Why Financial Advisors Win with Stories, Not Spreadsheets | Shelby Rothmant

On this episode of the Only Human podcast, behavioral financial advisor Yohance Harrison sits down with Shelby Rothman of Enjoy Financial to explore how storytelling makes financial advice stick. With 25+ years of experience, Shelby shares how personal stories and client empathy create deeper trust than any tech tool can. They talk recession fears, the real role of AI in practice, and the importance of client-centered planning. Whether you're a new or seasoned advisor, this episode delivers timeless insights for staying irreplaceable in an AI-driven world.

Chapters

• 1:36 Shelby’s journey into financial advising
• 6:10 Shift into planning and fee-based business
• 7:17 Recession fears and political anxiety
• 11:57 How Shelby’s assistant uses AI
• 19:14 Storytelling in client meetings
• 28:12 Marry, Divorce, Date: Technology edition
• 33:15 How to reach Shelby

Transcript

Shelby Rothman 0:00

And I feel like our clients are like this with retirement because you and I have been through this hundreds of times. Hundreds. And if they go into it without us, they are like me in that karate tournament.

Seth Harrison 0:20

You are tuned into the Only Human podcast, where financial advisors learn how to stay irreplaceable in a world of AI Only Human explore strategies for advisors to leverage the unique human edge and thrive alongside technology. I'll be back later with some important announcements. Until then, here's your host, behavioral financial advisor Johans. Enjoy the show.

Yohance Harrison 0:49

Welcome back to Only Human. I'm Johans Harrison, your wonderful host. I am here today with another fellow financial advisor, Shelby Rothman of Enjoy Financial. We are going to nerd out a little bit on some technology and being a financial advisor. Interesting thing about the two of us, between the two of us right now, you have 50 years of experience. I know we don't look at. We both look 25. We started at zero, but 50 years of experience right here. So, advisors, if you're new to the industry, you're going to learn a lot about our journey. And today we're going to be going deep on how stories. Stories are so much better than data. I mean, data is cool, but stories are better. So, Shelby, welcome to Only Human. How are you?

Shelby Rothman 1:36

Hi. Hi. Thank you for having me. I'm well, thank you.

Yohance Harrison 1:40

Good, good, good. So, Shelby, let's just start with your history of getting into the business as a financial advisor. What attracted you to financial planning? Why did you decide to do it? Why are you still doing it?

Shelby Rothman 1:53

Sure. So I was always really good at math and English in school. And in college, though, I really realized that I had a different talent when as a sophomore over here at Azusa Pacific University here in Los Angeles, I was already acing my finance classes. And so the school actually started paying me to teach all the rest of the students, all the way through seniors. $10 an hour. This is again, 26 years ago, then to tutor. So for the rest of my college career, for three years, I was the only finance tutor for my school. So what I learned from that was how to tell stories. And we had a really good basketball team, and they never got good. Good enough grades to be able to be eligible to play. So I had to teach real. It's true. It's true. So I had to teach really

Shelby Rothman 2:47

good stories to these people so they could understand it and then apply it so they could get Cs or better so they could play. And that's really where I realized, okay, I think I have a talent. In this. And now I've kind of honed that story. To tell you the truth, it's not even just that. That's what your podcast is based on. And after school, I asked my career center, I thought I wanted to be a manager, and I realized very quickly I'm not a manager material. So I went back and he said, you're really good at accounting and you were really good at finance. Which one do you like better? This one. You work nine to five for somebody, set schedule, do the same thing every day. And this one, you do different things every day. You set your own schedule. You work with who you like to work with. I mean, it was kind of a no brainer. It was almost like he was feeding me down his tunnel. What he didn't tell me is that back then we had to go door to door and call out of the phone book. So that part he left out.

Yohance Harrison 3:42

Oh,

Yohance Harrison 3:44

you remember that?

Shelby Rothman 3:45

I mean, we had 30 people in my enrollment group, and I was the only one that made it through after that first six months. But that's what took me to the industry. I knew I was really good at that one thing. And if I could learn to transition that into making clients, I knew I could be successful.

