1 00:00:00,510 --> 00:00:04,410 Glenn Harper: Welcome everybody, another episode of the aspiring 2 00:00:04,410 --> 00:00:06,750 entrepreneurs, the Harper and Company way, I'm Glenn 3 00:00:06,750 --> 00:00:09,750 Harper. Kind of kind of run this show a little bit. 4 00:00:09,780 --> 00:00:12,480 I got my sidekick here, Julie, what do you do, Julie? 5 00:00:12,720 --> 00:00:13,500 Julie Smith: I'm the barista. 6 00:00:13,590 --> 00:00:15,150 Glenn Harper: Oh, that's right. So that's perfect. 7 00:00:15,360 --> 00:00:18,990 So she's in charge of really everything except what I say. 8 00:00:19,560 --> 00:00:21,570 We got a special guest today in the studio. 9 00:00:21,570 --> 00:00:25,890 We got Don Ross, a National Guard pilot, a financial 10 00:00:25,890 --> 00:00:29,220 adviser, good friend, great financial adviser and just an 11 00:00:29,220 --> 00:00:30,780 all around great American. 12 00:00:30,810 --> 00:00:31,740 Hi Don, how are you? 13 00:00:31,770 --> 00:00:33,170 Don Ross: Hurrah. Hurrah. 14 00:00:33,750 --> 00:00:36,980 Glenn Harper: All right. What? You're dressed in your fatigues today, what 15 00:00:36,990 --> 00:00:37,890 you got going on? 16 00:00:38,310 --> 00:00:40,560 Don Ross: Oh, I was just going to do some of my Army Reserve 17 00:00:40,560 --> 00:00:43,320 obligation. You know, you've got to do so many, so many 18 00:00:43,350 --> 00:00:46,250 hours a year and something that full time. 19 00:00:46,260 --> 00:00:46,920 So. 20 00:00:47,000 --> 00:00:49,560 Glenn Harper: So I think at some point you used to fly something in the 21 00:00:49,560 --> 00:00:50,430 military. 22 00:00:50,640 --> 00:00:53,130 Don Ross: Well, I flew Hueys and Blackhawks, but I retired from that 23 00:00:53,130 --> 00:00:57,330 in 07 and re-enlisted in '18 because I missed it. 24 00:00:57,660 --> 00:01:00,750 Julie Smith: So what did you miss about it? 25 00:01:01,470 --> 00:01:05,730 Don Ross: The the guys and the guy, you know, other fellow soldiers 26 00:01:06,030 --> 00:01:09,840 and just wearing the uniform, it's it's a privilege to wear 27 00:01:09,840 --> 00:01:13,230 the greatest uniform in the world, British military uniform 28 00:01:13,650 --> 00:01:19,000 in the world. And so, yeah, I love it. 29 00:01:19,020 --> 00:01:21,570 I'll be fifty nine and I got to be out one more year. 30 00:01:21,600 --> 00:01:23,280 Glenn Harper: We don't talk about age on this show. 31 00:01:24,090 --> 00:01:27,630 How do you how do you find time to do your real job, which 32 00:01:27,630 --> 00:01:29,370 is a financial advisor? 33 00:01:29,370 --> 00:01:31,170 Correct? Want to give a little plug on what you do and how 34 00:01:31,170 --> 00:01:31,620 you do it? 35 00:01:31,650 --> 00:01:34,110 Don Ross: Well, we we do retirement planning. 36 00:01:34,110 --> 00:01:36,960 We help people make sure they have the proper income plan 37 00:01:37,380 --> 00:01:43,110 portfolio, a state plan tax plan and predominantly 38 00:01:43,110 --> 00:01:49,440 retirees, those that are 50 to 60 or, I say, retired within 39 00:01:49,440 --> 00:01:50,910 five to 10 years retiring. 40 00:01:50,970 --> 00:01:52,080 Are you in shape? 41 00:01:52,740 --> 00:01:55,410 Basically, the question I get, Hey, are we on track? 42 00:01:56,400 --> 00:01:59,460 So we look at their portfolios and help them make sure they 43 00:01:59,460 --> 00:02:01,350 have the right plan in place. 44 00:02:01,350 --> 00:02:02,610 Glenn Harper: What's their biggest question? 45 00:02:02,610 --> 00:02:03,300 They ask you. 46 00:02:04,230 --> 00:02:05,460 Don Ross: Will I run out of money? 47 00:02:06,570 --> 00:02:08,280 I want to avoid paying too many taxes. 48 00:02:08,280 --> 00:02:09,600 And what if I get sick? 49 00:02:10,140 --> 00:02:12,420 Glenn Harper: Those don't sound like complicated questions at all. 50 00:02:12,690 --> 00:02:16,410 How did you learn to, you know, answer those questions and 51 00:02:16,410 --> 00:02:17,610 prepare them properly? 52 00:02:17,640 --> 00:02:20,040 Don Ross: Ojt on the job training. 53 00:02:21,090 --> 00:02:22,200 Thirty three years. 54 00:02:23,580 --> 00:02:25,830 You know, I mean, everybody, that's the unique thing of 55 00:02:25,830 --> 00:02:28,200 what we do, and we are an independent fiduciary. 56 00:02:28,380 --> 00:02:31,770 So it's our job to build you the best plan and each couple 57 00:02:31,770 --> 00:02:34,110 or individual, you know, work with a lot of singles, 58 00:02:34,110 --> 00:02:37,740 widows, widowers, everybody situation's unique. 59 00:02:38,220 --> 00:02:40,880 Glenn Harper: Got it. How did you on the on the job training? 60 00:02:40,890 --> 00:02:43,680 How did you decide? Did you work for a company before you 61 00:02:43,680 --> 00:02:46,830 went on your own or did you always start off as an 62 00:02:46,830 --> 00:02:47,580 entrepreneur? 63 00:02:48,210 --> 00:02:50,160 Don Ross: No, that's the one of the big firms, which is usually 64 00:02:50,160 --> 00:02:53,370 recommended. And then you can see the light and either you 65 00:02:53,370 --> 00:02:56,340 want to be part of that big firm that has a very. 66 00:02:57,030 --> 00:02:59,010 Most of them have a very distinct philosophy on how they 67 00:02:59,010 --> 00:03:00,360 want you to advise clients. 68 00:03:00,900 --> 00:03:02,070 So it wasn't a big fan of that. 69 00:03:02,070 --> 00:03:03,120 That's why I went on my own 70 00:03:03,590 --> 00:03:06,750 Julie Smith: As you decided to make that decision and you were pivoting 71 00:03:06,750 --> 00:03:10,080 towards that. Did you have a mentor or did you have someone 72 00:03:10,080 --> 00:03:13,170 who was kind of helping you think through that and what 73 00:03:13,170 --> 00:03:14,340 that kind of looked like? 74 00:03:15,210 --> 00:03:17,550 Don Ross: Nope, just took the leap. 75 00:03:18,060 --> 00:03:20,520 That's part of being a risk taker or an entrepreneur is 76 00:03:20,520 --> 00:03:23,070 like, you have faith and you just go do it. 77 00:03:23,160 --> 00:03:26,130 And there's two options you're going to do it or you're not 78 00:03:28,260 --> 00:03:29,730 doing it. It's all. I understand it. 79 00:03:30,160 --> 00:03:32,730 Glenn Harper: So I suspect that's the same as flying helicopters, either 80 00:03:32,730 --> 00:03:34,020 you can or you can't. 81 00:03:34,260 --> 00:03:37,110 And it's really complicated to do it, but you've got to 82 00:03:37,110 --> 00:03:39,420 make the decision that you can do it and you just have to. 83 00:03:39,450 --> 00:03:40,590 You have to succeed, right? 84 00:03:40,590 --> 00:03:43,320 There is no there is no option for failure or setback at 85 00:03:43,320 --> 00:03:43,410 all. 86 00:03:43,440 --> 00:03:46,470 Don Ross: Yeah, I mean, it's really about it's really I think you know 87 00:03:46,470 --> 00:03:50,640 about fear. You know, some people are like, Oh, I couldn't 88 00:03:50,640 --> 00:03:52,890 do it. I need the systematic paycheck or something like 89 00:03:52,890 --> 00:03:54,720 that, but back to the helicopters. 90 00:03:55,080 --> 00:03:57,600 My favorite part of flight school is who wants to be the 91 00:03:57,600 --> 00:03:59,010 first student in the front seat? 92 00:03:59,010 --> 00:04:01,380 And I'm like me, you know, it's like, 93 00:04:01,650 --> 00:04:04,500 Glenn Harper: Let's do it. Do you think you're a program that way, like 94 00:04:04,500 --> 00:04:05,580 when you are were born? 95 00:04:05,580 --> 00:04:09,210 Or is that something that throughout your growing up, you 96 00:04:09,210 --> 00:04:12,240 just kind of recognize that you want to be independent? 97 00:04:12,240 --> 00:04:13,530 You don't like to be told what to do. 98 00:04:13,530 --> 00:04:14,850 You want to do it your way. 99 00:04:16,230 --> 00:04:19,460 Or is it something that you kind of evolved into later? 