Monetize Your Life Journey - Vito La Fata

Hey Fitness fans, welcome back to the Future of Fitness Podcast. I'm your host, Eric Malzone, and this is episode number 38. And I get to talk to Vito Lafada. And I'm going to tell you all about Vito. But before I get into that, I need to ask you for a couple of favors. So in the grand scheme of things, this podcast and interview series is still pretty small, and we want to take it global in 2018 and really make a difference within the industry and for people's lives. So if you could do this for me, if you could go to YouTube, go to Fitness Marketing Alliance and subscribe to our channel. That'd be fantastic. Number two, however you listen to the audio version of this, whether it's iTunes, Stitcher, whatever that may be, if you could go there, subscribe to that, and then rate us as well. Hopefully you'll rate us favorably. That would be ideal. And number three, if you are enjoying an episode, please post it on social media. Tag me and let's start a dialogue. I want to hear what you guys value and I want to start making more of that because that's what's really important to me is making a difference in your life and offering value to what you do on a day-to-day basis and just hoping you live a bigger life. And that's that's really important. So let's talk about veto because this whole episode really falls in line with what the show is about. And personally, when I was uh talking to him, I had a couple aha moments, right? Uh right now I'm sitting in Whitefish, Montana, in a small cabin because I'm living the life that I want and I want to live, right? My wife and I decided that um we want to go into the digital nomad land, start exploring the Western United States and maybe more. Maybe next year it's Brazil, maybe it's Italy after that. But we want to start seeing the world. And that's my journey, right? Now, how can I take my journey, my lifestyle, and how can I monetize it? How can I help people who want to do the same thing and kind of guide them along the path that I went, but genuinely their path as well? That's what Vito does. So essentially he takes fitness professionals, helps them develop a purpose and a mission within their business, and then developing what he calls off-floor revenue streams. So, as a fitness professional, you're probably limited if you're doing one-on-one training or group classes simply by the amount of time that you have. You can only spend a certain amount of time with your clients, and that's when you bill, and that's when you make money. What if you had a different revenue stream? What if you had something that was making money while you sleep, that was reoccurring? That's what we're talking about. That's ultimately freedom, and that is what veto helps people get. So dig into this. There's so many grand things. There's there's things that are gonna spark your imagination and really make you think about living a very larger life. So without further ado, this is episode number 38. This is Vito Lafada, and I hope you enjoy just as much as I did. Hey everybody, welcome back. It's Eric Malzone with the Future of Fitness Podcast, and today I'm really fired up. I have Vito Lafada, and uh we are just jabbing back and forth. I think we have a lot of good stuff for you guys in this episode. So, real quick, Vito, kind of explain who you are, who you work with, and what you do.

Awesome. Um, super grateful to have you on. Appreciate this. I love talking the future of fitness anytime, so we're definitely gonna have some fun with this. But you know, I came up the same as most people. I came up as a trainer, I was kicking ass as a trainer, decided, oh my God, I'm running out of hours, I'm running out of places I can stand, studio business, went and built that up, had that for about 10 years before. I started to recognize if we do not start evolving and create more hybrid businesses, brick and mortar by itself is gonna run into some troubles out there. So around 2010, I started to build my online business, I started to build a network marketing business, I really started diversifying what I did. And as I started to find success, what I found is that if I turn around and teach other people what I'm doing, they're finding quicker success. So I got into the whole teaching of business and marketing to the fitness industry, and that's how I created Fitness Peneurs Live, my hard chargers team, which is my Beach Body team, and now our program, the Visionary Planet, which is where we teach people how to build their online brand step by step. So I work mostly with FitPros and studios or people what I call now fitness entrepreneurs, fitpreneurs, where they're like, I want to start being more than the technician, I want to be that entrepreneur. How the hell do I do it? How do I think? What do I got there and do? And ultimately, how do we start showing up in the market as visionaries? Which I think is what's gonna dominate the industry as you go forward. So that's what we do.

Oh, that's that's awesome. And I I've um I've been following you for a while. I'm a big fan of what you do, especially the fitnesspreneur formula. Uh, people go to his site, check it out, uh, read a lot about it. Where there's so much information on it, I'm not gonna get into it now. Um, I want to ask you other questions. So um so now you you mentioned in your own evolution that you decided, hey, I need to get outside of the brick and mortar, I need to start doing something else, right? So let's segue into that. Where where do you see, uh, because I know you've you've thought about this, where do you see uh the areas that fitness professionals not not should get into, but need to get into in order to be successful in the next decade?

