I did some start up
business, some small stuff. I’ve been sitting in the same
job from last six years growing, seeking out mentors,
been doing my thing. I’ve been trying out the
eBay thing and I just got hit yesterday when I first couple
sales so I’m super stoked on that and thankful for that. Shit, dude, I’m
fucking stoked right now. (group laughter) No, you know what, man? Before I ask the question,
I just want to say thank you for everything you do, man. I frickin’, I throw your name
out there anytime somebody stops five second to
listen to me say it. Everything that you
offer is frickin’ huge, man. My brothers, friends, coworkers,
I’m like Gary Vaynerchuk. They’re like Gary, Gary who? I’m like look him up right now,
follow everything he does. – Thank you, man. – [Jesse] So anyways,
I’m doing all the stuff. I’m everywhere right now
and I’m trying to figure out what is the next step. I’m mean I’m trying freaking
anything and I’m not in it, you know, I want to make money. I want you want
to be successful. – Of course. – [Jesse] There’s
no doubt about that. – But you want to be happy.
– [Jesse] Exactly. – You don’t want to buy–
– [Jesse] Not chasing money. – Not everybody wants
to buy the Jets. Right? And by the way,
by the way actually this, man this is the call-in
show is gonna be great. If I, if I want, if I didn’t love what I do
all 19 hours a day, then I wouldn’t be talking
shit about buying the Jets. I got lucky that the thing that I love most is
building big businesses. – [Jesse] Right. – If I loved, you know, being an
architect more than anything in life and that’s
what I gravitated to. Legos and
drawing when I was six, seven, nine, 12, 13 instead
of selling lemonade and selling flowers and selling
baseball cards then I would just be talking about coming
the greatest architect of all time and that wouldn’t
have maybe trillions. That would have made me
successful and rich and I get it or very honestly if I was wired,
by the way and this is why you like me so much, if I didn’t
have the DNA of a salesman and entrepreneur, I would
be a guidance counselor. – [Jesse] Right. – I love, I live for, bro, do
you know how much money I leave on the table by giving you this, by doing what
I’m doing right now? I’m leaving a lot. And by the way, it’s not
because I’m such a great guy. It’s because hearing you say
that in the beginning of this call is a greater high for me than any deal I’ve
ever closed in business. And that’s not
even close by the way. Having another human being
tell you that you’re having a positive impact on their life. I promise you this, you’re not
coming to my funeral because I made $1.7 trillion
in my career. You’re coming to my funeral
because I might have made you $1,700 more and tweaked you in
a place where you had 49 more years of happiness.
– [Jesse] Right. – Dude, honestly this is very
simple to answer your question. That’s why I went on
the little bit of a rant. What do you like
when you’re not working? Build a business around that. – [Jesse] Right.
– Like what you like? I gotta tell you right now
this whole VaynerSports thing, I’m getting scared. I might shut it all down.
I’m in love with it. Havin’ these football
players sit at VaynerMedia. Jon Toth yesterday,
offensive lineman, center for Kentucky going to be, he’s going to be on
the Packers in six months. It’s the weirdest thing. Alvin Kamara is gonna rush
for 137 yards on a Sunday and I’m gonna be like, “Wait a
minute, that’s my dude.” It’s crazy and I love it
and watching AJ’s happiness. He’s not gonna make anywhere
close to as much as he did at VaynerMedia but watching
the happiness in his heart, what do you like? Surfing?
What do you like? T-shirts?
What do you like? Hip hop?
What do you like? – [Jesse] I think
that I like, to be honest, for a while it’s like an
extreme sports thing but now what is is building people. That’s what I like. I like seeing other
people be successful. – And I think you know this,
I’m very scared of the life coach business because I think people are
ripping people off. So as long as you
feel good about it. Here’s an idea, what
about starting a club? What about, what about… Dude, there’s so
much shit you can do. Let me throw you rogue ass shit. Why don’t you get a job at night
at a restaurant where you tell the owner that you want to work
as a bartender because you want to start a club in his
restaurant or her restaurant every Wednesday night for
aspiring entrepreneurs or for people that want
to live better lives. So the exchange is I, who am
way over qualified for this job, am going to work here three
nights a week and I’m going to meet people that come here and I’m gonna start a
club in your restaurant. And then what you’re going to do
is once you test out what a club and group together at
a restaurant looks like, you may then go get investors
or buy your own or save money or sell everything on
eBay and get your own. Do shit is the answer. Do you understand?
