Leadership Masterclass By @Rajiv Talreja | Business Mindset & Entrepreneurship | FO 88 - Raj Shamani

you've heard entrepreneurs say our team. is like a family yeah it's the biggest. people ever speak okay essentially. you're a Watchman or a watchdog who's. slave driving donkeys it's like putting. uh chocolate cream and vanilla cream on. cow dunk and calling it cake people are. not gonna eat it because you are busy. being an approval. okay you just want everybody to like you. leadership is an art okay you need to. learn the art it's not like today you. learn this you do it tomorrow it happens. what are online influences doing wrong. during the pandemic what happened people.

had more time consuming content content. creators grew everything had to go. online so by Nature startups grew yeah. and the marriage between the startup. ecosystem and the content creator in. ecosystem was a marriage of convenience. true okay now in this marriage of. convenience the content creator got into. bed with innocence and then let's just. say some of those apps didn't deliver. that startup won't even look at you for. the startup you're a one night stand the. most demanded guest of figuring out is. back Mr Rajiv he's my mentor and he came.

last time on figuring out became a rage. and sensation in the nation because he. said that msme small businesses should. be celebrated more than the funded. startups and rightfully so he explained. his point in today's episode code we. have spoken about if you are an employee. how can you get ahead in your career how. can you treat your other team members. better how can you treat your boss. better how can you learn certain things. which will take you ahead in your life.

if you are a startup founder how to. become a better leader and why building. a family at your organization is a. terrible idea nobody should treat their. organization and their employees like. their family members. why is that you will find that out in. today's episode this episode is about. leadership about treating people about. getting ahead in your life and about. breaking a lot of my beliefs which I. absolutely love because he broke me down. in middle of the podcast please enjoy.

today's episode I hope you love this. episode as much as you loved the last. one. after your first three four success. stories every every content creator in. the country will stand in a line to talk. to you true okay they'll be the sweetest. to you at every after party and that's. where your challenges will begin. because then you have to filter. you have to filter competence and the.

the the the behind the scenes thought. process and the intent of a person. because if you don't do that no the guy. who will be the sweetest to you once you. sign him up will be the most fussiest. the most incompetent the most. dysfunctional person and you'll find. plenty such you know every time I talk. to you. you give me a sense that it's a. 20-year game it's a it's a 10-year game. it's a 50-year game like you know give. me that sense of doing that key take. decisions even one one thing that's time.

take it with your own pace and play this. very long game absolutely okay and there. are other people who've come on this. podcast they're also I consider like. super successful in their life they're. made well they made impact and they've. done it right away. and they said that okay the the majority. of narrative is. what's next year like how fast can you. grow in just one year in two years like. Blitz scale two months three like that. is a conversation which people have so. let's backtrack let's go back to when.

you started this podcast and just go. back and do a soft check with those. people who are in the news and in the. buzz at that point of time and where. they are right now. who were playing like the small like the. quick game myself yeah where they are. right now just check that. because the rules don't change for. anyone okay. you have to decide whether you're. playing The Fame game whose Runway is. two three years where you are amplifying.

and telling your story in a manner where. I'm not saying at the back end there's. nothing that you've done. but if you've done X but you're singing. the song like it's 10x okay just because. it keeps you in the news that fall is. certain. that fall is certain. okay you don't have to sing your song. the world will sing your song but first. compose a song that the world will sing. you know.

today you ask anyone okay. who is there. icons in the current generation say in. the business ratan Tata is a permanent. name let's talk current generation what. are the names you will hear you will. you'll hear a zeroda you'll hear a Zoho. yeah okay okay soon I'm sure the world. will start talking about Network yeah. right uh why and what was common between. these three not just that the fact that. they start with the alphabet Z.

there's something that's common it's a. fabric of building. it was built internal don't shout. external. most people are shouting external. okay and then there's only. disappointment when somebody is. associating with them and discovering. right so I think I love people who are. silent about their success. but why. but so their strength this.

kind of disagree to this thing I believe. in the point of value system but I. disagree that you have to be silent. about your success so let me put it this. way. um. should you Market yourself yes you. should Market yourself okay but you know. there's a fine line in marketing in a. manner where you say anything that will. grab attention versus you Market. yourself based on your value system. ah that is that that's that's so for me.

