(audience applauseand cheers) - thanks for having me. so i'm super excited for the q&apart and i'm gonna try to rush into that asquickly as possible. but i'll give you a little bitof my spiel, what's on my mind right now and then hopefully we can go into that q&a. i think the first thing i wantto talk about is the fact that i think we're living through one
of the biggest cultureshifts of our time. i mean look, 30% of thisaudience right now is using a cell phone to record thisconversation and are looking at this talk through their device. which i'm all for,don't put it away. i actually thinkthat's exactly right. and i think that one of thegreat misnomers, for example, so many of you aredoing online business. you get taught oryou get talking
about how do you monetizefrom your website. this, that and the other thingand the next 24 to 36 months most people are gonna consume the entire internetthrough a mobile device. yet, most of your websites are completely optimized fordesktop computers and laptops. right? this is the thing thati spent all my time on. what is really happening withconsumer behavior that most
people aren'tfully adjusting to? where is arbitrage? the only thing i do for livingand why i have the audacity to think that i can buy amultibillion-dollar sports team is that all my success has comefrom a very simple move which is day trading attention. my asset, the thing that i mostcare about, really you know, if you sit in this room anddon't understand the importance of this asset,you'll become vulnerable
and not have as much upside. the entire game ispredicated on attention. before you can tell me how greatyour listing is that you're selling or how great yourproduct is or how you how amazing your nine week courseis, before you tell me how great your shit is you've gottaactually get my attention. and in 2016 the supply anddemand of attention has become extremely difficultbecause we're getting thrown at us so many things.
we are now living in a worldwhere information is being pounded in our face 24/7/365and the things that are gonna break through are gonna actuallyunderstand not only that you have to produce great contentbut way more importantly that you have to understand thecontext of the place where that person is consuming the content. if you're a real practitioner inmarketing you understand there's a substantial difference betweena video that plays on facebook, that plays on youtubeand that plays on snapchat.
these arefundamentally different things. my mindset is different. a 42-year-old female in theunited states that goes on pinterest and then 20 minuteslater goes on facebook is the same woman, with the sameincome, with the same scenarios but her mindset is differentwhen she's on pinterest 'cause she's got aspiration to buythings versus when she's on facebook because she's keepingup with her world yet every day marketers in this room andcompanies all over the world put
the same picture andvideo in her feed thinking it's gonna act the same way. my friends, we are livingthrough the single biggest culture shift, single biggestculture shift of end consumer attention since thetransition from the radio to the television. it's happeningright in front of you. right this second and yet somany people in this room live their lives one way but
they market a completelydifferent way, right? one of the things that bothersme the most especially the homework, you know, these 21hour traveling days allow you to catch up on a lot of work and onthe way here i paid attention to a lot of the people in thisroom that have been tweeting or facebooking or emailing methat they were gonna be here. i took advantage and was able tothree or four hours of research to really pay attention to what some of you guysare doing in this room.
and to be very honest with youand i apologize i didn't want to come to sydney to razz but tobe very honest with you the far majority of people in this roomthat are marketing our marketing in their best interest and not in their consumer'sbest interest. the lack of patience, the lackofcontent that has anything to do with other than what you wantthem to do is quite stunning and would be a very quick indicatorto me that the return on the investment is not as great asyou'd like it to be because you
default into caringabout yourself first. a lot of you consume my stuff,you've heard my spiel, i'm a big believerthat the people that win deploy more valuethan ask for in return. when you're deploying as i like to say 51% ofthe value, you win. as a lot you know, i don'tplay the game of masterminds or e-books or courses because i'mvery comfortable putting out my content for free and then once
every three yearsselling an $18 book. i'm very comfortablein that environment. it's also the reason thati think i'm able to build $100 million businessesthat don't require me. and really i'd like to pound that thesis down thiscollective room. i think the one thing that i'venoticed has become very clear to me that is a vulnerability andit runs true across a lot of demos is lack of patience.
if you really asked me what'sthe telltale sign of somebody who's really winning or iscapable of winning versus not it's completelypredicated on patience. you know, way too manypeople aren't recognizing, how 'bout this? how many people in this room areretiring in the next 10 years? and i don't meanyou're gonna crush it. i mean you're fuckingold and you're finished. (audience laughter)
how many people in this roomare retiring in next 10 years? raise your hand. raise it high, don't be scared. so for the six of you, four ofyou, you could take a lot of what i'm about to saywith a grain of salt. right? but for the majority of you,i just want to remind all of you that only 11 years agoyoutube, facebook, smart phones, twitter, snapchat,instagram it didn't exist.
nothing existed 10 years ago that is now at theforefront of attention. i grew up, actually how many people here don't really knowmy spiel? raise your hand. just curious.good amount. great, perfect, i'llgo backwards then. i grew up poor. i was born in the soviet union. i came to us when i was three.
my dad got a job at a liquorstore and eventually saved a lot of money over aseven year period. great shirt. and, and, oh and you too. and eventually owned a smallliquor store in new jersey. i grew up an entrepreneur. very hustler kid,baseball cards, lemonades stands,things like that. i got to my dad'sbusiness at 14 and
at 17 i fell in lovewith wine collecting. i realized that people collectedwine the way i collected baseball cards and memorabiliaand that became my passion point to wanting to getinvolved in my family business. in 1996, i launched the secondever e-commerce wine business in america and from 1998 to 2005, in a seven year window,i built my dad's business from a three toa $65 million a year business. so, my first business was
retail bricks and mortarand e-commerce. not information, notmasterminds, not books, not being mejust being an operator. i didn't start talking aboutbusiness to the public until i was 34 years old. i built my foundation in building a tangibleactual business. that's what i come from,that's who i am. i'm currently the ceo of a
650 person digitaland social agency. kind of madison avenuemadmen 2016 business. i grown that business from athree to $100 million business in the last five years. i'm in the business of buildingbusinesses, i just happen to quite enjoy putting outinformation that has an impact on people along the way becausevery honestly and this is quite simple, i'm selfish off the highthat i get when i get an email from somebody that has hadsomething good happen to them
based on my business advice. that's where i'm at. that's my life.i don't-- (audience applause) - thank you. i'm gonna make a lot moremoney on my uber stock and on my facebook stock than i'll evermake being me or selling a book or getting paid to speak. what i like is beinghistorically correct.
what i like is knowing thati was gifted with a way to communicate that actuallygets through to people. for example, 90% of the peoplein this room are not willing to work as hardas their ambition. right? let's just cut to the chase. do you know how many ofyou are full of straight shit? let's cut right to the chase. you talk a big game of what you want but you're notinterested doing--
how many people in this roomwatch dailyvee, my video blog? so what this group knows versusthe half of the room, or third of the room that raised theirhands that don't know me is that i work 18 hours a day. 18. that's what i do because i talka big game and i want big things to happen and so you actuallyhave to put in the work. somebody in this room sent me asnapchat message couple hours ago and said, "gary, talkto me about passive income."
let me talk to all ofyou about, passive income. it doesn't fucking exist. (audience laughterand applause) there's no fucking algorithmthat's gonna let you sit on the fucking coast and drinkfucking champagne while the money comes rolling in. it doesn't exist and ifit does you're either doing something illegal or somethingthat would make your spouse be embarrassed of who you are.
i've been to enough bullshitmarketing conferences where i've literally watched thespouse of the person on stage not feel comfortable telling people how their husbandor wife makes money. i have no interest in having alegacy that i can't be proud of. i also have no interest intelling you how to make your money or how you live your life. i have no audacity or abilityeven begin to think about that but what i will tellyou is this, my friends.
