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Hey there Rajat here from Startup frat and welcome to this video in this video we are going to be talking about some of the questions you have asked from the previous training some of the emails etc. I have received some very uh pertinent points. I was going to go into my stage two or training number two which I promised you but then I thought it’s better to answer some of the questions that you guys are posing and then we’ll do the second part of the training.

In any event this particular video will be super important. If you’re the kind of person who’s wondering I work in a good class one officer job in the government my retirement is taken care of or I have been saving I have enough of saving plans etc my retirement is taken care of why do I need to think about having my own brand or having my own products in the market.

It is too much of hard work, I’m already 50 years old, I’m already 40 years old, you know it doesn’t really make sense to me, let’s just keep our train moving along the tracks and our retirement will be well taken care of, etc. So I’m just going to answer some of those questions and I’m going to put in some of my own thoughts these are not this is not business advice but I’ve gone through some of that thinking pattern myself.

I’m going to walk you through my story if there is something that helps you resonate that’s great. If you feel that you know this story does not resonate, I don’t think like that, etc then that’s fine you can uh you know ignore some of those points, but some of the facts and things that I’m going to be talking about and a free gift that I have for you will be very important.

Because these are the things uh about how the financial market moves that nobody’s gonna tell you about because uh you know it may not be in their best interest to give you that kind of education. So, let’s get started so what are the questions some people are saying hey uh you know what if I’m working in a government job my retirement is already taken care of what if I’ve done.

So well in life, I have my insurance investments mutual funds the stocks whatever real estate and you know I think I’m pretty much all set that is fine I wish you all the best, and to be very honest if you think your retirement, is all set. If you think you’re doing well if you think that whatever you’re doing currently will take care of you then, by all means, uh you know go ahead with whatever you find most comfortable.

There is no point getting into something that that does not resonate with you that may also be outside your comfort zone so physically it’s outside your comfort zone because it requires a lot of work and the second thing is psychologically it doesn’t resonate with you and you will always be fighting the psychological battle so absolutely disregard all of this advice.

If you think that uh you know that you’re well taken care of but I just wanted to you know give you some calculations and numbers and you can run these calculation numbers by your CA. So just make sure you take all these calculation numbers go run them by your Chartered Accountant and see what they say okay and then take their advice okay.

If you are in a job that promises you a good retirement even if it’s like a class one officer government job or something like that then I would like to discuss some aspects because I have a similar background. I have a similar background now the retirement that you have is based on three very important ratios.

Three very important ratios

What is this the savings rate the total gross income that you draw in your salary which would obviously go on increasing year after year because you have your graded you know appraisals or whatever you call them built into your career? Especially if you’re in a government job you know your income keeps increasing year after year as your seniority increases. What percentage of that money what percentage of that gross income are you able to put into savings net of taxes.

So, you put some money into saving some of it gives you the, etc benefit then probably put some more money into it or whatever what is your savings rate per your annual gross income. What is your savings rate for your annual gross income and this is uh you know this is after you pay out your emits and things like that right so if you’re paying a housing loan EMI that is not called you’re saving that’s asset building that’s find how much of liquid saving you’re putting into mutual funds stocks how much of it is going into your uh retirement account, uh you know ppf or Any kind of provident fund or if you’re in the army group insurance or whatever you call it right.

so uh savings rate what is the debt compounding rate per year that historical that you can see in India and in uh going forward in whichever country you live so 10 years historical and 10 years forecasted at least 10 years 20 years forecasted right what is the debt compounding rate is uh if your ppf account gives you let us Say eight percent compounding that is your debt compounding rate in the stock market.
if you’re consistently able to get let’s say 20 return 15 15 is very healthy over long periods of time so if you’re able to get 15 percent compounded over long periods of time you will have to be super smart and super lucky to do that assuming you can do that then you know that is 15 but for average calculations over long periods of time because markets are very volatile.

In general, we take the debt compounding rate which is typically eight percent eight-point three percent in the old days it used to be eleven percent and all that but those days are gone okay and then you have the inflation rate okay then you have the inflation rate which could be you know maybe nine percent or whatever it is right so right now it’s about nine percent food inflation I’m not talking about food inflation is Five percent in India.

But overall inflation rate is nine percent ten percent okay so the inflation rate now what is the average forecaster inflation rate is about nine percent again just uh trust your chartered accountant’s advice I’m just giving you broad numbers, okay these three rates will determine whether your retirement is happy or not now if you’re in a government job it promises your pension.

The government’s also whether the government will have the funds or not to support you is dependent on these three things okay if you see a lot of developed countries earlier India was a more developing country which means the state had its hands in everything the state was running the banks the state was running uh you know the state had a huge hand in the middle state was running airlines and all of that.

So, the state really had to push through so the people who worked for the state you know the state had got Blanche on them today the economy is going more and more capitalist which means the role of the state is reducing over a period of time and if you see history of developed countries yeah especially the UK us you see all of these developed countries you will find that the more capitalist state becomes and the more the economy opens up the less the government has the power to actually fund retirements.

If you see a lot of governments like the US and UK they have routinely run out of funds they have not been able to support uh you know the retirement benefits and things like that you know veterans in us which is the ex-army people in the US they’re constantly you know denied of their benefits that they were promised during this service time and things like that and some of those things we have also seen in India again we are very lucky to be living in a country which has pretty much the state has taken care of its employees.

You know you don’t have any major issues but uh just remember that the state is going forward the state is going to have less and less power on how much money it has in the treasury of course it can tax the people and things like that but if the economy goes into a tailspin you know if the capitalist world decides that you know the state is not good enough for us to do business the companies are going to move out of here the tax income is going to drop and then everything goes into a tailspin it has happened.

You know in foreign countries western third world-first world countries so just read up a little on that okay so right now we’re in a good position, okay but there’s no guarantee that we will be in a good position 10 years 20 years 30 years from now especially seeing that the economy is going into a tailspin kind of a free fall and while the government is taxing the people and collecting tax revenue that is not it’s not a healthy situation.

Where do you know where the foreign exchange ratios are not in our favor where the economic growth is not in our favor and the taxation is going on increasing again this is not a political statement or something I truly believe that capitalism is the way to go and I have never put my confidence in the state although the state has always done well by government employees you know in the past most government employees are broadly happy in India versus many other countries right.

So they have been happy in India no question about it but I was a personal mindset have never trusted the state’s promises 20 years forward regardless of what government and all of that I don’t care about that right so that is the game now It has been calculated that at a debt compounding rate of let’s say eight or nine percent inflation rate of maybe nine or ten percent and a savings rate of about ten percent of gross which is all a lot of this is not doable over long periods of time.

But assuming you’re able to do it that’s fine then you will end up with 75 times your annual income by the time you’re 60. so if you start working at 25 you retire at 60 or whatever you will end up with 75 times your annual income in the bank this is outside of your house that you own which you live in okay so that’s your biggest asset or whatever but you can’t really do anything about it because you’re living in there right 70 75 years’ worth of income 75 years’ worth of income you will be retiring with.

One way or the other if the state is paying your pension they’re basically paying you out of this okay they’re paying you out of this right so they keep the corpus and then they pay you the returns out of this you see a lot of mutual fund companies they say if you invest for 12 years with us with 15 years with us then we will pay you a pension for life how do they do that they think they have a formula where they can compound you know your gains over 12 to 15 years and then over that time they collect some corpus and from that they pay the interest.

The debt rate of interest to you and that you know probably gives you about a year of income every year or something like that in dividends okay that’s how they calculate so either you make the corpus if you’re managing your retirement yourself by doing public providence fund or something like that or if the state Is kind of doing your retirement for you then they’re going to create a corpus and from that, they’re going to pay you.

So in the UK and a lot of you know state jobs in India you’ll have this kind of a model now here’s the thing okay which sounds like a lot yeah if at 60 years of age I retire with 75 years’ worth of income you know that that seems like a lot there’s another little ratio over here which says that every 20 years the value of your money will decline by 10x okay 10x less which means if your if you can run your household today healthily let us say in one lakh rupees a month in 20 years from now you will require 10 lakh rupees a month.

In fact, in many cities of India today if you’re living and you have a family of four and you have a household income of one lakh rupees a month you can’t live a decent life you cannot live a day if you’re in Bombay or Delhi or something you can’t live in one lakh rupees a month for a family of four okay not possible and in many cities later it’s going to happen like that.

If you look at these 20 years back in 2000, if you had you know if you had an income of maybe 10000 – 15000 rupees a month at least for a family of two you could you could do well okay 10000 – 15000 rupees a month back in the year two thousand a family of two you could maybe a family of three you could do all right okay but today is not positive 10 15 000 just not possible okay similarly if you see the parent our previous generation.

Back in 1980 or back in 1960 if you see if, at that time, they were making let’s Say one to two thousand rupees a month in salary life was a good one to two thousand PS salary back in 1980 was decent right so if you see any 20-year time frame the value of money declines by 10x which means if you’re running a household income today is about 1 lakh rupees a month and you’re comfortable then in 20 years’ time you’ll require 10 lakh rupees a month.

So that means in 40 years of career 10 times into 10 times that’s 20 years and then another 20 years that’s 40 years of your career right 20 years and 20. that’s me 10 times and 10 times that means 100 times of your current annual gross will be required per year to run one year of living in that time when you retire if you’re starting out today in 40 years’ time, you’ll require 100 times of your income.

That means if you start working today and you build your retirement in a perfectly healthy fashion like the display in the magazines nothing ever happens to you no financial calamity you know happens to you no builder steals your house or steals your money you never get to see any recession in your lifetime etc you retire with 75 times your annual income which is 75 Years’ worth but it will last for less than a year or less than two years.

Because you will require 100 100 times your annual income every year in 40 years from now basic ratios and if you see the history that’s exactly how it has happened last 40 years you can check up with your parents consult you ca barring minor you know uh technicalities here and there these are the broad ratios okay if you’re planning for your life.

I would recommend you plan to be on the safe side rather than wing it rather than say no it’s all gonna work out for me you know I don’t okay so very important. Now it is very well known in financial circles that if you do a regular, uh you know if you do a regular job either it’s your corporate employee uh corporate employment Indian corporate not us dollar corporates which are paying you hefty salaries.

Because they earn in US dollars okay, I have been in that position it has been a very enriching experience but if you’re working in an Indian corporate you’re getting an Indian kind of a salary or if you’re working for the government state government central government whatever and you’re getting those salaries then basically what’s going to happen is that when you retire.

Whether you have a pension or whether you have corpus okay it’s not going to last you for very many years it’s not going to last you for very many years and if you notice back in the day during our grandparent’s generation or something like that the expectation of lifestyle when you retired was hardly anything once you had your house built you basically didn’t need anything.

Your medical was covered in the government hospital if you’re a government employee right your medical was covered your house was paid off and you didn’t need much else your kids were gone, they were educated you could absolutely live in a two-room house or three-room house or whatever it is and you know if you had a car, you would run the same car for 20 years till it totally died on you or something right.

The expectation from lifestyle was not much because after 60 there was not a very active lifestyle you just read the paper had your tea you know that was pretty much it today the expectation of lifestyle of a 60-year-old is very different okay so let’s go through these points what are the three points that are that exist today that did not exist that are also going to impact your expectation of a solid retirement.

Economy evolution

What is the economic evolution of the stuff that I just told you about the more into the first world we go the less the control of the government to actually be able to pay you a hefty pension because it all depends on corpus now in America the government has a little bit control they say okay I don’t have money they tell the bank please print me more money?

Because I need to pay off social services I need to pay off my ex-employees my retirees etc and then they print money and then the value of all of the money in circulation goes down by 25 as we saw in the last video so it doesn’t help anybody even if the government is printing money to pay you if you’re a government employee it doesn’t help you because the value of all that money is going down every time, they print it right.

Now life expectancy earlier was you know you’ll probably live to be 70 you’ll probably live to be 75 right 40 years back today life expectancy is greater you will live to 80 85 probably 90 plus most well-to-do people in America live to be 90 plus many of them are have to plan today for being 95 at least okay so the quality-of-life expectancy is going up that means after retirement you need to plan for maybe 25 to 30 years 25 to 30 years.

Now these 30 years what is the quality of this 25 to 30 years will you be happy sitting in a two-bedroom house just you know reading the newspaper and having your tea and that’s it watching tv no the expectation of life today for 60 plus years is you’re going to have an active life you know you’re going to want to do things you’re going to want to travel you’re going to want to take a flight probably your kids will be living abroad you want to be able to go and see your grandkids.

Quality of life and expectation of that quality is higher so you can’t really expect this kind of income where okay I’m set for five-seven years ten years, I don’t care my kids will take care of me and all that all of that stuff doesn’t work today, okay so this is another shocking factor the third shock factor is shock timing.

Now what is happening is that the corpus regardless of whether this corpus lies in your pdf regardless of whether this corpus lies in your government uh you know government coffers or whatever is getting impacted by shocks happening at different times okay housing crash is a shock post 911 stock market crash is a shock uh covet related market forces are a shock yeah so India was growing at five percent seven percent suddenly India is negative by 20 or whatever right that’s a shock.

Now if this shock comes to you when you’re 55 or 59 or 60 then you have no time to recover from that right and the government can see I’ll happily supply you let’s just print more money immediately the value of all that money goes down petrol is now selling at 100 rupees a liter what are you gonna do you’re 60 years of age you have no time to evolve.

The value of all your savings is gone Norway by the way one of the biggest socialist states where the government absolutely takes care of all of its citizens etc where does the government keep the money the government of a non-non-growing economy keeps its money in mutual funds or market-related market related uh you know assets and the shares of not tell fell and then there was no money to pay the retirees anymore in Norway.

Just look up how the Nortel shares falling uh you know affected the retiree pensions in Norway just read up some history I’ll tell you where the future is going to be looking like it’ll help you align correctly and you’ll get some of the cobwebs out of your mind too if there are cobwebs in your mind will get it out of your mind.

So, the timing of the shock if it comes at a wrong time okay you will be left high and dry and there’s nothing you’ll be able to do about it okay so very important you may think the government is their government will take care of the government is also dependent on money supply governments don’t run for free okay it’s not like a dictatorship or something yeah governments run on the money supply.

So, that is pretty much the thing now I just like to share some stories with you because I’m only talking about financial impact over here I’m not talking about psychological impact okay so by the way I come from a family where literally everybody in my family is a central government uh class one officer my both my grandfather’s right both my grandfathers were very senior level class one top-class officer.

You know in central government employee ship right and psychological factors if you’re good at your job and you really you’re really doing the best you can and you know you’re getting the results you’re able to impact society through your you know government job or whatever it is there comes a time when you suddenly retire and you’re suddenly not required anymore not only that your skills are also obsolete by then right.

Because you know ex-government you know where are you going to use the skills probably be a management consultant for a while but the way things are changing those skills will probably not be market-friendly by you know for a long time so what happens you’re suddenly not required okay your power is gone your big house your 10 servants etc is gone.

It has a psychological impact also now would you like your career path to be constantly on the rise or would you like it to be kind of rising until you reach your zenith and in the last 20 years of your life there is nothing you have a house you have a decent car you have a decent lifestyle you have a pension coming in but there is a drop okay there’s a drop in your contribution towards society there’s a drop in what you want to do but you’re suddenly not able to do.

There’s a drop in uh you know your overall quality and expectation of life as well okay again not major things if you don’t agree with me then that’s fine by the way I studied in I found my way to India’s number two ranked medical college you know I got a very good rank in all India PMT and all of that and then I had 100 college placement in a government job okay 100 college placement government job beautiful career absolutely love it and sometimes I miss it as well.

