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  • - The reason I spend my time talking about this

  • is not because I want to be a fucking motivational speaker

  • and fluffy, fluff, fluff and ra-ra-ra, it's because

  • it's the fucking thing!

  • We're unstoppable

  • - Yo, yo, yo, what up, vlog?

  • Busy day today, didn't really film anything

  • on this Friday, just work, work, work, work, work.

  • Did film an Ask Gary V, how did that go, Seth,

  • was it a good Ask Gary V?

  • - Great one.

  • - Awesome, nonetheless, gave a talk in Portland

  • a couple weeks ago to Dutch Bros coffee company,

  • it turned into an epic, I mean an epic.

  • D. Rock, how long was it?

  • - Two and a half hours.

  • - So, this is gonna be a two-and-a-half hour episode

  • of DAILYVEE?

  • Two and a half hour episode of DAILYVEE,

  • touched on a ton of new content, I think you guys

  • are gonna super-enjoy it and sit back,

  • pour a glass of wine from the Gary V. Wine Club,

  • oh wait, what, you're not part of the Gary V. Wine Club?

  • D. Rock, are you part of the Gary V?

  • You are, Seth, are you part of the--

  • - Not yet.

  • - Dude, what the fuck?

  • Guys, don't be a dickface, sign up for the Garry V.

  • Wine Club and watch this now.

  • - Let's welcome to the stage, Mr. Gary Vaynerchuk.

  • (audience cheering)

  • - Hello.

  • Thank you.

  • Thanks.

  • All right, let's go, let's go, sit down, let's do this.

  • - [Audience] Gary, Gary, Gary!

  • - What up?

  • What up, what up, what up?

  • Thank you for having me, thank you so much for the awesome

  • intro and reaction, very frankly, how are we doing

  • the Q&A, where is the Q&A gonna come from?

  • You guys have runners?

  • Awesome, cool, I just can't wait to get to the Q&A,

  • so I just wanted to get that out real quick.

  • And the reason why I want to do the Q&A

  • to be very frank, is I think I get to speak a lot

  • and when I think about speaking, at the end of the day,

  • I'm trying to reverse-engineer the audience, right?

  • To me, as a lot of you know, how many people here

  • have seen some of my content online, raise your hands?

  • Thank you, actually, real quick, how many of you have not,

  • raise your hands, okay, fuck you guys.

  • (laughing)

  • Kidding, kidding, kidding.

  • So, for about 70% of you, you guys have seen the content

  • and I'll go through certain things that I want to talk

  • to you guys about, for the 30% or 40% of you

  • that just raised your hands that you haven't,

  • you can go to YouTube or Facebook and see this,

  • so what's super-important to me is to make this talk

  • contextual and when I think about this audience,

  • and whether it's of age or mindset,

  • the youth in the offense of this organization

  • is super-attractive to me, from afar, right?

  • For me, I'm 41, I'm old, but I feel 16 in my mind,

  • right, and I work like I'm 19, you know,

  • in my prime, because I'm on the offense.

  • It's a mindset.

  • And so the thing that I want to first start with

  • is intangibles, right?

  • I've been thinking about this quite a bit,

  • and let me tell you why this is the first thing I want

  • to start with, yesterday, for some of you that know,

  • I'm a ridiculously die-hard Jets fan, right?

  • And yesterday, the Jets fucked me up

  • because they won a football game.

  • So for some of you that aren't into football,

  • my strategy for this season was to go 0 and 16

  • and take a quarterback with the first pick

  • and so I literally was in the stands yesterday

  • in New York, really upset as my team was dominating

  • an arch rival in the Miami Dolphins and all the fans

  • around me were pissed because I was booing

  • when the Jets were doing good shit,

  • and it was fucking awkward, okay?

  • But here's what happened.

  • The Jets took a player this year by the name of Jamal Adams

  • out of LSU and he basically was disproportionately

  • impactful on the game yesterday without doing anything

  • that you would normally consider a turning point.

  • He didn't have an interception for a touchdown,

  • he didn't do any of the things that would show up

  • in the stats sheets that would make you say,

  • oh he won the game as a defensive back,

  • what he did was intangibles.

