DAY 06 - Meeting With Vivek Bhargav || Saaspreneur || V-Log With Avi Arya

Sam hard worker, works from the heart, helps people. So stay tuned. We're going to meet Vivek now. My dad has a small hotel in Delhi and we have a resort in Go. We started with being hotel then we started doing digital marketing for hotels and now we do a little bit of consulting. Coaching.

Of course.

Amazing. And this is a little bit Bhagavad Gita. It's a beautiful. Thank you. Thank you.

With your breakfast you would like some coffee or.

He's getting us two coffees so that's perfect. Thank you.

We put our designs for them right now in the process of publishing the book.

You know you biz with a new book will by far one of the best covers ever. Yeah. You see it in a crowd of 30 books you want to pick it up first. When you pick it up the paper is such that you want to have that take that book home. Obviously he's putting all the marketing but it's really a beautiful book. You must check that out. I thought somebody took a.

You know all this is phone pictures. Yeah.

As it is sent it to you.

This is the panorama version of Samsung.

Rather than the panorama version.

So see this is how the paranormal.

Version of Samsung looks.

It's actually paranormal. This is a wrist. No, you can almost be there.

Right.

You're like.

How did you get into this idea?

You know what? At this course I'm going to start a company.

Why don't you do the course so create at least hundred of these people. Because I've got at least 100 people would be ready to say you want.

To work convert your existing 21 people into 100.

Okay. What you mention.

So you listen. This is an idea that I got and if any of you are feeling that you are getting value and you would like to help someone then purely speaking, right. I can give you.

Big amount.

So for you is what 70,000 rupees clean?

Absolutely. And they're going to be and it's a multiplier and then give them something.

This is welcome to year two for 10 year plan. Please make sure that 15 days. 15 days is paid. Like I'll give you example, right.

Har.

I have signed up for May 22nd.

Right.

So I'm going to v. I'm going to har. To pay them $4,500 now for.

For the.

Just the first which.

So when you make. You know how it is when you make up your mind, you make up your mind for three years.

Not that they've taken a lot of me let's say.

Of course.

Me dropping.

Out is very three months earlier. That's also a good point because when it's urgent urgent then you know, then they don't want to make a forced decision.

And then like you know, you have to payments within 15 days of the university. This is that we need to reserve a place to let us know because Avi has decided that this going to limit. He's going to break up in batches otherwise he's going to limit the number of people. So if you are not, you obviously get reference to continue your journey or 10 years. But if you're not interested, let us know now, then we can find replacement.

Because you know right now what I thought was I'll keep this, rightly or wrongly I thought I'll keep this model very lean. Which is, that's why I'm loving it so far. So quit teamwork. But there's no, there's no real expense. So I have a team of 16 part time sales people. They work anywhere from two to three hours a day, sometimes more. If I want them to work more webinar time they're with me. So what happens is I take these commission only sales people who are trained very nicely over the last six, eight months. Met them, met their family, zoom call. Now some of them really like me and they want to work with me and some of them are getting decent money. So what's happening is that now they get 20% of the sales that happen and they're with me throughout the two day webinar. Whatever happens in the webinar, when I give people assignments, they will actually call you make sure you do the assignment. So they say this is the best workshop because here we do it. So when people create the videos, do the blog, do this, they're like I can do it. Then they sign up and then these people are following up with them throughout the year. So that has worked. Yesterday I met iad. I don't know. This is a digital marketing institute over here. Current young guy runs a 29 year old guy. Everything was so systematic. He had. He said sir, I don't have a sales team on Commission. I have 16 people in house. I said can I see? So I went beautiful systems, everything. Sixteen people sitting there. Nice. He's working with footwork. He's a company which I just per minute and they call all your cold leads.

I understand.

Really. Okay. So I thought that was a fantastic idea. Second thing was that he has another software where there's a radio sitting and barging into calls and all that. So he said we get our closures from this very nicely set up system and mine is 100% this thing part time. So these people sometimes are.

