From Lawyer to 150 Employees

00:00:00: and I was poor at everything.

00:00:01: For that, I had no hope to become a partner.

00:00:04: I never read single book in my life started off with the thirty thousand terms of investment And then has grown into fifty people company into multi-million dollar business.

00:00:15: At moment we have thousands of clients.

00:00:19: Building our business is building system or systems System Of Systems.

00:00:25: So what are biggest enemy for growth you think?

00:00:36: And I was poor at everything.

00:00:38: I had no hope to become a partner, that never read single book in my life with the thirty thousand terms of investment and that has grown into one hundred fifty people company into multi-million dollar business.

00:00:52: At the moment we have thousands of clients and come.

00:00:56: our business is building system or systems?

00:00:59: System off system The

00:01:01: biggest enemy for growth you think

00:01:05: not changing?

00:01:15: Welcome to another episode of skill in a podcast where we Share stories that stick and strategy is dead scale.

00:01:22: I'm your host Dr Angela Thomas entrepreneur leadership expert, and the founder of skill in air ecosystem.

00:01:29: In every episode i speak with entrepreneurs founders an influential leaders about their expertise That

00:01:36: has shaped

00:01:37: them And they're strategies behind their success and lessons that you can learn and build Your own sustainable success in business from my guest today.

00:01:49: Mohammed Tariq is a founder and the CEO of Insone Group.

00:01:54: And hosts himself, The Podcast Think & Grow Ten X Wow!

00:02:01: And Mohammed began his professional journey as technically focused lawyer.

00:02:07: over time He transformed his legal professional into an entrepreneurial journey that he built it in zone with and into a company, not only some kind of set up company but into a Company.

00:02:22: That supports international founders throughout their entire business journey In the UAE from company formation And visa to banking taxation Legal services and ongoing corporate Services in zones goes far beyond simple issuing a trade license.

00:02:43: And today we will talk about Mohamed's journey from lawyer to an entrepreneur in the growth of Inzone, and company that has system behind scaling.

00:02:55: We wanted know that system and pick Mohamed Sprain.

00:02:59: very well welcome Mohamed!

00:03:01: Thank you for having me Dr Angela.

00:03:03: it is wonderful such detailed introduction.

00:03:06: very, very pleased to be here.

00:03:08: Very excited for this conversation!

00:03:10: It's

00:03:10: my pleasure because I wanted to know something.

00:03:14: that is the first question Because i am always so much in respect of legal advisers and lawyers and people who hold all the power-crafts.

00:03:28: What made you come first to Dubai, being in Dubai then as a lawyer?

00:03:34: And where was the switch?

00:03:35: that you turned this

00:03:36: all

00:03:37: into an entrepreneurial journey of business and made out of such an expanding sort of business.

00:03:47: Tell me a little bit more about

00:03:48: it.

00:03:49: Okay, great.

00:03:50: So I came to Dubai in two thousand seven.

00:03:53: so it was an opportunity with a law firm which is region's largest law firm.

00:04:13: be in the UK for studying law.

00:04:15: And I became a barrister there, and then went back to Pakistan... ...and started my law practice at a law firm.

00:04:23: Then I moved to Dubai with this opportunity.. ..and when came here as you rightly said was technically driven lawyer I, unfortunately did not have any entrepreneurial mindset like you had.

00:04:37: You'd mentioned just off-camera that you started your first business when you were eighteen right?

00:04:42: I was completely different.

00:04:44: so at the age of eighteen i was just passing out from my college actually in my hometown.

00:04:51: So now with this law firm advising clients.

00:04:56: And of course, you know practice was fine.

00:05:00: I was learning how to be part of the law firm and how to advise businesses.

00:05:08: but one thing that was lacking in me is this entrepreneurial mindset.

00:05:15: because of these shortcomings i did not expect or hope become a partner in the law firm.

00:05:23: Yeah, that's

00:05:23: what was your goal to become a partner

00:05:25: of this?

00:05:25: That was the goal and that happens.

00:05:30: join law firms, right?

00:05:32: So when you qualify as a lawyer.

00:05:34: You would join the law firm where they hope that you know slowly rise within the firm and then eventually make partner.

00:05:42: And for that day look at your business development skills Your soft skills or need to be great speaker.

00:05:49: You need to develop in the business.

00:05:51: You have wonderful relations with clients.

00:05:54: I was quite bad at it.

