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There are three points to my message. Whatever your message is, it could come from your professional experience or your passion. If there is a passion or hobby or something in that area that has been driving you for a long while and you’ve not been acting on it because you were too tied up in your profession or your business and there was something inside that you were just trying to focus on in a passion area, that could be the vehicle for your future growth.

First Message

So the first message that I have for you is whatever you want, and whenever you’re ready, you can be whoever you want to be. Why do I say you can be whoever you want to be rather than having whatever you want to have. Of course, having and achieving is definitely the basic premise of any entrepreneurial or business venture. But the reason we say you can be whoever you want to be is that in order to get to a certain level or achieve any results in life, you have to be the person that attracts it from the universe. There’s a lot of abundance in this universe. The smart are always getting richer, regardless of whatever market there is. When you achieve the heights of greatness, you will realize that there is so much abundance that if you take out a couple of million dollars from this ocean of abundance, nobody will even notice. Nobody will know you, which is a great thing to do because that means that there is so much abundance that almost anybody can become prosperous on this planet.

But the way it works is that you have to be a certain person to attract all of these things over to you. You will definitely have to take action, but only a certain sort of person who thinks in a particular fashion leads to the action and the results.

Second Message

The second thing is if you want to change whoever you’re, then the shift has to be made in an intense fashion. It has to be made in a period of 60 to 90 days. All huge achievement starts from a burst. You can read any sportsbook. You can talk about any sports, financial, or political success. They will always say that the maximum the foundation was built in a period of 60 to 90 days. In fact, I will personally go to the extent of saying that if you can’t do it in 60 to 90 days, you cannot do it, even in a year, two years or ten years. So the foundation has to be built in a period of 60 to 90 days.

Third Message

The third thing is whenever you try to do that or whenever you try to take this journey of 60 to 90 days, the old you will pull you back in every form possible. Every time you try to do that, your old life and your old limitations will pull you back into the swamp. So it’s going to be painful for those 60 to 90 days, which is why I recommend a plan only for 60 to 90 days because if you do it within that time, it will be fast. It won’t be painless. But it will be fast. So your old life will cause you a lot of grief and pain.

The difference between success and failure is what I’ve noticed in people who have had the same opportunities that I had. They were not able to maximize them is because, during this period of 60 to 90 days, they allowed their old life, their old Persona, their old problems or limitations to pull them back. They lost. If you can follow this message, you will be able to make huge changes in your personal and financial future.

When you try to do something that is new, your old life and your kids will certainly need you more. Your people will fall sick in your house, and you’ll have to give them your attention. When you try to do something new, things may change in your job, and suddenly, they’ll say, oh, we have this whole crisis, you need to work 20 hours a day and seven days a week. So at that point, the 60 to 90-day period will kill your dreams. Your old life will try to kill your dreams, and if you are able to succeed in those 60 to 90 days, the light at the end of the tunnel is beautiful.

The Audio record of Earl Nightingale

I’m going to give you a gift that will help you. It will really help you make this change in the next 30 days because that person is obviously a great person. His Name is Earl Nightingale, and in 1957 he was the owner of an insurance company. He was going on a vacation and thought, what should be done in order to increase my sales?

So, he recorded a 40-minute lesson, gave it to his manager, and said to play it in the sales meeting every day. So that will be like motivation. Otherwise, he used to have a sales meeting at 8:00 in the morning every day. The manager played that audio, and it motivated sales.

By the time he came back from his vacation, so many salespeople had requested for a copy of that record to be made. And then they shared it with their friends and family. There were so many people who requested that he had to contact his friend who was in charge of a record-making company and make copies of this thing. So that many people could have it, and it turned out to sell 1 million plus copies of these records in those times. Only music was recorded at those times and should come on the record, and that too when the technology was ancient. More than 1 million people bought this. He was a bigger sensation than most of the bands in those times. The person is called Earl Nightingale, and he flagged off the self-improvement industry. He is the grandfather of what today’s audiobooks are because the audio was never like motivational stuff. There were no audios in those days. And then later, it flagged off the self-improvement cassette tapes, and now you have the audiobook. So, he’s pretty much the grandfather. So listen to him, and it will change your life forever like mine.

Today we are going to talk about mind muscle. It’s the single most important thing that will make the difference between failure and success in any endeavor, whether it’s sports or any achievement, mastering, and art, becoming successful in business, becoming a better person, or a better parent.

In a book called “The Power of your Subconscious mind” by Dr. Joseph Murphy, it was researched in the 1940s that the way you think and the number of ideas you can assimilate in your brain, and the amount that you can implement will determine how much of your success is. As we go forward from The Agrarian Age to the Industrial Age, to the information age, and now the age is called the Golden Age of knowledge,  of individualism. What’s going to happen is everything that used to take three generations to achieve earlier, it’s going to be achieved in one generation.

If you look at Bill Gates, he was a billionaire before the age of 30 and a college dropout. He taught himself a lot of things like coding. And within this period of 10 years, from the age of 20 to the age of 30, he became a billionaire. A lot of different people have done different things in life. It is because of the mind-muscle or the power of a subconscious mind trigger. They say that your brain is like a supercomputer, and it can create your reality for you if only you give it just the right kind of nutrition.

Let me tell you a story first. In the history of the Olympics since 600 BC, what happened was nobody had ever run a mile distance in four minutes. It was considered unachievable by human muscle. They said that humans could not run because only the four-leg animals can run it, and human muscle is incapable of doing that. And if you try doing that, you’ll probably die. There was this person known as Roger Bannister. He was a British man, and he decided that he would try to do it and got a coach. He practiced a lot, and back in 1966 or something, he broke the four-minute mind. He’s the first person in the history of time to have run a 1-mile distance in a race in four minutes. It’s called the four-minute mile.

Now that’s not the real story. What happened was in a period of just one year, 13 people broke his record. Something that was assumed to be incapable by the human muscle for God knows how many years was eventually achievable. And not only that, within a period of just one year, 13 people broke that record. Why did that happen? The Mind muscle by doing that feat once, not only did Roger Bannister bring him to a level where he was operating, he also brought a lot of other people to that level.

Their mind-muscle was also built to accommodate this idea just by virtue of him breaking that record. And then they said, if he can do it, they can do it, and they did better.

So if you see in today’s time, Mark Zuckerberg became a billionaire at the age of 26. It took him less than five years to become a billionaire than Bill Gates, which was considered unheard of in those times. And even in the age of Sam Walton, the founder of Walmart. He was once the richest man in the world. It had taken like 40 Years of hard work to become what Walmart was, and Bill Gates was able to do that in 10 years less, and Mark Zuckerberg was able to do it in less than that time.

So, how does your mind-muscle work? If you can train the single most important thing that will help you become financially successful is if you can accommodate more ideas you want to have the desire. But if you’re able to accommodate what it is, that’s going to get you through. If you’re able to accommodate, believe and act on those ideas, this can get you there more than anything.

So mind muscle is built by three things. You can supercharge that mind-muscle by three things.

• The first thing is to focus
• The second thing is the novelty
• The third thing is the risk of failure

The best way to build mind muscle is to do things with focus. The second thing is to do new things. The third thing is to do things in fear of failing or risk of failing.

So what is the focus? Daily, your brain is basically working in every different direction. Your brain is working all the time, even when you’re sleeping. But the people who are successful like Bill Gates, his brain is working only in one direction.

They asked Mark Zuckerberg that you always seem to wear the same t-shirt. He’s like, no, it’s not the same t-shirt. I’ve got the same like six, seven of these t-shirts. I got six of them in blue and six of them in Black. I pick one up every morning. And for many days I may be wearing a blue because I don’t remember which color I wore yesterday’s work.

The reason is that I don’t even want to spend half a second of my life thinking about what I’m going to wear today. There is only one thought in my mind: how to make the social experience, which is Facebook, better for everybody commercially and socially. That is the only thing I want to accommodate in my mind.

Bill Gates said I am grateful to become a billionaire by the age of 30 because, after that, I want to be a family man as well. I want to spend time with my family. The only thought in my brain from the age of 20 to 30 was to put a computer on every single desk in this country, inside a home, and inside an office. That was the only single thought in my mind. It was quite difficult in those times to dream like this because it was just crazy. People would say you really need psychiatric help because computers were huge at that time. They were the size of an entire apartment. They are costs tons and tons in weight, and then they could cost around a million dollars. And basically, what you had to do in order to get a computer was to own a multimillion-dollar company or the government; only the government and universities had computers.

And then what you had to do was to come, you could not speak to a computer. There was no screen. There was nothing. There were no buttons. You had to have programmers and scientists speak to the computer. So computers were used to store large amounts of data. They did not have any home usage. So, to get a computer on every desk, you had to not only make them smaller, the processing power has to dramatically increase gazillions percent every year so that there’s still a need to have the same processing power. Then you have to build applications where a normal person could actually speak to the computer without having a Ph.D. in a scientific subject. Then they are to be made lighter so people can buy them and they can be shipped to your home, and they have to be made cheaper instead of a million dollars. You could just afford one for like $300-$400.

Today, these things don’t seem so crazy because people have done crazy things already, so mind muscle has been built as a species.

In order to achieve that (making a lightweight computer with high power), he had to think only about that one thing and all the other surrounding facts like the cost, the equipment, the processor.

Around the same time, a gentleman called Andy Grove took over a company called Intel, which was a money-losing company. He cut out all the company’s product lines, which used to make transistors and radios, and focused on processors. He told his company to cut out all the stuff. There is only one mission statement of this company for the next 50 years. And that mission statement is to double the amount of information on a 2×4 chip every single year. You have to make sure that the amount of information on a chip doubles every single year. The capacity of the chip needs to double every year.

So, Andy Grove, Bill Gates, and Steve Jobs formed a huge friendship because all the businesses were allied, although Bill Gates and Steve Jobs were competitors. But they were working in the same direction. They wanted to bring the power of the computer to every human being on the planet inside their home. That is the power of focus.

Now the learning we get from here is how to maximize your focus. Somebody said that your time is your most important asset. But a famous online marketer said that it’s not your time that is the more important asset but your focus. He means that focus is your number one asset because time is limited and everybody has 24 hours. Everybody has so many years on this planet. What you can change is your focus. If you do that, you can achieve great things. How can you do that?