that's silent success marketing. to add value not marketing to become the. hero. there's a big difference in that. and I think if you get that then you're. sorted but you know like you. in order you look at like the biggest. brands in the country okay they've all. made some or the other thing their. Heroes. or they've tried to promote themselves.

as Heroes. of something because see that hero. itself means an ideal Personality yeah. right you need to promote an ideal. personality and you need to show the. aspiration so that people who don't have. it come try to you know have a pie of. you or chase you okay I want to have. this that's what and that's what. actually becomes a raise that's what. becomes something to talk about. something to share about because you. want to have something a piece of. something you can't have and I agree to.

the fact that people want to have a. piece of something that they don't have. okay uh but you that's why you need. Heroes but aspiration is not the only. story there okay right say it takes over. an example what is he selling an. aspiration that built from a village no. but it's a very different way I'm. talking about let's say talk about. consumer businesses okay that's a Zoho. zeroda does that work all B2B businesses. okay that's a cello zero that's little. consumer front but still uh it's not. like a very.

it's all of them are like little get. into either services or B2B kind of. business right they're not hardcore. consumer business. okay I'll give you an example this was. done by the richest man in the country. in the world right now Bernard and nault. LV image right he said that LV people. who wear LVN who buy LV don't talk about. LV people who can't they talk about LV. that's why their marketing is for the. people who can't afford it not for the. people who can't right so that's why.

they've built a hero for the people who. can't afford it so that they talk about. it and that's why people who can afford. it go and buy it yeah see so you can. sell aspiration and make money and. there's nothing wrong with that but all. I'm saying is that's not the only way to. do it what are the other ways say for. example today Richard Papa you still. consume it they still make money what. have they sold. none of this right but that's. that's in the business where you when. you identify a need in the hardcore.

consumerism time okay that's what that's. where America is at that's where China. is now at that's where India is getting. now consumerism right where you have. more products than you need you have. more competition than you need so in. this space when you don't have a gap all. you try to do is you build aspiration. trust or fear right these are the only. three words which Compares like that I. like trust from the three it's up to you. yeah okay and so that's a glass a glass. B glass seat.

aspirations. so you need to either you have to. promote any of them. what do you do then like you can't you. can't give like a need-based legit. puppet story you you do what suits you. what are your values okay honestly it's. like this the guy who's selling. aspiration and is good at selling. aspiration and is willing to take the. hit back of selling aspiration aligns. with it. but I'll tell you what I am.

uncomfortable with I have seen guys. whose value system I like to say between. you and me every time you have this. conversation it's pretty much this I see. an indoori in you yeah and I remember. the last time we met I said Raj you are. in Mumbai but don't lose the indoori. inside you right yeah uh why did I say. that to you. because sometimes I feel that you see. the guys who are selling aspiration and. you feel even I should probably do that. knowing you from what 2016 yeah knowing.

you from 2016 I know you by personality. by values by Foundation you're not that. we are true right so that's why I keep. saying that know who you are first. I'm not the aspiration guy exactly and. that's all I think I believe in it I. don't chase that every person needs to. identify what is their Style. what's their core rather not even style. core. if you build your style on your core.

then it's it's way better. no very very true. I believe in. authenticity and reliability like how. can I make people trust how can I trust. more so that I can get more trust like. that's the foundation of everything I do. that's why I pay it forward I don't I. don't promote fear I don't promote. aspiration yeah like even for me and. this is a constant battle with my. Performance Marketing team they say.

foreign.

so for me I'm very clear no bro I will. stand there I'll say here's the problem. the problem is self-employment the. solution is to build team system. strategy you want to learn how come you. talked about like people are trying to. influence and sell things which they. don't believe in that's what most of the. influencers do okay what do you feel so. you have been an influencer as well at. an offline Warrior okay this online. world you're getting you're now getting. into this right you're getting into the.

court but you've been there you've seen. it. I genuinely believe people who have been. followed by like a filled rooms even of. 100 people know what influence means. okay and you've obviously feel like much. larger rooms and you've done it at scale. so what do you feel like what what are. online influences doing wrong. versus because I've seen the world. you've seen the offline influencer World. you've been there you started as a. student then you became one yourself. right you've shared the stages with the.

