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Practice English Speaking&Listening with: How to Take Advantage of Opportunities in Business | Auckland, NZ Keynote 2018

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- And what you know and I heard,

I'm so humbled that you said that is,

think about how that just made me feel.

You watched my videos and you said

you were full of shit out of excuses for 26 years.

Like, I know I don't even have to ask you,

it's insane how much better you feel.

- [Man] It is.


- Fuckin' tricking yourself is the worst shit of all time.

(upbeat music)

Hey! - Hey!

- You've got your perspective.

(upbeat music) (crowd cheering)

Just want to be happy.

Don't you wanna be happy?

(gentle music)

- [Host] So, one of the first

eCommerce wine sites, Wine Library.

He helped his father grow a family business

for 3,000,000, - Get this post for me.

- [Host] to 60,000,000 in sales in a five year period.

Gary is now a venture capitalist,

five time New York Times Best Selling Author,

an early investor in companies such as Facebook,

Twitter, Uber, - It's working with the 3G.


If you could just do that.

- [Host] Gary's currently the subject of

an online documentary series highlighting what it's like

to be a CEO and public figure in today's digital world.

He's host of business and advice Q and A show, #AskGaryVee.

He's host of a global top

10 business podcasts, - It must be really

bad in here.

- [Host] the Gary Vaynerchuk Audio Experience.

- I just need to get it before it's too late.

- [Host] He appears with Gwyneth Paltrow,

Jessica Alba and

on Apple's first original series,

Planet of the Apps that's out now.

His personal mission, is to someday own the New York Jets,

and I would start putting money on that happening.

Today though, he's here to help

you on your personal missions.

Please, a big hand for Gary V.

(audience applauding) (audience cheering)

- Thank you.

Thank you.

("Good Feeling" by Flo Rider)

What up?

(audience cheering)

What up?

(audience cheering)

What is up New Zealand?

What is up?

Thank you so much.

Thank you for being here.

- [Man] Damn!

- Fired up.

- [Host] Hey, now what we're gonna do,

what we're gonna do because Gary's still,

he's literally just arrived from the airport.

He's rushed in.

So while he gets his breath there

we're gonna do a few of your questions from earlier.

The things which you were asking earlier on.

Pete Woods says, "Gary, how do you

"prioritize all your crazy ideas?

"I have so many that'll work,

"that all work but I don't know

"which one to follow first or which one is best."

- Pete, I think this is a tricky one

and I think about it a lot because one,

a lot of people use this as an excuse not to do, right?

To me really, honestly the very easy answer is pick one.

You're not gonna know how it would've turned out anyway.

Like literally every day I have 600 ideas of new businesses,

when I transition from Wine Library to VaynerMedia

with my brother there was so many

things we thought about doing.

I don't think back to the fact that we basically

were gonna do a deal in a day site,

like Groupon and LivingSocial

which probably would've been successful.

I don't think back.

I mean our, the biggest closest thing besides VaynerMedia

that AJ and I were close to back in 2009

was to go into fantasy sports.

That would've been right too, right?

I could've just wrote Crush It

and just spoke and built a personal brand

that would've been very lucrative.

So Pete, I'll be honest with you,

I'm concerned that this is more a disguise.

Like even if you read how it says

I have so many that will work, right?

Like people always come to me

like Gary I have 17 great ideas.

I'm like great dick, pick one.

(audience laughs)

Like, if they're all so great pick one

and be happy when it succeeds and then recognize,

Pete how old are you?

- [Pete] 30.

- 30?

Brother, you can do fuckin' six of 'em, right?

So do one from 30 to 39,

sell it or put a management team in,

and then at 39 whatever new ideas are just pick one.

Like cripple, you have to figure out if it's insecurity,

that you like to put up a facade,

and you don't want to actually go on the field and prove it

or is it just like indecisiveness

which is already a tell that

you might struggle running a business.

So you just have to pick one and go.


Get into the practice of it.

- [Host] Pete pick number four.

When it works, I get some credit.

(Gary laughs)

"Hey Gary, any words of wisdom for serial introverts

"on how to leverage talent?"

(Gary sighs)

This is from Harry.

- Harry, it's really funny because

I'm obviously extremely extroverted.

And, but so many of the people I most admire,

some of the best partners I've ever had,

employees, executors, are unbelievably introverted.

As a matter of fact, so many of the kids

that I saw win in Silicon Valley as we know

because they came really truly from tech nerd culture

were outrageously introverted.

I think just not dwelling on the fact

that you're not extroverted in what

is now a me me personal brand post everything

on social media world I actually think it's an advantage.

So for me, like leveraging the talent is very easy.

It's all down to execution.

Let me promise you something.

For all my videos and cursing and charisma and energy,

if I didn't actually succeed in my executions,

I wouldn't mean shit.

Like, the sizzle's fun and I like it.

It's my personality trait, it makes it fun, like I love it,

but if I didn't actually execute I would

never have the audacity to stand up here.

Since I was 22 years old I've run

a business every day of my life with no lapse.


I ran Wine Library and VaynerMedia

for like a two year period every day.

So I don't pontificate.

I'm not an influencer, I'm an executive,

and I run $150,000,000 business.

Every day 900 employees.

Like it's execution.

Execution is attractive.

The end.

(audience cheering) (audience applauding)

- [Host] Yeah, embrace your introvertsy.

Don't let it hold you back.

Mira says, "Gary what's your best advice

"for a 19 year old who's at uni,

"doesn't know what to do after it,

"doesn't know her passion?"

- Mira that's a very common question.

I get it every day especially as I've grown on Instagram

and it skews young or has historically.

My big advice is one, for, entrepreneurship

is so cool right now and everybody puts it on a pedestal.

Everybody wants to quit school or not go,

and listen, as anybody who follows me closely,

I'm no advocate of uni either but,

but I think you need to put things into context.

First of all Mira, you're gonna live another six life's.

Like, with modern medicine it's very likely

you're gonna live six more lives.

That's just absurd.

So, when you actually understand that,

it takes away a lot of the pressure.

Mira the biggest issue right now in society

is that somehow we've created this narrative

that 18 or 22 or 30 year olds

need to have their shit figured out.

Most 57 year olds don't have their shit figured out.

And so the pressure that you have

to figure it out is ludacris.

Of course you don't know what your passion is.

You haven't even fuckin' lived yet.

So, my biggest advice is take

advantage of this vacation, right?

Navigate through it so they don't kick you out

and take as many weird courses,

go to as many weird things, like try shit.

Like you don't know if your favorite food

is oysters if you've never had one.


So you have to go do shit.

- [Host] Is it fair to say--

(audience laughs)

And it's fair to say, I mean if you're 19

you've got the option to fail.

It doesn't matter.

- You have the opportunity to fail if you're 91.

Like we'll get into that at some point.

Failure's awesome and somehow people have gotten confused.

The only reason I am standing here, foundational,

no question, is 'cause I failed so much as a kid.

I didn't speak english so I was picked on.

I wasn't six foot four so I didn't win most sporting events.

I failed every fuckin' class.

My entire childhood was failing.

I was a salesman so I used to knock

on doors and try to sell flowers

and 90 out of 94 people said no.

I fuckin' love failure.

(audience laughing)

- [Host] Ben--

- I do.

(audience applauding)

- [Host] Gary, Ben asks, "Contracting to agencies

"as a creative is about more than income.

"My focus is learning the business model of the industry.

"How could you prove patient but

"when is the right time to go all in and start my own?"

- Ben I think the, I understand and

I'm not confusing your patience with inaction.

I get it.

I like it as soon as possible mainly

because I'm willing to live humbly.

The biggest reason people don't go all in

is they're spending shit on clothes, cars, homes, vacations

that don't let them go all in.

So many people here are unhappy

because they bought things to impress

others that they don't even like.

And so they're stuck in their jobs.

They can't get off because it's just like running a PNL.

It's very easy to be happy and almost everybody,

almost everybody can go all in

and do something at any time if

they're just willing to live at home,

or if they're willing to live

with nine other people (laughs).

I mean, so Ben I think the quickest you can take costs,

most people try to save, have a year and then go.

I'm trying to get people to cut costs.

Live in a shittier apartment,

which costs you 700 bucks less a month.

I'm unbelievably passionate lately

around homes and cars and transportation.

Like, people are buying things to keep

up with the Jones's that keep them away from happiness.

- [Host] And that was talked about earlier today.

But now, "In the space of VL," this is a question from Adam,

"In the space of VL on AR

"you've talked about it in a commercial sense."