Yohance Harrison 4:03

So. So you being that you. It was 25 years ago and you mentioned the phone book, the door to door. Wait, so was that. What firm was that? Was that Edward Jones?

Shelby Rothman 4:12

No, but it was. It was called Fortis Investors.

Yohance Harrison 4:15

Oh, Fortis. I remember Fortis. Okay.

Shelby Rothman 4:17

Yeah. So we were part of a group of, I think 12 offices. And we had our whole, like, handbook. We had a, you know, the fact finder that had little mini closes along the way and we had to practice rebuttals. Oh, yes, yes. The answer thing, even for the phone, you had this like flip chart. And I mean, that's just how we did it. We hand wrote our plans for financial plans. That's what we did. We used our calculators. So I had to make a hundred calls a day. Yes, yes. You still have yours. I have the other one, the longer one, the longer.

Yohance Harrison 4:29

Yeah.

Yohance Harrison 4:51

So I have the longer one too. But I'm so used. I'd rather put the number in, press enter and then tell whether I want to add, subtract, or divide. I'm just addicted to it. I don't know. I don't know. But I still.

Shelby Rothman 5:03

Yeah, I. I have one in all three of my desks at my three offices. So it's. It's just that that's what you lean on. It's Your foundation. So I, I started then. Yeah, you had to make a hundred calls a day. Said I think it was 12 appointments a week and 12 appointments a week. Right. 12 pieces of business. It was hard. It was really hard.

Yohance Harrison 5:22

Yep.

Yohance Harrison 5:27

Yes, yes. And back then we were a lot more product.

Shelby Rothman 5:31

We were five years old.

Yohance Harrison 5:33

Exactly. We were five years old. And we were very product dependent because that was in the days of A shares and B shares and C shares and if you had an insurance license, some insurance to go along with it and in financial planning started to make its way into what we were doing. I would say probably for me anyways, it was late 2002, early 2003. But before then it was, let's do this share cost calculator to see what hurdle you'll hit for your A shares that you're purchasing. And that was how we made a living.

Shelby Rothman 6:10

Yeah, I think I didn't get into the planning aspect until I remember my transition because that's when I switched firms. We were purchased by the Hartford, which was then a very strong acquirer of firms and they turned into the Woodbury firm Financial.

Yohance Harrison 6:26

Okay, I remember them. Yes, yes.

Shelby Rothman 6:28

And so they really were pushing how much percentage of our business was going to be annuity and life. And that's when I had heard in my ear about fee based and the other kind of planning. And so I moved to a firm that was more centric towards that at that point and started building my first spreadsheet of how much I have in fees which started, you know, the first year. It was like $5,000 of ongoing fees and built from there.

Yohance Harrison 6:55

Got it. So being that you've been in the industry for 25 years, you've, you've been through. Well, if you same as me, then you had the recession of 01 02, we had the recession of 08. We had the, if you want to call it the recession of 2020 because it was so short lived. How are you feeling now about our prospects of the R word?

Shelby Rothman 7:17

You know, I feel like people are so much more fearful just because of whatever political affiliation they are. They're very passionate about that. So they're more hesitant, I mean more

Shelby Rothman 7:32

possibility of them just being fearful and pulling back. So I've had to talk a lot more clients off the ledge, but I will, you know what I mean? And I feel like it's because they're so much more passionate about their political views, whatever those might be. And we have to be agnostic. We really have to just look at the statistics. And when I look and pull up the chart. Of I pulled it up for three clients yesterday. Of we have had 20 years of.

Yohance Harrison 7:58

Like wait, were you in my meetings yesterday?

Shelby Rothman 7:59

Was I in your meetings? Did you have this open?

Yohance Harrison 8:03

Oh, we probably did.

