Start Business with No Money in India & Business Secrets - Rajiv Talreja | FO368 Raj Shamani

کیوں کچھ لوگ بڑا بسنس نہیں بنا پاتھیں اگر آپ نے 3 dots konect نہیں کیے ہیں تو آپ کو پیسے نہیں بنیں گے پہلا Who is the right customer? second customer would be what is a need or desire that I can fulfil that will get the customer to come to me third what is the price point? Fun fact working professionals have more assets in this country than business owners kye say kisi ko leader? team tav sabhi bha nata hai leaders ne bha napot hai ان لوگوں کو آдھا دیا جاتے تو چاٹھے ہیں kye say bha nata hai kisi ko legei poncey stage me hai business so walkable business model is the indicator of survival at success the fact indicator is you have a second line of leaders who are managing day to day so owner can focus on growth, expansion, diversification all of that naggur abh ki bha s ek karodru phe ho tath kya business start kore ho ya something that every household needs dhik kya bha nata hai see leg where do you feel? india me next billion dollar opportunity going to be something in the interest space family business vat chhe bhol te kye yaar papa hamei mokain vethin phe le to when you get your children to join your business please do not give them a cabin please do not give them director, vice president, status phe le to mein na mu bhan dh sono agar do generations karm kore ya na you need to have three relationships with each other ek your after a relationship of the family second you need to have a relationship of a business partner and there is a third relationship that needs to happen of a mentor and a mentee you have a big business in expanse sub-che is a big business in the past like like today's podcast is with my business coach Rajeev Talreja which I have been working for more than five six years now and he helped me he has all my businesses from zero to the level that I am today and whenever I start a new business my business models, challenges and how they make it in that sub-che Rajeev always helps me because he helped me a lot in life so I am putting a link in the description which if you also have to learn from Rajeev and you have to increase your business you can click on that link and you can enroll in his course he has helped me a lot and I hope he helps you too I do not get any money from this thing I do not want to endorse a paid paid person I am just giving you an option like he has helped me as well as you can help me in expanding your business in today's episode we will know how to find a right business coach what are the stages of business and how is it in your business stage how strong leaders can build in our organization and if you are starting from zero then what is the best opportunities and if you have a business-dying stage then how to save it watch this episode till the end and tell me in the comments what you learned from this episode enjoy the show let's catch the case let's go let's agree that I want to build a big business okay then I have the clarity that I want to build a big business like a business I want to make a lot of money I want to make a big name I want to do all this done done I can make a big business why people can't make a big business and why people can make a big business they are not able to make a big business there are many people who start a business they are very optimistic that when I launch this product then they will become a big money no one can start a business without this thought then everyone starts a business with optimism now when you go out in the market take your product and take a service everyone will feel good you will make a good money if you have not connected three dots then you will not be able to make money or you will be able to make a client what is that three dots? first to define who is the right customer who is the right customer now I give his definition the right customer is the person who has the money to serve your product and who has the need for your product be it a need money and need will not be needed so the person you are talking to is not the right person so figuring out who is the right customer now better question on this let's say my cup business so who comes for the right person? no this cup will appreciate the look, feel, vibe modern couples exactly the aesthetic sense the aesthetic sense give income you show your mom first you will be worried you will be able to clean the work and then you will be able to break it so to profile your customer first figuring out right customer money and need then figuring out product or service for that customer for which the customer is willing to spend the money but I can go as a parenting coach and I can teach 10,000 things I can teach saying be non-reactive when your child falls I can teach saying how to put the baby to sleep on time how to develop brains so that he becomes an achiever achiever now watch if I am positioning myself as a parenting coach and for me for the parents I have 10,000 solutions and for the problems and I am talking about everyone I am confusing the customer first you solve your customer's problem first you do it where you are ready to spend the money okay do you have another example of this? is there any other business boring traditional business which has been opened in the market so say for example there is a jewelry store now simple like I will give you a take my jewelry store is all with us okay and I go out in the market and say no one can come versus if I am focusing on my messaging we are experts in wedding jewelry now if you have a wedding and there are two stores and there is one store the jewelry store and the positioning of the store the positioning, storytelling, branding, messaging, promotion all the same we are the best wedding jewelry store in the city when you get married where will you enter the wedding? exactly the main story exactly if you are a customer then you will sell it for marriage for marriage that is why they are brand that is why they are so big market capture more and more money from Zara and HNM okay now people think if I am only going to talk about the wedding then the rest of the customer will leave so if you are trying to be everything to everyone you will be nothing to no one okay you got to be something to someone now if this customer comes in because I am the top leading wedding collection stocking jewelry store and I have shown value I have made a relationship I have shown variety then this customer will come back to me when the child will also come in because they know that here is the customer what is the cost of buying the ring what is that one point of one need or one desire that you are fulfilling that you are bringing the customer to yourself very specific very specific when the business says this specific point is to lose that large business is the same that is to be a generalist and generalist generally suffer even to existing businesses 10-15 years old businesses I tell them if your business is stable only because of your existing customers that is no longer stable because if one I have seen businesses that are successful and stable only because of existing customers and existing customers come to them only because their operations are strong their delivery is strong but one existing customer is getting challenged from stability or success these guys are slipping to survival and struggle so you mean first is how much money my customer earn and what is the need for that money and what is the need for that money second is that whatever I feel and what I do I do not do the best and I do not do anything it is like this I will give you an example one of my clients is Jamboking goodapa and Burgers Jamboking is an Indian burger brand but what do you see outside the store Burgers, Jamboking what do you see outside the store they talk about it 20 rupees, 25 rupees, Wada Pau the Wada Pau brings and the store is on the left side of the local train station in the evening that is their position so when customers are getting out of the evening they are returning from the local train of Mumbai Jamboking will be on the left side and see what they see and when they come in they say let's go I will snack ok Wada Pau you get a restaurant I can go I get a restaurant and it looks good I go inside when he goes inside and he sees he says here is an Indian burger Italian burger Mexican burger American burger Chinese burger where he puts Chinese in the burger in Mexican burger or in