Nov. 24, 2025

Jennifer Killilea, Financial Advisor with Johnson Brunetti

Jennifer Killilea, Financial Advisor with Johnson Brunetti
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Jennifer Killilea, Financial Advisor with Johnson Brunetti, discusses her focus on the unique needs of women.
Jen has 20+ years specializing in retirement planning. She is dedicated to delivering personalized and comprehensive advice to clients. She takes pride in understanding each individual’s unique needs and creating customized retirement plans to achieve their goals.
Jen presents at the firm’s Women-only Workshops where she creates a space specifically for women’s financial education.

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WEBVTT

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The topics and opinions expressed in the following show are

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solely those of the hosts and their guests, and not

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those of W FOURCY Radio. It's employees are affiliates. We

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be directed to those show hosts. Thank you for choosing

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W FOURCY Radio.

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Churchill said, those who failed to learn from history are

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condemned to repeat it. Kevin Helenan believes that certainly applies

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to business. Welcome to Winning Business Radio here at W

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four CY Radio. That's W four cy dot com and

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now your host, Kevin helen N.

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Thanks everybody for joining in again today. I'm Kevin Hallanan

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and welcome back to Winning Business TV and Radio on

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W four cy dot com. And of course we're streaming

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live on Talk for TV. That's the number four tv

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dot com. And we're streaming live on Facebook and that's

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at Winning Business Radio. And of course we're available in

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podcast form after the live show on any platform where

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you get your podcast content, YouTube, iHeartRadio, Spotify, Apple, and

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the list goes on the mission of winning business radio

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and TV. As regular viewers and listeners know, is to

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offer insights and advice to help people avoid the mistakes

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of others, right to learn best practices. Those are the

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how tos, the what to's, the what not tos, and

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well hold on a second, and to get advice and

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to get encouragement from others. But you know, as you

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hear me say every week, virtually every successful person that

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I've ever talked to has had some form of failure

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in their lives and careers. So I always say, we

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all have to get our knee skin once in a while.

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I driven to keep those scrapes from needing major surgery.

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Let's endeavor to learn from history so we don't repeat it.

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I've spent the better part of my career equipping businesses

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to grow from solopreneurs to small and medium sized companies

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all the way up to the fortune fifty. I've seen

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some of those companies win and thrive and to varyingnguries.

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I've seen some fail as well, and I've had the

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opportunity to rub elbows with some of the highest performing

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people around and with some people who probably should have

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found other proficient professions. Wow, challenging to speak today, Jen.

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In my own businesses, I've had lots of success, but

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some failures too. I like to think I've learned a

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lot from those experiences. So yeah, you're going to hear

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a little for me, but mostly you're going to hear

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from guests. Today's guest is an expert. She's a financial consultant.

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Her name is Jennifer Kilia of Johnson Brunetti and she

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has a focus on the unique needs of women with

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regard to their finance. Here is her bio. Jennifer Killia

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is a financial advisor with more than twenty years in

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the industry, specializing in retire planning. Jen is dedicated to

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deliver to delivering personalized and comprehensive financial advice to clients.

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Holding the Series sixty five license, She takes pride in

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understanding each individual's unique needs and creating customized retirement plans

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to help them achieve their goals. Jen presents at the

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firm's women only workshops, where she creates a space specifically

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for women's financial education. She holds a bachelor's degree from

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Andsel College in Manchester, New Hampshire, sharing her husband, Frank,

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reside in North Andover, mass and her parents to three daughters,

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and they enjoy family ski trips together. She's an active

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board member of one hundred Women who Care Boston North

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as well as life goes on after TBI, Jen, Welcome

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to Winning Business Radio.

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Thanks for having me, Kevin, appreciate the opportunity to be here.

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Well, it's all my pleasure. I know how busy you are,

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so let's jump right in. Tell us about Frank and

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your three daughters, and then I'll ask you about skiing.

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Yeah. Well, Frank and I have been married thirty years.

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We just celebrated our thirty year wedding anniversary. I have

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three daughters. My oldest is twenty seven and she's a

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medical school third year, trying to decide what she wants

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to focus on in rotation. My middle daughter, twenty five,

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is just moved back from Chicago, so she's been on

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home for a while. But it's really difficult for these

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kids to want independently. We had the hard conversation and

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she made the decision to come home and save her

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money and try to buy something. So we'll see how

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that works out for her. And my youngest just graduated

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from USF out in California and moved to New York

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City and so she's just starting her career month two actual.

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See, Yeah, so where do you like to ski?

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Well, partial to sugar Bush just because we go there,

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but we've had the opportunity to ski quite a bit

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all over New England. At one part of my career,

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I represented the largest owner of ski resorts. So at

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one point in my career we were doing the equity

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raiser at work for an investment company that raised equity

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for our ski resort. So it was super fun when

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the kids were younger to get to visit those fees

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and work with investors, et cetera. So that was that

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was sort of a fun point. But sugar Bush Sunday

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River is another favorite, and Luna Course is super close.

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So yeah, that's where I go most of the time.

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Is lun screwed up there a couple hours from me.

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I'm in Rosindale, so uh another half hour from you.

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You know.

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Yeah, they've done a great opened up that whole second

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half of the mountain and so it's pretty impressive and

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that industry has evolved over time as well to you know,

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they really figured out how to make it profitable.

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And I love the Quad eighty just moves people along.

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It's awesome. I understand you grew up in Westwood. I

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grew up in Midfield. As a matter of fact, so

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were the listeners and viewers who aren't familiar with Massachusetts.

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Tell us about west Wood and what it was like

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to grow up there.

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Well, Westwood it continues to be, i'd say, a very

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desirable suburb, and the real estate values have continued to

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do terrific. It's not far from Boston, maybe a half hour,

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as you know, from Medfield getting on did you say

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Millister Medfield, Midfield, Medfield, Yeah, right off one O nine.

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It's just a tough commute on that side road. Once

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you get to the highway, you're all set. But Grant

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community about thirty I would say, about thirty thousand people

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or so. I went to public education, in public high school.

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Have five I went to five kids, and yeah, great memories.

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And some of my best friends who I actually just

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saw this weekend are from the road. I grew up

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on strong, strong friendships.

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Yeah, so we like to get kind of a flavor

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of somebody's background, So did both your parents work?

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What did they do if they did?

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Yeah? So in my background, I talk about it in

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my women's workshops. Is my mother file for divorce when

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I was in second grade?

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Oh?

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She had five kids in six and a half years.

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And my father was nine years older than my mother,

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and he was an acoustic engineer with Raytheon, so he

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was further along in his career. And as most divorces go,

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at least back then, it was stretched out. And it

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just worked out that my mom was married over ten years,

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which is a big deal as you start to think

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about social Security and spousal benefits. But she was an

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only child younger obviously, and I didn't even really appreciate

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what it was like to raise five kids till I

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had three of my own, perfectly spaced out twenty twenty

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eight months apart, not plan, I guess, but if they were,

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and I think to myself, Wow, five kids six and

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a half years, that's a lot.

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I mean, I have four and they're spaced out almost

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twenty four months apart. So it's I've a thirty five,

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thirty three, thirty one in twenty nine.

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Okay, yeah, so big difference, right, Yeah, so that's good.

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Congratulations on That is fun, It's super fun.

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I can share the struggles of you know, getting out.

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We have wanted that went into the Marine Corps is

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now Boston firefighter, figured out that was the way to go.

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One that went to well as on as way to

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his bachelor's, got an associates in business and decided he

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didn't want to be in an office and got a

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certificate a year in HVAC schools. Doing a really great

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married with I mean I especially he's one of my

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favorites because he gave me two grandkids so far. No,

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they they know that's not true, but it's it's fun

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to say. And then our twenty nine, thirty one year

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old lives in Tennessee, just moves from Florida with her

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husband and they're they're doing fine, probably looking to start

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a family soon.

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And the twenty nine year old is still here.

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Oh, you know, great job at BC, but you know

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she wants to she's saving, you know, for something better too,

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so recognizing that she needs that financial support. All right,

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So Saint Ansel st Ansel great school. Why did you

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choose that school? And to major? What was your major?

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Well, Saint Anselom is a liberal arts school. So I

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went in there initially with the intention that I thought, well, gee,

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maybe it'd be interesting to have a criminal justice degree.

