– Hey Gary, hey Fredrik, hey
India, hope everything is well. I’m so excited to be part of the
show and I hopefully make this but I am interested is it better
focus on branding or better to focus on transactions when you
are starting out as a new agent in the luxury market
in New York City. Oh my God, I’m so excited. (laughter) – Lenny, the man. – Both. – By the way, I’m
going to stop you. – Okay, good.
This is your show. – That’s the fucking answer.
– I’m just the guest. – That’s the fucking answer. What people don’t understand
is branding and sales. Because he looks at me as a
human check running around and he wants to be transactional
he’s gonna win in the same way that I think sales
matters so much. But much like him and he
accomplishes it his way I think what has made me successful at the level that
we’re at is branding. And branding, what’s remarkable
is his charisma and that moment in time and I don’t know why the
picked him or what happened the serendipity a lot of those
things, he had that opportunity at a huge scale. The fact that all of you have
the opportunity to make a video be on this and now hundreds
thousand people will see the internet has changed everybody’s
opportunity for brand but selling is hustle.
– Yeah. – Selling is hustle. – You got to back it
up with the deals too. – For sure. – My advice to anyone new in
anything especially real estate or sales is to be not eccentric as long as authentic. It has to be genuine.
Right, be you. I was so nervous when I first
came here, I locked up myself and I wasn’t–
– You weren’t you. – Yeah. Right, because I thought if I
told people who I was and was gay came from Sweden all the
thing that I do today I would never be hired or fired
or all of those things. Now, reality TV in some ways
taught me the the hard way because I’m allowed
to be this crazy guy. So, anyway, in the beginning if
it’s 60,000 sales real estate agents in Manhattan
just be you and own it. Everybody loves to see
somebody who is authentic. That’s my, that’s
branding to me. – Staphon, I’m going to make you
do a little work which will make this episode come out a little
later but before 9 PM Eastern. I want you to show some clips… We have all these
video interns now. I want you to show
four or five clips from episode 12, 19, 22
of Wine Library TV. I was running a very large wine
shop and I had these very high end clients who were spending
400 or $500,000 a year on wine so think about that and the first 40 or 50,
the first 80, I actually know the number, the first 80
episodes of my wine show I was very reserved. Hey guys, it’s me. Gary Vaynerchuk Wine Library TV. Hello everybody and welcome to a wonderful episode of
Wine Library TV. I’m your host Gary Vaynerchuk. Hello everybody and welcome to an action-packed episode
of Wine Library TV. I am your host Gary Vaynerchuk. – Really?
– Yes. – You’re not reserved now–
– Correct. Well this is why I’m jumping in.
– No, I like it. – The show was doing extremely
well it was early YouTube, the first year of YouTube it was
starting to get going and I was like wait a minute if they think
I’m entertaining now if they knew what I was really like
and I just said screw it. After episode 80– – You jumped off a cliff.
– I just jumped off the cliff. I said look I’m going to
be me I may lose 10 I’m going to gain 100. – You can’t please everyone.
You just don’t. And it’s a better
way to living anyways. – 100%. Frederik, I know you
need to run, talk you just gave I want you to
do a very important thing here.

