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.

But I’m a cabinet designer
and I have the opportunity to basically go work for a
very high-end firm and try to continue to do my own stuff. And become a rep, all of these
opportunities are coming all at once and I’m trying to figure
out the best way to balance them all without basically–
– Burning out. – [Candice] suffocating myself.
Yes, exactly, burning out. – So let’s work backwards. And this is what
everybody needs to do. It’s so easy to make decisions
when you have clarity on what you want to happen. And what you
want to happen is always short-term
and long-term. So, talk to me about what would you like
to happen in the macro from a financial,
work-life balance and the kind of things that
you want. It’s just choices. Right Candice,
life is very simple. Because I chose that I want to
own the New York Jets my work-life balance is not as good
as it would be if I was okay with where I am now, right? I don’t know if you saw
the news of the PureWow deal. I wouldn’t be buying this big
media company because I’m rich enough already if I wanted
to be just rich. Right? No, I want to buy a football
team thus I have to be on the offense at 41 years old
like I have nothing and I’m 20. Got it?
So, the biggest thing– – [Candice] No,
I totally understand. – Help me understand the
financial situation of all this. Do you want to
make lots of money? Like your financial situation. Do you have to make the money? Where are you in
your life with family? How much vacation
time do you want to do? And what you want to end up? Work backwards.
Give me some data. – [Candice] So, right now
we’re basically an empty nester. Both of our
children are in college. – That’s huge. Gives you a lot of flexibility.
– [Candice] Very huge. – Yep. – [Candice] Yes, ideally like
my big picture scheme is I would like to get into house flipping and doing airBnBs
and stuff like that. Because again, being a cabinet
designer I look at all these people that flip houses around
here and go I know I could do that so much better.
– I love that. And I think it’s going to be
a great market until the real estate market, you just gotta
not get caught when you’ve got momentum going in two or
three years of having too much inventory that you’re sitting on
and then the market gets soft. So long as there’s not a
collapse of the housing or Wall Street market, you’re going
to cruise and as long as your conservative and don’t get
too big for your britches that you’re doing and
buying and flipping. Don’t overextend yourself even
in a crash as long as you’re playing with house
money, you’ll be fine. – [Candice] Right. That’s part of my problem in
looking at the big picture is is right now we’re a
little bit in debt. Again, if I bust my tail
for the next year I could get us completely out of debt and– – So, let’s, let’s,
let’s, let’s start right there. Immediately do that. I can tell by your
energy and your vibe, work your face off
for the next year and get yourself out of debt. Take all the jobs.
Do all the things. Punt everything
leisure right now, do that. That’s just a good idea.
– [Candice] Right. – I mean it.
– [Candice] And then– – I mean it.
– [Candice] Oh, I believe it. – And by the way,
one year is nothing. DRock and I were just sitting
in a hotel in Vegas saying, “Hey, this DailyVee
thing is going to be big.” It was five seconds ago. That was one year ago.
One year goes real fast. Debt compounds. There’s no reason to have it
if you’re that close and your energy feels so good that
you want to do work anyway, it’s like eat that crow
for one year, period, no doubt. 100%. And be smart. Speed up the process to
nine months by not buying eight dollar lettuce
instead of six dollar lettuce. Like flip some
shit in your garage. All that stuff. Just make that your
core number one thing, definitely do that.
That’s number one. – [Candice] Yeah, no,
I was waiting for you to drop the eBay thing.
– Yep. – [Candice] ‘Cause I was
telling my husband ’cause he’s really good. He likes old school
cars and stuff like that. He knows that stuff like back
of his hand and I’m like okay, you need to figure that out. – Yes. Yes, yes, yes. – [Candice] Thrift
stores and stuff like that. – Yes, okay.
Do that. – [Candice] Yeah, so that’s my
big picture thing is trying to figure how to get there and also
because once we get out of debt, I’m trying to figure
out how to balance that. Do I go take out loans?
– No. Let me tell you what I would do. Let me tell you what I’d do. The housing market’s been good
for long enough here’s my advice as if you were my sister. Crush your debt, go crazy. Your husband if he’s deeply
knowledgeable about automobiles will be blown away and you live
in Atlanta which means year wide garage sales and things of that
nature because the warm weather. He’s by accident gonna make 20, 30, $40,000. It’s gonna happen,
I’m telling you right now. Now that’s based on if he works like I do
which is all-in, right? If we works less then he’ll
make $5,000 instead of $30,000. Clear your debt,
year one, year two, 2018, work your face
off and save money. Right? Save and then
whatever you save, let’s say you got $48,000, great that means that’s
your down payment and then get mortgage on your
rest for your first flip. Got it?
