Как геймеру заработать на своем хобби и стать миллионером

My guest today is Vladislav Belyanin, co-founder of the Cyber ​​Arena network. Although in my childhood it was called computer clubs, internet cafes, true gamers. Hello, great, how did you come up with the idea to make a computer club? We wanted to be awesome. One is skipping classes and is developing his business, while the other is an alcoholic. Please describe the process by which you decide whether it is economically feasible to open another club. They threaten the admins and just say, "Remove my block and the police don't come." Top difficulties and challenges that franchises face in Russia. We were asked, from a software point of view, to come up with a way to save the administrator's life. Those who are currently watching are thinking. I want to make a computer design bureau for them, a state unitary enterprise. I want to understand whether they should do it or not. In the place where they are located, a full return on investment for the investor is in place. Yes, 204 there, 25 months. How did you break through all these bureaucratic walls to at least launch something. We had completely different plans, more ambitious or less ambitious in some places. This was the place where I That's probably what hit me the hardest

Good afternoon My name is Nikolai Khlebinskaya Your strategy to become more effective businessmen Please tell me a little about yourself Vladislav Where are you from How old are you where do you live what do you do and the numbers that characterize the scale of your business Actually, I'm Vlad 31 years old I'm 32 I was born in December in the city of Korolev Moscow region accordingly it seems like in Moscow but no the mentality is still different values ​​but at the moment My main focus is as you said computer clubs They are also internet cafes and there are many different names around the world it sounds that's what I've come to now here Yes I live in Dubai actually with my family we moved the base for scaling around the world in the Emirates we have registered all the documents and we are growing around the world by the numbers if you take into account the clubs Well, more than a billion but probably not by much If you look at everything in a circle probably somewhere around 2 and a half maybe closer to three how many clubs do you have in the CIS I'm swimming in the material 138 142 I don't know if they opened or not. Yes, I'm now much more focused on the product than before. I was an SEO before. Yes, now I've taken the position of CP. They write differently about this position on the Internet, but in simple terms, I'm engaged in the product. That is, everything we do: I study, change, modify, come with an idea to the meeting room and say bam. That's it. Let's do it, change it. And as my partner and I formed, the operator's task is to control the flow of these ideas, somewhere cool, somewhere crazy. Well, that's 140 in the CIS. And how many have you

already managed to launch in the Emirates? The day before yesterday, the eleventh one opened in Dubai Hill Resin. This is a new concept. That is, again, this work on the product. Well, the product changes, somewhere goes straight into its own development branch, somewhere it is modernized, simplified. I was in your club on BLS in Dubai. That was my Steam launch, as Steam showed me, the first in 8 years, that is. The last time I launched Steam was 8 years ago, I launched Dota. 8 years ago I discovered that I have about a thousand hours played there, which, however, have all been reset, but the place is really cool. How many clubs are yours in Russia, how many are franchises, and the same thing in the Emirates. We had three of our own clubs in Russia, we modified them, the base from one location to another office, and accordingly, operating expenses increased. Now only you, Ger, are now a management company. Well, the ones under your management. Well, in the Emirates, we have 11, they, well, 60% belong to investors, 40%, we, as a management company, accordingly, build, construct, manage. Well, this is a partnership model no longer a franchise. Well, here, yes, that is, something from the nearest that can already at least exist is Jordan, there are 1,000 square meters, this is a hybrid partnership model, a dash of franchise, and this revenue of a billion in the CIS is the revenue of the network of clubs combined, or is this the revenue of the management company? No, this is the revenue of the brand. Accordingly, everything I mentioned is the revenue of one, second or third

brand combined. Listen, I have a lot of questions. Of course, there are clubs. I think you've fulfilled a schoolboy's dream back in the 1990s, when everyone ran off to skip classes and played on computers. First, it was Queue. Well, that's my childhood. First, the second Queue, then the third Queue, then Counter-Strike, and then there's the evil admin. Someday I'll become an Admin and show everyone. And in general, I'll have my own clubs. That's how I came up with this dream, and how did the idea of ​​​​opening a computer club come about? Well, I was pushing, I always tried to bring everything related to gem gaming to the company. Well, eSports gaming isn't gamification, but it's some kind of important part of your life. Yes, of course, I've always played. I mean, like you, and me. Well, I don't know about your case. Okay, my parents brought me to an internet cafe. They were sitting at the place where they serve tea, pizza, and so on. They had their own koni nwork. They were 20 there, what's it like? Probably 6 years old, 27 years old. I was sitting there playing Life. That's the first time I played CS for money. I played at 6 years old. No. Of course, in the sixth grade And in the sixth grade, not much more, of course, it's like 13 years old Well, probably around that time No, not at 6 years old, no, yes, in the sixth grade, I'm lying No, I was The maximum that the person who lost wanted to give me and it was for me, well, a stressful time, one of the first, probably, external stresses Because I wasn't afraid to tell my parents I don't know why Well, like, you chickened out, I didn't You can try to figure it out, but the point is that I wasn't a guy Yes, I was afraid to leave the house That is, the first time when my mother walked me to school Yes, for some time now I just say, maybe you're walking me I felt like ass because at that time they were just waiting for me so that well, I don't think they would have given me anything serious there, but they would have given me To be honest, I also disappeared into computers quite a

lot and that was the place where I probably got hit the hardest, that is, they directly beat me there, and not in stories where it was just some random hooligans Well, I grew up in Chertanovo So, in general, it was normal that Someone comes into the club, uh, points at a random person and says, " You're leaving." I sit down and play, it's your time, and if you try to refuse, they start beating you. If you suddenly come alone, then this also happened. What's the situation with security in your area, especially far from large cities, where morals are stricter, it's bad. Well, it's almost the same. There are regions, there is a particularly closed area where I don't remember what it's called scientifically, not scientifically, I can't say. Microphone, but Lana, give us that, so that's it. Yes, you can grab clans there. I mean, not gaming clans, but clans like. Well, let it be so. Yes, here in our city, Mirny. That's where the biggest one is. It seems like a coal crater with one, like, VRO, northerners should live, but no. The complete opposite lives there, and there, yes, they threaten the admins. Well, there are people who just say, " Unblock me," and the police don't come, nothing happens there. Well, conditionally, the owner should look among his friends, acquaintances, those who. And maybe talk to people and tell them that you do that. They didn't do it, if they can't find it, then well, the business needs to be sold to them. I saw that

