how people come together how people
stick together and last forever
every remarkable human breakthrough
every remarkable breakthrough in human
history as a template like this few
people come together for an idea for a
company for a non-profit for a religion
for a country for anything you people
come together that’s the soil – first
thing which happens after a few days it
could be in any duration it gets
unbearable but they stick together they
don’t fall out they stick together and
the third thing after days months years
even decades they managed to inspire not
hundreds not thousands not millions but
billions of people to join them as
customers as followers
any anything that has been the template
of any remarkable breakthrough in human
history for any product use from four
songs to software for movies to medicine
for fashion to face every product or
everything around you has an incredible
story of a few people sticking together
and not falling out and making it happen
and by the end of it they inspire a lot
of people and create a legacy and not
just for products and this doesn’t hold
true just for products or services or
companies or countries or anything this
is the case for the rise of human beings
as the dominant species on the planet I
mean look at it
human beings have been naturally
entrepreneurial but what will led to the
success of human beings on this planet
it couldn’t be just strength
intelligence or language right because
then there are comparable species
alright at least arguably comparable
species who are there who are strong or
smart who have a developed sense of
language but what led to it according to
evil Ferrari in sapiens it’s very clear
that human beings have
ability to inspire people to join people
with the idea which helps them outnumber
their they competitors even Mendez’s you
know just think about it monkeys 11:30
right there’s a growth both wolves have
a pack of 15 to 20 lions have a pack of
30 human beings are two hare Sibley
United on can’t cohesively unite in not
hundreds or millions but in billions
when Apes make groups we make countries
how can we do that how can we inspire
people and how can we you know stick
together to create a legacy I’m the
front metal I’m an entrepreneur aspiring
I’m also a musician and writer I started
my entrepreneurial journey when I was in
10 years old I was in the seventh
standard in my school and I used to live
in recovering where you know it had an
economic benefits because it’s much
cheaper place my school was in Dwarka I
used to buy CDs from recovering they
used to cost me seven rupees in Dwarka I
used to sell them for 11 to my school
friends
36% gross margin which was nice I I
liked it static CD selling CDs beyblades
and so on there’s a lot of stuff I sold
and it was nice I was being able to
spend hours at the videogame parlor
every day but I had to stop it because
it wasn’t an acceptable it wasn’t a
respectable thing through the
shareholders of that society at the
moment the school didn’t like it the
teachers they delighted a kid making
money like that so I had to stop it
but the net margin thing it gave me a
lot of service and I knew that I’m going
to do it again I came to college in the
first year of its you know college
itself we started the company and by the
fourth II by the time we were graduating
we were doing 1.2 C are in revenues
it was very nice little the time because
it’s it’s it’s a long time right 10
years old so when you join college
you’re almost 19 I also started playing
music
I have played music I have written and
as a musician as a writer as as an
entrepreneur aspiring I have found the
single biggest quality which is this is
the most important quality in beginning
a journey like this is inspiring people
to work with you you all want to start
up starting up as a boom you know
writing music was a boom some time back
everybody wants to have people with them
to begin their journey all Allen wanted
Bill Gates to you know build Microsoft
every every good story built a car
depakote need bill Hewlett every good
story had people joining them so how do
you do it that’s exactly what I am
talking about the first part of
inspiring people to work with you in
this framework which I’m suggesting is
called personality now this is not a
cliche you know this is not corporate
yarn this is going on what exactly in
personality can help inspiring people to
work with you according to Malcolm
Gladwell in this in his book tipping
point Malcolm Gladwell wrote there are
three traits in people which can help
things click and so he introduced the
concept of virality treating viruses
treating ideas like viruses things go
viral that word has come from there in
that book he suggested three kinds of
personalities one was a connector other
was a novel and other was the salesmen
connectors are the kind of people who
shake hands with everybody and everybody
shakes hands with them and everybody is
happy nobody minds shaking with shaking
hands with them you know nobody washes
their hands off them those are the
connectors they know everybody everybody
knows em then there are Mavericks who
like reading who like reading who like
reading a lot they know a lot about a
lot they can get stuff done and thirdly
are salesmen these are the guys who like
yourself whether it be ideas whether it
be any whether it be drugs in college
they like yourself
now in order to make your thing tip
these three personalities these three
personality types need to converge so
when I entered college I knew that I had
a gift of sales I I could convince
people to do something to buy stuff to
you know join me in some way but I
wasn’t awkward and through introvert
extremely awkward introvert it was very
hard for me to appreciate people I mean
John Paul retarted wrote hell is other
people
I love that kook but as soon as I was
