A Coffee with Francisco Martin from Martin Recruitment

Come and join us for a coffee and chat with Francisco Martin, the founder of Martin Recruitment. 

Francisco's journey began in Cuba, where he was born, but at the age of seven, his family made a life-changing decision to move to Edmonton, Canada. His mother, a doctor, seized the opportunity to relocate and create a better future for her family.

Unfortunately, their initial experience in Canada was far from ideal. The sponsor family they stayed with turned out to be toxic, posing a threat to their safety. In a courageous act, Francisco's family fled their dangerous environment in the dead of night. They sought refuge at the Hope Mission, where they stayed for a few months until they could secure a place of their own. Despite facing such adversity, they persevered and eventually settled back in Edmonton.

During his formative years, Francisco harbored two distinct ambitions: to become a heavy metal drummer and to establish his own company. In pursuit of these dreams, he embarked on a journey of exploration, working an astonishing 27 different jobs in search of the perfect fit. It was through this exploration that Francisco discovered his passion for recruitment.

Driven by his newfound enthusiasm, Francisco dedicated himself to mastering the art of connecting talented individuals with their dream careers. This passion soon propelled him towards the realization of his lifelong goal – owning his own company. Today, he proudly leads Martin Recruitment, a thriving recruitment agency based in Edmonton. Discover the incredible journey that led him to success, the challenges he overcame, and the valuable insights he has gained along the way.

Transcript

0:13

Well, hello, everybody, and welcome to another edition of the ABA Coffee In The Park. My name is Cam Milliken, and I am here with my co-host extraordinaire, Jennifer Herrick, the Executive Director of the Acheson Business Association. Hello, Jennifer. Good morning, Cam. Actually, it's good afternoon. You know what, Cam, this is throwing us off, because we're doing an afternoon podcast. We normally do them in the morning. We do, but that's okay. So how are you on this very chilly Alberta afternoon? It is. It's a colder Alberta day. You know what, it's a good day. It's just a great day, and it's Alberta, so it's wonderful. You know what would be better on this chilly day, though? If the sun was out. I hear you. Yesterday was okay. No, yesterday was beautiful. But today is what it is, and hey, we're here, and we're having some coffee at the Wall Coffee Roasters in the heart of beautiful Downtown Acheson. Downtown Acheson. That's right. So if you hear some coffee noises in the background, maybe a machine is whirring, or a kid's doing something, screaming or something like that, it's because we're here in the coffee shop. Where we love to do the podcast from. That's right. And if you've never been to the Wall Coffee Roasters, you need to come down because it's a great, great place. Great coffee, great roasted coffee, great gift cards, great everything. Come and enjoy it. Absolutely. Right on. So Jennifer, tell us about some important people. Well, Cam, we would like to thank our gold corporate sponsors, which include the MyShak group of companies, Genics and Parkland County. We would like to thank these companies for all that they do for the Acheson Business Association. That's right. Without them, we could not do what we do. So thank you very, very much. And hey, I'm excited about today's program. I am too. I know this a little bit of this story, just a little bit, and it's going to be awesome. So Jennifer, why don't you introduce our guest? Well, Cam, this guest is an, I'll call him a newish ABA member. We're excited to have him as a member of the Acheson Business Association. Our guest today is Francisco Martin, who is the founder of Martin Recruitment. So welcome Francisco. Welcome. Thanks for having me. Good to have you. In beautiful downtown. In beautiful downtown Acheson. Which has surprisingly good coffee. No, it does. Yes. So hey, good to have you. On the program, we met you a few weeks back at one of our, was it a Coffee In The Park ABA Coffee In The Park event? It was. It was my first one. Yes. And I was blown away. Everyone was so nice. And I do have to point out, I volunteered for the trivia of downtown. He did. We played Jeopardy. You were in the. I knew less than zero. And of course, they were all about the membership that I just got. You were a great sport. You were a good sport. Absolutely. Yeah, you're right. I don't think you got one answer. Not even close. But you tried. And I think you threw some answers out. Good guesses though. I agree. I agree. Good guesses. Yeah. That was a lot of fun that night. We usually do that at our Coffee In The Park event. And it was great to just have you come on board and have you here. And we're excited about this. So let's start with... Let's kick it off. So Francisco, tell us a little bit about yourself. Where did you grow up? I grew up... Well, actually, I grew up in... So I was born in Cuba. Moved to Canada when I was seven. So I was raised here, born and raised in the beautiful Edmonton, Alberta. But the name, everyone guesses, Italian, but it is actually Latino. Okay. So