"Can you shed some light on

"what it means in a creative sense?"

"Videographers, vloggers daily filmmakers."

- Adam, it's gonna be unbelievable when it's here.


Like the creative boundaries are absurd.

I mean, you think people are addicted to Fortnite,

wait 'til you see actual VR games that pop.

People aren't gonna come out for fuckin' six weeks.

(audience laughs)

Being dead fuckin' serious.

People are literally gonna go into

VR and not come out for six weeks.

Like I genuinely believe that

that's where the world is gonna play out.

I really do.

I actually think places like this

are gonna disproportionally excel during

the VR revolution of 20 to 50 years from now

because people are gonna rethink

where they live all together.


I mean if you're living in a computer

for 63% of your time do you really

need to pay New York City rent?

I mean shit's gonna fuckin' get crazy.

Like, fuck I want to live to 200.

I want to see it.

(audience laughs)

I want to see it so bad.

That's why I wish I was 19 because you're gonna,

she's gonna, Mira's gonna see so much.

So yeah, Adam like wildly unlimited in

the same way the internet created

an unbelievable creative revolution,

I think VR and AR in essence takes it

to another place and the 360 story telling

and things of that nature is just remarkable

and so I really can't wait.

I hope I get to see it at scale.

- [Man] So VR you reckon will be as big

as the internet as being as far

as cultural change of the planet goes?

- I do.

I think VR has the, and by the way, VR might not happen.

Just might not.

Like, I'm not Nostradamus.

Like I'm not predicting.

I just move quickly when I see something's happening.

But if VR happens, it eliminates everything.

'Cause then we live there.

That's why the internet eliminated everything.

That's why Amazon's and eBay's and Yahoo's

and Facebook's and Microsoft all the way,

like the last 30 years.

It eliminated things.

The reason big companies are going out of business

is 'cause the playing field changed.

Media used to be about owning distribution.

If you have the newspapers, if you have the satellites

you controlled everything.

It was the distribution that had the leverage.

Now the internet is distribution.

Now the content is the leverage.

Got it?

So, yeah.

I mean I think it's going to be,

I mean when you think about VR and Blockchain,

if you really play out those

things in the 30, 40 year window,

and everybody thinks it's gonna happenin tomorrow.

Like all the Crypto Kids make me laugh.

They're like next year?

I'm like no, no, no, no.

Like it takes a long time and 98%

of the currencies are gonna go to zero,

just like 98% of the search engines went to zero,

just like 98% of the social media networks went to zero,

just like 98% of the browsers went to zero.

But something will be there.

Blockchain's real.

And so it'll be interesting to watch it play out.

- [Host] So you say you're not Nostradamus

but you just answered the next question.

(Gary laughs)

That's brilliant.

The next question being, "Hi Gary.

"Are you still keeping a watchful eye

"behind the scenes on Crypto's and Blockchain tech?"

Of course you are.

- That was cool.

(host laughs) (audience laughs)

Yeah Blair, I'm watching it very very, listen.

I watch anything people are doing.

Like, like 15 months ago when girls

started wearing jeans with rip outs in them again,

like I watched that.

(host laughs) (audience laughs)

I'm being serious.

Like, 'cause I'm traveling all the time

like wait a minute, women are wearing jeans

like with holes in them again like they did in 87.

This is gonna happen.

I'm like I wonder if dudes are gonna do it?

Sure enough the metrosexual's came out,

(audience laughs)

and stepped up and made it real.

And so it's great.

I mean I, the answer is yes I watched that

just like I watch absolutely everything.

The only thing I do is trade

people's attention and behavior.

That's what I do for a living.

The reason I'm right so often is

the only thing I spend time consuming is you.

That's it.

I don't watch shows.

I don't watch anything.

I don't consume anybody's content.

All I do is read your comments

on my stuff and other things

that I know are popping in culture.

So, Nicki Minaj hits my radar two years ago,

I'll go on her account and read every comment.

I don't even look at what she's posting.

Of course I see it and of course occasionally,

but it's not about that.

My religion is the attention and consumption

and reaction and process that people

go through when they interact with things.

- [Host] Wow (laughs).

Andrea says, "Look, I'm a menswear designer

"in the high end market as a side hustle.

"I operate this from mum's garage.

"You talk about documenting the process for content.

"How do I document the humble process when I want

"to project a high end image based in the garage?"

- Andre because I think you need

to actually understand that that truth is real.

Like faking it 'til you make it doesn't work.

Like Vera Wang's first place where

she was making dresses was a shitty place.

Like because you have to realize that,

wherever you're producing or

the journey that you're going through,

has no impact on the product that you're making.

And so, I think it actually

makes people associate with you.

I think what you're doing and I see it a lot

with high end fashion or high net worth categories

is you're looking backwards.

What I mean by that is,

everybody's looking at what use to work,

and so the Anna Wintour,

Vogue kind of fashion show but that's yesterday.

The biggest reason most people won't win in here

is they over respect the past and they demonize the current.

Got it?

So, I think high fashion, the authenticity

of your life from here to the Met Gala in seven years,

if you put that on documentation,

you'll have unlimited leverage.

Do you know how much leverage I'm creating

for who I'm actually gonna be in 31 years?

- [Andrea] I guess I was scared 'cause

I thought people might think my brand's lower.

- Of course.

That's exactly what you think.

But I don't believe that to be true.

The people in the middle may think it's lower.

These people don't give a fuck.

If you make an amazing dress, it's an amazing dress.

The establishment gives a fuck.

Got it?

And that's what the internet took away.

The people at the schools,

the universities, the fashion magazines, the taste makers.

You know how pumped I am

that most 22 year olds don't give a fuck

about Anna Wintour as much as they did 10 years ago?

It's no dig on Anna.

She just represents the middle.

Back to why I love this country so much

'cause I was such a big advocate

of its wines when I was a kid.

- [Man] Woo hoo!

- Do you know how pumped I am that

the Wine Spectator and Robert Parker

don't control the market in the U.S. anymore?

The internet does.

Got it?

So, Cloudy Bay exploded in America because of one critic.

Which is amazing and it's great wine, it's fine.

But it's also why others didn't.

So when the masses control the game

instead of one or two people

that's a far more exciting thing.

You're looking backwards at what worked.

Going forward I believe the people

that actually document their journey

from working at a retail story to eventually

becoming the biggest fashion icon in the world,

who's the creative director of Louis Vuitton?


The game's changing.

It's changing right in our face.

You have to pay attention to how that's playing out.

- [Host] Ben has asked, "New Zealand's a unique market.

"It's easy to roll out

"and to test new technologies - Yes.

- "Fast.

"Traditionally has been - Yes.

"a newer industry.

"What's one communication method

"you'd love to be able to test on earlier doctors?"

- Ben to me, I don't really overthink that.

Like, to me I'd love to at this moment

see voice devices in home at scale,

because I think that's the big game.

Like if you ask me where I think

I'm gonna make my next big kind

of like flag in the ground financially,

I'm going to invest in early stage apps,

built on top of Google Home and Alexa

and whoever else wins the home device.

So I'd love to see, like for me,

I want to like, I want to see that communication

interaction more than a method play out

so I can watch what people are actually doing.


How are they actually using it?

Because the reason I know all of you are gonna go,

how many people here have one of those devices right now?

Raise your hands.

Raise it high.


So, right now it's like early computers

and early iPhones right?

Like you play music on it, right?

You're like that kind of shit but

in three or four years, seven years,

it's gonna really change our lives.

It's gonna be so integrated.

We always choose speed.

We will always choose time.

Besides health and money you pick time

every day of the week and a lot

of times you pick time over money.

Speed matters and voice is gonna create speed

and you're gonna do amazing things.

You're gonna be brushing your teeth

and setting up your day through your device.

Everybody will have an assistant.

A smarter one than anybody has now.

It's gonna be very powerful.

- [Host] Hannah has asked,

"Cultural Amadi identity are a huge part

"of what I do and try to promote.

"How do you incorporate and promote

"your own ancestral culture in what you do and who you are?"

Hannah you know, to me it's more subconscious.

I don't super over think about that.

I think there's ways that I interact

that are cultural to like Eastern European,

Shmattah Jews that came from the old,

but like when I garage sale like

I will in about 30 hours in America,

I do think that's an ode to being from the dirt and being,

never like getting fancy and always

willing to like buy and sell and like there's clearly that,

in the heritage and my culture.

But like, I don't consciously spend

a lot of time on my ancestral culture.

