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The Gate Man's Sales Secrets: Lessons from a Nigerian Neighborhood · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. Today I'm not in the audio
• 0:03
  booth, so there's going to be some interruptions coming in
• 0:05
  from the background because the kids are home.
• 0:08
  Midterms, then SpongeBob SquarePants.
• 0:11
  It's on TV and yeah, so just the usual.
• 0:15
  Anyway, today I want us to look at sales lessons that we can
• 0:17
  learn from Nigerian gay men. Let me repeat, in case you're
• 0:22
  wondering, did I hear him correctly?
• 0:24
  Yes, you did. Today we're going to look at
• 0:26
  sales lessons that we can learn from Nigerian gay men.
• 0:30
  Now, for those of you who are not Nigerian, listening to the
• 0:32
  podcast, you're wondering who is a gate man or what is a gate
• 0:35
  man? That's just the way that we say
• 0:38
  in this part of the world, that's how we call people who
• 0:40
  are security details for residences and official
• 0:43
  buildings. So people who stand outside at
• 0:45
  the gate or who stand in front of the house, security detail
• 0:50
  basically. Now normally these are salaried
• 0:52
  individuals and they work in shifts so that houses and
• 0:56
  buildings can have 24 hour protection.
• 0:59
  So that is who a gate man is. Now why are we talking about
• 1:02
  this today? The reason why we're talking
• 1:04
  about this today is because recently the gas in my house
• 1:08
  finished gas finishes every day. So it's not a problem.
• 1:12
  When I say gas, I mean cooking gas.
• 1:15
  Now the problem was this was around was about 10:00 PM at
• 1:19
  night and I had just been coming back from a gig because I was
• 1:25
  providing media coverage for the British Council.
• 1:28
  They were having a welcome back session for Commonwealth
• 1:32
  Scholars and shipping Scholars and was at the deputy high
• 1:36
  commissioner's residence in Maitama.
• 1:38
  And I had been out all day. So of course, you know, wifey
• 1:41
  got back, she was with the kids, you know, doing some cooking and
• 1:43
  then the gas ran out. And so, you know, the whole
• 1:46
  thing now coming back from the gig was ready like around that
• 1:48
  kind of 10:00 PM. Now, of course I was now
• 1:52
  wondering try like, what are we going to do?
• 1:55
  Because the kettle just stopped working.
• 1:58
  I took it to get fixed. And the problem was the heating
• 2:00
  element and the kettle that I bought was the old kettle was a,
• 2:04
  was a Benatone, you know, one of these big benatones, maybe like
• 2:07
  2 liters, like massive keg. But the heating, the, the what's
• 2:12
  it called? The heating element is inside
• 2:16
  the body of the kettle, so to replace it you have to destroy
• 2:19
  the kettle. So basically we have to buy a
• 2:21
  new kettle. And of course that's like, I
• 2:23
  beg, we can just buy water on the gas.
• 2:24
  I'll worry about the kettle another time.
• 2:26
  So if there was going to be any way for wife wifey to get to
• 2:31
  work and for the kids to get to school on time, you know, we
• 2:33
  need air gas because for me, I always have my bath with cold
• 2:36
  water. You know, I've been having the
• 2:38
  bath with cold water since I was in secondary school.
• 2:40
  And sorry about that. It's a good thing I warned you
• 2:44
  guys. Anyway, one of the kids just
• 2:45
  came in, what was I? So I've been having a bath with
• 2:49
  cold waters in secondary school now.
• 2:50
  So you know, boarding school, Hamatan, you know, the cold and
• 2:53
  everything. So you just get used to it.
• 2:55
  But every time I insist that the boys should have a bath with
• 2:59
  cold water. Sometimes it's fun, sometimes
• 3:01
  it's a nightmare because they're screaming and everything.
• 3:03
  So summary, all I'm trying to say is I needed to find gas at
• 3:07
  10:00 PM in Abuja at night. I need to find gas.
• 3:12
  So I messaged one of the neighbors now, like about how
• 3:15
  far this is my situation, and he told me that we can buy gas at
• 3:19
  the neighborhood garden. And I was like, yeah, the
• 3:22
  garden. He said yes, no, I say where
• 3:25
  they go and drink and they dance and everything.
• 3:26
  He said, yeah, that same compound, but before you get to
• 3:30
  the drinking part, I said, OK, no problem.
• 3:32
  So I went there. Now.
• 3:34
  So as I entered the compound, as I drove in, the security guys
• 3:37
  are very rude, you know, as security people can be
• 3:39
  sometimes. But I just freed them because,
• 3:42
  you know, it's their way. That's just how it is.