likes of garyvee and then you've been. there in Tony Robbins room you've done. all like India international so I've. seen the influence game you've seen like. how people Rave and become your fans and. then it becomes a responsibility but. then there's slight angle of okay what. where do I take them next so sub game. clearly and that's what influencers are. doing so what do you feel like what are. online influencers doing wrong because. post pandemic the last time I was here I. asked you I made a statement do you want.

me to be nice or honest honestly those. same words are coming back. [Laughter]. uh. firstly I have deep respect for the work. ethic and the talent of the online. influencers yeah okay I think there's. genuine talent and it's not as easy as. people perceive it to be be it a finance. influence hard guys it's really hard be. the Finance influencer on an. entertainment influencer or a fitness or. a or a fashion influencer it's bloody. hard work yeah right.

um so I have deep respect uh however. if I have to as an observer say what. they are not doing right is that they. are not able to draw the line between. earned money and easy money. okay okay. earned money is when I use my influence. to give something which is of genuine. value to my audience. easy money is when I use my influence to.

promote something because they are. willing to pay me for a story or a real. okay even if I don't believe in it. okay. um and I have seen influencers. convincing themselves when there's a. client who comes or a brand who comes. and says I've seen influencers do study. I've seen influences in Yaya but I do my. due diligence but essentially your due. diligence at that point of time is to. sell the idea to yourself so that you. can sell it in a convincing manner to.

your audience and later that backfires. okay and then the influencer like but. I'm just a medium. there I'm like no bro you're not just a. medium you have a responsibility whether. you like it or not okay so I just feel. that if influencers Focus their talent. and work ethic on either teaching what. they know or Trading. building a product and selling it which.

is tangible for Their audience or. leveraging and their capability and. distribution and innovating and creating. a technology for their space. that would be Justice to their time. Talent capability and value to that. audience. okay and I think that's the future I. know you are thinking in that line no I. am and but what do lifestyle creators do. then this is very true for educational. creators and a lot of educational. creators are information creators are.

moving towards this now yeah they've. moved they're trying to move they have. moved some of them I know few people who. have like strictly said no to Brandy is. nothing I'm not going to promote. anything but myself my education and the. stuff which I teach to people there are. someone who like dabbling right so this. shift is happening what about lifestyle. ones like someone who's doing a. who's a beauty influencer okay so she. talks about makeup beauty skin care. trade a product do research know what's.

really good for the skin. instead of promoting anything and. everything do research by now you at. least have the Acumen keyword goes in. yeah right you're obviously doing it. yeah so do research find a partner who. can help you produce it. go to House of X and then go out there. and tell the world this is mine I own. this I take responsibility for this and. I'm doing this for you. that has impact that is influence for. impact otherwise it's all influence for. impressing okay nice influence for.

impressing versus influence for impact. no because that's true and I genuinely. believe housefx also was started with. this thing because I think that's the. next big thing that is for anybody who. has a community at large the next thing. next big thing for them is give that. Community a reason or a solution of. something that they all believe in it's. a problem so I'll tell you something. that's the product the way I see it when. did this start when was The Tipping. Point it was during the pandemic. during the pandemic what happened number.

one. people had more time consuming content. content creators groom number two uh in. the business world everything had to go. online so by Nature startups grew yeah. right and the marriage between the. startup ecosystem and the content. creator in ecosystem was a marriage of. convenience. true okay because who could pay the. content creator the kind of money the. content creator was getting was only a. startup a traditional business will.

never pay an influencer child. right so it was a marriage of. convenience now in this marriage of. convenience the content creator got into. bed with innocence. right and then let's just say some of. those apps those schemes uh those asset. classes didn't deliver okay they didn't. deliver. now what happens to the the the content.

creator. he's like I saw promise in you you. didn't build you didn't deliver on the. promise that startup won't even look at. you for the startup you were a one night. stand. yeah. but it was your audience. right so I think this marriage of. convenience is coming to an end. today I can't put my name against. anything and everything true right and.

now the influencer is at a stage where. they're like upka. and I think apkya is what exactly. you're looking at which is build your. own. build your own product build your own. Services courses build your own. Technologies you have the distribution. now build something which you can stick. your neck on the line out and say this. is mine I don't know that's happening at. large around the world India maybe we. have not seen that shift yet but around.

