer went out on it. my 14 year olds here at home. I was like, Hey Jude. Hey Jude. Hey Jude, let's fix the grill. He's like, how do I do it? Go to YouTube Academy. You ever said that? Go to YouTube Academy. We fixed the grill using YouTube Academy. My 14 year old did. That's the way that the majority of us use YouTube. In fact, it's not about the things that the gurus say. So there are two ways to which we can view the game of YouTube. I'm going to call this the content build phase. And there's two ways. So let's use red as the wrong way and green as the right way. The red is what the pros say. The gurus say to do this, and I'm going to say it doesn't work for you and me. So the gurus, we've got to love them, don't we? See, they tell us that whenever we build our format out, we have to format them so that we go viral. We've got to get tons of views. We've got to get hundreds of thousands of downloads. We've got to see your subscriber channel constantly get more and more subscribers because the more subscribers you get, the more eyeballs you're going to win, the more you win the game. Well, that's not the game we're playing. We don't have to go viral. We just have to teach what works. We don't have to get an audience of 100,000. We have to get an audience of a few. Think about this. Let's set the foundation on that particular statement. The reason why they need millions of followers and hundreds of thousands of downloads is because they rely on their check, their income to come from the platform, YouTube or Google. You don't. You get your income from managing assets. You get your income from doing financial planning. Their world is very difficult to build enterprise value because it's often around the owner centrality. Your world is very easy to build enterprise value. You can build a firm that has six to 25 X multiple of EBAC or EBITDA. So why would we take and apply the principles that's not even the same game that we're playing? It's like trying to play baseball with hockey rules. That makes no sense. But yet that's what the vast majority of financial advisors do. So we don't have to go viral. We just have to teach. And by the way, you're a great teacher. You do it every single day. That's what you get paid to do. So it's not that hard. So we're formatting things. We don't have to go viral. We have to teach. The other thing they tell us, the gurus say, which they're wrong, is they say that we have to entertain. We have to be lively. We have to have a lot of charisma. We have to have fun and stories. We have to be able to spell. We have to be able to entertain, right? That's not the case. There was a movie when I was growing up called Ferris Bueller's Day Off. Maybe it's a classic movie. Maybe you've seen it. And Ben Stein, the famous economist, very powerful economist of the 80s and 90s, he's sitting there in a classroom. He's going, Bueller, Bueller, Bueller. You hear that? It's classic because it's comical. Do you realize that you literally can be Bueller? You can be you. I can be me. And it's okay that we're not funny or charismatic or good looking or perfect on camera or don't have the right tonation. It's okay. Because whenever we're over here working on what works for us in advisory practice, it's not about being entertaining. It's simply about solving problems. And friends, I got to believe this. You're a master at solving problems. You do it day in and day out for your clients. That's what works. We don't have to change. You just have to do what you're already doing. They say, they say that we got to copy the trends. We have to copy what's actually out there working. If they're doing it and it works, we got to copy it and we got to implement it. I disagree. All you got to simply do is pull from your real life experiences. What did you actually have a conversation around last week What success did your client have based on the advice you gave last week It that easy We overcomplicate it So they say that we have to format a certain way and I disagree They've never built an advisory practice. They've never sat across from a compliance officer. They've never sat in front of a client whenever they're going through the best times of their life and the worst times of their life you have. So when we talk about formatting, pretty simple. They're wrong. This works. That doesn't for us as financial advisors. The other thing they tell us is we have to be specific with our topics. What they say to do is that we have to copy our competitors' top videos. So like if I see these other financial advisors out there and they have a video that pops off, I need to steal that content or take that idea and regurgitate it from my world. Hogwash is what we say in the South. In other words, BS, that ain't true. Every single day, you are answering questions for your clients. Every single day, your targeted avatar is in front of you, begging you for advice, for insight, telling you their pain points. That's what matters. It doesn't matter what your competition is doing. It doesn't matter what I'm doing. It's the game that you're playing. It's the firm that