Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Unlock High-Value Sales: The Ultimate Guide to Following Up with Wealthy Prospects

Transcript

Unlock High-Value Sales: The Ultimate Guide to Following Up with Wealthy Prospects · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show today.
• 0:03
  I'm not in an audio booth, so apologies for any interruptions
• 0:06
  that bleeds in through the microphones.
• 0:09
  Today I'm going to be looking at a question from Matthew
• 0:12
  McConaughey. Now this is not Matthew
• 0:15
  McConaughey the actor. I am just using the name of the
• 0:20
  actor as a code name to protect the identity of the fellow who
• 0:24
  called in on my radio show. And this is a call I received
• 0:30
  last week. So let's call him Matthew
• 0:31
  McConaughey. Now, Matthew McConaughey is a
• 0:33
  real estate marketer who is based in Abuja and he has a
• 0:37
  problem. The problem is he approaches
• 0:40
  people who look wealthy, look like they're paid up.
• 0:42
  Skin is smooth, you know, Potbelly driving Jeep, you know,
• 0:47
  shoes is tight as in you know, people who look like they
• 0:50
  gather, like they have money and people take the flyer, but then
• 0:54
  the people never respond in follow up.
• 0:57
  So Matthew McConaughey, the real estate marketer in Abuja, wanted
• 1:00
  to know what are you supposed to do in these sorts of situations?
• 1:06
  Now, it was a very brief call, so I couldn't do any back and
• 1:08
  forth. So I couldn't get more details
• 1:11
  because you know, there's lots of details.
• 1:12
  I wanted to know, by the way, if you're one of those people who's
• 1:16
  going to reach out not just on the radio show, but maybe reach
• 1:18
  out to me over on WhatsApp or reach out to me on LinkedIn.
• 1:23
  It'll be nice for us to exchange banter back and forth and answer
• 1:26
  a couple of my questions. I'm not trying to be nosy, I'm
• 1:29
  just trying to get some more details because the more details
• 1:33
  I can get, you know, the better. Then I want to know how best to
• 1:38
  advise you guys on what to do next, You know, because I need
• 1:41
  to know a little bit about you, a little bit about your
• 1:44
  approach, a little bit about the prospect, the client that you
• 1:48
  are trying to address. Yeah, You know, things like
• 1:50
  that. I need to get a sense of what
• 1:52
  your sales processes, your sales framework.
• 1:55
  These are the sort of things that are going to determine the
• 1:57
  kind of advice that I give you, But with limited information.
• 2:03
  We'll just go ahead and see how much help we can give to people
• 2:06
  who are in Matthew Mcconaughey's situation.
• 2:09
  So you real estate marketers in Abuja, listen up.
• 2:13
  Real estate marketers in Port Harcourt, listen up.
• 2:16
  Real estate marketers in Lagos, listen up.
• 2:18
  There might be one or two things that you can learn from here.
• 2:20
  Now, before we proceed, let's see.
• 2:25
  Yeah, shout outs. So today, today shout out is
• 2:28
  going to go to the fellow. The individual just identified
• 2:35
  himself or herself as meaningful.
• 2:38
  That's the name on Spotify. And the person left a comment on
• 2:41
  the 7th of February 2025 and meaningful said that he or she
• 2:47
  loves the show. Thank you very much for liking
• 2:51
  the show. The meaningful also said that
• 2:53
  there's room for improvement And yes, I agree, there's always
• 2:56
  room for improvement because nobody is is perfect.
• 2:59
  Although I'm not sure if meaningful meant, you know,
• 3:02
  aspire in general, all of us have room for improvement or
• 3:04
  whether there was room for improvement in the podcast.
• 3:07
  So meaningful. That's the reason why I give my
• 3:09
  contact details at the end of every single episode.
• 3:11
  So if you think that there are some shortcomings of the podcast
• 3:16
  or some advice that you want to give or some questions you want
• 3:19
  to ask, you reach me on 08064662140.
• 3:26
  The country code is +234. That's for those of you who are
• 3:29
  not Nigerian. And then what's up?
