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Hello and welcome to the Oracle's Chamber, the Conclave of Elders, the inner sanctuary where we talk about sales and marketing, money tactics, strategy, business growth, and solving business problems. Today I want us to look at a topic that some of you are already used to because I talk about it again and again. The reason why I'll never stop talking about it is because it's one of the reasons why lots of us are frustrated in business,
frustrated in selling, frustrated in looking for customers or clients. And that is the ability to be able to figure out quickly who it is you're talking to. Are you talking to a serious person? Are you talking to somebody who is a worker? Pass. Are you talking to somebody who is broke? Are you talking to someone who is serious? Are you talking to someone who is curious? We need to be able to figure out these things quickly so that if this person is a serious person and the person has money, we'll invest time, we'll continue to chase them.
If this is somebody who is broke and can never buy this thing, even if they sell, their whole generation won't waste time with that person. If this is somebody who is, you know, merely curious, kind of tight for cash, maybe they're kind of working towards something. We'll know as we will be following them. By the way, everybody is worthy of respect because we're all created in the image and likeness of God. So don't disrespect anybody for being broke.
But like I say now, money with a fine. So we're trying to figure out where best to invest our time and where best to invest our resources so that we come up with revenue at the end of the day. But please do not disrespect anybody. I'm not saying you should disrespect anybody because they are broke because unfortunately, how do they say it? You know, all fingers are not equal. And there's one thing my auntie used to tell me.
I didn't quite understand me at the time, but she used to say that basically my auntie used to tell me that things change. I didn't quite understand where she was coming from because you know, like most Nigerian families now, you know, we all have our own dynamics. So there's some people in the family, you know, there's some branches of the family that, you know, have plenty of money. There's some branches of the family that are kind of like middle class.
And then there's some branches of the family that are the, as one of my aunties, like you say, commoners. So there's some branches of the family that commoners. So I was fortunate to have been born in the branch of the family that is, let's say like that guy in middle class. And so my auntie used to remind me that, look, no condition is permanent. That's what she used to say. No condition is permanent. But as a primary school chair, I
didn't understand what she meant. But growing up now and seeing fortunes change, seeing how people that used to be the commoners before and I had the ones that are on the top, I said, OK, this is what my auntie meant. So things change. Summary Respect everybody. However we'll keep you, we'll still keep talking about these things. How can we figure out who we're talking to, the quality of the prospect that we have in front of us so that we know how much time, how much resources to invest in this.
Now, the reason why this has come up again is because I'm having a conversation with a salesperson. So excuse me now. This salesperson is very senior in our craft. Excuse me. So this person is very senior in her graph. So because of that, this kind of approach that I'm going to we're going to talk about today might scare a lot of you. A lot of you might hear it and say, no, I beg, I can't try that, blah, blah, blah. So no problem.
If you hear it and you can try it, it's not a problem. Everything is in stages. Everything is step by step. So it's like me now, if I say I want to get on the football field and I want to do some kind moves that Lionel Messy we do like I would, I would tear my hamstring. This one is not even pull my hamstring as in my hamstring would tear, you know, my joints would dislocate, you know, because everything is step by step.
So somebody like me who hasn't played football in the last, you know, 20-30 years, what I'm supposed to do is first of all, you know, conditioning, you know, I'll be walking, then I'll be jogging, then, you know, start doing some fundamentals. You know, you trap, you know, you dribble, you do some, I'll walk it up step by step by step. So it's the same way in business and in sales as well. There are times when you hear something and you just know this one, don't pass me the advanced technique with this, no problem.
You just focus on the fundamentals. Eventually you get to the place where you can do some advanced stuff. Now for those of you who've been listening for a while, you know that I keep talking about qualification and discovery. So qualification and discovery is the part of the business relationship, the part of the selling conversation where you're trying to figure out who is this person that I'm talking to? Who is he? Who is she?
What are their identity? What is the problem that they are facing? Is this a serious problem? Do they even have money? Do I have the skill set or the inventory to solve this problem? Because if you're in real estate and you're talking to somebody and it looks like the person is looking for ultra high net worth, premium real estate, But meanwhile, the only kind of houses that you have in your own control or that you have in your own database or whatever is, you know, single income or middle class or whatever.