100 00:04:19,470 --> 00:04:21,930 I mean, you feel like you had those tendencies when you 101 00:04:21,930 --> 00:04:22,470 were young? 102 00:04:22,680 --> 00:04:26,040 Don Ross: I must have, because when I was about 12 years old, I stole 103 00:04:26,040 --> 00:04:29,820 my dad's lawnmower to start cutting the neighbor's yard. 104 00:04:29,820 --> 00:04:31,920 And then I did the following neighbor the next neighbor 105 00:04:31,920 --> 00:04:32,340 down. 106 00:04:32,340 --> 00:04:34,650 Glenn Harper: And that's like when you take it. 107 00:04:35,130 --> 00:04:37,530 Don Ross: I had a trailer behind my bike, going down the street to the 108 00:04:37,530 --> 00:04:41,010 neighborhood. I grew up in a suburb of Columbus and Upper 109 00:04:41,010 --> 00:04:44,820 Trunk, and I, you know, I used that self-propelled mower 110 00:04:44,820 --> 00:04:46,410 and then I built that into a business. 111 00:04:46,410 --> 00:04:50,640 But here's where it really hit me is I'm a I'm a busboy at 112 00:04:50,700 --> 00:04:53,790 Luby's, which is like a burger joint. 113 00:04:54,090 --> 00:04:55,290 Yeah, like a fish's. 114 00:04:55,290 --> 00:04:58,530 And I got my first paycheck and I realized the paycheck was 115 00:04:58,530 --> 00:05:01,690 less than me cutting to neighbor's yards. 116 00:05:01,710 --> 00:05:04,710 Get it! I had more money that way. 117 00:05:04,770 --> 00:05:06,560 Less taxes, yes. 118 00:05:06,570 --> 00:05:10,110 And I was like, Wait a minute, something's not right here, 119 00:05:10,110 --> 00:05:13,560 and I kind of rendered my well, I don't know what it's 120 00:05:13,560 --> 00:05:14,880 called. Then I was 15 years old. 121 00:05:14,880 --> 00:05:16,380 I said, Hey, I can't do this anymore. 122 00:05:16,390 --> 00:05:19,560 I'm going to quit and built my business into a company that 123 00:05:19,560 --> 00:05:22,050 I sold and started in the financial services. 124 00:05:22,080 --> 00:05:24,300 Glenn Harper: When you say you build a business that was the landscaping 125 00:05:24,300 --> 00:05:25,140 company like, 126 00:05:25,350 --> 00:05:29,460 Don Ross: Yeah, sort of lawn care, build that up to a lawn care 127 00:05:29,460 --> 00:05:30,600 landscaping business. 128 00:05:30,600 --> 00:05:32,490 And then I sold that in 87. 129 00:05:32,520 --> 00:05:33,840 Glenn Harper: How old were you at that time? 130 00:05:34,170 --> 00:05:35,280 Don Ross: I sold in 87. 131 00:05:35,280 --> 00:05:37,710 I was twenty four. 132 00:05:37,740 --> 00:05:39,660 Glenn Harper: So you did this for about 10 years. 133 00:05:40,100 --> 00:05:40,810 The landscaper? 134 00:05:40,830 --> 00:05:43,800 Don Ross: Well, I mean, I started as a lawn care and then probably in 135 00:05:43,800 --> 00:05:47,430 college and I was, you know, enlisted in the military too. 136 00:05:47,430 --> 00:05:50,700 At 18, so I was in college and. 137 00:05:51,870 --> 00:05:53,880 My head and I really built it up. 138 00:05:54,030 --> 00:05:56,250 Glenn Harper: Did you have a bunch of employees or subcontractors? 139 00:05:56,280 --> 00:05:57,720 Don Ross: Yeah, at four four. 140 00:05:57,750 --> 00:06:00,180 Glenn Harper: So that's a kind of a big deal at that age. 141 00:06:00,210 --> 00:06:03,150 So you definitely had tendencies growing up that you just 142 00:06:03,150 --> 00:06:04,120 knew how to figure it out. 143 00:06:04,140 --> 00:06:05,580 Don Ross: I didn't think of it. I just did it. 144 00:06:05,580 --> 00:06:08,910 My my father sold steel for Bethlehem Steel, and he'd 145 00:06:08,910 --> 00:06:12,210 always, always, always, always wanted to be self-employed. 146 00:06:12,630 --> 00:06:14,760 And when he retired, he finally did that. 147 00:06:15,150 --> 00:06:17,400 He started a couple of businesses and did well. 148 00:06:18,030 --> 00:06:19,620 And so it's in the blood. 149 00:06:19,620 --> 00:06:23,550 But the years of, you know, raising a family of six kids, 150 00:06:23,550 --> 00:06:27,690 two dogs and a wonderful mother of mine, he couldn't really 151 00:06:27,690 --> 00:06:29,010 afford to. 152 00:06:29,520 --> 00:06:31,040 He didn't, actually. 153 00:06:31,040 --> 00:06:34,290 He didn't. 69. He left Bethlehem for a while to go start a 154 00:06:34,290 --> 00:06:38,100 steel company in Williamsport, PA, and it was just it just 155 00:06:38,100 --> 00:06:41,250 didn't work. And they took him back, you know, great 156 00:06:41,250 --> 00:06:44,400 blessing. But he, you know, it's got to be in his blood. 157 00:06:44,550 --> 00:06:51,750 Glenn Harper: So it's kind of probably weird that most people can't 158 00:06:51,750 --> 00:06:56,940 comprehend the fact that at 15, 16, 17, you're running a 159 00:06:56,940 --> 00:07:01,110 business with four employees making money because that is 160 00:07:01,770 --> 00:07:03,150 was terrifying. 161 00:07:03,150 --> 00:07:04,950 But it just seemed like an automatic thing to do, and it 162 00:07:04,950 --> 00:07:06,810 was way better than going working for the man. 163 00:07:06,840 --> 00:07:08,700 It just hard. People just can't comprehend 164 00:07:08,700 --> 00:07:09,780 Don Ross: That I've seen. 165 00:07:09,780 --> 00:07:10,830 Think of it. I just did it. 166 00:07:13,260 --> 00:07:17,000 Yeah, I just did it. And you just don't think about it. 167 00:07:17,010 --> 00:07:19,320 Glenn Harper: And when you decided to sell it, it was because you're done 168 00:07:19,320 --> 00:07:22,050 with being a landscaper or you want to do the next best 169 00:07:22,050 --> 00:07:22,480 thing or. 170 00:07:22,800 --> 00:07:24,660 Don Ross: Yeah, I always wanted to be in a financial service. 171 00:07:24,750 --> 00:07:25,950 So eighty seven was a fun year. 172 00:07:25,950 --> 00:07:27,000 I bought my first house. 173 00:07:27,000 --> 00:07:29,790 All my landscaping business started in the financial 174 00:07:29,790 --> 00:07:30,480 services. 175 00:07:31,500 --> 00:07:34,650 Glenn Harper: So and then from the financial services, nobody really. 176 00:07:34,800 --> 00:07:37,470 We always find generally entrepreneurs always have some 177 00:07:37,470 --> 00:07:41,100 sort of mentor or somebody that they hook up with that kind 178 00:07:41,100 --> 00:07:42,990 of just takes them under the wing and gives them some 179 00:07:42,990 --> 00:07:45,330 secrets and just kind of helps them along their way. 180 00:07:45,360 --> 00:07:46,560 Did you have anybody like that? 181 00:07:46,590 --> 00:07:48,690 Don Ross: Yeah, I was. I started one of the big firms. 182 00:07:48,690 --> 00:07:50,640 I don't know if I need to say the name, but. 183 00:07:51,000 --> 00:07:52,560 And then you're paired up with a mentor. 184 00:07:52,560 --> 00:07:57,050 But he I was we just didn't connect. 185 00:07:57,060 --> 00:08:00,630 He was he was two, which is good. 186 00:08:00,630 --> 00:08:02,850 He was to buy the book, but I wanted to go out, you know, I 187 00:08:02,850 --> 00:08:05,070 was walking the halls of a horseshoe medical school, you 188 00:08:05,070 --> 00:08:06,540 know, recruiting young doctors. 189 00:08:06,570 --> 00:08:08,190 He's like, Oh, you got to do a process. 190 00:08:08,190 --> 00:08:09,680 I'm like, I don't do processes. 191 00:08:09,690 --> 00:08:11,160 You know, I'm walking the halls. 192 00:08:11,160 --> 00:08:12,960 Hey, you need a financial advisor, you need a financial 193 00:08:12,960 --> 00:08:17,130 advisor. And long story short, I mean, two years later, I 194 00:08:17,130 --> 00:08:20,100 sold that book because I went back in the military to go to 195 00:08:20,100 --> 00:08:22,860 flight school, so I started over three times. 