• 3:44
  Then I asked them where the gas person was, you know, where I
• 3:48
  can buy gas. And all of a sudden, their
• 3:51
  greeting has changed. They started greeting me.
• 3:53
  Sean, Sir, you know, you do this salute thing.
• 3:55
  Slam your leg into the ground. Sean, Sir.
• 3:57
  Bam. Your boys are loyal, Sir.
• 3:59
  This, that, that, that, that, Sir.
• 4:01
  That, Sir. I was like, and I was wondering
• 4:04
  that these were the guys that when I entered, there were, you
• 4:07
  know, Anyhow, anyhow, now I say I want to buy gas.
• 4:10
  You know, they're doing. Sean, Sir.
• 4:11
  Your boys are loyal, Sir. So I was wondering what led to
• 4:14
  this change. So as I got there now, one other
• 4:17
  guy was just leaving. That's why buying gas.
• 4:22
  But it wasn't this, it wasn't this industrial kind of gas.
• 4:27
  How did I put it? It was not like the fancy places
• 4:30
  where you go to NNPC and you know, you stay there.
• 4:32
  They take the machine and then they put it on the scale.
• 4:35
  The scale weighs it. And then you punch the, the, you
• 4:38
  know, the code and then the thing just does that.
• 4:42
  You know, that whole mechanized process there was this gas
• 4:45
  where, you know, boys are doing this thing manual.
• 4:47
  You take a gas cylinder, you turn it upside down, connect one
• 4:49
  hose to another hose. And you know that nothing can
• 4:52
  take time. So anyway, but as long as if I
• 4:56
  had any choice, so I just stayed there.
• 4:57
  So when I was there, I was wondering why did these people's
• 4:59
  behavior change over time? So I stayed there now and I was
• 5:02
  just playing chess on my phone waiting for these guys to load
• 5:05
  up the gas. So as they were doing it now, I
• 5:09
  noticed a similar pattern with other patrons.
• 5:12
  If people came in and were going up, up, up towards the club, the
• 5:16
  security guards were just anyhow, anyhow with them, no
• 5:21
  special greeting. But anybody who entered and
• 5:24
  wanted to buy gas and was turning to the left, you know,
• 5:27
  it's a short sign. Your boys are loyal, Sir.
• 5:30
  This is this, Sir. You know, the usual hailing that
• 5:32
  security guys give. So I was trying to wonder like,
• 5:35
  what's the difference? The people that are going to the
• 5:38
  club, they just anyhow, if you're going to go and buy gas,
• 5:42
  special greeting. So I was wondering what is the
• 5:45
  difference or rather why the difference?
• 5:48
  Now this is my guess after a while because I didn't ask them
• 5:50
  why they were greeting us differently.
• 5:53
  My own guess is the people who come to the garden, you know,
• 5:59
  down, down, down, that's the alcohol part.
• 6:02
  My guess is they spend all their money on drink and on women.
• 6:06
  So on the way out, there's no money, so there's no point in
• 6:09
  greeting them. Sean, Sir, your boys are loyal.
• 6:12
  Sir. Your Excellency, Sir, you know
• 6:14
  all those greetings because if you greet those ones, you won't
• 6:17
  get anything. So no tip on the way out.
• 6:19
  Also because for the garden, there's a big sign there, you
• 6:22
  know, POS inside. So that means you don't have to
• 6:24
  carry cash. You can go there and, you know,
• 6:27
  use your card and swipe and pay then, Although it makes me
• 6:32
  wonder if you don't have cash, you know, how do you pay the
• 6:35
  strippers, the adult entertainers in, in those kinds
• 6:38
  of establishments? And I just wonder how you pay
• 6:40
  them if you're going with POS. And but for those of us who are
• 6:44
  coming to buy gas now, POS was not possible because when I went
• 6:48
  there is the first thing I asked the guy told the guy, look, I
• 6:50
  brought back, I don't have cash, you got POS.
• 6:52
  I said no for POS, go and meet Malam over there.
• 6:55
  The guy has POS. I said which Malam said that all
• 6:57
  I want to say, OK, so we had to go and withdraw cash.
• 7:01
  So if you enter the compound and you turn left, you can't pay by
• 7:04
  POS. So that means that you need cash
• 7:07
  on you. So anybody who says they're
• 7:09
  going to buy gas, that means the person is going to withdraw
• 7:12
  cash. So people who are going to go
• 7:16
  and buy gas, anybody who enters the compound and turns left, the
• 7:19
  person needs cash, either has cash or is going to withdraw
• 7:24
  cash from the Malam. Now that is my guess.
