Business Lessons from a Mechanic: How to Grow Without New Leads

Lots of Nigerian business people or Nigerian sales professionals always think of creative and new ideas about how to make money. Creative and new ideas about how to get customers. That is one of our most single obsessions every single day or at least every single week. But we forget that they're very simple ways to increase our revenues from existing deal flow. In other words, what I'm trying to say is a lot of us are waking up and obsessing about how we can find new customers today,

find new market today, find new hustle today. Or we forget that there are simple ways to make money from the people that we already know now, not the people that will go and find tomorrow or next tomorrow. The people that we already know now, the people we did business with now, the people we did business with last week, the people we did business with last month. It's a gospel I'm not going to get tired of preaching.

We just need to learn how to maximize customer lifetime value. The idea behind customer lifetime value is every single time a customer comes across our path, a potential customer comes across our path and then they drop money. They have now become a client. We hope that they will drop money again in two or three months or maybe six months or at the end of the year. And the plan is, we hope that as they're coming back in six months or next year, they're also bringing one or two people along with them.

So if Nigerian business people and sales professionals learn how to do a better job of converting this existing customer into repeat purchase, then from repeat purchase you now convert and get referral. A lot of us to be happy of. Now, I'm not saying that we shouldn't run after new customers tomorrow. We should always be chasing Our Daily Bread. That's the reason why they call it daily bread. We wake up this day, we go chase AM, wake up tomorrow we go chase AM, next week we go chase AM.

But we're losing opportunities for some good revenue flows because we're not paying attention to the people that we've done business with today. Now, the reason why we're looking at this today is because for those of you listening to the podcast, you know that this is my jalopy. The AC packed up like last month and I was in tight spot. When I went to go and see the mechanic, the guy said or guy compressor this. The moment he said compressor, I

knew that man. This is a long story. So I just told him like how much he said compressor this, this, this what again condenser or something, something down the long will be like 250 in my mind. I just you know, OK, this is a long story. I told the guy don't open it. Don't even open it. Just leave the car. When I have money I'll face you. That's how I left and that's how I was driving without AC. Then my wife begin to frown because she said what kind of lifestyle is this?

She said we're living in the ghetto. Then how can we be living life without AC? One thing, one thing, one thing, one thing. So eventually I decided, well, you know what, let me just go and get this thing done. Even one of my clients myself based in Lagos, the guy who is in solar sales, you know when the guy had my predicament, he was saying that guy, how can you live without ACI? Said man, I'll go rough. But anyway, I had to get this thing done.

So I told the the guy now so that when Mumsy was around now Mumsy was staying with the kids. Then I was now able to run around, do a couple of things by the time I finished. So I make candy come and carry the car. That's how the guy carry the car. Carry the car and go. Remember in the beginning we say condenser and what's this thing called condenser and compressor 250K. So nine they start work. Luckily the price had come down South condenser and something and I came up to 220 something.

But the problem was the evaporator now had issue demo starts now had issue fungal growth now come enter the matter on and on and on or more before you know it 400 and was 150 something 450 something to fix this major loopy. Now you guys will appreciate the reason why I come over here on the podcast and I keep keep on ranting about how I must buy a brand new car. I can't keep on with this second hand crap because of all these headaches.

Some of you will wonder that we're supposed to be talking about how to increase revenues. I'm telling you about mechanic. That was the connection. Relax, relax just you. I'm going somewhere. I'm going somewhere. If this your first time listening to the podcast, you know, don't please just hang on. I'm getting somewhere. Don't worry. I know I rat sometimes, but don't. I'm getting somewhere. Just trust me. So that's how shall foundering and fixing something.

That's how this thing just evaporates, just disappear. I already had plans for that 450. But anyway, the way my wife, my wife likes to look at it, she says, you know, God provides that, you know, God knew that the AC was going to back up. That's why this money just hit your account. So that would just use this money and then clear this thing. And I have to agree with her. But sometimes I think, you know, God, you know, can you give a *** a break?

So, so that's how 450 just evaporate. But how we sorted it is he's doing fine. My life is not squeezing her face anymore. The kids are happy. We can play the podcast in the car now. People are not choking on, you know, these trailers that drive up and down with all that black smoke. So we're living cool. We live, we're living fine. We're living all right. We're living good. Then yesterday now, as I was just chilling, that's how my phone buzz.