But in the very early years of my career, I had to decide do I want to relive the life that my parents and grandparents have already lived do I want to relive the life that my parents and grandparents have already lived some of these factors were explained to me by somebody who was financially more savvy than my entire family put together somebody was more financially savvy than my entire family put together this I’m talking about maybe 20 years back right.

Not only did I understand these things I could resonate with them because I had seen all of these things happening even though I was very young I was 23 or whatever right okay and at that point, I decided I want to make a change okay I want to make a change so I was maybe 23 when I decided or 24 when I decided I want to make a change.

Within 10 years of my life just because of making these little changes and understanding and resonating which is optional I’m not saying everybody needs to think like that within 10 years of that maybe 12 years of that before the age of 35 I had built myself this retirement okay so I was paying myself today a central government class 1 officer makes a pension of 70 to 100 grand okay.
70000 to about a lack of rupees a month that’s class one officer pension if you’re a retiree okay I was able to create that within 10 years okay and then I was able to move forward I can tell you that I’ve been paying myself that pension out of my own corpus since the age of 35 and I’m telling you my house can’t run on it I can tell you right now my house cannot run on a lack of rupees a month okay it’s going to be a very limited kind of a lifestyle.

I’ll be able to put food on the table but it’s going to be a very limited lifestyle okay now and I own my own house on my own house okay so you can have both items what I’m trying to tell you is if you resonate with this and it makes kind of somewhere sense to you a lot of this is psychological and emotional also a lot of this is not numbers, however, I have a free gift for you which will run you through all the numbers you can decide for yourself run by your CA.

so just wait till the end of this video to get that free gift okay now if you resonate my message to you is you can do both and it doesn’t take a lot of time it takes a lot of work, okay but in 10 years of time you can do both you can set yourself a nest egg and also get yourself other beneficial things which you do if you put your own products in the market.

If you have your own brand in the market if you have your own presence in the market, okay and a lot of you may say well you know I’m a government doctor subs a lot of my friends are government doctors house because obviously, I studied in medical college right, I have a medical degree I’m a government doctor when I leave I’ll immediately be able to start my practice that is not so you won’t be able to may not be able to do it so easily.

So, there are their differences in doing your own practice at that time versus figuring out how to set up different legs of your stool today okay again I don’t want to go too deep into it if you resonate you can agree if you don’t resonate there is no pressure very difficult to reposition yourself at 60 you may not be able to set up your own practice.

However, you may still get a very good job in a good, uh if you’re a doctor lawyer child accountant you may still be able to get a very good corporate job I work in a private hospital I work for a corporate company I’m their lawyer or you know I’m a chartered accountant for some top firms or something like that you can totally do that but it won’t be your own business, okay so it’s very difficult to start your business after that age and stage I’m not saying you can’t do it there are many people who have done it yeah.

Many people many great people in the world have actually started their businesses after 60. but it’s that much more difficult okay now what else can you do okay so raja what are you telling me I can have this I can have the whole retirement coppers and what else can I have if I decide to take a step and try to look at doing something for myself what else.

Let me just read my notes and then give you some ideas about what are the different things you can build yourself you can do for yourself okay and then I’m gonna give you your gift if you watch this video till the end okay the three things that you get when you build your own brand and that gets built over time.

Which are solid assets that nobody can take away from you regardless of what financial time what financial upswing down saying stock market crash happens is number one your customers and your relationship with the number two your overall reputation in the market okay and number three the option to be super flexible with your products the option to be super flexible in your products.

To be super flexible in your products and be able to adjust to changing times even if you’re 60 years at that time even if you’re 70 at that time even if you’re 80 at that time because this stuff is easy okay customers if you’ve done business with a certain number of customers over let’s say five years ten years or whatever maybe 20 years nobody can take away those relationships from you.

Now these customers are corporates obviously people keep changing uh you know things keep changing etc but overall, your customer list is going to be a strong blast that will hold you up okay. The second thing is a reputation outside of your customers what kind of reputation have you built in the market nobody can take that away from you.

The third thing is the flexibility that you get with your product lines and being able to evolve multiple product lines to adapt to the changing needs is something that you cannot it is absolutely irreplaceable let me give you an example just to share my own story again um you know I’m a corporate marketing consultant which means I do marketing consulting sales consulting for companies okay.

During the lockdown when I did not have access to my customers I do work remotely I have my office and employees that work remotely for my clients etc but even my client’s an okay couple of my biggest clients are Europeans and their offices were shut and they were absolutely not working and they were they took almost two months to get you to know to get reorganized and things like that and they were absolutely totally off for almost 20 to 30 days.

So, that means apart from some revenue lines some of my major revenue lines took a big hit right during the lockdown and I was able to bring all of my knowledge of my tools, and techniques in an individualized retail format over to the start-up launch community which is which are paid products of the start-up launch community of the start-up hangout.

Paid prepaid product lines where you can pay and get access to good consultation you can get your product designs you know product advice marketing setup you know sales everything done with us I was able to flexibly move the products into a retail format where people who were wanting to start new products or people who are small business owners’ people who were chartered accountants, doctors, lawyers, etc could take this advice.

This whole corporate reply is broken down into individualized format and pay me online and pay us online right so this has become a new revenue stream of course still not as big as the corporate revenue stream and everything but the flexibility that you will get out of running your own products in the market out of having the market understanding out of having your relationships out of having your reputation absolutely infallible and irreplaceable.

So, this is what you build in addition to being able to build your nest egg and the whole thing can be done within maybe five to ten years’ time now results are not typical does not mean just because I was able to do it does not mean I can tell people hey man everybody should work like this or if it will happen for everybody the answer is no.

I got very lucky first of all I understood these concepts very early in life so I had time on my side and the second thing was that I got access to crazy-ass mentors okay people you know I would kill for that kind of advice today okay so crazy-ass mentorship so at the right direction I made the right choices at the right days I had time on my side a lot of these factors will come in for you as well which is why I highly urge you that if you want to make these decisions the time would probably be right now.

So, that is it for this video again this is kind of more of a personal heart to heart absolutely disregard it if you feel instinctive this does not resonate with you my situation is unique I’m doing very well, etc absolutely disregard it okay now here’s for your free gift I told you about how these ratios work and how do you work out?

The numbers for your own personal retirement regardless of whether you work for a government or whether you work for yourself like you’re an independent child accountant doctor lawyer child accountant or something like that or if you work for a corporate and you’re taking care of your own retirement by doing your own pdf and building your own funds and schemes and things like that then how do you work out these how do these ratios work out?

A basic walk-through on video as well as a calculator for that okay if you want to access that just uh just right below this video just write I want in okay right below this video and uh somebody will reach out to you and give you the calculators and a training video on how the calculations are done.

So, you can start doing it for your own self, and when you do these calculations absolutely go to your chartered accountants and run them and take their advice. So, this is from my side is it free for you and then the rest of the training that I promised you, uh at least two of them will be coming through tomorrow and the day after.

Hello there and welcome. This is Rajat from Startup Frat and to all the Hangout members I just wanted to congratulate all of you guys and also congratulate me for us having completed this journey over how many months. But we have done 15000 plus community members. So, welcome welcome welcome congratulation, and from my site, thank you very much for being a part of this journey. And your valuable comment suggestions and interaction, that’s what makes it lovely lively and keeps me engaged, enthusiastic, motivated to keep giving you solid value information.

So, thank you, and quickly come I think we started this discussion on April 28 and the funny thing is May, June, July, August, September, October, and November in exactly 7 months on November of 28th which is seven months. We gonna about 15,000 people, It’s one of the fastest-growing communities in business education at least in India. I don’t know about the world I want the fastest growing community on business education. In order to commemorate the 15000 marks, I have super special training for you as usual.

So, I’d just like to kind of go back and talk to you about this training. What it is? and Why I am doing it this way? So, this training is going to be a little more basic but even if you guys are a little advanced you know in sales and marketing, and entrepreneurship I am sure you will get a lot of value from this. So, this goes very deep into the heart of the matter and I’m gonna give you a couple of tips and tricks that will help provide some clarity around your sales and marketing.

Also, I have made this training very basic because I’ve been getting a lot of different-different questions I get and I always read these questions whether they come in through message, or they come through email. I read them myself all the responses you get are actually me. Giving you the responsible personally. There is nobody in my team who is actually responding to that stuff. It’s me personally, if you get an email back from me, that’s me writing to you directly.

If you get a message back from me that’s me writing to you directly. But sometimes, you know I get messages and I have been recently getting many messages with say hey, how can I do this in an easier fashion? how can I do this? You know some stuff I can do for free which is cool but I want to do it easy, I wanna do it more you know I am only interested in the money and not in the process. You know some that’s more or less the just of it and I’d just like to clarify maybe there is some confusion, there is no easy way too difficult results.

There is No Easy Way to Long-lasting Success

First of all there are definitely simpler and smarter ways but overall, the process by itself is not easy for anyone. Otherwise, everybody would be Jeff Bezos or somebody. The second thing is that we believe in a certain type of entrepreneurship and that is passion-driven. So, it’s easy passion-driven and I’ll get back to my story passion-driven. Do something that you have your heart in and that excites you even if the money was not there. Because in any kind of entrepreneurship you will have to spend a lot of effort and maybe money.

Even if the income is not there you have to do it for a long period of time and even if you become a very successful business person the ups and downs will keep going on because that is the structure of entrepreneurship. That is the difference between entrepreneurship and a job. Why do I call it entrepreneurship? It’s different from a small business, different from a business. Why do many businesses in India have this supply-based economy model? What is the supply-based economy model? I supply let us say gear parts to 1 buyer who is Tata Motors or Bajaj or whatever.

Whenever they give me an order right, put up the machines, put up the labor boom-boom, I produce the thing it goes out and 60 days later than pay me or whatever. If you have one customer who basically asks you to do stuff for them and then that forms 80% + of your business you are essentially in a job. It’s not entrepreneurship. Entrepreneurship is you know creating newer things for people and going out and you know selling it over there or finding new needs in the market and creating just in time to supply them.

So, a lot of businesspeople in India and in general the structure of business in India was more supply-driven. This is people need staff, you provide it to them, you get paid and that’s all you do throughout your life. Just sit on the counter, collect the cash and keep doing that. So, in the new market, that stuff is going to go down over a period of time because we are glutted with all kinds of over-supplied on every front.

So, the smartness is going to come in innovation the smartness is going to come in how you are able to hold your customer base to you and you know probably get ahead of the competition and things like that. So, passion-driven. What is the importance of passion-driven? If you don’t have your passion for it if you doing it for the money in the new model. It will be very difficult because a lot of innovation is supposed to be going into it before you actually hit the bot of gold.

So, if you do it only for the money you will not survive. And if you hear my own story I am I made it, you know I did my medical degree from India’s number 2 rank medical college. I was very hard for it and later I realized my passion was not in it. I was good at it, I got the results, I got the gold medals, I got the degree, I got a good medical seat and then a degree from India’s number 2 rank medical college. But my passion did not lie there and then I realize that is a very dangerous situation because in that industry if your passion doesn’t like there I used to get feedback from my seniors and all men are really not interested one day you will end up killing somebody.

One day your lack of interest and lack of commitment is gonna cost somebody your life and that scared me a lot. I said don’t wanna be casual about this because my interest is not in it. And then if you make some mistake, somebody will lose their life. Of course, as a junior doctor, somebody’s life is not in your hands directly but over a period of time, it will be. So, I choose to quit and I chose to do something that was very used to causing me a lot of curiosity in my mind. Curiosity was they gave me all of the education and much of it I have to qualify for by giving all India exams and all of that I did all of that.

But in my 23 years of education or 23 years of life, 24 years of life on this planet not once that they teach me how to get the patient. You know how to get the people to come to you and pay you. And in the old days if you had a great degree people would come to you because of the under-supplied market. But in late 2000 it’s an over-supplied market. This means everybody has a choice as to who they can hire, who they can go to, etc. Even in the medical industry, you have a choice of doctors and all kinds of information.

Today patients are more informed than the doctors. That’s why they are constantly asking them cross-questioning and all. So, I said I need to learn this process. Somebody told me that is the process you need to learn and you know once you learn it you can actually be profession free. This means once you learn the process of getting customers you can get it for any amount of people. And then over a period of time I have been able to get customers for home loan companies, credit card companies, technology companies, pharmaceutical companies, doctors, for travel agencies.

You know once you learn the process you can replicate it in different streams. Having said that It’s great for me to say that this is my passion. But whatever business it is that you are driving if you are not passionate about it, then my tips and tricks will not work in your business. I may have helped travel agencies but my tips and tricks will not help you if your passion does not lie there because today every business is unique. There is a lot of personality type that is going into all these businesses. Just to give you the example of Ratan Tata, he had his passion project which is Tata Nano he says what is the message to the world we are Patriots we are Industrialist, we are in the business of building India.

One of the things he said was a lot of Indian people can not afford a car because cars are too expensive. So I want to make a cheap car that everybody can afford. He did end up making that car but the customer didn’t buy it. So, what he did do, did he kill the project? No, he still running the project. It’s running at a loss. In fact, the CEO Mistry who try to kill the project was fired by Tata, and Ratan Tata still doing that project. Why because you know his passion is in it. And that is why the Tatas are the Tatas.

Would you agree with me? That I said that many of you even if you end up buying any Tata product, if it could be the nano great, even otherwise you would like to buy a lot of Tata product simply because of that one commitment of there’s that. You know we want to build India, even if it is at a loss we will do this project. So having said that let’s come to the lesson. I’ll give you the lessons, but if you are not a passion-driven business they will not work for you so this is not a tips and tricks shop. So, just be clear about that.

There is no real success, long-lasting success without the time and the money put into it. So, how do you sell? The first thing you need to have is a message. What is a message? The first thing you need to do is have a message. And a message is very simple. All of the money that you want is your revenue, your profit, whatever it is that you do business for. You know you do business at the end for revenue or profit. All the money that you want is in somebody else’s pocket. There is only one way to get money which is from other people. The only source of money is other people.

So, whoever does any kind of business, professional job, whatever money is transferred from somebody’s pocket to your pocket and that’s how you make money, that you make a salary, the so you make fees, commission whatever it is. All of the money that you want is in somebody else’s pocket the major social media influencer Grand Cardon says, who’s got my money you are figure out who got your money. Who is the person? and who is gonna be my customer?

Now before they give you their money, they need a good reason for that. They need a good reason to give you, their money. What is the reason they will give you, their money? ok, you will give them something in return. They will give you their money. And what is the thing that you can give them? You can give them which is helpful. They need help in some area or the other. If you are selling to another company which is called B2B business which means you are business, you selling to another business. They need help in some area, you will help them in that area they will give you the money.

You are selling to the individuals, who need help in certain areas and they will give you the money. So, help has to be given. The help can take many forms which are product, service, consulting, whatever it is. So, people will pay you for advice or people will pay you for your services, or people will pay you for products. 3 things. Now what you need to do is you need to have enough people know this message. What is it? Whom do I help? and How do I help? Or what result do I help them to achieve? So, this message saying if you are so and so and you have this problem, I can help you this is a message. Barebone and simple.

If you are so and so or if you have this problem I can help you. If you have this problem I can help you. This message has to go out and if it goes out to enough people some of those people will reach out to you and say well you know this is the help that I want you to know I am willing to pay for it. There is a process involved in it but right now I just want to keep it very simple. Even if you are at an advanced level I want you to understand this. Even if you cut all the different information and crowding in clouding away from your mind and you focus on this one message which is if you have this problem I can help.