you're building. I have this certain belief. I believe, as a Christian, that you and I are fearfully and wonderfully made. Believe that. You have a unique DNA that I don't have that no one else in the world has. You and I have experienced things that no one else is going to experience. Have you ever rescued somebody that was drowning in a river? I have. That's an experience I've had. Not many people have had that. Have you visited six countries this year? I have. Not many people have experienced that. Can you spell? You probably can. I can't. That's okay. That's my life. What makes me unique? We have different experiences. That is what matters. So you don't have to copy the videos. you just have to answer the questions your clients are asking because they're coming to you for advice around that particular topic because you have a certain syntax a certain way of thinking about it you share that what they say to do gurus again they're wrong what they say to do is we have to chase keywords we have to use fancy software out there and figure out what the algorithm is going to be working around like if it is this la croix by the way today is bought to you by rice cranberry la croix so what the core is using what is their keyword we're going to use that no Oh, no, it doesn't matter. What matters to you or what problems are you solving for your clients? What problems do you see a pathway through that every single day you're a master on that your clients will want to hear about? That's what works. It doesn't matter what the keywords are. In fact, this particular point right here is so damaging to financial advisors. So damaging. What it makes us sound like is AI nonsense. Here's a soapbox moment. I am sick and tired of AI automated comments in my social media feed. Done. I said it. You're unique. I'm unique. Now, AI is a tool, but we shouldn't lean on it. The day that you start leaning on the keywords that somebody else is doing is the day that you turn your entire content creation over to AI. That dog won't hunt, friends. It doesn't work. You are solving problems every day of your life. You're solving problems for your clients. That's what your tribe wants to hear about. And you're already a master at it. So you want to become a Deca Millionaire, but you're just not sure. You're just not sure if good bread here has what it takes to help you scale your financial advisory practice super quick. I'm going to offer you a workshop to you. We have these every single month where I give my best, my best of the best over a two hour live coaching program. But let me tell you, they sell out stinking fast, man. They are gone before you can shake a stick at it. So if you want to learn my secrets to marketing, my secrets to converting, my secrets to building systems, my secrets to hiring other advisors, my secrets to radically scaling and having the most amazing life possible, then friends, you got to check out the workshops. Click the link below. But again, I'm telling you, you better act. They sell out super fast. They tell us that it's all about copying videos and it's about keywords. No, friends. They also say that we have to have a broad appeal, that you got to be a little bit vanilla here. You can't offend this person. You can't offend this person. Hey, I played that game. Whenever I sold Heritage Investors to WealthSource, the company at that point did not want me doing a few things. Here's a few things they didn't want me doing. Don't mention Jesus. Don't talk like a Southerner. No sharing experiences around hunting or fishing and those things because it can offend somebody you don't like hunting or fishing. You know what happened? Our social media channels, our follower base, went from hundreds of thousands of followers to less than a thousand. Nine months time. Because I sounded just like everybody else. See, they tell us that we've got to go broad. Friends, I'm going to tell you, but I use Reddit here, this is the right thing to do, is you want to go as narrow as possible. Pick that one avatar and get so tight around that one person. There are problems that you can walk into a room and you can see them. It's funny, I've shown my team how to do this. My team, by the way, is rock stars. They have watched so much of my content. And then my friend Dalton, who runs the camera, he was with me at an event. He's like, Justin, there's one of our avatars over there. There's one over there. You can see it because it's so narrowly focused. So what happened is whenever I bought Financially Simple back for a dollar, sold it for some figures, got it back for a dollar, I began being Justin again. I began talking about Jesus and Bible. I don't have a problem with that. That's who I am. I began talking about shooting guns and going mud bogging and deer hunting and wearing flip-flops and T-shirts and being who I am. Taking videos on the tractor, shaking videos of me hunting and fishing, sharing things like my son and I fixing the grill the other day. You know what happened? The followers went, boom, through the roof because I'm unique and authentic. Well, Justin, aren't