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Today on the podcast, we're going to be dealing with how to deal with rejection in business, in sales. And the reason why we're going to be tackling that today is because everybody gets rejected. So if it hasn't happened to you yet, perhaps you're new in business, or perhaps you've been incredibly lucky. Perhaps you're very persuasive or perhaps you're very good at targeting, so you only talk to people who are already interested in you.
But if you don't fall into the those categories that we've explored so far, then I think you should pay attention to today's episode. Now, the case study that we're going to be using is real estate. And that's because I was asked the question on my radio show by a caller, Nelson from Abuja, who's a real estate professional and who wanted to know how to deal with rejection. So that's all the good stuff we're going to be talking about over here on the podcast.
I'm making today's recording at home, so there's going to be some noise in the background because the kids are home. I'm the host of the podcast. My name is Tavishima Ayede. If you'd love to connect with me, you can call, send me a text message or a WhatsApp message on 08064662140. And if you like these sorts of issues, you know, how do you get customers? How do you get clients? How do you deal with rejection? How do you sort out customer service issues, you know,
business difficulties and trying to brainstorm and troubleshoot how to move your business forward? Then this podcast is for you. So subscribe on Spotify, YouTube, Apple or any player of your choice. Please don't forget to share with your friends and let them know that we have good stuff like this in Niger live and home grown. So how to deal with rejection? I will. The case study we're going to use is real estate. And the fellow who called on my radio show, his name is Nelson.
First off, let's define rejection. Seems pretty straightforward, right? OK, well, for the purpose of this episode, we are going to define rejection as when people tell you no, when people tell you in words or with their actions go away. I don't want to hear from you or they ghost you. So all of that will not be together as rejection. So that's our simple definition. Now, the first thing that I want to point out, which is how I
started off the podcast episode anyway, is that rejection is inevitable. It is going to happen to everyone. We cannot avoid it. If you're married, you know, especially if you're a young man, you know, you taste that you toasted one or two people, you chop some rejection before you found the love of your life. It's just standard. So it's the same thing with business. Before you get that contract, before you blow, before your container lands, you would definitely chook hand or put your head in one or two places and the things will not click.
So it's normal. Everybody gets rejected, whether in personal affairs or whether in business, everybody gets rejected. So what are the reasons why people get rejected when it comes to business? Because when it comes to relationship, you know, it's complicated. Because when real estate professionals like Nelson Jackson, when they reach out over on the radio show, for those of you who've been listening for the last 2-3 weeks, you know, you know what I'm talking about.
But it is your first time listening to the podcast. There's lots of other episodes. So just subscribe and keep listening to past episodes and you will get the full gist. So when folks like Nelson reach out, they wonder, is it me? Is there a problem with me? And of course, in relationships, the same thing too. Is it me? Which is why people came up with that whole Oh no, it's not you, it's me kind of thing. So if it's relationships, maybe the problem might be you.
When it comes to business, don't take it personal. They're just some simple dynamics that are playing and this is one of them. There's some research that has come out in the West as usual, you know, North America, Western Europe, because in Nigeria, we don't research nothing. So there's research to show that people are only in market for your product or your service 5% of the time. Let me repeat, there is some research and I think it also applies to Nigeria as well.
Seems like a human thing that people are only in market 5% of the time for your product or your service. You don't believe me? Let's think about it. Let's do a simple thought exercise. You're listening to this podcast, right? And you're listening to this most likely on the phone. Now think about it. What model of phone are you using? For me, it's a Xiaomi. It's a 13 C Yeah, the phone is old. But The thing is, it works.
And the phone is a beast. So quite frankly, I don't care. Although, if there's any of you listening to this podcast right now, who feels sufficiently blessed? You want to elevate the status of your boy. And by your boy, I mean me. You want to elevate my status and you want to bless me with a Samsung Fold. See, that's the reason why I gave my phone number at the beginning and at the end of every episode. So if you want to bless me with the Samsung phone, I will not refuse.
