How Businesses Can Generate Organic Referrals From Existing Customers | Avi Arya | Sarthok Singh|

Tell your best customers or client that you enjoy doing business with them. That's the number one thing that you're going to do. Second is that you tell them that they already have those people. Because see how many of you, many of you just mentioned that you want to clone your best customers so your best customers have that similar network of those people that you actually want.

Okay.

That you actually prefer working with. Make sense? So and the third step is that you have to help the customer or client see a clear picture on who will going to be benefited from your product or service as they got benefited, who else are going to be benefited. And the fourth step is this one is interesting. Many of you will get an idea from it, but I'll explain later as well. Extend a total risk free, total obligation, free sales offer, willingly offer to review, advise or at least talk to or to meet with anyone important to that customer as a service to that particular customer.

Satok Singh, how are you doing?

Hello Abhijit, how are you?

I'm doing very well. Thank you so much for taking the time out. Really means a lot.

My pleasure. First of all, thank you for a wonderful meditation.

Oh, thank you for, thank you for supporting this and joining us in the meditation.

Incredible meditation. I was through that all the time.

Oh wow.

That is amazing. That is fantastic. Awesome. So you know, how do we start our Thursday master classes is by, you know, I give my hero introduction and then we request our guests to follow the same format and give a hero introduction. Are you ready?

Sure.

Okay. So my name is Avi Arya, father of two girls, six dogs, husband to a superwoman, a streetcar racer turned hotelier, now social media marketer and founder of Internet bogus.

Okay, I cannot match that but I'll try.

Okay.

My name is Sarthak Singh, who once waited at a restaurant thinking that why there's a long queue, ended up focusing on why, what's the science behind a lot of customers there? And I turned into a very curious and intrigued person to understand referrals. And then now to an extent, people know me as a referral marketing consultant. So that's my story.

That's my awesome guys, can everybody give a big, big, big welcome again to Sartak. So guys, every business, any single entrepreneur, America, every entrepreneur says that we grow through referrals. BNI Kapura network referrals. Multi billion dollars worth of referrals happen. So how many people are interested in learning about how referrals happen? Okay, so Satak, are we going to do a presentation format or a Q A?

Are we Going to do a presentation format. I was just a bit curious about how to share my PPT because is there, I think I've shared with Lakshita. I mean can, can she share it with me? Because a bit confused how to share it.

No problem. Should I give you sharing rights?

I have the sharing rights but I'm not able to. One second, let me just, let me just check.

One second.

So how many people here, the 57 people here, how many people have already done any referral work or got some referrals? And what do you think is the power of referrals? Like what happens?

Oh. Oh wow. Oh wow.

That's amazing. Nidhi and Asta, that's amazing to know that already you're working on a referral system. But is it a system in your business or. It happens ad hoc. I mean do you have like a target that I'm going to get this many referrals or I'm going to ask people for referrals because if it's a system then it works automatically. If it's not a system then it works, you know, sporadically. Yeah. So ad hoc. So over to Sarthak, who's the expert.

Okay, thank you Abhijit. And can everybody see my screen?

Everybody can. I'm going to switch on my video over to you.

Okay, wonderful. So hello guys. I mean it's been, I think it's a great opportunity that I've got today to be able to share that about what I have learned and I'm really glad and happy to be able to share something that will, I'm pretty sure it's going to blow your mind and I'd like to, you know, just, let me just start with my introduction and a small story about how it all started and I would request everybody to be interactive about the questions and some insights that I'm going to ask you. You can either reply with a yes or no and it will be really, really an amazing learning session for everyone. Alright so let's move ahead.

So.

Well, quick introduction. My name is Sarthak Singh, known as referral marketing or India's Referral Marketing consultant. Happened to be a part of an amazing book, amazing book known as the growth hacking book 2 which is an Amazon bestseller into multiple categories that includes business etiquette, startups and many others. And there are many others who have actually contributed in this book. But I'm glad we've got some amazing, tremendous results from this book. I'm very happy to be a part of this amazing project and I want to share Something interesting, you know, about how it all started, about my journey to become so curious about this reference. And I'll tell you, am I audible? Can everybody just simply oh yes. Wonderful, wonderful. So this started, you know, and everyone, I want to address everyone. How many of you have been to Kerala? Have you been to Kerala? In India, it's also known as God's own country. Okay, you've been to Kerala. Okay, wonderful, wonderful. And I want to share something. So, you know, I went to Kerala. I was with my parents, I visited there. And so long story short, what exactly happened was that I, you know, we were staying in this hotel and the hotel owner, he recommended us to visit a particular restaurant for the lunch.

Okay.

And so we said fine. I mean it's a recommendation, so let's go for it. And so it was, I believe it was 2pm and I was very hungry. And what happened was the moment we reached that particular restaurant, I found there was a long queue. Long queue. Itni, Lumbi, Lion Lagwiti. And, and how many of you have been there? Even if you order a food on Swiggy or Zomato, whatever it takes, 40, 45 minutes and you're very hungry, how does it feel? It feels terrible. Yes or no? If you can type in the chat box. So I was, I was, at that time it was very difficult for me to, you know, I was just in thinking like what to do. So and somehow, you know, when you are super hungry, your brain just, it does, it doesn't work properly. But anyway, so I thought that, you know, I looked at the queue and I realized it. So it's at least a 40 to 45 minutes long queue. After 40, 45 minutes, we're going to get an opportunity to order food. Anyway, at that time I used, I started thinking that why, you know, this particular restaurant has this long queue. And mind you, there were other restaurants as well. I was looking around and I found like the other restaurant was just fine. But there was something amazing about this particular restaurant. And these were the, these were the thoughts and these were the literal words that, you know, that came into my mind at that time. And I would like to say this in Hindi. I see. Kansi Mayavi Shakti Hai is hotel restaurant that is actually pulling so many customers. Is it just luck? And I just said that with some desperation, like why do they have. Because I've seen many such businesses who have a lot of customers coming to them and I just couldn't figure out why. Anyway, after that I happened to join study abroad consulting company and I it's a Nehru place, it's in Delhi. And there I again saw this, that you know, it's a 25 year old company and I saw it's like more than at least, if not hundred, then at least 70% of the leads were generated through referrals. This completely blew my mind and I started thinking is there a way if we can systematically generate referrals, is it possible? So this became my quest and I started researching, learning everything you know about referrals, started testing and so guys, long story short, I have, you know, discovered and have implemented more than 40 plus referral systems step by step system that actually generate results. So and today, you know, I would just like to walk you through about what I have learned and what I can contribute in your business. If you are running a business, if you have a customer base, I'm going to make a promise to you today in this presentation and just be with me through that.

