Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Getting Clients for Your Business: Part 2

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Getting Clients for Your Business: Part 2 · 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 do the Part 2, the
0:04
second part of outbound marketing ideas for people who
0:09
are in real estate. And yeah, we're continuing from
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a question basically that came from Jackson who lives in Abuja,
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CBN quarters and somebody who called in on my radio show, not
0:21
on the podcast. Now, this is your first time of
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listening to the podcast. You know, there is a prior
0:27
context to this. There's a prior background, so
0:29
listen to yesterday's episode and then you're going to get
0:32
caught up to speed. My name is Tarish Shima Aidi,
0:35
I'm the host of the podcast. If you would love to connect
0:37
with me because you have a question, you have a comment,
0:40
you have a query like Jackson did, you can call, send me a
0:44
text message or WhatsApp message on 08064662140.
0:51
And also, if you like these sorts of issues, how do you get
0:54
customers for your business? How do you get clients?
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How do you lure them in? How do you chase after them?
1:00
How do you build client relationships?
1:03
How do you get referrals and introductions to other
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customers? Then this podcast is for you
1:08
because these are the sorts of things that we talk about over
1:10
here every day on the show. And by the way, making today's
1:13
recording at home. So there's going to be some
1:16
noise in the background. So, yeah.
1:20
So that's it pretty much. Oh, and therefore those of you
1:22
who are regular listeners and who listened yesterday, I beg my
1:26
sincere apologies. You know, I make this, these
1:31
recordings just by holding the, the phone to my mouth basically.
1:37
And that's how I've been getting away with good audio quality for
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the last five years that I've been doing this.
1:43
So over 1200 episodes and every single episode has been recorded
1:47
this way. Me basically just holding the
1:49
phone, I'm out to my mouth. But you know, I've been doing
1:52
this for like 5 years now. So you know my right arm now I
1:56
don't begin to grow biceps. I'm looking a little muscular on
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my right arm because I'm always hefting off the phone.
2:03
So yesterday and I said let me try 1 recording setup.
2:06
Let me see whether the thing will work.
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And at first I thought it worked OK.
2:11
But then after I uploaded the, excuse me, after I uploaded the
2:14
podcast and I listened to the audio, I was like, I know that
2:17
the audio quality is better this way.
2:19
So apologies for yesterday's recording.
2:21
I'll just keep on with this form of recording until I can find
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something else. I already discussed with the
2:30
sound guy today and he showed me some different kinds of setups,
2:35
expensive setups are, you know, like 300 K400 K, you know, so
2:41
stuff that can be done. But yeah, I'll look into it in
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the future. But don't worry until then, I'll
2:45
just stick to the same way that I've recorded the earlier
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Thousand podcast. And yeah, we'll have the good
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old audio quality that we are used to over here on the
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podcast. So yeah, outbound marketing
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ideas for those of you who are real estate professionals.
3:01
And like I said yesterday, even though we're using real estate
3:04
as a case study, so excuse me, even though we're using real
3:08
estate as a case study, it can apply to any business.
3:10
So anytime I say real estate, just remove real estate.
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And let's say you're in the business of, you know, selling
3:17
wines. Every time you hear real estate,
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remove real estate and just put wine there.
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And you see that these principles work as well for most
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businesses. So also, one moment I forgot I
3:31
have meat on the fire. Let me go ahead and check it
3:33
first. I'll be back in a couple of
3:34
seconds. OK, I'm back.
3:38
Sorry about that. Yeah.
3:42
For those of you who have been listening to the podcast since
3:44
day one, you know that I don't like cooking.
3:46
But you know as you grow older now and also you know he get
3:52
married, you know helps to be flexible.
3:54
So I say let me try some kitchen practicals.
3:57
Let me see what I can impress, you know my wife and my kids,
4:00
let me just try 1 something. So you guys be praying for me
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that the experiment works out well because if it works out
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well, my wife would be impressed and my children be like oh OK
4:09
dad, you can cook. If it turns out poorly, you will
4:12
hear over the news that a man decided to cook for his family
4:15
in Abuja and ended up killing a family of four because he
4:19
poisoned them to death. So just pray that the experiment
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turns out cool. So outbound.
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Now for those of you who are listening to the podcast for the
4:28
first time, there are two philosophies when it comes to
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marketing and business in general and that is outbound and
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then inbound. Inbound is when you're trying to
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do stuff to get people to chase you.
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You know that situation where you say not damn, they rush us.
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You know, that is the, that is the Holy Grail.
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That's the situation all of us are getting to.
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You just want to stay where you are and then the market will
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come and meet you. So that's what a whole lot of
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people are trying to trying to do.
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Now the opposite of that is our bound where you do things that
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involve you chasing after the market, chasing after the
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customers, chasing after the contact, you taking
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responsibility for moving things forward.
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So that's what we started discussing yesterday and
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yesterday we looked at paid advertising.
5:16
Then also the importance of targeting.
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You have to make sure that your demographics and psychographics
5:20
are on point. If this is your first time
5:22
listening to the podcast, don't worry, I broke it down
5:24
yesterday. The audio quality yesterday was
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not too good. Like I said, apologies, I was
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trying to stop new stuff out and let's see what else.
