– Hey Gary!
It’s CK here. Presenter, photographer
from Sheffield, UK. My question for you how mindful
are you of differentiation when it comes to personal branding? There’s a million and one
entrepreneurs out there, not all of them
swear like a judge, like you do. Not all of them wear
trainers like you and not all of them wear cool jeans. So my question,
not all of them want to buy the Jets. So how conscious are you, Gary,
of your unique selling point when creating your brand? Epic, you’re a hero. Next time you’re in London I
want to do a photo shoot for ya. Let’s hear it for Gary! (crowd cheers) – CK, I’ll answer
that in a minute. From what you’ve
seen Oliver, what, you’ve worked with a
lot of influencers. You’ve got a lot of great
connections in Hollywood. You knew the
influencers were coming, you knew the old school,
you knew the new school. How do you see that?
Do you think that people are being thoughtful of
their differentiations? – Yeah, absolutely. I mean look, you know, the
really smart ones understand the idea of authenticity, right? And understand and so I remember
sitting down with a bunch of celebrities when Facebook pages
were really scary to them and whether or not it was gonna be,
me the actress or me the actor or me you know the guy
that hung out with you at high school, I didn’t really
know what persona to do or what to present. – And people still, a lot of
people right here are like should I have a business page?
– Sure. Sure. – Should I have
my personal page? I have a job but I also
want to be known as the funny, vulgar, juggler but
I’m a lawyer by day. Everybody’s in this
Clark Kent/Superman issue on Facebook and social in general. – I always profess that
you could have two lives. You could have this public
persona that could be safe to do this and then you have a
private existence here which is important because we are all
stepping onto a public stage now and there are things that should
be kept public and things that are private and I think
we’re all always in a constant collision course with that. Few too many drinks and a
Twitter account you can pretty much fuck up your life. – I agree with you and here’s my
point or people forget like BP dumped all the oil in the world
in to the and people forget. It’s amazing what, I don’t
think anybody’s talking about like all these actors and
actresses and athletes have so many mistakes and issues. America is quite forgiving. What we’re not forgiving
about is the cover-up. – The hypocrisy.
– That’s right. – People don’t like hypocrisy. – It is a death blow,
it is a death blow. – In Iceland, we overthrew the
government in a 24 hour period, and a long-standing system of
government there because we had a Prime Minister who
really didn’t break the law but was a hypocrite.
– That’s right. – And nobody likes a hypocrite.
Nobody likes a hypocrite. – I’m familiar with that
story and you’re right. From my standpoint, here’s
where I’ve been thoughtful, seven years ago I decided that
there was something inside of me and the new mediums
were in my favor, that good things
were about to happen and I better just be me all the way through.
– Yep. – A level of transparency and
authenticity that was extreme because I made the assumption
that it was gonna really work out and that everybody on
Earth would know who I was. I still knew I wanted
to be a businessman. I didn’t want to be an actor.
– You’re getting close. – But I knew that, I made a
video seven or eight years, you should edit this in that
said that technology was gonna be hip hop. That we were in this
1985 hip hop moment. Serious, hip hop ’85 is equal to tech web 2.0 2008. That Zucks and Kevin Rose
and all these people, these were people
that were gonna, look I basically think I said in
the video or I said it elsewhere that tech founders were gonna
marry supermodels and like Evan Spiegel’s doing that.
– That is absolutely happening. – And so I knew that then,
I thought that would happen to me and so I’ve been conscious of
the following which is you guys really know my shit. Now that being said,
I have a counterpoint. There is very little content
on my family in the world. – Yeah, I noticed you
mentioned that in your last– – Xander, my little guy, I don’t think anybody even
knows what he looks like. I don’t think there’s
one piece of content. So you gotta pick and
choose what’s important to you. – Yep. – For Lizzie and I, it’s
important the kids don’t have that exposure and they choose,
I think Misha’s gonna choose. I think she’s gonna
be a YouTube kid star. (Olivers laughs) We need to let them choose
but you’re in full control. – You’re the dad-anger. – Exactly, I can’t
wait to be a dad-anger. I’m gonna negotiate good deals.

