Sam Ovens: Hey everyone, Sam Ovens here, and today I have Mitch Gonsalves on with us. Mitch has an awesome story. He joined the Consulting Accelerator program in January 2017, so a year and half ago now. Back then, when he joined, he was basically running a generalist done for you agency, where he was doing some social media things, some digital marketing things. Basically, just a bit of anything, and he was making around $1500 per month.
Sam Ovens: He joined Consulting Accelerator, learned really how to hone in his offer when offering done for you digital marketing, and really pick a niche. The niche he chose was financial advisors and financial planners. Instead of just being a generalist, helping anyone with anything, he started to become a specialist, helping financial advisors get clients through digital marketing. He did that, and he was able to scale his business up, and how much did you get your done for you business up to before you moved to programs?
Mitch Gonsalves: Like 20 grand a month.
Sam Ovens: Cool. He got to 20 grand a month with done for you, and then at that point, really thought, I've got a proof of concept here. I've got something here that doesn't have to be done for you anymore. This could now be a program, an online training program. That's when Mitch made the switch to selling, basically, what he was doing in the done for you setting, but through a program instead, which unlocks a lot of scale, and puts a lot of the burden of the work on the client's side, instead of on your side. Since doing that, he's been able to scale up to the point now, where you're making about 30 grand a month, right?
Mitch Gonsalves: Yep.
Sam Ovens: Awesome. This is like a textbook example of evolution of a consultant. You start as a generalist, you work out that it sucks. Then, you become a specialist, and then you get clients, you're making money, and you've got a focus. But, then you run out of time. Then, you move to the program to get the time, and unlock some more scale, and now you're going through that now.
Mitch Gonsalves: Mm-hmm (affirmative).
Sam Ovens: Let's jump right in, back in 2017, January, when you joined. Explain what your business was like back then.
Mitch Gonsalves: Yeah, so my business, to get clients, I was doing the old method of client acquisition, which was like, I was knocking on restaurant doors, I was going to chiropractors office, and going and basically just saying, is the owner there, and going and pitching them in person. Then, I was doing, I'd hit 40 doors a day just knocking on restaurants. I wanted to get my client, right? I was hungry, young and hungry, so I wanted to get my first client. I was just knocking on these doors. Then, finally, I went to this one restaurant, and I close him on the spot for 1500 bucks a month.
Mitch Gonsalves: Then, I started to scale that up, and that was right before I purchased the Accelerator. Which was, I got a few of these guys. I think one of them was paying me 1000 bucks a month, another one was paying 500 bucks a month, and I was charging pretty low prices. Because, it was just social media management, running a little bit of Facebook ads for them. Mostly, just for these local business around my area here in Toronto, Ontario.
Sam Ovens: Got it. We were talking before the interview, and you said you'd dropped out of college about a year prior to that, and you were doing this instead. What made you drop out of college? What were you studying there, and why did you quit?
Mitch Gonsalves: Well, I didn't go to college how everyone else goes to college. What I mean by that is, I just, I told my parents I didn't want to go at the beginning. I told them, I don't want to go to college. I don't see it even being a viable option for me. Because, I was always business minded, I was always entrepreneurial, and I wanted to start a business. But, then I negotiated with them, okay, I'll take one year of college.
Mitch Gonsalves: I was going through it, and in my first year, I went through the first semester, and I didn't even want to go to the second semester, because I was already making a little bit of money. I was trading currencies, and like I told you before, I traded financial markets as well. I was making a little bit of money for that. Then, I started this social media marketing business, and I was making more money than I was at my job. I was still delivering pizzas at the time. I was working on that, and then I was, that was basically paying for my bills, and then to fund my other activities, and I barely went to school.
Mitch Gonsalves: Then, I dropped out the second semester. Barely even went, and was just trading in the morning times, and then I would work that pizza job, and I was basically just doing a little bit of social media for these guys as well. I basically had three sources of income that was sustaining me, and I just didn't even want to go, so I just stopped going. Then, that's when I stumbled upon the Accelerator there.
Sam Ovens: Got it. Why did you get into social media?
Mitch Gonsalves: Well, I understood it, and I knew it was a pretty open ... Well, business owners needed it, right, to get clients, to get customers, and they were all stuck in this old prehistoric ways. The first guy I signed up, he was still doing flyers and stuff. He was paying this one company like four grand a month, or something like that, something ridiculous for flyers. I was like, well, are you getting any customers from it? He's like, "No." I was like, okay, well, this is a solution where I can help you get five, 10, or just grow your restaurant, right?
Mitch Gonsalves: When I started working with him, he was doing, I think, like 95 grand a month. Then, I helped him grow it $115 thousand a month, and just through these different paid, like Facebook ads. We'd run giveaways for free dinner for a year, or whatever. Basically, I grew his email list, I got him like 450 people, I think, on his email list, and I was emailing them every month, just in my local area here, and he actually grew it to, I think, over 120 grand a month within the first four months of me working with him.
Mitch Gonsalves: But, I didn't like that model. Because, I was going to his location, I was collecting the check from him. I was expending, I was in the flesh, how you describe it, right? I was going there, I was knocking on these doors trying to get clients. I wanted a way where I can actually scale it online. I was like, okay, if I'm using digital marketing to get clients for him, how can I use that for myself? Then, I started to find, how to use sales funnels, and stuff like that.
Mitch Gonsalves: That's why your message really resonated with me, because you had a proven funnel that could work to get me clients, and put it online, instead of me going and knocking on doors to get the client, right? I just saw it wasn't really sustainable, and that's basically how I resonated with your message, and that's why I joined the Consulting Accelerator.
Sam Ovens: How did you get the idea to go knocking on doors, and target restaurants?
Mitch Gonsalves: Well, I just felt like restaurants would be pretty easy to get clients for. Especially, with social media. Everyone eats food, so I was like, I might as well just target these guys. It's a big need, and if they're a good restaurant, obviously, it can really help them grow, right? I saw that, and then I started using Instagram, because people post pictures of their food all the time, right? I started posting really high quality pictures. I had, my buddy is a photographer, and helped me film really high quality videos, and stuff like that, and just get a whole bunch of content. I'd go in there once a month, and just take a bunch of pictures, take a bunch of photos, videos.
