Ep 072

Referral Secrets for Gathering $50M+ of New Assets Annually

With

Triad Member: Andy Heese

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Inside This Episode

Today, I’m excited to chat with Triad Member Andy Heese, the president and founder of The Guardian Group.

This year, Andy and his team are on track to bring in $60 million in new assets—all without relying on a traditional marketing funnel. Instead, they focus on building strong client relationships and leveraging referrals. Andy’s “secret” isn’t a sophisticated referral program, but something much simpler: consistently showing up for clients in unexpected and meaningful ways.

In this episode, Andy shares the profound impact of prioritizing people over profits. You’ll learn about the transition from being a solo advisor to leading a successful team, effective leadership strategies to help others achieve their goals, and the inspiring story behind the Heese family’s non-profit, “Club Vallarta,” which provides low-income children in Mexico with access to educational and recreational opportunities.

3 of the biggest insights from Andy Heese

#1 The powerful referral strategy and people-first philosophy that drives $60M in new assets annually for his firm.

#2 How to transition from solo advisor to true leader by empowering your team with humility, service, and authenticity.

#3 Hear about the Heese family’s non-profit, ‘Club Vallarta,’ which provides educational opportunities to low-income children in Mexico and creates a lasting community legacy.

KEY TAKEAWAYS: 

  • Andy’s unique path to financial services
  • Ties between business and playing D1 football
  • The true definition of leadership
  • Initial doubts when starting a business
  • Driving millions of new AUM through referrals
  • How one IRA turned into 7 figures in referrals
  • Setting yourself apart by doing the unexpected
  • Going from a solo advisor to leading a team
  • Running a non-profit in Mexico
  • Perspective and emotions from parenting
  • Andy’s definition of “Do Business. Do Life.”

DOING THE UNEXPECTED FOR YOUR CLIENTS

THE BEST LEADERS AREN’T AFRAID TO BE VULNERABLE

SELECTED LINKS FROM THE EPISODE: 

PEOPLE MENTIONED IN THE EPISODE:

THIS WEEK’S FEATURED REVIEW

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MIC DROP MOMENTS

  • “The most important thing that you can give your clients is your time.” – Andy Heese

  • “Just slow down. There are so many things that are so beautiful around you. And the opportunity to be in that space is pretty special.” – Andy Heese

  • “If you’re not willing to earn your role in whatever you’re given, I don’t think you’ll ever see your true potential.” – Andy Heese

  • “I knew who I was, I knew where my heart led. And if I couldn’t follow that, then what was I doing?” – Andy Heese

  • “Some of my very best friends started as clients.” – Andy Heese

Brad Johnson: Welcome back to another episode of Do Business. Do Life. I’ve got my friend Andy Heese on here with us today. Welcome, Andy. How are you?

Andy Heese: I’m doing great, Brad. I’m doing really good. Happy to be here. Happy to get to talk.

Brad Johnson: Hey, when I woke up this morning, I was like, this is going to be a fun one. I don’t know where it’s going to go, but I know wherever it goes, it’s going to be a great conversation. And this is a Triad Member Spotlight. So, if you’re tuning in, Andy’s been with Triad since the very, very early days, I think, before we even had a website, Andy.

Andy Heese: Episode number 4.

Brad Johnson: Yeah, you’ve seen the full evolution. And speaking of the evolution of Triad, you have quite the origin story in this business. So, I figured we’d just kick this off. And if you want to go way back to young Andy and then kind of coming up and you had a couple turns in life that I think are a really cool part of your story, so just take us down memory lane a little bit.

Andy Heese: I kind of fell into finance in general on accident. I was in college in Fort Collins, Colorado State University, and I was in school to play football, not to go to school, not to do anything else. And I had a good friend who just saw something in me whose dad worked for Charles Schwab at the time and offered me an internship. I think it was my junior year at college and kind of around that period of time, at least. And I fell in love with it real quick, worked with them for a number of years, worked with a couple of other kind of smaller mutual fund companies for a couple of years.

And it wasn’t that I didn’t enjoy that side of it. I’ve always enjoyed kind of the systems and the processes of a larger company, but I didn’t really get to do what I felt like I was best at. And so, I was getting reprimanded on a regular basis for spending too much time with clients that didn’t necessarily have the portfolio that deserved it. And so, I think 2005-ish, left and went independent and I was an independent advisor until my wife, Dina, and I decided to sell our house and go start a school in Mexico.

So, we left kind of end of 2007 and moved down there and worked with another family to start an outreach tool. It was originally a feeding program that we were able to implement English, math, and computers and figured if we’re going to feed them, we ought to probably teach them something, and spent a year down there starting that program, which was huge for us, huge for our family, huge for our marriage. But it was a little bit of a hiatus for me on the financial side.

And then when we came back the end of 2008, I got back in with my partner at the time, Robert. We were the definition of fly by night, didn’t know a whole lot of what we were doing. We were just trying to help as many people as we could and made enough money to keep us on the golf course and had a really fun couple two, three years. And then we decided we probably should get serious about this and implemented AUM, started hiring. And it was shortly thereafter that we kind of turned this into a real business.

Brad Johnson: Yeah. Well, what’s fun is we’ve gotten to know each other. You have such a, number one, I’ve always just loved your heart. And I think it’s been any time Andy’s in the room at any Triad experience, you just have a joy for life, a joy for others. You’re a connector on all levels. And I think part of that goes back to your Enneagram 2 which is very unique. As a founder, there’s not a lot of Enneagram 2 founders, and we’ll probably get into that a little bit later. But I just love how you show up, man. You’re authentic. You’re real. And I see just in every room, people gravitate towards you.

So, if we go back to college Andy, and I’m going to even challenge you to go back even a little bit earlier and we kind of get into a few conversations you and I have had, like, kind of in high school, you were that kid that was kind of getting into trouble a bit, right? You were the athlete. You were finding your way. And I believe you were the son of a preacher. And maybe you were that high school kid rebelling a bit, but what was it that kind of got you back on track? Was it sports? Was it, hey, maybe I should listen to some of that stuff my dad’s saying? What was it that during that time, kind of brought you back to realize your true potential?

Andy Heese: Those are great questions. Let’s start with getting in trouble. Yeah, I think I found a circle of friends that didn’t bring out the best in me, and I followed them down some dark paths. I ended up getting kicked out of school three years in a row. I believe, I’m the only Triad member that didn’t go to school in eighth and most of ninth grade because of some of that trouble, but turned things around, and honestly, sports was a big part of it. I fell in love with football and found out that I was pretty good at it.

