Is Building Trust the First Step in Your Sales Process?

Hello and welcome. My name is Tavishima Ayede. I'm the host of the podcast and I'm making today's recording in church because my kids are having catechism classes now. If you'd love to connect, you can call SMS or WhatsApp me on 08064662140. Today on the podcast, we are going to be looking at when you should worry about trust in business. I repeat, what we're going to be looking at today is when you should worry about trust in business.

And the reason why we're looking at this today was because I've been having conversations with a female real estate professional and she's been worried about trust coming through when she starts conversations with people, when she's reaching out to people, you know, so, you know, you know, normal concerns now, like how will I get people to trust me? You know, do people trust me? What can I do to improve people's trust in me?

All these sorts of things. And you know, in a way my intuition is on point because it's something that we should be worried about as business owners, as salespeople, as entrepreneurs, as self-employed people. We know, we, we need to know, do people trust us? You know, are they, are we making progress? Because if people don't trust you and you're not making progress in that regard, then your likelihood of closing a deal, getting a customer,

getting a partner, getting a new stakeholder, a new investor, a new whatever. If you're not making progress in the trust department, then yes, things will be going down, down, down, down, down. So it's a very good intuition that she has worrying about how trust applies in business and how you can improve the level of trust. Well, in fact, her exact question or the thing that started this conversation was she asked, is building trust the first thing you should do when running a business?

So I repeat, her question was, is building trust the first thing you should do when running a business? Now, this was my response to her. This was a chat thing, by the way. And, you know, usually as these things happen now, you know, I sent somebody something in a chat message. And then a couple of days passed and I realized that, you know what, that text message I sent, that WhatsApp message I sent was a little too brief.

You know, there's a little bit more that we can expand on this thing, you know, to make more sense. But you know, that's a problem with text communication. You know, you write something, you know, you send, you know what you mean. You just assume that the other person is going to pick up on the meeting as well, which is the reason why I stopped my blog because I used to have a blog. But the problem is writing A blog and I think takes time because you read the draft and then you realize that we didn't quite convey what I wanted to say.

You rewrite it again, You're trying to write everything out, but it's a lot quicker to just get on the microphone and then just speak this thing one time and you passed across everything that you want to say and people will listen to it and understand with greater nuance. So that's the reason why I stopped with the blog and I switched over to the podcast about five years ago. So our question again, is building trust the first thing that you do when running a business?

My response to her was this. Building trust that's later down the line. Trust is a byproduct of your sales process. Just worry about being targeted and relevant when you go out, go about prospecting and you'll be OK. So again, a question is building trust the first thing you should do when running a business? My response to her building trust is later on down the line, trust is also a by product of your sales process.

So just worry about being targeted and relevant when you go about prospecting and you'll be OK. OK, of course. Let me define a few things for those of you who are listening to the podcast for the first time. We all familiar with a couple of terms so well, no need to define trust. Let's just continue because all of us, shall we know what trust means in a way. Let's see what else? What else? What else? OK, Prospecting. Now prospecting is the process or the strategy or the thinking that we all go through.

The thinking and the activities that we go through when we're trying to figure out who is our ideal customer, who might be interested in our product or our service, Where do they hang out, where can I find them and how can I start up a conversation? That is what prospecting is. So I remember all the thinking that we do and all the activities that we carry out that help us to figure out who is interested in my product or service.

Where can I find them? How do I start up a conversation that is prospecting? So for that gentleman that I mentioned last year who brought Flyers outside of my children's school, in a way what he was doing was prospecting. He figured I have a back to school shop. The people that will be buying my merchandise are parents who have children. Where can I find parents who have children? I can find parents who have children waiting outside the school because they want to pick up their children.

So therefore, I will go to those kind of schools with my Flyers and I'll start handing it out to parents. So you can say that that's a prospecting activity who might be interested in my product, my service. Where did they find out? So where did they hang out? How can I start conversations with them? And that was a perfectly good example. Go to the school, hand out the flyer. Hopefully you'll get involved in a few conversations because you know, if you give the flyer to daddies, you know what daddies do now you say thank you very much.

You take the flyer when you walk away the authority way. But their mommies, you know what mommies do when their mommy picks the flyer, the mommy will say, oh, Ben 10, you have been 10 back. Oh, yes, Madam, we have. OK, which other one do you have? Do you have this? Do you have that? You know, you start conversing. How much is this one? How much is that one? OK, you know what? Which is your phone number? I'll call you.