5:33
We also looked at SMS marketing and I think we looked at
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billboards. So today we'll now just wrap it
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up sharply using networking and events, prefer marketing, cold
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calling, and then some ideas around the diaspora because
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that's also a market that lots of real estate professionals
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haven't tapped into because you know, our brothers and sisters
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now, you know, because of insecurity or Timbu economy or
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whatever, lots of people just Jack back, you know, they just
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caught, they just miss. But after a while they start
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thinking, you know what, I better have some investment
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classes back home. Then they start making phone
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calls saying, oh boy, what's up? Do you know any development
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going down? I want to buy land in Abuja, I
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want to buy in Lagos, you know, blah, blah, blah and all those
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things. So I think those of you in the
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real estate space, there's an on top market with the, with the
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Nigerians who are based abroad, Nigeria and diaspora.
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And in fact, I'm currently doing some work with a real estate
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startup who's trying to take advantage of that.
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They're trying to take advantage of that space.
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So let's see. OK.
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And then also dealing with broker networks.
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So let's go straight into networking.
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If I covered networking yesterday, then apologies.
6:53
You know, I don't have a production assistant, so
6:56
sometimes I can't remember exactly where I started or
6:58
exactly where I stopped. So just bear with me.
7:01
When I have money and I have a production assistant, you see
7:04
that the quality of this podcast draws beyond on another level.
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Yeah. But until then, let's continue.
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So yeah, networking and events. Now this is a form of outbound
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activity where you are not going to be guaranteed short term
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results. Now the reason why I'm pointing
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this out is because when we started this whole thing about
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outbound, I was saying that I prefer to tell people to start
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with outbound because there you have more control over the
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results that you get. So if you're doing the right
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activity at the proper volume, when I say volume, I mean
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intensity, I mean number of people they're supposed to reach
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out to and you're using proper technique, then you should have
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some control over short term results.
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So in real estate now the short term results we'll see will be
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this short site visits and then office meetings.
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So whether he's doing Flyers or whether he's doing cold calling
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or whether it's, I don't know, making presentations before
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church groups because, you know, that's also possible.
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There are people who drop more business that way.
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You go and talk like back when I was in insurance, there are some
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insurance sales people. That's how they used to sell.
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You know, you go into a parish, you take permission, you find
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out when Christian Mothers Association is meeting, you go
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and you have a presentation before CMO and you say, good
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evening, mommies. Thank you very much for having
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me here. I work with social insurance and
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you apply that stage where some of you are now preparing for
8:35
retirement, preparing for legacy, preparing for this,
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preparing for that. And that's the reason why I'm
8:40
here before you today. We have some interesting
8:42
products that should help you to be able to put aside XYZ, you
8:46
know, for your beneficiaries, you know, for your kids or if
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you're doing retirement planning.
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We have this portfolio, that portfolio, you know, and then
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you just make the presentation. So there's some people that drum
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up business that way every single Sunday.
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You just be going out parish to parish.
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So maybe this month it can be Christian Mothers Association.
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So this Sunday 2 parishes, next Sunday 2 parishes like that,
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like that throughout the whole year.
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So you take advantage of those sorts of activities.
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You should start seeing some sort term, short term results.
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So for somebody who is selling insurance, you know, short term
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results would be the number of people who call you back because
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I think you collect some phone numbers and you drop some
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business cards. So the more of these things you
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do, the more phone calls, the more what happens is you'll be
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getting the people who say my son laughing that you said about
9:39
annuity, I beg I didn't understand.
9:41
Can you explain it better? So those are some short term
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results. So I always start without bound
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because you're in direct control.
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You can start seeing some short term results for real estate.
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The more activities you try out, you know, the more site visits
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you will get, the more office meetings you will get.
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Doesn't mean that the deal is going to close soon.
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But now, now that we're talking about networking, I want to
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point out one thing networking that principle doesn't apply
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here. You can network like crazy in
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the month of January. It doesn't mean you see a single
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couple or you see a single anything because the dynamics of
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networking are different. The dynamics of networking are
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more long term and value driven. In other words, you go out, you
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hang out getting ingrained in different networks.
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But unless people see that you are a correct guy and that you
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are a valuable resource, it is only then that people will begin
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to mess with you, that they'll begin to flow with you.
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So in the beginning, when nobody knows you and you know nobody
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knows like and we've been seeing your face, but we don't know
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whether you're a correct guy or you're correct, babe, you know
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nobody's going to flow with you. So the dynamics for networking
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are long term. So if you need money now and you
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need clients now, you need the hook up now, then attending
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networking sessions every single day for this month, for the rest
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of the month is not going to yield you nothing because the
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dynamics are different. But still that is our bound and
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still we should be doing networking because it yields
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very good results long term. But just remember, networking
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has to be value driven. People need to see that you're a
11:30
connector. People need to see that you have
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value. People need to see that when you
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step into the room, those that guy don't come.
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Now that this guy is here, I know that this problem is solved
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or I'm having one or two things. If I call this guy, even if he
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can't help me solve it, he would give me the hookup.
