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Can You Really Close an ₦18M Real Estate Deal in 30 Days? (The Truth About Complex Sales) · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome. My name is Tavishma Ayede.
• 0:03
  I solve sales and marketing challenges and I'm making
• 0:06
  today's recording at home, so expect to hear some
• 0:09
  interruptions in the background, especially since it's a weekend,
• 0:12
  everybody's home, including all the neighbors.
• 0:14
  Now, the goal of this podcast is not to tell you about how my
• 0:18
  weekend went, but we're here to discuss things, sales and
• 0:20
  marketing related, all kinds of things relating to business
• 0:24
  education. So if you're impressed, please
• 0:26
  spread the word so that your friends and family members, home
• 0:29
  and abroad can benefit from the questions that we tackle.
• 0:32
  They can do that by subscribing on Spotify, YouTube, Apple, or
• 0:35
  any player of their choice. And if you'd love to connect
• 0:39
  with me, you can call SMS or WhatsApp me on 08064662140.
• 0:47
  Now today on the podcast, I want us to tackle the question of
• 0:51
  whether you can close fresh real estate deals in one month.
• 0:56
  Again, the question is, can you close fresh real estate deals in
• 1:01
  one month? Now this is the reason why,
• 1:04
  because there's a listener of the podcast who reached out to
• 1:06
  me a few days ago and she's a sales employee in a real estate
• 1:11
  company in Lagos, of course, and and she was newly hired as a
• 1:16
  marketing staff. And you know, the ORGA pulled
• 1:18
  that move. You know that most people do.
• 1:21
  And by the way, if you run your own company, stop doing this
• 1:23
  move, you're not giving yourself the best chance for success.
• 1:28
  You can't bring somebody into the company and say we had you
• 1:31
  as human resources. Then next week you now tell the
• 1:34
  person you know what you to you be selling or you bring in
• 1:38
  somebody for marketing. And then next you can now say,
• 1:41
  you know what, go and join the sales team or you hire somebody
• 1:44
  for accounting. And then next you say, I'll go
• 1:47
  and join the sales team. It's it's not like that.
• 1:50
  And you're not giving yourself the best chances for success
• 1:53
  because somebody who is a professional marketer and has
• 1:56
  done marketing across, you know, 3-4 companies, it doesn't
• 1:59
  necessarily mean that when you bring her in, you can just say,
• 2:02
  Oh yeah, go and sell. And it's going to work out.
• 2:06
  The same thing with human resources because I've heard
• 2:08
  those moves. You hire somebody as HR, after
• 2:11
  two weeks, you said where I go and sell, it doesn't work like
• 2:13
  that. You have somebody as accounting,
• 2:14
  it doesn't work like that. If that's how the thing used to
• 2:17
  work, all of us would be billionaires now.
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  Because you just hire anybody and throw anybody in the sales
• 2:21
  role and their money will just be coming in.
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  Doesn't work like that. If you owned the company, all
• 2:26
  right, so they brought this baby in as marketing.
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  The Babe has worked in 3-4 organizations before as
• 2:34
  marketer. That's what she's been doing,
• 2:37
  especially on the social media side.
• 2:40
  And then now they say, well, I'll go and do sales, no
• 2:42
  problem. She wants to be a good employee
• 2:44
  and she wants to develop herself, so she's going to go
• 2:48
  and do sales. Orgas says go and do sales.
• 2:51
  She says no problem, I'll do it. But the problem is she has no
• 2:55
  support staff. And so she complained.
• 2:57
  Now. OK, Yeah, well, I came in as
• 3:00
  marketing, but, you know, I like a challenge, so let me do this
• 3:03
  thing. I need support staff.
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  The next thing Orga hired another person, the person is a
• 3:08
  lawyer, which makes sense because if you're in a real
• 3:11
  estate, if you own a real estate firm, you definitely need a
• 3:13
  lawyer on staff to go and investigate title, to make sure
• 3:16
  that CFO is correct and you know, all these kinds of things
• 3:19
  to make sure that you don't go and put your hand inside
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  something that will now blow up later on and be a serious
• 3:23
  liability for the company. So he had a lawyer, then next
• 3:28
  thing he had a front desk officer and then he now told
• 3:31
  them why 3 of you go and do sales.
• 3:35
  Again employees, sorry employers, it doesn't work like
• 3:38
  that. You hire a marketer, after two
• 3:42
  weeks you say go and do sales. You hire a lawyer.
• 3:46
  The lawyer has what he's supposed to be lawyering.
