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And welcome everybody to another
episode of smart money Circle, 

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I'm your host Adam sarhan with 
me today is David Peters, whose 

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founder and the owner of David 
Peters Financial Group, David, 

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welcome to the show. 
Thanks for so much. 

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Thanks so much for having me. 
Adam, I'm looking forward to a 

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great conversation. 
It's likewise. 

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So David before we jump in, I 
know your background is more of 

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the CPA side, the accounting and
the financial planning side of 

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the business. 
And you also do some asset 

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management work. 
I'm really interested to hear 

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all about your story, so much 
First question is, can you 

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please tell us how you got to 
where you are today? 

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Yeah, well, I don't think that 
anyone necessarily takes a 

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straight line in their, in their
career and in their working life

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and I was certainly no exception
to that. 

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I started off, I actually 
working as a staff accountant 

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for a hedge fund in Richmond, 
Virginia. 

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And that was kind of my first 
exposure to asset management. 

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And so, we did a little bit of 
everything. 

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We did some trading mainly in 
Commodities, but we also did 

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some My things with REITs and 
some other real estate deals as 

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well. 
And I did that for about three 

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years and then the financial 
crisis in 2009, hit. 

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And I have all of a sudden found
myself without a job, and so it.

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So I ended up working for a 
start-up insurance company in 

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Richmond. 
Virginia, I didn't have an 

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insurance background before 
that. 

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So I basically was Just looking 
for something. 

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And I ended up at Elephant Auto 
Insurance where I got plugged in

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as a technical accountant and 
started working my way into kind

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of more of the Regulatory and 
compliance side of the insurance

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industry. 
And I really learned a lot in a 

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very short period of time and I 
did that for a few years and 

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then I was asked to help start a
new company and insurance 

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company called compare.com. 
Which is a price comparison 

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website, sort of like kayak for 
auto insurance if you want to 

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think about it that way. 
And I was the CFO of that 

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company, and that was a startup 
startup Endeavor by Admiral 

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group in the United Kingdom 
Admiral group is the third 

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largest Auto insurer in the UK. 
And so we were kind of their 

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United States Venture and so I 
did that for a while and I swore

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Or off of a startups. 
I said I'm never going to do 

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another startup ever again. 
And then I started working for a

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friend of mine and Charlotte's 
on the financial planning side 

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and really got into kind of 
working with clients and really 

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kind of just really got excited 
about just helping out families 

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and just kind of using my 
financial skills and knowledge 

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to help other people that was, 
you know, I think probably the 

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biggest draw their and That for 
a few years. 

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And then, after saying I would 
never do my own startup, I 

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decided to go out on my own and 
so, I went out on my own and now

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I do a little bit of everything.
I'm I have the opportunity to do

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tax preparation and tax 
Consulting, but I do still 

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broker insurance policies for 
folks, life insurance small, 

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business insurance, health 
insurance. 

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And I also do a lot of work with
a financial planning. 

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NG and asset management as well.
A lot of retirement planning. 

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I also teach and speak all over 
the country, so I do a lot of 

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stuff on the education side as 
well. 

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Educating clients, but also 
educating other practitioners 

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financial advisors insurance 
agents and tax preparers as 

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well. 
I love it. 

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So you're you have a unique 
background here of coming to it.

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From the CPA side, the planning 
side also a little bit Asset 

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Management. 
Can you speak to us a little 

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about the planning side of the 
business? 

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Is and the overlap with the 
asset management side, your 

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investment strategy, and how you
handle risk and all that fun 

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stuff, please sure yeah, yeah. 
So I mean, I've always come at 

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this, is that Asset Management 
grows out of financial planning.

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So it's not really the other way
around. 

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And I know that, you know, some 
clients that come into my office

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and they know exactly what they 
want in the portfolio but I 

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typically find at least for my 
client base that that's a 

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rarity. 
I mean a lot of times people 

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I'll just know that they have 
gotten to a point in their lives

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where they just want some 
additional help and they want 

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someone to take control of their
of their financial lives. 

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And so we typically start off 
with a making a financial plans 

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and when I say a financial plan,
I don't just mean in the area of

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where should we put our 
investments? 

