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Faisal Khan on managing geographically distributed teams, generating inbound leads without paid ads, and the habits that make remote work sustainable.
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[00:00] [Music] hi everyone this is your host say darfun Ajmal and in this episode of the SIA business show we will be speaking to facil khan I met him a few years ago uh in my hometown peshawar at diy dys a digital the digital youth summit and then we also um happened to meet in dubai uh maybe two years ago he is an extremely kind helpful and mentor of sorts uh to me and many others and obviously he's he's an extremely busy person and so we will try to keep it
[00:41] Keep this session very focused and very uh quick so faizal khan is an independent banking payments and fintech consultant he helps companies all around the globe solve their complex uh banking and payments related issues and of course people like me uh try to annoy uh him off and on with with all of their uh weird and annoying and you know maybe not so relevant questions uh faisal welcome to the show thank you thank you for having me okay so where are you currently where are you based at I'm so like
[01:15] Everyone else I'm quarantined right now and that my city of quarantine is is stumbled okay well I hope that um you stay safe and that you know everything with you at home and at work uh continues to to uh to be great so tell us a bit about your background uh I do know that you are originally from uh karachi I believe um so tell us um you know what were you like 10 or 15 years ago and how you went into um starting vessel khan and company so I've got my
[01:47] Primary my terminal education in bachelor's and master's in electrical engineering it's in a field called electromagnetics and quantum electrodynamics so not much of a future there if you ask me if you're not practicing engineering so when I came back to pakistan I started a tech technology company related to wanted to become an isp an internet service provider circle 1995 late 95 early 96. I ended up making a a web development company and then uh infrastructure company basically a web hosting company I ran that for about 16 17 years
[02:25] And by 2010 just just decided to quit one day I was second out of that business uh second out of id second tired of waking up at four o'clock in the morning finding out some server somewhere in the world is not working or what have you and I just quit and I took a sabbatical for about a year and a half about I think I would say about 14 15 months nearly a year and a half and I payments was very important to me something was very interesting to me
[02:53] Because all mostly most of my clients financial services clients banks in pakistan and in the region so I studied that for a year and I started that company and this time I said you know what I'm not gonna be working for anyone where I have to wake up at four o'clock in the morning etc um so it's a consulting we solve that's what we started with we still sort of problems and we have been running since basically uh 2009 is when the I got the idea I
[03:25] Mean I started it but formally 2011. so it's been theoretically about almost 11 years but otherwise we approaching our 10th year next year so I mean you you did mention that you you started to with the focus on solving solving problems but it seems that you pivoted so number one what were what were some examples of these problems and number two uh what is it that then you started doing instead so the original problems we started solving was something very simple you know how to set up a developer software for payments
[03:58] Or how to have a mid-level system to initiate payments how to have apis how to have web services open so that developers can link to it but that's really not a complex thing it's a pretty simple thing to do well relatively simple I shouldn't say simple everything is has its own yeah in going forward then I said you the bigger scope in payments comes from things like uh cross-border payments and cross-border payments are very complex because that involves multiple currencies multiple countries multiple geographies multiple players multiple laws so then
[04:34] The pivot was learning all the cross-border payments in order to learn the cross-border payments I took a slightly different advantage or route and my route was I read up on the payment laws in all the different countries so I read up the payment laws in the u.s and they have 50 different payment laws one for each state and not to mention there are six seven different federal payment laws I read the same thing for canada the eu the UK uh pakistan india bangladesh you name it
[05:01] And understanding the legality of it really made me understand how the system would work because I had an engineering understanding processes flows diagrams systems etc was pretty easy and coming from a tech background that was pretty easy but understanding how it's architected together how it's put together how how you how do you structure the deal together was it was the pivot and that's where I sort of pivoted to and that's what we do today awesome so how many how many team members are there within your company like
