By | October 17, 2019

(“Killing in the Name” by
Rage Against the Machine) – You didn’t know? Thank you so much. You know what’s interesting,
I was sitting there and listening. Hey Dan. And I realized, Jesus, it’s fuckin’ crazy that I can literally
give this entire keynote in about one minute, given the
context that was just created and I think it’s just gonna
make sense to everybody, right? Which is everything you’ve just heard is 100% mathematically correct. The reason they spent a lot of money on that fuckin’ rad ass video that you saw is 100% correct. And the reality is, is the only reason that I’m standing here, whatsoever, and feeling good about who’s watching me, ’cause so many of you guys are
doing your thing out there, is that I just respect the
fuck out of both of them, and I just genuinely believe
the rest of this room doesn’t. That either it’s 51/49 or
some of you are 100% math. The world I now live
in, these big agencies, they’re 100% art. They have no respect
to sales and that’s it. Like, I literally feel like leaving. Thank you. (audience laughing and applauding) But it’s interesting
that that’s really it. Like, honestly there’s a lot of my energy and I have a lot of time that I, and I know a lot of you, and really, I’ll talk
for the next 20 minutes out of the respect that I’m
sure a lot of you don’t know who I am or context,
but I’d much rather get into the Q&A part and just
answer the detailed shit that’s on your mind because
the theory is simple. Like it’s just the same old shit. It’s math and art, and you better deploy it where, and then the thing that
I think I’ve done well, I guess there’s the thing
that I should probably actually now spend some time on is why was I in Seattle yesterday doing…? So the amount of free days
I have in my career now are non-existent, right? I don’t speak for free. Everything’s about the
businesses that I run. I don’t like leisure, so
there’s no free days, right? Like everything is calculated. I do things for a reason. Why the fuck was I in Seattle yesterday spending a free day,
which is a rarity for me? It was because I was talking
about what I’ve done, but mainly I was trying to extract value from an incubator in
Seattle run by tech stars around the voice space. These are people that are
building businesses and apps on top of Alexa and Google
Home and things of that nature. I think the thing, you know,
actually this is pretty funny this since I’m so improv’d out, I’m starting to realize I’ve always thought that
I respected, you know, I literally just two minutes ago said I just respect the art
and the science better. I don’t think I’m really
or nor have I ever really been better or really that good at others and I would actually probably
argue now that I’m thinking there’s plenty of people
that somewhat respect both. I think the thing that
actually in a lot of ways has worked for me that I’d
like to talk to you about because I actually think
if I think about how much I respect everybody in the room,
the thing that maybe I can bring you the most
value on is why do I bet on things that tend to work out well? It’s mainly because I’m
willing to lose money in the short term. I think that I’m willing to
waste time and lose money much more than most people
’cause I’m patient as fuck, even though my energy is frantic. Right? I know for a fact that whoever
has the best Alexa skill in this room is gonna make
a fortune, in seven years. I’m wasting money and time trying to be that person in this room. And so I think the other
variable that you want to leave this talk from besides if you
only believe in the creative or if you only believe in the math, how do you squeeze those two together? It’s can you allocate an
additional 20% of your time and money and mental
energy to start betting on where we’re going instead
of where we are right now? A lot of you are winning
because we’re playing in where we are right now,
while all those fuckers are playing in 2009. The question is are you
willing to waste money while you’re making money right now, being right on 2021? That is what has kept me consistent. I had an email newsletter in
1996 that had 91% open rates. I didn’t want social media. Like if I was making
content back in the day, you would have seen me sad
as fuck about social media. I didn’t want to learn Twitter. I didn’t want to learn Tumblr. I didn’t want to. Like I had email and
SEM and SEO figured out. I was good. It was probably the
laziest part of my career, because it just worked. But I recognized that the
thing that got me here is never the thing that’s gonna
take me to the next place. And I think we rest on our
laurels when we’ve figured shit out and so I’m spending
an ungodly amount of time on everything that isn’t the math. It’s incredible that we
now live in a world where the people that are building
great companies in this and they do great and
they make a lot of money, they deserve it because they
take things that we don’t have to worry about out of the equation and the fact of the matter is
math will always be that one. The quant part of our
worlds is always the thing that’s gonna be scalable
and then commoditizable. But things that aren’t,
are the art, the creativity and most importantly the
intuition and then the audacity to leave money on the table
every single day of your life to invest in the world that you think is gonna be there in 24 months
and then you have to be right, otherwise you lose. And so to me it’s very
clear it’s a little bit of a left-field conversation
and it has nothing to do with me being there yesterday,
you need to get very serious about sound. Because let me tell you something
about why what they make is successful. We care about only a
couple things as people. Money, health, religion,
there’s not a lot of things we really, really give a fuck about, but one of the things that we care about and always have but now
we’re at an all-time high is time. Uber, became a huge
company by selling time, not transportation. Time is imperative. We don’t like friction. We don’t like friction
on our landing pages and we don’t like friction in our lives. And everybody, even when they
don’t have a lot of money, spend a lot of money on convenience. Convenience is king. Time matters and I’m
gonna tell you right now and you’ll think back to this
talk one way or the other. You’re gonna think back to this talk because this was the talk that
means you get very serious about investing into audio
or you’ll think back to it when other people are making
real money, real opportunities, changing the world
whatever they want to do with the attention and you’ll think about you wish you started earlier
and I lived this whole life with social, right? And it’s fun for me because
it’s just black and white and obvious so we’re gonna all be invested and winning on time, excuse me, on audio, because it saves us time. Audio saves you time. Every single person in this room, when brushing their teeth in four years, will be listening to some sort of voice telling them what they’re doing that day, what the weather is, where they’re going, what’s happening, it’s just gonna be that and if you’re smart you can penetrate somebody’s first seven
minutes every single day of their lives and talk
about whatever the hell you want them to know about,
and so, I would give that a ton of thought. Obviously, between you and me
I’m sure a lot of you seen it, like it’s not even close to
too late to start a podcast. Podcasts are imperatively
important, because people, you know the way we roll
now is we can listen and do something else. It’s hard to watch one of my
videos and do something else. It’s super easy to listen
to what I’m talking about and do something else. Anything that aligns you
with the end consumer’s time is an imperatively big advantage for you. And listen, there’s a lot
of people that are comedians and actors and actresses
and things of that nature, you gotta figure out how you mold in, into these new platforms. You gotta figure it out. But it’s coming and so
to me the big things to really think about is pairing art and science together and then really recognizing
the consumer behavior, because we’re in the
later innings of social. Like we’re in mature platforms. Which means really good
things for Facebook stock. You know? But doesn’t mean as much for a lot of us. I mean I’m looking at somebody
in the crowd right now and I’m smiling the
whole time because we sat in an old Vayner office and I was like guys this Vine thing I’m telling you and I got ’em all together, all of them and I was like I’m telling
you it’s like you’re like I remember telling them
you’re all gonna be famous in a year and I remember looking at them and some maybe it was just so obvious. It was obvious to me because I saw Twitter before that
and YouTube before that and it just it’s the same
guys, it’s the same shit. It’s the same shit over and over. There’s underpriced attention and there’s overpriced attention. There’s headline readers
and there’s practitioners. I mean let me give me an
example of headline reading versus practitioners. Headline readers, Snapchat’s dead. Practitioners, holy fuck,
Snapchat’s ad product is so under priced ’cause
everybody thinks it’s dead? That it’s two dollars and 80
cents CPM to get in front of everybody who’s under 30 in the world and at least in the US world
and a couple other countries and holy shit the swipe up conversions of these people since they live in that world are so fuckin’ incredible, there’s no platform on earth not YouTube and Facebook combined
they can get somebody under 30 to watch a three-minute video continuously even remotely close to Snapchat and it’s two fuckin’ dollars and 80 cents of CPM. Practitioners versus headline readers and this is a pretty
fuckin’ legit audience and I know a lot of you and
I watch a lot of everything. There’s just a lot of
people who headline read. There’s a whole lot of
people who have a whole lot of opinions about a
whole lot of shit in here and they’ve never done that thing. Thank you, mom. (audience laughing) So, it’s it man, like honestly it’s gonna be the same shit I’m gonna sit here fuckin’ at 74 years old and I’m gonna be like you know VR fuck faces like how do you know like you know it’s just the same shit. Like I really feel like I’m done, like I’d love to go into Q&A, I don’t know where the
runners are like you know I’ll tell you anything you want to know, like I LinkedIn, super,
super, super interesting to me right now just because the by rat… they’re really desperate
to become the B2B Facebook, so they’re seducing the
algorithms to try to vig the outcomes. Always pay attention to who’s desperate. Always pay attention to
who’s desperate, right? That’s always where the oppor… Me, I’m impossible, I’m expensive,
I have a book coming out. I whore myself out. That’s when you get me, right? Like that’s how you get me. It’s just not super complicated,
yeah, it’s how you got me, like it’s easy. I’m, it’s easy, Snapchat,
not so much momentum? Pay attention. Always, always, always
look to the other direction of the conventional wisdom, ’cause that’s always where
the fuckin’ magic is. Understand that if you’re
the best math oriented person in this room, that you’re
vulnerable to the art. If you’re just a creative, bad news. Math matters find somebody. Right? That’s what this is and
it’s been this for the last 20 years and it’s gonna keep going. But I will say the big white
space for the collective is sound. What is your podcast? What is your Alexa briefing? What do you say to everybody
for the first 30 seconds in the world and how do you
use your enormous attention on Instagram to get a
hundred thousand people to download it and then
it’s early so Amazon’s like who the fuck is this person and they fly you out, now you’re
starring in the commercial, it’s the same patterns, my friends, it’s the same patterns and
then ultimately overlaying everything I’m talking about, does your mouth match your ambition? There’s a whole lot of
billionaires in here. Out their mouth, but they
go to every fuckin’ concert on earth and that’s cool
like fuck make 40,000, it’s not about the money,
it’s about do your actions match your ambitions? So, that’s the framework
and then the last thing you gotta figure out is what you
want in your work-life balance in your legacy and how much money you want and what you want to do with that money and a lot of people get
caught in the rat race at the most basic level,
followers and likes, which is fuckin’ ludicrous. At the next level, which is
pretty fuckin’ ludicrous, too, money, without realizing you wake up and you’re 47, you’re like
fuck, I didn’t, you know? So, two frameworks, the
things I’ve just talked about? Very easy to understand. Second part, this last
minute a little harder, you got to get real into self-awareness. But once you know what
the fuck you’re about, it’s ironic and intriguing
how the shit just starts happening. Not because you fuckin’
thought it into reality, it’s because you know
what the fuck you’re doing and all your actions
mapped to that reality. Cool, thank you. (audience applauds) How many mics do you have? Two? Three. Great, awesome. Let’s go. You guys are in control,
I don’t wanna get, I don’t have feelings. JR? What’s up? Uh, Gary Vee.
– How are you? – Thanks for being here.
– Thanks, man. – My name is Jerry with
Digital Marketing Hacks and my question is I know
you say that it’s gonna end all with robots killing everybody. – I hope so. – But until then. – Yes? – What role do you think
AI artificial intelligence and robots have? – [Gary] Huge. – I mean are going to have
in the next five years in the marketing and
digital marketing space? – Huge, even in the 15 minutes
that I’ve gotten a better taste of what these characters are up to they’re gonna love it. Like the math people are
gonna love it because machine learning and AI just
do shit that we shouldn’t be doing. Like it’s just efficiency. It’s gonna have an enormous
thing, but the good news is there’s so much that we still can do and so basically how I think about you know ML and AI back at the pad is get me to fuckin’ third-and-a-half base and I’ll take care of the rest and whatever AI can do for that, cool and whatever low priced
employees that can do, cool, but like everybody is
spending way too much money to get to third-and-a-half
base and then the magic is the last part, so that’s what AI is gonna mean for everybody here. There’s a lot of dumb shit
that people have assistants for or managers for that’s
nonsense, zero value. That the biggest AI companies
in the world are gonna get their nut off on. Yeah, hey.
– Hey, Gary. Hey, it’s uh, it’s really
exciting to be here. – In this room with you and