• You need to stop wasting your time on social media. It’s not helping anyone.
• Spending 1-2 hours every day on your phone talking to your loved ones has no value. So save that time and do something constructive.
• Stop wasting time on deciding what to eat. Just eat what is cooked. Don’t argue. Save that time and do something valuable. Food planning will save a lot of time in your life.
• Stop hanging around with colleagues for no reason whatsoever. Don’t let other people waste your time.
• Quit smoking and drinking. Beer is like poison to your brain. Stop doing these things, and it will save a lot of time on your days off. You can think about your dreams on those days rather than wasting time on smoking and drinking. So don’t slow your brain down at a time when you should be looking at peak capacity.

All of these things have no meaning in life. The only meaning of life is how to get to the next level. Spend time with your family at a fixed time.

Novelty

The second thing is novelty. This is more important than the focus. You will need to do things new to you, and you will need to learn them. When you are learning them, it will be painful. You’ll have to do them consistently in the face of disappointment, in the face of frustration. You’ll have to learn and do new things, and even things you’re doing, you have to push the barriers.

All the top athletes in the world, whether it is Messy Michael Jordan, Kobe Bryant, or MS Dhoni, all these guys are 2 seconds ahead of everyone else. They exercise their mind muscle and take it to the next level after every match because if they don’t do it, they’re going to lose the next one. So they have to take their mind muscle to the next level.

Risk of failure

Invariably the things that have the highest possible return are done in the face of failure. Risk of failure, which means when you go out and do something, there will be a risk of failure.

Most of us like familiarity because there is no risk in familiarity. Suppose someone says to do this job. Oh, this job is over, do the other jobs. You quit one job, and you go to another job. That is familiarity.

People say that they have 15 years of experience working in Dubai, Saudi Arabia, and Thailand. They’ve been tomarketing, they’ve built big companies, what do you think will be the right thing for them?

Well, the right thing for them, first of all, is to forget all that. Forget about those 15 years. If you do something that is familiar to you, chances are that quantumly will not happen. You can bring those learnings and do something in an area where the action is going to happen. That area may not be the same area you have experience in; it must be done in the right game. For example, if you have all the nice learning in the world and get into the pager market. What good is it going to do? That market is dead.

Bring all your learning to the new market where the action is going to take place. You should deploy your learning to the area that is going to make money. You’ll have to develop a new mind muscle. All that old stuff is gone. Always when you do something new going to come with the risk of failure and ridicule.

So you have to do things with focus, novelty, and with risk of failure. If any of these things are not present, chances are, you will gain 10% or 20%, but you won’t get very much. 20% gain in the market is not game-changing, but 2000% gain in the market is. You need to have the mindset of a 20000% return on everything.

This mind-muscle building is done within a period of 90 days if you do it in an intense passion if you spend enough time on it along with your job. But if you spend an extra 20-30 hours a week building this mind-muscle and a skillset, in 90 days, you will be ready to gain from the opportunity in the market. So save your time and do something constructive that can make money for you.

I want you to do a little exercise if you are already in business or want to be in business and think about the one who’s going to buy your products and services. Who is it? That’s going to give you that attention. I want you to do this exercise. Think about who your ideal customer is. Think about what happens to them in their day. What happens when they wake up? Is that the time that they’re thinking about you? Well, chances are, they are not. They wake up and maybe go to the bathroom. They may take the phone with them. They do their Facebooking, check WhatsApp and email.

They come out. They want to go for breakfast. They have their kids to drop to school or something. Throughout the time, they’re probably listening to an audiobook or playing music in the car while they’re going to the office. In the office, they get caught up with colleagues, etc. They do their work and lunch. They take a break, etc. They do millions of different things during the day without ever thinking about you or your product. Many of them will probably do if they have pain that is kind of acute enough. Pain that is loud enough.

We’ll go there in just about a second. 99.9% of the time, customers are so busy going through life that they will never have an opportunity to think about you or think about your product. A lot of people think that because they have such an exceptional product. The moment you tell the customer about your product, the moment they see your ad, they will be drawn to buy your products.

But the answer is no. That doesn’t happen like that. Because today not only are you fighting with a hundred of the old world distraction, which is all of the traffic and dropping the kids to school and gossip at the office. And although those used to exist, even a hundred years back. But you’re battling with the host of New World distractions as well. You have constant WhatsApp, emailing, and Facebooking going on. And then the emails from the office, work from home, zoom calls, and things like that.

People don’t even pay attention to their own kids. They are just so busy in the smartphone. All of these things are commanding a customer’s attention 24/7. How do you stand out, how do you grab their attention?

That’s what we’re going to talk about today. Imagine that your customer is sitting on a train, and this train is going a hundred kilometers per hour. They look out of the window and see a little Banner, which is about your business. What are they going to do? Are they going to take the pain to stop the train? Would they get out off the train and visit you? Even if that Banner has a phone number, would they want to take the phone out and take down your number? The chances are zero. There’re hundreds of things passing by your customers’ eyes every day, and it is too much trouble to actually do something about it.

What would you need to do in order to not be that spec outside the window, among hundreds of different things happening outside the window? Be the guy who’s selling the tea inside the train. Does everybody on the train buy his tea? The answer is no. Everybody doesn’t, but he sure has a thousand times more chance to actually sell to that particular customer than being a spec outside the window.

Let me talk to you about how this process works in the mind of the customer. A person wrote it down in 1898. Before India gained independence, these American fellows were actually getting into the mind of the customers; re-engineering and figuring out how a customer used to think. What they did was, they said to imagine your sale/product at one hand. In order to get this above the ground, you’re going to have to have a few things.

• A convinced customer

You have a committed customer, and this customer has gotten out of home because they have a pain that is painful enough that they say today they have to solve it. Your one committed customer by himself will not make your business viable. So assuming that you have enough committed customers at the other end to hold up the sale. That is how businesses used to work in the old times.

This thing is called placement-based demand. They would place themselves in a position where enough committed customers pass by every day. Even if they get 3-5 customers a day, their whole business becomes viable. That’s how they used to do business in the old days.

They will do things like put up an office in the middle of the town’s number one commercial area. Let’s say MG Road. The number one commercial area that would guarantee enough committed customers would pass by there. They shop every day and would make enough purchases so that the whole business becomes viable. However, this won’t work in today’s time because not only are you competing with other competitors, who may not be in the same similar product, but who have access to your customer’s money. So, what about the money that your customer has? Every person has a limited amount of money to spend in a month because they have a salary and a budget. If your product is important and exciting, you still compete with literally every other company that has access to that customer’s money even though they are selling something totally different from you. So what do you do? You need to figure out how to get more customers who may not be convinced that they need your product immediately and then have a predictable model of convincing them.

• A customer who desires

Now you have a customer who doesn’t have pain, but they have a desire. Imagine you’re going to boot polish business. There are people who really like blue coat dresses. They have a desire that they should be the best-dressed person in the room. They have a desire that they should wear a nice suit. You see many people in India wear nice suits even though they may live in towns which are not so cold.

Why do they do that? Because they have a desire to look good. This is the kind of person who wouldn’t have pain. If you send them a message that says, using my Teflon shoe polish, your shoes will be spanking clean. Even ten-year-old shoes are going to look brand-new. Then they’re going to be more likely to get convinced by that message and make a purchase.

The only difference is that desire by itself is not directly convertible into a purchase. The message may hit the customer’s mind, and they might think about it once or twice, and then they may do some research around it.

• A customer with merely an interest

Then you have customers who have merely an interest. They don’t have a desire. This is something that they think about once in a while. They only dress well when they’re going out for a party. Otherwise, they’re like, okay, I don’t care about it.

Now there’s a different message you’re going to give to them, which is if you go to parties and if you go out to weddings, how do you feel when you’re fully dressed? And at that time, you realize that your shoes are not polished for the last three months because you don’t like to wear them every day. You don’t want to dress well every day.

So how do you feel when you’re all dressed in nice clothes, you’re wearing your best clothes, probably in a lighter color, and then you can handle boot polish. Wouldn’t it be great if you could polish your shoes once and then literally forget about them? So this is something called interest. They merely have an interest because they’re not somebody who dresses well all the time.

• A customer who’s nowhere around

Then you have customers who are nowhere around. But what you can do is you can grab their attention. They’re not going to buy immediately. They’re not going to buy in the next six months. Just throw out a message saying that you exist. The thing stays in their mind, and whenever they come across your brand, whenever they go to the mall and find your product on the Shelf, they might recall that they have seen this thing sometime. It’s like 1000 rupees or 500 rupees. Let’s get it.

Now you have this thing called attention, interest, desire, and commitment. This model was founded by an American guy in 1898. These guys were reverse-engineering the process in the customers’ minds before we got our independence from the British. So imagine what these guys were up to.

In the old-time, there were enough convinced customers that would pass by because there were not many brands. There were not a whole lot of options for people to buy those. Not a whole lot of activity going on in the economy because the economy was still growing. Today, the economy is glutted. Not only is the economy glutted, but it is oversupplied with literally everything. You’re oversupplied in this market because the internet has made it cheaper, more accessible, and more open to the average consumer. So for them, it’s just a huge shopping mall, and they’re not even sure what they want to shop for.

So what you got to do is you’re going to get out of this mentality of “I’m going to find enough number of convinced customers.” What if you don’t? You got to play by the rules, which say if you don’t find enough convinced customers daily to make your business viable. What are you going to do? You’re going to build a process that gets an interested customer to buy a product, a desirous customer to buy a product, and convinces a customer who has a pain that needs to be solved right now to buy a product.

Then you’re going to build something called databases of customers whose attention you’ve got. It doesn’t matter whether they wear shoes or not, whether they wear clothes or not. It doesn’t matter as long as they’re human and they are over 18 years old, or they have their own credit card, they have their own purchasing power. Even 12-year-olds today have purchasing power through their cell phones and all of that. You want to build these databases as big as possible, as wide as possible, as much as you can within the budgets that you have. All of this is a pay-to-play again. This attention is a pay-to-play game because you could be doing product demonstrations, shooting YouTube videos, building the best website in the world, but without traffic, which is without people actually watching that stuff. That thing is not going to connect.

If you want people to show up, you’re going to pay somebody to bring them over. So it’s whether you pay Google, Facebook, a newspaper vendor to use your pamphlet, you pay your telemarketing agency, or you pay an SMS marketing agency. Whatever it is, you can do it as much as your budget allows.

You want to build these huge databases of people who have seen you at least once because the next time they see you in a physical shopping mall or the internet; they’re going to drop down to one of these three: committed, interest, desire. Only when they see you a second time will they drop either to the interest, the desirous, or the committed stage. At that point, you need to have a process that actually brings them through all of these stages all the way to a purchase.

