107 -Investments or You
Retire South Shore Radio Podcast

Episode 107: Investments or You?

On today’s episode, Mark discusses what to look for in a retirement planning firm. One should investigate whether the firm is interested in you, your family, your entire retirement picture, one that includes dreams and goals. Retirement planning is so much more than mere investment opportunities and the purchase of “products.”

Firm offers insurance services. Rowlette and Associates, LLC DBA: South Shore Retirement Services – an affiliated company – is an independent financial services firm offering both insurance and investment services. Investment advisory services are offered only by duly registered individuals through AE Wealth Management, LLC (AEWM). AEWM and Rowlette and Associates, LLC DBA: South Shore Retirement Services are not affiliated companies. Investing involves risk, including the potential loss of principal. Any references to protection, safety, or lifetime income, generally refer to fixed insurance products, never securities or investments. Insurance guarantees are backed by the financial strength and claims-paying abilities of the issuing carrier.

This podcast is intended for informational purposes only. It is not intended to be used as the sole basis for financial decisions, nor should it be construed as advice designed to meet the particular needs of an individual’s situation.

Rowlette and Associates, LLC DBA: South Shore Retirement Services is not permitted to offer and no statement made during this show shall constitute tax or legal advice. Individuals should consult with a qualified tax professional for guidance before making any purchasing decisions. Our firm is not affiliated with or endorsed by the U.S. Government or any governmental agency. The information and opinions contained herein provided by third parties have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Rowlette and Associates, LLC DBA: South Shore Retirement Services. 01268350-4/22

Speaker 1:

This is Retire South Shore Radio, a weekly program designed to educate you on all your retirement options and introduce you to Mark Rowlette, founder of South Shore Retirement Services. For the latest on free seminars, to obtain a report, or to set up a consultation, please visit retiresouthshore.com. Retirement services and real world retirement solutions. Looking at the whole picture to design a complete strategy, including retirement planning, Medicare decisions, and legal documents. Now here’s Mark Rowlette and your host, Jordan Rich.

Jordan Rich:

Hello, again. Welcome to another edition of Retire South Shore Radio. Great to be with you. I am Jordan Rich, and it’s always a pleasure to be with my friend, Mark Rowlette, the founder and president of South Shore Retirement Services located in Hingham, Massachusetts, with clients all over New England, and beyond. And Mark and I get together every week to talk about your retirement.

Jordan Rich:

How are you, first of all? Start with that.

Mark Rowlette:

I’m very well. Yeah. Waiting for the weather to start getting a little bit better, not liking the cold weather very much, and then cursing my family in Ireland when they’re like, “You’re so lucky that it snows over there so much.” I’m like, “That’s because you just see it on FaceTime or pictures that we send you. You don’t realize that we have to dig out and go back to work.”

Jordan Rich:

I think you’re also hankering to get back onto that boat, so before, you know it.

Mark Rowlette:

Most definitely.

Jordan Rich:

Before you know it.

Mark Rowlette:

Yes.

Jordan Rich:

Well-

Mark Rowlette:

Yes, there will be more to come on that once the weather get warmer [crosstalk 00:01:39]-

Jordan Rich:

Before we get too far along, I want to remind people, retiresouthshore.com, at any point during the program, if you’re listening and you want to follow up, get more information, or set up that free 15 minute no-obligation strategy call that Mark instituted back during the beginning of the pandemic and it’s worked quite well, then go to retiresouthshore.com and sign up and schedule that call. So let’s focus on something very important. The question is today, investments or you, and I know you’ve got an explanation.

Mark Rowlette:

Yeah. I mean, which this is what I would pose the question to everyone listening, investments or you, which does your investment advisor focus on? What does your broker focus on? And if you’re thinking in your mind, Investments, well, maybe you’re not getting the complete advice that you need because maybe that’s not the focus it should be.

The more of a focus on what are your goals? What are you looking to do with this money? Dig a little bit deeper when you start having these conversations with whoever’s helping you, or if you’re interviewing multiple advisors to think about what sort of change you’re making, make sure that they’re listening to what you want to do with the money. I mean, obviously every investor wants to make money. They want their money to grow. That’s a given. That’s a no-brainer.

Jordan Rich:

Right.

