Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Client Ghosting: The System for Getting the Next "Yes" in High-Value Real Estate

Transcript

Stop Client Ghosting: The System for Getting the Next "Yes" in High-Value Real Estate · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Today's podcast episode is going to be a Part 3 and that's
0:04
because yesterday I was answering a listener question
0:07
from Lucia in Abuja, who is a real estate professional with
0:11
Rolling Stone Realty. And some of the things that we
0:15
discussed in Part 1 and Part 2 stemmed from whether it is a
0:19
good idea to call someone twice in a day because you're
0:22
following up with that person. So yesterday I did Part 1 and
0:25
Part 2 where, if I remember correctly, summary of what we
0:30
said was no, it's not a good idea to call somebody twice in a
0:34
day. Because when it comes to complex
0:37
real estate, complex sales scenarios, complex business
0:41
scenarios, complex business context, you know, those things
0:44
like that somebody is not making an answer to day-to-day.
0:47
The person is not going to answer sharply.
0:48
So what's the point? Why are you blowing up the
0:50
person's phone? In fact, for high value items
0:53
like that, if you begin, like if you're blowing up the person's
0:56
phone like it's it's a tad desperate, like you end up
1:00
becoming a pest. So if it's a simple sale
1:03
scenario, like it's for the sale of Ankara, then you know, of
1:05
course. So if you're in the fashion
1:07
space, yeah, by all means. You spoke to Madam in the
1:09
morning and she said she was going to do transfer.
1:12
It's now 3:00 PM. You haven't seen the transfer,
1:14
boss. Madam.
1:14
I say Madam, I never see your transfer.
1:17
No one is OK, but then if you're talking about now, that's what
1:21
something that cost maybe like, you know, 75 for like 6 yards.
1:25
But then if it's 750 million, you can't buzz somebody 9 O
1:29
clock in the morning, buzz the guy again by three and buzz him
1:32
again by 8:00 PM. You know, it's somehow.
1:35
So those are some of the issues that we discussed.
1:38
That's the reason why it's not a good idea because it's a complex
1:41
sales scenario and you want to be consultative.
1:44
You want to be cool, calm, like a doctor.
1:48
Yeah, that's the kind of approach that you want to take
1:49
when you're consulted to sales. Then let's see, I think it was
1:55
in Part 2 where we explored how you should always have, what you
2:00
should be looking for is advancements when you're having
2:02
these conversations. And that usually when you end up
2:04
in this cycle where you call somebody, they didn't answer,
2:07
text message, they don't respond. e-mail, they do not
2:10
respond. You go to the office, they say,
2:11
oh, guys, not on seats, but you can see his car outside.
2:14
You know, all those things. It's because you guys have not
2:17
been securing advancements. You have not been getting a next
2:19
clear step about what? The next conversation, excuse
2:23
me, the next conversation, the next meeting, the next whatever
2:25
is supposed to be. And that is one of the reasons
2:28
why people ghost. So it's like back in the uni
2:31
days, you're going to go and visit the babe.
2:32
You know, she's not feeling you or she's not sure why you're
2:35
visiting her, you know, are you a brother in Christ?
2:37
Or is it that you want something else?
2:39
You know she will, she will, you know, she will start
2:42
disappearing. You get to the hostel, she will
2:44
tell her flap me, tell her. I say I had no deal.
2:46
You know, it's that same kind of thing.
2:49
It's the same thing, personal dynamics, also the same thing in
2:51
business. But I want everything is clear.
2:54
And then people are interested and we know what the next step
2:57
is. Then that babe can say, oh,
3:00
coolie, I bear open the door. I've been expecting him.
3:03
And then you're making progress because she's interested, she
3:06
likes you, and you've made the next step clear now, OK, we're
3:09
going on a date or we're doing this.
3:12
We're doing now. It's the same thing with
3:13
business. Is the person interested?
3:16
You should be having conversations to be sure that
3:18
you know they're really, really interested.
3:19
They have a want and then they have a need.
3:21
And then you should be securing advancements at every single
3:24
stage. OK, we've done this stage.
3:26
Are you happy? The person says yes.