196 00:08:24,450 --> 00:08:27,540 Glenn Harper: When you start over like that, you look at yourself in the 197 00:08:27,540 --> 00:08:29,430 mirror and go, What is wrong with you? 198 00:08:30,690 --> 00:08:33,450 Don Ross: Most of our producers entrepreneurs would never say that 199 00:08:33,540 --> 00:08:36,150 Glenn Harper: When I say, what's wrong with you, just I said, like a 200 00:08:36,150 --> 00:08:38,400 tongue in cheek your leadership and laughing at yourself 201 00:08:38,400 --> 00:08:41,240 and going, I can't believe I'm doing this again, but I can. 202 00:08:41,280 --> 00:08:43,680 I can't imagine you doing something different working for 203 00:08:43,680 --> 00:08:46,110 somebody else at that time because you just you just knew. 204 00:08:46,170 --> 00:08:46,490 No. 205 00:08:46,490 --> 00:08:48,450 Don Ross: And that's kind of the funny thing is, wait a minute, dude, 206 00:08:48,450 --> 00:08:49,740 you're also in the military. 207 00:08:49,950 --> 00:08:52,050 Well, not full time. That's why I didn't go full time. 208 00:08:52,070 --> 00:08:54,150 I probably would have punched out a commander. 209 00:08:54,540 --> 00:08:58,680 So that's kind of funny, but I do like the regimen of of 210 00:08:58,770 --> 00:09:00,120 the military. 211 00:09:00,880 --> 00:09:02,950 Which is kind of ironic for an entrepreneur. 212 00:09:03,640 --> 00:09:05,260 I mean, it really is I'm. 213 00:09:05,950 --> 00:09:08,230 Julie Smith: You definitely have to follow a lot of processes, so it 214 00:09:08,230 --> 00:09:10,360 feels like you get your fill of that and then you kind of 215 00:09:10,360 --> 00:09:11,460 go rogue over here. 216 00:09:11,470 --> 00:09:14,380 Don Ross: Maybe I had a couple of commanders that didn't like my kind 217 00:09:14,380 --> 00:09:17,860 of free spirited thinking, but in aviation, which that's 218 00:09:17,860 --> 00:09:20,860 what I did for many years, that's processes that I love. 219 00:09:20,860 --> 00:09:22,690 I love flying. And because. 220 00:09:23,590 --> 00:09:26,890 There is a process, but on the other side of what I've done 221 00:09:26,890 --> 00:09:30,130 for 30 some years, I don't like processes, so some of the 222 00:09:30,130 --> 00:09:32,440 financial services business. My number one process and only 223 00:09:32,440 --> 00:09:36,100 goal I care about is are my clients getting the best value? 224 00:09:36,350 --> 00:09:38,470 Gotcha. Right? I mean, you've known me a long 225 00:09:38,470 --> 00:09:45,820 Glenn Harper: Time, long time. And it seems like the the military and also 226 00:09:45,850 --> 00:09:49,780 what you're doing in your financial advisor role. 227 00:09:50,020 --> 00:09:54,430 You are really a big team guy like, you know, you can't do 228 00:09:54,430 --> 00:09:56,380 it on your own. I think that's probably one of the reasons 229 00:09:56,380 --> 00:09:58,300 you like the military. You got a whole team that's got your 230 00:09:58,300 --> 00:10:01,390 back. And when you went on your own as a financial advisor, 231 00:10:01,630 --> 00:10:02,920 you didn't really go on your own. 232 00:10:03,100 --> 00:10:04,840 I've known you long enough that you always surround 233 00:10:04,840 --> 00:10:08,710 yourself with good people, good relationships that kind of 234 00:10:08,920 --> 00:10:11,890 augmented what you do for a living and kind of supported 235 00:10:11,890 --> 00:10:13,590 you with your strengths and weaknesses. 236 00:10:13,600 --> 00:10:15,480 They would augment that. Is that a fair statement? 237 00:10:15,490 --> 00:10:16,030 Yes. 238 00:10:16,540 --> 00:10:18,640 Don Ross: I mean, I am part of a network of independent advisors 239 00:10:18,640 --> 00:10:22,270 around the country, and we share best practice with each 240 00:10:22,270 --> 00:10:23,410 other. We're all entrepreneurs. 241 00:10:23,590 --> 00:10:25,690 A lot of them left big companies like I did. 242 00:10:26,580 --> 00:10:30,330 I have some colleagues that were former schoolteachers, but 243 00:10:30,330 --> 00:10:33,240 one of them said years and years ago he goes, And I like 244 00:10:33,240 --> 00:10:35,670 this line, he goes, I ain't very smart, but I surround my 245 00:10:35,670 --> 00:10:37,950 people myself with the best of the best. 246 00:10:38,820 --> 00:10:40,210 Glenn Harper: I think that's a fair statement. 247 00:10:40,230 --> 00:10:42,930 You've always had an incredible again, you're just a 248 00:10:42,930 --> 00:10:44,970 relationship guy. I've been privileged to know you for a 249 00:10:44,970 --> 00:10:47,100 long time and you just know everybody. 250 00:10:47,100 --> 00:10:48,840 You're like, You walk in, you're like the mayor. 251 00:10:49,560 --> 00:10:53,160 And but. But that served you well because again, I don't, 252 00:10:53,160 --> 00:10:57,300 you know, entrepreneurs before they make the jump or when 253 00:10:57,300 --> 00:11:01,080 they're deciding on that to do it or not, they're just 254 00:11:01,080 --> 00:11:04,470 they're very scared. But then once you make the commitment 255 00:11:04,470 --> 00:11:06,700 to do it, there is no turning back. 256 00:11:06,720 --> 00:11:09,290 I mean, you don't. It's OK to start every day negative. 257 00:11:09,300 --> 00:11:11,490 It's fine because it's going to work out, OK, what do you 258 00:11:11,490 --> 00:11:12,780 feel like? That's a fair statement. 259 00:11:12,780 --> 00:11:13,020 Yeah. 260 00:11:13,860 --> 00:11:16,020 Don Ross: You know what, I you know when I watched the Shark Tank? 261 00:11:16,170 --> 00:11:19,710 Mm hmm. I see some people up there plugging stuff like, Are 262 00:11:19,710 --> 00:11:22,620 you kidding me? But if you believe in it, it doesn't 263 00:11:22,620 --> 00:11:26,130 matter. I mean, they're trying to sell the sharks on some 264 00:11:26,130 --> 00:11:28,330 things, like for lack of better grammar. 265 00:11:28,350 --> 00:11:30,990 Ain't nobody going to buy that, and they either all fight 266 00:11:30,990 --> 00:11:34,020 over it or they're all like, there's no way but that person 267 00:11:34,020 --> 00:11:37,050 or that couple, whoever is up there, they believe in that. 268 00:11:37,050 --> 00:11:39,600 And that's all that matters, whether they go bankrupt or 269 00:11:39,600 --> 00:11:41,040 they make millions of dollars. 270 00:11:41,820 --> 00:11:45,180 That's the beauty of being an entrepreneur, because you you 271 00:11:45,180 --> 00:11:45,780 did it. 272 00:11:46,410 --> 00:11:50,670 Glenn Harper: Do you feel like, you know, we see entrepreneurs that we've 273 00:11:50,670 --> 00:11:53,040 been privileged enough to hang out with them for like 32 274 00:11:53,040 --> 00:11:55,680 years and thousands of them, and they all have these kind 275 00:11:55,680 --> 00:11:58,590 of tendencies and you're either going to do we call do 276 00:11:58,590 --> 00:12:01,680 business where you're kind of doing all the work and 277 00:12:01,680 --> 00:12:04,110 running the whole show and doing it kind of solo. 278 00:12:04,260 --> 00:12:08,820 And then eventually you make a transition to one to build a 279 00:12:08,820 --> 00:12:11,730 business. Where do you think you're at in your journey? 280 00:12:11,730 --> 00:12:13,380 Are you still doing business or are you trying to 281 00:12:13,380 --> 00:12:14,960 transition to building a business? 282 00:12:14,970 --> 00:12:15,990 Where do you think you're at 283 00:12:16,170 --> 00:12:17,580 Don Ross: My financial services? 284 00:12:17,590 --> 00:12:22,050 Yes. I'm still looking for new clients, but I'm not looking 285 00:12:22,050 --> 00:12:23,310 to have 15 employees. 286 00:12:23,610 --> 00:12:26,850 Glenn Harper: Is that what you mean? Well, like it seems to me in the last 287 00:12:26,850 --> 00:12:30,300 few years you brought in some talent to kind of take over a 288 00:12:30,300 --> 00:12:32,760 lot of those roles that you used to do and all the 289 00:12:32,760 --> 00:12:35,730 paperwork. And so you're not maybe you're still doing sales 290 00:12:35,730 --> 00:12:37,920 and the relationship side, but you've handed off a lot of 291 00:12:37,920 --> 00:12:39,180 those duties, correct? 292 00:12:39,210 --> 00:12:40,740 Don Ross: Oh, 100 percent. 