Shelby Rothman 8:05

And just showing how in 20 years you would have made 7.42% in the S and P. But if you missed the 10 best days of 7,300 days in 20 years you would have dropped that down to 3.6 and then you missed 20 days. It's less than 1% you would have made if you missed 20 days in 20 years. So when I show that, it kind of shuts it down because I have not lost one second of sleep in the last week or two weeks. I put all my sideline money of my own in the market and in the most vulnerable stocks like Tesla and things are just being really hammered right now. I feel like it's an opportunity. And considering when I just started In December of 99, in 2000, in April, we had, and I just then received my licensing, we had the tech wreck. Do you remember everything? I mean 50% and I'm trying to cold call people. That's hard. When the market is closed for multiple days from 9 11.

Yohance Harrison 9:07

That's hard. That's hard.

Shelby Rothman 9:09

And I don't know what to tell people. Right.

Yohance Harrison 9:11

So I, what I've started sharing with individuals actually from meetings about a week ago because I too have been having more conversations about the fear and anxiety that people are having. What I started sharing with people is that the, it's, it's not so much the markets that really define the recessionary period because I use a similar chart and said, look, this is how the S and P has performed over the last 20 years or last 30 years. And that's not what you actually experience in the recession. What you experience is all of the, the other things that are going on that affect your day to day life. So during COVID it was. Everyone had coveted, well, they didn't have Covet, but people were wearing masks and you couldn't go outside and it was locked down. That was far more dramatic than what the, how the markets reacted. And then if you go back to 2007, 2008, it was the, the people that were losing their homes or they had, they lived in neighborhoods where they just stopped building homes and homes were vacant and the layoffs that were happening, that was far more dramatic than what the stock market actually did. And then the same thing going back to 2001, the fact that planes went into a building and those Buildings fell and we found ourselves head into a war far more dramatic than the stock. When stock market,

Yohance Harrison 10:32

it becomes a very moot point, especially if you're a long term investor, it becomes a very moot point to talk about. You know, what should I pull out? Should I be on the sidelines? Should I get out of equities? It's like, no, I mean, you got 10, 15, 20 years. I told a client yesterday, I did the math, I said, look, there's a recession about every, you know, four to seven years, depending on how you're counting. You're 40, you're going to retire at 60. So you're going to have at least another five recessions between now and the time you retire. What are we talking about? Like let's, let's talk about something else because this, this is not it. So we're off topic a bit, but it is important right now because I'm sure by the time this airs in a couple of weeks, we will still be in the same situation with volatility and people talking about the R word. I'm sure tariffs will come on and off at least three more times between now and then. Let's talk a bit about AI because that is really the purpose of this show, Only Human is to talk to other advisors about how they're using AI, how technology is enhancing what they're doing, and for those that have some fears and reservations about AI coming to take our jobs away. So I'm curious for you, Shelby, how have you been using technology and AI, AI specifically in your practice and working with your clients?

Shelby Rothman 11:57

Okay, so you are going to laugh because I use my assistant Chase, who has a degree in technology actually and marketing and he's my right hand person. I use him as my AI. He is always rewriting. No, I'm just being honest. I come out of meetings and I will say this is what I'm trying to say. And then this is like the tone of the letter I'm trying to write. And then I will write it how I would normally write it. But as you know, what we write comes off more negative than what we intend to write. So he rewrites and scans through almost everything that we send out with AI to prove things, to make sure it's giving the right tone of what I'm and the right message. Because sometimes we filter it with too much of a financial brain and we're not thinking how the client is going to interpret it. So we'll use it for that. We also use it for research as far as based on what kind of marketing things we're going to be sending out, what people are, are looking for questions on what makes them stay up at night. Because what makes you and I stay up at night might not be what's making them stay up at night. So he, I know constantly is on chat GBT to confirm what we think because My bias is 25 years in the business and that's not what my clients have. So we try and have that, that unaltered view as a sounding board and that's how we use it. But I don't use AI for any of my plans. I don't use it for any of my research on my portfolios or my models or any of my planning tools. I don't even use it for my email yet they keep trying to download the copilot or whatever it is for my laptop. And I just, I don't know, I, I feel like there's a place for it, but that's all I use it for.

