Michael talks about Domain Magnate’s strategy for acquiring online businesses, different kinds of deals, getting discounted deals, the framework for reviewing deals and how to find great deals.
Michael Bereslavsky is the founder and CEO of Domain Magnate. He’s been involved in various internet-based businesses since 2004 and quickly graduated from building, promoting, and monetizing websites to buying and selling them. With over a decade of experience, Michael and Domain Magnate has managed 300+ successful deals.
SKIP TO THE GOOD PARTS:
00:14 – 04:00 – Avoiding bad deals: How is our strategy different from the others?
04:45 – 09:16 – What is a bad deal?
09:16 – 11:55 – What does an average deal look like?
11:55 – 15:58 – What does a good deal look like? + Signs of a good deal
15:58 – 24:14 – The exceptionally good deals and how you find them
28:06 – 35:16 – Due diligence, numbers, opportunities, and risks.
35:16 – 38:20 – negotiating a discount
38:20 – 43:45 – quick deals
Michael Bereslavsky 00:14 – Hello, there business buyers. This is an episode about the Domain Magnate marketing strategy to use. This is the first part in a series of episodes about strategy. And it gives you a global overview of how we look at deals, how we decide what we would want to buy potentially or not. And basically, how the whole operation is built upon. And this is probably not what you expect because honestly, our strategy is quite different from others. So, most other buyers funds and investors, generally focus on trying to find businesses that they think are their area of expertise and that they can grow and they can expand. And that’s a good strategy. That’s a reasonable strategy. So, for example, someone might be really good and improving paid campaigns on Facebook and Google AdWords. So, we will be looking for businesses with mainly paid acquisition channels, maybe some organic traffic. We have some good potential for growth in paid acquisition channels. So, we would go, we would check everything, of course, we would make sure that this is a reasonably good deal and then they’re going to buy it and focus on growing it and improving it for that, you know, through those avenues that they are really good at. While others might be just really good at Amazon, selling on Amazon. So, we would go and buy an FPA business, fulfilled by Amazon and then they have, they already have their own team and their own resources to manage it efficiently so they can edit to their existing set of businesses and kind of combine them and promote them together, all their brands together.
Michael Bereslavsky 02:38 – And that’s, that’s another popular way to go about it. That’s why most buyers look at businesses, the thing, specific criterion and then they, when they ask themselves, how are we going to make a profit, how are they going to improve them? Most of that improvement, if not all of it, is going to come from being good at managing, from being good at managing a business and having some advantages in that industry, in that area, in that niche. While for us, it’s quite different. So, we look at the market as a whole and we look at like all the different deals and all the different opportunities that are available right now to buy businesses and above markets. So if you aren’t sure what that means, I recommend that you go and look up episode number one, where I did an interview with the Flippa CEO Blake and it really explains quite well what a market is, how it operates, how Flippa runs, how to find deals on Flippa and things like that. And after you’ve listened to it, you can come back to learn a bit more.
Michael Bereslavsky 04:00 – So, our global strategy is to look at the market as a whole. And, let’s say that they are looking at a range of six figures. So, all the different businesses in six figures and there might be like 5,000 businesses right now available for sale everywhere from all the different channels, everywhere and all the marketplaces for all the brokers and directly from us. And we are going to divide them into different categories based on how good or how bad the deal is. And obviously some of them are going to be just bad, you know, just a bad deal.
Michael Bereslavsky 04:45 – Like, what is a bad deal. So, it could be something that’s a scam, but this is actually not that common. And you can go back to the episode about risks that’s called “There Are Many Ways To Make A Profit And Only One Way To Lose Money” that episode talks more about risks and about good and bad deals. So, the bad deals are not necessarily scams. It is some fake data, they could just be bad. So, for example, you might be overpaying, it’s bad to overpay if you’re paying more than the market failure of all these business’s website or if it has some major risks.
