how do you keep your people motivated? – Tommy, thanks for the great question. Obviously, being one of the
great managers of all time this answer’s gonna come
very easy to you and very natural, I think you’ll get it. I spend a lot of time
thinking about motivation and I think the key for me is I try to motivate in a couple of ways. Number one by example,
I think my actions will always speak louder than my words so how I carry myself, how I interact
with everybody, how I live my life as a man I
think really matters as an executive, as a person, I think
everyone’s always watching. But I also think I equally
try to reverse engineer every single individual person, right. They’re just all different,
they all have different KPIs, different objectives,
they’re in different parts of their lives, some are married
some just had kids, some are trying to make more
money, some don’t want to have four roommates in
Brooklyn, so they’re grinding. So everybody’s got a
different thing and I think what’s important for me to
motivate is to do a great job listening to what makes
them tick, both when I have the few moments with them in person. Alex, get over here for a second. Let’s do a real life example
on the #AskGaryVee Show. Alex, what motivates you,
what are you excited about? – What am I excited about? In life? – Yeah, what motivates you in life? – I just like doing cool
(beep), that’s it pretty much. I want to be successful
and just do cool (beep), that’s basically why I’m here so you know. – Cool man, alright, get out of here. So, Alex is easy, he just
wants to do cool (beep). So that’s easy, we do tons of cool (beep). He’s check, he’s good, he’s motivated. And you go on and on and on and you try to figure out, was he
scared that he was on camera and is that the real
answer, like are they really gonna tell me the truth,
they never tell me the truth usually upfront, few and
far between and so it’s a constant behavioral HR driven reverse engineering what they care about. India and I had a pretty
intense conversation about her future ambitions,
remember you wanted to be the head of social
media for museums. I take that very seriously,
like I know these things about my peeps, this is
even before India was on the inner circle of this team, like I I remembered it
better than you did. – Yeah, that’s true, you did it’s true. – So I take enormous, you don’t get to be a great all time leader without being
a great all time leader. There’s a lot of work that
gets put into being good at what I do and I’m very,
very up to the challenge and so it’s predicated on an
enormous amount of listening which is why I’m such a
paradox because boy do I (beep) love to talk but the amount
of listening that I’m actually doing always surprises
people when they start going a couple of layers deeper so
the answer to your question is I motivate, Tommy, by
figuring out what every single person is ticked and wired like and what makes them roll and I also recognize that that changes every
single day and they have four to seven, twelve
milestone things that happen in their lives,
which will change the trajectory of their
ambitions, wants, hopes, and dreams and I need to be prepared for every single one of those
for all of them forever. – [Voiceover] Dylan asks “Do you
still believe that there’s

“My computer is sitting in my lap “and I’m reading Twitter on my phone. “Why, exactly?” – Scott, this is very
easy to answer, my friend. Why, because this has
become the first screen. This is the most important
screen in the world. No longer the television and this thing, this thing is dead. This is literally, like, this
is like an archaic artifact. Like, our kids and friends
are going to be like the way they look at, like, a GameBoy or like a Walkman or like a VHS tape or like a CD. Have you seen a 13 year old
look at a CD, by the way? I mean, it’s like, “What is this thing?” The reason this is sitting
here and you’re doing that, let me just replicate this, is because this is the jam, now. This is how we communicate. Not this. This was the jam versus the going to my conference room or my office in my room and
sit down on a big thing, now that’s archaic. The computer, that blew our minds. And, soon, this, I wish
I didn’t forget my watch, whether it’s the watch,
or the contact lenses, or ocular, it’s just evolution. And, so, you’re evolving, my friend. Congrats. – [Voiceover] Jessica asks,