Yohance Harrison 13:46

So. So you are not one of those that has any concerns or reservations about AI

Yohance Harrison 13:55

devaluing the level of service that you're able to provide? It sounds like what the service that you provide is somewhat AI agnostic. I mean AI is a, is a, is a tool that you do implement in a few areas, but it's, it's not a core part of how you deliver service to your clients.

Shelby Rothman 14:14

It is not, it is absolutely not. Now if Chase, my person uses it for more than, than what I'm telling you, that's what I know that we use it for because I ask for that and we get the, the second opinions on those emails and other things we send out. And then I'm the ultimate one though that reads and makes sure that it's the message I want to deliver. And I think that people are so cookie cutter when they are using that because the AI doesn't know that you are a plumber and you have a autistic child and that your wife has a fear of going back to work ever since COVID So what can she do from home? And then how. What is our retirement plan? And, and we don't like international because we just don't like trust anything outside of America. How can you put that in an AI and get a financial plan? So I have a lot of middle America clients and sometimes these less sophisticated clients are more fearful than the more sophisticated that understand the cycles and things like that and they want to put their money under their mattress. So they're not trusting AI either, but they don't trust you until you understand them and who they are and what their dog's name is and things like that. So I don't think that we would ever be replaced by AI. And I think that new advisors sometimes don't realize what their value is and they think their value is in their returns or just their standard retirement plan that they put in E money or something like that. And that's not. Because any computer can do that. Your value is you and how you can understand somebody as a person and then put that on paper. But it's not a cookie cutter.

Yohance Harrison 15:56

Yeah, I, any client that decides to leave me for my returns, I can't. I'm like, please leave. Because obviously we, we did not have a firm understanding of my role.

Shelby Rothman 16:07

Exactly. Exactly. So I was in a meeting the other day and the, the client has another advisor and they just kept talking about their returns were better than mine. But my client was 92 and she has no business worrying about equity returns. She's so fearful in this market. So who cares if you don't have any equities? Don't have any equities. We do institutional CDs and MyGas. And the other advisor does mostly equities for her and tries to make sure she knows. Just don't look at that statement. Well, you're not listening to her. And the other advisor is, I think, I don't know, 19 years old. He looks like 19.

Yohance Harrison 16:47

I actually, I lost a client about a week ago, a rather large client, had two, two advisors and had been that way for 11 years where there was this other advisor that was managing a part of the portfolio. I had another part. We started off with the same amounts of money 11 years ago. And I'm listening to the client in retired, concerned about the markets, concerned about inflation, concerned about longevity. The list goes on and on and on. So I had a client who decided to leave the firm because I wasn't getting the rate of return that the other advisor. And again, I'm listening to the client concerned about markets, concerned about volatility. I mean, I would get long emails at 1:00 in the morning, concerns about volatility. And I would respond. I don't know why you're concerned about this portfolio. It's 60% of it is in bonds, 40% in equities. You're not going to have that much volatility. You need to be concerned about that other portfolio. However, we've been in a bull market for the entire time. So finally that other advisor basically said, look, if you'd had all your money with me, you'd have twice as much money right now. And she sent the email like, hey, you've been great. You've been awesome. It's just going to be easier if we put it all in the same place. And I was like, what I wanted to say is have fun. But I said something a little bit more eloquent than that and wished her the best and said, if you ever need anything, I'm here. But it was, I, I felt I did exactly what was in her best interest and they didn't need to make a 10% rate of return.

Shelby Rothman 17:54

Right.

Shelby Rothman 18:27

That's what I was saying. And she kept saying, I get so scared. And even used the term a bird in the hand. I just don't want to lose my money. And she has a few million dollars and I hear her. And so I talked her into staying with this. She might move. The other firm is bigger than my firm and they have a team of model managers and they're a family office. And that's fine if you choose that. But I'm not going to strong AR my clients into a 60, 40 or, or 80, 20 or whatever it is should. If the client doesn't want to be or if they don't need to be. She's 92 and has plenty of money. And if she's fearful, let's just be tax efficient and safe and go to bunco and pickleball. I do. Don't worry about the stock market.

