Lulu, welcome to the program. Let’s get into your story.
Lulu: Thank you for having me, Jim.
Jim: It’s a pleasure.
Lulu: Before I started my Amazon business, I was a just a regular translator working from home. I had a really sweet gig working about three hours a day, seven days a week but only three hours a day making enough, but then I lost that, and I started looking into other ways of making money without going to work from 9 to 5 because that’s just –
Jim: Sure. How long ago would this have been, Lulu?
Lulu: I started my Amazon business in late July of last year.
Jim: We’re talking about a little over a year ago, okay.
Lulu: I was like this sounds interesting. This is something I could do. I like shopping and shopping for other people might be more fun than shopping for myself. I purchased a couple of courses, and I jumped in with – I was like I can spend a thousand dollars and lose a thousand dollars and not be too sad about it, so that’s what I started with, but very quickly I was like if I want to grow, if I want to make money, I’m going to have to invest a little bit more, so I started investing more in inventory and tools and stuff, and then I was – I heard about replens. I was like how do I do that? How do I find replens? I just googled, and I found your course. That’s how I found your community, and after I started looking at the course, I got a phone call and was offered coaching. I was like this is what I’ve been looking for. I need a coach, and I invested more money into coaching and never looked back.
Jim: Got you. That’s awesome, Lulu. I enjoy this so far. We’re flying through your story. Let me hear about some of your early successes and failures. What were you trying to sell initially? How did it go? Before you jumped into the Replens model, which we’ll explain to the listeners what that is here shortly – when you were just basically out looking for, what, discount products, sale items, scanning barcodes, right?
Lulu: Clearance. Mm-hm, Kohl’s. That’s where I started at Kohl’s.
Jim: Kohl’s, okay. For those who don’t know, that’s a US department store, right? You were in there scanning barcodes I take it, right, looking for deals. How was that going? Did you make some money? Were you excited about it?
Lulu: The first thing I sold was a bra. I was like, hey – my first course that I bought was how to resell bras. I think I made 2.50 on the first bra.
Jim: Yeah, got you $2.50. Yeah, got you, but hey, you had a positive profitable business at that point, right? Okay, so how long did you do that before you started looking a little deeper? How long were you scanning barcodes and going to stores?
Lulu: Probably for a few months at least I was scanning. Then I found plenty of interesting things, and I switched from clothing to mostly beauty, cosmetics. I tried a little bit of grocery, but it’s just – I don’t – I like to eat groceries. I don’t think I’m good at reselling, but I’m doing really well with cosmetics, and it’s something that I enjoy, something that I understand. Cosmetics and then shoes are also something that I enjoy and understand.
Jim: Very good. Is that what you sell a lot of now still to this day now that you’ve studied the Replens model – and we’ll talk about how replens is different, but are you still in those same arenas, beauty, cosmetics, shoes?
Lulu: Shoes are obviously not a very good Replen, but –
Jim: Hard to find a second pair once you’ve found one, right?
Lulu: Yeah, but cosmetics, yeah.
Jim: Very good, okay. You may be a good candidate to help us contrast what’s the difference from your vantage point between just scanning barcodes, going to Kohl’s or another department store and looking for bargains or looking for items that you can buy one of and sell hopefully at a nice profit and replens. If you were to explain it to a friend – they sound like the same thing. How are they different? How has your life changed? How has the routine changed?
Lulu: With clearance or awesome deals where you just buy one or a few of them, it’s awesome. You can make a lot of money, but it’s a one-time thing, and then it’s done, and you can spend hours or weeks looking for the same kind of deal and never find it again, but with replens, you find something that you don’t need to get a discount on and still sell at a profit and just go back to that store or to that website and order more.
Jim: Right, you replenish your inventory when you need to. Yeah, very well said. It’s a simple concept. I always like hearing how different guests and Replen students, how they phrase the difference there.
Lulu: It’s more efficient, for sure.
Jim: Exactly. I would say it’s a little more boring. The highs aren’t quite as high. The lows certainly aren’t as low. Instead of riding up and down dramatically, you’re just staying in the middle and nice smooth sailing, right, like a nice, comfortable airplane trip, right? That’s what replens are. You know what to expect day to day, week to week.. Okay, very good. How many replens do you have?
Lulu: I’m not very good at organizing, so I don’t have a list. I should.
Jim: That’s okay. Dozens, hundreds?
Lulu: Dozens. Not hundreds. Dozens, yeah.
