Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Stop Employees from Stealing Your Profits

Transcript

How to Stop Employees from Stealing Your Profits · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to the podcast.
0:03
Apologies because today's episode is going to be a noisy
0:06
episode. It's a public holiday and
0:08
everyone is home, especially the kids.
0:11
So there's going to be lots of noise in the background, but
0:15
hopefully the soundproofing I've done should be able to give us
0:19
some decent audio. All right, so today, today we're
0:24
not going to be doing hardcore sales per SE.
0:26
We're going to be talking about a bunch of stuff around
0:29
structure and accountability in business.
0:32
And the reason why was because I received a message from a
0:35
podcast listener. By the way, if you'd like to get
0:38
in touch with me, if you'd like to connect with me, you can call
0:40
me, send me a text message or a WhatsApp message on 08064662140.
0:48
Also, if you'd like me to audit any of your business processes
0:52
like this fellow who sent me a message, then you can call me,
0:56
send me a text message or WhatsApp message on 08064662140.
1:03
Or if you're shy like a couple of people, it's OK to just send
1:06
a message, say what's up and ask to be hooked up to my WhatsApp
1:11
channel and I will send you the link and we can get that started
1:16
right away. So this individual, what name
1:20
should we give him now? All right, let's just leave him
1:24
as unnamed. OK, So Mr. Unnamed, OK, let's
1:27
call him John Doe. So John Doe reached out.
1:31
By the way, just in case some of you are wondering, Doe actually
1:34
is also a team name as well. When I know that for people,
1:37
when they say John Doe, you know DOE, it's just a random name
1:41
that they give to maybe like people who've been involved in
1:45
accidents. The person is unconscious.
1:46
You have to assign the name. So you just say John Doe, but in
1:50
my own part of the world, Doe Doo, you know, actually is a
1:54
word intiv and it means a good or appealing.
1:59
So it is possible that you can run into a Nigerian named John
2:03
Doe. He will just be from Benue
2:05
State. So John Doe reached out to me
2:10
and he said was able to get a loan from a friend to set up a
2:13
small barbing salon and he's still looking for a Barber, but
2:18
he can't Barb because, you know, the the guy doesn't have the
2:22
skill. And then also he how do I put
2:25
it? He has some physical
2:26
infirmities, so it wouldn't allow him to Barb and really
2:31
sorry about that. And so pity.
2:33
It's just one of those things. But I like the fact that, you
2:35
know, some people don't let their, what would I say,
2:38
ailments or their impediments, you know, hold them back.
2:40
Like, OK, I'm limited in this way.
2:42
I'm limited in that way. Basha, let me see hustle.
2:45
Let me see the one that I can do.
2:48
And that's the sort of approach, excuse me, that's the sort of
2:51
approach that I like to tell people that look, yeah, you have
2:53
this thing holding you back. You have this thing holding you
2:55
back. But within your within a certain
3:00
reasonable, and I put it now, yes, there's a bunch of things
3:04
holding you back from the left and from the right.
3:06
But then where is there room that reasonably you can move?
3:10
Because if you keep focusing on the things that are holding you
3:12
back is it's going to be hard to move forward.
3:16
And from this question, you can see that there are people who
3:18
are dealing with more serious problems actually.
3:20
Because for me, everything is intact.
3:23
My legs are intact, my hand is intact, my eyes are intact, my
3:25
ears are intact, my brain is good, you know, So what excuse
3:31
do I have when there are people who have legitimate, legitimate
3:36
issues, you know, holding them back Anyway, So let me not turn
3:40
this into a motivational thing today.
3:43
So basically he set up a barbing salon.
3:47
And for those of you who are curious, yes, Barb is a word.
3:50
I just thought it was a Niger thing.
3:51
But I just noticed that me and this guy was sending message
3:53
back and forth, you know, Barbie salon Barbara Barb.
3:57
I said, OK, let me check. That is a real word, Barb.
4:00
And it turns out it's it's a real world.
4:04
Sorry, a real word. Sorry.
4:06
I thought it was something that you know, we Nigeria has just
4:08
made of. So the listener of the podcast
4:11
was not asking me what system can he put in place to guarantee
4:16
growth. Now, the first thing I told him
4:19
is there's no such thing as guaranteed growth.
4:22
Let me repeat because some of you are looking at trying to
4:26
solve your business problems, but the expectations that you
4:30
have are kind of unrealistic. So there's no such thing that
4:32
you can do that will guarantee growth.
4:36
Now, Brian Tracy, when he talks about growing your sales and
4:39
things like that, he talks about what does he call it, again,
4:43
putting the odds in your favor. And he talks about things as
4:46
being a matter of probability or a matter of statistics.
4:49
So there are things that we can do to increase the odds in our
4:52
favor. There are things that we can do
4:55
to make it more probable that the business will grow, but
4:58
there's no such thing as guaranteed growth.
5:02
When I was a young man, well, a much younger man because I'm
5:04
still young, I thought that there were some things that were
5:06
guaranteed, like insurance, for instance.
5:10
But then when I started working and I sold briefly for an
5:13
insurance company, I realized that, you know, even insurance
5:16
almost not guaranteed though, because sometimes there are some
5:20
losses that an insurance company takes on and it's just too big
5:23
for the insurance company to cover by themselves.
5:28
And, and if they have done a good job, they would have
5:31
reinsured, they would have engaged reinsurers.
5:35
But anyway, basically I'm just trying to say that, look,
5:36
nothing is guaranteed. Nothing, absolutely nothing.
5:39
So just do the best to try and make sure that the odds are in
5:44
your favor and it's probable that the business is going to
5:48
grow. Then since we had already
5:50
spoken, you know, I told the guy that, look, you know what, we've
5:53
already done a bunch of free consulting.
5:55
And so, you know, after this, you know, if it's not a paid
5:57
session, then nothing for you. And anyway, so I thought it
6:05
would be a good idea to come over here and then share some of
6:08
the, you know, some thoughts arising from this whole thing.
6:12
So you've been able to raise a loan.
6:13
You've got the barbing salon. You can't.
6:16
Barb, you want to hire somebody. What can you do to graduate?
6:20
I say graduate. What can you do to guarantee, to
6:22
guarantee growth? Yeah.
6:25
Sorry if I'm a bit slow today. I don't know.
6:27
I've just been feeling one kind. Just been feeling one kind, one
6:30
kind, one kind. Generally try to sleep it off,
6:33
but that doesn't be working. So let me just go ahead and make
6:36
today's episode. All right now.
