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Hello and welcome to the show. Today's question is still in the same spirit of trying to figure out how to close deals faster. And so the question we're going to be tackling is how we can use urgency to our advantage when it comes to closing deals. So yeah, First off, we have to define what urgency is. OK? So urgency is that urgency is not how I put it, the propensity, or rather should I say the closeness, the closeness to taking action.
Yeah, let me put it that way. So urgency is that sense of a closeness to taking action, you know, that people have when they have to make a decision. So of course, this is tied to timelines, timeliness, you know, all those sorts of things. What we're trying to look for basically is whether people have a compelling reason to take action. Yeah, I think that's a better way of looking at urgency. So regardless of how urgency is going to be defined in, you know, Oxford Dictionary or whatever dictionary it is that you use for the purposes of sales and business development,
when we hear urgency, let's think about compelling reasons or compelling timelines to take action. Yeah, that's a better one. So compelling reasons or compelling timelines why people need to take action now. Why is this important? And why do I keep stressing on this again and again and again? Because if you've been listening to the podcast, you hear me talk about urgency. If you've been in any of my live sessions or you've been on the receiving end of any of my trainings, eventually I have to bring up this thing urgency.
And I'm sure you're wondering why is this dude on this whole thing about urgency, urgency. The reason why is because if there is no urgency, there is nothing that you can do to make this deal move forward. Except if the person decides that they just want to bless your life, they want to bless you also. There is nothing that you will do to move this thing forward. Because if there's no urgency, then there's no stimulus to take action.
Let me repeat it in case some of you here didn't get it. If there is no urgency, you can't move this deal forward except if the person says, let me just bless your ministry, let me just bless your life. I like this young man. I like this young woman. She's enterprising. Let me just help her market. And that is not a pretty good place to be in because we can't count on the fact that people just want to love us and support us and then do business with us.
It also has to come from an overwhelming sense of what it is in their self-interest. And that's where the big money comes from. So OK, well, there's something I've mentioned on the podcast before. Let me repeat it again. One of the biggest things that I learned from Brian Tracy, and that's also another reason why I say that for those of us who are involved in sales, business development, entrepreneurship, we need to have a habit of regularly trying to improve ourselves, you know, things like that.
So we need that information that we have to be listening, listening to stuff. Because even if you listen to 500 things, but one thing clicks and that one thing is able to transform your, your framework and your business, and it's worth it. And for Brian Tracy, the biggest thing I took out of it was when Brian Tracy was talking about being pushing in sales. And his own take was, look, you can't be pushing in sales except if you're talking to somebody who doesn't want what you'd have, who doesn't need it, who can't afford it, and who doesn't have a sense of urgency.
And so for me, that transformed my worldview because I was, you know, we introverted reserved types of boys and girls, you know, we don't want to be a bother. And that freed me up to continue selling because so long as I'm talking to somebody who wants it, who needs it, who can afford it, and who has a sense of urgency, then I'm not being a pest. And so let's remember the urgency is a part of the matrix because if there's no urgency there, then you can't get the person to take action.
I mean, let's look at some very simple, basic stuff. If someone thinks they have a just an ordinary headache, nothing is going to happen, then you know, no sense of urgency. They're not going to be treated. But if the person is convinced that look, this thing is malaria and of course malaria can kill, then they'll go to the pharmacist and buy something or go and see the doctor or whatever. So urgency is a key part of the decision making matrix decision making phenomenon.
And we cannot close deals without going to close deals without urgency, which is where I keep on using that very, that overused the example that I use over here on the podcast about wedding photographers. I use that because that's where I started off in the business game. So a wedding photographer, you're talking to a bride. If a wedding is in two years, there's no urgency. You can't get this deal to move forward. Now, of course, this thing is contextually, shall I say is culturally or contextually different because in the West,
in America and in the UK especially, if you're a big short wedding photographer, you are used to people booking you a year in advance. So that one is different. Your bride's wedding can be two years away and yes, you will drop money now, but that's a different culture. That's a different climate in Nigeria. OK, well, let me just speak about Lagos and Abuja because that's where I did business, Lagos and Abuja. And there's nothing you can do to get a Nigerian bride to drop money for you for her wedding two years in advance.
