Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / From Mental Health to Market Value: A Rambling Rant

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From Mental Health to Market Value: A Rambling Rant · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Today is going to be another
0:04
random episode. And I promise you guys that
0:07
wouldn't be any more random episodes.
0:09
But I guess I have to retract that promise because I've been
0:13
going through my, you know, my stuff, my handy notebook, you
0:17
know, and scraps of people that I have here and there.
0:19
And there's, there's been some juicy interactions that I've
0:22
been having with people in the past.
0:24
And I figured I might as well come over here on the podcast
0:27
and share some of that goodness with you guys.
0:29
So today is going to be a rambling episode and we're going
0:33
to cover a bunch of stuff in no particular order.
0:37
And I will focus on conversations that I had
0:40
recently with a real estate professional and someone who is
0:43
in the beauty space. Well, and by the way, just in
0:47
case you happen to be this real estate professional and this
0:51
person in the beauty space, yes, if you suspect you're the one,
0:54
then yes, it's definitely you because we did have these
0:56
conversations not too long ago, definitely within the last week.
1:01
But since I didn't take your permission to share these things
1:07
over here on the podcast, I'm just going to anonymize it and
1:11
speak in general terms. Let's see.
1:16
OK, shout out. First off, I'd like to shout at
1:19
Dora or Co, who was the listener of the show, and she left a
1:24
comment on Spotify. Let's see, what was the comment
1:28
about? OK, I can't remember what her
1:30
comment was about. I should have written that down.
1:32
But anyway, thank you very much. Adora Oku for listening.
1:37
Oh yeah, my wife says it's not Adora, that it's spelled Adora,
1:40
but it's pronounced Adora or something like that.
1:43
Well, any for you EBO folks listening to the podcast,
1:48
forgive me. So, yeah, so the reason why I'm
1:52
shouting out is, you know, I love hearing from you guys,
1:55
those of you who reach out to me on WhatsApp and on LinkedIn.
1:58
But then those of you who put comments on Spotify or YouTube,
2:02
you guys take an extra step. You give the algorithm some
2:05
extra juice so that it's a signal to the Spotify algorithm
2:11
and the YouTube algorithm that this is valuable content.
2:13
So I really appreciate those of you who also reach out on
2:17
Spotify as well. Then our playlist, what I'm
2:22
currently listening to, I'm currently listening to.
2:25
While I listened to Richard Wright earlier on Spotify, he
2:30
was a former member of the band Pink Floyd and he's now
2:34
deceased. It's a prog rock band.
2:37
The prog rock is short for progressive rock, so it's, you
2:42
know, it's guitar music, but it has all kinds of different
2:45
influences and it's not music for dancing to, it's more like
2:48
music for listening to. So just think of it as
2:50
intellectual rock music. So if at this point, you know, I
2:53
agree with my wife that I'm a nerd, you know, I definitely
2:56
will not argue because I'm listening to Pink Floyd and I'm
2:59
listening to Richard Wright and ELP, you know, Emerson Lake and
3:05
Palmer and the other groups. So if you're willing to go
3:10
beyond your boundaries, I mean, if you like listening to music
3:13
that You Can Dance to, this is definitely not dancing music.
3:16
So just try it out. Richard Wright, the Wright is
3:19
spelt Wright. So just try it out, broaden your
3:24
musical palette and become a man or a woman of exquisite taste,
3:28
just like I am. So let's head straight into the
3:32
conversation for today. Now, the conversation that I had
3:36
with the real estate professional, First off, some of
3:40
the conversations started with chat.
3:43
And, you know, the fellow was talking about how he's small and
3:47
I misunderstood that, You know, I thought he was referring to
3:49
physical height. But you know, this is also one
3:52
of the reasons why I say that text communications has his
3:56
limitations because you're writing, you're texting, you're
3:59
emailing. And the way that somebody's
4:02
going to interpret it is going to be coloured, you know, by
4:04
their own, their own what's the word, prejudices and backgrounds
4:09
and things like that. So he was just writing naturally
4:13
as he would talk. But The thing is, if we were
4:15
having a conversation and in fact, when we started having a
4:17
phone conversation, it quickly became clear that when he said
4:21
he was small, he did not mean physical height.
4:23
But it's just the way that Yoruba people talk.
4:25
Because when I got to Lagos at first as a 13 year old kid, it's
4:29
something that I noticed I found really strange.
4:31
You know, where to we'll be arguing and one person was a
4:34
shout at another. Like, you know, reach, like
4:35
you're not big enough, you're not big enough, you know,
4:37
shouting in Yoruba. So just in case you run into a
4:43
Yoruba person and the person is talking in those terms, then
4:46
don't just know it's not physical height.