• 3:49
  Next you say go and do sales. Then you have somebody who is
• 3:51
  front desk and then from front desk.
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  Maybe I can understand that one and say front desk why I go and
• 3:57
  do sales, but that is just not how it works.
• 4:01
  You know it can, it can't work, but you're not giving yourself
• 4:04
  the chances for success by bringing people in, telling them
• 4:08
  you do one role after 2-3 weeks, you now tell them why I go and
• 4:12
  do another role. Doesn't work like that anyway.
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  So in this case now everybody is new on the job, lawyer is brand
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  new, front desk is brand new, marketing person is brand new,
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  all of them put together. Nobody has done one month in
• 4:25
  that company. But then Orgas says that they
• 4:27
  have a sales target which is several millions.
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  I won't call the million just in case what guys listening,
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  because what guys listening, he will now know for sure that OK,
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  this is my company. So several millions.
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  And the problem is all these brand new people now baby
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  lawyer, no experience before baby front desk person.
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  OK, the marketing person has experienced course.
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  She has worked in four companies before.
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  What they're meeting on ground is there is no system on ground
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  for lead generation, no system on ground for generating
• 5:00
  contacts, no access to what the company has done before that
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  they used to generate contacts. So this new team has no access
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  to data and no access to any system that is going to help
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  them be their goal. Oga has just thrown them into
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  the mix and they say your quota is so, so, so, so, so million.
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  Now, the cheapest piece of land that they have to sell, remember
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  this company is based in Lagos. The cheapest one that they have
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  is 17.7 billion naira and I repeat 17.7 billion naira.
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  That's the cheapest one that they have to sell.
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  So in other words, the question now is, can you or can any of
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  them sell an 18,000,000 naira plot of land only after being in
• 5:40
  real estate for one month? Let me repeat with all the
• 5:44
  story, all the background that I've given you so far, the
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  question is honestly, between you and me, let's reason it now.
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  Is it possible that any of these people can sell a plot of land
• 5:53
  worth 18,000,000 naira in less than a month?
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  The answer is yes, because everybody gets lucky once in a
• 6:02
  while. But that one will just be luck.
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  Trust me, it will be luck. And yes, everybody gets lucky
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  once in a while, but outside of luck.
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  Now, let's be realistic. Is it feasible?
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  Is it probable? Is it possible?
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  The answer is it depends. So to figure it out now, let's
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  look at different selling frameworks or different selling
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  and marketing principles or different philosophies that we
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  can use to understand the sales process.
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  So if we look at these different philosophies now, we'll now be
• 6:32
  able to say realistically whether this can happen.
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  Because if we don't look at this from a well thought out process,
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  basically all of us would just be guessing that way. 80 million
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  is OK, I can do it or it can be done.
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  But let's try and look at this logically.
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  Now let me use one that every single Nigerian person listening
• 6:55
  to this podcast right now knows because it's the most popular.
• 6:58
  I don't agree with it, but I use it because it's the most popular
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  one. Just so that you know, we can
• 7:03
  vibe and that is AIDAAIDA or Ada as people like to call it is
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  attention, interest, desire, action, AID, attention,
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  interest, desire, action. Now that is a marketing
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  framework or marketing and sales philosophy that says before you
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  get somebody to buy, you have to build attention first in the
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  market. Then you have to generate
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  interest in the one particular person, really cook up that
• 7:39
  designer in the person, then get the person to take action.
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  Again, attention, interest, desire, action.
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  You have to move people through attention.
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  They didn't know of you before, so you have to get the
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  attention. Then you have to get them
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  interested. Then you have to cook up some
• 7:54
  desire in them and get them to take action.
• 7:57
  So using that framework, is it realistic that you're going to
• 8:00
  get somebody to drop 18,000,000 naira on a single purchase in
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  less than one month? Let's be honest, it's unlikely
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  that they didn't know you before, but you capture their
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  intention, their attention. You get interest in them, you
• 8:15
  build some desire, and you get them to take action.
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  If it was like that, all of us would be billionaires, All of
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  US18M. Not likely.
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  However, let's reduce the amounts.
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  If it's 180 K, OK, that's beginning to make sense that
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  they didn't know you before. But you can build interest, you
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  can get some attention, you can build some design, you can get
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  them to take action. 180K. Yeah, it's doable.
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  A lot of us do that on a daily in our business.
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  Whether you do catering or you make cake or you sell catfish or
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  you sell advertising services or consulting services is possible.
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  You meet somebody January 1st and by January 25th they
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  transfer 180K into your account. Yeah.