You have that conversations, you know that conversation maybe like 50 times. Of course there's no way that all 50 mumsies will call you. But The thing is, at least if you waste like one week as I went away self universe, like one week, you talk like 50 mumsies at the end of the day, you know, maybe 8 of them called you and then you close maybe like four or five deals. You know, it's OK, you still try. So that is what prospecting is all about.

So remember it is the thinking and the execution. The reason why I put and the execution is because a lot of people, they stop at the thinking stage. You'll be thinking, oh, where can I find my customer? Where can I find my customer? You think you'll come up with some mad ideas, like brilliant ideas. You'll write this thing down. You tell your wife, your wife be like, oh, that's a brilliant idea. Oh, my, my darling husband is a brilliant idea.

He's yeah, yeah, yeah. When I go to carry it out, I'll do it next week, next week. But then next week we'll call him and say I'll do it next week and then next week and then next week and then next week. And then before you know it, your brilliant ideas you never executed. So that's why I say it's not just the idea with its execution. Let's be executing. Let's not be writing down brilliant ideas and showing ourselves how smart we are.

If you drop all these brilliant ideas, you don't execute on them. You just, you know, it's a waste of time. All right, so let me move now. We've defined trust. No, we didn't define trust. You know what trust means. We've defined prospecting. OK, so let's continue now. Now let me try and break it down. This was the thing I was trying to, these are my concerns I was trying to pass across. First of all, I'm trying to get her to calm down, to breathe easy, to relax, you know, to chill.

Just calm down, right? Because when you're doing outreach, what I'm telling you now is like gospel truth, when you're doing outreach, there is no way under the sun except if you buy, you know, those people that do advertisements, if you look around your neighborhood, at least in Lagos, while I used to see those that were to do write it in shock, you know, so, so, so, so Hare Krishna, Vishnu temple, something, something,

all the jazz is there. You know, those people that have this kind of jazz that once you put it in your mouth and you say something, you know, people will follow you, you know, and then there's also, they also have a torch and go. So you buy the one for your mouth, you buy the one for torch and go. So you go and meet somebody and say buy my product. You touch the person on the show that the person will buy a product. So except for using that kind of jazz, and by the way, I do not I'm not advocating that use that kind of jazz because you know how these things work.

You know, they say the devil always demands a price. You go and buy that kind of jazz and the thing works every you touch somebody on the shoulder, you say buy my product, the person will buy eventually become a billionaire. And then one day the devil will show up and say, I have come to exact my prize. You now find out that you haven't had one chance or something you didn't plan in the beginning. So stay away from jazz if you want to, if you want to hammer,

if you don't believe we're watching Hollywood film, you will see that jazz is anyway, let me continue. So when you're doing outreach now, except if you're using jazz, there's no way somebody will trust you from the beginning. Just take it standard. You're doing business outreach, you're talking to a stranger. Look, even if you're talking to your mom, see the fact that mom, she knows you're trying to sell us something.

Bam, from the beginning, she doesn't trust you. Just take it. It's a normal human condition, so you are worried about trust. Stop giving yourself heartache. Stop giving yourself unrealistic expectations. This thing that you will approach somebody and you will say 123 magic combination of words and any person will trust you. This thing does not exist. The only way that it exists is if you go to Vishnu temple or all those temples, or just if you call that number on the advertisement and go and buy that jazz.

That's the only way that you open your mouth. You talk to somebody, you tap them on the shoulder, then they'll buy your product because they trust you. That's the only way. So the first thing that we need to do is all that nervousness, all that angst. How will I get this person to trust me? Just calm down. If it is your father that you're talking to now you're mumsy. Mumsy where born you. So long as it is a sales conversation, the first thing mumsy will be her.

Her God will be up. OK, this my son, he has come again. Before he tried to sell me crypto. After that he tried to sell me this. Now he's trying to sell me this. Her God will just be up. So it's normal. So if you're having anxiety around these issues, just relax. You're giving yourself unrealistic expectations. There's no way you can get everybody to trust you. It's just a normal, normal fact of life. And that's one of the reasons why when I'm talking about different kinds of sales methodologies on the podcast, I

talk about Tom Hopkins because his method acknowledges this reality. So Tom Hopkins says that the people pass through sales resistance and then sales acceptance. Sales resistance is that stage where in the beginning everybody's mind is up. You just lock up your mind because nobody wants to be taken advantage of. You're going to go and buy a new car. All you have in your bank account is let's say you have 14.6 M You're going there.

