Passing The Torch #05: Finding Like Minded People with Harri Thomas and Vito Margiotta

Marcos Bravo: Hello everyone, Marcos here, I want to welcome you to episode number five of Passing the Torch, the podcast of my growth mentor. Today we’re going back to tandem interviews, we took Harry Thomas and beat them on Yoda. They are the founders of Elephants and nap that you’re going to find out more about throughout the podcast. But we wanted to focus also on how people and like-minded people met, how they connect with each other, and how they plan a whole business together. So I’m not going to tell you more about that I’m gonna let them tell the story. I want to invite you though, to subscribe to our podcast to our YouTube channel to our social media channels, and start a conversation with us. So without further ado, welcome back. 

Marcos Bravo: Hello, gentlemen, how you guys are doing today?

Harri Thomas: Really well. 

Vito Margiotta: All right. 

Marcos Bravo: I’m glad. So I talked to the guys a little bit about how I didn’t prepare at all for this, but I didn’t do it. Because I’m lazy. I just did it on purpose, because I really want to find out. What are you guys working on? But first, I need to do the regular question like, Alright, what’s the connection with the growth mentor who came to the growth mentor to look for help or to offer help? How did you guys meet through the platform? So let me start with you, Harri. So are you? Were you looking for help? Or you were offering help?

Harri Thomas: No. So for me, in this particular incident, I was acting as a mentor. So mentoring is something that I’ve benefited from enormously through the years. And so it’s very keen to kind of give back to the community or return to the stream from the Blackfish or whatever the quote is there. And it was through that process that I met Vito. And so Vito is more than qualified to be a mentor in his own right, but he’s also one of those guys that he’s kind of consistently trying to learn and improve. And so it was through kind of the first session with Vito that we created kind of a connection and established a few shared interests. And then we had two or three sessions I think organized through GrowthMentor before kind of deciding to start a business.

Marcos Bravo: Well, that’s pretty quick and but I guess there were things that they said about clicking early in the process. So Vito, what was your main problem? And why did you come to grow mentor? What did you need to fix?

Vito Margiotta: He will sell. Okay, um, I usually act as a product manager or engineer, or anyway not, not necessarily on the sales side of things, you know, these when you hit the market and introduce aids, the shy person we don’t to sales that well.

Harri Thomas: A shy person Vito.

Marcos Bravo: I know that feeling because I mean, it happened to me a lot that I can hire for marketing, and then suddenly was like, Well, can you come with us to the next event? Because you can sell and I hate sales? I really can’t do it. Because I hate rejection. So every time I was like, no, no, no, I’ll pass we’ll find a salesperson. Don’t worry, we’ll get there. So Harry that you would get turned into a growth mentor right when you went there. And this is something I wanted to get into the whole podcast, too when did you feel that you had something to say or something to offer? When in your career, you felt like you know what I can share some knowledge that I acquired throughout the years. So I think I’m ready for mentoring. How was that thought process in there?

Harri Thomas: I mean, it’s going back quite a few years now. So don’t fact-check me on this. But I actually came to mentoring directly through Foti, who’s the co-founder of growth mentor. And so prior to building Elephants with Vito, I had previously helped build a marketplace business called Respondent which connects researchers and research participants. And it was in the very early kind of early stages of the growth mentor, and in a photo he was looking for mentors, people who had kind of grown marketplace businesses before. And so he got in contact with me, I think, kind of directly via LinkedIn. We had a call talking about kind of the growth of marketplaces. And then when he started the business, he actually invited me on to become a mentor. So I wouldn’t say that it was something that I was actively looking for or something that you know, I woke up one morning, I thought, man, I’ve got, yeah, I’m a mentor. Like I’ve got all this great experience and whatever I think, for me, it was just the result of particular circumstances and kind of the business that Foti was building. But man, I’m still surprised when people get in contact with me. You know, when they like when they want to find things out or have conversations and it’s always super nice and very kind of affirming that you know, I’ve got something that people at least somewhat a little bit interesting.

Marcos Bravo: Oh, it’s true. It’s true. I mean, I feel the end that sense because I’m, usually My offer is more about mindset or venting frustrations, I wouldn’t even talk about the strategy itself. But sometimes having just that little connection of like, look, I feel Yeah, I’ve been there. I’ve done that. And I know it’s not easy or whatever. And those little pieces of advice are what make a big difference, at least in my experience, and Vito when you were with Elephants is that you had a problem when you had a different project. When you approach a growth mentor, a totally different project.

