– Mike? – [Webly] Yep, Mike. – Okay. – [Webly] I think it’s waste of my time to comment on your videos and answer the question of the day. Tell me why I’m wrong. – Well, Mike. Let me help you tell you why you’re wrong. – [Voiceover] Here we go. (laughs) – No, I think it’s a
really interesting question and I think that– Mike, I think it’s a great question and I think that there’s
a couple of things to figure out here. One, I’m gonna assume, maybe not, that one of the good reasons
to think what you think and I think a lot of other people think, there is because I’m
not reading that right? Like why say something if
it’s not being consumed. I think a lot of people
recognize I do read them because I’m engaging quite a bit. Not on YouTube which is because of the app and because I have a
awkward sign-in structure on Google between Gary@vaynermedia and the account we use for
a lot of the Google content. I have to figure that out. I would comment more
because now it’s all mobile, I only comment mobilely. So, I’ve gotta figure that out
but quite a bit on Twitter. Outrageous levels on Facebook
in the last month or so. More on YouTube, I will figure it out. I will use this as call to action. But now I’m gonna give
you a really good answer to your question. The reason you’re actually
gonna start commenting. It’s because I have nothing
to do with the equation of what’s actually happening here. Let me explain. That’s not fair. I do have something to do with it. I’m (claps) the match of what’s happening with the #AskGaryVee Show. But the truth is, to really
get what I want out of it, I want to build a comminity. A community can not be built predicated on a dictatorship or an individual. It needs to be predicated on the fact that people are communicating
with each other. What you haven’t realized yet, Mike, is that if you look deeply into
what’s going on on Instagram and YouTube and Facebook there is a group of 30 to 40 people that are quietly and
subtly, and I would say of those 40 people, 25 are
doing the wrong version of it. Which they’re in there
communicating with the other people for their own interest in
mind to siphon them into– If Webly was to do that, she’s
in there ’cause she wants some of the other small business
people to take her services and that’s all she wants
in a right hook, right hook right hook, right hook way. 25 of you, I’m paying attention,
are playing that game. 15 of you are not,
you’re playing more of a jab, jab, jab, right hook game and let’s just remind everybody, Jab, Jab, Jab, Right Hook to that person that
emailed and said they were disappointed in me, that is a game that plays like this. Jab, jab, jab, right hook. The right hook is not you get the sale. The right hook is you’ve been given the permission
to have a chance to sell. So, when you jab, jab, jab and right hook you go for your right hook
but you’re not disappointed. I have not even asked
any single person here what the update is on how
many books have come in. It’s just not the part, it’s
the permission that it created, not necessarily what the
results are just yet. The real reason you should
be commenting on this show is because you’d start putting
out content on your two cents in context to what was just
put out in the show format. Other people that are in the trenches are actually reading
those comments, plenty. More of you should be. And then you start
engaging with each other. And out of that serendipity,
much like on Wine Library TV, where there are over 20
different wine tasting groups right now that have been
hanging out with each other for the last seven to ten
years drinking wine together, once out of every, once a
month on every third Wednesday for the last five years
and have built their disproportionate best
friends out of being part of a community of a web
show started by some kid in New Jersey talking about wine. The community that’s being
built underneath here. The way that these three get
to interact with each other for the rest of their lives
on this connection point and the way that you guys
all have the ability, if you’d like to, to create
connections of likeminded people with very different angles and to have an interesting situation unlike politics or
religion or other things where you have a guy who’s a pardox which then creates fan
bases in opposite directions so it’s not a complete sheep
game but yet people that can actually have empathy for
other people’s points of view and collaborate, you
now have the beginnings of a community that has value to you that has nothing to do with the person that’s putting out the content. That, my friend, is why
you should be commenting.