Every single car dealer is telling you 14 M16, M18M. Of course your guard will be up. Of course you will lock up because all you have is 14.6. So you're, you know, you're holding things close to your chest. You don't want them to know how much you have. So it's normal. That is called sales resistance. Sales resistance just means is this a sales situation? Everybody just lock up is normal. So Tom Hopkins says the sales resistance and then there's sales acceptance.

Sales acceptance is when people are now relaxed, you know, they're now smooth. You know they trust you a bit, so they can now start to admit that's the stage where you can now be honest with the coppers. And I look, you know what, to be honest, the money that I have no reach 15. So if you're going to give me this thing for 13, no problem or if I can drop 13 now balance you the remaining one later and you now start having those kind of conversations.

Because we have gone from sales resistance to sales acceptance. And Tom Hopkins says that we have to run through a couple of factors before we get to sales acceptance. And of course it starts with trust. So he says we have to go through trust. Excuse me, Trust need help and then hurry. Trust need help and then hurry. Now Tom Hopkins is an old school guy, like getting on the train since like 1960 something. I've been 1970 something.

So if you check Google, you check YouTube, you'll find the stuff is there. It's plenty if our Uncle Tom no Vexo, but if you go on, you check YouTube and you see any of his videos, you can't even take the video, plug it into your favorite AI tool and get a transcript and then read. If you're one of those people who don't like to, who don't like to listen to podcasts or watch videos, Uncle Tom, I beg no Vex. I'm not pirating your stuff.

I'm just anyway, let me move on. So yeah, so he says we have to move through trust need help and then hurry. Those are the factors that will move through to try and close, close the deal. And then he gives recommendations for how you can move through all these stages. So one of the things that he says according to this framework, now how you get people to trust you, by the way, there will never be 100% trust because trust is contextual and you know, trust is always limited.

So how will I put it now? OK, you, you're just listening to me on this podcast. So because you've been coming here for a while, you trust me that if I say something about sales, you, you just trust me. You know that this guy, you know, inside be work. So you trust that I know what I'm saying. But if I show up at your place, all of a sudden I say, ah, guy, I beg. You know, I'm trying to I'm in Lagos. I need a place to sleep for the night.

Will you just open your door for me? No, because when it comes to sales, you trust me, but then on a personal level, you don't know anything about me. So if I don't show up in your place like that, you'll be like, you know, some of you might even be disappointed. You'd be thinking about you. I Bros. You know, you can't go and stay in Sheraton. You can't go and lodge there for like one week. You know, so some of you you're the way you look at me.

The thing you know, might might be you Rep that have your eye will now even calm down. So what I'm just trying to say is that trust is trust is contextual. So you will never get 100% trust before. We're trying to do now, which is to try and close this deal. Tom Hopkins says you need to show up appropriate. You should try and show up credible and then try and show up competent. I repeat, he says you need to show up appropriate to the context credible and then competent.

Appropriate just means show up as the as a reasonable person would expect given the context. So that's the reason why I keep giving an example that if somebody's looking for a cardiologist and they enter your office and they see you wearing wife beta shirts with torn jeans and then with with tattoo and then we do rag. You know, it's possible that you are the best like you graduated first class in Nigeria, you went to Harvard, you graduated first class, you went to Oxford, you graduated first class.

You might be the best in the whole world, but because when people are looking for brain surgeon, that's not what they're expecting when they enter your office and they see you like that white beta shirt tattoo torn jeans do rag plus with a Smokey bowl, you know, most people just fade. Well, OK, they say it's the first class brain. No problem. Let me who is the person that graduated to one, Let me go to that person. So we have to be appropriate in our parents and appropriate in our greeting.

So this is one way that we engender trust. So excuse me. Yeah, I know for women there's some more complications because there's somebody who was asking me about makeup now because she say she should know to the raw powder and stuff like that. So my advice to her was, you know, all of that is not necessary when it that's a separate podcast episode. We'll get to the whole woman thing. You know, she you, she wrote powder.

She you know, raw powder. She use lipstick, no use lipsticks. You use perfume, no wear perfume. We'll get all of that later. Well, for now, we're trying to be appropriate in our appearance and then appropriate in our greeting. And the part about credibility and competence is this credible just means when you open your mouth, you know, you sound truthful and what you say they're competent means by the way you open your mouth or by the way you carry yourself.