00:06:01: All of these, apart from just the legal advice which i'm is quiet good and proud that i could draft contracts or legal opinions and my seniors were quite happy with them but feedback used to get me lacked.

00:06:17: all this skills mentioned for that had no hope to become a partner.

00:06:24: Well, can I only imagine?

00:06:25: To have no hope could be the hopelessness point on your

00:06:28: career right.

00:06:29: so then Then

00:06:31: II

00:06:31: found an opportunity in-house with one of the local you know One of the biggest businesses here And that was my escape and said if I can't become a part now because that's how it works in law firms.

00:06:48: So I found this opportunity and moved in-house with his company, And then he was there...and you know..I used to feel what is going on!

00:06:58: I wasn't very happy but one thing that triggered them were they learned how businesses are run as part of business.

00:07:08: so thats where the change happened.

00:07:10: Along with that, I started reading books until the age of thirty-four.

00:07:16: Can you believe it?

00:07:17: I had never read a single book in my life apart from textbooks which were mandatory to pass the exam.

00:07:25: So your talk

00:07:25: about books that inspire you

00:07:27: Yes.

00:07:28: so i started reading and exploring myself.

00:07:34: Now within a year things changed drastically.

00:07:38: I found out that i can become an entrepreneur.I found out,that i could set up my own law firm.

00:07:45: How was this in your

00:07:47: idea?

00:07:48: Where is the aha moment?

00:07:50: because these are moments where im deeply seeking for interviews Because thats a shifting point where you have actually out of...where you expand basically all your talents into business correct?

00:08:02: so it's at this time when i got really fed-up with myself.

00:08:08: I'd given it a go in the law firm, I was trying to rise within the firm and then in-house role was little technical.

00:08:17: but you know i wanted to discover my self .I want to know what am built for?

00:08:24: And that's exactly happened through studying these books reading this book finding out and exploring running a business.

00:08:38: Can you imagine?

00:08:40: So leaving that law firm in two thousand ten, and two thousand fourteen starting the law from That is now the biggest estate planning law firm In The UAE.

00:08:49: Wow!

00:08:50: The firm I started by the name of Legal Inns.

00:08:54: My fullest respect and support on that.

00:08:57: Thank You.

00:08:58: so things can change.

00:09:00: And this This Is the story Of Change in my own life.

00:09:05: Was it technically driven?

00:09:06: lawyer had no hope of making a partner at law firm to starting my own law from?

00:09:12: that is now the biggest estate pending law firm in the UAE Right.

00:09:16: So, that's the shift that I went through and That was The shift that happened as result of self exploration Self-awareness understanding my own strength

00:09:30: reflection

00:09:31: correct understanding my weaknesses.

00:09:34: And that's where I believe, you know when i talk about ten x and all of that.

00:09:37: You know That is a metaphor for change.

00:09:42: It's not achieving your potential

00:09:44: yeah?

00:09:45: Even exceeded right

00:09:47: sometimes correct.

00:09:48: so that Is the story.

00:09:49: wow

00:09:50: that So inspiring.

00:09:51: now interested in what When do you remember that time when you had this conclusion?

00:09:58: OK, let's change

00:09:59: it.

00:09:59: I do remember of course...I used to read books now and actually ever since i've been reading books And listen a lot for audiobooks.

00:10:08: It was one fine afternoon where we were visiting our client within the group.

00:10:21: suddenly something clicked.

00:10:23: I said, this is it?

00:10:24: I can start.

00:10:25: for example the idea that originated was that I could start selling legal documents online

00:10:32: right.

00:10:34: so i took action and you know.

00:10:36: then I set up a website.

00:10:37: in first product or service we started off as a will.

00:10:41: yeah its big thing in UAE.

00:10:44: yes So We do maximum number of wills at the moment compared with any competition Will writing law firm in the UAE at that

00:10:53: moment.

00:10:54: Yeah,

00:10:54: wow So that's where it all started and you know I took action essentially.

00:10:58: And then there was a journey had to go through developing The website understanding product learning this sales part.

00:11:09: as a lawyer You never trained to become a salesperson.

00:11:14: So as an entrepreneur, you know better than anyone else.

00:11:18: You've been running a business or businesses since the age of eighteen right?

00:11:22: so we need to become salesperson.

00:11:24: yeah I see this.

00:11:25: when do our doctors?

00:11:27: and also legalization on their licensing for doctors sometimes lawyers?

00:11:35: they have no idea how this market here works that you need to sell.

