David Grau Sr.

I'm going to run the company as head of marketing and a CEO.

And CEO and CFO and CMO.

you're gonna run out of lifetime.

And so what we did next though, and I still remember this and I tell this story now, 25 years later, we went out and we hired a head of marketing.

First time I'd ever done that, right?

And this lady came in and she had a degree in marketing.

She had years of experience in the field, actually working for one of the broker dealers that we helped service.

And she was great at it.

She put together an annual marketing plan, and she paired it up with a budget.

Every week, every month, we knew what we were going to do.

We knew what we wanted from the marketing plan.

We knew how many clients, what kind of clients, who was going to service them.

We had a growth rate tied to it.

We could look a year ahead and say, we're going to need three more people to do the work.

I mean, it made all of the sense in the world, right?

After I saw it and I realized, OK, so I probably wasn't the best head of marketing.

And then we went out and brought in a head of sales.

And then little by little, we brought in a CFO.

We brought in a CIO.

And of all these pieces go into place, you sit back and you realize, oh,