feed - Part 63

#FASuccess Ep 068: Becoming A Non-Revenue-Producing Partner In A Multi-Niche Financial “Design” Firm with Heather Fortner

April 17, 2018 07:01 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome, everyone! Welcome to the 68th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Heather Fortner. Heather is a partner and the Chief Operating Officer of Signature FD, an independent RIA that calls itself a "financial design" firm and now serves more than $3 billion of AUM for nearly 1,000 clients.

What's unique about Heather's firm, though, is not just the nature of its holistic "financial design" process that aims to help clients with all their types of wealth – both money, time, and relationships – but serves its clients by organizing the firm and its advisory teams into "communities", or what essentially are a series of various niches, all under the Signature FD umbrella, including SignatureLaw, SignatureHealth, SignatureEntrepreneur, and more.

In this episode, we talk in depth about why and how Signature FD transitioned from a broad-based generalist firm into a series of niche communities, the way it has adopted Angie Herbers' "Diamond Teams" structure to grow and develop their advisor talent, the Entrepreneurial Operating System it uses – built from Gino Wickman's book "Traction" – to help ensure that every employee understands how they connect to their department's 1-year goals, the firm's 1-year goals, and the long-term outcome for the firm, and why SignatureFD uses an Industrial Psychologist as a part of the final screening process for everyone the firm hires to help really ensure they're a good long-term fit.

We also talk about Heather's own career track in the firm, from joining as a "client care associate" in the operations team nearly 15 years ago, to becoming the Director of Operations and later the Chief Operating Officer, getting involved in several industry Executive Leadership programs, and eventually making partner in the firm... in a world where it's still relatively rare for such "non-revenue-producing" members of the firm to have an opportunity to become a partner, especially women, despite the value that good executive leadership in operations can create for a firm.

And be certain to listen to the end, where Heather talks about how advisors can identify the "right" firm to stick with in the long run, and the skills that she believes are most important for everyone, but especially women, to develop to climb the career track in an independent advisory firm, and why she believes that the challenges of family dynamics and caring for children may be one of the biggest and most understated issues limiting the career growth of women in independent advisory firms today.

So whether you are interested in learning more about how large firms can serve multiple niche markets, how to best structure teams to grow and develop talent, or are interested in how non-revenue-producing employees can progress to executive leadership positions in an advisory firm, I hope you enjoy this episode of the Financial Advisor Success podcast!

Why It’s Easier To Market To A Financial Advisor Niche

April 16, 2018 07:01 am 1 Comment CATEGORY: Practice Management

Marketing A Financial Advisor Niche Featured Image

Most financial advisors spend relatively little on outbound marketing – which isn’t entirely surprising, given how hard it is to differentiate and stand out in a crowded marketplace. To the extent that financial advisors spend at all on marketing, it tends to be little more than 1% to 2% of revenues, most commonly on client appreciation events for their existing clients (and, perhaps, a few potential referrals).

Yet arguably, the primary reason that it’s so hard to market as a financial advisor is that we choose to market ourselves as undifferentiated generalists, rather than targeting a particular niche or specialization. Because the reality is that once you choose a specific target market, it becomes far easier to identify specific, targeted marketing strategies that can have a favorable return on investment. Once the financial advisor doesn’t have to fight as hard to differentiate in the first place.

For instance, an advisor targeting retiring architects might join the American Institute of Architects, write a guest post for the EntreArchitect blog, speak on the Business of Architecture podcast and for conferences of architects, while volunteering on Architect association committees and forming relationships with architect-specific centers of influence. For which the financial advisor will likely have little competition at all… because few other financial advisors go deep into the architect (or any other) niche.

In fact, one of the key benefits of targeting a specific niche is the opportunity to take advantage of unique marketing channels that may be highly effective at reaching that particular niche. And in a more cost-effective manner than the broad-based, generalized marketing that most financial advisors have long since found to be ineffective. Because whatever the niche is, there will be some combination of association and/or community organizations, conferences and events, magazines and blogs, and other marketing channels that are specific to that niche, where the financial advisor can focus their marketing efforts for greater return on investment.

