“your website’s landing
page be a jab like a blog, “or a right hook?” – Paul, you’re welcome for all I do. The answer to your question is, you know, I think it depends
on what your business is doing, and so to me, if
you’re selling something you need to have some level of right hook, ’cause you just have such infinite amounts of time when people land. But if you’re selling information, or you’re looking to
bring a brand awareness, or you’ve been so sell-y
as an organization for such a long time
you need a counter-move to soften your right hooks, and that’s it. That’s the theme of 106 episodes which is that every answer’s different. It’s a reason I can give
away my best advice here, have all my competitors at other agencies and other things come here. I mean I had a bunch of
competitors, literally, small VaynerMedias
asking me for advice over the weekend in email,
which I was answering because at the end of the day, I can give my best advice
because it’s all in theory, right, it’s all in theory. I can give this kind of detail,
which is pretty significant, but then you’ve still got
to get into one extra layer, the clients of Vayner,
the things that I work on have to get to one extra layer
of detail to be successful. And so to me, I’d have to audit what the business or organization
was doing for the last 12, 24, 36 months, if it existed. And then I’d need to understand
what it needs to achieve. But once you understand what
you’re trying to achieve, all your behavior has to match that. And that’s why a strategy,
a religion, a belief system is so imperative in what you do. The amount of people that
are watching this show right now, that are
wishy-washy on what they’re trying to achieve, caring about dumb shit, like oh, I want a nice watch or a car. Like, you’re gonna lose. If you understand how to level that up, I can get any watch and
any car I want because I leveled up, and I still
don’t want that bullshit. And so, I’m not judging you, you do you, you do what you want, but I promise you, push yourself to understanding
what you’re doing at one, two, three levels higher, and you’ll amass that
success along the way that are beneath you. If you want that thing
right in front of you, if you go above it, that
thing is a by-product of you shooting for a higher plane. So, I think it comes down to the details. – [Voiceover] Matthew asks,
“Why is it that people

“reach your b2c audience. “Wine and books for example. “But how does it impact b2b?” – Jane, my right hooks
are not made for b2b, so you’ll never see me Tweet, “Hey, if you have a business, “I want your business at VaynerMedia.” It’s just not feasible for me, but my jabs do. My content, where I talk
about my thought leadership or my ambition to be a thought leader, or my hope that I’m a thought leader. You know, the more I say
things that are right. You know, somebody watching
or listening right now, #AskGaryVee episode 88, I say something about smart
technology that makes them say, yeah, they need that for their business. Hey Gary clearly seems to
be paying attention to this maybe I should talk to Vayner about doing some activations around it. We have clearly benefited as an agency from my outward content as a gateway drug to RFPs or out and out
handed the business. So VaynerMedia has clearly
benefited from all of this and you know, this is something
I’m very passionate about for all of you that are
watching and listening. It’s super important to
me for you to realize that you’re always one
great piece of content away from having your life change. Let’s just understand what I mean by this. It’s no different than
being an artist with a song. Everybody you know started
off not being known and then had a song
that changed their life. Every investor you’ve
heard of that has done well and made lots of money had an investment, Twitter, that changed their lives. Content, though not to the
level of Madonna or Chris Sacca, right? Content has the potential
to change your life. So if you love something, music, photography, running
culture, diet culture, museum culture, like whatever you love, you have to understand,
by talking to the world. Even if one person’s listening, all you need is that person to share it, the pipes of social
network get into motion, this is why I love Medium, Medium will hand pick
