“How do you deal with people
who take advantage of you? “You give, never take. “Does it get lonely?” – Yeah, I mean I think
what I tend to do. I’m tying a lot of
these things together. One of the reasons
I don’t try to manipulate GlassDoor like all my
friend’s companies do is it helps you
actually get the truth. I think one of the
things that’s great about meritocracy, open ended,
not holding grudges is that you get to see truths. One of the things that I
think I’ve done quite well, and I highly recommend
to a lot of you is not to manipulate situations. So by letting things
play out, you get hurt. But because I’m so
emotionally strong, or I like to think I am,
it gives me data. When people hurt me
or take me for granted or don’t see the bigger picture, I don’t look at that
as a negative, I look at it as a data point. It allows me to decide
what opportunities I want to give that person
if I’m in control. Do I wanna do things
with that person if I’m not in control. Do I give that
person opportunities because I am in
control in reverse. If I think that they’re
being very appreciative or they see the big picture. So one of the things that
I think is quite important is not manipulating one’s truth. And so, to me, somebody
taking advantage of me is very common. A, I’m most comfortable in
being taken advantage of because I like the leverage of it. So it’s a whole weird
think of my own mishegoss, which is craziness
in Yiddish I think. So, I’ve got my
own kind of thing. I love giving. I create environment. I’m self aware enough
to know that I create a lot of the beds that I make that lead to people
taking advantage of me because I don’t create
boundaries of my giving early on and the behavior
becomes it’s like just like anything else right. Like you know, rich
kid, by eating too much. By anything, discipline, if
you’re not creating parameters so I feel like I make
the bed to do that, thus I can’t be a hypocrite
and be upset about it. The reason I like it is
I think I win twice. One, it just feels nice. I don’t mind it, I’m good. I’m good so I’m not scared
by people doing negative things to me because
I’m globally good, emotionally, forever. Two, it’s just data, I just
love watching people navigate in a blank space. If you don’t make
too many rules, if you don’t have
too much to process, if you do run your
company quickly, if you do all those things,
you actually get to see what people actually do in
real life circumstances, not the manipulated rules
and structures and processes that you create that
inevitably slow you down, make you too big to change
and lead to your demise in the game of entrepreneurship. So, I’m very calculated
and comfortable, C-C, calculated and
comfortable in the way that I go businesses
and very honestly, whether you like it or not, whether I like it or not,
the results have spoken for themselves. I win, and I think that
when I look at other people playing similar games,
they win too, and so, you know,
how do I feel about it? I feel like I’m thankful
that I’m in an emotional place that allows me to be
able to eat it for breakfast, and I think any of you that
are emotionally capable to be taken
advantage of, should. It’s called leverage.