everyone here, this is awesome. – [Gary] Appreciate it. – Yeah, I’m really experiences
that help people save time are awesome and I’m really interested in experiences that are time-bending and how people just lose time and I’m interested in creating the most hardcore
– Like hardcore drugs? – No, no, no, so here we go. The world’s most
connective music festival. – [Gary] Okay. – Alright, where festival
goers are connecting with each other like never before. – [Gary] Yep. – And with the artists and
the artists with their fans, – [Gary] Okay. – And so in 2021. – [Gary] Are we are talking VR now? – I’m talking about on the – [Gary] Mixed reality? – So, 2021. – Go ahead. – Music festivals connection
the best time of people’s lives what do you see happening in
the context of music festivals that you’re excited about
and that you’re excited about creating? – So, if I dissect that
right couple things, one thing I’m super fascinated
by that I would have never seen, by the way I never
spend any time predicting, like voice, I’m not predicting
shit, it’s happening, right? What I think I’m good at
is like recognizing winners when it’s practical and then
going pot committed, right, which means you’ll lose
money for a couple years and then get it. You don’t lose for seven
years and never get there. The thing that’s been super
fascinating to me that I would never thought which is fuck,
social media is making people do more shit in real life. Like literally some
dude is hiking right now just for the fuckin’ Instagram photo. (audience laughing) Right? So, so what’s been amazing
about music festivals is because everybody here now
is not only themselves but they’re the PR agent of
themselves for what they’re putting out, people are going
to more concerts than ever because of that whole dynamic. I think what you’re
alluding to is kind of like what’s gonna happen in society? Like in general, like mixed
reality, things of that nature. It’s, you know, it’s gonna be funny, technology’s making music,
you know, going to music grow and then it’s gonna take it away. But I don’t think it’s as soon as 2021, but I think that right now a lot of music festivals are failing because they all have
the same bullshit acts and it’s just supply and demand and so when you were first
four or five six years ago you win and now there’s 87 micro
festivals and big companies sign the same 13 artists,
they’re shit, right, so I think there’s a
huge white space for the next generation of that like the people that the streets fuck with, right? And then I think that
ultimately it’s gonna be really interesting just in general
what happens when we live in a mixed reality world. I think the big arbitrage,
the only thing that’s gonna break the Internet is VR
but VRs quite a ways away. Like nobody here spends
an hour on VR in a month in real life, so we’re a
long like it takes time behavior takes time but eventually when we’re switching between completely virtual like I don’t even see you guys right now my contact lenses have me in Afghanistan, switch it off I’m right here switch it off and its AR and Santa Claus is sitting right there, you know Santa. You know that world I
think is super interesting and it’s gonna change all
our businesses, thanks man. Cool, yep, hey Shawn. – [Shawn] Hi, Gary you
just came back from August and you said I’m bringing you to fire, new shows are coming out. – [Gary] Yep. – And you took the AskGaryVee
show to Facebook only. – [Gary] I did. – So what are your latest
strategies and why for both YouTube and Facebook? – I think you have to make
content that is native to the platform you put it out on. I’ve always thought about that. I fuckin’ wrote a book called
Jab, Jab, Jab, Right Hook five years ago on this. I wasn’t doing that, so now
that AskGaryVee show is on Facebook Watch and the
DailyVee is on YouTube, when DRock is where
wherever the fuck Drock? Okay, you know now I could
say what’s up YouTube? Whereas I couldn’t do that before and those little nuances fuckin’ matter. And you know all the action is in those little edges and so I broke them up mainly because of Facebook video, now that there’s Watch I’m fascinated. Any of you watch a show
yet on Facebook Watch? Just raise your hands. Just curious. Higher. Right, so this intrigues me. Like everybody here has to watch one. Not because like I don’t watch shit. I mean I watched one, the
Lavar, the Ball family because I just want to see
what the fuck they’re doing. Like, to me this is the
most interesting thing that I’m doing that the good market isn’t. You’ve gotta taste everything. Like if you want to win and
fuck there’s no way you’re in fuckin’ Boise Idaho if you
don’t want to win right now. (laughter) No, I mean that. Like when I think about who’s here I’m like fuck these people are hungry, so like to me 19 hands
which means maybe 31 because people get shy to two weeks into Facebook Watch that haven’t watched that’s that’s that’s it that’s that’s where I play, that’s my
margin, so that’s why I did it, because I wanted to make them native. I have two active shows. I needed to do something on Facebook and because I watched
face, actually, fuck it, I’ll tell you. It’s not fully announced yet,
but I’ll see how this goes, because I watched Watch
and I watched it for you know kind of like four days in a row looked, I understood what
the fuck they were doing, so I sent them an email,
I pitched them a show and they bought it, right, so
now I’ll have kind of anybody can put a show on Facebook, right? Like a page, a Watch page, which everybody should be doing here. I’ll have my YouTube you know
show and now I’m gonna have a produced by Facebook show that’s gonna gonna be a big thing even more. Listen, man, I talk and
like doin’ and hustlin’ and all this, I just like I
do so much more than I talk which is fuckin’ crazy ’cause my mouth is always running but I’m just doing, I’m doing, doing, doing,
because I’m tasting, I’m tasting, I never think I’m fancy. So many people in here I know
you, like so many people here make it a little bit and get fancy. Stop, stop doing the
shit that got them there. That’s the minute you’re fuckin’ dead. You got it. Hey, Marshall. – I have a question. – Yeah. – I, there’s a guy I follow
online, you might have heard of him, his name is Gary Vaynerchuk. – Yes.
– And he told me to push all in on whatever
it is that you’re good at. – Yes.
– So I’m making this big push as Marshall Live. I’m going to everything
live like straight to ask me questions I love that
aspect of your brand, so the question is if
everything is moving to voice is live-streaming podcasts going to be end up being bigger than say iTunes are, a recording that you can come back to? – So, first of all you said something interesting that we all do. If everything is moving
to voice, nothing moves, nothing is everything. Like we will always have the written word. You could have them do you
know much virality there is through long form written
Facebook and Instagram posts? Like if you sit in here and you can write, write long ass posts on
Facebook and Instagram and watch what the fuck happens. We are humans. We’ve been around a long fuckin’ time bro. Marshall, written word, audio,
video, shit is locked in. Got it? So it’s not like you’re gonna lose it, like fuck if you’re
great at smoke signals, get the fuck up there, you know? Like, you know, like
communication doesn’t change. The pillars of communication are set. Where we communicate changes, right? And then you have to be contextual, right? Some people are incredible at making a six-second video, I keep looking at him because it’s fun to see him,
I haven’t seen him in awhile. Others aren’t. Like I can’t put two fuckin’
sentences together in my life. I have five New York
Times bestselling books because I have a ghostwriter,
because I didn’t try to become a great writer when
the blogging thing happened, because I’ve bet on my strengths and so I do believe that
everybody here should bet on their strengths and surround
themselves with their weaknesses. I actually think back to earlier question, I think AI and machine
learning is gonna help a lot of us in here who are creative,
close the gap on a lot of our weaknesses which is
gonna be really awesome. You got it. Yo. Kevin. It’s Kevin, yeah, I think
a lot of people in here using Clickfunnels or not have kind of come into a lot more money than maybe they’ve ever been used to making. – [Gary] Okay. – And in one of your previous sentences you said yeah you only care about money and all of a sudden you’re 47 but then you didn’t finish your sentence. I was hoping to like hear
you elaborate on that. – Sure, like, you know,
for I’m sure a lot of people here, who let’s
say have come into money, it’s not as great as
advertised for a lot of people. Some people love it. They like watches and Lambos and houses and that’s fuckin rad, like Mazel Tov. You know other people don’t
and you start questioning what the fuck, right? Because, when you’re,
when you’ve, got nothing and you’re on the come up and
you’ve got numbers in your head whether it’s a million or five or three or whatever the fuck
it is, it’s fuckin’ empty when you get there for a lot of people. And so you know I’m
just trying to make sure people are being thoughtful. There’s just much like what
I just said to Marshall. Like life is pretty
simple, like people play on legacy, on family, on money. Like there’s just a couple pillars. I just think in our space right now. You know I know a lot of you
have heard me rant on this. I do think entrepreneurship has taken a turn towards club promotion, like you know and like
that’s just dangerous, not, it’s just dangerous for
the people that’re gonna, it’s not, I give a fuck,
it’s dangerous because people don’t realize they need
to build a business, not a perception that
they’re good at business. (audience applauds) ‘Cause, nobody’s, you know
when the market crashes, nobody’s going to Vegas
with you when you work at Bank of fuckin’ ‘Merica. You know, I’m just trying to get people to be more thoughtful. Sure. Hey, man. – How you doin’? – I’m super well. – Awesome, so Russell and you are two of, well, last year I was selling websites. I was getting really frustrated
that I wasn’t helping people and I felt like they
weren’t growing their sales, but they had a really nice
site, so you guys inspired me to start a podcast. – [Gary] Awesome. – Didn’t know exactly what for but just. – You were like fuck it,
those guys are doing it, I will too? – More along the lines of
us listening to a podcast in the gym. Host asked the other
guy what would you tell your 20 year old self and the guy answered I would divorce my wife earlier. I was super pissed off. I’m married with two young kids
and wanted to have a podcast from a different perspective
and so a year later, thank God, two weeks
ago I got to publish my interview with Russell,
I’ve had Dean Graziosi and so my question is, number
one is, how do you grow even further and number
two is not just for me, but anybody’s starting or in progress, what should your priorities be? – So, let’s sit here. You know both of those
things I can’t answer, because you need to decide
you know what first of all you have to define growing for me. Is growing being a top 50 podcast? I mean like we all get into
our micro games and by the way I think micro games are good. You know, little short goals,
micro, it’s kind of good. You scratch it, it’s fun for a little bit. I think you got to have
your macro point of view. Like if you were, if you’re
telling me the truth that you felt like the conversations were going in the wrong directions and you want it to go a different place, well
the answer to your question is just do it every day
until you’re dead, right? Like that’s my plan. My plan is, you know, hopefully
it gets me to like this one little funny weird
thing that I want to buy a football team, but other than
that my plan is to put out shit for free, that is
historically correct, so I can continue to live the life
I’m living, which is I made the money I wanted to
make a long time ago. But getting 50, 60, 70 emails,
80 emails a day of people like fuck, you helped me, like
that’s just like intoxicating but that’s what gets me
off and I, and by the way I’m not sure that like you know like I understand why that wouldn’t be meaningful to somebody else like so you just have to do what you have
to do for yourself, right? Like that’s how you grow by consistency. You know, you grow by you’re a
year in, you grow when you’re 19 years into your podcast. – More specifically, in
terms of actual numbers, and taking the what
you’ve done and now like specifically on the number aspect of it what do you recommend in terms of taking your platform and kind
of skyrocketing numbers? – Buy underpriced attention. Whether that’s buying ads on
Facebook and Snapchat right now ’cause they’re under priced,
if that’s working with influencers, because many
are still under priced, whether that’s taking the
high risk of trying to make a $10,000 to $50,000 version
of what you just saw, their incredible video,
because that one video can be your Dollar Shave Club of your brand, saying yes to everything. Like if you want it, if you’re
hungry, you do what I did which is four years ago when
I didn’t jump into podcasting right away, the first two
years I just went on everyone’s and so I could have went
to sleep at 11:00 p.m. or I could have went on
Louis House’s podcast 11 p.m. Like that was a decision. It’s just about awareness. Like where are the eyeballs? And so just put your time
and effort into that. Some of it’s free, some of it costs money. You got it? – Hey, Gary, my first time
seeing you your honesty is so beautiful and it’s just
wonderful listening to you. – [Gary] ‘Preciate it, bro. – As someone who is tryin’
to like build their brand, you know, get a podcast
and get more to Facebook and all these other things,
what kind of some tips d’you have for building
like a powerhouse team around you to help you
accomplish all these things? – First, it has to be pra,
so stay here, first it has to be practical,
so some people in here can afford people, other people
can’t, so they either have to learn how to do it themselves
by spending hours looking at YouTube videos on how to
or read or finding people. Like we’re an incredible era right now, there are so many kids, 14 to
21, that want to be creators and think it’s cool to like
do it for free, you know, so you just need to test and learn. Everybody’s, guys,
everybody’s overthinking. Just do, like I don’t know post right now, like literally right now,
as soon as you sit down, like go on fuckin’ whatever
platform has the most, go on all of them be like
I’m looking for a video and audio intern and see
