How to Think Like Rich People (1 Hour Masterclass)

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India is known to be allergic to people of generated wealth, we always cloud their intention is greed. But the paradox is, we also want to be rich people. People who are good at everything, falls into a few consistent categories, they're always curious and excited to learn. Where there's a lot of people who are meant to be unsuccessful, they've settled into their victimhood. I spend time with everyone from billionaires to people who are just starting out in their careers and I've spent enough time with them and today we're going to reveal all of their secrets. The most common DMs I see go something like this. Hello, help me, sir. What degree to do? In my opinion, this is not going to help you because I don't think anyone responds to this. And I'll tell you the coolest part about this group, they're never see a bill, everything is handled by someone else. And if it's a group that never sees a bill, how do you send a cold DM to that? Think, so we're going to go through this. So, I'm going to teach you a technique today that has changed my life. But before that, I need to tell you a story. For the last four years, I haven't raised any money from investors. They asked us an entirely bootstrapped company and everything we built, we built without taking one rupee from somebody else. But before that, I've lived lifetimes where I've raised money from investors and even though I'd raised money from investors, I still fully didn't understand what drove them. These were these venture capital investors, they put in money and I couldn't understand their rationale. Because every time I tell them, hey, I'm trying to move the company to be more profitable, they would get back and they would say, no, I don't grow it even more. And I just couldn't understand why. But today, as somebody who invests in companies as well, I start to realize that once you make enough money, the next incremental dollar, so let's say, investing 5% that you don't really need into something else, you don't want them to just return, like let's say, if you invested a crore, you don't want them to just return one crore, 10 lakhs. Especially if it takes 10 years, you're okay if they die, but you want them to aim for the moon. Right? The entire economics change because a rich person thinks very differently from somebody who doesn't have wealth yet and a rich person, especially as an investor, would rather have moonshot ideas than find something that makes incremental returns. They would rather just go put in an FD or something much safer if they wanted smaller returns. Right? So why do they just want it to be profitable? It makes no sense for them. But I didn't understand this growing up as an entrepreneur and I always thought investors were foolish for not thinking about profitability right off the bat, but it turns out I was the foolish one. Which is why I'm going to teach you a technique today that is going to change your life. And the technique is called blinking. It comes from a Dota term which is a blink is a short range teleport. You're standing here, you immediately want a teleport there, that's called a blink, right? And many characters in Dota that can blink, you don't need to know anything about Dota. The idea is how do we blink from our minds into another person's minds? So today I'm going to teach you that technique and today I'm going to tell you how different people with different networks think. We're going to go straight down to what loads they buy, what kind of shoes do they wear? Because I know all of these people, right? I've spent time with everyone from billionaires to people who have a network of 100 million dollars to people who are extremely high in network but not very cash rich to people who have lots of cash but secretive to people who don't have much cash to people who are just starting out in their careers. I have the entire chain and I've spent enough time with them and today we're going to reveal all of their secrets. Cool? Ready? Welcome to blinking. How to blink into people's minds, how to teleport in people's minds and what well the people want. So the common thinking on the internet is that rich people just want no money. Money is all that drives rich people and the reason for this is because I think social media platforms don't or can't interpret people's intentions easily. It's very hard when you just read news articles about somebody and you know the news. They have, you know, incentive to write nonsense about people but we take that as gospel. We take that as serious without realizing the news. Does their own job of spinning the interpretation? They do the interpretation for the audience, right? So this idea of rich people just want more money in my opinion is wrong so even the investors who came to me and asked me to accelerate the company instead of being, instead of looking for profitability, they just had a very different risk profile. But before that let's come to the interpretation part and I'm going to show you a picture of a successful person, okay? And I want to ask you everybody in this crowd, what are these person's goals? Okay? However, you told me that all rich people want money or that's the general consensus. Let's find out. Ready? I want to show you a picture of rich person, really rich person, probably a billionaire. Progressive's accident response can contact emergency services if you're in a major accident. The only thing worse than someone you love being in an accident is not being able to help them. So progressive is here to help when you can't. So get peace of mind knowing your loved ones are protected with progressive's accident response. Learn more at Progressive.com. Progressive casualty insurance company and affiliates limited availability and California driver is responsible for emergency and towing charges not covered by the policy coverage subject to policy terms and conditions. You think you know a browser, but Gemini and Chrome? That's new. It can help you with practically anything on the web, like restoring a vintage motorcycle from a 50-page restoration block, or finally break down that long article you've had open for weeks. This episode is brought to you by State Farm. You know that feeling when something fits just right. Your go to jeans, your perfectly customized coffee order, a playlist that somehow knows exactly what song you need next, personalization makes a difference and your insurance should be no different. State Farm can help personalize coverage that fits your life and your budget, because your insurance coverage should feel right for you. Like a good neighbor, State Farm is there. Okay, Mr. Krushchan or Ronaldo, okay, does he want more money? Is what Krushchan or Ronaldo does which is playing football or going to a particular club? Is it to make more money? He's a billionaire, he has everything he needs, is it to make more money, please answer the question. No. Okay, I hear a no, why is it a no? I'll tell you why, it's because interpreting a footballer's goals, when you see them live for 90 minutes every week or every few weeks is much easier than reading news about a particular person that you've never seen live. It's too easy to do that, right? The difference between people, their impressions of me, when they see me on Reels, which is like 30 seconds or me on a one hour long cut, it's totally different, it's like two totally different islands, two totally different audiences. But talking about somebody who's a billionaire like Krushchan or Ronaldo, you see from his videos and the way he plays, he really cares about being number one. He really cares about the respect, the validation, the awards, the trophies, the feeling of accomplishment, but not directly related to money. I don't think Krushchan or Ronaldo cares about the next brand deal, he probably does them, but I really don't think he's going to change his life, he's not going to go out of his way to do something greedy just for money. Fair? And the only reason for this is because we can interpret his goals and his intentions easily. And my point to most of you is that most of the interpretations of what you think rich people want come from the media or you're just seeing one tweet or some podcast clip. You're not even watching the full podcast. Some podcast clipping where somebody's clipped it in such a way that it looks a certain way. And our parents have grown up telling us this. India is known to be allergic to people who have generated wealth and we always cloud their intention is greed, but the paradox is we also want to be rich people. All of us here in this room want to do well. All of us want to be successful. And the point I'm trying to make today and I'm going to show you very cleanly with examples as well as my own personal interactions, that actually the wealth is a side effect. The wealth that Krushchan or Ronaldo makes is a side effect of him wanting validation and status. Okay? And it's true for everybody. It's true for the richest people in the world. Elon Musk would be okay with losing $100 billion if everybody said you're amazing, sir. Right? So I've seen people do some really petty stuff for status and validation and at the same time I made them make a bunch of decisions which are not very money driven. see a lot of people making money, we work with a lot of creators who are doing very well and they say no all the time. So, the most common DMs I see on my chats go something like this. Hello, help me sir. What degree to do? When profitability? I mean this is not when profitability is probably like a credit DM right, but not medium. You should do, you should not do axial fail. It's stuff like this. Most people send stuff like this, but in my opinion this is not going to help you, because I don't think anyone responds to this. And you need to understand when you're wasting time and when you're not wasting time and I want to teach you how to reach out to a rich and successful person and get opportunities, okay, but this is the wrong path. This is pointless, okay. Now, I want to tell you about people who are rich and successful. They are good at something. They could be good at something, they could be good at rolling a ball, they could be good