The second thing that I think probably more impactful than sports is I found the woman that I just celebrated my 22nd wedding anniversary with on Friday, in Dina. And she made it real clear to me real quick that she wasn’t going to put up with any of that riffraff. And we started dating my junior year of high school, and I had gotten kicked out of school in 8th grade, 9th grade, and 10th grade. And she said, “If you want an opportunity to spend time with me, you need to straighten up.” And so, I think that’s kind of where I turned a corner.

Jesus has always been a huge part of my life growing up as a preacher’s kid. And I was in church every Sunday. Those things didn’t stray far away. I think I fell in love with Dina and I fell back in love with Jesus. I would say like this, the focal point of my life has always been revolved around my faith. And that turned into our family as we got married, started having kids. But I’ve never strayed too far away from the edge. I’ve always been somebody who enjoys challenges, enjoys risks. Sometimes, that’s got me into trouble, but I’ve always been that type of person. So, that answers that question.

Brad Johnson: Yeah. Thanks for sharing that. I promise you, there’s a lot listening in or watching in right now that can relate to that. Spending almost 20 years in finance now, there’s a lot of really– it’s entrepreneurs in general. I think, I mean, truly, you look at an independent advisor. You’re an entrepreneur that just so happens to play in the space of finance and a lot of entrepreneurs where the kids that were having trouble paying attention in school. There was this attention span that was a dreamer and a visionary. And school just wasn’t a great place for it all the time. So, I think a lot will relate to that story. Let’s go to…

Andy Heese: On that note, my dad and I have this kind of ongoing joke that we’re both in the same business. He’s just selling Jesus, and I’m selling financial products. I’ve always just wanted to be in a line of work or in an occupation I can just love people. And I honestly stumbled into something that allowed me to be good at what I’m best at in spending time with people. And financial services was just a vehicle to get me there.

Brad Johnson: Yeah. Well, it’s such a beautiful business because it is a relationship business, it’s a people business. And truly, you think you’re doing generational work. If you do this well, you’re impacting the people sitting across the desk from you, their kids, potentially their grandkids they haven’t even met yet. And it’s pretty awesome work when you step back and look at it.

Let’s go to, we have a shared college football journey. Yours was just at the D1 level. You were a notch up, but we both were defensive backs, and so, we’ve got that shared background. Are there any lessons from your college football days that carry forward today to just how you carry yourself, work ethic? Any good stories or takeaways?

Andy Heese: I think, yeah, obviously, I mean, sports is a way of helping you understand how to work hard, how to work as a team, how to push yourself in ways that you didn’t know you were able to. I was really blessed that I had some amazing coaches and mentors in my life going all the way back to literally football and through college and high school. I would say the thing that I’ve taken the most from my time playing sports is just that camaraderie. I love the concept of being on a team. I love the concept of being a leader of a team.

I think there’s a lot of different qualities of leadership that different folks really thrive in. Mine has always been more of service oriented, which I honestly believe is kind of the core foundation of leadership is trying to fit everybody into what you’re doing or what you’re selling or what you’re offering, but being in a position to serve them and to allow them to feel the most valued or most important as they possibly can. And I really learned a lot of that playing football, just being a leader of kids, being a leader of men on a college team, and allowing myself become second, be okay with that.

I think that there’s so many different ways that you can succeed and so many different things that offer that kind of that adrenaline or the feeling that you get from being successful. I always got that from being a part of a team that succeeded and getting to be an important cog of that team. So, it’s no different now with what we do and with our team here at Guardian. I just love that aspect of it. But I would say that’s, of all the things that came from that, the work ethic, the hard work, the determination, the ability to succeed, the opportunity to get to be on a team that succeeds together and accomplishes goals together is huge.

Brad Johnson: Yeah. Football is a special sport. I was just literally talking with another guy today because, I mean, there’s a lot of sports, obviously, that take teamwork. But it is the sport, the quintessential sport, in my opinion, that if one guy of those 11 is not doing his job, like if you’re on defense, the other team scoring a touchdown. It doesn’t matter if you’re a D lineman, a D end, a linebacker, a defensive back, it all has to work together. And that’s the beautiful thing about that sport. Everybody matters.

I want to get your take on this. One of the things we say at Triad is leadership is earned, it’s not given. And as you shared kind of your approach to leadership and being a great teammate, one of the things that I’ve seen play out just over my years in finances, there’s a lot of founding advisors that they want to grow an amazing team, they want to build an amazing business, but it’s kind of almost this you-work-for-me mentality, so like show up, do your job. And I was just thinking, as you were sharing that story about football on the football field, like if you turn to your teammates and did that, none of them would follow you. You have to put in the reps in the weight room. They see you working your ass off right next to them. They see you out there having their back on the football field and that is how you earn the leadership on a football field where guys will actually follow you.

And so often I see that done the opposite way in business. You work for me, so do this. And then they wonder why they have high turnover. People don’t want to show up to the office and work hard. What’s your take on that? Because I think it’s such a lesson from sports that we screw up so much in business.

Andy Heese: Yeah, I think. I mean, you nailed it. If you’re not willing to earn your role in whatever you’re given, I don’t think you’ll ever see your true potential. Taking that one step further, I think, there’s so much opportunity, not only in growing a team and leading a team that comes from showing up every day, but it also comes from having more of a humble, contrite heart, having the ability to be able to show failure and show transparency or vulnerability. I think when people really get to truly understand you and understand your heart, where you’re coming from, they’ll run through walls for you.

And I think that honesty has been created on our team. It does come from my heart. And I’ve just been really, really fortunate, too, to find a lot of folks that think and act and treat people the same way that I do. And that’s instilled that same leadership in them and it’s absolutely earned, it’s absolutely something that you earn every day. If I were to show up one day just completely different than I’ve been, I think that would take a long time to recover from. And I love the fact that I get to come to work every day with people who feel and think the same way that I do and that want to truly serve because, like I said, I think that that is the true definition or kind of the foundation of leadership.

Brad Johnson: Yeah. Like attracts like. And you can only fake it for so long before people figure out who’s really showing up. And then I do believe that’s one of your superpowers is you have a natural vulnerability. I think you shared a piece of that story coming up with me the first or second time we met, and I think a lot of people in this business, unfortunately, the ego gets in the way and then they wonder why they’re missing that connective tissue with other humans. It’s because they’re not willing to let their guard down. And all of us have stuff we’ve messed up along the way. And it’s those that are willing to share it and connect vulnerably that the people do want to work for and connect with and work that extra couple hours at the end of the day.