Okay?

So moving ahead, so what I'm going to actually cover. So basically I'm going to cover like seven, eight things. So basically like what's the difference between referrals? Referral marketing, Referral system. The exponential effect of a referral system turning your best customers into 24, seven sales representatives. Referrals in four easy steps. And what are those three ways to incentivize your referral generation? Then this one is huge. I'm a big fan of it. Referral sales by forming a club. I have a complete example to show you because we have some, I think we have less time but to whatever extent I will be able to present my inside, I would do that. So just be with me. And a small audit, that will do.

Okay.

And this, in this small audit for 10, 15 seconds, participate with me. We'll learn about your particular business, that what exactly is lacking and how much amount of money are you losing on the table by not asking referrals?

Okay.

And then some sample letters to how to ask referrals and three strategies to ask referrals. Then finally we will cover referral systems about what the heck is referral system?

Okay.

And, and here's my promise as you can see on the screen that at the end of the session it is my promise that you will, I will give you a step by step system through which you will generate never ending referrals. I'm not exaggerating it. I'll show you the example. I'll show. I have done it for my, my work. I've done it for many, many of my clients and I'LL prove it to you and it will. And just write down, make, make, make those notes and you will be able to generate referrals, if not by today, then by tomorrow.

Okay.

All right, so let's move ahead. All right, so first let's understand like what exactly is the difference between referrals, referral, marketing and referring? Because, you know, this can be a bit confusing. You know, at times we use these words interchangeably. But I want to walk you through about what exactly the difference is. So let's understand referrals. So as you can see on the screen, a referral is nothing but a word of mouth. It can be a lead or it can be a sale, not necessarily generated proactively and can be passive in nature. And how many of you just type in yes or no, have experienced referrals in your life? How many of you have received referral, referred customers in your life? Okay, another question. How many of you receive referrals consistently in your business?

Okay.

Rashmi always gets that. Great, wonderful, wonderful. Now I, now I have one more question. How many of you have a proper referral system in your business that generate refers consistently? And it's okay to say no? It's completely okay, because this is what I'm going to share. All right, so no system. Wonderful. Because this is where the problem is. The problem is that we know referrals as something that is passive in nature. You see the inquiry, Curly.

Okay?

But this is not how it works. And I'll just walk you through about what I actually mean by active and passive referrals. But let me just first just walk you through the difference between referrals, referral marketing and referral system. So moving on to referral marketing, what exactly? Referral marketing. So referral marketing is nothing, but it's just a technique which lets your loyal clients, loyal customers to refer their network to you, okay? In exchange of early access of your product or service, discounts, money or cash back or free products, okay? Or let's say sample products.

Okay?

So referral marketing is driven by incentive. Referrals are passive in nature, okay? There's no active, there's no activity going on to generate referrals.

Okay?

They could be, they could not be. And this is where the referral system come in place, which is an integrated process, okay? It is an integrated system that combines both referral marketing techniques and even the passive way of generating referral, not necessarily rewards. It is a step by step system and that can be installed to generate referral leads.

Okay?

I hope it makes sense. Okay. No, Issues. I mean, I'll walk you through. I mean, this is just a theoretical part. I just wanted to just give you an overview about this. All right, so now I want to just walk you through about what. I want to show you a real example about what does a referral system looks like. Okay, so let's look at this. This is an example where there's no referral system in your business. Not at all. Okay, so I'll just walk you through how it looks like. So let's say you're placing an ad every week and you receive 100 calls. And out of those hundred calls, you get 20 appointments. And out of the 20 appointments, let's say you close five sales, okay? And in. At the end of the month, you will have 400 calls, you have kept 80 appointments, and you have made 20 sales. And let me just show you how it will exactly look like in an excel sheet. This is how it will look like. Okay, can everybody see? Week one, you run an ad. It's just a simple framework that. I'm not framework. I'm just simple example that I'm sharing. So you can see week one, the 100. You know, you got 100 inquiries or 100 calls from that particular ad. Made 20 appointments, you made five sales. So at the end of this sheet, you can see that there were 400 calls, 80 appointments and 20 sales. And this is the example of this. This is the example of no referral system. Now let me walk you through with an example of a referral system. This is how it will look like. Now imagine this is the same example. There's one more column of referral. Now, with every five sales that you made, with every five sales you made, let's say you got two referrals, all right? Let's say you got two referrals. So that means in week one, you got 10 referral. Week two, 10, week three, 10, and week four, 10. So that means you got 40 referrals. And I'm assuming a closing ratio of 30%. Can anybody in the audience tell me that? Why am I assuming a closing ratio of 30%? If anybody of you have been in sales or have been doing sales, you know that this is a particular percentage which is on a higher side. Can anybody tell me why am I considering a 30% closing ratio? Prabhakar? Yeah. Wonderful. Wonderful. Yes. So I really wanted. I really wanted to highlight this. Why I mentioned 30% closing ratio is simply because this is not. This is. This is not me. I'm not saying this. According to Nielsen, one Of the world's largest market research company, A referred customer is three times more likely to buy from you. The reason is the trust is already assumed, as Michael just mentioned.

Okay.

And by the way, I wanted to highlight one more thing. If you are doing, let's say, a cold, let's say whatever you did for your marketing, let's say 100 people came in, what do you think would be the. If it's not a referred way of generating leads, what do you think would be the closing ratio? I know the closing ratio worldwide. Can anybody guess it? Can they put in the. Can they put it in the chats. What would be the closing ratio? Wonderful. Wonderful. Great. Wonderful. I mean, I have to say the audience here is very, very learned audience. Purely, they know the business. Wonderful. So it's 10% worldwide. It is 10%. So I really wanted to highlight the exact closing ratio difference between when you actually, you know, bring in a customer for the first time and when you have a bucket of referred people who come to you. So that's the difference of at least 20%. Wonderful. Okay, so let's move ahead. And so let's understand about, you know, how to turn your best customers into 24, seven sales representatives.

Okay?

And everyone just be with me at the end of the presentation because I've made a promise that I will make a perpetual referral system. I will completely show you and how you can come, how you. How you can consistently generate referrals. I mean, it seems exaggerated, but I know it's true for me. So forever. Okay, all right, so let's see. So how many of you wish that you could clone your best customers or clients? How many of you wish that you could actually clone your best customers or clients? And who are your best customers or clients, by the way? They are the one who pay you on time. They don't negotiate. They value what you do. Right, Wonderful. Okay, so let's look at this. So very simple, no rocket science, but let's address this Number one. How many of you systematically. And be honest, just be honest. How many of you systematically ask your present customers to recommend your business?

