Sealing the Deal: Building Trust with Legal Professionals

Hello and welcome to the show today. I'm not an audio booth, so I expect to hear some interruptions in the background. Today, we're going to be looking at a coaching session. It's a conversation that I had with the real estate professional not long ago. And this is supposed to be helpful Nuggets for those of you who are in a similar situation. So like I said, it's a conversation with a realtor based in LAG, Lagos. And this realtor is on the cusp of closing a deal and the fellow needs some help with getting the trust, securing the trust of a legal practitioner of a lawyer because the lawyer is having,

sorry, the real estate professional is having a conversation with a client. It looks like the client is happy. And so the client has told the realtor like, OK, here's my lawyer's phone number, call up the lawyer, have a conversation with the lawyer. And so, yeah, it's a step in the right direction. The client seems to like the deal. But once the realtor, the person who is selling the real estate, wants the person to talk to the lawyer 1st.

And so that's what we're going to discuss the coaching session that I had with this individual and what you guys can do if you are in a similar situation. Now, before we continue, let me share some of the stuff that I'm currently listening to on Spotify. As for those of you who want to become like me, if you want to become a man or a woman of sophisticated taste, I'm not saying I'm a woman, I'm just saying that, you know, the opportunity is open to people either way.

So if you're a lady, you like listening to the show and you want to become a lady of sophisticated taste when it comes to music, then let me share some of the stuff that I have on the playlist. So I'm currently listening to The Raconteurs and it's a group that used to be led by Jack White. And it's it's nice rock music driving grooves. Some people call it non classical rock. It has strong rhythms and there's a strong Blues element to it.

So if you like distorted guitar, you know, like Carlos Santana, you know, guitar that's a little dirty but has a sweet tone, sweet and smooth tone, then that's the kind of music you should be listening to. So of course, if you've been listening to Jack White's recent stuff, you know, with that group at White Stripes, you know, where he's the guitarist and singer and then the other lady is the drummer. So if you've been following White Stripes or if you've been listening to anything like Dan Auerbach's music, Dan Auerbach,

what's his group again, I can't remember. But if you like this kind of stuff, then Raconteurs. That's that's some, some good music right there. So if you've been bred on my piano and Afro beats, as people call it these days, and you want to try something different and you want to try some guitar music, then that's something that's been on my playlist. So have a listen and let me know what you think. Now, if you'd like to connect with me not just to discuss music but also to discuss business problems like the real estate professional in this coaching session that we had,

then my phone number is 08064662140. The country code is +234. For those of you who are not Nigerian, if you're going to call me, go ahead and call Nohala. But if you want to call over on WhatsApp, please send me a message first because there are too many scammers on WhatsApp and I don't know what's going to cause a security problem these days. So I'm ignoring WhatsApp calls from people I don't know and I'm also ignoring text messages with links from people that I do not know.

So just send me a text message. Heard about you from the podcast. Want to connect? Want to discuss about ABC123? No problem, we'll chat a bit, exchange a few messages back and forth, and then when it's cool for both of us, we'll hop on the phone and have a conversation real quick. You can also connect with me on LinkedIn, the name to look for establishing my IED. That's my name. I'm the host of the show. You can get the correct spelling of my name from the link.

We're listening to this podcast, so just highlight and copy my name, paste it in LinkedIn, my profile shows up, send me a connection request and we can be chatting in a couple of hours. I definitely will respond to you less than 48 hours from now. Then let's get straight to the details of the interaction. OK, Well, not the detail of the interaction between me and the real estate professional, but the details of the interaction between the real estate professional and the client.

So let's say professional reached out because of course he had some good news that he has landed his first client. And of course, I'm very, very happy whenever someone lands their first client, whether we can trace it through advice that may have come through me or may have not. Either way, I am very happy to share in your progress whenever you guys are making progress. So real estate professional landed his first client.