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Now when you become that guy, networking is going to start
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yielding returns for you. So real estate professionals,
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yes you should be doing networking.
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But if you're hungry for business now and maybe cut up
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networking and focus on other stuff, then re referral
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marketing. Now referral marketing is low
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hanging fruit. Referral marketing just means
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introductions. Basically you're getting your
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customers that you have now to be introducing you to other
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people so you can do business with them.
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However, therein lies the problem.
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A lot of you are not even talking to your current
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customers. You just collect money and you
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say thank you and then that's just it.
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One bam, thank you, ma'am. Nothing.
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Again, no follow up, no keeping in touch.
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Know how the kids know? Did the product work?
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Well, no, nothing. A lot of you just collect money
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and then you know, you fade. So I'm not asking you to pretend
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that you like people if you don't genuinely like them.
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But The thing is, look, this is a business here and this is the
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way it works in sales. It's not just about the number
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of people that you close. Now, the sweet money comes from
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the people who come back to buy again, because those people,
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they don't require too much toasting or too much chasing.
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So when they come back, the money that they're paying to you
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is, is is mostly profit because you didn't go to the office, you
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didn't print flyer, you didn't, you know, you didn't waste time,
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you didn't waste money, but they came back and then also getting
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them to introduce you to other people.
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So the sweet money, the good money, the real money is in the
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repeat purchases. Take for instance, that we do.
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I saw on Instagram when I saw this thing, when I saw this
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thing, I just deleted Instagram from my phone.
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I said, what kind of rubbish is this?
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I saw the video where the guy was jumping around and happy,
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you know, jubilating, almost like doing Thanksgiving.
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I say what's going on? Why is Davido behaving like a
13:51
trot? What's going on?
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And then I checked and I saw that Davido bought Rolls Royce.
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I can't remember the model. And then I saw the price tag,
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1.8 billion naira 1.8 minus clearance fees.
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I saw that on Manga. Manga is a car dealer in Abuja.
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So Manga and Circle Motor, you know their boys, they hang out,
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you know, the jointly produce contents and see this like it's,
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it's beautiful. Some of you have too much of A
14:23
competition mindset. But take these guys now.
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Manga, he sells cars. Circuit motor, they sell cars,
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both of them, hundreds of thousands of followers.
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But they don't feel as if they're competing.
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They join together once in a while and then they create
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content, introducing each other to each other's audiences,
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amplifying the growth of their content.
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Very smart boys. The rest of us got a beef like
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like who is this guy? When did he come?
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Like, what's his deal like? What's he feeling like?
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But you can see that people are just cooperating and making
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good, good money. So in the bottom line shop don't
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view all these sorts of things like from from a competition
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mentality, like there's room for everybody, there's market for
15:08
everybody. So don't be getting too
15:11
antagonistic. You know that you see somebody
15:12
on the come up now you go to begin their beef.
15:15
Sometimes you're better off if you start collaborating with
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people. So like I said now so was on
15:20
manga's profile that saw it and manga said that the thing cost
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1.8 billion naira minus clearance.
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OK, imagine 1.8 billion and I say ignore, I'm deleting
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Instagram from my phone. I can't be waking up to this
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kind of rubbish of being mechanic and then this small boy
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will be pulling car, the pulling machine of 1.8 billion naira.
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So I deleted the Instagram. Where was I?
15:47
Referrals. Repeat purchase.
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Now this is not the guy's first. This is not Davido's first Rolls
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Royce. So the people who sell Rolls
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Royces. The first time Davido walked in
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and the guy dropped money on the table, bam.
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I'm sure it was good for them that that money was was sweet.
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It was alright, but the real profit comes when Davido comes
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to buy the second model. And then of course, after a
16:13
while, Davido, you know, he becomes a even bigger boy.
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And now the guy has correct money and the next time he shows
16:20
up, he now drops 1.8 billion on the table.
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Beam you say? Give me that car.
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That is the idea behind repeat purchases and referrals.
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And of course, you know this kind of thing.
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Now Davido has dropped 1.8 on this one.
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They don't. He'll be chilling with boner
16:36
Boy, a boner boy be like, oh boy, this your car sweet die,
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you know, and as they are spiffing and everything, you
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know, he went, I'm OK, boner boy.
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I know say, you know, you know, together, but I can introduce
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you, you know, maybe they can hook you up something, blah,
16:50
blah, blah, blah, blah. And then next thing he will
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carry boner boy to the dealer. And even if Boner boy does not
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drop 1.8 billion, at least maybe Boner work and drop maybe like
16:59
700, you know, 700 M and then buy his own model, maybe a
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smaller model or something like that.
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But you see that's what we're aiming for in business.
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It's not just that somebody will come and drop the millions one
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time Beam want the person to drop millions today Beam then
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hopefully in two years time, the person will carry their own 2
17:18
legs and then come back drop millions again Beam.
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There's a situation increases one day they will come and then
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they will drop billion on our table.
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Beam as we're looking for that is called repeat purchase.
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Then referrals is when they bring people along.
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So when Boner Boy, when that video brings Boner Boy there,
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maybe Boner Boy is now chilling with what's his guy, Star Boy.
