– Hey Gary. I’m wondering what you think of
Snapchat and their recent way of selling their Spectacles, the
glasses with the vending machine and how you think that plays
in their marketing strategy? Thanks so much. – Oliver, Snapchat Spectacles. – I think they’re
kind of brilliant. I think they took something that
Google spent so much time and energy on but effectively was pretty nerdy and
they made it cool. – Yep. – Pop-up stores and
vending machines are social media worthy. – The distribution’s been crazy. – Yeah, exactly and if you
only have a small amount of them then make it special.
– That’s right. – So I saw a bunch on social
media last night about a store in New York that just popped up. – Yep.
– Yeah, I think it’s cool. – I think it’s a big play. I think it could be maybe the
saving grace move to their IPO. – Sure. – If you think about what
Instagram’s replication of a lot of their functionality has done
it’s created a scenario where there’s little more skeptics
talking about Snapchat’s growth. – Sure. – A lot of people
talking about their decline. – Instagram sucks
out the oxygen out of the room with stories. – So it becomes
Snap and to play, to me what’s most interesting
is Snapchat is the first social network that feels like a brand.
– Mhmmm. – You know, Snapchat
feels as much to me as Under Armour and Soul Cycle–
– Yep. – as it does Facebook or
Instagram and that crossover from just utility social network
to overall brand I feel like this captured that moment and if
they can pull that all the way through well then they
really have something. – And they really made it where you are the media, right?
– 100%. – And so that was part of
this exciting brand and then the filters and the tools
and the creativity– – And then you
think about the live. All they have to do is add an
update that allows that be live streaming and now all of a
sudden you got a whole thing. I’m pretty bullish on it. It’s early, I do agree that
they’ve made it cool what was $1500 and not cool from Google,
three years ago so we’ll see. Evan, from me from afar, continues to deploy
LA brand behavior in a San Francisco,
Silicon Valley world in a very good way. – Yep and they also making big
steps to be a media company. So you saw where they stopped
rev sharing and started buying content now as a
Netflix would do– – The garden walls of the
internet are popping up. – Yeah.
– Let’s keep it going. – [Dunk] Next
question is from John.

– 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,

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

you a quick question. – Was it challenging for you to
make the switch from selling to consumers wine to selling in to large businesses like
Toyota or Mountain Dew? – And if so how did
you make the switch? Thanks, Gary. – It’s been difficult because
I like selling to consumers a little bit more and I did that and I’m selling to
companies second. So, like in a weird way even
at the height of my career financially, power, brand I’m
doing something that is in the short term, a decade, which is
long-term for every one of you watching which is one of the
fundamental reasons I will win more than most of you because
the level of patience I have and humility to put in the work
is so much greater than you. So in the short term, 10 years,
I’ve decided to do something I don’t like as much because it
builds the platform for them to allow me to do something
that I love the most and so this is the path I decided. Builds the best framework for me
to go out and sell to consumers again one day and I’ve enjoyed
and learned to enjoy and found different nuances and challenges
in selling to B to B to big companies but I definitely it’s
probably the reason I’ve been so hot on the wine stuff lately. You know during my vacation when
I had a little downtime when I was had some downtime when the
kids and family went to go get the fruit stand and my brain
was getting crazy I wanted to do some action I didn’t go and like hit up an executive to
expand B to B work. I started looking at what Wine
Library was selling and try to sell wine to people, right? I still love the speed, the speed in the
day-to-day interaction. As a matter of fact, when things
are just thinking about for our team is that I think
I want to start a little shop. I think we need to sell stuff. I don’t like just GaryVee
t-shirts and stuff like that. I actually mean like
because that’s like whatever. I mean like something. I think we should brainstorm, come up with
something and sell it. – [DRock] That’s be cool.
– Yeah, I think so too.

Now I know what you did at
age 12, 13, 14, 15, 16 getting involved in wine and selling
sports cards but what would you be doing if it were 2016 and you were 12, 13,
14 and 15 and 16? Appreciate your answer, appreciate everything
you do, thanks. – Buster, Buster, Buster
honestly what I would tell you is to give you the answer that
you’re looking for which is what what I do what
should you be doing? How should you be
thinking about things? Reverse engineer
your strengths, right? You like the NBA you should hit
up Dunk first of all and have him put you on but besides that
I think that you need to figure out what you’re good at and
what would you want to do. I would basically be
today, I’m trying to think. There’d be so many
things I’d be doing today. I give a lot of that advice, I would’ve made bank
on Snapchat filters. I think that one guy who did
the Pokémon GO consulting. I think that was super smart. Having the
internet to buy and sell. I’m a salesman. Buying and selling, uh, just
buying stuff on you know in Asia and re-marketing in the US. I think I’d be doing pretty much
everything I was doing at scale. So because when
I was growing up sports cards were
what people collected, I would just be focused on
whatever that version is now. Sneakers, I’m telling you right
now, I would be, my stories of Toys “R” Us and garage sales
would be waking up, you know, at one in the morning and
standing in line at a SoHo sneaker
store to get that thing, flipping like I would
be doing a lot of that. I think the truth is, Buster, I’d be focusing on
what I was strong at. What I think I’m really
good at is buying and selling. I did that with
stuff my whole life. Now, I do it with
people’s attention and the end consumer’s attention. That is my strength that
I would double down on that. You, my friend, need to
figure out what you’re best at? Is that making
content on social media? Is that being a charismatic
personality that I think was shining through the question? Is that being a salesperson,
buying selling stuff? Connecting with people? When you’re 16 you have time. Like, Jesus, remember
when you were bored? Remember when you could do that? Andy, do you remember when
you’re like, “I’m bored.” You don’t have that kind of time
when you grow up and so I would take advantage of that time
because that is the asset. – [India] That’s good. – ‘Member being bored?
– Yeah. Was good times. (laughter) – From Brandon.
– Brandon.