  • What he did was, the hour before the game,

  • the way he interacted with all his teammates

  • didn't look anything like a kid playing his third game

  • of his life in pros, it looked like a 16-year veteran

  • doing the little things.

  • What he did was, on every play when the Dolphins

  • made a mistake or an off-side, he basically looked

  • at the entire crowd, which was half-empty and would get them

  • excited, what he did was when a teammate came off

  • the field that made a nice play on special teams,

  • he ran over and gave him dapps.

  • He literally, fundamentally willed the vibe of the game

  • to go in the direction that created the outcome.

  • I am not physically structured to win all my competitive

  • battles through my life.

  • Yet, when I think about all the one-on-one basketball

  • games or the floor hockey matches or ping pong

  • matches or tennis or football or whatever,

  • like 80% of the time when I fucking win something

  • in a physical confrontation sporting event

  • it's because I used intangibles to mentally outmaneuver

  • or disproportionately figure out how to win.

  • I am fascinated, fascinated by this.

  • I am fascinated by fucking mindset, I am fascinated

  • in a complicated world that we're all growing up in,

  • it's a binary decision if you're gonna be positive

  • or negative about shit.

  • I'm fascinated that when you're addicted to kindness

  • and optimism and positivity, it just, you know,

  • it's so funny.

  • You know stuff like the secret,

  • I love when people talk about like the secret,

  • people think you sit on your ass on your couch

  • and you're like, "I wish I had a million bucks"

  • and it's like, bloop and it just shows up.

  • What I'm fascinated by is the reason people succeed

  • that put their mindset into it is because it does something

  • that has really also caught my attention over the last two

  • years, which is the following.

  • When you bet on optimism, when you're on the offense,

  • when you're playing towards intangibles,

  • you do something super-duper interesting.

  • You start suffocating excuses.

  • If you asked me what the number one things is

  • that I'm thankful for that my parents gave me,

  • taking me from a communist country and moving me to the US.

  • You know, parenting me well, nothing bad,

  • you know, roof and clothes, all good stuff,

  • if you asked me the number one thing I wake up

  • every morning and thank that my parents did

  • is that I never saw either one of them complain

  • about jack shit and they basically created learned

  • behavior for me, I'm incapable of actually complaining

  • about shit.

  • And that has become the foundation of my success.

  • When I was in my 20s and early 30s, I spent

  • eight, 15, 16, 17 hours a day for 13 years, building

  • my dad's liquor store for him,

  • I own nothing of Wine Library, right,

  • I leave that business in my mid-30s, I've no wealth,

  • I've built a 60-million dollar wine business

  • for my dad and I don't sit there and complain,

  • I think about it as I did the right thing by thanking

  • my parents and giving back.

  • Literally, literally, no joke, if I leave this conference

  • today, right now, if I leave, right, if we do this,

  • we have a nice little Q&A, it's a good talk,

  • it's fucking cool, I leave, I go to cross a street

  • to go into my car, to go to the airport,

  • and I get hit by a car, literally as I'm laying there,

  • I'd be like fuck, I shouldn't have left the conference

  • that early.

  • It is in my mindset that literally every negative thing

  • that happens to me is my fucking fault.

  • I recognize that that's not true, you know,

  • when I talk about this publicly,

  • everybody starts bringing up stuff like what if you're raped

  • and what if you're this and that, I understand.

  • I'm a logical, practical person, I'm not talking about

  • knowing or thinking everything is my fault,

  • I'm talking about living a life where you default

  • into believing that as your mindset because what happens

  • is you start spending all of your time on offense.

  • My friends, listen, here's what fucking freaks me the

  • fuck out, do you understand, you like that?

  • Let me get to it, it's really interesting to me,

  • I wish everybody in this conference, including myself

  • by the way, who spends all this time on this,

  • I wish we had better perspective.

  • I wish that there was some fucking crazy,

  • that dude right there with the weird fucking horse

  • T-shirt, I wish he was some weird genie that could take us

  • back in time 80 years ago so that every one of you

  • could live one fucking day in your great, great

  • grandparents shoes and understand how fucking good

  • you have, like if you really, really understood

  • how amazing the era we live in

  • and listen, I'm not naive to what's happening

  • in our society, I'm aware of the political current

  • climate, I'm aware of everything.

