Subscribe
Share
Share
Embed
Tune in to "What Works" hosted by Don Patrick where we tap into 2,500+ years of experience in running financial advisory practices. In each episode, Don sits down with an experienced financial planner, uncovering the unique insights and experiences that have shaped their careers. From navigating market fluctuations to building successful client relationships, Don and his guests share invaluable business tips and strategies for financial planners looking to thrive in the industry.
Join us every other Thursday, as we explore the wealth of knowledge accumulated from over 2500+ years of combined experience in financial planning.
Hi, everyone. Welcome to What Works. This is a show for consortium advisors
that taps into over 1,000 years of experience shared by our consortium
advisors.
I'm your host, Don Patrick, and I'm here to guide the conversation with
guest advisors and lift the hood on what works for them in business and
life. It's all about learning and growing.
So let's go.
Don Patrick: Hey, everybody. Welcome to the IFG podcast, What Works, episode
23, and today we're meeting with Cindy Skaggs of Integrated Financial
Planning in Atlanta, Georgia. Welcome, Cindy.
Cindy Skaggs: Thanks, Don. Glad to be here.
Don Patrick: So it's gonna be a great conversation. There's been a lot going
on in your life, but first we wanna learn a little bit about you, your
family, and just kind of take us back and get to know you just a little bit
better.
Cindy Skaggs: Okay. So I started with Integrated on April 15th, 2002, which
was before Integrated Financial Group was formed, but we went through a
rocky period and so I was one of the founding members. This is a second
career for me, so I just completed a Master's in personal financial
planning, and this was kicking off a career in the industry.
Before that, I was in the computer industry before I had children, and then
was home for about 10 years in between the two careers. So, I have a
wonderful husband who works with me, Alan, and two girls that are grown,
live elsewhere. Most of the people in the firm know Carmen, Chuck, she is my
oldest, lives in Jacksonville, soon to be moving to Seattle, and the younger
daughter, Kelly, is in Copenhagen. She's an architect and has been there
since 2019.
Don Patrick: Pretty interesting back story how you met Alan. You've been to
two Georgia rival universities.
Cindy Skaggs: Yes. We met at Georgia Tech, which was where I transferred to
after the 1980 Sugar Bowl, which I attended. Spent my first year and a
quarter in Athens and wanted to get a degree in management, and Georgia
didn't really have that.
They had business degrees, but there wasn't one that was specifically named
management. In high school, I had managed some small businesses and knew
that's what I wanted to do. So Alan and I met in a marketing class where I
was on the first row and he was on the back with all the football players.
He played football at tech, and they were cussing me under their breath
'cause I kept raising my hand and asking questions. So–
Don Patrick: It sounds familiar.
Cindy Skaggs: Everyone's been in a firm meeting with me where I do that
also.
Don Patrick: You're naturally curious.
Cindy Skaggs: Yes. Yes. So, that's where we met and graduated in May in ‘80,
end of ‘82 and him ‘83. We grew up together. I went through some tough
times. I won't go into that story. I did that on our last podcast, but we've
just celebrated 38 years and we lived together for five years before we got
married, so we've been together a long time.
Don Patrick: Wow, that's fantastic.
Cindy Skaggs: Yeah. Yeah.
Don Patrick: And so why is Carmen moving to Seattle?
Cindy Skaggs: Her husband is finishing a residency in neurology where they
live in Jacksonville now, and he's going to a fellowship program in Seattle
for movement disorders like Parkinson's Disease. So he's gonna be working at
three different hospitals. The main one, the VA hospital in Seattle.
Don Patrick: That's amazing.
Cindy Skaggs: Yes.
Don Patrick: Exciting.
Cindy Skaggs: Carmen's been working remotely since before she came to the
firm and she knows how to do it well; she'll just change her time zone,
sleep schedule.
Don Patrick: Yeah. She'll have to, she'll be getting up early, won't she?
Cindy Skaggs: Yeah. Yeah. And she usually does that to do her exercise and
walk her dog, but she'll adjust.
She's good at that. Very proud of her and what she's been able to do with
other advisors like she had been doing with me before she moved to IFG in
2020.
Don Patrick: Yeah, she's fantastic. Everybody just, she does such a great
job. Everybody wants to work with her and she even teaches LPL how to do
things. She knows more than most LPL people.
Cindy Skaggs: And with my recent change now I get to experience the
transition services.