Today, if you’re not playing this game, one weight (commitment) alone is not enough to pull the other side (purchases). That is what marketing strategies are about. I mean, I didn’t invent it. The Americans invented it before the turn of the last century. So this is how it works.

We are going to talk about some basic concepts. Let’s summarize these concepts.

First Concept

So, the first fundamental concept is that money is made by selling. There is no money in making. There is no money in making, and money is only in selling and optimizing. There is a certain kind of seller in the marketplace that is successful. There is a kind of seller in the marketplace who not only has control over getting the right kind of buyer for the right kind of product. They also have control over getting the seller. So they control what is being sold, control the sellers, and definitely, get the buyers. So that is a concept that we call the linchpin. So the linchpin seller is a success in any market, especially in the slow down. All of the linchpin sellers are true successes. All of the others are facing trouble.

Second Concept

The second thing is structural selling. There are two schools of sales of thought. And if you’re a sales and marketing professional or a small business owner, you will probably relate to this. There are two schools of thought. One is a slightly older school of thought that says definitely sales in the numbers. If I meet 20 prospects a day instead of 10 Prospects, I can basically beat everybody else in selling. I can collect the biggest profits, and that makes me the biggest player in the market. That is definitely true. But I would like to bring your attention to one of the key facets of what Steve Jobs said. Somebody asked him, “Your phone is better than all other phones.” He replied, “I’m not in the phone business at all. I’m in the business of making the intelligence that runs the phone. He says the phone is a wrapper. I’m in the business of that intelligence, which is called the iCloud.”

So the reason that Apple is a linchpin, in addition to controlling the marketplace, is because it is very difficult for people to sell products on the iCloud Marketplace. The security restrictions are very tight. They want to take care of the customer. They want to protect their customers.

Compare it to the Android marketplace where the security is compromised. The security features are better on Apple. So apple is a linchpin of its own platform.

Another thing is that the iCloud is so intelligent that if you have three or four Apple devices, they are all synced with each other in such a fashion that it is very difficult for you to get out of. Even if you say okay, I’m done with apple. Steve Jobs is no more. I don’t like how the company is working. The new our products are not impressive. It is tough to get out of the iCloud because you’re used to that intelligence.

As soon as you come downgrade to Windows and Android and all that integration between the phone and the computer and all this becomes so much of a headache. So it isn’t easy to get out of Apple, not because of the phone, not because of the computer, it is because of the intelligence that runs the phone. So Steve Jobs says, I am in the business of creating the intelligence that runs the phone.

We are going to do hard work in a different fashion. We are going to create a machine that does our selling for us. This is what we call structural selling.

So we are in the business of creating the intelligence that does the selling for us, and definitely, hard work is involved, but it is a better lifestyle than going after hundred prospects or thousand prospects yourself.

And then definitely, we want to get to a point where we are the linchpin. We control the supply, the demand, and we are immune in our slow downtime.

What’s the game? The game is, the secret of succeeding in a down market is to own your own business. That is the only thing that gives you control. None of the stock trading or mutual funds, none of the stuff gives you any control. They are going to take your money, and you’re going to get screwed. The real estate doesn’t work; it’s all dead, it’s all down. If you’re a corporate professional, you thought you were a hotshot director or a vice president. Things are changing now. So, if you’re feeling the risk, if you’re feeling the pain and the heat, then you’re at the right place.

How do I know that?

You’re feeling the heat because I employ the world’s cheapest employee, which is called algorithms. I send out my content to the internet and based on how people interact with that content. I come to know what’s happening in the market. I’ll teach you all of that, and then what I’m going to bring you is learning from 2025 years back where this gentleman called Robert Kiyosaki wrote a book called Rich Dad Poor Dad.

It was the best business book I ever read and had a great impact on me. When I read his book, I was in Medical College, and then I decided about my financial future. What I want to do is I want to do my own business or start my own startup. And the first chapter in that book, Rich Dad Poor Dad, is “mind your own business.” The secret to financial success is “mind your own business.” There is nothing else that works and especially in downtime. It’s the best time to get started in your own business.

To tell you my own story, I changed my profession from the Hospital job to sales and marketing in the post 2001 slow down after 9/11 happened. And after that, the whole slowdown happened. And that was the time I changed my career, and it turned out to be a very lucrative move. In the post-2008 housing market crash when the whole world’s economy was in the doldrums, I actually had a business that got wiped out. Then I got a mentor who told me to never do business with only one product line.

I worked with him on setting up a startup with four product lines, which later got sold in Silicon Valley for close to 500 crore rupees. That whole thing was built in the post-2008 market crash. It was a very lucrative time for smart people to get rich. Such a time is today.

Top Myths

The next one is the top myth. If you’re a corporate professional who is like some corporate honcho, and you’re sick and tired of your job, or if you are an independent professional like a doctor, lawyer, accountant, architect, who’s sick and tired of being lost in a sea of other such doctors, lawyers, accountants, etc., then this is for you.

The third person is if you’re a small business owner, who’s constantly getting hurt by the ups and downs in the market, whether GST, demonetization, coronavirus, and you want to add some predictability, some control over your financial life, this is for you.

The fourth part is, if you’re just learning about things and you want to take the best possible decision for your financial future, you’re at the right place.

Now, what are the top incorrect things that people assume about a business that is not true? People think I can’t do business because I need a lot of money to start a business. Not true. People think you need a whole lot of connections to be successful in the market. That’s not true at all. You need a big office, you need business experience, and you need a production house, export house, not true. You need to hire a lot of workforce. All of those Indian people can’t think outside work. So if these were the things that have been stopping you from doing something for your own self and playing the big game in the big leagues with big men and women, then I have some good news for you. All of this stuff is not true. Come out of your shell and think strategically.

Understanding of Business Metrics

How does the whole game work? What you need is an understanding of business and how the game is played. If you had all of these other things, you probably didn’t know how the game is played and what’s going on. If you have been into business and haven’t got the results you wanted, you probably missed something. You were missing an important piece of information, and I’m going to complete that piece of information for you. Just to give you some perspective, I have tried to bring my business online for the last five to seven years. I had been unsuccessful, but last year in February, I heard someone who gave me two or three tips. It seemed to me that whatever I had been missing in life, these tips basically filled that piece of the puzzle.

So today I’m going to give you some information. This information is worth 39,999 rupees. I am selling this information to my competition and other consultants for 39,999 rupees. I’m going to give you this information for Free. I’m going to ask you to make a decision. If you think that this information is the lost key to the financial puzzle, then I’m going to ask you to take a red pill or a blue pill.

Five Steps in Business Metrics

Cost

What you need is an understanding of business metrics. Business is very simple. What is the cost that goes into my business to produce my product? Whether you produce it yourself, or you pay somebody else to produce, it doesn’t matter. Some money’s going in to get a product on the table, which should be ideally as low as possible.

Revenue

The second thing is revenue, which is what you sell for a particular price point, and that is the money out. It should be as high as possible. In the middle is what you call profit. Obviously, it should be as high as possible.

Competition

The third thing is the competition. Who is the person that can replace you in doing this in the market, which would be ideally nobody. But if you have other people there in the market, they can probably do this thing. If it is a little better than you, you will be out of the market in no time.

Customer life cycle

Fourth is the customer life cycle, which is, once a customer comes to me, how long do they stay with me? And how many products do they buy from me? Which would be ideally unlimited.

Risk

Fifth is the risk. Is my business going to go down in case of a disease like COVID? Is my business going to go down in the case of politics? If the wrong government comes and change the laws. In case of war, is my business going to go down? In case of recession, is my business going to go down? In case of inflation, is my business going to go down? Is my profit margin going to get shrunk?

If any of these things impact your business or your profession, then you need different information. I’m going to give you all of this information for free.

Monetization

What is monetization? It is multiple levels of income from the same customer. How does it work in the real world?

You first start by establishing a presence in the world on the planet. You start by giving people something for free that helps build trust. Then you let them buy something very low risk that is throwing money for them and help them to do business with you. Then they want to buy your main product. And then, after they leave, they want to pick up a little something extra from you.

That’s called free money by placement unless the same customer pays you in three or four different ways. You’re wasting your time trying to get one customer. You do business once, and then they disappear forever and are of no use.

If you’re in the services business and say, well, my customer pays me every month. You’re wrong. You are wasting your entire life servicing the customers. It’s not free money. Read what is written above, free money by placement.

The Solution

All of this information that I’ve given you till now, what is it that you’re missing? What is it that you may see? What is the difference between this stuff and what you’re doing till now? What is the difference? What is the solution? The solution is wisdom, which means knowledge. Wisdom means understanding. King Selman, the wisest and richest man who ever lived, says wisdom is a principal thing. Therefore, get wisdom, get knowledge and get understanding. Invest in your learning and figure out what’s going on if you want to get ahead in the game.

I just want you to think to yourself if there’s something that you’ve been missing and would you like this information that will add value to you and get to the next level. Also, think to yourself if you find out that all that lies between where you are and where you want to be is information. What if you could get that information today? Would you really act on it? Are you afraid of failure, or are you afraid of success? That’s what you got to ask yourself.

3 Steps to Plan your Startup Journey

Ask yourself, are you a dissatisfied person? In your current business practice, your profession, your job or whatever, you are constantly left like this? Or do you want to be this person who’s dissatisfied? What is the difference? The difference is what we call the Lean Startup. I have a formula for you that I’m going to outline, and as I said, this game is meant for action takers. Today, I will remove all of the excuses you had for not doing something bigger and better.

So what is the solution? The solution is there are only three steps between where you are and where you want to go. And we call those Lean Startup.

1. The Message
2. Outreach
3. Back office

The first step in that startup is called your message. You should have a message for your market or your potential customer, and that message consists of only four parts. What problem do you solve? Who do you solve it for? How well do you solve it? And what makes you special? For example, in my business, my message to you is I solve the problem of people who want to be somebody else, but they have been constrained. That comes to my own story when I was trying to figure out whether I would still want to stay with my Hospital job or do something different. Somebody was a key figure, a very eminent figure. Somebody was respected. I personally respect a person of authority who told me that if you do not stick with your profession, you’ll never be anyone in life. I proved them wrong, and not only did I prove them wrong, but I also helped many other people prove their detractors wrong, too. So my message to you is that you can be anyone that you want to be.

Who do you solve it for? Who is your ideal customer? Reduce the problem you want to solve. Don’t start with their product. I don’t care what your product is. I don’t care what your business house is. If you want to be rich, if you want to be ahead of the game, you want to be at the next level, you’re going to start with the problem. The product comes later. I’ll show you that your product is not even important. You’re focusing on the wrong thing. If you are an independent professional like a doctor, you say, this is all I know how to do. That’s fine. I’ll solve that problem as well. The consultation you do for the patients and all MCI registration, that’s a small part of the puzzle. There is a huge industry outside it. That does not involve you, and you can have a footprint throughout that industry.