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I mean, everything, I mean, 
taking a look at Insurance 

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taking a look at life, insurance
taking a look at tax situations 

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of the client, taking a An old 
tax returns. 

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Looking at the portfolio, 
looking at retirement assets, 

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really doing kind of front to 
back planning. 

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Then what we do is, you know, in
typically a financial plan is if

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you do it right. 
I think it's going to take place

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over a series of meetings. 
It's not a one and done by any 

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stretch. 
And even once you give the 

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deliverable to the client where 
they have kind of this, you 

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know, used to be a big binder, I
guess these days. 

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We don't really use binders 
anymore. 

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It's a big PDF at this point, 
but yeah. 

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You know, but you know but they 
give once we give the 

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deliverable to the client we're 
still tinkering. 

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We're still working. 
We're still trying to, you know,

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figure out what's best for the 
client. 

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And so you know and that's where
it kind of the asset management 

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side happens. 
We suggest you know putting 

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money into a Roth IRA or we said
you know, we say hey why don't 

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we consolidate some of these old
401 KS so that we can actually 

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have them kind of all sort of 
guided in the right direction 

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and so that is You know, kind of
where that happens. 

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Yes, about risk as well. 
I mean, you know, I think it 

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really depends, especially right
now, I think especially in a 

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bear Market where it's been a 
tough year. 

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I mean, I think for a lot of us,
you know, when it comes to risk,

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it really depends on kind of 
where people are at in their 

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lives. 
I think, you know, for some of 

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my clients that are kind of 
young working professionals 

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entrepreneurs, they're not 
really caring a whole lot about,

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you know, the fact that it's 
2022 and yeah, Having a rough 

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year. 
But you know, if they got 30 

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years until retirement, honestly
2022 is kind of a blip on the 

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map. 
And so we've been we've talked 

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to those clients about, you 
know, the fact that you know, we

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don't really necessarily think 
that things are going to turn 

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around right away and that's 
probably going to be next year 

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before we start seeing any turn 
in the markets and so you know 

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so we at least any sustained 
turn I guess we had a couple of 

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good days here and there but you
know and and I think just 

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getting them to And that if 
they're on board with that, 

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then, you know, and they're okay
with it, we have said, okay, you

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know, let's let's go for kind of
long-term growth and, you know, 

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do some, maybe some momentum 
trading along the way. 

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But for the most part, look for 
long-term growth for my 

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retirees, it's been all about 
controlling volatility, 

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especially here more recently. 
Just trying to make sure that 

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they have the cash that they 
need to actually survive and get

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by. 
And we talked about, you know, 

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things like withdrawal rates 
from the portfolio. 

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You know, how much can I take 
without necessarily compromising

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how I want to live in retirement
and and things like that and for

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some of my clients so that has 
meant a, you know, maybe we take

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a little bit less out of the 
portfolio than we typically have

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done in the past for other 
people. 

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We say, you know, hey studies 
the course because, you know, 

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you could be taking more but if 
you're happy, then, you know, 

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pull out what you need. 
And we'll, we'll just try to 

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make sure that we're 
reallocating on a regular This 

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and that's really about it. 
So so risk I think is is an 

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interesting one right now, for 
sure? 

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Yeah, I love that. 
So you're more of a the planning

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side is bread and butter. 
Yeah. 

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After you plan, then you look at
the asset allocation and you 

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adjust accordingly, depending on
the risk model, you know, 

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modules and all that kind of 
stuff, depending on the 

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individuals or the family's 
needs and objectives so on and 

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so forth. 
You mentioned earlier your 

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before the interview that your 
long-term value investor and you

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look at him TFC mutual funds. 
Is that a good? 

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An overview of a description. 
I think that that's very 

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accurate. 
I mean a lot of times my clients

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are looking for diversification.
If they're younger typically 

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they don't have large accounts 
and so you know, so the the you 

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know, probably the quickest way 
to get good diversification as 

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ETFs and mutual funds, we tend 
to lean more towards ETFs 

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because ETFs tend to be more tax
efficient. 

