Here is Prosper from
Journey to Real Life, here in beautiful Neuchâtel,
taking my morning swim after waking up. So, my question today is, how would be your
approach of creating a more sustainable world with
a media company? Thank you for your answer. – Prosper, I think it’s
an interesting question. I’ve been thinking a
lot, actually, about this over the last couple of months. You know, impact on world. I get a, somebody on,
whether it was on my team or my family, I’m trying to think
who said this to me. I don’t think I realized that
getting 15 to 25 emails a day in your inbox, telling you
that you’ve changed one’s life, that I was doing, it’s so interesting that
people think giving a $10,000 check to research for a disease, or to fix an animal, or put up trees is the way to do it. It’s unbelievable how much,
you know, you were with me when we were just in
New York where the guy’s like, get a tattoo, and I’m
like, that’s the easy part. Like, not missing
a Jets play since ’82. I think people are very
stuck, Prosper, on tactics over religion, and I talk
about that in business all the time. If you’ve been following
me, you’ve heard that a million times, but
it’s how I think about a more sustainable world,
meaning, as a media company, as an individual, I think we take
a lot of shortcuts. Tweeting something
to support something is not making
an enormous impact. It can make an impact. You know, you
supporting something, if five of your friends
care how you support, or if a celebrity and
50 people care, but it is stunning how much
more important action is over little words
or tactical things, so for me, I think it’s
a day in, day out thing to deploy to
the things that matter, and I think it’s a very
human game, I think, I like depth over width. For me, if I can
impact my little circle, and this whole thing, the
Vayner Nation, VaynerMedia, all of my inner team here. I’m impacting them
on a individual basis, and then they go
and impact other people. I’m completely confident,
because I’ve watched it many times, that the
self-esteem and confidence that I deploy, Andy, do you think that you’re
a more confident person, because you’ve rolled with me? – Yeah. – [Gary] And do you think that
you’ve maybe deployed that on other people
within your circle? – [Andy] 100%. – That’s the game. So, I think my answer
to your question is, as a media company,
or as anything else, way too many people are
looking to reach too many. Go individual. It’s what you’re
doing behind the scenes that is way more important than
what you’re doing optically for the PR’ed version of how
you wanna position yourself to the world. – [Sid] This one’s from Chris.

In a video with Joe Polish you
said that you can sell rocks on the street and still
make 100 grand a year. Is that true? If so, would you make a video
where you sell a rock to someone who doesn’t know you?
Thanks. – So Ryan theoretically,
it is true. Practically, listen
the truth is, actually I’m surprised
I’m answering this. I think I can make 100,000. I wish I was at a point in my
life where I could be so crazy and right now off
of this, do it. Go with DRock to some crazy
place where nobody knows who I am which, oh, by the way
and I love you all for this, which is almost everywhere. Like down the street but you
know, go to a place where I’m not me and
I know that, trust me, you guys perceive
me bigger than I am. I’m just me and I think, now
look, here’s what I would do. I’d go to place, first, I’d go
to a rich upper-middle-class area where it’s not too rich but upper-middle-class demo and I would set up shop on the
corner of the street and I guess most of my day would be, and it’d have to have
rocks in the general area. Access to rocks– – Hmmm.