here I knew that that’s not gonna
survive so I was actually shaking hands
with every people and getting to connect
with every person I could because I knew
that if I had to do something I have to
connect with as many people as possible
and some hopefully one of them or some
of them are going to be you know good
connects and frankly I wasn’t am Abin
either and so I started reading I’ve
been cultivating a habit of reading a
book every year for years together so
that much personality you look at any
story if you if you trace back any
entrepreneurial success story or even
you know the political success story or
scientific success story you’re going to
find find people who have come together
with a mix of personalities broadly in
these three categories Daniel Kahneman
met with Amherst were ski and they both
won Nobel as far as psychology is
concerned Paul Allen came together with
Bill Gates
that’s a Microsoft was forum Phil Knight
came together with Bill Bowerman I Jeff
Johnson and that’s how night he was
created and finally we came together as
well so that’s personality you have to
have three different traits one is being
a connector others being an avid and
others the third one is being a Salesman
if you have these three three
personality types it’ll be very easy for
you to connect with people
in a frame of mind which leads to
something it would be easy for you to
inspire people to do something with you
now second its purpose again you’ve
heard a lot of talks about purpose there
are a lot of things which are being
already said about purpose but no gun
again purpose is something which helps
people connect with you for some specks
of time they can relate to you and they
will be willing to invest time with you
if the purpose aligns you know a lot of
musicians connect because they have a
purpose of smoking pot and a lot of
other people have their own agendas to
connect but focus if you define it how
well do you define your purpose is there
is there a clique that you can make with
purpose to be able to connect with
people yes there is it’s called Maya ma
Y a Maya so again this is this is a very
important concept how well do you
articulate your purpose to be able to
get people to listen and get people to
work with you most acceptable get most
advanced to get acceptable just think
about it we started the Testament as a
place where we could brand IP University
and other tier 2 universities of India
because we were at Ivy University and we
weren’t exactly considered as genius by
the outside Society it was a thing and
we were watching iit is getting branded
you know whenever there was somebody
from IIT you would read in economic
times that he is from IIT but if he
wasn’t from IIT you would never read
which college he was from we thought
deities were being branded by not
branding anybody else not exactly that
was exactly what we thought was the
problem and that was our purpose we
wanted to brand the TA to universities
because 98% of the world was going there
anyway we did that that was an advanced
purpose
but it was an acceptable purpose it was
familiar but progress if we had a goal
of colonizing Mars as first-year kids
from eight I don’t know how many people
would have joined us because that would
have been too advanced that wouldn’t
have any sense of acceptability
familiarity or at the other hand and if
we had had an objective of starting a
chola culture stools first all outside
college that also might have not
attracted a lot of people even though
it’s very profitable and the gross level
because it’s too acceptable it’s so
familiar it’s not advanced so once you
have personality you have a purpose
which is articulated with that Maya
thing going on it actually gets mild
most advanced yet acceptable what’s the
third thing
third thing is survival once you’ve got
a team together right once you have
spoken in front of people and then
people start talking to you they want to
work with you they like your purpose
they’re going to fall out a lot of
people are going to fall out how do you
prevent that there’s only one way
survival for a long time we are the
Testament didn’t take salaries we were
students but we didn’t take any money
out of the profits that we were
generating you know we took a toll on
our survival but not many people are
going to do that according to maslow
slaw Maslow’s pyramid of Araki
the basic is survival you’ve got to
ensure survival of the people who are
working with you and if you can’t do
that they’ll be followed but if by
chance you can’t provide survival
through the teammates who are working
with you make them partners if they are
sticking they are the ones who never let
go you know their sub niche we started
with with III I was there when Abney
started me started with me and it’s it’s
a fact that if it’s my survival is at
stake then some niche is gonna take a
bullet from your sleep on the road for
me
and if
I have to sleep on the road for him I’ll
sleep no problem
that’s the partner level bond but if not
you are going to watch out your team
falling apart so in short survival and
if there’s somebody who’s taking without
survival partners third is even when you
have got survival taken care of there
are going to be people who quit you know
something about marshmallow effect
marshmallow effect is a thing where if
you give a candy to a kid six-year-old
kids and ask him to eat it after
finishing his homework 99 percent of
kids go and take the candy without
finishing the homework they can’t resist
that instant gratification they have to
take the candy they have to do it and
that’s why 90 90 percent of the people
are not a part of the creating a
remarkable history historical break to
true of human human history one person
people who do not fall for the
marshmallow effect are gonna make it but
your team if you are building a team
you’ve got to take that corner covered