4:47
Like if somebody says I'm too small, you know, you might be
4:51
thinking, OK, this guy is twice my size, why is he saying I'm
4:54
too small? What the person is talking about
4:57
is not a sense of physical height, but in terms of relative
5:02
status or relative power, you know, things like that.
5:05
So yeah. So that's it.
5:09
Yeah. So that's one reason why it's
5:11
always nice to have a phone conversation with someone.
5:13
So if you're talking to a potential clients, you're going
5:16
to get a richer form of communication if you hop on the
5:19
phone because then you understand exactly everything
5:21
that the person says. When the person writes something
5:24
in an e-mail or a text, then you're going to be limited to
5:27
how it is that you interpret that sort of thing.
5:30
Then we're talking about how he refers to all his potential
5:34
customers as investors. And that's one of the things
5:36
that we spoke about. And I told him that, you know,
5:39
in my own opinion, that's a no no.
5:42
Some people will say yes, call everybody investor, but for me,
5:45
it's really important the words that we use in the sales process
5:48
because it determines how it is that we sell.
5:50
And truth of the matter is that it's not everybody who wants to
5:52
buy a house, who's going, who's going to be an investor per SE.
5:56
Because people who want to buy real estate property and who
5:58
consider themselves investors are trying to build a portfolio
6:02
so that they can take advantage of appreciation.
6:06
Appreciation just means you buy something for X and then you
6:09
sell it for X + 3 or X * 2 or X * 100.
6:13
You get the point. So a real estate investor is
6:16
trying to buy land at 1.2 M and maybe he will sell it in five
6:20
years at 20 M That person is an investor.
6:24
Some people will say no, that is not investing, that is
6:26
speculating, but you get the juice that I'm trying to pass
6:31
across. A real estate investor or
6:33
speculator is trying to count on appreciation that I will buy
6:37
something at A and I will sell it at a * 2 or a + 12 or
6:42
whatever. But then somebody who is buying
6:45
for ownership is thinking more of I'm tired of being a tenant.
6:50
I want to be a landlord or I want to have something that I
6:53
can pass on to my children. And those are different kinds of
6:56
conversations that you're having, different kinds of sales
6:58
conversations. So in my own opinion, real
7:00
estate professionals listening to this, don't just call
7:03
everybody an investor, just face everybody square on the
7:06
investor. You're going to be having a very
7:08
quantifiable conversation. Now, Olga, if you buy this
7:11
property in a Lausa right now, it currently costs five M
7:15
Historically, over the last five years, we've seen that the
7:18
property price is rising, property value is rising, you
7:22
know, 1X every year or something.
7:25
So I guarantee you that if you buy this thing now at 5 M, in
7:28
three years you sell it at 15. I'll be how you see them.
7:31
You know, that's the kind of conversation I have with an
7:33
investor. But for somebody, he's looking
7:37
at this thing from an ownership angle.
7:39
The conversation would be like more like, oh, is this nice?
7:42
Does Madame like it should be. You can see this is a nice place
7:44
to raise children, is adequate, is close to school, is close to
7:48
hospital, is close to the church, is close to the market,
7:51
you know, blah, blah, blah. You can see that is a totally
7:54
different conversation. So real estate professionals
7:56
don't just call everybody investor.
7:58
Investor is investor. Somebody who wants to own is
8:02
somebody who wants to own. Totally separate conversations.
8:05
So don't just cut everybody an investor.
8:08
Then one thing I wanted to point out, the real estate
8:11
professional said who are suffering from inferiority
8:15
complex. So at some points I had to set
8:18
the guy straight and like, no dude, you don't have an
8:20
inferiority complex because people who have inferiority
8:22
complex don't take bold steps. You've reached out to a total
8:27
stranger because I'm a total stranger for all the intents and
8:29
purposes. Yes, you guys listening to me
8:31
and yes, you guys think you know me.
8:33
But let's face it, when you reach out, I'm a total stranger.
8:38
So you reach out to a total stranger.
8:39
You're discussing all these sorts of things.
8:40
You don't have inferiority complex.
8:42
Inferiority complex. People, you know, more
8:44
withdrawn, don't talk much, won't be this vulnerable or
8:47
would be defensive if we start talking about these sorts of
8:49
things. So I told him you don't have an
8:51
inferiority complex. This is the problem when most of
8:55
us are in sales situations, it is either we don't have faith in
8:58
the, in the, in our product or service and then that affects
9:01
the way that we sell or we don't think The thing is worth that
9:06
amount of money. And so it affects the way that
9:08
we sell. Because think about it, if
9:10
you're a real estate professional, you're selling
9:12
houses, everything in your portfolio. 50M100M200M Boy, you,
9:18
you don't have 200 M to buy that property.