Yeah. Well, I mean, like uh I'll I'll tell a quick story about something because there was a couple pivotal moments that made me realize the importance of this whole off-the-floor income and getting in the online world. Because I I remember if it was 2004, I was lying on a doctor's office, like on the ground. I can remember the gray, freaking speckled, nasty, like you know, doctor's office carpet, but my face is an inch from it, and I'm lying down in total spasm because I had herniated my L5S1, 13 millimeters, and I was lying on the ground, and I was contemplating, I'm like, I can't work, had to be put on workers' comp. And I'm like, I was making $12,000 a month as a trainer, now making $400 a week on workers' comp. This sucks. Nobody told me about injury, nobody told me about this could happen in my life one day. And should I be prepared for that? What would happen to us if that happens? Then, let alone when I was in my studio and I had to buy out my ex-partner, and I'm signing papers to be like, she gets to walk away with X amount of business. And I'm like, here I am only relying on the income that's going on in my studio. If I don't do something to protect myself and diversify myself, this can happen. We know the nature of the studio business. Trainers can walk away with business, and all the non-competes in the world, usually a studio, and I was like, I wouldn't have had the money to fight that in court and whatnot. You're just like, it is what it is. That for me, what I see now when we look at we're aging, there's injury, we want more lifestyle, there's we we protecting ourselves, what we've done. I feel you need to start considering off-the-floor income, which is your ability to go out there and create revenue streams that leverage and scale work you've done once, but pay you over and over for it and allow you to multiply the number of people you see without you having to be like, I'm only getting paid service-oriented. I got to stand here and do it. So info products, network marketing companies, online membership sites. There's, I always teach about 10 diverse revenue streams for that. We won't have the time to get into all that. But if you don't have that starting to come up, you're really gonna be vulnerable in the future, essentially, especially because there's so many people doing that now that if you're not, your customers are kind of like, this is all you got. And that's gonna be a vulnerable place to be. So really building off-the-floor income in a myriad of ways is gonna create lifestyle, scale, and leverage that, gonna put you in a great place for the future of the industry. So that's where I feel like you need to, without question, diversify.

Oh, that's really interesting. I think you and I have walked some similar paths. I actually had that same injury. Um I had a different uh, I had a different reflection on it, but it was, you know, I ran that same injury. I also had the studio for a better part of a decade, and I also have seen so many times that cycle of uh, you know, a trainer leaving. And you can't, there's nothing you can do. There's nothing, right? You just have to eat it, and then you have to go out and find new clients, and that is a grind. And I think that is a huge reason why so many people burn out in the facility or the studio ownership role, because uh, you know, it's it's sometimes it can be a thankless job. Um and you know, it can be tough. It's just tough, it's stressful, right? I've had some very sleepless, I had a lot of sleepless nights, a lot of very rewarding times as well as a gym owner. Don't get me wrong, I was had the ability to touch people uh in their lives in a in a in a way that very few people can, right?

Um yeah, so uh the thing about that is and and and I think it's it's shifting better now. But back then, like when I came up through the world of trainer to studio and whatnot, there was nobody yet telling people like, hey, if you're shifting to business owner, not trainer anymore, business owner, you better start learning business and marketing and sales and systems and leadership and entrepreneurialship and all those things. So I was like a glorified trainer owning a business now, and I just didn't know what to do with it. So when those things happened, you're just like, I don't know how to get business back, I don't know how to do this and that. So you scrambled around. So we had those moments because back then, like, I wish somewhere in a certification manual instead of remember when you like I took the NASM and I was reflecting on this the other day. I'm like, remember I used to sit in those stupid cubicle booths that you had to go to some like testing center for? I remember being at the testing center, and there was like six questions at the end that are like customer service, should you do this, should you do that? And I'm like, there was no question about business marketing, anything that I needed to know to be prepared as a studio owner. And I'm not saying it's their fault, but I'm like, I wish certifications would say, hey, if you're going out to this, we also have business courses, we have marketing courses. Nowhere at the bottom of a treadmill manual or the new machine or equipment I bought. Was there a marketing plan at the bottom of that thing? So that left us in those positions. Today, there's more of a shift because there's more people like yourself, myself, Doug, uh, Todd Durkin, and these people out there that are talking, get your business and marketing mindset on. And that's helping the future of the industry. But I don't think it's happening fast enough. I think we can change that where a student owner will feel more confident if they gain more competencies in those skill sets as compared to, you know, the classic um, what was what's his name's book? Uh uh the emyth, classic emyth problem that's going on out there. Recognize that you're now a studio owner or you're trying to be the entrepreneur. Well, you got to study that and less of the training and programming, because you shouldn't be in the service side anymore. You should be in the marketing side of it. Does that make sense?