People who say this guy, he, he knows his stuff or she knows her stuff. But unfortunately that is all we can do. We can show up appropriate. You can do your best to sound credible and competent. It doesn't mean people are going to trust you. So that's the reason why I'm saying, excuse me, like just relax. Do the best you can do and relax. You say man proposes, God proposes. So it's like that every time you show up. Just do your best on these fronts.

The rest, just leave it to God. For those of you who believe in the universe, that's absolute rubbish. There's nothing like leave it to the universe. But anyway, that's a philosophical conversation we'll have done later. So show up, do your best. You're not guaranteed the results. The only thing you can guarantee is that you will stick to your process. So that's the reason why I tell people like just make sure you have a wealth order process.

Follow it every time. Over time, the results will add up. It's like farming for our grandparents. The fact that you have the best plot of land, the fact that you got the best fruit, and the fact that rain fell when was supposed to rain. It doesn't mean you will have bumper harvest. All kinds of things happen, but shall you only just show up and clear the farm when you're supposed to show up and plant the seed when you're supposed to show up and weed when you're supposed to.

Well, wait for rain. Hopefully rain will fall when it's supposed to, but the harvest is not up to you. So don't carry too much on the chest. Don't be worried. The people trust me how they see me. Especially for women. Please, my sisters, you will should stop worrying so much about how people see me. How they how do they rate me? Do they trust me? Relax, You will are making this thing well. It's hard. Yes, it's hard, but you are making this thing too hard by putting some of these, excuse me, emotional and psychological burdens on yourself.

Show up, do your process, leave the rest of God. You don't know what you can do. You wake up tomorrow, you say, God bless the work of my hands. You go back into the field and that's it. So we'll have to be appropriate now greeting, appropriate now appearance. Be ready to talk about your trading history. Be ready to talk about your satisfied customers. Be ready to talk about projects you've executed, you've executed in the past, but just establish some things quickly and then move on.

You know, don't dwell because you can't force someone to trust you or like you. And The funny thing is the more you're spending time with somebody because you're trying to get them to trust you. It's funny, but it's how it works. The more the person will be distrusting you. You know this, you know it's true when somebody's like, trust me now, trust me. Now you don't trust me, you don't trust me. That's the person will not be thinking like a mom is.

I see this guy has something to hide. So just show up, establish these things, back, back, back and then move. Don't do well. If you're forcing somebody to like you, you're forcing somebody to trust you, you are wasting time. So now let's make it much more practical because she's in the real estate space. So let's think about it. Typical real estate outreach in Nigeria. This is what people do. They carry Flyer to go and meet you in traffic or to meet you in the mall and then do Andrew Flyer or they'll connect with you on LinkedIn.

Or they will try and get personal introductions. You know, that's what real estate professionals are doing now. But like I said, there's nothing here that compels people to trust you immediately. In fact, the moment you approach somebody in traffic in the mall, connect on LinkedIn or you get a personal introduction like you say. Oh Mommy, I'm not into real estate. I beg, can you please give me the phone number for Auntie Cynthia?

I heard Auntie Cynthia is looking to buy land or something. The moment you connect with Auntie Cynthia, Auntie Cynthia will know this girl is trying to sell me something. Emotional barriers will now go up, so don't worry yourself. Now another part I said in the message was that trust is a byproduct of your sales process. So if you have a well grown sale process like you thought this thing out, you want to go and do some research.

You sat down, you thought you tried one or two things, you experimented and over time you built out a very good sales process because you're showing up as a real sales professional. Once people see, you don't know that this guy or this babe, she's a professional, it shows. And you have felt it too when you are dealing with another business person and you just knew that this person is on point. Now this happens over time.

You have a well groomed sales process. So if you have a sales process that has helped you to figure out these processes, these stages correctly, then the contact that you're talking to, the prospect, the potential customer, or you know, whatever it is that you call them in your line of business, the person is going to come to trust you over time. Just make sure you have a good process and then be following it. Now the stages that we're trying to go through in this process is this, oh, sorry, all useless fly is just come in and disturbing me over here.