You only write this message and bring it in front of enough people who are likely to have that problem you will get customers that is it. At the end of the day, you will get customers. Now how well you serve them will determine if these customers keep coming back to you, keep paying you, keep referring you to other people, etc. And it becomes a lifelong thing or not. So, if you have this problem, I can help this is the one thing. This is the one message. Now how does this message go out to the market? Only two ways, people at work and money at work.

So, if you have a salesperson or if you are a salesperson you pick up the phone and call enough people, you know a certain number of people are likely to say ok have this problem I would like some help. Money at work, you can pay somebody to get this thing across and they will find the people who have this problem at which point you can engage with them. So, people at work and money at work or what you can also do is you can do a combination. Like I to do a combination.

Instead of me calling 2000 people and saying you have this problem. I actually multiply my effort. First of all people at work, I stand in front of the car camera and I say if you need help with your sales and marketing if you did Facebook ads and this still not working for you chances are there something wrong and you need to understand the process of sales and marketing and I can help you to do that. That is my message. I record that thing and then what I do is load it up money pay somebody like let’s say Facebook that message goes out.

So, I use a combination of man and material, people and money I loaded up on the thing. The video goes out and Facebook finds people who may be interested. In our corporate business, in my corporate business what I do is I have people at work which means I have employees who make hundred plus phone calls the day you know to people who likely to have a problem with corporations, and companies.

So, people at work and money at work I have to pay them. They not gonna work for free. So, people at work money at work or a combination of the two. This message goes out and it says very simply if you have this problem I can help. Now there are many different ways in which you can do it. Now, when you start doing this OK it is likely that you will face a dry patch at first and then slowly some success will result and then there will be a few more dry patches of successful results, etc.

Now there are of course tips tricks and techniques that you can use to supercharge this process so it becomes a little more efficient. So you build something called learning. You learn from the people who do it a little more successfully than you and the next thing is called tools. Learning and tools.

So, If you know something that other people don’t know or other people know and you don’t know then you can supercharge your success by getting results slightly fasters likely better than you would otherwise, and then there is a thing called tools like Facebook by itself is a tool but I use another tool which is like an email marketing tool. This means somebody shows some interest then I say hey man click over here, put in your email, and we will send you some information. That information will make you figure out, and will help you figure out whether we are the right fit for you or not.

Then once they get 2 pieces of information, they say ok, this is good. They click a couple of links; the lead comes in over here and either I call them or my guy calls them and done. That is how business is done. Even for the community members over here in the personal community that we have in the hangout. If you come by filling out a form or something like that you will have a confirmation email saying your confirmation is required. If you hit that link with me the figure was approved, we will send you some information via email which could help you understand.

If you would be interested in some of our more premium academic programs and things like that ok. Otherwise, all of the advice and training given in this forum are free. So we use learning, which means that I read you know buy programs I learned from some of the top guys if they have a seminar speech or something. If I have to pay 2000, 5000 rupees to go get a ticket and seat in that room then I will do that. I will absolutely do that. I have been doing that even before I became a sales and marketing guy, even before I became an entrepreneur.

Because I realized that you need to learn what happen in the market latest. All of the education that they give you in school and college is like hundred years old. It’s not gonna make you any money. So, learning tools this is the model. Now, a lot of people say I don’t have any money. A lot of people in the hangout send me messages saying I don’t have any money. If you don’t have any money I will give you a simple formula you have to spend 70 hours a week in your business at a minimum.

Now, you have the money. If you don’t have money, you will not even be able to hire anyone so you got to spend this time yourself 70 hours a week in a business minimum. When I started out the very first time I would either spend this time on my own business or I would spend time on somebody else business without working at a job and from the money I earned I would spend some money and some time on my own business that’s how I grew my own business side by side.

70 hours a week is the gold in the figure. If you have no money then you got to spend this kind of time. You can find all the free education and the free information on YouTube piece it to carry yourself, and over a period of ranging from 2500 to 10000 hours, you will become a master at your game. 10000 is the golden figure which is approximately 4 years’ time. But even if you do it for the year 2500 hours, you will become a master of the game. 70 hours a week into 50 weeks of the year is about 3,500 hours. You will be pretty good at your game. So, 70 hours a week that’s the golden number.

If you don’t have 70 hours a week, if you can spend 70 hours a week in your business then let us say I can do only 55 hours or I can do only 40 hours then you gotta put some money in your marketing and sales. Even product development, product research, learning. All this stuff will come in. How much money are we talking about? Let us say 15000 rupees a month at the max. Well, I don’t have 15000 rupees a month or I don’t have 70. At a minimum of 25 hours plus 8000 rupees a month. I am just putting these figures depending on you know much we helping individual clients in the academy programs.

So, individual people who are working, who don’t have much money with still building their business. They do put in 25+ hours and a minimum of 8000 rupees. That is the bare minimum combination. I am now gonna put any money, any time whatsoever but I willing to put 50000 rupees a month, you will not be able to do the business.

Because all of these are passion-driven businesses. They are not hands of Business and none of this is passive income none of this is residual income and all that like. Somebody had sent me a question. You know I have a car wash business. How do I make it the best? You are not solving anyone’s problem with the car wash people don’t have a car wash problem. For 600 rupees or 400 rupees, some guy comes in the morning washes their car for them. Nobody wants to drive to a car wash. This is not America.

So, people don’t like it because if they go to the car wash, they spend time, they spend money for something that the value is very very you know it’s not clear. Similarly, the laundromat, I want to get into the laundromat business which is not a problem that exists in India. For 2000 rupees you can get somebody to come in the morning and wash your thing for you and you can rent a washing machine so they do it in the washing machine if you want. It’s not a problem that Indian people have.

How do you make it valuable to the person? So, they want your help. So, I did a video on that earlier. How do you use a business like a car wash which is like a very very commodities business that people don’t even need? How do you make it attractive so that people say hey man I want this? So I have a video you can learn from that. So these are not the kind of business where you know it’s like I have set it up. It will pay me residual passive income and I am all set. That’s not the kind of business that’s going on.

If you don’t have a minimum of 25 hours don’t do business, if you don’t have a minimum of 8 grand, spend 70 hours you will learn. So that is a combination. Now, I want to tell you a little story, back during the lockdown I started getting emails from individuals. I only used to support corporate. I am a corporate consultant for sales and marketing. I started getting a lot of emails from individual people saying our jobs are getting hit, practice is getting hit this that and others and I am not very happy over here. What can I do? How can you help me? So, when I start getting these emails, I said let me start figuring out how to start helping these people.

Facebook leads forever

So, I created a program that is very close to my heart called Facebook leads forever. Where I was teaching these individuals how to get business from Facebook without paying any money? You know because they had a lot of time during the lockdown, I said you need to spend 70 hours a week doing this stuff and you will get business from Facebook. Now, this is a nonspammy, non-scam type of getting business from Facebook.

You see a lot of people, they join a bunch of groups, the first post that put in there is hey man we do so and so WhatsApp me for further detail DM me for the detail hit this link whatever. Don’t join a group and start putting on those posts. Because, if at some point Facebook will ban you and it’s just cheap. So, don’t be cheap on your road to greatness that is not the way to get free business on Facebook.

If you see in the startup frat Hangout you know you don’t see a lot of public posts you know why because 85 90% of the post that people put are this kind of hay by the way I thank you for joining the community. We to Carpet cleaning this is our weblink you know anybody who is interested in. This is not a business directory. So don’t spam and scam your way that is not the way but there is a way to get business from Facebook. If you’re willing to work harder, there is a way to get business from Facebook.

Hi, there this is Rajat here from Startup Frat. Welcome to this blog and today I want to talk about a very very basic concept that you may have seen and heard across different business books. You know every little blog that you read about business always talks about this concept. Which is about creating your own value. This means you have to deliver value or create value for the marketplace for the customer or whatever it is. And for a long time, I could never understand what value is understood product showcase sells a product, sell a service.

What is value? So, I just tell you a story about what I’ve been up to in the last 4-5 weeks? Some of the results that I’ve found doing different types of service on the real-life results that a problem blows your mind. And a couple of ideas that you and I can discuss together. If you want to be a little interactive, we can have a discussion around it and things like that. Now, what is this value pool? Over the last 5 – 6 weeks, what I was doing was focusing on this affiliate third-party seller market.

What is the third-party seller market? Let’s say the company that makes a product or service gets a bunch of people who are not really their own employees and they get them to sell their products and services out to the market. So, you have mutual fund companies who will employ DSA to do you know some of their selling and marketing for them. You’ll have real estate companies or schemes who will have brokers to promote this scheme for them or even brokers of any nature you know just doing retail which is selling somebodies flat for them, or having somebody rent out their apartment for them.

The apartment belongs to somebody else, the brokerage in the middle tries and find customers. You have stock traders or stockbrokers, who you know selling or buying advising people to sell or buy company stocks and things like that. Then you have LIC agents, you have multilevel marketers. All of this third parties stuff means there is a person who has to go out and get
the market, there is the person who goes out and gets the customer. Some people are there who go out and get the customer and there are some actual customers.

A lot of time these middle people work through a network refers even then there are friends and family circle and all of that. So, I was just targeting that market a lot. Got to learn a lot of things, got a lot of different academy students from this background, you know who are working with us now and you know we are learning mutually from each other. The very very important thing from this was that almost everybody is into the blind promotion of their companies’ products and they don’t understand, why it’s not working?

They won’t understand, why it’s not working? Just to give you some perspective about myself early on and you know even during my medical career I had been exposed to the multi-level marketing industry and till today while I don’t have an MBA degree or anything like that. I credit you know a lot of my business knowing that I got in the formative years of that industry. So, I have a deep respect for the multi-level marketing industry, which belongs to this kind of third-party seller kind of industry right?

It was a sad state to see that when I would run service in my life calls. When I wouldn’t serve in my life calls for these people I would ask them at an average how long have you been doing it? They would save into it majority of people would be two years plus. That means they had been in this profession for two years or more that including DSA’s, the agents, brokers, multi-level marketers, etc. And then what is your average monthly income? The average monthly income would be less than 15000. So, imagine somebody being in business for themselves. Why do people get in the business?

Because they want to have a better income. The number one reason for getting into business is to have more profit. And in spite of spending two years in the game here you know. I don’t want to look down upon any income level because I have earned much lower incomes like that than that in my career. But for 15000 in today’s time, I don’t think you can afford a decent lifestyle in any Tier 1 or Tier 2 city of India. Even tier 3 I think will be very very difficult for 15000 rupees income to sustain.

So it’s a sad state of affairs that you get into business. As I had a lot of these people are in the Facebook group I saw them on 925 people over the last 3-4 weeks have joined a Facebook group who come from this type of background. Because that’s where I was kind of targeting my outreach in the last month, month, and a half. So, I am not kind of looking down upon anybody for anything but just looking at the demand-supply situation. Back in the day than that I was exposed to the multi-level marketing industry which was 2000 May 2003, 2004, and 2005 whatever.

If you’re stuck in the game for two years or more you were literally guaranteed to have an income of 30000 to 50000 or more and in those times 30000 to 50000 was a lot of money. So as a doctor, I didn’t make that kind of money in those days. So they said that, If you stick in this game for 2 years or more and you keep working then your income will be 30000 – 50000 or more.

Today the state is that you can keep logging for 2 years or more and if you end up with an income of 15000 rupees then why are you in the business? Why don’t you just do a job? Like any job pay, you like that kind of money. That got me thinking and then you know of course I had good material prepared and some of it resonated with people. Some of it did not resonate with people. Some people were saying, hey you know you should give out your best education to me for free because I am already suffering and you know things like that.

So, let’s just get into the anatomy of this thing. See in today’s market or in any market, in an upswing market lot of people make money but you always got to figure out what it is that I am doing? That my prospect or customer will not have if I were not here. Now what happens in the third parties seller industry you may think that your product is great and it is. You may think that you are the only one who is Infront of the prospect and you may be. But this prospect, let us say this a market of 120 crore Indians. And there is a bunch of investment opportunity in mutual funds, real estate, multi-level marketing opportunities all of that different thing that promise them that they will get rich.

What is the promise? The promise is they will get rich. And you wanna attract them through that promise to one of the vehicles which are mutual funds, life insurance, stockbroking, multi-level marketing, whatever it is in real estate. That is the promise. Nobody ever sells the mutual fund saying you know sell your mutual fund, buy my mutual fund because you may be having extra money. Then the prospect will say I don’t have extra money. Buy a house because this is a beautiful house for you to live in, your prospect will say no is too expensive. So you gotta say, hey it’s an investment, it will grow. That the angle is your money will grow you will get rich.

Now, let us say four or five different opportunities and there are 120 crore Indians. There used to be a time when information was not that freely available. So the people needed to understand the mechanics. The mechanics were explained to them and something called the sales meeting or sales presentation. This presentation used to be 45 minutes to 2 hours long. In that you give the prospect a few aha moments, this is how you can do it, this is how you can do it. This is the various number of options you have and based on that this is my option is the best option or whatever it is.

In those times it was a novelty. The prospect may not have that information or may not have that information in the flavor that you are producing. If you are not there at that place at that time. Now the market was like a waterfall. The water is flowing already. This means people wanna make money already and they are looking for some opportunity already and you are there at the right place at the right time. You show with a beautiful presentation you have your own persona and how to show it? People are like ok this guy seems to be a good guy, let’s do business with them.

Fast forward to today’s time why is it that been two years in this industry the average income level is gone down by 3x? So you were at the top, the water was flowing, you are like a little rock on the side and some water flowed over you. So, you got wet, which means you got shiny on the top is a little water flowing. So, you create some benefit by being at the right place at the right time and providing some value which is this company is endorsed and did not have the kind of reach they have today.

The internet at that time will not available to the extent it is available today. So, this company relies on the trust that you can build in the market putting your face out there. Today how much has the market is changed that people don’t prefer meeting you? Because they don’t spend one hour with anybody whatsoever. Even if there is covid there is no covid. Internet is 100 MBPS in India so it can carry video messages from their favorite superstar which is could be Amitabh Bachhan, Hema Malini whatever and the payment that the company collects can be collected over the internet.

For example, everything becomes easier so you don’t need to be there. The prospect gets no extra value just by the fact that you are shown up at the doorstep. And all the education that are you providing theme all of these bright ideas about how this can work etc.? They already have this information today. All are available on the internet. So you are not providing any real value. So, what do you do should you quit your industry? What should you do? This is where it comes we talk about creating your own value pool. How are you create your own value?

People shall go out and get another degree, I will get one more certification. A lot of people say if he takes your premium program in the Startup Frat academy will I get a certification? The certification not gonna help you. So, what you gonna do is? You gonna have your value pool. Let us say there is a waterfall falling. Have you seen any waterfall? They fall to a certain level, there is a stone ledge over there, maybe there is a little depression and pool forms over there. The pool of water that is formed over here and then the water start falling from this site.

So there is a little pool of water that is formed over here which is holding up. There is no direct you know the water not falling from here that directly there is a stone ledge, There is a little creator that has found with the pressure of water and then the waterfalls in the pool and then the water flows out to the other side. Now this my friends something called value pool. This is something called a value pool. You gotta realize 2 or 3 things. They may be 10 – 20% of people who are buying what you have to offer, then there is 80% of people not buying what you have to offer. Which happens in any selling situation in any industry.

Now this 80% of people, this is the water that falling that making the dent in the rock, creating that little you know that little draught, that little ditch. So, everybody, who says you know whatever the objections are there you know there they fall broadly into 2 categories or probably 3 categories.

