Hi Gary, I’m coming from you
from my dental office in North Bergen, New Jersey and my
question is in regards to sleep. How do you develop rituals for
your sleep and bedtime when your life is unpredictable as a
businessperson and a parent and you have a lot of obligations
and a lot of people contacting you at all hours of the day? Thank you. – Okay, well, first of all
you know what they tell you on airplanes put your
own oxygen mask first. – Yes.
– That is key. They don’t say that
because they are nice. They say that because you won’t
be much use to anybody else if you’re not breathing. So you’re not going to be
much use to your children, your patients anybody if you
let yourself burn out. Nobody should be able to reach
you at all hours unless you have what I have which is a dumb
phone that has no data for my daughters and for overnight news
editor if there is a crisis. But my regular phone that a lot
of people have that has all my life and my work on when
I’m asleep it is asleep and it is outside my bedroom. The same thing for me I have it by my bed but it is
completely on silent. It never wakes me up. Never know, I’m out. I totally agree with that
and I think it is binary. To answer your question, Doctor, either you are doing
this or you’re not. There is no half
pregnant in these strategies. For me with health two years ago
I went all in and so now I found the hour that I
didn’t think existed. Excuse me, it’s two hours ’cause
you got to get ready, shower after it’s just binary. If you want to, if you believe
it, if you read this book if you believe this thesis if you
Google, if you watch her interviews, if you believe in
this if this has been bubbling up, now if you have a job where
you have to get paged and come in firefighter, doctor – But it doesn’t
happen every night. – [Gary] No, it doesn’t. – Even if you’re a doctor– – I wanted to ask you how many
times has the news editor– – Never. – It hasn’t happened yet?
– No. – No major thing
has happened yet– – That woke me up? And touch wood, I haven’t
heard from my daughters either. It’s just a security blanket. – It makes you feel better. – It makes you feel better. But the point is that it is
absolutely critical to realize that we have been living
under a collective delusion. I have to say that. We are now where we were in
the 60s regarding smoking. The science was in but people
were still glamorizing smoking and there were doctors I saw an
ad that the other day from the 60’s of a doctor in a white
coat saying, “I smoke menthols “because they
refresh my throat.” So really that’s where we
always sleep deprivation. – Yeah, you know it’s funny over the last year and a half
and have probably not often enough and probably
why I had so much passion to do this with you so I have
something to point to I’ve sprinkled in a lot more
of hustle but that means what you’re doing when you’re
awake not don’t sleep. Don’t watch four hours
of “House of Cards” if you want to build a business. Don’t play video games for six
hours but get your sleep in. I’ve been thinking about more
evergreen pieces of content that I can point to when people are
like, “Gary you don’t sleep.” I’m like, “No, no watch
this episode with Arianna.” That had a lot that was a
deciding factor for me. – Because people
are looking to you. – And by the way,
I sell hard work. And I want to make sure that
it is clarified as in I’m more worried about playing Candy
Crush for an hour when you want to build a big business versus
taking that away from yourself. – Absolutely. Hard work is not the problem. I’m not talking about slowing down just look at what
I’m getting done. – [Gary] Right. – I’m talking about being your
most efficient best self when you show up for work. – How much does
that young man sleeping? – Tell him.
– I sleep eight hours– – [Arianna] Daniel is my
fabulous Chief of Staff. – every single night. – [Gary] Eight hours?
– Eight hours. Oh, we work hard.
We get it done. We hustle like crazy but
when I’m out, I’m out. – [Gary] And before? How long have you
guys been together? – [Daniel] About a
year and a half. – [Gary] And so before that? – Before that I honestly thought
that the hustle meant giving up wellness and sleep. I was convinced then. I had drunk that Kool-Aid. It’s a collective
delusion like she said. – So what were you
spending asleep? – Maybe five hours. – [Gary] Yeah. – Maybe because I
wanted to brag about it. I wanted to say hey folks I
don’t sleep and therefore I’m working my hardest. – You know it’s funny, Snapchat
has been interesting to me I guess last night, not last night
but man when I don’t six to me is the number I’m really, if I’m
under six I’m very concerned. And usually I’m under six
and you guys know this if you’re following
me on Snapchat is when I travel but then I
sleep on the flight to make sure I close that gap.