Yohance Harrison 19:14

Don't, Please don't. Please don't. So let's, let's talk a bit about stories. Can you share with our other advisors that are listening and those that are studying to be advisors and NCFP courses and things of that nature? How do you incorporate stories into your conversations with clients? Because I do feel that's something that AI probably can't do very well.

Shelby Rothman 19:37

No. And I have to tell you. So I have gone to the gentleman's name is Pat Quinn, who is a seminar public speaking coach and he has coached Tony Robbins and other people. And I was fortunate enough to sign up for one of his things and even get an individual session of auditing my stories. He'll audit each story you're going to incorporate for its its.

Yohance Harrison 20:02

Oh, that's cool.

Shelby Rothman 20:03

Yeah, super cool. So now even with seminars, I know I'm supposed to have three stories and there's a different kind of story for each part of your seminar. And in a client meeting, he did not at those, but it really gave me an understanding of how the clients Interpret your stories. You never want to come across as haughty or prideful in your, you know, things like, like that I have a super fancy, nice motorhome. I'm not going to talk about that. Or a fancy car that I drive. You're going to talk about things that are relatable to whoever you're speaking to and get them to, to relate to that. But it also has to be genuine. So like I my story of when I rebranded as Enjoy with a capital J is because my middle name is Joy and my whole message, you have to find your message. My real message is I don't care if you have $50,000 a year job or a $500,000 year, $5 million a year job. I want people to find the best joy for that, that amount of money that they have. And I use AI actually, whether they use Mint or my integration feature with E Money or some kind of consolidation to see where they're spending their money. And you might be spending fifteen hundred dollars a. But I'll ask them, I'll say, so tell me your three best meals you had last month. And if they can't, tell me one, did you get joy from it? Because I'll tell you, I went on a date night with my husband and spent $350 and went to the Bourbon Steakhouse here in Glendale. We got the Wagyu, we got a fancy bottle of wine, we ubered there and back and we had a great time. That's the only meal I can remember from last month that brought me joy. And if something brings you joy, let's spend for it, let's save for it. And if you can't remember that $1,500, nothing. I don't know what it was, but it did not bring you joy. So I try and define that by seeing where they're spending and I'm not going to do it by hand. So we do use one of those consolidating. And then we build our plan off of that because. And then I use real stories about that. Like I'll give you an example for our, for me. Because we can always tell our own stories. My husband wanted to rebuild his off road truck. And so he told me be about 20,000. Which do I care about? Off roading? Not at all. Do I think that sounds fun? No, not at all. I sit in the motorhome, I drink my wine, I cook my food. But he really wanted to have more of an experience. So we ended up spending $36,000. I was livid when I Got the final bill. This has been almost a year. He talks about it almost every day, how much he loves this truck. We live pretty close to off road. He goes every time he picks up our son early, they'll go off roading. He shows me videos of him jumping. He has, I guess a super, super suspension. Again, not my language. And it brings him so much joy that I get it now. So I can't judge what brings people joy, but I'll share a story like that not because I care about how much we spent on it, but because I can see what brings joy to us. And it's totally different than what would bring you joy. And that's what I build my brand around and my message and my financial plans and I keep bringing it back to that. So I think if you have as an advisor your story and it's authentic and you can relate it to multiple people because you need multiple clients, hundreds of clients, then you can be successful. It just has to transcend those barriers and bring people into that and help them. It has to help them.

Yohance Harrison 23:41

I love that story, by the way. That is a great story and thank you. I. What was, who was the, the, the gentleman that you worked with again? Can you say his name again?