you have such an offer on your website. Write to us and we will describe for you the feasibility of opening a computer club in your city under a franchise. Do I understand correctly that this will be one of the points in Well, you are at least warned about this in the franchise that look, you have this topic, you need to be able to ensure security, no. We have another topic, that if you want to open in the wrong city, you live and you don't know thea, no jar, nothing, yes, then think three times because managing somewhere remotely and Well, I don't understand the structure of the market because in this particular case, the partner had two clubs, I think, or one, one definitely in a completely different city, everything was kind of great there, and he actually lived there, and so he opened nearby, 60 km away, and everything without control. That's the story. The business didn't go well, although at first it went very well. There was great in the first few days. Well, there is no control, the administrator said something wrong. Specifically, in this case, I can't even remember all the details. But after about a year and a half, this problem became very It's big and we were asked to figure out how to do it from a software point of view to keep the administrator alive. That's because in our case, we reboot every time they tried to hack it. It got to the point that it's better to be hacked than to leave the administrator without a head in what year you

are in place number one in the ranking of the most profitable franchises according to Forb. I'm not mistaken, we took it in 2022 and in 24, I do n't know exactly, the top 3, not the top 3. The most important thing for me was that among those businesses that need to invest as much money as possible, yes, that is, we are on par, it seems, with Dodo Pizza, yes, we have an opening. Maybe there are 4 million there, they have 30, it seems, yes, and so on, ad infinitum. Well, and to be in the cohort of such businesses. Yes, it's cool, what share of your franchises are profitable. Well, and those who buy a franchise feel good. I know that this is one of the most important indicators for businesses associated with a franchise, they can do as much as they want. earn But if there are 20-25 successful franchisees, then this means, well, there are so many red flags. Those who are these 25 who are successful, they can be the most profitable, but there is always the survivor's dilemma. We don't know how many people dolphins actually save because those they drown don't tell us about it. We only know the stories of those who are saved by spa. I will answer this question. If we take as a whole, like 100, then probably 25 are those who either earn very little or, well, they go, like, to zero, that's what I would say. That is, 25% is the maximum. This is a very good indicator. Well, again, I spread it out for you. Yes, that is, if those who earn a lot... Yes, probably above the financial model, let's call it that. I think that this is also about 25, 25% and 50 - this is either according to the financials or lower, but somehow insignificantly. Not that there is 25% more, well, it's normal, yes, because in any case, the financial model that we draw up is a guideline. Yes, that is, we are taking a club. which is already operating, yes, we have one, he does it with twenty computers. Well, about a million. Yes, it’s clear that we can’t take this as a financial model and sell it to everyone; there are others who make 550, 600 there. This is accordingly taken as a higher deal. Handsome. Well, again, as usually happens, if you go above the financial model, then you kind of worked. I only have one case where a super strange person, in general, the story is not about business, about the tyranny of management and all that, he gave a super result, it’s a question of location, he had such a cool location that he interrupted all this, that’s how everything usually happens. So, did I understand correctly that revenue of 20-30 thousand from a computer is ok, a B, good, and 50,000 plus. This is an excellent result in dirty strokes. Yes, the question is Where are you opening? Well, that is, in Moscow. Well, not really ok, yes, our record is the city of Rocket, it paid for itself, I think, in 9 months. But there are no alternative choices there. Two guys cried at the opening, why? Well Because they were happy that we opened, they have no other opportunity to play serious computers. Yes, these are, like, well, difficult moments that I remember with such, like, happiness. This was the second club that we opened. There, our club held, I think, 20 seats or 25. Well, let's say 20, probably 35 people came, considering that it was Saturday and people were still studying. Well, that is, there are videos and photos somewhere. I don't even have that everyone can't get in. And then two guys. Well, their eyes got wet right there, they said, "Thank you," but mine got wet too, I'm sure. By the way, for myself, here. Having come to gamers here on BL, I somehow discovered computer clubs again because I was hardcore. Before, when the r in doty was 6,000, I lived on about four, that's how it was. You had to devote a lot of time to it. And my hardcore started with Ultimo online, there, the Aldys will understand. If anyone knows what this is, in general, I do n't have a gaming computer and I don't buy one for myself because Honestly, I'm afraid of the amount of time he takes to invest in games. But going to the club with friends once a month when they invite me and playing Turbo turned out to be quite fun, so thank you from me too, even though I'm not a frequent guest. Here, please describe the