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And so you know we do look at 
the at the tax side which I do 

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think makes this a little bit 
different from a lot of other 

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financial advisors on Of other 
money managers is we do Focus 

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heavily because a lot of those 
plants you know we may be doing 

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the tax return as well and so 
trying to make sure that you 

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know, that we are setting 
ourselves up well for the 

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long-term. 
We also tend to try to try to 

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especially when folks are 
younger. 

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We try to get them to at least 
look at Roth contributions as 

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well to try to give them some 
ability and retirement whole 

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from a Roth account and get 
that, get that tax free growth 

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in that tax-free withdrawal and 
love it. 

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So let's go. 
Deeper if we can about the 

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financial planning, because 
there's a lot of question marks 

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about how to come up with a good
financial plan. 

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What are some mistakes? 
You see people make with respect

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to creating a plan. 
First question, and the second 

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one, where some of the good 
things or, you know, the pros of

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the positives that people make 
with respect to making a plan. 

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Yeah, I think that's a lot of 
times when we see folks making a

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plan for the first time, I think
a lot of times, they really 

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don't know what to expect and 
they really don't know what to 

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get out of it. 
And they focus very Heavily 

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typically on either the 
Investments or the tax return, 

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you know? 
I mean, so I think that those 

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are kind of the spots that I 
think are kind of the most in 

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the, in your face. 
I guess, for lack of a better 

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term, for a lot of people, they 
see their tax return every year,

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they know what their refund is, 
every year, their Investments, 

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they get statements on a regular
basis. 

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And so, I tend to see a lot of 
people when they first come in. 

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And they're focusing, very 
heavily on those things and not 

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necessarily looking at kind of 
the entire Financial picture 

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looking at things like life 
insurance. 

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So looking at things like 
disability insurance, you know, 

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and those are hard conversations
I think to have with clients. 

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It no one wants to think about 
their own death. 

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No one wants to think about, you
know what happens if I can't 

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work anymore? 
No one wants to think about that

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stuff. 
And so, you know, so what part 

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of my job is to make sure that 
they are thinking about it and 

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so that is You know, typically 
what I see sometimes within the 

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portfolio itself, a lot of times
we see people coming in 

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especially if they've been with 
the same company for a long 

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time, highly concentrated 
positions. 

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So you know, a lot of times in 
employer stock, you know, that 

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that's pretty common they come 
in with the, you know, a heavy 

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amount of employer stock. 
Also endowment bias is kind of 

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the the academic e term that we 
tend to use. 

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When somebody wants to hold onto
something simply because of you 

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know, the the in Inherited it, 
maybe from, you know, their 

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mother or father, or something 
like that. 

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Where it has some sort of, like,
special meaning to them and tell

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them talking to them about that 
and kind of what that position 

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is doing. 
That is, you know, probably some

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mistakes that we see within the 
portfolio. 

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So I would say just, you know, 
kind of overly focused on kind 

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of one area of the plan to the 
neglect of others. 

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And then, you know, also just 
kind of highly concentrated 

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positions and also just kind of 
endowment bias within the 

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portfolio. 
The one thing I will say I asked

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about the good side. 
I mean the one thing that I love

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about people who ask for a 
financial plan is they're 

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usually pretty committed at that
point. 

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I mean because we tell them you 
know straight out we say this is

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not an easy process. 
This is not a one-and-done, this

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is not one phone call, like 
you're committing to multiple 

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00:12:27,000 --> 00:12:31,100
meetings, multiple phone calls. 
It's going to be a very 

228
00:12:31,100 --> 00:12:33,500
detailed, look at your financial
life. 

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00:12:33,500 --> 00:12:37,200
And so most of the time of 
people are like, yeah, I men and

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00:12:37,200 --> 00:12:38,900
they start sending stuff right 
away. 

231
00:12:38,900 --> 00:12:40,700
I mean that It means that 
they're really kind of committed

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to the plan and they're open to 
suggestions that you're able to 

233
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make. 
And so I think that that's 

234
00:12:46,300 --> 00:12:50,100
probably the biggest plus is if 
you get somebody who is who is 

235
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open to that idea, I think that,
you know, that they're going to 

236
00:12:53,300 --> 00:12:56,100
be a client for a long time. 
It's almost like working out 

237
00:12:56,100 --> 00:12:58,300
where your body could do more 
than but it's mental, right? 