The client is very interested in the deal. And I sent over the lawyer's contact details for the real estate professional to follow up. OK, let's just use some names to make it easier instead of me saying real estate professional lawyer. So let's say real estate professional, let's just call him Jude, and let's say the client is a chemi. So chemi, the client is really happy and she has sent over a lawyer's phone number to Jude and say, hey Jude, I like this deal.

Follow up with follow my lawyer and let me know how far. So of course, he's hoping that this is a final step to closing the deal. The real estate professional, Jude is assuming that he can close the deal so long as he can build trust with the lawyer and he wants to know what my tips are. He wanted to know what my advice or tips were to make a good impression and also to gain lawyers trust because he also assumes that this is the last step.

So Jude real estate professional wanted to know about anything specific that I could help him establish credibility or ease concerns of the lawyer and that was essentially what the coaching session was all about. Then is this the final step to closing the deal? I guess so until we see something to the contrary, I think that this is definitely a step in the right direction. For those of you who are listening to the podcast for a while, you know that I always talk about continuations and I

talk about advancements and how we should always be looking for advancements. Now, a continuation is when you leave a conversation with a potential customer. You guys seem to be doing OK. You guys are fluent, you guys are friendly, but you don't know what the next clear step is. Whenever you're stuck in a continuation, it doesn't matter how friendly you are with the potential customer, just know that you're not making progress because, you know, shy.

You guys are cool, but you're just going around and around. You're not really making progress. So if you go to the client's house or the client comes right to the office, you guys talk. You just, you know, all kinds of things and you know, the client gets up to you and says, oh, I'll get back to you. I'll get back to you is just continuation. You don't know what the next step is. I'll get back to you. You have no idea what that means.

Now advancement is when both of you have a meeting and then you have a clear idea about what the next step is going to be. So in a situation like this where client comes to your office, you'll go to the clients house, you guys chat and then she's like, correct, I like this thing. You know what, let me give you lawyers phone number, called the lawyer and talked to him about it. In this case, we can argue it's an advancement because we have both left this meeting and we have a clear idea about what to do to move the deal forward.

Both of us have agreed that this seems like a good idea, but you want me to talk things over with your lawyer before you transfer the millions to my account and then we get things rolling. So it's reasonable to assume that this is an advancement. By the way, if this is not an advancement and then there's a problem, no problem. We will find out about it later in the future and we'll figure out what to do about it because that's what we do.

We're self-employed people, we're business people, We're trying to make a living here. So it's just normal. Solving problems is exactly what we do. If there's a problem in the future, we'll get to that. But for now, let's just assume that this is an advancement. So if you're new listening to the podcast, please take that in mind when you're trying to structure your follow up on your business deals and stuff like that.

We should always be looking for advancements. If you leave a meeting, you guys are friendly, you guys are cool, but you don't know what the next step is. You don't know what you should do next. The client might doesn't even know what should do next. That's a consideration. That's a messy thing. You need to find a way to get an advancement. So in this case, the potential client has given an advancement and I think that that's very good.

I think it's a step in the right direction. It doesn't mean that when the advancements comes from you, it's a step in the wrong direction because I'm, I believe, family that we should take the initiative on some of these things. So if the meeting is coming to a close and the client has not suggested what the advancement is, then by all means, I am going to say something. I'm going to say, OK, Ma, thank you very much for the meeting.

It's been fun, blah, blah, blah. I'm glad that we're getting along on this and this and that and that. In my own opinion, I think the next step now is that we should do this and this and that and that. What do you think about that? And then I'll keep quiet and then I'll listen. So if the potential customer in this case didn't say, oh, I like this, please talk to my lawyer. I would be the one who would have said OK, Ma, usually at this stage before we now transfer millions to my account.

Usually at this stage, it's not a bad idea to involve your lawyer or your agent or whoever to go over the paperwork and to look at title. What do you think, Ma? Is that? Is that an OK? Is that what do you think? Ma? Are we? How will I put it? You get what it is I'm trying to say. So usually, Ma, at this stage, we now look at title. Are you OK with me meeting your lawyer or your agent so that we can go to Lands and Registry and inspect the title before you transfer the money to my account?

