– Hi Gary, my name
is Sharran Srivatsaa. I’m the President
of Telus Properties. For context, we are the fastest
growing real estate brokerage in California with about 450 agents
and 20 offices and my question to Gary is just this how can a
forward thinking brokerage like ours build a brand on Facebook and Instagram that all our agents can leverage to build
their own individual platforms? Thank you, Gary. – So I’ll jump into the
first one, you can add Frederik because I’ve given a lot of
speeches at RE/MAX and Keller Williams and all these
organizations and when they’re at that level with a lot of
offices they’re always trying to think about how they
empower their agents. This is a once in a generation
agent that comes along and has that charisma level, gets the
opportunity be on television and then has that… Do you like that
once in an generation? – I’m listening. Go on. – That’s not going to
happen for everybody. So, I think one of the biggest
ways that a company can enable their agents and we see this
insurance, I see this in fast food where people are
franchisees is to create content at scale in a hub that people
that have access to, can pull from it and then DJ the content. So there’s some great platforms
like Percolate or you can build something internally or you
could do an email blast but what I would do as your company is I
was invest in video and I would invest in photography, produce
content, give them assets and then training. I think one of the best things
that I’ve seen from people that have agents I’ve seen this in
insurance is they brought in the forward thinkers and put them in
front of their users on a closed platform, live streams, Q&As,
consulting opportunities it’s about education and assets. And that’s what you want to
empower so it is an investment at the top level instead of
telling them or trying to get them to do it force them to get
there by overwhelming them with value from the highest levels. – Wow, that’s good.
That’s good. – Like that?
– It’s powerful. Yeah. My point of view on social
media has always been to be as personal as possible. I think that the big, to answer
his question, the big challenge for real estate companies, any
kind of company is that they upload photos only
of their apartments or I always give this
example United Airlines, and I like United Airlines,
I travel with them a lot but they have
88,000 employees but only 60,000-something
followers on Instagram. They can’t even get their own
employees to follow them because they upload photos
of the airplanes. – That’s right. – So if you make it personal–
– Or bring value value. – Hmmm? – Or bring value for example
when you’re an airline if you actually put out content
around how to make people travel better, save money when
they travel, skip lines if you actually brought
utilitarian value– – But still for social media
there’s not that many successful accounts. If United Airlines posted photos
of people on airports meeting, crying, loving, hugging for
using their vehicles to meet after many years and writing
long personal emotional text then it could be beautiful, powerful Instagram
accounts in the world, right? And then they could
sell tickets indirectly. – See that right behind you? It’s a book I wrote a couple
of years ago called “Jab, Jab, Jab, Right Hook”. – I’m gonna get it. – Well, I’ll give it to you but
it’s like what you’re describing which is put out content
that’s valuable to them. – Yeah. – Jab, jab, jab, build up equity and then you can ask
for a transaction. – Yes, exactly. – I have something like
600-something-thousand followers, I would say 10 to
20% of my business comes from Instagram. Honestly.
– I believe it. – I launched entire buildings
from it but it’s because I also write emotional texts and people
make fun of me because I’m too emotional.
– Yes. – I’m a person and I’m an
emotional person and then when I finally upload something
that’s real estate related there’s more stickiness to it.
People pay attention. – May I ask you a question? My career, different from yours,
came from doing a wine show on YouTube in the mid-2000’s.
Yes. There was a point where I was
like wow and I was known as crazy in the wine world, do you
feel like you’ve become a more extreme version of your natural
being because of this character. I always wonder,
“Have I changed?” Do you feel like you’re exactly
who you were five years ago or do you think you’re a more
extremed momentum version of yourself because of
what’s happened? – I know because I have the
evidence ’cause I’ve done five seasons, last six years. I’m actually, I was never
playing a character because they don’t tell us what to do. I wish it was
scripted but it’s not. Right? But if you look back, if I look
back on the original season I was much harder, much more. I was kicking and screaming and
squealing and making crazy faces actually like now, I think
on the show, I’m much calmer. I’m much centered.