6:43
OK. OK, OK.
6:44
Now, there are two things I'd want us to consider, especially
6:46
if you're in this sort of situation, I'd want you to
6:48
consider, I'd want us to consider accountability and I'd
6:51
want us to consider customer retention.
6:54
So those of you who have this kind of business, you know, you
6:56
have hair salon, you have barring salon, you have nail
6:58
salon, you have massage parlor, you know, all these kind of
7:00
businesses. These are two things, aren't you
7:02
to pay attention to accountability and then customer
7:05
retention, accountability because sometimes, you know,
7:07
this business, this kind of businesses are very Cash, Cash
7:10
business, you know, and you know, on ground, so you don't
7:13
know what's up. So that's how you can have maybe
7:17
like a massage parlor or something.
7:19
And from outside you can see that your place is very busy.
7:22
They see big, big cars, you know, always full.
7:24
Then by the end of the month, the girls will now be telling
7:26
you that oh, like this, like this, blah, blah, blah, blah,
7:28
blah, blah. You know, you're seeing
7:30
movements, more cash, you know, they see.
7:32
So accountability is very, very important if you're in these
7:34
kinds of businesses. Then also customer retention,
7:38
because it's not just in Niger, like even in the UK and even in
7:43
America, you know, they don't really like, OK, you come, you
7:46
Barb your head and you just leave.
7:48
So the person who owns the barbing salon or the nail salon,
7:50
like they don't do anything extra.
7:52
Like, OK, somebody has come to come and do business with us
7:55
today. Let us see if we can get them to
7:57
come back next week. And I think it's a huge problem
8:01
for people in these sorts of businesses.
8:03
You should try and be getting people to come.
8:05
You know, every, you know, somebody cuts their hair today.
8:09
Let's say the guy, you know the guy, they do Afro.
8:12
It's not a bad idea that if you cut the guy's Afro this week,
8:15
you highlight the guy and see if he can come back again in
8:17
another three weeks. You know, if you have a repeat
8:20
business, then it limits the amount of hustling, the amount
8:23
of marketing that you have to do to bring in new customers.
8:27
So for all these people, like if you're in this kind of space,
8:31
you know, hair space for all those celebrity hair stylists
8:37
are not what not, you know, in Los Angeles and or not, you
8:40
know, not the scope. No, that's just the scope.
8:42
Essentially that is what they're doing that you are not doing.
8:45
Yes, they've reached out to celebrity clientele and
8:47
everything, but they have this customer retention thing locked
8:49
down. So even though now hair stylists
8:54
or now Baba or you know, whatever, they have the customer
8:58
retention thing locked down. So for those of you who are
9:01
thinking of going into this kind of business hair salon or you
9:04
already have one, or maybe Popsy has one, Momsy has one and you
9:08
want to choke your eye on it just to make sure things are
9:10
going OK. Customer attention is also
9:12
something that you should be paying attention to and you will
9:18
increase the odds that the business is going to succeed
9:21
instead of you just being one very because you know, this
9:24
business is the way we handle them, at least in this part of
9:26
the world. You know, it never really
9:27
amounts to to anything is there who gets some reputation and
9:31
then we'll be there for like 3 or 4 years.
9:32
Then before you know it, some of the barbers go away, then some
9:35
customers don't come back. And then before you know it, The
9:38
thing is just a shell of it's empty.
9:40
It's just a shell of it's former self.
9:43
So accountability, customer retention, I think these are
9:46
things that we should be paying attention to.
9:48
So if you're going to be involved in this kind of
9:51
business, the remittance, Gatsby daily remittance just means, you
9:56
know, you collected money, so you have to forward the money
9:58
back and you know, money came in.
10:00
So we have to render accounts. It has to be brutal and it has
10:04
to be daily. In fact, there's one shop in my
10:06
former neighborhood. What they used to do was I think
10:10
the shop was supposed to close by 8:00 at night.
10:13
By 7:30, they will close the door as in no new customers come
10:18
in. Then the customers are inside,
10:19
you know, we buy and then they will go out and then from there
10:23
or more than reconciliation and until they finish reconciling
10:28
accounts down to the last couple, nobody is leaving and
10:32
they do it on a daily. If you're involved in this kind
10:35
of businesses are not doing this daily room with us, you'll be
10:37
hearing story. Your boys will tell you that
10:41
like this story won't have Part 2.
10:43
The story won't make sense. So you suppose they reconcile
10:47
daily. Now here's some things that a
10:49
few I've seen a few bombing salons do like this.
10:57
What's this thing called? Now you know, receipt, carbon
11:00
copy, you know, like the old school receipt.
11:02
Now like for those who did secondary school in Niger, you
11:05
know, you come, you bring your bank teller, you show the
11:08
account officer, the account officer will look and see that
11:11
you know, this was before digital banking and everything.
11:13
They'll see that you don't payments.
11:14
Then they will now write on receipts, you know the right
11:17
name, they'll put session, they'll put everything.
11:20
They won't put receipt number. They'll write everything as they
11:23
are writing on the white receipt on top, there'll be now 11 black
11:27
paper in the middle and under that black paper there'll now be
11:32
another. I think it's like pink, like
11:34
pink paper underneath. So that black paper is carbon
11:37
copy. So as you write on top the
11:40
carbon paper, would they transfer everything to that pink
11:43
one on that? So when the account officer
11:47
finished, for those of you who didn't go to boarding school in
11:49
Nigeria, you know, in the 90s, you know, you know what I'm
11:52
talking about. But those of you who are older,
11:53
you remember. So when the guy finishes, he'll
11:55
now tear the white one on top. The white 1 is what you keep and
11:59
show popsy that you know, truly uncle paid the school fees and
12:04
you know, you squared everything because you know, now since it's
12:07
cash and you know, depending on the family that you go to, your
12:11
popsy can give uncle money for school fees and then uncle won't
12:15
sort it. Uncle take the money and then,
12:17
you know, go and blow it on alcohol or something.
12:19
Then you go to school and then issues will have on principle.
12:23
I'll send you back home. So anyway, now it's like carbon
12:27
copy. So I've seen some barring salons
12:28
that do that. So you come in and then they
12:31
issue you this carbon copy receipt and every customers must
12:35
must get 1. You know, because my can carry
12:39
it and throw it away when they're leaving.
12:41
But the receipt must be issued to everybody who goes.
12:43
So at the end of the day, the remittance now you that owns the
12:47
shop, you will now be checking the carbon copy.