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And then they're smoking like, and you know, they're talking
17:45
philosophy and everything. And he's like, even with this,
17:49
you're right, you know, it's the correction.
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And then they now bring Starboy to the dealer.
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That is where the money comes from.
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Repeat business, repeat purchases and referrals always
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get introductions. So real estate professionals,
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you should be taking advantage of referrals as well.
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But to get this whole referral thing going, you have to have
18:12
been talking to your customers in the 1st place.
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So there's low hanging fruit. Keep in touch with people who
18:17
have bought from you in the past.
18:20
The goal is you want to be sure that people are happy with the
18:23
purchase. You want to be sure that The
18:26
thing is still working for them. So, you know, I'm sure once in a
18:30
while, Rolls Royce, I've been calling that video for saying
18:33
what's up. Hope the car is working OK,
18:36
there's no problem. Or by the way, our computer
18:40
shows us that you've done 200 miles.
18:42
It's now time to come and do your free, your free
18:44
complimentary oil change or your free complimentary hookup or
18:48
something, You know, keep in touch with the people that you
18:53
have done business with. From there, low hanging fruit
18:57
referral marketing. Somebody will come and buy
18:59
again. Then they also introduce their
19:01
friends and their family members.
19:02
Well, by the way, we should get into the habit of asking for
19:07
referrals. At some point you have to be
19:09
able to say, oh, that we do now that you're enjoying the silver
19:12
spirit and everything looks cool and blah, blah, blah.
19:15
I'd appreciate it if you can introduce me to other people in
19:17
your network, which other young up and coming, you know, Baller
19:22
type some some some, you know, who do you think would like to
19:24
have? You know, which of our friends,
19:28
you know, would like to enjoy this level of luxury or, you
19:34
know, shop. You ask, you ask them.
19:39
So when you close the deal and Odugu buys a plot of land and
19:44
they do Browns groundbreaking ceremony and everything is going
19:47
OK. The house is coming up fine.
19:49
It's not a problem to ask later on to ask if he knows other
19:52
people who would like to take advantage of this opportunity as
19:55
well. And of course, you know, for
19:57
some people and in some industries, you know, they try
19:59
and throw in a sweetener to say and you know, you know what if
20:02
you get me a client who caught you, this percentage, we do
20:05
this, we do this, we do that. But sure.
20:08
Well, anyway, you get the point of what it is I'm trying to say
20:11
those of you who are real estate professionals, so.
20:14
Refer our marketing low hanging fruit then cold calling and
20:17
direct outreach cold calling and direct outreach Oh sorry let me
20:23
go on let me check this meat again Let this be not born I'll
20:25
be back OK, I'm back. I've taken the meat off the fire
20:32
now everything is making progress.
20:34
I say let me just let this team marinate in his own juices maybe
20:37
for like 2-3 hours then I'll now take it to the next level.
20:40
You know, this is a recipe that Mumsy taught me when we were in,
20:45
when we're in Lagos, because then it was just Mumsy and the
20:49
five of us. So we didn't have a house girl
20:51
then. So, you know, just teaching us a
20:55
few things, one or two recipes. So basically you take the meat,
21:01
of course you clean it, you cut your onion, put one side, cut
21:04
Maggi, put one side. Then you let it Stew in his own
21:08
juices as you boil it. You boil it nice and slow.
21:13
Let's see what else. We used to put Curry on time
21:15
back then when I think I tried some, I call it oregano, but my
21:21
wife says no, it's, it's oregano.
21:23
So, so put some oregano on top, you know, put some nice small,
21:27
small spices. Then everything just simmer
21:29
down. Let all the juice just soak up
21:31
back into that meat by the time you take it and grill it like
21:34
man, that is some bastard meat right there.
21:37
Very good stuff, very good stuff.
21:38
So for those of you who are married or you're trying to
21:42
impress your girlfriend, just take this recipe that I've told
21:45
you. Try this thing.
21:47
Give it to your babe. You will call me back with
21:50
testimony. You will call me back with
21:53
testimony. I am assuring you this thing
21:55
works every single time. Just rewind what I said.
22:00
For those of you young men who are single, try this recipe of
22:04
this grilled meat that I told you boiling slash grilling.
22:08
You know, anyway, let me not let me just leave it like that.
22:12
I'll wait to hear your testimonies.
22:15
So cold calling now and direct outreach forms of outbound.
22:21
I remember outbound going outside to go and look for
22:25
customers. Now cold calling basically is
22:28
when you're calling up a stranger.
22:31
Cold calling, properly speaking, some people think whenever you
22:34
call, you call someone for business is cold calling.
22:37
No, that's not the case. Cold calling, the cold there
22:40
just means this call is not warm.
22:43
Like we don't know each other. I'm a stranger, you're a
22:45
stranger. There is no prior context.
22:48
I've never seen you before. You've never seen me before.
22:53
Nothing gone once before. I don't know you.
22:56
You don't know me. So it's totally cold.
22:59
But yes, you have to call people to do business.
23:03
So it's a skill in itself that can be learned.
23:07
So don't worry, it sounds daunting, but you can do it.