– ‘Cause you matured? – Yeah, a little bit but also
kind of watching myself so many years and seeing
this crazy character. Plus, I’m happier.
I’m married. – Of course, life changes. – I don’t think it’s going that
way, I think it’s the opposite. – I also saw an episode
where you dressed up in character as Andy Warhol. – It was so freeing.
Have you done that ever? – No.
– Oh my god, I disappeared. It was so freeing not
to be Frederik anymore. I blacked out.
I don’t even remember anything. – It was easier
to be Andy Warhol? – Well, I have an obsession too.
(laughter) It was so amazing. Now, I’m looking
forward to Halloween. I’m going to go all out and
just be someone else than me. – India, let’s move this. – [India] From Tom.
– Oh, Tom Ferry.

“to do and to avoid when it
comes to personal branding?” – From my standpoint
the thing it’s so funny. I make my parallels, I know you
probably don’t know about this backstory but I was in the wine
business and I came out and made YouTube videos when YouTube
first came out and I talked to people in
Springfield, New Jersey. Not far from East Orange.
– That’s right. – In Springfield, New Jersey
in my office I made videos just like this and I talked
to people about wine. I told people wine tasted like
Whatchamacallit bars or when you open a racquetball case. Stuff that nobody
had ever done before. There was no Wine Spectator or
Food Network that was gonna put on this guy that compared wine the Iron Sheik giving
somebody a Camel Clutch. Nobody was going to put me on. The internet put me on and I think the
personal brand thing is really no different
than musicality a.k.a. real originality a.k.a. actually having
the chops. I think so many of you and it’s
funny, you guys know, my crew knows, I compare
entrepreneurship right now to rap and hip-hop because it’s a genre that is
getting looked upon and all of a sudden its fame and
it all the stuff and you see a lot of
fake entrepreneurs. That’s the same thing as one
hit wonders just following the melodies or the hooks that
work and there’s nothing there. I think the number one thing
to building a brand, a personal brand, the number one to do is to be you 24/7/365 forever never waver regardless. You know, money and
fame doesn’t change you. It exposes you. It’s binary one and zero, be
yourself 24/7/365 and the thing not to do is alter that
in any shape or form? My man? – Facts. Facts, man. In hip hop we call that
you just spit some bars. (laughter) – I’ll take it.
– Bars. – Now I’m good.
I’m good. – Bars. – I’ll take that put
that quote card everywhere. – Bars.
– Alright, let’s move it.

– Well in your world, in social media and
marketing taking your expertise and applying it
to my business model– – Yes.
– which is athlete, independent contractor because
I’m not represented by a players union.
– Yes. – I’m not presented
by the NFL or NBA. I’m a NASCAR driver but
essentially I’m responsible for my own brand. I’m responsible for
my own revenues– – And the revenue comes in
with the logos on the car? – Yep. – And then appearance fees.
– Yep. – And anything else? – Performance on the track. Now logos on the car improve
the performance on the track. – And vice versa?
– Absolutely. – Right. Chicken and egg game. – Exactly. – So the question is what
would I do if I were you? – How do we, how do
I create a better– – Platform? – platform, a value proposition
for corporate partners? – I 100% believe that you
should execute the DailyVee execution. I think there’s an enormous
amount of people who are watching right now. NASCAR is a humongous religion. I didn’t say sport. It’s a humongous,
humongous religion. – Amen. – And I believe that there are hundreds of thousands of people that would watch your
17 to 22 minute vlog. As a matter of fact, let’s,
you know, we haven’t really done this yet. This is a good opportunity to
do what I’m about to do, this. In the comment section on
Facebook and YouTube if you are what you call your guy’s
self Staphon, videographer? – [Staphon] Yeah.
