Have the rep sit with the owner while a remote lead runs the demo

… do free trials. Majority of our customers pay up front for the year. We're pushing incredibly hard for that to actually have a long-term partnership. And for that, we need the demo. Everyone who has the self-sign-up service, they have not built a relationship with that customer. And so now we are going in, in person, and we can cut out any cold call solution, quick sign up type of solution out there because we actually have that relationship.

How many demos are you doing per month? 400, something like that. 300 to 400 right now. Again, all outside sales, not a dollar on marketing, not a single inbound funnel. Who's giving the demo? The market leads that are in the markets actually will do the demo virtually, right? So we have an outside salesperson with the customer here. Then we have the customer here and we have someone over the screen doing the actual demo. The rep you have on the ground in any major city, just to be clear, they're making no base salary, right? It's 100% commission in first year?

No. So they have an activity guarantee, what we call it. So if you don't close anything, but you knocked on doors and you set appointments, you will make money. How much would I make? Like 36K, 40K a year. Nothing crazy. Generally, we want to have you to have around 70 touch points a week. A touch point is not unique. So this can be right. Maybe you go to the same account three times in a day. That would be three touch points. Okay. And then we …