[05:31] You know core team members and you know sort of the department 16 16 16 today total right and as you know 100 remote company right right so speaking of being remote uh what are the biggest uh benefits and what are the biggest challenge challenges which you know many of many of the people who are working in a typical nine-to-five job and they might say okay I will just start working from home but you know you probably know it better than me that it's not that simple
[06:01] You you I mean not to put words in your mouth but you have to be more disciplined and there are a lot of other unforeseen challenges right so what are your thoughts on that you know you have to treat it properly you have to have a space you have to have a place you call office you have to have that discipline it's a lot about discipline rather than challenges and that's the biggest thing you have to say you have to be very disciplined about your work
[06:27] This is a work I'm going to work I'm not going to fool around and the so that was the the basic thing and everyone that we hired sort of understood that part listen this is it requires discipline we have to do uh we will not and and we will certainly make sure that no one in our house looks down upon us that just because we're working from the dining table or something like that oh yeah you know the faculty or whatever you know nothing like that
[06:53] Um by the way can I say something in urdu if I want to it's okay we will we will try to add some captions there captions in there your sayings are always funny so I won't stop you so what I what I said was you know like what's this loser doing on the dining table sitting there with this laptop so so the people at home take it differently and that should not be the uh in this day and age the covert 1988 I you know one should thank them that
[07:20] Everyone now is taking work from home seriously and what a challenge it represents the biggest challenge like I said is um what I miss about the actual company you know there is a certain um high you get from brainstorming with colleagues in front of you on the table where you have a whiteboard and you can share and you can look at ideas and you can ruffle the papers or when you six of you are sitting on a desk and you're working something and you show something to someone on you know
[07:52] That that is there but I think the advancement in tools is so much now that they have diminished that need to a very large extent they haven't eliminated it they've diminished so if you are lucky enough to work in a field where you can work from home where you can work remotely where you can work without the need of being physically present because you have to sign some paper or something and I think you're really blessed because in this day and all the right technology is there for
[08:24] You to do it you know um I remember when I started my thing in 2009 I went out to buy a printer and the multi-function printer I bought and the guy the guy very coolly said oh it also comes with the fax machine I said brother no one uses a fax machine anymore not in 2009 and certainly not going to happen 20 years 10 years from now and look at that today if I even show many people a fax machine the actual original facsimile machine many people won't have an I how to
[08:54] So the challenges are basically discipline discipline and discipline starts with having a place you call work and that timing and that zone that's defined as work and respected by everyone working from home yeah one thing ie your family yeah uh one thing that I've seen at least some uh you know a hundred percent remote companies doing um is is having a regular um you know real life meetup um I know I it it can be very expensive for a lot of the companies out there but like for
[09:29] Instance time doctor uh who also run staff.com they have I think like 80 or 100 team members uh and they they do an early meet up um and I think that can also uh help with you know seeing the other person not as this you know robot that you can give instructions to but as a full human being that you can chat with and joke around with or play games with would you agree totally we do try to meet once a year the first person I hired remotely I did not even
[10:02] Meet her for a couple of years imagine that yeah so we do try to we do try to uh one thing we have disciplined when we started this company is I was very much inspired by jason fried who wrote the book called remote jason fried is the ceo of uh autumn I'm not sorry he's a ceo of 37 signals the agency the famous signal um yeah well no the it's a company that wrote fresh books right the invoice fresh invoices right right and there's another guy who is the ceo
[10:37] Of automatic and automatic is the company behind WordPress and WordPress is 100 remote they have no awesome and when I read about their um uh we at that time couldn't afford an office because when I had started the new company I couldn't afford an office I didn't have an office it was not that I wanted to be a remote company by choice yeah it was my remote company because I didn't have the money to start an office at that point in time and I didn't want to start at an office at