Jim: Got you. Okay. How many different stores do you have to go to or online websites do you have to go to to order?
Lulu: I really stick with four major ones and then – every now and then I get a BOLO list subscription and keep it for a month or two so then I get – I can find some replens there.
Lulu: Those are stores I don’t usually shop at.
Jim: Got you. New and unusual ideas off of third-party services and stuff. Got you. Okay, are you doing the business all yourself? Is this yours exclusively, or do you have anyone helping you?
Lulu: I have my husband. He helps me on the weekends, but he has a full-time job, so it’s mostly me.
Jim: Got you. You doing it by yourself, okay. Tell us about one of your more exciting or more interesting replens, something that sells well for you at a nice profit. Don’t tell us exactly what it is. Not looking to get – to create competitors for you today, obviously, but tell us how you found it, the numbers behind it, give us a little detail on one of your fun replens.
Lulu: Found it at Walmart. It’s a beauty product or cosmetic product, about beauty. It comes in many different variations. People are crazy over it for some reason. I just scanned – I scanned a barcode, and I saw that it was profitable, so I bought a few and shipped them in, and they sold really quickly. I was like okay, now I need to hit all the Walmarts in my area and get all of them, and then I started looking for them in other places.
Jim: Very good. How much of that one product do you sell, say any given week approximately?
Lulu: All the variations you mean?
Jim: Sure, yeah, of that one Replen, that one cosmetic?
Lulu: In a week?
Lulu: It depends on if I have them in stock, but yeah, I sell probably a hundred easily.
Jim: Wow. That’s great. That’s just one of your products.
Jim: That’s fantastic. Okay, do you mind sharing some of your numbers overall, big picture? You don’t have to be exact to the day, but in general, what do you think you’re going to sell this calendar year? Q4 is coming up, so I know it hasn’t even started yet, and that could be huge. It will be for replens sellers or any Amazon sellers, really, but what are you expecting for this year, and what are your goals, and what are you in line to do?
Lulu: Right now, for this year, I’m at 240,000 in gross sales, and since the beginning – since last year, that’s when I started, I did about 40,000 in revenue, so I’m at 280,000 since I started. I should be able to do – to get to 300,000 or 350,000 if this Q4 goes really well.
Jim: Yeah, which I’m predicting – I really think it will, depending on which categories you’re selling in, of course, but I think that’s a very realistic goal based on what you’re telling me because again, we’ve got the strongest three months of the year still ahead of us, and you’re already at about a quarter million, so yeah, I think very doable to go well over that 300 mark. Fantastic. Are you doing mostly your own – are you mostly FBA or are you doing some of your own shipping too? Do you do any Merchant Fulfill?
Lulu: I do, but I haven’t sold anything Merchant Fulfill in two weeks, but yeah, mostly FBA.
Jim: FBA, I got you.
Lulu: Yeah. Pretty happy with it.
Jim: What helps you make the decision – I’m curious. I don’t know if I’ve ever asked this question before, but what helps you make the decision that you’re going to Merchant Fulfill an item versus just FBA, sending it in to Amazon? For those who don’t know – while you think about your answer, Lulu, I’ll explain what I just asked for people who may not know. With Amazon FBA, that means you’re sending your inventory into Amazon and as it sells, they take care of all the details. You just wait to get paid. That’s the beauty of FBA. You can also do just like you do on eBay. You hold it in your garage until it sells, and then you ship it to the customer yourself. You can actually make a little more money that way on some items. A lot of items you can. We do quite a bit of it in our warehouse, a lot of Merchant Fulfill where we do our own shipping, but I’m always curious to know how you decided which products go where or how you test those. It sounds like you don’t do a lot of it, but the ones that you are doing, why would you Merchant Fulfill?
Lulu: There’s one thing that I can only Merchant Fulfill because Amazon wants a safety data sheet, which I don’t have, so – but that’s the one thing that I used to sell enough of, and now I don’t know what happened, but I haven’t sold a single one even though I’m at buy box price, but I haven’t sold a single one in a month.
Jim: Yeah, interesting. There’s times where Amazon will say hey, we don’t want this in our warehouse, but if you want to sell it –
Lulu: They want documents that you don’t have.
Jim: What kind of item is it?
Lulu: It’s also a cosmetic item.
Jim: Cosmetic item. Yeah, that’s funny. Sometimes Amazon will just ask for strange documents, but I think the beauty of replens is you can always move on easily and go find more replens, right?