– [Candice] Right. – 24 months of
eating shit to be able to eat caviar for
the rest of your life. – [Candice] Yeah ’cause that’s
my big picture is I want to be able to when “retire” and
I say that very loosely because I don’t want to work
for a paycheck anymore. I just want to work
because I enjoy working. – The best way to do
that is to go extreme. Everybody’s going to try to drag
that out over eight years and take a vacation here, make $5,000 on eBay
instead of $20,000. Work one of the jobs,
not two of the jobs. The best way to do it is,
you’re never promised tomorrow. Even though I
talk about patience, I’m aware that you’re
not promised tomorrow. When you can do
something, do it. So crush the next
24 months, clean debt, get 10, 15, 20, 50, $80,000 in savings whatever it ends
up being, that is your deposit. Get the mortgage for whatever
else you can and do the flip and if that doesn’t get you the
house for your first flip then eat another pile of shit in 2019
and now you’ve got $90,000 for the deposit and
then you put that down. Got it?
– [Candice] Oh yeah. – That’s it.
It’s clouds and dirt. It’s going all-in for the
next 24 months and not being glamorous so that you can be glamorous for the
rest of the way. The problem is everybody hedges
and then they’re half-pregnant the whole 50 years. – [Candice] No, and
that’s what I don’t want to be. I’m like you, I’m about
the same age and I’m like okay, it’s full speed ahead now
because I don’t wake up in 20 years or 10 years and go
ugh, we’re still here. Really? – Attack, attack all three jobs. Don’t watch a single
thing don’t go anywhere, work for the next 24
months, you will win. – [Candice] Gotcha. – All right, love you.
See ya. – [Candice] Alright,
thank you, sir. – Bye-bye.
– [Candice] Bye. – That was really good.
(group laughter)

It’s going really good. – Is detailing like
car stuff you mean? – [Roberto] Yeah.
– Okay, keep going. – [Roberto] I deal with a lot of
high end cars doing coatings and stuff like that.
– Yep. – [Roberto] And it’s
really growing quickly. The only thing is during
the winter it slows down a lot so I was trying to–
– How old are you? – [Roberto] figure out how…
I’m 26. – Are you married?
– [Roberto] No. – Good, go to
Florida in the summer, in the winter.
– [Roberto] Okay. I’ve thought about
that also but– – Don’t think. – [Roberto] I have a
lot of clients out here. – Well, of course.
Build clients in Florida now. – [Roberto] I’ve thought about
trying to attack other things. – By the way, by the way,
and here’s what the great thing about this show and
having a call-in show. Like if this was just
something we took from Twitter, that’d be my answer and we’d
all move on in our merry way but this is why I like the call-in
because let’s keep talking. Do you want to do, listen, flip shit on eBay
and Craigslist and Etsy. You can make $50K. I don’t know, like, it depends. If you want to triple down
on your detailing capabilities, build a brand during the winter
months in Arizona or Florida and actually go down there and
live in an airBnB at first or whatever and figure
it out and hustle and grind the same way you did. If you are okay with having
other entrepreneurial things during those winter months,
you’re more than welcome to, I don’t know, start a snow
removal business or a winter landscaping strategy business or buying stuff
at the Dollar Store and flipping if for $9. The truth is
reverse engineer yourself. If it’s going really well,
a couple things are going. The word of mouth is kicking
in which means that you actual detail very well
and you have that skill. I mean do you love detailing? – [Roberto] Of course, I do. – No, no, but do
you really love it? – [Roberto] No,
yeah, I really do. – Dude, I’ve got to be honest. – [Roberto] It’s what I’ve
been doing for a while now. – So let me tell you, Roberto,
I think a lot of people don’t think macro enough and it
doesn’t even cross their mind to actually go live somewhere else
for four months of the year. I know how that’s weird but in the days of airBnB and
the days of Craigslist. These were decisions that were
made years ago pre-internet when it was hard to have
somebody live in your house for four months and you had a mortgage. Dude, do you know
that you can actually, if you were really good at this,
and if you’re here right now that means you’re
paying attention to me. Let me give you
a real good piece, do you rent an apartment? What’s your living situation? – [Roberto] Yeah,
I’m renting right now. – Dude, the fact that you could
probably re-rent your apartment to somebody for four months
using airBnB or other things, I know there’s laws and all
that but stick with me here. Where do you live? – [Roberto] New York,
center of New York. – Got it. The fact that you could do that,
take the profit and then pay for your living situation in a warm
weather place where the numbers are different that covers your
entire cost and it’s all upside for you to grind and continue
your craft 12 months a year, do you know how good that is? – [Roberto] Yeah, I’ve actually
been thinking about that but never took action on it. – Yeah, dude, why do you
think so many people lose? Everybody’s got comments. It’s real fun to leave
your two fucking cents on my Instagram post. How about the people
that are actually doing shit? – [Roberto] Yeah.