So, let’s go to you shared the story. So, you kind of– was it an internship in college that got you into finance? And then you kind of made this run where it was working for, obviously, another name over the door. You realized that wasn’t the model that was going to fit you and how you wanted to build a business.

So, let’s maybe stay on the finance track for a bit. I know there was a break there where you’ve done some incredible work in Mexico, and I want to make sure we spend some time on that. But let’s go through the finance lens for a second. When you decided to go out and build a business on your terms, what was going through your head? You’ve got this blank canvas. You can do it any way you want. What were your thoughts as you started adding AUM and serving clients and building a business from scratch?

Andy Heese: Yeah, I mean, let’s get real on that. I would say the opportunity to go out on my own was huge. I’ve always been a risk taker. I didn’t really struggle with that side of it. It made sense to me. It seemed very natural. I think it’s something that I always knew that I would do. I was also blessed kind of taking a step backwards to have some really, really important people in my life that mentored me, that kind of took me under their wing, taught me how to follow through, taught me how to show up the way that I needed to. And you take that away and there’s so much that would have been lacking that I just never got a chance to learn outside of that space.

But I always felt like the natural progression for me was to go on my own and to do something on my own. And the reason for that is I just wanted to do it my way. And not in a, I know how to do it and I’m better than you, I have better ideas than you, just that I knew who I was, I knew where my heart led. And if I couldn’t follow that, then what was I doing? And I think that would have been true, no matter what I would have done, I could have been a plumber, an electrician, or whatever, a podcast host. And I would have just wanted…

Brad Johnson: You’d be a good one on that.

Andy Heese: Yeah, mostly. But I wanted to do what was right to me. I wanted to love people. I wanted to serve people. And finance was just a platform to be able to do that. So, I was not too far into my kind of the beginning of my career before I knew that that was eventually going to be the steps I was going to take.

I’ll be real honest with you. When I first left, I thought I had made a little bit of mistake. Not even a little bit of mistake, a big mistake, just from the standpoint that I realized how little I still didn’t know. I still feel that way. There are things that we take on, there are things that we do, and I feel sometimes unprepared for it or that I’m not what I need to be with regards to experience or just business savvy. But we’ve always been able to make it work, and the Lord has continued to bless as we’ve taken on different programs, challenges, and so forth.

But when I first left, I was like, goodness gracious, what have you done? You don’t know what you’re doing. And now, you’ve kind of stepped out and put your neck on the line, your family on the line. What is this going to look like? And thankfully, I had some people that kind of joined up with me real quick and some additional mentors that I’ve met through the business and have still been a big part of my life, that it kind of took me under their wing as well and kind of showed me this space because it’s very different. You go from being in a very systemized, this is how we do it every single time business to how it’s completely open and it’s the kind of where the Wild West and you can do whatever you feel like is the best way to do it. And there was some really good people that I began working with in the very beginning through different IMOs that I was lucky enough to spend time with and their leadership and their mentorship in my life, this light on me.

Brad Johnson: The blank canvas of entrepreneurship can be a blessing and a curse for sure. I grew up inside of a business for my first 13 years. And they kind of allowed us to build a business within a business, but there was definitely guardrails on things. And then when those guardrails disappear and all of a sudden, oh, we could do this and that and this, it’s like every– I think the quote is, distractions masquerading as opportunities. And that can happen a lot as an entrepreneur.

So, one of the things I want to focus on that I believe is one of your true gifts in this business, back to you being a connector, you are the type of guy, and I think part of this is the blessing of an Enneagram 2, which for those unfamiliar, we’ve talked about it on a lot of episodes, but go back and listen to the Ian Cron episode. But an Enneagram 2, by a natural gift, is like being a helper to where what fills your batteries up is serving others.

And Nick Whitaker, one of our coaches, shared this with me. I don’t think I’ve ever seen this happen in finance, at least in my journey, I have not. He said you walked through in your office when he came out to visit a referral chain that went six deep. So, person 1 referred person 2 who referred person 3 who referred person 4 to 5 to 6. And I was talking with Kenzie, our mutual friend, our Director of Culture, who’s also a 2. And I was like, “I think I’m pretty decent in relationships.” And the deepest I could go in my career was three deep, where one person referred a second who referred a third.

So, I know you’ve built a lot of your business. And for context, for those listening in to the scale of 50 mil plus, you’ve had basically range of 30, 40, 50. This year, you’re trending for, I mean, we’re halfway through the year, I’m going to give you 60, buddy, just if you flatline because I’m going to challenge you. So, you’re pacing for somewhere around between $50 to $60 million of new assets as a firm this year. And a lot of that has been driven off referrals, which is very, very rare. Most people doing that sort of volume, they’re doing a ton of active marketing funnels. So, what’s your secret? How do you go about doing that? What’s the approach?

Andy Heese: Well, one, you honor me with even bringing this up. This is the thing that I get fired up most about. I’ve just always wanted to run a business that people couldn’t help talk about. Whether that’s overserving, we’re on a great call this morning with Kristin. And we talked about kind of our team or like our brand manifesto and just what we believe in. And if you walk into our office, we’ve got plasma on the wall. We’re committed to being more, and more just means so much to me. It starts with the team. It starts with just holding them accountable, making sure that they’re seeing the same things that I’m seeing. And then that spreads to our clients in a way that they can’t help but talk to their friends and family about what we do.

If we were to look at some of the hierarchies or whatever, where referrals have turned to referrals to referrals, we’ve got probably several different branches of those where they go six, seven, maybe even eight people that I can think of one. And that’s been a huge blessing in my life. When I first did get started as an advisor, I needed those things. I didn’t know how to do a workshop or seminar. In fact, we just started doing those about a year and a half ago.

So, we’ve always kind of run on the referral system. And I think that there’s a quote that I absolutely love that Jack Nicklaus, the golfer, said, he said, I never worried about making money. I just worried about playing really good golf. And the rest of it took care of itself. I’ve never really worried about watching the scoreboard or what our numbers were. Obviously, those things keep the lights on and they’re important. But I’ve always just tried to be a really good person first off, and then a really good advisor, and loving on our clients in a way that they couldn’t help talk about, they couldn’t help but share just the things that we’ve done for them.

And to be honest with you, I think so much of that is beyond the actual financial planning. There’s a lot of it that just comes with showing up and being there for them and the areas that they need, that could be good. It could be tougher days. But showing up and being a part of their life and then knowing that whatever goes on in their life, whether it’s success, whether it’s failure, whether it’s losing people, whether it’s living their dreams that we’re going to be there and we’re going to be sitting in it with them and that accountability that comes from that is pretty dang special. And it’s allowed us to build a business that, I don’t know what our percentages of referral clients, but I would say it’s more than half of the clients that we haven’t take care of.