00:11:41: And as an entrepreneur, This is the biggest skill.

00:11:44: and sometimes my mom asked me are you not scared of what you're doing?

00:11:47: I was like i'm not scared at all because I know How To Sell and this Is Nothing That People Think Is Toxic.

00:11:53: Selling Is Something So Beautiful For Me.

00:11:56: It Is A Service To The Client To Have A Target Driven Or Conversation With Your Client.

00:12:06: make a bigger and faster decision, right?

00:12:09: Absolutely.

00:12:10: So I'm very glad that you found the joy in this object of sales.

00:12:16: So

00:12:17: sales had to learn how to sell or communicate effectively because it was a bad communicator when practicing law at the law firm but couldn't speak with people.

00:12:31: I remember sitting in meeting rooms communicating.

00:12:34: I was a shy person, extremely shy.

00:12:40: I couldn't talk to two or three people in the meeting room... ...I couldn't communicate my ideas.

00:12:45: so i had make that shift not only generate those ideas but actually communicate them most effectively.

00:12:55: and sales is one of it one of the best communication techniques or skills that you are supposed to have and

00:13:01: practice a

00:13:02: lot at any given point in our lives, we're either selling or buying be it an idea or product.

00:13:08: Exactly!

00:13:10: At the moment I'm communicating with you.

00:13:12: i am selling a point-of view right?

00:13:15: Strictly speaking if Yeah,

00:13:19: it's such a beautiful transformation that you share with us.

00:13:22: Thank you for that.

00:13:23: Let us forward a little bit towards your journey within INZO.

00:13:28: now You have started but the small team right.

00:13:31: yeah

00:13:32: if I Have in preparation of this interview?

00:13:35: I think I have researched like four or five people.

00:13:38: is that correct?

00:13:39: and Now you have one hundred and fifty.

00:13:42: Please tell us how are you scared in that one?

00:13:45: So I think we've grown organically.

00:13:51: How it started was completely online with the law firm and then gradually over a period of time, We built business.

00:13:58: You know It's completely bootstrap business.

00:14:03: There is no investment from anyone else.

00:14:05: It starts off at thirty thousand dirhams of investment And that has grown into a hundred and fifty people company, into multi-million dollar business at the moment.

00:14:15: We have thousands of clients.

00:14:17: coming back to your question for period of good four years we were team around three peoples.

00:14:27: That was the most difficult time in our business.

00:14:31: Because that's where we had to learn how to sell, market ourselves and mature the product How to serve clients better?

00:14:38: And gain trust from the markets.

00:14:42: We didn't have an office space either.

00:14:45: So it

00:14:46: reminds me of my journey here in Dubai

00:14:48: Absolutely!

00:14:49: It is a very humble beginning.

00:14:52: In two thousand eighteen we started InZone So in zone started off again with a couple of people.

00:14:59: We had rented office space, very small office where I could hardly fit myself and then the journey started from there.

00:15:08: In twenty-twenty remember just before pandemic we moved into our own office space about eleven hundred square feet office space And were team five at that time.

00:15:21: so everything was tough period for us in terms of growing extremely slowly, just making sure that we are profitable.

00:15:31: We're generating enough revenue to actually sustain as a business and we're accumulating enough net profits to ensure that were actually able put the money back into the business right?

00:15:43: So that was very important.

00:15:44: Twenty-twenty five people and twenty-twty-five, twenty six with one hundred fifty.

00:15:48: so thats where you know started going at.

00:15:53: We could do that because we had built the foundations.

00:15:56: Yes,

00:16:00: it's so important to have the foundation processes before you start the scaling process.

00:16:05: I wanted to pick your brain on that aspect.

00:16:07: As you mentioned the pandemic, i'm trying to always avoid this but it is a framework of crisis and management inside the company at this stage that we have underwent.

00:16:20: everybody has underwent this.

00:16:21: so i wanted to know.

00:16:23: You described you moved twenty-twenty just before into an own office space A bigger one That you could grow?

00:16:31: You made literally space for all people.

00:16:33: then pandemic started, what was the dart process in you?

00:16:38: Did you see it immediately as a chance or are Was that the right decision?

00:16:45: I'm a little bit, you know, under tension here.

00:16:49: Or did you see?

00:16:50: okay this will lead into an massive chance of growth within the UAE because of the global positioning that UAE basically had with in the Corona

00:17:03: COVID... So when crisis hits i see it as opportunity.

