No One Grows Alone | Meet My New Partner

[00:14] This is the perfect parking spot for this train right here. So,

[00:29] private sector, he visited our office because we were arriving so that, well, he went to the institute to visit us. We are not the type of person he would visit. And when he was there

[00:42] visit us, he came to have this chat with us, because the guys within us, because the guys within thing. If we can help this guy

[00:56] 're not just the arm that will educate him, the arm that will help him trade, the arm that will even help him have fun in the market, fun, right? And if we're going to be able to become something much bigger, you know? That guy over there

[01:10] , he's in Canada, he doesn't know me. No, it's really cool said yesterday, the guy doesn't know me, he

[01:22] way we work, and when the guy started opening up, you see, he already opened up for me, he has 2.5 million in cash and he's

[01:38] getting 0.65%, almost like a savings account at Santander, you know? The product is stuck, right? Because the product he's showing doesn't exist. But there's also something different about him. There's a

[01:51] new moment in our market. We're entering a new wave of new CPF (Brazilian individual taxpayer ID) holders into variable income investments. The interest rate went from 15% to 14.75%. So,

[02:03] closed and will return to our average, which is 9.75%, is 9.75%, 10%, an average, right, in Brazil . There are many clients who look For you guys,

[02:16] no longer as traders, this 30-60 year old age group, they look at you like, "Wow, who invested in various things, Igor is a guy who was successful in this," but

[02:28] he has several other business possibilities, like real estate development. André is a real estate developer, you're a real estate developer. How many businesses have you bought estate developer. How many businesses have you bought , right? And in

[02:41] , right? And in May of last year [song] I was buying, it was [song] from May to September, that's when I made a good hit at auction, right? Then I was doing it

[02:55] live, like, sometimes the auction was from 10 to 11 there, I was already, like, I had already adrenaline out of the people and I showed, I said: "Look, guys, I'm going to bid on a car, a house, etc., doing it step by step." And I'm always uh uh coming back, right?

[03:10] Since I came to São Paulo, I I 've always had this desire to not have the client, not just in trading. Man, I remember this from LS. When I joined LS, I'll never forget it. It even caused

[03:23] [snoring] The first student who approached me, Her name was Débora, I'll never forget. [snoring] So, like, she was in the same process as this guy, right? Like, banked, all the

[03:37] this guy, right? Like, banked, all the money all messed up. So, I don't know, I had five days at LS, so I picked up the phone and sent it to Biz. Then B looked like, scared, you know? Like, "Wow, this has nothing to do with what

[03:49] you're doing." I said: "No, B, but it's revenue within the company." I always had the mindset of multiplied revenue. And [snoring] so my idea of ​​wanting to be in a bigger process is precisely because you don't leave

[04:04] bigger process is precisely because you don't leave this client unattended, right? And know what to do, or sometimes a guy money [loaning] available, you know? So, the

[04:18] very concerned about that. If you look at healthiest base is mine, which is the guy who dies the least, you know?

[04:33] Obviously, you'll never stop taking that guy out of the mortality rate, because sometimes the guy is bedridden at home, but today I have the guys who really follow me , not the newcomers, you know

[04:46] but the guys who are with you, but the guys who are with me, I have a lot of people who came from LS back then and are still alive today, earning, doing, you know? Trading a little, don't let the guy

[05:00] there are other things here to leverage money. I ended up getting even closer to Storm, actually, Right? Like, with Storm, even today I'm kind of confused, you know ? Like, why did he give me

[05:14] ? Like, why did he give me so much visibility at LS? Today I understand, but at the time, and because I had that support in the beginning, because I wasn't Monteiro, right? I was a guy who

[05:29] was succeeding, who had potential, and, like, It's like, what's going to happen, actually built it together, right? So, I think the reciprocation,

[05:43] I think that what I achieved by having good people also my obligation to give back. It's not for nothing that, damn, the guy shows me at my distance. The guy calls me sometimes at 11

[05:58] pm. Uh, I've even helped a student who was having a man, like, the first guy It came to mind mind and I can't, like, filter it, you

[06:10] know? Up until now, I'm like, no. And you had an ascension with mentors or your idols, right, the guys you looked up to, who

[06:23] led you to this? Because, man, Stormer Alexandre, he works with people, the magician works with people. Yes. If you look at André, at Aliakin himself,