you afraid of befitting people? Not really. You know what I've discovered? It's people that have different viewpoints than me on politics, on religion, on money, on a number of things. There's a mutual respect because they know where I stand and they still come. We have clients that we coach right now that don't align with me in any way, but they respect me being authentic. And all they're seeing is that I've narrowed my focus. And as I've narrowed my focus, the tribe gathers. And as the tribe gathers, friends, I'm able to speak life unto their world. And they raise their hand and say, hey, can you work with me? See, the gurus are wrong. Gurus, they talk to those individuals that can't offend people. You can. In fact, let's mention a name just for fun. What's the first thing that comes to your mind? Dave Ramsey. like him or hate him, agree with him or disagree with him. He's built a business and impacted millions of people that most of us will never do. Why? Because he took a polarizing position on a topic that most financial people disagree with. That's fine. And he stuck to his guns and we can respect him. We may not agree with him a hundred percent, but we can respect him because he went narrow. Do you want to build a practice that has high enterprise value? Or do you want to be a content creator? We're teaching our clients how to become decamillionaires. In order to do that, you've got to narrow your topics. Okay. The gurus also mess up on the scorecard. I like watching sports. And the other day I was watching an event and the commentator kept referring to the scoreboard. It was a baseball game. So they were talking about how many runs are in, where the people were on the bases, what the strike to ball count was, et cetera. How many hours it was. I kept referring to the scoreboard, which had all this data on there. Whenever we listen to the gurus about YouTube, the gurus will tell us that what really matters, what really matters is our subscribers. We got to get our subscribers up. So we got to be broad. We got to resonate with a lot of people. We got to get a ton of subscribers. I disagree. The reason why they have to have millions of subscribers is because they have to have millions of downloads and they have to have millions of downloads because their income comes from Google. In this case, as we're talking on YouTube, it's equated directly to the number of downloads and time on video things of that nature That doesn matter to you and I Here a challenge for you Go back and look at my YouTube channel on the earliest videos We actually left them up intentionally for you to see These were the videos that I was recording whenever we were scaling our financial advisory practice. And what you're gonna see is it doesn't have hundreds of views. Some of them have nine, some of them have 65, some of them have 200. There's a few that have hundreds of thousands that we were playing with virality on, but the viral videos never brought us a single client. The videos that had the least number of views brought us the most number of clients. It's backwards to what the gurus say. So they tell us that we have to have a lot of subscribers. They're incorrect. We don't have to have a lot of subscribers. We have to count the number of discovery calls that come from our videos. Let's just pause for a moment. Whenever you look at your practice right now, whatever your marketing is, are you actually tracking the number of people who raise their hand and say, hey, I want to work with you? We can do that on YouTube. So we need to track discovery calls. The gurus say that not only do we have to have millions of subscribers, but we need millions of downloads. We need as many downloads as we can get. In fact, I actually fell prey to this here about two years ago. Whenever I got the podcast channel back, at the time it was called Financially Simple, I changed it to the Justin Goodbrass Show because I wasn't sure exactly what I was wanting to do. And I hired somebody to give me some thoughts. And he's like, Justin, if you follow this formula, we'll get you a thousand views per video. Sounds good. I need to get a ton of views, thousand views per video. Not one of those videos has ever brought a client to us. Not one. Didn't matter. It's not about the millions of followers. It's about having your perfect avatar bend your content. It's about having that person on the opposite side that looks at your world, your flavor, your syntax, your communication skills, and says, I need this person to help me. You don't have to have a thousand people watching your videos and your hand pull. Well, I don't know, Justin. That seems kind of fishy to me. Okay, let's flesh it out a little bit further then. If you are paid $5,000 to go and talk to a room full of 100 people that were your idealistic avatar, I'm talking about these people, whatever your avatar may be, $3 million net worth of investable assets and looking for an advisor. If you could stand in front of those 100 people, would you do it for free? Heck yeah, I'd probably pay to go do that. Most of us would say, wouldn't