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Empowering Business Owners through Comprehensive Planning with Sal Perez | Financial Planner Search · Financial Planner Search

• Gregory Wilnau: Alright, Sal, how are you doing today? Sal Perez: doing well, for having me on the podcast. Gregory Wilnau: Yeah, absolutely. Thanks for coming on. All right, let's jump right in here. Why don't you take a moment to tell us a little bit about your practice and what you do and what you specialize in. Sal Perez: Yeah, absolutely. So my practice is called Totem Wealth Management. We're based here out of Charlotte, but we operate nationally. So we have clients everywhere from New York to Florida to LA, Texas, Austin, everywhere. And ⁓ we've been in business for about three years now. Right. Very lucky, very lucky and very blessed to have built the firm to this point. I studied financial planning back in college and always had a passion for it. Always had a passion for helping. people reach their goals, helping people understand financial literacy to a certain extent and decided to take that and in practice make it my more or less calling for life. Gregory Wilnau: I love it. I'll typically follow this up with what inspired you to do this, but it sounds like helping people be financially literate was what inspired you to do. Sal Perez: Yeah. Well, I'll give it a little deeper just to dive back into my origin a little bit. So I come from a very low income area in Florida, in Orlando, Florida. And so in this little area called Kissimmee, there's a lot of minorities, lower income, so to speak. It's gotten a lot better over the years and it's beautiful now. But in the beginning, not so much. And financial literacy was something that was never really taught, especially in a Spanish household. Hispanic background, like money is very taboo. So we don't really talk about it, don't really educate each other on it. ⁓ And it's always something that's fascinated me. I'm saying like, well, how do all these people get to live the way they do? How are they able to not go to work, but still the lights are on, they have such a nice house, they have such a nice car. And these questions would, you as I grow up, you start to see more things and start to learn about ⁓ what really you have access to at your fingertips. And ever since then, it's just something I'm like, okay, I want to do this and I want to learn how to do it the right way. I want to learn how to do it for other people. So I can not only have a great life for myself, but help others who also have those same aspirations too. Gregory Wilnau: I love it. I love it. ⁓ How many clients do you have now? Sal Perez: Also in households, have about 140 households. Yeah. Gregory Wilnau: Wow, congratulations, that's awesome. okay, so let's talk a little bit more about maybe the people you serve ⁓ or who you work with. ⁓ Maybe you could take a moment to describe the kind of person who typically comes to you. What's a situation that they might need you to lead them through? So it's kind of a two-part question. Maybe the type of person who typically comes to you and then a typical situation that they'll look to you to lead them through when they first start working with you. Sal Perez: Sure. I would say a typical client for me, we tend to specialize more or less with business owners and entrepreneurs, right, that are more early to mid stage in their career. Now we service families across the board, but what we've actually found that we really not only are specializing in, but bring a lot of value to are those, you know, small to mid early large level businesses that want to kind of scale and say, Hey, What can we do to retain our talent? What can we do to offer more benefits? And that's something that we do across the board. ⁓ More often than not, I would say people find us in what I call after the fact situations. So a great example is taxes. They're like, man, I started this business. I was so happy. We got the business going. Well, revenue is building. Gregory Wilnau: Nice. Sal Perez: And then comes a tax bill and they, know, they don't know the details between S corp and, know, why you're getting taxed as an LLC. So there's so many little minute details that they learn about after the fact, but unfortunately after the fact, you're already on the hook for the bill. Right. So when we get approached, a lot of it is, Hey, this is what happened. The first question is typically, can you do anything now to fix this? Which by the time a lot of them reach in, you know, it's probably like April 10th, April 8th, you know, it's probably. Gregory Wilnau: Sure. Sal Perez: more or less too late, but from there, we look at a forward looking projection and say, okay, listen, we see how you did so well last year, congrats. Let's not only continue to do well, but let's do it in a way that we mitigate the tax situation moving forward. And let's come up with a plan and let's come up with strategy moving forward. Gregory Wilnau: I love it. ⁓ sounds like when people first reach out to you, it's a very reactive thing, right? And then you work with them on being proactive next time to make sure that never happens again, because paying too much in taxes is just painful, right? Especially as a business owner, yeah. Sal Perez: Very, very. ⁓ Absolutely. And I think one thing I'll toss in there too, is a lot of people don't know that they need a financial advisor or a financial planner or a wealth manager until after the fact. Because a lot of people think of accountants, they think