Okay.

Asta said she doesn't. Bhavna says no. Okay, all right. Some of them do.

Okay.

Many of them don't. That's fine. That's fine. Okay, all right, all right. Wonderful. Wonderful audience and very interactive. Thank you. So, okay, so this is where I wanted to make a difference. Like most businesses, they settle for a passive referral. So from now today, make a note right now, everyone who is actually listening to this Make a note everyone from today you're not going to settle for passive referrals. And let me tell you what are passive referrals. Passive referrals are the one. Let's say you have let's say 100 customers throughout the year or 200, 300. And out of that let's say people they, you know, the past customers, there's someone they referred. Let's say you bought five or ten customer but you didn't did any effort to generate those referrals. These are known as passive referrals. From today you are going to. From today make a note, this is. Having passive referral is a sin for your business. Just write it down. Having passive referrals is a sin for your business. You are going to strive for active referrals and I'm going to walk you through about what I mean by that. Thank you Prabhaka. Thank you very much. So from today onwards you're going to focus and focus and work towards active referrals. And it's okay to have passive referrals. When you see the kind of results you get from active referrals you won't care about passive because you won't even know how which one is passive, which one is active anyway? Alright, so let's move ahead. So active referral system brings immediate results. It brings immediate results because it is a step by step process. And mind you, I want to share one thing. The kind of effort, hard work that you put in to generate a new lead and then convert it into a client working on to create an active referral system will take maybe just 5 or 10%. Not the amount of effort that you put in for bring your new client or customer. That's simply because no matter how great your marketing is, the problem is the client or customer still needs that kind of trust to be built by till the time you deliver the results. Okay, anyway, let's move ahead. So what's the conclusion? Many of you initially admitted that they're not that you haven't asked. From today you're going to ask for referrals. And don't worry, I'm going to walk you through about how to ask referrals if the client doesn't give referrals. What to do? Just, just completely, just, just be with me and I'll walk you through about. But just make a vow that you're going to ask for referrals from now. Okay, let's move ahead. So now let's look at how to get referrals in four easy steps. Step One, and don't worry, as I said again, I'm going to walk you through about how to do that. But let's look into this, let's dive into this. Tell your best customers or clients that you enjoy doing business with them.

Okay?

That's the number one thing that you're going to do. Second is that you tell them.

That.

They already have those people because see how many of you, many of you just mentioned that you want to clone your best customers so your best customers have that similar network of those people that you actually want.

Okay.

That you actually prefer working with. Make sense?

Great.

Asta. So and the third step is that you have to help the customer or client see a clear picture on who will going to be benefited from your product or service as they got benefited, who else are going to be benefited?

Okay, great.

And the fourth step is this one is interesting. Many of you will get an idea from it, but I'll explain later as well. Extend a total risk free, total obligation free sales offer, willingly offer to review, advise or at least talk to or to meet with anyone important to that customer as a service to that particular customer. Makes sense. We'll cover that in the, in the Q and A section. Don't worry, but just be with me. All right, so let's move ahead about how to incentives.

We can only see half of you camera.

Okay.

Can you see the, can you see the presentation?

Yeah, everything else is good. Thank you.

Oh, so sorry. All right, so now how to incentivize the referral generation? Let's look at this. There are many ways to do this, but I don't want to overwhelm the audience here because I have so much to cover and I want this, I want you to take just one action. That's what my promise and that's what my goal is today. So don't want to overwhelm you with the information. But this is also equally important because I want to cover some theoretical part because that's important because this will give you a much better perspective about what the heck is referral generation is all about. So let's look at this about how to incentivize the referral generation. Just covering three steps for this. And so here we go. So the three, three ways to do this. You can tie a particular service or merchandise to, to increase your referrals, number one. Number two is you can promise a particular major discount usually done in the retail sector. Okay, retail sector. And third, you can do a particular contest. Now before I move further, I want to address one thing Guys, be open minded. Don't think that this is going to work in my business or this is not going to work in my business. When I say referral systems and I'm going to cover some of them, referral system means that you just have to implement one particular referral system in your business which is resonating and you know your customers actually are resonating with it.

Okay?

So just be open minded because these are frameworks and you have to test particular system and framework in your business to make it work. Testing is the key in marketing anyway. Alright, so these were the three basic ways that you can incentivize and I can totally understand if you are selling a particular premium service. There might be other ways and I'll definitely like to share with that. Share that with you. But let's move ahead. Now let me give an example, let's understand this with an example. So let's say if you are a chartered accountant or anything to do with accounting services, this is a framework you can actually use in multiple, multiple service business. You might offer, you might like to offer a mid year tax review at no cost in exchange of one or more new client leads or simple referral leads.

Okay?

As a, as a doctor, somebody asked as a doctor, this is example of a dentist. So each and every information that I'm sharing with you guys, this is not theory, this is field tested. There is a word in business, field tested that means I have tested it. Okay, so I'm sharing that with you. For example, like for example, a Dentist is offering 500 rupees discount on an initial exam for new patients who has been referred to him simply because, simply because they, the referred customer wants to enjoy an inside deal. And that's what we want as a, as a, if we get referred by anyone, we want an inside deal.

Okay?

All right, so, okay, so this one is my favorite as I told you. Now I want everybody to just completely pay attention about the next thing that I'm going to cover. It is about forming a club. It is one of my favorite. As referrals, you don't need to have any and you don't need to put money too much. Not at all, nothing. And I'll walk you through with an example about how you can, you know, form a club and start generating reference. Let me give an example, but first let me tell you what, what do I mean by forming a club? Okay, so what you can do is you can just simply form a club. No matter what kind of business you are in, there are always and always Complementary services in your business. Okay, and let me just walk you through. Complementary services mean something that you're not selling, but they are complementary to your business.

Okay?

They are. Your customers are also buying that. Okay, let me walk you through an example. So and but before that, how many of you are from Delhi, by the way, can anybody. Is anybody from Delhi?

Okay.

Shraddha is there. Wonderful. The reason Ritika is there. Great, great. The reason I asked this simply because the example that I'm mentioning here is about Neha who owns a small retail shop in Preetvihar.

Okay?