Don Patrick: So let's talk about your recent change. It's very exciting, and
the whole process and how you got there. So what is your recent change?
Cindy Skaggs: Well, there hasn't really been a formal announcement within
IFG, but I was looking for a transition partner and I found it in David
Gaines. And we are, I'm going to continue working with him for another four
years, so that will make this transition smooth for not only me and him, but
also for my clients. And hopefully, they will stay with us through this.
Don Patrick: They will.
Cindy Skaggs: Yeah. So far, so good. Everyone's been very excited to meet
him and doing our best to coordinate our calendars, which is challenging
'cause I have a lot of meetings. And he does, too. He is a busy guy.
Don Patrick: Yeah. But he's got a great team and he's a great guy. The whole
team's great.
Cindy Skaggs: Yeah.
Don Patrick: tDid you talk to anybody else besides David in terms of a
succession plan?
Cindy Skaggs: I did. I had been dragging my feet with Andrew’s, nipping at
him the whole time, trying to get me to move forward with my process.
And it was just a very emotional thing, and not sure who may be interested
in me and who I might be interested in because we stay, we keep our head
down and stay so focused on our own business. I've been around for a long
time, so I know a lot of people within the consortium and Andrew’s helped
with that because we came up with a list of people he thought may be
interested because he knew more about their practices and did the intro for
me, so they wouldn't have to talk to me if they weren't interested.
And so I met with, I wanna say, eight or nine other groups. And David was
the first one that I met with, and we just know each other so well and had a
really common process and the way we invest money and do our plans so it was
kinda like trying to find anyone else that I could say that about. And there
were some groups that were hybrid and did not want to go through the
transition from a corporate advisor, which I am–
Don Patrick: Sure. And plus the fact that David has acquired practice within
the consortium previously, so he is very skilled in doing the transition
retention and that sort of thing.
Cindy Skaggs: Right. The same thing he's doing with me, he'd done with Joan
and Jack. It's a little complicated, but when you listen, the first time
David explained it to me, he said, “Now bear with me 'cause I'm gonna bring
you into my head and how I think about these things.”
So it was good. We worked with LPLM, which had a program where you pay
$5,000 and they do the transition paperwork and they help you with along the
way with all the stages and steps that you need to do with lawyers and CPAs
and working out details with rep codes and direct business firms, and all of
the things we went through, and that was helpful.
We're still trying to get the things settled out from that. We just
completed the deal on March 31st, so we're almost three weeks in now.
Don Patrick: That's exciting. Kind of digging into this a little bit, you
can share as much as you want or as little as you want in terms of the deal
structure just for other people to learn from.
Cindy Skaggs: Yeah. Well, every, I have been, as Don knows, looking into
succession planning and trying to plan this for years. Started my first
valuation was back in 2015. Everyone looks at that multiple, or a total
dollar number that you want for your firm. And as David says, “It's not what
you make, it's what you keep.”
So part of the deal allows me to continue to claim expenses from my LLC over
the four-year consulting agreement that we have.
Don Patrick: Oh that's pretty cool.
Cindy Skaggs: Yeah, so basically half of the value we did with a down
payment and a promissory note, and then the other half is paying me on a
monthly basis, and all of the valuation is tied to trailing 12 revenue.
Don Patrick: Oh, that's interesting. I like that.
Cindy Skaggs: So it incentivizes me to continue to bring on business, which
I don't know how not to do. And so we are gonna check in every 12 months,
and if that 12-month trailing has gone up or down, my monthly consulting fee
will be adjusted for the following 12 months after that.
Don Patrick: So you're gonna be the servicing advisor for the next four
years?
Cindy Skaggs: I wouldn't say that.
Don Patrick: Two years. Or one or two. Okay.
Cindy Skaggs: Two years for sure. Full-time. And then the second two years,
or the last two years, I will be available on call. If the clients want me
in meetings, I can do that. If they wanna talk to me on the phone or
whatever David's team needs or my client needs, I'm there to support them to
make sure that the client is happy with the transition.
Don Patrick: Now, are y'all gonna hire an advisor to succeed you in
managing?
Cindy Skaggs: I think that is David's plan. He actually had someone he was
talking to, and it didn't work out. And I interviewed him, and we were very
excited about that.
But he chose not to come to IFG and David. So he's keeping, continuing to
look for someone because he's got a big thriving practice in my 150
households added to that requires a team to service it.
Don Patrick: Now, have you changed branding? Are you gonna change branding
to Gaines Financial?