selling vegetables at my first farmers
market coming up Patrick this is amazing watch their eyes
that’s what I learned in baseball cards and you guys now know or if you don’t
know if you got my website right now a lot of attention and build businesses
when you do a trade attention eyes and ears are very important but I learned
and this is by the way this is stereo I would really be a baseball card cuz it’s
really important I would literally like I would get there at 6:07 a.m. the show
will open at 9:17 a.m. and I would have my table and I would sit there for hours Gary Payton and I would sit there for
hours and I would do this and then this and then this would look and I come
around and I’ll never forget this I don’t come around I try to understand it
from that perspective I would pay attention to what the other dealers were
doing and so I’d like ok he’s a lot of boxes here so we can I go whites PCR I
give a lot of a kid 13 14 and I’m thinking about how would you walk
through the small and if you just saw that guy’s table what does Michael have
to do so that you’re not you know there’s a tea tables here what you see
there that would then make this the end out in the context of that and that and
then what can I do if you look at this table this is the big punch line right
the orange thing so let’s call that the congressman junior rookie card like in
the middle of its headed by all the other cards they put a top left quarter
and funny even as a kid and snowy understand website I understand that’s
how people read so I would put lights flashing just hard to score hottest
items in the top left corner because I
understood that’s how I would look at their stuff here you know to me that’s a
really interesting insight to how I roll it’s how I think about the first five
seconds of this video when you watch it it’s how I think about my tweets it’s
how I think about my opening line want to give a keynote speech that all you’ve
seen in the cliche how many people know who I am who don’t know why everybody
reasons are shipped that hurts hahaha humility because I’m about to deploy a
lot of you go so you know for all my I’m quite calculated and that’s how I
thought about it and so what i would tell you patrick has it Patrick pay attention to the eyes
understand the context think about the parking lot flow of the vegetable market
think about what most people walk through and how did you happen to have a
vegetable that nobody else has a better price on something that nobody else has
understood what they just saw the bathrooms porta-potties where’s the
honey lady there’s a sausage guy like I’m the only person sells pickles in
this entire row think think think and then when you sit down and watch your
first table just watch that’s why did I was a weird dude probably cuz I would
just watch it watch it now just watch and see their eyes just wasn’t working counter punching their attention in
school right like that the whole thing has me right you like that because that
was like I tend to be very clouds but I

my audience who are
struggling with this. And a lot of my friends are
giving me advice that I should presell it.
– Okay. – [Roberto] I feel awkward about
selling something that I haven’t made because I feel awkward
about I want to just deliver on something, deliver the value. I feel like why should I sell
it if I haven’t made it yet. What are your thoughts on that? – I think a lot of people that
watch me and hear me and feel they know where I’m going to go
with this answer may be confused by this. I’m very comfortable with you
preselling it as long as you feel like you’re actually
going to deliver on it. If you feel like it’s actually
going to happen and you’re not taking people’s money, I think
pre-selling something and then not delivering in two ways,
one, not delivering and being a criminal and stealing people’s
money, I don’t think you’re going to do that. And I actually think it’s
unacceptable to also even return the money because you not a god
damn bank and it would’ve been much better for them to have
it in your bank account than you. You just have to hundred percent
make sure that you’re going to deliver and the big
vulnerability because I know you little bit and I know you’ll
deliver on that too the problem is if you lose energy or
some other amazing opportunity happens tomorrow, right? If I email you tomorrow and say
I want to be the new official cohost of The #AskGaryVee Show
with me but you have to work 10 hours a day when we’re not
filming doing X, Y, and Z but you got to go deliver on this
guide what’s going to happen Roberto is going to bullshit the
guide over the next month or two ’cause your not going to have
time and it’s not going to be the thing you actually thought
it was going to be because you still finish your word. The vulnerability of pre-selling
is not delivering to the capability that you have set in
your mind because you don’t know what’s going to happen tomorrow. Got it?
– [Roberto] Got it. That is exactly what my concerns
were and you are really good at figuring that out and yeah you
do know me a little bit so that was perfect, thanks so much.
– You got it brother. Thanks watching the show. – [Roberto] I know
what I need to do now. – Good brother.
Take care. Alright. Changing lives
Andy K on episode 202. See what I did there.
The mouth was the zero.

Oh my god.
(laughter) – Who is this?
– [Phone] This is Dante. – Dante what’s up?
– [Dante] What’s up? – Where you from Dante? – [Dante] I’m from
Milwaukee, Wisconsin. – Milwaukee in the house.
Are you a huge Brewers fan? – [Dante] I’m not as
big of a Brewers fan. I’m actually a
Baltimore Ravens fan. – Nice. Okay. Respect.
What is your question, brother? – [Dante] Okay, all right. All right, I have
so many questions. Let me think of my first one.
This is my perfect question. I started a business not
too long ago called Forensics Forever.
– Okay. – I work with elementary schools
and I do workshops that are pertinent to forensics or
speech and debate if you’re familiar with that.
– Yes, I am. – One of the hardest things to
do is to get into the schools and provide those workshops.
