This is a very involved process that requires some up-front work on our clients' parts as well. We think this deep dive into a client's assets, liabilities, cash flow and tax situation is essential for us to be able to add value to the relationship. If a prospect isn't willing to engage in that process, we may not be the best fit for them. We believe this because investments are a commodity and you can buy those for yourselves anywhere. If a client is going to choose to engage with us as their advisor and pay a fee, we have to add value. That's why all of our relationships begin with forming a financial plan. The financial plan is the cornerstone of every decision we make together and it's where we start every tactical and strategy meeting. It is the basis for all of our advice and what we believe should dictate the types of investments we recommend for each type of account. We hold strategy and tactical meetings with our clients where we address all these issues, starting with the financial plan on the screen. This is an essential and mandatory part of our process.