I checked, I saw his mechanic. I thought I paid the guy everything so I just answered the call and then I was like boss, how you doing? Now I'm like hey, I'm I'm good, I'm good. How Madam now sure baby is doing OK because he they just gave birth recently, you know, they were having issues conceiving, you know, stuff like that. But anyway, they're sorted now. So hi baby. Now baby is OK. I said I hope no problem that the remaining money I don't transfer him now.

I said no and I understand now I saw, I saw it no problem, no problem. So basically the mechanic just called me because number 1, he wanted to say thank you #2 he wanted to be sure that the AC share no problem. Everything they cool everything they chew. I said so far I think they chew OK, but you know, not only morning and evening, I don't the driver man, I never drive. I miss high hot sun. The guy said OK, no problem, no problem.

When you use an entire hot sun, just let me know just buzz me. I want to be sure that everything is OK. So I said no Hannah, no problem. Then he also mentioned that Bros that your car, they think they do have starting. I said yeah, I know they do have start. I don't change the air pump, I don't do this. I don't do this, I don't do this one, you know. And then the guy said no in a simple matter. Now, now, now the fuel pump, I

say I beg, I don't tire for fuel pump. And the guy said no, I saw it when I opened it, I see seen a new fuel pump. But in all these new fuel pump, you know, they know they last we suppose buy correct Belgium. I say yeah, so we buy Belgium, we go you will solve the problem. And I say correct Belgium. I say OK. I say OK, that Belgium. I could be how much the guy called the price. I say, you know what, just just chill. First I want to arrange one or two things.

You know when I'm done now I'll call you guys say I know a Hala. Then he ended the call. Now for those of you who are sales astute, you will see what that guy did. The rest of you, you don't see the connection yet. I repeat, I went to go and fix my car with his mechanic, ended up spending 450 something. The guy called back to say bro, thanks, that's number one. Then #2 she everything there all right, The indeed she should be the chi OK, he's chilling, no problem.

And when you use I miss a hot sun, just buzz and let me know. So OK, no problem. Then next thing he said boss, you know, say that your car, they do half starting and say yes I know, I'm aware. And then he's OK. This is what the solution is going to be and this is how much you think it's going to cost and that's OK no problem. In fact, when I was saying that you know what, I don't have money right now, the guy was now saying that look, this half starting, if we know cure this half starting, the thing will kill your Kickstarter.

Say you say yes now and see what the Kickstarter be that. So OK, no problem. When I arrange, I'll call you. That's how we ended the call. This is what the guy was doing. This is what a semi illiterate mechanic was doing that lots of you who have business degrees and master's degrees and you're in business, you guys can't figure out for yourself. In business, there's something that we call the customer success function and the customer satisfaction function.

They're kind of like subsets of the selling function. Oh, by the way, I'm a former lawyer. I turned business consultant. I'm business consultant. I'm also a sales coach. So this is my line of specialty for those of you who are just discovering the podcast for the first time. So apart from the sales function and the marketing function, we also have the customer success function and the customer satisfaction function. The summary of customer success and customer satisfaction just means these people that we've done business with, are they happy?

Is everything cool? Is everything pure? Are we on the same page? Is everything smooth? Are we aligning? Are we grooving? Well, that is customer success, customer satisfaction. Customer satisfaction just means are they happy? Customer satisfaction just means the thing that I promised them, how they achieved the thing. There are lots of you who finished dealing with customers and you don't carry out the simple basic function of customer, customer success,

customer satisfaction, buzzing somebody back to say thank you. Then customer success, the thing that I promised you has the thing click is the thing moving? And then the next question, now that everything don't smooth, are you happy? It doesn't matter what line of business we're in. Consultant, mechanic, Carpenter, plumber, brain surgeon. What else? OK, police officer? No, anyway, let's forget police. But it doesn't matter what line of business we're in, even self,

what kind of career that we're in, customer sex, customer success, customer satisfaction, make sure that everybody is happy. Everything cool, everything smooth, everything fine. It is when everything is smooth and fine that we will now be able to get repeat business, especially in Nigeria today where most business people just collect money and then go. Some of you hearing me narrate this conversation, you guys be surprised and say hey mechanic,

my mechanic has never done this thing that I've been driving car in Niger 30 years. No mechanic has ever done this kind of thing to me before. There are some of you who does your testimony that you've never had this kind of treatment from a mechanic. So customer success, customer satisfaction, is everybody happy, everything good, everything is working OK, good. The next thing, repeat business, you try to get them back in the door again.

