Episode Summary

In this Prime Talk Podcast Sponsored by GETIDA – Morgan Rainey – Co-Founder of Cajun Ventures- talks about how she went from living in a trailer park to succeeding on amazon, and also more information about her life’s journey. #morganrainey #cajunventures

About Morgan Rainey of Cajun Ventures – 

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Yoni Mazor 0:05
Everybody welcome to another episode of prime talk to them having a special guest today I’m having Morgan Rainey. Morgan is the co-founder of Cajun of ventures, which is a community of entrepreneurs focused on selling online, and also getting financial freedom, which I think is special. Cool. So Morgan, welcome to the show.

Morgan Rainey 0:22
Thank you so much for having me. I’m so excited to be here today.

Yoni Mazor 0:26
Our pleasure. So today’s episode is going to be the story of you, right? The story of Morgan Rainey going to show this everything who are you? Where were you born? Where are you from? As you grew up? How’d you begin your professional career station to station until we reached where we are today, especially in the world of E-commerce? So without further ado, let’s jump right into it.

Morgan Rainey 0:45
Sounds good? Well, my name is Morgan Rainey, but you can call me lo Mo. So I grew up in I was born in Fort Hood, Texas, and both my parents were in the army. My hospital bill was only $32. I was born in Fort Hood on the military base. So I grew up, and they moved to Louisiana.

Morgan Rainey 1:08
And when my parents split up, I grew up with a single mom in a trailer park in North Louisiana. We never went without anything by any means. But you know, I knew what it was like, you know when the end of the month came before paycheck. So I just kind of thought growing up that everybody worried about money, I thought that was just a normal thing.

Morgan Rainey 1:32
And so I decided when I was young that I don’t want this to be my life forever. I’m going to do whatever it takes to make sure that my life is different. I just have my goal. When I lived in a trailer, I was just thinking, I want a house one day, one day I want to house I wanted to graduate high school and I wanted to be one of the first people in my family to graduate from college. And I did all of those things because everybody said if you do these things, it’s going to make you happy. And I got a good job and it didn’t make me happy and so that’s what led to me selling on Amazon.

Yoni Mazor 2:07
Okay, so before we get to that, I want to rewind a little bit because you jumped the gun on a few great points. So okay, you know your mother raised you in a trailer park where you only Child Yeah, and siblings around

Morgan Rainey 2:19
I have three sisters and one brother. So all

Yoni Mazor 2:23
In you about five kids. Yeah, yes. So a single mother raising five children in a trailer park in North Louisiana. I said

Morgan Rainey 2:30
Wow, my mom had just four of us so four

Yoni Mazor 2:33
Yeah, got it. So one of them was what your father just independent guys are shooting for and what kind of industry was she? Was she involved with your mother when you were growing up?

Morgan Rainey 2:43
She was a teacher. She taught special education

Yoni Mazor 2:47
And the like the public school around you? Yes, God and yourself growing up we were trying to help with making money somehow anything entrepreneur is selling lemonade was anything your formative years I was trying to do to help with finding out the financial income.

Morgan Rainey 3:03
Absolutely. So actually, whenever I wanted to go to Girl Scout camp when I was probably like eight or nine years old, it just wasn’t something that was in our family’s budget. So they said you know, if you sell enough of these cookies, then you can go camping for free. So not only did I sell enough cookies for myself to go camping, but I sold enough for all three of my sisters to go we’re going to all the Walmarts we’re going door to door. So that I think that was kind of where you know, the entrepreneur spirit bit me.

Morgan Rainey 3:36
And then I wanted to do I guess it was all extracurricular activities that I wanted to do that I saw other my friends’ other people do, and it wasn’t something that was in our budget. So then when I was 13, I wanted to start doing pageants. And that’s like one of the most expensive hobbies so we would go to garage sales. And we would ask people for their leftovers. And I started listing those items on eBay. So that was kind of my first little bite into the E-commerce world. Nobody ever asked me that far back before. Yeah,

Yoni Mazor 4:09
I think that’s fascinating. How are you? Your entrepreneurial spirit was there. Not only they’re able to use some sort of a blog, you know, but you also want to go somewhere kind of a blog. So he said, there’s a way to get there financially. He did it but not only did that help your sisters as well. And then you’re able to kind of do other things too, with the with your ambitions, which was the pageants. I think these are the elements. These are the seeds that later on explain the rest of the story, which I think it’s important to kind of encompass, okay, so, but also in school, you’re doing well as a student is working on with the curriculum. It was easy for you. It was challenging for you.