23:12
Now, the fact that we say it's called calling doesn't mean it
23:15
has to be on the phone because traditionally speaking, cold
23:19
calling was just you going to go and visit somebody who is a
23:23
stranger. Because remember, telephones
23:25
haven't always existed. Mobile phones are new,
23:29
relatively new. I know it seems as if they've
23:33
been around forever, but mobile phones are still new
23:35
technologies. The ring.
23:37
Ring, the old one. Yeah, that one has been there
23:39
for quite a bit. But mobile phones are still new
23:41
phones. I haven't always been here.
23:42
So call calling used to include you just rolling up to
23:45
somebody's office. You're a complete stranger.
23:48
You're trying to sell your product or your service.
23:50
Although nowadays people call that canvassing.
23:52
People, you know, usually now say cold calling is when you use
23:55
the phone and if you're using your leg, you call that
23:58
canvassing. So you drive here, you drive
24:00
there, you enter into somebody's office, they call that
24:02
canvassing. But I like to use the terms
24:05
interchangeably. I still like call everything
24:08
cold calling. So you calling total strangers
24:12
or going to go and meet total strangers.
24:16
OK. Of course, this is also what
24:17
some people call direct outreach.
24:19
So you don't worry yourself too much about what The thing is
24:20
properly, properly. So forgive me, wife was now
24:24
speaking TV English. So don't worry about what it's
24:26
so properly called. Just try and get the the
24:32
principal, the idea and the idea is this.
24:35
For somebody who is a real estate professional, you can
24:39
walk into corporate offices, of course, dress up well.
24:44
And This is why sometimes it's nice to have your own car
24:47
because if you wear a suit and suit, you want to be corporate
24:51
and everything. And right now the heat in Abuja
24:53
is bastardly as in the heat in Abuja is hot.
24:58
You wear your suit inside public transport.
25:00
By the time you get down at the guy's office, use as many.
25:04
So this is the advantage of having your own right?
25:06
Or maybe both. So why was I you go to offices
25:15
provided you've done some research ahead of time about who
25:18
best to talk to or who best to approach.
25:22
You can go into corporate offices, you can go into
25:24
different institutions and you can talk to some people and you
25:27
can come up with some offers like a real estate professional
25:30
who called me one of my tea sisters, Lucia.
25:35
No, Lucia is not tea. But anyway, one of my sisters
25:38
nonetheless. What did she do?
25:44
What she was doing was she was approaching several ministries
25:49
where the staff have co-ops cooperatives.
25:53
So there's this thing that happens in some Nigerian
25:56
businesses where members of staff start pulling together
26:00
their own resources and then they form a corporate
26:02
cooperative. They start giving themselves
26:04
loans. They start, you know, sometimes
26:05
it's informal, sometimes it's highly formalized, but these
26:08
things happen. Now, there are times when
26:11
members of cooperatives start thinking, you know what, we've
26:14
been in this business, we've been in this organization for a
26:16
while, you know, 15 years, 20 years, you know, some of us go
26:20
soon retire. So you know that start thinking
26:22
about retirement and real estate professionals, some real estate
26:26
professionals like Lucia. I've started walking into some
26:28
of these organizations and to just to figure out, do you guys
26:31
have a cooperative? Oh, OK, you do.
26:33
When those cooperative meets, I beg Novak's can I show up and
26:37
make a presentation in front of cooperative?
26:42
And people like Lucia have been selling real estate developments
26:47
that way. This is me.
26:50
This is the real estate office that I represent.
26:53
We currently have developments and estates going up in so, so
26:56
so and so and this and this and this and this and that and that
27:00
because you people have plenty. If all of you are interested, we
27:04
can hope these things up so that if the cooperative pays X amount
27:10
down payment and we can finance the rest of the payment by this
27:13
and this and that, you guys will be able to own your own home in
27:18
this, you know, upcoming estate. But you can see that that is
27:24
outbound. It is direct outreach.
27:27
You are driving somewhere or walking somewhere to go and
27:32
start talking to people and cold calling is involved because all
27:36
the people that you're talking to there, they are strangers.
27:39
Oh, by the way, it helps if you already know an inside person.
27:41
So if you can start by maybe talking to let's say Mumsy works
27:45
with water board. So you can talk to Mumsy about
27:49
how maybe you can do presentation in front of the
27:54
water board cooperative, you know, in their own place.
27:58
You can stand there because at least you know, you know, Mumsy
28:02
and you know, they know Mumsy. So it's an easier place to
28:05
start. Then later on you can now start
28:07
trying other places, you know, like maybe Ministry of External
28:09
Affairs, you know, blah, blah, blah, where you don't know
28:11
anybody. So they are already real estate
28:15
professionals who do these sorts of things and you can do that
28:17
for your business as well. And I did mention, did I?
28:21
Yeah, I think I did mention that back when I was in insurance,
28:25
there were some people who this was their specialty.
28:29
Today you just decide, OK, you know what, Ministry of Commerce,
28:32
that's what we're going to today.
28:33
And we would idea today we enter Ministry of Commerce on until we
28:37
find somebody, until we get some intro, until we get some
28:42
whatever so that we can come and make presentation before the
28:46
retirees association in that ministry or before this
28:50
particular committee or that committee.