Maybe that's because my family was,

is from Communist Soviet Russia,

and so what happened was, I don't know how educated

you are on Communist Soviet Russia

but one of the first rules is no religion.

So, for three generations my family

didn't have religion or if they did

it was like underground shit and scary

and so that was eliminated.

Three of my four grandparents died

before I got to know them.

Both my parents lost a parent before they were 15.

So, a lot of circumstances why that hasn't played

out to me but where you're from and

your culture's always gonna play out.

Like, to me, my process, who I am as a person

whether it's humility or work ethic

or things of that nature comes from that place of being zero

and that's how I associate more

with the grind and my process,

my circumstance more than historical nature of my culture.

- [Host] "What are your thoughts on eSports as an industry?"

This is from Armani.

- I'm extremely bullish on it Armani.

Like, outrageously bullish on it.

I think it's going to be,

it will be the second biggest sport

in this country in 25 years.

Like I genuinely believe that.

I just think eSports is much bigger than people think.

I hate when regular sports fans make fun of eSports.

They're like Gary, like I'll go to a football game,

I'm a big American football fan as mentioned in my intro.

Gary, what's this bull, especially old timers.

53 year old Joe let's call him.

53 year old Joe's like Gary, what's this bullshit?

This eSports?

Fuckin' stupid.

My kid's sittin' in his fuckin' living room, fuck.

I'm like, you're about to go in a stadium

and watch men run into each other.

(audience laughs)

And if we said that 100 years ago,

we would've been laughed at.

So, people watch golf.

(audience laughs)

But like it's a, but like I watch golf, it's interesting.

But like you watch somebody do a skill.

People watch tennis, people watch rugby,

people watch American football.

People will watch people play video games.

Good news, they already do.

This is not Nostradamus.

This is not guessing.

This is not being so smart.

There are stadiums in South Korea and America

and all over the world that are selling out

in four minutes for 40,000 people to watch kids play.

It's culture.

To me video games and eSports is very similar to hip hop.

It's a new thing, but it's deeply ingrained

and it's going absolutely nowhere.

- Yeah I've always wondered about the golf

and if aliens looked at, you get one group

of people trying to smash each

other goes backwards and forward.

But golf they're watching, I don't know four people

standing around a hole trying

to hit this little white thing.

I mean that's a weird thing to watch.

- It's a weird thing and it's also hard as fuck.

(host laughs) (audience laughs)

Like that shit is hard.

I have mad respect for golfers.

- [Host] Wayno's asked, "Gary what is

"the most common mistake you see businesses making?"

- Wayno I think most people

are very good at wishing they're something

instead of understanding who they are.


People are so aspirationally delusional,

they're not practical.

They're ideological.

And so, I think it's emotion.

Ultimately it's emotion.

I never get upset at any of my employees.

I'm not even kidding.

I really don't.

Like, I'm just, I'm like, I'm trying to fix

the problem that is created by a situation

that you would normally be upset with,

but like when people want an employee

to care about their business

as much as the person cares about it I like laugh at that.

Like, I just, or when people want

to be a developer and a coder,

but they don't have the discipline

to sit in front of a computer for an hour

but it's a trend or an eSports star or whatever

it may be people are unbelievably good at making pretend.

Usually manifested, it's really wild shit to watch.

It's insecurity that has then manifested

into delusion which leads to dramatic unhappiness.

I think the biggest thing and you said

it earlier like lean into your introvert ness.

I just believe in that.

Like figure out who the fuck you are,

get real quiet and don't hear another word

from anybody else and do that.

You will always do that best.

Now, some people like myself are disproportionally

lucky that the thing they love, they're also good at.

People here are really good at something,

and could make a lot of money if that's what they choose to,

but they don't love it,

or they could love something quite a bit

but it doesn't make as much money

and it's sad for me to watch

so many pick the first one,

because for some reason that is where society

has been over the last 200 years

in putting a value prop on that.

I am unbelievably passionate to use my awareness globally

to continue to start changing

the conversation to happiness over money.

(audience member clapping)

Because, thank you bro.

Because I think the interesting thing,

(audience laughs)

The, I like this dude.

(audience laughs)

'Cause I think the interesting thing is

we're just starting to get

into a very important conversation which is mental health.

Mental health is gonna be an incredible conversation

for the next hundred years and

it's gonna really help our Society.

I'm gonna give you a preview that I will make a prediction.

If you play the chest moves out

of this conversation on mental heath,

we're gonna get into such better places

of much more authentic conversations.

For example, I'm very excited to see the day

when a couple gets together and has

an authentic conversation with each other

of who should go work and who should stay home,

or should they both stay home or should they both work?

We put the past on a pedestal, right?

I'm excited about people realizing wait a minute,

we can, I can be so happy earning 88,000 a year

or miserable earning 230.

If I just live strategically and not worry

about what people think at 88,

I could be happy as fuck.

I mean it's just crazy town.

- This is interesting.

It links to the next question because,

if you look at your life.

So you're very committed to your family for weekends.

So you're home for the weekend.

- Yes.

- Then you get to Australia where you do three shows.

- Yes.

- You come to Auckland - Yes.

- today to do a show, tonight you go back home

so you're home for the weekend

'cause that's your priority. - Yes.


- 'Cause you're putting your family

and your happiness first.

- That and garage sales.

- Yeah.

But Gary, Amor wants to know,

"So where the fuck do you find your energy?"

What's your motivation?

What drives you?

And I didn't say the F word, it's written there.

I'm just quoting.

- I am, I find it from a lot of places.

So I think I am trying to figure it out,

but my current belief is that I have

this incredibly interesting mixture of gratitude and guilt.

I'm unbelievably driven by those two G's.

I'm unbelievably grateful for

what I have for a lot of reasons.

Forget about any of the success

or the fame or whatever it is.

I'm grateful for the fact that

both my parents lost one of their,

my mom lost her mom at six.


And my dad lost his dad at 15 and they were born

in the Soviet Union during the prime of it.

A miserable fuckin' place.


Both my grandfathers, my one grandfather spent 10 years

in jail 'cause he was Jewish.

That's just how they did it.

Like, I'm grateful.

I got to go to America.

Like during an amazing era for America.

Like that, people talk about,

I hate using the word luck because

I think losing players use it as an excuse.

But there's so much you're not in control of.

You can only play the hand you were dealt

and the greatest hand I was dealt was I was given

two parents that are completely different

with two very different skill sets,

and they parented me out of the serendipity

of how our family life was where

the best thing I could've had happen

was in the first 10, 15 years of my life

my mom was the only parent in my life

'cause my dad worked all the time.

And so none of his insecurities and negativity

and just emotional shortcomings ever hit my radar.

And all the positivity and optimism

and practicality and inability to complain

and accountability like my mom instilled that into me.

Then when I was 14 and I had to work

in my dads store every weekend,

my dad eliminated all my bullshit.

I walked into my dad store as

a 14 year old completely full of shit.

I'm serious, I would lie to sell something

every second of my life.

And because he was so tough and just hated,

he hated lying, he hates embellishment let along lying.

And so he systematically took that out of me

and so like if you even think about,

if you, like, how many people here, this is gonna be great,

how many people here when they first saw me

on the internet thought I was

completely full of shit or disliked me?

Own it.

Raise your hands.


So, fuck.

(audience laughs)

(host laughs)

No I'm super, that was actually less

then I thought it was gonna be.

You are nice people.

(audience laughs)

I understand it quite a bit because

I actually deeply understand that the way

I communicate and all that sizzle

is actually authentically there.

It was that I systematically got very fortunate

that it was taken out of me and then,

a million different things.

So nonetheless, I'm unbelievably grateful,

and so my gratitude drives me.

I also am very aware of my, the things that I,

see listen one thing that I think

works for me is it's really authentic meaning

like I only talk about shit I believed

and I only give advice that I've actually taken.

Super easy to tell kids to be patient.

Guys, I worked 15 hours a day in a liquor story.

From 22 years old to 34 years old.

12 years.

Including Saturdays.

I never paid myself more than $100,000 a year.

I built a business from three to $60,000,000.

I built it on my back.

Of course my dad did it with me but it was,

I was the operator.

And then I left at 34 years old owning none of it.

'Cause it's all still under my dads name.


And I had to start, VaynerMedia,

like I love when people are like, well don't listen to him.

He was given $3,000,000 or given a, I wasn't.

People just don't know my story.

If I was given all that stuff or I had all the money

I wouldn't have started VaynerMedia

out of Buddy Media's conference room.