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.

My name’s Chris. I’m out here today, in
the fucking pouring rain making content for my fixed gear blog, that you’d call my shop. My question is,
lots of my fans are under 18 years of age, and don’t have credit cards, and can not pay for shit
that they want on my website, that they express
what they want. Do I pitch to retail, and if so, are there any
special tactics or ways that I should go about that? Thanks. – Chris, if your demo
doesn’t have credit cards, and that’s what’s stopping you from selling direct to consumer, your answer shouldn’t
be, how do I go to retail to go to my consumers? Your answer should be, how
do I get money from my demo to make my transaction,
meaning, whether it’s Venmo, or PayPal, or virtual currency, you know, there’s a much
bigger lift, my man. One of the great things
about the world, today, is that all of
us entrepreneurs can create a Shopify account, or Magenta,
or whatever you want to, and go direct to consumer. Do you know how difficult it
is to get retail distribution? Do you know how much
they’re gonna hose you? Do you know that you’re gonna
make 50 cents on the dollar? Do you know that you’re gonna, they’re gonna ask you for
things like trade dollars, which is if you even
wanna be in our store, you have to
pay us for the right? Do you know that if your
product doesn’t sell well in the first 30 days,
they discontinue it? Do you know that you’re
gonna spend 94% of your time trying to knock on doors and
get into the retail shop, instead of actually
building your community, and building your business? I think that if, you know,
I think at the highest level, for so many of you,
going back to the well, instead of fixing the sink, which is an analogy I use a lot, maybe your whole business
is broken if you can’t get the money from the people
that you wanna get money from. Right? A lot of people try to target,
somebody pitched me like, I’m gonna sell to
12 to 14 year olds, and they’re gonna
make the decision. That’s the worst zone,
because that 12 to 14 is exactly when kids are
in-between their parents buying them everything, but
them not being able to transact, and so, I would spend a lot
of time trying to figure out whether, what way you can
collect money from them, including things like, I’ve always thought a fun
tactic would be, instead of an add to cart button, an alternative
button to that audience, which is, send the email
to your parents to buy it. So, you have add to cart, but there’s also send
the email to your parents to buy this for you, and you
click it, and it’s got like four different templates, like
the sorry one, the happy one. You know, like, what’s the
angle, depending on your parent, with a transaction
link right there? You need to hack
how to get the money direct from your consumer, not how to go down the
traditional path of retail. – This one’s from Richard.

In a video with Joe Polish you
said that you can sell rocks on the street and still
make 100 grand a year. Is that true? If so, would you make a video
where you sell a rock to someone who doesn’t know you?
Thanks. – So Ryan theoretically,
it is true. Practically, listen
the truth is, actually I’m surprised
I’m answering this. I think I can make 100,000. I wish I was at a point in my
life where I could be so crazy and right now off
of this, do it. Go with DRock to some crazy
place where nobody knows who I am which, oh, by the way
and I love you all for this, which is almost everywhere. Like down the street but you
know, go to a place where I’m not me and
I know that, trust me, you guys perceive
me bigger than I am. I’m just me and I think, now
look, here’s what I would do. I’d go to place, first, I’d go
to a rich upper-middle-class area where it’s not too rich but upper-middle-class demo and I would set up shop on the
corner of the street and I guess most of my day would be, and it’d have to have
rocks in the general area. Access to rocks– – Hmmm.
– No, no I’ll tell you why. I understand but like if
I’m trying to make 100,000 and I can pick anywhere
like you might as well if there’s
a perfect ZIP Code where it’s got the right
income level that I want and there’s access to it efficiency
but I know I can buy ’em on the internet and all that stuff but
nonetheless I guess I would try to market myself as somebody who
is creative on top of a rock. So I don’t think I would if
I was selling rock I wouldn’t try to sell you a rock ’cause
that wouldn’t work but what I would do is I would doodle and create on top of rocks
and try to sell them. And I genuinely with my entire
heart believe that I can make a $100,000 a year
in year two, firm. In year 1, I would make $36,000 in profit. – Could. I believe it’s possible
to sell just a rock. – It is but I think what I would
do because I’d want to get 100,000 is the doodling on top
would then constitute as art and that becomes agnostic and then
marketing can take over and then all I need to do is have
Leonardo DiCaprio take a picture on his Instagram that he’s
bought this rock ’cause it’s art and then it’s game over. It’s just high school
arbitrage, all of it is. – Alright, next
question is from Betty Liu–

What do you think about using
Snapchat as a way to sell and buy products with Snap Cash? Would that be
Snapchat’s next big move? – Parsa, I think it is
an interesting thought. Obviously a lot of people in
the US and Europe entrepreneurs scene are affected by WeChat’s
unbelievable success of not only being a content and a
communication but a retail platform in China. I think Snap Cash is something that Snapchat
is de-prioritizing. I think on the flip side,
I think we’re going to see a lot more commerce
coming from Facebook. I predict that a lot of you
will be selling a ton of stuff through Facebook 24
months from today. I think Parsa for
Snapchat I’m not sure. I think that they’re, internally
I’m sure they’re thinking about their roadmap. I’m curious to think about what
they’re thinking about Instagram Stories, do they feel like one
of the observations that I’m kind of leaning towards is
I don’t think Instagram Stories kills Snapchat but I definitely
think it may slow down the migration of 35 to 55-year-olds
over to the platform if they can use Instagram to feed
that kind of storytelling. So how are they
thinking about that? I was bullish and
excited about Snap Cash. I thought it was a good
move by them way back when. I think it’s
something you can consider. My intuition is what you’re
trying to accomplish ends up becoming a big business within
Facebook in the next 24 months. – Awesome.