Top Secrets Revealed: The Agency Founder’s Roundtable 2024 | Avi Arya

SA everyone and welcome to what I'm calling India's first Agency Founders roundtable. There are 177 members on the RFC group. From there, there are about 44 in secret society. Out of them, there are a few of you who have made it to this. So congratulations. The format of today's presentation, today's podcast is going to be based on our agency smoothie. So you all know the modules and we'll ask questions. So first I'll take questions from all of you people and then in response, I'll ask a few people some questions around your agency, systems, formats, teams, mindsets. And then I'll go to the next module and the next and the next. And we have an hour and we have to get a lot of information from all of you people. Thank you for coming from all over India to make this happen. Awesome. So our first is get fit. So we can take questions from anywhere. You can raise your hand and you have the mics in front of you. Yes, Coach dj, my question is, you are already living in the different time zone and you are managing the business in the two countries in the different order. So how you can manage the time, your fitness studio and being a Kune Khan Entrepreneurship. So I'll answer in reverse. I'm not a Korean. Come on. Entrepreneur all the time. That is work in progress. But managing the schedule has become much easier because whatever happens, doesn't matter what time I sleep because I've experienced that sweet nectar that they call Brahma Murat in the morning. So the trick is to whatever it takes, get up at 4 in the morning. And it's disrespectful for me to cancel. So because I'm accountability partner, I already pay all my coaches two to three, three months in advance. So I know that there's no backing out. Lucy. Thing is, I took out non veg from my life. I took out smoking from my life. I took out drinking from my life, any dense energy that was making me slow. And also I had to take out a lot of people from the office and everybody who was making me slow. And in that same context, Rakshit, I'd like to ask you, you were always a sim. You never had a problem with weight, but you like dropped another 6kgs. So how did you do that? So my personal experience is that one, I started eating less, I started counting my calories, my macro, my micros. I started working with a very good coach. He's very certified and very good. But with that I also realized working out had not got the answer, I know it. I track my steps. So I mean 10,000, 12,000 steps each day, which makes sure I don't eat about the other day. It's about not eating the other day. You cannot kill a bad diet. But when you don't have this, like I had this problem, I was not fitting into clothes or some people are overweight or underweight problem, what kept you going? Like, what's your motivation? What's her name? Six pack abs to you. Helping. And we're gonna have six pack abs. That's nice. Yes. You were saying.

So, so for starting the journey altogether in the fitness, we face a lot of problems. So how do you keep motivating a person who's just starting the fitness team altogether?

So I my, for me, I love the concept of a school. And then we had no escape subject. English, math, Sikria, drama. So you put yourself in a place where you have multiple coaches for mindset, for business, for whatever, and then you commit for a year, maybe through payment or whatever, and then mindset. But there'll be somebody to pick you up all the time. So just make sure that, you know, you predict the future, which is, I'm going to fall, but I've already paid. Paying means that I've committed and the other person is also committed to me. So if it's mindset, health, whatever you focusing on, get the yoga coach or fitness coach and then pay them for three months, one year, whatever, and that's it. You're locked in. So there's no way you can come out of that. It's very difficult to say, for example, yoga coach or whatever, and then your mind will make you feel very guilty and it'll happen. So that's a hack. Pay for everything one year in advance with an exit clause. Because if you don't like that other person's way of working, it's different. But pay for one year in advance with an exit clause and lock yourself in.

So when it comes to getting fit, I know like how important it is, especially when it comes to performance and productivity. So one thing that really worked for me is especially when I'm working with my teams or just with my own personal development journey, I've noticed that when you try to make a promise that I'm going to work out every day for one hour for the whole year, that entire just the feeling of working out every single day feels very overwhelming and tough. It feels like you can't commit to it. And then there comes a day when you kind of give up on that and you're hard on yourself. So I think something that I've kind of reframed in my mind is every time when I wake up, I have a tattoo in my hand actually that says in Japanese, which means just for today. And you just ask yourself, just for today, what do I need to do for myself? So just, just for today, get one workout and just for today, get 15 minutes of a meditation in. Right? So just for today, what can you do to put yourself on the best course, course of action for your growth?

Lovely. I like that. Did you understand that Japanese? Yes. Okay. But yeah, so you know what, What I. So I love the. This is one of my favorite words of 2024, after intention reframe. We'll talk about that later. But what I do is that I put a reward for myself, right? So if you having trouble with doing anything, start with the reward. Like for example, for me, table tennis is, is therapy. So I'll go to the gym first, play table tennis, and then so I'll get up for table tennis and I'll then go to the gym. So the first thing has to be fun. I mean, it's not a. It's not torture. So whatever you put in your diet or whatever, the first thing can be fun and you can sort of hack your way around it. But that's a good one. Yeah. Priya, what I really love about what you've inculcated in this group is that you've made a complete routine of what an ideal business owner and agency founder has to do, not just for his business growth, but for his personal, professional and spiritual growth. Well, when it comes to get fit, what has worked really well for me is having a balanced workout or balanced health regime, which includes your, obviously the fun element, but at the same time, cardio, your yoga, your strength training that can, you know, give you overall vitality and strength for the day. And I want to know what you think about it. Usually what people do is just pick one and go all out. That's good for the beginning, but for everyday routine, what do you suggest? See, it depends. Like, my daughter is 19 and she wants to become a professor bodybuilder. His competition is in two years. So she has to follow that strict regime. And she cries, like literally cries sometimes, many times, because less food, all of that. So but that's for a particular outcome for all of us. We don't have to take out. Accept lakshyas. We don't have to take out. We don't have that. You know, like, I don't want A six pack. I don't need to take off my T shirt, but I want to look good in a T shirt. So for that, just do everything like you. I think what you're doing is perfect, but if you have a specific outcome, then you'll have to. Then your regime has to be stricter. You may not like it, but like for me and what you're doing, are you doing volleyball? Have you having fun playing Dogante Khair Bhidi? Or, you know, you had fun also. So I think we should not make it difficult for ourselves because we are doing all of this so that our agency runs well. So the focus that is only to drive the other aspects of the agency. Okay, so that was a good first section. We're going to go to the next one now, which is get mindset. So. So any questions around that?

So I wanted to ask, since, you know, you travel so much and there's also time zone and you're traveling different countries, how do you manage your morning mindset routine? Because sometimes you could be in a flight, sometimes you could be somewhere else. So how do you manage that morning meditation while you're all across traveling that routine?

So firstly, it's got, especially for the meditation where I told you it comes from levels of mind. And those people are really, you know, I mean, I'm find. I'm. I'm finding a new brotherhood with a new set of very successful people. So when you work with very successful people, you don't want to be the only person who's not, you know, doing well and not reporting back properly. So I've always, always put myself when I spoke about, you know, meeting all these kind of people, I always try to put myself in a group of people who are way ahead of me. And then I don't want to lose when I'm in that company that, you know, oh, I had a drink last night, or I can't like, even one day I haven't missed in this whole year. Because tomorrow when I spoke to him or I had that podcast with those guys, I said, I haven't missed even one day. How can I say that? And if I do, they'll be like, it's not the same level. So I don't want to feel. I want to feel strong in front of stronger people. And so that's my drive. So that's, you know that. So that it's always a sangat. So I'm, I'm in my head, I'm accountable, that one day somebody is going to ask me and I'm going to be like zero days off. So for me to be able to say that I. So that way. But it's difficult on a flight. But today flights also have penetration happening.

Right. So it's the accountability is the key.

Accountability is the key. Yes.

Recently I have started working a lot on my mind stage and the challenge which I am facing is I've seen like there is a pattern like which keeps on repeating. Amazing. The data the like I'm not sure like how we get. We know I'm aware about that pattern like it is in front of me like for example for running an agency. So there are some fears inside us like you know, if we acquire. If we want to acquire some client and we are getting afraid of approaching that guy or out teaching that talent. So that is something like mindset which needs to be changed. So how to overcome this thing like where we are aware like there is a pattern there and. But we don't know how to handle it or how to overcome.

Right. So I'm sure all of you people resonate. We all resonate with this. So the thing is how badly do you want to change this? Very badly. Right. So what, what happens during Diwali? What do we all do? Right. We just change everything. It's so get your office painted different colors. Get rid of some people who you feel don't fit. Get some new people in. Get new clothes, like feel new. Why do we go to the. Like women go to the. I go to the pala more than most women I know like almost every second day because I want to feel good every day. Because every day a difficult conversation happening, something or the other is happening. Even if it's 20 minutes to get my beard trimmed or whatever. I try to go every day not because I'm in front of the camera. I need to look a certain way because I go to the pal. I come back, I feel new. So change your office. You know like this is the best way to tell them thank you very much. Get the walls painted, new furniture. You know, don't take your old clothes back. You know they have this smell of old failures that we've had. It's energy. Go to a new place. So change your surroundings because surroundings. So there's so many people who go for four, five retreats a year and they come back, they're the same person. They're like, you know, like I got a gold badge from this person. I think environment. I'm not against your retreat business. That's going to do well.

So during day to day work you know, sometimes it happens like oh no leads, right. And then there is in funnel there are steps. Right. So at one step it is something very good and the another step workout and immediately negative mindset. This is not gonna happen. But still you're putting it negative self talk immediately and it happens maybe 50 times a day. So what are the, you know, hats to deal with this self negative talk?

