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

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

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

– [Voiceover] Craig asked,
“What do you think people like “Chance the Rapper releasing a
lot of his music for free as a “marketing strategy?” – What do you think Chance the
Rapper, people like Chance the Rapper, what do you
think about Chance’s music? – I love Chance the Rapper.
– I’m obsessed. (mumbled singing) What do you think about
people like Chance and others that are putting
out a lot of mixtapes, a lot of product for free as a
marketing play or whatever the strategy may be? – I love it. I love it. I think you keep the relevancy
and you keep the fans engaged. I love it.
I think it’s a hustle. It shows that you dedicated to
the art and at the end of the day the art wasn’t meant
to be materialism and everything is a dollar. It’s about giving back
to your fans anyway. – I think the one thing that a
lot of you are watching know is I don’t have the $500
e-books and the $7,000 courses. I do the shows for free. I pump out content
at scale for free. Thousands of you email me
every single month, “You should charge for this. “This is better than the
shit I’m paying more for.” It plays into that same thesis
which is yes but that’s why so many more of you follow me. – You get engaged. Yes.
– Of course. Either you’re running a marathon
or you’re running a sprint. Figure out what you are doing.
– Exactly.

“price objections when
attempting to close a sale?” – I assume price objections
mean that you’re asking for too much money and they
don’t want to pay that? What’s your take on that, Danielle? It’s not an easy show, to
just come and get to read and check out. – Are you sure? – Yes, I’m very sure. – I guess I would say if you
give them a dollar value, kind of like we do here when we give statements of work to clients
where they approve it, they come back with requests to take down or gets higher. – Do they ever request
to charge them more? – Sometimes they ask for more things, and then you do change orders, and you do get more money that way. – Love it! Look, I think it’s moments in time. Early on, when I was
building Vayner and I needed a leverage of clients and
logos to tell people, yes, it’s not just I did it for
myself and my family business, but for, at the time,
Campbell’s, the NHL, Pepsi, that mattered, and so I
was willing to take less. We’ve talked about spec work ad nausea if you watch the show. The DRock story. So I think it’s a leverage game, right? Like who has the leverage, and so I think that every transaction
has its own cadence. There is no blanket statement here. You have to understand
what your product is worth, but you also have to
think, and this is where romance kills people. You say that you’re worth $150 an hour, and you don’t quantify that
you need this client right now because there isn’t good deal flow, or you want to buy a ring for your girl, or you need to do different things besides just shoot weddings
because you want to show a better portfolio to get other business. People are not using other
variables and they go well I’m worth $1.50! Fuck you! You’re worth $1.50 in your head, the market decides what you’re worth. You’re worth $1.50 if
people will pay you $1.50, consistently, always, always and forever. You’re not worth that, look,
there was two years ago where I prematurely tried to
raise my speaking fee higher, and the market was like that’s great Gary, and you’re the best speaker ever, and this and that, but that is just not where your price is at,
and so you’re not entitled to anything other than
what the people that are buying your stuff agree to. What you need to be smart
about is understanding when’s the right time to negotiate down because it’s in your best
interests, or when are you negotiating down for no reason at all and you’re declining your value. That’s on you. That’s
being a good salesperson. That’s being a good operator. So, I think that everybody
here needs to have a balance of both. You have to pull from opposite directions. When is it in your vested interests? And then you deploy humilty
Kool Aid at scale, right? The amount of times I will deploy humility in a world where my ego
is on fire is off the, you know what, Staphon, I want fire here. Ego fire. Give me ego fire. I’ve got nothing but ego and bravado, but there’s plenty of
times I deploy humility ’cause that’s what that
moment’s game needs to be successful, and so I would tell you to not deploy romance. This is this and that. Deploy practicality of the moment.

