Kevin Wilke

And then the next phase of that sales funnel is we hold the live webinar.

A certain percentage of people attend that, but a lot of people that registered didn't attend.

So what we do is replay it.

So we might do that in the afternoon.

So the people that afternoon works is great.

In the evening, the next day, we'll replay it.

like it's a live webinar again, but it's just a recording of the original one.

And then we'll replay it again on the weekend, so if a weekend is a better time.

So we do the live one, two replays, and then on Monday we'll post the recording.

And now anybody can go watch that recording.

And then we also, at that point, add in the payment plan for anybody and make that announcement.

So then the next day, on Tuesday, we announced that this is now closing.

And if you want to get in, you need to sign up before midnight, end of day Tuesday.

So through that sequence, that's where all of our sales come from.

So 70% occurs through the

The replays, the recording, and that closeout process.

Got it.

And then we, at the end, announce the payment plan.

So if somebody really has a payment issue, and they now have that available to them, but we wanted to do our best to collect everybody that can pay the full price up first.

Yeah, so I'll give you some real numbers.