00:17:09: The reason I am able to see any crisis and opportunities is that we're very, very conservative as a business in terms of maintaining certain cash flow.

00:17:19: Maintaining certain reserves which always would help us pass through difficult times.

00:17:26: So going though this current situation as well We have actually sailed through nicely And same was the case during pandemic.

00:17:33: Yes, I was worried.

00:17:34: Yes the team is worried.

00:17:36: yes we didn't know what future would look like but at same time there's a certain vision and thought process because it remains so small.

00:17:46: for first five or six years and we were conservative in our cash accumulation We did not have any fears of losing business And we would sustain.

00:18:05: Yeah, that is something very beautiful a founder could have as business owner can have.

00:18:13: then I heard recently from the CEO of MR and he said Can you not sustain actually three or four months off crisis?

00:18:25: Did you not build up your business to sustain a three or four months crisis.

00:18:30: And what you explain is the testimonial to that philosophy, then do have something to sustain

00:18:40: some

00:18:41: case of crisis and how you navigate through it?

00:18:45: You've studied scaling upright.

00:18:47: I mean just before recording.

00:18:49: we were talking about your interests and your PhD, right?

00:18:53: You mentioned that you have done the thesis perhaps on scaling up.

00:18:59: And one of the key components of any scaling off a business is reserves.

00:19:04: exactly

00:19:08: Right!

00:19:08: You know, businesses would go through times which are either difficult or challenging.

00:19:18: Whatever that time is you need to be able find opportunities in those times.

00:19:24: We found opportunities and this situation as well.

00:19:27: we've found opportunities In that situation during the pandemic too.

00:19:32: So what happens?

00:19:34: Is when your titan cash Your entire focus shifts from finding opportunities to actually sustaining the business and you end up making so many bad decisions at

00:19:46: that time.

00:19:46: Exactly, how to pay the next salaries?

00:19:50: You just can't think from one month's to another.

00:19:52: this is not like kind of a gross mindset right?

00:19:56: Just imagine your entire brain mind is focused on trying to make it through basically in paying the salaries.

00:20:05: Now, if you imagine that you have six months to a years of reserves as business which is the best position right?

00:20:12: And then... You think oh it's not going be problem.

00:20:15: and now people are looking for opportunities.

00:20:20: That so true!

00:20:22: We saw this in last geopolitical tension we underwent here really blessed that I could have seen this as an opportunity.

00:20:34: And I had held so much a touch point to my clients, yeah?

00:20:37: That I exactly figured out what they need in this and all of these are totally whole.

00:20:43: new product was created which is now very cash flow machine.

00:20:49: Yeah!

00:20:50: And there's something...I always adore crisis challenging points because it brings you the edge of your comfort zone and brings you to results that you have never achieved before.

00:21:03: Absolutely,

00:21:04: absolutely so.

00:21:05: I'd like to draw a nice parallel here.

00:21:08: You know i read lot books.

00:21:11: the best book my

00:21:15: top

00:21:16: favorite book is Good To Great which is business book which talks about, actually grade by choice the second book after this.

00:21:29: The author has written... Which talks about luck

00:21:35: Right?

00:21:37: So there are two types of luck.

00:21:39: Oh yes!

00:21:41: Good Luck and bad luck.

00:21:44: You can have an event of good luck And then screw it up the best of it.

00:21:55: Yes, you make some

00:21:55: and there are businesses out there around the world who actually screw up when they have a good luck event.

00:22:03: Yeah They don't know how to handle it

00:22:05: Exactly!

00:22:05: They do not have the capacity To receive all these opportunities.

00:22:09: Correct

00:22:10: Absolutely And we've had many examples Of business that has bad luck events but they took opportunity, took advantage of that situation and became great companies.

00:22:22: That's true!

00:22:23: And there is something I might predict in your nowadays clientele.

00:22:30: to tell me a little bit.

00:22:31: you are getting actually very holistic.

00:22:37: what i would say three hundred sixty degrees care for the clients right?

00:22:41: When it comes What you think is the most common challenge they have or struggle, what do identify as a lack of something to be an entrepreneur here in Dubai?

00:22:57: There are many struggles that businesses and entrepreneurs go through.

00:23:04: We make things easy for everyone The reason our business model exists and help them with the journey, right?

00:23:15: So that starts for example setting up a business.

00:23:19: One of things sets us apart is I'm lawyer.

