Salary Negotiations, First Impressions and Office Politics | Sandeep Das | FO455 Raj Shamani

[Music] So let's start from lesson number one. Learn to negotiate. Your salary is your career, your promotion, your job is your business. Those who negotiate consistently they make 25% to 30% more money over a period of time. Just because they are negotiating. Do you believe that what are you wearing, what are you wearing, what are you wearing, what are your clothes, what are your clothes, what are your bases on. 100%. You are the type of person who can determine whether you will be in a horizontal deal. And simple things like the clothes you wear, the gadgets you carry. All of this matters so much. Can you make a CEO from a merit to a top? No. The talent is only 20% of the whole journey. 80% of it is all the other ecosystem we will talk about. I am going to talk a little controversial. Embrace politics. If you say that I won't do politics, then you have to do it. Major companies like Microsoft are hiring a storytelling and narrative builder. Yeah. Why companies have story teller. If you look at the human brain, there are two things. One is called the conscious brain. One is subconscious brain. The subconscious brain is 99% of all your decisions. Storytelling appeals to 99%. That's why storytelling wins. Next lesson. Learning for one hour everyday. So there is a theory which is called the Cone of learning. 7% of what you are reading. You are retaining. 93% loss for. If you are watching audio visual content, number is about 20%. The best way to learn is actually teaching. 90% retention is through teaching. Next lesson. Learn to say no but be diplomatic. Sundar Pichai, Satya Nadhe La. One of the reasons they all became CEOs. Because they were not enemies of theirs. Everyone was together. Next lesson. As much as possible. Don't ask for permission, ask for forgiveness. Early 2000s, my internet explorer was the default browser. And so Google Chrome did not challenge Microsoft. Our search was through them. Sundar Pichai did not agree with the analysis. So he got a team of few people. Built Chrome, showed it to the leadership and said, "What do you think?" Today's biggest blockbuster product. Sundar Pichai himself says, "If I had been a permission, he would have always played with me." Next lesson. Never be loyal in business. If you want to grow, you don't need loyalty. If you want to grow in life in 2026, what is the goal of your job? What is the goal of your job? To create your business in AI world. And wherever you are, you become a team member, manager and CEO. You have to play games for them. You have to deal with lots of realities, lies and truths. Today's podcast is about everyone. 10 brutal lessons in today's podcast. The poet, you will not be able to tell. Today's guest is Sandeep Das. I am Bangalore. He has made a successful lead in many companies. He is a successful leadership coach. And he is the best selling author. He has guided thousands of professionals. We will go through this episode to know which skills it is. Why are some managers moving forward and moving forward? And why are the stories of your career becoming the most powerful skill? Sandeep knows that productivity is smart work. That is why he chooses ASUS expert book, P-Series AI-powered intelligence laptops. This is specially made for professionals. It is called on device meeting assistant automatically, so that you focus on important discussions. Two-way AI noise cancellation, both of which are controlled by the background noise, and it is a crystal clear audio. And the AI camera adjusts the framing and lighting, so you can see the professional in every video call, without any effort. To know more about this, check out Flipkart, and see what is in the description. Tell me, if someone is on top level CEO, or on average, who is 25 years old, who started his career as an employee, then it is very scary that AI will eat jobs. First, let's talk about which skills are the five skills in which AI is going forward, the way future is emerging, in which the world is going to be relevant. And then tell me the five jobs you think based on AI is not good. Yes, and this is a very difficult question, but I would like to set a little context before we get into this. There is one thing, that Microsoft India had, the screen chat has just told us, that the last generation to have stable long term careers, is an understanding, absolutely. We will keep doing this, it will keep happening. The last generation to have, this means that the non-linearity of careers, it can happen, we will do something for three years, we will start, we will start in a third year, we will go to another industry, we will do an education for three years. So this linear career, we all are used to, that is the thing of the past, do you understand what is needed? Number one, number two is that, there is a world economic forum study, and they have this thing called Future of Job Report. They basically said that whatever your technical skills are, AI, programming, etc. They, basically they are only good enough to get you into a job. Whatever actually you will be able to survive, is what we call all human centric skills. So human centric skill means, how do you talk to people about negotiation, about storytelling, about strategic thinking, personal branding, executive presence, all the sales for example, all the human centric skills will remain in this long term. Other, AI will take, anything which is non-human led, AI will take away that. So there is also an interesting study where they said, there is one thing that today, in India, there are so many IT engineers. There are so many IT engineers in the lakhs. The skills of their skills, by 2030, most of it will be irrelevant, the technical skills. Because AI will do everything by 2030, but all these human skills, are not going anywhere. They will stay today, they will stay for 10 years, they will stay 20 years, they will stay for a world economic forum study. So answer your other question, people should work in the case of the case of the case. Another question, is, what should you understand, what is the role of human skill, and what is the hard skill, what is the role of the tech skill. The tech skill lands you the job. But human skill is what takes you to the top. Okay. The tech skill you can get replaced in any day. So any role, if you are doing in human centricity, means, you are doing the sales, it will be very good. You are consulting, you are managing the client, it will be very good. Wherever you are managing the human, it will be very good. One role will be very good, which is called ecosystem management. You are a product manager, you are talking to people, talking to vendors, talking to the people, talking to the people, talking to the technology person, so you are managing the ecosystem. These are the jobs that will be very good. When it comes to AI, even within AI, if you look at, who are the people who will keep their jobs? So if you look at AI, essentially, the people who are making AI systems, in the US, the top 100 people sitting in Silicon Valley, will keep their jobs. Other people will go. So in AI, you can divide technology into three levels. One is at the top, people working at open AI etc. who are designing the future. They will have their jobs. The builders. The builders. The next level is, people who are, you know, working with cloud systems, who are translating that vision into some kind of reality. They will be a little bit better. The people who are the people who are our coders, our testers, they will all get wiped out. The technology, use, create, all of them will get wiped out. All that IT engineers will get wiped out. It's a matter of time. You have got a, a very scary situation in India. And I have a lot of friends. So in tech, right now, the last week of December is going on. So most tech companies last week off, they are not taking any off. They are working on everything. Because every tech professional is thinking today, my last day is possible. So today, this situation is that you will get an email at the end of the day that tomorrow, you have a call with HR and your manager. And you know what it means to call. You will be fired. So, it's a disaster. And put this into perspective in India, if you are a, if you are a technology professional, then you definitely have an eMI. You have responsibilities. Now, if your job is done, which is a lot of people's job, then the situation is very bad. We have no job, but we have no job. Supply of people is so much. You will not get that salary. What have you done? It's a disaster. I know so many people in tech. And I quote so many tech CEOs. They are all working on the last week. This is never in India. Never in India. Never in India. And one more thing, what AI is doing in tech, it's cutting off the entire middle management. If you have heard of Amazon and D. you have heard of comments, they have basically said that middle manager is not needed. Because one of the roles the middle manager used to do is upskilling the person, who will do the same with your team. You have gone to excel. You can say that I am a tech guy. What will I say? You will say that. So, the middle manager is not needed. So, first, if a span of control was made, one middle manager to eight people. Now, he is now at 130. So, that whole middle level is firing. So, things are very, very bad right now in India. Nobody is talking about it openly because it's all un-fashionable. But things are extremely bad. The question is, if you look at real estate sales, I have started crushing. First, if you look at the data of nine months, volume wise, real estate actually crashes. It is only the top luxury segment we see in the news. 50 crores of flats. That is the only one that is growing. Other, top nine metros, real estate is crashing. The rates are coming down. Volume is not going. Because people are genuinely worried about their jobs. So, scene is very bad right now. Very, very bad. Who are the people who are the people who are surviving? Who are the kind of people who are the people who are surviving? Before we actually ask that question, on a plug shamelessly here, if you are a very killer tech talent, please join us. Yes, yes. I can vouch for it. I know him for a long time. Please, we are hiring. We are hiring. We are hiring. And specifically looking for a person who is a tech builder, engineering sort of background, which is very interesting to build. And the AI is working on something with it. And they are making new tools and new flows. We need it. Because I don't have a tech mind. And we need to make this company tech first. And we are massively transitioning. All my top management knows. We are transitioning day in and day out towards that. And we will be that. And the next thing comes in, is in front of a joyride. But to your point, you were saying something. Yes. So I was saying, if you are as a 25-year-old, and you are a podcast, you should remember one thing, that career will not be linear. Number one, you will do something three years later, you will start up three years, you will do education three years later, you will change the sector. That linear career will be our system. It is not our system. It is our system. It is our system. You should understand that, what is the skill that will help you in the future, only human centric skill? Any technical skill is hygiene. Programming can be learned. Testing can be done. So for you to entry, job will get you. But after that, the growth will come because of this. You spoke about what you are hiring for. You will essentially need a builder who can speak to various stakeholders, who will understand the vision of the people, who will convert the vision into reality, take vendors, that is the person who will have a job. If the coding will not be done, so now we are in the companies, like largest as the largest companies. Some people are providing, they are trying, they are getting a lot of money, they are getting a lot of promotion, they are getting a lot of promotion, they are not getting a lot of money. Correct. So who are surviving? If all are stakeholders, all are IT professionals, all are managers. Why are few managers getting promoted? Yes, you are getting fired. So it also comes down to, one of the themes we will pick on is, how do you manage your brand? How do you manage politics? How do you manage your boss? Okay. So let's dive into this. If someone is listening to this, 25-year-old, lessons, for people to know in 20-26, so that they can accelerate their career, regardless of AI, how AI technology, how AI technology, how many people in the world are in the world. How will they thrive? What are your takes? So let's start from lesson number 1. Lesson number 1, I think, we don't teach in our culture, which is called Learn to Negotiate. Learn to negotiate at every point. Your salary is your career, your promotion is your role. You have to learn to negotiate. A very famous saying is that American has said that, you don't get what you deserve in life, you get what you negotiate in life. It is very important. And negotiation is very important. Because in our collective culture, we say, don't negotiate, it will be bad for them. And for this, if you look at our mythology, every transaction is actually a negotiation. If you give an example, when Mahabharat was written, it was actually a negotiation. So Ved Vyas wanted somebody to write the Mahabharat. So he went to Lord Ganesh. And they also had a negotiation. Lord Ganesh said that, I will write Mahabharat, but you cannot stop. You have to narrate it. It is non-stop. Ved Vyas said, it is fine. Your condition is being made. But whatever I will say, you have to write the difference. So even there, the gods are literally negotiating. And this story is also that when Lord Ganesh Mahabharat was written, his pen was broken. And that's why he broke his tusk. And that's why you will see Lord Ganesh has one tusk. And with that tusk, he finished the Mahabharat. The reason I am telling you this is, we also say that you have to negotiate. That's the reason I am telling you this story. So it's very, very important. You negotiate. One more thing, the professor of the Yale is very famous. His name is Zoe Chansai. I know her personally. And he always says that, you have to just ask people. If you don't ask people, the answer is always no. And he has researched himself. And he has seen that you should ask people. So now the question is, how can you negotiate? This is important. Two or three tactics are always useful. So in some way, you will say that most common negotiation is the salary of most people. So what tactics can you use? One is, which is called, you should have to level it. That HR is managing you. You should have to level it. How can you do it? To level it. It's through increasing your options. So for example, the simple tactics are talking to HR. I am always saying that I am interviewing for two hours. It's okay. It's wrong. Just the fact that you are saying that I am interviewing for two hours. You are being leveled. And as a result, you may get a better first offer. Number one, simple tactics. Just a little bit of a lie. It's all right. But that is how you increase your offer. Second thing you have to look at is, this psychology of numbers is very important. So I don't know if you can do a poll here. But if I ask people, what is your expectation for HR? Which answer will you give? 14 lakhs or 13 to 15 lakhs? Both are mathematically the same. Yeah. If you can poll, you should do it. But the psychology of numbers says that 14 lakhs is a disaster. 