Mark Rowlette:

But if growth is already the assumption when it comes to saving and investments, what goals describe what you want to do with this money? Because it’s a given that you want to make money. Everyone wants to make money, otherwise they’d just stick it all in the bank. So many advisors just aren’t listening. They’re just always trying to show someone, all right, this fund is not as good as this fund, or this is more expensive than that.

xAnd I think that’s important as part of it, but the discussion should be more around, what are your goals? We talked about this last week. That, to me, is the most important thing and then we work backwards from the goal. “My goal, Mark is I want to spend two months in Florida every winter. I want to have our house in Weymouth. I want to be able to see my grandchildren who live in X, Y, and Z states. I want to be able to help put money away for their college education.” And then we come back to, “Well, this is how much that’s going to cost based on how much you have. Yes, you need to make money, but again, those investments are really just instruments that give you the returns you need to do the stuff that you want to do.”

Jordan Rich:

I know the term is often thrown around, products. We’ve got products for you. And again, you’re not saying that it’s not important, but if that’s the first thing, in other words, that somebody’s trying to influence you to do or buy or purchase before asking you what do you really want, you ought to be wary, is that what you’re saying?

Mark Rowlette:

Yeah. I mean, I meet lots and lots of people, and I just remember one particular conversation I had and it was actually with a physician, and he came into the office and I think he had come to a webinar or had heard us maybe on the radio, but he came in a little bit off like he wasn’t open, he wasn’t forthcoming. He sat down and immediately said to me, “What investments do you sell? What are you selling me?”

And I knew what his question was, but I said, “We don’t really work that way. We look at what your overall strategy is. And we base that on, all right, this mix of various instruments is the most appropriate to get you the return you need to do the stuff you want to do.” And he said, “No, but what are you selling?” I said, “Well, let me ask you a question.” I said, “What medication are you pushing? What are you prescribing to a client when they come in?”

And he said, “I wouldn’t do that. I figure out what’s wrong with them and then based on that, make recommendations for something that might be able to help them.” And I said, “Well, we do exactly the same thing, we just do it with money.” So I think that’s where the disconnect sometimes is, is that it’s not just about one investment is better than the other. It’s about building an overall plan that works for the particular client or the particular clients, and then, like I said a minute ago, the investments are just … they’re not immaterial, but they’re not the most material part of the overall strategy.

Jordan Rich:

Well, it’s also building a relationship. When you’re talking about retirement, you’re talking about family issues primarily, and you get to know that this person has a family and a growing one and grandchildren on the way, and you can see the twinkle in his or her eye or both, and that’s really what it’s all about. It’s the same thing if you’re buying a new computer or a car or a hard good, you don’t just want to look at the price and walk a way, you want to know what I need and how it’s going to benefit me and how I’m going to use this product. It makes perfect sense.

Mark Rowlette:

Yeah, absolutely. I mean, I have story after story of people that I’ve met with and I think that that’s probably the easiest way to describe our process.

Jordan Rich:

Sure.

Mark Rowlette:

I met with a couple and he had met … or the husband had met with two or three other people prior to me, which is pretty common. And you could tell, he was just frustrated because he was asking, “What’s your investment style? What are you going to pick? Where do you go?” And I’m like, “I have no idea.” People weren’t listening to what his goals were. People weren’t listening to what he wanted to do with the money. They were just trying to discredit each of the previous people that he had met with so they could get the assets under management, which in my business, that’s the king, right?

I mean, you want to bring clients on so you can help them with their money, but that’s how you make a living. But as a result of those sorts of conversations, he came in sour. And it was the for first time that I said, “Well, what do you want to do?” And he said, “What do you mean?” I said, “Well, what do you see yourself doing for the next 20 years and let’s figure out if this money is even needed as part of your income?”

And we talked for about a half an hour and he had a pension plan, he had Social Security, which was really strong. His wife had Social Security, but he had taken the pension plan as a no survivor option, which made sense based on the overall discussion. His biggest concern was his wife. That was his biggest concern and nobody asked him, “What do you see happening? What are your worries?” It was always, “This investment is better than this investment.”

From an investment perspective, I’m not reinventing the wheel. Nobody here is in the office. We don’t have some secret, super-duper type of ETF or whatever it might be that nobody else has. It’s really looking at what’s the goal with the money? What’s the most efficient way for us to get to that point? And it’s not just about the investments. From his perspective, it was making sure that his spouse of more than 40 years was going to be okay if something happened to him and his pension stopped.