12:50
You'll be checking the the pink slip that remain.
12:53
If you see anyone that is torn, it now means that the boys in
12:57
the shop are trying to be sharp means they're trying to be
13:01
sharp. Then there was another place
13:03
that I used to go to in who says on three, this one was in Abuja
13:08
and they used to give slips tickets after you cut your hair.
13:11
And I think every four tickets would entitle you to a free
13:14
haircut or something like that. So after, you know, in the
13:17
beginning I thought was good, maybe like customer attention
13:19
tactics or something. But I now realize that oh, OK.
13:21
It's also an accountability play, you know, because if every
13:26
four, every four tickets you get and attaches you to a free
13:31
haircut, now we ensure that every single time boys enter,
13:35
you don't want to collect their ticket so that they can be
13:37
entitled to a fifth one. So I realized that the owner was
13:40
sharp when I was very, very sharp.
13:43
Killing two birds in one stone. Number one, trying to get some
13:46
locking. Let people be coming back again
13:48
and again. But then also, he will now know
13:50
for sure how many people are barbing here in that place
13:53
because that one, you know, receipt, some people say
13:55
receipt, don't give me receipt. And then they'll work out.
13:57
Bali is this one. You know who doesn't appreciate
14:00
a free haircut? Boys definitely will collect
14:03
their receipt. And in fact, for women, you
14:06
know, women's hairstyle is even more expensive.
14:08
You implement that kind of thing.
14:09
Oh, they definitely will take it now.
14:11
Like let's say you want to do headlock, let's say headlocks.
14:14
What's it called? Dreadlocks.
14:15
I think right now at the time of this recording, depending on
14:18
where you go in Abuja, you know, dreadlock, you know, you meet
14:23
the lock master, be waiting in a column.
14:25
So the lock master will do your dreadlocks.
14:27
It can't be anything between like 60 to like maybe like 150
14:30
K. So if every single time the baby
14:33
enters the salon, she did drop like 80 K, 100K.
14:37
But then you say that there's this system that after every
14:39
three visits should be entitled to everyone.
14:41
Come on, of course she will take it now.
14:43
So she spent 80 K this month, ATK next month.
14:47
Sorry, no, when you're locking it, you lock is every two, two
14:49
months, every 3, three months. Sure, she'll pay ATK in January,
14:53
then ATK in March, then ATK in July, July, then ATK in July,
15:01
August, then in September, then the one that she comes from
15:04
November will now be free. So for sure when she's leaving,
15:08
she'll say, Oh yeah, my ticket because she knows that she's
15:12
going to save on ATK or, you know, whatever in the future.
15:18
In fact, if she's being sharp, you know, she might collect the
15:21
tickets and then when it's time now for the free something, she
15:24
will now come for another procedure that is more
15:27
expensive. But anyway, so you're the owner
15:29
of a shop. That way you're going to be able
15:31
to track how are people coming in.
15:34
And it's something you can use to hold the sales boys and
15:38
sorry, not the sales boys, the barbers and the manicure people
15:41
and everything. Sure, you can hold them to
15:43
account to say that look in so, so, so and so period.
15:45
I know that 300 people passed through the shop.
15:49
So where is my money for 300 people if you don't have this
15:53
money for 300 people? Oh yeah, Mona, go sleep for
15:56
sale, all of you. You know, so, and it's
16:00
unfortunate, but you know, sometimes that's just how
16:02
business is in Nigeria. So the number of receipts, the
16:07
number of tickets, the number of every, every must match the cash
16:10
that is in the drawer. Because you know, these
16:13
businesses now a lot of times it's, it's cash.
16:15
You come in and drop cash. But I have noticed that there
16:18
are some outfits in Abuja anyway that I've stopped receiving
16:22
cash. Like this one pharmacy that I go
16:24
to. Yeah, there's a pharmacy.
16:28
No, there's a, there's a Barber salon.
16:29
Yes, it's strictly transfer. Strictly transfer and POS.
16:33
This is the account number. You don't have cash, we can't
16:36
help you. So there's some businesses that
16:38
are now trying like that. Just also another way to make
16:42
sure that no tratra happens. So it's account only the account
16:48
number is over there. This is the official POS.
16:51
So if you have your card, no problem, you don't have card may
16:53
transfer. So you're in this line of
16:57
business. You have to make sure that
17:02
accountability is is key. And unfortunately, you have to
17:06
do this thing daily. Stress, we have to do it daily
17:10
or else your money will be disappearing much more.
17:13
The Barber will cut the hair of 50 guys, but he will tell you
17:18
that this month was rough. Only 20 people came.
17:21
Then the money for 30 people will now pocket.
17:24
Then let's see. OK, then you can also use
17:30
incentives in your salon because if you pay a flat salary,
17:35
sometimes salary doesn't really pay.
17:37
So what some people do is that they offer base plus Commission
17:41
and it's something that those of you who are professional
17:44
salespeople are used to. So every single Barber in this
17:48
place, you know, your base salary is, you know, 100K or
17:50
maybe 50K or whatever. But then depending on the number
17:52
of heads, you know, you'll be getting, you know, 10% of every
17:57
head you cut, every hair you cut or whatever, you know, stuff
18:00
like that. So with this kind of mindset,
18:04
now the barbers, you know, feel they, they take charge because
18:09
that same place where I said I just got my hand, we'll say zone
18:14
3 where they used to give 4 tickets and then after every 4
18:18
you get the fifth one free. By the way, those of you
18:21
listening now, you notice how I keep saying in the podcast that
18:25
you know, if you're a business owner, you're self-employed, as
18:28
you're going around, as you're engaging in commerce, you're
18:31
doing things, open your eyes and see what other people are doing.
18:35
You know, sometimes you get ideas.
18:37
So just open and look like, oh, this is how they do this in this
18:40
business. Oh, this is how they do that in
18:42
that business. You know, you get some, you get
18:45
some good ideas. OK, so, so in that Barber salon
18:51
now, I noticed that the the guys are more, and I put it more
18:58
engaged. It wasn't just a matter of
18:59
culture here. And then you've, you know, try
19:01
and make small talk, you know, blah, blah, blah.
19:03
Collect your phone number so that they can boss you.
19:06
You know, at least one guy will say like boss, it's been a
19:08
while, we haven't seen you how far, you know, that kind of
19:10
thing. So they're more engaged, you
19:12
know, they know that the more people that they talk to, the
19:15
more money that they make. So you can try that.
