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Transcript

Is Building Trust the First Step in Your Sales Process? · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome. My name is Tavishima Ayede.
0:04
I'm the host of the podcast and I'm making today's recording in
0:07
church because my kids are having catechism classes now.
0:11
If you'd love to connect, you can call SMS or WhatsApp me on
0:14
08064662140. Today on the podcast, we are
0:19
going to be looking at when you should worry about trust in
0:23
business. I repeat, what we're going to be
0:26
looking at today is when you should worry about trust in
0:29
business. And the reason why we're looking
0:31
at this today was because I've been having conversations with a
0:34
female real estate professional and she's been worried about
0:39
trust coming through when she starts conversations with
0:43
people, when she's reaching out to people, you know, so, you
0:47
know, you know, normal concerns now, like how will I get people
0:50
to trust me? You know, do people trust me?
0:52
What can I do to improve people's trust in me?
0:55
All these sorts of things. And you know, in a way my
0:59
intuition is on point because it's something that we should be
1:04
worried about as business owners, as salespeople, as
1:08
entrepreneurs, as self-employed people.
1:10
We know, we, we need to know, do people trust us?
1:13
You know, are they, are we making progress?
1:16
Because if people don't trust you and you're not making
1:18
progress in that regard, then your likelihood of closing a
1:22
deal, getting a customer, getting a partner, getting a new
1:27
stakeholder, a new investor, a new whatever.
1:30
If you're not making progress in the trust department, then yes,
1:33
things will be going down, down, down, down, down.
1:36
So it's a very good intuition that she has worrying about how
1:42
trust applies in business and how you can improve the level of
1:46
trust. Well, in fact, her exact
1:48
question or the thing that started this conversation was
1:51
she asked, is building trust the first thing you should do when
1:55
running a business? So I repeat, her question was,
1:58
is building trust the first thing you should do when running
2:00
a business? Now, this was my response to
2:03
her. This was a chat thing, by the
2:05
way. And, you know, usually as these
2:08
things happen now, you know, I sent somebody something in a
2:11
chat message. And then a couple of days passed
2:13
and I realized that, you know what, that text message I sent,
2:17
that WhatsApp message I sent was a little too brief.
2:19
You know, there's a little bit more that we can expand on this
2:22
thing, you know, to make more sense.
2:25
But you know, that's a problem with text communication.
2:29
You know, you write something, you know, you send, you know
2:31
what you mean. You just assume that the other
2:34
person is going to pick up on the meeting as well, which is
2:36
the reason why I stopped my blog because I used to have a blog.
2:42
But the problem is writing A blog and I think takes time
2:46
because you read the draft and then you realize that we didn't
2:49
quite convey what I wanted to say.
2:50
You rewrite it again, You're trying to write everything out,
2:53
but it's a lot quicker to just get on the microphone and then
2:55
just speak this thing one time and you passed across everything
2:58
that you want to say and people will listen to it and understand
3:01
with greater nuance. So that's the reason why I
3:03
stopped with the blog and I switched over to the podcast
3:07
about five years ago. So our question again, is
3:13
building trust the first thing that you do when running a
3:16
business? My response to her was this.
3:20
Building trust that's later down the line.
3:24
Trust is a byproduct of your sales process.
3:28
Just worry about being targeted and relevant when you go out, go
3:33
about prospecting and you'll be OK.
3:36
So again, a question is building trust the first thing you should
3:39
do when running a business? My response to her building
3:42
trust is later on down the line, trust is also a by product of
3:47
your sales process. So just worry about being
3:50
targeted and relevant when you go about prospecting and you'll
3:53
be OK. OK, of course.
3:55
Let me define a few things for those of you who are listening
3:57
to the podcast for the first time.
3:59
We all familiar with a couple of terms so well, no need to define
4:03
trust. Let's just continue because all
4:05
of us, shall we know what trust means in a way.
4:10
Let's see what else? What else?
4:11
What else? OK, Prospecting.
4:13
Now prospecting is the process or the strategy or the thinking
4:19
that we all go through. The thinking and the activities
4:21
that we go through when we're trying to figure out who is our
4:24
ideal customer, who might be interested in our product or our
4:26
service, Where do they hang out, where can I find them and how
4:30
can I start up a conversation? That is what prospecting is.
4:33
So I remember all the thinking that we do and all the
4:36
activities that we carry out that help us to figure out who
4:40
is interested in my product or service.
4:42
Where can I find them? How do I start up a conversation
4:44
that is prospecting? So for that gentleman that I
4:47
mentioned last year who brought Flyers outside of my children's
4:51
school, in a way what he was doing was prospecting.
4:54
He figured I have a back to school shop.
4:57
The people that will be buying my merchandise are parents who
5:00
have children. Where can I find parents who
5:02
have children? I can find parents who have
5:04
children waiting outside the school because they want to pick
5:08
up their children. So therefore, I will go to those
5:11
kind of schools with my Flyers and I'll start handing it out to
5:14
parents. So you can say that that's a
5:16
prospecting activity who might be interested in my product, my
5:18
service. Where did they find out?
5:20
So where did they hang out? How can I start conversations
5:22
with them? And that was a perfectly good
5:23
example. Go to the school, hand out the
5:26
flyer. Hopefully you'll get involved in
5:27
a few conversations because you know, if you give the flyer to
5:30
daddies, you know what daddies do now you say thank you very
5:32
much. You take the flyer when you walk
5:34
away the authority way. But their mommies, you know what
5:36
mommies do when their mommy picks the flyer, the mommy will
5:38
say, oh, Ben 10, you have been 10 back.
5:41
Oh, yes, Madam, we have. OK, which other one do you have?
5:43
Do you have this? Do you have that?
5:45
You know, you start conversing. How much is this one?
