– Hi GaryVee. – Hi GaryVee and Simon,
hope all is well. Question that
I have for y’all is, can somebody’s personal why,
on why they work for a business vary from the business’s why,
or is that just never good? Thanks a lot, keep climbing. – So, if it’s your business,
the business’s why and your why are
exactly the same thing. – Yeah, but he’s asking if he
works for an organization– – If he works for
a separate company. – He knows the organization’s
why, I mean a lot of people– – He knows the
organization’s why– – A lot of them know
Vayner’s why, but they may have separate
whys within it. Can they co-exist? – Sure. – Can an employee’s
why and an org’s why co-exist, and everybody wins? – Sure. The simple answer is,
yes if they go together. Everybody has their
own unique why, and the organization
has its own unique why. And if they are compatible– – You mean go together in
a peanut butter and jelly kind of metaphor.
– Yeah. If they’re compatible, then
you will look to the people who have joined
the company and say, “Ah, you’re good fit,
you belong here.” And they will see
themselves as a good fit, and each one is
mutually beneficial. In other words,
it’s like any relationship. You and your wife
have different whys, but they’re compatible. You see her as–
– A hundred percent. – Helping you grow,
and she sees you as– – Hundred percent.
– Helping her grow, etc. It’s the exact same thing. – Which is why– – And sometimes it isn’t
compatible, just by– – Which is why divorce
rates are very high. – Well I don’t know,
it’s sometimes incompatible. That’s a decision
making problem. – Okay. But it’s also an evolution
problem right? Like, if you think about it,
one’s whys can be really aligned with the
organization’s today, and five years from
now they may not. – No, absolutely not. Not if both– – One more time. You’re saying no to that? – No to that. – So you’re saying
that there’s a frozen– – Here, let me tell you why. – No, no hold on before you do, I wanna give you
more framework because I’m fascinated by your
decision to say that. You’re saying that things
are frozen, frozen! And that one’s context
of how the world… For example, that it’s so
frozen both North Stars, that one who’s an employee
who’s rolling quite along, and has a why, but then
his child dies from cancer along the way, isn’t
reframed into the context of where maybe it’s
not aligned anymore. – No.
– Okay. – The word,
I wouldn’t use frozen. You’re saying that there can be no growth when
you use the word frozen. Your why is fully formed
by the time you’re in your probably late teens, and the
rest of your life is simply an opportunity to
live in balance with your why or not, so
the decisions you make. And so, whether
somebody’s living, that’s why I said before
which is as long as both organization and person are
working hard to remain in consistent with their
cause then it works fine. Now, the example you give
of someone’s child dying, you know, tragedy doesn’t
form or change your why. Tragedy usually gives us an
opportunity to live our why because it makes everything
else in the world seem stupid, and it forces us to say there is something bigger and
more important here. Very often tragedy
pushes us into why, not the other way around,
not pushes us away from it. – I totally agree with you. I think the most extreme
things that happen in people’s lives actually
just accentuates the reality of what’s going on.
– It’s accentuates of who you really are.
– Hundred percent. – The test of someone is not
when everything is going great, it’s when everything goes wrong. That’s where your
true colors show. – Or, similar to that, but
a slightly different version for everybody, I’m
fascinated by people’s wealth and fame really not
changing them at all, just finally exposing
who they actually are. And that’s not a tragedy.
– And that’s a hard thing – It’s usually in theory,
a good thing. – That’s a hard thing.
– But it’s a real thing. – Absolutely.