Yeah, absolutely. And uh I, you know, I I I think when I look at I'm I'm thinking of different certifications that may offer a business side, right, for a trainer. And I can't, there's only one I can think of, really. Um, I mean, me going through all the the CrossFit certifications, I don't remember, I don't think they have anything there. Um, you know, sounds like a lot of the ones that you did don't have anything there. The only one I could think of is the guys at OPEX who actually have a module that you got to pass that's business related. And it's the basic, it's the fundamentals. So I want to ask you a question um because this is a big topic, and I think uh we could probably talk about it for for hours, but strategies versus tactics, right? For for business owners. Uh tactics are very hot right now, right? You see uh you see all those um you see all the Facebook advertisements uh for people who are gonna change your business in in 10 days, right? Uh let's dive into it's sexy and selling out there, right?

But um so I remember back in my in I was in my studio days, and I remember kind of get getting marketed a thing about like three-step email that helps you sell like a rapid fat loss program. And I was just like, ooh, that's awesome. I want that. And I remember I admit maybe it was a hundred bucks that I invested in that little system and whatnot, and I got it, and it worked. I was just like, whoa, this worked, and it worked for a good period of time, but then it stopped working. And I was like, I don't know how to change this because I don't know what went in it. I was kind of copying and pasting and just massaging my voice into it, but I'm like, I'm no better at marketing my business. I was just able to use a tool for a little while, but now I'm right back to where I was where I don't know what the next thing is. So I gotta go shop for another tactic, another thing out there. And I didn't like the way that felt in my business because I didn't have control then of my own success. I was relying on come and go tactics, and I was never becoming the entrepreneur, I was never becoming the marketer. So today I'm watching too many people. And the reason I believe we're there is because we don't have enough conversations going on about be the business owner, be the marketer, get geek out on that, nerd out the way you used to rip through your anatomy courses and your kinesiology courses and what's happening with the lumbopelvic hip complex and all that, dig into like what does really conversions mean? What does it mean having a USP? What does it mean understanding all that stuff? Because that will give you the skill set to understand how the tactic works in different strategies, and then what psychology goes into those things, so that as your avatar changes or as you evolve in your business, you can be at the helm in control. That I'm finding that tactic strategy is leaving us vulnerable and it's leaving us in a weakened state as compared to we could have a lot more people like I feel in control of my business, I feel confident in my business. I can freaking evolve. Like Facebook goes, no worry, got it. Instagram story is not working anymore, no problem. I know what to do. Email's not, I know where to change. Way different than where I found myself that time. I don't know what to change right now. Now, any tactic can come and go, but a strategy allow dictates where that tactic fits in. And even higher up than that, what's the principles that you're running your business by? That even takes it up another level to be like, do you have principles that determine the strategy that allows you to then choose the tactic you execute on? Now you're gonna be freaking crushing it in your business.

Yeah, that's great. So uh where else do you see the fitness industry having vulnerabilities? Where else do you uh envision um either opportunities for improvement or things where people are gonna get hurt as business owners?