Lulu: Yeah, and then I used – when I first – I was really, really scared of doing Merchant Fulfill. What do I do with the template – the shipping templates, and what if something happens? I think this was a – also a BOLO list. I’d found a store that I started shopping at, and I just – I started looking for other things myself, and I found this one. I was like whoa, this looks good, and I didn’t even notice that there were no FBA sellers on that listing, so I just ordered six just to test them, and I tried to ship them to Amazon. Amazon said this is under hazmat review. You can’t. I was like okay, and I tried, and I listed it Merchant Fulfilled, and I sold all six in two days.
Lulu: I was like whoa, I think I can do this, and then I sold hundreds of that thing.
Jim: Merchant Fulfilled.
Lulu: Merchant Fulfilled until the hazmat review was over, and suddenly, they were like you can now ship them to Amazon warehouses, and when I got the email, I knew that other people got the same email, so I need to be amongst first people to ship these in, so I did, and now I’m not selling as many as I used to because there’s more competition now, but I’m still selling it.
Jim: Very good. We breezed past your numbers. You’re at that quarter million so far for the year. You said your margin is 240, right? Is that what you said? 240 for the year?
Lulu: Yeah, that’s my gross sales.
Jim: Gross sales. What is your margin there? Do you happen to know offhand?
Lulu: About 20%.
Jim: 20, okay.
Lulu: Yeah probably.
Jim: Just wanted to make sure. You’ve put close to $50,000 in the bank approximately. How many hours a week are you working?
Lulu: Too many.
Jim: Too many sometimes, huh? I got you.
Lulu: Always. I’m always working, but a lot of it doesn’t feel like work.
Jim: Yeah, if you’re enjoying it for sure. Do you still do your translation job, or is this your full-time gig now?
Lulu: I still do translate, I just don’t have many clients, so every now and then one of my few clients needs something, and then I have a job for a couple of hours.
Jim: I got you. Okay. This is your – the primary job – primary income for – that you’re earning is with Amazon and then you’ve still got the side gig too. Just trying to paint an accurate picture for people as to what it feels like, what the reality of this business is.
Lulu: I’ve been rolling everything back into inventory, but I just recently switched to being an S corp, and I started paying myself, not really paying myself, but on paper.
Jim: Sure. Yeah, so you’re a little over a year into this, so to do $50,000 net profit in your first year, that’s pretty impressive. There’s not many business opportunities out there that that’s the baseline, and we see a lot of that at about a 20% profit margin, which that’s very respectable for what we see among our students. You’d mentioned that you’re a coaching student. I’m curious how that’s gone, what you’ve learned, how it’s changed your business. Talk to us a little bit about that experience because I honestly don’t know. We have a lot of coaching students, and you and I have never spoken before, so fill me in. How’s it going? Give me a review.
Lulu: I have one last session left, and I have two coaches, and they’re awesome. What I needed was just a little bit of handholding, and that’s exactly what they’ve provided. When I have questions or I’m like I don’t know what’s happening, I can ask them in our session and they’re like oh, this has happened to us before, and we don’t need to worry. This is what you need to do. I’m like okay. I don’t have to spend hours Googling or going through seller university to get the same stuff that isn’t really an answer that I’m looking for.
Jim: Right. Who are your coaches? Which ones on our team?
Lulu: Steve and Kelsey.
Jim: Beautiful. Awesome. We’ve got quite a coaching team, and they’re all successful students who were formerly coaching students who came through our program, and they have a little spare time, so we asked them to help out some of the new students coming through. It’s a pretty cool way to do a coaching program, I think. It’s lasted coming up on 17 years, so we’re doing something right, keep creating success stories like you, Lulu. What about your story do you think might help – or what about the lessons you’ve learned might help the listeners who are hanging out today listening? They’ve heard many success stories. If they’ve listened to a lot of other episodes, they’ve heard different people, different backgrounds, different approaches, different levels of success. I always like to say, hey, what’s unique about your story? What are some things that we could pull, if there’s anything on your mind today? Not to put any pressure on you, but I’m just curious. Just talk us through your perspective on it, whatever you want to do with that question. What do you have for the people who are listening?
Lulu: I don’t know what’s unique about my story, but I have learned and forgotten over and over again to be patient, to be more patient with my inventory, when people start tanking prices. If you want to just keep turning, turning, turning, then you can liquidate, but I haven’t done a lot of liquidating yet, especially with beauty items that I know do sell. I just need to remind myself that they will sell, even mine will sell. You need to watch for expiration dates, because yeah, these replenishable things are also perishable.