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I just was leaning more towards law criminal justice. After

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one semester, I felt depressed. I was like, there's no

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answer here. I'm a person where the glasses half full,

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and it was tough stuff. I felt overwhelmed, and I'm like, wow,

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I don't think I'm cut out. I mean, I look

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back and my interviewed to that school. It's just the

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funniest thing because I said I wanted to be a

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prison warden. And the reason for that was in high school,

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we went and visited Walpole Prison and that was one

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of our high school trips. And at the time, we

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met a really nice guy that came and talked to

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the kids, and he talked about how he was reformed,

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but yet he's in here for his entire life. He

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seemed like really great guy that deserved a second chance,

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and here, you know, being super naive. And then we

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get back on the bus and the teacher says, who's

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going to let him out? Who thinks he served his

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time and deserves a second chance, And of course hands

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goes up. Well, it turns out that he had this

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horrible violent crime, just horrible. He killed this woman. And

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it was once you hear the crime, you're like, I

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can't judge that. And so initially I was leaning toward

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that because I was that was just such an interesting experience.

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So the philter in high school, those it kind of

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shapes a young mind on what you think you might

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want to do, and it's just exposure. But then I

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realized after one semester, I'm like, peace out. He can't

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do it. It's too hard, you know it just I

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just felt like overwhelmed by that. I knew that wasn't

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this fot for me. So liberal arts school, liberal arts major.

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I ended up having a concentration in business. I always

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was really good with math. I did well. When I

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had success with statistics, I said, I guess I could

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focus on this. So that's how I ended up sort

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of in business as to fault, But that wasn't my

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you asked the question that was I did.

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Yeah.

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Yeah, Well, there's always a different journey. Everybody has a

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different type of journey. Right now, as it turns out,

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you went right into financial services, you're on the wholesale side.

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So tell the audiences, both the viewers and listening audiences,

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what it is to be on the financial excuse me

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on the wholesale side.

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Yeah. So, initially from college one of those college fairs,

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I was recruited to John Hancock, So I did retail.

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When we talk about wholesale and retail, i'll break it down.

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Yeah.

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So I had a couple of years with retail John

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Hancock talking about retirement planning. They have lots of great products.

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You work for a company, and it's not a surprise

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if I sat down and talked about retirement planning with

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you that it might include a John Hancock product, whether

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it be long term care insurance, whether it be life insurance.

224
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They have mutual funds, great local Boston company, and over

225
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time that was great. You know, my personal network is

226
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where they have you start, and as a recent college graduate,

227
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that's quite difficult to go to your friends' parents and

228
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start talking about planning and retirement planning there.

229
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And so remember me, missus, whatever I'm going, I got

230
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in trouble with your daughter, remember.

231
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So you know so so, but it was a really

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nice introduction to that industry, and what I realized is

233
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I liked working with older people and I that industry.

234
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When you work for an insurance company, they give you leads.

235
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They call them orphans, people that no longer have an advisor.

236
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There was a lot of nighttime work and you drive

237
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in the middle of nowhere, and I was working right

238
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in New Hampshire. Has recruited off the campus. When I

239
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worked out of the Manchester office and I was driving

240
00:13:01.320 --> 00:13:03.799
all over Manchester into trailer parks, I'm like, who are

241
00:13:03.840 --> 00:13:07.240
these people like? These leads? And I realized I'd rather

242
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focus on daytime work. Number one and number two they

243
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had a really great long term care product. So I

244
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just worked that demographic and enjoyed it and it was

245
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fun and I really felt like I was helping people

246
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because it was in need. It was the generation their

247
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parents at the time who I was speaking with. The

248
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family would take care of them. That's pretty common. A

249
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couple of generations have had of us. It was typically

250
00:13:34.720 --> 00:13:37.519
family would take care of family. That was my mother's situation.

251
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She got divorced and my grandmother had a rhumatory arthritis,

252
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and back in those days the drugs weren't as strong,

253
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so she was crippled in a wheelchair. My mom goes

254
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off to work and Nana's in charge, and she took

255
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care of her mom. And my mom wanted a lot

256
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of kids so someone would be there to take care

257
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of her, and so I was drawn to this long

258
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term care. So I'm like, I got to break the pattern. Here.

259
00:14:02.440 --> 00:14:04.759
There's this great product that you can get and you

260
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don't have to rely on your kids. So I just

261
00:14:07.799 --> 00:14:12.360
gravitated to that and I enjoyed it and so over time,

262
00:14:13.360 --> 00:14:15.720
so it was doing that, and then I got an

263
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opportunity to work in the wholesale. When I decided insurance

264
00:14:22.120 --> 00:14:26.759
was okay, and where is another opportunity? I ended up,

265
00:14:26.919 --> 00:14:31.120
through connections and so forth, getting an opportunity to interview

266
00:14:31.519 --> 00:14:35.840
for a position for an investment company, which was quite different.

267
00:14:35.919 --> 00:14:39.120
It was out of Boston. It was called the American

268
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Finance Group. And what they did is they raised money

269
00:14:42.320 --> 00:14:48.799
through private investments to buy airplanes. They had all sorts

270
00:14:48.799 --> 00:14:52.720
of equipment, large equipment, and I thought that was interesting.

271
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It was the first position you would be hired at

272
00:14:55.519 --> 00:14:58.159
is what they call an internal position, and then you

273
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work with somebody that goes around extern only to raise

274
00:15:00.720 --> 00:15:04.360
the money. So that's when we talk wholesaling. That's that's

275
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that's what it is. So you're raising equity. You're still

276
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within the financial services industry, but they're private placements for

277
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the most parts. So it was private placements is the

278
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way we raised mine. And for me, it was interesting

279
00:15:18.440 --> 00:15:20.960
how that came about because the interview process is you

280
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started with the president of the company and they were

281
00:15:22.720 --> 00:15:25.559
pretty well established and at the time, you know, I'm

282
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in my mid twenties and he says, no, don't get

283
00:15:28.679 --> 00:15:31.720
offence to this. I ask every single person the same question.

284
00:15:31.799 --> 00:15:33.440
I had no idea what he was going to say.

285
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He said, let's pretend you're going on a fly fishing

286
00:15:36.399 --> 00:15:40.159
trip and you work at the store. So you're the

287
00:15:40.200 --> 00:15:42.519
person that works at the store. I'm coming in because

288
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I'm I'm on vacation, I'm fly fishing, and we're going

289
00:15:45.720 --> 00:15:48.840
to have a conversation. Okay, go, And it was like

290
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a role play. I knew nothing about fly I didn't

291
00:15:51.480 --> 00:15:53.480
even know what fly fishing was. I was like, what

292
00:15:53.639 --> 00:15:56.960
is fly fishing? I didn't understand it. So we role played,

293
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and that was the interview and he stood up and

294
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he said, you're hired, and I'm thinking to myself, I

295
00:16:03.039 --> 00:16:05.840
am like, I was really surprised, but because you ask

296
00:16:05.879 --> 00:16:07.600
a lot of questions, because I didn't know what it was,

297
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So I just asked lots of questions to understand fly fishing.

298
00:16:11.279 --> 00:16:13.679
How often it's just you know, how you would normally

299
00:16:13.679 --> 00:16:17.799
have a conversation. And anyway, that was the start of

300
00:16:17.799 --> 00:16:19.840
my career. As silly as that question was.

301
00:16:20.000 --> 00:16:24.159
It's good. He gauged your listening and communicating skills right.

302
00:16:24.480 --> 00:16:27.039
And that's what it was. The breaks in life come

303
00:16:27.080 --> 00:16:29.960
at really interesting points. So to answer your question, what's

304
00:16:30.000 --> 00:16:31.679
the difference between resale and.

305
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Well, do me a favor. Hold that question. We're going

306
00:16:34.399 --> 00:16:36.039
to take our first commercial. We'll come back and just

307
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about one minute, everybody will be back with Jen Kilole

308
00:16:39.559 --> 00:16:41.480
of Johnson Brunetti in one minute.

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Okay, you're listening to Winning Business Radio with Kevin Helenett

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00:16:49.559 --> 00:16:53.080
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And now back to Winning Business Radio with Kevin Helene,

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presenting exciting topics and expert guests with one goal in

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mind to help you succeed in business. Here once again

325
00:17:46.400 --> 00:17:49.680
is Kevin Helene.

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00:17:55.000 --> 00:17:58.759
Welcome back with Jen Kilola, Financial advisor with Johnson Brunetti

327
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okay o versus now Wholesale.

328
00:18:01.880 --> 00:18:07.440
Yeah, wholesale role is working with very established financial advisors

329
00:18:07.559 --> 00:18:10.680
in working with their high net worth clients. And I

330
00:18:10.720 --> 00:18:14.079
would represent an investment company and I would work with

331
00:18:14.119 --> 00:18:18.680
the financial advisor mainly education, helping them understand how this

332
00:18:19.079 --> 00:18:22.279
would potentially fit in their client's portfolio of this particular

333
00:18:22.319 --> 00:18:25.000
type of investment, and maybe sitting down and working with

334
00:18:25.079 --> 00:18:28.400
the financial advisor getting them up to speed and understanding

335
00:18:28.440 --> 00:18:32.440
typical questions how the investment worked, because sometimes there's some

336
00:18:33.359 --> 00:18:37.400
nuance that's a little bit different with k ones in

337
00:18:37.480 --> 00:18:42.680
tax consequences, etc. So that's the wholesale side of the business.