You know, I was in this, I was in this thread in some Facebook group with a lot of trainers or whatnot, because I kind of go in there to just see what conversations are going on. And you know, somebody brought up uh network marketing and things in there, and I was just watching the threads. And the the like they were bastardizing like the the companies because they're like, you know what, all they do is try to sell their products and sell their supplements and sell their thing and whatnot. And I'm like, what like what is why are you bastardizing sales? I'm like, of course the company has to sell their products. Why are you fearing sales? Why are you bastardizing sales? Why are you demonizing it? Could that be why you're going broke? Could that be why you're not getting ahead? Because you have this bad view of sales. I'm like, that's because you don't have a business mindset, you don't have that owner mindset, you don't have that market mindset, which is why our industry has struggled for so long. We demonize sales as compared to I'm like, my father came over here with five dollars in his pocket off of a boat coming from Sicily, and we had a restaurant for 35 years. That's funny. If I had ever turned to my dad and be like, Dad, right now, this pizza that you're trying to sell this guy, it feels really salesy. And I know the guy's hungry and I know he wants it, but we really shouldn't be selling him it. We should be doing it because we want to help people. My dad would have probably taken his Sicilian hand and slapped me and been like, we busted our ass to work, to get here, to build this thing, to give you guys a future. Yeah. This is just this is called economy. We sell things that we build to give others pleasure or fix a problem or fix a pain or give them a want, a desire. This is called what makes our world run. This whole place that where I see that a lot of the industry, and I'm grossly obviously generalized, there are many people that do get in. But there's too much of that going on, and it's leaving us in a bad place because you're like, that's why you're not making money. That's why you're struggling, because you're so worried that somebody's opinion of you because you're selling is going to like either dent your emotions or or ego or something. I don't really know where it comes from because I, you know, I came up with an immigrant's work ethic. So we were taught it was good to work, it was good to sell. And that could be a clue. You know, I'm always saying success leaves clues. That could be a clue. I go ask all the successful people. If you polled every successful person, I'm talking to people making high six figures, seven figures in the industry, living the lifestyles that they want, and ask them, do you hate sales? Has that been one of your clues to success? Would you teach that to your people? They'd be like, What are you, what are you talking about? So I'm like, it's a fundamental love, geek out, nerd out, be fascinated with sales, and your life is gonna go in another direction. But I just don't see that message being out there put enough. Instead, we dance around it because we're worried that if we tell people we like selling, they're gonna be like, oh, we just want to make money and whatnot. Damn right I want to make money because I want to perpetuate the message. I want to be able to scale the vision. Show me how you're doing that without making money or selling.

Yeah. And I want to add to that too, because I think the mindset behind sales, I spent uh a dozen years doing sales in various forms before I opened my gym. So um there was days when uh when I was getting started, I locked myself in a excuse me, in a conference room and and did a hundred cold calls, right? Now, the mindset is is is different. Now, if you go to the mindset of like what I'm offering is not of value, then yeah, you're gonna hate sales. You're gonna freaking hate it. And but if you can get in the mindset like I have value that I'm offering, and I'm the broker of that value to somebody else. So if you're finding the right person and they need what you have, and you are explicitly just saying, hey, you're just finding some kind of negotiation point where you are brokering that value to them, and then both parties are happy, that's sales. That's I mean, if you want to call it somebody else, call it call it value brokering, call it whatever you want. If that sales gets you, that's it. But just change your mindset is that you're not, you know, you're not forcing someone to do something that they don't want to do. You're not tricking anybody, you're just offering value to them for something that they absolutely need, and maybe they don't know they need it yet because they don't know what you want. So 100%. Yeah, it's it's crazy.

Um I you know, I always look at it as like also like I'm like, I'm like, listen, I'm trying to serve needs in this world. And I've kind of like, I'm like, I've given myself what kind of I call my three commandments, and they're what pushes me beyond any of these like concerns of somebody being like, you're salesy, you're this and that. I'm like, it doesn't matter to me your opinion, because your opinion does not pay my bills, it does not feed my family, it does not give me the lifestyle. So take your opinion and go run and show me your life with it, show me the mission you're going out and doing, rock it. But I'm like, I've got three things that I've given myself as thing. I'm like, I will help reverse the trend of obesity because I'm like, it's ripping apart our economy, it's ripping apart families, it's ripping apart our nation, it's destroying healthcare and all that. Then I'm like, you know what? Before my time is said and done, I have to serve that mission. So, because of that, your opinions mean nothing to me. And I will shout from the high heavens, I have the cure for obesity here. I don't care if it's freaking shakeology, a fitness program, this info product, this thing here. I'm like, if it serves helping people with that, I'll sell it all day long. I hate watching the industry because I went through it living broke. And I'm like, I look at this industry and healthcare as one of the gateways, the linchpins to changing this world. Because I'm like, if we can get these businesses healthier, they can help more people. Instead of most businesses are struggling. I talked to a lot of guys that coach fitness studio owners. They're like, the average studio is making still less than $300,000 a year. That's like the there's that cap. Then you've got like maybe 5% that are cracking the half million, and then the 1% are getting into that seven-figure range. I'm not talking like the big regional club type things. I'm talking most of like the studio owners and these unique personal niche uh studios out there that we're like, so I'm like, so everybody's getting capped. That means those studio owners are typically living with the maybe they're making 50, 60 grand after they pay everybody else out. They're struggling. I'm like, that's killing our potential to serve more people because we never focused on fit on marketing, on business, on this. Stuff. So I'm like, you know what? If I can serve by teaching the people in my tribe to love this stuff, and they become more successful, they're gonna scale and help more people more than I ever could by myself. So hell yeah, I'll sell my business and education and branding stuff to help that because I'm like, this is my way of serving in this world. That mission supersedes my concerns about somebody thinking anything about me. So I'm like, when you give yourself commandments, I call them that, give yourself a message, a mission, create a movement. You all of this is in service of that. Challenge that. I always tell them like, challenge me on that. Otherwise, show me how you're doing it. You're not? Well, then let's not let's have this conversation about what needs to happen as compared to attacking.