• 3:32
  What else? You can connect with me on
• 3:35
  LinkedIn. The name to look for is
• 3:36
  Tavishima IED. So I give my contact details all
• 3:40
  the time. So if you're like one of these
• 3:41
  folks, you know, who like Meaningful, think that there's
• 3:44
  stuff we can do to improve the podcast, then yeah, sure.
• 3:46
  Let me know. I'd love to hear from you guys.
• 3:48
  That's the whole point of leaving my contact details out
• 3:52
  there, leaving room to connect, not just for people who want
• 3:55
  strategy sessions, business audits or to answer questions,
• 3:58
  but also, yeah, room for improvement.
• 4:02
  Then Meaningful is currently OK. Meaningful used to be a bank, a
• 4:07
  banker for over 2 decades and is currently into financial
• 4:11
  advisory and he or she leverages real estate.
• 4:15
  So because of that Meaningful, I think you might find some of my
• 4:18
  older episodes interesting, especially the episodes where I
• 4:21
  talk about consultative selling or selling like a doctor,
• 4:25
  because those of us who sell professional services, that's
• 4:27
  the only way that we can sell really and build credibility in
• 4:31
  the build credibility along the way.
• 4:35
  So meaningful. Thank you very much for reaching
• 4:38
  out. Well, by the way, this is the
• 4:39
  reason why I say, you know, when you guys reach out, you know,
• 4:43
  drop something now, you know, like your LinkedIn handle, your
• 4:45
  Instagram handle, your business website, you know something
• 4:49
  because I'm also looking for ways to give back to the
• 4:50
  community. So for those of you who reach
• 4:52
  out and who show me love, at the very least, you know, when I
• 4:56
  shout you guys out, at the very least I should be able to say,
• 4:58
  you know, follow the guys Instagram handle or check the
• 5:02
  baby website, you know, stuff like that.
• 5:04
  So when you reach out, you know, share the details apart from the
• 5:07
  shout out, let me know where you'd like me to send people to.
• 5:10
  And like I say, I always make shout outs every once in a
• 5:16
  while. That's just because the podcast
• 5:18
  is growing in popularity now. I think on average like 40-50
• 5:23
  people subscribing every week. That's on Spotify alone.
• 5:25
  That's the only way that I can get the status, the stats.
• 5:29
  And, you know, it's looking like every 90 days I'm adding about
• 5:32
  1000 subscribers on Spotify alone.
• 5:35
  So, you know, with a few of you reaching out to say what's up
• 5:39
  and stuff like that, some of these things will fall through
• 5:41
  the cracks. So if I haven't given you a
• 5:43
  shout out, it's not because I don't reach you.
• 5:45
  It's just, you know, things happen.
• 5:48
  So just send me a message. Sorry.
• 5:50
  Let me adjust the car seat. Sorry about that.
• 5:56
  So just send me a message. And yeah, shout you out and
• 6:01
  hopefully send people to your stuff so they can check out what
• 6:04
  it is that you do. All right, so the question for
• 6:09
  today from Matthew McConaughey, again, not his real name.
• 6:14
  I'm not using Matthew McConaughey because Matthew
• 6:16
  McConaughey is a very cool and very chill guy.
• 6:19
  You like watching his movies. And Matthew, the real estate,
• 6:21
  the real estate marketer in Abuja is also a very chilled guy
• 6:25
  as well. So there's the problem now, like
• 6:28
  I said, Matthew, he approaches people that look wealthy, they
• 6:32
  take the flyer and they never respond when it comes to follow
• 6:34
  up. Now with limited information,
• 6:37
  this is the best that I can see. When people don't respond in
• 6:41
  follow up, it could be a sign of a couple of problems #1 it could
• 6:44
  be a sign that there's no want or there's no need.
• 6:46
  So they don't want what it is that you sell.
• 6:48
  They don't need what it is that you sell.
• 6:50
  That's why people are not responding in follow up.