Gary, which do you care about more? Interacting with people who
are your fans, who love you, or interacting with
people who don’t like you, who are haters? Where do you spend most of your time?” – Ah, Jay this is such, man, Jay is such a smart guy. Actually, you know what? Jay, you may take this is an insult. Jay’s a nicer guy than he is smart. Just a good dude. Jay, I think that there’s some interesting dynamics to this question. I would tell you, me, 2006 until 2013, I would have answered, the haters. You know me, I love the climb. I love the challenge of converting. I also very much believe I’m a good dude. So many people didn’t think
I was on their first impact because they thought I had too much ego. Or I cursed. Those would be the two things
that most turned people off when they’re first interacting with me. Many of you felt that about me. As matter fact, leave that in the comments if you were one of them. As somebody who, the cursing
really was standoffish or this guy thinks he’s
the greatest of all time. It’s been interesting if you watch people that are commenting over
the last couple of episodes, ‘specially in this golden era,
you’ll see a lot of people talking about how humble you are and I laugh because I know
so many people would see that and be like, pfft what? You start getting to see the
layers as they go over time and that’s why I always say I’m gonna win in the course of a marathon. I really, really was all about the haters. All the negative reviews on this, I went, the first hundred bad and replied to and engaged with. And then something switched. And then I said, you know
what, I’m disproportionately spending my time on the converted, versus all these wonderful people, that are giving me these nice accolades and comments and so many of you know, especially in Facebook because everybody that’s been
sharing these episodes and then commenting, I
been jumping in randomly and saying thank you
because I’m so thankful. Somebody said to share this, by the way that’s a subtle cue
to have every single person who’s watching this right
now, share it on Facebook. Everybody that’s sharing it
and getting their friends to see this and bringing me new audience, that’s incredible, versus somebody saying, you’re a douche bag. I need to reward that
behavior because they get happy with the engagement too, so I think I’m in a much better balance. I would even say that I’m
probably 80% the positive, 20% the negative, but
I’m still very committed. It’s just maybe because,
knock on wood, the new show is a format that is leading
to more people liking me. The keynotes are so brash. The one-off rants are so brash that if that’s the first impact, but the show has a different
tone to it that allows more, I’m far more consumable if the
first thing that you ever saw was this show versus, especially depending
on the first question, I still got that in me. So I would say both. I think both matter tremendously. I’m so disappointed in my
contemporaries and friends who disregard and just label
anybody that just disagrees with them a hater. I actually fully understand
why people disagree with me. I have very narrow views,
as a matter of fact, that are completely predicated on where I think the market’s going which are not very
clear to everybody else. I’ve got nothing but confidence. Confidence for days, with like four Z’s. I’ve got confidence for days. I communicate in a certain style. It’s very East Coast. It’s Jersey in the house. I understand. I hate Patriot fans,
fucking hate you guys. You know, I get that. That’s not feels nice if
you like watching this you’re a Patriot fan, like
oh, wait Gary, hits me weird. I got my dynamics. But what it all really comes
down to is everybody matters, and I have enormous empathy
to why people disagree or might be put off by me
in the beginning and I think that they absolutely deserve
my attention just as much as somebody who says I’m
the greatest of all time. I like all people whether
they agree with me or not. Whether they think I’m a dick or not. It’s just all very understandable for me and I also feel extremely at peace to where this all vets
out in our relationship. That’s it, cool.