So now let's look at Neha about what she does and what happened when she actually started a particular referral club. And I'll show you. So look at this. So Neha actually sells sewing goods, okay? That means fabric. That means patterns, needles and thread. And how many of you know that Delhi is a big hub of fashionista people? There's so many fashion houses there, you know, selling this kind of business. Yes, wonderful. You know this. All right, so now let's look at this. Okay, Wonderful, wonderful. Thank you, Rinky. Okay, so now let's look at this. So this is Neha. She sells fabric, she sells needles, she sells thread, she sells patterns of clothes. So now let's look at this. What she did. So what Neha did is she let fewer of her customers who have a passion, who have a passion and are interested in dressmaking, okay? She formed a particular room in her shop, you know, and she started inviting people who are actually passionate about dressmaking. And mind you, these are not customers, okay? These are people who are interested in dressmaking. She didn't ask anybody to come and buy anything from her. Now let's look at this. Now, Neha calls this as the Tuesday Dressmakers Club, okay? You can give any name, any fancy name. And she. And she called it Tuesday Dressmakers Club. And let's see what happens. So these are the results that happened with Neha's efforts. So the world of Dressmakers Club spreads and more and more people start to. They desire to join it. Okay, now there's a distinction. These are the people, the product service that Neha is selling. These she's actually inviting people with for a complimentary thing. And ultimately they're going to use this particular product that she's actually sells to create this kind of clothing that she wants. I hope you can see the distinction. And next is the members of this dressmakers group themselves start to invite other people to join the club. If you are a business, you can always create this kind of club. You can do it offline, you can do it online as well. And in the Q and A, I can share the nuances about how to maneuver it into a business. But let's look into this and then what happens is the attendance at the club's dressmaking session increases. Purchases of dressmaking supplies from Neha's shop increased. This was the ultimate goal, as you can see. She started building a community. And then ultimately Neha sales and profit rise, and she can now actually afford a much larger inventory and a larger stroke. This is a common, basic, simple example about forming a club. And anybody can form a club. This is as simple as just, you know, that's it. It is very simple. There is a particular saying in Hindi, naheem lag in a fitkeri. And I have done this for many businesses. It is very, very simple. Anybody can do this. All right, so now let's move ahead. And let me just give you a more insight about that. There is no dearth of, you know, building. There's no dearth of basically just hopping onto one particular referral system. And I'll cover about what referral systems are. But, you know, you can ask referrals at the point of purchase, then you can ask referrals at certain interval of the year. Maybe it can be Diwali, it can be a particular festival. There are so many. There are multitude ways of asking referrals. Multitude, multitude, multitude. You can have tremendous amount of referrals. And today I just want to cover one simple. I just want to give you one step because I want you to come over my LinkedIn and just drop me a text saying that, hey, you know what? We got sales with just one particular step because I could overwhelm you with a lot of amazing information, which I don't intend to, but anyway. All right, but I'm happy that you are enjoying this information. Anyway, let's move ahead and, and, and let's learn more. Okay, so how many of you are ready for a particular small audit? 10 to 15 seconds. We'll just take this 10 to 15 seconds. We want to be overwhelmed. Wonderful. Thank you. Thank you very much. Thank you. Wonderful audience. All right, so let's do a small exercise right now. Okay, so we'll do it for 15 seconds or. Okay, I'll give you 20 seconds. Quickly write the name of 10 customers. Just write the name of those 10 customers who are. Who can give you referral. Okay, just quickly. I give you 20 seconds. Just quickly write not in the chat box, but you can simply write on A piece of paper, just simply write name of 10 customers. If you are a coach, consultant, service provider, B2B, whatever. If you have been into business for a while, I'm pretty sure you can get, you know, those 10 customers. Okay, how many of you can say that? You know, you can, you can write at least 10 names of those customers or clients who can give you referrals. How many of you can write that? If you have been into business, you can definitely do that.

Great.

Wonderful. Wonderful. Thank you, Astha. Thank you, Harshit. Thank you, Michael. Wonderful. Now let's do another audit.

Okay.

Just type in yes or no and we'll see what's your score and what exact how many money you would be missing on the table. Okay, so you have to write yes or no. Are you contacting your best customer or clients and asking them to recommend you to you? Yes or no? Just type in this one. Just type in the chat box.

No. Okay. All right.

Some of you have written yes.

Okay.

No.

All right.

Are you offering incentives to your customers to send you a referral? Yes or no?

No. Okay. Okay.

Are you asking other business owners or professionals to recommend you to their customers or client? Yes or no?

Okay.

Are you offering special price braids or let's say, let's say. Or maybe a specific inter. Cl. Let's say a festival, festival referral deal or something. Are you offering that? Yes or no?

No.

Are you using holidays to offer your customer a special incentive for referrals? And mind you, this is for referrals. Always maneuver around according to your customer and clients, your industries and the way you communicate with them. Okay, but let me show you some example and then also show you three strategies about how to ask referrals. But let's look at this. So this is a simple example. So let's look at this. I'm writing to you as a service provider to share with you that my consulting service is getting extremely full. I will be only be able to accept a small amount of business and I want to share that. If you have associates or friends to me, I will give them the first priority, give me a call and register their name so I'll know how many spaces I should reserve for you. Now you don't necessarily need to write in this tone. You can always and always change that. You can be a bit polite.

Okay?

But you have to let them know that you are into this and you get a particular amount of business from referrals and you value referrals and you expect referrals from them. Don't worry I'll walk you through about how to exactly how to be more precise with this process. Okay, just a second. All right, so now let me just share three strategies and scripts to ask for reference. And there's one more exciting thing because it seems a bit theoretical. I have covered a real life example of how I closed a particular influencer on WhatsApp. I call it WhatsApp introduction system. And I'll show you anyway. So let's look into this.

Alright?

The strategy number one, do not use the word referral. Now you would say that you've been constantly talking about referral. How is it possible to not to speak about referral? I'll tell you why. Because referrals is like a cliched word. You know, the moment you say I want a referral to anyone, they get confused like how do they refer to you and you know, bring your customer. And it is our responsibility as an active referral getter that we have to maneuver around to get reference. And I'll walk you through how to do that. So what you do, so what you instead, instead what you say, you use the word introduction instead of the word referral. Never use the word referral. It is a cliched word. You just simply say introduction. Get yourself introduced and I'll tell you how. Use this particular field tested script. It says you can reach out to your client and you can say hey, do you know anyone that you can introduce to me who might need my help?

Okay.