Mitch Gonsalves: Same with the other chiropractor guy. Basically, just take a bunch of pictures of the practice, what they're doing, videos, and stuff like that. Post them on, basically, Instagram and Facebook, and run a little bit of paid ads to it, to a little funnel where they're opt into their email list. That's how I'd email them, and get them customers to come, actually, into their practice, and redeem little coupons, and stuff like that. Like, 25% off your next meal, and stuff like that. We were just running those campaigns, and it really helped out, and it was really helping scale his business there.
Sam Ovens: That's interesting, because a lot of people, when they start out, they choose restaurants. I did too. I remember literally going and door knocking on these different restaurants. It was so annoying, because often the owner would, they'd sit down and start talking to me, but then if somebody came into the business, they'd have to get up, just stop our conversation and serve that person. I was just sitting there, and I was like, man, this sucks.
Mitch Gonsalves: That's my exact words. I'd have to go there, and he'd go to the back, grab his checkbook, come, write the check, and I'd be waiting there for a half an hour, or an hour just to get my damn check. It was so annoying, and he'd always get up, like you said, and go and try and help other people, pour them a beer. I was like, man, just give me the check, and I just wanted to get out there, right? Instead, now, I just have all the payments, boom, come into my account all online.
Sam Ovens: Then, you learned about Consulting Accelerator. Do you remember how you found that?
Mitch Gonsalves: Yeah, through Ty Lopez. I was, I bought a few of his courses, so when I was in college, I would buy his 67 steps, and some of the little programs there. Just to consume, so I was studying business from someone who's actually in business, from Ty, right?
Sam Ovens: Well, that explains the social media, and the restaurants then.
Mitch Gonsalves: Yeah, so I purchased a few of his programs, not, like I purchased his social media marketing one later on. But, initially it was just this business, mini MBA, I think, course, I think, he had. That's what I was studying while I was in college, and that's why I really went to school. Because, I was studying from someone who's actually run a business, and is running a highly successful business, right?
Mitch Gonsalves: I was just doing that, and then I came across your webinar, and I watched that thing like three times. I would take notes, I literally didn't purchase the program until I watched the fourth time. Watching it though, and because I was like, I didn't have much money. I was in a little bit of debt, but I was like, you know what, I'm just gonna go full out in debt, I don't even care, and just purchase the whole thing there.
Sam Ovens: How come you needed to watch it four times?
Mitch Gonsalves: I don't know.
Sam Ovens: Dude, that's three hours.
Mitch Gonsalves: It was a good webinar, I'll tell you that, but I don't know why I watched it. Then, once I got in the program, you say, people who make decisions quickly always are better off. Now, my decisions, I don't even think twice. Now it's just like a snap decision, and I don't really have to think about it. But, then at the time, I was young. I didn't really know, and it was more expensive than anything I've ever purchased in the past, and it was basically all the money I had. I was like, you know what, might as well just take the risk, jump in, and I just bought it in full.
Sam Ovens: Got it. Then, when you joined, what happened just after you joined, and you started going through the content?
Mitch Gonsalves: I originally joined with your 1.0 version, so the one with the, on the Kajabi site, and the one you had there. I went through it, and it just really helped me pick my niche. I really, I went through about half of it, almost three quarters of it, and then you came out with the 2.0 version. Then, I upgraded to that one, right? Then, that's when I really took it serious, and that's when I really went all in. I started to refine my niche even more, and that's how I came about financial planners, and wealth managers.
Mitch Gonsalves: I work with financial advisors, financial planners, and wealth managers. Because, I just saw on trading, I really love the financial markets, and that's something I've been doing for three years prior to that, right? I just saw that's something I really wanted to get into. I saw it aligned with my passion, so I put my passion and my skillset together, and I just merged them together, and that's basically how I came about my niche there.
Sam Ovens: Got it, so you chose your niche, basically, because you were interested in financial planners, financial advisors?
Mitch Gonsalves: Yeah, in the future I want to start an investment firm. I thought, might as well just get into it now, learn the industry, and basically learn how to acquire high net worth clients for other people first. Then, when I go to do it, it's gonna be just rinse and repeat kind of thing, right, so I can really scale it up pretty quickly. That's basically philosophy of why I did it.
Sam Ovens: Yeah, so for people listening. When it comes to picking your niche, you don't have to have been a financial advisor, you don't even need to know how to help financial advisors. You just need to be interested in it. You said you were interested in financial markets, because you were trading, you were interested in that stuff. Financial advisors aren't necessarily traders, but it's still, it's a client based business that you can help, that is related to finance. Do you know what I mean?
Mitch Gonsalves: Mm-hmm (affirmative), mm-hmm (affirmative).
Sam Ovens: You looked at, probably helping hedge funds would be the idea. But, it's not like you get them clients with Facebook ads. You tried to balance it. Where's something that's in the financial sector, that I can actually add value to with Facebook Ads, social media, digital marketing, and found that sweet spot there.
Mitch Gonsalves: Yeah, originally when I was going through the niche selection process, I did put hedge funds. Because, I want to start my own hedge fund eventually. But, one of the things I wrote down too was, wealth managers, right? Then, when I started to research wealth managers, I saw financial advisors is a wealth manager as well, right? Financial advisors, and people who do investment management. I was like, okay, this is something I'm interested in, and I can actually see, I can help.
Mitch Gonsalves: Then, I started to just help them basically do a done for you process through the Facebook Ads, through a funnel to a webinar, whatever. Then, they would hop on the phone with them, and then close them as a client. But, also teach them now, LinkedIn, because as I was going up through this evolution, I was using LinkedIn, and really honed and refined my whole process of how to use LinkedIn to get clients, right? Then, I started to document that whole process. Then, I started to test it with a few of my clients through LinkedIn to help them get clients, right?
Mitch Gonsalves: Now, they can go and deploy free organic marketing, and then they can funnel that into the paid advertising, right? To really funnel that in, and really scale up their book that way. That's one of the things that really helped me too is, actually creating my program was, building that skillset of me actually acquiring clients through LinkedIn, and building that skillset as well. I had that Facebook ads to get clients, and we have this LinkedIn strategy now to get clients, as well.
Sam Ovens: Cool. You said that you didn't really get focused, and commit fully until the 2.0 version came out. Why was that?
Mitch Gonsalves: Well, I was going through it. But, I wasn't, I was taking action, I was doing all the things, but I didn't go to the market yet. Right, and then, I don't know, there was something about it. Then, when I started to go through the 2.0, I was like, okay, well, this is a brand new thing, and I was going through it as you're releasing, right? I was going through it, literally, week-by-week as you're releasing, through the whole process, right?