3:28
You now propose the next step. The next step is we should do
3:31
this. I'll be how you see them.
3:33
Then you get some feedback from the person and then you move on.
3:35
Next step, next step, next step. So so long as the next steps are
3:39
clear, then the chances that people goes to overall starts to
3:44
reduce. And I'm not sure if it's Part 1
3:47
or Part 2, but I remember saying, and I'm going to say it
3:50
again, that nothing works 100% of the time.
3:53
So please don't listen to this podcast.
3:56
You go and try to secure one advancement.
3:58
The thing didn't work. And then you now start saying
4:01
this thing doesn't work. That's no, nothing was 100% of
4:04
the time. So try the goal is if before you
4:08
talk to 20 people and then eighteen goes to you.
4:11
If you start securing advancements, the goal is from
4:15
18 people ghosting you, maybe 16 ghost you.
4:18
And then next time we're trying to bring it down, maybe 10
4:21
people are now ghosting you. You know, reducing, reducing,
4:23
reducing, or rather look at it the other way.
4:26
You talk to 20 people, you able to secure meetings with two.
4:29
If you start using the strategy that I'm teaching you of
4:32
securing advancements, you know, hopefully it will go from 2:00
4:35
to 4:00 meetings, from 4 to 6, from 6 to 8.
4:39
So that's how you should look at it.
4:40
No more and try it once. And then the thing fails and
4:42
then you say the thing does not work because nothing in life is
4:46
100% guaranteed. Oh, by the way, there's going to
4:50
be lots of noise in the background because I'm out and
4:51
about. I have some bronze in town and
4:54
so it took me to NAV Valley Estate.
4:58
So I have a few minutes. So I said let me just let me
5:02
just make this recording before I have to move on.
5:06
So any essentially that's what Part 3 is going to be about
5:08
today. We'll continue from where we
5:10
spoke about because you remember yesterday I had to run off in a
5:13
hurry. So I'm here now today to look at
5:17
that last leg. Oh, sorry.
5:19
There's one massive trailer driving by.
5:21
It's a good thing I told you guys that there will be
5:24
interruptions in the background. So I just let that car pass
5:28
before I continue. OK, Now I don't know why we
5:37
allow these massive trailers to keep driving through residential
5:40
areas in Abuja and in Lagos now. I mean, surely this can't be a
5:43
good idea. No wonder roads keep getting
5:45
destroyed and things like that. And then plus these things are
5:48
pollution hazards, you know, plenty of smoke and all that.
5:51
So hey, what was I now? Yeah, so I think yesterday, Part
5:57
2, what I said was this, that I was going to come back and then
5:59
we're going to look at, I was going to guess I was going to
6:02
freestyle because The thing is I've not had, I've not sat down
6:07
with the real estate professional now to agree on
6:09
this course of action. So, you know, beware.
6:12
But I have had lots of sessions where I'm talking to real estate
6:16
professionals in groups. You know, the most famous one
6:20
being when I spoke for was at Kairos Cairos HOF or Cairos
6:27
something that's the real estate firm in Abuja that you know, the
6:30
band supposedly is one of the major partners in one of the
6:34
major investors in. So I think my session with
6:37
Cairos must have been maybe like 3 years ago.
6:39
That was the biggest event that I had that's real estate wise
6:42
because you know, they, they have a fairly big, OK, well let
6:47
me not say big sales team. I think they have maybe like
6:49
15/15/20 people. So yes, I've not sat down to
6:56
come up with this course of action with one particular real
6:59
estate professional. But in principle, you know, this
7:01
approach has been agreed to when I'm talking to groups of real
7:04
estate professionals, whether as you know, 15 or whether it's 22
7:08
or whether it's 33. So every business now has or
7:14
every product has something called all, I call it thinking.
7:18
So I can't remember what it's called.
7:21
I think it's called the buying cycle.
7:23
I think it's called the buying cycle.
7:24
Go and do some research and check.
7:26
So every single thing has like a buying cycle.