what the fuck happens. Like again, I always tell
people watch what I do, not what I say, like, you,
I know a lot of you know there’s good amount of people
I see there that follow me, like randomly out of no,
I fuckin’ tweeted today does anybody make customizable
retail floor mats? I needed it, I needed it, I
needed a retail floor mat. Like, like, you do? – [Man] I do.
– Good! Do you do them for free in
exchange for some awareness? You know some you know like like I would ask and then try
somebody and be like you know like the amount of people I’ve hired when it was early in
something and I didn’t know if they were good or bad, I
just thought it was much smarter to just do it and then figure
it out if it was working and then like oh fuck, they sucked. I’m just not scared to waste money or time and everybody’s petrified
because you worry about what other people think about you. That’s why, if you’re curious,
that’s the fuckin’ answer, that’s the fuckin’ (snaps fingers) see ya, that’s the fuckin’ answer every like you’re answer’s so easy. How do you build a team? Hire some fuckin’ people, bro. Right? But it’s like, you know, but you’re like, but I don’t understand, like
people are scared to get had ’cause they don’t get it, okay? Put in a shitload of
time to learn the craft or bring someone in and watch
what they’re doing carefully, instead of like outsourcing
it and fuckin’ falling asleep because you’re all fuckin’ passive income and I got a team doing shit
and I’m fuckin’ stupid. Got it? – Thanks. Yeah. – Hey, Gary.
– Hey, Jay. My name is Jay and I run the
Inner Changemaker podcast and I want to ask a question
that goes a little deeper with what you’re saying in terms of sound and you’re watching what you do. – Sure. – We’ve noticed that you’ve
launched a couple other podcasts outside of askgaryvee. – [Gary] Within my
experience, you mean like the brown paper bags and that shit? – The brown paper bags.
– Okay. – Kind of like the 365 daily. So it. – The 365 is an Alexa skill. – Right, okay. – A briefing, excuse me. So, I’ve been doing sub
branding in my podcast. – [Jay] Yeah. – Because I’m testing to
see if there’s traction and I’ll spin them out and create new pillars.
– [Jay] I see. Okay, so I guess my real
question is for content creators. – [Gary] Yes. – That started on like one platform. For example, I started an
interview based show, right, just kind of like you
have, you know a Q&A show. – [Gary] Yes. – If you kind of have that
urge to kind of branch out. – [Gary] Do it within the interview show, ’cause you have a audience there. – [Jay] Yeah. – Don’t worry that you
may lose a couple people, like right now, as I’m
sure everybody has seen for two strategic reasons,
out of nowhere I’m talking a lot more than I should
be about wine, right? I’m doing it for a reason. There is no question that
there’s people unfollowing me, ’cause like, yo bro, I
fuckin’ came here to fuckin’ get pumped up, because
I have no fuckin’ juice. The fuck are you trying to
sell me actual juice, right? But I don’t give a fuck
because I’m playing. I’m playing up like a macro game. Like I don’t want to lose people from it. I’m sad, I don’t want to
disrespect your attention and know what you came for
but I need to test something and this is what I have and
so I think it’s better off for you to like try it because
one you may hit paydirt. You know, one thing a lot of
people don’t realize is your numbers look good but they
disguising the fact that you’ve plateaued and you’re tired. And so I think you try it within it and you take the risk of a little decline for enormous upside because you can always go back. – [Jay] Right. – Instead of starting a whole new thing that’s gonna take energy, got it? – [Jay] Got it. – Cool.
– [Jay] ‘Preciate it. – You’re welcome. – [Man] Hey, Gary. – Like your hat, bro. – Thank you, appreciate that. My name is Prince. I run a company called Art of Visuals. We have over a million content
creators in 122 countries. You said something earlier
about everyone 14 to 22 wants to be a content creator. I absolutely agree with that
and have a tons of those people in my community. The problem is with there being so many content creators now, how
do these content creators, how do they create a business? How do they make money when
I have thousands of people doing it for free? – [Gary] By being better. – Cool. – [Gary] Yeah, it’s, you know, it, guys, it’s supply and demand, and then once there’s too much supply, you have to be the best and just move on to the next thing. Like I bought all the Google
AdWords of every wine term for five cents a click the day it started. That was good, then everybody jumped on, they started becoming two and
three and four dollar words and became different. Then I had to be better, then I had be more crafty, then I had a then what
I started doing is the day the Wine Spectator would
come out with good scores, we would buy that exact
wine, that exact vintage, that became our new
arbitrage for a year or two before everybody caught up. When a market’s mature,
you’ve got to be better. – Do you think it’s good enough just to be a content creator?
– Nope. – Do you think those content
creators need to also have products and other things
that they’re pushing as well? – Look, if you’re
fuckin’ Steven Spielberg, you probably could end up
just being a content creator, but if you’re like Sal, you
know, maybe you’ve got to consider other revenue streams, you know? – [Prince] Right. – It’s just very basic business. Supply and demand, Prince, right? Four years ago there are
people that land grabbed, they were good and they were
first, it’s just real estate. If you were the people that bought Malibu beachfront property first, you won. Right boys? You won, you made money,
but there’s a reason you were the first, it
wasn’t fuckin’ Malibu yet, Prince. And now people who buy
Malibu beachfront properties, they’re just better. So all those kids that
like they’re gonna aspire to be the next this, they’ve
got a rude awakening. They to be the next this you’ve
got to be five times better. It’s evolution when people
debate these athletes versus others, yet these athletes
would destroy every athlete from other generations because
they work out 24/7 now, they have data now, you know,
like it hurts my feelings too that my childhood kid they would get fuckin’ destroyed. LeBron would step on people’s
heads in the eighties. Like people don’t get it,
it’s just fuckin’ evolution. – [Prince] Cool, thanks Gary. – You got it. Great hat. Thanks, man. – I don’t really have asked for you, I have listened to a, I mean
I’ve watched your stuff a ton. – Thanks, Jer. – Um, I just want to say
thank you for giving me the permission to pursue
my passion and now do what I love everyday and
spend time with my family and make things and I’d
be remiss if I didn’t say thank you, because I don’t
know if I’ll ever see you. If you ever want to play bubble hockey, I’ll destroy you. – [Gary] Dude. – And I know, I know
that you say that you’ll. – Are you filmin’ this? – I know well first of all. Where do you live? Well, first of all
– I live here! There’s a spot right down the street. – Listen, listen.
– I can take you to play. – Listen that’s gonna happen now I think. – I’m a winner in Boise Idaho, Gary. – It’s so crazy, you, see,
you’re funny, you’re smart, you know me, you know that
now I’m getting click, now I’m blacked out and
want to destroy your face. – [Jer] I know. – But the only you know what’s
more interesting though? Your fuckin’ Whaler’s
hat is fuckin’ me up, because I’m like I’m like fuck man he’s got a Hartford Whalers
hat, this team hasn’t been in the league for 20 fuckin’
years, he probably is awesome at bubble-hockey. I’m gonna do something for real
based on what you just said. I want you to come to
Vaynermedia for a day. I’ll pay for your flight
and the hotel and during and during that day
will play bubble-hockey and we’ll see what’s up. (audience applauds and cheers) – Hello, Gary, I first want
to say thank you to both you and Russell, you two are kind
of like the Jesus of marketing and branding I come from
a poor little country, the Dominican Republic, and
if it wasn’t for you two, I wouldn’t be here so I
just want to say thank you. So my question right now is
like what are you doing in other languages because right
now, like my main language is in Spanish and I see like a
blue ocean, Russell is always talking about blue ocean. – [Gary] He’s right. – And all the language is
ridiculous, the blue ocean that there is marketing,
fitness, whatever, you name it, the oceans blue, so I want
to know what are you doing? ‘Cause I’m going balls deep into Spanish. – So what I’ve been doing
over the last six months, I’ve poured an ungodly amount of money into infrastructure to transcribe all my content into a ton of languages and paid distribution in them. I’m spending an enor–I’m
goin’ to Singapore, which is my second trip to
Asia in the last three months. Goin’ to mainland China in January, I’m goin’ to India in February, I’m spending an enormous amount of time and I’ll spend millions
of dollars next year just on the transcription, the
distribution of the content that I’m natively making in
America in the English language, so a solid amount. – Okay, I’m so into like
influencers, influencer marketing in other language, like
it’s cheap in English, in Spanish is pennies on the buck, so. – It’s super cra– I mean you know again ’cause I just can’t ’cause
I’d miss and I haven’t see, it’d be like I remember when Jerome and I, I was like Jerome you
need to go and figure out who these fuckin’
influencers are in Mexico because they’re like like even in music right now there’s so many like I’m spending a lot maybe you guys are paying attention because I love hip-hop I’m spending more time with these artists like I keep telling them you know like you need to go down to South America. There’s so many artists there that are really popping you have
the leverage ’cause the brand of America I mean they’re much bigger artists than
you, but you’re America, so you’re automatically bigger than them. Yeah, I mean it’s very I totally agree. – [Man] Well, thank you. – You got it, good luck. (audience applauds) – Gary, Caleb Maddox’s dad, I
want to thank you personally for your impact in his life. Between you and Russell Brunson seriously I mean coming from a dad I there’s no way I can repay you. – [Gary] I appreciate that. – Just that the character
that you’ve taught him, so I thank you for that. I have two-part question,
one you gave him some advice last time you’re with him about patience. – [Gary] Australia. – I hear you talk about that a lot and I want to know is that dad you know, can you expound a little bit more on that and then the I’ll wait
’til you answer that, and I’ll have one more part about that. – [Gary] Right, so you know it’s super fun for some of us in the space we’re literally watching your son grow up and I mean I just saw him like fuck dude yeah you don’t look 14 anymore you know like you know so you’re and now he’s hanging around with all these fuck faces so he’s gonna get into trouble right like like he’s like patience is important because you know he’s got more swag now, his sneaker game is stronger like he’s going into that time of his life where dumb fuckin’ decisions are gonna be made because he’s making decisions to make short-term cash because he’s trying to arbitrage it for other things in his life. Like why do I preach patience? Because it’s the only thing
that keeps people away from being straight fuckin’ assholes. – That’s good. – [Gary] Thanks. – Alright so what did your dad do? You know you talked about he coached… – I didn’t have my dad
in my life like I mean– luckily still have my dad in my life. I didn’t know my dad until I started working in a liquor store. Like my dad left before I woke up and came home after I slept, like as a matter fact it’s probably funny how I feel about you guys it’s fun to watch you know because I didn’t
have that, you know? But what my dad did do for me, ironically, is because I have that kind of salesmanship and charisma I was completely full of shit. Like I would be everything
I make fun of, subtly, I would be, if it wasn’t for my dad. ‘Cause at 14, 15 I went
to that liquor store and you would walk into
that, it was called Shoppers Discount Liquors back there. I was 14 years old, I looked 9. You’d walk in and be like
do you have this product? And I’d be like yeah that we ha– because I was already full sales kid. I’m like we have that
product, but I knew we made more money on this one, I was like but this one’s better. I had it, it was phenomenal, I’m 14. (audience laughing) People were like, you had it? Like yeah, it’s my dad’s store I taste it. I mean I don’t think I–talk
about making shit up, I don’t think I said a real thing once. And so my dad took me and
he taught me (spits) that. My dad thinks embellishing is straight lying and he suffocated me over a three-year period that really changed the course of my life. And I think a lot of my success
comes from I have all the skill sets of that character, but between being you know old country and really really my dad really not allowing me to be that guy, so that’s what he did for me and I think that’s what you, as a dad you need to just keep watching him evolve and when he goes into territories that you think are historically incorrect–not new ideas and doing new shit–no tried-and-true fuckin’ human but dynamics that win and lose, that’s how you try to guide it. – Yeah, one more if you
don’t mind I’m sure a lot of these people probably have kids as well. So like your dad was a powerful businessman and you you had a lot of ideas and passion as a young age. What did he do to not–like
how did he–how did you guys balance that? Was that decision of him
making you stop sell baseball cards to come work in the liquor store, was that the right decision would you do that for your kids? I’m only asking out of curiosity
because when I hear that I’m just very curious about it. – It’s a tricky one, man. First of all we were an insular family, we’re an immigrant family. We didn’t know shit. There was no internet, like we didn’t know anything. We literally just thought
when you turn 14, you go work at the store. We were merchants, like right? Like you know people like that,
you know that cliche story. It’s just what it was, it was my 14th birthday it was fuckin’ time. You know my D’s and F’s in