– No, no I’ll tell you why. I understand but like if
I’m trying to make 100,000 and I can pick anywhere
like you might as well if there’s
a perfect ZIP Code where it’s got the right
income level that I want and there’s access to it efficiency
but I know I can buy ’em on the internet and all that stuff but
nonetheless I guess I would try to market myself as somebody who
is creative on top of a rock. So I don’t think I would if
I was selling rock I wouldn’t try to sell you a rock ’cause
that wouldn’t work but what I would do is I would doodle and create on top of rocks
and try to sell them. And I genuinely with my entire
heart believe that I can make a $100,000 a year
in year two, firm. In year 1, I would make $36,000 in profit. – Could. I believe it’s possible
to sell just a rock. – It is but I think what I would
do because I’d want to get 100,000 is the doodling on top
would then constitute as art and that becomes agnostic and then
marketing can take over and then all I need to do is have
Leonardo DiCaprio take a picture on his Instagram that he’s
bought this rock ’cause it’s art and then it’s game over. It’s just high school
arbitrage, all of it is. – Alright, next
question is from Betty Liu–

simple question to ask you. Are you good with names? Are you able to remember every
single employer and people you do business with names’? And how important is that
skill for your business? Thank you Gary for
answering my question– – This episode, I feel like
this episode, you know what? I feel like since we haven’t had
a lot of time that there’s been a whole lot of work, I’m
very intrigued by this episode. I am terrible with names. It’s devastating. I have so much pride and I know that
people that watch DailyVee are probably surprised by how
many names I know but there are so many names I don’t know. And I don’t know names of
like 18 months in clients. I don’t know names of like
people, it’s unbelievable how much context I know
but names I don’t. Meaning there’s employees here
that I don’t like things that are going on with like the
well-being of their relationship because I follow them on social
and follow their boyfriend and then figure out about you like
literally, literally like and definitely know their
performance and remember that they had a bad day or recall
this or just deep, deep, deep stuff but I’m like is
that Karen or is it Susan? It’s super tough for me. It’s something I’m very bad
at and it’s very important. People like,
here’s what I think, tactically it’s important and people would be disappointed
if they’ve been paying VaynerMedia for two years and
they’re an important client and I don’t know their name. I understand that. What overrides that while I feel
great is that’s the tactic to the thing that matters which
is knowing one’s name is one version of caring
about that person. I know how much I care and
though I hate that the easiest version of that is not something
I have a skill for, it’s all the other stuff that I have
skills for that make up for that vulnerability because that is a
surface level vulnerability, not a deep vulnerability. And so, I think at a macro level
it is stunningly unimportant. What it perceives to mean is
the most important thing but tactically I don’t think so. On a micro level,
sure, it’s important. You like that answer?
– [DRock] Yeah.

“for an app startup. “The person who manages digital
marketing is inexperienced and, “in our opinion,
stunting potential growth. “We are looking for an
opportunity to show our talent “to execs without
overstepping our boundaries. “How can we show that we are “better for the
role to the execs?” – I feel this is actually your
question and you don’t believe in Andy and this is not real. This is more you projecting your opinions about
what’s going on here. – And that’s why it’s anonymous.
– Yes. (laughter) Yeah, listen, I think much
like what goes on here and this is why it’s funny and
this is for the whole team. I think we’ve got
a good situation so many of you don’t.
My advice here is what I do think we create more of. You know what’s funny? I create a company where you can
start hacking and doing things you know that you can do that
but it’s your own trying to be nice to whomever that may hurt
that’s supposed to be doing it that holds it back. So this is a really fascinating
thing at VaynerMedia. I’ve created a world where
I never want people to not show, if you can show it, you know, then you can
do it then just do it. Show that person. Now the tough
part of that advice is, let me give you
a great scenario. In this exact scenario where
there’s a lot of people on my team that are talented and
everybody’s got different roles and a lot of your mishmoshed
into different responsibilities. Some that aren’t even their best
skill set versus other things that other people are doing,
they start liking each other. My team in general, I mean, they
don’t all have to be the best of best friends but you guys
genuinely like each other and so what’s really holding it back is
not hurting that other person’s feelings of, “Why are you
going into my territory?” It’s very complicated. I mean look, here’s part of
this, this is much like life it’s just a
black-and-white answer. Either you step and run through
the china shop and show your skills and take the risk of
saying here and by the way there’s a good way
and a bad way to do it. My real answer would be go to the person that is doing that role and saying, “I really
believe in myself in this craft. “I know this is your role I know
I’m in accounting and you’re the “creative director but
can you help me show you “or give me the air cover to
show Gary that I can do this “because here’s how
it’s gonna play out. “Either that’s what’s gonna
happen or I’m gonna quit and “leave here and go do it
somewhere else and I want to us “to be teammates
not adversaries.” Now, eight is a big number, 8 out of 10 times that person is gonna try to hold
down the other person. Out of insecurity, fear, all
these things but you might get lucky and it might be one
of those 2 out of 10 times. That’s my favorite way to do it
because I think that’s the only middle step to the black and
white thing which is to answer the question show somebody.
