Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Who to "Chook Mouth" to: The Power of Sales Targeting

Transcript

Who to "Chook Mouth" to: The Power of Sales Targeting · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, we're going to be looking at data
• 0:03
  enrichment and how that can help you make more money in your
• 0:07
  business. So what is data enrichment?
• 0:10
  Who should be doing data enrichment?
• 0:12
  How should you be doing data enrichment?
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  How can it help you make more money?
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  How can it help you decide who you should be spending time
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  with? Because it's not every single
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  potential customer who comes in front of you that you should be
• 0:23
  spending time with. There are some people that you
• 0:25
  should say, oh, please come in, take a seat.
• 0:28
  How can I help you? And then there's some people
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  that you should be trying to, you understand, you should be
• 0:33
  trying to move them along because you know that they are
• 0:37
  not your potential customer. So these are the sorts of things
• 0:41
  that we're going to be looking at today.
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  Oh, by the way, everybody is created in the image and
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  likeness of God. So we treat everybody with
• 0:48
  respect. So I'm not saying we should look
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  down on some kind people. I'm just being real with you
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  here. There are some people that you
• 0:56
  can just tell like this thing is not going to work out.
• 0:59
  There's no point in doing relationship building with
• 1:01
  somebody for three weeks or for two months if at the end of the
• 1:05
  day, I won't get the kind of money that I'm looking for and
• 1:09
  they are not going to get the kind of experience that they are
• 1:12
  looking for as a customer. So I'm not saying look down on
• 1:15
  people. I'm just saying be wise and let
• 1:18
  us use our time wisely, use our time judiciously in business and
• 1:23
  use our time profitably. If we use our time wisely,
• 1:27
  judiciously and profitably when we're in the office or when
• 1:32
  we're out in the field conducting business, then we can
• 1:34
  come home by the end of the day and relax and be with our
• 1:36
  significant other. And you know, I'm with our kids
• 1:38
  and be fully present because we know that business has been
• 1:41
  taken care of. Now warning, I'm making today's
• 1:44
  recording at home, so there's going to be some noise in the
• 1:47
  background. My name is Tavi Shima Aide, I am
• 1:50
  the host of the podcast. If you'd love to connect with
• 1:53
  me, you can call, send me a text message or a WhatsApp message on
• 1:56
  08064662140. And if these are the things you
• 2:02
  like to think about every single day, then subscribe to the
• 2:06
  podcast. What are you waiting for?
• 2:08
  Subscribe on Spotify, on YouTube, on Apple, or any player
• 2:11
  of your choice because this is what I do here every single day.
• 2:15
  We've been doing this for maybe 5 1/2 ish years or so and this
• 2:22
  is all we talk about. How do you determine who is the
• 2:25
  best customer? Who is the person you should
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  talk to? Who should you be running after?
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  How do you spend time with people?
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  How do you start the conversation?
• 2:31
  How do you make a sales speech? How do you close the
• 2:33
  conversation? How do you get them to come back
• 2:35
  and buy again? How do you get them to introduce
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  you to other people? These are the sorts of things
• 2:39
  that we talk about over here on the podcast.
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  And of course, we do that from a uniquely Nigerian perspective
• 2:46
  because I don't want to just be talking fury, fury, fury, fury.
• 2:50
  Let's take all these fancy ideas and see how they relate to the
• 2:53
  Nigerian experience. That's what we do over here on
• 2:55
  the podcast. So today what we're talking
• 2:58
  about is data enrichment. And data enrichment just means,
• 3:02
  you know what, let me know if we'll try to define it in an
• 3:06
  academic way. And what I'm trying to say here
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  basically is this for those of you who are doing business and
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  you go and you get some leads, maybe you run some
• 3:15
  advertisements or you know, you, you do some reason, you do
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  something shy, you get some phone numbers, some e-mail
• 3:21
  addresses or some addresses. I think this person might be a
• 3:24
  good potential customer. Data enrichment just means do
• 3:29
  some basic research before you reach out to somebody.
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  That is just what data enrichment means.
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  Data enrichment means do some basic research.
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  Whenever we are trying to grow our businesses, we are always
• 3:41
  going to come in touch with contacts because one of your
• 3:44
  friends might say, hey, oh boy, how far, why you did and how you
• 3:47
  said do this export IB I get one guy, get it for Netherlands,
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  blah, blah, blah. This is contact number data
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  enrichment means before you call that guy in the Netherlands, do
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  some basic research. If you run an advertising
• 4:01
  campaign and then part of the advertising campaign is that
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  people click through to end up in your WhatsApp box or maybe
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  you know, they add their name to a list or something.