Mitch Gonsalves: It gave me time to do the action item, and then take action. Do it, and then take action, kind of how you drip it out now, right? But, I was doing it with you as you were going through it. It just made me like, once I've done this, I took action on that, and then I completed it, and I moved onto the next thing. I just took massive action, basically [crosstalk 00:15:04].
Sam Ovens: Because, you didn't have an option to skip ahead, because the content wasn't even created yet.
Mitch Gonsalves: Exactly. Then, there was some weeks where you wouldn't, because obviously, it was, some of the modules are very long, and sometimes it would take you a week just to put out a few modules. I would just be taking action, getting on phone calls with these guys, and just basically taking massive action until the next module would come out. Then, I would take my time. It would be like, I had a whole bunch of time between where I would actually go consume the content, and where I would actually take the action, right? I just started to go to the market, and just kept going on LinkedIn, and just keep hammering the market, and keep getting on the phone calls.
Mitch Gonsalves: I did, man, I'm telling you, I didn't close a client until over 100 calls, well over 100 calls. Probably like 150 calls. Then, I closed a guy with one call. Because, I had this thing in my head where, I couldn't close clients in the first call. I was like, these guys don't close on the first call. That was a self fulfilling prophecy, and I kept [crosstalk 00:15:58].
Sam Ovens: Why, because you never did that?
Mitch Gonsalves: I never did that, and I just though, oh, these guys, they're financial advisors, they're so used to not closing clients on their first call, and weeding out the sales process, right. Because, most of these guys, I would ask the question, so tell me about your sales process? They would say, "We get on the first call, and then we get on a second call," and they would say four or five calls before they close a client. I brought that in my head was like, okay, these guys are used to the long sales processes, and they don't close on the first call. That was the thing I had in my head.
Mitch Gonsalves: Then, what helped me break through is, I started to build it in the, like my affirmations. Basically, I closed all my clients on the first call. [inaudible 00:16:36] Then, it's crazy, literally a week later, I close a guy on the first call. Then, that changed everything. I was like, well, it's possible, I've done it before. Now, it built it up, and then I close with all my clients on the first call now. It doesn't even, it's not even like I have a second call with them. It's either you close on the first call, or see you later.
Sam Ovens: Lucky you closed on the first call with me.
Mitch Gonsalves: Yeah, exactly.
Sam Ovens: Otherwise, you would have ruined your philosophy.
Mitch Gonsalves: Yep.
Sam Ovens: Let's go back to the niche piece, because this is a part where people get stuck. You choose financial advisors, financial planners, because you're interested in it. Then, did you do any research or anything, to try and find out what their problem is, and to see if they actually need help? How did you know that these people need help, and that you offering digital marketing services is actually gonna be of value to them, and they're gonna be willing to pay for it?
Mitch Gonsalves: Yeah, so I did research. I did enough research to find, these guys are still doing dinner seminars, they're still doing networking events, they're still just relying on referrals, right? One of the things that I built into my LinkedIn process is, I asked them a question like, if I may ask, John, how are you currently getting clients right now? Then, I would just leave it at that. They would tell me like, "Just referrals, referrals." I kept seeing this a phenomenon that kept popping up. I started doing research, and then what really helped is, just getting on the phone with them, and taking and doing that full strategy session script, and just diagnosing their whole situation.
Mitch Gonsalves: Then, basically, I knew that, obviously, I can help them with these different methods. At the beginning, I didn't really know what that was. Because, there's a whole bunch of different methods, like Google Ads, Facebook Ads, and stuff like that. But, then once I started to get my first few clients, so I basically helped this one guy, almost for free, he was just fronting the ad spend. I would just help him basically craft this, and we battle tested this one thing. I got my proof of concept, then I started to scale it wide with pitching to higher clients. I started to charge higher prices, like five grand per client, and that's how I started to scale that up.
Mitch Gonsalves: But, I really got that proof of concept first, but pitching to them, and basically, like a hypothesis, right? Because, I knew how to do all this stuff, but I didn't know how to do it for this specific market. I started to, I was like, why would I charge someone five grand a month, if I don't even know how to do it. I started with 1500 bucks a month, and just used that for the ad spend, and just built that in. Once I started getting results, that's when I knew I had something here, and then that's when I started to pitch those bigger firms, like five grand a month. That's how I got scaled to 20 grand a month there.
Sam Ovens: How would you describe the widespread problem, or the widespread disease among financial advisors, and financial planners, when it comes to getting clients? What's their problem?
Mitch Gonsalves: One, they're all generalists. Literally, if you look at any, if you go on any financial advisor's website, it's basically just, "I help people with money," or, "I help high net worth prospects," right? It's just basically vague, and basically, I help anyone with retirement planning, or something like that. What I get my guys to do now is, really niche down, and focus on a specific subset of the marketplace. Their main concern is getting those high net worth prospects. But, if you have that vague messaging, you're not, like no one really identifies themselves as pre-retiree. Who calls themselves a pre-retiree? That's what they called, like, I help pre-retirees. I'm like, no one calls themselves a pre-retiree. If you're calling yourself a pre-retiree, it's like you're a pre-retiree, because I'm pre-retired. I'm 18 years, or 21 now.
Sam Ovens: It's like millennials too.
Mitch Gonsalves: Yeah.
Sam Ovens: All the people are like, we're the millennial company. But, when does any of your friends ever say, we're a group of millennials?
Mitch Gonsalves: Exactly. I was like, it's too vague, no one's gonna resonate with this message. Now, it's like helping them pick that niche, but then within that niche, there's high net worth prospects within that, right? There's people with money, but you just have to pick the niche. Then, if you focus on that, you can keep getting repeated, and also, what it does is, it helps you build in the referrals. If I help this person, they're gonna refer me to the same type of client, right, and they can just rinse and repeat it, and just help the specific type of client.
Mitch Gonsalves: It's more like, because every client is different. They all have different financial situations, but if you get someone, say, working at the same company. If we target someone at LinkedIn, at public companies, they can rinse and repeat that same process, right? To get more clients within that same company, and get referred to more people. That's how they can really scale their book that way.
Sam Ovens: Got it. Like, if you were targeting people who were retired, chances are retired people are gonna know retired people.
Mitch Gonsalves: Mm-hmm (affirmative), exactly.
Sam Ovens: They're gonna be like, "You should work with this financial advisor, because he helps retired people, he gets us."
Mitch Gonsalves: Mm-hmm (affirmative), mm-hmm (affirmative), exactly.
