Clate Mask

Yeah.

And they're playing the gym model.

They're playing the model of,

you know, you sign up a lot of people, but not very many people, not very many of those folks use it.

And you, you know, it's called a breakage model and you end up, you end up having a lot of churn and, and people, a lot of times in small business was, yeah, the market's so big, that's okay.

But we just, we don't want to play that.

That's not our interest.

So,

What that means is you've got to filter out the businesses.

We have thousands and thousands of businesses every month that we say no to in our lead qualification process because they're not yet ready for Infusionsoft.

And you might say, well, whoa, two to 25 or two to 10 is your sweet spot.

How many can there be that aren't ready?

Well, about 90% of the small business market is solopreneurs.

That is the challenge when you serve small businesses and you've got to tweak and adjust things so you get the LTV CAC ratio right.

What are you at?

We range anywhere between three and a half and four and a half.

That's kind of where we typically go.

Um, yeah, well, yeah, the, the, yes, that's a ratio you just gave me.

Yep.

Got it.