Vito Margiotta: It’s another side business I have. Where essentially, we started with targeting enterprises, and they didn’t have prior experience was actually in the still b2b sales, but more on the SaaS base, completely automated, don’t talk to anybody, through ads, you connect people, and they come to you, you know, in the insulting enterprise kind of different way more high touch sort of thing. So this by actually, I decided to actually look for help. And that’s when I stumbled upon the head, I guess, and growth mentor wondering they were talking that I really appreciate is that sometimes you can have great conversations, like in the case of Harry, with a great conversation that just happened. And it was free to start with. And the and it was really a value. So that’s, I think that there is a split in between those who do mentoring for passion, they will check out probably the true mentors. They do mentoring for business, which I call consultants, that’s nothing right. 

Marcos Bravo: Nothing wrong. I used to charge 20 bucks for a long time. So I was sort of promoting instead of going to McDonald’s. 

Vito Margiotta: And by the way, does it also have the third type of mass difference, which is those who do mentoring and consulting at the same time, and a really heavily discounted rate, which still comes into value? The experience was really good, but we’d had it with other people.

Marcos Bravo: And so you guys started talking, you had the first goal you had a couple of calls after. So Elephants started becoming a thing through these calls. They got, like, while you guys were talking, you’re like, Whoa, maybe there a couple of things that we can do. How’s the story of this company you guys created together?

Harri Thomas: Yeah, maybe I can start this right off Vito. And then if there are details missing you can jump in. So as a bit of background Elephant is a social goals app that’s working to help. What we hope will be hundreds of millions of people realize their ambitions and personal goals. And on one of the calls that Vito and I were having, I actually mentioned that I had to leave the call in order to jump off to do my Quarterly Review. So personal goals are something that I’ve done for a very long time over a decade. And the way in which I had previously kind of run my practice was I’d set goals for each quarter, and then review them at the end of the quarter and kind of provide feedback on my progress.

Marcos Bravo: The regular army, right?

Harri Thomas: Yeah, the regular Right, exactly. But it wasn’t that much fun. This one man was a hell of a lot of hard work, until I invited some friends in with me to share the process. And so through the process of kind of sharing goals with my friends, it was this really epic unlock for me in terms of an increase in accountability, support, motivation, encouragement, resources, like all of these really good things came from it. And as part of inviting my friends in, we decided to do our quarterly reviews together. I was on a call with Vito, and I remember saying, Hey, man, I’m going to jump off because I’m doing my quarterly goal review with a few friends. You know, they’re in different time zones here in Australia in the US, and kind of all over the world. And Vito said, whoa, whoa, whoa, whoa, whoa, like? What do you mean, you’re into goals? And before we got off the call on that very first call, Vito, shared his screen and pulled out what is an immaculate record of kind of the previous 10 or 11 years of his own goals. And so if you wanted to know what Vito’s relationship goals were in kind of July of 2011, and believe me, you died, I’ve seen them, you don’t want to know what they were. He can tell you. And so that was kind of a point of instant connection for us on top of all of the other kinds of business connections that we had, and, frankly, what I think are pretty, you know, parallel experiences in that we both kind of late internationally both we work the big fun companies both kind of repeat founders. And so for me, it was just kind of another, another layer on top.

Marcos Bravo: And we did like eventually you guys will obviously you’ll launch this new venture. Harri, are you in the UK? 

Harri Thomas: Yes, I’m in London 

Marcos Bravo: And Vito is in Italy, right? 

Vito Margiotta: Correct. 

Marcos Bravo: Okay, um, quick question before we keep moving into the Elephant. What did you do the same thing before the pandemic when remote didn’t exist as much? Do you think the whole remote idea of working from home allows you to feel more comfortable? Like I look at my founders, and you tell me, the other founders in the UK? Do you think it had a little roll into it?

Vito Margiotta: No, I was doing remote for a very long time. 

Marcos Bravo: Okay, good. Yeah, man. Good for you.

Harri Thomas: Yeah. And I was too. And so. So my first business, the marketplace business was built in the US. And we were bootstrapped the first two and a half years of our growth before subsequently going on to raise several rounds of VC funding. But, you know, while we were bootstrapped, we were kind of forced into a remote structure, not because that was necessarily…

Marcos Bravo: There’s no money for enough. 