19:18
It gives, you know, some incentive structure if you have
19:21
your own, if you're running above in salon.
19:24
OK, now before we jump back into the topic for the day, I'd like
19:27
to tell you a little bit about something that me and my guys
19:30
are working on and that's the Kenga Software Factory.
19:33
You can reach it at IKSF dot Ng and it's targeted at Nigerian
19:38
founders. So unfortunately, if you're on a
19:40
barbing salon, it doesn't apply except if as the owner of a
19:44
barbing salon, you want to create a website for your
19:46
barbing salon, then you can go there to IKSF dot Ng and then
19:52
you're going to be able to build your website.
19:54
But for the rest of you Nigerian founders, you know you can.
19:57
You want to build your product, but you're having issues with
19:59
software maybe. Software designers are charging
20:03
you too much or you don't know how to code, you don't know how
20:06
to build a website, you don't have a tech founder, you don't
20:08
know who's going to handle all those tech things for you.
20:10
You just go to ekanga software factory iksf dot Ng and then
20:15
you're going to be able to have your product live in seven days.
20:19
You will also be entitled to your free.com dot Ng domain and
20:24
also free hosting for one year. And whenever you're done, if you
20:27
want to migrate, you want to leave and go to another service
20:30
provider, that's not a problem. We will migrate your code for
20:33
you. So if you own the barbing salon
20:35
and you create the website and after a while you don't want us
20:38
to continue maintaining the website for you, You just said,
20:43
look, I don't tie. I want you know, I want to
20:46
bounce. I want to court you say no
20:47
problem, we'll either migrate it for you or we'll make it
20:50
possible for you to migrate all your code by yourself, migrate
20:54
your website to another person. So if you'd like to take
20:57
advantage of a special promo that we've got going on, yeah,
21:02
all you have to do is go to IKSF dot Ng and then to get the 20%
21:07
discount, just type in the promo code TAV.
21:10
That is TAV or Ayede AYEDE. Both of those are my my names.
21:18
So either is going to entitle you to a 20% discount.
21:21
So why don't you just head straight to IKSF dot Ng and
21:26
let's get your business started. You don't have to be afraid of
21:30
software issues, that you don't have to let code hold you back.
21:34
So I was spoken about how accountability is really, really
21:37
important. We've come up with some old
21:39
school ideas about how you can track, you know, how many people
21:42
have been coming through your barbershop.
21:45
And I've also spoken about incentive structures and I have
21:47
seen it live myself about how it affects the enthusiasm for the
21:55
boys that you have in the shop or the ladies that you have in
21:58
the shop. In case you have a female salon,
22:01
then. OK, customer data.
22:07
At the top of the podcast episode today, I'd already
22:09
spoken about how you people in these line of business, like you
22:12
don't care about customer data at all.
22:15
You don't collect people's phone numbers.
22:16
You don't do like nothing. Somebody will just come in, cut
22:20
their hair and then they just like believe and that's it.
22:24
You didn't get nothing from the person or like in female salons,
22:29
for instance, where my wife used to attend.
22:31
Go to this one in so far, I mean, Okano in Wu say 2, what's
22:38
that place called again is in some Plaza, like at the very
22:41
top, you know, So there was one time that one woman came in like
22:45
her and her daughter and they came and did some, you know,
22:48
fancy stuff, you know, plenty of easy and everything by the time
22:51
they were leaving, like even for that time or by the time they're
22:53
leaving was like I think maybe like 400K or so.
22:56
And that's how the lady came and she was happy and then she left.
22:59
He wouldn't collect her phone number.
23:01
Like that thing is mad. It's a hair salon for Christ
23:04
sakes. Somebody comes in there with her
23:06
children, just drop 400K like that and then leave.
23:10
You will say thank you, Mike. You didn't collect the phone
23:11
number. Or more like that kind of
23:14
person. You collect their digits now.
23:18
So that once in a while, like, OK, I don't know how you know,
23:22
women do hair. If it's the kind of hairstyle
23:24
that needs maintenance every two, two weeks.
23:26
Then after two weeks, you send her a message.
23:28
You send Madam, it's been a while we haven't seen you now,
23:32
but I'm sure you do. It's time for touch up.
23:34
One thing, one thing you get customer data, you people
23:39
customer data you have massage parlor, you have barbing salon,
23:43
you have nail manicure, nail pedicure something.
23:48
So be collecting somebody's details.
23:54
All right, there are different ways to go about it now.
23:56
The old school way, which I recommend for most people is you
23:59
just ask for their phone number. Go ahead and ask for their phone
24:04
number stored in your phone. But the other ways of going
24:06
about it, there's a friend of mine who runs a she does a
24:11
letter bags. That's what she does.
24:13
So whether they get the digits is at the end.
24:15
They say, oh, phone number for your receipt please.
24:19
And then bam, that's it. That's how they catch up the
24:21
phone number so that when new bags are being produced, when
24:27
they're doing Christmas promo or whatever, they have access to
24:30
people's phone numbers. They can send out WhatsApp
24:32
messages to people or they can even, OK, like while I was in my
24:44
friend's store, there was someone who came and I didn't
24:49
know that Nigerian women buy bags like that.
24:52
Like they buy bags, bags, bags. Because anyway, let me just
24:56
continue. There was one bag there that was
24:59
I think like 300K. So somebody came in and of
25:03
course one of the sales ladies recognized.
25:06
I said, oh, welcome back my hope, no press.
25:08
Oh no, there's no problem, No problem.
25:10
But that bag I bought that time because all the bags had
25:12
different names. I can't remember.
25:14
Let's just say this bag was called the Amina.
25:15
So no, no, no problem, no problem.
25:17
But that Amina I want to buy. I want to buy 5 for my friends
25:23
so no problem I'll come this and then unfortunately they didn't
25:26
have all of them. So anyway the lady was willing
25:31
to pay. Remember I say 5 and one bag is
25:35
how much 300 Ki was sitting there myself.
25:39
I did the math in my head I said Tarish my is this not 1.5?
25:43
In my mind, I ran the math. Is this not 1.5?
25:46
Somebody's dropping on top handbag and lady paid and then
25:50
so oh Madam, no problem, I have your phone number blah blah
25:52
blah. And then of course Madam leaves
25:55
and you know, she calls the store.
25:57
So I called the people in the shop and then she was not able
26:00
to call Madam, but oh Madam, your bags will be ready by so so
26:03
so and so. Would you like to come and pick
26:05
it up or should we bring it to you?