Do you know anyone that you can introduce to me who might need my help? And I'll. Let me show you a live example. So this is, this is Gopal Krishnan Abhijit. I hope you know him. Gopal is the founder of binge marketing, right?

Yeah.

Oh yeah, yeah. So this is, this is how I closed Gopal as a. As a consultant. So basically as you can see, this is not me, this is Bhopal student and this is how he introduced me on WhatsApp. So what you can simply do is ask your ask your client to create a particular WhatsApp group right away. And I'll tell you at the end of the presentation how to do that and then just tell them to introduce you that this is you, who you are, this is what you do. And this is how Mr. Arun introduced me. He said that Sarpec is an energetic consultant and got very good result with us. And he simply introduced me and then had a call with Gopal and then we worked for some time. Okay, so this is a real life example about how to ask introductions how many of you can you do that? Do you think it's rocket science or is it simple? Just especially. Especially people who are doing consult. Simple, doable Prabhaka. It is not just simple, it is. It is profitable as well if you start doing this. Wonderful. Thank you, Harshan. All right, so let's move on to referral strategy number two. Okay, so let's look at the referral strategy number two. That you put referrals as a condition to do business. Now how to do that? Okay guys, very simple. You have to communicate in a way that. That you know. That shows you that how much you value referrals. And let me just walk you through with a word by word script.

Okay?

I'm sorry if the screen is a bit. If you're not able to see, I apologize for that. But let me just give you this trip. Let me verbalize it. So what you. What you do is every time you sign up a client, okay, you tell them that Mr. Client, you tell them that you know, 80% of my business comes through referrals. You let them know in advance. 80% business referral.

Okay?

And. And when I actually deliver the kind of work that I promised, that you have actually hired me for, when I deliver that, I expect you to give me at least two referrals, okay. That you can proudly introduce me to that okay with you. As simple as that. You let them know in advance. Let's say you can do it at the point of purchase or there are multiple ways. I'll show you. But you have to let them know in advance that you value referrals. More than 70 or 80% of your business comes through referrals.

Okay.

And you are going to deliver the results. Obviously nobody going to refer you if you don't deliver results. You deliver the results. And only and only when you satisfied, you expect them to give you two referrals or two introductions. Is that okay with you? That's how you actually let them know in advance.

Okay.

Wonderful. Michael, if you do that, great. Now there is a small issue that if the client or customer tells you that they don't want to give you a referral, if that happens, I want to let you in advance. Why would that happen to you if it, if it ever happens? See, if you are in business and if you have been doing sales, the customer or the prospect, they always and always lie. Especially if you're closing someone on call. And if they say, hey, you know what, I'll think about it. So the moment there's a thing about it, most of the. Most of the sales people, they just drop the phone. They think that, okay, they'll think about it. This is not how we approach. If they say they think about it, they want to say, let's say there could be many reasons they are not happy with the price point. They're not happy with the way you're pitching them. There could be many reasons and it is our responsibility to uncover that. For example, if someone says to me, if they say that, hey, I'll get back to you, and I'll say, that's fine if you want to get back to me and think about it. But I've been into this for a very long time and people generally be polite to me because they don't want to be rude. So I actually want to take more time. Or is there some other thing that is bothering you? You know, just simply upfrontly I ask them and then they come up to me and they say, you know, what is actually the price? You know, so the point that I'm trying to tell you is that we always, we have been conditioned to live in a society that we try to deflect by saying things that doesn't mean anything.

Okay?

So if it ever happens to you that if your client says that I don't know anyone, or I can't think of anyone, or clearly say that I want to do, I don't want to give references simply because there is something that they don't feel happy about you or about your service, for example, and how to, how to address that? Let's look at this. So let's look at this. So how you address this? You, you tell the client that you know, See, let me say this Hindi. I don't know if you can see this on the screen. So, so we tell the client, see how introduced. Comfortable or confident. And I want to be that person who you are absolutely comfortable, Comfortable and confident, introducing your friends and families. So what do you think we shall do to make you feel comfortable, to introduce us to your network? Okay, and this is what will happen. The client will say, well, I introduced, you know, I'm not happy with the XYZ in your service. Or I'm not happy with the ABC thing in your service. Bingo. This, this was the purpose we wanted to know from the client. Keep problem care. This page was not to ask for referral. This page was to actually know what's the problem that is actually holding the client back to give you referrals, something they're not happy about. Once you address that and then you tell Them if I fix this XYZ in my service, will it be okay for you to give me two referrals?

Okay.

And the client has no problem if you fix that.

Okay.

So, so guys, this, everything that I've been trying to explain is actually active in nature and not passive in nature.

Okay?

Don't think if you're, if you are into business, I would like to believe that you are not ashamed of doing sales and it's okay to at least push, not pushy, but push for something that actually you care about. If you really care about your clients and customers, you can always push them for reference.

Okay?

All right, so now, now I would like to cover something. Yeah.

Okay.

So some more theoretical part for me to cover just to, just to reiterate, why do we want referrals least expensive, least risk and highest leverage and highest potential payoff?

Okay.

This is something that we all agree. All right, so now why do you want a referral system? Because now we are heading towards referral system. Why do you want a referral system? A referral system is basically a step by step process to generate referrals consistently.

Okay.

Step by step process to generate referrals consistently.

Okay.

And you can have multiple referral system in business, in my opinion, start with one. If you don't have anything, start with one referral system and gradually proceed towards two and then three. Okay. First I want to actually completely blow your mind this month. Whatever you're learning today, just apply this and I'm pretty sure, 100% sure, if you apply the information and the tactics that I'm sharing with you, even just that particular introduction, WhatsApp introduction system, if you just apply this, you're going to generate sales and I'm pretty sure people will reach out to me and tell me that I've generated sales.

Okay?

So now let's move towards the referral systems, what they are and before that, let's have a 360 degree view about referrals.

Okay?