– [Jesse] Right. Totally, and on that the
craziest shit about what you just said is
that today at 11:30, I actually orchestrated three
weeks ago starting a club at my business, the company that
I work at and the first day of the club starts today. We’re going into leadership
and I’m going to help do my best help and learn from other
people in the company who want to be bigger, who want to be better,
who want to do more and not just to work. – Can I ask you a question?
– [Jesse] Absolutely. – Off of that,
what just happened, When do you think the world’s
gonna realize that I’m actually a genie from a different planet? That stuff freaks me
out when, it’s so cool. Anyway, listen, my man,
keep focusing on this. I like vibe of your voice. That’s one of
the reasons, I kinda, I’m very big on tone and energy. That’s why the call-in show is
going to be better because when I read it,
I don’t have the tone. I can tell the goodness
coming out of your mouth. I can feel it.
Let me tell you this. It sounds like
you’re fairly young, how old are you? 29?
– [Jesse] 26. – Good.
Patience, brother. Keep doing good, keep bringing
people value and don’t think about what’s in it for you. What’s in it for you will happen
when you are purely pushing to bring people value.
Shit just happens. – [Jesse] Hell yeah.
– And you got time, brother. You’ve got five years, do me
a favor don’t try to charge a $1,000 a head or
$500 a month, do this. Just keep bringing value and
I’m telling you for five years online and offline, random,
just keep bringing value. It will also work itself out,
you’ve got a lot of time to cash in on doing that could move. – [Jesse] That’s what
I’m going to do. – Alright brother, take care. – [Jesse] You too, bye.
– Bye.

confrontation with people
whenever you aren’t really sure. So like, for example– – Yeah, let’s go
right to the details. – [Matt] Yeah, for an example,
I’ve had issue before where a best friend and my
current girlfriend got into an argument together.
– Yep. – [Matt] And it
just tore me apart. I didn’t know how to
deal with something like that. – Yeah, so I think, one thing
that I’ll jump in because I want to get some other calls in. I will say this. I think it’s
important for the people, so the people around me know
that confrontation that has no value is a deal breaker for me. It was funny what raced
through my head which is both my girlfriend and my best
friend wouldn’t have liked the way I would have dealt
with it if it was not valid. If they were just,
you guys are young people, if it was just dumb shit that we
were complaining about or having a real confrontation about,
I would have leveled up, I would have had one
conversation with both and said, “Why are we fighting over
our trip to Disney together?” Like if it’s
completely meaningless, I would have created the
context that it’s meaningless. If it was something
serious, then I would have, I’d made a decision on what
I believe and the truth is the way I deal with confrontation
and something you should think about is I think it’s a
strength to not want to have negativity in your life
and so I deal with it with one conversation and it’s a one
strike policy on confrontation with me in a world where I have
80 strikes in everything else. And if they’re not able to
adjust to what matters to me in that then I just kind of move
on and I mean that by the way. – [Matt] Dude, yeah.
No, 100%. – Just be fair
with them, be fair, be empathetic but literally
unless you’re madly deeply in love and she’s the
girl that you have to marry. Like I’m very
aggressive with my friends. I didn’t lose friendships
over this by the way. This is a line in the sand that
I created and so people realized they had to level up
their emotional intelligence and actually what they cared about
if they wanted to be around me. I really pressured my inner
circle to care about things that mattered because so much shit is
bad if you’re willing to think about it that way or it’s great
if you’re willing to think about it that way. (crosstalk)
Go ahead. – [Matt] It’s ridiculous.
– Yeah, of course. – [Matt] …the adult world
because they don’t have that higher level thinking–
– Hey, hey, hey. I have real bad
news for you, youngster. – [Matt] Let’s hear it. – The college
mentality trickles into 30, 40, 50, 60 and 70-year-olds. Just ’cause they’re older
doesn’t mean they’re any smarter about the way the
world really works. – [Matt] You’re so right. – Alright, man, take care. Love ya, see ya, bye. Alright, give me another number. I mean that’s it, DRock. You know, actually in these
breaks on The #AskGaryVee Show as they set up the call it’s a
good opportunity for me to just not interact with the
person but add the bow. So here’s what it is my friends,
whether running a business, whether running your
relationships one of the things that’s been fascinating to me
is watching the evolution of the people that are closest
to me including this team. Like watching Courtney evolve
over next year is going to be super fascinating because I’m so
aggressive around the emotional things that I care about. Tyler, you care way less about things than
you used to, right? And you’re pretty and you
have that skill naturally. Oh, we got somebody.