I had no money at 33 years old.

So much so that I didn't even get a own office

'cause I wanted to save money.

So, it's really easy for me to tell,

people are like when you're successful,

and you're giving advice people

are like easy for you to say.

You're right.

Easy for me to say 'cause I fuckin' lived it.

(audience laughs)

And so yeah to me it's just gratitude.

- I'm gonna leave you--

- Thank you. - To the stage.

No you're not allowed to go.

- I know. - I'm gonna have a break

'cause you got your energy up.

- Let me ask a question.

- How many people here would like

to just continue with Q and A

instead of all the stuff that they can watch on YouTube?

Raise your hands.

And how many of you want me to just go into a keynote?

Alright, fuck.

(audience laughs)

It's like 50/50.

Alright here's what I'm gonna do.

Do you guys have the ability to get some runners?

Can I bounce around?


So I'm gonna talk a little bit about

some themes I'm seeing but then also if,

maybe like five or seven minutes I'll bring up

like if you have a question at any point raise your hand.

So we'll just fuckin',

you guys interested in hacking a little bit?

- Yeah. - Cool.

- [Woman] Woo!

- So (laughs), DRock, big shout out to you.

You're exactly right.

(audience cheering) (audience applauding)

You guys have no idea why actually.

The reason I just gave him that shout out is,

as some of you may know 'cause you watched them

I have an interesting keynote style,

speaking style, 'cause it's all improv,

it tends to like build up.


Like it starts off and it builds up

and the momentum of the talk

and your energy and I build

and it always finishes stronger.

But I'm so passionate about Q and A.

I love it so much 'cause it's contextual.

It allows me to give you like,

how many people here followed me for more than five years?

Raise your hands.

So for all of you like that's the best shit

'cause it's the place that actually allows

me to go somewhere else that I've never shared before

'cause I'm a human too and I go into

the patterns of what I believe.

So DRock's like why don't,

in New Zealand why don't we start with Q and A?

It's gonna put your energy better.

You were absolutely right DRock.

You're not just handsome, you're fuckin' smart.

(audience laughs)

Look, I think the thing that I,

there's a couple things that I want to talk about.

First, there's so much abundance and opportunity

that it's probably the thing that I want to start with.

Please leave here today understanding

that not a single person's

success comes out of your expense.

Please get that out of your mind

in any shape or form because there's just so much abundance.

There is so much opportunity in the internet mature world,

that it's kind of scary.

It's actually scary how, as a matter of fact

the joke's I keep making about garage sales is,

I'm doing it just to show people,

like I'm trying to eliminate every fuckin' excuse on earth.

To me complaining is genuinely

the greatest poison of all time.

Like if you're the mindset where

you're looking for no, you've already lost.

Like, I mean even in these,

just obviously it's very in my mind,

even these garage sale videos,

I go in the comments, I read.

People are like, yeah whatever Gary V,

between eBay fees and shipping you didn't make any money.

And then I type go in there and I'm like,

hey CharlieFace47.

(audience laughs)

When you buy something for a dollar

and you sell it for 20 even with the fees

and the shipping, yes I made $13.60.

People are looking for no.

People are looking for no.

You know why I lose all the time?

I only look for yes.

Do you know why everyone's petrified when I hire someone?

Because I'm just like, you're hired.

(audience laughs)

Guys I've hired thousands of people (laughs)

over the last 20 years, I've never looked at a resume.

(audience laughs)

- Woo! - Yeah!

- Just.

(audience applauding)

DRock's very, we have a very small team

where we curate a lot of stuff that goes to Vayner

and he gets mad at me these days

'cause he's OG now and he gets mad

when I hire these random kids and by the way,

I hire 'em from the street.

(audience laughs)

Like just so you know how it's actually goes down.

This is real.

Like you can go look at DRock in the back.

This is real.

The last kid I hired, I did it in the street.

Kid rolls up, I'm like you're fuckin' hired.

(audience laughs)

And DRock's like fuck.

(audience laughs)

But then in my mind I laugh

because I'm like DRock that's how you got hired dick.

(audience laughs)

(Gary chuckles)

(audience laughs)

Abundance is real.

There's so much opportunity.

Please try to go into the yes business.

You're in the no business because

you grew up in a pessimistic environment.

Whether it was the neighborhood

you grew up in, your older sibling,

most likely either your father or mother,

you're in the business to say no.

Why not?

You're so scared to get tricked by

something or look bad to others,

you're cynicism or no ness protects your insecurity.

The reason I say yes to everything

is because I don't give a fuck what any person

in this room thinks about my short comings or losses.

So much so I don't care about what

my wife, kids or parents think

about my shortcomings and losses.

The reason I'm so light as a feather

is I genuinely don't value another human beings opinion

more than I value my own about myself

because I have all the context.

I know what my in, you know how easy it is

when your intent is good?

Do you know why I film everything?

I'm not scared of anything.

I have good intent.

Do you know why I don't sell products or thing?

Because I don't need to.

I make my money in different businesses.

Not that there's anything wrong with that.

Everybody can do whatever they want.

If you know that your intent is good it's easy.

Even, I think about weird shit guys.

I think about like what if I

hit somebody when I was driving?

What if I killed somebody?

This is the shit that goes through my head.

What if I'm driving and I kill somebody?

'Cause they jumped out and I

wasn't paying attention or worst,

and this is why I really stopped texting

and driving even a little bit.

I'm like what if that happened?

And it's crazy the way I play chess in my head.

It would obviously change the course

of my life and devastate me.

But it's incredible why there's still

this little voice in my head that

still makes it not okay but boy

do I give a fuck about intent.

It's incredible how much I

navigate everything based on intent.

I will let everything, right DRock?

We talked about the other day about like how I manage.

I don't get down on anybody.

I don't scream at, if your intent is good, it's all okay.

If I don't think you're capable I'll fire you

and try to help you get another job.

I'm being dead serious, I do it all the time.

There's nothing wrong with that.

But I'm unbelievably always so passionate about intent.

If your intent is good, you're good with me forever.


And so, there's just so much good and opportunity

right this minute and the current mainstream media globally

is just talking about so much bad.

Bad sells in the short term.

Good always wins in the end.

(audience cheering)

(audience applauding)

It's just true.

(audience applauding)

I hate things like nice guys finish last.


It's just not true.

Nice guys might be losing at halftime but they win the game.

Nice guys always win.

It's just so crazy all this fodder

in the system that isn't true.

All the faking it 'til you make it

as a fashion brand that's,

or what every single fuckin' 23 year old

male in the world is doing which is fronting

on Instagram because boys want girls.

And so like, I'm just unbelievably passionate in trying to,

what I realized about myself was, oh shit.

The reason I won and I'm good is

I've never played in the vortex.

I've never played in the actual rules of life.

I was an F student when every immigrant

was supposed to be an A student

'cause education was the way out.

I launched an eCommerce wine business in 1996, right?

Like that was, I have a fucking sneaker.

Thanks for wearing them.

(audience laughs)

Like I've always done things that don't make sense.

I play outside of the actual game

and that has been where all of my happiness has come from

and so many things have become obvious

to me by playing outside of the rules.

Playing outside of the rules is the best.

And that's where I want people to understand

we are pandering to so many things that just aren't true.

They're just not true.

And so my biggest thing is the greatest gift ever

is actually having a life.

There's nothing anybody in this room

including myself will ever do that's anywhere close

to as remarkable to actually being a human being.

The math is so absurd,

you're literally more likely to get hit

by lightning 23 times than be alive.

Like, your mom might've just got

up for another glass of wine.

(audience laughs)

Like do you understand how ludicrously lucky you are?

You coulda been a fuckin' tree.

(audience laughs)

Like we are just, what is very obvious to me

is that my perspective on life

is just fundamentally different,

and now what I'm passionate about

is putting it out there at scale,

free forever and trying to change

people's perspective on this because,

watching everybody navigate right now and do things,

and I watch it all the time.

Like you can't imagine how upset

I am about the current state of entrepreneurship.

The thing that put me on,

the thing that I've always been my whole life, right?

Like, literally, that's right.

Like turn off the lights.

I'm pissed.

(audience laughs)

That was good.

That was good work.

Fix it.

Go back.

The best part is somebody probably just leaned on it

which I always think is,

I always think that's the funniest shit.

And they're like fuckin' scared like oh fuck.

(audience laughs)

Like entrepreneurship right now is so mis branded.

It's so fun, it's fun to watch because

there's nothing wrong and I

love that it got cool and listen,

very few people have benefited more from

it becoming cool than me but it is

not the purity of what I love.