– Yeah. – Like edit an episode of
DailyVee and be like, “Told you, Other Tyler,
I’m better than you.” Just do it. Or don’t and be miserable
and let a little kernel of negativity eventually become
cancer and it’s gonna end up with you underperforming,
getting fired or you quitting. That’s the
punchline of all of this. All the things I talk about to
not suppress are predicated on the outcome’s gonna
be the outcome anyway. So why not just speed
it up but with humility. So like I get away with a lot
of stuff because I get to the punchline but I coat it with as
much honey and humility so that it becomes swallow-able. Consumable would have
been a better way to go. – Cool.

– [Voiceover] I.K.E. asks,
“As a rapper, what’s the best “marketing tips to implement?” “Should I treat music like an
entrepreneur would his product?” – I would just say exactly
what Gary said before, just add value. Think about a specific
group of people ’cause you can’t reach everybody. I’m just being real. I don’t care how good
you are at what you do. You pick your poison, you pick
a group and you just pour into that group so that every time they listen to you
like Gary said. I’m just going to be honest. I’m like Gary I don’t listen to
anything, I don’t read anything. But I got hooked on this Beyoncé
song and I been listening to that song this morning,
I listened to it, it’s like I can’t put it down. And it’s not
because it’s Beyoncé. No disrespect but it’s not
because of what you think but when I hear the song
I hear I was here. So I’m waking up this morning
like you get to GaryVee show you got to be present. Not just there, you
got to be present ’cause you may only get to
do this one more time so I’m listening to her song, and
I felt like she wrote it for ET. – We should find out, we should
activate everybody let’s find out if B wrote it for you.
(group laughter) You think she did? – I believe she wrote it for me. I really do. – Listen, I think way too many
people, I’ll give you my advice. I think you need to make
pretend, not make pretend let me rephrase, you haven’t made it. I don’t think this was J Cole
asking the question, right? You haven’t made it. So stop being fancy. I am stunned by the fanciness in
the market of speakers, authors, entrepreneurs, athletes and
definitely rappers ’cause I got a ton of them. You’re trying to be big time, you think acting
like that is that. You know how
you promote music? Make one person every
day like your music. – Right.
– You know how you do that? By liking them first. By literally going to Twitter, I’ll give you something
real tangible. (tapping from ceiling) – Somebody loves us.
– I love it. Twitter.com/search. Twitter.com/search
go search people. You’ve got your opinion of
who you are as a rapper. Go search people
talking about Future. You think that’s your style. Jump in and say yeah
I like that track, too. Yes, I love that hook. When ET tweets that Beyoncé
spoke to me, jump in and be like yeah that part. Become part of the community. Everybody wants
everybody to love them. Love the community first
then they’ll love you back. Guilt them into loving you. – Oh that’s so ah, ah! Look guys that first video, for
real, you’d be shocked at the millions of people, that one
video has 38 million views. – Fuck! – You’ll be shocked that
I did not do that on purpose. You’d be shocked that I just,
what GaryVee just said, I poured in to that community
for about 18 years and then, boom, all of a sudden one day that seed blossomed
into the tree. 18 years. – Doing the right thing
is always the right thing. – 18 years.
– I love it. – So I also said to whoever
you are, don’t do what Gary is saying and think that six months you’re going to see the
results, or a year. Just because he told you that and you did what
he told you to do. At six months later,– – [Gary] How do
think about patience? – I mean it’s life.