Sam Ovens: That makes sense. What else, so they're generalist, they have no focus, but what else? Is their problem bigger than this?
Mitch Gonsalves: Yeah, they have no predictable way to get clients. Their whole thing is, just relying strictly on referrals to grow their business. They may get one referral one month, and then they won't have one for three months. Then, they'll have that feast or famine income, where they make some money, and then they get some revenue in. In their industry, they get paid out either quarterly or yearly, based on the fee, the management fee. Some months, they won't even have a revenue for a few months, right? Their whole thing is, they don't have that predictable system to get clients. They can't rinse and repeat something, right? They may get a client one way, but they can't repeat it to get another client this week, right?
Mitch Gonsalves: One of the things that they do is, just rely on referrals, they go to networking events, they do dinner seminars. The thing in the industry is, they call them plate lickers. People just come there, and they try to just, they just eat the food, and then they leave. They have no intention of actually hiring. Because, everyone knows nowadays, you go to these seminars, they're gonna pitch you on something, right? They just go there for the free dinner.
Sam Ovens: I wouldn't even go there for a free dinner, right?
Mitch Gonsalves: I know, me either.
Sam Ovens: I get this, and the reason I understand this is, because this is like every business in the world has this problem. It sounds familiar. You had this problem too, back before with your generalist agency, you know what I mean?
Mitch Gonsalves: Mm-hmm (affirmative).
Sam Ovens: Everyone really has this problem. Why do you think financial advisors haven't done anything about it? Why do they just keep banging their head against the wall doing something that doesn't work? Why haven't they just thought, hey, maybe there's a better way? Why are they stuck there?
Mitch Gonsalves: Well, what I think about it is, a lot of them are older. A lot of them are still like, they're not use to this technology, and I think a lot of them are gun shy. Sort of say is like, where they don't want to use this technology. They think it's too confusing, or it's not worth their time to do. Also, just a lot of these firms, they have a lot of compliance issues. A lot of them restrict them to different things. But, when they bring it up, and they say, "I'm gonna try this," the firm usually has no problem with it, right? But, they just always, this is what we've always done, so this is what we're gonna continue to do, kind of thing, right?
Mitch Gonsalves: But, a lot of them, I find too, is they try these different lead generating things, where they buy the leads, instead of actually generate them, like an actual person. It'll be just a list of leads, here, call them up, or like, here, send them a mailer, right? A lot of them, they spend 15 grand, 20 grand on some of these things, and they don't even get a single client out of it, right? A lot of them, they get burned once, and they don't even want to try anything else. Even though, they're using those mailers still, and those old prehistoric ways of getting clients.
Sam Ovens: It's a nice thought thinking you can just buy a list of lead.
Mitch Gonsalves: Yeah, it would be great if everyone can do that, I'd be rich.
Sam Ovens: It'd be great if it works.
Mitch Gonsalves: Yeah.
Sam Ovens: That's what I remember with my first SaaS business, like snap and spit for property managers. I was like, the way to market, I will just buy a list of the all the property managers in New Zealand, so I did. Dude, half of them weren't even property managers. They were just somehow listed as a property manager, but they weren't. It was like a school property mangers, or something. Do you know what I mean?
Mitch Gonsalves: Yeah.
Sam Ovens: I was like, oh my God. Then, a lot of the numbers were outdated, and I think I got one dude reply back to me and say, "This is interesting," out of like, and I was like, so there's no easy way. I've just got to figure out how to do this on my own. But, I think a lot of these businesses, they, just like I did, they think that it's easy, or that there's an easy path, like buying the list, or just paying a lead gen company to just give them leads. They try those methods first, and then they often get burned. I've never heard of one of those lead buying things working, by the way.
Sam Ovens: Then, they come to the realization that it's actually hard, and they've got to bite the bullet, or just ignore it, sweep it under the rug. If they're stuck in this purgatory state. It's like, do we bite the bullet, or do we just keep sweeping it under the rug? I guess it's a generational thing. Because, you said, it's because they're old. But, I've seen older people crush it with technology, and even kick my ass, and there's people who are old who are awesome at this stuff, and who are really good at it. But, I think on average, the older generation, who's mostly in business, is stubborn to change.
Sam Ovens: I think that is what, I think you hit the nail on the head there, that is what's stopping them evolving. Because, the market's moved. You don't just buy a radio spot, hand out some brochures, and then get a spot in the Yellow Pages anymore. You've got to, it's a whole new world, and I don't think people have evolved to that.
Mitch Gonsalves: Exactly. I didn't mean it as they're old, that they don't evolve. It's they're stuck in that old way of client attraction, right? That's exactly what they do. They're just stuck in that old way, and they can't evolve. That's one thing I want to do is, help them evolve, and basically adopt these new ways, because they work.
Sam Ovens: Yeah, and for people listening, this, I know a lot of people think, there's no problems in the world. Every problem that exists has already been solved. What a load of shit, man. You find me a human being on Earth that doesn't have a problem. Humans always have something that they're frustrated with, that they want better, faster, cheaper. There's always something with everybody. There's infinite problems out there, and you've just got to look. It's not just financial planners and financial advisors that have this problem. It's all of them.
Mitch Gonsalves: Yeah.
Sam Ovens: You've just got to get out there, talk to the market, and you've got to look.
Mitch Gonsalves: That's one of the major things. I wouldn't have, my research was probably this much of the equation. Once I started to speak to them, and I started to get inside their heads, I swear, the same thing came up. I want to attract high net worth prospects, I want to attract business owners, and stuff like that. Also, going back to what you said there is, the lead gen companies, when I was generating these guys lead with done for you, so I was running their ads, and I was doing all that stuff. I'd get them appointments with people who had a minimum of $500 thousand of liquid assets, and they couldn't close them, or they wouldn't get to the second meeting. Then, this kept happening.
Mitch Gonsalves: Now, what I do is, I show them scripts and stuff that they can use to close them on the first initial call, to bring them to the second call, and then we do a two call close thing, especially from LinkedIn. But, they couldn't get to the second meeting, right? That was one thing, I would generate them lead, and a lot of them they're like, "Oh, yeah, we can't justify this." I'm like, well, it's not my problem. I'm getting you prospects who literally have 500 thousand liquid assets. Some of you guys had five million in liquid assets, perfect clients for these guys, and they were closing them.