Michael Bereslavsky 05:35 – Like one of the examples I mentioned in previous episodes was this SaaS business that was completely dependent on Facebook API and once Facebook decided to disable their API access, the business just collapsed and have no value anymore for subscribers, although subscribers are less for this SaaS business. So, that would be something that’s potentially a bad deal because of those unproportional risks. But, it’s not always something that’s very obvious. So, it could be, of course, be something that’s obviously a bad deal, like found the prices high, the businesses bad, the businesses new and it takes little time to manage and it has some major risks and it’s just like complicated and it’s time sensitive and it’s not evergreen and all of those things together that are bad, but more likely than these, it’s something that’s not so obvious. For example, it can be subjectively bad, not objectively bad, but subjectively bad so that it’s a bad deal for you. Like for example, if you know that you or your organization or your team is bad at managing paid Facebook traffic. So, if you buy a business that mainly utilize paid Facebook traffic and you don’t have a very good system of managing, growing it, is probably not a very good deal for you. So that in itself might not make it a bad deal. But if for some extra factors like the price is high and there are some other risks, it’s going to be a bad deal. So, we look at all those different deals and some of those are going to be bad objectively or subjectively bad and we have our own criteria in Domain Magnate. So we know that there are some areas would be aggravated like SEO, like improving conversions, improving monetization and there are some areas where we are just not that good at like E-commerce businesses. We can manage E-commerce businesses but this is not our main area of expertise. So, something that has, you know, a couple of different things that we are not very good at and if you, as the risks added up, it’s probably going to be a bad deal.
Michael Bereslavsky 08:17 – And it might sound pretty obvious, but it’s really not, because again, many of these bad deals are going to have non-obvious signs of a bad deal and not just something so easily subjective as you know, being in an area that you are not good at but also something like a potential risk with you are just, you just don’t know about. So that again comes down to due diligence, which I’ll talk about a little bit later. And so that was other bad deals. And out of those, you know, 5,000 deals, maybe like 1000 are bad, that was bad. And then there are some deals that are kind of okay deals. They’re not too bad, they’re not too good, they’re just okay.
Michael Bereslavsky 09:16 – So, what does an okay deal, like an average deal look like? This could be a business where you buy more or less at the market price, maybe just a little bit higher. This is a business that has potentially summaries, nothing huge, maybe nothing major, but some potential risks and it maybe has some opportunities for growth, but of the growth possibilities are not that big. So they are are limited and it’s just like something that’s okay that you know, then you know that it’s not a great deal but it’s kind of not bad. I would say that this is most of the deals that you’re going to see, wherever you go or any marketplace or if you talk to brokers or if you try to kind of find some deals on your own, most going to be ,okay. So, let’s say out of the five thousand deals, there might be like three thousand that are okay. And, if you buy one of the bad deals that we’ve just covered previously, like a 3,000 out of 5,000 bad deals, you’re probably going to lose money because of some risks because you paid too high. There are some risks and the revenue is probably going to drop and the traffic might fall and you’re not going to be very good at managing it and it’s going to take quite a bit of effort to run and manage. And if you buy an okay deal, you might be well, you might do well, you might make a profit or you might lose some money. If you are really good at managing and if you have luck on your side, you might do well, you might make a profit, you might keep growing it even. But if you are not great at managing, if you are kind of okay at managing and you get an okay deal, you probably just break even or make some profit, you know, before it starts to drop or maybe be able to maintain it and even resell it for a profit. So it’s unclear. More possibilities are likely sweet, a bad deal you’re most likely going to lose money and if it’s an okay deal you don’t know yet. Both is possible, and have good deals.
Michael Bereslavsky 11:55 – What does a good deal look like? Well, again, it’s kind of subjective. So, the good deal for you might be something that are different than a good deal for me and for us at Domain Magnate we have the criteria, specific criteria for good deals that I’m going to mention a bit later. And generally a good deal is going to be something that you did not overpay for. So it’s more or less at market price or a little bit less. So, you get a bit of a discount. It’s a deal where you know that you will be able to manage it, that you know what you need to do. You understand that area. So, let’s say if it’s an affiliate website, you understand affiliate websites, you know how they work, you’ve had some experience with them before, so, it’s a good deal for you. It’s a deal where you might have some opportunities to monetize it better. Let’s say, you have, you know some better affiliate programs or you might potentially reach out and find some better advertisers who are going to pay high rates or you can try and test different monetization techniques and monetization programs. Like for example, if it’s built on AdSense, you might potentially go and try something like Mediavine. And if you’ve never heard about Mediavine before, go and look up our episode. We have under the co-founder of Mediavine. She gives a lot of great advice about monetization and improving your content websites. So, a good deal might be something where you are getting it at a reasonable price and you have some options to improve some things and the risks are reasonable. So if it’s a content website, you know, it’s not something that has really, really badly profile and a lot of PBA answers, things like that. All these things are really risky. So genuinely it’s going to be a deal that has some reasonable risks in terms of losing that traffic. So, if it’s again, if it’s an affiliate website, you would expect the backlink profile to be more or less similar to the competitors. So it’s not worse than them because that would create a major risk of losing those traffic, losing those rankings.
