Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Run Effective Client Meetings

Transcript

How to Run Effective Client Meetings · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show today.
• 0:02
  I'm not in the audio booth, so apologies for any noise that is
• 0:05
  going to come in through the background.
• 0:07
  I've been talking about over here on the podcast about how
• 0:10
  it's a good idea to watch business shows, watch movies,
• 0:14
  not even business shows self. I mean, like watch anything on
• 0:16
  TV and then always keep an eye out for how people are
• 0:19
  conducting themselves, you know, on air because you know, whether
• 0:24
  in movies or regular programming, you see business
• 0:26
  people, other people who are trying to run their businesses,
• 0:28
  other people who are trying to move market, other people trying
• 0:31
  to negotiate, other people trying to network, other people
• 0:35
  trying to do things. And sometimes you can get good
• 0:37
  ideas from TV about what to do and sometimes what not to do.
• 0:41
  So one of the popular examples that I've been talking about
• 0:43
  over here on the podcast is Dragons then.
• 0:46
  And I think for those of you based in America or who have
• 0:49
  that kind of programming, I think it's called Shark Tank,
• 0:52
  where people go and make a pitch to an investment board, not
• 0:58
  because we need investment for our businesses, but because in
• 1:01
  the conversations that happen, you know, the back and forth,
• 1:04
  you know, you say something, this is me, this is my business,
• 1:06
  blah, blah, blah. You know, the investors, them,
• 1:08
  you know, they will fire you to fire one question or fire
• 1:10
  another question. So from now back and forth, you
• 1:13
  know, they fire you question, you respond, you know, all that
• 1:15
  back and forth, you now begin to learn that, oh, OK, when it
• 1:19
  comes to business, these are the kind of things that investors
• 1:22
  are looking for. These are the kind of things
• 1:23
  that make a business healthy. These are the kind of things
• 1:25
  that make a business grow, you know, stuff like that.
• 1:29
  So I always recommend that for those of us who are
• 1:32
  self-employed, we run businesses, you know, we have
• 1:34
  SME, we have nano business, micro business, whatever it is
• 1:37
  that you're trying to do, whatever you're hustle, always
• 1:40
  be watching film, watching TV, just keeping an eye out.
• 1:43
  OK, this guy did this, this babe did that.
• 1:45
  Why did they do this? OK, maybe I should do this.
• 1:48
  Maybe I should try that. It's a good way to learn how to
• 1:50
  promote your business. Now, the reason why I'm
• 1:53
  remembering all these things today is because over the
• 1:57
  weekend, actually it was on Thursday, my wife was watching
• 2:00
  Real Housewives of Atlanta. That was before NEPA.
• 2:03
  I decided to show her Shaggy because I have moved from my old
• 2:07
  house into the new house. And one of the reasons why I
• 2:09
  left the old place, apart from the fact that the landlord, you
• 2:13
  know, the usual now you know, I want my property, we're going to
• 2:15
  double your house rent, blah, blah, blah.
• 2:16
  One of the reasons why I left was because NEPA used to show us
• 2:19
  serious Shaggy, you know, 'cause like vandals came, like the van
• 2:24
  of Transformer in the old house had been vandalized.
• 2:28
  I think it's like like twice. The last one was serious
• 2:31
  vandalization. Like we didn't have life after
• 2:33
  like 2 weeks. So as I was leaving the old
• 2:36
  house now, I was thinking, you know, thank you Jesus, I'm free
• 2:39
  from Napa. No, no more suffering, no more
• 2:41
  sorrow or chilling in the new house.
• 2:44
  You know, light is OK. We're blasting AC watching Real
• 2:47
  Housewives of Atlanta and then next team pure Napa took Light
• 2:51
  and lo and behold, you don't believe.
• 2:52
  But as I'm talking to you now, I've been without light for
• 2:54
  three days and I'm thinking what kind of rubbish is this even not
• 2:58
  for the inventor. Like what kind of what kind of
• 3:00
  life is this anyway? Just one of those things, you
• 3:03
  know, you can't avoid the Nigerian state, You know, if you
• 3:07
  successfully evade NEPA, you know what about to go and jam
• 3:11
  you in front. So just one of those things
• 3:13
  anyway, forget about my NEPA woes.
• 3:16
  What I'm just trying to say is this.