Types of Objections

The first type of objection is motivational objection. Why should I go in this direction at all? I want to hold onto my money is post covid whatever. This is a motivational objection. The 2nd technical or logistic objection is how do we do this? how do we do that? Do you know how do we go to the court? how much will the court charge get the registration done? how much of the overhead price to have to pay? How many brokerages do I have to pay in addition? what is my total return on investment on this deal? These are technical questions.

The third thing is literally product and its question which is, what I do have to do business with you? Why don’t I go to 1,000 other people who are pitching the same exact product with the same exact brand? Thousands of people pitching LIC, why should I do with you? What are you gonna give me in return? Why should I do LIC only? Why don’t I go to ICICI mutual fund they probably have a better return on investment? Why don’t I take a depth dead fund? Why don’t I do it instead of doing real estate why don’t I do something else?

So, all of these product-related questions that three types of questions. What you gotta do is you got I have to create value around these. This value is created by three types of products. There are informational products, there are services, and there are packages. Literally, all three types of products and telling you to take zero money to develop there is no money involved. You are not setting up a factory, getting employees kind to produce something.

What you are doing? Creating services around your core product, creating a package with your core product, or creating information around a core production. Now, this information is chargeable information, people will happily pay for information that solves the confusion and their mind. There is so much information out there, that information is just not useful anymore. So, if you create an information product that does a comparison among return on investment, among five different types of assets,s and if you are an age 45 male living in a tier 2 city.

Which one, how should be a product portfolio broken out? Just create an information product and if you charge 500 rupees for a people will be happy to pay. And all you gotta do is just create like an excel sheet of something where there is fill out some columns in the whole calculation is done for them something that.

These are the three types of products that will set you apart from any other insurance agent, set you apart from any other stockbrokers, set you apart from any mutual fund seller, multi level marketing whatever it is. What are services? I have a business which into healthcare equipment ok and the information is available everywhere by would somebody buy it from me? So, what I do is a throw in services and packages, which is, if a come and fix an electric, electrical, and electronic equipment in your house. I will look at some of the other high ticket equipment that is already there and how they say that we will provide you with the complete AMC. If you take our products AMC.

That means we fix a bunch of other things also for you. I already have a workforce running on the ground why don’t I give them more work and pay them more money because I am charging that extra money from the customer. Now the customer doesn’t buy my equipment which is extremely high ticket 300000 to 500000 rupees. I still make money from all of the services and if I provide them good services, they are more likely to buy my product anyway. So I am making money you know two different ways. So everybody says no, I make sure I walked away with AMC at least for all their other electronic equipment.

Do you have AMC for this equipment? Do you have AMC for this? How much do you pay for AMC? Well, I pay an average of 3500 every month. While you take our AMC, we do all of this stuff for you and one-shot will be charged less and they like ok. So, that helps stay in touch with the customer over a period of time. They say you provide a good service; you know I am willing to trust you let’s do this and probably get a product sale in there.

In any event, this is a very good way to stay keep your hooks inside the market because you are already inside their home. So, information services and packages, Now I am gonna give you resources where, how to do this will be given to you. All of the staff is already told you.

Hi, there this is Rajat from Startup Frat. How are you guys doing today? So, for the people who are new and who don’t know what’s going on, I just walk you through what’s going on. We are on to something, we’re up to something, and we are on to something, and I am gonna walk you through what I have in store for you. So, on this momentous occasion of us crossing 10000 community members, I have something very special coming up for you. And I’ll just walk you through what is gonna be about and then I’ll give you a chance to sign in to the event.

So, this forum is about having and building your own startup in order to provide yourself financial stability and protection like building a strong wall against the ravages of things like covid and other kinds of social, and political issues that always attack your income levels and things like that. Build a solid wall around it using this model that we call the demand generation model. Which is very very you know in the Indian business context it’s kind of relatively new although it’s existed in the west for like for almost 20 years now probably more than that.

Demand Generation Model

The demand generation model, how does it work? and how can it help you and me to build a solid income layer in addition to whatever you doing today? You know I won’t say any but your majority of social, political, financial, health-related problems like covid and all these things cannot affect. How do we do it? What is the difference between the demand generation model and the traditional business model, I walk you through that, and then then you probably have a better idea.

What is the difference between the demand generation model and the traditional business model? So, India has been a rich economy forever. You know there was this time when right after Independence Day was a little bit of strife and drought and all the other stuff. But ever since the 70s 80s India has been pretty much a rich economy. So, there was no reason for Newman to worry about how to generate sales? how to generate demand for a product and service? Just like there’s so much demand. What should I produce? Like you see a lot of traditional business people shutting down their traditional businesses and getting into the hand sanitizer business is something like that.

Why? Because traditionally they only thought about what the people demanded? and how to supply it? Supply-driven economy. But today’s economy demands or requires you to generate the demand for whatever it is you are producing in market or bringing to the market. And that is something that I feel most business houses and apart from business houses people like corporate professionals, certified professionals like doctors, lawyers, chartered accounts, etc. have never learned.

Because they never needed to learn. Today is a market where you need to go all out and have people not only know and understand what you’re offering the market but also buy them from you at a predictable rate. So, you can build a career in the income of business on top of it.

Compare Tradition Business and Demand Generation Business

Traditional business is product-based. The demand generation business is more personality-based or message-based. There are definitely production services that are being exchanged in return for the money. But traditional business model leads with the product they say this is what we do this water product is this what the services we provide this water company does it etc.

The demand generation model says this is what I stand for. This my friend is what I stand for. Do you agree with me? So, they have a core message or they have a personality type that says I stand for something, and hence you and I can probably agree on some idea and potentially do business. Things Steve Jobs, said I stand for something. I believe that computers should not only be simple and easy and cheap on all of that. But it should also be beautiful, it should be functional, and it should be the interface, should be simple to use. Where the platform which is the intelligence that runs the machine should be able to make things simpler for everybody to use.

This is why you know apple has the most is easy to use user interface. You know very very good aesthetics, very simple to use, and intelligent. You know synchs all your devices together so regardless of what device you know all of the data is pretty much synched. Now by Indian Standards, Apple technology is not cheap by any means. But if you look at it, in terms of performance how much it contributes to improving your performance in your job in your business or whatever you see some of the top performance on the planet going and using Apple so for them it’s cheap.

Because the return that comes from getting into an Apple environment is manifold right. So, personality-based people did not buy Apple because it said all of these things. People bought Apple because they believed in Steve Jobs. So, just a quick story for you when the iPod came out there were literally hundreds of other devices on the market which would play MP3 audio. Which were competing on the base of product features. You know this thing as so much of processing power, so much storage, so much of whatever internet connectivity, whatever it was. MP3 players and all that.

But when Steve Jobs came he didn’t complete those points. He didn’t say my product is better, has better computing power, small compact size, and all of that. None of that stuff. He said you will have 10,000 songs in your pocket that’s pretty much 10000 songs in your pocket. Simple, straightforward, and because people connected with him as a personality you know the products sold the resurgence of apple. Apple having a bad time as a company and the iPod you know basically redeemed it from the ashes.

So, it’s more personality-based. The second thing is traditional business because it is a product based more transactional. Now all of these there shades of grey to everything. Everything is not black and white but broadly traditional businesses are more transactional.

Where are you now unless you are in the channel partner, supplier, collecting forwarding agent, wholesaler, or stockiest or something? Unless you are that kind of person, in a traditional business when and where is your next customer gonna come from. Every day is a new day, where you have to have your product compete in the marketplace with other products. It’s more transactional.

Demand generation business on the other hand is more lifetime customers. Again think Apple yeah most Apple customers at least Steve Jobs with their lifetime customers which mean whatever they come out with you know the Apple customers gonna buy. Then the next point is obvious when you have a product-based business and you’re going out in the market and dealing every day and on a transactional basis. You have more of this discount stuff going on we have 5% of today, 10% off today, Diwali discount, New Year discount, etc. 10% cheaper than the next best product, etc.

The demand generation-driven business is more value-based. What is value-based? what problem is it following for you? How much is that problem worth? and based on that how much does a product cost? I just mention some of the world’s top performers, CEOs, top thinkers, authors, and all of these guys who use Apple devices. Why? Because it helps them to produce so much more. It is minimalist it doesn’t have a lot of junk, clutter it synchs.

The Apple environment ensures that the people who are on the app store all this different software are basically tailored maid for Apple and all of that. So there is no synching and all of those issues. You know it’s restricted in terms of its functionality as compared to maybe windows or something. But whatever is there and there is meant for production. Which are you know everything is simple minimalistic you just get in there get your thought process flowing and you can belt out.

You know whatever you are doing. If you are a CEO of a company then you need to do a lot of thinking. If you like a creative guy I like an author or a designer then you know you need to do work in that capacity. It’s very important to keep your brain clear and have a device that kind of enables more production rather than more clutter. So it’s more value-based that’s why Apple devices a price so high.

Because they say hey we are gonna you know whatever your values in the market you know it’s worth billions will help you potentiate that will help you are a list that rather than get stuck with all kinds of clutter and technology and all of that. So, demand generation is more value-based. Traditional business is more discount-based. What’s the next? The connection with your customers again all of these leading into the same thing is the most superficial connection. Customers will forget you tomorrow if all you dealing with is on the product level.

I will just give you a very good example. Demand generations are more lifetime connected or deeper. Lemme just give you an example of all the different brands that you use to use and buy for all the different appliance uses and all that convenient stuff that you used in the house. You don’t remember, I at least don’t remember any of those brands anymore. Because I do business with Amazon. And Amazon gets me whatever I need and it’s the same brands that I buy but the main thing is I don’t recognize any of them it’s Amazon that provides me the service Amazon that stands for something.

So, I buy from Amazon. If those brand names changed then there were some other brand names that came in their ad. I still buy them because the guarantees provided by Amazon stand for something. Very different from somebody like a Big Bazaar. Big Bazaar was also an aggregator they use to get a lot of brands under their roof and used to go there by their staff and then Big Bazaar would probably give you better pricing. Then you stand in line and get the extra 1.5% in your loyalty points or whatever it is.

Pretty much the same model. But Amazon is personality-based, they say we stand for something we’re gonna bring it to you. You know regardless of what do they stand for. They say not only are we going to provide you products cheaper potential or whatever. We are gonna find a product from you for you from anywhere around the world. If that product exists in America, Brazil, China, Australia, or wherever you search for it and you will find it on Amazon. And if we have to get it for you from America, Brazil, Australia or whatever we are gonna do all of that for you. You don’t need to deal with the customs, you don’t need to deal with duty and etc.

We are gonna show you a price on the screen if you like the price it’s yours. You pay the price and the product will be there at your doorstep within the specified time. Not only that, if anywhere during this duration you have any change of mind or heart. No questions asked and you can get your order canceled and get your money back. In addition to that, if any time during this entire period or even during the post-purchase period, you have any question whatsoever even 2 O clock at night. You hit that button there in the customer support that says call me and somebody gonna call you even if it’s 2 O clock in the night. Somebody gonna call you in the night within 1 minute. That is what we stand for.

100% customer assurance. Regardless of the quality of the product is bad no problem hit the button will come and pick it up return your money and throw it back in the face of the guy who manufactured it. that’s what we stand for the customer is a full right to have 200% satisfaction guaranteed. We can provide it to you regardless of who makes the product. Very different from Big Bazaar which says I have all these are the different choices for you please come everything is discounted 5% 10% and 20% against your groceries and will give you the extra 1.5% loyalty points. For which you can stand in line for 1 hour. Very different model, lifetime connect deeper lifetime connect. Nobody goes to Big Bazaar anymore at least not the smart ones.

Then you have commodity-based. Again coming to the Big Bazaar example this is more commodity-based which is we will find a hundred brands of whatever it is. We think you need in your house and put them under one roof and give them to you at a 10% discount. While this thing is more community-based. The people that because it’s a value base lifetime. Engagement that people that aggregate around you will also chance are they stand for the same thing they either consume the same thing that you are supplying or they stand for the same values that your projecting and community forms around.

You think Apple again the people initially when the iPod came out when you know you’re traveling in a local metro train or something and those white wires were hanging out the wire loop white wire loop us hanging out a somebody’s pocket in the early days. You look at them and say hey man that’s an apple person I am an apple person man. You know we’re better, We high quality whatever. You know we’re better people because we stand for better things like Steve Jobs.

So, it’s a little bit of a kind of community. So, you don’t need to go out and sell your product to the masses. You will have a small number of customers they will be with you for life and slowly this community becomes stronger and stronger and stronger. Think Tatas, people who work in Tata swear by the Tatas. People who buy from the Tatas swear by the Tatas. People who were not buying from the Tatas still today after the covid, you know during whatever the help they provided to people and to the government people are like I am going by Tata. Why? The community has formed. People who believe in the same things that let se Ratan Tata believes in projects of the same value. So that’s how the thing works.

Now, this thing is more because commoditizing this more convenience-based. Demand generation is more problem-solving-based. So, by default, because traditional business is convenience-based. the products that can be sold under this umbrella are generally small products that solve very well-defined problems and save somebodies time and money. The ticket size will usually be lower. Demand generation is problem-solving based which is a long complex problem that requires a change in thinking, a change in tools and techniques that you require, and a change in the actual product that is used to solve the problem.

So, it’s not your average garden hose kind of a market. yeah, it’s more like the golf market not only do I need to understand, but how the game is played? The mindset where do all the people where do all the smart ball golfers hanging out. The community what is it that the players are not getting? Where are the best golf courses to be found? What is the best golf brunch for a perfect day at golf? And then feeling brunch along with that you know little concepts and marketing gimmicks you can play in there.

But it’s more driven around a complex problem. Becoming a good golfer and becoming part of a good golf community is not an easy task is not your average garden hose purchase. It’s something that brings a customer closet you bring them into our community and if they agree with what you stand for with your messages, they will be with you for life, no questions asked. Not only that in addition to seeing you as a supplier they will see you as a leader. They won’t see you as a vendor and supplier, they will see you as a leader.

Because he helped them solve a problem very difficult to solve. Now chances are that problem may be easy for you to solve because you have slightly more interest or more experience in that. This is where I get to right now in 2 minutes. And then the traditional model is more mass production based. Where do the profits come from? Mass Produce. I can mass-produce stuff. Then It can be cheaper and cheaper and then people were hopefully buying my product versus my competition.

This other stuff i.e. Demand generation is more learn do and teach. Because I have a limited community and use stand for some values, they stand for the same values and needs are evolving. Because the relationship is life and they may be many things that you don’t have figured out that they need. So, What should do is? You learn it on the go and as long as it resonates with the same values at your projecting that there are attracted for ok you can do it and tested out for yourself and then say I did not know the answer to a problem but here is what I did. I went out and tested 5 different tools, and techniques, know products, concepts, and mindsets and I feel this is the one that works for me the best.

Again, I’ve tried it only for 30 days or 60 days or 90 days or half-year 1 year and for now, it’s working for me. So, if you want you can try the same thing. and it just saves them 6 months of hard work or 12 months of trial and error and they respect you for that, they respective for saving their time. So it’s more learn do and teach. You don’t need to have all the answers, you don’t need to make the cheapest, you know over here you need to have you need to make the cheapest product cause you are always competing against some other commodity.

Then which brings me to the next point that the competition is huge in traditional business. There is literally no competition in the demand generation. Why is there huge competition because you are generating a product that anybody else can copy? In demand generation, you are projecting a persona. Nobody can copy you because you are unique my friend. No competition. Now, what does that mean for you and me? What we do is perfect something called lean startup. The lean startup is based on the demand generation model.