  • Let me just say thins very clear so everybody gets it

  • through their fucking dome, this is the greatest

  • year to ever be alive in the history of mankind.

  • I am super-empathetic, again, when you make those kind

  • of statements, do I believe that there is

  • suppression around?

  • Of course, but on a macro data, macro data, health,

  • life expectancy, how much hate and negativity actually

  • is in the complete world, this is the best.

  • We have it the best and all I see is people sitting around

  • and dwelling around dumb shit around what they don't

  • have instead of focusing on what they do have.

  • My friends, the internet is a fucking miracle.

  • It's a fucking miracle, the scalability in which you can

  • achieve, the things that you could be doing,

  • the fact that you could be laying fucking naked

  • in your bed at two in the morning

  • and doing productive shit is fucking crazy.

  • It's crazy, if you got your side hustle,

  • if you think about your side hustle

  • or you're crushing it with these guys and doing

  • side hustle, there was no side hustle for your

  • great-great-grandparents.

  • Like, when it was 9 p.m. it was dark and cold outside,

  • it wasn't practical.

  • We take things for granted, do you know how upset,

  • do you know what's crazy to me?

  • How mad I get when my internet is a hundredth of a second

  • slower than what I'm used to.

  • Like, literally, a hundredth of a second slower

  • and I feel it because I'm used to what speed it's

  • supposed to be and that's frustrating like on a plane

  • because the Wi-Fi on the plane is a little slow

  • which is so ridiculous because I'm on a fucking plane,

  • and then it's Wi-Fi, it's there, I'm old,

  • I remember not having it, it's crazy how quickly

  • we take things for granted.

  • So, London just banned Uber and my buddy landed there

  • and he's like what the fuck am I gonna do?

  • I'm like, I don't know, what everybody has done for the

  • last 300 years, dickface, take the train.

  • We just get used to shit so fast.

  • And in our speed of getting used to how fucking awesome

  • it is, I'm just desperate this afternoon for you

  • to not lose perspective, perspective is the fucking game,

  • right?

  • Both my grandpa, look, I sit up here, get paid

  • super-duper-duper-well, get people to think I'm cool

  • because I have entrepreneurial DNA and the timing of it

  • was cool because entrepreneurs got cool.

  • Both my grandfathers had the same exact thing I had

  • and because they were Jewish in communist Russia

  • post World War Two, their communism put them

  • both in jail for 10 years in Siberia.

  • Just think about that, timing, opportunity,

  • yes, it is absolutely difficult for all of us,

  • we all have stuff, do I believe a white male

  • has more privilege?

  • Of course, yes I do, here's my problem,

  • if anybody has ever done it with your circumstances,

  • then you have nothing to talk about in the mindset

  • that I want for you to win.

  • If anybody has ever achieved something with two

  • alcoholic parents, that's the blueprint that you can follow

  • versus looking the other way.

  • Life is binary, it's either offense or defense,

  • you are there sitting in your seat right now

  • on the offense or you're not, there is no fucking

  • half-pregnant, there is no in-between, you're either

  • this or that.

  • And so, I come here with the energy to let you know about

  • how I see it from afar not knowing every nuance

  • of your life, A, I think this is the greatest opportunity

  • to be alive because the internet has created infinite

  • opportunity for all of us.

  • B, I love something that I'm fascinated by,

  • which is that everything gets accelerated.

  • What you're living through right now, my friends,

  • in society and the business world, is everything is

  • getting accelerated, what the internet has done,

  • it hasn't changed us, it's exposed us.

  • What the internet has done is not necessarily

  • suppress things, it's made everything at the forefront,

  • there is no hiding, everything is so clear,

  • out in the open, difficult to hide.

  • And so I'm fascinated by thing because it leads to bigger

  • opportunity, the speed at which good can happen

  • is extraordinary, it just comes down to actions.

  • So, what's really happening?

  • This first and foremost, this device, if you're sitting

  • in your seat and you have any entrepreneurial,

  • intrapreneurial DNA, aka, do you want to be the CEO

  • of this company one day and grow in the ranks

  • or do you want to do something for yourself one day,

  • if you have either one, which I assume is one or the other

  • inside your body, you have to take a step back and

  • wrap your head around the following, this right here,

  • this device is the remote control of our society,

  • this is everything.