Shelby Rothman 23:50

Oh, Pat Quinn. He. You can find him easily on the, on the Internet and he has different packages available to audit your seminars or stories. He's amazing. I work with one of the companies that does my insurance quoting and thing, an IMO called Advisors Excel, which is very large. And if you do business with them, they will subsidize all or part of your training in that. And I, I use all the resources. It doesn't matter how much or little money you make. If something is included in, you know, for complimentary, I'll give it a try. And that one was amazing. So I still go back to the. You can once you get your login and if you are a subscriber you can even change your stories and ask how does this one sound? Is this one better? And so I have a couple of really good go to stories that I bring in most of my meetings and you know that they're just like mic drops can do. Yeah, yeah, yeah, I'll give you another one. So this is usually a story for seminars like when I open them up that. So I went to. I've never been in sports till my son became in first grade so he's now in karate. And so before that he did like T ball and everyone's gone to the T ball or soccer. And I bring my mimosa. I bring a couple juice boxes for my baby. And an hour and a half later, you're done. Right? We know it. So he had his first karate tournament. So I bring juice boxes, some apple pouches, a jacket. And again, I had a baby at that time, so she's a toddler now. So we go to the karate thing. I did not realize that when you go, nobody told me. They just said, show up at 8. This is the address. It's at a hotel. Nobody told me. This was completely different. And you get there, everyone's bringing in wagons with seats and food and ice chests and multiple changes of clothes. And you come in and it is like the Karate Kid movie with these big rings and stages and bleachers. And I'm here with just a baby in a backpack. And I didn't know. Nobody prepared me. I felt so underprepared. The food only takes cash. Who carries cash? Who? I think I had $5. So I'm having to doordash and run outside of this convention center to find food for my kids and not lose my seats. I don't have the right jackets. I didn't bring him a change of uniform. I was so underprepared. And I feel like our clients are like this with retirement because you and I have been through this hundreds of times. Hundreds. And if they go into it without us, they are like me in that karate tournament. I was so overwhelmed, I wanted to cry. I did, because I'm so prepared and everything else. But I didn't know. And I tell my clients, I will never let this happen to you. And when you turn and tell them that, you know how what of a fiasco it was, it's just so profound that they don't know what they don't know. They think, oh, retirement's fine. I've got a pension. I'm good. You are. You don't know till you show up at that day when you don't get a paycheck and how scary that is. We need to set that stage for them. And an AI can't do that, but we can do. So when you tell them something like.

Yohance Harrison 24:44

Can you share? Can you give us one more?

Yohance Harrison 27:17

That, that was a mic drop. That was good. You're right. You're right. It's a mic drop.

Shelby Rothman 27:21

Let that happen. And it was so. I mean, it really was so stressful. This really did happen. And before that, I had a kind of different story that wasn't quite as good. But now that's my main story of why do I Need a financial advisor. And I go into that story and I go, or you can do it on your own. I don't know what kind of a tournament you're going to go to for your retirement. And no one's going to be like, oh, I'm good. I've already been there. They've never been there. We've been there.

Yohance Harrison 27:47

Yes, yes. Those are great stories. Thank you. I like that. I like that a lot. All right, we're going to have a little bit of fun. This is the part of the show where we play a game called Marry, Divorce and Date. We're talking about technology, okay? So I want you to think about some of the technology that you use. What is one piece of technology that you use in your firm that you will always and forever stay married to?

Shelby Rothman 28:12

Oh, my calculator. My financial calculator. Ba2.

Yohance Harrison 28:16

She took it. She took. She's not even on a computer. She said it's the calculator. I love it. All right, and what is a piece of technology that you are planning to file papers and divorce?

Shelby Rothman 28:29

Oh, gosh.

Shelby Rothman 28:35

Oh, you didn't prep me on this one. So I'm not quite sure, but I would say,

Shelby Rothman 28:42

I don't know, I don't use. I have to tell you, I am not a big technology person. So the only technology that I really use is my laptop and my phone. I don't think I can divorce either of them.

Yohance Harrison 28:53

Okay, okay, okay. Now is there any, are there any new technologies or applications that you want to bring into the practice that you've considered? You know, dating is the term that we'll use whether it's a risk analysis or tax strategy. I think you mentioned that you use E Money. Is there any other technology that you're considering dating?

