Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / From Small Talk to Signed Contracts: Turning friendly chats into real business.

Transcript

From Small Talk to Signed Contracts: Turning friendly chats into real business. · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello, and welcome to the podcast.
• 0:03
  Apologies before we begin because I'm making today's
• 0:06
  recording outside. I'm outside church because it's
• 0:10
  a Saturday and the kids are in Cadkism classes.
• 0:13
  And typically when we have these kinds of episodes, expect to
• 0:16
  hear noise coming from, you know, anywhere in the
• 0:19
  background, you know, teachers teaching, children chanting.
• 0:22
  And then there's a construction site next to the church.
• 0:25
  So, you know, hammers, nails and, you know, things banging
• 0:28
  and buzzing and all that. So this could be a very noisy
• 0:31
  episode. Now, today, when I'm here to
• 0:34
  talk about religious things or my personal things, what we're
• 0:37
  going to discuss today is we're going to look at what to say
• 0:40
  whenever you're in a conversation with a potential
• 0:42
  customer, a potential client, you're in a meeting.
• 0:46
  And then the person says, yeah, this sounds all good.
• 0:48
  It sounds all good. It's all good.
• 0:51
  Now, the reason why we're looking at this today is because
• 0:53
  some people have been in this situation and I even saw one
• 0:57
  guy, the guy, the vex, seriously on LinkedIn because he was in a
• 1:01
  situation where the customer said it's all good.
• 1:04
  The potential client says it's all good.
• 1:07
  And of course, when somebody, you're meeting with somebody,
• 1:09
  you're trying to sell something and then the person says it's
• 1:12
  all good. Of course you will assume that
• 1:15
  there's something positive going on.
• 1:16
  You'll assume that you're making progress, but there are times
• 1:20
  when somebody will say it's all good and then before you know
• 1:24
  it, this deal is going absolutely nowhere, nowhere at
• 1:28
  all. So these things happen, they
• 1:30
  happen to everybody. So when it happens to you, don't
• 1:32
  take it personal and don't be be like that Bros on LinkedIn, that
• 1:35
  guy vex the guy. Just begin the right.
• 1:38
  Anyhow, on LinkedIn, first of all, it's unprofessional.
• 1:42
  You know, as a business owner, as a salesperson, you're trying
• 1:44
  to do business with someone. Things don't go your way.
• 1:47
  You don't just go on LinkedIn and then begin the event.
• 1:49
  You don't go on social media and start writing things up and
• 1:51
  down. No, it's not professional.
• 1:54
  What if the guy, you know, the person goes, you know, sees the
• 1:58
  the post that he put up later on, you now seem like an
• 2:00
  immature somebody. So, yeah, these things happen.
• 2:04
  And I understand that they can be annoying because for most of
• 2:08
  us, all we hear is all good. We assume that everything is is
• 2:12
  all right, that we're OK, we're moving in the right direction.
• 2:16
  But yes, situations happen where people say it's all good and
• 2:20
  then the deal ends up going absolutely nowhere.
• 2:22
  So first of all, don't take this thing person personal.
• 2:25
  It happens to everybody and that's happened to everybody.
• 2:28
  You assume that this thing was a deal made in heaven and then it
• 2:32
  the thing doesn't pull through. So don't take it personal.
• 2:36
  That's the first thing you need to do.
• 2:38
  If you hear it's all good, and then it turns out that thing
• 2:41
  actually were not so good. However, even though you're not
• 2:46
  meant to take this thing personally because it happens,
• 2:49
  it's just life, it's just business.
• 2:52
  You have to take the initiative and you have to take the
• 2:54
  responsibility to make sure that the occurrence of this thing
• 2:59
  goes down over time. There's no way that we'll stop
• 3:04
  this thing from ever happening because it will happen that
• 3:06
  you're talking to someone else. Somebody will say it's all good.
• 3:09
  This thing looks nice. This is this, you know, the
• 3:12
  person will say we're good to go, like all kinds of things,
• 3:14
  and then the deal is not going to happen.
• 3:16
  So we cannot reduce it 100%. But we can take responsibility
• 3:21
  to make sure that the number of times when people say this is
• 3:24
  all good and then the thing doesn't end up in a business
• 3:27
  deal, we just reduce it. So we have to take
• 3:29
  responsibility for it. Also another reason why we
• 3:32
  shouldn't go on social media and start ranting whenever these
• 3:34
  kinds of things happen. You know, people who do whatever
• 3:37
  it is that they want to do, they have to take care of themselves.