– Gary, Gary,
Gary, Gary Vaynerchuk! Hey you remember when episode
three you said it should be your life dream to get your
question on my show? Gary, it’s my life dream, man. Please, India!
Come on, girl. Get me on the show. Just kidding,
India, you’re awesome. I love you. Hey, I’m really glad
you didn’t get fired. (laughs) We were worried,
we were worried. Vayner Nation was worried. Hey, DRock, can our cameras
get together and focus? (laughs) I’m Zeek Fit Freak coming
from you Valparaiso, Indiana. Cornfields and everything.
Oh God, help me. I need a mountain. Somebody get me a mountain. I’m a personal trainer
and a lifestyle manager. Ooh, that’s a new one.
Lifestyle manager. Ooh, what does that even mean? Well, I’ll tell you but
let’s just get to the question. Okay? No but really, I love what you’re saying
about self-awareness. It’s one of the number one
things I talk to my clients about, one of the number one
things that is changed my life for the better in so many
different ways but being truly self-aware I know that what my
best talents obviously is the energy that
I bring to the table. And I’m telling you,
I’ll bring this energy to the table
wherever I’m at. Okay? Call me out there, right now. I’m gonna drive out there.
You think I won’t? I will bring this energy, Gary. And I know this will be really
great for brands but I’m trying to brand my own thing
on the side, right? So the question is
how do you harness an emotion that comes through the energy that I develop and give and
share with other people? How can I monetize that online? I’ve been working on it and
I could really use your help. Thank you so much, Gary. I love you, man. Hey, DRock link in
the description. Ooh, get right
there, right there. Lift life guys and
go New York Jets! Woo! – Jason, what are
you doing with that? (group laughter) – Wow, it’s like Jim Carrey. – He’s really, really, that’s
got some interesting charisma. What do you think? How does he
monetize all that energy? – Well, here’s the thing,
we both know online is a great way to get attention. It’s a little bit challenging
sometimes to monetize. Obviously, the
CPMs are very low. It’s hard to get the brands,
that’s why big agencies like your’s exist and other
ones around town. They have the brand
relationships, so they’ll be some opportunity to join
these networks of stars, you know about those.
– Yep. – And that’s a fine way to do it
but I think building your brand online and then
increasing your prices offline. So if he’s a trainer and he’s
got five clients and they’re all paying $50 an hour, what
I always find is people are afraid to raise their prices
and lose clients, right? So if he keeps growing and he’s
that good, he should be able to double his price. Then double your price, then
double your price and maybe have five people who are paying $400 a session where
that kind of a thing. So be good at
whatever your skill is and then keep raising your price. – Products, services, content.
– Yeah. – There’s only 4 to 5 things
that one can do to monetize. – Sure. Yeah. – You got great energy, you get
attention, you get you build a base and then you can
do a lot of things. You could sell
them stuff, right? – Sure.
– Make a product, yep. You can sell a T-shirt like you
can sell them a physical thing. – Yeah.
– You can create a service. If you train people and
it’s 50 bucks an hour then it’s 100 and 200,
you can be in a place where you as a personality
gets monetized. You sign a book deal,
you sell a lot of them. You speak for 100 bucks then
1,000 bucks then 5,000 bucks. You create a
scalable content play. You put out something that is,
you know, you put your classes on Udemy and all
these kind of things. – Yeah. – You collect, Creative
Collective and things like that so you and I can give
you like a lot of things. But the truth is only five or
six things that are out there. – It’s always the rookie mistake
when I talk to somebody and say what’s your business model? And they say well, it’s going to
be advertising and subscriptions and then we’re gonna sell things
and then we’re gonna sell the data and they list 18 things. It’s like, whoa,
whoa, whoa, whoa, whoa. The great companies,
Uber, take a percentage. Tumblr, advertising. Google, ad networks, right? It’s very rare that you see even
a big company, Apple selling hardware, goes into a
second or third business line. You have to pick
one and master it. – Go deep. – And just master it because
you know how hard it is to get advertising and content to work. You have to be the number one
person in your category and you have to very tight relationships and you have to
deliver for those advertisers. On a product basis, people who
are making great products and selling them at a high profit
like Apple, man, it’s hard to compete against
people like that. You have to be
exceptional in this nature. – The other thing for a lot of
you that are watching that I think will be valuable
is try to do everything. Give a free speech. Create a content e-book. Go try to get a publishing deal. Try different things. – And see which ones pop.