So mapping out a strategy from that perspective made lots more sense. And then to add to it, it was a sizable amount of money that he had not paid taxes on yet because it was a retirement account to say, “Well, each and every year, we don’t necessarily have to change how it’s invested, but let’s chip away at it and maybe take some money out that you don’t need to spend and get rid of the taxes, so when you do or if you pass away first, your wife is going to be … have a sufficient amount of money to continue her lifestyle.”

“But we’re taking advantage of you’re married, filing jointly, so you’re in better tax brackets than either one of you will be if one person passes away and the survivor is now a single filer.” And nobody had ever talked to him about that sort of a strategy and about that sort of thing. I realize I’m tooting my own horn, but that’s the reality of it is that you need to spend more time in my job listening than actually telling people what they should do.

Jordan Rich:

Yeah. I was going to say listening is a key. And to equate it to American football, not the kind of football you’re used to, it’s-

Mark Rowlette:

No, I watch the American football now. You know I’m learning a little bit more.

Jordan Rich:

I know, but I’m thinking you want to take a Belichick approach than just march down the field approach because it’s 4D chess too. You really have so many issues at play, including longevity, including time, including spouses, including mates, including children and legacy. I mean, it just, there’s so much wrapped up in it and let’s face it, it’s much more entertaining and invigorating for you to work with somebody to see them grow in multiple ways, not just grow with the bottom line and they will grow with the bottom line.

Mark Rowlette:

Yeah, absolutely. I mean, I think that’s what sets one advisor or one firm ahead of the others is that you truly listen to what the clients want to do. And it sounds cheesy and people who don’t know us or don’t know me, maybe flipped on the radio and they’re like, ‘What’s this guy talking about?” But that’s the truth. I mean, you’re dealing with people’s lives.

You’re dealing with their ability to continue a lifestyle at a time that they don’t have maybe an option to go back to work. And I think financial planning is not just about investments, which sounds contrary to what you think I would say, but it’s truly about mapping out how to use the money, how to spend the money now and in the future, and maybe taking the tact of, is there something that we can do today, that’s going to vastly improve your situation tomorrow or the next day that if something like death occurs, that you know that your loved one is going to be okay.

Jordan Rich:

Yeah, that’s very important. I mean, it’s not as important when you’re 30 or 40 or 50. You’re not thinking in those terms, but believe me, I know because I’m in that age range where you really want to take into consideration the people you love and the people around you. So it’s a fascinating topic and so much of it as human nature, and so much of it is the level of comfort in a very stressful time we’re living in. And of all things, Mark, shouldn’t retirement be a time of comfort? People have worked so darn hard to get here.

Mark Rowlette:

It absolutely should. And for most people it is quite honestly, Jordan. I mean most of our clients, in fact, I would say the vast majority of our clients love being retired. They love not having to be stuck at a desk or missing a flight back on a Thursday night and not seeing their family until three o’clock in the morning on a Friday morning. They love it, but they love it from the perspective that they don’t have to worry about it because we’ve positioned things in such a way that they are able to enjoy the more important things in life and not have to constantly be worried about what’s going to happen when the next drop happens. Am I going to have to change my lifestyle completely?

Jordan Rich:

If you’d like to know more about the operation and how it works and how it comes together, the All Hands Analysis approach, which has been very effective, visit retiresouthshore.com. Those three words together, retiresouthshore.com. I want to remind people too about the office number. It’s the weekend, but the offices will be open first thing Monday, and someone will get back to you. That’s the watch word. Get back to people and communicate. 781-836-4214. For any questions you may have, you can set up that 15 minute, no-obligation strategy call, 781-836-4214. And we’ll return with more right after these words.

Speaker 1:

I need $85,000 a year in retirement. So how much do I need to save?

Jordan Rich:

The All Hands Analysis team at South Shore Retirement Services in Hingham gets this question quite often. The numbers are different, but the concern is the same. Will I have to worry about money in retirement? The answer is simple. It’s different for everyone and the folks at South Shore Retirement Services know that and can help you.