– Yes. – Because it’s like
really hard to do. – ‘Cause it’s politics and
bureaucratic and god damn principals and superintendents
that all suck and are average. Not all of you but
the most of you. – [Dante] I really want to
change the educational system up so first of all let me throw a
quick plug in and say if you’re an elementary school principal,
you want to work with me, hit me up.
– Great right hook. – A little right hook. And also how though how do
I get past those gatekeepers? – Easy. Content. Dante, the best way to
sell is to not sell. The best way in the world to
sell is to have people come to you instead of
you going to them. Put out content. Write an article on medium six
mistakes a superintendent makes. Then post it and then spent 100
bucks on amplifying the ad in Milwaukee in that general
area and I guarantee four superintendents and
teachers will pass it on. It’s put out content. Film the stuff
that you can film. Some of it will be
private and you can’t. The answer, Dante, the full
answer is making content that’s a gateway drug to penetrate
the decision-makers in school systems. Got it?
– [Dante] Yes. Okay last part with this
question then, how do I do that with no money? – Can you write?
Can you write? – [Dante] I’m okay. – So I would audio because
I like the way you talk. I would do SoundCloud posts I would post them on
your Facebook page. You might have one fan right now
and then I would reach out to everybody you know and ask them
to share it in Milwaukee and literally ghetto.
Like I used to do it. Go to Twitter and search people
talking about your subject matters and reply to them. Money is a tricky thing.
Money tricks people. People think they
think they need money. You don’t need money you
need hustle and/or money. If you want it I don’t want to
hear you fucking watching Ravens at Monday night, well
actually you do because you do gotta watch your football team,
but after that you gotta stay up to 2 o’clock in the morning. You can go to Twitter search
search the 5 mile radius of Milwaukee and hit up anybody
talking about school issues. You can put out content
rally up all of your friends, all 47 people. Your fucking auntie. I don’t give
a shit and ask her to share it and it starts. It starts.
You gotta start from the bottom. – [Dante] Okay, okay.
Definite. Definite. – Alright, Dante get it.
See ya. Bye. – [India] 130 people watching in
360 and people are asking to get

“sell direct consumer?” – Yeah. Yeah. Well, I think yes. I think Amazon is going to be a
player where they’re basically selling directly to consumer– – AKA with their private labels
or when they’re selling Pepsi through Amazon? – I think they’re going to use
Amazon as a mechanism to sell direct to consumers but the
question is will eventually people like I want Pepsi I want
to Pepsi.com or Pepsi’s Facebook page and just get
directly from there. But that’s not really direct
to consumer because it’s going through Facebook so I think
you still need to use these platforms to go direct consumer.
– Got it. I would say that Amazon is far
less direct to consumer than Facebook because Amazon’s
actually a full-pledged retailer and very honestly I think a
scary one for these guys and gals that are running these
businesses because Amazon’s got real data. In the CPG world, retail and
brands the scariest thing is when a retailer is
gets too much leverage. The biggest brands in the world
are paying for placement in Walmarts and Albertson’s and
Costco’s and Safeway’s that are very expensive. This is not the way
was 30 or 40 years ago. The retailers didn’t have
leverage, the brands did. – Yep.
– And so that got expensive. Direct to consumer is inevitable
the problem is the following big brands like Dove or Pepsi can’t
go direct to consumer because Costco and Walmart and Tesco are
going to say what are you doing? You’re not cutting us out. The second those companies show
a move to wanting to go direct to consumer the big retailers are
going to drop their product from end caps to the bottom shelf
or kick them out of the store. Which then would affect them in
a 90 day period because their sales would collapse which
then would make the stock price collapse so they’re
basically caught in what’s called channel conflict.
They can’t do it. So what’s gonna happen? Here’s what’s going to happen. India and her mom are going to
invent the best peanut butter you’ve ever tasted and they’re
going to start going direct to consumer and they’re going to
sell on Instagram and Snapchat and Facebook and quietly but
surely because that’s where the attention is all of a sudden
their business is going to do $40 million not four
or 1.4 or 400,000. – Yep. – And then, what’s a
big peanut these days? Peter Pan peanut butter?
– [Margo] Laura Scudder’s? – What’s that?
– [Margo] Laura Scudder’s. – [Gary] Laura Scudder’s?