26:08
Oh, bring it to you. OK, no problem.
26:11
To the house or to the office. OK, OK.
26:13
Can we have the office address and actually the key?
26:15
I'm inside computer. You see how you're getting
26:17
somebody's contact digits? You see, tomorrow if you want to
26:22
go and say thank you to Madam, you have an office address that
26:25
somebody can physically go there and say, oh, Madam, I was in the
26:27
neighborhood. Just wanted to check on you the
26:30
bags that you delivered to your friends.
26:32
I hope everybody liked it. Madam, we thank you very much
26:34
for your custom. Oh, and please Madam, just carry
26:37
this while I say now a token of our appreciation, you know, give
26:41
Madam something, maybe the new line of bags like you have
26:46
created or something. But lots of businesses, Nigeria,
26:51
we do a very, very poor job when it comes to customer data.
26:55
Poor job phone number. You won't collect address, you
26:58
won't collect nothing. You'll just say thank you very
27:00
much for coming Ma. We hope to see you soon Ma.
27:03
And then you smile. Bye bye.
27:05
Enjoy the rest of your day Ma. Like a common get people's
27:08
contact details, phone number, at least phone number.
27:14
Some of you tried to collect emails.
27:16
OK, just know that e-mail is the worst.
27:19
I break because e-mail has the worst open rates.
27:24
People don't really open their emails not to talk of reading.
27:28
But anyway, I guess if you must collect e-mail, well, you're
27:32
better than somebody who's collecting nothing, but just
27:34
know that has the worst then for nail salons, bathroom salons,
27:40
these kinds of businesses, power and maintenance or more, you
27:44
suppose log everything, everything.
27:48
So generator, how long did they run?
27:50
Who put on the generator? Must log it on the sheet
27:53
generator around from this to this, Who went to go and buy
27:56
fewer? How many liters?
27:57
Where's the receipt from the filling station?
28:01
All these sorts of things. And yes, filling stations give
28:04
receipts. If you didn't know, know it now,
28:07
well, people can still cheat because there was one of my
28:10
mumsy's friend whose driver used to cheat like that.
28:15
You know, maybe she, let's say she gives him like anything was
28:19
small and then filling up your car was not expensive.
28:22
So maybe she give the guy, you know, like 2K or so to go and
28:26
buy a fuel. This was a long time ago, long,
28:27
long, long time ago. And maybe he will now tell the
28:30
fuel Lieutenant like, you know, instead of on the receipt, just
28:33
write 2K. But then on the fuel that you
28:37
buy, that we buy, just drop 117. You, you keep 100, you now give
28:43
me 200. So found out that he was playing
28:45
those kind of games and then they sacked him.
28:47
But yeah, you, there are receipts.
28:53
You know, it's better than nothing.
28:55
It's better than nothing. At least you limit how much
28:58
money the boys are stealing from you.
29:00
Some of you say why? He's saying boys, boys, boys.
29:02
Unfortunately, you know, girls need to, but in this situation
29:06
is a bit I say boys and the thief pass so so logs.
29:13
When was the generator on? Who bought fuel then what else?
29:20
The spirits that you use for the machines and the oil for the
29:23
machines and everything. How many bottles of spirit did
29:25
we buy in January? How many bottles of oil?
29:28
How many days, how many that you know and stuff like that.
29:33
So these are the kinds of things to look out for if you're on the
29:37
bathing salon, a nail salon, a a pedicure, manicure, body
29:44
massage, alumni massage, facial scrub, something, something, you
29:48
know, you win these fancy businesses.
29:50
These are the sorts of things that you ought to that you
29:54
should be paying attention to. But remember, just like I told
29:59
the fellow, let's call him John Doe again, not his real name.
30:03
So it's like I told John Doe, well, there's no guarantees in
30:05
business. No guarantee.
30:07
But for your line of business, you just make sure you do these
30:10
sorts of things. And we try and increase the
30:11
odds, increase the chances that we're going to have a profitable
30:15
business at the end of the day. But unfortunately, every
30:18
business, every business, getting your own challenge,
30:20
every business, every business. I must confess, for me
30:25
personally, I didn't fear this kind of business because like
30:27
my, my dad used to, that's when, well, really, really little.
30:31
Like before junior secondary school, he was a cement
30:35
distributor for Ashaka. Ashaka Cement.
30:39
Uh huh. I don't know if Ashaka Cement is
30:41
still in existence. So, yeah, he's a distributor for
30:44
Ashaka Cement. And you know, like how our
30:50
parents now or our grandparents, you know, that attitude of OK,
30:54
God has blessed me, me Sir, let me bless some people.
30:57
So that's how my Popsy was thinking now.
30:58
So you went to go and bring some of his, his folks from the
31:01
village, some of his cousins, you know, like, oh, manage this
31:03
one. And then it turned out that they
31:06
were being funny. Let me put it like that.
31:09
Maybe a customer come and buy 100 bag of cement, you know,
31:13
maybe they'll remove one bag or something.
31:16
But then you know, they got greedy and I think on one
31:19
particular order they removed was it 1 bag on every tent or
31:24
something like that. And unfortunately, you know,
31:27
cement is, is a physical something and people who are in
31:31
this business like they know, like me, I don't know.
31:35
But somebody can walk into a place and see a stack and say
31:38
no, this is not complete. That is supposed to be 500 bag.
31:41
This is not 500 bag. They just know because the
31:44
height is off. And then by the time you count,
31:46
because you arrange everything in rows, you count 12222 and
31:49
then you multiply. You now see that stuff is
31:50
missing. So unfortunately the guy found
31:53
out because it was easy. You pay for 500 bags of cement.
31:57
Somebody's taking one out of every 10.
31:59
So that will mean that 50 bags are missing.
32:01
So you know, if you normally buy your cement 5500 bags, you know
32:08
what it looks like. If you go down, you look at it,
32:10
you know that look, this doesn't look like 500 bags.
32:13
You can tell it's like for those of us in university who like I
32:17
used to bring a bucket of Gary to school, paint bucket.
32:20
I used to feel it like because, you know, people used to bring
32:23
fancy stuff. I'm like, look, what's the whole
32:24
point of this fancy stuff? No cornflakes and all these
32:27
things we finish, but then Gary is always there and then Gary
32:29
swells. So you just make sure you buy
32:31
Gary 1 paint, fill up the paint bucket.
32:34
That's why I used to buy used to buy it then sugar, buy it.