00:23:25: we have law firm too you know, we know the legal foundations of a business.

00:23:31: And many people actually go wrong with setting up our businesses in just one place right?

00:23:38: Just because someone out there is just simply selling a license has any form of an advice?

00:23:43: they

00:23:44: have their own agenda Right

00:23:45: exactly on Agenda.

00:23:46: They Have Their Targets With Free Zones and this and that You Know.

00:23:49: so with us We have A Different DNA.

00:23:54: We have a DNA of advising the client.

00:23:57: I discovered this already in preparation for an interview and wanted to know from you where, how do you find out that this is the right strategy?

00:24:08: How does your process see perspective to find that right strategy, what is right for the person not for your business.

00:24:21: targets which are certainly important but they come when you make your clients happy anyway.

00:24:28: Right?

00:24:28: So it's a very simple thing here.

00:24:32: I mean there's no rocket science here.

00:24:35: You've got to understand And give them the best possible way forward for that, right?

00:24:43: Any business exists in this world to solve a problem.

00:24:46: Right any client comes to you or me as a business To solve certain problems.

00:24:52: when a client come us they we ask questions about their plans, what kind of business they're looking to set up?

00:25:00: What kind of you know, business plan.

00:25:02: They have what is the budgeting and You know, what is their vision mission right exactly.

00:25:07: so if If we understand what they are looking to achieve We our best position to actually help them because we we have a complete ecosystem that Actually can Understand there requirement and fulfill that requirement.

00:25:23: Yeah,

00:25:25: that's so important.

00:25:26: I think this is actually a strategy to go from the stairs down you know?

00:25:33: From the last point of what the client wants to achieve and then your structure it when clients are coming to me that also have an end goal.

00:25:47: And I was like, why you didn't take this and consideration?

00:25:50: This and this and

00:25:50: this.".

00:25:51: So they said we never shared our end vision with the person who helps us doing XYZ.

00:25:59: When do licensing for our client's medical license.

00:26:03: Like okay...I'm very frustrated.

00:26:06: how careless some company service Based companies are can be in the benefit of their clan clientele.

00:26:16: Yeah, and I'm very honored that you have two towards that a totally other philosophy And obviously you can also transport this to what's your team?

00:26:27: Scaling is a big team game, right?

00:26:30: It's

00:26:31: very complex.

00:26:32: From five to one hundred and fifty.

00:26:35: Wow!

00:26:36: This is like massive.

00:26:39: I think we're proud of that.

00:26:43: coming out of nowhere without any funding business background Without entrepreneurial DNA And then helping entrepreneurs

00:26:55: to go there.

00:26:56: That becoming a mission for me, right?

00:26:58: that's the complete shift in my own life.

00:27:01: yeah wow I get goosebumps with that.

00:27:05: and Mohammed would you explain me a little bit about the ecosystem that you are taking, the structures that you're having.

00:27:18: What are your secrets in leading a big team of one hundred and fifty?

00:27:23: How do you do this?

00:27:25: Are they all in-house or there's some outsourced?

00:27:28: then how you handle it?

00:27:29: because as I'm as an entrepreneur, i find very challenging Andi have done these before to have home offices with people.

00:27:37: nowadays They ask for Home Offices.

00:27:39: I was like okay ,I don't want it be old fashioned But then I see it always not successful.

00:27:46: Home office is always not so successful for me, For my business structure and i wanted to pick your brain.

00:27:53: what are you leadership systems behind your business?

00:27:59: grow in that matter?

00:28:01: Yeah You've used the word system right.

00:28:04: So just did a reel this morning on Instagram Where I explained if you have product or service And if you think that you are going to set up a successful business out of the product or service, just by building their products and services it's not gonna happen.

00:28:22: Building a business is building systems system off-systems which starts with the mission of the entrepreneur... ...and start from leadership skills then teambuilding skills.

00:28:37: Leadership inspires people who actually Which comes with a certain hierarchy, for example.

00:28:45: The best example I always quote is from good to great again going back in the book which talks about five levels of leadership right?

00:28:52: It starts with you know executive where they're team player and then manager leader of leaders than level-five leader.

00:28:59: so that's philosophy we follow at InZone when it comes to leadership And results are in the right delegation Right empowerment, right inspiration, right growth everyone Very powerful.

00:29:11: Yeah,

00:29:13: right?

00:29:13: So with that then we build the positive cash flow and Then we have communication systems marketing sales And then we have you know CRM and then We Have You Know The product.