of lawyers or in the state lawyer. But a lot of that are what I call executional parts. So you have someone do your taxes for you. You have in the state lawyer, draft the trust documents for you, the will, right? But from a wealth manager standpoint, a financial advisor standpoint, that is much more overhead, top line, big picture planning. And a lot of people don't think backwards, right? They look forward, be like, ⁓ I need to do this, I need to do that. Well, if you take a step back, this all would have had been done already had we planned for it appropriately. Gregory Wilnau: Mm-hmm. Yeah. Shoulda, coulda, woulda's though, you know. You don't always know what you don't know. When you're running a business, you know, you've got 5,000 things to do. So ⁓ I could see why that would be something that would drive them to need to work with you and realize that it's time. But I also like how you put an emphasis around, OK, well, now we're going to be proactive here to make sure this doesn't happen again. Sal Perez: Exactly, that's all. Gregory Wilnau: What are some of the questions that they have that they typically come to when they meet with you for the first time? What's on their mind? What are their concerns? What questions do they have? And I mean, when they meet with you, they're not a client yet. They're just coming to you to have a conversation. Sal Perez: Yeah. Sure. I think one of the first questions are what is it you do? Right? I think that is a big across the board question and a very generic question in and of itself. Cause a lot of people, you know, they think of a financial planner like, Hey, you get your money, you invest in the stock market. There you go. Happy, happy, lucky. You're on your way. Right. But that's not always the case. Right. There's some, there's some firms that do that, right. They specialize only in investments, right. They specialize only in one specific avenue. But at least with Totem Wolf Management, are what you would call a comprehensive financial planning firm. So we look at everything top to bottom. And when these clients come to us and they're asking, what do you do? So essentially, we do it all. We do the tax planning. We may not be able to physically do the taxes for your sign-off, like a CPA would, but we can plan for it. We do the insurance plan. We do the retirement planning, education planning, even the estate planning. A lot of times for our clients, which They don't even know this is an option to them until they talk to us and ask, they're like, ⁓ do you do this? It's like, yeah, so we can't physically write the trust documents for you. We cannot physically write the will for you. But what we can do is tell you what needs to be outlined if this is what you want to happen. So you tell us, hey, Sal, this is what happens, what I want to happen, how does this work? We'll draft a mock-up and then we'll go to an attorney and talk to them and be like, hey, can you execute on this? Gregory Wilnau: All right, we'll talk more about your process and how you work with your clients in a bit. So let's talk more about some of the questions that they have, because I want people to know who are listening. I want them to know ⁓ that they're not alone and that other people ask these same questions. So a lot of the times, they'll ask, well, what do you actually do? What can you actually do for me? What are some of the other questions? Sal Perez: I think another big question is, and they kind of jumped the gun here, is do you think I can retire? Do you think this is possible for me? Because a lot of clients don't understand how good of a position they may be in or maybe how not so good of a position they may be in because they have no context. That's a really big one we often get to be like, am I in trouble or they'll be like, am I okay? Gregory Wilnau: Mm-hmm. Any other? One more. Sal Perez: Yeah, I would give, yeah, I'll give one more here. A lot of it is speculation, right? So we'll ask, what do you think about so and so, or what do you think about this person in office? Or what do you think about that person in office? What do you think is going on with the war abroad? Right, so a lot of specific geopolitical issues they will ask on and how they think of the market. You know, I can't tell you how many times a prospect will call in strictly to ask a question like that. Be like, oh, what are your thoughts on the market? What are your thoughts on this going on? Gregory Wilnau: Interesting. What do you think the motivation for that is? Or they just kind of they want to understand how you think about how these things tie into finances? Like any any thoughts on why they might ask you a question that sort of geopolitical questions? Sal Perez: Yeah, well from experience, can tell you it typically stems from one of two veins, right? One is they want to gauge what type of financial planner you are or what your perspective is to decide whether it is that's something they align with. That's one. The second is they want to gauge how you perceive that in effects to the market. Right? So they want to say like, okay, does he have a positive connotation versus for the market moving forward? Do they have a negative connotation for the market moving forward? Gregory Wilnau: Mm. Sal Perez: That's typically another reason to decide whether you move forward with someone. Gregory Wilnau: Yeah, sure. So they're curious about your thoughts, but they also want to understand more how you think about it, how you relate the information. That's interesting. That's very