32:38
Shit ton of sugar then, you know, just to live the soft life
32:42
and make sure that I have some, some milk, nice milk, but you
32:45
know, cowbell, not that expensive stuff.
32:47
So cowbell, you know, 3 crowns that kind of milk.
32:51
So just like with Gary, any time anybody mess with my Gary, I
32:55
don't know, I get back, bring up my Gary from under the bed.
33:00
I open it. You can just tell because you
33:02
know it's physical. It's Gary now you know the level
33:05
your Gary was at the last time. You know the level it is at now.
33:09
Anyway, sorry, let me stop boring you guys, especially
33:12
those of you who didn't have the the pleasure of going through
33:16
Nigerian university and Nigerian boarding schools and stuff like
33:19
that. But anyway, it was fun.
33:21
It was fun. I'm not sure if I'm ready for my
33:23
kids to do the same, but it was fun while they lasted.
33:26
OK, now let us look at another case study because John Doe's
33:30
case now is very, is very how I put it.
33:34
It's real. So I made-up the name John Doe,
33:37
but it's a real situation. But then there's some of you who
33:40
listen to this episode. I'm like, OK, cool.
33:42
You've spoken about business principles for the masses.
33:46
What about those of us who are higher up?
33:48
You know, what about those of us who are higher?
33:49
Shalom. What about those of us who are
33:51
sophisticated? What about those of us who are
33:53
doing much more impressive things in business?
33:57
And look, the principle still applies and it's something that
34:00
I talk about a lot on the podcast because we discussed
34:05
some principles and maybe we talked about it from the angle
34:08
of, you know, bread business or Gary business or fried fish
34:11
business. It doesn't mean it doesn't apply
34:12
to those of you in the software space.
34:15
So I decided to come up with another fictional scenario and
34:20
remember that this is fictional. So if you hear any similarity to
34:24
your name or any similarity to your company, just know that it
34:28
is purely a coincidence. So now today, let the letter
34:32
case study be Doctor Amara Okezia.
34:36
And some of you wonder, like, how come you're picking female
34:38
names? Yeah, I'm doing that
34:39
deliberately because unfortunately not.
34:42
So the people who listen to the podcast are men.
34:44
So let me keep on using more female examples.
34:47
So hopefully we can get more female listeners of the podcast.
34:53
So Doctor Amara Okezia, I'll be surprised if that's somebody's
34:57
real name. If your name is Amara Okezia,
34:59
it's just a coincidence. But please reach out and just
35:02
say hi. Let me just say that, OK, I
35:06
finally got to chat with the real life Amara Okezia.
35:09
So let's say Doctor Amara Okezia is a researcher in biotech and
35:14
let's say she's based in Lagos, but she's a short tool between
35:17
Lagos, Ibadan, you know, like that.
35:21
And let's say she's trying to secure seed funding.
35:25
Seed funding just means OK, seed or let's say seed funding.
35:28
Now, OK, of course you know what seed is.
35:30
Now the seed is where you carry out plants, then plant in the
35:33
ground and the plant will now grow, then you now harvest.
35:35
So seed funding, the one where you go take start, that is seed
35:39
funding. So she's looking for $150,000 in
35:42
seed funding. And what she wants to come up
35:44
with is a, a local version of a rapid diagnostic kit.
35:52
Now some of you say, Bros, you're making things up.
35:54
Actually, I'm not because, OK, well, yes, I made, I made it up.
35:59
But I'm just trying to tell you that there are people that are
36:00
working on all kinds of problems.
36:02
Because I remember one time when my kids were really little and
36:05
went to the hospital in Abuja and then one sales Rep was there
36:12
and he wanted, he wanted to know if I would sign the consent form
36:15
so that you could take my son's blood sample.
36:18
But it will be anonymized. And I said no, I'm not going to
36:22
do that. The guy explained that no, no,
36:23
no, it's not like that was nice. If we go job, we need to.
36:26
But since the doctor has already ordered a blood test to be
36:30
taken, they have protocols with their labs so that they can give
36:34
us sample from the one that already taken.
36:36
So I said, OK, so you won't you're not going to choke my my
36:39
son. I said no, I won't do that.
36:40
They'll give us in the lab. So we signed it off.
36:43
They're in order to know what they're working on and they're
36:45
working on rapid diagnosing kids because right now malaria
36:52
testing, like even for hospitals that do it quick, quick, I think
36:55
they say like one hour and 1 hour is a hassle, is a hassle
37:01
because we've got jobs, we've got businesses, we've got things
37:03
to do. We've already waited like 4 hour
37:05
on the queue. We finally seen the doctor.
37:07
They say we should wait one hour again after another one hour.
37:09
You now join the queue, man. Nothing can be madding.
37:13
Really, really madding. So at some point when my kids
37:16
were a little, if anything came and was hospital related, I just
37:20
used to just clear the whole day.
37:21
Like, you know what? I don't know how long this thing
37:23
is going to take. So I'll just clear the whole day
37:25
and just resign my mind that or more today.
37:28
Me and the hospital, we are best friends.
37:31
So, yeah, I found out that people are working on faster
37:35
tests, and in some pharmacy I saw that the pharmacist claim
37:39
that they have a test that is now 3 minutes.
37:42
I'm like, OK, that is impressive.
37:44
You collect blood sample. Now 3 minutes later you can say,
37:46
OK, this person has malaria or this person has typhoid.
37:50
That's really, really impressive.
37:51
So yes, it's made-up, but there are people who are working on
37:56
these sorts of things all the time and there's money to be
38:00
made. Now, let's say Doctor Amara,
38:04
she's more of a scientist. She's not really a salesperson.
38:09
She's not really an operator. You get, because these things
38:13
happen. It's like Wozniak and Steve
38:17
Jobs. So Wozniak computer guy.
38:20
But you know, you know, to like people.
38:23
But then Steve Jobs, Steve Jobs, yes, likes people, wants to make
38:27
money. So the two of them manage made
38:29
in heaven. You, you're the smart person be
38:32
doing your thing in the lab. Me, I'll face everybody on the
38:34
outside. So Doctor Meyer, she's
38:37
brilliant, brilliant. But sales, she doesn't like talk
38:41
to people she doesn't really want to.
38:42
She's not only a business operator.
38:44
No problem. So she has taken, let's say she
38:48
has taken personal loan, maybe like from Popsy or Momsy.
38:51
She took some small coins just to build the prototype.