– [Chris] No. – ‘Kay. Get your
shit together, youngster. But you have to, I assume
you have to now put things into context better than you did even though that was a
strength of yours. Why? – Because there’s just not time
for shit that doesn’t matter. – You just can’t even get to it.
– Yeah. It’s just you realize what
you should spend your time and energy on and what you shouldn’t and 99% of the
stuff just doesn’t matter. – I love the quotes.
I love the quotes. I mean it is. There is that piece of content
that I put out that 99% of things don’t matter and
everybody hits me up in the comments and talks
about what do you mean? That’s what I mean. I mean you would be
flabbergasted if you gave a lot of thought to how much time you
spend on things that at a macro level aren’t bringing any
value and I want to belittle the argument or the confrontation
that a girlfriend or best friend at 20, you ready? At 22 have with
each other but I just, – Yo, this is GaryVee and
you’re on The #AskGaryVee Show.

– Hey Gary and Simon. My name is Bill Clanton,
billclantonbooks.com I’m an adult
coloring book illustrator. I live here at the Jersey Shore. I make coloring
books for grownups. Up ’til now I’ve been a
one-man band as far as controlling my operation
and doing everything myself but I’m looking to expand
and start building a team. Do you have any
suggestions as I grow to help new team members buy into my why, or my mission as to why I’m doing this. Is there any best
practices or ideas suggestions to help
them buy into what I’m trying
to accomplish here? Any suggestions would be great. Thanks a lot and
keep up the good work. – Yeah. Sure. – Wants suggestions. – Well one is having
clarity of why. Which is something you
have to have the ability to talk about what you believe what you’re trying to build
beyond the business itself. So he’s into adult coloring
books, what specifically– – By the way, which puts in
a good spot to begin with. Right? I mean if you just think
about that in thesis– – Yeah. – there’s a lot of smiling
that comes along with that, there’s like a
lot of positive vibes. – If that’s why he went into it. It could have been for
some zen calm thing or some stress relief thing.
– Or some weird thing maybe he’s a really bad guy
and he’s mad at children. I don’t think so. – But even beyond the
coloring coloring books what is it that he imagines the ability to talk
about his vision and if he can’t talk about
his why in hard terms can he tell stories of
his own experiences or people he admires that
if somebody hears enough of those stories they can kind
of get a sense of who he is? What you’ll find is that the better you are at
communicating your why people will want to work for you regardless of the opportunity
that you afford them. They want to be a part of it. – Yeah. – We do a little thing,
which we’ve been doing for years and years and years,
called a give and take. Whenever there’s any
kind of relationship whether its an outside
partnership or even somebody
who joins our team we do something
called a give and take where we want
somebody to be selfish and selfless within
the relationship. So not give and get,
but give and take. So we’ll ask them, what is
it you have to give to us that you have that you
think that we need, right? And they’ll tell us. And then we’ll say, great. What is it that you
selfishly want from us? And we want them to tell us
what they can get from us and no one else.
– I believe in that so much. – And when those
things match you have a balanced relationship because for example, I’ve had
it with people who they’ll tell me what
they have to offer and that’s awesome
’cause that’s what I want. And then they’ll say what
they want to take and they go “Oh, I want to work
with smart people.” I’m like,
plenty of smart people, what is it you want
to take from me? They’re like “Oh, I want
to help build something.” Wonderful. Do that anywhere. What do you want to
take selfishly from me that you can get nowhere else? And if they can’t
answer the question I won’t engage
in a relationship. And the reason
is because, in time the relationship is unbalanced they’re going to be giving
but they’re not taking and I don’t even know how
to give them what they want. Then they’ll complain they’re
not making enough money– – Yep, yep. – because it’s not balanced. – That’s right– – So that’s a big part of it. – And I think the other thing
you know as being out there a lot of people play the reverse of that. – Yeah. – You know, they wanna give
you something that is very low in value and they want
something insane in return. “Hey GaryVee,
I tweeted about your book. “Now I want a job with you “I want you to babysit my
dog four times a week.” It’s insane with that. – That’s right.
