Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / No More Excuses: How to Get Paid on Time

Transcript

No More Excuses: How to Get Paid on Time · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to The High Table.
• 0:03
  This is the Oracle's chamber, the inner sanctuary, the
• 0:07
  Conclave of the elders, where we talk about sales, we talk about
• 0:10
  money, we talk about tactics, we talk about marketing strategy,
• 0:14
  business growth, and solving business problems.
• 0:17
  And today on the show, I want us to look at how to.
• 0:19
  Deal with delayed. Payments.
• 0:23
  You're talking to somebody and you're trusting that the person
• 0:26
  will transfer you some creepsy money in two or three days.
• 0:31
  You want your account to hear PIM, but then the payment is
• 0:36
  getting delayed and delayed and delayed.
• 0:38
  Today we're going to talk about how to deal with that.
• 0:40
  We're going to talk about how to deal with postponements.
• 0:44
  You're talking with somebody. You are assuming that, OK,
• 0:46
  Monday you go mobilize so that we'll start.
• 0:49
  But then the person on Monday now says, you know, you get one
• 0:53
  thing, you get one thing, and then you're now getting
• 0:56
  frustrated. Like how far?
• 0:58
  I thought Monday we were moving then we're also going to learn
• 1:01
  how to deal with lack of advancements.
• 1:05
  For those of you who listen to the podcast regularly, you'll
• 1:08
  remember that an advancement is when you and the other person on
• 1:12
  the other end of the phone, on the other end of the e-mail, at
• 1:15
  the other end of the business meeting, at the other end of the
• 1:17
  negotiating table, whatever it is, when both of you agree
• 1:20
  solidly that this is going to be the next step.
• 1:23
  So how do you secure advancements and how do you make
• 1:26
  sure that if you secure advancements that people live up
• 1:29
  to it? Because honestly speaking, if
• 1:32
  you are not setting advancements, if you're not
• 1:35
  agreeing on what the next step is going to be, and if you can't
• 1:37
  hold people to that, this deal is not going to move at all.
• 1:42
  If you are thinking the guy is going to transfer on Monday, but
• 1:45
  the guy, even though he said it, he didn't really think he was
• 1:49
  going to transfer on Monday. You know, whether you like it or
• 1:51
  not, this deal is going nowhere. This deal is not moving.
• 1:56
  So these are the sorts of things that we're going to talk about
• 1:58
  today. Now this is not going to be, I'm
• 2:02
  not manufacturing a case study today because this one is
• 2:04
  something that happened live and it's something that happened to
• 2:07
  one of my former students. So we are going to look at it.
• 2:11
  But of course, I've kept enough of the details anonymized so
• 2:16
  that, you know, I don't reveal my students identity.
• 2:20
  And also so that just in case the customized listening, the
• 2:23
  customer won't know that, you know, with the gossip arm.
• 2:26
  And so now let us say we're dealing with, OK, let's say the,
• 2:32
  let's say the guy's name is Magic Mike.
• 2:35
  Yeah. So the person now that my
• 2:38
  students, let's us call him Magic Mike.
• 2:40
  Well, if you're listening to this and you're wondering Magic
• 2:42
  Mike, that sounds like me. So yeah, it's exactly you.
• 2:45
  I'm just using this as a case study to teach other people
• 2:48
  listening to the podcast about how to handle these sorts of
• 2:50
  things. So Magic Mike is in the business
• 2:53
  of book production for clients. Let's just leave it that way.
• 2:57
  I don't understand anything more.
• 2:59
  So Magic Mike is in the business of producing books for clients.
• 3:03
  And let's say Magic Mike is talking to a potential customer,
• 3:09
  a much more elderly gentleman. So let's call him Odumegu.
• 3:14
  So Magic Mike and Odumegu, they're having a conversation
• 3:17
  about book production. Then Magic Mike, who is my
• 3:20
  former student, sent me this message and the message
• 3:25
  basically was that he's talking to somebody now about the book
• 3:28
  deal, and this one is a sweet deal because they're talking
• 3:32
  about 6 books. So by the time we transfer money
• 3:36
  up and down, by the way, Magic Mike, he collects his money in
• 3:39
  dollars. So by the time he collects the
• 3:42
  dollars, and of course you know how foreign currency is now
• 3:45
  Forex is nowadays, by the time he collects his money in
• 3:47
  dollars, you know, whether it's 4000 dollars, $8000.10 thousand
• 3:52
  dollars, $12,000, you will do the math.
• 3:55
  By the time you transfer that into naira.
• 3:58
  Didn't look sweet, I swear. If not, if you've not
• 4:01
  experienced this kind of thing before, the first time it
• 4:03
  happens to you, oh, it's orgasmic.
• 4:06
  Really it is orgasmic. The first time you say you are
• 4:09
  charging somebody in dollars, and in your mind you're
• 4:12
  thinking, well, you know, you're thinking, the money is small, so
• 4:16
  you just charge the person, you know, $6000.
• 4:19
  You know, you will argue back and forth.
• 4:21
  The person agrees. OK, no problem.
• 4:23
  The person will transfer $5800 by the time nothing hits your
• 4:27
  bank account. Oh, orgasmic.
• 4:30
  Orgasmic. So this money now is a good one.
• 4:35
  It's a very, very good one if the thing closes.
• 4:39
  All right, That's where a lot of us find ourselves.
• 4:42
  This will be a good one. If.
• 4:45
  The deal closes. So Magic Mike said they had a
• 4:50
  conversation and they had the qualification call where he
• 4:55
  tried to assess whether this guy's a fit.
• 4:58
  Now, let me take a step back. For those of you who are
• 5:00
  listening to the podcast Brand new, a qualification call is
• 5:03
  just what you're trying to find out.
• 5:05
  Who am I talking to? Do they have a problem?
• 5:08
  Excuse me? Is it a kind of problem that I
• 5:11
  can solve? And is it a big enough problem
• 5:14
  that they're ready to take action?
• 5:16
  Now, this is an important call to make because if you're
• 5:18
  talking to somebody who doesn't have a problem, then it doesn't
• 5:21
  matter whether you follow up this person from now until Jesus
• 5:25
  Christ comes again, the deal will not close.
• 5:28
  The person doesn't think he has a problem, right?
• 5:34
  So we need to know, does this person have a problem and the
• 5:37
  problem what's solving? Or does this person have a
• 5:39
  vision and then something is pursuing them to chase down that
• 5:42
  vision? Because I keep saying on the
• 5:44
  podcast, and I'll never stop saying it, that no matter who it
• 5:47
  is you're talking to, the person either has a problem or they
• 5:50
  have a vision. So if you're in the book
• 5:52
  production, the problem might be that look, for whatever reason,
• 5:56
  I want this book published by so, so, so and so date, blah,
• 5:58
  blah, blah, blah, blah, blah, blah.
• 5:59
  You know, in that case it's a problem for some other person is
• 6:02
  that I feel. Called.
• 6:05
  In my inner soul. I feel like I'm an author.
• 6:07
  I want to, you know, I want to be up there with Jim, Amanda
• 6:10
  Adichie. I want to be there with Woolish.
• 6:13
  I want you to be there. When people call those names,
• 6:15
  they will Call My Name. So if I'm in book production,
• 6:19
  the people that you're dealing with either have a problem or
• 6:21
  they have a vision. Qualification is just where
• 6:24
  we're trying to figure out what's going on, what's
• 6:26
  happening. This guy that entered my DM or
• 6:28
  this guy that has come to my office or me that I've gone to
• 6:31
  Chief Automaker's office, What exactly is on Chief Odomego's
• 6:34
  mind? Does Chief Odomego have have a
• 6:36
  problem like I must deliver these books now, now, now, now,
• 6:41
  now, this thing is burning inside me?
• 6:43
  Or does he have a vision like, you know, I'm trying to scale
• 6:47
  the greater heights so that in the annals of Nigerian history,
• 6:50
  when I mentioned Willis on cars #1 they will call me Odomego as
• 6:54
  #2 that is the purpose of a qualification call.
• 7:01
  You figure out, is there a problem?
• 7:02
  Is there a vision? What are they trying to achieve?
• 7:04
  And then most importantly, do I have the skill set?
• 7:06
  Because if you don't have the skill set, but you're looking at
• 7:09
  the fact that by the time you charge this guy $12,000, then
• 7:13
  you translate into naira. You know, the kind of money that
• 7:16
  will, you know, like even if your wife was crawling with you
• 7:18
  in the morning, by the time you just show her bank account, by
• 7:21
  the time they convert the thing to naira, you know, she would
• 7:24
  just smile. And then the quarrel is
• 7:25
  forgotten. Well, yes.
• 7:27
  Magic Mike. Excuse me.
• 7:29
  Yeah. Magic Mike is a is a married man
• 7:30
  as well. So he understands, you know some
• 7:32
  of these things. If you are looking at the money
• 7:37
  but you don't have the skill set and you collect the money from
• 7:39
  Chief O Domingo, it will cause quarrel in the future.
• 7:42
  Definitely it is not Maybe it's not whether you might quarrel or
• 7:47
  you might not. You will quarrel.
• 7:49
  The thing is just the nature. Of the quarrel because Chief O
• 7:54
  Domingo will transfer the money. Excuse me?
• 7:57
  You will start the work and it will become clear that you
• 8:00
  either do not understand what Chief or Domingo is trying to do
• 8:03
  or that you like the skill set to pull you through.
• 8:04
  So this one is not whether they will quarrel.
• 8:08
  If you don't have the skill set, there will be a quarrel.
• 8:11
  The only thing we're now wondering is, would the quarrel
• 8:13
  be big or will it be small? That's all.
• 8:15
  But there will be a quarrel. So please listen.
• 8:19
  The purpose of the qualification call.
• 8:21
  You're trying to make your life easier.
• 8:24
  If you can't do, don't do. And this is what I tell people,
• 8:28
  if you can't do but you know somebody else who can.
• 8:31
  Pick up the phone, call this other person and say, my guy,
• 8:33
  what's up? How you doing now?
• 8:34
  It's been a while. The guy will say hi, this one
• 8:36
  that you don't call that you call me to the waiting room.
• 8:38
  Say no money. Now say OK, talk.
• 8:40
  What's going on? What's happening?