nachos in burger then the customer says let's go inside and try today then tomorrow the customer says let's try the food and the flavor but they are bringing the customer in On that one up out Which is good, what will you say? What should be the question be, first is keep my contact right customer Second customer would be what is a need or desire That I can fulfill that will get the customer to come to me Okay, so this is second, third Third, what is the price point Where my product or service is competitive For the customer and profitable for me What is the price point? Where customer would be like Okay, worth exploring this Look, if your price point range is as variant From other market alternatives Till you are not a significant enough brand Or till you don't have that high demand Where people stand in queue and say something And they are ready to give Till then you have to keep the price point at least competitive Where they would be like Okay, if I compare Okay, they are in the same range And to then to make it work At that price point and make it profitable for yourself See today you make money not from the customer You make money from your internal optimization Okay Because in every thing there is a competition So, to produce the price point and figure out And to produce the price point That is your mistake You get the reward in today's date But the price point is usually In all businesses The market standards are same So the price point is set by the market standards From a competitive point of view Now you have to make that price point work And make it profitable for you So this is the formula to get out of the struggle That struggle to survival Have to get these three right Okay Now from survival if you have to go to stability Okay What do I need to get right? I have to make sure Marketing consistently is happening So that leads consistently Sales consistently is happening So that leads to the revenue consistently Operations consistently is happening So that customers get value Okay And the account is getting better So that a customer can sit in the shop or in the factory To make sure that compliance is in place Accuracy is in place Now typically Because in survival businesses are in the same way Because sales are also doing business owners And operations are also doing business owners So when sales and operations are not simultaneously If a business owner is getting a project And that is busy in that And most business owners think that this is the business That they work well for the magically and then they do a point That they will make a lot of customers Word of mouth Word of mouth For your product and service A metric is that our product service is good So we are getting a referral But can you control word of mouth? You can predict how many referrals you will get And every month or month you will get a word of mouth So word of mouth is an unhealthy way of building a business For a small business owner Okay So what do you need? You need to build an engine of marketing Okay Where my outreach is consistently My relationship is consistently My awareness is consistently My credibility is consistently increasing Because of curiosity, I have so many leads in the end So what should people build on this stage? So if you don't have a stability from survival So you have to make marketing skills and marketing engine And marketing is like Gangotri That's the source From there you will get water So then sales can sell no Okay So typically the businesses that move from survival to stability Are businesses that set up marketing to generate leads Set up sales and have operations and accounts in place These are four at least fundamental stability But people are very proud that We don't do marketing like this, we go to the market These are the people who can speak 10-15 years I have seen a new business Where without marketing But they also learn from their president So you will do your job You will get what you want first So I tell you, that's an incomplete way of thinking See, delivering a good product, good service is a basic name So don't think about your achievement, if you don't have a good product or service Then you have no right to be in business So now let's talk about the stability And you will talk about the marketing If you want to get out of the survival of a business Then you will have to make marketing How do you do marketing every business? Because technically, the same business is selling No, how do I stand out? I am the most important in marketing And I will tell you something The more traditional your business is The more easy your market is Because you don't think about marketing in your industry So you said first is your struggles Survival is a survival, stability is a stability When you can make marketing sales and operations Marketing sales and operations are accounts And typically in a more than business, you will notice The people who are stable till now There is a pattern in that business A small department has a team And the manager of the team is a business owner There is no team in the department, the business owner is the same For example, most common pattern The people who are stable till now They have an operation for the team For the product and service to deliver But that manager of that team is the same That is the business owner That client interface is the same Accounts will be a content Accounts manager is the business owner Marketing and sales are not a team Business owner is the same They are the same They are the two or they are not managers Success is a stage Where a business owner realizes That this is the marketing important The sales is important, the operations is important The account is important, the human resources is important The management is important And this is important and I will not be able to do all this I will not be able to do all this I will not be able to do all this So if I have to reach success I will have to build a second line of managers Now you look at the skillset required For the stability to reach You have to manage the sales and the department But for the success of the stability You have to go out and close the doors You have to go inside and build a second line of managers To build culture, to build a process It seems boring to the business owners Because they enjoy the work People enjoy the work They enjoy the work So there is a maturity This is that stage of Doney going from being an open-air One down to becoming a captain Which requires a serious personality transformation Till stability you can bring your business to your own company And you have to go to success You will have to build a chariot of horses You can't be the horse Why do you fail here? Because this temperament required to lead Is very different from temperament required to market in sale Skillet required to lead is very different from skillet required to build To marketing in sales Explain, because You were talking like that Natural progression is not common sense I have made a shop where I have money Now money is increasing So my next goal is to build a team And to manage all the teams And to build a big business The team is not made by leaders So what happens? People are in such a business But they are given the right amount of money Which they want Because the business owner has less patience That you listen to the work The question is asked Don't think about yourself So buy a stake server And then retention becomes a problem Human resources are increasing here But there is also a problem You start your business Now you start your business You start something You don't know about starting You don't know about starting You don't know about it You don't have much money You don't have much money You don't have much attraction You start working with the top 1 person Which people can do You start making money And they are increasing And they are the main people Because you know that they are in business Exactly In fact I recommend that big people Because I believe for a home grown business The leadership also has to be home grown But I have seen many times I have seen a big brand Because you are giving it to the month You are also getting it in the future So I am a big believer You have to develop You have to find And some people have become leaders By You have to increase your business You have to write something With serendipity Coincidentally, some people become leaders Absolutely Maybe there were no