7:29
Buying cycle just means that there seems to be a standard
7:32
group of activities or thought processes that people go through
7:36
before they buy. So let's say now, OK, I've been
7:41
talking about this car that is very sweet car, Tesla, Tesla
7:45
cyber truck. Because brothers and sisters, if
7:49
you have not seen this thing, this car is mad and I've been
7:52
seeing it in Abuja. The car is mad.
7:54
It's a bastard car. Like the thing it, it really
7:58
does look like a truck. It looks like a sci-fi thing.
8:02
The angles are mad, You know, keyless entry electric car, zero
8:07
to 100 kilometers in I don't know how many seconds.
8:11
The car is just a beast. The car is mad.
8:15
So my people say that because you don't have money doesn't
8:20
mean you can't look. So of course I've been looking
8:23
and you know, it's as if that car is like 175 to 200 M that's
8:28
million naira. That's how much it can cost 200
8:31
M By the way, even if I had that cash and I went to go and buy
8:35
cyber truck for 200 M, my wife would cost me, if she would cost
8:38
me, she would say that was my, that the money you're making is,
8:42
is is making you lose some sense.
8:44
So even if I have the cash, I can't go and buy, I can't go and
8:49
buy Tesla cyber truck. But our car is mad.
8:52
I would like, that's a fine car, very fine car.
8:56
So if you're in Abuja, yeah, check Instagram, go to some car
9:00
dealers. Just go and look at it, you
9:02
know, just just to see what the possibilities are like just go
9:05
and salivate like I'm doing. So that was a bicycle.
9:12
So people go through. In fact, that's a perfect
9:14
example now. So Cybertrop now, first of all,
9:18
the thing would choke my eye. Then I'll start looking on
9:20
Instagram, looking on Instagram. Then maybe I'll now go to one
9:25
location, maybe like Sergei Mota in Abuja.
9:29
OK, no, not Sergei Mota is one of his guys.
9:31
What's the guy's name again? Somebody Lexus.
9:34
Is it Kunle Lexus or something? And what the guy does is he, he
9:39
remodels cars. Abuja has a crazy car culture.
9:42
I only discovered that this year.
9:44
But boys are just wasting money in this, in this city.
9:46
I don't like they're just wasting money left, right and
9:48
center. I used to hear it before, like
9:50
just was only now that I'm seeing it.
9:53
So you go there, you see a physical 1, you know, you look
9:57
at it, you know, things like that.
9:58
So you can see that whether he's buying cars or whether he's
10:01
buying real estate, people go through certain cycles, they go
10:07
through certain stages, they go through certain thought
10:10
processes before somebody would say, Oh yeah, I'm ready, take my
10:14
100 M, give me plot of land or take my 200 M, give me
10:20
Cybertruck. So in real estate now me, I'm
10:24
guessing you real estate professionals, you'll correct me
10:26
just in case I'm wrong. So my guess is this people go
10:31
through like a planning and research stage, then people go
10:35
through a property identification stage.
10:37
You know, that's where they start looking at houses or land
10:39
111 single single. This is no more fury property
10:42
identification stage, an inspection stage, then critical
10:46
due diligence. That is where people start
10:48
looking at title. Who is the owner of the land?
10:50
Is this seat of all? Is it customary right of
10:53
occupancy? Is it this is it, this is it
10:55
that you know, things like that. Then the final stage will now be
10:57
transaction and closing. You know, come to the office,
11:00
you know, have a glass of wine, sign documents, you know, blah,
11:03
blah, blah, blah, blah, and all of that.
11:05
The final step, So I repeat, this is my assumption.
11:10
Real estate professionals. If I'm not correct, I give my
11:13
phone number at the beginning and at the end.
11:15
Oh, I didn't give my phone number this time.
11:16
Yeah. If you'd love to connect with
11:17
me, my name is Tavish Mahade. I'm the host of the podcast.
11:20
The number is 08064662140. Call, send me a text message or
11:27
send me a WhatsApp message. I'll also give the number at the
11:30
end of the episode. So if you're driving, you know,
11:33
don't worry. Bye.
11:34
By the time you get to the end, you know, unpack your car will
11:37
probably be the end. So you can write things down.
11:41
So if I'm wrong, real estate professionals send me a message
11:44
and tell me that Mister Tav, you know, you actually are wrong.
