Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Building Profitable Partnerships: A Guide for Professionals

Transcript

Building Profitable Partnerships: A Guide for Professionals · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. It's a Sunday morning and I'm
• 0:04
  chilling at the crib, so expect to hear some noise in the
• 0:07
  background. Now today I'd like us to run
• 0:09
  through commissioned referral partnerships.
• 0:13
  Now that sounds like a lot and it sounds like it's plenty of
• 0:16
  big grammar, but I'll break it down.
• 0:18
  You'll be surprised. It's something that you already
• 0:20
  know. Commissioned referral
• 0:23
  partnerships. Now, before we go into that, I'd
• 0:25
  like to say shout out to Olamide Ario.
• 0:29
  Hope I'm pronouncing your surname right.
• 0:33
  OK, Yeah. So he left some comments on
• 0:34
  Spotify. He really digs the interesting
• 0:37
  topics. And he claims that he has
• 0:39
  listened to 11 episodes straight.
• 0:42
  That's on the day that he left the the comment.
• 0:46
  And yeah, it actually is believable because I noticed
• 0:48
  even early on when I started podcasting that lots of people
• 0:51
  who would discover the show would actually binge watch
• 0:54
  because there's some people who listen on, you know, on certain
• 0:58
  days. Like my wife, for instance, my
• 0:59
  wife has certain podcasts that she likes to listen to.
• 1:01
  She listens to I said what I said, she listens to Trevor
• 1:04
  Noah, you know, Daily Show and then, you know, some kind of
• 1:08
  podcast like that. But then she listens to them on
• 1:10
  certain days. But I just noticed that people
• 1:12
  listen to my own podcast, you know, they pick a day whenever
• 1:15
  and they just binge a couple of stuff.
• 1:18
  So shout out to Alami de Ario and thank you very much to my
• 1:23
  loyal listeners who have been binging and who send messages
• 1:27
  and who leave comments on the show.
• 1:29
  Thank you very much for your words of encouragement and your
• 1:33
  and your support. It makes the journey a whole lot
• 1:36
  easier. So straight to commissioned
• 1:39
  referral partnerships now. What is that?
• 1:44
  This is just a way of passing contacts or passing clients
• 1:50
  between service providers, between vendors, between
• 1:54
  business people just so we can maximize our money making
• 1:57
  opportunities. In other words, if you're doing
• 2:00
  something, you can't close the deal yourself, but you know one
• 2:03
  of your boys or one of your girls who might be able to close
• 2:05
  the deal or who is interested in that sort of thing.
• 2:07
  You pass the deal along to her and you say look busy this
• 2:11
  thing, I'm not interested or I can't close it or it's not my
• 2:14
  area of specialty. So you take this client, but
• 2:17
  when you close this thing, you will give me X percent or this
• 2:19
  is how you're going to sort me. So basically that's just what
• 2:22
  commissioned referral partnerships.
• 2:24
  That's just what it means. I have a referral partnership
• 2:28
  with another person. We switch business back and
• 2:32
  forth and we reward each other for giving each other business.
• 2:35
  The whole goal is we're trying to maximize our money making
• 2:38
  opportunities because it's not every single client that we can
• 2:41
  do business with and even for the clients that we could do
• 2:44
  business with, theoretically, it's not everybody we're going
• 2:46
  to enjoy working with. So it makes more sense to pass
• 2:49
  it along to to other people. Now examples, if you're in some
• 2:54
  industries you already know, like photography for instance,
• 2:58
  back in my wedding photography days, you know, as a normal
• 3:00
  thing, you know, somebody calls you, the wedding is in Maiduguri
• 3:06
  and, and you look at it like, OK, if I build these people and
• 3:09
  I put flight and everything, anything is not going to work.
• 3:12
  But then maybe there's somebody that I trained like 2 years
• 3:14
  back. The guy happens to be somewhere
• 3:16
  around Maiduguri. If I pass the deal along to him,
• 3:19
  he can close it at a lower amount and then give me 10%.
• 3:23
  So waiting photographers, we've been doing these things for a
• 3:26
  very long time. You just didn't know that the
• 3:28
  thing actually has a name and that people actually write about
• 3:31
  it in business books. So it's an established practice
• 3:33
  and it's a way of growing your business, increasing your
• 3:37
  revenues. So waiting photographers, we've
• 3:40
  been doing it since day. We've been doing it for a very
• 3:42
  long time. For me, what I used to do was
• 3:47
  because, you know, when you're a photographer, people just assume
• 3:49
  that, OK, you know, photography, not photography.
• 3:51
  So if I call you up, you should be able to handle everything,
• 3:54
  which is not the case. So I like things spontaneous and
• 3:57
  candid. I like finding the magic in
• 3:59
  everyday moments when there's some people who hit me up and
• 4:01
  say, oh, I have this fashion shoot, you know, blah, blah,
• 4:04
  blah. And of course fashion was not my
• 4:05
  thing. So it would make a lot of sense
• 4:07
  for me to call somebody else and say, hey, bio, what's up?
• 4:10
  This person just go in touch. This is what they want.
• 4:13
  I'm not interested. I can't do this kind of thing.