• 8:42
  It's OK. You know this chief will do a
• 8:43
  goodness. I've been know the guy now that
• 8:45
  politician and say yes. And the guy wants to write a
• 8:47
  book, but, you know, it's not something I can do.
• 8:51
  I think it's the kind of thing that you're going to do.
• 8:52
  And the guy was, you know, 'cause he's in Nigeria.
• 8:55
  So I know, no problem. So how we go run up and then you
• 8:57
  tell the guy your terms. OK, See, you know what, this is
• 9:01
  the kind of thing that I would have charged this guy $12,000.
• 9:06
  So you go ahead, charge him 18. And then the remaining maybe 12
• 9:13
  and 18 difference is 6. The remaining $6000 you try, you
• 9:17
  transfer it to me as Commission, then you and yoga you argue back
• 9:20
  and forth, you will agree on something that makes sense, and
• 9:23
  then you now transfer Chief Odomego to him because he's the
• 9:27
  one that has the skill set. There's less chance of quarrel.
• 9:30
  It is better for you to do this and then collect $6000 clean
• 9:38
  with no quarrel now to try and collect the $12,000 complete
• 9:42
  from Chief Odomego. And then later on, you start to
• 9:45
  quarrel and then you now tarnish your reputation.
• 9:48
  If you don't have the skill set to do this or if you don't have
• 9:51
  the inventory, that's for those of you who sell physical goods
• 9:54
  and all done. If you don't have the inventory
• 9:56
  and you don't have a way to secure that inventory, good
• 10:00
  quality one at the right price. Right price, please free it.
• 10:03
  Either Free Chief or Domingo and let him go or call up somebody
• 10:07
  who can collect your 10%. For those of you who like to
• 10:12
  say, no, I don't agree in 10%. I do it because of God.
• 10:15
  Yeah, it's fine. We can do it because of God.
• 10:17
  It's OK, I'm just saying that when you're a married man, that
• 10:19
  extra 10% comes in quite handy. I remember the first time, this
• 10:24
  was a long time ago, before we had my first son.
• 10:27
  So this is well over 10 years ago when I did my first referral
• 10:33
  and then the person sent me 80,000 naira.
• 10:36
  I thought to myself, 80,000 naira because I didn't ask for
• 10:40
  anything. All I did was made some
• 10:42
  introductions. I mean, nowadays 80,000 Naira is
• 10:45
  nothing, but I'm talking about a time when to fill my car.
• 10:49
  My, I don't know that jalopy back then, the Toyota Corolla.
• 10:54
  Yeah, to fill my Toyota Corolla back then to fill up the tank,
• 10:56
  you didn't used to reach like 3-5 or something.
• 11:00
  So back then and by the time my son was born, the expensive
• 11:03
  diapers like the real expensive stuff, Huggies, expensive ones
• 11:09
  to buy Huggies for one month was 7 K back then.
• 11:13
  So the fact that I made one or two phone calls and somebody
• 11:16
  just wired me atk like that, I said, eh, OK.
• 11:20
  Not bad. So anyway, something to
• 11:23
  consider. So Magic Mike has called Chief
• 11:27
  Otomo and they've had the qualification call.
• 11:31
  OK. So by the way, during the
• 11:33
  qualification call, it's OK. Also, especially when you're in
• 11:40
  a creative endeavour, it's OK to also size up the personality of
• 11:44
  the person that you're dealing with because like me now, for
• 11:47
  instance, I mean consulting. So if somebody's a quarrelsome,
• 11:52
  cantankerous person, honestly, I can't deal.
• 11:55
  I can't make it happen. This is also the point of the
• 11:58
  qualification meeting. For those of us who are in the
• 12:01
  creative space you will just know that this money is good but
• 12:07
  based on the personality of who it is I'm talking to like Kai
• 12:11
  this will be a drag. I can't make this thing work.
• 12:16
  Now there was 1 photographer that I knew back in the day who
• 12:20
  he thought this one job was going to be hard.
• 12:22
  The person came to him so he decided to call a figure that
• 12:25
  make the person run away. So the guy multiplied his rates
• 12:28
  times 3. So instead of telling the person
• 12:30
  300K he told the person and I'll do it for 900.
• 12:32
  The person say OK account details now the job was still
• 12:36
  difficult but he said well. For 900 K it was worth it.
• 12:42
  We quarry, we shout to every every you know.
• 12:44
  But for 900K no problem, it was worth it.
• 12:49
  So something to consider. I'm not saying that every single
• 12:53
  time you're faced with a difficult person, multiply your
• 12:55
  price, you know, times three. I'm just saying that when we're
• 12:57
  having qualification discussions, all these early
• 13:01
  conversations, these are some of the things we're trying to sort
• 13:03
  out. So if it's something that
• 13:05
  personality no to no to join, like maybe you're in
• 13:09
  construction, you're an architect, well.
• 13:13
  I'll put it you know you deliver.
• 13:15
  Your plan, you deliver your plan, you start groundbreaking
• 13:17
  ceremony, you start groundbreaking ceremony.
• 13:19
  Like they're much more objective criteria that you have to deal
• 13:22
  with when you're in certain industries.
• 13:24
  But then you're in book publishing, you know, you're an
• 13:26
  agent, you're a consultant, you know, I guess personality is
• 13:29
  also important. So Magic Mike had the
• 13:31
  conversation with Chief Automegu and it was like, OK, banality is
• 13:35
  OK. This is a fit the budget range.
• 13:37
  We discussed some money. So I think we're good to go.
• 13:41
  Now, the method that Magic Mike used to have this conversation
• 13:46
  with Chief Automegu was the band method that is BANT.
• 13:52
  It's an acronym band stands for Budget, Authority, need, and
• 13:56
  timeline. I'll explain that later, but the
• 13:59
  thing I just want you to understand is this.
• 14:02
  Remember. Magic Mike had the conversation
• 14:04
  with Chief Otomigo and he used a framework to handle that
• 14:10
  conversation. The problem is a lot of you
• 14:13
  Nigerian business people, all right, Nigerian sales people,
• 14:17
  Nigerian entrepreneurs, too many of you are having these very
• 14:20
  important conversations, an una de freestyle from beginning to
• 14:23
  the end. I now wonder why is there a
• 14:25
  problem? If you're.
• 14:28
  Freestyling there will be a problem.
• 14:32
  It's not. Whether the problem will occur
• 14:33
  or not, it's just a matter of how whether it will be a big
• 14:35
  problem. A small.
• 14:36
  Problem or a medium sized problem.
• 14:38
  But there will be a problem. So this is the reason why we use
• 14:41
  frameworks or heuristics. Heuristics just means, you know,
• 14:45
  shorthand to help you think properly.
• 14:48
  Uh huh. Like, remember mathematics back
• 14:51
  when we were in secondary school?
• 14:53
  The almighty formula that we use for mathematics.
• 14:56
  And then this other formula again.
• 14:59
  What's it called again? Budget.
• 15:00
  No brackets before multiplication, before division,
• 15:03
  before subtraction, before addition, before, you know, just
• 15:07
  a simple something that if you're faced with a complex,
• 15:09
  complex formula, you look at the ones in the bracket first, then
• 15:13
  you do the multiplication first, before the division, before the
• 15:16
  subtraction, before the addition.
• 15:17
  See, for those of you who are studying maths, I beg novaks, I
• 15:20
  know some of you will be pulling your hair saying like what is
• 15:23
  this guy saying? Forgive me, it's been a very
• 15:25
  long time since I did any of this, but I just remember that.
• 15:29
  That. Formula.
• 15:30
  Whatever that formula was, may nothing save my life.
• 15:33
  You enter. Into exam hall.
• 15:35
  You see formula anyhow bracket symbol, symbol symbol you just.
• 15:40
  Your heart's now being Bing Bing beam.
• 15:41
  You just remember almighty formula, Almighty formula
• 15:44
  bracket before addition before this.
• 15:46
  So I know I've gotten the order wrong but I think saved my life.
• 15:50
  So just. Like in mathematics or in any
• 15:53
  other discipline, It's the same in sales.
• 15:56
  We also have frameworks as well. We also have heuristics as well
• 15:59
  to help us to reason something. Well, reason this thing through
• 16:04
  to. Think I'm well.
• 16:05
  Digest everything well. Assess the whole situation.
• 16:11
  Now this. Particular method banned BANT
• 16:14
  budget authority need and timeline is not as safe as the
• 16:17
  best. If this is your.
• 16:21
  First time hearing it and you start doing some research you
• 16:23
  will find about other frameworks.
• 16:27
  But. Sorry, forgive me, I have a
• 16:28
  cold. But the reason?
• 16:30
  Why I taught Magic Mike Band is just because it is simple.
• 16:33
  It is easy. Anybody can remember BAN?
• 16:36
  T band and then it only has four criteria. 4 criteria is easy to
• 16:40
  remember since it's easy to remember.
• 16:43
  Even. If somebody.
• 16:45
  Calls you and you're on the treadmill.
• 16:47
  You can be. By the way, I don't recommend
• 16:48
  this. Don't take the phone call while
• 16:50
  you're on the treadmill because it sounds funny.
• 16:53
  It sounds like you're in the. Middle of doing a whole bunch of
• 16:55
  stuff you shouldn't be doing right?
• 16:57
  So somebody calls pause the treadmill.
• 17:00
  Pause your. Stopwatch, get off and then have
• 17:02
  the conversation with the customer.
• 17:04
  By the time you're done, you get back on the treadmill, you
• 17:06
  finish your workout. But if you're on the treadmill,
• 17:09
  you can be having a conversation in your head.
• 17:12
  You can be working on the treadmill Zoom.
• 17:14
  Zoom, zoom, zoom, zoom, zoom and in your mind.
• 17:16
  You'll be thinking B budget oya. May I ask the guy about budget
• 17:20
  zoom? Zoom, zoom, zoom, zoom a.
• 17:23
  Authority. Oh yeah, let me ask the guy
• 17:24
  about authority Zoom. Zoom zoom, Zoom Zoom N.
• 17:28
  Need. OK, let me ask the guy about
• 17:30
  need zoom. Zoom, zoom, zoom T.
• 17:33
  Timeline. Oh yeah.
• 17:33
  Let me ask the guy about timeline.
• 17:35
  So by the time you're having conversations like that budget
• 17:39
  or money conversations, authority conversations need
• 17:42
  conversations, timeline conversations, you'll find out
• 17:46
  that you're covering good ground to be able to decide whether
• 17:51
  this is a good person to work with or not.