it be amazing if you could take that same YouTube video, put an evergreen content out that puts it in front of those same 100 people to where they listen to you. You don't have to pay for it. And now those 100 people start raising their hands systematically over time. You could handle that. You could not handle 100 of your idealistic clients coming in next week. Whenever you build what works right, it's not about getting millions of people. It's just about getting the right people to watch your videos. And you only need a few dozen. Let me drop the mic on this one for you. Look at the number of views that we have on our videos right now on our channel. It's not hundreds. Most of them, 30, 60, 80. We have a few that kind of move up a little bit, the 200, 300, 400 views, but the vast majority, 20, 30, 60. Justin, that hardly seems even logical. I hear you, but over the last year, look at the view Cal or our channel, just look down below. We have closed seven figures in revenue. Friends, you don't have to have millions of views. You have to have the right viewers viewing your videos. Okay, the gurus obviously are wrong. Here's the last part they're wrong in, is they say that everything we do has to be for virality. I disagree 100,000%. It doesn't matter about virality. What matters most is will this person call you for help? Can they watch you on a screen, say this individual, the person who I'm watching the video on, they can solve my problem. That's what we measure. Last week, we had two individuals watch our video and they walked through our system and they said, Justin, it feels like I know you. I know about your family. I know about your animals. I know about your faith. I know about the way you like to hunt and fish. I know that you have a garden. I know you like Kubotas and you like Remington's and you won't drive a Massey Ferguson and you won't shoot a Winchester and you like a Ford. They know all these things about me because this is who I am. And they say, but I think you can help me because you've been there, done that. What's fascinating for most of us on YouTube as financial advisors is the gurus have it all wrong. Pause for a second. Have you listened to the gurus? Maybe you've gone out and ventured into YouTube a little bit or other video contents. You've taken what they said and says, man, this doesn't work. It doesn't. So can we put a big fat X through that? Because the Googers are wrong, friends. For someone who has been there, done that, somebody who has actually built practices of eight and nine figure valuations and helped hundreds of businesses grow to eight figure, nine figure valuations, this works. So let me say, Justin, man, I hear what you're saying, dude, but I just don't know. Let me give you some summary points here. We've been taught that the videos with the most views generate the most sales. When in fact, the videos with the most views have the least number of sales. The reality is, is that the videos with the fewest views give us the most sales. That seems wrong, doesn't it? The reason why is because those individuals who are on those small view videos are looking for one micro solution. And you happen to resonate with them and they go, oh my goodness, this individual is that granular? I need to talk with them. Last week, we specifically looked for how to replace the control panel on a Traeger 28 inch grill. There weren't millions of videos around that, friends. You know what came up? Three videos that had the exact title in there. And we took one of the videos and my 14 year old was able to take it and replace the time on the grill. So it's not about trying to get millions of views. It's about being hyper specific to the problem that your avatar has because they're already looking for it. You just want to be the person that you see. That brings me to this. You don't have to have tons of videos. 15 hyper-specific videos is greater than 200 general, charismatic, highly produced, off-the-chart videos. So it's not about that you need hundreds of thousands of videos. Justin, you've got thousands of videos on your YouTube channel. Yeah, I've been doing it for nine years. It's not about that. In fact, as we narrow down the videos to get narrower and narrower and focus, get the least on reviews, generate the most sales. So you can get 15, 20. You can record a video a month and a hyper-targeted video will bring you more revenue to your advisory practice than 200 trend-chasing titles. The gurus are wrong. This works. It's not about putting out entertainment, being the beautiful face on the screen. It's not about that. It's not about having perfection, having the best camera equipment or the perfect lighting. Friends, I'm in my living room with a pad and some cards and some markers and a little microphone that costs a couple hundred bucks, iPhone camera, a little road system. We're talking maybe $500 in equipment here, but that $500 equipment has generated over seven figures in revenue in the last 14 months. It's not about being perfect. It's about solving one problem for your specific targeted avatar. Okay, Justin, I