So when in your journey did that shift happen for you? Was it like an aha moment or was this something that you just from an early stage were like, the average path is all wrong?

So I got trained by, and I didn't realize how unique they were, but my first job, I fell into a very unique opportunity.

I was hired by Merrill Lynch right out of undergrad.

I had zero experience, but a team of four advisors had recently moved from Goldman Sachs to Merrill.

And they had been there for, I don't know, three or four months before they hired me.

And they, those four advisors were doing more business than the entire Beverly Hills branch.

And so I was brought in with no experience.

And so with all the experience you've had, I'm curious to get in your head for our listeners, like start walking us through some of these recurring issues you've seen and coaching us up on how do we reduce the amount of pain that it's going to cause when we hit that point.