[06:35] guys who were in this, they work with people, right? And I'll tell you, Igor, that when we think about this new generation of traders, idols and guys who will last a long time in the market, because

[06:49] 11 will die , right? 11:30. Yes, every year this will happen. They all have the same characteristics, because they don't stand on their own two feet. When you're a

[07:03] you have a close relationship with the student, you don't stand on your own two feet, because you didn't deliver the [music] with truth in what you're teaching, you actually help the person succeed, right? And success is something

[07:16] sometimes, success doesn't may not have seen it financially, but the success was being able to stop doing that and do other things inspired by you. This only

[07:29] happens a lot, this closeness only stands if you do what is real. Everything else ended up that I ended up having a relationship with everyone in that circle , right? So, whether I wanted to or not, this helped a lot in

[07:44] wanted to or not, this helped a lot in the process of—I'm not going to talk about learning. Obviously, I had already been learning for years and years , but much more in the process of understanding how

[07:56] these people acted. So, I had a free postgraduate course there on the positioning of André, Igor, Storm, all of LS there, you know? And all the others that, even though it wasn't [their direct line],

[08:11] we ended up meeting, right? Like, a weekend with IG there, and at the time there was a roundtable discussion, like, we ended up, I ended up meeting a lot of people. So, I've always been in the right place at the

[08:25] also prepared, right? I've taken advantage, and many people sometimes even have the opportunity, but they don't have the preparation and end up missing the chance. Or they have it, or they have a lot of preparation, but they can't

[08:38] open the door of opportunity. Thank you very much. Okay , just drink it straight. Tom too. This is really good stuff. Different. But it's more bitter. It's more

[08:53] full-bodied. It's so good that I didn't even interrupt No, but let's go in, you can stay there, right? Let's go. there, right? Let's go. You

[09:08] person who manages to be disciplined in trading ends up becoming a better person? I even think the path is the opposite, right? As long as he doesn't improve as a person, he can't do well in trading.

[09:20] trading, right? No, most of the time... It's about trading, much more about showing my routine as a person, as a husband, as a father, and then showing it as trading, which I think is the consequence of

[09:34] following a balanced path, right? While you can't balance your life, trading will only amplify and often just hurt ? And look how funny, how sure I am that what

[09:48] we're saying is true, right? When you 're emotionally well with your family, with your profession, with the things you have outside, you get in front of the screen. I remember that movie with Ken Reeves, which was

[10:01] Help me. Matrix. Matrix. When he enters that state start to make sense. When you're doing well, that's how it

[10:13] works. You look at the screen, you say: "Man, it's going to go up." And then you buy and it goes up. Now when you're mentally unwell, right? You fought with your wife, you're having some personal problem, something like that... Man, it's

[10:26] impressive. You sit there, Nirvana doesn't come , you can't see it. There's a cloud in front of you that you can see... I went through financial difficulties, what caught my attention most because of trading, wasn't it? It

[10:41] wasn't because, well, I remember leaving the bank, right? Relatively, it was like saying I had money, but financially stable guy. And I remember when I started

[10:55] And I remember when I started trading there, I always traded stocks. 1000 lots, I went in like, "I'm going to enter with 500 lots in the index, " thinking it was a fractional share. And then, man, you get that

[11:08] first shock, right? Wow, so fast ? Normally you win, right? So, what happened to me? I thought that because I was very good at the thought that because I was very good at the bank, trading would be a

[11:23] right? I started too big. Yeah, a lot of people think like that. And then, like, I joke that I pressed the... The elevator went from the 25th floor to the basement, but I was elevator went from the 25th floor to the basement, but I was lucky enough to have good people who

[11:38] said, "Dude, the basement isn't good, you can go back to the 15th floor." So, it was the trade that hurt me. I had a 100% imported cars in the garage, a financial reserve, and so on. I had just

[11:55] financial reserve, and so on. I had just set up a chain of gyms that wasn't making money, but it was in the process of reaching an acceptable payoff, getting back to break-even , you know? But then the trade came and

[12:09] wrecked me. And it didn't just wreck me, it into a single piece, for two or three days I entered a

[12:22] dark cloud where I practically lost everything, literally going back to square one. I remember I was left with R$33,000, R$1,000 of everything

[12:34] I had built up, I mean, I had, I don't know, 13 Years in banking, that's process [with music] happened, and I got hurt. So, precisely during this