If you get them back into the door again eventually you will try and get referrals from having from exercising the customer success and the customer satisfaction function. You'll be able to upsell something and cross sell something. Remember I told you that the mechanic said Bros this your half starting. He said the problem go be fuel pump anyhow shy no go past that fuel line. And I told him that look I'm tired. What we did is we put new pump.

They say yes, confirm. I don't see him and a new pump be that. But his new pump they know they last we suppose do correct Belgium. And then he also moved into the implication. That's why I talk about spin selling from Neil Rackham 1970 something or 80 something, I can't remember 8676 spin selling by Neil Rackham. If you go on YouTube and just Google spin selling, you see lots of people talking about that guy's sales methodology.

So spin selling situation questions, problem questions, implication questions need payoff questions. So you ask questions to understand what the situation is. Then you ask questions about the problem so that you you are aware. Implication problem is just where you make the other person aware that look bro, this is a serious problem. In this case, implication question was Bros say you know this half starting nine day kill Kickstarter, that is an implication question.

You let the other person know that look this problem that you're seeing is not just ordinary. This not the implication. That is the reason why Neil Rakam. Neil Rakam is not a Nigerian by the way. That's the reason why Neil Rakam. That's the reason why the guy called him implication question. When the other person feel the implication, then it becomes a much more serious issue because I didn't know that before. He said, that's one that kills Kickstarter.

Matthews, like for real? The guy said yes, no. Then the guy explained, then from there, need payoff. Need payoff just means if we go ahead and we do this, this is the benefit that we'll have for you. And then we had that conversation as well. This is how much it will cost. But if you do this now, you're going to forestall problems that will happen if we kill the Kickstarter and the Kickstarter cost this amount, this amount,

this amount. Semi literate mechanic. But the guy, I don't figure him out. Some of you educated people, you never clock him yet. These are some of the simple ways that we can make money from the people that we already know, that we did business with today, that we did business with last last week, that we did business with last month. Simple ways to increase revenues from existing deal flows. Now, I won't tell you whether I

go back to him or not, but he made one phone call. He figured out I was OK. He figured out I was happy. He said current advancement. We're still going to talk later on. Now by the time I test it in the hot, hot sun to be sure that AC is OK, then you try to do an upsell or cross sell. Is the upsell I be cross sell. OK, well, there's the difference between upsell and cross sell. An upsell is when you try and get somebody to buy a much more expensive item.

Then a cross sell is when you get somebody to buy something else, but that's something else is going to help somebody get more value from what it is that the person has bought right now, bought today. So in this particular, is it an upsell or a cross sell? You know what, you guys figure it out. What he tried to do to me, figure out whether that is an upsell or a cross sell, figure it out. Let me know, oh, by the way, if you'd love to connect with me,

you can call me, send me a text message or a WhatsApp message on 08064662140. If you're interested in the 15 minute sale audit, you want me to look at some of your processes, you can WhatsApp me on the same number 08064662140. If you'd like to join my WhatsApp channel, send me a WhatsApp message and I will hook you up. Or if you just want to say hello, that's not a problem. Call me, send me a text message or a WhatsApp message.

Let's have a chat because I like meeting people who listen to my podcast. I'd like to know how'd you find the podcast? What kind of problems are you working on at the moment? And then if there's any way that I can be of help. But Shah, I trust that you guys have gotten the point that I'm trying to make that you can make more money from people that you already know just by calling people and having in mind the customer success satisfaction.

The thing that I promised you, the thing that I did for you, is it working? Problem solved, problem achieved. Then customer satisfaction. Are you happy? Because sometimes you can deliver what it is that you promised and it works, but they're still not happy because there's one or two unrelated issues. It is best that you know that thing now and try to resolve it now because it is only when people are happy that you can call them again to say, boss,

how far it's been a while. We know they see your face again. We know they see your brake lights. You can't have that conversation of a what's up? We haven't seen you in a while, you know, blah, blah, blah. You can't have that conversation as people are happy because somebody's angry and say Bros, have fun. I will notice your brake light again. You know, some people, most Nigerians be polite and they'll just, you know, laugh it off blah, blah, blah and then just leave it.