Harri Thomas: Yeah. What we wanted to do exactly, we just had no money for an office. And we were like, man, looking at the software engineers, and there are 120k in New York, or for somebody with exactly the same experience, they’ve been to the same schools, we can get them for half that if they live in Denver. And so we were like, Denver it is. And so that’s how we came to remote in kind of 2014 or so. So I’ve been remote for a very long time. So the relationship that Vito and I have is kind of very natural.

Vito Margiotta: Yeah. Likewise, in my previous company, we used to be very heavy on providing services to emerging markets. We had an office in a bunch of exotic countries India, Kenya, Chile, well, you might be remote, because you’re not gonna be on display at this time. Yes. Like, it’s a kind of force, that can feed the entire company culture around being disturbed. So that’s why I can go with you now, even when we meet. We meet regularly but not too frequently. And when we meet, we usually rarely work together. 

Marcos Bravo: Which is it’s part of the culture, right? I mean, it is. So how many people worked in Elephant at the moment? Is it just the two of you with a big idea? You’re really happy? We’re working on it?

Vito Margiotta: Yeah, we’re back with a development team, which supports us, which is additional three people working with us. And currently, increasing the team size.

Marcos Bravo: That always helps. So you had a couple of goals? Have you started working on it? What were the first blockers in creating your business? Because I mean, a lot of the people and growth mentors are calling for, well, I want to start my own business. I want to grow my business. In your case, Vito, you wanted to get more sales? What was the first I mean, I don’t want to block maybe like the first bump or the first challenge that you guys found together into creating a new concept and new business. 

Harri Thomas: I guess for us like, we didn’t start Elephants as a business. It wasn’t kind of ever intended to grow into what it was now, for us Elephants were a solution to a problem that we were personally experiencing. And so kind of, from this shared realization that goals were important to us, we had kind of a couple of scoping calls. We realized that the way in which we were sharing goals with friends currently was fairly suboptimal, we’re using things like WhatsApp groups, slack groups, and Google Sheets and trying to set up you know, zaps to ping different things and connections to Strava. It was all just kind of all over the place. So Vito kind of been, you know, eminently practical said, Well, why don’t we just build something that can kind of serve our set our needs. And so from the kind of first design session to getting something out in the world, which was kind of a very basic, but functional and kind of working prototype of Elephants was about two weeks. And then we shared it with the friends that we were sharing goals with currently, and they invited a few of their friends and they invited a few of their friends it was put on a couple of Reddit forums and it spread. And before we knew it, we had about 100 people signed up for a tool that was only ever intended to be for kind me and Vito in our immediate friends. So that’s how the business grew. And that was kind of the genesis of the idea that became elephants.

Marcos Bravo: Now, this morning, I posted on LinkedIn something because I’ve been doing this silly post about Y Combinator having a bunch of advice, I guess 22 advice, they get to startups. And the one that I was doing today was about building things that people want, right, and you guys build something that I’m not sure if it’s something that people want, but it’s something that people sort of needed without knowing that they wanted. I think you guys are hitting a set of a niche that is something that existed all the time. And it’s needed because you need to do certain things. But now you can do them better. And if you probably ask someone that I wouldn’t come out with it with the idea of Elephants, I mean, this, this was something that you guys brought up, because of your experience on your own goals and developing things throughout the years, how much you think your previous experience on your previous companies helped to shape? The idea of putting a product like this out? Because it’s definitely not something that you just Alright, well, let’s just do this. And why not? Let’s see.

Vito Margiotta: Yeah, I can take your job, personally, with your broker, again, so maybe a little bit smarter, maybe I am. But my personal thing is like build people that you want, then other people want. And I really want that. So like I was a user as a user, likewise, Harry was. And so in that regard, the thing that we did the right thing in terms of building the first prototype, and the way in which we were thinking, different was supposed to work in the first place, we realized that in that regard, by the way, I think we didn’t follow our general intuition, which is like do a little bit more research and interview customers, they will not just build a thing. Again, it wasn’t built to be a business. It was meant to be a product we will use and probably realized after that. And indeed, actually, what brought the initial version of enhancement, because good news today is that we 10, soon after had to rely to answer the question, but how many people will actually want to use the product? And that’s exactly the same complex set of things that we wanted the product to do. So would you call Marcos, a niche? And for that, we will argue that if you look at the overall pivot, but I think everybody does, in some form, or fashion goal setting, everybody decides to Django or maybe to be part of it, essentially. So in that case, that is not really an option. But then obviously, if you go into collaborative goals, where cracking these are in a certain way, then at that point, it obviously becomes an issue. These are where we started to step back and say, Well, okay, now we became more serious about actually building a business out of it. Okay, now, let’s restart three said. And they start thinking, How do we turn these into from a niche to an intercompany? And he’s, actually leather pants come through?

