(upbeat techo music) - i'm never interested in bullshitting. we are going to, not a mobile first world, we're going to a mobile-only world. ai and automation will never stop. we're gonna become robots. and nostalgia is the most under-priced asset in our society. i can buy a businessfor $80 million,
and sell it for $4.6 billion. can we win? like can we fuckin' sell shit? losing is comfortable. losing is delicious. there's just no other gear. your destiny is your destiny. it's on you. i just don't even know how not to be me.
- i know we said we weren'tgonna have any speakers at this event, but i didn't say q and a's. so, we're very, super grateful that garywas able to join us. most of you, anybodynot familiar with gary? it's a pretty tuned in audience! - [gary] it motivates me! - well yeah, there's alot of people, obviously,
there was a little bit of a procession when he was coming in, almost like a weddingor something like that. super excited, gary's herefor just a little bit. i know he has a conferencecall right around the corner, so we're just gonna goright into a q and a. gary's amazing when it comes to rants, it's funny how i actuallydecided on gary. we did a comedian in yeartwo of mastermind talks,
during a dinner. and it was so well received, and i was like, man it's begreat to have like a comedian who actually could delivergreat business stuff, and i was like fuck, gary's hilarious! so, that's why we have gary here. so, ladies and gentlemen,no introduction needed, gary vaynerchuk! (applause)
- thank you. thank you. super pumped to be here. obviously a lot of friendsthat i know intimately, so that makes it a lot of fun. yeah, you know, obviously a lot of what i've been focused onfor the last couple years has been to actually push my brand into a place where i could go to an event
and just do q and a. which i think at the end of the day, knowing so many of you, i'm and will always be concerned about can i bore people? can it become boring? and there's a lot ofyou that really know me, the truth is there's sofew things i believe in. there's really only threeor four true kind of like
principles that i believe in. luckily for me, andluckily for so many of us, we got to live during thisera where everything changes so much. i'm baffled by people notunderstanding what happens when we move to a snapchat universe, all the same shit that happenedon every other platform that had people's attention, whether it's print or radio,television, or facebook,
so for me, thank god thatthe markets gonna move on an everyday basis andthank god people get old. and what i mean by people getting old is at south by southwest it was funny. chris sacca exposed this thingin his big vanity fair piece, which we make fun of, but for years we had this very small group that at south-by would gettogether at like midnight and go in literallyjust a small hotel room,
just sit there and we would basically, we called it the jam session, all it was was literally "is pinterestworth a billion dollars?" "what do you think isgonna happen with uber?" and we did that for seven or eight years, it was really interestingto see where people were right and wrong, and it was just amazingdebates and i learned so much. but to me the q and a and the banter
and the content is so imperative. it was two years ago at thejam session where literally the founders, the founders of twitter and instagram and thesetools poo-poohed snapchat. and like just really, it was crazy. i was literally emphaticallyyelling at them, like you guys changedthe world, and everybody said the same shit aboutyour product five years ago, how did you get so old so fast?
(audience laughs) and so you know, obviouslywhether it's entrepreneurship or investing or running a company, i think for the people herethat have had the time, 'cause i know some of you are so busy, in the last six months to ayear i've been spending a lot more time on what reallyhas allowed me the privilege of standing in front of you which is, i'm not really iq strong,i'm really probably,
i would actually argue that i'm probably below-average to average on iq, but i do think my parentsblessed me with over-the-top eq, and my emotional intelligenceand self-awareness and empathy and the way i built my, you know, the reason vaynermedia hasgone from 30 to 650 people and hasn't broke ispredicated so much on eq. and then consumer behavior, like projecting what i think you guys are gonna do
before you realize you're gonna do it, has a little bit to dowith that stuff as well. so, thrilled to go anywhere, i'm real excited to do q anda and thanks for having me. are you guys gonna mic it? you gonna run it? great. let's just get into it. just name and question.
- [cameron] cameron herold, i've got a question regarding second in command. i ran a session today aboutyour chief operating officer. i wanna know who isrunning vaynermedia for you and what makes the relationship between you and that person so strong. - so that's an interesting question, and an interesting timeto ask that question. this friday, my brothera.j. who's been the c.o.o.
of vaynermedia from the beginning is leaving the company. i think some of you mighthave read a month ago aj finally announced, cause he's been very private about it, my brother has crohn's disease. and truth is, and i knowsome of you know aj, aj and i are really different, just like i'm much more,
i mean aj is thrilledto have his seven friends and i'm desperate to be deep friends with every fucking person in here. (laughter) and so aj was no question the c.o.o. of the company, for the first five or six years. over the last year and ahalf we knew this was coming so we commoditized him out.
there's a guy by the name of james orsini, who ran for 25 years ran bigagencies, satchi and satchi and things of that nature. you know the truth is and something i've been talking a lot about with my own friends,not as much publicly, maybe john knows, very fewpeople know this in this room, maybe one or two, i really run vaynermedia.
like i think because i playgaryvee as my side hustle, and because i'm good at it, and because i work 18 hours a day, a far majority in this room,including people like dale, like people at yanek, like people i really know, i don't think really understand how much i actually operate the business. and so, for me, every operational
decision runs through me, i've got a lot ofcontext on it, i'm there. and i think the key, and i'd be curious and wecan maybe talk afterwards, i think the key for mein having a number two, or number three, is lessabout them running it in the way that you framed it, it's more about them complimenting the thingsthat you're not good at.
like, i'm very self-aware.right? for example, knowing that20% of you, a lot of you don't know me, but knowingthe ones that know me knowing that 20% ofyou didn't even like me on first impression at a conference or things of that nature, like self-awareness is imperative. and as an operator, i'm very self-aware and i know where myshort-comings are.
and so i think for anybodyhere that's looking to scale, i think there's way too muchpride in this collective room, like nobody here is good at everything. and that's super real. and i think we all know that. and we have strengths andweaknesses and i think, i've been a guy, and i've watched a lot ofcompanies do this at scale, i really believe on triplingdown in your strengths.
i do not, i'm not a big fanon working on your weaknesses. i think you have to bedangerous in your weaknesses, like i'm not a dope whenit comes to the finances or the other things that i don't wanna do, but i'm far from being interested in being world-class in it, it just doesn't leave enough room for you to be world-class atwhat comes natural to you, which is always gonna have more upside.
so, it's been aj, it's gonna be james, i'm building something else, i don't know, i'm surea lot of you that have bigger organizations if you'renot in a solo entrepreneur land and if you've run companies, one of the things that i realize and i realize i did at wine library and i'm gonna makeit official at vaynermedia, is i'm gonna create somethingcalled office of the ceo. so there's gonna be these sixpeople and they're my family,
they're the inner circle,they're the people that nobody else in thecompany tells anything to because they know thatthe second they tell them they're gonna tell me, right? everybody's got that inner circle, and by the way, some of them are rankednumber five in the company, and another person mightbe number 174 salary level, so now i'm gonna make it official
because they just help me scale. when there's that level of trust, i think sometimes peoplesilo a level of trust just to your right-handwoman, right-hand man, like one or two people, i actually am looking for scale, and so i'm gonna builda five, six person team that basically is justgonna take care of the thing that's the most important to me right now.
like we just landed one of thebiggest banks in the country. i can't even announce it yet. one of the biggest banks in the country, it's gonna be 30% of our revenue, it's an enormously big client, i really need to make sure it goes well. i need to put everything on it besides the great team i put on it. so they'll keep an eye on that.
and they'll keep an eyeon this one employee that i think is a superstarand they're gonna vet it, so the other thing i wouldgive a recommendation to that has i think thematicsinto were you're going, is building an inner circlethat everybody in the company knows is you. just even the five people within an organization in that group won't even have a title within it.
it's just gonna be, that's what they are. office of the ceo. something to consider thati see a lot of value in. thanks for your question, man. - [david] dude, david osbornei was born in austin-- - are you literally that lazy? you just... you couldn't go there?(laughing audience) - [david] gotta sit up front.
- just gonna stay up here. - [david] so...(laughing audience) dude, i was born in austin, texas. two questions: one, what the fuck is snapchat? man, i got on it becauseyou told me to get on it, and i still don't know what the fuck it is or why i'm on it!(laughing audience) i know a lot of young people follow me,
and i got no idea why-- - [gary] that's a very commonmarketers' question right now. - the second one is what you invest in outside of vaynermedia. do you put money inanything that cash flows or anything like that? - [gary] got it, so... i'll answer second one,because it's very detailed. i had a $25 million
venture fund called vayner/rse. i'm closing one called vayner capital, that i'll be announcingin the next month or so. it's gonna be a $55 to 70 million fund, very different. vayner/rse was 25 million,when i made 100 investments. so a lot of different things, more angel investing like i used to do. this new one i'm gonnaraise 50 to probably end up being 60, 70 million dollars.
i'm probably only gonnainvest in 10 companies. so it's going to be much later stage, and i'm use vaynermediaand its capabilities to help the outcome of companiesthat are further along. so i've always angel-- i've made up net net between wine library, which has been a very successful business for a very long time,that i get income from 'cause i ran it and it's family business,
vayner, i get seven figure book advances, and i get paid six figures to speak. like with all thatlucrativeness, the investment in uber and twitter and facebookand tumblr and buddy media those are gonna end upmaking me the most money. so that's what i do. and then, but... i really truly see myself as an operator.
you know, i will never not run a business. at scale, by the way. i'll never-- and this is a fun thingto say in this room, i will never be garyvee full-time. like, even thoughit's gotten to a place, and it's starting to get to a place where i think i can make alotta lotta money doing it, i just really enjoy running businesses.