Perfect. So the thing is I think Aditya and I were having this conversation and I think he mentioned that yesterday as well. So if there's a place where I'm not very strong yet, I'll put somebody else who's strong. Right? So I don't need to know on an everyday basis that my leads are not working. I have a manager, you all have managers or teams say this is how we need to make it work. Every bad news doesn't need to come to you. The GM of this hotel doesn't know every complaint he does a morning meeting or your major complaints. You don't need to know every bad thing about your business because I mean you're, we're torturing us an untrained mind and if, if the bad news is not getting sorted then it'll come to you in a weekly meeting or a daily meeting or in every two days and then you can figure out a way of doing it. You don't have to get every piece of news coming to you. Somebody else should be the owner of the steps and you can be the owner of the outcome. Okay, now what are the changes that I need to make? Because every piece of bad news like for me it's a morning meeting which is sacrosanct Morning meeting MMD der that's it. Let them figure it out. Why do we hire salespeople? Why do we hire operations people? Because other founder sales or operations I'm running appointment setters of rejection Athe excels Vala ki close Karvasakta Hamlog Sart May because Hamari Pichitney dreams so hire that person who's not emotionally involved in every. No, same for operations. Hire the person who's not emotionally involved in every.

Great, great. Thank you.

Confusion There are sometimes people who are competent but things don't work and then up to people people who are not so competitive but surprisingly things are working or as an entrepreneur I was confused or I am not able to make my mind first how to identify the energies of the repurchase what is working for me and should it be acceptable. As a agency owner, confidence delivery is more important. So how do I handle this. So that's a very good question. There are two ways that I've realized this. And after going through lots of heart, heart attacks. Number one, we know day one number they start reflecting if a bad person has come into the company even if he's a performer and mostly sales. So what I do is that I keep my team separate. A lot of people don't meet the other teams. So I can handle that guy because he's performing sales but he doesn't need to come to the office. So there are about four, five departments in the next six days we're having next till Wednesday we are having meetings here with different teams. Some of them are not available yesterday, some of them are not here tomorrow because I know who are not going to mix with each other but they're good for the business. So I'm not getting rid of them because I get wrong very. You know I can manage them. But teams, hybrid models. So if somebody is good but he doesn't know how to get along with people. I'm running a business. I tell him to work from home or wherever he wants with the same salary. Otherwise I work from home, 40% come and that it works out very well. He doesn't need to report to other people or he report to my senior manager who doesn't get involved in politics. And we should get rid of this again. We should give time. It is too impulsive. Right? Yeah. Should we have time? Yeah. We find a way how to identify the energy. See first part is like Gary V says higher fast, fire faster. Like when you know where to fire, then don't procrastinate, just rip the bandit. Second thing is that do a survey. Every single company does a survey with their teams and they say rate their manager or your senior or any colleague and it can be an anonymous survey. They say, you know we were doing with his company that people will come into one room and they just sign, just come into the room. There's nobody. We're doing it. All the people are coming in and they're writing down what they like or don't like. That's it. There's no document writing. So do that and let the voice of the masses direct you. It cannot be your final answer because there can be politics also in that but voice and then you discuss it with the person there. This is what people are saying about you. You have to improve your thing. Some people improve. Revenue is in crores. We're not in hundreds of crores or crores. 20% clients are giving us 80% of the revenue. Those 20 clients are very crucial for us. So if a person is there, take him on the side or sideline and second may work out means out of the system he doesn't need if he's performing. I will not. I made the mistake many years ago of getting rid of a performer and I regret it. Performer, different environment. My grandfather always told me that you see it from a perspective of an emotional and a non emotional person. An emotional person like me would say and non emotional person will say, my grandfather always used to say so if you have. If both of you are emotional, non emotional and then take a mid path if he's performing in a different setup. Yeah. So as you all know like mindset is key and we know that whatever we can perceive and believe in the mind, whatever we can visualize, we can actually achieve that. So I am a believer in manifestation and faith as well. So that's why I asked this question that when you are not at a point where you've hit your target, let's say tender, friendly, slack, reason, marquee web. And it's just like this is starting point in your journey and you have kind of like not that relationship with your business, with your agency, have a healthy relationship with your growth life wherein your mindset is still like I'm not excited to start the day, start the week, end the month. So your growth is not made to your content and happy. And as a product of that, you can't innovate upon ideas and you can't really put intention and energy like you already spoke about. And she spoke about patterns. So we all have certain patterns which we get from our personal lives, trauma, etc. Since we're talking about your subconscious and habits, I want to ask you how do you really break patterns that have built over 7, 8, 10 years of time and how do you transform those patterns? Because really it just takes three to six months to change things around and fill that with business. Like you say like those three to six months just give to yourself. Right? So what's your advice on both? Good. Becoming a new you since the last 90 days of the year you suggest would be a good start. See the thing is one of my favorite words again is perspective. Right? We've heard all of these things. The way of looking at things changes things. So sometimes a coach or a mentor or a good friend will help you see things. So that's one way of doing it. What works for me and you guys must listen to this carefully, it's beautiful. What works for me is I was like, we all how many people? I'm still fond of stickers. Like I'm a crazy sticker guy, right? So a lot of people used to have pockets. My stickers, you just want to put that sticker so sticker system. It's like yeah hello, I'm not an employee. So method 30 days, what's the problem? So that is the founder's mindset that if you, if you stretch the time then what's the problem today didn't happen. The run rate is not adding up. I'm watching it. Run rate score. You have people around you. So stretch that then when it comes to breaking the pattern. Breaking the pattern. Get up and put yourself in a company of people who have the patterns that you want. Start hanging out with chain smokers. Tomorrow I promise you'll become a chain smoker. You want to break a certain pattern which is of thinking a certain way. Figure out every anybody in this group, three, four people who don't have that pattern and call them every day. Uproot yourself and put yourself in a place where people. You want to become a lawyer and think like a lawyer, Go to law school. You want to think like a doctor and become a doctor, go to law school, medical school, that's it. So figure out there are sub schools of different mindsets people have here in this or other. Put yourself in that quick friend hoga, quick cousin hoga, whatever. Yeah. So the thing is despite knowing all of this and despite hanging out in a really good community, there are some, you know, things or belief systems that we have formed deeper than like let's say I know that I can build a two you know, 40 lakh rupee business per annum in the next six months. I know that deep within. But my subconscious mind does not believe that and that does not allow me to take the action that I need to take. Cuz we all take action on the basis of what we believe we can achieve. Right? So just another small peek of yours. How do we change that one belief deep within our conscious mind. Yeah. Ache it's not. It's a big slab of ice and you have a. I'm sure many of you people have gone for retreats and done this exercise spray paint. This is what I did in that men's club big sabbath negative self belief. Then they gave us a big hammer and everybody got it. You're chipping acceptance acknowledgment. You're acknowledging in front of everybody. You're accepting it. Second is change. You keep breaking chipping away at it. Yeah. So again was only f Process. We have the people that we love my company and you know like especially the time when you are going to the transition and you're trying really hard to go through that process. But the people who you love and the people you'll be able to see, your friends, your family or whatever. So at what place you love your family, you love your friends. You have a deep connection with these people. And because go for a very long time at the same time it's also about you. It's also about me. Me I have to change because I'm start forming into it. In that case, it's this one seals. Okay, let me go to different servings then there's a slide here that you know my parents are getting old and you know, my son would say but how do we be with that? That that invite numbers. Right? So then your parents are being numbers right now. Which means. I'm not saying they're being dumb in Paris. I'm saying they're just giving you more resistance. So acknowledge them, thank them and keep that resistance on even better. Of course it's just a refrain. That's a number you can't say can anybody. So your parents are being able. Less slow towards that. It's possible. So it's just a reframe. Okay. Okay. So we go to the next part which is Get Known. Okay, so Get Known and I start. So Pankaj, how has Get Known changed you in the last changed your company media guard in the last hundred days? That was Asia's biggest exhibition or education institution locations. Get Known definitely it's helping me get known videos. It's helping a lot. So tell me that Manmeet, you tell me that for Get Known. Do you how much time do you think can be shaved off from your client? First getting to know that WeBeasy exists to handing over the check.

Okay.

Can you reframe cycle?

Right.

And. But when they see videos like you know, audio tech mode videos past time is reduced because they already know you know your value system and what you do.

I think it can be reduced almost. That you can make the sale in the first call is because the idea is that when they see your videos, when they see your value they should be sold before they come to the call. I don't have to make the effort to make the sale. When they come on the call they should be talking about like Padmaji mentioned yesterday that how can you help me? So they are sold already. So the call that might go up to four calls, five calls to make that closure that can happen in a 30 minute call because they're coming with the mindset, oh I know her, I know she gives value and I've seen her video. So they come on the call saying because they trust me looking at my videos. So the sale happens in one call.

Perfect. So for everybody the sale does happen on the first call, right? The exchange of intent happens on the first call. You've told them so many concepts just because you haven't met the person. This has been happening for 15 years. It's magic. It's called ads. They reach out to your right audience. The pain point is solved by you. They receive the solution and when they're free and ready to make the buying decision, they come and call you. So get known works, it's always worked and today you can do it from the comfort of your own home. You don't need to go for conferences. So according to me, how I look at it is for everything I, I go back to my biggest thing is my daughters. So I have to send two daughters to school. I don't want to touch my savings, I don't want to touch my cash flow. I want to have separate this thing for them. I don't know which school they'll go to. I was also saying some, sometimes they say we'll drop out of school. I'm like oh that's a million dollar in saving right there it is, right. But if both of them say that we want to go to Harvard then it's 8 crore rupees for me. So that 8 crore rupees should not come from any wealth. It should come from what I'm going to do now. So then I reverse engineer and I asked myself if every call of mine is good, if every high ticket client of mine is going to take four months to close which is three to four months which is average in a B2B hotel space then this is going to take a long time for me to create 8 crores profit. Right? Which means 24 crores, 30% for tax. So it's going to take a long time. How should I make sure that it happens on the first call when my team goes and second call that drives my get known videos because this time for them to go to college is about two to three years for the my elder one and about four, five years for the younger one. I don't want a situation where I have to dip into my savings. So you just reverse any there anything in your life that what is it that I can. So this is one thing that I am looking forward to you might say I want a car or a house, I make my own office or whatever. And you can say that that is coming from, that is going to come from this particular segment and I want this faster. You can condense timelines like I told Devansh, you can expand timelines or one month is causing me stress. If I don't do it, expand it to 24 months so you can condense timeline. Also I want 24 likes in one month. What should I do this month? I'm feeling strong. So more get known videos, shorter sales cycle. That's how it works. Yes. Coach dj. When you are in a business where you have to make the get known videos for your business and your brand as well, then what is a struggle to make it different? Because when you have a short team or a small team, the team will get confused. What is the process of get more video for your business and what is the get more process for your client? How we can keep it simple and streamline that. Right. So I always suggest make that Internet mobiles content multiplier system documented for your own micro niche. And then every team member who comes, they know that this is how it's done for you and this is how you've done for your clients because you're most of us hopefully are working in one micro niche. So once it is, once you create that system and document it on an LMS and any team member who comes, they know that they have to watch the video three times, four times, five times and that's how they have to create. So the pain behind the pain for us, 12 pain points, 12 pain behind the pain. After that launch, 12 ads, four of them will work. Same with your client, your clients, 12 pain points, 12 pain behind the pain, 4 ads for the clients. And that's how it will work. Our videos should be through our social media and their feedback. Yes, exactly. Right? Yeah.

