“Can you rate my Instagram
on a one to 10 scale “and tell me how to improve?” – Yeah, let’s do it live. India great job, great question
so here we are whadafunk who I’ve seen plenty
of times in my stream. So here’s his clothing thing. I don’t, can you, can you,
what can you get here? I’m gonna rate it here. Let’s see what’s going on. Not a lot of engagement. – [Voiceover] Can you
turn up her brightness? – Let’s see, yeah. – [India] It’s the other way (laughs). – Just kidding. The pictures are tremendous,
let’s play this video. (hip hop music) I love it, I love the ghettoness. So, 1500 followers, ten, 15, 20 engagements. The engagements are a hair low. I mean I really like the
photos I just, honestly, I don’t think you’re
growth hacking enough. I think you need a lot more of a fan base. Whadafunk hangin’ at my
homies’ shop rich and faded. Yeah, I mean the content is fine. I mean I think I’d rate
it a six or a seven. I think at this point you’re
too small and you need to try a lot of different
things quote cards, zoomed in versions of the clothes. I think you could mix it up a little bit. How often is he posting India? While I’m giving the answer
try to give me a general range. – [India] Like once a day,
maybe like a little bit more. – Yeah I would go with three times a day to find your cadence and find your thing. I’d rather lose 10 to 20% of my audience to see if I can find the upside. Ooh that was a really
strong, good piece of advice for a lotta people on Instagram. Let me say it again. (warbling) That was me rewinding. I’d rather lose 10 to 20% of my audience by posting three times a day
if I was filling up their feed and make sure you’re being
strategic about those posts and doing very different
things to maybe find pay dirt as a thematic creatively for your upside. I’d also start reaching out at scale. You have products. You’re sellin’ hats and
shirts and stuff like that. You need to reach out all
day long, all day long in the comments. Go to Instagram, go to
people that have 5,000 to 50,000 followers that
are you know, got your vibe as a user, and leave a comment in their latest picture saying
I wanna give you some swag can we do something? You’ve gotta get more
distribution and awareness and I would do that by giving away product for them to give you shout outs
on their stream and siphon, siphon their audience. Cool.

Hey Gary, great show. Totally obsessed. My favorite thing now,
ahead of Game of Thrones. Anyway, here’s a question for you. If you had a business or a blog or a personal brand or a book, how would you get more people to know about you and to buy that? How would you get results? I guess at the end of the
day, Gary, I’m asking you how would you get results? Thanks, love the show. Gary, great question. Looking great, by the way. (giggles) Ya know, one of the things I haven’t talked about on the show a lot, I’ve talked about it a little bit, and I saw people get value from it in that local, small
business biz to dev thing is the gross underestimation
of distribution in a JV, joint venture environment. There are so many of you on this show with businesses that
have locked so heavily into social media, ’cause
that’s how you view me, as the way to get distribution, you have left some of the
greatest opportunities on the table including if you are not hitting up the
top 100 blogs in your space, if you’re selling cupcakes, and you literally aren’t
spending the time to figure out what the top 100 cupcake content
sites are on the internet, and then sending an e-mail and saying, “Hey, I’m India from India’s Cupcake Shop. “I love reading your site, Cupcake Daily,” This is me, typing the e-mail. “I love reading your site, Cupcake Daily. “I’m very passionate. “Here’s my site. “Here’s my Instagram. “I would love to write for you once a week “on new sprinkles concepts or
on decorations that matter. “I will give you my labor for free, “and what you’ll give me is
distribution and awareness.” If you don’t realize that, ya know, it’s like Kendrick Lamar. Did anybody pay attention
to what Kendrick Lamar did? If you don’t know who Kendrick Lamar is, he’s a rapper, an artist, and he went on to a lot of other albums as he was starting to get a little fame. He leveraged that to get on, and he came in trying to kill it on, like he basically went on everybody’s track and he tried to be so much better than the persons whose song it was that everybody was listening be like, “Oh shit, that guy’s dope. “Like, I’m gonna check him out.” That’s what India, the cupcake lady, wants to do on Cupcake Daily. Oh, crap, that was such a good thought. Let me follow that. And so, in the earliest
earliest earliest days of me building my brand,
I went on wine blogs and wrote blog posts to contribute, and because I had the chops, ya know, Kendrick spits incredible lyrics, India writes about incredible toppings, and I talked about
incredible things about wine that people hadn’t thought about, that gave me the ammo for my
work to have a positive ROI. The truth is a lot of you