at technology, they could be good at sales, they could be good at content. A person can be good at multiple things. So, a person could be good at technology and sales and then they end up as Steve Jobs, right. A person can be good at only technology and they end up like you know, one of the successful CTOs that we know. So, people who are good at everything and this is the stroke of people we've seen when we're younger, who's like kind of everything they get into the good at, right. Kind of noise, all of a sudden, like anything they try to good at, but it falls into a few consistent categories. Number one, they're always curious and excited to learn. A lot of the billionaires are met, are like kids. They're like very curious about the next thing. They're like, "Yeah, how's it going?" And they'll actually go out of their way to ask you or play with it or you know, screw around with it. There's a lot of people who are met who are unsuccessful. They've just, they've settled into their victimhood. So, they're not curious about anything new. In fact, you'll find them reject new technology. AI-bad, technology-bad, mobile phones-bad, nature-or-good. And you'll see them having this nostalgia for a past that didn't even exist, okay. Now, before you judge me for this, I'm just telling you what I have observed, okay. All really successful people that I met, especially you. Life is all about making decisions. Sometimes you make questionable ones. Like buying a new TV that's too big for the wall because the electronic store employee was a little too good at their job. Then, sometimes you make great ones, like protecting your home and auto with progressive. You get customized coverage options, so you can be sure you have the right coverage. Progressive casualty insurance company affiliates and other insurers, not available in all states. You've been asked to run the company's social channels, but company content plays by its own set of rules. It needs a logo in the first three seconds, but it can't feel like an ad. It needs subtitles, except when it doesn't. It needs to run at two-time speed and deliver a complex message, simply, of course, within 9x16. Thankfully, your company has a lot of fun, so you can easily edit your video and every version of it. What will you can for today? More network they have, the more excited they are by new technology. They don't know sometimes what the potential of this new technology could be, but they're like this is new, this is interesting. I'd love to play around with it. A second is they're not afraid of making mistakes. India has a long history and a long culture of people being shamed if they fail. Failure is bad in India. Reputation leads bad, right? But I've, all the rich people I've met don't care about making mistakes. They're like mistake is a path to success, right? You cannot get to success by avoiding mistakes. That only works in exams, right? But in the real world, you have to go through the mistake to make a success. There is no alternate path and it doesn't affect them as much, right? Like if people make fun of them, if people tell them you can't do it, they just don't care. There's something mentally wrong with them where the social feedback or the social conditioning of don't doesn't affect them as much, okay? Which is why they can come out looking like asshole sometimes, right? And the last piece is they're willing to make multiple attempts. Part of second piece, even if they seemingly aren't good at the new activity. I once read that you should try everything three times, first to get over the fear of it, second to stop sucking at it and third to decide if you like it. It's a pretty good protocol. I don't remember where I read this. I'm going to find the source of this, but I read this and I'd screenshot this in my notes a long time ago and I decided to pull it in. And fourth one, even when they fail at something, they allow themselves to learn something from the experience. This is fundamentally all there is. You look at a footballer, you look at a successful technologist, you look at a successful salesperson, you learn a successful anything. They're all like this. No exceptions to this rule. I have not seen a single exception. I have not seen a single person who have met, above, and I met like hundreds of these people, right? Like above a network of $100 million in any country in the world who is not curious and excited to learn. I've not met any one of those who's afraid of failure. And when they're afraid of failure, that's the end of their career. When they're too afraid of failure, that's when they start really screwing up and that's when they're usually replaced in one or two years by a different CEO, right? And even when they fail, they like to learn something, right? And you can't name one like Jeff Bezos, his phone field, fire phone field, Elon Musk, so many rockets crashed in bird in the very beginning. There are pictures of that, right? So you can't name one person who hasn't failed, but they're all like this. Once again, if you go back to Krishna Ranado, it's exactly like this. By now, the guy should have sat on the bench, okay? But he still continues to play because this failure of playing a game and not scoring and playing badly for esteem is now working against him. But that's part of his DNA. He wants to be in the starting 11. Even if he's might not be unfa-- he doesn't mind failing and not scoring, right? Even if that brings shame to his nation, but he's like, I want to be there. So to answer your question of that, hello sir, this, sir, that, sir, that people send DMs to rich people and hope that they respond, the question you're really asking is, why aren't people buying from me? Why aren't people responding to you? There is a fundamental mismatch, and this is the problem with blinking. There's a blocker in the blinking, okay? Which is the fundamental mismatch between what you want and what they want. Young tech entrepreneurs in India learn this the hard way. For maybe half a decade or maybe more than that in my career, first few years of my career, I want to build something. I thought this was amazing. And nobody really cared about it. The rich people, the successful people, the investors, the buyers, they didn't really care about this. But today I'm doing something in my opinion, at least on the content side, that's far simpler. Operationally hard to run, but far simpler. It doesn't feel as complicated. It's not as technical to make a video, but much more traction because they seem to care about it. Okay, so all you have to do is figure out, if you want to make money, it's pretty simple, right? Like it's like a diffusion process. If something is somewhere and it's concentrated somewhere, you'd rather go to the place where it's concentrated and take it out. So if you build a product for nobody or you build a product for an audience that doesn't have capital, then you're going to be in trouble because you're not going to make any money, right? And a lot of people in at least 10 years ago when they used to build for tier 3 India, they would face the same issue, which is at that point, India 3 didn't have disposable income at all. Now that's changing a little bit. But back then this was a problem and they would always say, well, what do I do? Well, at the same time somebody was selling something very basic to really rich people and doing a lot better. Cool. So now we are going to do our process of blinking. Okay. Let's take four different network zones. Okay. And let's not take network. Let's take actual cash flows. Network is a misleading metric. 100% of the people I know, if they, if the public found as I know, if they take out their entire networks from the stock market, it would crash on that network would be zero and they probably get into all sorts of issues. So they can't reliably take it out. Progressive casualty insurance company and affiliates limited availability and California driver is responsible for emergency and towing charges not covered by the policy, coverage subject to policy terms and conditions. It can help you with practically anything on the web like restoring a vintage motorcycle from a 50 page restoration block or finally break down that long article you've had open for weeks. Kate holds the key to every brand asset your business has ever made. She's the only person who knows the difference between teal, turquoise and the correct company blue. But she's going on vacation. Luckily, before the company falls into design disarray, you realize you can put Kate into Canva. Save every color font and logo to a brand kit, everyone can access and Kate can vacation happily in the knowledge that no one will ever use Comic Sans. Only talk about the cash component. How much money they have on hand? Let's take four different zones. Do you have at least one crore and above in cash and assets? It would be a house, it could be FDs, it could be whatever. Do you have at least ten crores in liquid network? Do you have at least hundred crores in liquid network? Do you have thousand crores in liquid network? And I'll tell you how they all think and what their general process is. The person who has one crore and above, what I've seen is and for my own journey is the very security focused. Everything is about oh you know I have this job, I can't lose it, right? This is the thing that's helping me. Oh I have this money, I have to make sure all my passwords in my bank account, everything is like very, like they're very concerned about security about everything and understandably so, right? They're very carefully planned and very cautious moves with money. There's no, there's all the random spending comes under five ten thousand rupees. But anything big, you want to spend five lakhs, ten lakhs or something, you really think about it, okay? Their goals are stability for family, fair, debt-free home, emergency funds and their goal is to go towards retirement. At least have enough money to retire so that they enjoy whatever they do, they do it from freedom. In my opinion, this group doesn't really have that much freedom. They have some money but they don't have as much freedom, okay? They're very low risk, okay? They protect wealth and they mostly buy blue chip stocks, okay? And believe it or not, most people