Erin Berry

I'm going to have to spend years of my life at the acquirer.

And so, of course, we really admire their culture and their mission.

Yeah, I think I'd have to, again, check, but between 10 and 15,000 kind of paid customers to generate that 40,000 documents.

So they're coming back and making updates to their document.

We offer that for free as a kind of competitive advantage in the market.

But really that building out that kind of longer term relationship is the priority for us for 2021.

Yeah.

Yeah, that's a good question.

I'd have to ask our conversion manager, but I don't know that we're really tracking a lot of that right now.

And that's kind of the next phase is, okay, now someone's in our ecosystem.

What are we actually doing to turn them into a long-term ambassador?

We're at 15.

15.

Four.

So we, yep, we have a B2B salesperson.

We have an affiliates manager.

We have a great product and delivery team.

And then some marketing folks as well that kind of blend between paid acquisition and the more content SEO side of it.

And then we also have estate lawyers in each province on contract with us, but they're not full-time employees.

It's a mix of both.