process by which you decide how economically feasible it is to open another club. Well, obviously, there are some restrictions on the number of thousands of people or how many computers there are in computer clubs for how many thousands of people. What other parameters are there for those who are watching us now? Wonder where computer clubs are? How can they understand in broad strokes whether they should do this or not in the place where they are located? Transfer all the input figures to the business model. That is, you still have a place, but a place preferably with some kind of premises. Because you may want this place, there are no premises here, that is, Let's UDM, roughly speaking, in detail, if we analyze the city, sort it out by the number of competitors, the level of competitors, the target audience. Well, in order to achieve this for free, Well, you go there to collect this. Facebook, I don't know. It works now or not, but how long does it take Contact? Yes, you put mugs and look at how many people are subscribed to your key groups Counter Strike Dota blah blah blah what can be done for free how many people should there be and how many competitors should there be so that there is a minimum or maximum so that you can continue further This is the research on competitors you need to Well go and look That is usually Monday Thursday well and Saturday that is Monday Thursday - these are weekdays To understand what the load is Saturday well that's it's a day off now if you went to four Well to four clubs and realized that Well we simulate situations and what, that there are not many people there even on Saturday Well that means some kind of dying location you need to run away from here a huge number of businesses even here in the Emirates are opening on the principle that means it works in any case and I'll just get caught up in the hype but that's not true Well that's why first analyze those who are inside if there are people there and you can give them your product that will be different in some way preferably for the better you can kind of work by the numbers 610,000 people of the target audience is an indicator as if it's good accordingly if at You're in the Bolshoi District, there's 40,000 and three clubs. Well, you can safely understand that you're still there, ten, then dirty calculations, they naturally won't give you anything. Well, the first step is to evaluate the target audience for 6,000, plus or minus one club. Uh, step number one, step number two, go to these clubs and find that they're all booked during prime time, roughly speaking, fully booked, so that there's a surplus, make sure that there really are people there, maybe not even a surplus, just that there are people there. That's the most important point. Because if there are people, they'll come to you. They'll still come to try. Well, step number three, evaluate the level of the product. Because I remember in my childhood, computer clubs that existed then, and what I saw when I came to you are, of course, different worlds. If it's a big city, then at most there will be two clubs per city, which are nothing special. Yes, all the others will still be screwed up, some kind of fancy backlighting. Somewhere a collective farm, somewhere cool, somewhere more VIP rooms, somewhere less VIP rooms. There are a lot of PlayStations somewhere, somewhere there's a Cheno Well, there are a lot of nuances anyway, it's just like a product and everyone who is out of work, without a standard, without franchising, they mold what they think is necessary That's how I see it, and then they make a decision Well, depending on their business experience Either they start redoing in time Or, on the contrary, they understand what needs to be tweaked Just a little more, a little more What does

launching a computer club look like What are the main checkpoints How long does it take How much money is needed for this I'll tell you honestly that at the moment, if we discuss my information, it won't be super relevant because I've had a very big focus on the Ministry of Regional Development and worldwide for over two years Well, I remember that on your website there are three packages something there I also don't remember the numbers PTI to DE approximately depending on the number of machines that will be in the club, I think from 20 to 45 according to the old figures I'll tell you there in 5 seconds per ml in a city with a population of approximately a million, taking into account Well, repairs are more expensive and so on, a club for 20 computers could easily be opened Well, now it's obviously become more expensive due to the same The dollar itself, 40 computers, 8 from de to 10, could be done, but it was also for 12, well, and accordingly, everything above that, more, there can be up to Bene, the most expensive project that Usya is right. I remember it was around 16 million, that's 650 square meters. So, the average payback in months is also different if e. Well, if everything is normal, IT is not super good. And normal is the average, if normal, then 35 probably 36 months, if normal, 3 years. That is, it is about 30-35 per annum in rubles. Well, for less than three years, it probably gets 2 from plus or minus, that's how it is, and in terms of money. Yes, 2 from. Well, okay, 30-40 per annum. That's approximately how it turns out, you see, because at that moment I was, well, I communicated a lot with partners. Well, there are a crazy number of cases. We always tried in any case to find a premises that were already, plus or minus, finished with repairs. Yes, there were premises of guys who did the repairs themselves, therefore. Well, it’s like a Delta that is maximally floating on paper, it should be like this. it's in reality Well, in different ways, please tell me, why a

franchise After some time, six months, a year, stay within your brand when it has a built-up one, stay with you, these are two planes. Why a franchise, stay under a franchise in Europe or in America? Because for three generations to come, you will lack everything that is possible. Because you signed the contract. I'm talking about Russia, of course, and in Russia, the task of the management company is to come up with all possible additional conditions that will be interesting. That is, we held on there for a long time using our own software at tournaments that actually unite into grids. One of the offers we had was that we provide the services of a target specialist for free. Yes, that is, you, well, marketing, give the budget and someone else does it. Yes, yes, that is, you don't need to hire an outside specialist. Well, these are the points that we entered the market ninth. Yes, we became second. That's it. And therefore, these are some of those tools that allowed us to drive out franchisees like a locomotive. You yourself drive out

franchisees. That is, you deprive them of the right to use your brand. In my memory, this has never happened, but recently there was a precedent of something like The day before yesterday I accidentally opened a chat with a management company in Russia and I just saw this garbage there, a dispute, one partner is leaving. Why is he leaving because the second partner on his territory is a complete alcoholic. And this is true and I said, I say no, do everything possible, go. That is, this is a competitor of the one who is leaving, he has problems with alcohol. Well, in all seriousness, this is our trademark, it hangs in one city, one is doing well, the other is doing well, only one is developing his business, and the other is an alcoholic who can come to his club at 12:00 at night and arrange some songs, dances, scandals, and so on. I give a very small example, this is bad for the brand as a whole. And they say, “We don’t want to work with this person under the same brand, do something,” as far as I understand, that. Well, the necessary decisions were not made. The person on our side said that he's leaving. So I hope I made it in time. I say, return it by any means necessary. And to hell with that. And this. Exclusive for the whole city. Let it develop. And this is the first precedent in 5 years. When are you kicked out or were there others? Well, it seems to me, yes, why does it seem so? Because I definitely said something like, "Hey, bring the documents, we'll sign everything freely." We're always in a position of vulnerability, a vulnerable position, a vulnerable position. Yes, that's probably how we, partners, live in a format where someone always owes us, who owes us, the management company. Why should they? Because we carry their Trade Mark. Is this in the contract? It's not in the contract. It's generally the case that most people don't read this contract. It's just that now, with this bureaucracy of document flow. Regarding international franchising, well, there are simply different mentalities. Now we'll get to international. And what can you do? Here are the top difficulties and challenges that franchisees face in Russia.