9:21
That's the kind of thing that will make your mouth be shaking
9:23
when you're quoting price for somebody.
9:25
So it's not inferiority complex. It's just that in your mind
9:28
you're thinking more, this thing is expensive.
9:32
That's not the same thing. I think you have an inferiority
9:34
complex or you're approaching a sales situation and you don't
9:38
have an adequate framework or an adequate script to guide the
9:41
conversation and that is what is causing you to stammer.
9:44
That is not the same thing as an inferiority complex.
9:48
So let's go straight to the root of the problem.
9:50
The problem is you don't have an adequate framework.
9:52
Make sure we have an adequate framework.
9:53
We're going to be able to sell well, be able to stand with our
9:56
food chest and have a conversation with anyone.
9:58
And then to the thing of the money thing.
10:02
Let's remove ourselves from the equation because let me be
10:05
straight with you guys. For most of us in the SME space,
10:09
our clients in the beginning will always have more money than
10:12
us down the just standard. As a wedding photographer
10:15
starting off back in the day, I was selling packages between
10:19
200, you know, 450, that kind of thing.
10:22
When he came to my own wedding, I would lie to you guys.
10:26
I did not pay 200K for my own wedding photography.
10:29
I didn't. But that did not stop me from
10:32
selling packages of that amount. All right, so let's remove
10:36
ourselves from the equation. What we should be thinking about
10:39
is not that this money is big relative to me, but is it big
10:44
relative to the person I'm having a conversation with and
10:47
does the person find value in the thing that they are buying?
10:50
So that one is just standard. It happens to everyone.
10:53
I was talking to someone who is a in the alternative energy
10:56
space and she had to sell solar equipment and it's a
11:00
conversation that we have to have.
11:01
Now look, you people are selling packages of different ranges and
11:06
the cheapest thing you people are selling is a 4.5 M and you
11:10
currently don't have 4.5 M to buy this thing, you know.
11:14
So yeah, you think it's expensive, that's why your mouth
11:16
is shaking, but just realize it's not about you.
11:20
So you don't have 4.5 M but the person they think is important
11:23
will go and cough up that 4.5 M. And by if I went to my friend's
11:28
house today, moving to a new house, really correct Estate as
11:31
in real tight. You know those places now like
11:34
service charge, gardener, electrician, plumber on staff,
11:38
you know that you know that kind of thing as in correct estate.
11:42
Very nice place, nice place. And as I entered inside there, I
11:45
noticed that every house solar panel, solar panel, well, except
11:49
for my friend, his own housing house solar panel.
11:51
So my guy was laughing at himself that he is a poor person
11:53
in the estate or that he's using generator.
11:56
But everybody solar panel and it wasn't just one two solar panel.
12:00
Everybody had, you know, 162832. I said so now wow, these guys in
12:06
this estate like they're big shark, like they have money.
12:11
So for you who is trying to sell that kind of thing, by the time
12:16
you calculate, you know, 32 panels and I don't know, 12
12:21
batteries or whatever, everything will now come and
12:23
enter like 15 M, You know, for you 15 M is like big, but it's
12:28
not about you, it's about the other person to them it's 15 M
12:31
realistic. Is it doable and do they think
12:33
it's worth that value? If you think that's worth that
12:35
value, then it's fine. So remove yourself from the
12:37
equation and then be able to talk with your food chest and
12:39
have these conversations. It's it's not about you just
12:42
freed and in the beginning most of your clients will have more
12:45
money than you, Most people in the SME space.
12:49
So don't let nothing bother you. Then let's see what else.
12:56
OK, We had the conversation about how he determines people
12:59
that he talks to. And he was talking about an old
13:01
school Lagos thing because, you know, back in Lagos, I heard
13:05
people used to talk like that. And I'm surprised that people
13:07
still do. But basically, you know, he hit
13:09
the streets and you gauge the person's dressing, you know, you
13:12
gauge fashion. Like you gauge their body
13:14
language, you know, maybe their phone, their car, you know, that
13:17
kind of thing. And that will determine, you
13:19
know, that countenance will determine who it is that you
13:22
walk up to. And I told him that, you know,
13:25
it's all right. You know, it's not bad.
13:28
It's how a lot of us started out, you know, as a wedding
13:32
photographer, for instance, you know, you look at the baby's
13:34
eyes are up and down. She's carrying iPhone.
13:36
You now know that, OK, maybe she's from a rich family, you
13:40
know, that kind of thing. So normal.