• 3:17
  Before NEPA did a strong thing and took our life for the last
• 3:19
  three days, my wife was watching Real Housewives of Atlanta.
• 3:24
  For those of you guys listening to this podcast now, I know that
• 3:27
  90% of you have never heard of this show before.
• 3:30
  You know, don't be alarmed. Even though for my wife, to be
• 3:33
  honest, I wouldn't know these kind of shows at all as well
• 3:36
  'cause my wife likes the Real Housewives of Atlanta.
• 3:39
  What again? Real Housewives of Lagos, Real
• 3:42
  Housewives of Bottlomac Real Housewives of something.
• 3:47
  I I know Shia that do you have wives?
• 3:48
  You know them plenty, Shashi. She likes watching those kind of
• 3:50
  shows and you know, just to boost intimacy in the marriage.
• 3:56
  Now, you know, once in a while she's watching something which
• 3:59
  I'll sit down now, you know, put my idea to watch as well.
• 4:02
  You know, it helps the marriage to grow.
• 4:04
  So those of you who are in new relationships or in new
• 4:07
  marriages, you know, these are ways that you can boost
• 4:09
  intimacy. So let's say you don't like
• 4:11
  football, but your husband is UEFA, UEFA, UEFA.
• 4:13
  Once in a while Mayu is playing, just sit down, you know, put I
• 4:17
  just watch, you know, just small, maybe 20 minutes.
• 4:21
  Then you stand up and go just be doing it like that.
• 4:23
  Whenever he's watching match, just do it two or three times a
• 4:25
  week, you know, helps build intimacy.
• 4:27
  The same thing your husband, you don't care about Real Housewives
• 4:31
  whether they're in Lagos or Washington DC, but your wife
• 4:33
  likes that kind of thing. Once in a while, just sit down,
• 4:36
  you know, put I, you know, watch one or two things, you know, it
• 4:38
  helps intimacy, it helps conversation, helps
• 4:41
  relationships grow. So this is how it ties to this
• 4:45
  business thing that I was saying in the beginning.
• 4:47
  Now there's this character on the show.
• 4:49
  Her name is Portia. Portia is all fine babe as
• 4:52
  incorrect babe, very, very fine. But she is Akata as in Akata as
• 4:55
  hell, serious Akata babe, but she fine.
• 4:59
  Excuse me? As in I admit Portia is a fine
• 5:03
  babe. This real house has a photo
• 5:04
  mark. So Portia now has Carrie Bella
• 5:06
  for this guy, can't remember his name.
• 5:10
  Is it PJ or something 'cause he's a, he's a big boy.
• 5:13
  He, he owns a franchise. He owns a franchise chain in
• 5:18
  America. All they do is I think they do
• 5:21
  steaks and things like that, you know, steaks, you know, like
• 5:23
  roasted meats, you know, like oil bosu, yeah, that kind of
• 5:25
  thing. So now it's his business and
• 5:28
  he's a big boy called Farm. So now Porsche has Carrie Belle,
• 5:33
  she's about to give birth. The already planning baby
• 5:35
  reveal, you know where you invite your friends and your
• 5:38
  family and then you reveal the gender of the baby.
• 5:40
  So they called a a party planner.
• 5:43
  Now I saw her come come and make do presentation for us.
• 5:47
  Now as per Porsche now because she wants this thing to be
• 5:50
  large, wants this thing to be live.
• 5:52
  She was now telling the guy that look we'll do everything.
• 5:55
  The guy said, what about clowns say yes, so we'll have clowns
• 5:58
  OK, what about the castle and we'll have bouncy castle.
• 6:01
  Look, what about small shops and we'll do small shops Now what
• 6:04
  about this? We'll do this.
• 6:05
  What about fire breathers? We could do fire breathers.
• 6:07
  We'll do this, we'll do this. As if Porsche was just saying
• 6:10
  every every everything. The camera was showing P JS
• 6:13
  face. P JS face was stiff PJ the bone.
• 6:16
  I understand. I understand that feeling.
• 6:19
  I understand that feeling very well because even I don't like
• 6:22
  spending money. So as Porsche was saying we'll
• 6:24
  do this, we'll do this, we'll do this.
• 6:25
  PJ was just money anyway, So when they finished everything
• 6:29
  now, and This is why I want you guys to pay attention.