In fact, I will bless you and I'll pray for you and my wife will pray for you too. So where was I? So the 13 CD Jiaomi, this phone is a beast. Well, think about it. If you sell phones and you go outside and you grab people randomly, 100 people, 100 people, just grab them. How many people do you think want to buy a phone at this particular moment? Think about it. Is it realistic that you go outside and grab 100 people randomly and then fifty of them want to buy phones?
Is that possible? The answer is no. So this 5% thing, it makes sense. Now. If you go and grab 100 people, only five of them are thinking of buying the phone right now and they think about this. The phone you want to sell is a Xiaomi 13Z. How many of them do you think are considering this specific model right now? And even if some of them are considering this specific model, how many of them do you think would be interested in talking to you?
Because let's face it, some of them probably live next to a phone store. Maybe they're already talking to another person or you know, they might have some other plans. So even if magically we could deliver up the 5% of people who are in your market right now, they want to buy real estate right now, they want to buy a phone right now, they want to buy consultant services right now. They want to buy human hair right now.
They want to buy whatever it is that you sell. There's no guarantee that we even want to talk to you. None. This is part of the reason why this rejection dynamic is just a simple factor of life. 95% of people, they're going about their business. They have other things that they want to do. And quite frankly, you don't really factor in the in the in the equation that much. You don't because 95 of them, they have their own perils.
Five of them, yeah, they're thinking. But then again, there are other people in the market out there. They're seeing all kinds of messaging, all kinds of advertising. They're being introduced to other people. So all of you. So back to the human hair example, you have human hair, 52 inches, you know, it's good stuff. You know, you've imported it from India or China or whatever, authentic human hair, you know, from Burma or wherever it is that you imported from, you know, yes.
But think about it, you're in Abuja, you're in Port Harcourt, you're in Lagos. Are you the only friend always selling human hair? You're not. Then all of you are now fighting for that 5%. What do you think? A bunch of you are going to get rejected? So that's just normal. Then brand Tracy put it this way before I came across this 5% research, I'll be 5% statistics. Brand tracing is old stuff, I think is psychology of sales.
He mentioned how not everybody you run into wants your product, not everybody needs your product or not everybody can afford your product. So you should expect a certain measure of rejection because not everybody wants it. Not everybody needs it, and everybody can afford it. Some people want it and they need this thing, die. But then Bally money the paper. They don't have it, they can't afford it. So what do you think this person will do?
They will tell you no or they will ghost you. Some people have the money. The money is too much. So while flooring from their pocket, money in our water, money everywhere. But The thing is, they don't want what you have. They don't need it. They don't. That's the reason why you're going to chop rejection. It's normal. Then there's also another factor, urgency. Not everybody has a time bound need for something. So let's go back to that.
The example that I used I think was last week about my Tesla Cybertruck. I haven't bought it yet. Excuse me, but you know, I'm talking in faith. I didn't manifest, you know, like all of us are manifesting in Nigeria now. So like the Cybertron now I can have 200 million cash clean ready to buy the thing, but then there's no urgency. Like, well, you know, my G wagon is OK, my Lexus Jeep is OK, my Toyota Foreigner 2025 model is OK.
You know, my car is now boku them plenty, you know, so it's not see if there's any need as in Cybertruck. It's nice, but I'm still thinking there's no urgency there. So if you sell Tesla Cybertrucks in Nigeria, you will chop rejection from those kind of people who have the money. But right now there's no urgency. Excuse me. So this is the reason why we need to just accept Nelson. You have to accept it. You listening to the podcast right now, you have to accept it.
Rejection inevitable. Everybody would chop rejection, whether in business or whether in personal. Just not possible. Well, like I said, unlike romantic affiliations where somebody rejects you, they could be rejecting you because your mouth is smell or you're too tall, you're too fat, you're too black, you're too yellow, you're too fine, you're too ugly, you're too rich, you're too poor. By the way, somebody can be disqualified because they're too rich.
I've seen it happen. I know a young man who looked at the babe. The babe was all right. She finds she everything. But then when they started talking, the guy realized that or more this babe comes from serious money. And that's how the girl, the guy disqualified the babe. He rushing up because the guy said, look, I know myself, me, I like money. If I like money, if I continue to follow these runs with his babe, I will fall in love with the money.