“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,

content versus making
appearances and attending social things like parties?” – Megan, this is a great question. I often say that money and fame don’t change anybody, they just expose who someone actually is at a bigger scale, and there’s an enormous
part of me that believes there’s a lot of truth in
that in technology as well. We’re not making, you
know, people are like, I had this funny argument
with this guy at Wine Library the other day where he was
like, all these phones, the art of talking to each other. He goes, I was in Starbucks. This was great. I was in Starbucks, and
everybody was head down. Nobody was talking to each other. I was like, where were you? He was like, New York. I’m like, alright, let’s
talk about this for a second. I’m like, do you think
13 years ago at Starbucks that people were just
yapping with each other? Like, hey brother, great shirt. That’s not how New York rolls, my man. And so I think that all
that technology is doing is making more visible
what we actually were going to do. I mean I do believe the
far majority of people are introverted at first, at scale, by math. If you asked me, or any
I think common sense person in society, I think
we’d all agree on looking for refirmation here. There’s way more people that are gonna sit either timid or middle timid or somewhat timid, and then somebody
whose just gonna roll up. The reason we love and hate the people that just roll up and are loud. Zoom in real good. You got him? – [DRock] Yep. – Really? On that angle you get him? You got Gabe right there? The reason Gabe who works at VaynerMedia is somebody that so many
people know, is ’cause he’s loud as shit, right? And some people love it, and some people hate it, but that’s why. He’s an extrovert extreme. He’s probably like singing
his song right now. It looks like he’s in a meeting. He’s probably just doing some Drake lyrics while he works. I think that it’s important
for us to understand, that first of all, could
you be having an addiction? Sure. I think everybody’s addicted
to their cellular device. I fully believe that every
single person is addicted to their cell phone, like straight up. Maybe, but I would say this, I think that it’s great
for all the introverts or the people that don’t like to party and don’t like to go out, what
they were doing before, they were interacting with the television. Let’s call it what it is, or with like a very small
group of one or two friends who equally were close in location to them and were like that. Now people can really communicate at scale with the people that
have similar interests, find new people, and
all that kind of stuff. I think that you are fine. I think your picture is rad. I think you and I are friends. – [Voiceover] Max asks,
“I’m from Germany where

“How do you retain and increase followers after taking over social
media from a company who bought their initial fans?” – Clayton this is a great question. I think this is a good one at this point. In the maturity of social networking, people realize buying fans on any platform has absolutely no value. You eventually get exposed for being the scum-bucket that you are. And so, I would say that the, the… Listen, there’s two different
ways to buy fans, right? Like, buying ads on Facebook and Twitter and Instagram, to then,
if people are interested, to follow is a smart move. Just buying, like you know, going on ebay and buying 5,000 bots makes no sense, but the funny thing is the
answer to your question is the same way you would if it was zero. Whether you have zero followers for a new wristband brand or you’re a coffee
company that they bought a thousand fans on ebay to try to make it seem like there was somebody, you’re move the next day is the exact same which is let’s start from the beginning and try to make it work. So, what you’re looking
for is engaged fans, converting fans, people
that will buy your book, your wine, will watch your show, will pass it on. Like, what you need to do for them is you need to provide them value, and so providing value is the whole game. Whether that’s listening
on Twitter and engaging. Whether that’s putting out great content. Whether that’s sweepstakes, entertainment, information. Whatever it is, you need to provide value. You need to put out good content, you need to listen. You can talk great, you
need to listen great. You can talk great, you
need to listen great. You can talk great, you
need to listen great. And if you’re Meerkat cooking
show is good, you win. And if your Meerkat cooking show is shit, you lose. It’s not really complicated. This stuff is quite basic. You need to put out good stuff, and the question is what is good stuff? Good stuff is different to everybody. You know, like Steve. Name three good music things. Musicians, bands, name three, any three music things that are good, go. – SoundCloud is good. – [Gary] No, no, no, no, acts.