• 6:53
  Then another problem could be that they can't afford what it
• 6:59
  is that you have because the average Nigerian, either for
• 7:02
  modesty reasons or polite politeness reasons is not going
• 7:07
  to come out and say, look, I can't afford to buy this house
• 7:09
  or whatever. So the average Nigerian is being
• 7:12
  modest or being polite or being whatever it is, but don't come
• 7:17
  out and tell you that look, I can't afford this thing.
• 7:19
  So we have to learn how to read in between the lines.
• 7:22
  Then sometimes there might be a want and a need and people can't
• 7:25
  afford it. But then there's no sense of
• 7:26
  urgency. I take down with you, for
• 7:29
  instance, who has all the money in Niger or the good chunk of
• 7:33
  the money in Niger. I doubt that right now he wants
• 7:36
  to buy another house because his business is expanding all across
• 7:42
  Africa and I'm sure he has a couple of cribs anyway, you
• 7:45
  know, one or two houses in Abuja, one or two in Kano, maybe
• 7:49
  one in, you know, pH, you know, you know, houses around you.
• 7:54
  So I'm sure for him buying another house or buying another
• 7:59
  plot of land just is not on the table.
• 8:02
  So sometimes it's that. So if you're only into down with
• 8:04
  an downloaded in by your house, he's he's, he's ghosting you.
• 8:08
  He's not responding to the follow up.
• 8:10
  That could be one of the reasons he wants it.
• 8:12
  Then he thinks he needs it. He can afford it.
• 8:14
  But man, there's no sense of urgency right now because he's
• 8:17
  working on one or two things and maybe the money is better off
• 8:20
  spent somewhere. But the bottom line is this,
• 8:28
  you're not going to be able to know what the problem is.
• 8:31
  Want, need, afford urgency. You won't know unless you engage
• 8:36
  people in conversation and you try to get to the root of what
• 8:39
  it is that is going on here. So some of the conversation
• 8:48
  points or some of the way that you can tackle this is when you
• 8:54
  roll up on people, I am trying to draw more business from them.
• 8:59
  The typical mistake at least in Abuja Shah for the real estate
• 9:04
  marketers that I've run into, the typical mistake that you
• 9:07
  make is for some reason you guys, you roll up on someone and
• 9:10
  you just assume that the person can buy the property and that
• 9:14
  the person is going to take action today.
• 9:17
  And that's a very weird assumption because there are
• 9:22
  different kinds of business scenarios.
• 9:24
  There are simple business scenarios and they're complex
• 9:26
  business scenarios. For a simple business scenario,
• 9:29
  a person can take action right now.
• 9:32
  And the example that I give on the podcast, I've been giving
• 9:35
  from day one self over the last five years is a Gucci.
• 9:39
  Somebody can decide whether they're going to buy a Gucci
• 9:41
  right here, right now. But then some situations are
• 9:46
  complex. Complex situations have high
• 9:49
  price. Of course, the product itself is
• 9:52
  complex. A certain measure of human
• 9:57
  relationship is needed to close the deal, and some of these
• 10:00
  deals take a long time. For complex scenarios like that,
• 10:03
  don't expect somebody to just make the decision just like
• 10:06
  that. Now, let me give an example.
• 10:09
  Let me see, OK, I've used the Gucci.
• 10:12
  OK, let's say buying a car. Some people say no, buying a car
• 10:15
  is not a complex sale, but relatively speaking, a car is
• 10:19
  more complex than a Gucci. So let me just use that now.
• 10:23
  So a Gucci you can roll up on somebody and say Bros buy my
• 10:25
  Gucci and the person can buy now or not.
• 10:29
  When it comes to buying a car, cars are expensive.
• 10:32
  That is several million. So who's just going to drop
• 10:35
  several million just like that? Then?
• 10:38
  Cars are complex, lots of moving parts.
• 10:41
  So the person even wants to figure out, OK, this car looks
• 10:44
  OK. Is it brand new?
• 10:46
  Is it accidental? OK, second hand, which kind of
• 10:49
  second hand? Is it fairly used Niger or is it
• 10:52
  fairly used Switzerland or is it fairly used America?