338
00:18:43.440 --> 00:18:47.359
Retail is what I do. Right now, retail is working

339
00:18:47.400 --> 00:18:50.079
directly with the clients. So I've always been in the

340
00:18:50.079 --> 00:18:54.480
financial services industry working with financial advisors or being a

341
00:18:54.640 --> 00:18:57.920
financial advisor working with retirees. What're you doing?

342
00:18:58.319 --> 00:19:01.839
One last question about American find and that side. What

343
00:19:02.000 --> 00:19:04.200
was a key lesson you learned during that time?

344
00:19:07.680 --> 00:19:11.160
Well, read the perspectus. I read the perspectives. I am

345
00:19:11.160 --> 00:19:13.559
the type of person that knows everything and I but

346
00:19:13.799 --> 00:19:16.920
most people don't read perspectuses. But I think it's important

347
00:19:16.920 --> 00:19:21.039
to understand what you're buying. And we had some fantastic,

348
00:19:21.519 --> 00:19:28.480
fantastic full cycle opportunities. But I would say for me personally,

349
00:19:28.720 --> 00:19:32.119
the lesson is I was always the only woman in

350
00:19:32.119 --> 00:19:34.920
that industry, which just kind of worked out to be

351
00:19:35.200 --> 00:19:38.720
how it worked out for me. And so for me personally,

352
00:19:39.039 --> 00:19:41.640
I would say, really understand the character of the people

353
00:19:41.640 --> 00:19:43.720
you worked with. And I was super fortunate to work

354
00:19:43.720 --> 00:19:46.759
with great people and that was really key. I think

355
00:19:46.799 --> 00:19:49.319
it's relationships at the end of the day matter.

356
00:19:49.680 --> 00:19:50.440
That's really good.

357
00:19:50.720 --> 00:19:54.319
All right, then a couple others TCC securities want to

358
00:19:54.359 --> 00:19:55.680
tell us just a minute about that.

359
00:19:56.279 --> 00:19:58.960
Yeah, this is text tainer, That's what it stood for.

360
00:19:59.000 --> 00:20:00.440
So if you're ever on the high way and you

361
00:20:00.480 --> 00:20:04.759
see those big boxes on the back of cars. They

362
00:20:05.240 --> 00:20:08.640
has tex in the corner. They're container shipping, so they'll

363
00:20:08.640 --> 00:20:11.680
go back with a container ship to a truck to

364
00:20:11.799 --> 00:20:17.039
a railroad car. And before the industry went to institutional

365
00:20:17.039 --> 00:20:21.200
money like pension funds, we would raise money. As that company,

366
00:20:21.240 --> 00:20:23.799
tex Stainer, based out of San Francisco, is getting started,

367
00:20:24.319 --> 00:20:27.559
they raised money through private placements. And so here I

368
00:20:27.640 --> 00:20:30.279
am about to do a luncheon in New York City

369
00:20:30.279 --> 00:20:31.839
with a client, and I get a phone call and

370
00:20:31.920 --> 00:20:34.519
then come back to Boston, you know, because that's where

371
00:20:34.519 --> 00:20:37.240
I lived, and you don't need to go do that lunch,

372
00:20:37.319 --> 00:20:40.759
and I'm like, we're all set. And what they ended

373
00:20:40.839 --> 00:20:43.359
up it was really a great opportunity for the company

374
00:20:43.759 --> 00:20:46.599
because they because it's a little bit cheaper financing to

375
00:20:46.680 --> 00:20:50.519
go direct through you just can have access to bigger

376
00:20:50.559 --> 00:20:53.880
dollars quicker. But they didn't need their retail arm of

377
00:20:53.880 --> 00:20:56.319
the business, which was so I was unemployed right at

378
00:20:56.319 --> 00:20:58.559
that point. You know, I don't have a job anymore.

379
00:20:58.640 --> 00:21:01.079
The entire syndicate arm was.

380
00:21:01.880 --> 00:21:03.519
But the most important part was you missed launch. You

381
00:21:03.519 --> 00:21:05.079
didn't have a job and lunch.

382
00:21:05.440 --> 00:21:07.839
Yeah, I know. But but the good news was for

383
00:21:07.920 --> 00:21:11.160
the investors it worked out fabulous. It just was a

384
00:21:11.160 --> 00:21:14.119
good opportunity and it just was a sustainable business. And

385
00:21:14.160 --> 00:21:17.039
as you know, because I've seen the kind of content

386
00:21:17.119 --> 00:21:20.599
you have on the show, when you get when you're

387
00:21:20.640 --> 00:21:23.279
starting off, there's lots of different ways you can go

388
00:21:23.319 --> 00:21:26.480
to get equity to raise money, and that just happened

389
00:21:26.480 --> 00:21:30.279
to be one one arm. It's a difficult arm to

390
00:21:30.319 --> 00:21:32.319
get to get launched in. But if you can get

391
00:21:32.359 --> 00:21:36.319
successful in that arm of raising equity to get to

392
00:21:36.359 --> 00:21:39.640
the business model where okay, other people are taking notice,

393
00:21:39.680 --> 00:21:42.440
you scale it to a point where it's successful. You

394
00:21:42.480 --> 00:21:45.480
have continuity, you have track records, so you know. So

395
00:21:46.079 --> 00:21:50.440
that position ended. The two positions I did both ended

396
00:21:50.519 --> 00:21:53.279
in the same fashion, with it with it getting launched

397
00:21:53.279 --> 00:21:59.119
to institutional money versus retail. So at that point I said, okay,

398
00:21:59.559 --> 00:22:03.119
time to go to retail. And so that's how I

399
00:22:03.680 --> 00:22:06.720
decided to go. I initially went back to Putnam. So

400
00:22:06.759 --> 00:22:11.279
I went to Putnam and got some great experience on

401
00:22:11.400 --> 00:22:14.079
mutual funds and then made the transition to an advisor.

402
00:22:14.880 --> 00:22:16.799
So a lot of people in New England would know

403
00:22:16.799 --> 00:22:19.240
the name Putnam because they advertised a lot or they're

404
00:22:19.400 --> 00:22:22.440
a big, big sponsor slash advertiser with the Patriots, so

405
00:22:22.759 --> 00:22:25.240
you know, you see their name at the stadium. So

406
00:22:25.279 --> 00:22:29.440
tell us about that company and your role there. Well

407
00:22:29.440 --> 00:22:31.599
a little bit about the company, but yeah.

408
00:22:32.359 --> 00:22:37.039
Mutual Funds, and again it was back in a wholesale

409
00:22:37.039 --> 00:22:40.799
capacity talking with advisors. So it's still wholesale, but the

410
00:22:41.000 --> 00:22:43.559
product was different. Wasn't like Putnam was going to say, hey,

411
00:22:43.559 --> 00:22:46.799
we're going institutional. It's different. So it gave me the

412
00:22:46.880 --> 00:22:50.480
expertise and experience to really understand the retail side of

413
00:22:50.519 --> 00:22:53.519
the business. So here we go wholesale retail.

414
00:22:53.960 --> 00:22:55.440
It really is an advisor.

415
00:22:55.519 --> 00:22:58.319
You would bring in a wholesale product if you felt

416
00:22:58.319 --> 00:22:59.440
it benefited your client.

417
00:23:00.440 --> 00:23:03.960
You can learn about it because because as financial advisors

418
00:23:04.039 --> 00:23:08.160
you have you're constantly polishing your craft, you're learning, you're

419
00:23:08.200 --> 00:23:11.960
trying to educate yourself not only on the product, but

420
00:23:13.319 --> 00:23:15.640
on the business. And that's that was my role.

421
00:23:16.400 --> 00:23:19.960
Oh you're also you're also a fiduciary, So tell people

422
00:23:20.000 --> 00:23:20.519
what that means.

423
00:23:20.960 --> 00:23:24.519
Yeah. So at Johnson BRENETI I love, love love this

424
00:23:24.640 --> 00:23:28.799
role here because I can focus on what I'm really

425
00:23:28.839 --> 00:23:32.440
good at. I don't have. My role is not managing

426
00:23:32.480 --> 00:23:36.319
the money piece here. We have excellent resources that do that.

427
00:23:36.680 --> 00:23:41.000
I work one on one with either pre retirees or retirees.