00:29:25: so everything is built around these things.

00:29:30: I'm just thinking you know in i'm tuning in a team of one hundred and fifty people.

00:29:38: I'm thinking, okay the leadership is great done, granted.

00:29:44: All of these people they follow.

00:29:46: you know your structure ,your system and philosophy.

00:29:50: but some of them sometimes they opt out right?

00:29:53: How you handle this to find out because I think it's very hard.

00:29:58: To have, let me say there is a foul apple in the team can spoil that whole philosophy right?

00:30:07: The most important thing too know to shield this ecosystem of them and two directly react if their is this one file Apple.

00:30:18: yeah.

00:30:19: so i think what happens?

00:30:22: A great company would definitely have a great culture.

00:30:28: And, the culture is nothing but behavior of everyone around right?

00:30:37: and what goes behind the behaviors?

00:30:39: set up values Right!

00:30:42: Along with that our mission and vision Right?

00:30:45: Everything at in-zone is driven by its values, it's vision and it's mission.

00:30:51: And that actually sets the tone for the entire behavioral patterns from everyone.

00:30:58: So along with that you know of course we'll have people joining in who might not be aligned with that culture.

00:31:06: Once they find out or once we find out that a person or persons are not aligned Ofcourse They will leave.

00:31:13: So that way, you know it's a very strong culture we have.

00:31:16: That will build up the very tightly knit culture which is a culture of inspiration and empowerment inclusion And fun!

00:31:26: These are our core values by-the-way as business.

00:31:30: Once this has been built everyone who would like to be part or want to come in And everyone who's not supposed to be part of this would leave, and then we have the right people.

00:31:42: Yes!

00:31:42: I think that is something very beautiful.

00:31:46: if you can implement all these core values towards your team?

00:31:52: The majority...

00:31:52: It sets a very hard path by the way.

00:31:56: If an entrepreneur's sole purpose was making money he could forget about his culture.

00:32:01: The culture is not built by just driving money in one direction.

00:32:05: Culture is build with a certain mission and your mind, yeah?

00:32:10: With you own dedication.

00:32:12: how committed you are as leader Right How engaged You Are As A Leader Exactly With Your Own People?

00:32:20: Yeah Because If You're Not Engaged With Your own people the other people will serve their clients.

00:32:24: exactly How

00:32:26: are you going to make that happen?

00:32:28: Your ultimate objective of existing as a business is to ensure that your serving the clients.

00:32:34: Yes, exactly.

00:32:36: And you need your team to have the same language, the same drive and values as...

00:32:41: Absolutely.

00:32:42: ...you wanted them on the front line?

00:32:45: You want it in your back?

00:32:47: I think this is something so beautiful if you are managing to implement all of your co-values for the majority of a team – leaders maybe or inner circle.

00:32:57: what do they call that?

00:32:59: They distinguish whether there's somebody in their team who drives down the values because as strong at the weakest link.

00:33:09: To

00:33:09: give you an example, a lot of companies hire trainers from outside to train their teams on basic things like this.

00:33:21: I trained my team directly.

00:33:25: Very good!

00:33:26: This is very good.

00:33:28: I

00:33:32: train my team myself, you know.

00:33:34: and then we have.

00:33:35: when i trained this team they train their own teams on the same set of principles and values.

00:33:41: And ecosystem that we have.

00:33:44: if You If you guides people That wanted to grow their business in a UAE until They come to use setup a business?

00:33:53: You Have to structure what you think they have To have more in place at good system or The mindset

00:34:00: both.

00:34:00: Yeah, without a mindset you can't have a system.

00:34:04: It's as simple as that!

00:34:07: Sometimes I feel when people are so convinced about their systems they're not open to change or adjust it to the market and there doesn't always need to be changes.

00:34:17: but i think people who come from abroad see this every time They want just pass on copy of their business But its now working in their home country maybe Or already success And then they come here.

00:34:30: It's a totally other culture in leadership.

00:34:33: Yeah, I think leadership per se.

00:34:35: when you wanted to grow with your people it's Zero point.

00:34:39: two leadership second level.

00:34:41: right because of all our cultures.

00:34:43: and secondly You have them on the other hand different Different clientele here so many that you also have to adjust The market towards the market, right?

00:34:55: Of course.

00:34:56: So When you come to the UAE Same thing would apply if you're taking a business from here to another jurisdiction, right?