• 4:16
  But you know what? If this thing clicks, I beg, I'm
• 4:19
  broke right now. So if this thing clicks, just
• 4:21
  give me 5% on it. And of course, bio self, sure,
• 4:24
  no problem. And I take it close the deal,
• 4:26
  transfer me my 5% or my 10% or my whatever.
• 4:29
  In real estate, people are already used to this kind of
• 4:32
  thing. They do it all the time.
• 4:34
  And real estate agents, I'll be real estate practitioners or
• 4:39
  whatever you guys call yourselves, real estate people,
• 4:41
  real estate professionals. You guys pass across deals all
• 4:44
  the time. Sometimes it's because you don't
• 4:47
  have matching inventory. You know, somebody reaches out
• 4:50
  to you. It looks like the person has a
• 4:51
  bar. The person can't pay well, but
• 4:53
  the person wants properties in Maitama.
• 4:55
  Maybe right now you don't have properties in Maitama, You don't
• 4:58
  have location. So you call up one of your guys
• 5:00
  who actually does have property or one of your babes.
• 5:02
  I said I look babe, this was going down.
• 5:05
  This person looks like he's a Khashoggi.
• 5:07
  And this is what they want. They want Maitama 5 bedrooms.
• 5:10
  I don't have Maitama 5 bedroom. I don't have Maitama at all.
• 5:14
  Do you have Maitama? OK, you have, If this thing
• 5:16
  clicks, give me 5%, give me 3%, give me whatever.
• 5:21
  So real estate professionals, they do this all the time.
• 5:24
  Location. I don't have the location.
• 5:26
  While you take this deal. close it.
• 5:27
  Give me something. Sometimes it's based on price.
• 5:31
  Now you know what this person they're looking for a house 3.5
• 5:34
  M the smallest that I have is 5.6.
• 5:36
  Do you have 3.50? Fantastic.
• 5:38
  You have 3.5. Everything close, You would give
• 5:41
  me 50K or you would give me X percent, You would give me
• 5:44
  whatever. Let's see what else, OK?
• 5:47
  Sometimes real estate professionals, they make these
• 5:50
  sorts of referrals based on amenities like, OK, this person
• 5:54
  looks like they're a decent client, but all they want is
• 5:57
  five bedrooms. I mean, I don't have 5, I only
• 5:58
  have three and only have two. Do you have 5?
• 6:01
  OK, cool, you have five. Let me give you the person's
• 6:03
  phone number. If this thing clicks, transfer
• 6:06
  150K to me. That's all I want.
• 6:08
  Or transfer, you know, how much percent or whatever.
• 6:11
  So these sorts of things, they happen all the time.
• 6:13
  And it's something that I'm not saying I'm not recommending it,
• 6:19
  but it's not something that I'm opposed to.
• 6:22
  Well, I did notice, however, that when I started off in
• 6:24
  business, there are some people who say, ah, no, no, no, no, no,
• 6:27
  no, that, you know, God opened doors for me, so I open doors
• 6:30
  for somebody else. So of course, if there's
• 6:32
  anything, I'll refer to you, but I don't need anything.
• 6:35
  And then you now find out that, you know, after a while the
• 6:37
  person starts getting angry and you know, I'm thinking like, ah,
• 6:41
  but you say God opened doors for you and you want to open doors
• 6:43
  for somebody. So you say you didn't want
• 6:45
  appreciation. So like, why are you vexing?
• 6:47
  I'm not appreciating you, you know, anyway, it's one of the
• 6:50
  things I'm going to stress in this episode that if you're
• 6:52
  going to be engaging in these sorts of things just to avoid
• 6:55
  all these kind of misconceptions, all these kind
• 6:57
  of, you know, people start catching feelings and people
• 7:00
  getting angry and stuff like that.
• 7:01
  There's a whole lot that you have to discuss.
• 7:04
  Excuse me, they have to discuss from the beginning to make sure
• 7:06
  that everything is going to flow smooth between two of you.
• 7:11
  Now, the reason why I'm bringing this up is because there's a
• 7:14
  previous podcast listener who is a real estate professional, but
• 7:19
  then he's also trying to balance a 95 carrier, sometimes 86
• 7:24
  carrier as a medical tech specialist.
• 7:29
  So excuse me. So he's more of a sorry one
• 7:32
  moment. Sorry about that.
• 7:36
  Yesterday was a long day, you know, phone calls and podcasting
• 7:40
  episodes so little. My voice is a little short.
• 7:46
  What was I and also the guy real estate wants to do a real estate
• 7:52
  side. Also right now he's currently
• 7:53
  working as a Med tech, so doing plenty of lab work.
• 7:56
  Now the problem with lab work is not the kind of thing that you
• 7:59
  can disappear for like 2 hours and come back because if you're
• 8:02
  doing lab work, you got to do lab work.
• 8:05
  If the hospital admin goes to the laboratory, you know they
• 8:08
  want to see that you're there mixing reagents and doing your
• 8:12
  whatever. Now the guy, if you remember the
• 8:15
  episode, I can't remember the episode title, the guy gets one
• 8:18
  hour as lunch break or one hour 30 minutes.