428
00:23:41.440 --> 00:23:43.880
So you ask what a fiduciary is, It's just our

429
00:23:44.000 --> 00:23:47.400
licensing holds us to a higher industry standard where we

430
00:23:47.680 --> 00:23:51.279
must give advice in clients' best interests. That's what the

431
00:23:51.359 --> 00:23:54.680
licensing requires. It's a whole separate conversation. I think the

432
00:23:54.720 --> 00:23:58.279
whole industry should be fiduciaries. But it doesn't mean if

433
00:23:58.319 --> 00:24:00.960
you work with a fiduciary you're not getting good advice.

434
00:24:01.200 --> 00:24:03.960
It just means you should know that because there's excellent

435
00:24:04.000 --> 00:24:06.799
people out there that might not be fiduciaries. That doesn't

436
00:24:06.839 --> 00:24:09.240
mean they're not doing a good job for you. But

437
00:24:09.319 --> 00:24:11.839
we just happen to be fraduciaries here at Johnson Brenetti,

438
00:24:12.000 --> 00:24:14.279
and we we're specialists. All we do is talk to

439
00:24:14.319 --> 00:24:16.599
people leading up to retirement or in retirement.

440
00:24:17.039 --> 00:24:20.160
All right, you mentioned licensure. You have the series sixty three,

441
00:24:20.319 --> 00:24:21.319
so tell us what that is.

442
00:24:21.720 --> 00:24:23.599
Sixty five sixty excuse me.

443
00:24:23.880 --> 00:24:27.799
Yeah, that just allows us to give advice, that's what

444
00:24:27.839 --> 00:24:30.319
that is. It's a little yeah, So it's not a

445
00:24:30.400 --> 00:24:35.839
transactional commission type roles. You know you paid for advice. Yeah,

446
00:24:36.079 --> 00:24:38.559
so as we sit down with people were agnostic to

447
00:24:39.039 --> 00:24:41.319
whatever the recommendations.

448
00:24:41.559 --> 00:24:42.759
That's what I want to get as.

449
00:24:43.039 --> 00:24:46.400
Yeah, there's no incentive one way or another based on

450
00:24:46.480 --> 00:24:49.279
our recommendations. We're making recommendations in our clients.

451
00:24:49.279 --> 00:24:51.880
Festive, there you go, perfect, perfect now.

452
00:24:52.119 --> 00:24:56.960
Johnson Brenetti is a regional firm from what from Atlanta

453
00:24:57.079 --> 00:24:58.519
to Boston to Hampshire.

454
00:24:58.559 --> 00:24:58.799
Boss.

455
00:24:59.119 --> 00:25:03.440
We have an office in a we're also Connecticut and Massachusetts, correct,

456
00:25:03.519 --> 00:25:07.960
and for I'm located in Massachusetts, so we toggle between

457
00:25:08.279 --> 00:25:10.680
we're need them is our hub here for bass but

458
00:25:10.720 --> 00:25:15.240
we're also in Wouburn, Franklin, Norwell, so we kind of

459
00:25:15.240 --> 00:25:19.599
do metro Boston and we're looking at Danvers as our

460
00:25:19.640 --> 00:25:22.960
next location for twenty six and it's important because of

461
00:25:23.000 --> 00:25:25.240
the demographic of our client. We're not putting them on

462
00:25:25.400 --> 00:25:29.079
what twenty eight or the mass Pike, so they don't

463
00:25:29.079 --> 00:25:31.279
have to get on highways to find us, so we'll

464
00:25:31.880 --> 00:25:35.720
come to them in those locations, which is somewhat unique.

465
00:25:35.839 --> 00:25:38.680
Of course, we do zoom. We're licensed in fifty states.

466
00:25:38.720 --> 00:25:43.640
But yeah, yeah, that was a question too good. You've

467
00:25:43.680 --> 00:25:48.640
decided to focus on women's needs. Tell us what got

468
00:25:48.680 --> 00:25:51.319
you there, and then kind of flush out what some

469
00:25:51.359 --> 00:25:53.480
of those specific unique needs are.

470
00:25:54.519 --> 00:25:58.279
Yeah, well, as it relates to women, I just gravitated

471
00:25:58.279 --> 00:26:01.519
there because we decided to do a workshop and see

472
00:26:01.519 --> 00:26:04.519
if there's an interest, and the amount of interest was

473
00:26:04.559 --> 00:26:09.160
a bit overwhelming. And there's no sort of stereotype of

474
00:26:09.359 --> 00:26:12.160
the typical person that would show up in this workshop.

475
00:26:12.799 --> 00:26:17.000
It's what's surprising, and I shouldn't be so surprised, but

476
00:26:17.119 --> 00:26:20.400
it about it. We have very high level executives that

477
00:26:20.559 --> 00:26:23.279
just like the opportunity to sit with women. We have

478
00:26:24.319 --> 00:26:27.759
people thinking about divorced or people that have been divorced

479
00:26:27.799 --> 00:26:29.559
and have done a much better job, as I was

480
00:26:29.640 --> 00:26:34.000
joking about my mom starting out after her divorce. But

481
00:26:35.359 --> 00:26:40.160
it tends to be a safe space and people. I've

482
00:26:40.200 --> 00:26:43.599
never seen anything like it before, where people change phone numbers,

483
00:26:43.640 --> 00:26:48.559
become friends. Women just like the support of other women,

484
00:26:48.759 --> 00:26:54.359
And it's just organically. I noticed there's a need for it.

485
00:26:54.960 --> 00:26:57.680
They like the idea of working with women, and so

486
00:26:57.799 --> 00:26:59.920
I just tapped into that and I enjoy it.

487
00:27:00.759 --> 00:27:02.880
What drew you to Johnson Brunetti.

488
00:27:03.680 --> 00:27:07.759
Again, we talk about relationships, so I've known this firm

489
00:27:07.799 --> 00:27:11.720
for a very long time, and I had they called

490
00:27:11.720 --> 00:27:14.880
me when they opened up the Wubern office, so you know,

491
00:27:14.960 --> 00:27:18.000
I've known the people here and it is the continuity

492
00:27:18.559 --> 00:27:21.279
and I take that philosophy to what I do here

493
00:27:21.279 --> 00:27:24.359
with clients, because at the end of the day, you

494
00:27:24.400 --> 00:27:28.720
could go anywhere for advice. And I think what makes

495
00:27:28.759 --> 00:27:31.960
the Johnson Bernetti model unique is it is a relationship

496
00:27:32.000 --> 00:27:35.440
business and it's also a team approach. Everything we do

497
00:27:35.559 --> 00:27:39.000
is team driven. So we have CPA specialists, we have

498
00:27:40.599 --> 00:27:46.119
accounting well I should say accounting CPA, our CFOs, CPA,

499
00:27:46.480 --> 00:27:53.119
medicare planning expertise, so collective group. Yes, there's over eighty

500
00:27:53.160 --> 00:27:57.359
people at the firm, so we're a large type firm.

501
00:27:58.160 --> 00:28:00.960
But we do an excellent job and we keep things simple.

502
00:28:01.559 --> 00:28:04.440
No one has ever said, Jennifer, can you please make

503
00:28:04.480 --> 00:28:08.400
this more complicated? You don't ask for that. So we

504
00:28:08.480 --> 00:28:15.960
try to take complex topics and make it understandable to

505
00:28:16.039 --> 00:28:19.160
some degree, and we talk about a balanced approach to

506
00:28:19.240 --> 00:28:22.799
retirement planning. The number one mistake we see is people

507
00:28:22.839 --> 00:28:26.160
think the strategy that got them there is the same

508
00:28:26.200 --> 00:28:30.319
strategy that's going to get them into retirement. And if

509
00:28:30.319 --> 00:28:33.759
they're willing to consider something different, because we don't believe

510
00:28:33.799 --> 00:28:37.720
everybody's money should be in the market, and the market's

511
00:28:37.759 --> 00:28:41.759
been super generous. There's no other group of folks that

512
00:28:41.799 --> 00:28:44.839
have had a better launch to retirement than the people

513
00:28:44.880 --> 00:28:48.119
that are starting to enter retirement. Now. We've had back

514
00:28:48.160 --> 00:28:52.920
to back decades of fantastic returns in the market, a

515
00:28:52.960 --> 00:28:59.319
couple of down years, certainly some volatility, but it's been terrific.

516
00:29:00.240 --> 00:29:03.359
And that's the message. It's hard to, you know, get

517
00:29:03.400 --> 00:29:07.359
people to think about things differently, and when you say it,

518
00:29:07.400 --> 00:29:10.680
people understand it, and and they get it. They get nervous,

519
00:29:10.680 --> 00:29:11.680
They come in nervous.

