Term Life Insurance - What Are The Terms?

Term Life Insurance. Most have at least heard of it, and at least in Chris's line of work, everyone has it. But do you understand what it even means? Why does it exist? How many claims actually get utilized in it? Is it right for you?

Let's dive into it and see what we can learn.

Transcript

Chris Holling: 0:00

This is the truth about investing back to basics podcast where we want to help you take control of your personal finance and long term investments. If you're looking for a way to learn the why and how of investing, then you found the right place. Thank you for taking the time to learn how to better yourselves. Not all nurses are grumpy, calm down. My one nurse that's listening. I don't know if there's any nurses? Listening?

Sean Cooper: 0:40

I have no idea. You should know you haven't taken statistics on our our listenership? I don't think we get that information.

Chris Holling: 0:51

We don't. There's no demographics or anything.

Sean Cooper: 0:54

It just says how many downloads we get? We don't even know how many listeners I mean, like you said, it could be one person just really likes to download our stuff on every platform they can think of is like goes to the library someday and just like downloads 20 of them on different computers, and then goes to the next library a few days later. Yeah, there. John. John does that. That's Thank you, John, Is it you Chris. Are you just trying to make me feel better

Chris Holling: 1:24

So anyway, the way we just won't answer that about us? question. That's, it's plead the fifth. I plead the fifth. No, we're actually I'm just looking now we are at an all time total Download today. At 1703 Total downloads.

Sean Cooper: 1:49

Whoa,

Chris Holling: 1:50

Isn't that wild?

Sean Cooper: 1:52

Yeah, I feel like that. The 700 Since the first 1000 came fairly quick. Yeah, I think so too. I mean, like, there's more episodes that are available, and that helps with it

Chris Holling: 2:04

stuff. But we, I don't know the last time we right talked about it. But I seem to remember telling you that we have triple digits across like three episodes. And that's still the case. But we have a couple that are very, very close to hitting triple digits here soon. So there's, there's still continuous downloads, and we appreciate you guys for that.

Sean Cooper: 2:26

Absolutely.

Chris Holling: 2:27

Thank you very much. And I don't even know if anybody's even interested in this. But it's you know, uh, you know, it's it's actually not as many Apple podcasts as I was expecting. The Apple podcasts only take up 35% of our downloads.

Sean Cooper: 2:44

Okay,

Chris Holling: 2:45

thank you everyone for picking other avenues to because we we weren't sure if it was worth setting up. other avenues.

Sean Cooper: 2:55

Glad we did.

Chris Holling: 2:56

Yeah, I'm glad we did, too. We just didn't know anything about anything. But yeah, we're coming up on 2000 downloads, which is super cool. That's great. Wow,

Sean Cooper: 3:06

tell your friends to Yeah, tell tell more friends. And then and then tell more John's. I need more John's to get out there and just like hey, listen, these guys are nuts. And you don't actually have to listen to any of their things. I just need you to go to this library. Right? And then get in there and start download. When you said tell more John's all I could think about was Robin Hood Men in Tights. Near the end. He's like, from this day forward. All of the toilets in the bathroom shall be known as John's that's such a good movie. we're men, we're men in tights. Tights. Oh, man. Okay, this is no anyway, maybe we should get serious about this. Talk about life insurance.

Chris Holling: 3:55

Oh, yeah, actually, I think you're right. I just thought it was it. It was OTA a big grown. Okay

Sean Cooper: 4:04

Fair warning are the first portion of this podcast is definitely more interesting and entertaining than

Chris Holling: 4:10

you don't know that

Sean Cooper: 4:10

The rest of this podcast? I do because I'm the one that has all of the information on insurance that we're about to talk about.

Chris Holling: 4:18

Well okay, that's that's possibly true so

Sean Cooper: 4:21

I apologize in advance. But we're still doing like digestible amounts. So it's you know, maybe this is true.

Chris Holling: 4:30

That's it's we're ready

Sean Cooper: 4:33

And Chris is still here to keep us keep things entertaining.