Mitch Gonsalves: I'm like, how is that my fault when I'm bringing you these leads. It's up to you to obviously close them, right? I feel like you said. People, once they get these companies, they feel like everything, all the weight is lifted off their shoulders, like it's easy, all these clients are just gonna come to me now. That's what I feel like a lot of these guys, now, when you put it onto them, they actually try, and they actually try to get these clients. They followup with these prospects, and they try to get them into their business, right?
Sam Ovens: Yeah, I've hired lots of companies, and there's never, ever a consulting, or agency scenario where the client's business doesn't have to do anything. Those don't exist. I've never just found someone, hired them, and then they just plugged into my business, did some work, and then all this money just started flying in.
Mitch Gonsalves: Exactly.
Sam Ovens: It's a team effort. You've got to work together, and that's something that, I think, a lot of people still don't understand with, if they work with a digital marketing person, or an ads person, the business still has to lift a huge amount of weight.
Mitch Gonsalves: Mm-hmm (affirmative), mm-hmm (affirmative), for sure.
Sam Ovens: You said you, the market research you did was only about that big, and you learned most of it talking to them.
Mitch Gonsalves: Mm-hmm (affirmative).
Sam Ovens: How did you actually talk to them?
Mitch Gonsalves: Well, like I said, 99% of them are on LinkedIn. I would just go on there every day, and basically just reach out to them. I have a whole system that I use, basically, to connect with them, followup, ask them questions.
Sam Ovens: Explain it, what is the workflow of this?
Mitch Gonsalves: What I do is, I send them initial connection message. Hey, John, I see you're a financial advisor.
Sam Ovens: Let's start with how you find them. Do you start with search, right, in LinkedIn?
Mitch Gonsalves: Yeah, but not LinkedIn search, Sales Navigator, so it's the paid one. That's way better than the original LinkedIn. It gives you unlimited advanced searches. I go on Sales Navigator, and you go search for leads. Then, what I do is, I go type in financial advisor, find their state or their country. I usually go by state, and then I type in the title, managing partner, or whatever.
Sam Ovens: You've got a list of all of the different types of job titles that they use?
Mitch Gonsalves: Yeah.
Sam Ovens: Cool.
Mitch Gonsalves: 100%, that's one thing that is huge on LinkedIn, finding what they call themselves. What does this person call themselves, right? I found managing partner, principle, even like CEO even. All these different names, and I would search for them, and then they'd populate, say like a 1000 of them. Then, what I'd do is, you send the initial connection message, which is ... What I do is, I source by second connections too, by the way. Now that I have almost 2000 financial advisors on my LinkedIn, I can by second connections, and I say, hey John, I see we have some mutual connections, I'm always looking to grow my network of financial professionals here on LinkedIn. If you're open to that, let's connect.
Mitch Gonsalves: Then, a lot of them just accept it, right? They see you have a lot of reputable people in the industry, boom, easy in. Then, I start message them, and I say, basically, I send them a thank you message. Like, hey John, thanks for connecting, thanks for adding me to your network. Then, I do my, basically, I ask a question. I do my I help blank to blank statement. I help financial advisers and financial planners grow their firm by attracting high net work prospects into their firm. Then, I ask them a question like, do you need any help with this? I ask them the question, and because what really works on LinkedIn is asking questions, and sparking a conversation.
Mitch Gonsalves: Once you can spark a conversation, get them to reply to you, then you can go in there, and land that 15 minute chat, right? You want to just ask them questions, get them to respond. Most people just pitch right off the bat. I like to ask questions, and get them to respond to me. Once they respond, then I can give them some value up front, and then I land that 15 minute call with them.
Sam Ovens: Got it. This is how you did your initial research too, to really find out what the problem was?
Mitch Gonsalves: Yeah, 100%, I still use it today. More so now, it's a little bit automated. I send followups as well, and then I also send them emails. All my connections, if they don't respond, I email them. I send a little drip campaign to get them onto the phone there.
Sam Ovens: Got it. Then, you found out, you've got your niche, you know they've got this problem, then how were you confident that you would be able to solve the problem for them?
Mitch Gonsalves: One of the things that you said in Accelerator is, believe in your ability to figure it out, right? I printed that out, put it on my wall, and I also printed out the evolution of a consultant, so I know where I was going with this, right? I knew I was gonna eventually create the program, so I started to document these things, right? Then, I went on Google, and I typed in, I used a tool to find keywords for financial services, so these different things that these people wanted. I found on Google, a few guys that have a billion dollars, billionaires, like this one guy Ken Fischer.
Mitch Gonsalves: I started to basically funnel hack his funnels with Google AdWords, and I found the different funnels he was using, and the different process he was taking people through to get them on the phone. Which, was those $500 in liquid assets, those clients. I started to reverse engineer his sales funnel, and see what he was doing. Then, when I took that funnel, I mapped it out, and all these different processes, and then I basically just applied it to my clients. That's how I knew, I was confident. I was like, this guy is basically rocks in hundreds of millions of assets every single year. Might as well just copy him.
Sam Ovens: You were confident, you had two things going. You believed in your ability to figure it out. Two, you were modeling the best.
Mitch Gonsalves: Modeling the best, yeah, and I also had a skillset from before, right? I already knew how to do Facebook Ads, knew how to do a little bit of Google Ads, so I already knew all this stuff.
Sam Ovens: You're familiar with it, but you just didn't ... But, I want to be careful here that you didn't know for a fact that you were gonna be able to get clients for these people.
Mitch Gonsalves: No way.
Sam Ovens: Because, the only way you can actually know that is, when you've done it.
Mitch Gonsalves: Yeah, no way.
Sam Ovens: You can't do it without doing it, so that's where a lot of people get frozen. They're like, I can't pitch these people, because I don't know for a fact I can actually get them clients. But, unless, you've got to jump this gap somehow. You've got to believe in your ability to figure it out, and you've got to learn on the job, on the first client. Then, when it happens, then you can be way more confident in everything. But, you've got to jump this confidence gap somewhere. Otherwise, it never happens.
Mitch Gonsalves: Yeah, one of the major confidence gaps was when, I basically got the results for my first client. I got really good results for him, the guy that I was just battle testing. I did it, basically, for free. I got his results, and then I started to use those results, and there's a demo, so I'd screen share the different funnel we use, and the whole metrics, the whole numbers behind it. Because, these guys are really numbers driven, right? I'd get them from LinkedIn, 15 minute chat.