11:47
So I'm assuming that the typical buying cycle for real estate
11:50
professionals is #1 planning and research.
11:53
You know, you start thinking, is it Maitama?
11:55
Is it Guzapi? Is it Lucky Phase 2?
11:58
Lucky phase 4, Is it Banana Island, is it Echo Atlantic, you
12:03
know all those sorts of things and then you start talking to
12:05
one or two people. Then property identification,
12:08
that is when you have gone beyond is it a good idea?
12:12
Now they think it's a good idea. Now you're talking to two or
12:15
three Realtors and then you start fixing that meeting that
12:17
oh, OK, let's go to Banana Island Monday, 8:00 AM.
12:22
You look at it, say I don't like it.
12:23
Then you fix another appointment let's go to Echo Atlantic
12:27
Wednesday, 6:00 PM. So that's the identification,
12:33
identification and inspection stage, then critical due
12:37
diligence That's why they'll start asking questions.
12:39
I like this plot of land, who owns it and it's Lagos State
12:41
government. How are they passing it out, how
12:44
are they doing it? What's the offer, what is legal
12:47
framework because you know, people ask these kinds of
12:49
questions because you know you're going to go and buy plots
12:52
of land, you know, hundreds of millions.
12:54
Nobody wants to be in that situation where you drop money
12:57
and then you know, next thing you start hearing or monilly,
13:01
you know we are the sons of the land or you gave the money to
13:04
the wrong person or the person who pretended to sell this thing
13:06
to you. The person is on that EFCC
13:08
investigation and you know all of that rubbish.
13:11
So that's a due due diligence. Then transaction and closing.
13:17
Then after that title perfection, title perfection.
13:19
That's in case the title is not too smooth.
13:24
So for those of you who have had parents passed recently and you
13:28
know, Popsy or Mumsy had a piece of land, then you have to go to
13:31
the lawyer and you have to go to the registry, you know, to start
13:36
processing this paper. So you know what I'm talking
13:39
about. Those are all those steps.
13:42
So today what we're talking about is how you do secure
13:47
investments. From what I've said now, I've
13:50
spoken about four, maybe 5 distinct stages that people are
13:54
going to go through. So you as a real estate
13:57
professional, Lucia, and then also Mr. Jackson, who called in
14:00
live. So Lucia and Jackson, you know,
14:02
be paying attention. Now, when you are accompanying
14:06
people through all these stages, what you are doing is you're
14:10
asking them questions to learn about them, learn about their
14:12
wants, learn about their needs, what do they desire?
14:15
Then you're also trying to answer whatever questions that
14:18
they have, you know, to move the deal along because it is rare
14:24
for somebody to just show up today and say, do you have a
14:28
piece of land in Metama that is worth 500 M?
14:30
And then you say yes. And then they say where's your
14:32
bank account? And they transferred the money.
14:34
Yes, those sorts of things do happen, but it is extremely
14:38
rare. So stop hoping on that kind of
14:41
thing. Would be nice if that kind of
14:43
thing happens every day, but it doesn't.
14:45
Typical thing is people will be asking you plenty of questions.
14:48
You too, Lucia and Jackson Jackson be asking them
14:53
questions. So and then at the end of each
14:59
stage, remember these are different stages.
15:01
You should be asking questions or making proposals so that you
15:06
can transition to the next stage, the transition.
15:12
That is where people start ghosting you.
15:14
Somebody goes and they see a piece of land, they smile.
15:18
They say that The thing is OK, in your mind, you feel as if
15:21
yeah, yeah, yeah, yeah, yeah. They're interested.
15:23
Yeah. You feel as if you're you're
15:25
making progress. And then you get sloppy and the
15:28
guy says, ah, correct. Nice one, nice one, nice one.
15:31
You know, we go young. We go young at the com, At the
15:34
com. Let me talk to wifey, you know,
15:35
that kind of thing. And then person disappears.
15:38
You didn't handle the transition well.
15:40
You didn't agree or as to what the next step is support is
15:43
going to be. Now that is an advancement and
15:45
that is part of what I was arguing about in yesterday's
15:49
episodes. Part 1 and then Part 2.