Their All Hands Analysis team will break down everything you need to know so that you can enjoy a stress free retirement with all of your needs taken care of under one roof, from retirement income planning, investments and wealth protection, tax planning, healthcare and long-term care, legacy and estate planning and more. The All Hands Analysis team at South Shore Retirement Services takes the worry off your shoulders, making sure that you and your family have a solid retirement plan in place. Schedule your free 15 minute strategy call today. It’s so easy, just visit retiresouthshore.com. That’s retiresouthshore.com.

Jordan Rich here, reminding you that at South Shore Retirement Services, they hold informational seminars for the greater South Shore community. The goal with these events, to address common questions and concerns that come up while you’re preparing for retirement. Through these presentations they strive to keep you up to date on issues that matter to you, your family, and your finance wellbeing. And after attending a seminar South Shore Retirement Services invites you to schedule a one-on-one consultation to address your unique situation and retirement goals.

Two seminars on taxes in retirement, Tuesday and Thursday, March 15th and 17th, respectively, each starting at 6:00 PM at Davio’s Northern Italian steakhouse in Braintree. Still some openings so you can register now at retiresouthshore.com. That’s retiresouthshore.com. Thank you.

Welcome back here, friends. Great to be with you. I’m Jordan Rich, along with my dear friend, Mark Rowlette, the founder and president of South Shore Retirement Services in Hingham. And we’re talking today about a very important aspect of all of this, investments or you. And I guess Mark, I’d love for you to just wax a little bit poetically about what people should be looking for or at, in either their existing or future advising firm. What warning signs that you may be in for a rougher ride?

Mark Rowlette:

Look, I know there’s tons of really, really good professionals out there that are doing a standup job for their clients and their clients really love them and everything is working out great. But for people who are looking to make sure that they’ve covered all bases when they’re sitting down with someone, I guess a few tips to make sure … this is my opinion of the things that I think are more important, because it’s not just about the money.

Obviously, you have to ask yourself, “What’s the reason that I’m growing this money?” And that sounds ridiculous to say that because everyone obviously wants to make money, but what’s the purpose of it? Are you growing it because you need it for income? Are you growing it because you want to pass more money to the next generation? Are you growing it for a multitude of other reasons? But figure that out first, try to envision what specific things you might need to purchase or to buy or to pay for that that money’s going to be used for. That would be number one.

But I think I would tell people, pay attention in your next meeting or your next conversation with your advisor or your broker and take note of how much of the conversation is about your life goals, your concerns about the future, the tax situation and any other non-investment related topic versus centering around the investments themselves. And that goes honestly, both ways because not everyone’s a good fit for our office. I’ve had people come in and say, “Tell me how you beat the benchmark over the last five years.” I’m like, “I have no idea because it’s not a one size fits all and four clients could have completely different-

Jordan Rich:

Of course.

Mark Rowlette:

… goals, objectives and tolerance.” So it’s more around goals. I mean, the goals are the most important thing when we are looking at it from a client’s perspective. So you want to try and make sure that whoever’s helping you with your money is helping you for you as opposed to helping you from one investment being better than another and just looking at it from a dollars and cents standpoint because there’s more to retirement than the money side of things.

Jordan Rich:

I used to buy shirts from a shirt maker when I was very young and I was foolish, but I loved it. They were custom made. And I, of course, most of the time we buy things off the rack, nothing wrong with that, but there is something to be said for the attention to detail. And I’ll come back to what you said earlier, for listening to my needs. If I’m one guy, I’m totally different than 10 other guys and gals. So it’s a very important aspect of this.

Mark Rowlette:

I mean, again, I said this before the break. W e’re not just analyzing, which obviously is part of it, analyzing what their current holdings are. But the bigger picture is what do you see yourself doing over the next 20 years and how can we help you accomplish that in the path of least resistance?

But I remember a conversation with a client and these guys have been clients of mine for probably, geeze, close to 20 years now. And it was more the conversation with his wife. It was a husband and wife. And she said to me, “We’ve had a financial advisor for 15 years before we even met you.. And she said, “The financial guy never listened to me, never talked to me, really directed all parts of the conversation to my husband, but I’m here too.”