I’m from Staten Island. First off I want to say,
you know, props to Gary he just brings like this
energy and this inspiration to his speaking and that’s
just like unprecedented and I just want to thank
him from the bottom I’m here dude, I’m right
here man, I’m right here. Thank you man, Thank you.
I know, I know you guys. It’s very meta up in here. First off, I spent little bit
time working on Wall Street. in the financial industry. And, I know that industry
is kind of like trapped like a lot of old ways of doing things. And, I think they’ll get really hit hard by a lot of the electronic
training, platforms. But on the same token I think there’s a lot of room for like one on one communications
with your FA and your broker. and just form someone
coming from that industry how would you apply your – 10 minutes. – and your teachings or
something like that in industry? So, you know it’s funny
to be watching you, ask that question with Mitch, I don’t know if you see in front of you. Who I thinks execute, you know literally my answer to your questions, go hang out with Mitch for 15 minutes and have a coffee after this. I think, it’s super easy. Technology is the gate way
drug to human interaction. Period, end of story
and believe that like, like we’ll be robots eventually,
I firmly believe that. I’m not joking. I fully believe that. Now, it’s in my, own mind I
really hope I don’t see it, because it’s weird like
I think, like brain twist like it’s crazy to think that, like I’m in the hard core robots, like straight up, you
know like, but until then, I think that there’s
plenty of room for that. I think the problem is there’s too many old school folks that are like, nothing beats the hand shake
and one to one meeting. And they don’t use the technology, it’s much like the way I branded you know Andy sitting here.
Andy does a lot of quant, you know growth hacking like
build the audience stuff, like I think that, I relied too much on just branding content. If I could do Wine
Library TV all over again the show be 50x, the success it was, cause I did nothing right from a tech stand point distribution. It was just word of mouth,
PR, it just crushed, quality content wise, but you know, with technology in
place, you should use it and so I think that, of course,
there’s human interaction, of course there’s content like this. They can play in every sector. Obviously there’s legal ramifications in that world, but all of them have I think the more interesting question is, I think there’s far more of the reverse to be honest with you. I
think there’s far most, more of the emerging trend of people, that there are still in power places that they’re realize those tech. They can scale them and bring
them to different level. Cool.
– [Joesph] Thank you, Gary.

I’m speaking to follow
up with Jen’s question before your follow on Instagram I’m forever indebted,
it was the coolest thing I could’ve possibly asked
for so thank you. – Thanks, man, I’m humbled. – So, my question is Wednesday I’ll be on stage
for the first time at a conference speaking and your keynotes are
particularly special and unique but do you have any
advice on how to go about? – Yeah, getting or how about giving it? – [Tony] Giving your first. I think the reason my
keynotes have worked for me is I just stuck to what, into
the way I communicate right. I think people over think presentations. They are stressful and
there’s a lot, you know. First of all, look, It came
natural to me. I didn’t know. Like the first talk I ever gave,
I was like thirty something right like, wasn’t like, oh,
I’m going to be public speaker. They come natural
to me right, but I think I think there’s another real strong reason they worked for me and that’s because I just talk about what I know. The reason I don’t need slides, the reason I feel very comfortable
doing #AskGaryVee show is I stay in my lane.
I’m pumped, by the way I’m hoping today, I can answer, not sure. Right, you know like,
you guys saw recently with the new Facebook
integration, just I’m using that I don’t ever thought like
so, I would say you know and it is back to the great question from twenty year old from Poland, right? Which is like, you just have
to, you know it’s the same game which is like stick to what you know like I’m, the by the way that
interaction is super fun for me because I believe he’s got a shot I think you need to focus on
the plus side not the down side so, I think you just need
to focus on what you know like, you got us to speak. The problem is, a lot of
people are faking the funk with speaking. Right, a lot of people are I’m an expert before ever doing anything. And so they are, they’re stuck because they’ve got a like talk about their execution, right? And so, as long as you
stick to what your execution is even if it’s, even if
you’ve been billed and billed at a higher level
than you are think you are just stick to what you
know, walk-in with humility. The reason I often, start my
keynotes as you’ve all seen with “How many people here,
know who I am?” I always know that 90%
of the room doesn’t. It always freaks out the
10% that does, right? But the world is big, and
there’s a lot of stuff out there. And so, I would walk in with humility. I would talk about what you
know and I would communicate the way you are most
comfortable in communicating. I’d be crippled right now,
if I had to read cue cards because it’s not comfortable to me. I can barely read and like
that will be a problem. Cool, man. (audience clapping) I’m noticing a lot of
people are not clapping.

“completely digital, “focused on exclusive
and shareable content, “how important are real life meetings?” – Soundspace, to me,
real life meetings matter because human beings make
all decisions, right. Like, so far, thank God, the
robots haven’t taken over. But it’s coming. But, you know, hopefully,
I don’t think I’ll see it. But it’s coming. And so, while that’s still the case, real life meetings matter because there’s just so much context that can be done in human interaction that
doesn’t happen over digital. You can’t map everything. I feel plenty of emotions over Twitter and things of that nature, but the energy in the room is lost, right. Like the energy in the room is lost. And so, to me, that is the
part that matters so much in the equation of real life. To me, I always say the
digital is a gateway drug. Hey, Kim.
– [Kim] Hey. Digital is the gateway drug
to the human interaction. As a matter of fact,
it’s funny, not Andrew, who didn’t know who the fuck I was, but a lot of the people
here on the team, and Zak, but a lot of people here on the team– India, did you know who I was? – [India] When I started here or when I started your team? (laughter) That answered that question. There was a gateway drug
happening before they got here which created context, but then, meeting in real life takes
it to a whole other level. You could work for the company and then you have a
whole different context when you’re on the team. (laughter) You know what I mean. – [Voiceover] Frank asks,

