Welcome to our presentation of driving the fiduciary flywheel. I'm Mike Wilson. I head up Orion Tech suite here at Orion. I'm joined today by two of my colleagues, Rick Williamson, who joined us from Redtail. Rick probably forgot more about Redtail this morning on his way to the car. Than just about anybody on Earth knows about Redtail. So it'd be awesome to to hear what he has to say about Redtail and how it's powering this journey. And I'm also joined by Brian Nelson. Brian has a really interesting perspective. First off, he was an advisor himself for 11 years, so he he's got that in his in his belt, under his belt. But he also has been with Ryan now for several years on the product side of the house. So he's he's got. Very good insight into how the investment side of the house works. We've recently conducted a survey here at Orion of many of top advisors throughout the industry and this has validated what we've known for, or at least thought we've known for many years now. First off, more than half of you. Believe that that the lack of of integration between your applications is is the biggest pain point. You know we can go back in time and think about you know integration in terms of copying pasting from Excel to word or or from PowerPoint to back to to word or wherever it might be in the Microsoft realm. But today we're thinking more about a deep dive integrations where you enter. I don't know an investment objective in your CRM and that shows up in your proposal for example. And and these are the type of deep tide integrations that we're looking to build here at Orion. Another thing that that many of you have said, in fact just about half the respondents to a recent survey I've said is that you're noticing a growth directly, directly attributed to this deep integration. Which is really exciting for us and that again validates what what we're seeing at Orion and what we're trying to build out for you all at Orion. And last but but definitely not least is that almost every advisor that responded to our recent survey has told us that the amount of operational, the efficiency that they get on when their tech is integrated is, is you know hugely impactful to their business. And what this results in is, is invalidating our thesis regarding the fiduciary flywheel. The fiduciary flywheel powers the advisor client journey and it helps enable growth at scale. There's four key pillars in this flywheel in the in the framework that we've designed here at Orion, the first is prospect. This is where you're going to gather and attract new clients of course. And ideally the right clients, not just anyone. The second is the planning bit, which just like its name implies planning would be where you're going to run a financial plan, you're going to start to understand the goals that these investors have. We'll get into planning more more in detail but but the the next pillar here is invest. So now that you know who this person is and what their plan is or what their financial goals are and their investment objectives are. Now you want to marry an investment strategy to those goals and to that plan and and there's many different ways that we support that that feature that function rather inside of Orion we'll we'll cover those at least some of those today. And then the last but definitely not least is this a cheap pillar. The cheap pillar is where we go back and we we foster a relationship with the investors. They're already our clients. Now we're off, we're investing with them and for them and we're ensuring that everything we built for them is in alignment with their state and investment objectives that anything with their plan that may have changed, we want to get those updated. We're replaying any of the the performance that may have occurred over a certain period of time that that all fits in the achieved sphere over the course of the past several years and back going back to the origin of Orion. Orion has been building products and services that fit into each of these different pillars and there's many now right. So you're looking on the prospecting side, we have things like Redtail CRM and Redtail campaigns. Those are going to be two things that we cover specifically today during today's session. But there's also you know very exciting new things that we have in the in the world of BeFi20 that that you ought to be checking out and we're we're fired up about on the planning side of the of the equation. We've got Orion planning which covers the the financial plan and and goals and needs analysis components and the investment objective side. We've got a 3D risk profile, risk tolerance questionnaire as well as standard questionnaires. We're going to cover those two things in particular today along with the proposal that you're able to kick out for an investor as we move down and investing. Wow, there's there's many things obviously that we help with on the. Investing pillar, whether you're going fully outsource to OPS and using our Orion portfolio solutions used to be named FPJ Fund Choice or if you want to look at things like Orion OCIO, which is an outsource chief compliant Chief Investment Officer. But today we're going to focus primarily on the trading aspects, some on the risk intelligence side too, but really we're going to hone in on. On the trading components inside of the invest pillar and then last on the achieved side, of course this is foundational to what Orion has provided for many years to many of you and that's the portfolio accounting and professional services and business intelligence components that fill that that flywheel. You