So it’s about balance. – And to me,
I’ve thought a lot about that I think a lot about it,
I call it 51/49. I fully believe in that.
– Yeah. – And then what I always
think about is how incredibly important it is to me to
slightly give a little bit more not because I’m the
greatest human ever I actually just think
it’s a leverage point. I like the feeling, and
I’m not sold that, I don’t know if that makes
me a good guy or a bad guy it’s just my natural state
to slightly over deliver as close to the
middle as possible. I like that. – So one of the
richest guys in China he might even be the richest, since the Alibaba guy,
not so much but one of the
richest guys in China he’s a real estate
developer, and he always gives the majority share
to all his partners. He always does 51/49,
or even more imbalance. And somebody, again, sat
down with him in an interview and said “Why do you
never do 50/50 deals “why do you give away
the majority stake “in all of your partnerships?” And he smiles and says “‘Cause everybody wants
to do business with me.” – That’s right. – I mean it’s that easy. – Makes tons of sense. To answer the question
in a little bit of detail I think you have the
benefit of being out there I think all of us have the benefit of
being out there today. And I think all of us,
whether your audience and we’ve been at audience
sizes of just starting to where we are today,
whether your audience is very large or quite
small, there are always a small group of people that
are attracted to your message. And I think what I would
do in this scenario is if you’re looking to
hire that first person I would look very hard
at the people that are engaging with your content
on social and start there. I’m a very big believer on that because I think
it’s quite practical. They’ve already
been self-selected they’re using their free
time to comment on your stuff consume your stuff,
buy those coloring books and so I think that’s
a very important place. I’ve had enormous amounts
of success with Wine Library and both VaynerMedia
in the exact same way. – And they have a passion
for you and your work before you even met them.
– That’s right. And by the way,
sometimes you lose. Because they had a
vision of what they were attracted to and
then the reality is it’s work, or this and that. But I do like that starting
point, from a practical nature. – Hey, Gary, it is JJ at
97.9 The Box in Houston.

– Hey Gary, hey ET,
it’s Byron Lazine. I appreciate you guys
taking the question. I’m about going into the gym
here, it’s 5:45 trying to get my hustle on.
– 5:45PM? – I sent my question to Gary
last week and I hope whoever is editing this will throw in
my YouTube channel here just obviously hustle a
little bit of exposure. You guys have been such
a big inspiration to me. ET, I found you a number of
years ago at the talk you did to that classroom. Inspired the crap out of me. I’ve watched it
over a hundred times. Gary, first time I saw you
was a keynote to RE/MAX. You ripped their faces off. And I’m going to be giving a
keynote actually or rather 18 minute talk at the
Tom Ferry Summit next week. This is the Super Bowl of all
real estate conferences. I’ve done two, three,
400 person talks but this is in front of 5000 people. What advice you have for me
stepping up into the big leagues and guys I’d also like to know
when your speaking career really launched, were you out pushing
that or did you let all those paid speaking
opportunities come to you? How do you grow and
paid speaking business? Thanks guys, be well. – Eric, let’s
answer it, go ahead. You go first. – Yeah, so first of all I want
to say this because you talked about that first speech. Again, Gary, I wasn’t
doing that for the world. It’s an accident
that video came out. I had no idea. – [Gary] Somebody was recording
it and put it on YouTube? – Actually a guy
recorded for his thesis. – [Gary] Yep.
– Never used it for his thesis. – [Gary] Okay. – The only reason he mic’d
me up was because of that. – [Gary] When was this? – This was 10 years ago. Actually, the anniversary to the
Guru story is this school year. So that’s when I did it. – And that was your break out?
– That was the break out. When we say break out
we mean to the world. I have two careers. The first one was
I had been doing this,– – 100%. – I had been doing this
for 10 years before that. – People are like,
“Oh, you broke out.” I was like, “Yeah, I
worked every day of my life. “I finally broke out.”
– Right, right. So I ended up breaking out
after 18 years, yeah broke out. – If you call breaking out like
punting anything that was happy and fun and easy and just
grinding my face off, yeah I broke out.