leading skills Maybe there were no leading skills You have to increase your business And people will be like this Because you have to be more trusted And they are the leaders of your business Yes So by By virtue of that What is the problem? کی دERS کے پاس بہت بہت بار اب کے پیبلیٹیز نہیں ہوتی کہ یہ دنہ بڑا بنا پہیں اٹی بڑی بنا پہیں یا کیوں کی انہوں نے بھی آسطک سب کام خود کی ہوتا ہے تو ان میں اتنا کے پیبلیٹی نہیں ہوتی کہ یہ اپنے under لوگ ہائر کر کے انہیں ٹرین کریں اور انہیں اپنے جیسا بنا ہے 네 Right 네 تو یہ چیز کو کیا سالف کریں گے لوگ کیوں کیوں میں نے تو میرا جو سب سے بھروں سے مندہ آدمی تھا اس کو بھل دیا بہی تو ایکان دیکھلے تو مرکٹیگ دیکھلے تو سیلز دیکھلے تو یہ دیکھ رہٹکشان دیکھلے What your savings absolutely right کی کوئی بسنسوں اور بیٹھ دیفالٹی کرتا ہے یہ چیزہ The third I'm saying that you have to do with a lot of work and you have to do with a lot of work but if by you have to design, then you have to do a little piece of work so how to do it, how to make a leader so firstly what you need to understand is that a human evaluation is in your workplace in this your personal bias and personal relationship should not be between see how I do not bias, the person who has given me 10,000 rupees in his career that is why join the brother who has to pay the price, he has been connected with me for 3-4 years my company has been in every part of the world, so I do not bias on that so basically, just by us, but I tell you what happens okay, see loyalty cannot be your only matrix of bias loyalty plus capability creates performance now I'll tell you I've seen business owners being biased not just because of loyalty and capability but because of good communication I talk to you good, I'm your insider, so because of that you're giving me responsibility responsibility is the one who performed before the one who has received the result the one who has received the result and the loyal and his company is not biased, that's rewarding you're rewarding the person for his capability, his commitment and his performance right, so that has to be your benchmark, that has to be your benchmark that the person is capable, the person has a commitment, honesty is the truth the company towards or my towards a sense of gratitude or loyalty so that capability and commitment when that's turning into performance and empower that person to become a leader and a man is great now just see his position and my work will not end many business owners come to us and say that I've made the most capable team member a manager but because of that people are working on the work of the people exactly, exactly, because you've given him position but he's not taught because you also have to teach him so how do you teach him, you have to teach him, don't say that again now you change from your speech, so just become a minister, you have to say that how do you do that, so how do you teach him, he has to teach you and he says he's a skill leader, so how do you make someone leader now first reward merit, competence plus commitment which are demonstrating these two things, that's your leadership pipeline but what's delicate or training, they show that many committed people are competent people, they promote them but you promote them, you're not finished in promotion, you're starting from there the practical reality is more than promoting them, so my work will be done no, that is your teaching, so for teaching you have to learn now what do you teach, like a simple example of a business owner sir, we tried to make a sales team but there is no sign, we don't know if we can sell but I'm fine, tell me what you taught us, no, you joined the band we explained the product, we explained the service, what is the product, we taught everything you asked, did you do a product training or a sales training? this product training is called sales training no, this product training, this is sales training, so what is sales training? what is the question, what is the question to understand, what is the question to ask, first step is to teach the skills then the answer you are getting, how to summarize it and create an alignment between you that this is your need, this is your need, you need to clarify the customer that is the selling skill, then the product service keeps positioning that the customer's need is the solution for the product service, positioning, presentation, then the storytelling is for those then after positioning the customer's question and objections, and their doubts go from turning them from a note to a yes, objection handling, that selling skill then making the offer in a manner where you are saying the price is not with HGJH, but with conviction, with a value position, that selling skill, then negotiating and negotiating means that I am winning, negotiating means that you are also getting something like this when you are getting it, and I am getting it, which I am getting from the base that conversation is also doing, that selling skill, then close the commitment now when I give this list, people will see that they are writing this thing and they will say, "This is not what we are saying, when you are not saying, you will do something else and you will call it a scale training, you will explain the product about it, that you will sell it now why are you selling it? because you are managing it for years, because you are the product's expertise, that when the customer sits in front of you, he says, "I know what he is doing, he is buying it properly, so the customer is buying your conviction, your conversation is big, but your salesperson will have to learn the conversation so that the conviction is seen, every business is a leadership business if the business has become more leaders, then the business has grown so this question is that I teach people how to teach people, yes, I teach them a leader, and they are going to leave it and go away, why do they leave it? or they are going to do something themselves for more money absolutely, so success to scale, how can they go? success to scale will go up, when you have prepared for success, what is success? second line of leaders, are you watching day to day? are you watching the future? or is it product innovation, distribution, expansion, new vertical, now leaders are retained, when are leaders retained? when you see a future, that this level of game will not be able to be made so a might as well be a part of a journey, where we are going to grow big you can retain leaders only when you expand the vision, only when you expand the opportunity, something that makes them feel and you should be willing to give even the financial benefits of it it is not just that you have to give some support, but it is not a job, but it is not a job, but it is not a job, no, you have to have that stage where you show them visibility saying, because you are helping me expand the pie, you get a piece of it so then a person will evaluate, you know, from ground, freelancers or chai, let me be an entrepreneur, and it is not just an entrepreneur, name is a key for it there is an ownership, there is an e-shop, there is a financial future to unlock wealth and this is not some frivolous e-shop of a startup, which will never see the realization till it goes to an IPO this is a hard core e-shop, like okay, you are getting dividends boss so if you believe that I am a leader, I teach it to my entire work, and show it to my entire life that I will make a big business, so I will not go out, I will go out, after that, it is also possible that after that, if you are not getting married, if you are not with your parents, then you will not be able to live in this sumi, but this is your job, then what will happen? then we will get a little tick, we will get a little tick, we will get a lot of nature, nothing in this world is foolproof, do you feel that people who leave their sumi in their sumi that they will make a successful business, they will make an entrepreneur and they will make a big business, because nowadays there is a lot of noise everywhere, do you think that everyone should make an entrepreneur? everyone can make a successful entrepreneur? my answer is a confusing yes and no answer, that is, the truth of dreaming is that everyone is fine with me, اور سپنے کو ایک چانس دینے کا کی زیمیداری ہر کسی کی بھی ہے کہ آپ نے سپرہ دے گھا ہے نا چھول لے ار یا تو پوری کرنی بڑے گی آپ او جانی بڑے گی لیکن I'll give you an example I'll give a very simple example I had a tele-collar on my team He