Like don't don't bother. You figured out what the person wants. You don't have the inventory to match what it is that the person wants. In that situation, I beg you're better off trying to get a referral. They now tell the other person abross anything that comes from this. Just give me my 10%. So yeah, that's it. Who is this person? Who is she? Who is he? What is the problem? What's the vision? How bad is the problem?
Do they have money? Can I service them? If I can service them, go ahead. If I can't service them, do they need for? So that is the whole thing around qualification and discovery. Now, this sales professional that I was talking to, remember I said she is a senior professional and I say senior, it means she's been working for a while, like almost like 10 years. So she, she has some experience. She's she's been around. So we could cut straight to the chase on a couple of things.
So I told her, look, this is what we're going to work on today. The conversations you've been having so far when you're trying to qualify people because this lady sells some infrastructure. I won't say what kind. When you've been trying to qualify people, what we've been doing is we have been talking about need first. That's need analysis. You know, personal calls say, oh, OK, what do you need? What are the power requirements?
What is this? What is this? You know, all that need. All right, let me just say solar. And yes, it's the same lady. I've been talking about Cinderella. Now, even though Cinderella, for those of you who are listening for the first time, don't worry. If you listen to the other episodes, you see what I'm saying. So even though Cinderella is young, she actually has been selling for quite a while. She's been selling since she was about 2122 ish.
So she don't get a small experience like maybe like that guy in 10 years. So I told her, look, Cinderella, this is what we've been doing now in selling solar equipment. This is what you've been doing most of the time. We've been going straight to need analysis. You know, Hey, hello, thank you very much for reaching out, blah, blah, blah. Hope you don't mind me asking, what are you trying to power? How many bedrooms, how many TV,
how many debris are, how many is the, do you have washing machine? Is the inverter washing machine? You know, all those kinds of qualification questions, that kinds of conversation. Now that is the need analysis part where you're trying to figure out what exactly do they need or you know, how bad is the problem? You know, things like that. Now, those kinds of conversations are good. If you've been doing them, they are very good because when you do that, it is then that you have all the information that you need to give an accurate quote, a relevant quote, a solid quote.
And it's also there that you'll get all the information that you need to make a good presentation because it is based on what they tell you. You now know where to pinch, where to squeeze, where to emphasize. So that part is good. But then Cinderella quickly again, she's not her real name. I'm just using code name again, where was I? So Cinderella figured out that look, I'm tired and I was glad to hear her say that. She said she's tired of just sending proposal up and down the right proposal.
They make presentation. She said she's tired and I was happy to hear that. She said she's trying to look for ways to increase the quality of people that she's investing time with. And I said fantastic. I'm glad to hear you say that. It is the Spirit of God that has revealed this to you. And that is the reason why when I picked up the phone and we started our session today, I told you that I want us to change our qualification approach.
I want us to push need analysis back small and I want us to bring money and budget and then urgency to the front. Now this is where some of you will be afraid. Some of you will say I'm not meeting this person for the first time. I will now start discussing money just like that. So it's OK if you sound scared. Like I said, don't take this approach. The only reason why I can't discuss this with Cinderella is because Cinderella has been selling since she was 21.
She's now 30 something. So for her, you know she know we'll shake. If you're brand new, your mouth will be shaking. The first time I had to quote something for somebody and I called 400,000 there, my mouth was shaking. So when I said 400,000 there and the babe started laughing, you know, I understood where she would be laughing because that 400 was sounding heavy in my mouth. So if you're not there yet, don't try this.
So I told her when we're doing qualification, we're going to bring budget front, then we're going to bring timelines or urgency front. Some of you will be wondering budget timelines. No problem. Let me take a step back. This qualification framework or framework for having these kinds of conversations with people that I've spoken about a lot called BANT. BANT. BANT is an acronym. It stands for budget what? Again, Budget A is what is a is of authority.