with this network in India or liquid network in India actually live a comfortable upper-middle-class life. A crore is way more than enough in India, especially if you're young enough, to live a upper-middle-class life because I assume you're also still generating money, right? I assume you're still doing a job or whatever, right? They want a nice home and they have a manageable loan. They usually have, they have some sort of rented home or they've taken an EMI for home. They have one vehicle, right? And they're price sensitive, okay? And major purchases like foreign trips, luxury gadgets are rare treats planned in advance. This is where iPhone buying behavior first starts. Remember, we're not going to lower entry level than this but like this is where iPhone buying behavior starts. Now remember, there are people without a one-crore network who buy an iPhone. Now people with like just two lakhs in their bank who buy an iPhone and go down to 50K and I have been guilty of this many, many years ago in my life, right? Those are poor financial decisions. I'm talking about the general smart thinking person in each of these zones, how do they think? Okay? And this group seeks visible symbols of success but within budget, okay? Within budget, visible secretive success. It's the Nike group. They buy a good high quality Nike. Seek security and upward mobility, personal identities job. Their identities from their job. And they're busy and they want reputation, right? They care more about how their co-workers think about them. They also want more money. I signify this group by the air Jordans, right? The Nike air the Jordans, right? Are you wearing Jordans? Yeah. This is like it's the, I would say the starter class for wealth in India, okay? This is where everybody starts. There's nobody who is not started here, especially on their journey for wealth. And the Nike Jordans, they can wear many other brands but the Nike Jordans like, okay, I'm part of this club. It's a mental feeling. Now let's come to 10 crores because 10 crores actually, it's a kind of a downslip in many ways, okay? Because the 10 crore network wears a comet. Right? Sure, there are people who make less than a crore who also wear a comet or a gully lapse. But I'll tell you why the 10 crore wears a comet. They also wear Indian kurta when they walk around. I'll tell you why. Now this is not every person with a network of 10 crores. There's a many of them, okay? Confidence from financial freedom. They have financial freedom, so they have confidence. 10 crores is more than enough to retire in India, but they still budget conscious for big spends. Now let me say a guy with 10 crores, a girl with 10 crores, what are they worried about? Many things, okay? They have comfort and financial independence. They have upscale lifestyle and status, but yet they're ensuring future security. They want recognition for their wealth. At 10 crores the first time, you're like, I want to be known for being rich. Right? 10 crores, like very rare in India to get to 10 crores of liquid networks. It's like, I want to be known for this, okay? They take moderate risk. They're diversified. They have mutual funds. They have real estate. They have private banking. They have a relationship manager at all the banks, so it's like actually dedicated for them. And they truly live a rich lifestyle in India. They'll have a luxury home, at least one, okay? Luxury home means like 3-4 crores. It's not like deluxe luxury, but it's good enough. At least in Bangalore, they have premium travel. They will sometimes fly business class, not all the time. They will, they're used to five star hotels. They know it's like 7-10,000 rupees for a night. It makes your day. Sometimes even your week. Well, new customers who save by switching their home and auto insurance to progressive save hundreds. Cue your happy dance. She's the only person who knows the difference between teal, turquoise, and the correct company blue. Save every color font and logo to a brand kit everyone can access. And Kate can vacation happily in the knowledge that no one will ever use Comic Sans. What will you Canva today? I don't know five star hotels, so they're comfortable once in a while, especially if it's business. And they can afford some regular high-end purchases. Remember, they're still making cash on top of the 10 crores. So they can buy designer brands. They can do fine dining. But they think twice on ultra luxury splurges. Like a big trip, like 10-lack, 15-lack trip to the US is still something that they really have to think about. Enjoy showing success, but stay within a limit. This is where Rolex like, Rolex buying, this is actually not where Rolex buying begins, but some people with bad financial planning might. They're looking for freedom and status. The goals here move from I need to fit within the crowd to I need to fit within a crowd where I'm comfortable with who I am. At a crore net worth, people are still not well, like, fully comfortable with who they are. They're still looking at foreign symbols of success. But the reason this person wears a curta and comet shoes is like, they're like, you know, I made enough money. I'm comfortable in my skin. Yeah, maybe I should support India now. Right? Maybe I should, you know, I'm willing to live my heritage. And you'll see this behavior a lot, this kind of behavior, from like slightly older people in India, like maybe your parents or like some rich people's parents who are comfortable in what they do. They're not the richest, but they're okay, they're happy. They're living their life. And they're not going to sacrifice any of their traditions or anything like that for any kind of difference signal to fit in. But technically, they're also fitting in with their group, okay. Personal identity is still their job. Some of these people own ventures, right? So they're, you know, also probably running a company. So they also have some small companies. Most of these people, by the way, are CXO's at companies, right? It's like a CMO at like a big tech in India, maybe the Indian arm of a big tech from the U.S., you know, maybe Netflix, stuff like that. This is usually the range. And I remember many of my meetings with many of these people. And the main thing that comes in my head, I'm just thinking about like just the vibes is the kurta, right? They're comfortable enough to wear a kurta. It's no longer suit or, you know, Chatti Vanyan and like shorts and stuff like that. It's like, it's kurta. Like I was once in the director of a very famous production company's house, roughly this network is wearing a kurta in front of me. When I go to events and the CMO for companies there, they're wearing kurta or like comfortable in the sari, right? So it's very like, they're okay representing, you know, being Indian. Whereas I would say the first group is still like, thinking for in signals, okay? These are very busy people, if they were in a job, they're very active. Most of the work in a company, I would say goes to these people, right? Like they are the CXOs and the CMOs and the CPOs and the CIOs. They really want to preserve reputation because here, like if you lose your reputation, it's a big deal. And they want to be in the club, right? Just like the first step. Next, let's come to the real wealth in India, okay? And here I've probably met like 20 people, 30 people in this range. So not a very, very big sample size being very honest, but India has so few people with 100 tours network, liquid. So I'm telling you from what I can see, okay? They're very big picture thinking. They're decisive. They're used to handling large deals. You need to be an entrepreneur or a kid of an entrepreneur to be at this range or you need to be like a long-running CXO at a company. or a CEO of an Indian big tech, right? Or like CEO of like a Vipro or Infosys something like that for a long tenure, right? They're often have like a rules don't apply status. It's like they don't really care how other people have done things over there doing. I mean they do care, they do a little bit of formal but they're like, I don't care if the law feels this or these guys feel this, I'll do what I want to, right? Like I don't care about like, I don't care about sitting in the line. Like a Q is the best example, right? In India, if you're the person that stands in the queue and is okay going the queue, then you're not very wealthy. But if you're okay with completely skipping the queue and you need connections or you need enough money and stuff like that, then you can skip the queue. These are the people who don't believe in the queue. Like I don't care if a queue is there, I'm not a normal man or a woman. I don't mind stepping across. Maybe I need to call someone who I know for a connection or get some assistant to do it for me, et cetera. The thing that drives them is influence and growth. So they're expanding their business empire. They're looking at industry impact. They're looking at generational wealth planning. How do my kids proceed me? How should I think about that? They have everything in the 10 crore stuff. They're very well diversified. They have a lot of different things. But they also do a lot of global LRS. So they have big, like the LRS limits the 150K a year, I think. They have big positions there. They probably invest in a lot of venture capital. So the SEBI rules for angel investing, accredited investors are a network of 7.5 crores or more. 50% is required to be in financial assets. It makes your day. Queue your happy dance. Progressive casualty insurance company affiliates and other insurance not available in all states. You've been asked to run the company's social channels. But company content plays by its own set of rules. It needs a logo in the first three seconds. But it can't feel like an ad. It needs subtitles except when it doesn't. It needs to run at two times speed and deliver a complex message. Simply, of course, within nine by 16. Thankfully, your company has Kamba. So you can easily edit your video and every version of it. What will you Kamba today? Your go to jeans, your perfectly customized coffee order, a playlist that somehow knows exactly what song you need next. Personalization makes a difference and your insurance should be no different. State Farm can help personalize coverage that fits your life and your budget because your insurance coverage should feel right for you. Annual income of two crores or more or a network of five crores or more along with an annual income of one crore or more. 58% is required to be in financial assets. These are the requirements to be an accredited angel investor on many of these platforms. Remember that you actually meet that here but these people still don't angel invest as much, right? Because they just made money that they're looking to enjoy the money for themselves first, right? But this group will be angel investing a lot. They'll probably be writing like 10, 20, 30 checks a year. And they have a wealth manager. So they have someone they can just ask what is my network and someone's keeping that track of their network. They have an ultra luxury lifestyle. They usually have multiple properties. Maybe like 20%, 30% of their network will be in property. Sometimes even more if they're from real estate background. They probably have a vacation home abroad but over time they start to live the minimalist life and they just say why should I own all these things. I'll just go have a good experience for two days that I go to a hotel and chill. Some of them have private fractional jet access. 