[12:46] hurt. So, precisely during this process of getting hurt, that's when my family came in, in this case my wife, who said: "Happy in abundance, happy in scarcity." But one thing Rafaela said to me that I

[12:59] 'll never forget was: "I've never seen you fail at anything." So, look for good people, learn from them, and then replicate it. saying is, if it weren't for my wife, I would n't have made it either. I wouldn't have had the

[13:14] strength to, well, I never went broke, but I started from scratch. So, in a way, you also started from scratch. So, if it weren't for that, because there are times when it's terrible, right? There are times when you need

[13:27] no way, right? Besides, and if instead of support, you have demands, then it's find. And today, Right? Today, we serve thousands of people there, and what people often don't

[13:43] people often don't understand is that sometimes it's not a problem with the wife or the husband, right? I'll talk about both, it's a problem with the person who's there, like, "I want to start surgery." Period. Sometimes there's a

[13:57] lack of dialogue within the home, within the family, between the spouses, right? Husband and wife, the spouses, right? Husband and wife, to say: "I need X amount of time

[14:10] to start surgery." But this dialogue is different. The person says: "No, many times this happens." Then the guy got fired, savings and says: "No, I'm fine, I changed professions." In reality, the guy did

[14:24] n't change professions. The guy didn't have a chance, the trade just fell into his lap, and he thinks that sometimes a CEO of a company who earned R$30,000, R$40,000, R$50,000, R$1,000, and he thinks that because he has this

[14:38] skill, like I thought he had, he's going to get into trading and do it. But this dialogue with the family is the most important thing. Why? Imagine this: you're going through a transition, a change, or suddenly in a difficult situation, and

[14:52] you turn to your wife or husband and say, "No, I can make R$30,000, R$40,000 doing something I don't know anything about." So it's humanly impossible. But if you have this dialogue, and I'm the one who insists on it, and I

[15:04] fight hard for it, well, when I'm going to close a mentorship deal , especially an individual one, I don't just send the link to the person and say, "Hey, let me talk to your wife, let me talk to your husband, let

[15:18] because without this process of understanding from both the outside and the family, the guy can't make that leap forward." And

[15:30] where's the money? Where's the money? First month reserves decreasing, second When it gets to the fifth or sixth month, what is the guy going to do? The guy is already on the bench, he's going to try to leverage his position to be able to deliver what

[15:45] he agreed to, what he agreed to. And in those hurt later on, but normally it won't happen and it won't work out Cool, man. It's something you mentioned that's very similar to what

[15:58] we're doing as investment advisors, right? Well, sometimes a guy comes to us, and I usually meet with clients in the afternoon who but they have 1%, 2%, or 5% of their money there, and the rest is for something else.

[16:13] No, because I have so much in fixed income and all that, I don't know what, do you have something that yields more and so on." I was saying, "No, wait a minute, wait a minute, man. The today we're not going to talk about the product. I need to get to know you. Who are

[16:25] What do you invest in? Do you have a wife, how long have you been with her? Kids? Are you in college? Are you going to study abroad? Man, forget the product, because the product who the person is so I can then know, even

[16:40] later on, if I have a product that's suitable for them or not. Because there are probably some guys I say, 'Man, I can't deliver what you need.' And if I say I can and I can't,

[16:53] guy came to me, 'Look, I have 300,000 at the beginning of the year, I want to start the year with a million more.' I said, 'Man, I can't do that, okay?'" "Then you have to find , I'll see, but what do you think will

[17:07] happen? I said: "Well, uh, anyway, I was honest with him and all, it wasn't all talk to these guys, and there are people you say, "Man, I'm not going to be several instances, about three months ago, when a

[17:22] guy came to my house, very similar to this, but in a slightly more how much did you spend to get money because I won't be able to help you." And often the guy creates an

[17:36] initial frustration there, but then he says: "Damn, the guy was sincere and he knows that there's no miracle path either , right? Exactly. It's a path of work and repetition over a long time.

[17:49] Igor, let's go. I brought a guy from Rio Grande do Sul here today to make a barbecue for us and we're going there. We'll talk about barbecue, cars, Sneakers and news. News. Partnership, right? Who knows. F. Look, I

[18:04] was invited here, okay? Here, at André Moraes' house. Just take a shot of this view eat some meat. He says there's a guy from Rio Grande do Sul here who knows how to barbecue. And let's see news for you guys, okay, Tom? Look at André's cutting board,

[18:18] look at the name on it. I said: "The day INDEC does something cool for me, I years, I said, 'I'm going to use the cutting board.' [laughs] Take this cutting board. You know, but then, you know, like, man, we're

[18:36] . I'll get it. Then maybe he left, I forgot to give it to him, and it kept getting delayed left, I forgot to give it to him, and it kept getting delayed , delayed, delayed.