Brad Johnson: I mean, I’ll tell you the numbers that you were hitting. I mean, like you said, you just started what I’d call an active marketing funnel with public seminars a little over a year ago. And you’ve been with us basically from year one, so right around three years now, and you were hitting $40 and $50 million years with no active marketing funnel. I’ve never seen that before. I mean, I’ve seen a lot of models in this space. I’ve never seen that.

So, if we dive a little bit deeper because a lot of what you share there, which is your heart to serve and going deeper than just numbers on a spreadsheet, but truly caring about the human behind it, I see that’s how you show up. But if you were to give some real life examples to an advisor listening in, like, maybe dissect one of those referral rabbit holes, like, well, here’s how we connected with this person that then led to that person. And then, how did that actually play out?

Andy Heese: Yeah, I’ll go a couple of different ways. Let’s be a little bit more broader. I think that we do a great job in those first meetings of helping them understand what this is going to look like. And I don’t only mean the plan and what we’re doing from them from a service standpoint. But what retirement’s going to look like? I think that that’s one of the more underserved areas in our industry that you’ve got these folks that have spent 30, 40, 50 years doing one thing that they’ve driven who they are, their identity, their self-worth, their confidence that has come from being who they were. And now, you’re going to take that away from them.

And helping them understand that, prepare for that, I couldn’t tell you the, I don’t know, hundreds of people that have come back to me and said, Andy, you were right. You said that this was going to be tough for me. You knew how much what I did meant to me and how it created my identity. And now I don’t have that. And I’m so grateful that we were proactive on that side of things and giving me, whether it’s coming up with a hobby, whether it’s coming up with something that I can go do that means something to me. Putting those plans in place before you kind of checked in for the last day at whatever it was that you were doing.

So, I think a lot of those conversations that we have are really impactful. I can tell you a couple of stories. When I first got into the business, I had a guy that went to my dad’s church, a real good friend of ours, that gave me a chance. Gave me a chance, I think, it was like a $36,000 IRA or something like that. It wasn’t anything that was crazy to me. At the time, it was a really big deal. And he was one of the few clients that I had taken on that weren’t a part of my previous career. And man, I just worked for him, like, my life depended on it.

And I think I was about six months into it that he said, “Hey, Andy, you need to meet my very good friend. He’s not real happy with his advisor. I’ve been bragging about you now for about six months. I think you guys need to meet.” I was like, “Hey, I’d love the opportunity.” And little did I know, I was going to meet a guy that would change my life. And I won’t share his name just because he probably wouldn’t like that. But we sat down and he had a million bucks, and I had never seen anything like that on my own at that point in time.

And here I was, 20-something years old, sitting in the living room at his house, I didn’t even have an office, trying to help him understand why he should trust me to take on his financial future. And now, fast forward 20 years, we’re still the closest of friends. I mean, if I had to guess, probably 12, 15, 18 referrals that have come just from him and some of those have gone, three or four or five deep, but I got that one opportunity from a guy at $36,000 that turned into, I mean, I don’t know, multiple seven figures and opportunity and the opportunity to really help a lot of people. And it all came from somebody giving me a chance, going in there and showing him my heart, showing him what I wanted to do, being overly prepared in our meeting so that he knew I knew what I was talking about. And there was no doubt and just my ability to be able to take care of him.

And he turned me on to another great friend who turned me on to the next one, who turned me on to the next one. And those people became more than just clients. They become really close friends. Whether that’s right or wrong, I believe that it’s right with all my heart. Some of my very best friends started as clients, so it’s been a pretty special process for me.

Brad Johnson: I’ll tell you what, that’s what I love about this business. And by the way, for you young advisors listening in, Andy, I know you’re right about– were you born in 1980? I was in 1989.

Andy Heese: 1979.

Brad Johnson: ‘79, I knew you were substantially older than me.

Andy Heese: Yeah, two months younger than Derek.

Brad Johnson: So, Derek, our other friend that’s been on. So, ‘79, so you’re 27, that’s like 2006, 2007, right? And I remember because that was my first year in the business and $1 million case back then. Those did not come. That was a once a month, once every couple months thing. So, that’s different than $1 million today. That’s some real money. Not that $1 million isn’t real money today as well, but that there’s a lesson there of how you do one thing is how you do everything. And you showed that same $36,000, the same care that earned you the million dollar opportunity. And I think oftentimes in business, we forget that, but it goes back to your quote on golfing. It’s like you just want to be a good advisor.

And the cool thing is showing up as a good advisor to that guy led to an opportunity to be a good advisor to others with substantially more. Are there other things? What I take about from an earlier thing you said, which is, hey, I help my clients prepare for the transition and the loss of identity as they enter retirement because you think about it, you’ve been working the same job 30, 40 years, or you’re a business owner and the business is your identity. What sort of things have you done? Like, are you literally, like, hey, let’s go golf? How are you getting them ready to make that transition to retirement?

Andy Heese: Yeah, I mean, obviously, Nothing replaces time. I think that the most important thing that you can give your clients is your time. That’s easier said than done. And I realized that as people get busier, it just becomes more of a challenge to be able to have that. When I say that what I’ve done is just show up, that’s a lot of different ways. I mean, there’s clients that I have showed up their house to help them move.

We just had a client that went on a little 12-day European cruise. I showed up at their house with a little care basket that they had no idea we were bringing it. I can’t take all the credit for those things because I got a great team that supports me with it, but it’s just showing up, being there, doing the unexpected. I think that very often in this industry, we get caught up with just providing the expected. And that’s not being more, that’s not what our team does. We’re going to do the unexpected. We’re going to be there, not to get into it downside.

But I had a really, really close friend whose brother passed away at 67 this past weekend. And as much as I love my family and as much as those weekends are sacred, I just want to go sit in it with him. So, his wife had sent me a text, that says like, “He needs ya.” So, I just showed up. I just showed up and we sat downstairs and I cried with him. I just sat in it with him. And that’s what I mean. I mean, If you’re not willing to show up and be there then don’t expect anything different. But when you’re willing to do that and you’re willing to be that guy for, whether it’s your team, whether it’s your clients, I mean, obviously, most importantly, your family, and that’s what separates us. That’s what makes us different, makes us special.