the world it's happening like the next. big thing for Content creators for. influencers have become their own. products their own it's a game. it's a game of two years I think in. India this is going to be the way of the. future I see a lot of traditional. businesses finding value and partnering. with influencers where the traditional. business owner is good at developing the. product manufacturing the product giving. the product the influence is good at the. distribution and marketing I think. okay that'll be the marriage of.

strengths. video. foreign. startups being an entrepreneur or being. a content creator in sub manual. that is the leadership value right all.

of these people are in some way directly. or indirectly leading yes either a. change either Community cause content. something right so I wanted to pick your. brains because you've seen so many. leaders at large like what's the. difference between. a leader who goes on to build a thousand. crore or a 10 000 crore business versus. a leader who stuck at one crore or who's. stuck at like just 10 000 rupees or. twenty thousand rupees. um I would say one is Horizon like.

foresight the way I see it is uh the the. large base of business owners that are. there are thinking about the next one. month. and I think the ones who build. thousand ten thousand crore Enterprises. have never thought about the month not. because the month next month was sorted. but they were always thinking about next. 10 years so the ability to see a future. that's the start point.

like people ask me Rajiv Which business. has good scope or opportunity I always. say this. any business where you have a vision a. foresight a horizon. and you have a capability is a great. opportunity. uh because imagine if let's just say you. decide saying I'll start a real estate. brokerage firm because there's an. opportunity.

that game is coming out of the. opportunity you see it's not coming out. of what is your vision for that. opportunity. so I think the fundamental distinction. between mediocre and Brilliant in. business. it starts with the foresight and the. Horizon how far in the future can you. see and what do you see it starts from. there and then you have the courage to. build backwards from there do you have. to still fight for your sustenance and. pay your bills yes but you always are.

building in alignment towards that. even though you're fighting and doing. some stuff odd jobs on the side odd. projects on the side you're still. building for that interesting and so do. you believe that from day one we should. start thinking about 10 days. 10 years sorry it is ideal to say that. it's not real huh it won't happen okay. if you hear this and you're able to. sleep over it and come up with something. good for you but I think what happens to. most people is that they start their.

business with a lot of Hope and optimism. just based on the opportunity or the. capability of the product that they have. thinking. then they get beaten and bruised by the. market uh some give up and die when they. get beaten and bruised by the market uh. some find uh uh island or not even an. island some find a stone to hold on to. in the sea saying. and they start playing the month to. month Survival game okay very few. continue swimming in the ocean saying.

till I find my Island I'm not gonna stop. so I think most drum uh majority who. survive hold it's like imagine there's. there's a rough C and there is one stone. in the middle of the sea and this one. guy is living over there most. entrepreneurs live life like that. very few are like. very few don't very few people question.

that in their journey of building a. business so you got to leave that stone. to go ahead to find the bag to find the. Fantasy Island yeah so that's the. leadership quality number one you need. to have a vision you need to have a. problem statement or something in an end. state in your head you okay 10 years. later or maybe forget 10 years don't. give a timeline it's like this is the. ultimate thing which I want to achieve. and then backtrack it whether it's gonna. take five years 10 years 50 years it's.

up to you so that's the quality number. that's number number one quality in. terms of playing for something that's. beyond you that's large okay what's the. number two quality in good leaders. versus bad lead I would say that good. leader was a great leader that's a good. so first is in your capability. um. I think there are too many number Do's. okay uh I don't want to put you like one. two three four sequencing I'm just. chronological ordering I'm just asking.

like more so I'm trying to I'm trying to. see uh. in my exposure to msme's I'm trying to. see who have been standouts and who have. been like now you are they're just stuck. and they're not willing to move. um I think the second thing is people. management skills great businesses are. never built by an entrepreneur though. the media will highlight the. entrepreneur I think it's built by a. core team and you really need to have. good people management skills to.

identify nurture retain a good core team. um it's like you need to build a wolf. pack okay it's people you care about but. people you don't hesitate questioning. also. add ability. um and I think leaders I have seen who. do that well say most leaders in the. world. um use force and Authority as a way to. get things done oh yes okay. um and that's not sustainable okay.

very very few leaders I have seen who. understand the balance between. accountability for results and creating. a bond for relationships. um very few leaders do that and even. fewer leaders are able to teach their. leaders to lead in the same way. uh so it's like this every business is a. people business Okay so. that culture that you build the.