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  How about 18 K, 18,000 naira? Oh, definitely.
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  None is easy. You can see that as well, going
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  down, down, down, down, reducing the amount of money and reducing
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  the level of risk that is involved, the level of
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  complexity of the product. You can see that.
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  Yeah, it's more likely. But to say 18 M you can't be
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  done though. But we'll be luck because you
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  can't build attention, interest, desire and get people to action
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  to drop 18 million in one month. Now Tom Hopkins, of course, in
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  fact, he's even in the real estate space of I love his own
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  frameworks because he's that easy to understand.
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  Now, Tom Hopkins talks about two dynamics in sales.
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  He sells, there's sales resistance and then there's
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  sales acceptance. Now sales resistance is the
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  normal dynamic that everybody goes through, which is in the
• 9:53
  beginning, nobody wants to be sold, nobody wants to be
• 9:56
  hassled, nobody wants to be harassed.
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  That's the reason why when you're chilling in public and
• 10:00
  you see somebody approaching you, I know that the person is a
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  marketer in quote, as we say in Niger, you already start saying
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  no thank you, no thank you. The person hasn't spoken.
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  No, the person can be saying something that will change your
• 10:11
  life forever. But you see the person
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  approaching, you're like, no thank you, no thank you, no
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  thank you. I'm not interested.
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  Even though you don't know what it is.
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  That is called sales resistance. Nobody wants to be hassled,
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  nobody. So he says that.
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  Tom Hopkins says the way that we overcome that dynamic is by
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  running through trust, need help and hurry trust.
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  We have to get these people to trust us that we're correct and
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  we're credible need. We have to be able to figure out
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  the need that these people have because that is where we'll be
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  able to move to the next stage, which is help where we make a
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  proposal to say, OK, this is how my product or my service is
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  going to be able to help you solve this particular biggie.
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  Then hurry, we'll get them to take action.
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  Shop, shop. Because if you get somebody to
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  trust you, you figure out a need and you make a correct proposal
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  or presentation, but we don't get them to take action now,
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  now, now the problem is somebody else will come and close the
• 10:59
  deal or maybe don't forget. I mean, life happens.
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  Or like in my own case, I let the thing go on for too long.
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  I called the guy and guys like, I beg no vex, you know, my wife
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  going to hospital and blah, blah, blah.
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  So, you know, I had to spend the money.
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  Eventually the guy came back, you know, But you know, like I
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  say, life happens, school fees will come up, wife gets sick,
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  you know, all kinds of things. So that hurry aspect really,
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  really important. Now let's look at it.
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  Now we're losing Tom Hopkins framework.
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  You're a total stranger. And when you're dealing in big,
• 11:34
  big money, can you get somebody to trust you?
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  Can you demonstrate a need? And then can you be able to get
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  them to take action quickly on something that costs 18,000,000
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  naira, especially since all of us are total strangers.
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  It's a different thing if, excuse me, it's a different
• 11:55
  thing if you guys already have a personal relationship.
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  Like let's say I'm a real estate person.
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  Excuse me and I have uncles who are big boys and that is why big
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  girls, it's a different thing. I can approach them and in one
• 12:05
  month close a deal that is 18 millionaire.
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  You know, my first, my first, my first gig in real estate.
• 12:13
  It happens all the time, like in insurance when I used to sell
• 12:16
  insurance was one girl in the team who did, I can't remember,
• 12:21
  was it like 40 million or something?
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  And I was shocked AS40M like how?
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  But then after the meeting, you know she was talking to a few
• 12:31
  people and her overhead and it turned out I was family connect,
• 12:35
  you know she has two or three big aunties.
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  So collectively, you know all their policies, everything
• 12:40
  together where I was like around that kind of 30 something 4040 M
• 12:44
  So it happens. But when we were total
• 12:49
  strangers, trust, need help, hurry, do all of that in one
• 12:52
  month and collect 18 M is not likely.
• 12:55
  Another framework that Nigerians should know which is KLT, which
• 12:59
  is know like and trust. And the whole idea is before we
• 13:02
  get somebody to buy from you, they should know who you are.
• 13:06
  They should like you or they should trust you.
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  I think about it, we're talking about 18,000,000 on cash.
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  Who's going to hand over 18 million to someone you don't
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  know? Who's going to hand over 18
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  million to somebody you do not like or who's going to hand over
• 13:19
  18 million to somebody that you do not trust?
• 13:21
  It is a tall order to say that you can get KLT somebody to know
• 13:26
  you, to like you and to trust you in less than one month and
• 13:29
  then just drop you 18,000,000 cash.
