blog, how would you market it?” – I would go to Instagram
and search every hashtag that you can think of
around fatherhood, starting with fatherhood, Stunwin,
let’s put you to work. Can you quickly check how many people have used the fatherhood hashtag on Instagram. I would go to Twitter search
and I’d go to Instagram search and I would search the fatherhood hashtag. I would then look at
the content and I would engage with it, I would do that under the the name of your blog, not as Rick. – 464,000 of them. – 464,000, so there’s
464,000 pieces of content on Instagram that you can engage with in a jab way under an account you
create for the fatherhood blog, you go look at the
piece of content, you look at what the dad or the
mom of the dad and the kid wrote and you engage with
it, like “that’s cute”. Like I would go look at one, I’d see a dad holding a Patriots, a little Patriot baby, because it has a Patriot bib and I would jump in and be like boo
Patriots, you suck, but cute kid. Be real, jab, don’t be
like come to my blog, it’s really good, you
want to learn more about fatherhood come to my, no that’s spam. Engage in the community,
work 15 hours a day, grind, grind, grind,
grind, grind, that is the easiest and hardest way to do it. The other thing you can
do is go and map the 25-50 important fatherhood
blogs and platforms and ask to guest blog and
then you’re syphoning that audience, now you have to write
a good blog because nobody will come over if you stink and
that would be another thing. I’d also scrap up a couple
bucks, I would spend $20-50 a week, instead of buying a
shake or taking an Uber or going to see Star Wars, take
that $20-50 and buy Facebook ads against dads that show
interest about being a dad. There’s a million things that you can do. India.

“to improve women’s underwear. “I’m scratching my own itch, but
know nobody in the business. “Advice?” – So India, you and I
worked on this one today we saw this tweet, I sent it to you, you went to go reach out to her. She deleted it, what did she say? – [India] She said oh
yeah, I just deleted it, but I’ll put it back up right
now if you’re gonna pick it. – (Gary laughs) I love it. Mike, this is starting to
get good, look at that. – [Mike] Yeah I know, thoracic extension. – Um, one more, we’ll just bend this out. Rupa, I think that this answer is actually the answer to your question, which is, you don’t know me,
hey Rupa, you don’t know me! You don’t know me, and you tweeted at me, and here I am responding to
you and giving you feedback, in the same way that you can go and map all 700 executives in the industry and hit them up on Twitter and say hello, I’d like to talk to you
about my business idea, and literally three of them will say yes, two of them will cancel on you, and one out of the 700 people, and if you think about three
to five minutes per engagement, three minutes to write the engagement and kinda to check it, and
then maybe four to 10 hours of research of who those
700 executives are, that you need for marketing or production or the retail world, right? Like, as you’ve tried to, (laughs) this is so, this is the most, this is way up there with
ridiculous things that I’ve done. I’m so sorry to the Vayner Nation. I don’t know what I decided, I
don’t know how this happened. Anyway, I think that um, I like take my workout serious too. So, I think you have
to go and reach out to, and so I’m telling you
that you’re gonna get to one person, maybe two, by spending 80, 90 hours of time, which scares
way too many of you off. The problem is, what’s the alternative? The problem is, what is the alternative? When you’re at the bottom
and you’ve got nothing, you’ve gotta scrap, it’s like me and Mike when we first, now I can use this, now I’m gonna start using this gym. When we first started here 16 months ago Mike told me to do this,
this, and I couldn’t do it. I couldn’t do it! That’s how at the bottom physically I was, and then we just
systematically did things. That whole thing when I
was like this is good, literally 60 days ago I
couldn’t do crap with that because we hadn’t worked
on that flexibility. So, anyway, what you have to do is you have to find the 700 people and you have to go and get them. And I would use Twitter,
LinkedIn is a place you could use as well, the problem is so many people spam on LinkedIn you get so much more upside on Twitter especially if you don’t
just like spam them with the first move, you know,
jab jab and right hooking. Woops, I use the wrong, anyway! So that’s it, put in the work. Put in the work! – [India] Shawn, I was asked to fill out-