So it sounds to me like it it all kind of circles back to to having a purpose, right? And laying the fundamental of that. Um do you have when you're working with clients, do you have um, you know, kind of system or a mental progression of how to find someone's purpose or what your purpose is and within your business? How do you how do you coach people towards that?

You know, some of the things, and I think this is this is gonna be an interesting thing for the where I think the future of the industry is going. So that was actually like a nice segue into this little thing here. I'm like, I think a lot of where the future is gonna go is when we start recognizing that we can also be monetizing more of our life journey as compared to just our expertise and the things that we've gone through. Take a look even at your journey. You were the trainer to studio owner, now you're in the place of coaching businesses and things. Because you're like, that was my journey. I went through those steps. I'm simply turning around now and teaching the people behind me the processes I went through so they can move through it a lot faster than I freaking did, and I can be that helping hand. So, in that, if you take the time to just map out your journey and kind of look at the, I sometimes just have people like look at the milestones that they went through. And I'm like, what lessons did you learn through life? What pivots, transitions, breakthroughs, and aha moments? Because I'm like, in there, you can start finding the message that's the anchor. So I was working with this um with this uh coach, and she was constantly being like, Well, I everything that she did, she's like, at this point in my life, I changed because I made this choice. At this point in my health, I changed because I made this choice. At this point in my career, I changed because I made this choice. And I'm like, man, change by choice is sounding like the message of your brand. Because you could turn around and teach anybody that comes in your world that, like, you want to change your health, you could change it by choice. I'll show you how to do that here. You want to start changing your relationships and the things you're doing, you could change that relationship by choice. You want to change the way you interact with your kids, you can change, and all of a sudden the person finds the message. And then I'm usually like, just look at the pillars of your life. How did you change in health? Because everybody cares about health, relationships, family, career, adventure, things like that, purpose, legacy. I'm like, how did you make those things? That's the roadmap that you can turn around and create a teaching framework around, your product suite around. And I'm like, now this also gets a lot more exciting for people where they're like, I can build a personal brand around my life journey. And I'm like, I know. How exciting is that? Because now you're breaking out of. I just sell group training, personal training, memberships, all good stuff, all good stuff. But in the futures, you're just finding people like, I'm getting excited about leading a movement, and it's my change by choice movement, it's my what balance over perfect movement, whatever the frick you want it to be. But now you've got big, and that stuff scales online, big time, big time. So that's how like you know, without getting into like identify your avatar, identify the niche topics, identify this and that. It'd be more about like look at your life journey and look at the pivots, the movements, the breakthroughs that you're in, and be like, there's a core message probably in there that you can dig out that will become the basis of how you rally a tribe. Because you're like, do you believe that you can change your life by choice? Come hang out with us. That becomes the rally point. Then just map out some product suites along that and whatnot. That's kind of stuff that you know we we teach over in our visionary planner brand. But don't worry about that right now. Get fired up that you can monetize your life journey. And also, now you're stepping into empowerment brands, empowerment products. You can create a higher price point and value for those. That's how you start creating those big weekend getaways. You know, everyone wants to be like, I want to put on my retreat and have events and whatnot. I'm like, you better find a reason for them to come more than here's training and nutrition coaching and whatnot. I love that stuff, but I'm like, they're not gonna come for that. But they're gonna come for like that breakthrough weekend, they're gonna come for that destiny week, whatever the things are. You've kind of seen that stuff out there. So hopefully that that helps give your audience a little bit of some stuff to think about and get them excited about why am I doing that?

