David Stewart

And so we were constantly looking for those things.

And thankfully, we've made some significant changes in that area.

So we're seeing a massive improvement in retention just by the virtue of selling different client types and by allowing our sales team to really just focus all of their time and energy there.

The sales team is also spending a lot of time servicing those clients.

So we were able to offload that and then even offload it to automation.

So that has really allowed us to just spend our time on the highest value items.

The lifetime

value of the client is really important in our company.

Naturally, we're in a reoccurring revenue model.

And so if we can get somebody to stay with us for 10 years, that's worth way more than even just a higher revenue client for one year.

And so we're seeing higher retention also for us claims.

Like, so if we do home and auto insurance, if someone has a claim, we're happy to service them and support them.

Also, that costs our partners, the insurance companies, money.

So we're seeing lower claim volumes, lower cost claims because we have more ideal client types.

So with that, we've really focused on referrals as well.

And so lower cost for acquisition.

We're getting referrals from our ideal clients.

So those are some big ones.

Also, our team is just happier because they're not dealing with...

Those clients tend to complain more, cause more drag, and are not providing the most value.