So when you start a company, right. So we get knowing are focusing on the founder part, let's say is the starting point. How. How can we expand it? Not just the founder and the other team members also. And then how should we structure it in such a way that everybody is benefited and not just one person so that we can build the.

So according to me, the right answer would be the founder and the founders different aspects. Sports, father of two girls, six dog. Different aspects. Not only just work and the client success stories, not the team. The client is not bothered about the team, he's bothered about who are the other clients who are like me, who you have helped and what was there before and after story. So as soon as you get a victory do a before and after story interview with the client.

Okay. But then like for example making can be put with Bharati holding right around the can. There would be one feedback to be had on separate apartments. Working with this is another thing. So should we not ask them to do a series of pundit or something like that? A three puppy stack or you could do a Q and a them asking us a question on the answer in South K. Right. That should be the way you can.

You can do an internal round table as well with your team and so you can showcase how internally you people do your work. But I think that is few. That's still a few months away or maybe a year away. And by the time you get enough business that you want. So I haven't seen anybody going to that level. See, because anything you do is for an outcome. The outcome is to get business founder story gets enough business, you don't need it.

We live in a very crowded marketplace right now and there are a lot of founders, a lot of different companies out there. So what is that one key element to really bring in authority in your get known. Like what is that one key thing to become an authority figure in your in your niche.

So contrary to popular belief, people think authority will come from my, my beautiful car, my house, my you know, my six pack abs or whatever. But authority comes from vulnerability. You tell them your lowest point in your life and that's because authority what all these words are to find connection with another human being that he sees me the way I want him to see me. Now I can build a fake authority, but I think it's very short lived. So to build authentic authority, go back to your deepest moment when you cried or when your business would know, whatever. And then maybe one of those moments was where the germination of that business happened. Talk about that. That connects with people. The backstory when the founder was finding struggle because the euphoria and the family meeting together or the boy and girl meeting or he finds a pot of gold is only the last five minutes. The entire thing is the adventure. And so people are only hooked on to the adventure. But when we make our own stories on our videos, unfortunately we want to only show the adventure, the finding the gold pot. And we think that's what people want. No, people don't want that. People like where's the story? So find your deepest moments and there's a very good exercise a lot of researchers do if somebody writes a book and hopefully all of you people write a book one day on yourself, your memoir, your autobiography. What perfectly happens is that you hire a researcher and the researcher goes and meets your friends, family, friend, or. And then those moments come out and like, one of those moments is, I like those moments. And then talk about those moments in your videos. So be authentic, be vulnerable, be ready to, you know, like, oh shit, what are people going to say? And that's, I think that's the best way to do.

I think that's beautiful. Like, I think vulnerability brings people together. Yesterday you said it. It's like the string between two hearts, but along with that. So I feel like a lot of people have this fear of being extremely vulnerable, especially online in a platform where it might not just be your clients, but, you know, lots of people watching. And now that we're in a digital world where anybody can see you. So how do you kind of overcome that fear of showing your true self online or even in the boardroom or anything like that? Because it takes a lot of courage, right?

So online, I would say shut off the comments till you're ready to, you know, to, to, to get to face it. A lot of people do it. A lot of film stars shut off for two months and then they're back when they're feeling strong enough. But, and in a boardroom setting or whatever, I would always say that, you know, today I'm going to share this and I'm going to see who are the three people who I get along with, who I feel comfortable with. And I'll say, I'm going to say this Bhargavi and keep. You have my back, okay. When I say it and you just clap and you know that give me that support. So everybody else starts clapping as well because that's what people need, a tribe that believes in you and then everybody starts believing in you. So when I want support from somebody, I'll make a small party of people who want to support me in that meeting. Politics, sports, team, that's what a board meeting is about. You always go for supports. I've been on many, many board meetings and everybody, family member, you got to support me. You got to. You have some few people who have your back and then, but the, the bungee jumping has to be yours. You're still going to feel that? Yeah, I'm going to go. And you'll never be happy also and you'll never see that next level. So some people die with that in their, in, you know, with their, with that lack of courage in themselves. But I Think, I don't think anybody in this on this table is going to do that.

Hanji, get known. It's your story, your vulnerability message and also the value that you are giving to your target audience. What should be the balance of the, you know, both in your total get known videos, how much should be the.

So according to me like we when we start we say one get known video, one 90 second reel every week. And you which is only a view only. So about 52 videos in a year. Out of that, half of people want to see the episode. They see your story. Then she say, oh, with this story, somebody got success. Your story, client story. Your story, client story. He got success, I got success. This guy was scared. I helped him with this. I was scared. This is what helped me. Story, client story. One re for yours, one for the other person. If 52 weeks, takes a few weeks and all of a sudden you're like my God, my ideal customer avatar is coming to me and all of that, it starts working like that. But if you stop it even you know when I think most of us watch Kapil Sharma on this table, there was a vacuum on colors at 9 o' clock on Wednesday. There was a research done on it. People are like what happened 9 o' clock Wednesday doesn't seem the same now. I think he's come back with Netflix on the weekend. So Zakir Khan took that slot and although he's my favorite, but that slot is not, you know, it's not the same. So there has audiences and Kapil Sharma being the number one entertainer in the country, he says there is a continuity that an audience expects. When we stop because of our own fears and everything. I believe we are being unfair to somebody who started watching us. So it is that episode that you got your own TV show. You don't today have to go to colors and pay them crores to say help me get an ad. It's not a regular show, but there are other people like Gary Vee or anybody who you guys follow just like regular show after make the India Rose or whatever. So don't be dishonest to your audience. Promise them that I'm going to come once a week and then come once a week with your video half hour. Yes, the mic is here. Can you describe a recipe for this value? So how we can and how many times and what the recipe. So 52 videos in a year, 24 for your vulnerability stories and 24 for your clients before and after. Okay, 24. And what about the values? Values? Because my values are being challenged. You know that's. That's how I feel vulnerable. That's how the decision lumps. So the vulnerability. The values are one. Everything around me is one. And around me in my times the same will just start with the one video per week. One video per week according to me thousand rupees per week to focus on that same audience. And then when the same audience you retarget with your ads. So that's when they'll stop you and say you know, I wife. You know who's going to be of value to me. I think both maybe from the. They are like the cues are written of clients are also there. Yeah. They are the problem site. Yeah. So any so in. In terms of Get Known. So Nishu, what did you experience after you did your get one? Because yesterday you were showing lots of get known videos.

So visually my experience with the get more videos I started working on first customer avatar understanding. Like who is my customer, ideal customer.

Right.

I have created about 67 avatars because that is what I felt like. I want to enlarge into each and every pain point of the doctors hospital where we are working with. Even for the clinics I have breakdown like what are the pain points of dermatologist, IVF clinics, dentists. So that give me a lot of clarity. Then I have done shooting. I started like with you know, buy short listings, book lines, different lines. I started working on that. Then I created different scripts and launched my all the ads. And out of that which worked very well I started like you know putting more money into that. And then I retarget the same audience on my Google Ads. And that is how my network is now increasing. Even I started started like LinkedIn outreach by you know showing them the video first and then now I'm sending them message then they are in call. Okay, you have sent me the video like let's watch.

So tell me when you said I saw which ones are working and then I spend more money on them. How much time did you see take to see which ones are working?

So majorly like for a month I put money on each and every video which I have designed. Like about 27 to 29 videos I shot. And I put money on all the videos. Like 250 rupees per day budget I have put. And then I realized okay, this video people are, you know, they are watching and it is my ideal customer and this is what I want. And then I started like stopping the ads which were not performing and putting the same budget. And now my campaign I'm putting 2000 rupees per day in each and every ad. Like nowadays like nine ads are running. So that is giving us good number of feeds.

And do you have a dashboard to see all of this or somebody tells.

You so we have a CRM named like we have, we are running on meta. Meta is playing with papy CRM. So there like I can see like how much spend is happening, how many leads are coming and also my salesperson is having that access. I can see like how many appointments we are booking.

So you know at the end of this episode I want to link some systems PDFs formats for all the other people, agency founders all over the country. So can you send us that screenshot so we can.

I can also create like one Excel sheet so that everyone can access and they can.