[11:02] That point in time I said you know let's see if we can work it out for remote from yeah for a few years and then we'll get an office but then I read their statements and their understanding of what it means to work remotely and what it means to have uh you know collaborative tools et and I just took off from that I said you know no need for us so for example we when we treat others as human beings it's never that we have a robot
[11:30] We are all colleagues so we are literally horizontally equal in our uh let's say org chart yeah uh we don't have a holiday policy so in the sense that you know um we don't so you get two weeks off you can get as many days off as you want in a year it's all up to you you want to take off for three months and go hiking in the himalayas do so we have no we have no issues with it as long as you you tell someone
[11:53] And as long as your task is handled by others that's all uh we don't have number of sick days or number of casual days you want to take off you take off you're an adult we have on our slack channel something called afk brb away from today and you just write over there you know not coming into the office today that's it you don't have to tell us you're an adult you probably have a good reason not to come so it doesn't work perfectly yeah uh sorry to cut you
[12:20] Short vessel so so what I'm you know like with us it's it's a very different type of remote company so if I can tell you a bit uh right now we have eight actually seven core team members including me um and they they have to track their on hubstaff.com uh I use it myself like I'm using it right now and the project that I've selected is the saa podcast so I use it myself religiously it's not like I'm trying to you know watch over them I
[12:50] Just think that it makes us more uh disciplined and more accountable to ourselves and to the rest of the team so I mean in your case I do understand the flexibility that you give the team members and we also you know like we we don't we have tried to make it more strict now with them where we are like okay uh most of the time most of the work that you are supposed to do in a week should be done during the weekdays not on the weekends
[13:19] So by as a as a policy we work yes just five days a week but because we have flexible and some team members have some I don't know some an emergency or you know they they want to go hiking or something during in the middle of the week or something and then they work on the weekend so we are now getting a bit more strict with that but like I mean when you say that your team members are allowed to you know take three months off as long
[13:44] As someone else can uh you know manage the responsibilities that they have so I mean has there been any instances where one of your team members actually went away for a long time like has that were those conditions met where you are like okay inform someone and have someone do your your tasks so let me just say before this thing sure you know there are uh one thing that we decided to do is we decided not to take any work that has undertake that had a deadline
[14:15] Got it I don't work with deadlines because that's the that's the reason we don't work weekends in fact in my company it's forbidden to work on yes if we don't work more than seven hours today it's forbidden to work that we I want a very strict work-life balance for my team um and more importantly if someone is going to abuse the privileged and there will be abuses then they will be either warned or they will be asked to leave yeah luckily for me we have never had that issue
[14:48] We have had people say hey listen I'm going out for this thing or I'm going off for that thing and that's totally we have really never had someone who's gone off for three months but 30 days is unheard of I mean it's not that it's not that it's unheard of it you know people have gone out for 30 years today you know what I want my uh and usually they take their break for two weeks or three weeks and they come back it's okay and I have it have had
[15:10] Enough of a break yeah because there is no there is no number to me right you can take off whenever you want you don't feel like working next week you don't feel like working next week that's so but I think it's we're in a very very unique position that we don't have we don't have deadlines to meet it's because we do something you know like I said when we set up the company the problems if it's a complex problem then you get to dictate the terms
[15:37] Really yeah so if no one can find a solution and you're the only one who's able to find a solution for them then you are in a very powerful position and that's what we do yeah yeah uh one of the issues that um I have experienced vassal over the past I think a couple of years at the very least is especially with hiring pakistan based employees so we have team members working from in fact the last time when you and I met I was one of the reason I was there was to
[16:08] Meet one of our our uh team members who has been with us for six years now and I have met her just twice and that was the first time I was meeting her uh like after like four years right but but and she she appreciates it she appreciates it most of the female team members I know that you are also more inclined to working with um you know uh female uh female colleagues or female team members but the point I'm trying to say is um often times as soon as especially