I will fall in love with the family that has the money and it will stop being about her. It will stop being about the money. Now, whether you agree with that rationale or not, I'm just trying to tell you that yeah, some people can be disqualified because they're too rich. Everything OK, but the guy is too rich. I don't like rich man. Disqualify the guy. The bill comes from money. She's still rich. I don't like rich women that show that good day up.
Disqualify her. So in romantic affiliations, yes, you can't be disqualified for any reason. However, for business, when you're rejected, it's not personal. I repeat, for business, when they reject you, it's not personal. Most people reject. They say no, the ghost, they avoid, they blog call, they pretend they're not at home or pretend they're not in the office because of the value proposition. I repeat, when people reject you in business, it's because of the value proposition.
The value proposition is, or rather the value proposition means, why do people do business with me or why should people do business with me? That is the value proposition. Now let's dial it back to Nelson because we're talking real estate. So if you're a real estate professional like Nelson and people are ghosting you, chances are it's because #1 the real estate you're selling, they find it unsuitable as an investment tool.
Because most people who buy real estate, if my opinion is correct, they buy real estate because they want to use it as an investment tool. You want to buy land today so you can sell it in five years after the value of the thing has tripled or quadrupled, and then you get your money back. So some people play that game or buy a house today and then put renters in it. You know, start making some small, small coins. You know, those are some of the game people play with real estate, real estate for investment or people are buying real estate because they don't want to be tenants anymore.
They want to be landlord, sorry, I don't want to live in their own home, you know, things like that. So people who are buying real estate, it's either an investment who is either a business decision or it's a personal decision. You know, you want to have your own home. So investment versus home ownership. So people are ghosting typically, I would say it starts from there. It is not a suitable investment or it's not as suitable or I say home, hobby, home, homestead,
like opportunity. So whether it's the location or whether it's amenities or whether it's other individual preferences. Because when we're looking for a new place to live in, no, we don't have a house yet. We rent. And I remember one house. The house was sweet as in I liked the house was brand new, brand new would have been the first people to live there. Then they also had they were connected to water board, but then they had boreholes and then they had reservoir tanks.
I think one 1000 liters outside. So that's 2000 liters separate meter. So you don't have to be quarreling with your neighbors. Parking space, Ample, plenty parking space. Yeah. The road leading to the estate was not that good, you know, But basically the house was correct. The moment I saw the house, I say, yes, I found my house. But then my wife looked inside. She was going around. She was like, oh, yes, yes, yes. Then my wife entered the kitchen.
And then her heart sank. I said, babe, what's the problem? She said, no pantry. I said, which one be pantry again. I say, look at this house. It's complete this brand new will be the first people living here. We don't have to worry about paint no, it's just to sweep and move our things inside. Sweep and move. My wife say no pantry. I said which won't be pantry again. She said look at this kitchen say see I am seeing this kitchen see marble everywhere.
This house is tight. My wife say no pantry. I said before this pantry saying the store now you'll be keeping things. I say come on now see store my wife opened it says this one store come inside stand here with me. Two of us stood inside. Yeah, I must admit the place was kind of choked. He said this one is store. Is this one a pantry? Well, while I put my pot, why would I put my this in my mind? I'm thinking, oh, my wife shall call me again who see this nice house.
And only I was vexed. I was very, very vexed. But anyway, just to show you that when people reject you, like in that case, when my wife now tells the realtor, let's think about it, it's not you personally that they're rejecting is the value proposition. It is not suitable. The pantry, no day or the storage is insufficient or whatever. You can't overthink these things. Some people disappear and that is just the simple reason the house is perfect, but there's no pantry.
Let me think about it. Then the beginning goes to you. It's that simple. You can't afford to be taking these things personal as a real estate professional. You just can't. If you do, you would die because you'll be depressed on Monday, depressed on Tuesday, depressed on Wednesday, depressed on Thursday, depressed on Friday, and then guess what? We'll start next week doing the same thing. Now, if you're depressed 20 days of the month, what do you think is going to happen to you after one year?
