Greg Segall

Yeah, correct.

So, I mean, this is, we've evolved a lot, you know, over the last year and of all the delivery mechanism of how we actually get the gift link or the gift option to you.

So it started off when we, when you use it last, probably about a year ago, we only had handwritten cards and it was a very long code.

So the first thing is that we've shortened the code down to eight digits, which has increased conversion considerably.

And secondly, there's a whole entire follow-up cadence that happens after the gift is there.

So even if you don't put in the code, we end up sending you a link to get right to the gift via email.

So what ends up happening is that a lot of the additional conversion happens later on.

So they might get the box, you know, which we have a whole bunch of different options for boxes and handwritten cards now.

And they will get that and then see the code.

And some of those folks will put in the code of which we try and get about 50 percent of the people to do that.

And then the other 50 percent will end up waiting for the email or getting a reminder email.

And then they'll have the actual link inside of it itself.

Well, I think there's a better way of thinking about that, which is, you know, if 100 percent of these are sent out when it's prospecting, it's cold, meaning like I don't know this person.

And we're starting to obviously experiment with like further down the sales funnel.

Um, but when it's a cold prospect, uh, right now we can see anywhere between, let's say six is our lowest, you know, all the way up to what we just had, which is about 30%, um, you know, acceptance rate.

And then 50% of those will be by handwritten card or by the brand branded box and the code being entered in versus, you know, the other 50%, uh, based on the actual gift link.

Usually we let it go between 45 days and 60 days.

Okay.

And it's amazing.

Actually, what happens is somebody might even accept a gift, and then it's not until 45 days later that you actually get the meeting with them.