• 10:55
  What is the mileage on this thing?
• 10:57
  OK, the car is accidented. Where was the accident?
• 11:01
  War was affected. Do you have proper title?
• 11:06
  Did you bring it in through Lagos or bring it in through
• 11:09
  Kotanu? And have the import duties been
• 11:11
  paid? You know, all these sorts of
• 11:14
  questions now become important. You can see the complexity of
• 11:17
  the thing that is involved Now. Then, of course, like I said,
• 11:20
  some of these things now by necessity involve a certain
• 11:23
  measure of relationship. Because you're going to drop
• 11:26
  some serious bar, drop some millions on a car.
• 11:29
  At the very least, if there's a problem, you ought to be able to
• 11:31
  know where you can go and Jack the person you want to, you
• 11:34
  know, feel the person out. Is this person?
• 11:38
  Is this person trustworthy? Is this person a con man?
• 11:41
  Is this person a con woman? You know, can I trust this
• 11:44
  person? You know this personal dynamics
• 11:47
  coming relationship comes in because of course it's big money
• 11:50
  and this is some nice complex, you know to avoid situations
• 11:55
  that touch so they don't drop maybe 50 M or what do you think
• 11:59
  is a correct Mercedes-Benz? And then in week 1 within breaks
• 12:03
  down 6 times and he now can find the guy who sold you the car and
• 12:07
  then you know there's fire on the mountain and because of the
• 12:10
  complexity that is involved and the money and the need for the
• 12:13
  relationship, there are just some things complex hill
• 12:15
  scenarios that will take time to close.
• 12:19
  So for a go see the guy come by now like OK, Oh yeah, sure, no
• 12:23
  problem. How much your Gucci.
• 12:24
  OK, it's 4000 naira cop give me 3 cops.
• 12:28
  Maybe wife has been harassing him at home.
• 12:30
  Now look, we need to make sure. So OK, give me 3 cops then.
• 12:37
  But for the car, it's going to take a long time.
• 12:41
  The person is going to want to come and look at the car, maybe
• 12:46
  do test drive. Maybe next time come back with
• 12:50
  wifey or come back with girlfriend.
• 12:51
  So you know they can have a look at the car.
• 12:54
  Maybe come back with their brother and have a look at the
• 12:56
  car. Maybe even come back again with
• 13:00
  a friend who works in customs so that they can look at the import
• 13:04
  papers that you have for the car.
• 13:06
  Really, it's not something that's just going to happen in
• 13:09
  two or three days. So for a Gucci, yeah, buy on the
• 13:13
  spot. But for a car, maybe two weeks,
• 13:17
  3 weeks to buy the car, I don't know.
• 13:19
  It's been a while since I bought a car, so I don't know.
• 13:24
  But I hope you're beginning to get Matthew McConaughey and
• 13:27
  those of you who are real estate marketers in Abuja, Port
• 13:29
  Harcourt, Lagos, Kano, wherever it is you are.
• 13:32
  And sometimes your expectations are not, not, not pure, they're
• 13:36
  not realistic. The fact that I think you roll
• 13:39
  up on somebody now and the person will make a decision
• 13:41
  today, it's, it's a little too naive.
• 13:43
  So you guys need to scale back your expectations because you're
• 13:47
  not in a simple sales scenario, you are in a complex sales
• 13:50
  scenario. So you need to be calming things
• 13:52
  down. You need to calm down, calm down
• 13:53
  your expectations. So instead of rolling up on
• 13:58
  people and trying to get them to buy your property, because
• 14:06
  there's some people that have just approached me like that in
• 14:09
  traffic or maybe I'm just waiting to pick up wifey or the
• 14:13
  kids. And then, you know, they just
• 14:17
  approach when they assume that I'm just going to make a
• 14:19
  decision then and there to come to the office or to go and see
• 14:23
  the plot or something. We need to have softer
• 14:28
  conversations to try and figure out if people want or need or
• 14:31
  are interested in the 1st place. So if this is your first time
• 14:37
  listening to the podcast, well, I mean, for those of you who've
• 14:40
  been listening before, you're not surprised by this.