• 8:21
  Now for those of you who are based in Lagos, one hour 30
• 8:23
  minutes. You can't do anything with that.
• 8:24
  Now you know where will you drive to and come back in one
• 8:27
  hour 30 minutes or if you want to do house inspection where you
• 8:30
  drive to and come back in one hour 30 minutes.
• 8:32
  It's just not possible. Now, the only thing that my guy
• 8:35
  could do, the real estate guy, was to hit the phones basically.
• 8:38
  Unfortunately for the guy, the guy is very good when it comes
• 8:42
  to lead generation. So he knows how to do, you know,
• 8:45
  WhatsApp broadcasting and Instagram posts and things like
• 8:50
  that. The guy is very, very good at
• 8:51
  generating leads. But the problem is just that
• 8:53
  when all these leads are coming in, the guy is stuck in the lab.
• 8:56
  He can't do anything. So that was not the problem.
• 8:59
  I want to build this real estate agency.
• 9:01
  What is it that I'm going to do? So that was our first
• 9:04
  conversation. My suggestion to him was to
• 9:06
  explore commissioned referral partnerships, basically that
• 9:09
  look, lead generation, you're very, very good at lead
• 9:12
  generation. You have this thing locked down,
• 9:14
  but given the way your work is, your 95 is, there's no way that
• 9:19
  you can maximize these things yourself.
• 9:21
  So you have to start talking to people and get into these
• 9:23
  arrangements that, you know, Chukudi, you know what, based on
• 9:26
  work and everything, I can't handle these sorts of things.
• 9:28
  But look, I'm very good at sending in leads.
• 9:30
  So you and I, let's agree now, if I'm sending you Leeds and
• 9:36
  they're closing, you know, this is how much you give me, you
• 9:38
  know, blah, blah, blah, you know, all those sorts of things.
• 9:40
  Just have these conversations. That's why I recommended to the
• 9:43
  guy Commission referral partnerships.
• 9:45
  So my advice to him was your skill seems to be lead
• 9:47
  generation. Double down on that.
• 9:49
  You're very good at finding properties, writing about
• 9:52
  properties, posting about the properties, getting people
• 9:55
  interested about the properties, getting them to DM you to send
• 9:59
  you WhatsApp messages. You're really, really good at
• 10:01
  that. So double down on that.
• 10:03
  I just know that your agency is going to be a lead generation
• 10:07
  agency, more or less what you're going to be lead generation for
• 10:10
  real estate professionals. And then you now be farming out
• 10:14
  the leads. So he said, cool.
• 10:17
  Then he get he gets in touch with me months later how to say
• 10:19
  everything is working well, but you know, there's been some kind
• 10:22
  of problems. I'm like problems like what
• 10:24
  what's going on? And he said, well, you know,
• 10:26
  some people try and call up the leads, you know, they take it,
• 10:30
  you know, they don't tell me what's up, Somebody receives
• 10:32
  payment, they don't tell me, blah, blah, blah.
• 10:35
  You know, there's no way to monitor this.
• 10:36
  There's no way to monitor that, you know, all these kind of
• 10:38
  things. So it looks like my guy, real
• 10:43
  estate professional, the one who works as a lab, as a lab tech,
• 10:48
  as a Med tech is facing the problem that lots of us facing
• 10:54
  business, which is we run into idiots.
• 10:56
  And that's just the basic factor of life.
• 10:58
  All of us will run into idiots. If you're involved in business.
• 11:01
  Look, it's not everyone matter of business.
• 11:03
  When I'm in a church or in a mosque, when I'm in the office
• 11:05
  or departmental meeting or even if it's common neighborhood, you
• 11:09
  will live in the same estate, you will always run into idiots.
• 11:11
  So that is the basic fact of life.
• 11:13
  We can't run away from them. But the fact that we're going to
• 11:18
  Everly run into idiots does not mean we should stay away from
• 11:22
  running certain kinds of business.
• 11:23
  We just need to make ourselves idiot proof so that, you know,
• 11:27
  the idiots will either fade away or we set up systems and
• 11:30
  processes that make it easier to deal with the idiots and to deal
• 11:33
  with all these people who have refused to be trustworthy and
• 11:37
  who have refused to be above board when it comes to running
• 11:42
  businesses and running partnerships.
• 11:45
  So my own suggestion to him was this.
• 11:47
  OK? Yeah, it's hard to monitor some
• 11:49
  of these sorts of things when you agree to the referral, to
• 11:53
  the terms of what the Commission referral partnership is going to
• 11:56
  be. But then there's a problem when
• 11:57
  it comes to hand off, because you hand over this customer to
• 12:01
  the other person, but then there's no way to keep in touch.
• 12:03
  So I just told him that, look, this is one way that you can do
• 12:06
  it. You just keep in touch with the
• 12:09
  client after hand off. I was like, how?
• 12:12
  And I told him, OK, this is how you do it.
• 12:14
  This is a simple scope. Yes, you hand over the client's
• 12:16
  detail, but nothing stops you from reaching out to the client
• 12:19
  later on to say hey, what's up now?