• 13:32
  Of course, if you guys already know yourself, you know, from
• 13:34
  before you have a classmate who is paid off, you know?
• 13:36
  Yeah, sure, no problem. We're talking now total
• 13:38
  strangers because remember that the people who have come into
• 13:42
  this organization, the baby lawyer, the customer service
• 13:44
  person and the marketer, OK, the marketer, she has experience,
• 13:47
  she's been working in four other organizations.
• 13:50
  But a lot of the people that they're going to be talking to
• 13:52
  will be total strangers. That's a tall order.
• 13:57
  Remember, I'm not saying it's impossible.
• 13:59
  It can happen. I just think it will be luck.
• 14:02
  And looking at these frameworks, these philosophies now either
• 14:06
  attention, interest, desire, action Tom Hopkins trust need
• 14:10
  help and hurry and then KLT know like and trust.
• 14:13
  We can see that it is a tall order.
• 14:18
  Another problem I'm sure you guys have realized from the
• 14:21
  beginning of the episode is that, excuse me, some of you
• 14:24
  business owners have very unrealistic expectations around
• 14:27
  what the average person can achieve in sales.
• 14:29
  You don't think you can pluck somebody from anywhere, put the
• 14:32
  person in the job, and then just go and sell?
• 14:34
  It doesn't work like that. If it did, all of us would be
• 14:36
  billionaires by now, because I would have just gone, hired my
• 14:41
  cousins in the village and say, oh, I'll go and sell on my
• 14:43
  behalf and then I'll be a billionaire straight doesn't
• 14:47
  work like that. It's a huge problem.
• 14:50
  So when you're business owners, you have unrealistic
• 14:52
  expectations. You need to temper your
• 14:53
  expectations. Let's be realistic here.
• 14:56
  You don't just block anybody off the street and then put them in
• 14:59
  a hospital and say, oh, I'll go and cure medical patients and
• 15:03
  yes, go and cure patients. It's not like that.
• 15:06
  So the problem is even compounded when we throw people
• 15:08
  into these jobs. We don't even give them training
• 15:10
  and resources that they need to carry out the job.
• 15:12
  You'd be surprised how some people say, oh, I'll go and
• 15:16
  sell. You don't even buy credit for
• 15:17
  the people, like really you're never buying credit for them.
• 15:22
  They should go and sell because when they're broke, you think
• 15:25
  they'll use their own money and buy credit to conduct your own
• 15:28
  business. Because of how or because of
• 15:32
  who? So let's say you are an
• 15:36
  organization now that believes in KLT, know, like and trust or
• 15:40
  you believe that ADA is the truth, attention, interest,
• 15:43
  desire and action, unless you are that kind of organizations,
• 15:46
  because there are organizations like that.
• 15:48
  You know, for me, I believe in more of them.
• 15:50
  Direct outreach. You know, let's figure out who
• 15:52
  these people are. Let's go outside and chase them.
• 15:56
  That is what I believe in outbound.
• 15:58
  But then or rather that's my or that's always my starting, my
• 16:01
  starting point. But then some people believe
• 16:03
  more in inbound, which is let's be here and let's attract people
• 16:06
  to do business with us. So that is where KLT comes in.
• 16:09
  Know, like and trust. If they know, like and trust us,
• 16:11
  they will chase us down and then Eid, attention, interest,
• 16:15
  desire, action. If you do write stuff online or
• 16:18
  offline, people would not be rushing us.
• 16:21
  So if you're that kind of real estate company, you're that kind
• 16:23
  of business with that kind of sales and marketing philosophy,
• 16:27
  what kind of things should you be doing?
• 16:30
  You should be doing lead capture campaigns.
• 16:32
  And unfortunately, lead capture campaigns.
• 16:35
  It's not as if you can execute that thing in just one month.
• 16:39
  Because if we could execute it like that sharply in one month,
• 16:43
  then all of us would be billionaires right now.
• 16:46
  I wouldn't be making this podcast.
• 16:48
  I'll go and sit down and do Lee capture campaign.
• 16:50
  You know, sharp, sharp. Before you know it, you know,
• 16:52
  one month I've passed. I'm a billionaire and I'll be
• 16:55
  with Tinobu in where did he go for his holiday?
• 16:59
  Where was itself? I can't remember that Afro
• 17:01
  Caribbean island, you know, I'll be chilling there in my mansion.
• 17:06
  All right, so Lee capture campaigns now.