– Yeah. – And which one you enjoy.
– Yeah. I think so. – That’s critical to because
if you don’t enjoy being in a service business and having
customers, you can’t do it because you’re gonna
hate your customers. – Oh my gosh, all my
tech friends as you know– – Yes. – Like from what I came from,
they’re like you like this? You like having–
– (sighs) Brutal. – I’m like I like it ’cause
I know what it’s building for me long term.
– Yeah. – You know like nobody in tech wants the unscalable
nature of this. – Of a service business.
– Nobody. – No.
– Nobody. – But if you look at it, you
have real clients and look at the knowledge you’re getting. You have all these Millenials
out here and they’re different, aren’t they?
– I don’t think so. – Maybe different
than Gen X’ers. – You know what, I think
that’s a popular conversation. I think people pretty basic.
– Yeah? – They the same tried-and-true
things which is they have some balance of their
wants and needs. I just think that
they have more power. – They do. – They have more power because the world has
gone in their favor. They’re 20-something in a
time where 20-somethings are respected by 40, 50 and
60-somethings around business because business
is being done here. And they know it better. – Do you get the sense when
they’re looking at you that they’re like, “I can be him
and I can do what he does.” – I hope not because then
they’re fucking stupid. – Yeah. I think I’m looking
around the room, I think a lot of them are like
I could be in charge. – You know what’s funny,
I hope they feel that way but it won’t happen.
(group laughter) – It takes time. – Alright, India, let’s go.
(group laughter) Hadi Yousef here.
Off of your inspiration,

This is Ward from
London with one question. How much of the success of being
VaynerMedia do you think is down to the brand GaryVee? I think GaryVee might be the
best content marketing strategy in history so how much of the success of VaynerMedia
is down to that? What if GaryVee the brand was
not there and what if GaryVee was just running VaynerMedia
without producing any GaryVee content out there? So thank you.
– That’s a good question. Ward, I think he answer is both. I think I have the luxury of
proof being in the pudding as a 22-year-old in a five year
period, I grew a business from 3 to 65 million
in the old world. No capital, no real internet at
scale and so I’m proud that if Gary Vaynerchuk CEO not
out in the ecosystem started VaynerMedia seven years ago you
know it would be successful and the truth is of course it would
be because really here’s the punchline Ward nobody in
corporate America, Pepsi Campbells, the NHL, none of our earliest clients
gave a shit about me. You know what? 99% of my clients don’t now. Now, that would be naïve to not
understand that over the half decade that I’ve been really
running the company, first two years I was somewhat involved,
sales, mentorship with AJ and I was involved but I’m full pledge is what
I do for living now. GaryVee is this is my
side hustle, right. I think that
there’s been benefits. You know people walk in here. I can think of a brand we just
won that there’s the truth is it’s because of the
GaryVee stuff and so I think the answer’s both and I think
that’s what’s really cool. I think one day people will realize how much
I like to hedge. I think of it as a hedge like both matter they
help each other. One’s there if the
others not there. It’s kind of a little
bit of immigrant in me. For somebody who’s so on
the offense I’ve a lot of conservativeness and
practicality that is the foundation of what I do and
I think brings a lot of value to a lot of people watching if
they can get through the layers. And so, the answer is both. It’s a really smart question. I think many people
have done both. Plenty of people have done a lot
of business on the back of their brand when they
entered it. Right? Plenty of restaurants that
are named after famous, millions of things. Just clothing lines, unlimited
and many people are just unknown assassins. Met with a guy the other day he’s built two $400
million businesses. Never heard of them in my
entire life nor have you. You can’t even find anything
about him and you know they have the humility and the kind of
personality that allows that. And so everything works,
not everything works for you. Plenty of people built huge
agencies not being known, just operators and there’s been agencies built on the
backbone of individuals. P Diddy’s agency is P Diddy
and great people that he hired underneath but it
wouldn’t have been there.