think about a flywheel again like you know one that comes to mind for me is the row machine, the first time you go hit that machine it. You know, it's, it's, you know, it takes a minute, right. It takes a lot of energy to get that going. Every time after that you get moving faster and faster and faster. That's what this fiduciary flywheel is meant to present to you. That's what Orion advisor technology and all of our wealth services are, are designed for us to help you drive your business, to grow your business at scale. One of my, you know, favorite analogies to look at here when we look at at driving these customer journeys is are the Disney parks, right. And I and I'm focusing on the parks in particular in this case. And you know I'm thinking like Disneyland, which is fairly close to me here in Southern California. Disney World might be closer to you. Of course that's out in Florida and you know what what I really like about. Disney is the experience that they provide to to all of us and that's the type of thing that we're trying to provide as advisors or you're trying to provide as advisors to your clients is this experience of of understanding your clients and and bringing them everything that they're looking for in terms of investment success. Disney's trying to do that in terms of you know enjoyment and and entertainment of course. I like what Disney has here is as their tagline as well where dreams comes true. And I would say like given the results of that survey that I showed you a few slides back, you know the dream come true would be to have this integrated experience. Many times we've been, you know, heard that referred to as the Holy Grail. That's what we're looking to do here for you at Orion's to provide you with this integrated experience from prospect to plan, to invest in to achieve. The first segment that we're going to focus on of course is the prospecting component of the fiduciary flywheel. And as I mentioned previously, we want to find the the right prospects, right. Not everyone's going to be right for you, but we want to cater to those people that are looking for your type of advice that match your criteria of course. And you know from that point you're going to want to drive a personalized conversation with these folks. Many attempts to win them as clients. I'm gonna go ahead and pass the mic over to to Rick Williamson at this point, who's gonna provide you with some more information specific to this pillar. Mike, thank you, man. I really appreciate that. Thank you for having me as a part of this. I love being a part of this. It's, it's really cool the way Redtail and and all of the people work that I have been a part of for 11 years of Redtail. I've been a part of people and relationships and and and it's just really, really cool to see that integrated in this entire flywheel aspect of it underneath one umbrella, one stack if you will. Now obviously Disney is very close to my heart as well. If you've ever seen me present before, you've probably heard me talk about how I did a college semester. Well, it was almost a year actually, in the Disney College program. I drink the Disney kool-aid very much and I love their methods. And we could be here for a very long time. We could have you sign up for some college semesters yourself, just to talk about how Disney gets people in their funnel, just how they, from the very first moment, latch onto that person and give them an exceptional experience. And one really interesting and kind of not talked about way that they do that because everybody talks about the magic and and Mickey Mouse and and what not. But I think what's really important is there's a, there's a quote by Walt Disney that is there is no magic in magic. It's all in the details. That is a quote from Walt Disney who's considered one of the most innovative imaginative people in the history of. Show, business, entertainment, what have you. But it's really important for everybody to realize that details are what make the magic. And a huge part of that starts when you get at the parks. You know, when you get to SeaWorld or universal or something like that, you park, you walk, you go. I I know there are different. There are different ways to get to the park. Almost all of them involve walking some distance. And with Disney. They make an experience that is not the most exciting thing in the world. Pretty awesome getting from your car to the theme park. And they do that by letting you park your car and then jump on the tram. Now, not every place has a tram, obviously, but most of them do. And the tram is is almost like the first ride that you get to go on before you even get into the park. You get that famous Disney announcer voice welcome you to the park. You get all of that stuff in a nice breezy ride. That the kids really enjoy because they're moving faster than usual, you really enjoy because you get to sit down a little bit and boom, before you know it, you are in the Disney Park and you are ready to roll. So think about that and think about the first moments that you have with your prospects. That very first interaction, that first e-mail. Let's use e-mail as an example. What is it like? What is that first interaction like? Is it a a blanket boilerplate message? Here's who we are. Here's how we can help you. Or is it something specifically designed for them with access to information that they want and that they need? And part of this whole process, the very beginning of it all, really ties into what Redtail does, and primarily Redtail campaigns. Now retail campaigns is a is a really amazing tool that we