Well, not well.

I can't keep them, you know, track. They like to call only the warm leads. So as a result I got 16,500 people who heard me for two days and they've fallen in love with. Because two days, if you're listening to somebody, you fall in love with the brand but nobody's called them. So maybe I should have a team.

Continuing to get commission. What do you have?

Right.

And then what are the flexibility and the other thing is why would this not work in all emerging markets? Why are you focusing on one?

Just started, not so brand new. You're right, it can happen.

Anyway, I think you decide a number how many people you need to have in a batch. Batches. What I meant was not like cots, right? I'm saying is that it's a like this 280 people are in one thing. Or you do this with multiple red ones. So what you can do is you can make this whatever number you decide, right. 300 at a time. But you can have five of these 300 ones. So see basically now businesses are what two things, right? One is a linear part of your business, one is your exponential part of the business. The linear part of the business is where you physically spend time.

You do a webinar, you do daily.

Sessions, whatever is concerned, right? So there's a linear part of business. So your goal out there should be very simple.

Out.

Do I take that 1 lakh? 25,000, make it 250, make it 5 lakhs, make it 10 lakhs, make 20 lakhs, make 50 lakhs.

Right? Right.

So a time should come where somebody's making 50 lakhs a year.

Sure. Right.

Because you're still physically spending time every week on a personal basis. And there's the other is the expensive part of your business which is basically recorded sessions of you, of the speakers you have, etc, and packages where you sell it for 20,000 rupees to 10,000 rupees, 5,000 rupees, 100 rupees, 10 rupees, doesn't matter. So what happens is finally if you're selling a billion of them for one rupee, so at the end of the day you keep on reducing the exponential part and make the size much larger.

Right.

And linear part, you keep on increasing the size and make this size should remain the same but the price should be down. It's a 10 year journey and 10 years. So basically what happens is that you have one guy to stay with you for 10 years. And the other thing is then what happens is when you create a new course, what you do is you do a 10XR code 100XR course. So then what happens is 100XR course, 10X was 25 lakhs. Which are the people who qualify?

Only your existing students who have made it.

You see, out of these 280 whatever.

You have 5,000 students.

Tomorrow some of them will become $10 million worth. $50 million worth. Okay, listen, I'm going to pick out only 50 people. 100 people out of you will be paying 50 lakhs a year. Those 50 people will be selected from existing students who have been with me for these five years and have running a $10 million. If you want to apply, please apply.

Right?

I'm going to make a choice of these things. So what happens is, I also know they made the businesses huge. If I can spend time with only these 50 and not talk to the remaining morons, Right?

Got it.

I'll be able to accelerate.

So. So 1 lakh 25 thousand. I should not scale that to like a thousand students. I should immediately start thinking of how to make this 2 lakhs. Okay?

And then what happens is because the price keeps on increasing, right? All the guys who, who are they, they need to sign up. Because the price keeps on increasing. So what happens is if I paid 1 lakh 25 thousand rupees today, I've got it. And I've got one year commitment, right? But if I join in after three months and prices become 2 lakh rupees now I join 2 lakh rupees. So then what happens is that I also have pressure on me, right?

So this, the earlier, earlier people. Car renewal remains at the earlier price.

I don't know. I think. Yeah, I don't think we should remember unless we.

I understand. And this. So like you said, passes are the sales team. So your pants very, very easily.

See, basically what happens is, right, the first 50, first 100, first 200, right? Curated like crazy curious in terms of training them, making sure they're selling, they're committing time, etc, because that's your. It's like Facebook, right?

You start in Harvard.

You start in Harvard. Because the quality of the first 50 people is just 5,000 people. First 5,000 people in Harvard were edu addresses of Harvard, right? So they were the best in the world.

So I should train them the best. So that when they reach out to the market and Then these people train people under them later on.

I think don't jump the gun. You start with 15, you're 16. But you can scale this up and decide which industries work for you, which kind of people work for. For you, which are the people who have free time.