100 crores is not enough network to buy and maintain like a full proper jet. To give you an idea, like the starter jets in India which would be very rickety and probably second hand cost like 20, 25 crores. But a decent jet is like 150 crores, right? A decent private jet. And that's also second hand, right? And if you're going to go Gulf streams and all it can get even more expensive, right? But this is a fractional jet access. So they have like 10 friends who they've got along with and they have access to the jet or they charter jets. There are lots of services in India that allow to charter jets. They have staff for home. So they have a maid, they have a cook, they have multiple of these staff, they have a driver, they have multiple drivers and they value experience over things, right? They've gotten to a point where they own multiple of everything. You might not be able to imagine this but these are people who have like 10 phones. You know, people who have like 10 computers, three laptops. You know, like they have multiple of everything. They have like three TVs and multiple homes, multiple bikes, multiple cars. And this is like, well, and most of them will probably have one or two luxury cars. So at this point, they're like, you know what? I want experiences now. I want something I can't get anywhere, right? I want to be treated like royalty, right? I want a good massage and spine. You know, they're very, their payment strategy is very by the value, right? So if an experience is very good, even if it's the same experience on a massage, but one is with like good vibes and good music and like high-end and good view, they're willing to pay 10x more for it. Even though it's the exact same service, you're getting massage in either a local, parlour in India or like a very high-end resort in Mauritius, sorry, Maldives, they don't mind paying 10x for this one. So they pay by the value, depending on the vibes that they feel. Okay? And all show off is subtle. At this scale, the shoe that really represents them is the golden goose. Most people don't know where the golden goose is and it's a shoe brand, you'll see it in Mala Vesha. It's a brand where all the shoes look like it's a little bit toned. The shoes are dirty on purpose. God knows, I can never, in the shoes are like 50, 60K, okay? I can never buy myself, I can never, like I can't think about buying a shoe like that 'cause I'm like, why would you want to wear a dirty shoe? Don't you want to clean white shoe? Like why do you, and one tenth the cost? Why do you want to buy a dirty shoe? But a lot of people wear these golden geese because their show off is subtle. Like we have the wealth, we don't need to prove it to anybody. People already know who they are kind of, so they don't really need to. But the kids of the rich people spend a lot on a lot of different things because they have the wealth but not the status. So all their purchases are to buy the status of, look at me, I'm wealthy. They have a lot of influence, their goal is influence. Remember, I told you that they can skip a queue. They do this by picking up the phone, right? The phone and the relationship roster is the most important thing to them. They don't mind spending money on increasing their influence. In fact, most of the money apart from like savings and you know, luxuries go into buying influence. Not from politicians or anything like that, but in general, knowing people, right? If they're paying a doctor, I've seen a lot of these people pay the doctor five times as much, just to have the freedom of that access and to tell the doctor, listen, boss pay a little special attention to me. So I've seen this a lot. The problem with this group is they're relatively free, but they're also tied to their venture, right? Their entire reputation is tied to how well their venture does. Most of these people are businessmen or kids of businessmen. I'm gonna ignore the kids of businessmen. I'm gonna talk purely about self-made wealth for now. But it's fully tied to their venture performance. If they do badly, that'll hurt them a lot more than losing five or ten crores, right? So their reputation is fully well and are they doing well or not, right? So this group almost always ends up transitioning into this group because their full reputation now is dependent on how the thing that made them hundred crores is doing. So obviously, if that's the only thing that is their reputation, they'll try to pull it to a thousand crores. So I've seen a lot of people in this group go to this group. Right, I've been doing this 14 years. So I met a lot of people, investors I've gone to when I was very young, who were in this group, who were now in this group. Right, so I've seen them evolve and I've texted them whenever they've hit a new milestone. It's been crazy. The last one is thousand crores. They're visionary and bold. These guys move industries. These girls and guys move industries. They see opportunities very few people do, okay? And that's because those opportunities don't even come on our table, okay? They see things from a very macro view, okay? They feel rules are irrelevant. They make the rules, okay? And yeah, they're always sitting on the boundary. They're always trying to do something new in a brand new industry. Very rare, this type of group. I've met maybe 10 people in my life who are in this group in India and maybe another five to 10, I've done podcasts with a few. But yeah, this group is like very rare, okay? They think a lot about legacy. Who am I making this wealth for? What am I building this for? It's usually two generations, three generations are planning at a time, okay? And they have a lot of philanthropy works that they're doing. They have a lot of societal influence, okay? They have succession planning. They cement their family legacy. That's the goal for them. And they have like proper family office. They have XYZ ventures, right? They have multiple investment vehicles. So they might want to invest from one entity or another entity. They usually have like six, seven, 10 businesses. Even if they're primarily known for one, they still have multiple businesses. They definitely own a private jet. Some of them decide not to own a private jet. That's personal choice. But a lot of these guys own private jets. They own estates and rare collectibles, rare things that no one's seen. Every desire from like having personal chefs on the call every time to booking celebrities for a private event, they have all of it. They want to get a Hanuman kind for a private event, they can, right? And they do it. And that's one big revenue source for artists. want to buy a big painting they can, these guys are the biggest revenues. source for big well-known artists, right? Private security, some of them have their famous, and I'll tell you the coolest part about this group. It's actually a pledge to both these groups, but mostly this group, they never see a bill. They never see a bill. Everything is handled by someone else, okay? This is like a 20-man team walking around, one person making the decisions for the main stuff, everyone else making all the micro decisions. I've seen people at this network carry a guy, paid guy along with them on airports, just to check in for them. Just to do baggage check in, they'll give them a flight seat also, just because they don't want to fly alone, right? It's a crazy group, and the way they think is there's a lot to learn from it, because if they don't ever see a bill, and remember the goal here is not to glaze different groups, the goal is to figure out how to sell to all of them, and if it's a group that never sees a bill, or never gets involved in anything, how do you send a cold DM to them? Think, so we're going to go through this, okay? And there is something that interests them, and I'll show you what it is. The next is, they really care about personal identity, legacy, reputation. This is the most important thing to them, and they're the freest. These guys have the most time, even though they're making massive decisions, they're just thinking the idea, and then they tell somebody and it gets done. A lot of these people in this group, unless they can their job demands it, they try to avoid visibility, right? They know that at this point, like people are just going to hate them, because a lot of people really hate people with wealth, so they try to stay away, and for them the main issue is trust, okay? The only way to work with this person, not to grow with this person is trust. They don't mind paying ten times more if they trust you, okay? But trust is everything for them, okay? And they're incredibly feudal and dynasty driven. They always think about next planning, family planning. This is all they think about, okay? Now I want to show you an example of an ad. Remember I told you, how do we think like these people, how do we sell to them? This is an ad for something I saw on, I think some website, okay? It's called Ventura, again I don't care about