13 to 15 is the better answer. The reason is as follows. If you give a fixed number to 14 lakhs, I am saying that how does the human mind work? 10% discount. 15% discount. So your fourth or your 12th round will be in the first round. 13 to 15 is the benefit of your research. The first round does not go below 13. So your lower ceiling is the gap. It's the gap of your height. So a simple hack like this, 14 to 13, you will give you a 2 lakhs. So that's the second tactic you can all use. Third tactic you can all use in negotiation is what is called non-monitory variables. Sometimes this happens that HR's hands are broken. They are not in their budget. But you can ask a non-monitory. Simple things you can say that you can go to your company in a training. Number 2, I am an individual contributor. You can allocate me two interns. So that I get experience management. Number 2, number 3, can you give me a fancier title? Which is my title. Can you give me a slightly fancier title? So that helps. So the non-monitory thing sometimes happens in hands. Which is very valuable for them. So this should also be seen. So one message is that you should share your life long. If you have done a lot of work and have done a lot of work then you should do a lot of work. The title is referred to. In the kind of society we live in. चारी कौ पे सी नब ही उने चारा फञिंदुगी द apprentices. सैhrg 출po way - इने अविनक्रिता हसी को एक वि screenshots" इने अविनक्रिज reading, -"P 대한 क picked". यया तोगffe आा. अविनक् Maintenance. भीट GPA stones. स्मिली यसक्रार फरुट्यसा फारॉडस कै ़हृएगी. vé performautikhanas. thrнего Shy is , Roji, aesthetics, Roji, we are just building, we are all builders, we are doing different things. We are doing people and culture work, we are doing operations, writing, etc. I think that is excellent, you are building a culture, but there is no rest of India, there is no rest of India. No, I understand, and I think in client facing, the business facing, the client facing, the problem is that, I am the top guy at figuring out, if you want to deal with any business, it is me. Then they have to say this, with authority so that they are taking seriously. Sometimes, when I want to deal with someone, and they are not the CMO, they only want my presence at some. So, at the moment, I go on a call, I meet them in the meeting, in first 15 seconds, I want to establish that the person who is the one who is the authority, and then they don't entertain them in the meeting, which is, what you said is true. So, the loss of not a title, is that I have to oversell the guys with me, but once we have done that. I think internally, you can not have a title, it builds a great culture, but externally, in India, when you are facing senior people, they, our culture, we value the title. It is externally. Yes, it is necessary. So, if you say, VP brand collaboration, person will take you seriously, versus you say, building brand collaboration, may not take you that seriously. We don't even say brand collaboration, we are like building figuring out, which I get. So, okay, three or four people give titles. Whatever is client facing, they should give them a title, but the one message I definitely want to give people is, please negotiate, we should learn. Sometimes, if it is wrong to negotiate, it is not. Sometimes, in Indian society, which I have heard and seen, and noticed also, it is a kind of guilt, how should I negotiate, or is it a very bad thing, that if someone has told you, take 1000, take 1000, why should I say, I have not told you, I have just said 100, it is just a bad habit to do. Exactly. That is why I have given you the example of Bhagwan, that if Bhagwan, the most famous book of our country, there is a negotiation in it, then why should we not negotiate with people? And realistically, if you will see, I have also told you, you get what you negotiate in life, you don't get what you deserve. If you have another article on fortune that people negotiate consistently, they make 25 to 30% more money over a period of time, just because they are negotiating. And this is, I think, a mindset problem. There is a way to negotiate. Like I said, you ask a range, you ask non-monetary variable, you should generate options, but you don't have to negotiate one thing, if I tell you, I work with a lot of coaches, a lot of CEOs in India, and the top job of an negotiation, I don't get it in my life. The top job is a political negotiation, I can do this, you can do this, he will make a top job. So this is very important, if you really want to grow in life. A lot of leaders and employees, they take the price that we don't negotiate. We don't negotiate price, we don't negotiate things, we don't negotiate stuff. I have been one of those people, where I am like, "Joy employee, we give it." And then I was like, "You quote your price, I will quote my work, we do it together." But then there is no negotiate, both are happy. This is win-win. This is win-win. So I used to do that, not anymore. I have learnt negotiation the hard way. And I honestly think, as a, you are building your company, it is not a mistake to negotiate with others. Because you should have one more perspective, today you have 70 people. You are concessioning the 71st person, and the rest of the 70 people also have to be taken care of. Because if you haven't done it for them, then it is wrong for them. So there is nothing wrong in saying, I will negotiate, and I will give you what I think is fair. I think it is very good, I will not go to the future. So negotiation is very important from both sides. And this is a cultural bias that should be taken out. I am not that kind of a negotiator. I will do whatever I want. So there is no, like the way I was, many people would say that there is no pride. We should not take pride in saying that, we don't negotiate. I will honestly say, you are a fool. Sorry to be rude. No, it's okay. I will honestly say, whatever is not negotiating, I will lie myself, think I was a moron in this. I still have. But whatever is not negotiating, and your company, I will be with your vendors. If you are freelancer or clients, you are fool. That's it. As simple as that. And nothing else. If the gods were negotiating, you should do what you want. Because more things are rod by negotiation than talent. So this is a mindset shift, you should do what you want. I learnt negotiation when I got into purchase. Yes, then. There, I was like, I am very short. I should really step up my game. And now I think I will decent negotiate. I mean, you are a Cindy. You will be good anyway. Because I have seen my family negotiating. You will be very good anyway. But this is a skill that is must have skill. Got it. Great. What's the second number? The second number, the second number, the second number, which I was just doing, that human skills are very important in life. Human skills are what will be your job. And what will be your top. The World Economic Forum has also studied that you need sales, storytelling, negotiation, strategic thinking, executive presence, personal branding, which is human centric skills. This is honestly AI, human interaction, it is not able to replace so easily. So, this skill is absolutely necessary. So, any job that demands things like sales, marketing, consumer facing, building ecosystem, consulting, client-facing, these jobs are very solid. Very solid future. AI will do the back end. You will be the front end. I have two or three questions. Tell me. In future, does sales, majority at least low-ticket, AI will not do it? Do you automatically make your product? Write all its details, send a brochure and deck to email, send it to email and send it to email. My price is this, your price is this, this is what we are presenting. Do it forward. And now, just as technology democratizes. For example, clothes, food, every place has to sell. This is standardised. So, you know that this app is the app, the price of this app is the same. You have to buy and call it out. So, there is no sales to be done. Correct. Very good point. Let's split it. There is a high-ticket and low-ticket. In high-ticket, human value is the value. Okay. Let's put it on low-ticket. In low-ticket, there is a push-based brand, a pull-based brand. The brand that is big to you, largely, you can make an app that you are saying, it will be big to you, because its brand value is more than that. But the push-based brand, which is not made so much, it has a human value right now. Okay. Because someone has to go to the shop and go to a new product, you have to buy a shampoo product. You have to go to the shop and convince them that why will this shampoo be sold? So, the human value is still there. But the big-ticket is there. For example, a famous soap, shampoo, it may not be as important. But even the brand is big, sometimes we say that competition is so intense, that even if you are number one, the number two is not very far off. So, if you just leave it to AI, if that number two has put a human workforce and it is through the relationship building, you have taken two percent of the share. So, you are very much lost in the market share. So, you will not go from 40% to 0. But if your 40% of the money is also lost, that is significant loss. So, every place has a human value in sales. Okay. Every place is lost. So, that is sales. Or, who are the humans' skills? So, sales is definitely one. If you talk about consulting, any consulting or tech consulting, business consulting, there is definitely a lot of future in that. Because you are talking to a client. You are managing the ego of the client. You are managing the politics. You are managing the stakeholders. Internally, you are translating the requirement. You are handling your teams. You are managing so many people. So, any consulting setup, whether it is marketing consulting, business consulting, tech consulting, this will be very good. Very good. What AI will do very well in consulting is the backend. For example, if I had to research in the insurance sector, I would go to meet clients. I used to think that I would be in the insurance sector in the first seven days. Now, I will tell you the chat GPT in 30 seconds. So, the backend research is simple. Things like slide making. First, we will spend a lot of time on slides. Now, the time will be spent. So, we will only focus on human led interaction. As a consulting, we do very important workshops. Now, you do brainstorming with it. All the values of the brand will be very good. So, AI will do the backend. You will get all the human led interaction. So, things like that. So, whether even it is law. When you are facing a client, the good-facing client will increase the value of the client. But the backend will get wiped out. So, third, you set storytelling. I was reading a report. 2025. Yes. I have to give it to you. This is something that we should appreciate. You have read some years ago on storytelling. Why business storytelling works. And when I was in the 4-5 years ago, I was saying that storytelling is the future story telling. Is this storytelling? I used to believe in it. But I was very confident about it. But your conviction was one level up. The storyteller is a full-time profession. Yes. And more and more, corporates and organizations and businesses, or those storytellers hire. Yeah. They will consult and project and they will be a thing. Yes. And you predicted it. Yes. And it is becoming a thing. Yes. I read this report of 2025 that major companies like Microsoft hire storytelling and narrative builders. All around the world, last year, there were more jobs of storyteller than there was supply for it. 70% jobs are not yet fulfilled. They have even demand for that. And few companies, a single single storyteller is giving a package of $200,000 to $300,000. They give a package of 2-3 crores. To me, that's a mind bog. And it's predicted that next year, 2026, it's going to even rise more. Yeah. How did they predict that? B, why do storyteller exist in this job title? Why do people need it? What's the reason storyteller as a profession and as a job? This is the demand for this world. Actually, this is the history of understanding. Storytelling is not a new skill. Storytelling, 200,000 years old skill, it is the only skill because of which the human species are survived. If we look at human beings, homo sapiens, we have 200,000 years old. Neither our claws are sharpest, nor our teeth are the best, nor we can run faster. But no other species has dominated the planet which we have dominated. And this is only because we have that storytelling ability. How do you mean? Because we have created through religion, we have made such stories so that we cooperate and move in one direction. That's why the human species are survived. So think of all the good stories, God versus evil. We always have that story that is a God who is standing for the truth and is a religion of religion. This is a standard story. And because he does it on a tax time, helps poor people, follows a certain path, and he wins over the evil. This story, spread, because of this, people come together, do not attack each other and move forward. So, storytelling is not a new skill. Human species is always alive. So even if you look at things like political systems, British Empire, these are all stories. There is a concept of the queen and you have to be loyal to the queen. The queen represents something. So these are all stories. Maybe there is a reality, but a story is so