That would be awesome. So it has helped a lot of people. So anybody audience who's working, who's watching this, there will be a cheat sheet PDF that you can download on how you can track multiple ads and see which one to put more money in. Okay, my last question on Get Known before I go to the next level is kp. You know I saw your Get Known videos. You know, very nice fancy jacket, very high definition camera at the back. You know you have this nice studio and everything. So what, what was the context behind it? But like because those, they look like some. It looks very authoritative, you know, like this guy's a big producer from somewhere. So how, how did you create that? So Trotpi told I was actually juggling between different niches. Although I've been into music for 16 years. But there was consultancy which was going on. There was like out music academy and there was this music production services. So I was running a bit short of the cash flow so I decided let's, let's give it on. So I wanted to establish my photography. Back in the days I, I hired a wit studio, the best studio that I could. I hired the like the best cinematographers. I. I hired the best spot boys, whatever I could hire in that project. I hired those people lines. We rented studio for like 4, 4 hours which was around 10,000 which is. Or something. And I asked all of my friends what he's like my child friend. I asked him bro, whatever you know about re just keep on asking me questions. And, and this is because of you. You told us to have that interview format of iOS. Yeah. And it was about what this. When I boosted those reels it gave me a very, very nice schedule out of that. And that was inspiration here, you know. The original because it's something that can really work out with. So that was watching the video. We. We very spent all that we had and we just kept on making those videos. In those four, five hours we actually recorded our K to K videos. Nice. I two of those videos went viral. It went really pretty, but good quality shows side for jacking there was. So I just went and I bought a couple of seconds the year before. No. So spending money on yourself, investing in yourself these kind of videos and that's helping you. So I always. I believe you because you, whatever business you do, you're in it for the long game. Right? So Garpik Chhota the studio setup. Keep your jackets, you know, get your custom jackets done. I mean India, get your custom jackets done. You should be different from everybody else. We all know it, you know. And the thing is to go to a studio every time and everything is an effort sometimes. So I mean the long term or the midterm goal for everybody should be okay. At least one corner in your office can become a studio. Nice lights and everything. There's a hanger like I have there with the clothes you just so that there is no resistance. Office guy. Right on this one last thing. And I would like to add the results about those getting on videos because we have been doing different formats. When I went to All About Music where I was invited officially by the team, people actually recognized me over there. And those people and K from Canada and I I asked him to make videos and we just brought about those guys. This is what a lot of people actually meet. But not all of people can come to Mumbai and attend this event. So I asked those guys to come over there and we actually had a nice conversation. We had a 30, 40 deals that came up of those conversations. So they knew me for maths, I had an for them and they asked me questions about a lot of good for that. Yes, things keep happening because you know there's a. There's a secret that in 2024 also people are surprised by like he said, I went there and people are like actually know me. I promise you. 2010 also people used to say this to me. But there is something called Facebook, Instagram and Google Ads. When you put a video on that and you press enter strangers who are not in the same city can view and know about you. When we know this, then we should know that this works. It should never stop. It's the cheapest way to become a celebrity in your own niche.

I wanted to mention about kp. I think he missed One of his get known videos got to Diljeet Dasanj and he liked the video. You didn't mention that.

Yeah. And the whole team like the whole team Solanidhi and Team Dajitu sans global all those pages, I mean they actually share that video that I made on the dealer Saj so that so we're going to put a snapshot of this so yeah on this video as well. Okay. We're going to go to get leads now. Now the thing is the biggest problem that everybody says in the agency world is I can get leads for my clients but my own leads, oh my God. That can only happen if I go to a conference and I meet people or word of mouth reference. My ads don't work for agencies. That is even now a lot of agency founders are like you know it's not for me. You know I like it's like and I'm for me it's like a gym trainer saying that. But yeah, you know like don't mind but I don't work out. So so so you know anybody would like to your stories on yes Pankat on get leads subsequent client ads marketing Isaichij consistent Rakotoi result for a month but the past Lakhtas consistently relevancy relevant. I know this person. In my journey of scrolling I've seen this person. So you know Aditya I'd like to ask you because you are now going towards almost like that your plan is to go towards almost one crore rupees a month in ads. Right? So but you're a maths guy. I know that you will not spend even 10,000 rupees if you can't see the outcome. Right so but you're going towards 1 crore rupees. So does that mean that there is always a math and once you figure out the math 8 crore is nothing. It's just a bigger amount for getting a return and then even 10 crore. Why not 10? So at a certain level people all, everybody should get to a level where they feel I know the and then I need to keep on putting more money, not less. I put in less money because I don't know how to multiply if I know how to depends on if I know. So how do you, how do you explain this to yourself before you make such a big decision? So to be very honest, I'm a stock market guy and that's something we do in the stock market every single day. You know we come up with a strategy. We come up with an investment idea. You know and like once we identify that this particular strategy is giving me returns. And the only thing to do is consistently keep following that strategy every day. And as you keep getting more and more return, allocate more and more capital to that strategy. And that's how you make, that's how you make more profits. It is a de for what is called. It's called. Yeah, it's called pyramiding. That's what you call it, pyramiding, you know, so you start and you know, you keep increasing your allocation to that strategy, making more and more money for you. Sorry, sorry. Just to interrupt over here. So Nishu, when you were saying. So all of you people should have. Between what Nishu said and what where he's going, you should all have a number where you say so keep testing the way she's saying it. Keep pyramiding. Like you should have a North Star before we meet in the next 100 days, right? And if you're spending 40, 50 lakhs in ads, great. That means. Please continue that. I applied to the market, I applied to my own business as well. Run multiple ad, see which one is working, see which one is giving you money and start pyramiding. That's all. It's not something new, it's not something different. It's just something that you are already doing in one market. You know, sort of diversify and apply the same principles in another market. That was all that was so basic, fundamental, perfect. Love it. You know, so how, how I. Everybody's got a different way of working, right? What both of them said works for people who are systematic, meticulous, organized excel sheet. I. I don't know, ADHD or laziness or disorganized. I don't know what it is, but I've never been able to see things granular to that level. So for me, and everybody has their own way of working, this works for 90% people. I think this should be done. I'm just. Since we're having a conversation, what I feel is to be able to make the other side the product so big so that if I make all the mistakes because I've not had the organizer ready to this, I still have an upside. I don't even look at it. So I never look at my ad spend. But the upside is so big, there should be somebody in your office doing it. That's my learning. I will go back and say how much money I can make, you know, save in the whole year. But I learned from what you guys have told me today and you learn from what I'm saying. Expense come next, hundred Days we'll both come back with more profits.

I also want to add one point here so the majorly like because a lot of LNTC owners they keep on saying this thing like no buy the word of how say business. And we had that we are getting enough leads out of track. But what I wanted to add here is like paid at May. There are a lot of different things which they can cut because maybe Google Ads will not work that like or meta ads will not work. They outreach with or will work. I outreach also on the sales navigator by using the email marketing that is also like working because we are also using that for getting shifting Dubai market, Saudi market and now Africa market activity. And apart from that I think the major thing which is working for us that is automations like for example like you know thank you for filling your book. Let's do a 15 minute call and after that an email should go and if the person is not turning up in the meeting what will the sales calls Then we are like you know if that I know that is in my target audience and that customer I require for learning my business. So in that case we keep on like I tell my salesperson keep tapping the number and I Tap them on LinkedIn LinkedIn Operation Manager. I send a message to them like I got a email from you a 15 minutes call. So then I'm getting the fly phone that leaves we are sorry to occupy then let you meet in the in the coming week.

So so I'm just, just for the audience who's going to be listening to this. So you're saying LinkedIn you reach out to other department heads in that organization saying your boss connected with me, maybe he's forgotten. Can you send this message out?

Yeah and that is also like one of the thing even serious navigator we got that excess of their email IDs, their contact numbers. So if someone is not responding that particular your client then you can reach out to the sub coordinators and reach them. Okay. Like you know your boss was trying to reach me. I was busy or your boss were busy. Let's connect.

That's a good idea guys. For all of you people who think that they have smaller ticket items and LinkedIn and I know a lot of people are scared of LinkedIn over here, right? It's this is a good strategy. You're also using LinkedIn. Would you like to say something?

Yeah, so I think multiple. So the only platform that I use and what I'd get my sale is LinkedIn. I am not able to crack the other other Parts of it. Right. So LinkedIn really works well because your target audience is already connected with you and watching you every day. And if you are looking at high ticket, I think high ticket comes from even though it is the people who have a very IP capacity. Especially like I work for B2B at work, right. So those people are there on LinkedIn very easily found. Seven quarter hit. How I start is first is a simple outreach message which I, which is not my introduction but the pain point that they're having. So if I just write about the competition or like you know, what is happening in the market, they actually accept my request and when the accept request has happened then they either connect into the marketing department or they try to get me like, you know, like you know, talk to this person and even the round tables and all of those events that he do around. I think that really helps, helps because they think that you are some authority and when they talk to you they don't bargain about the pricing and all of those things. So it's, it's LinkedIn definitely works. Keep posting your content regularly and I think the latest feature is the liquic videos which are also doing as good as what you're talking about Instagram and other things. Right. So previously we used to write content or for content tarot that used to work but now thing I think videos are also working well and issue and as only you know, taught me like you know, you start with video that I have a fear of doing one of those things but then doing that I think really multiplies the effort and three out of like five will start converting.

Awesome. So you know, the best part about you know, being on this round table is that all of you people have something that maybe the other person doesn't and vice versa. So you guys take the face, you take the Facebook, YouTube, the LinkedIn and leave this 100 day, you know, roundtable today with something else that you know can work for you. Open one more source, another avenue of income.

So I wanted to add to what Bharugavi said. So we use LinkedIn as well for outreach and I think one of the primary reasons why LinkedIn is working is because the intent on that platform is very clear. If I connect with you, you might know that it's B2B, it's for business. Whereas when we talk about meta it's also interrupt based marketing. You're interrupting someone and showing the ad and LinkedIn is the other person knows and you're sending a connection request. It would be about work and you're reaching out to them for a business collaboration given the intent of the platform. So I think that is why LinkedIn is working for us as well. Where appointments are getting booked much easily when you have a certain way to, you know, approach the person and not being salesy. So then they get on a call very quickly, at least a 15 minute call is where they come up too soon and probably just add on one more point. So I'm just tracking next week to Singapore and I. Automation. No, I just put an odd. That's right where my customer go to our customer to understand the main body.