• 12:21
  How you did? Is my guy taking good care of
• 12:24
  you? Is my babe taking good care of
• 12:25
  you? How do things work out and which
• 12:28
  property did you select? Were you happy with it?
• 12:30
  Is everything good? That is the scope of the
• 12:33
  conversation. Let me repeat, you've handed
• 12:35
  over the customer to the other person, but you will still reach
• 12:39
  out to the initial client again that you handed over and just
• 12:43
  keep it simple. Just keep it conversational.
• 12:46
  So yes, you're trying to police what's going on, but you know,
• 12:49
  they don't have to know that you're trying to police.
• 12:50
  Just keep it conversation and then keep it value add also.
• 12:54
  Because with these kinds of questions that you're going to
• 12:56
  ask, if there's a problem with the referral partnership, you're
• 12:58
  going to know because it's possible that your guy is not.
• 13:02
  Maybe he's even paying you the money, but he's not taking good
• 13:04
  care of people because it's possible that he's showing them
• 13:07
  houses that seem to look OK, but then they're moving to the house
• 13:09
  and then everything is falling apart.
• 13:11
  That kind of thing is bad for your business.
• 13:13
  So you need to know what's up. It's not just a matter of is
• 13:16
  this guy giving me my Commission?
• 13:17
  Is this babe giving my me my Commission?
• 13:19
  That's not the only thing you have to be paying attention to.
• 13:22
  You also need to know is this guy, is this babe that I'm
• 13:24
  referring business to, is this person taking good care of the
• 13:27
  clients? Because if that not is something
• 13:30
  that is going to seriously have up your business because that's
• 13:33
  the whole point of being good in lead generation, handing over
• 13:36
  lead to somebody else. They close the deal and give a
• 13:38
  terrible customer experience. At the end of the day, the thing
• 13:41
  will wash back on all of you. It's all of you that will look
• 13:43
  bad, even though it's the other person that screwed things up.
• 13:46
  So again, this is the scope of the conversation.
• 13:48
  You just reach out to the customer.
• 13:49
  It's a normal phone call, normal WhatsApp chats, normal SMS kind
• 13:54
  of thing. The scope or the flow is just
• 13:56
  how you did. Is this guy taking care of you?
• 13:59
  Is this babe taking care of you? Did you eventually go with this
• 14:03
  person? What kind of house did you get?
• 14:07
  OK, correct. Hope everything is good.
• 14:10
  All the amenities were OK. You've not had any problems.
• 14:12
  But OK, no problem. I just wanted to make sure you
• 14:15
  are OK. Now you have the information
• 14:17
  that you need to police the other person to now say, look,
• 14:21
  guy, you close this deal at 10 M, where's my 10%?
• 14:25
  Because now you know for a fact, but even if the guy paid you the
• 14:29
  10% of your 10 M, at least now you know to start saying, look,
• 14:32
  guy, you're messing. You're messing up my good name.
• 14:35
  I handed over this person to you.
• 14:37
  The person has paid. But initially you guys agreed
• 14:40
  that you handle renovation. You didn't handle the
• 14:42
  renovation. Now the client ended up doing
• 14:44
  the renovation themselves. Oh boy, why you do this kind of
• 14:46
  thing like you're messing up my name.
• 14:48
  You're soiling this partnership. You know, now you'll be able to
• 14:51
  have this conversation. So it's not just about the
• 14:55
  Commission. You need to be policing on a
• 14:57
  whole bunch of stuff. So always reach out to the
• 14:59
  customer. How you doing?
• 15:01
  Did they took good care of you? What did you guys agree?
• 15:04
  Which property did you select? OK, Was it fair price?
• 15:07
  Is everything good? Was everything like they said
• 15:09
  they would? You know, Do you have any
• 15:11
  problems? You know, just that's the kind
• 15:14
  of conversation now. Unfortunately, the only advice I
• 15:18
  can give for now, because remember my real specialty is
• 15:20
  just sales. My area of specialty is not
• 15:23
  leadership, it's not team building, it's not any of those
• 15:26
  things. So from a sales perspective, the
• 15:27
  only thing I can say is look, when you go through this whole
• 15:30
  process and you discover an idiot.
• 15:32
  So if you do business with Chukuden, you see that Chukudi
• 15:34
  is an idiot, or you do business with Kami and you see that Kami
• 15:37
  is an idiot, or you do business with Adeni and you see that
• 15:41
  Adeni is a bastard, this is what you do.
• 15:44
  Ignore the idiots, ignore the bastards.
• 15:47
  It's just a necessary cost of doing business.
• 15:49
  We will always run into idiots. That one is standard, very, very
• 15:52
  standard. There's no business you'd be
• 15:55
  involved in that you're not running into an idiot.
• 15:57
  Oil and gas, they'll be there. Real estate, they'll be there.
• 16:00
  Business consulting, they'll be there.
• 16:02
  Wedding photography, they'll be there.
• 16:04
  Even if you are, even if you're just selling, swear by the
• 16:07
  roadside, they'll be there. You run into idiots.
• 16:11
  So The thing is, when somebody shows you their true colors,
• 16:14
  thank them that they're showing you the true colors and then
• 16:16
  move on. Don't try and make this thing
• 16:19
  work if he's an idiot because if somebody is going to shaft you
• 16:25
  when it comes to small opportunities, think of what the
• 16:28
  person will do when it's big opportunities.