13:43
We can't run away from this kind of profiling and using
13:45
countenance. But if that is how we're going
13:48
to be doing our prospecting every day, then it's going to be
13:51
very, very taxing. And it's hit and miss because
13:54
people can dress right, have the right phone, have the right
13:57
fashion, have the right swag, have the right countenance, have
14:00
the right body language, have the right address, have the
14:02
right everything. But they might not need your
14:04
product or service at that particular time.
14:07
So I spoke to him about his his firm, real estate firm, whether
14:12
they do advertising, because if you're doing advertising and
14:16
you're trying to do psychographics and demographics,
14:19
you know, that's a whole lot easier.
14:21
So you target people based on age, location, you know, stuff
14:24
like that. So if you get leads coming in
14:26
that way, you might have much more fruitful conversations.
14:29
But what I told him was that if you're going to do this whole
14:32
countenance thing, then you have to back it up with the with your
14:35
flyer game. So I asked him whether they
14:38
print Flyers for them. I say, yeah, that the office has
14:42
Flyers and my guy has been going out without Flyers.
14:45
So if you're going to be doing this kind of thing.
14:47
Oh, OK. Another thing, he had
14:49
unrealistic expectations. When you're going out and
14:51
meeting strangers cold and you're selling a complex
14:54
product, forget it. You cannot close the deal on the
14:56
spot. It's just not possible.
14:58
We're talking real estate here, we're talking Lagos.
15:01
So everything you're talking is 50M150M200M, you know all those,
15:06
you know, big, big, big money and let's be realistic, who is
15:09
going to see you on day one and then drop 200 M with you on day
15:13
three? It doesn't happen like that.
15:15
So the goal is not to close actually, but the goal is as
15:18
you're strolling out and talking to people, you're trying to do
15:21
lead generation. You're trying to get people to
15:23
signify whether they're interested in your product or
15:25
service. Then for those people who are
15:27
intracted in the product or your service, you're trying to have
15:30
future conversations with them to figure out what it is that
15:32
they want and to build relationships so that over time
15:35
you will close the deal. Because when you're sending a
15:37
complex product or a complex service, it involves a long
15:42
sales cycle. So you're not going to talk to
15:44
somebody January 1st and then collect 20 M January 10th.
15:50
You know it. Well, it might happen.
15:52
You get lucky and it happens. But realistically speaking,
15:55
people don't just drop money like that.
15:57
Even people who have that kind of money, it's it's not an
16:00
everyday thing. So I told him that, yeah, you're
16:03
going out, you're talking to people, but get some Flyers.
16:07
And when I told him some Flyers, I told him, look, let's be
16:09
realistic. Flyers is a numbers game.
16:13
It's quantity. If you take 20 or 30 Flyers,
16:16
you're wasting your time. If your office can afford it, go
16:19
and take 1000 Flyers and give yourself two weeks.
16:22
This week, Monday through Friday, you will share 500.
16:25
Next week, Monday through Friday, you share another 500.
16:28
So it's from that broad reach that you start getting trickling
16:32
interest and you start talking to one or two people.
16:34
But believe me, if you go and collect 100 Flyers and you share
16:37
100 Flyers, you won't hear from anybody.
16:39
Nobody 'cause Flyers. It's a numbers game.
16:42
So I told him, go get us a bunch of Flyers.
16:45
And then now we can do this countenance thing.
16:47
But I told him the countenance thing, we can take it a step for
16:50
that. Like you can do cars, for
16:51
instance. So like if you go to, OK, let's
16:57
say you, you walk on the island, you live on the island, this
17:00
place that is close to lagoon, there's one big bank there.
17:04
Is it like UVA building or whatever?
17:06
And there's this gigantic car park, I think maybe there was
17:09
like 2000 cars there. So if you enter that place, as
17:13
you're entering, don't forget to greet the area boys that are
17:14
there, you know, before they rough you up or something.
17:17
So you enter, you know, make some conversation, you know,
17:19
blah, blah, blah, you know, hail them, I don't know, buy them.
17:23
You go or whatever and then go around and share your flyer.
17:26
So you now look at big, big cars.
17:28
You look for clean Mercedes-Benz, clean Toyota,
17:31
clean Jeep, you know, stuff like that.
17:33
And then you go and drop your flyer there.
17:34
So we're still doing countenance and we're still trying to, you
17:40
know, size up who this person might be.
17:45
But at least now we have more to work with.
17:48
By dropping the Flyers and dropping a whole lot of them, we
17:52
increase the chance that people are going to signify that they
17:55
might be interested. Somebody might call to say, I
17:57
saw the flyer on the car, what are you guys doing or what is
18:00
all this about? You know, that might be a lead.
18:03
So you do that. And then the fellow also wanted
18:07
to know about the formula that I gave in an older podcast about
18:10
how you approach people, a simple framework.