hear you, man, but man, I think I'm going to run out of content. That's the number one excuse. Yes, I said excuse. The number one excuse is keeping you invisible. You want more clients. You want more of these clients. If you had a hundred of your targeted avatar men, I could rock their world and my financial woes would be solved. Perhaps. But in order for you to move from invisibility to being visible and viral, you have to be specific. Whenever I come off the stage, I love speaking to financial advisors. I think this year we've got like 15 different speaking engagements on national platforms, at local broker dealers, at RAs nationally. I'm speaking at another registered investment advisor with like 70 or so advisors here in a few months. Whenever I come off stage the number one question I going to get is Justin how in the world do you create so much content Maybe you say that yourself I hear you Justin I not scared about being in front of camera I not scared about the lights camera action I not scared about being me but dude, I think I'm going to run out of things to say. Number one excuse I hear. Not that hard, friends. Let me show you a secret. There are three sources of content that you have access to today that if you simply pop the top, if you will, you'll have more content than you know what to do with. Let me show you these three content sources. Number one, you did it. You did it. You've done it yourself. You know what? My son could probably shoot a video on how to change the master timer on a Traeger grill because he did it. He could show you which screws to take off, which clips undo, how to put the new one in there, how to put it all back together, how to test it because he did it. You've done some things, maybe just maybe some things that you personally practice. You can talk about just this morning. I was on LinkedIn, my favorite place to peruse, because I love to see the ignorance of financial advisors. And by the way, ignorance is not a problem, it just means unlearn. This individual, he said, how in the world do I get a client to do a Roth conversion? That was the question. I didn't. I was so close to my brain. I probably should. I just, I don't like talking on other people's channels. But I wanted to say, have you done a Roth conversion yourself? That was the question I wanted to ask. I may go back and actually put that there. because if he had done a Roth conversion himself, he would know the emotions that that individual is going through when it comes to, if I do a Roth conversion, I'm gonna pick up additional taxes. How did he wrestle with it? He never done one. He was trying to teach somebody something he had not done himself. Friends, content is easy. What have you done? What have you done around the financial problems that concern you? What type of planning have you done for your own person that you think your avatar needs to do? What have you done? What experiences have you lived? Do you realize it's not always about the technical? You may by now see that I integrate a lot of my life because it's who I am into my business. Your clients want to know who you are. What have you done fun and sexy in this last little bit? I am about to go to the northern part of Alaska, the Arctic Circle, and go bow hunting for caribou. Never done it before in my life. It's a dream hunt of mine. I'm going to go spend 10 days with a backpack in the tundra hunting caribou with a bow and arrow. Yeah, real thread-nosed reindeer, here I come. I'm excited about that. You can bet that in the future episodes, you're going to hear about that because I've done something. So what have you done that's exciting? What have you done that your client would resonate with? So number one, you've done it. Number two, this is rocket science. I'm telling you, it's so hard for us to do. Your client did it. You told your client to do something, they did it, and these are the results. How many of those stories do you have? It's not that hard, is it? Not that hard when you think about it. You probably just last week in a meeting had some successes that your clients leaned on your advice. They had a breakthrough, whatever it was. You can simply talk about that and how other people are wrestling with the same things. You can talk about their decision-making process, the things they struggle with and the activity of it, and the results thereof. That's your clients did it. Now you got a lot of those. Number three, this is my favorite. I love this, by the way. Number three is you, you and me, by the way, are in pursuit. Years ago when I launched my RAA, I was sitting at a FPA conference in Minnesota, and Rick Edelman, one of my heroes of our industry, was sitting there, and he and I were talking just briefly, told him what I wanted to accomplish. And he said, he didn't use these words, these are my words, but he said, Justin, when do you want to go pro? What he was alluding to, he said, Justin, when are you going to quit playing the game of an advisor and actually build an advisory practice? I literally told him, I said, Rick, I don't know how to do that. And