– Right. When you check into a hotel
especially after a flight I highly recommend a hot bath,
a hot shower there’s something wonderful about
water washing away. – Big fan, big fan.
You know, right? Remember those 10 seconds you
are an assistant when I was like shower before.
I’m a big fan. – I need to get him a shower
and they’re like “No he doesn’t.” – I buy hotel rooms from the
night before because there’s no early check-in just to
take a shower when I land. – Absolutely essential. There is no better investment
than investment in yourself. Don’t buy a bag,
buy a hotel room. How are you are going to show
the next morning, that is the key.
– India. – [India] One more?
– One more.

– Hey Arianna and GaryVee. Arianna it was so good
to meet you last week. We had our sold-out premiere of
“Dream Girl” last night to 600 people at the Paris Theater. Got home at 4 o’clock woke up at
eight now heading to brunch with my parents and then to
Bloomberg for an interview. My question for you is when it’s this kind of
crunch time for an entrepreneur and your in launch
phase and there’s so much to do and you’re on the go and you’re
on the go, how do you recommend we rest during this really
intense couple of weeks? And sometimes months when we
can’t get that full eight hours when we’re just go, go, go? Thanks guys. – Thank you so much. First of all if something
happens and you are shipping a product are about
to get something,– – Moments in time.
– Moments in time. This is a moment in time and
you didn’t get your full night’s sleep try and get 20 minutes of
a nap as soon as you can during the next day. It will make you more
productive the rest of the time. It resets your whole system. – I apologize. Is that a general thing because
for me I’ll tell you, boy, if I took a 20,
I’m a momentum guy. I was thinking about
the mutation thing. I’m like, “Oh I wonder
if I’m a mutation.” – You might be.
You can check yourself. – I can?
– Yeah, you can have a test. There’s a genetic test. – I am going to do that. And the reason I said that is,
boy I am so momentum that if I was to take and I know and I’ve
heard about the naps and pods in offices and I’m fascinated
by this but I’m like ooh, it’s even tough for me to have a meal
in the middle of the day because for me to get started, I can
start but to take a 20 minute nap it’s so difficult. I rarely take naps I have
a lot of natural energy. I get all that. Is that back to your thing that
mutations but for most people that will work? Can most people take naps?
– Absolutely. I mean look at
Winston Churchill. I mean we’re talking about
regular naps in the middle of fighting the second world war. In a bunker he had a
way to take a nap. – Yes. – Charlie Rose who has his
morning show, his regular interview show he
takes three naps a day. – For how long?
Do you know? – Just 20 minutes each. – Have you started
doing the nap thing? – I don’t do naps because
I get enough sleep. – You’re a mutant?
– No. I now get eight
hours 95% of the time. – Is that right?
What about with the travel? Like you’re going
to Dallas tomorrow. – So here’s the thing, I can
make sure that you get enough sleep even when you travel. You need a transition to
sleep, that’s the key. This is the most important thing
I’m going to say other than the fact that the science is
in on sleep. Right? We’re not debating something. – Right, this is not subjective.
– This is not subjective. This is not some Greek
immigrant woman’s– – Crazy idea. You’re not from America.
Get out here with this crap. I was born in Belarus
so I have my own version. – But you have no accent
which makes me feel bad. – Well, I came when I was three. – It makes me feel I’m
tone deaf which I really am. – Go ahead. – But anyway beyond the 50 pages
of scientific endnotes the most important thing I’m going to say is that we need
a transition to sleep. If anybody who is watching
has children you know that you don’t just drop your baby
and your young child to bed. You give it a bath,
you put it in PJs. You sing it a lullaby. – Do you think the modern
parents are doing way too much of that transition? – No.