And then you keep quieting here what she says. She says, oh, yes, that's a good idea. Then now you know that you're making an advancement. But at this stage, if you propose that as an advancement and she says no, unless she starts Hemming and hawing, then there might be a problem. But anyway, bottom line is in this case, it's an it's a good sign. Let's take it as a good sign until we see something to the contrary. So my advice to Jude Real Estate professional was this.

Now look, Cameo has already told you to hook up with a lawyer. So don't worry too much about inspiring confidence in the lawyer because the good sales practice you've done before now, the good business practice that you've done before now, and the good professional practice that you've done before now that convinced Kemi the client is going to show that you are credible and that you are legit to the lawyer. So just keep on doing what you've been doing in the past that led you up until this point.

So don't worry about, oh, I have to show, I don't, I have to show build trust or show credibility with the lawyer. Just focus on what you've been doing before now focus on the fundamentals of the transaction. Focus on making sure that the client is satisfied and that their interests are protected. And then of course, trying to figure out what the last concerns are and trying to show everybody why this is a sweet deal and you'll be fine.

So you don't need to carry the emotional angst of, OK, she has passed me over to the lawyer. How can I make a good impression on lawyer? So I don't really think you should bother yourself like that like that. So of course, you know, basic stuff that you have to do professional tenants. So the thing that you have to do as a real estate professional, make sure you do that, OK? And that's some basic human stuff. You know, make sure you bath,

comb your hair. If you have dreadlocks, make sure the dreadlocks are neat. Dress up up here. What's the word? What's the word? Now dressing has to be appropriate, appropriate to the circumstance. So maybe you shouldn't show up to the lawyer's office wearing torn jeans, you know, torn jeans like Kanye West's, like those kind of torn jeans and then torn T-shirt. Maybe you shouldn't show up like that. So that's why I say the professional standards of the context will determine.

So you're a real estate professional based in Lagos. However, it is that you've been showing off for meetings with Kemi, the client that made you look like a credible real estate professional. You know, continue like that, whether it's tried on tried or whether it's a casual shirt on trouser or whether it's suit on suit or sorry, excuse me, you know, the context will determine. And then of course, the practice of your firm, because there are some firms that the auger, the owner of the firm has a very strong idea about how people should dress.

So I've seen real estate firms in Abuja for instance, where the owner of the real estate firm says that, look, everybody that works here needs to be suit on suit plus tie. If that's what your guy says, then by all means, suit on suit plus tie. And then I've seen other real estate firms where what they do is smart casual. So I'm not going to advise you one way or another, but just follow the professional dictates and you'll be fine.

Then like I said, make sure you bath, you know, spray perfume, brush your teeth, you know, all that kind of stuff and you'll be good. After that, you're focusing on the fundamentals of the transaction. So my advice to him was you've got the phone number now the next step is you have to call the client. And oh, sorry, I almost got one of these automated because I'm using my children's laptop for something. So every time you say a certain keyword, I don't want to say it now or else the thing moves back again.

The AI will just pick up. So that was the pinging that you heard in the background. OK, So what I told Jude real estate professional is this. The next step is call the clock. Oh boy. To make calls, you'll need to import your contacts. OK then. Communicate then the contacts icon in the upper. Right hand corner. Sorry about this. I wonder how you turn this thing off. OK, I really need to learn how to use technology so that I stop ending up in these embarrassing situations.

OK, All right, So I told a real estate professional, Jude, I told him, now that's what you're going to do. So pick up the phone, buzz the client, and then thank the client for the trust and being willing to take the next step. You will now ask the client whether there's any particular concern that you want me to go over the lawyer with. So you don't have to use the exact words, but that's the scope of the conversation because you're trying to know what's up.