school weren’t helping me with any compelling reason that I could get out of it. So you know as far as how we did it, we fuckin’ fought tooth and … I fought for every inch I had and then I got lucky. What happened was when I came from college my dad had saved up a lot of money through these years and started building a dream house for him and my mom and he took that year off that was and he was just not around and that year I took the business from three to ten million dollars in sales and that was the end of the debate. – Awesome, thank you man. – Thanks brother. Hi. – [Sarah] Hi, my name is Sarah. – Hi Sarah. – I’m really enjoying
your speech, so thank you. I was wondering in
retrospect you’ve built a brand around yourself and your name. – [Gary] Yes. – Is that what you would recommend looking forward or rather more of a brand around a brand? – I think you, I think you have to do both if you’re gonna build it around yourself, because what you’re alluding to is you can get pigeonholed and you live and die by the person. I think a lot of people forget with me I built my library first. GaryVee came later so it’s not like I went the Caleb route first, say. I didn’t come up the game as me and so I know how to build. Like like I’m seriously it’s a little bit fucked up now I don’t think I could pull it off but I kind of want to… Actually you just inspired me Sarah I’m literally gonna build a 25 million dollar business in the next three years that nobody knows is mine, just to remind everybody for myself because I’m weird like that and I need it, like, that I built businesses. Now let me promise everybody in this room one thing: Fame is the number one arbitrage in our society. Fame is not Snapchat ads,
not being the first result on Google. Fame. Full brand awareness is the number one arbitrage, so I’ve built my brand as a biz dev machine. – Sure well I’m glad I could inspire you, (audience laughing) and let me know if you need a goalie on your bubble hockey, ’cause I think I could be pretty amazing. – I might, he’s got a
Whaler’s hat, I’m scared. Awesome. – [Rachel] Hi Gary. – Hey Rachel. (Rachel gasps) – You have a nametag. – I got so excited. I’m Rachel wow that was like cool for a second then it wasn’t. So I’m the mom of two
young daughters, I’ve got a third on the way, – [Gary] Congrats. – and it’s awesome. Being a parent is obviously quite challenging as an entrepreneur. You talk a lot about what
you were taught through entrepreneurship through your dad’s mistakes and successes and you’ve had a lot of success as an entrepreneur. So for your–you have two kids, right? – I do. – What are the three main
things that you hope that they get out of life and how are you going to instill those three principles into them? – The biggest reason I’m obsessed with entrepreneurship is it’s the clearest thing and most obvious thing to me that allows you to do the following, which is do what you want to do today, right? Like being–like waking
up and being able to do whatever the fuck you want to do is incredible, so the only thing that I want for my kids like from that standpoint is the ability to do what they want to do every day. Now, what scares me about that is they’re probably gonna have that no matter what because they’re gonna inherent extreme wealth, so much so that I’ve really been having feelings. I used to make fun of Warren
Buffett and Bill Gates in my head of like you’re
gonna donate 99% of your money? You know it’s funny, you talk shit until you live shit, right? Now, I’m like fuck I
don’t want to give these kids shit. Fuck that. (audience laughing) Like because because rich
kids have a huge disadvantage because when I wanted
Sega Genesis in 1989, my mom’s like cool, go get it, right? You know like when I wanted to go to a Knicks game I had to sell baseball cards and shit, sit in the fuckin’ you know like fuckin’ top row. Fuckin’ Carmelo’s coming over my Hamptons house to play with Xander, like it’s fucked up. So I don’t know what, but here are the things I give a fuck about: number one more than anything and I will kill them, murder, go to jail they have to be kind. Kindness is the most important. Number two, if I ever see
them even inkling even a innuendo, even a subtle little joke of imposing my and my wife’s wealth on somebody else because they think they’re part of that, I’ll break
their fuckin’ neck. (audience laughing) And then number three I will not raise them in the political correct environment we live in now, they know there is no such thing as fourth place trophies or participation prizes. (audience applauds) So, now if they want to be nonprofit, you know look they’re gonna look at daddy’s mountain and they’ll be
like fuck that, or they maybe do what I do, you know my dad’s things seem big, mine’s gonna be a hell of a lot bigger. But like other people have made it bigger than me and kids have done this they’re gonna look at that and they’re gonna say fuck that I’m going the other way I’m building schools in Afghanistan or they’re gonna be like fuck it, I’m gonna climb that mountain I’m gonna stick it to big mouth. I don’t care, I don’t need my kids to be entrepreneurs I just need them to be as lucky as like–my mom– I got D’s and F’s. Every immigrant got
good grades in the ’80s. There’s a couple of
people a little older here there was no entrepreneurship. School. Good school. That was it. My mom spit, spit in the faces
of all those parents that made fun of my D’s and F’s and gave me air cover to be me and it really fuckin’ worked out, not only for me, but the world became it, right? If my kids want to paint in tomato sauce I will back them to the Earth’s end as long as that’s really why they’re doing it, not because they’re doing something to like
run away from themselves. So just blind support as long as they’re kind. And the last thing I wanted
to say is I’m gonna buy the Minnesota Vikings so I’ll see you… – [Gary] Super Bowl? – in the owners club. – No, no Super Bowl. Jets Vikings, 2047, I’ll see you there. (audience applauds) – I love this, thank you. – Hi Dan. – My question is about time. – [Gary] Time. – So you’re an angel investor in 100 companies, you have books, an 800 person agency, and a family and there’s… It’s unreal to watch
how much content you’re putting out. How do you choose between the thousands of startup pitches you’re getting and the which which interview to do or which speaking event to do? It’s just so much. – 100% blind belief in my intuition. (audience laughing) ‘Cause Dan, you know this in you and Bran– everyone’s hustling right? Like eventually you lose, right? Like eventually time,
you don’t have enough time to do all the opportunity, so you’re crippled by opportunity. You just have to go that
route otherwise you’re just gonna spend all your time thinking about the process of making the best decision and it’s, you know, and you’re gonna waste being able to do four things which would have included the two things you’ve been debating for the last fuckin’ day. So just the belief in
my intuition and then lots of making fun of yourself. This one is a perfect example. I have to–like, talk
about time, my son has a birthday now ’cause
he’s an August birthday. I didn’t realize it was like this Saturday, like and I think it actually came after we booked this, but like like all the money and from this talk is going into the fuckin’ I was originally gonna go to Seattle now I have to take a private plane not to miss the flight. Like I just fucked it up and the whole day I’m just complaining to you I’m like I’m a fuckin’ idiot. So like you’re not always gonna
make it right, like you’re always gonna like play micro/macro, but I think everybody’s saying no. Everybody’s saying no to
shit, because they think they’re being thoughtful or they’re smart. Like you know how many people are saying no that aren’t even fancy
enough to say yes yet? So I just say yes, man, a lot. – [Dan] Thank you. – Yeah. Hey. – [Frank-Jay] Hello. – Hello. – [Frank-Jay] Great to meet you. – Great to meet you, too, bro. – [Frank-Jay] I have a
two-part name, Frank-Jay. – Love it how are you Frank-Jay? – Very good thank you, brother. I want to appreciate
you and your dedication, your consistency and your communication. We own a company called
International Tribe Design where we bring a style of communication which is very simple but yet rare in the society which is honesty and authenticity and I feel like you embody this and I feel like a lot of us entrepreneurs, well at least for me, it was like shall I present myself strategically or authentically? – [Gary] Yeah. – And what I want to ask
you is the first part of the question, what do you think sells more or influence more people, authentic honesty or strategic marketing neural linguistic programming communication? – I think in the short
term it’s a real battle. I think either could win. I think in the 30-year
macro the radical candor authentic way always wins. You know what I mean? And the thing that fucks with people is a lot of people can win on strategic– you’re being very politically correct– like a lot of people can win on bullshit play it out for four years get out of the game with their chips and win. Not a lot of people can, though. But then once you know of
one of those examples it sounds exciting because
it’s a fuckload easier. – What do you think the future is for collaboration for competition? So what we’re all about is collaboration. Let’s bring us all together. I think we can all do great things as a team. – I think both will work, right? Competition matters, right? Like I want to destroy fuckin’ Whaler Hat. I want to kill Vikings girl. Like competition matters, right? Like I’m not gonna like… Zen-ing this all out, but I’ll tell you, like in real life, Droga5 let’s just put it even in black and white, Droga5, David Droga, phenomenal
businessman, has an incredible agency, he’s gonna get his. Let me tell you one
thing that a lot of you are making mistakes ’cause you’re saying shit behind people’s backs. You can’t stop winners from winning. Winners win. So something, I don’t
remember when it became obvious to me, but it’s unbelievable. If I see a winner I’m like she’s a winner. It’s binary. Even if she’s taking David Droga, Winning in My World
alongside Vaynermedia, right? I’m pumped, I’m happy for him, because if you’re also a winner,
you’re gonna always eat. Winners win. A lot of people see
somebody who’s a winner and they’re not there yet
or they feel like they’re taking away from them, and they’re talking shit. And really all that’s doing is exposing where you’re at. Like it’s unbelievable. You know I hang out with a lot of people, you know, like people
start yapping a little, I’m like, winners win, right? And so unless you’re doing something really not noble or things of that nature, winners win. And so I think that I
collaborate with other winners who take from me complex and you know vice and these are win–they’re gonna win. You’re not gonna stop a winner,
and so keep that in mind. I think that’s something
that does hold back this competitive, driven, hungry demo more than you might realize. Envy is stupid. It’s just not practical. It just–I just don’t spend any time, like why? – Awesome, appreciate it, brother. – [Gary] Yeah, for sure. Hey, Rob. – Gary great to be here
with you man, seriously. It’s been about three
years since I’ve been– you came across my Facebook feed, you were talking to some millennial kid and you just owned him. And you just had me hooked from that moment. But a couple things… – I apologize, I’m really anti the downplay of like millennial kids, like and I don’t think that’s what you’re doing, but I just figured I’d put it on film, like I’m 42. There was plenty of lazy
losers, entitled fuckers when I was 22, too. Like this notion that Millennials– Like Millennials are first and foremost dramatically better human beings
than any other generation, it’s actually not even close. And you can’t be mad at them. The market, this has nothing
to do with Millennials, and over parenting, this
has to do with economics. The last nine years have been phenomenal. We haven’t had a crash. How many people here are under 29? Raise your hand. You’ve never tasted the
game when it was hard. You’ve never been punched directly in the fuckin’ mouth yet. (audience laughing) You don’t wake up like I did in April 2000 and the market collapsed and every invoice and every order is over. You don’t know what it feels like when the corporations that want to give you $10,000 for a selfie
don’t spend money anymore. It’s a little harder to be an influencer when there’s
no cash in the system. So I’m not mad at Millennials, I’m mad at people’s not understanding of why, you know, they’re awesome human beings because they’re far more well-rounded and they just had it good, and that’s not their fault. We could have had that, I got into the world in New Jersey. 2000, got shit on. 9/11 got shit on. 2007 got shit on. So I’ve tasted that. So just keep that in mind. And by the way the reason I told that story is please keep in mind that the economy has been phenomenal for the last nine years, like a lot of the good is coming for you because
of what’s happening at a macro level. You’re just average. I’m being serious, and I’m
not saying that to razz, I’m saying that to make you reflect, so that you can step up your game so that when the fuckin’ ravage comes, you don’t die. So good, you got a little zing that you’re average but now you can actually stay alive and not go work at fuckin’, go back to business school. (audience laughing) Sorry. bro – Didn’t know that was gonna take you down that course but ah… (laughing) So you talk about how
companies are kind of behind the eight ball on
on the whole social media, Facebook marketing, it’s
how it’s it’s a good value right now, are you starting to see that trend diminish and and when do you see you know that being not a value Facebook? – As soon as math again,
and art combine to not be valuable, like on television. Meanwhile Super Bowl is the best ad. Anybody here who’s got 20
million to throw around, run a Super Bowl ad this year. The problem is they’re seven. It’s only seven for the ad, which is phenomenal, but the network makes you buy some other shit, so where it gets fucked up. But Super Bowl is an incredible value. I don’t know, I’m stunned that these big companies that I work with still question its ROI and want to run commercials and billboards. It’s so fun to watch them
all go out of business over the next 20 years, they deserve it. (audience laughing) I can’t wait, seriously. – Last thing is, you mentioned
political correctness and your kids, which
is awesome and I think that’s what everyone loves about you is you just say what’s on your mind and I think we can all take a page out of that book of just being pure honest. With this crazy climate of you know the whole you know the Google guy that got you know fired from there the whole ESPN thing like how do you how do you see this political correctness and what do you do to to mitigate