Jim: In many cases, sometimes not. Some of our replens, they could sit there for ten years, but a lot of them do have an expiration date. That’s a great tip, and being patient with the sale through. How long will you let a product sit there before you start getting nervous if you haven’t sold it in a while?
Lulu: It really depends on the product, but I can let it sit for months before I get worried.
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Lulu: It really depends on the product, but I can let it sit for months before I get worried.
Jim: Yeah, and then you just lower the price and get rid of it. This brings me to another question. You found dozens of replens that you mentioned earlier. What are your qualifications for a replens? We’ve talked about the tool Keepa quite a bit on this program in past episodes. Do you use Keepa to help you make decisions?
Jim: Okay, so for people who don’t know what Keepa is, go back and listen to Episode 369. We’re not going to describe why we like it, how we use it. Episode 369 is a must review. What are your qualifications when you’re pulling up Keepa to make a decision? What are you looking for?
Lulu: I look for, usually, for at least 50% ROI, but it also depends. I don’t really buy a lot of very expensive items. My buy cost tends to – with cosmetics, it’s usually $5, $10, $15, but I’m happy with making $5 on something that I spent a minute.
Jim: Right, exactly. You’re selling in some cases 100 units or more a month on some of these. That adds up fast, easily sourced. How many sales per month, or on Keepa, how many drops per month are you looking for?
Lulu: I don’t know if that’s what I’m looking for. I look at the number of offers going down once I see that inventory is moving. I don’t really worry about sales rank because I have one item that used to be a replens but just recently went – it’s been discontinued, sorry.
Jim: No problem. I understand. It used to be easily sourced and now it’s hard to get a hold of.
Lulu: It has no sales rank. There used to be a few sellers. Now it’s just me and a Merchant Fulfilled one. Mine is in the small and light program. I get the buy box like 95% of the time.
Jim: Beautiful, and how many of those do you sell?
Lulu: I think I sold 75 or so in the past month.
Jim: Yeah, okay, just a general idea. What’s your margin on those as they sell?
Lulu: Actually, I think my buy cost is $1.70 or something. I think I make like $2.
Jim: Yeah, right. There’s $150 or so a month from that simply easily sourced product.
Lulu: Yes, that I just slap a label on.
Jim: Yeah, exactly, very simply done. That is a lot of the boring reality of this model. If anyone is thinking – let me just talk to the listeners for just a second, Lulu. I’m trying to keep my mind in the mind of the listener as they’re hearing some of these examples and stories. I don’t particularly like shopping. I enjoy the thrill of the hunt, but I don’t really like going out and just hitting the shopping list, six of this, four of that. I’ll do it, but I’m always looking for new products when I do do it. If anyone is thinking, I don’t want to do that, or I don’t want to ship boxes, you can very easily build a team. I think, Lulu, you’re probably approaching that point where it might make more sense for you to build a team so you can work on those parts of the process that need a little more mental energy or more high-level thinking to grow, and someone else is doing the slapping a sticker on a box type of work. That might be your next step. Have you given much thought to that?
Lulu: I really like prepping. That’s my favorite.
Jim: Yeah, but liking it and making sense for your business may be two different things, though, right? You can do it as a hobby. When you’re making half a million dollars a year, you can spend your Saturdays putting stickers on boxes if you want to.
Lulu: Yeah, I will definitely have to look into it, but right now, I’m pretty comfortable with where I am. I just want to see if I can maintain it for six months or so.
Jim: Right, grow slow and steady, nothing wrong with that. What other lessons do you have for listeners? Anything else come to mind from your journey? If you were giving some advice to a new friend who’s getting into this business, what are some of the things that you might tell them to do, not to do maybe?
Lulu: Something not to do is don’t try to circumvent the rules, the policies. Amazon keeps changing things, but they’re also very clear about what they allow and what they don’t allow. I would say stay within what Amazon says is okay and don’t try to go around it.
Jim: Yeah, do you have any examples where you got yourself into some trouble there?
Lulu: I mean, I’ve had some policy violations, but nothing major. Right now, I’m going through some two counterfeit claims, counterfeit without a buy. Definitely, I’m not selling anything counterfeit so I’m okay, but yeah, it’s scary. It’s definitely scary. I can see how people would just try to stay away from the whole Amazon business if this happened to them. I have been lucky enough that I’ve not been deactivated or anything like that, but policy violations, they’re scary.