– Smuckers maybe. – [Gary] Smuckers right.
– Jiffy. – [Gary] Jiffy, Jiffy,
there we go. Go ahead. – Well I like grinding
the peanuts in Whole Foods. – Let’s use a soda as an analogy
then Coke and Pepsi are going to be like wait a minute
what’s this new craft soda? That’s doing real volume and
then they’re going to be stuck because they are going to
get squeezed from both sides. They’re going to get
squeezed from the up-and-coming entrepreneurs that actually now
have scale and use things like Uber and Postmates or whatever
for distribution and use social media and this for awareness and
they’re going to get pressured from the retailers for
then not to do the same. Pepsi can’t make Pepsi Gold
the direct to consumer at scale. They can do a little one
off, a little holiday thing. Tough. – Starbucks is an interesting
example because I just went to Seattle and I just saw their
new kind of innovative space. – Okay. – It seems like what brands can
do is develop or create a new product that people don’t
actually know is part of the brand and sell it direct to
consumer and see they kind of have the backup. – No, no, no.
100% they can do that. Here’s the problem, it doesn’t
matter what the consumer knows, the retailer. See the thing is most people
don’t get is the number one competitor to the biggest
brands in the world are their retail partners. – Mhmmm. Mhmmm. – So they can’t again at the
highest levels on a board at Walmart they’ll say look
what Coke just did today. They created Scmoke or Chugabuga
– And they’re selling it. – And they’re selling it and if
it gets big that’s a problem for us because it’s going to build
the cadence and the ability and the data to remarket to
those people and they’re going to cut us out. – What do you think about
the future of the store? Do you right now all the brands,
even Birchbox I know or Warby Parker, who are
disruptors, right, are like they all want stores. It’s actually the best marketing
mechanism in the world. Do you think these retail stores
are going to be the place where conversion rates are
going to happen the most? – No, I think if you look at
e-comm it chips away every year. 11 percent of the market,
13 percent of the market, 16 percent of the market. E-comm will continue to
grow especially with this. Especially with our
impatience, I want it right now. – And through
social channels too. – And whatever, right and were
not even factoring in it’s going to take 20 years for what I’m
talking and by then VR will be there so are we literally living
in a virtual world and shopping in a virtual store and it’s
actually being physically delivered within an hour? There’ll always be disruption
but here’s what I will say they’re not going away. Stores are not going away.
Stores, they’re not going away. Do I think they’re
emerging better than ever? No. Just because Birchbox
and Warby Parker have stores right now. Let’s talk about another thing
when the shit hits the fan and I mean the collapse of the
valuations of these super companies and these unicorns
that are rhinoceroses and I don’t think Birchbox is. – What’s a rhinoceros?
I know unicorn is a billion. – Yeah a rhinoceros is what
these things actually are. They’re actually rhinoceroses.
You like it? – Yeah. Like it a lot. – Anyway nonetheless I think
that too many people who watch this, too many people in
our zeitgeist-y kind of love we think things are binary that
e-commerce is coming and there will be no stores. I mean I made these
mistakes as a kid. There is no absolutes.
– There’s no absolutes. – Right? – You gotta do everything
it seems like today, right? – I would say you’ve
got arbitrage everything. If you can get a store location that
you don’t pay too much rent on, that does great branding
and awareness and your selling stuff, Mazel Tov. If you can figure out a
Instagram campaign that, you have to be agnostic.
– Right. – You have no emotion
to where it happens, you just want it to happen. – Well, how do you
afford all that though? – You don’t. You don’t.
Which is why– – I would rather have Ralph
actually do the real jobs than having him just work on social. – I get it. I get it. – It’s allocation of resources.
– That’s exactly right. – I’d rather have
Ralph do everything. He’s very capable.
– Yeah, he’s the best. – Show Ralph, Staphon, come on.
Let’s wake up here, Staphon. You saw what Kobe did.
I’m kidding, I’m kidding. I think that that’s why
strategy is so interesting. That’s why love to do
what I do for a living. – And you have to
keep reinventing. Now you’re all about Snapchat. – I’m only about attention. Snapchat just
happens to have it. – Yeah. Are you loving it?