• 17:09
  A lead is just anybody who has done something to show that they
• 17:12
  might be interested in your product or their service or
• 17:15
  sorry your product or your service or that they have a
• 17:19
  problem that your product or service can meet.
• 17:22
  We have to get them to raise their hand in a way.
• 17:25
  We have to get them to do something or to provide contact
• 17:27
  details so that we will now be able to start the process of
• 17:32
  relationship nurturing the long term, toasting over on WhatsApp
• 17:35
  or e-mail or maybe doing direct outreach because we call them or
• 17:38
  we go to the house or to the office and then close the sale.
• 17:41
  But we have to do something that would generate a lead.
• 17:44
  First of all, a lead again is just a contact, a phone number
• 17:47
  and e-mail address of somebody who has done something to show
• 17:51
  that they are interested in your product or service or to show
• 17:54
  that they have a problem that your product or your service can
• 17:57
  solve. But like I said, either way,
• 18:00
  this is a process that's going to last more than one month on
• 18:02
  average. Because if it lasted less than
• 18:05
  one month on average, believe me, all of us would be stinking
• 18:08
  rich by now. So what kind of lead capture
• 18:12
  campaigns can people like this be doing in the real estate
• 18:15
  space? Well, traditionally, you know,
• 18:17
  people talk about lead magnets. That means you just create
• 18:19
  something online, excuse me, like a brochure or some kind of
• 18:23
  downloads, you know, PDF that has valuable information and for
• 18:27
  people to get it, they have to exchange contact details.
• 18:32
  So, you know, put up blogs, content marketing, you know,
• 18:35
  things like that. Create valuable content on
• 18:37
  topics that, excuse me, land buyers in Nigeria would find
• 18:43
  valuable. So you know, you put up things
• 18:46
  like, you know, 5 things to consider before buying land in
• 18:48
  Lagos. You know, it's the kind of thing
• 18:50
  that somebody who might be thinking about buying land might
• 18:52
  click on or understanding land titles in Abuja, you know, land
• 18:57
  title that is like C of O, you know, and things like that.
• 19:02
  People might click on that. Or if you write something on
• 19:06
  investment hotspots for land in Benin City or the prime
• 19:12
  investment locations for real estate in Port Harcourt, you
• 19:15
  know, people will take on things like that.
• 19:17
  How to avoid land scams in Nigeria?
• 19:19
  Yeah, I think that one will get lots of downloads, I'm guessing,
• 19:22
  but I think it might. Or you can write something about
• 19:25
  the future of real estate development in Eco Atlantic, you
• 19:29
  know, those kinds of things. Those are the kind of things
• 19:32
  that some people were just curious to drop their contact
• 19:36
  details, but then there's some people who might actually be in
• 19:38
  the process of looking around, or maybe they're not looking
• 19:42
  around now or maybe they're thinking of doing it next year
• 19:44
  or two years or whatever. Sure.
• 19:46
  But you will get a couple of e-mail addresses.
• 19:49
  One thing for sure, somebody like me who's not even
• 19:51
  considering real estate as an investment opportunity, people
• 19:55
  like me are not going to drop their e-mail address.
• 19:56
  I mean, like for what? So those kinds of campaigns.
• 20:04
  But of course, it doesn't take a month to just execute this sort
• 20:07
  of thing. Now, the philosophy is when you
• 20:09
  drop this thing, you get the content, the gate.
• 20:11
  The content just means before you download this thing, give me
• 20:13
  your phone number or give me your e-mail address.
• 20:16
  Some other people leave it open. I advocate you leave it open.
• 20:19
  That's what I do with my podcast.
• 20:20
  My podcast is not gated. It's not paid for.
• 20:24
  But if your thing is open, include a call to action so that
• 20:28
  people take the next step with you.
• 20:30
  Traditionally, people would say call social number or subscribe
• 20:35
  or come into the office or schedule an appointment.
• 20:38
  You know something. And that's the philosophy I'm
• 20:40
  using with this podcast. My content is not gated.
• 20:43
  It's really available, but there's a content, there's a
• 20:45
  call to action at the beginning and at the end.
• 20:47
  If you're curious, call me. You have this problem, call me,
• 20:51
  you have this problem, call me. And that's how I use my own
• 20:54
  podcast for lead generation. So excuse me, my suggestion to
• 21:01
  this newly minted real estate agent, my advice to her when
• 21:07
  we're talking was this yoga, looks like a comfortable guy.
• 21:10
  He seems articulate, seems educated around real estate
• 21:13
  issues. As I said, yes, I checked the
• 21:15
  guy's social media. He seems all right.