15:53
So today's Part 3. So now let us pretend that you
15:58
are the planning and at the research stage.
16:02
So they've asked questions you 2 you're asking about their
16:06
budget. Why do you want to buy real
16:08
estate? These are that you try and get a
16:09
sense of their timelines. And please real estate
16:12
professionals, you guys don't ask about timelines and it's a
16:14
Nigerian thing. Nigerians will ask about
16:16
timelines, but you need to ask, you know, when do you need this
16:19
for? Is there any specific project
16:22
that you're planning towards? You know, you need to ask all
16:25
these questions because it helps you to to pace your, your follow
16:29
up or follow through. So timeline is really, really
16:33
important. You know when now that some of
16:35
us who come from some industries where timeline is a given, like
16:39
in the wedding space, you know, the timeline is a given because
16:43
you know, you just well, you have to know when are you
16:45
getting married? Have you booked the hall?
16:47
You know where those kind of questions.
16:49
But in other fields, since the timeline is not a given, maybe
16:51
like selling cars, like if I go and look at let's say now I have
16:55
200 M cash in my hand and I want to go and buy this Tesla cyber
16:59
truck. I can assure you, excuse me,
17:02
whoever it is that I go and meet and the person has the truck,
17:06
the Tesla cyber truck, I can assure you there is no car
17:11
dealer in Abuja who's going to come out and ask me straight up
17:13
that OK, cool. Yeah, you like the car, You seem
17:15
interested. Nobody's going to come out and
17:17
ask me some simple questions like OK, this is going to be a
17:20
cash outright purchase or are you considering financing?
17:23
None of them will ask because nobody wants to be too pushy.
17:26
Then none of them is also going to ask.
17:28
So how soon would you like to take delivery of this vehicle?
17:31
Nobody will ask, but these are OK questions to ask people.
17:35
OK, so you're looking at it seems like you're interested.
17:37
So is this going to be a cash purchase or do you want to
17:40
explore finance? And yes, financing options are
17:45
some of you say I'm talking grammar, it doesn't apply.
17:47
And look, it applies in Nigeria. When I was in secondary school,
17:50
my mom has the last SUV my mom she bought when I was secondary
17:53
school, that's how she bought it.
17:54
It was car, it was car financing through her own bank and it was
17:58
Elisa de Motors that she bought you through.
18:01
So the reason why at least why I don't have Elisa de Motors are
18:04
still, you know, like that because you know, I'm in Abuja
18:07
now and I've only seen Eliza de Motors one building, but in
18:09
Lagos they have a problem presence.
18:11
So the reason why Eliza de Motors is big is because they
18:14
have a well thought out sales process and they're following
18:17
these things. So they're asking people these
18:18
questions. OK Madam, you like this car?
18:21
Is it cash you transferred beam or is it financing or is
18:25
financing? These are the options that we
18:27
have available. This is how much you will drop
18:29
down now. You will drop this one first.
18:32
You can see that that's an advancement, next step, next
18:35
step, next stage, next stage. So that if you're calling to
18:40
follow up, sorry, follow through.
18:45
There's a specific thing you're asking.
18:46
Madame, This is Kunle from Elisa de Motors.
18:50
You were over at the dealership last week, Wednesday.
18:53
You said that you were interested in financing on the
18:56
Soso so and so model. Is that correct?
18:58
You say yes, OK, I have been able to speak to Accounts
19:04
manager. If I remember correctly.
19:06
You say you're with Access Bank. Yes, that's correct.
19:09
And we access these and these and these are the options that
19:11
we have available. Madam, would you like to come
19:15
over to the office or should I send one of our agents to you so
19:18
that we can start looking at financing packages?
19:20
You can say how you're moving the conversation.
19:22
Small, small, small, small, small.
19:24
Some of you say what I'm saying is grandma or it doesn't apply
19:28
to it applies to Niger. There are companies doing it.
19:31
It's just that at the level that you're operating at, you haven't
19:33
seen anybody doing it. So anyway, I bet you nobody's
19:36
going to ask me when would you like to take delivery of this
19:39
car or how soon do you want this car or this car that you're
19:41
buying? Is it for you or for Madam?
