Isaac Garcia

I had no money when I started the company.

All right, I'm ready.

Let's do it.

Right.

So we are basing our model off of a traditional taking a piece of salary, but we're trying to flip it over into a subscription model.

So whenever we make a hire or whenever a client makes a hire through us, what we do is we say we'll take 12% or we take 1% of the base salary of the sales rep.

And we spread it out over 12 months.

So rather than paying 20%, 25%, 30% up front, they're spreading it out over a 12-month period.

And then whenever they do another hire, it kind of kicks off another subscription, another subscription.

So you have a series of 12-month subscriptions that are constantly going.

And you're saying, well, are you going to lose your customer after you make a hire or two or three?

Our research has shown that, on average, sales teams are turning over 20% of their teams every year.

So our goal is how do we capture as much of that turnover every year that's happening and kind of build subscriptions off of that.

Let's say that's the goal.

The problem is whenever anyone works with a recruiter, they don't like laying out the cash up front.

They don't like the experience.

They don't like the guarantee.

So another thing that we do is oftentimes a guarantee is they'll say, you got three months and we'll go ahead and replace this rep or something goes wrong with the rep.

For us, we'll take it the whole year.

So we're trying to keep the customer on an annual basis.