Nothing because urgency is not there. But then if you guys are closer, let's say the wedding is 3 months away. You see, you see how that colours the, the, yeah, that big one? I use propensity. You see how that colours the propensity to take actions? Option one is 2 years away. Why bother? There's still time. Option 2 is 3 months away. And so she'll be talking to her fiance like, dude, let's get this thing sorted. The wedding date is coming and I'm getting anxious.
I've only bought dress. We haven't booked hall. We haven't done this, we haven't done this. I beg, I'm getting anxious. Let's sort this thing. So that's why urgency is important. So now the question is, how do you use urgency to your advantage? How do you use urgency to close deals? There are two ways of looking at it. There are two approaches. 2 philosophies, the philosophy. Philosophy number one, that all of you know and that everybody defaults to, which is create urgency.
Now, if you've been listening to this show for a while, you know that me, I don't like create urgency, but still I'm going to talk a bit about it. Philosophy #2 is not the common one, which is to use the already existing urgency in the situation. Because the problem I have with manufacturing urgency is if you take any of these tactics that we're going to talk about, and a lot of them are built around for more dynamics, that's fear of missing out.
If you try and kick this one more thing and the thing doesn't work, then come on, you're your own because you've done your worst case scenario and the person hasn't moved. So now what? That's why for me, I think let's just use the already the urgency that already exists in the situation and then plan our sales process around that. So let's look into philosophy #1 which is create a sense of urgency in the process. And like I said, it's built around for more dynamics, fear of missing out.
Let's get this person to feel as if. Like if I don't, if I don't take action now, I'm going to miss out on this. I'm going to miss out on that. Oh, by the way, sorry about the noise coming in through the window. Just chilling. I'm not in my usual recording space. So you're going to hear lots of noise coming through the through the microphones. There's some people that are just doing a promo type thing. Yeah, it looks like some, some sort of promo.
You know, these people that do Rd. shows. I think it's an absolute waste of time because in today's day and age, I don't see any reason why people continue with this sort of activity to promote your businesses. Because I, I don't think anyway, today's podcast episode is not about how you can use roadshows or not use roadshows to promote your business. So let me just go ahead and yeah, let me continue from where we stopped.
OK, so I was talking about the two different ways that you can use urgency to close the deal. And one way is to create a sense of urgency around fear of missing out. And then another one is to use already existing urgency that is in the situation. So now this whole thing about formal fear of missing out, this is where people start talking about limited time offers, discounts if you move now, bonuses if you move now, blah,
blah, blah. And you know, buy one, get one free, limited to the 1st, 21st, 21 people or limited until December 21st, all those sorts of things. So you can see how you're trying to get somebody to take action, to move quick, quick, quick. And the idea is if they don't move now, then this sweet deal, this sweet benefit, they're going to miss out on it. And that's the whole idea behind it. So let's go over some examples that we should be familiar with.
So one of them that we should be familiar with, we Nigerians is this whole thing of a flash sale. So for those of us who have kids, the children are back in school as at the time of this recording, Lagos and Abuja, I think pretty much everybody's kids are now back in school. We are currently in September, excuse me, September ending as are the date of this recording. So all the kids are back in school leading up to everybody getting back to school,
everywhere you look for those of you who don't have kids, you won't have noticed it. But you know, those of us who are parents, we keep somehow we see all these things because it's in our best interest. So you would have seen it left, right and center. Flash sale here. 50% going back to school. This going back to school, that uniforms on offer, buy 2, get one free, you know, textbooks on whatever, 15% off, no clearance sale, last season's school bag,
you know, all those sorts of things. And we even went to one of those things we were doing a clearance sale on, I think it was school bags from last year. What my wife had in mind was actually what she had in mind was shoes. Shoes for the kids. Yeah, because they had to get them new shoes. What else? So anyway, we went there, but we're targeting new shoes, actually. And then we bought a bunch of stuff. So that is one way of creating urgency using a formal dynamic.
Somebody's just minding their business and then they see a sign that says flash sale, 50% off on all bags from 2023 session, all bags imported from Marks and Spencer's. You know, that sort of thing can get someone to take action like, oh, my children need new school bags. I don't like Nigerian school bags. This one is Marks and Spencer. OK, maybe it's last season, but who cares? Let me just have a look. So that kind of thing can get people to take action.
Then there's also the early bird discounts. And I'm sure we're very, very familiar with that over here in Nigeria, especially since, you know, we're now in this, we don't have a conference habit in Niger because all professional organizations are doing conferences these days. So MBA, Nigerian Bar Association, that's for lawyers, you know, they have their annual conferences. Then the smaller business conference and all the conference conference medical people have their own conferences.