content from nobody’s, not big followers, just
a good piece of content and that becomes your
one piece of content away from what you want to happen happening. Now here’s the problem, most of you are not good enough to make that content, and I get it, that was rough, and I’m like, and I apologize, but talent matters, right? Like baseball players that
get discovered in Japan that come over to the US
and make lots of money. They had to be good
enough to be discovered. You know, the quality of the content you put out matters. Like you can’t just be
like, museums are nice. That’s not going to lead to
you being the CEO of a museum. Do you understand? You got to be right. When I got out and put out content that says Instagram’s going
to get bought by Facebook and then everybody says I’m an idiot and then it happens, I’m not an idiot. Get it? So, you know, the things, the
pressure I put upon myself to answer these five questions on every episode is these are historic. We’re going to look back at that and if I’m like, wearable
technologies have no chance it’s a fad and then it happens, idiot. That wasn’t my piece
of content that took me to the next level. It was a piece of content
that took me a step back. So recognize that we have the opportunity to win this game. Recognize the quality of what we say, what we produce how we put it out there is the variable to that outside. – [Voiceover] John asks,
“Which industries do you think

– Alex asks “Will Reddit be
ruined by future marketers? If so, how?” – Alex everything gets ruined by marketers because marketers want to make money. Original audiences feel it’s ruined. Will Reddit be ruined by marketers? That’s like asking when
you’re indie band becomes big, did they sell out? Some say yes some say no. It’s really eyes of the beholder. I’m sure there’s people,
Steve you love Reddit. Go to Steve, let’s go to Steve. Steve you love Reddit. – I do. – There’s clearly more it’s
more commercial than it was seven or eight years ago– – There’s people who say
it’s already been ruined. – Thank you where do you sit on that? – I don’t think so at all. – Okay but you feel like people
that are even more cynical and extreme than you–
– Exist– – have gone there.
– Yes. – And so that’s it. I’m optimist dah, dah,
dah, commerce salesman. Steve is more cynical, more down the line creating friction and there’s
people that are completely out of their goddamn mind
that the second Reddit makes one cent that in itself
signifies that it sold out. By the way I respect that
because I’m the extreme. I look at everything until it makes money. I’m like that’s sold out,
the other way, right? That’s too pure. I think that it’s eye of the beholder. I think Facebook is less sold out today than it was 26 months ago. Because I think their algorithm’s
better, think about that. 26 months later and that’s
an arbitrary number, 24, 20 you know, I don’t even
know how I came up with that. 26 months later Facebook is
doing a better job putting stuff in people’s feed that
makes it feel less commercial than it did before because the
algorithm is getting better. To me that’s wild, that’s wi–
I mean it’s better for me. Taking like personal me, it’s crazy to me. They’ve done a good job, so ebb and flow. Reddit may do a takeover
thing next week with Taco Bell. All of a sudden Steve will
be like arghhh I was wrong. One week later it’s sold
out, it’s just ebb and flows. Marketers and business
people’s jobs are to make money that will always go against
the friction of people that want to keep things
artistic and pure. It’s a good friction
point I think the people that are really special at
it can walk the Mendoza line. You think of an Apple,
you think of a Nike, you think of a Reddit. I’m fascinated by that. It’s something I try to keep
and I think I skew a little bit more towards commerce
and sell out than I do than artists but that’s because
I talk about the subject matter of business that I
think one of the reasons I’m lucky enough to have an audience is I’m in the jabs business. You know the right hooks
are coming and as long as I’m providing way more
jabs than right hooks, the balance of the force,
Chewbacca style, is in good shape. That’s the scoop, that’s the show. Question of the day is a right hook.