[18:56] But is it salt before or salt after? Ah, I think salt works both ways. It salts. I think we can't be afraid to let the meat have flavor,

[19:08] right? So I really like salt. I put it before, I'm going to be there, you know? I'm going to turn the fat, it's going to drip, the grill is going to become a crazy mix of smells and temperature. And from that point on

[19:21] because I didn't do it on a skewer, then we'll already have a different sensation. When it's finished, I add more salt, just that little touch. It 's not a parriti salt, it's a salt." A little

[19:34] salt will melt into the meat, a flavor trend. I really like it, it's not the grill size, things like that, but I'm sure mess up, it's not the structure. [laughs] We're still going to do some stuff at

[19:50] about the structure, okay? But the player who plays at home plays better. Plays better. Synthetic grass and natural grass, right? Here the synthetic grass is natural grass, at my house it better. You know that when you're

[20:03] thinking about assembling a portfolio, an investment portfolio for a client, you're moving client's investment portfolio, where we're going to look at how much assets they value is in reais and how we're going to do it, you know, the placement in those boxes.

[20:20] We stop a lot to think about the basics done well and a basic that is also sustainable. What is our different model of advisory, our model is different from others or from The vast majority.

[20:34] We have a Happy Meal, it's like the McDonald's Happy Meal. You'll have a hamburger, you'll have fries, you 'll have a Coca-Cola. Can you buy a Sundae? Yes, you can buy a

[20:49] Sundae, no problem. But in your cheeseburger you won't have fish. You have meat there, because the cheeseburger has meat. But when we choose these ingredients for this menu, we have a

[21:02] curation process. And that's a big difference when we're with people who know a lot about the market, like you, right, like André, and so on. The products we're going to distribute go through our curation process each month . Our

[21:14] advisor is the point of contact with the client, he's a link, right? He needs to be the person in charge of communication, of understanding what's happening, of scheduling meetings and, above all, of building a relationship. Yes, but our advisor is

[21:28] n't the one who chooses the product for the client. The product comes ready-made through the curation process. Curation, I'm not going to talk about... And this avoids conflicts of interest, because let's see, we have 500 funds on the platform, but

[21:41] we're not, we're not going to put bacon in the Xburger. The Xburger doesn't have bacon, right? So, of those 500 funds, we only work with 50. This prevents

[21:54] the advisor, because there are many and there will be even more, from know, I don't know what it is, but it's giving a need to earn a little more, I'm going to put the guy's money there." No, no.

[22:08] You can't put it there, because you can only put it in those where I know the manager, know the guy. I believe in the guy, I know he's not involved, for example, in politics, that he's not a supporter of the left or the right. And I

[22:22] manager, okay? That's why this is important. I know, man, those funds, so these ones, you can choose whatever you want. Now, outside of these, you don't have. So, that's pretty much what the conversation is about, right? Just

[22:35] Exactly. Margin of error, conflict of interest. Margin of error, conflict of interest. And you end up, in the end, you And you end up, in the end, you end up leaving the client with a much more at-

[22:50] home feeling, right? Like, 'Hey, the guy's going to put me in there, suddenly, hey, I'm going to say something.' But It's almost unfair to say because there are some who , right? But let's talk generally. "Oh, I'll

[23:04] talk generally. "Oh, I'll arrive on the 30th, at 4:30 PM, with 5 hours left to close the month," and the guy goes and does it. "Hey, I come from banking, I know what this is like," you know? So, "This, this

[23:17] I'll push anything." This, this from the beginning, I think from the conception of BFR, and from the conception, and this comes a lot from what we deal with as the culture and training path of our advisors, we do this precisely

[23:30] conflict of interest isn't in the investment advisor profession investment consultant, who everyone says doesn't have conflict because they do a different job and have a fixed rebate that we can also have if

[23:44] we want. Of course. The conflict lies in the power of decision and choice of when they need to meet a target or not, because the consultant also has to meet that target. Of course. There are a few points to consider here,