238
00:12:58,300 --> 00:13:00,400
The more than yelling the Mind 
gives up first. 

239
00:13:00,500 --> 00:13:02,900
It sounds a lot like that. 
Yeah I think that's an excellent

240
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way to put it. 
Thank you. 

241
00:13:04,600 --> 00:13:08,100
Okay, beautiful next question. 
What are some Timeless lessons? 

242
00:13:08,100 --> 00:13:10,400
You've learned along the way 
whether Business investing 

243
00:13:10,400 --> 00:13:12,700
family, life balance. 
However, you want to go and that

244
00:13:12,708 --> 00:13:13,900
you'd like to share with the 
audience. 

245
00:13:14,500 --> 00:13:17,200
Yeah, I think there is a 
probably, at least a few that 

246
00:13:17,200 --> 00:13:20,200
that I could talk through. 
I mean, I think for me, probably

247
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the biggest lesson that I've 
learned on the business side is 

248
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that is it's not a matter of 
picking the highest net worth 

249
00:13:28,600 --> 00:13:30,400
clients. 
It's a matter of picking the 

250
00:13:30,400 --> 00:13:35,600
right clients, you know, one of 
the things that I think is kind 

251
00:13:35,600 --> 00:13:38,500
of a natural thing to do when 
you first go out on your own. 

252
00:13:39,300 --> 00:13:42,500
In any sort of financial 
services industry, especially a 

253
00:13:42,500 --> 00:13:44,300
few. 
You know, it's your money that 

254
00:13:44,300 --> 00:13:47,200
you're investing and basically, 
you're funding the company out 

255
00:13:47,200 --> 00:13:49,700
of your own pocket. 
It's a scary situation. 

256
00:13:49,700 --> 00:13:54,000
And I think all of us, I think 
to a point look for just any 

257
00:13:54,000 --> 00:13:59,000
Revenue that we can find. 
And I, it's maybe a little bit 

258
00:13:59,000 --> 00:14:02,600
easier to say now that, you 
know, I'm a little bit more 

259
00:14:02,600 --> 00:14:08,300
settled in my career, but I 
think that the biggest thing 

260
00:14:08,300 --> 00:14:12,400
I've learned is that That you 
know the clients that you have 

261
00:14:12,400 --> 00:14:15,400
that you know are really a good 
match for you. 

262
00:14:15,600 --> 00:14:18,400
They're going to naturally 
gravitate towards you and any 

263
00:14:18,400 --> 00:14:24,300
time that I have ever given up a
client you know because we just 

264
00:14:24,300 --> 00:14:27,700
didn't click, we just their 
personalities just didn't match.

265
00:14:28,300 --> 00:14:31,400
I've actually never looked back 
at that and said up that was a 

266
00:14:31,408 --> 00:14:35,900
mistake I actually have always 
looked at it as you know is 

267
00:14:35,900 --> 00:14:38,300
that? 
That is usually better off for 

268
00:14:38,300 --> 00:14:40,300
me. 
It's Also better off for the 

269
00:14:40,300 --> 00:14:42,900
client to, you know it 
especially when you're looking 

270
00:14:42,900 --> 00:14:46,100
for a true financial advisor. 
You need somebody who you can 

271
00:14:46,100 --> 00:14:49,400
click with, you need somebody 
who you can talk to very frankly

272
00:14:49,400 --> 00:14:53,400
very openly and someone who can 
put things in the way that you 

273
00:14:53,400 --> 00:14:57,000
can understand and so letting 
them go is not necessarily A Bad

274
00:14:57,000 --> 00:14:58,700
Thing. 
And typically what I've found is

275
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that, you know, if I give up, 
you know, one client that, you 

276
00:15:02,600 --> 00:15:05,000
know, that just didn't match. 
I usually find, you know, two 

277
00:15:05,000 --> 00:15:07,700
more that do. 
And so I think that that's 

278
00:15:07,700 --> 00:15:09,800
something that, you know if I 
Back. 

279
00:15:09,800 --> 00:15:10,900
That would be definitely 
something. 

280
00:15:10,900 --> 00:15:14,000
I would, I would tell my old 
self is just to be patient and 

281
00:15:14,000 --> 00:15:18,800
look for the right clients. 
It's sort of like that that old.