293 00:12:41,190 --> 00:12:43,800 And because I have a succession plan too, I don't want my 294 00:12:43,800 --> 00:12:46,470 client. You know, I always say this my my wife, Joni, you 295 00:12:46,470 --> 00:12:48,840 know, she hates when I say it. 296 00:12:48,840 --> 00:12:50,880 But if I stroked out tomorrow, I don't want my clients 297 00:12:50,880 --> 00:12:55,560 being left in the. You know, on their own alone, right? 298 00:12:55,920 --> 00:12:59,370 Or, yeah, I mean, that's important to me, so we have junior 299 00:12:59,370 --> 00:13:00,900 adviser and some other staff. 300 00:13:01,490 --> 00:13:05,460 Glenn Harper: But you do have aspirations to be, you know, manage, you 301 00:13:05,460 --> 00:13:10,920 know, $20 billion and and be like Bobby Axelrod or you more 302 00:13:10,920 --> 00:13:13,660 like a small boutique. 303 00:13:13,680 --> 00:13:15,330 Don Ross: I sit down with my clients one on one. 304 00:13:15,330 --> 00:13:17,490 We call each other, text each other. 305 00:13:17,640 --> 00:13:19,470 We celebrate birthdays and all that. 306 00:13:19,470 --> 00:13:22,140 I don't want to be a and I have colleagues that, you know, 307 00:13:22,140 --> 00:13:24,060 they want to bring in $100 million a year. 308 00:13:24,390 --> 00:13:26,520 That may not mean anything to you or the listeners, but 309 00:13:27,150 --> 00:13:27,450 that 310 00:13:27,450 --> 00:13:29,420 Glenn Harper: Seems like a lot of work. 311 00:13:29,490 --> 00:13:32,160 Don Ross: I want to sit down with one on one and not, you know, not 312 00:13:32,550 --> 00:13:33,600 bring you on as a client. 313 00:13:33,600 --> 00:13:35,480 And then maybe I'll see you in four years. 314 00:13:35,490 --> 00:13:37,470 I mean, I bring on clients that haven't talked to the 315 00:13:37,470 --> 00:13:40,440 adviser in two years and they have big, big accounts. 316 00:13:41,810 --> 00:13:44,810 Julie Smith: So it seems to me like you're just relationship driven and 317 00:13:44,810 --> 00:13:47,480 you've kind of figured out how to bring in a team and put 318 00:13:47,480 --> 00:13:50,810 those people around you to do the things so you can 319 00:13:50,810 --> 00:13:54,020 continue with the relationships, but maybe take a step back 320 00:13:54,290 --> 00:13:55,610 from the day to day. 321 00:13:56,180 --> 00:13:57,230 Don Ross: Yeah, yeah. 322 00:13:57,230 --> 00:14:01,850 I know I could step back from day to day, but my clients 323 00:14:01,850 --> 00:14:03,440 know they can call or text me. 324 00:14:03,650 --> 00:14:05,990 That's important to me, you know, doing paperwork. 325 00:14:05,990 --> 00:14:08,210 I mean, I'll screw it up. I don't go into the database. 326 00:14:08,210 --> 00:14:09,220 You know, that's Joni. 327 00:14:09,260 --> 00:14:11,210 I never touch that. No, no, no, no. 328 00:14:11,240 --> 00:14:14,720 So I just like being with people, and I got that from my 329 00:14:14,720 --> 00:14:15,260 dad. 330 00:14:16,790 --> 00:14:21,170 Glenn Harper: Would you suggest, you know, a lot of entrepreneurs, you 331 00:14:21,170 --> 00:14:24,020 look at the ones that are just doing the grind. 332 00:14:24,530 --> 00:14:27,050 They they love being an entrepreneur, but they are just 333 00:14:27,050 --> 00:14:29,370 burnout. They're not really having fun because they haven't 334 00:14:29,390 --> 00:14:33,500 figured out how to delegate and empower their team around 335 00:14:33,500 --> 00:14:37,220 them. If there's anybody I know, nobody has more fun at 336 00:14:37,220 --> 00:14:38,270 what they do than you. 337 00:14:38,750 --> 00:14:41,120 Why is that? What is it an attitude thing? 338 00:14:41,120 --> 00:14:43,700 Is it just because you've been blessed with that gift of 339 00:14:43,700 --> 00:14:44,990 gab and just your thing? 340 00:14:44,990 --> 00:14:46,400 Or is it because you have a great team? 341 00:14:46,430 --> 00:14:49,310 Why is it that you have so much fun doing doing your 342 00:14:49,310 --> 00:14:50,300 entrepreneurial journey? 343 00:14:50,330 --> 00:14:53,270 Don Ross: Well, in my my eyes, it's easy. 344 00:14:53,390 --> 00:14:54,620 What I do. 345 00:14:54,890 --> 00:14:57,380 But most people are like, you're talking about people's 346 00:14:57,380 --> 00:14:59,420 life savings. That seems pretty scary. 347 00:15:00,180 --> 00:15:04,020 Well, it is, but if you don't embrace it and have done it 348 00:15:04,020 --> 00:15:09,570 for many years, that's that's why it's it's it's easy. 349 00:15:10,230 --> 00:15:10,710 I don't know. 350 00:15:11,470 --> 00:15:12,330 Glenn Harper: It's funny. 351 00:15:12,330 --> 00:15:15,330 Don Ross: You say to me, like if I think about what you do, I'm like, 352 00:15:15,540 --> 00:15:20,230 you know, my eyes are crossed, but that's what you do. 353 00:15:20,250 --> 00:15:24,450 Just like, you know, the the airline pilot or the 354 00:15:24,450 --> 00:15:26,490 kindergarten teacher, I mean, it's all about having the 355 00:15:26,490 --> 00:15:28,390 passion for it, then it's not work. 356 00:15:28,410 --> 00:15:30,720 I mean, you've heard the old, you know, if you love what 357 00:15:30,720 --> 00:15:32,310 you do, you work a day in your life. 358 00:15:32,310 --> 00:15:34,320 Glenn Harper: But I mean, I know you well enough to. 359 00:15:34,320 --> 00:15:38,730 I don't think you go to the go to the office every day and 360 00:15:38,730 --> 00:15:41,220 call it work. I don't think you look at it that way. 361 00:15:41,220 --> 00:15:42,300 You go and have some fun. 362 00:15:42,300 --> 00:15:43,320 You help some people out. 363 00:15:43,320 --> 00:15:47,340 You do. Your thing is that, you know, like I said, how long 364 00:15:47,340 --> 00:15:49,770 did it take you to develop that swag? 365 00:15:49,770 --> 00:15:51,600 Because again, when you first started out, you know you got 366 00:15:51,600 --> 00:15:53,160 to make a paycheck. You got to raise family. 367 00:15:53,160 --> 00:15:54,250 You got to do those things. 368 00:15:54,270 --> 00:15:56,850 When did it switch over where like, Wow, this is fun. 369 00:15:56,850 --> 00:15:58,680 Let's not worry about it. Let's just have a good time with 370 00:15:58,680 --> 00:15:58,980 it. 371 00:15:59,190 --> 00:16:00,420 Don Ross: Oh, many years ago. 372 00:16:00,460 --> 00:16:02,800 Long time, because it's always what I want to do. 373 00:16:02,820 --> 00:16:06,960 That's why in 87, I sold business, bought my first house, 374 00:16:06,960 --> 00:16:09,960 graduated college, finished my first enlistment, started in 375 00:16:09,960 --> 00:16:11,910 the financial services, always wanted to do it. 376 00:16:11,910 --> 00:16:12,960 I don't know a buddy of mine. 377 00:16:13,500 --> 00:16:16,710 Years and years ago before I even started, he was I wanted 378 00:16:16,710 --> 00:16:19,080 to be like him. He's still in the business. 379 00:16:19,080 --> 00:16:20,940 We talk once or twice a year. 380 00:16:21,810 --> 00:16:24,510 And so it's like, I wouldn't know what else to do. 381 00:16:24,570 --> 00:16:26,130 Glenn Harper: So there is no end game, right? 382 00:16:26,130 --> 00:16:28,140 You're not going to like, retire tomorrow. 383 00:16:28,170 --> 00:16:29,790 I can't imagine you're not running. 384 00:16:29,820 --> 00:16:33,840 Don Ross: Oh my gosh. No, we I mean, Saturday by noon, I'm like, Let's 385 00:16:33,840 --> 00:16:36,150 go, let's go. And I've already played paddle tennis for two 386 00:16:36,150 --> 00:16:40,200 hours, you know, so. No, but that's why I have a succession 387 00:16:40,200 --> 00:16:44,040 plan in place, which I think every small business owner 388 00:16:44,040 --> 00:16:47,070 should have. So you don't leave your clients hanging, not 389 00:16:47,070 --> 00:16:49,870 that they would, but that's the way I look at it. 390 00:16:49,890 --> 00:16:51,270 Glenn Harper: It makes you sleep good at night. 