Cindy Skaggs: Yes, I am. And combine my website into his, or have my website
point to his, and we haven't gotten that done yet. One thing at a time.
Carmen is gonna continue to service my clients like she has and he'll pay
the ASEP team for that.
Don Patrick: That's a good continuity.
Cindy Skaggs: Yes, and the clients are very happy with that also, because
they sometimes deal with Carmen more than me as far as servicing, follow-up
for meetings and preparation for meetings, scheduling meetings, those types
of things.
Don Patrick: What was the communication process like?
Cindy Skaggs: With clients?
Don Patrick: Yeah. How did you set it? Was it a email, a letter, phone call,
a group meeting? What did that look like?
Cindy Skaggs: Well, the requirement after the close is a letter or email. We
did both. I needed to include David's ADV part 2B, so that was easier to do
with the email. And some people don't check their mail, some people don't
check their email.
I wanted to make sure and get the word to them one way or the other. So my
husband, Alan, was responsible for that mailing. It was a letter from both
of us on my IFG letterhead and fairly long; some people did, clients didn't
read it real closely. And a couple of them kind of panicked. And I said,
“Did you read the part that I'm working until March of 29?”
And they said, “Yeah, I know it said that, but you're not really gonna do
that.”
So in order for me, for this deal to be legal, I have to continue my
licensing, and David wants me to maintain my CFP designation. So I will, I
always have. I didn't have any plans not to, but LPL must have told us 20
times you have, “Cindy has to stay licensed.” So–
Don Patrick: Oh, that's because of the consulting part of it, correct, yes.
Cindy Skaggs: Yes. The consulting agreement. And as far as LPL approval on
our legal documents, they had to review the down payment in the note. But
the consulting agreement is really just between me and David. They wanted to
see it. They wanted to make sure it stated that I had to stay licensed, but
other than that, there wasn't a real approval from LPX ‘cause they don't do
things like David does usually with transitions.
Don Patrick: But you did say they were very helpful. The $5,000 was worth
it.
Cindy Skaggs: Yes. Yeah. David and I were meeting every couple of weeks and
then every week prior to getting them involved, and then we were meeting
with them every week or two more, getting closer and closer together when it
got toward the closing date because they needed to make sure–they spoon-fed
us. “Now you need to do this, now you need to do this.” And with David's
knowledge, he's got an ex planning designation for his business owners. So
he knew this was gonna be coming up or that was gonna be coming up, but they
didn't want us to get ahead of the game with our process, but the next time
they would give us the templates or the instructions, we were like, “Okay,
we, this is what we've been expecting to do next.”
Don Patrick: I mean, that's a great service because for most people,
including you, it's your first and last time doing this. David has done and
he does have that designation as well, so he's well-versed.
Cindy Skaggs: Yeah. And David and I split that cost because we thought it
was well worth it not to have our staff doing all of that paperwork. And for
corporate to corporate it's fairly simple with the advisory business, and
the direct business is a rep change, a rep code change, which the. The
client needs to sign, but apparently LPL is sending all of that out.
So there's, yeah, there's some unusual things with, I've gotta read and 401k
plans that are gonna take a little time for Carmen to handle those things.
But all in all, they made sure we were licensed in the same states and
appointed in with the carriers, and all of those things got taken care of
for us.
Don Patrick: That's fantastic.
Cindy Skaggs: Yeah.
Don Patrick: What’s the essence of the letter in the email, the messaging to
the clients?
Cindy Skaggs: There is specific wording that LPL requires, and one of those
things is to acknowledge that I am being compensated for this deal, this
merger with David. I just put being compensated as is common with industry
standards or something like that, and moved on.
I didn't want to raise questions or go into any more detail than that. And
the clients understand, I mean, they know I'm a business owner. They really
haven't had many questions with the exception of the four years, but one
client that I met with and he expressed an email.
“That's what my last advisor told me, and she was gone within two.” And I'm
replying with, “I'm sorry that you had that experience, but this man's wife
is one of my closest friends who I was in the fourth grade with and all
through school, so I'm not lying to you. I'm gonna be here and I'll be here
after I've retired because you're gonna come back and stay at my house like
you have in the past.” Come on.
Don Patrick: So, how did you describe Gaines Financial in the letter and
David Gaines?
Cindy Skaggs: I stress the fact that he brings more capability to the table
so that there will be, with his team, there will be more people to help and
understand their situation, to carry on after I'm gone. I don't think I ever
used the term gone, but we went back and forth with Carmen and Hope proofing
it and making sure everybody liked the wording of the letter.
