How This Mom Of Two Sells $130k Per Month Doing What She Loves

We have to put our work through the needs of our family. So we are not working like 8 to 5 or 9 to 5 or such. We have to have that flexibility. We put our family first. We put our business first, too. But the two have to meld together very well.

You're listening to Freedom Fast Lane, presented by capitalism dot com.

This is the show about building businesses.

And investing the profits so that you.

Can live life on your terms.

And now, your host, the future owner of the Cleveland Indians, Ryan Daniel Moran.

What's up, fastlaners? Ryan Dangerous Moran here. And there's two things that you should know about this podcast before we jump in. One, this is an interview that I have been wanting to do for a long time because it's with one of our, really, our first students when we started teaching the physical products model and the whole idea of releasing three to five products, getting reviews, getting that first hundred k. And the student's name is Madhavi Gupta. And Madhavi was on those public YouTube calls that I did back in 2000 something or other and feels like a lifetime ago. And Monavie just played full out and she got to that hundred k level. And then we sort of fell out of touch. You know, we didn't communicate as intimately once we stopped doing those calls. And then she joined the back room to be able to grow from that first million to, you know, closer to 5 or 10 million. And that's the first thing you should know, that it's something I've been looking forward to for a long time. And that's what the context of our relationship has been. She's one of those people that since she played so full out, I was like, I have a personal drive to see that Madhavi is successful. And she has been. And now that she has decided to grow even further and work closer with us, I've got it again. And I'm really excited to be working with her. And the second thing is kind of a carryover from that, which is about midway through this interview where we talk about how she got to her first hundred K a month. We flip the script and I give her my recommendations on what I think she needs to do in order to be able to scale from a hundred K to, you know, at least double in the next few months. And I know exactly what needs to be done. And for her, it's gonna be a really quick process if she follows the playbook to double and add an additional probably 200k a month or so to her business. And from there we can work with the rest of our processes that we go through in the back room to get her to, you know, from 3 million to 5 and up. And I wanted to flip the script so that we could kind of track her progress and document it because she's my avatar for who I really can make a big impact for. There's kind of two types of people who join the back room. There are people who are at least at 100k and still want to grow, and then there are the individuals who are at more like 500k to a million a month that want to put the finishing touches on and then sell for a meaningful exit and invest the profits. So that's the full scale adventure of the backroom is going from, you've proven something and now you're going to grow it. You're going to either automate it or sell it, and then you're going to invest for passive income or wealth, you know, for the rest of your life. So I'm really excited to be working with Madhavi. I wanted to share her story for those of you who are in the process of still either thinking about business or growing a business to your first hundred K. And then I wanted to be able to document where she is now so that we could follow along on her progress as she continues to grow. Madhavi's story is really fascinating because she comes from the medical field. She. She has two children, one of which has special needs. She works directly with her husband. She's basically like the American success story of leaving a job, focusing on her family and building a million dollar business. So I'm very proud of her and proud to feature here on Freedom Fast Lane. So please join me in welcoming Madhavi Gupt.

Hey, everybody, this is Ryan Daniel Brand.

And it's the moment I've all been waiting for. I have been looking forward to this podcast for a long time because we're joined by Madhavi Gupta. And Madhavi, I don't think you know this story, but when you were on the tribe hangouts a couple of years ago and participating and laughing at all of my really bad dad jokes back in the day, I thought to myself, you know, I think I'll consider myself successful when Manavi Gupta has a million dollar business. And I just had this moment of that and now you do. And I'm just so stoked to have you on Freedom Fast Lane. Thanks for hanging out with us.

Oh, thank you for having me. Looking forward to it.

So we were just starting to talk about your career in medicine before you became an entrepreneur and I stopped you because we weren't recording, because I was like, this is such a good story. Please share it with me. So would you wind back the clock to. I think you said 2015.