Harri Thomas: Yeah, and I’ll just add to Vito’s point there that we used to jokingly refer to the TAM of elephants as roughly the size of the internet because you talk about people that want to make improvements in their life or people that are looking to kind of build something or do something or find purpose and meaning. We think that that’s pretty much everyone, and certainly the growth mentality, it’s, you know, you, you look out there and I bet I bet the majority of people on growth mentor, have goals of some description. But unfortunately, we’ve since done the research and something like 97% of personal goals fail. And I actually think that 97% is low, I think it’s more like 99.97% of all.

Marcos Bravo: I’m pretty sure you’re right.

Harri Thomas: Yeah, and I think the reason why that is, is because, in that kind of massive stage where goals are just the seed or the kernel of an idea, they’re lacking the support and encouragement in the watering of people who kind of share the goal to get them to sprout out of the ground. And so what we’re hoping to do with elephants is to provide that kind of fertile soil, where people can come in, and it doesn’t matter what the goal is, whether it’s fitness or financial, or adventure or relationships, or, you know, learning a new language, whatever the case may be, you can come in, connect with people that share the goal, plant the seed and kind of grow the pond and realize your ambitions.

Vito Margiotta: Yeah. And the other point is, I guess the thing that as you were saying everything, especially the internet is the audience. But at the same time, though, not everybody is intentional about goal setting. What are your goals? I do have a goal. Would you want to but then, if you ask the same question in another week. Then they have the whole plan laid out. Yeah, so sometimes we go sometimes to some people who are kind of scary in the sense that it seems like a big thing, while maybe they phrasing it in another way, making mixie work. And on top of that, making collaborative meaning with friends, make the entire thing to be perceived in a different light, which I think is way better. Because it makes it more fun. It makes it less like a must-do this thing. Because and makes it more of a cool thing. Nice thing to do.

Harri Thomas: And it’s innately human, isn’t it bigger, because I think humans kind of inherently social and collaborative creatures. And it has superpowers. And so when we kind of harness those collaborative instincts, that’s when we can really start to create kind of meaningful, meaningful change. I think it comes naturally.

Marcos Bravo: I love the idea of the collaborative factory into it. Because, for example, I’ve been planning to lose weight forever, right? And there’s always this moment that is I have whatever, just an extra sandwich here and there, nobody’s looking. I’ll start again tomorrow. But when you’re with other people that I know, guys, we’re not doing this. We’re not doing this. Alright. Well, cool. Let’s stay focused. Yeah. So that’s amazing that you have the extra factor which I don’t think it’s peer pressure. It’s actually like you said, it’s collaboration. We’re in this together.

Harri Thomas: What we’re finding through kind of beta testing, I think everybody knows, is that the development of the relationships in pursuit of the goal is actually more important than the goal itself. It’s the journey, man, and it’s the journey. And so while you might achieve the goal like you get out the other end, and everybody’s lost, five kilos, or whatever the case may be. It’s also like, this is a shared experience and something that we’ve worked through together, and you form really strong bonds through that process. It’s the same with sports teams, and kind of like, you know, working on special projects at work, or whatever the case may be. You can take a lot of value out of the journey, and it’s often more valuable than actually the achievement of the goal itself. And so that’s what we’re really trying to kind of amplify

Marcos Bravo: How far do you want to take it like what’s the stage two, three, or four of Elephants? Well, how do you envision that? video, you can probably answer that one.