big. Why is it so big? A Wall Street Journal article is referring to If you look at the world we are living in, the latest research says, "Attention span". Which means, you will hear no second. You will hear a consumer, a vendor, and you have become three to five seconds. Number one. Number two, it is so much competition. It is so much competition. Number three is, people do not understand human brain. Actually, we think that logic is everything. Actually, logic is nothing. One is called the conscious brain, which is called human brain. I am taking decision, I am reading numbers. One is the subconscious brain, which is our emotions, which is our biases. I am talking to you, I am asking you, "What is the need for that subconscious brain?" The subconscious brain is 99% of all your decisions. The traditional communication, which is also Appeals to that 1%, Storytelling Appeals to 99%. That is why Storytelling wins. Why is it so big in 2026? Because it is so much competition, you have to stand out from the crowd. The only way to stand out is to appeal to that 99%. Simple math. You will appeal to the traditional communication to 1% of your communication. You will appeal to the storytelling to 99%. You will appeal to the storytelling to people. That is why it is the skill of the future. All the CEOs I coach, the first thing they say, Sandeep, I am going to show you storytelling. Because why also understand why? A CEO has to influence an ecosystem. Consumers, Employees, Wenders, Investors. And the CEO has to set better narrative. Some of the IPOs you have seen have gone at horrible valuations. The CEO or founder has to set better stories. Its company is more than enough. It is as simple as that. Steve Jobs is the best storyteller we have. Even today, if you look at their legacy, their sales are going away because of their iPhone. If you do strictly product to product mapping, iPhone does not have the best of features. It does not have a way. But because of Steve Jobs's persona, that legacy and the story he build, we are going to go away. So storytelling is the number one skill. Many CEOs ask me that in 10 years time, I want to head this company, I say invest in storytelling. That is it. And then they say, teach me techniques, etc. It is the skill of the future. So if I do summit up, storytelling, your experience, and your experience, and your experience, it is the story of storytelling. I will teach you a little bit. You can start using from tomorrow, to your audience. There is a fundamental formula for a story, there is a problem, there is a tension, and there is a solution. There is no movie. There is a problem. Let's do it live so that people understand. Let's pick me as an example. If you want to make my story, let's assume that my story is not out. I am a podcast. I am a podcast. So let's say, everything else that we do, you know about me, what is a badadu. You just know, not background, not the future, not the project, just podcast. So far, we are able to see what is a problem, what is our tension, what is our tension. So, how I will do this is, how do you start an easy story. So, the best way to start any story is through an anecdote. In that life, someone will say, incident is out. So, if I will say your story, starting is, let me tell you a story about Raj. 11 to 12 years old when he was there, he made up his mind to do his traditional career. And he decided, I will do something in life. In this story, I am going to take you through his journey in life. And he explored something called, podcasting. This is a problem. Yes. Problem. Now, let's talk about tension. The meaning of tension is, what is the problem, what is the importance or deep insight? So, I will say about this, what is the tension? The story of Raj. 11 to 12 years old, Raj has realized that, all the top 1% of the story is, 99% of the story is not about, that is, that is, that is, number 1, 2. Raj has realized that, if you want to educate an audience, and IITM is not the only way, you can get business leaders who will teach you real world. That was his second insight. 3. Raj has realized that, India is going to become a huge economy. And if you give people this simple, free education, it will really help this country. And along the way, he will make some money. He has got tension. He is so important. Then we come to solutions of what did Raj do? So, Raj has done one thing, he started a podcast. This is not the way Raj's journey is very easy. So, Raj has reached out to many guests, initially, a lot of them said no to him. But Raj kept building one episode at a time. The second thing that Raj did very well is, Raj has never come to his agenda. Raj has said, "I will ask you a neutral question. Answer it and let the audience judge." So, one of the ways he differentiated himself from other journalists is, he never said that he makes certain political philosophies or certain agenda. "My question is, let the audience decide." And Raj, 3, 1, he had immense ambition and the way he grew up. Now, as you see his journey, how will we end? We will do one more anecdote. That same 12-year-old girl, today is India's number one podcaster. And in 6 months, the number one podcaster of the world is going to be. Do you want to work for this guy? Now, look at the journey that has gone through. If I had just said, Raj's India's number one podcaster, it will be like, "Okay, fine, great." But because if taken you throw a journey, that story lands very differently. What is the ingredients in this? Only 3 ingredients everybody should. So, problem, tension, resolution. I will translate in his life now. So, many people work in sales. And a lot of people come to me with high-ticket sales items. My sales are not going to be good. We are going to go and tell our clients, see, our great product has 40 features. But, it is not buying. This is a very common problem. So, I always tell them that you should pay attention to the intermediate portion. What does it mean? If you watch any movie, good movie is made by a good villain. Shole became very bad because Amjad can't play that role. If you watch Dhuranda, then you should always play the role of a lifetime. That's why Dhuranda became a real hit. If you watch the movie, he played a brilliant role as a woman. If you look at Batman, he played the way he played Joker, Batman became a villain. So, what do they do? They say that they are our answer. But, they have to understand the tension. What is the meaning of tension? What is the problem? Why is it important? If you want to go to a new category, you should convince your client, you should go to this category. So, my tension, show you a lot of things. The first part of tension is, you have to tell a client, if you don't do this, how much will you lose? If you don't do enter this category, you will lose 400 crores. So, this is one part of the tension. Second is, to say that, if you want to go, what are the problems that you should know? So, the last time you went to the third year, you didn't do these three things. Now, you know, you didn't do these three things. The third part of tension is in terms of, what we call is, existing competition. What is the purpose of this? You are asking, but existing competition is not given to you. So, do you agree on these tension elements? Then you won the client or client, think, yes, this is right. Now, tell us, what is the solution? So, unless you win the client with the tension, the solution does not matter. So, tension is everything. So, one thing I do a lot of sales coaching for very senior people, I say, if you are talking about 10 minutes, the split has to be 20% problem, 20% of the time, 2 minutes problem, 4-5 minutes tension, 3 minutes solution. There is no interest in the solution. You have convinced your tension, the solution will come by the way. So, tension is critical to storytelling, which a lot of people, so, if you look at Steve Jobs' product launch, he constantly said, people want three things. They want a phone with a keypad, phone with this, phone with that, and people are not getting it. It was all an attempted building tension. That was all an attempted building. So, tension is critical in storytelling. There are more tactics, of course, I talked about symbols, I talked about colors, Steve Jobs' dressing style. This is called technique, which is called symbols. It is very simple technique, I will tell you. You should always remember that other person's subconscious mind is judging you. Judging you. Conscious mind is talking to you, but subconscious mind is judging you. So, these small symbols are very matter. If you take a phone next time, if your phone is covered, then other person's subconscious mind is judging you and saying that it is a little dirty, maybe it will not be able to get high ticket sales. This is not conscious brain. So, simple thing like, what are you concerned about? Your subconscious brain, which takes 99% of the decision is judging you. So, my request is, whenever you go to any client facing role, please get a nice pen with your name engraved. Amazon 5.5 is available. But that small thing will add 2% effectiveness. So, the stationary that your carry matters are low. Our phone cover matters a lot. People are very basic, but subconscious brain is judging you. Tell me, now, this question to somebody and I didn't get a good answer. You work with CEO. You have seen two CEOs. Right? One is decisions. Do you believe that, what are you wearing, what are you wearing, what are you wearing, what are your clothes, what are your bases on? 100%. 100%. I will not give you my opinion first. I will tell you the research. Now, essentially, what we touch is what is called the power of first impressions. We have a couple of very first impressions. There is a research that was done by Princeton University. He is a very famous researcher. What they basically did is, the election season was going on. Local MPs and MLAs were standing for election. So, they went to Princeton. They called it a 10-20 student. And they don't know any local MPs and MLAs. They know the most big candidate. They don't know any local MPs. So, they called these 20, 20 college students. They called them the local MPs who stand for election. I will show you their history for 30 seconds. All the candidates who stand for candidate. You have to judge only those 30 seconds. Who will win? It was such an experiment. None of these people were famous because local MPs have no name. And 34 people stood up. Then, they actually recorded those responses. And they eventually saw that they will do a campaign for 1 year. All MPs have got it. After 1 year, the result came out. They tabulated that these guesses, but finally, the right one, was so overlapped. 75% of those first impression guesses turned out to be right. And this person only looked at for 30 seconds. And there is no famous person. No one knows any local MPs. So, that is why they say, the first impression that lands in your subconscious brain, that determines a long, long thing. We always say that if you are going to an interview, in 30 seconds, your subconscious brain has decided to take it or not. After that, it is just signaling to the conscious brain. If you want to take it, then you have to ask the easy question. If you don't want to take it, then you have to ask the difficult question. So, that is why first impressions matter so much. It is a simple thing like, I will tell you, you are just like a person. And there is a science of smiling, which I coach people on sound so stupid. But the way you smile can determine whether you will be in a thousand crore deal or not. As simple as that. If a Harvard Business Review Corps researcher, that they went and asked leaders, "Can you come with me, do you want warmth or do you want competence?" Most people will think they would have replied, "We want competence." They also said, "We want warmth." So, a smile is a great way. A first impression, clothes etc. And it absolutely changes the sales conversation. So, simple things like the clothes you wear, the gadgets you carry, all of this matters so much. Because subconscious brain is running our world. We think we are not logical. And that is why CEOs, a lot of. So, when you see Steve Jobs doing a launch, there is a reason he wears that black t-shirt and the blue jeans. What we touch upon lambda. Effecting your subconscious mind at scale. But then, a follow-up on this. If clean, good looking, good clothes, wear them, clean accessories, gadgets, expensive and luxury. I think, a lot of people believe this, that a mangy car or a mangy car, a mangy car can give you exclusive clubs. So, when you go to a networking event, and if you have an expensive watch, then people give you more importance than if you don't have it. Do you believe in this? Because I don't. So, there is a cultural angle to this. There are certain societies where one is, I want to give a general answer that you should look professional and well groomed. That is a generic answer. But, there is one level of depth. There are certain cultures where symbols, whether it is car, watch, there is a lot of value. Certain cultures where it is less value. If you go to China, it makes sense to go in the BMW. They will give you more value. Now, in Amsterdam, it is a very bad idea to go in the BMW. Please drive the bicycle on the road. Because every society has a different culture. So, as I will come to the same place as the collectivist versus individualist. Certain countries you need to show even a place like Dubai. If you show you have the wealth, subtly, not, you will get a lot of chances in terms of that. So, I always say, you are going to China. Put that object in front. They will build a first good impression. Never do that in Amsterdam. You will lose the person for life. So, this matter is done in culture. And I want to say this is not the right or wrong. This is how human beings are. We are damaged. We are flawed. We are flawed in the same system. We are in India. India is a work. India has certain areas. So, I keep hearing a lot of things. You will go in Delhi. It will matter. Now, if you will not do this in Chennai, people will not do business in your country. If you are in Chennai, if you flaunt, the other person will get, say, this is not our value system. Why did Chennai love MS-Doni so much? Because MS-Doni was not the type. MS-Doni was not very quiet. It was not said that it was more flaunt. That is why Chennai loved Dim Sumas. It is a culture of the city. If you go to Delhi, you will get too much humility. It is a bad idea. Mumbai