Morgan Rainey 4:43
The school was always very hard for me. I was very fortunate. My mom always was working. So I had well her parents, my grandparents, they were amazing. And so they’re my grandmother the one who taught me how to read and I just really struggled in school. I’m done. Like sitting still and staying in a classroom. So always had to work hard even just like to learn how to read. But once I would get something, then it was on once I learned how to read, we had an accelerated reader program, and I wanted to be the best I wanted to get the most books to read. So it’s kind of been that way with everything I’ve done. Nothing ever really comes easy. But fortunately, there are so many resources out there that you can learn these things and then excel in them regardless of your experience.

Yoni Mazor 5:30
God well that’s pretty cool. And out of your sisters you who’s the oldest, youngest? You’re in the middle.

Yoni Mazor 5:35
What’s your second to oldest?

Yoni Mazor 5:37
The second was God Okay, so let’s fast forward back to you finished high school in Louisiana, right? And then you went to college where

Morgan Rainey 5:45
I went to college, about three hours from where I grew up. So

Yoni Mazor 5:50
I want to drop a name.

Morgan Rainey 5:52
We kind of keep where we live. We don’t

Yoni Mazor 5:55
Say oh, the college I’m saying the college. Oh no,

Morgan Rainey 5:57
It’s the same town in Louisiana we say that.

Yoni Mazor 6:05
All good. So what would you take at school and college? Would you study?

Morgan Rainey 6:08
I started going for broadcast journalism, actually, but I never pursued it ever.

Yoni Mazor 6:17
Broadcasting I mean, you’re doing right now in a way so hopefully, some elements paid off on this interview. Okay, so you graduate one year let’s start putting two years on the timeline here. So what are you did you graduate?

Morgan Rainey 6:29
2012 10 years ago?

Yoni Mazor 6:31
10 years ago, you graduated from university. And what’s your so now you’re into the professional or the business world, right? Or in the professional world? So what’s your first station right after college?

Morgan Rainey 6:39
So right after college the whole time I was in college at worked two jobs, I was waiting table bartending, and going to school full time. So once I graduated, I couldn’t get a job right away, you know, you know how it goes that you have to have the experience to get a job that you have to have a job to get experience, had done, the internships, all that, but nothing was helping. So I probably bartend it for six months after I graduated, then, I did get a corporate sales job. I sold dumpsters. So I was like the trashiest girl in town at the time,

Yoni Mazor 7:14
Looking at money out of trash. But um, so you work for waste management and stuff like that, or WM Yeah,

Morgan Rainey 7:19
I worked for a couple of companies. I started with waste management. And then I worked for Republic Services, one of their competitors. And I kind of learned in the corporate sales world very, very quickly that you know, the better you perform, you know, the more they’re going to expect from you. And it was just me and everybody who worked there, somebody who had been there 30 years, they hated their job. I mean, they were miserable. So for a while, I just went back to bartending and waiting tables, because I was just so miserable at that job. Now, granted, I didn’t love the service industry, either.

Morgan Rainey 7:55
But it was a little bit more freedom, I guess. And so I just kept but I wouldn’t work for Sherwin Williams, I just kept looking first, you know, you thought maybe that promotion will make me happy. Maybe this other job will make me happy. But none of it was making me happy. And I was at a point where I was drinking every day in a toxic headspace. And that’s when I saw a video one day on YouTube. And it was like somebody saying they made all this money on Amazon. And I thought it was a scam. I didn’t think it was real at all. But I figured what do I have to lose? So I grabbed a book off my bookshelf, and I listed it and it sold overnight. And the rest is history.

Yoni Mazor 8:38
So what year was that when you had that I know a moment where Amazon came knocking on your door and swooped you right in.

Morgan Rainey 8:44
That was five years ago. So that was six

Yoni Mazor 8:47
Years. So for about four years, you know, between the university until that point, you can overturn all these corporate roles called the jobs from Williams, always management, stuff like that, also the wintering thing and kind of scrambling together to find direction. And 2016 by divine YouTube information intervention. You see this video, but Amazon, you list your book and it’s real, and you never looked back. So take us to the next step and next station within this domain.