• 3:40
  So you can't go and start ranting and provoking on social
• 3:42
  media that somebody did this to you, somebody did that to you.
• 3:45
  Like, they have their own life. You have your own life.
• 3:48
  So it's your own job to make sure that you reduce the number
• 3:50
  of times that these things happen.
• 3:53
  Oh, by the way, this is your first time listening to the
• 3:54
  podcast. My name is Tavishima Ayede.
• 3:57
  I'm a former lawyer turned business consultant.
• 3:59
  If you'd like to connect with me, you can call, send me a text
• 4:02
  message or WhatsApp message on 080 64662140.
• 4:08
  So just in case you've been in situations where you thought
• 4:10
  this was a done deal, it looked like things were moving ahead.
• 4:14
  It looks like things were in favor in your favor and then
• 4:17
  things didn't quite pan out the way you are thought.
• 4:19
  Reach out, Let's discuss. Let's see how we can reduce
• 4:22
  these things happening in your business.
• 4:26
  So now, right now, let's get concrete.
• 4:31
  Why does this thing happen? Does somebody who say is all
• 4:35
  good and then the deal will go nowhere?
• 4:40
  There are lots of reasons and I'm not a psychologist, so I'm
• 4:42
  not going to bother trying to come up with any number of
• 4:46
  reasons why it happens. However, like I said before I
• 4:50
  introduce myself, there are some things that we can do to reduce
• 4:53
  the amount of times that these things happen.
• 4:56
  Now, one of the reasons why this thing happens to you or to us,
• 5:00
  we salespeople, we business owners, is because we don't have
• 5:04
  the habit or we don't have the skill of seeking advancements in
• 5:08
  sales. So maybe I wonder, what's an
• 5:11
  advancement? Very simple.
• 5:12
  I'll explain. But for those of you who are
• 5:14
  Ogs, you've been listening to the podcast for a while, you
• 5:16
  already know or for the benefit of people who are just coming
• 5:19
  today, today, let's explain. Now the concept advancement is
• 5:23
  something that was coined by a researcher called Neorakam, old
• 5:28
  school trainer, consultant type guy.
• 5:32
  And I think the book Spin Selling was written in the 70s
• 5:35
  or in the 80s. So there's a methodology called
• 5:38
  Spin Selling that is named after the guy.
• 5:41
  So you can say he's kind of like a grandpa to some of us in the
• 5:45
  industry. So Neil Rackham in his research
• 5:50
  figured out that successful sales people have a habit, they
• 5:54
  have a skill, and that particular skill is they know
• 5:57
  how to get advancements. An advancement just means a
• 6:02
  mutually agreed next step. An advancement just means you're
• 6:06
  talking to someone, you're trying to tell somebody, you're
• 6:08
  trying to close a deal, you're trying to secure an investment,
• 6:12
  you're trying to secure a partnership, you know, through
• 6:15
  with a stakeholder, whatever agenda it is that you're trying
• 6:18
  to do. Advancement just means that at
• 6:21
  this current meeting, at this current phone call, at this
• 6:23
  current e-mail, at this current WhatsApp, at this current Zoom
• 6:26
  session, at this current, whatever it is you're doing, you
• 6:30
  have the skill or you have the habit of getting the other
• 6:33
  person to agree. OK, good.
• 6:36
  As we're leaving now, what is the next step?
• 6:40
  If somebody says it's all good and you just assume it's
• 6:45
  positive, you don't secure an advancement.
• 6:48
  All kinds of things can happen. Oh, my wife said, my pastor
• 6:51
  said, oh, I'm sorry, I forgot. Oh, the money I allocated for it
• 6:55
  went to something else. Like any kind of thing can
• 6:57
  happen. So if somebody says it's all
• 7:01
  good, what you need to do is secure an advancement. 2 of you
• 7:06
  need to agree now. OK, shabby is all good.
• 7:11
  This is the next step. This is the next thing we're
• 7:13
  going to do. When you secure an advancement,
• 7:16
  then the chances of the deal moving forward are high because
• 7:19
  both of you have agreed. Remember, advancements are
• 7:22
  mutual agreements. Both of you have agreed.