Now, why have you perfected this model? Because it works for us, it works for the average dude and the average gal. How does it work? What it does do? It takes away your 4 biggest fears. Is there gonna be a lot of money involved in developing a product, you know building a factory having office employees, etc? The answer is no because you are mainly focusing on problem-solving and learning to do and teaching. So, you don’t need to have all the answers, you don’t have a big brand, you don’t need to have a big office, you don’t need to literally have all of these things. All you need to have is the story and a mission and something that you stand for and then people resonate with you based on that. that’s number 1.

What is number 2? Do you need to have all the knowledge, how complicated business knowledge etc. In fact in demand generation, you don’t need to have any complicated business knowledge. Because you are not supposed to be an expert. You are supposed to be standing for something and as long as you do your best, you know people will connect with you and then will remain with you for life.

The third thing is what is the risk? As long as you are true to your self there is no risk. Because remember you are not fighting on products, you are not fighting on product features, you are not fighting on pricing. You are fighting to be standing for something, having a message that other people connect with, and trying your level best to help people to solve a problem that potentially either you have solved for yourself or you try your darndest best to help others people solve for themselves.

What do you need to have? In a mission, you need to stand for something, and you need to have a message. So, the risk is you need to stand to that message forever and that needs to show up in your actions that’s the risk. If you are not willing to take action, then this is going to be very short-lived. You gonna break a lot of people’s hearts too. Because people will start looking up to you. To help to solve their problem.

What is the next thing? Time, business know-how money, and risk. I think I have covered all of them. When I say, you will have a small but faithful loyal community. Does that mean you will have a small income? The answer is No. What is the kind of income we’re looking at? In the startup launch program, we talked about hitting at least a consistent 100000 rupees a month within the first 90 days. Now there are people in the industry who are utilizing the demand generation model to make things like 1 crore rupees a month as well.

But I am not gonna talk about that, because I am not there so I can’t teach you how to solve that problem. Maybe you know at some point you can find some of those people and go learn from them. But over here what we are doing is beard trimming down all of the requirements that I needed to put ourselves in the market. Whether it’s a corporate professional or a certified professional like a doctor, lawyer, accountant, architect, etc., or a small business owner. We are stripping down everything.

Stripping down the need for repetition, stripping down the need for previous you know I am so and so has spoken of so many Tedx stages, etc., co-founded so many big brands, and all none of that stuff is required. You stripping it down to the bare bones. What do you stand for? What problem are you gonna help people solve? What is your message to the market? Then how do you get people?

How do you build engagement model where people can actually do business with you and pay you to solve that problem? So we stripped it down to the bare bones. And we keep a high benchmark which is you know if we can generate a lack rupees of the month starting next or the month after that. After that, we can think about scaling and think about different ideas. You can even think about quitting your job and thinking like that.

Again not my business to be telling you what to do? But we can reach you to this level and there have been many many many case studies you must have seen over the months, and all of them follow the same model.

Hi, there this is Rajat from Startup Frat. Welcomes you to this blog. Today we are gonna talk about rocket landing. How do these guys you know these days Elon Musk is landing rockets on mars and then rockets back on the earth and things like that? He has been able to achieve, what a lot of the government agencies like NASA etc. could not achieve for the last 30 to 40 years.

So, what is the thing with this rocket landing? I will just share with you the trivia and then I share with you how it applies to you? Especially if you are either a corporate professional who wants to quit your job, you know who wants to get into your own business. But you can’t understand how and it’s a big risk quitting a job and then starting a business. You need to understand all the dynamics before you do that. Or you are a certified professional like a doctor, lawyer, chartered accountant, or architect who’s lost in an ocean of other such qualified professionals and you don’t feel so special anymore.

You are a small business owner with a business on the ground. You have a practice on the ground, sale on the ground. Restaurant, travel agency anything like that, and you sick and tired of having every downturn in the economy, every band, every riot, every government announcement, they ask you to shut your business down and you’re sick and tired of it. And you want out of it. Or you are a performance marketer which is used to sell something on commission. You are a mutual fund salesperson, LIC salesperson, multi-level marketing, direct selling agency anything like that, real estate brokerage, etc.

So, you don’t have your own products to sell products for other people you make a commission out of it. If you are in any of these 4 categories then this particular concept could possibly change your entire view of things. So let’s get started and I’ll talk to you about, what the rocket landing problem was and how they were able to solve it?

How Does Rocket Landing work?

So, basically what happens is that What you are saying is? once a rocket takes off, satellite out then this satellite has to let’s say they landed people on the moon and then they said well the satellite has to come back. And when this satellite actually comes back it has you know used to land it in the ocean and things like that. Then even if this rocket or the satellite is coming back into the atmosphere there to be very careful about it. Because if it’s coming back to earth something like that the earth is exerting this gravitational pull and this gravitational pull accelerates an object. Anything that’s in the atmosphere accelerates it towards it.

So, if a rocket is trying to land back on the earth or if it’s trying to land on the moon or something like that. What happens is, it can not come straight and land. Even in the water, it’s gonna accelerate so much that when it hits the water it’s just gonna disintegrate into the pieces. And that is what used to happen with a lot of space flights. Now, how do they do it? how do the scientists do it? They figure out that the earth or whatever body lets say they have to land the rocket on Mars.

You know the earth is rotating ok and then it’s exerting this particular force. So, What do they do is? they figure out, what is the distance at which I can bring a rocket-like straight. So, it doesn’t go straight in. It goes straight, and then the gravitational pull kind of takes it in a little bit. So, it takes around with the gravitational pull. And then it goes all the way here and the gravitational pull is going on increasing. Because it keeps accelerating the object towards the ground. Which is the point of impact which could be here or whatever. This rocket keeps on moving forward at a certain velocity so that it does both directly and hit the ground but can a goes into it like the spiral and you know that’s how it hits the ground or the water at an angle.

Now of course they have computerized. The computerization is so good that they don’t need to send people for them to be able to navigate. It’s like how they landed you know landed the rocket on the Moon the satellite on the moon. But even automated with computer chips and all this rocket can actually come to the landing point their level tool and vertically and not disintegrate and things like that. So that is the whole concept of the rocket landing and they of course scientists and physicists knew all these equations.

Then knew the gravitational pull. They knew all the theories about it. You know for so long but it’s only recently that computers become so advanced that actually a computer can actually manage all these forces and be able to land the rocket you know to take off a rocket away from the earth bring it back to the earth and be reusable. So that is what its actually reducing the cost of space flight. Otherwise, you know every rocket takeout basically me the rocket is lost forever.

Now, why are we talking about it today? So, if you look at all the forces and everything, they have a big impact on your business these concepts have a big impact on your business. I will show you just, what happens is? You have your business back in the old days which means throughout the period of 1970s, 1974-1975 all the way till 2018. What has been happening is? Consumer demand in India has been rising. Consumer demand in India has always been on rice.

This means whichever business you are in, If you are a doctor, lawyer, chartered accountant, if you are a corporate professional if you have a small business on the ground if you are a performance marketing selling some products or whatever it is. You have never needed to figure out, which also means me outside the small business. You and I have never needed to figure out you know how to channel demand? How to control demand? How to generate a command?

All we did was basically we just set up the shop at the right place which could be the main street of your area or the MG road of your area of the Connaught Place of your city or whatever. You just set up your shop in the place where the customers are going to come which has a good reputation for having your kind of business is supply customers. And then customers would come, all you need to do is basically just supply them, just figure out, what they want? Give to them at the pre-negotiated rate and life is good.

This applies to you know small business owners, charted accountants, doctors and lawyers apply to performance marketers like real estate agents and multi-level marketers. We never needed to figure it out. Do you know how to get customer demand? Because demand was always there and demand was always rising. So, we were kind of any position like this with the gravitational pull of the business of whatever it is already bringing in customers. It was definitely not the gravitational pull of the business; it was just that the customer demand was so much. That people would basically just show up to the store or show up to your office or you get a lot of inbound inquiries.

There was so much demand. All you had to do was once this customer showed up, then basically set figure out how to close the deal, give them what they want, etc. Now, this customer demand is evaporated. This means the customers who had already made up their minds that they want your product or service don’t exist in the market anymore. Even if they do exist in the market, you know they are very very careful about how they spend money? For example, right after the lockdown ended a lot of people wanted to travel, a lot of people said OK man I had it I want to go out take my family out for some vacation, etc.

But they were very careful about how they spent that money. It’s not very easy to sell travel deals all the people are willing to buy travel deals. Just one example same with restaurant same with nightclubs, you know same with lots of business is just because of demand. People are very careful with their money now. Because they don’t know what’s going to happen tomorrow. So, now what does that mean is? If you are working on the cream of the business the cream doesn’t exist.

Generate the Demand

So, what do you have to do is? generate the demand. This means you have to outreach to the customer. Make sure they understand that you exist, make sure you are on top of their mind. When they need your product or service and even better create that need in their mind before they need it. So, when they actually do need they think of you first. And all of these things need to happen simultaneously. This means if you spend your money on advertising, sending out newspaper flyers, that here in this area you know we provide these services, salon services, legal services whatever.

They may not immediately need those services at that point and the time they do need the services they gonna remember you. So, all that advertising money is wasted. The fact that you grab their attention till the time they actually are interested or desired as in consuming a service. You need to have a system where you stay on top of their mind. Then obviously everything else has to remain the same.

This means once they do decide they wanted a service then they do need to contact you, you need to bring them and do the actual negotiation and all of that. Now the part that is not working is that if you get a customer straight to your product or your services, I start talking about the product or service just like you did a few years backside two years that probably. If you start talking about the product and services not enough to convince them. Not only those customers are also because they care with their money there are more likely to actually go out and compare your rate with your competitors and really take a lot of time in making a decision.

On top of that, if you’re selling third party products which is you could be into multi-level marketing, or even into real estate, mutual funds, selling LIC, travel agencies, most travel agencies are just a front for selling packages at the backend which could be are larger brand packages like Thomas cook or whatever.

So, they make a cut on the actual package. Now, even if you are a front-end seller what happening is? the commission rates are decreasing. Because people not spending money asking for more discounts, asking for more bonuses, asking for more freebies. So, the income for you is getting crunched. If you are a doctor, lawyer, chartered accountant, What happening is? You have no time. There is not enough time to actually go out and find customers. You either go and find customers or you service the customers.

If you are a degree-holding professional like I started out as a degree-holding professional, I have a medical degree I started out working as a medical doctor in a government medical hospital in Maharashtra. I have a pretty good medical degree, I have an MBBS degree from India’s number 2 ranked medical college. So, if I wanted to go out into private practice, either I want to find the business or I am wanting to supply the business with basically means is that I am not supporting the patients or I am gonna basically figure out where to get the patients from?

In those days I was not so much of a problem, if you had a good reputation patients would come to you. But today there is an oversupply of doctors, an oversupply of lawyers, oversupply of chartered accountants. If a customer wants or if a patient wants to decide which hospital to go to? which doctor to go to? They are very very careful because of course then you know times are tight and for other procedures like elective procedures for dental doctors etc. Spend are dying in the market.

So, what do you do? If you bring a customer or a potential customer straight to your product and service, they are not going to buy and you probably experience that, you probably experience that. So, what is the solution? The solution is, you gotta utilize a technique which is called demand generation. Most people in India don’t understand it very well. Because there was no need to understand it. We may have been having a role for last many many years. So, what do you do is it? Starts with an idea.

Starts with an idea that has to be converted into desire, desire has to be converted into conviction which is they must know all the different players in the market providing the service and they must understand that you are the best for whatever reason. Everybody who the existing business is the best at something on the other. You don’t necessarily need to be the best at the service, you don’t necessarily need to be the cheapest at the service, you have something that a certain kind of customer likes.

So, you start with an idea converted to a desire converter convection and then you make a sale and all of these four items cannot happen independent of each other. This means you got to cycle it all the time. So, this is the customer who doesn’t you know exists. They somehow come into your gravitational field and then they come all the way they keep rotating keep getting you to know they keep getting so-called indoctrinated with your offer.

What is indoctrination? does this idea resonate with you yes or no? Do you think you want to do it? how badly do you want it on a scale of 1 to 10? These are the different players in the market who compete with us but this is the stuff that makes a unique. Does this interest you? And then many interests. What is gonna take to do business with you? So, there are 3 or 4 stages in which customers decide. We don’t understand these stages mostly we don’t because at the end of the day till now we only dealing with 2 stages which is conviction and sales.

A customer who was convinced to pretty much knew what they wanted? They would show up to the store and we’re only a question of price or offer or whatever bonuses it is. Today that’s not the case. Today you have taken catch them in the outer stratosphere and then you slowly rotate them all the way to the point where they get a conviction and sale. Now usually when I do my workshops are usually when I do my academy sessions in the Startup Frat academy. Somebody or the other is always on raised a hand says all that I understand Rajat that all the selling and marketing etc.

But where is the time? it is not worth my time. You know to actually figure out how to go after thousands of people rather than the 5 or 10 that I know are probably gonna do business with me. Not worth your while not worth my while to employ people and call these guys by database get. You know some digital marketing lot of people do Facebook Ads or they employ an agency to do Facebook ads and the agency will turn around maybe 3000 leads. There is just not enough time to call all of them, she calls maybe 5, 10, 15. You release your conversation is very difficult to get these guys to be convinced.

Then you say hey man this thing is not working for me and I totally agree with you and I have been there myself. So, if you are in a position where you say all this marketing doesn’t help, telemarketing doesn’t help, Facebook ads don’t help, all the marketing agencies digital agencies don’t help. Absolutely I agree with you 200%. Now, here is the thing with ads, any kind of ads, offline ads, online ads, Facebook ads, telemarketing whatever it is. That the ads only work on the first layer.

The ads only grabbed a person’s attention and see it and Idea and to their brain. What you need is a machine that does all of the rest of the stuff for you. Which means? The ads only bring people into your gravitational pull. Once it comes into the gravitational pull, you need to have a machine that takes them slowly here and brings them to us safe landing. And the only way you can do it cost-effectively is by having a completely automated sales machine where you only ask for the order at the end.

If you have to be personally present to ask for the order. Let’s say your travel agent, you say common man nobody spends 200000 rupees or 300000 rupees on travel this thing without meeting a person. I totally agree with you. What you gonna do is? You gonna have this machine bring these people through the 4 stages till the time there just you left at the end. Not only that we could two or three steps further. Some other things that you are doing in the old economy to convince customers you won’t have to do again. This means if you have to price compared to educate a customer saying these are the reason why be a better and customer says wow this is good, I want to do business with you don’t have to do any of this stuff anymore.

All you gotta do is show up and provide the offer and select the customers were willing to work with you. It’s a game of selection. If you do this game right it becomes a game of selection rather than a game of convincing. And we call this process demand generation and it was invented by some salespeople in America back in the 1800s.

Why because it was a highly capitalist economy with multiple suppliers vying for customer retention even back at that time. People who were into sales of all these different products really had to work very hard to get customer attention. So, they worked out all the nitty grittiest So, that if they gave one little ad in the newspaper at that time. They could just figure out how to grab customer attention and then worked their way all the way around to a sale.

Today it doesn’t happen if people see ads in the newspaper and they forget and are the only people who can really monetize ads in newspapers or on TV. Another big player is Reliance Jio the Procter and gamble of the world. You can’t do that even I can’t do that. So, what demand generation basically teaches us is, assuming that an ad any kind of ad is able to bring a customer’s attention into my gravitational sphere. How do I make sure that I have a system ready have that gravitational pull ready so that this rocket travels in my ecosystem and comes to a safe landing.