So my question today is do you recommend
building a personal brand even if you’re a
behind-the-scene player? – Rachel, it’s a great question. I would say absolutely. Let me give an example. If you’re behind-the-scenes
player, wouldn’t you want to be behind the scenes of somebody
that you believe is the greatest in the world? And if you are building your
personal brand around I’m an unbelievable number two or
number four unbelievable admin or an unbelievable I don’t want
to be out there but I want to support the people I believe in
the most those people are gonna be looking for those people and
so you might build the brand as an incredible human
infrastructure player for somebody who’s the greatest and that would be
then great for you. If you are the number one admin
to the most successful person in the world you are, and the
nicest, I don’t want to make this just about money. There’s always a better
situation potentially and you want to give yourself
that best opportunity. So building personal brand only speaks,
my friends, to opportunity. If you’re good at it and you
articulating your truth and you have the goods to back it
up all being out there. And people get so
caught up in semantics of “Uh, I hate that we’re
all a personal brand,” like don’t get caught
up in the semantics. Having exposure that creates
opportunity is a good idea. Period. – [India] Last one. Zack.
– Zack’s all up in it.

Had a blast having
you on my show earlier this year
to talk about your new book #AskGaryVee. I read the book. It is amazing. I got a lot of
good stuff from it. I’ve been sharing it
with some of my interns, and my friends, and coworkers
so thank you so much. Today I have a question for you. I’m releasing a book
next month, it’s called Without Bruises: A Journey
to Hope, Help, and Healing. It’s telling my personal story being in a relationship
with a sociopath and, you know, going from
mental and emotional abuse. Well, I am trying to figure out, do I stick with JJ, who
is the radio personality, to market this book or
do I need to stay away because I feel like I can
reach a bigger audience but I’m not sure
if that audience is really ready for the girl
with the shaved hair, tattoos who’s at
the hip hop station. So maybe you can give
me some advice on that. Thanks, Gary, love you. – I’ll take this one first
then you jump in Simon. JJ, look,
the bottom line is it’s not 1984 anymore, it’s 2016. You’re not going to
hide from who you are. People are going
to figure out you have a shaved head and tattoos.
– Yeah. – You can go under a pseudonym, you can go in disguises. They’re going to
figure out who you are. So, I think everybody
wins when they go all in. Listen, I, you know, first 60 episodes
of Wine Library TV, 2006, ten years ago. I was tempered
a little bit because I was scared that the
people on Wall Street and these rich people
that were buying hundreds of thousands
of dollars a year of wine from me would realize
I loved wrestling and football, and I cursed,
that I was Jerseyed out. The truth is the
second I realized, wait a minute,
if people like this show with 80% of me, what’s
really going to happen the second I went all-in on me it became a
totally different outcome and really I’ve never
looked back, both in the wine industry
and who I am today. There are plenty
of people in the marketing book
world that don’t love me. I think the closer one is to me. – Who? – I don’t know.
– No. – People, you know–
– No. – There’s a LinkedIn
post right now, where I saw somebody
write of why GaryVee is really great at social media and the first comment
with four likes from other people is, “I would want to do
nothing like GaryVee.” And I’m like, well,
there’s five people. (laughs) I mean, you know,
you know, and I get it. And I get it but
I think what you have to take pride in, JJ, and
everybody, is if you could live a life where
the people that know you the best like you
the most, you win. I love that my assistants,
when we were talking about India’s one week,
like the people that know more
about my truth win. Like as we’ve gotten to know each other–
– Yeah. – We’ve liked each other–
– It’s true. – More and not less
and that’s the game. – That’s true, I mean,
what’s the definition of authenticity, right? Everybody’s like
trying to be authentic. – (laughs) Right. – But nobody talks about
what authenticity is. Authenticity is saying
and doing the things you actually believe and
so to create divisions, one of them is
inherently inauthentic. So in one of them you’re
either being dishonest or you’re faking it so– – Or you’re hedging, right? – Where you’re hedging.