Jim: Yeah, they can be, especially as a new seller. If you do it long enough, I talk to some of the bigger sellers, multiple millions per month type of thing, any given day, they’ve got multiple little issues to be taken care of, like what you just described, and they’re taken care of. As long as you give Amazon what they’re asking for, take care of the details of what it is they’re asking you to stop doing or start doing, keep the communication moving. What I always say, to sum up this whole topic, is in the coming up on 20 years – well, we’ve been teaching Amazon a little over about 11 or 12 years. I’ve been doing ecommerce for 20 but only Amazon for 11 or 12. I’ve seen less than five people permanently suspended where I thought, man, that doesn’t seem right. In two or three of those cases, it was because they just decided they were going to give up and not try to do the things that Amazon was asking them to do, with thousands and thousands of students, tens of thousands, actually, at this point.
It’s not anything to lose sleep over at night. You do hear those stories, but behind those stories is someone who ignored policies or they blatantly tried to get away with something that they knew they shouldn’t be doing. Even in those cases, there’s always a path back is what we’ve discovered, except with the most blatant, like if you were selling hundreds of counterfeit items, yeah, they’re going to come after you and you’re not going to be around anymore. One accidental item and it gets a dispute or an IP complaint or something, yeah, you don’t need to lose sleep over those things. 95% plus of all suspensions are very temporary, even if it does happen. Don’t lose too much sleep or any over that, okay? We’ve got experts on our team as well that can help with that kind of thing, especially as a coaching student. We’re here to back you up. I thought that’s an important thing to share for the other listeners as well. Don’t be nervous about these things, no need to be.
Lulu: Don’t get too emotional. When communicating with seller support, or seller unsupport, do not get emotional. Just state facts. Get emotional into your pillow, but don’t get emotional in the email communication.
Jim: That’s good. You can scream into your pillow, but don’t scream at Amazon. These are busy people making multiple decisions per day. If you give them the facts and it’s stated rationally and briefly, that gets the best results. I have to imagine, if I worked at Amazon, which email am I happier to open, one that’s got three sentences and some facts or 18 paragraphs of someone screaming about how much they hate Jeff Bezos? You don’t want to do that. They don’t have time for that. Keep that opinion stuff to yourself for another time. This is really good. What else? Anything else come to mind? If you’re talking to a friend, hey, what are some things to learn on Amazon? Give me some advice. I want to get into this business model. What else might you share with them?
Lulu: I would say try bundling because bundling is fun and I would say rewarding because you are looking – in order to create a bundle, you need to look at what Amazon is already telling you what people are buying to get which products they are buying together, okay, let’s make a bundle and let’s offer the customers this. It’s an added value thing. That’s why I find it more rewarding.
Jim: Do you create some new listings then when you create bundles?
Jim: Great, so you look at, I think I just heard you say you look at Amazon will tell you, here’s a product that we’re looking at on amazon.com. Underneath it, it says, people who bought this also bought these things. Let’s go try a bundle. You’ve done that a few times. How have those gone for you? Give me an example.
Lulu: That item, the cosmetic item that I mentioned that I had to Merchant Fulfill for the first time, that is something that I did not learn this from Amazon or not from the frequently bought together section, but I read some of the reviews. I also read the directions, the instructions for use, or whatever, and it says you need this to use this. I was like, well, if everybody needs another product just to use this, then that’s a no brainer. I created two different bundles with that. I’m thinking of creating more but I’m not good with the variations. This would be a variation. I just don’t know how to – or not that I don’t know how to, but I haven’t been successful in adding variations, even though I know how to do them.
Jim: Sure, I follow you, yeah. I’ve never actually set up a variation myself. I’m a little intimidated myself, to be honest. There’s people on our team that do it and they’re asleep. Since you’re a coaching student, maybe a good topic for a coaching session. That’s great. How many bundles do you have? How many have you set up?
Lulu: I have two with that and then I created another one that’s been pretty successful since other people have jumped on it, even the manufacturer has now jumped on it.
Jim: Wow, really?
Lulu: Yeah, and then I created another one that was successful, but it’s currently out of stock. No one can find it. We’re just waiting for Walmart and other places to restock. Then I created one bundle that has not sold at all. Then I just created another bundle that I just sent to Amazon and I’m waiting to see what happens.