Mitch Gonsalves: Then, from the 15 minute chat, I would take them on that strategy call. Then, near the end of the strategy call, in my presentation, I would shoot them a Zoom link, and I would take them through the demo of the whole process, to basically just show them visually how it works, and the numbers, and the results I'm getting. [inaudible 00:36:37] I just, once I got the results, that's when I got major confidence. But, I didn't know at the beginning that this would work. Then, once it started to work, that's when my confidence just skyrocketed. That's when I closed three more clients for five grand each. That's what was really the major thing that happened for me.
Sam Ovens: Got it. Your first few clients you were doing at 1500 bucks a month?
Mitch Gonsalves: Yeah, so the first guy was 1500 bucks a month, just plus ads, that was with ad spend. I wasn't making anything from it. Then, the next guy, 1500 bucks a month plus 1500 bucks ad spend, so three grand a month.
Sam Ovens: Your first one was basically free.
Mitch Gonsalves: Basically, I said I'll charge him 1500 bucks a month, but then I would just use that-
Sam Ovens: You were doing 1500 in ad spend.
Mitch Gonsalves: Basically, or at least to get him results. I was basically making a couple hundred bucks, whatever. Maybe that, probably nothing. But, I just did it just to get the results, right?
Sam Ovens: It's, some people think, I still believe, if you've got the balls to do it, charge from day one, because you can. But, if you don't, getting a client for free is so much better than doing nothing. Because, you'll learn. Learning is valuable, it's worth money. Then, when you get the confidence, confidence if valuable, it's worth money. If you can get confidence, and learning for free, that's a good deal.
Mitch Gonsalves: And, a case study.
Sam Ovens: Yeah, and you could get a testimonial too. That's a really good deal. That's worth money.
Mitch Gonsalves: Oh, yeah.
Sam Ovens: It's just not money in your bank account. Sometimes, entrepreneurs are short sighted with this. They're like, but it's not money. It's like, dude, there's other things that are worth, that are valuable, you know what I mean, other than just money.
Mitch Gonsalves: Exactly. I didn't care, I just wanted to get the results. Because, once I got results, then I could use those results to get more clients, and that's exactly what I did with that demo that I would take them through. That was a huge, huge thing that I did.
Sam Ovens: Nice, and then you upped your pricing to what?
Mitch Gonsalves: Five grand a month, so it was 3500 bucks, my management fee, and then 1500 bucks ad spend.
Sam Ovens: Got it. Your first one was free, then you were 1500, and then you went up to about 3500, your actual fee that you get.
Mitch Gonsalves: Yeah.
Sam Ovens: Cool. Then, you were getting clients predominantly through LinkedIn with this method you just explained before. You've got a niche, you know you can get them results now, because you've gotten them results. Now, you grew it up to what was it about? How much did you get at the peak of done for you?
Mitch Gonsalves: It was about 20 grand, but some of it was ad spend. I was probably netting 14K a month.
Sam Ovens: Got it. Then, what happened at that moment that made you consider, and want to move from done for you, to training programs?
Mitch Gonsalves: Well, one was it was the time. I did hire a contractor, but I still have him, and I still have these done for you clients. But, now it's like the weight's lifted off me on that end a little bit, so I can focus on this, which is the program. I just saw, I can help them in way more ways than just running their ads. Just helping them pick that niche, helping them to craft their offer in a way that speaks to that niche, and craft their marketing message, and also how to use LinkedIn to get clients for free. Because, instead of paying for ads, they can just go use LinkedIn, the same process I'm using to get clients, they use it themself to get clients.
Mitch Gonsalves: One of my clients just logged in $480 thousand in assets for a $5000 a year client. Which, within the first two weeks, right? Now, he can use that, and front it for the ad spend. I just saw, I can provide way more value to them than just running their ads. I was like, why am I gonna just limit myself, and keep myself trapped in a box, when I want to just breakout, just provide as much value as I can now? Now, through the program, they love the Q&A calls, I like creating the content, they're getting a lot value out of it, and they're landing clients within the first few weeks, instead of waiting a month for the ads to get approved, me building they funnel and everything. They can get started right away with it.
Sam Ovens: One thing I remember from done for you that would always piss me off is, I'd get into the business, and I would be like, all right. I'd find them the main thing, their core business. I would identify that. Then, I would create the landing pages, and the ads, and whatnot. Then, I would run it. Then I would deliver them phone calls, or in store visits. Whatever the business model really used. Most of the time it was phone calls back when I was doing it. But, then, they'd just totally drop the ball on the phone. They either wouldn't answer it, they'd answer it late, or someone, like some intern would pick up the phone, and just have a nightmare of a conversation on it.
Sam Ovens: Then, at the end of the month they would come around and be like, "Hey, I thought you were gonna help us get customers." I was like, guys listen to all of these calls. I sent you the calls. I used to think, that's their fault, but in a way it's, you never want to behave like that, because it's silly. You want to think, you want to take responsibility for everything. I thought at first, it's just their fault. But, then I thought, well, actually, that's stupid, because if I say that, they're just gonna quit anyway. Then, I would start coaching them on how to do the calls and everything. Then, they'd do that, but then I improved things a bit more there.
Sam Ovens: But, then they'd make stupid decisions in the business. Like, buying all of this inventory, which took out huge, which put them into a cash squeeze, which then made them have to cut the ads anyway, even though it was working, just because they made a dumb decision. I was like, man, so I'm like, what, now I'm supposed to help them actually think. I was like, where does this end? I was like, and then a lot of them had really bad financials. They just had no idea about their financials in their business, until it was basically time to pay tax, then they'd do it, like a one week marathon of accounting then.
Sam Ovens: Then, and you need to know these things to make good decisions too. Then, beyond that. They would make bad business decisions. They weren't that hungry, they weren't driven to approve. They were just stagnating. I was like, there is no end to this. I thought I was just solving the problem that they had, which was digital marketing, but it was systemic. The whole business was rotten. It wasn't just bad businesses, most of them are like that, do you know what I mean?
Mitch Gonsalves: Yeah.
Sam Ovens: I was like, I can't do all of this. I can't teach them how to think, get them motivated, make them hungry, help them do their financials, help them make good decisions, and get good internal system to deal with all of the operations, and to do ads, landing pages also. I may as well just own the company.
Mitch Gonsalves: Yeah, honestly.
Sam Ovens: That's when I was, that's what used to piss me off, and keep me up at night. I was like, what if I just did a training program on it? Now, I can tell them what to do, and then they do that for themselves? It sounds like you had the similar discovery. It wasn't just getting them leads. You had to teach them how to sell, and then how to do all this other stuff.