– Acts? – [Gary] Yeah, things that you listen to. What are three things that
you want to listen to? You were willing to give your 20 minutes that is very valuable, and I will sit down and listen to these six songs. Name three acts. – Flux Pavilion. – [Gary] Good. – Maddy Young. – [Gary] Good. – And Lionize. – Good. I have no fucking idea who
any of those three people are. Staphon. Go to him. I know there’s a light but figure it out. Staphon, your turn. Name three good music things. – Kanye, Jay-Z, Kanye. – [Gary] There we go. Great. India? – Um, oh my God. – [Gary] I don’t care. Don’t blank, you know music, go. – I do, um, The White
Stripes, Colts and probably, like the Beach Boys. – Good. Let’s just figure out what just happened. Three lovely people that are into very different things. They would. Steve, what do you think about Kanye? – Um, I think he’s kind of a jackass, but I thought “Bound To” was a good song. – Good. Staphon, your overall
thoughts on the Beach Boys. – I’ll give you some when
I listen to the music. – There you go. India, what are your
thoughts on Lionel Richie, one of my favorites. – He’s great. – Good, me and India agree. So, bottom line is it’s
quite simple, right? What is quality is 100% subjective. There were plenty of people in Hollywood 20 years ago that said
this reality TV stuff will never work. It’s not produced well, it’s not good, it’s not interesting. There’s a million people that
think the Kardashian’s suck. There’s a million people
that think they’re great. There’s tens of thousands
that think I’m great. There’s tens of thousands that just don’t realize I’m great yet. I mean, the bottom line is
it’s all very, very simple. Quality content is subjective. What is not subjective
is what happens next. AKA, you may sit and say I’m
putting out great content, but after four and half years of 13 people are subscribed
and paying attention, you just might not be that good. You might not be good at the content. You might not be good at
getting the content out there. It’s a mix of the two. I’m a by-product of the mix of the two. I’m good enough to put out
content that people like. But I’m also good enough
getting it out there and using the marketing
to bring in awareness, and both matter. Both matter, but that’s really it, right? Like that’s really it. Like, whether you have a billion fake fans or zero fans, aren’t
you in the same place? Zero fans? Yes, you are, and thus, it’s like me. If I decided to start doing
wine content again, right? If I decided to do that, you know, I have to start kind of over. Like, of course I have my base. People that used to watch the show, and things of that nature, but if it’s not good. If episode 1,001 of Wine Library TV is just a disaster show,
then it’s very unlikely chance that it will be successful. So, the quality of the content
really, really matters. And then all the other growth hacking marketing strategies, all
the stuff we talk about, those are just support systems to give that stuff a better chance to succeed.

– [Voiceover] Nicole asks,
“How do you deal with reviews that could impact your business?” – Nicole this is a great question. One of the reasons I had
always been a big push against cut guy, I don’t
know what that means, why I was a loud advocate
in the other direction of things of Yelp, and
other things of that nature, was they were anonymous
reviews, and I knew of PR agencies that were getting
paid to leave negative reviews of their competitors stuff, which is why I was always a big
fan of Facebook and Facebook Connect, real identity. There’s two things to understand,
one I do think anonymous reviews, and anonymous review
sites are losing their equity. I do think that Steve and
India, and all of you watching, and everybody at Meerkat, what’s up. You know, I love doing that, Take anonymous reviews with
a grain of salt, right? Like that’s changed, like
from 2004, compared to now, you just take them with a
grain of salt because we have become cynical to knowing
people do it on purpose. The big thing that I think
you should do when somebody, your right, we live in this
crappy world, where you guys are serving at a restaurant,
and I always use restaurant because they– Or an airline, airlines are
doing things so right, on a like they’re flying planes,
machines in the air, on crossing the world, at
scale, landing at the proper times, leaving at the proper
times, keeping us safe, they’re given us wi-fi
in there, it’s cozy. These are big machines, they’re
like flying through the air, and if it’s like a 8 minute
delay, you’re like “Fuck you “Delta,” I mean it’s crazy,
it’s crazy talk, anyway, so you’re right, we don’t
get the credit for the good, we get dismantled for the
bad, right? Like the athletes that are doing wrong
things all over the place, all the one that are doing
charitable things and great things, nobody wants to cover that. It’s just unfortunately the way it is. Now, did my boy Aton get a rare, that he’s making a comeback. That makes me happy, I can’t