don’t wanna put in the work because the output of your content in video form, in audio
form, in written form, isn’t good enough. You just aren’t good enough. What you’re selling, they’re not buying, and the quickest way to find out is to actually go on a road show, put in the 40 hours a day
to get yourself into places where you, why can’t you
e-mail all 500 people on YouTube that have
some level of audience and ask them to be
interviewed on their show? Or to be part of it? Why can’t you? Why can’t you ask? Why can’t you ask? Why can’t you ask? That, my friend Gary,
is what you need to do. If you’ve got something to sell, you need to go and knock on doors, right? Ya know, you gotta know how to build ’em and walk through them. You gotta knock on doors,
and you’ve gotta ask like, “Can I guest contribute to your world? “Can I write a blog post? “Can I just show up and like?” How do I bring value to what you need because all these people that have homes that have audiences, they need more content to feed them. Content costs money, so people
coming in and contributing, it’s the ultimate kind of leverage deal. You come and you write for
me for free ’cause I need it, ’cause I need to keep feeding
the kids I have in the room, and you need kids for
what you’re gonna do, and that is something that 99.999999999 of you are absolutely not doing enough of. Putting in the work to get in front of
audiences to be discovered. Putting out a picture on
Instagram and holding your breath and hoping somebody’s gonna see it ’cause you used a (censored)
hashtag isn’t enough. Go out and take it, and
that, my friend Gary, is what you should do if you
want something to happen. Two minutes.

– [Voiceover] Abram asks,
“How do you optimize the use of hashtags for campaigns? Hashtag.” – Abram, this is a great question. I think we can get very
detailed for the VaynerNation on this. Hashtag culture is very
very important specifically to Instagram and Twitter. Let’s start there. That is really the two
places it is massive and on some level, Pinterest as well. Less on Facebook. Tumblr, for a while there
it was very very important. Snapchat, not at all. LinkedIn, not really. We’re really talking
Twitter and Instagram, first and foremost. There’s another question that’s
going to be on the episode, in a couple of questions where
the guy used 17, 18 hashtags as his entire post. I think hashtags are an
incredible way to get discovered, I think it’s important to
think about it two ways. I think you’re asking, how do
I get my hashtag going, right? I think. Even if not, by answering
that it’s going to help a lot of people here. I have the #AskGaryVee
hashtag, #AskGaryVee, Gary Vee Show I use on
Instagram and Twitter. I’m really just using that
for fans that are looking to go down the rabbit hole
more than getting it away for awareness. You’re saying for a campaign,
and I think people really need to understand a couple of things. Number one, hashtags are not ownable. Let’s just, I’m going
for, podcast listeners, I’m going for a big dramatic pause here. You should have seen the way I reacted. I’m going to do it again. It’s important that you understand this. It is insane to me that
people in 2015 still think they can own a hashtag. I walk into tons of meetings
where the brand’s like, let’s own the hashtag #GetEm. I’m like, what the hell
are you talking about? First and foremost, any
hashtag you can create, tomorrow I can jump in and make a hashtag. We can remember all the way to
the infamous 2008 or ‘9 time when Skittles put out that
hashtag and then people started putting things that were
very crude against it, because Skittles homepage
was a filter and a stream of everybody using the
hashtag and then, you know, body parts and rude and crude
things started showing up on their corporate page
because there is no ownability around a hashtag. My answer is this, flip it. Instead of trying to own
or establish a hashtag for a campaign, look at the
hashtags that are trending and very popular on the
two main platforms already and try to figure out
how to reverse into them by putting out your piece of
content, storytelling, and then using three or four hashtags
that are riding the wave. I wrote about this a million years ago, riding the wave of a hashtag. One of my first Mediums, I think. That’s the answer. Reverse it, don’t try to establish one, ride the wave of four or
five that are working, that tie in and be creative
into what you’re putting out. – [Voiceover] Leonard asks,
“You’ve talked before

– Gary Vaynerchuk, I have
an #AskGaryVee question. I’m here in Tasmania at the opening of a brand-new cellar door
winery and oyster bar. It’s a small three hectare
vineyard, seven acres. Now, I’m gonna ask you a question. If you had a seven acre
vineyard and it didn’t have these wonderful
views that we have here, how would you sell lots of wine? How would you do things different to all the other vineyards
that are out there? Cheers, I love you, boy, thank you. – Ah, it’s nice to see the wine stuff show up in the #AskGaryVee Show. I really appreciate the question. First off all, I’ve been to