• 14:43
  But this is your first time listening to the podcast, you
• 14:46
  know, Then poker up. Well, no, not poker.
• 14:49
  Perk. Yeah, perk your ears up and
• 14:51
  listen. So the conversation here should
• 14:54
  not, should not be trying to get the person to make a decision.
• 14:57
  The conversation should be, are you in the market for or have
• 15:01
  you considered those sorts of things, you know, opening up the
• 15:04
  conversation. So boss, I hear you, blah, blah,
• 15:08
  blah. Are you in the are you in the
• 15:10
  market for real estate right now?
• 15:12
  Are you in the market for a house right now?
• 15:15
  Boss, have you considered buying land as an investment?
• 15:19
  OK, yeah, let's let's let's start like that.
• 15:23
  Hey, boss, are you there? I agree to you, boss, have you
• 15:26
  considered land as an investment before?
• 15:29
  That's not a bad way to start the conversation.
• 15:33
  If somebody says, Oh no, I'm not interested, this is not the
• 15:36
  person to follow up with. Because you've started you, you,
• 15:39
  you've tried to open up the conversation with a simple
• 15:44
  question that can probe whether they want, they need or they're
• 15:47
  interested. And the person I said they're
• 15:48
  not interested, this is not the person to follow up with.
• 15:52
  If they take your fire, fine. But trust me, this is not the
• 15:56
  best thing to follow up with. Sales is hard.
• 16:00
  Make it easier on yourself by looking for people who at least
• 16:05
  have claimed that they're interested.
• 16:08
  In those cases, you know that you stand the short.
• 16:13
  Some people might say I'm interested, but now is not the
• 16:15
  right time. OK, no problem.
• 16:17
  Drop your flower. You can get their contact
• 16:19
  details. You put them into relationship
• 16:21
  nurturing sequences once in a while, you send them messages
• 16:26
  about promos, discounts on pieces of land that you guys
• 16:28
  have, maybe educating articles from CNN or maybe Channels News
• 16:34
  or something on how property prices in Abuja make it an ideal
• 16:42
  investment, you know, vehicle or something like that.
• 16:46
  But anyway, you get my point. So you should be starting off
• 16:51
  the interaction with these people, trying to figure out
• 16:53
  what they want, what they need, or are they interested and
• 16:55
  you're going to do it by having simple conversational openers.
• 17:00
  So like in this case, have you considered buying property in
• 17:02
  Abuja as an investment? That's not a bad way to start.
• 17:05
  If you go to somebody's office and you're meeting them for the
• 17:07
  first time, maybe you enter GTB because your guy currently works
• 17:11
  in GTB. So you enter inside, you pretend
• 17:14
  that you're going to talk to Kule.
• 17:15
  You sit at Kule's desk for a while and then you talk later
• 17:18
  locally. I'm actually here to market my
• 17:20
  whatever. Also like who do you think I can
• 17:22
  talk to here? Then Coolie says, well, and
• 17:25
  these people don't cashiers over there.
• 17:26
  They don't have money, but Madam bases are maybe you go and talk
• 17:29
  to Madam Busy when you're going to Madam BC's office.
• 17:32
  You don't start doing a hard close to try and get her to
• 17:35
  decide on something today because she's the branch manager
• 17:38
  and because she's branch manager, I mean she has money.
• 17:41
  You go in there, pleasantry, small talk, introduce yourself.
• 17:44
  And so by the way, not to take up much of your time, Madam BC,
• 17:48
  have you considered buying landed property in Abuja as a
• 17:54
  form of diversified, diversifying your investments?
• 17:59
  You know, something just, you know, general conversation open.
• 18:01
  Have you thought of buying land? I can't remember how I crouched
• 18:04
  it, how I couched it. Have you thought of buying land
• 18:08
  as a as an investment before? You know, so I just started the
• 18:11
  conversation on, on that kind of, on that kind of note.