this. And this says, a lifestyle of unparalleled comfort and convenience, okay? 4BHK luxury apartments, exclusive land-scaped garden, well-equipped modern gym, refreshing terrace pool, price hike soon, 2.16 crores, okay? Question I want to ask you, which of these groups is the ad targeted towards? First or second? Why? Look at the net worth, okay? It's very important for you to understand this. This cost 2.16 crores, you're saying that the total liquid net worth there is a crore, then why would you target that group? Exactly, I told you, the people out of this who most want to be in the club is these guys, okay? And for them, the surface level application of luxury, gym, this and all is the main cell, okay? And here's the interesting part about that group. They don't have the liquid network to snap by it, something that's worth 2.16 crores. So how do they buy it? Loans, exactly. So the actual cost of this is not 2.16 crores, it is, but it would come up to like maybe a lack of month or a lack and a half a month of VMI, which this group with loan can afford, right? They'll have some down payment, remember these properties will require down payment, something like this might require depending on the place, 20, 30 lakhs, maybe 50 lakhs of down payment, maybe even more if your credit score is worse, but the idea is that you still go off the first one because without that one crore, you can't do down payment, right? So I think that this group really cares about the feeling of opulence, the feeling of success, okay? And that's why all the ads you'll see for this group, all the sales of this group is always in this premium skin care, premium this, premium that, okay? I'll give you a good example of, sorry, I'll give you a very good example of what targets the second group. There are some brands, there are medical brands, in D to C, there's the, there's a type of brand and there's a medical brand, Kiar Saravay, have you heard of Saravay, right? The moisturizer, there are medical brands that also target that this thing, but they're not really medical brands, but it's got a doctor's approval types, that really applies to these guys, they don't care about the brand, they do sometimes care about the brand, but they also care about the doctor's approval and its medical science scientifically trusted, so those kind of ads work better for 10 crores, awesome. Now, I want to tell you the most important difference between all these groups, the quest from one crore to 1000 crores is the quest of something called free market participation. So very interesting and important concept we're getting into, which is that a person who has a crore network is doing one thing, they're probably doing a job, they're doing one very specific thing, a person with a network of 10 crores is probably doing a little more than one thing, right? That investing is not just purely to save money, they're also having a little bit of fun doing it, much more fun than the one crore group, okay? And the person doing at 100 crores owns multiple things, and the person doing 1000 crores has his attention, his or her attention is really divided, okay? So the quest from one crore to 1000 crores is to be a true free market participant, a true free market participant is somebody who can enter any industry that they want, if they want to get into oil and gas, they can get into oil and gas, they'll buy shares of a company, if they want to get into, you know, they're interested in like getting into biking tomorrow as hobby, they can do that, right? They can get into anything, they want to get into like own a little bit of, you know, a particular type of company, they can do that, they want to start a new company in a new space, they want to start a clothing brand, they can do that, and one of the best examples of free market participation is to look at cricketers, cricketers usually start from zero, they have one crore network, what do they do, what do they focus on? Bat and ball, cricket, okay? But as you see them scale up, okay? By the time they end their careers, 20 years later, 25 years later, they have one clothing brand, they'll have some contract with Pepsi, as an advertising model, they'll have some car collection, they'll be investors in many different types of companies, they'll start their own, some of them start their own family offices and funds, Dhoni I think started a chain of hotels, something like that, so they become free market participants, Dhoni shouldn't have anything to do with hotels, I don't think he understands hospitality, and you can say maybe he does because of this person or that person in his life, but the point is not that, the point is he now has the money to enter it without actually running the business, he doesn't have to sit there and run the hotel, and that's the critical part, being a free market participant means you don't need to sit and do it yourself, but at the one crore network, you need to, what do we do, you need to sit and do it yourself? So one crore and below is very field driven, you need to focus on the task and do one thing, 100 crore plus is very free market and opportunity driven, interesting opportunity in this thing, and someone will send me a text on it, or someone will send someone at this network, the text on it, and they'll do it, all right? So 110 crore plus is like playing monopoly, it's like you're going from one checker to one checker, you're like deciding based on your budget, whether you can afford this property, if you can afford the property, you invest in it, then you generate some more cash, then maybe you flip that around, and by the time you know it, you have this collection of things, okay, rich people don't buy things, they unlock freedom, they unlock constraints. So there are a lot of constraints in our lives, lot of annoyances in our life, it could be, oh, you know, I don't have food right now, but I would love a private chef who can come give me food, oh, I don't have X for right now, and you have that arriving to you as instantly as possible, okay? So a car is mobility, car gives us, you know, the ability to go from one place to another, almost all of us have access to it, a rich person's car is probably marginally faster than a Bangalore road than yours, or probably not as much, now it's probably slower because you have to be careful about it. So it doesn't unlock that much mobility, but a helicopter or a plane does, okay, it's a big jump over cars, assistant gives you attention back, you have an assistant scheduling things for you, doing things for you that brings you attention back, a lawyer brings you certainty, they're hiring people, rich people are hiring people because they can remove certain constraints from their life, okay, a powerful introduction, maybe you pay someone for a refill fee for an introduction, that's an opportunity. The question now becomes, what is the biggest bottleneck I have in my life, and how do I remove it? This is how most rich, generally rich people think, a 5 lakh expense can become cheap if it creates 5 crores of access, a 5,000 rupees purchase can be expensive if it changes nothing, this is super important because on Reddit you will have a bunch of people who like this guy has like a net worth of like a billion dollars. Why doesn't he give 10,000 rupees to this ashram, or why doesn't he give 5,000 rupees to me because I want to buy a PlayStation, 50,000 rupees to me because I want to buy a PlayStation, well the answer is very simple, okay, every dollar spent needs to have an RO because you have to understand, one middle class trap that I was stuck in for a very long time and I think a lot of people have stuck in is, we hyper negotiate on small things, right, when I was younger I would negotiate with an auto driver, be like 100 rupees extra and even after I started making money I continued that behavior and I didn't understand why I am doing that behavior, what is the reason for it, how I should rethink about it, I didn't really understand any of it, okay, but when I started hanging out with some of these people and So how did it? really delegate, okay. I start realizing there are some things that are expensive, even if they're 100 rupees, because it costs your attention or time or energy or whatever, and there are some things that are very cheap or reasonable, because they give you something that you wanted. So it's this, right? If it's an annoyance and you can pay money, it can go away, it's worth anything. If it's an experience or luxury and you wanted it, you can pay something and you can get it, snap your fingers, then it's worth it. But if it's something where, you know, like, like a Zara shirt versus a shirt from a very expensive brand, but if the materials are same and you don't really don't care about the status, then the expensive brand is expensive. If you don't, if you're not buying, like a Cheddi is a very good example, right? Underwear. Nobody sees the Cheddi, so a lot of rich people will have reasonably ordinary Cheddi's. Their children will have expensive Cheddi's, okay. But the rich person will have ordinary Cheddi's, because they'll be like the delta between regular brand, very, very premium brand. If there's no comfort difference, I don't care. It's a scam, it's a rip-off, right? So they look at things on the basis of the topic, not on the basis of price. We look at things on the basis of price, right? A lot of people were starting out look at things, look at things specifically on what they can afford and what they can't afford. Like a rich person, I've seen a lot of rich people who don't operate their iPhones every year, because they're like, this is not a significant jump on last year's iPhone. I have the money, but I don't wanna go through the ginger to resetting my phone and getting a new one and transferring everything, because this iPhone, this new iPhone is not good enough. I'm happy with my iPhone. So this new iPhone to me looks expensive. I don't wanna buy it. I've heard this argument from many people who have a network where they can buy 1,000 iPhones at once if they want to. Whereas on the other hand, you'll see somebody like technical Guruji who will buy hundreds of iPhones because he can and that's his business, right? He needs to, like that's his business brand. So to maintain