– Yeah. So for me that speech was to
about 40 or 50 kids from the inner city who were about to get
kicked out of Michigan State and I was going off. I was just going off because
they don’t have three chances like their parents, you know,
just got laid off from Ford, GM and Chrysler. We’re talking about when the
country hit the recession. These kids parents
had lost their jobs, GM, Ford, Chrysler
all crashing. This is their chance
to get a degree– – And they’re bullshittin’.
– So I’m going off. – Of course.
– Somebody happens to record it. – Especially ’cause, you know,
I’m going to use that as my answer which is when you tell
your truth it’s not scary to talk to one, it’s not
scary to talk to 50,000. You ask me right now to read
your email, right now, if you gave me a long email and said
read it, I’d be scared shitless. You know why? I’m bad at reading.
I don’t like reading. – Yeah. – It’s not what
comes natural to me. – It’s not jut me it’s Gary.
(group laughter) – I could go speak in front
of this whole city, this whole thing. Give me 80 million
people, I’m ready. Give me the mic, I’m going. I’m ready right now. You ask me to read in front of
this inner circle I’m like, uh, let’s get a drink guys.
– Yeah, yeah, yeah. – Nah, that’s stupid
let’s do business. It’s unbelievable. So to Brian, Byron?
– [Andy] Byron. – Byron, just go
speak your truth. The biggest mistake people make
and your by accident similar to me, I was a businessman just
going to a conference, I don’t know, the number one
reason people fail is ’cause they have to think.
– Yep. Yep. – And when you think because you
don’t know, ’cause you’re trying to fake it, you know what’s
easy for us and your’s is more extreme than mine but I have my
version of it, when you’re not at any plateau, when you’ve been
there nothing’s super scary. – Yep, yep. – What you’re
going to laugh at me? When kids made me drink pee
’cause I couldn’t speak English? Things aren’t scary.
– Right. – What is somebody
going to do to you? When you’re eating shit
out of the fucking corner? Who’s going to do what? Somebody’s gonna laugh
at you at a conference? They didn’t like
the way you cursed? That’s the silliest. I think the biggest thing
is to talk your truth Byron. Don’t try to act
bigger than you are. Everybody does that.
– Yeah. – Oh, now that I’m a big stage
let me make pretend or embellish that I built, sold a lot of
apartments or people embellish or fake it and
then you’re scared. You’re scared somebody’s
gonna call you out on it. You’re scared
somebody’s gonna come, you know what I’m pissed about? I had Tyler right now
I’m getting my report card right now sent to me. My report cards from high school
because somebody in the comment section of Facebook said, “Gary,
you aren’t that bad of a student “from high school.” Only ’cause I they like me and
they didn’t want to believe I was such a bad student.
– Right, right, right. – I’m like, “Oh, you think
so, let me go get them.” I just thinks it’s truth. – And I would say to him as
well, give them something, man. Too many people spend so
much time talking about their accomplishments and what they’ve
done, give them something, give them a tool or two that
they can literally take. I’m talking about as soon. Don’t, I listen to some of these
guys, no disrespect but it takes about 18 messages before you
actually say something to them. Right? So I’m saying, do me a favor
just give them one or two things that as soon as the conference
is over they can really take with them and actually use. – I’m super mad you said that
because you’re more right than what I was saying. It’s more important than
your truth even though this doesn’t sound like it. I believe that 90% of talks in
public today are press releases for that person and they’re
doing propaganda for themselves and they just leave.
– Absolutely, Gary, absolutely. – I’m trying to guilt
mother fuckers to love me. – Yep. Yep. – That I gave them so
much that they’re like damn. Honestly, you know what I
like about Kendrick Lamar? – What do you like
about Kendrick Lamar? – I like, oh, we got a nice
little cadence going here. (group laughter) I like that when I feel like if
I was good enough to be a rapper I would have the same mindset. What I think he does, and
I don’t know if this has been talked about, again I don’t read
anything so I don’t even know if this is out there, I assume it
is ’cause it’s so obvious, he goes and goes on
other people albums and he’s trying to steal those fans. When I listen to how he
does it, I’m like I get that. I literally, Eric I swear to
God, I go to every conference and I’m trying to make anybody
that came there for somebody else question that person.
– Yeah, yeah. – I want them to be like damn.