Let me just change this in the way. First, I'm hoping that you're not behind the buzzing. Sorry about that. You know the way the flowers buzzing, it was irritating my ear in numbers occurred to me that you guys probably can hear it as well. And yeah, so I said let me chase the way that fly. So I was talking about having a well groomed sales process now. And of course, we're talking about frameworks now developed by our guy, our uncle Tom Hopkins, by the way, because you hear me talk about a particular person, because on this podcast,

I talk about ideas, particularly from Tom Hopkins, Brian Tracy, who else? This guy that wrote Spin selling, what's his name now Spin Selling? OK, I can't remember anyway. But the reason why I talk about these guys is not because they are the best to order the ultimate truth, because The thing is frameworks, methodologies, them plenty. They all work and they all can be adapted to different circumstances. So pick the one that the very first day you heard it, it sounded like love at first sight.

Because that one that sounds like love at first sight is the one you will always remember and it's the one you always do. It's like your first love. All of us will all remember our first love. If you're one of those people who you know, like you've not been in love and sorry, sorry for you, what is a sweet feeling is coming. You will get there. You will get there. For young men, I hope, will not be the kind of situation that your first love will break your heart and leave you scared for life.

Where was I? So the frameworks there are plenty. The one that clicks with you on a deep emotional level or a deep intellectual level, that's the one that you just start and begin with. Over time you will change, but start with the one that appeals to you. So the ones I talk about over here on the podcast, you'll find one thing in common. They're very short. I pick the short ones because they're easy to remember. And if it's easy to remember,

it's easy to apply or easy to do. I don't want it to be the one you're out in the field and you're trying to sell. It's like you're writing jump. You're trying to remember a 14 step framework, which is why I look at all these wonderful things people put up on LinkedIn. You know, you're 18 step process to something something triple. You're like 18 steps. Who will remember this thing? You know how sales can be. Now you're talking with somebody and then you're now trying to remember, am I at step 6 or am I

at step 14? So people now talk about the ideas to talk about over here. They're usually the simpler ones, you know, 234 ideas Max. So you can just remember. And when you're in the field, when you're talking to people, when a client is in your office, when you go and see Alhaji in his office, you just, you know, you just blend in. So yeah, we're talking about the benefit of well groomed sales process. Then what was, I know I had Tom Copkins now.

So Tom Hopkins now. Trust. Need help and hurry. Yeah, Yeah. So trust. We've already gone through that first one. Just show up, try and be appropriate to be ready to talk about your credentials and be ready to, you know, show that you are a competent fellow. So let's leave that one now. Trust. Now the next stage is need. This is where you engage in conversations with people because you're trying to figure out their needs.

Now in this case, excuse me now in this case, because I'm talking to a real estate professional, if you're a real estate professional, let's just call her Nika. Nika is not her name. No, because Nika is a real estate need. This is where you're now trying to engage your people. You're trying to now figure out, OK, this person that is buying real estate, is he buying it for investment reasons or is he buying it for home ownership?

OK, this guy, he wants to buy because of investment. What are his investment needs? What kind of real estate portfolio does he have? What is lacking in his portfolio currently? What kind of recommendations can we put on board that will now beef the thing of the Mickey Juicy look, Mickey look nice. If the person is a homeownership person, then you're not trying to figure out those person needs. What are the requirements of the kind of house that they're looking for or that they want to build or they want to buy?

What are their preferences? What are their ambitions? What are their aspirations? You need to know all these things because it will help you to recommend the right house. I told you people about the experience that I had when we're looking for this new house. Because this guy. See, that's beautiful thing about sales. Lots of you are doing good sales practice. You just don't know. The guy was asking me a question so far.

Madam. Madam. I'm not sure. Yeah. OK. What can I walk around? They do OK, how many kids you know, blah, blah, blah, blah, blah. You know what Jaws talking, talking, talking. Me as a sales professional, I knew what he was doing, his need analysis, his qualification and discovery. The guy's trying to figure me out. So even though later on the guy showed me send me some photos, I looked at it, my wife looked at it. We liked he said we want to see it.

The guy now called me back. He's on say Bros, no verse. I say what happened? Say you know that house that people are looking at that you like and I say yes. He said to be honest there with the way I see you Amadam you won't you don't like that place. I said what's wrong with the houses? You know the house is sweet. Oh there's no problem Bros is just the the area that is the problem. I spoke to my wife and my wife said no problem let's see it's OK, no problem.

So we went the moment we just turned the corner into the neighborhood. My wife spirit just as we just change even me too self. I wasn't comfortable. The inside of the house was super and I was wondering why the hell would somebody build this kind of beautiful house in a rubbish neighborhood. So this is the reason why as real estate professionals, this needs stage is really important. You're trying to figure out what do people need and you can see how it helps you close the deal.