Mitch Gonsalves: Yeah, like I said, I would get them guys with literally $500 thousand in liquid assets. That's a $5000 year. With annuities, it's even more, but they're just selling investment management for a 1% fee. Even a $5000 a year client off it, that's gonna pay them probably, most of them stay for the rest of their life. That's basically a high value client that's gonna be coming into their firm there. I would bring them the lead, I would book it using a scheduling software. They would come in, they would fill out a survey, and this qualified prospect, right? They would come into their business, and they wouldn't close them, or they wouldn't get them to second meeting, like how I coached them on now.
Mitch Gonsalves: But, before, yeah, I was just bringing them the leads, and then they're like, "Oh, well, the marketing doesn't work," or something like that. I'm like, man, you didn't, you don't have any systems, or scripts in place to actually close the client, so how is that my fault. That's what you said, taking responsibility at the beginning. I thought it was, it wasn't my fault. But, now, I felt like, obviously, I take responsibility for that. It's fully my fault, and to provide with them the best things to actually get the best possible results with my services.
Sam Ovens: What sort of resistance did you have towards moving to the training program model? Because, I know a lot of people get stuck at this point. They've got done for you, it's working well. They're like, "Why don't I just keep growing this? Why move to training." Tell me what you were coming up against with that decision.
Mitch Gonsalves: Initially I was like, well, I can easily just get a few more $5000 a month clients through the same system. But, then I started to like, once I started to get more clients, I think my max, I think I got to like six or seven that were paying me month-to-month. Some of them are still paying me a little bit, like 1500 bucks. But, I just felt like my time was tapped, and also the results I was getting wasn't as good as I knew I could get them. A lot of them were just waiting on these leads to come in, and they weren't doing anything else to do prospecting, or anything like that. They were just waiting for leads to come.
Mitch Gonsalves: If they weren't, they'd be like, "Hey, where's the leads," right? I was like, the resistance basically was like, one, I didn't know if it would be as valuable as my done for you, so I didn't think [inaudible 00:46:36] but, now I have the totally opposite view on that. Especially, as the guys are getting results now. But, that was the one thing, was I didn't think I would really get them as good results. Second, I didn't know if they would actually do the work, right? But, now, obviously, once you set the expectations off the bat, and you do it, you basically put all the burden on them, it gets them more hungry, and it gets them to actually do the work now.
Mitch Gonsalves: That was one of the things that I came up against was, I didn't know if my services where gonna be as valuable. I didn't know if people wanted to just do a training program, and actually find value in it. But, now, I have the total opposite view on that stuff.
Sam Ovens: Got it. What's it been like now that you've moved over to selling programs? Because, I know you've still got some of your done for you clients, and they will drop off over time. Because, there's always some churn. But, I know now you're not taking on any new done for you clients, and you're solely selling your program now. What's changed, what are most noticeable differences in your business, and in your life since making that switch?
Mitch Gonsalves: Yeah, well, like you said there. One of my clients that I do done for you with, I actually just gave him access to my program, and now he's starting to go through it, and now they're starting to transition. They're gonna be doing most the stuff themself, internally. That's one of the things that I kind of, because I like to just, I just want to be on the phone eight to 10 hours a day just selling the thing, because I know it can help a lot more people.
Mitch Gonsalves: One of the things that I felt too is, it's highly scalable. I just partnered with a firm here in Toronto. They have 67 advisors, and a network of over 10 thousand advisors, and they want me to be their preferred marketing guy, using my lead generation, and my training program as their preferred program for all their advisors. Before, I couldn't do that. I met with this guy about a year ago, and I pitched him on this. I went actually in his building in downtown Toronto, and I pitched him on this. I was like, I can help you, your advisors and you get clients through digital marketing, sales funnels, and all that stuff.
Mitch Gonsalves: But, then I was like, okay, if I get like 67 clients, that's gonna be a shit ton of work. I just dropped it off. I didn't really talk about it, and I didn't really followup with the guy that much. Because, I was like, it's a good deal, but I didn't really want that, it would be a huge job to do, right? Especially, with these guys wouldn't want to pay more than 1500 bucks a month anyways, because they're individual advisors in a set of firms. What I did now is, I kept posting on my LinkedIn results I was getting. I kept posting on my email list the results we were getting, and reached back out to me. Now, I have a training program that's scalable, I can then sell it to all these guys.
Mitch Gonsalves: That's one of the things I found too. Now, I'm his preferred training guy for his lead generation to help them get more high number of clients. That's one thing I found too is, that it's scalable. I can then just have people come into it, and get the result that they want, without me doing the work. Basically, you just, yeah, basically the scale of it is basically the one main thing that I've really seen a difference in now. Because, I can sell it to as many people as I can, and they can get the same results, or even, I've seen even better results. Because, I teach them sales, and all that other stuff, right?
Sam Ovens: It's interesting, it's the whole self-service thing.
Mitch Gonsalves: Mm-hmm (affirmative).
Sam Ovens: Because, you know that feeling when you go to a website, and you want to buy the product, or sign up for the software, or something, and then you realize that you have to complete a form, and then the sales rep is gonna call you, maybe in one to three days. But, sometimes they just drop the ball, and they don't call you at all. You can't get access to this thing for a week, because you've got to go through their shitty systems. Do you know what I mean?
Mitch Gonsalves: Mm-hmm (affirmative), mm-hmm (affirmative).
Sam Ovens: Then, you know that feeling when you go on, and you can just get a trial immediately, bam, and you're in. You're like, this is sweet. It's like that's the difference between done for you and a program. A program is self-service. Someone can just sprint if they want to. But, done for you, it's like, before we get these ads up, and before we start getting you traffic, it might take a month.
Mitch Gonsalves: Yep.
Sam Ovens: That's, that same experience for the customer. It's like they just want to go at it, and they want to have the control, and the ability to sprint if they want to sprint, and basically help themselves. That's really what it opens up and unlocks. But, most people have this delusion that the done for you is really what they want more, because they don't have to do anything. But, you've got to remember, what's more important to the client, doing work, or getting the result? Because, when it comes to getting the result, someone's willing to do the work.
Mitch Gonsalves: Yeah, for sure. Like I said, just putting in, instead of me just doing ads for them, they can get started right away with the organic methods, right? That's one thing I saw huge, huge shift, and big change in results was just introducing that. I could have done that done for you as well, but it wouldn't, that's not even as sustainable, and it's more like, this is more personalized, and more customized to the prospect and their business. That's what I found as well, mixing those two together it helps exponentially with the-
Sam Ovens: Now, you've been able to scale up, and now you're at about 30 grand a month, right?