– Alright. – It’s fine if they’re
different, as long as they’re compatible. And this is why you
wanna know your why, and this is why you wanna
find out the company’s why, because otherwise you’re
going to make decisions based on money and benefits,
and then there’s nothing. – A hundred percent. – It’s like making a decision
about who to marry based on– – I don’t wanna
side-track the show, but it’s funny I’m sitting here, it’s why I’m so confident
in what I’m building at VaynerMedia because the
platform is being built to be in their benefit to
reverse engineer what they want
based on their DNA. Whether that is
enormous ambition, which is then this is a platform
for them to create that, or within a very
close ecosystem to me, or quite passive and
very nice work life. I have actual
zero emotion, one way or the other
of what they actually want. I just wanna build a
framework and a platform that gives them those
options, and I think that’s the great mistake that
most businesses make. – And isn’t that what you
preach in your work as well? – A hundred percent. I have no interest in– – So the why is clear
internally and externally? – Hundred percent. – I love that. – Which is what, because
to me, otherwise everything crumbles in its hypocrisy
if you don’t do that. – Amen.

My name is Jenny A. Hansen, and I’m coming at you from Utah. And my question is, do
you go with your passion, or do you go with
what you’re good at? I’ve been doing
nails for 12 years, my grandmother did
nails, my aunt did nails, and there aren’t any decent
nail salons in my area. So, do I open a nail salon? Or do I go with my passion,
which is more in consulting? Which, consulting
salons would be good. But again, there aren’t any
good nail salons in the area. So, what are your thoughts? Thanks for the show,
thanks for your work. Thanks VaynerMedia. – Jenny, thanks
so much for the question. Look, I mean
I’m a big fan, Jenny, and I think you know
this, of practicality. Awfully hard, Jenny, to
consult for nail salons where there are none, or there
are none that are good enough that would actually
pay a consultant. So, I think your
options are you can move, and go to LA, New York,
Philly, you know, places where there are more, or you open a salon. You’re a young lady, so I think you have
time and a long career. Maybe you open up
one for a little while, build up some dollars,
some equity. It’s easy for me to say go move. Maybe you’ve lived in
Utah your whole life, your whole family’s
there, everybody’s there, you’ve gotta be there. You can consult virtually. It is 2016,
technology has caught up. I wrote a book
in 2009 called Crush It!, and it became successful,
and it started a huge debate in my ecosystem
of passion over skills. I don’t think anybody
can answer that question for any of you
watching right now. Really, I don’t. I think what you need to do is deploy as much
self-awareness as possible. I do believe,
it’s why I wrote Crush It!, it’s why I’m thinking about writing a follow-up
to Crush It! right now. I do believe that
there’s nothing greater than being able to do the thing you’re most passionate about. And I think that
if you’re blessed, and you’re able to make
the most money that way, and I actually
think I’m in that category, well then that’s like nirvana. But, I do think that a lot
of people should consider, I am of the camp,
and you know what, that’s the question of the day. Where do you sit in this camp? In the comments,
lets sit on this one. Where do you sit in this camp? Here is my theory, that if
you make $130,000 a year doing something you don’t
love as much, or at all, versus making 89 and loving it, that you should
always go with B. Now, people could say,
that’s easy for you to say, because I have student loans, because I have all
these other headaches. I have a weird
thesis that that 89, because you’re so happy and you’re willing
to work 18 hours a day, becomes 131 over time. And 130 becomes
fired or flat forever. I really do believe that
passion works out that way. And I’m not a secret,
I’m not Oprah. I’m not like sunshine
and rainbows, especially not after the
fuckin’ Jets miss an extra point and lose by one point. I just think it’s practical. I just think being happy
brings a better energy and a work ethic. Listen, I don’t know
if you’ve heard, I believe in work. And I believe the easiest way
to work is to fuckin’ love it. And so, I think, Jenny, you
should go with your passion, I just don’t think that it’s
practical for everybody. I think a lot of people’s
passion is to become the biggest rapper in the world. I think a lot of people’s passion is to
become a supermodel. I think a lot of
people’s passion is to become
a professional athlete, or the next great
director, or this or that. I think people
are completely tone-deaf to their actual skill sets, and they make up ludicrous,
unachievable goals, which then means the blueprint
is broken from the get, which means they
have no shot at victory. So, I think if your passion is to be the greatest
rapper in the world, you should deploy some
self-awareness around, maybe your passion should be being around the greatest
rappers in the world, if you have no flow. You know? I don’t know. I think there’s
a lot of things, Jenny. I think self-awareness, I think recognizing
you only live once, realizing how
much regret is poison. And just really,
and really, Jenny, I’ll give you a
really good answer, try your passion. I’ll give everybody
a good answer, try your passion for two years. What’s gonna happen? Your debt’s gonna compound? It’s not the end of the world, I mean you can
always get practical. You could always get practical.