Michael Bereslavsky 14:42 – What are some other signs of a good deal? Well, again, there are subjective signs and some objective ones. So, like we’ve mentioned, the objective might be price, some opportunities and you know, low risks and subjectively it might be something, it might be in niche or an industry that you exactly like, so that is in effect something that might make like turn an okay deal into a good deal. Like, let’s say that you are really, really into cars and you’ve always wanted a Ferrari and you buy website about Ferrari. So, having an interest in that is going to be a huge benefit because you are going to be more curious. You’re going to put more effort to spend more time on it. So it’s much more likely to be successful. So that could potentially be a good deal for you. And I’m not really into cars, so it’s probably not going to be great deal for me. And now we’ve covered the bad deals, the okay deals and the good deals.
Michael Bereslavsky 15:58 – And next we have the really good deals. So if in 5,000 deals 1,000 might be bad deals and like 4,000 and like three thousand might be okay deals. So, another 800 or like 700 might be good deals. And then the remaining, you know, 300 would be really good deals. So, what does a really good deal look like? A really good deal is certainly going to have a low price, substantial discount on the market rate, and of course you might ask, okay, how is that possible? Well, it’s not that difficult actually. Many people often want to sell a website quickly and if you have cash and if they really need to sell fast and they don’t want to go through this long process of listing this with brokers or you know, listing on a marketplace and waiting many, many months they might just sell it to you and you can easily get like a 15% discount because that’s a broker fee. If you buy directly, you save them the 15% discount, 15% so they can easily discount that. And maybe even more like if 20% because you make it convenient for them, they don’t have to go and you know, deal with different brokers and then deal with different buyers. They just sell it to you directly cause they may know you. So, 20% is not so unreasonable or might be even more. So, a really good deal is going to have some reasonable risks. So, you would genuinely want websites or online businesses that have some different sources of traffic so that not all the traffic is completely coming from Google maybe or even if it is, maybe it’s not all from like one niche or one set of keywords but it’s a bit more differentiated. Like, it’s not all of it as coming to one page or two pages but many different pages on a website. So there is as much as possible as that with those different alternatives. So you know, the risk is spread out. Also you might have several different sources of revenue, sources of income, so that, you know, let’s say you are getting some affiliate revenue from, from, from one program and then some affiliate revenue from another program and you know that you can switch them, you can change around and then maybe some, you know, some AdSense or some Mediavine, the next possible step. So, there is more diversification as much as possible. And then also, you know, that there are some opportunities for improvement because especially when you have multiple sources of income and multiple sources of traffic they are going to be more options for improving things and for growing things or if it’s an eCommerce site, it’s going to be a solid brand, like a solid organic brand. It’s something that creates a lot of additional value, like, a lot of long-term value and it’s also often going to be something that is subjectively good so that it’s tied to your experience so that it’s in the exact same niche, the exact same industry that you are looking for.
Michael Bereslavsky 20:16 – And it’s reasonably easy to manage. So it’s not too complicated. So, you don’t have to spend a lot of time every day. We don’t have to figure out where to find the people to go and run it and manage it. And, it might even already have some people involved, might even come, if the team is already in place, the team and the structure and the SOP’s, the processes, how to run everything. And you could also have, you know, a good seller, someone that you feel you can trust and potentially a good deal structure. Deal structure is really very important, as well. So, maybe you don’t pay all the money upfront but you put some money down and then you have some payments, monthly payments or some way out that are tied to the revenue to the profit for the business. That’s always better. And in some good deals you might have a good deal structure as well that might even make it a good deal versus an okay deal.
