Alex Quilici

But when you start out, your online marketing guy doesn't have to be 40 hours a week.

Your online marketing guy can be 10 hours a week to run a limited set of campaigns and tests that they're trying to do to advertise your B2C stuff.

So we found the contractor model really, really works, but it's because we have trusted people who are bringing them in.

We have not just gone to a random firm who's contacted me on LinkedIn and said, yeah, let's outsource development.

And so it's about building your network, right?

I think it's really critical to build up a good network that you can then leverage for this sort of stuff.

Let's put it this way.

I'm probably going to get fired if I'm not hitting 15 by somewhere about the middle of next year, at least.

So your estimate's not bad.

So, you know, the thing is the value we've created in the last couple of years exceeds everything we created in the first, you know, 10, 12 years of doing this.

So the whole point about when do you want to sell out?

When do you want to, you know, try to buy out investors is when do you think you've hit the point where you can get a really good return for them?

And you're probably not going to do better over time.

If I, if we'd sold this thing in 2018,

The business was kind of flat, growing slowly.

We hadn't completed our transition.

It would be completely uninteresting to get a 2X or maybe even lucky a 3X on $5 million in revenue, right?

Nobody's happy.

Now we're growing at a good clip.

Everybody can look out a couple of years and go, well, if you keep that up, this is going to be a nine-digit plus business when it goes.