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  Before you start calling people on that list or responding to
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  messages on that list, you know, do some small research.
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  I'm not saying do some extensive academic research.
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  You don't need to do some small research because you need to get
• 4:24
  some extra information about this person.
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  Because if you have some extra information, first of all, it
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  lets us know whether this is a good person to be spending time
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  with or not. And then it also gives us a
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  sense about whether there is a meeting here, whether your
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  product or your service can indeed be useful to these
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  people. And then plus, when you're
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  having conversations with people in the business context, the
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  more background information that you have, the better.
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  So if I have a phone number and I'm selling certain kinds of
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  services, OK, let's make it practical.
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  Now I'm in the business of doing sales coaching, sales training,
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  business development consulting. If I have a phone number and the
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  phone number just says 080, blah, blah, blah, blah, blah,
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  blah, and that is all the information I have, how do I
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  know I'm going to carry on that phone call?
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  But if I say a phone number and it says 080, blah blah, blah,
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  blah, blah, blah. And I know that on the other end
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  of that line, the person is an MD of an Eye Foundation in Abuja
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  that has been in existence for maybe 15 years.
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  You can see I'm really getting some kind ideas about how I'm
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  going to start the conversation. On the other hand, if I know
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  that the phone number 080, blah blah, blah, blah, blah blah
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  belongs to a female entrepreneur in Abuja, Nigeria who is brand
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  new in business. She's only been in business for
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  about maybe two or three weeks. You can see that I already have
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  some ideas about how I'm going to start that conversation.
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  If nothing else, I will know that I'm starting the
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  conversation by saying good morning, Sir, or good morning,
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  Ma, if nothing else. But either way, data enrichment
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  is important, and data enrichment is something that
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  sales professionals and business owners should be doing before
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  you highlight somebody. The reason why data enrichment
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  is important before you do outreach is you want to make
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  sure that you're spending the time, the most time you can with
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  people who are the most promising prospects.
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  We want to make good money. Make sure you're spending time
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  with people who are promising prospects.
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  Don't waste your time with people who, at the end of the
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  day, something sweet might not come out of this whole
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  arrangement. We want to make sure we're
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  talking to people who have a want, people who have a need for
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  our product or service, people who are interested in what it is
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  that we do. Also, we want to be talking to
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  people that it looks as if they can afford the fees or the
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  amount that we're trying to command and also want to be sure
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  that we're talking to people who are willing and ready to take
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  action soon. If you do not do any data
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  enrichment, when you reach out to most people, you have no idea
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  from the beginning whether you are talking to somebody who is
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  part of your ICPICP just means your ideal customer profile.
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  You have no idea if this person is part of your ideal customer.
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  You don't. Now, if you listen to the
• 7:27
  podcast episode I made from 2 days ago about LinkedIn, then
• 7:31
  you're really familiar with some of these ideas.
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  Today, we're continuing in the same vein.
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  Now what we're going to do is we're going to do a message tear
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  down. We're going to look at some
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  outreach that I received over WhatsApp, cold messaging that I
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  received. When we say cold outreach or
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  cold messaging, which just means I don't know this guy.
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  This guy doesn't know me. You know nothing, Gummos.
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  So when we say cold outreach, that's just what it means.
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  There's no prior contacts, no prior history between both
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  parties. So back to the first example.
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  If that phone number that I said 080, blah, blah, blah, belongs
• 8:08
  to the MD of an Eye Hospital, let's say an Indian Eye Hospital
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  that has been in Abuja for the last 10 years, if me and the MD
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  will already know each other, maybe we'll belong to Abuja
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  Chamber of Commerce. That's not a cold call because
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  me and that guy, we really know ourselves, you know, somehow,
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  somehow we don't they relate before before.
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  So it's not exactly a cold call. But then for the female
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  entrepreneur, if somebody just told me, you know, she get back,
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  you'd be like say you should couldn't use your services.
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  They just give me the phone number.
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  I don't know anything at all. I don't know how she doesn't
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  know me. Not Team Gomos, no prior
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  history, no prior context. That one.
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  You can call that a cold call. Now, the reason why I'm taking
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  pains to define what a cold call is because lots of people just
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  assume if you're calling somebody straight out of the
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  blue just like that, then it's a cold call.