Now you can let this machine lose. So, that if even if you’re spending 10000 rupees on ads every month, it consistently gives your customers that either pay you 10000 or more than 10000 before they come into the business with you. So, it has to be cash positive business which means if you acquire a customer it has to be a cash positive enterprise. You cannot just keep paying for ads and expect that one day you know I spent 200000 rupees in ads this month. Probably these customers are gonna buy 20 lakh rupees worth of products and services so I make my 200000 back. It doesn’t work like that.

The machine not only has to work itself it ok so as to feed itself, but it also has to collect money from customers for different products that we help our customers create. This means at Startup Frat this is what we specialize in. We help all of our clients, create front-end products where if you spend a certain amount of money on ads the customer pays you when they arrived to meet you. They pay you a certain amount upfront. So that all this money that you invest in ads is basically monetized.

Then you can deal with the customers. All this machine has done is ratcheted down all the filtration down to an automated fashion. This basically means even if you do have telecallers, they gonna call customers and closed at least 50000 rupees deals and not 5000 rupee deals. So, it makes everything cash viable. Now if you’ve been watching so far and some of these ideas resonate with you should like to know more about this process I would like to invite you to our masterclass which walks through the whole process is called demand generation.

Hey there, this is Rajat here and I want to talk about the observable universe today. What is the observable universe? There are planets and galaxies outside of a planet absolutely. We have been trying to reach their study them figure out you know if there is life anywhere else. If there are livable conditions anywhere else etc. Then we come to the point where the astronomers and all the scientists say till the observable universe this is what we know. So, they’ve done studies on samples and things like that.

They figured out the universe is comprised of let’s say 100 and 100’s of these Galaxies. Let us say our galaxies are over here and we are somewhere inside the galaxy. The 100 and 100’s of these galaxies are all over. But these planets, these galaxies, and these stars are moving away from each other. These stars and these galaxies are moving away from each other. Which means the universe is expanding? So, if there is a brother or sister star of our sun they are moving farther and farther apart as time goes on. They are moving farther and farther apart.

Not only that, the speed with which they are moving apart is also increasing with time. Which means accelerating away from each other. They not only move at a constant speed away from each other they actually accelerate. The speed is also increasing. Now what happens is some of these planets are so far away that with the time that has passed you know with them traveling far away from the sun or from our galaxy. The speed has become so much that light that comes from those stars or from those galaxies will never be able to overtake the speed at which they are traveling faster away from us.

Which means the light will never be able to overtake. What is the speed of light? The speed of light is like 300000 km/second. In spite of 3 lakh km per second light will never be able to escape from those galaxies because they moving fast and faster away to a point where there unreachable even by the site. Forget about being unreachable by spaceship, they are unreachable even by the site. We will never see. Them they will always exist but will never be able to see them. Forget about reaching them.

Now, why I am talking about this? Let me take you to the story of Sushil and Seema. Brother and sister Sushil and Seema. They grow up in the same household, they go to the same school, they are brought up on the same belief system, but when Sushil is 17 it takes a small decision. He says I am gonna do something crazy when I come to know that you can actually go out and do something crazy like let’s say like a business.

Instead of going for a job, for campus placement, for college placement, or something like that. I want to go and figure out to do some business. He goes out and does some business. He is not very successful at it or something. He learns something out of it and then he said Ok. He tries to do a job goes back to a job after 4 years he again wants to do some business it takes all is life-saving and puts them again into some business ideas. Something works something does not work.

He goes away a learner person. By the time he is 32 35 somewhere around that age. He realizes he gonna make a final push. Now, this time he is not acting from Instinct, this time is not acting from emotion. This time he is acting from learning from the place of the learning process. He is done this a couple of times in his work with a couple of companies, he understands how companies work on the inside, he understands how the market works on the outside. He is not been very successful but the learning. He makes a final push and by the time he is 45 is financially free. Let us say he is financially free. He got a few crores in the bank whatever.

You know Seema does what has been told to work through and through. Which is you know to be a good student, go to her job, she does her job, stay cool. You know work on weekdays parties on the weekend, spend time with friends and family, etc. By the time she is 43, she is a vice president in another job doing very well, etc. Now, the important thing is this, that if an event like the housing crash of 2008. If an event like the 9-11 stock market meltdown. If an event like the covid-19 meltdown. If any of these events are essentially financial events. Because any time the world goes into disarray because whatever is a terrorist strike, or there is banking fraud whether it’s a disease.

They actually end up affecting financial markets. Because the order of the world, you know exposes bubbles and instability. Then the instability comes crashing down in the stock market, you know the market ends up being a financial issue for everybody. Even if you yourself and hundreds of your family members never came near covid it’s a financial issue for you. If the housing crash of 2008 which happened in the US became a problem for your stock Holdings in India. Then becomes a financial issue for you. In 9-11, if the US market crashes and foreign direct investment in India reduce and you lose your job because that’s the financial issue for you.

What happens is, in the case of any kind of financial issue which is going to come every seven to ten years. If you see that trend every seven to ten years that’s of financial markets work. Every seven to ten years cycle and then they come back, reconsolidate, It removes the inefficiencies and the bubbles. Then goes forward maybe there’s a crash after 7 to 10 years inefficiency gets beaded out then it goes forward. So, while the financial market of the world is on a constant expansion. Over a long period of time, it’s in constant expansion. What is happening is that the individual galaxies over here are moving apart at a rate they will not able to see each other in a small period of time.

Let me explain to you, how that works? The first time it happens, Sushil is 45 and Seema is 43. Sushil knows something that Seema doesn’t. Which is how to survive in the bad market condition? Sushil makes a final push, he becomes rich. His kids watch him doing that. Now, what are they gonna learn about it? They gonna learn, that you need to be smart, you need to understand how the market works, you need to understand how to self-propagate, you need to understand how to create products, you need to know how to sell.

So, they are gonna learn these. What are Seema’s kids gonna learn? Go to school get a job hope for the best. What if Sushil’s kids? If they follow the same pattern, they gonna probably become successful faster and faster. Children of businesspeople generally become successful faster and faster. Provided they take the learning and implement it themselves rather than just inheriting the business from their parents.

In India, you know lots of times what happens is people inherit the business from their parents but they don’t know how to run it. But that’s not how it really works. Children of successful parents today are taking the learning going out and doing different things in different markets becoming wildly successful. Even though they may not have taken any money from home. So, the kids of successful parents learn something different. So, Sushil’s kids, let’s say that 2 kids. They learn something different. Seema’s 2 kids learn something different.

What’s gonna happen in the next generations? They gonna have maybe 2 more kids and these two more kids and two more kids. By this time, What’s gonna happen is that what Sushil used to believe in is going to become a movement. Maybe these guys are gonna be in the newspaper all the time because they’re leading other people into you know it into the wilderness of whatever it is. If you take it down 2 generations, these cousins are going to be so far different in their understanding, in their financial achievements, and in the way that they see the world. They will not be able to relate to each other anymore.

My question to you is? If you had the choice today, would you like your kids or grandkids to be more business-minded or job-oriented? Because you can’t do it both ways. In one or two generations, the world is moving faster today than it has ever mood before. And these things a working out today faster and faster and don’t even take two generations. Think back to the time you went to school and think back to your best friend. How much alike are you guys today probably not very much. Can you hang out with them for 30 minutes and an hour, two hours over a beer or coffee? Chances are I don’t know maybe, maybe not.

Because you are not that much alike anymore. The world my friend is moving faster and faster away from each other in terms of opinions, understanding, in terms of how we see the world. If you don’t make the right choices in the right choices could be a difficult choice today. Then you won’t have to wait for your grandkids to be business-minded or job-oriented. That won’t be a grandkid. That will be you 10 years from now. That will be you 20 years from now. And life expectancy today is 90 years. Billionaires today are planning their financial future, so it can last them at least 90 years if not more.

All the billionaire lives to be 90 plus, many live to be 99 – 100 years old. They are saying that 2 generations from now after the year 2050 – 2070 kids will be born at that time will live to be 150. Those are the advancements of medical science today. If you’re still living in the old economy a job like an old-time business exists just because you have a store on MG road Bangalore or a nice location. The store exists solely because you have a good location. These are the financial choices of the old world.

In the new World, they will not survive. Even a job, even if you are able to do a central government job as an IAS officer. You start working at 25 years of age and you will retire at 60 – 65 years away. So only 40 years of productive work for 100 years of living my friend. And a living that demands luxury, living that demands comfort, and a living that will demand the best for you and your family. So, this is not the story of the universe and this is another story Sushil and Seema, my friend. This is the story of you and me and we are not here in a business mindset. We are here in a job-oriented mindset. This is happening to us right now.

Things to do for a change

So, what it be that you can do to make the change? 3 simple things. What you gonna do is? you gonna have to decide, you will have to Choose. You will have to choose, which way you wanna go. The second thing is you will have to Learn. What is it that the billionaires of today are learning and teaching their kids? You and I need to learn. We need to know it now. And with them, we need to act on it. So you gonna choose which side you wanna be. Do you wanna just cruise just because hey Corona didn’t finally end up taking my job so I am safe, I don’t need to do anything. Did you wanna stay that way or do you want to do something different? You wanna learn and get ready for the future market. Secondly, you wanna learn.

What is the third thing? You gonna rub shoulders with people who are on the same journey as you. And That’s gonna improve? you’re understanding gonna improve, your mindset is gonna improve, the way you utilize your time is gonna quantum increase your effects in life in a matter of a few days. So, what you gonna do is? You gonna circulate in the right circles. If you are willing to do all of these 3. Just right in the comment box, I am in.

 

Hey there Rajat from Startup frat. Today I have another training for how to answer questions and objections from the last time straining? Some people said you mention three types of interruptions, question, objection. How do you handle each of these three types? So, another training today much more detailed one around the three types of interruption you will face in the middle of the sales meeting. How to handle all three of them? Now after this I think it will be pretty comprehensive. Everybody will have every idea, how to go ahead? And for the further training I to move on to other automated forms of sales and other things as well. In addition to that actual handshake and personal presentation part of it.

However, by the end of this content, I’ll give you a source. Which will totally take care of you regarding all possible questions, answers, variations. You know the different scenarios that you face in the handshake, sales, when you are doing in-person sales, one-to-one, or even in a seminar. When you’re sitting down in front of a bunch of people.

Three types of interruptions

There are three types of interruptions when you’re giving a sales presentation when you are sitting in a seminar setting or something like that. You have a bunch of people or you sitting with the person there are three types of interruption they gonna put in front of you. Broadly three types. The first one is curiosity. You seating in front of the customer who doesn’t really know what it’s about, you start giving your whole skill or whatever flow is. Then they ask a bunch of questions that may or may not be relevant to their problem. They themselves don’t know what problem getting solved but they may ask a couple of questions here and there. It might be latitude interest just brought; they may even be trying to build some comfort with you by asking some irrelevant question.

So, curiosity questions. Now, these are genuine questions, not they are not genuine they tried to make fun of your something like that. And they usually occur during the initial stage of presentation. At the initial level, if you have not built the context properly, you do not come to the point where you want to build the context. You know people sometimes ask all kinds of curiosity. They are curious about something which does not have an immediate bearing on the discussion at hand. That’s a curiosity question or interruption. Usually, in the first initial stages, it happens.

The second thing is objections. Objections are generally they have a problem with a certain product, feature, or something like that. Also, these objections may come up about features. After you disclose the price. Sometimes people give objects after listening to the price. For the features, in order to get out of sales situation and that’s fair. Then these objections may be a barrier to the sale which made this objection may be real and they may want that this objection is not sorted. It may be about terms, payment terms and conditions, services terms, or something like that.

It may be a barrier or it may not be a barrier, it may an objection which is a side objection apart from the dominant buying motives. You call it DPM dominant buying motive. What problem do they have? What is the problem they have with the current supplier? What is the problem they have their unable to solve? This product solves a problem. They are broadly in the game. But you know this objection is some minor thing that is you know giving them some meditation or something like that.

So, it may be a big problem which means it could be a showstopper or it may also be like a side objection that does not impact the dominant buying motives of DBM. Now, what are the complaints? Complaints sir usually will face towards the end of a presentation. You come to the end prices have been disclosed broadly they say yes whatever. You know that there in the game but they still have some complaints. They are throwing a tantrum because they have to cut a cheque. their life.

Usually, a lot of customers have this mindset of throwing out a complaint just because I am cutting a cheque. Let me complain about something. So, usually, they have taken the decision in their mind. You must understand very important. They usually take a decision in the mind and they will probably throw a complaint about the price. Hey man, it’s so costly. Of course, everything is expensive. Even if it’s free, it will still have some problem boarded.

The second thing could be about aesthetics. Hey, why does the company make it in pink color, blue color, green color, you know, why do you have only a black and white? What is this? You know something like that is just some tantrum. It’s not the real objection. So, these are the three different types of interruptions. Curiosity, objection, and complaint. Curiosity one thing I forgot was, curiosity also happens some interruption or something will happen. If you start talking to a decision taker especially if you’re selling to like a family something.

If you mutual fund salesperson, LIC or something that. You seating in front of a family, the husband started talking to you and 15 minutes later the wife comes in. Now you’re deep into the discussion and then she asks something which is kind of irrelevant or you start talking to the wife and the husband shows up 20 minutes later are some stuff that is irrelevant to the discussion. So, that’s a curiosity item, it needs to be addressed. You have different options. What are your options? Three options are, all three of them are wrong options. The first is, you answer that question right away. If you answer any question right away, whichever part type of question it is. You will immediately move away from the sale.

Any answering and all this is basically gonna move you away from the sales. The second thing is, it happened a lot to me. You know they ask some questions right in the middle and it irritates me. You know it shows up on my face. You know stupid question. Why did you ask that? Something like that. These are thoughts that go through my mind. I am also human. So, you may get irritated. Very dangerous, irritation should not show on your face.

The third thing is you may get offended. A lot of people get offended when they are talking about high-quality products. And this prospect throws in another option saying you know this other company that makes this product at 110 the price. That product may be a complete load of crap and which is what offend you. Come on sir, what we are discussing and what you are talking about? Again, this offensiveness should not show on your face. Any answer you give right away is wrong, do not do that. Any irritation of feeling offended or something like that does not do that not right.

So, how do you actually take care of these things? How do you take care of the curiosity, the objections, and the complaints? Always curiosity always acknowledge. Acknowledge and embrace. You say it’s a great question. I thank you for asking that question. I kind of slipped my mind, you know this is the kind of important point I want to bring towards the end. So, always thanks and embrace. The second thing is, you want to read words and repeat the question to them in slightly different words. You say so from my understanding what you’re trying to ask is, you know is this thing instead of adding to your health also one of our some risk factories? You worried about the risk factors, am I right? and

Then they have to say yes, I am right. Why do you want to reward and retrace the question repeat the question to them? Is it because you want to be sure, they are asking what you think there asking? Salespeople go under pressure in a sale situation. They’ve done a hundred plus sales calls, out of the hundred people, 50 peoples ask this question. They had something in their mind. So automatically assume this is that type of question. The prospect may have something in their mind. So, it’s very very important to keep your ears tuned to what is going on? We call it WGO in the academy.