• 17:54
  So whether you're a book agent, whether you're a real estate
• 17:56
  agent, whether you're an architect, whether you're a
• 17:58
  business consultant, whether you're a brain surgeon, you know
• 18:02
  these conversations need. To be.
• 18:05
  Had, but we'll explore what the band is later.
• 18:11
  Then. Magic Mike also noted that one
• 18:14
  was having the conversation with Chief Odomega after.
• 18:17
  The. Conversation Chief Odomega was
• 18:18
  sent over six books. And of course.
• 18:21
  Usually Magic Mike is dealing with people usually 11 book,
• 18:24
  maybe 2. But this one, the guy sent 6 and
• 18:28
  then Magic Mike said he analyzed three of them initially.
• 18:32
  Then after. Analyzing those three, he now
• 18:34
  spoke to the client and the client said, no, it's not 6.
• 18:41
  Actually it's 7. Excuse me, it's seven books that
• 18:45
  I want to produce. I'm preparing the manuscript.
• 18:47
  The manuscript is almost ready. So you still remain oneself that
• 18:50
  I will send you. Now, let's stop here because of
• 18:54
  course, the conversation that I had with Magic Mike, you know,
• 18:57
  was, was plenty. Well, let's just stop here
• 18:59
  because there are a few questions arising.
• 19:01
  First of all, what is banned #2 how come this guy sends six
• 19:05
  books? And then what are the
• 19:07
  implications for how we continue Now?
• 19:09
  I hope you guys are tracking with me so far.
• 19:12
  Now Banned, like I said, is an acronym it stands for.
• 19:17
  Excuse. Me acronym is when you just take
• 19:19
  the initials of something and you put it together and you
• 19:22
  can't pronounce it as one word. But actually it stands for
• 19:24
  several other things like NEPA for those of us who were born
• 19:30
  late 70s, early 80s. So NEPA is Nigerian Electricity
• 19:35
  Power Authority, so that's an acronym and EPA.
• 19:38
  So the same thing with band. Now band stands for budget
• 19:41
  authority need and then timeline.
• 19:44
  If you're trying to write something down now, it's OK,
• 19:46
  that's not a problem. You can always replay the
• 19:48
  podcast later. And then plus I'm going to
• 19:50
  include this in the short notes. So by the time you're done, all
• 19:52
  you have to do is just go to whatever podcast player you're
• 19:55
  listening to, just go to details, go to description,
• 19:58
  whatever you see the note there, just long press collect.
• 20:02
  I say collect, long press, select everything, copy.
• 20:05
  Then you can paste it on your phone.
• 20:07
  Then you can do research later. So budget, authority, need and
• 20:12
  then timeline. These are the key things that.
• 20:17
  Every single. Nigerian business person should
• 20:19
  be having conversations on somebody slides into your inbox,
• 20:22
  You should be having banned conversations.
• 20:25
  Somebody comes into your office, you should be having banned
• 20:28
  conversations. You go into somebody's factory,
• 20:31
  you should be having banned conversations.
• 20:34
  Somebody comes to meet you on the site, you should be having
• 20:37
  banned conversations. You should be having budget
• 20:40
  conversations, money conversations, talk money,
• 20:44
  money, money, talk about. It early, talk about it often.
• 20:48
  So that you stop the situation where you meet somebody today,
• 20:51
  you think this one is a sweet deal, you will start to talk.
• 20:54
  Then after two months, the person will now tell you that
• 20:57
  you're too expensive. You have wasted two months of
• 20:59
  your life. Have the budget conversation,
• 21:02
  the money conversation early, so that if money will be a problem,
• 21:06
  let the guy tell you on day 2 that you're too expensive, you
• 21:09
  will move on and look for somebody else.
• 21:13
  Do you hear me? I know it's scary.
• 21:16
  It takes some practice, but budget money, money, money.
• 21:20
  Conversations early and often. When do you?
• 21:24
  Do it early. How often should you do it?
• 21:27
  Often, early and often. Number.
• 21:33
  One so that you don't waste your time #2 so you don't waste the
• 21:36
  other person's time. Because trust me, the other
• 21:38
  person too is also going to be frustrated that he invested 2
• 21:40
  months in building a relationship with you only to
• 21:43
  find out that you are too expensive.
• 21:46
  Now, another reason why we have the money conversation early and
• 21:48
  often is apart from too expensive.
• 21:51
  You need to know who you're dealing with.
• 21:56
  So yes Sir, you're into book publishing, blah blah blah.
• 21:59
  There are some people unfortunately who don't value
• 22:01
  what it is you do. As far as they're concerned,
• 22:03
  250K. We should sort this person.
• 22:05
  And when they say 250K they mean naira.
• 22:09
  If your charge is $4000 you need to know the gap between 250,000
• 22:13
  naira and the $4000 is huge. Then there are some people who
• 22:19
  in their mind they value publishing, but.
• 22:23
  You know. Worst case scenario, suppose
• 22:25
  give them like 3-4 million naira.
• 22:29
  But then. You charge in dollars, so you
• 22:32
  charge $4000. Now, the gap between $4000 and 4
• 22:37
  million naira is not that big. If you talk about money early
• 22:41
  and often, you now know that OK, you know what?
• 22:45
  I might come down small, Maybe I can pull them up small, but it's
• 22:49
  workable. So B budget.
• 22:54
  Budget just means money. Does this person have realistic
• 22:58
  price expectations? Have these conversations early,
• 23:01
  Have these conversations often, then authority.
• 23:04
  Who am I dealing with? Is this the person that can say
• 23:09
  yes? Is this the person that can
• 23:11
  authorize my payment? Is this the person that can
• 23:14
  authorize this project to continue?
• 23:17
  If not, I am talking to the wrong person and that is why I
• 23:21
  say during my trainings that. Don't.
• 23:23
  Waste your time talking to houseboys.
• 23:28
  If you are talking. To the houseboy.
• 23:29
  Does the houseboy have the authority to say yes?
• 23:35
  We're going ahead. The answer in most cases is no,
• 23:40
  but you won't know. What do you ask?
• 23:43
  There was a time I was trying to do something at the.
• 23:47
  British High Commissioners, sorry.
• 23:49
  At British British Council and they put me in touch with
• 23:53
  someone and they said that that person was the head of
• 23:57
  residence. Fancy title, eh?
• 24:01
  But. Still, I had the conversation
• 24:03
  with the Head of Residence or Chief of residence, chief of
• 24:06
  residents to find out what her authority was and and I realized
• 24:09
  that, oh, OK, even though ordinarily sorry for forgive me
• 24:13
  for those of you who have this job, I'm not trying to downplay
• 24:15
  you. I'm just trying to put it put it
• 24:17
  in Niger setup. So head of residents in Niger
• 24:21
  parlance, we still call you a glorified.
• 24:24
  Houseboy, I'm sorry. I'm just saying that's what
• 24:27
  Nigerians think. As in, if I go and tell my mom
• 24:29
  right now that I've got a brand new job and I'm the chief of
• 24:32
  residents for the American ambassador, they have the
• 24:39
  ambassador for America to Nigeria, you know, blah, blah,
• 24:41
  blah. You know, my aunties will be
• 24:43
  laughing at me as he, this one after all this school at the end
• 24:47
  last last night, houseboy. He became a houseboy then.
• 24:50
  Well, he's a houseboy, but I pay him dollars, you know?
• 24:53
  You know. Anyway, so sorry, I'm not trying
• 24:55
  to denigrate your profession, but I had the conversation with
• 24:57
  her to figure out her authority. And I said, oh.
• 25:00
  OK, she actually is highly placed.
• 25:02
  She makes administrative decisions not just around
• 25:06
  domestic staff, but around contractors and blah, blah,
• 25:08
  blah. So I knew that it was fine for
• 25:11
  me to continue talking to her because at the end of the day
• 25:13
  she had authority to say start. Today.
• 25:18
  Or authority to transfer. Money.
• 25:23
  So that we can begin the project.
• 25:26
  So you should be having those conversations.
• 25:28
  Authority conversations. Who are you talking to?
• 25:30
  Can the person say yes? Can the person say no then?
• 25:34
  Need Nigerians where well anyway everybody has needs
• 25:39
  conversation, but we just need to get better at need
• 25:41
  conversation. Need conversations when you're
• 25:43
  just trying to figure out exactly what is this problem
• 25:47
  that the person has or what is the vision that they're working
• 25:50
  towards. Then T timelines we should be
• 25:53
  having conversations about when are we going to start.
• 26:00
  When you get. A sense of people's timelines
• 26:03
  and you get a sense of. All I put.
• 26:06
  In now, OK, when we say timeline, we also mean urgency.
• 26:11
  Urgency means is there any particular reason that people
• 26:14
  have to take action soon? Because you can't be talking to
• 26:17
  somebody and this deal can be a $16,000 opportunity.
• 26:23
  But honestly speaking, if there is no pressing reason why the
• 26:26
  person wants to take action today or tomorrow or next month,
• 26:29
  you don't have a deal on your hands.
• 26:32
  You don't. Now I'm.
• 26:35
  Lucky that after my legal career, because I'm a former
• 26:38
  lawyer turned business consultant, the next thing I did
• 26:40
  was events. And in events, timelines,
• 26:44
  urgency. We learned this one very well.
• 26:46
  Because. Those of us in events, we get
• 26:49
  burned by timelines a lot. You talk to somebody, it's a big
• 26:52
  deal, blah, blah, blah, blah, blah.
• 26:53
  Then when it's time to transfer the person, say, oh, no, no, no,
• 26:55
  the event actually is next year. And then you now feel like I
• 26:58
  need it. Like, what the hell was I
• 27:00
  wasting my time for chasing this person for three months and then
• 27:04
  this job is next year. And why in the hell would I want
• 27:07
  to give him a quote and lock it down at today's price for an
• 27:10
  event that is next year? So for those of us who are in
• 27:13
  events, we learned very early timelines.
• 27:17
  So I'm lucky that I started in events.
• 27:20
  Because. Also in events when you're
• 27:21
  hanging around with other people, wedding planners, MC
• 27:24
  cake makers, caterers, video people, you start seeing how
• 27:28
  conversational people stylishly fish for this information.