#FASuccess Ep 067: The Future Of The Broker-Dealer Model As Advisor Support Without FINRA Or Products with Elliot Weissbluth

April 10, 2018 07:01 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome, everyone! Welcome to the 67th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Elliot Weissbluth. Elliot is the founder and CEO of HighTower Advisors, a back- and middle-office support platform for independent advisory firms that now oversees more than $50 billion of assets under management with nearly 600 employees.

What's unique about HighTower, though, is the way they built their own data platform that houses all of the data of all of their advisors and clients, making it possible for them build deeper integrations between popular independent advisor software programs than what virtually any other advisory firm can accomplish on its own... yet still be able to easily swap out for a newer best-in-class software solution in the future should one come along.

In this episode, we talk in depth about how HighTower structures its service model, why platforms like HighTower have been successful by leveraging their size, scale, and sophistication to reduce costs for independent advisory firms while bringing new capabilities, and why even at a cost of 15% to 20% of the firm's revenues, the HighTower model can ultimately produce a significant cost savings relative to the overhead expense of the typical large independent advisory firm.

We also talk about HighTower's unique structure with a subsidiary broker-dealer – used not to implement new commissionable products like mutual funds and annuities – but instead for the original purpose of a broker-dealer, to help facilitate the implementation of trades, and the way that HighTower leverages the control it has through its broker-dealer subsidiary structure to pit RIA custodians and clearing firms against each other, as a way to ensure the vendors compete for HighTower's business by offering better service and lower execution prices for advisors and their clients.

And be certain to listen to the end, where Elliot shares his own personal background, as a child who was diagnosed with and struggled with severe dyslexia when he was young, yet was still able to find ways to not only cope with the challenge, but turn it into skills that have ultimately allowed him to excel in the business world.

So whether you are interested in learning more about how platforms like HighTower reduce costs for independent advisory firms, how HighTower pits RIA custodians and clearing firms against one another to achieve better execution prices for advisors and their clients, or are interested in how Elliot turned adversity into skills that allowed him to excel in the business world, I hope you enjoy this episode of the Financial Advisor Success podcast!

The Latest In Financial Advisor #FinTech (April 2018)

April 2, 2018 07:01 am 0 Comments CATEGORY: Technology & Advisor FinTech

Welcome to the April 2018 issue of the Latest News in Financial Advisor #FinTech – where we look at the big news, announcements, and underlying trends and developments that are emerging in the world of technology solutions for financial advisors and wealth management!

This month's edition kicks off with the big news that former Envestnet executive Lori Hardwick is joining the Riskalyze Board of Directors, almost 2 years to the day after she left Envestnet (and the end of a likely-2-year non-compete requirement!?), and just as Riskalyze increasingly pivots towards a more holistic advisor platform that puts it on competitive collision course with Envestnet itself… especially if Riskalyze is paired with the next generation advisor dashboard that Hardwick’s own start-up AI (Advisor Innovation) Labs is reportedly creating?

From there, the latest highlights also include a number of interesting advisor technology announcements, including:

Tamarac launches a new QuickStart platform in an attempt to expedite the onboarding process for breakaway brokers who need to get up-and-running quickly;
Orion Advisor Services expands into compliance technology solutions to ease the burden of RIAs for both ongoing compliance oversight and especially the increasingly-frequent SEC examination;
RobustWealth launches its own Direct Indexing solution as Indexing 2.0 becomes the hot advisor technology topic of 2018 (following on the Model Marketplace buzz of 2017!);
Trizic raises a $10M Series A round to accelerate the growth of its robo-advisor-for-advisors solutions in the bank channel, building on its partnership with FIS.

Read the analysis about these announcements, and a discussion of more trends in advisor technology, in this month's column, including “document automation” provider Conga acquiring Orchestrate and Process Composer to compete with LaserApp and DocuPace on the Salesforce platform with large advisory firms, former TD executive Tom Bradley joins the advisory board of MaxMyInterest as advisor interest grows (no pun intended!) in helping clients get better yields on cash than what RIA custodians typically provide, Advizr lifts out four Morgan Stanley executives to scale up its financial planning software solution in the small broker-dealer and insurance agent marketplace (where it’s about not just the software itself, but practice management training to help them transition for salespeople to advisors), and Blueprint Income launches a new tech solution aiming to deliver Deferred Income Annuities directly to consumers as a means to build their own “Personal Pension” plans with ongoing systematic monthly contributions.