snapchat is very simple. i mean, it's justattention arbitrage, right? it's... it's a platform that people are consuming their content from. there's nothing else to say. the stories, have you gotten to a pointwhere you understand-- that's the newsfeed.
it just looks a little bit different. you know, it's interesting. if you take your phone right now and look at every social network: facebook, twitter, linkedin--if you consider it that, pinterest... like if you literally put all seven of the things we group up with: facebook, twitter, linkedin,pinterest, instagram
they all, functionally, are the same. it's basically onehardcore piece of content, and then social commentaryin one shape or form, and then you just go this way. snapchat has been the most confusing, 'cause it had totallydifferent ui/ux experience left and right, up anddown, very confusing. what's interestingthough, on the flip side, is if we were to go
and i'm actually thinkingabout making this video, because i've just realizedthis through friends and family that are what i callnormals, not in our world. just like kids i went tohigh school with, right? if you go to times square right now, and you give 20 people snapchat, that have never used it, within an hour, if you help them, within an hour, they really understand it.
and just to give you context, that never happened with twitter. as somebody whose grownup in the last 10 years, normals never fullyfully understood twitter, and they really understand snapchat, and they're addicted to it. and so... just another place forpeople to create content. you know.
i think the bigger thing-- the reason i'm so bullish on it and the reason in december and january i got very loud about it, even though i've been talkingabout it for two years, is dj khaled was the cherryon top of understanding, and we kinda started talkingabout a vayner in september, "shit." 30, 40 year olds are startingto use this and for real,
and this is how they all go, either they start in atech-nerd environment or a kid environment, right? then they bubble up, and then the first thing you'llnotice is 30 to 40-year-olds in new york, san francisco,and l.a using it, and then that will happen inthe middle of the country. and then it'll go 40, 50, 60, 70. snapchat's already bigger thanevery other social network
that's come before it,except for facebook. already, right now. instagram, yes, but instagram's such a weirdone cause it got bought 500 days into its lifecycle. and so it got vigged so much by facebook. it's just an important place man. i, for this room, there's nomore important place right now to figure out how to storytell and do what you do.
how you communicate, what yousell, except contextually, you have to figure out how that works in a snapchat environment. because the biggest feari have for people that are entrepreneurs, growth hackers,smart, doing their thing, is we're going to nota mobile first world. we're going to a mobile only world. right, like, i'm on a three-daybusiness trip right now. no laptop, this is it.
that blows my mind. like, that's just crazy to me, that i don't have my laptop. i'm running business-- like i do stuff! this is not like, you know, and so there's a lot of people here that rely on their tacticsin a digital environment based on landing page optimization
and all the things they think about in a desktop universe. and so a, what you're doing on your website and how you're storytelling to the world, you have to figure out mobile only and b, and probably more importantly, as you guys know, it's beingcontextual and relevant in all these other channels,
as well as being relevantin your home base. and so, that's that... (microphone) - [zach] hey gary, my name is zach obront. question is, i've heard youmention before that you think of vaynermediaas 650 people to leverage you. - yes, the scalable version of my marketing talent, yes. - [zach] what's the thinking both from a why perspective and a howperspective of doing that
versus the most typical agency model of trying to remove yourself or make it moreself-sufficient without you? - well it is self-sufficientwithout me. and why don't you holddon't you hold the mic because there might be a detail here. - [zach] yeah. - it's fully self-sufficientwithout me. i think, again in the sameway as your first question,
i always think theparadox of how i run shit and what i'm excited about to keep you interested for 10, 20, 30 years most of what it lookslike is going on isn't. i think you'd be veryfascinated by the fact that, i don't know, of the 100 million dollars in revenue from vaynermedia will do this year, 60 or 70 of it has almost has nothing,
like i don't even know the client. nothing. they're not buying gary vaynerchuk, of course once in a whilethey may think that, but we're very clearthat this is an agency. so it's very self-sufficient without me. but why it's the scalableversion of me is the craft that the agency is doing. meaning we're leaving a tonof fucking money on the table,
by not doing banner ads,by not doing search, by not doing a ton of shit. we probably left $25 million straight up on the table, by not wanting to build websites. when i say it's a scalable version of me, my main plan seven yearsago was, how am i gonna buy- as i started meeting zucks and travis and stuff, i was like, "fuck i'm not these guys.
"this is not who i am." and back to self-awareness, i'm like, so i'm not gonna make my money the way they're gonna make their money. seven years ago, i'm like,"how am i gonna buy the jets?" right, and so...(laughing) i decided that what i wasbetter at than all of them was i could sell shitbetter than them and stuff. and then i kinda gave it alot of thought for a year,
and i said, "huh." there's this guy by thename of dean metropoulos, he's just a private equity guy, but he did something that i believe in. i'm a very big believer that nostalgia is the most under-pricedasset in our society. for example, had i been further along, and i wouldn't have seen it, but had i been further along,
it would've made sense for meto buy marvel in bankruptcy and then make it into movies and make a trillion dollars. that makes sense to me, because the hulk hasbeen around for a while. like, spiderman matters. dean metropoulos bought tuna under the sea tuna fish, he bought pabst blue ribbon beer, he bought bazooka joe gum,
and then he just runs them better and flips them. for me, i wanna buy brands like snickers or puma orlacoste or i don't know, timex or peter pan peanut butter. i wanna buy brands that have been neglected that are under-priced. run them through the vaynermedia machine, and then flips them, because those are the kinda things you--
i can buy a businessfor $80 million and sell it for $4.6 billion, if i can do what i've done in two businesses that i've ever run, which is growth revenue,extraordinarily quick. that's what i set out to do, which meant that was gonnahave to eat shit for 10 years, at the height-- and again, dana couple people here,
you guys knew me, like i had a lot of leverage in 2007 '8, '9, '10, i was in it. when i announcedvaynermedia zucks texted me and said, "the fuck are you doing? "building an agency, client services?" i was a disappointment to allmy tech-titan friends. i mean it! like, straight updisappointment.
but, i was like, "cool, you go do you "and make trillions and change the world." (audience laughter) i just need to make $4 billion to buy the jets. and so this is the onlyway i know how to do it. and so it look a lot ofhumility and patience to get here seven yearslater and have what i have. it also took the factthat i had to know that my people skills were muchbetter than everybody else's.
so that i'd be able to keep. because my vulnerability isthey could leave tomorrow. not building a product,i'm not in saas business. but i also had enormous confidence in my ability on a people level. and so that's where we're at. and so that's what i mean by that. - [zach] awesome, thank you. - yeah.
- [ben] hey, i'm ben greenfield,fitness.com/snapchat. on page seven of your book, which i've owned for about10 minutes now, it rocks. you talk about how oneof the biggest lessons that you learned in 2015 wasthat you had to start taking better care of yourself. - yes, health-wise. - [ben] and i'm curious to get a little bit more ofthe nitty-gritty details
about that, like what'd youdo as a busy family man, entrepreneur to starttaking care of yourself? - well john why don'tyou come up here, and why don't we tell this story together? - [john] i was hoping you'd say that. - you got it. - is there a mic up here? - yeah, let's get a mic for this man, this man has a lot to do with it.
let's clap it up for this guy. (audience applauds) - hey, guys. this is very exciting. - i'll let him take overat some point, 'cause he'll know where to take over,i'll give you the context. basically, super-fuckin' random, like just random fuckin' flight from san francisco to new york.
i'm just sitting thereand i'm like you know, when am i gonna take careof this health thing? i know that it's not right,i know i'm not winning, i got into a good place inmy head around my health where i looked at it likea business, and i said i'm not doing the behaviorthat's gonna make me successful and eventually this is gonna catch up, and the weird thing is,it got to a place where i was like, wow, i don't do anything right.
i eat like shit, i've neverworked out once in my life, and somehow i can literallywork 18 hours a day and not be tired, and myfat is equally proportioned through my entire body so it's hiding how fat i am and like insidei must be fuckin' yokozuna from wwf but it's not like, you know. and so, i just started talking to myself, i talk to myself a lot, and i was like, i need to address this.
so that's what i said, andthen the flight's delayed. super funny, it happens, no big deal. and i'm just talking andtalking, and i was like you know what, when i turned 30, i freaked my shit with wine library and i started wine library tv and got into tech and icompletely changed my behavior. on my 30th birthday. driving to wine library,looking in my rear view mirror, i'm like, literally this iswhat happened, my birthday,
my 30th birthday, i looked at myself dead in the mirror, in my rearview mirror, and i said "you're fuckin' full of shit." and what i would say to myself, talking to myself i was like, you say that you're gonnabuy the new york jets, none of your behaviormaps you pulling that off. and so if you're gonna doit, you better lay down some serious foundationfrom 30 to 40 because
family's coming and all this,right, so i said to myself, "wouldn't it be romanticif on my 40th birthday, "because i don't think i need another, "what am i gonna work,from 19 hours a day to 24?" i was like, that's notgonna be it, i was like, you know what, health. that'd be a really good one to address, let me get my shit together there and literally before the flight took over,
i said, 'cause i was38 and four months old, i was like, fuck it, why wait 'till 40? i'll do it at 39. and then, literally, i was like you know what, fuck it, i'll do it as soon as possible. and so that happened about a year and a half after we met where i tried my first versionof what i just told you, which was i decided to gothe peer pressure route,
and i publicly tweeted andfacebooked that i wanted to get a trainer that'swhen you took over. - yeah, so this is 2011, i think? - mhmmm. maybe '12. - it was right when thank you economy came out. - okay '11. - 2011-ish and gary and i met. he was giving a talk atthe apple store in soho, i went down in my jets gear
which is not like me blowinggary, i'm just a big fuckin' jets fan to my ever-lastingdismay and so we met, we chat a little bit, justrapport building relationships and as most people doinappropriately, he commented on my physique,turned out i was trainer, give him my card, which he then lost. couple week later-- - i threw it out. - yeah, fuck this.