in a 2016 world, right, in a2016 world everybody in this room is the patriarch andmatriarch of their family and i would tell you that i liveunder a very aggressive thesis of how you make your money ismore important than how much you make and i feel as though one ofthe big messages that needs to start being talked about is someof the emotional intelligence aspects of running a business. i can stand here verycomfortably and tell a lot of you that i'm not superiq'd out. i'm just not.
i'm not super smart when itcomes to just information retention of shitthat's happened. i've read seven books,i've written four, right? i'm not that smart. i'm really not but what i cantell you is on the flip side when it comes to theemotional intelligence, empathy, self-awareness, gratitude,intuition, i'm all-time. as a matter of fact, in my willright now, in my active will, it says if humans ever figureout how to measure emotional
intelligence, i want tobe dug up and tested. because i can't explain to you how i know that every person in this room is goingto be on snapchat or that every person is going to eventually-- i know the fact that everybodyin this room 20 years from now is to be sitting in their homeor whatever we're doing in 20 years and living throughvirtual reality and that they'll
be struggling to understandif this is real life or if virtual realityis real life. i also know that 80% of his roomjust heard me say that sentence and said, "get thefuck outta here." in the same way that i stoodin a room like this in 1996 and said people were gonna buy wineon the internet and everybody in this room laughed at me. because the guy thatwas sitting with me on stage worked for the yellow pages.
i don't know if they have thatdown here but the yellow pages and made fun of me and said whohere, we were bantering and he goes actually goes, "who herewill buy wine on the internet?" nobody raised, could youimagine being here right now and watching this entire room,nobody raises their hand. i looked at him and i said,"honestly," and this was a different world, i said, "i wishthis was being recorded because "i will behistorically correct and "all of you will behistorically wrong."
and so, i do that notbecause i'm smart, not because i know, it's intuitive.i can feel it. i watch it. i see little thingsand i just feel it and so here's what i can feel. i want to make my money in a waythat makes me proud because i don't want to have theconversations with my grandchildren abouthow i made my money.
everybody here needs tounderstand everything you're doing is being documented. all of it. like every landing page youcreate to convert someone, everything is being documentedfor ever and i'm watching so many of my contemporaries and friends chase money over their good name, over theway they're feel and i'm very concerned about it.
i also know that everythingthat you know today is being disrupted heavily. i know that the hotel industry,this lovely hotel, the hotel i'm staying in, i know thatfive years ago none of them sat there and said, okay what's yourbiggest threat in five years? they were worriedabout each other. nobody's raised their hand atthe four season hotel senior staff meeting five years ago andsaid what if somebody creates like an ebay for people selling
each other theirrooms in their homes? nobody saw airbnbcoming in that industry. the guy or gal that owned themost taxi medallions in new york city he or she didn't sit aroundfive years ago and said, "you know, somebody might createan app on the iphone where "people are gonna hit a buttonand a limo is gonna come in "two minutes and pick them up." we are living, email,i literally thought email was the most indestructible core
communication funnelin our society. how many people in this room,by show of hands, are familiar with slack or using slack? what's slack?google that shit. we don't have timefor that right now. one more time, howmany people know slack? i don't predict slack, i justlook at slack and go holy fuck. gchat and email in myorganization has collapsed by 80% since we've installed slack.
so, then i text stuartbutterfield, ceo, and i'm like, "can i invest?" that's what i do for living. we are living through a muchbigger culture shift than this room it is respecting and so what i want todo is a couple things. number one, and caleb it's funto have you here because i use it as a proxy, i watchedcaleb from afar and i'm like you better fucking talk about14-year-old things not like he's
40 years old becausehe's fucking 14, right? and he's got a ton to add. especially, like what's actuallyhappening in 14 to 20-year-old land but i don't think a47-year-old in this room is gonna respect a 14-year-old tell him how to livelife when he's 14. you need to stay in your lane. too many people want to besomething before they are. you got plenty of time for that.
the bottom line is you needis, if you're so advice, please fucking know whatyou're talking about. and please as an audience weneed to start understanding like there needs to be,listen, everything can fly. everything can fly. you can do anything you want but i'd like to start employingsome common sense. wouldn't it make sense to takebusiness advice from somebody that's actually built a businessversus the only business they've
ever had was togive business advice. doesn't that fuckin'make sense to you guys? i don't know. like, it fucking makes sense. attention arbitrage, i builtmy brand on email, youtube and twitter in 2006 or '07. back to the story. i built a big business. how did i build it?
how many people your doneemail marketing in their lives? awesome. in 1997, i had an emailnewsletter for my wine business 200,000 people that had a 91%open rate and 65% click through. i'm no hero though. it was because it was early. marketers hadn'truined email yet. right? we didn't ruin it yet. i tried and i do and i'm tryingto ruin snapchat right now.
that's what i do. show me with there'sattention, and i'm a salesman. i want you to buy shit. so i'm trying to figure outhow to sell you stuff on it. that's what i did with email while everybodyelse had catalogs. then something came out,it was called google. right? i was intrigued by it 'cause they this ad productcalled adwords.
the day it came out i owned the word "wine" on googlefor five cents a click. and i owned it for 9 1/2 monthsbefore anybody bid me up because people still didn'tknow what it was. how many people here are actively creating contentfor their business? and by the way, if you raiseyour hand i will jump out here pick you and if you'renot actually doing it, i'm gonna ruinyour personal brand.
so ready? how many people in this room areactually producing content right now for theirbusiness on snapchat? seven. meanwhile, it is the fastest growing attentiongraph in the world. now, to your credit it isabsolutely a 13 to 25-year-old thing which may not work for alot of you but here's the key. it's like running a marathon.
if you're gonna run a marathon, it's probably goodto run a 5k first. if you're gonna run a marathon,it's probably good to train on the treadmill beforeyou do it. right? so the reason so many more handsin this room should've went up for snapchat was in 24 months,much like facebook, the far majority of 30 to 50-year-olds,actually i'm gonna go with 25 to 45, 25 to 42 will be on it andit will have more attention on it then a lot ofthings you've done.
that same newsletter on my emailservice now has a 36% open rate. it's bigger, i'm much betterat it, it's things i've learned yet it can't be as good becausethe supply and demand of attention everybody hasan email newsletter now. i amassed a million followers on twitter becausei attacked it in 2007. i rode it and now it's decliningand i'm not emotional about it. i'm getting far less engagement,far less reach, far less business results for my twitter
account thani did 36 months ago. do i cry that it's over? no, i do not. the level of crying whensomething's over is disgusting. i'm sorry that your conversionfrom your affiliate marketing or your jv email newslettersdoesn't work as well. get the fuck over it. the market changes. nobody caresabout your feelings.
the market doesn't care. you care, i care but the marketdoesn't and unfortunately for everybody in this room,the market is what matters. and so what happens is whati see from far is people, you know, i always tell mybuddies the quickest way to go out of business is to beromantic about how you make your money. the quickest way to go out ofbusiness is being romantic about how you make your money.
a lot of you in this room, historically, havefound an arbitrage. something worked. right? whether it was email or googleadwords or affiliate marketing or banner retargeting or jv'ingor whatever the hell it was. videos on youtube. whatever it was, right? joint venture,yeah, she got you. i see you.
