tried to apply to VaynerMedia. – Yep. – [Andrew] But I was trying
to figure out how do I get experience if a
lot of companies are asking for experience. – I think one of the, you know
and this is the advice and the theme of the show. I got to tell you man, I don’t
think it’s a bad idea to work for free or an internship or, or get a job and at night from 7– Let’s work backwards,
what do you want to do? What did you apply
for at VaynerMedia? The ACC role,
that entry level role? – [Andrew] Yeah, well I was
looking at some internships. I want to do media. Media analyst. – Okay, so here’s
what I would say. Where do you live? – [Andrew] In
Richmond, Virginia. – I love it. So everybody watching in
The #AskGaryVee Show if you have a company that needs media
analysts please leave a comment below in YouTube or Facebook
so he can check that out. But number two, listen
to me and listen to me good. Reach out to 50 to 100
businesses in the Richmond, Virginia
area that have those roles or
needs and tell them that you’re willing to intern
for free or work after-hours in it or look for startups
’cause there’s ton in the Richmond, Virginia area,
tons of startups will take your 7 P.M. to 10 P.M.
hustle so you get a job that pays the bills and pay your student loans or
whatever you’ve got. I’ve got to be empathetic to the
practicality but then you go and switch from 7 P.M. to
10 at night and you go work for free at a startup and that becomes the experience
that you use to get a job in what you want to do. My man, what’s your first name?
– [Andrew] Andrew. – Andrew, my man, listen to me. The biggest problem with a lot
of players that are young today is they’re fancy. They’re not willing to
back up their ambition. So, if you want this, if
you want to be a media analyst, if you want to
control your narrative, if you can’t get
a job by applying, then you’ve got to go to plan B. And plan B is to go work at a startup for free
from 7 to 10 P.M. so you build your resume and if
you crush it there and you’re so great, they’ll probably offer
you a full-time job. Got it? – [Andrew] Alright,
I really appreciate it. I just literally just got put
on to you like two weeks ago and

I have a question for you
today is how important were your selling skills as an
entrepreneur and what are the different things that make
you improved as a salesman? Thank you very
much for answering. Love your show.
See ya. – Shu, thank you so
much for loving the show. I love you back. I think my salesmanship
was the first raw talent that I understood in my life. It has been the
bedrock of my existence. The unbelievable reason that
VaynerMedia is what it is today has a lot to do
with salesmanship. It is massively important when
you actually, it’s really funny when you actually sell something having sales skills is
extremely important. So many of you are going to fail
in your business because you underestimate salesmanship as a core tenet when you’re
trying to sell something. Many of you make the nicest
thing, the coolest thing, it’s why artists starve
’cause they can’t sell. Like selling is real. I think it’s been an enormous
part and I think the thing that’s made me better
through my career is experience. You know, like experience is a
real thing like us youngsters we want to think it’s not.
(laughter) You know what’s funny,
I put us youngsters because I think of you
as a great youngster. At 22, 23 I thought
I was it, right? I guess I look at it as like
basketball players, ’cause Dunk I know you love it, they become
better shooters as they like as they, they become craftier, they
become more experienced and the guys that are all-time you’ll
notice their game evolves, you know, through their careers
because they can’t rely just on their athletics anymore. They’ve gotta become crafty. They gotta be able to shoot. I mean I would say LeBron,
LeBron to me could have easily been the best all-time player,
he never got his jump shot developed the way that
Jordan and Kobe did. He’s a different type of
player but if his jump shot was unstoppable right
now, forget it. And his three point range has
gone down in his career instead of up and by the way I’m the
biggest LeBron guy of them all but to me imagine if LeBron,
Andy I saw you react to this. I don’t know if you, you got
something to say about this? – I mean his jump shot
is definitely improved, he does hit the jump shot. – [Gary] It hasn’t improved, his three point percentage
was down last year. It improved from early on. Yeah, it was down last year. And I think it’s
gonna continue to go. It hasn’t improved, it improved from like the
beginning but like– – [Andy] He was only taking ones
he only thought he could hit. – [Gary] And he’s
such a complete, you know what’s
tough to analyze? To that point, it’s tough to
analyze LeBron because he’s such a all-around player. He doesn’t need to score but
anyway nonetheless, the bottom line is the 22-year-old me would
be disappointed right now if he saw the 40-year-old me in
salesmanship because he would realized, huh, he’s picked up
some shit along the way that I did have just from
my natural skills. So the answer is unbelievably
and if you’re watching right now and you were building a business
and you are not a natural born salesperson or are great at it
and you are self-aware enough to know that you need to either get
a family member AKA these guys like really in your inner
circle that are gonna be there long-term and allow them to
or even bring in a partner, it is that important and if
you’re a good salesperson never allow yourself to not
continue to learn. Try different tactics,
do different things. Experience has made me better. – [Eliot] I like where
this show’s going.