Yes, laws are constantly changing, you don't know. Today, you can't. The world is changing rapidly. Steam will disable Discord. These are the kinds of things that prevent you from doing something. Well, and according to the laws, that's why you want to sell chebupels. You have two options: either sell them illegally, or connect yourself to some company, you know, with a proud name like Buran. Why is fast food illegal? There's nothing inside because the trick is that in order for you to be able to sell them, you don't need to connect to the system that will handle it. This is for the regulator. It regulates grain, that is, the sale of chebupels. That's how this is a feature of Blue C because the kitchen appears especially from the fact that there is meat there. Therefore, connect, I don't remember the name, but it's good. I looked at the reports on the numbers of some of your top clubs, which are again in the public domain, and there you can see that the revenue from the kitchen and bar is approximately X2 X3 of the revenue from computers. And after talking to those who somehow understand a little about this world, they told me that the main growth in net profit actually comes not even from the kitchen, but from alcohol and from hookahs. How is it arranged for you? It's easy. Well, with everyone you I could talk to someone who has such numbers and works like this. Well, these are two clubs, one in St. Petersburg, the other in Moscow, and maybe someone is doing something somewhere in parallel. Well, two well- known examples, great guys. Well done, this is a hookah restaurant with computers. Yes, that is, it's just a different concept. Accordingly, ours, well, the best I've seen is about 48%, this is the transition to a bar. Yes, in this format, well, just different concepts. That is, I don't see the point in even comparing it. Well, friends, how do

you like this episode? I want to note that almost all the guests of my podcast... And these are entrepreneurs with a turnover of 1 billion rubles per year. So, they are almost unanimous. Everyone says that the key skill for an entrepreneur is the skill of forming and developing a team. The success of your business is directly determined by the total capacity of management competencies in it. Therefore, I have prepared for you a set of several dozen very useful files: guides, instructions, regulations, templates, checklists, examples of business processes, and so on. Everything that will help you improve, streamline your business processes and become a more effective manager. I have posted all these files for free on my Telegram. The link will be in the description under this video on the channel, so I suggest you pause the video now, download these files so you don't forget them, then finish watching the podcast and move on to familiarizing yourself with them and be sure to implement the management tools that I give out there. Well, let's watch everything further, okay, let's move on to

international, my main question is How did you break through all these bureaucratic walls to at least launch something in the Emirates? So it's possible to go back to how the group appeared. Yes, you and I left. There was this marketing, marketing, and at one point I said let's have more, more gaming, and at one point we started discussing opening a computer club. Naturally, jokes, laughter, but who needs this? Yes, six months, maybe a year passed, and at that point we would have already begun to lose the market, and like this, head-on into the door, into the wall, through evidence, as soon as we received the figures from competitors who had already launched, we realized that we could do better, that we could sell it, and in fact, here we had completely different plans, more ambitious or less ambitious in places, through the ability to negotiate, and there is no such thing. that the working day ends everything Well, that is, you have to devote 24 hours a day to solving a headache, then it’s easier I have some experience doing business in the Emirates and I have identified several features of this region compared to what we are used to in the CIS. Firstly, there is no such distinction in our understanding, according to my observations, regarding the fulfillment of obligations if someone says something here, I will do it. Let’s say this, even on this date, even if it is recorded on paper, you must mentally put the word inshallah at the beginning, if God willing. Then one side will put aside the two services or products that they agreed on, but this is only if it happens and your task is to understand the likelihood of this event occurring because the system will freeze, the right person will leave for another city, something else will simply happen, there will be a lot of explanations why everything we agreed on is impossible and the next date may be announced, but this inshallah also appears there and because of this, many who are just starting out in the Emirates have, well, not understanding the expectations because in our case, if you do something You promised someone. You risk your reputation and simply no one will do business with you anymore. And here it's not like that. It's neither good nor bad. It's just different and you have to understand this. That's why I see so many people opening here, like Boris Tsarkov with his mouth. Yes, the guys from PS are launching a second location here and are now opening somewhere a third. Yes, you already have 10, you've already launched it, it's generally grandiose. This means that, well, you've understood something more than others. How to get space. How to get all the permits, all the licenses, negotiate with everyone. This is incredibly valuable. Share it because persistence is understandable, it's good, but still, you have some conclusions. I've watched a

lot of podcasts about Dubai. Well, don't get into it. Those who did something and somewhere there, well, they just embellish it very, very much because we are open in the same locations. Yes and Well, maybe for us, of course, it all went differently, but I think that these are stars and the information field is kind of littered with this. The differences as such. No, I would know, as I said, you're coming. Let's say with the CIS and you're already experienced, you already think that you know everything and you have guys who will do something there for you because who are you? You're Fer, you're already everything. And the guys who came to do it for you. Even if they're your good top managers, they're not the owners. They get a salary, and when they're told that well, it will be ready on the thirtieth. They wait for the thirtieth. And when they're burning money, you go and see if they've started working on your order or not. That's how it was with us. We made all these mistakes at first. Yes, I planned that we would open in 4 months. In 4 months, we only found a place at all, and because no one would let us in, and the approval stage also dragged on for 2 to 3 months. Why weren't they allowed in? We wanted something awesome. We have some kind of brand. We're going to go and open in Dubai Mall now. You can't open in Dubai Mall. You'll have to go through an examination. Why do we have two branches in Dubai? A name out of nowhere, that is, Dubai Mall gives space like with the aim that if you are in Dubai Mall, then you will be recognized in the world, therefore, first, you somehow prove that you are worthy of it, show what you are really capable of, well, in Russia it is difficult to imagine that I would come to the landlord and say, “white legal business where everything will be fine, everything will be calm, quiet, legal, regular payments, here is the model, and so on.” They told me, “You know, something, you are not very worthy, somehow, in my eyes, leave.” But here it is really a question of the manager. Well, you present to the manager, the manager goes to the Lis Committee. If you and the manager drank coffee at the same time, or suddenly you clashed tongues. You can invite someone to a barbecue, then your success grows, as if before our eyes. Let's call it that if it is really important to you, you go, find out, do. You can open here quickly without any other meanings if you take an expensive company, but still. How much per meter will I do myself for that kind of money? Go do it. Yes, it is expensive here, but they will do it quickly. According to your estimates, the cost per square meter. Listen, now, taking into account there is already one. second third fourth fifth optimization 3000 dirhams Well, that is a little bit about 800 bucks Yes, approximately, plus or minus, I could be wrong Here But it seems to me 3000 dirhams Again, differently I had 100 friends comrades who said We will open here now, we will show our service Yes, everything is millions of billions Yes, actually, 95 left there and did nothing, just at the stage of not being able to break through the first wall Why Because they sent a letter and waited for something Well, with this approach It seems to me in many parts of the world nothing awaits you, and everyone who Walked walked for everyone Well, at least it was possible to open I don’t know about further work, but it was definitely possible to open How does the economics of the