– So fuckin’ go. – [Roberto] Alright.
– No, don’t alright me. Will you promise me as a
man, handshake to handshake over a telephone call,
that you’re going to do it? – [Roberto] Oh, definitely.
I definitely will. I’ve had plans already,
been thinking about it. I’ve been following
up with people. – Do it. – [Roberto] So, it’s
definitely something I’ve thought about but–
– Actually, you know what? Now, I’ve got vested interest. I’ve gotten
emotional about this. What’s been holding you,
like be straight honest with me, what has held you
back from doing it? – [Roberto] What held me back
was me trying to build it here. Like even more. Like getting more clients
so getting into a bigger shop. And I’ve also been working with
trying to move that into houses. The coating
basically protects the car, it’s like a glass
hard once it cures. – I see. – [Roberto] What they do is
trying to install that in houses so that’s what I’m
trying to figure out right now. – Listen, by the way,
I’m not against that either. Just weigh the options of take
this winter, we’re in it now, like hang up the
phone and get to action. Make a binary decision, are you
going all in on trying to go to houses and like work your ass
off knocking on doors trying to get people to do it, running
Facebook Ads or are you gonna get down to Florida or
Arizona on February 1st and take three months and do it there. Just make a decision. Do me a favor, just don’t think. Think one time, for one hour,
make a decision, and go. – [Roberto] You got it.
– Alright, brother. Roberto, I’m
telling you right now I’m saving this phone number. I’m gonna track you. If I fucking see your ass
pondering on February 17th, I’m gonna lose my shit. – [Roberto] (laughs) Alright. – I’m gonna block you to not
allow you to consume anything I put out.
– [Roberto] You got it. – Alright, brother.
I like this show.

this is a pricing question. Would you go strictly
with trying to compete? How do you get that start
up number if you’re offering services or a product? Just go try to be
cheaper with the competition? If you have a better product? What’s you’re thought on that?
– Yes. (silence) Do you understand? – [Carlos] Yeah.
Completely. I got it. – All of it.
All of it, my friend. Like everybody
always asked me, “Gary, I’m just starting out and “I’ve got nothing
and no business. “Should I this and should
I that? Or should I do this?” And the answer is yes, my man. If you are building a business
that you want to build and you want to support your life and
family and have all the riches that entrepreneurship
requires, well then you need to spend 18 hours a day… It is a good idea to
have a better product? Yes. Is a good idea to have a
service at a lower price than your competitors to give
the person that is actually financially conscious the
ability to go with you? Yes. Is it better for you to
cold call 97 people versus 6? Yes. Is it better for you to produce
great content that reaches people through virality that is
better than your competition so they know about your service? Yes. Is it better to hit up your
grandfather ’cause he’s friends with this guy who’s got a
business in the space that you’re trying to reach? Yes. Is it better to put your phone
number on Instagram Live to get on The #AskGaryVee
Show to get an answers? Yes. – [Carlos] Everything goes, it just like loving
where everything goes. – Let me give you a
really good piece of advice and we’re gonna end it on this. Never say no for the other guy. It’s the best
thing I ever told AJ. Don’t make a decision for the
other side of the table of why they’re going to say no. Just do everything
and then let them say yes to the thing that they like. – [Carlos] That’s the
answer that I was looking for. Thank you so much. – And by the way, my friend,
when you pitch people mix it up. Sometimes come
in with a lower price, sometimes come in with bravado,
sometimes come in with humility. When you actually try
to get to 97 people and you get 17 meetings,
you actually get the chance to try 17 different moves. If you’re like 99% of people and
overthink everything and have one meeting a
month and one at-bat, you don’t get the chances to try
the different shit that might actually unlock
what the real answer was. – [Carlos] So you try to
get out there all the time– – In life. In life. If you have 97 chances
and 11 people say yes, that’s the game. Everybody’s trying to play
a game of I’m gonna get three chances and get three people to
say yes and then three people say no and they cripple
like a bunch of bitches. – [Carlos] Yeah. – Got it?