– [Voiceover] Anthony asks,
“You recommend working for free, “but how do you know if
someone is just tryin’ “to get free stuff and
passing it off as exposure?” – You don’t. – [India] Cool, next question. – Fine. (laughter) You don’t, and that’s the point. Like, not every (bleep) thing has upside every single time you do it. It’s a net net score. You do it 38 times, DRock, you did movies for free besides me. And this just popped in my head. How many? – [DRock] At least 20. – 20? – [DRock] At least. – For people that looked like my profile? – [DRock] No. – How many that looked like my profile? – [DRock] Two? – Two, right, and then
you got a bunch after, that hit you, that’s right. So, how did those 20 work out for you? – [DRock] Um. – Yeah, I don’t expect you
to say bad, like I’m curious. – [Voiceover] One.
– One. – [Voiceover] I think one project fed me, for the entire three month thing. But the other 19, not so much. – Got it. And then, how about mine? – [DRock] Fed me pretty well. – Yeah ok. So you know, I mean, so I think that, I think you don’t. I think look, you can look
into people’s backgrounds, see their actions. I would tell you off of the, you know, exposure and hyperbole
of DRock’s free work, on this show, I’m probably
in a better position today than I was two
years ago to get people to want to do free work. Because they’re like,
well I want to be that. So you can look into
people’s history, if you can, but you just really don’t, you
have to use your intuition. Do you know how many meetings I go and pitch new business,
and then others I don’t, and I’m making a judgement call. Like it’s a use of my
time, my biggest asset, and was it worth going for three hours and flying, was it worth a day flying, pitching the business,
and then we didn’t get it? That was a bad judgement call, but then sometimes it works out. It’s a net net game. This insanity for the short term ROI, of every action, is so goddamn broken. What’s his name again?
– [India] Anthony. – Anthony, that you know, I think way too many
people are crippled. You don’t! You don’t know a lot of things. Shit, you don’t know almost everything. Like seriously, like
what do you know in life? Is this the right college? Is this the right friends? Is this the right boyfriend? You don’t know anything!
– [India] True. – You make decisions
and you (bleep) adjust and live with them. You counterpunch to reality. Work, too, this freelance
(bleep) high ground of like, nuh. It’s supply and demand, mother (bleep). Like if there’s people willing to do it, then that’s just the
(bleep), that’s the shit! (laughter) (speakers mumble off-camera)