so how do you you know because everybody
we are at this moment at every every
point in our life facing that same
marshmallow effect we could have read
but we check Facebook we could have
exercised but we need junk food
we are also failing marshmallow effect
but you can’t let marshmallow effects
take a toll on the team you’re building
right so what you gotta do is inculcate
a sense of brotherhood
you know Brotherhood has helped people
do a lot for them if you die for me I
die for you if that’s the case survival
being covered
testament our Testament we eat lunch
together we’re like a family
everybody stops working and eats lunch
together we have discussions over lunch
it’s it’s a ritual which we have by the
way company etymologically comes from
breaking bread together company latin
oblique i don’t know the point is we
break bread together
creates Brotherhood in our system if you
can ensure that Brotherhood you’ve gone
you know because people sometimes stand
for people other people instead of
themselves they can let go of themselves
they’ll take the job they the easy road
they they do you know they follow the
marshmallow effect but if it’s for
somebody else they do it if they love
somebody they wanna fight for that
lastly if survival has already you know
also being covered Brotherhood is also
being covered you know you’ve got a
personality you articulated a purpose
personality purpose so I will
Brotherhood you’ve got four things
covered laughs and the bedrock of all of
these four things is immortality now
before you start laughing or think about
you know what kind of gun is this
everybody wants to be a model that’s the
basic course of of life according to
denial of death honors maker is written
people know their finiteness people have
an idea about them being finite they
know that they’re going to die but they
denied it every time they wanted people
make babies people have names you know
they get associated to religions people
build a home people get associated to
ethnic groups they buy things which
lasts forever they want to build the
legacy in their own little ways
everybody wants to build a legacy and so
your teammates and you also want to
build the legacy some people build
legacy stood erect like the great
entrepreneurs or the great countrymen of
our times some people do it indirectly a
saint you know let’s us like do to join
something beyond them with God in his
belief you can also in sell a sense of
memorability a sense of lasting forever
a sense of legacy in whatever you’re
doing
and believe in it if you think what
you’re building or what you’re working
for
is bigger than you and it’s going to
last beyond you
and if you can believe in that purpose
believe in that Brotherhood believe in
that personality your people are going
to believe it too and once they do it
you’re actually going to make a thing
which lasts forever
that’s how people stick together [Applause]
stick together and last forever
every remarkable human breakthrough
every remarkable breakthrough in human
history as a template like this few
people come together for an idea for a
company for a non-profit for a religion
for a country for anything you people
come together that’s the soil – first
thing which happens after a few days it
could be in any duration it gets
unbearable but they stick together they
don’t fall out they stick together and
the third thing after days months years
even decades they managed to inspire not
hundreds not thousands not millions but
billions of people to join them as
customers as followers
any anything that has been the template
of any remarkable breakthrough in human
history for any product use from four
songs to software for movies to medicine
for fashion to face every product or
everything around you has an incredible
story of a few people sticking together
and not falling out and making it happen
and by the end of it they inspire a lot
of people and create a legacy and not
just for products and this doesn’t hold
true just for products or services or
companies or countries or anything this
is the case for the rise of human beings
as the dominant species on the planet I
mean look at it
human beings have been naturally
entrepreneurial but what will led to the
success of human beings on this planet
it couldn’t be just strength
intelligence or language right because
then there are comparable species
alright at least arguably comparable
species who are there who are strong or
smart who have a developed sense of
language but what led to it according to
evil Ferrari in sapiens it’s very clear
that human beings have
ability to inspire people to join people
with the idea which helps them outnumber
their they competitors even Mendez’s you
know just think about it monkeys 11:30
right there’s a growth both wolves have
a pack of 15 to 20 lions have a pack of
30 human beings are two hare Sibley
United on can’t cohesively unite in not
hundreds or millions but in billions
when Apes make groups we make countries
how can we do that how can we inspire
people and how can we you know stick
together to create a legacy I’m the
front metal I’m an entrepreneur aspiring
I’m also a musician and writer I started
my entrepreneurial journey when I was in
10 years old I was in the seventh
standard in my school and I used to live
in recovering where you know it had an
economic benefits because it’s much
cheaper place my school was in Dwarka I
used to buy CDs from recovering they
used to cost me seven rupees in Dwarka I
used to sell them for 11 to my school
friends
36% gross margin which was nice I I
liked it static CD selling CDs beyblades
and so on there’s a lot of stuff I sold
and it was nice I was being able to
spend hours at the videogame parlor
every day but I had to stop it because
it wasn’t an acceptable it wasn’t a
respectable thing through the
shareholders of that society at the