– Great. If you’re an aspiring
videographer, sorry I mean I don’t
know everything. I know my thing. If you are aspiring and you’re
young and you’re a hustler and I would assume this would probably
make even more sense maybe this is not exactly how it ends up
happening but you love NASCAR. I would tell you I’m kinda
jumping to conclusions you might not want to human being
following you around 24 hours a day with a camera but I truly
believe that what we’re doing with DailyVee right now is very
much no different than what I did in 1996 by doing e-commerce. Or what I did by doing a
YouTube show back in 2006. That this television-like
content, vlogging and Casey and many other people
did it before I did. I think what the hard-core day in the life version of it though is quite powerful. The number one thing I would do. I truly believe that and it’s
funny that you’re sitting here. I would almost even use this
as an analogy but I’ll use a different one without you
sitting here but refers to where you sit in the NASCAR world. I think the 10th man on
an NBA team right now to execute this model
would fundamentally be one of the five
most popular players in the NBA in three years if he
had the right personality and was a good guy and had the
right, it’s just storytelling. The hell is Kim Kardashian?
Right? – Just storytelling. Yeah. – It’s a story of that world. Every reality TV star,
it’s just storytelling. And I think that’s
what you should do. I think it’s very
black and white. I’m very proud that
I’m creating a blueprint that I think is replicable. And I think that’s
what you should do. – I appreciate it. I love that. – I think it would
change your world. – I think you’re right. I think you’re right. I’ll double down on that. – And the biggest thing that you
need to figure out is is what access they have.
I assume a lot. I’ve been to Poconos. That’s where you’re going? – Yeah, yeah. Next weekend. – My father-in-law was the
marketing guy that did the Gillette Young Guns
years and years ago. People are filming
there all the time. As long as somebody can have the
right access and it’s the real stories, right? Everybody see
Sundays or Saturday. What about Tuesday? Stopping and driving
around the country. That’s the real stuff.
– Mhmmm. There’s a lot of content. – You’re going to double down?
– No I mean I– – I like doubling down. – No, I’ll double down on that
because that’s been on my mind. – You think he’s
very good at Snapchat. This is the first… – That was a huge hit. That was really successful and
just like you said I just told a story over the course of my
day where I’m saying I’ll double down on that is like you
said leave a comment, find me somehow. Let’s make this happen. – No, no. You’re gonna
have to do a little bit of work. – Well I’ll do work.
Yes, yes, yes. – No, no, it’s very easy. Actually we’ll do the work for
you somebody here on this team will send you the two links to
the Facebook and the YouTube and there are hopefully 30 to 50
people in the comments section saying me. I can afford there’s people now. I’m sure. I will follow you for free. DRock did it for
free for a while. I don’t know what. I can tell you for sure that if
you’re lucky enough that you’re a young kid hustler that’s
trying to get exposure for access to being
behind-the-scenes in NASCAR it’s going to change your
career outcome, I think it’s an absolute barter exchange. I’m not trying to get you guys
to do free work even though I do it all the time
and believe in it. I have no idea if you do have
the ability to pay something, travel costs, this that and
the the other thing but that’s exactly what I would do. And I would be so pumped to
watch SportsCenter in 17 months of the story of you that you did
this and to know it all started right here, right now. – You got it.
– No really. I fully hey ESPN I fully expect the first scene of the E 60 to start right here right now.
(laughter) Okay. India.

– Hey Gary. My name is Jen Glysson and
I’m a private trainer out of Los Angeles and my question
to you is about branding. I currently have a
personal training business that’s thriving. I have a 12 week digital work
out guide that’s selling online and my third line of income is
going to be a studio where I’m running my signature
classes all day every day. As far as branding goes how do I
build my brand to be stronger, bigger and get more people
through the door without paying a PR company
thousands of dollars a month? – You know it’s funny ’cause cut
up my because I wanted to razz him but it’s going to be the
second theme Mike’s not wrong, he’s also a very right he just
doesn’t have the ability to talk about it because he has only
posted one thing on Instagram in two weeks so he’s a hypocrite. The answer is content. The answer is
content, content, content. How do you do? A) you got this studio thing
I think is a very good idea. I like the virtual and
real aspect just like a book. We were talking before
this started this is harder. – Yes.