your homie's got you. whatever it is,you've found it, right? right now, i think one of the great arbitrages isinstagram influencers. right? i think one of the mostunderpriced things to do right now is to go to instagramaccounts that have a lot of followers, see them, hopefullythey have their gmail account in the in their profile which many of them do 'causethey want the money.
you email them and you askthem the price to do a sponsored post, natively and integrateit and it works extremely well. it is by far the executionthat i most excited about for my current book and is doingextremely well because that's where the attention is and thoseprices will go up as people, as they get 15 emails a day insteadof one, the price goes up. it's just these levers. i'm desperate to pound thisdown everybody's throat because what's gonna happen over next 10years is we're gonna have 4 to 7
to 11 shifts in the marketplace. over the next decade,you will have 4 to 7 if you are doing email marketingeverything was fine until google and gmail decided tocreate a promotions tab. that wasn't good. and everything was great for thetwitter influencers like me in 2010, '11, and '12 wheneverybody's attention was there. but then it was gone. it's no different thana hit television show.
when there's a hit televisionshow, the big brands in the world want to run ads andcommercials during that show. eventually that show is notpopular anymore and those ads aren't as good. this dynamic is playing through every singleday in this marketplace. the problem is in,at this level, is people are holding on and they're not educating
themselves on what'shappening next. they're makingemotional decisions. i love when people tell me this. people are like, "gary, butyou have to understand, "i didn't growup with this stuff." (single man laughing) and i'm like, you like that?(audience laughter) that was a greatlaugh, thank you. i'm like, "that's right, ron.
"but you didn't grow up drivingand you figured that out." there's way too much emotion atthe 30, 40 and 50-year-old level that they didn'tgrow up in this. i've got news alert. i didn't grow up with it either. at the time thati was 18 years old, i had spent 20 minuteson a computer my life. i didn't grow up with it. i just figured it out.
i love how people don'trealize that putting in work and learning is one of the requisites forbuilding a business. like literallywhen i'm like, "hey, you need tolearn instagram." "really?"(audience laughter) what the fuck'sthe matter with you? yes, really.(audience laughter) like, yes, really yesyou have to learn.
it's a weird thing. you have to know what the fuckis going on in the world, yes. and so, look here'swhat i see happening; the market's movingfaster than ever. these generations of attentionare not lasting as long. facebook, the reasonthey created an algorithm, where all of yougot mad that you can't reach everybody,it was to save the platform because if everybodysaw everything from everybody
we'd all be gone fromfacebook a long time ago. the reason theycreated an algorithm is now people are still on it. as a matter of fact, people arespending more time on facebook today than 36 months ago because their tweakingthe algorithm so well. it's so interesting towatch this play out. a lot of otherplatforms haven't. whether facebook or instagram orsnapchat are here in 36 months
from now or not, i don't know. truth is i don't care. what i know is that i'm going to consistently pay attentionto what's emerging. if you are not following thisnarrative and if you do not understand in this narrativethat one of the most important things to do is to createquality content and you've heard this clichã©d bullshitmarketing talk your whole life. the problem is it's true.
the problem with the clichã©thing like you have to produce content that'svaluable to sell shit, the problem withit is it's true. it's true. you have to provide value andmore importantly you're only as good as your last at-bat. you're only as good asyour last piece of content. you're only as good as that. these logos, these logos,
you have to understandwhat's happening. this. i think we can all agree thatthis becoming a very important thing in our lives, right? thank you. it's my hotel key. this is a very importantthing in our lives, right? and i think this is quicklybecoming the television and the television isbecoming the radio.
now this is super importantbecause of the following. how many people in this roomnow, in every 24 hour window, including when they sleep are always within arm'sreach of their telephone? i mean, it is literally thepreview of us becoming robots. literally, it is. so this is the mostimportant device in our lives. do you know howimportant this has become to me? literally, i would rathersomebody roll up on me in
new york city, steal my walletand stab me in the stomach with a knife then lose my phone. (audience laughter)that's how important it is. so, my friends, thisif you agree as i do. how many people here arelucky enough to have a 13 to 18-year-old grandchild orsibling or child in their lives? i think you guysknow, this is it. not even the laptop. as a matter of fact, even, olddude, 40 years old i now only
travel with my phone. i no longer need my laptop. i do everything on this device. the average 15-year-old in theworld, not america, in the world when coming home goes to theirroom and spends all of their attention time on this. there is no television. there's no goingthrough their direct mail. there's no shit like that.
there's no going your landingpage optimization horse shit. it's this.(audience laughter) and here's where it startsgetting really serious for me. because i view social mediaand i know, i did my homework, i know where social media sitsin this room as importance. let me give you a quick preview. shit.(audience laughter) social media, my friends, there's no such thingas social media.
it's a word. let me tell youwhat social media is. social media is the slang term for the current stateof the internet. and when you wrap yourhead around that shift all of a sudden it's not as easyto kind of like diss it. and if you wrap your head aroundthe following data, you'll start paying real close attention. this is the most importanttool and not just by the way to
14-year-old girls. do you know that on instagramthe fastest growing demo taking selfies are 42 to45-year-old females? literally, cougar selfies. so, this is the mostimportant device in the world. this were all of you aregonna sell your homes and your information and youroffice space from. wrap your head around it. that's where it's gonnabe words can be sold.
and now follow me, thosefive logos and the other seven websites that are important insocial media, they represent 53% of all minutesspent on a cell phone. more than half the time of everyconsumer, all ages, across the board, is spent on thoseplatforms and most of you aren't doing dick on any of them.(audience laughter) zero, goose egg and ifyou are you're mailing it in. you're putting somerandom bullshit.
you are playing in a place whereit's email, it's your website. your website that many of you,by the way, three of you, three of you, i don'tknow you guys are. three of you when i went to your website weren'teven mobile optimized. weren't even nativeto a mobile device. and you know who you guys are. you haven't even made yourwebsite work on a mobile device. even though in the next 24months three-fourths of all
internet consumption willhappen through a mobile device. so, i don't know. i don't know whatyou're waiting for. i don't know whatprocess you're interested in. what thing you're gonna do butwhat i do know is that you think that your customer isnot on it and they are. that's your vulnerability. i know what's happening. you think your 49-year-old sallyand your 57-year-old stan
is not on it and that's who yousell to and that's why you disrespect it becausewhat you're doing is you're disrespecting what'sactually happening in the world. for example, how many people this room have sent an emojivia text? raise your hand. raise your hands high. i want everybody to look around. this is not a 14-year-oldaudience except for caleb. this is not--(audience laughter)
this is not a 14-year-oldaudience yet 36 months ago most of you didn't know what an emojiwas and now here we are today 36 months later and there are60-year-old men literally texting omg and sendingshit emojis to each other. it's the truth and you knowit because what you haven't realized is the following; what technology is doing isaging down people. guys, what technology is doing
right now is it'saging down people. if you're lucky enough to besitting here right now and you are of the age and you'refortunate that your parents are still alive and you're of theage where you could remember your parent at theage you are right now. if you're lucky enough rightnow, stick with me, that you're lucky enough to know your parentthat you're a kid and you knew your parent at the age you areright now, let me give you a preview, you are much younger
than they wereat this age for them. you should, the average45-year-olds dress and actions, what she spends money on maps a 28-year-old womanonly 10 years ago. technology is bringing our agedown quickly and so you will quickly be on snapchat becausefor the 32-year-old woman going to be cool and important to beon snapchat in 40 seconds if it isn't already and in la, new york and san franciscoit already is. got it?