also. I think Mumbai is a bit like the south. You have to be slightly humble with your objects. But well groomed, showing that you belong at the table becomes very, very important. So, I keep hearing a lot of celebrities saying this. In fact, a lot of CEOs also say this. I will tell about celebrities because they will listen to it. Including people like Pankash Tripathi, who they have said this, he is known for it is simple. They all say that when he came here, they seriously took people, because of this, they put a big card and a 4-5 people's contract. So that when they go, their respect is more and more successful. It is because our culture is not far from China. Fundamentally as societies, we are also a sort of collectivist. It is changing a little. So, it does matter. But if Los Angeles is not able to do less, Leonardo DiCaprio may come in the shots. And how will he accept that? He will accept that. But this is in India. In India, in certain cultures, if you will do business in China, you will do business in India, you will do business in Southeast Asia, you will do business in Dubai, you will do 100% Saudi. You should treat it as sales tactics. This is not the right thing. We judge people. If you do business in Saudi Arabia, you have to tell the other person that I am your owner. I don't think I am a very low person. Then he will give you business. Because one more principle, which is called Heart Let Trust. We spoke about it last time. If you are my society, if I trust you, then you are my biradri. I will do business with you. I thought you are not my biradri. Whether it is economic or thinking, you are not my biradri. I will not do business. So, you should do sales. So, I will give you another example. One of the CFOs of the largest companies in India. She was all India rank one. Phenomenal track record. But she told me that Sandeep, I am not taking it seriously. My track record is so amazing. You know, CA rank one rank one. The biggest one of the biggest companies in the world. So, I asked them, "Can I be in the middle of the day?" "I will be in your office." And I will just notice you. Just ignore my presence. So, she said, "Come, come." So, I followed her for one full day. I spent her. I would just sit and take notes. I noticed that when she goes to her, she has so many notebooks and papers. She is walking around in such a clumsy manner that she is not taking any seriously in the boardroom. And this is a woman who has phenomenal pedigree, education wise, achievement wise. I have given her the same suggestion. Please get a digital tablet. Keep everything on that. Do not carry any paper. You will be a walk straight. You will not be in a clumsy manner. You will be able to get respect. And over that, I mean, she is going to be the CEO very soon. See, she is very good. The first impression matters a lot. She is going to be a CEO. I mean, you will hear it very soon in terms of that. So, these small things matter a lot. Do you understand what a lot of people think? You know, one more insight. I will share on this because you are talking about it. It is a little related, a little bit related. I have seen just an etiquette because it is a cultural etiquette. My personal opinion, I do not have general, like researches like you. Right. It is, whenever you are dealing with a very high network individual, it depends on how you talk to them. Yeah. Based on the first generation, the third generation. And I will tell you what. Anyone and everyone till now, the third generation, the fourth generation, if I have not paid for them, which is a lot of money. If I have followed them four times, five times, ten times, I have followed them and lost that deal. And when I have done individual individual individual, the first generation, maybe is ten-tenth richer. Then this guy also. And they have appreciated and have landed a deal. They are interesting. And that is an insight which I do not get. I have seen somewhat that the third, fourth generation of the money people are, they think that they are so desperate. They think that they are not able to get a share with the business. That is why we have followed them. Not able to understand that the follow-up is a strategy. They think that, maybe they should not give me a business. Because maybe it is not a business, it is my size. So I do not want to take a risk. Verses, the first generation, they believe they like it more because they are like, they have done something like this. So this is my business. They do not give a share. And that I have learnt after such a long time, because, because of podcasts, we reject so many people from the precedents of the prime minister, and we have understood this now. Now that is an excellent insight. That is an excellent insight. I will just add on to that. It's a brilliant insight first of all key. May I also say that the best sales conversations are the ones where you are not doing sales. So for example, if you really have to sell a very high ticket deal, the entire conversation should be on your problem and your tension. If you get alignment on that, sometimes you can just leave the conversation. The solution will, the person will come to you for the solution. Agreed. So that is, I recently did a sales coaching for one of the biggest tech companies in the world. And one of the things I noticed is, first of all, people start crying. So this is my product. These are the features. In never sets. Never sets. So that is something which is important. True. What's the third thing? So the third thing is, you have to define your niche. People should know you for. You have to define that. And the market will define you. So for example, you don't define your niche. Someone will define your niche. So the question is, how do you define your niche? The key is, what will you be known for? What is that one thing you will be known for? That niche, you have to identify it. And you have to appropriately communicate that this is my niche. Look at this area. How do these employees do? Exactly. So it is, there is a framework you have to follow. Okay. And this is, if you start today, you will get a answer tomorrow. This is an ongoing conversation. This is derived from the Ikki guy framework. So, in Ikki guy, there are four questions. What are you good at? What do you love? What the world needs? And what will the world pay for? These are four questions. But they are a little complicated. You will be able to do three circles. What do you get? What do you like? What do you give you? So, if you have a wedding ring, and the intersection of that should be your niche. Okay. So, I will give you certain examples. So, for example, if we are someone's personal person, so, first question. And I will say that, overnight, you have not come to answer. Over a period of time, there is no realization in itself. So, first, if you have a personal person, you will think, what am I doing for 10 years? I am essentially negotiating. What do I like? I like to solve the problems of people. For the world's things, what is called consultative sales? So, what is niche? I want to be a B2B enterprise sales person. Very simple. So, this is a simple framework. If I talk about myself, do it at home. Number one, what am I good at? I have done a lot of consulting and leadership for many years. So, I know how clients think. What am I? What do I really love do? I love coaching people. Whether it's online or offline. What will the world pay for? Really good coaching. So, I have become a leadership coach. That is my niche. So, every person should have their own conversation of niche. And if you are 25 years old, then maybe you will not get any answer. But, gradually, if you are doing the same thing for every 6 months, then you will get the clarity. When you will get the clarity, you can project the clarity of the world. Then, your market value will be made. But, I will say, this is not easy. It seems like you have to do this conversation. But, it is very important. You should identify your niche. If you can give time to people, then you should give them. If you can, to start identifying their niche. You know, the simple way in content also we think about it. Yeah. In content, we all say that you need to find a niche or a niche. Triple down, double down, and I find it problematic. Because, it is very important to niche finalize it. But, the way people think about it is wrong is what I think. Whenever you say, 'Niche' doesn't mean that I need to make a data analysis. I need to make a story telling, I need to make a creator. Let's not do that. Yeah. The simple is, I ask myself five questions. Yeah. Okay. And so, I will tell you. The first line it starts with is, the best niches when you are you. Yeah. You are your best niche. Yeah. So, your niches, Rajshaman, and these niches, Rajshaman. Yeah. Okay. آپ کے سے дефайн کریں گROY کو سے 5 Question Point. میں کہاں سے آتا ہوں, میری کیا آج ہے, مجھے کیا بننا ہے, میری کیا پروblem سے وہ بنے میں اور آج میں اس کے لی کیا کر رہوں یا کیا سک چکھا ہوں. این کو جب آپ قمعیں گر تو آپ کی نیشنگل گئی. نا مرے مین باگیں. میں ایک Tier 2 City سے آتا ہوں. میری سپنے ہیں کہ میں گلوبیلی اینڈیا کا نام بہت بڑھا کرنا ہے. میں آج اپنی 20's میں ہوں. میرا سپ سے بڑھا اس میں چیالنج ہے. معانلو کی میں پیسے بناتے نہیں آتے کہ وہ میرے dream کوئی fund کیا سے کرے گا. میں آتا ہے کہ میں سوال کیا سے پوچھوں لوگوں سے. یہ پاچھ میرا وہے and that became my niche. and that is exactly what we do. can I add one point to it? ایک چیز میں. ایک اپنے فیمبق پر فکٹ ہے. ایک اگل اس میں دانا چیے کہ کیا لوگ اس کے لئے پیسہ دیں گے. or else I will tell you what happens sometimes. so perfect. what you are saying is absolutely perfect. sometimes people always ask me can I convert passion to something full time. the answer is you can if the world is for it. agreed. so if I pottery but for pottery in India I will not give any money. so my jitna bhi atchau. my jitna bhi experience hai. ushi kui valiuni hai. true. so wo angle of third lens jo aapne ka only one thing about. can you ask me six question. six question. dunia pheise dege ki ne. poha shi. true. ii da tode aur in the future kabe pheise ayinke ki. that's the only addition but he bhohaat important to take. I I agree and I agree with the point that. on on the passion thing. I think it's. chin minimally. it's a terrible idea. yeah. to just go and follow your passion. it is a very bad idea. it's a horrible idea. jo bhi aapko bhaalte hai. first is. pehle to jab tak paa saa reeklaa grubin ni ka maa te. passion fashion rakao saidu me. jhaa saa mil re bu pheise ka maa lo. first. aik kerafea family in your self. yes. then ask your self a question about. nation about. kioke. abkhaa ye vali skill ki li jo maja bhanay jo chee sa. duniaas ke paa saidege. exactly. aur haam sabne ye ki aay ki first. three four years. haam ne sif kaam ki aay for the salary. aur is mein koi buri baat nahi hai. you need to set up a corpus. sabki life mein aur passion. if passion ko bohat time lagta hai. me dohaaar. gyaraa se kitabai li kharaom. mei first book hit huiti. dohaaar ekkiis mein. but i had a corporate career to fund that passion. 10 saal baad muje lagaethe. ek book hit kar nae mein. to. following your passion is overrated. definitely overrated. absolutely. it's like. you know and. i also feel ki it ends up becoming passion. yeah. once you get depreciation in terms of either fame or money. yeah. yeah. you. you. you. you really eventually find your passion. the moment you get good at something. you will like wow my passion. i love the honesty Raj. okay. fourth lesson. ye me k thoda controversial baat kar nae jaar aam. it is called. you. gru karanik li. agar aap kahenge ki mei politics nei karoom ka. aap ka koye future nei. nao ill give you research of. agar aap ko legaraa sandip kya sa baat kar. ill give you research of. there is a famous course in Stanford. which is called. path stu power. okay. power ke kyaar was the. basically it's called path stu power. o s kours mei aur ye super hit elective Stanford ka. sabi lehte hai. ye. ye bae se se kha tha aap ko politics kya sa khaa sa khaa sa khaa sa khaa nae. nga traditional system of thinking kyaa. traditional management literature hai ki aap aazai leader. you build a very strong number two aap number three banao aap kutko ira levend banao. that is good leadership. now real well bhae aap ye sab karoge. so if you are an entrepreneur you can still do this. but aap job me sab karoge aap ka nambu to aap ko replic karee dee kaa. reality me. to ye kos kaya tha hai. do principles. never prepare a number two. you stay the most important person as long as you can. first principle. do se na principle ye kos kaya tha hai ki. jitna hoosa kya aap ka span bada tha ro. all critical decisions should go through you. jitna aap ye kar pauge uthne aap indispensable banao. na ye poora contra hai. to common thinking. but it is one of the most hit electives of Stanford. aur mere mutha bhi ke baat sahi hai. yuki aazan emploi ye. aazan entrepreneur it is different. aazan entrepreneur you need to delegate. you need to prepare the number. aazan emploi aap ka first priority ho na chiee. me kudkat dhaav kya sa saif kar. shareholder value bhaat baag me aata. in the market we live in. and this course fits perfectly into it. so embreas politics keep as much power with you as possible. tabhi aap ka. kar year aagye badae. such a terrible advice. many older or Stanley professors. my team members don't listen. but we all agree with it. aagari with it at a job level. not as an entrepreneur. as an entrepreneur you need to create number two, number three. aagri with this and that's where I'm finding it hard to believe. as an entrepreneur also have co-politics. you come from a you know Indian religious context as well. so Hindus may be able to speak. I don't know if you've heard of her or no. my family is very able to speak. and I've heard a lot of times. that you are a commoner. but you need to go out of Krishna. it's very app. it's very different between both of them. when Krishna was outside, I was in a state of mind. I was in a state of mind. because whether you are an entrepreneur or an employee politics will come knock at your door and you need to know how to master it. you have to, you cannot say. when I started doing this, honestly, my fundamental thinking was that I will do my work and my final appraisal God will see my rating. I will see my rating. iced that we currently live in Kalluyuk and Kalluyuk is determined by Energy of Rahu Rahu Sproof that you have flown your land for the first time you will be able to imagine, so I will learn some village