Brad Johnson: Such good advice in life. That’s not business advice. That’s life advice.

Andy Heese: I like to think that, if there’s anything that I’ve done right, it’s that you know how I feel about you. I would say that anybody who’s listening to this call or anybody who knows me, knows how I feel about them, knows where my heart sits, how much I care about them, who they are to me. And whether that’s something that makes me special, whether that’s just me being vulnerable or many other different things, I don’t know, but it’s who I am, it’s who I’m always going to be. And sometimes it drives my wife crazy because there’s so much energy that gets spent being that person that she’d like to have a little bit more saved for her. And that’s another topic, that’s another podcast, but yeah, just being willing to be that guy.

Brad Johnson: Well, it’s interesting timing on that comment because, you know, we’ve talked about an Enneagram 2. We won’t make this an Enneagram podcast, but I’m a 7 and kind of a deadly sin of a 7, we like to have a good time. Sometimes, same thing that can drive the wives a little crazy when it’s like the over commitment stuff and wanting to be at every party or every gathering. But one of the things that I didn’t realize how a 7 sometimes shows up that’s the opposite of what you just shared, is almost being unaware of unintentionally reframing things positively, almost like optimism to a fault.

And back to the close friend that lost his dad, you said something that I think goes back to what is a secret of how you show up and why people gravitate towards you. You said, I just went over there to sit with it and sit in it with him and just cried with him. And as I explore my blind spots, one of the things that came out of a therapy session, there’s a Brené Brown video that talks about empathy. And she said, “People, there’s a difference between sympathy and empathy.”

Sympathy is, oh, I’m sorry, but the good news is you had all those good years with your dad. And you try to be a fixer, it’s not a bad thing. You’re not like trying to, but it’s almost like you’re not sitting in it with them. Empathy is climbing down the ladder into that hole, into that dark place and just putting your arm around somebody and saying, “I’m here for you, buddy. And I have no clue what this must feel like, but it must suck.” And just within the last year at 43 years old, I learned that. And I think it’s one of your natural things, but I don’t know, is that a learned behavior? Is that just kind of who Andy’s always been? Because I think it’s something a lot of adults could really take a lesson from.

Andy Heese: Yeah, I’m sure there’s a little bit of everything. I was really fortunate. I always say that I hit the lottery when it comes to parents, grandparents. And I had parents that loved people, that loved Jesus, that wanted to do what was right by other folks. And so, that’s what I saw modeled to me growing up. So, there’s very little, I think, credit I can take for it. I think there’s a lot of that’s just natural for me too, whether it’s seeing it through them or whether it’s just how God made me.

I do know, as I’ve gotten older and as I’ve had more experience, one of the things that I would go back and tell my 18, 20, 21-year-old self is to just slow down a little bit. I think that, especially as a business owner, we get so caught up in the million different things that we have to do and the ability to be able to slow down and like exactly what we were just talking about, sit in something with a good friend or show up in a way that you need to be there. That takes time. And your willingness to be able to do that is, I think, the most important part of it.

So, if I could go back and talk to Andy 20, 25 years ago, I think that’s what I’d tell him. Just slow down. There’s so many things that are so beautiful around you. And the opportunity to be in that space is pretty special. And learning how that will affect other people and the way that you can support them through doing it, man, I mean, like I said, I think that’s where leadership starts. I think that that’s the key behind it.

Brad Johnson: Yeah. A phrase I heard on that note is act as if you got nowhere to get. And that’s what your buddy needed. He didn’t need the gift basket that you swung by, dropped it off, spent five minutes, said, “Condolences. You’re in our thoughts and prayers. See you later.” He needed somebody to be in it with him.

And from my experience in life, those are the people you remember, the ones that show up in the low times. Not the ones where things are going great and you just hit your greatest sales week of all time, and they’re there to have a beer with you. It’s the tough times that the real friends come out. I think that speaks to why so many people love you dearly. It’s you show up.

Andy Heese: And I think too many times we get in the way of our own way, like, oh, I’m going to ask him if he needs something, or I’m going to see what I could do that they need and we go and just get our own way. Just show up. Just be there. Too much of us, too many of us, I think you’re too, whether it’s pride, whether it’s our ability to not be vulnerable, whatever it is, if somebody asks you, “Hey, how can I help?” “Oh no, I’m good, I’m good. I don’t need it. We’re okay. It’s going to be all right.” When inside they’re screaming and they’re crying, they just need you to show up. So, that’d be another thing I’d tell my 18-year-old self. Don’t spend so much time worried about it. Just show up, just get there.

Brad Johnson: Bro.

Andy Heese: Love it, man. Love you, man.

Brad Johnson: I knew this would be a good one. And I’ve been on the verge of tears for the last 15 minutes. So, you might crack one loose here if we keep going. Watch out.

Andy Heese: Let’s go.

Brad Johnson: Let’s go to the challenges of entrepreneurship. You’ve got an awesome team. We were just talking about a lot of them before we went live. You’ve got a great advisor team. You’ve got Joe, you’ve got Lee, you’ve got my boy Matt, my fellow card collector in small town Kansas. And I know you got a lot of other team members. And one of the evolutions I’ve seen in you since you’ve been at Triad is I’ve really seen a shift in Andy. You’ve always been a great sales guy, a great relationship guy. But I’ve seen you really start to step into leadership, and you’ve hit on a lot of those characteristics already.

But I want to get your take because I feel like just knowing you, you’re naturally a good salesperson. I think you use a lot of those great natural relationship skills. People like you, they trust you. They want to work with you. That’s great when you’re the solo founder, the only advisor. But unfortunately, you can’t extract that and infuse it into other advisors as you add advisors to the team. So, what have been some of the challenges as you go from a solo advisor to a multiple advisor practice and leading and just changing kind of how you show up on the daily?

Andy Heese: Man, great question. A few different things. Let me give you some context. Number one, I never really wanted to do this, to build this. I still am very hesitant to get bigger. I love where we’re at right now. If we never outgrew where we are at now, I’d be very content, which makes me a little bit unique from a founder or leadership standpoint. I’ve always just wanted to do whatever I could to help as many people as possible, but I’ve never wanted to lead from the front. I never wanted to be that guy. I’ve always been very content to kind of be behind the scenes. Even doing something like this is so far out of my comfort zone that it’s ridiculous. It’s not just the light I’m sure that’s making my head sweat.

But I’ve learned that in order for the people that I want to reach, the dreams that they have, that it requires me, and it requires my leadership and it requires me stepping in and showing up on a daily basis for them to be able to hit the numbers that they want to hit, the goals that they have and live the lives and support their families in the way they want to. And that’s very motivating for me.

