Bradley Jacobs

And then when the growth starts to trail off is when you need to go to adjacent customer segments.

So the other thing I will say that we're thinking through is how do we increase the LTV of a customer, right?

So if the average customer is paying 50 bucks a month, could we have them paying $200 a month by adding- What is your LTV right now, would you say?

It's about $1,000.

But again, it's a bit of a guess just because we're still... You need to really see years worth of churn to... Yeah, you're guessing the customer is going to stay with you for 20 months on average, conservatively.

That's right.

And look, they do pay for other things.

We have affiliate links to whether the LLC formation, health insurance, things like that, even mortgage lenders.

And we do have our tax and bookkeeping offering as well.

But I think for us, it's about adding so much more value that they're happy to pay $200 a month versus just getting that many more customers paying $50 a month.

We raised a few hundred grand.

That's not bad.

And definitely don't regret it.

I mean, it allowed me to hire a badass engineer and get a design firm and build the software.

There's no way I could have built the software with totally... So what is that?

Yeah.

I mean, it was my network, if I'm going to be honest.

It's like I had a good pedigree working at Uber.

I had launched a number of business lines at Uber, had a good network.

And I set that cap and I fought for it.