• 7:27
  And I think that that's the main reason why anybody who entered
• 7:30
  and drove straight, the security amount does, you know, anyhow,
• 7:34
  anyhow, with them, because you're going to go straight, you
• 7:36
  go and buy alcohol, you buy pepper soup, you watch the
• 7:39
  strippers and you pay with POS and then you leave.
• 7:42
  There's no cash. But then people like me who
• 7:46
  entered and who turned left needed to have cash to pay for
• 7:51
  gas. That's my guess.
• 7:55
  So if my guess is correct, the lesson we can learn from how
• 8:00
  these gate men were behaving. By the way, I'm not endorsing
• 8:02
  this kind of behavior because I think we should be respectful to
• 8:05
  everybody, but we have to see that look, there's a lesson that
• 8:09
  we can learn here. And this I think is the lesson.
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  The gate men in this garden, for whatever reason, they have
• 8:16
  figured out who their ideal prospect is.
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  They've figured out who their ideal customer is.
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  They know who is going to tip them.
• 8:23
  They know where their daily bread is coming from.
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  They have figured it out to AT and for some reason they know
• 8:29
  that it is people who enter and who buy gas, but it's not people
• 8:32
  who enter and who go to the pepper soup and strip aside.
• 8:36
  So because of that, the gate men, they spend their time and
• 8:40
  their energy executing their sales script only on the ICP.
• 8:45
  So if somebody enters and goes straight, ignore.
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  If somebody enters and turn left, you say Sean, Sir, your
• 8:51
  boys are loyal. Sir, Your Excellency, Sir, you
• 8:54
  know God will progress you. Sir, you know all that greeting.
• 8:57
  Now, this is something that we should all learn.
• 9:00
  I'm not saying we should go around calling our customers,
• 9:05
  Your Excellency, or saying, Sean, Sir, whether your boys are
• 9:09
  loyal. I'm not saying we should be
• 9:10
  engaged in that kind of behaviour.
• 9:12
  But one lesson that we can learn is we should stop trying to
• 9:15
  initiate contacts with everyone. We should only be initiating
• 9:20
  contacts in business that we think have the highest
• 9:23
  probability of good outcomes because that is what those
• 9:26
  security people are doing. If somebody enters and goes
• 9:29
  straight to the alcohol and stripper side, chances of
• 9:33
  getting money low. But if somebody enters and turns
• 9:37
  left to the gas side, chances of getting a tip is high.
• 9:42
  So they were engaging with people where they have the
• 9:47
  highest probability of a good outcome and that's what we
• 9:49
  should be doing with our businesses.
• 9:51
  So no matter the business that you do, you need to have a clear
• 9:54
  idea of the best kind of people that lead to positive
• 9:59
  interactions. When I say positive
• 10:00
  interactions, what I mean here is a close deal and some money
• 10:03
  in your bank account and spend the most time initiating contact
• 10:08
  with those kind of people and then ignore everybody else.
• 10:12
  Because those security guards have figured out for some reason
• 10:14
  that if you do Shansa, Shansa to everybody who drives into the
• 10:18
  compound, your knee will be paying you.
• 10:20
  Because every time you do Shansa, you know, you slam your
• 10:22
  foot on the ground. And if you do that for the whole
• 10:25
  night, you're just going to be getting knee pain.
• 10:27
  It's probably not worth the effort.
• 10:29
  But if you do Shansa to the people that have the highest
• 10:32
  probability of giving you a tip more than 500 or whether 1K or
• 10:36
  maybe 2K, if it's a bigger boy who enters into the prospect or
• 10:40
  a bigger babe. Although I don't think if you're
• 10:45
  a decent shake, you should be hanging around those kind of
• 10:47
  places at 10 PM, 11:00 PM at night.
• 10:50
  That's just my thinking. Where was I anyway?
• 10:55
  So basically, they're looking for people that have the highest
• 10:57
  probability of good outcomes and that is what we should be doing
• 11:00
  as well. Who are the people that when we
• 11:03
  interact with it most likely leads to a good outcome.
• 11:06
  We need to focus attention and pay attention to them.
• 11:09
  Now, this is another lesson that I think we need to learn and it
• 11:12
  applies to most of us. Most none of us who were there
• 11:16
  that evening dropped money that night because there were three
• 11:20
  patrons while I was there. So I was around like 10:00 PM
• 11:24
  when I was driving in, one person was going out, so that's
• 11:28
  two. While I was there, one person
• 11:31
  came to come and drop gas to fill after me, so that's three.