520
00:29:12.599 --> 00:29:15.480
So I saw a quote in your press kit. I'll

521
00:29:15.480 --> 00:29:17.240
give you one question. We'll go to the second break,

522
00:29:17.640 --> 00:29:20.079
and then I wait to answer that. Then we'll go

523
00:29:20.079 --> 00:29:22.480
to the second break. Okay, I saw a quote in

524
00:29:22.519 --> 00:29:24.200
your press kit. I got to kick out of it.

525
00:29:24.240 --> 00:29:27.200
Said women will inherit the earth and all its assets.

526
00:29:27.319 --> 00:29:28.799
And I think it speaks to longevity.

527
00:29:28.839 --> 00:29:33.160
Correct, Correct, women live longer than men and they and

528
00:29:33.240 --> 00:29:39.359
they tend to be more disciplined as investors as well. Interesting, Yeah, yeah,

529
00:29:39.440 --> 00:29:44.119
so just statistically they live longer and women tend to

530
00:29:44.119 --> 00:29:48.240
be the caregivers, and their assets tend to be less

531
00:29:48.279 --> 00:29:52.960
comparatively because they take time out of their careers to

532
00:29:53.119 --> 00:29:57.599
maybe have child care or maybe there's a health issue

533
00:29:57.599 --> 00:30:02.200
with a parent, so they have more responsibilities that they

534
00:30:02.240 --> 00:30:07.000
try to toggle the balance of work life and for

535
00:30:07.079 --> 00:30:10.480
different reasons, and they were let's start with the basics,

536
00:30:10.480 --> 00:30:14.000
they earn less. You know, today it's eighty six cents

537
00:30:14.039 --> 00:30:17.599
on the dollar, but back in the nineteen nineties it

538
00:30:17.680 --> 00:30:19.799
was sixty cents on the dollars, so it's not even

539
00:30:19.839 --> 00:30:24.759
equal from a pay I think this generation of younger

540
00:30:25.279 --> 00:30:30.119
why generation, they're starting to see much more equality as

541
00:30:30.160 --> 00:30:33.759
it relates to pay. But for those reasons less, you know,

542
00:30:33.920 --> 00:30:38.400
less to begin with, and career interruptions get them off

543
00:30:38.480 --> 00:30:40.519
the track. You know, we talk about the mommy track

544
00:30:40.599 --> 00:30:44.079
career wise, where in your kids cafeteria, people are with

545
00:30:44.160 --> 00:30:49.319
their MBAs, are volunteering, and that's reality, and it's it's

546
00:30:49.359 --> 00:30:51.920
hard to get back on the career track. So for

547
00:30:51.960 --> 00:30:57.160
those different reasons, they need more money, yet they have less.

548
00:30:58.079 --> 00:30:59.400
All right, we're going to come back to that. We'll

549
00:30:59.400 --> 00:31:06.559
be back in one more minute with Jenkillery. Best in

550
00:31:06.680 --> 00:31:10.279
wealth management is family owned for two generations. They take

551
00:31:10.359 --> 00:31:13.279
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552
00:31:13.319 --> 00:31:17.160
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553
00:31:17.240 --> 00:31:21.119
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554
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555
00:31:24.000 --> 00:31:27.240
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556
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557
00:31:29.200 --> 00:31:30.799
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558
00:31:30.720 --> 00:31:35.079
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559
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560
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561
00:31:46.400 --> 00:31:47.839
All right, is it also true?

562
00:31:47.880 --> 00:31:51.400
I think I saw something that women have a completely

563
00:31:51.400 --> 00:31:54.200
different investment profile than men do.

564
00:31:54.440 --> 00:31:55.079
Talk about that.

565
00:31:57.960 --> 00:32:02.519
Well, in terms of a different profile. If I was

566
00:32:02.559 --> 00:32:05.200
going to paint with a wide brush, they tend to

567
00:32:05.240 --> 00:32:08.640
be a little bit more conservative. They tend to be

568
00:32:08.640 --> 00:32:12.559
a little bit more but also more disciplined. And so

569
00:32:12.640 --> 00:32:16.559
what I mean by that is if they were managing

570
00:32:16.559 --> 00:32:19.920
the money themselves before we met them, they tend to

571
00:32:19.920 --> 00:32:25.680
stay the course and not be as reactive to the market.

572
00:32:26.160 --> 00:32:30.640
And again this is with a broad brush, but they're

573
00:32:30.680 --> 00:32:35.000
not looking for excess returns above the market. They just

574
00:32:35.039 --> 00:32:39.920
want to keep pace with inflation, and that would probably

575
00:32:39.920 --> 00:32:43.920
be the biggest observation, not everybody, but just in general.

576
00:32:44.799 --> 00:32:48.440
So you really have to it's important to listen. I

577
00:32:48.480 --> 00:32:51.599
can't emphasize that enough. Our role is not to have

578
00:32:51.680 --> 00:32:54.920
them take more risks they're not comfortable with that. It's

579
00:32:55.000 --> 00:32:58.279
to really listen to what their goals are and come

580
00:32:58.319 --> 00:33:00.759
up with a plan to let them know if they're

581
00:33:00.759 --> 00:33:03.480
going to meet their goals, and if they're not, then

582
00:33:03.519 --> 00:33:06.519
you have a little bit harder a conversation. How what

583
00:33:06.599 --> 00:33:09.799
do we need to do? Do we revamp the goal?

584
00:33:10.200 --> 00:33:13.279
Do you take more risk understanding what that means? But

585
00:33:13.839 --> 00:33:16.440
a balanced approach where all your money is not in

586
00:33:16.480 --> 00:33:19.000
the market works. Some of your money's in income driven

587
00:33:19.000 --> 00:33:22.720
whether it's dividend producing stocks, some of your money's in safety.

588
00:33:22.759 --> 00:33:25.799
Our def definition of safety is you can't lose money.

589
00:33:25.920 --> 00:33:29.319
It's pretty good definition, and that just gives you the

590
00:33:29.319 --> 00:33:33.839
breathing space to invest long term inequities which will perform

591
00:33:33.920 --> 00:33:36.680
over time and keep pace with inflation. So it's not

592
00:33:36.920 --> 00:33:40.559
a one or not. You know, if we need folks

593
00:33:40.599 --> 00:33:44.599
that never want anything to do with equities again and

594
00:33:44.640 --> 00:33:47.319
they have more than enough saved, and it's not our

595
00:33:47.400 --> 00:33:50.359
role to put them into into equities. We want our

596
00:33:50.400 --> 00:33:53.519
clients to sleep. But it's understanding because most people don't

597
00:33:53.599 --> 00:33:57.960
understand what inflation does over time to what their savings

598
00:33:57.960 --> 00:33:58.319
look like.

599
00:34:00.079 --> 00:34:03.680
You do a number of workshops again, particularly for women.

600
00:34:03.799 --> 00:34:06.000
Can you talk about maybe some of the titles.

601
00:34:08.039 --> 00:34:12.480
Well, tariffs seem to be a big conversation lately. Well,

602
00:34:12.559 --> 00:34:16.239
people are worried. The election was a big, big.

603
00:34:16.000 --> 00:34:17.880
Area like what's going to happen.

604
00:34:19.320 --> 00:34:21.599
At the end of the day. Regardless of what our

605
00:34:21.719 --> 00:34:25.079
topic is, it all boils down to am I going

606
00:34:25.159 --> 00:34:27.559
to be okay? Because at the end of the day

607
00:34:28.119 --> 00:34:30.440
they can listen to the news and know what's going on.

608
00:34:30.840 --> 00:34:33.440
And the news is been to scare people, you know,

609
00:34:33.559 --> 00:34:39.079
to get adspace and and they do a good job

610
00:34:39.079 --> 00:34:42.920
with that. And so whatever the title is, and that's

611
00:34:42.920 --> 00:34:46.199
what the title, because they're concerned about that. But we

612
00:34:46.280 --> 00:34:50.480
try to educate folks if they just have a balanced

613
00:34:50.519 --> 00:34:54.440
approach to their retirement planning and have a plan, not

614
00:34:54.960 --> 00:34:57.480
got my plan isn't I'm going to retire next year.

615
00:34:58.079 --> 00:35:01.360
My plan is written down and in a good plan

616
00:35:02.159 --> 00:35:05.880
is reviewed at a minimum a couple of times a year.