And be certain to read to the end, where we also highlight the launch of Joel Bruckenstein’s new “Virtual Exhibit Hall” that aims to not only be a comprehensive directory of advisor technology but also an advisor review site of technology solutions, and a first look at 55IP, a new investment proposal generation solution (that also aims to help facilitate portfolio implementation on the back end)!

I hope you're continuing to find this new column on financial advisor technology to be helpful! Please share your comments at the end and let me know what you think!

*And for #AdvisorTech companies who want to submit their tech announcements for consideration in future issues, please submit to [email protected]!

Weekend Reading for Financial Planners (Mar 31 – Apr 1)

March 30, 2018 02:56 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" – this week's edition kicks off with the big news that the CFP Board has officially approved its new CFP Code of Ethics and Standards of Conduct, which for the first time will require CFP professionals to be a "fiduciary at all times"... albeit while leaving most CFP Professionals on their own in determining what conflicts of interest are, or are not, permissible to engage in without breaching that fiduciary obligation.

From there, we have several more articles related to advisor regulation, from the news that the National Association of Fixed Annuities (NAFA) has decided to withdraw its Appeal fighting the DoL fiduciary rule now that the 5th Circuit has already ruled against the DoL (to avoid creating a further split amongst the Appeals Courts), to a look at how fiduciary rulemaking is likely to play out in the coming year under the SEC if the DoL fiduciary rule really is vacated, the rise of a "point-in-time" fiduciary as the scope of fiduciary advice is applied to one-time advice interactions (rather than what was historically just ongoing regular interactions between the advisor and client), and a look at why just charging AUM fees alone doesn't necessarily ensure the advisor is properly managing their conflicts of interest (especially if the firm charges different AUM fees for equities versus fixed-income allocations).

We also have a few advisor technology articles, including: the launch of the Orion "Compass" solution that provides additional compliance reports for RIAs using its performance reporting software (which may be especially helpful the next time the SEC shows up for an exam); the rise of estate planning "FinTech" solutions like EverPlans and Yourefolio as estate planning increasingly shifts from estate tax planning to actual planning around the distribution of the estate itself; and the new "Quick Start" offering from Tamarac that aims to make it easier for breakaway brokers to get up-and-running quickly on their trading and performance reporting software tools.

We wrap up with three interesting articles, all by industry commentator Bob Veres, about various trends in the advisory industry: the first explores how even as the CFP Board lifted up its Standards for the first time in 11 years to expand its fiduciary duty, it is still accommodating a wide range of sometimes-questionable commission compensation models under the auspices that certain products and solutions simply aren't available or feasible for non-commission advisors... which may become a moot point in the coming decade as more and more firms finally launch "advisory" product solutions and technology makes it easier and easier to serve an ever-widening range of clients; the second details a painful list of the true costs of the low bar of suitability for brokers, which isn't about the majority of brokers that still do the right thing for clients anyway (simply because it's good business), but the extent to which bad behavior by a small subset of especially bad actors can and is condoned under the low suitability bar; and the last raises the interesting question of whether in the long run it's a problem for us to have so many "overlapping" membership associations all serving financial planning and wealth management, whether it would be a better use of resources for them to merge and consolidate together, or if instead it's actually better to have so many different organizations because the nature of competition helps to ensure that they collectively keep pushing to advance the financial planning profession forward (if only to out-compete the others trying to do the same thing).

Enjoy the "light" reading!

#FASuccess Ep 065: Building A True One-Stop Shop Advisory Firm To Drive Organic Growth with Peter Mallouk

March 27, 2018 07:01 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome, everyone! Welcome to the 65th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Peter Mallouk. Peter is the President of Creative Planning, one of the largest independent RIAs in the country with nearly $35 billion in assets under management for more than 20,000 clients, spanning 12 states and 21 office locations.

What's unique about Peter, though, is that he's been able to grow the firm from under $100 million to nearly $35 billion in AUM in just 15 years, and without relying on mergers and acquisitions... instead building an organic growth machine through a combination of strategic partnerships, and trying to build a "one-stop shop" with enough size and scale to deliver the kind of comprehensive value that really makes clients refer.