5:48
How much is that one? OK, you know what?
5:51
Which is your phone number? I'll call you.
5:54
You have that conversations, you know that conversation maybe
5:57
like 50 times. Of course there's no way that
6:00
all 50 mumsies will call you. But The thing is, at least if
6:04
you waste like one week as I went away self universe, like
6:07
one week, you talk like 50 mumsies at the end of the day,
6:11
you know, maybe 8 of them called you and then you close maybe
6:14
like four or five deals. You know, it's OK, you still
6:16
try. So that is what prospecting is
6:19
all about. So remember it is the thinking
6:22
and the execution. The reason why I put and the
6:25
execution is because a lot of people, they stop at the
6:27
thinking stage. You'll be thinking, oh, where
6:29
can I find my customer? Where can I find my customer?
6:31
You think you'll come up with some mad ideas, like brilliant
6:35
ideas. You'll write this thing down.
6:37
You tell your wife, your wife be like, oh, that's a brilliant
6:39
idea. Oh, my, my darling husband is a
6:42
brilliant idea. He's yeah, yeah, yeah.
6:43
When I go to carry it out, I'll do it next week, next week.
6:46
But then next week we'll call him and say I'll do it next week
6:48
and then next week and then next week and then next week.
6:50
And then before you know it, your brilliant ideas you never
6:52
executed. So that's why I say it's not
6:55
just the idea with its execution.
6:57
Let's be executing. Let's not be writing down
6:59
brilliant ideas and showing ourselves how smart we are.
7:02
If you drop all these brilliant ideas, you don't execute on
7:05
them. You just, you know, it's a waste
7:06
of time. All right, so let me move now.
7:10
We've defined trust. No, we didn't define trust.
7:12
You know what trust means. We've defined prospecting.
7:15
OK, so let's continue now. Now let me try and break it
7:17
down. This was the thing I was trying
7:21
to, these are my concerns I was trying to pass across.
7:27
First of all, I'm trying to get her to calm down, to breathe
7:30
easy, to relax, you know, to chill.
7:35
Just calm down, right? Because when you're doing
7:40
outreach, what I'm telling you now is like gospel truth, when
7:45
you're doing outreach, there is no way under the sun except if
7:49
you buy, you know, those people that do advertisements, if you
7:52
look around your neighborhood, at least in Lagos, while I used
7:55
to see those that were to do write it in shock, you know, so,
7:59
so, so, so Hare Krishna, Vishnu temple, something, something,
8:03
all the jazz is there. You know, those people that have
8:05
this kind of jazz that once you put it in your mouth and you say
8:07
something, you know, people will follow you, you know, and then
8:11
there's also, they also have a torch and go.
8:13
So you buy the one for your mouth, you buy the one for torch
8:15
and go. So you go and meet somebody and
8:17
say buy my product. You touch the person on the show
8:19
that the person will buy a product.
8:21
So except for using that kind of jazz, and by the way, I do not
8:26
I'm not advocating that use that kind of jazz because you know
8:29
how these things work. You know, they say the devil
8:31
always demands a price. You go and buy that kind of jazz
8:35
and the thing works every you touch somebody on the shoulder,
8:38
you say buy my product, the person will buy eventually
8:40
become a billionaire. And then one day the devil will
8:42
show up and say, I have come to exact my prize.
8:47
You now find out that you haven't had one chance or
8:50
something you didn't plan in the beginning.
8:52
So stay away from jazz if you want to, if you want to hammer,
8:57
if you don't believe we're watching Hollywood film, you
8:59
will see that jazz is anyway, let me continue.
9:04
So when you're doing outreach now, except if you're using
9:07
jazz, there's no way somebody will trust you from the
9:09
beginning. Just take it standard.
9:14
You're doing business outreach, you're talking to a stranger.
9:17
Look, even if you're talking to your mom, see the fact that mom,
9:19
she knows you're trying to sell us something.
9:21
Bam, from the beginning, she doesn't trust you.
9:24
Just take it. It's a normal human condition,
9:27
so you are worried about trust. Stop giving yourself heartache.
9:31
Stop giving yourself unrealistic expectations.
9:33
This thing that you will approach somebody and you will
9:36
say 123 magic combination of words and any person will trust
9:39
you. This thing does not exist.
9:41
The only way that it exists is if you go to Vishnu temple or
9:45
all those temples, or just if you call that number on the
9:48
advertisement and go and buy that jazz.
9:50
That's the only way that you open your mouth.
9:52
You talk to somebody, you tap them on the shoulder, then
9:54
they'll buy your product because they trust you.
9:57
That's the only way. So the first thing that we need
10:01
to do is all that nervousness, all that angst.
10:03
How will I get this person to trust me?
10:05
Just calm down. If it is your father that you're
10:10
talking to now you're mumsy. Mumsy where born you.
10:15
So long as it is a sales conversation, the first thing
10:19
mumsy will be her. Her God will be up.
10:23
OK, this my son, he has come again.
10:26
Before he tried to sell me crypto.
10:28
After that he tried to sell me this.
10:30
Now he's trying to sell me this. Her God will just be up.
10:32
So it's normal. So if you're having anxiety
10:37
around these issues, just relax. You're giving yourself
10:42
unrealistic expectations. There's no way you can get
10:45
everybody to trust you. It's just a normal, normal fact
10:49
of life. And that's one of the reasons
10:50
why when I'm talking about different kinds of sales
10:53
methodologies on the podcast, I talk about Tom Hopkins because
10:57
his method acknowledges this reality.
10:59
So Tom Hopkins says that the people pass through sales
11:02
resistance and then sales acceptance.
11:04
Sales resistance is that stage where in the beginning
11:07
everybody's mind is up. You just lock up your mind
11:11
because nobody wants to be taken advantage of.