[16:39] Pakistan based companies when they realize okay this is a remote company then they're like okay this is you know this is just some freelancers working from their home and I don't know if this company will be there tomorrow or not and then we have gone to the you know the final round of interviews and then they themselves or their families are like no you know you should have a real job data you should work at thailand or and you know work at pepsi even if they are paying you much
[17:04] Lesser than these guys even even even then so have you experienced that in your strength as an there are quite a few things you said there so you know I think that's going back first of all okay first first of all going back I think a lot of people will now change their opinion about work at home so that may not some of the arguments may not hold you after this over 19 period and thankfully so you know it took a pandemic for them to realize it but
[17:34] Um uh we only hire females uh we and we only hire women and we only hire women typically from pakistan uh I have had a very good thing and there's a reason why I hire women because I have they're no they do great work they they just don't cause problems they solve problems they solve the mess the mess that I make you know that's what I call them and um and uh we have always slightly paid above the market rate and once they are and I shouldn't say
[18:10] This because now they'll know about it but I think you know they already know this thing but you know once they're addicted to this uh this this higher salary and the comfort lie when they used to they don't want to give it up yeah they don't want to give it up because they know what's out there the alternative is more harsh so they work with their heart mind and soul into it and amongst great loyalty and retention so we've we've not had an issue and if a customer questions us I'm in
[18:38] The financial services space imagine talking to a very large corporation in the united states that's traded on the nasdaq stock exchange that does sales of over 200 billion dollars a year and when they call you up into a karachi number and then they say at that time I was in karachi and let's say well you how are you going to solve a problem for us when you're based in karachi pakistan and I tell them I said you know you worried more about me being based in
[19:04] Karachi pakistan or are you ready for a solution of your problem me being in karachi pakistan somehow affects the outcome of your solution then you know but the fact is that you jumped on a telephone call and called me because you're so desperate in fact when they were told about me they said listen if you can get over the that he's based in karachi pakistan he can solve your problem right so what if I was based in frankfurt germany what if I was in uh in
[19:31] What I was in you know somewhere in in phuket in thailand would you ask the same question you probably wouldn't you know so how can I help you you know and and very rarely has the phone been slammed on me or someone say oh I'm not dealing with someone from pakistan you know what fine that's your prerogative I I you came to me I did not go to you I have an inbound connection meaning I don't go to clients clients come to us that's the way we structured our
[19:59] Business and when they come to us we say hey respect our territory respect respect my shop you're entering my shop you don't like the price leave you don't like the owner leaving you don't like the attitude leave but don't come into our shop and sort of you know disparage us or you or discourage us or be rude to us no one takes that and and you know speaking of all these inbound leads um how do you manage that how do you generate these inbound leads where they
[20:30] Come to you rather than you uh cold calling them so everything and everything you do is a question and that's what you know people are going to Google for the typing a question so what we've done is over the course we've answered about five thousand questions on quora we have a couple of thousand on our own and we have couple of quite a few thousand out there on multiple domains and websites that we own so chances are if you're looking for a question you're typing this on quora you're
[21:01] Typing this on Google you're typing this and we're getting that question and how we get that question is because when we take a call with someone it gets when we record the call we know exactly what you're talking to us we know the phrase and mnemonics that you're using and we use the very same in our SEO approach so when so our inbound leads are coming because people have a problem and when people are telling us about their problems whether we they take the solution from
[21:27] Us or not we proactively give those answers out so more and more people keep coming in and like I said you know if you want a website made there are probably what I don't know a million developers about that or maybe 2 million maybe 5 million but if you want a special glass coating for a space aircraft in gold there probably what maybe less than 100 companies out there maybe 50 so likewise if you want something done in the payment space there may be a million people but if you want what we