– The physical than the digital. A retail store
like I grew up in. An agency, that’s even harder.
Kudos on you. It’s funny, when I was watching
the video I feel very confident that you’re going
to execute on that. What about the
content around that? I think the gym or studio
that creates “The Office” so think about DailyVee. What I think you should do is
invest money to a full-time Staphon and an editor and put
out a 20 minute show about your studio on YouTube every day. Literally people
will want to go there. People travel the world to beg
to come here to take a selfie in this room when I’m not here. Just think about that. Think about if you have a studio
where there’s a sitcom around the janitor, the front desk gals
and guy, you, you know you’ll have to blur out faces because a
lot of people may not want that but some well so you got the
regular Rick who is trying… It’s “Cheers.”
It’s literally a show. I think that would be the
number one way to brand. You don’t sell from that.
That’s brand. I don’t sell from DailyVee. I macro sell.
I don’t micro sell. – What I think is, what a lot
of people don’t realize about content too is you can shoot
content for one thing like YouTube, like you
said, like I do. I do that too. And you can take content from
that YouTube video and re-edit smaller clips for
Instagram or for Facebook. – 100%.
– Transcribe it, make a blog. – My whole world
is built on that. The show inevitably
an article from Britt. I’ll give you a good example. DailyVee 34 or 33,
with Cha Tha God? – [Staphon] 33. – 33, I put on Facebook in it’s
long form, great 50,000 views, 70,000 views.
100,000 reach. A minute, 20 second clip from an
interview Cha Tha God posted it on Facebook 15 million
organic reach 4 million views. – Yeah. – And then Quote
Cards and the quotes. – Infographics for
Pinterest from it. – 100%, 100%.
And on and on and on. The Instagram, excuse me,
I don’t have a laptop around me a lot now it’s the number one
move that I’m mad that I’m not doing Snapchatting my laptop
playing the YouTube video that I want everybody to see. – Yeah.
– It’s the micro-ing the macro. – You’re not hustling enough.
– You’re right. Let’s move it. – You need to start doing that. – I fully believe
that all times. I really believe
that by the way. I always believe there’s another
even though my latest Snapchat story has me concluding last
night at midnight and starting this morning at 5 AM.
Not enough. – You’re just going to
have to DNA clone yourself. – Respect. – [Brittany] I think
this one is more for Gary.

– [Alex] I’m an IT consultant
and I’m kind of struggling on going to the next level of just
being me, the IT consultant, to actually creating a
business and a brand. Unfortunately, I’m
usually known as the IT guy. – Yep. – [Alex] The PC Guy, and it
sucks but I don’t care because it’s good money.
– Yep. – [Alex] How do I move from
being the PC guy to actually having a business,
a name and grow. – What do you want? Alex, what you want
the business to be? What do you want to sell? – It’s IT consulting and IT
support and IT management. – Got it. You want your own gig and you
want to build a personal brand so that clients then come to
you and you can build employees underneath you. At first you’ll do your own work
and then you’ll get other people and you’ll build a firm like I
did with VaynerMedia, right? – [Alex] Correct.
– You gotta put… Go ahead. – [Alex] I’m putting the work
but it just me and my name and I’m kind of struggling– – Well that’s because– – [Alex] It’s actually
business, not just me. – Yeah, I get it. The way you gotta do that
first of all is produce content. Become bigger of a name. Put out all your best advice. Blog on Medium, put out
Instagram tips, do white papers on Slideshare, do Facebook
Lives, Periscopes, make content, make content, make content. Show your expertise, have
inbound business and just like with VaynerMedia, people want
to hire Gary Vaynerchuk but Gary Vaynerchuk’s
not available. It’s VaynerMedia. But guess what, Gary Vaynerchuk
was available in 2009, ’10, ’11 and ’12 and then I made enough
money to hire other people and Gary Vaynerchuk
wasn’t available. Right now, don’t stress about
the semantics whether they want you or your business you don’t
have the money or the need to hire a bunch of people yet. Create such demand that you take
those dollars and hire people and then just tell new clients
it’s my expertise delivered to my employees but you don’t need
me to physically fix your PC, got it?