Chris Holling: 4:36

Singing. That's fine. Well today. Thank you. Sorry. Yeah, we never even introduced ourselves. We were talking about tights and men in them. Okay. Welcome back

Sean Cooper: 4:48

Technically I think you were

Chris Holling: 4:50

what?

Sean Cooper: 4:51

Nothing,

Chris Holling: 4:52

right? Yeah. Okay. Welcome back, everyone, ladies and gentlemen, boys and girls to another episode of the truth. about investing back to basics. My name is Chris Holling.

Sean Cooper: 5:04

And I'm Sean Cooper.

Chris Holling: 5:05

And today we are continuing on our life insurance segment. We are talking about term life today. Right?

Sean Cooper: 5:13

Agreed.

Chris Holling: 5:14

Okay, agreed. This is This isn't me making a decision on what we're doing today. I'm not. I have no no control over that. But the the wet because this has been the trend that we've been doing the way I understand term life insurance? Oh, no, oh, no, I started saying it. And I realized I have absolutely no idea what I'm talking about. Okay. I believe there is a set amount that at term life insurance you are paying per month. And this amount. Is is kind of like paying rent, as opposed to owning is the way I understand it. So as as you continue to have the life insurance. It's paid at a premium for term overall a premium, because you are paying rent on it. And you don't have as much skin in the game that way. Whereas whole life, it might seem more expensive, but might not be as expensive because then you're not renting and you're owning and you hit a point and then you don't have to put more into it. Question mark.

Sean Cooper: 6:38

I can kind of see the corollaries going after

Chris Holling: 6:42

dang it.

Sean Cooper: 6:43

That means that means It's a stretch

Chris Holling: 6:44

everybody. In case you're curious, that was Sean's nice way of saying no. You're dumb. Well, then tell me how I'm wrong. Sean?

Sean Cooper: 6:58

Well, you definitely got the first part there are basically two types of life insurance term and whole and we'll talk about whole more next time. And one of the biggest differences is also the price term is much cheaper than whole. Primarily because term only covers a specific timeframe whereas whole covers your entire life. Well, for the most part, it most whole insurance typically matures at age 100 or thereabout. So

Chris Holling: 7:29

do you

Sean Cooper: 7:30

mean your whole life? Like not? Okay. I digress. You said your entire life I was like You mean like your whole life? Like whole life? Alright. Yes. Sorry. I just left you out on that one,

Chris Holling: 7:54

whatever.

Sean Cooper: 7:55

Okay, so we're gonna talk predominantly about term, we may refer to whole in its differences, but for the most part, we'll talk about term insurance. So as I mentioned term covers a specific timeframe. Typically 30 years, it can have different timeframes one year is also a fairly common one, but often 30 years. So it's the term is the least expensive type of life insurance. And that is primarily due to its very low claims rate. So depending on which report you read, claims rate for term insurance is typically less than 3% Could even be as low as point 5%, meaning less than 3%, but possibly as low as point 5% of term policies ever have a claim on them? Most of the rest just expire worthless.

Chris Holling: 8:50

Wow.

Sean Cooper: 8:51

Yes,

Chris Holling: 8:51

I didn't realize it was that low.

Sean Cooper: 8:53

It's incredibly low. Which, from that standpoint, a lot of people would say, Okay, well, why would I ever buy term insurance? And and we'll get into that. But

Chris Holling: 9:03

can I ask something quick, then with the the claims that you're referring to is that is that claims as far as like claims ever, or claims that have been paid out? Like, is there ever a point when it's, they you're going through the motions of trying to collect on the life insurance and then you don't get approved for whatever reason, like it doesn't meet whatever the stipulation was? And then that doesn't count as part of that percentage or you're talking just claims ever?

Sean Cooper: 9:35

That's a good point. I believe the the data is based on what is actually paid out.

Chris Holling: 9:40

Okay.