“in knowing a foreign language?” – Thomas, (speaking in foreign language). You’re laughing at me because
the way I speak Russian is so hardcore English
accent and struggle, but it’s interesting, I failed German and the only reason I
even graduated high school is ’cause my Spanish teacher
is the greatest of all time and she just knew that I had it. And big shout out to Senora Kennedy, the one teacher that
really holds a hardcore place in my heart because
truly, in New Jersey, you have to graduate two years of language and by failing out of German, my freshman and sophomore year, I
needed a miracle to pass Spanish 1 and 2 in my
junior and senior year. And God was very good to
me for giving me a teacher that had a tough reputation
but clearly, she was smart as shit ’cause she
actually knew who I was. She literally called my mom and was like, I’m giving your son a C for charisma, but you need to know, he doesn’t even know how to say “hello” in Spanish. And so, I don’t put a
lot of value on knowing other languages. Maybe that’s ’cause of
my own personal prejudice of being someone who struggled
learning another one, even though I got two from
at least a hearing standpoint and I can communicate. You throw me in Moscow for a month, that Russian you just heard
will get a hell of a lot better as my ear and tongue get adapted to it. I also think technology is now coming where we’re gonna be able to translate, clearly, in a decade, I’ll
be able to go to China and just be like, or like talk into here or just, it’s in it, or
put in the ear pieces. Does anybody not know that we’re gonna put ear pieces in when we
go to foreign countries and we’re just all
gonna talk our languages and everything’s gonna
be translated proper? And so the value I put on it has gone down in value as I recognize
technology’s gonna fix that issue. – [Voiceover] Benjamin asks,
“Gary, I want to start pushing

“on delegation?” – Denni, you know, I
actually think the best piece of advice that I can give
to delegating is actually going to be very much up in the clouds, and as you know, I like
the clouds and the dirt. DRock, link it up. I think I’m tremendous at delegating and I’ll tell you the number
one rule to delegation, recognizing that 99.9% of things don’t mean shit. If you actually think
it’s not that important, it becomes a hell of a lot easier to let somebody else do it. If you recognize somebody
else’s 7.7 skills is better off because
that job is worth that, versus your 10.0 skills,
it’s humility, my friend. Ego oftentimes is the
issue with delegation. Even though I have a ton of ego, I have a boatload more
humility than you think. – [Voiceover] Tommy asks,
“Gary, isn’t working long hours

“I’ve been in sales for over
20 years and I’ve excelled at “being able to read
people’s body language. “But how do you do that over the Internet “or on Social Media?” – Todd, first of all, India, you’re crushing this episode, or maybe you VaynerNation,
actually forget you, India, you VaynerNation are
crushing this episode with the questions. The truth is I love this question. I love it because I’m
freaked out by the answer. And look, this falls very
much into bravado and ego, but that’s part of me too. I’ve been blown away by my
ability to make that transition. I too, did everything the way you did. I stood on a floor, I watched, I read. I do it all the time. It’s why I love Q an A, it’s why I love public speaking, it’s why I don’t have a set presentation. I’m reading the room in real time. I’m reading my staff. It’s how I scale my
ability to read at scale. Like walking through the
12th floor and be like, that person’s in trouble. It’s weird, kind of like I don’t
even like talking about it. It’s like a really nice
innate skill that has helped me scale my personality. I, for some reason, feel
those feelings in people’s comments and tweets. Now, maybe it took me a long
time to get the cadence. Of course, there’s been times
where I’ve maybe read into it wrong because context and tone is lost, but I’ve go to tell you, my intuition is if you go
hardcore in trying to do that through Twitter, through
your Facebook comments on your posts, and this is more about me
reading people responding to my stuff so maybe I know where
the North Star starts, but it’s been stunning to me
that exactly what I’ve done in the real world is how I
scaled Twitter, specifically, in being able to read people’s emotions and asking for clarity. Maybe in the real world, my man, we don’t ask for clarity. I won’t say DRock, are you feeling, oh you’re feeling uneasy
about this wine, cool, let’s go in a different direction. Maybe I have to ask that
a little bit more tangibly black and white in a
conversation on digital, but it’s the same effort, same mentality, and the beauty is emojis
and short form and slang have given more context around
the written word online. We, as human beings, are great at communicating. People grossly underestimate our ability to be communicators. Whether drawing on caves
or making smoke signals or radio television, the written word, the Internet, commenting, emojis, we’re talented at this. I’m watching all of us evolve. Very many of us, many of you
who have been romantic about grammar, have finally let it go. All of us are misspelling words on purpose so it auto-corrects, because we value the speed. We’re using emojis, not only 13 year olds
or just people in Asia, now it is a worldwide phenomenon. We’re evolving and we’re great at it, so I look for those cues
and keep trying to evolve and stay ahead of where I
think we’re all evolving to. – Hey Gary, Ryan here
from onproperty.com.au,