And she wasn’t being heard. She wasn’t being listened to. And I think that’s a huge shortfalling, specifically in that situation that people are not only paying attention to what the goals are, but paying attention to both people, because sometimes in a couple situation … you’re married, I’m married. Lauren and I don’t agree on everything. So you want to make sure that you’re meeting and hitting the objectives and goals of both people in a relationship. And I think that’s really something that we do a great job at very [crosstalk 00:19:14]-

Jordan Rich:

Mark, that’s a very important point, the role of women in retirement. I mean, women are the majority of the population. They statistically outlive men. But for the longest time it’s been the man who gets the attention. I think you’re absolutely right. And it is slowly changing, but it’s still out there. So it’s something-

Mark Rowlette:

Well, yeah, I-

Jordan Rich:

… to be aware of.

Mark Rowlette:

I think you’re dead right in what you’re saying, but I think, to take it a step further, a lot of the time we’re meeting with couples and one person is the one who runs the finances, the retirement money and one person isn’t. And it doesn’t necessarily mean it’s the husband who’s always doing it. I have clients that the wife is the one who takes care of all of the investments and the husband goes to work, gets a check. He gets his pocket money for the week and beyond that doesn’t really have any involvement in it.

So that person is sitting in a meeting, I can tell if they’re getting lost and I can tell if they’re not understanding what’s happening, but it’s impacting them too. You can’t sidestep the fact that both people are going into retirement, both people are going to need income. And if the one who runs the money, who understands everything, who is agreeing with what I’m saying or what one of the advisors here in the office is saying, but the other person is completely lost.

Well, that’s got to be a terrifying situation for the other person. So we try to make sure that everyone in a relationship understands why we’re doing something. Why money is sitting in a particular type of investment, when we’re going to take money out. Why we might be taking more money out than they need to live on to take advantage of the tax bands that they’re in, but that everyone understands what the overall plan or strategy is because if one person passes away and it’s the person who took care of things, the other person doesn’t want to be like a deer in the headlights.

Jordan Rich:

Right. I’m sorry. As we discuss these very important issues, I remind you that there’s something that’s available through South Shore Retirement Services called the 15 minute, no-obligation strategy call. There have been hundreds of these calls since the pandemic rolled around. And the process is so successful that Mark and his team are continuing it. I just always like to remind people it’s retiresouthshore.com, where you can sign up on a very easy grid system for your call and you can do it from the comfort of your home. Retiresouthshore.com or call the office number 781-836-4214.

You just said it and I want to reiterate, the what if scenario, I am entrusting someone to tell me the good and also to warn me of the dangers and the pitfalls, or at least to make me aware of what’s out there. I don’t want my doctor sugar coating anything. So how critical is it for you to relay information about life expectancy, about what’s going to happen when because it’s all when [crosstalk 00:22:00]-

Mark Rowlette:

You know what? I mean, the most people, when I say, “I know this is morbid.” They’re like, “No, but it’s reality.” I mean, these things happen all the time. There’s no benefit to me or any of the advisors here in the office just being yes men, just agreeing with everything that a client says and then the wheels fall off the strategy completely. So if I don’t think that somebody can … I don’t lose sight of the fact that it’s their money. But if I don’t think something is going to work for a client or it’s their expectations for how much they can take are beyond what we think is reasonable, there’s no benefit to anybody in that room for me not bringing it up.

So I think it’s critically important that you’re very upfront with what the person can do and can’t do based on their resources. If you don’t have enough money to retire then and somebody to tells you’re going to be fine, because they wanted to get an account. That, to me, is a cardinal sin. And I think when you start talking about people passing away, again, you can’t avoid it. That’s the sure thing. The two sure things in life and that’s one of them. And if you prepare for it, then there’s one less thing for a person to stress out about. Because unfortunately, having done this for 25 years, I have lost clients.

Clients have passed away and spouses are completely beside themselves because they’ve lost the love of their life. But to add to that, to be worried that you’re going to run out of money, that’s not necessary. I remember as we’re closing, I remember a conversation with a client and I know I’ve told you about this on the air before. I met with the husband, we were starting to go through the process and he had a massive heart attack and passed away and we hadn’t finished legal planning. We hadn’t really gotten into the weeds of actually becoming their people.

And I called to just set up a follow-up meeting, daughter answered the phone and I said … introduced myself, said who I was and I was looking for her dad. And she said, “He passed away.” And I said, “Oh my God. I’ll call back. I’m so sorry,” and all of the rest of it, just trying to get off the phone and she said, “No, no, no. My mom wants to talk to you immediately.” Mom got on the phone. She’s like, “I need to see you because I don’t know where any of this stuff is.” And so it was so important to hold her hand and walk her through all of that process to make sure that she knew she was going to be okay. Her husband had done an incredible job saving.