have that is all about customizing and allowing you to build that personal connection from scratch at the very, very beginning. And I shouldn't say from scratch, but what I mean to say from scratch is the relationship most of us don't have time in in our daytoday lives to be content creators, to be writers, to pull stats to. Whole valuable information that you can then send out to these individuals that they will again have a personal connection with. And retail campaign solves all of that for you. It does all of the content creation for you. It is a marketing and prospecting solution that is, it's powered by snappy cracking, but it is incredibly powerful in that it has that uniquely written content that you can tweak to fit your vibe if you want to fit your messaging and your wording if you want. But it's. It's fueled by information that saves you time and you can use it. You can use Redtail campaigns to target all different types of people. That's my one of my favorite parts about the flywheel is that you don't just have to use this stuff at the beginning or the middle or at the end. They're all going to be used together over the course of this cycle. So you might be prospecting on Redtail campaigns, that's great. Or you might be maintaining client relationships. That is a. Huge part of it being able to update people on where the markets are or where their investments are at, being able to maintain those relationships not only through campaigns but obviously through Red Tail CRM is going to be something that is incredibly powerful. So the fact that you have a tool that. Pulls in all of that information you gather from your CRM, all of the e-mail addresses and the organization methods that you have. First things, last things. All the rolodex info pulls that in. You don't have to enter any extra data, it's in there already. Allows you to market to them in a way that creates valuable content, meaningful content that they it's not just some boilerplate thing, it's not just pay. Here's our firm. It is specific to their wants and their needs that they track. Right. And then of course, being able to drive that through multiple campaigns, not just one e-mail, but through social media, through multiple e-mail, you know, through a chain if you will. It's not the the sexiest world in the in the world. It's not the nicest word in the world, but it allows you to build that together and build this relationship in a way that Disney does. From the first moment. So I love that this exists because anytime you can cut down on the amount of typing that you have to do, the amount of legwork that you have to do, and you can build a relationship strong from the first go, I think that's incredibly, incredibly valuable. Now obviously I'm talking about the people here, I'm talking about the prospecting aspect of it. But there is whole 3/4 of the fly we're left to go. And considering I am Ricky Redtail, I might not be the best person to talk about the planning aspect of it. So I'm going to toss it back to Mike. And he's going to roll us all the way through the planning part of it as well. Thanks Rick. So as we move back into the fiduciary flywheel, the next pillar we're going to talk about is planning and the the plan element. This is where we're, we're really going to start to know the prospect. We learn about their financial goals, of course their investment objective. Then we can get more personalized and Start learning some more things about, well, are they concerned about ESG, are there certain investments that they want to. Have in their portfolio or they don't want to have in their portfolio. We've really got to start to understand these these folks so that we can curate and and customize content and of course investments that are bespoke to them. Disney does this right out of the gate just like we're doing it at Orion with an app. You get to the park, you download an app and it starts asking you questions to of course start personalizing your experience directly towards. Exactly what was probably the best fit for you, you see this tailored recommendation section, that's not a mistake, right? That's very specific and and and very intentional that given your criteria that you entered about yourself, it's going to make a suggestion that most folks would want to go down. That's what we're trying to help you towards. That's how you build a a scalable and growth oriented practice and this planning. Process that we've designed for you at Orion is is you know, perfect for that. Whether you're using the the client portal to drive, you know, folks down this this path advisor Portal, perhaps you're using risk intelligence, perhaps you're using OPS. There's there's many different journeys that you can take to to fulfill the planning component. In this case, I'm going to really hone in on the advisor portal and proposal workflow. And so you'll see, we'll start right here, where inside of the proposal process you've got all these contacts and prospects rather that you've sent a campaign out to. In this case, you can see the Mickey Mouse family came flying across from a Redtail campaign for you. And as you move on, we can start to learn about Mickey and and his family's risk tolerance. I mentioned before that we have a 3D risk Tolerance questionnaire. Many of you are probably familiar with with that but you can see it. It covers three different key elements, risk capacity, risk tolerance and risk composure and it scales them according to to a scientific approach that doctor Daniel Crosby on our on our team has has put together for you when and when investor and you