282
00:15:18,800 --> 00:15:21,700
Like I said, they used to call 
the 80/20 rule, right. 

283
00:15:21,700 --> 00:15:24,300
So, you know, you know, if you 
kind of reverse that, you know, 

284
00:15:24,300 --> 00:15:27,400
20% of your clients, probably 
cause 80% of your problems. 

285
00:15:27,400 --> 00:15:31,600
And and so I'm a big believer in
that, I think probably a second 

286
00:15:31,600 --> 00:15:37,800
thing too is invest in people 
and infrastructure sooner rather

287
00:15:37,800 --> 00:15:39,900
than later. 
I think that You know, again a 

288
00:15:39,908 --> 00:15:43,400
lot of a lot of financial 
advisors I think a lot of times 

289
00:15:43,400 --> 00:15:47,800
we're getting paid based off of 
a, um, and it's typically going 

290
00:15:47,800 --> 00:15:50,500
to be a percentage of that. 
And so, I think what happens a 

291
00:15:50,500 --> 00:15:53,800
lot of times is we're so focused
on the revenue side that we 

292
00:15:53,800 --> 00:15:58,800
forget to build something 
sustainable, and you need unique

293
00:15:58,800 --> 00:16:01,600
good systems and you need good 
people. 

294
00:16:02,100 --> 00:16:07,100
You can't expand very far 
without having those two things.

295
00:16:07,100 --> 00:16:12,100
And I think that Many financial 
advisers have figured that out. 

296
00:16:12,400 --> 00:16:16,300
A lot of times the hard way is 
that you know that your people 

297
00:16:16,300 --> 00:16:18,200
and your infrastructure that's 
really everything. 

298
00:16:18,200 --> 00:16:21,600
And that's going to lead to 
sustained growth and yeah it's 

299
00:16:21,900 --> 00:16:24,900
it tends to be a little bit of a
financial stretch kind of early 

300
00:16:24,900 --> 00:16:28,900
on to hire somebody especially 
if you're first getting started 

301
00:16:28,900 --> 00:16:30,900
and everything. 
But the fact is that if you're 

302
00:16:30,900 --> 00:16:33,500
really going to grow and you're 
really going to make a go at it,

303
00:16:34,000 --> 00:16:37,000
I think that that's an important
piece that you got to get into 

304
00:16:37,000 --> 00:16:40,100
place as you got to get people 
that are Just going to resonate 

305
00:16:40,100 --> 00:16:43,700
with you and that believe in the
vision that you were trying to 

306
00:16:43,700 --> 00:16:46,000
set. 
Now, that makes great sense. 

307
00:16:46,400 --> 00:16:49,300
And some Timeless mistakes, 
you've seen people make that 

308
00:16:49,300 --> 00:16:50,500
you'd like to share with the 
audience. 

309
00:16:50,500 --> 00:16:53,100
In addition to take not too many
clients or the wrong time. 

310
00:16:53,300 --> 00:16:54,900
That's a no. 
You know, what else would you 

311
00:16:54,908 --> 00:16:57,600
like to share from mistake 
standpoint and how to end how to

312
00:16:57,600 --> 00:16:59,300
overcome it? 
Yeah. 

313
00:16:59,500 --> 00:17:03,400
So I think that, you know, some 
of the mistakes that I see with 

314
00:17:04,000 --> 00:17:11,500
with people is that just staying
with a Plan that a little bit 

315
00:17:11,500 --> 00:17:13,900
too long. 
That's something that's a really

316
00:17:13,900 --> 00:17:16,500
doesn't doesn't work. 
Staying with something. 

317
00:17:16,500 --> 00:17:19,200
A little bit too long staying 
with something that, you know, 

318
00:17:19,200 --> 00:17:22,800
you thought was a good idea in 
your head, but I think it's, you

319
00:17:22,800 --> 00:17:26,300
know, I think of me the, you 
know, the financial advising 

320
00:17:26,400 --> 00:17:28,900
books in the area of Behavioral 
Finance. 

321
00:17:28,900 --> 00:17:31,200
They tend to call that loss 
aversion, right? 