• 21:18
  And I asked her, OK, as a real estate company, what are you
• 21:21
  guys selling? Because some real estate
• 21:22
  companies, real estate companies, as far as I know, for
• 21:26
  those of you in real estate, you can tell me if I'm wrong, but I
• 21:29
  think people who are in real estate, what they're selling is
• 21:32
  either investment opportunity or homeownership.
• 21:36
  So that's what real estate companies are selling.
• 21:38
  They're saying, excuse me, come and buy land and make money on
• 21:42
  this land. Buy it at 5 million, it will
• 21:44
  appreciate 215 sell. You keep turning your pocket.
• 21:47
  That's an investment opportunity.
• 21:51
  Or take this land, you can use it as collateral to get loans to
• 21:55
  finance your business. You know, that's an investment
• 21:57
  opportunity. Or they're selling home
• 22:01
  ownership, which is buy this land in 10 years, build your own
• 22:05
  house and become a landlord or build your own house.
• 22:08
  You don't have to answer to landlords.
• 22:10
  So essentially that's what real estate companies are selling.
• 22:12
  So I asked her, we would have explained to you now your
• 22:15
  organization, what are they selling?
• 22:16
  She said, oh, that's easy. They're selling investment
• 22:18
  opportunities and I say good now since your guy is comfortable,
• 22:22
  articulate, sophisticated, educated around these sorts of
• 22:25
  things. What you do now is especially
• 22:29
  with the ideas that we've spoken about in front, you know, about
• 22:33
  lead generation and stuff like that.
• 22:36
  We need to get your guy on Instagram, Reels, LinkedIn, live
• 22:38
  sessions, producing content, maybe even radio shows because
• 22:42
  there's somebody who is in the fertility space.
• 22:45
  And this is one of the things that I advised for the guy I was
• 22:48
  able to hold the guy up with I think was Niger, Niger info.
• 22:55
  One of that's one of the radio stations in, in Lagos, you know,
• 23:00
  get him on a couple of shows for one hour a week talking about
• 23:04
  these sorts of issues. In our case was fertility.
• 23:08
  So one hour a week, he's showing his leg, his his area of
• 23:11
  expertise that lots of you are having infertility problems.
• 23:15
  You have gone to try IVFIVF is not working.
• 23:18
  You have spent 3,000,006 million, 12 million, IVF is not
• 23:21
  working. Do you know that there are
• 23:25
  natural processes that you can go through?
• 23:27
  We can detoxify, we can look at hormonal levels.
• 23:30
  We can do like this, we can do like that.
• 23:31
  And it can increase your chances of conception by 30%.
• 23:35
  And you don't have to be spending millions and millions
• 23:37
  every year. There's some people who listen
• 23:41
  to that radio program who are curious and who will call or who
• 23:45
  knows somebody and say in there, I was listening to this radio
• 23:47
  program, this is what the person said.
• 23:49
  You've already spent 12 million. What have you got to lose?
• 23:52
  Just call this guy. His office is in lucky call this
• 23:55
  guy. So I told her, I hope that kind
• 23:59
  of thing up with your guy as well.
• 24:01
  So he's going on radio shows and then talking about real estate
• 24:06
  as a tool for wealth creation or how you can use asset
• 24:09
  appreciation to grow your wealth and you know, all these, you
• 24:12
  know, stuff, stuff, stuff like that, using real estate to build
• 24:15
  money. And then of course, at the end
• 24:17
  of the day, there'll be a call to action that if you're
• 24:19
  interested, you know, call this number or visit this office or
• 24:22
  subscribe to this newsletter or whatever, whatever, whatever.
• 24:25
  But there'll be a call to action.
• 24:29
  So those are some ideas that we just tossed around for her, for
• 24:33
  her company. But ultimately, this is the real
• 24:37
  reason why it's hard to close real estate deals.
• 24:39
  Shop, shop. And that's because real estate
• 24:43
  is a complex sale. I repeat, real estate is a
• 24:46
  complex sale. If you've been listening to this
• 24:47
  podcast for the last two or three episodes, this comes as no
• 24:50
  surprise because I think I've already done one episode within
• 24:53
  the last week, Sha, to talk about simple sale scenarios and
• 24:57
  complex sale scenarios. Real estate is a complex sale.
• 25:01
  There are lots of parties involved.
• 25:02
  There's a buyer, there's a seller.