Tasmania, an incredible place, making some of the most interesting sparkling and Pinot noir-based wines that I think are coming out of the world, yet so many Americans don’t
know it and it’s really sad. Think about how many of
you when you hear Tasmania thought about the Tasmanian
Devil cartoon character and that’s all you got,
which is really too bad considering how incredible the place is. Look, I think that we’ve addressed my– You know, it’s funny, we made a movie. DRock, you crushed it,
let’s link it right here ’cause I know you can do
that in the YouTube world. The Clouds and the Dirt, and
the answer to your question are really clouds and dirt,
or as, way is that I used to say it to my dad, big and small. The way I would sell a lot of
wine is we’d be big and small. Let me explain, you’ve got
a small kind of parcel, you’re not making that much wine, and so the small would be handselling. I’d be flying over to Australia, I would be going into the big
cities within New Zealand, I would probably pick one
or two markets in Asia, and I would literally fly in and hustle. Literally knock on doors,
walk around with sommeliers and salespeople from the companies
that represented my wine, and one by one, restaurant by restaurant, retailer by retailer, sell the product. Taste and sell, taste and sell. The unscalable, the small. Now on the big, and you’ve
heard me give this advice in the past, I would
become a media company. Now look, it’s very easy for me to say that that’s what I would do
because I actually did it. In 2006, while doing the small stuff, the tactical e-mail service, the website, building a wine shop, working the floor on a Saturday and selling. If you haven’t seen my comeback video, (snaps fingers) I know, a lot of editing, Staphon. Those are the small things, but the big things were Wine Library TV, right? I decided to make myself The Critic. I would if I were you for your winery become the authority of food and wine, food and wine, I wouldn’t
go lifestyle and travel, but I would be the
authority of food and wine for New Zealand food and wine,
the cuisine and the wines. I would actually review and
talk about your competitors. With a small parcel, you’re
not competing with anybody, really, ’cause there’s room
for everybody at that level. So I would literally turn yourself, and clearly you’re a very charismatic and good-looking man on
video, you just did it. You felt comfortable doing it. I would execute that at scale. Literally replicate what I
did by putting out content, whether video, which I think you should do based on what I saw, or written form. Become an authority, you
need to be a media company. You need to be bigger than you are brought to you by your wine, so
I would go big and small. But by the way, don’t get
caught up in the glam. While I was showing up on Conan and everybody was quoting me for TV shows and everything was great, I
was still downstairs hustling, trying to sell one more
bottle of Pinot noir. I was still in my office to 11 PM answering people on Twitter,
answering my e-mails tryin’ to get a good deal on a Barolo. I was still doing the small. It’s not playing in the
middle, it’s going big. You need to become the authority of New Zealand food and
wine, and the small, and you have to have the humility to get on a plane, sit in
the middle aisle and go to the Philippines, and
sell a couple of bottles to some random restaurant, got it? – [Voiceover] Scout asks,
“Should all young companies

My name’s Rafael, I run the Personal Development YouTube Channel. My question to you is, what would you do if
you were starting over and building your personal
brand all over again? Basically getting the name GaryVee out there, all over again. In this day and age, what would you do to go out there and really spread the word and to get yourself known? – I love this question and
boy, I’m gonna set it up. Do I have a really good answer for this, because you, and thanks for the question, and every other youngster
needs to hear this really, really loud and clear. And this is not being disrespectful because I was a 22-year-old
genius business person in my mind because of what I did. But I would do exactly what I did. Which is, for the first 10
years of my professional career, I didn’t say a damn thing. From 22 to 32, when it comes to business, at 30 I started Wine Library TV. From 22 to 32, and one would argue that I was really doing business since 14, but I’ll just say 22 ’cause it
was all in, no school, fine. From 22 to 32, my friend, I did nothing in building the Gary Vaynerchuk brand. You know what I did? I did the work that allowed me to have the audacity to build the
Gary Vaynerchuk brand. This notion that you can
just come out the gate and build your brand by growth hacking and putting yourself out there,
and getting on some podcasts and leveraging other people’s brands to get on and build yourself
as in expert, in what? Like when are we gonna start
asking all these people that are experts, what did they do? Here’s what I did and why I think you should listen to me in business. I am now in the midst