Right now everybody wants to be an entrepreneur.

Which is very, do you know how hard

it is to be a successful entrepreneur?

Like, the problem with entrepreneurship

is it's different from sports and the arts.

If you suck at singing you get exposed immediately.

If you suck at sports, you get exposed immediately.

On entrepreneurship you put it in

your Instagram profile and you

get away with it for three years.

(audience laughs)

And so I'm very very much passionate right now

to change people's perspective and then,

after their perspective has changed

and they actually are running a marathon

'cause they're gonna live for 40, 50, 70, 100 more years,

and they have so much more time than they think,

when they stop worrying about other people's judgment

literally the majority of this room,

look if you're at this conference,

it is highly likely that you're living

your life based on somebody else's opinion.

It's crazy.

It's super real.

I'm telling you, it's super real.

You might not even realize you're doing it.

It's almost like subconscious bias.

Like you're doing behaviors based on the outward facade.

Do you know how many, again,

and just, it's a great time for this 'cause it's happening.

You know how many of my fancy friends

have texted me and called me in the last three weeks

about this whole garage sale thing?

They feel bad for me.

(audience laughs)

I'm being serious.

They're like, what are you doing?

Like my one friend was like this is just

a funny text and I laughed at it myself.

He's like, bro eight hours ago

you were the president of Cuba and Eric Schmidt

in a super high level discussion

and this morning you're buying

teddy bears off people's lawns.

(audience laughs)

And I wrote back swag.

(audience laughs)

(audience applauding)

But it's interesting for me to see people

see me from their eyes contextual.

It makes me realize oh shit, they value the market.

They value the opinions of others.

They feel bad for me because

they think it's hurting my brand.

It's a very important thing to

get around and I'll tell you why.

I'm gonna transition now tactically.

The reason I said all that is,

here's the tactical thing that I'd like to talk about.

If you are not producing 100 pieces of content

for Facebook, Instagram, LinkedIn, YouTube, podcast,

every single day you are leaving

the greatest opportunity in the world on the table.



That's a fuck load.

(audience laughs)

Let me tell you why.

If I said you had unlimited money,

and you could go to the beach front

property all across this world,

and buy it all up for a penny on the dollar,

112 years ago would you do it?

The answer is yes.

The number one asset for this room

regardless of what you do,

you sell sneakers, you're in the fitness industry,

you're a financial advisor, you're in real estate,

you sell donuts, whatever you do,

you're trying to run for mayor,

you're trying to cure cancer,

the number one thing that binds everybody

in this room is that we all need

the other person's attention before

we can tell them what we want from them.

Attention is the singular asset.

It is the singular fuckin' asset.

And right now the attention of the world sits

in mobile devices at scale.

And there's only seven or eight places

that we really consume content.

You have to figure out how to send your message to the world

in written audio and video content.

Now at first you have to pick what you're good at.

Before you can afford a huge team

that does what I do which is convert

all my video into written form and to audio and video.

At first, you have to rely on can you do video yourself?

Are you a great writer?

Are you introverted and want to do a podcast

'cause you don't like seeing yourself on video?

I don't care but you have to start talking.

I want to leave this conference and get some people

here to start posting 100 pieces of content a day.

Maybe 52 of those are just single tweets,

maybe 26 of 'em are Instagram Stories,

but I'm serious and I'm also quite knowledgeable

that most people here haven't posted 100 pieces

of unique quality content this year.

So imagine how fucked I think you really are.

(audience laughs)

I mean it.

The opportunity is remarkable.

There's so much opportunity.

Everything that you're seeing happen in society,

the people that are getting voted in,

the people that are building big companies,

the celebrities that are changing in society,

the people that are changing the world

with positive or negative impact,

everything's playing out in one place.

The internet.

And the internet breaks down into

like seven or 10 meaningful sites.

Right now the information sits on LinkedIn,

YouTube, Facebook, Twitter, Instagram.

It's not super complicated.

What's complicated is getting good at communicating on it.

It's a skill.

You have to respect the context.

You have to make 100 pieces of content.

Here's why.

You want to sell a home?

You make one video?

Do you think that every woman and every man

in here are gonna see it the same way?

Do you think a 22 year old woman

who makes $100,000 a year is gonna see

it the same way that a 49 year old woman

with two kids that makes 47,000 a year?

We have these platforms that let us target people

at a specific level that we've never seen before at scale.

Anything you want to say to the world,

you should minimally say it 13 times

because you have to context the audience that's seeing it.

You have to say, when I do things globally,

when I make a video and I say hey Mexico,

you need to think about how

you're doing influencer marketing.

If I do that versus hey, you need to think

about how you're doing influencer marketing

and I post it to people in Mexico,

it disproportionally does better.

Not only do you have to make 100 pieces of content,

you have to make 500 different

segmentation's in media and run it.

Here's the good news.

Everything I just said sounds hard as fuck

and tedious as shit right?

But here's the secret.

Everything great should be hard.

Like, if you want to reap the massive benefits

of this golden era you should put in the work.

Facebook and Instagram ads in this market specifically

and in Australia and in Southeast Asia

is remarkably under priced.

Every single person here should be running Facebook

and Instagram ads regardless of what your business is,

B to B, 60 year old target.

You have to understand,

you have to make it work for your audience.

When you make a video, look my highest conversion rates

right now are on Facebook individuals that are 55 to 75.


'Cause they go through their feed slower 'cause they're old.

(audience laughs)

I'm being serious.

It's not even a, like, it's just true which is great.

The Fonz big as shit.

(audience laughs)

It's just where, I mean, it's where their attention is.

Your grandma's on Facebook.

She's spewing here political views

and throwing up photos from 1937.

It's fuckin' amazing.

(audience laughs)

I really really want to leave here with two core things.

One, get people in the framework

of understanding what's actually happening

which is this will go away.

This amazing era will go away.

It did before.

I built my dad's business on email and Google AdWords.

I had no money.

Like I didn't raise capital.

I didn't hit the lottery.

I had no money.

We had a business doing 3.6 million dollars in sales,

3.8 million dollars in sales on 10% gross profit.

$380,000 before expenses.

I built it from three to 60 in five and a half years.


Perfect execution.


'Cause I had a moment in time.

This is where you can't control things.

My career started just as email

and Google AdWords were starting to really matter

everybody else looked at the past and put print

and radio and billboards and direct mail on a pedestal.

I looked at what people were actually doing

which was people were actually opening email

and starting a search on Google.

I played, I ate shit.

Made mistakes, made mistakes,

Hit pay dirt and changed the course of my life.

The next time I saw it, I did it even smarter.

Instead of selling more wine,

I decided to invest in the companies

that I thought would change the world.

The first three investments I made

were Facebook, Twitter and Tumblr.

- [Man] Jesus.

- Jesus is right bro.

(audience laughs)

I made a fuck load of money.

(audience laughs)

And so what's crazy though is,

with all that money that I made,

I love practitionership.

I love this game.

Instead of raising a $500,000,000 fund

and getting paid a ton of money just to take meetings

regardless if I take good decisions or not,

I decided to eat shit and build

a client service agency to build

an ultimate marketing machine to take advantage of this.

This is, guys, I am not a public speaker.

I public speak.

I public speak but I'm not a public speaker for a living.

I run a company.

I always say watch what I do not what I say.

Watch what I do, not what I say.

The hell am I doing running a 900 person company focused

on all the shit that I'm talking about right now?

I'm not doin' it for my health.

You know how much it sucks to have clients?

(audience laughs)

Especially when you're rich as fuck.

(audience laughs)

'Cause you're like why am I even doing this?

I'm doing it because the opportunity

is so absurd professionally.

It's so absurd.

So I'm desperate.

I'm desperate for everybody here

to understand that they're a media company.

That you should be putting out content.

Not commercials, information.

Not commercials, information.

Put out all your best advice for free.

You will make way more money than holding

it in for the people that pay you.

Let me say it nice and fuckin'

slow for the people in the back.

(audience laughs)

Put out all your best information for free,

and watch how your business grows

because there is so much abundance.

For the 39 people that decide not to pay you

'cause they got what they need it from the free content,

there's another thousand that now want to pay you

out of the gratitude and guilt that you provided for them.

(audience applauding)

It's true.

(audience applauding)

Now that's a model that works

for people that are more talented.

Like talent is a variable.

And every, and by the way, you do whatever you want.

I begrudge no style execution.

I have no judgements for how people make their money.