Morgan Rainey 9:13
Yeah, so I’m a really big fan of Gary Vee. And he’s kind of when I was younger, that’s kind of why I started selling on eBay. And I always did that kind of on the side just going to Goodwill getting stuff, nothing ever to make a full-time income by any means. Because eBay is kind of a lot of work and it’s hard to automate it and you know, take it to the next level. So once I saw that video, I was like, man, what else can I sell? And at the time, I’m telling you, we were broke like we were making $400 a week I was

Yoni Mazor 9:45
Away who is your

Morgan Rainey 9:47
Partner, bro? He was a sugarcane farmer. And I was a waitress at the time right when we started selling on Amazon.

Yoni Mazor 9:54
Sugar. What’s that? What’s the sugar cane? Farm sugar cane farmers I got it. Wow. Okay.

Morgan Rainey 10:02
Louisiana is a big thing, manual labor. And he did that all his entire life making $400 a week.

Yoni Mazor 10:11
So both of you are in that position and okay, what are you guys doing?

Morgan Rainey 10:14
So I started like couponing because we were just trying, we were just trying to survive at that point. And so I was kind of nervous. You know, you don’t want to risk any money, you don’t invest any money you can’t afford to lose. So we started by going to Goodwill. So I just started flipping books at our goodwill, you could get eight books for $1. So that was a risk that I could afford to take. And we took every single dollar that we made on Amazon, we didn’t spend any of it we reinvested every penny back into our business for probably the first three years.

Yoni Mazor 10:49
Was it 2016 or 2018, better penny by penny dollar after dollar sells facility scratching and scratching your building capital so to speak?

Morgan Rainey 10:58
Yeah. And so it took right after we started selling well, one other item that that kind of like lit a huge fire in me. So when I was couponing, I got this item at CVS. It was like a hair product. I paid $1 for it. And I saw it on Amazon and it was discontinued. And it sold for 5999. And I have been like giving that away to my friends and family. And I’m thinking, oh my gosh, is there a niche? Is there a rabbit hole?

Morgan Rainey 11:29
I can go down here and was there ever. So then I’m trying to figure out one day, I’m getting a prescription at Walgreens and I see the weirdest item ever. And I scan it on the app, I’m still figuring out how the Amazon App works. I’m maybe just like a month in at this point. So I call my partner Brooke and I said, hey, this thing looks like it’s going to sell they have like $4 they have like 20 of them. How many should I get? And thank God, he said, get them all. Because of those $4 items we sent them in within three days. So it was like $4 each one sold for 3999. So I want to say awesome. I want to I don’t remember exactly. But we made

Yoni Mazor 12:14
Almost like a 10x. So for me, I think it was about $80 You got you made like 800 bucks, something like that.

Morgan Rainey 12:20
Yeah, whatever it was, it just opened our minds because the only way we knew how to make money was to go to work for somebody else. And it was just like, wow, okay, this might not be a scam, this might be legit. And so that’s whenever we started taking it more seriously and thinking about what products could we create. And I quit my job after one year and my partner left his job after two years.

Yoni Mazor 12:46
So you’re saying this is when 2016 came in within the year 2017? That’s when he quit his job.

Morgan Rainey 12:51
Yes, and I probably could have done it sooner. But you know how it is because you’ve done it, leaving health benefits 401k all that is terrifying. So but when you’re in bed, and before you even get out of bed, you’ve made more money on Amazon than you’re going to make at a job you hate all day. That’s kind of motivation to

Yoni Mazor 13:13
You got to break the cycle and say that’s it. I’m stepping into this unknown opportunity. I feel it I see another how big or crazy is going to get? I don’t know, but you got to take a leap of faith in what you did. So in 2017, you step in, and then in 2018 Brooke steps in. And then 2010 you were doing all you know, all these, you know, this Capitol building? Why? What was the next session for you guys in 2010?

Morgan Rainey 13:37
Who thought it feels like a lifetime ago? So ourselves? I don’t have the numbers right in front of me. But I’ll give you a roundabout idea. Because you know, that leap of faith is so scary. I mean, it’s scary just to start honestly, our sales numbers were just insanely different. So our first year we had started like in December of that year, so I was I don’t even remember maybe the first month we did 1000 in sales something like and so then the next year, whatever we had done, we tripled it once I quit my job. And then once my partner left his job, we had our first million-dollar sales year. And now five years later, we have done $5.2 million in sales with no employees 100% out of our house. Our garage is our warehouse. So it just goes to show if you’re willing to put in the work how the internet can change your entire life.