same business model differ in the Emirates from the CIS Revenue net profit from a computer is more less Also, and especially considering that for six months there is most likely a seasonal decline in the Hot summer is very big Well, not that very big, with us, everything that is in the malls And summer is generally Ha Season because everyone goes to the malls Well, if you look at the numbers, like the ratio of the bar and the playing time, then it's more or less the same. We're trying very hard to make the bar bigger, more, more. Well, we're growing for now, but slowly, but the net profit from the computer is a full return on investment for the investor. Yes, 24 or 25 months, considering that we made a big mistake in the financial model, after a year of work, we still don't have a bar, that is, we're essentially doing about 25% of what we promised. Yes, but the bar took up almost 50%, that is, we earn significantly more from playing time, and accordingly, he has 60% there, well, less than 20 months is the full payback of the project, but it turns out that even more than Well, I'm telling you about a super case. Yes, it's just that in Russia, I'm saying 9 months is the fastest. Who has paid off? Yes, but this is, and here. The least, as it turns out, is essentially 2 years. That is, well, but you also need to understand that the dirham exchange rate in the Emirates is tightly tied to the dollar exchange rate, and in fact, you can compare this annual return in dollars and 10% or 20% per annum in dollars and 20% per annum in rubles. These are completely different returns because the ruble is depreciating against the dollar, so the return is 20 or 30-40, I don’t know how much you end up with. If anyone is interested. In general, go to the tram website. Fill out an application. Apparently, they will come and tell you. Where is the expected return? In short, it’s a lot because there’s an alternative that you can do. We had a podcast with Alexey Shevlyagino, who is engaged in real estate investments. An investor in the commercial rental business in rental real estate can expect 6-7% per annum, something like this. 20-30-40, which we are now talking about so vaguely, sounds much more delicious. I’ll give you. Well, that’s probably why you open it yourself and go less. There will be no franchise here. We open the franchise ourselves. That is, there is Audi, Aman, and yes, it’s interesting to myself. Well, including. Well, again, this is kind of an exception. We have projects that show completely different returns. Yes, including Umit. Yes, of course, I’ll tell you. I named the headliners. Let's say, you know how I'll put it. Well, you could say we have two branches that are sick. Here's one branch. Well, I think it's probably about % per annum, that is, 5 years, so say it. You know, it's something so bad. 20% per annum in dollars cannot be obtained on the market with such a level of risk. Well, because they promised something else. We promised that in 2 years you would get all your money back and it will continue. Well, it didn't work out, we did when we came here. That's all there was to it. Well, that's how we see it. That's how we feel, friends, in general. Who doesn't understand why I'm so happy when I hear 20% per annum in dollars? Look at one of the first videos on my channel, called " Think," as I talk about different options for investment thinking, and there you will understand why this is, on average, twice as good as the market with such a level of risk, in my subjective opinion.

Well, here's another question. I'm interested, of course, in Saudi Arabia at the beginning of 2024. In February, you announced deals with an entrepreneur from Saudi Arabia, within the framework of which he took some kind of commitment. Now I'm interested in finding out. What does this $45 million commitment look like for opening 150 clubs over 5 years? Well, the very first question. Has the first club opened in Saudi Arabia yet? No, I don't think it will this year. There's a chance, but most likely not. We're recording this podcast, if anything, what's it now? October, end of October 2024. It turns out that 8 months have passed, and is this how it was planned or not? Well, we're learning more and more about the new elements of our partners' mentality. They're different everywhere. It's very interesting. Please share. Because Saudi Arabia is looked at as such a huge pie, which has so much money, there are a lot of people there. There are about 45-50 million people, they have a lot of money, but no one knows how to approach this market. And you, as a pioneer, your experience and reflection will be incredibly valuable. Well, regarding the amount of money specifically in Saudi Arabia's sovereign wealth funds or among the population. Yes, these are different things because we're actually. Well, there with a private individual. That is, he has funds and so on and so forth, but In fact, this is a private individual, well, the background story, everything happened by accident. He came to one of the branches, saw it, went to other branches, got my number from the employees, I forgot about it, and after some time there, I was in Saudi Arabia. I had nothing to do, I had an idea to write to him, and right there, a Russian-speaking assistant flew from a row to J and negotiations began. Well, we ate, drank, drank tea, smoked hookah for two days, and then lawyers got involved, began negotiating for a long, long time, then everything came to the point of signing, and signed. We, for our part, announced that they can complete projects quickly because there are documents you signed, which are documents like a memorandum of in, something like this, or is it an actual contract with a date and terms of validity. First, it was May, after May, I don’t know what it’s called correctly, something like that, in short, what is called “ not legally binding to anything,” then we signed that everything is fine, they start, and so far they are, like, m, how can you say “in progress,” in work, e. g., there are three branches that are being built there, e. g., we are actually building They were sold a master franchise, that is, they gly moment They took a dump and paid Well, an advance payment That's what we'll call it, part of the dump Well, do you have any conditions, what is part of the opening, something else Yes, right now we are busy trying to sell franchises there in order to transfer them as a master franchise Well, because well, it's just very slow And what is a master franchise then?