I'm just talking about what happens

when something like the internet comes along

and the real estate is super cheap.

The attention of humans right now

is the same way I feel about Manhattan 300 years ago.

It was a good deal.

That's it.

And people gonna mass it and have it,

and they're gonna be able to monetize on it forever.

And that is what the big opportunity is.

And the execution within it is very very simple.

The reason I don't want to spend

as much time with it but I'm happy to do in Q and A

and start raising your hands,

so like raise your hands if you have a question,

we'll start goin' around.

The reason I don't want to go deep

into the execution is 'cause

you have something called Google.

(audience laughs)

Like how do I run an Instagram ad

in New Zealand for a lawyer?


There's a fuckin' result.

(audience laughs)


So, it's the thesis.

It's the mindset of like, I want,

the reason I started with post,

so many people are not posting.

So many people posted once,

somebody said something nasty and you stopped posting.

I need to get you out of that.

Because if I don't then you won't post.

And then the game is over.

Like how to post or be, your talent is your talent.

If you have nothing good to say

it's only gonna play out so much.

But if you're not even starting it's game over.

So you need to understand why you're

not posting and you need to understand

what's actually happening right now.

This is the single greatest era to be a human being ever.

You need to take advantage of it.

If you're not winning during this era,

we got big fuckin' problems.

It's real good.

It just is.


Who's got the first question?

Go ahead bro.

- [Joel] Yo what up?

First in line.


(Gary laughs)

- Real quick before you go,

do we have, is this the only mic?

Do we have multiple runners?

Awesome, great.

Thank you.

So we'll just go two, two, two,

and keep goin' back, like let's do it that way.

Go ahead brother.

- [Joel] Sweet.

So my name's Joel.

I run a company called Just Chicken.

We do free range ethical cooking

of fried chicken at the moment.

- Okay.

- [Joel] Make our own sauces,

hand made blah blah blah blah blah.

- Yes.

- It's good shit, try it. - Yes.

- [Joel] How do we get across to people

that really don't give a shit about the fried chicken

that they're eating that this is a better product?

- You don't.

(audience laughs) (audience applauding)

I'll explain.

It's when you're on the right side of history

the market will come to you.

So, just you haven't even come close brother

to getting all the people that do give a shit.

- [Joel] Okay.

(audience laughs)

- You see where I'm going?

This is how I built VaynerMedia.

In 2009 nobody wanted to buy

in corporate America social media.

99% didn't want to buy it.

I found the 1% that wanted to buy it,

that became 2%, four, seven, nine.

I focused only there until the market came to me.

You're not gonna convince,

first of all unfortunately environmental issues

are becoming politicized.

- [Joel] Sure.

- So you're gonna lose half

of people just on some bullshit.

So, you don't.

Why don't you focus on the 13 to 90%

and this is a unique country where

you have a lot more people that care.

Like just first squeeze the shit out

of the orange you have instead of worrying

about this 11 over here.

- [Joel] And let them get more for us?

Like 'cause they're, we've already got advocates.

- Yeah but you don't have enough,

until every fuckin' person in New Zealand

is eating your fuckin' chicken

that actually is willing to eat your chicken

or wants to eat that kind of chicken,

your mission's not to only focus on them.

But what most businesses do is try to convince people.

I never try to convince people about anything.

I focus on who I've got and let the market come to me.

And that's why I'm able to build businesses so quickly

because people spend too much time on defense,

not on offense.

Got it?

- [Joel] Yeah.

Cheers Gary. - Cheers.


- [Man] Firstly thank you so much for being here Gary.


- [Gary] Of course.

- [Man] a real privilege.

- [Gary] Thank you.

- [Man] As someone who's learned a lot

from your conversations around self awareness

in particular-- - Good.


- [Man] And being on my own journey

suffocating the fuck out of my own bullshit

because I was - Yes.

- [Man] full of a lot for a good part of 26 years,

and I now really really want to go into that space

'cause I mean even in this room here

I think 80 to 90% of people actually

don't have a fucking clue who they are like you.

- I get it.

- [Man] And I'm really interested

in what you think the most important aspect

of self awareness to tackle first would be

'cause that's really the space

that I want to be in. - If,

I think if you can help people have the people

that know them the closest and best tell them the truth,

if a person, if you really feel

like you're not pumped and you want to get a read on you,

you should spend all your time

getting the people that most interact with you,

coworkers, friends, family members,

you should spend six months making them

know about a date that we're all gonna get together on

and the only thing you want is

for them to tell you the truth.

Mom, just this one time tell me the truth

and then you don't have to anymore.

You can always make me feel better but this one time,

this one time tell me the truth.

I think that to me is what's so,

that's why I love the internet,

'cause people can hide behind their avatars and their icons.

So they spit more truth.

Social media hasn't changed us.

It exposed us.

So, that's what I'm looking for.

I think truth starts it.

That's why I love being in pure markets.

- [Man] Yeah.

- Got it?

- [Man] So it's a build up of trust

the people around you and--

- But not trust.

Give them a safe place to tell you the truth.

- [Man] 100%.

- Got it?

- [Man] Got it.

- It's not about getting them to trust.

It's about you have to tell, like I'm unhappy.

Now tell me what I'm good and

not good at from your perspective.

Collect it from 30 people.

See if there's themes.

What people are unbelievably good at

is not realizing that people actually know.

Guys you're not tricking anyone.

You're not.

And the only people you're tricking

are bigger losers than you.

I mean it.

You're not tricking anyone who's winning.

It's very important because that's where we play safe.

We think we have a good facade.

We know that alcoholics are bad at tricking people,

we don't know that emotionally insecure people are not.

Got it?

That's a conversation we need to start having.

- [Man] Thank you so much.

- You got it brother.

And you know, and what you know that I heard,

I'm so humbled that you said

that is think about how that just made me feel.

You watched my videos and you said you were

full of shit out of excuses for 26 years.

Like, I know I don't even have to ask you.

It's insane how much better you feel.

Fuckin' trickin' yourself is the worst shit of all time.

- [Man] It's so liberating honestly.

I get it man.

I get it.

I peed my bed until I was 13.

(audience laughs)

(audience applauding)


(audience laughs)


Pick someone.

(audience laughs)

- [Lawrence] Hey Gary.

My name's Lawrence.

I'm from Made to Influence.

By all means anyone can have a search

for that on all the social platforms.

So as you said before tension

is one of the main key players at the moment.

- Forever.

- Forever, yeah. - Just so you know.


The newspaper.

The television.

Smoke signals. - Yeah.

- When people lived and looked up, forever.

Attention is the asset.

- [Lawrence] So, pretty much in my personality,

I'm originally from South Africa.

We really in your face the most times

so I don't have an issue getting people's attention

but building influence within our business

and within across the platforms,

most people walking these days with heads down,

cellphones down, listening to music.

How do you break or how do you get that attention

in that first 60 to 120 seconds

that means this person's gonna listen to me

and or this business is actually gonna take me seriously,

when it's actually direct contact?

I just, I don't-- - I totally understand.

It's the right question.

You do it by putting out 100 pieces of content

and letting the volume figure it out for you.

That's the real answer.


The reason I've gotten good is I've been putting

out content at scale since 2006 in an insane way.

Like and so, I, you start learning.

If you make 800 different pieces of content

on LinkedIn 'cause you're in a B to B environment,

- [Lawrence] Yep.

- the 800th piece of content's gonna

be more strategic than the first.

- [Lawrence] Correct.

- It's like anything.

You know how bad you were at kissing

the first time you kissed someone?

(audience laughs)

Yeah (laughs).

- [Lawrence] I don't even want to think about it.

(audience laughs)

(Gary laughs)

- So, you just get better and so I think

that you have to put out content

but the reality is just like you said,

everyone's down here the way you even said it excites me.

I'm like exactly, right?

Shit changes.

You want to read something amazing?

Like this is just interesting.

If you want to shit on technology,

if you're one of those people,

go read the earliest articles of the kaleidoscope.

If you read it and you didn't know

you were reading about the kaleidoscope,

you would literally think

that they were writing about the iPhone.

Kids were gonna get ruined 'cause

they won't be able to look at the real world

'cause they're fuckin' walkin' around like this.

(audience laughs)

It's amazing.

So, yes that's where it is and you practice right?

And like, but I will tell you this,

and you'll appreciate this.

I'm not great at growth hacking.

Like we didn't figure out the first three seconds.

We don't, obviously I told you the hey Mexico,

we got some stuff but I've won on stake.

You get people to listen to you when you're good.