– Hi Gary, my name
is Sharran Srivatsaa. I’m the President
of Telus Properties. For context, we are the fastest
growing real estate brokerage in California with about 450 agents
and 20 offices and my question to Gary is just this how can a
forward thinking brokerage like ours build a brand on Facebook and Instagram that all our agents can leverage to build
their own individual platforms? Thank you, Gary. – So I’ll jump into the
first one, you can add Frederik because I’ve given a lot of
speeches at RE/MAX and Keller Williams and all these
organizations and when they’re at that level with a lot of
offices they’re always trying to think about how they
empower their agents. This is a once in a generation
agent that comes along and has that charisma level, gets the
opportunity be on television and then has that… Do you like that
once in an generation? – I’m listening. Go on. – That’s not going to
happen for everybody. So, I think one of the biggest
ways that a company can enable their agents and we see this
insurance, I see this in fast food where people are
franchisees is to create content at scale in a hub that people
that have access to, can pull from it and then DJ the content. So there’s some great platforms
like Percolate or you can build something internally or you
could do an email blast but what I would do as your company is I
was invest in video and I would invest in photography, produce
content, give them assets and then training. I think one of the best things
that I’ve seen from people that have agents I’ve seen this in
insurance is they brought in the forward thinkers and put them in
front of their users on a closed platform, live streams, Q&As,
consulting opportunities it’s about education and assets. And that’s what you want to
empower so it is an investment at the top level instead of
telling them or trying to get them to do it force them to get
there by overwhelming them with value from the highest levels. – Wow, that’s good.
That’s good. – Like that?
– It’s powerful. Yeah. My point of view on social
media has always been to be as personal as possible. I think that the big, to answer
his question, the big challenge for real estate companies, any
kind of company is that they upload photos only
of their apartments or I always give this
example United Airlines, and I like United Airlines,
I travel with them a lot but they have
88,000 employees but only 60,000-something
followers on Instagram. They can’t even get their own
employees to follow them because they upload photos
of the airplanes. – That’s right. – So if you make it personal–
– Or bring value value. – Hmmm? – Or bring value for example
when you’re an airline if you actually put out content
around how to make people travel better, save money when
they travel, skip lines if you actually brought
utilitarian value– – But still for social media
there’s not that many successful accounts. If United Airlines posted photos
of people on airports meeting, crying, loving, hugging for
using their vehicles to meet after many years and writing
long personal emotional text then it could be beautiful, powerful Instagram
accounts in the world, right? And then they could
sell tickets indirectly. – See that right behind you? It’s a book I wrote a couple
of years ago called “Jab, Jab, Jab, Right Hook”. – I’m gonna get it. – Well, I’ll give it to you but
it’s like what you’re describing which is put out content
that’s valuable to them. – Yeah. – Jab, jab, jab, build up equity and then you can ask
for a transaction. – Yes, exactly. – I have something like
600-something-thousand followers, I would say 10 to
20% of my business comes from Instagram. Honestly.
– I believe it. – I launched entire buildings
from it but it’s because I also write emotional texts and people
make fun of me because I’m too emotional.
– Yes. – I’m a person and I’m an
emotional person and then when I finally upload something
that’s real estate related there’s more stickiness to it.
People pay attention. – May I ask you a question? My career, different from yours,
came from doing a wine show on YouTube in the mid-2000’s.
Yes. There was a point where I was
like wow and I was known as crazy in the wine world, do you
feel like you’ve become a more extreme version of your natural
being because of this character. I always wonder,
“Have I changed?” Do you feel like you’re exactly
who you were five years ago or do you think you’re a more
extremed momentum version of yourself because of
what’s happened? – I know because I have the
evidence ’cause I’ve done five seasons, last six years. I’m actually, I was never
playing a character because they don’t tell us what to do. I wish it was
scripted but it’s not. Right? But if you look back, if I look
back on the original season I was much harder, much more. I was kicking and screaming and
squealing and making crazy faces actually like now, I think
on the show, I’m much calmer. I’m much centered.
– ‘Cause you matured? – Yeah, a little bit but also
kind of watching myself so many years and seeing
this crazy character. Plus, I’m happier.
I’m married. – Of course, life changes. – I don’t think it’s going that
way, I think it’s the opposite. – I also saw an episode
where you dressed up in character as Andy Warhol. – It was so freeing.
Have you done that ever? – No.
– Oh my god, I disappeared. It was so freeing not
to be Frederik anymore. I blacked out.
I don’t even remember anything. – It was easier
to be Andy Warhol? – Well, I have an obsession too.
(laughter) It was so amazing. Now, I’m looking
forward to Halloween. I’m going to go all out and
just be someone else than me. – India, let’s move this. – [India] From Tom.
– Oh, Tom Ferry.

“Jab, Jab, Jab, Right Hook to
ship from Amazon, and asks, “Does your theory still
work in the Italian Market?” – MAngiolillo, thank you so much, does it work in the Italian market? Does giving, giving, giving and then ask work in the Italian Market? Does provide value, provide
value, provide value and then build equity and leverage to get something in return, does that work in the Italian market? It works in the human market, obviously every market
is a little bit different and there’s suppressed governments and there’s dynamics, communism
creates different behaviors. You know there’s a million
different variables, but at the end of day
humans absolutely respond to being guilted or feel
compelled to return favors or do good for people
that give good to them. So when you’re providing value upfront, whether you’re in Italy or
in Egypt or the Soviet Union, Syria, Afghanistan, Argentina, New Zealand it’s going to work, it’s
not gonna work on everybody. Do I believe there’s cultures, countries that there’s more upside
within based on the DNA and the overall stereotypes of a country? I do, I absolutely do, but in general this is an absolute winning formula not to mention that it’s
a winning formula for you not just your results. You need to feel good about
providing upfront value. You know, I’m not gonna go, I’m not gonna judge my life
on how much money I made, I’m gonna judge my life by how many people
showed up to my funeral. So the process works for me, not just on the financial aspect, but on who I wanna be as a human being and you need to ask that question for you.