[23:56] mainly regarding COI (Certificate of Investment). And look, I'm a guy who defends all very good COIs. That 's not what I'm saying, because it's 's not what I'm saying, because it's unfair to talk about a product that is the

[24:08] same as talking about day trading. Exactly. That's what I'm talking about. do harm . Look, you have portfolio percentages that you need to follow within the

[24:22] XP platform itself, and I always emphasize this , how good it is to have a brand like XP on our side. It tells you what the correct investment number is

[24:34] asset class, right? There's an algorithm that says, look, if you're outside the number, we don't go beyond that number. Later I can tell you the story of the Ambipar, I can tell you several stories that recently made headlines

[24:48] about this, right? And how it was at BFE. But look, look how great. When I come out with a well-curated portfolio It's done, where our teachers, instructors, our analysts, along with our desk staff and

[25:03] with our desk staff and product selection team, finalized everything for the month. will be entering that path, that road. In a few months, when we have some kind of problem, if a problem happens, we know who

[25:18] those clients are. When client one raises their hand, we know we have to others will also have that type of product according to their profiles. Now that type of product according to their profiles. Now imagine, we have 60 people, each person

[25:31] choosing what they're going to use, and then company, which is a big problem for the vast majority of our clients, the served by Pablo, now I'm by Igor. Then Igor leaves, he'll be served

[25:43] by André. I have one vision, Igor has another, and André has another. story, the advisor who's receiving it will say: "Hmm, I don't like these products, why don't we go with this product?" This leads to... There's a lot of

[25:57] seems like everything we do is push them away, right? And all we want to do is portfolio turnover. We don't want to do because we're always looking for better returns.

[26:10] We had a case with the Master, we didn't have one now, right? Damn, a real mess in the market, my God, the Daniel Vorcam Master and all that. It was a real mess . Obviously it was. We had a lot of clients positioned in Master,

[26:24] a lot of clients positioned in Master. It was a very good rate, man. It was a CDB, a very good rate, guaranteed by the Credit Guarantee Fund. All this led to, man, we have to put a little spice in the client's portfolio.

[26:36] Seeing this, do you know how many of our clients were out of compliance with the FGC? 0. Because he wanted to buy more, he wanted to do it. We talked about it and he became out of compliance with the FGC due to the time elapsed. Do you know how many of our clients had problems

[26:52] because of this issue? Zero, because both knew they were They were doing it, they wanted to they agreed to take. Yes, but we've been doing it for a year , right? Without a doubt.

[27:07] It was a process. We started two years ago, at some point need to talk to our clients." So, we spent a year adjusting everyone who wanted to be adjusted, right? Making decisions

[27:22] because sometimes they had a desire, right? They had a desire, and so on, but we adjusted everyone who wanted to be adjusted. There were two cases where the person didn't want to. And then, well, I can't force the

[27:36] person, and the decision is theirs, the money is theirs , the decision is theirs, right? Well, Monteiro, I think we've already talked and we know we

[27:50] want to go to the same place, right? And when we started, and I think we've already discussed this with you, but It's good to remember, we had 200 students, and treat you like no one ever has before," but today I can only do that

[28:06] because I have 200 students, 200 clients. I need to do this well when I have 20,000. But, man, this growth process, you know, we need to adapt to the new number of

[28:20] we're getting close to 10,000 clients. And something I already knew I needed, and which becomes even needed, and which becomes even more evident now, is good people by my

[28:34] side. Not that they'd come to be influencers, people who will work for influencers, people who will work for me, but I've always thought a lot about Pareto, right? So, instead of focusing on the 80%, I like to focus

[28:47] on the 20%. And I know that those 20% are above average, so they have to come to be my partners, to feel like owners, to be with me, with Pablo. And with everyone else who's here, it really helps make a difference,

[29:02] right? In other words, I need to always have more people by my side, really good people, 50,000 clients, those 50,000 clients are being served as well as they are now, right?

[29:16] now, right? And anyway, I invited you here to come, see my place, enjoy it and everything, but also to invite you to join this team once again, to come with an owner's mindset

[29:29] , because you're going to be a partner, right? You'll arrive here already participating as a partner, already participating in all the meetings, everything, and especially having that spirit, right? And that's the proposal we wanted to make to you today.