rituals as number one is there really There is a very famous trya that you said i was lord Krishna a fair negotiator and you remember that karna story when actually their chariot was attacked he lost his bow and karna and june was told that you are fighting a man to man equal Krishna said no, this is the only time you have to take him down so everything goes out and if someone says in this, if they are saying God then you should do man to man, there is no doubt in this, you have to embrace politics that is the only way you will survive till the top Tell me in real world office where we talk about merit meritocracy, the talent of which meritocracy will win, which will become a photo it will win, right? Is meritocracy a myth? can merit be a CEO and can be a top employee? No, no, no, rank merit versus politics So, let's see politics is a negative word, politics is very new one it is the only thing that we understand if i think what does it take for a CEO to get to the top so, one basic skill which is called a merit, then something called personal branding then what can you influence people, story telling, negotiation then there is managing politics, then there is managing any fees which will be discussed in a little bit if i add a skill, the talent is only 20% of the whole journey at the highest level, 80% of it is all the other ecosystem we will talk about there is a talent in this level, it is a talent in India but 80% is the talent of this ecosystem that is what determines how you do it that's the reality, that is reality and this is just because you are best in your line you will not get a guarantee you will not get a basic level of talent or nothing then there is no matter what, the rest is how you manage the ecosystem and this is reality, i think when i started my career i honestly didn't say that i should speak to the people i said, work hard, that is important but if you don't speak to people, nothing will happen so, i hope people understand and assume what is the important thing fifth lesson, i have told you a lot of people that the skill is only 20% but that 20% is also important so there is one thing that i will show you in a framework how do you, what sort of skills you should build so there is something in leadership which is called a T-model i don't know how many people will listen to this basically it says T-model means that it is horizontal and vertical you need to be a jack of all trades and master of one at least so a Japanese concept which is called Koda Vari where it is written that one thing is caught and and it is learning something in it it can be technical, non-technical, something one is you should basically be the best in the world like for you your ability to have conversations it is probably the best in the world, other than your general skill so you should know straight away that in which area I will be deeper where I will be known as an expert can be a sourcing, can be consumer behaviour, can be an analytic model whatever is the area, that is to identify one area which is very important, in which people should say that that is the number one in this so that is that T-model for growth but one is not enough, you have to be a generalist in many areas you should have a little negotiation, a little storytelling a little modeling, but in one area if you are a generalist which is very important, you should not have a bright future one area you have to be a world's number one literally so that is the T-model of leadership growth a lot of people believe that the future is generalist's future is better than masters because AI will be an expert it will be multiple generally generally or in a very broad level use it or implement it is a skill that people should learn so AI generalists will win not the masters because knowledge was power until now so the way I look at it is it is not either or I am saying pure generalist will not win I am saying you can be a generalist but one area you have to be that specialist one area because only for the master in that area you will know of AI use as a maximum value you can get a master in that area so it is not either or be a generalist but one area you have to be an expert if you are just an expert if you are just a generalist you will not be able to do that so that is the T-model and this long term planning people should keep their mind now about 25 years of age I think it will not be much more than that but I should understand this course of time I should be a jack of all trains and master of one that is how they should look at it sixth lesson build a personal brand bigger than your road there is you better not build a personal brand but if I said if you want to be CEO your personal brand has to be supreme if your personal brand is strong your company will not even get you you will get an opportunity so personal brand is non-negotiable absolutely non-negotiable next question is how do you build a personal brand so I would like to bring this T-model again so one of the things that is very important is social media and one of the things that is very important is that it is very important this is the key point so if whatever is your audience should definitely start posting on LinkedIn it is non-negotiable people say that there is so much spam there is so much spam but you have to stand out follow your tools and techniques stand out on LinkedIn it is a simple formula for posting you have to say this rule of three you have to say this in your life so rule of three if you want to be an expert in any area for example you want to be an expert in AI just say something like Gemini has launched a new LLM three interesting things very simple now write it on this I read this book atomic habits three interesting things I watch this documentary on social commas three interesting things just follow this template you will see a lot of people looking at the expert it is simple second thing I will also say is I have taught myself that even if you want to make a career in corporate Instagram is very important people think that Instagram is only a way to do it if you are a profile of myself a lot of my business in corporates comes from Instagram a lot of my portfolio of people 25% of my highest cohort is in Instagram whatever content you are making on LinkedIn slowly start making it on Instagram business content and you don't make any better but this is something you should try the other thing we spoke about is the vertical here in person events matter a lot so for example I say to all of you in every industry there are conferences so when there are clients vendors organizers in conferences what is going on? make connections set up a stall and slowly become speakers at these conferences like brands in individual brands number two I say to all of you in person events you have to do which college you come from which college you come from come back go back to your studies in those schools whatever you come because teaching one what teaching does is I am going to touch you for this in some time teaching is the best way to learn there is something called the learning pyramid and in that if you study someone then you are 90% of the mastery for someone to study you are the master number one number two the young generation is quite brutal you will say that you don't know that is a reality check number three that generation will become leaders so your early network is becoming a network so your old college go to study it is very important and first of all it can be difficult but over a period of time this will give you a lot of reward whatever I have I teach in storytelling negotiation first I went to my MBA college and said I will try and you know how this is very simple it is a very simple but that is the great learning we have we master and we also learn how to handle them they are very important teaching very important conferences so you have to regularly do this so that your brand will show in life if your company will start your brand and you will not start your brand really? yes they will hesitate twice typically even at the CEO level they will typically say who has social influence they will typically that is a big factor in determining the CEO because honestly on that level there are five or six more than but the more the more the better the the better the the top so for that investment is very important if you are an employee based level employee and if you know a lot of people or you are a good social following chances of getting fire reduces chances of moving up increases I will give you a simple answer moving up I agree but then in a world where you don't need your skills or any other fire will be fired absolutely in terms of yes but if you will see relatively you will have to leave three we will always think that the manager will think that the following is good let's stay with so relatively to others you have a lesser chance if there is a 0 then if you don't have a 0 but relatively to others you have a lesser chance lesser chance of getting fired but Gothen Ladies einem Vehi Tr Rox channel Charama Nistaka Ive graduated in 2009 or newspapers in 2020 hing den up kö d ni آپ کو خود کو بیشنا پڑھے گا and personal brand is a great way to do this. آپ کو اپچھونٹیٹیز ملیں گی within the company outside the companies very very important. کیوں لوگ ہزٹےٹ کرتے today? I think one of the people who don't know what to do. I think people feel very less comfortable when they say they are simple. I think people think they are very less. I said simple this is the template. This is the role of physical events. One is a roadmap. The second is the culture of that. I think about my achievements. I think that we have to overcome that. Because if you are judging yourself today, you will not be able to give anything tomorrow. And one more thing to understand is that in this ecosystem, there is a top 5% of India. There is a top 10% of India. There is a whole different world that can gain from your perspective. And in the opportunity life, there is a lot of opportunity. So connecting with as many people as possible social media has a fantastic way. I will give you a simple example of a CXO I had coached and she had she had connected online with all the VPs of the world. Now the thing is her work. And she was a very senior person. India had so many people. But because she went on social media and started sharing her perspective, she knew the VPs from her personal name. So when in the area of the promotion, the 5 candidates were brought up, everyone knew who this is. And they all backed her. She made that career shift. Not that she was less deserving, but everyone knew that we know her. She is good at this post. She got the job. That helps her a lot. The small things help a lot. Overall, now that trend has also become this, more and more people are realizing that personal brand is necessary. Including people with insane amount of money, wealth and success. True. All around the world, if you look at trend, the students who are making that personal brand and the executives who are making that personal brand. The billionaires who are making that personal brand. There are majority really, really smart bills. Really, really smart billionaires in the world. They are starting their own podcast. Or they are appearing on their podcast. Or they are making their own brand. They are starting their own writing. They are watching more and more places. It's a full spreaded spectrum. Which they are using and they are doing. Like from you look at Elon Musk, Bill Gates, the community started their own podcast. And they started in India. Everybody is doing it. Yeah. One more nuance to that is, that is very interesting theory I had read. How do success get measured? So, first of all, success was money. You are driving a car. Your house is so big. Success was money. Now, what is also happening is, your social influence is defining your success. Why is the billionaire coming? The answer is that. Because you are successful if you have a social presence. So, now, what definition of success is a little bit of a burden change. And the social following is coming in. You know, we have this service and we do this. And the most successful is, we have so much demand. And we are not able to service it. And the demand is, we call this building social capital. So, we are building social capital for really top 0.1%. Brands and leaders and CEOs and billionaires and entrepreneurs. We are doing this. And it more and more people, not just in India, around the world of realize, that the entire financial capital is top 0.1%. The social capital is important. So, you need to build it. We have this entire division where we are building social capital for people. And we are surprised that we can't service people. And sometimes it's so funny that, those people who were in the West, they would have told me that they would have told me in that way. They want me to do it for them. And I'm like, I can't because I don't have resources to do. So, it is growing need in the world and more people have realized it. You know, I did a poll in, so at one of the IMs, I did a leadership program. And there were a lot of senior people at come. Given people two choices. One choice I told them, you have 5 crore and you have a phenomenal social brand. Social brand, physical brand, you're famous. Second choice is 0 social brand. You have 5,000 crore. Which people? This is with people who are 25, 30 years old, 30 years old, very senior people. More than 90% said, we should have social. 5,000 is more different. Exactly. That is the value. Because definition of success is changing. And these are very, very senior people. Come on. These are very senior people. Because they are measuring success at that point. They are measuring success as 5 crore. And they are thinking, my social brand, you have 5 crore, I will do 10-20 crores. Because my social. And when I'm 10-20, I will do 10-20 crores. 5,000. I mean, much, much hundred times that amount. Because after a stage, people think that after that money doesn't matter. If you talk to a senior leader also, they think that if you really talk to them 20 crore, I think it doesn't matter. It's just a deposit in the bank after 20 crores. But your social brand is very important. How I am perceived, where I come, people don't know me. So what you said, I'm just backing it up. Exactly. This is what happens. If you are going into business, it's a very good business. You should scale up very, very soon. This is while we are scaling up, but this is why. I don't choose. Because you have just turned it off. 5,000 crores didn't do it. 5,000-20,000 crores. 