of building my second 50 million dollar plus business
within a five year window. That’s good execution at a speed that most people can’t
calibrate, at a high volume. Is it 50 billion? No. But it’s a life, right,
for a lot of people. It’s business. I invested in companies early on and made a lot of money because I saw where the market was going. Hence the video I popped
up earlier before, that’s linked below, of
what I saw with Apple Pay. I did things that allowed
me to start having a shot to be worthy of people buying a $15 book. Or spending 15 minutes and
watching his or her show. So I did things. So my friend, to you, and everybody else, I promise you before you
get your name out there, it’d be really nice that you
can go to the accomplishments, because when I ask you, hey bro awesome, that
your branding or health, or personal coach, or
whatever the hell you are, but what did you do to become good enough to do this, I’d like to know? I love when people argue
with me on this issue. They’re like, well look at
all the football coaches. These coaches a lot of
times are not real players. You don’t have to be a
great football player to be a great football coach. Guys, have you looked
at every football coach? There’s no football coach that comes out of nowhere at 23 years old and is then an NFL coach and wins Super Bowls. They’ve been a ball boy
since they were seven, and worked within the organization
for 20 years, 15 years. Eric Mangini, when he
was the Jets coach at 36, had been a ball boy since he was 18. Like they’re in it forever. They’re kids, they’re sons
and daughters of coaches, they’ve been in it their whole lives. That’s how you get there. And so this quick move of
using good, modern technology to build up your brand,
siphoning and doing JVs with other people to
siphon their brand equity, that you’re passing
on, that I’m an expert, and then coming out the gate and saying, I’m an expert building
a brand. It’s ludicrous. I laugh at it in my soul, in my stomach, and so does everybody who’s got chops. Gonna say it one more time, I laugh at it and so does
everybody that’s got chops. And I need you to pay attention to that. You have to earn your opportunity to be a personal brand. And the only way to do that
is to actually execute. And so when somebody asks me, well what makes you a social media expert? I show them things I’ve sold, in sales, business, put money in the pocket, predicated on marketing
within that channel. That’s a way to do it, that I believe in.

– Yo, what’s up, Gary?
And DRock, of course. – DRock?
– My name’s Daniel Dennehy, I’m a music producer slash freestyle soccer athlete with Red Bull, check out my freestyle
soccer videos on Instagram, @ImDanDennehy.
– The plug, I love the plug. – Okay, get that (bleep) out of the way, no one wants to hear about that. – Well, you wanted to drop it.
– My question is, is there ever such thing
as too much jabbing? You know, like, is there ever any time where you should just not
really give out much content, or maybe not reply to everybody, so you keep a sort of mystique,
or a bit of aura about you? Or should we just open the floodgates and just have everything transparent? What’s your thoughts on that? Thank you very much, God bless, peace! – Peace! Dee, as I’m gonna call you, this is a great question! And this is where I, you
know I wrote that piece, maybe we should link this, Stunwin, follow along
here, of the one like, maybe my advice isn’t good for you? Yeah, the answer’s yes, there is an absolute time
where there’s too much jabbing, and there’s an absolute time where maybe you should not be in the exact jabbing business at all. You actually asked two questions, Dee, you asked, is there too many jabs? Sure, the reason I wrote the book Jab, Jab, Jab, Right-Hook? Is ’cause the people that I thought best understood social media were in the jab, jab, jab, jab business. And so, the other
question you’re asking is, should I build a brand
or create a scenario where there’s no jabbing? You know who did that? Apple. Apple is just in the right hook business. Look at Apple’s social media engagement. Look at Apple’s real care for their fans over that 10 year period. They just made the best
crap they could make, and then they dominated for that period. Now, then, Samsung came along and started playing
with that vulnerability, and now we have what we have. But for a lot of people there’s mystique. Mystique or exclusivity, look, there’s a business model for me. Here’s a good example! I’m announcing right now that the #AskGaryVee
Show is paywall only, four dollars an episode. How many of you are paying? How many? Leave in the comments. Don’t (bleep) me. And here’s what I know. 90% of you are not paying. But if I have enough of 10% of you paying for four bucks an episode, it might be a better
ROI than what I’m doing. I don’t believe that, because I like the jab business, and I like building up the equity and the awareness, and
you passing on the video. You know, to people.