– [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.

was using their hostel has a lot of
variables and a lot of variables in this episode of context which matches the
answers you might have you might not be passion about your more starting war
going through something let me actually bring some shattering news here for the
first time in my life I’ve been thinking about things like sabbaticals and
building a business school in Haiti for five years and like like I love listen
I’m still all about buying the New York Jets and in the process of that and the
game but it’s amazing for me to be in tune with myself the maturity you like as you get older
like just a fluke but kids are six and three and are interesting like it into
their interesting when you start putting you know you’re projecting what do they
look like at 13:15 like a really cool to like I don’t
believe in the school system as much as everybody liked or just take them and go
to some rogue like just different things like you just a ball and and you might
have just lost your Northstar thing that you thought you were going for might not
be it’s why I was always happy to live in 1,000,000 bucks when one theme are
private plane or these little things like it was fun to be like I wanna by
the Jets and what that always meant to be as I want the process of buying the
jets which means I get the hustle forever cuz that’s my that’s why I am
maybe you’ve lost who you are or what you want to be accomplished kind of
formula too cheap herbal I would be crushed if I thought what I wanted to
achieve was super achievable anything happening in the one was happening of
Boehner bay’-nur is becoming a player in the agency world we’re not like now when
I go like like like like like that’s not as fun for me I like being the underdog
I like the climb you know I like that so maybe that’s
happened maybe just tired I mean I think one of the things that the New York Jets
24 me that nobody understands those hours actually thought that was the
first time I talk business owner just came in 15 years and looked at my phone
the wrong kind is a very big thing and only the second on it like I am escaped
and I got so excited like those 34 hours escapism maybe needs a vacation time I
mean we need to look at the people around you maybe need to change we need
to break up with her boyfriend or girlfriend like there’s like there’s a
lot of intense stupid things that could be happening or maybe you can take a
step back and really listen to this statement which is you’ve watched her
hustle because you really are not in tune to why you’re doing it right you
just not intend to what you’re doing it that that your maturing and realizing
like a Ferrari or a fat watch or courtside tickets or custom night i just
want to show them you know is not what you’re living for and so funny tonight
I’m going to the Charity Water gala I never thought of myself 10 years ago
somebody who’d be so involved in non-profit sitting on the board opposes
a promise donating I was you know I was also going
forty older like this much better people that’s what I think you are thank you
much better generation i grew up thinking I’ll get rich and when I’m old
I’ll be like giving out money into that stuff so you just evolved right and so
maybe maybe you like me like I don’t have enough money like my kids can give
away all the money but I can I don’t have that luxury yet but maybe you want
to do not profit if you want to build schools proposes a promise I will take
you allow us like maybe you’ve lost your purpose so take a good step back shutdown shutdown for 24 48 72 hours go
away go away like this this is how to shut down to Airbnb this is 2016 way to
shut down here being be fine of Mary remote place you know touch but the
young just wrapping up the show go to go to hear me be very remote place that you
get to a low cost like a crappy cabin far away on a four hour drive rekindling
just drives you can drive you there are like it I gotta lowest-cost farthest
away seclusion and just be with yourself and
start talking yourself a real really talk to yourself a real one of
the things I do with myself as I talk to myself a real in a weekly nobody is a
harsh critic and bigger fan of themselves than me and I think that
friction in both directions matters was interesting and never said
that before I never said that because he

“for someone who finds out
that they’re not cut out “to be an entrepreneur?” – Oh yeah, I get it
Malik ’cause you played, I’m just kidding. Being an entrepreneur
is not some great thing. It’s just as good as being anything. It’s just as good as being
a great, I mean listen as much as it’s amazing for