11:13
You're going to go and buy a new car.
11:15
All you have in your bank account is let's say you have
11:18
14.6 M You're going there. Every single car dealer is
11:21
telling you 14 M16, M18M. Of course your guard will be up.
11:27
Of course you will lock up because all you have is 14.6.
11:30
So you're, you know, you're holding things close to your
11:32
chest. You don't want them to know how
11:33
much you have. So it's normal.
11:38
That is called sales resistance. Sales resistance just means is
11:42
this a sales situation? Everybody just lock up is
11:44
normal. So Tom Hopkins says the sales
11:48
resistance and then there's sales acceptance.
11:50
Sales acceptance is when people are now relaxed, you know,
11:53
they're now smooth. You know they trust you a bit,
11:56
so they can now start to admit that's the stage where you can
12:00
now be honest with the coppers. And I look, you know what, to be
12:03
honest, the money that I have no reach 15.
12:06
So if you're going to give me this thing for 13, no problem or
12:09
if I can drop 13 now balance you the remaining one later and you
12:13
now start having those kind of conversations.
12:14
Because we have gone from sales resistance to sales acceptance.
12:19
And Tom Hopkins says that we have to run through a couple of
12:22
factors before we get to sales acceptance.
12:24
And of course it starts with trust.
12:26
So he says we have to go through trust.
12:29
Excuse me, Trust need help and then hurry.
12:32
Trust need help and then hurry. Now Tom Hopkins is an old school
12:37
guy, like getting on the train since like 1960 something.
12:42
I've been 1970 something. So if you check Google, you
12:46
check YouTube, you'll find the stuff is there.
12:48
It's plenty if our Uncle Tom no Vexo, but if you go on, you
12:53
check YouTube and you see any of his videos, you can't even take
12:56
the video, plug it into your favorite AI tool and get a
12:59
transcript and then read. If you're one of those people
13:01
who don't like to, who don't like to listen to podcasts or
13:07
watch videos, Uncle Tom, I beg no Vex.
13:10
I'm not pirating your stuff. I'm just anyway, let me move on.
13:14
So yeah, so he says we have to move through trust need help and
13:18
then hurry. Those are the factors that will
13:20
move through to try and close, close the deal.
13:25
And then he gives recommendations for how you can
13:29
move through all these stages. So one of the things that he
13:33
says according to this framework, now how you get
13:36
people to trust you, by the way, there will never be 100% trust
13:39
because trust is contextual and you know, trust is always
13:42
limited. So how will I put it now?
13:46
OK, you, you're just listening to me on this podcast.
13:48
So because you've been coming here for a while, you trust me
13:51
that if I say something about sales, you, you just trust me.
13:54
You know that this guy, you know, inside be work.
13:58
So you trust that I know what I'm saying.
14:03
But if I show up at your place, all of a sudden I say, ah, guy,
14:06
I beg. You know, I'm trying to I'm in
14:07
Lagos. I need a place to sleep for the
14:09
night. Will you just open your door for
14:12
me? No, because when it comes to
14:15
sales, you trust me, but then on a personal level, you don't know
14:18
anything about me. So if I don't show up in your
14:20
place like that, you'll be like, you know, some of you might even
14:24
be disappointed. You'd be thinking about you.
14:25
I Bros. You know, you can't go and stay
14:28
in Sheraton. You can't go and lodge there for
14:31
like one week. You know, so some of you you're
14:33
the way you look at me. The thing you know, might might
14:35
be you Rep that have your eye will now even calm down.
14:39
So what I'm just trying to say is that trust is trust is
14:44
contextual. So you will never get 100% trust
14:50
before. We're trying to do now, which is
14:52
to try and close this deal. Tom Hopkins says you need to
14:54
show up appropriate. You should try and show up
14:57
credible and then try and show up competent.
15:00
I repeat, he says you need to show up appropriate to the
15:03
context credible and then competent.
15:06
Appropriate just means show up as the as a reasonable person
15:11
would expect given the context. So that's the reason why I keep
15:15
giving an example that if somebody's looking for a
15:19
cardiologist and they enter your office and they see you wearing
15:23
wife beta shirts with torn jeans and then with with tattoo and
15:29
then we do rag. You know, it's possible that you
15:32
are the best like you graduated first class in Nigeria, you went
15:36
to Harvard, you graduated first class, you went to Oxford, you
15:38
graduated first class. You might be the best in the
15:40
whole world, but because when people are looking for brain
15:44
surgeon, that's not what they're expecting when they enter your
15:46
office and they see you like that white beta shirt tattoo
15:50
torn jeans do rag plus with a Smokey bowl, you know, most
15:55
people just fade. Well, OK, they say it's the
15:59
first class brain. No problem.
16:00
Let me who is the person that graduated to one, Let me go to
16:03
that person. So we have to be appropriate in
16:07
our parents and appropriate in our greeting.
16:09
So this is one way that we engender trust.
16:13
So excuse me. Yeah, I know for women there's
16:15
some more complications because there's somebody who was asking
16:17
me about makeup now because she say she should know to the raw
16:21
powder and stuff like that. So my advice to her was, you
16:25
know, all of that is not necessary when it that's a
16:28
separate podcast episode. We'll get to the whole woman
16:30
thing. You know, she you, she wrote
16:32
powder. She you know, raw powder.
16:33
She use lipstick, no use lipsticks.
16:35
You use perfume, no wear perfume.
16:36
We'll get all of that later. Well, for now, we're trying to
16:39
be appropriate in our appearance and then appropriate in our
16:43
greeting. And the part about credibility
16:46
and competence is this credible just means when you open your
16:49
mouth, you know, you sound truthful and what you say
16:52
they're competent means by the way you open your mouth or by
16:55
the way you carry yourself. People who say this guy, he, he
16:59
knows his stuff or she knows her stuff.