So it's also very important to understand who your ideal prospect is. Okay. And what to. What are the different angles that you should look your ideal prospect, why I'm telling you is because let's say, let's say generally in a sales funnel there are four types of people. People who are in a desperate need of your product or service and they will buy today or as soon as possible. People who are second are the people who need your service, but they will research. Third are the people who will actually, you know, who are just curious. They won't buy at all, nothing or sorry. Third are the people who, who are interested but they don't have the money. And four are the people they, they are just time wasters. Thank you. Thank you. Thank you very much. Thank you very much, Siddhartha. So fourth are the people who are actually, basically they're just tire kickers. They won't buy you anything from you. They won't buy anything from you. Not at all. So you want to understand who your ideal prospects are. Because if you end up having those customers or clients who don't value your product or service, what do you think? What kind of people they hang out with? They hang out with more cheap people. And what are you, what do you think? They're going to fill up your sales funnel. They're going to fill up your sales funnel with more such cheap people who are actually expecting your service with, you know, and they just want to treat it as like they don't care. And plus they negotiate a lot. You don't want those kind of people in your sales funnel. And you really want to ensure that when it comes to referrals. Okay, because we want reference. Because least risk, least expensive and most easily to close. Okay, let's look at the demographics. So you want to understand your prospects. Income, financial worth, age, gender, ethnicity, neighborhood, geographic region, what kind of business they are in, martial status, like if they're married or not married, their religion, their hobbies, their political views, their membership associations. You need to have this particular view about your particular, I'm not saying just go very deep, but have some idea about who your ideal client is. Okay, so now this is going to be very interesting. Who can refer these prospects to you? Now mind you look at this slide very, very carefully. You are not limited to just customers. You can be referred by vendors, employees, competitors, relatives, prospects, prospects who did not convert. Your neighbors, your friends, your church members, your mosque members, your temple members, your association, your businesses and professionals who Prof. Who prospects trust in your area.

Okay.

Businesses and professional prospects trust outside your area. So there's a magnitude, there's a, there's so many area for you to look out that people who can actually refer you. Okay, now finally setting the stage for referrals. Just want to this, this is something basic and it's important for me to cover. Make sure value delivery up consistently that you how different you are from the competitor and explain them, tell them job peripheral that you're going to take care of their referrals that they shared with you. Make sure you do that. Okay, now let's move ahead to some more interesting part. How many of you are now interested to learn referral systems? Some interesting referral systems. Can anybody please share? Would you be interested? Wonderful, wonderful.

Great, great, great, great.

So guys, the referral systems that I'm going to share now these are field tested referral systems and they produce results. Now I want to, I want to just. This is a disclaimer. I want to share that this is a framework industry. And because in my premium program I've covered more than 40 plus referral systems, the whole idea is industry, particular referral system, identify Kirk, implement Karaki and finally unending referral. And I'll prove it to you at the end. So now let's look at the first referral system again. You can see we'll look at another particular referral system but I'm sure the kind of referral system that I'm sharing. So let's move ahead. The first referral system is offering two prices, coaching institute implementation, fabulous results. So let me give you an example. So what the system is all about is so it's like imagine service 5000 rupees. Usually it happens in the price sensitive market, 5000 rupees. So you can offer two prices to your clients or customer. For example, let's say 5000 rupees, you can tell them you can either pay 5000 or 3500 rupees. Now this is the point when the client or customer gets a bit confused like what do you mean? And then you can simply say if you want to pay the lesser amount, let's say 3500 rupees, you will be required to give me two referrals or two referred customer. You have to bring it on me or it is up to you. Because as I say you can maneuver in your business. 3,500 rupees introduced me to at least five people.

Okay?

And five people, not just information, it is up to you. Or you can simply say you can bring me one more sale and I'll offer you 3500 rupees or 1500 rupees cashback. Okay, so this is the two price referral system. Now let's look at the second referral system. So this is 100% money back guarantee. It's one of my favorite referral system. So I'll share with you. So, so what you can do is let's say you're selling something for 30,000 or 50,000 rupees.

Okay?

So you tell your customer that I am willing to offer you 100% money back guarantee if you get me two more sales or if you refer me two more people who end up buying from me, I will give you 100% money back guarantee. Okay, so again, field tested, you can do it depends upon your product or service. All right, so this is the 100% money back guarantee referral system. Now let's move into the third referral system. This is more towards the retail referral system usually for the retail businesses because I'm covering referral system for all kind of business. So but you can also have a look at this. So let's say if you're buying grocery store. Now let's imagine if you're going to a grocery store and you bought, let's say 5,000 rupees of grocery and the business person tells you or the salesperson tells you that if you refer me one more person, I'll offer you 50% discount on the groceries irrespective of the fact whatever the amount they bought from me, the referred customer. So don't you think this is incentivizing enough for you to at least refer one person if you're going to get, let's say, let's say 50% off on your next grocery buying? Okay, 2500 rupees less on your next grocery buy. So again, it was an example of a retail product referral system. Wonderful. Now how many of you are interested to learn two more referral system as a bonus? And these referral systems are from my premium program. How many of you are interested to learn two more referral systems as a bonus? Okay, wonderful. Thank you. Thank you everyone. So let's move ahead with our next referral system. Okay, how many of you have heard about Dropbox, I call it Dropbox referral system. Okay, so, so, so okay, so this is what it is. So what Dropbox did is all right. Sure, sure. So, so what Dropbox, every time you, every time you refer someone, they basically offer you more space in Dropbox. Okay, so again, an example of extending your service, particular referral system. You can extend your service if someone gives you a particular referral. This is up to you how you will maneuver around to your service. Next is a reference in a future system. So for example, you sell them a particular product or service, offer them a particular gift or incentive and let them know that you are gifting for a future referral. For example, let's say, let's say if you, if you're selling, let's say you sell in selling suits to salesperson, you can, at the point of purchase, you can give them a particular pen A Parker pen to tell them that this is a particular incentive that we are giving to you. We expect at least we expect our referral in future. Not right now, but we expect a referral in future, basically incentivizing them to give you refers in future and then the salesperson can reach out to them to give more referrals. So we are less on time. So let me just quickly complete my promise about how to generate referrals virtually forever. Okay, so this is referral engine. It is very important to understand when you have to ask for referrals. Obviously Jabo. So what we have to do is make sure that you make sure that you ask the referral when the client is on a high, when you deliver a product or service, when the client is very happy. Or you can simply ask a particular referral at the point of purchase. Okay, so how to do that? It is very important. Always and always do this exercise either in person or on Zoom Call Penny Karnai and I'll tell you in person. This is how you have to do. You have to tell them once the client is happy, let's say maybe at the point of purchase or after you deliver the service. You tell them, sir, do you have 15 minutes time for me? They say yes. Do you have your phone with me? Yes. Can you please take out your phone? They say yes. And this is what you have to say. Sir, if you are happy with our product or service, could you please give us five references who will benefit from our product or service Always and always ask the referral right away either on Zoom call or on the in person. Okay, so finally let me walk you through the perpetual referral system. Let's say for example Agarapke Pass 500 customers. 500 customers. 200 customers. 5 referrals. So that means 1000 referrals and closing ratio 30%. Here 300 may say HAME 5 referrals 1500 or 30 closing ratio 450. 415 is a round of Kirk let's say. I mean 5 referrals. 400 logos referrals are now 2000 30% closing ratio, sales hogging 600. Again referrals 600 lowers a LEA 3030% closing ratio 900 and then 4500. Now how many of you agree? This is a perpetual referral system that will always and always work in your business. Yes or no? This is perpetual. Can you please take out your phone? They say yes. And this is what you have to say. Sir, if you are happy with our product or service, could you please Give us five references who will benefit from our product or service always and always ask the referral right away either on zoom call or on the in person. Okay, so finally let me walk you through the perpetual referral system. Let's say, for example, 500 customers. 500 customers and us may say 200 customers, 5 referrals. So that means 1000 refers and closing ratio 30%. 300 may say 5 referrals. 1500 or 30% closing ratio 450. 450 may say round of Kirk. Let's say, I mean 5 referrals. 400 loggers referrals are now 2000 30% closing ratio, sales hogging 600 again referrals 600 lowers a year 3030 closing ratio 900 and then 4500. Now how many of you agree this is a perpetual referral system that will always and always work in your business? Yes or no after loge. This is perpetual. Very good, very good. Wonderful, wonderful. Thank you. Thank you everyone. So that was.