I would say a couple of things that are very basic forms of leadership, but finding what people are good at and allowing them to excel in those positions. When we were first building this business and Bobbie and I were kind of working side by side, she was so good at teaching me some of those lessons in leadership about just finding areas that we were short and finding people who really thrived in that way. And we’ve been really blessed to find folks who not only excel in their position but really enjoy what they do.

And it takes a special person to run new business and sit behind a computer screen and follow up with carriers and where’s this check or this beneficiary form as we change and those things, and finding somebody who can do that and enjoys doing that, goodness gracious, that’s the MVP of the team right there. And we’ve been really, really blessed to do that. But it did not happen overnight. It came through trial and error and me learning how to help lift people up and making sure that we were setting them up for success in areas that they really wanted to be involved with.

So, kind of getting back to your question, the transition of leadership and getting into a position I wasn’t necessarily comfortable with came from a lot of hard work and it came from a lot of preparation. You guys have been, I mean, goodness gracious, just so important in doing that fun little story that I’d like to share with this on you guys specifically is, we were so blessed to be like that kind of that first couple of offices that came in. And so, we got to spend time with you guys that you’re like your highest level of energy and your highest, like we’re just willing to go do anything. We’ll run through walls to figure out a way to make this thing work. Didn’t necessarily know what you know today. But, man, the level of energy was there.

I like to use the example of having kids, like your first kid. You’re at your youngest, but you’re at your highest level of energy or you don’t know what you’re doing, but you kind of go do it. And then by the time you’ve had your third or fourth, fifth kid, maybe the energy levels aren’t there, maybe the time isn’t there, but you know so much more and you’re able to support so much more. We’re so blessed by you guys because we get to see both sides. We got to be there when you were just starting and had those levels of excitement. Not that you don’t know, I don’t want it, those words in your mouth, but it just was something new. And, man, it was…

Brad Johnson: We were figuring, you came in at a phase. We were figuring out what Triad actually was. Yeah, fun fact, because we didn’t share this. So, Bobbie that was really sitting in the chair, Bobbie a female, not a male, that was sitting in kind of your director of ops COO chair, she knew Kristin Shea because she had grown up in the FMO space where there were not a lot of young females that were go-getters. And that wasn’t a female thing. That was just a very dude-focused business. And a lot of that’s evolved. But they knew each other.

And so, I think when Triad was just becoming a thing, Kristin’s like, “Hey, Bobbie, why don’t you come in?” And testament to you trusting your team, because I think you had been at your previous group for a decade. It had been a long time.

Andy Heese: I think it was 15 years.

Brad Johnson: Was it 15 years? Wow. And so, you were the very first member office to ever visit Triad headquarters in Lawrence. That just so happened to be on a Saint Patrick’s Day. I will never forget. And we had all the green hats, the green cloverleaf sunglasses, the green chain. So, we were all decked out and we went out for a lap around Mass Street. And I think, actually, was Joe wearing a kilt? Joe was wearing a kilt, wasn’t he?

Andy Heese: I think by the end of it, there were a lot of pictures that should never be shared.

Brad Johnson: I think a couple of them are still on the Triad fridge. It’s like proud parents. We have the The Guardian Saint Patty’s Day visit still memorialized, but yeah, that was a really special trip because as much as we were growing up, I think it was a really cool inflection point for you and your business, too, where it was like, I’ve really seen a transition of a great sales guy that was great at relationships to where you guys have truly started to really build a business with multiple advisors, serving clients at a high level, and it’s been been a hell of a partnership, my man.

Andy Heese: Well, and listen to just take a moment to brag on you guys. Little kind of story behind that story. When Bobbie first introduced the idea of us changing and us going, working with a startup, it had nothing to do with you guys’ experience or lack thereof. It had everything to do with, I was just so committed to who we were currently working with. I told him no, like three times. I was like, listen, no, I’m never going to leave. My flag is planted here. I’m committed to these guys. I’ve been doing life with them for over a decade. And just, like, just talk with them. Why don’t you just take 30 minutes and sit down?

I remember that first conversation I had with Shawn. And by the end of that phone call, man, I couldn’t have come to a more of 180-degree on that. Your guys’ like-mindedness, your kind of ideas of what you were trying to create, the ability to do it with so much transparency, I’ve always believed that there’s so much more gain from being honest and vulnerable and that people learn so much more from your failure than they ever will from your success. And you were so real with me.

And now, here you are, fast forward three years, and you’re doing things that I don’t think any of us could have imagined back then. But I was so grateful for that opportunity, and something that I thought was a complete waste of time and I was never going to make that change, it was one of the best decisions I ever made in my career. And here we are. And it’s a beautiful thing when people want to do what’s right and they kind of check their egos and put hard work and put honesty in front. It’s amazing what you can do. So, thank you.

Brad Johnson: Well, Andy, that means a ton. And I’ve told you this before, we’re not perfect, but we try to own it when we’re not. And we try to listen and we try to continue to level up and evolve. We talk about member obsession a lot, and we mean it. We’re like, there’s a really easy hack in business. It’s just listen and put your ego aside because guess what? You sure will get a lot of solutions if you’re just open to them. So, thanks for always– and you’ve always been super gracious, even when in the early days when not all the systems were dialed in and we had a new business team of like two, who are awesome, by the way. But yeah, there was a lot of growing up we had to do. And there’s still a lot of growing up we have to do, but we’re definitely committed to the journey to get there.

Andy Heese: I’m very grateful. You guys have become the best of friends to us and a lot of the other offices, I mean, or some of my best friends in my life outside of business. And I’m very grateful for that. And not to mention, I mentioned this post on the call, I think you have found the perfect hair length. And I’m fired up for you, man. I wish I had that.

Brad Johnson: Those on video, I’ll just do a 180 there.

Andy Heese: It’s not too long, like, I think it’s gotten. Sarah might agree. It’s not too short. You look like your, that’s like the perfect length right now.

Brad Johnson: You know what? You could learn a lot from people’s background based on how they describe my long hair. Certain circles. It was WWE hair. If I talk to people up north, it was hockey hair. On the coast, it was hippie hair or hipster hair. So, there, it just depends on the region of the country you’re in. And I think my wife called it midlife crisis hair. So, we had a lot of different options to go with. But, well, let’s go to, we’d be doing you a disservice if we didn’t talk. Would you describe the work that you do in Mexico?

Andy Heese: Love to.