There's this centre in Abuja, National Air Force and event centre anyway. And I've noticed that dentistry association, Nigerian dental something, something, you know, they've done their own conferences there a bunch of times. I've seen like 3-4 times in the last maybe year or two. And then you know, conference, this conference that you know, even church conferences, professional conferences, all kinds of conferences. And so one of the things that conference for waters do to try and get people to buy is to do early bird discount.
So you have the conference, let's say a Nigerian dental, Nigerian dental something, something Commission conference on. I can't think of anything Boscha. They advertise the conference and then they say 75, they say 50% off for the 1st 200 delegates that register. So that's the whole idea. You want to create four more. You want people to think, ah, this thing costs 15K, but if I pay now, I will only pay 75. And then people will rush and even for music conferences,
because there was this time that Benson, the Nigerian musician, Benson, the guy that did Guagualada and I did Guagualada and there's this song he did with this guy that sang Booga. I can't remember his name. Anyway, so Benson was having this conference. Oh, by the way, if you want to check out his stuff, it's not Benson as in Ben. You know, somehow the idiot decided to spell Benson. BXNXNI mean that's ridiculous because if you hear Benson, are you going to think BX and sorry BX.
And anyway, it's AB and an X, it's not AB and an E. That's not how he spells his own. So when Benson was doing his conference now in Abuja while advertising it on the radio on Sound City, that's my own radio station, not that I own it as per that's the one I listen to. So the advertising it, you know, conference is coming two weeks to go, one week to go. So, so they to go book now 50% off on tickets and entitled to something, something, something on 1st class table and you know all those things.
So that's the whole thing. For more early bird discount buy now get these benefits, buy now, get 70% off, buy now get an extra bottle of Moi and Shandong on your table. That's the people still drink Moi and Shandong. You know I'm not a clubbing type, so I don't know what drinks are raining nowadays. So that's the whole idea. Then they even are some product people that do early bird discounts and I didn't know about that because my phone is a Xiaomi phone Xiaomi 13 C.
That's the correct phone. If I don't consider it a phone, I consider it a computer that fixing fits into your pocket. And that's the reason why I do everything from my phone and and you know, while we're talking to the lady was one of the things that actually, quite frankly, got me to take it to take action now because she was like the phone call. So so, so and so and I was surprised like so cheap as I say, yes, so that Jaomi that's what they do now when they release a new phone for the first week or two, they crashed the price.
Then after that they raised the price. So if you want to buy it, you know, now is the time. I was like, OK, no problem. Looks like a bad asshole. It was available for, I think we got, I got this one for 90 something K, So for 90 something K, no problem, let me buy it now. And that's how we're able to afford two other phones, one for me and one for wifey. And just like the lady said, after I'd paid for it, one day I was doing some work and one of my video guys looked at me and said, oh God, you have this one?
I said, yeah, so this is my brand new phone. I said, how much did you buy it? I told the person that in some cases he's a lie. So it's true. I bought it 90 something cases. A lie is a lie. He went to go and check and at that time was really close to like 200 grand or something. And I explained to him the scope that the girl told me so that she said that Jaomi, that's what they do that if the phone is being released now, they're going to crash the price.
After two or three weeks, they're going to raise the price. So just chill. The next time they're releasing another model, that's the time to to move. So yeah, so there's some product people that do it just like Xiaomi phones. So reduce the price now, Jack the price up later. Then another way of creating urgency, doing this whole formal thing, fear of missing out, is when people use a limited inventory. Now this is something that people in the luxury market,
they do this thing a lot like Nike. Now let's say let's pretend that I was a basketballer and I'm not. By the way, my basketball career stopped when I was in secondary school. Yeah, I was in Saint Greg's, tried playing basketball a few times while somebody dunked on my head, and I was like, no more. I'm not ready for this kind of disgrace. So that's how my basketball career ended. Apart from that, I was pretty good at dribbling.
And for some reason I couldn't dunk. I just couldn't make it on the standard rim. If you reduce the rim, yeah, I can dunk. But on the standard, as in nine foot, I'll be level foot. I can't remember. I couldn't dunk. So yeah. So let's pretend that in some alternate dimension I was a badass superstar. Like I'm Nigel's first Michael Jordan, like I'm a correct basketballer, that kind of thing. Then me and Nike went into an arrangement where I want to release some some shoes.