18:14
Remember, this is not a selling framework.
18:16
It's just something that if you're just starting out talking
18:20
to strangers, it's something that can help.
18:22
And the simple protocol is greeting, intentions, questions,
18:26
proposal, and then close. So I repeat, greetings,
18:30
intentions, questions, proposal, close.
18:34
So the greeting part is appropriate greeting.
18:36
And so I told him appropriate greeting.
18:38
It depends. It doesn't always have to be
18:40
good morning, Sir, good afternoon.
18:42
Sometimes appropriate greeting can be Bros.
18:44
I heal, you know, appropriate greeting depends on the
18:47
relationship you guys have and on the context.
18:50
And so I told him it doesn't always have to be English
18:52
because there's some people who say, look, I'm a professional,
18:55
so I will only speak English. You know, No, if you get in
18:58
there and you start and it looks like this person is a Kadankada,
19:01
then go ahead and speak out, Sir.
19:03
If you start and looks like this person's ending batting, batting
19:06
and you think the conversation might be more fruitful that way,
19:08
then go ahead and speak your Yoruba.
19:10
And if you go in and you start the conversation and I feel like
19:13
the persons are known there, then, you know, switching to TV
19:16
and just whatever it is, it doesn't always have to be
19:19
English. So let's cut this whole thing
19:21
off. I'm a professional, so I'll only
19:24
speak English because I've seen in this visa place visa
19:29
something office when years ago before wifey and I wanted to
19:33
travel. Then one Mama came in and she
19:37
was provoking and speaking in Yoruba and people didn't know
19:39
how to handle the whole thing. And one guy came and was like,
19:42
hey, can lemma something, something, you know, batting,
19:44
batting, batting, batting. And you know, that's how he got
19:46
the situation resolved. So we mustn't always say I'm a
19:49
professional, I will only speak English.
19:51
So sometimes vernacular, pigeon, native tongue, it all depends.
19:58
It's contextual, then intention. OK, let me just go over what we
20:04
agree with this person. So we agree that you're going to
20:06
show up and then give an appropriate greeting and then
20:09
you would state your intention very clearly.
20:11
I told him there's no need to introduce yourself because like
20:14
most people that he wants to do this whole thing of oh, good
20:17
morning Sir, My name is Tavishima Ayede.
20:20
I work with ABC. Something Realty is the best
20:24
company in Lagos. We have sold over something,
20:26
something, something. All that is just unnecessary
20:28
stress because when you're woken up, the stranger's cold, the
20:31
stranger just wants to know like who's this person and what, what
20:33
are you on about? Especially the second parts,
20:36
like what does this guy want with me?
20:38
That's the most important thing. So I told him, skip that whole
20:41
name thing. If you want to do the name
20:43
thing, no problem. Well, in my own opinion, skip
20:45
it. If you walk up to somebody and
20:47
say, oh, good morning, Sir. I was having a stroll in the
20:50
neighbourhood and I was looking for people who might be
20:52
interested in either investing in real estate or owning a piece
20:56
of real estate or owning a home for their family.
21:00
Is that something you might be interested in?
21:03
You see, that's a simple 10 second something.
21:06
And the person can either say no thank you and walk away, ignore
21:10
you and walk away. But The thing is, some people
21:12
will say, OK, yeah, what do you have Some people say, I've been
21:17
thinking about it. Some people will say, what do
21:19
you have? Some people just say, hey, is
21:20
this your flyer? You see, there's room to
21:23
continue the conversation, but you know, just greet sharp,
21:26
sharp, sharp, get straight into intention.
21:28
That whole thing of my name is Marcus a Goodingbye and I'm with
21:34
Golden Realtors Limited. We have sold 50,000 homes to
21:38
people in Lagos over the past 10 years who are the best.
21:40
And it is. And that like all that is
21:42
unnecessary for now. As the relationship grows, the
21:45
guy will even ask you at some point like hey, come this guy,
21:48
what's your name self? How can I store your phone
21:49
number or what's your company name self?
21:52
And then you can get into all these things.
21:54
So approach greeting states your intention and then go into
21:59
questions. And I told him that your
22:01
questions that you're asking in this case should be all around
22:04
the why because you need to know why the person wants to buy from
22:10
you because that is what will determine the kind of proposal
22:13
that you make next. So you see how it flows.
22:15
Greeting states your intention. From there, ask questions
22:19
because you're trying to figure out why motivations from there
22:22
that will determine the kind of proposal that you will make
22:24
before you now go in for the clothes.
22:27
So in this case, hello, I was in the neighbourhood.
22:31
I'm looking for people who are interested in owning real estate
22:34
either to invest or to buy a home for their family.
22:38
Is this something that you're interested in?