• 27:32
  Now, one thing that wedding planners used to do, and I
• 27:34
  started doing that was oh, congratulations, you just got
• 27:37
  composed to how did you guys meet?
• 27:38
  Oh, that's wonderful, school abroad, blah, blah, blah.
• 27:41
  Oh how when is when is the wedding date?
• 27:44
  You see? You start with how did you guys
• 27:45
  meet? When is the wedding date?
• 27:48
  To. Outsiders.
• 27:49
  It seems like it's just this conversation, but no, the
• 27:51
  wedding planner knows what she's doing.
• 27:53
  Excuse me? The wedding planner is not going
• 27:55
  to invest weeks building relationship with someone who
• 27:59
  they had. They don't even have a wedding
• 28:00
  date. That's the reason why wedding
• 28:04
  planners do all that. Like, Oh well, oh, so nice to
• 28:07
  see you. Oh blah blah, let me see the
• 28:09
  ring. Oh, the ring is beautiful.
• 28:10
  How did he propose 00 blah blah blah?
• 28:13
  Blah blah blah. Always.
• 28:15
  Oh, what venue have you guys selected?
• 28:18
  What venue have you guys selected?
• 28:20
  Excuse me now question, when is the wedding date?
• 28:22
  What venue has have you guys selected?
• 28:25
  The wedding planner is actually asking about tea timelines or
• 28:30
  urgency. The ring might be wonderful.
• 28:35
  They might have money, but if they have not selected wedding
• 28:38
  date, if they've not selected wedding hall, why am I talking
• 28:41
  to this person? The person says, oh, we haven't
• 28:45
  selected yet, but we are considering this place, this
• 28:49
  place, this place. Can you see that?
• 28:51
  OK, We are considering OK. It's a sign that OK seriousness
• 28:56
  day. There is hope timelines urgency,
• 29:01
  please. No matter the the, the
• 29:06
  discipline, whether you're into books, whether you're into
• 29:08
  events, whether you're into consulting, whether you have a
• 29:12
  startup, whatever timelines now, how come this guy sends six
• 29:17
  books? The reason why this is one of
• 29:20
  the questions that's arising is if, let's say in your industry
• 29:23
  now, like in this case, people normally send one or two books,
• 29:26
  but then you finish your conversation or somebody sends 6
• 29:29
  before you review anything, you suppose pick up the phone and
• 29:32
  then boss Chief, you say chief. Chief would make say yes, my
• 29:35
  son. So I just received your e-mail.
• 29:37
  No, well, we're talking. I thought it was one or two
• 29:39
  books, but Chief, you sent me 6. The children now say, Oh yes,
• 29:44
  yes, yes, my son. Sorry, I forgot to tell you.
• 29:46
  I sent you 6. I'm actually working on one now
• 29:49
  and I actually want all of those ones to be published.
• 29:53
  That's what we're going to be working on.
• 29:56
  You will ask first before you start to review anything.
• 30:00
  Because. Magic Mike?
• 30:01
  I wanted to ask him now. OK, no problem.
• 30:03
  Chief sent you 6 books. You review 3.
• 30:05
  How did you know which three to review?
• 30:10
  Somebody send you 6. Maybe the person is just sending
• 30:12
  you 6 as per see the breadth of my work.
• 30:17
  But maybe it is book #5 that the guy wants to publish.
• 30:19
  If you invested time in reviewing book 1213, can you not
• 30:23
  see that you wasted your time? But of course I.
• 30:29
  Didn't tell Magic Mike like that.
• 30:31
  And that's the. Reason why I'm making this
• 30:32
  episode so that Magic Mike will hear.
• 30:35
  And you know, other people will learn as well.
• 30:41
  So that's also another question arising.
• 30:43
  How come he sent six? You have to have a conversation
• 30:45
  with people. Now, Chief, we had a
• 30:48
  conversation earlier. This is what I thought.
• 30:51
  You have sent an e-mail and you sent, you sent more than I was
• 30:55
  expecting. So what are we, what are we
• 30:58
  doing here? Are we publishing just one and
• 31:00
  you want my opinion on 6 or you want?
• 31:03
  US. To do all six.
• 31:04
  So Chief, like let me know, like what's the plan?
• 31:07
  Then once you ask, you keep quiet and let Chief Odomego
• 31:10
  continue to talk from there, from all the things that Chief
• 31:15
  Odomego says, you will now know how to plan the way forward.
• 31:19
  So let's continue because it's already 30 minutes.
• 31:22
  So Magic Mike now continue telling me, give me the gist
• 31:26
  that in the beginning when I was talking to Chief Odomego,
• 31:28
  Odomego was saying things like as soon as possible, as soon as
• 31:32
  possible, as soon as possible. And so Magic Mike was happy
• 31:35
  because who doesn't want to charge like twelve, $16,000?
• 31:40
  Look, I'm telling you, the first time nothing happens to you,
• 31:42
  when you see the equivalent in your account in Naira, I say it
• 31:47
  is orgasmic. The first time it happens to
• 31:50
  you, you don't be able to work again.
• 31:53
  That's the very first time. Now after a while you get used
• 31:56
  to it, but the first time you'll be able to work again, you know,
• 31:58
  you stand up, you know, you go to the fridge, you maybe make
• 32:04
  like Indo mie, you know then you know you fry egg.
• 32:10
  It's amazing egg. You now fry like maybe 5-6 egg.
• 32:13
  You know send the gate man to go and buy Fanta for you because
• 32:17
  you know money has come in so it's not as if you're on
• 32:19
  emergency mode anymore. You know you watch small film on
• 32:24
  Netflix. You know you'll be confused at
• 32:28
  first. You need time to step down, then
• 32:32
  maybe tomorrow ahead you'll now be able to work.
• 32:34
  And then of course, you call your wife and you give her the
• 32:36
  good news. You people thank God you know
• 32:39
  you, you say prayers. And if your wife is a holy
• 32:43
  woman, unfortunately for you should start talking about
• 32:45
  tithe, which is conversation you don't want to hear because you
• 32:48
  collected 16,000. Dollars.
• 32:51
  Your wife is now saying we supposed to remove $1600 to give
• 32:55
  to the church anyway. So maybe if you're married to a
• 33:00
  spirit filled woman, don't tell her how much you collected.
• 33:02
  Just tell her that good money came inside.
• 33:04
  Let's just leave. It like that So what was that
• 33:09
  so. Chief is saying as soon as
• 33:11
  possible, as soon as possible, as soon as possible.
• 33:13
  OK, no problem. But then Magic Mike started
• 33:16
  noticing that there were a pattern of delays, and this is
• 33:19
  where a lot of us make problems. I said, make problems, make
• 33:23
  mistakes. A problem begins to arise when
• 33:27
  somebody tells you as soon as possible.
• 33:28
  As soon as possible sounds sweet, but remember, we all have
• 33:30
  different time frames. For me, when somebody tells me
• 33:33
  as soon as possible, I'm making today's recording on Wednesday.
• 33:36
  My own assumption is that by Friday, worst case scenario, we
• 33:40
  don't start. That is, help me.
• 33:42
  I understand as soon as possible.
• 33:44
  Some people say as soon as possible, they actually mean two
• 33:46
  weeks from now. So I never assume that I know
• 33:53
  what as soon as possible means. Oh, and by the way, there are
• 33:56
  some people, those ones are rare.
• 33:57
  There are some people who say, when they say as soon as
• 33:59
  possible, What they mean is by the time we caught this
• 34:02
  conversation, we're beginning immediately.
• 34:06
  So you need to know who you're dealing with because for those
• 34:09
  people and those Nigerians are rare who say for them as soon as
• 34:13
  possible means if we end this conversation at 12:30, by 12:35
• 34:17
  start on my project, You need to know so that you know you won't
• 34:22
  be rushed. So when somebody says we're
• 34:25
  going to start as soon as possible, you say, oh,
• 34:28
  fantastic, Yeah, I'd love to get on that.
• 34:32
  No problem. I'll speak to my team.
• 34:34
  But sorry Chief, just to be sure we're on the same page when you
• 34:36
  say as soon as possible, what do you mean by that?
• 34:40
  That is wrong way to ask. I hear what Chief would make,
• 34:43
  will say. And she?
• 34:45
  Maybe says, Oh yeah, sounds possible.
• 34:47
  I want to start in about two weeks.
• 34:49
  In about two weeks. That sounds good, but don't
• 34:51
  leave it like that. You will.
• 34:52
  Now look at your calendar for those of us who have fancy
• 34:55
  wristwatches. So one moment and my calendar is
• 34:58
  on my watch. So if he says two weeks from now
• 35:01
  I just checked my smartwatch, yes.
• 35:03
  I have a smartwatch. Let me flex on you.
• 35:05
  Sorry. Hold on.
• 35:09
  OK, He's back. My calendar closes quickly.
• 35:11
  So I now say, oh, that, Chief, two weeks from now is the 20th
• 35:15
  of May. So does that sound about right?
• 35:19
  You want us to begin by the 20th of May, and then Chief will say,
• 35:21
  Oh yes, by 20th of May, I would like the production on these
• 35:24
  books to have begun. Then you will now start working
• 35:28
  backwards. OK, Chief, no problem.
• 35:30
  For us to start on the 20th of May, I'll need to mobilize the
• 35:33
  team. I'll need to do this.
• 35:34
  I'll need this. So I will need.
• 35:37
  A. Payment of 80%.
• 35:39
  So in this case, Chief, I will need you to transfer what is 80%
• 35:44
  of $16,000 now. I don't know let.
• 35:47
  Me make it up, let's just say 10,000.
• 35:48
  So on each transfer $10,000 10 days before.
• 35:55
  So that means you'd have to make a transfer by the 10th of May,
• 36:01
  Chief of Domingo. Is that something we can work
• 36:03
  out? If your Domingo says yeah, it's
• 36:07
  doable, OK, no problem. You will now be specific again.
• 36:10
  So OK, no problem Sir. So 10th of May actually is next
• 36:14
  week Sunday. But you know what, let's how
• 36:17
  about we just say Monday worst case scenarios, OK, yeah, Monday
• 36:20
  is fine. Monday is fine.
• 36:21
  My PA should be around. Monday is fine.