It’s everything. – I’m a big, big,
big pusher patience. – Yeah, I’m just saying, because
you don’t know the result. You can only work the process. You don’t know when
the prize– – You know what I’m most
fascinated about? Everybody there right now,
how many there gave up a month before it was going to happen. – Yep, yep, yep, yep.
Weeks. – I’m worried that what happens
when you die and you go talk to God, God’s like yo, listen,
I got to show you something. You gave up on March 19, 1994,
it was gonna happen on April 7, 1994 and
you’re like what? I’m fascinated by
lack of patience. – Yeah. Yep.
– All right, let’s move on. – [Voiceover] Jacob Brown asks,
“As a PhD, what percentage of

– What’s going on Gary?
Big fan. My name is Ted Bettridge and I’m a 13-year-old graphic
designer from the UK. I’ve recently started my design
company and I’m presenting it on Instagram, Twitter, Snapchat
and just about to start YouTube. I’m proud of being a 13-year-old
designer and I think I can use that as a growth hack to make
myself better known out there. But some clients when they find
out that I’m 13 take that back as a negative without
actually seeing my work and knowing the full story. So how would you recommend me
going around presenting myself and my business as a
13-year-old designer? Cheers Gary. – Cheers mate. Teddy, listen, I think you’re
all excited up front of like I’m gonna differentiate myself
by being 13 and then you’re like but some clients don’t like it. Of course.
You’re 13. Literally Andy has
speakers older than you. Right? This is unbelievable. And your composure and
your charisma on the video, you’re going to be very successful. I have a funny feeling at
whatever you decide to do. The same way I met Dunk
when we met in the hotel room. I’m like, “You’re
coming to America.” Some young kids just have it. I could tell way more because
I spent more time with them to know that he did have it. I’m not sure about you that’s a
good first impression for me. Getting on the show at all. But here’s the reality, my
friend, Ted, you’re going to learn this at 13, you’re going
to learn this at 16, you’re going to
learn this at 19, you’re going to
learn this at 27, you’re going
to learn it at 40. How old are you?
– [Niklas] 53. – You look great.
You’re going to learn it at 53. As I’m sure you know what
I’m about to say is true, you gotta take the
good with the bad. You gotta take the
good with the bad. For everybody who’s going to
give you notoriety or write an article about you our actually
use you ’cause you’re 13 there’s going to be people that don’t. For everybody that loves that
I keep it real and authentic there’s plenty of people
that don’t want to work with me because I curse or because I push against the
traditional systems. – Not at Social
Media Marketing World. – Did they like it?
– Yeah. – Yes, they did, you’re right. The punchline is very
simple which is this, Teddy, you need to be you. Don’t hide that you’re 13 ’cause you think you’ll
earn more money. You’re 13 and if you got real
talent, that’s going to serve you extremely well. I think the reality is
how would I play it? By just being you and doing your
thing and not dwelling on the negatives and not getting too
big headed about the positives. Don’t get too upset when
somebody cancels an order when they found out you’re 13 and
don’t think you’re hot shit just ’cause somebody wrote some cool
Business Insider headline that says 13-year-old stuns with
his graphical design skills. – [Niklas] Wonderful.
– Thank you.

What is the best way you
have found to get leads? Besides referrals. and I know referrals are great. They’re an essential part of
every business but what’s the single best way you
found to get leads? – So early in your career
before anybody knew you– – I actually still do it. – Which is?
– Cold calling, man. I love cold calling, man.
I swear. – We are pretty similar, bro.
– Yeah? – I believe–
– I love– – There is no leads,
you have to go take them. – 100%.
– Go take them. – And the sound of an
inventing voice over the phone will never change. – And by the way digitally, too. How are we sitting here? You emailed me and said
that I want to be on. I’m like okay. – And you responded
in like two seconds. – (laughs) I’m fast.