this is just historical. this is what happens and so whati know is this entire room wakes up in five years, five, i know there're six ofyou retiring in 10 but this entire room wakes upin five years and your customer that's gonna sign million-dollarleases and buy-- my entire social network,my actual friends, four of them have bought $3 million homes or above throughsocial media in the last year.
my buddy just bought a$700,000 watch from instagram. you know what i call that? roi. ge one of the biggestbrands in the world, we sold a multi-hundred milliondollar jet engine on linkedin. not by spamming them either. content. if you do not understand thatevery single person in this room is now a media company,
then you don't understandwhat's happening. if you do not understand thatyou are a media company first and then you sell homes if youdo not understand that you're a media company firstand then you sell wine. if you don't understand thatyour media company first and then sell clothes or informationor this that and the other thing, then you are notunderstanding what's actually happening and you are goingto be in deep fucking shit. (audience laughter)and i mean it because
i promise you this, my friends, much bigger companies than yours and i have beendisrupted by technology. borders and barnes & noble'swere better businesses than yours when amazon came along. and this is happening atscale and what you don't know if you're not completely all-inon this is what happens when there's exponentialscale of maturity. the internet is 20 years old.
and i know there's some, "actually in 19," i know, nerd,but i mean-- (audience laughter)i mean the consumer internet. when normal people havegone on it is 20 years old. if you look at the growth ofeverything that's happened in the last five years, it is insane. yet globally still only 11to 14% of the e-commerce is happening on the internet. it's just started and if you arenot adjusting to this reality
you are massively vulnerable. so while this room spends a lot of time on tactics,and by the way, tactics are massivelyimportant and i'm pretty aware of the programming here,tomorrow really fucking matters. those tactics aregonna really matter. they matter becausetomorrow matters. and next thursday matters andthe following sunday matters. you're living now but the bottomline is everybody's way too
addicted to the quick tactic. what's gonna make me moneytomorrow while not recognizing the macro trend that is looming. if you aren't, i mean i never,i'm constantly spending 20%, 30% of my money and energy on shitthat doesn't have a prayer to bring me any value in thefirst year that i do it. that's called building a brand. that's called buildinga long-term business. that's called actually buildingfor something more than the cash
flow that i make that year andthat is been the separator for me in my career, that is theseparator for people that win at the highest levels and evenif your ambition stays quite humble, it's a prerequisiteto not be put out of business. it's just the way it is. now, how much time do i have? good? - [woman] i'm not sure,how much time does he have? (audience chatter)
i'm gonna go 10 more minutes and then i'm goingto do some q&a. i want to spend 10 minuteson emotional intelligence. my friends, in america, whichis the number one competitive entrepreneurial market in theworld, to be in the top 1% of earners in america youhave to make $400,000 a year. i really want to starttalking about practicality. this whole notion that everybodyhas to make millions and millions and millionsof dollars is insanity.
we have to recognize if youactually have the talent to be able to do that. building an actualbusiness takes talent. you don't get to just build amillion dollar business 'cause you read a fucking book or'cause you want it or 'cause "the secret" is gonna fucking help you do ifyou wish for it enough. it's not how shit works. there's no 17 stepprocess if you suck.
there's no 17 fucking stepprocess for me to be fucking the best basketballplayer in the world. it does exist. there's no 17 step processto make the fucking beyoncã©. it doesn't exist. we have to, at all costs,reframe the conversation of entrepreneurship andbuilding businesses. if you actually took a step backand became honest with yourself and deployed self-awareness andunderstood what you were good at
and what you were bad at. i understood thati was built like a robot. that i don't need to drink,that i don't need to eat, that i don't need to fuckingsleep, well i need to sleep, let me rephrase but i definitelydon't need to eat and drink. to work 18 hours a day and thatis my competitive advantage. i don't work 18 hours aday because it's fun. i don't work 18 hours aday 'cause it's cool. i don't work 18 hours aday for kicks and giggles.
i work 18 hours a day becausei want to win, i want something and it is the thing that i can do better thananybody i've ever met. i've never met anybody inmy entire life who can work 18 hours a day, every day,forever until they die. that's me! my brother can't do that. nobody i've ever met can do thatand so they shouldn't do that. a lot of people i meet canfucking destroy it in nine hours
and have algorithmic headsand could do amazing things and they're the closest people i'veever seen the passive income because they run math arbitrageand scale against markets and that's god bless. everybody in here has three tofour core things that they're better at within themselves thaneverything else they do and the quicker that every one of youlooks in the mirror and actually has that honest moment withyourself and starts to deploy all, i didn't say some, all ofyour energy against those three
or four things the quickeryou will maximize everything starting with happiness,followed by money. we are spending way too muchtime and energy trying to be good at things thatwe can't be good at. it's just real talk and there is a how big is thebusiness you said? i just heard you. the information business? how big was that?
good, that entire fuckingbusiness is built on telling people how to fix things they suck at when theycan't maximize it. that's the truth. way too manypeople can't get there. it is against everythingyou hear from everybody. i get it. i understand how i sit on thisisland very by myself in the ecosystem, but fuck man,let me say this: think about the
thousand people that are themost famous and successful in the world and they all haveonly one thing in common. they fucking punted everythingbesides that one talent and spent every fucking minute intheir lives on that one talent. that's their common trait. now, now, does that not mean that you could be the best entrepreneur that you couldbe if you put in the tactics? absolutely but you better beready to swallow that that means
that you make 87,000 a year 'cause that's thetalent that you have. you could've made 42,you did the process, you put in the work,you tried really hard. you fuckin' really wantedit and now you make 87. that's pretty good. i could be a much better jumpshooter if i fucking took a 1,000 jump shots every dayplaying basketball but i still don't think i'mgetting in the nba.
and the reason i'm coming withthis to end is the following, not because i want to be debbiedowner, not because i want to be like, "look, i'm a really goodentrepreneur and you're not." it's because if you startbetting on your strengths maybe you're just organized, maybeyour great operator, maybe you should be a number two or numberthree in somebody's organi-- guys, the gal that was number30 at facebook made a fuck load more money than a lotof us being on our own. there's a lot of ways to goabout it that aren't predicated
on just being thenumber one and being that. it is an absolute realconversation that needs to start happening in entrepreneur-landand business-land of actual self-awareness tostrengths and weaknesses. it has to happen. the data is not on the side ofthe current narrative and so we need to deploy it. again, you can absolutelymaximize your marketing skills. you can absolutely be a bettercopywriter today then you were a
month ago if you practice andyou see the results but please, please understand that practicaloptimism is an absolute blueprint forsuccess versus blind hope. it's real. it's real and youknow the funny part is? most of you know it. most of you know it deep down in your belly and sowhat is it all mean? it means that you only have somuch time and energy and if you
can figure out what to deploy it against you willmaximize success. and i think it's a veryimportant time to start having that conversation because thereis other things that happened. there's tough markets,there's downturns in economies, there's other variables andthat's where betting on your strengths hasthe biggest upside. so as we head in to q&a, what i really want tofocus on is attention.
you know, likeattention is the asset. it's the asset. i mean if you just spend yourtime trying to understand where people's attention is and whereis it overpriced and where is it underpriced, you willmake a lot of money. if your competitors are buyingads in newspapers and sending direct mail while you're doinggoogle adwords and facebook, you will make a lot of money.you just will. as a matter of fact, as atactic, i would highly recommend
spending a lot more timesurveying and asking your friends andcustomers what they do. i mean it. you know what's one myfavorite things to do? look at the home,actually, you know what? everybody do this real quick. look at your phone. you know wheat's reallyinteresting about your phone? and this is why i grab somany people's phones when i'm
traveling, if you look at thehome screen of your phone you would be blown away how big ofan indicator the apps on your home screen are towho you actually are. if you really lookat it, it's stunning. i can like when i interviewpeople for like type a jobs actually grab their phone a lotto make sure there's like a lot of like evernote and calendarsand organize shit on there. it is an unbelievable indicatoronto who you are and a great insight into what that person'sabout and things of that nature.
these are the places thatwe need deploy our energy. attention and self-awareness. they are the rocks of highsuccess in the future market. (audienceapplause and cheering) - alright, cool, so i guess #askgaryvee show live. - [gary] yes, let's do it.- you up for that? can you do q&a?i don't know. - [gary] hell yeah, let's do it.- i'm just kidding, man.