sit down and go through these questions. This is one of many. It will result in a risk profile and risk investment objective. In this case you can see it scores the 49 which be just about middle of the road and you can see how each of the different components of that 3D risk Tolerance Questionnaire were scored out. Then of course we want to see, you know, what are your goals in this case I, you know, kind of went through and you know, entered some information about Mickey and Minnie if they have any accounts. The other thing that's really important about this onboarding and this know you're prospecting a workflow is the ability to go out and grab held away assets. In this case with a prospect of course all these assets would be held away, but you can put this tool in the hands of an A prospective client and gather information about about them using aggregation. This is using Plaid in particular through. Through the advisor Portal and a proposal workflow. So the idea is the Mickey Mouse family would go out and and aggregate their assets and self authenticate, pull across their investments so that you as an advisor could start to immediately know what these folks are coming to you with. So again you can customize content, curate specific investments that that are matched directly with what their their needs and objectives they have told you about. Many other advisors aren't doing that today as you probably well know and the idea would be you go off and you build these proposed accounts that again are in alignment with their investment objective. You can see that before we we scored out and we said that this person that you know right in the middle of the road and and lo and behold we've created a a target asset allocation that's you know in alignment with their investment objective as we should. But I guarantee many folks aren't getting that type of service today. As we continue on, the next step would be to go often and build a proposal and you can see this is all an integrated workflow. You don't need to jump into multiple applications to do this. In fact, you only have 1 Orion right? The data comes from Redtail through the campaigns directly into your proposal workflow where you get your risk tolerance questionnaire, you get your in your financial planning information, you pick your models. And you get your proposal and you have this beautiful proposal out for that incorporates things like risk intelligence, right. And that has anything from stress testing to the intelligence on holdings that your style boxes in your country and your sector allocation whatever you might want that to consist of. We have our own templates but you can, you can flush out your own if you'd like of course you get your, your financial planning components on the back end to say all right First off. Call me you know is your is your model portfolio is it in alignment with your stated investment objective. We've created one we showed you before that is right your growth with income and and we found a model for you and by the way does that proposed plan doesn't meet your goals and here we've been able to show that as well. So that's that's the the win win right. We've created a an allocation for you an investment strategy that's. In alignment with both your financial goals and your stated risk, comfort or your investment objective. Once we know all this great information about the investor, about the prospect, we know their goals, we've got their information about their investment objective. We know if there's any type of constraints they might have around investing in certain industries or sectors or individual investments. Now we need to go off and we need to execute investment strategies that align with their their objectives and there are many ways to do that. Of course at Orion you could do that with with Orion portfolio solutions, you could do that with our OCIO offering. You could do that directly yourselves by using our Eclipse trading tool and we're going to cover that in a couple minutes here. But but the key again is that we're finding that alignment in this pillar with what we've learned about these investors through both the prospecting and the planning phases. Disney does another great job of this, no surprise, right, where they help us to make the investment in this case and which ride we're going to go on next. So there's all these different types of criteria. They'll say like, okay, well, here's how long it's going to take to go on this ride. Here's how tall you have to be to go on the ride, so on and so forth. It helps you make those decisions and and to help you plan your day to to make your experience a good one. Something I do want to point out too is, is this lightning lane? I'm not sure if any or all of you have chosen to go that path, but but you know that that helps you kind of zoom to the front of the line. And I think you know the the Lightning lane I I think reminds me of some of the the additional services that we provide for you at Orion that that Brian Nelson will showcase to you here in a bit. Things like the ability to to have compliance oversight, these just make make things happen faster, make your, make your trading experiences better. For example another thing that comes to mind for me on the OCIO front is I don't, I don't know. And I'm sure most of you are familiar with Disney's guided service, I think it's called a guide. Rick could probably provide more Intel given he's, he's got Disney on his resume, but but basically you can have someone walk you to the front of the line, take you around the park, invest for you and