• 11:38
  So even though the first two people, the guy leaving at me,
• 11:44
  didn't drop money, it didn't stop them from saluting the
• 11:47
  third patron. They continue to execute the
• 11:52
  script because these gay men have figured out that sometimes
• 11:56
  it work, but sometimes it doesn't work.
• 11:59
  But over time, the math is going to add out.
• 12:03
  Now let's look at it this way. If six people come every night,
• 12:07
  it's possible because while I was there, in 30 minutes, three
• 12:10
  people came. Let's say 3 or 4 people because
• 12:13
  as I was going out, another person was coming in.
• 12:16
  So in 30 minutes, four people came.
• 12:19
  By the way, it got me wondering that what is it with young men
• 12:23
  and not buying gas on time? Because I didn't see a single
• 12:26
  woman coming out to fuel gas. All of us were young men.
• 12:29
  So I guess maybe women pay better attention to these sorts
• 12:31
  of things. So you'll never catch a woman
• 12:33
  stranded at 10:00 PM at night looking for gas.
• 12:36
  But, you know, was all young men.
• 12:38
  Anyway, that's the question for sociologists.
• 12:41
  So where was I now? So if six people come every
• 12:44
  night, and it's possible because while I was there 30 minutes,
• 12:47
  four people came, if they can get just one person to tip per
• 12:53
  night Monday to Friday, that is going to be an extra 20,000
• 12:58
  naira in a month. Let me repeat.
• 13:02
  If they can get one person to tip 1K every night, that's going
• 13:06
  to be an extra 20,000 naira in a month.
• 13:09
  In fact, one person doesn't even have to drop 1K because it's
• 13:11
  possible that on some days nobody would tip, but on some
• 13:15
  days, maybe four or five people with tip and each person drops
• 13:19
  maybe 500 bucks. But either way, looking at it
• 13:23
  realistically, I think that these people can get an extra 20
• 13:26
  K every month that will now be added to their minimum wage.
• 13:30
  And let's face it, minimum wage in Niger is nothing.
• 13:34
  So because of that, that is why these guys keep greeting.
• 13:37
  Sean, Sir, your boys are loyal, Sir.
• 13:40
  God will elevate you, Sir. Your Excellency, Sir, that is
• 13:43
  why they keep greeting because they know that even if me, I
• 13:48
  didn't drop and the person who came before me did not drop,
• 13:51
  eventually somebody must drop. And at the end of the month,
• 13:56
  when you look at how much it is that came, came in, it's going
• 14:00
  to be worth the time and worth the effort.
• 14:05
  So the lesson that we have to learn here is don't let people
• 14:09
  who don't drop, people who don't do business with you, don't let
• 14:12
  that demotivate you because I meet too many people who pay
• 14:15
  attention to the fact that I spoke to 10 people, seven of
• 14:19
  them didn't do business with me. You're looking at things the
• 14:21
  wrong way. Pay attention to the three
• 14:23
  people who did business with you or the three people who did
• 14:26
  business with you out of the 10, the money that came in, it makes
• 14:29
  sense or it didn't make sense. That is the question.
• 14:34
  So if 10 people do business with you out of three at the end of
• 14:37
  the month, as you're looking at all the numbers, you say, OK,
• 14:40
  that thing makes sense, that thing makes sense.
• 14:41
  Then continue. And the goal is now to try and
• 14:44
  see how instead of three people doing business with you, we make
• 14:47
  it 4 maybe from 4:00 to 5:00. But for some reason, too many of
• 14:54
  us pay attention to the seven that we didn't close.
• 14:59
  That's the wrong way. Learn from the security guards.
• 15:02
  They keep saying Shanza, Shanza, if they're looking at those who
• 15:05
  didn't drop anything, they will not be doing Shanza.
• 15:08
  But they know that for the people that drop at the end of
• 15:10
  the day, the thing makes sense. So that's the question you
• 15:12
  should be asking yourself. And that's another lesson that
• 15:16
  we need to learn. At the end of the day, at the
• 15:19
  end of the week, at the end of the month, at the end of the
• 15:21
  quarter, we need to look at the math and say this math isn't
• 15:24
  mathing. Is the thing making sense.
• 15:27
  That is what will determine whether it is that we go, that
• 15:31
  we continue executing. Because the truth of the matter
• 15:34
  is, and the basic math of business is there's no 100%,
• 15:40
  there is no time that will come that you will talk to 10 people
• 15:43
  and you end up doing business with all 10.