50,000 crores in 2015. Yes, 5,000 crores. Maybe I'm a senior people. Maybe I'm a model in that age. Maybe 50 crores in front of me, I choose social brand. I don't even do it in front of thousands of people. I was also saying that you have 5,000 crores. But you will never make a social brand. Never. You will never make a brand. So you can make a brand of money. So I was trying to put a value to the brand. You get 5,000 crores, but nobody will know you. You won't say that. No, we need a social brand. I still have 5,000 crores. Maybe you should ask this in the poll. Let's ask we feel. I think it definitely depends on two things. One, which is the life key stage? And what is currently in your life? What is not? And you said something about what you said. There is a history book so talk about it. Read it because I read "Evolution" a lot and psychology a lot. In fact, neuroscience. Every place I tell you. One of the biggest problems. A human being is that is invisibility. The moment somebody feels they are invisible. They either go in depression or they turn into ultra motivation and try to work more. Correct. They don't stay the same. Interesting. And majority of CEOs, majority of entrepreneurs, majority of billionaires. They are driven because in childhood they felt invisibility at some point in their life. So they seek validation in their life a lot. Very interesting. A lot of researches about psychologists have done very interesting perspective. Maybe that also drives the desire for social acceptance. Underlying what you are saying. Invisibility. Could be. You can see the powerful people. They have inferior feelings in their life. That is why they are powerful. Invisibility. They feel that they have not heard anything about us. Invisibility. Correct. Many people who are innocent, like invisibility, small feelings, inferiority. They all stem from one thing. And that drives there to be visible out there. Now that I think of names, it makes a lot of sense. It makes a lot of sense. It is the fundamental drive. Because I am thinking of all the big American entrepreneurs. None of them in childhood were very popular. Okay. Next lesson. Next lesson is, it is very common sense which is learning for one or every day. I think people underestimate its value. There is a very famous theory which is called five hour rule. Elon Musk Bill Gates said that every week you try and learn for five hours. And this period of time will be accumulated. But there are many nuances. One is that you can get learning from anywhere. You don't need the book. You can see the podcast, you read the book, you can see the documentary. You can also learn from anywhere. But the second nuance is that you have to absorb it. If you are listening and you don't do anything, then there is no benefit. So there is a theory which is called the "Koon of Learning". Okay. So basically it says how effective a medium is. So if you are reading the book, you are just 7% of what you are reading. You are retaining. 93% is loss over it. If you are watching audio-visual content, podcast, audio is listening. So that number is about 20%. Whether you are going to college or you are studying in social media, 90% retention is through teaching. So this is very important. So I would say that whatever you are learning, just go and write about it on social media. Views are not coming out. Your mind will be clear. That is a very critical second thing. Which I do personally, I have a running notes sheet and I write it in the notes sheet. Because now there are a lot of questions. Every 2-3 months I go through the running sheet once. As I have read a few books in my Harvard Business Review, I have written two lines. So whenever I sit in the flight, I just go through the running notes. So my mind is refreshed. I think it is a very simple technique. It is a very productive technique. So whatever I read, I never forget. Just because of this technique. Every 3 months I go through the running notes again. So I will say that you have just got a simple note pad. Every 6 months you go through it. You will always be top of understanding in terms of that. So this also comes from Japanese concept of Kaizen, which is improving 1% every day. So this principle of learning every day, I think people underestimate it. And it accumulates over a period of time. Do you know how I learn it? I will see a documentary for 4-5 hours or a podcast. I will finish a book here. Whenever I finish, there is a course here, online. There are chapters. I follow my life in a rule, which I call blank paper test. So I test a blank paper. Whenever I read it, I take a blank paper. And I visually flow through, or by doing good data, I try to explain that I can only explain it in one paper, and if I only give it to someone, I should understand it. Very nice. If I can do that, I learn a concept or not, I don't need it. Very nice. I just eliminate that part. Sometimes I leave half a piece of it and I am like, "Okay, we have our time list." It's okay. Sometimes I think it's good for me to explain it on paper. So I will redo it. Very nice. And I am okay to learn less things, but learn it properly. Very nice. I think that's a very good idea. Talk about that at some time also. It's a very good idea. In my room, there was a white board. There was a white wall. I was in my office every day. I had a full-time laptop with me. So I had no one to teach me. I make either an explainer flow chart here. In fact, my 6-bis page business plan. I think I can make it on one page in two minutes. I can explain it to you by making it so much. That I also said in great storytelling. If you can say everything in one page, you've got it clear in your mind. We should definitely learn it. It's a blank paper test. It's not easy to learn anything. It's a fantastic idea. Fantastic idea. Okay. Next one. Actually, I see a lot of people in this. I see a lot of problems. Especially at mid and senior levels is what I say, forget your regrets. You have to get over your regrets. In our life, there are many regrets. We have not cleared this exam. We have not gone to IT. This was not a promotion. We didn't get a college or a money. All of us have regrets. But the problem with that regret is, if you look at the structure of the subconscious brain, there are two areas. One is called. Hi Hippocampus and one is called Amik Dala. So Amik Dala is basically a fear capital. A fear of all the job is there. And the hippocampus is a memory stored there. For example, if I am a bad public speaker, I went to a place where 200 people were in the stage. I did a very bad job. And that was my trauma sort of thing. I have practiced so much. Unless the trauma is cured. Next time when I face 200 people, that Amik Dala and that hippocampus will get activated. You just practice it. That regret will come back and you will be able to do it again. So this is actually very important to get over regret. So certain exercises you have to do so that your brain's wiring will be reset. So one of the philosophies of. If you look at Japanese philosophies, you will see that when the ottery crack they put the gold layer of the inside and then they make a piece of pottery. So that you tell people that the regrets are okay. And you should celebrate them. The neuroscience theory is something called exposure therapy. Expo-ser-therapy is a regret overcome. The exposure therapy is basically what is done. Your past trauma, so you went face to an audience, you really did badly. You went to the interview, you did a lot of bad things. This is trauma. You have to expose the environment to expose the environment and rewrite it. How do you do this? It is again going back to that paper. What you just touched upon. So to everybody who's listening to it and some of India's biggest CEOs have done this with me. So you take a sheet of paper, divide it into two parts. And you replay that old experience of yours drawing it as much as you can. So for example, you went to the other people to talk about the panic. Draw it in full detail. You're panicking, you're not doing words. People are unhappy. That is the before picture. That is where you're awakening that past. Now on the right side of the paper, you have to rewrite this memory. So basically you have to imagine everything. You have to draw it that you've given a lot of presentation. People are killing you. Everybody's saying great jobs. This exposure therapy will rewrite some of those hard wireings in your brain. You'll see it in your regret life. This is one of the most common neuroscience techniques and you should do all this. And that painting, whatever you regret, you panic in front of an audience, interview and badly, whatever you're doing, you should make a sheet for each of them, paste it on your board, see it every day. Next time, when you go to that situation, your image will flare up. Your hippocampus will flare up. You'll see it, you're controlling it. People think the way to overcome public speaking fear is through practice. You have to calm your mind. Subconscious brain will have to be calm. This is very, very important. People don't understand this. In a very interesting way. Pretty. You know, in a way, what you're doing is that. What you just described is actually what you're doing. In a way. Pretty. You may not have even thought. I always thought. Your regret life, no. You don't need to do it. No, but I always thought if there's a fear or regret, then you'll feel something wrong. That's what I feel. Your nervousness gets, it flares up and your body reacts. The way is, I think about the future. I think about it. Like, the way I would, if my public speaking fear is, and I have caught up a lot, like, a screwed up bad. And if I have to leave that thing, then I would train like this till now. Because I feel very scared. I'll paint it. I'll visualize it in my mind that now I'll go, then how will I give it? Right side of the paint. Yes. Like, only the right side. I'm not painting the left side. Because you have to trigger this image. Because what will happen? Next time you'll go, that memory will get triggered. But the right side is not getting linked to the left side. So, a linkage is very important. You have to bring it up and say, "No, it's fine." It'll be fine. So, that's the point. The picture. -So that I put sides of the picture, -matter you have pinched egg and then calm it down. -So I was doing only half. -You were doing the right side, you could do the left side also. -I tried to do it, because right has worked pretty good for me. -Let's see if left makes it even better. -The thing is only if you have that trauma at this stage. -Maybe at this stage of life you may not have. -No, but kush to go kahina kahe but Ke tani sarhi jeez hai -I have moments and people and podcasts, -wherein my energy and myself are just succumbed into a very bad person. -Which I am not and I am very scared. -So I was like, can I come up and become better? -So maybe if you can think of your, in your experience say, -This is my poorest podcast. -Draw it and then do the booby. -So in the future, if that left situation ever comes, -the right will take over after some time. -It's a very important, very simple exercise, very powerful. -I have done this for myself. -It's very very powerful. -It's called exposure therapy, it comes from Neuroscience. -Excellent exposure therapy. -You are exposing yourself to some form of trauma and correcting. -Actually, people take it seriously. -Sometimes women have issues with childhood trauma, -they use it against that. -But in corporate also limited, this works very very well. -So next lesson. -So the next lesson I am going to talk about it a little bit, -people can trigger that never be loyal in business. -Loyalty, if you are from a job perspective, -Loyalty is only rewarded with stagnation. -If you want growth, you can't do anything with loyalty. -Okay, let me explain this how. -And I know a lot of people will react to this. -A research has come that if you -selfishly, you will not pursue your interests. -Which means if you do not do every 2-3 years, -you will not grow. -So there is an article in fortune that said, -Every 2-3 years, people grow, -they get more than 20-30% of their money. -They get more opportunities. -So if you are only loyal to your company, -you will not be able to go anywhere. -What I was saying in the past days, -people said that you will become the CEO in a company for 25 years. -Today's new thinking is that you should be the CEO of the company. -So if you have been a 25 year old, -you will not be considered for the end slot. -Now the thing is why I am going into more detail about this principle. -If you think that after 1-2 years, -your company, you have no promotion, salary, or job deserving. -You should talk to your manager once and give them 6 months. -After that, if the company is not able to give you company, -that means they do not value you. -Whatever they may tell you, they do not value you. -They think you are not good enough. -Then you have to go elsewhere and make your mark. -And if I look at this career, -I worked 7-1/2 years in one company, 4 years, 4 years. -This is one of the biggest mistakes I made. -A lot of things happened. -Every 2-2 years, if I had shifted, -I would have been at a much higher place in my life. -People do not do this because -I see myself in a similar experience, -a stability is that I know safe people, -so I don't want to do it. -It is actually a very bad idea. -Every 2-3 years, if your company, your salary, -and your promotion is not on that level, -you have to shift. -This is where courage comes in, -this is where guts comes in. -You want to be a CEO, you have to make shifts. -So you don't want to be a CEO, stay in the same company. -I partially disagree. -Absolutely disagree. -Because no one says, -If you don't have a big company, maybe that works. -But if you have a small company, -If you join a past-growing startup, -switching career and leaving that boat is a terrible idea. -But in a small company, -you will have to give that opportunity. -So you are getting your due. -And sometimes, -I will tell you, -0.01% employees get a chance -that they are less than 100% in a small startup, -where they join. -And they are growing up in a month-to-month, -and they are growing up in a potential show -and they are increasing in the same way. -So whatever fast-growing startup environment is in, -I am in a small company, -which is a small company, -which is a small company, -and somewhere around that, -not like 