Brad Johnson: Would you consider that mission work? I know you’re building a school, you’re feeding, you’re educating. Is there a religious side of it as well? Like, how would you describe that? That one that you’re doing?

Andy Heese: Yeah. So, when we originally started the school in Volcanes, Volcanes is a community in the Puerto Vallarta area, my wife and I were looking for something. We had just had our first son who’s now graduated from high school and heading off to college. But we were just looking for something, we were looking for an opportunity. We needed something more than just this routine that we were in.

And so, we went and looked at a few different opportunities. We wanted to stay in Mexico. We’ve always had a love for just Latin culture. Mexican people have always been very, very near and dear to our heart. I grew up in a very Mexican demographic or heavy driven in that community. And so, just finding something down there was really special to us. So, we went and looked at a few different opportunities and we stumbled upon a feeding program in Puerto Vallarta. And we got involved.

And then the idea of creating kind of this outreach school came up with us and another family, and then we were partnered with a church that owned a building that made sense. And we moved down there for a school year when Jaden, like, he was almost two or just turned two, something like that, and just dove in. We taught eight hours a day. We taught the morning sessions and the afternoon sessions, and it was really special. So, just to get a little…

Brad Johnson: Was it you and Dina, or you and Dina and other family? Like, who were…

Andy Heese: So, the other family was more kind of admin. The wife of that family was very curricular, like, or curriculum driven. So, she helped a lot with kind of the day-to-day stuff, but she didn’t teach. She was a teacher for a public school down there. But we just went to work, so we were kind of partnered up with the public school. And the public schools were completely overpopulated with kids.

And so, kids were going to school for a half day and weren’t getting any English, very little math, zero computers. And we thought, well, hey, why don’t we come up with a program that allow them to come to our school in the afternoon if they go to the public school in the morning, or vice versa? And we’ll just focus on that, math, English, computers.

And so, Dina and I taught English for the first year. And the only thing that qualified us is that we spoke English. She actually had a teaching degree and had a lot of kind of insight on that. I was just the guy that showed up and tried to make the kids laugh and help them understand some basic concepts, just because that’s what I knew.

So, that kind of evolved and the school grew, and we got to the point that we outgrew that building and we go into another building. And then it evolved into other different programs, which we’re still heavily involved with, a sports program, bands, dancing, just you name it. We kind of do it down there now. And to where, when we first started it, it was maybe a couple of dozen kids. Now, it’s thousands of kids. And it’s a really, really special opportunity.

We’ve had so many of our clients at Guardian that have gone down there and have spent time with those kids and loved on those kids, and I would open up to anybody listening that we have a home down there. We don’t rent it. We don’t Airbnb it for that reason. We want people to go down there and get to experience what is a very special place to us and some really, really special kids.

So, now, we’ve got basketball leagues and soccer leagues and volleyball leagues and multiple bands and dance teams and just you name it. Like I said, there’s a lot of really cool opportunity and some really, really special people that have come on board that are very selfless and have kind of put their money where their mouth is and donated like mind-boggling numbers. And that’s been– I mean, it’s what we love.

Brad Johnson: I’m assuming it’s a nonprofit at this point.

Andy Heese: Yeah. So, there’s two pieces…

Brad Johnson: What’s the name of it?

Andy Heese: Club Vallarta is the sports program. And that’s there in Monesterio, and then up in Volcanes Education Project or Community Education Project, and that’s where the education side.

Brad Johnson: Well, do me a favor and send me a link to where people can find out more information, and we’ll put it in the show notes. And then if anybody’s inspired by this and wants to give, I will– one thing I know about Andy, all that money will go to the kids. And so, I’d love to support that. And I know we’ve talked about getting our family down there and it just hasn’t happened yet, so that’s on us, but we need to get some dates on the calendar.

Andy Heese: It’s a special place. The only thing I would warn you is it’s not a place you go once. Like, once you get down there, Vallarta is well known as one of the friendliest cities in the world. That’s also well known as one of the best foodie cities in the world. So, you can eat, you can spend some time with some really special people. And on top of that, go live on some well-deserving kids. It’s a pretty cool place.

Brad Johnson: And if I remember this right, you spoke zero Spanish when you started this. Is it correct?

Andy Heese: I was limited to the Taco Bell menu, a couple of other words, but it was maybe below zero. It was nothing at all.

Brad Johnson: And now, you speak pretty fluent, correct?

Andy Heese: Yeah, yeah, I can get along pretty good now. I learned real fast that if I wanted to be able to talk to any of the parents about what their kids were doing, good or bad, you better learn how to speak some Spanish, or they’re not going to be able to understand what you’re saying. So, yeah, I poured myself into that for a lot of years. And then just time down there, it’s been a huge for me. We’ll do the next podcast in Spanish.

Brad Johnson: I’m going to have to bring in some reinforcements. I’ll bring in Logan. Logan on our team could riff with you. I could say mi hombre Bradley, cerveza, por favor. I mean, I’ve got the basics from a few all-inclusive stays, but…

Andy Heese: There you go.

Brad Johnson: I’m about tapped out there. Well, let’s get to the life side as we kind of get towards the tail end of this conversation. One of the things that I love about you is family is really important to you. And you’ve talked about your clients, your team, obviously, the work you’re doing down in Mexico. But I know, like being a husband and dad is the top for you. And so, this is the Do Business. Do Life podcast. Like, what are some lessons you’ve learned and going back to the young Andy that was really kind of rebelling and getting kicked out of school? Did you apply any of those lessons to your kids? And just so, obviously, they wouldn’t go down that same path or repeat some of those same mistakes that you made.

Andy Heese: Yeah. Oh, absolutely. I like to think of my wife and I as such an amazing team when it comes to raising kids, because where I hit the lottery with parents and I had just every opportunity you could have thought of from a support standpoint. And we didn’t have the resources, but we did have parents that really loved me. She grew up in a single mom home. She had a lot of the struggles that I didn’t really understand and still have had to work really hard to try to just understand a little bit. But the perspectives that we have make us, I think, pretty special when it comes to parents.

So, we have four children. They’re spread out a little bit more than maybe we would have attended. Our oldest is going to be turning 19 soon, and then we’ve got a 13, almost 14-year-old and eight-year-old and a three-year-old. Our older three are boys, and we wanted to have that little girl. And we kept trying. And finally, the Lord blessed us with a little girl, and she’s perfect. And she kind of runs the family now.