• 16:29
  It's something I learned very early because those some wrongs
• 16:32
  I was doing in uni and then I had a partner and when we ended
• 16:38
  up doing everything, the guy left me holding a bunch of debt.
• 16:43
  At the end of the day. It was one of these seminar type
• 16:47
  things. You know, we put together the
• 16:49
  seminar, we invited speakers from Lagos, you know, we planned
• 16:52
  the whole thing. And at the end of the day, you
• 16:54
  know, I was one left holding the bag, the speakers were taken
• 16:58
  care of. The other guy that should have
• 16:59
  been my business partner, he was taken care of.
• 17:01
  We paid off all the speakers, you know, but then there were
• 17:04
  some small vendors that were now owing money to like the food
• 17:07
  vendor, you know, stuff like that.
• 17:08
  So we sat down to do reconciliation.
• 17:10
  And as far as that guy was concerned, it was like look that
• 17:12
  he, he doesn't know what the problem is.
• 17:14
  So I was when I was left holding back.
• 17:16
  Luckily Popsy was able to bail me out with 50K at a time.
• 17:21
  That's how we settled. I was not able to settle Catra,
• 17:24
  who else again? OK, I remember that we hadn't
• 17:27
  settled the the small shops person.
• 17:29
  So I was able to settle the small shops and I can't remember
• 17:31
  which other vendors I was able to settle.
• 17:33
  But see the point I'm trying to make him, even though that was
• 17:36
  not a Commission for our partnership is this.
• 17:38
  There are some people who are going to do shady with you
• 17:40
  straight up. They're alive, they exist,
• 17:43
  they're around us. In fact, some of these people,
• 17:46
  you think they're your very good friend.
• 17:47
  You're like, you're 5 and 6. It's only when money becomes
• 17:50
  involved that you now see what's going on.
• 17:53
  And I was very angry for a very long time.
• 17:55
  But then there was this guy in my class.
• 17:56
  Troops. No, not troops.
• 17:58
  What's his name? I just got with you, but I can't
• 17:59
  remember his real name now. Even though Wi-Fi was our
• 18:02
  classmate studying law or Wi-Fi was also doing some things, a
• 18:06
  Wi-Fi used to, used to buy Jincheng, you know, motorbikes
• 18:11
  and import them and sell them in the north and stuff like that.
• 18:14
  So Wi-Fi was a big boy, like certified big boy.
• 18:17
  So Wi-Fi told me that, look, I understand that you're angry,
• 18:20
  but be happy that you showed you his true colors.
• 18:25
  You are now doing business over small, small something, you
• 18:27
  know, 1010 K, 2020 K. And then see how the guy treated
• 18:30
  you. Would you have preferred it if
• 18:32
  you guys were a business together in the future and
• 18:34
  millions of money were involved? Be happy that the guy showed you
• 18:37
  his true colors now, because if somebody can do like this, when
• 18:41
  it comes to 1010 K, 2020 K, what will the person do when you guys
• 18:45
  are now doing 1010 million, twenty 20 million?
• 18:48
  And I like the perspective. And I was able to become, I was
• 18:52
  like, OK, cool, my guy has showed himself.
• 18:55
  So for the future I now know. So yeah, you will discover
• 19:00
  idiots. Ignore the idiots.
• 19:04
  It's not your problem. You know, it's their pastor's
• 19:06
  problem or their Imam's problem to bring them to yourself to God
• 19:10
  or their parents problem. Maybe they didn't give them home
• 19:12
  training or their spouse's problem to help them become a
• 19:15
  better human being. But it is not your problem.
• 19:18
  Come up with the referral partnership, come up with the
• 19:21
  terms, come up with ways that you can track this thing.
• 19:24
  If you discover somebody who is an idiot, you know, don't don't
• 19:27
  get too much BP about it. Don't get too much, don't don't
• 19:31
  get too much Agra about the whole thing.
• 19:33
  The person is an idiot, just ignore them.
• 19:35
  It's one of those things necessary cost of doing
• 19:37
  business. Now let's try and see if we can
• 19:40
  come up with some tracking systems that people in other
• 19:43
  industries use. See how we can help us in our
• 19:45
  own situation. I'm not trying to show you that
• 19:47
  there are things that other people are doing in other
• 19:49
  businesses that you can use to help your situation.
• 19:52
  Because remember when I say Commission referral
• 19:54
  partnerships, it's a big word, but the thing already exists and
• 19:59
  people are doing it in other industries.
• 20:01
  In financial services, they do it.
• 20:04
  If I'm selling insurance for Access Bank, you're selling
• 20:07
  insurance for. The Zenith Bank people do that
• 20:11
  sort of thing that look, you know what, tell me, this is the
• 20:15
  kind of product that the person has.
• 20:17
  In all honesty, with the insurance that we sell at Access
• 20:19
  Bank, I don't think there's anything that we can offer this
• 20:21
  person. I really think that this Zenith
• 20:23
  Bank product is the best one, blah, blah, blah, blah, blah.