Yoni Mazor 14:35
Yeah, so 2019 Until now we’re recording this in 2022 You’re going to say model we’re what is your model because you know, let’s talk about you know, the models of selling online, especially on Amazon if you want to give us a breakdown and we’re Which part are you playing on the spectrum? Yeah, absolutely.

Morgan Rainey 14:49
So what we started with was the riskiest way to start but the cheapest way to start was retail arbitrage. You know, just going to stores buying existing products on a money Amazon. You and then we started converting to online arbitrage where we would, you know, find IDs.

Morgan Rainey 15:05
And that kind of opened our eyes to a wholesale aspect. But we didn’t get into that for two years later. So right currently we do every type of selling on Amazon there is, and I’ll tell you why. But when we started, we made our first private label product, it wasn’t anything expensive, because we didn’t have a lot of money. It was a paper product, we made it maybe six months once we started selling, it was a paper product, and we made it here in the US for $250. Because we couldn’t afford to

Yoni Mazor 15:39
Go to Dallas was the first batch made you mean or the one product close to 50?

Morgan Rainey 15:43
Um, the first batch of the product? So we invested $250.

Yoni Mazor 15:47

Morgan Rainey 15:48
Yes, yes, yes. And so they did pretty well. I wanted I learned that the item only sold for 999. So I learned I needed to sell stuff a little bit more expensive. But for the budget at the time, it was perfect, because I couldn’t afford it. And if it would have been a flop I’d rather risk 250 than like five grand. So it was a great learning experience. And then after that, we still do to this day, we still do online arbitrage.

Morgan Rainey 16:17
We have three private label products. We have made about 10% of our business in wholesale. But I am currently working on expanding that if I could go back in time. And if I had maybe a little bit more funds, when I started, I definitely would recommend starting in the wholesale route there.

Yoni Mazor 16:36
Also, what’s the model that gives us a breakdown? Well, how do you explain to us also the model within the spectrum?

Morgan Rainey 16:42
So while our wholesale model is not traditional, I never really fully understood it. And so I just actually ran out of milk one day, so I went to the grocery store to get some. And that’s when I realized regional products, you know, just in your area, like at the grocery store, can sell well. So I found this item we only have in South Louisiana. I just looked at the package, I got the information and contacted them because I started by buying it just from the grocery. And then I’m thinking I bet I could get this way cheaper if I would buy in bulk, which I didn’t even realize what else wholesaling is.

Morgan Rainey 17:22
And so I called them and got it set up. And then I’m like, wow, who else can we do this with? And we’ve even been able to the beauty of Amazon, you know, a lot of people think it’s evil. It’s bad, Jeff is getting all this money. But you know, 56% of items come from small business sellers just like me and you. And we’ve even been able to go locally to struggling businesses, and bring their products and implement them on Amazon while they were not even on there. And some businesses were I’m not saying we saved their business by any means. But especially during the pandemic, anybody was trying to do anything to bring in any extra income to let their business survive. And we were able to help multiple local businesses launch their Amazon products. So I’m proud of that. And I’m proud that you know, Amazon changes so many small business sellers’ life.

Yoni Mazor 18:15
Yeah, there’s growth potential there. And in that, you guys probably became like, you know, saving angels at the right time for these brands or regional brands that didn’t have that exposure, and now they’re enjoying the lift. So you’re saying also model as far as I understand it is you go to our existing brands are out there, it can be a national, regional, but this has zero exposure into E-commerce or especially with Amazon, and you are their funnel in residency, you create an agreement with them, we could have a relationship a contract with them, you’re an authorized retailer, for that brand on the marketplace on Amazon, you go to Amazon, you provide all these documentation to show that.

Yoni Mazor 18:48
And basically, you pretty much have exclusivity for that brand on the marketplace. And you are the go-to-market strategy for them. And boom from there, you blow it up. And then it’s different from retail arbitrage where you looking for these findings. And the reason you buy it on Walmart and you sell it on Amazon is its onesies. It’s all these. It’s not anything kind of continuous, as opposed to wholesale, where you have a relationship with continuous you building relationship building a legitimate sustainable business where you can sell that relationship and that ability to generate revenue. So I think that’s fascinating. So sounds like you’re multifaceted. You sell you know, the wholesale like you just discussed it with a private label. And you still do retail arbitrage at all, or that’s kind of already faded away.