for Pencils of Promise and
documenting my daily videos on YouTube, what other
jabs could I use so that I’m not just right hooking for donations? – Hey Bren, as a proud board
member of Pencils of Promise, I want to thank you personally
for your adventures. You know, the jab, content
wise, obviously even this little question had a great
content, beautiful views, India was really taken aback. And so, let’s just show
India being taken aback— – Wow. – And so, that was amazing, and so– The jab that I’m looking
for from you, you know, you didn’t take this biking
adventure for kicks and giggles, obviously the charity component is in you, but it’s not the only thing,
people always do things that are selfish to them at some level, so you want to create
video content and document it. Maybe you’re a documentary
thing, you know, you’re using this great thing
you’re doing as a global jab to maybe bring you awareness
to an opportunity in the future. I want you to take a step back
because I think you’re gonna do all the jabbing right,
right put out good content on Instagram, and SnapChat,
and Facebook and different native, you know, The Book,
“Jab, Jab, Jab, Right Hook” respect the platforms,
and put out good content. The one thing that I think
is missing from a lot of people’s repitouires when
they’re in this world, is the listening, the bionic ears
of what Twitter search is. If I were you, the other jab,
you can do at scale, is to go into Twitter search, and
search people who are talking about Pencils of Promise
and then jumping into their conversation, and
not jumping in and saying cool that you raised money,
like “Oh, I raised $48 for “Pencils of Promise in my school
book fair, fourth grader.” Tweets, right, or the
mom of the fourth grader. You don’t jump in and say
cool, “I’m doing this, “watch this.” That’s too much of right hook. You jab within the listening, oh I like that. You jab within the
listening, and so what you do is you jump in there and
say, “That is phenomenal.” And just by you interacting
with that person, they’re gonna maybe look
in your profile and then they’ll see your latest 3
or 4 Tweets were around this content, and then you’ve
really double jabbed into the funnel of that donation, right, you jabbed within the
listening. You jabbed with the content, that
became the gateway to the donation, or whatever
you’re trying to achieve the awareness, so a shit load more
Twitter searching, I think would be a tremendous opportunity.

Big Ed Barnum here from Big Ed Barnum’s Bubble Barn and Garden with an important question for you: If my right hook is Watch my web series, what
are some appropriate, I should have stretched. Uh, jabs? – Actually, you know what Staphon, why don’t you do a little
walk around the office right now, this way
they’ll miss this question so that will make them
have to watch it later and then they can also see
a bunch of Vayner stuff. Big Ed, first and foremost,
as a hardcore WWF, not E, fan growing up, you feel like a wrestler, and this is a wrestler promo,
and that feels amazing to me. I just love that. You know what’s so funny? That’s what I want. I want people to go to GaryVaynerchuk.com. I want that, and I want
people watching my content. Get in here, Staphon. And I want those same things, and so I think that content
itself is the jab, right? Put out micro pieces of content. I’m a big believer, I think
that I’m hitting a golden era in my content production. Live streaming, my Snapchat
Stories game is up, my Instagram game is up, my
Twitter’s still on point, my Facebook fan page content is up, LinkedIn is stronger than it was before. Pinterest we’re still lagging. When you can really get our
Pinterest game up, right? – [Steve] It’ll happen
for Wine Library I think. – I know, but we’re talking
about me now, not Wine Library. Pinterest needs to get up a little bit, but you need to put out micro contents. The reason I wrote
“Jab, Jab, Jab, Right Hook” is to get you to put out
different little pieces of content that still thematically ladder back up to what you’re doing on your website that are contextual for the platform. Big Ed, don’t get lazy on me. You’re Big Ed. Go out there and put out
content across the board, and don’t just make it, remember, the jabs need to be jabs. Don’t just make the
content where you’re like, my biggest idea ever is, dot
dot dot, go to my website. Your website will get
traffic as a byproduct, and you were able to throw right hooks on those social platforms,
but put out jabs of value to the audience where they