Sean Cooper: 9:41

Okay. So the claims may actually be slightly higher than that, you know, if they don't cover a suicide or something like that, that would

Chris Holling: 9:49

sure. And that's kind of what I figured

Sean Cooper: 9:51

a common claim that well, hopefully not too common claim that would be rejected. Yeah, and even that, I think after a certain time period they normally accept. Anyway, we digress again. Yeah, what we're getting at here is term insurance lapses or reaches the end of its term far more frequently than beneficiaries actually make claims on it. Which is also why the premiums are so low, because they're not expecting to have to pay out for the most part. Oftentimes, term buyers tend to be fairly young, they're they're buying it to offset some sort of risk, some sort of debt. And that's typically what it's used for there's a couple of different things that you can elect when you're you're buying these policies so that you can have a level benefit increasing or decreasing. And what that means is the the insurance benefit that you're actually buying. So if you buy a $250,000 policy, that can be level throughout the term of the life insurance, you can also get one that increases over time, or you can get one that decreases over time. And there's, there's reasons for each of those. So the level is probably the most common as far as I know. But they're increasing benefits can be used to offset things like inflation, that would be the most common, or the notion that you might be continuing to, you know, take on additional risks as life goes on. Whereas decreasing is essentially the opposite concept, where the benefit itself actually decreases over time, even as effectively, a straight lines from whatever your your initial benefit is down to zero over whatever the timeframe is. And that is to either a offset for increases in wealth, so you accumulating wealth over time, and effectively self insuring, and decreasing debt. So, for example, if you were to buy a house, you have a 30 year loan, you buy a 30 year term insurance policy to offset that. So if you were to pass away, and you can't pay for the mortgage, the insurance policy is there to basically pay it off so that your family can go on living there and not be evicted due to lack of income, and inability to pay for the mortgage.

Chris Holling: 12:35

Sure, that makes sense

Sean Cooper: 12:36

that sort of thing. So that. Yeah, so that decreasing benefit. It is designed to basically mimic or follow the decreasing debt that you are paying off over time. And the nice thing about that decreasing benefit is it's going to have a lower premium than either the level or the excuse me the increasing. So most of the time, these are going to have fixed monthly premium that remains the same for the life of the policy. However, you can also buy what's called a paid up or term policy where you basically pay the entire premium upfront, and you get a discount for doing so. So the risk there is that you're, you know, you're paying a lump sum, if you were to die a year from now, then you would have paid much less if you had, you know, paid a monthly premium instead of just paying it all up front. But the offset side of that, that is you're getting a discount by paying everything up front versus paying down the road. So it's kind of a matter of evaluating your discounted cash flow, if you will, something we've talked about in the past. All that making sense so far? I mean, I think so. I, I guess I'm trying to correlate where we're with what you're talking about. That fits is more term still, though. Yeah, this is all term. This is all term insurance. Yep. Having jumped off into a hole at all,

Chris Holling: 14:05

okay.

Sean Cooper: 14:07

Yeah, one thing that I will jump into whole on, so there's there are some different features that you can add on to a term policy. So for example, you could get convertible term, which would allow you to convert it to whole life insurance down at a later date. So basically, instead of it just expiring at the end, you can go okay, now I'd like to continue my payments and convert this over to a whole life policy. So it gives you a little bit of flexibility, you are going to pay for that flexibility. So a little bit higher premium. Another option would be guaranteed renewable term, which as it sounds, it guarantees your renewability because as you age, say you you got a you know a 10 year policy after that lapses whether or not you can renew at that point is going Based on your newly attained age or you know, current health status, so if something came up in that 10 year timeframe and, you know, you were diagnosed with something that the insurance carrier is going to be like, Nope, we can insure you, the guaranteed renewable would offset that so that you guarantee you can renew the policy. Now, what that doesn't do is it does not guarantee that your premium will be the same. So that premium still gonna change based on your new age and your new health and risk factors. But it guarantees you can at least renew it. So

Chris Holling: 15:34

well, that was one of the things I was going to ask you about. Is that as your existing within term say that? I guess I don't I don't know about a timeline, per se. But if you're sitting in term, are you subject to rate changes? Do you do tend to get locked in at a rate a term?