Who do you solve it for? I solve this problem for people who are independent professionals, small business owners and wannabe entrepreneurs. Whose problem are you solving? How are you solving it? How well do you solve that problem? So your message is the most important thing in your whole game. If you get this thing, none of the other stuff matters.

You can be whoever you want to be and whatever the hell was stopping you. I’m going to remove all these objections, mindset problems, doubts, and confusions today. And the only thing that’s going to remain is your decision. So after today, I will remove the excuse that I could not succeed because of this, that or the other.

It doesn’t mean anything to me. I’m a rich person. But just so my students will not have a mind mental block saying because of this political situation, disease situation, war situation, economic situation, we could not succeed. That is no barrier to your success. That is my message to you. You need to have a message of yourself.

The second thing is, you need to figure out how to reach the market with your message.

The third thing is a back office, an actual product to sell service that you deliver so that it becomes easy for your customers to pay you for it.

At the end of the day, you’re doing it for money, and there has to be a medium for a customer to pay you for it. But by the time they decide to pay you for the product or service of your consultation, your presence in the market is just a minor issue. They just want to pay you for it. They just need to have a reason why. They will come to you with the credit card out in hand, and you will just need to provide them with a little reason why. This is the back office.

There’s something you call a marketplace. It has all the things you need under the sun. These companies applied into a marketplace for people like me to take up their deals and sell their products in return for 40% to 100% of the profit just if we can bring them a customer.

They say, keep 100% of the profits, sell my stuff for $2,000 and keep $1800 out of that. Sell my product for $5,000, keep $4500 out of that. Let me tell you about the full marketplace. There’s an option. It says “join program.” These people have applied to a marketplace, and they have been approved, and it’s a “join program.” I click this button (join program), and I become a promotional partner.

I’m trying to tell you that what you think is your whole business needs to be rethought in the new market. In places like these marketplaces, you’re merely a line item on somebody’s sheet.

Your product or your service is bought and sold in the marketplace like a line item. You think you’re special, not in the new market. You think any hotel is special for Airbnb for a clear trip. When a customer logs into clear to give some care, do you think they even look at the hotel’s name? No, they look at how much distance it is from the airport or the cost. What are the ratings? They don’t even care about the name of the hotel. What I’m trying to tell you here is that the farmer never gets rich. The people who have access to the marketplace, like BigBazaar, Bigbasket, or Reliance groceries, are the people who get rich, never the farmer.

So, don’t be formal and get into all these other levels. Get into the Outreach, figure out how to reach the market yourself and become a brand, and get your message out in the market so that you are the person who deals with the market. If you’re doing it at a small level, will you say I have a furniture store? I have my ten customers locally who know me, that’s cool, but you need to scale that up in a global level where you’re the person who’s doing this stuff. That’s where big money is.

There’s a very important person who unfortunately is not alive anymore. He passed away a few years ago. He’s supposed to be the greatest marketer of all time. His advice to business owners was, “Don’t ever be just another doctor, lawyer, architect, furniture maker, the carmaker, bicycle maker, or a service provider. Don’t ever be just another line item on somebody’s sheet. You have no control.”

If you think you sell on Amazon, you have no control. Your customer price control you. They negotiate with you based on the other guy that’s competing with you. It’s just basically a hellish situation. It’s not going to get you anywhere, and you’re going to get murdered in the recession. You’re going to lose all your money.

I intend to help you and expand your thinking. I get a lot of questions and emails, etc.; if I do this, how can I become successful? First, forget about this. There’s only one way you can become successful, and that’s called the five levels of influence. I was a little hard and little frank on you. If you’re still reading this blog. I thank you for your patience. And if you choose to not read this blog anymore, if you choose to not be in the community anymore. I will still love you. And later, if you want to come back and rejoin, I will still be here for you.

Levels of Influence

What makes you invincible is not the product of the service. What makes you invincible is understanding the market and increasing your influence level in the market step by step.

The first level is if you’re doing something for someone, probably producing a commoditized product that somebody buys, even if you’re selling it on Facebook or Amazon, then you’re in a commoditized product. If you’re doing something for someone where you constantly have to deal with the customer directly, and then they pay you for your time or if you’re working where you sell your time for money because that’s how salaries work, then you’re at the level one of influence which is called do it for you.

The level two influence is called do it with you, which means the customer does a little bit, and you do a little bit. People like agencies and SEO specialists and digital agencies etc., show up here.

The third level is called one-to-one coaching. Coaches,consultants, healers and all of those come under this level where they say, I will coach, I will teach you. I will do it for you, and then I will teach you to do it.

The next level is the group coaching industry. Gurus, motivational speakers are included here where they come on stage, and there are thousands of people in the audience. They’re able to impact them with their message. So they are at level 4

Level 5 is the most ultimate level. It is called the mini industrialists. So, going back to the example of the farmer, if you were the farmer who also brought their own product straight to the central marketplace, and you were the person who is the big Bazaar in the marketplace, which means you are the person selling it direct to the customer. You are the person who is dealing in the onion, etc. If you are doing all these four things, then you would own the ecosystem. You would control the demand, control the supply, and control everything that happens in between. That is the most ultimate level.

The level of income among these five segments is 10x. So when I was at the 1st level working for somebody to do it for you, I was in the 1 lac to 2 lac per year pay range. When I reached level 2, I was in the 10 lakh rupee per year pay range. When I reached level 3 and 4, I was in the 1 to 2 crore rupees per year pay range, and now I’m trying to build an ecosystem.

I have a gold card; it says that in December 2021, I will be earning between one crore rupees per month. That is my goal from this ecosystem-based business on total autopilot, helping 100,000 entrepreneurs reach their goals. So it says an income goal. It says a date and what module I’ll be using, which is total autopilot, and how I intend to reach there, helping 100,000 people reach their goals.

Where do you start

What do you need to do? If you want to do something like this for yourself, what do you need to do? You need to pick a problem that you love to solve. It’s not about the product service or the company and not about what you do or what your parents did. What is the business that you inherited from your parents?

• pick a problem that you love to solve
• solve that problem for others
• attract your customers through a selfie video
• build communities that you trust
• Create an ecosystem that includes products and services that can work without you

If you already have a company or business that creates products and services, that’s great. That is your byproduct. That is part of your ecosystem. If you don’t have that, I’ll introduce you to the marketplaces where thousands of companies are applying to you so that you can use their products if they add value to your customer base. Your customers will love you for it.

What is your choice

So now, what are your choices? Red pill or blue pill?

Your choice is to stay bored, stay in the same zone. Don’t take any action; keep watching some more Facebook ads. Figure out if there’s more information that you can collect on Facebook, or you dare to be great. If you dare to be great, you and I can work together and get this whole thing set up for you within a period of 90 days.

There has been only one source of money. Money comes from thinking. In the last Ten Thousand Years or ten million years of evolution on this planet, money has always come from thinking and never from lack of thinking. People say Genghis Khan was a massive Invader. He conquered all of Europe. Robert Greene talks about Genghis Khan and says he was the smartest military emperor of all time. That’s why he was able to command so much. Alexander was not the strongest; he was the smartest. So, thinking brings money.

How does thinking come?

Thinking comes fromeducation. The brain has to be trained to think. Whatever you have been thinking in the last 20-40 years of your life is what brought you to where you are now. If you want to get to a new different level, the thinking has to be trained.

How do you train the thinking?

You can train your thinking by getting an education. The brain has to be taught what to think. The brain has to be controlled what it thinks on a daily or weekly basis. It has to be kept on the Express Highway to glory, greatness and money. The thinking comes not from the education you get in college, which brought you to where you are today. If you’re not happy with that, you need different education.

How to get different Education?

I spent many years of my life working very hard to top the national board in two subjects and get 49^th ranked in all India in pre-medical where I beat lacs of students many of whom had done school and then they studied one or two years only to get into med school. I did my school and my med school all simultaneously and top two subjects at National level board. Then I ranked all India 49^th and got into India’s number 2 med school. The moment I finished that education, I realized that it had brought me to the lowest level of influence in the market. The L1 level. The moment I realized that this education was wrong. I need to get different education.

I spent seven years of my life just getting in and out of medical college, but that education was obsolete and would not get me anywhere, so I had to choose a different path in life.

If your education that you did in college is not getting you the results and leaves you at level 1 and Level 2 of influence, you need different education because the game is played at a higher level. Remember, a farmer can never be wealthy. In the last 6000 years of history, the farmer has worked for Genghis Khan, Vikram Aditiya, Ashoka, Muhammad bin Tughluq, or the British. And now the farmer works for you and me. In the last six thousand years of working history, the farmer has not grown rich.

If you’re at levels 1 & 2 of influence, you are not going to get rich. So you need different thinking and to get different thinking you need different education. You need to learn some stuff to be educated. You need to learn to get educated. Learning comes from effort or action.

Where does your efforts come from?

The effort will come from the decision. Your parents took the decision that I want to make an effort, and my child will also take the effort to learn and become educated so that they know how to think right and can get to the money honey. That’s the whole game plan why parents send their kids to school. All the kids want to play video games, but parents want you to go to school because parents have taken a decision. It may not be your decision, but parents have taken a decision that you will take the effort and the action necessary to get educated so that you can think right and get into the money honey.

Parents took this decision. The moment we become 22 or 23, our parents stop taking decisions for us, and we are not used to taking decisions. We don’t want to take the decision because we know what’s going to come. Your DNA knows deep inside that decision is going to take effort. So from 23 to 40 or 50, you don’t take decisions. Why? Because decision will cost effort. If you are lucky, you have a spouse who will take your decisions for you.

Unless you take a decision, you’re now going to get the money. The whole route has been outlined for you. This is the only route in the history of time. If you thought there was some other route, there is none. You check this with everybody on the internet, you Google it, Facebook It, go to YouTube, listen to gurus, buy books, attend seminars, and 15 years later, you will come to the same conclusion that this is the path (money>thinking>education>effort>decision).

Now, if you want to change where you are, then the thinking has to be changed because the money comes from thinking, and thinking is going to cost you for education. Education will take effort and learning. You need to decide where you want to be.

The decision comes from only two things.

• Desire
• Pain

Only two things will cause you to take a decision, either burning desire or stinging pain.

Who is this meant for?