So put out your expertise. - Yeah.

Will do.

Thanks Gray.

- You got it.


Mic runners I'm just gonna need

you to kind of like figure this out.


Thank you.

(woman speaking in foreign language)

(Gary speaking in foreign language)

(Woman laughs)

I speak Russian.

(audience laughs) (woman laughs)

Go ahead.

- [Woman] So my question is on a global scale really.

If you were to die tomorrow--

- Yes?

- [Woman] In thinking about your life

what do you wish you would've done more of and less of?

(Gary sighs)

- I, that's a really, really, really good question.

More of.

Probably at least at this second

I wish I would've gone to more garage sales.

(audience laughs)

It's really interesting and this is just fuckin' truth,

and for some reason my father-in-law sent

me the paragraph that Steve Jobs wrote on his death bed.


And it was the best.

I was so pumped reading it two days ago.

I feel nothing like him.

I don't have regret.

I'm not chasing money right?

I spent, I do what I want to do all the time.

I don't feel, I'm a workaholic.

My answer is not I wish I spent more time with my family.

It's just not true.

I have no interest in bullshitting you.

I have no interest in pandering to the current state

of political correctness of how people look at things.

I am this way 'cause I'm so happy.

I'm sure there's something.

It's less about, it's almost weirdly less about,

for me if I became terminally ill,

I'd be disappointed 'cause I feel

like I have so much to give for the next 50 years.

That's where my head would go.

Like I'm, my selfishness comes in selflessness.

That's why I-- - That very honorable.

- Yeah, it's just I wouldn't regret anything.

I'd be like fuck, that's bushtit.

All these fuckin' assholes are living longer?

I fuckin' had shit to give.

(audience laughs)

That's like where my head goes.

I don't think, I don't have,

like I'm so grateful for the fact

that I'm doing what I'm doing and talking

about what I'm talking about because

I'm only fearful of regret.

That's why I want, sometimes people

that follow me the most go work at a,

guys one volunteer day at a retirement

home will change your life.

Youngsters, I see a bunch of you youngsters, one day.

It's a nice thing to do.

Just nice.

All your friends will be like what the fuck?

It'll be weird.

(audience laughs)

But it will change your life.

Because when you see regret

in somebody's face you never un see it.

And so I'm really goin' at it.

Like the way, you know?

I feel real good about it.

It's a really powerful feeling as you can imagine.

- [Woman] I hope you understand

that your provide a lot of confidence

to a lot of people worldwide.

(audience cheering)

- Thank you for saying that and,

(audience applauding)

I really want to.

I really want to.

I really go after these tough subjects.

Like it's not fun to come on stage

and say go tell your mom to go fuck herself.

(audience laughs)

That's not exciting to me.

I understand how that comes off to some people,

but I'm very passionate about self confidence

because it makes everything else roll.

Guys, your strength is your uniqueness.

I watch all of you try to make the same vanilla content

on Instagram that everybody else does.

(Gary laughs)

Meanwhile I'm putting up pictures

of me holding Papa fuckin' Smurf.

(audience laughs)

Like uniqueness if your strength.

Thank you for that.

That was very nice.

- [Miranda] Gary?

- We'll get you.

(audience laughs)

Go ahead.

(audience members chattering)


- Is this on? - You are?

- [Miranda] Hi.

Hi Gary.

My name's Miranda and I run a

construction company with my husband.

- Amazing.

- [Miranda] I have two sons.

And one thing that - Yes.

- [Miranda] I'm super passionate

about is men's mental health.

- Yes.

- [Miranda] 'Cause it is a massive problem

in the construction industry.

It's massively over represented in New Zealand for suicide.

And one thing that I'd really

love to do is create space.

Create space for these, emotionally stunted men,

sorry. - Yes.


- [Miranda] With the inability to--

- Good news, there's just as many emotionally stunted women.

- [Miranda] Right.


- It is.

- [Miranda] And look we need their help too as well.

- Everyone needs it.

- [Miranda] But with more and more people

looking in these, - Yes.

- [Miranda] Rather than looking at each other,

- Yes.

- [Miranda] How do we create that space?

What does that look like?

- That's got a much better chance of doing it

than looking at each other 'cause looking

at each other's how we got here.

- [Audience Member-] Oo.

- We demonize, yes, you're demonizing the new

and you're putting the old on a pedestal.

How the fuck do you think we got here?

That thing is exposing us.

- [Miranda] Yep.

- Do you know why Me Too's happening?

Do you know why this, it's wonderful.

This is the best 'cause you can't hide.

- [Miranda] Yep.

- Harvey fucking Weinstein can't hide anymore.

- [Miranda] Yep.

- That's how we're gonna fix this.

This is the great era of taking

a perceived step back, - Yep.

- for two steps forward.

We're suffocating.

What we have to do now is not over correct.

So as a mom of two young boys

and caring about this, - Yes.

you want to make sure like we need,

like one thing we have to be careful of

is not going too far and not

letting boys be boys a little bit

and that doesn't mean, - No, no, no, no, no.

- There's a big, you know.

But like where I go with that is not harassment.

Harassment, put in jail, kill them.


(audience laughs)

I'm going to the place where I see

too many people go too far which

is eliminating winning and losing.


Like eighth place trophies are destroying America.

- [Miranda] No, no, no (laughs).

- Like America's already lost to China.

It's already happened.

We just got to go through the motions now.

So, but good news, that thing's helping.

It seems like it's not because they're in it.

Somebody leaves a bad comment, they get sad.

You can see everything now but kids were

like always getting picked on and doing things.

Like, the key to all of this is building self esteem.

What that woman from the former Soviet Union said to me

or from that heritage, that meant a lot to me.

I am absolutely desperately ambitious

to instill self confidence.

If you notice when I put out certain pieces of content,

I want, I make content for you

to pass to the person that you fear.

I make content with the thought

that you're actually gonna pass this

to your brother or father or sister or mother.

Because I want to have that conversation with that person.

Because nobody negative can ever beat me.

- Thank you Gary. - You're welcome.

(audience applauding)

- Next.

You'll go to her next. - Hi Gary.

(audience laughs)

- She might punch you. - Can you hear me?

- Hi.

- [Woman] Hi Gary.


I'm the owner of a company called Women Entrepreneur

which is an online platform for women

in business and also a magazine.

Now you talk about taking advantage

of every opportunity of grabbing the attention.

So today, I have your attention.

I would love to interview for our magazine.

Please just say yes.

How can I do it, when can we do it, where can we do it?

(audience laughs) (audience applauding)

- How much time do you need?

- [Woman] How much time do you have?

- Three minutes.

- [Woman] Let's do it.

- Done.

- [Woman] Awesome.

Thank you!


(audience applauding)

- [Anna] Hi Gary.

- Let's go over there.

- [Anna] Hi Gary.

Can you hear me here?


- Oh yep, we'll go with you.

- Hi Gary, my-- - Ladies first dude.

- [Anna] Sorry about that.

My name's Anna and I'm a coach.

I first want to say thank you

for the way that you lift women in

the industry and the - Thank you.

- [Anna] way you build women leaders.

I love the way that you represent them.

Especially on your podcast.

- Thank you.

- [Anna] So thank you.

You may have heard especially being down under

about the tall poppy syndrome.

I had a coach and she's American

and I had to explain to her what that meant.

So what is your advice for entrepreneurs

and people in the space coming

up against tall poppy syndrome

and trying to shine and trying

to shine their light in the space,

but not wanting to be too much?

(Gary sighs)

And getting pulled down in the media.

- Look, my biggest thing is just not playing

within the vortex of anything or anybody else's opinions.

I mean, do you know how much cynicism I am met with?

Like, my advice is be inside your own head.

I always say I don't hear you.

I don't hear the compliments.

People will not, when I say I don't hear you,

tune it out, people think it's the hate.

It's equally the compliments.

People throw real compliments at me.

It's really nice.

But I just think it's being even keel.

Like, the truth will win.

The truth will win.

Like, Bill Cosby's in jail.

(audience laughs)

- [Audience Member] Woo!

- Like the truth will win.

Like, it's very easy for me to believe that.

Like if you're doing the right thing,

if the right things are happening

like you're just gonna navigate and it's gonna play on.

It doesn't matter what the media

or the comments or your mother's say.

I just believe that.

Because it also depends what game you're playing.

You also get to define the rules of your game as a person.

I want to be the greatest entrepreneur of this generation.

I conveniently decided that the definition

of that is not only somebody who makes the most money

but makes the biggest impact

than all the other entrepreneurs.