• 36:22
  OK, fantastic. Then So Chief, I'll be expecting
• 36:25
  a payment on Monday and our start date is going to be the
• 36:28
  20th of May. I'll send you an e-mail just as
• 36:31
  a recap and also send the recap to your WhatsApp.
• 36:34
  So Chief, will that be all? So yes, that's good.
• 36:36
  Any other issue or no other issue then caught the phone
• 36:39
  call. You see, that's how we.
• 36:42
  Do it. As soon as possible.
• 36:46
  It's not a date. As soon as possible is not a
• 36:50
  reasonable expectation. It's not.
• 36:52
  It just means different things to different people.
• 36:54
  So whenever you hear as soon as possible and you don't want to
• 36:58
  get heartbreak, you don't want to hear delay, delay, delay,
• 37:01
  delay. You ask if when you say as soon
• 37:03
  as possible, what do you mean by that?
• 37:07
  Or if you're the Ford type, like me, I can't be Ford.
• 37:10
  So if somebody says as soon as possible, I say, oh, fantastic.
• 37:13
  So that means we're going to get started by Friday, right?
• 37:16
  I mean and. One, I'll push out something.
• 37:18
  Yes, for some of you it's two forward.
• 37:21
  Don't worry, you don't have to be like me.
• 37:22
  I'm just giving you all the options.
• 37:23
  Number one, you can put the ball in person's court.
• 37:26
  When you say as soon as possible, what do you mean?
• 37:28
  What time frame do you have in mind?
• 37:31
  For me, I'm forward. Some people might even say rude,
• 37:35
  don't be like me for me, I'm going to put something down so
• 37:37
  fantastic as soon as possible. So let me if we could get
• 37:40
  started by Friday and then Chief will now say.
• 37:44
  Friday. You small boy, isn't all 16,000
• 37:46
  lbs dollars we're talking about? You want me to mobilize $16,000
• 37:50
  between now and Friday? Sorry Chief.
• 37:51
  Now see if you said as soon as possible.
• 37:54
  Oh. OK.
• 37:54
  Sorry, Chief. OK.
• 37:55
  When you said as soon as possible, what do you mean?
• 37:57
  But either way, I'm trying to force Chief so that both of us
• 38:01
  can say something concrete as soon as possible.
• 38:04
  It's not the same thing as saying we're going to start on
• 38:07
  May 20th. We're starting on May 20th.
• 38:09
  That one is stronger, especially since you said, OK, to start on
• 38:14
  May 20th. I need a payment by May 10th.
• 38:17
  Oh, May 10th is Sunday. No problem.
• 38:19
  Let's make it May 11th, Monday. So payment May 11th, start date
• 38:24
  May 20th. That one is strong.
• 38:27
  If I'm calling chief to follow up to follow through.
• 38:30
  It's different. I'm not a pest.
• 38:32
  We. Both agreed together.
• 38:35
  But if she says as soon as possible, you say, oh fantastic,
• 38:38
  I'm looking forward to working with you.
• 38:39
  So you end the call. When you call him on Friday,
• 38:42
  you'll be wondering, is it too soon?
• 38:44
  Is it too late? Am I being a pest?
• 38:46
  Am I being a beggar? Am I too forward?
• 38:47
  Am I too backward? Will it make?
• 38:51
  These things as clear as possible.
• 38:54
  So number one question arising, what does as soon as possible
• 38:57
  mean? Ask or clarify expectations.
• 39:00
  Then try to gain an advancement. An advancement just means both
• 39:04
  of you mutually agree that this is the next step.
• 39:06
  The closer you can get to putting something on the
• 39:09
  calendar, you know the better. Then Magic Mike said OK, that
• 39:15
  after he said as soon as possible, I sent the invoice.
• 39:18
  Now that's a mistake a lot of us make.
• 39:19
  Somebody said as soon as possible, you now send invoice.
• 39:22
  You send invoice without agreeing on when the money was
• 39:25
  going to come and when we're going to start.
• 39:26
  OK, no problem. And then he now saw it and said,
• 39:29
  Oh yeah, yeah, yeah, Magic Mike, I've seen your invoice and I
• 39:32
  should make a transfer of the coming week.
• 39:34
  And I said OK, sure. No problem, chief.
• 39:36
  OK, the coming week, then you end the call.
• 39:39
  Now, if you've been listening and following from the
• 39:41
  beginning, you already know what I'm going to say next.
• 39:46
  The coming week, No be timeline. The coming week No be clear
• 39:51
  expectation the coming week can mean anything for boys like me
• 39:56
  when you say the coming week today is a Wednesday for me the
• 39:59
  coming week means Monday there's some people who for them the
• 40:03
  coming week means we're talking on the Wednesday so therefore I
• 40:07
  will transfer the thing on a Wednesday and then some other
• 40:10
  people the coming week means 1 clear week will pass so I didn't
• 40:14
  pull up my calendar again yeah yeah I know smartwatch yeah I'm
• 40:18
  flossing I get so for some people 1 clear week will pass
• 40:21
  what I mean is the. Today's 6th.
• 40:26
  What that means is the week of Monday, the 11th all the way to
• 40:32
  Friday or 15th will pass first. So for people like that, who
• 40:37
  means one whole week will pass. When they say the coming week,
• 40:40
  they actually mean like May 17th, May 18th.
• 40:44
  Can you say that the coming week means different things to
• 40:46
  different people? The coming week, no be timeline
• 40:50
  at all. So question arising is when
• 40:54
  Chief Odumaigo now says the coming week, you say, oh,
• 40:57
  fantastic, Chief. Yeah, looking forward to that.
• 41:01
  In fact, this is your book #3 self.
• 41:03
  Very, very exciting. I'm even thinking we should
• 41:05
  start with that. How about Chief?
• 41:07
  By the way, when you said the coming week, what do you mean?
• 41:10
  That's for those of you. OK, maybe some of you say what
• 41:13
  do you mean it's too aggressive? OK, so when you say the coming
• 41:17
  week, what do you have in mind Now for me, because I like to be
• 41:22
  forward, I don't like putting in their courts because some people
• 41:24
  will say the coming week you say what do you mean?
• 41:27
  You say, oh you know what, scratch that, let's make it 4
• 41:30
  weeks from now. I don't have to be here 4 weeks.
• 41:31
  I'm trying to collect the money as quick as possible.
• 41:34
  So I want to ask, let's see. OK, So Chief, when you say the
• 41:40
  coming week, does that mean we are rolling on Monday?
• 41:43
  We should be in the studio by Monday, I should mobilize the
• 41:46
  team by Monday? I will ask and then hear what it
• 41:49
  is that he has to say. Now, based on what he says,
• 41:51
  we'll now try and narrow it down again and again and again.
• 41:54
  If he says, oh, when I mean the coming week, I mean, you know,
• 41:56
  after a week I should transfer the money and say, oh, OK, so
• 41:59
  that means this coming week of Monday 11th up until 17th, we're
• 42:04
  not taking action on that. So, OK, so that means we should
• 42:06
  be looking at Monday 18th. Does that sound about right,
• 42:09
  Sir? I said yeah, we think I should
• 42:11
  be able to make that happen. OK, so fantastic.
• 42:13
  No problem. By the time I'm done with this
• 42:15
  conversation, I'll send an e-mail with a recap and also a
• 42:21
  WhatsApp message. 1 Chief, you remember that we actually need
• 42:24
  70% to start off, So that will be a transfer for $10,000.
• 42:28
  Chief, you remember, you know Chief will say yes or you Chief
• 42:35
  doesn't want to say yes. At least you will now start
• 42:37
  quarreling about it. Now instead of you, you're
• 42:40
  expecting $10,000 and then Monday 18th you now see transfer
• 42:44
  for $5000 and then Chief will now say. 5000.
• 42:47
  Dollars is money now. Just start.
• 42:49
  Just start. I'm having the conversation now.
• 42:52
  Remember clear expectations, clear advancements.
• 42:59
  So we will have that conversation and we will have it
• 43:02
  now. I will either ask Chief what he
• 43:05
  has in mind while I propose something, but the conversation
• 43:07
  will happen now so that by the time we're done, it will be
• 43:10
  clear that I'm expecting $10,000 on the 18th of May.
• 43:18
  For some of you who think this my example is too high for
• 43:19
  Luton, you know it's not. They're Nigerians who are
• 43:21
  charging in dollars, dollars, dollars.
• 43:25
  If I was all my. Clients who said, oh, I was
• 43:27
  talking to this guy, blah blah blah blah blah and the guy said
• 43:31
  the guy said 8000. That doesn't work for me.
• 43:33
  In my mind I was now thinking 8000 because the guy provides
• 43:36
  equipment so and I said so 8000. I said sorry what we're talking
• 43:40
  about 800,000. This guy said no $8000 and when
• 43:43
  I was thinking oh so you charge your clients $8000 now when he's
• 43:48
  me now you now be paying me coins in naira.
• 43:52
  So anyway. Yeah, there are.
• 43:53
  There are people who are at that level.
• 43:57
  Yeah, God willing, me too. I'll be there too when I'm
• 43:59
  charging people. Thousands of dollars.
• 44:03
  Where was I? So coming week then coming week
• 44:09
  after coming week, now Magic Mike was calling Chief O Dumago.
• 44:12
  And then Chief was like, oh, I had an accident, I need to
• 44:15
  recover first, you know, blah, blah, blah.
• 44:17
  And of course, Magic Mike is a reasonable human being because
• 44:20
  it makes sense. Now somebody person just say,
• 44:22
  you know, I've got an accident. They somehow to be saying, oh,
• 44:24
  OK, sorry, get well soon. Yeah.
• 44:26
  But Chief, when you transfer my money, you know, it's somehow
• 44:28
  it's tone deaf. We should not be tone deaf, so
• 44:34
  Magic Mike now wanted to sympathize instead of applying
• 44:37
  pressure. And that makes.
• 44:39
  A lot of sense. So the question arising now is
• 44:42
  how can you sympathize without applying pressure?
• 44:47
  So first of all, you offer your normal, you know, it depends on
• 44:52
  you and your relationship or whatever thing you normally say.
• 44:55
  This is about where you say that God forbid.
• 44:59
  Anyway, we thank God for life, the immediate life.
• 45:01
  Sorry you the injury is not too much you know blah blah blah
• 45:04
  blah blah. These are enemies they will
• 45:07
  never succeed for us in 2026 or Amen blah blah blah.