So there are four types of people this blog is meant for:

People like students, housewives and homemakers who want money. So, if you are a student or a homemaker who wants to understand business, entrepreneurship, and different levels, where this game is played, this is for you. This game is not played at levels 1 & 2 of influence. Drudgery comes at levels 1 and 2. Drudgery is not the game. The game comes at levels 3, 4 and 5. So if you want desire, then this is the place for you.

There are three types of people for whom this blog is meant to be.

1. If you are a corporate professional who feels at risk in this down market because all the biggest, highest-paid corporate professionals got fired.
2. If you are an independent professional, doctor, lawyer, chartered accountant, who is lost in an ocean of other doctors, lawyers and accountants, and you don’t think so special anymore. If you feel that pain, then this is for you. And if you don’t feel that pain, it’s not for you.
3. The third is the small business owner. Every time something happens in the market, only the small business owners are affected. If you’re a small business owner and get hurt every time, and you feel the pain, then this community is for you. The community I am talking about is the Facebook page, Hangout group, Webinars and Launch Program. If you’re a small business owner and get hurt and don’t feel the pain, this is not for you.

Conclusion

If you go to your house, you face your spouse and tell them lies that I’m unsuccessful because the market is bad. That’s a lie, but if you’re happily telling that to your family, that’s cool. If you’re a small business owner who has the formula that I am going to do well regardless of market conditions, then you may not learn something new here because I’m only teaching people who get hurt. So if you’re hurt, this is for you. If you are an independent professional, corporate professional, and you’re hurt, it is for you. If it doesn’t hurt, it is not for you. If you are not in a position of getting hurt, like a student or a homemaker who can’t get hurt very much, but have a desire, then this is the step ladder: decision to take effort, effort leads to learning, learning leads to education, education leads to thinking, and all the money comes from the thinking.

I have something for you from a lifestyle advice perspective. I never usually give lifestyle advice. That’s not my role over here. My role is to talk about money and business, but this lifestyle advice could be important for your business and financial growth. So I just thought I should address it. Before I address something that could be extremely personal to you, I just want to apologize in advance.

I’ve been thinking about this, and I said, I have to say this, I have to get this message out. In some of the comments and live interactions on Facebook live in the webinars, I’ve seen people say that I could not stay for a full two hours because my data is out, or there was some issue accessing the platform because of the internet. Stop making excuses.

I just wanted to address something because this is not to do with me. This is something I learned in my formative years from a mentor. I wanted to share with you, and I wanted to come hard because I hope that this is lifestyle advice. You don’t have to listen to me. I hope that this makes an impact and changes your perspective around things.

No Internet, No Business

See, the world is going to the internet. You and your business does not exist if it’s not on the internet. If I Google your business and it is not on the internet, it does not exist. So if you don’t allow the internet to crisscross through your business, you do not exist. Your business needs to be on the internet. You need to be on the internet. You do not need to set up a website and all of those things. Those can get expensive and complicated if you’re not a techie type like I’m not a techie type. It’s taken me years together to just get a basic website setup, and I don’t even refer to it because it’s not perfect. But the basic listing on Google or Facebook is free. You can do that.

You need to have internet crisscrossing through your life, through your home. In 2006, I was living in an apartment building. It was a time when the internet used to be super slow, and you could not get a connection easily. I was living in an apartment building that was across the road from a BSNL. I would go to them and say, I want internet, and they would say, well, we don’t have enough subscribers in your building. It’s only when we get 8 ports or 16 ports. It’s only when we get a minimum of 8 subscribers that we’ll draw the line from here to your building, and I was like, how much does it cost to draw the line? I need the internet. I’ll pay for the whole thing.  And they would say no. Finally, I moved to a building with internet, and I got the lower one, the 64 kbps. My mentor told me why is it that I would not get 256? Which was the highest at that time. Why won’t you get 256? I said because it’s more expensive and he’s said no, it’s expensive not to have the best internet. And he urges me to ramp up to whatever the pro-rata best.

Pro-Rata Best

There’s something called Pro-rata best, which means if you are getting a fibre line for, let’s say, 250 rupees, you got 50 Mbps. Then for 500 rupees, you get 100 Mbps per month. And lastly, you get 250 Mbps for 1,800 per month. So the last one is too expensive pro-rata. The 100 Mbps for 500 per month is the pro-rata best, which means for the same rate per MB, this one is the highest. So you need to go for the pro-rata best.

Something that is not overcharging you but is the highest in that Pro-rata is called the pro-rata best option. It’s usually the middle or third last, or second last option. You need to get the best possible internet speed. If you’re a family of three or four people, you will consume 200 GB guaranteed. So you must go to the pro-rata highest, and then you want additional connections.

I’ll just give you an example, the camera in which I record my videos has two sim cards. Both of them have the 1.5 GB per day prepaid plan. Then I have another phone in my pocket in which I record my voice; this thing has got a billing plan. I pay 350 rupees for a billing plan, and there is no data limit on it. Then I have another 30 GB or 50 GB, which is rolled over. If I don’t use it, it rolls over to the next month. So I’ve got 200 or 300 GB in it, and I pay every month regardless of whether I use it or not. It’s not a prepaid but a billing plan.

Two sims in one phone with prepaid data, one sim in another phone with a billing plan. Then I’ve got internet for my bedroom because the internet of these two phones is sometimes a little crackly in the bedroom. So I bought another device for my bedroom. This thing itself is like 50 GB per month rollover, and it is 25 Mbps. And then I have another Reliance Jio, which is 100 MBPS with a 200 GB limit, and the moment I run out of limit, they send me a message saying you’re out of limit. I immediately buy another 100 GB. That’s five internet connections. None of these is used by my wife. She wants a Netflix. She’s got a separate internet.

I don’t expect you to be a fanatic like me. I don’t expect you to go all over and be a fanatic and invest all this money on the internet, but you do need to have fibre (fibre optics). Why am I saying this is because the moment your internet goes down, your learning is off. Your life stops.

I’ll give you an example. In 2016, I was in Switzerland. If you go there on those days, you get a local Swiss SIM card from the airport. The call minutes were cheap, but data on the phone was expensive. So I said, oh, wherever I go, I’ll have Wi-Fi. So let me not buy the data plan. I just got the call minutes. I got a new Swiss SIM card and got call minutes. I did not get the data.

Incidentally, on my last day in Switzerland, I lost my passport. I had to go from one place to another where the Indian Consulate was. First, find the railways, read the railway station, then go to the consulate and figure out how to fill the forms. And then they said, take a photo. To figure out where the market is and take a photo, all that without the internet, it was tiring. I was lost. All of the boards were in German, even if they were in English, without the internet, without maps, you’re finished.

I hired a taxi for the whole day to take me around the place just so I could have a local guy who could take me around to places because I could not figure out how to get to the bus. How to come back. How to go there? What hotel to stay at? I was finished. I felt helpless, and I felt the worst I’ve felt in years. I realized that without the internet, you are nothing.

So now you may be thinking that because that was a foreign country, it is not like that in India. I’ll give you a test. Leave your cell phone at home, walk around a little bit outside your house, maybe go to the Grocery, etc. Just carry a wallet, and leave your cell phone. Figure out what’s the level of helplessness you feel. Then carry your phone and leave your wallet and figure out what’s the level of helplessness you feel. The day you carry your wallet and leave your phone, let’s see how far you can go. How long you can survive without your phone. You’re nothing without your phone. You cannot survive. Without the internet on that phone, this is nothing. So it’s not about whether you appear on the webinar or not; it’s about investing in your life. Your life is going at a very slow pace. You have only so much time on the planet, so you won’t be able to achieve much.

Why is electricity/power Important

The other thing is power or electricity. We are all living in cities, including Pune, where electricity is a problem. Sometimes the power goes out. It goes on for two hours, three hours, or four hours. Ever since I remember, I’ve had an inverter. The moment I started living alone, I came out of the hostel life. I’ve had my own inverter and battery. And the battery covers at least four hours. So, you need a battery and inverter because the internet, the fibre won’t work if you don’t have power.

A good setup will cost ranging from 15 to 20 thousand rupees. The batteries last for five years. The inverter is a one-time investment. If you don’t have a power back up in your house. I don’t know how you’re surviving.

I’ll tell you another story. In 2007 when I first bought my internet in my house, I felt so good. I felt liberated. I got the inverter. I got a wire coming into my house that gave me the internet. When the power went out, the internet also went down. So I called the company and said, well, it’s a fibre, it’s just a wire. So, when the light goes out, how the hell your thing goes out? They said no, the wire is coming from your Society terrace. So, we are delivering the thing from these. So, if your switch is out of power, you won’t get the internet in your house.

At that time, my apartment was 9500 rupees a month. I invested 7200 rupees in a small inverter and battery. Then I gifted it to the society to put power in that terrace point because I wanted my bloody internet. It was almost as much as one month of rent for me, but I wanted the internet so bad. You don’t need to get as crazy as I am, but you need to have unlimited data. You need to have the internet on your phone. There is absolutely no excuse for your data going out for you to have slow internet.

There are some providers whose speed is slow in your house. So get all the other providers. The internet cannot be slow. You cannot do this.

I’ll tell you why I’m giving you all this hoopla advice. The game that we are playing is the market that has 10% telecom providers. Facebook is number one and is 40%. Then we have players like you and me. We have 50%. This total market is worth $25 Billion in India alone. Its potential is growing. It will be 25 billion by 2025. So we got a five-year window to position ourselves to make this money. Not all of it is ours because hundreds of thousands of people are playing in this, but there is one Mark Zuckerberg. He’s playing in the 40% market alone, and 50% of this market is ours.

Now, what game are we playing? That’s what you are losing if you don’t have that internet and inverter. Don’t be cheap on your road to greatness. In that 50%, there are levels of influence. There are level 1 influences. There are level 2 influences. There are level 3 influencers. There are level 4, level 5 influencers.

Income levels

If you reach level 3 and level 4, income levels are between 5 to 15 lacs a month. When you reach level 5, income starts at one crore a month. This whole game is 50%. You can get there in two years.

Let’s come to the 40% that Mark Zuckerberg holds. That’s because the number one demand generation platform in the world is Facebook, not Google, no YouTube.

At every other level, there are other players. The bigger players. They’re level six players or level seven players. If you get into this game (that 50% part), you can reach at 1 crore a month income status after two years. Now you want to get to the next level. People get into this stuff, the platforms; they make five crores a month. We only know Facebook because of our limited vision. A limited small middle class educated vision that does not accommodate any more information than that.