'cause at that point i waslike, 2011 john was like i'm super professional, business cards. i should have just fuckin' tweeted at him. and then, he put up on facebook that he needed a trainer and so people did what is inexplicable to me, people who follow gary, instead of leveraging what they do, they all just jumped onthat facebook thread,
pick me, pick me, pick me and the shit that garytalks about not doing. and so i was like fuck that and i just posted on my facebook and sent everyone on my page over to blow up his thread and so then, i got an email maybe 20 minutes later from phil torano who wasthen gary's assistant and that monday, i wasin the gym with gary.
so the plan, initially, was to train four to five days a week, for an hour and then gary made it ahabit of cancelling on me at least three times a week. and i let him off the hook. it was really cool tobe working with gary. but we do a lot of work together. and then-- - that story, i'll jumpin, so that's right.
because, by the way, and i talk a lot about it in business, for some of you that are following along. i talk about religion over tactics. i just wasn't in the religious place to take care of my health. i was half pregnant,that's why i cancelled. i'm publicly saying i never get sick. he's supposed to work out with me at 6:30,
at 6:22 i'm like, dude, i'm so sick. - yeah, mother fucker. i was in west village at the time going to the upper east side like a $40 cab ride. and it's like, this mother fucker. it's like, it's cool bro. - we built a really nice relationship and when i made that decision,
the first thing i did was call him and i said, "i need your help." and what my plan was, was what i realized, by the way, in that moment, was i was not held accountable to myself. - right, and so hecalled me and he's like, "i have this crazy idea." "tell me if it's retarded." "what i would like to do is hire someone
"to be completely in charge of my body." "i want to bring them on full time "as staff and they're going to be "in charge of my food, "they're going to travel with me, "take care of my workouts and everything." and i said, "i think it's a great idea "if you don't fuckin'cancel on them all the time. "but you also have tofind somebody who's good."
you got to, someone whosits in the venn diagram of being good enough for me to feel comfortable recommending them. i had moved to l.a. at this point, i was no longer eligible for this job. and they have to be good enough, they have to be at apoint in their business where it makes sense toonly have one client. it needs to make sense inall these different facets.
and so, the only guy i could think of was a kid who had startedas an intern for me, he became my prodigy and then started his own business, mike vacanti. and so gary had trained with him briefly. - that was the worse four months like two sessions.- yeah like in four months he had like three sessions. and so, i was like, "mike will kill it for you."
he really is, he's a great trainer and a phenomenal dude and i knew that he had the right metal to be able to work with gary and travel with him 300 days out of year at points. and so that's how it started. and so mike became the ceo of gary's body and since then, gary has made tremendous physical changes and it's also
given him a lot more energy and that's more or less the gist of that. - has not given me more energy. i'm just fully, fully, has not. - he's less broken than he was. - no, no, i mean look, look. i mean, do i expect a57 like i'm not naive that there's so much good that's supposed to happen but like,
i never want to say thingsthat haven't happened. i don't have more energy. what i do have, is at least my left glute is now active. that is something i have now. who knew that a glutecould go so inactive? go sit down, i got more to do. - here you go man. - thanks, good to see you, love you bro.
(audience claps) so, the answer is and this is how i believe about every business. i talk a lot about fitness entrepreneurs who are so good about their physique and their regime and all that, but then, in their business, their looking for the secret or the 12 courses thatdon't let them do the work.
once i made the religious decision to do the work and i hadone interesting unlock that maybe canhelp you in some way. i figured out, in that really zen place. i was like, fuck, it's 'cause i'm not competitive with myself. i don't give a shit if i run four minutes and nine seconds andyesterday i did 4:11. i'm competitive with everythingin the world but myself.
and so i realized i needed to be held accountable to another human. i work out every singleday and don't cheat. i've been unbelievable 'cause i don't want to let mike down. and because, i know every morning i'm going to go on the scale and mike's going to know. i've suffocated myself and by the way,
mike's tenure of two years all-in, is done july seventh. i have a new guy starting for three years. and i'm very comfortable in saying this, if i was ever to stop doing it, i would revert back. so many people after six months or a year, they're like, "all right gary, "you don't need mike anymore."
"you got it now." i'm like, "absolutely not." it's the accountability to another person is what was the break through for me. - cool. yeah, you got it brother. - [man] hi, gary.- hey, man. - [man] i'd like toask ask about chatbots, do you think that's gonnabe the next big thing? should we be investing in chatbots?
- like bots in general? - [man] or, messenger as a platform? - yeah, i mean, look. it's huge in asia, there's enormous opportunities for bots to make life more scalable, things of that nature. so yeah, do i think bots inmessaging apps are a pillar? yeah, i do. and i think it'sgonna take 3, 4, 5, years, for it to be a real scale,but it's talking about
search in '01 or emailin '96 or social in '07, i think it's a real genre. and here's what's more important: it's kinda like googleglass or other things that have not worked out, whether it works or not so, whether bots on messengerbecome the way you win is far more irrelevant than the fact that you get the tasteof what the concept is,
so that if intwo to four, seven, nine, 14 years from now it's vr augmented executionthat breaks through for you. the thing that pisses meoff is how many of you have not used snapchat 'cause you "think it's a waste of time "in case it's a fad" and you don't realize thetasting the execution sets you up for the next thing.
i wasted, i wasted afuckload of time on socialcam because it was a fadexcept it taught me 90% of what made me successfulon vine and instagram video and snapchat, and so please, enough of "well what ifthis is here tomorrow?" who gives a fuck? it's here right now, milk it for what it is,learn what it means, and it's gonna iterate on top of that and that's why i think botsare massively important
for this group, not becauseyou figured out what bot to make on slack or on facebook messenger to build your business,but because you'll learn what bot thinking is, howhumans interact with augmented, and then learn from that and ideate. you got it. - [dave] hey, i'm dave asprey, the "bulletproof" coffee guy. - hey man.- [dave] hey.
you mentioned earlier when you were hiring a personal trainer ceo of your health "pick me! pick me! pick me!"all over the place, right? i'm dealing with the same things. what do you do to prevent the people from coming into your circle who are there as basically brand parasites, they want to be there forthree months, six months, say "hey, i worked for gary v.!"
and then go out and build their own brand and probably steal half your shit. how do you get around that? - so, first of all, i get around it by not being crippled by it. so i'm just not worried about it. it's a cost of entry and it's a byproduct, and i'm actually flattered by it to be very frank with you.
so mentally that's where i'm at. number two, i'm neverworried about stealing. it's interesting that youbrought that up. i try to give away allmy shit all the time. like to me, one thing i've learned, is that 99% of people won't do anything with your information anyway.(crowd murmuring) it's all execution and especially what i do for a living,
i'm trying to figure outnew platforms of attention quicker and better than the market, so -- i mean, by the way,pre-rolled youtube video. there's 9 years of contentof me saying it's shit except six months ago google changed it and now you can targetpeople's google search behavior in pre-roll video and allof a sudden it's fucking good because i know exactlywhat your intent is. i don't give a crap aboutgoogle's bullshit demographics,
no longer am i crippled by "are you really "a 33 year old africanamerican female in houston?" i don't give a shit. i know that you searched the houston rockets so i got what i need, right? so you know, the truth isi've got it in a mental box where i understand.the one that's probably bothered me the most is"jab, jab, jab, right hook". i wrote a book called"jab, jab, jab, right hook" give give give, and then ask.
unfortunately, so manythink it's give give give and then take. evenmore scary, i don't like when i watch people giveme things i don't want and then expect me to give them things and then be like, "what up, bro?'jab, jab, jab, right hook?'" i'm like, "fuck you dude." (crowd laughs) i didn't want you to sendme your bullshit t-shirt. i don't consider yourfuckin' piece of shit t-shirt
a jab dickface. so, i would say, look, and i think more importantly i'll give you one other slight tweakthat i actually think is more helpful thananything else i've said here, and this will help a lot of you i hope. because it's been huge for me: it's never the hiring. too many people hereare crippled by hiring
and making the right call,it's about the firing. so if you're gonna letsomebody into your inner circle don't worry about whattheir intentions are, if they're full of shit, once they get in if you can taste it,get 'em out. got it? - [dave] thank you.- you got it, brother. - [dev] hey gary.- hey, man. - [dev] my name's dev, i'm a search guy,
and i wanted to ask whatare some of the keys to new business growth at vaynermedia? you guys scaled immenselyfast over the years up to a hundred mil, right? so what were some of thekeys that basically led to growth of new business? - the pillars that got us there were, number one culture internally. i'm a big fan of b and c players.
i'm gonna give you a lot of things, like the hiring and the firing, another one that i think has that same ethos is thati'm actually very fond of average players on your team. if you go for scale. if you're gonna build a four person company,y'all have to be ninjas. i get it. but if you're buildinga 700 person company,
you don't have 700 as. as a matter of fact, ifyou really break it down, anybody that works forsomeone else isn't like you. there was no me working for you. so number one, it was the acceptance of not being crippled. first, hiring ultra-fast -- ugh. the hiring process at vaynermedia is, "are you alive? you're hired!"you know?
the truth is, it got alittle bit better than that when i got out of the equation. but when i hired employee 30 to a buck 50, people barely got off the elevator and i was like, "here's your punch card." a lot of the early people knew who i was, and they thought it might be hard -- i mean they couldn't believe it. i was like, "you like sports?"