• 7:24
  One person suggested. The other person agreed that
• 7:27
  this is what we will do next. Some of you now ask how do you
• 7:32
  secure an advancement? Look, it's not too hard.
• 7:35
  Actually, it's very simple. Somebody has to propose.
• 7:39
  If you are afraid, if you're shy, it's OK to ask the person.
• 7:42
  The person says it's all good. He said, oh OK, no problem,
• 7:44
  since we are all good, what would you like for us to do
• 7:47
  next? Assuming that you're shy?
• 7:50
  But by the way, I don't like that approach because when I put
• 7:53
  the ball in somebody's court, I have no control over what they
• 7:56
  will say next. If they say, oh, OK, well,
• 8:00
  actually my daughter is graduating in Canada.
• 8:03
  And so because of that, the family is going to travel.
• 8:06
  We're going to be away for six months.
• 8:07
  By the time I come back, I have a meeting in Oakland State and
• 8:11
  something, something, something. So how about we pick this up in
• 8:14
  10 months time? You see, that kind of thing can
• 8:17
  happen if somebody says it's all good, I'm actually trying to
• 8:19
  make progress. Now, I don't want to say what
• 8:22
  would you like for us to do next?
• 8:23
  And the person will start giving me a story and the story will
• 8:25
  end in, OK, let's talk in 10 months time.
• 8:28
  Anything that happened in 10 months.
• 8:30
  But just in case you're scared or you don't want to be too
• 8:33
  forward, it's perfectly fine. You can ask, OK, we're all good,
• 8:36
  Abby, what would you like us to do next?
• 8:40
  Now what I prefer to do is I think that as the salesperson or
• 8:46
  as the business owner, we are the ones that are professional.
• 8:48
  So it is not out of place for us to suggest that this is what
• 8:52
  should happen next. If The thing is a significant
• 8:55
  something, if it's an important something for the person, the
• 8:58
  person will now match, you know, change their own paros, change
• 9:01
  their own schedule to blend with this thing if it's a serious
• 9:04
  problem. So it is OK for you to say, oh,
• 9:09
  it's all good, Abby, all right, no problem since we are all
• 9:12
  good. In my own professional opinion,
• 9:15
  what I recommend at this stage is then you will now see your
• 9:19
  own either way. Somebody says it's all good.
• 9:24
  There is no way that I'm leaving that meeting and we have not
• 9:27
  agreed on the next step. You don't agree on the next
• 9:31
  step. You rely on the fact that the
• 9:33
  person said it's all good. The person says, and we go,
• 9:36
  yeah, we go, yeah, You know, Shabi, I have your number, ABI.
• 9:39
  OK. You have chemist number, ABI.
• 9:41
  Yeah. No problem.
• 9:41
  No problem. We go.
• 9:42
  Yeah, We go. See.
• 9:43
  We go. See you now shake hands, you go
• 9:45
  home. You have to say how far you say
• 9:46
  that was a good meeting, my dear, that this deal would click
• 9:49
  the better said this is all good my friend.
• 9:54
  If anybody says it's all good, secure an advancement on the
• 9:57
  spot is all good, correct. That's why I like to hear I'm
• 10:02
  looking forward to serving you. I'm looking forward to taking
• 10:04
  care of you. So Bros, as we are wrapping up
• 10:06
  this meeting now what do you want us to do next?
• 10:09
  That's option one. And by the way, that's the
• 10:13
  option I like the least. I don't like throwing into their
• 10:15
  own court. Me, I like to take, I like to
• 10:17
  take the initiative. So I'll say, oh, it's all good.
• 10:20
  How fantastic. That's what I was hoping you
• 10:22
  would say. All right.
• 10:24
  Now, based on my own professional recommendations, if
• 10:27
  we're going to achieve so, so and so date, so, so and so
• 10:29
  timeline, in order for us to beat this and this and this and
• 10:32
  that to achieve this result, this is what I recommend.
• 10:36
  We need to have the next meeting for this, this, this, or you
• 10:39
  need to send over a deposit for this amount or we need to
• 10:42
  schedule a side visit for so, so and so.
• 10:45
  Whatever it is, in your professional opinion, recommend
• 10:48
  the next step. Do not leave a meeting where
• 10:51
  somebody says it's all good all overnight.
• 10:53
  They smile. You know the guy who ordered
• 10:55
  drinks for all of you. You stand up, you will shake
• 10:57
  hands. You know, you say we will.
