My name’s Glen Edwards from Newtown, that’s Sydney, Australia, and mate, I’ve got a question in response to one of your Snapchats. In regards to the Grammys, where you said, “the market is the market, stop crying.” Mate, I wanna know, if you were in charge
of the music industry, where would you take it? – If I was in charge
of the music industry, or, let’s say, what
everybody’s crying about. If I’m a music label or a music artist, the first thing I would
take it is to a mental place where I realized it can’t be 1964 anymore. Like, sorry. Sorry that you make all
your money on records. It’s not 1990 anymore, it’s just not. I would accept that, like, look, music is such an
important part of our culture, that – I mean, by the
way, the snap that I did, actually, you know what? Beautiful. I’m going to save it right now,
Staphon, and send it to you. – [Staphon] Okay. – We’re really in
production value these days. DRock’s really frickin’
affecting me, I don’t like it. The market is the market, right? Here it is. Save. A song is worth what
the market pays for it. Period. The market’s the market. Stop crying. You know, the old dude
from the Grammys went on, and he’s like, “kids, don’t steal music.” Like, you know, he’s been
doing this for years. Right? Like, “is a song worth a penny? No.” And everybody claps. A song’s worth what
the market pays for it. Like, nobody forced you to make deals with the streaming companies. Like, I hate this – you know, there was a story once
that Groupon was bad because, and if you can
find this headline, Staphon, I wanna get into some editing here. Throw it up right now. That Groupon was bad because
a woman went out of business because she sold too
many cupcakes at a deal. I don’t know if you remember this, India. Groupon, you’re bad. Why Groupon’s bad for small businesses, ’cause this one woman made an offer and too many people took her up on it, and it put her out of business. That’s not Groupon’s fault. It’s your fuckin’ fault, Sally. You’re running a business. Like, it’s ludicrous, right? And so, like, to go up and be like, “is a song worth a penny?” when your studios, record labels, artists, like, when you made the deal
with the streaming companies, is crazy. The market is the market. And so the bottom line is, if you’re great at music and just music, and you’re not good at performing, and you don’t wanna hustle and do shows, and if you’re not charismatic, and if you don’t have
all the other things, your world has changed. Sorry. Just like if you’re six foot
and white and not athletic, you could have played basketball in 1915 – actually, how insane is this? Can you get that camera
work in the beginning? Like, did you catch us? The part where me and India talked about not being able to be a CM at Vayner? – [Staphon] Yeah, yeah. – The part where India said, “I don’t think I could
be a CM at Vayner today?” – I think I could be a CM. – I get it, I get it, but it’s
the point, it’s the point. – Got it. – Of course you could, but, like, the market at VaynerMedia changed. Like, markets change. And like, you’re gonna
force India to buy a $15 CD? Like, what do you want? Like, I get it, and if
India’s compelled enough for that indie band or
retro or emo or whatever, she rolls hip hop, whatever
she likes, country, if they bring you value, Staphon, whose music do you buy, if anybody’s? Do you buy, anybody? – [Staphon] J. Cole. – There you go. J. Cole clearly has done something that makes you wanna buy it. And yeah, J. Cole, congrats, J. Cole. You made your 97¢ or
four bucks off Staphon. I guess you did that through your swag, your lyrics, your songs, how you roll, like, all the other variables
besides just the song, right? That’s that. That’s just the market. And I’m sorry that you don’t like it, and I’m sorry that it used to be great. Let me tell you about a lot of other things that used to happen. (scoffs) I don’t know, everything. Like, you used to let
your kids go outside, and not scared that
they’re gonna be kidnapped. You used to not have to worry about AIDS. You used to not to have to
worry about guns in schools, like, shooting people every minute. You used to not have to
worry about oil disappearing as we get close to
neutral oil prices, like, you used to have to not
worry about everything. But you used to have to worry about the Soviet Union blowing you up. You used to have to worry about, like, not being able to cure
any version of cancer. Like, it’s evolution, people. Sorry that music is not
the way it used to be. Sorry that it’s evolved. You know, I don’t see anybody
going crazy for bookstores and, you know, the bookstore
guy going up there like, (imitates crying noise)
Amazon came, sorry. Like, nobody’s
super-duper-duper sad for cabs. The consumer’s right. Not Common or Beyoncé. Got it? So it is what it is. Yes, it’s important, yes,
music really matters. Yes, yes, guess what? When you were makin’ all that money, music in 1955, the best baseball players in America and football players in America had jobs in the summer because
they didn’t get paid a lot. But guess what happened? America decided they
really loved football, and that means that they
got more leverage over time, and now they get paid a lot of money, and they don’t need side
jobs in the summer anymore. But maybe it flipped, and now you, musician,
actually have to hustle, and you maybe actually
have to like your fans, and you may actually have to take selfies, and you may actually
have to do live events, and you may have to do things. That’s just the way it is. Period. Market dynamics. Everybody’s affected by them. Always and forever. I want an article on that. Title it “Fuck You, Music Industry.” (laughter) All right, something else, maybe. Question of the day.

