Sales and marketing expense for the quarter increased 12.8% from Q4 2019 to $35.1 million. driven by higher compensation partially offset by lower T&E expenses.

Feb 17, 2021 / CFO / receipt, needs a key / Stuart Miller, CFO | earnings call 2021-02-17 | transcript bc4a1288-284c-44d3-8228-bd7318f54686 | chars 9999-10159 | segment 10

In the last three quarters of 2021, we are modeling higher travel costs and investment in growth opportunities.

Feb 17, 2021 / CFO / receipt, needs a key / Stuart Miller, CFO | earnings call 2021-02-17 | transcript bc4a1288-284c-44d3-8228-bd7318f54686 | chars 11705-11816 | segment 12

The remainder of the beat relative to guidance included lower travel and entertainment costs, reduced expenses from shifting marketing and internal events to a virtual format, recovery of bad debt expense, higher PTO usage, and decreased occupancy costs.

Nov 4, 2020 / CFO / receipt, needs a key / Stuart Miller, CFO | earnings call 2020-11-04 | transcript c4c8f8db-d19b-4668-a52e-52b63c6f3522 | chars 6582-6836 | segment 6

Savings on T&E and our shift to virtual marketing events partially offset higher expenses from headcount growth in our sales team.

Nov 4, 2020 / CFO / receipt, needs a key / Stuart Miller, CFO | earnings call 2020-11-04 | transcript c4c8f8db-d19b-4668-a52e-52b63c6f3522 | chars 9431-9561 | segment 9