So, first, your knowledge is thanks for asking that question itself very important question actually you know I should have brought it up myself. But now that you ask let me just confirm that this is what you want? We talk about your health something like that. If you have a healthcare product and what you are also worried about is, if you take some steps without thinking about it without you know kind of standing where you stand and then actually changing something like this or implementing something like this may also carry from side effects for the families. Is that you worried about? And they wanna be like yes that’s my concern. So, once they say yes then both of you pretty much know that you are on the same page. Very very important. Reward and repeat are very very important.

The next I wanna do is, write it down. You should always have a blank pad and pen with you. You should write down saying with one ticker word or something, you know side effect or something like that. So, I said write it down because we’re going to address this somewhere during the presentation. I wanna make sure to write it down, by the end of the presentation if I haven’t already addressed it, I will address it at that point. At that point, we can have a longer discussion. For this is part of my presentation is be addresses is that fine?

So, you always wanna acknowledge to write it down for your own memory that this thing is to be taken care of. Then you say already there we have already addressed during the later part of a presentation, but I am just writing it down in case you know I miss It. I am gonna make sure we take care of this before we finish for today and they say Yes. So, these are the 4 steps.

What about an objection?

Now, this objection is typically happening towards the end of the presentation, especially around prices and all that. If you are a salesperson or if you are a business owner, who is used to doing this stuff. That top 20 different objections should be built into your presentation. Which will experience, say you should know. What are different objections that usually come up? Price stuff, value stuff, delivery time, service levels, you know whatever. They should be built into your presentation. So, a presentation should be built around the actual or prospective objections that did not that are there. And all the features and benefits that we’re talking about no feature and benefits should be talked about loosely.

Every feature and benefit should time to an objection that you know will probably occur in the prospect’s mind at the time of the close. So, from prior experience, your presentations need to get better and better and better so that your close rate improves from 2 % to 5% to 10% to 20% whatever it is. The way you do that is every feature and benefit that you talked about earlier in the presentation needs to feed into an objection that you know is likely to come later. So, the first one is not a tactical item it’s a strategic item. You need to take care of this beforehand.

The second thing is, you need to ask them plain and simple. Let me ask you, this something that’s gonna affect your buying decision today. Is this something this gonna stop us from moving taking action today. The prospect may say yes or no. If they say no, this is just a minor thing. not really a big thing but they add an objection. I had an objection, they have said that in 2 out of 10 cases so they actually say some very important questions.

Let me ask you this Mr. or Miss. Prospect is this something that is you know. That is gonna stop you from taking action today especially if they asked it towards the end of the presentation. If this is no 2 out of 10 cases then you know your home is free. Very important than you know you home free. Do not try very hard. In the 8 out of 10 cases, they say yeah yeah this is a big problem, etc. then you know this prospectus is not serious in the first place.

If they use some objection and all come in the way of them taking action, something they already showed and interest. They already spent an hour of your time or whatever. If they tried to use that as some kind of a bargaining chip person then you know that they are not serious. So, in that case, what should do is? You go back and Re qualifies them with the four K questions. Saying that’s fine before I answer that question, let me ask you this, you are the person who is in charge of the budget. You have the budget for this, you have interest in this, you are the decision taker, they say yes and then you say.

You ask them, you say if I would remove this objection from play. If I would come up with something, I don’t know if I can. Never say you can 100% remove an objection or something. You say I don’t know if I can take care of this or not, but if I could, would there be anything else standing in the way of us moving forward today. It’s called a double loop. Re qualify and double loop.

What a double loop? So, let me take a step back, you are the owner, you have an interest, you have a need, you’ve already discussed how this can actually save you money, make your money, help whatever. Yes, and this particular objection is the only thing that stands between you and taking this decision there like yes. Let me ask you this if you want to take action and take this decision move forward today, assuming I were clear of this objection, How would you be making the payment? And they say well Yeah I will pay in cheque or cash whatever. You say ok.

Let me ask you this, I am not sure if I can take care of this right now or not. But if I could, would there be any other item that would stop us from doing business today? Would there be any other thing? And they’ll probably say no. Now, you the 8 out of 10 prospects, you got them locked in over here. 2 out of 10 say yeah yeah it’s not a big item then you know you gonna get a win. You don’t need to work hard. So, you double loop it, locks it down. Don’t answer this at that point. You move ahead.

Towards the end of the presentation, when it’s time for you to ask for a cheque or something like that, you are right at that point you open up your kimonos give them the solution, and ask for the cheque. Or the best thing is to say, while do you get a checkbook from inside I will call my manager, will see this something we can do you write the cheque. Have them get the checkbook on the table. So, they’re ready to go. I know is difficult in every case you are unable to do it. But there are ways and techniques around it. So, that’s fine.

Again no sales situation is perfect or not a salesperson on this planet who has a 100% close rate. Regardless of how good the leads are. So, I understand if you think to yourself it doesn’t happen for me I agree with you. Next, complaint or complain the something the prospect does like a little child. So, everybody has that little primal brain in them. When the child that cries all the time if it’s made to eat their vegetables or made to clean the room of whatever it is. A child that goes to cry. That is the Primal brain. Now when you ask them to take action, which is written the cheque or whatever it is. They are gonna cover some the way complaint, saying the price is very high, you know why doesn’t your company make this in blue? Why do you have terms like that etc? They’ve already made the decision in their mind ok.

So at that point, what do you do? If you agree with them, there is no point fighting it back. You say, yeah I agree with you. It’s a bumble situation. Hopefully, it changes soon, sign here please. So, move out the order form or the cheque and say sign here please. Or make the cheque in the name of so and so. Just acknowledge, agree, and move on. The whole train is moving, not to worry. You know is a minor objection compared to stopping it. So all of the things that otherwise I see a lot of salespeople do, which is you know get into the discussion, they get defensive, they get irritated or whatever.

Come on sir, we are talking about 5 lacks and you are saying this and all. They are something kind of not willing to play the game at all levels of the mental struggle. It’s a mental war, the psychological war between you and prospect. So, you need to be willing to play or fight at all levels. The fight is not a good word in the sales situation. Because you trying to war with them and bring them along with you. So, the fight is not a good word. But you got operated all these levels. Prospect gonna throw different curveballs. again and the prospect doesn’t know they are throwing curveballs. It is just that people become very very defensive and they know that they have to take action especially when the action involves money. So, you need to understand all of these 3 different types.

Hi, there this is Rajat from Startup Frat. I got a super special lesson for you. So, I don’t know if you guys are of my age group or not. I’m gonna be 40 in a few months. Back in when I was in class 10th in 1996 for class. So, 9th in 1995 we had this story. Where there are these two ladies one of them is very rich one of them is you’re not so rich and I think they are sisters or cousins of friends or something like that. And obviously, the one was not so rich; she has always lived in all of the richer ones. They think you know this is very special. They live a very nice life. You know they have all the nice things. They look different. They are totally different people.

Story

One day this poor cousin has to go to a party, and she wants to look nice. She wants to dress nice. What she does do? She goes and asks the richer lady and she said you know that I want to look really nice the something that you can loan to be lent to me to wear. She gives a very nice necklace and she is like this is you know that you can just borrow this and you can return it to me in a few days. Then this lady goes out, the more middle-class lady she goes out to the party and by the time she comes back she realizes that she has lost the necklace. She can’t really afford it. She is like oh my God, I have borrowed this beautiful expensive necklace and I could not afford it so, what do I do?

The next day she goes to the best jewelry store in town and she finds the jewelry area she goes to a few stores and she finds the exact same necklace. She asked the price and it’s like excess of dentally expensive. So, she spends all her life saving, she takes a loan, she ponds her house and belongings and all of that stuff. Then she buys that necklace and then she returns that to the rich lady and she spent the next many years of her life, 10- 20 years of her life actually paying off that loan that she had taken for the necklace.

Then they share another story many years later where you know these two ladies are talking and she says you know I didn’t want to tell you but I basically lost your necklace many years back and then I had to buy it again and taken me 15-20 years to pay off that loan. Then the richer lady you know starts crying. She said you should have told me. Actually, I don’t wear authentic diamond necklaces to parties. Because it’s a risk. So, it was an imitation. you know it was not an expensive thing at all What you lost was an imitation.

Then she takes out that expensive necklaces, the poor lady was bought for and she says you can have this back. Because this is very expensive probably, I didn’t even realize it. Because the imitation was looked just the same. So, I cannot keep it, you need to keep that. So, what is the lesson that you learn from the story? Sometimes things in life are easier than we think it is and we overcomplicate in our minds.

Because we always think that the other person is kind of more special, their life is you know more special is like something complicated and all that’s only later we find out it was not that complicated it is very simple. And if you had only got the right information, then the right actions. You know our life could have been very different. Why am I telling you that? Because in the area of making money improving financial status, starting a business, or any of these things. Sometimes you know when we look at these people, you know they seem different to us.

They seem almost God-like. They talk about different things, they behave differently. It seems that they know something that we don’t. And definitely in the old days, that was true. People doing big businesses and all they had that access to information or access to a certain thing, certain circle that we did not have. Many of them had this you know access to government officials and also those things used to happen. But in the real world, especially today you know those things do not exist. The people who are doing well are just the same people as us. And we very lucky time where we have seen thousands and thousands of stories of rags to riches.

This means people who started from nowhere have become the richest people in the world. People like Bill Gates, people like Elon Musk, people like Jeff Bezos, and all of these guys even in India people like Dhirubhai Ambani who started from nowhere and become multibillionaire. This is happening right when we are there on the planet today and this is happening right in front of us. So, what is stopping us, and the same question I wanna ask you what is stopping you from stretching out getting the right information? You know putting the right pieces of action together and trying to achieve the same result as yourself for yourself.

Now definitely there are different aspects of business that probably scare us that are risky that we don’t understand and will gonna be talking about many of these aspects throughout this week. That is going to be the theme of this coming week. This is why I have wanted to put this content up, my working day just got over but I said I need to put it out. Because I got a series of content is coming up. One more end to the story was, that this lady the poor lady when she got the expensive necklace back in a hand, she said you know what you’ve actually done me too terrible a disservice.

2 times you did me a terrible disservice. The first time you didn’t tell me that you were giving me an imitation otherwise you and I would have been happier and I won’t have been in this situation and I would have bought you back an imitation necklace. And the second thing is that now you’re giving me this necklace back. This necklace is not worth it for me because, I’ve already spent all of my youth, all of my life 15 – 20 years of my life paying for this necklace that is going to add no value to my life. So, I think the question or the lesson over here is, would you spend 15 – 20 years of your life? Getting something that you thought is meant for you and then finding out at the end that you could have gotten much better but diverting your energies in a different direction.

Take Information Based Right Action at Right Time

Lot of the things that safety, safe behavior brings, in the end, is not even worth it. Because your life as we spent to get what it is. Sometimes you find out that the people who actually stretched out and did things that were outside of the comfort zone, still have the safety. They had more fun, they are better stories, they had more adventure, and the value of the life the way the life was spent. The value and character of that life are so much better.

So would you like to be in a situation by 25 years later you found out oh my god if I just got the right information If I had done the right things, right guidance? I could have done this, but I never. Either I never got the right information or I never made the right actions or I never took the right steps and all. Now my life, I got what I want but I spent 15 – 20 years in achieving and its no value to me. If the price you pay for it my friend is more than the value that you get for it.

So, you will probably be running at a loss at that point will be very to digest that. Let me give you a quick example, you can try this with your friends and family. If you ever look at a 60 + year old, not all of them but some of them 60 plus years old. If you tell them stuff that happened 5 years back, that they could have done that would have made life easier. They don’t hear about it. Many of them, I am not seeing all of them. You can see them shutting down mentally, you can see them shutting out that information, changing the topic, you know shutting down the conversation, or something like that.

If you tell 60 years old that for the last 10 years you did not need to stand in line at the electricity board to pay electricity bill but you could do it on Paytm or you don’t need to keep Paytm may be because you have a security risk you feel that somebody is still the money or whatever. You could have gone to the Kirana Store or to the Airtel recharge store and they would have made the payment for you instead of you going all the way to the electricity board and standing in line for 1 hour every month just to pay your bill.

If you tell them this, this happened 5 years ago, 10 years ago and you know you can move now. They will not do it. They will create reasons in the brain to say why you know what if I go to the electricity board, I can ask some questions about why my bill is so much they can answer me, etc. Then you know I have friends over there and when I go there are always buy that beautiful Mathias something for your grandmother that she loves so much. They will bring any amount over reasons because they do not want to face the fact, that time has been wasted in the last 5 – 10 years whatever.

On the contrary to tell the same 60-year-old that there is this new technology coming out that I am thinking about trying out. In fact, I’ve got it and you can also share it with me or you can you know I’ll teach you how to do it while learning. They will be more than happy to learn. Because no time has been wasted. The fact that the time has been wasted in retrospect will hurt you more than the risk for failure will hurt you in today’s time. So, that is a decision you have to make now.

So, every information that we get has been caught from somewhere everything that you want to do has been done by somebody before and the best thing you can do is learn from the past and applied in your present. Create a better future for yourself.

Hi, there this is Rajat from Startup Frat. I welcome you all to this fresh new content. Today I am gonna talk to you about How to say a proper B.Y.E. to 2020 and if you read till the end I will also talk to you about 3 little things you can do. In order to do a proper bye to 2021 also. And then some people must be saying well you mean hi or bye to 2021. No, we are gonna say bye to both the years. By the bye, I don’t mean bye-bye. I mean How do you make 2020 B – Best, Y-Year, E – Ever (BYE).

If you thinking man, what is this guy talking about, you know the whole year was horrible. First of all, we have a pandemic. Yes, I know. I suffered the thing as you did. Some of you guys must be saying, you know we had all these physical limitations, some of the people have an economic impact also. Especially, If you are a small business, if you are a working professional like an independent professional like doctor, lawyer, charted accountant, architect chance are your practice is closed.

You know if you are a corporate professional, maybe you lost your bonus or whatever it is. I keep getting these different inputs. But the world today, especially today the financial world is very very different than when we started. In fact, most of us wish that we could somehow transport it back to 2019. At least economically or financially. But for now, it’s not gonna happen. So. Why do I say that 2020 could be your best year ever? Because I was part of a community that actually made some changes made some improvements. Utilizes the time and actually achieves some results.

Which actually made 2021 a very good year for them. I can guarantee you that these people will actually look back in 2020 and say it was one of the most pivot years of my life. Now if you know my backstory, I have been through a few recessions, in early time I able to do some career changes. Which have been beneficial to me. And of the most important thing, I learned in the recession.

The housing crash of 2008 was that the economy goes down and then the economy goes up but in that bargain the smart get rich. So, this community is all about building your own business, building your own brand, even if you don’t have one, then how do you go about getting it. And when the economy was going down and coming up in the lockdown was happening and then opening some people in this community actually made a turnaround for themselves.

I will be sharing with you some stories of these people towards the end of this week in separate blogs. But for now, I want to focus on, what it is that makes a good year? What is makes the best year? And let’s go to 2021 what it is that you could do right now to take care of 2021.

3 big mistakes

There are 3 big mistakes that people make when they enter into the new year or any new year. What are they? The first one is – they enter in the new year, the party starts on 31st and the party finishes on 1st. maybe your office is open on the 2nd. Maybe your party little too hard. And the haze is just starting to settle down. It is typically by the 5th or 6th of the year or the month of January that you start realizing where you stand and your new year resolutions are just getting cleared at that point.

In the first week or by the end of the first week of January. You know your new year’s resolution starts coming into focus ok. This Is my new year resolution, what are you gonna post on Facebook?