We’d built a proposal. We’d put a strategy in place. We just hadn’t executed it, but I helped her, walked her through and we executed it. And that was more than 10 years ago. Thankfully, she met someone. She got married again. I think it’s wonderful. I talk to her quite a lot. We see her from time to time because they lived probably an hour or so away from the office now. But that phone call changed my thought process on this whole business was how important it is to make sure that there is safeguards in place, that there is somebody there to help people when they are, quite honestly, most vulnerable. What’s much more vulnerable than losing your loved one?

Jordan Rich:

Right. That story illustrates just how important it is too, for you to have all of the resources on hand and all the teammates on hand to help out because every situation is fraught with the unknown and things happen.

Mark Rowlette:

Absolutely.

Jordan Rich:

I know you have a great team that we’ll talk about again. We talk about them often. So in conclusion, you’ve really given us a treatise as to what people should look for in any dealings with a retirement planning firm of any kind or an individual. And it’s very basic common sense and you live the … you walk the walk and talk the talk, but it’s important for people to be wary anyway out there. Make sure they’re careful.

Mark Rowlette:

Absolutely. I think the theme of today, I don’t think there’s any benefit to talk about specific things to put your money into. Sometimes it’s important to talk about the person who’s going to help you build your strategy and the relationship that you have with that person and what … some people might disagree with this. It’s just my opinion and what I think is the most important thing is the relationship itself.

Most people, when they come in, they assume we know what we’re talking about. They assume that we have the ability to use each and every company and pretty much no limitations to what resources that we have or investment options that we could … we can provide. Maybe I’m going out on a limb assuming that people just know that. But I think the relationship itself else is probably the most important thing that you can have with someone, especially when you’re dealing with their life savings and their family.

Jordan Rich:

Couldn’t agree more. Absolutely. Remember folks, retiresouthshore.com is a terrific website, can lead you along to all kinds of helpful information, including a chance to schedule that 15 minute, no-obligation consultation phone call, which is so valuable. Mark, we’re plum out of time. I want to thank you as always and wish you and your family a great week.

Mark Rowlette:

You too. Take care.

Jordan Rich:

Speaker 1:

You’ve been listening to Retire South Shore Radio, a presentation of South Shore Retirement Services. For the latest on free seminars, to obtain a report or to set up a consultation, please visit retiresouthshore.com. Stay tuned for more real world retirement solutions, retiresouthshore.com.

One of the biggest stressors when it comes to retirement is the obvious one, will you ever have to worry about running out of money in retirement? Mark Rowlette, founder and president of South Shore Retirement Services.

Mark Rowlette:

Nobody should have to worry about running out of money in retirement, but so many people do. Our approach is simple, build a strategy that can give you a consistent income while allowing your money to grow while times are good.

Jordan Rich:

The All Hands Analysis approach at South Shore Retirement Services will break down everything you need to have a stress free retirement. They’re ready to assist you with retirement income planning, investments and wealth protection, tax planning, healthcare, long-term care and legacy and estate planning. Schedule your free 15 minute strategy call today and get helpful answers to your retirement questions. Just visit retiresouthshore.com. That’s retiresouthshore.com.

Investment advisory services offered only by duly registered individuals through AE Wealth Management, LLC (AEWM). AEWM and Rowlette and Associates, LLC DBA: South Shore Retirement Services are not affiliated companies. Investing involves risk, including the potential loss of principal. Any references to protection, safety or lifetime income, generally refer to fixed insurance products, never securities or investments. Insurance guarantees are backed by the financial strength and claims paying abilities of the issuing carrier.

This podcast is intended for informational purposes only. It is not intended to be used as the sole basis for financial decisions, nor should it be construed as advice designed to meet the particular needs of an individual’s situation.

Rowlette and Associates, LLC DBA: South Shore Retirement Services is not permitted to offer and no statement made during this show shall constitute tax or legal advice. Our firm is not affiliated with or endorsed by the U.S. Government or any governmental agency. The information and opinions contained herein provided by third parties have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Rowlette and Associates, LLC DBA: South Shore Retirement Services.