  • Everybody keeps trying to tell people to spend less time

  • on this, I recommend you spend all your time on it.

  • I don't give a fuck if you look at another

  • human being's eyes again.

  • This.

  • This.

  • Because where do you think the world is going,

  • I have two young kids now and I love all these parents,

  • like, Gary, you're into this social media stuff,

  • this is terrible, right?

  • I'm like, no, Dick, this is the best,

  • because, they're like, "But I'm gonna tell my kid

  • "to spend less time on technology."

  • I'm like, why, what world do you think your kids

  • are gonna be living in 20 years?

  • I love the naivete, the naivete, this is all history,

  • my friends, people thinking we're gonna go backwards,

  • every person in this room is gonna be wearing

  • contact lenses full time, on their body in 20 years

  • and triggering between real life, augmented reality,

  • where I don't know, Santa is on here, on stage with me,

  • right, and complete virtual reality.

  • Everybody in here, in 20 or 25 years is going to be living

  • a mixed reality world, you may not like it, you may think

  • it's weird, but people used to think online dating

  • was weird, people used to think the internet was weird,

  • people definitely thought sending a 14-year-old girl

  • into a stranger's car was super-weird and that's

  • what we do with all our daughters now at 14,

  • and put them into Ubers and strange men's cars

  • every day, social norms are changing at a speed

  • we've never seen before.

  • So, this amplification of everything is what I want to focus

  • on right now, I wrote a book six years ago called

  • the Thank You Economy, I want to talk to you guys about it

  • today, because it maters to most of you right now.

  • It is stunning to me how doing a good deed now travels

  • to such greater length than it ever did before.

  • To me, if you took anything away from my talk before

  • I go into the Q&A, I want you to understand the following,

  • somebody is always watching now.

  • There is no interaction that you're having

  • ever again that is just between you and that person.

  • And let me tell you why I want you to think this way,

  • though that may be true, because it becomes he said,

  • she said, thought that may be true, if you switch

  • and live the mindset that I've been living for the last

  • seven years, I really believe that a lot of good things

  • will happen for you, if you believe that every single

  • thing that you do is on the record,

  • you'll be stunned by how your behavior changes.

  • If you actually believe that every single thing

  • you do is actually being documented, is actually

  • going to be recorded, is actually being watched,

  • a miraculous thing happens, you change your behavior,

  • not that you go from being a dick to being phenomenal,

  • and I'm telling you because I've been living it

  • for the last decade, you just start sliding every

  • so often a little bit towards a better place

  • and start changing your behavior and what happens

  • is you start having momentum of positivity.

  • I believe that karma is practical, I believe that doing

  • the right thing is always the right thing,

  • and so how many people here are managers, raise your hands.

  • Actually, can you guys stand up, if you're managers,

  • can you stand up real quick, don't get lazy on me,

  • let's get the blood going,

  • let's not clap up for them, they don't need to be clapped,

  • I'm trying, fine, clap, clap.

  • All right, you can sit, can we keep the lights on,

  • it's better, I like seeing their faces.

  • I'm fascinated by management, how many people became

  • a manager within the last two years, raise your hand.

  • Funny shit, right?

  • It used to be fun saying your manager was a dickface

  • until you became one.

  • (laughing)

  • And now you're like, oh now I get it.

  • Management is super-interesting to me,

  • I'm super-fascinated by it, I have 800 employees

  • at VaynerMedia and I love watching somebody go

  • from super star, entry or specs tier and when

  • they go to management, shit changes because

  • everything flips.

  • Let me tell you something, managers, I run VaynerMedia,

  • I'm the CEO, 800 employees, I work for everybody.

  • I don't have people working for me, I work for everybody.

  • The biggest issue that managers have when they make

  • that leap, is they get very fucking confused, they think

  • that people work for them and they don't understand

  • that they're working for those people.

  • So, when I think about the Thank You Economy

  • and being documented and what I really want from you,

  • I'm not here to raz the managers, I want everybody

  • who just stood up to get to the place that they want to

  • in their lives and in their careers and I want to suffocate,

  • real quick, for all of them to leave their fucking fancy

  • PoVs at the fucking door, because what happens as you grow

  • up the ranks of society and life and in business,

  • is you have to start deploying humility, not ego.