00:35:04: So every country has its own culture set of values.

00:35:09: We are working around things and... the entire business ecosystem, right?

00:35:17: You can't just import everything and think that you know things will be fine.

00:35:21: Everything needs to be localized of course dealing with people who are used to culture here we're used to environment here lifestyle here...everything changes in a business.

00:35:31: any business coming from overseas or anyone was coming from oversees would need to adjust conditions and only then they could succeed.

00:35:41: Same would apply if I were to take for example in zone two Singapore, For example And If i start behaving the way that I behave in Dubai.

00:35:48: Do you think it is going to work out?

00:35:50: No

00:35:52: It's very

00:35:53: simple.

00:35:53: Yeah yeah...and a lot of founders have this stubbornness.

00:36:00: stop on mindset.

00:36:00: That's why I'm asking for the mindset or this strategy and they are not flexible enough as a founder, as business person to adjust through the market sometimes right?

00:36:11: They just stick into it want go over And then its related your quality of outcome Right?

00:36:21: Sometimes i figure out that people have to learn

00:36:27: Absolutely, so there's a reason that ninety-five percent of the businesses actually fail in first five years.

00:36:33: Yes

00:36:34: This could be one of those reasons.

00:36:36: Yeah We are in business setup.

00:36:38: we know the renewal rates every year.

00:36:42: Businesses not all the businesses succeed.

00:36:44: when you start a business Of course You're hopeful it'll work out but of course It will depend on how your move the business forward and market conditions entire set of systems that you're putting in place.

00:36:58: So it all depends really.

00:37:03: You just mentioned Singapore and I wanted to know, where do your target for the next five years, what would you want Insone to be known in the UAE or worldwide maybe?

00:37:22: I don't know.

00:37:23: Yeah logically we should expand and we will expand Saudi.

00:37:27: a lot of opportunity there.

00:37:29: And then Singapore.

00:37:30: Hong Kong is another place our other places where You Know We are looking at it moment.

00:37:38: Those are the three jurisdictions.

00:37:39: Of course, I mean within the GCC we should look at other jurisdictions but of course it will come with a passage of time.

00:37:49: you know as and when the opportunity in timing is right We'll be expanding.

00:37:53: Saudi has been on the cards.

00:37:58: Yes

00:38:01: When he comes to scaling i have always in founders who wants to scale and massively also do one person, a recognition that I see.

00:38:11: And maybe you allow me to place this question.

00:38:13: if not it's okay.

00:38:15: but um i think this is an very important part of entrepreneurship because you're not only dead businessperson ,but also a private person and personally for me it is very important to take on your growth journey which sometimes even stressful hard challenging alongside yourself.

00:38:38: Yeah, your private life right?

00:38:40: And you don't want this to be drifting apart.

00:38:43: and what is your strategy to take family or really real your kids Or maybe your private lives alongside these journey so they grow mind-wise with.

00:38:57: I'm feeling all the time when people grow they justify The part of the family and it don't manage to take them along on this journey where then we have a very big Dilemma, And this is one of the biggest reasons you must know as a lawyer To destroy your company.

00:39:13: When divorces or wars are coming in right?

00:39:16: So What is your secret?

00:39:18: to take along your private life onto this journey off being As switched on, as... On the same level of personal development?

00:39:29: you talked about that.

00:39:31: You cannot leave them aside right?

00:39:34: How do this for example?

00:39:36: See it's very simple.

00:39:40: You can not treat a business like your entire life.

00:39:45: Business is one thing to do in our lives and there are many other dimensions Right?

00:39:51: Family is one friends another one.

00:39:54: Your colleagues Yes.

00:39:55: Your relatives, your parents and there are other social objectives that you might have in place.

00:40:02: I think the best way that i learned how to handle this was from The Seven Habits book which talks about sharpening the saw right?

00:40:13: a combination of four things as human beings, body mind heart and soul.

00:40:18: Right?

00:40:18: So we need to take care off all these things right?

00:40:21: I mean business is one other thing.

00:40:22: please don't treat businesses your entire life.

00:40:26: if you do you're going to screw yourself.

00:40:28: so the way it works that...so You'll have to take good care of your body right?

00:40:33: You will exercise

00:40:34: yes

00:40:35: regularly yeah.

00:40:37: so bodies taken care once they are taking care of fit healthy moving out about.

00:40:42: Then mind, if you're not growing your mind by reading or indulging in activities which actually help you grow as a professional.