I know a guy who makes 20 crores a month. None of these people has big business houses. They don’t have a big building with 500 employees. They have maybe one or two employees. They work with a lot of part-time employees and freelancers. They don’t even need the people. They just like, my time is too valuable. So I gave this other stuff to that guy. You can get into the platform game after 2-5 years, and this thing starts at five crores a month. Now, what I’m providing you is the opportunity to play all of this stuff with me.

What do you need to have?

There are only three things that you need to do. You need to do a selfie video. You need to create a community that believes in you. You need to build trust with that community as I have built with you. I do a lot of selfie videos everyday. Then I build trust with this community. The third thing you need to have is an ecosystem. You need to have an ecosystem where people can learn and exchange information and products. This is an ecosystem-level game.

We’re going to play this game. So, I’m trying to go with this particular blog because I’m not trying to motivate you. My message is very simple. I’ve got the 50% figured out. I know people who got that 40% figured out, but this stuff, the 10%, none of us have figured out. You need to figure out this 10%. It is connectivity. So this whole game is going to be played on the internet. I cannot help you with this 10%. You need to have your power back up. You need to have internet crisscrossing through your house and your life. Don’t worry about the internet. Nobody is going to steal your privacy.

This is a big game. And all you need to do is you come in that 10% area. And if you’re the right player, we can play this other game if you’re in the right game. I’ve got all of my dirty fingers and lazy, greedy fingers and toes into all of that 90% stuff, but the 10% stuff that I cannot help you. If you do not have the inroads for wealth to come into your house. Then I cannot help you. Internet is a road that brings wealth and education into your house on a daily basis. You need to invest in your own education.

My mentor told me in 2007, the internet is not expensive; it’s the lack of internet that is expensive. So you’re losing money. You’re wasting your time on this planet if you’re not using heavy amounts of connectivity and the maximum internet that will cost you 1900 in any town. You have to invest this money. Do not buy a new car, do not buy a new bike. None of that is going to help you. What will help you is education and exchange of information and building trust on the internet doing all of these things, selfie video, community and ecosystem. And the only thing you need is the internet and your own personality and humanness, and that’s it. You don’t need anything. You don’t need a building, no employee. You need the internet. There is no life without the internet. If you’re not on the internet, you’re not alive.

In the Indian financial history, starting from 1947 when we gained independence, to 1950s, 60s, 70s, 80s, 90s, and then we have the post 90 eras. What has been happening is 1947 to 1970 does not count economically because there was political strive, political parties fighting among each other, there were wars war with China and Pakistan, emergency, and all of those things that happen. It was not really an environment for people to get financially prosperous or to get businesses to grow. Either you’re working for a government company, or you’re basically struggling. So this period was a shallow point in economic history.

Indian Economy in 80s

Then you have the 80s when the Indian economy started moving from an agriculture economy to a little bit of development. A little bit of people’s lifestyle started going up. There were no wars for a long time. The focus was more and more on building the economy. So the standards of living were going up. It was said if you want to be successful, you have to become a doctor or engineer etc., because those were the people in great demand. When you needed to build the economy, these people were great in demand. You need to be educated because those are the people who were working for the companies. Then there were small business owners who were primarily supply-side people. Supply-side people means that people had little more money to spend because the standard of living was going up. So what they would do is they would figure out what was the highest quality clothes, for example, the bulk that they could get. And if it was expensive in India, go to Thailand and get it in bulk and then sell it in India. And then Indian people have access to better quality clothing. They were not really making that level of stuff, so these are essentially supply-side businesses.

Indian Economy in 90s

Then what happened was in the 90s, the demand again got boosted because Y2K was coming in the west. All these computer systems needed to be reprogramed, and India was the largest supplier of these engineers. Whether these Engineers went there or they worked from India and provided the services from offshore. And that brought in a lot of foreign exchange to the economy. People who were doing different things brought the skillset-based economy. You’re a doctor, lawyer, a specialized doctor, a specialized lawyer. These people were basically in great demand.

Indian Economy in Post-2000 Era

Then in the post-2000 era, a slowdown happened in the US. The World Trade Center crashed and basically, what they did was they started outsourcing a lot of low-cost labor to a country like India, the Philippines and Vietnam. So India gained out of that because India was English-speaking and was already a technology Hub. So whether it was technology jobs or back-office jobs, it started coming to India. So there was a little boost.

Then what happens is, you were getting paid more diverse. All US dollar money was coming in if you are a corporate professional or work for a company that makes its money in the US. With all that money, you stood to gain from that. And then what happened, you have a lot of money. You want to go and spend it. Then the small businesses creating services and products that you could consume were also growing. Why am I telling you that? Because the first time in the last 30 years, between 2010 and 2020, there has been a flattening out of demand. There’s been a flattening out of salary. Why? Because today, what an Indian employee in a private sector company makes is pretty much equal to what a US employer would make in the same job. So there is no space to grow. So the demand has been flattening out.

And then, whatever the situation in the Indian economy, the demand has not been growing. The inherent demand has not been growing because the foreign exchange has started becoming a little more stagnant. You have people whose lifestyle has been negatively impacted because they’re constantly getting hit by political or financial events. That’s why the businesses are not growing.

On top of that, US companies now realize that this is the number of people they need from India. And then this is the scale of our operation.

Then come certain events, which may be unavoidable and due to which the demand goes down. Then we had the whole Corona situation, so whatever happened, the demand was going down. These people, doctors, lawyers, architects, chartered accountants, small business owners, and corporate professionals, don’t know what to do. They don’t know what to do because, for the last 30 years, they never need to figure out where the demand is going to come from. What it did it basically shut off areas of our brain that could be useful to us in this economy which is how to get demand, how to move products, how to connect with the market. None of the stuff will be useful.

We used to interview people, and when asked what is your previous work experience? They said, well, I have done this for this company, and then they sent me to the UK. So I got training in the UK, and that’s all. I have gone to the UK. So I understand the UK. And then I have done this, and then I have a degree. None of them has been able to figure out what is their product.

What is not going to work in the new economy?

In this new economy, talking about your experience in the UK is not going to work. So if you are a corporate professional and trying the old tricks and it’s not working for you. You feel like you’re risking your job, and you realize that you’re still not getting that same data in any other job you’re applying for; that’s not going to work anymore.

If you’re an independent professional like a doctor or lawyer and are adopting a new finding, you’re at the lowest rung of the staging of influence. There are five stages of influence in the market, and every higher stage has more control and more clout in the market. As of today, a working doctor, lawyer, chartered accountant, and architecture is at the lowest rate of influence. You are the lowest rate of influence. You do not have clout in the market.

And then the 3rd is if you’re a small business owner, you’re sick and tired of getting hurt. But every little thing that happens in the market, as the disease event, or a political event, or any other event, the small business owners is the first out of the game. The world will be great tomorrow, but your needle has not moved for the last many years, and you realize all of this BS is now going to help me.

What do we need to do?

What we need to do is change our mentality from a supply-side economy to a demand-side economy. Which is I don’t care what you do. I don’t care what your product is. I don’t care what degree you have. What experience do you have? Can you generate demand? Can you give them freedom? And how do you do that? How do you do that?

So how is demand generated? Demand is not about your product. Not for your service or your qualification; it’s not about you. The supply-side economy is people already want the stuff. How do I get it to them first? This is why I am such a good lawyer and such a good businessman.

Lesson Number One

In a supply-side economy, you talk about your product, which could be used.

In a demand-side economy, you got to understand what the market is thinking. What’s going on in the market? What is the market? The market is the, let us say, the customer. What is going on in their mind? Do they need more products now? Do they need more services? What is going on in their mind right now?

Lesson Number Two

Two things are going on in their mind.

• Mistrust
• Confusion

Mistrust

And on top of that, they don’t trust the people selling to them. They don’t trust anybody. So what happens is if you bring your product to the table and say, this is what I do; this is my visiting card and my website. The first thing they want to do is Google you. What are they going to do? They’re going to go to a search engine publicly acceptable forum. And then they’re going to find out more about you. Why? Because they don’t trust what you say. Okay, so mistrust

Confusion

So what is going on in the mind of the customer is confusion. They don’t know what to do. They don’t know what to buy. They don’t have the money to buy.

Do I want this? I want this or not. Somebody will say, I want you to show me the exact kind of car they want, and then they’re like, okay, let me think about it. Let me talk to my spouse. Let me talk to my boss. Let me talk to a hundred different people, and then they’re like, okay. I’m too confused with all this. Let me not take a decision right now. So they’re confused.

Lesson Number Three

If you start with the problem, whatever the problem is with the customer, you already have your product on the table. You need to go straight to the product, and then you have the cash flow. This is what we call the money honey.

What are the different problems that people have in the coronavirus situation? Find out whatever is going on in your ideal customer’s mind. What is the problem you want to solve? If they want to solve a particular problem, can you solve it? But let’s say your product doesn’t really solve a problem. So what do you do? Do you think what are the problems that people have? And can your product fit in over there? What are the top six problems that people have today?

The number one problem is money. I don’t have money. I want to make money. I don’t have health. I want to protect my health because I don’t want to get coronavirus. So I want to get better immunity. I want to be a better parent. What is the next thing? I want to develop some skills. Like I want to learn how to play the guitar. And then you got anyone dating and relationship, which is a time-tested market. Then you’ve got entertainment. People were locked in their houses, spending time either on TikTok or games. That’s a huge market.

These are the six basic problems that your customers are trying to solve. These six basic problems that you must be trying to solve right now because of industry knowledge. What I’m telling you is Industries knowledge.

So what you do is you try to build trust. The whole game works on clearing up confusion and building trust. It’s not about your product. It’s about, can you clear the confusion around any of these areas? Or if your product can solve a confusion in the customer’s mind. How do you clear the confusion, so they don’t go to Google to check you off? Once they go to Google, they’re not coming back, so you need to provide them with information about the problem. You become Google.

What if you provide them with solution number one? You provide them with solution number two and number three, solution number four, solution number five, solution number six, solution number 7. Out of these seven solutions, only one is your product.

What are you trying to do?

What are you trying to do is this thing called messaging. When you try to give them all of these different solutions, you’re building human connection. The only thing that will work in the market is not your product or service; it’s human connection. Then you have trust and authority.

You need to bring in your influence so that they think you are at a higher level of influence than you really are. You are just a guy trying to sell a product.

Tip for you

Don’t try to be that guy anymore. Try to ascend. Even if you can’t ascend, at least try to show that you know what you’re talking about because what you’re doing is giving them six or seven different options. Then these are the things that work, and out of that, one of them is your product. Now because you provided them with all of these different ideas and free education, and then you solve that clarity in their mind, the confusion is no longer there because Google also creates confusion.