Morgan Rainey 19:27
We do it just because I hate shopping. So if I’m at a store, I’m going to be if I see something on sale, I’m going to look at it but that would not be the majority of our business because it’s just so much easier.

Yoni Mazor 19:39
Have you liked an athlete and always got to stay in shape? And the story is going to make a few dollars. Like another, you got to stay in shape. You’re going to dunk the basketball, the basketball into the hoop, and boom, going to make a slam dunk and make money when you go shopping. It’s pretty cool, right? Exactly, exactly. Nice. Okay, beautiful. Okay, so, you do all that and what else yeah, Have you are you because we also discuss you know, occasion you guys do act as a community. So take us into that development, the evolution of that what’s going on with that?

Morgan Rainey 20:07
Yeah, that’s the beauty of Amazon what we learned very quickly is you got to diversify. You can’t just put all your eggs in one basket, you know, if one listing is doing super well, today, tomorrow, 20 Other people might be selling it. So we learned the same thing with Amazon. So we were able to take our Amazon profits, our actual goal was we told everybody this a year before my partner broke, quit his job, we said, we’re going to quit our jobs. And we’re going to travel the world in a van and sell on Amazon.

Morgan Rainey 20:37
And everybody said we were crazy. That wasn’t going to happen. That was just a dumb idea. Well, we ended up doing it. So that’s, that’s kind of our name Cajun ventures because we’re from South Louisiana. And we like to start business ventures and go on adventures because we love traveling. And we were able to not only do that, but it was always a goal of mine.

Morgan Rainey 21:00
By the time I turned 30 years old, I wanted to get into real estate investing. And remember earlier, I told you when I was a little girl, I just wanted one house like my own house. The thought of having multiple houses is mind-boggling. Like all a lot of my siblings, one of my siblings still lives in the trailer we grew up in, I’m one of the only people in my family who even graduated college.

Morgan Rainey 21:22
Not that that dictates your success whatsoever. But it’s just mind-boggling that it was the day before I turned 30 kinds of procrastination. And on that goal, I saw this option for a house, we went the day before I turned 30 bought it paid cash with our Amazon profit sight unseen. And that was our very first flip house. And now we have a rental property as well. So it’s just crazy how you can take this Amazon or whatever your passion is, monetize it, and then diversify and follow. If you have multiple passions, you don’t have to just stick to one.

Yoni Mazor 22:04
Yeah, I love that. I love that energy. And I love that spirit and how you were able to get you started as a kid you like, you know, wish I could just do one. And then once you accomplish that one is like okay, I’m here I brush I climbed the mountain I’m you know, I’m joining the view here. It’s pretty fresh and fresher. But you look and say, I think I think I can still climb that and get enriched to higher levels, which is cool. It’s inspiring. But you mentioned also there’s a community around you, you’re helping others kind of standards. And again, financial freedom. Talk to us a little bit about that. Are you helping others?

Morgan Rainey 22:34
When the pandemic hit, it impacted our business because as you know, as an Amazon seller, a lot of things are deemed non-essential. So we went from sending everything to Amazon, to every day we were shipping 100 plus orders ourselves just to keep our business afloat. And so we thought, oh my gosh, like what can we do? We have to change this up.

Morgan Rainey 22:56
And that’s when we saw Gary Vee saying, you know, you want to build an online community. And I knew that our story was powerful. And at the time, we had been pretty successful on Amazon, but we didn’t post like most of our friends and family had no idea. They didn’t even know some to this day still don’t understand what we do. And so it kind of came as a shock to people when the pandemic hit, and we change our business and we saw so many people that we love being negatively affected.

Morgan Rainey 23:23
That’s when we decided for the first time with no experience. And I was terrified of being on video we decided to start sharing different ways that you can make money online, either with no money, very little money, or and we started sharing not just Amazon but anyway that we have ever made money online we shared for free how you can do it. And Gary Vee always says, once you want to grow a community, you just have to provide value for free. And that’s exactly what we did. We were posting three videos a day, they were terrible at first. We didn’t know how to pose we didn’t know anything.