his brand, he's like, I'll show a picture where I have 100 iPhones. That's okay. So to different people, this means different things, right? And it really is about what is expensive in the situation versus generally expensive. There's no certain price that's expensive. Like on the internet, especially people who are not making much money, there is a price which is expensive. Anything about 7,000 rupees is expensive. Anything below 7,000 is less. And for other people to be like, anything about 1,000 rupees is expensive. Anything below 1,000 rupees is less. Which people don't have these constraints. It's always for the topic, okay? Money will always buy you speed, attention, you know, helicopter, whatever, like speed, either in the real world or mentally or in terms of the action you do before it buys luxury, okay? Money is a type of energy that buys other people's time. At some level of scale, money's just energy. Money's just and as you redirect in different places, right? Maybe you spend, you know, a few lakhs here to get this done faster or a few lakhs there to get it done faster. Money becomes that ethereal energy in your air, and sometimes, and this is how rich people think, right? Sometimes they want to pick up a little bit of money, put it in themselves to keep themselves their mental health happier. Okay, I want a new iPhone right now, okay? I'll take a little bit of this energy, put it in myself, sharpen myself better so I can energy bend a little bit better, right? This is how a lot of rich people segregate personal and professional finances. Because the biggest thing that, especially for people who start a lower class or middle class who suddenly make a lot of wealth, the biggest challenge they have is the middle class mindset hurts growth. Because you have these stable ideas of what is expensive and what is not. The minute you look at an office deposit of something like this, and you realize the office deposit for this place is a few crores, they're like, wait, that's solely shit, that's expensive. I don't even know if the business is gonna work. Why should I pay this much deposit? And that's actually you applying the middle class mindset. But the smarter mindset is, well, this gives me, I can afford this for X number of months. It gives me X number of months to go out and make the business successful. That's how these people think, right? So it's purely like energy bending, money is kind of like a force, and sometimes you top up yourself, you're like personal luxuries for yourself to increase your, you know, your attention, your bandwidth to energy bend better. Maybe you're feeling low on dopamine, you need to go out and shop and come back, stuff like that happens, right? You become a free market participant when you think about ownership. When you think about how can I own something instead of how can I rent something? And I'll tell you what, the best analogy I found for ownership or the best way I've thought about thinking about ownership is purely on the basis of you want to make money when you sleep, right? A rich person is always thinking, when you invest in the stock market, you own a small piece of that company you invest in. I own a small percent of NVIDIA, at very, very tiny percent of NVIDIA, but that makes money while I sleep because Jensen and Co are working hard to make it grow. And Jensen and Co has probably, Jensen has probably invested in hundreds of companies. Some of them work, some of them have made a lot of money, but whatever it is, it's happening while he sleeps. You have to first step in wealth making is to delink your time and personal energy from the wealth you create, which is why sometimes you know, I'll see a bunch of kids who are like, I'm gonna go start a startup and they start one or two or three things, they start adding a lot of things. And I'm like, you're adding more work on yourself, but it's not giving you what ownership is supposed to give you, which is time freedom. A startup is only successful if it gives you time freedom. If your entire day is locked out, you're still not there, right? But that's why you need to own the right things. You need to own assets that make money as you sleep. That's the part to success. Now to one crore network, you can probably own stocks of other companies. So you make money while Genshin, sorry, you make money while you're sleeping off, of Genshin if you're invested in Nvidia or you make money off Ambani's, if you invest in, it's that. And you, anyone can do that. The stock market allows any of us to do that. There are higher risk games with earlier stage companies, which now you need a accreditation for, but again, you need to decide what should I own, what should I not own. And if you just make the right decisions on what you should own, you can go on ultra rich. I mean, you could argue that was Warren Buffet's job to just decide what to own, right? And recycle that cash. So, what happens with rich people is riskier bet with high outcome is preferred over non-risk bet with standard outcome. Let's see how net worth of 100 crores. We've spoken about what they want, attention, freedom, this, that, whatever. Let's say they are deciding to invest 10 crores of the wealth. Do you think they will invest 10 crores in a company, okay? Which after five years will return to them 12 crores, 20% increment, why two crores is the delta? For the guy with one crore network, two crores are big return, correct? But for a person with 100 crores, it feels like, man, I don't care if I lost their 10 crores. I don't care if my net worth went to 90 crores. But if I put 10 crores or something, I would like for it to make 500 crores. That would be nice. That would be crazy. So, that's how they invest. They invest in risky bets with, I would say more like, you know, extreme outcomes. Either extreme death or extreme success, okay? And I think between levels risk profile changes from safe, low guaranteed return to extremely risky big multiplier, okay? But I feel like at the extreme 1000 crores, this level actually drops. The risk level actually drops, especially for smaller, less ambitious projects, because it's like you can afford to lose so many times when you have 1000 crores, that kind of becomes unfair. You don't mind losing 10 crores, 10 crores, 10 crores, up to 10 times before one of those works. And even one of those makes 500 crores your math makes sense. That is how venture capital thinks. Most of these VCs raise 500 crores or 1000 crores. Sorry, not even 500 crores, 500 million, 1000, sorry, a billion dollars in their funds, some of the big VCs in India, they just have that drive powder. Do you think another 1 million or 2 million outcome matters to them, they don't? They don't mind writing of 1 million in your company because some of their companies have made them so much. Like Sequoia has made so much money on grow. They don't care if they've invested 2-3 million in a company and it dies. They have made hundreds of millions on grow, probably more than that, right? So the 2 million is the right of comparatively. And when people on the internet are like, they invest in this company and feel it's like, they've made so much money on others. I don't think it matters, right? All they're doing is the choosing games with better mathematics for themselves. The broke in the extreme rich think the exact same way. Not the exact same way, but kind of the same way. The broke and there was this article about hyper gambling. I don't know if any of you've read it. Which is that a lot of people in our generation like gambling apps and like cryptocurrencies and like anything where they, it's like quick money. You invest 5 rupees and somehow make like 500 rupees very quickly because the only other alternative is to grind over 20 years. Everything is very expensive now, right? Real estate, this that. Sometimes the only way to break through is to gamble. And I have a lot of empathy for them because if you're stuck in a situation where salaries haven't increased so much. Like you look at software companies in India, this annual salary is still like 335K a month. It's been 10 years since it's been the same salary, right? I understand that if you start off with that salary as a trainee or something and get to like a lack in a year or so or get to like at least 78K in a year or so, it makes sense, but they stuck there. So they are stuck there, but the real estate costs are shot up. The real estate what it used to cost 10 years ago and now it's totally different, right? So it kind of is unfair to them. So basically they're saying, let me gamble everything I have. From making 30,000, let me try and put 3000 rupees in like party match or party bet or something like that. Let me try and you know accelerate this a little bit because some of those accelerated bets like, I'm at a guy. And on a somewhere I met him in Goa, I think it was a gambler or something like that. And he's like, he makes like, 30, 40 km/month, he makes more money playing poker, right? He's like, I just sit here, go to this, or sit called like a resort, not a resort like a boat, right? On the seas, he does it and it comes back. And he's like, I make more money on this than I make of my job. So, they kind of think the same way, except the guy with lot more money has many lives. Everyone at the top is highly diversified, right? Almost everyone at the top, like there is, like when people say Anil Ambani failed. Anil Ambani, even his failure is better than some of our successes. So, at that network, even a failure can still keep you afloat, because of diversification. And I'll tell you a very interesting story, I was in business class the other day and there was a guy next to me. And he was a, some guy who ran a furniture company. And I was just talking, and he's like, my network is 150 crores, and I didn't believe him. I was like, how's that possible, right? Furniture company is like a big one, because I didn't heard of his company. And I said, how much money does the company make? He's like, no, just three, four crores a year of profit, okay? And I was like, how long have we been doing it? It's been pretty recent. And I was like, okay, then maybe you've collected those money over so many years. He's like, no, no, it's not my primary source of wealth. I've