– Hedging. – So–
– Hedging is what pisses me off. – So, I mean,
you are who you are and you want to
bring that personality. And at the end of the
day, the more authentic you are in all of your work, the more the people who
love you for who you are will take your work and
help spread it for you. Those are champions
but it’s very hard to even find champions
if you’re always hedging and trying to be what
somebody else wants you to be. – JJ, I think you’ve got
a misread on America. I really do. – People like you
for you and they like you for your message.
– A hundred percent. And especially, if you’re you. For example–
– Neither of us, neither of us fits the role that we expect. And I show up to
these meetings in jeans and things and Gary, you know, he curses and
he shows these things. But people like
us for who we are. And the people who don’t like us for who we are don’t invite us and that’s totally fine. – I also think that
you’ve got to understand the American psyche, right. They’re not going to care
as much about tattoos and shaved heads and
things of that nature. America forgives
everything except if you’re trying to deceive them. Like you can literally do
anything in this country, probably outside of murder,
and get away with it, as long as you
don’t try to pull one over on us, right? Presidents have proved that, the most famous
people have proved that. We will forgive
all day but if you try to make us a sucker
because you’re trying to put one over on us–
– Yeah. – We hate that.
– Yeah. – That’s it.
– Be yourself. – Is that it? – There’s one more.
– One more? – Be yourself.
– Let’s do it.

– Hello GaryVee, my
name is Nacer Abdelli, I’m from Algeria, in Africa, and this is my hometown. – Amazing, he loves English peas. – So I’m a teacher of English
Content on social media. – This is awesome. – And life skills, and
I have some questions to ask you about that
because you have a series on all of them. And this also, you’re
taking care of, thank you. – You’re welcome. Oh I got the thumbs up too. – So I started skydiving,
and after 200 jumps, I will be able to put on
a wing suit and jump with it over our national
monument here in Algiers. I’m going to be the first
wing suit pilot in the country, and this is going to be the
first suit jump ever before. – That’d scare the crap out of me. – [India] I know I’m
terrified watching this. – Okay so my question is
about blended personal brand. (inaudible) How can I manage the education
and extreme sports content given that they’re very different, what should I do about it? How would you go about it? – You know a lot of you
follow me and you’ve heard time and time again, one
channel, one channel, but my friend,
I’m glad you asked this, this is the nuances, and this
is why the show is so great. I would actually, and it’s funny, but I would do separate channels and I’ll tell you why. Your first place that you
established is so utilitarian. Wine Library TV,
though about wine, though about
information about wine, still had a lot to do
with my personality, with Gary, which then allowed me to kind of blend stuff. You’re doing hardcore
utilitarian education content, what I don’t know is how
much it is of you my friend. Looking through there you
seem very charismatic. So if you feel like a lot
of people watch the first thing because of your charisma, then I think you
can blend it in one. But if you think they’re
there just to learn English, and it’s a utility for them, you could start having
a schizophrenic issue at hand when you start showing
them the skydiving stuff. What I would say is
the following, for you, this is my individual
advice matters. I would create
separate channels. I would use your
personal Instagram, your personal Twitter, like
I think you can mix them, but from a YouTube
standpoint I would have them as separate channels, and I would once in a
while mix them in social, and maybe even once,
like maybe in one video, like by the way, like I would
almost call it By The Way, BTW, this is something else I do. This way it’s kind of
almost a commercial within your other channels,
you can cross pollinate, that would be my strategy. – [India] Nice. I need to show
you the ending of this video.

“to do and to avoid when it
comes to personal branding?” – From my standpoint
the thing it’s so funny. I make my parallels, I know you
probably don’t know about this backstory but I was in the wine
business and I came out and made YouTube videos when YouTube
first came out and I talked to people in
Springfield, New Jersey. Not far from East Orange.