But there's some people that's when they will give you a tongue lashing. They say, you know, they see my brake light how you see my brake light the last time I was there. Simple. So, so, so and so did you sort it out this and you say Bob Bros, you know, tell me now you take responsibility for your customers, for your clients, you try and figure out exactly what it is that is going on and let's make this money. All right.

So this whole thing, when people talk about the customer experience or the user experience, it's not just an academic something or the customer experience, the user experience, it can enhance your top line. You can get more money from that. So should pay attention to these sorts of things. So applying these principles can be tricky. So if you need me to look at your particular circumstance, that's not a problem. Call me, send me a text message or a WhatsApp message again, the number 08064662140.

Now before we leave in usual fashion, I've come up with a case study that I want us to look at because the example that I gave now mechanic and is a real life something. But some of you will say I'm not a mechanic now So what does it have to do with me? No problem. Some of you will say I'm not an illiterate, So what does this have to do with me? No problem. Some of you will say I'm in a premium. Something something, something,

something, something, something. No problem. I've come up with a case study to try and show you how. Now this case study is not going to apply to every single person. So I expect you to use some creativity. Just listen, try and see how it applies to your own particular circumstance and then apply accordingly and all shall be well. So let's pretend now that there's a business person and her name is Amaka. And let's say Amaka runs a business called Second Life Species.

Now this our business now Second Life Spaces is into premium upholstery. So what they do is if your chair spoil, they'll fix it up nice for you. You know, put new form inside, put new leather, put new, you know, every, every if your office chair spoil Amaka or just come in, collect your stuff and then just cook it up real nice. That's why she called her business Second Life Spaces. As per any furniture that's you know, residential furniture,

office furniture, any furniture weight damage for your house or for your office, just call Amaka and she will sort you out. So now she call her business Second Life Spaces. By the way, this is not real. But just in case there's an America out there who happens to run a business called Second Life Spaces, I beg. You know, it's just, it's just a random something, you know, nobody said they troll you or anything now. So let's say America.

Now she positions herself in a premium market so her workshop can be in motion. You know, affordable rent, you know, that kind of thing. But then she will have a showroom in Leki, you understand, in a nice mall, you light it well, you know, all the light could be shine on everything. You know, look, you know, you know that look now now five star kind of look. That's how you sort yourself up. So workshop emotion, low rent,

then the showroom in Leki. So when I customer enter, they will say wow, then they will cough up that good money now be dropping millions and millions and millions of naira. Some of you will say Bros this your example is far fetched. See this thing not be far fetched at all because when I used to live in legislative quarters in in Apple yeah Apple legislative quarters when I was there when we were packing from one zone to another zone there was this guy.

I can't remember the guy's name. I should even check my phone self because I want to interview him and then there's a way for me to interview him and put you on the podcast so you guys can hear because at the time that I met this guy is a long time ago, Sha. You don't reach like up to like 11 years now 11-12, maybe 113 years off. So I got this guy's digits because I was looking for a Carpenter. So I called him the way he answered the phone.

I don't say Amor this Carpenter now. Why? Because he sounded like a Carpenter that has master's degree. The more we were talking, I realized that, OK, that this is not the kind of Carpenter that I was looking for. So he referred me to one of his boys who came to come and sort me out because he is not the kind of Carpenter who carries hammer. What they do is bespoke, you know. In fact, they've even gone past carpentry.