And then maybe the shoes would be called the Tavi Shima Air Wakanda, Nike, something, something, you know, all these fancy names that they give all these shoes. You know, back when I was a kid, Michael Jordan, the one that rained during my time was the Air Force Ones. So the Jordans Air Force Ones. So my own will be the Tavishima Wakanda. Yeah, Tavishima Wakanda Air Force. So as they're releasing it now, part of the marketing campaign will be that they're bringing out this new shoe based on this Nigerian NBA superstar,
Tavishima, son of the soil. But they are only, We are only making 150 pairs, full stop. We will never make another 150 pairs again. And then that's how people will just rush the shoe because formal, because you know that once this Wakanda Air Force disappears, there will never be another Wakanda Air Force again. And it's a good thing because that's what keeps the secondary market of shoes going. And there even Nigerian people,
surprisingly, the people that I know who do it are babes. I thought it would be guys who will be in this business, boys, babes that are running this game. So that's what gives it a secondary market. So if somebody has an Air Force One and the Air Force One is authentic, I mean, it's limited edition. It's not as if they made it and every time they can, Harry has it. In fact, some people buy who buy the Air Force ones and maybe only wear it once you wear it,
you enter club, you come back, you know, just keep it in the box, you know, bragging rights as per I have Air Force ones, I have this, I have that. So limited inventory, that kind of formal who works in a luxury environment environment. So Nike, they do that kind of thing. This is limited edition. We're only making 200, you know, buy it now or you know, a cool guy or a cool babe. Adidas has done stuff like that. I think that the partnership there was a partnership between Kanye West and was it Adidas also?
No, not Adidas versus other people. Any Kanye West had one of these partnerships where they released limited edition shoes and of course that was the whole scope like Wheezy, the shoe drops January 1st buy now only 50 being made in the whole wide world. So if you buy, you know, you have bragging rights as per you're the only one out of OK, well, 88 billion people in the world. So you have bargain rights that looked only released 50
additions of the shoe and then I have one of them then custom leather bags. They also do that sort of thing as well. There's this leather manufacturer, bag manufacturer. I don't know the name, forgive me. You know, I'm not a popular. I don't know what's up. I'm not I'm not culturally. Was that word fluent? So there's the one that the bag is the, it has like 3 colours. I think it's like red and is it like yellow and green or something like that?
Is this pasta like in Abuja that used to wear this thing a lot? All I haven't been seeing him in the news again. What's his name? Koza here Cosa Pasta usually like wearing that brand that he has those 3 colours. Yeah. So they also do those sorts of campaigns. They can release a bag and maybe the bag has Ankara print on it and maybe with that Ankara print, they're only releasing like 500. The run is going to be limited to 500 for this season only and then everybody will be rushing to go and buy it because it's limited edition.
Then even people in the NFT space, that's non fungible tokens. That's a trick that they also try to use to get people to buy stuff like this is a limited edition. We're only maintaining this copy of the NFT. So buy now and stuff like that so. You can see how you can create a sense of urgency by using formal fear of missing out. So this whole idea of if you don't act now, you're going to miss out on these benefits. So that is the one that everybody knows and that most sales people tell you to use when it comes to creating urgency in the business.
But I hope you guys can see with the use cases that we have come up with so far that these things are limited. If you sell insurance, how do you want to use informal to get somebody to buy insurance? Or if you're an architect, how do you want to formalize somebody to use you to design the building? So this will formal thing very, very, very limited. And that's why I say that that's why I don't recommend you to go here first.
Because if you try this for more thing and the thing fails, you know then what? So if you say you're doing limited offer only 200 run and then people don't want to buy it, then what? You're stuck with all your shoes, so it doesn't apply to everything. For those of us in the service businesses trying to do this whole formal thing, I, I don't know how you would make it work, but if you're a service provider, you sell insurance,
you sell consulting services, you're an architect, maybe you're a Carpenter. Let's see what else. You're a wedding photographer. If you figured out how to use for more to promote your business, you know, please hit me up. Let's have a chat so I can share it as a case study over here on the podcast. So what I prefer is that let's use the urgency that already exists in the situation and then try and figure it out. Let's try and work with that sense of urgency.