And I was surprised that we could do it on my letterhead with my disclosure,
the bottom that didn't have his.
Don Patrick: That actually kind of makes sense.
Cindy Skaggs: Yeah. Because in reality, it was go coming from me to my
clients and David was included in the communication. So that's how we did
it. There wasn't really any reason for David to send them a letter
separately. So we agreed a joint letter would be the best.
Don Patrick: So I'm gathering that you've only had a few clients express any
concerns. Is that what I'm gathering?
Cindy Skaggs: Yeah, I've had a few that had questions. One of them
interrupted me and said, “Do you trust him?” I said, “Yes. That's why I
chose him to be my financial advisor after I'm not in the business anymore.
Of course, I trust him.” And that's all, he said, “That's all I need to
know.” Sometimes you overthink what you need to tell 'em. So I really don't
have any concerns, but one of the man I was talking about that insisted I'd
be going in 10 years, two years, they live in Alaska, and his daughter is a
client and she replied to the email saying, “How do I do this myself?” So I
told her.
Don Patrick: She wanted become a do-it-yourselfer. Is that what–
Cindy Skaggs: Yeah. She's a nurse, so she's very experienced in financial
planning.
Don Patrick: Of course.
Cindy Skaggs: She opened a Roth with me 13 years ago at American Funds and I
explained exactly how she should go forward and wished her all the luck.
Don Patrick: And we've transitioned so many advisors throughout the years,
and, if they do financial planning, our experience is retention's at least
98%.
It's a very intimate, trustful relationship. And clients, the one that get
it, do they trust you. They trust you, the fact that you chose Gaines
Financial services, things like that.
Cindy Skaggs: And I tell them that vetting process that I went through, and
I have quite a few dimensional models, clients with the new dimensions,
profitability models, and I stress that David is on that investment
committee.
When I come to you and say, “It's time we need to do a rebalance.” He's
involved in that decision-making.
Don Patrick: Yeah. He was one of the, he and Rich Lombardi really founded
the investment committee and put that all together.
Cindy Skaggs: Right. And I remind them how their fee went down when we left
Securities American and came to LPL because we didn't have to pay for
symmetry anymore.
And a little light bulb goes, “Oh yeah.” I said that's because of David and
the others that were instrumental in setting up our in investment solutions
team.
Don Patrick: That's a great point. Because it was 60 bips, I think, wasn't
it? Or 50 or 60?
Cindy Skaggs: Well, my clients, it saved them 30 because I was charge them
1.8, and they went down to, my highest fee was 1.8, went down to 1.5.
Don Patrick: Yeah, that's huge. Yeah. Yeah, I don't remember what the number
was, but we calculated how many millions of dollars we saved clients by
creating the new dimensions with dimensional funds and getting away from the
third-party manager and all that. It was big.
Cindy Skaggs: And I guess we have advisors now that don't even, didn't
realize that we went through that. I mean.
Don Patrick: How that's actually true. That's on us because I think we
charge five bips or whatever it is. Outside, I mean like even dimensional.
They look at us and say, “You guys are crazy. There's nothing like this.”
Cindy Skaggs: and also the fewer number of funds. I go through that
explanation with clients, trying to explain the core funds instead of having
a micro cap and a smaller cap and a mid cap.
Don Patrick: Yeah, we went from, I think, 11 positions, or?
Cindy Skaggs: 13.
Don Patrick: 13 down to five. I think it's five.
Cindy Skaggs: Six, yeah. Depending on the model.
Don Patrick: Yeah. And that was 'cause of dimensional creating those core
positions. That was fantastic.
Cindy Skaggs: Uhhuh. Uhhuh,
Don Patrick: And it also reduced cost and trading costs, everything. So your
life now is kind of gonna be the same as you've been, right? Other, just
under Gaines Financial but–
Cindy Skaggs: Yeah, I've been real busy 'cause the clients wanna meet, they
wanna meet him, and he's been coming in and introducing himself for 15 to 30
minutes, depending on how much him and the clients talk. And it just, Don, I
have long meetings, so they've gotten longer.
But I just, I don't want them to think that anything's gonna change that all
of a sudden we're just gonna zip it through the agenda and, “We're done. Is
there anything else?” I care about my clients. I got a call today about one
of 'em lost their daughter.
Don Patrick: Oh, wow.
