Brad Martineau

Okay, perfect.

I'll give you a link to a funnel we can put together or to a funnel that will talk about the things that we've done.

But it has a lot to do with the positioning.

Like we've aligned ourselves –

With the highly successful business through interviews and just like we've been around at events.

And so we spend money to invest in marketing.

And one thing – I know that you've got a lot of people that are SaaS-based.

So this is one thing that's worked really, really well for us and has allowed us to scale plus this as quickly as we have and will allow us to scale our own $97 kind of software quickly is –

is the fact that we have a services component.

Now, that may not work for everybody, but I can go into an event.

We all know the truth of whoever can spend the most money to get a customer wins.

I can spend a lot more money to get a software customer than other people can because I've got services to sell.

So I can walk into an event and I can pitch from stage and I can go recoup a $20,000 investment because I'm selling a $12,000 services package.

But I can capture a ton of leads.

I just got an event I went to recently.

I got 150 out of 185 attendees in the room to text in in the middle of my prezo.

Then I went and sold services and now I have 150 people that I can follow up with and I can go sell software to at essentially no marketing cost because I've already recouped it on the services side.

Yeah, we walked away from the event.

I think we'd already done $40,000 or $50,000.

And then in the follow-up sense, I think we're pushing somewhere in the $70,000 to $75,000.