617
00:35:06.119 --> 00:35:08.239
Are we on track? What does that look like has

618
00:35:08.239 --> 00:35:11.440
anything come up because the plan, a financial plan always

619
00:35:11.440 --> 00:35:14.920
has room for improvement because oh we've needed a new roof,

620
00:35:14.960 --> 00:35:17.079
Well that's going to adjust things a little bit. Any

621
00:35:17.079 --> 00:35:20.599
big money coming out, but that's factored in that we

622
00:35:20.719 --> 00:35:23.920
build that into the plan. We have healthcare expenses built

623
00:35:23.920 --> 00:35:27.000
into the plan, whether or not insurance is going to

624
00:35:27.000 --> 00:35:29.400
be the answer to that, just because the cost of insurance,

625
00:35:29.440 --> 00:35:32.159
like I talked about that long term care policy, those

626
00:35:32.199 --> 00:35:34.880
aren't out there anymore, and so most of our clients

627
00:35:34.920 --> 00:35:37.599
self ensure that risk, but they need a plan to

628
00:35:37.639 --> 00:35:40.599
make that happen. It's not necessary insurance.

629
00:35:40.880 --> 00:35:43.400
What are some of the building blocks or rudiments of

630
00:35:43.440 --> 00:35:45.920
a good plan? And I know we're not giving financial advice.

631
00:35:46.000 --> 00:35:49.360
These are general statements, right, but you know what should

632
00:35:49.400 --> 00:35:50.440
people be thinking about?

633
00:35:51.800 --> 00:35:55.280
Well, as we start to meet folks, we take a

634
00:35:55.280 --> 00:36:01.039
look at what they have, and for some people they forget,

635
00:36:01.400 --> 00:36:03.760
meaning it might be an old four to oh one case.

636
00:36:03.880 --> 00:36:08.079
The first step is really consolidate and simplify. Just identify

637
00:36:08.320 --> 00:36:12.800
what you have because just because you have eight different

638
00:36:12.840 --> 00:36:15.199
accounts all over the place, they might all be doing

639
00:36:15.239 --> 00:36:17.920
the same thing. So that's not diversification. Just because you

640
00:36:17.920 --> 00:36:22.320
have different custodians. So initially we talk about consolidating and

641
00:36:22.360 --> 00:36:27.159
simplifying and really understand and the other key component is

642
00:36:27.360 --> 00:36:31.719
understanding how much you need. And that's different for everybody.

643
00:36:31.760 --> 00:36:33.639
And I have girlfriends that come up to me all

644
00:36:33.679 --> 00:36:35.519
the time and say, Chen, how much money do I

645
00:36:35.559 --> 00:36:38.559
need to retire? And my next question to them always

646
00:36:38.760 --> 00:36:43.440
is how much do you spend? And those two questions

647
00:36:43.440 --> 00:36:46.679
go hand in hand because for us to build a

648
00:36:46.679 --> 00:36:50.519
good plan, it starts with a budget, knowing how much

649
00:36:50.519 --> 00:36:51.119
you're spending.

650
00:36:52.679 --> 00:36:54.559
Yeah, what lifestyle do you want? Right?

651
00:36:54.679 --> 00:36:57.559
Yeah, and we'll assume initially it's going to be the

652
00:36:57.559 --> 00:37:00.760
same lifestyle you have. That's always our starting point. The

653
00:37:00.840 --> 00:37:04.599
idea of retiring isn't to go on a budget ideally, right,

654
00:37:05.320 --> 00:37:08.719
And we start with what you're spending, and we put

655
00:37:08.719 --> 00:37:11.119
inflation on that over time, and we take a look

656
00:37:11.159 --> 00:37:14.239
at what your income looks like. Of course, social Security

657
00:37:14.320 --> 00:37:16.039
is a piece of it. Maybe you're lucky enough to

658
00:37:16.039 --> 00:37:19.360
have a pension, but whatever that gap is between what

659
00:37:19.400 --> 00:37:22.400
you're getting for income, we look to your portfolio, We

660
00:37:22.440 --> 00:37:24.199
look to your investments and how are we going to

661
00:37:24.360 --> 00:37:27.199
how are we going to fill that gap? And we

662
00:37:27.320 --> 00:37:31.559
do that through a tax lens, because I talked about

663
00:37:31.599 --> 00:37:35.199
the number. Probably the biggest mistake people make, as I

664
00:37:35.199 --> 00:37:39.000
talked about earlier, is too much risk thinking that they're

665
00:37:39.039 --> 00:37:41.119
all in the market as they because they just can't

666
00:37:41.119 --> 00:37:44.760
withhold withstand a big dip. Because when you're pulling from

667
00:37:44.800 --> 00:37:46.920
these accounts that are down in value because you need

668
00:37:46.960 --> 00:37:50.119
to because you're no longer working, you know, that's the

669
00:37:50.159 --> 00:37:52.519
worst thing to do. So we like a balanced approach.

670
00:37:52.760 --> 00:37:55.639
But after we get past all that, it becomes a

671
00:37:55.719 --> 00:37:58.519
tax strategy. There's nobody that doesn't want to save money

672
00:37:58.519 --> 00:38:01.599
in taxes, and we see very common mistakes where people

673
00:38:01.639 --> 00:38:06.000
start to pull from wrong accounts and in knowing the

674
00:38:06.000 --> 00:38:08.920
goal of the money is huge, which the.

675
00:38:08.920 --> 00:38:11.880
Goli meaning some of those are going to be taxable

676
00:38:11.880 --> 00:38:14.800
and some of them were already for yeah, and.

677
00:38:14.800 --> 00:38:17.840
Most people like to spend from their taxable accounts till

678
00:38:17.840 --> 00:38:20.360
they don't have anything left and they just you know,

679
00:38:20.519 --> 00:38:22.360
just close their eyes on what they have over here

680
00:38:22.360 --> 00:38:25.199
in this tax deferred world, which is fine, but at

681
00:38:25.199 --> 00:38:28.239
some point was that the best was that the best

682
00:38:28.239 --> 00:38:31.760
plan for you? Usually if somebody retires at age sixty

683
00:38:31.840 --> 00:38:34.400
five and they don't have to take their required minimum

684
00:38:34.880 --> 00:38:38.320
distribution until seventy five or maybe seventy three or seventy five,

685
00:38:38.360 --> 00:38:42.159
depending on when they were born. There's a window of

686
00:38:42.199 --> 00:38:46.119
planning that can be done that may work really lovely

687
00:38:46.159 --> 00:38:48.800
for them, and they might want to convert some of

688
00:38:48.800 --> 00:38:52.159
that money in their tax deferred world like their iras

689
00:38:52.280 --> 00:38:55.360
or four oh one case over to their WROTH accounts,

690
00:38:55.480 --> 00:38:57.960
and that's that's the window to do it before they're

691
00:38:58.000 --> 00:38:59.880
forced to take money out of those accounts.

692
00:39:00.159 --> 00:39:03.000
Are you still seeing sixty fives at younger? Is it

693
00:39:03.119 --> 00:39:04.800
older in terms of retirement age?

694
00:39:05.679 --> 00:39:09.519
It's funny you asked that. I have clients that love, love,

695
00:39:09.599 --> 00:39:13.480
love what they do, and they're forced to take their

696
00:39:13.599 --> 00:39:17.039
r and ds and they're still contributing to their plans.

697
00:39:17.239 --> 00:39:22.159
And so is that the majority of people? Maybe not,

698
00:39:22.440 --> 00:39:25.960
maybe that's just our demographic, but certainly a good amount

699
00:39:26.679 --> 00:39:30.559
enjoy working or maybe work part time. What I see

700
00:39:30.599 --> 00:39:34.400
more now is people giving up the stressful jobs and

701
00:39:34.880 --> 00:39:38.039
trying to build that gap until seven when they they're

702
00:39:38.039 --> 00:39:42.320
fully retired. That's what I see more. Whatever that gap is,

703
00:39:42.360 --> 00:39:45.320
they might not need to earn the six figure job anymore,

704
00:39:46.159 --> 00:39:49.679
but they can't afford to retire either. So we talk

705
00:39:49.760 --> 00:39:54.599
about well, what do you enjoy doing and you know,

706
00:39:54.760 --> 00:39:59.039
can you make a living fill that gap in your

707
00:39:59.079 --> 00:40:00.360
income till you get there?

708
00:40:01.880 --> 00:40:07.280
That's common, that's good. I like that if we had a.

709
00:40:07.239 --> 00:40:17.519
Review climb on a call here. Yes, yeah, And he's

710
00:40:17.960 --> 00:40:19.880
wanting to figure out what he wants to do. He's like,

711
00:40:20.280 --> 00:40:22.239
they just got new software. I don't want to learn

712
00:40:22.239 --> 00:40:26.760
the software. Uh. He he does mortgage underwriting, and he's like,

713
00:40:27.280 --> 00:40:30.599
and they have good income, they have good savings, but

714
00:40:30.639 --> 00:40:34.280
he's just bored. He wants something different. And he's handy.