Caught that, DRock? And, you know, I want that, oh, that was, passing on would be sharing, I actually did subscribe call-to-actions. Subscribe anyway! And so… you know, there’s absolutely a way to play through exclusivity, like the reverse of me is that person, and that works, too. It’s about self awareness. Do you know why I play the jab business? ‘Cause I like you guys. I just like people. If I didn’t like people,
I would go the other way. Never get to me, paywall, hard to get to, secret events where you pay a lot of money, have an island where I charge you a lot of money to come to. But I like people, I
wanna touch all of you. Yeah, I know that sounded weird, but I wanna touch all of you! And not that weird way. And so the answers were clearly in that given response. I am on fire today.

“a Kickstarter campaign
beyond providing content “to raise awareness and
reach funding goals?” – Matt, you know. (stammers) I’m bumbling on this. No, no, I’m sticking, DRock,
I just fucking told you that I’m not editing
on any of my mistakes. Jesus with this guy. All you editors are the same, want to take out the natural, authentic. You guys like when I
struggle with my words cause it happens so rarely. (ding) I treat Kickstarter no
different than anything else. Just cause you have an ice
thing that you want to do and you decide to do it on Kickstarter because that’s a platform
that has virality, back to the question
about Medium and Linkedin, that’s fine. The answer is the same. Facebook dark posts, targeting
people that give a crap about ice cream and ices,
putting out content in blog form. Guest contributing. I would literally email
every single person that has a blog of any size or magnitude that plays in your space. I didn’t look deeply, but
if you’re in organic ices or just ices, or desserts
or ice cream culture, I would map out the 700
people that are in that space that have blogs or media outlets and reach out to them and say, “I’d like to guest contribute.” Talk about Italian ices or ice cream or dessert culture in America
or the world, generally, not spamming like, “I want to
tell you about my product.” It’s all about being content and not being about infomercials. Too many of the people watching this show and the rest of the world,
when they think about content they hear Billy Mays, an infomercial. When I think about content, I hear New York Times and Scandal. Get it? It’s about making that decision, and so getting distribution,
putting out good content, and that means guest contributing, Facebook dark posts if you’ve
got money to drive towards it, reaching out to influencers and chefs that are in the dessert space to see if you can JV what I would
call business development. “Hey,” you know, “Mario Batali,” “Here’s what I can do for you. “Give you 8% of my company if you “can get me the spark that
starts out my awareness. “Hey, Carla Hall, I think you’re amazing “in your southern cusisine, I’ll give you “five years worth of my product for free “if you give me a little love. “How can you give me love? “A tweet’s not enough.” So it’s biz dev, it’s content creation that’s not infomercial but actual content, and then it’s proper internet marketing, which right now to me is creme dela creme is Facebook dark posts. You’ve been watching the #AskGaryVee show. My question of the day
for you is very simple.