17:04
But unfortunately that is all we can do.
17:07
We can show up appropriate. You can do your best to sound
17:09
credible and competent. It doesn't mean people are going
17:11
to trust you. So that's the reason why I'm
17:13
saying, excuse me, like just relax.
17:17
Do the best you can do and relax.
17:21
You say man proposes, God proposes.
17:23
So it's like that every time you show up.
17:25
Just do your best on these fronts.
17:27
The rest, just leave it to God. For those of you who believe in
17:30
the universe, that's absolute rubbish.
17:31
There's nothing like leave it to the universe.
17:34
But anyway, that's a philosophical conversation we'll
17:35
have done later. So show up, do your best.
17:41
You're not guaranteed the results.
17:43
The only thing you can guarantee is that you will stick to your
17:45
process. So that's the reason why I tell
17:47
people like just make sure you have a wealth order process.
17:50
Follow it every time. Over time, the results will add
17:54
up. It's like farming for our
17:56
grandparents. The fact that you have the best
17:58
plot of land, the fact that you got the best fruit, and the fact
18:02
that rain fell when was supposed to rain.
18:04
It doesn't mean you will have bumper harvest.
18:06
All kinds of things happen, but shall you only just show up and
18:10
clear the farm when you're supposed to show up and plant
18:14
the seed when you're supposed to show up and weed when you're
18:17
supposed to. Well, wait for rain.
18:19
Hopefully rain will fall when it's supposed to, but the
18:21
harvest is not up to you. So don't carry too much on the
18:26
chest. Don't be worried.
18:28
The people trust me how they see me.
18:31
Especially for women. Please, my sisters, you will
18:34
should stop worrying so much about how people see me.
18:36
How they how do they rate me? Do they trust me?
18:39
Relax, You will are making this thing well.
18:41
It's hard. Yes, it's hard, but you are
18:43
making this thing too hard by putting some of these, excuse
18:47
me, emotional and psychological burdens on yourself.
18:50
Show up, do your process, leave the rest of God.
18:53
You don't know what you can do. You wake up tomorrow, you say,
18:56
God bless the work of my hands. You go back into the field and
19:00
that's it. So we'll have to be appropriate
19:03
now greeting, appropriate now appearance.
19:05
Be ready to talk about your trading history.
19:07
Be ready to talk about your satisfied customers.
19:09
Be ready to talk about projects you've executed, you've executed
19:12
in the past, but just establish some things quickly and then
19:16
move on. You know, don't dwell because
19:17
you can't force someone to trust you or like you.
19:20
And The funny thing is the more you're spending time with
19:22
somebody because you're trying to get them to trust you.
19:24
It's funny, but it's how it works.
19:26
The more the person will be distrusting you.
19:30
You know this, you know it's true when somebody's like, trust
19:35
me now, trust me. Now you don't trust me, you
19:36
don't trust me. That's the person will not be
19:38
thinking like a mom is. I see this guy has something to
19:40
hide. So just show up, establish these
19:46
things, back, back, back and then move.
19:49
Don't do well. If you're forcing somebody to
19:51
like you, you're forcing somebody to trust you, you are
19:53
wasting time. So now let's make it much more
19:57
practical because she's in the real estate space.
19:59
So let's think about it. Typical real estate outreach in
20:02
Nigeria. This is what people do.
20:03
They carry Flyer to go and meet you in traffic or to meet you in
20:06
the mall and then do Andrew Flyer or they'll connect with
20:10
you on LinkedIn. Or they will try and get
20:12
personal introductions. You know, that's what real
20:15
estate professionals are doing now.
20:19
But like I said, there's nothing here that compels people to
20:22
trust you immediately. In fact, the moment you approach
20:25
somebody in traffic in the mall, connect on LinkedIn or you get a
20:29
personal introduction like you say.
20:31
Oh Mommy, I'm not into real estate.
20:33
I beg, can you please give me the phone number for Auntie
20:36
Cynthia? I heard Auntie Cynthia is
20:38
looking to buy land or something.
20:40
The moment you connect with Auntie Cynthia, Auntie Cynthia
20:42
will know this girl is trying to sell me something.
20:45
Emotional barriers will now go up, so don't worry yourself.
20:53
Now another part I said in the message was that trust is a
20:58
byproduct of your sales process. So if you have a well grown sale
21:04
process like you thought this thing out, you want to go and do
21:07
some research. You sat down, you thought you
21:10
tried one or two things, you experimented and over time you
21:13
built out a very good sales process because you're showing
21:18
up as a real sales professional. Once people see, you don't know
21:21
that this guy or this babe, she's a professional, it shows.
21:29
And you have felt it too when you are dealing with another
21:32
business person and you just knew that this person is on
21:34
point. Now this happens over time.
21:38
You have a well groomed sales process.
21:42
So if you have a sales process that has helped you to figure
21:48
out these processes, these stages correctly, then the
21:52
contact that you're talking to, the prospect, the potential
21:55
customer, or you know, whatever it is that you call them in your
21:58
line of business, the person is going to come to trust you over
22:02
time. Just make sure you have a good
22:04
process and then be following it.
22:06
Now the stages that we're trying to go through in this process is
22:10
this, oh, sorry, all useless fly is just come in and disturbing
22:15
me over here. Let me just change this in the
22:17
way. First, I'm hoping that you're
22:19
not behind the buzzing. Sorry about that.
22:24
You know the way the flowers buzzing, it was irritating my
22:26
ear in numbers occurred to me that you guys probably can hear
22:29
it as well. And yeah, so I said let me chase
22:32
the way that fly. So I was talking about having a
22:35
well groomed sales process now. And of course, we're talking
22:38
about frameworks now developed by our guy, our uncle Tom
22:43
Hopkins, by the way, because you hear me talk about a particular
22:47
person, because on this podcast, I talk about ideas, particularly
22:50
from Tom Hopkins, Brian Tracy, who else?