• 11:00
  Yeah, we'll be in touch. You know, I'll be in touch.
• 11:03
  And they leave the meeting thinking, man, as a correct guy.
• 11:04
  I like the way this deal is going only for you to see in
• 11:08
  three weeks time that they gave the money to somebody else.
• 11:12
  Whatever the reason, if somebody says it's all good, no problem,
• 11:18
  The next thing you will do is secure an advancement.
• 11:22
  If you have never heard of the word advancement before, this
• 11:25
  should be your new favorite phrase for the year.
• 11:28
  Advancement. Every single conversation that
• 11:30
  you're having with a potential customer with a potential client
• 11:33
  advancement. If you've been in this sticky
• 11:36
  situations, you're not sure how to secure advancement.
• 11:38
  That's the reason why I gave my phone number at the beginning of
• 11:40
  the episode call, send me a text message or WhatsApp message on
• 11:44
  08064662140. Reach out.
• 11:48
  Let's help you secure advancements in your business
• 11:51
  deals. Now, another possible reason why
• 11:56
  you can hang in situations where somebody says it's all good is
• 12:01
  because you assumed that the person is interested in
• 12:07
  proceeding to the next step. I repeat, it's not a reasonable
• 12:12
  time that somebody says is all good that the person is
• 12:14
  interested. Sometimes when somebody says
• 12:16
  it's all good, the person just means on paper this proposal
• 12:20
  makes sense, but in the back of their mind, they still want to
• 12:23
  research one or two things. They still want to make sure
• 12:27
  that you know one or two things correlate first before they move
• 12:30
  forward. It doesn't mean that they're
• 12:32
  interested in proceeding. Hope you guys get the
• 12:36
  difference. Sometimes somebody says it's all
• 12:39
  good. What they mean is on paper,
• 12:41
  everything is set, everything nice.
• 12:43
  This thing looks good on paper, but they still want to go and
• 12:47
  talk to Madam, still want to go and talk to business partners,
• 12:50
  still want to go on Google to go and do some research or
• 12:53
  whatever. They want to independently
• 12:56
  verify one or two things to be sure it checks out before they
• 12:58
  move ahead. Somebody saying it's all good
• 13:01
  doesn't mean that they are interested to proceed now.
• 13:05
  Don't assume. Now in the earlier example that
• 13:09
  I gave about securing advancements, yes we are
• 13:11
  assuming. But The thing is by the time you
• 13:13
  start trying to propose next step and the person says ah next
• 13:16
  step, how calm down, you will now see that oh you are
• 13:20
  misunderstanding. You are assuming more than was
• 13:23
  implied. So another thing you can do is
• 13:27
  when somebody says this, all this sounds all good, it's all
• 13:30
  good, everything is set, everything looks all right.
• 13:33
  You know, everything add up is looking OK.
• 13:37
  What you can do is clarify. Instead, clarify so the next
• 13:43
  time you're on a meeting, in case you're thinking securing
• 13:46
  advancement is too forward, you don't have to be too forward.
• 13:49
  No problem. When somebody says this sounds
• 13:51
  all good, it's all good, everything is set, clarify.
• 13:57
  Now this is how you go about first of all, you affirm.
• 14:00
  So you say something like, oh, fantastic, I'm glad to hear that
• 14:05
  because you know, we must always be positive in the selling situ
• 14:07
  scenario, you know, maintain that positive momentum.
• 14:12
  So somebody says it's all good, everything adds up, the whole
• 14:15
  team matches up. You say it, I'm glad.
• 14:17
  Then you repeat what the person said.
• 14:19
  I'm glad that you think everything sounds all good.
• 14:22
  I'm glad that everything matches up.
• 14:25
  I'm glad that everything don't set the exact words that the
• 14:29
  person said. Repeat it, affirm it.
• 14:31
  I am glad that and then repeat exactly what the person said.
• 14:36
  Then you will now clarify and they say Bros when you say this
• 14:40
  sounds all good. When you say everything don't
• 14:43
  set when you say be like say everything.
• 14:46
  Check out everything pure, whatever he said or whatever she
• 14:49
  said, the exact thing repeated. You now say Bros, Madame Oga,
• 14:55
  Ambassador Odogo, Mazi, whatever.
• 15:00
  Address them properly. When you say XYZ, what do you
• 15:07
  mean? And then you keep quiet and hear
• 15:10
  what it is that they have to say.