– I do. Some of the things have
become four hours long. – Well, four hours is
a little excessive. You sound like Chelsea Handler. Modern men and women have
dropped the transition. The transition is you are
texting, emailing you put your phone by your bed you turn off
the light and then what happens is that you may be exhausted
enough to go to sleep but your brain has not been given the
opportunity to wind down so it’s going to wake you up in the
middle of the night with all this innate chatter that is completely and
utterly unproductive. – Is it possible that I’m a
mutant because I can literally even though I am one second ago
complete insanity in my brain that if I turn on my sound machine will go to
sleep immediately? Have I trained my body? – And you go to immediately
sleep and you don’t wake up? – Yes. That’s right.
Like a rock. You can literally come into my
house punch me in the face and I will not wake up. – That means you’re
way too exhausted. – Got it.
– You know what I’m saying? – It would make a lot of sense. – You remind me of me
before I collapsed. – I don’t want to wake
up in a pool of blood. – Let me tell you
what happened to me. I would literally my friends
would joke that they would go to a movie house with me before the
movie started I would be asleep. They would put me in a
car, I would be asleep. I was so sleep deprived that
the minute I was in any darkened place or I didn’t have to
function, I would fall asleep. – I don’t do that. I’ve actually
never fallen asleep– – But you’re a mutant.
Can we all agree– – No, I’m gonna test myself. And honestly, by the way, I’m
getting a lot more seven and six, seven, and eight than
anybody would imagine that would and on weekends I’ll go 11. I think sleep is– – Now we’re getting the truth. Okay. So you actually give
yourself a lot of recovery. – What I’m doing is Monday
through Friday no question that game can be six and seven and
when I play basketball it can even be a little earlier because
of 6 AM tipoff so I have to get up at 5:30 but I almost
consistently will try to make up time Friday night to Saturday,
Saturday night to Sunday. I just don’t know. I’m a big believer that’s all. But now I’m not worried
about how much sleep they get. I’m worried about what
they do while they’re awake. – Okay but the two
things are connected. Because if you wake up fully
recharged it means you wake up ready to take on the world. You know that feeling? You wake up you say,
“Come on, bring it on.” It doesn’t matter how many
obstacles, challenges, setbacks. – I prefer those things.
– Okay. Perfect. Travis is a friend of yours.
– Yes. – I just joined
the board of Uber. Travis has a little bit of that.
– Yes. – He may be dealing with 30
crisis at the same time– – He eats it for lunch. – What happens and here’s the
key you just put something on your Facebook yesterday
that I loved which is it’s ultimately just business.
– That’s it. – It is not life-and-death.
– That’s right. – People who have a hard time
are the people who basically make it too important. Perspective is everything. And that’s really what
Stoic philosophers believe. You know who is my greatest
hero other than you Gary? – Yes? – I’ll pick a dead person.
Is Marcus Aurelius. I’ll tell you why he
was the Emperor of Rome. Pretty big job, you agree?
– Yes, the job. – Right in the arena
dealing with invasions, plagues, everything. And he was also a
Stoic philosopher. And literally
nothing ever got to him. He wrote a book about it. He called meditations and I have
by my bed and every time I’m beginning to get anxious about
something or worried I look at that book and the fact that
he considered life as though everything that happened
was a hidden blessing. – I agree with that. – I don’t know why, I don’t
know how but another favorite of mine, Rum,i the Persian poet,
he said live life as though everything is
rigged in your favor. – I think optimism
is the ultimate drug. – And we don’t know. We don’t really know enough
about what’s happening in life so whatever happens for me some
of my biggest heartbreaks led to my biggest moments of joy
and happiness and success. – India. I love that Arianna. I love that.
I believe that stuff so much. – Dr. Durgam.
– Doctor?