• 18:16
  Then eventually all those who are real estate marketers like
• 18:19
  Matthew McConaughey, eventually you have to move to the afford
• 18:23
  part. And so you have to have
• 18:24
  conversations where you give a price range and then get some
• 18:28
  feedback. So you're talking to Madam BC.
• 18:31
  Eventually you have to get to the point where you say, oh,
• 18:33
  Madam BC by the way, most of the properties that we have, if you
• 18:37
  come through XYZ real estate marketers cost within the prices
• 18:42
  of 12 million to 8 million as a deposit.
• 18:50
  Is that the kind of investment that right now you would be
• 18:53
  willing to make? And then you keep quiet and then
• 18:55
  you hear if she says 8 million, Oh no, no, no, no, no, no, no,
• 19:01
  no, no, no. I don't have that level of
• 19:03
  disposable income. Something, something, something,
• 19:05
  blah, blah, blah. You're beginning to get a feeler
• 19:08
  of, of, of, of where she's at right now.
• 19:12
  Well, she says, OK, eight million, 12,000,012 is on the
• 19:15
  high side. But, and it depends, it depends
• 19:19
  on what you people have and it depends on where it is.
• 19:22
  You now know that, OK, there is room.
• 19:25
  It doesn't mean that the deal will close, but it shows that
• 19:27
  there is room. So we also have to get to this
• 19:30
  afford conversation pretty early.
• 19:33
  And you do that not by giving a price, but by giving a range and
• 19:36
  then getting some feedback. Is this something that you can
• 19:38
  afford? This is what you're willing to
• 19:40
  invest in? How does that sound with you?
• 19:42
  Are we in the same ballpark? What do you think about that?
• 19:50
  Hell, you can do this thing that one able guy did to me recently.
• 19:52
  The guy gave the price and I said it's cheap happy.
• 19:55
  That's also another way of getting feedback.
• 19:58
  He said the thing and then he said it's cheap happy.
• 20:00
  And then I laughed. And then of course, the
• 20:02
  conversation continued. But you see the point?
• 20:05
  He gave the price and then he now tried to elicit feedback.
• 20:10
  Some of you will give the price and then keep quiet.
• 20:13
  The other person will say, OK, OK, OK, thank you very much.
• 20:17
  Just e-mail it to me or send me the invoice on WhatsApp and I'll
• 20:21
  get back to you. I'll get back to you later or
• 20:23
  let me think about it. But the EBO guy did not wait for
• 20:28
  me to think about it or whatever.
• 20:30
  He asked for feedback on the spot.
• 20:31
  He said the price and he said, boss, it's cheap at me.
• 20:34
  So you give the range, you ask for feedback if somebody is not
• 20:41
  sure or rather so excuse me, still have a cold and all that.
• 20:46
  So if it looks like expectations around money budget, if it's
• 20:51
  like you're not sure, you know, maybe, maybe, maybe this is not
• 20:57
  something that you follow up with aggressively.
• 21:00
  So the person who says yes, that's reasonable or well, we
• 21:04
  can make it work depending on what you have.
• 21:07
  Those people in here you can follow up on.
• 21:09
  If you're not getting good signals, then you're not
• 21:12
  following up aggressively on this person.
• 21:14
  Then we also have to move into the urgency thing because if
• 21:19
  someone has the money, I think it's a good idea, but there's no
• 21:23
  sense of urgency, then there's no point in following up.
• 21:29
  So, so excuse me. Anyway, don't worry, I took my
• 21:35
  meds today. So hopefully for tomorrow's
• 21:37
  episode, my airwaves and sinuses should be clear.
• 21:43
  Let's see. So this is the part of the
• 21:45
  conversation now where for you real estate people you start
• 21:48
  asking more specific and narrow questions.
• 21:51
  That is what gives you an idea of whether this person has a
• 21:55
  sense of urgency or not. Like you say.
• 21:56
  Oh, OK, Madam Busy, which parts of town do you have in mind?
• 22:01
  If Madam Missy says, well, well, Abuja and maybe not Guaguada,
• 22:10
  maybe not Maraba, well, well, well, you know, does that sound
• 22:16
  like someone who has a sense of urgency?