22:56
This guy that wrote Spin selling, what's his name now
23:00
Spin Selling? OK, I can't remember anyway.
23:03
But the reason why I talk about these guys is not because they
23:08
are the best to order the ultimate truth, because The
23:10
thing is frameworks, methodologies, them plenty.
23:16
They all work and they all can be adapted to different
23:20
circumstances. So pick the one that the very
23:23
first day you heard it, it sounded like love at first
23:25
sight. Because that one that sounds
23:28
like love at first sight is the one you will always remember and
23:31
it's the one you always do. It's like your first love.
23:33
All of us will all remember our first love.
23:37
If you're one of those people who you know, like you've not
23:40
been in love and sorry, sorry for you, what is a sweet feeling
23:44
is coming. You will get there.
23:46
You will get there. For young men, I hope, will not
23:50
be the kind of situation that your first love will break your
23:52
heart and leave you scared for life.
23:55
Where was I? So the frameworks there are
23:59
plenty. The one that clicks with you on
24:03
a deep emotional level or a deep intellectual level, that's the
24:07
one that you just start and begin with.
24:09
Over time you will change, but start with the one that appeals
24:14
to you. So the ones I talk about over
24:17
here on the podcast, you'll find one thing in common.
24:19
They're very short. I pick the short ones because
24:23
they're easy to remember. And if it's easy to remember,
24:26
it's easy to apply or easy to do.
24:28
I don't want it to be the one you're out in the field and
24:30
you're trying to sell. It's like you're writing jump.
24:33
You're trying to remember a 14 step framework, which is why I
24:37
look at all these wonderful things people put up on
24:39
LinkedIn. You know, you're 18 step process
24:41
to something something triple. You're like 18 steps.
24:44
Who will remember this thing? You know how sales can be.
24:47
Now you're talking with somebody and then you're now trying to
24:49
remember, am I at step 6 or am I at step 14?
24:53
So people now talk about the ideas to talk about over here.
24:56
They're usually the simpler ones, you know, 234 ideas Max.
25:00
So you can just remember. And when you're in the field,
25:04
when you're talking to people, when a client is in your office,
25:06
when you go and see Alhaji in his office, you just, you know,
25:11
you just blend in. So yeah, we're talking about the
25:15
benefit of well groomed sales process.
25:18
Then what was, I know I had Tom Copkins now.
25:21
So Tom Hopkins now. Trust.
25:23
Need help and hurry. Yeah, Yeah.
25:25
So trust. We've already gone through that
25:28
first one. Just show up, try and be
25:30
appropriate to be ready to talk about your credentials and be
25:34
ready to, you know, show that you are a competent fellow.
25:37
So let's leave that one now. Trust.
25:39
Now the next stage is need. This is where you engage in
25:42
conversations with people because you're trying to figure
25:45
out their needs. Now in this case, excuse me now
25:50
in this case, because I'm talking to a real estate
25:52
professional, if you're a real estate professional, let's just
25:54
call her Nika. Nika is not her name.
25:56
No, because Nika is a real estate need.
25:58
This is where you're now trying to engage your people.
26:01
You're trying to now figure out, OK, this person that is buying
26:04
real estate, is he buying it for investment reasons or is he
26:07
buying it for home ownership? OK, this guy, he wants to buy
26:10
because of investment. What are his investment needs?
26:14
What kind of real estate portfolio does he have?
26:18
What is lacking in his portfolio currently?
26:21
What kind of recommendations can we put on board that will now
26:24
beef the thing of the Mickey Juicy look, Mickey look nice.
26:28
If the person is a homeownership person, then you're not trying
26:31
to figure out those person needs.
26:32
What are the requirements of the kind of house that they're
26:35
looking for or that they want to build or they want to buy?
26:37
What are their preferences? What are their ambitions?
26:40
What are their aspirations? You need to know all these
26:42
things because it will help you to recommend the right house.
26:45
I told you people about the experience that I had when we're
26:49
looking for this new house. Because this guy.
26:52
See, that's beautiful thing about sales.
26:53
Lots of you are doing good sales practice.
26:54
You just don't know. The guy was asking me a question
26:58
so far. Madam.
26:59
Madam. I'm not sure.
27:00
Yeah. OK.
27:01
What can I walk around? They do OK, how many kids you
27:04
know, blah, blah, blah, blah, blah.
27:05
You know what Jaws talking, talking, talking.
27:07
Me as a sales professional, I knew what he was doing, his need
27:10
analysis, his qualification and discovery.
27:12
The guy's trying to figure me out.
27:15
So even though later on the guy showed me send me some photos, I
27:20
looked at it, my wife looked at it.
27:22
We liked he said we want to see it.
27:24
The guy now called me back. He's on say Bros, no verse.
27:26
I say what happened? Say you know that house that
27:28
people are looking at that you like and I say yes.
27:30
He said to be honest there with the way I see you Amadam you
27:34
won't you don't like that place. I said what's wrong with the
27:36
houses? You know the house is sweet.
27:37
Oh there's no problem Bros is just the the area that is the
27:41
problem. I spoke to my wife and my wife
27:44
said no problem let's see it's OK, no problem.
27:45
So we went the moment we just turned the corner into the
27:49
neighborhood. My wife spirit just as we just
27:52
change even me too self. I wasn't comfortable.
27:56
The inside of the house was super and I was wondering why
27:59
the hell would somebody build this kind of beautiful house in
28:01
a rubbish neighborhood. So this is the reason why as
28:07
real estate professionals, this needs stage is really important.