200 shows, we up to 191.- we're up to 191. - good. is this episode 191?i don't know. - what's your name, my man? - my name's ross.- ross. - [ross] gary, you sold me onsnapchat, i'm convinced. - [gary] yes. - [ross] i see thevalue for personal brands. - [ross] and i see the valuefor big corporate logo brands. - what i'm missing is how doi use it as a small logo brand?
where like behind the scenesisn't really that interesting for my customers. - why would it be interestingfor a personal brand but not a small business? very quick, you're just lookingfor the excuse in this scenario. it's always the story, right? why would it be big business andwhy would it be one person but what you have to do isfigure out how to make the small businessinteresting, right?
now, the mistake a lot of peoplemake is they think they need to be a charismatic individualto help their small business. the truth is you need tothink about your genre. right? there's a lot of things, forexample, i know there's a lot of real estate people, i think themost interesting thing that a real estate agent can dois own their territory. so, for example, a smallbusiness, an eight person real estate firm is a smallbusiness logo, right? i think they should go andinterview all 100 people that
matter in that town. the principal, the personthat owns the bagel shop. the person that's livedthere the longest in town. you see where i'm going? being a content producer is hardbut it's equally as hard for a big business as itis for a person as it is for a mid-sized business. they're all hard. there's a lot of people, the farmajority of people don't win as
a big business. the far majority of peopledon't win as a individual. the far majority don'twin as a small business. what you need to do is figureout what the right story is that brings people value regardlessof where you sit there. - [ross] great, thank you.- [gary] you got it, brother. questions. - [kim] hey gary.- what's your name? - [kim] kim. i was onepisode 172 of #askgaryvee.
- awesome, man.(audience laughter) - my question for you is i'm inmarketing and marketing business it seems that a lot of peopletrying to replicate what you do. they're puting outcontent which is awesome. what's your recommendation onthem standing out in the field of people that aretrying to play at that level? - i think the way i stand outis i don't follow anybody else. all i do is follow people andthen i'm the first to report on things and that's mycompetitive advantage.
i think one of the mistakes alot of people do is they think it's a good strategy to followthought leaders regurgitate it and then be micro versions ofthat and they pick up the scraps and they do but you not to standout because by nature if you're following, you're following. what i would tell marketers todo is actually, so i have such a big advantage, i market forthe biggest brands in the world. i market for wine library. i market for my own book.
i sold 120,000 copies of#askgaryvee this week. (audience cheers) do you know how many marketinggurus sell 2,000, 3,000 copies for the whole weekwhen it launched? again, this is why want the whole market tobecome way more cynical. if you go look at the peoplethat are selling advice and they have a book and they sell 6,000copies for the whole fucking first month, there's a problem.
because aren't you supposed touse that marketing advice to sell your fucking shit? like, seriously? what i would say is go out anddo marketing like if you going to be marketing advice, go anddo marketing that has nothing to do with marketing advice,see how it actually works and then go report on how it works. yeah. is it on?just yell.
- [woman 2] testing, testing.- there we go. - [emil] awesome.- what's your name? - [emil] i'm emil buggies, i actually flew downfrom japan to come see you, i'm a big fan.- thank you. - thank you so much.- [emil] thank you, yeah. and i'm lookingforward to reading the book. i downloaded the audiobook as well 'causei heard it's a different--
- thank you so much.thank you. - [emil] in japan i doa lot of airbnb things. right now i'm renting out a lotof apartments and listing them on airbnb so airbnb managementtype stuff but the end user comes through airbnb. we don't really havedirect access to-- - to them. - [emil] business or platform sohow does a business like us go about promoting ourselves?
- so how are youguys organized as? are you buying these? are yourepresenting the apartment? what's you act, like how'syour business structured? - [emil] so we just werent apartments, okay, but-- - and then list them. - [emil] and thenlist them, yeah. - you're arbitraging airbnb.- [emil] exactly. - i think you need to createa consumer facing either,
like again, this is in, backto your similar question. this is where i love thisquestion, this is where i think i separate myselffrom a lot of marketers. okay that's what you do but whatyou can do is be a level up. again, think of content andbeing a media com--, if you're a media company firstlike i saw a lot of you react when i said yourmedia company first. if you thought like that, you do apartment arbitrage you wouldn't
be asking me this question. what you're doing, you're doingbut a lot of people do is you thinking about your business andyour thinking about content as a gateway drug to a transaction. it's number two. if you thought of yourself asa media company first and then somebody who does that arbitragewith airbnb, you'd be putting out content of the neighborhoodsand the area and the city. got it?
if you were positioned as ainformation to japan and we have this service that lets you stayin these apartments, your whole world would be different. if you had a guide of 10 bestplaces to eat sushi in japan and that was your gatewaydrug to the transaction, you'd think totally different. we have to separate marketing asa gateway drug to a transaction and being a content company.
so what i would do if i wereyou is start doing the, you'd be blown away, i mean absolutely blown away by the capabilities of targeting people on facebook or twitterthat are saying they're going to japan, putting out an articlethat says eight great places to eat sushi in japan and thenusing that as a gateway drug because at the end of thatarticle or on the left side of the article or however youdecide to ui and ux it, there's a transaction tostay in your places.
but that takes a totally different commitment,bro, right? that takes you hiring aneditor-in-chief to be in charge of the content when you're like,"what are you talking about? "i fucking rent outfucking apartments, gary. "you fucking maniac." and so when i think aboutthe world the way i see it, you know, people see theworld differently. i see all of you needing an
editor-in-chief oryou needing to be that. and i get why it sounds weirdfor your business to have one. i don't give a shit,i know i'm right. so that's the shift that i see. that's where i see youhaving a real opportunity. i would look at those locations,i would take a 10 mile radius of everything that's around it andi would become the number one content producer in the worldof every museum, park, sushi, restaurant, fuckingtheater, fuckin' everything.
you got it.(audience applause) and by the way, the advicei just gave you is hard, borderline expensive and you'vegot to be patient as fuck to get any pay dirt out ofwhat i just told you. you'll hate me for 18 months and then you'll kiss myfucking face in 24. - [glenn] i see my my man scottlachtman here hurting his neck from nodding so hard 'cause that's what he didin his area, man.
