DM every new user personally and invite them to a coach-run community

David BarnardGot you.

Nancy AndersonSo yeah, we kind of filter it down like that. We have found that too many onboarding questions, people can't get through it and they just get frustrated and, not enough, they're confused when they get in there, they don't know where to start. It's this constant balance of how much... So we're kind of playing with that right now. We're adding a few more slides that kind of niche down a little bit more of where to put them because we don't want people being confused when they get in the app, but we also are reaching out to them. As soon as they get into the app, a real person is reaching out to them like, "Hey, just shooting a DM. Welcome to the app. Let me know what I can help you find." And at first, if they connect with a coach or they go into our community and connect, we find through our stats that they're more likely to come back.

Nancy AndersonIn our in-app community, if they get in there, 31% of them are coming back on day 2 and 14% are still returning by day 3. You know what I mean? What we find is it's not really the feature, it's just an in-app community, something special, but I think it's the validation, the support, the feeling of like, "Oh, I'm not alone here." There's expert coaches in there that are coaching all day, every day, answering your questions, pelvic floor questions, whatever you need. Complex things that you'd have to pay a couple hundred dollars for a session with a doctor of physical therapy to even get your answers, well, we're answering them in the community. "Oh, by the way, it's for free. You can come in, anyone can ask those questions for us." So it's like that and helping them kind of get to where they need to be …

David BarnardYeah. And then I would imagine that's part of why you have such great conversion to paid is because you get people to that moment of feeling heard and understood and that they're seeing the right content so that they'd start a program instead of being overwhelmed by 10 different programs. So it sounds like that is pretty key to why you see the numbers you do. And then when they feel engaged and cared for and listened to and supported and related …