was an engineering drop-out we should make call setup appointments go now this tele-collar was an engineering drop-out South Indian family was there and because this engineering had failed and it was a year back his family kind of lost respect for him now this guy had very low self-worth at one point of time because at home he was getting angry that you are useless, you have a liability you have a lot of hummary, you have a lot of hope so every day he is getting that as an engineering he joined us as an intern for tele-collar and tele-collar is not a job that people desire for it's a job mostly taken by people who have no other option he worked with us as an intern couldn't clear his ear back so parents are like you are useless we said look we don't care about a degree work with us full time you are doing well, you are biting into this skill you are doing well he worked with us full time as a tele-collar for good 5 years did really well for himself added a lot of value to us as well there came a stage where I felt we didn't have a bigger game for him and there also came a stage where he wanted to play bigger so when we decided we were not capable enough to give him a bigger opportunity the scope of that work was limited and he was very hesitant to start a business I said look you have a hunger, you want to start you want to start your own business and he was like what should I start? I said look so many small businesses need tele-marketing as services can you build a tele-marketing agency? I think one of the most highlight moments of my journey as an entrepreneur was not when he started when two years after him starting he came back and signed up for coaching with us as a client saying I am scaling my team I need your help it was almost special feelings now I know there were people in my team who are not happy with me having this conversation with him literally to persuade him to start I asked him to go I said do this people are like why are we going to do this? I believe he has a bigger game there yeah, he didn't go there now see if I look at it from a transactional view I have lost talent yeah talent had been developed for seven years two years as an intern five years as a full-diamond but I know this story of this tele-marketer starting his own business inspires so many of my team members to own this organization as their own saying that if they do this they will do it for us yeah and that trust is a responsibility to be lived up to every single day we are talking about those who leave and go let's get one step first because we talked about the business stages there are zeroes there you are on a struggle mode you are on a survival path you are on a stability path you are on a success you scale yes in scale there are two things one is road map for leaders to see a career which is big enough for them and this is where you turn them into entrepreneurs slash entrepreneurs or a thing that is in scale is I think at scale you have to look at what is the strategic direction of your business are you going to scale only through organic customer acquisition or marketing or sales or customers scale also is a success to scale is also a stage where you can afford to buy smaller businesses so acquisition becomes an active option for you success to scale is also a stage where you can sell your company out and become a director in a larger business and be a part of a larger game and it works for those who are willing to acknowledge that your my capacity was to bring it till here now you have to give it to others now you have to give it to others and you can do cash out with others okay so that is also a path to scale and scale is also saying okay let's prepare for listing the company and having a bigger vision for which we are going to the market and saying this is why we need your money okay so that strategic decision is very important at a successful stage to start preparing for how do you want to unlock the stage of scale so that vehicle has to be clear for you so that vehicle with a strong management and at scale I also see that for a lot of businesses brand building becomes an important outcome okay and when I talk about brand building I think today for a micro business there's a stage of marketing with the purpose of marketing is lead generation we have to encourage our product based on that but success to scale you get you got to play the game of building a brand bigger vision, bigger mission involve more people into you how do you build a household name where people know that you exist and all of that so I think that becomes a very active outcome there like how do you go from being a yoga teacher to Baba Ramdev like people should know the brand yeah okay and if they don't know you it's fine but if they know the brand then you build a legacy yeah so how do you know which stage is the business so two things like you asked when do we get success and when do we get success and when we get success and when we get success so there are two indicators one is the fact indicator so the fact indicator is that struggle is a phase where you have the right product the customer right price is not figured out therefore you are not able to get enough business and you are constantly putting money back to just sustain the business okay that is the indicator that's the fact indicator of struggle fact indicator of survival is where you have a workable product or service you know the right customer you have the right price point and you are organically getting how much away you are getting so workable business model is the indicator of survival okay for stability workable indicator is japa you are getting enough business to be able to take money for yourself as well okay so workable business model at survival a profitable business model at stability okay at success the fact indicator is you have a second line of leaders who are managing day to day so there is no owner dependency on day to day so owner can focus on growth, expansion, diversification all of that okay that's the fact indicator at scale the fact indicator is that you have a proper management team who are now not just managing day to day activity but they are creating the vision, the strategies for future see managers who are at success stage what do you have as manager they manage people, they manage projects, they manage process but in scale stage the maturity is of a management team who have business acumen, who have strategic thinking who have decision making courage and they take the company to the next level so these are all fact indicators what you spoke about that someone thinks that one lakh rupees is success someone thinks that 50 lakh rupees is also a struggle or stability that's a feeling indicator okay and I tell you why that feeling happens when you enter any stage so say from struggle if I go to survival and I figure out the right product, the right customer, the right price I feel a sense of success but then after that I realize this is a trap, I have to do service and I have to do service so anything that you accomplish new feels success then after some time you stagnate and it becomes struggle same happens at stability when you reach the point where leads are coming sales is also coming operations is also coming, the account is coming you feel success initially but then you feel like I am doing the same payment collection is working I am doing the team work same happens at success initially when you have second line of leaders taking care of things and you are free you feel wow see I have built a successful business then after some time what happens is if you have not scaled and you have your leaders leaving you are like how many times I am doing this? so that's that feeling of accomplishment happens when you enter a stage you remain in it for too long it's the same accomplishment when you feel like that's the way it is so I think excellence is a moving what do you say? it's a moving target an escalator like that it goes up we feel like we are going down and every stage so I look at fact indicators rather than feeling indicators and fact indicators you just explain yeah absolutely فیر, جس کو بھی اگر بیسنس start کرنے, اُسے کیا Question پوشنے چی کچھ سے, کہ یہ Question کے Answer سے maybe کچھ بیسنس Model نکلے گا. سی بزال give you my basic, t.g. the map business start کرتا ہی ہم ہے, جب بھی میری دوستو سے بات کرتا ہوں, یا میں نے جسے start کی اشتق سارے بیسنس, دیزا دا, usual question I ask. سب سے