You're trying to fill out, you're trying to know where she is, you're trying to figure out what the level is. So if you have the conversation like this, oh, thank you very much. I appreciate it. Looking forward to working with you. Before I call the lawyer. Is there anything in particular you want me to discuss with the lawyer? If you now know this, you will now know the agenda to set before you call the lawyer, and you now know how to set the tone for future conversations.

Let it not be that you call the lawyer fresh and then the lawyer will think that you're trying to start the whole thing all over again. And trust me, I have been in this situation before. That was back my wedding photography days. Me and the bride, we got on like 5 and 6. We concluded everything. I brought in my video guide, We concluded everything. We agreed on the amount. And then the lady said, oh, please want you to talk to the planner.

Now my video guy at the time was like, yeah, sure, I'll talk to the planner, but this is my account details transferred. The transferred the money. After I make the transfer, I'll call, I'll call the wedding planner. I didn't want to be too forceful in quote at the time. I said, I said sure, no problem, give me the wedding planner's number. And then we left and my video guy warned me. He said, look, oh boy, this thing you're doing is risky.

We have settled this thing. Collect your bar first before you now call wedding planner before you go down. Wedding planner now saying this and this and that and that. But I didn't listen. I called the wedding planner. I saw a wedding planner started giving, started interviewing me afresh, as in something that we've already settled. Wedding planner was now really litigating the whole thing. So trust me, these things have happened.

So in this case, if the client Cami declined, I said I'm good to go, but I want you to discuss title with the lawyer. Then in this case, when you call the lawyer, the agenda will be tight. Like hello, got number from Cami. She says you're a lawyer. This is Jude. I don't know if she mentioned you to me. Yeah, I'm the young man that has been showing her this property that is on so, so, so and so St. in VA and that she's interested.

So she said she's good with everything and that we're good to go. The only thing she wants is that she wants us to go to Land and Registry, that we need to verify title, that since you're a lawyer, she trusts you to handle that. So that's the reason why I'm reaching out. I'd like to come over to your office to have a meeting so we can talk some more, you know, when are you available? I'll be on Lagos Island Friday 10.

How far does that work for you? So you call up conversation crisp, straight to the point. We are here to talk about title. We are very fine title. I'm not here so that you will now start interviewing me afresh and see if you know God knows what me and the Claire, we are cool. We have settled agenda for me coming to this office is 1234, full stop. So excuse me, I'm Samatan here in Abuja. So my nose has started action up again.

So that's what I recommended as the next step. Buzz the client. Thank you. Any particular concerns you want me to discuss? Whatever the client says, hold your pencil and your paper as he's talking, be writing it down. If he says 123, write down 123 when you call up the lawyer. That is the agenda. Yeah, I spoke to Cami. We're good to go. She likes the whole deal. She wants you to verify 123 and 456. How soon can I come to your office so that we can talk some more?

So that's just it basically. So talk to Kemi, figure out what needs to be done, whatever needs to be done. That is the agenda. Call up with lawyer. Keep the whole thing tight or else the lawyer will go and start relitigating things because these things happen. Maybe the lawyer has his own person or the lawyer has another piece of land. Maybe he has his own Commission coming from somewhere else that he would like Cammy the client to look at.

So you know, regards to guard our own portfolio, you understand, so close market territory. Let's see what else. Now, the reason why I'm saying go to the office and see the lawyer is this it is because we're also talking about trust. It is easier to build trust when it's face to face. If lawyer is in VI talking to Jude real estate agent, but everything is just 444 WhatsApp WhatsApp WhatsApp no face to face. Well, I'm not saying it would destroy trust, but if lawyer comes over to my office and sees that, oh, OK, this is a reputable real estate property company or I go over to their to their own office, lawyer's office, we sit down, we're seeing face to face, we're talking, I mean, all these things, they help to build trust and they help to build rapport.