me that I inspire people to maybe build businesses
that then is a gateway drug to happiness in their
life, I’d be, I’d feel really compelled to be financially secure, have better work, life
balance and be a brain surgeon and save people’s lives on a daily basis. Like there’s a lot of things,
or like some of the things, do you know, you know maybe
not as financially rewarding but if you’re wired to be
a great guidance counselor. Impacting teenagers through
those really difficult, and being a guidance
counselor in a high school for real and if you’re not
mailing it in and full of shit and only wanna be there nine
to three and you’re out, if you really are in it. It just comes down,
you know it’s funny, so that would be cool to
be a guidance counselor which leads me to the point
that made me think of this which is if you’re really passionate. And I don’t use that
word as you guys know. I kinda stay away from that
’cause I think it’s kind of a bullshitty word, but if you’re
truly passionate and really into what you do and you
really give it your all. Like if you really do, whether
you do it for yourself or within an organization
that you believe in or within an organization
that you think will get you to the place you want to be one day. Which is really what I try to build here. Which is one of those two things right? It’s a place you want to be,
around me and that energy and that success and that
machine for the rest of your life or you feel like the
things you learn at Vayner over a two, six, 12, 19
year career lends itself to the things you want
to do in the future. If you’re lucky enough to be
in one of those scenarios, regardless of what you do, if you passionately get up in the morning. If you got up this morning
at six a.m. like I did and were fired up to go, of
course ’cause the Jets won, but fired up to go and your
to go was you’re gonna go in the office and from nine to
four you’re gonna clean teeth and work on cavities ’cause
you’re a badass, motherf- dentist that loves the teeth
game well then you’ve won. My advice is if you figured out
you weren’t an entrepreneur, well then you’re just like
one of those contestants on American Idol. That went there, you gave
an at-bat, good for you, kudos. You stood in front of Simon
and he said you f- stink and you’re like crap and then
you went home and it aired a couple months later and
everybody laughed at you and on Twitter they said you
stunk and you’re like alright maybe I’m you know weird
and maybe I can’t sing. Now what you need to do
is comma, move on and try to figure out what you can
do, what you are good at and more importantly what do you love? And then there’s the other big
semicolon, I don’t even know that’s definitely not the
proper grammar, but like there’s the other parallel thing. Which is you don’t give a
crap that you suck at singing. You can’t breathe and believe
that you can do anything else. You’re just gonna sing. Awesome, go get a job at a karaoke bar. Go, work at a music store
and just sit there all day and sing. There’s absolutely this remarkable balance of what makes you happy, what
makes you the most money. Some people are just blessed,
lucky or grind their way into it or were born with
the talent of like being able to do both. I would tell you that if
I could make enough money to make me happy because I
want it, because I like it. I like the game, it’s the
game of it more so than it but go, I’ve often thought
about fully retiring and just garage saleing. You know? But the problem is I just have
too much other ambition and other things I want to do and
it’s really not predicated on the money but like the
garage, I’m very close, I’m one DNA strand away from being a guy that makes $87,000 a year
garage saleing every day. And that’s cool and I have
so many friends and relatives that are rip crap happy that
tried to be entrepreneurs, failed just like I would fail to be a professional
hockey player or a singer, and have gone on to
massively happy, it’s just about being happy and so my
advice for an entrepreneur would be dust it off, be
like alright that’s not me, even though it’s a hot
thing to be right now, and let me go figure out
what I can do that is. To me the magic is what’s the
thing that you can do the best that you like the most? What’s that cross section? And then that’s a great place to be right? It may not be perfect,
you might not be like Kobe who loves playing, you
can see it in his face, loves playing basketball more
than breathing and happened to be phenomenal at it which
is why you become Kobe. There’s a reason there’s Kobe. There’s a reason there’s Madonna. There’s a reason that there