that in your company? – So it’s a really good question, Rob, and it’s a really tough one. Couple things, number one,
said something the other day that finally articulated how I feel about all of it, which is I said to a friend like fuck, people, so there’s only one place in my life where I’m not logical or practical. American football, right? Like against all data I think that, you know, the Patriots are cheaters and Bill Belichick’s a terrible guy and even though Tom Brady’s like clearly I’ve like literally spent money on investigative journalism, he’s the nicest human being ever. I still say things like yeah he left his pregnant wife for Gisele, he’s a piece of shit, like I will do anything blindly. I’ve chemically, like even talking right now, the chemicals in
my body are different. I feel it. I hate them so much. I really want Bill Belichick to die, (audience laughing) like I don’t even… I don’t… You know it’s funny, I
wonder if people think like I’m going for
schtick…like I want it. So cool, we’ve established that, right? I’m clearly irrational, over-emotional, not logical, and just the worst version of myself in that one narrow place. I mean there are people who are fans of me who’ve DM’d or have tweeted that I’m a bad guy, I mean I yell
at children at games. I’m not joking. You know how people get beer muscles? You know that term? You drink and you want to fight? I have sports muscles. Like I go to a game and
even though everybody would probably be able to beat me up, I want to fight you because it feels better than feeling the pain of your team beating mine, right? Like a week ago I realized holy fuck that’s how blindly everybody is now about politics. You’re either red or blue and you deploy no logic, no rationale,
you are blindly emotional. You have no idea what the fuck you’re talking about and that’s it you mean we’re about to turn every issue into a… How the fuck is climate a political… like what are we doing here? So I have a huge office
in New York and L/A. 84% of my employees are liberals. 84, right? And so I have liberal points of view all day long. The thought of hating anybody or disliking another human being for any reason other than maybe being a Patriot is insane to me, insane
to me, insane to me. But I have clearly, you know Republican… Like an eighth place trophy
is why China is gonna shit on us with such a big fuckin’ dump that we’ll never be able to breathe again. How I handle it is by
one by one, one by one. It’s very hot, you cannot handle this at a macro right now, because our society’s on tilt. That’s how I do it. (audience applauds) I’m so fuckin’ pissed I
was born in fuckin’ Russia. I would fuckin’ run, win
easy and fuckin’ dominate. Really would, I’d really
feel like I could do it. Josh? – Gary, I just… – It was nice meeting you in the airport, man. – Yeah, absolutely, thanks. I want to talk about
influence for marketing – [Gary] Yeah. – YouTubers vloggers instagramers a lot of people are talking about Facebook ads, Instagram ads, snapchat ads, ROI. We can measure ROI with those. – [Gary] Yes, you can
measure with influencers too – You can but it takes a lot longer – No it doesn’t. – [Josh] How so? – You’ve got to make the creative be a sales creative instead
of a brand creative. You can’t measure the ROI of Facebook either when you do it the way I do it, ’cause I’m pumping it for brand. I’m not trying to sell you shit. I can measure it if I had a $49 course. Josh, people are confused between branding and selling. Make fuckin’ phenomenal influencers go for the sale in the creative if they choose to, and you can afford them. Logan Paul sold a
fuckload of Dunkin Donuts fuckin’ gift cards. Sales super fuckin’ measurable, Josh. – So would you focus,
like let’s pretend you’re not Gary Vaynerchuk, right? Let’s take you out of the equation you are… – [Gary] Who am I? – You are a 41-year-old, 42? – 41 still. – 41. – Slow your roll. – You’re a 41 year old nobody, right? You have say a million
dollars of investors behind you. – Well then you’re definitely not nobody if you got that. That’s just contact shit, Joshy. (audience laughing) – All right, fine, fine You’re a 41-year-old nobody, you’re getting into the game, right? Will you focus on growing
your personal brand, or would you focus on leveraging other people’s personal brands
that are already a thing? – [Gary] Both. – So would you would you ride the backs of using the people that you’re building like, that you’re investing in? – Sure, yeah. – [Josh] Okay like if you’re trying to… are you asking… Let’s… Josh what are you asking? I’ll give you the answer. You’re trying to build
your personal brand? – I am trying to build my personal brand… – [Gary] Thank you. – yeah absolutely. – Are you thinking about the place – But I want to build
my personal brand in a different niche than the influencers that I want to invest in. – Understood. I think that as long… Understand this… Just because they may
be in a different niche, they have so much awareness that the people that watch them may be into other things, got it? – [Josh] Yep. – So if it’s a good deal on
awareness, you might be able to convert, and then your
product has to be good. – [Josh] Cool. – Do you know what I mean? Like that’s the math you’re looking at. You don’t have to use the targeted nature of the ads if the influencers are a better deal, even though you might lose 85% of the audience because that’s not why they’re watching them, but they’re still gonna get 15% of opportunity and then the whole fuckin’ kit and caboodle is, are you good enough? – All right, one last question. I’m a die-hard diehard Patriots fan. If Tom Brady makes it to a Super Bowl this year will you go to the Super Bowl with me, on me? – No. – No? All right. (audience laughing) – And not only that, I’ve been
to the last six Super Bowls they’ve been there two or three times, you know and I’m now with Boehner sports and Steve Ross the owner
of the Dolphins is my business partner so I go, and the owner’s dinner, it’s all fun the last two Super Bowls two of the last three Super Bowls I left the city Sunday mor– I’ve not watched the
Patriots play a down of a Super Bowl game in the
last four Super Bowls that they’ve played in because I refuse. Everybody’s like the greatest comeback in a Super Bowl. I’m good I have no idea
what the fuck you guys are talking about. I didn’t see shit. – Well you like winners, and I’d like to invite you to the winning team anytime you want to come. (audience laughing) – No, no, Josh, Josh,
you’re confused, my friend. I’m a winner. You root for winners, dick. (audience jeering and laughing) – Yeah, that’s very true. – [Gary] Be careful. – Thanks, Gary. – That, by the way, you just witnessed my favorite move. Knicks-Heat game seven
years ago, dude walks by, beer, remember sports muscles guys. I get up I’m like you fuckin’ suck, sit the fuck down. I mean it I get weird. He looks at me goes yeah we suck, look at the scoreboard asshole. I go not them, you asshole, you suck. By the way the darkest version of what you just saw and Josh knows I love him, but the darkest version, I go to Foxborough for every game, we always get shit on around the third, fourth quarter when I’m really getting shit on because I bring my Jets
jersey, I’m fuckin’ running in there proper, right? Somewhere around the
fourth quarter when I’m getting shit on, I change the conversation I’m like look Zan, I’m super pumped that your entire self esteem is wrapped into your football team because you work at Pizza Hut and so fuck you my life’s better than yours maybe your football team is better than mine but I’m better than you Zan. Jared. – Hey Gary, so going back
a little bit you talked about intuition, right, and
belief in your intuition. I’m a two day idea guy, right? I get an idea and then after two days I’m like like that was a crappy idea. – And it’s probably like
a seven that you let too, more, right Nicole? Like he bothers the
fuck out of you, right? – [Jared and Nicole Together] Yeah. – He’s like what about a drone ice-cream company? (audience laughing) Go ahead. – That’s a good idea!
(audience laughing) So how do you develop that intuition and how do you like support and strengthen your belief
in your own intuition? – By acting on some of them. The biggest problem is, especially when you have like people around you, is like you
want to be right, right? Like it’s much better than getting made fun of for being wrong consistently. But like by fuckin’
picking like just by… I try to do stuff every–you know everyone’s like, oh
you you’re always in it doing like just trying shit. Like nobody talks about
the stuff that I’m doing that, guys, nobody remembers the part where Michael Jordan couldn’t get to the finals because the Pistons were beating him every single time. You know what I mean? Guys let me really unleash you doing more shit. Nobody remembers the losses
as long as you have a win. And you know, like listen
some of you know my stuff and like I’m starting to like figure out my own stuff, it comes down to six people. Your mom your dad your
siblings your loved ones. You’re doing so much shit
based on their points of view on stuff you can’t even imagine. You can unwind that,
you’re off to the races. It scares me how much I value my wife and parents’ opinion, and how much I don’t at all. And in that balance I win. At a macro I value them, but on a micro my decisions, not at all. You know Jared, so you just
got a do one or two of them. You go one for seven, it’s a lot better than going O for O. – [Jared] Yeah, thank you. – You got it. – Last question. – Yeah, sign it? – Yeah could you sign my book? – 100%. (audience laughing) Hi. Let’s do it, while I’m signing. What’s your question, Katie? – Hi Gary, I’m Katie Richardson, and I was first introduced to you as I was trying to go to bed at night and my husband’s got his phone on and I’m hearing this guy make a rant in a cab throwing throwing f-bombs every other word, I’m like
what the heck is this? And turns out you speak tons of truth and so you have won over this mother of four who’s a business owner, and I love it, and so
that’s part of what my question to you is ,is like you own who you are and I love that and like that’s what people are so attracted to, right? – [Gary] 100%. – You’re up there being Gary. At what point, like you
talked about how you worked with your dad and it was a three million dollar company and then you took it to ten million after he left. At what point did you
give yourself permission to be you and then realize… Like tell us that story
about when you are like wow, this is working, people
are connecting with me and my way of being and like what was that like when you’re
like this is working? – I feel like…
– I’m gonna keep doing this. – You know it’s funny there’s–thank you first of all–there’s a lot of things there. Number one, it is 100 percent because of nature-nurture. Being an immigrant and
always having a chip on your shoulder, you’re always an outcast to begin with at some level. And I was a Russian
immigrant, which was our major enemy when I was a kid, so I had some weird shit going on that
I don’t tell a whole lot ’cause it’s not as
relevant these days, but there’s a lot of parallels to whoever the bad guys are now, I was the bad guy, it was kind of
weird for a little while. Number two my mom became a mom blindly. I remember walking sophomore
year in high school, no freshman year in high school. I’m four foot 11 my freshman
year in high school. I spurted it in sophomore year. I’m wal… I have the worst fuckin’ mullet you’ve ever seen in your life. I’ve got a backpack that
I’m rolling with that’s bigger than me, and I’m walking down the hall and I go… I remember this vividly,
I’m like wait a minute, I’m not the best-looking,
awesomest dude in the world? Like my mom had me so brainwashed, (audience laughing) I’m being serious, on straight positivity that like, that never went away. Like my mom, if I opened
the door for a woman, like my mom was super
smart and I’m doing the same thing, she would make… If I opened the door this
is a true story, Katie. I opened the door for a woman when I was 9 at McDonald’s. That’s the story. I went to McDonald’s, woman
was coming I held the door open for her. My mom reacted as if I
won the fuckin’ Nobel Peace Prize, (audience laughing) And she did that about
all the shit that matters, which is what makes me who I am today. Fourth grade, Katie, fourth grade I got an F on a science test, I needed to get it signed, because I guess that’s how they used to do it I don’t know if they still do that shit. I flushed it down the toilet
because my dad hadn’t gotten to me yet, and then like I was like… but I was still a kid so my conscience was still around, and so I just couldn’t sleep and I told my mom, and basically three weeks later I was sitting in social studies fourth grade and said fuck this, I’m out. And from that day on I
decided to fail every class, Work on my business skills and become who I’m gonna be. – I love it! Thank you. – [Gary] you’re welcome (audience applauds) – [Brett] Right, it’s my second time… – [Katie] Sorry – Sorry Brett. – I just had a quick ask. I make amazing baby
products and I don’t know if you’re still having babies or not, but if you need like the awesomest baby gift for a friend come to me, and my company’s called Pudge, like baby Pudge. – [Gary] Send me an email
to Gary at Vaynermedia. – Okay. – In the title write our
entire story, I was the one with the four kids,
the husband in the bed and you won me over and the Pudge and this, all of it. – [Katie] Awesome. – And then we’ll interact. – Yeah, I’ll make you look amazing as a gift giver. – Thank you. – [Katie] You’re welcome. – Brett. – I was gonna say it’s my
second time seeing you, and it’s funny how a different energy of different audiences, like, the first time I went, you were like you even told the audience, I am NOT excited to be here. (laughing) I looked at your stuff it sucks, and the lady had been like talking about coaching the whole time then you’re like don’t do it just do stuff… Anyways it was awesome, it was Provo. It was just a couple of months ago in Provo, but it was funny. But anyways quick side question was like do you sense different energy in audiences? – [Gary] 100%. – Okay because it’s like the same person. – I own… I have my religions and my beliefs, then I have my craft,
so I’m doing everything state-of-the-art, right? So I have my thesises,
then I have my work. I was in Seattle yesterday