Yeah, yeah, it gets me excited, man. It makes me rethink everything that I do and how uh you know how I can I can take my journey and and and really um use it to to benefit those uh around me and who I care about too, you know. Uh it's it's powerful video. I really how so how long have you been doing this?

How long has it taken you to come to these epiphanies and and um well you know kind of like I said, I remember the tri when I was injured as a trainer, that's when I had the epiphany about I better start building off-the-floor income. When I was a studio owner, I started having the epiphany about like serious about business and marketing and whatnot. But it was really the last three years or so that I really started recognizing what I'm calling like the rise of the visionaries. I think the people out there that are stepping into this world of saying, I have a message, I have a mission, I have a movement, I want to lead. They're the it besides just the excitement level and the passion level, it compels people past procrastination, it helps them sustain motivation, and it helps them get fired because now they're not getting up to do the job. They're getting up because they're compelled to do something before their time is said and done. That's really been going on where I started to just as I started to work with more people and myself, and I know I met a partner, um, Miguel Murphy, who's like my partner, the visionary planner. He came into my life and he was a former Disney Imagineer. So this dude just had a brain on another level, and he just started being like, dude, dude, dude, hold on. As we're building your business, don't you think we could speak about it this way and do how Disney did this? And I was just like, dude, I've never thought about things this way and whatnot. That just like anything, new comes in, new can come out of you. The problem so many people just do is they don't have enough new stuff coming in. They're hearing the same stuff in the industry conferences, all saying the same stuff. It's all training, programming, training, until you finally get a few speakers that are starting to challenge the audience to say, what about your voice as the ultimate lead generator? What about your voice as the ultimate decision in what you're gonna build in your products and put out in the world? Those, I think, are the visionaries that are gonna freaking crush the future of this industry because they're also like, bring it, bring me the new skills. What are I? I gotta learn how to present better, I'll study it. I gotta learn how to do email, I'll study it. I gotta do it, I'll study it because now the vision supersedes everything. It drives the motivation, it drives the action. All excuses fade away. Say, yep, I never felt comfortable out of sales. I'm gonna toss that shit to the curb because the vision demands that I get out and do something about it.

Oh, that's awesome. Vito, this is great. Where do people find you? Where do people go to hear my?com.

Um you can bounce around on anything that we have around on there. So it's awesome.

Our blog, our free gifts, everything's right there. Oh, that's great, man. Thank you so much, Vito. There's so I I think we could probably keep doing this for hours, but uh, unfortunately, I don't know if people's car drives are long enough for that. Uh wait a minute. You don't obviously live around the LA area.

My LA tab, they need a 60-minute podcast.

Not a lot of traffic in Whitefish, brother. I can tell you that much. No, you got traffic to the number three chairlift.

Yeah.

Uh, it's great. Well, thank you, Vito. I appreciate your time, man. Uh, my pleasure. My pleasure. It was awesome to connect with you and your audience, brother. Yeah, sounds good, man. We'll be in touch. You got it, Bob. Hey fitness fans, don't leave yet. This is Eric Malzone, your host, and I have an extremely special offer just for you. If you go to fitnessmarketingalliance.com forward slash assessment, you can claim your complimentary digital marketing audit. Are you a modern fitness professional? Do you have some sort of online presence? Do you have a sneaking suspicion that your website is not performing optimally and therefore costing you money? Well, this is how you start to find out all the details just like fitness. You need to start with an honest and objective assessment to go to fitnessmarketinglides.com forward slash assessment form, and you will have it to you within 72 hours. It will cover your overall site performance, right from zero to 100. How do you rank for your chosen keywords to that search engine optimization, your website traffic history over the last six months to the edge and flows of the work within it? Your website speed, which is highly relevant to people coming to your website and counting off because we can do so, your social media presence is additive analysis and much, much more. So this is just a tip of the ISP, but it is the starting point for building your online business. So please take advantage of it to offer it because we feel it's deeply important to you in the industry overall. And you can claim it by going to finishmarketingalliance.com forward slash assessment. Do it today, do it right now. Don't hesitate. This offer won't last forever. So thank you for listening. Greatly appreciate it. If you ever need to reach me, hit me up, Eric at Finish Marketing Alliance.com, and I'll be talking to you very, very soon.