• 6:32
  The party planner, he and his team member, they now he now
• 6:37
  asks Portia, So what is the budget like?
• 6:42
  And then Portia responded, you know, like a typical I got, I
• 6:44
  said, I don't know. That's why she responded, I
• 6:47
  don't know. And you can't you can't blame
• 6:49
  her because you know, this is her first Billy.
• 6:52
  This is going to be the first baby.
• 6:54
  So truly, truly like most of your customers, how is she
• 6:58
  supposed to know what the budget is going to be?
• 7:00
  So she responded, I don't know. They look at PJ.
• 7:05
  Of course, PJ was born in because every time Porsche says
• 7:10
  small shops will be there, bouncy castle will be there,
• 7:14
  fire breather will be there, alcohol will be there, people on
• 7:18
  stilts will be there, animal petting will be there.
• 7:22
  You know, of course, in his head he's just seen dollars upon
• 7:24
  dollars upon dollars. So that guy just said, OK, no
• 7:27
  problem, I've got all your information, I'll put together a
• 7:30
  proposal, I'll e-mail you later, and I'll be right back.
• 7:33
  And then they left. As much as I'm telling you guys
• 7:38
  that you should be watching TV and be learning from how people
• 7:40
  run their businesses, this is one thing you must absolutely
• 7:44
  not do in your business. Lots of people complain about
• 7:48
  ghosting. OK, I went to a customer's
• 7:50
  house. We had a wonderful meeting, a
• 7:52
  deep presentation. The babe was saying, yes, she
• 7:54
  likes this. She likes that.
• 7:56
  She, in fact, she was even happy.
• 7:57
  She was excited with all the ideas we left.
• 7:59
  I sent them e-mail. They never responded to me.
• 8:02
  The babe now, I mean, she's ghosting me.
• 8:06
  This is one of the first ways that you enter into this, you
• 8:09
  know, voicemail ghosting trap. If you leave that meeting
• 8:15
  without getting a soft commitment about what the budget
• 8:19
  is, whether they're interested and what the next step could be,
• 8:23
  you could easily fall into this whole thing of e-mail my
• 8:28
  secretary. OK, that sounds interesting.
• 8:30
  I'll get back to you. Let me discuss with Porsche.
• 8:33
  After all, Porsche is the one who's interested.
• 8:35
  I'll get back to you. Porsche.
• 8:36
  I was. OK, Let me discuss with PJ.
• 8:38
  We'll get back to you. You know, blah, blah, blah,
• 8:39
  blah, blah. You know, that kind of thing.
• 8:41
  That's how you you've entered voicemail.
• 8:45
  People are now ghosting you. So never leave the meeting, this
• 8:50
  kind of meeting, if you're in the event space or whatever
• 8:53
  business you have, where do people have told you exactly
• 8:55
  what is that they need? And then you just say, I will
• 8:57
  e-mail you a proposal. What you need to do is, OK, let
• 9:04
  me look at it this way. Now what the guy was trying to
• 9:06
  do, because everything Porsche was saying, I like it, I like
• 9:09
  it, I like it. Add this one, add this one, add
• 9:11
  that one. He had the reasonable concern,
• 9:14
  which is look, Madam, all this one you're adding, adding,
• 9:16
  adding. Do you guys have Pepe?
• 9:18
  Can you pay? That's the main thing on his
• 9:20
  mind, right? OK, Now of course, this will be
• 9:23
  the main thing on your mind, but this is how you do it next time
• 9:25
  you don't now ask what is your budget?
• 9:27
  Because if you ask what's your budget, she will look at you to
• 9:29
  say, I don't know. And of course, what do you, what
• 9:33
  do you expect her to say? She's not a professional party
• 9:35
  planner. How is she supposed to know that
• 9:38
  if you want a party with bouncy castle, with a pet tiger, with a
• 9:42
  pet donkey and a horse, with bouncy castle and small shops
• 9:45
  plus alcohol and people walking on stilts, how much is a Bush to
• 9:48
  know how much it costs? It is you who are the party
• 9:51
  planner. Who knows now, OK, if we are
• 9:54
  renting tiger, tiger cost so, so, so if we are renting horse,
• 9:57
  horse cost so, so, so, so if we're renting stick walkers,
• 9:59
  stick walkers come so, so and so.
• 10:01
  Fire breathers charge so, so, so and so.