Yeah, 2015. So we'll even wind down the clock even before then. And so my daughter was born in 2010 and she was my first child. And when I came back to practice, I'm a. I'm a neurologist. I came back to practice after maternity leave and nothing fit. Right. It didn't. The. The lifestyle didn't fit with how I now saw myself as a new mom. It didn't f. The ideologies behind that lifestyle were not very supportive of me. And after really just kind of doing my best to fit with that and just finding the incongruency, so to speak, with my life, I just decided that I had had enough. And at first I made a thing where, okay, in five years I'll quit. And then very like two days later it was like, okay, three years. And one day later it was like, by summer. And about three days later, I turned in my letter of resignation. And we have a four month period in which we cannot actually stop working. We just give our letter of resignation and that's to make sure that all patients have continuity of care. And I didn't have anything to go to, so I just took a leap of faith. I just knew I couldn't do it anymore. And then I found a. A job that worked really well for me. I worked at home. I worked for a company that helped hospitals get paid. And I did that for the about five years where I had the flexibility to be with my children but still be in medicine in a way that was meaningful. And then in 2015, I couldn't do that anymore either. So we had started our business in 2015 and it became pretty clear that it was one or the other. And it was. I knew very much where my alliances lay. So I stopped working for that company and worked in the business full time.

Okay, well, you just skipped over something major which was the origin of the business. So, one, two, skip a few. $99 million business. Tell me about when the business originated in that whole exit from the medical field.

I always had entrepreneurial leanings and I knew even that working in medicine was not going to be the end, be all. But it just wasn't clear where it was going and what I wanted to do. So In March of 2015, Jeremy and I, you know, had much more clarity about what was happening. So we had A couple of info products that were geared towards women who wanted to birth naturally. So there were birth info products that had some birth education pieces to it. And so we had built an audience. It wasn't a huge audience, but it was a sizable audience. And when we decided that we wanted to make physical products, it was kind of natural that we headed into a space that we had a strong audience and we had also strong ties to a community that backed it up. It really reflect our own values of who we were as people. And I also, when I was pregnant with my second child, there were products that I wanted on the market that just didn't exist. So we were filling a need that we had, and we felt that our audience did, too. So then in July of that year was the first kind of debut of our first product, and that just sold like gangbusters. So we had ordered what we thought was a sizable amount at the time, was about 2,000 units of a product that we had custom formulated, and it sold out within six weeks. So we had to wait about three months before we could get new products. We were like fancy fish just kind of swimming away. And the next thing you know, we had no water. And so that. That was the story. And then I was kind of working my job, kind of work on the business, and it became clear that the time had come that it was time to move. And even before we were financially ready, I made that leap, and I'm very glad I did.

And I remember, I remember that time when you launched and you were beside yourself because it was doing far better than you expected. But I don't remember why it moved so much. Can you tell us that story?

We put a lot of push behind it. We gave out a lot of product. I think we gave out a third to almost even a half. And we were very aggressive from the beginning because we knew we needed to get eyes on the product. And the strategy that we were using at the time was just really like trying to move it to page one on Amazon. But we were brand new. We were unknown. I think in supplements and particularly in our space, there's a lot of skepticism, especially for new brands. And so we, like, I'll never forget our first customer who just bought us compared to everybody else, like, not knowing a thing about us because, like, literally we had appeared that day. And I just remember it was a customer from Washington state. And I'm like, oh, bless you. And those are some of the reasons I think that product really took off.

And would you tell us a little bit about the Brand and the business as much as you're comfortable sharing.

Our business is called Best Nest Wellness and we make wellness products, we support and celebrate women and we make these products based on advanced nutrition. We do a lot of research behind our products and we bring that out in exactly how we formulate it. We make sure that it optimizes brain. So that includes neurodevelopment, energy, focus, clarity and sleep.

And was this a focus of yours when you were in medicine?

Yes, it was. So I am a board certified neurologist, also double boarded in headache medicine and I have a very strong interest in nutrition and it has a lot to do with our own personal journey as a family and personal experiences that we've had. And so we've been able to kind of take that information not only as a, as a neurologist, but also like what we've learned about neuronutrition and really bring that into our products.

So you had your first product come out of the gate fairly quickly because you were pushing it and I think you had that audience from the info side as well. So what did you do in order to get to that first? I call it the first plateau, which is that hundred K a month. What did it take in time and energy to get there?

We focused on two products in a sub niche of our community. We let the communities that we were a part of physically, you know, as natural birthing moms groups and people who raise their families and tend to pick a more natural way to raise them. We were part of those groups and so we had let people know, we tried to spread the word through them. At the time we used services that would help heavily discount our product and blast services to really just try to put eyes on our product in a way that we couldn't just by making a pretty listing. And we found because our product was really, really high quality and it wasn't out on the market in any other form, it really had taken a hold of those communities. And so those are what we think are some of the reasons why our product took off.