  • And that has been the most fascinating thing

  • that I have watched throughout my career,

  • watching that shift become difficult,

  • because the way to succeed within an organization

  • that has people working is you have to figure out

  • how to learn to eat shit and that is super-difficult

  • and the higher up you go, the more shit you

  • have to eat, the amount of shit that I eat every day

  • is so fucking staggering to me,

  • and it is basically the blueprint of my success and every

  • other person that I have seen.

  • Literally your ability to be the bigger man and woman

  • in every situation, even though nine out of 10 times,

  • you may be right is the variable of your success

  • both within your organization and compounded when you

  • go out into the real world and this takes me back

  • to where I started.

  • Please understand the following,

  • being nice is ROI positive.

  • It is traveling, it is be known, it is leverage,

  • the ability to be not nice, politicking,

  • on the defense, always wins up-front, which is why

  • people are seduced by it.

  • But it never wins the long game, you're winning

  • the sprint for about 40 seconds, but you never

  • win the marathon of what's being played here.

  • It is now compounded because information about us

  • travels at a level we've never seen before.

  • Being a dick in Portland in 1974 was super fine,

  • because you could move to Minnesota.

  • That information now travels with us at scale,

  • you don't even want to know how much of a jerk

  • your great-great-grandfather was, all that stuff

  • is lost in history.

  • All of our baggage, here forever.

  • The biggest thing I remind people when they go on tilt,

  • whether it's politics or life or whatever,

  • is just remember, everything you're saying

  • is going to be there forever.

  • Everybody in this room is going to have a conversation

  • with their granddaughter and they're gonna have to explain

  • their points of view on everything.

  • Let's forget politics, life.

  • Everything.

  • And so I'm fascinated by thing dynamic, I think it's

  • a super-interesting time, and I really want to,

  • not inspire, it's really funny, I think about,

  • I don't get a super-high to inspire and make a fun event,

  • I get a super-high on the emails I read on the way out

  • to this flight this morning.

  • The people that were in the audience, the guy who just told

  • me backstage, when he saw me speak two years ago,

  • quit his job and went on the offense.

  • I'm in for one thing, legacy.

  • I'm in it for one person sitting here, emailing me

  • in six years and saying, you know, I was a little fancy

  • as a manager until you came to Portland, I was a little

  • high on myself and thinking I was special, I was building

  • towards the wrong path that wasn't going to be

  • historically correct.

  • And I am just fascinated by the fact that that the most

  • simple of traits now is the fundamental game

  • we're playing, that is crazy to me, as we go more

  • Jetsons, the people that know how to play like the

  • Flintstones are gonna win.

  • Literally I believe the manners that your

  • great-great-grandparents have are far more suited

  • for where we're going than the majority of us.

  • Now, we don't realize what's actually happening

  • in front of us, which is we are all,

  • not just me, all day putting out content,

  • D. Rock, where you at?

  • Not just having a weird dude following you around

  • full time, filming you, not me, all of you.

  • Maybe mine's an extreme version, but for all of you,

  • all of you, you are documenting your entire life

  • at scale forever.

  • And when you start wrapping your head around that,

  • two things unfold.

  • I hope, for 95% of you, number one, the quality of the life

  • that you're trying to live as a human so that you're

  • proud about the conversation you have at 60, 70

  • and 80 and when you get there, a funny thing happens,

  • as you push yourself to be a better fucking human being,

  • better things start happening for you in your actual

  • selfish business wants and needs.

  • And so, I hope that I can suffocate and ignite

  • a mindset here today of people actually understanding

  • what they're doing.

  • Think about all the dumb shit you believe five years ago

  • that you don't believe anymore.

  • We keep evolving, we keep changing as we grow.

  • I implore you to understand how big the stakes are

  • in the world that you live in right now.

  • The opportunity is so ridiculous.

  • And so let's get into the details before I get into

  • Q&A of this.

  • I am desperate for every person in this room

  • to understand couple of piece of data.

  • Number one, if you believe that this is the remote

  • control of our society the way I do,

  • then it gets really interesting when you start thinking

  • about social media.