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  No, no, no. It depends.
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  You know this guy before. Does a guy know you when I don't
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  jam before? Is there any prior context?
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  These are the kind of things that determine whether it's a
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  cold call or not. It's not just everybody you call
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  like you say that it's a cold call.
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  So I received a message from OK, as usual, let me try and
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  disguise the guy's identity. And I received this on WhatsApp
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  and this was the body of the message.
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  I'm going to read the message. Yeah, 1 moment.
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  Let me locate this thing and scroll.
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  OK, So the message says good afternoon.
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  I am so, so, so and so from so, so so and so digital network.
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  We help photography and media studios get noticed online,
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  attract more paying clients, and connect with event planners and
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  brands that need your creative services.
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  Can I share a quick idea on how we can help your brand grow and
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  get more bookings? So that was the message.
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  So I'm sure you guys get the gist.
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  The guy said, hello, my name is Ozua.
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  So this is my company. This is what we do.
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  Can I share an idea about how we can help you grow your brand and
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  get more bookings? So OK, we're already done 10
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  minutes. So let me just go straight into
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  the comments and the suggestions.
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  So now let's break it down. The first part of the message.
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  Good afternoon. I am so, so, so and so from XYZ
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  Digital Network and we help photography and media studios
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  get noticed online, attract more paying clients, and connect with
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  event planners and brands that need your creative services.
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  This sounds like an OK paragraph.
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  It's the kind of thing that anybody will craft.
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  In fact, the message was short and sweet.
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  So that is cool because remember, we're trying.
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  We're supposed to send messages that people will not scroll to
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  read. If somebody has to scroll 12345,
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  forget it. Lots of people are not reading
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  that message. Now, obviously, from what you've
• 10:56
  heard so far, this guy did not do any data enrichment because
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  if he did, he would have asked himself some questions.
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  Who would have said this phone number that I'm calling?
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  Is this guy squarely within my ICP ideal customer profile?
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  This person I'm about to send a WhatsApp message to, is this
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  person part of my target audience?
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  Is he the kind of person I should be chasing after?
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  Now, in this case, the data enrichment the guy should have
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  done was just to look at my WhatsApp business handle.
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  That's all. He's already there, about to
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  send me a message. All he had to do was look at my
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  profile. If he looked at my profile, he
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  would have seen that there is no indication that I am currently
• 11:37
  into photography. There is none.
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  For those of you who've been listening to the podcast for a
• 11:42
  while, you will know that yes, I have a history of being involved
• 11:46
  in photography and media and stuff like that.
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  But currently, currently, people who are just meeting me for the
• 11:54
  first time, if you check my socials, if you check
• 11:57
  everything, I have scrubbed that history.
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  That history is not available anymore online.
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  So this guy probably just found my number in an old business
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  directory. By the way, I haven't been
• 12:13
  looking for photography clients in the last maybe like 7 years.
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  So the listing that he found is probably like 7 years old.
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  You know some of those websites, they show, you know when last
• 12:24
  the list was updated, the guy should have checked the date.
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  How old is this list? If you sell these kinds of
• 12:33
  services, should you be talking to somebody who is not into
• 12:36
  photography and who is not into media?
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  This guy did not do any data enrichment and the simplest form
• 12:45
  of data enrichment he could have done was I'm ready here, I'm in
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  WhatsApp. Let me check this guy's WhatsApp
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  profile. So you can see when we say data
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  enrichment, the thing sounds big.
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  It sounds like a big hefty term, doesn't it?
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  But what is required for data enrichment is not that complex,
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  especially at this level of business that you're in.
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  For those of us who are SM ES, it's something as simple as and
• 13:11
  this is the guys what's up profile.
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  May I view the profile? That's all just click our view.
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  Oh, this is the guys Instagram. May I peruse them?
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  Click our view and this is the guys LinkedIn handle.
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  You click and you scroll. That is just the amount of basic
• 13:30
  research that we're asking for most of you to do at this stage
• 13:34
  so that you don't end up like this guy, sending messages to
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  people who can never be a customer of yours.
• 13:45
  Now, assuming that we were a match, assuming I was still into
• 13:49
  photography media, you guys should have asked me some
• 13:52
  questions first. So excuse me, those of you who
• 13:58
  listen to the teardown that I did 2 days ago, you know what
• 14:01
  I'm talking about. Simple question.