And you, I know this is a passion of yours and it's an expertise of yours, but as far as I know this was your first entrepreneurial venture. So how did the skills that you had in your old life translate to the entrepreneurial world or did you have to go learn a new set of. Was it like learning and riding a bike for the first time?

Well, there are a couple of things that I really basic skills that I brought with me. So in medicine, like I've been Been, I've been in medicine, I would say most of my adult life, like basically since I was 24. And in medicine we work in teams and we work with systems. And so I've pretty much worked in efficiency systems my whole adult life. So to bring that into the business is just second nature to me. And I think it's really key in how we are able to scale and how efficient we are. So that's one really important piece. And I'm able to also problem solve with a lot of calmness because I've been in a lot of emergency and urgent situations and so I can think with a very clear head. And those, I think are really critical because as much as we plan and expect things to run smoothly, all of a sudden, from where you least expect it, something gets thrown in the whole machine and you're fixing things that you didn't think you'd have to fix. So I think those are really basic skills. I love this job because I am always learning. There's no cap to where I can grow, what section I can do. If I get tired of a section of the business, let's say, for example, finance, I can move into branding, I can learn about marketing. And there's just no end to the possibilities what you can do in any section. And I love that. So I think, like in medicine, especially as a subspecialist, like, I felt like I was getting to, I wasn't growing anymore. And you could go and you could read the research and you could also be a researcher. But I was a clinician and I felt like I could really start to do this job with my eyes closed and my hands behind my back. It was getting very repetitive and not really a lot of room for personal growth or even for professional growth.

Hey guys, this is Ryan. We're going to take a quick break and we'll return to the show in a second.

If you've been listening to the last few episodes of the show where we featured entrepreneurs who have crossed the seven figure mark and are on their way to eight figures, then you undoubtedly have heard us talk about the Back Room. The Back Room is a group mentoring program where we cast the vision for getting to $10 million a year and beyond and being ready to sell your company because ultimately that's where the big payday is going to come from. We also open up investment opportunities so that you can put your profits into places that give you more wealth and potentially more cash flow or even help you save on taxes. We have some pretty cool places where we put cash that give you sometimes all three plus you're in a room with people who are the best in the world at what they do. We bring in my team of advisors that help people get into retail. They help people clean up their systems, they help people clean up their books, they even help them reposition their companies so that they can be sold for more money. We also talk about what's working right now on Amazon and on other channels, but the focus of the group is on casting the vision to get to eight figures and beyond and clearing all bottlenecks that stand in your way while also opening up other opportunities for you to enjoy a life of freedom. Because that's what we're after here. We're not just after this to work hard and work 16 hours a day. We're doing this so that we can have freedom and we get freedom by making enough money so that we can invest into places that, that allow us to never have to work again and then building empires with people that we love doing business with. And that's what we're doing inside of the back room. And I could also tell you that we're looking to buy and buy into some of our students businesses through something else that we're doing pretty cool in the back room, but I will save that for another day because that is still in process. But if you have an idea that you're not sure how to bring to the marketplace, if you've got an audience that you know could be the first fertile ground for a really profitable seven figure physical products brand, or if you're selling enough product to be able to say, you know, I could step on the gas here if you've got that million in sight, or you're beyond the million and you know that it's time to accelerate the process to get to that eight figure mark. Because you're playing the review game, you're, you're playing price wars, you're tired of sacrificing profit margins, you're working way too long for too little result and you want to clear those bottlenecks so that you can grow faster and have a sellable company so one day you can have that ideal freedom lifestyle. We can help you inside of the back room. It's one of the more expensive things that we do. It's also the highest ROI thing that we do. So it is application only. You need to be ready for it and you need to be ready to move when you join. So you can go to freedomfastlane.com, click on backroom and see the Application, see all the pricing details from there. Working with me one on one starts at about $100,000. Joining the back room is a little bit less than that. So just know going into it that it's a serious investment and it is only for people who either have funding, have sales, and are ready to go once they join. So if that's you, go over to freedomfastlane.com, click on the back room, and you'll see the application and full details there.

Well, you work side by side with your husband?

I do.

And you have two children.

Yes.

How do you split the responsibilities with your husband? What are those respective roles?