“in your consumer’s day a
good thing or should it be “seamless?” – Excuse me? – [India] Like a beautiful interruption. If it interrupts you, but
it’s enjoyable is it good or should everything be
seamless in the consumer’s– – It’s good because you said
something very interesting there, India, in your interpretation. You said the word enjoyable. Guys, there’s only value. Seamless and interruption
isn’t the game, it’s value. If one perceives it as
valuable, then it’s a win. If the greatest looking in
the girl and the girl that Tyler loves the most in the
world jumped into this office while he was in the middle
of something and kissed him on the lips, he would be
happy with that interruption. On the other hand, if I punched
him in his face and broke his tooth, that would
be a bad interruption. That didn’t bring a
value, the other one did. It’s value, it’s not
interruption, it’s not seamless, it’s not these marketing
jargon terms, it’s value. And so, if something– You said, enjoyable. Enjoyable is a value. And so, it’s value, so if
you’re able to bring value, if somebody runs three minutes
late to a meeting because you blocked the road on
the way to their meeting, which is bad. Time is the asset, I always say. But if they valued what
happened in those three minutes more than the three minutes
they lost in the meeting. For example, if that street
was littered with rare Jets jerseys and they were free and I got them, I’d be okay with being three
minutes late ’cause I value that more. If that street was littered
with Misha performing a five minute play on the
street, I value that more than being three minutes late. If it was DRock asking me a
stupid question, I’d be upset. Even though I love DRock,
the execution of that wasn’t as good. So, the answer is, yes,
I think, to the question, which is you can interrupt
people all day long. You know, when I talk about
marketing, I talk about value much more than
seamless or interruption. That trumps everything. And it’s perceived value
by that individual. It’s not what you as a
business think is valuable. Oh, everybody’s gonna love
this because you want them to love it because you
want to sell it to them. And some people value something
that other people don’t. So, that’s just how that works out. The market decides.

becoming more crucial to businesses
custom maps and much for them you tell me your media got it ok understood and
so what is the question going through the next half decade 2016
through 2020 and you have the chops to build an incredible app that people will
use like okay yes my just my belief is that that’s far and few between even the
Fortune 500 companies let alone rick’s lobster roll stand in st. Louis Missouri
right so you know I think the answer is yes but the commitment and dollar amount
and energy that needs to be deployed to building in consumer app that actually
brings value to individuals is very very very difficult I mean even things that
are hard core utilities like banking apps like are doing well but you know
not as well as you’ve really got to really think about it just hard it’s
really really hard so I would say for the ninety-seven percent are watching
here I would not recommend building an app for your business because I just
don’t think you’ll build it won’t be able to have the right ratio of the cost
of it for ya just just to be it’s kind of like you know it’s kinda like it’s
kind of like web.com 1996 95 97 98 I was there are a lot of people spent if the
$100,000 on building their website that the website then bring them any value
because they make a good enough website there was enough demand for their
website I can see I know what’s happening now and I could see it getting
worse in the small mid-size business world of building apps are yes you think
it’s necessary to learn the rules before you can break them that’s a really good
question do I think I think the answer

“engage to become the number
one knowledge leader?” – Ah, T this is such a good question. India you’re getting very
strategic about your book ending of questions, I’m very
proud of you actually today. You’ve really grown in your
DJing of question skills. – [India] Thank you.