– Yeah. That was pretty impressive. Yeah, I think you know cold
calling, everybody it’s the same bullshit, with women
what’s the script there’s a book of “The Game.” What the fuck kind
of game is that? Then there’s a script for I
understand but the person that you’re pitching today will have
a different mood tomorrow, will have a different way of
seeing things tomorrow, so you’ll never know what day
you are going catch that person. As long as you’re yourself and
your very convicted about exactly what is you’re saying
and whatever it is that you’re getting their attention you will
get their attention on a bad day, on a good day while they’re
having sex or getting a blow job under the table,
it’s still (laughs) – I love it, I love it. I’m excited for the comments. (laughter) Look, I think what you’re
referring to that’s very, very important is that and
this is why I talk in boxing references–
– I love this guy. – I think it’s counterpunching. I think it’s counterpunching. – 100%. 100%. – You love me because were both
salespeople and what salespeople know is you get another
at-bat and you have to react. – If we were actually
outside the office and were having a cup of coffee.
– Yeah. Why shouldn’t we have, wait a minute, you just censored
yourself from a glass of wine yet you said blow
job three seconds ago. I thought was super interesting. – No, no, no.
– But did you hear it? I drink wine.
– Tequila. – Okay, great,
I’ll drink tequila. – Shooters.
– Okay. Interesting. – So if we’re doing
that, I like you because– – Well, listen I’m
extremely likable. – Yeah. – Do you know about this?
– Yes, I can see that. – It’s a big deal.
– I can see that. Let’s go. India. India, I’m extremely likable. – India, tell him.
Tell him! – [Gary] But admit it,
I’m stunningly likable. – There’s a mountain of
clips of me praising you. – [Gary] I want more.
I want more. – [India] I need a super cut.
– Alright, let’s go.

“professionalism and personality “especially since you
are both so high-energy?” – How do I balance– – [India] Professionalism
and personality? – I don’t. – That was what
I was going to say. (India laughs)
Yes. – I thought you were going to, actually that’s actually
a funny moment. We need to look at that clip. I thought that’s what you were
going to say so I’m like you know what I’m gonna
to get this in quicker. (laughter) That’s basically
what just happened. – I think so. – I think that’s
the real answer. – It’s a blend.
The whole thing. I don’t think something is
professional there’s a way to describe or categorize the word
professionalism but I think it’s something you do
in your life and– – Plus the market
gets to decide. Who decided that
cursing was not professional? Who?
– Yeah, exactly. – The Church 5,000 years ago? I don’t know.
And that’s fine. – And even if it was the Church
who says it’s not professional. – 100%.
– How many square feet is this? – I have no idea.
– 15,000, 10,000? – No, I think we’re, how many
square feet is this office? I think we have 50,000. One and a half, so this
is 32 and downstairs. I think that’s right.
Pretty cool, right? – Yeah, amazing.
It’s a great office but I don’t. – I definitely don’t.
I’m the least. As a matter of fact my biggest
thing is I want to make sure I don’t become a
caricature of myself. One thing that I’m proud of you
asked me over the last two or three years is that I’m not
doing schtick for schtick. I’m in my zone but my belief is it should go
completely outer space. Plus, the best part is I love
underestimating, like I love being underestimated
and then delivering. – Yes.
– The climb. That’s all it is
for me is the climb. Everything’s the climb and so,
for me, I think I probably even forced it subconsciously early
on that I wasn’t going to dress the part. I’m just–
– Or it’s you. – I’m just not, yeah.