actually spend their time. Big Ed, they love you and they
want to go to your website, but they’d rather, more
than being on your website, be in all these other places,
and it’s up to you to be there and use that as a gateway
drug to get them back. (upbeat music)
– [Voiceover] Laurie asks,

some feedback. Just got out of the gym training for a strongman competition. Shameless self promotion
for my startup company, HaggleChimp.com. Here’s my big question, how do I overcome my people pleasing nature? – That’s an easy answer. You don’t. You’ve been told by
society and your homies that it is your weakness,
and I will tell you that it is your strength. What your weakness is is
that you don’t know how to throw a right hook. I am all people pleasing cultured nature, and I’m building my entire empire on it. As a matter of fact, my
new, I’ve been talking about the bridge or the contradiction
as my autobiography, but now the big book that I want to
write is The Human Empire. How to build an empire of good
feelings with good people, and that kind of thing. I think what you’re in is you’re stuck in the jab jab jab jab jab business. My intuition based on your
question is, it’s not about fixing your people, as a matter
of fact I’d triple down on that. I want 34 more jabs from you,
but where you are missing the boat is going in for the right hook. You need to grow a sack
and ask for the biz. – [Voiceover] Jason asks,
“As a B2B manufacturer

“Gary, in episode 63 you say you
watch and can tell if people are hustling. How do you tell? Engagement, frequency, or gut?” – Austin, that’s a great question. I love that recall to
that long, long, long time ago episode number 63. Yeah, this is how I do it and it’s funny I’m in love with this answer by the way, I’m giving you
a pre-alert that I think the answers on this show
are going to be really good. I feel up for today’s answer. I’m going to go even deeper. I remember why I started
this show, which was can I go deeper on all
my quotes for my fans. I’m going to challenge
myself in this episode to go deeper both in the tactical
aspects and the theoretical aspects. And what I mean by that, clouds and dirt by the way, what I mean by that is
how do I figure that out is very simple. It starts with the fact
that I put in work. So, when I go look at your Twitter account and your Instagram account, I will actually click your posts. I will actually look at all your posts. I go to everybody’s, if you go to a Twitter account,
you can hit their profile and then you can say
‘view all with replies’. So, if you go to my account,
twitter.com/garyvee, you’ll see all my non-reply
tweets and be like, oh Gary’s pushing a lot of these up but if you click on ‘with
replies’ all of a sudden, you get a much deeper picture
in to what I’m actually doing on Twitter, which is
I’m engaging at scale with my community. So, when I get pissed at all of you, one of the things I’m
looking at is I’m like, oh look at all these 15 people
that I just spent the last 35 minutes looking at when I
click their Twitter account ’cause they just engaged with me, I’m double-checking so I
just click very quickly usually I have my phone. Ok, cool, you say hello. Let’s do one right now. Real-time, baby. Let’s do one right now, very simple. This is going to be interesting. Somebody’s about to get really called out. So, you open a Twitter App, right? And, I go to my notifications I’ll look and I’ll be
like, social media twit social media TWTR, this dude, I asked, how long have
you been following me, a lot of you answered,
thank you by the way. So, I’ll click in and I’ll
look at him and I’ll say, ok, 1080 and then I’ll look
at what he’s actually doing and I’ll see he does a lot of retweeting, ok that’s interesting to me. He’s doing a ton of retweeting
’cause that’s his account. So, that gives me a
sense of what he’s doing I’m going to skip ahead
’cause he’s playing that game. Now, Christin will say,
great point by Gary Vee. Thanks Christin. And, I’ll go into here, I’ll
see she has 7,000 followers that’ll give me some information and then I start looking at
what she’s doing and she’s engaging, she’s engaging, she’s engaging, here she’s retweeting,
she’s hitting that person up I love this, saying to
someone they love the new profile picture. This is starting to give
me a sense and actually Christin let’s give her some daps, can you zoom in the top right corner? Are you able to do
something there to give her some daps so she gets some peep love? So, she’s doing a good,