28:11
You're trying to figure out what do people need and you can see
28:13
how it helps you close the deal. Because the guy had been yawning
28:16
with me casual conversational gist.
28:20
He could tell that this house is a good house, but the way I'm
28:25
seeing this guy and the way he's talking to me about his wife and
28:30
what they're interested in this place, he won't like it.
28:34
And he was correct. And at that point, wifey and I,
28:39
you know, we just say, you know, what if Vincent says like, no
28:45
point in going here, Let's just trust him because so far it
28:47
looks like he's understanding his own point.
28:49
So that is the excuse me, that is the need need stage.
28:54
You're trying to figure out since we're talking real estate
28:56
now, what is this person investment need or what are
29:00
their home ownership needs? Then help.
29:03
That's where you now demonstrate to the people that you have the
29:05
skills or the inventory to match their needs.
29:09
This is the stage where you talk about how you help people in the
29:11
past. OK, yes.
29:13
We also talked to engineers. So so so who you're familiar
29:16
with him? Yeah, OK.
29:17
Of course. So for engineer, by the time he
29:19
met us, he wanted to increase his real estate portfolio, he
29:24
wanted to do more speculation. So we introduced him to this
29:28
development outside of Abuja, whatever at this stage, he
29:32
bought into it. And so, so, so and so if I were
29:34
even able to help him to sell it, he was able to triple his
29:37
money on that one. You see, you're now talking some
29:40
very concrete something and you're showing them that this is
29:45
how we helped. So excuse me, this is how we
29:50
helped. So, so, so, so that's the help
29:56
stage. Then the hurry stage is when you
29:58
try and blend in with people timeline, people's timelines,
30:01
because everybody has timelines. The person that wants to buy a
30:04
car, he has a timeline that look, you know what, this 15 M
30:07
that I'm holding, I don't want you to stay too long.
30:09
If not, I will waste it. So between now and like the next
30:13
three weeks, I should have decided the same thing with the
30:15
real estate thing. If they're serious, they have a
30:19
time that they want to move house, that they want to buy the
30:23
house, that they want to, you know, do the paperwork so that
30:27
they can come and start doing foundation or whatever.
30:30
But sure, everybody has a timeline.
30:32
So the early stage is where we'll try and figure out their
30:34
timelines and then we're now align with it and try to help
30:37
them to make the best decision. So you see what I've said now,
30:42
if you have a process for all this and every day you show up
30:44
and you follow through on this process, can you just see that
30:47
people will trust you? Don't say that.
30:48
Kai Nika, she's a professional because she has a thought
30:51
process and she has a step that she's walking through.
30:54
She shows up appropriate to the situation.
30:57
She tries to figure out what do you need.
31:00
When she figures out what you need, she's able to say, OK,
31:03
this is how we can help you achieve your goals.
31:06
And then after that is a matter of figuring out the timelines
31:09
and then whether this is the best decision for you and then
31:11
how we're going to move ahead. So if you just keep doing this
31:14
over time, people will just be trusting you.
31:19
Then in the beginning, it will be hard.
31:21
By the time you do your real estate job, you know, 2-3 years
31:25
you've closed, you know, a couple of deals.
31:27
People now start making referrals.
31:29
You see that, You see how your circle of trusting, a circle of
31:31
influence, influence will start to grow.
31:33
Sorry, forgive me when I make that mistake.
31:35
My wife will say that is I'm a chief man, that that's what
31:37
happens to tea people. But it's not just people that
31:40
have this R factor. Even evil people have this R
31:42
factor because that real estate agent man, that guy Vincent, his
31:46
art was his art was something else.
31:49
Then we had a good laugh about that.
31:51
And anyway, so I was abusing my in laws later on because mom see
31:55
my mother-in-law, she's usable. And anyway, just normal.
32:00
You know how we like to abuse other tribes in Nigeria.
32:02
So those those normal things, I was like, so that's how people
32:09
start to trust you. And I say our trust begins to
32:11
spread. So basically my rights to Nika
32:16
again, know her real name and my rights anybody's worrying about
32:20
trust is relax. You're giving yourself too much
32:23
headache. You're giving yourself hurdles
32:25
that you cannot overcome. You can't Everybody locks up
32:28
when they think this sales is just normal is the same thing.
32:31
Even in relationship level, you and the guy, you're hanging out,
32:35
you're talking, everything is cool, your friends, The moment
32:38
you feel as if he's emotionally interested in you, you what you
32:41
lock up, you're protecting yourself.
32:43
You don't give your heart away or you don't to give your away.
32:48
You understand everybody lock up is just normal.
32:51
Somebody wants something, we lock up.
32:54
So just relax, come up with a sales process, follow your sales
32:57
process. Over time, things will be fine.
33:00
So for the boy who's trying to doze the girl, no problem.
33:02
You have your process trying to figure out who she is, what she
33:05
likes, where she's going in her life, and you think you fit into
33:08
her life as well. You know, hang around, follow
33:10
your process, over time, she'll relax and she'll be cool with
33:13
you. Why do I keep talking about boy
33:15
and girl matters? Because I think it's normal that
33:19
boys and girls should get married.
33:21
So what do you think that's happening these days?
33:22
I don't understand that people are not marrying again.
33:24
I'm wondering why, why I'm meeting so many young men.
33:28
Marriage is not in the cards. Like what do you mean marriage
33:30
is not in the cards? Like what's going on?
33:33
Even young girls too, they don't want to marry.
33:35
Like what's going on anyway, don't mind me as a separate
33:42
matter, We should be marrying. No, please.
33:44
We should be falling in love and we should be marrying and we
33:45
should be having kids a big that's a normal course of a
33:49
human life. It doesn't mean that if you
33:50
don't marry, you're less than anyway.