strategic, which makes sense because you're serving ⁓ typically business owners. So, all right, let's talk a little bit more about maybe how you approach ⁓ financial planning. ⁓ Maybe we'll talk about ⁓ maybe more about how your clients find you. ⁓ Actually, let's just ask that. So how do you typically find your clients? And what are some of the ways you get to know them as individuals? Sal Perez: Yeah, luckily a lot of our business relies on ⁓ personal referrals, right? Word of mouth, which for a long time now, that's been the main pusher for our business. The main growth factor for our businesses. One client tells another family member who tells another friend so on and so forth. that's a very organic and what I would call trusting way of building business, Because when you bring in a client, especially when it's such a close family or friend and They are good people, good people tend to attract good people, right? That's just a mantra for life. Now, in more recent times, right, been leveraging more of social media, right, have been leveraging more of, ⁓ you know, the Facebook Avenue, because a lot of people, know, people, I get a lot of funny looks for this, especially from people in like my age demographic. They're like, why are you so, you know, still on Facebook? I'm like, because clients will find me on Facebook. The people that you... Gregory Wilnau: Yeah. Yeah. That's where your clients are. Sal Perez: That's where the clients are. Clients will find you on Facebook. And on LinkedIn, ironically enough, know, LinkedIn can be used for a variety of reasons. But the way I like using LinkedIn is because I get to see what other businesses are out there and how other businesses are doing and see what stage in their growth factor they are. Right? Is this something, are they looking for something to offer potential employees? Are they looking for, ⁓ hey, someone might have just gotten out of a cell, right? What are they going to do with all these funds, right? So keeping tabs on your network of entrepreneurs and founders as well on LinkedIn is also another big avenue that we've used. Gregory Wilnau: Interesting. Yeah, you got to you got to be where where the clients are. ⁓ prospective clients. So that's funny people making fun of you for being on Facebook, but you're like, why wouldn't I be on Facebook? So yeah, very cool. All right. Okay, let's talk a little bit more about ⁓ your practice your vision for it. I think you said you've only been in this is your third or your fourth year. Sal Perez: Yeah. Yeah. ⁓ yeah. we are in the middle of our third year, right? Gregory Wilnau: in the middle your third year. Wow. And you're already serving that many households. That's incredible. Congrats. Yeah. Very cool. All right. So let's maybe talk about where you're wanting to take the firm. Where do you see it in the next one to three years? What's your vision? Are there any goals you're working on? Sal Perez: It's been a blessing. Yeah, it's been a blessing So we have certain AUM goals in mind. ⁓ Right now, a big factor for us, right? Because AUM is arbitrary, right? So what we try and do is we try and triple business every year, right? That's been a steady goal that we've been able to hit, right? Without getting too into details about the AUM and everything. that's been a major goal of ours. But further than that is I've recently hired two people. right over the course of the past six months started on January 7th of 2026, right? My first two employees. And what I am now in the process of doing is trying to scale things, right? Make things more scalable, right? Cause when it's just you, the only one you answer to is yourself. The only one that anything needs to make sense is to yourself. The systems in place, if I can do it and it works and we get by that works. Now, as I'm starting to bring in employees, and will continue to bring in employees, it's how can I make this easier for them? It's no longer just about myself, right? How can I make it easier for them operationally, but also for clients that need to interact with them, right? How do I put them in a position to succeed? Because that's the main thing, right? Because clients are no longer just talking to me. They may be also working with Travis. His name is Travis Bell, who's the other advisor, or Mateo, who's our Administrator Paraplaner, right? So these things are all things that I'm keeping in mind lifetime, you always iterating on. Gregory Wilnau: Yeah. Yeah, it's completely different, a different skill set to learn and to start thinking about as you go beyond yourself in your business and how you've been the one mainly working with your clients. And now you start thinking about, how can we take on more clients and deliver the quality of the service that you give and that you want to be known for? And you have to start thinking from a whole different perspective, right? Sal Perez: Yeah, absolutely. You're no longer thinking from your lens out. You're thinking from an outside lens, inclusive of you and the people under you and the people that are coming on. Right? So it's like, almost like you're looking at yourself out of body is how I think about it. Like, okay, it's not no longer just my perspective. There's other people at play here. Gregory Wilnau: Yeah, 100%. How's that been going so far? Sal Perez: It's been a lot of learning processes, ⁓ to be honest, it's been amazing. I can't complain too much. ⁓ Like I said, I'm just grateful to be in the positions we're in, serving the clients that we do, helping the businesses that we