391 00:16:51,630 --> 00:16:54,210 A lot of entrepreneurs, they also have these tendencies to 392 00:16:54,210 --> 00:16:57,240 want to start up other business and do and do other things. 393 00:16:58,320 --> 00:16:59,880 Do you have any of those tendencies? 394 00:16:59,880 --> 00:17:01,170 Are you happy with where you're at? 395 00:17:01,650 --> 00:17:04,200 Don Ross: I'm happy with where they're at, where I'm at, because 396 00:17:04,200 --> 00:17:05,700 here's what happened in 1989. 397 00:17:05,700 --> 00:17:07,650 I was thinking about going this, and I did actually go and 398 00:17:07,650 --> 00:17:09,390 work on Capitol Hill for a while. 399 00:17:09,420 --> 00:17:10,730 I want to do that. I want to do this. 400 00:17:10,780 --> 00:17:12,720 My dad looked at me and I'll never forget this. 401 00:17:13,350 --> 00:17:14,520 And he's still alive. 402 00:17:14,520 --> 00:17:15,600 Ninety one years old. 403 00:17:15,900 --> 00:17:18,630 He goes, Hmm, sounds like a great idea. 404 00:17:18,780 --> 00:17:21,210 You're going to be a jack of all trades and master of none. 405 00:17:21,220 --> 00:17:24,630 And what that means is you if you don't focus on what your 406 00:17:24,630 --> 00:17:25,770 core business is. 407 00:17:26,640 --> 00:17:28,770 And then they'll all be mediocre. 408 00:17:29,130 --> 00:17:31,050 I mean, all right, let's say you want to open up a little 409 00:17:31,050 --> 00:17:33,660 corner restaurant. Well, Glenn's attention is going over 410 00:17:33,660 --> 00:17:35,550 there. What's going to happen to Harper and Co.? 411 00:17:35,820 --> 00:17:39,210 Correct? Unless you have, I mean, unless you have a really 412 00:17:39,210 --> 00:17:41,310 good team in place, which I know you have a great team. 413 00:17:42,440 --> 00:17:45,830 But I don't think my personal opinion is since I'm, you 414 00:17:45,830 --> 00:17:50,270 know, not a very smart guy is you need to do what you do. 415 00:17:50,960 --> 00:17:54,500 And if you want to do other hobbies, do hobbies correct? 416 00:17:54,830 --> 00:17:57,830 Glenn Harper: And I think that comes down to when you lie down trainers, 417 00:17:57,830 --> 00:18:00,140 when they make the switch to actually building a business 418 00:18:00,140 --> 00:18:02,660 that can also almost run without them or they don't need 419 00:18:02,660 --> 00:18:05,210 the day to day attention, it's more like once a week meet 420 00:18:05,210 --> 00:18:07,340 your board of directors or whatever, then you can do those 421 00:18:07,340 --> 00:18:09,860 other endeavors. But you don't ever want to get rid of the 422 00:18:09,860 --> 00:18:11,870 mothership because that's when the provided everything 423 00:18:11,870 --> 00:18:13,790 right. I can't imagine you just walking away from that. 424 00:18:14,090 --> 00:18:17,120 Don Ross: I would say, I mean, there's some great companies in this 425 00:18:17,120 --> 00:18:20,870 city and around the country, in the world that these men 426 00:18:20,870 --> 00:18:23,840 are women have built this company. 427 00:18:23,840 --> 00:18:25,910 And then and then they put a team in to run it. 428 00:18:25,910 --> 00:18:28,040 But they did it that way or they built it to sell it. 429 00:18:29,420 --> 00:18:32,150 I don't even have aspirations to try to start anything 430 00:18:32,150 --> 00:18:32,690 else. 431 00:18:35,220 --> 00:18:37,470 Glenn Harper: Yeah. No, that's fine, that's fine. 432 00:18:37,500 --> 00:18:38,730 Don Ross: That sounds like work. 433 00:18:38,760 --> 00:18:40,590 Glenn Harper: Yes. We don't want any part of that. 434 00:18:41,370 --> 00:18:42,550 This is having too much fun. 435 00:18:42,570 --> 00:18:45,120 What is your do you have like a. 436 00:18:46,170 --> 00:18:50,040 A dream client that you would like to on board or a dream 437 00:18:50,040 --> 00:18:52,350 business deal that you bring on board, that you're going to 438 00:18:52,350 --> 00:18:56,310 advise them on who is like, you could go that person or 439 00:18:56,310 --> 00:19:00,300 that company if I could just get that there, there are 440 00:19:00,330 --> 00:19:01,540 investment accounts. 441 00:19:01,560 --> 00:19:04,590 Is that something that you think about it at all or is it 442 00:19:04,920 --> 00:19:07,020 like whoever comes along that were before? 443 00:19:07,050 --> 00:19:10,650 Don Ross: Absolutely. Every time we do a review with a client, I had 444 00:19:10,650 --> 00:19:15,390 three yesterday and and they leave, they give me a hug 445 00:19:15,570 --> 00:19:19,740 high. Five me in the meeting was five minutes business. 446 00:19:19,740 --> 00:19:20,970 15 minutes. What are you doing? 447 00:19:20,970 --> 00:19:23,670 What are you catching up with? I'm like, I say to Joni, How 448 00:19:23,670 --> 00:19:24,960 do we duplicate them? 449 00:19:25,320 --> 00:19:27,360 And you know, we're so we're still out looking. 450 00:19:27,360 --> 00:19:28,770 We get some great referrals. 451 00:19:28,980 --> 00:19:32,760 And that client, if you if you want to know what it looks 452 00:19:32,760 --> 00:19:36,510 financially, you know, they they've saved half a million 453 00:19:36,510 --> 00:19:38,030 dollars to two and a half million. 454 00:19:38,040 --> 00:19:40,050 That's that's who we serve very well. 455 00:19:40,410 --> 00:19:41,580 Ten up. 456 00:19:41,790 --> 00:19:43,890 They need a different planning level I'm not interested in, 457 00:19:43,890 --> 00:19:46,350 but the kind of clients, they're just salt of the Earth, 458 00:19:46,350 --> 00:19:49,920 you know? I mean, I retire a lot of cops and I don't know 459 00:19:49,920 --> 00:19:51,310 how far your podcast. 460 00:19:51,330 --> 00:19:52,800 Obviously, your podcast could be anywhere 461 00:19:52,800 --> 00:19:55,950 Glenn Harper: Hundreds of millions of people worldwide, multiple 462 00:19:55,950 --> 00:19:56,610 languages. 463 00:19:56,610 --> 00:19:58,830 Don Ross: But as far as central hire, I retire a lot of police 464 00:19:58,830 --> 00:20:01,410 officers. I mean, you want to talk about salt of the Earth, 465 00:20:01,830 --> 00:20:07,560 OK, guys, schoolteachers, entrepreneurs, military. 466 00:20:07,740 --> 00:20:11,430 But I look at the kind of people they are and they they 467 00:20:11,430 --> 00:20:14,340 benefit and they can. They take value with what we provide, 468 00:20:14,340 --> 00:20:17,040 and we're a collaborative effort, and that's why we 469 00:20:17,040 --> 00:20:18,390 celebrate their birthdays. 470 00:20:18,390 --> 00:20:20,880 We do fun stuff together and they're like family. 471 00:20:22,280 --> 00:20:25,910 Glenn Harper: And the reality is, you know, if you're not producing the 472 00:20:25,910 --> 00:20:29,240 desired results for them from the financial advising side, 473 00:20:29,240 --> 00:20:31,850 getting the appropriate returns, managing risk, ensuring 474 00:20:31,850 --> 00:20:34,100 that they've got their cash flows, they go to retirement, 475 00:20:34,130 --> 00:20:36,110 you know, they would leave. So obviously you're doing that 476 00:20:36,110 --> 00:20:38,450 well, but then you're going a little bit further and you're 477 00:20:38,450 --> 00:20:40,160 doing more of a personal relationship. 478 00:20:40,190 --> 00:20:44,150 Oh, yeah. And is that something that obviously you've 479 00:20:44,150 --> 00:20:47,330 always done it that way? But do you did you have to pivot 480 00:20:47,330 --> 00:20:49,970 at some point and go, wait a minute for me to really get my 481 00:20:49,970 --> 00:20:52,370 name out there and do these things even better? 482 00:20:52,370 --> 00:20:55,910 I've got to go and kind of modify how I do that 483 00:20:55,910 --> 00:20:58,330 relationship. And is it more sincere? 484 00:20:58,340 --> 00:20:59,530 Is it more genuine? 485 00:20:59,540 --> 00:21:01,190 Is it more surface level? 