• 25:03
  Each of them have their own lawyers because everybody wants
• 25:06
  to check title. Who wants to go and drop 18
• 25:07
  million in plot of land? And then next thing you realize
• 25:10
  that you bought basic for yourself because by the time you
• 25:12
  come for bricklaying ceremony, people just come all over the
• 25:15
  place and say we are the owner of the land caviar tempo EFCC do
• 25:20
  not touch. You now realize that you put
• 25:22
  yourself in serious trouble. If I'm one of my one of my guys,
• 25:25
  I thought he avoided one serious issue.
• 25:28
  He was talking to the person. He was like, man, this is a
• 25:30
  sweet deal. And then he showed up one day
• 25:33
  and then he saw painted in black.
• 25:35
  EFCC beware. Doesn't seem that I saved him.
• 25:39
  He would have dropped millions of naira and then next thing,
• 25:42
  EFCC beware. So everybody's trying to shine
• 25:47
  their eye and there are multiple parties involved.
• 25:51
  The buyer has a lawyer. The buyer, of course, will
• 25:53
  discuss with his wife or discuss with her husband because he
• 25:56
  wants to drop that kind of money, family money.
• 25:59
  And then next thing there's a problem.
• 26:01
  Everybody wants to consult with lawyer, consult with a guy,
• 26:03
  consult with a business partner, business associate.
• 26:07
  Some people like if you're dealing with a retiree, the
• 26:09
  person was saying well, let me discuss my children.
• 26:12
  So there are lots of parties involved.
• 26:15
  You can't just smooth talk different parties in one month
• 26:18
  and then close the deal. The price, it's expensive.
• 26:22
  Now some of you are big boys and big girls and so 18 M is nothing
• 26:25
  for you. But for some of us, like if you
• 26:27
  dash ME18M right now, no more, I'll be happy.
• 26:30
  And believe me, you would have sorted out a couple of my
• 26:32
  problems. So for most people, 18,000,000,
• 26:36
  remember that's their cheapest piece of land.
• 26:38
  They have some lands, 100 million.
• 26:40
  So 18 million people don't. People just don't drop big money
• 26:44
  like that in a short period of time.
• 26:46
  They just don't. That's just the way it is. 18K
• 26:49
  yeah, people drop 18K all the time. 18,000,000 that's a
• 26:53
  different case altogether then complexity, Bill said it's
• 26:59
  complex. People are trying to make
• 27:01
  decisions. The location, is it good?
• 27:04
  What about access to hospital, access to school?
• 27:06
  That's if the person is thinking about homeownership.
• 27:10
  Every person is talking about appreciation.
• 27:12
  They will now be asking other kinds of things.
• 27:14
  OK. Is it close to city center?
• 27:15
  Are they building main road? Where might they build main
• 27:17
  road? Is there access to water board?
• 27:20
  What of NEPA transformer? You know, all these things.
• 27:22
  They're trying to balance a lot of things.
• 27:24
  Then you're trying to assess legal title.
• 27:27
  Is the CFO legit? What would they have?
• 27:29
  OK, it's only customary right of occupancy.
• 27:31
  The customary right of occupancy is illegit.
• 27:35
  Then also trying to gauge land value.
• 27:37
  OK, that's me for 18,000,000. Is this land actually worth
• 27:39
  18,000,000? If I drop 18 M on this thing, am
• 27:43
  I going to drop 18 M now? And then next year I'm
• 27:45
  struggling to sell it. I can't even find buyer for 12
• 27:47
  M. So they're trying to gauge land
• 27:50
  value. These are the things that make
• 27:53
  you complex and it's the reason why you can't just rush over
• 27:55
  something like this. And then because of the number
• 27:58
  of people involved and because of level of risk involved,
• 28:01
  people are naturally trying to form relationships because
• 28:04
  relationship is a normal form of risk mitigation.
• 28:07
  It's a very natural form of risk mitigation.
• 28:11
  You're trying to get involved in the deal.
• 28:12
  Numbers are big, buyers are plenty.
• 28:14
  I mean, different parties are plenty.
• 28:16
  You know, you start building relationships, you're talking to
• 28:18
  people, you're just trying to few people out.
• 28:20
  You're trying to know what's up, trying to know who is who.
• 28:22
  It's a normal form of risk mitigation also so that in the
• 28:25
  Nigerian context, if anything goes bad, you know that OK, I'm
• 28:29
  going to call police, I'm going to call military and this is the
• 28:34
  person I'm going to set the police or the military over.
• 28:36
  So if nothing else, people are building relationships so that
• 28:39
  if anything goes to hell, they know who to go and Jack and how.