I'm not a big expert on franchises Master franchises when they have obligations, it is clearly spelled out that they must open an office with them, the number of employees we train and they have the right to sell the franchise themselves Yes, that is, they can open it themselves Yes, they can pour it, accordingly, they can make money on this And what regions are you interested in for this kind of activity Yes, in general, the whole world In short, guys, fly to Dubai, go to any computer club gamers there, ask for Vlad's phone number, write to him when he accidentally ends up in your country, he has nothing to do, he finds you So, negotiate with him about a master franchise If suddenly you think I'm somewhere in Argentina now. What business should I launch next? I suggest we move on to

our mental experiment. Let's think that the timing we're going for is just right for it, which means they're modeling. Imagine that you wake up in any city. You choose. I don't know which city you choose. Moscow. You wake up well in Moscow and discover that your material assets, businesses, your holding company, bank accounts, cars, real estate, stashes, buried gold coins, somewhere in the woods, all of this has been reset. Your social capital has also been reset. Nobody knows you. You have a mobile phone, it's connected to the Internet, but the notebook in it is empty. You have a place to live, you don't need to think about it. You have some small free funds, say, 100,000 rubles. This is what anyone can save by working for a couple of months for hire and having dinner. You've already been through this game, so your cognitive capital is all in place. You know everything you know. You can do everything you can do. Your skills, your intuition, and you have a task. How? It is possible to quickly reach a revenue of 1 million rubles with a good profitability of 20-30 so that it is a sustainable, reproducible business model. This should not be the final one. That is, you cannot go, say, into consulting, where your capacity is limited and all this should be an intermediate point at which it becomes clear that the entire business model is sustainable, it can be scaled and can be further. This business can be grown further to a billion or billions, depending on the personal ambition of each person. That is, we do not have the task of earning a million. We have the task of understanding how you act, how you think, how you make decisions in a situation when a blank slate is in front of you. Well, here is the question. What happened next? I would go through the question of myself: am I a craftsman or not? Can I say something with my hands in my case? No, my hands are growing out of my asses, so obviously this option would not suit me. Well, in a real case, I would start looking for a partner who understands the operating system. Maybe I can put together a financial model based on what I have seen. Where would you look for partners? Where would I was looking for partners, taking into account that Well, the main doors are closed to you, they won't let you into Atlanta or some other trendy business. Yeah, no, I'd go to some MIPT in Bamako, I don't know, I'd write to the nearest places on VKontakte or Instagram. Well, in this format, a partner. Well, since you don't have any money, based on our waters. Yes, first of all, you need someone who is ready to go for the idea. But, well, that is, you think, listen, the task. Yes, it's probably more difficult because first you don't have an idea, yes, that is, you need to choose a niche. Well, I can't do anything with my own hands. Therefore, in my case, this is not suitable, but I definitely know how to sell. So, accordingly, it should be either a primitive buy-sell or some products that can be useful but haven't been made yet. That is, a startup itself, considering I have, as you said, all my own. Well, everything that was in my head before. Well, I'll start digging around, what's not there yet. We were laughing yesterday or today. I say, damn, it would be a cool startup. If something made a hangover kit so that you It's just rude to say, I went into the app, pressed the button, and in the morning there was already some kind of hangover kit at your door. Well, you could sort of work on the concept of what's inside or not, a subscription kit so that it would come every Saturday. And what's more, no, not that every Saturday, I guess he can't work on it there. Do you have some kind of watch or does your iPhone understand that you've gone to bed? It's too late to connect vendors later so that they put samples of pickles there, maybe a crazy person. But this is what I actually mean, if I find myself in the situation that you outlined. I know. Well, the problems that have n't been resolved yet, but they need to be resolved. Can you give an example? Because, in fact, I'll tell you this. You outlined several important points that I'll highlight. Firstly, the phrases "I know how to sell." So, I

want to say for those who are watching us that sales skills and the accompanying negotiation skills are one of the three key skills for any successful entrepreneur. What two? Maybe I'll say it later, but sales skills are one of the three most important skills for a successful entrepreneur. Moreover, I'll tell everyone who is watching us. Now, in the next 90 days, you can significantly improve your income. Just if you take good sales training, read a few good books on sales, and start applying these skills in life, not necessarily selling something at the market or on Avito. We actually sell to our friends. The film "When We Go to" We buy tickets or sell them to our family members. Where we go on vacation, we also sell ideas and projects at work to our colleagues. Not to mention interacting with partners and clients, so sales are number one. Key. But the second key is an entrepreneur's skill, which I don't know how to develop. I see it, but I don't understand how to develop it. This is the skill of seeing large gaps between supply and demand. In fact, the whole idea of ​​this podcast is built on the basis of developing this skill. When communicating with entrepreneurs, I understood for myself how it is that they look at the example of how you drew a circle on VKontakte, went to the club, all this is the technique of finding a gap, so this is actually

the key. How would you look for something promising enough, like a hangover kit or a computer club? You know, when you started telling me, I realized that maybe even after all, I'm not talking about selling, about negotiating, but selling. It's just somehow. Well, succinctly, one comes out of the other, it's one and the same thing, in essence, well, you could say so. E would start, well, picking niches, actually. What have we talked about? If nothing were obvious in my head, but I have a task. I need to survive. Yes, I need to make money, but there is some kind of layer or challenge. What niches do you see now that you would start talking about? The question of your business experience and, like, partnership, do you have one with anyone or not? Yes, starting from the fact that importing all kinds of cars, equipment, chocolate bars, Fix from Dubai, that is, everything that you simply cannot currently purchase in Russia. Yes, it’s as if Nur. Yes, this is generally well, on the surface, how would you look? What exactly should you import, if you have now. Well, let’s repeat that you have all the knowledge that you have at this moment at the end of 2024, so that you could look at the subject of how interesting all this is, that some kind of drill for a drilling rig, an airplane wing, in the literal sense of the word, that is, well, specifically, based on the knowledge that I have, yes, I would definitely not be involved in importing cars there, say, in Russia. I would rather. I would rather look for people who can supply, I don’t know, brakes for a Boeing. I would. I went there, sanctioned products of such industrial or even dual nature, I don't, I honestly can't say. Well, whether it's sanctioned or not. Well, anything related to bongs will be quite difficult to deliver to Russia, but it's