322
00:17:31,200 --> 00:17:33,200
So kind of a similar idea. 
They are, you know, it's like 

323
00:17:33,200 --> 00:17:36,600
well if I continue on with this 
idea, oh, it'll eventually work 

324
00:17:36,600 --> 00:17:39,100
out, so, it'll eventually come 
my way. 

325
00:17:39,200 --> 00:17:42,400
Way. 
And that really kind of ignores 

326
00:17:42,900 --> 00:17:46,500
what, you know, if what, if it 
kind of ignores what common 

327
00:17:46,500 --> 00:17:49,100
sense is telling you and what 
kind of the market is telling 

328
00:17:49,100 --> 00:17:52,700
you, then you need to let that 
go and that doesn't mean that 

329
00:17:52,700 --> 00:17:58,100
you have failed or that you're 
not going to be successful, but 

330
00:17:58,100 --> 00:18:00,800
I think sometimes I think people
are kind of so focused, 

331
00:18:00,800 --> 00:18:04,100
especially with a lot of the 
entrepreneurs that I talked 

332
00:18:04,100 --> 00:18:06,700
with. 
And that, you know, that's are 

333
00:18:06,700 --> 00:18:09,400
some of my clients, some of the 
things I've seen in the past, Is

334
00:18:09,400 --> 00:18:13,900
they're so locked in on an idea 
that they just that they don't 

335
00:18:13,900 --> 00:18:16,200
want to admit it if it's not 
going their way and they're kind

336
00:18:16,200 --> 00:18:20,700
of shutting out opportunities 
that might be there and I think 

337
00:18:20,700 --> 00:18:22,300
it's good to keep your eyes 
open. 

338
00:18:22,300 --> 00:18:25,800
It's good to keep an open mind 
and one of the things that I 

339
00:18:25,808 --> 00:18:29,300
would say to any entrepreneur 
that's out there, is that, you 

340
00:18:29,308 --> 00:18:33,100
know, keep swinging, you know, 
the it's not necessarily the 

341
00:18:33,100 --> 00:18:37,400
first, you know, the first idea 
that is necessarily going to be 

342
00:18:37,400 --> 00:18:41,500
the one that's going to stick 
and so so it's a matter of, you 

343
00:18:41,500 --> 00:18:43,600
know, kind of realizing when to 
cut it off. 

344
00:18:43,600 --> 00:18:45,700
I think probably more than 
anything else. 

345
00:18:46,500 --> 00:18:50,500
The other thing that I would say
to is, you know, as always have 

346
00:18:50,500 --> 00:18:56,700
a good sense of where your own 
burnout level is, I think that 

347
00:18:56,700 --> 00:19:00,800
that's important as well. 
A lot of my clients are startup 

348
00:19:00,800 --> 00:19:04,000
clients they've helped start 
businesses or their starting up 

349
00:19:04,000 --> 00:19:06,500
businesses themselves. 
Sometimes they have investors 

350
00:19:06,500 --> 00:19:09,900
sometimes, they don't but You 
know, starting up a business. 

351
00:19:09,908 --> 00:19:11,400
Is hard. 
It is. 

352
00:19:11,400 --> 00:19:15,300
It is hard work. 
It is not a 40-hour a week job, 

353
00:19:15,300 --> 00:19:18,100
most the time it's you know, a 
lot of times, it's 100 hour a 

354
00:19:18,100 --> 00:19:21,700
week job. 
And, you know, some people are 

355
00:19:21,700 --> 00:19:24,300
just not able to do that with 
some of the things they got 

356
00:19:24,300 --> 00:19:27,300
going on with family and friends
and, you know, all the other 

357
00:19:27,300 --> 00:19:29,800
things, you know, that are just 
part of living wife. 

358
00:19:29,800 --> 00:19:34,700
And so I think, you know, having
a good sense of where that 

359
00:19:34,700 --> 00:19:39,300
burnout factor is and you know, 
kind of when you're about To 

360
00:19:39,300 --> 00:19:41,600
reach it I think is a good thing
to know as well. 