19:44
OK, if it's for Madam, when are you targeting?
19:46
Are you targeting Christmas? Are you targeting her birthday?
19:49
Oh, by the way, even if you have 200 MI, don't think you should
19:51
buy cyber truck for your wife or because I haven't seen any woman
19:54
that seems to like cyber truck. But then again, women listening
19:57
to this podcast right now, if you have 200 M and you want to
20:02
buy cyber truck for your your boyfriend or your husband, don't
20:05
buy. First of all, don't buy for your
20:06
boyfriend. You would be stupid.
20:08
I'm repeating you would be stupid.
20:09
If you're buying 200 M gift for somebody who is just boyfriend,
20:13
you'll be madness. Don't let me hear that, I'll
20:15
disown you. So for your husband now if you
20:19
want to buy a sabotage and for him, yeah, sure, no problem.
20:22
It's a good idea because we boys guy, that guy is sweet.
20:26
Go help us. What was I?
20:30
What I was trying to say basically was there's nobody in
20:32
Abuja that is going to ask me when do you want to take
20:35
delivery. So real estate professionals,
20:38
you need to start asking timeline questions.
20:40
The person wants to buy a piece of land, OK, Is it because he
20:43
wants to flip? When does he want to Philip?
20:46
Does he want to build when he's interested in doing ground
20:49
breaking ceremony, when he's interested in moving ahead time
20:53
wise, things like that. It gives you a sense of how
20:55
quickly you know you're to to pursue some people because
21:00
you're talking to someone and based on all the answers the
21:02
person is giving, it looks like that timeline is in another two
21:05
years kind of person. You know that you can't take it
21:08
easy. You can't be cool.
21:10
Call them in January, call them in March, you know, call them in
21:14
August, then maybe next year. You cannot pick up the pace.
21:18
And of course the person who it looks like the person's timeline
21:21
is 2 months, that's the kind of person that you're close marking
21:26
them. You call them first week of
21:28
February 2 times, maybe third week of February, you know, 2
21:33
times, then you know, you pick up the pace with those kind of
21:36
people. So back to where I was so
21:40
planning and research stage. So you guys are having those
21:42
questions what their intentions, their budgets, their interests,
21:46
you know, their timelines. Then if it looks like the
21:49
meeting goes well, that is where you guys drop the ball.
21:52
You ask them, are you still interested in moving ahead?
21:55
You ask for feedback, you know, like that.
21:58
For those who say yes, you now propose the next step, which is
22:02
let us schedule a site visit so we can show you some of the
22:05
inventory that we have at so, so, so and so real estate and
22:10
then keep quiet. And then you hear some people
22:12
will say yes. In that case, you have an
22:14
advancement. Good.
22:16
When you're calling the person now, especially since the person
22:18
has agreed in the past, the person is more likely to pick
22:21
your call because they agreed that this is the next step.
22:26
Even if they don't pick the call, but then they see your
22:28
text message. They're polite human beings.
22:30
They will now respond, that's sorry, Agatha, I was out of
22:35
town. I had to go and attend my
22:38
uncle's burial. Please give me, you know, three
22:42
weeks, let me get out myself or they will respond because you
22:46
had an advancement. But if you finished the first
22:48
meeting, you didn't ask them whether they're interested
22:51
because some people are interested.
22:52
Some people are just curious. You ask so that the person who
22:55
just goes to say, I know my wife was saying that, you know, one
22:59
day we should invest in real estate and you know, I think
23:02
it's a good idea. So I just say, let me come in
23:05
and talk to you. People ask by people are real
23:06
estate professionals and you're in the estate.
23:09
That kind of person who has already used his own mouth to
23:11
say it was just curious. That's not the kind of person
23:14
that you start calling twice a day or twice a week.
23:19
I don't think you even call him twice a month.
23:22
I think you call him every other month, but maybe you collect his
23:25
e-mail address. Maybe you put him in your
23:26
WhatsApp, you know, listed at least his same broadcast, you
23:30
know, properties available, different finance options that
23:33
you have. Let's see what else new
23:37
developments coming up, you know, all those sorts of things.