My customers in wait is it?

Yeah. So I think what I did was I put an automated message, I filtered out my customers that these are the, you know, four 100 people top CXOs or zero narrative people in my niche. I put an automation message, hey, can we catch up for a coffee? And out of like every day we send out 40, 50 automation messages. Out of 4050 that are going 10 people will accept your messages. And I got connected and I'm, I have meeting scheduled with a lot of people. So if I went for like two or three days I would suggest anybody to go to any, any location. Like if you go just to bombardry or so just do this automation I probably have to. You end up meeting new people. So one of the person that are meeting right now is an X meta tech and Google head and that person is ready to meet up for a coffee and they are giving me direction. Okay, let's meet at this particular place. And I don't know if it's about business or not, but I just would like to catch up with you. Right. So we've understand what it is over the meeting we'd have a conversation but at least that person is ready to come and help you. I think that's how LinkedIn works very well a lot.

How many people here have, have never done any, any of these things that they're talking about. Can you please raise your hand? That's it. I'm sure there are more people. Okay, so that means all of you, three, four people who raised your hand, you have a fantastic brand new opportunity waiting for you. And how many people have done nothing on Facebook and Instagram for business? Okay, so then for the two of you, you have opportunity over there. So there every time that we all meet there will be a new avenue, but do it yourself and then please give the ownership to somebody else. My problem is when agency founders start becoming owners of everything, you know and then I can almost predict your Revenues because you're busy. Okay, we're going to go to get sales now, which is where all of us want to get to. So get sales is a crazy animal. So we start with questions from your side to me and then I'll come bring it back to you. See a lot of steps, a lot of frameworks, a lot of pipelines for sales that are trying to develop their meiser k but a lot of them also feel like belly cringer g and pushy and stuff like that. I'm totally myself, I'm not pushing much. I feel I could have done it, but it's not, it hasn't gone for any state what was if I would have it, you know, gone that way. But again when I do that. So how do, as you said, emotional. The non emotional. Right. How do you approach worker? See, sales is about making the other person feel understood. The end how do you make the other person feel understood? And I tell my new sales people, I said you're going to take time to learn. In the meanwhile, when the other person is with you on a zoom call, listen 80% on a 60 minute call. And when you're listening, acknowledge, nod, write down. When you don't know the answer, say that's a good question. I'll ask somebody and get back to you at the end. Give them some resources and then come back, ask the more experienced people. They'll give you an answer. We'll go on the next call. This is for people who have no idea, but for people who know their business or founders. When the founder is going on a call, listen to the person, ask them the right question based on the pain points that you already have. What like I've asked all of you people before you came in. What one common question I always ask ask is for me to know who is the person that I'll be working with. What did you do? How many times did you do what you did and why did you continue to not find success with it? This question allows me to find the pattern and many times the answer is I gave up midway or I didn't spend enough money. Then my next question is what makes you feel that you're going to do it now? Because that shows you the pain. And a lot of people like yesterday a gentleman said, you know that. So I, I told my team, I said we're not going to address, I don't want him to come on a text call because if somebody is putting 100% this thing on. Same for all of you people at agency founders. When somebody comes to you and says you tell me you there's like no, I'm not ready to walk half the journey. They're going to be toxic clients. So number one, the answer to your question is listen 80% of the time. Write it down because we know we're not intelligent. We need to understand that is your next, your next thing. You're not going ready with an answer. Your answer is coming from his or pattern. Pattern will tell you. If you can help them, tell them okay, this time it's going to be a 3 lakh rupee a month Facebook ad budget for next four months. This is how we're going to do it. Return, this is projected. And then to read the border in their court. The sales is not about closing, it's just going to the next level. Closing, two step closing, three step closing. But nobody can tell you. But the thing is you give them the next step, make them feel heard, tell them the pattern, show them the sales is about. You can only show them the mirror. And some mirrors you can show like coach DJ shows pictures. Those are figures competition. Three by three by three is a mirror competition. Show them the mirror, they will come back to you and ask you the how and how much. When they say how 50% deal is done. When they say how much then 80, 90% of the deal is done. So if, but then. So time is the thing is to take him to the next level only listen to him, pick up the three points that he's given, start answering those points, give him something to ponder about and never close a call without fixing the next time to meet. Because I understand right now we're not on the same page 100%. I'm sending you a few PDF and this video and also the recording of the call you would like. Right. So three things I'm sending you plus this AI notes and all of that. So 17th is a good day. 18th morning. Okay, 11 o' clock, I'm just sending you. Can you just open your email? Can you just accept the invite? Okay, done. Then you know you're fine otherwise time waste or. Yeah, sure.

So what I realized while doing the sale is like subsequent sales may like if you giving your introduction then give the induction which person wants to listen. Right? Because when I start the meeting I always ask like can you tell me about yourself? And the permission question is something which actually make the other person happy. Okay. She's asking permission of 20 minutes of meeting. So that is like first thing which I ask them. Second I ask them like can you tell? Yeah. So I always Ask the permission question. Like can you have a 20 minutes? Because I've seen like. So I always ask you own the meeting.

It's your meeting. I have to tell it's my meeting. Exactly, it's not your meeting. You know what we do on a day.

So the first question is icebreaker because that person thinks, okay, now I like I am having the power in my hand and I have to give 20 minutes to this person. Second question I asked them, can you tell me about yourself? So in that only I got the like sense where this person is looking for someone. Branding pride is important for that person. Loyalty is important for that person. Or that person is only here to make some money out of marketing. So after that when I start introduction, I always pick points from his work production. So for example, like recently I was having a meeting with the hospital manager and she told me that Nishu we want we. We have a big branch and everyone knows us. You tend like you know how we can make our hospital more famous. I bought one thing. Famous was the keyword which she told me. And second was the loyalty of the brand. So we these two keywords. I fake and I start talking about myself like okay, I'm a healthcare professional turned agency founder and I was with a hospital Max Hospital. The moment I think his name said okay, go over the be hospital. Let's talk more. So after connection orbit. And the third point is what I was realized is I never like you know, I let them speak. I have 10 questions I can also share with the everyone here. I have 10 questions. I always ask them. So I asked them like, you know, what is your. How many budget you are putting in your marketing? What are like which. Which are your target audience from that only the first the person keeps on talking and 20 minutes other than that person was saying that I was busy. Then you know again like that I have not realized it. And again like now that person cannot give what I felt. And also like I have the nice one. I'm asking them question. I have already shared them everything. And the last thing which I have realized is in negotiation. Lot of people are doing this wrong. Is negotiation.

Vulnerability honest? How many people fumble?

Okay, I like.

I like the ch's reaction. What is this fumble reaction?

So I'm sure like you know, everyone have done that.

So Palash, remember I'm going to use this in my next ad with all this, don't you. How much time do you feel when you. When you're enjoying sales and doing sales. How much time do you think that you. You Are putting an operation which you should not.

Honestly nowadays I'm putting 10%. I only join morning day. And like I I told my team okay. This is the one hour I'll fix for you. You have any questions come ask me. Otherwise I putting all my efforts into sales marketing. I love doing it right.

Because if you. If you're excelling at something do more of it. Arush, you think 10% is okay? Let's be joining. See. Okay. Perfect. Perfect. Yes.

For negotiation I was like I. I wanted to add one very important point. Negotiation. I have realized one thing that will lose the Once you say okay. My. My costing is 2 and a half lakhs plus GST just SH. That person will come through. Okay.

So an issue with all this, don't you. How much time do you feel when you. When you are enjoying sales and doing sales. How much time do you think that you are putting in operation which there.

Is a scope of negotiation.

There is a scope of negotiation and.

The moment you like you know you say okay. This is my code. You should not honestly nowadays I'm putting 10% I only join mornings day. That person is also aware. Okay. This person is not in the mode of negotiation. Okay. Being done or like we can then back for you.

Sure. And also you know one thing that I learned over here is that mostly for Indian customers we are eight of in. Yeah right. So I like what Banka just did yesterday. Show three options. So let them in. Very good. You have options like this comes from chance that was asked. Yes. So my question so at the end of this one will take you top far in the last like 10 minutes all the three people would not seing in.

And like I I told my team okay, this is the one hour I'll fix for you. You have any questions come ask me. Otherwise I putting all my efforts into sales marketing. I love doing it right.

Because if you if you're excelling at something do more of it. Arush, do you think 10% is okay? See. Okay. Perfect. Perfect. Yes.

For negotiation I was like I I.

She hired the top people to do so. When all of them you saw you people are taking something back. I really want to do this, this and then you're still putting operations. It may be coming from your steros major than rejection. That's why the entity founded we underwent don't say show my setup. I te so we hide behind that. My lord would say so like a broken record. After seeing the.

So how do you deal with those sales calls? I wanted to add one very important point Negotiation make. I have realized one thing that will lose the vectors right. Once you say okay my. My costing is 2 and a half lakhs plus GST just SH. That person will come through okay. Already they are like you know Dodin consultants, external partners and things have not worked out right. So initially that client was not afraid of sharing the money like investing but now because. Right. So probably Karina you feel that yes, they are like convinced with the services but so how do you deal with those objections? And they want to start small, test you and then go big. Whereas you want. There is a scope of negotiation.

There is a scope of negotiation and.

The moment you like you know you say okay, this is my code. That person is also aware. Okay. This person is not in the mode of negotiation that will okay being done or like we can get back for you.

Sure. And also you know one thing that I learned over here is that mostly for Indian customers with yeah right.

That big high ticket commitment from start.