i love it. - [georgie] hey gary.- [gary] hey, how are you? - [georgie] my name's georgie,i've got a company called aftertherock.com.au andi'm a wedding planner. - [gary] amazing. after the rock, i like it.- [georgie] thank you. .com.au for everyone else. link it up, drock,if you're here. gary, i'm launching an onlineprogram teaching brides how to
plan their wedding kind of marie forleo stylein about eight months. - [gary] smart. - [georgie] and i wantto go hard on my-- - [gary] cani question real quick? - [georgie] yes.- [gary] why eight months? - [georgie] because i'mpractitioner like i'm in the business with a hell of a lot ofweddings coming up and i really want to do a massive pushwith my content and my marketing
before i launch.- [gary] got it. - [georgie] and i want togive a hell of a lot of value, and i've been testing it. it's ready to go, i'll betesting it and changing it as i go. but i just wantto be launching hard. so i really want to know, i gotideas of doing, well not ideas, i've got plans of on snapchatseries and all sorts of things i just want to how you wouldmarket it for 2016, 2017? - so the one disadvantage i haveis i haven't fully audited the
aussie market for that. we have some clients that dowork here that i've some reads on so i don't think peoplerealize australia is one of three best markets forfacebook in the world. from the thing thati trade, attention, the depth of interaction per contenthere is unbelievable. i think, before you fancy witheverything else, make sure you dominate facebook becausethe ability to target is so incredible in that environment.
the first thing comes to mindright away is what's going on, i don't know but the first thingi would do if you like if i was like really working to thefirst things i would do is audit pinterest very aggressivelyand understand what's happening there and understandinfographics and things that nature. but look, i think if you're ata place where you know to say, "drock, link it up," and you'vebeen watching my stuff, it's the whole themeof this talk. right?
i mean if you think about abride, if we're gonna generalize that they're not you know ontheir second marriage or maybe a woman that decided to getmarried later, they're young womenfor the most part. they only live here. they only live in the phone. they only live on those places. i would say instagram isprobably an incredibly, that i know for fact,
in this market so instagramis very, very important. i think they should probablystarting now for a 8 month from now launch, i would be searchinghashtags engaged, all those hashtags and i would startbuilding relationships right now with women that just got engagedor engaged in last six months just got married because if theycould be ambassadors or things of that nature i truly thinkthe attention on instagram from individuals is on believable.right? there's a lot of models inaustralia like i would even
though they may not be engagedor married i would look at them and try to figure out whatyour narrative is with them. i think that's a great arbitrage but it comes downto quality content. the fact that you're in thetrenches and actually do this for a livingalready has me excited. if you scratch your own itchon content, you win, right? if you actually have a businessthat you're building content on top of, i'm veryfruitful on that.
that's just gonna take patience,time, effort and so that's what i would say. it's nothing crazy thatyou haven't heard yet. i think what you need to do isunderstand, you're not going to get as much out of itas you think upfront and you just need to stick with it. marie, you know, red cross shitin 2009 it took her 3 years to get into a place where itstarted becoming anything. do you have the patience andthe tenacity to each shit for
36 months is the game.- [georgie] yeah. awesome.- [gary] it's the game. - [georgie] thank you foreverything you do, too. - [gary] you're welcome. - [georgie] thank you.- [gary] thank you. (audience appluase) - [deanne] hi gary, ooh!- you're good. - [deanne] hi, gary, i'm deanne.i'm so excited that you're here. i love all the shit you doand i'm one of the ones that's
supposed to be retiring buti'm not now because of what you're telling me.- i love it. - [deanne] one of the questionsi have here, i know that you were when you did a podcastrecently with james altucher you talked about thetrue north of truth, the north star of truth, rather. and you said that people areputting more content out, being more and more honest the waythat you do it every day and then i look at the kids who arecoming up supposedly 80% who
all they want to do is makemoney and be famous and i'm thinking well, how do thosetwo things go together because all we're gonna have is thesekids who are oversharing to the point where it's almostpornographic and frightened me at 53, to go well shit if i haveto go up against that i'm in real trouble. how do you put thosetwo things together? where do you seeit going in time?
do we have to do what you do? - [gary] well no, i mean look, everybody has to dowhat's like there's, no. if you're gonna map, hold onto the mic 'cause i have some questions for you. and i think you might've sawthis in a dailyvee and you're gonna hear a lot of this outof my mouth for the rest of the year, i've no interest inanybody doing what i do. i have interest in communicatingwhat i do and then everybody
here is a big girl and boy youcan like look at that be like alright, here's what i can dothat's this but i definitely don't want to thatand this and that. are you asking me that becauseso many people that are cut the younger generation that they'reputting up so much content that they're not goingto consume content? 'cause i think that's itvery popular point of view. - [deanne] yes. it's not only that they consumeit but they seem to overshare
about everythingthat is out there and a lot of it is just shit. i'm not interested. - [gary] no, no, no.a lot of it may be shit to you. - [deanne] yeah. - [gary] the problem isyou don't get to decide. - [deanne] yep, okay. - [gary] right, so like when thekardashians become big in the us and everybody says that's shittelevision the problem is
it's the number onetelevision show on tv. many people in here thinkthat footy or football or american football is shit andthat's a waste of four hours but it's my biggest escapism. i said this the other day, we are not allowed to judgeother people's escapism. some people think it's shit tostay in line for four hours and wait for star wars, other peoplelive for it every three years. you know,some people think,
i think it's shit to readbusiness books. let me just sayit one more time. let me just say it one moretime, i think it's a waste of time to read business books. so, you don't get to judge iflike scantily clad girls are sharing everythingbecause you don't. the market is the market. here's what i can tell you, there's a great thingabout the market.
the bad thing is people getsad when they hear that part. they don't understand though that the cream alwaysrises to the top. there's a lot of peoplethat have tried to do what the kardashians have done. there's been a lot of sports. there's a lot ofpretty girls and boys. eventually the marketmakes its decisions. you may not be happy with whatthe market picks
but it makes it's decisions. instead of being crippled bywhatever, i don't even know what anybody else does. bless you. like, i don't have a fuckingclue what tim ferriss or tony robbins or oprah oraltucher. i don't even know. don't even know and i would tellyou as much as you can take that approach you need to worry aboutwhat you do and what you want to accomplish and what you wantpeople to get out of you and what you want. right?- [deanne] yeah.
- i have a friend who all hewants to is make $100,000 year so we can go to jamaicaand smoke weed, right? and that's awesome, god bless. i mean i'd kill myselfif that was my ambition. right, so you know, everybodygets to do what they want but i think you're making a huge energy wasteon trying to decide. do not judge the market. reserve all that energy andtime to focus on your thing.
you will put out stuff, yourcommunity will come to you based on what you're putting outand if nobody's coming, then you're not puttingout good shit, darling. - [deanne] yeah, okay.thanks gary. - [gary] you got it. - [glenn] gary, about, i don'tknow how long, maybe five years ago this guy wasmy garyvee then. he tried to talk meinto it and you know what? i did what you said,i became a good 68 which has
been financiallyfricking awesome. - [gary] that's right.- [gelnn] i'm not a lebron. i'm a really good 68 andi rock because of his advice. so this was my garyveebefore i sort of played around, i cheated on him withthe guy on the stage. - [gary] we can do athreesome, don't worry. - [greg] gary, it's gv.- [gary] how are you? - [greg] yeah, greg vincent. i just wanted to, i've beenwatching you on your
wine library and i saw your booklaunch at 2 o'clock the other morning and it'sjust amazing to see. - [gary] thank you. - [greg] i just want to ask--- [gary] yes. - [greg] 'cause real estateagents are basically distrusted. - [gary] distrusted? - [greg] distrusted andacross the profession. what are some of the thingsyou'd recommend from a trust based marketing approach?