486 00:21:01,280 --> 00:21:03,980 You know, how do you how do you, you know, navigate that? 487 00:21:04,760 --> 00:21:10,100 Don Ross: I just regardless of whether we're out doing workshop events 488 00:21:10,100 --> 00:21:12,980 or getting referrals, I just I just be me. 489 00:21:13,520 --> 00:21:16,550 I mean, for me, pretty straightforward. 490 00:21:17,480 --> 00:21:23,480 Glenn Harper: Gotcha. Do you feel like we look at every entrepreneur they 491 00:21:23,480 --> 00:21:26,510 have? Like, there's something that they're just really, 492 00:21:26,510 --> 00:21:30,530 really good at, you know, obviously hand eye coordination 493 00:21:30,530 --> 00:21:33,230 with helicopters a little bit different than the average 494 00:21:33,230 --> 00:21:37,160 person. But you know, from a financial advisor standpoint 495 00:21:37,160 --> 00:21:40,400 is it's something that is your superpower that you can 496 00:21:40,400 --> 00:21:43,010 predict the market or is your superpower, that you can 497 00:21:43,010 --> 00:21:48,650 predict relationships and you can provide a valuable, you 498 00:21:48,650 --> 00:21:49,980 know, consistent return. 499 00:21:50,000 --> 00:21:51,770 What do you think your superpower is? 500 00:21:53,990 --> 00:21:56,840 Don Ross: Creating a really good relationship with that client, 501 00:21:56,850 --> 00:22:00,860 because if you look at in our industry the reasons why 502 00:22:00,860 --> 00:22:04,400 people leave and advisor, you brought it up a couple of 503 00:22:04,400 --> 00:22:05,660 times return. 504 00:22:06,080 --> 00:22:07,940 That's like fourth or fifth on the list. 505 00:22:09,080 --> 00:22:11,210 I mean, we all want to get everybody thirty five percent a 506 00:22:11,210 --> 00:22:13,540 year on their money, but it's just not realistic. 507 00:22:13,550 --> 00:22:17,090 I mean, look, why not look at the first few first few weeks 508 00:22:17,090 --> 00:22:21,080 of this year? We're we're down, but my clients understand 509 00:22:21,080 --> 00:22:23,480 that we're going to have that roller coaster ride and we've 510 00:22:23,480 --> 00:22:26,390 built that into their plan so they don't have these high 511 00:22:26,390 --> 00:22:30,040 expectations. And I've showed them an income plan or the 512 00:22:30,050 --> 00:22:32,120 rest of their life that they're not going to run out of 513 00:22:32,120 --> 00:22:33,260 money if they're not. 514 00:22:33,830 --> 00:22:36,020 And so they don't get wrapped up, you know, with the 515 00:22:36,020 --> 00:22:36,650 markets. 516 00:22:37,370 --> 00:22:40,640 Glenn Harper: Do you find, you know, I love asking financial advisors this 517 00:22:40,640 --> 00:22:41,810 question because it's kind of fun. 518 00:22:41,810 --> 00:22:44,990 Do you find that, you know, if you have a client, they've 519 00:22:44,990 --> 00:22:49,070 got x dollars with you and you're kind of controlling the 520 00:22:49,070 --> 00:22:51,110 narrative on how that works and how it's invested with your 521 00:22:51,110 --> 00:22:53,510 portfolio managers and how you operate that. 522 00:22:53,630 --> 00:22:56,360 And they come to you and say, Hey, look, I want to take 523 00:22:56,360 --> 00:23:01,430 out, you know, 10 percent of this and go make a alternative 524 00:23:01,430 --> 00:23:05,820 investment or start a business or something like that. 525 00:23:05,840 --> 00:23:08,710 Are you are you very you get supportive of that. 526 00:23:08,720 --> 00:23:10,580 You try to understand it more or do you try to have them 527 00:23:10,580 --> 00:23:11,870 get some advice on it? 528 00:23:11,900 --> 00:23:13,880 Or you're like, No, no, that's the stupidest thing I've 529 00:23:13,880 --> 00:23:14,450 ever heard. 530 00:23:14,930 --> 00:23:16,370 Don Ross: No, a I look at it. 531 00:23:16,370 --> 00:23:17,390 This is their money. 532 00:23:17,690 --> 00:23:21,230 And if they don't enjoy, it has no value in. 533 00:23:21,240 --> 00:23:23,390 And when we're getting to know each other, I'm asking all 534 00:23:23,390 --> 00:23:24,620 kinds of future questions. 535 00:23:24,620 --> 00:23:26,630 The biggest thing I'm helping people do is how to buy a 536 00:23:26,630 --> 00:23:28,760 second home. What most people want? 537 00:23:29,240 --> 00:23:32,150 Yeah, because remember, they're mostly retired and they're 538 00:23:32,150 --> 00:23:34,280 not looking to really start a small business now on this 539 00:23:34,280 --> 00:23:37,460 side. There's a few that want to be consulting because 540 00:23:37,460 --> 00:23:38,480 they're experts on what they've done. 541 00:23:38,510 --> 00:23:42,200 In fact, I think I sent a few to you and yeah, they can 542 00:23:42,200 --> 00:23:46,280 take their expertise from the companies they they retired 543 00:23:46,280 --> 00:23:48,860 from and set up, you know, hang out their own shingle. 544 00:23:49,010 --> 00:23:50,450 And that's fun. 545 00:23:50,450 --> 00:23:51,850 I'm all about quality of life. 546 00:23:51,860 --> 00:23:53,540 The money will take care of itself. 547 00:23:53,570 --> 00:23:56,750 It's how do we make sure you're confident you can spend 548 00:23:56,780 --> 00:23:58,970 your money and not be freaking out and waking up at 3:00 in 549 00:23:58,970 --> 00:24:03,650 the morning? So that's what we're about is quality of life 550 00:24:03,830 --> 00:24:05,690 and the rest of the things will take care of themselves. 551 00:24:06,410 --> 00:24:11,480 Glenn Harper: Have you ever, you know, not one time so far in this entire 552 00:24:11,480 --> 00:24:16,520 talk? Have you ever talked about profitability, lifestyle 553 00:24:16,520 --> 00:24:17,570 making money? 554 00:24:17,600 --> 00:24:19,520 It's all you're just doing what you love. 555 00:24:19,880 --> 00:24:21,350 Was that always the case? 556 00:24:21,350 --> 00:24:22,940 Was the money ever motivation? 557 00:24:22,940 --> 00:24:24,410 Because obviously you do what you do. 558 00:24:24,440 --> 00:24:26,300 You're obviously you're successful at it. 559 00:24:26,330 --> 00:24:27,640 Did you ever do this for the money? 560 00:24:27,640 --> 00:24:28,910 You just do it because you enjoyed it? 561 00:24:29,330 --> 00:24:30,740 Don Ross: I guess I never thought of that. 562 00:24:32,260 --> 00:24:35,260 I never thought of it now, obviously. 563 00:24:35,500 --> 00:24:37,450 I've been doing this a long time, I've created a very 564 00:24:37,450 --> 00:24:38,920 comfortable lifestyle. 565 00:24:39,100 --> 00:24:44,760 But. I guess I didn't think about it as a money, because 566 00:24:44,760 --> 00:24:49,290 since day one, you know, cutting that first yard for a for 567 00:24:49,290 --> 00:24:55,530 a for compensation, I just did it because I did it on my 568 00:24:55,530 --> 00:24:58,680 own. I. Someone wasn't directing me, 569 00:24:59,070 --> 00:25:01,980 Glenn Harper: I guess, to further elaborate, like when you became the 570 00:25:01,980 --> 00:25:03,720 financial adviser and said, Okay, I'm going to do this. 571 00:25:03,720 --> 00:25:04,860 This is my calling. 572 00:25:05,370 --> 00:25:09,030 So if I could just get $100 million under assets under 573 00:25:09,030 --> 00:25:12,390 management and I can make a million bucks on that or I want 574 00:25:12,390 --> 00:25:14,940 to make five hundred million under asset make you know? 575 00:25:15,270 --> 00:25:18,660 Did you have a a number or did you just go? 576 00:25:19,170 --> 00:25:24,420 Don Ross: I'm not a really good planner, as you know, planning as far 577 00:25:24,420 --> 00:25:24,840 as that. 578 00:25:24,960 --> 00:25:26,720 Glenn Harper: What? Hey, cut that out of there. 579 00:25:26,730 --> 00:25:27,760 I can't have that in here. 580 00:25:28,470 --> 00:25:33,750 Don Ross: I so sometimes I have a little trouble with goals like not 581 00:25:33,750 --> 00:25:36,420 how many clients you want to get, but hitting certain 582 00:25:36,420 --> 00:25:40,530 numbers because certain how much I want to have under 583 00:25:40,530 --> 00:25:42,870 management. I mean, I don't want to criticize anybody that 584 00:25:42,870 --> 00:25:46,080 does, because then it's like, All right, if I don't get you 585 00:25:46,080 --> 00:25:48,450 as a client today, I'm going to miss my numbers. 