• 20:26
  But I beg, I can't just give you this thing like that, you know?
• 20:30
  So just take it. If you can close the deal, you
• 20:33
  know, I beg from your Commission, just send me like 80
• 20:36
  K, send me like 120 K, You know, something like that.
• 20:39
  You know, people that do these things all the time in financial
• 20:41
  services, like we've already explored how they do it in real
• 20:44
  estate marketing and advertising companies.
• 20:47
  They do this thing well. Well, especially back back when
• 20:50
  I was in Lagos, I'm not sure about now, but they used to do
• 20:53
  it well. If you bring a nice client to
• 20:56
  the radio station, you know the radio station will collect the
• 20:58
  money and then they'll call you for appreciation.
• 21:00
  It's like it's the tradition, even if you do not ask, they
• 21:04
  will call you to say, I want to say thank you.
• 21:06
  So how far you know, if you're sharp, you read in between the
• 21:10
  lines and you now know that, OK, I'm supposed to provide a bank
• 21:12
  account number. So in marketing and advertising,
• 21:16
  people appreciate all the time. In legal, people do it because
• 21:20
  remember, my back initial background was in law.
• 21:22
  People do it in law too. If your specialty is, let me
• 21:26
  see, election tribunals, but somebody comes in on oil and gas
• 21:29
  matter, you know, if oil and gas is not really your thing, you
• 21:32
  should prepare election tribunals to be collecting
• 21:34
  millions and millions from politician.
• 21:36
  You now call that your classmate who specializes in oil and gas.
• 21:39
  And I say, look, this is the deal.
• 21:41
  This thing has come in. This is how much The thing is
• 21:44
  going to be. It is not something I have the
• 21:46
  skill set to do. Will you do this thing?
• 21:48
  And then this is how much I'll give you me, I'll keep the rest
• 21:51
  or go ahead, take this thing. If you're able to close it, make
• 21:54
  sure you transfer me. 10% lawyers do that.
• 21:57
  So it happens. Different industries and now
• 22:00
  let's look at ways that people use to protect themselves there
• 22:03
  are some industries that use referral codes so anybody that
• 22:08
  goes to Chukudi, when you go to Chukudi tell give Chukudi the
• 22:13
  referral code TX one or something from that referral
• 22:18
  code that is how you're going to be able to track how many people
• 22:21
  are you sending to Chukudi, how many people are you sending to
• 22:23
  BC? How many people are you sending
• 22:25
  to adequately? So you know, people use referral
• 22:30
  codes in different industries. The referral code is for a
• 22:33
  particular partner, maybe in a particular area, maybe in a
• 22:37
  particular, you know, like some of these people who have been
• 22:40
  holding out Flyers in Abuja, I've noticed that some of their
• 22:44
  Flyers have specific referral codes.
• 22:46
  So that the person who is calling in to buy the house at
• 22:48
  the end of the day, the person who owns the real estate
• 22:52
  business will know which particular real estate agent
• 22:54
  that they spoke to. So let's say like now I'm a real
• 22:58
  estate agent, my name is Tavi Shima.
• 23:00
  So maybe my own referral codes will be from T1 to maybe T500.
• 23:06
  So the person that owns the real estate company, when the
• 23:09
  customer comes in and they're trying to use referral code
• 23:12
  T238, they will now know that OK, I'm the 200, the person is
• 23:17
  the 238th person who spoke to me, Tavi Shima.
• 23:21
  So referral codes, people use that.
• 23:23
  Then in the online space, people use dedicated landing pages to
• 23:29
  try and track where referrals are coming in from.
• 23:31
  Then let's see what else. OK, good CRM practice as well.
• 23:37
  Everything is recorded in CRM, so it's a good way to know where
• 23:40
  things are moving. So if you put it in your CRM
• 23:43
  that this person Chief Adebc spoke to you and you handed
• 23:47
  Chief Adebc over to Chukudi, put it in CRM and then you put the
• 23:50
  next you put you schedule the next full update so that you can
• 23:58
  get in touch with Chief at ABC and also get in touch with
• 24:00
  Chukudi to know how things are going on.
• 24:02
  So people use CRM. So basically you can see that if
• 24:06
  you just go and do some small research, how are people in XYZ
• 24:10
  industry doing Commission referral partnerships, Go and
• 24:14
  Google it or go and use Gemini or go and use ChatGPT.
• 24:17
  Some things will come up. You'll be able to see some
• 24:19
  things that you can now take and apply to your own industry so
• 24:22
  that if you're a medical doctor, maybe you specialize in, I don't
• 24:27
  know, cancer or something, but then you're referring kidney
• 24:30
  issues out. People will need to do kidney
• 24:33
  things, maybe kidney replacement, dialysis or
• 24:36
  whatever. You have to find out, OK, there
• 24:38
  are some tactics or there are some systems that people are
• 24:42
  using in other industries. We can now apply this in the
• 24:44
  medical space and then you'll be able to now track the referrals.
• 24:50
  OK, we're almost done 30 minutes.
• 24:51
  So let me wrap this up and bring this door close.