Don't take this thing personal, just business. People are rejecting you because of the value proposition. Now there are sometimes when people might ghost you because of a lack of confidence in your professional ability, you know, things like that. But that's a separate podcast episode. No, I think that one just take it. Just take it based on fact. What we've been discussing so far that you'll be rejected for lots of reasons and it's not personal.
Now let's talk about how to deal with it, or rather how to address it. The options are #1 you can deal with it. Sorry, 1 moment. Sorry about that. I'm back with my kids. You know how they can be just running all over the place. Where was I? Yes. So we can either deal with it or try and prevent it. Now for me, I'm in the prevention business because trying to wrestle back something you've lost, you know, is hard. So my own attitude personally when I'm working with people is,
you know, the one we don't happen, you don't happen. Let's learn from it and let's try and move forward to be sure that this kind of thing will not happen again so that life from now henceforth will be easier. That's my own approach, but it looks like everybody wants to talk about dealing with it. So yeah, sure, no problem. Let's see how to deal with it first. You can try and reengage, but just know that reengaging is hard because already passing on goes to you personal.
They peak, you understand? So trying to reengage is hard. So just know you're here for a small heartbreak, especially if you take all these things personal. So what I would advise is you call the chief again. So in this case, Nelson talking to Chief Hannah Joe, they were for side visit. He thought that Chief Hannah Joe was impressed, but then Chief Hannah Joe, no, they pick all again. So you do is you try one last time, you call.
Of course Chief Hannah John will pick because it's just normal. Once the person don't sideline you, it's just the normal thing. So the person won't pick no problem. But just for formality sake, just call now. All you do is you now send a text message next. By the way, this one mistake that lots of now that I've been talking to plenty of real estate professionals, you know the last 2-3 weeks, it's a mistake that all of you are making.
It's not just real estate professionals, it's Nigerians in general. For some reason, you guys think it's OK to BLOB somebody's phone. Excuse me? You called them five times in the last one week but you didn't send them text message to let them know why they're calling. This is what is going through the prospects mind you call chief here natural and like why is this guy disturbing me? When I'm ready, I'll call him back.
That's what's in chief here natural's mind. That's why he's not answering. Well, one of the reasons. But if you send a text message saying chief here natural, try calling number busy. The reason why I was calling is remember you said we're going to do side visit for the plot of land in Wasabi. Let me know if you can still make Saturday for 10 AM. He might not remember that ah is true, this is what we agreed upon. And then he can reply back,
Sorry, I beg, I'm busy. I'm in an umbrella now. I'm coming back in two weeks. At least now you know the reason why you know that is because you didn't just call without leaving a text message. So just like in the West, you know, North America, Western Europe, it will be a bad idea to call and not leave. Was that thing called something male voicemail will be a bad idea to call and not leave a voicemail. In Nigeria, it's a bad idea to call and not leave a text message, drop something so that later on when the person picks up their phone, they can't see.
Now this is who called, this is when they called, This is why they called and this is what they need to respond to. So back to Nelson and GVNR. So you call GVNR now one last time the gun was you now send a text message. The goal of the text message in this case is either to confirm interest, to confirm that there was a need, to confirm that money expectations were correct, or to confirm any timelines. Because the reason why you're feeling rejected is you are thinking that you are GVNR sure that you guys were cool.
He's interested in the property that he has a need for it, that he can afford it, and he wanted to move forward anytime soon. So any of these talking points will not be a bad place to start from. So he sent his message. Chief here natural, it is me, Nelson. The reason why I'm calling is because how do I put it now? How do I freeze it? OK, let's start with the interest as an example. So chief here natural, just try calling number unavailable.
Haven't been able to reach you for a while now. I assumed that you liked that plot of land that we saw in Maytama. You know, Is that the case? Was I correct? Did Madame also find it suitable? You know, something like that? Simple question mark. Leave it. There's a question, it begs a response and he's trying to pull the person back into the conversation that I thought you were interested. Some people have been known to respond to these kinds of messages.