– No, no, no, explain. ‘Cause they’re laughing.
Explain that though. – [Gary] Okay, I go to every
conference and I go look this is a conference and there’s
this fancy person, there’s Warren Buffet,
there’s Tony Robbins, there’s Eric Thomas,
I’m sure they a lot of people, I’m not the only person but
I’m going to go on stage and I’m going to make every single
person leave saying I don’t like Warren Buffet anymore.
I like GaryVee. – Yep. – And by the way, that’s
not having by having bravado. – Yeah. – That’s not having, that’s not
cursing that’s I’m gonna provide so much stream of value so hard,
so long that they’re going to be tired when I’m done.
Bring value. – And that’s why you
know who GaryVee is. For real.
You guys got to hear that. Because a lot of people that
study, studying GaryVee this is why I laugh, Gary. There’re people who look up to
you who don’t do what you do. – You mean everybody? You mean everybody? Do you know how many
people tweet hustle and work six hours a day? I know.
– I’m serious. – I know. – I’m serious. Someone I’m very
close to today asks me about my schedule and I told him
the schedule and then they asked me well why are you up so early?
(laughter) – Yeah. Let’s move to the next
question before I get angry. By the way, real
quick I got angry.

“channel, what do you suggest
people do in order to accumulate “more subscribers and views?
Anything absolutely necessary “or does it all just
come down to patience?” – I wanted to answer this because I thought this would bring a lot of people value. There’s so many of you, that hear patience. And then you just think, okay, I’m just gonna continue to make shows and content, and you’re gonna wake
up four years later, going from
85 subscribers to 219. And I don’t wanna
be on the hook for wasting your time. You have to understand, and I talk about this a lot, and you guys hear it
from me a lot actually. A lot of the homies that
are sitting out there, distribution. Distribution is the game. So what do you do
when you have 85 people following your channel? Or 200 or even 2,000, or even 20,000, or even 200,000, is you need to understand that you need to keep hustling
for your awareness. Of course, and just so
everybody knows this, of course your show has to be good. You have to continue to
make your craft strong, you have to continue
to be interesting, you have to
continue to bring value and produce good content. But, you need people
to know about it. And so I think one reason
I’ve always done well is I understood that. And so one of the great ways to do that is collaborations. I think if you’ve
got a YouTube channel, you need to
basically reach out to, I don’t know,
the other 7,000 people, that are in your genre. And reach out to them, and see if you can
bring them value, right? Hars, you love UFC, you decided to start a channel. You need to reach to
the 40,000 UFC channels and be like, hey,
I’m in the network, so I go to gyms, I could get you original content, can you put me on your show, to bring me value for my show? When you have 44 viewers, you can’t offer somebody
who has 400,000 viewers, let’s trade, you’ll be on my show, I’ll be on your show. You’ll get laughed
out of the room, and people do that. That’s not the way
you’re gonna win, that’s not 51-49. What you can offer
is something in return. What you can offer is access, because you’re in those gyms, with original content. So maybe you can be doing on location interviewing, for that big UFC thing. And then, you know, and
then for yourself too. And then that
person puts you on. You could offer money,
if you’ve got it. That’s fine. I mean, whatever it is,
so it’s about distribution. So collaboration with
other YouTube shows for sure, social media
through and through, creating enormous
amounts of content. Spending even more
time paying attention to how people are building organic followings on Instagram. And hashtag
culture really works. For the people
that are really patient. And I ebb and flow
with my hashtag work, Dunk, you do a good job with me on Musical.ly. You’re like this is
the one that works. Just, I would even argue that I’m being lazy
with my hashtag work in Instagram, for sure. But for a lot of you, you have to go down that route. It really, really, really works. And then reverse engineering, content creation, let me explain. As we speak right now, I have a video going viral. It’s called August. I made it so we could
run it on August 1st. Producing content that
you know has a chance of going somewhere, based
on when you make it. A Monday morning rant that you post on Monday morning. Making relevant content to what’s going on in the world, either in pop culture. You know, your thoughts
on what Miley Cyrus did on Wrecking Ball. Or the Kanye and Taylor Swift, Kim and Kanye, Taylor Swift fight. Or the Olympics starting. Making content that’s relevant, that gives it a
little bit of legs for shareability
is very important, from the content creation. Look, there’s only two things, the content and distribution. And so whether it’s
becoming a part of forums around UFC, I keep using yours. Become a member of forums. Become a member
of Facebook groups. Most of you are
not hustling distribution. You’re focusing on the content, and you think magically, if you keep patient, and you keep doing it, something’s gonna happen. Nothing’s gonna happen. For four of you, all time. For four of you here,
something’s gonna happen. That little motivational kid, right? The Jamaican trainer kid, that went viral
over the weekend, somebody clearly
posted that video and it started the process. It’s great content. Like, that’s clearly
content that’s got a shot. But he’s putting out
content for a little while. This is not his first rodeo. And so yes, it happens, right? Yes, it happens. But it’s far more
interesting for you to take control
of your distribution through collaborations, through proper
hashtag distribution on the Instagram world, from reaching out, biz dev-ing.