So the commission only model, you approve of that instead of scale that I.

Think it's a scalable.

The other thing with commission, cold calls also because right now they're not doing cold calls. But we can.

What happens is.

Right.

I'll give an example. I think I'm a fantastic sales guy. I can't do gold calls.

So then all I want to say is it's cold.

The reason is cold. So if you have 16,000 people and 200 people to sign up if you're getting conversions.

Right.

See, my whole thing is very simple.

Right.

I never force somebody to plug their weaknesses because then you create medical weaknesses.

Nice.

You'd rather focus on strengths. What happened was we realized that he was a guy who could only do cold calls. He could only talk. He could we give somebody probably doesn't know because he like I heard you're looking for thing. You let it meet you. And none of us could do that. So he was increasing the top of the funnel so much for us that we were closing. He stopped doing that. He started focusing on bottom the funnel first. He's not good at it.

Right? Right.

So he couldn't give a proposal, he couldn't give a solve problem. Etc.

Right. So I've learned in life, right.

Don't try to purify the pig. First of all, you would not be really successful. Second thing is the Pete doesn't like it.

So hire an in house team for these partners would be a good idea. Or work with Footworks.

Work with Footworks.

Work with.

See, I think see exponential technologies, Right. Work very simply on exponential business models. So whenever you have enounced teams where your linear relationship with revenues and people exist, then you can never, never create a. So if you have an explanation model, which is a freelance model, see how you can double down on it. Can you get into cabin crew and cabin crew sell for you? Who are the different industries that can sell for you?

Just imagine anybody wants a parallel income. Right. And speaks well and has a crowd. Yeah. So what I was doing was I made a list of 250 small YouTubers who are under 50,000 but still have a crowd reaching out to them. They have no money. 50,000. But following here, reaching out to them to say that I'll give you 50% and I got almost 40% people saying yes. Let's talk. How can we. One more thing I wanted to ask you was you said yeah. Team Hoga. So my biggest challenge so far in scaling this is Facebook ads erratic one month it will do very well. I'll get a conversion registration for 500. But right now it's 3,000 goes up and down and I change the landing page. The whole change in the whole system makes two weeks and then you lose one or two webinars in the process registration and then you come back. So that's why. So is it. Is it. So that's why I'm. I like the commission only sales people because they're still calling sales are still happening. So these two models should I see separately as well like Facebook. But if there's no webinar happening still these people are calling and I don't want to be. Can you not. Can you think of a model of not being dependent on Facebook? Because that's behaves.

See, the thing is the way I.

Look at it is right.

Instead of depending on me in one thing webinar.

Right.

Increase the number of following pleasing ideas. So now what happens is fundamental ideas could be that. Listen, you have influencer commerce. You're helping these guys sell. So they sell, they get a lead generation and you pass it on. Then what happens is you take your sales commission 20% to them and 20%.

To the guy who generates lead for you. Yeah.

What happens is that they don't even have to sell because a lot of these guys engineer lead but they can't sell. They generate a lead and get sold. They get 20%. They get 20%. 40. 20%. 40% on there. But you're making money in the next year. Second thing is your online courses that you do.

Right.

Sell it very cheap.

Right.

That's your webinar.

Okay.

Then what will happen is a person who signs up for a course, then what happens is you know the lead to again house come then you can.

Follow with him to buy more. So use that footworks. I should talk to them, right?

That was a very small invest. I think if I remember right, three years, four years ago started off with HRIT and one of my friends was putting in 5 lakhs and we was paying 3 lakhs, 2 lakhs. So I was 5 lakhs.

But I think that's something which is so needed because like hot leads somebody took home that they charge per minute or something. I'll figure that out. Now this guy I met yesterday, there's so many kids like under 30. This guy Karan I met yesterday, he's got a small institute over here. I think he's talking two and a half, three crores a month just training. Wow.