Budget authority need and then timelines. Again budget authority need and then timelines. Those of you who are more experienced will say I can be telling them about bands. Relax the other qualification frameworks. Yes, some of you will say that better qualification frameworks, yeah, no problem, I will argue. But The thing is, talking about bands and all these other qualification frameworks that only have 4 letters or 4
elements, for me, I prioritize them because if it is just 4 letters, it's easy to remember. Easy to remember means easy to do. It means I can't be on the spot. I can be talking with someone and in my brain mentally, I'm checking out. OK, budget conversation. OK, we don't discuss money authority. OK, who is the person that is going to make the transfer? OK, need. How bad is the problem? OK, timeline, when are they ready to take act?
See, like in my mind, I can be doing it. All those other qualification frameworks that have 10 steps, 15 steps, 20 steps, yeah, no problem. You say they are the best, Go on, carry on. But good luck trying to remember 1015 steps. So that's the reason why I push out all these ones that are 444-4444, not as if they are the best, easy to remember, therefore easy to do. So budget just means we're having money conversations because we want to be sure that everybody has realistic price expectations.
If the person that you're talking to has unrealistic price expectations, you're wasting your time. Excuse me, if you're selling your market 4040 million and the person thinks that 15,000,000 is a realistic budget, you're wasting your time. The gap between 15,000,000 and 40 million is too big. Find that out now instead of wasting time building relationship with somebody. So that is step one. Budget #2 authority. Authority just means who is going to pay the B at the end of the day, who is going to make the transfer?
Who is the person that is calling the shots. Want to make sure that we're talking to the right person because like I, like I say, if you like, spend one year with the houseboy, if the houseboy does not have authority to make the transfer, that deal will never close. All right? Authority is important. If you're wasting all the time with houseboy and with Pennsylvania. Some of you say, why am I talking like this? Back when I sold insurance,
there was one guy who our line manager went out with the guy and they got into a building and about to get into the building and the guy stopped them at the gate and then the salesperson started talking to the security by God about insurance products. So the line manager, the lineman, our line manager, she didn't say PIM, she didn't say anything. She waited next week Monday when it was time for meeting, hey, you know how Nigeria or gas can be now, she washed the guy in front of the whole office.
She was now asking him, you are talking to security guard. You're talking to me, guard. Can my God pay the? I've forgotten the words. It's been a while now. Is it premium? Can my God be paying this monthly, monthly premium? If my God cannot pay the premium, why are we talking to my God? So I'm not making this stuff up. This one happened. I wasn't there when it happened, but I was there at the washing down when my line manager was washing them down.
So it happens. There's all of you that are wasting time. See, houseboys and P as are worthy of respect. Respect everybody because we're all children of God. But for the purposes of chasing money, chasing kudi, chasing over, chasing ego, chasing yade, chasing whatever it is you call it in your language, for the purposes of chasing nothing, we're better off spending more time with people who have the authority, somebody who can say,
what's your account number, please? And then the person will just do transfer swiftly or somebody who will ask you do you have POS then the person will give you their card or the person who will say is it going to be cash or check? And then the person will bring out their checkbook. Yes, some people still issue checks. I think like 5-6 years ago. Yeah I had to collect a check from someone. I was shocked. I thought they would stop making checks, but apparently checks are are still in use.
So yes, cash or cheque, that's the kind of person you want to be spending time with. That is authority. Then N that is need. That was where Cinderella and her classmates, she has seen my classmates. Her classmates. Well, OK, no. Anyway, her sales team, that's where it was starting from. Needs analysis. Hello. Thank you very much for reaching out. I hope you don't mind. We need to do some load analysis here. Let's see what it is that you want to power up with your system.
How many TV's, How many bedrooms? How many debriser? What about water pump? What about water heater? That is need analysis and and that is where lots of people start from. Need analysis. Somebody reaches out to you. You're a wedding photographer. Say hello. Are you available? Oh, yeah, sure. Oh, it's a wedding. OK, traditional or this, whatever. Oh, do you want a photo album? How many frames? See all of that? That is need analysis.