• 45:10
  This is what about your family? How are they of your wife is not
• 45:14
  really freaking out too much you know blah blah blah.
• 45:16
  You know that kind of conversation.
• 45:19
  Then you also ask a few questions to understand the path
• 45:24
  to recovery. Like I was talking to someone
• 45:26
  the person went ghost after a while when we connected turns
• 45:29
  out the person was in a very very bad accident.
• 45:31
  I was like sorry hope the kids are not in the car.
• 45:35
  No no no it's not the kids was just him.
• 45:37
  Everything I've had currently is a physios Cesario.
• 45:41
  And this. Physio thing, like when my
• 45:42
  auntie was doing physio for I was like 10 months, they said
• 45:45
  no, I'll not be. Like that now, no.
• 45:47
  No, no. No, no, like we're done with the
• 45:49
  surgery. So physio, yeah I should be done
• 45:51
  in about 6 weeks. You see from having a
• 45:55
  conversation with this guy and I knew that oh, OK, six weeks is
• 45:58
  kind of a reasonable time to recover and then I now knew how
• 46:02
  to pace my own follow up accordingly.
• 46:08
  But you will ask conversations. So I say ask conversations.
• 46:11
  You will engage in a conversation, you will ask some
• 46:14
  questions based on the surrounding conversation, the
• 46:17
  information based on the spokesman info that drop.
• 46:20
  You will now know how to pace yourself.
• 46:23
  Whether you. Close mark the guy.
• 46:25
  And yes, I agree, close marking somebody who's been involved in
• 46:28
  an accident is in bad taste. From the.
• 46:31
  Conversation you you know so that is how you can sympathize
• 46:36
  without applying pressure you call the person you find out you
• 46:39
  will genuinely be shocked you know sympathize OK blah blah
• 46:43
  blah you're on the path to recovery we thank God blah blah
• 46:48
  blah blah blah if you can't get any extra details maybe you can
• 46:51
  be done propose something say ah we found what everything turned
• 46:54
  out well so chief I guess this means that we should just this
• 46:58
  thing should be on the back border now for like another kind
• 47:01
  two months Abby and I hear what chief has to say if chief says
• 47:06
  honestly I need more than two two months I'm thinking maybe
• 47:10
  let's revisit this thing in December OK no problem they know
• 47:12
  that that's. It December.
• 47:16
  In this case, Chief was like, oh, no, no, no, no, no, no, no.
• 47:19
  It's not that deep. It's not that deep.
• 47:21
  It's just the car that got destroyed.
• 47:22
  You know, I'm like, I'm OK. The doctors say I should be up
• 47:27
  and doing by so, so, so, so. In fact, I have to see if I can
• 47:29
  be up and doing before so, so, so and so did.
• 47:32
  So OK, no problem. Based on what Chief have said,
• 47:34
  you now know how to continue with follow up, how to continue
• 47:42
  to mark him. Then based on what?
• 47:48
  Chief said We agreed that, you know, in the future, but not too
• 47:52
  far. Then after that, sorry, some of
• 47:55
  you will be wondering that this story is beginning to have too
• 47:57
  much key leg. Yes, I'm.
• 48:01
  Glad that you have seen that this story is beginning to have
• 48:04
  too much key leg. I'm glad you have seen that this
• 48:08
  story is beginning to get too much corner corner.
• 48:11
  The corner Corner happens when you're not on top of your game
• 48:14
  from the beginning. If.
• 48:17
  You are not getting clear advancements if you are not
• 48:20
  getting clear directions, clear agreement.
• 48:22
  This is what we're doing well. This is the next step.
• 48:24
  This is how your story will be getting Corner Corner.
• 48:27
  Then you now. Start saying that Nigerians are
• 48:29
  indecisive. Nigerians are not indecisive.
• 48:32
  You are not handling your sales processes properly.
• 48:36
  That is where all these K leg and this Ben Bend is entering
• 48:39
  the situation. I'm glad that you're frustrated
• 48:42
  about how the story is taking long.
• 48:44
  It's taking long because you, the business person have allowed
• 48:47
  it to take long. I hope you guys are feeling me.
• 48:55
  If this story is if the bend bend is too much for you and
• 48:58
  this kind of corner corner has happened to you, the corner
• 49:00
  corner was your fault, not the client's fault.
• 49:05
  The client is just living their own life.
• 49:06
  Priority is changing. Things are happening.
• 49:09
  You're the one that didn't stay on top of it.
• 49:10
  Have you noticed that when we go to the medical doctor, the
• 49:13
  doctor doesn't leave it up to us?
• 49:15
  The doctor tells us in advance we've taken these tests, I
• 49:18
  expect to see you back here in six weeks so that we can review
• 49:22
  results. The doctor will tell you, the
• 49:25
  doctor will take charge. That is the reason why I say any
• 49:28
  Nigerian business person, pretend you're a medical doctor.
• 49:31
  That is the best way to organize your business.
• 49:33
  Just pretend you're a doctor. The doctor knows he's the
• 49:36
  specialist. The doctor takes charge.
• 49:38
  The doctor is interacting with the client and they're coming up
• 49:42
  with next steps and guidelines and you know everything.
• 49:48
  If you don't learn anything from me.
• 49:49
  The next time you go to the hospital and you're interacting
• 49:52
  with a medical doctor, pay attention to what the doctor is
• 49:54
  doing, especially if this is something that requires a long
• 49:57
  term case management. Pay attention to the way the
• 49:59
  doctor is, you know, doing his thing.
• 50:01
  Then take those same principles apply to your business.
• 50:03
  You'll be all right. So anyway, and the last
• 50:13
  conversation, Magic Michael and Chief Odumaigohat remember not
• 50:16
  their real names. So Michael is doing very well,
• 50:19
  but you guys say you want to travel, you all enter E, then
• 50:23
  from the east you will come back to Lagos.
• 50:25
  Then he will now consider making the payment on Monday.
• 50:28
  So that was good. Now.
• 50:29
  Question arising. When?
• 50:31
  Chief say I will consider, by the way, this is quotation when
• 50:36
  Chief say I will consider making a payment on Monday.
• 50:39
  If you've been listening, I'm following.
• 50:40
  You know what I'm going to say now.
• 50:42
  What? Does that mean I will consider
• 50:45
  making a payment on Monday is not the same thing as I will
• 50:48
  make a payment on Monday. Now, there are different ways of
• 50:51
  going about it, but either way, you will ask Chief.
• 50:55
  A question. Mr. Oh, Chief, you said consider
• 50:57
  making the payments achieve this.
• 50:59
  Consider. OK.
• 51:00
  When you say consider making a payment, what does that mean?
• 51:05
  He might say, oh, I'm having a meeting with my accountant on
• 51:07
  Monday. It is then I will know my cash
• 51:09
  position, especially after the accident, and then we'll be able
• 51:12
  to know whether we're moving forward or not.
• 51:14
  You say, oh, OK. Thanks chief.
• 51:16
  I just wanted to understand better so when I.
• 51:18
  Call you on Monday. It's just to find out how the
• 51:20
  meeting with you and the accountant went, is that
• 51:22
  correct? So she would say yes, OK, cool,
• 51:23
  no problem. So I'll call you on Monday to
• 51:25
  see about the accountant meeting.
• 51:26
  Good. Expectations are becoming
• 51:30
  clearer because for me I'm very optimistic and I'd like to count
• 51:35
  my money before it hatches. Unfortunately my mom still give
• 51:38
  me advice on that because sometimes she comes to visit.
• 51:40
  I talk to somebody. By the time I get off the phone
• 51:43
  based on what the person say, I already start planning.
• 51:45
  OK school fees is coming, DSTV this is not that.
• 51:48
  In my head I'm ready spending the money.
• 51:49
  My mother will say relaxed now as the guy transferred say no
• 51:51
  no. But I think this will, my mom
• 51:53
  will say, look like stop this rubbish.
• 51:55
  Don't count your. Chickens before they hatch.
• 51:59
  So for optimistic people like me, when somebody says I'll
• 52:02
  consider making a payment on Monday, in my mind I will tell
• 52:04
  my wife that God has done it to money is coming on Monday.
• 52:08
  Because I'm. Optimistic.
• 52:10
  So to protect myself, I also saw that it is clear to Chief.
• 52:13
  I'll ask Chief, OK, consider making a payment.
• 52:15
  What does that mean? Asking a question.
• 52:20
  Now me, I'm on the mall forward side.
• 52:22
  So I will say, oh, fantastic. So we're finally going to start.
• 52:25
  So, Chief, does that mean I can tell the boys that?
• 52:29
  By. 10 AM we're going to see the 10K deposit.
• 52:32
  Dollars so that we can continue. Yeah, for some of you it's two
• 52:36
  forward. But don't worry, don't try it my
• 52:38
  way. Just know that the approach is
• 52:41
  question by the time I ask it like that, Chief.
• 52:44
  Now clarify. I said no, no, no, no, no, no.
• 52:47
  I told you about the accident now so sorry.
• 52:48
  Sorry, Chief, I forgot. Me and the accountant are going
• 52:51
  to see on Monday will consider my position.
• 52:53
  We now know whether we can move then also.
• 52:55
  Oh, OK, no problem. In that case, no problem.
• 52:58
  I'll mobilize the boys. I'll just call you on Monday to
• 53:00
  find out how far say. OK.
• 53:02
  Cool. No problem.
• 53:03
  So, Chief I. Can call you like by. 12 ABI,
• 53:05
  Yeah, 12 is OK, OK, no problem. We are now clearer.
• 53:12
  Instead of assuming I'll consider making the payment on
• 53:14
  Monday, means that money is coming on Monday.
• 53:18
  So that's. One question arising now, Magic
• 53:21
  Mike said. I'm concerned because all this
• 53:23
  change, change, change becoming repetitive.
• 53:26
  I think I'm making progress, then something, I think I'm
• 53:28
  making progress, then something, blah blah.
• 53:30
  Blah blah blah blah blah blah blah.
• 53:31
  And that's exactly what I said. As Magic Mike is frustrated,
• 53:38
  you, the listener of the story, you're frustrated.
• 53:40
  It is good that we are frustrated at this point.
• 53:42
  Just know that the frustration is not the customer's problem.
• 53:47
  It's not the customer's fault. It is our own fault.