I spent nine hours, understand the voice space, love it, my craft, my craft. So I have my thesises Brett, I have my craft, and my the reason I’m doing well in speaking is I take my thesises, I take my craft, which sometimes has some nuances that are valuable, right? Usually always ahead of the market and then I reverse engineer the actual audience. I reverse engineer the
audience, like I give a lot of thought and speak to the people that organize who are you where are you in your funnel of life and like what can I bring to the most general and how quick can I get to Q&A so that whatever I miss in the general we can get to in the details? – I totally agree because
it’s just a different energy that I feel this
time versus last time. But my big question is – [Gary] Please. – When you think of like Lavar Ball or Kim Kardashian, or even
Donald Trump for that matter, – [Gary] Hacking culture. – yeah like what are your
thoughts on them and like is that the kind of fame you want? Or is that the comment,
you talked about fame being the biggest arbitrage, what are your thoughts on those kind of people? – So there’s a really
interesting thing that I believe in, which is until you know somebody you don’t know somebody, right? And so like look I mean getting political never works but like you know Trump’s got his shtick right and the like he won on my thesis for the last ten years, right? Kim Kardashian literally is like like we are all living in reality TV. People shit on reality TV in Hollywood then they shit on influencers. They’re all gonna pay because if you’re not abiding to what the consumer wants you will always lose. It doesn’t matter what you
want on your ivory tower, it matters what the world is consuming. But I don’t… To be very, very, very frank, I don’t think about it a whole lot, right? I know why they’re winning, they were native… DJ Khaled is an unbelievably
important case study in the in the last 10 years
and the next 10 years. His personality was native to a platform at the right time in the right moment and he disproportionately changed his career on that back. Kim Kardashian and Donald
Trump navigated reality TV when reality TV was what social media has been for last 4 years. Somebody in here’s gonna get
inspired and make a voice application for their business that will be that for when voice is here in two years for the next six
years, from 2020 to 2026. It’s literally the same game over and over, Brett. So what I want, listen, fame
and exposure, you know like it doesn’t change you,
it exposes who you are. So I don’t know how you personally judge those three and everybody here judges those three differently, I just want to be known for what I am and who I am and how I roll. – Appreciate that thank you. – [Gary] You got it. Hey Rach. – Hi Gary, how are you? I’m here with my amazing
husband Josh who is like my backbone and amazing business partner. I’m a little googly talking to you because I remember meeting Justin Timberlake when I was 14, but you’re like my 32-year-old Backstreet Boy. (audience laughing) – He was in NSYNC. – Oh yeah, I love them all, but I love you more. For the past seven years you’ve given me the ability to be really authentic. I’m in a niche where it’s very club promoting, it’s network marketing. – [Gary] Yep. – So I basically for the last seven years have sold my soul to direct selling companies and they made a lot of money and have built an incredible following of network marketers and direct sellers and now that I built a great team that’s passive and I serve them and I love them but I really want to branch out into more mainstream impact, primarily to female entrepreneurs. And I want to know what’s
your recommendation for somebody like me
who’s had this huge niche, they all expect me to be
the prospector, the closer, of the lead generator, the team builder just now to say all right
I’m someone new, transition. – If we had coffee… I’m gonna give you the 90 percent answer because there’s 10% that’s too personal I don’t want to do it here. I have to figure out how mainstream you want to be. – [Rach] I’ll buy you coffee. – I’m sure. (audience laughing) – Every day. – I don’t know how
mainstream you want to be, so like if you want to be
mainstream like the cover of Forbes and like like mainstream–like all the way mainstream, you’ll have to give up network marketing. – [Rach] Yeah. – Completely, that’s it. – And I have no problem
with whatever God has for me, I just would know
if there’s any advice. – I mean it’s a stunningly
binary answer Rach. – [Rach] Correct. – If, you know, if you
want to go mainstream, you have to give it up,
because it is not mainstream. – Because of the stigma. – [Gary] 100%. – Yeah and then my last question… – And the math around how many people make money and how many don’t. – Correct. My last question is is
there any trends that you see or platforms or any advice that you see with women entrepreneurs primarily my age 30s, 40s? – Yeah, so the thing you know it’s funny, Katie, right? Hey. She, hi. Katie said the most important part, I’ve become unbelievably fascinated and empathetic about the difference between men and women. You know I’m super fascinated
by it from a business standpoint. That’s my lens to the world. It’s harder to be 100% yourself when you’re a woman, than a man. I genuinely believe that because
men are dick faces, right? And so the answer to your question is to be 100% radically transparently you. I’m also massively empathetic how that’s difficult for everybody especially attractive women. But that’s the answer. – Thank you. – You got it. What’s up, man? Good to see you. How you been? – [Man] I’ve been good, man. – Good, man, it’s good to see you. – So, four years ago I was couch surfing and living out of my car
and I sat in a room with Gary and 13 other kids and
Gary told us that this app was gonna change our lives forever. And it did and Gary was
such a positive change on my life. Now unfortunately they deleted the app, what do I do? (audience laughing) – Yeah, fuck. – Actually I just wanted
to make that joke, but what I…
– I knew… but the real question, real question for you, when you run into your failures and you feel like you’re at your rock bottom, what’s your next move? ‘Cause I’m always trying
to reinvent myself and I’ll do things that work and then I’ll do things that don’t work. – Curtis, you and some of the friends you guys have a big advantage and and all of you have gone a little bit different with that transition of mine and what happened on Snapchat and Instagram and things of that nature, but you have something very special first of all
you have talent, right? Second of all you’ve once tasted what it’s like to buy beachfront
property in Malibu. – No I live in an apartment, still. – But know what I mean? AKA, you knew what it meant to your career by being one of the first forty people that mattered on a platform that became fresh, right? Instead of trying to… what you and others that have… By the way, you know why… I wish you could see the
goosebumps I have right now. It happened to me. I won Twitter and then you know I then I wasn’t at the top of stuff like I was in that 2006, 2007 and 2008 world, you know right, why do you think the Vine thing and this is where I’m going with this, it’s you basically if you choose to it’s gonna happen again. And let me explain why. The reason I got you guys all together and I flew to L.A. and met with others of you, like
the reason I did that was it was black and white. I’m like I fuckin’ seen
this show before, right? – Yeah you said that, you actually said that, you were like saying this is the new YouTube and blah
blah blah, I remember. – It just was so black
and white, and obviously it took different tacks
and the ones that kind of tripled down on Instagram
had what happened happened but you, instead
of trying to catch up to what’s now, I give you the recommendation that I took myself, because I tend to only give advice that I’ve actually done, ’cause it just feels better. You gotta either hibernate,
make do, grind through and spend all your time looking for that next one, that is one… You should be downloading, you, you, should be downloading, you. You should be downloading a top 100 app in the Apple Store that is social or consumer facing every day of your life, creating an account and producing the first piece of content. – [Curtis] Okay I’m gonna do that. – Awesome. – Thanks, Gar. – You got it brother. – [Man] Fellow 4’11” freshman, here. – I love it. – Really quick question,
maybe a little personal. You know we have this engine, all of us in this room have this engine, we can’t… we have a hard time shutting off, it’s yeah makes us successful. How do you do you balance work and family? How do you do it? – By first and foremost not adhering to the current state of political correctness that everybody here has deployed on me, most of all, right? And second, extremism. I almost took the whole entire month of August off, like I go all in, right? I go when I’m in this like Monday through Friday I do not see my kids pretty much at all, 39 weeks of the 52 weeks in the year,
it’s just what it is. And then on weekends and you know seven weeks, eight weeks of vacation a year, I’m all in the other way. That’s how I do it. For me. But that is only uniquely gonna work if me and my partner in crime are aligned on that strategy, audit that strategy every day, by the way I don’t even want to do it anymore, As now they’re eight and five and not five and two, they’re just more interesting to be around. (audience laughing) You know, so like for
example I guarantee you in 24 more months this exact trip, they’re here and we go to, you know, we go and see the Grand Canyon or something, you know? So like, you know, I’m so sad that so many people do certain things in parenting because that’s what the other parents think they should be doing. Like, I don’t know, like
I just want to make a very important statement that I implore every parent in this room understands. Everything that is right in parenting right now by the common standards will not be in 20 years. You’re gonna be judged
one way or the other. – [Man] Thanks. – You got it brother. Hey Alex. – [Alex] Hey how are you? – Good. – Fellow 42-year-old. I think your mom and my
mom should hang out bro ’cause I think… – [Gary] Similar stuff? She sounds amazing. – And then, just want to let you know, like validation on the sound, totally true ’cause I
like literally take a shower with you every morning, so… – [Gary] Thanks brother. (audience laughing) – I do, I just play it I
got a little shower thing. I listen to your audio. – [Gary] I get it.
– Gets me going so thank you. – That visual is fuckin awesome. (audience laughing) – I didn’t even think about you seeing the visual, but now that
I think about it, yeah that could’ve gotten way, thank you. So I got a two-part question for you. One is on culture. So our company has grown and now we’re we’re doing pretty well and I’m… you’ve been to like nine figures and that’s where we want to go, right? So my first question
is okay from a culture standpoint, when you grow rapidly, how do you embed the culture to make sure that it grows with the
right people, right? So we built values manifestos… – Ready, ready, ready? – [Alex] Yeah. – How do you get muscles
by doing push-ups? – You do it consistently every day. – I spend an ungodly amount of my time on HR, like now
I have 800 employees. The biggest thing I’m working on for 2018, I have an open door policy, which is not working for me. It’s real open door, like
the key big thing for my two admins and assistants is when an employee asks, they get booked. Whoever, first day, nine years, done. Not working. They think I’m fancy and GaryVee, they’re scared, nobody
wants to really talk to their CEO, so next year I’m gonna mandate that I see every one of my employees every six months for 15 minutes. Which is gonna eat up big amounts of time. Culture is the only thing you trade on. – So you’re gonna see all
800 employees 15 minutes? – Yes, twice a year. – Okay so literally am thinking I wanna… – [Gary] The math is daunting. – When I do the one-on-one time it always works, but I’m just thinking that from scaling standpoint, like how the heck do I…? – Scaling the unscalable is how you build long term wealth. – Damn dude, that’s a good one. – [Gary] Thanks bro. (audience laughing) I didn’t get up here from my looks. – Now we know why you get
paid to stand up there. My second question was okay as you grow obviously have things you get you’ve got haters, right? I’m sure that people don’t like you and whatever. – [Gary] Sure. – So I always focus on
the mission and the vision and the people that we’re helping, right? But when you get like
certain people, I mean it still affects me, so how do you overcome that so you can keep growing? – Empathy. – [Alex] For them? – Yes – Like just with their life circumstances or… – Sure, if a human being can generate hate, they’re
not in a good place. – Okay, so what do you do mentally and mindset to just keep going? – I deploy gratitude that I’m not them. – Okay, got it. – [Gary] Thanks man. – Thank you. – Hey man. – [Woman] Hello, so I
started on Vine as well doing like comedy. – I remember. – And now I do it on Instagram and I grew a large following on there. – [Gary] Very large. – Yeah and it’s still growing a lot but I want to be ahead, as you say, I know I have a lot of meetings about VR, and creating content within VR. – I’m a very anti-consumer VR guy in the timing that I like. So everything for me is 24 36 months. – [Woman] Yeah. – Right? I just don’t know how
many people are consuming at the scale that you would be giving up opportunity costs in other
places in 36 months of VR. Until I see even one person consistently consuming VR like an hour a week, like if I can find one human who’s not a fuckin’ really weird nerd, who spends one hour, right? So I think the reason
you are feeling that is you’re in the L.A. bubble. Everybody’s pumping a ton of money from venture capital into VR and it’s literally I don’t know like I mean the thing you should study is what happened to the web in ’99, 2000, the whole, you’ve probably seen it,, all these companies were worth a drillion, that’s what I feel about VR. It’s coming. Amazon’s coming, right? eBay is coming, but I think for you and knowing the arbitrage that you can trade on, I don’t believe… Like if I was talking to you every week, I’d be like that’s not a good place to be spending your energy. That’s my intuition. I do think voice is incredible and then I think for you specifically ’cause I know enough from afar we don’t know each other super well but I know a lot from afar, you might want to think about what you want to put that energy into, what bucket. That’s why it’s good
that you’re here, right? What I do think these guys do that’s sales and quant–like