– Great year for you. – [India] It was a good year. – The reason I said that is India knows that I’m gonna go off on this one mainly because it’s such a simple answer T. Yes there’s so much noise and there’s so much bad crap and the
way to break through, this is crazy now, stick
with me, is to actually be the best and actually have the skills that allow you to break through. Being a thought leader
is no different than being the best football player in America. How does one become, with all the people that want to be a
professional football player, you know, 80% of dudes that are 15, 60, whatever I don’t know. Of all those people how do
you become Aaron Rogers? Crazy thing, you have to
have the natural ability and then you have to put
so much work into that ability that you rise
above all the other people that equally had around the
same level of that ability. How do you become the thought leader or the one in your space? You need to be the best. The reason I was the one in the wine space is for 15 years, since I
was 15, before I started Wine Library TV, I had learned an insane amount about wine, I had
executed for eight years running the fastest
growing and then ultimately one of the biggest wine
businesses in America. I amassed my knowledge,
I went all in, I worked 15 hours a day and then
I started content on what would then become
one of the most important communication tools of
our time called Youtube on top of the internet and
then after I showed everybody the way, every other wine
personality decided to get a camera like this and do it too. That was 2006, 7, 8,
and 9 was in wine world. They’re like wait, if that
idiot can do it, I can do it. And then I had to be the
best and that’s what this business show’s about,
there’s a lot of other business shows, either
I’m gonna be the most valuable for you or the
second most valuable or the third most valuable or
you’re not going to watch me. It’s the quality. You break through, not by your tactics. You break through by your
ability and your skills. It’s the truth, that’s whats
so great about a market. The customer gets to decide,
not you, not me, not you. And so, you go out there and you execute and then you let the chips fall. Do you know how many people are running around on Youtube and
Instagram and Twitter right now trying to do my tactics? A lot. See it everyday. Do they have the same business acume? Do they have the same business skills? Do they have the same 20 years of experience of running businesses? Do they have the same
history of being right where the consumer behavior
is going in the country? Not as much and there are others that are. And there’s plenty of
you watching right now, there’s a 16 year old
watching this right now whose got more chops than me whose gonna put in just as much work as me and he’s gonna go out and win. There’s a girl right now in Alabama who has more natual DNA to understand what the consumers are gonna do in 2020 and 2030 and if she puts in the work, cause she’s gonna,
she’s gonna go and she’s gonna be bigger and more successful and more dominant than me. That’s what’s awesome about the game. That’s how you break through the clutter. You break through all that crap that you decided is crap by being
better than that crap. Now let’s just see if
you’re not that crap too.