you grew up in Cuba? I was born in Cuba until the age of seven. So I always say I grew up in Edmonton. Okay. But tell us a little bit about Cuba. Do you remember a lot? What was that like? I do a little bit. Cuba is a really interesting country. Also, Canadians love going there. Yeah. A lot of snowbirds. Some of the most beautiful beaches ever. It's a very beautiful country. It's a really, really tough place to live in. So that's something that a lot of people don't really understand when they go on their vacations. So it's some of the best beaches in the world. Really friendly, kind people, a really rich culture, but it's a really, really tough place to live. So most of the tourists, they see the resort part of it, but they don't necessarily see the rest of Cuba. Absolutely. So tell us a little bit about your mom, because I think this is fascinating, your mom's story. Tell us a little bit about that. So my mom was a doctor in Cuba, and she, that's what she did. So when she was there, like I mentioned, so I guess I have to kind of preface it that if you were to ask most Cubans, not all, if you had the opportunity to come to the US or Canada, would you take it? I would venture to say 70 to 80% would say, oh my God, put me on the plane right now. Really? Is that right? Yeah. So I was, when I was in Cuba, I lived with my mom and my grandma. And my mom was working all the time as a doctor. And in a lot of ways, I was kind of raised with my grandma, who was like my mom, while she was always, always working. And I don't remember too much until I was maybe like six or seven, just sort of what the life there was like. Little details like, you know, you have don't just have like a sink. You don't just have clean water everywhere. You have to wake up like 6 a.m. with buckets, go to the well, pump it for 30 minutes. And that's your water for the day, which you have to boil before you use. So that's something that we don't know. So even your mom is a doctor, you still had these were the conditions that you still lived in. Yeah. And that's one of the things about Cuba. So the quality of life, even as a doctor, you're living the same as a bartender, or a driver. Right, right. Yeah, everybody's, yeah. Everyone's pretty similar conditions there. So seven years old, what prompted, now a little bit, but tell us what prompted the move to Canada? Just a better life and better opportunity. So was that easy to get out of Cuba to come to Canada? It was really tough. So we came here because we were sponsored by some people that were living here. But it was a very, very, very long process. I think it was, oh my gosh, two to three, it took a really long time. It took two to three years and lots of interviews. My mom had to do lots of tests and assessments and things like that. But eventually, once we got the approval and all the, oh my gosh, I don't even know what the proper term, like, permits to come? Yeah. Is that what it's called? Yeah. Visa's permits, yeah. Then we started planning to move and I was about six or six at the time. Yeah. And then I remember that just, I was so young that I didn't really realize the impact of like, you are now about to leave everyone you know and go to a new country. It was sort of like, hey, we're going on a plane, it's going to be fun, new place. It wasn't like, hey, you're not going to see your grandma for seven years and your dad. So it was, I didn't quite understand it at the time. But now that I'm older, I think back to that and I was like, oh my gosh, that's courageous as hell. That's amazing. I can't imagine that. No. Not speaking a language, new country. And not only for you, for your mom. Yeah. Leaving everything she knew for her whole life, I would imagine. Absolutely. And coming to a new country, knowing that when she gets here, she probably won't. She's starting. Yeah. She's starting. Well, it's starting from scratch. From the beginning. With no support. I can't imagine. Yeah. And new city that you've never... So as a lot of Canadians like to travel a lot. Yes. You kind of have your bearings. If you go to a new city, you get a hotel, you walk around, you find like, she wasn't... Like people in Cuba aren't really traveled. They don't go on vacations. So it's like, well, let's just... It's kind of like blind faith. Right. You know. So from Cuba to Edmonton? Edmonton? To Edmonton. No, from Cuba to Toronto, Toronto to Edmonton. Okay. It was just a connection. Oh, okay. So, but you were going to... This is where you ended up in Edmonton. Wow. Yeah. And you knew people here. We did. So this is where... So tell me about this story. Absolutely. Because this is an incredible part of the story right here. Yeah. So once we were sponsored, the way sponsoring works is when you basically help someone come into the country, you're responsible for them. You have to make sure that they're fed, they have proper shelter, all those types of things. When we came to Edmonton, we were expecting to stay with the people that sponsored us. And I'll leave names out, of course, for the sake of privacy and confidentiality. But the way the story unfolded was, again, as a kid, I didn't really appreciate it. But thinking back as an adult, it kind of blows my mind. But I remember once we got to Edmonton, first off, the only flights I've been