“After clean water is creating “sustainable jobs the best
way to see impact?” – I think they’re a bunch of
pillars people need food,– – You believe once
water is drilled it opens up the whole gamut. – I do but jobs are
incredibly important. Shelter is important. Food is important. Health is important. We’ve just started with water
because I get to touch jobs. We hear these amazing stories of
women who will use the time back in their day specifically Ashley
in Uganda sometimes and they will sell rice at the market,
they’ll sell peanuts. I was in Zambia– – By the way, we’re going very
quickly here, it’s how we roll. That’s how this show rolls. I know my audience
guys when he says, gals when he says time back these are women who would walk three
hours because an hour there, 30 minutes, 20 minutes
to scoop up the crap water. Brown. Brown. And then walk back. – 40 billion hours are wasted
just in Africa collecting water. We need to talk the workforce. They did a study, 88-page study
out of the UN, every $1 invested in water and sanitation makes
the community 4-8 times richer. It yields $4-8. Jobs are incredibly
important and that’s one of the things that’s attractive to us about water because
without the time. – What’s her name?
– [India] Her name is Melissa. – Melissa, thanks
for the work you do. – Yeah.
– Yeah.

– [India] What is the most important lesson you
learned from Mike? – What is the most important
that I’ve learned from Mike? That I very much appreciate
people who are consistent and are willing to grind in the
way that I like to roll and it’s very important to me to level
up everybody that surrounds me. Because every minute counts,
quality counts, for Mike not to miss a single day including the
one time Mike actually got drunk for the second time in his life
literally came in drunk, dead, finished and just laid in
the gym while I worked out. Like laid, like a baby. Like a 20-year-old frat guy crushed from the night before. Like on the ground. I think he got drunk at Nate
and Trouty’s house, by the way, which is the funniest part. I appreciate, that I am a fan of,
I’d love to say that I only talk about what I believe in
that when I see it in somebody else it’s extremely valuable and
reinforces the tried and true. Two years the guy
never missed a single day. Came through every time. Didn’t miss a single flight. And really did a tremendous job. That consistency does matter and
I know I do it but feeling it on the other hand was
very, very rewarding. And I’m going to miss Mike a
lot over the next several weeks he’ll be around with Jordan
transition stuff but it is quite emotional for me. – [India] It is emotional.
– Yeah. – [India] From Jordan–
– Not the new Jordan.

promote wellness and attract ideal
patients somebody else’s question actually think that’s something we need
to challenge yourself on the show oh I don’t think it’s hard but i’m in
search engine both the questions and answers the phone pop it up good
commercial time here I want it ok it’s unbelievable he have a lot of
questions for me they’ve all been answered or least the
ones that show and now they’re very searchable if you are part of a nation
being exiled there if you search something that you got 0 results for
please tweet me for passing it on to you but I feel like I’m really happy yes
this question because getting the Johnson John Ross and I think I wanna go
more profession-based in the two hundreds more on a contractor so please
actually communal stand up and rise I i’ve been doing this consistently and I
have been asking you if you please ask a more
specific question to your industry right now you have to take a scary be here as
well for you and so much and so the question is based on my health I want to
assure that the one little piece cuz I doctors you know I think you long tail which
name but he you know but I think it’s really important thing to actually go
long tail and I think one of the biggest things that I mean by that lawyers real estate agents insurance
brokers wine does perfect timing the reason this popped this old show
that I used to do it pop was cuz I was really getting my best advice and I
think if you can bring about this or you bought it somewhere else I was trying to
provide you as long as you care more about the first part of your question
the second part of your question long as you want to provide more value
than you want customers who will win that’s 51 in the second part of
questions 49 you will win so what does that mean that means you put out on
video things that might actually solve
people’s complete problems with them not ever coming into your ecosystem and
becoming a client so many people in marketing so many people in information
and services wanna give you a little taste so that
you then come into their full circle I have been very successful going the
other route which is giving so much and then using that equity that guilt that
word of mouth to be the gateway to business so i would tell you that you
need to put out the best advice and content that you can get your videos and
pictures and audio and written words need to be here is a scenario is exactly
what you should do and that might be remedied over the counter that might be
remedied with some old western point of view might be remedied by somebody going
to a clinic or that has nothing to do with you and you have to be ok with that
if you were not okay with that all of your actions aka all of your content
will feel that way to all the end consumers and then they will feel that
it is transactional where that is actually gay so many be watched the show because I
think you deeply inherently whether you understand or not realize I’m trying to
put up the best content I can here and there is no comma something there is no
this and more in the middle of it and try to sign you up my school for this
and that yes every three years and we just went through it for two years
you’ll hear from you like to buy my book but Jesus I don’t you guys have noticed
I’ve been I think the lesson book-selling the last 45 days than I
expected I did it again some other day I mean like one like so I think your
actions speak louder than words so one more title one of the questions framed using socially stopper second do
that I don’t think you have advice advice take pictures videos and audio
pieces of content that bring people tell you if you’re in good health
professional you know what do you really understand why I knew what to do that
come apart needs to be the trust that that content
is actually gonna bring you what you actually want to happen which was the
second part of the question you’re not watching a scary show because you don’t
hear about the business is a business show it just happens to be a business
show that is doing business in higher manner than the rest of them are they
have a feeling better the scope do they

make a fitness more
of a priority for you, how did you choose the fitness professional
that’s coaching you? – How’d I choose Mike?
