Kian Graham

We have sales reps.

However, it's based on commissions.

There's no OTEs.

There's full-time salaries plus commission.

Well, so one of our biggest competitive advantages is our content marketing.

And

We get over 95% of our leads from inbound.

So we have a very active blog.

We have a lot of evergreen pillar posts and the traffic coming in.

We're very active on social media.

We're answering questions on forums.

We have an active YouTube channel and we're getting constant leads and we're hitting new records actually recently these months in terms of the sellable leads that are coming in.

Last month, we were 160.

And that's out of a total amount of leads of over 500.

So we're rejecting most of them because we're on the premium end.

And we reject for traffic reasons, for policy, traffic quality, all that.

We're very picky.

For some, yes.

For others, it's their programmatic revenues, which is their unsold ad inventory, what they don't sell directly.

So for starter, it's half a million page views per month.