do, helping the families that we do. And it's been, as we've continued to grow, you just learn things every day. I I think that's part of owning shop and being a founder is you... Every day, you know, I forgot who said this quote, but every day you have no idea how you're making it through, but you do. And that's, and that's just the beauty of it. The, the foundership. Gregory Wilnau: Yeah, I love it. All right, let's take a second and I'd like you to brag about yourself for a minute. You know, I think we spend a lot of time thinking about the things that we could do better. And it's more challenging to just take a step back, acknowledge the things that we do well. So maybe you could. put your humble hat on and brag about yourself for a second. Maybe you could tell us something that you do for your clients that takes a significant amount of time or energy, but that they might never see or know about. Sal Perez: That's right. That's right. Oof, that's a great question actually. You know, I think something that clients, you know, maybe don't see at surface level is how much detail goes into transmitting a message. Right. So something that I really pride myself on something that I do think I genuinely do think I'm one of the best. And this specific aspect is persuading people and getting them to act right. Cause I tell people all the time that you are, it is almost more important. than the technical expertise you have as a wealth manager or a financial planner. If you cannot get anyone to act on your recommendations, right? You can be blue in the face talking about, you know, technical analysis, this technical analysis, that, ⁓ you should do this. You should do that. But if no one trusts you enough, right? If no one believes that your messaging is getting through the right way, or that you even know what you're talking about in the first place, they are not going to act on the recommendations I have, even if it is in their best interest, right? So even, you know, and that's the tough part, right? So when you know, I look at clients, I always am thinking about they respond well to this type of messaging. They respond well to this type of tone, right? Some clients like a more direct, right? Kind of smart alecky, like humor, dark humor type of thing. Some clients are a little bit more take, you know, they're a little bit softer with their approach. They like to hear things like nicely, like you're talking to a kid or you're talking to your mother, your grandmother, right? Everyone is different. And the message needs to be catered to that, which is something that I do think, you over the years of both playing soccer, you know, playing both abroad, playing domestically. And what I've learned through my career is I know how to cater a message and get you to act. And I know how to get recommendations to mean what they should mean to you. Right. It's not just, ⁓ go max out your Roth IRA. Hey, it's go max out your Roth IRA because this is going to lead to this many dollars at this year. and you want to go travel Spain with your kids. You want to go travel so and so with your family. Right, that's a very different messaging than just like, max this out because you're going to have a lot of money tax free. Very different messaging, you know? Gregory Wilnau: Sure, Well, yeah, sounds like you put a lot of time, energy and effort into learning about your clients, how they like to receive information. And you probably spend a lot of time thinking about, what do I need to do in order to get this person to take action on what's in their best interests? You said that's something that you're good at. Persuasion? Sal Perez: Yeah, yeah, persuasion and, and building trust, right? I think one thing when I look at Totem that I've always been very big on is I want you to come work with our firm because it feels like you're talking to family, right? That's a big thing that I really harp on. like, I don't want to be the guy in a white button up suit with a red tie and be sitting at the desk. I want to be the guy that you can go have a drink with. go to dinner with, be laid back, talk about something that for a lot of people is taboo. It is taboo. Money, a lot of people can say it's not. It is very taboo for a lot of families and a lot of it is cultural as well. Like I explained at the beginning of this podcast. The way a Hispanic family would view money is very different than how an American family that has generational wealth and has been taught these tips and tricks over the years and how they should be framing their mind should be thinking. Gregory Wilnau: Sure. Yeah, it sounds like education might be a big part of what you do too. Yeah. Is that something that your clients look for, want and appreciate? Sal Perez: Massive. Massive, massive. I think look for maybe not. Appreciate yes. Right, so I think a lot of people don't know that they need it until I almost voluntarily give it to them. Right, because I tell my clients all the time, say, it doesn't matter so much to me that you understand why I placed this trade at this time, why it was a buy, why it was a sell, in what account. does matter to me though is, know, hey, he did it in this portion of my portfolio because he had said, this is where we're going to take a little bit more risk, right? Or hey, he didn't do it in this portfolio because this is where we want to hedge a little bit, right? So understanding big picture things like that is very important to me, which is what I really do try and educate my clients on. Gregory Wilnau: Yeah, I love