So when was the moment you realized like the next level, right? That financial professionals need support for this?

Absolutely.

Great question.

So I worked with employees directly on my own for a number of years.

And then with the company I was with, they kind of branched us out.

And I was traveling four to six hours, meeting with employees that I thought, why am I traveling so far when I really have a goldmine here, I don't need to go that far to to serve the federal employee market.

So I reached out to a company to help me market in the area, but they actually needed a federal benefit specialist.

How can advisors build credibility with federal workers?