Sept. 10, 2024
The Iceberg You Don’t See: The Marketing System for Financial Advisors
Retirement planning can feel like walking through a minefield—one wrong step could have serious consequences. With so many risks to consider, from the timing of your savings to the impact of inflation and healthcare costs, it’s no wonder that retirees...
Retirement planning can feel like walking through a minefield—one wrong step could have serious consequences. With so many risks to consider, from the timing of your savings to the impact of inflation and healthcare costs, it’s no wonder that retirees and pre-retirees often feel overwhelmed and under-prepared.
Tune in to learn actionable steps to empower you to control your retirement planning. Don’t miss this essential guide to securing your financial future!
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WEBVTT
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The topics and opinions expressed on the following show are
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solely those of the hosts and their guests, and not
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those of W four WN Radio It's employees or affiliates.
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We make no recommendations or endorsement for radio show programs, services,
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or products mentioned on air or on our web. No liability,
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explicit or implied shall be extended to W four WN
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Radio It's employees or affiliates. Any questions or common should
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be directed to those show hosts. Thank you for choosing
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W four WN Radio.
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This is Beyond Confidence with your host w Park. Do
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you want to live a more fulfilling life? Do you
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want to live your legacy and achieve your personal, professional,
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and financial goals? Well? Coming up on dvparks Beyond Confidence,
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you will hear real stories of leaders, entrepreneurs, and achievers
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who have stepped into discomfort, shattered their satus quo, and
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are living the life they want. You will learn how
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relationships are the key to achieving your aspirations and financial goals.
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Moving your career business forward does not have to happen
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at the expense of your personal or family life, or
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vice versa. Learn more at www dot Divpork dot com
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and you can connect with divant contact at divpark dot com.
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This is Beyond Confidence and now here's your host, w Park.
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Good morning. It's of course one of my favorite days
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of the week because I get to be with you. So,
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like we always talk about, I would like to share
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the kind of story for this week. So I'm going
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to give a huge, huge shout out to one of
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our young listeners actually you know, they're in their twenties,
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and thank you for sharing it. Sarah. So, Sarah was
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out and about grocery shopping and she saw, you know,
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elderly couple and it seemed like, you know, they were
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having some tough time with a card and all that,
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with loads of groceries and all that. And she just
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kind of stopped by and said that, oh, yeah, this
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card looks real real, like something's not right in the wheel.
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Would you be okay if I just kind of took
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this strain out from the wheels And she didn't want
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to just kind of like startle them or alarm them,
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And they said sure, and she pulled out that string
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and lo and behold, you know, they could push that
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cart back easily to their car. So tiny little thing.
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So think about it. It was probably like two minutes
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of her time, and yet she got all smiles and
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the couple had a wonderful interaction with her. Says always,
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I'm going to ask you to set aside an hour
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of your time every month, and it can be done
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either one hour in one day, or it can be
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done throughout the month, a few minutes here, a few
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minutes there. So to those who have been spreading kindness,
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I want to cheer you on, rock on, and to
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each and everyone who has purchased our books, think you,
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think you, Thank you for spreading the message and helping
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us help entrepreneurs across keywa dot org. And now I
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also what I want to share with you is that
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it's super important that you not really get the books,
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but take the learnings and implement it in your life.
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Because remember, the only thing that stands between your intention
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and reality is your implementation. Let's bring on our guest,
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Welcome in morning. Good morning, Roger, So Roger tell us.
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Do you recall a moment or a person from your
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childhood that left a post and mark on you?
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I actually remember many of them. So way back when
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I was under ten years old, I wanted a ten
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speed bicycle like all the other kids had in the neighborhood.
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And at the time, my dad owned a laundry near
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Times Square in New York City, and I asked my
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dad for money to buy a ten speed and he said,
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I won't give you the money, but I will let
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you earn the money and buy the bicycle yourself. And
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I remember looking at him thinking I'd much rather just
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have him give me the money, but you know, he
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stood firm, and you know, we kind of looked at
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each other, and it took me a few moments, but
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I got it. And over the next several months, I
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worked my butt off in his laundry during the summer,
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one hundred and ten degrees in the back of the shop,
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and I earned I think it was about one hundred
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and fifteen dollars to buy an Atala ten speed bicycle
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with Shimano gears. I remember this to this day, and
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I was so proud of that bike and what my
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dad made me go through to get it and to
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enjoy the pride of ownership, and that lesson has never
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ever left me. Wow.
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Yeah, there's something to be said about having that prize
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and just that fulfillment in that sense of joy when
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you accomplish and when you achieved something on your own.
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And if a spot of dirt got on the bike,
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did you you know, I stopped everything I was doing.
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You know, I got a you know, a rag and
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you know, cleaned it off because it was my baby,
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you know.
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Mm. So like it sounds like what you're saying is
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that because you had so much skin in the game,
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you valued it even more rather than if something were even.
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Called that sweat ownership. And I did plenty of sweating,
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of course.
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Yeah. Laundromantling definitely, and I've always kind of cheered and wondered, like,
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you know, how they do it. But it's just amazing
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how laundromat or like you know, for that matter, like
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you know, the dry cleaning entrepreneurs all of that. It's
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really hard labor.
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Yes, my dad was a dry cleaning and laundry entrepreneur.
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He grew his business wonderfully during the sixties, seventies and fifties. Sixties,
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seventies and eighties.
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That's fantastic. So you had a role model right at home.
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I had a great role model, only at times I
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didn't appreciate it.
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And of course it's here's the thing. Sometimes truth is
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a bitter pill to swallow. In the long run, it's helpful,
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but it can be hard at the time when it's
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being shared. So, as you grew up, what were your interests?
