– Dimitri, the way I
prepare for a keynote is to think about punching every audience member directly in the mouth. I look at the audience as
my enemy, yet my child. There’s this kind of weird mix between loving them with all my heart and really wanting them
to get the message. There’s a disrespect and there’s a love, and that mix is what I do. I’m literally like a boxer
before hitting the ring six minutes before I take stage. Maybe that’s where Jab Jab
Jab Right Hook came from in some ways, because I’m
literally in this crazy zone. Eight minutes before I’m talking, I don’t even know that I’m giving a talk. I’m like just like doing
my email, I’m just like laughing, crying about the Jets, like you know whatever it is,
but around six minute zone, I go into this weird place
and I get very focused and I say to myself, “You’re only
as good as your last talk.” And so even though I’ve
had a great seven year public speaking career,
none of that matters the second I take that
stage for the next time, because you’re only as
good as your last at bat. And so, my friend, to answer
your question, Dimitri, the way I prepare for
a speaking engagement is the same way I would prepare for war. – [Voiceover] Jared asks,
“Gary, you said ignorance

– Gary, I’ve got a very
serious question for you. – Hey, Brian. – How the (bleep) do you
get away with saying (bleep) so many times on stage
and not catch a bunch of (bleep) flak for it? – Brian, as the CEO of an
up and coming IPO company, I’m very impressed with your
audacity to ask that question, which leads to my very simple answer, which is two fold. I think the reason I get
away with dropping the F bomb is number one, I mean it when I say it. There’s no tactic. I’m just in the zone. I mean, I was inspired by
Richard Pryor and Chris Rock and Eddie Murphy and their
styles have translated to my keynote styles. I feel like I do a little bit
of a stand up timing process and I think that because
I’m not forcing it and because it’s my natural zone, a little Jersey boy action, people respect authenticity. The other reason I’m able
to get away with it is I don’t care if I receive flak. As a matter of fact, I use
the F bomb to vet people. You know, I’ve said it before,
I’m gonna say it again. We’re gonna do it again,
another question coming up. This is a platform for
me, for the hard core, last seven years fans of
mine, for me to go one layer deeper into things I’ve never said before. The truth is I actually use
my F bomb to vet other people. I actually react to the way
you’re reacting to my F bomb because if you are a person,
back to the last question, that is so thrown off by
using the F bomb in public, in a public setting, with a keynote, that you’re then not looking
at the big enough picture for me, just my personal. You’re judging me, I’m judging you. So if you are incapable
of getting over that and seeing the bigger
statement that I’m creating, well then you’re not gonna be somebody that I wanna do business with, invest in, or take on as a client to begin with, because you’re at this micro level. That’s right, you’re at this micro level. And that’s just not a
place where I wanna play. I don’t want to play in
the micro, so (bleep) you. – [Voiceover] Seth asked,
“What was the hardest thing

“engagements when you
aren’t well known yet?” – Saura, they way I booked
speaking engagements when I wasn’t well known yet
was, I did them for free. The entitlement that you are not known, you do not deserve to get paid. Do you know why you get paid to speak? Because you put asses in the seats. Because people want to come and see you. The reason I get astronomical
speaking fees is, knock on wood, zoom in
here, lemme knock on wood, knock on wood, I am very
fortunate to have an audience that wants to travel
and go to these events, and that’s why you get
justified those fees. You don’t get paid if you’re
not bringing any value, so either your content is phenomenal, but even then if you’re not
putting asses in the seat you are not getting paid,
so the best way to do it is to do what I did,
in my opinion, which is I spoke for free in the
beginning, quite a bit, to establish my name, to show everybody how good I was at it, and then
the demand side came to it.