Well, thank first off. Let me thank you for the opportunity. Thio. Give a little insight and perspective into my story. Um, how I got to where I am today. It's kind of a variety variety of, of opportunities and experiences. Um, I started off my career in retail and working in retail. Really? The gain experience, Andi. Mainly sales and management experience. Once I graduated from, uh, college with my undergrad degree in business, I worked for a now defunct enterprise called Toys R Us. Toys Arrest was one of the largest toy retailers in the world at the time. They actually are no longer in business. So you the cycle of how things transpire from there I made the foray into the medical device and pharmaceutical industry where I was. I spent a number of years a Z, a sales rapid and moved into increasing positions of responsibility on management, managing a team. I actually moved from Missouri, which is my home state to Wisconsin, where I'm at now to run a division for a company on. I was in the pharmaceutical medical device industry for about 14 years, and then from their transition into finance and financial services, which is where I'm in currently on DSO. I will say that the reason I say very positions is that I thought I was gonna be in the medical device and pharmaceutical industry for the rest of my career. But a divergent change opened up an opportunity for me to start my own financial services practice and move Mawr into entrepreneurship, on running businesses, that the door necessarily wouldn't have been open unless I have had some opportunities to connect with different individuals. And so that's kind of how I got to where I am today. I actually have a variety of roles on the senior vice president for business succession, planning for financial services firm, but also in the founder and CEO of three different businesses that I actually run concurrently with that. And so I think that that has helped me be able to take a more of a broader perspective on things and looking not just Azaz. Um, you know, one primary activity, but maybe there's a primary and a secondary and tertiary, which is why I both have a corporate position as well as, um, my entrepreneurial spirits on the side as well. Um, I think the key thing I would say with incidents and experiences is that, uh, opportunities, um on Lee could be a taken advantage of when you have preparation. That meets timing. So the opportunities present themselves. But I had the experience as well as the knowledge and the know how to be able to take advantage of those opportunities, and that's what led me to where I'm at today.

great question. I would say that my responsibilities, um, haven't changed very much since I started in 2018. But the way that I go about executing has changed dramatically. Obviously with the pandemic, we're doing a lot more things from a virtual standpoint. Um, those things were already in place from a preparation standpoint, I work with clients all over the country. And so all over the country, the United States and so ah, lot of that work was already being done via video conferencing Because I'm living in Wisconsin. If I'm working with someone on the East Coast, it's much more efficient for me to be able to get information and pass on information via video conferencing. Didn't necessarily having the border flights. Oh, are getting a car and travel there. And so we were already very familiar with the video conferencing platform we used go to meeting for a while and moved to zoom. And so we were able to seamlessly transition into the video conferencing platform as this is something that we already do. Um, but as a senior vice president of business succession planning, I set the strategy for working with business owners to help them be able to transition their businesses from them as the primary owner's ownership. Thio next set of owners. In many cases, these are family owned businesses and so transitioning to the next generation and or preparing them for the opportunity to maximize the market value of their business by selling it, uh, in a time frame that allows them to get the maximum price. And most of that is for a lot of them to be able to retire or to move on the other businesses. And so we helped them pull together all of the procedural pieces that go along with succession planning not just the funding peace but also the legal, um, apparatus in terms of the paperwork, the ownership, making sure they're in the right structure, whether they're see corporate escort, um, and what that needs to be in order to be effective in transition of business on then giving them some strategies of what they should do. Post transaction. A lot of business owners have built their businesses from the ground up. They have devoted 24 hours a day, seven days a week for many, many years, and the minute that that transaction is completed. They don't necessarily have a Plan B. And so we help them figure out what that next Plan B is on. Develop a strategy to help them execute on that transaction.Well, I think the biggest issue with working from home. As I said before, it's not necessarily anything that's new in terms of the work that my organization, um, is a part of. But where I think it's new, it's for many ways for a lot of our customers. A lot of our business owners, um, we're not necessarily very well versed on not very up, not very experienced with the virtual platforms. And so it took them a while to get used to communicating and sharing information and sharing data across that platform. But I think at this point now where we're 678 months into the pandemic were virtually everything was shut down. It has become more of an adjective for people now, in terms of zoom and video conferencing is that they they now become very well versed in how to do it. It's still, um, doesn't take the place of having face to face interactions, especially if you could have them on the local level. But unfortunately, uh, it doesn't appear that in the short run that that's gonna be taking place. But also, I think from a long term perspective, I think a lot of businesses have figured out there is a much more efficient way to be able to handle business on a virtual conferencing platform allows them to do a lot with very little cost. And so, I think, from a travel and expense budget for businesses and entertainment budget. I think some of those things are gonna go away for the foreseeable future, if not at all, because this pandemic has shown, if you put in the situation, we could be or with our resource is in terms of how we interact with our customers and potential prospects without having Thio increase expenditures to do so.

I think the biggest challenge in what my ultimate strategy is with business owners is to get them to think long term. Um, if you know our worked with, I've been familiar with anyone That's a business owner. They're very much focused on right now, whether that's meeting payroll right now, whether that's making the vendors happy right now, whether that's increasing marketing right now, they're focused right now because their their time frame and their livelihood is dependent on their enterprise surviving the next day or the next week. And so, for a lot of them, it's a much It's a lot of short term decisions that ultimately build into a long term strategy, but a lot of them are focused on what they can do and what they need to do to survive. And so what we try to get them think about is not the survival part is if you once they have reached that point where they're now, survival is how can they thrive on be able thio, move forward with their enterprise and develop a successful enterprise, and once they've established that now, looking at the finite amount of time that they're gonna have in the business, meaning typically a horizon, depending on when they start, is anywhere from maybe 25 to 30 years. That could go very quickly in the lifespan of entrepreneur. So giving them to think five or 10 years ahead can be difficult. And so we take a very, very, um, very tedious approach with having conversations over a period of time to really get them. Get them to think about the picture that they want to see in terms of their professional, their personal in their financial life and then helping them fill in the gaps within that picture and then helping them put context to that picture. I think the biggest part, the most difficult part, is for the entrepreneur, the business owner, which is our primary customer. Thio really think of a long term perspective from a entrepreneurial mindset that could be very difficult and challenging for them. And that's where we and our expertise comes in, come in to be able to help guide them along the path to be able to