23:42
So ask, are they interested? Then propose the next step, that
23:46
is the advancement. Would you like us to go and
23:49
start looking at inventory that we have on ground?
23:55
We have 5 plots available in Maitama that seem to match your
23:58
description. How soon would you like to see
24:01
them? You can see you're proposing a
24:04
next step. You're proposing an advancement.
24:10
That is how we move things forward, step by step by step.
24:14
Too many of you are not making that transition smooth.
24:18
The transition is awkward. If you don't even try and
24:20
transition at all, you assume that they themselves make the
24:24
transition. Transition by themselves.
24:26
How? It doesn't work that way.
24:28
You are the professional. You're the one that is leading
24:31
the thing forward. That is how you're going to make
24:34
progress. That is how you move.
24:39
So you agree on a site visit, then you try and narrow it down.
24:45
OK, no problem. For the second week of March, my
24:50
calendar is available all through, so long as we make it
24:55
between 8:00 and 12:00 in the afternoon.
24:59
You know, Chief does not work for you and then hear what he
25:02
has to say and then you narrow it down.
25:04
You get a specific time and then you're offered races.
25:07
So when you are calling to remind him when you're calling
25:11
now you're following through. It's not a nonsense call.
25:15
It's not an anyhow anyhow call. It's not a boss.
25:18
I just say I agree to your call. It is not a boss.
25:21
I just you know, I was just thinking, you know how far I've
25:24
not heard from you kind of called.
25:25
There's something specific to discuss.
25:27
Boss does not answer. You drop a text message, Brussel
25:31
respond. You can move it forward like
25:33
that. Like that?
25:33
Like that. If he's not going to be able to
25:35
make it, he will tell you. Oh, I'm sorry, I totally forgot.
25:38
We agreed. Friday for 12:00 PM.
25:40
Can we reschedule? You see, the conversation is
25:42
moving forward. So where was I?
25:48
So you're done with research now?
25:50
We're now transitioning to the next stage.
25:52
What? You propose these site visit.
25:54
Now after site visit, of course you ask questions.
25:59
This one, did you like it? What do you think?
26:02
And what of Madame? What do you think Madame will
26:03
think? You know, all those kinds of
26:06
questions, but eventually you have to get to the point where
26:10
you know, you ask the person you know, is this cool?
26:12
Are you interested in this? Are we considering this?
26:15
If you don't want to be too hard to close that maybe what you can
26:18
do is just OK with you. You know what, we've looked at 3
26:21
so far. You are smiling at this one.
26:23
And he smiled at the last one. So can I just Asterix these two
26:26
properties so that we'll discuss them later?
26:29
You can see that it's still something you've Asterix 2
26:31
properties that we'll discuss later.
26:34
We'll come to the office and then we'll discuss.
26:39
So eventually when we're done with the office and we'll do the
26:42
discussing stage and then everything, you know, what's the
26:45
next step? You know, you real estate
26:47
professionals go and talk to your senior colleagues.
26:50
Your senior colleagues will tell you this is how you're supposed
26:52
to structure it by the time you're finishing one stage,
26:55
propose the next stage, secure an advancement.
26:59
So what's the next step? Is it sign letter of intent?
27:03
I know that's another thing. I don't know if they do it here
27:05
in Niger or is it OK, you're interested in this.
27:08
The next thing is we're going to start investigating title.
27:10
So to do that, do you want to engage your own lawyer or do you
27:14
want to use our own services? You know, what information will
27:16
your lawyer need? You know, blah, blah, blah, but
27:18
shower moving this thing forward.
27:22
What is the next step? In fact, that should be the take
27:26
away for today's episode. Real estate professionals, any
27:30
professional listening to this thing right now, as you're
27:32
talking with somebody and you people are having fun and you
27:34
people looks like you're making progress, looks like you're
27:37
feeling them, they're feeling you.
27:39
At the back of your mind, you should always be asking
27:41
yourself, OK, by the time this conversation finishes, what is
27:44
the next step? Once you have that answer in
27:49
your head as the meeting is rounding down, you propose the
27:53
next step. Then seek for feedback, get them
27:58
to agree or to disagree. If they disagree, it means that
28:02
we have missed something in the earlier steps, you know, So
28:05
we'll do that. You know, that's another podcast
28:07
episode. But if they agree, good.