– [Voiceover] David asks,
“How do you overcome objections “based on perceived lack of
experience, looking young or “doubting your ability?” – We both had this too. Go ahead, you go
first on this one. – I think that there is nothing,
you can’t argue with something genuine and I think if you
care and you’re serious about whatever it is you are doing and
you’re really passionate about it no one can
argue against that. And when you’re young you could
be three years old and you can look, you can actually look at
the three-year-old boy but when you speak from the heart there
is no age to that and I think people will respect that
until nobody can argue some thing that is real. – Let me go in an
interesting direction. Dying to hear what
you think on this. I think it just doesn’t
matter and let me explain. I actually think that a lot
of people didn’t take my wine advice when I was
24 and looked seven. I think a lot of people even
10 years ago didn’t take my business advice ’cause I didn’t
look the part or this and that. I actually think is the question
India, audience, Luis, everybody that’s actually a post game. What I mean by that is it’s
just I’m a broken record. It’s results. When you come with passion and
both of us come with passion da da da da da. If we lose we were full of shit. If we win we were passionate. So what I’m fascinated by with
entrepreneurship and the game is it actually doesn’t
matter in the beginning. Somebody’s gonna
give you a shot. If you knock on 1,000 doors
there’s people that say yes. I say yes all the time to
things that make no sense. DRock. You know, I do it– (laughter) it’s true. I do it all the time. Winners do that. It’s really funny winners are
the one that put winners on. – Yeah. – But winners also deal
with a lot of losing players. But winners and optimists
are always going to give you that shot. Right? One episode I definitely saw
in the background working with Lizzie, I mean I know TVs a lot
more staged but I’m sure it’s replication or maybe real
I don’t know how you guys rolled you go to that Nets game.
– Yeah. – That dude, that’s a big dude. Winners get, Stephen Ross. One of the biggest developers in the world is my
business partner. Winners give people at-bats. And so I would answer this
question in saying look, 90 out of 100 people are gonna say no
the game is proving those 90 wrong later. I got an email the other day
from a former client that makes me want to fly. I hate to think that I am
built on I told you so but I’m build on I told you so. I love that feeling.
I love that feeling. It’s a great feeling. And I just think that that’s
how people should be driven. Recognize that your, there’s
nothing you and I are going to say that’s going to change
somebody who wants to say no to that person because they look
young and don’t have experience. It’s not about who says no it’s
about who says yes and then you have to deliver.
– Yes. – And then when you deliver
everybody looks back and says, “Of course, you had passion.” There’s a million people running
around that had passion but then they ended up becoming losers or scam artist because
they didn’t deliver. – And I’ll tell you something, I think being
young is one of best assets someone can have now
because when you have that passion and when you have that
conviction about whatever it is that you believe in that you’re
pitching or selling or whatever it is that you’re doing the fact
that you look young and there’s a beauty to it. I think now like you’re
saying it’s changing. – Well, it’s a good
era for young too. With Zuckerberg and the
social networks and Snapchat and Evan Spiegel. Young has never been more
professionally accepted. Anybody complains about being
young now doesn’t realize that my, I’m 40, my generation young
men for the first 10 years of your business
career you you ate shit. – You have a video
about old people feeling– – The reverse.
– The reverse. – Thank you very much. Alright, lets go. (laughter) Oh video.

asked if you were to build a
company in 2016 today from scratch what would you pick. Erase all your followers all the
companies that you have built up to this date. You said you would
choose something like Nike. So my question is at the
beginning stages of your company what would you do for
your three next moves. What were your top three
first moves be to help grow your company and keep in
mind you only have $3000. What would those three steps be? – Guys can’t get more specific? – Ads, an expo at a
convention center, inventory, what would it be? Let me know, can’t wait to hear
your answer and thank you for including my question
and today’s show. – What is the name?