It's not bad. Then the final one, which is where a lot of us don't do well, that is tea. Timelines. Timelines just means how soon is this person ready to take action and is there any sense of urgency? Are they ready to take action anytime soon? Now, the idea behind qualification frameworks like this Bant is if you're talking to somebody, the person does not have budget, the person does not have authority. The person does not have a need.
The person does not have timeline. Stop wasting time with that person. This deal is going. If you can't even say this deal is going nowhere, it is not even a deal budget. They don't have money authority. This is not the person who can make the decision need, you know, you're not sure whether they need or they're just curious timeline. You're not even sure whether they want to take action this year or not. There is no deal there.
So Cinderella was tired of issuing proposals to people who at the end of the day, well, they were just curious or at the end of the day, I just wanted to know the price or, or they just ghost. So we were both In Sync. She was tired and I said, good, glad you're tired because I want us to bring budget and then timelines front so that if the person has budget and if it looks like the person wants to take action anytime soon, then we will continue the rest of the conversation.
We will increase the odds that we're talking with people who can end up becoming a good customer at the end of the day. I hope you guys understand what I'm saying. With this qualification, framework or guideline, we're looking at 4 steps. Who has money? Who has the power to make the decision? Do they even have a serious problem? And does it look like they're ready to take action anytime soon? I was trying to get Cinderella to start off with money and timeline 1st instead of starting with need analysis.
Luckily she had already started doing that on her own. That was good and this was the approach that she had taken. She said what she was going to do was she would start and then need analysis was just going to be small. She wasn't going to go into details. She was a small question just to try and figure out where this person land. Then she will now tell the person that oh Bros, based on what you said, it's looking like anything between like 4.5 to 6,000,000 because this one sounds like it will be a small system like around that kind 3.5
KV, maybe 5 KV. So anything, you know, 4 million to like 6,000,000, that kind of thing will sort you out. So how does that sound to you, Sir? They should now keep quiet. That's what she was doing, which is very good. And that's the reason why I say some of you be afraid. So I'll be like, I'm just meeting the person for the first time. I'm not telling him 4 to 6,000,000. How does that sound? Don't worry, if that is scary to you, then relax.
Don't do this well, just know that it's possible after you have some more practice and some more experience under your belt. But relax, you will get here now. When she did that, she said a couple of people, this conversation I had with her Cinderella, we, we had this conversation today actually, yes, today. We had another session 2 days ago, but this one was today. Today she said already today some people have just said, Oh no, my sister, I just wanted to know how much.
I just wanted to know the price, that's all. Now the beauty of this approach is the kind of person who say, OK, you know, I was online, I just see solar. I saw your company. So I say, you know, I just, I just checked at the check. The person who tells you like that good. Can you see that? There's no need. To be doing follow up, no need to be doing relationship building, no need to be sent in proposal, no need to be saying how far you didn't pick my call.
No need to be sending e-mail. No need to be passing by that person's office. There is no need because the person has told you from day one that no, not just browser they browse. I was just online. I saw your company and you know, I just I just say I should call like just browser they browse good. We are eliminating those browsing people, those walk up as people again, don't insult anybody. We are all worthy of respect because we are children of God made in this image and likeness.
But for the purpose of seeing our money, we define. I want to invest time with people who have budget, who have authority, who have need, who have timeline. Somebody who is just browsing, maybe they have budget, maybe they have authority. But honestly speaking, there's no need. I'm in a Bande neighborhood. I'm a big boy, you know, money now water, you know, it's not a problem. I've paid Nepal engineer. We're doing, we're doing bypass like, you know, and I'm, I'm just asking, maybe it's something I'll do in 2-3 years time.
Like it doesn't matter how you squeeze that person. You can't remove anything there. The budget and authority is there. Need is the need there. Maybe, maybe not. Timeline is the timeline there? It doesn't seem so. Don't waste your time. Don't. So this was our approach and I said good. This approach is already more constructive because now people are telling you from day one where they stand just so you have the proper expectation.