"nah." you're hired!(crowd laughs) it was just whatever becausei realized we were growing. and here is something veryinteresting: one thing that you have tounderstand is, you can't be the judge andthe jury for the market. one of the reasons i grew it sofast was we were so ahead of the marketwith social media marketing and strategy that even ifthey were b and c players, i knew they were a players tothe market.
so my b and c could walkinto campbell's soup and seem like a super a. so i think one of the things is if you're great at search, what you need to understandis who you're selling to may not be as great as you are. and please, i wanna makesure i'm being very, this is what's great abouthaving time to give these detailed answers,
i'm not talking about sellingstuff you don't believe in. you gotta understand a lot of people, you know what's funny?i had a lot of "no" men and "no" women around me. for somebody's so hyperbolized, i like people who willpush back against me. i need the context. so alot of them pushed very hard in 2010 and '11 of, like,"gary, what's the--" right in my team, likedoes this mean anything?
does this help the client? and i educate him, like look,and this was before there was paid social that could drive thebusiness results we have now so it was very organic, i go,"look, "here's what you have to understand. "they're paying us $5,000 dollars a month "for the amount of contentand strategy we're giving them "and just the ip for60,000 a year is a gift
"for these companies. "they're paying $5,000 dollars right now "for the catering bill ontheir bullshit commercial." so it's about contextualizing. one was the culture, keep continuity. the amount of people i have, our voluntary turnover rate is 75-100, like it's unbelievablybetter than the market.
two, it was my brand leadership as a, i mean, i had a real,what do you mean i had, i have a real fuckin' racket. i get paid $100,000dollars to go and speak and then land million dollaraccounts. that's fucking good, you know?(crowd laughs) you know what i mean? it was funny, i saw you shaking your head to some stuff right now.i always pay attention
to who's vibing with me when i speak, and i use their positive energy to keep my momentum going. this one toyota talk,small group this size, it was just one guy giving me vibes. mentally, i'm like "i'm gonna go thank "that guy after this talk." guy ends up being thefucking cmo of toyota. this was a dealership, like,northeast steelers, you know?
the speaking, my brand. and then finally, and thiswill always be tried and true, as charismatic and as cool as i am, as much as we have continuity, there is no 100 million dollars,there is no 30 to 650 people three-to-100 million revenue in four years without doing good work. sothe biggest growth we had, the biggest, was somebody at pepsi being blown,
lipton, brisk ice tea,south by southwest 2009. seven weeks after instagram came out, we made instagram cans for brisk ice tea for south by southwest, it got them a lot ofpress, instagram blew up, that guy left and went to mondelez and hired us, right? in corporate america peopleare leaving and going to different companies and hiring us --
the key to our growth was word of mouth of our good work when peoplewent to other companies. yeah. you got it, brother. - [man 2] hey man. - hey man. - [man 2] family question for you, i'm not sure if mark has asked you this at the social media andmarketing world or not. but i know you're reallygood about keeping weekends
to yourself. - yes. - [man 2] four or five years from now, your kid says, "hey dad, you're not around "as much as i'd like you to be." - i'm super scared of thisconversation, by the way. i'm being dead serious. - [man 2] yeah, i am too, i mean, our kids are the same age and--
- keep going. - [man 2] what, you know, does it change the plans-- - i don't know. - [man 2] to buy the jets, does it-- - one thing, i was superexcited about being here because when i get to do longq and a with a lot of people that have some sense of who i am and there's a high caliber of individuals, a, i'm neverinterested in bullshitting, b, i think i'm even at aheightened degree of not wanting
to bullshit, if that makes any sense. i don't know. like i am not interestedin lying about this issue. one of the things i thinksome of you have noticed, is i'm starting to talkabout suicide and depression in entrepreneur land 'cause it's real. a lot of, most especiallylooking at this room, at the age group that alot of us are in this room, there's less fake entrepreneurshere than when i go
to the y combinatorevent in a couple months. like, it has become sucha popular thing to sell. there are so many 22, 23,24-year-olds that are truly not entrepreneurs thatare being entrepreneurs 'cause it's the cool thing to do and what it's leading to, and the cliche, and this is of coursegeneralization, but the thing that i'veseen because i'm very in it right now is a lotof the 24-year-olds
that are in entrepreneurship are the people that can raise, you know, $3 million or $1 million to do it and a lot of those peopleare rich, white dudes. okay? and the cliche thing with alot of these rich white kids that are 22, 23, 24 startingthese internet companies is, they grew up in a private school. they went to a big time college. mom and dad facilitateda lot and the first time
they've ever dealtwith any true meritocracy or market conditions is theday their app hits the market and the market says, "go fuckyourself," almost every time. and it's this, we have, anda lot of you are parents, or are gonna be parents. we have an absolute wronggame right now in our culture in america, by the way, thishappens to every empire. this is what's happening to us. it's black and white.
we are in the eighth placetrophy business right now. we just are. we're rewarding kids because we think, we're doing fake self esteem. it's the politically correct thing to do. and my wife knows, i don'tgive a fuck about anything when it comes to what thekids are doing in school but when they go and do camp or sports, no eighth place trophies.
like, my little guy xander,he's got a little basket in our apartment, he has nevermade a single basket on me, nor will he until he's 15 or 16 years old. because it's not life. it's just not life. it's true, it's true, he will never score. he's got a weird complex already about it. and so, i think that we're living through a veryinteresting time right now
of depression and suicide. there's been three suicidesin the tech ecosystem, the hardcore tech ecosystem that we know and nobody talks about itand we need to talk about it. and there's a lack ofself-awareness right now in the game and i'm worried about it. and i forgot about thequestion because i was wrapping that back to something. what was it again?
oh, if they say, so on that, i think you've got to talk real truths and so i don't want to bullshit. if my kids say that, i don't know. i don't know what i'm going to tell them. i know that i was a lot morescared of it a year or two ago until i realized that, (laughs) this is just so fucking real.
oh, i'm getting to a wealthlevel where i'd be able to grab my kids from schoolon friday and fly private somewhere for three days with them. i actually am so curiousif i'm going to get caught in the middle. i do believe, and i'vewatched very carefully, that there's a financialarbitrage level where you can buy time atsuch an incredible pace that you might be able to sell it back
to that time together. know one thing, i haven't missed a recitalor an important school event for my first grade daughter yet. if i'm in new york, which means, luckily i'm not traveling 300 days a week. i've missed stuff but i'll never miss itif it's controllable and the other thingi'm very fascinated by
is a lot of my friendsspend time with their kids but they're not spendingtime with their kids. so like, a lot of mybuddies are absolutely like, will razz me, and then i'llrazz them back and be like, "dude, i was over atyour house the other day. "you're not with you,you play call of duty "when you get home from work." like, you're not with your kids. listen, i'm going to say another thing.
there's a couple things thati'm absolutely adamant about. i will never give you, i will never judge, forget about give you, i think we all like to spew a little advice. i will never judge somebody's relationship or how they parent. i'm the by-product of immigrant parents, where i didn't even see mydad until i was 15 years old and he's my best bud.
we have the greatestrelationships of all time. so, of course i'm effected by that, right? of course i'm effected by,"shit, my dad got away with." but i'm also not taking for granted that my kids are wiredthe same way that i was. i think it's an always moving thing. so, i don't know, man, i don'tknow what i'm going to do. but i really,i just know my truth which is if i'm not happy,then everything else breaks,
and if it makes me unhappy not to hustle, and do my thing, that's a vulnerability. and that's a real truth that people don't want to say out loud. which is, i know what thepolitically correct thing to say here is, i know whateverybody wants to say, but i'm suffocated not being me. i'm suffocated not being me. and my kids are wayworse off if i'm unhappy
than being happy, and so, i don't want to let them down. i'm pretty, i'm already, listen, i'm taking sevenweeks vacation a year and it's hardcore qualitytime in that seven weeks. and then with weekends,i actually weirdly think i need to work more. i'm like, "fuck, there's two days a week." i'm concerned about itbecause i don't know my kids well enough yet, right?
i don't know where, like i know the way lizzy and i are buildingthem and i'm hoping with the dna that they have, that they're going to beextremely self confident and self worth and a lotof those kind of things that will keep them intoa place where that won't be as much of an issue orconcern or their worth won't be wrapped up in my behavior. and i mean that.
like, one of the thingsthat my wife and i share, and it's probably thefoundation of our love affair with each other is wedon't fucking give a fuck about what anybody thinks,including each other, think about each other. i came home the other day. i was like, "liz, you have totell me about your side dude. "because you really don't give a fuck." if i texted lizzy right now and was like,
"hey, ran into jordan anddan and john at this event "and we're going to goto korea for nine months "to work on this new startup." she would literally textback in like two minutes and be like, "do you want me to pack?" like it's unbelievable to me how much she's an enabler of my behavior. i mean it, i mean it. and she does her thingand so, i don't know.