Mitch Gonsalves: Mm-hmm (affirmative).
Sam Ovens: Got it. What's your goal for the next 12 months? This time next year, where do you want to be with this business?
Mitch Gonsalves: I didn't even really want to do this interview with you, because I wanted to do it when I got to seven figures, which I know will be, I'd say either, I'll be at 100 grand by the end of the year, 100%. Because, this new firm that [crosstalk 00:52:25].
Sam Ovens: 100 grand a month?
Mitch Gonsalves: Yeah, at least 100 grand a month. I want to get to 130 grand a month, with a 100 grand plus in net profit. That's my goal for the end of this year. 12 months, I want to get to like 300 grand a month, that's my goal. Because, with this firm that I just partnered with, they're gonna be sending me 20 to 50 clients pretty, on a regular basis.
Sam Ovens: What's the tax rate in Canada?
Mitch Gonsalves: I'm not too sure, but I have it incorporated, so I just take a salary from the company.
Sam Ovens: 100 grand a month in net profit sounds like a lot of tax.
Mitch Gonsalves: Yeah. I would grow it, I don't care about the tax, I just want to grow the business, and make the money.
Sam Ovens: Yeah, I agree, but that'll be your pain point when you make a 100K a month in profits, and then you see the tax. Then it'll become a new pain.
Mitch Gonsalves: Yep, for sure.
Sam Ovens: What about the future for this business? Where do you see this thing in five years, 10 years from now?
Mitch Gonsalves: I'd say five years, I want to get it to at least eight figures, probably even more, like 20 million. I want to be the preferred program, like I have with this broker that I'm with now. I want to do like that, where I go to these big firms, and these guys that have a bunch of advisors under them, I become their preferred kind of program director, right? Where I just, they have this, they all use this system to get clients, right? I want that to be one of the things.
Mitch Gonsalves: Then, within the next 10 years, I want to start my own investment firm. I want to use the same strategies I'm using to help grow that, to grow my own. I want to just get in the space, not so much in the financial advisory, but more so in hedge funds, still generating and getting assets into the company. Because, that's ultimately the business model, right, is generating those assets under management.
Sam Ovens: Got it. You've been in the program for 18 months total. You went through Accelerator 1.0, and then into 2.0, and then you upgraded to Uplevel, and that's when you switched from done for you to online training. Through that whole journey so far, what would you say is the one most transformative part that you've learned from me?
Mitch Gonsalves: That's a hard one, because every single thing I've learned from you has been transformational. But, I don't know, I've just seen, I think I learned more so just from observing you, and what you do on a daily basis, and just how you provide value to your customers, how you go about your clients, and just providing that value. I think, I learn a lot from just observing your actions, and how you actually go about sustaining that long-term, what is it called, the pain of going through all this stuff now, to get the rewards in the future, right? Just going through all the hard, the painful times now to get the reward in the future. Because, I'm obviously in this for the long-term, and just having that long-term view on everything. But, one of the things too is, obviously, the mindset portion of the whole training.
Mitch Gonsalves: Basically, because if you think about it, I was 19 when I joined your program at the time. Now, I'm 21, but just coming in here at 19-years-old, all the stories I probably had of the past, I was driving a pizza, I was a college dropout. I just had all these stories that I was telling myself, and just wiping them, and creating a new perceived self, and recreating myself, basically, into someone who could be successful, and who could generate 30 grand a month at 21-years-old. That's one of the things that I really think is, well, most transformational, was just transcending myself to that next level, and I'm always doing that now. I'm always in the process of breaking my old self, and creating that new self. That's one of the things too is invaluable that I've learned from you.
Sam Ovens: Got it, and I'm sure you've seen, you've been in the customer community, and you've observed a lot of the members in there, and what they go through. What would your number one piece of advice be for them?
Mitch Gonsalves: I would, [inaudible 00:56:39] Don't skip anything. Also, just once you pick a niche, stick to that niche. For me, like I said, I've been in doing this for 18 months in the same niche, and I've just seen the compound effect of it. Especially, with this guy now, like a year later he reaches back out to me, and I just land a joint venture partnership where he's sending me 67 advisors, right? Just sticking to one thing, and just being the absolute best at that. Because, that compound effect.
Mitch Gonsalves: If you keep niche hopping, you're gonna lose that momentum, and just stick to one thing, and just really become really good at that one thing, and solving one thing for that particular type of client, and just become the absolute best at it, and you'll dominate your whole market. You'll, honestly, catapult yourself to new levels. Just stick to that one thing, and just become the absolute best at it, and don't waiver. Just stick to it, once you find it, once you find you're passionate about it, just go at it with all fours.
Sam Ovens: That's good advice. How can people learn more about you? We're gonna put this on YouTube, some financial advisors might find it, and they might be like, oh, I need this guy's help, or someone might know a financial advisor who needs your help? How do they learn more about you and what you do?
Mitch Gonsalves: Yeah, so you can just go to my website, my last name, GonsalvesConsulting.com, or you can watch my case study video, which is Go.GonsalvesConsulting.com, and [crosstalk 00:58:04].
Sam Ovens: How do you spell Gonsalves?
Mitch Gonsalves: G-O-N-S-A-L-V-E-S. It's no Z's, just all all S's.
Sam Ovens: GonsalvesConsulting.com.
Mitch Gonsalves: Yep.
Sam Ovens: Awesome. Well, thanks a lot for jumping on, and sharing your story, and as soon as you get to reach over seven figures by, you have to do three months in a row of more than like 86, we'll call it 90 grand a month. 90 grand a month, for three months in a row, that's a good signal that, that'll probably continue to repeat. The moment you do that, send me or Hauser a message, and we'll get you on for your seven figure one.
Mitch Gonsalves: Yeah, I don't know, I'll probably be there by the end of this year.
Sam Ovens: It'll be.
Mitch Gonsalves: Yeah, it will. Sam, I just want to say, thank you for everything that you've done so far. Basically, helping me with that evolution, and just getting me to the point where I'm at, and the future of where I'm going. I can't wait to see you ring the bell too, but this time at the New York Stock Exchange.
Sam Ovens: Cool, man. Thanks a lot, we'll speak soon.
Mitch Gonsalves: No problem, dude. Yeah, take care, man.