– That’s right. – In Springfield, New Jersey
in my office I made videos just like this and I talked
to people about wine. I told people wine tasted like
Whatchamacallit bars or when you open a racquetball case. Stuff that nobody
had ever done before. There was no Wine Spectator or
Food Network that was gonna put on this guy that compared wine the Iron Sheik giving
somebody a Camel Clutch. Nobody was going to put me on. The internet put me on and I think the
personal brand thing is really no different
than musicality a.k.a. real originality a.k.a. actually having
the chops. I think so many of you and it’s
funny, you guys know, my crew knows, I compare
entrepreneurship right now to rap and hip-hop because it’s a genre that is
getting looked upon and all of a sudden its fame and
it all the stuff and you see a lot of
fake entrepreneurs. That’s the same thing as one
hit wonders just following the melodies or the hooks that
work and there’s nothing there. I think the number one thing
to building a brand, a personal brand, the number one to do is to be you 24/7/365 forever never waver regardless. You know, money and
fame doesn’t change you. It exposes you. It’s binary one and zero, be
yourself 24/7/365 and the thing not to do is alter that
in any shape or form? My man? – Facts. Facts, man. In hip hop we call that
you just spit some bars. (laughter) – I’ll take it.
– Bars. – Now I’m good.
I’m good. – Bars. – I’ll take that put
that quote card everywhere. – Bars.
– Alright, let’s move it.

– Well in your world, in social media and
marketing taking your expertise and applying it
to my business model– – Yes.
– which is athlete, independent contractor because
I’m not represented by a players union.
– Yes. – I’m not presented
by the NFL or NBA. I’m a NASCAR driver but
essentially I’m responsible for my own brand. I’m responsible for
my own revenues– – And the revenue comes in
with the logos on the car? – Yep. – And then appearance fees.
– Yep. – And anything else? – Performance on the track. Now logos on the car improve
the performance on the track. – And vice versa?
– Absolutely. – Right. Chicken and egg game. – Exactly. – So the question is what
would I do if I were you? – How do we, how do
I create a better– – Platform? – platform, a value proposition
for corporate partners? – I 100% believe that you
should execute the DailyVee execution. I think there’s an enormous
amount of people who are watching right now. NASCAR is a humongous religion. I didn’t say sport. It’s a humongous,
humongous religion. – Amen. – And I believe that there are hundreds of thousands of people that would watch your
17 to 22 minute vlog. As a matter of fact, let’s,
you know, we haven’t really done this yet. This is a good opportunity to
do what I’m about to do, this. In the comment section on
Facebook and YouTube if you are what you call your guy’s
self Staphon, videographer? – [Staphon] Yeah.
– Great. If you’re an aspiring
videographer, sorry I mean I don’t
know everything. I know my thing. If you are aspiring and you’re
young and you’re a hustler and I would assume this would probably
make even more sense maybe this is not exactly how it ends up
happening but you love NASCAR. I would tell you I’m kinda
jumping to conclusions you might not want to human being
following you around 24 hours a day with a camera but I truly
believe that what we’re doing with DailyVee right now is very
much no different than what I did in 1996 by doing e-commerce. Or what I did by doing a
YouTube show back in 2006. That this television-like
content, vlogging and Casey and many other people
did it before I did. I think what the hard-core day in the life version of it though is quite powerful. The number one thing I would do. I truly believe that and it’s
funny that you’re sitting here. I would almost even use this
as an analogy but I’ll use a different one without you
sitting here but refers to where you sit in the NASCAR world. I think the 10th man on
an NBA team right now to execute this model
would fundamentally be one of the five
most popular players in the NBA in three years if he
had the right personality and was a good guy and had the
right, it’s just storytelling. The hell is Kim Kardashian?
Right? – Just storytelling. Yeah. – It’s a story of that world. Every reality TV star,
it’s just storytelling. And I think that’s
what you should do. I think it’s very
black and white. I’m very proud that
I’m creating a blueprint that I think is replicable. And I think that’s
what you should do. – I appreciate it. I love that. – I think it would
change your world. – I think you’re right. I think you’re right. I’ll double down on that. – And the biggest thing that you
need to figure out is is what access they have.
I assume a lot. I’ve been to Poconos. That’s where you’re going? – Yeah, yeah. Next weekend. – My father-in-law was the
marketing guy that did the Gillette Young Guns
years and years ago. People are filming
there all the time. As long as somebody can have the
right access and it’s the real stories, right? Everybody see
Sundays or Saturday. What about Tuesday? Stopping and driving
around the country. That’s the real stuff.