In this episode, we talk in depth about how Peter's firm includes not only financial planning and investment management services but also divisions for tax preparation, estate planning, and trust services (stemming from his own early days as an estate planning attorney before becoming an advisor), why he felt it was necessary to expand and deepen the services of his firm to provide real value to his clients, and why even at $35 billion in AUM Peter still views his firm as a small "boutique" in the marketplace, even as the size of the firm is allowing them to attract more and more affluent ultra-high-net-worth clientele.

We also talk about the broader trends in the advisory industry, how the consumer marketplace is splitting into pursuing either the highest value or the lowest cost (and why that's a threat to most advisors in between), why both wirehouses and the retail divisions of RIA custodians are simultaneously moving away from selling products and into financial advice, and the competitive threats that advisory firm owners must navigate in the coming years.

And be certain to listen to the end, where Peter shares why he still personally spends a whopping 70% of his time every week sitting in front of prospects and clients, and his philosophy of minimizing layers of management in order to keep the firm efficient, even as they approach 500 employees.

So whether you are interested in learning how to achieve organic growth through strategic partnerships and delivering high-value services that make you referrable to clients, how the advisory industry is splitting into pursuing either highest value or lowest cost, or are interested in how Creative Planning has minimized layers of management even while growing to $35 billion in AUM, I hope you enjoy this episode of the Financial Advisor Success podcast!

Weekend Reading for Financial Planners (March 24-25)

March 23, 2018 02:59 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" – this week's edition kicks off with the news that the Investment Adviser Association, in collaboration with Charles Schwab, has begun an effort with lawmakers to both reverse the recent changes that eliminated the tax deductibility of investment advisory fees and expand the scope of the new "pass-through" business deduction (intended to support businesses that grow jobs and and hire people) to allow at least larger advisory firms that really do hire people and create jobs to be eligible for the deduction as well.

From there, we have several marketing-related articles this week, including: how most financial advisor websites are like a "bad date" that mostly talks about themselves instead of trying to connect with the other person; how Googling around to check out other advisory firms in your area can help to show you how you can better differentiate (or how undifferentiated you may actually be); the steps to follow to create a successful lead-nurturing campaign with prospective clients; key tips for starting your own Public Relations (PR) initiative in your advisory firm with (local) media; and a discussion of a unique COI referral opportunity that most advisors miss out on (working with investment bankers that facilitate the sale of small-to-mid-sized businesses).

We also have a few articles on advisor technology trends, from a look at how performance reporting software may eventually be replaced by "PFM" tools that advisors can give to their clients (which both better engage them, and are less expensive), the rise of the next wave of "robo" firms now targeting disruption in the small-to-mid-sized 401(k) plan marketplace, and a glimpse of the new "Advisor Innovation (AI) Labs" effort from Lori Hardwick and Mike Zebrowski that is aiming to create a new form of advisor desktop that would sit on top of existing broker-dealer or custodial platforms to let independent advisors be more independent (at least, if those firms will cooperate and "let" AI Labs do so with "their" data!).

We wrap up with three interesting articles, all around the theme of raising financially successful children: the first examines the results of a recently published study that took a 40 year(!) view of children in 1968 and again in 2008 to see which children traits were most predictive of the greatest financial success (and found that the "rule-breakers" were often the most financially successful in the end, despite their challenges as children); the second reviews another recent research survey, which found that while those with above-average talent often do at least make above-average income, the greatest levels of success are more commonly driven by luck than talent (or at least talent alone); and the last explores how to raise children to be more grateful, in recognition of both the long-term emotional and other benefits of having an "attitude of gratitude", and the challenges of doing so in a world where parenting styles that aimed to bolster the self-esteem of children may have unwittingly made them more entitled (and less inclined towards gratitude) in the process.

Enjoy the "light" reading!

#FASuccess Ep 064: Scaling Up To $1.4M Of Revenue With (Only) Hourly Financial Planning Fees with Mark Berg

March 20, 2018 07:01 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome, everyone! Welcome to the 64th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Mark Berg. Mark is the founder of Timothy Financial Counsel, an advisory firm that does purely hourly financial planning for hundreds of clients in the Chicago area.