– What’s the DNA of a good sales pitch? – Yeah. – Um, I think the best DNA
trait of a great sales pitch is predicated on
reverse-engineering what that person actually needs. Way too many people try to sell, it’s really jabbing and right-hooking. Most people want to sell you
what they want to sell you, versus what you need. So, one of the reasons I
think I’ve been successful is, whether I’m selling a bottle of wine or I’m selling myself or
I’m selling VaynerMedia, I have a thing, but I’m
reverse-engineering you, meaning, people used
to come into the store and one of the things I was
proud of is, people would say, Do you have a good red
wine that I could have, and I would always say, Well, what are you going to do with it? And it was stunning to me how
many people were taken aback by that, because every other liquor store, wine shop,
– [Mimi] Why that? – [Gary] would just, give them something they wanted to sell. Oh, I’m giving it to a boss. Well, then I would go
with something that had name brand equity that
made them look good. Or, I’m trying to impress wine friends, I’d give ’em something nerdy. So, in their DNA, the core DNA, is reverse-engineering, and I think the other part
that really matters, Kat, is, I do think passion and energy sells. Like, monotone, not
caring, like not believing. So, I think fundamental,
100% all-in belief and then reverse-engineering
what they need. – That makes sense. – Thank you. – Thanks for being on the show, alright. – Okay, I got two, but I’ll
start with the main one.

“how do I build a community on it? “Jab, jab, jab, and
hopefully someone notices? “Cheers bro.” – Uh, cheers bro. I think the great thing
about Medium and one of the reasons I invested in it,
one of the reasons we write for it is you actually just
have to put out good content because they’re doing two
things that are intriguing. One, there’s a viral loop. People sharing, recommending
it at the bottom. I was one of the early people
to growth hack a little bit and ask for the hit the
recommend which created virality. But they also use human editors
who just see a good piece of content and populate it to the email, to the top of the page. This is an incredible
opportunity, my friends. Medium, in a lot of ways,
has Reddit and Digg dynamics that we haven’t seen in a
long team where you could be anybody, you don’t have to
just ooze the juice of your social networks to get people
there, but you could be anybody who writes a good,
solid piece of content and then the machine, not
the community, humans, can decide to populate it and
then give you an opportunity to then siphon. The really Holy Grail for a lot of you, and the reason I’m pushing
so many of you in the Vayner Nation to write on it is you
can write a nice piece of content, get lucky, but
probably not lucky ’cause it was a good piece of content, but a
little serendipity along with that good piece of content
and now you’re populated. You get, you know, a couple
hundred, a couple thousand, people follow you off of the
base of that being featured and away you go, you start building. And so, that’s for
people with no audience. For all of you that are lucky
enough to have some Facebook, some Twitter, some Instagram
followers and users, you should put out content
there and use that as an opportunity to be discovered. And so, you know, I’ve used
Facebook very successfully to drive people towards Medium. Email services to drive
people towards Medium. Which then gets people
reading and recommending which creates more virality, which
gets more people to recognize me and it just becomes this viral loop. So it’s not about jab,
jab, jab, right hooking, where that’s a world of put
out content and then ask for something. This is more about just putting
out good content and letting the chips fall where they may. I think the other thing you
can do is go out to other people that have audiences or
other publications that may, then, want to re-publish your publication, but has a link that says,
“This was originally written “in Medium,” and that links. And so, you’re trying to
create a viral loop because the recommend at the bottom
of Medium creates virality within Medium, there’s a big
audience there and that’s where your opportunity lies. Very tactical off the
gate on a Monday morning.

“Jab, Jab, Jab, Right Hook to
ship from Amazon, and asks, “Does your theory still
work in the Italian Market?” – MAngiolillo, thank you so much, does it work in the Italian market? Does giving, giving, giving and then ask work in the Italian Market? Does provide value, provide
value, provide value and then build equity and leverage to get something in return, does that work in the Italian market? It works in the human market, obviously every market
is a little bit different and there’s suppressed governments and there’s dynamics, communism
creates different behaviors. You know there’s a million
different variables, but at the end of day
humans absolutely respond to being guilted or feel
compelled to return favors or do good for people
that give good to them. So when you’re providing value upfront, whether you’re in Italy or
in Egypt or the Soviet Union, Syria, Afghanistan, Argentina, New Zealand it’s going to work, it’s
not gonna work on everybody. Do I believe there’s cultures, countries that there’s more upside
within based on the DNA and the overall stereotypes of a country? I do, I absolutely do, but in general this is an absolute winning formula not to mention that it’s
a winning formula for you not just your results. You need to feel good about
providing upfront value. You know, I’m not gonna go, I’m not gonna judge my life
on how much money I made, I’m gonna judge my life by how many people
showed up to my funeral. So the process works for me, not just on the financial aspect, but on who I wanna be as a human being and you need to ask that question for you.