So that is why I tell people to ask questions around response times. So after a while, you get the sense that, OK, in this industry, it takes people two weeks to decide on this or not. So it's something that you can bring up now. Most of our happiest clients usually take blah, blah, blah, blah, blah X period of time to decide on this and that, you know, would that be OK by you? Do you think that's reasonable or something like that?
And you're trying to move this deal along, trying to get timelines that matter to the other person or that are typical to the other person. So ask questions around response times. Or you can also try and figure out, because we try and build on this around purchase frequency, maintenance frequency. So for those of you who sell things that need to be maintained and things like that. And that's why I say mechanics in Nigeria are doing a very,
very terrible job. Because if somebody buys this car brand new, OK, well, second hand or whatever, you know, reasonably speaking, you can expect that this person has bought this car brand new, so second hand. So you can expect that if it was in top shape, maybe the first three months we will need to call you. But really use your common sense. From month three, you should be coming up your clients to say, oh, how far, I hope the car is still performing well, blah,
blah, blah. Because that is around the kind of time that things start happening, that cars need servicing. The brake pad has worn down, all these sorts of things. And you can see how you can use urgency now to increase your business. If you're a mechanic or you're somebody who sells cars and you know, things like that, how you can start making some extra money just because you're using urgency that already exists because no, how, no how, the car will need servicing.
The brake pad will fail. The sorry, no fail will wear down. You know, God forbid that brakes should fail because that will lead to a serious accident. Then what else? Spark plug is going to need maintenance for car electrical systems. I'm not a pro, so I don't know, maybe you need to service the electrical system maybe like once every two years. So you see why I keep saying that we can use our phone as a CRM tool? So if you sell cars to people and somebody bought a car from you in 20 in 2022, you know about now, your phone should be pinging up for you to call the person and ask how far you know.
Is the car all right? Is everything OK? What about the electrical system? I'm sure there's no problem. How about you bring it back to the store? Let me have my boys look at it. Let's make sure that everything is all right, everything is cool. While the guy brings it back and the people are looking at it. You're having conversations with the guy. You never know. Maybe now he wants to get a new model, he wants to upsell or something.
And then you might, you might be in the mood like, OK, if you bring this car back, it looks like he's in good condition. We can take this car at the value of, I don't know, 500K and then offer you the newest model. We now remove that 500K from the price or something like that. So this is how you can use urgency that already exists in situations to get new business, to upsell, to get people to take action. Then there are some people that seasonal patterns.
So like for the paint industry, that's something I learned very easy very quickly when we moved to Lagos because there was a family member who was in the paint business and I just noticed that you know, sometimes he was. So I know a family member, a family friend noticed at some point of the year, he was pretty much not doing anything because it was rainy season. But then when it's dry season, especially in Lagos, I don't know about the technology now,
but back when I was 13, you couldn't paint in rainy season. So when is dry season, especially in, you know, that part of the country, you know, down South, plenty of rain and everything, dry season, that's like premium time. So everybody is rushing. So the urgency is already there. So during rainy season, you can't get anybody to buy paint. Back then when I was 13, I don't know about now, maybe there's paint now that can dry in the rain.
So back then, rainy season, you're trying to close sail, nothing for you but dry season, you can't close the sale because everybody's rushing. Because I know that here in this part of the country, it rains plenty. It rains a lot. We only have this brief window of so, so, so, so months. So if I do not finish painting the whole estate now, yeah, Argo gas is a problem. So everybody will just be rushing. So we should be looking for urgency that already exists in the situation to move the deal forward.
And that is the reason why back when I was still talking to wedding planners and wedding photographers exclusively trying to get them to increase their sales, that is the reason why I kept asking them questions. I kept telling them to ask questions like when you're talking to the bride and groom, it's not just enough that they can afford and they look like they have paper, you know, like they're from a big family or whatever.
You should also be asking the simple questions like, oh, congratulations, when is the wedding? Have you booked the hall? Which hall did you book? Has the family met? When were you proposed to? You know, it's looks like it's common. It looks like it's it's a casual conversation, but it's not. There's a reason to it. If the babe was proposed to last week, as she said yes, but the family has not met, then realistically speaking, there's no urgency here because in this part of the world, you know,
until the family meets, the boy says, will you marry me? You say yes. You know, you put pictures on Instagram and everything. It doesn't mean that there's a deal in the waiting. It is onto the boy mobilizes his uncles and then the uncles and Popsy go to the girls Popsy's house and then they have a meeting at hand and things can all start moving. But on the other hand, issue was supposed to six months ago and then the family is has met and the family is thinking December of that kind of January they should do the wedding because December or January the people will be able to travel, people who are coming in from abroad and stuff like that.