But remember, I'm telling you that trying to re engage is hard. That's the reason why for me, I like, I prefer to say, you know, down and don't pass. Let me now learn and improve for the future. So you can use messaging around the interest, around the need, around money, expectations and around timelines to try and re engage the conversation. After Chief Energy, after looking at that last blog with Madame, I had assumed that you wanted to go ahead and wrap it up at the end of the year,
before the end of the year, Just like how, just like how you and Madame said when we're outside. Is that still the case or have circumstances changed on your end? You know, that's something like a message now trying to confirm timelines so you can try messaging, you know, like that to try and revive. But like I said, it's hard. Or some people might respond. That's good if they do. And then plus with those messaging without with those kinds, with those kinds of messages, Sorry, we're trying to figure out what did we miss?
Anyway, I can make a podcast episode exploring, you know, those kinds of approaches later. But one thing that I want to point out is before we start doing this, we have to decide on a fixed cadence. Cadence just means how I put it. Let me say, like, flow. Yeah. How we're going to stagger this thing, how we flow it, how we plan it. Now, for me, it's three because I cannot and you should not be following up with people in perpetuity.
It makes no sense. On the radio show, I spoke about someone in solar who had a contact on file for close to 2 1/2 years and some of the people who call back later on, of course, they said you know that that's ridiculous and I agree. But there's some of you in your business. That's what you're doing. You have contacts on paper that once in a while you still boss, once in a while you still message. If you check it from the date you started toasting this person up until now, if you check it,
you see it's like 8 months. It's like 9 months, 10 months. If they had a serious need, don't you know that by now they would have moved on the phone by like someplace else somehow they would have sorted themselves out somehow. You cannot be following up with people in perpetuity. It takes up too much mental space. You need to free yourself, free your mind so you can move and start looking for fresh blood. Fresh blood, fresh money, fresh business and fresh fresh.
Fresh out with the old, in with the new. Progress. Progress can be looking backward all the time, just like in personal issues. So she broke your heart 8 months ago. You're still here crying. It's been 8 months. Fresh blood. Progress, looking forward-looking forward. So yes, he broke your heart. We've been crying for three months. I say, what will you do now? Progress, looking forward-looking forward, What's the way forward?
As we say in Niger, what's the way forward? You cannot be following up with somebody in perpetuity. You can't. So just decide now. For me it's 3 and typically I space it out one week. In other words, if you don't ghost me for 3-4 weeks straight, why am I still on this matter? I will move if they change their minds. They know where to find me, but I'm not going to be on this matter in perpetuity at all. Now, when it comes to personal relationships, I can't tell you the same thing because you know,
you've been toasting the baby for four months. I don't know, maybe you have to try to stay out for four years. I have no idea. You know that's not my own. Whatever. When it comes to business, I beg decide on the cadence beforehand what you think works for you and for me. That simple rule is just three. And I was spacing it out 11 week. By the time I check my call history, I don't buzz the guy three times in the last one month.
I'm out. I'm done and I'm off. So if there hasn't been any response, if you're not giving value to the situation anymore, you're not giving value to this other person. And if you're not extracting any value from the situation, then why are you still here? Why the person is quiet value? You're not delivering to the person value you are not receiving. I beg move my brother or my sister please just move so you try to re engage the thing doesn't work move Remember 1
time 1 be broke my heart. As I was crying one of my younger sisters said I wish my don't cry. I said how will I not cry I've lost the love of my life. I was crying that I was coming from my nose. My younger sister she rubbed my back. She said don't cry, there's many fish in the water. I said no more. What did you say? Yeah, that's my sister's name. No more. What'd you say? She said there's many fish in the water. And then, like an epiphany, it dawned on me.
I said it's true. I'm here crying for somebody who's not crying for me. Meanwhile, there's fresh meat out there in the market. I woke up dusted off myself. I went to the sink. I washed my face. I brushed my teeth. I put on my jeans, I wore a nice car with client T-shirt that time like this, put on my CK shirt and I said I'm going forth, I will push you and I will conquer. And that's how I stopped crying. So it's the same thing in business.