Bigger biggest not small, medium big. So one is that like what Panka said. He said I was fed up. Then the other is it's too tiring. We can't do that. So if. If one of my customer avatar pain points is I have been through other agencies and this didn't work then my get known videos should be able on my webinar should be able to address those problems for those people at scale by one by one. If I start just so I like what banker did yesterday show three options. So let them in like the songs of chance that was asked. Yeah, that's what yes. And so who I am and how I can help that person is going to take a long time. I don't have the time. Nobody has the time or patience to be able to explain to these people. They should be ready. They should be like I already got that answer. See guys, you want to win. You want your big cars, big houses, good life for your family. You have to understand one thing. The all the objection when you know the 12 pain point 12 pain behind the 0.24 videos. Those 24 videos and different variations of it should always be in the market doing the work for you. So that when it comes just imagine that a salesperson has gone to Singapore or wherever nurtured the person. Then you went as the CEO of the company and you closed. So somebody you look at your vice president you're like what happened? You're calling me for a meeting and it's not even nurtured. That's what so at the end of this conversation so Far in the last five, 10 minutes, all the people she's hired, the top people. When all of you, all of you people are taking something back. I didn't want to go this year. A CEO would say if you were working for somebody, these are your ads, your ads are your sales people. This YouTube video is my sales thing. Every video is a salesperson. Add or no ad, organic or not. Call your video and ask him. Every video is a salesperson. They should go and do this work. Yeah. Then we'll go to Bimal.

One get sales. I just want to share a small story and I feel like one of the biggest mistakes that I made as well and that I see a lot of sales people doing is that they tend to look at people with this perception of what can I get from this person? And I think that's a huge turn off in today's time and something that I'm guilty of as well.

And then you're still putting the operations. It may be coming from your steroids being a limited action. That's why the entity founder we underwear was asking here and kind of what.

I do now is I look at what can I do to build a connection and how can I really serve them. Since we were talking about pain.

So we hide behind that by not good.

So in points like this is a small story, but actually like a small 20, 30 minute conversation at a Taco Bell for me actually ended up being a conversion for me. Without that intention, I went to Taco Bell. So I mean I run an agency, but I also do the Brothers Collective which is a men's retreat. And I and a lot of men here might know that if you're probably gone to a place to eat by yourself, you're probably going through something or just trying to de stress, you know, you're taking yourself out. So I want a Taco Bell. I was going to something, I was sitting by myself and there's another young gentleman just eating by himself as well. So I just looked over, I was like, hey, you want to come join me? So he came over, we spoke for 30 minutes at a Taco Bell, had the most candid conversation. Just trying to get to know each other. I remember and he asked me one thing. He's like, how are you so in touch with your vulnerability? And like you're such a sensitive man. I've never seen this before.

Like a broken record after days ago seen. Was it being a way shared? I thought, what.

So how do you deal with those sales calls already? They are like, you know, consultants, external Partners and things have not worked out. Right. So initially that client was not afraid.

And I said, I mean this has been a journey that I've been on. But you know, we spoke on those lines and at the very end, in 30 minutes he was, was leaving. I told him that I just started this thing for, for men to come together. And by the end of it he joined me. He didn't even think twice. He was like I'm in, call me in. And a very candid, beautiful heart to heart connection ended up being a client for me. So I just thought that was a very beautiful learning for me as well.

Right. And just in just everybody's got a different experience. What, what I, what I have been guilty of is. And for my. My. My coach is my dad. So he always tells me how to save time and do more. So. So I've been guilty of having my heart on my sleeve and talking to everybody around. But what happens, what I realized was that if it's a business objective then.

I want to talk of sharing the money like investing. But now because. Right. So probably kahina ka. You feel that yes, they are like convinced with the services. But how do you deal with.

To the people who can after a connection can eventually either refer a client to be a client.

So those objections and they want to start small, test you and then go big. Whereas you want.

I would like to talk about my business to people who can eventually be an evangelist or be a direct customer for everybody else. I can have a gradual conversation. So definitely building connections is the first step. But I would say build it with the YPOs or the EOs and you know, the people who have the money and want those kind of retreats that you're looking for because that's when you get the maximum bang for your buck. Yes. As far as this, I have seen two kind of entrepreneurs wherever I have seen and met the people. So one is basically the entrepreneur who is like one man army who handles everything like operations, sales, business development. And second is like the person who really understands the importance of expertise. He just want to leverage and acquire expertise and he just want to go off. So in the today's context, like for any kind of evolving business, what do you suggest there should be a one one man army or the person should have a own expertise that big high ticket commitment from start bigger, biggest, not small, medium big. So one is that like what Panka said? He said I was fed up then. The other is then hire the people and get the depend on how much money you have if you have money to invest, get expertise from day one. If you were building a team to play against Ronaldo's team, you need money, then you can hire the best team and you start winning. If you don't have money, then you put in all the work and make the money and then one by one you hire. Yeah. Awesome. Since we are on the topic of teams, so like hiring is one thing. Second thing is as a founder or.

As an employer, having the mindset to manage it.

When we get started, it's always us, a co founder of two, three people say, then eventually maybe it's too tiring, we can't do that. So if one of my customer avatar pain points is, I've been through other agencies and this didn't work, then my get known videos should be able on my webinar should be able to address those problems for those people at scale by one by one. If I start just, you know, so from being a solopreneur, you need a different mindset maybe to handle a 5% or 10% team, but it's not too different. Then you reach a point when you are having around 30 people with you or 40 people with you, that requires a very different mindset, you know. And then eventually from there, when you have to go to managing a 50 or 100% team, like, what do we have to change in ourselves? You know, what is the change that we will have to bring in our mindset in our thinking to go from maybe managing a few people to managing maybe 30, 40 people to. Right. So the thing is you have to remove yourself from everything else, which I keep telling everybody you have to do. Who I am and how I can help that person is going to take a long time. I don't have the time. Nobody has the time or patience to be able to explain to these people. They should be ready. They should be like, I already got that answer. See guys, you want to win. You want your big cars, big houses, good life for your family. You have to understand one thing, the all the objections when you know nothing because you're responsible for everything, but you're accountable for nothing on a daily basis. You're responsible for everything on a daily basis. You're not accountable for anything. If you can remove yourself from your business for one day, one week, one month, that shows how much your business can do without you. I'm not. You don't have to remove. You have to have the ability to remove. You can never remove, but you have the ability to remove. Just to say that just shows how Strong the team is. And so if you are in sales operations, this, this, this client servicing, everybody is calling you, which most of us are because we feel strong and authoritative. If we have that, then we can't manage a large team for the 12 pain point. 12 pain behind the point. 24 videos. Those 24 videos and different variations of it should always be in the market doing the work for you. So that when it comes, just imagine that a salesperson has gone to Singapore or wherever nurtured the person. Then you went as the CEO of We have to manage only the 20% core functions of the business. That could mean sales. That could mean the four people who are running 25 member teams. Unka mindset. So I go top down most of the time the company and you close. So somebody you look at your vice president, you're like, what happened? You're calling me for a meeting and it's not even nurtured. That's what. And many times when I'm free sitting in Canada, whatever, I go bottom up. So I'll call people who like, oh, boss. And I'm like, sorry, sorry, how are you? Are you enjoying yourself in this company and all of that Small, small things. She'll tell me a problem which maybe the top guy is not telling me. So I can, you know, I know things in my company are happening. So but because I have time, I have to free myself from situations. And for that you have got a CEO would say if you were working for somebody, these are your ads. Your ads are your salespeople. This YouTube video is my sales thing. Every video is a salesperson. Just let other people do. See, I'm not a perfectionist. There are some people who like so my dad has always taught me, as long as profit, second innings, third iteration, progress over perfection. So when you are, when you, you have to go back every quarter, every 100 days and ask yourself, what are the 20 things that I'm doing which are my. Which are moving the needle for me? And when you do that, you have to think what are the things that you're very good at? And which are the things which other people are good at, which you're good at. You keep yourself which are things other people are good at. And eight hours is a long time for an entrepreneur, a long day for an entrepreneur. What we do is not mostly because we didn't go to school for this, right? And I don't think there's a founder school, even an mba. They don't teach you this. They teach you or call your video and Ask him. Every video is a salesperson, they should go and do this work. Then we go to Bimar.

Get sales. I just want to share a small.

Story.

And I feel like one of the biggest mistakes that I made.

All you need to do is according to me, four senior people and you focus on your get set, get mindset and your sales. Keep guiding them every day. Maybe two 20 minute calls a day in the morning. I'm not saying you lying down and sleeping, you're working on something else, you're getting a sale, you fixing the software that is not working for you. You're thinking three months ahead, can we get a better deal. You're thinking that you're not on the everyday, you're on the everyday, which is going to come as well.

That I see a lot of sales people doing is that they tend to look at people with this perception of what can I get from this person. And I think that's a huge turnoff in today's time and something that I'm guilty of as well. And kind of what I do now is I look at what can I do to build a connection and how can I really serve them. Since we were talking about paying after.

Three months, you're not on the everyday for today. When you can free yourself with those things, then you can manage a bigger team. That's the answer. Yeah. So we're already at get teams. Good. So my question is basically that like as a founder, especially in the early stages, you feel kept he like in.

Points like this is a small story, but actually like a small 20, 30 minute conversation.

Five employees who was me. So I don't know exactly what to do in each area. Exactly. So somehow not like I want to be even with genius, but I wish that sometimes I could.

At a Taco Bell for me actually ended up being a conversion for me without that intention. I went to Taco Bell. So I mean I run an agency, but I also do the Brothers Collective, which is a men's retreat. And I and a lot of men here might know that if you're probably gone to a place to eat by yourself, you're probably going through something or just trying to destress, you're taking yourself out.

You clearly mentioned the SOPS is the only way. Trainings is the only way. I just want to ask on a personal level, how do you get your team motivated to be accountable to you, to the client, and actually genuinely care about the client, the team and the business. Cuz it seems that especially the freelancers.