on before were from the small town, Camagüey to Havana. So going on an overseas flight was the most... I was throwing up the whole time. It was just crazy. But when we got here, the people that were supposed to be our sponsors were hammered at the airport. Drunk. Super drunk. Yeah, so they... I mean, the person who was picking us up was there, and slurring his words almost like falling, like really, really sketchy, and not the greatest first impression. No kidding. And... Wow, your mom must've... I can't imagine what your mom was thinking. Scary. I left that for this? Yeah. And then one of the things I left out in the beginning, that's an important detail, was one of the reasons that we moved to Canada was better opportunity for her and myself, but we also had some relatives there in Cuba that had a really severe drinking problem. So it was to get away from the alcohol, to get away from those vices. So that being the first thing that you see when you come to Canada was really sad. And once they picked us up, we made it to their house, we got there alive. Really sketchy drive from the airport to, I think, I don't remember exactly where it was. Do you remember any of this as a kid? It's kind of blurry. Were you scared? Do you remember? I don't think I really knew what was going on. Right, yeah. I don't think I really understood. It was just a brand new place. And has your mom ever talked about, like what was her feelings at that moment? Was she scared? Was she? She was disappointed, but it was more so like still, well, maybe this is just like a one-off or something. A one-off. Let's see how it goes. We don't really have a lot of options. We don't know anyone. Right. She at least speaks the language. So I was like, oh yeah, but we have to go with it. So when we got to our sponsor's house, then that's where my mom got, was quite scared because the house was I don't want to use the term crack house, but it was pretty close to a crack house. It was a not a... It was pretty rough place. Yeah. Wow. Yeah. So they had a welcome barbecue and drugs everywhere. My goodness. People just destroyed. Yeah. And there was, our sponsor was happy to see us, but some people around them were not. Right. So there was some really, basically the bedroom that we were supposed to be staying in, one of this person's associates, I guess to say, burned a bunch of pictures of my family and put them on the bed. So it was like, you're not welcome here, you're not safe. You're a threat to them. Yes. You're a threat to them. Yeah. So it was, I do remember that, and that's sort of where it was like, what have we gotten into? What are we doing here? Yeah. Wow. Okay. So, yeah, from there, what, I can't imagine what your mom would, I mean, I just can't imagine. You know, protectionism over you, and you, brought you all the way from Cuba to do this for a better life. And so how did you progress out of that? How did you? So, that, basically, then it went into survival mode, is actually, because we realized, okay, we're not safe here. We should not stay the night. And I remember, actually, as a kid, one of the things I do remember is they had a super aggressive dog that was like, terrified. And again, I guess I don't think, oh, no big deal. But as a little kid when all this stuff is going on. Seven years old, yes. This dog and this person is like, oh, we're going to let him out. We're going to let him out. I was like, oh, my God. So it was like my mom was, we have to get out of here. This is not safe. This is our first night. We don't want to see where this goes. People are telling us that you're not safe here, that you have to leave. So when people are blatantly saying, okay, it's not up for interpretation. We're not reading this a certain way. People are saying, you're not safe. You have to leave. So, oh man, it's kind of sucks. Like, well, it's weird. It's weird. So you went from there to where? So that night, we, our option was to basically flee without being seen. So we had to pretend to go to sleep. Basically, they had this barbecue when we were there, when everyone either passed out or went to bed, we planned an escape. And one of the persons, one of the person that warned my mom, basically, like, you're not safe here, you have to leave. God bless his heart. He actually helped us sort of plan, because we didn't have a car. No, well, exactly. You're in a foreign city. You have no idea. Yeah. He helped us. We basically, you know, pretended to go to bed. And once everyone sort of quiet, did quiet it down, we just snuck away and we got into this guy's vehicle. And then he dropped us off in Hope Mission. Really? Downtown Edmonton. Still the building that's there. I don't remember the exact address, but the Hope Mission here. Wow. And so now you're in Hope Mission. Yeah. Now we're in Hope Mission. We're staying in a little one bedroom room. And, you know, the next day, my mom's phone and she's getting messages. And back then, everyone, you can just text me. I was like, email. Yes. Yes. She's getting emails like from our sponsor. If I find you, I'm going to kill you. You know, all this stuff. Like you better hope I don't find you. I'm going to look for you. So now you're not safe. So now it's like, OK, well, now we just have to like hope and pray that he doesn't realize