Reaching out. Being a part of forums, and other internet communities like Facebook groups, to become part
of that community, so when you put out stuff, people wanna support you. I would tell you, with Wine Library TV, I spent 20 minutes
making the video, and I spent five hours
creating the distribution. A day. That’s a great way to end that. That’s the answer. – [India] That’s good.

– 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.

– Aside from teaching money and
marketing tricks do you have any regarding love? Isn’t that cute? – Yeah, it’s adorable. – My advice on love is very
similar to my advice on, I actually think
my business advice is actually my life advice. If you really unwind it. I think 51/49 really matters
and that’s more relationship now than love. I think that, I always say
the magic is in the gray. I think that’s how love is. It is not calculated. It’s just going to happen in a lot of times in a lot of ways. I actually think all the advice
I give actually executes to a love genre. I think the relationship
part’s more interesting to me. The 51/49, the listening and
counterpunching, a lot of those things the way I think
about customer and business relationships are very much the
way I think of the relationships in general. That’s how I’ve rolled. As far as the falling in love
part, the serendipity, it’s very similar to the things I think
about business where you can’t control what you can’t control
and don’t be crippled by it. That would probably
my biggest advice. Got any love
advice married man? – Yeah. – How long have
you been married? – Going on four years. – That’s awesome.
– Yeah. You want someone
that’ll just complement, that’s an addition to you. My wife is
everything that I lack. I’m being so romantic but
it’s in so many ways it is the cliché that
everybody says it is. I look at my wife and she’s
capable of so many things that I am not capable of that
why I need her in my life. – Sure. I married my mom. – [India] Yeah.
– You married your mom? – Yeah, my wife and my mom have
a lot, a lot of similarities other than my wife is very
organized and structured and my mom’s not. Other than that a lot of
their personalities are similar. – [India] Interesting.
– Yeah. – [India] They say a lot of
guys end up doing that, marrying their mom. – I think the mom is the North
Star for guys they go either hard core to the
left or the right. My dad married the anti-mom. – [India] Maybe it’s
again a generational thing. Maybe it skips.
– It skips. Alright, let’s go India.

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

my audience who are
struggling with this. And a lot of my friends are
giving me advice that I should presell it.
– Okay. – [Roberto] I feel awkward about
selling something that I haven’t made because I feel awkward
about I want to just deliver on something, deliver the value. I feel like why should I sell
it if I haven’t made it yet. What are your thoughts on that? – I think a lot of people that
watch me and hear me and feel they know where I’m going to go
with this answer may be confused by this. I’m very comfortable with you
preselling it as long as you feel like you’re actually
going to deliver on it. If you feel like it’s actually
going to happen and you’re not taking people’s money, I think
pre-selling something and then not delivering in two ways,
one, not delivering and being a criminal and stealing people’s
money, I don’t think you’re going to do that. And I actually think it’s
unacceptable to also even return the money because you not a god
damn bank and it would’ve been much better for them to have
it in your bank account than you. You just have to hundred percent
make sure that you’re going to deliver and the big
vulnerability because I know you little bit and I know you’ll
deliver on that too the problem is if you lose energy or
some other amazing opportunity happens tomorrow, right? If I email you tomorrow and say
I want to be the new official cohost of The #AskGaryVee Show
with me but you have to work 10 hours a day when we’re not
filming doing X, Y, and Z but you got to go deliver on this
guide what’s going to happen Roberto is going to bullshit the
guide over the next month or two ’cause your not going to have
time and it’s not going to be the thing you actually thought
it was going to be because you still finish your word. The vulnerability of pre-selling
is not delivering to the capability that you have set in
your mind because you don’t know what’s going to happen tomorrow. Got it?