moment the school didn’t like it the
teachers they delighted a kid making
money like that so I had to stop it
but the net margin thing it gave me a
lot of service and I knew that I’m going
to do it again I came to college in the
first year of its you know college
itself we started the company and by the
fourth II by the time we were graduating
we were doing 1.2 C are in revenues
it was very nice little the time because
it’s it’s it’s a long time right 10
years old so when you join college
you’re almost 19 I also started playing
music
I have played music I have written and
as a musician as a writer as as an
entrepreneur aspiring I have found the
single biggest quality which is this is
the most important quality in beginning
a journey like this is inspiring people
to work with you you all want to start
up starting up as a boom you know
writing music was a boom some time back
everybody wants to have people with them
to begin their journey all Allen wanted
Bill Gates to you know build Microsoft
every every good story built a car
depakote need bill Hewlett every good
story had people joining them so how do
you do it that’s exactly what I am
talking about the first part of
inspiring people to work with you in
this framework which I’m suggesting is
called personality now this is not a
cliche you know this is not corporate
yarn this is going on what exactly in
personality can help inspiring people to
work with you according to Malcolm
Gladwell in this in his book tipping
point Malcolm Gladwell wrote there are
three traits in people which can help
things click and so he introduced the
concept of virality treating viruses
treating ideas like viruses things go
viral that word has come from there in
that book he suggested three kinds of
personalities one was a connector other
was a novel and other was the salesmen
connectors are the kind of people who
shake hands with everybody and everybody
shakes hands with them and everybody is
happy nobody minds shaking with shaking
hands with them you know nobody washes
their hands off them those are the
connectors they know everybody everybody
knows em then there are Mavericks who
like reading who like reading who like
reading a lot they know a lot about a
lot they can get stuff done and thirdly
are salesmen these are the guys who like
yourself whether it be ideas whether it
be any whether it be drugs in college
they like yourself
now in order to make your thing tip
these three personalities these three
personality types need to converge so
when I entered college I knew that I had
a gift of sales I I could convince
people to do something to buy stuff to
you know join me in some way but I
wasn’t awkward and through introvert
extremely awkward introvert it was very
hard for me to appreciate people I mean
John Paul retarted wrote hell is other
people
I love that kook but as soon as I was
here I knew that that’s not gonna
survive so I was actually shaking hands
with every people and getting to connect
with every person I could because I knew
that if I had to do something I have to
connect with as many people as possible
and some hopefully one of them or some
of them are going to be you know good
connects and frankly I wasn’t am Abin
either and so I started reading I’ve
been cultivating a habit of reading a
book every year for years together so
that much personality you look at any
story if you if you trace back any
entrepreneurial success story or even
you know the political success story or
scientific success story you’re going to
find find people who have come together
with a mix of personalities broadly in
these three categories Daniel Kahneman
met with Amherst were ski and they both
won Nobel as far as psychology is
concerned Paul Allen came together with
Bill Gates
that’s a Microsoft was forum Phil Knight
came together with Bill Bowerman I Jeff
Johnson and that’s how night he was
created and finally we came together as
well so that’s personality you have to
have three different traits one is being
a connector others being an avid and
others the third one is being a Salesman
if you have these three three
personality types it’ll be very easy for
you to connect with people
in a frame of mind which leads to
something it would be easy for you to
inspire people to do something with you
now second its purpose again you’ve
heard a lot of talks about purpose there
are a lot of things which are being
already said about purpose but no gun
again purpose is something which helps
people connect with you for some specks
of time they can relate to you and they
will be willing to invest time with you
if the purpose aligns you know a lot of
musicians connect because they have a
purpose of smoking pot and a lot of
other people have their own agendas to
connect but focus if you define it how
well do you define your purpose is there
is there a clique that you can make with
purpose to be able to connect with
people yes there is it’s called Maya ma
Y a Maya so again this is this is a very
important concept how well do you
articulate your purpose to be able to
get people to listen and get people to
work with you most acceptable get most
advanced to get acceptable just think
about it we started the Testament as a
place where we could brand IP University
and other tier 2 universities of India
because we were at Ivy University and we
weren’t exactly considered as genius by
the outside Society it was a thing and
we were watching iit is getting branded
you know whenever there was somebody
from IIT you would read in economic
times that he is from IIT but if he
wasn’t from IIT you would never read
which college he was from we thought
deities were being branded by not
branding anybody else not exactly that
was exactly what we thought was the
problem and that was our purpose we
wanted to brand the TA to universities
because 98% of the world was going there