22:39
Is that something you have considered?
22:41
And the person says, well, I've thought about it before.
22:45
So OK, so which which are you more interested in?
22:49
Are you thinking of buying a lot to sell at a higher price?
22:52
Or are you thinking more in terms of buying a house for your
22:55
family? The person will answer.
22:57
So, OK, So what got you interested in investing and why
22:59
do you think real estate would be a good vehicle for you?
23:02
You go talk some more. So all these why, why
23:04
motivational questions, that's what you're trying to ask
23:07
because that will determine the kind of proposal that you make.
23:10
So if somebody's talking investor, investor, investor,
23:14
real estate property prices are going up, jaga band taxes, you
23:19
know, blah, blah, blah, house rent going up, I think I can
23:24
make a killing in real estate. Then in future conversations,
23:28
your proposals are going to be very quantifiable something.
23:31
Let's look at Lecky, let's look at this, let's look at that,
23:34
because prices have been going from this to this and to that to
23:37
that. So if you buy here, you might
23:38
hope to get this amount or that amount.
23:42
Although in this case, I told the fellow that the proposal
23:45
here really is just to collect the what you're trying to close
23:49
on actually is to collect the phone number as you're strolling
23:52
and talking to random strangers. The goal is not to close the
23:55
deal. The goal is to get people to
23:56
signify that they're interested. The goal is to figure out who is
23:59
the lead. So in this case, I told him that
24:02
the simple thing is after you go into the motivations and all
24:04
that is just to say, OK, usually the happiest customers we've
24:08
dealt with usually take about a week or two to consider some of
24:10
these things and then we can start looking at specific
24:14
proposals. How does that sound by you?
24:17
You know, the every person will say one week.
24:19
Yeah, that sounds about right. Then that's why you go in for
24:22
the clothes, which in this case would be OK, That's the case.
24:26
Are you OK if I call you back next week Thursday?
24:30
And most likely the person will say yes.
24:33
And then this is where you now say, OK, Sir, can I have your
24:36
phone number? So in this case, we've gone for
24:38
the close. It's a micro close.
24:40
But you can see how we've now had a small fruitful
24:42
conversation. We've gotten the phone number of
24:44
someone who seems like they're interested.
24:46
Now we have the opportunity to start engaging in relationship
24:51
building in the future, have more conversations to figure out
24:54
what it is that they're interested in.
24:55
And we can now try and close the deal, you know, two or three,
24:58
two or three weeks later or one or two months later.
25:00
You know, I don't sell real estate, so I don't know how long
25:02
it takes, but you know, small, small, small.
25:05
So now the close is collect phone number.
25:07
Next close might be a phone call to discuss some more.
25:12
The next close after that might be come to the office and do
25:15
side visit. And then after side visit, maybe
25:19
next step might be issue them with three proposals.
25:22
After three proposals, next step might be get them to consider on
25:25
one. After that, next step might be
25:27
get them to make an offer and you can see how you're moving.
25:30
Small, small, small, small until you get to the final stage where
25:35
the closes now get them to transfer 40 M into your bank
25:39
account and then you now collect your 10% from your OGA and you
25:43
make it nice for M for doing all this work.
25:47
By the way, my you know, my math cues are not very good.
25:50
So if IF4M is not 10% of 40 M then forgive me, where was I?
25:57
So basically this was just the gist that I had with the real
26:00
estate professional and and yeah, I don't want to go on.
26:06
OK, let me just stop here because as usual, the
26:09
conversation was plenty. But summary, the reason why your
26:14
mouth is shaking is not because you have if you're actually
26:17
complex is because you don't have a well tested selling
26:20
framework. By the time you have a selling
26:21
framework that you've tested is tried and trusted, you will see
26:24
that as you're talking, your mouth will be strong, your mouth
26:26
will be firm. You talk with a full chest, then
26:30
let's see what else, then remove yourself.
26:32
When it comes to the money equation, it's not about you.
26:34
So yes, maybe you know, if you take your father and shake your
26:38
father upside down, you know you can't find up to, you know, 10 M
26:41
in his pocket, you know, But that doesn't mean you can't sell
26:45
properties value that you know 200 M.
26:47
It's not about you. To the other person, it's 200 MA
26:50
reasonable sum and it's 200 M worth the value.
26:52
That is all that matters. It's not about you.
26:55
If you make yourself feel better, then maybe try and dress
26:58
up nice, dress expensive or something so you can feel as if
27:00
you can stand in the same room as the other guy.
27:02
Maybe the other guy is a big boy, he's an adugu or you know
27:05
he's a big, big Madam or whatever.
27:07
So but you don't have inferiority complex.