I just wanted to know two things. First of all, what are you
going to do with yourself now that I’m taking over this show. You see that, DRock,
I think I made him cry. But, also, what are some
of the biggest changes that have happened since
I came out with my book, Jab, Jab, Jab, Right Hook? – Great question, great work. Steve, why don’t you
tell the story real quick on how this amazing
cartoon came to fruition. – I tweeted something
about an obscure video game from the 90s. – [Gary] Which one? – A game called the Neverhood,
there’s a Kickstarter coming out called Armor
Crog, and this random guy, this, like, random guy was just like, oh, yeah, I’m really excited
for that to come out, too. We started going back and forth, and I followed him, and all of a sudden, he made one of these, like, random, custom things
and made a video saying ‘thanks for following me.’ And I was like, this is ridiculous, I dare you to make you Gary. And he did, and we ended
up going back and forth, and he ended up asking a question. – That’s amazing. I mean, he jabbed you. – [Steve] He jabbed me. – I love it, I love it. Do you know what chrono trigger is? – [Steve] Of course. – Just wanted to show you I do, too. (laughter) A lot of things have changed since Jab, Jab, Jab, Right Hook. As a matter of fact, as I was writing it, the paid volume of importance on paid in Facebook, was happening as Jab, Jab, Jab, Right
Hook was being written, and organic reach was
dropping, I was like, oof, and Instagram was becoming more obvious to me as a mainplay, which is why I brought it
to the front of the book. You know, obviously, Instagram
now has paid right now, Pinterest, I think I
understand better than I did when I wrote Jab, Jab, Jab, Right Hook, I would’ve done more search engine process and understanding for Pinterest. Snapchat would’ve become
enormously important part of Jab, Jab, Jab, Jab, Right Hook Two, Snapchat would be at the
forefront, I would do more B to B stuff, I think I
understand that better, and would do more LinkedIn content. YouTube wasn’t even a part of it. I probably would acknowledge
it more, jam with it, so Facebook has become even more important and more powerful, I
would argue that Twitter’s become less powerful, so, yeah, I mean, that’s the point, right. I try to write, you know, it’s funny, the new book that’s coming out March, #AskGaryVee, the book,
is probably gonna be the most ever green book. No, Thank You Economy is an
outrageously evergreen book, but Jab, Jab, Jab,
Right Hook and Crush It!, to a degree, thank you econ, I mean, all the books I write tend to have that 24 to 48 month lifecycle, and then I feel like they need updating, and so I put out a lot of free content like I do here to make
sure I’m providing value. I take an enormous responsibility for somebody who spent $15 to buy my book, to bring them value. I do that by subsidizing
a product like this for free, forever.

“Gary, I’m ten years old, which one of your books
should I read first and when should I read it? I can’t decide.” – Dawn, first of all,
big shout out to you, because at ten years old, I
had read zero books in my life, so I appreciate you
debating the three books. You know, actually for you, I’d probably just start with
Jab, Jab, Jab, Right Hook. I think the Thank You Economy– I think Jab, Jab, Jab,
Right Hook in a lot of ways is a modern version of Crush
It! with less kind of oomph, and rah-rah and hype, so
if you want to get pumped, at your 120 months of existence, then Crush It! is interesting. I think Thank You Economy
is probably the one that I want most in your
veins and your religion, so that, I might even save for last, but Jab, Jab, Jab, Right
Hook has modern-day execution of what Crush It! is. You’re going to really
understand it better than a lot of people in the VaynerNation because you’re so much in a
place where you’re growing up native to the digital communication world, so I’d go Jab, Jab, Jab,
Right Hook, Crush It, Thank You Economy. – [Voiceover]
Lean Box Company asks,

coming out in audio book form?” – Mike, I’ve been dodging this question on Twitter for months, so congratulations for
penetrating Episode Nine. The answer is, I was
supposed to do it in December of last year, January,
I kind of lollygagged. The two full days in the
booth just became unpractical, ’cause VaynerMedia is exploding, and so… I’ve been watching this guy. I’ve been watching you, Aton! (laughter) This time, I’ve got your number. (laughter) We got him this time, guys, we got him! Where was I? Don’t edit any of this, where was I? – [Voiceover] The recording
booth was unpractical. – Yeah, it was unpractical, VaynerMedia is exploding with characters, and so I just haven’t gotten to it. The truth is, we’re thinking about having somebody else read it. It’s just kinda one of these
things that is dragging now, and is lending itself to me not doing it, which I know is now going to get a ton of boos in the comment section, and I apologize. – [Voiceover] Jason asks,
“What’s the hardest thing