that. I could see why business owners would also really value that. I could see why that would be really valuable. ⁓ Let's talk a little bit more about maybe some of the things that have shaped your approach and your perspective. I know that your practice is fairly young, ⁓ but you're off to, you you've already made a little dent in the universe, so to speak. ⁓ But maybe as your practice has grown over these last several years, were there any programs or trainings or organizations that have maybe shaped your approach or influence or positively impacted how you serve your clients? Is there anyone that you'd like to give a shout out to? Sal Perez: What I would, so I wouldn't say organization. Well, I guess technically it is an organization, but what I would say is I credit a lot of what I know now and operate now from due to my first job, was Vanguard. All right. I started my career at Vanguard and I will say this to anyone hands over fist. If you're a young professional or if you're young and you're just graduating college, I recommend starting your career at Vanguard. The amount of resources they put into you, the servant leadership mentality that they have across the board, right, is second to none. And you get such a deep comprehensive understanding for clients and what they really, what really matters to them. It is one of the best places on top of the resources like the series seven, series 65, series 63, the SIE. I got my CFP while I was there, right? So I when I got my CFP, I couldn't even use the letters right when I passed the test because I didn't hit the three years in service yet. But nonetheless, Vanguard still helped sponsor, right? So those little details I think go a long way. And I do credit a lot of how I approach business and how I approach clients specifically to my time there, especially starting out very young. Gregory Wilnau: Yeah, it sounds like that had a big impact on you. And it sets you up really well. That's fantastic. I know Vanguard, they got a great reputation too. I didn't know that they actually did what you're suggesting. I just always think of them as investments. I guess, that makes complete sense that they would do that too. Sal Perez: Massive, massive, yeah. Yeah, but it goes to show you, right, even without knowing the ends from an employee standpoint, that message follows through even to the clients outside. that's, there's something to be said there. Gregory Wilnau: Yeah, absolutely. All right, let's talk a little bit more about your actual process. So if somebody were to sign up and become a client today, could you walk us through what happens the first couple of weeks and then maybe go into what it looks like to work with you over the course of a calendar year? Sal Perez: Sure, so let's say new client fresh off the street. Let's take in this example, it's not a warm referral, because with warm referrals, they kind of already have an idea from the person they were referred by of what this looks like. So let's take someone off the internet. They come to our website, totemwealthmanagement.com or totemwm.com. ⁓ They will typically hit a button that says free consultation, and it'll ask for some information. and it'll send us on the back end an inquiry saying so and so is asking about or so and so from S city, S state is asking about retirement planning. So what we'll do is we'll have one of our advisors reach out to them between myself or Travis and learn more about the situation. It's typically like a 15, what I call a 15 minute discovery call. And this will typically reach out in an email first, you know, we'll call just to see if they answer, if we can catch it quick enough because You know, if you, if you let too much time go on, they're not going to be expecting call from so-and-so at six o'clock at night. Right. So we'll typically send an email be like, Hey, we got this inquiry. Thank you for reaching in. Would love to hop on a discovery call 15 minutes, just to learn a bit more as to what you're looking for and see if it's something that we can match. And serve you in that capacity that you're looking for from there. We'll have a discovery call more often than not. It's something that we can help them in, you know, unless it's a very, very niche situation where You maybe they call him being like, Hey, I need someone to do my taxes. Obviously something like that is a little bit different. Now let's say we do make it, you know, we make it past the discovery phase. What I will do or Travis will do is we'll send a onboarding questionnaire to them. That questionnaire is about three or four pages. Right. And it'll very thorough, very, very thorough. And it asks, you know, a lot of pretty probing questions, which is something that I always preface on the discovery call. ⁓ Gregory Wilnau: Ooh, pretty thorough. Sal Perez: have you ever done something like this before? Typically they're like, no, I've never had an advisor. Well, I'm going to be a little nervous and sometimes caught off guard by the questions of like, well, why do you need to know this? Why do you need to know that? And at the end of the day, the more information us as planners can get, the better we can serve you. Because I don't want to give you ABC advice based upon XYZ information when there is still Gregory Wilnau: So they're a little nervous probably too. Yeah. Sal Perez: multiple, multiple letters of pieces of information that you did not share with me because that might influence my recommendations on AADC, you know. So once that questionnaire gets filled out, they'll