• 14:04
  Oh, I noticed you've been in the photography game for 20 years.
• 14:07
  Are you struggling to get noticed online?
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  The whole point of questions like this question based openers
• 14:14
  or problem based openers is so excuse me, I had a long phone
• 14:18
  call today, coaching session. And then anyway, sorry, forgive
• 14:23
  me, I need to take better care of my voice.
• 14:27
  So by asking simple questions like this, you get a sense of
• 14:31
  whether somebody's interested or not.
• 14:33
  And it's only when you know that somebody's interested that you
• 14:35
  can lean in and continue trying to chase, continue trying to
• 14:39
  toast, continue trying to cajole, continue trying to sell,
• 14:44
  figure out if they are interested in the first place.
• 14:48
  So I noticed you've been in the game 20 years.
• 14:50
  Are you struggling to get noticed?
• 14:51
  Are you struggling to get customers?
• 14:54
  Of course Slattery is not a bad idea.
• 14:55
  The guy could have continued. I think your photos are awesome
• 14:59
  and you should be more widely known at this point.
• 15:01
  Are you struggling to get more paying clients?
• 15:06
  Let's continue with the complementing thing, with the
• 15:08
  flattery. I think your photos are awesome
• 15:11
  and sophisticated. I think you should be featured
• 15:14
  by wedding planners like XYZ and wedding media like ABC.
• 15:19
  Would you like to connect with more of these kinds of planners
• 15:21
  and brands? Question.
• 15:24
  We're trying to spark a conversation and we're trying to
• 15:27
  feel people out. Are they even interested before
• 15:30
  we now make a pitch and start asking for meeting, asking for
• 15:34
  time? Answers to these kinds of
• 15:35
  questions, answers to these kind of openers will help confirm if
• 15:39
  people are interested and if they have a need.
• 15:43
  So assuming the person is a match, that is a much more
• 15:46
  realistic way to continue the conversation than already asking
• 15:51
  them for meeting. See, the reason why I keep using
• 15:55
  the example of romantic relationships is because the
• 15:58
  dynamic is the same. You meet a lady for the first
• 16:02
  time or you meet a young man for the first time.
• 16:04
  You don't just go straight to the point.
• 16:06
  Hold it back a little bit. Get to know somebody first,
• 16:08
  fitness somebody a little bit before you go on, before you
• 16:11
  jump straight to the point. For those of you who are late
• 16:14
  discovering the podcast for the first time, I've spoken about a
• 16:17
  friend of mine. OK, well, an acquaintance
• 16:19
  really. She also makes content more on
• 16:22
  relationships and you know she told me about the time when she
• 16:26
  saw one guy in her church and then there was one auction she
• 16:29
  received one divine auction. BAM, something told her this guy
• 16:32
  is my husband. I know what she did.
• 16:34
  She woke up to the guy. She told the person that God
• 16:36
  told me you are my husband now. How do you think that thing
• 16:39
  ended today? The guy is married to somebody
• 16:43
  else with children. I mean think I'm now reason it
• 16:47
  we're in Nigeria. I'm there minding my business
• 16:49
  and a young lady walks up to me and says, God told me you're my
• 16:52
  husband. Oh boy, I will weave that cheek.
• 16:56
  I will weave, I will evade, I will ghost.
• 17:01
  Like from where to where do I know you?
• 17:03
  The spirit just ministered to you that I'm your husband.
• 17:06
  OK, wait for that spirit to talk to me too.
• 17:12
  But if she actually received the unction.
• 17:13
  But that is her husband. She took things easy.
• 17:17
  His old brother. Welcome to the church.
• 17:20
  Is this your first time here? Oh, really?
• 17:22
  I've never seen your face before.
• 17:24
  You know, from the conversation, casual conversation, you know,
• 17:27
  just the flow, just the flow over time.
• 17:31
  Today they could have been Mr. and Missus.
• 17:33
  Those four children could have been her own.
• 17:35
  But he said she went straight to the point.
• 17:37
  God has told me you are my husband for boys, too.
• 17:43
  The same thing. You don't go straight to the
• 17:44
  point, whatever the point is, whether you're looking for wife,
• 17:46
  you don't go straight to the point.
• 17:48
  If you're looking for, you know, chop and run, you don't, You
• 17:54
  don't go straight to the point. And by the way, I'm not
• 17:56
  endorsing that kind of behaviour.
• 18:00
  It's the same as in business as in relationships, conversation.