Dawn is now that like I interior design levels, you know they come in they designed that whole thing where you hang your TV and then the center table and the every like all your carpentry needs, but by the time they finish your house go resemble hotel. You know that kind of carpentry badass carpentry and like I thought yes, master's degree holder. You know this is this dance of business certifications. I know what not so premium carpentry until I met that guy I

thought all carpenters were just you know, roadside computer. I didn't know that there's some carpenters down and not that level. So when I say America as an example running the business, Second Life Spaces and she's doing premium upholstery, don't say that this is far fetched that it can happen in Nigeria. It can happen in Nigeria. I have met one of these boys and that's the reason why I'm going to put this example. But you know, I just say, let me just put Amaka because you know,

it doesn't always have to be a guy that I use as examples. So for this case, Amaka. Now let's say that in our business, Amaka always has a problem. Maca is always looking for new leads, always looking for new people. You go and do this install for Chief, you know, Chief will, you know, transfer like 30-40 million and you know, then next week, she's now looking for a new lead, a new lead, a new lead, another premium install,

another premium install. So that's some of you that that's how you believe. Live your live your life. You collect good money from somebody's day and then on to the next one or yeah, tomorrow who is next? Next week, who is next, next month, who is next? The solution is now Amaka can come up with how would I call it now? How would I call it now? Let's just say post fulfillment, you know, remember that I say in business there is the marketing function.

Marketing is the function that tells the whole world that Oh yeah, now maybe it is I exist that is marketing. Then there is the selling function. The sales function is when you're talking to somebody one-on-one and you're trying to get the person, boss, Madam, buy from me. That's the selling function. OK, marketing. Now maybe this, I'm over here, I exist, then selling, boss, follow me, come by. That is sales. In the selling, you will make a number of promises to people who do this, will do this, will do this.

Like in America's case, you know, we'll do this, we'll do this, we'll do marble, we'll use this kind of wood, we'll use this kind of thing. You know, we'll use this kind of finishing. All that is the promises. Now fulfillment is the business function of where you actually go and do the thing. Because for some of you, this way you mess up. Your marketing is super. I'm over here, I exist, You shout. Well, you make noise.

People know that you exist. Good. Then your selling is super. Follow me. Come by. You do that one very well. But then your fulfillment now is rubbish, Rubbish, some of you. That's where the thing fails. There's one usually like that, no, When they were launching in Abuja, they made plenty of noise. That's how me, my wife and a couple of our friends, we decided to just invade the place or more the food. After all that marketing, the food was now second rate.

This is the reason why folks like Brian Tracy talk about subject matter expertise. You guys to be the expert. It's not if you have to be the best chef in town, but you know, you suppose, I'll put it, suppose get some level of competence, you understand some basic things so that people won't interact with you and be like Kai, this guy's a novice or this guy's an idiot. So I have fulfillment. Now the deal, some of the business functions.

So marketing, then sales, sales, make promises, then fulfillment, that's how you fulfill on the promise. Then now post fulfillment. So Amaka should now start doing some post fulfillment in her business, post fulfillment, follow up. So let's say she now delivers to Chief, install everything, bam. And now of course, maybe Chief was not around because you know, Chief is a busy man now or Madam is a busy chief of Madam. So don't always be in the house.

Maybe the house boys, the person who opened the door, they did all the work. Then part of delivery should include maybe like a photo confirmation or video confirmation. Because nowadays, especially for those of you who do physical things that you deliver, you know, it's part of your social media planning and everything that you record the thing, you make some videos, you know, you do stuff like that. So Amaka, if you're well, OK,

amaka is not real. But if you're in this kind of situation, you're in a similar kind of business like this, what you should be doing afterwards is, you know, you do some, some kind photos, some kind of video, everything like that. Then you sent to Chief or sent to Madam. It serves 2 purposes #1 you have stuff for social media #2 It's kind of like marking register to say we have delivered and this is what we delivered.

This is how we left the house, this is how we left the office. Send video, you know, that kind of thing or if I ever do online gallery. So if you know, there's some people that do online galleries for every single installment and then you send them, you know, they watch, they see the picture. Obviously everything is is cool, everything is good. So that's the first one deliver and then collect stuff from social media and then send pictures, you know, blah, blah,

blah. This is what we've just done. Then Amaka Canal boss maybe like 3 days later just to check in say chief, we came in on so so so so we did the work. We left, didn't You are not in town. I hope you're happy. I hope everything looks good. What about the field? You sat in the chair. How does it feel? Feels good. You watch your UEFA insider be. How are you feeling it All the boys even came around, they were complimenting it.