– [Voiceover] Paul asks,
“Can you provide insight into “how you nurtured your
public speaking chops, “besides just hustling on stage? “How do you prepare for a talk? “Have you ever been
nervous to speak publicly?” – Paul, great question. First of all, ridiculously rad picture. DRock, show it again. In love with the drone. Just completely caught
our attention, great job. The truth is, I hit the
stage somewhere in 2006, for the first, first time,
as somebody to listen to, and it was instantaneous. It was love at first sight. I loved the stage, the stage loved me. And so obviously, I’ve
got a lot of practice. Matter of fact, what I’m struggling with more than anything right now, is that I’m getting into such a rhythm, I feel like I’m a stand up comic, right, that I have my kind of talk. And I take a lot of pride of
making it eight to 15 minutes out of an hour different
based on the audience, but I want it to be 45 minutes different. But I’m kind of a cadence right now, so obviously I’ve gotten better. My timing has gotten
down, but I’ve never done anything like, it’s kind
of like this show, right? Like, one of the things I
love about doing Meerkat behind the scenes now
is that people can see how little to no editing there really is. There is no real prep. I think my biggest secret
is talk about what you know you’re good at, right? Like, talk about stuff you know. I try not to answer questions
about foreign-policy or currency or you know, I
stay away from Bitcoin or I don’t talk about the
things I don’t know, right? I can spew my opinion and
at the end of the day, this show and everything
else is my opinion, but boy, is that grounded
in really strong research and skill and practitioner DNA. I feel like my opinion
business matters because of the execution I did to get there, whereas my opinion on everything
else, I have my opinions on a lot of things, but
they’re not as grounded and as much researched. They’re more intuitive, which is fine. Take them for what they are,
you know what opinions are. I stick to what I know, and
that helps me just scream. I’m a good communicator by DNA, and by staying in my comfort
zone, in my lanes of expertise and the places where I
actually spend my time honing my craft, it comes
off very clean because it’s very natural because it is natural.

That’s a good question, thanks Meerkat. – [DRock] Who was it? – He doesn’t know. That’s why he said
somebody, or you got it? It scrolls. – [Staphon] Yeah, at, Jesus Christ, now everybody’s asking. – Yeah, it’s over, sorry
if you asked this question. No IP love. You know, I think it takes
a million different things depending on what the job is. It’s about the right job
for the right person. So, the answer is, anybody
probably could work at Vayner at some level, they just have to have self awareness if
they are a project manager, or a creative director,
account sup., a CM, but it definitely takes, I think the more interesting question is: What does it take to win at VaynerMedia? Right, so like getting
in, like we’ve had plenty of winners and losers get in. How to win here I think is a fine balance of one, having empathy and self awareness, and respecting the others around you. Having patience, I think a lot of people lose within the first six,
12, 18 months at Vayner because they’re just not
playing the long game, and they either want a
raise, or a promotion, or have the audacity of
like thinking they’re better than they are, but while equally, this is back to pulling
in both directions, I want that bravado and confidence, and all those things. So, I think it’s about making networks, having relationships,
having self awareness, having patience, over communication. You know, like what if this
machine is doing bad by you, I respect that. We’re not perfect. I want to be there for
you, so are you speaking to Minnie in HR, or me,
or AJ, or your leaders within your organization, or
at least 30 to 50 people here that have been here for
a year to three years that are really the foundation
of the ethos of the company. So you know, I think there’s
a lot of different things that it takes, but it
definitely takes hard work, it definitely takes smarts, but what trumps status, it takes heart. – [India] I found who asked the question.