586 00:25:49,080 --> 00:25:51,480 To me, that means I'm not focusing on you. 587 00:25:51,480 --> 00:25:53,970 I'm thinking in the back of my head a goal I got to hit. 588 00:25:54,960 --> 00:25:57,870 I mean, goals are important, but you're the only thing that 589 00:25:57,870 --> 00:26:01,320 matters right now, and I'm talking to you as a potential 590 00:26:01,320 --> 00:26:04,860 client. You know, I don't do that. 591 00:26:05,490 --> 00:26:10,290 Glenn Harper: Is it fair to say like the military basically gives you all 592 00:26:10,290 --> 00:26:15,120 the structure, all the fallback, all the the goals, 593 00:26:15,120 --> 00:26:17,100 everything has to happen a certain way there. 594 00:26:17,100 --> 00:26:20,580 And now when you go do your quote entrepreneurial journey, 595 00:26:20,610 --> 00:26:22,830 you're kind of just like, I just want to do what I want to 596 00:26:22,830 --> 00:26:25,680 do. I want to help people and the money will come. 597 00:26:25,800 --> 00:26:27,720 I think that's what you're basically trying to say. 598 00:26:27,720 --> 00:26:30,210 You never really set a goal that I want to make x per year 599 00:26:30,210 --> 00:26:31,560 or had this many clients. 600 00:26:32,010 --> 00:26:34,080 Don Ross: Yeah, I agree with that. 601 00:26:34,080 --> 00:26:36,210 Glenn Harper: One hundred percent, which is a very common theme with 602 00:26:36,210 --> 00:26:38,760 entrepreneurs. They do it because they love it, not because 603 00:26:38,760 --> 00:26:39,960 they want to make well, we're all over 604 00:26:39,960 --> 00:26:41,420 Don Ross: The place, you know, our minds. 605 00:26:41,430 --> 00:26:43,430 That's why we need someone to keep us like that and think 606 00:26:43,480 --> 00:26:47,910 like a journey. But that's why it's still to this day. 607 00:26:47,910 --> 00:26:49,890 Kind of funny to say, wait a minute, military. 608 00:26:51,590 --> 00:26:56,450 Entrepreneur. Yeah, it's it's kind of bizarre. 609 00:26:56,470 --> 00:26:59,860 I can't really explain it, I just I just do it, just do it. 610 00:26:59,860 --> 00:27:02,530 I don't know that someone wants to really take my blueprint 611 00:27:02,530 --> 00:27:04,120 and try to start a business off it. 612 00:27:04,360 --> 00:27:05,890 Glenn Harper: Believe it or not, I think most people do. 613 00:27:06,070 --> 00:27:08,290 Julie Smith: Speaking of blueprint, do you feel like as you've went 614 00:27:08,290 --> 00:27:11,140 through this journey and I feel like you, you've just done 615 00:27:11,140 --> 00:27:13,510 it and you've been very successful it just doing it. 616 00:27:13,510 --> 00:27:16,720 But have you ever had to pivot or fall forward or is there 617 00:27:16,720 --> 00:27:18,790 something you would maybe give the listeners that said, 618 00:27:18,970 --> 00:27:22,450 Hey, I kind of went through this if I look back, I would 619 00:27:22,450 --> 00:27:23,860 have maybe done this. 620 00:27:26,240 --> 00:27:31,370 Don Ross: Uh, as far as me, maybe, you know, a couple of times I sold 621 00:27:31,370 --> 00:27:34,430 my book and left the big firms, I always think back I 622 00:27:34,430 --> 00:27:37,310 started with a buddy who's one of the top in the country 623 00:27:37,310 --> 00:27:38,540 now with this big firm. 624 00:27:39,980 --> 00:27:41,180 I mean, he did a different route. 625 00:27:41,190 --> 00:27:45,140 He acquired other small businesses, but I don't think 626 00:27:45,140 --> 00:27:47,510 there's anything I would do differently. 627 00:27:49,870 --> 00:27:53,200 Other than maybe a little bit more focus, I think I that's 628 00:27:53,620 --> 00:27:55,140 a couple of times I sold my book. 629 00:27:55,150 --> 00:27:57,580 It was because I was attracted to do something else over 630 00:27:57,580 --> 00:28:01,420 here and that was when I sold my book meaning. 631 00:28:02,610 --> 00:28:05,460 I sold it to another adviser in the big firm because if I 632 00:28:05,460 --> 00:28:08,010 took those clients with me, it would hurt them financially. 633 00:28:08,250 --> 00:28:10,530 Based on the investments they were in and things like that. 634 00:28:11,450 --> 00:28:13,010 I think that's what you're asking, and that's the only 635 00:28:13,010 --> 00:28:15,320 thing I would have done differently. 636 00:28:16,270 --> 00:28:19,570 Julie Smith: Or is like you got into the entrepreneur and maybe you were 637 00:28:19,570 --> 00:28:21,100 building your business. 638 00:28:21,220 --> 00:28:24,580 Is there anything like I would have hired a team quicker or 639 00:28:24,580 --> 00:28:28,180 I would have maybe put this process in place or I would 640 00:28:28,180 --> 00:28:30,370 have maybe done this a little bit differently? 641 00:28:30,730 --> 00:28:32,770 Don Ross: Yeah, don't. Don't be afraid. 642 00:28:32,770 --> 00:28:35,170 I mean, if I'm giving direct advice, don't be afraid to 643 00:28:35,170 --> 00:28:37,600 hire really good people. 644 00:28:38,990 --> 00:28:43,640 Because they can take and run with some, some some of the 645 00:28:43,640 --> 00:28:46,490 minutia things while you're focusing on the big picture. 646 00:28:46,730 --> 00:28:48,950 And I'm assuming that's exactly how you guys do it. 647 00:28:49,160 --> 00:28:50,510 You've got to focus on the big picture. 648 00:28:50,510 --> 00:28:53,780 You're not necessarily doing the teeny little return 649 00:28:53,780 --> 00:28:57,410 things. I mean, I don't know exactly, but hire good people 650 00:28:57,410 --> 00:28:58,460 and it's an investment. 651 00:28:58,940 --> 00:29:02,600 You know, they they always say, take time to hire and fire 652 00:29:02,600 --> 00:29:03,230 fast. 653 00:29:03,440 --> 00:29:05,600 Julie Smith: And something you said that I think really rings true is 654 00:29:05,600 --> 00:29:06,680 it's an investment. 655 00:29:06,920 --> 00:29:08,030 It's not a cost. 656 00:29:08,030 --> 00:29:09,760 You're not looking at your team as a cost. 657 00:29:09,770 --> 00:29:11,060 You look at them as an investment. 658 00:29:11,070 --> 00:29:12,980 And I think that's such a great mindset. 659 00:29:13,370 --> 00:29:14,990 Don Ross: You know, it's like when people talk about a renovating 660 00:29:14,990 --> 00:29:17,060 their kitchen, I'm like, That's an investment. 661 00:29:17,090 --> 00:29:19,200 Where do you spend all your time in the kitchen? 662 00:29:19,220 --> 00:29:20,900 Invest in a great kitchen. 663 00:29:20,900 --> 00:29:23,720 So, you know, depending on what kind of business anybody 664 00:29:23,720 --> 00:29:27,260 starting, bring on a great person and spend that money 665 00:29:27,440 --> 00:29:29,270 because it'll pay dividends. 666 00:29:30,200 --> 00:29:33,530 Glenn Harper: And we we see that entrepreneurs that start out, if they 667 00:29:33,530 --> 00:29:36,350 would just. And that's why we talk about the mentor and the 668 00:29:36,350 --> 00:29:38,270 team and surround yourself with good people because 669 00:29:38,270 --> 00:29:41,600 there's, you know, the key component of running a business 670 00:29:41,600 --> 00:29:45,260 as you need your, you know, we feel like you need a good 671 00:29:45,260 --> 00:29:46,430 CPA advisor. 672 00:29:46,430 --> 00:29:48,920 You need a good financial advisor, you need a good banker, 673 00:29:48,920 --> 00:29:52,220 you need a good attorney, you need these people because 674 00:29:52,670 --> 00:29:54,110 people think they cost too much. 675 00:29:54,160 --> 00:29:57,020 Not going to help you. But if you have those kind of team 676 00:29:57,020 --> 00:30:00,140 behind you right away, literally, that's the shortcut. 