– [Brittany] Yes. – Look at this
monster walking in. – What’s up, brother? – You are beating up
everybody too much or something? – [Natalie] Hey.
– How are you doing, love? – How are you?
– Hi. – What’s up brother?
– Mike. – Alright, let’s go. – You’re looking a little
bit smaller what’s going on? – Tiny guy. – I do like you
thinning out a little bit. – I like it too man. Summertime, you know
what I mean? – Yeah I get it. Mike why don’t tell everybody
real quick who you are, actually I’ll answer the question
so we can go right into the next question.
It’s very easy. A lot of things in life
are just relationship based. Two, three years ago or 3 1/2
years ago I tried to get my health going for real I put out
to social media thinking that’s what I was going to be
accountable to, the peer pressure.
Wanna get here, my man? Good to see again.
– How’s it going? You well?
– Yeah. I thought I was going to succumb
to the peer pressure of social media to hold me accountable so
I said I need to work out John Roman who we mentioned earlier
got his community to shout me out heavily I should be a guy. Great I picked him that was my
relationship, Mike was his intern that was the relationship so
I picked my person based on relationships. Mike and I actually worked out
together unsuccessfully before we got into this for five or
six months where I worked out four times, eight times in four
months and canceled 19 times on his way to
my gym because I hadn’t made
the mental shift. So to answer the
question on relationship. Mike why don’t you tell the
Vayner Nation that didn’t see

– Hey Gary, I have
a question for you. The online fitness space
especially seems super noisy and everybody is saying the same
thing for new bloggers or for new online trainers what’s the
number one piece of advice you would give them to set
themselves apart in the marketplace? You can’t just have
a super fit body. You can’t have the top
certification anymore and even being consistent with content
doesn’t seem like enough so is there an x-factor and
I would like to know what you think that is? – I would say you have to think
who your exact audience is and’s talk specifically to them and
not worry about the number and everybody else. Who is
your exact audience? Who is a type of client you’re
trying to attract and create things like you’re talking
to one person, for them? Because that’s what’s going
to attract more people to you personally. It’s not thinking
who is the masses? Who is everybody going to want? It’s just talking to your ideal
client like it’s one person. – Mike you sell, what
is it a $400 a month? – Online coaching?
– Yes. – 350.
– 350 a month. Your business took a real
interesting turn in January when you went hard on Snapchat. – Yes.
– What has happened there? To answer that question, ’cause
I think that’s my answer to Jill which is you got to
find white space. Yes, it is harder to bust out
in fitness on Instagram in April and May 2016 than it was in
January 2013 ’cause it’s called supply and demand. It’s just supply and demand. You moved fast in an
environment on Snapchat. – Being there first. – Being there
first is real guys. – Yeah I agree. I also disagree I don’t think
people are pumping out content. I think that is the
biggest weakness. I think people are lazy.
Including myself. I haven’t posted on Instagram
in two weeks and it’s pathetic. – I don’t think that to be true. – What do you mean?