33:52
Let me not derail this podcast. But sure, what I'm just saying
33:54
is just have your process, whether in business or whether
33:58
in interpersonal relationships, just have your process.
34:03
Overtime it'll become clear you're an OK guy, you're an OK
34:06
girl. People will trust you.
34:09
So most real estate professionals, just like we
34:11
said, what do they do? They roll up on you.
34:13
They say, Sir, would you like a flyer?
34:15
They roll up on you in traffic. Some of us want to be polite to
34:18
collect the flyer. Next thing they'll say can I
34:20
have your number please for those who also give our number.
34:24
Then what happens is they now continue endless follow up until
34:28
you decide to block them. That process does not build
34:32
trust. Other real estate professionals
34:35
will walk up to you in the mall or whatever and say hello Sir.
34:38
I work at XYZ real estate company.
34:41
At XYZ Co, we provide premium real estate options
34:45
strategically in Nigeria. We're in Osho, in or your
34:48
Inquirer, Ondo, Lagos, Akure, Akiti, Abuja, Loring.
34:54
This is the reason why I should choose us because we have
34:56
strategic locations near airport, industry, school,
34:59
Expressway. We have flexible payment plan up
35:02
to 36 months. We have high ROI return on
35:06
investment on the land products that we sell.
35:12
We have no hidden fee. We have no online issues, no
35:16
government issues. We have certificate of occupancy
35:20
Global. By the way, that actually is a
35:26
real sales pitch. Somebody gave me that sales
35:28
pitch recently. I said no problem, I just
35:32
screenshot. I said I was ready for you guys.
35:35
And they wonder why you're not closing deals.
35:37
You don't show up on somebody and you vomit all these things
35:41
on him and you think people are just going to say, oh, yes,
35:44
thank you for coming into my life.
35:46
What is your account number? Let me transfer the money.
35:48
That's not how it works. You were doing all these sales
35:51
pitching, rolling up to somebody and just vomiting all these
35:53
things when they're in the mall or vomiting all these things all
35:57
on LinkedIn. Like, relax, calm down.
36:00
It's too much. And yeah, people actually is
36:05
part of the training that some organs are giving them real
36:07
estate. They train you to cram all these
36:09
things and vomit all these things every single time you're
36:11
with somebody. Then you wonder how come you're
36:13
not selling this reason why you're not selling neither of
36:15
these processes instill somebody we trust.
36:21
So how do yourself like a professional?
36:24
Professionals don't go into sales page immediately.
36:29
Have a process, don't want to sell speech immediately.
36:31
It will set you apart as a professional.
36:33
It will make you trustworthy. People will ghost you less.
36:37
Now the part of the message in where I told her just worry
36:39
about being targeted and relevant.
36:41
This is what I mean. How do I put it targeted and
36:46
relevant now, OK, Targeting means we are approaching, we are
36:50
looking for the right people. We're only pursuing the right
36:52
people. Relevant means the message that
36:55
I'm sending, the thing that I'm saying is something that they
36:57
want to that they want to hear. Sorry, apologies for the singing
37:03
in the background, Abby. It's time for prayer.
37:05
Abby. OK, no prayer time never reach.
37:07
OK, so let's continue. So target and relevance.
37:14
So that's just what it means. Basically, we want to be sure
37:15
that we're running after the right people.
37:17
I want to be sure that the message that we have is
37:19
something that they want to hear.
37:20
So the problem with this beautiful sales pitch that they
37:23
crafted, which is where my XYZ company at XYZ Co, we provide
37:27
premium real estate options located in blah, blah, blah,
37:30
blah, blah. The thing is, as you're
37:31
vomiting, how do you know if the person wants to hear this
37:34
message? You might be talking to somebody
37:37
who has already has acquired all the real estate he or she will
37:44
never need. So if that's the case, you know
37:47
your targeting is off, your relevance is off.
37:50
So that is the first thing we need to worry about when we roll
37:52
up to people. We need to be sure that are we
37:54
talking to the right person and is this person interested in
37:56
what it is that we have to say. So basically folks like Nikkei
37:59
who are real estate professionals, what they need to
38:02
do is we need to be able to try and figure out quickly if this
38:06
stranger is interested in real estate.
38:09
Try and figure this thing out as quickly as possible and then be
38:12
on your way. If the person is interested,
38:16
continue to flow. If the person is not interested,
38:18
then what's the rest of your process?
38:21
If your process is back up and leave, then back up, apologize
38:24
and then leave. If your process is back up or
38:28
try and get a referral, then do do it accordingly.
38:31
OK. Sorry Sir, do you know anybody
38:33
else in your network who might be interested in real estate?
38:37
OK, I'd appreciate an introduction, but whatever your
38:39
process is, you know, just follow through accordingly.
38:41
We're trying to figure out quickly is this person
38:43
interested in real estate? So after with working with
38:49
Nikkei for a few seconds, this is what we came up with.
38:55
So this is a new pitch now for her instead of that long thing
38:58
that we had earlier. So good morning, Sir.
39:01
Have you ever considered investing in real estate?
39:06
For me, quite frankly, I'd rather we just stop there
39:10
because it gives the person a chance to say yes or no.
39:15
But of course, most people are not comfortable with that.
39:18
So what she. So you know what?
39:21
Let me just let me wind up this window so that the singing will
39:25
not distract you guys too much. OK, sorry about that.
39:31
I wanted to wind up the window, the windows, just in case the
39:34
singing was getting in here through the background.
39:36
You know, I record this thing on my phone.
39:38
So until I'm done and I play back, I can't really tell how
39:41
much noise is speeding into the recording or not.
39:44
But anyway, these are some of the adventures of recording the
39:48
podcast live. All right, so now this is the
39:50
new opener that we came up with. She's not comfortable with a
39:54
short opener, so this one is fairly long.