• 24:58
  OK, Like I said at the beginning of the episode, now the problem
• 25:00
  is, apart from the fact that they're idiots sometimes, the
• 25:03
  problem is that we we don't settle, we don't discuss all the
• 25:09
  expectations ahead of time. So sometimes actually it's a big
• 25:11
  problem. So yes, there are times that
• 25:13
  definitely Kunle is a bastard, but apart from the fact that
• 25:17
  Kunle is a bastard or that Chemi is an idiot, the problem is also
• 25:20
  that I did not discuss with Kunle or I did not discuss with
• 25:23
  Kemi ahead of time. And there's some things that we
• 25:26
  did not discuss. So when the thing came up now
• 25:29
  Kunle was using the idea and then me I was using, I was
• 25:32
  having some kind of expectations.
• 25:34
  And of course Kunle is not a mind reader.
• 25:35
  So since he didn't read my mind and since he didn't know what I
• 25:39
  expect, he just did what he thought was right or wise or
• 25:45
  expedient at the moment. So there's some important
• 25:48
  matters that we need to be discussing on the Commission.
• 25:51
  We need to be very clear. So currently, Kami, this is the
• 25:56
  idea, this is the scope. Are you interested?
• 25:58
  Of course, now I'm down, I'm down.
• 26:00
  OK, so are we going to do this thing now?
• 26:02
  Is it going to be percentage? I'll be easy going to be fixed
• 26:04
  fee. Because it's possible that when
• 26:07
  you call Quinley, you said sure, you sort me.
• 26:08
  I couldn't like, oh, you're my guy now, of course I will sort
• 26:10
  you. But you did not discuss that.
• 26:13
  What does sorting mean? Does sorting mean every time I
• 26:17
  send somebody to you, whether the deal closes or not, you give
• 26:20
  me 50K. Or when I send someone to you,
• 26:25
  it is only when the deal closes, then I will give you 50K.
• 26:29
  Or if I send someone to you only when the deal closes, I'll pay
• 26:36
  you 10% or 5% or 12%. We need to have those
• 26:40
  conversations, so we can't keep having these conversations where
• 26:42
  you call chemi, you tell chemi, chemi is interesting and say OK,
• 26:45
  no problem. And then chemi says OK, cool,
• 26:46
  cool, no problem. I will sort you.
• 26:48
  What does I will sort you mean is it percentage or is a fixed
• 26:53
  fee? Then the payment schedule, when
• 26:56
  are you going to be paying me? Is it when I send you the
• 26:58
  contact that you transfer my money or is it when the deal
• 27:01
  closes that you transfer the money?
• 27:03
  Is it when the customer has paid deposits that you transferred
• 27:06
  the money or is it when they have paid in full that you're
• 27:09
  going to pay the money? We be doing it immediately or is
• 27:14
  it at the end of the month you just transfer everything in bulk
• 27:18
  payment method self. Are you going to be bringing
• 27:22
  cash to my office or you're going to be doing bank transfer?
• 27:26
  Which bank account are you going to be sending it to?
• 27:29
  You know, we need to have all these discussions.
• 27:31
  You can't just say can you understand?
• 27:33
  Now I'll show you, you sort me and then chemist says of course,
• 27:35
  now you're my girl, I got you, I will sort you.
• 27:38
  What does sorting mean? Then you guys also have to agree
• 27:42
  how we're going to be tracking these things.
• 27:44
  Like the real estate agents are handing out Flyers in Abuja that
• 27:47
  have referral codes on it. You guys need to agree, OK,
• 27:50
  we'll be doing referral codes, you know, so that we'll be
• 27:52
  remembering. So when the person comes to you
• 27:54
  with this flyer or this whatever and you look at it, I now know
• 27:57
  that, OK, this person came from this person came from you.
• 28:01
  How would be tracking these things?
• 28:04
  How are we going to be reporting these things?
• 28:06
  Are you going to be calling me every two, two weeks to let me
• 28:08
  know how far I'll be? Am I the one that should be
• 28:10
  calling me every two, two weeks to to find out what's up?
• 28:13
  You have to have those conversations.
• 28:15
  You guys also need to have conversations about the scope of
• 28:18
  the referrals, Who is a good referral?
• 28:22
  Because there's some people who are tight with these kind of
• 28:24
  arrangements, but then they get very angry.
• 28:26
  They'll be like, look, Tavish and my, all these people you're
• 28:28
  sending to me are rubbish. And I'm like, what am I supposed
• 28:30
  to do with this thing? This person doesn't have money.
• 28:32
  This person doesn't have sense. This person, this person, how
• 28:34
  you say this kind of thing is a referral.
• 28:36
  You want me to pay you for what? So you need to have these
• 28:38
  conversations. OK, I'm down, we can't do it.
• 28:42
  But please only send me people who look like this, who sound
• 28:45
  like this, who talk like this or who live here or who have this
• 28:48
  amount ask so that we're even clear on what is a good
• 28:54
  referral. Then the question of whether
• 28:56
  this thing is going to be exclusive or not because there's
• 28:59
  some people that start catching feelings like you and I, we have
• 29:03
  a referral partnership, but then maybe they go and hear that
• 29:07
  there was another deal that closed for maybe 20M30M for sale
• 29:12
  of house or something or sale of land.