– [Roberto] Got it. That is exactly what my concerns
were and you are really good at figuring that out and yeah you
do know me a little bit so that was perfect, thanks so much.
– You got it brother. Thanks watching the show. – [Roberto] I know
what I need to do now. – Good brother.
Take care. Alright. Changing lives
Andy K on episode 202. See what I did there.
The mouth was the zero.

answers that you would, yeah.
(laughs) I’ve been watching
your stuff for a year. I’ll give you a question a lot
of people had was if they’re trying to start a YouTube
channel, in your opinion, how do you break through all of the
stuff that is on there right now. – We’ve talked about it,
you know the answer. Talent is the variable. I really do think
self-awareness, that’s why put it on this cover of this
book, is super important. I spent a lot of time. There were three things I
could’ve started with and I went with wine because I knew I
wasn’t going to be able to leave the wine business right away. I had a business to run so it
was the most integrated thing that I could do. You gotta think about
your subject matter it has to be true to you. All of us have multiple things
that are true to us so I would sit down and first say what
do I actually know. I know how to be a 13-year-old. I know a 13-year-olds
point of view on technology. Then I’ll go to YouTube and see
how many people are winning the 11 to 15-year-old technology
point of view content game. If there is nobody, there’s
somebody for everything almost, but if there’s not that many
people are nobody is really owning it, that’s interesting. Versus I’m also a great
skateboarder, oh crap, there’s 97,000 people
doing skateboarding. So first and foremost, I
would do for the white space. Number two, I do think that
YouTube’s a very difficult game and I do think that whether it’s
Snapchat, though that’s about to become very difficult as
well, I’m going to say it again, musically, or anything
else that pops, I think that using social networks white
space to drive awareness to drive attention matters. And then finally, we gave this
question early on, I do think the blueprint that you did with
Casey or if you’ve got a couple of bucks and can run ads against
people who are skateboard fans on Facebook there is
tactical things that can speed up your process. I do think influencers
are the way to go. I think that Piper, recalling
it all the way back, should absolutely spend all of her if
she loves it spend all her time going to every histogram
account, every YouTuber, every Twitter account and replying and
saying “Can I interview, can I interview?” That’s probably what she’s
doing she’s interviewing so many people and the truth is that
one more ask is one more at-bat. So I would say that. – And something to that, 70% of
the stuff that I’ve done on my YouTube channel is
about other people. Series like creative space TV
or anything it’s all about– – You’re siphoning
people’s audience. – Exactly. And I’m leveraging other
people’s voice– – 100%.
– for me and I promote it. – And by the way, I haven’t
looked enough but I’m going to make some assumptions
here, everybody does that. It’s you have to be good at it. What you clearly have
done is you brought value. When I put stuff out I really do
it, it’s because somebody sings a book review of
mine and kills it. Somebody that has
to bring value. If you’ve got a big audience, everybody’s trying
to get to you. Everybody’s trying to siphon
your fans and link bait you. It’s can you bring value to
that community and that person. – You know it’s funny,
that’s how she started. She started interviewing models,
Instagram– – My whole platform has been
not competing, collaborating. – Yeah, it’s huge.
– Of course. When you’re starting from the
bottom you absolutely either need money, you need an absolute
unbelievable skill set of talent or you need to siphon awareness
from other places but too many people want, too many people hit
up people like hey you have a million followers on twitter
can you give me a shout out? No. – What kind of value
are you offering them? – 100%. And really not even structuring,
not even the email saying what can I do for you for you to do
this for me, it’s just doing it. You didn’t text Casey and
say hey I’m going to do this for you. You did it. – And I had 4,000 people who
really cared about me because I built that relationship with
my YouTube audience for years. at the end of the video I was
like let’s Tweet this to Casey to get it to him people
were stoked about it. – Jace Norman, the Nickelodeon
star, did the same thing to me. All of a sudden got on
a plane I had 7000 tweets the Norman maniacs or whatever
they call themselves. All right, your question. – Okay, my question is when did
you decide to build and why your