Jim: Have you ever considered creating unique bundles that can’t be duplicated, can’t be sold on by other sellers?
Lulu: I’m working on that right now. I’d like to get brand registered. I’m working on getting my trademark. I’m just waiting for stuff to be delivered.
Jim: Got you. Are you working with our team to do that?
Lulu: Yes, I am.
Jim: With Humnbird? Cool, I’ll stick a link in the show notes. For people who don’t know what we just talked about, it’s a strategy that we’re just rolling out. This is maybe the first time on a podcast we’ve hinted at it before. We’re working on a really cool strategy. It works great for bundle sellers where you can grab everyday name brand items, stick them together, but do it under your own brand that’s brand registered with Amazon, create your own trademark, etc. Humnbird is the branch of our company that does these things, the branding, the trademarks, the graphics. We do it for some very big serious player private label brands, but we also do it for sellers in the replens market who are just looking to distinguish their bundles so that others can’t jump on these creative bundles they’ve created. None of these products are yours, Lulu. These are products you’re buying off the store shelf, but you’re going to create a bundle, brand it under your brand name, and no one else can copy it now. That content is coming, but it does involve getting brand registered. We’re really good at helping people do that through our coaching team, through Humnbird. I’ll stick links to all that in the show notes for people who that sounds unfamiliar. They want to hear more about it. For sure, we’ll have that. We also have a course and content coming on that topic as well. I’m glad you brought that up. We haven’t talked about it a whole lot. Who are you working with on our team to help with that?
Lulu: Matt Thompson.
Jim: Matt, yeah, cool, one of our coaching directors, awesome. What else from your story? Anything else come to mind? I’m new to all of this and you’re telling me what to look out for, what to do, what to try. What else comes to mind, anything?
Lulu: I should’ve made a list.
Jim: That’s okay. These off the top of your head ideas are great, too.
Lulu: I can’t think of anything right now. I know I had a few ideas before we started.
Jim: That’s okay. The best ideas always happen when we stop the recording. That’s fine. No worries. It happens to me all the time as well. I always think, oh, man, I should’ve said this or that. This has been a great interview. Going back through your story, you’re only a year into this. I don’t want to – you’re a new student. You signed up for coaching not all that long ago. You’re growing a new business. I think people will appreciate you’re not one of these sellers that’s doing half a million a month. You’ve been doing this for six years. You’ve got a team. It’s just you sourcing products from just a handful of stores and a couple of websites, put $50,000 of profit through the system so far. It’s looking like you’re going to blow past $300,000 for the year. I love your genuineness. You’re very open about what it is you do, what you know. I can see your workshop there behind you. Is that your prep area?
Jim: That’s awesome. Is this a room in your house, I take it?
Lulu: This is my office. I won’t show you the whole thing because it’s just a lot of boxes.
Jim: Yeah, if I panned the camera that way, you’d see a messy desk, and that way you’d see stacks of papers. We keep it nice and tight. No, I think people appreciate the transparency of home-based entrepreneurs. An extra room in your house, that’s what you use. That’s your office. That’s the only space you need. You’ve built a great business working flexible hours. I love it. Very good, Lulu. I appreciate it. You have anything else to add before I start to wrap this up? You did a great job for us today.
Lulu: No, nothing. I think that’s it.
Jim: It was a pleasure meeting you. I’ll talk to the listeners for just a second, too, and just point out, hey, we’ve got hundreds of students like Lulu, many of which have volunteered to be on our program and share their stories. We’d love to hear your story if you’re a student taking the Proven Amazon Course, maybe you’re a coaching student of ours. We’d love to hear your story. Come share it. Lulu was bold today, got out, shared what she knows. Like we said, it’s not all that long ago. This was just an idea that she’s jumped into it and she’s built something special. Hopefully, you’re inspired by that. One of the requests that we get often is, hey, would you share some of the smaller success stories? I’m intimidated by these big multimillion dollar sellers that you guys are always talking about. They all started here. I think if we visit Lulu again in five years, she’ll be one of those people with an amazing story as well of a team and a warehouse and who knows where it goes from here. It was a pleasure hanging out with her today. Thank you for lending us some of your time. Lulu, thank you. You were fantastic. I appreciate you being here.
Lulu: Thank you. Thank you for having me.
Jim: Yeah, it was awesome. To the listeners, God bless you guys. Thanks for listening and giving us some of your time. We will have another great episode for you again real soon.
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