essentially, and that's to me what OCIO is as well, if you want to outsource your entire trade desk and all of your investments strategy and so forth. Ocio is here for you too, so I would I would recommend you look into that if if that's of interest to you. But without further ado I'd like to pass the the baton over to Brian Nelson. He's going to talk to you more about the invest filler and in specific specifically around Eclipse. Hello, my name is Brian Nelson and as Mike said I'm a product manager for Orion. And I've been at Orion for five years and I can truthfully say that I've never been as excited as I am today about what we're doing on the product side for for trading. There's a lot going on and there's a lot of things to cover that you know, we could talk about, like Mike said, but I just kind of want to start off by saying, you know, I started my career as an advisor in 2007 and. Things have really changed since then and I started in the days of a share mutual funds. So for any of you advisors out there, you're smiling because you know what that is. And that is something where you know you, you took a client and you went and picked all your favorite mutual funds and and you got paid for it right away. And that was kind of it. And you know that people saw it as you know you made your money, you don't care about me anymore. And the reason I mention that is because that's what leads us into that word fiduciary. And so fiduciary is a huge term that every advisor knows what it means now. And that means that you have a vested interest in in everything that happens with your client. And the truth is your client expects you to know everything that's going on and to express that interest and that knowledge of their portfolio. And I think that Eclipse technology really helps. Extremely helps you do that. So what we've done and I'm just going to speak about three things that we've done lately out of the list of of a lot more than that. But we've integrated some pieces into our eclipse trading, into our trading platform in general lately that two of them came out of integrations with firms that we acquired and one is more of an internal integration, but all of them are designed to speed up your day. Help you not miss things that you might have missed before and really automate the process of your trading day. So the first one on here is pre trade compliance and that's kind of exactly what it sounds like. Everybody's familiar with an IPS investment policy statement. It comes directly from the previous section that Mike was talking about where you have an investor come in or a client come in and they fill out, you know, their risk profile and all that. And then that goes to your investment plan which directly then is going to lead to your IPS statement, your investment policy statement and you as a fiduciary are required to follow that I PS: statement. You know so you're the whole idea is you put together a plan and now somebody's expecting you to follow that plan. So your investments can't then go out and not follow said plan. So one of the one of the really neat integrations that we just completed is our pre trade compliance. And what that is is, is it says right here set investment policy rules and automatically run the policy prior to trades being placed at the custodian. So this is the first time that inside of Eclipse we have a way for you to to not place trades that you shouldn't place prior to them getting to the custodian. So this your rules are going to be put inside of Orion. Then when you go to place a trade those trades are all going to go check. Get checked by those rules and come back in real time and let you know if there's an issue there, if they're not approved, if they're rejected, if you need to appeal those trades. This is a really exciting thing for a lot of advisors and a lot of portfolio managers and I'm really excited that we're providing that within Eclipse. Again, you don't have to go to a different screen, you don't have to go to a different app. It's it's built in. The next one on here is Orion Risk intelligence. You know, that's comes from another integration that Orion just completed recently in 2022 and this allows you to, you know, not just go in and view a model like before where you can see what's inside of your investment model, your securities and everything like that. But now you can actually run risk checks on your models. So you can pull up a model, see what the risk score is of the model from a you know equity to fixed income standpoint etcetera. But you can also run scenarios across your model to test them. Stress testing, a lot of you are probably familiar with that, but if you haven't done that before, our system allows you to go in right there on your model page and say. Let's just use the the most, the example that most people know right now. Let's just say you want to see what the impact of inflation is, right? That's a big one right now. So if we want to see what's the impact of of runaway inflation on My Portfolio, then I can go and I can run that stress test right inside of the model inside of our trading system. So that's a really exciting offering for us. And then the third one is custom indexing. That's more of an internal integration. So something we've been working on for years, since I started five years ago, it was using our Astro product to allow advisors to go in and and replicate an index. So for example, you want to replicate the S&P 500, but you only want to do it with 50 securities instead of obviously 500 and you want to be able to manually choose some of your constraints. And