Sean Cooper: 15:52

So you'd typically be locked in for the term of the policy. So if you have a 30 year term policy, your rate technically shouldn't change.

Chris Holling: 15:59

Okay,

Sean Cooper: 16:00

throughout that policy, okay. Yeah, yep. Yeah, when it's gonna change as if on a

Chris Holling: 16:02

that's what I wondered renewal. So like I said, if you do like a shorter term, so instead of doing a 30 year term, you decide to do a 10 year term, but you actually need 30 years. So at that 10 year, when you renew that then, your, your premium is going to change. So yep. And speaking of premium, another option would be a waiver of premium option that you could add to the policy basically makes it so that if you are disabled prior to age 60, or 65, depending on the policy, it would allow you to forego premiums in without the policy lapsing. Again, your premiums going to be higher, by having that tacking that option on there? Sure.

Sean Cooper: 16:48

As we've gone through this, the biggest advantage with term insurance is the low premium, it's going to be much lower than most of your alternatives. The biggest disadvantage is it only covers a specific term. And most term insurance, as we talked about, expires worthless.

Chris Holling: 17:07

Yeah.

Sean Cooper: 17:08

So and we alluded to this a little bit earlier, one of the most common ways term insurance is used is to offset some sort of risk. So typically a debt so you take a family that has acquired a house or other assets that have a debt along with them. And you want to offset the risk of losing those assets. If the primary breadwinner one or more breadwinners, no longer has the ability to generate income. That, you know, if they pass away, the insurance is there to cover the expenses associated with the house so that the family is not left without a place to live basically, the other typically you want to when you're doing those term policies, you would also add in some additional amounts to cover different expenses like end of life expenses, so burial funeral, those types of things, and then also typically a transition period for around six months or more to cover the household expenses, food, clothing, utilities, everything else for at least a six month transition period, while the family is mourning getting back on their feet. That's that's typically how it's utilized. And that's also a common reason why, like we said the, the decreasing term is can be used there is because as the mortgage is paid down, you have a lower risk to offset over time. So you can potentially save a little bit on the term, the the biggest risk with using one of those decreasing term would be any changes to that risk. So for example, if the family were to refinance the house, you know, a few years down the road or they buy a new house. At that point, the the timeframe on their their risk their debt that they're trying to offset has changed whereas their term policy has not and unless they have some kind of guaranteed renewal. They they may or may not at that time be able to get approved for a different term policy to match the new risk

Chris Holling: 19:31

because the cost of the home has increased at that point.

Sean Cooper: 19:36

No, no change but well that's why they want to change the term policy. Yeah, because they're the new the new timeframe. But that's not necessarily the way they want to be approved. The the insurance carrier doesn't care about the house per se. They just care about your your health status and your age. For the most part in terms of whether or not they're going to choose to renew you or approve you for a policy in the first place.

Chris Holling: 20:07

Oh, okay.

Sean Cooper: 20:08

Yeah. So that's the concern is that they, you know, if you make changes to what you're trying to offset the risks that you're trying to offset, then you also need to make changes potentially, to the the insurance policy that you're using to offset the risk. And, you know, if if for some reason something's changed in your health status that you can't get a new policy well now, you're stuck with this in the scenario that we've presented a decreasing policy that no longer directly matches the actual debt that you are trying to offset? So,

Chris Holling: 20:44

okay, I guess I was under the impression of, say, kind of like your house, where it needs to be covered to a certain amount. And if you find out you're, you know, you have a house worth 250,000. And then it once it appreciates, then it's worth 350. But then you you have a claim that, you know, the whole place burns down, and you didn't update your policy, and it only covers up to 250.

Sean Cooper: 21:13

You see now you're talking about property casualty insurance.