Most people will excuse themselves at this stage, but The thing is, the two or three people, now that she's left with, at least she knows that, OK, there is room. It doesn't mean the deal will close, but it means there is hope. All those ones, we just, they browse, we have removed them. That's the beauty of this approach. So I told her, Cinderella, good, I'm glad you did that. The only thing that we're going to change is this, the order of the numbers, because she told me, oh, I spoke to this person.
I told this person 4.5 to 6,000,000, I spoke to this other person, I told this person 6 to 9, blah, blah, blah, blah, blah. You know, I just thought, OK, good, perfect. You're doing the right thing. We just need to make two changes. Number one, we will change the order. There's something when it comes to price, pricing, psychology and all that, that is called anchoring. Anchoring just means you give somebody a reference point.
Reference point just means you give somebody a number that they can feel comfortable with. You feel me? You hope you understand where I'm going. So when you say 4.5 to 6,000,000, you've gone from a high number, what is perceived to be a high number, to an even high number. It causes a psychological beam in some people. 4.5 to 6,000,000. Jesus. That's why you cause some people. You just cause a beam. So what you do is you reverse the order.
You say the high number first. When you say the high number, first the anchor is high. When you say the lower number, the lower number doesn't seem like that much of a big deal again. So instead of saying 4 million to 6 four, 4.5 million to 6,000,000 and you cause a beam, what you do is you say, oh, it will cost between 6 million to maybe 4.5 on the low end. Now when you say 6 million to maybe 4.5 on the low end, now 4.5 doesn't sound that bad anymore because we're starting high, we go low.
That 4 million now sounds like, OK, it's it can work. Even if I don't have 4.5, maybe I can talk to them for 3.8, maybe 4 million, not too bad, not too bad. So I thought I would switch off the order so next time we're talking to somebody. So Madam, based on what we've spoken about so far, it looks like we need a medium powered solar installation and based on what we've done for our customers in the last year, we're looking at anything between 9 million to about 6,000,000 on the low range.
Is that beyond your budget? How does that sound? What do you think about MA, about that map? Does that sound, does that sound just about right for your needs man? You know, anchoring, so the high number first to reduce that beam factor, especially those of you who are selling things that are 1,000,000 millions, millions. So told Cinderella, that's what we do. We switch it around, high number first, the lower number next.
What we're doing is we're anchoring anchor high. They bring it low. Like this guy, is he Jacob? I'll be his or I'll be easy. Isaac, I can't remember the one who wanted to marry a woman and they said come and walk for me and say, how long will I? How long will you work? And his father-in-law didn't give a range. But if the father-in-law said, well, it can be anything between 7 and 14 years. The character said what, 14 years because I'm married wife waiting, you know.
But if you switch it and say could be anything between 14 years to maybe about seven years on the low. And he says, so it can be done in several years. Yes, myself. OK, no problem. She'd been a lot of mode ago. Seven years. Sorry for those of you who are scripture purists, sorry that I, you know, perverted the story. Well, not perverted it, but, you know, change it a little bit. But anyway, you get my point. So where was I?
We changed the anchoring. Then next thing is feedback because she was saying how does that sound? Then she will keep quiet. Now for some people, you know, Niger, we did for some of us who are, you know, learned, you know, we don't go to school, we get a master's degree. You know what, not you know, middle class people, middle class Peking, OK, middle class children, people like us don't qualify to be called Peking. A little of my friend Michael Okodo, I used to say because I
grew up in Abuja. Later on, we moved to Lagos and Michael, my friend, my very good friend Michael, he was from a more, it was from a more rough background. Yeah. So you used to tell me that, look, when we say Peking, we don't mean your type, that you people are children, that you and your brothers people are children. Me and my siblings, we are Peking. So for those of us who are children, we can say how does that sound?
But because, you know, because of the way we carry ourselves, you know, it doesn't sound too rude. It doesn't sound too abrupt, but you know, why in Niger that, how does that sound? Might rob some people off the wrong way. So I told her we need to look for ways of other things. So that's when I now came up with them. Is that beyond your budget? Is that beyond your budget? Is that what you had in mind? Does that tally with the research you've done so far?