00:40:51: Grow as human being what on earth are you trying to achieve?

00:40:55: So body-mind heart is your relationships right Which comes with family and friends Your colleagues general larger society.

00:41:07: You need to be working those relationships.

00:41:09: If don't please You're not doing justice.

00:41:14: I always take my kids, for example to some meetings so they have the same level of understanding when i'm coming home or make them share a book that are read.

00:41:25: So this is how it goes having them apart on my journey as well.

00:41:33: It's not only about business, but the personal journey because a business shapes your personality and with changed personality or shaped her personality that is advanced you also Yeah, make a difference to those people that are around you and do.

00:41:48: You need them somehow along.

00:41:50: so sharing absolutely

00:41:51: right?

00:41:51: So your absolute right there.

00:41:53: And then the fourth thing is soul journey of your soul and spirit.

00:41:57: Right I mean i believe in That I am religious and I'm spiritual.

00:42:00: at The same time I believe In everything body mind heart and soul.

00:42:04: A lot Of People Talk About work life balance.

00:42:07: Yes There's Nothing Called Work.

00:42:10: Life

00:42:10: Balance I was always getting

00:42:13: There Is Supposed To Be life, harmony.

00:42:16: Work is one of the components of your life which needs to be in harmony with you're life.

00:42:21: Life isn't much larger and work needs to fit into a lot more places than your life And everything else also equally important.

00:42:30: It is so fun to pick your friend.

00:42:33: I'm just so happy for this nice conversation moment, i would like to know if you play with me a little game rapid fire?

00:42:42: I am getting some questions and choose one!

00:42:47: So my first one is lawyer or entrepreneur?

00:42:51: Entrepreneur

00:42:52: Strategy or speed?

00:42:54: Strategy

00:42:55: Talent or discipline?

00:42:56: Discipline

00:42:57: System or hustle

00:42:59: system.

00:43:00: Free zone or mainland?

00:43:03: Depends!

00:43:06: You need to

00:43:06: pick the right place.

00:43:09: Personal brand, company print?

00:43:12: Both.

00:43:14: Why is that?

00:43:15: Because both are important.

00:43:16: of course if you're too heavy on a personal brand then it all depends upon your objectives in life.

00:43:27: what do I try and achieve?

00:43:28: And I think both brands need to be equally important and pay attention too.

00:43:35: So technology or personal connection?

00:43:39: Both, yeah.

00:43:42: so what are the biggest enemy for growth?

00:43:45: you thing

00:43:47: not changing.

00:43:49: yes

00:43:51: still

00:43:51: standing

00:43:53: is one permanent in life.

00:43:56: that has changed my story the story of change and evolution, right?

00:44:02: And that has helped me grow.

00:44:04: If I was stubborn in two thousand seven or two thousand ten... ...and if iIwas just thinking that I was happy being a lawyer.. ..if I didn't change in twenty thirteen or fourteen then where was the growth?

00:44:18: yes

00:44:21: That's true.

00:44:23: I wouldn't be talking to you today about all of these things, exactly.

00:44:28: Wow You have so much value.

00:44:30: i cannot Really?

00:44:32: I know we already exceeded our time but this is so interesting To pick your brain.

00:44:37: let me finish This nice interview with one more question for you and now would like to Know what advice you Have received do think others should have had long before they started.

00:44:51: huh Focus on self-development.

00:44:57: Develop yourself as a human being, develop yourself professional and continue with the journey of growth.

00:45:06: Never settle for what you have.

00:45:10: always keep working on yourself.

00:45:13: That's beautiful!

00:45:14: And that is also very inspiring advice because I think lot people they just totally forget about developing themselves and it's such a God-given gift that we have to live in this meat body, to develop our skills which are hidden somewhere there.

00:45:37: Thank you for this beautiful interview!

00:45:40: I'm very happy to see all of the outcome with these beautiful comments All of the touch points that you can get in contact with, uh, with Mohammed.

00:45:55: Uh, In the show notes in the info box or a Ugo and scroll And don't forget to subscribe this channel.

00:46:03: We see a lot of listeners who has not subscribed to the channel.

00:46:07: Please help us here, activate the bill and be active on this channel so we can share some good characters and outstanding talents in our market for your UAE and entrepreneurial growth.

00:46:20: very much supportive at work where you want it to be.

00:46:27: Thank You Mohammed!

00:46:31: thoroughly enjoyed the conversation.