What you do is you provide structured information that helps clear the confusion. That happened because you provided them with different options in addition to your product.

And then some of them will probably be interested in your product. What’s going to make them buy? If you could link your product with any of these items (Money, health, better parenting, entertainment, new skills, relationships), your product is going to move up even in the recession. Not only that, you can actually double your rates and make more profit. Why? Because of the trust.

How do you make a human connection, trust and authority?

There is only one formula. The first way is a selfie video, and the other is to get your message out and build your community. Then you want to set up your business house, which has consulting, information products, and your core product.

Consulting

All of the stuff that you give out for what people go to Google. Consulting provides structured information. There are formats on how to do this.

Information Product

An information product is all of the stuff that you’re doing in your community, all of the stuff that you’re doing in the selfie video. You can have some great products. Just pull out stuff, structure it properly. The money is not in creating. The money is in structuring.

Core Product

You have a consulting product that people can actually set up a call with you or set up a meeting with you. They might end up not buying the product at that time. But you build trust.

And then what happens is once the trust is built, the customer will say, if I ever want to buy this product, I’ll buy it from you and nobody else.

Demand generation Model

This is the concept of a linchpin. You control the demand because you have the community that trust you to control the demand, and you control the supply. You control the price because you can price coordinate among your different product lines and provide a package to the customer that nobody else can provide. On top of that, you’ve invested so much time with them that they say, if I buy, I will buy from this guy who brought me from this level of understanding. This level of understanding that my life has been enriched is because of the knowledge. This is what we call the Demand generation model.

The thing about an ecosystem is here you can create different products and services around your product, and all of them will feed each other. When you build layers of products and services that feed into each other, it’s called an ecosystem. Once a customer comes into any of these entrances, they want to explore more and pay you more. They’ll buy your products and your advice.

You can get to one crore per month only if you don’t allow your little middle-class brain trained to think small and let you down on this. What you should do is to open your mind, let the fresh oxygen flow and quickly evolve yourself into a position where you stand to gain from this down market rather than getting demolished.

 

There are two types of people; those who execute through the end and those who lose steam halfway through, then life takes over, and their priorities change. In any kind of endeavor, the results will come through action. And action is driven by feelings. And then feelings are driven by thoughts. Thoughts are guided by our core beliefs. So the core beliefs have to be trained for years with deep focus over time. There are two different kinds of core beliefs of people who go all the way to success and people who lose steam halfway. And I’m going to be talking to you about the two different types.

First Type

Option 1 is a person who says I am not an expert at this.

You need to be an Expert

So first, I need to be an expert. I need to get all of the information under the sun. I need to read all of the different things that are going on the internet, different things that are going on in the intrapreneurship space, read all of the magazines, all of the books, watch all of the videos and do all of the training programs so that people listen to what I have to say tomorrow. A lot of things that we do, our selfie video and community building before we do a business launch, people are like; I’m not an expert, how can I put myself out there? How can I put my message out there? I’m not an expert. So first, I need to become an expert.

Businesses are Personality-Driven

The second thing is they think that because we would be talking a lot about putting yourself out there, although not in the public domain. But at some point, you have to put yourself out there. Today’s businesses are all personality-driven. They are not brand-driven. They are not marketing-driven. They are personality demand-driven, and even the big industrialists are now moving into the personality-driven line.

To give you a perspective, people buy TATA cars today because they want to do business with Ratan TATA. Now Ratan TATA has established himself as a personality by putting himself out there, again and again, coming out with press releases, talking about different things, having that whole patriotic angle, and showing the Tata group’s contributions to even on a nationalistic level in the economy is just so significant. They have established their core theme and their core message. And this is why people want to do business with them.

So in times of strife, when decisions are being taken, the downmarket people gravitate towards the personality they agree with psychologically and say, I want to do business with them. So in today’s times, your business is going to be personality-driven.

Core Belief

People say, hey, I don’t look so good, my English is not so good, my video skills are not so good, or I don’t look so good. I don’t talk so well, I’m not that confident, etc. They think like that. These are the core beliefs driving scary thoughts or confusing feelings and causing you not to take the right action and not reach the result.

We talked about this during the 30-90 day program. It takes only 90 days to go from zero to 100 in today’s time because stuff has become really simple. You can compete with any big brand and any market today and actually come out on top. But during this 90 days stuff, it will go all over the place. Your kids are going to fall sick. You’re going to fall ill. Different things are going to happen. All kinds of emergencies will happen. The universe works that way when you’re trying to make a positive change, which is when the universe will test you. So all of these things are happening. Many people are like, oh suddenly, this whole emergency happened. I agree with you. My heart goes out to you, but this is to be expected. It is the universe’s way of testing you. Then they say that doing things like building a business, or entrepreneurship, or sales or marketing, or doing a bunch of videos, etc., is difficult.

In their mindset, deep inside is like, when the time comes to do the sales, when the time comes to do the selfie video, when the time comes to go to market, they say it’s difficult, so I need to study more. That is what I call afraid of success.

There are some people who are afraid of failure. And then there are some who are afraid of success. So when at the point of executing, when you say, now is the time to make sales, and this is the time to put myself out in the time to get my message out. At that point, if you say, I got to stop. I have to reorganize, get my thoughts organized, and just learn a bunch of our sales and marketing. All the things are given in the Launch program.

We have video courses there, which teach you to become a video expert in two days. But if it takes you more than two days, there is a problem. There is a core belief issue. You may not be afraid of failure, but you may be afraid of success. This usually happens at the last moment, right before the business launch.

Second Type

Option 2 is a person who says I don’t need to be an expert. These are the people who will become successful. People who say I don’t need to be an expert will launch even when they’re not ready. They will launch when things are not perfect. They will launch ahead of time. They say I don’t need to be an expert. Let me go out and try this. And that is the mentality that works very well in today’s market. You don’t need to be super prepared; you need some basic components in place.

So if you’re in the launch program, you have the whole digital product formula. All you need to do is just master that niche clarity blueprint within 5 days and the video production marketing within 5 days, and you’ll be ready.

How much more ready do you want to be? If you say my English is not so good, my videos not so good, trust me, the more imperfect it is, the better you will work because people will gravitate towards you due to the human angle. Remember, if you don’t have the time, this is a priority; create the time.

Self-Sell and Self-Market

People say I’m not good at sales and marketing, which I want to spend five minutes on. They’re going to all kinds of different areas. They say, hey, why don’t I put up my stuff on YouTube? Why don’t I put up my stuff on Coursera? Why don’t I put on my product on Amazon? So, the issue is you don’t want to do your own sales and marketing. Unless you do your own sales and marketing, a product is not going to move because there is a glut of products in the market. Everything that you think is unique is not. There are 100,000 other companies, products, and product movers out there who are moving with similar products under different brands. Just go to Amazon and put what product you have, and you’ll know.

Then check out; there will be at least 100,000 more products. If you think you will price 5 rupees less, the algorithm will price the other ones 10 Rupees less tomorrow. You cannot compete with the Amazon algorithm. Even if you are a supplier on the platform, your product will probably not move very much. You have to learn, and you have to do your own sales and marketing. That is the basis of the lean startup. In fact, even if you don’t have a product, you can source the products on the marketplace, put your own label on them and move them in the market. So you have to self-sell and self-market.

Nuclear Submarine Marketing Strategy

Now there are some justified mental blocks. For example, when I started planning my own consultancy business back in 2015-16 after we sold the company, I still needed to stick with the company for a little bit to get paid my stock money out, and they usually have some time during which they pay you out.

And I was getting hungry to go out into the market again. I am the kind of a guy who likes the whole Hotshot corporate honcho and having my name and photo in the papers. I enjoyed that Limelight, but at my heart, I was planning to go out and do something new in the marketplace back in 2015. I realized that I could not put myself out there until I got paid out because we had built the startup over a period of 7-8 years. So obviously, that money was significant, and the time invested in that venture was also significant. So I needed to cash out.

So what I did was I developed this methodology, which is called nuclear submarine marketing strategy, where you don’t put yourself out till your launch date. All your marketing and everything happens in a targeted laser beam fashion, and nobody comes to know. If you have friends, colleagues, relatives, superiors, your boss and your company, or employer that you don’t want them to find out that you’re planning something for your own financial future, then we follow the strategy which is called the nuclear submarine strategy. In this strategy, we operate under the radar until the strike comes. People only find out when the bomb is hit. And by that time, you’re already in the money.

I have mastered the strategy to the point where you can actually go for six months to a year to two years and collect your first 25 lac rupees without anyone even knowing that this is happening. But, make no mistake that you will have to put yourself out there in some shape or form at some point in time. These businesses of today are all personality-driven. They’re not brand-driven.

So you have to do the selfie videos, you do have to learn the technology and all, and then you can utilize the algorithms and all of the other tools and techniques we teach in the whole nuclear submarine approach. The core belief of not wanting to do your sales and marketing will make you and keep you a poor person in this market or any other market because the die has been cast. You cannot roll back the internet. You cannot roll back social media. You cannot roll back the economy, a glutted, oversupplied economy, where the only value you can bring is optimization. You have to sell this optimization to people based on human connection and community building. There are no two ways about it. Even 20 years later, things are not going to change.

So, you have to decide that you have to master these skills. And like I said, I’ll teach you all the tools and techniques to keep it under the radar. Some of you have just about justifiable doubt saying, I don’t want my employer to know this; that’s cool. I will help you keep it under the radar so you’re ready until the time comes. You don’t need to declare anything, but the core belief system that says, I will not sell, I will make, you will always be poor, and you will be bankrupt within three months of launching your business, so that is not an option.

You have to get these core beliefs right. People who are successful say, I’ll do my own sales and marketing. I’ll figure it out myself. I’ll create the time. I don’t need to be perfect. And then, I don’t need to be an expert. And all of the expertise, the basic skills, etc., that you need will be taught to you.

If you can serve, people will connect with you. You don’t have to be special. You don’t have to show off. You don’t have to be perfect. You don’t have to be any of this stuff. All you have to think is, can I solve someone’s problem? Can I put this thing out every day, and people will gravitate towards me, and the community will form around me? Your mindset should be, how can I serve rather than how can I look cool? How can I be perfect? None of that matters. This is the core difference. So your core beliefs will drive your thoughts, will drive your feelings, will drive your action.