– [India] Joey. – Joey, great question. The truth Joey and everybody who
is watching and so many of you are emailing me and please
by the way this is a good opportunity, Staphon, can you
put a little video pop-up you’ll do a little
editing for this one. Actually put a
picture I don’t make you. #AskGaryVee the search engine. If you have business questions, my new search engine
is unbelievable. All my questions all of my
answers transcribed all there in the search engine. So many questions about this and
the truth is Joey you clearly ask for yourself there so many
things you could be doing for your apparel business I guess
is why you referenced Nike. First of all, I said if you’re
in apparel the number one thing I would do it would try to get
Instagram influencers to wear your product at zero cost all
the way up to $1, $3, $50, $100. I think influencers
are grossly underpriced. I think the game is about
exposure and conversion and I think that too many people
don’t really understand how to run a business.
Make a lot of bad mistakes. As a matter of fact, I’m super
pumped that “Shark Tank” is now doing this “After
The Tank” TV show. I don’t know if any of
you have watched it. But Lizzie loves it. They’re showing people going
out of business because they grow too fast.
They don’t understand. There’s a real
cadence of growing. It’s like anything in life. You can’t get too
ahead of yourself. You can’t go too slow. You know it’s funny, a lot of
people when they start digging into my content realize
that I’m a real contradiction. That I believe in very
opposite points of view. And I think my answer
to your question is it’s a mix of 100 different things. I couldn’t give you, I’m not
going to give you what you want from this question which is
these three tactical things. I only give very black-and-white
tactical advice when I actually have hours to sit down and look
at your business and actually understand what
I’m talking about. I don’t want to look like an
idiot or have egg on my face so then I thought about
religious points of view. For you, you need to
get that shirt and you need to get
as much exposure. The same way you hacked your
way on to this show asking a question now you got exposure. I saw you put your little
Snapchat logo down there in the corner. Some people snapped it,
following you now. You’re looking for exposure. I think it’s a grind. For apparel
businesses are very hard. You need distribution,
you need awareness to me what I would
do is a lot of listening. I would tell you very honest
answer, Joey, if I were you as young as you look and
you look great, nice and young, super fit dude. Oh India likes it.
(laughter) What India said yeah.
What? – What do you want me to say?
No, you look horrible? – [Gary] No, no. – [India] Yes he’s fit.
– Yes, that’s exactly right. That’s right.
He is a fit man. Right, Garrett?
– Yeah. – [Gary] Yeah super fit.
– [India] Garrett agrees too. – Yeah, exactly.
Wasn’t a boy-girl thing. Just is he fit? I think that one of the things
that scares the living piss out of me is that a young dude like
you and so many young dudes and dudettes like you everybody’s
just jumping in and running a business. You know what I would tell
you to do, actually know what? I’m going there.
Screw it. You know what I’m
going to tell you to do? Shut your business down and go work for an apparel
company for three years. Go email every CEO of an apparel
company that’s doing over $5 million dollars a year in
revenue that you respect. All of them. Sit down grab a nice shake right, kale, nice kale shake and map every single CEO
in the world that has a $5 million a year or higher
revenue apparel business. Then to go to LinkedIn and
Twitter and email and tweet all of them. And ask all of them for you
to be there chief of staff, right-hand man and to work
side-by-side with that person for the next 18 months. That’s what I would do. Stake versus sizzle. There’s no tactic that
I’m going to tell you on The #AskGaryVee Show that’s gonna
set you up for success and to be very frank with you and I don’t
want to hurt your feelings Joey and I have a lot of respect for
you and is hurting everyone’s collective feelings my intuition
is somebody building a really big business in the apparel
space is not going to rely on one their tactics being
asking a business guru for advice tactically. So, I would take that 3000 bucks
and save it so that you can live with 17 roommates while you work
for Carol Thompson and her $9 million a year apparel
business and watch it up close and personal. India do it one more time
and I don’t do this for humble bragging. I think it’s important because a
lot of you know India and she’s been our eco-system, one more
time, four years in Vayner? – Almost four years. – India, three weeks in my
inbox, say it one more time different than you thought.