and you can do that and and then offer that to your as a portfolio or as a model to one of your clients. What also custom indexing has is transition management. So if you've ever been in a situation where you know you have someone that comes to you as that's a new client. And you know, your goal is to transition them either into your models or just help them slowly, maybe exit certain taxable positions, etcetera. That can all be done using custom indexing. The best part is now that we have another acquisition that we made in 2021, Orion's able to offer that whole product. All in one where Orion handles this for you, so that that actually goes out within Orion, that piece of your investment pie is managed by us using that same tool. So that's a new offering that we have that is going to be really nice. So you no longer have to go try to learn this product from from the ground up. You can use the experts to run that part of your account or your investment portfolio. So those are just three. Out of many offerings that that we have on the trading side, these are kind of some of the newer ones, some of the newer integrations, but we we are really excited to to offer these. We're really excited to give you time back. I can say from being an advisor, everybody wants time back in their day and that's our goal. That's what we're listening to you about. And we're looking to execute the best we can to continue to offer things that are relevant, especially as this investment world continues to change. So with that, I'm going to pass this back to Mike. Thanks, Brian. So the last pillar of the fiduciary flywheel is maybe the the most important. This is the achieved pillar. This is where we have brought the client, the prospect to become a client. We've learned about them in the planning. Phase we've we've obviously generated proposals for them and and understood their financial goals and their investment objectives and we've tailored an investment solution that's in alignment with those and with any other requirements and and personalization that they may have asked for whether it was ESG or maybe they had some tax sensitivity that we built a a custom index for. And now when we get in the achieved pillar, now we need to play back for them. What we learned, we need to play back for these, these clients of ours, of course, their performance. We need to talk to them about their goals and see if there's been anything that has changed over the course of the period since we last saw them. One thing I love about this this flywheel and this achieved pillar in particular, is that it? Achieve encompasses all these other things right because you know where I come from and I think we're all of you do it a a client never really stops becoming stops being a prospect to us right. Like we have to constantly think about selling into these folks whether it's our own services to their business to to their their personal finances if it's. You know you know maybe they have some held away assets that we're trying to prospect maybe we're looking for a referral. We're always trying to update that plan. We're constantly looking to massage our investments for them to to make them you know custom tailored for their needs. So this, this is constantly going and and Disney here is is a successful at this achieve component too. Playing back for us what we what our experience was over the the course of the time that we we spent at their parks and and this is a a self gratifying slide if if you will. I've got a picture of of of myself with my wife my my little girl my my 2 year old wasn't ready to go to Disneyland that day and and Rick jumped in and provided some awesome photos of of himself with his family and and and as well so. And I'm sure just seeing these pictures bring back memories to you, all of experiences that you had at Disneyland and at Disney World and and pictures of your own with your family and your your friends and your kids and so on and so forth. What we would aim to do is, is help you at Orion create these type of images for you to provide to your clients, right, so that when they think about their experience with you. As their financial advisor, they think about all these times that they had on their journey, right? And the things that you did for them and with them and how you understood them. Rick is gonna come back and provide a little bit more detail about how the technology is geared to help you achieve this component in the fiduciary flywheel and he's gonna help bring us home as well. Mike, thank you again, man. Thank you for bringing me back here. I was when we were building this deck, I saw this slide and you had the picture of your family and I was like, well, I gotta include this because I am like the proof positive that this type of thing works, you know, and I'm proof positive that. You know, if you if you put the amount of time into building and maintaining these types of relationships and you put a little of detail into the relationships that you are having with your clients you build strong bonds for life. I still go to the parks. We I was very fortunate to be able to take my 3 year old nephew with my family to the parks the very first time. And there's a picture of there's a picture of us on here where he's staring up in awe and I'm a full grown man still staring up at awe and that's. That, if that doesn't pick in one picture, show you what you're trying to do. I don't know what does. And the beauty of it is that the technology that you have at your fingertips, the technology is what helps you achieve all of this stuff, going back to the achieve