Thank you. Thank you very much for your time. We've got three questions. We've got a few questions that came in on email and let me just pull out those questions. So we have three questions that we're going to take. One is from Chetra. Ravi. Chetra, are you here? If you're here, you can please let me know in the chat. Okay. Chetra, would you like to ask your question on video? Okay, come and put on your video and ask your question after Chetra. I'm going to call Amit Barui. So we have two questions. You guys, we have only five minutes. So these are the two questions we're going to take and then move on.

Thank you sir.

Good evening. Like, I am very happy to ask this question. I'm into health and wellness business. So when I, when I heal someone. No, like with the weight loss or with some hormonal issues, they have a social taboo to say it to their friends that I underwent a treatment or something because it is internal and they feel that they couldn't share it with someone. So how should I deal with such things?

Okay, so they, they're not comfortable enough for, for them to share about what exactly happened to them.

Right? Correct. Okay. Okay. All right.

So that's fine. There's one way you can, what you can do is if I ask you, like how. Just give me an average number. Like how many customers have you already?

Like they are in the program right now. Like 50 active people are there in the program.

50. 50 to 30 people are there in the program. Yes. Okay, all right. And so you're saying that they are not. How many of you have you asked referrals from.

I'm just asking to be very frank. Around 10 people I have asked, that's all.

Okay, and what was their response?

That's what like they are not happy to share it in the public because I handle only digital marketing in a sense like Facebook. I, I usually do all my. Put all my posts in Facebook itself and they are not happy to give their testimonial to me.

Okay, all right, all right. So they're not happy. They're not, they don't, they're not feeling like they can give you.

They're happy with the progress but not to give the testimony on the Facebook.

Okay, all right, all right.

So what, okay, so what you can do is simply. Chatra, first of all, get number one, you have to have the testimonials. What they can simply agree upon what. Because video Panayana Chate, that's fine. First of all, always get that particular testimonial written on a text. Maybe not their name, but simply at least written on a text. They can give their at least first name number one.

Okay.

And then what you can do is once you, let's say you take 50, 50 testimonials written. Okay, that's fine. I totally get that. And then you tell them your name is not there completely.

Okay.

Your name is not there completely.

Okay.

And now I'm going to use it on social media. Okay, that's number one. Okay, that's number one. You can do is second is they are not comfortable to share their experience.

Okay.

Okay. But in this case, I, I have dealt with this kind of case. This was about. I, I remember there's a client of mine, Shraddha, she was actually doing a managed coaching. Again, the same problem, not very, something very discreet. They cannot share the real life example. But what, what they did was, what we actually did was in that case they might not share their experience, but they can share. Let's say if I took your service and I'm, I'm happy. What I will do is I can say that I know someone who took her service.

Okay.

And this is what she offers. Okay. You tell them and this is something you have to communicate a bit. Tell them that you know, you don't have to take your name but you can simply say that I know someone who took this service and these were their results.

Okay.

This way. And it's okay. They won't take the testimonials is fine. If they don't want to come on face, that's fine. But make sure you condition them to at least give you a written testimonial. And it could be, let's say my name is Sarthak Singh. So it could be Sarthak S. Okay. Simple. All right. And if not the name, at least the results. That's fine. And, and you can use this as your advantage in your business that you can simply, this is a copywriting thing that you can do that people are not comfortable to share their displayed results. Yet I get ref. Yet I get referrals because they're so delighted with my service, they give me referrals in a, in a, in a discrete manner. This is how they do it.

Okay.

You can also, also communicate this, this is something that you can do in your advantage.

Okay, thank you so much.

I hope it makes sense.

Yes, yes, very much.

Thank you so much.

Amit, you can go for your second question.

Okay, thank you, Abby. So yeah, so Sarthak, my question. Basically I have a toy rental business. So basically I provide branded toys, books, games and puzzles for 1 to 12 years kids.

Okay.

Okay.

So my question is like if I wanted to collaborate with other businesses like their target audience is similar like me. So they are like, like Cake shop where they are selling birthday cakes or like Event planner where they are contacting birthday party or like but the decoration.

Right.

So this kind of all the preschools, right. Because they have the similar audience but they are not directly competing with me. So if I'm going to collaborate with them and get business from them as a reference. So what kind of approach I can do them so that it will be win win situation for both of us. Like it should not be like they are just always giving to me and they're not getting. So what kind of approach or referral system I can implement?

This is more, most this is more like a joint venture actually because you, you have toys and they have a complementary product or service, right?

Yes.

Yeah.

So yeah. So for example. Yes. So suppose basically we are also providing toys for the birthday parties. Suppose if there is any birthday parties happening. So there is a birthday decoration team, they are decorating and we are providing toys so that all the kids who are coming and attending the birthday party, they can come and play. Okay. So that's the idea.

Okay.

So and can you just name their. But they're their particular product or service.

So it can be like, like cake shop, they are getting, selling the birthday cakes. Or like event planner. Yeah. Or like it can be preschool because they have all the kids. Right, so those kind of things.

Yeah. Okay, so. So there are multiple ways to do it. First, be clear about if you want to do a joint venture, a joint venture is also, is actually, I call it reference on steroids.

Okay.