very interesting. I would go at this point. This has never happened before. How would you organize business processes here? Well, you must have a country. Where can it be sent from and a country that can accept it? Then the question is how to deliver the goods to a country that can send them, but for me, this is not Rocket Science. Then the question is: Negotiate with customs, look for people who can connect you. Well, in fact, it's not that obvious. As soon as products are requested from someone related to sanctions, let's say you have a legal entity in the Emirates that sends a request to a Boeing plant in America or an ABA plant somewhere in France, they will naturally begin the basic KYC procedure. They will request UB's statutory documents, where it will suddenly turn out that you are a shareholder with a Russian passport, so there is no risk of immediately leaving, or they will even put you on hold. How to get around this situation. Well, on the shore, you still need to assess the risks. Yes, there is a wing, so to speak. And there is A bearing, a bearing that is also very much needed, a bearing, this will be made in a specific plant in Germany, no one cares where you buy how many of these bearings. Yes, it is clear that there is a difference when you trade software or some elements that are important for something to fly or land from an airplane or even for a bearing in Russia who is ready to pay for it, he cannot make you a transfer to your legal entity in Dubai, let's say. He can bring you several suitcases of money, which will immediately raise questions from the Russian government, which will have to be somehow resolved, but let's say somehow this is solvable. By the way, I recently learned I was at a seminar in Skolkovo on cross-border payments, since one of my projects is related to contract manufacturing in China. Under Russian law, it is absolutely legal to pay foreign legal entities in cash, that is, cash settlements between legal entities within the country in rubles are prohibited there, as there is a limit of 100,000 rubles, but you can pay foreigners. And in fact, one of the payment channels in China is people take bags of money like this, they come to the bank, give them a piece of paper, the bank takes out a huge amount of dollars with these dollars through the Red Corridor, they declare them, they explain that we pay in cash. Here are our documents, here is the bank. They gave us everything, we have everything legally, they board the plane. Well, naturally, if it's more than one bag, then these are private jets, private aircraft, and they actually bring cash there, and this is how it really works. At the seminar, on the sidelines, one of the seminar participants shared that there are several other payment methods from Russia that are currently working in another country, but I'm interested in your experience in the EU. You come with a bag of cash here, transferring it, say, in crypto, to the bank and say, "Well, I need to put it in the bank to pay, they also kind of triggered the wings of the plane, I think some lights will turn on, they will come, how will you get around this, I will say." So, to the person who... Well, this is my thinking. Okay, it won't suit everyone who needs something. He is first and foremost. Thinking about how to pay for it And when you work, put a wing on it, you don't need to be afraid to ask a question. This is it. Well, it seems to me that the worst fear that can be is to ask a question. And you won't tell me, but you are capable of it. Here's how to pay the money in that jurisdiction, they won't look at you like you're a fool. Someone will tell you that. Well, yes, like, buyers will already have methods. You're counting on this. I will ask questions, and you can make this payment yourself. If they say no, yes, accordingly, my task will be to say that everything is ready, yours is already cherished. It remains to resolve the issue with payment forever. In all companies there are people who can resolve the issue, to the point that my friends write and call and say, Vlad, you need to pay for the exhibition. Well, a petty request. Yes, there are 10,000 or 20,000 dollars there. Pay for the exhibition for us because a payment has come up or something else. We will give it to you there. That's why this is a small problem. Again, it violates the conditions. Why is there such a condition associated with social capital so that this one models with a higher probability. It was reproduced by those who watch us, those who don't have a friend they can call and say, "Listen, throw twenty at the exhibition, I'll give you back later somehow," the moral is different