Michael Bereslavsky: 21:31 – And so, the really good deals, the ones that have all of those things together or at least several of those things together and those other deals which we are looking for. So, the key to our strategy in Domain Magnate is to look through those really good deals. And that might only be three hundred out of 5,000 but since very few, many, many hundreds and hundreds of different deals and we might just buy several every month. Also, we certainly have the opportunity to look at a lot of them and go and pick the very best ones. And that is our main goal. So, all strategies is based on the understanding that your success and your profit in buying a business does not depend only or as much on how good you are at managing that business. But it also largely depends on how good are you at understanding what’s a good deal and what’s a bad deal, how good are you at finding the better deals and making them, so if you make, like we mentioned before, if you make bad deals, if you buy a bad deal, you’re probably going to lose money. If it’s an okay deal, you might lose money, you might make a profit and if it’s a good deal you are often going to make some profits, but maybe if you are not very good at managing it or if you are unlucky and you get hit by a Google update or if you run into some problems, you might lose some money with a good deal and if they’re really good deal, you are most likely going to be really profitable because all the things are stacked for you. You’ve covered all your risks, you’ve stacked up all the different opportunities. So you already know that you are getting a discount from market price. You already know that you have some good opportunities, how to grow it further. So you know that as soon as you buy it, soon as you take over it, you wait to go and implement all those different changes in order to improve, the other monetization, the conversion, the campaigns or funnels or all those different things.
Michael Bereslavsky 24:14 – And, so, if a really good deal is when you’ve done all that effort, when you’ve gone through all that effort to pick out the deals, do due diligence and find the very good ones, you know that your chances of success are substantially, higher. And, if you were to quantify, so if a really good deal, you would generally have like a 90% or higher chance of making a profit versus maybe just a 52, you know, two 60 or 70% with most okay or kind of average deals or even like good deals. And that is what makes a difference when you are, and it doesn’t matter if you are just buying one business which you are planning to run for the next decade or if you are going to be doing deals like we do every month and every week and you’re gonna be buying and selling all the time, you got to always look at what is a good deal or a bad deal for you. And you got to understand that well and having a strategy, managing portfolio of website is all about really understanding risks and having a strategy that helps you minimize those risks. And this is one of our key strategies to find those really good deals.
Michael Bereslavsky 25:47 – So, now you might be asking, okay, this is all good and well, but how do you find these really good deals? Where do you find them? And, now, that again depends on what kind of deals you’re looking for. So, we find that most of those really good deals are the ones which actually come to us. So,these are not the ones that we find, but people who come to us and want to sell, especially those who made deals with us before. I’ve been looking at some data recently and I found out that when it comes to reviewing websites of people that we’ve already made deals with previously, our success rate is actually close to like 50%. While deals when it comes to, for example, and deals which come through for brokers or for marketplaces, it would genuinely be some, they’re a much, much lower in the single digits. So, we would maybe look at at a hundred websites from most brokers in order to find one or two good ones. While we would only have to look at like two websites from someone who we’ve done business already with in order to find a good deal, a really good deal.
Michael Bereslavsky 27:18 – Depending on your criteria for a good deal, for a really good deal and , and depending on the type of business you are working for, the answer might be quite different for you. So, perhaps what you are looking for is if this is your very first time, the really good deal for you is one that comes with a lot of owner involvement, a lot of seller involvement. So, you might want the seller to explain you how it all works. You might want the broker to be there for you on your side and accompany you every step of the way and maybe that is a really good deal for you. That’s something you have to decide.
Michael Bereslavsky 28:06 – Now for us, how do we decide what area a good deal is and what is not? That comes to the second part of our strategy, how we look at due diligence and how we evaluate different deals. So, if we look at it every deal from three different perspectives across three different directions with the amount of due diligence that goes into. And so the first one is numbers. So of course we look at all the digits, we look at all the numbers, the prices, the revenues, look at the trends, even going down or up or, or the stable. Do all that analysis. We look at all the screenshots and all the regular due diligence that most people do. But then the next part is to look at different opportunities. So we tried to assess what are some opportunities, especially the ones where we are good at, like SEO, improving monetization with what we can and go and implement to try to grow the business. And we also have to evaluate that subjectively because we have to always take into account, is this something usually something that we’ve done before because that means that the success is likely. So we look at numbers and then we look at the different opportunities for growth, for improvement and that could be short-term or long-term. And then finally the look at the risks. And this is actually the most important part. So if you haven’t listened to it yet, go look up the episode on the risks that’s called “There Are Many Ways To Make A Profit When Buying Online Businesses And There Is Only One Way To Lose Money.”