split it with multiple partners. I was like, then what is the primary source of wealth? He's like, 10 years ago, I invested in some, no, 15 years ago, I invested in some property, right out of college, I borrowed some money to invest in it. And recently, government bought it because they wanted to build a road there. And the value of the property was 100 crores. So this is borrowed off me. But I made, like, the actual investment is a few lakhs. It's crazy. He's worked his entire life on something, okay? But most of his net was he's made from some other thing that he just randomly made as an investment. Right, it's just the power loss in real life and the accidental luck in real life are crazy, which is why when you're very diversified and you have multiple things that work, there are more chances of the success because at worst, when you fail, you go to zero. But you don't go below zero. So you're, let's say you made a one crore investment here, you can max, go to that one crore is lost. But if you go to one crore somewhere and go to five crores, the same thing, you go to five thousand crores also. So the upside is unlimited, the downside is just zero, right? So a lot of these people have made more money sometimes on side things than the main thing, right? Which is why it is so important for all of us to become free market participants and also understand that. Take enormous risks is the wrong lesson. It's more about how do I survive failure while retaining upside, okay? Take enormous risks, you can, it's tempting to say go gamble everything you have but that's wrong. But it's more about how can I survive failure while retaining upside, okay? Now let's talk about you. How do you target these people? Let's say you're selling something, either as investors, you're looking to raise money from some of these people, you're looking for them to try your product and use it in their business. And I'll tell you some things I've learned. Many of the people with high net worth don't think the same way you do, we've established that, right? Like their goals, their rules, everything are different, okay? One of the ways that I've seen work is sometimes I can tell one of my rich friends, hey this is a cool project you should invest, okay? To which they may not even respond because they're all busy. But sometimes I'd make a video about it, some company that I've invested in or something of that. And then the friend, the rich friend will share that video with me on WhatsApp and be like, you guys invested in this and then be like yeah, can you get me in? I'm like, I'll scroll up, I'll press reply on the thing that I sent him three weeks ago and I'll be like, bro, I already told you invest in this, he's like, sorry I didn't read it, I didn't pay attention. And by the way, I do this a lot with my WhatsApp today, right? People I even like, I just missed their calls and texts because I was doing something else at the same time and time just dragged on, the whole day I was busy and then I just forgot, I just got lost in the mix. But something catches my attention, big marketing campaign. And I remember I think there was a brand when all the AI guys were coming from the US to India, Sam Altman, Daru and all, the brand had gone and launched billboards. They're like, we can text Sam Altman and we can say, hey, invest in us or work with us. But when Sam Altman lands in India, if we have these billboards saying our company's name, he might take us much more seriously because he knows our strength, right? So I think this matters a lot, which is even though you might think the right approach will just text somebody and tell them what you're doing, sometimes this subtle messaging is needed, especially for people who just don't have the attention and bandwidth. And for many businesses, it'll be one of their assistants. I told you these guys all run around with the troop. So maybe one of their assistants who saw the billboard or saw the ad or saw the reel and shares it with the CEO and says, bro, this is great. Check this out. And this person trusts this person and that's how it goes. So sometimes we even do a bottom-up approach. Don't directly reach out to the main person, try to go from underground, okay? And I'll tell you how to think about this. The ordinary approach is how do I find my next client? Maybe I should text this big CEO. But I think the rich approach is how do I create a system through which clients continuously arrive? How do I create a brand and we've done a video on brand building? But how do I create a brand where these people get involved in the story, believe the story, and then come in through there, right? And then have, remember, the story has to be fulfilled with the satisfying product because the product is not good, then the person, even though they might have spent money, they're not going to refer you to someone else. They don't reinforce the story. They don't build on the story with you, right? They abandoned, that's the checkout flow. That's the abandoned cart flow, sorry, right? So you need to create a system where they continuously arrive and you can't directly reach out to some of these people sometimes, right? So I'll have, like, for example, there's a guy who built a really cool, valorant coaching tool. I really like the tool. And I spent like 30 seconds looking at the tool, right? And, you know, I wasn't sure whether I wanted to invest in this because valorant coaching is a very small market. It goes after young people, they don't have as much money, and it's coaching really like how many people are going to play pro? How many people are going to play competitive? It's a very, very tiny market. I just don't know enough. And with all the things I have on my plate, I don't have the time to go step in and look at this, like, properly one by one. So one of two things need to happen. Either somebody from my team needs to come and be like, I'm using this app and it's great and I paid for it. And then immediately I'll start taking it seriously. Or I need to hear about it from somewhere else, from somewhere outside that I trust. Or maybe the valorant coaching tool itself runs ads and I see it directly on the feed. That's when I get reminded of it. Because otherwise, it's the back of my mind. It's a nagging thing which is that, oh, I need to respond to this person. But it's like, I need to see more evidence. And me responding is not going to change anything. But in the meantime, the same person has sent me like an email, DMs, a deck, a lot of things. I have all the data. More data is not going to change my decision. But more real world yeses are going to change it because I just don't have enough time and energy to go through every piece of information that this person has sent me. So which is why even if you have a direct line of access to somebody, sometimes you need to take the spin around approach. You need to build more traction till it's even more exciting. And that's why VCs have a word. I never understood the word. The word is called excitement. To invest in a company, you need to be excited in it. It's not, oh, just greedy and rich. It's excited. It's truly be interested in doing this, right? For example, with gaming in India, I'm super excited about investing gaming. I invest in light fury, of course we've invested so much in, at least the Avata. But I'm genuinely very excited about it. But like, I'm not as excited in investing in, like an old school manufacturing plant. Even though it might be money. It's not exciting. It's not interesting to me, okay? So it's that and the fact that you need to continuously create a system where new clients arrive. And one thing I've learned about wealthy people is if you deliver a good product or a good service to them, they will tell their friends. And they take their friends lot more seriously than any ad you'll run or any piece of content you'll do. So if you have a big client and you've had your ass, we've done this so much, right? We deliver so well for big clients, they go tell their friends. The entire loop is referral based. At scale, the entire loop is referral based. Okay, at 1000 crores net worth, a lot of these people start getting interested in narrative, control and news making. It's more important to them than the next crore. Can I be in the news for this? Can I be in the news for that? Right? They like it. Like, Mbappi would like it when people are making memes about him. He doesn't care about the next $100,000, right? So being in the news, being relevant, being known is far more important. And the thing that hurts many of these people, the most, especially celebrity athletes, is the minute they start getting $4,550, they have a huge existential crisis. They can't leave the sport because it's not that the ones play, it's that they become irrelevant. The news is not covering them anymore. The news moves to the newest face. Also know that most of these people have these skills, have privileged information as the public doesn't know. And I've made a video about this which is that the people at the biggest scales who are doing really well don't go on Twitter and tell you what is working and what is not working. Half the time because if they told you what is working, you would shout at them because you might not agree with it. About six months ago, a lot of really successful people in India, a lot of really big funds as well, started getting very interested in the idea of AI services, right? Because maybe they knew how we were doing or in general maybe there's some other companies in India also picking up on AI services. So it's just like that information travels fast, right? And I don't think the public knows about it yet. I think it'll take another year till the public knows about it. Maybe two years till the public knows about it. So all of this is like privileged information that the public does not have access to. And the public is making decisions on a much lower information scale. So, how to be a free market participant, buying and renting skills? So buying is like hiring people like if you can have a little bit of money you hire someone and you can get them to do more that's possible media create a piece of content that lasts forever that will bring you a lead even five years later, six years later assets