• 53:49
  If anybody they frustrate me is not the person's fault.
• 53:52
  I am the one who allowed myself to be frustrated.
• 53:55
  Listen up, please. We are the entrepreneurs, the
• 54:00
  business peoples, the founders, the CEOs, the whatever we.
• 54:03
  Take. Responsibility for how this
• 54:05
  thing is going to turn out. We're adults here.
• 54:09
  We can't. Keep blaming other people for
• 54:10
  our problems. So yes, you should be
• 54:13
  frustrated. The reason why the frustration
• 54:15
  is coming is because of any of these questions arising, matters
• 54:19
  arising that I spoke about. Now, Magic Mike spoke about how
• 54:25
  he's been telling Chief about, oh, it's important that we get
• 54:28
  started soon because we're dealing with seven books.
• 54:33
  So Magic Mike has been trying to inject urgency into the
• 54:37
  situation. Remember BANTT timelines?
• 54:41
  So Magic Mike had been trying to inject timeline into the
• 54:45
  situation. And that, that's the problem.
• 54:51
  Yes, lots of American marketing groups have taught us to
• 54:55
  manufacture urgency. But here's the truth.
• 54:59
  Apart. From online retail, the rest of
• 55:02
  us can't manufacture urgency. We just can't.
• 55:04
  We can't force somebody to move before they are ready.
• 55:09
  We can't. People in online retail, they
• 55:11
  can't do that. So if Amazon says oh, Black
• 55:13
  Friday this that that that that 50% off before.
• 55:19
  Before March. Before May 25th, we know that we
• 55:24
  have better act now because if we go May 26th, Amazon will say
• 55:27
  sorry, promotion has ended. They have those options.
• 55:33
  The rest of us. Consultants.
• 55:37
  Accountants, architects, people in book publishing, people in
• 55:42
  audio and video. We just can't manufacture that
• 55:44
  kind of urgency. We just can't.
• 55:47
  The dynamics are different, so please stop trying to
• 55:52
  manufacture urgency or inject urgency into the situation.
• 55:56
  The better thing to do is to work with the urgency that the
• 55:59
  person already has. Try and discover what the
• 56:04
  urgency is and work with it. Let the person say their own
• 56:08
  timeline. You will now be the professional
• 56:11
  and keep them on track with the timeline that they disclosed.
• 56:15
  Also when it is the other person who has disclosed the timeline
• 56:18
  and you are the one who is now doing project management to keep
• 56:21
  them on track. You are not being a pest.
• 56:23
  It's just a matter of like, ah, chief, this is what you told me.
• 56:25
  Now if you wanted. Those done by August 7th, you
• 56:29
  know that's. The reason why I'm on this,
• 56:31
  you're the one that said by August 7th, everything should be
• 56:34
  live. This book should be produced.
• 56:36
  We want it to be considered for the Ana Awards.
• 56:41
  Ana is that association of Nigerian authors that be you
• 56:45
  want it ready for Ana awards. Ana is in October.
• 56:48
  So Chief, we both agree that this is supposed to be book
• 56:51
  should be done by August. Now in that case, you're not
• 56:55
  being a pest. You're not simply holding chief
• 56:56
  to what it is that Chief said. If you're the one that's trying
• 56:59
  to manufacture urgency that are chief the book is plenty is this
• 57:02
  that that is 7 projects we're supposed to start now you will
• 57:06
  come across as a pest. So that is why T is important T
• 57:12
  T in bands BANTT timelines. How soon would you?
• 57:18
  Like us to get started you. Ask them how soon would you want
• 57:22
  us to get started? Chief?
• 57:26
  I hope you don't mind me asking what timelines do you have?
• 57:31
  Chief will now say it. OK, several books.
• 57:35
  This is a very tall order. Hope you don't mind me asking
• 57:37
  Chief, is there any specific events that you are working
• 57:41
  towards? And left Chief say Chief will
• 57:44
  say OK, I'm clocking 70 in December and I want these books
• 57:50
  ready before then so that at my 70th birthday party that my
• 57:54
  children are planning for me will use it to launch these
• 57:56
  books. You can see now the timeline has
• 57:58
  come from Chief himself. It's not me manufacturing
• 58:02
  anything. I will now be able to walk
• 58:04
  backwards I. Will now be able to walk
• 58:05
  backwards and say OK, no problem chief.
• 58:07
  For the books. To be ready.
• 58:10
  For your birthday in December, we should have gotten ISBN
• 58:14
  number by so, so, so and so date.
• 58:17
  So therefore, let's give, you know, six weeks.
• 58:19
  Then for ISBN date, we need to submit the books to the
• 58:23
  international publishing authorities.
• 58:25
  Something, something, one thing, one thing, you know, 4 weeks
• 58:27
  before. So let's just give another four
• 58:29
  weeks gap. OK?
• 58:30
  Based on this another 4 weeks the book.
• 58:33
  Production or now I'll take like 8 weeks, so let's give another
• 58:36
  eight weeks gap. For that equates gap, it brings
• 58:39
  us now to this time for the book itself to be produced.
• 58:42
  You know me and the boys who are working on it, we need like 5
• 58:44
  weeks to do so, blah, blah, blah.
• 58:46
  So Chief, based on what you have said for your 70th birthday
• 58:49
  party which is coming up in December, if we are to hit this
• 58:53
  December 27th, your birthday party chief, we must start this
• 58:57
  thing by so, so, so, so, so date.
• 59:00
  But the. Date has come from Chief Odomega
• 59:03
  himself. This is.
• 59:08
  The best way to run things, remember.
• 59:11
  People in online retail, they can manufacture urgency, 70%
• 59:14
  off, blah, blah. They can do that.
• 59:16
  We can't. Nobody would take us seriously
• 59:20
  if I announce you on the podcast that, oh, I'm giving 50% of our
• 59:24
  conversations consultations between now and, you know, so
• 59:28
  Suzanne Suhan, blah, blah, blah, blah.
• 59:29
  Blah blah blah like you. Guys don't really take me
• 59:31
  seriously. A couple of you will show up,
• 59:33
  but some of you will say, OK, the thing ended ended April
• 59:37
  first. Let me try my luck.
• 59:38
  This is April 3rd. Let me try my luck.
• 59:41
  Am I lying? By the way, that's also the
• 59:47
  reason why I said in the previous podcast episode that if
• 59:49
  you want to try this whole manufacturing urgency thing,
• 59:52
  stick to it. If you tell them 1st of April
• 59:54
  somebody calls you at 12 O person calls you on calls you 12
• 1:00:03
  O 6 on April 2nd you say Oh no I'm sorry it expired on midnight
• 1:00:09
  you say, I say Bros not be midnight today.
• 1:00:12
  So no, no midnight was actually 6 minutes ago.
• 1:00:14
  It has expired. Stand your ground if you must
• 1:00:23
  basha. Use.
• 1:00:28
  Their own urgency. Don't try and inject it into the
• 1:00:32
  situation. So Magic Mike now says OK, he's
• 1:00:36
  debating. Should I call this guy?
• 1:00:39
  'Cause I want to. Stress him that look, we need to
• 1:00:41
  get this project off the ground to avoid further
• 1:00:45
  disappointments. Magic Mike is asking should I
• 1:00:47
  call the guy? Now this is the answer to the
• 1:00:49
  question. You're in this situation, you're
• 1:00:53
  frustrated. I get it.
• 1:00:55
  You're wondering, should I even call?
• 1:00:58
  The answer is. A.
• 1:01:00
  Capital, YES. The answer is yes, because we as
• 1:01:06
  the founder, as the CEO, as a salesperson, as the business
• 1:01:09
  owner, as the whatever, we always take the initiative.
• 1:01:14
  We never wait on the prospect. Let me repeat that again because
• 1:01:19
  some of you didn't catch that. We always take the initiative.
• 1:01:23
  We are adults here. We never wait on the prospect.
• 1:01:27
  This is the. Reason why we never wait on the
• 1:01:28
  prospect. Indecision.
• 1:01:30
  Sometimes they're tired, sometimes they're confused,
• 1:01:32
  sometimes things are going on. Chief thinks it's a good idea,
• 1:01:35
  but B has found out now that maybe his second wife is, you
• 1:01:39
  know, seeing one small boy from university.
• 1:01:42
  These things happen. Because.
• 1:01:43
  Of that Chief's mind is no longer in the right place.
• 1:01:46
  You don't take the initiative. You know chief will be focusing
• 1:01:49
  on settling his side chick instead of getting this project
• 1:01:51
  off the ground indecision competition.
• 1:01:55
  Some people will swoop in some other person will say, oh chief,
• 1:02:00
  I had a launching so so so and so book my son is into blah blah
• 1:02:03
  blah, come and talk to my son. That is competition.
• 1:02:06
  You and chief are having good rapport.
• 1:02:07
  Another person says come and talk to my son Wah Allah.
• 1:02:10
  Competition has entered the matter and then changing
• 1:02:13
  priorities like with the accident.
• 1:02:16
  This is why we take the initiative and we never wait on
• 1:02:19
  the prospect. Indecision can happen,
• 1:02:22
  competition can happen, changing priorities can happen.
• 1:02:26
  We always take the initiative so.
• 1:02:29
  You're frustrated. Pick up that phone and make the
• 1:02:32
  call. This is why we're in the big
• 1:02:35
  money and This is why we charge in dollars.
• 1:02:40
  It's our job. Pick up the phone or drive to
• 1:02:45
  Chief's house. Don't bother sending e-mail.
• 1:02:50
  e-mail has low response and at this stage with all this corner
• 1:02:53
  corner corner corner, e-mail won't help you.
• 1:02:57
  OK maybe what's up or text message but sure.
• 1:03:00
  If you know chief's house, pick up your car keys.
• 1:03:03
  Drive to the house or pick up the phone.
• 1:03:07
  See when I say. Pick up the car keys and drive
• 1:03:09
  to the house. It's because you know, it's
• 1:03:10
  chief and we're charging in dollars and it's big money.
• 1:03:13
  So if he clicks, you know, it's not a waste.
• 1:03:19
  Oh, yeah, call now, Magic Mike. His main concern is this.
• 1:03:27
  He's wondering, is his smart business move to secure the deal
• 1:03:32
  or? If I do this.
• 1:03:33
  Will I sound desperate? And I understand.
• 1:03:36
  A lot of us end up in that situation.