پیلہ Question کی Who ھاں تھی اسی انڈسٹری جس میں میں Obsessed ھو. OK. جو میں Conzume سبسادہ کرتا ہوں, OK. maybe I am an automobile magazine پڑھتا رہتا ہوں, دن بھر, یا میں دن بھر Podcast ھاں زیوم کرتا رہتا ہوں, یا میں Game ھلتا رہتا ہوں, وڑے بھی میکنزیوم کرتا ہوں, یا انٹیریر کے بارے نینے گھر دیکھتا رہتا ہوں, جو میں سبسادہ Conzume ھاں دیزا ہوں, that is one. Second question پوشنے کی, میرپس کونسیسکیل ہے جو میں میں خوشوں یا ایسی جو میں جیس سبسچھ چی آتی ہے, یا میں جیس میں بہت خوشوں, یا جس کو سیگنے مجھے مجھا مزاعتہ ہے, کونسیکسکیل ہے, ہر کسی کی سکیل ہوتی, کسی کو سیگنے مزاعتہ ہے, کسی کو میکٹن کرنے, و ہر کسی کی, یا تو Bono, three natural skills, leaders, بھوتی کچھ بھیا لوگ سیگتے ہیں. تو ایسی کونسیسکیل ہے, and third question پوشنے کی, یہاں لیسکیل اس انڈسٹری میں کہاں پے مجھ کر سکتاں جاں پے بیسنس بن سکتے ہیں, this is a framework I used to give you more narrative, so as a framework ہے, ھاں شروعات میں یہ پوچھے, who do I want to serve, who is that segment I want to serve, and چاہے یہ بیٹو بھی ہو یا بیٹو سی ہو, get specific about a segment پہلے, like for example, if I say I want to serve business owners, then I will work back with some, what are the biggest, unfulfilled needs of the business owners. But don't you think that usually, just to serve you, that you look for yourself as a person, it is not necessary. largely yes, but it is not necessary. Okay. I mean, take a moment, take a moment, take a moment, because I am interrupting you to get better. I think I have a question for the first time, I want to serve someone. So, I am here, who is the one who is the unfulfilled needs of my unfulfilled, or the problem of my life, or I have noticed that in that, and other can be, where the world is going, where there is a gap, that type of customer. That's another way, so if I have seen that parenting is a gap, I am not a parent. So, I am not going to be able to make a business out of unfulfilled needs. Exactly. So, when you are looking at who you want to serve, you also, obviously, you will have a framework of, in what context you want to serve them. Like, say for example, you realize, parenting is a big need. Okay. But you are not a parent yourself. No, I am not. Okay. You are not a parent yourself. But probably, you realize that, one of the things for new parents, which is a big challenge, there is lack of clarity in their life. How do they want to design their professional journey? How do they want to navigate through their financial journey? Now, you can start creating that kind of content, to help them in that context. I see who do you want to serve? As a great start point too, at least start zeroing down on needs. No. Do you need it? So, one is a customer and need based approach. The other is a trend and opportunity based approach. And the third is a skill and capability based approach. So, there are three of them. There is one thing. One is to catch a segment, and decode their needs. And then, to fulfill that needs, make a product or service for capability based approach. There is one approach, that you saw a trend in the industry, that everybody is talking about AI. First, there was a wave of everybody talking about social media. So, there are so many digital marketing agencies. Now, everyone is talking about AI. So, is there a possibility of becoming an AI-enabler, AI agency, AI tools? So, then you build on that trend, and you build capability and product for that. The third approach, like I said, is more from the point of view of, what is your existing skill? And who can you add value through the skill? So, the third one is more intrinsic, me to the world. The second one is more extrinsic from an opportunity and trend point of view. And the first one is more from a need of an individual, or a segment of customers that you want to sell. Now, the thing is, you can analyze and create ideas using all three. And then, kind of see the match between where there is capability, fitment from your side, where there is resources fitment, of what it takes to make that business work, which business has the highest probability and where there is the highest opportunity fitment. So, in between those three, whatever idea comes, that's the game to play. True. And I have seen three cases, that I have seen the example. So, I will tell you. So, first is, opportunity and trend. I was watching Jeff Bezos' documentary. So, he read a paper, in the paper, that the internet, shopping and internet businesses are increasing in thousands of X's. They have never increased that much. So, he saw that the opportunity is very much increasing in the internet. People want to buy it. What can they make there? Books, business started selling and the Amazon started building. So, that's one way of building. So, Amazon started building. And then, second, I know a business, a new segment was caught. He saw that India is increasing in travel. So, he saw that India is increasing in travel. And he saw that India is increasing in travel. Look at what is happening in the world right now. something like using performance marketing on which I would try to see what kind of aaro I can ask to have. What product? -Betam. Abhi, today we have to start. Something that every household needs. Look, tell me. -It's very good. Brank plugin, ladies and gentlemen. It's very good, Dalyak. Your act is called yfllhome.com. You will get a lot of money. See, now you look at this product for example. How many people would love to have a kettle where they can get constant access to hot water? In a certain weather, in a certain season. That looks fancy, that looks sexy. So identify a product, something like this, which should be a utility product. And a utility product that probably people are not picked that much attention to. And spice it up with design and then explore distribution through performance marketing. And you feel that will work for you? Yeah, I would do that or I would not use the entire one crore and use a smaller portion of money and start a QSR. A quick service restaurant. -Q. I believe if you can get a QSR right, you can scale it up through franchising really well. It's really? -Yes. As I say, the QSR, the business, restaurant business, a quick service restaurant business. That's a great idea. -No, restaurants are a great idea. QSR is not. Which cuisine do you think is the key to the QSR's opportunity? I think South Indian food. -Really? -It's enough. Not in the northern part of India, not in the central part of India. In the authentic South Indian way. Considering I'm a Bangalorean. When I eat 99 types of cheese, I'm like, "Q, Q." The food in the country is very under-tapped. -In North India. In North India, in Central India. I won't do it in southern India because I'll tell you. Tamil Nadu has its own preference of South Indian food. Bangalore has its own preference of South, Karnataka has its own preference. Telangana andra has its own preference of South Indian food. And we have ego battles between us saying, "Kish ki sambar, a chi kith ne chad, kish ki chad neyachhi." But in three-nose states, the authentic expression of South Indian food is very easy. So that's a QSR. I will give a QSR business a shot. Where I focus first on getting the product right. Stage two focus on getting that particular unit, that restaurant profitable. The moment I get profitable, I know this is now, has to be replicated. Interesting, I have a very good QSR, which you can say exactly. QSR is very strong in the Indo-India. If we want to open a Chinese, we shouldn't open it in China. And the same thing you said. If we want to open a South Indian, we want to open a South Indian. And the other path. So the local cuisine, don't open that. Use that as a mechanism to promote in the world. I just realized recently, I was in Malaysia and my client is Chinese, more rigid. And I just realized that our Chinese is not Chinese. Our Indo-Chinese is not our native Chinese. Where do you feel India's next billion dollar opportunity? Something in the infrastructures space. Indian residential real estate at a premium segment is evolving. Okay. Nobody has built a marketplace to service all the needs. Like if, like, I would say an Amazon for residential material requirements with localized distribution, something like what an Asian paint has done. They've cracked the distribution. You can get two times refilms in a day. But in rest, like a one-stop solution doesn't exist. I'm probably talking from my own bias of recently building a home. How many people have to go to see so many things. But if I had like a one-stop solution, someone who can crack that problem at a scale, that would be an interest. There is a marketplace where we get mobiles, we get sanitary. What are the core items? Shared cards, automation. There is no one. I'm sure they have a lot of them. What is the infrastructure market? Infrastructure market is built for builders. Yeah. Like residential real estate consolidation. And I'm talking premium segment. Because the house that is going to be living there, I haven't seen spends like that. In India, they call it luxury, they are dating the above. The above is flat. It has a 40% increase. 