and it's the most interestingvariable in my life but i'm convinced that i will never go as far as "the market wants me to," because i know myself toowell and i just won't be happy if i can't do me. - [char] hey gary, it's char. it's just a questionrelated back to your point about nostalgia being really underrated. - [char] and then bringing thatback into some of the new
social media platforms andi wonder what your view is about voice coming back? so apps like anchor whichi think, personally, are really interestingparticularly for-- - me too. - [char] for a different demographic, so i'd love to know what you think about-- - the problem withvoice, and i love voice, and i love anchor, i've beenwatching it very carefully
as i know you know. it takes too much time. we like time more than context. so why voice is incredible is, do you know how many timesyou misinterpreted a tweet or an email? a fuckload. 'cause tone is lost in writing. what voice does incrediblywell is you won't lose it
because that's just something we know. the problem is, i haveno interest in listening to anybody's anchor herebecause it takes too much time. that's the problem. so, i'm bullish on voice. i mean, from 2008, '9,'10, '11, i was like, "ooh, voice twitter, voice twitter." anchor is the first voicetwitter that i've seen. problem is it takes too much time
and time is becoming, likeevery second that goes by, time is becoming more valuable. like we are willing to payunbelievable amounts of money to buy time. uber's built on it. uber sells time. uber sells the perception of time. like you think the car, in new york city, the amount of times i have an uber coming
and just watch cab aftercab after cab drive by. i'm like, "this fucking blows." you know, so. time is, i would tellyou that if you're hungry to actually build a startup, i tell everybody to build time apps. 100%. anything that sells you time. that's why the postmatesand the same day deliveries
and all that stuff, time. - [alex] hey gary, alex icon on snapchat. thanks for selling me on snapchat. - you got it, brother. - [alex] yeah, the question i want to ask, you talked earlier about leveraging vayner into buying businesses. - [alex] so when are yougoing to go all-in on that
and what are the businessesyou're going to start with? i don't know what businessesi'm going to start with. i've been looking at dealsfor the last 18 months. i even got into one letter of intent but i didn't like theway the numbers looked. so first of all, number one rule is, it had to be big at onepoint and it's not right now. right? so, bubblicious bubble gum,
did $128 million in revenue 13 years ago, 17 years ago,now it does seven, right? so there's a lot of things like that. like green giant foodsold not too long ago. fila, remember fila, forall you hip hop heads and grant hill fans, it wasbig for 48 seconds, right? like z. cavaricci pants, john. it had to have brand for a certain time. by the way, this is howthe toy business works.
like, my little pony,for anybody's who's 40, like i am, or in that general range, if you go in the toy aislenow, it's our toy aisle because we're parents nowand we'll be nostalgic and we want our kids to playwith strawberry shortcake and gi joe and star wars andmy little pony and dadadada. so, it has to be underpriced, had to have a lot of revenue,and my preference would be that it would skew very strong 13 to 30
because my marketingbehavior usually starts there and it's underpriced there. so any brand that you want to sell to, if you want to sellsomething to an 18-year-old in america today and youdon't spend 90% of your money and energy on snapchat andinstagram, you're an idiot. that's where their attention is. and that stuff is always underpriced. snapchat and instagram influencers
and snapchat marketing are underpriced, grosslyunderpriced right now. the way search was grossly underpriced when i started doing it in 2001. and there's long tailed search sem's that are underpriced by theword wine is not five cents a click any more. and facebook advertising 24 months ago was the greatest steal inthe market when i was yelling
about it and everybody waslike, "no, they took away our," everybody got romantic. they took away our organic reach. who gives a fuck? they took away your organicreach and they give you the best ad product thatever existed in return. same thing right now,you're debating snapchat. it's a fad, dadadada. and then in 24 monthsyou're going to be on it
and you're going not land grab as much, it's going to be harder to build fanbase. it's going to get noisy. the early users are going to stop buying. it's just the same fuckingpattern recognition forever. - [cole] hey gary, cole. - cole, what's up, man?- [cole] what's up? quick first question for yourfund, the $50 to 70 million? - yeah?
- is it open to outside investors and what's the maximum offer or buy in? - so yeah, we still haven't closed. the minimum is a $2 millioncheck and super happy to talk to you about it. - [cole] perfect, thank you. bigger, sorry, that was just real quick. bigger question, wastalking to yanik today and you know about thrive where he spoke,
what do you think aboutsomeone who's in a startup including a social elementor a give like a tom's shoes in the startups today for the millennials that seem to be, and again,what yanik was citing today, research that they're moreinclined to buy from someone that makesa difference than someone that's just making a profit. - yanik's right. the problem is marketers ruin everything.
so what's happened is, my data shows, and what i'm looking at isthat the trend is already swung the other direction. you know, yanik, i don't knowwhat, if you look at the data but i think what's happened is, there was probably threemonths there a year ago, where every startup, and i look at seven to 25 startups a week because i invest, came in and said, "gary, gary, i got it, all right, listen.
"i have an umbrella company. "it's an umbrella and forevery umbrella you buy, "we give an umbrella tosome poor dude in seattle." you know like, and so what happened was, when tom's shoes did it, andwhen a couple of the early people did it, it was novel. it caught our attention. yes, the younger set doescare more about charity and giving and, you know, no question.
they're wired differently. the problem is, it became a tactic. every scum bucket marketer that i know started a startup that hada buy one get one, give one, and it became tactical andnow there's 8,000 of them out there and now it's just noise. it's the same old game. supply and demand and so, i think there's an opportunity. the problem is where's the intent?
so many people now doit because they think it's the hook for theirbusiness to succeed, not because they actuallygive a fuck about curing a disease or helping somebodyin an underprivileged environment and when yourintent is fucked, you lost. and that's real and you guys know it. and you also know thatyou've done many things where your intent waswrong, it was tactical, and it never wins.
so, if your intent's, what's that? - [man 3] amen. - amen, brother, thank you. it's true and so, i thinkcan somebody tomorrow start a company that'sbuy and give and win? absolutely, if it's their truth. a, it's harder to break through because there's so much shit, and b, unfortunatelythere's just not so many people that have that truth.
- [man 4] hey, it's me again. - does he get more air time? strategy. - [man 4] this is a prediction because i know you like to be right about shit. do you think snapchatwill add at any point in the near future somethingfor sort of endemic discovery rather than having to pushpeople from other networks? and i do like to predict,and i feel comfortable.
the reason is, evan's done so many things. i don't know evan well enoughto know what he's going to do. what i do think is thatsnapchat's gonna do something very smart inthe way they're doing the stories thing. how many people here actuallylike snapchat and use it as a human? like, not as a marketer, that's me. i mean, as a human you like it.
so you notice how they wentwith continuous stories, i think they're going todo a very smart ad product in between people. so that's what i think they've set up. that i'll predict. i think there wasno reason to do it except the continuouscontent gets stopped. and i think it's really cool if you go, if you really think of data,think about,
you follow garyvee and tim ferris, and you can actually buy an ad in between those two people. you can buy an ad betweenkim kardashian and toyota. like, you'll have the data toknow what the continuation is and you can insert a five or 10 in there. i think if you could dothat, boy, i would buy the shit out of that if i actually knew the two media entities,i would just understand who that person was andwhat they were interested in
and be able to create andsell in that environment. - [man 5] two questions, three questions left. - no, we could do a little bit more. i'm going to try to be late for my call. this is too fun. (audience laughing) - [diana] hey gary,diana here. - how are you? - [diana] i'm great, how are you?
- good. - [diana] so if snapchat's on this side, i kind of see meditation on this side. - okay. - [diana] i know you'revery kind of futuristic and have made quite a few predictions-- - i have. - [diana] on the meditation side. - obsessed.
- [diana] i'm really curious. how do you see meditationplaying out as a consumable in the marketplace? is it events?- yes. - [diana] is it online?- yes. - [diana] everything.- yes. meditation is the fitnessindustry over the last 20 years. - [diana] that's youthink it's going to be. - meditation in 20 yearsis a foundational pillar
in american consumer society. mental health is the next physical health. everybody here in 20 years will have some, there'll be the lightweight version of it, like oh, there's some coollittle app and it just makes me sleep better or escape,and then there'll be more extreme stuff. and the truth is, just soeverybody knows, and i appreciate you knowing that,
and people that follow me. i know really nothing about it. i just know consumer behaviorand i know when i see the tea leaves, i justknow it is going to be, there is, i'm 100% positive that the next retail explosion, like that looks like soul cycle or like blockbuster video is going to be, there isgoing to be a starbucks and soul cycle of meditation.
the place that every trendyrich cool person goes to and sits there. so i think, think about it asevery other genre that pops. so there'll be thestarbucks and soul cycle, there'll be you have ufc fighting, there was the merchandise company, they'll be the tap out or the life is good. there'll be a brand that ownsthe meditation swag, right? and then there's going tobe all the other things.
i think it's going to be big. like, as a matter of fact,you guys heard earlier, the $50 to $75 million 10 companies, one of them will be amajor bet on meditation. i don't know what but i will. e sports, vr b2b, i think virtual reality's being sold as a consumer thing way to early. it feels like internet '91, '92.
so i think it's way to earlybut much like in '91, '92, the people that made moneywere like the infrastructure of the internet itself. i'm very hot on virtual reality b2b. i'm very hot on meditation. i'm very hot on e-sportsand i'm very hot on fully integrated direct to consumer products. - yeah, hey man. - [chris] thanks for being here tonight.
chris caplin. the stump question for you tonight was around your children. - [chris] so, i have a 10 yearold girl who's going on 25 and a 12 year old boy whoi just gave an iphone 6 to without a data plan. but wants a snapchat account, has an instagram account. and what are your thoughtsand ideas on our youth
and their just obsessionwith social media? - [chris] i know it's inevitable and i want them to be a part of it 'cause they teach me to be a part of it but how do i-- i don't want to be ahelicopter parent either. how do we control the 4,000 fucking passive aggressive assholes out there who tell my childhorrible, horrible things?