Don't cry too much now. The next thing is prevent it because we've looked at dealing with it to prevent it, to prevent people saying no, to prevent people ghosting. What you need to be doing is you need to be doing good, need analysis. You need to be able to figure out what it is that they want. You need to be sure that people are interested and they are in fact with you. Now, part of that means when you're with Chief Ihana Chao on the site and Chief Ihana Chao is nodding his head, do not assume that Chief Ihana Chao is nodding his head because he's interested.
If Chief is there with his wife, you actually need to ask them outright. Chief, I can't see say you did not. Is that progress? Are we on the right track, Madam? How you see him? Mommy, what do you think of this house? Ask don't just assume. Remember back to my wife example. If you see how the couple is running around excited in the house, you will assume that yes they are interested but you are not there when the wife said enter this store.
Is this a pantry now pantry be this when they're crawling inside the store, you are not there, you do not know all the question mark. When they leave to the best of your knowledge, you will say, ah, it was a good visit because they were running around the house, they were excited, the children also were excited. They went into the store, they mumbled a few things and they left. You now start trying to follow us and ask Oga how you see the place.
Madam, you're feeling this kitchen Abbey, I noticed you have no go inside the store. Madam will now come out and say this thing is not even a store at all. You will now know that, oh, this problem, this question mark need analysis, qualification and discovery. Asking questions about the person, asking questions about their visions, about the problem, asking all these kinds of questions very, very important. You will know where you stand.
Are we making progress? Is there blockage? I'll be wherever moving backward, when you know where you stand, you now know how to manage the conversation. This is where in Abuja now because Abuja real estate professional, this is what they do a lot to say. Madam, this is a small problem. No, beware be this will just knock down this wall. We'll be able to now add five, you know, 5 feet here, 3 feet here this year. This year.
We'll now be able to put proper shelves here. And then, Madam, you will now have a proper pantry. How many degrees that do you have? In fact, you can be able to put the deep reser here. I'll be, Madam. How do you see it? See, that is objection handling. You've asked some questions. You've been able to figure out that the problem is that Orga's wife likes the house but is not happy with the pantry situation. You propose that if they pay half of the money, you will get the landlord to do the extra work to extend the pantry.
So instead of moving in in, you know, two weeks, they can move in in three weeks or moving in one month. Get good at having these sorts of conversations. When you're good at having these sorts of conversations, you will know where you stand. Or you stop playing the rejection game, the no game, and the ghosting game. Then also be exploring time frames with people. The last postcard service that I made, OK, maybe was two or three podcast episodes ago when I was talking about Abdul and him selling trucks.
There should be one question that he should be asking, oh, how soon do you want this truck on the road? Just ask it casual, simple. You need to know the timeless of people you're talking, you're talking to. It is Then somebody will say, Oh, no, no, no, actually I'm just doing some research. You know, the trucks in my feet, they're fine. There's there's no problem. I'm just doing some research just in case. Now that you know, the person is doing research, just in case,
there's no need to be heartbroken and chasing the person every single week that the person is not answering with you. You now know how to come up with a cadence for that person. OK, this kind of person who's just doing research, you know, I'm going to touch up, you know, maybe like once a month, then send the guy what's up. Maybe like every, you know, 3-4 weeks, include the guy in my e-mail list so that once in a while the guy will be seeing valuable content, you know,
whether we're doing promo or whether it's stuff about truck maintenance or you know, stuff like that. But you should be exploring timeframes with people. So Madam, how you say I'm correct? So that means you want to move in in like 2 weeks time. Abby, it's from asking questions like that. Then you now start hearing some things you say move in two weeks. How? Look at this toilet. You didn't see this toilet. Does this toilet look as if somebody's ready to move in here?
So Madam Novak's, Novak's, I bet what's the problem with the toilet? And then Madam is talking or guy is talking. You don't know where you stand. You're not playing the rejection game. You're not playing the no game, you're not playing the ghosting game. Then also get good at securing advancements. Advancements are when you agree to the next step with somebody at this current meeting. So as a real estate professional, you know, Nelson,
get good at now that you're on site, start discussing that, OK. Or Chief here now, Joe, Madam, now that we're here and looks as if we're all feeling this thing. So what would you like to do next? By the way, I don't like that approach because if you say what would you like to do next? They can say let me think about it and let me think about it is not progress or is not. They can also say let me get back to you, let me get back to you is not progress.