Vito Margiotta: Yeah, there is a bunch of factors that go into elephants. The first one is you kind of already know what you want to do. Again, you’re able to answer the question, what do you want to do this year, you can do it with the idea in mind and whatnot, then I think we’re the cool part starts to kick in, is going to actually release discovery about new stuff, which goes beyond the initial thing that everybody thinks about, which is to lose weight, for instance, or run 10 kilometers, or whatever, like we said, the classical gods, right. But then we start discovering new parts, I think this is where it gets really interesting. And so this might mean there will be a way for you to browse through what are the training goals, what are new goals, they actually look around and see what’s cool, and then maybe learn something new, whatever experience and you will not have experience otherwise, maybe that’s where the magic kicks in.

Marcos Bravo: I love the fact that that the trending because that means that if you get in there, there’s no way you’re living without a goal that you will find something that you need to make happen some one way or another. I’m just touching back a little bit on the subject of mentoring and leadership. How much value do you see in young companies to be able to say I don’t know this I need to go and ask someone who knows Do you still practice that idea of If I need help I’m gonna go and get it or you’re trying to solve things on your own?

Vito Margiotta: I can personally get these because the personal opinion but my personal opinion is that the time that today’s reasonable value in our kingdom even if you know how to do stuff, I’m giving an example like let’s not go where the conversation there the with the truck with the guy that was doing and another founder to discuss about analytics about me they read up a long time, but maybe some another person who was doing it specifically for mobile apps. Similar to how we will envision ourselves doing it. We have two options option one learning by yourself. Option B confirming with others first then the main tree learning to ask them to teach you Let me look through these both far faster than option one and less prone to errors because you learn on other people to use errors, in my opinion. So like, I think, but not necessarily only for young companies, like for any companies, lots of value in learning from other people’s mistakes.

Harri Thomas: Yeah, and I think, if you can learn from the bosses, for me, it’s just this kind of epic hack and unlock. And, I think of myself as a UX researcher first, and I found a second UX researcher is kind of what I’ve been trying to do. And the answers are almost always with the users and didn’t in the same way, it’s like, you know, people who have already done it, they have the answers already, you just need to kind of spend some time framing out what your question is. And, you know, you can put that out there. And you’d be very surprised at the willingness of people to help you. And just to kind of echo Vito’s sentiment, Vito and I are kind of in this constant learning loop, both of us come from b2b backgrounds, and have been somewhat successful in kind of the building of those businesses. But we’re now building a consumer app, a social consumer app at that. And that’s like, a startup game on hard mode. Like, it’s tough. It’s tough building social consumer startups. And so, you know, we don’t have all the time in the world for this thing to be successful, we have a huge amount of urgency around our mission and kind of realizing the vision of what we hope elephants can become. And so by speaking to people and kind of learning the tips and tricks that they’ve spent, potentially a lifetime kind of building up, it just allows us to leapfrog to investor knowledge. And also just to, importantly, kind of leapfrog the competition to you know, the people that are better at learning will be better at applying the knowledge and understanding,

Marcos Bravo: I definitely think you guys are doing the right thing. Because you could think is really easy for one of the big guys to say, well, we can just add that to our solution. But I think this is sort of a switch on people’s minds that you don’t want to use the big guys for everything anymore. And we used to be super comfortable. I mean, Harri you were part of the mentor, right? So you understand how Facebook, how Facebook works, and how much has been changing. I mean, in my case, I hardly use it for anything else, that is just a check on my family. And that’s it. So even if they will add something like elephants to it, I will definitely not use it. But the building of a smaller community looking to achieve goals, you directly go to people just like you looking for that very specific thing that you’re doing to you know, try to find the solution among this big ocean, you just go directly to the source, which in this case, is you guys helping them with with this very specific one?

Harri Thomas: So initially, the elephant app is really focused on connecting with people that you already know. So bring friends and family into the product, and kind of a key differentiator over something like an Instagram or Tiktok, or Facebook, where it’s a one-to-many sharing archetype. What we’re focused on at Elephants is building small communities through chat, essentially. So you can think of Elephants, like a WhatsApp group with a very particular goal attached to it. And with that chat group brings a whole lot of kind of authenticity and privacy that you just can’t get in kind of large and incumbent social media. And it’s only through vulnerability and authenticity, and kind of sharing the challenges as well as the wings that we think that we can build those meaningful experiences that ladder up to the achievement of goals.

Marcos Bravo: I love it. I’m really loving the stuff that you guys are working on. And we’re coming to the end of our conversation, and I am still trying to figure out a good question to close, like something powerful. So at the moment, I’m still working on it, but I’m asking you guys, what will be the key advice for people with just the idea like, I have this idea of building this or moving into this? Like what will be no, you have to this first? This is the way would you tell a young intrapreneur or an old intrapreneur with an idea.