– [Carlos] Got it. – Good. – [Carlos] Thank you so much.
– You’re welcome. And that’s it.
That’s the game. One thing I don’t understand so
many of you are just starting out your shit and
your fucking fancy. Everybody got real
fancy for having nothing. Like this entitlement
or you’re gonna have some perfect strategy,
it’s the grind. You know if he’s, of course,
he should come in cheaper. It’s a way for you like when you
have no reputation to get the get the gig including free. DRock, how much you
charge me for the first video? – [DRock] Zero.
– Bang! That’s it. You know Andy’s mom is making
fun of him for his salary. You know what I mean?
That’s it. You got to grind, right And?
– [Andy] You have to. – My friends made fun of me
for my salary in my 20s and 30s. You work all the time,
I make more money than you. Now what, dick?
(group laughter)

and I’m just going to basically one by one try to
build this clientele. – So here’s, let me
give you some advice. Couple things. When you don’t have lots
of funding or money and you’re starting at zero,
you’ve got time. Your asset and so many people
listening right now that want to do what they want
to do, they have time. Time is their currency
and your hustle. Right? – [Angelica] Right. – So you watch a
little less GaryVee, you watch a little less Netflix, you watch a little
less Dallas Cowboys. You do a little bit less yoga or
whatever the hell your life is about and what you do is you go
and ask for business but if you get a bunch of no’s you convert
very quickly in doing one or two or three pro bono. Pick ones, do the work for free
but pick ones that are big and will give you exposure and you
giving free work will give you leverage of the logo
getting you other work. Got it?
– [Angelica] Right. Right, that’s perfect. That’s exactly our first
client that’s what we’re doing. – Love it. – [Angelica] We’re
not asking for a thing. We’re just asking for
basically, you know,– – Word of mouth. Yep, a logo.
You got it. – [Angelica] and to
get it going. – Well then you
are well on your way. Congrats. Go ahead. – [Angelica] (inaudible) to you. Basically I’m 24/7 GaryVee. (group laughter)
– Well, I appreciate it. Make it 23/7 GaryVee. I love it.
Have a great holiday. – [Angelica] You
too and thank you.

I get four days on and four days
off and what I want to do as a side thing is market, we have restaurants
around where I live in the Portland area that don’t
even have a Facebook page and that’s crazy to me because it’s just old people
running their restaurant. – Yep. – [Levi] I feel like if they
would give me a chance to go on their Facebook,
go on their Instagram– – Let me give you, Levi, let me give you a
great piece of advice. Do it for free at first,
have five clients and then you can use them to
show other people. The amount of people that are
not willing to do stuff for free at first to create case studies. Phil Toronto in this room
right now is my right hand man in all my investments. What did he do? He interned for
free for a long time. DRock made a free film. Made a free film and
now he’s DRock. Right? Tyler, well Tyler, but anyway.
(group laughter) Levi, you’ve
gotta go free on this. Go and do two, when you’re
doing whatever you’re doing, whoever you like the most when
you’re in their restaurants you like the couple,
you think they’re sweet offer to do the
services for free. They become your case studies
then you charge $100 a month, then you charge $500 a month,
then you build a business. People aren’t willing to eat
shit in a 2017 world and that’s why so many people’s
businesses haven’t started. – [Levi] Awesome,
that’s great advice. I’m gonna do it. I’m just gonna
go out and look– – Keep me updated.
Call back in in a month. Keep me updated.
Love you, see ya. I like Levi. (dial tone)
This is fun.