“on my blog and mention on social “or post natively on sites “like Linkedin, Medium,
and Facebook, or both?” – Brian, great question,
and it’s a loaded question, because you’ve probably looked at the new garyvaynerchuk.com (ding) and you probably realized
that I’m doing a mix. Like, you know, you land on a page and I’ve got the place for
Medium posts and Linkedin posts. When you land on it, some of the posts literally link out to Linkedin and Medium, and then obviously I have my own posts, and actually, Steve and
I were just talking. Did we put up the first post where it’s just for garyvaynerchuk.com? – [Steve] Yes, we did. – Got it. So that’s there too. And so what I think is
interesting about this question is most people in the
internet marketing world want to keep telling you
to do it on your own site, monetize your own traffic, it’s yours, Facebook reach can’t be taken away. All this “own it, own it, own it.” The problem with “own it, own it, own it” is when you’re doing it on your own site, you’re at the mercy of how much traffic you’re able to establish on your own site, and so from the 99.999% of
you that are watching this that don’t have four million unique people coming to your site
every day, every month, the reality is is placed like Medium, for example, I had a
Medium go extremely viral, viral as in it did really well on Medium, and right now it’s sitting
as number six or seven on Medium’s top stories where I’ve noticed that 950 people have clicked
over and read the article because of that place,
and that’s 950 people that I’m gonna guess 787 of them have never even heard of me before. And so too many people are worried about monetizing the now, posting on their page, versus using things like
Linkedin and Medium, and notice I use those two
because they have viral loops. Linkedin, when articles go
well, it shows up in Pulse. Medium sends out an email
and has the top stories. So I like being in places
where there’s viral loops, that if you put out a
nice piece of content, I noticed the kid on
Twitter today tweet out, “Hey, I’m number four on Medium, “two spots ahead of Gary V,” and then I looked at his profile and he has 1,400 Twitter followers, and that got me excited, I’m like “See, great content can raise to the top and bring awareness,” and so I think a heavy mix of both. I’m a big fan of picking
spots strategically that give you awareness and
then builds leverage for you that then eventually you can
monetize in your own world. – [Voiceover] Sean asks, “You
are always answering questions

Great to see you back. I hope you remember me from Wine Library episode 759 where we drank out of bottles. Enough of that, my question. I run a video blog inmymug.com. Plug, got the plug in.
– Smart plug. – And get about 5,000 views a week but we’ve been kind of there for the last 100 or so episodes. Should I kick on, should
I be bothered about that? We get in sales from it, we
get lots of interaction from it but should I kick on and if I am, should I look at dark posts, should I look at Twitter? What should I kind of do to kind of find that next level? And thank you for the show. – My pleasure, my friend. I definitely, definitely remember you and that was a lot of fun. You know, it’s funny I
was just about to segway in closing off the show about, I also want more viewers and I wanna keep building, like, when you’re in the game,
you’re in the game. You wanna build. And you’ve done the patience thing which is normally my answer. That’s my answer to me. I’m only 18 episodes in and you gotta restart
and rebuild an audience and get people used to behavior and it’s not email or RSS
like I had with Wine Library back in 06, 7, 8 and
so it’s different ways. It’s Twitter but that’s
noisier and different. You know, so, I would say distribution. The reason you’re stuck right now is you need distribution,
distribution, distribution. I highly recommend you say to yourself, what are the 100 websites that are the biggest websites in the world that speak to or are in
the genre of my show? And then literally email them one by one and ask them if they want the rights to distribute your content with maybe you writing on top of it. I’d also reach out to the top 100 podcasts that you can get out there
on and promote the show. Give interviews, you need to hustle. What you just did by
getting on this show worked. You were gonna pick up 39, 42, 73 new listeners for your
show by being on this show. And you need to just scale
the living crap out of that. It’s hustle, hustle, hustle,
hustle, hustle, hustle hustle, hustle, but with
a thread in distribution. You need more awareness. You need to show up on other
YouTube celebrity’s show. You need to get into
the LinkedIn community and start putting out that content. You need to get the hell out there. That is the game, my friend. And that is a nice way to
kind of wrap up the show

“engagements when you
aren’t well known yet?” – Saura, they way I booked
speaking engagements when I wasn’t well known yet
was, I did them for free. The entitlement that you are not known, you do not deserve to get paid. Do you know why you get paid to speak? Because you put asses in the seats. Because people want to come and see you. The reason I get astronomical
speaking fees is, knock on wood, zoom in
here, lemme knock on wood, knock on wood, I am very
fortunate to have an audience that wants to travel
and go to these events, and that’s why you get
justified those fees. You don’t get paid if you’re
not bringing any value, so either your content is phenomenal, but even then if you’re not
putting asses in the seat you are not getting paid,
so the best way to do it is to do what I did,
in my opinion, which is I spoke for free in the
beginning, quite a bit, to establish my name, to show everybody how good I was at it, and then
the demand side came to it.