[29:45] We've been talking about this for 4 or 5 months, right, André? talking about this for 4 or 5 months, right, André? And that thing, in all these conversations it became very clear, like, where you want to go and where I

[30:01] like, where you want to go and where I wanted to go. I think this process of me coming here now to join the team is much more... In the spirit of giving back to the client, the friend, the student, what the

[30:18] the friend, the student, what the market has given us for 22 market has given us for 22 years, and even a little more than that, and of making the most of not only the trading aspect, but all the investment aspects, all the

[30:32] advisory aspects, all the knowledge we've acquired over all this time, to contribute to the team. So, you can be sure to the team. So, you can be sure that this isn't just another guy coming here; this is

[30:45] someone coming here to make things happen, and so that in 1, 2, 3, 4, 5 years, however long it takes, we can look back and say

[30:58] that the path was forged and the path was conquered. So, you who are was conquered. So, you who are watching this video now, I'm the new partner at BFR. That's right , man. This makes me very happy. Let's go

[31:12] . Let's go. We have to celebrate. Welcome. And here celebrate. Welcome. And here we are, right? Uh, and this makes me very happy because, like, I never had any doubts that, in

[31:28] got there, and I gave up a lot of things that were certain, certain money, certain things and so on. I know you did too, because you believed in BFR and thought we would get there. And getting there is like, being the company that actually helped the

[31:44] trader make history, leave a legacy. That's it. But I never, I always knew that it was just me and Pablo who would get there, because otherwise it would be a... Pablo, we

[31:59] already talk, we're already... I want a lot of good people with me, right? And it's great that you're going to be one of those people, because you're a serious person that I've liked since the day I met you, a family person like me, someone who likes

[32:13] tennis like me, right? Who likes cars like me, anyway. build together. I invite you, right, from now on, because this is a three-link thing, right? It's the partners, it's the company, and it's the... The parent company

[32:29] that embraces us, which is exactly XP, is there for us to go talk to the director of variable income, to the person who is directly below him,

[32:41] to welcome you, to say that XP has always looked out for you, always always looked out for you, always wanted you on their side, and we'll wanted you on their side, and we'll seal this partnership with these three,

[32:55] these three pieces, right, shaking hands, and from there, everything's fine. Now just work and do what we know how to do well, with respect for the client, in the right way, and make it happen.

[33:09] I'm sure XP will validate this. I'm sure it's a this. I'm sure it's a desire of the brokerage itself to have good people who will have the students much better assisted. And I think

[33:24] this is a perfect marriage, right? It's a three-legged marriage, but it's a perfect marriage.

[33:36] Thank you. I appreciate your yes. We had already worked together a few years ago to get back to work together, and especially to be able to work together a lot. Strong in your heart, and

[33:48] tell all your students, tell everyone: "BFR is mine, this company is mine," right? When we talk collectively, and I really like to mention this to everyone, this company is ours, and we have an

[34:02] client. Because the moment we come together and play as a team with the client, being the main star, it's impossible to go wrong. Thank you for your yes, thank you for

[34:16] coming, man. Damn, let's take this partnership of ours to XP. From now on, let it be for the next 10, 15, 20 years, and let's bring a legacy, which is what everyone here wants, okay?

[34:31] And stay tuned because now André is going to take us to XP [music] so we can do a tour and I can see the new place. So stay tuned

[34:43] until the end of the video. [music] [singing]

[35:10] you have to grow in everything, because variable income is about making money [by snoring] with brokerage, it's not such a simple thing, we need to focus on everything, but starting from, especially from

[35:23] last year's Expert, right, we had already grown reasonably to focus on that, but with a lot of support from you guys, right, from you and João, especially, not only from you guys, but you showed us all the

[35:37] open, right? But for us it's a piece of cake, for us it's a piece of you here in practice, when we look at the speed, growth, well, Luqueta, we're here today with Monteiro, you certainly know how

[35:51] especially, not only that, right, how much he's growing, right? And we're very happy to be with him, who is also growing a lot and we think than alone. That kind of thing." So,

[36:05] 're here to do our best to help, right? We can present it later, there's a lot of new stuff coming out, okay? Uh, this year a lot of catch-up, increasing, improving the foundation of our

[36:21] platform. Yeah, OMS, technology, scalability, Yeah, OMS, technology, scalability, resilience, right? Uh, man, and we even do some tests, right? We're the fastest brokerage in the market, okay? Yeah,