[22:02] There may be less than 10 20 and I tend to dominate that so it's a very specialized field so the we buy ads on Google et cetera because no one buys those styles no one knows about them because the terminology in the question and the nomenclature and the lingua franca everything use is so unique Google doesn't even have a price for it so we pay very very little and we are able to get the leads so yeah that's awesome that's really good and yeah I mean you you also have your
[22:31] Uh podcast as well right uh other than other than the fact that you have over two thousand web pages and you have been uh quora top writer for for you know several years um so that should also help write the I mean the podcast helps everything helps I mean you know writing an answer every day writing a blog post or putting content out nowadays I do a YouTube video every day yeah I am yeah you have been putting a lot of videos out there I can see that
[23:04] There is there is a new video popping up in my YouTube feed every single day yeah so I do one every day so my we are probably not experimenting of doing two a day so let's see we'll see how it goes um I don't do any of the SEO I don't do any other thing that just and you know when I say SEO my ask you simply what's the problem and can I have that question answered in my in my video or my content I don't do the
[23:28] Traditional SEO you know like you people say what's the key word and what's the backlink and what never did that the reason I never did that is because I don't believe in it because I believe if you follow a specific route or a specific section Google may slap you Google may ban you Google may do this to you I just answer questions there's nothing in there just a simple question and an answer simple question and an and I it's not following any particular rule or rule set
[23:56] Actually uh Google actually Google is every single year they are focusing more and more on the searcher's as in what was the question that led someone to let's say facil khan's website and did that person uh went back to the search results in let's say five seconds or did they stay there for a bit of a longer time and you know if they stay there and and there are other factors then they're like okay facil khan was able to um satisf satisfy this person with his answer so then
[24:29] They're like okay let's give this guy let's give fazelkhan more of uh the the the you know uh more of our traffic for for these kind of questions um so that's amazing that you have done so well with that that's really good I learned something today so thank you no but you already knew it you you knew it but I just uh I took advantage of my technical uh lingo and and you know yeah so we don't we we don't track um you know are we ranked number one for
[25:00] This are we ranked number two for this iv ranked on the second page if someone is desperate they will find us so we put the podcast out we put the quora out we put the blog pages out uh and we're doing the YouTube out I'm hoping that somewhere in about a year or two years time or three years time the YouTube channel will gather such a capacity and subscriber base that will be a very serious thing YouTube is the second largest search engine in the world
[25:31] In many ways in many ways I'm not um claiming this we dominate um or let's say we we have an over arching importance on Google search results the question to ask is and we meaning facilitating company the question to ask is do we have the a similar dominance on YouTube and the answer was no originally no we did we didn't even we were nowhere there so now we are publishing more and more and more videos again no SEO done nothing we don't follow all beautiful recommended highly recommended
[26:14] Guidelines for us for YouTube do this research your topic search your topic do this thing find out the traffic find nothing we just whatever comes to our mind whatever is being asked for us on telephone calls or through our clients we make a YouTube video and we publish it and that's it we just don't care about the SEO part I think that's what clients want and by the way so now when we go on calls yeah um you know hey how did you find me oh I found you on YouTube oh
[26:42] You know I found you on YouTube that's pretty cool that's amazing uh and definitely a lot of people use YouTube to you know learn learn about the new topic and so on how much of your time is spent on all this content creation like you know how what percentage of your time is spent on that so this is a question it's very difficult to answer but I would say let's say majority of my time majority and then people say well how do you work yeah so there are two ways of working um
[27:16] Rather than working harder we work that's a it's a very very important thing to understand yesterday I was speaking to someone and she said that you know she's gonna sell something for a hundred and fifty and I said how much time will you spend on it she said I'll probably spend about eight hours to 12 hours or maybe 20 hours of collective work to earn a hundred and fifty dollars I said wow I say you know I make would make a sale for 20 000 us it would take
[27:48] Four months for that twenty thousand to but the total time we will spend the total time from day one to four months and after that the twenty thousand is given to me the total would not be more than 10 or maybe eight hours total that's working smarter not harder so like I said at the very top there are very few people who can solve it you know there's this very famous thing that you know someone had a problem in their factory and some guy came and he took a hammer and he hit it