– [Alex] Got it. Now, real quick question you
always say that Facebook is doing much better for
ads than Google ads, do you still believe that?
Do you think I should, if I were to run
some ads should I go– – You should do both. I think Google search is great
for the business you’re in. I do think Facebook is
better for content and branding. You should do both but my first
start making a lot of content. I need you blogging on
Medium.com about your thoughts on PC and your thoughts on IT
and your thoughts on tech in today’s society over and over
and over again content, content, content video, written form,
audio, Soundcloud, Anchor. All of it. It’s all about
the content, Alex. Thank you brother.
Thanks for being on the show.

“his last Lakers game! “What we learn about
business from Kobe? “Thoughts on his legacy?” – I don’t do
sports but ask Ralph. – Ralph, what do we think we
can learn from what Kobe did? Take 100 shots? – He actually covers
the sports for me. – Go ahead.
– [Brad] I was a bad sports player. – You miss all the shots you
don’t take and if you ever get accused of a terrible crime
buy your wife a big ring– – [Gary] Oh geez, he
hates Kobe. Kobe hater. He’s a Celtics fan?
Oh. Got it. Makes sense.
You’re a Patriots fan? – I am.
– Jesus Christ. – [Brad] He’s from Boston. – I respect that.
How old are you? Perfect, no respect for any
Boston fan under the age of 34. You had it too
good, you’re soft. Alright listen,– – Isn’t your client
GE moving to Boston? – Yes, they are. Here’s we can learn about
Kobe, Kobe is very smart from a branding standpoint
in a lot of ways. He knows that the jokes of even
the most cynical of he took 50 shots last night which I think
has only happened four times in NBA history so it’s pretty
intense he knows that something that I know which is that part
gets forgotten in seven years. What you’ll hear is what is
what’s repeated 70,000 times which is that Kobe
scored 60 in his last game. I think some of the people
that run the best brands and businesses in the world don’t
sweat the short term narrative because they’re smart enough
to play the chess moves to understand when that wears off. As a matter of fact a lot of
politicians do that because they know that we say that
negative ads are bad. We Americans, we
hate negative ads. Negative ads are bad. It’s the only
thing we respond to. And so I will run negative
ads ’til your face falls off. I will take the heat for 48
hours of like I’m running too many negative ads on Brad. I’ll win the election
and nobody will remember. And so I think that’s we can
learn from Kobe last night. I wanted to make it valuable, I
think I did a nice tie-in there. What Kobe’s actions were on the
court last night is he knows the narrative that best positions
his legacy and so he was going to take as many shots as he
had to to maximize that headline ’cause it was going to be the
only thing left and a lot of you right now worry way too much
first of all what everybody else thinks secondarily worry too
much about the narrative is in the short term you know like
starting an agency seven years ago at the height of your
ability in the tech sector when the tech sector is exploding
because you wanted to play a practical long game not what
people were whispering behind your back for a 12 month period. – Can identify with
you for a second? Yes, I am identifying with Gary. You just saw my mentors and
the guy that actually started my business with
which is Brian Grazer. – Yes.
– Yes. He loves you, by the way. – Me too.
– So does Ron. I had this job before this
and I left in 2008 as his cultural attaché.
His private ZEITGUIDE. And I build that into a business
where I could work with other leaders and when I left in 2008
to start this business people were like the fuck
are you talking about? What the economy is about to
crash, which they were right, and you’re basically thought of
as a luxury because I was just helping some Hollywood producer
come up with movie ideas. – Yes. – But I kinda knew that the
world was going to change and I would be able to come more of
his necessity because everybody was going to be so crazed by
knowing what they need to know. Yeah, it’s taken me 2008
it’s taken me eight years. – It takes time.