- [gary] i have areally good idea on this. and this is something that i'vedeployed to some friends in the u.s. in real estate that'sreally worked for them. and it's a little bit and it's fun that you watchedwine library tv. it's a very controversialthing to wrap your head around. so what you probably remember isi panned the wines that i sold. it was my store,we sold these wines. i would sit in front of a cameraand i would say this wine sucks.
it's off balanced,there's too much frite, you know, this and that. as a matter of fact, i don'tknow how many of you know this, probably very few,maybe one or two. in 1998, 1999 i was one of theloudest voices in america about the whole borossavalley explosion in the u.s. i was a huge advocate. i loved here.i came here a bunch. i came here fourtimes in five years.
but then, the borossavalley wines got really too big. way too fruity, way too alcoholic and i started going the other way. didn't come here as often. you guys weren'tsuper happy about that. but it was super weird. and by the way, these werepeople that invited me into, i would sit on camera, at onepoint the show got very big. four, 500,000 people watching avideo where i'm tasting a bottle
of wine and saying it's rubbishwhen this is was somebody three years ago who let mesleep in their guest room. very tough shit. but i was always obsessed with being honestwith the other person. i don't think it's a greatway to get listings by making a video and telling everybody thateven though the inspector will say so i think youneed to replace the roof. i don't think the person sellingthe home is going to be pumped
with you after theygave you the listing. however, that mightbe an extreme version. but if you, instead ofsaying this is an up-and-coming neighborhood if you're likelook, this neighborhood is seven years away from really popping. if you're cool with that, great. but too many of my friendsand i follow this space pretty carefully are sayingis the next brooklyn. and they know in theirhearts that it's 10 years away.
so why the fuckare they saying it? because they want thetransaction instead of building the brand. my friends, i didn't want to sell you more wineon wine library tv. i wanted to becomethe world's wine guy. and that allowed me to leavethat business day in and day out and it still does it's business while i went onto do other things.
had i looked for thetransaction, i'd still be there. do you understand? do you get it? so gv, the way you do it is by telling the fucking truth. and it's really hard. when you represent her and nowyou're making a fucking video on your phone saying thefucking lawn is a piece of shit. and so i don't, i can't tellyou what to do but i can tell
you the further you get away from the truth the more likely you'renot going to win long-term. it's basic as fuck. you know it's true. you don't want to do it becauseit hurts your short-term money. do you but it doesn't change it. it doesn't change thefact that that's right. it doesn't change it.do you understand? just 'cause you want it to bethat way, it doesn't change it.
you got it.- [greg] thanks buddy. - [glenn] you need to beprepared, young lady. - [matt] hey gary,how are you doing? - [gary] i'm doingwell, my friend. - [matt] my name is matt. - [gary] matt. - [matt] the other week youput up a bartering thing on your book for i can offer yousomething and i have to buy a certain amount of booksto make it come true.
i offered to be your driverwhilst you're in sydney and they kept saying no.- [gary] yes. - [matt] so, i'll take anotherswing, i'm asking you now, what can i do for you? buy books?sandy hand job? whatever is going-- (audience laughter) to drive you back tothe airport tonight. - let me, hold on let me see. i think they'resaying no for a reason.
let me see if it's still there. - [glenn] good hustle, man. - [gary] the handjob sounds amazing. - [glenn] it's inappropriatebut good hustle. - [gary] yeah, so this iswhy my team is the best. the reason i don't, the reasoni can't is that i'm leaving at 6:30 from my hotel and from6:30 to 7:30 i'm dealing with a pretty important businessissue, that's a negative. they know that if it'sa negative, forget it.
i'm trying to hold on to aclient that's not happy. i'm just not in theright mindset to have that conversation, youknow what i mean? - [matt] yeah. - so, i apologizebut let me think. i'll talk to you before i leave. cool. i appreciate the effort. - [glenn] in aquiet room somewhere. - you know what's funny?
you know what's funny is thatit's amazing to me how much i obsess over tenacity. there's a real no that i shouldbe giving you and i'm fighting for you 'cause i justlove and by the way, it's really important to me. i am blown away, by the way,the quickest reason that i know there's so many not realentrepreneurs in the marketplace right now and i'm an investor ina lot and watching people is a real entrepreneurjust never gives up.
you're kind of like deadbefore you before you give up. i really appreciate the tenacityand i appreciate the tactic. it's not creepy or rude orpulling up, it's just i mean it. "jab, jab, jab, right hook,"how many people read it or know the spiel, right? a lot of people confused by"jab, jab, jab, right hook" and that's why i startedwriting articles about it. a lot of people think it's, formost of you that haven't read it it's over there, here's what it
stands for give, give,give and then ask. not give, give, giveand then you're entitled. i given away 200 episodes of#askgaryvee and dailyvee and answered a million fucking emails and snapchat this and this and this, like all sorts of shit. and then, plenty of peopleare not buying the book. i just read 100 tweets on theway, long fucking flight here. you know, 100 tweets of likeliterally people that are like, "nah, i watched every episode of
"#askgaryvee so i'm notgoing to buy the book. "i probably got allthe information." literally, literally 20 minutesshows times a buck-eighty and i couldn't getthem to a place where they wantedto buy one $18 book. and i'm okay with that'cause that's the market. because the advicei gave you, darling, is the same advicei live every day. they don't want to.
so give, give,give and then ask. and it's just the ask, right?that's all you get. my man?- [iman] hi gary. - [gary] i'm well.- [iman] hi gary. my name is iman from singapore. i flew in fromsingapore to see you as well. - i remember that in one ofyour big videos on posted this recently, the breakoutvideo where you spoke at the conference in the u.s.
and you talked about growing abusiness with users and then flipping it is nota business model. - [gary] that's right.- [iman] right. - [gary] that's abusiness model. it's business modelfor like 11 people. building a big business thatgets a million users on an app and then you raise more money and you're stillnot making money. it was a businessmodel for instagram.
he made $1 billion. the problem is there'sfour fucking instagrams. and there's 80,000 apps that were deployed to the app store today that have the model of i'm gonna get a million users i'm going to raise money andthen i'm going to exit. and so, in the context ofthat conversation you just saw everybody is grounded, it is abusiness model, i'm just not super intrigued by the
.00001% business model. - [iman] i absolutely agreeand i believe that that so many people in singapore andasia need to see you. so my question is how many people are we goingto speak to in asia? - [gary] how many what? - [iman] how many people in singapore would youlike to speak to you? - [gary] all of them.how many would i like to?
- [iman] yeah. - [gary] you want me togo to singapore with you? tonight? you'll drive us, we'll get hand jobs, we'll go to singapore,it'll be great. - [iman] but this is anabsolutely serious ask. - [gary] so honestly, on a serious ask we, you're gonna love what i'm about to say. we open vaynermedialondon next month.