And the bench on a Taco Bell. I was going to something. I was sitting by myself. There was another young gentleman just started working with you.

You're running after them like quite a bit.

Eating by himself as well. So I just looked over. I was like, hey, you want to come join me? So he came over. We spoke for 30 minutes at a.

Taco Bell philosophy for freelancers vendors. It's a little different in my case it's been that like I have to kind of like follow up with people. You know, the client is writing on the group that your logo if you understand and these small integrities and you're caught up in this and then it becomes a whole app. Right.

And simultaneous had the most candid conversation just trying to get to know each other. I remember and he asked me one thing. He's like, how are you so in touch with your vulnerability? And like you're such a sensitive man. I've never seen this before.

Your job is to maintain the sales and focus on growing the business. But so employees you have. So tell me why after all these problems do you still care about the business? This is my business. Right, but why? Because it's creating an impact in society and it's making. We don't. Do you really care about that for.

And I said, I mean this has been a journey that I've been on. But you know, we spoke on those lines and at the very end impact.

In society, seriously, impact. Impact is. I don't think impact is driving a lot of people. We are making money and with that money we're doing seva or you're doing whatever help everybody's doing.

Three minutes he was leaving. I told him that I just started this thing for men to come together. And by the end of it he joined me. He didn't even think twice. He was like I'm in coming in. And a very candid, beautiful heart to heart connection ended up being a client for me. So I just thought that was a very beautiful learning for me as well.

But I don't think that's mixed. You're saying can I help you? A client breed of people, different sectors. I don't think any in just everybody's got a different experience. But what I. What I have been guilty of is on this table is that but so impact me. What is it? Why are you okay right. So there. And for my coaches, my dad so he always tells me how to save time also on the bigger picture. So we create a dream chart for every customer and do more. So he. So I've been guilty of having my heart on my sleeve and talking to everybody around and we every ideal teammate avatar and we show them what happens if this client remains for but what happens What I realized was that if it's a business objective then I want to talk to the people who can after a connection can eventually either refer a client or be a client. So six months. What happens if this client remains? With every client going or coming, our dream is getting either elevated or shattered. Right. I'm very upset with you. I would like to talk about my business to people who can eventually be an evangelist or be a direct customer for everybody else. I can have a casual conversation. So oh, I'm not going to run that anymore or I'm not going to expand and get another office. Right. With every yes or no is the team also seeing that or they're not. They're like nothing. It's not related to my future at all. My salary is the same. At the end of the year I'm going To get a 10% does not matter. That is 100% our fault that we've not been able to see the same. Definitely building connection is the first step. But I would say build it with the YPOs or the EOs and you know the people who have the money and want those kind of retreats that you're looking for because that's when you move with them. So it's like sometimes having a friend from a different culture. You know when I had many friends abroad at that point in time, you know Christmas excited because we were from different. But if you. You have to grow the culture of your company to be excited for the same things for that you may you get the maximum bang for your buck. Yes. As far as this I have seen two kind of entrepreneurs wherever I have seen first find the right people and then show them the dream. I met the people. So one is basically the entrepreneur who is like one man army who handles everything like operations, sales, business development. And second is like like the person most founders. So we are the blind leading the blind. Not for everybody, but many companies are. Like he understands the importance of expertise. He just want to leverage and acquire expertise. So you have to go deep. But why is it that we haven't done this exercise? Because doing this exercise is. And he just want to go off. So in the today's context like for any sometimes scary for us. Oh, it's like a roller coaster kind of evolving business. What do you suggest there should be a one man army or the person should have her own expertise and hire the people. And get this, see, depend on how much money you have. If you have money to invest, get expertise. From day one, if you were building a team to play against Ronaldo's team, you need money. Then you can hire the best team and you start winning. If you don't have. I've seen lips getting dry when people do their exercise, palms getting. But if you go to, I've been on investor tables, when you go to investor investor, then you put in all the work and make the money. And then one by one you hire. So since we are on the topic of teams, so like hiring is one thing. Second thing is as a founder or.

As an employer having the mindset to manage it.

When we get started, it's always us, a co founder or two, three people say, then eventually maybe you know, so from being a solopreneur, you need a different mindset, maybe to handle a 5% or 10% team, but it's not too different. Then you reach a point when you are having around 30 people with you or 40 people with you, that requires a very different mindset, you know. And then eventually from there, when you have to go to managing a 50 or 100% team, like, what do we have to change in ourselves? You know, what is the change that we will have to bring in our mindset, in our thinking to go from maybe managing a few people to managing maybe 30, 40 people to. Right. So the thing is you have to remove yourself from everything else, which I keep telling everybody. You have to do nothing because you're responsible for everything, but you're accountable for nothing on a daily basis. You're responsible for everything on a daily basis. You're not accountable for anything. If you can remove yourself from your business for one day, one week, one month, that shows how much your business can do without you. I'm not. You don't have to remove. You have to have the ability to remove. You can never remove, but you have the ability to remove. Just to say that just shows how strong the team is. And so if you are in sales, operations, this, this, this brand servicing, everybody is calling you, which most of us are, because we feel strong and authoritative. If we have that, then we can't manage a large team. We have to manage only the 20% core functions of the business. That could mean sales, that could mean the 4 people who are running 25 member teams unka mindset. So I go top down most of the time and many times when I'm free, sitting in Canada, whatever, I go bottom up. So I'll call people who like, oh, boss. And I'm like, sorry, sorry, how are you? Are you enjoying yourself in this company and all of that? Small, small things. She'll tell me a problem which maybe the top guy is not telling me. So I can, you know, I know things in my company are happening, so but because I have time, I have to free myself from situations. And for that you have to just let other people do. See, I'm not a perfectionist. I'm like, there are some people who are like, so my dad has always taught me as long as prophet, second innings, third iteration, progress over perfection. So when you are, when you, you have to go back every quarter, every 100 days and ask yourself, what are the 20 things that I'm doing which are my. Which are moving the needle for me? And when you do that, you have to think, what are the things that you're very good at and which are the things which other people are good at, which you're good at. You keep yourself, which are things other people are good at. Won't they know? And eight hours is a long time for an entrepreneur, a long day for an entrepreneur. What we do is not mostly because we didn't go to school for this, right? And I don't think there's a founder school, even an mba. They don't teach you this, they'll teach you reporting. So all you need to do is, according to me, four senior people and you focus on your get set, get mindset and your sales. Keep guiding them every day, maybe two 20 minute calls a day in the morning. I'm not saying you're lying down and sleeping. You're working on something else. You're getting a sale, you're fixing the software that is not working for you. You, you're thinking three months ahead, can we get a better deal? You're thinking that you're not on the everyday, you're on the everyday, which is going to come after three months. You're not on the everyday for today. When you can free yourself with those things, then you can manage a bigger team. That's the answer. Yeah. So we're already at get teams. Good. So my question is basically that like as a founder, especially in the early stages, you feel like, I wish I had five employees who was me so I would know exactly what to do in each area. Exactly.

So somehow.

Like, it's not like I want to be evil genius, but I wish that sometimes I could. You know, you clearly mentioned the SOPS is the only way. Trainings is the only way I just want to ask on a personal level, how do you get your team motivated to be accountable to you, to the client and. And actually genuinely care about the client, the team and the business? Because it seems that especially the freelancers and the vendors that are working with you, you're running after them like quite a bit internal team. You can instill a philosophy. For freelancers and vendors, it's a little different. In my case, it's been that like app to kind of like follow up with people. Even the client is writing on the group that your logo. You understand, he's small integrities. And you're caught up in this and then it becomes the whole app. Right. And simultaneously your job is to maintain the sales and focus on growing the business. But business. So employees. So tell me why after all these problems, do you still care about the business? Was this my business? Right. But why? Because it's creating an impact in society. We don't. Do you really care about that like impact in society? Seriously, impact is. I don't think impact is driving a lot of people. We are making money and with that money we're doing seva or you're doing whatever help. Everybody's doing it. But I don't think that's mixed. You're saying, can I help you? A client? I don't think breed of people, different sectors. I don't think anybody on this table is that. But so impact me. What is it? Why are you. To create more revenue. You want to create more wealth, create more time. Right. So they also want a bigger picture. Yeah. So.

How do we do that?