That it’s pathetic? – No, that you have not
posted something on Instagram in two weeks. – I posted yesterday
but once in two weeks. Yeah, I know you’re pissed. – I’m not pissed, I’m just
highly disappointed in you. (laughter) – That’s worse. – I’m going to eat
so much shit today. (laughter) I’m gonna gain 7 pounds
on the scale today. – I agree– – I want him to feel the
disappointment that I feel right now.
Next question. I’m disappointed. I’m let down with you Mike. – [Brittany] This
question is from Jen.

– [Voiceover] Jim asks, “Where do you see the health
and wellness industry “going in the next five years?” – Jim, I think it’s much
of the same that we’ve seen over the last five years. I think we’ve never seen such growth, and everybody caring about their health. I got caught up into it, I
think we’re eating better that even, we’re more
educated about food than ever, I think people working out more than ever, I think the vanity of
Instagram and selfies, I think everybody here
wants to look better than they used to, I think
we’re becoming PR versions of ourselves, so I think
people putting in more work, I mean, especially with butts, you know, with butts you can
actually put in the work. Like, you can actually
make your butt better by putting in the squats, so
I think people really focusing on that, that’s clearly been a trend. It’s just true. You know, and so, and so I think more than
ever, one other thing, back on the 360 point of view on this. I’m seeing an enormous meditation trend growing in the US, I will
argue that five years from now, which is a long time from today, a lot more people are doing meditation on an everyday basis. The way we probably saw yoga play out the last 15 years. So, I see a lot, a lot
more focus on longevity, health, and I think what I like is, because of information
exchange on the internet, I think we’re seeing a
lot more healthy ways to go about it, I think
if you look at the 80s, and early 90s, a lot
of the ways that people wanted to get younger
was by having surgery, and I think more and
more people are trying to actually do something about it in their 20s, 30s, 40s. I’m so impressed with the healthiness that the US health culture has
exploded over the last decade, and I see much of the same tripling down. I think there’s a lot
of upside in that space. I think that means a
lot more scammy, quick, buck-making people are
gonna join the space, I think we’ve seen that. I think every fitness guru now thinks they’re an entrepreneur and
wants to sell their program, or their shake. A lot of the same DNA that
being great at working out and discipline map to
being an entrepreneur, yet, I find a lot of people that are strong at working out every
day don’t put the same vigor and work into their business, which I find very intriguing, so that’s kind of what I see happening.

“but often wears us down. “Do you ever pamper yourself “like maybe go in for a
pedicure or manicure?” – Minnie Mouse? No, Mini. I was hoping. Mini, do I ever pamper myself? Not in the cliche like
I bite all my nails. My nails are a disaster. Now that I’ve been
working out for 15 months Mike makes me do massages
because I need them at times and I like it, it’s nice. It’s a good thing. No, I’m not really into,
not the cliche things. I pamper myself by doing whatever I want at all times always. So I would call that
the ultimate pampering. So that feels good. That to me I think is, by the way, that, you know what, that might have been a
very interesting moment. If you want to talk about
what the best outcome of being a successful
entrepreneur, it’s that. The money is really fine. The admiration is fine. There’s nothing close than knowing that I could just get up right and just, like, you know, like you noticed before, like I slammed India’s laptop and she’s like “great
you have no questions.” And I’m like “Great.
Great. What? “What are you going to do about it India?” So you know, like, I like that. I like being able to do what I want. I don’t know what that just was. If I want to get up for a second I’m going to get up for a second. I think the way I pamper
myself is if I do want to, if I want to turn my
40th upcoming birthday into a family celebration,
I can afford to do that. That feels incredible. And so I pamper myself by the experiences. Going to London in a couple
of hours to watch a Jets game. That’s my pampering. Doing the things that make me happy. But, you know, I don’t get excitement out of a two hour pedicure
where I unwind and read gossip. But many people do. I walk around New York City and watch it happen 74,000 times a day. So, cool, awesome, do your thing. So, you know, I don’t, you know. I’m trying to make my
life a pampering moment.