  • Social media is this nice little, in my marketing world,

  • it's a slang term for nice to have, that you

  • support with television, things of that nature,

  • I see a lot of young faces, it's norm for you,

  • it's the main communication funnel, but it probably

  • has a balance between business and your real life

  • of what you're doing as a human.

  • I need everybody to understand something,

  • more than 50% of the time spent by all Americans

  • on a cellphone is on a social network.

  • This is pretty much the punchline.

  • How many people here are retiring in 10 years,

  • and I don't mean you're gonna open up a bunch of these

  • and you're gonna fucking crush it and buy an island,

  • I mean, you're fucking old and you're finished?

  • How many people are retiring in the next 10 years?

  • Great, zero.

  • So, for everybody here, please understand the following,

  • everything, everything that is running our society's

  • attention right now, Facebook and YouTube

  • and Instagram and SnapChat and Twitter,

  • everything, 12 years ago did not exist.

  • The smartphone did not exist, Uber did not exist,

  • Airbnb did not exist, nothing.

  • You know, back to the awesome dude with the fucking

  • horse T-shirt, the reason I wish you could take everybody

  • back is we don't have context to how remarkable,

  • it's tough, the people that lived

  • during the Great Depression, the people that lived

  • during the World Wars, people that lived during

  • the industrial revolution, it's hard because it's our lives,

  • it's hard for us to understand how different it is for us

  • than the prior two generations.

  • It's difficult because you have no context to anything

  • else, but the stakes and opportunity are all time,

  • they're all time.

  • Our great-great-grandkids, everybody else,

  • will look back at this era as the moment.

  • So, I implore you to take a step back and really

  • fundamentally ask yourselves a couple of questions,

  • one, what legacy are you building because it will be

  • the leverage for everything that you want

  • over the next 60 years and that is based on your actions,

  • and two, very honestly, are you squeezing the shit

  • out of this moment as much as you can?

  • The thing that I'm super-passionate about as a lot of you

  • know is I think work ethic is the one thing that's

  • super-fucking controllable.

  • Right?

  • A lot of us were born with what we were born with,

  • you're only so pretty, you're only so smart,

  • you're only so fast, you're only what you are,

  • the one thing that I'm fascinated by as you sit here,

  • the way you were parented, where you were born,

  • what you got, the one thing that actually is in your

  • control is the decisions of what you do with your hand.

  • It's like a great poker player, right?

  • A great poker player doesn't need the best hand every

  • time to win, it's how she or he navigates with that hand.

  • We're not gonna change who we are or where we were born

  • or to whom we were born with, but no matter where you are

  • in the lifecycle right now, we all have the opportunity

  • to start looking at it a little different,

  • and to me, very frankly, I just think we spend

  • an enormous amount of time on dumb shit

  • when we have ambition to do so much more.

  • Now look, you do you, I'm not interested in peddling

  • being a workaholic, I'm really not.

  • You can do whatever you want.

  • The happiest friend I know from growing up, I think

  • he makes $50,000 a year, he's on 17 fucking softball

  • teams, he takes every vacation day off,

  • and he's happy as shit and I love him and it makes me

  • so damn happy.

  • I have friends who are employees at Facebook,

  • they have a hundred million dollars in their bank,

  • and they're miserable and it's shit.

  • This is not a money conversation,

  • this is very simply, do your actions

  • back up your mouth?

  • To me, looking at hashtag, looking at people talking

  • about this, looking at their social media,

  • when I have the whole East Coast to West Coast

  • long flight, I get into a lot of work, I get

  • all my work done and then I start looking at all

  • of your social media on the way here.

  • And I'd look at the hashtag and what you said

  • about the earlier speaker and I do my thing, right?

  • The thing that fascinated me a lot about this conference

  • is you've got a lot of people peacocking

  • in this organization, aka, a lot of you are talking

  • big shit and I don't mean about this conference,

  • I went back and looked at all your tweets,

  • did you know there are 37 billionaires sitting with us

  • today?