Now, another reason why I'm saying call of the lawyer and go to the office is because it's also being practical. It is better to sit down at someone and then in two hours you will have discussed everything rather than this whole thing of you're sending 20 emails back and forth, 15 WhatsApp messages back and forth, something that you drive over to the guy's office, you sit down, you talk in two hours, you drive back. Yes, it took you the whole day,

but it's better than pinging back and forth for the next 1 1/2 weeks after which you guys don't know where you are and people are getting lost in the details. So yes, it's a day of driving and especially in Lagos, wasting a day of driving. Just look at it this way. Don't think of it as a day of wasted driving. Think of it as if I drive over there now. And we talk in two hours and I get stuck in traffic on the way back.

That will save me the rest of the week of the back and forth because you can reasonably go sit down there, iron out the details. And then maybe the next thing is you both agree about when you guys go to Alausa registry departments, you know, to go and look at titles and title and document and everything. By the way, I'm not in the land business. So if this is not how things work in Lagos, if you're a real estate professional, then please forgive me.

I'm just making stuff up to illustrate how we can be moving things forward one step at a time. So that's pretty much what we did in the coaching session and what I told the guy the next step should be. So for those of you who are listening so far, but you're still concerned about trust, and these are the factors that you're supposed to be looking at, the three factors that I talk about. There are different frameworks for building trust, but the easy one that I keep going back to over and over again on the podcast.

So for those of you been listening for a long time, you're not going to be surprised. It's the three CS, credibility, commonality and competence. This is part of a framework that is developed by Tom Hopkins. He's also a sales trainer in the USA. Actually, he's retired more or less, and he was in real estate sales. By the way, like I've told you guys before, because this thing was developed for real estate sales does not mean it doesn't apply to wedding photography or selling eggs or selling diesel or selling whatever.

This is a universal principle that applies any which way. So you build trust by showing credibility, by showing commonality and showing competence. Tom Hopkins calls them the three CS credibility. I'm not going to give you the technically correct definition, but credibility just means do you sound legit? So in this case, does your company have a good track history? That's the reason why I said, you know, if it's possible for a lawyer to come over to your office, you know, that might be good.

Although in my own opinion, I'll say go to lawyer's office because we're trying to limit the amount of friction that is involved in the sales process. Friction just means an extra step that somebody has to take to do business with you from a sales perspective. If we throw up too much friction, we could be slowing things down. If I say lawyer, come over to my office, let's meet, I now have to wait for a day that is convenient for him.

And of course we know how these things are now. Fuel is now 1002 in Abuja. I don't know how much it is in Lagos so that he can afford the time and afford the money to drive over. But if I say hey, don't worry about that, I'm going to be in VI anyway, Thursday, Friday, I will come to you. I am reducing the amount of friction in the sales process. So. But if you're able to get lawyer to come to your office, Yeah, Yeah, sure.

No problem. It's something that will help build your credibility because the guy will enter. He will see the compounds nice and clean. Security guard, the saluting. Sean, Sir, you know, you know that thing that you do now? You salute. You smack your food. He will park in a nice compound. Enter inside the office. You will have solar panels. The AC is tight as walking through the corridor. All the awards that your firm has won, you know will be there because this guy doesn't own the Jude in this case, not his real name, doesn't own the real estate firm.

He works for someone. So all the awards that they've won will be there. The different property developments that they've worked on in Lagos, you know will be there and in other states there will be a place where they will frame the company details registrations with CAC, everything will be there. Once again, receptionist greet him, you know, nice and good or you had to see Mr. Judo. No problem, have a seat Sir. Offer the guys some nice Jill malt because after all, Lagos is hot as hell, you know.

So all of these things help to build the credibility. These are some of the things that people play on is just trying to answer the question, do you sound legit? That's all. Anything that you can do to say I'm legit, I sound legit. That is what you mean. While we're talking about credibility, you're just trying to show Orga lawyer when he enters the building that the company has a good track history, it has real estate certifications, it has experience, you know, and all those sorts of things.