Everything is good. We thank God Sir. We thank God, Sir. We do our best. We try to keep our customers happy. What about Madam? Or Madam is liking the thing too. She likes it happy. Oh, she don't eat popcorn on top the chair. And so now, you know, and so that's how it is, you know, we women, I would like to enjoy ourselves, enjoy comfort, blah blah, you know, small talk, blah blah blah blah, blah, blah, blah. But shy. The whole point is, is everybody happy?

Good. Now there's only way you finish having a conversation with chief to have that conversation with Madam that then you can now try a referral page. Now, Oh chief, by the way, do you know anybody else any of your friends like those guys who came to watch you ever with you? Is is any of them thinking of doing upholstery upholstery renewal for for their house? You just ask, you're trying to get referrals, you see you call to see is everything good?

Are you happy? Are we good? OK, we're good. Then next day OK, since you are happy. Do you happen to know anyone else who XYZ state your line of business? Or you can even say oh chief, because remember this mechanic, right? The mechanic told me that this your car they do have starting. You can also point out that Oh Chief, while we were there and we finished the upholstery, I noticed that your curtains, some of the rings are missing.

Or you know, I think some of the curtains might do with a bit of an overhaul. I'm sure Madam won't mind Chief of love, I say ha ha ha maka, you call me again. He said no Chief, nothing like that. I just want to make sure that everything blend. You see, as we have done the upholstery in the living room and everything now is smooth. Everything blend, the cotton suppose blend too. I'll be chief. How you see him? When are you going to be around?

OK, you'll be back in Lagos on Thursday. No problem, Sir, I can come Saturday morning with some what do you call these things? Now you go in the business. I can't remember because my guy that does curtains for me, he does the same thing. It's like a book. But by the time you open the good, you'll be seeing different textures there of curtains. They just cut a small strip. So you'll be seeing the cotton. You now feel it.

You now feel it see some people their sales games on another level. This is my cotton, fellow guys, an idiot. I went to your shop. I decided on the cotton that I me, I wanted. He said what about Madam? I said no, don't worry, that I'm the one who is in charge, I'm the one who's going to sort it out because I knew that if my wife should put her hand there within the story will now enter another level. He said no problem, we had agreed.

Then he picked a day that was going to measure and he made sure that he came during the week when my wife was around. Then he asked, OK, hey Madam, we're coming for the curtains or gas selected. Gas selected this and she said well what do you mean or gas selected? Let me see what is selected out of nowhere. The guy just opened his bag. He has a bag. This, you know this bag that you carry on your bag now like primary school kids.

He opened it. He brought out this book. I said, what's this book doing here? By the time he opened it, I said I am finished each. On each page, pick like cardboard. There will be strips of strips of texture, so you can only see it. You can even touch it like that, smooth like that. They can even remove it. So that's what him and wife were doing. So this one matched the chair. This all matched the disc. We want this one to be white because I say, hey, I am finished anyway, that's, that's a long story.

So Amaka can do the same thing. You'll be around. I'll be over by Saturday when mommy is there. Amaka will come with the book. Then we'll start looking at different strips, different textures, you know, stuff like that. And they say, Chief, you know what? Because you're a loyal customer, don't worry, All these things that when I'm selecting, we'll just give you a 10% discount because we've already done living room. So 10% discount on anything here.

Just let the drapes, let the match the chair, let everything just blend. So you can see that even though it was a mechanic, semi literate person, by using this technique, you can see that you can be a master's holder. You've gone to Harvard, you're in the premium or upholstery business, your showroom is in Lucky you're dealing with millionaire and billionaire. The same thing applies for you. Like I said, if you're in consulting, same thing.

If you're a cardiologist, the same thing. If you're an architect, same principles. If you're a real estate developer, same principles apply. With a little bit of creativity, you will see how you can call people customer success, customer satisfaction. Is everybody happy? Did I deliver on the promises that I made to you? OK, since we are so happy, when are we going to see you again? How about you buy this? How about you buy that Any of your friends interested in doing this?

And if your friends interested in doing that? Now, remember what I said in the previous podcast episode that not everything works 100% of the time. The reason why I'm saying this is the first time you try it, Let's say you talk to 10 people, only two people say, all right, no problem, come to the house, let's talk. Maybe out of those two, come to the house, let's talk. No business comes on it. Some of you say this is rubbish.