“Adele’s new album isn’t
streaming anywhere. “Is she romantic about selling albums, “or leveraging people to buy music?” – Oh, wait a minute,
Staphon’s just standing here, and if you’re just, I
mean, show that, DRock. He’s really, truly just standing here. (laughter) One of the things that makes me unhappy, I mean, really, I know
you’ve gotta watch it for editing purposes, but you should be you should be doing something, Staphon. – [Staphon] You’re right.
(laughter) – So let’s do a little Periscoping. Alright. Adele’s new album is not
streaming anywhere, right? – [India] Is she romantic
about selling albums, or leveraging people to buy music? – It’s a really good
question, and the truth is, there’s a time and a place
for you to do everything, so, we talk about spec work here, right? DRock got his job on it, right? Like, you do something for free and it leads to what you want to happen. Well look, when you’re
Jay-Z in the early days and nobody knows who the hell you are, it makes sense to go to a club, not get paid, and spit your fire, because you’re building leverage. I used to go and speak for free. Often. I don’t do that anymore. Because I have an alternative. I have demand now. Adele, if her name was “Shmadele,” if Shmadele came out with a new album and nobody knows who Shmadele is, I would hope, I don’t
follow music enough, so, if there’s a Shmadele, I apologize. But if you’re Shmadele and
nobody knows who you are, you not only want to be
on streaming services, you wanna, like, show up on
Instagram people’s accounts and, like, sing, you wanna, like, go outside and give
people your free album, like, you want exposure
because that creates leverage that you then can charge for. Adele doesn’t have that problem, and so she’s trying to maximize
profits through that channel versus the pennies that streaming does. It does two things: it makes her more money, it gives her less exposure by accident for people that could find her through Spotify or other places that have never discovered her before. From my point of view,
it’s a fine balancing act. Right? I think if you look at the people that pushed against Napster,
or pushed against technology, the bands that pushed
against MTV, historically, that didn’t make music videos, if you’re too romantic for
too long, you can get caught, unless you’re in the top 1%. I believe that there’s an absolute way to not conform to modern marketing. A€ la Apple. If your product is
disproportionately the best, consistently, you can get
away with acting differently. But if you look, even at, like, actors at the top of their game, like a Will Smith who made the same kind
of movie for a while, everybody has their day and time. And so my answer is, if
Adele has this read properly that she doesn’t need more
exposure, she has a huge fanbase, she just put out fire, and it killed, cool. Look at Justin Bieber in parallel. Did a lot of marketing,
a lot of Instagram, a lot of releasing, a
lot of stuff out there, and it really worked. Now the question becomes, he needed that because he
was in this funny spot, does he do the same thing next time? Or does he go a little bit
closer to where Adele is if Adele’s over here? The answer to the
question, my friends, is, there’s no absolutes. There is no right answer. There’s moments in time,
like the first question. There’s knowing what to do at this moment. The things I do running
this business at 600 people is very different than what I did at four. I don’t say yes, I said
no to 19 deals today. I said yes to every deal
when we first started. Right? And so we just talked about, we just all got together on my team to talk about how much
book-buying you have to do for all my packages for the next book. I think we can all agree, there’s a lot more books
that you need to do to do the things that I did two years ago for Jab, Jab, Jab, Right Hook. ‘Cause I’m busier, I
have more opportunities. I have more leverage. This is where the #AskGaryVee
show’s brand, right, has helped me. Why don’t you say, I mean, you’re just, this is amazing, but why don’t you just say hello. – Hi. – [Gary] Tell the Vayner
Nation who you are. – Uh, Reed Adler, sound guy. – Yeah, so Reed just was working on something else I just did, he’s just hanging out, he said before we aired, “hey, my brother turned
me on to the show,” his brother and him now know who I am more than they did before because this show’s working for me, which then gave me leverage to ask for 3,500 books to give a keynote, versus 2,000 books. So this is how it works, guys. You put in the work for a year and a half, you build up leverage, which then allows you to get more stuff. So Adele’s move, where a
lot of people might say, “oh, Gary’s gonna say,” because I know a lot of you thought this, “oh, that’s bad, you’re killing exposure.” No, it’s balancing that. What’s important is not
reading your own headlines and doing the thing that Adele’s doing too long, too many times in a row that now no 17-year-old in America or 15-year-old even knows who you are, because they only live in those platforms. Right? All the bands that said no to being the music on John Madden Football in 1999, 2001, 2004, 2006, they missed out on being Good Charlotte. Good Charlotte said yes, they were willing to give away the music, or go find out how the
Black Eyed Peas worked. Will.i.am was smart, he’s like, “oh, for a TV commercial? For this Apple iPod thing? Okay. We won’t be too fancy.” And the three big bands
that you’ve heard of that said no missed the chance of being huge. So yo, I even say yes to things for free, if the exposure is
disproportionately unbelievable. Saturday Night Live
does not need to pay me to show up and be in an SNL. Because they’re bringing me something. You, with your local TEDx thing, in Shmugga-mugga-mugga, Iowa, sorry to pick on Iowa, I love you, Iowa, like, yeah, you got a problem. Because, like, I don’t wanna
come for those 40 people, it’s just checks and balances. And I love you 40 people, but watch the show for free, I can’t make it, it’s just an equation. Adele’s at that place where
she can do this right now, but Adele needs to do what I think I try to be really good at, which is don’t read your headlines, don’t get too fancy to not take a selfie, if you get too separated
from that for too long, and you can do it, but if you do it for too long, somebody else is gonna come along and Shmadele’s gonna be number one. Shmadele’s coming.