28:10
Your chances of being locked in a follow up for follow up sake
28:13
game will go down because the person will see your missed
28:19
call. Please send a message.
28:21
Person will see your message and then they'll remember.
28:23
Oh, it's true. Me and Lucia, me and Jackson, me
28:28
and Agatha, me and Chukunyangyam were actually supposed to do
28:32
this next thing, but I forgot and they will get back to you.
28:37
So summary Part 1, Part 2, Part 3.
28:41
The answer to Lucia's question. Is it OK to call twice in a day
28:43
in real estate? No, don't call twice in a day
28:46
except if it's an emergency. It could be an emergency.
28:50
Like, oh, OK, sorry, now I'm blowing up your phone.
28:53
We actually need to move to social.
28:55
And so stage the papers now and governor's office, the above to
28:58
sign C of oh, we need this and this and this and this
29:00
information. Now it's an emergency.
29:02
You're not being depressed. In fact, they will even tell you
29:05
thank you for blowing up their phone because it's an emergency.
29:11
So don't come back twice in a day.
29:13
So Lucia, that's the answer to your question.
29:16
Space it out if you're going to be quick because you're anxious
29:19
and twice a week, I can condone twice a week in your own
29:22
situation. Well, of course, you know, it
29:23
depends. It depends who is the person, at
29:26
what stage are the conversations, all those sorts
29:28
of things. But most importantly, make sure
29:30
you have a good reason to call. The only way that you have a
29:34
good reason to call is if you secured an advancement.
29:36
If you didn't secure an advancement, I can assure you a
29:40
lot of the time you're going to end up being ghosted and people
29:45
ignoring you and things like that.
29:47
You can't move the conversation forward.
29:48
So these are the dynamics that we also be paying attention to.
29:52
And I'm sorry that when you guys ask what you think is a simple
29:58
question, I don't give you a simple answer.
30:00
But honestly, sales is a system. It's like you're building a
30:04
house. The foundation has to be sure,
30:07
then the decking has to be sure, then the pillars has to be sure,
30:11
then the roofing has to be sure. You know, like everything it
30:14
builds, then you have one good solid house.
30:18
It's the same thing with sales. So we need to make sure that
30:21
every single stage is sure, the foundation is correct, is
30:25
strong, is sure. So that's the reason why I don't
30:28
give you simple answers to these simple questions because
30:32
sometimes the reason why you are hooking at this stage is because
30:36
there was something you're supposed to have done at the
30:38
last stage that you did not do. And even if you don't like my
30:43
long answers, please beware of anybody who gives you a magic
30:49
pill answer in sales. That person is just winding you.
30:52
You'll collect your money and you'll be on your own because
30:56
when you hook, you will now not know which way to move forward
30:59
or to move backwards. There is no magic pill answer in
31:03
sales. So anybody who is telling you
31:05
dress this way to close more deals, say this magic phrase to
31:10
10X your pipeline or to 10X your close rates, ignore those
31:14
people, please. It's not as if those things
31:15
don't work. They could work.
31:17
But because the person is not teaching me a larger system, If
31:20
you're making progress, you don't know why.
31:21
If you hook, you don't know how to untangle yourself.
31:26
All right, anyway, let me stop here because, yeah, I'd like to
31:29
make one anyway. Let me just stop here.
31:31
So that's it. And that's all for today.
31:33
Remember, if you'd love to connect, my name is Tavishima
31:36
Ayede. I'm your host.
31:37
You can call, send me a text message or WhatsApp message on
31:40
08064662140. Yeah, that's it.
31:46
And also subscribe on Spotify, YouTube or Apple, any podcast
31:50
player that you like. And remember in your feed, we
31:53
have over 1200 resources. So keep listening, keep on
31:57
applying. And yeah, sure, please reach
31:59
out. So yeah, that's it.
32:02
I hope everyone has a wonderful day and I will catch you guys
32:05
some other time.