are these one-named people. Cher, you know, there’s a reason, let’s cut to the chase. Because they happen to have
at the inflection point, the passion and love and
desire and the talent for that thing and found that thing. Which is a whole nother category of things to be successful. I feel like I’ve had
that but I also recognize in so many not that exact thing or the upper-middle class version of it. The eight on a 10 point scale, the 7.2, the 9.1, the 5.4. That’s what you’re lookin’ for you know, that’s what you’re lookin’ for. And then there’s the balance
of risk and practicality. So many people are not
born with the risk gene of an entrepreneur. You’re just not willin’
to take the chance, it’s just too scary. I just don’t know the other way. It was too scary not to get F’s for me. I’ve always fought the system. I can’t conform to what
people think is right. It’s just not how I see the
world, it’s just not what I see. So, I think tripling down on you. If you found out you’re not entrepreneur, you probably weren’t
self-aware to begin with to realize that you weren’t
gonna win in that anyway. You’re probably just following
a narrative of what’s sexy or what’s attractive and you need to take a big boy, big girl
step back in your life and say okay let’s get really real with ourselves. What is the thing I’m best
at that I like the most and then triple down on that. Put yourself in that position. Quit your job or quit the failed startup and go start whittling
wood ’cause you might just be great at it and you can
sell the goddamn little statues in an amazing museum shop in Wyoming. Be happy as goddamn hell. Make a good buck. You’re one Instagram photo
away from somebody saying look how amazing this is. Now you’re the wood
whittlinger for the celebrities and like this is real,
you know but this is real. This is how shit goes down and it’s funny and I know it’s a funny thing. I’m glad I got you India but
what do you think happened with DJ’s? They just loved it so much
and so they made 500 bucks on the side at parties. DJ AM, I watch Doc U, and
then he became the one that did it for Madonna’s parties and then he got paid a million
dollars to be the DJ in residence in Vegas. Funny things happen when you
triple down on your strengths. A lotta times the world comes to you. A lotta times the world comes to you. It may not seem like you
can make, too many people are like I’m awesome
at this and I love this but it doesn’t make a lotta money. I hate that because that is
the place to go ’cause all of a sudden the world comes to you. 1979 I’m a great chef and I
love cooking more than life but I’m not gonna be a chef
because it only pays $50,000 at this restaurant and I’m the help. Yeah until that 22 year old then in 1995 is 37 and celebrity chefs are now a thing and she has her own show. I mean like, that’s what I think. Cool, that was fun,

“but don’t come close to
achieving what I want, “will I have wasted my time?” – Go Chase. You can ask it again. – One more time. – [Voiceover] Malik asked,
“If I pursue what I think “is my passion, but don’t
come close to achieving “what I want, “will I have wasted my time?” – No because there’s really
only one thing in life is doing exactly. – The Jets, sorry go ahead. – Which is doing exactly what
you’re supposed to be doing. That doesn’t come from out here. I’ve lived this exact problem. I did what everybody else wanted me to do for the first chapter of my life. – Who was that? That your parents? – The world. – I agree, the market, the market. – Supposed to be a doctor, a lawyer or in some shit or something else and I literally. – Guys by the way who
are watching were old. Back then doctor lawyer was like. – You’re so smart. – Doctor, lawyer. – Yeah, respect. – When’s the last time an 18 year old now is like you should be a doctor or a lawyer. That’s like. – That profession is
going to run out of people to do the work. – It’s insane. That just took me to such a weird place. You should be a doctor or a lawyer or an accountant. Accountant was in the mix. – That was the list. My parents were amazingly supportive. This didn’t really come from my parents. But just culturally that’s where. – Your friend’s parents were sort a son of a bitch, right. I fucking hate the friends’ parents. – The counselor at school. – I never went to my
guidance counselor, ever. Four years of high school, never went. – They don’t know shit. They’re living in a different era. I don’t want to disrespect those folks. – I disrespect different era. – Different era. That being said I serve somebody else for a long time. Emotionally mentally