• 1:03:39
  Corner, corner story, story. OK Like change here, change
• 1:03:42
  here, change here Next week, next week, tomorrow, tomorrow,
• 1:03:45
  next month, next month. When I wonder Kai, I'm beginning
• 1:03:49
  to feel like a beggar, Like I'm a beggar and I'm chasing
• 1:03:52
  somebody up and down. The person said The person
• 1:03:54
  doesn't even rate me. Person no, send me now.
• 1:03:59
  This is how you follow up. And by the way, remember there's
• 1:04:03
  no follow up in sales we. Say follow through, I'll explain
• 1:04:05
  later. This.
• 1:04:07
  Is how you follow up with someone and you don't appear
• 1:04:10
  desperate at the same time. If the focus is on you, you will
• 1:04:13
  always appear desperate. If the focus is on you and how
• 1:04:16
  much money you want to take, you will always appear desperate.
• 1:04:19
  Always. No matter how posh you sound, no
• 1:04:22
  matter how smooth you dress, no matter how sophisticated you
• 1:04:24
  are, if the focus is always on you, you, you, you, you, they
• 1:04:28
  will know that you are hungry. So continue with the follow up
• 1:04:34
  most, but the focus is never on you.
• 1:04:36
  The focus should be on them, which is why, if you've noticed
• 1:04:43
  the questions that I have been suggesting here, I've always
• 1:04:46
  started off with oh, chief, what do you mean?
• 1:04:49
  I'm pushing it into chiefs priorities.
• 1:04:51
  I want to know what he means. What you know, he I'm getting
• 1:04:54
  the timeline from him. I'm getting the priorities from
• 1:04:58
  him. I'm getting the directions from
• 1:05:00
  him. All I'm doing is I'm being a
• 1:05:03
  good professional like I should be, and I'm making sure that we
• 1:05:07
  stay on track. That Chief, for us to meet your
• 1:05:10
  birthday, which is December 27th, we absolutely need to get
• 1:05:16
  started on so, so, so and so date.
• 1:05:18
  Is this something that we can make happen, chief?
• 1:05:20
  And now put it back to him. If he says yes, we can make it
• 1:05:25
  happen. Good.
• 1:05:26
  I'm trying to secure the next advancement also fantastic.
• 1:05:28
  So in our case, can we expect a 70% deposit for so so amount by
• 1:05:33
  so, so so and so date. Yes, we can.
• 1:05:34
  OK, cool. So Chief, I'm going to tell the
• 1:05:36
  boys that we're moving on for so, so and date.
• 1:05:38
  Can I hold you to that? So of course now, yeah, you can.
• 1:05:41
  OK, Cool, Chief. That's not a problem.
• 1:05:42
  I will call you by so so so and so date.
• 1:05:45
  To be sure that we're still on course for the transfer, then
• 1:05:48
  you now go and set reminders on your phone so that one week
• 1:05:52
  before you send Chief a message. Looking forward to the project
• 1:05:54
  starting, looking forward to it. I'm already getting good ideas
• 1:05:58
  for book #3 #4 #5. In fact, I will come see you in
• 1:06:02
  the house so that we'll discuss in two days too.
• 1:06:04
  So Chief, I hope we're still on track for the payment of the
• 1:06:07
  money by Monday. So, so, so, so Chief would say
• 1:06:10
  yes, OK, fantastic. After you make the payment,
• 1:06:13
  Chief, me and my team will come to your house.
• 1:06:16
  So that we. Can discuss specific ideas
• 1:06:19
  around book 3-4 and five. Then on the day of you will send
• 1:06:25
  chief a message that oh, getting the team ready.
• 1:06:29
  We're just typing out the details that we have for the
• 1:06:32
  whatever I'm looking forward to seeing the proposal soon.
• 1:06:35
  Then when the money clears, bring him.
• 1:06:36
  You will now call him Chief. Thank you very much.
• 1:06:37
  Received the transfer. Are you at home so that me and
• 1:06:40
  my team can come by so that we can discuss the, the proposals
• 1:06:44
  for book 3-4 and five that we spoke about.
• 1:06:46
  Oh yes, come to the and then you see, we, we move on, making
• 1:06:49
  progress. If it's always about you or we
• 1:06:53
  need to get started, we need to get started.
• 1:06:55
  We need to this, we need to we need, we need.
• 1:06:57
  If it's no, you'll be desperate. So it's always about him, him,
• 1:07:00
  him, him or her, the customer, get the priorities from them,
• 1:07:04
  get the timelines for them. And then you're just calling to
• 1:07:06
  keep them on track. The last time we spoke, Chief,
• 1:07:09
  you said. So I'm just trying to remind
• 1:07:13
  you. The last time we spoke, you
• 1:07:15
  said. And remember, December 27th is
• 1:07:18
  the goal false to hear that we actually need to do.
• 1:07:24
  Oh, Chief, the last time we spoke you said.
• 1:07:28
  According. To our agreed timeline, Chief,
• 1:07:30
  we're actually now behind schedule that December 27th
• 1:07:34
  looking like it's not going to work anymore.
• 1:07:37
  Like you are just being a professional once you take the
• 1:07:41
  priority and you take the direction from them.
• 1:07:44
  Now somebody will ask when should I stop following up?
• 1:07:46
  Should I just continue at the follow up anyhow anyhow?
• 1:07:48
  Like can I just do this thing in in in perpetuity?
• 1:07:52
  The answer is no. Now people have different
• 1:07:56
  yardsticks. There's someone who I work with
• 1:07:59
  one of my clients, his own personal standard is 3 times and
• 1:08:02
  then he will leave it. I tried three times, I didn't
• 1:08:05
  make progress. I will leave it on to the next
• 1:08:07
  one. Now that's a bit drastic, but
• 1:08:12
  The thing is, at least he has a rule for when to get this thing
• 1:08:15
  off his chest and when to move on.
• 1:08:17
  Because the more time that you're spending following up on
• 1:08:22
  Chief Omegle, especially if this Chief Omegle thing is not going
• 1:08:25
  to work, is. Time wasted that you could have
• 1:08:28
  been spent. Chasing other people, yes, Chief
• 1:08:32
  Omegle zone is big because it's 12,006 thousand $20,000.
• 1:08:37
  So he's big, he's good. It's good money, especially when
• 1:08:43
  the bank translates it into 9. In fact, the first time the bank
• 1:08:46
  did it for me, I was angry because they told me how much we
• 1:08:49
  were going to take in Commission and everything.
• 1:08:51
  I was really, really angry. How much am I going to receive?
• 1:08:52
  At the end of the day? They couldn't really tell me.
• 1:08:54
  But even plus their charges, the one I entered my account in
• 1:08:57
  nine, I said oh OK. I showed my wife.
• 1:09:00
  I was like, we thank God. So yes, cheap zone is 20,000.
• 1:09:07
  If you spend a lot of time chasing Chief and this Chief 1
• 1:09:10
  is not going to click, you lose sight of the 2000 dollars, 1000
• 1:09:15
  dollars $5000 2003 $100 that you could have been chasing with
• 1:09:20
  other people. It's not fantastic at Chief
• 1:09:22
  zone, but still is some there's opportunity cost.
• 1:09:25
  Investing all this time with Chief means that you're not
• 1:09:27
  investing so much time with other people.
• 1:09:31
  So don't follow. Up in perpetuity, there's a time
• 1:09:33
  to stop. Now, this is my own rule.
• 1:09:35
  I don't say three times and then stop, but let's just say you
• 1:09:38
  don't like heartbreak. So for you it's three times.
• 1:09:40
  I'll stop, you know, fantastic. But for me, it's you stop when
• 1:09:43
  there's no more value in the interactions.
• 1:09:46
  Every single time I call Chief, there is no more value that I'm
• 1:09:49
  bringing to this situation. Or every single time I call
• 1:09:52
  Chief, there's no more value that he's adding to my life.
• 1:09:55
  I'm not adding value to him. He's not adding value to me.
• 1:09:57
  OK, then we'll stop it. But so long as it looks like I'm
• 1:10:02
  adding value, I'm giving him insights keeping us on track
• 1:10:07
  we're. Securing.
• 1:10:07
  Advancements, I will continue. We're not securing advancements.
• 1:10:11
  When I call him, there's nothing really to say.
• 1:10:14
  He's not getting insights out of it.
• 1:10:16
  Like there's no value in it for him.
• 1:10:19
  There's no value in it for me. Yeah.
• 1:10:20
  Then I'll stop. So, so long as there's value to
• 1:10:24
  deliver to the. Situation or there's value that
• 1:10:27
  can be extracted in the situation.
• 1:10:29
  I'll continue. When I can.
• 1:10:32
  Tell myself honestly that look no.
• 1:10:34
  Value in this again, then I'll stop.
• 1:10:36
  But yes, there are some extreme people like that.
• 1:10:38
  My own client who his own is 3 who called the first time,
• 1:10:43
  called the second time, called the third time, and then that's
• 1:10:46
  it. I'm done.
• 1:10:48
  If they call me, they call me, but if not, I'm off.
• 1:10:50
  I'm moving on to somebody else. But yeah, don't follow up in
• 1:10:53
  perpetuity. So that's it and that's all for
• 1:10:55
  today. Sorry that this is a long
• 1:10:57
  episode. Is this your first time
• 1:10:58
  listening to the podcast? I hope you've learned a couple
• 1:11:00
  of tips and tricks about how to deal with, you know, delay
• 1:11:03
  payments, postponement you. Know.
• 1:11:06
  Conversation, you know, Kayla. Conversation he's doing.
• 1:11:09
  Ben, Ben, I hope you've learned a few things about how to keep
• 1:11:12
  things on track. Now if you'd love to connect
• 1:11:14
  with me, just call me, send me a text message or a WhatsApp
• 1:11:17
  message on 08064662140. If you'd like to join my
• 1:11:22
  WhatsApp channel, the number to call, text or send a WhatsApp is
• 1:11:26
  08064662140 so. That's.
• 1:11:31
  All for today, thanks for your time and attention.
• 1:11:33
  And don't worry, I'll try and make sure that the next podcast
• 1:11:36
  episode is going to be shorter. In fact, I promise you the next
• 1:11:40
  one won't pass 30 minutes so. That's it, I'll.
• 1:11:43
  Catch you at the next episode.