– Love it. – [Voiceover] Matt asks,
“The average amount of

selling things its way into a snapchat
insurance pet insurance really happening i mean there are kids on Instagram
making banks in sneakers like tens of that much money I would make if I was
born during this era they thought was if I was 13 to go to the store and I am a
licensed like Mumbai shit and then flip chip three weeks later on a Saturday by
real-time marketplace dynamics and I could buy stuff my poor my mean UPS and
FedEx Cup one of my homies coming in and out like ridiculous so
Instagram and snapshot that’s where other teenagers are spending their time
and I do believe that most teenagers best opportunity to sell shares to sell
to other teenagers of course they can sell to other demos but I think the
biggest upside there and I only know this you know the only reason really why
it’s so quickly as I know dozens of kids dozens which is a lot of the top of my
don’t have kids making thousands of dollars slinging sneakers and I just
sneakers I mean I’ve seen the video games cuz I like that for you know video
games there’s a lot of opportunity instruments apiece for selling stuff Philip asks when you go out for some
drinks how many do you have and still

– [Voiceover] Austin asks: “Hey GaryVee, “I’m a sales consultant for
Best Buy selling computers. “What advice can you give me to be “a better salesman?” – Austin, I think you
need to reverse engineer who you’re selling to. So, if I were you, Austin, I would spend all of January taking people
out to lunch and dinner or a drink, or getting them on the phone, but literally spending the
entire month of January not selling to people, and
just listen to the people that you sell to to find out
what their pain points are. I would walk in and be like, hey DRock. You know I sell you computer stuff and things of that nature. What are your pain points? What’s your problem? What’s your struggles in your business? Like, let’s cut the crap. Yes, I want to sell to you,
but let’s take a step back. I want to sell to you by providing you some sort of value. Maybe I have a friend. Maybe I will recommend that
you watch the #AskGaryVee show to make your business better. Maybe I will do a lot of
things, but what I’m doing is I’m providing you
value, and our conversation and our relationship is not just predicated on me selling. You know, I was talking
to one of my friends, and he was like I want to
have better relationships with girls, I’m like cool, why don’t you make it about
something other than sex? Like if your whole relationship is I want to hang out with you
every time to just hook up, there’s probably a good chance that person doesn’t think that you’re
providing them much value outside of that execution,
which is a fine execution. Everybody needs it, I
get it, blah blah blah. Same way I think about sales. If you’re just selling every single time, that is what your foundational
relationship is based on, and you become spam
and sales all the time. Why don’t you spend all of
January not selling ever, once, and opening your ears and
listening, and trying to help, even outside of the context of you. Even out of the context of you, meaning, how can you help them
besides just their business? Maybe you’ll get to know
DRock and find out that his aunt is a huge Dallas Cowboys fan, and you just get a Dallas Cowboys hat. Say, hey, you go to eBay and buy a Tony Doresett opened starting line up for $0.49, $3 shipping,
but you send and say hey give this to your aunt. It’s not what you spent. It was the thought. That stuff matters. That’s it?

