Olin Hyde

And our customer acquisition costs should be decreasing over time as we get more and more rebooking.

So we're so new to the market that I think it's dangerous to get too attached to the numbers.

It's really more of a trend line right now.

Well, we're a big fan of Google Ads.

We're also a big fan of using our own technology.

So we will do content syndication.

We publish white papers.

We actually eat our own dog food.

We have a network of third-party marketing agencies that help us fill our leads.

So we actually, most of that money, I would say, of the $6,500,000,

About 4,500 was spent on our own stuff, and then we always are doing experiments.

So we typically are a big fan of A-B tests for discovering new funnels, and we'll typically always have a champion challenger where we'll do A-B-C, where B and C are the two challengers.

And we'll typically run, we'll cycle out one of those every month.

We were largely influenced by Justin Baer's book, I think it was called Traction, which says, you know, just experiment with lots of channels.

And that's exactly what we do.

And we've gotten better.

We've found a lot of good, I think, for the revenue that we're doing.

If we had more capital, we would certainly grow faster.

But, you know, we are very conservative.

We're capital efficient.