• 18:07
  Is this person even interested? Then you know that you can't
• 18:12
  take things one more step forward.
• 18:16
  OK, so the message that the guy sent on WhatsApp, the thing
• 18:18
  ended. Can I share a quick idea on how
• 18:21
  we can help your brand grow and get more bookings?
• 18:24
  And the guy left it like that because really you think most
• 18:28
  people are going to say, Oh yes, I would like to hear your ideas
• 18:32
  deeply. Be deceiving yourself.
• 18:36
  That is not a strong call to action.
• 18:38
  That is not a stronger advancement.
• 18:40
  Call to action just means the next step that you want somebody
• 18:43
  to take. And it's the same thing as an
• 18:45
  advancement. An advancement just means when
• 18:47
  you're having a conversation with someone.
• 18:49
  By the way, you can see that me and this guy were not in
• 18:52
  conversation because he sent one message and he assumes that one
• 18:55
  message is enough for somebody to take the next step.
• 18:58
  By the way, just in case you're wondering, the answer is no.
• 19:02
  One message is not enough to get the person to make make the next
• 19:05
  step. You guys should stop believing
• 19:06
  in magic. There is no magic recipe that
• 19:09
  you would type out in the text or that you would say with your
• 19:11
  mouth and then people will take action.
• 19:16
  Maybe it might work, you know, one out of 100 or something, but
• 19:18
  don't deceive yourself. The times that it worked, that
• 19:21
  was just luck. So the advancement, the next
• 19:28
  step when you're having a conversation with someone, you
• 19:30
  need to make it much more specific and much more all I put
• 19:34
  it, sure, make it more specific. Narrow things down.
• 19:40
  And of course, remember, try and confirm if they're interested in
• 19:43
  the first place. So in this case, you guys should
• 19:45
  have said something like this. That's by the way, if we were in
• 19:48
  the conversation. So oh, so if you're interested
• 19:52
  in XYZI can give you a couple of ideas that have worked for
• 19:56
  photographers like ABC and 123, by the way, that is, you know,
• 20:02
  where you show your credibility. You're trying to show that I
• 20:06
  know, you know, I don't do for this field.
• 20:09
  You know, like I've sorted people out in your situation
• 20:12
  before. That's the whole point of this
• 20:13
  part of the message. OK, so let's rewind.
• 20:17
  If you're interested in XYZI can give you a couple of ideas that
• 20:20
  have worked for guys like ABC and 123 in the past.
• 20:25
  Would you be free tomorrow morning for a WhatsApp call?
• 20:27
  Aren't I kind? 10:00 let's talk.
• 20:33
  That kind of advancement is much more specific, much more.
• 20:37
  You know, I am proposing the next step.
• 20:39
  I am proposing a time I am propose proposing what we do
• 20:41
  next. All these ones where you just
• 20:44
  leave it in the other person's hand.
• 20:48
  Can I share with you a quick idea and you're leaving the
• 20:50
  other person's hand. The person can ghost.
• 20:52
  The person can't ignore the person can say, let me think
• 20:54
  about it. Let me call my wife.
• 20:56
  Let me talk to my pastor. But what I've suggested now, so
• 21:04
  if you're interested in XYZI can give you a couple of ideas that
• 21:08
  I've worked for this guy and that guy in the past should be,
• 21:10
  you know, this guy now, I'm the guy that worked on that case.
• 21:16
  So are you free tomorrow? WhatsApp call?
• 21:19
  It won't take time like 9:00. By 9:15, we don't finish.
• 21:26
  It's pointed, it's a question, it's direct, it's narrow.
• 21:32
  Well, yes, people can still ghost because people can ghost
• 21:34
  anytime. But chances are somebody will
• 21:36
  either say yes or a person will say no, or some people who say
• 21:43
  9:00, you know, at least there's some sort of response.
• 21:48
  You're beginning to feel exactly what it is that is going on.
• 21:53
  Anyway, it's been 20 minutes, so let me wrap up.
• 21:55
  The summary of what I'm trying to say is basically that
• 21:59
  targeting is the backbone of any successful outreach.
• 22:02
  Any outreach that you're doing, if you're going outside to be
• 22:05
  handing out flyer, targeting is important.