– Right. It takes, well that– – Building something
real takes time. – It really does if it’s
authentic and you don’t want to pollute your brand.
– That’s right. Mom raising a great
child takes time. – It does. – India was the
disaster for many years. – Was she?
– I’m kidding, I’m kidding. – Not that I remember.
– But it takes time. Trying to connect the points for
other I’m living it now with my two children building
anything great takes time. – [Brad] Patience–
– Is the game. It’s the game. Question of the day.
Our guests get to ask it.

the Nickelodeon 2016 Kids
Choice Awards Orange Carpet. I’ve done over 700 interviews
since I was seven years old and I’ve also been pitching a
scripted TV show concept. Eventually I want to expand
to an online TV network sort of thing so I want your
advice on how to monetize. Where do I go from here and
when can I interview you? – Oh my God!
– That’s amazing. – So Piper I’ll save you a
ton of time let’s do it ASAP. Tell me where you’re at,
get to New York, call me. – That was pretty impressive. – Actually sorry Piper, text me. That was amazing. What do you guys
think about that? – I think that when she talked
about how to monetize the short game is to go for brands, the long-term game would be to continue her hosting on YouTube,
push it on her platforms and maybe even grow it in to
sort of a brand where she has a clothing line.
I mean she’s adorable. She has this red hair that is
different she could do something with that.
– Yep. – Make her own little
network. I mean honestly. – Yeah. – And I also think right now,
it’s not about the ads, the pre-roll ads, it’s about who the
brands who want to work with you and that makes
sense with your brand. – Right. – If you have hover board
sponsor a video no one’s going to care. (crosstalk) Find things that work
with your brand and integrated into your content.
Don’t, you know– – I think I will definitely
have you on the show. You’ll interview me and during
that show I’ll give you much more detailed answers
because it’s really predicated on your situation. I don’t know the
financial situation of your parents’
or your situation. There are so many things, I
hate giving general advice when there’s an opportunity
to give specific advice. Since were going to be
hanging out, I’ll go there. The longer you can wait,
the more you will make if you’ve got the talent. I think that’s a real KPI. I think the other thing is, I
noticed all the things you had there I would aggressively
start looking at musically. I don’t know what you guys are
doing with musically either one of you are on it. But I think that is the absolute
platform of junior high right now and it seems like
that would be a very smart place for you to go. I would continue to be first
mover in new places because I think that you’re at such a
young age were that can be a big, big, big advantage. Supply and demand is different
on musically that it is on Snapchat, Instagram or YouTube. We’ll have specific advice
for you Piper very soon. – That was cool.
– That was cool. – Now you guys.
What do you got? – I was thinking of questions
and I pretty much know all the

– Hey Gary
– Father and son. We have a YouTube channel where we teach people how to
make signs like this. Got over 300 videos. We post 6 videos a week. The name may sound familiar because I got ten signed books from
you on the super eight. About 25 minutes in. You pulled my name and almost
threw it back in the bin but thank you for not. I appreciate that. Thank you for all you do. Our question to you is, We’re all over facebook,
we post to facebook six times a week, and I’m using facebook darkpost so we’re getting really
good reaction there. But we want to grow our brand,
we want to grow our name, grow our audience, what
platform do you think is best to go to next? Our demographic is
somewhere between 45 to 65 years old and woodworkers, obviously people that are interested in woodworking. So you can tell me, tell
us, the next platform that we should go into. That’s really what we’re looking for. Appreciate your time, Gary. Thanks for all the great
stuff, love you man. We’ll see you later.