27:10
Then I also told the guy that let us stop self diagnosing
27:14
because too many of us self diagnose, especially in the
27:16
entrepreneurial space. Somebody would sit down in the
27:19
house and say I have inferiority complex.
27:21
I mean, who told you that Inferiority complex is a medical
27:26
diagnosis? It is a medical doctor,
27:28
psychologist, psychiatrist, or you know whoever who will tell
27:31
you that young man, you have a problem.
27:33
It's the same thing with ADHD. Somebody will say I'm ADHD, like
27:36
who told you that? You just watch the film and you
27:39
saw people running up and down. They said the gas agency.
27:42
And so, OK, meet you. That's how I run up and down.
27:44
I have ADHD. Who told you it's a clinical
27:46
diagnosis? Somebody will say I have OCD.
27:49
That's obsessive compulsive disorder.
27:51
Who told you we should stop injuring ourselves?
27:54
We just stay in our house and just be diagnosing ourselves up
27:56
and down. It's not in your place.
27:58
You don't have the mental qualification to make that kind
28:03
of call. You can't make that the
28:04
diagnosis. So I told the fellow about the
28:07
time when I have problem on road safety and road safety, they,
28:10
you know, they impounded my car and, you know, they said I
28:14
should go for medical tests. And that was a very embarrassing
28:17
thing because I you know how you just go and drop children in
28:20
school and you just wear anything, you know, singlet the
28:22
household inside and boxer the household inside and you just
28:25
wear bathroom slippers. So I was like, hi, the
28:29
psychiatrist would look at me and say this man is mad for
28:31
sure. Anyway, So I told him that was
28:36
Area 8 General Hospital. Then consultation was 6K or 7K
28:41
and they entitled you to two weeks of consultation.
28:44
So I told him just go and check your local government.
28:46
So I don't know, maybe the money has increased, so maybe now it's
28:50
like 10K. But The thing is, consultation
28:52
is always two weeks. So if you pay the 10K, you can
28:55
go and talk to the psychiatrists, psycho analyst,
28:58
psycho, whatever it is that they're called for two weeks.
29:02
You can go every day. The person doesn't mind, it's
29:05
his job. And This is why I told the guy
29:07
Nigerians don't like talking to mental health professionals
29:09
anyway. So if you go there, the chances
29:12
are you're the only person who will be there.
29:13
So you just walk in, have your conversation and leave.
29:16
Because after all, the day that I went for my own, you know,
29:19
when Rose Safety harassed us, there were seven of us who
29:21
landed up there and there was just seven of us who were there
29:24
for the whole day. There was only seven of us that
29:27
they attended to. So please, by all means, arrange
29:30
your 6K, save up your 10K. If you really think you have a
29:34
problem, if you really think you're ADHD, inferiority
29:38
complex, OCD, whatever, just save the money package, go to
29:43
your nearest government hospital.
29:46
If you're in Abuja, you work in Central business district.
29:49
I was there in Area 8 myself live.
29:54
So I'm telling you confirmed that they are there.
29:58
So my guess is if you're in the Keja Journal Hospital or close
30:01
that they will have there or just go and ask that they talk
30:05
to these people. It is now this person who will
30:07
tell you, yes, Madam, you have OCD or yes young man, you have
30:10
inferiority complex. And here's the solution.
30:13
Go and do this or go and take this medicine.
30:15
Don't sit at home, diagnose yourself and then start giving
30:18
yourself all kinds of hang ups because it's unnecessary hang
30:22
ups for you to wake up and say you have inferiority complex or
30:25
you have OCD. Meanwhile you're perfectly fine.
30:29
There's nothing wrong with you. So I think I'll stop here for
30:34
today's rambling episode because I haven't even entered the
30:37
makeup person that was already done 30 minutes.
30:41
So I will just stop here. So even though it's a rambling
30:43
episode, I hope I've been able to spit some knowledge here,
30:47
spit some truth to guide you guys in your hustle.
30:53
Especially for those of you who like this real estate
30:56
professional, are brave enough to go outside and talk to other
30:58
strangers. And please, I recommend it
31:02
strongly. Let's get used to talking to
31:05
strangers. It's the only way we're going to
31:08
grow our business. And our best customer today at
31:11
some point was a total stranger. I'm not saying you should go
31:15
out, you know, Willy nilly talking to everybody at the bus
31:18
stop and stuff like that. I'm not saying go that far.
31:21
But let's get comfortable with talking to strangers.
31:24
It's a normal part of growing the business.
31:26
And I salute this real estate professional and other business
31:29
professionals who don't mind when and talking to strangers.
31:33
In fact, for the makeup artist, I told her that look, you have
31:37
to get comfortable with this thing.
