Russ Perry

So HQ plus production is about 505.

So quota carrying is, you know, they have a bonus past their salary.

They get incentivized on the percentage of the first deal a customer has.

with us.

So if that inbound lead only signs up for a monthly, they're only going to get a percentage of that monthly contract.

But if they're able to sell them into a three, six or 12 month plan out of the gates, then they'll have a much larger, I guess, numerator for the bonus on the sales side.

We are bootstrapped.

And then about two years ago, we did a debt lending and just borrowed some money.

And that has been the best for us because we cash flow really well.

Our LTV is well over $4,000 and our CAC is anywhere from $600,000 to $700,000.

So we can return on a client in two to three months as long as we have the cash available.

Lighter.

The guy's at Lighter.

Interesting.

I love it.

I mean, I always joke it's like the sketchy college credit card you get, you know, high interest and it's super easy to get.

But they were easy.

I mean, they understand it.

It was a great decision for my business because of my numbers.

But if I was selling a $25, $30 product without a big return immediately, I don't know if that would have been the route.