capability that you build the clarity. and Alignment that you build it it's an. extension of your personality you can't. fake it or hire a consultant to do it. for you true you can't fake it that's so. true I agree on this hundred percent and. I I said this to my team yesterday like. yesterday we had this conversation. I believe we need to change the rules of. leadership at all you know we've always. heard that we need strong leaders we. need Authority leaders we need people. who can take like crazy command you know. they can take charge of everything I.

totally disagree with this I think we. need soft leaders and I tell you why and. what I mean by Soft leaders okay I'll. give you a great example. in my house okay that my father who is. the bread owner he is authoritative. figure. he's the let's say by title he's the. leader of the house okay. he comes and he leads the organization. he leads the family he's saying.

and you have to do it right. versus okay and there's a lot of Revolt. sometime. as I'm growing mom says again this is. not fair younger brothers so there's. always like a tough tussle tussle lawyer. that's the that's your heart strong. leader and then there's my mom. who just comes in my house who says. that's it and she walks away.

within an hour when she's back. like everybody's just cleaning the room. and doing it. what is the core of leadership getting. work done. right that's that's the ultimate for the. ultimate purpose of the vision of the. company I'll think okay I'll finish this. so what's up what's the ultimate. leadership leadership Matlab getting. work done for the ultimate purpose of. the like whatever for the result which. you want. mom just said and expressed what she.

wants to do and it gets done she didn't. command she was not authoritative she. didn't tell any of us. right and why people were doing it not. because they scared of her because. there's love and caring because we know. that this leader of the House loves and. cares about so much that we need to care. and love about her needs as well so when. this happens in an organization when a.

leader is taking care of everybody. everybody takes care of the vision of. the leader and that's what happens like. most of the organizations around the. world and I'll tell you something I kind. of build one more layer on that. um. I've also seen in my experience of. working with entrepreneurs that and as. you're saying that I can visualize there. are people who are going to be watching. this and say no Raj I've taken care but. people have screwed me over yeah right. um so I feel for me love is one essence. of the leader uh which is to be.

compassionate and courage is also an. equally important Essence okay so what. your mom does Works in that context okay. that love works in that context her. approach is way more effective than. probably your dad's approach in that. situation okay but if she continues only. providing love say let's just say for. example you ended up being a dope head. okay which I know you are not. though you look sometimes. please don't guys I don't I'm a tea.

toddler. okay so okay so but let's just say for. example you turned into a dope hand okay. now if your mom uses love. okay and I've seen this happen. um around me. foreign.

okay but when you go out your bro your. friends are like bro I'll roll one take. one. love doesn't work in all contexts. okay for me an effective leader is not. just pure love for me an effective. leader is one who can be who he needs to. be in a situation the ability to adapt I. can be soft and loving and I can give. you the hearing of your life with due. respect to you. but in a manner where you feel even.

though I'm tough I care for you. and I if you have to ask me who's a role. model who embodies this that everybody. can relate to it will be Mahendra Singh. dhoni yeah okay. just I think three four days back he put. a statement in the post-match uh thing. saying. um if the bowlers continue to continue. to bowling whites then they'll have to. play under another captain. now look. the the podcast is getting recorded.

today probably by the time this releases. will be towards the end or IPL would. have been gone but you can mark my words. okay. you will see the Chennai Super Kings. Bowlers stepping up and not bowling. extras anymore. because. that they will do it for him knowing. that he he's not someone who's going to. give Hollow warnings at the same time he. is not doing it saying do it for me he's. saying do it for yourself.

stop bowling whites. okay for me dhoni is a classic example. of someone who's compassionate and. courageous someone who's loving and can. do tough love a classic example and I. think as entrepreneurs we have to keep. swinging like a pendulum we have to. oscillate between relationship and. result relationship and result. so if I'm only soft okay then what will.

end up happening is you you've heard. entrepreneurs say a team is like a. family yeah it's the biggest [ __ ] people. ever speak okay. I'm like dude you have one family at. home take care of them don't build a. family at the workplace at the workplace. build an army now when I say that people. say but Rajiv isn't Army authoritative. no. Army is the balance between result and. relationship. the biggest proof of it is a soldier is. willing to take a bullet for another. Soldier to protect that Soldier during. war what is a higher proof of love than.