- [iman] yep. - [gary] and i've already gotall the paperwork in place, we will be we are going to openup vaynermedia singapore in the next 24 to 36 months so you'llbe seeing too much of me in asia and in singapore specifically. - [iman] thank you.(audience applause) - [glenn] up the back, up theback, up the back, at the back. you gotta standup, my beautiful? - [woman 2] hi gary, thank youso much for coming in today.
so my question is well today you spoke a lot aboutplaying to your skill. - [woman 2] and i'm justwondering how did you find-- - [gary] and by the way, by theway, not only skill, strength. - [woman 2] strength, yeah.- [gary] how did i find it? - [woman] yeah,how did you find it? did it just click one dayor did you always know it? - [gary] so for me it didbut i got different stories. i'm wrong, i'm thewrong kind of blueprint.
i realized it inthird grade. right? i basically gave up at schoolwhen i was like 10 years old 'cause i already knew. this is why i'm trying tofigure out self-awareness. why did get so lucky that evenat 10 and 11, do you know how tough it is to be ridiculed andbe called stupid at 10 and 11 years old when youknow you're special? it sucked. it was like, talking abouteating shit, i ate shit for
basically most of my childhood. my friend's moms literally didnot want, my friends hanging out with me because i was anf student but i was spending all my time honing my skillthat i knew i had and i was really working on it. i definitely feel better aboutgiving this advice than i do finding self-awareness,i would take every inclination, every passion, every curiosityand i would spend every minute even at 90 or nine years oldtrying all the things that come
to mind and trying them. guys, if you have the audacityto want to live a highly financial successful life,if you have the audacity, if you're sitting here, i meanthis is a business conference. i don't think you're herefor fucking kicks and giggles. i don't think you'rehere to hear music. if you have the audacity to be financially successful you need to understand acouple of things. one, it's rare.like, it's rare.
there's not that manypeople that have it. number two, you needto give up on leisure. like, if you want the good stuff you're not going toable to golf every day. you're not going sailingthe whole fucking summer. i had my first kind of summer ofmy life last year which meant we bought a house in the hamptons and i went therefor the weekends. you've a lot of time.
if you're willing, if you wantgood stuff, if you want to be happy and rich,you have 15 hours a day, minimumly 12 where you can do shit. you can work your job and payyour fucking bills for seven or eight and then you havefucking six, seven other hours. i always say this in the u.s., stop watching "house of cards." stop playingfucking "call of duty." stop going to everyfucking footy match.
no more fucking happy hour. go and fucking sing and thenpaint and then try to copywrite and then fucking be a robot,i don't fucking know but go. it's a very easy answer. it's very easy tofind your skill. go try shit. it's just that, i have anentrepreneur right now whose business going to go outof business in four months. he's burning cash.
it runs out in four months. nobody is giving him money forhis next round because funding is getting tough in the u.s. fucking went skiingthe last two weekends. i don't know what thefuck's the matter with people. and then i have people,my friends complain. do you know much howi hate complaining? you will never hear me complain that i don't spend enoughtime with my family.
i made my bed. i'm sleeping in it. don't go to australia for 11 hours if you wantto see your family. my buddy is like complaining. guy's made hundreds of millionsof dollars and i'm having dinner with him the other night he'slike complaining the whole time about not seeing his family. i'm like, "fuck you.
"just go spend timewith your family. "i have no empathyfor your bullshit." in the same way i don't haveempathy for my friends who are like, "oh gary,you're so lucky." i'm not fucking lucky. i fucking worked. fucking worked my ass off.i'm lucky? you fucking get home every nightat five o'clock and do dick. you're lucky.
(audience laughter and applause) i secretly took thisconference, for one, i loved your tenacity butsecretly took it because it's kind of a vacation tobe in a plane for 19 hours. to answer your question, it's actually stunningly practical and easy to find a skillthat can work for you. it's having a process thatallows you to cut out everything but trying things for threemonths, six months, two days,
four weeks, just try shit. you know?it's really just trying shit. look, i'm a reallygood public speaker. i was 34 for the firsttime i took the stage. i didn't know.you know? it just happened.so that's what i would do. - [glenn] last one. you're gonna have toput the rest #askgaryvee. we got one more then we got
to do some stuffat the back, yeah? - yes. - [glenn] here's paul but guys if you've got one unanswered,#askgaryvee. there you go, man, you gotyour next little bit of content. paul.- [paul] good day, mate. hello?- yo. - [paul] i'm on. you've mentioned some awesomestats and they're obviously,
you live and breathe this stuffand you do your research. i don't know whereyou do your research so like the 53% of the public. where do you do your researchand keep your finger on the pulse of where technology and everything is goingin the next few years? - [gary] for me, i post-game. i've been talking about thephone and all this and then people oftentimes will email me.
like, "did you see," and bythe way that 53% comes from forrester which is one of theleading analytics places in the world but i don'tknow what they did. i don't know if they surveyed 100 people andthen said these 53. the truth is a lot of the stats,i don't even care about them. i know what's true. i know that i'm selling morestuff on facebook ads that are mobile than desktop forwine library right now
that are my stats. right? i don't really care about analytics and stats as much asmost people. i know they work for people. i know it's reallypowerful when you hear it. again, i thought the most funfor me today was when i went through thatsocial media thing. right? where i was like social media, it's the slang termfor the internet itself,
the current stateof the internet. here's the phone. 53%. i started seeing faces going, "fuck man, maybe i shouldn't,shit maybe this is real." right? it's good for stuff like thatbut, very honestly, i think it's much more important to be a practitioner andlive and breathe it. i use it as post-game. there is no stat thatever made me do something.
and i think that, that's what i would like everyone inthis room to understand. why are you notwilling to use common sense? why were you not willing threeyears ago when your buddy hank who's 68 and works in the steelmill, text you an emoji do you not realize shit's changing? you know, i would argue and i would imploreyou to understand, you're living your life one way,shit's happening and then for
some reason when youput on your work clothes, you think somethingdifferent's happening. let me save you time 'causethis is a good way to end. the reason you think somethingelse is happening when you put your work clothes on is 'causeyou don't want to do the work to adjust the realityof the new market. you just don't. it's the truth.and i get it. do you know how exhausting it is
for me to be rightafter right after right? no, no, no, no,it's a funny joke. at this point, i've got anarrative of being right for a pretty long time and to sit herein front of you today and know that if i'm not right in 24 months that it's over. i don't get to sit atthe place where i sit. you're only as goodas your last at-bat. the market's constantly goingto change and so the copywriters
that when the best at magazinethat didn't believe in the internet because they weremaking money doing copywriting in the back of a magazine,well they fucking lost. do you understand?they lost. one great thing for all ofyou to read and i don't know if anybody's written the book onit because i don't read those things but you can googlethis, go educate yourself what happened when the radio lost it's number onespot to the television.
it's the only thing you fullyunderstand philosophically to understand what's about tohappen over the next 10 years. if you understand that, you willbe more mentally prepared for what you're about to deal withand please and i'll leave you with this 'causei know i'm leaving now. everything that's happenedin the last 10 years, mobile devices, facebook,youtube, all this shit, it's gonna seem boring andslow compared to what our next 10 years are going to be.
it is.it's exponential. caleb's generation doesn'teven know about anything else. in 10 years, caleb's 24. he may rent an airbnb andhe's not gonna know anything. he's not gonna knowwhat a banner and is. do you know what i mean? he's not going to know. they don't have email. they're not going toknow any different.
it happens fast. don't disrespect it becauseit will run your ass over. all of you, including me, isdisrespecting it right now and some of you in this roomare really fucking lost and disrespecting it a lot. and here's your businessstrategy (loud inhale). you're hopinghoping it doesn't happen. you're sitting and sayingmaybe if it just takes 15 years, i'll be out and on the beach.
the market will put you onthe beach real fucking fast. - [gary] thank you.(audience applause) (applause) (rock music)
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