Cindy Skaggs: And yeah, it's, he's lost his son to suicide, his wife. And
now his daughter.
Don Patrick: Oh my gosh.
Cindy Skaggs: One daughter left. Yeah.
Don Patrick: That's horrible.
Cindy Skaggs: So yeah, clients have become like friends when you've been
working with them for 20 years.
Don Patrick: That's very true. Very true. So you're now a paid consultant.
Cindy Skaggs: I am and I'm still working out of my office. We, originally,
when the other guy was looking like he was gonna come on board, we were
gonna share my office, but that will probably happen in the future. As you
know I work from home a lot when I'm just having Zoom meetings and can avoid
commuting, but if I have two meetings a day, one thing that's changed with
the meetings is that David uses an AI notetaker, the jump product.
Don Patrick: Jump product uh-huh.
Cindy Skaggs: Yep. And so I'm learning how to do that.
Don Patrick: I love it. Yeah, it's fantastic.
Cindy Skaggs: Yeah, it is pretty good. It's not always right, but–
Don Patrick: You can edit it, but it saves a lot of time.
Cindy Skaggs: So my workflow has changed a little bit, but it's gonna be a
good thing because one of my biggest hangups was follow-up from meetings and
getting the email out and all the action items taken care of.
Don Patrick: It's everybody's challenge.
Cindy Skaggs: Yeah.
Don Patrick: And it's a time suck and jump gets about 90% of it done for
you.
Cindy Skaggs: Yeah.
Don Patrick: So when you closed, how did you deal with it emotionally? Was
it sad, scary, exciting? What was that like for you?
Cindy Skaggs: Well, we asked the M&A teams like, “What are we supposed
to do? Do we need to be in an office somewhere or?” I'm like, “No, we're
just gonna send you a DocuSign.” So my husband and I went out and celebrated
and turned around and paid off our house.
Don Patrick: Oh, that's nice. So it was a celebration for you? It was a
happy day,
Cindy Skaggs: Yeah. Yeah, it was.
Don Patrick: So you're taking care of your clients, they're gonna be taken
care of, and you eventually ride off into the sunset.
Cindy Skaggs: Yeah, I mean, it'd been a real worry of mine that, you know,
worked all this time. Am I gonna fall flat on my face here trying toerxit
the business the correct way? David's been a big help with that.
Don Patrick: Yeah. He's, I mean, he's got a great team. He's built a great
business. He's a good manager, a good leader, a good business guy and a
great financial planner. Did I ever share the story with you? Client’s been
a client for 20, over 20 years at the time. He asked me, “What if something
happened to me, I died or something.” And I say, “Well, I've got a
continuity plan. It's been in place for a long time.” The guy's name is
David Gaines, and I've been mentoring him since he got into profession.
And he's got, he's a great father, he's a great husband, he's got five boys.
You really like him. And now he's probably one of our best financial
planners. And Bob says, “So why are we working with you?” So don't oversell
it. You might get fired.
Cindy Skaggs: Well, I had that arrangement with Sandra, and then she
retired, and so then set it up with Brian Quinn. So now we, just so everyone
knows, when you do, it says you have to cancel it in writing. So I did
that, Brian, that he knew that I was canceling it, but then of course, the
word came to LPL.
You have to do some formal form to terminate your continuity plan at LPL,
which I didn't realize, but yep, you need to do that.
Don Patrick: Makes sense. Yeah. Clients. It's important to share with them
that you do have a continuity plan, because they do think of, especially as
we start aging, they start wondering,
Cindy Skaggs: And we've all heard the horror stories. If you don't do it,
what could happen? So it takes a worry off of our plate that we don't need.
Don Patrick: It's, yeah. I mean, basically you got, if you don't have a
continuity partner, you got about 30 days. I mean, the business blows up the
clients. I mean, it's just horrible for everybody.
Cindy Skaggs: Yeah. Well, thanks to IFG you, you forced us all to do it, and
after we got it done, we appreciated it.
Don Patrick: So any lessons learned or anything you would've done
differently?
Cindy Skaggs: Not drag my feet. Same thing when I went through the partial
sale. Just do it. You've, I analyze things to death, and what if, what if,
and worry about this and that. You just need to get on with it because
everything's gonna be better once you get through it.
Don Patrick: That's great advice.
Cindy Skaggs: Yeah.