mess up a friendship or– – Yep! – if you were
partners with someone– – Yep! – and how did you
deal with that, man? – Yep, so I’ve
had a lot of them. I was in business with my dad
and I knew that I wanted to do other things and that was insane
of the thought of leaving that. My friend Charles Pearson
was one of my best friends when I was running my business
and I had to fire him and he was one of
my best social friends. I had to fire him because he
wasn’t bringing it and he was doing things that were taking
advantage of our friendship and he didn’t think
I was a meritocracist. VaynerMedia currently
has a lot of family member. I had both my
brother-in-laws now involved. I have tons of AJ’s friends, all of them are
being treated differently. If you are unable to
treat business for business, your business will die. And so, that’s okay because some
times you may want to pick your friendship over that
business and that’s fine. But yes, I’ve been in a lot
of those situations and I think that, especially
with friendships, you’re gonna either create
cancer from the situation or you’re gonna fix the situation. You have to understand, if there’s
friction from your end, it’s already a lost situation. Either you’re gonna fire and
you’re gonna have to deal with that person or break up or
whatever you’re talking about and that person’s effected by
it or you’re gonna eat shit and it’s gonna turn into a cancer
cell internally in the business and yourself and eventually it’s
gonna reap it’s head and you’re gonna have an issue. Got it? So, you’ve already lost. You might as well get the bad
part over with quickly so that the business can
survive that loss. – [Sammy] That’s exactly
what I needed to hear, Gary.

most critical thing for people who
come out of military? You know trying to trans–
– Yes. Yes, thats a
great question, Anton. Thank you so much for that. I’ll do this. That’s how we got to do it.
We got to do it like that. Like the call in radio shows.
– [Tyler] Right. – Anton, great question. Yeah, this way but
I might want to keep it. I’ll make those decisions. Anton, I think when a
transition from military to the private sector you gotta
readjust to the new framework. So many people struggle with
transition from whether it’s the education system,
the military system, the government system into the private sector
where the market controls. Where we have bureaucracies
and these big machines, they’re not always
playing by market dynamics. So the biggest transition is
understanding the market is in control not your general,
not your general’s general, not your boss’s boss,
not the bureaucrats, not the politicians, no, no. The market and so to me when you go into the private sector
understanding that, now obviously within an
organizational or corporation which is more similar
to those dynamics you’ll play those politics but if you
go into entrepreneurship, that’s a whole different game. The market gets to decide
and understanding that the way you’ve had it before is not the
way you’re gonna have it forward is extremely important. You gotta be prepared
for that market dynamic. Way too many people getting
punched in the face by the market, go ahead, and not being
able to adjust and so I think that to me is what stands out
as the biggest vulnerability of people transitioning
from the military. Very structured system,
one that they go through this, the scales of the organization
and then going into the private sector especially
entrepreneurship it is a wild, wild west opportunity. Who we talking about here?
(phone ringing)

– What’s going on, Gary?
This is John Max here. I had a question for you. Was driving and listening to
“Thank You Economy” and at the end of the book you talk about
how you would wish the self, the book with self-destruct by
2015 because marketers would have ruined the
thank you economy. Looking back do you think that we still live in a
thank you economy? And if not, what kind of
economy do we live in now? Thank you. – I’ll take a little bit of
this because I’ll help you. The “Thank You Economy”‘s
premise is pretty simple which is can we scale
one-on-one behavior? What’s depth verse width, right? You think of influencers a place that
you and I both played. You can have a million followers
but if you said go by this book, both you and I know that
somebody with 72,000 followers could sell more books, depth. It didn’t play out the way
wanted because I had optimism in a place where I shouldn’t which
is the punchline is businesses don’t get a fuck.
– No (laughs). – It is unbelievable how much
people don’t understand why my whole world has worked. My little thing works
because I just want to go deep. I just want to deliver value
and it works every time and the person who scaled the thank you
economy the best in my opinion is Taylor Swift and
that’s why she’s winning. She understands– – We talk about her
in the book actually. – That’s great, so great
segue perfect I’m glad we can pass the baton. – Buy the book. – Do some kind of
scary thing there, by the way. Edit. I think Taylor understands
that going to somebody’s wedding randomly may cost her 45 minutes
and not have in an ROI positive game but it does
because the pickup, the amplification, dropping a
pop-up shop for these glasses for Snapchat in the
Grand Canyon is not ROI positive until everybody talks
about it through this kind of infrastructure
and then it does. Thank you economy has a lot of
DNA ties to this and to your question the reason it didn’t
play out the way I’d hoped or inspired is
companies are short-term, I’m long-term and people that
are thinking in 20 and 30 and 40 year terms are thinking about
LTV and lifetime value and then do things that don’t have
value in the short term. The reality is 99% of the
players don’t play that way. – You and I have been
in the same business and I think had the same values. It’s remarkably frustrating when
you try to convince a brand to do what you’re talk about,
to go deep and actually attach yourself to a set of values or
people that have those values. I would say make the
content that matters, put it in front of people it
matters to from voices that matter to them
at a time that matters. It’s like very simple
and they never get it. And they only want the top 1% of people and it’s
like their trophy bag. And they’re like well I got
Demi Lovato to tweet about it. It’s like, well, that
really doesn’t mean anything. – Right, Demi.