I just wanted to know two things. First of all, what are you
going to do with yourself now that I’m taking over this show. You see that, DRock,
I think I made him cry. But, also, what are some
of the biggest changes that have happened since
I came out with my book, Jab, Jab, Jab, Right Hook? – Great question, great work. Steve, why don’t you
tell the story real quick on how this amazing
cartoon came to fruition. – I tweeted something
about an obscure video game from the 90s. – [Gary] Which one? – A game called the Neverhood,
there’s a Kickstarter coming out called Armor
Crog, and this random guy, this, like, random guy was just like, oh, yeah, I’m really excited
for that to come out, too. We started going back and forth, and I followed him, and all of a sudden, he made one of these, like, random, custom things
and made a video saying ‘thanks for following me.’ And I was like, this is ridiculous, I dare you to make you Gary. And he did, and we ended
up going back and forth, and he ended up asking a question. – That’s amazing. I mean, he jabbed you. – [Steve] He jabbed me. – I love it, I love it. Do you know what chrono trigger is? – [Steve] Of course. – Just wanted to show you I do, too. (laughter) A lot of things have changed since Jab, Jab, Jab, Right Hook. As a matter of fact, as I was writing it, the paid volume of importance on paid in Facebook, was happening as Jab, Jab, Jab, Right
Hook was being written, and organic reach was
dropping, I was like, oof, and Instagram was becoming more obvious to me as a mainplay, which is why I brought it
to the front of the book. You know, obviously, Instagram
now has paid right now, Pinterest, I think I
understand better than I did when I wrote Jab, Jab, Jab, Right Hook, I would’ve done more search engine process and understanding for Pinterest. Snapchat would’ve become
enormously important part of Jab, Jab, Jab, Jab, Right Hook Two, Snapchat would be at the
forefront, I would do more B to B stuff, I think I
understand that better, and would do more LinkedIn content. YouTube wasn’t even a part of it. I probably would acknowledge
it more, jam with it, so Facebook has become even more important and more powerful, I
would argue that Twitter’s become less powerful, so, yeah, I mean, that’s the point, right. I try to write, you know, it’s funny, the new book that’s coming out March, #AskGaryVee, the book,
is probably gonna be the most ever green book. No, Thank You Economy is an
outrageously evergreen book, but Jab, Jab, Jab,
Right Hook and Crush It!, to a degree, thank you econ, I mean, all the books I write tend to have that 24 to 48 month lifecycle, and then I feel like they need updating, and so I put out a lot of free content like I do here to make
sure I’m providing value. I take an enormous responsibility for somebody who spent $15 to buy my book, to bring them value. I do that by subsidizing
a product like this for free, forever.

– [Camera Man] It’s rolling. – Oh, it’s rolling. Gary, Eric Decker. – [Gary] Eric Decker. Jersey right there. – I want to know how can
athletes use social media to expand upon their brand. – Eric, I think one of
the biggest, first of all, super pumped you and B Marshall tag team. I love this. Best receiving
core we’ve had in a long time. Probably since ’98. I think athletes need to engage
with their fans a lot more. You know, just pushing out like, “Come to my nonprofit event.” “Buy my jersey,” “Support my friend.” You obviously have a
celebrity spouse as well. So, bring exposure to her stuff. All celebrities, not just athletes, are always pushing,
pushing, pushing, pushing. Like, you know, “Come and see my stuff,” “do this stuff,” “do this
for me,” “do this for me.” How about doing something for them? The amount of people,
Eric, right now on Twitter that are saying, “Eric
Decker, can’t wait.” A lot of people saying,
“Eric Decker, you’re so hot.” You know, why don’t you engage
with some of those people, and literally just use Twitter
video, like I love to use, grab your phone, go to Twitter, reply. I’m gonna do it right now. You know what? DRock,
I’ma do it right now. Let’s just randomly pick somebody. This is the way to do it, right? You’ll probably edit and
do whatever you’re doing. Here we go. Just hitting notifications. Boom. There we go. Let’s see who says something. Here we go, D-Rock said something. DRock, get out of here. Let’s just find something here. All right. Let’s keep
going. Just scrolling. A lot of regramming. Let’s
see if somebody says hello. Dustin Riddle, “Gary
Vee, have a great day.” So, I hit the reply button. I hit the camera on
the bottom left corner. I hit the camera on the top right corner. I switch it to camera mode. I flip it to selfie mode, and now I forgot the
God damned guy’s name. Son of a bitch. Let’s exit out. Let’s go back. Done. Dustin, got it. All right, Dust. Here we go. Here we go. Yeah, that’s what happens
when you do it live. Dustin, video, camera. Dustin, it’s Gary Vee. I
appreciate that, brother. I hope you have a wonderful,
wonderful weekend. Thanks, man. And that’s it. And now, I’m actually
bringing value to Dustin. Eric, the amount of people that when you wave to them in the crowd, or you throw them a glove, or you say hey, they go crazy. You can scale that. You can scale that on social
and create real depth. You know, real depth. The amount of people that
I’ve done those videos for and just engaged with and said hey. Then the next day go out and
buy Jab, Jab, Jab, Right Hook. Or when Jason Glenn,
number 58, special teamer gave me some daps at a Jets Patriots game, when I was on the field and just said hey. The next day I went and custom ordered his jersey at $100 bucks. That is what’s happening. It’s very easy for you to get
into the trenches of Twitter at scale and engage with your fan base. And I highly, highly recommend that.