38:54
But The thing is, she now needs partners and investors to now
38:59
grow this thing. OK, so remember the example that
39:04
I gave earlier. This guy has raised money from
39:07
somebody else to do the barbing salon, but he can't Barb
39:11
himself. Doctor Amira, she has borrowed
39:15
money from Momsey and Popsy and one or two rich uncles.
39:18
She has built the prototype. But to run the lab now you'll be
39:22
somebody else, or to be finding the partners will be somebody
39:26
else. Or OK, maybe let's say she's OK
39:29
with looking for partners and everything, but to run the lab
39:32
herself, she wants another person to run the lab.
39:38
So remember now what I said about this thing of a daily
39:42
remittance and how you have to track cash if you are in the
39:48
barbing business. For her, she has to be able to
39:53
track data running through the business.
40:01
So just like how the Barber will need a strict cash protocol and
40:07
receipt protocol for hash, you need a strict documentation
40:10
protocol. Every time we run the test, we
40:12
log it. Every test failure, we log it.
40:15
Every test that succeed, we log it all the all the what do you
40:19
call this in a reagent? Reagents are chemicals that you
40:24
use to speed up a chemical reaction.
40:27
ABI can't remember. Look, it's been a long time
40:30
since she studied all this in chemistry and everything.
40:32
So all the reagents, reagents that they use, I don't know how
40:35
to pronounce it, sorry, but in my school uses a reagent.
40:38
So all the LD reagents that they're using log everything and
40:42
then time stamp, you know, everything when people come in,
40:44
when people come out, when you run the stairs, when you do
40:46
that, blah, blah, blah, blah, blah.
40:48
Now, the reason why someone Doctor Amara in this situation
40:52
where she do this kind of thing is because at the end of the
40:55
day, it's not just finished product that should be showing
40:58
investors or future partners should be showing them a carbon
41:03
copy, should be showing them an exact replica.
41:05
That look, this is how this business is going to run.
41:08
This is how we're going to run this in like a like a tight
41:10
shape, like I'm transparent. My business is leak proof.
41:14
My business is professional taste.
41:17
And see, here are the figures. You can see it now maybe this.
41:21
So that's the scope. So you can see that the
41:24
principle applies. It's all that.
41:25
My friend John Doe, the Barber, he has to be tracking Cash Amaka
41:29
Amaka Amaya should be tracking something else, should be
41:32
tracking data. Then let's see what else.
41:39
So let's see that she needs a data engineer now to build the
41:43
elite engineer to build the hardware.
41:45
Because remember, she made the prototype.
41:47
But of course, by the time you're looking for investors and
41:50
you want to start building much more serious stuff, you know,
41:53
you have to stop doing child's play.
41:54
You have to call in a professional eventually and say,
41:56
look, this is how he must. This is how these are the specs.
41:59
Go and build according to these specs.
42:02
So let's say now she wants to bring in an engineer to build
42:06
her the next version of the prototype, but she can't avoid
42:11
high salary. One way that she can incentivize
42:15
this person is paid salary is, sorry, salary plus Commission,
42:20
just like the people in the Baba, in the Baba shop.
42:23
So you can give the engineer stipend.
42:25
And look, you know what, I know you're a senior engineer, you're
42:28
used to collecting 600K, blah, blah, blah.
42:31
What is what we'll do, I'll be giving you 150 every month.
42:34
I'll be giving you 200 every month flat.
42:37
Then we're going to give you a percentage in the company, but
42:41
it will take four years to vest. So you have to work for four
42:43
years and then I will entitle you to, I don't know, 15% of the
42:48
company, 20% of the company or whatever.
42:51
So the whole plan with this scope is to get the engineer to
42:55
not work like an employee and be looking for fixed Larry, but to
42:59
start acting like a partner. Some of you already do this
43:02
because somebody reach out to me.
43:04
You want you need help with your startup and then you guys want
43:07
to offer me equity. See, for those of you who want
43:10
to reach out and offer me equity, let me tell you guys 1
43:14
secret that you don't really know.
43:20
This is it. Everybody's offering equity.
43:24
Everybody says this idea is going to be great.
43:26
This idea is going to be awesome.
43:27
This idea is going to be stupendous.
43:29
It's going to be fabulous. We're all going to be mind
43:33
blowingly rich. So Mr. Consultant, come and work
43:37
for us. We'll give you equity.
43:39
Everybody says that. Everybody.
43:44
And I don't blame you for trying to get labour for free, but
43:48
let's be honest. Yeah, everybody thinks they have
43:53
the, excuse me, everybody thinks they have the greatest thing
43:55
since sliced bread. But if you throw that equity
43:57
thing in my face or 30% equity, 20% equity, 50% equity, like
44:02
you're not, you're not seducing me.
44:06
And even if I'm going to agree, I say, OK, more do equity.
44:09
You don't have to pay me now or don't pay me too much now.
44:11
If I'm going to do the equity thing, it'll only be when I can
44:18
see traction. Traction means people are using
44:24
the thing, people are downloading the thing or people
44:26
are paying for The thing is when I see traction, I can now say,
44:29
OK, do you know what? I think there is something here.
44:33
So people who supported Mark Zuckerberg and got in for
44:36
equity, it is because they saw traction.
44:41
Now, OK, this boys website, this boys app, this boys idea, see as
44:46
then the Russia, the guy rolled it out in Harvard.
44:49
See how many people signed up? The guy rolled it out in in MIT.
44:53
See as people roll in Florida, See as people sign up from here
44:57
to here, see as then the rush AM, then the rush AM, they say,
44:59
OK, distraction. There is something here.
45:03
So if you're going to throw around this whole equity thing,
45:05
please. All right, you want a graphic
45:09
designer, You want a website designer, You want a sales
45:13
consultant, and you just tell them, oh, you know what?
45:16
Just do this for us. We give you equity, my friend.
45:18
Show traction first. When the instruction, you're the
45:24
one that will be chasing people away.
45:25
When the instruction, people will be saying, oh, boy, how far
45:28
can we join? Because we'll be able to see
45:30
from the outside that things are moving.
45:35
OK, where was I? Oh, dear.
45:37
OK, we're ready. 45 minutes. OK, OK, OK, anyway you get the
45:47
point. So base plus plus Commission
45:53
will get the engineer to work harder to work some more than
45:57
let's see what else. OK, customer data.
45:59
Customer data now for someone in Amara's situation will be a nice
46:05
identity keeper. Customer data especially and the
46:09
data, OK, we can't really call you customers, but say let's say
46:12
stakeholders, stakeholder data. So especially people who are
46:16
let's say she runs into, she gets investors keep their data.