Morgan Rainey 24:01
And then slowly but surely, we started building up our community. And it’s crazy that I can just walk like yesterday I walked in my backyard with my iPhone, pointed it out myself shot three videos and they reached 100,000 people yesterday I mean that’s just I mean I could be in a trailer park with no money and this little phone or a computer anything it can change your life We are seeing 17-year-old kids who are immigrants who have built businesses that are making 30 grand a month while they’re in high school. And it’s amazing it lights have fired me because it even things out. You know it doesn’t matter where you come from. It doesn’t matter who your parents are, or how much money you have. You can make money online in so many ways. It’s incredible.

Yoni Mazor 24:54
That’s a meritocracy and its fun, the finest form that they have in the digital age. All you got to do is Take action, just take action. It’s all in front of you like you, you’re the content that you bring out there. It’s real, it’s legit it worked for you, it’s working for others, do something about it and make the moves or take the leap of faith. But what is the medium use is it Instagram is a Facebook is a tick tuck all the above YouTube, what are usually active on,

Morgan Rainey 25:17
We’re on every single platform, I would say we have the biggest following on tick tuck, but the most engagement is really on our Instagram and our YouTube channel. Because a lot of things we teach, it’s easiest to teach when we share a computer screen. So YouTube is easiest to you know, take in the content. We even do free live pieces of training, a lot of nights of the week. So we just are very big on like sharing what we know, because we know the market on Amazon, I can help you make a million dollars this year. And it’s not going to remotely impact my business whatsoever. So we think if you know something that can positively change somebody’s life, you should share it.

Yoni Mazor 25:59
So you’re saying that you have this, you know, abundance mindset, the abundance mindset dictates that it’s not, it’s not you or them, it’s everybody together this space and room and a huge market and trillion dollar mark, I don’t even know on a global level, to everybody find the rabbit hole is nice to be able to, you know, focus on it, work hard on it, succeed in it, gain financial freedom, and then leverage that to other dimensions that they are passionate about.

Yoni Mazor 26:20
Maybe they’re not going to be the most passionate about e-commerce or selling online. But that can be you know, an entry or gate to another dimension that they are interested in like it was for you in a way to reach into the real estate domain. Because you’re younger you realize something about real estate, something about houses that you’re passionate about, it was that kind of a wish.

Yoni Mazor 26:36
And eCommerce will open that opportunity. I’m sure that along the way, you probably fell in love with E-commerce because it’s just fascinating the potential and the momentum, the end of the day, you’re touching other people’s lives with all these products you’re selling, right and all these brands that you’re working with, to put them into the market with the wholesale model that you have, or the private label brands that you created. As you found by the way, when you create your private label what leads you is more like a market, which is what the kind of the demand is or it’s more like your passion project. What’s your philosophy on that?

Morgan Rainey 27:08
We never go with our gut, we always go with data. I think that’s one of the biggest mistakes people make. And that’s, I love what you just said because so many people think you have to be passionate about what you do for a living. I think that yes, you should not hate what you do. But like I’m not passionate about selling lip glosses like that’s not my passion. But I am passionate about having freedom, and time and selling things online allow me to have that. So for any private label, I just posted a YouTube video yesterday where I walk people through my exact search met metrics.

Morgan Rainey 27:46
So it’s pretty much plug and play, we just use helium 10 we just plug in the metrics. So we pick whatever category we want, we’re going to put the minimum amount of sales a month, the maximum reviews, and you just it’s going to show you tons of examples.

Morgan Rainey 28:02
So you don’t have to stick with one niche like people think all I care about is if the product has high demand and low competition and if people are buying it, I want them to buy it for me. And I kind of use the same mindset with private label and wholesale What can I offer a value to make my product better than the other listings or for wholesale purposes, you know, a lot of listings, don’t have videos on them, and videos create so much more sales. So that’s a very a lot of people think oh, for me to wholesale,

Morgan Rainey 28:33
I have to have a big company I have to be established. People don’t care about how big your company is they care about how you make them feel and how customer focus you are, I can be a much smaller company and make a much better listing and provide a much better customer experience than a big box retailer because my family’s livelihood depends on it. And so I think that that’s a really important thing that people need to realize.

Yoni Mazor 29:01
God yeah the focus and the passion are it what are your advantages compared to the big ones that are so exciting to understand and hopefully anybody watching this is picking that up? Because there’s s

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