So we create a dream chart for every customer and we every ideal teammate avatar and we show them what happens if this client remains for six months. What happens if this client remain? With every client going or coming, our dream is getting either elevated or shattered. Right. I'm very upset with you. Oh, I'm not going to do that anymore. Or I'm not going to expand and get another office. Right. With every yes or no, is the team also seeing that or they're not. They're like nothing. It's not related to my future at all. My salary is the same. At the end of the year, I'm going To get a 10% does not matter. That is 100% our fault that we've not been able to see the same movie with them. So it's like sometimes having a friend from a different culture. You know, when I had many friends abroad, Atha, you know, Christmas. Because we were from different. But if you have to grow the culture of your company to be excited for the same things for that you may first find the right people and then show them the dream. But the thing is most founders say so we are the blind leading the blind. Not for everybody but many companies are like that. So you have to go deeper. But why is it that we haven't done this exercise? Because doing this exercise is sometimes scary for us. Oh it's like a roller coaster. I've seen lips getting dry when people do their exercise palms getting figure out but if you go to I've been on investor tables when you go to investor investor tops it things that exercise in being able to. This is called vision in being able to see a vision. That's why visionary leader so your vision can't just be money, right? No. Why not? It's your vision. Why do you feel bad if thinking about money? Why? I was telling yesterday somebody this is the only country in the world festival around money. Goddess Lakshmi, the whole country tell me one country in the world where there's a festival which is around money. And then we say we feel bad talking about money. It's the biggest festival in the world. So don't you. This. This has to just. We have to work on that mindset. I work for money. Huh. You too? That's a question. Okay. Yeah yeah sure. I have a private so definitely expectations. So what structure is ideal for them ESOP incentivization for the Anything else. See the thing is there are very few people who can wait for esops E game. Right that exercise in being able to. This is called vision in being able to see a vision. That's why visionary leader yes we are long term players team can never be long term player thinkers. Thinkers. I think it's unfair to make them wait Revenue in the beginning profit for long term players who are going to live with you for a longer time. Because you're absolutely right. This is a very important question. If today I feel I want to buy a 30 lakh rupee software my team will say profitability so that is a good thing. But two, three key players have to be in that but then that has to come with two, three players in the office we have the two kind two level of the players. One who has the co founder they are based on the shareholding or stakeholders and the third is the core team. So this is how. How I structure it. This is how I'm able to find. Yes please. This is how I'm able to structure it. And I don't you have to find your Own thing. I give 20 on revenue. It's a lot of money. My dad has been asking me to change it for the longest time. But it allows my company to run without me. So I'm fine. That's the whole purpose to run. And I keep saying it touchwood but I'm able to do it in a different time zone. So you have to be both. That's why I asked because we have set all the things in such a way that whenever we are following you are not necessary. So to have the internal to settle, to set up the systems. Everything is working fine because we know we are going to. So what's the right thing that we already did? We have to adopt that show the vision. Call the wife because she's the decision maker. If there's a man on the other side, tell him it's a long term commitment. This is what we are discussed. Sometimes I'll have my wife also on the in that meeting. Sometimes my mom will come. These are my core people, you know, back and forth. It's as important as that. The guy who's managing the teams. Sales. Sales I feel we should keep in your head.

But then you have team percentage cut on the sales also right from the correctives.

See? No.

So like. Like how much do you give to the sales? How much do you want to give to the operations? And what is it like year t.

Thing like 20% profit sharing with my senior leaders. Okay, okay. Not 20, 20. 2020 with whoever's managing whichever P and L and with the sales team. If they're working with me with a salary 10%. If they have no salary, then only commission. Then it's 20%.

But then 20% is going. For example, let's take a three thousand dollar ticket. 20% is going to the sales budget. But sales another 20% is going to the operations.

Over here the operation team is taking care. No. So there are four directors that I have. And when the business comes in, for example let's say or we had three kind of deals. 20 goes to this guy. So this is right say 16% or whatever the profit of. Yes, yes. He has to drive everything till the end. Cost manager, sales, revenue, profitability. So you can say and this is a long term game different type of animals. This is somebody who's like a nice weekend company. No problem as long as that. So don't know different. But like I said guys, you have to sit down with them. You have to talk to their wives. You cannot do it without talking to the family. I don't like your Boss, he will not like you. You know our families are very important in making a long term. We have created a system called accountability charter where we have kind of incentivized people. No matter how much you try, he cannot give them. You don't have. You're not giving clarity. So we have created a system. If you want to earn more than your salary, you want to remove the city and take more work and do it properly, take ownership about the work, your salary will also change and you don't have to wait one year for that. So here we have this. We shared you in that system also. The accountability charter has actually helped people.

Take ownership and make more money on.

And make more money there. Getting more projects there people who are hungry. There is a divide. You don't give everyone because we telling privilege either. You have completed one year. You have done this because you want to test also. Yeah, I am really taking ownership of that. And then they take on more project and we have calculated more on that. And now I be discussing we should be increasing those prices because I want there also prices to increase so that there are some more motivated and they're also doing that and but believe me, it has after you do your get known get these get see all your system put it in place. You know I'm coming towards get system so I'm just going to wrap it. We have five minutes left. Get your get known ads. You need 52 ads, right? 52 ads. Do your 24 and one Internet CMX studio. Done. Tell somebody to automate it. It's done. Don't even touch it for the whole year. Yes. You can make something special for Diwali for Christmas. Jacket, pan keno. I'm in Canada. Who cares. You can do it the same day for the entire year. In two days. Finish your get known. Don't even think about it again because your mind will keep stopping you every time. Oh my God. Kaun karega though get known 500 rupees a week. View only ads. Your get known is done. Then you come to your get reads 12 pain points. 12 pain behind the pain. 24 ads. Pick it up and do it. Do it every 24 months. Because every quarter you can say whatever pain points or relevant. So do that every then it comes to get sales. As long as you incentivize your teams to be able to say I want three nurtured leads. That's when I get upset. When I'm going on a call. You cannot tell me that the client is asking me. Can you tell me a Little bit about yourself. Are you serious? How the hell did this happen? He should know everything. He should come and ask me just the how part. So if I'm getting three how calls a day, which maximum he can take a call but average 45 minutes. I've taken the sales in my hand. I don't need to ask you business. Keep that in your hand at this level of your business. Rest of the time, once a week at least, sit with two members. Two members, two members. Try to spark, you know that plug by saying, you know the dream chart with them. Is my team part of this? If not, then try to make changes in the team. Step number three, sit with them and show them the vision. You know, they'll ask certain questions. You'll be like, oh, I was not ready for it. You go back to the drawing board. You'll understand more about the company. Once you're able to do this, you'll be able to say everybody's on fire. You know where you're going, where you know where you're going. You know everybody who's going where, how they going and what is happening today. In a board meeting or in 100 day meeting, do it with your own teams. That can we all do your 100 day. Do it with your teams. Get your teams to do it. And every yesterday what happened, all of you people inspired each other and you inspired other members who may want to join. Right. How my role was only be anecdotes in between. Same with your company, Joe. Everybody is coming and showcasing their success and how they did it. Other people are getting but everybody has to go to the same get known. Get these community models. Feel free to use Akshay using these models with his team. Use feel free to use this, modify it. We're coming up with another model to give to you people similar but different for your teams if you want to use that. So make sure that everybody is speaking the same language. Let them do a monthly and a quarterly presentation with you. And everybody has to understand them. Here we all know the North Star. We all speak the same language. Get known. Get sales. Three leads a day, 15 of a week. Three by three by three. But teams may be same language. There is no structure. There's no system. There's no language. Everybody German, French system. That's when you'll be like, oh, I have time to go for lunch with my family and dinner with my travel a little bit because my team is working. Yeah, perspectives. But the thing is connection Banjata. This is the right person. While you are see Agencies. Somebody was asking me how to build a 2,300crore company. I don't know. Huh. Good. So I don't have a 2, 300 crore company. But I know, I know exactly how this works. When you give retainers in a large company, crore retainers with big corporate brands, then you save 5% time of my CEO, 10% of my vice president, 20%, 50% of my project manager. You give it, don't get on your picture and you say these are the people who are going to be employed in your project expectations. That's when this question is coming, right? I don't think so. I don't think so. I think one like anything you trust Tata or Godrej or whichever brand you trust, right? So personal branding is, is a new thing and personal branding. What? What? But the thing is you don't, you don't call Gary Vee, you call his company because you are imagining that the culture will be the same, right? That's how you finalize. That's how you see it, right? But there's a culture mismatch which happens and then the person is like they don't even tell us what to do which is that our teams don't know what is our this thing. That's why I was very happy to see many teams yesterday. Once the teams are synced and we speak the same language and you have your own agencies, modis and everybody's doing the same thing, you've lost 50% of your life's tensions. Most of them are going to be man made. Because just imagine how I feel most of the time. Most, not all the time. There are many hiccups most of the time. What I feel is like right now I'm here two days, I haven't called anybody in the office. Nothing is. If there's a fire, they'll tell me. Taran is waiting for a few OTPs. Everything is fine because Hamney Singh Khadiyana and after this today's day also when all of you people go home, I'm also going to be like next hundred days all of you people have some work to do.

So I have a question for anybody who's kind of like a solopreneur or a smaller agency just kind of scaling up and there's a lack of resources. Let's say how do you really make the decision of what are vital team members that need to hire hire and as agency founders like we work with in house and then we also have vendors or freelancers. So what should be your core in house team to build a very solid team that you can bank on with limited resources. And what should you kind of add on later as freelancers and what's the path of building your team?

Bhagwanji, would you like to answer that since you're in HR when we're moving.

From a solopreneur to creating the team? Since I I started my journey in 2016 as a solar solopreneur from March 16 to January 18 precisely I was a solopreneur. Bringing in business, delivering account management. Everything I was doing on my own. So the first person that I hired in March 2018 was the person who has the similar values that I follow. Right. The first and foremost is somebody. So this happened only when I was sharing my vision and actually sharing the mess that I'm not born with a silver spoon. This organization, organization, you know, with this much investment. I did this, I did this, I did this. You know, I've reached. So don't expect much. Secondly, the first employers employee that we are bringing in should be ready to somebody who's coming from a bigger organization. That is what we want. Then they will come with the mindset. They'll stick their to their job description, job role and then so value system and who is ready to do anything and everything. Right. And also they should be clear while you are hiring the team. They should be clear. This is the face. No. Right. So, so, so these are the three points. A timeline, a clear vision. Okay, if I am joining right now, right. What is the timeline after six months where I'll be After one year, where I'll be. After three years where I'll be. So if they have all those clarity right. Then they are willing to do anything and everything that is required. That should be the first employee, first few employees that should come into the team.

All right, we have time for one more question which I want to take from Dhaval because he's not spoken at all. You know you have a team members meeting with Anika. So how did you build that team? So we never know. So we never know. So it could be. But the thing is that mistakes allow him.

Second time. Allow it short time.

Guys. That's it. Abhishek has given us a final to thank you all. Please look in the camera all of you people. We going to take a nice picture. Thank you very much for the first agency rounders, 20, 24 round tables. It was a lot of fun. And after the picture we just going to 3, 2 and 1. Awesome. Thank you everyone. We're going to read and get you something.