• 10:03
  Small shops would be this naira per plate or this dollar per
• 10:06
  plate, you know, since then Atlanta.
• 10:10
  So this is what I'm asking. What's the budget?
• 10:12
  And then she say, I don't know what you say is for clients that
• 10:20
  we've worked with in the past who have had a similar, who have
• 10:23
  explored these similar ideas, the typical budget have been
• 10:26
  anything between $20,000 and $28,000.
• 10:33
  Does that sound about right? And you keep quiet and you hear
• 10:36
  what they have to say. That is how you will now be able
• 10:41
  to know whether these people have bar or not, whether they
• 10:44
  can afford your services or not. And it's a way that you're going
• 10:49
  to be able to get feedback about whether this is somebody you
• 10:52
  should be pursuing or you should leave it.
• 10:54
  Because if you say between 20 to $20,000 and then Porsche says,
• 11:00
  Oh yeah, cool, you know, I'm happy, yes, that kind of thing.
• 11:04
  And you know, PJ is still frowny, face small.
• 11:06
  You know that there's room because, OK, the wife thinks
• 11:09
  that this thing is cool. The husband in a very small,
• 11:13
  maybe there's hope. Well, you said 20 to $28,000.
• 11:18
  And then Porsche says for what are you a thief?
• 11:24
  And then maybe the husband, PJ now laughs and shakes his head.
• 11:28
  You know that. OK, these people, this thing
• 11:31
  that we're discussing, it is too much.
• 11:35
  There's no point in following up.
• 11:36
  We can't close this thing. You know their their vision is
• 11:39
  hard and their pocket. You will now know whether this
• 11:43
  are people that need to invest time in nurturing the
• 11:49
  relationship and trying to carry on the trying to see if we can
• 11:53
  get business from this. So these are ways that you can
• 11:57
  use questions to figure out what it is that is going on.
• 12:01
  But The thing is you must never leave a meeting without a next
• 12:06
  clear step. So even in this case that you've
• 12:11
  called the 20,000 to 28,000 and Porsche has said yeah, and PJ
• 12:18
  has not said anything. You think it might work in this
• 12:22
  case? You can either propose the next
• 12:24
  step or you can ask them what would you like us to do next.
• 12:34
  You might be able to propose and say, OK, In this situation,
• 12:37
  typically our happiest customers to move forward, what we do is
• 12:43
  we need a 50% deposit in the amount of so, so, so, and so, so
• 12:47
  that we can confirm your XYZ date.
• 12:50
  That can be the next step. So that's something you can
• 12:56
  propose. But The thing is we're not going
• 12:58
  to leave this meeting only to e-mail them something and to
• 13:02
  here let me get back to you. We're going to propose the next
• 13:05
  step so that when we leave, the three of us, the four of us will
• 13:08
  be clear. Me, the party planner and my
• 13:10
  assistant and then Portia and her husband were very clear that
• 13:14
  OK, as we have finished this meeting today, this is the next
• 13:17
  clear step. So that follow up we're much
• 13:21
  more straightforward so that when I call PJ, it's not as if
• 13:24
  I'm harassing him is because look, he was there, his wife was
• 13:27
  there. This is what we agreed.
• 13:29
  So you know how far or you can ask them.
• 13:36
  So Portia, I'm really, really glad that you don't want
• 13:42
  agreement on blah, blah, blah, blah, blah.
• 13:44
  So what would you like to do next?
• 13:49
  The most important thing is this.
• 13:50
  We're trying to get a sense of what the next thing is to do so
• 13:52
  that we can move the business forward step by step by step.
• 13:55
  If Porsche says I'm absolutely excited, I can't wait to start.
• 14:00
  The first thing I would like to do is I would like to see the
• 14:04
  I'd like to work on the small shops menu.
• 14:06
  Then now that you leave that meeting, the next time you call
• 14:10
  them to follow up, you have something specific that you're
• 14:13
  following up on. You're calling to say Boss PG.
• 14:16
  How far now? Remember that last meeting?
• 14:19
  Porsche said that we'll see next week.
• 14:23
  We'll see this week. I will start on the small chops
• 14:25
  menu. How far are you guys free?
• 14:29
  See, that's a different conversation than you just
• 14:31
  calling aimlessly or just calling to say, hey boss, PJI,
• 14:34
  just seem I agree to you. I've not heard from you guys.