Because the guy had been yawning with me casual conversational gist. He could tell that this house is a good house, but the way I'm seeing this guy and the way he's talking to me about his wife and what they're interested in this place, he won't like it. And he was correct. And at that point, wifey and I, you know, we just say, you know, what if Vincent says like, no point in going here, Let's just trust him because so far it looks like he's understanding his own point.

So that is the excuse me, that is the need need stage. You're trying to figure out since we're talking real estate now, what is this person investment need or what are their home ownership needs? Then help. That's where you now demonstrate to the people that you have the skills or the inventory to match their needs. This is the stage where you talk about how you help people in the past. OK, yes. We also talked to engineers.

So so so who you're familiar with him? Yeah, OK. Of course. So for engineer, by the time he met us, he wanted to increase his real estate portfolio, he wanted to do more speculation. So we introduced him to this development outside of Abuja, whatever at this stage, he bought into it. And so, so, so and so if I were even able to help him to sell it, he was able to triple his money on that one. You see, you're now talking some very concrete something and you're showing them that this is how we helped.

So excuse me, this is how we helped. So, so, so, so that's the help stage. Then the hurry stage is when you try and blend in with people timeline, people's timelines, because everybody has timelines. The person that wants to buy a car, he has a timeline that look, you know what, this 15 M that I'm holding, I don't want you to stay too long. If not, I will waste it. So between now and like the next three weeks, I should have decided the same thing with the real estate thing.

If they're serious, they have a time that they want to move house, that they want to buy the house, that they want to, you know, do the paperwork so that they can come and start doing foundation or whatever. But sure, everybody has a timeline. So the early stage is where we'll try and figure out their timelines and then we're now align with it and try to help them to make the best decision. So you see what I've said now,

if you have a process for all this and every day you show up and you follow through on this process, can you just see that people will trust you? Don't say that. Kai Nika, she's a professional because she has a thought process and she has a step that she's walking through. She shows up appropriate to the situation. She tries to figure out what do you need. When she figures out what you need, she's able to say, OK, this is how we can help you achieve your goals.

And then after that is a matter of figuring out the timelines and then whether this is the best decision for you and then how we're going to move ahead. So if you just keep doing this over time, people will just be trusting you. Then in the beginning, it will be hard. By the time you do your real estate job, you know, 2-3 years you've closed, you know, a couple of deals. People now start making referrals. You see that, You see how your circle of trusting, a circle of influence, influence will start to grow.

Sorry, forgive me when I make that mistake. My wife will say that is I'm a chief man, that that's what happens to tea people. But it's not just people that have this R factor. Even evil people have this R factor because that real estate agent man, that guy Vincent, his art was his art was something else. Then we had a good laugh about that. And anyway, so I was abusing my in laws later on because mom see my mother-in-law, she's usable.

And anyway, just normal. You know how we like to abuse other tribes in Nigeria. So those those normal things, I was like, so that's how people start to trust you. And I say our trust begins to spread. So basically my rights to Nika again, know her real name and my rights anybody's worrying about trust is relax. You're giving yourself too much headache. You're giving yourself hurdles that you cannot overcome. You can't Everybody locks up when they think this sales is just normal is the same thing.

Even in relationship level, you and the guy, you're hanging out, you're talking, everything is cool, your friends, The moment you feel as if he's emotionally interested in you, you what you lock up, you're protecting yourself. You don't give your heart away or you don't to give your away. You understand everybody lock up is just normal. Somebody wants something, we lock up. So just relax, come up with a sales process, follow your sales process.

Over time, things will be fine. So for the boy who's trying to doze the girl, no problem. You have your process trying to figure out who she is, what she likes, where she's going in her life, and you think you fit into her life as well. You know, hang around, follow your process, over time, she'll relax and she'll be cool with you. Why do I keep talking about boy and girl matters? Because I think it's normal that boys and girls should get married.

So what do you think that's happening these days? I don't understand that people are not marrying again. I'm wondering why, why I'm meeting so many young men. Marriage is not in the cards. Like what do you mean marriage is not in the cards? Like what's going on? Even young girls too, they don't want to marry. Like what's going on anyway, don't mind me as a separate matter, We should be marrying. No, please. We should be falling in love and we should be marrying and we should be having kids a big that's a normal course of a human life.