• 15:13
  Some people essentially would say, I mean, is no more
• 15:17
  impediment again, no more roadblock, no more nothing like
• 15:21
  all their questions have been answered.
• 15:25
  There are some people who say, no.
• 15:26
  What I meant was on paper this proposal seems OK but I still
• 15:31
  have to go and talk with the board before we can give you a
• 15:34
  decision. Or I would still want to discuss
• 15:36
  with my wife before I give you a decision or I still want to go
• 15:41
  and discuss with the family members before I give you a
• 15:43
  decision. So affirm.
• 15:46
  I am glad that you said this, this, this.
• 15:51
  But Madam, Madam Ambassador, when you say this, is this, what
• 15:57
  do you mean? You know what she has to say.
• 16:00
  Then after that you now get some feedback.
• 16:04
  You now ask, OK, so does this mean that we are ready for XYZ
• 16:09
  now, XYZ being the next step? You ask S Presley so that you
• 16:16
  know where you stand. If the person says yes, then
• 16:20
  you're on your way to securing an advancement.
• 16:23
  So let's say this is real estate.
• 16:27
  OK, Yes, because yeah, I work with my last training cohort.
• 16:31
  In January, somebody in the class was involved in real
• 16:34
  estate in Orca, in Anambra. So let's say it is real estate
• 16:39
  and then you are on the, you're on the site, the guy is there,
• 16:46
  the wife is there. They looked at it and then Mazzy
• 16:49
  says this sounds all good. Then this is the point where you
• 16:54
  now say, OK Chief, I'm glad that you have said, Chief, I'm very
• 16:59
  glad that as we came to this place, as we have looked at this
• 17:02
  house up and down, I was looked at this land.
• 17:04
  For you to just say this sounds all good.
• 17:06
  This thing has really blessed my heart.
• 17:07
  And Chief, I'm very, very happy because I've been looking
• 17:10
  forward to working with you. But Chief Novix, when you say
• 17:14
  this sounds all good, what do you mean exactly?
• 17:18
  If Chief says I said it's all good because nothing remained,
• 17:22
  again, now like I like it, Madam, like it.
• 17:24
  Now there's no problem there. You will now ask OK, so Chief,
• 17:27
  does this mean we are ready to start drawing up the paperwork
• 17:34
  and they hear what Chief has to say.
• 17:35
  If Chief says no, there's nothing holding this process
• 17:37
  back. Good.
• 17:39
  You will now secure an advancement.
• 17:40
  OK Chief, no problem. No problem, no problem.
• 17:42
  If you have it in the car, that's where you now say Chief.
• 17:45
  OK, fantastic. Let me take the copy of I have a
• 17:48
  copy of OK what do all units of so I'm not in real estate, so
• 17:52
  I'm not sure Anyway, whatever the paperwork is OK Chief I have
• 17:57
  I have a copy of tenancy agreement.
• 17:59
  I have a copy of this. I have a copy of that taken show
• 18:01
  to Madam that your lawyer that you mentioned the barrister,
• 18:05
  barrister Kenny Chuku, his I have his WhatsApp number.
• 18:08
  I'll send it to him on WhatsApp share.
• 18:09
  That is OK. So yes, so for most of my
• 18:12
  clients now looking over this paperwork, normal, normal team
• 18:16
  know they take more than like that kind of four or five days.
• 18:18
  So chief, I can call you Friday. I can call it like Thursday
• 18:23
  evening. I'll be let's see if we can meet
• 18:24
  by Friday in your office. So I'll bring the contract, you
• 18:28
  know, we'll sign or you transfer deposit.
• 18:31
  Let me call the site engineer to come and start.
• 18:37
  What do they do again? These engineers, you know, when
• 18:38
  they come and then they put beacon stone and marking, then
• 18:41
  they start marking the exact plot of land.
• 18:44
  I know what not. Anyway, those of you in real
• 18:47
  estate, you see what it is that I mean, you ask Chief, oh, does
• 18:50
  this mean that we're ready for XYZ?
• 18:52
  If Chief says yes, good. You start securing the
• 18:54
  advancement. You start narrowing it down,
• 18:56
  whatever the advancement is supposed to be.
• 18:59
  So regardless of whatever psychological, spiritual or
• 19:03
  emotional reasons that somebody who say is all good and then 2-3
• 19:08
  weeks later you say that they're ghosting you, whatever the
• 19:10
  psychological reason. Because honestly, who can probe
• 19:14
  the the mind of man? After all, scripture even says
• 19:16
  it that who can probe the mind of man except God?