– [Voiceover] Terrell asks, “How would you manage pro bono work “versus getting paid as a startup, “or how do you draw the
line between the two?” – I think the question, I
think what I’m getting from it is, you know, how do you manage the people asking
you do to stuff on spec? And it’s funny, we’ve
had some conversations, I’m a fan of spec, because
I think it’s a gateway drug into showing work. When you’re at zero, when you have no track record, when you have no leverage, spec is a tremendous
opportunity, it’s, you’re at bat. And so, spec has always been
interesting in design work or other things of that nature. Any time I even allude to a
spec interplay on Twitter, I get attacked, right? Like, if I want free t-shirts for the Great Wall of Wine Deals, right, stickers, why
don’t you pay for them? I’m thrilled to pay. As a matter of fact, in my later years, AKA in the last three years,
I’ve learned, actually, I’d rather pay than what I deal with when somebody gives you,
like, a sticker for free and they want, like, so, I’m into paying. I actually, when I do these
spec things, look at it as the first opportunity to
somebody to have in at bat, to, like, change the course of their game. We’ve alluded this question-answer
with DRock in the past, like, this is just real to me. So where do you draw the line is, when you stop thinking
it brings you value. By the way, nobody’s forcing
you into doing pro bono work. Hey, DRock, you wanna make a film with me? You should do it, I’m not gonna
pay you, you should do it. I didn’t force him, like,
you know, that’s on you. So this notion of pro
bono work being, like, some sort of forced behavior that like, the rich are forcing the
poor to do this work, in a world where you
should always do everything predicated on what brings you value, including when you bring
other people value. See, the dirty little secret is, for me, this 51-49 thing where I
wanna do all these things, it makes me feel good. It might not make me more money, it makes me feel good. It’s a selfish act. People say that, you
know, you hear it’s like, oh, it’s a selfless
act, like, I understand. I like the way it feels. And so, you know, your pro bono work might be because you wanna use it as a gateway drug to business
opportunities in the future, or you just might like the way it feels. That’s on you. But, you know, business is simple, and this is a business show
in the scheme of things, so I expect this to be
where you’re coming from. Look, you have to ask. You can’t be scared to ask for money. You have to ask, and you
have to price yourself, and you have to price yourself in a way that makes you feel good. And so whether that’s $100
an hour, $500 an hour, and the other thing I would tell you is let the market say no. I think a lot of people are
too scared to go too high, and we talked about this on
another show not too long ago, like, you know, just ask for the money and go as high as you possibly can, they can always say no, you’re never gonna say,
“it’s gonna cost you $500” for your R&D, or anything like that, $500 for your voice-over
work, Stunwin, you know, “I want $100 an hour,” nobody’s gonna say, “cool, we’re gonna give you 125.” And so, you know, you’re
better off saying 200, they’re like, “ah, we’ll give you $120, and you’re like, yes, I only wanted 100. Thanks, Gary Vee. (laughter)

“You decide to not show
my book page to people. “Do you think a lack of success “will make me give you more money?” – Rusty, I feel you, but you know, Facebook is like any
other medium in the world. You know like, Fox channel network to put your commercial for your book isn’t gonna just do it for free. The Yellow Pages isn’t feeling your book and so they’re just gonna
put it in there for free. The postal service isn’t like, “Oh rad, “your book was creative. “Let’s just ship out flyers
for your book for free.” This notion that Facebook,
because it started as a social network, is not
giving free organic reach to people and, “What, you want my money?” Yes, they want your money because it’s one of the most efficient ways
to actually deliver content to people in the world, right? You know, like, you know, cool, use the alternative of
free, which is what? Oh, excuse me, use the
alternative of Facebook and keep staying free, which is what? E-mail? Cool. Build your list, do your thing, hit that Google button, boom, MailChimp in the house. Great, awesome, phenomenal, show me. Show me that you can build that list. That’s just the way it is,
and I think people’s feelings are hurt, but Facebook,
The Business World, The Market, doesn’t give a crap. – [Voiceover] Listen Give
asks, “Our co-founder