• 14:37
  That's not how you follow up. So as much as we can watch TV
• 14:45
  and learn from what's going on on TV, sometimes we'll watch TV
• 14:48
  and we'll learn things that we absolutely should not do.
• 14:51
  If you're in a meeting with someone, do not leave that
• 14:53
  meeting without two things. OK, that's it.
• 14:56
  Was it 2 things I can't remember in the bottom line, don't leave
• 14:59
  that meeting without having a clear sense of this is what
• 15:02
  we're going to do next. And please do not leave a
• 15:05
  meeting. And the meeting, the resolution
• 15:07
  of the meeting was I will send you a proposal.
• 15:09
  I will send you an e-mail. I will send you no, no, no, no,
• 15:11
  no, no, no, no. I will send you a proposal.
• 15:13
  I will send you a summary. I will send you whatever.
• 15:16
  That is not a good way to end the meeting.
• 15:18
  End the meeting with a very clear step about what it is that
• 15:21
  we are going to do next. When it comes to traditional
• 15:24
  sales, we call these advancements.
• 15:26
  We finish this meeting, we need to have an advancement so that
• 15:28
  we're moving forward. If we don't have an advancement,
• 15:31
  what we have is continuation. Continuation just means I'm
• 15:33
  following up. For the sake of following up,
• 15:35
  I'm following up. I'm not quite sure where I'm
• 15:37
  following up or I'm following up.
• 15:39
  I know where I'm following up. But the other people, Portia and
• 15:42
  her husband, they don't know why it is.
• 15:44
  And me, I'm buzzing them so as not to enter into this ghost
• 15:50
  mode thing. They're just ignoring me.
• 15:53
  They also need to know that look, this is the reason why I'm
• 15:56
  following up. So Bros PJ sister Portia, the
• 15:59
  reason why I'm calling you today is because last week we agreed
• 16:03
  that is what we're going to do. So this week we said we're going
• 16:06
  to agree on small chops menu. So how far are you guys free?
• 16:10
  Should I come to the house or should be you guys who come to
• 16:13
  my studio? Sorry, you guys come to my
• 16:16
  office. So I was like, anyway, summary,
• 16:24
  you have a boyfriend, you have a girlfriend.
• 16:26
  You want to get to know them better watching their TV shows.
• 16:29
  Nice way to connect. So let's do that.
• 16:31
  Apart from building wonderful businesses, let's also build
• 16:34
  super intimate, super cozy relationships and super cozy
• 16:37
  marriages as well as we're watching, try and keep an eye
• 16:41
  out. Learn a couple of things about
• 16:43
  how to conduct your business. See mistakes that people make.
• 16:46
  Make sure you never repeat that mistake.
• 16:48
  This is one of those mistakes. Always leave a meeting with an
• 16:51
  advancement. An advancement is the next clear
• 16:53
  step about what it is that we're going to do.
• 16:55
  If you do not know how to get an advancement, it's very simple.
• 16:59
  Ask the people, OK, we're in agreement, what would you like
• 17:02
  to do next? Or you propose the typical next
• 17:05
  step and say, OK, for most of my clients, this is typically what
• 17:09
  we do next. Are you good with that?
• 17:12
  If they say yes, good, you're making progress.
• 17:13
  If they say no, then ask OK, what would you like to do next?
• 17:17
  Then when it comes to the money thing, do not ask somebody what
• 17:20
  is your budget, Because if you ask budget, most people are
• 17:23
  going to say I don't know and you can't blame them because
• 17:26
  they are not the pro, you are the pro.
• 17:30
  Give them a range as they're talking in their head, be doing
• 17:34
  the mathematics. She said OK, she wants more
• 17:36
  chops. She said there'll be 40 people.
• 17:38
  Be doing that mathematics in your head.
• 17:40
  OK, Small shops. From what you have said, the
• 17:42
  small shops will be like 2000 naira a plate. 50 people 2000 *
• 17:47
  50. That's also another reason why I
• 17:49
  say have a pen and paper ready. So you're writing these things
• 17:52
  down because it's hard to do this matter math on your head.
• 17:55
  If you're there with your assistant, your assistant is the
• 17:57
  one who should be writing it down.
• 17:59
  Small shops, 2000 naira per head at 50 people should write it.