solid amount of engaging, she’s doing some nice, solid retweeting, she’s actually really engaging. If you look now, over
here, DRock, this is very faint. All the way in the right
where it says one hour, one hour, two hours, can you
see that on the right here? It’s very small. But, what I’m seeing is that she’s this is all happening in
the last two hours, a lot. Heavy engagement. She’s crushing the engagement there. So, then the next thing I’ll do, this is work. Like, if anyone understands
how do I know? ‘Cause I’m putting in the work. Next thing I do is I hit her
URL on her Twitter account which is radical.social and then this pops up
and I’m looking at this. Is this her blog, is this where she works? I don’t know yet, but
here we’re about to look. Now, I’m looking and trying
to figure out what is this and if I don’t figure
it out quickly, I’m like I don’t know
what this is, I’m out. Looks like her blog. So, these are the things I’m doing. I’m analysing. I’m looking at the other things you do. If I was looking at my Instagram,
I’d look at the pictures what does that person put out. What I’m seeing my friends
and the reason I called out so many people is; one, I’m
seeing the far majority of people only in the right hook business. Thanks to Christin here, I’m
in a good mood ’cause she’s jabbing the shit out of it. So, that’s great. But then there’s other things. Is she throwing right hooks? Is she trying to drive people? ‘Cause the right hook is
part of the jab, jab, jab, right hook, which is the overall thesis. Put out great content,
create value up front convert it into business
and so, when I see people and I see a lot of you asking
the same questions about your coffee business, your
catering business, all this, I’m trying to see if
you’re doing that mix. Are you only right hooking,
are you only jabbing, are you driving people successfully, is your website responsive
’cause it’s a mobile world? I do this. As you can see, that alone I’m not even done with Christin auditing. That alone is 5, 7, 9 minutes. That’s insanity in a
world where I’m so busy but that is the reason
so many of you follow me. I truly believe that. I believe in this karma, zen aspect to it that I’m capable of giving
great answers on this show ’cause I know you way
better than you think in a world where every
one of my contemporaries that’s at my level whatever
that is, thinks that the last three minutes of this
show, the things that I do with my time in a world where in my inbox, let’s break this down. Let’s understand what I’m talking about. In a world where I’ve got
all these emails right now, some of my clients are going
to get upset here I think, here’s a very important
email from John the lead developer at Wine Library
about a new program that we’re about to launch, from
Friday not answered yet. Because I’m looking at
Christin’s Twitter account. Nobody, no business person
thinks that’s the right move. None. And, so I think if you want to pop, if you want to be an anomaly, you’ve got to act like one. – [Voiceover] Andre asks, “Gary, I’m interested
in your thoughts about

– [Voiceover] Rollinson asks,
“Is paid promotion for jabs an effective way to build
an audience for right hooks?” – Rollinson, this is a great question. It’s something I’ve been
debating a whole lot. Now to frame it up for everybody, the notion is should
he, you, she, him, it, where am I going, I don’t know. But sorry, stick with me
here because I’m excited. Should we as a collective pay for jabs, meaning a non call to action. Not buy this wine, but should I create an infographic about the tempranillo grape and it’s just a did you know about… and it’s just a piece of good content. Should a spend three,
four, five hundred dollars on getting this awareness
to build up equity to then later come in with the right hook. I think the answer is predicated
on how much money you have. Right, like, if you have a
limited budget, you’re probably going to want to save it
for, hey buy this wine for $14.99, it’s a killer for Thanksgiving. You know, like, that is
probably what you want to save it for, but if you have
an overall marketing budget, if you’re a bigger brand, if
you’re spending real money, I think there’s enormous value in jabbing. I’m spending a ton of money on jabbing to build up awareness, to get
people into the ecosystem. So, I’m a big fan of
spending dollars on jabbing. Content that benefits
the audience that doesn’t have the direct R.O.I. to you, and you’re spending even more money on not just producing it but