You know, like that's the scope. It could be between 9,000,000 on the high end, so about 6,000,000 on the lower end. So how does that compare to how does that compare to the research that you've done so far? If the person answer, you will now know that the person has even been talking to other people self. I am not just the first person that they're calling, they're getting some extra information. So we need to look for different ways to get feedback on the price that we put out.
So whenever you give a price range, you get feedback because you want to see how they react to it. Somebody who reacts in horror and fear, know that OK, this person is not your customer. The person who reacts with the attitude of sounds just about right, continue the conversation. The person who reacts and says like my sister, that's 6,000,000 is a negotiable, OK, That kind of person you can still continue the conversation with.
But people who react in absolute disgust or horror or fear, people who say, did I tell you I'm a politician? Did I tell you my father is a thief? You're calling this money as if it's from the way we go and fetch it. That kind of person just apologize, you know, no vex, you know, whatever. Sorry chinubo economy, blah blah blah blah blah. Then maybe keep their e-mail address, keep them on the emailing list so you go to update them every once in a while.
They'll be receiving e-mail messages from you, You know, maybe when their eyes open up or their circumstances change, you know, they can now call you out. But anyway, you get the whole point. It's almost 30 minutes. Let me bring today's episode. We're closed. So apart from that, now calling the range and then getting the feedback, I told her we need to also put something in between, another question in between to soften the money, something just in case, you know, because of Niger factor, maybe that is too direct for some people.
I told her let's put in some urgency questions in between. So we give a budget with the range, higher number first, lower number next, then we put urgency question in between. Then when they answer the urgency question, we'll now give feedback on the price. Based on how they answer, based on their body language, we now know who we're dealing with. Now can you see the reason why I say that to be effective in selling face to face, eyeball to eyeball?
I am looking at Madam as I am talking. Based on her body language, I will know where we're heading. If that is not possible, phone call from phone call you can hear. You know the first time I quoted 400K for somebody when I was in events and my mouth was shaking. No, the lady could hear my mouth shaking. That's why she started laughing because it was a phone call. You will hear when somebody is confident. You will hear when somebody is shaking.
So phone call next then e-mail is the last worst option because it has worst open rates. People just ignore e-mail. WhatsApp is conversational. So based on how quick people are responding or based on the kinds of words they use or something like that, you know, WhatsApp is conversational. But anyway, this is the reason why I say, first of all, selling is a conversation. It's based around the questions that you ask. Then there's a communication hierarchy.
Face to face is best. After that is audio spoken talk, phone call, Zoom call. All right, now, where was I? So you now put urgency in between. So we didn't come up with a list of urgency questions. We had to cut our session today short. Why do we even cut it short? I can't remember. We had to cut today's session short. But that was the next thing. She's now going to look at urgency questions. Now, urgency questions, remember, are questions that are built around timelines.
We're trying to figure out if this person is ready and willing to take action anytime soon because if you're talking to somebody like your Cinderella, you sell solar, you're talking to somebody, it's 2026, but the person is thinking of taking action in 20-30. Why are you wasting your time giving this person close marking? The person has told you that this project is going to start in four years. No problem. You follow the person, but this is not the kind of following that.
You call the person on Monday, you call them on Wednesday, you call them on Saturday. That's excessive. But then you're talking to somebody as you're talking, he figures out, you able to figure out that this person wants to install this system in his house next month. OK. That kind of person, you can call them on Monday and maybe call them on Friday and then call them next Wednesday because you've seen that they're ready to take action anytime soon.
So those are what urgency questions are around. So in this case it would be more like something like, OK, Madam, based on what we've spoken about so far, we're looking at the mid range system. It could cost anything between 9,000,000 on the high end to about 6,000,000 on the low end. Is this a project you are thinking of starting this quarter or are you just doing some research? You ask her first, I mean, just like that, and you hear what it is she has to say.