even trying to reconcile being an artist and athlete. That was because I was paying attention with the culture wanted for me. But that’s all bullshit. There’s only one thing. – Go ahead. Get them both. – You’re right there. There’s only one thing. You doing what you’re supposed
to be doing in the world. You can pay your dues. I have a lot of respect for working hard, digging ditches, doing stuff to survive. Practicality you call it. But let’s be real, you have to do the things that’s in here. Otherwise you’re just burning time. – I’m going to throw in addition, yes. In addition. – You always say yes and that’s what you’re supposed to do. – Is that the improv thing? – Yes, yes. – No but I will say this. (laughter) Countercultural Mike. Mike is just my fake name for general people. Self-awareness. My big thing more than anything is
do not live on regret. So I definitely am also on team being happy will always trump more money at the end at the end at the end. So I try to play that way. Luckily for me mine collided together. But if you know you. And you know like money like money. Like money. Like you just are obsessed by money. Then maybe you should do the thing that makes you the most money because you wouldn’t sit there one day and say damn I wish I was an artist. Now if you’re the other way. – That’s like this in here and you have to be honest
what you want to be. Do you want to be a needlepoint expert. But you want to make 10 million dollars. – That’s fake. – Those two things don’t go together. So you’ve got to be real. – I mean it’s self-awareness
like a reverse engineer yourself to not have regrets. Having regrets in your
70s, 80s and 90s is literally to me the worst thing that can happen in life for sure. – What’s the asker’s name? – Malik. – Malik, seriously in here. The answers are all in here. – Chase I will say this though and this is something
I’ve spent a lot of time with the show on. – Are we really going to go here? – Yes.
– Ok. – I do believe that you and I got lucky by having self-awareness and emotional intelligence isn’t you know. – It’s the new black. – For sure. By the way. It’s always been the black. It’s just being put front and center. – For sure. I just want to make sure
we’re giving practical advice saying like follow from what’s in here. I have family members who
literally have no fucking idea what’s in here. I know them cold. They have no idea. – That’s actually thing one is
you’ve got to figure it out. And the way they figure out is to live your life, get in adventures and do stuff. – You know what. I’m so on that. Test and learn between 20 and 30 to me is hot. I’m hot on this idea that if you really want to live the best life you can live. The new game plan is from 20 to 30 test a lot of things because the downside the risks you could go risky. You’ve got bigger upside than downside. – Classic Richard Branson. Mitigate the downside. That’s literally why Creative Live exists. So you can take thousands classes from the world’s best people. And you can literally dabble. And it’s not just dabble in community college, you’re taking it from
Pulitzer Prize winner, New York Times bestseller, this guy. Smart, smart people. Get you hands dirty. – We’re going to use for 17 hours Let’s go, India. (inaudible)

– What’s the DNA of a good sales pitch? – Yeah. – Um, I think the best DNA
trait of a great sales pitch is predicated on
reverse-engineering what that person actually needs. Way too many people try to sell, it’s really jabbing and right-hooking. Most people want to sell you
what they want to sell you, versus what you need. So, one of the reasons I
think I’ve been successful is, whether I’m selling a bottle of wine or I’m selling myself or
I’m selling VaynerMedia, I have a thing, but I’m
reverse-engineering you, meaning, people used
to come into the store and one of the things I was
proud of is, people would say, Do you have a good red
wine that I could have, and I would always say, Well, what are you going to do with it? And it was stunning to me how
many people were taken aback by that, because every other liquor store, wine shop,
– [Mimi] Why that? – [Gary] would just, give them something they wanted to sell. Oh, I’m giving it to a boss. Well, then I would go
with something that had name brand equity that
made them look good. Or, I’m trying to impress wine friends, I’d give ’em something nerdy. So, in their DNA, the core DNA, is reverse-engineering, and I think the other part
that really matters, Kat, is, I do think passion and energy sells. Like, monotone, not
caring, like not believing. So, I think fundamental,
100% all-in belief and then reverse-engineering
what they need. – That makes sense. – Thank you. – Thanks for being on the show, alright. – Okay, I got two, but I’ll
start with the main one.