It doesn't mean that if you don't marry, you're less than anyway. Let me not derail this podcast. But sure, what I'm just saying is just have your process, whether in business or whether in interpersonal relationships, just have your process. Overtime it'll become clear you're an OK guy, you're an OK girl. People will trust you. So most real estate professionals, just like we said, what do they do? They roll up on you.

They say, Sir, would you like a flyer? They roll up on you in traffic. Some of us want to be polite to collect the flyer. Next thing they'll say can I have your number please for those who also give our number. Then what happens is they now continue endless follow up until you decide to block them. That process does not build trust. Other real estate professionals will walk up to you in the mall or whatever and say hello Sir.

I work at XYZ real estate company. At XYZ Co, we provide premium real estate options strategically in Nigeria. We're in Osho, in or your Inquirer, Ondo, Lagos, Akure, Akiti, Abuja, Loring. This is the reason why I should choose us because we have strategic locations near airport, industry, school, Expressway. We have flexible payment plan up to 36 months. We have high ROI return on investment on the land products that we sell.

We have no hidden fee. We have no online issues, no government issues. We have certificate of occupancy Global. By the way, that actually is a real sales pitch. Somebody gave me that sales pitch recently. I said no problem, I just screenshot. I said I was ready for you guys. And they wonder why you're not closing deals. You don't show up on somebody and you vomit all these things on him and you think people are just going to say, oh, yes,

thank you for coming into my life. What is your account number? Let me transfer the money. That's not how it works. You were doing all these sales pitching, rolling up to somebody and just vomiting all these things when they're in the mall or vomiting all these things all on LinkedIn. Like, relax, calm down. It's too much. And yeah, people actually is part of the training that some organs are giving them real estate. They train you to cram all these things and vomit all these things every single time you're with somebody.

Then you wonder how come you're not selling this reason why you're not selling neither of these processes instill somebody we trust. So how do yourself like a professional? Professionals don't go into sales page immediately. Have a process, don't want to sell speech immediately. It will set you apart as a professional. It will make you trustworthy. People will ghost you less. Now the part of the message in where I told her just worry about being targeted and relevant.

This is what I mean. How do I put it targeted and relevant now, OK, Targeting means we are approaching, we are looking for the right people. We're only pursuing the right people. Relevant means the message that I'm sending, the thing that I'm saying is something that they want to that they want to hear. Sorry, apologies for the singing in the background, Abby. It's time for prayer. Abby. OK, no prayer time never reach.

OK, so let's continue. So target and relevance. So that's just what it means. Basically, we want to be sure that we're running after the right people. I want to be sure that the message that we have is something that they want to hear. So the problem with this beautiful sales pitch that they crafted, which is where my XYZ company at XYZ Co, we provide premium real estate options located in blah, blah, blah, blah, blah.

The thing is, as you're vomiting, how do you know if the person wants to hear this message? You might be talking to somebody who has already has acquired all the real estate he or she will never need. So if that's the case, you know your targeting is off, your relevance is off. So that is the first thing we need to worry about when we roll up to people. We need to be sure that are we talking to the right person and is this person interested in what it is that we have to say.

So basically folks like Nikkei who are real estate professionals, what they need to do is we need to be able to try and figure out quickly if this stranger is interested in real estate. Try and figure this thing out as quickly as possible and then be on your way. If the person is interested, continue to flow. If the person is not interested, then what's the rest of your process? If your process is back up and leave, then back up, apologize and then leave.

If your process is back up or try and get a referral, then do do it accordingly. OK. Sorry Sir, do you know anybody else in your network who might be interested in real estate? OK, I'd appreciate an introduction, but whatever your process is, you know, just follow through accordingly. We're trying to figure out quickly is this person interested in real estate? So after with working with Nikkei for a few seconds, this is what we came up with.

So this is a new pitch now for her instead of that long thing that we had earlier. So good morning, Sir. Have you ever considered investing in real estate? For me, quite frankly, I'd rather we just stop there because it gives the person a chance to say yes or no. But of course, most people are not comfortable with that. So what she. So you know what? Let me just let me wind up this window so that the singing will not distract you guys too much.

OK, sorry about that. I wanted to wind up the window, the windows, just in case the singing was getting in here through the background. You know, I record this thing on my phone. So until I'm done and I play back, I can't really tell how much noise is speeding into the recording or not. But anyway, these are some of the adventures of recording the podcast live. All right, so now this is the new opener that we came up with.