So basically what you can do is. So it's very clear. So if I give you an example, I did this particular referral system for someone. Just try to understand this. I did this for someone who was an expert in improving the kids handwriting.

Okay.

It is in the education industry. Then again, in the education industry there are tuition centers who are just focusing on course complete.

Okay.

So and I. So these two were clubbed together. They get the customers, the kind of customer is actually looking for.

Okay.

He was anyway already serving it, but the customers are already there in the tuition centers. And this guy got a cut on that particular service that he was offering. And it was a win win situation because why? It was a win win situation because the students who are studying, they need to write the paper in a certain way so that they can get, they can score a higher mark. So these are both of them. They needed it.

Okay?

So this. So basically either you can define a particular cut. That's number one. It, I think it will work wonderful. If that is not the case, then what you can do is you can, you can tell them that you can put some money. I don't recommend money putting money upfront, but I'm just saying you can just simply say, hey, you know what, Let, let's exchange the data, okay, let's exchange the data. Or, or we can work together on the data.

Okay?

If you have a team to, I don't know if you have a sales call team to make a call, okay? So then you can put together the data and then you can pitch your particular product or service and every time you make a sale, you give them a particular commission or third is, third is you combine their service with your service.

Okay?

Because if they are serving the same customers, you are also serving the same customers. You can also maybe you can club this particular product or service and sell it to your customers as well or approach the customer in a different way so that you start generating revenue through this.

Okay?

But again, the point that we are missing is we want them to make some effort.

Okay?

All right. We want them to make an effort for them. The best thing would be the joint venture system in this case, joint venture or incentive. Then you have to tell them for them. You have to tell them that you reach out to them. And, and, and Amit, just remember this in joint ventures, if you're doing this, just don't be limited to one particular service provider market.

Okay?

I've done this successfully. I'm telling you. You go to 50 people, 24, let's say 30 people would be interested. 20 will say yes. And finally you will make a deal with seven people. You only need this. Seven people.

Okay, six.

Seven people. And they will do the work for you and obviously you'll pay them the commission and always have a simple, let's say Internet based system to track commission and everything makes sense. Yeah, because the idea is, idea is I don't want you to make the effort. I want them to make the effort. We want to leverage other people.

Okay, yeah, yeah.

But that something has to be lucrative for them as well, like obviously so.

Because what could be lucrative, it could be what are you offering in terms of the commissions?

Okay, okay.

Or you can offer them, you can offer them a white label service that let's say you provide the, the toys and you can just tell them, okay, you can brand by your name and you can bring more customers in your company and then you can simply buy this product from me. Okay, I'll white label with, I'll white label this particular service in your name.

Okay.

Not on my name anyway. They're going to buy it from you. This is also one way to do that.

Thank you, Amit. Okay guys, we've run out of time but can we all give a big, big, big thank you to Sarthak in the comments? Sarthak, thank you for taking the time out for this community and helping us with your great practical ideas.

Thank you. Abhijit, thank you to you and the community for giving me the opportunity to come and speak here. I hope I was able to add some value.

So what we're going to do is guys, on the Learn social media page, Parth has already put a question. What are your questions from Sartak Learn social Media social media page where we've got some 30,000 plus people. What are your questions? Joe? Question. That is the link. And if you can interact with our people offline, you know, whenever you have time, that would be awesome because whenever you have a second.

Sure, sure, sure, sure.

Awesome. Thank you very much Sartak for your time. I hope you got the link for Facebook. And all of you people, please post your question right now. I'm going to give all of you people one minute. Please post your question right now before Sarthak leaves. Already posted. Okay, great. Already posted. Okay, great. Awesome. Thank you very much, Sarthak. My regards to your family. Take care of yourself. See you soon.

Thank you, Abhijit. Thank you very much. Take care.

So ladies and gentlemen, that was today's Thursday master class. I'm waiting for all of you people to be able to put one question over there. And now we're going to go to the next section. Okay. So for the next section before we go to the next section can everybody switch on their videos? Let's. Let's open the community to videos and let's all get in touch with each other. Okay guys. So the thing is I wanted to also give my perspective to Chetra. Chetra, I understand a lot of people have a problem being talking about their health and personal body weight issues and everything. When you approach somebody by saying that, do you know that the pain that you were in for many years that was solved by my program in a few months. There are many people who are still going through that pain. There are many moms, many dads who are still crying to sleep unhappy. And I feel it is your and my duty to be able to help them get over this pain. For that I have two options for you. A, A video testimonial telling people how your life changed and your pain was taken away. Secondly, if you're able to give me a text testimonial both of them will help people remember one thing. Hashtag People are good. You have to talk to their hearts. People who like to help. And you will definitely get your testimonials. Next for Amit Amit Internet system he referral Dukandar Bharwali her restaurant kibhar India make panvala right so apka idea Bilkul TK bakery hair shop cake birthday cakes direction May Abjario or 24 hours.

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Think it's a great idea Konsi companies and then go and meet everybody or sath kesat Delhi may Anand busadatha railway station New Delhi airport bus conductor conductor railway station pick or airport pay Joe taxi valley or would Mary hath apka customer Ayegana under Ayega mapu charsar with it or agarap Kisibi shopping showroom handicraft showroom Dunya Bharmi New York Hoya Japur Hoya Jabalpur dominate up is dukanbiro referral or bahati successful system Dunyaki subsequent buddy travel agencies Lako karodo rupees cheese KE Kamati lunga India ki subsequeb travel company unkempath foreigners number of customers calculate customers these customers will come idea is 100% correct. Okay, next thing that I wanted to tell all of you people is that I appreciate Amit and Chetra because they had sent their questions in advance already. Email questions. So all of you people, sometimes what happens is when you meet the speaker because to be able to get the maximum from the Thursday master classes, one is send your questions in advance. Those people will get featured in. Your question will be answered. Okay, number two, Facebook. And we request the guest to answer your thing. One more thing was there that, you know, after interviewing, you know, We've interviewed over 62 entrepreneurs and all of that. When, when somebody, when somebody has, when somebody comes for a course, they say up is course learning mode. Remember, 80% impact. So always remember what is the thing which is going to give me maximum impact, which means you have to come ready and prepared with that mindset. Today's your next three business steps. What are the three things that you're going to do? Just keep writing it down because you're creating your manual of success. Remember one thing, there are two kinds of people. Abmakisiko, shrini many dalna chattakiya Successful hota yaniyota. But I'm telling you, what are the things that I've learned from people? Jopna time Jada Vokati Ideas Hazarote though idea Pelo kam garthe.