– Totally. – India learned more, it’s only
three weeks but just different. Just different. And you can’t buy that. India sat here and all god
damn shows with you guys. India’s written a ton of stuff. Has probably consumed way
more of my voice than she would ever want to. Yet in a 10 day period
being in my inbox, being close to the sun, she gained more context. I wouldn’t say learned
but holy crap, what? Yes. And that’s why so many of you
are jumping to run a business and I’m a natural
good businessman. A lot of you don’t
have as much natural entrepreneurial
DNA as I do. I think you need to learn from
the hip and I think the biggest mistake is you’d rather go get
and this is a different piece of advice for a lot of the
college kids that I’ve reached through
that one video. You’d rather go get that
job at $63,000 at the Gap and be number 17,000 even though your ambition
is to run your own fashion brand versus making no money teaming
up with 19 roommates living that ghetto lifestyle but being the
right-hand person but remember if want to start your own
fashion brand isn’t it much better to be very close to a
person that’s got a $3 to $5 million a year business
because that’s going to be your first step. Even if you’re at
the right hand of the CEO of Nike or Adidas or Under Armour or Coach that’s not the company
that you’re going to build. You’re going to learn
Corporate America skills. I’m just completely pissed
with the lack of, (sigh) it’s a lack of patience. It’s much cooler to say your
founder of the company, “Hey bro, what you do?” “Oh, I have my own brand. “I’m an entrepreneur.
I’m crushing it.” And Joey I’m not picking on you. This is a general statement. “I got my own business.”
That’s sexy. “I’m an entrepreneur.”
That’s a rockstar. That’s cool right now. Not as cool as “Hey
bro, what are you up to?” “Oh, I’m the Junior assistant
for Rikki Thompson for her underwear brand.” What? You went to
college for that? But I’m telling you right now
the person with the humility and the patience to the second
scenario is going to win every time.
99 out of 100 times. It’s just what’s
going to happen. I’m glad I got to say that.
I’m glad I came out. It is true.
It is super true. And when shit hits the fan and
it will and people can’t raise money and it’s not that easy. 3000 bucks is not a lot of
money to start a business. Too much dreaming right now.

“in the next 24 months? “Microsoft and Facebook
are heavily investing. “Will bots become a
tier 1 inbound channel?” – Well, they just talked about
yesterday these chat bots on Facebook M messenger. I know Ralph and I were
just talking about this. – Bots will probably make,
when will you close content on ’17 ZEITGUIDE?
– September. – Bots will make an
appearance in your next one. – Absolutely. Absolutely.
– Hundred percent. – We talked about bots
in terms of ruining the advertising agency– – Oh that’s
different programmatic. Yeah, yeah. These are
utilitarian bots. This is going to work. WeChat and other
platforms have proven this so I’m actually excited. Truth is I’m actually
excited to deeply dig into it this weekend. I have a flight to San Diego?
– [India] Yeah. – I’m going to read quite a bit
on that flight on just bots ’cause it’s that important. – You don’t need to
read, just give me a call. – But you know this about me,
the reason I get to be quoted in your books is because
I like doing the work. – Totally, you don’t
want the Cliff Notes. – I don’t want to read it. I want to be the
content side of it. – Totally. There you go. I think it’s going to be really
big in customer experience. It’s going to be big
in customer experience. – It’s going to be huge.
Guys, the AI. – Do you want to talk to a bot? – I want to talk to whoever– – Right. Even credit card
companies like press one isn’t that kind of like a bot? We value time over
human interaction. It’s just the truth.
We value time– – Not in everything though.
We’re having fun right now– – In sex I think we value
the human interaction– – But aren’t we
having fun right now? – Yes, of course but what
I’m saying is we value time. – Yes, yes, yeah. – We value time. This is fun because were doing,
I’m talking about the following, I do not want to talk
to an operator. I don’t. If it’s more efficient
this way, that’s the thing. What I think is going to happen
is were going to get really, really, really into AI, bot
culture when things can be done for us, we will take advantage
of that every day of the week. – Yep, okay. When you think
it’s going to happen? – I think really feel
real stuff next year. I feel like next year there
will be an execution in a bot environment that
everybody’s doing. Kind of like a FitBit.