If it turns out that Madam says she was browsing, OK, you can now answer, OK Oh, you're browsing. All right, fantastic. That's not a problem. But I'm just curious. That budget of between 96,000,000, is that beyond? Was that beyond your budget? Was that a realistic figure for you? How does that sound Other? You know, based on how she has answered those two questions, you now know OK what to do next. Madam says she's browsing, but she says 96,000,000 sounds all right because she's been talking to some other people.
OK, so it's looking like there is budget. It's looking like, OK, in this case, there's no timeline because she says she's just not browse. She did browse. OK, so there's no timeline. So in this case, relationship nurturing is what you would have to do next. OK. So thank you very much, ma'am. It's been a pleasure talking to you. Hope you don't mind if I keep in touch with you from time to time, because if you change your mind, I'd love to make sure that my company is here to be able to help sort out your power needs,
you know, help solve your energy problems, help you or whatever, whatever, whatever. Now, since my name is just browsing, you say sure, no problem. We've taken permission. The window is open. We'll be in touch, Madam, every once in a while. Eventually we'll find out if there's a need. And who knows, our timeline might change. There's hope, but urgency questions in the middle just to soften things up. So are you hope you don't mind me asking, are you just curious why are you planning towards something or it could cost anything between 6,000,000 on the high end, so about 4.5
million on the low end. Hope you don't mind me asking, Sir, how soon were you thinking? How soon were you thinking of having this installed? That's a timeline question. That's an urgency question, so install care. It's as if you didn't hear that. You say 4.5 million. Is it on the tree? I upload the 4.5 million. Sorry, that is no vex. You know, you apologize, you refocus, you get all the other things that we talked about in the previous podcast episodes.
But The thing is, all these questions will give you a sense of who it is you're dealing with. So price bracket feedback on the price, if you're worried about going from price to feedback, just put urgency question in between just to soften it. The urgency question will still give you a sense of who it is that you are dealing with. So yeah, that's it pretty much. I just had the conversation with Cinderella. Like I said again, not her real name and I wanted to share with you all today and remember, like I said this one, this technique advance small.
So if this is your first time of selling real estate, don't go and try this out today. You are not your leg is not that strong yet. You don't have the confidence yet, right when you're talking to Chief and you're, you want to start giving chief a range and you see that this plot of land can be anything between 450 million to about 380 million. You know, your mouth will be shaking. So just relax. If this is your first time,
don't try this yet. Stick to the traditional order, which is, you know, try and find out what he needs, what's interested in, what does he want to buy the house for, you know, things like that. Then maybe set up one or two inspections, you know, then as you get more comfortable, you will have lever to start bringing up the money conversation, you know, but if you're comfortable, you've been doing this for quite a bit and you are tired of wasting time with people, it's absolutely fine in your qualification framework when you have a conversation with people, it's absolutely fine to bring the money front and to bring the urgency or timeline front.
And that is my own process. Me personally, this is what I do. I was talking to another one of my students and you're talking about ghosting and I said, oh, I don't get the ghosting problem anymore. I said, ah, I can't wait to be as lucky as you, Sir. No, it's not luck. It's not luck when I bring the money conversation of the OK look, based on what it is that we're talking about, where could be we're looking at a monthly engagement at the very least.
And currently I will do that for about this to this. Is that some is that something you're willing to invest in at the moment? Because I have brought that thing forward. The person that wants to fade will fade today. So I will not have to call the person next week. And then the person is ghosting me. The ones that will fade, they will fade today because we had the conversation today. Anyway, let me just stop here. I think I've stressed it enough.
If you'd love to connect with me, then call me, send me a text message or a WhatsApp message on 08064662140. If you'd like me to look at your sales processes or any other part of your business, then call me, send me a text message or a WhatsApp message on 08064662140. If you want to be a part of my WhatsApp channel just so that you can get weekly updates, Well, not weekly, it's more like daily at this point, almost daily.
Then send me a text message on the same number or WhatsApp message on the same number. I'll send you the link so you can be a part of the WhatsApp channel. So that's it. Thank you very much for your time and attention. I will catch you all at the OK. I can't see when the next episode is going to be, but I'll catch you guys sometime soon.