– Mike? – [Webly] Yep, Mike. – Okay. – [Webly] I think it’s waste of my time to comment on your videos and answer the question of the day. Tell me why I’m wrong. – Well, Mike. Let me help you tell you why you’re wrong. – [Voiceover] Here we go. (laughs) – No, I think it’s a
really interesting question and I think that– Mike, I think it’s a great question and I think that there’s
a couple of things to figure out here. One, I’m gonna assume, maybe not, that one of the good reasons
to think what you think and I think a lot of other people think, there is because I’m
not reading that right? Like why say something if
it’s not being consumed. I think a lot of people
recognize I do read them because I’m engaging quite a bit. Not on YouTube which is because of the app and because I have a
awkward sign-in structure on Google between Gary@vaynermedia and the account we use for
a lot of the Google content. I have to figure that out. I would comment more
because now it’s all mobile, I only comment mobilely. So, I’ve gotta figure that out
but quite a bit on Twitter. Outrageous levels on Facebook
in the last month or so. More on YouTube, I will figure it out. I will use this as call to action. But now I’m gonna give
you a really good answer to your question. The reason you’re actually
gonna start commenting. It’s because I have nothing
to do with the equation of what’s actually happening here. Let me explain. That’s not fair. I do have something to do with it. I’m (claps) the match of what’s happening with the #AskGaryVee Show. But the truth is, to really
get what I want out of it, I want to build a comminity. A community can not be built predicated on a dictatorship or an individual. It needs to be predicated on the fact that people are communicating
with each other. What you haven’t realized yet, Mike, is that if you look deeply into
what’s going on on Instagram and YouTube and Facebook there is a group of 30 to 40 people that are quietly and
subtly, and I would say of those 40 people, 25 are
doing the wrong version of it. Which they’re in there
communicating with the other people for their own interest in
mind to siphon them into– If Webly was to do that, she’s
in there ’cause she wants some of the other small business
people to take her services and that’s all she wants
in a right hook, right hook right hook, right hook way. 25 of you, I’m paying attention,
are playing that game. 15 of you are not,
you’re playing more of a jab, jab, jab, right hook game and let’s just remind everybody, Jab, Jab, Jab, Right Hook to that person that
emailed and said they were disappointed in me, that is a game that plays like this. Jab, jab, jab, right hook. The right hook is not you get the sale. The right hook is you’ve been given the permission
to have a chance to sell. So, when you jab, jab, jab and right hook you go for your right hook
but you’re not disappointed. I have not even asked
any single person here what the update is on how
many books have come in. It’s just not the part, it’s
the permission that it created, not necessarily what the
results are just yet. The real reason you should
be commenting on this show is because you’d start putting
out content on your two cents in context to what was just
put out in the show format. Other people that are in the trenches are actually reading
those comments, plenty. More of you should be. And then you start
engaging with each other. And out of that serendipity,
much like on Wine Library TV, where there are over 20
different wine tasting groups right now that have been
hanging out with each other for the last seven to ten
years drinking wine together, once out of every, once a
month on every third Wednesday for the last five years
and have built their disproportionate best
friends out of being part of a community of a web
show started by some kid in New Jersey talking about wine. The community that’s being
built underneath here. The way that these three get
to interact with each other for the rest of their lives
on this connection point and the way that you guys
all have the ability, if you’d like to, to create
connections of likeminded people with very different angles and to have an interesting situation unlike politics or
religion or other things where you have a guy who’s a pardox which then creates fan
bases in opposite directions so it’s not a complete sheep
game but yet people that can actually have empathy for
other people’s points of view and collaborate, you
now have the beginnings of a community that has value to you that has nothing to do with the person that’s putting out the content. That, my friend, is why
you should be commenting.