39:57
So it goes like this. Good morning Sir.
39:59
Have you ever considered investing in real estate?
40:01
And are you aware of the pros and cons of investing in real
40:05
estate? Then you now keep quiet, hear
40:07
what the person says. Now this kind of open up.
40:09
You notice it's short but straight to the point.
40:13
Sorry, 1 moment. Sorry about that.
40:17
That was one of my kids, so let me just wrap this thing up.
40:20
Anyway, so this kind of thing, now, you can see, is straight to
40:23
the point. Some of you might even think
40:24
he's rude, but don't worry, we'll talk about that in future
40:26
episodes. But because the kind of thing is
40:28
straight to the point, the person who has been thinking
40:30
about this kind of thing for a while will be open to talking
40:33
about it. I want to know some more.
40:36
People who are uninterested will let you know that they're
40:39
uninterested. So you roll up on someone in
40:42
their inbox or in real life. I say good morning, Sir.
40:44
Good morning, ma'am. Have you ever considered
40:46
investing in real estate? And are you aware of the pros
40:49
and cons of investing in real estate?
40:51
Some people will say, sorry, who are you or where are you from?
40:56
Oh, and then you know, so I'm sorry, ma'am, my name is Cammy,
40:58
I'm from XYZ Global. Whatever, whatever real estate,
41:03
we have some developments coming up in this and this and that and
41:06
that. And we're looking for people who
41:09
are considering real estate either for home ownership or
41:12
investment. So that's the reason why I
41:14
approach you to today map. So is this something you ever,
41:18
this is something you've ever considered before?
41:20
You just ask. So The thing is, it gives room
41:25
for people to opt out and to opt out quickly.
41:29
But The thing is if you talk to 50 people and you have 5
41:33
promising conversations, you'll find that those are promising
41:35
conversations because of how you're starting the sales
41:37
process now are much more promising than when you roll up
41:43
on somebody and you start saying the thing that your guy told you
41:47
to memorize, which is. Hello Ma.
41:49
I work at XYZ real estate company.
41:51
At XYZ Real Estate Co, we provide premium real estate
41:54
options strategically located across Nigeria in Osho, in or
41:58
your Inquirer Ondo, Lagos, Akure, Akiti, Abuja, Elori
42:05
Choose us because we have strategic locations near
42:07
airports, industry, schools and expense ways.
42:10
Flexible payment plans up to 36 months.
42:12
We have high ROI on land banking, no heating fees, no
42:16
government. We have global Certificate of
42:18
occupancy by the way, real estate firms.
42:20
What does global the certificate of occupancy mean?
42:24
People should stop making shit up.
42:27
Title applies on a national basis.
42:32
So certificate of occupancy for Nigeria is for Nigeria.
42:35
It does not apply in America, but it's one that real estate
42:38
companies are now saying global certificate of occupancy.
42:41
Stop making stuff up and stop making promises that you cannot,
42:45
that you can't, you can't keep. There's no global certificate of
42:48
occupancy American paper that gives you title to land.
42:52
That one is good for America. It does not apply in Nigeria.
42:56
So America will certify their own landed property.
43:00
Nigeria will satisfy their own landed property.
43:02
Cameroon will satisfy their own landed property.
43:04
Stop this whole thing of global certificate of occupancy, stop
43:07
it. These are the things, see, we're
43:09
talking about trust. These are the things that make
43:11
people lose trust in us. Somebody will hear this thing.
43:14
I think all good is global. You now find that oh OK, you
43:18
complied with stuff in Nigeria, but you know what, since this is
43:22
America, you have to comply with other stuff as well.
43:25
So please don't make promises that you can't keep by me.
43:28
The point I'm just trying to say is I'm trying to make was this.
43:31
When you roll up on people, the first thing is I is my targeting
43:38
on point and my relevance is on point.
43:41
Am I talking to the right person?
43:42
Is this person interested? That is the first thing that you
43:45
have to worry about when you now find people who've been thinking
43:49
about it and who are open to talking some more than you can
43:52
now start moving into need. What do they need?
43:56
Help, Julie, can we help them? And then hurry and you'll be
44:00
fine. So if you start off trying to be
44:05
sure that people are interested, first of all, before you start
44:07
to vomit your sales process, after a while people will feel
44:10
you and will see you as a trusted professional and they
44:13
will view you as a pest. So a lot of you, the reason why
44:16
people are viewing you as a pest is because you don't have sales
44:19
process. You've crammed a bunch of stuff
44:20
and you're starting off your sales process the wrong way.
44:24
So that's why they don't trust you.
44:28
But either way, please, you're like this, my sister Nikki.
44:31
And by the way, that's not her real name.
44:33
Having a huge barrier in your mind around trust when you're
44:38
talking to people, it will cripple you.
44:42
You will always be afraid. How is Madame seeing me?
44:45
Is she trusting me, blah, blah. No, no, no, no, no.
44:47
Just relax. It's a normal process.
44:50
Everybody's mind is going to be up in the beginning.
44:53
Come up with a sales process. Follow your sales process and
44:57
trust that the dynamics will sort themselves out over time.
45:01
If you don't have a sales process, very good.
45:04
That's the whole point of this podcast.
45:06
Keep listening. These are exactly the sort of
45:08
things that we talk about almost on a daily basis.
45:11
So you're in the right place. And if you do have a sales
45:15
process, no problem, keep listening.
45:17
You'll find ideas about how and where to tweak your process to
45:21
optimize it and make sure that you increase your conversions
45:25
and your likelihood of closing the deal.
45:27
So that's it and that is all for today.
45:31
Remember, if you'd love to connect, you can call, SMS or
45:34
WhatsApp me on 08064662140. Thank you for your time and
45:40
attention. I will catch you next time.
45:42
Same place in your headphones or in your speakers.