aspect. Of our flywheel here. Now, I don't have a slide particularly for this, but in that survey that we had mentioned before and I'm going to read the stats so that I don't get it wrong. So if I sound a little robotic, that's not me, but advisors, they feel better. They they feel that they feel that better client data overall and the management of that data is what could help them deliver a personalized client experience. A huge majority, 71% of respondents felt that way that if they had better data and they had better management that they could deliver those personalized experiences. And 51% thought that those those pieces of information are going to help them gain a more holistic view of their clients. Financial picture overall, those are huge numbers, but 2/3 of respondents, 67%, said that time is what is holding them back from using client data better and the ability to create data management infrastructure like that's holding back companies, according to 3030% of respondents. A feeling that available technology needs are are not. Where they need to be was something that was reiterated by 27% of respondents. So there are people out there, a great majority of of this industry, who know that personalized data and the usage of that data will build stronger experiences and stronger bonds. And that is what we are trying to do here at Orion, bringing all of these things together. One of my favorite parts about one of those first slides. That showed all of the different technology offerings was that in little parentheses underneath them, and you can rewind this when you're watching it and go back and look, but like in in little parentheses that showed that this was, this came from this company, this came from this company, this came from this company. So there wasn't an effort to try and build things from scratch with this group. There was a concerted effort to recognize best in industry tools and bring them together. All underneath one roof, one Galaxy of stars. If I if I can use the Orion metaphor a little bit more. And what's really cool about that is now you have a suite of products under this one Galaxy of stars whose primary motivation is helping you to save that time by including integration, by including the ability to access information on one platform. You know you can, you can access Orion planning and information directly from Redtail. You don't got to sign in anywhere, you don't got to remember a second password or third password, it's right there. Same thing with risk profiles, same thing with trading, like it is all available to you within the within the Redtail CRM platform. And then also you can access Redtail CRM from the Orion platform no matter what side you're really going from. And that is where. The value lies because that is what saves you. Seconds and seconds turn into minutes, minutes turn into hours and before you know it, you are saving time by doing all of this, which which brings us finally to the flywheel again. It brings us back to what we are trying to do here. We're trying to prospect plan invest and it's cheap. And so using tools like Redtail CRM like Redtail campaigns to prospect to gather the details of these clients of who they are as people is obviously a huge foundation that you want to build upon. You know their wants, their needs, their dreams. And then beyond that taking advantage of Orion's many financial tools from from risk tolerance to planning beyond those. Really using those to really plan a partnership that you this journey that you're going to be taking, you know, with your clients like that's what this is, this is a journey, it is a partnership together. And then obviously you able to focus on what matters most with investing using those compliance tools, using risk intelligence, being able to actually take those two previous components, learning about who these people are, putting a plan together and then using that to execute an actual personalized investment strategy that will make them feel solid, it will make them feel good, will make them all, all of us achieve so that we can all achieve to what everyone wants seamless. Detailed professional financial relationships that help people live their dreams. And that's what this flywheel, that's what this is all about. It is all about powering the advisor client journey. It's all about establishing relationships. Understand what they need on a financial level, on a personal level, on a private level, and then working with them to build those dreams and make that magic for them because it is all in the details. Going back to what Walt said, all of these items here, all of this strategic planning and the tools that your disposal allow you to collect the smallest of details and allow you to really utilize those details in order to build magic for your clients, which is what we're trying to do. So I. And and I will wrap this up here, if you are interested in any more information, throw up this QR code, pull up your smartphone, scan that QR code or screenshot it if it's if I don't know how long we're going to keep it up, screenshot this bad boy. So you can also go to orion.com to learn more about what we are trying to do, what we are trying to build and how it is going to benefit you, not only in the functionality of the tools at your disposal, but also the time that it is going to save for you, for your clients so that experience is better. Mike, thank you so much for having me as a part of this, Brian as well. Thank you so much for your insight. Really appreciate it everybody. Thanks again for your time. Have a great one. _1731965508483