brands around snapshot discover does
each added brand increased the value for others but I think I think each added
brand does decrease value for the others because it’s simple supply and demand
when you go there and thinking the apps on day one or 853 or whatever was on day
one of the App Store you know that was good for those apps
that more attention when he was three channels on TV back in the day was good
prediction on when I was 13 for quite a while it was good for those channels and
then get cable and there were 36 for a good while and that was good for those
channels and then we got into direct tv and a thousand and we got the internet
of course everything is important for supply and demand when you’ve got a
bigger percentage of the attention now so it’s not as good for the apps or the
media companies behind them but it’s better for potentially better for the
user and snapchat and that’s why it’s happening right if you go on snapchat
discover back in the day and there’s all these brands and you don’t give a rat’s
ass about any of them valuable to you but as it starts
bringing kind of new things to be equation new subcultures niches things
that you’re into you’ll be excited and so you know I think that I think the
snapshot and for users as long as the channels continue expand and bring value
to people it’s like the internet you know the better than cable because it gives more people more
options are consuming what they want then what will counter argue that while
there’s just a bunch more crap there was plenty of crap when I was 13 channels
there was crappy show that you have 1896 channels will be launched did you love
all of them did you well I mean this notion that limitations cheery better
stuff is a very arrogant POV from the people that vested interest in staying
small they’re getting more about you I like the capitalism and the stand the
real meritocracy so I love the internet I love that you watch or listen to this
show because you really like or I’ll bring you value because there’s a
shitload of options it’s not because it’s 1957 and one of the three anchor
men that evening you know when a couple of other options
I love the supply and demand of the internet of the open web of the maturity
of where we are and so I like that for the end consumer I like that everybody
that’s watching listening right now has a limited options and they can find what
brings them value and so to answer the question directly yet it’s not as good
for the media properties but that doesn’t matter because snapshots job is
to make it better for their users and for themselves EJ Chapman asks my podcast website gets
a lot of page views but they’re not

– [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?

– [Voiceover] Shawn asks, “I was
asked to fill out a self-evaluation, “but I think these are just a waste of time “and don’t help that much. “What do you think?” – I think it depends on
who’s on the receiving end of the self-evaluation. There are things that
I’ve done in my career where I’ve asked employees to do things and never then read it, and that was obviously a waste of time. (laughs) Right? And that’s not fun for me to admit, but things that I learned
as a kid at Wine Library and the truth is even at VaynerMedia there’s been things that I’ve done. A lot of my employees
now know, let’s do it on a call for two minutes
instead of emailing me ’cause that’s not how I roll. If somebody’s on the other
end listening to that feedback and actually does something
with that feedback, the self-evaluation is tremendous. I think you’re barking up
the right tree, though, is I don’t think that’s happening
in 99% of organizations. mainly ’cause the intent
isn’t there to give a crap enough about the employee, and
so my cynical point of view of how businesses are
treating their employees leads me to, you’re probably right. Now, if you’re there because you believe, I’d like to think that India feels good about doing it at VaynerMedia with me on my team, so then it’s valuable. But I think it comes down to more about how much you believe in the organization, more so than the tactic that is deployed in a self-evaluation. I also think people are full
of crap in self-evaluations, like you’re always gonna give yourself, if it’s 50-50 if you’re
like am I good or great? Great! Am I lazy or just solid? I’m solid! So like everybody’s always leaning to their best benefit, it’s human nature. – [India] Really, you think everybody is? – No, I think that’s a good point India, I do think some people are
stunningly hard on themselves. But yes, I think, you know, first of all it’s a good opportunity,
I never think anything’s a hundred percent, the
hell’s a hundred percent? Nothing. But yes, I do think the far majority, and 94%, which allows me to say everybody.