[28:23] And he was charged a thousand he said so it's the same thing you know knowing where to hit cost that person 999 rupees or dollars or whatever and how to hit cost them one dollar so knowing where to hit so it's work smarter not harder yeah so faisal would you say that would you say that then this is two things would you say that this has also to do a lot with you researching stuff uh reflecting on on all the problems intuition number one and number two
[28:55] The fact that you're creating that content is also helping you learn about you know the same problem or another problem you see what I mean so maybe deflect it off from me let's not take my example let's take the other example the answer to your question is yes I mean obviously you know the more we create the more we engage the more we talk to if you go about people and you ask what's your problem what's your problem what's your problem what's your problem they'll keep telling you
[29:20] At some point in time you'll start to see a basket full of one problems a basket full of another problem basket for another problem they'd say you know what I'm going to tackle this problem because it seems everyone has it the people that we are talking to are not on the streets they're very specif specified banking or payment experts so when we ask them what their problem is we are content where our engagement we get we know what the problem areas are and that's where we didn't do more
[29:44] And get the answer but I think if you listen to DR atef mia who's a very famous economist he's based in the u.s yeah he said one thing and this this sort of comes back to me again and again and it haunts me it literally haunts me I tell people he says you know why pakistan will always have a deficit and people say oh it's this he said because pakistan does not tackle the difficult problems the the output of its engineering or services or its products or its export
[30:16] Are simple problems so when you start uh tackling the difficult problems when you start tackling and high-end engineering problems when you start tackling high-end management problems when you start tackling high-end content related where you're working smarter with the rate per hour is eight hundred dollars rather than eight dollars that is the difference that is where you can and the people say well how can I get there well the others are doing it the israelis do it the indians do it bangladeshis do it people in sri lanka do it people in
[30:51] Vietnam and myanmar do it what stops you so think don't grow horizontally that's fine for many people horizontal growth is the best you want 10 000 customers go get 10 000 but how about getting a customer that gives you 10 000. you know that's the kind of customer you want people say well you know that's too much in one basket well do you doubt your services that you will not be able to find another one and another one another one you know we have our average billable cycle sales cycle
[31:22] Went from something like fifteen hundred to a customer to five thousand to seven thousand five hundred to fifteen hundred to twenty 2500 to 5000 to 7500 to 10 000 to 12 500 to 20 000 now we are now a market prices for some of our products at 35 to 40 000 and the industry I work in is banking and payments you know they're dealing billions and billions of dollars daily they're only so when you send out it's thirty thousand dollars it's just a number to them they'll just
[31:53] Pay yeah yes it's a very important number to them but then you make a reputation you know there was this uh thing uh where someone said you know be so good that they cannot ignore you first they laugh at you and then they'll be so good that they cannot I think the quote is something like that right yes because I think steve martin said that the comedian or maybe some some actor said it I don't even know who said it but does the court be so good so that they cannot ignore you
[32:19] Or they'll find you or whatever be that it's just be that are you the very best in your industry and if you're not then strive to be that if I can do it in parks and I was in pakistan for a long long time and I did it from there with z you know money huh I didn't have money I was dead broke I mean my story is on quora you can go read it by the time I hit 40 I was dead I still remember that one picture of you
[32:45] Where I think you were working from right from your bedroom with like a like a makeshift table or something I think that was like uh when you were just starting out right so I still remember that and it's amazing how much you have mashallah um you know uh progressed over all of these years never never forget from where you came never forget that and be thankful for journey and the people you've met some people may have kicked at you some people may have spat on you some
[33:15] People may have cursed you or laughed at but you know what thank them nonetheless why because because without that you probably wouldn't be even over here the thing that stops you from succeeding I cannot tell you is only this it's your you know you'll hear it again and again and again oh it's your mind your mind and I used to think and until I started and it is really your mind it is mind over matter the day you say I can do it you can do it