So, thank but it's actually a very funny thing.

It's like fuck, I don't think I can make

more than Basso so let me just change the rules.

(audience laughs)

And that's what I think the answer for you is.

You have to make the rules within yourself.

It doesn't matter what the

outside forces are bringing to the table.

Does that make sense?

- [Anna] Yeah.

Thank you very much.

- It really is that.

Like, what people struggle with is

it's easy to give advice until it hits you.


- [Anne] Yep.

- Like, but (laughs), I just, I live that truth.

I just, I really don't hear it.

I know what I'm up to and I'm executing it.

I let the chips fall where they may.

- [Anna] Thank you.

- You're welcome.

Let's go over there.

Yep, go ahead brother. - Over here?

- That's you.

- [Coby] Hello Gary.

- What's your name?

- [Coby] Coby.

- Coby, what's up brother?

- [Coby] Hi, how are you?

Sorry, I'm just really excited right here.

- I get it man.

(audience laughs) (Coby laughs)

- [Coby] So, you talk a lot about passion

and how your passionate and stuff

but I just want to ask you like how

do you find out like what you're passionate about?

Like, in the contest where, when you were working

for in your liquor store right?

- Yes.

- [Coby] So, were you passionate

about the wine, the liquor,

or were you passionate about business?

- I was passionate about the process.

I was passionate about bagging ice for 15 hours a day

'cause I knew that it was a

stepping stone to the next thing.


I'm so passionate about being a businessman,

that's what I used to call it.

Before it was an entrepreneur it was called a businessman.

I was so passionate to be a businessman that,

but I was also so, you know what's funny brother?

People don't have humility.

Or patience.


Like, people disguise passion as I want good shit fast.

Like, I think when you're passionate

about the process you win.

If you're a pure breed entrepreneur

you love the process much more

than the gifts that come with it.


So I was passionate about the process.

Then I fell in love with the wine.

That was cool.

But I was passionate about managing people eventually

and strategizing and rebranding the store

from Shoppers Discount Liquors to Wine Library

and launching the eComm site and

I was passionate about the game.

I wanted to kill every other liquor store in New Jersey.

Then nationally, right?

You know?

- [Coby] Yeah, thank you.

- You're welcome. - Thank you.

- [Omed] Hey Gary?

- Yep.

- [Omed] Is it working, on?

- Yep.

- [Omed] Awesome.

Hey Gary, I'm 22 years old.

My name is Omed.

I was born and raised here originally from Afghanistan

and I love your content.

I'm always consuming it like,

I'm one of those got the Daily V going on every single day.

Just, I love your content and, - Thank you brother.

- [Omed] I'm an inspiring producer.

I want to get, actually reading it Crush It,

that made me want to get into blogging

and making producing and give content through,

content writing stuff. - Sure.

- [Omed] Now, I'm super passionate about marketing.

Like I'm working on this shit every

single fucking day like, - Yes.

- [Omed] every single day just working on it,

and what is it - Yes.

- [Omed] gonna take for a Kiwi living here

to work at VaynerMedia?

- Well, you should email me right now at Gary at VaynerMedia

and say I'm the Kiwi that was the Afghanistanian Kiwi

that's 22 that loves the show, - Perfect.

- all that, pull all that in, - Alright perfect.

- and then tell me why.

- [Omed] Yeah, definitely.


- I just want to know why.

- [Omed] Yeah honestly like,

I started a lot of, it's just a natural thing.

Like I'm into YouTube, I'm getting like,

I make a lot of like EDM mixes like DJing--

- It comes native to you.

- [Omed] Yeah I love it.

- That's beauty being 22.

You grew up with this shit.

- [Omed] Yeah.

- It's second fuckin' nature.

Who's over 50 here?

It's not as much second nature for us fuckers.

(audience laughs)

But we can figure it out too but

for you I totally have like, to me you and everybody else.

It is second nature.

Now the question becomes so many other variables

but the funny part with me is it's all practicality.

By the way, I'm, like unfortunately the current

state of America doesn't allow me to be as aggressive.

I would've said, DRock would've been pissed.

I'm like you're hired.

(audience laughs)

I just now know because I don't want

to look like a dick and then say that

and not be able to do it - Yeah.

- that the immigration laws have gotten so difficult,

unfortunately in my country that I'm just worried

to like over promise and undeliver.

So get me that email - Yeah.

- and we'll start the process.

- [Omed] Hey awesome.

Thank you Gary. - You got it brother.

- [Omed] Appreciate it.

(audience applauding)

- Yes.

- [Gary Brown] Hello?

Hi Gary my name's Gary Brown.

- How are you?

- [Gary Brown] Appreciate your time.

I'm good, thank you.

Hey, in a lot of the things I've read about

and listened to I hear people talk about product market fit.

- Yes.

- [Gary Brown] And it's something that

we had early on in our company before I was involved

and it's something that we've just hit again recently

and it's like having a tuna on the other end of the line.

It's like wow, okay.

I understand what they're talking about,

product market fit and it's come to us

through engaging with influencers

that already have the audience

and rather unconventionally we're doing that

on a paid to perform basis which is working really well

but we're struggling to get

other influencers like there's that,

there's the ones that have a small following

and there's the one's that have a huge following

and they used to run in campaigns

and have agents--

- The huge following is right and

you're wrong for the huge follow.

Let me explain why.

You're paying for performance with just sales.

- [Gary Brown] Yep.

- When you have 2,000,000 followers,

when you don't convert everything

direct that attribution to the link in the call to action

and they come back and buy your shit

nine months later because the brand

was built through that awareness

they don't get paid but you do.

- [Gary Brown] Yeah but what's been working,

we've been able to pay people without large audiences

incredible amounts of money.

- No shit.

- [Gary Brown] Because they're earning it

and we've had other people with larger audiences

that if we were, they haven't generated--

- I understand.

- [Gary Brown] If we were paying them up front

for what they think they're worth,

- I totally understand.

- [Gary Brown] it just wouldn't work.


- It's melded into the first question.

So then--

- [Gary Brown] But the question is

how would you go about recruiting more influencers

that are open to that type of model?

- By asking.

(audience laughs)

- [Gary Brown] Is there any particular strategy?

I mean we're out there doing that.

Is there anything you can think of,

like are there other ways to connect

with these people other than asking that you can think of?

- You mean other than DMing them

and asking 'em how much money they want for the action?

- [Gary Brown] Yep, that's what we're doing.

- Like what?

Like, breaking into their home?

(audience laughs)

- [Gary Brown] I don't know I'm like,

I'm wondering if there's anything we hadn't thought of.

- Of course you can.

You can start acting like a media company

and start a podcast that gives tips

to influencers every week for free

which brings awareness to you so that

when you do ask there's infinity

with them and you can convert.

- [Gary Brown] Right.


- Like I reach out to influencers all the time

and they're always willin' to do things

for me because they Crush It and started their career.

You have to bring value first.

You're trying to siphon their audience

and give them a short term financial vig

and people with smaller audiences

want to do that because it's their first taste of money.


The people with 3,000,000

followers don't want to do that

because they can get other brands,

like bigger brands to not play for performance

because bigger brands value brand

in the long term but you're smaller now

and you value shorter term sales.

That's right.

There's a stand still.

There should be.

Your interests aren't aligned.

It's not a product fit between you

and four million people following.

I would never do a paid per performance thing.

You know?

So, I think that that's okay.

I think you just need to ask everyone on earth.

- [Gary Brown] Okay.

(audience laughs)

Thank you.

- You're welcome.

- Hey, sorry to jump in here Gary

but time's against us however,

you're a couple minutes over but we will go,

let's have one lucky last.

- [Gary] Okay.

- Okay?

- [Woman] Hi Gary, I have a question.

- [Host] Okay, 50 bucks, 100 bucks.


- That dude back there.

- [Woman] Gary I have a--

(man groans)

- Who's got it?

(Gary laughs)


Shits like it sucks.

- I know, so much anger.

(audience laughs)

- [Man] Hi Gary it's mean from the airport.

- That's amazing.

- [Man] I've been flipping shit for awhile

and like shoes and tickets and what not,

so I was wondering if you could

come grab your beanie and please flip it?

- You want this?

- [Man] Yeah.

You got it.

- Okay.

(audience cheering)

One more.

(audience applauding)

(host laughs)

Okay one more from down the front here.

- Let's do this guy right here.

- So this guy here. - Yep.

- He was nice and calm.

- [Host] What was your question?

Here you