• 28:44
  These are the reasons why if you look at it from a very critical
• 28:47
  angle, it is very hard to close a deal in one month for an 18
• 28:52
  piece, a plot of land worth almost 18,000,000 naira.
• 28:57
  Well, like I said, it can't be done.
• 28:58
  I mean, there's nothing that's impossible.
• 29:00
  It can be done. I'm saying that for the average
• 29:01
  person, these are the reasons why it's going to take more than
• 29:03
  one month. So summary, if you're an
• 29:05
  employer, in fact employer in general, OK, let me just limit
• 29:10
  it to real estate. If you're an employer in real
• 29:12
  estate, give your employees time to wrap.
• 29:14
  Don't hire somebody in January and then think that by sorry,
• 29:20
  February 1st and then by February 27th they brought you
• 29:23
  18 M in real estate. Let's be realistic.
• 29:26
  That's the reason why in real estate you will have high
• 29:28
  turnover. You hire somebody February 1 to
• 29:31
  sell for you. By February 14th, they've left
• 29:34
  your company. This is the reason why
• 29:36
  unrealistic expectations. Give your employees time to
• 29:39
  ramp. Then also give them the
• 29:40
  training. It's not easy as taking a
• 29:42
  marketer and then saying, Oh yeah, going to sales and one
• 29:46
  more. It's not that easy.
• 29:47
  If it was, we would all be rich because I would go to the bank,
• 29:50
  I'll borrow money and I'll go to the village, I'll hire all my
• 29:53
  cousins, and then we'll just go out and conquer the world.
• 29:56
  So it's not that easy. Then on a practical note, since
• 30:01
  I'm doing since I've been doing a couple of trainings for people
• 30:06
  who have business teams that work for them.
• 30:09
  This, so this particular one, I'm talking to the employers.
• 30:14
  Talk to your team. Stop being aloof.
• 30:16
  Some of you enter your carrying shoulder.
• 30:18
  Yeah, I understand. But The thing is, these people
• 30:20
  that you're hiring, a lot of them are new, They're newbies.
• 30:23
  And because of that, they're scared because they don't know a
• 30:25
  lot. They don't know what to do.
• 30:27
  They've never sold real estate before.
• 30:29
  And that's what happens with the average person.
• 30:31
  If they feel like they don't have all the information that
• 30:33
  they need, if they're not comfortable enough to talk to
• 30:36
  you for answers, the average person will stay, will play it
• 30:39
  safe. They will stay in a small zone,
• 30:41
  so they don't want to make a mistake.
• 30:44
  And this fear of not making mistake or not broaching into
• 30:46
  new territory, that's the kind of thing that's stopping your
• 30:48
  business from expanding because people are not talking to new
• 30:52
  prospects. They're not talking, having
• 30:54
  different kinds of business conversations.
• 30:56
  So don't be aloof, be available so that if somebody has a
• 30:59
  question, they should be able to go to your office without being
• 31:02
  afraid that Olga will shout on her and be able to ask that, oh,
• 31:04
  Olga, somebody came to the office.
• 31:06
  They asked this and this and this and this.
• 31:08
  I'm not sure of that. What do you think we should do?
• 31:09
  Be available, Don't be aloof. Let people talk to you.
• 31:16
  So yeah, this nature thing of I'm your guy, I understand
• 31:20
  because you paid the cost to be the boss, you know, but still
• 31:23
  put your shoulder down small. Let your people be able to
• 31:25
  approach you, be available, talk to your team, answer their
• 31:31
  questions. That's how you're going to get
• 31:32
  money. Because these people are new.
• 31:35
  They don't know gang, they don't know sushi.
• 31:37
  Somebody that has been a marketer for years, you wanted
• 31:39
  to go and do sales. First of all, you're lucky that
• 31:42
  she didn't run away. So she's willing.
• 31:44
  She's up for the challenge. At least be in the office to
• 31:47
  answer her questions. You don't tell her that, look, I
• 31:50
  don't care, my own is go and sell.
• 31:54
  It was that easy. Would all be billionaires.
• 31:56
  I would have gone home, I'd have raised money, gone home, hide
• 31:59
  every single person in my village.
• 32:01
  And then I say, well, all of you go and sell and then I'll be a
• 32:03
  billionaire. Sorry.
• 32:06
  That's it. And that's all.
• 32:07
  Remember if you'd love to connect with me, then call SMS
• 32:10
  or WhatsApp me on 08064662140. Thank you for your time and
• 32:16
  attention. I'll catch you next time.
• 32:18
  Same place in your headphones or in your speakers.