• 19:19
  You can't read their mind. Don't bother trying to read
• 19:23
  their mind. Your own is secure your
• 19:25
  advancement. That's all.
• 19:27
  That is all. If you think securing
• 19:29
  advancement is too aggressive, no problem.
• 19:32
  Then you clarify instead. You say chief, you say Madam,
• 19:35
  you say ambassador, you say Deaconess Afubero, I'm glad that
• 19:39
  you have said this. I was hoping that that's exactly
• 19:41
  what you want to say because I'm looking forward to having you as
• 19:44
  one of my satisfied clients. So, Deaconess, I beg, when you
• 19:48
  say it's all good, you know what did you mean exactly?
• 19:51
  So, Deaconess, I'm very happy as you said that.
• 19:54
  So Mommy, does this mean that we're now ready for us to sign
• 19:58
  the contract? Oh, fantastic.
• 20:01
  Very good. So mommy, I will give you the
• 20:03
  contract right now. I have extra copies in my car
• 20:07
  and sure, I can forward you my account number now so you can
• 20:10
  just do the transfer. So at least by Monday morning
• 20:13
  the thing will clear. Let's get this thing on the
• 20:14
  road. Oh, fantastic.
• 20:15
  Mommy, thank you very much. Thank you very much.
• 20:19
  When you follow it like that, you now reduce the situation
• 20:21
  where somebody will say this sounds all good.
• 20:25
  You stand up all of a night, you know, you give yourself a
• 20:27
  handshake, you know, pay yourself some nice compliments.
• 20:31
  You know, you finish your drinks and then you say I'll be in
• 20:33
  touch only for 2-3 weeks later you come and hear a different
• 20:38
  story. This is how you avoid all these
• 20:40
  stories that touch. So remember, if you've been in
• 20:44
  this situation, you've had these kinds of problems before, Reach
• 20:47
  out to me, call me, send me a text message, send me a WhatsApp
• 20:50
  message on 08064662140. Let's see how we can get your
• 20:56
  deals on stock. Some of you will be listening
• 20:59
  right now and you'll be saying that man, these, these ***
• 21:02
  sounds expensive. I think I'm actually reasonably
• 21:04
  reasonably priced, but I, I have no problem with giving people
• 21:08
  free advice. So you can actually can reach
• 21:09
  out and say I've been in this kind of situation.
• 21:11
  I'm looking for free advice. That's not a problem.
• 21:14
  I will grant you your wish and I will give you free advice.
• 21:17
  But just like the genie, there are limitations.
• 21:20
  I will only answer one question, so think very hard about what
• 21:23
  you want your one question to be.
• 21:27
  But if we have to go in in depth to try and figure out exactly
• 21:30
  what's going on, how we're going to unwind the situation and
• 21:33
  prevent this thing from happening again.
• 21:34
  If we're going to have to go in depth, then we'll have to look
• 21:37
  at some hourly sessions, some daily sessions, some weekly
• 21:40
  sessions, or some monthly sessions.
• 21:44
  So that's it and that's all for today.
• 21:46
  Thank you very much for listening.
• 21:47
  It's been a while since we had a very practical episode.
• 21:50
  So for those of you who are regular listeners and you are
• 21:52
  tired of, you know, hearing me talk about myself, I'm sure you
• 21:55
  guys are glad that we're back to the practical episodes, are we?
• 21:57
  And I don't worry, we've got more practical episodes lined up
• 22:00
  because for the training that I did in January, we discussed
• 22:06
  lots of important stuff. In fact, too much like because
• 22:12
  after each session I would prepare a summary and then I
• 22:15
  would send to the participants. So I think I have close to, it's
• 22:21
  almost like 60-70 pages of notes on the, on the things that we
• 22:26
  spoke about. So I figured, hey, some of you
• 22:29
  couldn't afford the training. It's not a problem.
• 22:31
  So I'll come over here and practically in episode after
• 22:34
  episode, we'll just break down a couple of things.
• 22:36
  I introduce you guys to some of the stuff that we spoke about so
• 22:42
  they can see that time spent with me.
• 22:45
  It actually is well spent. So that's it.
• 22:48
  And that's all for today. I'll catch you all some other
• 22:50
  time.