– Bye Gary. – Bye. – Bye Gary, that was so awesome. That was awesome. What are their names again? – [India] Dave and Eric. – Look, I think when I was looking, India saw me, I was looking
at your YouTube data. Kind of making some assumptions
on your facebook data. I think that everybody, this is great, this is a great question
because I can answer for so many of you. Everybody is looking for the next thing before they’ve really won the last thing. I think there’s a lot of
work to be done, guys. On your, let me give you
a huge piece of advice. I would make those signs. You should, here’s what
I’d like you to do. I’m going to give some real
tangible advice right now. – There’s their channel. – There’s their channel, so
Dave what I’d like you to do is I’d like you to make
these amazing signs for 50 to 100 influencers on YouTube. I want you to make these amazing signs for 50 to 100 of these other
YouTube influences. Look at what you did here, and you just got exposure on a bigger YouTube channel
by asking this question. You’re hacking. I would actually rather you cut down from six episodes a week to three. And take all that energy and time and e-mail out, search here for whatever, the genre you think your world is, and reach out to all these other hundreds of thousands of YouTube providers that are producing great content that might be in your demo. And don’t go from Michell Phan,
with a billion people, go to people that have
100,000 subscribers, 200,000 subscribers, they
haven’t made it big yet, and reach out and say, “Look I’d love to make a sign for your “around your logo for your YouTube show.” They’d be pumped because
this looks incred– I mean these guys are
clearly good at what they do. And so what you need
to do is more collabo. The real thing that people
are missing is collabo. Like, there’s a lot, if I was on DJ Khaled’s
Snapchat right now, I’d be like, big shout
out to my boy Gary Vee. That’s another channel, I would grow 100,000, 200,000 followers in a heartbeat. Ads are great and you
should definitely do them but collabo, collaborations for all of you at home are
very very very important. And I think you are actually making stuff, so you can bring something, a real hand craft work. A bunch of people are going to forget you guys, I don’t care cowboy. But one out of every 50
people that you e-mail is going to say “That’s
cool, I want that.” Then they’re going to give you a shoutout to their 200,000 person, again, cowboy show, sign show, or just kids, it could be anything. And that is going to
get you much better ROI. I would cut down the
shows from six to three, this is actually tremendous advice for so many people. Cut down on the content creation and start working on distribution. Distribution my friends,
collabo and distro. That didn’t work. But collaborations and distribution. You need more awareness. What you did by getting on the show, by grabbing India’s heart was an absolute victory for you. Because there are
absolutely 50, 500 people who are watching right now that are going to subscribe to your channel. Follow you, buy a sign,
or whatever your KPI is. You need more distribution and awareness not more content, not the next platform. Facebook and Youtube is
exactly right for you guys. You just need to change your behavior to respect collaborations. Which are a gateway drug to distribution. You need more awareness within that ecosystem, that’s
what you need to be doing.

– [Voiceover] Jered asks,
“You mentioned “publicly documenting
one’s journey, “but isn’t advertising
inexperience hurtful “when seeking paying clients?” – Confused, one more time. – [India] So like, you probably
document your journey– – I said the other day,
in DailyVee it would’ve been cool
to see Vera Wang or it would’ve been
cool to see me starting Wine Library, right? – [India] Exactly,
but isn’t that hurtful if you’re trying to
seek clients who want to pay you because
you have experience? Like say you were in advertising and you don’t
have experience like– – Yes, Jered, you should not
be paid for faking the funk. You should not be
a 20-year old life coach telling people how
to live their lives because you’re
just starting yours. You should not be paid
as an advertising expert if you’re not
an advertising expert. I mean, unless I’m wrong
here, and I don’t think I am, it seems like Jered is
talking about the classic, Fake It Till You Make It, which
so many people get away with and you’re more
than welcome, Jered, if that’s what you’re saying. Maybe, maybe you’re not. But I’m gonna use
it as an opportunity to talk to everybody right now. Yes, I think that
telling the truth exposes the things you
want to lie about. Yes I do. (laughs) Yep.