which of his, again, like associates/friends, helped us escape. And we better also hope that that person doesn't tell this person where we are. Right, right. So thankfully, they didn't and we were able to basically start from, that was our starting point. Right. And then from Home Mission, I just remember we had a little bit of money. So it was just spam and crackers. Yes. Was our meal of choice there. Wow. And spam was like just the best thing ever. It was like, oh, filet mignon. Yeah. Yeah. So. Wow. All right. Wow. I mean, yeah. Unbelievable. Just incredible. Unbelievable. So you're at Home Mission, you get out of Home Mission, get into your own place, I take it? Yeah. Did somebody help? Did government help you? Did social services help you? What was the next steps? So I actually do remember this pretty clear, but getting out of Home Mission was a pretty big, we were there for like three months. Okay. And my mom went to, there was a Brick in downtown. Yeah. Yes. And back then, they used to have computers that you could rent. So she was on there. Yeah. Back then, oh my gosh, she was like printing resumes, applying for jobs and doing all that stuff. And I was like playing little games or whatever on the computer beside. But then eventually she did a bunch of like janitorial positions. And then she met someone who, I guess like their only common ground was like, she made a friend who was like, oh, he really likes Cuba as well. Yeah. He really likes Cuba as well. And he heard that you're from Cuba. Maybe he can help you find a job. Yeah. So this person really helped us get on our feet and help my mom find work and eventually let us stay with them. Because Hope Mission, an amazing organization, has a special place in my heart. It's not somewhere you want to be. No, absolutely not. So it served that purpose. Even for three months, it was like, oh my gosh, you have to get out of here. So you got your own place. Yeah. And you started school, your mom was working, how did that? So the person that helped us get out of there, eventually a relationship developed with him and my mom. Yeah. And then there was a hint of stability, but this person had ambitions of like moving to a bunch of different countries and different places. We kind of went on a wild goose chase for a few years. We moved at a few different places in Edmonton. We moved to Mexico for a year, which as a kid was awesome, but we ended up moving back because they couldn't find work. But then, yeah, like pretty much childhood growing up, moved around a ton. Eventually, we had a home and just a little apartment, and that after about grade 6, the moving around stopped and had some sense of stability, and just finished high school. Yeah. Where did you go to high school? Edmonton Christian High School. Oh, okay. A little like 400, 500 person. Yeah. Yeah. Do you know? I do. I've actually done some charity work there. They do an auction every year. Yes. And I've been helped as one of the auctioneers every year. So yeah, for a little while. So yeah. It's a good school actually. When I was there, I felt like I was missing the high school experience. Because like, Ross Shepherd and JP. There you go. These are like the fun schools apparently. That's another podcast right there. Yeah. But it was a great school and I had a great group of friends there. But it was just very, growing up and having that kind of upbringing, there was definitely a little bit of a chip on my shoulder. For sure. That kind of manifests. I was a pretty angry, kind of angsty, black hair, iron maiden t-shirt. Normal teenager basically. I don't see that in you Francisco. Yeah, so it was like everyone. And that's cool, like everyone's like, everyone was like Dutch, like six foot two, blue eyes. I'm like the only one with a name, Francisco. They were like Jack, John. So it was interesting. So you finished high school. Yeah. What decided to do what? What did you do after that? Yeah. So because I guess at the phase of my life, I didn't take school very seriously at all. So my post-secondary options were pretty limited. I've always had two dreams and that was either to be a famous heavy metal drummer or to be a business owner. So coming out of a Christian school, I was like, well, I could go to... Anybody from Edmonton Christian listening to this, you almost produced a heavy metal drummer. I'm just saying that out there. Yeah. And I guess like with that career path, unless you're like Metallica, you're probably not going to make it too far. So I was like, all right, I'll do the business row and I always wanted to own a company, but I didn't really know what the career path for owning a business. What do you do? It's like, well, I didn't have the grades to do the academic program, so I just entered the workforce. And then I just, yeah, I honestly, as a recruiter, this kind of blows up. So guess how many jobs I had? Like, just take a wild guess. I've had more jobs than anyone I've ever met in my entire life. And it's not because I got fired. I just tried a bunch of different things. Just take a wild guess. So this is after high school, right? After high school, before I got into recruitment, because then I stuck around. But before that, just guess how many positions? I'm going to say 20. Yeah, I'll say 25. 