40% that's a wild increase. Yeah. Like I gave you an experience I had when we were putting together a home theater room. So we went to this brand called Focal, it's a French brand. So we selected whatever we had to select. And the guy says, I want to show you something as a demo. He opens the door. Like it was a wall. You wouldn't know the as a door. You go inside and he has like two speakers that would be close to like six feet tall. Okay. Two speakers. And he played a song from Lagan Radha Kessin Hojali. He told me to sit. He played the song. It felt like Udhitna Ran was standing there and singing. Okay. And I asked him, how much is this pair? It's three and a half crores. And I said, three and a half crores. And I said, "I've been living here. Yes, I'm just being a speaker." And I asked him, have you ever sold? That was my question. He said, we sold seven last year. Seven. So imagine seven is a big number for that value. 2025 crores, you're only making out of just that. Yeah. Now imagine now, let's go reverse in the price ranges on everything that goes into home. Your bathroom fittings, to your barbed-tubs, to your sliding doors, your wooden flooring. I mean, it's, nobody's curated all the possibilities that exist on a platform. But, it's the market that is so expensive. So I'm not even doing that. No, I'm saying, you don't have to go up that. I'm saying, let's go below that value. No, what I meant, if you're making a luxury house, then you think I think the people who saw it, they enjoy it to choose and do things. So they don't get to see it online. See, this I gave you like an extreme example of what's possible. Anything, let's say, if you have a budget, you can get 10 lakh rupees. So you'll experience it and then you'll buy it. Yes, absolutely. I'm not talking about ordering online. I'm talking about that sort of said, Asian paints in some order. Like, I don't have a platform firstly to see what's possible. Okay. And I don't have a platform then to go experience it before I buy it. Like, I have to go to 10, 20 different people. Is there any place on one, you have experience? Yes. Maybe somebody will solve it. And do you think a luxury one is paying for it? 100%. Because this job is done, this is five crores in a profit market. If you have a 5 crore house, then you'll get a house with me. Like, I'm thinking in my head, like, I didn't know that they called one and a half crores. In my head, luxury segment was three and a half crores plus. I was looking at it from that view. So, I was looking at it from that view. How many people will get in there? I don't have an insight on it. So I don't want to just have a. You know, top, we were just a stata. I don't know if that's true or not. Because if you have a top 1% in a country, then how much will it be? India has a crore 40 crore. So if you have a crore 40 crore, then what are your bank's or the earning? I don't know what's the exact thing. So, top 1% will be there. So, if you have a 1% audience, then what will happen to you? Yeah. And in the premium segment, you don't work for the masses. You're working with a premium segment. You've seen so many businesses. You've expanded so many businesses. So, what are the most common businesses? I think the question itself. Like. How do I answer that for you? I mean. See, there's a saying that the boring businesses are the first ones. Yeah. That's true. I have all the boring businesses. So, who are you? I explain boring business and glamorous business. What's the difference between them? How a fertilizer manufacturer. Manifactors fertilizers. And sell pretty much every farmer in Gujarat is a client. Now. How do I even quantify that? How much do I earn? He's 1000 crores. I've got a couple of. You must have made it from the past year, right? Yeah. So, today, I've got a new product. I've got a new product. I'm also the product of the boring business. اب میںگெ گுiałemیر сдues nness ingr qaginga و by the way ڈ لوگ low governorsחında back end its very very very boring creatiress but teşekkürہ boring business believe Ki boring business people take construction industrialization power and vote ever xyz big big cranes you give in rent so this is a boring business a kiss co-carnay right what is the money? barrier to entry is so strong یا تو تمہاں پس کنیکشینز نہیں ہے یا وہ سل نہیں کر سکتے گیریلیشن چک نہیں ہے یا گوماں کا ہے انٹری نہیں ہے یا پیساں نہیں تکапل کی تھی مستھ میں انٹر کر پاں that is first booring business second is booring businesses are booring for a reason کی باپے سالو سے لوگوں نے ایک اپنی گدی بچھ بنا کہی را کیے کلے ٹکا رکھا وہ ٹکا رکھا تم اُس جنگل میں ایک شیر آل رہیڈی ہے تم انٹر کرتے ہونا so my definition کیا تمہا پھاڑ دیکھتے ہو my definition of a booring business very different what you spoke about are capital intensive booring businesses مجھے لکتا ہے کہ your services businesses also a booring businesses جیسے آپ digital marketing agency بگتنوں to begin with دیکھو 15 سال سے digital marketing چل رہی ہے گیا آج بھی آپ کسی بھی business owner سے پوچھو پوچھیں گے اچھی digital marketing agency کونزی ہے کراکٹ میری بھی بھر ٹکا every business owner has that problem کی ایک اچھی digital marketing agency سے ملوادوں ہیں right now if you are able to solve a problem there OK that's a booring business that can make you good money so I believe that چلو MANIFACTIONING NEEDS MONEY TRADING NEEDS MONEY now if you don't have any capital تو شروع تو سوروازسے سے کرونا سوروازسے سے بیسے بناو then from that transition add layers to your business so I feel that services business there's such a huge opportunity Do you think services business آج کی تاری میں ہزار کروڑ جتے بن سکتے ہزار کروڑ کیوں پہلے میں وہ پوچھوں گا و رکھے کیا ہے کہ ہزار کروڑ کیا ہی بنانا ہے تو ہی billion dollar business and that's what I'm saying ki imagine but why not No بن سکتا ہے بن بلکل سکتا ہے OK SNK نہیں بن سکتا but let us answer the question of پہلے دن پر یہی کیو سوچھوں میں پہلے میں اپنے mylstone چلو ایر کروڑ روپے personal income کتے انٹرپنا ہزار کروڑ turno کرنے والے نہیں کر ماتے by the way یہ آپ کو بھی بتا ہے مجھے بھی بتا ہے تو میں ہزار کروڑ کیوں چاہی ہے اگر میں لیکن لیکن لیکن simply ایکسنپل اگر میں wedding planning firm گھلوں OK weddings may easily margin is any way between 20% 30% or 40% also if you have built a brand then you can go up to margin or 60% OK Now I am a wedding planning business and I am in 5 wedding OK and I am not talking about the weddings where people spend 3 crores, 5 crores, 10 crores I am talking about wedding for in weddings in today's rate someone who is hiring a wedding planner comes in 50% and then the wedding plan is the family and cousins yeah right so if I am building a wedding planning business and I am taking it up to 3 crores 4 crores revenue which is not a very challenging thing to do OK in a span of 2 to 3 years time and I am making a 30% clean profit on it or 25% clean profit on it Aseela Kamut Kittane funded startup founder who got that house so I tell you there is this misconception that the path of wealth creation only is through scale in a business OK fun fact working professionals have more assets in this country than business owners because they are planning to do a job with their salary and they are planning to do a job and then buy a property and then they are planning to do a job and then manage the job and then they are planning to do a job and then they are planning to do a job but that is good thing no it is good thing I always say this to business owners yes and you invest in it yes so I am a big believer if you need to invest in it then you need to invest in it but you don't put all your ex in one basket you always have to have a your company and you are two different entities if you don't understand this you are putting your family's fortune on the line for this this lust that you have for your business