So we kind of split naturally to what we were naturally drawn to. So I tend to do product development and branding, and my husband tends to do marketing. And so those, those are our loves. My husband, I think, is more technical than I am. He is a professional musician, or really like was a professional musician just as much as I did medicine in my previous life. And so he has like a technicality that's able to take small pieces and kind of bring them together. And I have more of a love for design and big picture and this knowledge of neurology and neuro nutrition that I can bring to the table. And so we kind of split naturally. I think the first year before the roles were they were 100% mesh. There was a little bit of conflict, but there's no conflict after that first year. So we work really well together.

When you look back on the biggest points of inflection in your business, what do you think are either the pieces of advice or the decisions that you made that allowed you to get to 100k and up quickly?

I think that being part of communities was really important for us. I think that it's so much easier to find out what other people have done and then to also have that intelligence or intuition to know whether that fits with what you do. And I can't imagine doing this in a bubble. Like, I really. I reach out to people that I've met and I value their advice and expertise and I'm very thankful for it. So if that has a part to play on the flip side, I think also there's so much noise and being able to really focus was very key also to really honor ourselves because we are surrounded by people who are different than us. You know, everybody has their own ecosystem. So, for example, some business owners may be unmarried, without children, but I'm in a position where I have two young children and one of them who has special needs, and we may not grow at a pace that's their pace. We are growing at a pace that's our pace, and it has to fit with our life. And we have to make sure that everything fits together and that we're moving at a pace that's comfortable and realistic for us. And so I had to let go of that. And once we were able to really do that, and it remains, you know, something always to be worked on, I think that that was a real big key in where we were able to then grow to.

Would you comment on that a little further? Because it's so easy to get lost in what everybody else is doing and.

What everybody else says about their business.

Especially when we get into a room together and everybody is playing a contest of who's selling the most per month and who has the coolest business and who's crushing it the most. It's so easy to play the comparison game and ignore your own pace, your own strategies, your own desires.

So where did that light bulb go off for you?

I think it went off fairly early, and it went off maybe about the beginning of the second year. Because that first year, everybody's kind of starting going through those struggles, and then you start seeing. And for me, it's particularly the people who started this a year or year and a half before us. And I can see what they've accomplished. And I know that they are just very. Have very different circumstances than we do. We have to put our work through the needs of our family. So we are not working like 8 to 5 or 9 to 5 or such. We have to have that flexibility in order to really. We put our family first. We put our business first, too. But the two have to meld together very well. And here's where I think this is a particular phrase that we hear. And it means something different to me than what it may mean to others. And that's start with the end in mind. And that end may mean exit strategies to people, but to me, it's lifestyle. And we have a vision of what we want our lifestyle to look like. And so as we built the business, if at any point it was getting such that the business wasn't matching our lifestyle either, that we felt stressed by what we saw other people accomplish and we didn't feel like we could accomplish, or if it was taking away from things that were important to us, such as taking my daughter to ballet, which occurs way earlier in the day than I'd like, or.

Taking my son to see a speech therapist or such, there are such things that are important to us that we can do and be there for ourselves children. And that to me is the end in mind. And an exit strategy may just be a part of that, but it's not the end goal. And in that way, a revenue goal or such, that may not be the end in mind. It's really lifestyle. That's where freedom really starts. Is there.

You mentioned an exit strategy. By that, do you mean this might be a business that you sell at.

Some point, not for us perhaps, but for others as well? You know, I know particularly we're hearing that a lot. We heard that at capcon, and I'll hear it in groups that I may be in that. You know, you should always have an exit strategy in mind. I don't necessarily agree with that because I think that an exit strategy is just a strategy. You're what you may choose to do with that may change over time. But I just see lifestyle as being much, much more important. So to kind answer your questions like that's how I turn off the noise. That's how I say, okay, I'm happy for you. I'm excited for what you've done. I'm glad to also learn from what you've done. But your circumstances are not my circumstances, and I have to let that go.

Amen to that. Madhavi, what has been the biggest challenge that you faced getting to the million dollar point?

I think the struggle is for us is not differentiating ourselves, but getting the word out there of who we and what we stand for and what our products do. And so I think always the struggle is getting eyes on our products and where many of our products are in the supplement space. And that's a tough space. It's a space where trust has a big factor. I think the bigger brands that have been out for a long time have that history of being out there. So you trust them because you've seen them. You're in all your stores. And when you're trying to break into a market that that's been like has some good steadfast players and also I think is a consumable. That trust factor has a big part to play. So when you're new, that's something that's a really hard threshold to cross.