[36:34] we do OMS tests with all the brokerages, we look at percentiles, averages. Man, we spent a lot of time ensuring speed, to ensure that when you click, it's fast. And I think that was

[36:48] last year, right, when we finished this project here, I'll say from last year. Uh, and since the middle of last year we've been right? A new home broker is coming out , right, which you saw, but

[37:02] many other new things coming. On the home broker, it's new. Wow, so many new platform features we're developing, integrated order entry, a more gamified order entry. So, there's a lot that I think this is the year we

[37:16] deliver a lot of things that were on the verge of being finalized, and there's innovation, okay? Ah, I talk a lot with André, I even talked to the other offices. Hey. XP needs to deliver a lot more innovation for us, right? So I said, look, there's a lot

[37:32] coming that's going to be very Great. And Monteiro is going to be very involved in our area, because his clients are traders, they're users, so we know they want

[37:46] quick responses. Yeah, we're expanding even the part of Claudinho's desk here. We 're expanding here. There's even more headcount, especially for users, almost

[38:00] HFT or even HFT, we have very fast service, okay? Everything via WhatsApp, real time and almost. 360, right? Platform doubts,

[38:12] risk doubts. Did you think there was a problem with the risk? Did you think there was a refund issue, something like that? Man, we resolve almost in real time any kind of

[38:25] we're expanding here, which is a business that has been quite successful, right, the portfolio management and having the trader concierge there, to guarantee that the demands a much higher level of service than a level of service that takes a long time. It's

[38:41] not just about being a relatively good and fast job, but how do we do preventative work at the end of the day? , I think wins the game, right? Whoever manages to accumulate more clients will have

[38:55] less funnel work. Without a doubt. Good labs here to avoid the day of rage. How do I make sure everyone has that day? Well, we came to the conclusion that Monteiro and Pablo wanted to continue together.

[39:11] Pablo wanted to continue together. Monteiro He's not coming to be an influencer, he's coming to be a partner, to be someone who will help us make the best decisions so that we continue to grow. And V,

[39:25] something I always tell you, right? Grow with quality, because growing just for the sake of growing is something that, for me, doesn't hold up in the long term, because otherwise you end up making money, but your name gets tarnished. And as

[39:39] small, that can't happen. So, it 's about growing with quality, keeping 's about growing with quality, keeping our NPS high, as it is, and especially with the added strength of having such a

[39:51] representative person by our side, helping us, for sure, to bring in clients, but also helping us to see things for the future that we can deliver to this trader. For us, it's an honor to have you here at

[40:03] XP. I think that having, as we've already said a few times, in this decision-making, right? A strong brand helps a lot in this going to talk about the short term because we do n't really look

[40:17] Bandeira is in a good structure that can accommodate its base, serving it from beginning to end. I think that of all the 480 advisory firms we have plugged into XP, very few know how to navigate

[40:31] this world of unviables very well, especially for the trader client. And when we look at all the work that BFR is doing, and in the timeline, looking at projections and legacy, the name—we talked a lot about this in our discussions—very

[40:45] timeline, are still here today for a long time, right? Uh, doing, showing their face, and still having the spotlight, having space. that the team is already doing. I have no doubt that we will continue to open

[41:01] the door, I think even extending the strategic discussions here with you. Uh, I, on my side at XP, we..." Yes, this exchange exists, it is, it is

[41:13] n't, it isn't here today, I think so, today is a special day, but it 's fundamental so that we can listen to those who are in the day-to-day and adapt our deliveries at the product, experience, technology, and execution level.

[41:25] So, know that in your decision-making, we will demand a lot from your thinking, your insights, your opinions, just as we already do a lot here with the team. And not only from you, you will be connected there

[41:39] with other people, other advisors who also move the needle, but in practice for us here it ends up being a very select group, and important milestone for us. Thank you, man. I'm honored, it

[41:53] took a long time, didn't it? Yes, for some years we've been fighting, we've been doing this work. I personally spent a lot of time without looking at the brokerage firm, and then when I made the decision to come from Salvador to São Paulo, that's

[42:09] when this whole process began, of setting up a PJ2, of going in this of setting up a PJ2, of going in this direction much more in the sense of helping. So, the student ends up becoming a friend, right? So, my involvement is much more

[42:24] So, my involvement is much more focused on the advisory side, right? Not just the day-to-day trading , but ensuring that this , but ensuring that this person receives the same support that

[42:36] I, André, and Pablo receive, and not just in terms of trading. I'm there with a portfolio of consortiums, maybe I've made a...

