Success in the Nigerian real estate market isn’t a game of luck, hope, or “vibes.” It is a game of high-level strategy. If you are approaching your sales business with a “wishful” mindset, you have already lost. To join the elite 20% of Realtors who earn 80% of the industry’s wealth, you must master the one thing that terrifies the average salesperson: Rejection.
Rejection isn’t a wall; it’s a feedback loop. In fact, a life without rejection is a life stuck in the comfort zone. Your mind is elastic—it expands when challenged. When a prospect says “No,” they aren’t necessarily rejecting the property; they are revealing a gap in your strategy.
The LU-PPF Formula: Your Weapon for Sales Dominance
To stop leaving your fate to chance and start making your monthly income predictable, you must arm yourself with the LU-PPF Formula. This is the exact framework used by industry leaders to navigate complex negotiations.
1. LU: Listening to Understand (Not to Reply)
Most Realtors fail because they are “pre-formatted.” They wait for the prospect to stop talking just so they can dump their sales pitch.
The Secret: You are forbidden from “replying” until you have diagnosed the problem.
The Rule: Until a prospect opens their banking app to transfer funds, your only job is to ask the right questions. Objections are just symptoms; you need to find the root disease.
2. PPF: Purpose, Pain, and Fear
Every objection falls into one of these three buckets. If you aren’t speaking to these, you are wasting energy.
Purpose: Why are they buying? Is it for ROI, a legacy, or just a “bandwagon” effect? If they don’t have a purpose, you must define one for them.
Pain: Many Nigerian investors carry “trauma” from past losses or stories of “Omonile” issues. You must heal that pain with facts.
Fear: Fear of the unknown keeps the checkbook closed. Your branding and character are the only cures for their fear.
Strategy Insight: The “Bush” Paradox
When a client says “this land is in the bush,” they are actually saying, “I don’t see the future value.” Never sell the current state of a property. Sell the future and derive context from the past. If you don’t know the history and the 10-year projection of a location, you aren’t a consultant; you’re just a tour guide.
Handling the “Big 4” Objections
“The Land is Too Far”
“Far” is relative. Your job is to ask: “Far from where, sir? Your office? Your children’s school? Or far from the current city center?” Most people buy based on where the city will be, not where it is today. Establish their purpose before you defend the distance.
“How Can I Trust You?”
Trust is a mix of Character and Branding. You can be the most honest person in Nigeria, but if you are invisible online, you are untrustworthy to a cold lead. Projection equals perception. If you don’t show up daily as an educator, you are robbing yourself of sales.
“It is Too Expensive”
Price is only an issue in the absence of value. If a property is ₦5M, your presentation must make it feel like ₦10M. If they say it’s expensive, you haven’t built enough Perceived Value yet.
“I Cannot Afford It”
Sometimes this is a budget issue; often, it’s a polite way to get you “off their skin.” If it is a genuine budget constraint, always have the next best alternative ready. Never let a lead walk away without a solution that fits their pocket.
Stop Playing Small. Start Building Wealth. I am Eze Maximus Chukwujindu. I help savvy investors scale to 50–100x returns with proven real estate strategies and coach Realtors to smash the ₦1B+ annual sales ceiling.
The next move is yours. Let’s talk: Click here to enter my WhatsApp Inbox or join my WhatsApp channel here: Join the Empire