31:40
You know, after your lecture, take some of your products,
31:44
enter female hostel and talk to a couple of people.
31:48
It's a good way to drum up immediate sales.
31:49
And it's also a good way to do some market research because
31:53
when you do like that, you will now know which kind of lip gloss
31:56
sells the most, which kind of eyeshadow sells the most, which
32:00
kind of eyelashes is popping, which kind of eczema cream is,
32:06
you know, whatever it is very good market research direct and
32:10
the best kind of market research because you're talking to people
32:13
who are spending naira and Cobo now, because it's easy for
32:17
someone to say, oh, I love this. This is a wonderful product.
32:20
I would buy something like this. They say I would buy, I would
32:22
buy when the time comes to buy, they don't drop money.
32:25
That is rubbish market research. That is the reason why I keep
32:27
telling you people stop this whole thing about Google survey.
32:31
If you're talking to man, you're the first thing you say is
32:33
Google survey. My opinion to you is like look,
32:35
stop that rubbish because people can say anything.
32:39
Believe me, I've lived it. Carry My Portfolio.
32:42
People say your work is good, your work is professional, You
32:47
learnt photography in Aberdeen. I can't see the international
32:50
touch. You shoot pictures like were you
32:52
both like this is your work, It's worth, it's worth like 500
32:57
K. I'm telling you it's up to 500
32:59
K. And then you feel happy with
33:00
yourself. And then when the person is
33:03
about to get married, you got me and say, oh, bro, you said you
33:05
pay 500K and person like, you know what, yeah, I'm coming.
33:11
You know, I we just paid for Ketra with this dot dot dot dot
33:14
dot. People can say anything.
33:16
So Google form and getting people to write down stuff
33:21
doesn't mean she she don't write down anything.
33:24
This is worth X. This is worth why the only
33:27
market research you need is the person who actually dropped the
33:29
money. If you go there and people are
33:32
dropping 500K for your stuff now you know that OK, The thing is
33:36
worth 500K. Not because people wrote on
33:38
Google phone that I would pay 500K for this sort of thing, but
33:42
because you have collected cold hard cash by yourself.
33:45
You have seen that people are dropping that 5500 K.
33:48
So that's how you know what's up.
33:50
And then let me wrap up this 30 minutes.
33:53
So tomorrow will be another ranging episode and it will be
33:58
for the lady in the makeup. How will I put this up?
34:04
It's not really makeup. Yeah.
34:05
It's more like beauty and skin care in the beauty and skin care
34:10
space. Again, I cannot guarantee you
34:13
guys that this would be the last rambling episode because as I'm
34:17
running through all my sheets of paper and stuff like that, I
34:20
might find another interaction where there's some useful
34:25
Nuggets. So that's it for today, pretty
34:27
much. So if you think that you have
34:31
inferiority complex, please reach out to me.
34:34
My phone number is here. I give my phone number my
34:37
contact details at the end of the show.
34:39
I'll help you diagnose, even though I'm not a trained
34:43
professional, whether you actually have OCD or actually
34:46
whether it's because of these, I say OCD, inferiority complex, or
34:52
whether it's because of parts of the sales process or maybe some
35:00
internal dialogue around money that we can actually get rid of
35:04
and get you to move forward. And then if you also need help
35:08
with sorting out your selling processes, your selling
35:13
frameworks, then please reach out to me.
35:16
The phone number is 08064662140. The country code is +234.
35:25
For those of you who are not Nigerian, shoot me on WhatsApp
35:29
first before you call. And yeah, it'll be nice to get
35:35
to talk to you. I'll be solving your problems
35:37
and also get a sense of what you think about the content and
35:41
questions that you would like answered on the show.
35:43
Also, I spend a lot of my time on LinkedIn.
35:46
You can connect with me there. The name to look for is Tavi
35:49
Shima Aidi. That's my name, the host of the
35:51
show. So look at the link.
35:52
We're listening to this episode. Highlight my name from there,
35:55
copy and paste into LinkedIn and then you will see my handsome
36:01
face pop up. That's if you like that guys
36:05
with broad noses, if that's your cup of tea, then you see my
36:07
handsome face. But if you prefer boys wear
36:09
yellow with pointed nose, then you see my ugly face.
36:13
And here we'll connect and we'll take you from there.
36:15
So thank you very much for your time and attention.
36:17
I'll catch you guys at the next recording.
36:20
It's a wonderful Saturday evening over here for me.
36:23
So you'll have fun, you know, wherever you are, finish the
36:27
podcast, go and share with your boys, you know, bring some
36:32
booze, libate, relax, or just go home on Netflix and chill or
36:37
whatever. Either way, have a wonderful
36:39
weekend.