or if it’s, you know, a brand or an event, or you’re gonna be able to push that energy
towards something, you need to take a step back and get thoughtful with yourself on like what other interests you have, or you know, that that wouldn’t come natural as the first thing you would think, like the five or six things you think of… health and wellness and lifestyle, it’s interesting, it’s probably something subtle, putting your energy into building in that world, if you want to really double down on entrepreneurship, is a good idea. – [Woman] Okay, cool. Thank you. – You’re welcome. – [Host] all right guys we
have time for only three more questions, so we’ll go Miles over there and then we have two
here and that’ll be it. – Charles get up there, we’ll do four. But you have to stand up. I saw your face. – Hey Gary, I’m a big fan of mental models and ways to kind of overcome challenges, and I like understanding other people’s processes. So my question to you is what is your number one business challenge right now? And what is your process to
come up with that solution? – I’m crippled by opportunity, is my number one business problem, and it’s similar to
what I gave over there. I’m just attacking it
with blind intuition. I, every time me and my team try to attack it from a quant standpoint, it’s too foreign, it’s moving too fast on us, and so that’s it man,
crippled by opportunity, which is a blessing-and-a-fuckin’-half, as you can imagine, but
it’s the truth, you know, it’s the truth. Like do I say yes to a second season of Planet of the Apps, do I like, do I, mean I mean the Knicks are for sale, it’s like running through
my mind, you know, like there’s just a lot,
there’s a lot going on, man. I have a lot going on. – Right, but I mean other than intuition, I mean I got imagine that
there’s a bottleneck in terms of leverage, where’s that next step? – My time, yeah I mean intuitions to solve for the bottleneck which is making decisions in deploying my energies against those decisions while leaving everything else on the side. You know I decided a year ago, I was raising $150 million fund, I gave all the money back. I lost–it was the biggest
financial loss of my career because I hired the staff and I was gonna pay the staff with
the 2%, if you know venture, of you know the overall
fund that I was gonna raise $150 million on, that’s
a lot of money, 2%, I had a pretty expensive staff. I was going through the
process and I’d raised about $80 million and one night I’m flying home and I’m like I don’t believe in this, I don’t want to
spend this $150 million startups, I think there’s too much fake shit in the market, I don’t know where to deploy it, I think I’m gonna lose it, and I gave it all back, right? That’s intuition, thought process, understanding, you know, so I’m just doing that everyday. – Awesome, thank you. – [Gary] You got it. – Hello, big fan. But my girlfriend is an even bigger fan, and I basically couldn’t
live down the shame of not asking you a question. – [Gary] I love it. – So I’m a social media
manager, and I would just love to hear about what you think is the best campaign you’ve ever ran, and why do you qualify it that way? – Sour Patch Kids candy. We made it a cultural phenomenon, because we gave… We took all the money from television commercials, which, go
figure, 12- to 15-year-olds don’t watch, and we gave it
to all the people that sit at that table, or the ones
that look like them. We took… Four-and-a-half years ago we
took Sour Patch Kids marketing budget and put into Snapchat
and Instagram when nobody was thinking that way,
and if anybody has a 9- to 17-year- old in their
life, they eat Sour Patch Kids. – Awesome thanks so much. – And Sabrina, to answer
your question, the reason I quantify it that way, wasn’t… There’s been campaigns that
we’ve done that have made more money, have, you
know, gotten, excuse me, many more likes or
awareness or more views, you know, he stands up
here and he goes thanks, everybody, we have 100,000 views. I already know him
enough to know yeah, and? What’s happening with those views? You know a lot of people in social media they plan vanity metrics, not sales. The Sour Patch Kids is
the answer, because we have had campaigns getting more views… this Budweiser Derek
Jeter and Harry Caray… the stuff we’re doing
for Budweiser’s insane. We’ve really crushed sales, we’re changing a tough brand in the U.S., but Sour Patch Kids became the fastest-growing candy in 20 years. – Thanks so much. – Hey, Linds. – Hi, so I’m a course creator, and I also help
entrepreneurs teach better, so their students get better results. I’m a little bit at a crossroads. I heard you talking about
being in a space that’s a little over-crowded, right?
– Saturated. – And so course creation
is a little that, right? – [Gary] Of course. – I see, though, the chance
to make better teachers, to make their products better. – [Gary] Good. – That’s one thing and I think
I could do really well there. – [Gary] Great. – But I’m also around the opportunity of I’m a past tenure-track professor, and I left academia, and as I was leaving fellow professors were like you figured it out, like go. I also feel a calling to
help professors kind of do what I do. – [Gary] You should definitely do that. – So that scares the shit out of me. – No, no, no. I have great news. – But this is easier, like
helping entrepreneurs is so easy. – No shit, Linds. – [Linds] I know. (audience laughing) – But this is back to that Kevin ques… Like you got to decide
what you–like by the way, I have a crazy thing to
tell you based on something I’ve been looking at. – [Linds] Please tell me. – The professors are
about to become easier. – I know. – ‘Cause they’re all about
to go out of business. – No, it’s a sinking ship,
and the ones who know it… – Yes, this is the thing
I wrote about in Crush It, I said all these newspapers
and magazines are in deep shit, it’s that the writers are gonna be better, not worse. They think there gonna be… These professors are about to
get the money they deserve. – Yes, and they’re brilliant people. – Linds, Linds, eat shit for
36 months, leave money on the table that was easy from the entrepreneurs that are never gonna make it, and go help the professors. – What’s my first move? – Your first move–start, I
mean your first move is to build the business
structure, like what’s the business that you want to do? Do you want to be TED conferences? Do you want to be a course? Do you want to teach one-on-one? Do you want to sell a product? I mean what–you need
to decide what you are. – I want to help them
plan an exit strategy and to realize that
there’s actually money that there’s a lot of professors that could probably make courses really good. – That’s what you should do. So charge, like charge them
money for your knowledge if that’s what you want to do. – [Linds] Okay. – And you know you can put
that in seven different buckets, right? I’m telling you right now you’re walking right into the one of what is going to be an enormously large space, and the fact that you were one of them, do you know how much I kill with small businesses? Not because it’s funny
and haha it’s ’cause I was one of them. – [Linds] Yeah, thank you. – You’re welcome. – Hey Gary, I’m Kailyn. – Hi Kailyn. – This is crazy, to like literally be face-to-face with you right now, so thank you so much for answering my question. One of the reasons that I love you so much and love following you so much is I really resonate with the whole chip-on-the-shoulder thing. That’s what drives everything that I do. I grew up super poor, at least standing here with all these people right now is just insanely surreal. – [Gary] Right, and you
want to kill them, right? – I don’t want to kill them,
I want to like work with all of you and just
like, hit me up, please. (audience laughing) But this thing that’s happened is, I feel like an entrepreneur on accident, honestly, and the things that I love to do is, is the business that I do that’s making me money, but recently I’ve started being like way more vulnerable about the whole chip-on-the-shoulder thing, and like in telling my story. And that’s resonating with a lot of people but that’s fuckin’ hard. Like I hate doing that. I’m very introverted I don’t
like being out there that much but that’s what seems to be
making the biggest impact. – I have great news. It’s binary. Either you do more of it
and you get used to it, and like everything in
life once you get used to it it just becomes your norm, and you didn’t realize it. Now you may never be the most extroverted, but you just…. Everybody here can be a
better singer, dancer, and basketball player. They may not become
LeBron, but if you do it every day, you get better. You keep putting yourself
out there every day, you’ll get better. So you can either choose to do that, or you could say I don’t like it. I’ll leave the money on the table, because I love the privacy and the private life and not having to engage, and you do that. It’s your choice. You’re in charge. – Are you an advocate for doing like what’s harder though? – I’m an advocate on
doing what you want to do, not because I said so
or your friend said so. It’s, I’m an advocate of you doing what you want to be doing, but I always encourage to taste more, ’cause it works. You know how many people
here hate oysters, but have never had one? (audience laughing) I think about that shit every day. (audience laughing) That’s how I think about business, like you’ve made a judgment on something, yet you’ve never done it. So, you know what I’m gonna say, you know you’ve like consumed it. I mean I already know you’re gonna do more of it, because you’ve already done the hardest part, which is you’ve done it. You’re now a foregone conclusion to me, KP. You’re just gonna keep doing it. – I love that you just
called me that, thank you. – You know, like, that’s
what you’re gonna do. You’re just looking for me to
give you a little more juice to do it a little bit more,
and a little bit more, and a little bit more,
which is amazing, and I’m thrilled to do it,
’cause it’s fuckin’ free. Here you go, go! – [Kailyn] Thank you. – You’re welcome. – Just really quickly is there anything that is hard for you? (audience laughing) Like I know like your mindset,
the way that you think about things, you’re like I am confident I can do this, but like is it hard… – [Gary] Yes, yes. – to get up in the morning sometimes? – [Gary] No. – Is anything hard? – Spelling is fuckin’ impossible. (audience laughing) I can’t read for shit. If I was reading from a teleprompter right now, I would crumble
and be out of here. Can’t read for shit, like you know, fencing probably is hard. (audience laughing) Oh I’m really way below
average in swimming, poor swimmer, like always
think like fuck I’ll be super pissed if I like… That’s how–if I die because
we get fucked up, like somebody hits a tree and I have to swim further than everybody and like like…yeah there’s shit. You know why you asked that question? – [Kailyn] Validation. – No, why you asked me that question? Validation the first part. The second part, you’re
asking me that as somebody who knows a lot about me, because I don’t spend any time on it. We all suck at shit. So like I don’t care how you judge mine, you got shit too. So because I don’t care about that, the only reason people spend time on their weaknesses is because it’s everybody else’s opinion on it that they’re trying to avoid. I don’t care about your
opinion about my weakness, ’cause I know you’ve got them, too. So let’s just move on. – Thank you so much. Can I get a photo with
you when you’re done? – [Gary] Yes. – Thank you. – Hey Charles. – Hey Gary. If you ever, I swim a lot,
so if you ever need somebody (laughing) – Thanks, bro.
– Let me know. I’m 37, so I’m not you know,
where you are at, age wise but you know, I’ve been lucky a few times in life, and you know I’ve done well and done not so well on everything. And I have done well. I guess my question is, you
know it’s always the concept of the encore, right? You know when my one company,
you know, I’ve had eight digit companies before, and now
I’m launching another one. And I guess it’s like how do you get into it, make bets on it, but feel accomplished if you don’t outdo your last time? – Because I don’t I do not even remotely think that the financial part is the way I score it. You know what I mean? I mean that’s really simple like out-doing the last one is, you know even the way you position–listen to your words–you’re positioning it like if you’re putting pressure on that I need a niner, right? Then you’re then you’re probably gonna… Especially… you know what’s funny
about positioning a niner when you’ve had an eighter? It’s hard to get going. – That’s probably the challenge. – I know exactly what’s
going on with you, Charles. And so that’s why I’m asking you are you doing the ambition of a nine or 10 because you see the white space and you’re gonna strike like a fuckin’ cobra, or is it ’cause you really just want to fuckin’ do it? So let me give me an example. What I’ve been doing for
the last seven years. I don’t love it. Client services? Like having a 32-year-old
brand manager from the University of Chicago telling me what she should do with Captain Crunch, when she can’t sell shit? – No I’m actually from the USDA. – So great, yeah like not fun for me, but I know why I’m doing it. I decided at 35, 36 that I was gonna spend 10 years of my prime as a business person building a Death
Star of communication by eating shit and building
a very big business and then I was gonna
point that Death Star the Vayner X machine against
the Crohn’s and Colitis Foundation because my brother has it and I want to cure it, some business that somebody comes along that didn’t know how to run it so I bought it for a million and then I can get it to 100. But I realized six, seven years ago, fuck I now know who I am, let me build the biggest infrastructure in the world around it and then whether it’s to help you know hurricane victims or sell sneakers, I’m gonna be able to point this fuckin’ thing. So for me, I don’t look at my EBITDA, I don’t care how much we’re growing. I’ve made a 20-year decision that I’m in the process of and I’m gonna execute against that. And the numbers and dollars
are just not the way I score. If you’ve been lucky enough to have the success you’ve had and you’re this young, I would take a big step back and try to figure out, you know, what is like the most fun or the most macro thesis you can come up with. – Great, thanks. – You’re welcome. (audience applauds) Guys thank you for having me. Thanks, it’s awesome, thank you so much. (Inspirational music)