46:22
She runs into venture capitalists, whether they work
46:25
together or not, keep their data.
46:26
Government officials keep their data, health officials keep
46:30
their data so that every, I don't know, every one month,
46:34
every 1 1/2 months, every two months, you know, America can be
46:37
sending a progress brief to the investors.
46:40
OK for the investors, let's say she debrief them like once a
46:43
month. Other people, you know, every to
46:46
two months or something like that.
46:47
So whether it's WhatsApp reminders or emails or phone
46:50
calls or something just to let people know like half hour, the
46:54
idea things like that. Now the whole point of doing
46:58
things like this now, being in touch all these stakeholders is
47:05
when it's now time to ask for that $150,000.
47:07
Because remember, that's how much she wants to ask for, for
47:10
her idea. Because she has been staying top
47:12
of mind with all these people. She will not be a total
47:15
stranger. She has been staying top of
47:18
mind. They've been hearing from her to
47:20
two weeks, one month to two months.
47:22
She's not a stranger. So when she wants to now have a
47:25
meeting with the minister or have a meeting with the senator,
47:28
have a meeting with the venture capitalist, you know it will be
47:32
possible to hook up a meeting because the the relationship had
47:37
been had been warmed up. Then let's see what else.
47:46
OK, since we're now talking about software, there's
47:48
something that you people, I say software start-ups, some label
47:53
in the start of space need to pay attention to and that's your
47:57
burn rate. Bond rate just means how much
47:59
cash are you spending? How quickly are you people
48:00
running out of running out of cash.
48:02
So it's also a good idea for you people in the sample space to be
48:05
tracking your burn rate because too many people that I talked to
48:08
that they have no idea about the burn rate, how much money you
48:11
spend this month, they don't know.
48:13
Last month, how much did you spend?
48:14
They don't know the month before you don't know.
48:17
If you don't know how much is your spend you spent this month,
48:19
last month, the month before. How, how can you plan for what
48:22
it is you're going to spend, you know, next month or three months
48:25
or 12 months down the line? So just like for the bombing
48:30
salon, they have to be tracking fuel, how much fuel, how much
48:33
keeper oil, how much on generator maintenance, blah,
48:38
blah, blah. You should be tracking all these
48:40
things as well. So how much lab time do you
48:43
people use? How much time do you use in
48:45
cloud computing? How many credits are you using
48:50
for easy credits? I think they're called credits.
48:53
Yeah, credits, I think, like for Apollo, I want to use Apollo,
48:58
and I'm told that I have to buy credits to use Apollo.
49:00
So you're going to track everything.
49:03
And the benefit of doing that is that Doctor Amira will now be
49:06
able to tell the investors how long this $150,000 is going to
49:11
last because she's been tracking her burn rate.
49:14
So if she wants to raise $150,000 and let's say she did
49:19
spend, how much is that in there?
49:21
Now you know what, let me just freestyle.
49:24
So let's say she's she's raised $150,000 and she's spending
49:27
$1500 a month. OK, let's say 150,000.
49:39
Anyway, you get my point. Let's say she raises $150,000.
49:43
I should also be spending $1500 per month.
49:47
Then this money should last her ten months.
49:52
Abby, 10 months, assuming my math is correct.
49:55
Anyway, those of you who are mathematically inclined, you let
49:57
me know whether I have the math correct or not.
50:00
What you can see, basically what I was just trying to say is that
50:03
I'm talking about a structure and accountability in business,
50:06
you know, can apply for people in Barbing Salon, can apply for
50:09
somebody who is involved in a startup, you know, whatever.
50:12
So yes, there are people who are maybe not as fortunate as we are
50:17
and who are doing businesses like Barbing Salon, but it
50:20
doesn't mean that no one we're using those people as case
50:23
study. We shouldn't say, OK, this thing
50:24
doesn't apply to me because whatever principles that we
50:26
apply, even for Culukuli and same, same business, you know,
50:30
can apply to other businesses as well.
50:32
So what you do is just that, you know, next time you're listening
50:35
to a case study or podcast or whatever, not just mine, but
50:38
somebody else, you know, you listen and then you just ask,
50:40
how can this apply to my own business scenario?
50:43
In fact, for me, I learn a lot because I take the experiences
50:47
that I got in law, in civil service and in events.
50:50
And then I always try and see how I can parlay that into my
50:53
consulting practice. And then there are podcasts that
50:56
I listened to from the construction space, construction
50:59
space medical sales. What again, construction medical
51:06
sales, I can't remember the other ones I listened to.
51:09
But anyway, from there I always hear some interesting stuff
51:12
like, oh, you know what? Even though that is in the
51:15
construction business, this can also apply in in a, in a
51:22
consulting business as well. Yeah, so that's it.
51:25
And that's all for today. Remember, if you're a Nigerian
51:27
founder, you know, like Doctor Amara for instance, you're about
51:30
to launch your business and there's a software component to
51:33
it. You don't have to worry about
51:35
things being too expensive or you not knowing how to write
51:38
code or you don't have a tech founder.
51:40
You just go to Ekenga software factory that is IKSF dot Ng.
51:44
So you go there and we'll have your product idea live in seven
51:48
days. We'll also get you, Doctor
51:50
Amara, if you exist or you're in a, you know, maybe that's not
51:54
your name, but you know, similar scenario.
51:57
We also give you a free.com dot Ng domain and also free web
52:02
hosting for one year. And remember, whatever it is
52:06
that you create on the Kanga Software factory IKSF dot Ng, it
52:11
belongs to you 100%. We're not going to hold you.
52:15
We're not going to hold you to ransom at all.
52:17
You know, you the one who came up with the idea and yes, we may
52:20
have built it, but it belongs to you.
52:22
When you're ready to leave, we say, Oh yeah, here's your code.
52:25
If you want to leave quietly, you don't want to tell us.
52:27
You will migrate the code with your own self, you know, by your
52:30
own self. No hassles at all.
52:32
And then for your first product, we're going to project sorry,
52:35
for your first project, we're going, we're going to give you a
52:37
20% discount. So all you have to do is just
52:40
enter Tav, that is TAV, or enter Ayede.
52:45
That's the discount code. Ayede is a YEDE.
52:48
Both of them are my names, so entering Tav or Aede into the as
52:56
a discount code is going to entitle you to 20% of your first
52:59
project. So that's all for today.
53:01
Sorry for taking another hour. Thanks for your time and
53:04
attention. I'll catch you all at some other
53:07
time.