• 18:03
  Do the math. People walking on stilts.
• 18:07
  You now know that. OK, we have those people.
• 18:09
  The last time we rented them, we rented them at 10,000 naira per
• 18:12
  person. She said she wants 4, so 10 * 4
• 18:16
  is 40,000. Write it down.
• 18:19
  She says she also wants a horse there or petting zoo.
• 18:22
  The last time you had to rent a horse, you rented the horse at
• 18:25
  150,000 naira. Write it down.
• 18:28
  You're writing all these things down so that at the end of
• 18:30
  everything, instead of asking them, what's your budget?
• 18:33
  And then Porsche will say, I don't know, you say, OK, Madam,
• 18:36
  from all the things we've discussed so far is looking like
• 18:39
  it can fall anywhere between that kind 5 M and 5.4.
• 18:47
  What do you think about that? And then you hear what they have
• 18:49
  to say. Is this something you're willing
• 18:51
  to invest in? Is this something that you can
• 18:52
  raise? How soon you'll be ready to make
• 18:56
  a deposit, you know, some sort of question to get a commitment.
• 19:00
  So that is how you try and source out.
• 19:02
  You try and figure out these people that I'm talking to now,
• 19:05
  you know, do we have the same money expectations?
• 19:07
  Are we within the same range? Are they the kind of people I
• 19:10
  should waste my time following up with?
• 19:12
  Or are they the kind of people that I should just drop that?
• 19:14
  OK, they have, they want the whole world, but they don't have
• 19:17
  money to back it up. So these are the reasons these
• 19:20
  are helped. So Real Housewives of Atlanta,
• 19:27
  is this something I recommend you watch?
• 19:28
  If your wife is into those things, watch it.
• 19:30
  But for those of you who are feminists, I really think you
• 19:32
  guys should lobby to get that show off the air because it only
• 19:35
  shows the worst of of women. It's just women, you know,
• 19:40
  Beijing arguing, being jealous, fighting, backstabbing.
• 19:44
  And I really, really think that there's more to womanhood than
• 19:47
  that, especially since I was raised by a single mom.
• 19:50
  And I know that lots of you women are actually doing your
• 19:53
  thing. Very difficult circumstances,
• 19:56
  trying to take care of a home, trying to raise children, trying
• 19:58
  to build businesses, trying to build careers.
• 20:00
  So I think that there's a lot that we can do to present the
• 20:05
  struggles of women in a much more positive light.
• 20:07
  So left to me, we should actually ban Real Housewives of
• 20:10
  Atlanta or make it a different kind of show.
• 20:12
  But my wife laughs at me and my wife says, look, my husband, it
• 20:15
  shows that you don't understand entertainment, that if we ban
• 20:18
  this kind of things, what else will people watch?
• 20:20
  And in a sense, my life is right.
• 20:22
  If you make a show about successful business women and
• 20:25
  how, you know the travails of building the business and all
• 20:28
  what not, yeah, people won't watch it.
• 20:30
  But if you make a show where Portia has gotten pregnant for
• 20:32
  PJ and PJ is having an affair with other three women on the
• 20:36
  back, but Portia doesn't know. Her friends are trying to tell
• 20:38
  her that she's now fighting with everybody and quarreling with
• 20:41
  everybody. And they squirrel up and down
• 20:42
  and Katakata and, you know, chaos and everything.
• 20:45
  Yeah, That's the kind of thing people will watch.
• 20:47
  But anyway, I've just gone off on the rant.
• 20:49
  Look, if you'd love to connect for a strategy session, the
• 20:51
  business audit, audit or you have a couple of questions you'd
• 20:53
  like me to answer, then connect. The phone number is 08064662140.
• 21:00
  Country code is +234. For those of you who are not
• 21:02
  Nigerian, ask my WhatsApp number as well.
• 21:05
  Then connect with me on LinkedIn.
• 21:07
  The name to look for Establishima Agede then OK Also
• 21:11
  have good stuff on YouTube as well.
• 21:14
  So thank you very much for your time and attention.
• 21:16
  I'll catch you guys in the next episode.
• 21:17
  Until then, have fun watching TV with your spouse, with your
• 21:20
  partner. And I hope you learn one or two
• 21:22
  things about what to do in business and also what not to do
• 21:26
  when it comes to business.