Chris Holling: 21:16

Okay,

Sean Cooper: 21:16

the cost of actually rebuilding the house, so not necessarily your life.

Chris Holling: 21:21

Okay. I guess that makes sense. I mean, I was just okay. Yeah, you're right. That's just where I was equating it. Yeah, that's why I was seeing if it needed to be continually reevaluated or or how that all worked?

Sean Cooper: 21:33

No, no, because the the loan that you've taken out, what you actually owe, isn't changing with the value of the house unless you choose to refinance, or you buy a different house so that that is fixed, which is why they the insurance policy itself can also be fixed or set up to directly match or offset that.

Chris Holling: 21:54

Okay.

Sean Cooper: 21:55

Yep. Where's the property casualty? Like you pointed out? Yes, the value of the house is going to change the cost of rebuilding the house is going to change over time. So a property casualty insurance policy, that's a completely different scenario.

Chris Holling: 22:07

Okay. Yeah, that makes sense.

Sean Cooper: 22:09

Yep. Yeah, the only thing else i The only other thing I was really thinking. And so we've kind of focused in on that longer timeframe of the term the the 30 year, which is fairly common. The other end of the spectrum is like your annual renewable term, which is sometimes used in conjunction with like a Buy Sell agreement for business owners to cover the premature death of a business partner to pay their beneficiaries, for the partners interests in the business. That would be a common thing. That's also often done in whole life insurance, as well as opposed to just annual renewable term. But that would be an example. Even if you work for a corporation. And if they offer some sort of insurance, life insurance policy, that's like a percentage of your base income, oftentimes, like 50% of your base income, or one time or base income or two times your base income, oftentimes they purchase that as an annual renewable term policy.

Chris Holling: 23:13

Sure. okay, I

Sean Cooper: 23:16

just to give you some examples of kind of where they they commonly fit in. Yeah. Any questions on any of that term terms? I think probably the easier one overall.

Chris Holling: 23:26

I mean, I guess the only one for me is that I'm assuming that through through work we have we have optional. Like, it's actually not optional. Now that I mentioned it. But there's there's optional grades of the level of, of life insurance that I have, and I'm sure I could sit here and pull up the policy, and we get a solid answer out of it. But I don't seem to recall having any sort of I want this insurance for, you know, it's it's not a 30 year policy, per se, you know, that wasn't a discussion that came up. It's a monthly premium that happens to cover life insurance, because of the risks of the job, honestly. And I know it's what I cover, and you can choose the level that you utilize for the coverage. So does it still qualify as term in that sense, even though we don't have like a, this is a 30 year term, per se. I mean, I know I don't have much, much better information to give you at that point without saying like, Oh, this is what the policy says. But yeah, just based off of a loose description, I imagine its term, just because

Sean Cooper: 24:36

correct

Chris Holling: 24:37

supplemental. And I I imagine it's a term and it's the term of employment, rather than like a 30 year term or whatever it is, but do you have any any insight on that?

Sean Cooper: 24:49

No, that's most likely an annual renewable term.

Chris Holling: 24:52

Okay.

Sean Cooper: 24:53

Yeah, there. Since I don't know how long you're going to be employed. Basically, they just buy an annual Insurance for you. And they're going to provide some kind of base. And then if you want to tack on some extra, you can pay a little extra on a monthly basis to increase that that policy amount, but it's typically going to be like an annual renewable term.

Chris Holling: 25:15

Okay. Okay. I kind of figured as much I just never really thought about the ins and outs until you were addressing these things and saying, you know, a term is, well, a term, you know, like, I hadn't considered that the term might be a term of time, whether that's annual renewal or, or what it is, which, now that you say that

Sean Cooper: 25:35

That's exactly what it's referring to.

Chris Holling: 25:37

Yep. And that makes complete sense, because we do our open enrollment is what's called where we re sign up for the types of benefits that we're looking for and what we want. And so it all makes sense now.