• 22:18
  No, think about it. But if you ask the person which
• 22:21
  part of town you're considering and the person says, I've looked
• 22:24
  at Guaguada and I've gone to carry more.
• 22:27
  I've also looked at areas in municipal, but I think the
• 22:30
  property prices in Maitama are too high.
• 22:34
  That kind of person, that sounds like someone who's ready to take
• 22:37
  action. The person has even done small
• 22:40
  research stuff from the answer that they have given you.
• 22:44
  Now, doesn't this sound like a good candidate to follow up on?
• 22:47
  This is precisely the kind of person that you follow up on,
• 22:50
  'cause this person means business.
• 22:52
  They have gone around. They even tell you the places
• 22:55
  that they've gone. They've gone to war or ladder,
• 22:57
  they've gone to Caramel, they've gone to Central Area and they've
• 23:01
  gone into Metama and they think Metama is too high.
• 23:06
  In your mind, you should be taking note and maybe even
• 23:09
  making a note on your daughter because that will determine the
• 23:12
  kind of things that you show the person.
• 23:14
  The person has said I think Metama too high and the person
• 23:18
  says I think Metama is too high. In the future, do you think it
• 23:21
  makes sense to start showing that person Metama properties?
• 23:25
  So things to be in mind. So these are ways that you tease
• 23:28
  out urgency. And you can see that we're doing
• 23:30
  this through conversation. Now, let's say Madam BC says
• 23:34
  she's interested, but she wants to build.
• 23:37
  It only makes sense that you can also ask like, oh, OK, so what's
• 23:40
  your time frame or how soon would you like to build?
• 23:46
  It's a reasonable question to ask.
• 23:47
  No, you're not being too forward now.
• 23:50
  Madam BC answers by saying well, well, by the grace of God, you
• 23:56
  know, nobody's in control of anything but well, you know, if
• 24:02
  this and this and well anyway, God will you sure if like by 5
• 24:08
  years I can be able to buy land or do groundbreaking ceremony.
• 24:12
  I think it's OK. Now if somebody's talking like
• 24:14
  that, does that person sound like there's a sense of urgency
• 24:17
  and that we're good to go? Well, if the person answers, but
• 24:22
  I'm busy answers correctly. My last born is in university
• 24:28
  for a four year course abroad and that is currently taking up
• 24:31
  all my money. I would not be looking at any of
• 24:35
  these things until my last born graduates in 2029.
• 24:43
  I mean that's different now. You have a clear sense of a time
• 24:46
  frame. You have a sense of what this
• 24:51
  potential buyer, you have a sense of what their motivations
• 24:54
  are. It's also giving you a time
• 24:56
  frame, you know, on which you can follow up with this person
• 24:59
  because currently we're in 2025. If she says her last born is in
• 25:03
  school as not finishing until 2029, obviously this is not
• 25:06
  somebody they're going to be following up with aggressively,
• 25:10
  you know, So these are the kinds of questions that you can be
• 25:13
  asking that get people to open up and then you get a sense of
• 25:16
  whether they have any sense of urgency.
• 25:21
  OK, It's simple oneself, you spoken, it looks like you're
• 25:26
  mad, I'm busy. You guys are being well and
• 25:28
  stuff like that. It looks like when the
• 25:29
  expectations are on point, you can ask a simple question.
• 25:34
  So excuse me, you can ask mad I'm busy.
• 25:36
  When you want to start looking at properties and then you keep
• 25:39
  quiet. That's also not a bad way of
• 25:43
  gauging, gauging how you know the sense of urgency.
• 25:47
  If it says, oh, I'm swamped right now, we're having AGM
• 25:49
  something, something for the next three weeks, for the next
• 25:52
  three months, I'm busy. But like from April first, I
• 25:55
  wouldn't mind seeing what it is that you people have, you know,
• 26:00
  now you've gotten a sense of whether it's a sense of urgency
• 26:03
  or not. You've gotten a sense of high
• 26:07
  availability or lack of availability, a time frame.