[42:48] This week we even showed a collateralized operation seen anything like it before. So, the idea is precisely to bring all this knowledge that I have outside of trading, in this endeavor we 're already approaching 22 years, right? So

[43:05] I think I'm very happy to deliver the trading part, but also to deliver the advisory part, which is something I particularly enjoy doing. So I'm the one who should thank you for your trust and the opportunity, and let's make things happen

[43:18] for the client trader's financial life in particular, but it's something that's neglected in the market as a whole, right? Wow, I especially want to look at just the mini version; customer service is fundamental, we know that. Well, the era of

[43:31] platform brokerage fees is over, that wave has passed, the advisory service remains for the trader, right? Pro-trader consulting continues to be difference, and it will continue to do so. We talked a lot about this

[43:43] relationship pillar, which is very important, but [clearing throat] it's a structure that looks at his financial life as a whole, it's what ensures he lives "Buddy, this is the capital you should use for this asset class;

[43:56] Nobody's looking at this today, okay? I can't say anyone is right; there are few structures in place today that address this, but it makes a big difference. Save the guy, right? It saves the guy from a bad day, it saves the guy from a day of rage, it

[44:08] from leaving the money there; suddenly we can allocate it to some other situation that even protects the guy from getting hurt. Perfect. That. That. I usually look at the car from the front, from the back to the front, so

[44:22] this is fundamental. And when and if it comes, we know that day will eventually come, but when it does, the damage won't be as great. It was a loss. The losses were controlled, they were within expectations,

[44:35] way. So these are details that seem simple when we talk about them, but for those who are actually there, they mean a lot. It's his money, it's his life, we're already living through this, right? I've already broken down , so I can talk. And I went broke

[44:48] because I didn't have any guidance on what to do with all that money, because I kept all the money allocated to day trading, because I didn't have a portfolio there to protect my impulse to want to withdraw that money, and so on. And back in

[45:03] our day it was even worse, because you had to do a job, spinning. Today with Pix, boom, boom, the transaction is made, the person is already there, everything is very fast, everything is very rushed, and the person ends up not having that breathing room, right? It's a

[45:18] proper XP service motorcycle, right? We can treat the customer in a different way. trader, we were thinking about the client as an investor. Obviously, attract people who are the gateway to the trade, right? That's

[45:32] very focused on variable income and on people who are 90% chartists, right? We could but from there we

[45:47] he has a lot of fixed income, he has many other types of investments, right, deliver, which other platforms don't deliver. So we can bring together

[45:59] the best of both worlds for these students and clients, these traders, because, man, sometimes their money is still tied up in banks, their own money, the money they managed to earn, you know

[46:11] they managed to earn in their profession, and they're trying to make this career change, trying to become a trader, trying to be a this world that we know is very difficult, tied up in banks

[46:26] Yes. So we, as trading firm, yes, an do. And it's great to have Monteiro with us, because from the first

[46:40] worked together, we already had this vision, you know, that doing; you have to consider their financial reality, their legacy, and the succession plan they can implement regarding their assets. Yeah, and it crosses

[46:54] several areas, man. It's really good, man. It's great that you have that DNA. I think that's also where André's ability to always bring good people together with us comes from, right? Well, we only stand to

[47:07] gain, and most importantly, what's clearest to me, is that the client has a lot to gain from having Igor Monteiro and André Moraes working together. That's all we can deliver from T together, man.

[47:22] Everything's fine with XP, everything's fine with our contract at BFR. Now all we have to do is bring the customer in and treat this guy well, right? What can we offer him? He's my advisor, but I'm not getting good service, I want to join XP and all that,"

[47:36] First of all, thank you, Tandré, everything's fine. Anyone who comes here and opens an account with us will have 60 days of meeting with me every day from Monday to Friday, from 9 am to 1 pm. So, if you're looking to open an account, come

[47:53] join us and you'll spend 60 days with me so we can start being consistent right away. Let's go. And in the video description I'll leave both the account opening link and, oh, the link for those who already have an XP account and don't have

[48:06] advisor, everything's fine, but if you're looking for a good advisor, a good advisory service, someone who'll be by your side day and night if needed, well, we change advisory services. Beauty? We're in this together. I'm incredibly happy.