  • I'm fascinated by that, I'm fascinated because we're

  • sitting in a world right now where entrepreneurship

  • is on a pedestal of cool, and so everybody is flocked

  • to it and everybody is talking about how they're gonna

  • crush and what they're gonna do and who they're gonna be

  • and then you look at their content, and every Friday night,

  • they're at a fucking concert, and every Sunday morning

  • they're this and every Tuesday afternoon they're that,

  • and they watch a shit-load of fucking Netflix

  • and they're incredible at fucking Candy Crush

  • and fucking, fucking, fucking.

  • And so, I go on this rant not to do anything to raz

  • or to fucking call anybody out,

  • I'm just asking a very simple question.

  • I promise you, if you want to be pumped professionally

  • and personally there's one thing that will drive you

  • to the biggest success, it's called self-awareness.

  • Do you know who you are, do you know who you're about?

  • Are you actually talking about shit that you care about,

  • are you talking because three or four people that you love

  • talk that game and you feel like you got to fit in

  • or appease your mom or dad or uncle or aunt or grandmother's

  • ambition?

  • The thing that helped me so much was just self-awareness.

  • In fourth grade I punted school because

  • I knew I sucked at it, I knew I could make $3,000

  • a weekend as a 10-year-old selling baseball cards,

  • but I couldn't spell 90% of the words that were

  • being thrown at me.

  • It was just who I was, it was how I was wired,

  • and I implore everybody in this conference to really think

  • about this incredibly interesting thing

  • which is when you're self-aware and you can get to that

  • place of understanding yourself, I implore you

  • to triple down on your strengths

  • and punt your weaknesses.

  • This country is really good at selling down our throats

  • what we're not good at.

  • We're always being sold what to fix.

  • I truly believe that most people in this room

  • will succeed by not addressing those things,

  • now, something could be fatal, right, something

  • could really hurt you, but I think that you need to just

  • lift those, get them to a certain place

  • where they're not a vulnerability and triple down

  • on your charisma and triple down on your salesmanship

  • and triple down on your work ethic.

  • Whatever those, three to four, one, two, three, four,

  • five pillars are, it's fascinating when you study

  • who's winning and who's not, it's the people that have

  • the confidence to suck at shit that are winning.

  • I can't read.

  • Right?

  • I'm terrible at it, like, reading a second grade book

  • to my daughter is like, you sure you want me to read,

  • you should go look at a bird.

  • Yet, standing in front of 800,000 people, I'm like, cool,

  • I'm good, we need to start thinking more and more

  • and as you're going through your careers right now,

  • I implore you to be confident in what you're good at

  • and to punt what you suck at,

  • because I promise you, everybody else sucks at shit too.

  • Everybody's got strengths and weaknesses

  • and I'm fascinated by people's obsession to pour

  • all of their efforts into fixing the weaknesses,

  • which is playing defense, and not tripling down on their

  • strengths, so if I leave you with anything,

  • structurally from a strategy standpoint

  • and mindset standpoint, I highly implore you on that.

  • And that's it.

  • Those are the things that are really kind of happening

  • to me, I'm fascinated that we're in this era.

  • I want people to take bigger advantages of it, right?

  • I need people to understand how ridiculously unbelievable

  • it is and to figure out do they really want stuff,

  • how many people love working because they just love the game

  • of trying to win at a career or building a business?

  • Raise your hands, those people are gonna have

  • a disproportionate advantage because it doesn't

  • feel like work, it's just their zone.

  • For the rest of you, you need to figure out what

  • you like about it and spend all your time on that,

  • because if you're in a place where you don't like it,

  • you're not gonna put in the amount of work that's needed

  • to actually achieve the things that most of you want.

  • It's very, very simple, put yourself

  • in a position to succeed.

  • Put yourself in a position to succeed.

  • And how many people here feel like they are not

  • self-aware?

  • Because I want to address this if I can,

  • just raise your hands if you struggle a little bit

  • with self-awareness, raise your hands,

  • nobody wants to do that.

  • I'll just go to it, I respect that's a tough one,

  • and why we got half the hands that we should have

  • and more importantly the ones that we got

  • were fucking crocodile hands.

  • (laughing)

  • If you were listening for the last seven minutes,

  • I'm going through awkward territory, I'm going there

  • because it has been clearly in the last four years

  • the thing that I've seen as won and lost.