361
00:19:41,700 --> 00:19:44,800
I do see a lot of entrepreneurs 
that just that just kind of 

362
00:19:44,808 --> 00:19:46,900
fizzle out, not necessarily 
because they were necessarily 

363
00:19:46,900 --> 00:19:50,700
doing bad things or because they
weren't making progress but they

364
00:19:50,700 --> 00:19:54,700
were just trying to grow at all 
costs and you know usually that 

365
00:19:54,700 --> 00:19:57,600
ends up leading to trouble. 
And again that and I guess that 

366
00:19:57,600 --> 00:20:00,500
kind of leads back to kind of my
comments about infrastructure 

367
00:20:00,500 --> 00:20:03,000
and people you know I mean at 
some point you got to bring 

368
00:20:03,000 --> 00:20:05,500
other people on and you got to 
got to help kind of grow it in 

369
00:20:05,508 --> 00:20:09,200
the right way. 
Now, I'm very, very makes 

370
00:20:09,200 --> 00:20:10,400
perfect sense. 
Great answer. 

371
00:20:11,400 --> 00:20:13,400
How about the best piece of 
advice, you'd like to share with

372
00:20:13,400 --> 00:20:16,000
the audience? 
Yeah, that's a. 

373
00:20:16,000 --> 00:20:18,600
That's a tough one. 
I think that probably the best 

374
00:20:18,600 --> 00:20:23,900
piece of advice that I ever got.
Was from a mentor and a friend 

375
00:20:23,900 --> 00:20:30,400
of mine who said that that, if 
you that the best way to get to 

376
00:20:30,400 --> 00:20:35,600
know, somebody is to ask. 
It's so and what he meant by 

377
00:20:35,600 --> 00:20:36,900
that. 
It I got to give you more 

378
00:20:37,100 --> 00:20:39,900
Texting that I think. 
But what he really meant by that

379
00:20:39,900 --> 00:20:44,200
was, is that, you know, a lot of
times, especially in Corporate 

380
00:20:44,200 --> 00:20:49,600
America, we tend to have bosses 
that we don't know. 

381
00:20:49,600 --> 00:20:53,800
We tend to have people that we 
don't that we don't know 

382
00:20:54,500 --> 00:20:57,900
anything about them sort of 
outside of what they look like 

383
00:20:57,900 --> 00:21:00,900
and what their title is and I 
actually think that that's 

384
00:21:00,900 --> 00:21:04,400
getting worse right now when a 
lot of people are not 

385
00:21:04,400 --> 00:21:07,400
necessarily going to a physical 
office, I think a lot of Times. 

386
00:21:07,500 --> 00:21:09,800
You know, there's a good bit of 
the time where we actually don't

387
00:21:09,800 --> 00:21:14,800
see the people that are in 
charge and so what he used to do

388
00:21:14,800 --> 00:21:16,300
that always used to be amazing 
to me. 

389
00:21:16,300 --> 00:21:20,200
No matter how many hours he was 
working, he would always just 

390
00:21:20,200 --> 00:21:22,800
manage by walking around. 
I mean, he would, he would walk 

391
00:21:22,800 --> 00:21:27,000
around, he would talk to people.
He would ask them what was going

392
00:21:27,000 --> 00:21:30,600
on in their lives. 
What was going on in their, in 

393
00:21:30,600 --> 00:21:33,300
their working lives to what 
problems were they? 

394
00:21:33,400 --> 00:21:35,600
Were they having? 
And how could he help? 

395
00:21:35,800 --> 00:21:40,100
And I think that just That small
little, you know, touchpoint I 

396
00:21:40,100 --> 00:21:43,200
think from one day to the next I
think made all the difference in

397
00:21:43,200 --> 00:21:47,000
the world. 
It's so, you know, especially if

398
00:21:47,000 --> 00:21:49,500
you were in a situation where 
you have a growing business, I 

399
00:21:49,500 --> 00:21:54,300
think it's easy to kind of, you 
know, try to, you know, try to 

400
00:21:54,300 --> 00:21:58,300
let other people kind of handle 
stuff and, you know, maybe 

401
00:21:58,300 --> 00:22:01,100
become a little bit 
disconnected, the bigger, the, 

402
00:22:01,200 --> 00:22:04,300
you know, the company gets 
that's at the point where it's 

403
00:22:04,300 --> 00:22:06,900
even more important for people 
to kind of know who you are. 