Don Patrick: And then having that support from LPL is huge. That's, again,
nobody's typically done this before,
Cindy Skaggs: One thing that changed more on a personal side was my husband
was working for ISS and using their 401k, so we terminated his status with
ISS and brought him onto my LLC so he could benefit from higher 401k
contributions.
Don Patrick: Oh, that's a great idea.
Cindy Skaggs: Yeah. Yeah. And that helps with that taxation of the
consulting income. Reduces, increases my business expenses so that I
can–because I was just paying him enough to make it legit that he was
working, and he does probably 20, 30 hours a week.
As busy as I stay. So he's continuing to do that. Carmen hasn't changed. We
just need to get our redtails together, get our WealthVisions together. It's
a lot of, he uses eMoney, I use WealthVision. Gotta get all of the
databases.
Don Patrick: Oh yeah.
Cindy Skaggs: Merged. And I use Income for Life and he uses Clear Path. So.
Don Patrick: Which is similar. I mean, it's probably a little more detailed.
Cindy Skaggs: Yeah.
Don Patrick: But it's the same concept buckets,
Cindy Skaggs: Right. So he jokes that he's covering all of my expenses. Any
subscriptions that are duplicated just motivates him to, for us to get a
plan to combine them. We've already done that with Holistiplan and it was
fairly seamless. Wasn't hard at all.
Don Patrick: And I've heard it's not that difficult moving from Wealth
Visipn to eMoney. I don't think it is. Yeah. So, well, that was really great
advice. Just get her done. Don't procrastinate, right?
Cindy Skaggs: Yeah. And it's one step closer to what I want to be, which is
retired and not jumping off a cliff to do it.
Don Patrick: Right. Didn't look.
Cindy Skaggs: Yeah. Taking the ramp instead, which will ease me into less
hours per week, where I can sleep better.
Don Patrick: That sounds great. A little more balance. So any other piece
of advice besides just do it? Anything you would've done differently other
than procrastinating?
Cindy Skaggs: I wouldn't have worried about it 10 years ago. You told me,
“Stop spending so much effort and time on this. You've got a whole
consortium here of people that'll be interested in your business.” 'Cause I
was going to every lunch and learn, continuing anything that I could learn
from about succession planning that was not necessary.
Don Patrick: Well, that's another good piece of advice.
Cindy Skaggs: I mean, I learned from it, but there's a lot of ways to do
this that get really complicated and people are, and the M&A team said
this, that they didn't realize how well David and I knew each other and
they're used to working with advisors that are, coming from different firms
or whatever, and when they saw that David was only paying me half of the
value of my practice, they thought he was taking advantage of me. And I
said, “You don't understand. He's not. You're not listening to the whole
plan,” because to them, the consulting agreement was off the table.
Don Patrick: That's a good point. So, I mean Andrews has a lot experience
and skills and succession planning. I mean, we have some really good
resources, and combined with LPL, it's strong.
Cindy Skaggs: Yeah. And I couldn't have done it without Andrew's help. I
mean, he really was great.
Don Patrick: So we've had two other internal sales besides you and David
this past year, which is pretty amazing and all successful.
Cindy Skaggs: And are they a secret?
Don Patrick: No, Austin Marks bought Joe Gunther's business. Austin is in
Montana, and Joe's in Rome, New York, which is pretty fascinating, and
Austin was a career changer. He was pretty new, but he is super smart and
learned investing in financial planning quickly. He's a really good business
guy.
Kind of reorged. And then John Collins and Tim Fail. It's not a complete
succession plan, but Tim just bought into John's practice. I think Tim's
been with John about three or four years. He's super sharp, and that's going
really well. And so it’s exciting.
Cindy Skaggs: It is, and it's nice to see that the thing you built, Don, is,
turned into this. It's amazing.
Don Patrick: It's very special. It's because of the people, the culture, the
brain trust, right? Yeah. Well, if there's nothing else, I'm gonna let you
go. This is Good Friday. This is Easter weekend. And great of you to take
some time on a good Friday, Cindy.
Cindy Skaggs: Yeah. Yeah. Thank you. I appreciate it.
Don Patrick: Thank you. Congratulations to you and David. It's fantastic.
Cindy Skaggs: Thank you. Happy Easter to you.
Don Patrick: Alright, happy Easter. Bye
Cindy Skaggs: Bye-bye.
Well, that's it for today's show. Thanks for listening.
If you've got something to share, send an email to
dpatrick@thebraintrust.net. We want to know what works.
Until next time. See ya.