- right, they're fat, or ugly,or what-- so a couple things. one, i truly believe the way that we always solve every problem is the religion not the tactic, back to the question about fitness, so i think that if you'vebeen able to instill the right pillars intoyour child, you win. like, it's unbelievablehow much peer pressure
wasn't able to penetrate me because of what my parents did in building that self esteem look, this is evolution. like, you know, when i was a kid, girls that got second phonelines, that was gonna ruin them. like they were gonna lay in their room and be on the phone all day. or zelda was gonna fucking make me like not capable ofbeing a human in society.
like, you know, whether it was video games or whether it was punk musicor rock and roll in the 70's or whether it was elvis shaking his hips. like, i mean, what miley cyrus did four years ago on the mtv music awards thatgot everybody freaked out, is tame on instagram. like, evolution. and so i think you've got to instill good principles into your kids.
it's unbelievable how many parents have come to me and said, "i'm not letting my son on snapchat." right, because they're scared of sexting, because that was theheadline for snapchat. meanwhile, like, "does yourson have a phone?" "yeah." "does he have the internet on his phone?" (audience laughter)"yes." i'm like, you know he can goto jizzhut.com pretty easily.
you know so, i think that-- i promise you, that's far more dangerous of what you're scared of, than the random 12 year oldfloozy chick in science class. i think the way you solveeverything, by the way, is communication. and i think a lot of parentsare scared to have real talk. and so i think you have conversation. and look, a 10-year-old and a 12-year-old
is still a 10 and 12-year-old. you have to be observant, but it's gonna be what it's gonna be, man. listen, the funny thing is, i don't know if it's becausei like so don't want to die and stay so grounded to my youth. or because i'm in this stuff. i'm sure you guys allfeel the same way, like, we were just there.
like i was just in sixthgrade spending four months trying to figure out how tosteal playboy's from 7-11 with my buddies. you know, it was just two minutes ago. so like this-- i think we love our kidsso much, we go on defense. it's the way people run their business. when something getsgood they go to defense. and that's the second they start losing.
and so i understand why, and i feel those things too, but it is what it is. conversations and instillingthe right things into them. and my big thing actually, is more i'm gonna watchmy kids to make sure they're not the kids thatare doing the bad stuff to other kids more so like-- i want them to feel the adver--
i'm actually okay withgetting their feelings hurt i want to have thoseconversations. but like this obsessionwith protecting our kids from getting their feelingshurt is a little too far. like i want xander to getpunched in the fucking mouth. (audience laughs timidly) i do! i think it'd be good for him. he's just a rich kidfrom the upper east side.
fuck, he needs a good beating. - [man 6] hey gary. so often i work witha lot of entrepreneurs and successful different people and stuff. and it's not alwaysbut more often than not there's a cost often. kind of they're unaware of the cost that the brand building has created. so while you've been crushing it
and i use that term obviouslybecause of your book. and with respect i've read your book and i kind of hated the book because it showed me how to do something i was scared shitless todo in such a simple way. and i'll never forget theday i posted my first video, and thanks for making me look like a total asshole in the world. because i tell you, i put thisvideo out and it was so bad.
but i was so scared and you simplified thewhole process for me. and it's gone on to do different things, and i'm very grateful for that. but i work with a lot ofvery interesting people who often have a lot of success and i was gonna say, tobe politically correct, there's oft sometimes not a cost, but the reality is, almostevery time there is a cost.
- there's always a cost. - [man 6] i'm just wondering, and i'm not trying to expose you, but i'm just wonderingfrom your point of view if you wouldn't mind sharinga degree of that cost or you know if there isa cost in your point. - i mean, the cost is-- there's a lot-- i actually, when i reallythink about your question,
the biggest cost i'm worried about is if actually i do something wrong. so for the most part, i don't do anything wrongby our standards in society and i'm scared that i'vedone such a great job of building, to the people that know me, a very good thing, that i'm scared of like-- i always think, likewhat could slip me up?
i think about that a lot. as far as to answeryour question directly, what's been the cost? well, leisure. you know like, it's funto like do fun stuff and like i don't remember the last time that i was fundamentallycompletely calm. let me explain what i mean. everything's on me.
my whole family, my brother,my two brother-in-law's, my brother, my parents, my sis-- everybody's livelihood atthis point, and lifestyle, is on my shoulders. the whole kit and caboodle. like that's called pressure. and then if you really likeare wired the way i am, i genuinely care about thepeople that are in my ecosystem. even the people thatare like employee 432,
i feel pressure. i feel pressure, so thebiggest cost i think is peace. like when you're the one, you know like, this whole notion of likebeing the entrepreneur, i don't know-- and i see a lot of you shaking your head, like you guys, you gals know, it's on you. it's super fun to be number two. like i always bust aj's chops,
i'm like, "you've got thefucking gig." because like when thewhole thing's on fire, like you still can go,"what are we gonna do?" - [man 7] that's true. - right? for me i think thebiggest thing i gave up was like it-- it's very-- and i'm doing it right now--
man, it's been you know,eighth grade, ninth grade, it's been a long timewhen i didn't recognize that not only my life butpretty much everybody else i gave a fuck about in the world, was predicated on my behavior, period. like for real. so peace of mind and like "ahh." that is just, you give that up. and i've given up a ton.
i mean, the first fiveyears of my marriage is one of the great regrets of my life. like because i was hustling so much. i easily and should'veand desperately wish that i went on two moreweeks vacation with lizzie to paris and japan andjust ate sushi for a week. like, and i didn't. and i don't get it back. and so it makes me veryconscious of the kid stuff
and so i've learned from that behavior and i've been much better with the kids. seven weeks vacation, still. i don't even like saying it out loud. and there's other things. friendships. there's a lot of good friends that i have from high school and college that i don't have arelationship with anymore
that would have beenvery fruitful in my life that are just gone. pressure's tough man. but for me and for alot of people in here, there's just no other gear. you're just, your destiny's your destiny. so i'm not naive, i don't think it's so great being me. i really don't.
i love being me, but i recognize why meis not great on paper. like i truly believe thatthere's a much sweeter spot in our society than the one i sit with. i romance it as the guy orgirl that makes like 347 a year as a solid exec, has aridiculous work-life balance, goes to every fucking little league game, has four weeks vac-- like you know.
but i just don't know that gear. i don't have that. - [man 7] sorry. do you think that people like you exist to pull people into the gear or the middle ground where they can-- - [gary] i'm sorry? - [man 7] do you think people like you need to exist in the worldto pull people into a space
where they can have abit more peace of mind? in other words, that youpay a price for that. and this is a very personal question, because, despite the fact thati'm always in front of people and speaking or whatever, it's very, very extremelylonely to do what i do. - it's the loneliest!- [man 7] yeah. - dude, there's nobody else. like, if you're truly, trulythe number one of your thing,
there's just, what else? like, who? where? like i talk to no-- do you know that i nevertalk to my wife about work? (clicks tongue) goose egg. and i think that the people in here that have that same thing, they realize, what are we gonna talk about? 99% of my day is fires.
i'm in the business of eating shit. do i really want to comehome and tell my wife that-- like, i don't celebrate victory. like, the biggestvulnerability-- one of the weakest things, one of the things that i'mdoing worst in my company is we are killing it andwe don't celebrate dick. like we win an account like, "yeah." we don't even talk--
like, i don't know. all i do, all my energyis spent on the negative. it's what i do. it's what you have to do. because if you don't address it, it becomes cancer, and becomes your vulnerability. and so, i get it, brother. i think there's a hugeprice to pay, you know? a huge price to pay.
but i would not have it any other way. i'm happy as shit. because i'm living thegame that i was built for. but this is why i'm soscared of the reverse. i'm scared of the people, the clichã© thing is everybodyright now at princeton who five to seven years ago would have went to bain and mckinsey, made a lot of money,
met another attractive smartperson at bain and mckinsey, married them, bought asecond home in the hampton's because one made 740 at fucking goldman and one made 297 at this. that same fucking persontoday is starting a start-up and has the uber for maids. and is gonna lose. is gonna lose. is gonna take a threeto six year set back.
is gonna lose equity in their ecosystem. is gonna have a bruised confidence. because they weren't-- i'm, as an entrepreneur, as a one, i only want to lose. like, losing is comfortable. losing's delicious. that's why i love being a jets fan. you know, like--
so, i'm worried actually, it's so funny who i'm tryingto talk to these days, is the people that aren'tbuilt for what you and i know. because it's super glamorous. this is why i'm visceral towhat's going on on instagram. and you've been hearing me talk about the bullshit entrepreneurs who rent! rent watches, planes, girls, baby giraffes,
and then sell people on how they got it because they allude to they having it, versus renting it, and then selling bullshit and they're sellingentrepreneurship that that is not whatentrepreneurship is. it's just not. keep going. i think we're getting somewhere.
thank you, brother. - [steve] hi gary, i'm steve. i'm a behavioral profiler. i don't wanna ask a question as much as i want to make a statement. - we need you just the way you are. now, i know there's alot of questions probably in some peoples heads inhere about your style, the way you do things,
but you're basically created this way and there's people in this world that wouldn't do shit if itwasn't for people like you. and so i just want toencourage you in the fact that you know you're thinkingabout your fatherhood and your husbandry and allthese different things. but they hooked up withyou being the way you are. - i get it man. - [steve] and that's you and i want you to be proud of it.