What we’ve spoken about so far is having a system that does the selling for you rather than you going all out and doing the numbers game. So sales getting business in the market is a numbers game. If you are an independent professional or corporate professional, if you’re not into business, or a salesperson or marketing person, this may seem like a shock to you, but you need to develop your sales and marketing skills. Because in this economy, if you don’t sell for yourself, nobody else will sell for you. Regardless of what profession you are from, you are at a great risk right now. The market is down, and it’s going to stay down for a while.

You need to quickly figure out how to get into a position where you have a selling system that’s constantly bringing your customers and bringing you money and income, rather than just waiting and saying, hey, I have a skill set, I am a doctor, lawyer or architect so pay me, all of that stuff is going to go away real soon. You must have seen the signs by now.

You create a system where your prospect or customer basically comes in through one side. Then they go through a series of processes where they self-qualify themselves all the way to your product. And then hopefully they pay you. So that’s pretty much the concept.

There’s something called a sales funnel. Sales and marketing professionals call it a sales funnel. In the online marketing world, they call it an online marketing funnel. The whole thing is the sales process.

I’ll tell you a story. Last week, I bought two courses from two separate people. One of whom is an online marketer starting out. He claimed that he is extremely good at Facebook ads and that the stuff will teach you 99% of what the world doesn’t even know. The other person is one of the top 10 Indian digital marketers. He claimed that he could teach stuff about Facebook ads that nobody knows. I thought I probably needed to learn a little more about Facebook.

One person said that the thing was worth 599 rupees, and I clicked on the link and went inside. So this is a guy who claims that he knows more about Facebook ads than anybody else. And he is getting that message across to me via Facebook ad about his Facebook ads course. When I clicked on the thing, I went inside, and he said the course was worth 899. So, I messaged him, saying, hey, what is it? 599 or 899 because I see different figures. Then he reached out to me back saying, oh, sorry, it is 599. Why don’t you go and pay over here? And then I realized maybe this person has been trying to sell this course for 899 and is not selling. That’s why they lowered the price. Why would they lower their price because maybe it’s not selling? Then I go inside. And I attended the course, and I have found that I pretty much knew everything they were trying to teach. And when I say, I knew, it means everybody knows because I am usually the last person on the planet to know anything about technology.

That got me thinking, all of these smart online marketing people are going to be finished in the coming years. Some of them have good knowledge but are still not effective.

Assembly line

This thing is like an assembly line. So Henry Ford, the chairman of Ford Motor Company, what did he invent? People say cars. But no, he didn’t invent cars. What he invented was a system to produce cars at a speed that everybody in the world could buy Cars.

What he created was the assembly line. Some people were making the Rolls-Royce. It used to take six months to make a Rolls-Royce only because it was so custom designer and was expensive. Only the richest of the rich could afford them. Then Henry Ford figured out this (Vehicle) is so useful that everybody should be using it, but not everybody can afford it.

What he did was he created a machine called the assembly line, which belted out these cars so fast that due to an oversupply in the market, the price fell where you wanted it. And he said, there is only one rule, you can have any color you want as long as it’s black. He started mass-producing those cars and created a huge industry, the car industry. The politicians were forced to pass laws that said the government should build more roads because many people now have cars. The government was forced to pass laws that said we need to get some of these horses off the road because all they’re doing is putting that dung on the road, and it’s not healthy for anyone. There’s infection everywhere. So we need to build more roads and have fewer horses.

How Henry Ford Changed the Mentality?

So Ford changed the game, and today, it stands changed because he built an assembly line. The only difference is that he created an assembly line after understanding what was going on in the market. He said people need cars, and they want cars except that they don’t realize it. If you ask a customer, what would you like? They said a faster horse. So he said, I need to change the picture in the customer’s mind, and when you go to change the picture in the customer’s mind, the maximum they think about is the Rolls-Royce, and they say it’s too much.

Two Things about the Market

I’m going to give you four steps on how you can do that. Then the whole thing will come into focus for you. All of these people are doing this online marketing funnel, and the sales funnel, they don’t realize two things about what the market is. The first thing is that a market is basically a person. So you got to think of it as a person. When you put your message out, it is going to reach a person. So if you don’t have the market mentality that Henry Ford had, if I don’t change the picture in their mind, they will always want a faster horse. You need to have a market-conscious mentality.

The second thing was that the assembly line would not run itself. People were running it. Some people would put wheels on it, and some put other parts on it. The machine would integrate all of it and produce the finished product. So the machine doesn’t run itself. There has to be a human element to it as well. Except the machine will supercharge the human element and create everything at a thousand times faster than you could create and a thousand times cheaper than you could create.

In the coronavirus time, what happens is that the market has shrunk. The need for you to produce something faster, cheaper, and better has increased. And if you’re there in the market utilizing some of these concepts, you could beat out all the other competitors in the market, including big corporates. Big corporates are hurting because many of these big corporates are still doing things the old way. They are working on logos and brand names, and celebrity endorsements. None of that works anymore. Nobody cares about Amitabh Bachchan coming on TV and selling them stuff. But they care about the human element. They care about you connecting with them.

So how does the whole thing work? The issue with all of these online marketers is they’re not able to do anything. When you go on Facebook, everybody’s trying to slap you with some online funnel, some Facebook ads course.

I attended a 3-hour long webinar with one of India’s top online marketers, somebody I used to have a lot of respect for. I was like, if this is what you’re doing, you’re not going to last long; at least after one year when I am in the game, you won’t last long.

What these online marketer fellows are doing is they don’t understand what the toolset does. And if they don’t understand all the applications of the toolset, how can it help someone? Similarly with you and your product and your qualification and your 15 years of experience, if you don’t understand what it does and how it can help someone and if you cannot change the picture in the mind of your customer, then your toolset and your 15 years of experience and your hotshot degree are going to be as useless as all these online marketers trying to sell their funnel stuff.

Four Questions that you must know the answer of

What has happened in the market is it has shrunk. People are not going out anymore. People are not spending money anymore. The trust levels in the market are zero, and nobody wants to spend any money. The only place people are spending money is the grocery store or the local chemist. That’s it. Not you, not your business. So what are the things you need to solve? What are the pictures you need to change in the mind of your customers first?

1. What is it that they need?
2. Why should they spend money on it?
3. If I were going to spend money in the market, why would I spend it on you?
4. If they were to spend on something, why should they spend money now?

If you have some online process that does not answer these four questions, there’s no point in doing anything. There’s no point in doing sales and business. There’s no point in being in the market. What are the four things you got to build in your little machine, which you can then outsource or delegate or automate? Let the machine work for you. Then the first question that you got to answer is what is it that they need? Even if they don’t know that they want to need it. The second thing is, why should it be chargeable? Why should they spend money on it? The third thing is, why do they need to spend money on you? And the fourth thing is, why do they need to spend money now or today?

If you can build this whole thing and answer these four questions, you can automate the whole process and let the machine work for you. If you build this thing efficiently and keep the customer in mind, all you need to do is figure out how to get the person here. That’s it.

Typically, in a normal traditional sales process, what happens is you’re going on answering questions. They are going on asking questions about the product. But other things that are going on in their minds are these four questions that are not being answered. They don’t even ask you that because this thing happens subconsciously. Nobody asks you why I should do it now? Why should I spend it with you? In fact, every time you’re pitching the product, the customer is thinking, who else is there in the market is better and cheaper, but they’re not going to ask you that.

All the time, you’re answering a customer’s question and trying to convince them; the more questions you answer for your customers, the more questions they want to have for you. It’s not going to lead anywhere. It’s all going to get into trouble.

So the only answer to every other question is “Haveli pe aa Jana” which means to attend the webinar. When they come to the webinar, it puts them into an assembly line, hopefully answering these four questions. Then they decide whether to buy your product or not. The conversion rates of doing this stuff are 10 times that of doing manual selling. So if your normal conversion rate as a salesperson were 2-4%, you would be able to convert 20 to 40 percent of all the customers you bring to the Haveli.

When they ask you to tell them more about your features, what are the options? Do you have a financing plan? Do you have a pricing plan? I want to ask my wife before I spend. Let me think about it and get back to you. Do you have a visiting card? Give me your visiting card, any of these questions means that they don’t want to do business with you. The answer to everything is Haveli pe aa jana.

That’s when the funnel starts, and hopefully, you answer these four questions; you will get 20 to 40 percent conversions on everybody you bring to the Haveli.

What do people need?

There are six big Industries that are unaffected by Corona. And if your product or service is not about any of those six, you can figure out backdoor entries to put a flavor on your current products and services, so it has that flavor of one of those top six Industries.

The second thing is why people should spend money on it? What typically happens is that when people see your product, what they want to do is research. So they saw your product now, they want to go back and do their research. Where do they go and do their research? They go and do the research on Google or YouTube or wherever. Now what happens is everything that Google tells them takes them away from your product. So what you got to do is provide them all answers that Google is providing them except that you’re going to provide them all those answers in your personal controlled environment.

Even the answers that take them away from your product, which is I don’t want to spend money with you. I want to spend money with somebody else. You should get paid for that.

What Amazon did was Amazon went out to the whole wide world. They found the cheapest possible suppliers for every product in the world and added them to their marketplace. They tell the customer that they don’t need to go to Google and waste their time. They’ll only get confused. Come to Amazon. Not only will you find all the cheapest suppliers. We are going to put all their products on a big comparative shop window. You can compare all of them. Our algorithm will pre-compare all of them and show you all the results so you can actually decide for yourself. Not only that, if you want to place an order with any one of these, you can actually do it inside my controlled environment. Also, place an order with any of these buyers. I will personally take a guarantee that I will collect it from every corner of the world and bring it to your doorstep in 72 hours flat as long as you have a Prime Membership.

Not only do you need to figure out what people want, which is fairly simple in today’s times, but you also need to figure out how to get all of the information to them. All of the toolsets that they can do are for free. And all of the different comparative products, which could also be your competitors over to them inside your controlled environment. So that you make money no matter what, you make money even if they don’t buy it.

Campaign-based selling

Campaign-based selling is what you apply in order to make them decide. If you want it, it’s going to be now or never. This is the main part, not the money machine. It is a good concept but creating a money machine when you don’t know how to operate it is no use—creating an assembly line when you don’t have the spare parts and don’t understand what I want to know. This is why all these top internet marketers from India will be out of business in one year’s time. I can guarantee you that 90% of these top internet marketers will be out of business because there’s a seed of a new breed in the market. That’s people like you and me. In 12 months, we’re going to take out all of these losers, who are schlepping the little online funnels and their Facebook ads. We are going to set up a big ecosystem. We will be the people providing the information, the people providing the toolsets, and the people providing the products.