wait to see what he did, make sure you email me that
moment because I don’t watch the show. (laughing) I think that you should jump
into any Yelp review, or any foursquare review, or any
review, any negative review that you have to jump in
and answer every one of them immediately. “Hey, saltypants49, call
me, here’s the number. “I’m super upset. I don’t understand. “I remember you.” Don’t fight it. Fighting it is feeding the wrong energy. You’re in business, this is their opinion. They could be wrong, but you
need to at least have one more level of empathy and
listening before you get into the fight of it,
and so the way you can handle it is by jumping,
monitoring it, and jumping into all of them, because the
optics of you jumping in, to the rest of the world, is
actually more powerful in the amplification of who
and what your intent is, and the depth of actually
giving a crap about that one person, really, really matters. – Hey Gary, here’s my question,
when will social marketing

whose interests are private to them?” – A.J., great name first of all. Facebook. Facebook dark posts. There’s a way to use the interest graph to get to these people who
don’t wanna talk about whatever misgivings or
things they’re embarrassed of or not interested in, you can go and look at. You can get into the MasterCard data and see what they’re buying. There’s obviously a lot
of brands in this space. Actually, hair loss, is that
what we’re talking about? Can somebody pull up Rogaine’s
Facebook page right now? Just for kicks and giggles. A little real time action. Just gonna wait, I’m gonna wait. A.J. – [Steve] Pretty small audience. – Of course, nobody wants to talk about. Who wants to be like, oh cool. I’m losing my hair. I can’t wait to be a fan of Rogaine, but how big is it? – [Steve] There’s no brand page. There’s like a default drug page that’s 870 likes. – There’s no brand page for Rogaine? – [Steve] I’m gonna
do some more looking. – You sure. Nonetheless, as he’s going through that, the 870 people that were okay with going on the offical page,
there probably is a page, because I think Steve
will eventually find it, or there’s alternative
brands playing in the space. The truth is there’s a couple ways to go about it. I would target men in certain age groups. There’s also female hair loss. Facebook has enough data
for you to get there whether you’re going
after doctors fan pages that play in the space, brands, again, it’s absolutely correct that most people aren’t gonna talk about it on Twitter or follow, but some are, and that’s enough. What I would say is you
get to the four or five, 15, 17 pages that people are fans of, you go against that, and
then you create a look a like audience against that. You also take the data you have. I don’t know if you’re selling direct, but if you have any email data or anything of that nature, you can
create lookalike audiences that’s people’s behavior
is similar on Facebook, and that’s where you’re
getting your scale from. You got something Staphon? – [Staphon] 32 – Yeah there we go. – [Staphon] It had 36,000. Yeah, so I mean look there’s 36,000 people that are a fan of the Rogaine page, and
so you’re able to actually go after the people that did that. I would go after that crew and lookalike auidences against that, and I think SEM this is an example where I think search probably wins very heavily,
because that’s more private action. I would buy a lot of
keywords on Google, Bing, Yahoo. – [Voiceover] Laurie
asks, “If Lizzie opened

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

– [Voiceover] Jim asks,
“What’s your opinion “on the auto-reply DM services?” – Jim, I really wanted
to take this question because I’m so glad you did it and asked it and I appreciate it and I want to say that I hate it. It is literally the thing
that I despise the most I have actively unfollowed many of you because I followed you and you did that and I unfollowed you because
it speaks to the intent you have on the platform,
which is to use it as a conversion mechanism, you’re looking to scale
social media in a world where social media, especially on Twitter, is not scalable. If you haven’t figured
out why I over indexed on the platform, it’s because
it’s a non-scalable platform when done right because Twitter is the
only true social network, everything else has
evolved into content push. This is the one place we all talk in a town square evironment and we can jump into
each others conversations and it is not creepy and
when you go auto-reply in a town square, you’re the
guy walking around the office and you’re just handing
people your business card without saying hello and
nobody likes that guy or gal at a conference or a networking event. The blindly just handing a card without even really engaging. I think it’s a terrible move. I think it turns off a lot of people, I think even if people don’t unfollow you, which at times I haven’t
because I’m just busy and I haven’t, you think you got my follow or something good happened, it’s the wrong move. All you had to do was engage