– No, it is not, I don’t. – I’m kidding,
I’m kidding, I’m kidding. – She’s a mass media artist
but if I’m making a purchase decision than I want
something that’s closer to me. I want something that I trust
and feel some sense of shared values with and these big macro
brands but Taylor she kinda over came that by these
personal experiences. – She understood it.
– Yep. – She understands
there’s an amplification, scaling the unscalable. – Just this weekend she’s
singing Thanksgiving songs with Todrick Hall who’s, you know,
a self-made YouTuber who– – She gets it. She understands
where the attention is. She deploys unscalable behavior in it which then
means it gets amplified. – Yep. – What’s his name
again one more time? – [Dunk] John.
– John. John, all of what you
heard in that book is still an opportunity today as it was
six years ago when I wrote it. Let’s move on. – [Dunk] Next
question is from CK.

– Hey Gary, my
name is Miguel Ogas. For some context, I work
in a full-time ministry. I run a network of churches
for my lead pastor where I’m traveling about twice a month
and you have inspired me to give my wife my laptop computer
so I do all of my business full-time through the phone. I believe everything you’re
saying about the future of the cell phone so I just want to
figure out how to do it right. So my question to you is
this, what are some tips, tricks, apps, any type of hustle
advice you can give to somebody who wants to run a network,
run a business completely 100% through the phone no
longer using a laptop? Thank you for all you do.
Appreciate you. – Have you seen
the Google phone? – The Pixel?
– The Pixel. – I haven’t seen it.
– It’s amazing. – Do you have it?
– I have two of them, yeah. – And so what? Have you made the
jump to phone only? – 100%. 100%. – You have no laptop?
You have one– – I rarely use, I have a laptop
which I’m like if I have to download a bunch of,
like right now I’m downloading a
bunch of photos. – Google has such a
great suite of products– – It’s amazing. – they made, I assume, Doc
and Mail and Calendar– – It’s amazing. It’s like intuitive and
smart and and it’s like you’ll have an
appointment and it’s like, “Would you like to add
this to your contact book?” It’s like improving
itself the whole time. – Such a miss by Microsoft.
I thought two years ago– – I had that phone,
I loved that phone. – I thought Microsoft, when it
was when it’s dead in cell phone world, I thought they should
have come out with the Microsoft phone that was built to be you
know the business engine that it sounds
Google has executed. From my standpoint,
there’s only one smart hack. I can talk all about everything. Different apps, here’s the
reason it works for me: anything that isn’t great on
the phone you scale through another human being. If you’re able to afford
an admin which or use some AI assistance and
things of that nature, I don’t write, as my
team will tell you, I don’t write any… My emails are one word
or like an emoji. I do so little actual work that if you’re working in
Excel sheets and Word and PowerPoint and these things
it may be a little trickier. As somebody who doesn’t, as
somebody who has like the team send “Here’s the proposal. Can
you approve it?” and as soon as I get it I write approved and
they’re like you didn’t open it. We can see that
you didn’t open it. I said approved,
mother fucker. You know? And so, I think you have to
know yourself but I think the human element of having an admin or somebody else to close the shortcoming but I think living
in a mobile only environment. – Sometimes I add a few
words because I’m the same way. I’m like, “Thank you,
approved. Good.” – Yeah.
– “Great.” And they’re like,
“I just wrote a treatise.” I’m like, “Well, maybe you
can slim it down a little bit.” – It’s the biggest
inside joke here. People write seven paragraphs and I write back the
thumbs up emoji. And they’re like, fuck. – It’s like can I get a
little more feedback here. – Something!
– Something. I worked on this. Alright, let’s move it. – [Dunk] Last one.
– Last one. – [Dunk] From Cory.
– Cory.