677 00:30:00,140 --> 00:30:02,930 Like, you don't have to go through five, seven, 10, 15 678 00:30:02,930 --> 00:30:06,650 years of absolute anarchy when all you had to do is invest 679 00:30:06,650 --> 00:30:09,470 a little bit up front and you'd have had paved the way to 680 00:30:09,470 --> 00:30:11,140 be certain success. 681 00:30:11,150 --> 00:30:13,190 I mean, you're not going to fail because of something 682 00:30:13,190 --> 00:30:16,010 stupid. You may suck at your, you know, whatever you do for 683 00:30:16,010 --> 00:30:18,230 a living, but you're not going to your business isn't going 684 00:30:18,230 --> 00:30:19,610 to suck when that's a big deal, right? 685 00:30:19,630 --> 00:30:21,560 Julie Smith: You use that f word. We don't use that on here. 686 00:30:21,980 --> 00:30:23,360 Glenn Harper: I use this fail. 687 00:30:23,390 --> 00:30:24,320 Oh yeah. Oh, sorry. 688 00:30:24,440 --> 00:30:27,470 Don Ross: Well, actually, I have colleagues that believe failure is 689 00:30:27,470 --> 00:30:28,160 the greatest. 690 00:30:28,700 --> 00:30:31,370 Julie Smith: Well, we call it pivoting or falling forward. 691 00:30:31,390 --> 00:30:32,860 Don Ross: Rather, pivoting was a COVID thing. 692 00:30:33,540 --> 00:30:34,880 Julie Smith: No, no, no, no, no. 693 00:30:34,880 --> 00:30:35,150 We don't 694 00:30:35,510 --> 00:30:36,740 Glenn Harper: Do that. We don't talk there. 695 00:30:36,770 --> 00:30:37,460 Don Ross: The narrative? 696 00:30:37,700 --> 00:30:40,820 Glenn Harper: No, it's we call it the school of hard knocks because 697 00:30:40,820 --> 00:30:42,410 Julie Smith: We don't believe entrepreneurs really fail. 698 00:30:42,410 --> 00:30:46,040 Never you. Everyone just kind of pivots or falls forward or 699 00:30:46,040 --> 00:30:47,570 falls into something kind of different. 700 00:30:47,600 --> 00:30:50,000 Oh, we get it. You only you only fail if you quit. 701 00:30:50,000 --> 00:30:51,800 And I don't think any of us are quitting. 702 00:30:51,830 --> 00:30:55,940 Don Ross: No, I got, you know, did you ask a question in there? 703 00:30:56,960 --> 00:30:58,760 Julie Smith: Sorry, I caught him off guard. 704 00:30:59,000 --> 00:31:01,790 Glenn Harper: Sorry. No. It was just the the ability. 705 00:31:01,790 --> 00:31:05,060 Like, do you feel like when you first started, you had that 706 00:31:05,060 --> 00:31:08,120 you got that advice up front to do these things? 707 00:31:08,120 --> 00:31:11,090 Or do you kind of feel like you kind of watched the mentors 708 00:31:11,090 --> 00:31:12,950 do it a little bit and you kind of knew what you needed to 709 00:31:12,950 --> 00:31:15,620 do and and you were able to handle that, OK? 710 00:31:15,650 --> 00:31:18,470 Don Ross: Yeah, it's all about being around good people. 711 00:31:18,470 --> 00:31:22,010 That's why I say OJT on the job training now being that I'm 712 00:31:22,010 --> 00:31:24,620 part of an independent advisor network group around the 713 00:31:24,620 --> 00:31:29,270 country, I think the best I would say if you're starting in 714 00:31:29,270 --> 00:31:33,470 the, I don't know, the siding business, I would network 715 00:31:33,470 --> 00:31:38,150 with the siding guy four counties away or maybe two states 716 00:31:38,150 --> 00:31:41,840 away and share ideas on what's the latest and greatest 717 00:31:41,840 --> 00:31:44,240 thing on siding or shingles. 718 00:31:44,330 --> 00:31:46,580 Or maybe you're going to be in the paving business, or 719 00:31:46,580 --> 00:31:49,190 maybe you're going to start a, you know, I bought a home 720 00:31:49,190 --> 00:31:50,900 health care business many years ago. 721 00:31:50,900 --> 00:31:51,950 I bought a franchise. 722 00:31:51,950 --> 00:31:56,830 My dad ran it. What that means is you're getting expert 723 00:31:56,830 --> 00:31:58,570 advice from someone that's done it. 724 00:31:59,020 --> 00:32:02,500 So I think, you know, I'm sure you network with other CPAs. 725 00:32:02,830 --> 00:32:05,800 Glenn Harper: Not initially because, you know, a lot of business owners 726 00:32:05,800 --> 00:32:10,930 are scared traditionally to talk to their competitors. 727 00:32:11,170 --> 00:32:14,260 And that's not the case because you're you and you only do 728 00:32:14,260 --> 00:32:17,890 it your way. And that other person does it their way. 729 00:32:17,920 --> 00:32:20,530 They can't be you and you can't be them, right? 730 00:32:21,190 --> 00:32:24,970 Don Ross: Two of my best friends and you know, one of them fairly big 731 00:32:25,000 --> 00:32:29,530 car dealer here in town, a Ford guy and another friend of 732 00:32:29,530 --> 00:32:32,440 mine, the Chevy Guy, both behemoths and what they do, their 733 00:32:32,440 --> 00:32:34,330 best friends. They share ideas. 734 00:32:34,450 --> 00:32:35,740 They're not competitors. 735 00:32:36,310 --> 00:32:38,290 You'd think that, but they're really not. 736 00:32:38,530 --> 00:32:40,810 But the mindset of most people is, Oh yeah, we're 737 00:32:40,810 --> 00:32:41,470 competitors. 738 00:32:42,130 --> 00:32:47,050 Glenn Harper: Nope. Do you do a lot of a lot of social media stuff or you 739 00:32:47,360 --> 00:32:48,820 have an online presence at all? 740 00:32:48,820 --> 00:32:51,550 Or are you just more of a relationship guy and referral guy 741 00:32:51,550 --> 00:32:54,070 that way? Or do you put put your word out there all over 742 00:32:54,070 --> 00:32:55,090 the internet and everything? 743 00:32:55,300 --> 00:32:57,730 Don Ross: Joanie handles that Instagram, Facebook. 744 00:32:57,760 --> 00:32:59,610 We put out good content. 745 00:32:59,620 --> 00:33:02,320 You know, we have a weekly Friday video, which I think 746 00:33:02,320 --> 00:33:03,970 you're going to be on here pretty soon, by the way. 747 00:33:04,000 --> 00:33:07,960 Awesome. And so, yeah, we have a social footprint. 748 00:33:08,260 --> 00:33:11,200 So it works. 749 00:33:11,200 --> 00:33:12,280 That's how people find us. 750 00:33:12,290 --> 00:33:14,680 There's all these Google rating things, and we have people 751 00:33:14,680 --> 00:33:15,730 that say, You found you on the web. 752 00:33:15,730 --> 00:33:19,420 I'm like, OK, because we come, we're first below some of 753 00:33:19,420 --> 00:33:20,440 the ads, right? 754 00:33:20,650 --> 00:33:23,560 The ads that are on the, you know, the Meryl's, the Wells 755 00:33:23,560 --> 00:33:24,640 Fargo and all that. 756 00:33:25,120 --> 00:33:27,220 And that has to do with ratings. 757 00:33:27,220 --> 00:33:28,240 I don't know how that works, but 758 00:33:28,240 --> 00:33:29,770 Glenn Harper: Now that's way beyond our pay grade. 759 00:33:30,400 --> 00:33:34,870 Do you have any other advice that you would want to give an 760 00:33:34,870 --> 00:33:36,730 entrepreneur that just starting their journey, whether 761 00:33:36,730 --> 00:33:41,290 they're 14, 18, 20, 30, 50, maybe the dreaded 60? 762 00:33:41,920 --> 00:33:43,570 Don Ross: I don't know if his advice you can give an entrepreneur 763 00:33:43,570 --> 00:33:47,020 because if it's in your blood or your DNA, it's it's done. 764 00:33:47,020 --> 00:33:48,910 You're going to you're going to do it. 765 00:33:48,910 --> 00:33:55,300 But I would say stay focused and always do what's right for 766 00:33:55,630 --> 00:33:59,620 your client or whatever, whoever the end user of what your 767 00:33:59,620 --> 00:34:00,970 service or product is. 768 00:34:02,020 --> 00:34:03,250 And you'll never go wrong. 769 00:34:03,280 --> 00:34:04,840 Glenn Harper: Be true to that passion. 770 00:34:04,900 --> 00:34:06,910 Well, Don, appreciate you coming on today. 771 00:34:06,940 --> 00:34:09,490 It's always a pleasure sitting down and talking with you. 772 00:34:10,390 --> 00:34:12,790 Glen Harper signing off Julie. 773 00:34:12,940 --> 00:34:14,550 Julie Smith. All right. 774 00:34:14,560 --> 00:34:15,280 Take care.