that okay at the same time. the soldiers will always push each other. and not allow anybody's laziness to take. over the fact that they are not going to. be there at the drill on time at 4am. they are oscillating result and. relationship that's why they are. invincible. and leaders got to do that okay you got. to have tough conversations that come. from not getting the job done but. uplifting this person so if you ask me.

what's the ultimate work of a leader. it's not to get the job done the. ultimate goal of a leader is to build. another one and in the Journey of. building that other one the job will. automatically get done. so that's I think that is the essence of. leadership great leaders balance result. and relationship they balance compassion. and courage they they push people and. protect them they do both the hardest. thing as a leader to do is. to just. to realize.

when to react when to not when to say. this and with in whom is in front of. whom to say this like it's so difficult. to. decide do I say this in front of every. the every team member do I say this in. person do I say this instantly do I say. this after processing do I share this. with the team or do I not share it at. all like these are like it's so. difficult to choose because I mean in. the whole process your intention is. right you're not you don't want to hurt.

anyone you don't wanna. you're not saying that okay. a completely useless situation. nobody's wants to hurt anyone the. intention is not wrong but the way you. decide when to say what actually. even if your intention is not bad people. assume that your intentions are bad can. people assume can I make it easy for you. considering you said it's hardest three. times. okay. make it easy for me make it easy for.

everyone who's watching this vodka so. let me let me put it this way. um would it be fair to say that everyone. at work or at least most people at work. come with an intent to do the best uh. yeah to their ability right so I think. one you need to really most people. understand that don't embrace it. understanding is here embracing it here. okay when you understand it you nod your. head to it said yeah yeah it makes sense. when you are not in that situation but.

embracing it means making it a part of. your value system that I see that. everybody is trying to do the best that. they can do as per their ability and as. per what they know or what they can see. in that situation right so this is fact. number one you've got to embrace not. just understand. the second thing is you also uh you also. need to embrace that instead of asking. the question of. who didn't do this and why it didn't. happen you rather ask the question of. what was missing because of which this.

didn't happen. because think about it most leaders what. do they do when something doesn't happen. they first ask who then they find a. person who didn't do it then they ask. why didn't you do it now that person is. telling you why they didn't do it and. when they are telling you why they. didn't do it your blood pressure is. going up because you're going like don't. give me reasons don't give me stories. technically the person should like [ __ ]. you why did you ask me for a reason and. a story then right. but they will not because you're at. Authority right. so instead of asking who and why this.

didn't happen the question to ask is. what was missing because of which this. didn't happen now when you ask that. question you're getting people to. reflect rather than react okay then that. person like okay what was missing was. I underplanned or I overestimated that. in this time I'll get this also done. okay now. is that is that that does that make that. person take responsibility for that.

situation yes but does that make that. person feel blamed in that situation no. so have you achieved your objective yes. yes. so what was missing is a powerful. question okay. and the follow-through question to what. was missing is so what did you learn. from the situation. so you have a simple rule and I've had. this rule from the time I've been an. entrepreneur in a situation you either. bring me a result or you bring me a. lesson both are worth it. bought on okay you either bring me a. result or you bring me a lesson both are.

worth it now. when I asked that person what did you. learn. okay then after that I need to ask that. person so what will you change now what. will you do differently now then I go. into the task and say. by when will you get this done. so the rule is simple. people are flawed we will make mistakes. you will make mistakes it's okay for you. to make mistakes it doesn't make your. criminal but make new ones. don't sound like an idiot making the.

same mistake again and again now when I. say this to entrepreneurs but they make. the same mistake again and again because. you make the same mistake again and. again by asking why you didn't do it why. you didn't do it have you helped that. person process. what was missing what did they learn. what will they do differently if you've. not made that person process these three. questions and answer it by themselves. you've not developed them you are not a. leader that's. spot on you know this lesson I learned. a while ago about asking questions not. like the way you the broke it down is so.

cool it's so right I just made my notes. because what was missing is a goddamn. powerful question yeah I really liked it. and I really really like it and I've. never heard this from you at least to me. I maybe you've said this to 100 people. but to me. also be prepared that when you ask. someone what was missing because of. which this doesn't happen they are in a. defensive State and their impulsive. response will be nothing. at that point you don't go back to being. Nana patekar and attack them okay you.