– You’re just you. – I think professionalism gets
to be, I, for one, do not judge somebody as being professional
or not professional depending on they dress or how they
talk, I just care if we can win. (laughter)

do you think it’s a bad idea to
give your boss a heads up before receiving job offers so they
can prepare for your departure? – I think that’s every single person. You know,
that’s a tough question. A very smart question. To me, I wouldn’t tell them. I just think it’s a
survival of the fittest kind of thing. Like if you think
it’s a vulnerability that you’re not
gonna be able to find. Like I just don’t, that to me that’s
the risk thing. I just wouldn’t do that, because if they reacted poorly, even after five years,
thank you very much. Thank you, that’s very nice. Thanks Tyler, it made it! You know, I, I wouldn’t do that because that
could get you to zero, and I, you know, don’t forget, they fire you on the spot, then you start taking a job that you don’t necessarily
want just to pay. And now you’re
in a two year cycle of having crappy jobs. Like it could turn
into a whirlwind. Now, if your moral compass
is going off inside, like crazy and
you can’t sleep at night, then do you. Like, I just think everybody’s different. To me, doing the right thing is always the right thing and if for you
that’s the right thing, then that’s fine. But make sure that’s
the right thing for you, not the way your
mom sees the world, or your friends or anybody else. That has to be your decision. And if you’re okay
with the consequences, I’m okay with
the consequences of speaking the way I speak. Meaning, I leave lots of money on the table for cursing. I’m okay with that. You have to be okay
with the consequences. I hate people that are ideological, and then when they have
to face the consequences, they regret. You know, it’s the right thing. What’s the name? – [India] Erik. – Erik, it’s the right thing to do sounds good on paper. If it’s truly the right
thing to do for you, then great, then do it. But, if it’s not,
and then you get fired, and then you don’t
have another job, and who what? You showed a couple of people, “you’re a good guy?” Like, I think a lot
of people front. – [India] Interesting.
– Yeah. – [India] That’s actually not
what I expected. – You expect me to say,
yeah say it? – [India] Yeah. – It’s easy for
me to say, though. Right? By the way,
I wouldn’t do it, India. And people don’t do
it here all the time. Like, I know two
people right now that are actively on
the way of going out. And I don’t, I’m not
mad at them, I get it. Like, you know… I’m not
paying their mortgage. I’m not feeding their family. You know business is,
businesses fire. Like, you know, right? So, I don’t know, I get it. But I’m giving
the real answer here. I think that everybody’s different. But I definitely would
not tell my boss. I would work on it, get the job, and then I would go. That’s why I’m not a hypocrite. I never get mad when
people do that here. I understand, you know.
– [India] Yeah. – It’s scary. You know how
many people are living in this crazy, big, city, that we can now see. It’s expensive,
and they’re on their own, and they’re parents
couldn’t help them, and you know,
like, that’s scary. And then what
I really get sad is, people have done that here, people have quit,
without having a job, not for that reason, but for different reasons. And then they go
into a crappy job, ’cause they’re just scared, they’ve held off
for a couple months, but now they get really scared, and they take anything. And then they’re like, two years step back, you know? Alright…

– What’s up Gary? This is Sean from Denver here at the top of Mt. Evans, 14,000 foot plus
mountain here. I got a question
for you here about breaking in new accounts. What’s your recommendation? Do you recommend starting high and then going low? Or low and then going high? Does it depend on
the size of the account, small or large? Would love your
advice and insight, thanks so much. – I always think it’s a
lot easier to go lower, than it is to go higher. So, if, again,
if you needed an account more than anything in
the world to stay alive, you go in low. You what you have
to do to stay alive. But if you have the luxury of I don’t need this
thousand bucks, but I want this client,
I wanna grow, but I don’t need. Want and need are two
very different things, then I would go higher. You can always go down, you can never go up. Hey, I want $3,000
a month for this. Great. No actually, $5,000. Not so easy. Hey I want $30,000 a month for this. Neh… Alright, $2500. So, to me, it’s just always better to go higher. Or what I tend to do,
to be very frank with you, which is an interesting
negotiating move, I tend to go the number. I tend to go, it’s… with Vayner, when we started. It’s $5,000 a month. And people are like,
I don’t wanna pay, you wanna go $4,000? Because people maybe
thought I was going higher. And I said no. It was a very important thing to have that leverage
to not negotiate down. And so, we’ve walked
away from things, we didn’t do things. Which sucked, at times. But it definitely created a reputation in the marketplace that I wasn’t overevaluating stuff. And it was the number. So to me, it’s higher
or the number. You know when I do (beep) trades, I go higher. Actually, cut that part, I don’t want the guys. (laughter) Let’s move forward. (laughter)