– Slack. – It’s a Slack, yeah it’ll
probably happen in Slack by the way from a business standpoint
but think FitBit, think Evernote think when texting popped. There’s going to be something
that everybody will be doing in bot form on Facebook that
people are talking about. Which is like– – Is Siri a bot or
the Echo a bot? – Yeah. That gets into AI. That gets into different
stuff of that nature but yes. The truth is I don’t want to
start pontificating here because I want to get grounded in my own
thoughts on this so I don’t want to fully answer that question. I don’t know how the experts
are dissecting it plus I want to taste it more but here’s what I
will tell you every TV network in the world should start
creating a bot on Facebook that helps you DVR at scale
no matter where you are. If I’m having coffee with
India’s mom and she’s like you gotta watch
“Billions” (taps phone). Like there’s
things there’s thing. There’s things. – By the way, that’s what
Comcast could do to save themselves, right?
The cable companies? – [India] Max.
– Max.

– [Voiceover] Jered asks,
“You mentioned “publicly documenting
one’s journey, “but isn’t advertising
inexperience hurtful “when seeking paying clients?” – Confused, one more time. – [India] So like, you probably
document your journey– – I said the other day,
in DailyVee it would’ve been cool
to see Vera Wang or it would’ve been
cool to see me starting Wine Library, right? – [India] Exactly,
but isn’t that hurtful if you’re trying to
seek clients who want to pay you because
you have experience? Like say you were in advertising and you don’t
have experience like– – Yes, Jered, you should not
be paid for faking the funk. You should not be
a 20-year old life coach telling people how
to live their lives because you’re
just starting yours. You should not be paid
as an advertising expert if you’re not
an advertising expert. I mean, unless I’m wrong
here, and I don’t think I am, it seems like Jered is
talking about the classic, Fake It Till You Make It, which
so many people get away with and you’re more
than welcome, Jered, if that’s what you’re saying. Maybe, maybe you’re not. But I’m gonna use
it as an opportunity to talk to everybody right now. Yes, I think that
telling the truth exposes the things you
want to lie about. Yes I do. (laughs) Yep.

and valuable work you know call it a great question and
honestly that’s a work in progress always to me is really a real-life
lesson in retail get his hand so so I think the ship the brain for retail this is something I’ve dealt with my
whole life like you know i i don’t think I’ve mastered it I don’t think that I am
doing busy work even now at the level let them that I’m still doing busy work
that i think is in hindsight not as good I think experience helps you I think
over time I’ve learned through oh crap I remember when I did that back in the day
don’t do that again you start understanding but I think one of the
biggest mistakes that entrepreneurs make especially as they grow their business
in the beginning with their crippled by the start of quality workforce is just
doing it you know like smart work versus just work he is when you start judging
it too much you start leaving yourself out of opportunity for serendipity and
upside the you can’t see there’s been a lot of things that on paper may look
like busy work going to get you know just kissing babies and shaking hands or
just replying to everybody on Twitter things that not everybody thinks is the
best skillful use of my time that has led to enormous upside because it wasn’t
obvious when you first it including a video shows including ten years ago in a
month sitting upstairs doing a video show
where everybody’s like we needed you that our to sell wine or to reorganize
our operations why are you putting a video on youtube twenties you to like
that it could end up being the biggest single biggest decision of my career up
to this point transitioning myself into a media
property in a brand from just being operated on this floor wasn’t obvious
that like it could have been busy work and there’s been other things that I’ve
done like that that have been busy work you know trying to think of a good
example but like a million things that we’ve stopped them started it didn’t
become real it happens with us every day in our team show so I think that I think
you don’t always know I think you find out after the fact that I think I have a
long forty to sixty year old old professional career that successful
as long as you’re learning in your 1379 12 patterns are becoming more self-aware
about yourself understanding your strengths and
weaknesses you start having less just busy work and more high-impact working
at the top of my career yes my question is if we wanted to start
a subscription box service should we buy

“big meeting or anything where you’re “required to have a strong performance?” – Carter, I prepare for a big
meeting by living my life. Meaning, I am always
prepared for a big meeting thus I never prepare for a big meeting. Meaning, when you’re great at something or very good at something you don’t need any prep time because you’re always prepping. Right, and so that’s the
punch line of me in a professional meeting standpoint. The years of experience,
the bravado, the results, the cadence, the natural skills,
the two things that matter, practice and natural
talent have been there so I don’t prepare for a big meeting. It’s not like I get pumped
up, I don’t put in like Lil Wayne and be like alright,
we’re gonna go get it. There’s none of that, there’s
no looking in the mirror and being like okay, we’re
gonna win this pitch. There’s none of that bullshit. I put in the work everyday,
365 to be ready for that and I think anybody
that’s very good at something is always doing that. You know, you don’t just wake up and decide you’re gonna be good at something. You’re always preparing. If you’re preparing in a
tactic way you’re unprepared. Yeah. – Wow. – You like that right, that
was some deep ass shit, right? – That was really good, yeah. – Yeah, I mean like, how
am I gonna prepare to cook a great meal for these homies right now? The answer is, I’m not. There’s no reading a blog
post or watching Youtube video or calling a chef friend,
like I’m gonna f** it up. I haven’t done anything
for 40 years that preps me to cook a good meal to you. That was some high level shit.