– Mhmmm. There’s a lot of content. – You’re going to double down?
– No I mean I– – I like doubling down. – No, I’ll double down on that
because that’s been on my mind. – You think he’s
very good at Snapchat. This is the first… – That was a huge hit. That was really successful and
just like you said I just told a story over the course of my
day where I’m saying I’ll double down on that is like you
said leave a comment, find me somehow. Let’s make this happen. – No, no. You’re gonna
have to do a little bit of work. – Well I’ll do work.
Yes, yes, yes. – No, no, it’s very easy. Actually we’ll do the work for
you somebody here on this team will send you the two links to
the Facebook and the YouTube and there are hopefully 30 to 50
people in the comments section saying me. I can afford there’s people now. I’m sure. I will follow you for free. DRock did it for
free for a while. I don’t know what. I can tell you for sure that if
you’re lucky enough that you’re a young kid hustler that’s
trying to get exposure for access to being
behind-the-scenes in NASCAR it’s going to change your
career outcome, I think it’s an absolute barter exchange. I’m not trying to get you guys
to do free work even though I do it all the time
and believe in it. I have no idea if you do have
the ability to pay something, travel costs, this that and
the the other thing but that’s exactly what I would do. And I would be so pumped to
watch SportsCenter in 17 months of the story of you that you did
this and to know it all started right here, right now. – You got it.
– No really. I fully hey ESPN I fully expect the first scene of the E 60 to start right here right now.
(laughter) Okay. India.

– Hey Gary, I have
a question for you. The online fitness space
especially seems super noisy and everybody is saying the same
thing for new bloggers or for new online trainers what’s the
number one piece of advice you would give them to set
themselves apart in the marketplace? You can’t just have
a super fit body. You can’t have the top
certification anymore and even being consistent with content
doesn’t seem like enough so is there an x-factor and
I would like to know what you think that is? – I would say you have to think
who your exact audience is and’s talk specifically to them and
not worry about the number and everybody else. Who is
your exact audience? Who is a type of client you’re
trying to attract and create things like you’re talking
to one person, for them? Because that’s what’s going
to attract more people to you personally. It’s not thinking
who is the masses? Who is everybody going to want? It’s just talking to your ideal
client like it’s one person. – Mike you sell, what
is it a $400 a month? – Online coaching?
– Yes. – 350.
– 350 a month. Your business took a real
interesting turn in January when you went hard on Snapchat. – Yes.
– What has happened there? To answer that question, ’cause
I think that’s my answer to Jill which is you got to
find white space. Yes, it is harder to bust out
in fitness on Instagram in April and May 2016 than it was in
January 2013 ’cause it’s called supply and demand. It’s just supply and demand. You moved fast in an
environment on Snapchat. – Being there first. – Being there
first is real guys. – Yeah I agree. I also disagree I don’t think
people are pumping out content. I think that is the
biggest weakness. I think people are lazy.
Including myself. I haven’t posted on Instagram
in two weeks and it’s pathetic. – I don’t think that to be true. – What do you mean?
That it’s pathetic? – No, that you have not
posted something on Instagram in two weeks. – I posted yesterday
but once in two weeks. Yeah, I know you’re pissed. – I’m not pissed, I’m just
highly disappointed in you. (laughter) – That’s worse. – I’m going to eat
so much shit today. (laughter) I’m gonna gain 7 pounds
on the scale today. – I agree– – I want him to feel the
disappointment that I feel right now.
Next question. I’m disappointed. I’m let down with you Mike. – [Brittany] This
question is from Jen.

personal brand
instead of focusing on other people’s brands? How did you decide to put all
of your eggs in this basket as opposed to putting your eggs in
a bunch of different baskets? – For me it’s actually
because I’m a business operator. I built a big wine retail and
e-commerce business before I became GaryVee. Don’t forget, very different
from you guys and most of people’s tracks now. I was 30 years old and
had built a business before I ever made my first video. I didn’t grow up
in this generation. If I did, I probably would have.