don't go back to what do you mean by. nothing there's something missing that's. why it didn't happen no. you say okay nothing but if you have to. think about something what would it be I. want you to think and answer see because. in an accountability conversation people. are naturally defensive yeah so first. step is to neutralize. before they realize but if you don't. neutralize okay then like the reason I'm. bringing this up is people watching will. think oh this is a powerful question but.

when they use it that person's mental. space is not there to respond to the. question they've not even heard this. question fully so they'll go like. nothing and they'll be like oh this is a. talk [ __ ] no neutralize learned the art. leadership is an art okay you need to. learn the art why did that person say. nothing was missing because he's. defensive right now so first neutralize. I'm saying Hey listen I want you to tell. me identify root cause why didn't this. get done was it because capability was. missing was it because Clarity was. missing Buzzard because system was.

missing was it because we didn't have. enough people we didn't have enough time. let's identify what was missing let's. deal with the root cause of things let's. not react to symptoms and then make. people the problem spot on like you know. I call this an autoresponder so as human. beings we all have autoresponders and. autoresponders go high in a high stake. situation in high stake conversations. the way you said you need to neutralize. this is what I call it like so every. time you approach a stranger that's a. high stake conversation yeah they have. an autoresponder no yeah like it's not.

they are not even ready to listen to you. yeah he's like no no no so similarly. with when you ask what was music nothing. it's just. because my brain is not prepared to have. this conversation which is gonna get us. to this and auto responders are not. determined based on people's personality. it's purely dependent on people's. environment I'll give you an example. okay. if you are chewing pan gotka and let's. just say you are at the railway station.

in Patna what are your chances what will. you do after chewing spit spit it out. yeah and you're in Singapore what will. you do won't spend it is it's the. environment that determines. autoresponders. which means if I bring it back to. business. a leader who says what Rajiv you told me. asked this question but they didn't. respond a certain way or even I try to. neutralize I didn't respond people are. not just responding to that situation. they're responding to your environment. the culture you've built.

okay so it's not like today you learn. this you do it tomorrow it happens it's. not like a magic trick right it's a. process it's a process of earning Trust. being the role model where you walk the. talk of balancing between result and. relationship making decisions so people. say okay. these are not words this is who he is. this is who she is okay so people. respond to environments okay.

um so if you have a culture where Blame. Game politics ego groupism is common. then no matter which coach what skill. what question template you could take. back over there it's like putting uh. chocolate cream and vanilla cream on cow. dunk and calling it cake people are not. going to eat it right. so and now people say how do I create an. environment work on yourself. because your workplace is an extension. of your value system. work on yourself you're only nice you. don't know when to when to take charge.

and say not acceptable because you are. busy being an approval [ __ ] okay you. just want everybody to like you that's. where balance is important that's where. we're coming back to that courage and. compassion is important. leaders are good for low self-worth and. low self-esteem team members that is. good for them because essentially you're. a Watchman or a watchdog who's slave. driving donkeys okay but a horse a. racehorse will not work with an.

aggressive leader so you got to decide. whether you want to build a donkey farm. or you want to build a derby. you've got to decide that and that's. based on that your approach okay the. what has more longevity when you have. resources right so. um people and especially in today's day. and age right. um see Authority worked in 1980s 1990s. okay. some people may say Authority still. works today it works in environments. where the people who are working need.

job security. because then they are like Bhai. boss but you look at and a large part of. the the working population is still in. the job security state so they're. willing to get beaten bruised abused and. still do the work. but there is also a growing generation. who does not need job security because. their parents got the job security the. parents set up the Necessities in place.

so this new generation is like yeah. right. yeah that's true so that's that's so. true yeah so. um. the the workforce of today and it can be. limited and concentrated to metropolitan. cities or Tire a tire B towns not me may. not be the truth still in rural parts of. the campaign rural as well I know but. I'm just being conservative because then.

there are people like America. okay but the workforce of today is like. Hey listen Give Me Freedom okay don't. make me just a hand to do the work use. my head also. it makes them feel good when you ask. them questions to to bring out their. intelligence then they are like now. while you're using my head and taking my. perspective and letting me have a voice. okay uh make sure that the what the.

tonality of both the voices in mutual. okay. so then I'll be uh. ram ram and tomorrow. okay so it'll be like so you want people. to be authentic they want you to have a. tone of mutual respect they are not. saying you call me sir they're saying. just have a tone of mutual respect I. believe casual is a new formal Yeah the. more casual you are the more connected. you are the more things get done right.