he recommended it to hire a coach. So I looked around for somebody who had been there, done that. Somebody who could help me radically grow a company super fast, not make dumb mistakes. I knew it was going to cost me some money. Didn't know how much. So I found an individual who had been there, done that. And I met with him at his private residence. And he said, Justin, I'll take you on as a client. You're going to pay me $10,000 a month because you need to. His exact words. I went, excuse me? Now at that time, friends, I just walked away from a quarter million dollars of money. Even that, $10,000 a month, $120,000 a year, seems like a lot of money to anybody. And I had two employees that I didn't know how I was going to feed and my family who I didn't know how I was going to feed. So I had to figure out if I wanted to work and get the results that he was going to teach me, how would I compensate him or need our agreement? So I went out to five business owners and I said, look, I don't know what I'm fixing to do, but I want each of you to pay me $2,000. I'm going to pay this guy $10,000. Whatever he teaches me, we'll have a private session like a mastermind and we'll all implement it together. They agreed. We were in pursuit of something and we began talking about it. In fact, if you go back and listen to my podcast, or you go back on the YouTube channels, if you go back on the early videos, you're gonna actually hear me what I was pursuing and what I was documenting. What my coach was teaching me, I was teaching them and I was documenting it. You know what happened? The financial advisory practice scaled rapidly. All of their businesses scaled rapidly. Within 48 months, all six of us at that point, all six of us each had valuations greater than eight figures because we were documenting what I was pursuing. So let me ask you, what are you pursuing? What wisdom are you gaining that you can teach somebody else that's important to them? Friends, there's more content than you know what to do with right now at your fingertips. So the excuse of what am I going to talk about? How do I put this in front of the right person? It doesn't matter. Those are all excuses that keeps you from reaching your goals. Let me tell you what doesn't count because most advisors make this deadly mistake. What doesn't count for a source of content is something you read about, something, a credential provided to you, or some other person's experience. Those don't count. It doesn't seem like those are valid. I know it seems that way. Remember I said earlier, you're unique. You're wonderfully made. You have the DNA of only one. If you're using something you read about, It's not your experiences. You didn't do it. Your client didn't do it. You weren't participating and you weren't in pursuit of it. Your clients don't care. The algorithm doesn't care. They care about you. The client cares that you can connect with them. Not what you read about somewhere. Not what you just learned in a credential. No, not what somebody else experienced in some third-hand story. That does not work on YouTube. Doesn't work for most of us anywhere. What's fascinating to me, because I see it all the time. In fact, go back and watch this now that I'm going to say this. You go on LinkedIn any day of the week and you'll find somebody who earned a new credential and they'll take a little bit of education about that credential and they'll go out and shout it to the world that I can now solve your problems because I have this education. Hogwash, that dog won't hunt. That's a load of hooey. Whatever the Southern saying you can put there, friends, that's just BS. It doesn't count. What counts in the YouTube world is, did you personally do it? Did one of your clients do it that you're a part of? Are you actively doing something? That's what matters. Like Justin, I get all this, man, but how? Well, this is actually what we teach our coaching clients in our Million Dollar Advisor program and our Club Deca. Every single week, one of our clients is pursuing new avenues and they're landing more and more and more revenue because they understand all the methodology that's underneath this. We're in the weeds today, but there's a lot more down here that you have to put in place to make all this come to be. Friends, I want to see you succeed. I came back into the financial industry to help financial advisors drastically move their revenue from below 3 million to decamillionaire status in a very short timeframe. If that's you, continue to watch. Till next time, y'all make it a great day. Hey friends, if you found this concept today amazing and helpful, directly impacting your practice, do something very easy. Take your finger and go over and hit that little five star right now. Yeah, you see it, yeah, the five stars. Hit that for us. It helps us and it helps us help you. Our mission is to bring you the most relevant content so that you can apply it to your particular practice and radically break through the resistance and achieve DecaMillionaire status. Thank you so much, friends, and we'll see you next time.