• 15:45
  And I'm here to warn you that if you talk to 10 people and you
• 15:48
  end up doing business with 10, it actually is a sign of a
• 15:50
  problem. It's a sign of a huge problem.
• 15:54
  The take out problem is if you talk to 10 people and you end up
• 15:56
  doing business with 10, it's not that you're a solid sales
• 15:58
  personnel. One of the problems is that it
• 16:01
  means you're, you're leaving money on the table.
• 16:04
  People can see that, eh, this thing is a huge deal.
• 16:07
  And so because of that, they want to tap in immediately so
• 16:10
  that they don't lose out. So 10 / 10 is not possible.
• 16:15
  And if you're one of those people who is doing 10 / 10,
• 16:17
  it's a sign of a problem. Different problems, but number
• 16:20
  one problem is you're too cheap. Because think about it,
• 16:26
  somebody's only going to buy when there's a need or want or
• 16:30
  they can afford it, or there's a sense of urgency.
• 16:33
  And statistically speaking, it is impossible for you to talk to
• 16:37
  10 people straight and each one of them has a want or a need.
• 16:40
  Each one of them can afford it, and each of them has a sense of
• 16:43
  urgency. It is just not possible.
• 16:46
  There's some people who have the money, but yeah, they don't want
• 16:49
  it. There's some people who want it
• 16:51
  and they need it now. No, no, no, no, no, no.
• 16:53
  They sense of urgency, but they can't afford it.
• 16:56
  The chances that you will run into 10 people straight, each of
• 16:59
  them has a want and a need each of them can afford.
• 17:01
  Each of them has a sense of urgency.
• 17:03
  Statistically, it's impossible. So if you're one of those people
• 17:07
  that your closing rate right now is 100%, as in you talk to 10
• 17:11
  people, you close all 10 deals, there's a problem.
• 17:14
  You're too cheap. That's why people are rushing
• 17:17
  you. They're like, for all these
• 17:19
  value, we only pay so, so, so I don't believe it.
• 17:23
  That's why they're rushing you. You're too cheap.
• 17:27
  Friction is a normal part of the sales process.
• 17:30
  We just try and minimize the friction.
• 17:33
  So where was I before I lost track of my thoughts?
• 17:37
  And then basically what I was just saying is don't pay
• 17:39
  attention to those people who are not dropping or who don't
• 17:42
  demotivate you, who who don't pay you.
• 17:44
  Don't let that demotivate you. So you talk to 10 people and
• 17:50
  three people do business with you.
• 17:52
  Focus on the three. Did the money make sense?
• 17:55
  Why did the deal close? What have I learned?
• 17:59
  What can feedback can I take and use and replicate that in future
• 18:03
  interactions so I can get better?
• 18:05
  Ignore the seven that I didn't buy.
• 18:08
  So the basic lesson today looking at Nigerian gate men is
• 18:13
  this Determine your ICP, determine your ideal customer,
• 18:18
  determine the people that you want, determine the people
• 18:20
  they're chasing after, determine the people that have the highest
• 18:23
  probability of giving you money or for making that deal close.
• 18:28
  Once you determine that, that is step one.
• 18:31
  Number two, come up with a sales script ahead of time that you
• 18:35
  can execute all the time so that you don't have to think.
• 18:39
  So that it's reflex because for the security guards, they were
• 18:43
  sitting, they were adjusting, they were playing, I was doing
• 18:46
  Ludo. But once somebody came, they all
• 18:48
  executed the same script. You stand up, you salute, lift
• 18:51
  your knee, you slam it down back.
• 18:53
  Sean, Sir. Boys are lawyers, Sir.
• 18:56
  Your Excellency, Sir, this like clockwork.
• 19:03
  And that's how we have to be too.
• 19:06
  Now, of course, I'm not saying we should be mindless because
• 19:08
  for those of us who are in complex hill scenarios, you
• 19:12
  know, you're selling a service, eventually you're going to have
• 19:15
  to engage in some conversation. So you're not going to be, it's
• 19:20
  not going to be robotic or mindless.
• 19:22
  Let me just put it that way. Because if you sell services,
• 19:24
  you have to have a conversation, even if you don't sell services.
• 19:27
  But what you sell is fairly complex or fairly expensive,
• 19:29
  maybe like a car, for instance, or a house.
• 19:31
  Eventually you need to have some sort of conversation with the
• 19:35
  person. So that's the second thing.