- [gary] i am. - and i know that. - [gary] i really am. - i just want to say that--- i appreciate that - [steve] for everybody else. - and, listen-- - this is who you are, you'relike a modern day prophet for the business world. and elon musk is another one.
i mean, you're an anomaly. you're not normal. - listen-- - [steve] i say that becausethere are social norms - [gary] i get it. - you're so far outside of the social norm that you stand out, you become an anomaly, and everybody's freaked out at it. but it's who you are, it's what you are.
and stay being that. - you know, my man, i think you'll find this interesting based on what you do, i'm so in-tune to that, that i've had very intenseconversations with my wife which is, people not having self-awareness or being blind to it. i know that the way i'm wired
is the clichã© thing where there's that personthat's super famous and they die and thenlike the country mourns and then the family goes, "yeah, but there weren't there for me." like i'm so conscious of that, i'm so aware that i'm for scale, that i know it comes atthe cost of those 10 people that i hack at it a lot becausei'm trying to figure out
like, "boy do i know?" and it's a crazy feeling to know it. like it's a crazy feelingto hear thanks for-- you know what else by the way? it's super easy for me notto get caught up in it. like, i didn't do anything. my mom and dad had sexat the right second. like this is who i am. this has always been who i was, even--
it's so fun for me tohave my grammar school and middle school friendspop up because of facebook. they're telling me shit that i long forgot and it's just the same shit. like there's something aboutthe way that i communicate that makes people seeit slightly different and then allows them todo something with it. and so i'm not running from it, i just-- if i can do anything to hacknot doing the clichã© thing
that happens to people like me, which is the people closestto me lose the most, the people furthest awayfrom me win the most, i'd like to at least do that. but other than that, - [steve] (mumbles) - well thank you.(audience laughter) - [melissa] so to that end, melissa lands of the fresh 20, to thatend, i'm a little nervous
to ask this question ina room full of hd men but, so, do you think thatthere's room for women? like what's your predictionon women changing that dynamic and goingfrom the crush it economy to the live it economy andkind of changing the dynamic of what it means to be asuccessful entrepreneur? do you think that women aregoing to make that change in business or not important? - so i want to make sure i understand it.
so, give me a little more detail. - [melissa] so for most of the highly successful women entrepreneurs that i know, they're notconcerned about crushing it, they're concerned about living a holistic life so that you-- - you mean with children, go in detail. - [melissa] no, not even children,
just having a little bit more of a balance. being more connected tothe people on the ground, to their friends, to their family. like living in a way thatthey don't have to make the sacrifices that you're making. - yeah, look, i mean, 99% ofthe dudes don't want to do what i'm doing either. so, look, a couple things. one, boys and girls are different.
- [melissa] in what way? - [gary] and so like, this has been a very interesting topic. vaynermedia was builton female leadership. i wrote the first check tobirchbox after they had 50 no's. like, i have a higher percentageof female entrepreneurs in my ecosystem and i get all this credit and i feel terrible aboutit because the reason i've done these things isi'm actually prejudiced against dudes in a world where i think eq,
in a world where ithas been proven that eq is not more favorable to a woman, i'm being prejudiced toguys that they can't be as eq oriented as women, even though i am. so, what do i, i think it's first of all, look how far we've come inamerica on race and gender in 30, 40, 50 years. it's really good and there'll be more and i think that it's really cool.
when it comes to business,it's so sports for me, that you would be, like it's stunning to me how i cannot even wrap my head around even thinking of anythingother than the market. you know? like i never would think,"oh, you're a hispanic. "oh, you're a transgender. "oh, you're a black dude. "you're a girl."
i would never think, i don't care. can you fucking sell shit? and so, i think that,one, i think a lot about if i was exactly my way as a woman, how much would startinga family pull at me from a chemical we're different game. i'm fascinated by that,just like in general. but i think that a lot of white males really, really, really worryabout what other people
think of them andthey have it best. so i'm very empathetic towhat a woman's going to think about what everybodyelse thinks about them and i think that's holdingpeople back. boy, girl, black, white, morethan anything in the world and so i do think, i think that's the key to the question that you're asking. once a person is capable ofreally getting into a place where they're content with themselves
and can, at a very high level,not worry about the market's feedback to themselves, they can win. in whatever they want. and so, "living it," first and foremost, is defined superdifferent by every person. and so, that's just how i see it. but it's funny, it's reallyan interesting issue. it's a really interesting genre for me. my daughter is much moresimilar to me than my son is.
i can tell that already. and so, i want her to be, if she wants to, i want her to be number oneand i don't want anything to stop her but i also,pretty interesting about this, and i say this to my minorityand female entrepreneurs, if one person, one, ifone person in the world that looks like you everachieved it, then you can too. like, there's this big argument right now with a lot of myfemale entrepreneurs.
they're like, "it's so hard to get money "from white man vc's." i'm like, "getting vcmoney is nothing compared "to the market." the market's muchtougher than dickhead don on sandhill road. - [melissa] but i think you misunderstand my question so i didn't do it right. - so let's do it.
- [melissa] my question's not about women equality because i think that i can do anything-- - go ahead, go ahead. - [melissa] that any man in this room can do.- [gary] go ahead, yup. - [melissa] and maybe better. my question is, do you thinkthat women business leaders are going to change the culturefrom the crush it culture to-- - no.
- [melissa] no at all? - nope. - [melissa] awesome,like it's interesting. because we're living in thisworld where our concerns are different. - i don't think the crush itculture is really the culture. really, i don't. it's just one of thesub-cultures. there's much more momentumfor politically correct.
just so you know because alot of my content goes viral on facebook, which bythe way, it's so funny, a lot of my content is goingquite, scaling quite well on facebook, by theway, here's the secret. captioned videos. do not put up another video on facebook without captioning it. so there's a tactic for tonight. anyway, my content isdismantling it.
which is so funny because my paid team, my team sits next to me and i'll know because we're putting up content. we're very much in sportsculture, like yeah, they get excited, they're super pumped and i'm super sad for a quick second 'cause i'm like, "fuck, herecomes seven million people "that have never seenme before so here comes "the top 15 comments ofthis guy's a fuckface."
here's why i brought that up. all of my content that's"crush it," that's winning, is viscerally getting pushed against. like the top thing that everybody does, do you want to see your kids? this guy's going to die at 42. you know, like, i do notthink that crush it culture is the main culture right now. i think the work lifebalance, politically correct,
we're all going toaccomplish fucking everything and do everything balanced right game is the culture. and bernie's very popular,right? go look at the data, i'mlooking at it very carefully 'cause i don't want my head chopped off for being a capitalist. 16 to 24 year olds, for allthe entrepreneurs there are, there's a bunch of people thatthink working hard is bad.
like capitalism is bad,like you're in an ecosystem of a lot of winners, crush it,we're going to fucking do it, but the macro, the macro, the thing has already changed. the thing's changed. america lost. like just, i want everybody,i don't know how much you get around, it's over. we've had too many decadesand too many generations,
you, me, we're the problem. like just, it's not our faults. we were just born in thegeneration of 200 years into our empire. we are soft. soft. - [man 8] gary, you talked quite a bit today about self-awareness. how do you build andsustain self-awareness?
i hate this question becausefuck i really want to give a good answer and there'speople that do different things. like, i don't feel like i have a grasp on how to teach self-awareness or maintain it. i know i have it. i know i rely on it. i know that there's people,i've seen people talk about how to do it. like, i respect that that may be true,
i've never dug under the hoodor watched somebody do it. i have seen this and this issomething for a lot of you that are building things to think about. i have seen a lot of my people grow in their self-awareness out of the safety that i'vecreated in the environment, in the culture of thecompany and so within safety, they've been able to expandtheir emotional intelligence. but i don't know, man.
but boy, let me tell yousomething, for that gentleman, or whoever else, if you know how to do it, if there's a way to really do it, it's the drug. it is the game. it's unbelievable howpowerful it is if you have it. it just saves you. makes you likable,makes you like yourself. it makes you understand shit.
the other thing, you've got to understand, there's something thatcomes along with it, there's a cousin of allthese feelings, empathy, is something i live on. do you know that nobody'sever let me down? if you really understoodwhy i'm so damn happy, and i really am, it's becausenobody's ever let me down because i actually havezero expectation of others. like zero.
because i understand, i get it. i'm empathetic. i understand, i get it. you couldn't, you shouldn't,you weren't raised that way, you didn't see it, you didn't like, i'm not sure but i can tell you this. if i could wish besides healthon my children two things, it would be unbelievableself esteem which i do think i can control and then i wish it was unbelievable
self awareness which i don't understand that i can control as much. - [man 9] hey gary. - how are ya? - [man 9] great. i'm going to take this opportunity to get some free life coaching, so thank you, in advance. i founded a successful company,
and if i keep doing it for a few more years, i'll have hit my number, and i'll be done. - right. - [man 9] the problem is, i have this burning desire to be on the snapchat, and like, giving advice, and helping young people, and all that? - [man 9] but i don't havethe type of business where thatwould like, feed into,
leads, or anything like that, so it's a bit dilemma for me.- yes. - [man 10] do i start doing that now, or do i keep grinding, and try to like, hit this financial thing? and my girlfriend asked me last night, she's like, well, if you died, what would you be happier about, having that dollar in the bank account,
or having your book published, and helped a lot of young people, and i was like, oh, fuck. (laughs) so, i just wantedto throw it out and-- - seems like you found the right girl. i think, i think, i think my answer to that is, you should do both. i don't, like, what i would do if i were you,
and what i normally doin these situations, is i would audit the rest of it. so like, let's get real, are you willing to get very real with me? - [man 9] let's do it. - how many hours do you work a day? for real, don't bullshit me. - [man 9] six. - do both.