27. Oh, okay. Wow. Okay, tell us what did you do? Yeah, I need to know this. Okay. List a few of them. So, I can even give names. Like, first one, I tried doing construction, which I was so bad at. Oh my gosh. I was so bad. That was the one. Actually, that was the one job. They're like, maybe don't come back. Yeah, don't come back, please. Yeah, I just, that was not it. I worked at a company that made stairs. I shoveled sidewalks. I worked at Earl's on Jasper Ave. Oh, Earl's on Jasper, yeah. I worked at Simon's in the mall. I worked at Opulence, which was like a luxury clothing store. I worked at Kia West Edmonton. I worked at Sherwood Ford. I worked at Sundance Mazda. I worked at Team Ford. I worked at a really sketchy door-to-door vacuum cleaner. Oh, I love those door-to-door vacuum guys there. A sketchy call center. There was, oh my gosh, there was so many. There was a bunch more. At a gym, at a bunch of gyms. So is it fair to say that you're leaving those jobs? Were they you leaving or you got fired? No, I just got bored. I just felt like I wanted to do my own thing. I just, I didn't, I just. None of them clicked for you. Yeah. You wanted to do your own thing? Oh my gosh. It was like, yeah, I don't know how to write. I'll subscribe. It's like, this is not it. This is not it. No. Okay. All right. So I just knew. Let's get the 20 second job. Yeah, it worked out. Your mom's probably going, what did I raise here? Anyways. Yeah, it wasn't looking good. Yeah. Mom was like a little worried about her boy. Kind of. And then, and then what happened? How did you land? Yeah, why? And then how did you get to recruitment out of all of that? Because you saw all those jobs. I was going to say, was that it? So the one job before recruitment that actually stuck around for a little bit. Do you remember World Health? Of course I do. Yeah. Yeah, it's not around anymore. I was there for a few years, and the Glenora went by the big traffic circle. Yeah. That's right. I worked there for a couple of years. I was the assistant general manager while I was there. And when the gym was bought out, a bunch of stuff really went downhill. All the trainers, a bunch of people canceled their memberships, and I started looking for my next move, so the 27th job or 26th at a time. But then someone that did her internship at a recruitment agency called Aerotech was like, hey, you really love sales and you're decent. I don't know, you're all right with people. Maybe this will be, maybe you'll like this. You're okay with people. I interview all right. And then she basically connected me to one of the senior managers there, and I used my sales skills to cold call myself into an interview. So I called, and I'll name drop him, he's still doing it at Aerotech, he's one of the best industrial recruiters I know, Sean Wilson. I called him and I said, I got your information from this person. I heard you're hiring. I'm wondering if I could come introduce myself and learn a bit about what a recruiter does. And he made some time for me. And after that meeting, I was like, I have to do this. Oh my gosh, I have to do this job. It was the first opening that I thought, because again, like no post-secondary, all the jobs I did were very kind of, I don't know, like not really professional. And I always want people to be professional. So it was like, wow, this is a white collar, like a professional position with like, I can grow within the company, I can learn a new skill set. And at first, because normally they hire like fresh out of MacEwan, the BCOMS, but they didn't want to hire me because I didn't have a degree. So I did like five interviews. I'm like, are you sure? Like, why have you had all these jobs? I was like, how do we know you're not just doing this? I don't know about this guy. So they grueled me for like five interviews. And eventually, they took a crack at it. Or they took a shot on me. And Sean vouched for me. And then it was just like I loved it. I was hooked. I worked my butt off. I tried to learn everything. Had some amazing mentorship, which as a recruiter, when you're starting out, you have to have some senior people to work with. That's key. So that was the start of that. Wow. And then I did this on my own. Yeah. So I basically started as a recruiter. Then I climbed the ranks there. They had a sales... So as a recruiter, there's a very distinct... At a recruitment agency, you can either work with candidates, and that's like filling the roles. Yes. Right. Or you can work with clients, and that's like getting the job. Right. Right. I really wanted to be on the sales/client side. Okay. And that was positioned as a promotion. Yeah. So there was three new recruiters. I was one of them, and there was one account manager position, and we all wanted it. Right. So that was like the most intense periods of work. I was like, I have to get this position. Right. Right. And after that, eventually they actually promoted a couple of us, not just one. So they brought me into that role, and I built a book of business over the years, and eventually I was headhunted by another company called Robert Half. And it was a really tough move to switch, but it seemed like a really good opportunity. It was a director level role at a really big established company. Yeah. So I'd be a fool. No college degree, I'd be a fool to take it. Right. So I went for it, spent a year there, learned a lot, but it just wasn't for me. Right. So then I left without a plan, tried a few more things. 