– Gary, out here driving in the country. It’s super beautiful. I have a question for you, and my
– Is he driving and recording?
– Question is for someone
– I’m not happy with that kid. – Like myself who didn’t grow up learning tons of discipline like you did, how would I go about starting to learn the discipline that you
use to hustle and grind the way you talk about doing all the time? I can’t seem to get myself to commit. What do I need to start doing to learn to discipline myself like you do? – Two things Caleb. First of all, three things, please do not record while driving ever again in your life. Please God please. Number two, by the way, I know some people jump in and be like Gary, you did a car selfie the other day. – Yes, at a red light. Hardcore red light and
even that’s not great, because you never know if somebody is coming to drill you, but where you going anyway? Nonetheless, two things on the discipline. It is learned behavior. You just have to start doing it. It’s just learned behavior. You have to start doing it. There’s nothing else. You have to start doing it. Now the question becomes
it’s a chicken and egg game. I think the only way
you can learn to hustle and work this hard is
by actually loving it. I could never do anything I don’t love at this rigor and vigor. It’s just impossible. It’s impossible, and so figuring out what you love to do and then just making it learned behavior. I would tell you my team here, I know all of them, I’ve watched them all in a short period of time. They’re all faster than they used to be. They’re faster. Learned behavior. The speed at which my team works even versus the way, India can probably speak to this the best, even to the speed that VaynerMedia works which is every person that comes to Vayner is like this company is fast, but the way we work is even faster. It’s just the truth. It’s learned behavior. You can get faster, you can work harder, but it’s learned behavior. The only way to really do it is you gotta love it. That’s it. It’s real simple. It’s really, that’s the
answer in my opinion, one man’s point of view. – [Voiceover] Chad asks,
“With everything that you do,

Has there ever been a point for you where you’ve kind of been
overwhelmed with options for where you wanted to go,
kind of, in your career, and life and what was
the thought process, and the decision making
process you went through when you ultimately made a decision? – I think it’s happened
more, unlike what I think you’re going with your
question as you’re younger, you may be in school,
there’s a lot of options. You know, to me, I was
set at your age, right? I was, I mean, I barely went to college, I was like, I that badly wanted to go into the family business and do my thing. Where I started having
these things happen really is more of like the last
five to seven year phenomenon where I’m crippled by business options. Do I want to be a venture capitalist, do I want to start companies,
do I want to do more econ, do I want to do TV shows? Like, I’ve had a lot
of options in the last five to seven years, and I think for me, you know, what I like to do
is run on two parallel paths. So, here’s my piece of advice. One, I’m constantly debating them, right? I mean, you just have
to, you’re a human being, you’re thinking about your options. But I’m always doing something. I think the thing that bothers me is that people are
crippled by their options, and then actually aren’t
doing anything in parallel, they’re lollygagging while they decide, and to me, whatever you’re deciding, given that these should
all be loaded questions, whatever is in your option
point, you need to be doing. Right, you need to be executing. So, if there’s three
or four tangible things going on in your mind,
you need to make sure your internships, your
free time, you know, whatever you can do to let you taste them and get context around them
is what really matters. – Sweet. – That’s it, good. – Awesome.