Michael Bereslavsky 30:11 – And the risks are the most important part to really running a profitable shop when you pile on businesses, when you manage your portfolio and risks and divided into two parts. So, one part of it is doing the proper due diligence, again, coming back to the numbers and then also going and reviewing the seller, interviewing the seller and understanding the market and the trends in the industry and many other different things that you would generally look at. Then you evaluate business and evaluate its risks. But the second part of it comes from experience. And that is actually the more important part. In order to be good to understand, to estimate those risks, you have to have the experience, you have to have seen a lot of similar deals, sort of similar businesses and have run them. And then you’d be able to know what to look for. You’ll be able to know what other risks to anticipate. So, for example, if traffic is organic, you would know that you want to look at the back-end profile and you want to look at the content and you want to look at that compared to your competitors. And you would also know that you have to look at the trends. And this might sound obvious, but some of the things are not so obvious. For example, recently I was talking to a client and she bought a business around November or December and the business was doing quite well. It had really high sales, their revenue had substantial growth. So he expected the trend to continue and he was very surprised. And suddenly at the end of December and January and February revenue just dropped like, sharply. In fact it was much lower than in November and December and came back to the previous levels and she expected growth patterns then he got a substantial drop. And the reason is of course, quite simple, people always try to sell their business at the big time and as you know, October, November and December, those months that have many shopping holidays, many of the eCommerce sites and affiliate sites, many sites that would have to do with shopping are going to have higher traffic and substantially higher revenue. Like for instance, for example, people often buy computers around November, October. So many laptop related websites are going to have higher revenues during those months. And the client didn’t know about that. So he was very surprised. And this is just something he didn’t really consider because he didn’t have the experience, the knowledge to really think about that. And this is something that mostly comes from experience, but you cannot quite quickly after you have reviewed a few different deals and maybe made a few smaller deals.
Michael Bereslavsky 33:55 – So, to sum it up, those are the three parts, due diligence, the numbers, opportunities, and the risks. And this is how we evaluate, this is how we look at all the different deals and this is how they define what a good deal and okay deal at bad deal, and a really good deal is like. So, the really good deal is going to be the one where the numbers are good so that we get below market, we get some discount. The opportunities are positive that you can grow things and improve it and where the risks are limited. And that also means that you know how to manage those risks and you also know how to improve those different opportunities, help to grow with those. Because as I’ve mentioned, it’s not just objective, it’s also very subjective. And, understanding those risks also comes a lot of that comes from experience. So that means that you really understand and know that the type of niche and that industry.
Michael Bereslavsky: 35:16 – So, one question you might ask is how do I get, how do I get those deals with discounts? How can I buy business 20% below market price and how do you buy businesses, you know, give discounts like that. And the truth actually, it’s quite simple. We are really honest about it. We are very upfront about it, if they are our clients, then someone comes to us and wants to sell the business. We usually tell them,well, we are going to make, we are able to buy this business much faster. We can give them an offer, they can make the deal within days. We can close six figure transactions within days compared to most other marketplaces and buyers that might need weeks or many months for that. And we are experienced. We know what we are doing, you know we’ve done hundreds of deals. We are already reputable and we are going to guide them along the way. So we are going to make it a really pleasant and easy transaction, quick transaction for them. But in response, you know, we expect a good price because, and that’s something that they are also very open about because we buy for resale and we always tell our clients, we always tell our sellers that look we are buying it in order to resell it. We are going to buy a business, try to grow it, try to improve that and then probably resell it for a profit because we are doing it for profit. We are doing it now to make profits and people are understanding. So they understand that if they come to us they understand that then they expect it. So they are often going to give us a price that is reasonable because they also know that they are not going to pay any commissions because we buy directly. We are not brokering it. We are buying it directly for, for ourselves, for our fund, for clients and we are going to do it quickly and we know what we are doing. So we are not going to ask them a lot of stupid questions. We are not going to make them, you know, go for an interview. Like, some brokers actually do, we are going to make them go for an interview with Filipino VA or be someone who just doesn’t really understand how online businesses work and then having them explain how it works. We already know how the business works because we’ve done hundreds of similar deals. So we are going to ask them minimum amount of questions to make it as convenient as possible. And in response we expect a low price.