But, yeah, the opportunity to be a dad was all I ever wanted. From a young age, I remember, I just want to be a dad. I just want to love my kids and help them understand maybe the things that I didn’t do a real good job of. And then, hopefully, they’ll be better than we are. Dina and I always like to say that that we hope our ceiling is their floor and that they’re just going to go do things that we couldn’t even imagine doing. And we want to give them the opportunity to be able to do that.

I’m hopeful that one of my kids has an inclination to work in finance and can take over this practice, because that’s always been my heart and my dream to be able to see one of those kids do that, or maybe multiple. That way when I’m ready to at least step back, one of them can step forward and do that. So, we’re pretty pumped. Our oldest is heading to California to go to college to study business. And yeah, we’ll see where it goes. We’ll see where it goes that got planned for him.

But yeah, the family is everything. That’s my heartbeat. That’s the reason that I do everything that I do. And the opportunity to get to raise those kids and the honor that God’s given me to be their dad is the coolest thing I’ll ever do in my life. And then nothing even comes close. There’s something so special about watching your kid run for a touchdown or watching them. Our 13-year-old has got a band and he’s crushing guitar right now, and getting to sit back and just watch these kids thrive in their environment is so cool.

But the fact that they love Jesus and they want to do what’s right, oh my gosh, yeah, it doesn’t get better than that. Obviously, parents, any parent listening knows that it comes with its own challenges. And kids are hard. Raising kids is really hard. Being a good parent is really, really hard, but there’s nothing cooler than watching your kids do well. I love it.

Brad Johnson: Yeah. It’s the best job in the world, most important job in the world.

Andy Heese: Amen, brother. You know.

Brad Johnson: And I will tell you, so our youngest is also a girl. She’s eight now. This was a fun story. So, Sarah had been traveling a bit, and I’m excited for your little girl, like, three is such a fun age. But as she gets older, you’re right, she’s just going to keep running the show a little bit more and more as each year goes on. So, Sarah gets home and she was– where was she at? She was gone for a couple nights. And so, Nellie is sitting in the kitchen, or we’re all standing in the kitchen, Sarah, me, and her. And I’m like, said something about, “Oh, I missed mom.” And Nellie looks me dead in the eye. She grabs her mom, puts her arm around her. She goes, “She’s mine.”

Andy Heese: She’s all mine.

Brad Johnson: “She’s mine. She’s mine. You’re not getting her.” And girls are just, they’re special. Growing up, I just had another brother, I didn’t have any sisters. And then, my parents got divorced, and so it was pretty much a bachelor pad from my freshman year of high school until I went to college. And I feel like having a daughter unlocks the softer side of a dad. What’s been your experience so far on that?

Andy Heese: So not only was she our first girl, but we knew she was going to be the last. And I think there’s just something special about knowing that going into it, you just kind of appreciate everything a little bit on just another level. I’ll never forget when we had all of our kids in our room when they were baby babies, until maybe six, seven weeks old or something like that. And then when she moved into her nursery, I moved in with her, and she was the only one that, like, when she would wake up at night to cry, it didn’t bother me, not now. I was in my 40s that one time. And you suck at sleeping at that point in time anyway.

But those things never bothered me. I just enjoyed the time. I was like sitting in the chair with her. She’s in this chair in her bedroom. And I was thinking to myself, like, I wonder how many hours we’ve spent together sitting in this chair. And it’s like hundreds and hundreds of hours and like, man, how cool is that, right? It’s just, yeah, so different than raising boys.

I’ve been my kids football coach and I’ve been, like, rub some dirt on and get up. Let’s go. Let’s be tough, be strong. And her, it’s like the complete opposite. Although she’s got three older brothers, she’ll compete with them. Bruises and scars, she’ll be just fine. But yeah, she’s so special. So grateful for her. What a blessing.

Brad Johnson: You’re right on the lot, like Nellie’s our last two. Well, as far as we know. But I heard this the other day. And you’ve got these fleeting moments that in the moment you don’t realize, circling back around to time, being your most valuable asset. And Bronn and Nash, who are now 14 and Nash will be 13 at the end of August, I don’t remember the last time I pushed either one of them on a swing. Like the little kid, you push them on the swing.

Andy Heese: Sure.

Brad Johnson: And you just don’t realize in that moment, like, this is the last time, and then boom, they’re out of that phase. And it’s like, really? Like, I love every season of raising kids, but there’s these little moments, these little, like, you look back and you’re like, man, I wish I would have known that was the last time because I sure would have soaked it in a lot more. And I think as a parent, you don’t realize these little seasons and phases that you go through. And like when it’s that baby, you just soak it in a little bit more, and it’s pretty awesome. Pretty awesome.

Andy Heese: It still goes by way too fast.

Brad Johnson: Oh, way too fast, yeah.

Andy Heese: Yeah. Blink of an eye. But I’m so with you. Your kids are blessed to have you, brother.

Brad Johnson: Hey, likewise. This has been a fun one. And we did a lot of do life on this, and I knew we would. As we wrap this, at Triad, if anybody knows that you’ve been here since the beginning, we’re all about doing business and doing life, and we’ve talked a lot about that. But if you had to truly define like, here’s what doing business, doing life means to Andy, how would you sum it up?

Andy Heese: It’s a good question. I think, for me, they probably blend together more than most people would. I am blessed beyond measure to get to do what I love. And the opportunity to get to help, get to serve, and get to create a business that provides for my family, provides for so many others is such a special thing. And then that blends into my life. The things that we get to support and the things that are important to us are supported through what Guardian does. And never in my wildest dreams that I think that I would be either able or have the ability or honestly, the opportunity to get to do what I do. And God reached down, and man, he touched me with his hand, he blessed me. And I’m grateful for the opportunity to get to work with my best friends, you guys included, to get to work with so many special people who are so talented at what they do. And for that to influence my fam and the things that we get to do, that’s all I ever wanted and so much more. So, I’m so grateful.

Brad Johnson: Well, said my friend, and likewise on my side. It’s been awesome to be on this journey with you. And I love all of the members here. But you joined probably before you should have, if I’m going to be real with myself because it was all still coming together. So, thanks for believing in us from the very beginning and speaking into a lot of what Triad is.

Andy Heese: Thanks, my brother.

Brad Johnson: I appreciate you.

Andy Heese: Thank you.

Brad Johnson: All right, until next time.

Andy Heese: Absolutely, brother. Thank you.

Disclosure

These conversations are intended to provide financial advisors with ideas, strategies,
concepts and tools that could be incorporated into the advisory practice, advisors are
responsible for ensuring implementation of anything discussed is in accordance with
any and all regulatory and compliance responsibilities and obligations.

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