getting it reach and awareness because I think of myself as a marketer and a brand guy not just a core salesman. That has to do with your finances. I can do that today, I
couldn’t do it 3 years ago. I couldn’t afford it,
10 years ago, forget it. So it depends on where your business is at but if you can afford it, I would allocate some level, 10 to 30
percent of your budget on just jabs, if your limited. If you’re a bigger brand,
big pockets 50, 50 even. Maybe 80, 20 on just the branding because you’re building exposure. I mean look, every TV
commercial, every billboard, 95% of those aren’t infomercial,
they’re brand building. That stuff works. – [Voiceover] James asks, “Do you

– [Voiceover] Sarah asks,
“As a private music teacher “I have limited hours to teach. “What are your thoughts on
how to increase my income, “or build a brand?” – Sarah, a lot of thoughts on this. It’s called the Crush It! manifesto, which is, there’s plenty of damage between 11pm and three in the morning. I get it, you teach,
you know, I don’t know, teachers to me are actually,
my sister is a teacher, like they have the most
time to do other stuff. They have fairly good schedules. There’s the summer. There’s, you know, and
again, maybe you’ve got a different kind of teaching thing, but to me, if you want to build
more of a scalable brand, you gotta put out content. You gotta look at things like Skillshare where you can put out your teachings and sell that. There’s a lot of ways to do it. Technology has created
an enormous opportunity for you to scale it. You can do live Spreecasts
and Google Hangouts that only have access to people that pay. I would recommend putting
out a lot of content at first as a gateway
drug to the opportunity to charge people so you
can establish yourself. But this whole notion of where is the time, I need more time, I just think people are
loaded with excuses. They aren’t auditing themselves. They don’t realize that
they’re watching every season of Homeland and Game of Thrones. They don’t realize that
they’re having an hour and 15 minute lunch, like lunch. I’ve had two lunches. Robert Souza, our new SVP made me go to a lunch to meet somebody. I was pissed. I was like, why couldn’t
we do that as 11pm drinks? Lunch, like leaving and having lunch? The inefficiency of that time? So you know, I’m pissed at lunch and I’m pissed at Game of Thrones and I’m pissed at playing video games and I’m pissed at a lot of
things in a world where somebody wants more
financially or career-wise. I love it for the people
that need it to escape. I love it for people that are content with their monies and their career path. I love it. As a matter of fact, I envy it. Boy, if somebody could take a shot and suck out some of my ambition,
I’d be really pumped. You wanna do a start up? Create a suck out the ambition app. I’d be really happy about
that because I’d love to be able to take a lunch. I’d love to be able to relax
and play Madden against somebody in Iowa, because
that’s how you can play Madden these days, with the kids, for the last 10 years. But I haven’t been playing it because I’ve been hustling,
because that’s what I want. And so, whether you’re a hundred or zero, you just wanna zen and live in
a mountain with no technology or you wanna buy the Jets
and hustle your face off, or anything in between, you
need to find your cadence. And so if you’re asking this question, my intuition is you’re
spending an hour or two on things every day that aren’t achieving this extra brand or extra
monies that you’re chasing. So cut that crap out and
apply it to these things, putting out content, writing content, making videos, building up a brand, engaging with people,
going to Twitter search, Twitter.com/search searching teachings around, you know, key words around the things you teach. Engage with people, say hello, cold call, saw somebody shout that out in the YouTube comments yesterday. We talked about that, as a matter of fact, link up that video. People need to watch it.
That’s a classic. I don’t know where you want it, DRock. But you guys know which
video I’m talking about. The cold call. I had a
shaved head in there. Anyway, the bottom line is, you need to re-calibrate to your ambitions. By the way, it may be going
from seven hours of sleep to five hours of sleep
because you need all those lunches and video games, and that’s fine. But if you want it, you just gotta go and do that. episode 42 of the #AskGaryVee Show.