“Gary, how do you analyze all
the social media data “that you get every day? “Personally and corporately.” – What’s the corporately part, like, how does VaynerMedia do it versus me? I do it completely on what got me here in the first place, and Brian, you know, this might be interesting, Brian, it’d be interesting, this is
probably to make me feel good, but you can go anywhere you want with it, you have an interesting perspective, because you were actually
there when my thing happened. There’s not that many people that were. So, you know, I did it back then on feel. I was right about a lot
of things intuitively, and that’s what I do now, I mean, I just read it, I read my feeds, I read my comments, I look
at the enagement levels on what I’m putting out, so
I’m analyst on my own stuff. Vayner as a corporate entity is doing it much more
Excel sheet than gut feel than I am, they’re
analyzing numbers deeper, they’re converting that into a report for their clients, I’m sure
you guys do similar stuff, but me, personally, I’m just reading it. Like, I’m watching how fast
I get likes on Instagram when it’s convenient, not every post. You know, if I’m on a plane
and I do it right before I take off, and as soon
as I get the Wi-Fi, I can look at it, like,
there’s kind of serendipity to the way I analyze, but I’m feeling it. I was very intuitive in
the way I marched in, ’06-7-8-9, a lot of
those things worked out. I continue to do that, I continue, look, I’m doing it even with the show. If you’re noticing, Brian
is now the culmination of a period here where we
brought in a lot of guests by comparison, so I’m
always testing and learning, looking at the comments,
trying to understand, trying to vibe with it. Bri? – The one thing I will say about you as your friend, is that
you’ve always cared, right, so at a time where, we’ve
come up with a lot of people over the years that just
really try to buy into the hype, create the hype, and really try to grow their fan bases,
and all of that activity, without actually adding
value to the community. You’re still hustling probably
harder than ever before, maybe more than you did early on. You take that feedback, I watched this, you take that feedback, you
actually do something with it, you do shows like this
where you can add value to people’s lives, people’s streams, with everything that you do, so I think your metric
system is just sort of a validation of the fact that
you’re listening to people and trying to give back to the community. That’s evident, and you
should be rewarded with that. – Appreciate it. You like that, India? And by the way, by the
way, I have been asked by 900 people to sit in this seat and do this, and we’ve been at 6, and, like, 5, and one of them was my father-in-law,
so it’s not, you know, I think it speaks to your ways. Well, and then there’s all
the behind-the-scenes stuff that you and I know, which is, there’s the business stuff, and you can be very business-oriented, this is a good lesson for
a lot of the youngsters, there’s the black-and-white
business stuff like, ‘yo, homie, support my book?’ Sure, I could do that, but
then there’s just life, right. Like when somebody’s sick, when you post something on your Facebook that you’re having a tough time, or the, all the people
that we share in common that we’ve never sat
in the same room with, that, how they talk about us to each other when we get brought up
in a setting, right? It’s all those other things that are part of the equation as well. – You know, I think, if
there’s one thing I’ve learned along this journey is to constantly give more than you take and. – 51-49. – Treat people in ways that
make them feel more special when they leave an engagement with you, and then, last is, just
live and act and breathe as if you want people to talk about you when you’re not in the room
in a way that’s complimentary. – 100%. Legacy and brand.

“Is it wise to form a startup
around an app or website “which will solve a problem,
but without yet knowing “how to monetize it?” – Yes, Anthony. Solving problems in utility form is one of the greatest ways
to make a shitload of money. You know, for, I mean like, absolutely. Like, like, if you, you know, yes. I’m like, anytime you solve things for, anytime you solve things for people, monetizing becomes the
easiest part of the equation. The reason I’m pausing a
little and jumping around, Vayner Nation, is I’m
rolling with disrespect for Anthony, ’cause. It’s Anthony?
– [India] Mmhmm. Because it’s, it only
speaks to me not believing that you’re gonna solve the problem, to be very honest with you. It, it like, I have a bad
feeling in my stomach. Anthony, I love you, thank
you for supporting the show. I have no interest in dropping venom on Halloween here, but, um. Yes, that’s so like crazy to think about. There’s a million ways to monetize. If you actually bring value to people, even if you make people laugh
and escape their real life, you make tons of money. It’s called the entire
entertainment business. Right? Like, if you solve something tangible, like invent a car so we
don’t have to take horses, ya sell it. Like if you make something, sell something that’s a thing that makes thing better, you monetize by charging
for something that, I’m just. I don’t even wanna answer this question.
– [India] Sorry. This is crazy question. – [India] I’m sorry. – Again, the last part,
even if you don’t know how you’re gonna monetize it yet? – [India] If you don’t know yet know how you’re going to monetize it. – You’re gonna sell it! You’re gonna sell it. You’ve solved a problem, you’re gonna sell it! Either to a human, or
to a business that wants to sponsor the fact that we’ve
solved somebody’s problem, which is the height of value in humanity. – [India] Mmhmm. – Oh look, I created this potion that makes people feel better. How am I ever gonna make money? I mean, what the (bleep). I mean seriously, people. We’ve done this for 158 shows. Like, seriously. Ah! I wanna, I feel like I might,

at Collision 2016 in New Orleans. I’ve never been to an event like this, so I’m not really sure
what to prepare for, how to prepare for it. I was wondering, what would
you do if you were in my shoes, if you were going to not
necessarily look for money, but more looking to make contacts? I’d appreciate any information, any insights you might
have on the situation. Thanks, Gary.