5-1-8000. -And if they are in a startup, -they should not leave them. -I agree. -Because they are getting their growth. -And I will come to that. -Sometimes, -thereafter, -you will not get your growth for 2-3 years. -Because you are trying to manage chaos. -But, -3 years of growth, -you get 10 years of growth. -5 years of growth, -your IPA game will be very big. -If you are in a fast-growing, -and you can see a sign, -If a company is in between 2-3 years, -you can do the same thing. -You can save yourself from it. -One year, you should also give a chance to give a chance. -I agree. -You should see. -But if you are in a fast-growing environment, -it is a terrible idea to leave -because trust me, -in fast-growing startups, -you get your ability and skill -from a lot of opportunities to become a bigger person as well. -If you just ticker, -even in a chaotic environment. -And I've seen this time and again, -not just with R startup, -with multiple of my friends -and their startups, -which is insane stories cake, -Marketing intern, -11 years in the same company. -11 years later, -and it ended up becoming -a marketing lead -and made 30 crores in e-subs and IPA. -And this is not one story, -100s of stories like these. -If it was not for the intern, -there would be nothing there. -In our own company, -in the beginning, -the 4-5 people, -who are around them, -and exceptionally talented people, -who are looking for our talent, -they are going to share their salary -for the 10-20% percent. -The other 2 people were -lesser talented, -they stuck around, -now they make significantly -wey more money than what other people are doing outside. -I, and it's -Yeah. -And the only caveat and nuance -is that if you are in a fast growing startup, -I would, so fine. -Lach company, -we agree. -My personal take is even, -you know, fast growing company. -What are they saying? -If you are in a fast growing company, -the opportunity is getting exposure, -even if the money is not okay, -you should stick. -Because at some point, the money will come. -If you are getting that exposure, -If you are in a fast growing company, -if you are in a fast growing company, -my personal opinion. -I say 3 years, -if you are not getting your due, -whether it is opportunity, money, -you should move on. -I say 3 years. -I say 3 years. -You should wait for 2-3 years. -I am saying the same thing. -2-3 years. -Because, you, -I understand that 3-4 years, -you are not getting anything. -If you are in a fast growing startup, -you will not even give anything. -Correct. -I am not planning anything. -But, -I have seen this time and again, -and I know this personally, -because as an angel investor, -I am a part of a lot of things. -I have seen the same 3-4 times. -Right? -It. -as an entrepreneur, -and a lot of entrepreneurs will agree with this. -Yeah. -But, you are growing from the same level. -You don't know yourself that tomorrow, -what is your growth plan? -Now, you can't make any growth plan. -You take so many big HR companies, -you take them, -you know, your growth plan is, -when you sit in companies like Unilever, -you have a growth plan and chart. -Yeah. -When you sit in companies like R, -you have no growth plan. -Because, you don't know how to make a growth plan. -And if you are making a growth plan and telling it, -you are lying. -And, this is a growth plan, -and this is a growth plan, -and this is a very nuanced conversation, -and this is a very nuanced conversation, -and these messages are SMSes. -Besically, we are right to disconnect. -I am disconnecting completely from work, -I am disconnecting completely from work, -I am disconnecting completely from work, -I think some legislations may not be able to sell. -If you see in India, -If you see this in India, -If you see this in India, -If you see this in Amazon, -If you see this in Amazon, -One's in a generation kind of company, -One's in a generation kind of -Opportunity, -Yeah. -Big things, -Yeah. -It can't happen. -Yeah. -It's difficult. -If you want to know the ecosystem -If you want to know the ecosystem -If you are not that person -Don't want to do it -Tell your employer -I am a friend -I am a friend -I am a friend -Set those expectations -I will give you 6 or 5 people -Yes -I am that person who is going to kill it -But after 6 I need my life -Set those and then move on -Yes -If you are stable setups -You can try it -Any weather is fast growing -Government, health care -It is difficult -It is difficult -It is not possible -It is not possible -It is not possible -It is not possible -It is not possible -I am so many nuances -It is not possible -It is not possible -It is not possible -It is so many nuances -It is so many nuances -Content business is 27 days -Exactly -If you want to know the ecosystem -Exactly -If you want to know the ecosystem -Exactly -If you want to know the ecosystem -But fast growing -No, anything which is -Like out of slow -Straight growth -Even the government -Even the government has to work -12 fast 24 hours -Okay -Next lesson -Next lesson I want to talk about -Is -Learn to say no but be diplomatic -Diplomacy is a very valuable -Look, look, look, understand -If I give you -Examples 2 or 3 CEOs -Sundar Pichai -Satya Nadhella -And even -And even Rajad Gupta -The good part of Rajad Gupta -So one of the reasons they all -Became CEOs -Yuki, their enemy was not in the company -They got along with a lot of people -They were not seen as combative -They were not seen as polarizing -Everyone was together -Okay -Now, some people think -That being likeable is a wrong thing -But being diplomatic is a thing -One of the reasons -If you look at the reason -If you look at the reason -If you look at the reason -Billionaire apprentice -When I was writing this -One of the reasons he became the MD -Before all the issue happened -Is because he was well liked by everybody -No one was in his enemy -If you have no enemy -If you have no enemy -Then you will go up -So one of the values -What happens is -Learn to be diplomatic -Look, there are many nuances -Number 1 -If -Today, a lot of people say that -I will do with the people in front of me -Because I want to be authentic -And that is my natural style -I want to say that -I am not authentic -You have to use your communication skills -I am not authentic -You should learn to deliver a bad message -Without being rude -You get diplomacy -That is a very valuable in terms of that -And that is why it is that -If you look at Indian cultures -Hot or let's come on the Trustwitz -Roll of the face is very important -Roll of stitters and roll of the face -If you insult someone -In our culture -That is a huge problem -Because how does subconscious brain think? -When subconscious brain comes from the mouth -When it opens -When subconscious brain says -I will not be able to overcome the pain -But I will not be able to overcome it -When it comes to ego -So that is why -You never insult people -No matter how small -Because people don't forget insult -And when everyone says -Some day that person will get into a position of power -And how many -So if you do not have enemies -Which means -You do not insult people -The half of your opportunity has been opened -Someone will not oppose you in life -Now the question is -The question is -How do we not speak to people? -Because to speak to people -To speak to people -People will not like it -They will not like it -Exactly -There are ways to say no -I am struggling with it -And not to say that -This is what we say -Separate the transaction from the person -Separate the transaction from the person -I was in consulting -And I had to give a rose difficult messages -So what we would do is -On the slide -When we would say -This person has not done it -We would never write the person's name -We would write his title -Simple act -Just without writing the person's name -And the title -That negative news comes negative -It comes negative -Simple as well -There are four ways to say no also -If somebody comes and tells you -One is what is called -Covic delay the problem -Give me 24 hours -If I want to say no on the move -I will be angry -Give me 24 hours to come -If you have a liberty -It is not for you -Secondly is to say -I cannot do it -But here is an alternate resource to help you -This can be done -This is material -Third way to say no -I can do it for you -But I have to do two more existing things -If you want to do it for a comfortable and deep prioritization -I can do it -So this simple tactics -Go a long way without -So that you do not turn your equation -Because if you do not have a enemy in your life -You will go up -No one can stop you -And this is a very very important principle -That you never insult anybody in office -As much as a small intern -Because it will become very important after 20 years -And no one -Like I said, the subconscious brain always thinks -Covic, sometimes -I will never do anything with you -And I will be angry -So this is a very important principle of diplomacy -But then -It has an idea that you are becoming fake -If you don't like somebody -And then -You pretend that you like them -Then you are becoming fake -Okay, good question -If you do not like somebody -Okay -One, don't have to spend time with them -Two, you can always have civil courtesy -You have to do it for bonding -But civil courtesy is your way -Hi, how are you? -You just -You have to do it for that -But you have to do it for that -And you have to do it for bonding -So you don't like a person -Just maintain basic courtesy -Smile, high, hello, and move on -I don't want to do it -I don't want to do it for a person -I don't want to do it for a person -So that's wrong -No, it happens -It happens with me -It happens with me -But just maintain civil courtesy -If you are watching politicians -India's best politicians -No matter -How bad the opponents -They maintain civil courtesy -In front of you -Someone will come and do it -And check -Because -You always have to convey -The things are not personal -We are on transaction -My personal is not the same -My personal is not the same -Sivil courtesy always wins -First impressions -Again the first impression -If the first impression -The other person hates you -There is no chance -Fair -So -I want to repeat one thing -If you -You are screaming in office -Because you think that is my authentic skill -It's not authentic -Your communication skill is good -That is a statement -I want people to -Land -That is a very good statement -I have been guilty of that -I have also been guilty of that -I have also been guilty of that -I have not even given a single word -No -We have done it -We have done it -I have just done it -I have just realized -That is a bad way to say it -I have also done it -We also learned it -I still struggle -I still struggle -I am still -You know -More and more -Portcas I make with people like you -More and more -I realize -I am so stupid -I am so dumb -Shire -This is not even 1% of my knowledge -And that is so good -Because then -You guys teach me and I get 1% better everyday -Yeah -Just come here -How many times do I have to do this -I have to do the same patterns -I have to do the same negative traits -I have to do the same things -I have to do the same things But Raj, I think it is a great quality, you can say, you know, a lot of people at yours is a one in a century kind of success you've got. You come to that level, you'll say a lot, or you know who you're trying to remember me? I think for you to say that, Every day I'm in learning mode itself is such a huge mindset achievement. So, when your family is so gave, you will be curious to keep this thing. Business hook up a lot of things, that is the answer you should give your family. That's it. I'm going to tell this to you. Until I make a few notes, I'll try to make a small, small, technical thing. That's it. That is such a good wow. I'm going to say this in public for him as well. Because, you know, if honestly even if I had your success, I don't think I would have been as humble as you were. I would have said, I mean, I'm a third-class, I'm a little bit of a listener, I'm not a listener. But, I think you have that humility about yourself, which is why you've probably done so well also. Trust me, you're my type. And I'll tell you why. I get more than 50-50 more compliments and I tell you that they're intellectually superior. So, you don't feel like you're a big liar. One day you're sitting with Bill Gates. One day you're sitting with the board. You're sitting with the board. One day you're sitting with MS Duning. What now? Who are you? You're sitting with the top addiction doctor in India. You're sitting with the expert. You're sitting with really accomplished leaders. You're sitting with the top 20 schools. Now, you can go to the next place every day. Thank you because they give me time. I'm making it. So, I think I'm not doing anything special. Whatever was in my place, it was the same thing. Trust me on this. Life teaches you to be humble and accept the fact that you're dumb and you're intellectually inferior to people. That by hook or crook, you're seeking it. Can I ask you one question? You certainly have no regret in life. Nothing. So, you never think that I've done this. Wow! Zero. Has it? Have you worked on it? You just don't know. I'm just not wired like that. That is amazing. I do a lot of CEO coaching. They always start with this. I didn't do well. No, but your level of success is insane. Your age has nothing to matter. It's with that journey you've had. Zero. That is amazing. I can make a regret. Oh, my engineering first mindset. So, maybe I should have. Realistically, that is amazing. That is where that champion mindset comes from. Because maybe, for us all, our regrets hold us back. And that's why you're not being held back. Probably very good. I'm very optimistic. I feel like I'll be able to do it. What is your worst fear in life? Do you have any fear? No. Half two very. One very surface level fear and one very deep fear. Surface level fear is that. You know, because. Because I'm a very public facing home and talk a lot about it. I've been very busy with it. The public facing fear is people judge to so. So, it's like they should watch the entire journey, the entire body and the entire story. They should find out and then make an opinion. To me, that's. Sometimes fear, because in the internet, there are so many small, small, small clips that go to 50 places. I don't want any child to see my story in a different way than one of my stories. Correct. So, that's my fear. Sometimes, I feel very scared