anyway we did that that was an advanced
purpose
but it was an acceptable purpose it was
familiar but progress if we had a goal
of colonizing Mars as first-year kids
from eight I don’t know how many people
would have joined us because that would
have been too advanced that wouldn’t
have any sense of acceptability
familiarity or at the other hand and if
we had had an objective of starting a
chola culture stools first all outside
college that also might have not
attracted a lot of people even though
it’s very profitable and the gross level
because it’s too acceptable it’s so
familiar it’s not advanced so once you
have personality you have a purpose
which is articulated with that Maya
thing going on it actually gets mild
most advanced yet acceptable what’s the
third thing
third thing is survival once you’ve got
a team together right once you have
spoken in front of people and then
people start talking to you they want to
work with you they like your purpose
they’re going to fall out a lot of
people are going to fall out how do you
prevent that there’s only one way
survival for a long time we are the
Testament didn’t take salaries we were
students but we didn’t take any money
out of the profits that we were
generating you know we took a toll on
our survival but not many people are
going to do that according to maslow
slaw Maslow’s pyramid of Araki
the basic is survival you’ve got to
ensure survival of the people who are
working with you and if you can’t do
that they’ll be followed but if by
chance you can’t provide survival
through the teammates who are working
with you make them partners if they are
sticking they are the ones who never let
go you know their sub niche we started
with with III I was there when Abney
started me started with me and it’s it’s
a fact that if it’s my survival is at
stake then some niche is gonna take a
bullet from your sleep on the road for
me
and if
I have to sleep on the road for him I’ll
sleep no problem
that’s the partner level bond but if not
you are going to watch out your team
falling apart so in short survival and
if there’s somebody who’s taking without
survival partners third is even when you
have got survival taken care of there
are going to be people who quit you know
something about marshmallow effect
marshmallow effect is a thing where if
you give a candy to a kid six-year-old
kids and ask him to eat it after
finishing his homework 99 percent of
kids go and take the candy without
finishing the homework they can’t resist
that instant gratification they have to
take the candy they have to do it and
that’s why 90 90 percent of the people
are not a part of the creating a
remarkable history historical break to
true of human human history one person
people who do not fall for the
marshmallow effect are gonna make it but
your team if you are building a team
you’ve got to take that corner covered
so how do you you know because everybody
we are at this moment at every every
point in our life facing that same
marshmallow effect we could have read
but we check Facebook we could have
exercised but we need junk food
we are also failing marshmallow effect
but you can’t let marshmallow effects
take a toll on the team you’re building
right so what you gotta do is inculcate
a sense of brotherhood
you know Brotherhood has helped people
do a lot for them if you die for me I
die for you if that’s the case survival
being covered
testament our Testament we eat lunch
together we’re like a family
everybody stops working and eats lunch
together we have discussions over lunch
it’s it’s a ritual which we have by the
way company etymologically comes from
breaking bread together company latin
oblique i don’t know the point is we
break bread together
creates Brotherhood in our system if you
can ensure that Brotherhood you’ve gone
you know because people sometimes stand
for people other people instead of
themselves they can let go of themselves
they’ll take the job they the easy road
they they do you know they follow the
marshmallow effect but if it’s for
somebody else they do it if they love
somebody they wanna fight for that
lastly if survival has already you know
also being covered Brotherhood is also
being covered you know you’ve got a
personality you articulated a purpose
personality purpose so I will
Brotherhood you’ve got four things
covered laughs and the bedrock of all of
these four things is immortality now
before you start laughing or think about
you know what kind of gun is this
everybody wants to be a model that’s the
basic course of of life according to
denial of death honors maker is written
people know their finiteness people have
an idea about them being finite they
know that they’re going to die but they
denied it every time they wanted people
make babies people have names you know
they get associated to religions people
build a home people get associated to
ethnic groups they buy things which
lasts forever they want to build the
legacy in their own little ways
everybody wants to build a legacy and so
your teammates and you also want to
build the legacy some people build
legacy stood erect like the great
entrepreneurs or the great countrymen of
our times some people do it indirectly a
saint you know let’s us like do to join
something beyond them with God in his
belief you can also in sell a sense of
memorability a sense of lasting forever
a sense of legacy in whatever you’re
doing
and believe in it if you think what
you’re building or what you’re working
for
is bigger than you and it’s going to
last beyond you
and if you can believe in that purpose
believe in that Brotherhood believe in
that personality your people are going
to believe it too and once they do it
you’re actually going to make a thing
which lasts forever
that’s how people stick together [Applause]
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