– I thought there was gonna be a follow up. – Oh, in terms of that, I mean, that makes a lot of sense, just… – It’s about execution, right? Like, to me, what I was
doing was I showed up on TV a lot, I did angel investing, I ran VaynerMedia, like, I
was doing all these things. I think people are
confused that you could be doing a lot of things
at once if you’re able to stretch that rubber band. – But how much of it
would you say is like, following your passion
versus kind of like, trying new things, and
experimenting, and seeing… – I would never try anything
that I’m not excited about. Like, to me, when I hear you
say following your passion, literally, what I heard is,
how much is it about oxygen? Like, to me, that’s the only thing. Like, everything I just
mentioned are all things that I want to do. Like, do you know how
many people have asked me to go into politics? – I’d vote for you. – So, but I don’t want to do that. And so, I’ve never pondered that. Right? And so, you know, to me, you know, teaching is interesting. I think I’m a modern teacher,
I like it, I love this, but I don’t wanna do
it, I don’t wanna do it in the way that USC actually wants me to teach a course. The guy that I came, and did that course, where he’s like, look,
we’ll set it all up for you, you can be a professor. And there was a part of me
like, my mom would really get a kick out of that,
but other than that, I’m like, I don’t wanna do that. And so, all of it has to do with passion, but you can have passion about a lot of different things. So, to me, if you’re
contemplating anything that’s practical or money
based, get the hell out. Like, oh, I can go into
finance and make more money. That’s, like, I think
that is a terrible idea.

“When you’re business
is successfully growing, “when do you start another? “And how much time do you devote to it?” – I think it comes down to who you want to be as an operator. Travis Kalanick, CEO of Uber, really taught me a lesson
a couple years ago. When Uber was starting to
take off, he became the CEO. We did angel deals together, and i was pinging him
about this hot angel deal. And he said, “No, I don’t
do angel deals anymore.” And then I pinged him about a talk. And he says, “No, no I’m not gonna talk.” And it was just very focused. And then he’s basically in that Bezos, Steve Jobs, Zucks mold, which is, this is it. This is it. This is the job I’m gonna
do for the rest of my life, and this is my career. I already, clearly, am on my second oofy business. I think I’ve got two
more, three more in me. And so, I’m gonna be an
entrepreneur that has, you know, four or five businesses, is my intuition, India. Clintus. And so, I think it comes
down to who you are, right? And what you want. Like, what’s the size level of a business that gets you to go
into a different place? I mean, VaynerMedia
next year, revenue wise, is going to substantially, probably pass Wine Library’s
biggest year of revenue. So I’ll be going into new territory. Am I an entrepreneur that likes that 50-100 million dollar revenue place, then I go away? Or am gonna see? It really just comes down to a lot of different circumstances. I do think that you need
to question, the question. Which means, if you’re already
asking me this question and thinking about going
on to the next thing, you need to figure out how much you love the
current thing at all. Are you just trying to pass it away? I think there’s a more
interesting insight to that. I think everybody who’s watching the show, needs to think about, are they happy with their business? There’s businesses that you could be making $200,000 a year in, that could be holding you back. ‘Cause it’s a ton of money,
you might just not like it. And so, I think there’s the like factor. For me, I will run this
business, VaynerMedia, as CEO, as long as I love it. That’s really the answer. I mean, I’m glad I got to stick here, because I kind of used a financial proxy as the justification. But to me, as long as I
love it, I mean it could be. But my intuition tells me
I’ve got a couple more. So, I think it comes down to you. And I think it also comes
down to infrastructure. If Brandon Warnke and Justin
Novello and Bobby Shifrin and John Kassimatis and Bryan
Delatorre and Geoff Thurose, if they weren’t in place at Wine Library, along with my dad, I would still be there. VaynerMedia, I mean, some of
you have been here for awhile. VaynerMedia is a helluva
lot better shape today for me not be around, than it was a year ago. I mean, a helluva lot. We’ve gotten dramatically more senior. People have grown. But, I think it’s still
maybe a couple of years away before I feel like it can
sustain and grow without me. And so, the practicality of
this decision matters as well. India, wait a minute, how
did we not talk about this?