growth and you talked about dying business there are many family businesses they are getting ready from the years how did they know that they are not dying business I think that that indication comes very early like when you see a margins depleting when you see payments getting defaulted and it becomes it's becoming a norm in your industry when you are seeing quality of product you are not able to involve but the market has moved forward so there are too many indicators of a dying business too many but they don't believe in it they are not believing in it they are trying to do it I will give you an example okay I know an entrepreneur I can't obviously be a CEO because he is the only player XYZ business we have a lot of players FMCG a lot of big businesses they are all very big and they are all big and they are all big and they are all big and they are all big so they are all big but other people are all big so their income significantly increased so how is that for that so that's not a dying business industry is dying industry sure short dying industry you are on your negative growth but because first you don't understand the issue in your context okay oil soap brown color is an oil soap which used to be sunlight and it used to be dying industry and it used to be a detergent and it used to be a detergent and now people are going liquid in detergents and they have pods so those clothes that used to be worn out by a ganga they used to have a lot of money they are industry dying but there were two or three business owners who were all business owners who liked this they used to go to the village and they used to go deeper last man standing principle plus deeper penetration like simple today soft drinks are not focusing on urban cities why? because the consciousness has increased we are getting detergent we are getting bathroom cleaners where are they going? going deeper deeper so there is always a market cable TV for example so they are dying market but I know people who are making money because they are figuring out a new geography they are figuring out a new segment but there are some businesses like Khatam and Gham and Khatam and Gham so how do you know that there are some businesses that are going to be sold out like a very simple example mobile phone retail for example now when Amazon Flipkart started dumping the market with discounts and mobile phones was the first product that they were giving deep discounts all heavy discounts now that kind of a business my dad was a mobile phone retailer so mobile phone retailer was a showroom gold hockey five or six shows but there came a stage where customers came in their store they were asking the price then they were mrp customers saw them first they saw the demo they used the feature they understood what they wanted to buy they opened the Amazon Flipkart and they were getting so many of them why should I come from here? now the thing is in our circle of family and friends there were at least four people who had mobile phone stores now my dad saw that this is a dying market as a retail business owner he was doing it so my dad withdrew the capital and he got into automobile accessories distribution one of his friends said mobile phones are expensive mobile phones will increase mobile phones service center not good he went into accessories and service center in service mobile phones service there was a big margin the customer came and he opened the door and he was going to clean the door and he was going to clean the door and eventually ended up being a built a services business for electronic appliances went in that direction two very close family friends did not pay the rent we do this we know this today they are dependent on their children going to Canada they are going to a good job they are going to a good job because we have to go somewhere they are going to a good job they are going to a good job Now, so that thing to know when to pivot or when to close the game and get out of the casino. Because, they live like there's no other option. How did you get to know that time has changed? You can stop the shop and go to the other place. Yeah, so you can make more business. I think, when your numbers and your ego are getting gaped, then it's just that. See, for them, it's like, we know this, we will do this. Their justifications, mobile phone, they are getting closed. So, they're just a sense of lack of adaptability and fixated. That this is what they do, and I've seen far too many business owners lose confidence in themselves. Exactly. They go to the same confidence. So, if someone is listening to some business owners and they realize that I am the one who is the one who is sitting in the shop. Online world, future and all the things that come here, my business is getting lost. But, if someone is not going to know me, then I will come here. So, what should I do? I think, 40-50,000 people are going to become. So, what should I do now? First, I have to do something that I have to take a new skillset or a new industry exposure. How? A simple model, franchise, a growing business franchise. But, I have only 5-7 lakh rupees left. I have given a huge amount of franchise, so I am scared. I am completely surprised. If you have given a huge amount of franchise, at least you will get that product and the exposure of the service. What if I don't have enough money to open the next time, then I will not have enough money to start the business. No, I don't think that 5-7 lakh is the only way to get an exposure. But, I generally believe that the weight of a industry, if you want to change the industry, then you will have a good opportunity to learn and industry. And I will tell you this, majority of the big brands in this country that offer franchise, this means that they don't care about their franchise. So, if you are taking some franchise, you are taking it, and I am going to learn about it. I will not do anything big for them. I will tell you that you will make so much money, do this and all of that. You are going to learn and create exposure. That's your investment. That's your education. That is one option. You have no education, you have no money. That's your one option. The other option is you will have to test another product. And then, China is in the bad. Sorry to say this. But, go, go to Shanghai, Chongqing. You know selling, you get a product, start trading. I would look at that as another viable option. If you want to sell, then start selling it. Yes. Family business. Kids say that we are ready to do business. But, Dad doesn't let us go to the market. We don't trust him. We don't give us a big deal. We don't give a big deal. Dad thinks that we are very limited and fixed. We don't have to make money. This is not how things work. So, how is that business? Again, many family businesses. Our ecosystem, I think, has a lot of family business owners, second generation, third generation. I think, for changing it, there is an alignment. And I will tell you what I mean by the alignment. One, an conversation is that, who are we to each other? Are you my father or my uncle or my mother or my aunt in the business? Because, if you are going to be my father, mother, uncle or aunt, then this won't work for me as an individual. I always say that if you work for a family business, you need to have three relationships with each other. You have to have a relationship of the family, that you are my father or my mother or uncle or whatever. So, one is that relationship. Second, you need to have a relationship of a business partner. That in this business, this department or this function, this vertical, I am telling you, that department, that function, that vertical, you are telling me. And we have to learn how to communicate to each other as business partners. And what is the role of business partners? There are two things. Challenge each other and support each other. We have to do both of them. And, in that, we don't think, this is the future of the age. We are working as a management team. So, that's the second relationship. And there's a third relationship that needs to happen of a mentor and a mentee, which means, there are such things in that business, that you have learned from your experience. And I have to be open to that experience. Look, what happens in a family business? Especially in two generations. Papa, uncle, all of them are a hustler. They have made zero at their time. They have made 100 mistakes. They