[33:44] The the biggest obstacle is your mind and the biggest help that that can be that can help us I mean the biggest thing that can help us is also our mind yep so do you do you uh would you suggest any specific let's say books or podcasts on mindset or anything that helped you guys in growing so much much older I I don't I mean you know there's so many things one has read you can't simply point a finger but I did do one thing I created uh so you know if someone is
[34:19] 31 or 32 years old comes to me I'm going to be 50 this year so you know um and uh thank you so someone 31 32 years old comes to me and say hey listen what life lessons can you give me so I wrote the life lessons down my life I said you know I wish I wish I was 31 and I wish someone had given me this yeah now whether you act upon it or not is totally up to you and that could be a
[34:49] Separate podcast so I actually plan to do a YouTube series and explaining those yeah wonderful yeah yeah sure sure that one is on uh quora right the life lessons one I think but the most important thing I think is people suddenly want a huge change it doesn't happen that way so think of a very simple example if you want to do calligraphy you can't do it on first day it will take you let's say 80 days to do it so first stage is
[35:36] It may not be the right scribble but it'll be the scribble second day practice but small increments very small increments and after 80 days you'll be doing a beautiful calligraphy atomic habits is a book I highly highly recommend everyone should read I will definitely check it out yeah tommy so it is a great great book um uh it's written by this gentleman oh what's his name hold on james claire right right james claire atomic habits and it has in simple understanding terms and and
[36:21] This is not just a book that just has a lot of you know ha ha it actually tells you at the end of the chapter do this step tear this page out and do this every day as an exercise program for you and how to do it and how to achieve it I cannot tell you what a life changer this book is a life changer but you have to do it every single day that's the commitment you have to do it every single day yeah yeah and it'll change your life yeah uh
[36:51] I recently read something just similar to the the calligraphy example that you so I think it was brendan butcher um the high performance uh habits uh expert I think so what he said was uh you don't have to expect that you don't you you cannot create a masterpiece every single day but make sure that you have put some oil on the canvas every single day um so as in you know that's what that's what that's what kora taught me by the right so if because if you look at 5 000
[37:24] Yeah and you look at 365 days even in 10 years you don't get to 500 000 ounces if you do one a day wow yeah it'll be 365 answers if you do one every answer every day for 10 years so I'm at 5000 plus imagine you know it's it's that persistency doing it doing it doing it doing it doing it same thing with YouTube video I put a video every single day it takes time you have to dress up you have to put the camera etc
[37:52] Etc the camera you can see right there that's actually the stand the camera is right here with me right now and it'll go up after this you know make two videos four videos I don't know let's so do you do you have I mean uh just one I think maybe one or two questions before we uh let you go um like do you keep a script at least a bullet you know uh like a bullet list like this is these are the five things I will I will say on this
[38:18] Topic or yeah I do of course so I have a trello board going for my ideas so I keep a trello board you know okay these are these are the topics I want to record a video on and then once the video debate like today I'm going to be talking about today I'm going to be talking about the world bank etc so I've made some bullet points and I've read through some it's there and I will go in from the camera and so it's not scripted as such
[38:46] But I know what points to talk about so not the actual script but you do have the bullet points and you have done some prior research there awesome awesome sounds great um so uh I believe uh the best what's the best way to people for people to connect you connect with it is my website so there's a contact page I'll be happy to connect please be very cognizant that I don't offer personal information on my website or through contact if you had a payment that is stuck or
[39:17] If you want me to mentor you etc you know I mean my time is limited like everyone else's time so I try to make the most efficient way of usage for it and the most efficient way is you know one too many the one-to-many medium I think is the best way so but you're happy to contact me so the contact information is on my website everything is on my website awesome vessel thank you so much and we will uh include links to your podcast and quora page and
[39:47] And uh the blog and everything uh well thank you so much for your time vessel uh I wish you good luck with your uh project and I'm sure you will do great on that as well thank you so much thank you fan take care have a good one speak soon