return to us ⁓ and they would then, you know, we send them the request for the onboarding fee and once we present the plan, they can then decide, hey, thank you for your time. We're going to take this and try and execute it ourselves. Typically, that's not what happens, but that's happened a couple of times, And what most often Gregory Wilnau: Sure, sure. Sal Perez: more often than not happens is they'll come back and be like, hey, we tried doing this. Like we can't. It's like, okay, well let us execute the plan we created for you on your behalf. And they'll say, absolutely. So we present the plan, typically a 30 to 40 page presentation that we take care of. Obviously we're not saying they're going line by line on each page, but we go through the highlights because we would do, you know, especially with the type of people we work with, we want to be conscious of their time as well. And to be fair, a lot of this stuff is not fun. It is not. No, especially if you're not in this realm. Yeah. It's fun. It's fun for us. It's fun for us. have a blast doing it, but for clients, they're like, ⁓ man, so many numbers, so much like, you know, predictability, so on and so forth. But once, once we get that questionnaire back, once the presentation is presented to them, they'll decide, okay, we want to come on and we want to execute on this, this, and this that you said. we'll open up the IRAs, open up the individual TOD, the joint accounts, the cash accounts, whatever the case may be. And. Gregory Wilnau: ⁓ don't say that, man. Come on, it is fun. Sal Perez: we will then use frequent touch points over the course of the first about month or two months. We'll say, hey, every two weeks or so, whatever the frequency of the contributions is, because what's important to me is I want to make sure cash flow is never an issue. So all of these recommendations are like, hey, sometimes some clients will invest on a weekly basis. Some will invest on a bi-weekly basis when they get paid. Depending on that will determine how much of our touch points we have. To say, just saw this came out. Maybe you made your first or second contribution to your IRA. How are we feeling after seeing that leave your checking account? You're like, ⁓ we feel great. Amazing. See? Nothing new. Right? Just like we said, business as usual, and we just keep doing this little by little. It's like you're not even taking a conscious thought to do something that's great for your future. Then depending on the action items that we line out in the presentation, we'll say, OK, let's touch base every quarter. Let's touch base every half a year. some clients, you'd be surprised, they don't want to hear from us. They said, just tell us if there's A, anything big that happens, or B, Gregory Wilnau: Yeah Sal Perez: Any changes that you see that you think we should be made aware of and then on my part I'll tell them be like I'm not gonna be texting, know texting you asking you all this information constantly so I'll say if a death happens God forbid the birth of a child a divorce a lawsuit ⁓ Something with revenue that's really affecting cash flow You guys let me know and then we can have an ad hoc meeting whenever you want, right? Which is one of the big values to having someone like us in your corner Gregory Wilnau: Yeah, I love how you start out really strong getting to know them, taking care of all that admin stuff. And then it's kind of maintenance checking in. And I like how you give a lot of flexibility around how you work with your clients in an ongoing basis based off of based off their needs and what they're looking for. So ⁓ it's great. Sal Perez: Yeah, I think it's important to me that they make what they want out of this relationship. Part of my fundamental belief for financial advisors and wealth managers in general is you should be like water. If the client wants a vase, be a vase. If the client wants a bowl, be a bowl. You should adapt your style to meet the needs of the client because not every client is the same. Not every client is the same. That's where you can differentiate the really good advisors from the ones that are just going through the motions, right? Is how adaptable can you be to your client and best serve their needs? Gregory Wilnau: Yeah, I love it. I love it, All right, so we're about it. We're about at time here. ⁓ What I want to do is I just would love for you to ⁓ let us know if there's anybody for the people listening who are like, you know, this sounds good. This is kind what I'm looking for or is interested in maybe exploring next steps with you. ⁓ What should they do? How should they get in touch with you? Where should they go? Sal Perez: Yeah, absolutely. I would head to our website, totem, T-O-T-E-M as in Mary, wealthmanagement.com. And there's going be a little button, a little teal button that says free consultation. When you put that in, a little pop-up menu will pop up. You put in your first name, your last name, your best email and your phone number, and then just a small description of why you're calling in. And that'll give us an idea as to... where the conversation should be heading when we reach out to you. Kind of like I mentioned, we'll send you an email, try and find a time that works best for a little 15, 20 minute call, discovery call. And from there, we'll serve you however we can. Gregory Wilnau: I love it. All right, Sal, thank you so much for coming on the podcast. Appreciate your sharing your insights, your feedback and your perspectives. My pleasure. Sal Perez: Awesome, thanks Greg.