– Hey Gary Ginner, Chad J. L. D. here and I have a question for you. About Snapchat. Because of you, I have
been snapping my face off. And loving every second of it. DRock at John Lee Dumas. And I would love for you to share with us, how do we grow our Snapchat followers? You’ve answered this question before, I haven’t loved any of your answers. If you could go deep, break it down, we’re VaynerNation. How do we grow our Snapchat followers? – J.L.D. wants to grow his base. J.L.D., excited, I think
I’m actually going on your podcast today,
which you’ll probably air as the book comes out. That’s later in my day. J.L.D., listen, I’m
sorry that I’m not giving you a good answer. The answer is you have to
use every other channel. It’s using every other
channel at its hacking. You’re doing it right now,
you threw up your Snap code, because you’re hoping a bunch of people in the VaynerNation stop
it, take a picture of it, and add you as a friend. You’re doing exactly the right thing. Which is, you’ve got to use
other people’s platforms and other, you know, collaborating. Literally, emailing
everybody that you know or messaging them on Instagram, if they’ve big Instagrams,
assuming that means they have some sort of community on Snapchat. And saying, “Hey, how do
I take over your channel? How do I, give me a shoutout.” It’s literally endorsements
on other people’s Snapchat. Or, listen, man, make your podcast over the next six, seven, weeks, pounding Snapchat. Interview people about Snapchat, interview Snapchat executives. Make your world about Snapchat. I’ve won because I’ve branded, you’re looking for a tactic. You’re looking for a sales tactic. Right? A transaction. Oh, go do this, buy
this search term, right? Like, you’re looking for that. You’re looking for, maybe
you should buy the long tail, term on Google as a
Google AdWord that says, “Who should I follow on Snapchat?” And then maybe you’re the first result. That you paid for. It’s me, follow me, right? That will work, probably
cost a buck or two. Per follower, that might work. But I’m doing it in
marketing and branding. By being about it, ’bout it, right? By being about it, and
by talking about it, and by being out there,
people are picking up on that behavior, they’re
writing about me being in there. And yes, I sit at a
high level in marketing but there’s a lot of people… D.J. Khalid wasn’t, he was a DJ. He went all about it, now
people give him exposure. Right now, because
there’s no functionality within Snapchat to growth
hack or pay for ad spend or any other functionality
to build your user base, you have to win on
marketing, not on sales. J.L.D., there’s too many people in 2016 that have become “internet marketers” and it’s all about arbitrage. Facebook ads, Pinterest
ads, Google AdWords, affiliate marketing, email marketing, landing page optimization. It’s all about tactics, it’s not about marketing and religion. The reason I’ve done so well on Snapchat is, I’m a marketer, right? I built Wine Library
on marketing, not just transactional couponing
and Google AdWords. I’ve built myself in marketing. Coming. I’ve built myself in
marketing, by building my brand and that’s trickled down. It’s not just transactional. I sell a lot more books
than a lot of people because it’s not the tactics,
it’s the overall brand. It’s really the thesis of
jab-jab-jab-right hook. Those jabs are branding,
I’m bringing value. And so, there’s tactics,
like you just did, J.L.D., but there’s also branding. And you have a platform, you
have a successful podcast. Make your content about that. And then there’s a lot of
tactics like I mentioned earlier in this rant, as I wove some
tactics in there for you. But you’ve gotta level
up your thinking, bro, I’m not kidding. You know, you’re gonna razz,
I’m gonna razz right back. You gotta think marketing versus, you know, you’re more
than welcome to go out and do guest blog posts
on a ton of business sites about why you think Snapchat’s important. And now you show up in a
lot of distributed places. With a call to action
to, oh, P.S., by the way, follow me on Snapchat. So there’s a lot, you may not like the answers because you
may not want to do them. Or you might not like this answer because marketing’s a lot harder than a growth hack or an execution. It doesn’t take away from the
fact that it is the answer. The reason so many people are asking me how to built a base is
because it’s not easy. ‘Cuz it’s branding and marketing. Not sales and transactional. I’m excited right now,
because that was actually a very important answer
to a lot of questions that have going on for a long time. Too many people here are playing checkers when the game is really chess. Branding and marketing is different than transactional, affiliate, it’s math versus branding. It’s quant versus qual. Snapchat is in branding and qual world. And that’s just too hard for most of you.