Sean Cooper: 25:52

Yeah, so basically, the company has pre negotiated with an insurance company that, hey, we want to offer all of our employees, this insurance amount, life insurance amount, what's the premium, we pay this mutch, and then if they want more, they can pay the extra. And those are almost exclusively term policies. Yeah, and then because it's the company, they're basically able, they typically are able to get a slight discount on the the premium because they're insuring a group of people. And by insurance in, excuse me, insuring a group of people, you are automatically reducing the risk to a certain degree, because you're allowing the the law of averages to work out, work itself out more effectively. So you end up typically getting a better rate, when you have those large groups, then, as an individual going to an insurance policy, there's a little bit more negotiating power there, the offset to that would be in situations like yours, where they're all firefighters, and they're taking on more risk than the average person who's, you know, sitting at a computer for their daily desk job. So that's gonna change things do but yeah,

Chris Holling: 27:17

well, and we've actually just, I guess, at at the table where all the world's problems are solved. When we're talking about it, we talk about that too where we always kind of wonder where insurance as a whole, it's usually about health insurance when we're talking about it, but we, we always wonder where their opinions lie on on us. Because we do take on a job that we are much more likely to have a physical injury that needs to get addressed down the road, and more likely to have sickness, because of the stuff that we get exposed to too much, much more risk in those fronts. But because it's such a physical job, we also have more of a tendency to be physically fit, because our job requires it. And we've always kind of wondered if that comes out as a wash, or if people prefer to not have the risk with something that is inherently risky with it, or, and, you know, it might even be case for case or case by case basis, with departments and and what the companies decide. But that's something that we always talk about is is what they what they think of us with us being fit, but also risky.

Sean Cooper: 28:30

Yeah, as far as the fitness level goes, I doubt that's gonna improve things much you're higher risk of, you know, physical injury, and exposure to things is probably going to be a much bigger factor in terms of causing your insurance to be higher. Now, you're, I would assume most of your department, at least the people that are more likely to be exposed to things are going to be on the younger side, which would help. But overall, I would tend to think your premium is going to be higher than a lot of other professions.

Chris Holling: 29:05

Sure,

Sean Cooper: 29:06

per se. Now, you did mention another thing in there. And that is there's an experience rating. So they're gonna start off the premium set based on their kind of, you know, global averages, what they've, you know, expect, but then, based on your individual company or your department, what type of claims they actually have gotten over the last, you know, as they get a few years under their belts with you, that will actually start to affect the premium as well so they can say, Okay, well, this department has had bunch of a lot of claims or this department really doesn't have many claims. They will factor that in. Interesting. I mean, I guess that makes sense. I just never really considered it that way. So if you're, if you're at a department with a bunch of salty guys like to go inside and do do work And then oh, no, somebody got injured, then maybe maybe we're paying more money than we'd like to pay. Potentially

Chris Holling: 30:08

which is, which is interesting. Yeah. I mean it. I'm sure that that's not something that's a concern with with our department. But it's it's funny to think about.

Sean Cooper: 30:17

Yeah.

Chris Holling: 30:18

Okay. Interesting. Great. Now see that wasn't? That wasn't boring. What are you talking about? Ridiculous. These are all very valid things and term, I think because term is much easier to come across in your day to day. I think that this is very applicable to a lot of people.

Sean Cooper: 30:38

Yeah.

Chris Holling: 30:39

Which is so good to go over. Good to good to know about what what's happening behind the scenes rather than just Do you have a life you should have life? Do you have life? Get Life? That's that's

Sean Cooper: 30:55

whether or not you should have life insurance should be based on your individual needs and risks.

Chris Holling: 31:02

Yes,

Sean Cooper: 31:02

not based on just somebody saying everyone has to have life insurance.

Chris Holling: 31:06

Correct? Do your research, do what's best for you?

Sean Cooper: 31:10

Absolutely.