– [Gary] That’s real nice. Jarek, really legit American
flag waving so beautifully in the background. I did notice the Giants t-shirt, so I’m a little bit pissed with Jarek now. Lewis any thoughts on that? I think you wanted to establish your name in the marketing and business world. I assume you started
going to a lot of events for the first time through
the last half decade? How did you approach it? – I remember when I was
broke, on my sister’s couch, I took a Greyhound to one
of my first events in 2008. It was in New York. It was like a sports
film festival in Philly. I took a Greyhound,
and I had a suit jacket and a carry-on case. I remember I had a hostel
room that I got for like $17. Because I knew the value. I met a guy named Ben
Sterner, who I think you know who works out of here. He was like, “You’ve got
to come to this event. “You’re gonna meet a
lot of powerful people “that’s gonna help your business, “your relationships, your brand.” So I was like I gotta get there. I rented a hostel for $17 the first night. I walk in, late at night and there’s throw-up all over the ground. There’s throw-up all over the
floor, all over the bathroom, and 20 snoring, European guys in the room. But I knew the value right
when I got to this event how important it was to connect with influencers and powerful individuals. And I stayed up all night with people and just built a relationship with them. It wasn’t about being at the event it was figuring out where people
were going after the event. And getting in with their friends and then creating friendships with people. I never talked about
business or asked for advice. I just said, “What’s
going on in your life?” Like how can we be buddy-buddy? And, let’s do thumb-wrestling
wars, whatever, like I did with you in 2009 or something. It’s like let’s have fun
as opposed to talking about the thing you don’t want
to talk about right now. – You know to me, Jarek, I think
it’s a really good question and I think that’s right. I think at some level, if
you’re not meeting people, you’re not hitting on your KPI. I think Lewis speaks to
patience in a relationship, I think it really matters. Trying to throw around your business card or pitch your business, is
completely the opposite move. – Not to cut you off,
but to set an example, I’ve been essentially jabbing
for six years with you. – That’s right. – I never asked for anything. – I bought a shit-load of these books. – But I’ve never asked for anything except for
– [Gary] This book. – [Lewis] The blurb on the back. Which you know. – Which is a big deal because I don’t like giving them out. – And also hey, can I come on the show. And, you bought some books, yes. – Which is my own advice, right? I talk about that a lot which
is cash in all those chips when you’ve got your signature moment. Like you need this to do well. It’s another watershed
moment in your career. – Before, what was that guy’s name again? – Jarek. – For Jarek, I would not
ask anyone for support or help right now. I would just say how can I give
that person a relationship. – Listening to Lewis’ narrative, Jarek, I think one of the
biggest things that people make mistakes for, is
they go for short-term nickels and dimes instead
of long-term dollars. So, if you find, the more
important the person you encounter in New Orleans, the more you
should not ask for anything. Too many times, the amount
of people that roll up on me, I have no idea who they are,
and they want $100,000 from me because they’re gonna
help me buy the Jets. It’s pretty intense, there’s no context. It’s not the right move. Again, back to his story. Go sleep with 20 snoring
throw-up dudes for $17 if you’ve got a practical
financial problem. Have the humility to go
sleep on your sister’s couch, if you have a financial problem. If your financial problem
needs to be solved by you going to the most important people on first impact and asking for $25,000, you’ve put yourself in a bad position. So I think what you need to do
is put yourself in a position where you put no pressure on yourself to close at this event,
but build at this event. – And look at the long-term. Think of relationships for
five years down the line. – Hundred percent, India? – Last one from Adam.