That's how much he's talking and digital marketing training only. And what are the things he teaches?

He basically teaches you how to become a digital marketer and guarantees a job at an agency.

And how much he charged for the course?

5 lakhs.

5 lakhs.

How many months post is it? 11 months. And what are the format of the course?

Many hours.

Monday to Friday, Monday to Saturday, six, seven hours. Three days online, three days. Very rigid, very strict. He said if people can't get hired then I can't because the agency will talk to you. Business, we developed it over the years and.

What happens is here on a weekly basis you see entrepreneurs, they progressing with them.

So what happens? You get borrowed willpower to do better in your business. Exactly.

So basically what you do is that in a way we not like. It's not the thing is that we give you earth chaptering knowledge.

Right.

But we just make sure that you're meeting entrepreneurs on a weekly basis and seeing their progress and then realizing that and getting ideas of what can be done.

You know we started a buddy partner system and we said mandatory have to do 80% buddy partner calls. So once a week everybody puts posters on a Facebook group. They post screenshots of I'm meeting Vivek. Vivek is my buddy, part time meet him two o' clock every Thursday, somebody whatever, 40 minutes. And whenever that call happens publicly on the group, you have to put the minutes of the meeting. This is what Vivek told me to do. This is what I told Vivek he should do. And next week when it comes accountability happens just that has taken has started getting results. Everybody likes to be a mentor to the other person but based on the.

Formats and the other thing is if you want to create a separate thing called a forum can be a good experience. You understand how the YP forum works?

I think so.

So basically what happens is there are eight to 10 people in one forum. They meet for four hours once in a month. And in that everything I discuss out there is confidential. So they call it nothing. No one never.

Nothing, no one never. Right.

And you discuss the personal challenge and professional challenge people give you not they don't tell you what you should do. They share their own experience and that forum.

Right.

Nobody wants to. We just signed up as Hitachi. They're paying us 17 lakhs a year and a three year contract dealers and distributors. Even my happiness course we sold it to TVS Motors. They bought 100 copies. They basically buying final copies per 100.

Copies they've signed up. So have so you. So I should have one separate person only looking at my partner shares partnerships.

And I think that you should have in house your partnership in corporate sales. B2B says now in hospital and B2B.

Should start right away also.

See basically now digital is not about this or con. It's about the end. So it's not all this or that. We come from a mindset. See what sticks you fire bullets. If some bullet hits a target when you throw the cannonball keep on firing more and more bullets. One other will hit the cannonball.

So which means obviously hire the right like good teams to be able to manage these departments.

And without teams and.

So I've gotten some amazing people so make them co founders from the get go.

If you feel that that guy can be a really really awesome co founder for you and he can really take your running to the next 10x then yes.

I've got 2625 year old kids who are so amazing. They understand the concept. They sell it like it's their own. They work on the sister here and I'm sleeping to make it better. The one guy I made our co founder because it's his company. It's always been his and he believes it. But he's got zero experience. He does not have scale. He doesn't know he doesn't have access. But I'm not an operations guy. So I'll take all this feedback from you. I'll send him a 30 minute voice note and he'll work on it for the next 30 hours.

See all those things you devil decide. My belief is abundance is about shame.

Right.

So yeah people can make a lot of money.

Do you have a copy of your book?

I don't have a. It's not printed as yet.

Okay. It'll take a month to print but.

I'll send you the the course.

No I want to do a thing on the blog for that to promote that.

I have a cover of the book. I'll take a picture of that.

Wow.

This is most ideas that has.

This is really good design. Who did this?

You're enough One of my friends he's done very nice.

This is the new book which is and harsh Koenk has given her I really like it. So may congrats on happiness is a muscle. I think I was one of the.

First people to see the COVID Yes, yes, you did.

That is amazing. So just for everybody who's watching, all the Internet moguls around the world, anybody who uses the Internet to find freedom and you know, all of that, you coach, mentor people before, honestly, I think you've been coaching and mentoring people before mentoring became a thing, right? Why do you so easily share so much?