Shelby Rothman 29:18

So I just started dating Stonewood. I don't know if you're familiar with them. I love it. So I just paid for the first year. So we are dating officially and so far I love it. I closed a couple of big clients using it and I went to a high net worth seminar with some successful advisors who talked about their closing strategy for just higher net worth people that have tax problems and not tax problems. I would just say anyone over the, the 24% tax bracket because, oh, is. What is really graphically goes over in a very user friendly. The difference between a Roth conversion now where taxes are at an all time low versus staying in a tax deferred account and what I love, I Don't like that I had to pay $2,000 for one year for this. And it has other resources. But all I wanted was this report that I can customize for any client. And it's so simple. And it says, like, oh, you'd pay 55,000 now on that account versus 1.7 million. And whenever I go into a client, I never talk about my returns beating the S&P 500 when I'm doing a proposal for a client. So what I love is that when we go up against another advisor, they're almost always going to talk about their models, their strategy, their. Their managers. They're going to be this, they're going to be that. I talk about my planning, and then now I talk about my tax strategy. So if I can bring in that, that's a sure thing. I know what taxes are now. I know what you would pay. And if we can just match SPY or something. So I'll just use an S&P 500 as the illustration in that, then I can tell them how much I'll save so somebody can say, I might make these returns. I can tell you how much guaranteed that I could save. And it seems to be working for me. So I think I'm going to continue using it. But it is only been a few months, and it's just so simple. And not that expensive.

Yohance Harrison 29:22

No, it's a new one. What's that?

Yohance Harrison 29:50

It a tax analysis software?

Yohance Harrison 31:22

I love it. Yeah, it's a new one. Thank you for sharing that with our audience. That is a new one. That is a new. It said Stonewood.

Shelby Rothman 31:29

Stonewood.

Yohance Harrison 31:30

All right, we'll put it. We'll put a link to it in the show notes. And Stonewood, feel free to send us a check. We'd appreciate it. Send it to Shelby. She'll split it with me. So.

Yohance Harrison 31:40

All right. And finally, who is your favorite financial author?

Shelby Rothman 31:47

Oh, my. You know what? I love Darren Hardy. So he's not specific to finance, but I've been to a number of his talks, and I'm doing his business masterclass in May, and he. I just. I feel like he gets me, even though he's not talking to me. And he really speaks well to our business, our industry, and how we work with people. And I know that that transcends different industries because it's not finance specific. But I really feel like if you're bringing your office from where I was a few years ago, just me and an assistant, and now there's six of us in my office. If you're trying to build, he's your guy. And so that's why it's very relatable. To where I am indeed.

Yohance Harrison 32:32

Shelby, thank you so much for joining us on Only Human. It was so great to hear from you and learn those stories stories and how they can be so impactful in interactions with clients because it is something that AI can't do. As you mentioned, AI does not we've mentioned on previous shows AI can't empathize. It cannot. AI doesn't know you. AI doesn't know clients. AI doesn't know your experiences. It doesn't know your clients experiences. It doesn't know how to how to relate. It just knows how to figure out what the next best word is going to be in a series of words. That's has its place but it's not to replace you. So we will see you next time on Only Human. I almost forgot, Shelby, one last thing. If anybody wants to reach out to you, how can they find you?

Shelby Rothman 33:15

Oh sure, you can go to our website@enjoyfinancial.com

Shelby Rothman 33:19

we'd be happy to hear from you.

Yohance Harrison 33:21

All right, well, thank you again, Shelby for spending some time on Only Human. And do yourself a favor, go find another advisor that doesn't have a financial calculator as their top piece of technology. Man, that was good, Shelby. I love that. Find someone that doesn't have a financial calculator as a top piece of technology and have them have a listen to this episode. We'll see you next time. Take care.

Seth Harrison 33:54

Hi, I'm back. Did you enjoy being a fly on the wall for that conversation? I know I did. Now remember, don't try everything you learned today. Pick one or two things you can implement and implement them well. And don't just try something for a week and give up when it's not working. Successful implementation takes time, energy and repetition. Take a moment to follow today's guests and seek out some of the resources. And remember to consult your compliance professionals. We don't want you to get into trouble. Do you have a group of advisors who want to improve their human connection in the AI world? Contact our team to have Johan speak at your conference or event before you go. Please like comment and subscribe. If you're on YouTube, click the bell for notifications.