so the workforce of today wants an. opportunity to express their ideas. Express their voice they want mutual. respect they want responsibility and. what they want is growth opportunity. they're saying. now if you are an entrepreneur who does. not have the growth Horizon for your own. business. then you can't retain that Talent yeah. and when that person leaves you and goes. you can't blame them. foreign.

labor right you don't own him. so what I think today's leaders need is. they need to understand what people want. they want respect they want learning. they want responsibility they want uh. opportunity for growth they are willing. to risk that's the beauty of the. workplace of today they're saying give. me responsibility I'll figure it out. I'll get it done get their willing to.

risk now. if you're not able to see this beauty. then you're going to be like. okay how do you deal with this because. usually people who come with a learning. attitude and in fact employees team. members entrepreneurs people this has. become a norm hey give me a feedback I. want to improve everybody's like hey I. wanna I wanna improve give me a feedback. give me a feedback.

but they just ask your feedback they're. not actually receptive of taking that. feedback the moment you give them. feedback they're like. in their head. so they're not listening to you that you. have you noticed this yeah it happens. with people even if you when you're with. your team members right the team members. like I said give me feedback how do I. improve what do I do this and then. suddenly you start going into feedback. option uh in that feedback mode and the. team members.

so people are okay with the idea of. getting feedback but they're not okay. of the idea that they wanna they should. correct themselves and accept that. feedback how do you break that as an. entrepreneur. um I again go back to what I said. earlier it's the environment you create. okay. um. I can speak earlier out of my experience. of building my own businesses. feedback is not something that people.

have to ask for feedback is a. conversation that's active on a daily. basis. and the definition of feedback first. requires clarification because most. people's perception be it a giver or a. receiver of feedback most people's. perception of feedback is feedback. um I don't look at feedback as a.

correction tool or a frustration tool I. look at it as a development tool okay. okay which means the conversation of. development needs to happen on a daily. basis it can't be like I always say this. to business owners if you're doing. feedback meetings with your team members. at the time of a salary appraisal that's. not feedback that's a cheap tactic of. negotiations. because you want to negotiate salary. with the guy right I think feedback is a.

natural conversation. it's a everyday conversation and. it's a very. known uh template of feedback which. people call sandwich technique what are. you doing well what are you not doing. well what you need to do differently so. this positive what you're doing well. there's negative what you're not doing. well and then this constructive what you. need to do differently now the thing is. for people to believe this and people to. have this openness and this permission. okay one has to create an environment of.

trust. and the best way to create an. environment of trust is also to take. feedback. so as an entrepreneur are you sitting. with your team and saying okay guys. let's do a quick analysis don't call. your feedback say analysis what's. working well in the company what's not. working well in the company what needs. to change in the company. okay start from there then you're going. to okay what do you think I'm doing well. not doing well need to do differently. and when people are being defensive or. not doing well and need to do. differently for you then you take that.

personally and you challenge them saying. I'm not okay with this. okay and if one person is showing the. courage to express something you. acknowledge that person. publicly so more people get the. confidence now when you're receiving. then then people are becoming open to. receiving yeah but if you're going to. make feedback something that just goes. top to down. then it's hollowna that's when people. are not prepared to listen that's when. people feel key your feedback is not.

relevant that's when they accuse you. saying you're not present okay where are. you here that's that's the challenge. nice this is this is this is the same. way you build trust or respect or. influence it seems like you give it the. rules you ask you listen then you tell. most people do it reverse they tell they. don't listen and they don't ask. they think leadership is about telling. leadership is not about telling. okay.

it's about asking I need to ask and. exhaust your intelligence and your. perspective put it out. and I need to absorb it listen to it see. what's what has Merit what does not have. Merit and then I can tell you then you. are open to listening to me is this give. and take right it's like you give first. and then you take it absolutely that's. odd yeah that's how you influence people. that's how you get respect of people. that's how you build leadership that's. what you're trying to say yeah that's. the fastest way to absolutely now most.

people think this is slow because. foreign.

[Music]. but I loved it thank you so much thank. you I hope you enjoyed as much as you. enjoyed last time absolutely there we go. thank you so much for watching this. episode till the end.

you never know one conversation can. spark a new idea and that can change. someone's life forever until the next. episode keep figuring out.