So I prefer that since you are the professional and you have a sense of, you know how people buy these things, you propose the next step. So in that case, you know what is the acceptable thing to do for those of who are real estate professionals. So is the next acceptable thing that you fix a meeting so that you start discussing payment options? If that's the case, then it's how you handle the conversation. So Chief, you're natural, Madam.
So it looks like we like this place. Have you? So in fact, as you're seeing the place, Chief, like when do you think people would like to do ground breaking ceremony? OK, like February next year. OK, no problem. So Chief, if that's the case, then the next step is we have to start discussing payment options. So is this is this something you're going to finance or is this going to be outright purchase? OK, Finance, in that case, can we fix a meeting Friday morning,
10:00 I can send my accountant to come and meet you in the office or come and meet you in the house or come and meet you in the wherever so that we can discuss what payment options or what financing options are available. But you can see that you are proposing a next step. You're proposing a next stage. The chances are somebody who goes to you after that go down because both of you agreed at the current meeting, at the current engagement, at the current visit, at the current whatever, both of you mutually agreed on what the next step is.
So that even when you call, remember and Chief did not pick because it's not always that Chief did not pick call that he's rejecting you. Sometimes it could be that Chief is in the middle of something. Maybe Chief and Madame are quarrelling about another thing. Maybe Madame just found out that, you know, Chief had another child, you know, you know, he scored some goals outside before they got married. And then in the middle of that quarrel, you know, it can be any number of things.
So that's the reason why you send a text message. So chief will now see it and say, oh, it is true because you open your text message and your text message you read. Morning, Chief, this is Nelson. After our last side visits, remember, we agreed that you come by the office to discuss financing options. So I tried calling to see if you're still available for Saturday, 10 AM. Then Chief will now see it as that, oh, it's true.
He can now respond. He can now respond. Nelson, sorry, I'm in the middle of some family issues right now. Please give me one. We can. I'll get back to you. You see, you've got no response. So get good at securing advancements. Propose the next step. It's OK to ask them what the next step will be. But just know that you have the danger of somebody saying I will get back to you or somebody saying let me think about it or somebody saying let me pray about it.
Let me talk to my pastor. Let me talk to my brother, Let me talk to my mother. Let me talk to my heart, you know so that's the reason why I'm here. I stay away from. What would you like to do next? That's the reason why I'm here. I propose and then I get feedback If I'm moving too fast, the person will stop me there. Then let's see what else. I'm sorry 1 moment. OK, sorry about that. The call was coming in and I make these podcast recordings on my phone.
So yeah, let me just wrap this up so I can get back to the person. So that's how we prevent it basically. So we do good need analysis, make sure we're asking good questions, questions around time frames. They're very good for letting us know whether we're moving ahead or not. Then try and secure advancements, agree to what the next step is going is going to be. And then also, please don't call, never call people back-to-back.
The reason why I'm pointing that out is because a podcast listener, Lucia, asked that question specifically. Can you call twice a day with high value items like this? They're really expensive, long sales cycles. Nobody's making a decision today. There's no point in calling somebody back-to-back. You'll end up becoming an irritant. You call one time, didn't answer, send a text message, then just leave it. But then again, decide on your cadence ahead of time.
For me personally, my own comfort level, I like to give people time to breathe. You know, 2-3 days. So if I call on Monday, you didn't pick, I send a text message immediately on my calendar. I will now move you to Thursday, schedule it again for Thursday, and then I'll go about my business. So that Tuesday my mind is free to chase other people. Wednesday, my mind is free to chase other people. Thursday my phone will do binging or will do zip zip and I'll now see call notification.
I said oh it is true. I tried calling my name midway on Monday. She hasn't responded to my call. She hasn't responded to my text message. And I now start wondering, OK, what am I going to do today, Thursday. But at least I gave it two days breathing space so that my Tuesday and my Wednesday is free to go and pursue other people pursue other things. Sorry, pursue. So not calling back-to-back, but ultimately this is how you deal with this problem.