as long as it fits their problem statement okay and I think my opinion is proximity to power is more valuable than skill today, let's say Amani's driver is trying to use a new food delivery app called ABCD okay and Amani sitting in the back seat of the car and he sees it is like oh, what are you using? And he tells him that is far more useful to Amani because he trusts that driver and he's seeing an actual user behavior then a deck from that ABCD company is saying invest in my company because Amani probably gets thousands of emails like that right, so it's just cutting through the noise is very important and if you trust someone okay and they're part of a close ecosystem if that person does very well then if you do more for that person if you're able to handle more for that person there is unlimited wealth to be made, trust is where all the capital in the world lies which is why like third time founders even though they're starting with a new idea risky idea can go on raise hundreds of millions of dollars purely on trust in my opinion trust runs the world right trust fully runs the world and proximity to power is very very very important the closer you are to the power centers the more the opportunities that fall into your lap the your confidence changes everything changes rich people really think of reputation and brand as a second bank account in fact Ronaldo would say that that bank account is more important than the cash bank account I think for every rich person I've met this bank account is the more important okay relationships are built through usefulness not networking you can't just walk up into an event at EOS network but not have anything valuable the minute you have something valuable EOS starts taking you very seriously and if it's true for EOS and not only is it true for EOS it's true for many other companies which is the minute you have something useful you break into the company they're like okay I want to take that person seriously I think that's interesting right yeah it's that ice scratch your back thing right like but more than ice it's it's not even a nice scratch your back thing I think it is like it's so difficult to find useful things in the world that when you see it you want to be associated with it right rich people understand that giving more than you receive is the norm early in a relationship right rich people do not think in maybe because they have a lot more but they but they do not think in the lines of one being exploited for this and you might say why don't that's a very privileged position to say that oh a rich person has money so of course they're not going to be exploited but in my opinion rich person doesn't mind being exploited a little bit spending some money getting access to somebody and I think knowing who it's okay to get a little exploited by and again I know some people are going to get offended by this right but knowing who it's okay to do a little bit of free work for is a big deal like as some of our companies for example we've done free work free pilots for a very select set of clients usually we say no free work we don't do it because we don't have the bandwidth it's not even about exploits we just don't have the bandwidth but there are some select clients who we know if this converts is going to be a very large deal right then we say okay fine we're happy to do free work for a month or two I'll like a paid pilot right once they build that relationship we've seen some of these be our biggest clients right so I can't in good faith not recommend something that's worked really well for us but in India like things like internships and if it's a big company remember it's always about evaluating the opportunity right if it's some random person and a random company that has no history of paying no wealth and they are asking you to do something for free obviously don't say yes but if it's a large company well-known trusted known for the reputation and known for being fair if they are offering you something but they they're not fully sure about you then well it's your responsibility to do something for free right to build your brand new reputation with them yeah so each people understand that giving more than you receive is the norm early in a relationship if you want something more you have to give more right trust in India is unusually unusually valuable I have no idea why trust in India is super duper valuable the minute you've built trust with somebody especially well the you know set group of people lots of deal flow comes to you I'm telling you for my own personal experience right and it's not a networking thing it's not like you just go hang out with them we give it to you based on your performance right but once your once you perform well for them then everything comes to you being reliable in India it can be a bigger advantage than appearing brilliant I'll tell you why India is 1.4 billion people you might think you're the smartest in your group but India has 1.4 billion people okay there are thousands of people who I'm very sure are more brilliant than you there are thousands of people much more brilliant than me okay but a problem with brilliance is many of brilliant people in India and it's like almost like it's not like one order a 10 or one two order of every 10 it's like a lot of brilliant people are very unreliable you can't even get them to say yes they don't even know if they want to do a thing or not even if they have to decide between doing the thing or not they'll take a few weeks to make that decision fundamentally the problem with especially youngsters in India is they're not sure they want to do and they have all these feelings over I have to work for somebody else I've drew this for this client etc etc where they have mixed emotions and they bring it to work but a true professional already knows whether they want to do something or not you get a clear no or a clear yes the minute you ask them and big companies are not idiots right if you say no they'll actually respect that a lot more than you delete all around right so being reliable can be a bigger advantage than being brilliant because once you're reliable and big companies have budgets well the people have budgets so if you need someone else more brilliant than you then you had a particular task they'll allow you to hire it if you're reliable and like I've said meant before the richest often have the best network it works the other way round two like I told you proximity is power but opportunities come to you by being in the network so I would spend a lot of my time and energy trying to be in the network and that doesn't mean just by the same shoes that they're buying or by the same clothes that they're buying that doesn't work how would works in movies no you walk in wearing the same shoes the other guy and they're like oh I like that shoe that ends there I like the shoe but they're not going to spend on you they don't know what you do right but I think a portfolio proof of work really helps if you go to aoscompany.com we have a proof of work of everything we've done last year it's still there's still some projects that are not on it but it's like everything we did last year that has worked way better for us than anything else we could have done because proper proof of what we can do right it's all the clients we've worked with and you can see it you can go to aoscompany.com and see it and I think the second part if I just had that nice situation would be okay but the second part is trying to get it in front of people right so we try our best when like a VC would say Varun can you come do a small presentation to our group and tell all our founders what all you've done last year I never say no I always say yes even though it's free work I'm doing free work I'm spending an hour of my time for free right like why should I do it but to me it feels like well it it's it aligns what I have to speak about and what sells the products and service in my company so obviously I'm going to do it but that network is important which is why I maintain my relationship with many of these people yeah anyway like I've told you generational wealth is an institution it's not one person so one person handles like you'll see this in like family businesses right one person handles operations one person builds the political or institutional relationship one manages investments one protects the family's reputation so it's almost like the world is stacked against the individual brilliant guy or the individual brilliant girl because you're competing against systems that have seven eight heads and it's you alone so why don't you go out and get seven eight heads just get seven other people to align with they don't have to be blood families just have to align all of them right so the best in the world travel in packs right and it's not the best world for solo or you can join on the packs that exist so summarizing and I think this is the last one we'll probably have to cut out a lot from this video because I need to review it once properly keep this part though simply because half of this this should have been a secret cut out because half of this will offend people right like the entire idea of like taking up free internships if it's a big well-known company most people think it's exploitation I think that's a wrong idea we've done so much free work but I might have to cut out of this video because I don't know who will get offended by it anyway questions are broke how do I own and by the way we don't do free internships we pay for all our internships just because we want to avoid the social media ginger anyway broke how do I own comfortable is how do I save riches how do I multiply very rich is how do I control dynasty is how do I preserve that's it for me thanks so much are you ever shopping online and suddenly a discount that helps you save pops up it makes your day sometimes even your week want that feeling month after month well new customers who save by switching their home and auto insurance to progressive save hundreds cue your happy dance get your quote today at progressive.com progressive casualty insurance company affiliates another ensures not available in all states the secret society of semi homemade 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