Michael Bereslavsky 38:20 – And by being open about that, we are able to also get more targeted sellers, people who just want to make a quick deal. And most buyers have the impression that sellers want get as high price as possible. That if someone is selling a business, their main objective is to get good price. But that’s actually not true at all. There are so many more, so many more different priorities and criteria. Generally the main criteria is not actually price. And of course, there are many sellers who just want to get as high price, as possible. But, what we found is that many people, they actually want to make sure that first of all, they know who they’re dealing with. They want to be sure that they can trust the other party because there are so many things that could go wrong and in fact they often do. I’ve seen so many deals that have been broken halfway through. I think, just recently I was talking to a friend of mine and he has quite a big company and he was negotiating this venture capital fund to sell the company for somewhere in eight figures, a big company, more than a hundred employees. And the negotiation took quite a while, probably like half a year or more and during that period of the introduction he signed that many documents. But the owner, my friend, he provided all the details. He and his partners, they provided the VC form with all the details with all the data. And they were really expecting the deal to close any moment. And the potential buyer kind of made them believe that this is going to happen. But, then suddenly in the last moment the buyer just backed out.
Michael Bereslavsky 40:33 – And what’s much worse, the buyer that they see turns out that one of the clients who was a direct competitor, they actually went ahead and implemented that very similar product in their product line. This was, which became a major competitor to that business. And because they did not sign and they’re very aggressive and the A’s and all non-competes, they didn’t really have much of the recourse. So this is something that happens quite a lot. A lot of buyers are just not serious. A lot of buyers just here to waste time or to get some information or to learn something and then try to go and replicate the same business. The same process.
Michael Bereslavsky 41:23 – And that is why many sellers, they just want to find someone who is going to be honest and who’s going to be a serious buyer. And it’s often not above the price. And many sellers also don’t really know how it works. They want to sell the business and especially if it’s their first time, they just don’t know how to go about it. They’ve never done it before. So, they certainly prefer to sell to someone who knows what to do, who has the reputation and the experience. And that is also something that we provide. So, really all those things together on as well as our 15 years of experience in making deals and many, many happy customers that often come back to us. This all helps us get more and more deals. And this is generally how we are able to get a good deal flow.
Michael Bereslavsky 42:31 – And so from the deal flow, and being at some of that incoming deal flow and some of that deal flow, they go out and look for and find ourselves because not all are, because not all the deals come to us. Sometimes, we also go and search for them in all different places and then review all of them for that framework of looking at numbers, looking at opportunities, looking at risks and to evaluate, is this a good deal, is it a bad deal, is it an okay deal or is this the really good deal? And then we negotiate, we buy it and we always have a strategy, my way. Every time we do a deal we always have a strategy. We always know exactly what are we going to do, how are we going to implement it as soon as we complete the transaction. And that is also an important part of a really good deal is that you have to have a clear strategy of how you’re going to manage it. How you are going to grow it.
Michael Bereslavsky 43:45 – So, that is how a market view of the buying of online businesses, comes to understanding supply and demand. And of course you have to know the market rights. You have to know what is fair market price and what is going to be below market or off market in order to be able to understand that. But I also want to really encourage you to start thinking bout making deals from a different perspective.
Michael Bereslavsky 44:21 – Oh, so do sound some mental thinking. You know, thinking about thinking first and think what is going to be a good deal or a really good deal for you. What are some criteria of the business or of a deal structure that would make it a really good deal for you? And once you have that defined, it’s going to be much easier for you to do due diligence and then also define what’s a bad deal for you. And once you know what’s a bad deal, it will be much easier for you to find some deals and just, you know, cross well so you don’t have to go into due diligence for each deal in- depth. You can just know that this is not a good deal because it has some of those parameters, some of that criteria from a bad deal. And once you know what a really good deal looks like for you, you can also understand where to find it.
Michael Bereslavsky 45:25 – Because you can figure out what marketplace need to go to what broker you have to deal with. Or perhaps you can just get one and find those deals directly. These are some websites in your industry with what you already know. So, start thinking about the market, in terms of deals, define what is a good deal for you and ask yourself where to find it and let these, the basics behind how we look at deals in Domain Magnate. I hope you enjoyed this episode and please leave us a review on iTunes or wherever you get your podcasts from. And, if you would like to buy from us or invest with us, please go to the domainmagnate.com/investors to read some more details. And you can also see the link in the show notes later and you can fill out the application form to see if you match their criteria that we have currently for investors. And thank you for listening. Have a nice day.
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