have made a business on a level. When they bring their children, what mistake do they make? Either out of the desire to protect capital or out of the desire to protect confidence of the younger generation, they make them a glorified manager. They are trying to make a good decision. This is the tail generation. The tail generation is not the tail generation. They are not the tail generation. Their style is dominant or control. Their desire is protection. Now what is their younger generation respond to? وہاں یہ job کر لیدہ اچھا رہے تھا، right. یہ disconnect کو break کرنے کے لئے that conversation of alignment is important which I don't see a lot of the previous generation having the maturity to initiate. And the Dikat in the younger one is Fattu ki baab ke saam ne Dunya me shar baab ke saam ne meaom, okay? اور وہ پیٹنگر دھندھے میں بڑیاں, right. تو بھئے آپ شادی کے بعد تو توہیں پھڑے گئے ہیں. کیوں کی تم پر پپا جی سے بولیں گے ویسے کروں گا ہوں گیا, then that's a different dynamic and a challenge. So I think this expression has to be initiated by the younger generation and in this expression, you have to them کو سمجھا نہ پڑے گا آپ کو ki یہ جو آپ بول رہے ہیں, right. مجھے پتا یہ protection hai, not control. آپ دیکھویا آپ کے کونے میں نہ آنکھیں نم ہو جائے گی, کہ اور یہ پیار کی باتے کر رہے ہیں, right. You have to teach them vulnerability and for that you have to have the courage to express it with compassion. اور میری اتنے سارے دوستے ہیں. Laakho karodu ka businessun ka, right. Gharapati hai. Pashwar flor ke ghar hai chaarlohe ke liye. اور وہ ٹپیکل وہیں کہ جا پپانے جو بولہ وہی ہوگا, yeah. تیگے اور ہر چیز وہ GLORIFIED WATCHMAN MONEY میں بسنس میں ان کا کام ہے. OFFICE HO FANCEESA کچھ جو بھی اس میں جا کے بیٹھنا سو بے شامتگ بیٹھنا گھر جانا. yeah. وہ شادی بھی کر لتے ہیں. PAPA ki bae seye aur in marriage me, right. اپنی وائف کو زمیہ. ماتھوں سے آرڈر کر رہے ہیں اس کے پیسے بھی گھر بھالوں سے مپوچھ کے ماتھیں پاپا میری بیگے گے چی کر بھالوں اور وہ اس ریلیشنشپ میں وڑھا ہی سین بجاری وائف ایک تو ایک تو ایک تو ایک تو ایک تو بڑھا ہی بزنس ہے یہ ہے نام اس کے چکھر میں اس کو کھت کی آڈنٹیٹی کریسے سوزاتیں گے میں پہ جازہ ریکھا کی ناکری کیوں اثனے بڑے خاننان کی بہو تو وہ قت کر دی تھی کیوں کہ اس کا پتی اس کو بول بول کے ہلتا ہماری کر کی بہو یہ نہیں کرتی فرو گھر میں اٹھی اسے کو خط کیا ہم پیسے نہیں ہے ہس بنت سے ماجدہ ہس بنت کیا ہس کوت کیا ہس کوت کوت کوت کوت کوت کیا ہس نہیں ہے اینھے چک کر میں ماریچیز گیٹ بروکہ اپسلوڈی ہے hana its a difficult situation its a class template its a predictable template of disasters and how many people are with them? اینھے کسی میں نے نوٹس کیا ہے اینھے سے بہت گلتی نا بچو کی بھی ہے اینھے ان کو دے وان پہ بہ برنے پیسنس میں بہت سارے بچنے جو انتر کرتے ہیں کیوں کیوں اینھتیٹل دین دے وان سے کہ میں تو اس بیسنس کا اونہ رونا میرے پاپا اونہ رہے تو میں آج XYZ numbber سے start کروں تو میں آج ایسی دے 10Xی کروں گا اونہ یہی نہیں بتا کہ پرچے اس کن سے کرتے سل کن سے کرتے ہیں اپرےشنس کیوں سے ہوتا ہے لوگوں سے بات کیا کرتے ہیں پچھ نہیں آتا اور وہ دے وان پکھ سپیک کرتے کہ میں تو سی دے آیاں میں بڑا نے آیاں میں نے چار بڑیہ بڑیہ لوگوں کے بیٹیو ویڈیوز دیکھلے ہیں بیسنس کوچھے سے بات کر لیاں میں میں پتا ہے یہ بیسنس اپساکڑ کا زاکڑ کا زاکڑ کا کیسے ہو جائے گا اور انہیں لیف میں کچھ پروف نہیں گیاں پہنے گا پہلوں کو and کیوں کی اپنے ماباپ کو نوں کوئے کچھ پروف نہیں گیاں تم باپ کبھی اُن پے بھروصا بھی نہیں کر سکتا کہ بہیے کچھ کر بھی پائے گا اور ان کا پرٹیکشن میکنیزم کنترول جی سے بیاف کرتے ہیں اور پھر دونوں پاپاں گئیتی گلتی بھی ہے جیتنی بچھوی گلتی کی کی بہت؟ -I think it's a fair share. -Fare share it has. Because I have also seen where there are talented hardworking kids. But the parents are just plain simple control freaks. Okay, so it's a fair share. -I think the right approach and which is what I recommend to my clansers. First of all when you get your children to join your business, please do not give them a cabin, please do not give them director, vice president, status. Make sure that you design an MBA for a child in the business. That 3 years, 6 months are the department. -Okay? -Love it. 6 months are the department, 6 months are the department. It's an approach. First of all, listen to the words, understand. Okay? Watch and listen to the other team members. Because for those other team members, you see those children who are watching every day. Now those children who have played with them. Okay? So if you go on the first day and I am your new boss, you will keep the attitude of you, you will not have any substance, you will not have any depth, okay? Connection is not a colleague. First two months shut up. Like literally shut up. Like go with jee-hansar, kind of an approach to just listen and observe. Next two months, ask questions. Even if you want to suggest, ask, can you do this? Can you do this? Show merit, but show merit with a lot of compassion where you are earning respect. Then next two months, lead. Lead, show your substance to your department members. Saying, "This is what you can do. Let's do this. Now make it happen." Do this across four or five departments for 3 years. Understand the ground reality of the whole department's ground reality. Then you have to be a bad guy. And also, even your parents, even your children, because your parents are not like us. Our kids are grown up. For that, AC cabin, 40,000-000 chairs. I am like, "What is this?" "This is. " I mean. Car puncture, this is the road road, and we cannot remove it from the step. So you are making it a director. But do you think that doing groundwork is necessary for everyone? I think it is important. Not just from the point of view of VA, but also to earn the trust and respect. Because a lot of business owners' second generation come to us and say, "I am leading them to the kids." So you won't be able to lead them. Listen. Stage 1, 2 months, listen. Next 2 months, peer to peer relationship. Next 2 months, leadership. So now when you've done that, that's like. It's stage-by-stage evolution of relationship. Like, you are just being angry because of your surname. Your name is not because of your surname, so. And I think I've seen parents being reluctant. I've seen young people being reluctant. And the fundamental is, this is what I just said, this is secondary. Primary, this is to establish that if I'm coming to a family business or coming to me, then I need a segment of that business where I can play all my creativity, express all my skills, and learn to do wrong things. Because you've done wrong things and learned to do it. So I have a playground where I can get lost. And don't protect me. I know you want to protect me. I know you love me a lot. But don't protect me. Let me fall. That my heart will grow from immunity. I will be born with immunity. Before becoming a born, you are getting lost in the same way. So I'm with a fragile immunity system. You won't be able to stay tomorrow. What's the big business? Right? So you have to have that conversation. And maybe you have to give them the right. in this area, you'll be my mentor. I'll learn from you. In this area, I'll be your business partner. Where we can challenge each other. But we'll be the ones who will execute the veto. And in this area, we are family. So you have to go home and don't do this. That clarity has been a game changer for any family business. Very different clarity. Honestly, it's more difficult to stay in confusion. Agreed. So good things do the less difficult one. Good things require effort. It's so weird now to do a podcast with you. I know so much more. I think we have to ask you what questions. I don't know if you'll ask me questions. I don't know if you'll ask me questions in the past. So ask. Let's go to the coaching session. Now, second guest is the history of figuring out the history. No one is here. My CV will be on my LinkedIn profile. You'll remember one day. One day it will be a waste. To tell everyone, he's that coach. Mr. Rajiv will tell you that. No, make him blush. That's good. Thank you so much for watching this episode. Now, you have to do three things. First, subscribe to this channel. Because you'll subscribe to the channel. And we'll get the best and valuable guest. No. 2, tell me in the comments what's the best and what's the best. So that we can repeat the mistakes. And what are the guests who want to see our podcast. So that we can get them. And you can give us more value. No. 3, share this episode with one person. Because one conversation can change someone's life. I'll see you next time. Until then, keep figuring out. [MUSIC PLAYING]