Where you couldn’t sell shit? – Wow. (laughs) I’m gonna throw a lot of
people for a curve ball here. I actually wish that existed. I actually think that I would
be even more successful. I think I have, I think
I’m doing fine financially. I’m actually, in my behavior,
I wish my accountant was here. I’m very conservative, way
more than people think. I don’t value the dollars that much. I’m not– We should go into James’ office right now. Of all the money I’m leaving
on the table at VaynerMedia because I like the feelings
and all the other things that come along in life, I
actually think that if the world had no money that I
would be more successful. Because I think, and I’ve eluded to this, that my ability to communicate to people and to storytell and
to inspire and motivate is maybe my disproportional skill. And that if I wasn’t drawn
to running businesses, that I would be absolutely
in hype-man P. Diddy or preacher. I push very hard against
my motivational aspect because I don’t wanna be bucketed into a motivational
speaker because I do think that it’s the cliche thing
that we talked about earlier that you two really hit on. And I’m scared that people
struggle to cut through the noise which is why I’m impressed with the– You know it’s funny, you two
are the most interesting for me because you’re both the parallels
that happen with me right? There’s only one third person
that wasn’t your story, it would’ve been perfect
of the three versions of my content that’s put out. Instantaneous understanding. Perseverance, but liked it up
front but it was perseverance. And, at some level,
thank god you’re not this but like the, this guy’s full of shit and I just eventually got
there and won that game, right? So I actually think that if the
world was stripped of money, that I would be dramatically more impactful on society. And the weirdest and only scenario that ever goes through my mind. Ever. Of me not buying the New York Jets. Ever. Ever. Is that somewhere along the line, the chemicals inside tweak just enough to where I become guilted by myself to give up that part of my journey to triple down on the other
part of my journey a/k this. It’s a funny story, somebody
sent me an email yesterday and said they were
disappointed in me for sending the email and creating the contest of asking for the books
to be in the question. And I sat there with the
question for like 20 minutes, I said, “My god, I will
never win this game because people are unable
to see one level deep.” (scoffs) I’m not forcing people to buy that book. I’m putting out a show every single day that is free in a world where plenty of people monetize video content. And you’re more the
welcome not to participate in that part of it and I am
picking 500 other questions to put in there and it’s just interesting that there’s so little breathing room for any kind of commerce to some people in a world where you could
provide dispropotionate upfront value and people
want you to be stuck in the jab, jab, jab, jab world and I’m wired as a jab,
jab, jab, right hook guy. If money was taken out and the game of business was stripped. I would then have less of a
right hook mentality of commerce My right hook would then be to
get people to actually do it. So I’d be like chasing all
of you around and be like, “No, you gotta go do it.” Now, motivation isn’t enough. I actually think the
answer to your question in a long-winded way is I’d be really happy and really successful in
communicating to the world my points of view. – [Voiceover] Love it.

– Hi, I’m Amy Porterfield and
I’ve got a question for you. So in your book, The Thank You
Economy you talk a lot about letting your audience
decide if they want to get to know you more versus
persuading them that they should. So when it comes to email
marketing what are some tips you have for communicating
with your audience in a way that doesn’t kill the connection because you’re being to persuasive? – Hmmm.
That’s a good question. Email marketing is a tricky one. You know I think, Amy,
it’s funny you reference Thank You Economy. I think the answer to
email marketing is found in my next book title which
is Jab, Jab, Jab Right Hook. I mean think about all the email services you are signed up to and/or have been over the
last three or four years as so many of you start to siphon off of being on email lists. So many of those email
lists are in pure utility. Right? They’re retail,
they’re giving you deals. They’re very action-oriented. Nobody in that space is
throwing enough jabs. We at Wine Library aren’t. I still think I want to,
I’m going to use this to take my own advice. We need to start sending at
least once or twice a month. It’s so hard because you’re
siphoned on the drug of sales. But you’ve got to put out content. As a matter of fact,
Steve, I want you to work with Brandon right now. I want to send an email with
the last five stories we wrote on the site and I want
to send it out as just with a title of like Reading
For You Around the Wine World. Although let’s play with it a little bit. So that. So instead of everyone being
like here’s a deal, $49.99. Game Boy, old school. You know you need to start putting out the history of Nintendo. Right?
So more content. More content that kind of allows people to be less on the defense. Every mail that comes in
is like it’s at you, right? With content that has
no purpose other than to entertain or inform or
bring utilitarian value to the user, you’re
getting their guard down. You’re bringing them
value which opens them up so much more for the sale. And so I think that’s the way to go. I really do. I think and I think mixing
the two is intriguing. You know I’m curious what
Steve and I are about to do with Wine Library lends itself
to more content in the mix of the sale. And I don’t like blending
jabs and right hooks but I always like testings. A bunch of people always ask me, like Gary did you read Jab, Jab, Jab Right Hook these posts on Facebook
and Instagram this weekend don’t feel native. Well maybe they are. I mean by results of the way
people responded to Facebook. Maybe they’re very native,
maybe native changes because native does change. And so, always testing.
Always testing. That’s it?
– [India] Yep.