What's unique about Mark's practice, though, is that while "hourly financial planning" is usually characterized as a purely transactional business, for less affluent middle market clients, that can't be scaled effectively... Mark's firm actually did a whopping $1.4M of hourly planning fees last year, across a team of 5 advisors and 2 support staff, and 75% of the firm's clients are recurring hourly clients!

In this episode, we talk in depth about how Mark structures the hourly fee model at Timothy Financial, with a series of 5 "Levels of Service" based on client complexity and hourly rates that vary from $280 to $400 per hour depending on which advisor is serving the client, why he publishes all of the details about his fees and service tiers on his website for clients to see before ever talking to him, and how doing so has led to a whopping 83% close rate on his qualified prospects last year.

We also talk about some of the "myths" of the hourly model, including how Mark has been able to successfully scale of the reach of the firm, why he believes that firms interested in doing hourly financial planning work should only do hourly work to focus on efficiencies, how he has been able to drive the growth of the firm because so few other advisors are effective at doing hourly financial planning for clients, the tremendous opportunity of building an hourly model precisely because so few advisors do it well, and yet why most advisors who start out fail at the hourly model despite the opportunity.

And be certain to listen to the end, where Mark talks about how he decided to come up with the name Timothy Financial Counsel – instead of just naming the firm Berg Financial Counsel after himself – and why, 17 years later, his decision to not name the firm after himself has actually helped him to scale it up with additional advisors beyond himself.

So whether you are interested in learning how to deliver hourly financial planning services in a scalable and profitable manner, how you can boost your close rate through being transparent about your services and fees, or are interested in why so many advisors are bad at delivering hourly financial planning more generally, I hope you enjoy this episode of the Financial Advisor Success podcast!

Weekend Reading for Financial Planners (March 17-18)

March 16, 2018 02:34 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of "weekend reading for financial planners" – this week's edition kicks off with the big news that the 5th Circuit Court of Appeals has ruled against the Department of Labor and its fiduciary rule, and moved to vacate the DoL fiduciary rule entirely... with the caveat that a separate decision from the 10th Circuit Court of Appeals this week upheld the fiduciary rule, setting the table for a potential final showdown in the Supreme Court, and creating even greater uncertainty about the fiduciary rule in the meantime. Also in the news this week was the revelation that the SEC's own fiduciary rule proposal may be coming soon – sometime in the second quarter – and its likely to focus more not just on fiduciary disclosures, but also whether advisors and brokers need to be clearer with their titles.

From there, we have several practice articles this week, including: how to conduct effective staff/team meetings (which are especially important as your team grows!); why "compensation" problems with employees are rarely about compensation alone, and effective employee retention is about the more holistic job opportunity and offering; why rearranging your office space (and who sits where) can spur creativity and innovation in the business (albeit at the risk of impairing productivity); and a look at what it will take in the future to be a true "destination" advisory firm (for both future clients, and future employees).

We also have a few articles on retirement planning, from a look at planning strategies to discuss with clients in their 50s when they're still 5-10 years away from the retirement transition (or in the home stretch to saving enough to achieve it), to recent research that finds a disturbing spike in the mortality rate (especially for men) upon reaching age 62 and becoming eligible for Social Security, and a look at the pros and cons of so-called "bucketing" (or time-segmentation) strategies for retirement portfolios.

We wrap up with three interesting articles, all around the theme of household spending and cash flow: the first looks at the phenomenon of "lifestyle creep", and why it's so important to establish systems that aim to save your future raises going forward (so they don't automatically creep into your lifestyle spending); a fascinating study that finds, due in large part to how judgmental society is of the rich, that most affluent people actually try to hide their wealth and are hypersensitive to being judged about it); and the last looks at how, because money is often a major point of contention between couples in a marriage, that one of the best ways to reduce marital conflict over spending is to give each spouse a guilt-free "allowance" that they can spend on any discretionary expense they want (without fear of being judged!).

Enjoy the "light" reading!