  1. TNYG Post author

    Wait whattt? Ive been following your page for a very long time and Didnt know you were coming to Boise!! How do I know where Gary is going next?

  2. The Valentine Show Post author

    "does your mouth match you ambition". We can get caught in talking a good game with zero action.

  3. Thrift Geek Post author

    Joshy and his non existent "personal brand" wasnt expecting this 1:05:37 Watch you you're pushing up against Joshy. lol

  4. Aria Zoner Post author

    I really appreciate how you never have slides during your talks. I see why you like hip-hop now. You're a freestyler at heart!! Me too but currently I'm still using slides during my presentations to help with my sequencing. Aspiring to get off em though. Thanks for sharing your experiences with the world homie >>>

  5. Story by Diego Post author

    There is SO MUCH gold on this episode it's insane! I see you Billy Gene! LOL

  6. Sam Sansalone Post author

    "I'm a winner. You root for winners, dick." – Jets fan, Gary Vaynerchuk

  7. Marius Dodan Post author

    Check out that dude with blonde hair and glasses at t23:20, he is so fucking freaky :))

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  10. The Juicy Vlog Post author

    So much value here as always –  any creators looking to genuinely connect I'm @georgewarringtonuk on Instagram

  11. seanzscorpio Post author

    He is probably one of the most annoying people on the planet. His stupid voice. Also looks like he is going to die…

  12. Teshia Monique Post author

    Did I  miss the part about ClickFunnel? I    watched the entire video

  13. funnybone0016 Post author

    I fucking love Gary Vee! Probably doesn't use this though:

  14. Jèssè William Mac Dougall Post author

    great value here. This video helps me know that im on the right path and doing the right things.
    "the man who continues to move forward when it gets tough is the man who wins"

  15. Jèssè William Mac Dougall Post author

    Anyone know who the ggirl Kailin is at 1:36? I would like to connect with her.

  16. Alex O' Connor Post author

    Hey anyone looking to collab, network in regards with social media expertise? Ping me or IG: @iamalexoconnor

  17. Anthony M Post author

    Any Young Entrepreneurs Looking to CONNECT? Hit me up on IG: " @A1nthonyM "

  18. Pam's Pretty Plants Post author

    On hour three of non-stop Gary Vee videos while I work on my hustle. Thank you for these, Gary!!

  19. Jordan Hier Post author

    This is an awesome Q&A. SO many great questions and such great content/responses from GaryVee! Definitely saw Sean Cannell, from Think Media & Video Influencers, amongst the crowd. Such a rad dude! I wonder what you have to do to be in the audience of these things. Is it invite only or what?

    Anyways, nothing but love and respect for you Gary Vee! Keep doing what you do! Love it!

  20. Momekh Post author

    OK so you know the name of most of the guys who are asking questions…even if you are pretending that yoou are reading off of their nametags. That's straight up sales gangsta shit right there… awesome brother. Brilliant.

  21. Darkendevoures Post author

    Blind belief in intuition… Boom! Some Morpheus shit.

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  24. Matt Williams Post author

    Guy at minute 58 min is silly.. when will FB ads not be in play?? Come on dude until you can't put $5 in ads and reach thousands of people??

  25. Cooking With A Little Spice Post author

    Man I wish I knew you where coming to my city so I could’ve seen you. Are you coming to Boise again this year?

  26. Swimming in the Dark Post author

    Fun to see a handful of creators I recognize like JR from the Entrepreneur Alliance and the dude from Video Creators on YouTube.

  27. Reach Blue Post author

    The coffee drinker was a little "stalker-esk" and funny all in one. #backstreetboys #insync

  28. Essy Chilcutte Post author

    VR viewers are looking at Locations* Like Top of a moutain amazing views

    Documenteries like Under the sea diving with whales stuff Awesome

    And last and easiest

    is 1 Group photos* like Circles of Cosplayers at conventions

    2 Discussions!!!
    Center the table interviewing

    So i have a VR cam
    i post Some VR stuff

    a lot of my VR stuff is I showcase other peoples stuff like Boats

    and I do Stills at Night So stars and its cool. <3

  29. juangreenwich Post author

    Next UBER, AirBnb…
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    Angel investors contact me NOW!!
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  30. Chee Chai Post author

    I went to FHL2018 and man I wish I was at FHL2017! This is soo good!

  31. Benjamin BEGIN Post author

    Is that russell brunson on the first line on crowd ? 😮

  32. Pete Rosales Post author

    Yoooo anyone know who asked that music festival question??

  33. Joel Gallarde Post author

    Can someone please help my understanding. At 31:21, Gary says something "a lexus skill"?? I often hear him refer to that term. What does that mean? I may have gotten the spelling wrong coz it doesn't come up on Google lol 🙁 Pls help. Thanks!

  34. Say Say's Kitchen Post author

    I feel that like a mf, that's what i feel i am doing, I feel too far ahead sometimes. Like I was saying this shit 10 years ago and then people are like now coming up to me and I am like, but do you know what that means. anyways, I feel you man, and I think we are headed into an age where now we have to be stewards of information. So i know your HR cause I can see it on your fit bit, but can the ambulance be dispatch to your gps location based of irregular indicator,? and that is the tip of the iceburg

  35. Say Say's Kitchen Post author

    the opportunity in audio i see is mic'ing up different venues and you can stream it live. plus I know that you will need a universal way to integrate audio into all platforms, that means you need specialized hardware, where is that invention?

  36. Say Say's Kitchen Post author

    what numbers in this world do you pay attention too Gary Vee!!!? I.E. you looking at sportscenter scores, the DOWJONES, unemployment rates?…do you have a metric that you like to say, IF THE WORLD HAD A PULSE, this is the pulse?

  37. Say Say's Kitchen Post author

    i can stream on my snap chat a football game, well , what if people like your commentary better than the tv's announcers, well, sounds like you can have an opportunity to broadcast your seat and it's views.

  38. Say Say's Kitchen Post author

    the ball family, the only one i watched but i want to get mine on there, thanks for the inspiration

  39. N Bee Post author

    Thank you Gary, this gave me SO MUCH clarity to strategise my priorities in building my business. GOLDEN!!!! <3

  40. N Bee Post author

    Thank you Gary, this gave me SO MUCH clarity to strategise my priorities in building my business. GOLDEN!!!! <3

  41. Super Nova J Post author

    watched the vid ,never really watched you before found you really down to earth on what you had to say about business and family liked the stories on the back ground of your dad and how he worked not so much away from home but was always working , my dad was the same he went away to work on the Sunday afternoon and we got him back on the Friday night..,, so never got time to see or spend time with him so really grew up with my mum and sister, I can see where you are coming from ..and me like you when I get talking I speak at a hundred miles an hour sometimes I cant get the words out quick enough or I branch out onto another ideas, I was inspired by your talk like when the guy that got you to sign his book you said to him its better to have 1 of 7 than 0 for 0 so yes its basically pushing yourself and to not sit around on yer ass and get on with it and create….thanks glad I stumbled onto the vid and I took your advise to just write a big long spiel and see what happens …cheers and look forward to more vids

  42. Jonas B Post author

    Wow bedros, billy gean, and vince reed in the audience

  43. Omnis Management Post author

    Does anyone happen to know the lady discussing future opportunities for college professors with Gary? Around 1:32:00

  44. Trent Grzegorczyk Post author

    Great video, Gary. Thanks for sharing!

  45. Harry Yadav Post author

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  46. Thorsten Strauss Post author

    Can anybody but me in touch with Linds or Liz at minute 1:34:05 because I am on the same path, executive prof seeking to exit into online training. she can reach me at @howtomkt thank you! @askgaryvee @clickfunnels

  47. Outstanding Funnels Post author

    Life changing! Thank you for this!

  48. Peter Chan Jr Post author

    One of the best Q&A's! Especially since it was with such an educated internet marketing group!

    That IG guru was on here!

  49. Salih Post author

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  50. nathan brackett Post author

    anyone else catch steve cook in the background

  51. Lie Likes Music Post author

    14:50 Anyone know the contact details of this guy? We're basically doing the same thing in terms of entrepreneurship. Would love to team up!

  52. Victor Mendoza Post author

    Programming Alex voice stuff looks semi-easy. I'll Offer it as a service in 2 to 4 months from now.

  53. Benjamin Kaleblevi Post author

    That's an awesome comment about blinders on Politics. Your value to Society is Huge. Thanks, Gary Vee!

  54. Benjamin Kaleblevi Post author

    If a human being can generate hate, they are not in a good place. And gratitude that you are not them (or in that place of hate)… that's deep.
    I'll remember that one. Thanks Gary.

  55. Jamie Post author

    So many questions revolve around the basic concept of "Gary, tell me what I should do to get 'X'". If these people truly listen to Gary V and consume his content then they should already know. And I think they do they just want reassurance.

  56. Mike Sherrard Post author

    The audience here is next level… Some of the biggest online personalities in attendance, so epic to see!
    Value value VALUE! 🔥

  57. Rahul Kumar Post author

    You just did not put rage against the machines as the intro. <3

  58. ThiccFilA Post author

    Can anyone link the video of gary playing bubble hockey with that guy? lol

  59. Jonah Kai Post author

    Who is he referring to at the beginning that presented before him?

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  61. Sadegh Helalat Post author

    Great video, I have made a recent video of how you can get everything and more 80% less.

  62. Russell Wyant Post author

    Well if AI is going to end up being a Terminator 2 Skynet scenario than there will always be a demand for free people to defend their humanity and dignity of life. Thats good for the firearms training industry that provides a Vacation Resort Training Destination like Front Sight Resort Vegas as corrupt anti 2A globalist technocrats continue to violate our rights and censor our free speech. Train up!

  63. StevieDoesLife Post author

    Illuminati pyramid eye on the whiteboard lol

  64. Ricky Bondalapidiah Post author

    I am going to make a fortune selling what the guy @23.14 – 23.27 took.. or he just simply reached the yogic state of Samadhi.. who knows

  65. Austin Hammers Post author

    It blows my mind that i watch this and it only has 312 comments and low 6 figure views. what i just got from this was everything i know but have been a total pussy about when it comes to just doing it thank you Gary.

  66. Brian Girley Post author

    Wow! Kevin David, Josue Peña and Sean Cannell from think media! This conference was lit! I wonder if Roberto was there too?

  67. Jose Castillo Post author

    The audience is legit big names from the crowd.

  68. JORGE. BLEEDINGUMZ Post author

    Is there a photo of that badass Mullet ?!.

  69. Nye Martin Post author

    Hey @GaryVee Can you expand a bit on what you said at the end about making Vaner X the death star of communication?

  70. Christina Shriver Post author

    Amazing! Thank you, thank you, thank you. ♥️♥️♥️

  71. Peter Lewis Post author

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