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For some odd reason, And I see this among young
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people now, money interested me, go figure, okay, because I
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saw I saw all the things that money could buy,
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and I saw the reverse that when you didn't have money,
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you couldn't buy all that stuff that you wanted. So,
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you know, I got it into my head that I
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wanted to have a measure of success and be able
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to afford what I wanted, and to have autonomy and
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freedom to do what I wanted to do when I
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wanted to do it. So you know, I eventually entered
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Wall Street as it were, And actually Wall Street was
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just around I guess around three and a half miles
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south of where I grew up, so it was just
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a short subway ride. But I started my career with
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EF Hutton, a name some older folks might remember, and
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I migrated from Wall Street and Broadway to Washington, d C.
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Where I lived for about thirty odd years. And through
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the years I had stayed with the same company and
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ef Hutton was sold to Shearson, was sold to Smith Barney,
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was sold to Morgan Stanley, and then we parted ways.
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But along the way, I was a senior investment management
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consultant at Smith Barney and a senior vice president of
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wealth management at Morgan Stanley, and then I eventually became
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a managing director at another organization. So I've always had
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this touch with money and what it can do, and
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I've seen the behaviors of many people and their money
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and diva. It is fascinating. It is absolutely fascinating because
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I've dealt with well over one thousand clients, you know,
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during the course of my forty year career, and I've
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seen everything that you could possibly see.
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Hmm, yeah, that is yeah, definitely, that's quite a wonderful
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run you have had. So tell us as you a
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couple of aspects. Let's first deal with the first aspect.
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As you grew into your career, you definitely had that
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passion for money. But as you grew up in ranks,
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what was it that made you stand out and helped
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you get ahead?
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The biggest thing that I had going for me was
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my ease in forming relationships and as a matter of fact,
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my first book which I wrote ten years ago, Forging
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Bonds of Steel, How to have a great Relationship with
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your Financial Advisor, because one day I just sad and
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I was, you know, running some spreadsheets as math guys
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normally do, and it occurred to me that I had
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a you huge amount of clients that I had had
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for many, many years. And as I was looking at
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the names vivia, it occurred to me that I might
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not be the best investment person in the world. I
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may not buy the best options or stocks or mutual funds.
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But it appeared that my superpower was informing and sustaining
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long term relationships. Put another way, if you were my customer,
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how do I fashion our relationship so that you pay
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me a fee for ten, fifteen, twenty thirty or thirty
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five years.
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Yes, relationships are the key, because, as they say, people
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buy from people or people work with people who they
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like knowing trust exactly. And trust is such a tenomous
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currency that it can.
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Could be broken very easily.
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Yes, it is very fragile. So tell us, like, when
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you say that you could form those bonds of steel,
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what were a couple of elements that helped you do that?
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The first thing that I that I always did was
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to take the time to listen to what the person
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was trying to achieve their objectives, what kept them up
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at night, and to be able to do that and
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not interrupt. It's very very difficult because when someone says,
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for example, I saw a car that I wanted and
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I couldn't afford it, the first thing that comes to
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mind is, oh, yeah, I found a car that I
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wanted and couldn't afford also, and then you want into
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you you you. It's very very difficult to stand your
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ground and remember that God gave us two ears and
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one mouth wants you to listen twice as much as
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you talk, So it's very very difficult to sit back
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and just listen. And people really feel connections and trust
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with people that listen to them, because not many people do.
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Yeah, it's your absolutely right, because half of the time
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people are already thinking of, hmm, this person is saying this,
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what will be my answer? How could I phrase it,
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how could I make it sound so that I sound intelligent,
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or what they're going to be thinking about me. So
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it's about letting go of yourself and giving that focus
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to the other person.
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Exactly.
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Yeah, no, definitely. So you mentioned that you have seen
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all the behaviors could see in people as far as
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money and wealth is concerned. So we'll be coming to
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the techniques and strategies a little bit later. How about
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if you kind of dive into a little bit of
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psychology behind people's behaviors and so tell us, like, you know,
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what has been your experience and what are some of
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the common pageants that you've seen.
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One of the things that is a constant in my
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career is the question of, excuse me, what are you
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doing to prepare for your retirement, whether it's five years
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from now, twenty years from now, even forty years from now, Because,
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as you're aware, the earlier you start kind of the
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easier it is. Okay, if you wanted to accumulate pick
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a number, eight hundred thousand dollars or four million, the
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longer the amount of time you have to do that,
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the easier that journey will be.
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Does that make sense, Oh, absolutely, because then we are
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looking at that, you know, then the compound interest and
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all of the time and compounding exactly.
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But a lot of it has to do with the
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decisions you make, the behavior you exhibit and the willingness
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that you have to put off some things that you
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might want. So, for example, you might want to buy
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a Mercedes, but perhaps you should max out your four
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A one K and an IRA contribution or some other
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investments so that you could see the long term and
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understand you have to give up some short term gratification
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on the other side of it, I have seen and
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this screws with my head when I say it. Someone
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who says, oh, I'm not saving for retirement, and I say,
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do you not plan to retire? He says, no, I'm
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waiting for my parents to die. Divyah, I just shake
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all over. I want to scream and yell and pound
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my head against the wall. And all I do is
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smile and say, oh, tell me more.
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Well, what if your parents used to it all up
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in their travels and you don't have anything?
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Yeah. So you know, I've heard a lot of different answers,
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but when I hear that one, it kind of shakes
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me to the soul and I want to secretly call
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up the parents and say, give all your money to charity.
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Your son doesn't need.
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It, definitely. So yeah, that's on the mind. And so
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tell tell our audience as to what could be the
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obstacles between having good financial habits, because as you mentioned that,
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