Handling The Up-And-Down Stress Of Being A Financial Advisor

March 15, 2018 02:05 pm 0 Comments CATEGORY: Personal/Career Development

Being a financial advisor is a high-stakes stressful job. Not only can it be emotionally exhausting to be the supporting pillar for our clients during their times of emotional stress, but for most of us, it's also our livelihood, and our family's livelihood, and our employees' livelihood when they rely on the business for their jobs... and of course, we may be responsible for dozens or hundreds of our clients and their life savings. Which means being a financial advisor comes with its own emotional rollercoaster as an advisor - from the wonderful feelings that come from times of great business and client success, to the pressure and stress that come from more difficult times. Which raises an important question: Where do you as a financial advisor turn for support to deal with your own emotional stress of being a financial advisor?

In this week’s #OfficeHours with @MichaelKitces, my Tuesday 1PM EST broadcast via Periscope, we discuss where financial advisors can turn to deal with the emotional stress of being a financial advisor, and why it is so important to build a social support system for yoruself that may include different "tiers" of support, since you will likely need to turn to different people for help with different problems and needs!

For most advisors, our first support system for the ups and downs of the business is our support system for all the ups and downs of life: our spouse, other family members, and/or our close friends. These people are close to us and we can trust that they want what's best for us, so they are great for support – whether it's just someone to vent to or a shoulder to cry on, or to give us candid and sometimes critical feedback when we need it. Of course, the biggest caveat to going to friends and family as your support system for the business is that they don’t necessarily know anything about the actual advisory business. So while they may be able to provide some basic emotional support – which may be crucial during tough times – they often won't be able to provide the type of advice that may be needed to truly change an advisor's situation for the better.

As a result, the second tier of support for financial advisors is peers and colleagues in the business. Much like how support systems evolve around people facing similar problems in many areas (e.g., AA for those suffering from alcoholism), sometimes the best people to go to for support are your peers who have similar experiences. For many advisors, these are co-workers in their office, but particularly for those working under an independent broker-dealer without a large local branch, or starting an independent RIA (which may not even have an office), this support system can be formed through friends outside the firm but in the advisor industry. The benefit of this support system is that these advisors can better commiserate with you on the challenges you face, and give even better context for what’s really a big deal, and what’s not. The downside to this support system, however, is that sometimes the relationships may not be intimate enough for you to truly turn to when you need help (e.g., people you only communicate with occasionally on message boards), and other times they may not be people you can openly communicate with regarding certain issues you may be facing (e.g., you may not feel comfortable discussing career opportunities with your manager or at an association meeting).

The third tier of an advisor support system – the study group (or "mastermind" group, since it's not really about "studying" but finding experienced peers) – can help address some of these prior issues. Due to the smaller and more intimate setting of study groups, you can form deeper trust and make yourself vulnerable to the people in the group. Additionally, since study groups are formed by people far enough removed from your own situation that they won't have conflicts of interest in how they advise you (unlike an employer or co-workers), you can receive more objective feedback. The challenge for many advisors in this tier is forming a study group in the first place. But fortunately, the process isn’t that complex (find a half a dozen advisors or so that you want to trust and get to know better, invite them to be in a study group, start meeting regularly, and form those connections!), but it does take time and effort.

All of that being said, sometimes people simply do not prefer to interact in a group setting when dealing with certain issues, which brings us to the fourth tier of an advisor support system: mentors and executive coaches. Finding a mentor means finding someone who has at least a little more experience than you, and hopefully a little more wisdom and perspective from that experience, that you can go to with your problems. Mentors can provide great support, but the challenge here is that not everyone will be a great mentor (even if they are a great advisor), and sometimes it's simply too hard to find a great mentor. As a result, some advisors will decide to hire an executive coach. Notably, this is not a consultant for technical business issues, but instead, someone who can help you figure out what you want from your business, hold you accountable when needed, and sometimes just provide a bit of emotional support. Of course, coaches aren't cheap (especially for financial advisors), but a skilled coach can have a really powerful impact that more than recovers their cost.

The bottom line, though, is just to understand that you need to have some kind of personal support system, to deal with the inevitable ups and downs that come from being a business owner in general, and a financial advisor in particular. We’re all human, so we need to keep an eye on our own mental health. So make sure you have the support system you need. And if you don’t… go find someone!