715
00:40:34.440 --> 00:40:36.559
He's like, my dream was always working at home. He

716
00:40:36.559 --> 00:40:39.840
doesn't need benefits. Most people struggle because they need health insurance.

717
00:40:40.360 --> 00:40:44.039
But his wife has great benefits. She retired from the

718
00:40:44.079 --> 00:40:47.400
state and so it works for them. But he's still

719
00:40:47.440 --> 00:40:50.519
trying to figure that. And it's it's a fun convation

720
00:40:51.000 --> 00:40:54.119
because this next chapter is different for everybody.

721
00:40:54.519 --> 00:40:56.440
All Right, is there a typical and this is kind

722
00:40:56.480 --> 00:40:58.199
of an unfair question, but I'll ask it anyway.

723
00:40:58.360 --> 00:41:02.599
Is there a typical client? It like, what does what

724
00:41:02.639 --> 00:41:05.280
does a typical? Again? And maybe unfair for this tell me.

725
00:41:09.280 --> 00:41:12.559
Well, we try to do a really good job of

726
00:41:12.599 --> 00:41:15.039
weeding out the clients that would not be a good

727
00:41:15.039 --> 00:41:17.280
fit for us. So that's the beauty of what I

728
00:41:17.360 --> 00:41:20.480
do is we can decide who's a good fit for

729
00:41:20.559 --> 00:41:24.239
our model, and if we're if we're sitting down talking

730
00:41:24.280 --> 00:41:28.039
to somebody that wants to talk about cryptocurrency and having

731
00:41:28.800 --> 00:41:33.519
you know, returns much greater and beating the market, we're

732
00:41:33.519 --> 00:41:36.159
going to say, hey, we're not the right fit for you,

733
00:41:36.719 --> 00:41:40.880
because we look for clients that are looking for a

734
00:41:41.079 --> 00:41:44.119
reasonable that are looking if most people that we meet

735
00:41:44.159 --> 00:41:47.920
with their goal, because they're good savers, is to keep

736
00:41:47.920 --> 00:41:50.599
what they have and have some growth. They don't want

737
00:41:50.599 --> 00:41:52.400
to lose what they have because they know they are

738
00:41:52.440 --> 00:41:54.880
not going to be contributing anymore, and they tend to

739
00:41:54.880 --> 00:41:57.320
be good savers and they're not greedy. So we all

740
00:41:57.519 --> 00:42:02.039
and for us here at Johnson Brenetti of People's Life Savings,

741
00:42:02.239 --> 00:42:05.840
that's a huge responsibility. So we're not taking that added

742
00:42:05.960 --> 00:42:09.480
risk to beat the market. And where we shine, although

743
00:42:09.519 --> 00:42:11.559
we don't see it that often is when the market

744
00:42:11.639 --> 00:42:14.760
drops because they don't drop as far. And that's really

745
00:42:14.800 --> 00:42:17.039
where the beauty. It doesn't matter when the market drops

746
00:42:17.079 --> 00:42:19.440
and you're working, because it's called dolo cost averaging. You're

747
00:42:19.440 --> 00:42:22.159
putting money in on those low points. But when you're

748
00:42:22.159 --> 00:42:25.880
no longer working and the market drops, you're not adding

749
00:42:25.880 --> 00:42:27.719
money to those accounts, so you don't want to drop

750
00:42:27.719 --> 00:42:31.639
as far. And I think that's where we shine is

751
00:42:32.039 --> 00:42:35.400
sort of a balanced approach, and we have the flexibility

752
00:42:35.400 --> 00:42:38.039
of still giving them income from other buckets. And we

753
00:42:38.119 --> 00:42:39.400
gave the equities alone.

754
00:42:39.559 --> 00:42:42.639
All right, So there's tax planning. What about enough state plan.

755
00:42:43.639 --> 00:42:46.639
Huge, huge, huge part. I'm not an attorney. I always

756
00:42:46.639 --> 00:42:48.679
say I'm not an attorney, but we start off with

757
00:42:48.719 --> 00:42:52.599
the conversation of how important it is, and we joke

758
00:42:53.119 --> 00:42:56.800
because we say, all right, who you know. People think

759
00:42:56.920 --> 00:42:59.519
just because they have a will, they're all set in

760
00:42:59.559 --> 00:43:01.920
their house will go to their kids, and it will,

761
00:43:02.199 --> 00:43:06.480
but there's a probate. You still go through probate, and

762
00:43:06.920 --> 00:43:10.800
it is public information. Some people are super private. Just

763
00:43:11.039 --> 00:43:16.039
simple trust planning helps with that. It protects. In Massachusetts,

764
00:43:16.039 --> 00:43:19.199
everybody has a two million dollar exemption. And so that

765
00:43:19.920 --> 00:43:23.320
just means simply when you add up all your savings,

766
00:43:23.400 --> 00:43:27.480
all your investable assets, in addition to everything you own,

767
00:43:27.559 --> 00:43:31.920
including your real estate. With how fortunate everybody's been with

768
00:43:31.960 --> 00:43:33.880
real estate, it's not that hard to get over that

769
00:43:33.920 --> 00:43:38.119
two million dollar hurdle. Everything above that is taxed, and

770
00:43:38.400 --> 00:43:42.440
if it's a married couple, it can go to each other.

771
00:43:42.599 --> 00:43:45.320
But without proper planning on the front end, what dies

772
00:43:45.360 --> 00:43:47.920
with that first spouse? Is there two million dollar exemption?

773
00:43:48.000 --> 00:43:51.800
I know Connecticut has different rules, much more generous to

774
00:43:51.840 --> 00:43:56.320
where the federal limit is at around fourteen thousand or so,

775
00:43:56.719 --> 00:44:00.760
but it'll over fourteen. But for mass ju says we're

776
00:44:00.800 --> 00:44:04.079
the third worst state to die in according to Forbes magazine.

777
00:44:04.199 --> 00:44:05.360
So get to New Hampshire.

778
00:44:05.719 --> 00:44:08.480
Yeah, yeah, so, but you know what, the other key

779
00:44:08.480 --> 00:44:13.960
point is here we have strongest school systems, which helps

780
00:44:13.960 --> 00:44:17.159
our real estate, and we also have one of the

781
00:44:17.280 --> 00:44:19.119
strongest states for.

782
00:44:19.519 --> 00:44:21.119
Medical Yeah, you know.

783
00:44:21.440 --> 00:44:24.360
So there's reasons why people love and people want to

784
00:44:24.400 --> 00:44:27.599
live with their within their communities and their families where

785
00:44:27.639 --> 00:44:31.519
that is very few. People might talk a big game

786
00:44:31.559 --> 00:44:33.519
about moving out of state, but at the end of

787
00:44:33.519 --> 00:44:35.119
the day, if they can afford to be here, they

788
00:44:35.159 --> 00:44:35.760
want to be here.

789
00:44:35.880 --> 00:44:36.320
Yeah.

790
00:44:36.719 --> 00:44:40.360
Yeah, it's family for sure, that's what That's what another

791
00:44:40.360 --> 00:44:41.719
show for another time. I was going to get into

792
00:44:41.719 --> 00:44:44.239
a rabbit hole, but yeah, I look, I just looked

793
00:44:44.239 --> 00:44:47.119
at the clock. I know that giving back is an

794
00:44:47.119 --> 00:44:50.840
important part of the Johnson Bernetti culture, and it seems

795
00:44:50.840 --> 00:44:52.719
that you've done some of that too. What's your pitch

796
00:44:52.760 --> 00:44:56.800
to people that should be doing more, not even financially,

797
00:44:57.400 --> 00:45:00.239
but talk us, talk about what Johnson Bernetti does, what

798
00:45:00.280 --> 00:45:01.480
you do well.

799
00:45:01.519 --> 00:45:04.360
I think Johnson Brenetti doesn't make this part of their

800
00:45:04.440 --> 00:45:10.480
client story, but we just so. Joel Johnson, who's our founder,

801
00:45:10.599 --> 00:45:15.039
his parents were missionaries and it's just built into his

802
00:45:15.119 --> 00:45:19.280
culture to give back. And he has said to us

803
00:45:19.480 --> 00:45:22.719
number one, we talk to everybody that wants a conversation

804
00:45:23.079 --> 00:45:26.440
because regardless of what you have for assets, he says

805
00:45:26.440 --> 00:45:30.079
to all the advisors, we can give advice to help anybody.

806
00:45:30.239 --> 00:45:32.719
So it's worth it to have a conversation with us

807
00:45:32.760 --> 00:45:35.440
to see if we can add value to anybody's situation.