28:51
We're not leaving this place today.
28:53
We would die in Ministry of Commerce.
28:55
So there are some people who used to build their book of
28:58
business that way. Then let's see.
29:06
OK, so that's a pretty much that's the only idea that I have
29:09
for cold calling Now. Then you can use some online
29:13
Kung Fu to help your business. You know, you can go on LinkedIn
29:18
to start looking at people's profiles and see who they're
29:21
connected to, who you know, because that's how sometimes you
29:25
gain easy access into some into some accounts then OK, 30
29:32
minutes. So let me wrap this up quickly.
29:34
OK, I already mentioned about how real estate professionals
29:40
you could try and take advantage of the market in diaspora must
29:44
Nigerians based abroad. Yeah.
29:49
So you real estate professionals, you can start
29:50
attending events, whether online events or physical events where
29:58
they're talking about things like wealth creation at home or
30:06
because you know, there are some businesses who that's how they
30:08
try and tap into the Nigerians abroad.
30:11
Like you will are earning in in dollars.
30:15
Even if you set aside $200 every month is not much.
30:20
But by the time you translate that into the Nigerian
30:24
experience, you know, $200 every single month or 1000 lbs every
30:28
single month actually does add up to quite a lot.
30:31
So if you want to start buying stocks at home, buy land at
30:33
home, buy things like that. As a real estate professional,
30:36
you can hook up with some of those organizations and you can
30:40
talk about how you can use real estate as a wealth acquisition
30:45
in class. You're trying to take advantage
30:46
of the diaspora market. So things like that.
30:51
Then finally, broker networks. Now a broker is, how will I put
30:57
it? Now a broker is just somebody
30:59
who has access to the client. Yeah, let's leave it like that.
31:04
A broker is somebody who has access to clients or access to
31:07
customers. That person is between you and
31:10
the customer. That person is a broker.
31:12
Now, how brokerages work is that once the broker makes the
31:15
connection, you give the guy something or you give the girl
31:19
something. And please, this is Nigel.
31:22
Let's be real here. We know how things work in this
31:25
part of the world. If somebody makes an
31:28
introduction for you like this, don't assume it is out of the
31:35
kindness of their heart. You know, you ask, you say thank
31:37
you very much, I really, really appreciate.
31:41
And then you now make us if you want to shake body and then you
31:44
see what the person says. If the person says, ah no, no,
31:46
no, no, don't worry ahead that you will now leave it.
31:49
Because if you don't form as if you want to shake body, you
31:53
understand what I'm saying? We're talking Nigeria level now.
31:57
If you don't form as if you want to shake body, they will now be
32:00
thinking, look at this guy, these guys are Ingrid.
32:03
I have introduced him to five people.
32:07
From those five people, I know that each of those five people
32:09
did business with him of 550K each.
32:14
So in other words, this guy has made at least one point, I mean
32:19
five people times, at least 2.5 M on top of these introductions,
32:26
common recharge card, common greeting, common wine.
32:28
The guy didn't drop anything. They will now feel as if you are
32:31
an Ingrid. So it'll be nice.
32:34
So if people say what's on their mind and tell you from the
32:37
beginning that look, this introduction I'm making, once
32:41
the thing clicks, give me a cut. But you know, not everybody is
32:44
not all I said, everybody's not forward.
32:50
I'll be forthright. So you who is the recipient of
32:54
these sorts of things once in a while, you know, form as if you
32:58
want to shake body and then you Now all I put it now I'm not
33:04
trying to endorse bad behaviour, but I'm also trying to pass
33:08
across the point. Anyway, I trust that you want to
33:10
someone, I'm trying to say so form as if you want to shake
33:12
body. The way the person responds, he
33:14
will tell you where you're supposed to go next.
33:18
And I'm telling you this one from experience because that's
33:20
happened to me before. Somebody made an introduction,
33:23
hooked us up. We agreed on what the Commission
33:25
was going to be. So when the time came, I paid
33:27
her 10% no problem. I paid her because that's what
33:30
we agreed. But as well going forward now
33:33
the client was a very correct client.
33:36
We're able to talk some more. I was able to upsell and able to
33:39
do a couple more things. And then the deal became sweet,
33:42
very, very sweet. And so I called her back and I
33:45
told her I didn't give her details, but I just told her
33:47
that thank you, this customer actually turned out to be very
33:50
correct customer. Thanks.
33:51
I really, I really, really appreciate it.
33:53
She said no problem, don't mention, don't mention.
33:55
And then we ended the call and I thought we're good because we
33:59
agreed on something percent. As soon as they paid me the
34:01
first one, I gave you a 10%. I didn't quarry the one that I
34:06
was able to, you know, upsell on my own.
34:08
I nicely put it in my pocket. I don't know how this babe went
34:14
to go and do research to find out about the total digest that
34:17
I collected. Then that's how she called me
34:20
one time. So how are you?
34:21
How's the family? So we're doing very, very well.