That's all credibility. Do you sound legit? So if you're worried about credibility, try and answer that question me as I'm looking at myself, do I sound legit? OK, I sound legit here. Over here. I don't sound legit. How can I beef my legitness? I'll be my legitimacy. So that's just it. Credibility. Do you sound legit? Then? Competence. Competence just means does this guy sound like he can do the job or does this big sound like she can do the job?

So that is where when you're having a chat with the other person, you now casually drop in conversation how many clients you have or your years of experience, these kinds of transactions that you've handled before, how you've helped clients in similar situations, blah, blah, blah. You know, that's the part where, you know, we went in photo goers. You will now let's say your your guy called you to second shoot on a popular wedding.

Maybe when Dangote's head Dangote's daughter was getting married. You're not the guy that covered it all, but your friend was hired to be second shooter and then your friend now gave you some small cash that you might should come and shoot. That's the point of meeting where we waiting for programs when I start flexing like Oh yes, yes, yes, yes. When I was shooting Dangote's daughter's wedding, it was not you. You are assisting the second shooter, but you understand you're trying to show competence.

So that's how any competence and credibility are closely linked. So in that case you're trying to show competence. So the person like OK, he handled down with his daughter's wedding, no problem. Therefore he'll be able to handle my daughter's wedding. So the scope is the same. You talking about the clients that you've helped, the kind of transactions that you've done, you know stuff like that. So that is the whole thing of competence because if organ lawyer is handing on behalf of the client a transaction and this thing is worth, I don't know, let me say 800 M, but in the conversations it looks like you have only been handling deals that is worth 1.5 M.

It's the kind of thing that makes somebody shake like I'm not sure I'm dealing with, you know. So anyway, you you catch a drift. So that's competence doesn't sound like this person can do the job. So for competence, ask yourself that question, does it look like I can do the job or does it sound like I can do the job in the places that I'm lacking? How am I going to be filled up? So that's it. Then the final C is commonality.

Commonality just means I like you, we are similar. You are a decent human being. That's all commonality means. So summary, if you're having a meeting with someone and you sound legit and you sound like you can do the job, and then on top of that, you're a decent human being and we're similar. We are flowing while vibing. What is there again? That is the beginning of trust being built. Of course, remember that it's easy to destroy trust.

So as you're making progress, don't try and overdo. Don't get too comfortable. And then you understand now, because everybody these days, they talk about being authentic. Please, in my own opinion, don't be authentic. Be relevant to the time and to the situation. Forget authenticity. I mean, for me, authenticity involves farting and belching around people that know me and are people I'm cool with. But there's some people who don't like that.

There's some people who think belching or farting is lousy. So don't be authentic, just be relevant to the situation. So commonality, that's the final one. I like you or similar. You're a decent human being. So as you're having a conversation with potential business partners, you should be looking for areas of personal history or likes or interests. So that whole thing of state, you know, that's why I mean, I talk about state of origin a lot 'cause you know, Ben Ray, boy born in Makuli, but we lived in Suleja, then Abuja, then Lagos,

then EFA, then for me, Aberdeen, Scotland. So I've been around a bit. There's always some kind of connection. Shah, I can be, I can be talking with someone who didn't live in Aberdeen, but maybe the person went to school in Glasgow. That's commodity. They're like, oh, you are in Glasgow. OK, That local government is, is like 2 hours away from where I was, you know, and then there's some gist, OK, which part of the UK blah, blah, blah.

You know, you'll just be flowing like that. So areas of personal history, likes interest, those sorts of things. State of Origin Tribe University, university, that one works a lot, you know, because I went to the greatest university on the African continent that is above me at World War University. So it helps because I've been in situations where I'm like, oh Sir, oh, you want to owe you? Great affair. Great. Ah, OK, owe you too.