See, the thing is that I've always seen that generosity increases happiness. So one of the chapters of my book is Kalma that you do good, good happens to you. But I think the joy is in sharing, right? So research has proven that if you're generous, it actually increases your happiness. So I've always seen that there are certain practices that you should follow every day. One of them is you should exercise every day, you should sleep adequately, you should meditate, but just lead an abundant life. So if you can just be generous every day, whether you're giving a compliment to someone or you're financially giving a larger tip or helping people out. So I constantly make sure that I'm abundant every day and I've seen that that increases my happiness muscle.

Awesome. You know, I wanted to ask you a question for a long time. Very, very long time. One of the things that, you know, made me, you know, sort of want to be in your inner circle of influence was you shared a very nice post with your every picture of your dad and you said, so would you like to say something about how what you learned from him?

So I think every single day when before I went to the office, I would meet him when he was alive and so many times, even if I knew what I was to do, he would give me a very different perspective of how it is to be done. Also, like I'll give an example, we were building a company and some of our competition was not doing something ethical. So I went and asked my dad that, you know, if the competition is doing something unethical, how do we compete with them? Should we also do something which is not right where we feel, he says that, you know what, scarcity brings value. So diamonds are more valuable because they're scarce. So my recommendation to you is as integrity becomes more scarce, it'll become more valuable. You just continue doing what you're doing and you fast forward 10 years that the competition, in a way that company closed down and we continue to do well. And when we were selling to Dentsu, one of the things then CEO of Dentsu Ashi Basin said that, you know what, we've had two sort of less than optimum acquisitions in the past, every single person has told me that if you don't work with Vivek, one thing we can assure you that his integrity and his reputation in the market is impeccable. So what my father told me allowed me to get a significant premium when I sold my company to Dentsu and I sleep well at night.

That is amazing. That is amazing. Thank you for sharing that. I always wanted to ask you something about it. To my last question. We have a short window. My last question is should everybody become an entrepreneur because there's so much peer pressure, you know, people wear a tag Instagram.

So see, you know what happens is, right if you take India as an example, a parents, parents. My grandfather would have wanted my father to get into the government job. He came from a place of scarcity where, you know, food, shedding, clothing was a priority. So you take when he got independence, the average life expectancy was about 27 years old. So now the thing is today it's 65, 70. So that was the mentality of my grandfather. My father would have wanted me to get into a Tata or Infosys or something where it's not government job anymore. But it's something which basically gives you this opportunity of getting growth plus also stability, right? You take today me, I would like my daughter to basically get into some of the companies like Profit Wheel or Internet Moguls or cred, right? Because then ESOP and startups, you can make more money, right? But the fact of the matter is that what is the next, right? So till now, till the time you're living in a job world, you're living in a scarce world. So my father told me something very interesting. He says, Vivek, do you want to do business? Do you want to take up a job? So I was 10 years old thinking whether I'm going to get batting in my building or not. And I said, what's the difference, right? So he says, see, in a job you have to spend less than what you want. But, but if you become an entrepreneur then you have to earn more than what you can spend. So there's no cap on spending. You can spend a crore rupees a day, just make sure you earn more than that. So I think as we go from the scarcity world into the abundance world from. So if you just take today, right, there is enough private equity available. So if you take definitely California and Las.

For now, it's a 100% service model with no tech. You think, you still think I should think big about this?

Think big. I why don't you basically build it through SaaS. So as you have content, SaaS will take care of all the tech.

What tech you need?

Each Edison charges you 30,000 rupees a month. Unlimited courses, unlimited students.

See here the thing is right now the higher you charge like you dance alone is not is coming. Because Abi Adya is a brand of.

Code that scale also put together. For that you scale linear fashion. You're increasing the price, right? Take all your content, put it into a course. That you will raise your price and go for millions. And that will become clear for your.

Sa.