first you need to sell, or who to sell to, cell phone on so, this is on request, yes, and the question of networking, you need to restore it, so you need to go, I don't know, in the smoking room. I have two cases when I got a big profit from an ordinary smoking room in a hotel, that's why it was in Russia or in the Emirates, well, once in Russia, once in the Emirates, how would you go from scratch, which smoking rooms would you go to for profit, it's not obvious, well, for me, I think that for many who are watching now, too, I don't know, it's just that the guys at Skolkovo smoke a lot or not. But in any case, where there is business movement, a-a, Well, they counted, you can be useful, and in any case, Well, as it seems to me, an entrepreneur meeting someone with eyes with fire in their eyes, Yes, who is trying to sell something, not very brazenly, but offer... Well, at least he will listen In my social circle, the guys will give me the opportunity to finish the conversation. Where does your social circle smoke? Where can I find the kind of social circle you have? What places should I go? What parties should I attend? Yes, you can go to any bank. Well, if you know where Sberbank is first, go. Well, okay, Sberbank first is probably too much. Well, in any case, places of activity are cafes, bars, restaurants, considering that you can't sit there. Although you can drink tea, yeah, like, Why not just watch more. Well, that's not a story, probably not. About weekends, more like a weekday evening. When we're not with families yet. Yes, but the guys got together to chat. Well, now you and I, after recording, for example, will go have dinner and smoke hookah. Here we are, sitting. You and I, two entrepreneurs, and then your avatar comes up. From this thought experiment, what should he do? Well, first of all, he should sit and listen. That is, just stand there. Can I sit and listen? No, well, we are. Yes, to listen, you don't need to cut in. You need a log. Yes, just start, just listen, there's just some context. Understand What People Are Talking About Because Example As you say, I was sitting smoking, a guy came up to me and said, Hello, are you the boss at the club here? I say, Yes, he says, I have an idea, I want, Well, I won’t say the idea, but he wants, I say, Okay, here’s our person’s contact information, get in touch. Yeah, I was sitting smoking. I’ll tell you a story on this curb, back in 2000, maybe in 2014. So, at the very start of RIL Rocket, this is a marketing automation business that I sold a couple of years ago, I couldn’t close a deal with a company in St. Petersburg, and there was, at that time, a wonderful person named Leonid, with whom we’ve been friends for a long time. Leonid, hello. If you look at it, in general, I couldn’t get through to him. For some reason, he cancelled calls, or he didn’t show up for them, or I’ll come to St. Petersburg. Somehow, our meeting wasn’t working out. And I was in Moscow, and at a conference, then the most popular conference in digital marketing was called the Russian Internet Forum RIF, which lasted 3 days in Moscow region I went there and met the co-owner of this company to found, naturally, we weren't familiar, I had practically no name in the industry I went up to him and said Alexey Hello, my name is Nikolay Leonid and I can't seem to get in touch I have so many ideas for your business I would like to do this there well, in general, there in a minute I tell him what thoughts I have, what ideas with fire in my eyes, naturally, this is my startup I say how can I slini talk about this that says about me for life Remember, Nila is on fire sri Nikolay is right I say yes, you are a salesman I say Well, yes, a salesman They told you no they didn't say so go and do your job Nikolay turned away and left and it stuck in my head Since then I remembered this moment somehow forever after a few months this sdeku comm years It seems to me last year or 2 years ago They closed unfortunately But nevertheless Here is such an instructive story I immediately remembered after you said that in general it is so It works If you're charged You believe in what you're doing You just at informal formal events just in cafes in restaurants you find the people you need go up to them and tell them I have an idea That's why you should listen to me how I can do something for you that you need while I was listening to you There are still a lot of neural connections spinning in my head I would definitely try it this is in my style and to go somewhere to drink you need not water hot water Yes but just like that The budget is limited you won't drink much but nevertheless join in Well these should be establishments not pubs Yes most likely there level Up Well that's because in drunken conversations and that's it Bro you're with us come on and a lot is born in them and in the morning not Everything is forgotten these are also such big points of contact when you have a shitload of brain Well how and so like there is nothing Well that's the question of watching and picking at trends I'm not sure now how it works or not I don't need to check but in any case, all the possible C systems remained there, so you can just look at what is flowing more traffic Yes, some kind of goods, product, that is, look Well, the trend can be broken through possible social networks where the trend is going Let's take a different approach if you, being in

this situation, wanted to open a computer club, for example, a TR gamers franchise, how would you act, by the way A good answer would be you shouldn't do this under any circumstances if you suddenly really think so, that you can and should open a franchise Yes, it's not necessarily TR gamers simply because the check is too big and in the case of Gamer com Every time someone comes, we spend time on him, then he says Okay, I will continue to look for investors with ROM, as if we are no longer discussing this I once said I say it's a waste of time to sell a computer club to an investor, it's almost impossible if you, especially as if you want to buy a franchise, I can sell Yes, another, as if, well, maybe someone succeeded Okay, but it's clear, by the way Why I would be happy to discuss a potential partnership with some charged person who will speak on a small a share of something like 5-10 about an operational person so I would n't look there at all so that I could invest in opening this club this doesn't happen with you I thought that this is often the story of Franchises 10% Imagine we give away 100,000 rubles from me yes Okay if we take all the knowledge that I have We need to open somewhere Well, very far away Okay, I'm ready to move to start life anew I need 2.53 million rubles there Yes, anyway, then you need to find relatively young I'm talking about young guys now to whom it will be easier to explain what a computer club is And as my experience shows, yes These are now these younger guys They Well, this is more a story about somewhere crypto Well, everything that is connected, as it were, with the digital theme of crypto Well, something like that there is a lot of input And here how does it turn out that it's offline Yes, and the person who goes around collecting investments most likely has little experience And you need to entrust all this capital in return to receive a certain amount of interest which we kind of work in the 60/40/50 format 50 And when they tell us, or what, we say Well, no, then no, but I know how they bend others, this 80 on 2 in this format You understand that, like, you're already you, you're a hostage of this work, then on this Delta Yes, you wo n't be able to normally hire some kind of operating system in your place Because you signed up Yes, you're like a hostage, that is, and in the opposite direction If you don't have the necessary qualities, you have no experience, then why the hell should anyone give you money, in short, history is not a simple side in this case No, I'm like, I'm like Well, it seems Well, products that you can come up with through evidence Yes, conditionally, look, [ __ ], here's the opening of a coffee shop, a million Yes, a lot of coffee, but I studied, walked, wandered BB, here, succinctly, it will become a coffee shop You just have to invest your time in research You have to actually find this place, prove, see what you have there People leave this house and buy coffee only through there, 900 meters away, but if they pass here, they will buy from you here now or some Well, like blanks You know, some area is being built, Yes, there's a residential complex somewhere, a helicopter Well, I don't know where you're from, maybe Insight, who knows, city- forming buildings to sell, probably 70 to 30 You'll be able to get it for yourself, is it

interesting or not, you need to count, then I suggest we finish the thought experiment here Usually we finish it with a specific amount and deadline in other issues here it went in the other direction, but still, it seems to me that we dedicated several very important points that will definitely be practically useful to those who are now watching and thinking about starting this How can he do this more efficiently, improve this, that's why I declare this thought experiment complete We seem to be out of our control, this is not required I think that the main value of what we take out of your brains here is simply a way of thinking in order to make decisions a little differently in addition to your own strategy that is in your head to see something And also this happens Wow, I haven't thought about this before, that's why Friends, please write in Comments: What are you taking away from this episode? What insights did you gain? How do you see how you can change your strategy? What changes will you make in your work starting Monday? This will be very important and useful. It will also help promote this video so more people will see it.