• 26:11
  You even now know how to start scheduling up because she's
• 26:14
  branch manager and it's supposed to be AGM.
• 26:16
  She's going to be very busy. AGM is going to finish.
• 26:20
  So, so, so she's going to be available for the next three
• 26:23
  months. Now you know how to start
• 26:26
  scheduling follow, follow up with this person.
• 26:29
  But I guess the main thing that I'm trying to pass across is
• 26:32
  this, for those of you who are real estate marketers like
• 26:36
  Matthew McConaughey, realise that they're simple sales
• 26:39
  situations and complex sales situations.
• 26:42
  And real estate is one of those complex ones because real estate
• 26:46
  land is pricey, it's complex, there's going to need
• 26:51
  relationships to move things along, and it's going to take a
• 26:54
  long time to close. So calm down while you are calm,
• 26:58
  especially the first time you meet the person, try and engage
• 27:01
  in some sorts of conversations to figure out whether they want
• 27:03
  or they need or they're interested.
• 27:06
  The next set of conversations you have will be over whether
• 27:09
  they can afford. Then you'll also try and get a
• 27:13
  sense of their urgency or timelines.
• 27:17
  That is what it is. That is going to determine who,
• 27:21
  most importantly to follow up with and then how you're going
• 27:25
  to follow up with them. Don't follow up with everybody
• 27:28
  equally because some people are not interested.
• 27:32
  Some people don't have the money, some people have no sense
• 27:34
  of urgency. If you're trying to follow up
• 27:37
  with everybody equally, you're going to be very, very
• 27:41
  frustrated with people ghosting you.
• 27:46
  But if you try and have conversations with people early
• 27:48
  and try and make sure that you're only spending time with
• 27:50
  people who are worth spending time with, look, the the rate of
• 27:55
  rejection will always be higher. There's no way you're going to
• 27:57
  close 100%. But life is life feels better,
• 28:01
  let me put it that way. It feels better when you're
• 28:04
  talking to 20 people and five of them it looks like, OK, you're
• 28:09
  making progress. Then when you're talking to 20
• 28:12
  people and maybe one person, it feels like you're making
• 28:16
  progress. Six of them you're not even
• 28:20
  sure, and then ten of them barely respond to your messages.
• 28:26
  And then the remaining OK, how many is left now?
• 28:29
  Six. The remaining 6, You suspect
• 28:32
  that maybe they have blocked you.
• 28:33
  That's what we're trying to aim for, to make sure that we're
• 28:39
  spending time and resources with people who looks like they are
• 28:45
  good candidates to be spending time with.
• 28:48
  So stop rolling up to people, real estate marketers, whether
• 28:51
  in Abuja, Kano, Port Harcourt or Mogadishu, stop rolling up on
• 28:56
  people thinking they're going to make this decision today.
• 28:59
  Engage in conversations. Are they interested?
• 29:02
  Can they afford? What are their goals?
• 29:04
  Is there any sense of urgency? If you do that, the journey will
• 29:08
  seem a whole lot easier. Now.
• 29:10
  Matthew McConaughey, Unfortunately, that's the best I
• 29:12
  can do for now because I didn't have any more context.
• 29:16
  So for those of you who are going to reach out, please,
• 29:20
  because when everybody reaches out, I send you guys the same
• 29:22
  set of questions on WhatsApp. The reason why I send those
• 29:28
  questions is because I'm not being nosy.
• 29:30
  I need to know some context so that that will determine what it
• 29:33
  is that we're going to do next and the level of advice that
• 29:36
  we're going to give and the nature of engagement that you
• 29:38
  and I are going to have going forward.
• 29:41
  So, yeah. So that's it for today.
• 29:45
  If you'd love to connect strategy session, business audit
• 29:48
  or you have questions, then hit me up on WhatsApp.
• 29:52
  The number is 08064662140. The country code is +234.
• 29:59
  Then also connect with me on LinkedIn, the name to look for
• 30:01
  establish my IED. Thank you very much for your
• 30:03
  time and attention. I'll catch you guys at the next
• 30:05
  episode.