that. someone had advised me to do something. And nobody saw the entire podcast for 3 hours. Context. A small, small, small, big advice. Some people will get views of that particular influencer. They've cut the clip and went there. And people will get influenced. They will bash it and get negative positive. Whatever. They'll get it particularly. If they get it wrong, they'll get scared. They'll get a lot of responsibility and they won't control it. Correct. So, it's a. It's a genuine fear. That is a valid fear. Because we're dealing with so many things. Imagine. our entire nuance and context,. someone who doesn't listen to any of the words or the loyalty is a bad. Nobody listens to the entire subtext. They'll apply this in their relationship,. your family will apply, your workplace will apply. And to me, that's a fear. They'll get a lot of attention from the mindset. I don't want to be responsible for that. That is a. Because you are impacting millions of people. So, a small clip. Imagine Dr. Redweiser. Has it happened to you? No, not today. I just think of. Imagine a Dr. Redweiser. For someone,. Ivervedic will work for someone,. and will work for someone, for someone. I. I. I. I'm saying that all the doctors who say that their feelings are correct. I want to keep a top expert on their opposite feelings,. and know both will be wrong. I've done this enough. Right? So,. I feel that. I have a small clip of an Ivervedic expert in my life. I have a lot of friends, friends, friends. To me, that's a genuine fear. Yeah. That's just one. a fear. If you listen to it,. then the information that you make is absolutely correct. I'm doing it because I want you to learn more and talk more. So, that. and. I. I blame myself for that. I'm also a social media, I'm a social media,. and see that. I. really highly intellectual people. who promote this thing as a propaganda and make it a follow-up. I blame them. So, we're all part of it. And you should carry this portion. I think. because. he's very deep what you just said. Or you're both. you should carry this portion. Five or you, I would do it. Because, you know, it also teaches the audience to be a little responsible. Like you rightly said, if someone just catches that first line and goes berserk. without understanding the seven subtexts. So. so many times that it has happened. And people for some of you, because it's your face, they will get views. They do it. So many people do it. It's a responsibility which I'm very scared of that. So, that's my one fear. And the deep one? And the deep one, my personal. this is my profession's fear. My personal fear is, don't laugh at it. But the fear is. it seems like everyone will get completely lost. Sorry. Come on. I told you. I'm telling you all the things that people say. Everybody else. What is your. I don't know if I should ask you. What is your wildest dream? You told me number one in the world. Let's say, like today, that's the wildest dream. I have a childhood dream. That you will get there, right? Then what do you do? I don't know. That's my fear. I think, my. gen. and I. are not going to say this. I've genuinely cracked out the deletional. You know me since so many years. And. you're the testament. You are my first guest. I made a podcast on the internet and made a podcast on the internet. So that I can do it. You know this, right? From that set up, now you're seeing me growing. Every year, set a podcast, revenues, number, team. everything is growing. You saw me when we were not 50 people. We were watching TV's live. We were watching it from there. Now, we are billions of views. We are taking it for months. Country ranking one, Asia ranking one, continent ranking one. So, we are doing it. Right? We are doing it for you. You've seen all of that. So, at least you can say that I'm delusional. I used to believe in it when I was born. I heard that even number one and even then. And, yeah, I remember that. And I thought, I was thinking, "Okay, we're doing it. We're doing it. We're doing it." Yeah, I remember that. And so, I think that my dreams will be fulfilled. And I think, the chase of the dream is my biggest. I wake up for that. And I don't enjoy anything else. So, I think, after that, I want to. You know, to athlete's post-attlead career depression. I don't want to have a phone. I want to have a post-retirement. I don't want to have a post-retirement. But you can do it. Of course I can. But my fear is that, when the dream is fulfilled, it's a problem. Because, genuinely, I enjoy. The person I'm becoming in pursuit of my dream more than the dream. Yeah, lovely. We'll get back to it. Yes, yes, yes. Next lesson. Yes. So, the principle I want to say is that, as much as possible, don't ask for permission, ask for forgiveness. This is a very. A company is a principle. It's a very famous story about Google. So, you may have heard about this, that early 2000s, my internet explorer was the default browser. And, Google was toy-car with the idea that we should make a new browser. So, the senior leadership, Eric Sarji etc. They said, "No, no, Microsoft doesn't challenge us. We'll search through them. Why your friend them?" So, Sundar Pichai, in a very famous story, did not agree with the analysis. So, he got a team of few people, built Chrome, showed the product, showed it to the leadership, and said, "What do you think?" When they had the product, they realized, "This is a market share." They said, "The product is so good and they did it." So, Sundar Pichai himself says, "If I had got permission, that idea would have always been played." But, because I did not take permission, today, their biggest blockbuster product, it's 80% market share, 90% market share. So, this principle is, and maybe, you can't use it on every level. But, just do it. It's wrong, ask for apology after that. You have got so much permission, because people at the top, are very worried. They say, "Don't do anything new. It will get worse." Just do it yourself, do it in the pilot, and if success is done, then you will see your bosses. This is a big advantage to grow. In terms of that. Fast-growing environment should be 100% done. Even in traditional firms, it should be done a little. Even in consulting, we used to do this. We knew that we would agree on our partners. We used to go to the client, have a coffee conversation and said, "What do you think about this idea?" So, the client said, "Yes, yes, it should be done." Then, you said, "If we say this, it will get worse." You asked me this question in the meeting tomorrow. And, the client asked me, and I used to answer, and the partner asked me, "What are you asking for?" And, I used to get the work done. So, this is a very important principle, because some of your biggest ideas make me less and less. But, then, sometimes, about employees, we would be afraid that if we failed to experiment on some side and then, people would throw away. They would throw away. Look, the culture of the company is dependent on it. There are many traditional companies. They say, "You went off script. We will fire you." Google, like in culture, it goes. It goes. It goes. Here, it goes. Any fast growing company, modern company, it will go. People will not see it in a bad way. If it is a very traditional company, then it can be seen in a bad way. So, use your judgment appropriately. But, generally, it is a principle. You should always follow. If you, if you are not a traditional company, you think that the idea is to get some influential person to say the same thing. If not your boss, then it will work. Fair. That's how you look at it. Until you become an influential person. Unless, until you become the influential boss. Interesting. Last lesson. Last lesson, this actually is always my mom. And then, I research and I really loved this principle. My mother always says, learn to eat alone. Learn to eat alone. You have to grow in life. Learn to eat alone. Learn to eat alone. Learn to eat alone. Because, conventional method is to eat alone. That's the conventional thing. The story is as follows. As follows. And I do a lot of CXO coaching. That leadership is a very lonely journey. If you ask CXO what is your number one fear? And the number one thing. All of them say that our friend is not here. Or we talk about our friend in the company. So, one is leadership is a very lonely journey. Why eating? If you are eating, watch our Indian culture, it is associated with relationships and it is associated with joy. If you are really growing in life, you have to let go of some relationships. Because, even if you think about friendships, I always say that when you are average, you have friends. When you are below average, you don't have friends. When you are doing very well also, you have to ask for some friends. Because there are various reasons. If you are doing very well in life, you have to make friends like this. Because you are asking for something. Or you can also grow up. If you are doing very bad in life, then what is the benefit of talking about this? So, when you are average, you will have a lot of friends. Like you are going up in life, friends start going away. You should not feel that this is bad. Feel this at the dinner table or the lunch table. If you are growing in life, learn to eat a lot. It is a very powerful principle into it. I have seen in my own journey that leadership is actually a spiritual journey. You are there. Your family will stay for a few days and you are there. And you have to eat and eat. This is leadership. Other people will go and stay. So, this is a very important thing. If you are watching all your audience I will recommend this. You will go to the KFC tomorrow. You can go anywhere. Eat alone. Every week you will eat alone. You will slowly see that the burden of relationships and the burden of expectation will remain behind you. That is why you have to go with this friend. You have to go with this friend. We have to spend a lot of time to complete responsibility. And you will do the same. And I think staying alone is a very good thing. If you want to go up in your life you need to cover 30 minutes a day and you are alone. Just sit alone. I am in the park, in the cab, just sit alone. Because that is your true connection with the universe. You will see amazing clarity in your life. And I have told this to the CEO in India they hear it and they say no. Then they come back and say, "Sai bol rahin." So learn to eat alone is the final thing. Every week you eat alone. You are going on your journey to Kuru. You know? You agree? I want to disagree. I want to disagree. I want to say that join family, family, family, family, family, all this. You will grow on a different level. You will become a network. All of this will increase. But generally in my own journey when I am alone, I will be able to grow. So very simple. I hate being alone. I am scared of being lonely. I am scared of eating alone at home. I almost cry every day when I have to eat alone. But I agree to what you said. The most important thing is my growth life. When I was with my own self I had the most ideas. I had the most work. I don't have any pressure. Somehow, my friends' expectation will not come. They won't call me. I had called thousands of people and now they are 10 people. And they don't even give me 10 people. Almost expect you probably won't come. I feel like going only then. I won't go. So it's like that has grown me and given me exponential returns in life. Maybe it sounds like a boring sad lonely life. But it has helped me grow a lot. And because of that growth in my life, I can't experience any more excitement in my life. So yes, I want to disagree but I can't do it with myself. How can I do it with you? I will just start to say loneliness is not a bad thing. You can be alone and you can be happy. It's very simple. And I always say that you should stay alone for a few days and if you have no one in your life that is still okay. Build a routine, read a book, listen to a chant, watch a series and move on with your life. You will always stay with you. If you are saying, "You will never be bad to me." Exactly the same philosophy. But you will always stay with you. And the more you will go in this journey, the more you will grow. So learn to eat alone. India has the biggest CEOs to advise you. They have learned to eat alone. And that is one thing I will leave you with. Very interesting. Maybe don't learn but there's merit to it. Thank you so much. Thank you for spending time. You know, every time you come here, I love making podcasts with you. Thank you. From this year, I want to do this. That instead of you coming once a year, we should do this at least three, four times a year. Sure. And next time, say, we will have agenda less conversation. Yeah. Because what I've realized with you is, there are so many directions, which I explore randomly by just talking to you and I love it. And I'm like, I can go on and on. It's just one thing. So I should, next time we should do that. Let's explore like, yeah, I know agenda conversation. We'll figure out how it is. Yeah, yeah, sure. Because you read so much, something new inside of you, it's like a rabbit hole. But thank you so much. Thank you so much. I believe this, and I'm not saying this because you're, I believe this is my team knows this. You have one of the rarest guests who have been, probably fourth time. Yeah. Right. It's like, you have no idea how much you're going to shine. concurrent siya ka lu kchen ba nsit delete ypp When bhaji He Liam Taren Nish ni data Jh Legit ng nsit gais mun U waiyut teach people that thing i think people they just like sleeping on you like my family says you are the angel who's come to full film my dreams so like everybody at home you should come home sometime i will definitely we'll get a thing treatment at my house when you come now i've noticed now i'll become a waka thank you so much if you're watching this in a family then it means a lot that you guys think high of me but trust me it's him not me thank you so much this episode to see the end now you have to do three things subscribe to this channel so that we can get a more valuable guest for you and we ask them questions which you want number two in the comments tell me who are you and what are the guests who want to see on our podcast so that we can get them and ask them which you want and number three this episode you need to share with one person in whose life a positive change will happen because there is enough conversation to change your life I'll see you next time until then keep figuring out