808
00:45:35.800 --> 00:45:38.440
But as it relates to five oh one, C three's

809
00:45:38.639 --> 00:45:46.519
and different organizations, all employees once a quarter will take

810
00:45:46.559 --> 00:45:50.960
an afternoon and go volunteer and there's different charities. Yeah,

811
00:45:51.000 --> 00:45:56.320
and the one Wish Project is one that we've adopted

812
00:45:56.400 --> 00:45:59.400
here at Johnson Brenetti. I actually brought it to the firm.

813
00:46:00.679 --> 00:46:03.679
It was in It's kind of a cool story. They

814
00:46:03.719 --> 00:46:09.719
help celebrate birthdays in shelters and all the leads come

815
00:46:09.800 --> 00:46:18.000
from social workers. So as a representative of volunteering for that,

816
00:46:18.000 --> 00:46:20.280
you would bake a cake if you're a baker. That's

817
00:46:20.280 --> 00:46:22.239
how I got involved. My daughter was into baking, so

818
00:46:22.519 --> 00:46:25.719
I found that, Oh, here's something cool, and you deliver

819
00:46:25.920 --> 00:46:29.119
birthday presents. Oftentimes you do it behind the scene and

820
00:46:29.159 --> 00:46:31.480
you drop it off at a shelter, or if the

821
00:46:31.480 --> 00:46:33.480
mom's still in the picture or the parents, you give

822
00:46:33.480 --> 00:46:36.039
it to the parents and let them celebrate the birthday

823
00:46:36.280 --> 00:46:38.480
with the toys for the kids. And it's just so beautiful.

824
00:46:38.519 --> 00:46:40.119
We take that for granted, we do it with our

825
00:46:40.159 --> 00:46:44.079
own family, but it's just a really nice, nice way

826
00:46:44.079 --> 00:46:46.840
to get back and our clients are getting more involved

827
00:46:46.840 --> 00:46:47.320
with it too.

828
00:46:48.039 --> 00:46:48.880
I love it all right.

829
00:46:48.960 --> 00:46:54.039
Last question, who in the viewing and listening audiences should

830
00:46:54.079 --> 00:46:55.559
reach out to you and why?

831
00:46:55.639 --> 00:46:57.400
And we've got your how right.

832
00:46:57.880 --> 00:47:01.400
People have seen the craws here if they're listening on radio,

833
00:47:02.440 --> 00:47:04.760
we'll give a shout out to that information too, But

834
00:47:05.679 --> 00:47:09.320
who should reach out and why?

835
00:47:09.480 --> 00:47:14.880
Yeah, I think it's important as you start thinking about retirement.

836
00:47:14.920 --> 00:47:18.320
Within ten years of retirement, that's about the window we

837
00:47:18.360 --> 00:47:20.519
want to start talking with you. Because there's things you

838
00:47:20.559 --> 00:47:23.480
can do on the front end you don't. You can call.

839
00:47:23.559 --> 00:47:25.480
We certainly get a lot of people that say I'm

840
00:47:25.480 --> 00:47:30.880
retiring next week or I just retired. But the more

841
00:47:30.920 --> 00:47:33.760
planning you can get in advance, the better off you are.

842
00:47:34.320 --> 00:47:36.280
Even within your four to roh one case, as long

843
00:47:36.280 --> 00:47:38.000
as you're fifty nine and a half, you can take

844
00:47:38.039 --> 00:47:41.280
the bulk of your assets and move it into an

845
00:47:41.280 --> 00:47:44.159
IRA to start getting some good planning advice around that.

846
00:47:45.280 --> 00:47:48.599
So I'd say within ten years at a minimum, or

847
00:47:49.000 --> 00:47:51.719
you know that's the long window. Five to ten years

848
00:47:51.800 --> 00:47:54.280
is the window leading up to retirement or if you're

849
00:47:54.320 --> 00:47:57.400
in retirement. That's the demographic of the folks we help.

850
00:47:57.800 --> 00:48:02.280
You've got maybe one or two times you're making these decisions.

851
00:48:02.320 --> 00:48:05.199
Why not consult with an expert that helps with pension

852
00:48:05.199 --> 00:48:08.840
decisions or tax planning and have a conversation with us

853
00:48:08.920 --> 00:48:12.920
and get a sense of how we tackle that. So

854
00:48:12.960 --> 00:48:16.599
what we provide everybody a money map, which we're known

855
00:48:16.679 --> 00:48:20.800
for our one page plan, and we provide an income

856
00:48:20.840 --> 00:48:24.280
plan for anyone that we speak with, and if you

857
00:48:24.320 --> 00:48:27.159
decide to hire us, great, we'll help you implement that plan.

858
00:48:27.239 --> 00:48:30.000
But how do you decide when you don't don't understand

859
00:48:30.079 --> 00:48:32.079
our approach. So we actually take a look at what

860
00:48:32.079 --> 00:48:35.960
folks are doing, ask them all the right questions and

861
00:48:36.000 --> 00:48:38.679
put an income plan together. And that's really a tool

862
00:48:38.719 --> 00:48:40.760
for us as advisors just to make sure they do

863
00:48:40.840 --> 00:48:45.840
have enough. But that that that's a really good opportunity

864
00:48:45.960 --> 00:48:48.599
I think, to get to sit down for an hour

865
00:48:49.039 --> 00:48:51.400
or so to talk to the or somebody on the

866
00:48:51.440 --> 00:48:53.760
team here good good usage.

867
00:48:54.400 --> 00:48:57.280
So the website is Johnson Brunetti which is Johnson b

868
00:48:57.519 --> 00:48:59.880
R U N E T t I dot com. They

869
00:49:00.039 --> 00:49:03.519
can text the word retire to eight hundred seven five

870
00:49:03.679 --> 00:49:07.079
seven zero four three six. Jen, thank you so much

871
00:49:07.079 --> 00:49:08.719
for being here. I really appreciate it.

872
00:49:09.000 --> 00:49:11.480
Thanks Kevin, appreciate the opportunity.

873
00:49:10.960 --> 00:49:13.480
You bet, and thanks everybody for watching and listening. As

874
00:49:13.480 --> 00:49:17.679
you know, this is a show about business and business challenges. Often,

875
00:49:17.880 --> 00:49:21.639
if you've got concerns, perhaps about well your finances, retault

876
00:49:21.719 --> 00:49:24.920
to Jen. If you've got concerns about the sales effectiveness

877
00:49:25.280 --> 00:49:28.400
of your company effectiveness, whether your sales team is you

878
00:49:28.800 --> 00:49:30.719
or small or large, feel free to reach out to

879
00:49:30.719 --> 00:49:33.800
me on Facebook or LinkedIn at Winning Business Radio, or

880
00:49:33.880 --> 00:49:37.920
drop me a note kevinat Winning Businessradio dot com. We

881
00:49:38.000 --> 00:49:41.719
are Winning Incorporated, part of Sandler Training. We develop sales

882
00:49:41.760 --> 00:49:46.199
teams into high achievers and sales leaders into truoe coaches

883
00:49:46.239 --> 00:49:46.880
and mentors.

884
00:49:46.920 --> 00:49:47.119
Listen.

885
00:49:47.159 --> 00:49:49.480
We're not right for everybody, but maybe we should have

886
00:49:49.519 --> 00:49:51.519
a conversation if you've got some of those challenges.

887
00:49:51.840 --> 00:49:53.000
Thank you again to one.

888
00:49:53.159 --> 00:49:55.280
Every week I say thank you one for producer and

889
00:49:55.320 --> 00:49:57.800
engineer for another job well done. Be sure to join

890
00:49:57.880 --> 00:50:00.679
us again next Monday, December first, we'll do it all

891
00:50:00.679 --> 00:50:02.840
over again. Until then, this is Kevin Haleanan.

892
00:50:04.760 --> 00:50:07.559
You have been listening to Winning Business Radio with your host,

893
00:50:07.639 --> 00:50:10.719
Kevin Helenan. If you missed any part of this episode,

894
00:50:10.840 --> 00:50:15.000
the podcast is available on Talk for Podcasting and iHeartRadio.

895
00:50:15.440 --> 00:50:19.159
For more information and questions, go to Winning Business Radio

896
00:50:19.280 --> 00:50:22.320
dot com or check us out on social media. Tune

897
00:50:22.320 --> 00:50:24.400
in again next week and every Monday at four pm

898
00:50:24.440 --> 00:50:27.960
Eastern Time to listen live to Winning Business Radio on

899
00:50:28.239 --> 00:50:32.480
W four CY Radio W four cy dot com. Until then,

900
00:50:32.840 --> 00:50:36.440
let's succeed where others have failed and win in business

901
00:50:36.719 --> 00:50:40.559
with Kevin Helenan and Winning Business Radio