Hey, guys, this is Ryan. We're gonna take a quick break and we'll return to the show in a second.

I get a lot of questions about what I think of some of Tony Robbins investment strategies, especially the ones where he talks about assets that can go up in value over time but don't participate in any downside. I don't agree with all of Tony's investment recommendations, but I do participate in investing in insurance, which is one of the things that he's describing in that strategy. Now, I want to give you a warning. When I went into that investment strategy, I got schmoozed over by a slick salesman. And I wish that I had used a sophisticated firm that was actually dedicated to that. That's why I had wealthpoint on the podcast recently. And I'd encourage you to go listen to that episode about infinite banking. Now, infinite banking isn't the proper term to describe what they do. They actually use a modified version which is called capital warehousing. But what it basically allows you to do is park cash like you would put it into a bank, participate in the growth of the market without participating in any down, and you still get access to that capital so that you can put it into other investments. So if you've got money sitting on the sidelines, you might want to use capital warehousing as part of your strategy. So you can go over to gowealthpoint.com freedom to learn how the strategy works, or you can just listen to the episode that we had with Sam Prentice from wealthpoint here on the podcast. It's called how the Rich Use Infinite Banking for Tax Free wealth.

Monavie I want to experiment with something with you, and since we're recording, you don't have the option to say no.

So you have always been one of my favorite stories because you came into this, you wanted a better life. You hadn't been an entrepreneur. You played full out, you got to 100k, you joined the back room. We just started working together to help you grow beyond that, that. So I want to put you on the hot seat if you are comfortable. And I wanted to say or ask you over the next year, as we work together, what do you want to see happen in order for you to be happy with your progress?

I would love to see us grow in a faster, much faster pace than we have been over the course of, let's just say last year. I'd like to. We've spent a lot of time just getting our systems in place and we're very happy with our progress on that. So if I had to be specific, let's just say like double revenue, I think is the measurement that we could use from where we started this year to where we'd like to end in December.

And if we were not working together, how would you go about doing that on your own?

We have a new team that we're working on. That's really just awesome. That really buys into our vision and who. They're very passionate about what we do. And we would try to get the word out through our own channels, so to speak. We would have to kind of learn about how to do them a bit more on the scratch, like on the fly. So it would be nice to know what people have done ahead of us that could be pertinent to what we want to do and therefore make that learning curve faster.

So if it's okay with you, I would like to help you with that now. Are you cool with that?

Sure.

Okay, so I have a couple questions for you to be able to do that. 1. Are you the face of your brand and do you want to be.

I would like to be the face of my brand. I feel like I am. Yeah. I'm pretty much the face of my brand right now. I've been a little bit more quiet. It's taken me a little time to sort of feel comfortable being the face of my brand, but I definitely can enjoy that moment.

Okay, so you would enjoy helping women with the challenges that you helped them with when you were practicing medicine?

Yes.

Okay. You said that pretty emphatically. And do you have an audience right now?

We do.

Tell me a little bit about the audience.

We have been list building since the very beginning, so we have a sizable list. Our email list and our Facebook group are probably. Probably our two main audiences right now. We're trying to grow a bit more by meeting moms face to face.

When you say a sizable list, does that mean more or less than 5,000?

More than 5,000.

Okay, good. So I think we've got more than enough to do damage. We might be able to double in three to six months. So if I were to just come in with, when your husband was in Austin, I called it my samurai sword and cut through the noise. I think you're sitting on a really unique opportunity to share content on Facebook and YouTube that is specifically addressing the pain points that your products solve. So would it be fair to say right now that 90% of your attention happens on Amazon and completes on Amazon right now?

Yeah, it does.

Okay. So I think we can solve that because there's already individuals and customers looking for those pain points about brain and sleep, and they're looking for an authority like you to come in and talk about that specifically. And that could be as simple as addressing a question and putting it on YouTube and Facebook and putting a little bit of media spend behind that.

Okay.

And if you can get them into one central place, either an email list or a Facebook group. You'll now have a launch list to be able to promote those very regularly. I don't know if you've gotten into the backroom trainings yet about email, but if you do, you're gonna have a lot of light bulbs go off on how you could leverage that to double over the next three to six months.

Okay.

I am just. I can't help myself. I'm so chomping at the bit to get on your business. I just. I'm gonna make it a personal goal to see you double before the end of the year. Now that you said that publicly. Awesome. So, Madhavi, where I know lifestyle is the thing that is most important to you, but where do you ultimately want to take the business?