• 22:07
  You want to be sure that you're handing out Flyers in the right
• 22:10
  neighborhoods so that those people could potentially become
• 22:12
  your customer. If what you sell IS1100K,
• 22:16
  there's no point in handing out Flyers in a neighborhood where
• 22:19
  people can only pay 20K. Targeting is key, so whether
• 22:23
  Flyers, whether WhatsApp, whether LinkedIn, whether
• 22:26
  Instagram, whether whatever it is that you're doing, targeting
• 22:29
  is key. It is the backbone of any
• 22:31
  successful outreach that you're doing.
• 22:35
  So do some data enrichment. If you have Flyers, it's not
• 22:40
  enough to say you know we have 5 different neighborhoods in Abuja
• 22:44
  FCT. What do you know about the
• 22:46
  neighborhoods? Some data enrichment.
• 22:48
  Put some data, put some context behind, some extra context
• 22:52
  behind this information that you have.
• 22:55
  It will help you decide whether this is a place worth visiting
• 22:58
  or not, whether this is a person worth calling or not, whether
• 23:02
  this is a person worth sending a message to or not.
• 23:06
  So back to this personal example.
• 23:08
  Now, the data enrichment that you need to do is simple.
• 23:10
  It's cheap, it's free. Go and check Truecaller.
• 23:14
  Use the person's number on Truecaller.
• 23:15
  That's what I do. Truecaller will give you a name.
• 23:18
  Take the name right, paste it in Google and you will see some
• 23:23
  extra information. You will see some online
• 23:26
  business directories where the person's name is.
• 23:28
  You will see some social media handles.
• 23:30
  You see a bunch of stuff. Click on one or two of those
• 23:33
  things. Look, scroll up and down.
• 23:35
  It will give you an idea in this case now where the girl is
• 23:38
  reaching out on WhatsApp. You guys already in WhatsApp
• 23:40
  every you know already. If it's a WhatsApp business
• 23:43
  profile, it cost you nothing. The profile is not hidden.
• 23:46
  Click on it and then see Simple Data enrichment, 2 minutes.
• 23:53
  You will now know, should I send this message or shouldn't I send
• 23:57
  this message? Then when it comes to
• 24:00
  advancements, when it comes to calls to action, when it comes
• 24:03
  to taking the next step, when it comes to, you know, moving this
• 24:06
  thing forward one step at a time, you take the initiative.
• 24:09
  You don't drop it in somebody's court.
• 24:12
  Can I share with you a quick idea?
• 24:13
  You are dropping something in the person's court.
• 24:15
  Don't do that. Propose the next clear step and
• 24:19
  make sure you show an advantage for them.
• 24:23
  Show what's in it for them. That is something that I spoke
• 24:26
  about in the episode that we did 2 days ago on doing outreach on
• 24:31
  LinkedIn. Show that there's a clear
• 24:33
  advantage for them. So in this case, let me give you
• 24:39
  a couple of ideas that work for photographer ABC and 123.
• 24:44
  The advantage there is I've done this thing for somebody in the
• 24:46
  past. I can do this thing for you too.
• 24:51
  They make it specific. Get them to commit to a time and
• 24:54
  to a date. This is how we move business
• 24:56
  conversations forward. But please, please, please,
• 25:00
  please and please. I'll continue shouting this
• 25:03
  until I don't know. Somehow people keep making a
• 25:07
  mistake and I don't know why. Some data enrichment, small data
• 25:12
  enrichment small. Don't waste your time sending
• 25:18
  messages to people who might never be a buyer of your product
• 25:24
  or your service. So that's it and that is all.
• 25:29
  Remember, if you'd love to connect with me, you can call,
• 25:31
  send me a text message or a WhatsApp message on 08064662140.
• 25:39
  And yeah, that's it. Thanks for your time and
• 25:41
  attention. I'll catch you some other time.
• 25:43
  Remember, if you're feeling the kind of things you talk about
• 25:46
  over here, subscribe to the podcast.
• 25:49
  I can assure you, you will not regret it.
• 25:52
  And besides, this is probably the best podcast that you've
• 25:55
  listened to all day today. OK, well, the best Nigerian
• 25:59
  podcast that you've listened to all day today.
• 26:01
  The other ones are just Gist, Gist, Gist Network.
• 26:03
  Who did this? He married this.
• 26:05
  He arrested his brother-in-law. OK, you listen to all that?
• 26:07
  Good Gist, How did I enrich your life?
• 26:09
  At least the things I'm talking about over here can help you
• 26:12
  make more money. All right, so catch you some
• 26:14
  other time.