• 19:38
  Come up with your sales script ahead of time so that when that
• 19:41
  opportunity presents itself, when the person shows up, you
• 19:45
  will execute it instead of thinking, what am I supposed to
• 19:50
  say? Because for those security
• 19:52
  guards, if they wait every single time somebody comes into
• 19:54
  the complex, and then I'll start trying to figure out what do I
• 19:57
  have to say to get a tip? What do I have to say to get a
• 20:00
  tip? I mean, how successful do you
• 20:02
  think they, they, they're going to be in, in a eking after tip?
• 20:06
  Well then they figured out that if I stroke people's ego.
• 20:11
  If I salute them, if I, you know, whatever, then this raises
• 20:15
  the chances of me getting something.
• 20:16
  But basically what I'm just trying to say is they agree
• 20:19
  about what this hillship is going to be ahead of time and
• 20:21
  everybody executes. So it should be the same way.
• 20:24
  Then Please remember to execute always, whether it works or it
• 20:29
  doesn't. That's just life.
• 20:35
  That's just business. If I go for 10 business meetings
• 20:40
  or five, it doesn't mean all five will close.
• 20:44
  If I go for 10, I close two. Glory be to God.
• 20:47
  Why did those two work? What have I learned?
• 20:51
  What can I carry away into the next?
• 20:52
  For me, it's not about the 8 I didn't close.
• 20:54
  It would be nice if I I closed the other ones, but you know,
• 20:57
  it's just one of these things. You win some, you lose some, you
• 21:01
  know, you win, you lose, you learn and then you get better.
• 21:04
  That's how it works. And just remember, the basic
• 21:07
  math is you will always lose more than you win.
• 21:11
  It's just that the things you win on more than make up for the
• 21:14
  rest. I mean, look at Warren Buffett,
• 21:17
  for instance. I mean, of course that's not
• 21:18
  sales. But somebody said if you want to
• 21:21
  look at it from a mathematical perspective, somebody said he
• 21:23
  actually is a crappy investor because he has lost on 60% of
• 21:27
  his of his of his trades. I mean, who cares?
• 21:30
  He has lost on 60%, but look at how rich it has made him.
• 21:34
  He's just one of those things another person has pointed out
• 21:36
  in sports, like pick your favorite football star, let's
• 21:40
  say Messi or whoever, go and check shots on goal.
• 21:44
  It is atrocious. If I tell my, my, my former
• 21:48
  flatmate IB, because he's a football guy, IB Dangana, he
• 21:51
  likes to watch Arsenal. So I used to tell him those
• 21:55
  days, because you say this our guy, blah, blah, blah.
• 21:58
  I pay him. So, so, so million.
• 21:59
  I'll say what, how many million? And this guy played the whole
• 22:04
  game. He only scored one goal.
• 22:06
  I used to tell them, I look, if it was me, he were paying me all
• 22:09
  this money. You know, 100,000 lbs a game.
• 22:13
  I'll be 100,000 lbs a week or something, but basically
• 22:16
  millions of pounds every, I will score like 10 goals every single
• 22:19
  match. Now, of course you guys know
• 22:21
  that that's unrealistic because in football or in investing or
• 22:26
  in business is just one of those things.
• 22:29
  You're not going to score every single, every single goal that
• 22:31
  you, that you, every single shot on goal.
• 22:36
  It's not going to result in a goal scored.
• 22:39
  That's just life. So please let us stop being
• 22:43
  turned off by the ones that don't close.
• 22:47
  The focus should be on the ones that close.
• 22:51
  Review it periodically and then ask yourself this business, this
• 22:56
  hustle, is it worth continuing? Is this math adding up?
• 22:59
  If the math is adding up, continue.
• 23:01
  If there are learnings that you can take, continue.
• 23:04
  Take those learnings. So that's a pretty much.
• 23:07
  And that is a lesson that I think we can learn from Nigerian
• 23:10
  gate men. So if you'd love to connect with
• 23:13
  me for a business audit strategy session or you have questions
• 23:16
  that you'd like me to answer, then connect with me on
• 23:19
  WhatsApp. The number is 08064662140.
• 23:24
  The country code is +234. Or you can connect with me on
• 23:29
  LinkedIn, the name to look for establishing my IED.
• 23:31
  Also have a YouTube channel in case you want to, in case
• 23:36
  YouTube is easier for you. So that's you pretty much.
• 23:39
  Thank you very much for your time and attention.
• 23:40
  I'll catch you guys at the next episode.