34:24
Then I was in Kaduna for my cousin's wedding and from how
34:28
are you? How is the family or your
34:30
cousin's wedding? No, out of nowhere, she just
34:33
flipped. She totally flipped that she
34:38
thought I was honorable. She thought I was
34:40
straightforward. She thought I was the way that
34:43
she vexed. And I don't know how she got the
34:45
exact figure, what she called the exact figure.
34:48
And she now told me that this is the amount that I would give
34:52
her. And of course was more than the
34:53
10%. But you know what, just to keep
34:57
things smooth, cause me, I don't like quarrel me, I didn't
34:59
quarrel. I said, Oh my, I'm sorry.
35:02
I didn't realize that it was like that was like that.
35:04
I was like that. So no problem.
35:06
Which of the accounts? And I just transferred it.
35:09
And then I just, I just from there, I just left the woman,
35:13
you know, on, on her own. So these things, they happen.
35:19
So I'm talking from experience, where was I brokers dealing with
35:23
brokers. A broker has somebody who has
35:25
access to the client. So you you're over here, the
35:27
broker is in the middle, the broker has somebody on that
35:29
side. So in this case, now for those
35:32
of you who are real estate professionals, A broker, excuse
35:37
me, could be somebody like a lawyer because lawyers have
35:40
clients and clients sometimes want to sell their houses or
35:47
lawyers have clients who have estates that have been acquired
35:52
through, what's it called, You know, when you lose a loved one
35:57
and you inherit property and sometimes they're in distress
36:01
and they want to dispose of assets.
36:03
And then as young people like you who are real estate
36:05
professionals, you come in handy.
36:07
So a lawyer could be a broker for you.
36:10
It might be a good idea if you're a real estate
36:12
professional, you start having nice relationships with lawyers.
36:17
You never know when it can come in handy.
36:19
You like a query up and say bolu, how far where you did you
36:23
did town say yes, yeah, I better come to my office say any better
36:27
and better day now just show, show.
36:29
And of course you go and see him afterwards and you guys talk and
36:31
at the end of the day, you know you're making some good money.
36:34
Lawyer is taking his 10 or his 15% or whatever and everybody's
36:38
happy. So lawyers can be your broker in
36:43
a way. In a way, please, because
36:46
lawyers are not brokers. So those of you who have law
36:48
degrees, you know, like me, don't get angry.
36:50
I'm saying I'm demeaning lawyers, that I'm reducing a
36:52
lawyer to a broker. I'm not saying lawyers are
36:55
brokers. I'm just trying to explain a
36:56
brokered brokerage relationship and how you can use that to
37:00
further your own business. Then apart from lawyers, bank
37:05
managers too could be, could be good brokers because they might
37:13
have access to high net worth individuals, people that you
37:16
might talk to, you could talk to when you have certain real
37:21
estate developments that your, your, your company is, is
37:24
working on. So yeah, bank managers, bank
37:28
people who could be good brokers, but Please remember to
37:35
play within the ethical lines. Let me put it that way, because
37:40
ideally bankers, people who work in banks and financial
37:43
institutions are not supposed are supposed to keep certain
37:45
information confidential. So in other words, the fact that
37:49
if you work in the bank, all your clients are adogos, it
37:52
doesn't mean you should be going out to the whole world and tell
37:54
people that you know what, my customer, my client is an adogo.
37:58
So if I hook you up and I make the introduction on the thing
38:01
clicks, give me 10% sure. I'm just saying what I'm saying
38:05
is there are ethical lines and they're professional lines.
38:08
Just make sure you are playing within the professional lines.
38:11
So data privacy is one of them. So if you're the bank manager of
38:17
the bank staff, make sure you're playing according to, according
38:20
to the law. Washa bank managers, bank staff,
38:23
they can be good brokers and then all the day you give them
38:28
the 10%. And then there's some people who
38:31
have even tried influencer partnerships for real estate
38:35
because back to this circuit motor is also another thing that
38:38
I saw the guy, normally what he sells is cars.
38:41
But on his profile, I noticed that a real estate person, I
38:45
just commissioned an estate in an exclusive luxury resort kind
38:51
of estate somewhere in Abuja and all like the place looked nice,
38:55
looked very sweet. Like if I have money or drop
38:57
money and moved in because the place looked nice, real nice.
39:01
You know, swimming pool, modern lighting, you know, everywhere
39:06
up and down, you know, your own gates, nicely manicured lawns,
39:11
you know, it looked like that kind of reasonable neighborhood
39:14
where all the neighbors get sense.
39:16
You know, like my own estate where my neighbor wanted to
39:19
clean the septic tank and the guy wanted to throw carbolic
39:22
acid inside. I say in 2025, people are still
39:25
doing this dangerous stuff. So you look like that kind of
39:28
nice upscale environment. So they called him to come and
39:35
do launching. That's what Commission in the
39:38
estate. So cycling motor is the person
39:39
that caught the ribbon to open it.
39:42
Then of course, they're all Muslim.
39:44
So he did that Muslim prayer, you know, he caught it open and
39:48
then going around, you know, video and everything.
39:51
Now for those, for those of you who are ordinary people just
39:55
looking at that content, you just think, oh, it's normal.
39:58
He just went for house warming or something.