– [Voiceover] Joy asks,
“What social media techniques “do you think work best
for promoting a book?” – Joy, I was excited about
answering this question ’cause I was gonna go tactical, but then Steve reminded me
that I’ve answered this a bunch in the past, and I wanna
give that context too ’cause he’s right, and I
wouldn’t have answered it, so kudos to Steve for
making the show better. When selling a book, you
need to be selling it months and years in advance. I am actively, right now,
selling the #AskGaryVee book. Let me explain. I’m putting out content, and I’m jabbing, and I’m building an audience, and I’m building a lot of new fans. As a matter of fact, question of the day going right into it, How long have you been following my work? Please leave that in the comments. Podcast people, jump out of the earphones, and jump onto the
keyboard and go to YouTube and answer this question, because I want a lot of
people in the VaynerNation to see how many people are only
two, three, four, five, six weeks in because this
show is getting virality, bringing people in, and then
thus creating a scenario where, I was just thinking
about what’s the scenario, got excited, anyway, creating a scenario where
I’m bringing value up front, I’m not charging for this. I’m not asking for anything. I’m not trying to make a
gateway to a product, no. I’m just building leverage,
and then when I launch in early 2016 the #AskGaryVee book, which is probably gonna be
a hundred to two hundred of these questions that I’ve
done over the last year or two, if I can get that far. That was a little bit of
a gateway drug preview to how many episodes I’m expecting to do. And two, a bunch of new questions, and three is kind of a cool idea I have. (ding) A lot of people here
who’ve watched every show don’t really need to buy the book, right? I mean, you’ve consumed it, but at 18 bucks or 22 bucks, they will because I’ve guilted them into it because I’ve provided so much of value. And so number one, you need
to provide value up front before you ever sell your book. Let me get into some tactics. One-on-one marketing. One of the biggest mistakes
so many authors make is they send out a bulk e-mail, and it usually says this. “Hey guys, I never normally do this,” I mean, that’s my favorite. You like that, Zak? “I never normally do this, “but I have a book coming
out next Wednesday. “It would mean the world to me,” Why? They want to be efficient. People want to scale. What I did last August was I went to Connecticut with my family and I, one by one by one by one by one, wrote e-mails to people
that I wanted to help. Alex in 12 years. Alex, hey remember I really
gave you a break in your career. You know, we’re great buddies. Hey, nice job last week, da da da. I’d really appreciate
your help on this book. Can I count on you? And I basically went one by one by one and scaled the unscalable,
and what it created was a landfall of a lot of opportunity. The other thing is you have to
cess the market of exposure. That year, August last year, the podcasting was really
starting to happen, right? And so I wanted to really focus on that. So I went and I did a ton of interviews with all the emerging podcast people ’cause I knew that was the arbitrage, and what I mean by the arbitrage was a place where you would get
bigger return on your investment than other places based on its exposure. So whereas three years ago I’d
want to be in the Huff Post and guest blog post,
that played itself out because Forbes opened it up, and a lot of other people did that move, but the podcasting was starting to grow, and now there’s so many more podcasts, so much more competition for those earbuds that it’s changed a little bit. It’s not as valuable to be
a guest as it was a year ago because of the game, unless
a certain podcast overindexed and there’s more, and you keep playing this. So it’s really tactical stuff like that, but it’s really about
scaling the unscalable. The truth is, you’ve gotta get
to somebody’s emotion, right? So that it goes from heart
to brain to wallet, right? Heart to brain to wallet, oh I like that. That could be a really nice picture. Let’s, maybe a t-shirt. Heart, can you make a t-shirt? Anyway, heart to brain to wallet is kind of the way I
think about selling books. First you gotta get them emotional, then you gotta make them
think there’s a value prop, and you’ve got a storytell to them why they should buy your book. What’s in it for them above the fact that they feel that they owe you? And then that’s when they
start pulling out their wallet. And so I do that one by one by one by one, and when I do interviews,
one of the things if you go back and listen
to all of the podcasts, Lewis Howes, Peflen,
JLD, any of those people, when I was doing those interviews, I barely mentioned the book. As a matter of fact, when they asked me questions of the book
’cause they were good guys and they wanted to get me exposure, I’d walk away from it ’cause
the only thing I want to do in those 30 minutes was provide as much value for that
audience as possible ’cause that’s the first step, the heart. Thanks for watching episode
41 of The #AskGaryVee Show.