We’d probably be laughing right now and showing videos of
baseball card kid Gary saying buy the Frank Thomas rookie card. I just didn’t
grow up in that era. The reason I can build
VaynerMedia and the reason I don’t just live off of being
me, I always say I’m CEO of VaynerMedia, I run businesses.
I’m a venture capitalist who plays GaryVee at times. I like this, I like this. I think it’s important it brings
opportunity but at the end of the day in my purest form
I’m a businessman much more than I am a personality. What VaynerMedia did for me is it scales my my marketing skill set to deploy against people
or brands or my own brands. I want to buy brands in the
future so that’s kind of my play on that. – Love it. – I think for everybody you need
to really think about how you want to monetize this. Are you going to
deployed against the product? I had a deal from Target and
CAA to do a wineglass that I probably would’ve made
millions of dollars on. It would’ve been in every Target
store, it would’ve been the big wineglass it would’ve been
the product of the season. I didn’t think that I
could vig the outcome. And let me break
this down of things, the place where you want
to make your money is the place where you think
you have the most control. Not where you can
make the most money. – That’s great advice. – That’s something I
haven’t really talked about. So I’m glad, I feel
we got the something. (heavy crosstalk) – Can you like elaborate on this? – I’ll keep going. Books are an
interesting place that I plan. It’s one of the place I
monetize because I can control it. I sell the books. Not HarperCollins, not Amazon,
not Barnes & Noble’s, me. I can dictate it. Doing a sponsorship deal with a
wineglass at that point I wasn’t big enough to feel that I was
going to drive thousands if not tens of thousands of
people into Target to buy it. Maybe 1,000, maybe 3,000 but not
enough for Target to care if that was the only
people that bought it. So what you want to do is always
set yourself up in a place where the outcome is impressive to whoever you collaborate
with or the market. If you can sell your own music
direct to consumer digitally and you get 1 million
downloads, you did it. Now you have leverage. Everything is about leverage. And what happens is too many
people take the short-term money what happens then is
then there is a result. For example, I and I won’t call
them out because I don’t like negativity, but there’s 12 to
15 social media experts who get paid to speak and get paid to
consult whose books sold 2, 3,000 copies. if you’re so good at social
media marketing, then wouldn’t have you done that
to sell your book. These conversations are
happening behind the scenes, not publicly, I won’t throw them out
like other people but there’s people not hiring them or they
have them as a C class citizen because they’re like look at
their Bookscan numbers. I sold over 100,000 copies
of my book in the first week. – Wow. – And that’s a very big
difference, and by the way if I list some of the names of the
people that I’m referring to for a lot of people to follow social
media there like oh yeah Gary’s kind like that guy or that
girls kind of like Gary. No, we’re not. They didn’t build $100 million
business. They didn’t sell hundred thousand, and so for
me I have the audacity and the bravado because what
I preach is also what I use to create results. You guys are living and you guys
think I’m doing the right stuff and I’m an old dude. Right? I’m doing Snapchat right. I’m doing vlogging right. – I think that tells us that our
ship is in the right direction because there’s a lot of people
when we first started that was like what the
fuck are you doing? Why are you
taking these pictures? – It is cool that you’re
this age and you know how to do social media. – Listen, I’m almost dead. – Aren’t you the only social
media expert that’s ever been on the New York Times bestseller? – No, I’m sure there’s others
and I don’t even know where the line is about social media
expert what have you but look I have real results. Oh thank you this is a good
segue, guys think you so much I just found out it’s coming out
in a week or two #AskGaryVee made the New York
Times best-selling list. Four books that have done it,
thank you, but that’s like a weird list where a lot
of things are weighted, it’s how many I sold. I had a great conversation with
my editor yesterday, I’m a free agent now
and I can go to any publisher what have you and I’m like look, I didn’t get
number one which is what we wanted, right? I think it’s
number six on the list. She’s like this is bullshit. she was mad she wanted to be
higher because an algorithm not just copies sold. I said don’t cry for me. You’re
not giving my next deal based on if I was number one or number
six. You’re giving me the next deal based on how many
that were sold. You made $3 million in revenue. You have to know
what your North Star is. All right, any
question you would like. This is a bunch of marketing
people, businesspeople,