Now that's a different thing. You can be here in September. They can now be thinking, OK, this is a deal that could close reasonably soon because you can see the urgency that is there. You can see the timelines that is there. Proposal check, family meeting, check, Wedding date, check. Now it's even going to be stronger if you ask, have you guys booked the wedding hall? Which wedding hall is it? If they have already paid for the wedding hall, best believe that there is even stronger urgency because they've booked the hall.
Now you know for sure that they have already started talking to vendors. If they have booked the hall, definitely they're talking to Katra. If they're talking to Katra, definitely they're talking to planner. So if they've booked the hall, they're talking to decorator, Katra, planner. You know, eventually you'll get to your turn. They'll start talking to photographer, they'll start talking to video people. And then last, last MC, the forgotten stepchild.
Everybody waits until the last minute before they book the MCI. Don't know why, it just is what it is. So sorry for your wedding MC. Is that nature of the game for now? Maybe trends might change one day and then the MC will be more important or something. So you can see how you can use urgency that already exists in the situation that will move this thing forward. And when I was talking to a sales person who was in the solar sales on one of the deals that she was handling, I told her that that's where she goofed.
That if this guy said the reason why I want this thing to be in place is that my wife and my children, they're coming on so, so, so and so did. I don't want them to come and jam this NEPA wahala. So I want us to fix this thing. I told her, this is where you goofed. You should have been leaning in on that whole thing. You know, how's Madame House, whatever. Or they're still coming in September 15th, right? No problem. You know, you confirm the timeline and later on that is what you use as urgency because you have to let the person know eventually.
Look, OK, if Madame is coming September 15th, the way we run our business, we would like to know that the system has been installed for at least one week and there's no problem. So if Madame is coming September 15th, we want the machine to be installed September. What's that? September 7th. Now for us to install September 7th, we actually need to mobilize the boys and arrange everything. That will take another one week and before that can happen, we need a deposit.
So Olga actually if we need this thing ready for September 15th as per no problem, you actually need to make your payment today, August. You have need to make a payment latest August 29th. That's the only way we can make this thing happen on time. So you see how you're using the urgency that already exists in the situation. So spoken close to 30 minutes. Let me just bring it to a close right here. Summary Urgency is one of the things that you can use to make the deal move faster.
So remember, we should be paying attention not just what people want or what they need, but we should try to figure out whether they can afford and whether there's a sense of urgency. You can create urgency by doing all this formal stuff. 50% off discount early bird sales or do limited edition if you're in the luxury space. But my own opinion, if you ask me, I will always start with what sense of urgency already exists in this situation.
If we can figure out the urgency that already exists, let's just align with that timeline and start running it from there. That gives us the strongest chance. Who knows, maybe if you're one of these really, really creative people, you can take two things and combine so you can take the figure out that timeline. Like the guy who says his wife and children are coming September 15th. You can be working with that timeline and then maybe you can now throw in some formal thing that oh Olga, by the way, we have a discount from a manufacturer that is last from so, so so and so.
So if you take advantage of that now and you pay today, instead of paying 5.5 M for this system, you will actually be paying 5.5 point 250 or something like that. So you can create 2 tactics in this case to even increase the urgency using the person's timeline and then using some formal. So yeah, that's it. Oh, and by the way, that's the role of creativity when it comes to sales. That's the reason why I also say we should try and learn as many things as possible, as many principles, as many tips, as many tactics.
Because sometimes we know one or two things that work very well on their own, but then we combine them together and they might work even super. So that's all for today. Thanks for your time and attention. I'll catch you guys in the next episode. Contact details The same phone number is 08064662140. The country code is +234. For those of you who are not Nigerian. So you can hook up me directly for tips, tricks, questions,
queries, insights so we can have a chat then also connect with me on LinkedIn. The name is Tavishima Ayede, I'm the host of the show. To get the right name so you know who it is you're looking for, just check the link where you're listening to this episode. You will get the correct spelling of my name. If you're listening on the podcast, you'll find my e-mail address as well as well, in case you're one of those e-mail people.
So I'll catch you guys tomorrow and everyone have a good one.