• 29:14
  But are you, you gave the deal to maybe you gave the deal to
• 29:18
  ABC and then came. He's not angry.
• 29:20
  That look, I thought you and me, I thought we were cool.
• 29:23
  That kind deal. Why don't you bring it to me?
• 29:25
  You now want to go and give it to BC.
• 29:26
  Why? So you need to have this
• 29:28
  conversation? Is this thing exclusive or are
• 29:32
  we, you know, are we open to be? Is it an exclusive thing?
• 29:36
  Was an open thing. Then of course there are also
• 29:39
  legal and ethical issues that are going to be involved.
• 29:41
  You know, are you guys only tidy the sing up with the formal
• 29:44
  contract? Is this thing going to remain
• 29:46
  informal? Then of course, you guys also
• 29:48
  need to have the data protection conversations.
• 29:51
  I know we're not used to having those conversations in this part
• 29:53
  of the world, but we need to have this conversation.
• 29:55
  Who owns the contact? So I sent this person to you,
• 29:59
  therefore as my own contact. It doesn't mean that because you
• 30:01
  have the person's number, you can now be following up with
• 30:04
  them indefinitely and trying to upsell and cross sell them on
• 30:07
  other things. You need to have that
• 30:08
  conversation. If it's that, look, I'm sending
• 30:11
  these people to you, but this person is my own customer, you
• 30:14
  need to have that conversation because this is also one thing.
• 30:18
  You can send the thing to Chemi. But you, you're thinking this is
• 30:21
  my customer. It came through me, but Chemi is
• 30:23
  thinking I paid you off so she is now my own customer.
• 30:28
  So for future jobs that I want to do with this person, I can
• 30:31
  upsell something, I can cross sell something and I don't have
• 30:33
  to give you money again. You guys need to have that
• 30:35
  conversation. So these are plenty of the
• 30:39
  issues that need to be discussed.
• 30:41
  Enter shine your eyes. Know that some people are
• 30:43
  idiots, but sometimes it's that we didn't set the expectations
• 30:46
  of the right way, but Commission referral partnerships.
• 30:49
  Not a bad way to maximize money or money making opportunities
• 30:53
  across all the different people who come through our lead
• 30:56
  generating systems. Well, the problem, I'm sorry,
• 31:00
  not the problem. The main point I was trying to
• 31:02
  pass across today is this. Don't be discouraged if you're
• 31:05
  like this guy who is doing 9:00 to 5:00 as a lab tech, medical
• 31:09
  tech, you've entered into Commission referral partnerships
• 31:13
  with other people and then Chukwudi is doing you strong
• 31:16
  team Chemi is not answering your phone calls.
• 31:18
  And then, you know, sometimes bio transfers half of the money
• 31:22
  doesn't transfer the rest. Don't be discouraged.
• 31:26
  Let us do the best that we can do.
• 31:28
  Let's try and set up these systems.
• 31:29
  Let's try and track what the beauty about these stages.
• 31:33
  Now that we're starting small and all these things are
• 31:35
  happening, we're actually discovering who are good future
• 31:40
  business partners to have. We're now figuring out who is
• 31:42
  who. So if Chukwudi has done you
• 31:45
  shady over 100K200K, you now know that when you guys are the
• 31:51
  level of 200 M, you now know that Chukwudi is not the person
• 31:55
  to be involved with at all. So it's not entirely a bad
• 31:59
  thing, but it's not that. Always be idiots.
• 32:01
  Avoid the idiots when they show their colours, thank them and
• 32:04
  then avoid them. Try and set up systems to track
• 32:07
  stuff and make sure you're having conversations so that we
• 32:11
  are very clear on what the expectations are so that we
• 32:16
  don't start catching feelings and people don't start getting
• 32:18
  hurt. Because in all honesty, it's
• 32:21
  nice that you have the conversation, but if the
• 32:22
  conversation ends at saying, oh, Chukudi show you software,
• 32:25
  Chukudi says you're my guy, I will sort you.
• 32:28
  We still don't know what sorting means.
• 32:30
  So that's it. Thank you very much for your
• 32:32
  time and attention. Thanks again to Alami de Ario
• 32:35
  for listening. If you're getting this much
• 32:38
  value from being in the episodes, please share the
• 32:41
  podcast episodes with other people who are waiting to derive
• 32:43
  value as well. Then if you'd love to connect
• 32:46
  with me for a strategy session, a business audit, or you have
• 32:50
  some questions you'd like me to answer, the number to call the
• 32:53
  SMS to WhatsApp is 08064662140. Country code is +234.
• 33:01
  So thank you very much for your time and attention.
• 33:03
  I'll catch you guys in the next episode.
• 33:04
  Oh yeah, the name to look for if you're trying to connect on
• 33:06
  LinkedIn, the name is Tavishima IED and then the YouTube channel
• 33:10
  check the same name, Tavishima IED.
• 33:12
  Or if you don't know how to spell my name, you can just
• 33:14
  search sales for the Nigerian business person.
• 33:17
  The podcast will pop up on YouTube, so I'll catch you guys
• 33:20
  at the next episode.