40:01
But for me, from a sales and business development
40:03
perspective, I see what is happening here.
40:05
I see what is happening here. They're both trying some
40:08
influencer moves, you know, guess RK Motor to show up.
40:14
Maybe they paid him something or maybe like just calling out a
40:19
favour. It's on Psyche Motors Instagram
40:22
handle these people. This real estate development is
40:24
now being exposed to Zarkie Motors audience and of course
40:28
Psyche Motor is the guy who has those cyber trucks.
40:31
The guy has two purple color looking sweet balanced cars.
40:38
Those things are looking like total beasts.
40:39
By the way, my wife thinks they're ugly.
40:41
So even if I had the 430 million now cash, it'll be a problem.
40:47
So what I told moms is like if I have the cash and I buy it, I
40:50
have to go and keep it in my second house.
40:52
I don't have a second house, but I have to park it in second
40:54
house because my wife sees me pulling up in that kind of thing
40:57
should go Vex should say his money Miss Rd. so this guy know
41:02
cycle motor influencer expensive cars because all the cars that
41:06
he sells you know clean, clean, clean very very neat.
41:09
All the cars pricey like I ever saw there was this was a Honda
41:15
Accord. I'll be Honda Civic was a 2025
41:17
model with manual manual transmission.
41:21
I can't remember the name of the cardboard may I would like the
41:23
Cowess suites 75 M 75,000,000. I said, hey, God, where mutual,
41:30
let me be pulling up in cars 75-M430M.
41:35
So you can see now that that's a real estate person using an
41:41
influencer in a sort of well, it's not really a brokerage
41:45
something because it's not as if anybody who buys they will give
41:49
a percentage. Well, can we call you brokerage?
41:53
You know, on second thought, I'm not so sure anymore whether we
41:56
can call that a brokerage relationship or not.
41:58
Bottom line, SHA is these kinds of partners, partnerships can be
42:02
done. And if you go and look for the
42:04
guy Sarki Motais SARKIN and then Sarki, sorry, SARSARKI and then
42:13
Mota MOTA that is king of cars. So if you want to check him on
42:17
Instagram, you will see the post yourself that I am not making
42:20
stuff up. This is stuff that is happening
42:22
live. So this is also something that
42:26
people in the real estate field can do.
42:29
So anyway, it's, it's almost one hour.
42:31
So let me just bring today's episode to a close.
42:34
But I just hope that for those of you who are like Mr. Jackson
42:37
who reached out from CBN quarters, I want to better your
42:41
game as a real estate professional.
42:43
The whole point of these last couple of episodes that we did
42:46
on inbound marketing and outbound marketing, especially
42:48
using real estate as a case study.
42:51
Just want you guys to see that these ideas out there, you know,
42:56
it's, it's possible. Don't be distraught.
42:58
There are things that can be done.
43:00
If you're going to think of an inbound approach, just know that
43:05
you are thinking long term. If you're thinking inbound or
43:09
content marketing, all those things, think long term.
43:12
You're really pressed for cash and you need things to come in
43:16
now. Now you're looking for quick
43:17
wins. Then you're better off doing a
43:19
much more outbound LED approach. Now the deal, we still take a
43:24
long time to close because real estate is a complex sale.
43:30
So it has a long sale cycle, you know, two months, three months,
43:34
four months, you know, however long you know, you, those of you
43:36
who sell real estate should advise me.
43:38
But people don't show up and then buy land like that.
43:42
You will not just show up and look at the land today and then
43:44
tomorrow they make a transfer. It takes a while, but at least
43:49
you can start getting some short term wins that your guy can see
43:53
and that you can see and if you're in partnership with your
43:55
spouse, that your spouse can see OK on making progress.
43:59
So if today, this week, no meeting, next week, you arrange
44:05
like 8 or 9 meetings, you know, if you have a partnership with
44:09
your spouse, your spouse can see that.
44:10
Oh, OK. Well, nobody else drop money,
44:13
but we had eight meetings. There's there's hope.
44:17
There's hope. We're on the right track.
44:18
So Outbound can definitely give you the attraction, give you
44:24
some of that momentum. So that's it.
44:26
And that is all for today. Remember, if you would love to
44:29
connect, you can call, send me a text message or WhatsApp message
44:33
on 08064662140. So thank you very much for your
44:40
time and attention. I'll catch you some other time.
44:42
And remember to pray for me that this experience works because to
44:46
be honest, the last time I did this, this magic meat recipe for
44:52
my wife was, you know, when we're dating.
44:54
In fact, she complaints. She said I promised I was going
44:56
to make a Gucci for her. She says that till today, 2
44:59
decades, 1 reach and I've never made that a Gucci.
45:01
So she keeps on complaining that I promised her that I lied to
45:04
her. So yeah, I better go and learn
45:06
how to make a Gucci. But pray for me that it it works
45:09
out and that wifey and the kids will be impressed.
45:13
And then for those of you who are single, especially the boys,
45:18
you want to try this magic, you want to see how it's going to
45:20
improve the quality of your love life.
45:21
Just try it, try it. A trial will convince you.
45:25
He will not confuse you. So I'll catch you some other
45:27
time.