This is what I am gonna do. My friend this is a big mistake. You are already OUT OF TIME. The game is already started, It’s like saying you need to be in the office at 10 Am for a meeting and you wake up at 9:55 Am. You think you woke up before the meeting but the chances are you are not gonna get any benefit by the time you enter for that meeting in the office.

You know it’s gonna be like 10:30 Am or whatever it is. You already lost the boat or you already missed the boat. So you are out of time. The first mistake that people make is that they enter a new year and then they realize that they have a new resolution, then they start following the new year resolution.

The second big mistake is that they are OUT, OF ENERGY, all of that overeating on the new year, all of that party, friends and etc makes you totally out of the energy. And you are not to blame. This is just like a very recent phenomenon of society that believes that some of the things are actually energy releasing and that we deserve this relaxation and best way to relax. And I am gonna talk to you about some of these things and you will be surprised what they are.

People think that hanging out on the phone with friends and family a lot is like blowing steam. Yeah, I go to work, you know the work is hectic, so when I come back, I just like to hang out on a phone with my friends and family. Or I spent time with friends and family a lot. By family, I don’t mean your kids and spouse, I mean just extended family. Calls keep coming from friends, neighbors, or whatever it is.

Spending a lot of time either on the phone or physical with the extended family circle, way too much, way more than desired is a complete waste of energy. What if have to tell you, If you gonna reduce this time and half over the next few days, you will see your energy improving by almost 10 to 15%. If you reduce the time that you spent talking to friends and family, socializing with them in person or on the phone by half in the next 5 days. You will see your energy improve by 10 to 15 % right there. The second thing is Netflix. Netflix and chill.

Already worked hard enough. Now I just wanna watch Netflix and chill. That is the second big energy sap. What it doing is, the more media you watch, it basically affects your brain and leaves a footprint in your mind. A mind needs to be empty to think and plan. Got did not make the mind to feedstuff. The mind has an output mechanism, not an input mechanism.

So you need to leave your mind free to think and plan. Preferably with a pen and paper you know instead of binging on Netflix and YouTube and things like that. Now let’s get to mistake number 3. What is the third biggest mistake that people make? Screw up their year before even the year started. The third thing is not to have a water and oxygen schedule. What is the water and oxygen schedule?

There are 3 things your body needs for survival in the order

1. Oxygen
2. Water
3. Food.

So, If you see we have way too much food in our culture to live here. Pretty much all of us are kind of overfit. But how many of us are over hydrated? Yeah, that’s the number one thing that body needs number two actually. And number one thing is oxygen. We assume that because we are breathing all day long way. We are getting oxygen and the answer is no. There is something called shallow breath Vs. deep breath. The deeper breath you do the better oxygen flows into your body and better your brain works.

It’s a productivity hack but you know it’s inbuilt into your exercising. So, if you’re going for a walk or jogging or you are going gym in the morning, you know that great. Probably already inbuilt into it. If not, if you are kind of irregular with your gym or walk, jog, or whatever it is. Then you probably need to have a breathing schedule built into your day.

It takes a total of fewer than 5 minutes across 24 hours. But this thing my friend is gonna make you supernova in the next economy guaranteed. Now I don’t know if during the lockdown you allowed these all toxins. Which is too much socializing, too much Netflixing, and not having a water and oxygen schedule, which was extremely difficult during the lockdown. Because obviously you could not go outside and do exercise and things like that.

I don’t know if you let this toxin creep into your life. During the lockdown, if you are wasting your energy, I am gonna introduce you to some people who utilize their energy. Who basically employed their energy, you gonna talk to them and listen to their stories during the latter half of this week.

Now, what is the third big mistake? A screwing up new year before it gets started. It is OUT OF FOCUS. Now some of the focus areas, etc will come if you get your time and energy in order. But what exactly is the focus? What kind of focus am I talking about? Focusing on your profession, focus on your general life, etc.

There are certain focus areas you need to have when you start out. Because the chances are If you don’t think about all of them equally then disbalance gonna start and affecting each other. And you gonna end up halfway through the year with literally no focus and not knowing where you are going. If a slowdown happens, something happens it did not see coming.

You will not have the psychological resources to deal with it. So, what are these areas? You need to have a plan. On what do you need to be? Where do you need to be? On the health front, on the wealth front, on your family and relationship front and becoming better human being come, etc also comes here, I am also working on it. I am also imperfect like you.

Then you have skill-building. What is skill-building, is there something hidden inside you that could be like a right-brain or left-brain, creativity hidden inside you, there something music hidden inside you, there something art hidden inside you, if there any left-brain kind of thing?

You know there is something high-income skills you want to build. You know that never comes about. Is it fair to say that this could be the best time to plan for 2021 instead of waiting till the 7th of January or the 5th of January? I would say yes. I don’t know, what would you say. Just let me know in the comment box if you are with me.

So, these are the 3 reasons that gonna screw up your 2021 before even you get started. If you wanna say bye in 2021, which means if you make 2021 the best year ever. You know these are the 3 big mistakes you don’t wanna make. Now, for the final. You must be thinking, hey man, how do you make 2020 your best year ever? If it’s not been the best so far, are you making 2020 your best year ever, if it’s not been best so far? I am gonna have a series of training come through during this week and then I have a super solid introduction that I wanna make to you.

Some cool gifts etc that are coming, probably help you along the journey. Provide you the information, I will provide you the tools, I will provide you the motivation, I will provide you the references and case studies. How you can do this? Listening to people who have already done this. If you are in this? If you would like to get this information then what I want you to do is? Comment below.

Hi, there this is Rajat from Startup Frat. Today we gonna talk about is dwindling sales. If you had a corner shop in a prime area of town and sales that have been decreasing day by day or month by month. If you are a doctor Sahab you know very well known in your area for your practice but patients have been decreasing day by day month by month. Or if even if you like a new age business-like in e-commerce, or even digital marketing you know like course selling business. You have been doing Facebook ads or something like that and slowly the results have been decreasing month by month. We cannot talk about that today. So, firstly definitely basics of everything is demand and supply. The economy runs on demand and supply and definitely due to you know reducing the kind of money that people have in their pockets, disposable income is reducing. Because the economy is gotten affected, stocks are down, real estate is down, people lost their jobs.

You know covid is affected, people. Bonuses and things like that. People who are businessmen which means your customers who are businessmen have made less money in the business. So. obviously they have less money to spend on other things. So, unless you are a chemist or a Kirana Wala, chances are your business will probably be affected. Now, How does it work in India? In India, it’s very simple. So dwindling sales. Why did India not have this for the last 30 40 45 years? If you are like me, your entire working life you’ve never seen demand go down. Since 1974 – 75 India has been on a constant upswing. When it comes to demand increasing because from being a relatively not so well to do country, we have slowly grown the middle classes the purchasing power has grown.

So, demand is always been on the upswing. So, what happens is? you have access-based businesses are access-based demand. Which is, I have a store in MG road of Bangalore or Connaught Place or Delhi whatever. You know there will always be people, who will come and want my services. So, my work is always going on. You know the problem growing in my business is opening new branches or whatever it is. If you have a good degree behind you, you’re a doctor your chartered accountant, or even MBA working incorporate. You know this corporate job coming from US and UK at a steady stream. Because you know they also wanted to do some cost-cutting and Indian employees have been you know the best the English-speaking employer that technically a very good. So, you know they’ve got the jobs, but not demand is slowly dwindling down internally as well as externally.

Why is external? Because Indian employees today are not very cheap as compared to US employees. In the US a few demands are the salary annual salary of 50K – 60K dollars is median you know median salary in a good city. Then in India, you demand at least 40 lakh rupees a year which is pretty much the same so 60000 dollars a year equals to 40 lakh a year in India. So, the same price as American employees. So, other countries like the Philippines and Vietnam and all of these are coming up and you know there are getting the demand out. All of these countries which were Chinese Civilization kind of offshoots like Vietnam like Thailand you know like the Philippines. For example, they would not be speaking English earlier ok they were technically very sound very hardworking people willing to work all across the day, you know all across the 24 hours shift. But they would not English was not the premium primary language.

But now they are learning these languages and they are cheaper in many cases. They are easier to work with. You know then we have in India because of various social-political issues and all that. So, the demand has been going out. In India, demand is decreased after the food because we are an over-supplied nation and suddenly you know we have good all Amazon good all Chinese manufacturing services from all across India. Easy to access to do you just take your credit card and go online you can hire any kind of service on fiverr.com. So by default, the local demand that used to stay in the country is also dissipating. See the reducing or dissipating so basic demand and supply is not in our favor. The second thing is the customers that we’re used to getting up almost have almost invariably been committed customers. So, the customer that you are seen in your life has been the committed customer. This means, If you have a store in MG road of Bangalore the people take the time to come output their car in the parking lot you know come to visit your Store or whatever you should have been a very committed customer there the customers wanted to spend. So, it was easy the were no real sales involved. Easy to sell to them.

Even if somebody like a LIC salesman, mutual fund salesman, affiliate marketer, multi-level marketing, digital marketer the whole pitch was easy because people had spending money so you could go to them and say hi why don’t you instead of spending it, you want to double your money, putting it on our portfolio management services, buy some insurance for yourself. You know the money was there. I would like to say, I’m in it since these are not easy professionals but still, the only customer that you’re looking for was the committed customer and they were there in large numbers. So, committed customer this side you have a weight over here, which is the money. They balance each other out, you have enough committed customers you make your money. Now, what happens is? what if the commitment level of the customer is less? you don’t get the sales.

Why is the commitment level of the customer less because the money is not there? Then you don’t get the sales. What do you do? There are other types of customers that you need to master. There are customers who may have a desire for your product but no commitment to buy it. This means they may have a desire broadly that I am going no go in this direction. Let us say you are and to luxury goods something, so people may want to have a decent watch. There are people who are still spending on luxury is there they may want to have a decent watch. But they don’t know that you are the best brand to buy from the best store to buy from. So it’s just like a desire in their mind. They want to do it in the next 1 month 2 months maybe. But they haven’t decided why you are the best person. The third thing is, there are customers who have an interest in this area and you know they don’t want to have that product or service that strongly. And finally, there are customers whose attention you can grab or you have grabbed. They have looked at your pamphlet, clicked on your link, watch your ad, or whatever it is. So, these are the attention segment. Attention, Interest, Desire, commitment.

The process to convert the prospect into a customer

Now the fun part is, If you have enough numbers and if you know, how to convert attention into interest. You have good shot at increasing your customer base. If you have interest guys enough numbers and you know, how to convert them into desire. Then you have a good shot at converting them into customers, improving your business. What happens in India is typically when the business dwindles, businessmen by default look at their product line.

How can I make a better product? Do you know how can I get another degree? How can I do you know figure out? How to make a better product? Get some more word-of-mouth marketing at whatever it is. That’s great, that is one part of the equation. That is not the whole equation. In demand generation marketing we have something for demand generation market in the market is glutted than your competing for customer retention you get to get to do something called demand generation marketing. Your product and your promotions are important 50-50. In fact, I would like to say this is a little more than 50%. Maybe 60-65%. And the product is maybe 30 – 35%.

Your product and your promotions are equally important. Your promotions are probably more important than the product because enough customers don’t know about you. They are not interested in you, your product, or your brand. Then what’s the point of having a superior product its not gonna sale itself. So, this word-of-mouth marketing will not work so much. It will get you the best customers but it does not scale, it is not scalable it can’t get you out of the whole. So, now what happens the biggest mistake that people make in India is, they catch hold up attention giving guys and treat them the same as customers. The catch holds up interested guys that treat them the same as customers. They catch hold up the desired guy and treat them the same as customers. This means they try to give the entire product page that tries to give all the customer testimonial they try to you not try all the angles on this customer and basically they try to close the deal in one long, boring, painful, sales engagement or sales interview or even webinar or whatever.

That’s good. By the way, I also do webinars, I also do sales calls, I also have a corporate consulting business where I personally do sales calls and consultation. I personally fly out and do these long boring 90 minute consultations on the customer site and all of that. But what do I do is? I tried to make sure the people who arrived in this bucket had gone through a certain process. Which gets me the best of these guys. In the webinar or in my sales consultation, because I am investing my money and going out and meeting these people in a corporate consulting scenario in their office so there is lots of time and money involved from my side. So, it’s very very incumbent upon me to go and make sure that I am met. I am only meeting the best possible customers otherwise you know I don’t wanna meet them. Now the fun part is the process is not linear, the process of converting attention into interest is different. The process of converting Interest into desire is different, the process of converting desire into commitment is different and the sales job is different.

If you’re trying to do all of these together, let me just give you an example. If I want to catch a customer whose attention I have and start showing them my customer testimonials. It means nothing to them. For example, If I was earning let’s say 100000 rupees a month and I suddenly see a beautiful ad for a Mercedes and I am like wow that’s a cool car, Mercedes. You know I see an ad video at you know whether the car is doing all kinds of things and I am like wow this is great. If you have my attention and then you start suddenly you know sales guy show up at my house starts explaining to me, How so many people are enjoying? They have great things to say about the Mercedes etc. And then they say the car is worth 50 lakh rupees, my salary is 1 lakh rupees, Then what’s gonna happen? I am not gonna buy that car regardless of how satisfied your customers are and basically, your time and energy are getting wasted. If you are doing Facebook ads, your ad dollars are getting wasted. If you’re the kind of person who spends 10 rupees to earn 12 rupees or if you’re spending 10 rupees to earn 9 rupees, then you know you might be in the situation. So just to give you one little idea, I don’t want to make this content very long.

Just to give me one little explanation the actual customer testimonial only is relevant over here. It’s not relevant anywhere else. Similarly, if you don’t have a process to magnify, you know attention into interest then or if you are using the same process that you would use in a webinar or if you’re using a Facebook ad and is going straight to webinar then chances are that you may have felt in the last few months or couple of months that you know sales have been dwindling. Now, if you go through this content, what I am going to give you is a free consultation and going to give you the chance to sit with me for 30 minutes. Walkthrough your sales funnel and I will give you some advice and all for free. If you take action.

Three things you need to do in order to master the game

Now, what do you need to do? what are the three things? Make sure you don’t go under. What do you need to do is? First of all, you need to have enough numbers of attention and of interest. Because I remember the attention is like it doesn’t have a much a lot of weight. So, if you have many of these like thousands to hundreds of thousands of these then the chances are you start following a lot of people into your monetizable bucket. So enough numbers, then What do you need to do is? you need to have enough conversion which means your conversion rates from 1 step to the next should be healthy. What is the third thing you need to have enough interaction with? What is this interaction? This interaction is not to sell your product is primarily to qualify the customer. And then definitely it is to something you know in a lot of people talk about in online marketing and I am very new and online marketing by the way like 6 – 7 months old.

But there is this thing that they call pre-frame, that I never used to understand. But now I started to understand all these things. The customer needs to answer 4 questions for you and you need to answer 4 questions for the customer. Without making it seem that you are doing it. Because if you make it seem like to do it the whole thing becomes the sales job and scares the customer. So, subconsciously using your verbiage using your kind of marketing tactics or whatever it is. Subconsciously you they need to answer 4 things for you. You need to answer 4 things for them. As long as this process is happening, you will have a steady stream of customers. The cost to acquire the customers may be slightly higher but you’ll have a steady stream of profitable customers coming into your business.

Now this interests you and you have been unable to get into any of our academic programs or hire any offers services because of their very high ticket there probably four or five times the price of the next best person the market. Then I have a super special offer for you. This is a new year special offer. This offer you could potentially get 30 minutes to speak to me on my calendar sometime during this week or early in the first week of January depending on availability. If you take action today.