Chris Holling: 31:10

If there's nothing else you pull from this podcast ever, we tried to stress on that, do your research? Do what's good for you? Let's wrap up on that. Because that was like a cool, like a good note.

Sean Cooper: 31:23

I like it. next time we'll be talking about

Chris Holling: 31:25

Me talking about how good of a note it was probably probably makes it so that it's not as good of a note, but I'm committed to finishing

Sean Cooper: 31:30

Are you diminishing the note

Chris Holling: 31:31

this point, yeah diminishing how strong of a it's like when you tell a funny joke. And you're like it was it was funny, because because, you know, didn't you know

Sean Cooper: 31:40

and you're still going? This is funny. But you know, why did the chicken cross the road to get to the other side? That's funny, because that means that the chicken had to cross the road to get to the other side, which is why the chicken even crossed the road at all. And, you know, there must have been something on the other side that the chicken wanted. Maybe it was corn. And so when it crossed the road, that's the answer to the why. Sorry. Yeah, I'm gonna stop recording. Thank you for joining us on the truth about investing back to basics. My name is Chris Holling. And I'm Sean Cooper,

Chris Holling: 32:17

and we will catch you on the next episode. Podcast disclaimer disclaimer. The disclaimer following this disclaimer, is the disclaimer that is required for this podcast to be up and running and fully functioning and moving forward. This is going to be the same disclaimer that you will hear in each one of our episodes. We hope you enjoy it just as much as we enjoyed making. All content on this podcast and accompanying transcript is for informational purposes only. Opinions expressed herein by Sean Cooper are solely those of fit financial consulting, LLC unless otherwise specifically cited. Chris Holling is not affiliated with Fit financial consulting, LLC nor do the views expressed by Chris Holling, me again, represent the views of fit financial consulting, LLC. This podcast is intended to be used in its entirety. Any other use beyond the author's intent, distribution or copying of the contents of this podcast is strictly prohibited. Nothing in this podcast is intended as legal accounting or tax advice, and is for informational purposes only all information or ideas provided shoud be discussed in detail with an advisor, accountant or legal counsel prior to implementation, this podcast may reference links to websites for the convenience of our users. Our firm has no control over the accuracy or content of these other websites. advisory services are offered through fit financial consulting, LLC an investment advisor firms registered in the states of Washington and Colorado. The presence of this podcast on the internet should not be directly or indirectly interpreted as a solicitation of investment advisory services to persons of another jurisdiction unless otherwise permitted by statute. Follow up or individualized responses to consumers in a particular state by our firm in the rendering of personalized investment advice for compensation shall not be made without our first complying with jurisdiction requirements or pursuant to an applicable state exemption for information concerning the status or disciplinary history of a broker dealer, investment advisor or other representatives. A consumer should contact their state securities administrator Amen. Oh, man, somebody told me a joke the other day and I was gonna tell you and I forgot it. Oh, no. Oh no. Dang, it totally drawing a blank. That's terrible. I was so pleased with it. Because I tell I tell my patients jokes. Because really, if you're like objectively looking at it, somebody that's like really like having legit chest pain, and it's super uncomfortable. The last thing they want to do is hear a dad joke until they hear it. And then they go, okay, that's that's kind of funny, and it takes their mind off of it. And

Sean Cooper: 35:30

as long as they don't laugh too hard, and it doesn't hurt.

Chris Holling: 35:32

Oh, no, I do those two. Like the abdominal pains. Those are actually the funnier ones. Like I kind of feel bad, but you, you get the like, Oh, I'm in so on my side. My side. Oh, it's, I can't I Oh, well, you know, what you call a boomerang that doesn't come back. It's a stick and they go, oh. To which, to which I laugh and then she goes coughing stop making me laugh and then they laugh more and then it hurts more and then we all laugh, and they're in pain and then I'm laughing and then I feel bad. And they laugh because I feel bad. And then we get to the hospital and you come across that real, real cranky nurses like grumbling. See she's not as funny as I am but she'll do great. Okay, thank you.