She's not comfortable with a short opener, so this one is fairly long. So it goes like this. Good morning Sir. Have you ever considered investing in real estate? And are you aware of the pros and cons of investing in real estate? Then you now keep quiet, hear what the person says. Now this kind of open up. You notice it's short but straight to the point. Sorry, 1 moment. Sorry about that. That was one of my kids, so let me just wrap this thing up.

Anyway, so this kind of thing, now, you can see, is straight to the point. Some of you might even think he's rude, but don't worry, we'll talk about that in future episodes. But because the kind of thing is straight to the point, the person who has been thinking about this kind of thing for a while will be open to talking about it. I want to know some more. People who are uninterested will let you know that they're uninterested.

So you roll up on someone in their inbox or in real life. I say good morning, Sir. Good morning, ma'am. Have you ever considered investing in real estate? And are you aware of the pros and cons of investing in real estate? Some people will say, sorry, who are you or where are you from? Oh, and then you know, so I'm sorry, ma'am, my name is Cammy, I'm from XYZ Global. Whatever, whatever real estate, we have some developments coming up in this and this and that and that.

And we're looking for people who are considering real estate either for home ownership or investment. So that's the reason why I approach you to today map. So is this something you ever, this is something you've ever considered before? You just ask. So The thing is, it gives room for people to opt out and to opt out quickly. But The thing is if you talk to 50 people and you have 5 promising conversations, you'll find that those are promising conversations because of how you're starting the sales process now are much more promising than when you roll up on somebody and you start saying the thing that your guy told you to memorize, which is.

Hello Ma. I work at XYZ real estate company. At XYZ Real Estate Co, we provide premium real estate options strategically located across Nigeria in Osho, in or your Inquirer Ondo, Lagos, Akure, Akiti, Abuja, Elori Choose us because we have strategic locations near airports, industry, schools and expense ways. Flexible payment plans up to 36 months. We have high ROI on land banking, no heating fees, no government. We have global Certificate of occupancy by the way, real estate firms.

What does global the certificate of occupancy mean? People should stop making shit up. Title applies on a national basis. So certificate of occupancy for Nigeria is for Nigeria. It does not apply in America, but it's one that real estate companies are now saying global certificate of occupancy. Stop making stuff up and stop making promises that you cannot, that you can't, you can't keep. There's no global certificate of occupancy American paper that gives you title to land.

That one is good for America. It does not apply in Nigeria. So America will certify their own landed property. Nigeria will satisfy their own landed property. Cameroon will satisfy their own landed property. Stop this whole thing of global certificate of occupancy, stop it. These are the things, see, we're talking about trust. These are the things that make people lose trust in us. Somebody will hear this thing. I think all good is global.

You now find that oh OK, you complied with stuff in Nigeria, but you know what, since this is America, you have to comply with other stuff as well. So please don't make promises that you can't keep by me. The point I'm just trying to say is I'm trying to make was this. When you roll up on people, the first thing is I is my targeting on point and my relevance is on point. Am I talking to the right person? Is this person interested?

That is the first thing that you have to worry about when you now find people who've been thinking about it and who are open to talking some more than you can now start moving into need. What do they need? Help, Julie, can we help them? And then hurry and you'll be fine. So if you start off trying to be sure that people are interested, first of all, before you start to vomit your sales process, after a while people will feel you and will see you as a trusted professional and they will view you as a pest.

So a lot of you, the reason why people are viewing you as a pest is because you don't have sales process. You've crammed a bunch of stuff and you're starting off your sales process the wrong way. So that's why they don't trust you. But either way, please, you're like this, my sister Nikki. And by the way, that's not her real name. Having a huge barrier in your mind around trust when you're talking to people, it will cripple you.

You will always be afraid. How is Madame seeing me? Is she trusting me, blah, blah. No, no, no, no, no. Just relax. It's a normal process. Everybody's mind is going to be up in the beginning. Come up with a sales process. Follow your sales process and trust that the dynamics will sort themselves out over time. If you don't have a sales process, very good. That's the whole point of this podcast. Keep listening. These are exactly the sort of things that we talk about almost on a daily basis.

So you're in the right place. And if you do have a sales process, no problem, keep listening. You'll find ideas about how and where to tweak your process to optimize it and make sure that you increase your conversions and your likelihood of closing the deal. So that's it and that is all for today. Remember, if you'd love to connect, you can call, SMS or WhatsApp me on 08064662140. Thank you for your time and attention.

I will catch you next time. Same place in your headphones or in your speakers.