28, 29. So 27 jobs, have you had any business idea? I have a Google Drive folder. I'm not kidding, 200, 300 plus. Anything from YouTube channels to drumming accessories, to manufacturing business, to wedding venues. I tried so many different things, and then eventually it was like, you know what, I know how to recruit, I know how to get clients, I know how to deliver on it, and you don't need too much to get started. So then it just seemed obvious, and I said enough playing around with all these different things. Let's just do what you know, and here we are one year later. And you've been doing it for how long? On your own? Oh my gosh, just over a year now. Just over a year, okay. We made it, first year. It's hard to believe, we're running out of time. But there's one thing I want to touch on, and that's your mom. Yes. Give us, just, I mean, just tell us about your mom. Give us the real synopsis of your mom in your life, who she is to you, because obviously, this was amazing. Yeah, I would say she's definitely been one of the biggest inspirations for sure. Yeah, and it's always, like seeing how, yeah, I get it, yeah, I get it. Definitely just sort of that fighting spirit of moving forward. Yeah, and there for you, every step of the way. Yeah, and just taking chances, never giving up. Loved on you. Yeah, and then it was also, you know, seeing how much she sacrificed to give me this opportunity to be here in Canada. Yeah. So it was just obvious that you're not going to waste it. Yeah. I'd love to meet your mom one day. She sounds like an amazing lady. I'd love to meet her. Yeah. So then it was just that, and then when you have an opportunity to give back, you have an opportunity to help the people that helped you. Yeah. Yes. It's definitely one of the best things ever. So, great example. And then she's a very hard working lady. Yeah. Yeah. So yeah, definitely an important person. Again, 100 percent. It's amazing. I wanted to make sure we got that in there because our mums are, yeah, our mums are our mums and we need them. So, that's amazing. We only have a minute left. I know. Final question. Final question. I know. We could keep going for like, We could keep going for a long time. for a long time. Final question. Final question. That's okay. But yeah, no, I mean, it's definitely a very special person. We got to cherish them. Yeah. And the people that look out for you and sacrifice for you when you're in a position to give back, it's the most rewarding thing that could possibly, you could possibly do, right? It's better than any vacation. Better than any vacation you could possibly, you could possibly take. And so now, it's like, yeah, it's just as the company grows, I'm trying to give back to organizations like Hope Mission, and was able to get my mom a house, a dog, which was again, like the most, I'll show you guys a video later of the dog, like is the most rewarding, the most rewarding thing of my life by far. Absolutely. What's your website? www.martinrecruitment.ca And tell us the best piece of advice you've been given, either personally or professionally, that you carry with you to this day. I would say you're the differentiator. And this has really hit home because the reality is every recruiter does the same thing. Every accounting firm does the same thing, every lawyer does the same thing. Every recruiter uses LinkedIn, every recruiter does a pre-screen, every recruiter does interviews, every recruiter does references. And the same way that every lawyer will provide the document that does the same thing, but who are you going to work with and the differentiator is you. So why should someone work with you? And it all comes down to the relationship and the trust. And that's something that I'm still learning and it's taking, you know, I'm continuing to develop that, but it's really hit home over the last year. Because the reality is like, why should someone work with my company? Because they get to work with me and we have the relationship. I know you, I know what you're looking for, I know who you get along with. You can trust me and that's what it comes down to. So that's something that's probably amazing. That's great. I love it. Well, Francisco, Cam and I can't thank you enough for sharing your story. And I know it's not one that you probably haven't shared for a long time, so we feel so honored that you came here and shared it with us. Thanks for having me, guys. Thanks Francisco. It's been great getting to know you a little bit more and I hope that continues in the future. I look forward to that. And thanks everybody for listening to this edition of ABA Coffee In The Park. Remember to tell your friends, your business associates, your family, your enemies. If you don't have any friends, make one so you can tell them about the podcast. And yeah, just get the word out. We thank you for listening to our podcast. And where can they get the podcast? They can get the podcast at anywhere you get podcasts or at www.Achesonbusiness.com and you can download them from there. And yeah, thanks everybody. Thanks everyone. We'll see you next week. See you next time.