I say yes. When did you graduate? I graduated in 2007. Ah, you're an embryo. Me, I graduated in 1986. Ha ha, ha, ha, ha, ha ha. And you have the conversation so that that works as well. And sometimes areas where you grew up. So to be honest, I can't remember my days in Makodi and I cannot remember my days in Suleja because back then I was an embryo. I think we left Suleja when I was 2 or maybe 3. So I can't remember. But still commonality there.

You know, somebody's like, oh, OK, Suleja. Oh yes, I grew up in Suleja as well. Something, something, you know, You know how these conversations are so commonality? We're looking for areas of personal history, likes, interest, things like that. Oh, 30 minutes. OK, let me bring this to a close now. A warning here and a very strong warning when it comes to commonality. Please, you guys, pay attention. Pull up your ears.

Especially since nowadays everyone wants to be authentic when it comes to religion and politics. These are testy issues. This is not the avenue to start discussing religious affairs. Yes, Jesus Christ is the way, the truth and the light. But right now this is about collecting money. So I'm not going to bring that up. After we collect money, we can talk about all these other things but for now, religion, politics, forget about it.

In the Nigerian context, this is not the avenue to discuss, I don't know, Sharia law. This is not the avenue to discuss APC or PDP, which is better. This is not the avenue to discuss is Tin Abu a devout Muslim or not Because the people that say Tin Abu is a second rate Muslim, he's not a real real Muslim. This is not the time to discuss whether Shatima is committed to a secular Nigerian state or not. This is not the time to discuss any of these things, religion or politics.

Please, I'm not saying be fake. I'm just saying keep your eye on the ball right now. I'm a real estate agent. My goal is that I want 4050 M sitting in my bank account by the end of today. That is my focus after the money has been transferred. And then me and clients were now vibing as you know, as as boys, as per, you know, we're doing business together, we're comfortable around each other. And then we go out and we're having beer, we're having pepper soup.

And that is different under that kind of atmosphere. After all, alcohol is a social lubricant, as they say. You can be drinking alcohol, you can be arguing that what do you mean that Tinobu is the worst thing that's happened to Nigeria? Or what do you mean Tinobu is the greatest thing that's happened to Nigeria? That one is a different context. We've transferred the money, we're out on town, we're trying to relax, we're trying to cement this relationship before we go ahead and try and settle Kemi,

the client. So in that atmosphere, yes, you know, go ahead and say Jesus Christ is the way, or PDP is better than APC or Tinabu is the correct Muslim who's moving the country forward or Tinabu is an absolute Pagan who is running the company, running the country ragged. So then you talk about all those things. So please, strong warning, stay away from these things. At the date of this recording, America is during the elections.

It looks as if Trump is about to win. This is not the time to discuss which one is better, Trump or Kamala Harris. This is not the time after the money has been transferred and after you guys are cool and after you guys are boys and after people are flowing. When you and Kemi, the client, now become family friends, you can talk about these sorts of things. Not now. So that's all for today pretty much. Thank you very much for your time and attention.

I hope you guys have been able to convince you guys that if you have been able to establish a certain level of trust so far with the client who's referring you, that don't worry that trust is going to carry over. But if you're worried about trust, then the things that you should be paying attention to are commonality, credibility, competence. Do that in a very short fashion. You'll be fine. So don't go to the lawyer's office and spend 2 hours talking about life growing up on Lagos Island.

That's a waste of time. So the part about Lagos Island where you guys grew up or where you, that part of the conversation should not be more than 20 minutes and then get straight to business. Well, of course, it depends. There's some people who are talkers. So if you're with a talker, I guess you can't avoid it. So that's all for today pretty much. Thank you very much for your time and attention. And like I said, you would like to connect with me.

The phone number again is 08064662140. Country code is +234. If you're going to call on WhatsApp, please send a message first. We'll ping back and forth and then chat. The name of the search for on LinkedIn, establish my IED, copy it from here. When you're listening to the podcast, paste it in LinkedIn, send me a connection request, and we'll take it up from there. So I'll catch you guys tomorrow.