(laughter)- [man 9] okay, thank you. (laughter and applause) - because eightis a fuckin' half day, (laughter)and that means you... and that means that you have two hours to do all that good, andthat's fuckin' awesome, really. you know what's funny?i want what you want, too. i, it's what i do, somuch, unfortunately for me, like, that's what cost me 16,yeah, you know what i mean?
so, you should, i mean,if you, if you truly, if you wanna shoot itblack and white straight? you should do both, you should figure out how to get to eight, hopefully it doesn't take time out of, time together, hopefully it's coming out of, i don't know what the fuck you're doing with your other, fuckin'...(laughter) "house of cards", surfing, i don't know
what the fuck you're doing, but like, like, two hours a day you can find to give advice, and do that stuff, and it's, it is, it is you know, it's so funny, like doing that, doing the whole personal brand thing, and being out there,it's such a double win. like, depending on how much vanity, and like, that stuff you have in,
it gets to scratch that. i mean, i was waitingfor my car today in la, some dude was flying down the highway, almost died, pulled over,and was like, "gary v!" and just left, like, that'sthe biggest high, ever! (laughter)like, i was so pumped! and then, on the other hand, the fought, the other, and it's anequal, i don't think it's better, or worse, for me,
i mean, we're all wired different. the emails of people, like, hey man, you really helped me, like i was signing up for all this crap, i did this, this happened, you know. it's so, it's intoxicating for people to email you, and say that you changed their life. i have that happen to meevery day now, it's crazy!
you know? it's crazy. so if you feel like, if you're feeling a yearning towards it, you should do it. - [man 9] awesome, thank you. - yeah, man. - [man 10] gary, you talked about fires, and fighting fires, and i think that's a battle that probably all ofus do on a daily basis, right? so--- yes.
- [man 10] well now, i have a two part question, one is, what do you fuck up on, often? - [man 10] and when you lose,how do you not lose the lesson? - how do i not lose the lesson? so i love losing, andi hate losing, right? they're like, polar opposites. so the thing i most fuck up on, is that i think i can do everything. i have big eyes, youknow? fat kid cake. right?
like, i just have big eyes. i just, because i work so much, and i work so hard, and so intense i always think that i can pull it off, so, sometimes i'm just trying todo 78 things, and you can't. that's my common mistake,i'll always do that. its, because somewhere deep down, i still think it's working out, 'cause i think it's a net-net game,
but it is where i fall short, on more than a micro level,probably a, three fourths micro,all the way up to macro. for me, i never, i mean, i don't know if it's the same reason that i remember everything that's ever happened, like i remember everything. like, i remember flowtown. like, like, like you know?like, i remember everything.
like just, fuckin' everything. and so, i, because of that, i guess? i don't lose the lessons? because i can never, ever, understand why someone would knowingly make the same mistake twice. so. yep. - [man 7] you still good with time?
yeah, i'm fighting it. i pushed the call for a second. - [woman] thank you for this. - you're welcome. - [woman] i wanted to ask you a question, in fact, you were talkingabout self-awareness. - [woman] and, where do you get most of your self-awareness is this one of the things you feel like you've had-- - yes- or is it life lessons,
is it really the shit,like, the hard moments? can you give some examples of where you've had some-- - i think it started--- [woman] big awakenings? i guess, right?- yeah. yeah, you know what? so, i realized somewhere around sophomore year of high school, that
suddenly way more people than i wanted found me annoying. that was probably thefirst time i was like, maybe i was losing that like, i remember back, i remember early high school being like, wait a minute! they're not highly entertained and finding this interesting? so, i do remember,
i think it's dna. i don't know where i get it, i don't, but i, when you said that, like, i do remember, from 12 to 18, i found my way, how to make this, more palpable, and i thought really owned it, and got great at it, until i became more of a publicfigure, and every time i fuckin' post a piece of content on facebook it goes viral, 4,000 people say i'm a dick face.
so, you know, i think that i try to deploy self-awareness as much as possible, and now, i'm self-aware that 20% of people on first impact(laughter) are not gonna like it. and so, i do think it camefrom the lessons of life. like, i think one of thethings that one has to do, is accept themselves, right? and i think once i'm, once i did that,
then it didn't hurt so much to have 20%, two out of 10 people not like it. because the cool thing with me is i also have three out of 10 peoplethat like it so much. and think it's the coolestthing they've ever seen, and you just play it out, and then for me, because i know i'm grounded in very good truths, and principles? i get a second at-bat at it which is,
it's so rewarding for people that thought you were a douchebag, toturn, and become an advocate. i would tell you, probably the50 biggest advocates i have on social? initially hated me. - [woman] okay. so wasthere, like, you know, a lot of people are in fear--- yes. - [woman] of being authentic, right? - yes
- [woman] they don't even know necessarily, who they are, or even the unknown unknowns abouttheir own personality. - no, that's a reallygood point, that's right. - [woman] okay. okay. and so, but you, you have just always had that, what would you, what advice would you?- i just tell people that they're gonna die.
you're gonna die! - [woman] are you gonna die right this-- (laughter)- you're gonna die, [woman] - okay.- and at 91, when you're sittingthere, and you're like, "you know what? fuck!" one of the, this is interesting to me, this is where, this is where hard wiring is something i believe in tremendously.
it took me, again, whenthis started all happening, my 20's and 30's and 40 and then i've started realizing this, boy did i fuckin', was i attracted to old people as a kid. like, one of, i don't knowif any of you did this, and, then maybe we havesome connections that way. i was weird as shit, like, i, like, like, my friend would be, like,i grew up in the 80's, when, which meant, youplayed outside, right?
and so, when we were outside playing, grandparents would visit once in a while, and maybe 'cause i didn't have, my, both my grandparents, three of my four grandparents died before i was born, people die young in russia, 'cause they didn't wanna fuckin' live. and so, and so, maybe that's why?
and i used to think that's why, but now i just realize, i mean, i learned a lot from just talkin' to old people and i think i picked that up, at like, you know what i smelled? regret. and i'm gonnatell you something. as scary as it is, for you to judge me? and for you to not thinki'm cool, and this and that?
what's way scarier, the thing i've, i think one of the scariestthings in the world, is regret. you know why? you can't fix it. i can fix you thinking i'ma dick face over the time. i can't fix being 96and becoming 64 again. and so, i think i'm sovisceral to the regret that i smelled on old people as a kid, that it impacted me heavily.
yeah. [tanya] hi, i'm tanya. - hey tanya. - [tanya] i work with teen entrepreneurs, have four of them here,and i was just wondering if you could give them a piece of advice as kids that are in high school, - yeah.- [tanya] 15, 16 years old, that are running successful companies,
trying to balance, youknow, everything in life. - yep. - [tanya] any piece of advicethat you may have for them? - yes. kids? don't listen to tanya. (tanya laughs) don't listen to your parents, definitely don't listento your fuckin' teachers, (laughter)don't listen to me, (laughter)listen to yourself.
and i fuckin' mean that. you'll learn, if you'rewrong, you'll learn. and it's much betterto learn by tasting it, than reading about it,or being told about it. that's my advice to 'em. - [tanya] thank you. that's, and by the way, that's advice to entrepreneurs, right? like, that' what you, like,that's not
advice to operators, who are going to be ceo's of fortune 500 companies. they've gotta listen to parents, they've gotta, like, they'regonna play that game. but if you're an entrepreneur, there's, it's binary, you've gottago completely the other way. 'cause the market's the judge. and it's back to whatyou and i talked about. when you're the entrepreneur, it's lonely.
you know, mom's not there to save you. - [woman 2] hey. - hey. - [woman 2] (laughs) i'm anew yorker and a jets fan, so, let's go jets.- i love you already. i also love your hair. - [woman 2] oh, thank you! - [woman 2] i think you kind of, sort of answered, sort of what i was gonna say,
i'm kinda new to not giving a fuck? - [woman 2] it's a new thing for me? - [woman 2] it's kind of happened-- - but has it always been there? (laughter)- [woman 2] yeah! - it's always been there, right? - [woman 2] yes! i waslike, always nice to people. - but you're like, you knowwhat, i like this guy-- - [woman 2] yeah, i've just kinda left--
- i'm nice to people! - [woman 2] no, no, no!(laughter) i know, but i also, i feel less responsible for people's feelings. - let me tell you something real quick, and some of you know this. i'm only razzy on stage when i'm nottalking to anybody individually. i'm actually very uncomfortable with
confrontation on a one-to-one level, and i would never, ever think about hurting somebody's feelings, for, like, why? - [woman 2] yeah. - you know, so-- - [woman 2] i'm with you. - you know? it's just when so-- i'm more visceral when somebody else
is doing something to someone. i'm more of like, he's being mean to him, and i'll, that's wheni'll jump in, you know? - [woman 2] yes. and idon't mean just being mean. - i get it.- [woman 2] although, i have no problem with confrontation, whatsoever. (laughter)i'm a lawyer, so it kinda, and a new yorker. - by the way, you know what, i apologize,
my, i would actually argue,my biggest weakness is, ever, was my lack, my visceral reaction to confrontation whichmade me very bad at firing, for about 10 to 12 years,because i was terrible at it. like, i was terrible at it. i was so full of shit, like, i would never give any critical feedback, and then you just walk in and be fired, because i've got pent up,enough courage to finally do it,
i was terrible at it. and it, and i was really bad at it. and it's something i'mvery embarrassed about. and the worst version of it, is it's how i broke up with girls, and i hate to say it out loud,(laughter) because i wanna be really, like it was, it's the single thingi'm most embarrassed of, of the way i broke upwith girls that i dated,
because i wasn't a man enoughto break up to their face. that felt good. good to get the, goodto get the poison out. all right, go ahead. - [woman 2] we forgive you. - thank you. (laughs) - [woman 2] so, my question really is, like, what's the roi on not giving a fuck and being apologetically yourself.
'cause that's--- speed. speed. the thing that you, when you're not spending any time worrying, you're spending time on executing. speed. and i like the way a lotof you reacted to that, because that's a weirdanswer to that question. but i can see that a lot of you caught it, and some of you understand it and do it.
speed is the game in whatwe all do for a living. and if you're not worried about dwelling on what people think,you're in execution mode. and i do everything in my possession, everything in my power, excuse me, to put myself in fullexecution mode at all times. - [woman 2] awesome. thank you. - you got it. all right, now i have to go. i love you guys!
(cheering and applause) i had a lotta fun, alot of fun. thank you.
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