No, no, no, no, it's not rubbish. Not everything works 100% of the time. Sometimes it's that you're not executing correctly. You just need to find your your pace, find your tone, find your style. So it takes a while before you get better. But The thing is, eventually you get to the point where you talk to 10 people, one person will agree that one person will agree. That is extra margin, extra profit that you didn't plan for and that you didn't have to go on a horse because it is somebody that you've done business with today or yesterday or last month or last quarter or last six months.

If it's been a year and you haven't called any of your former clients, shame on you. Repeat if it has. Been one whole year since you delivered something to somebody. You have not called any of them. Shame on you, OK? No sorry, no shame on you. But Shah, you need to repent and change your ways. So we can guess what I good morning. So even if it's only one out of 10. It's somebody that you didn't have to go out. Also, it's an.

Easier business to close than. Going to go and look to people totally fresh and over time you start getting 2 out of 10, three out of 10. In fact, by the time you start hitting three out of 10, especially for those of you who are in premium spaces, you will see the difference. So back when I used to talk was trying to talk exclusively to wedding photographers. I kept trying to stress this kind of thing to them. Now look this kind of hassle is worth it because if you're able to go from you're doing one wedding every single month that's back in the day when I

was in the business we're doing one wedding every single month maybe 303100K every single month then maybe a profit from each wedding is 130. So even if you're able to increase your conversion small just by one one extra client, it doesn't look like. Much but. Because we're dealing with healthy margins here, you will see that your monthly take home has gone from 150K to 300K every single month just because you close one extra person.

So every single month you're talking to 10 brights, 10 brights, 10 brights. You're only closing 11111. The day you become good at this game and you increase your closing from one to two, two out of 10 doesn't sound like it's much. But for those of you who have high margins, high margins, remember you go from closing one out of 10 to 2 out of 10. You will feel it in your pocket overnight. You will feel it. Let me not sing because my wife tells me I Can't Sing.

So let me just stop it there. Anyway, it's been 36 minutes, so let me bring it to a close. So that's all for today. If you've gotten value from today's episode and you'd love to connect with me, call me, send me a text message, Send me a WhatsApp message on 0806466 2140. Remember 15 minutes. He'll audit WhatsApp me same number 08064662140. For those of you who are shy, it's not a problem. Send me a message, say hello.

I say you want to be on the WhatsApp channel. I'll put you there. When you have a bit of courage and you finally want to ask, you know, what's been on your mind, you know, that's no problem. You can do that. So in the meantime, you can sleep on my WhatsApp channel, send me a number on WhatsApp and I will hook you up or before I leave, just a little bit. There's something I used to do on the podcast a long time ago, but I stopped.

So let me just start doing it again. And basically that's just, you know, what am I reading, sorry, not reading. What am I watching or what am I listening to? So currently I'm listening to Linkin Park. That's because, you know, since their lead singer committed suicide like 2-3 years ago, I didn't know that they were continuing Anyway, so I heard that they I've hired a babe to be their front man. You know, was a guy before that guy chat.

You know that that his voice. So I just heard the G. So I said, OK, no problem. Let me listen to Linkin Park. So I've been listening to that recently, listen to some of the good stuff. So yeah, if you like that kind of music, Linkin Park, that is correct. That's a nice one. Well, then what I'm currently watching, I'm watching Rebel Moon on Spotify. That's Part 1, the director's cut with Zack Snyder. Snyder is a correct guy.

In fact, after watching the director's cut, because I watched Part 1 before, I'm wondering that was what's what's wrong with these people? It's like Zack Snyder goes ahead, he makes a good movie but they never released it in full. But this time you now see his own cuts. The fool something but like this thing makes sense. Why did they cut it short? I guess there's a lesson to. Be learned here for those of us who create content because there's some people who say your content must be 15 minutes, or it must be one hour or it must be 45 minutes.

You know your content can be as long or short as it needs to be. Just make sure you drop all the value that you need to drop if you put. All the value there the. People who are going to listen will listen, and that's the reason why sometimes I do on our episode. But you guys still listen because you think it's valuable. Anyway, so yeah, that's it. Linkin Park. Rebel Moon never watched any of them before or listened to them before.

Just give it a try and let me know. So that's it, thanks for your time and attention. I'll catch you all some other time.