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

“do not come first. “Employees come first. “Do you agree or disagree and why?” – I agree and Matt, Matt? Matt, I agree and I’ve been
pounding that for 166 episodes, so at least 40 times, so
I feel very comfortable in kind of dodging this
answer ’cause I think one of the things, the repetitiveness
of the show is something I challenge myself with always recognizing there’s so many new people watching and there’s a lot of people watching
so I’ll just go very fast. This doesn’t get my juices
going and I’m not trying to diss Matt, I assume you’re
fairly new so I’m excited, it’s not even close. To me it is fundamentally my
employees then my customers then my own interests and
that has been the backbone of my success. I feel like you end up
with a whole lot if you go in that order and I think
my actions have spoken to that at this company. I’ve got a lotta people that have worked in the agency industry for a long time and have been surprised by how
hard I push back on clients. We’ve fired a client historically, which is sacrilege even
though people say it and so yes I think Richard’s correct. And I think anybody
successful like a Branson, that’s built an actual organization. Not as a single entertainer,
or as an investor, or somebody built a product. Somebody that actually built a
600, a 6,000, a 60,000 person organization or a six person organization, successfully recognizes how
much value in the people there really is. I also happen to like people
which makes it even easier for me so just keeping
it very basic I say yes. I’m curious to your strategy
of picking that question India. – Well, I know it’s been
awhile since we’ve talked about that POV you have and we’re getting so many new viewers and
I checked the last time we really talked about that was
like in the 40’s episode so. – Fine, come with real
data and answers India. No, really good job, yeah so
now that India’s guilted me into going a little bit deeper here. – [India] No I wasn’t–
– No, No listen I mean well I appreciate it, I’ll
go a little bit even further. To me it’s a very big deal and, and, and it’s so surprising to
me law firms, consultants, agencies, where they
actually sell people’s hours. That they’re not completely
infatuated with that process. I get it for Wine Library,
where like we were selling wine. The end result was a
transaction with wine. The end result here is a transaction with another human being
against their hours. So again if you were in a
business where that is the case, you run multiple gyms
and you have trainers, you again law firm, consultants. Anybody who’s listening
to this who has a business that people’s hours are being
sold should be religious, I mean cultish about caring
about their people and then anybody that’s selling a byproduct of it your results are gonna, the shelves are gonna be
stocked better at Wine Library. You’re gonna get a better
answer out of recommendation from Wine Library if you
care about your people, even though the end result
product is a bottle of wine or if you go into a bicycle
shop the end result is still selling a bike but if
Ricky is happy when he came into the shop and you come in
for a bike, he’s gonna spend that extra 15 minutes
enthusiastically tryin’ to tell you that this tire is better than
that tire, that shit matters. – [Voiceover] Jacob asks
“Would Gary take 20 minutes out

“Gary, what does the future look
like for the auto industry? “Will local car dealers be cut
out of the business model?” – It’s a great question. Look, I think direct-to-consumer over a 50 year period is very real, and so, anybody who’s, including
what I do for a living, like, selling wine and liquor, like, I do believe that the
internet is the middle man, period, and I think a lot of industries just haven’t been affected by it yet. So, the hotel industry’s
been affected by it, airBnB, the car, you know, the black car industry’s
been affected by it, the bookstore industry’s
been affected by it. Systematically, over next half century, most of the things that sell to customers will be affected by it, and
I think auto is in play. I mean, look, Tesla’s selling direct, so, I think that, yes, I do think, now, I think way too many
people think about things, and they think they’re
gonna happen tomorrow. I’ve learned that,
that’s what I’ve learned. Now that I’m 40 and wise, where I was 20, I would’ve, if my 20-year-old
self was sitting here, since Brian looks 20, according to Brian, I’ll say Brian, I’ll say
Gary, 20-year-old Gary, not everything’s gonna
happen as fast as you think. And that’s the thing I’ve
learned, that it takes time, but do I think over a 50-year period? Absolutely. If you’re asking as a 48-year-old who owns a car dealership,
I don’t think you need to sell it tomorrow, but if you’re asking as a 12-year-old who wants to take over
grandpappy’s dealership, you may wanna consider going
in a different direction then you’re trying to
triple-down on the model. Bri? – I love car dealerships. Said no one ever. – That hurts. – Look, I just actually
came off some research with Google about this, and we sent in the moments of truth about the highly digital
customer shops for cars, and I think there’s an
opportunity for dealerships to be relevant to today’s society, it’s not based on yesterday’s model. – Sorry, just showing
my new kicks, go ahead. – But, if you study it is, look
up autoshopping micromoments and you will start to see exactly where you add relevance and
value to the value chain, but if you do not, Tesla-like
models are gonna take over, and it’s just inevitable, people
need to get what they want when they want it, and how they want it. – And things have been flow, like, we used to have the downtown market, like, the Main Street, American,
then we went to the suburbs, and we had, you know,
supermarkets and Costco’s, and now, more than ever, people are moving back into the cities, the
Detroits of the world, and now you have Main
Street merging again, so ebbs and flows, ebbs and flows, and so technology overlaying
that is gonna cause a lot of disruption
over the next 50 years, and I do think the direct consumer model is very real. It’s just economically
sound for the people that the take the biggest risk, who are the people that
actually make this crap. – I think that just
reminded me of Clueless,