“but often wears us down. “Do you ever pamper yourself “like maybe go in for a
pedicure or manicure?” – Minnie Mouse? No, Mini. I was hoping. Mini, do I ever pamper myself? Not in the cliche like
I bite all my nails. My nails are a disaster. Now that I’ve been
working out for 15 months Mike makes me do massages
because I need them at times and I like it, it’s nice. It’s a good thing. No, I’m not really into,
not the cliche things. I pamper myself by doing whatever I want at all times always. So I would call that
the ultimate pampering. So that feels good. That to me I think is, by the way, that, you know what, that might have been a
very interesting moment. If you want to talk about
what the best outcome of being a successful
entrepreneur, it’s that. The money is really fine. The admiration is fine. There’s nothing close than knowing that I could just get up right and just, like, you know, like you noticed before, like I slammed India’s laptop and she’s like “great
you have no questions.” And I’m like “Great.
Great. What? “What are you going to do about it India?” So you know, like, I like that. I like being able to do what I want. I don’t know what that just was. If I want to get up for a second I’m going to get up for a second. I think the way I pamper
myself is if I do want to, if I want to turn my
40th upcoming birthday into a family celebration,
I can afford to do that. That feels incredible. And so I pamper myself by the experiences. Going to London in a couple
of hours to watch a Jets game. That’s my pampering. Doing the things that make me happy. But, you know, I don’t get excitement out of a two hour pedicure
where I unwind and read gossip. But many people do. I walk around New York City and watch it happen 74,000 times a day. So, cool, awesome, do your thing. So, you know, I don’t, you know. I’m trying to make my
life a pampering moment.

“should never take a loan
to study entrepreneurship. “what should they do instead?” – I believe that if you go to college and collect debt to be an
entrepreneur, not a doctor, not a lawyer, not a
consultant at Baynor McKinsey where you have to go to
an Ivy League school, graduate and leverage that. But a true entrepreneur,
like father and brother, go out there and hustle, be a merchant. You know, that to me
is a crazy proposition to collect debt for in a 2016 world. So what I think they should
do instead is go work. Literally just go work,
I mean think about it, instead of going $80,000 in
debt, you can go work for $1 and be way up in the pot,
you can work for free and be on the way positive. And speaking of that, that
speaks to my next strategy. Go work for somebody,
a woman that you admire the way she did it and
take a lot less money working in her organization
than somebody else because you’re trying to
sap the IP out of her, out of that leadership. So not only go work, go work for the lowest
possible way you can survive. Go live with four roommates
in a studio apartment and eat fast food if you have too. You can go lose that weight
later, like the I did. The bottom line is you need to go work in an environment that inspires you and really you want it to be a place that you want to be like. To go work for somebody
that you want to be like is a tremendous value
proposition for an entrepreneur. When I think about what Andy and DRock have been affected by through osmosis, they’re probably scared to think about some of the tendencies they now have that are my tendencies
because I’ve affected it. It’s crazy how it works, it’s crazy, you should see the ego all 600 people at VaynerMedia walk around
with, it’s disgusting. But the bottom line is
it’s affected from the top so go work for somebody you
admire and want to replicate and regardless of the cost,
if you’re a true entrepreneur. – [Voiceover] Elite Sports Tipster asks,