Harri Thomas: Vito are you gonna pass?

Vito Margiotta: Again, like, some different people probably think differently, but my personal thing is like build it. But do it faster. They’ll spend a lifetime on it. Like getting the actual example that we did, I think But initially, it was kind of a good way of doing it, which was two weeks at the end. And because if not, you could spend months doing the same thing, but making it on the side. I feel maybe you didn’t think it happens on purpose just happened. Cause we didn’t have much time. We said You know what, let’s do it in the afternoons. And by forcing yourself to do is just cut, cut, cut cut cut features until we go to the very, very bottom of it. And the bottom of it, I think given your name in the beginning. So I will say do it, build it, but do it faster.

Harri Thomas: So for me, I kind of think about kind of two pieces of advice. The first one I don’t think will come as any surprise, given the conversation that we’ve had, but it’s like, find people that share your goals and learn from them. So that kind of has a couple of different components. The first one is taking some time and energy to better understand what your goals are. And then the second element of that is sharing them, and, you know, finding people that are willing to help. And again, if you put your goals out there, I think most people will be very surprised at the willingness of people to kind of jump in and assist them in the achievement of those goals. So that’s kind of the first bit of advice. And then the second one is a complimentary piece of advice to the one that Vito just gave, which is, to forget the idea that you need to be an expert before you can get started at things. It’s just getting started. Just take that first step. Oftentimes, as a non-expert, or somebody who has never done something before, you can probably get it 80% of the way there. And that represents a kind of substantial progress. Once you’ve got that 80% Foundation, then you can start talking to experts and learning from others and including your customers to continue to refine that product or messaging or our audience, whatever the case may be that just get started.

Marcos Bravo: Awesome. Awesome. Awesome. That’s exactly the way I started doing a podcast too. Let’s just do it. Yeah, exactly. Right, guys, thank you so much now, for the people who get very attracted to Elephants are working to get it out of the consign it is, how does it work?

Vito Margiotta: It does work. Yes, it’s on the app store, and look for the Elephants app. 

Marcos Bravo: I will put the link in the description for sure. I’ll find it and I’ll add it there. So if you have goals, and you don’t want to do it alone, and you’re like me that you’ll give up in the middle of it. Definitely go and take elephants, Harry, Vito, thank you so much for being in the show. And if you’re part of the growth mantra community, I’m sure I’ll see you around.

Harri Thomas: Yeah. Thanks, Marcos. Great to be in touch. Pleasure.

Marcos Bravo: All right, guys. 

Vito Margiotta: Thanks very much.

Marcos Bravo: All right. Well, another great interview with two amazing people, I really enjoyed this conversation, it was great to talk to people that actually are doing things that’s sort of what really motivates me about this podcast is just to get to talk to people who are in the middle of the battlefield doing things every day, I’m going to do a quick swoop of the three things that I am taking with me from this conversation. So this. So the first thing I’m going to take is something that Vito mentioned, which is to do things fast, you can keep thinking over and over about the first step of something, you just need to act quickly to get things done. Otherwise, things are never going to move. So don’t waste your time thinking that much still do. But move things faster. And together with that goes with Harri mentioned about just starting is never going to be a perfect time for it. The only way you’re going to move one step forward is if you just start. And the last one that also Harri mentioned, is to go and find people that things like you people that have the same values, people that can help you be more comfortable. People that can help you to develop your things in yourself faster is this thing of moving together with people that think and act like you now, don’t get people that are exactly the same way you are because you need to contrast different opinions, you need to have different perspective into things. But when you have like-minded people, you share values, you shared something, skills, or anything else, it helps to move things a lot faster. As soon as you start. Those three things are my favorite things from this conversation. So let’s finish this. And yeah, nothing else to say from my side, another great conversation. I just want to invite you again to subscribe to our channel. Look for all of the videos that we have on the growth mentor YouTube channel. They’re great, go and get to meet some of the mentors. Gonna get to meet some of the events that we’re doing. Follow the updates that I’m doing every month. Subscribe to our social media channels so you can start a conversation with us. We’re happy to hear from you. And with all the love in the world, all I want to say is thank you for coming Bing I will see you next time my name is Marcos. Cheers!