We would like to have this business as something in which we're able to impact the most number of people that we can. So that means I would like to really grow this business. And we see ourselves in retail eventually, like in stores. I love to be in Whole Foods and Natural Grocers and really like, be a bigger Colorado brand. And I say Colorado because wellness and wellness products, and that space is very big here. We have a group here in Colorado called Naturally Boulder, which Jeremy and I have just recently been a part of. And we would really like to make an impact to people, health and also in our communities. You know, one of the things that's really important to us, like I have a son who has down syndrome. And really one of our missions is empowering people. And we want to promote inclusion, promote independence, and we can't do that if we're small. We can't make that kind of an impact. It would just be little. And we want to make a big impact. That's really important to us, really important to make opportunities for our community, for our son. So you can hear me get a little. Because every time I talk about it, it's so to my heart that I can't help but getting a little teary eyed about it.

Your story is incredible and you have expressed that publicly in the past. Forgive me for going into business brain while we're being emotional, but I so believe and am so passionate about what you're up to. I know a couple buyers at Whole Foods because I live in Austin, so we could probably make that happen. And I think, you know, one of the best supplement retail brokers in the world is in the back room. So one email to him could open up that conversation. And I happen to know that Retail is right now very, very motivated by people with audiences. So if we do nothing else but get Madhavi to have a little bit of a following online around this topic, we know that women's issues are real big right now, that influencers are real big right now, and that retail is courting both of those. And so I think you're in a very unique spot to be able to make that happen over the next couple of years. Great. So, Madhavi, what drives you at this point? I mean, I know your kids are the thing that are obviously your passion, but when lifestyle is your driver, some people would argue that when lifestyle is the driver, that you kind of lose your edge once you hit a certain point. So what's driving you to continue to grow and to see that vision to fruition?

My ability to use this business as a media of creativity. And I have to be creative to be my best self, and I have to have a purpose for that creativity. For example, I can't just paint paintings and then just go store them in my attic. That's not going to work out. So for me, the creativity is using my knowledge, using my design eye that I've honed for years and really just bringing my passion and my creativity into this. And that's what drives me every day. That's what makes me excited to wake up and to see kind of what concoction we can make with all of these pieces and propel that forward.

Well, Monavi, I'm excited to help you propel that forward. So I consider it a privilege and a blessing to have you in my sphere of influence to be part part of your journey. And I just am so excited to watch it grow over the next year. So keep on changing the world. And thanks for hanging out with us at Freedom Fast Lane.

Thank you so much.

There's something very unique and noticeable that I have seen among the sellers of physical products that do really, really well, well, versus those who struggle for a really long time. And this is not 100% of the case, but it's in most cases that those who are doing really well are those who bring something unique enough for them to care. Or maybe it's the opposite. They care enough to bring something unique to the marketplace. I know very few just straight up grab something that is the standard product and throw it on Amazon. That does well because there's no unique value. But if there's something even as simple as Madavi knowing enough about the marketplace to be able to create a product that she believes in, it gives her the Stick to it. Iveness to go through the challenges and the bad days. That's been a theme that has come up as you've heard this series from some of our backroom members. All of them were doing something unique in the marketplace and they cared that what they were doing was of value to the world. And that's not just true in the esoteric sense or in like the universal law sense, although there might be some truth to that. There is just a practical sense of when there is unique value, you stand out and it's energizing. So you tend to do the things that produce results. If you resonate with Madavi's story, meaning you got to this place where you have something moving in the marketplace but you're not yet sure how you're going to double or triple, we can help. And we do that inside the back room, where we have funding available, where we have a board of advisors to guide you, where we have the ability to incubate businesses, advisory, advise businesses, help them grow, help them sell and help you get your life back. And also help you get back on track and help you invest in things that keep more money in your pocket, give you more cash flow and set you up for more long term wealth. That's the focus of what we do inside that group. So you'll join the likes of Madavi and the others that you've heard here on the podcast. Podcast when you go to freedomfastlane.com backroom or you email me at backroomapitalism.com I am thrilled to represent entrepreneurs like Madavi who are making the world a better place. And I think that it is people like you who truly make the biggest change and create the difference that we need in this world. So I honor you, I appreciate you and I will take chat with you on the next episode.