with people that followed you twice for about six
minutes, which is time, I’m not saying it’s not, but you could have gotten the
depth you were looking for. So what? I’m going to sign up for your newsletter and then you’re going to e-mail me and it’s going to go to spam, I’m not getting engaged
because the first taste that you have of someone, the initial context, that first moment, that first impression, when it’s (beep) you’ve lost. – [Voiceover] Tyler
asks, “When have you been

– [Voiceover] Paul asks, “We get like five views on our video, “three of them being from us. “How do very new and small channels “gain a following when
people don’t interact?” – Paul, nice ratio on your viewership because from Wine Library TV I had a similar thing and it was my grandma and mom, so, I know that world. The reason I was able to build up my channel back in the day and now as well, though I have a bigger base now and you can argue with that, is the quality of the output, right? I mean, at the end of the day, how are you gonna find traction? There’s two ways. One, you can put out great content, that’s what I do. Two, and I don’t know
if that’s what you do, maybe you stink, so we need to talk about that. Two, you need to biz dev. Show this man. Right, so, I’ve done all my biz dev my entire career, but, I’m getting stretched so thin. So, Alex DS is gonna come in and start doing biz dev. So, when I see something from a tweet from one of you, and you want to distribute this content on your page, that used to go to my inbox and it would disappear, or the new WineLibrary.com and there’s wine content there, and I want to get that distributed ’cause you have a food blog, and you’d hit me up on Twitter, that would get passed on. But now, he can capture that and biz dev. So, it’s about biz dev. You now, don’t have
anybody talking about you ’cause you have five views, and all those things. But you need to biz dev in reverse. I’ve been lucky enough to have a 20 year well-executed successful career, so it comes to me, I
deserve it. It’s capitalism. You have not done that yet, but you will, hopefully. I want you to. I want to
look back at this video and be excited that you did. When I didn’t have that, I had to biz dev. When Wine Library was
Shopper’s Discount Liquors and nobody gave a crap, I walked around the neighborhood and knocked on restaurant doors and said, “Can you put these flyers on your counter, “for a 20% off coupon
by the case of wine?” I hustled. You, my friend, need to hustle. Number one, the variable
is your creative. No matter how much you hustle and sell and put out flyers, Steve, and put out flyers. Podcast listeners, that was Steve playing something in the background, I apologize, he just
doesn’t have any manners. I was on a big point too, Steve. No matter how hard I hustle, and put out flyers and made it happen. When people came to Wine Library, if we didn’t have a good selection, if we didn’t get good prices, if we didn’t have good
customer service, we lost. So, the two variables are, can you biz dev, can you make it happen or are you willing to hustle? Do you realize that we can’t be romantic, that, we’re just gonna
put out an awesome show and it’s all gonna work out. Bullshit. What needs to happen is you have to put out an awesome show and hustle your face off 15 hours a day to get people to care. That’s very different
than spamming people. That’s very different
than going on Twitter and be like, “Watch our show, “watch our show, watch our show.” Even in a world where you don’t have a huge audience, you have a way to bring value to somebody. If you can figure out how to do that, and then leverage that value for them to give you what you want which is exposure, you will win. It blows my mind how many people email me every single day saying, “Gary, can you tweet about my show?” In a world where I’m such a hustler and such a biz dev guy, and such a wanter to give
to people on the rise, and none of them ask
what they can do for me, or do something for me. Like, where’s that video,
where’s your video show saying “Hey, we want to do like “five custom GaryVee videos.” In our world, we’ll give ’em to you, you can use them as assets and then maybe you can give us some love. No, because people think about themselves and how do I get views. And what the whole world is predicated on when you’re doing biz dev is, can I give that person
51% of the value of the situation. Because if I do, then they’ll say yes and then I can get 49% of the value, and that’s what I do, day in and day out, and day in and day out. And that’s why I continue to win in a world where people
want 100% of the value. You wanted this question answered ’cause you wanted an answer and you were hoping that you could get on this show
and get the exposure, right, for your channel. You know what?
I’m gonna be a good guy, DRock link it up, there it is. Can’t you do stuff
within the YouTube world? There you go, you got some views. Now, bring some value.