404
00:22:07,000 --> 00:22:10,700
You are and you know, again it 
doesn't take much it's just you 

405
00:22:10,700 --> 00:22:13,500
know, a matter of walking around
and talking to people and just 

406
00:22:13,500 --> 00:22:16,000
asking what's going on. 
And I think that that that 

407
00:22:16,000 --> 00:22:18,500
touchpoint makes a huge 
difference to a lot of people 

408
00:22:20,400 --> 00:22:23,000
beautiful and I guess final 
question for you today. 

409
00:22:23,000 --> 00:22:25,400
David is what's the best piece 
of advice? 

410
00:22:25,400 --> 00:22:28,500
You'd like to give to your self 
from 20 years ago or ten years 

411
00:22:28,500 --> 00:22:31,200
ago or Farmers? 
Your former self or anyone the 

412
00:22:31,200 --> 00:22:32,100
audience? 
Is it getting so? 

413
00:22:32,100 --> 00:22:35,100
You know, that's younger? 
Yeah, that matter. 

414
00:22:35,200 --> 00:22:36,800
Or older for that matter. 
Yeah. 

415
00:22:37,000 --> 00:22:39,700
I think that, you know, if I 
were to go back and I were to 

416
00:22:39,700 --> 00:22:44,900
talk to me, 20 years ago, I 
would just say be patient and 

417
00:22:44,900 --> 00:22:47,200
enjoy the ride a little bit 
more. 

418
00:22:47,200 --> 00:22:51,200
I think, you know, I was always 
pretty hyper focused on trying 

419
00:22:51,200 --> 00:22:56,200
to grow a, you know, grow my 
career growing, my professional 

420
00:22:56,200 --> 00:23:01,900
life and I didn't quite know 
what all of that meant, but I 

421
00:23:01,900 --> 00:23:04,100
think that, you know, a lot of 
times I would get frustrated, 

422
00:23:04,100 --> 00:23:06,800
just because I felt like, you 
know, I wasn't at the level that

423
00:23:07,000 --> 00:23:11,600
I wanted to be and it made me so
that I was impatient and it made

424
00:23:11,600 --> 00:23:15,000
me so that I was probably a 
little bit more of a barrier to 

425
00:23:15,300 --> 00:23:18,600
work around and to be around 
then you know that I could have 

426
00:23:18,600 --> 00:23:20,300
been. 
And so I think that's what I 

427
00:23:20,300 --> 00:23:23,300
would say you know just be 
patient and also to you know if 

428
00:23:23,300 --> 00:23:26,800
you have a if you have something
that you want, don't be afraid 

429
00:23:26,800 --> 00:23:28,300
to try it. 
I mean, you know, a lot of 

430
00:23:28,308 --> 00:23:30,800
times, you know, a lot of people
they walk around and they say 

431
00:23:30,800 --> 00:23:34,000
man, you know, I wish that I 
could do this that or the other 

432
00:23:34,000 --> 00:23:36,800
thing, my goodness. 
I mean, take a swing. 

433
00:23:37,000 --> 00:23:38,200
NG. 
I mean if you're wrong you're 

434
00:23:38,200 --> 00:23:40,300
wrong. 
And but you know I mean at least

435
00:23:40,300 --> 00:23:44,700
take a swing and I think that 
it's okay to be wrong, it's okay

436
00:23:44,700 --> 00:23:48,800
to change paths, you know, I 
think if you're if you're going 

437
00:23:48,800 --> 00:23:51,000
to make it as an entrepreneur, I
mean I think that that's kind of

438
00:23:51,000 --> 00:23:53,400
part of the gig. 
So so I love. 

439
00:23:53,400 --> 00:23:55,200
So that's what I would say. 
Love it. 

440
00:23:55,200 --> 00:23:56,700
Love it, love it. 
Well David, thank you so much 

441
00:23:56,700 --> 00:23:58,900
for coming on the show was an 
absolute pleasure and hopefully 

442
00:23:58,900 --> 00:24:00,600
we'll have you on again soon. 
Alright. 

443
00:24:00,600 --> 00:24:02,200
Thank you so much Adam. 
I appreciate it.