And I was happy that before I mentioned it on my radio show, somebody actually called to mention this. But is the truth deal flow. This is how we deal with the problem of rejection. If you have plenty of matters on hand that you are chasing, then one person not returning your phone calls, no pain you know will choke you. As in, you'll just be cool because there are many fishes in the water. You have plenty of things on your table, deal flow.
You need to get better at sales, you need to get better at marketing. If at any given point in time you're talking to, let's say as a real estate person, on average you're talking to like 5 or 6 people every week. If one person drops out, it's not that big a deal. You still have 4 to continue with, but if you're only talking to one person at any given time in a week, when that person disappears, it is catastrophic because as a real estate professional, you're looking at your 10% Commission.
You're hoping to make 4,000,005 million on this property. So when that person disappears, the reason why you're sad is because 5 million has just disappeared. But then if you're talking to five people in a week, one of them disappears, it's not that big a deal. OK, This other people are still here anyhow, Shah, I can collect 2 million Commission here, maybe 3 here, maybe 4 here. You know, there's still life. We can still roughly, we can still push it.
So deal flow, get better at sales, get better at marketing, make sure that your pipeline is always full. That way you won't feel it and you won't freak out when somebody disappears on you. Then finally, use the CRM so you can manage your cadence, manage you know your deal flow, manage how you're talking to people. Remember the example I gave, I boss Madam Big Bear on Monday, She didn't answer. I send a text message and so in my CRM or my Google Calendar, I
move Madam Big Bear to Thursday. If you don't have ACRM or if you're not using Google Calendar to move Madam Big Bill to Thursday, a bigger scene can happen. And that bigger scene is this, that you will forget to call Madam Big Bill entirely for the next 3 or 4 weeks. Then when you remember and getting all panicky and rushing her and buzzing her again, you will find that she actually went ahead and bought from somebody else.
So we need a CRM. You don't know what the CRM is. It's too technical for you. Used to whatever, whatever, no problem. Then use Google Calendar. When you call Madame Ming, she didn't answer. You send the text message, no problem. You now go to Google Calendar or Apple Calendar for Google. You see a plus at the bottom right hand corner of the screen. Click on the plus. It will say create event or create tasks. For me, I always click on event.
I don't know why, you know, it's just laziness. So I'll click on event and then for the title or subject I'll put Madam BP. Then in description at the bottom I'll write there. October 1st try calling Madam BP, no answer, send text message and WhatsApp message Agenda 1234. That's the things I wanted to discuss with her. Then I'll now go to date and I'll click on date and then since today is October 1st and I'm jumping to, that means I
will skip 2nd and 3rd and I will click on 4th. Then for me personally, I like to click on all day. So I click all day so that there's no specific time, but you can select a time. So let's just say you click on 4th and then you click on the time 10 AM and then you will now see a bell under it. That is where you can schedule a reminder. The options I think for Google are schedule reminder. I think it's 5 minutes before,
10 minutes before, 30 minutes before, one hour before, 3 hours before or one day before. So let's say you select three hours before and you selected 10. You now click on the plus mark, sorry on the tick mark or you click on save, you selected 10 AMI selected 3 hours before. What that means is as you're brushing your teeth on Thursday morning, listening to your podcast, your phone now made Zoom, Zoom wondering who is calling me at this time in the morning, you pick up your phone and you will see reminder.
But I'm being paid 10 AM and you say, ah, it is true today I have to call Madam being paid back. This is how CRMS and this is how, if you don't have a CRM using scheduling, notifications, reminders, tasks, things like that on your phone can keep you on the ball so that you don't lose this deal. All right, so that's it, 45 minutes. Let me wrap it up. Plus, I need to call this guy back. So that's how we deal with rejectioning business and rejectioning real estate in particular for those of you who are real estate professionals.
So that's it and that's all for today. Thank you very much for listening. Remember, if you'd love to connect with me to Avishima Ayede, just call, send a text message or a WhatsApp message. 208064662140. Thanks for your time and attention. I'll catch you all some other time.