  • I would highly implore you take the five people

  • that spend the most time with you,

  • co-workers, or family members if you feel like you're

  • struggling with this issue and invite them to dinner,

  • create a weird event where it's like your mom

  • and a co-worker, and she'll say what the fuck is happening,

  • create a weird event and tell everybody you really want

  • to figure out what you're good at, what you're not good at,

  • and spend three hours getting people that love you

  • and know you the best comfortable with telling you

  • the truth because nobody wants to tell you.

  • Because most people are kind, we don't tell people

  • because we like each other, especially the people

  • that are closest to you, but this is something

  • I threw on about a year ago in a blog post or maybe

  • two years ago and it's been the thing that I've been

  • the most emailed about, it's remarkable.

  • And it's an unlock because when you don't see it,

  • when you're blinded to it, you're doing the same repeat

  • behavior that's stopping you from the thing

  • and once you can break it, if you have the humility

  • to be comfortable with yourself, to go there,

  • it's a humongous unlock and it's the disproportion reason.

  • Listen, my friends, a lot of people when they talk

  • about technology and social media and investing in business,

  • they want me to talk about details, right,

  • like we're about to do Q&A, we'll go to it now,

  • in two minutes, I promise, and if you want to ask me

  • a simple question of how to get more Instagram followers,

  • I'm thrilled to answer to you, I'm thrilled,

  • I will give you everything I've got in detail,

  • but if you ask me why I got to sit here today,

  • if you asked me why I believe he's been able to build

  • this business, my friends, all the magic is in the gray,

  • it's not in the black and white.

  • All the tactics you can Google right now,

  • you can Google anything you want.

  • You want to do Facebook ads better?

  • It's the best deal in marketing, you want to sell shit?

  • You Facebook advertise it.

  • Your company should do a shit load more Facebook

  • advertisement, I should do more Facebook advertising,

  • it's a fucking steal, it's the steal.

  • Right?

  • Instagram influencers, fucking steal.

  • People don't know how to price themselves,

  • they give you awareness, some are overpriced,

  • some are underpriced, fucking steal.

  • Under 30?

  • Snap-chat ads, 3$ CPMs, swipe up, people watching videos,

  • these are details, but if you're fucking insecure

  • it's not gonna mean dick.

  • If you don't know what the fuck you're doing with yourself

  • it's not gonna mean shit.

  • The reason I spend my time on talking about this

  • is not because I want to be a fucking motivational speaker

  • and fluffy-fluff-fluff and ra-ra-ra, it's because

  • it's the fucking thing.

  • It's the thing.

  • If your operating system isn't right, you've got

  • no fucking chance.

  • Do you know how fucking unbeatable I feel?

  • Do you know if you think that I'm the best,

  • then I'm fucking the best, and you're wearing my hoodie

  • and I'm the fucking best, do you know how good that feels?

  • Phenomenal.

  • Do you know if you're sitting here right now,

  • never heard of me, and you're like, fuck this guy,

  • I don't like this bravado, I don't give a fuck either.

  • I don't care if you think I'm the best, I don't care

  • if you think I'm the worst, I'm just in my shit

  • because I'm grounded, 'cause I know what I am

  • and I know how I'm trying to live my life.

  • And I want that for every fucking person, because

  • let me tell you something, it fucking is the best.

  • It's such a good place to be.

  • Do you know what it's like to be in your own head,

  • and nothing else matters?

  • Do you know what it feels like to give a shit so much

  • about what everybody thinks, yet not care at all?

  • Do you know when I leave here, I'm gonna look at

  • every single Tweet about this talk and if somebody

  • says eh, I'm gonna be devastated like I fucking died,

  • yet I equally don't give a fuck!

  • When you can get to that place, amazing shit happens.

  • You know why?

  • Because you stop being scared.

  • When you're not scared, you do shit.

  • When you're scared, you do nothing.

  • And when you're not scared, you do shit,

  • and even better, when you're coming from a good place,

  • and your intent is good because you're good

  • and you have good to give, shit really starts happening.

  • So, I implore you, let's go, get the mics ready,

  • I'm ready, let's go into the Q&A,

  • but I implore you, I'll go into every detail,

  • but I implore you to get inside your head real quick,

  • figure out who you really are, and figure out if what

  • you're talking is being mapped by what you're doing.

  • Because the second you put those things together,

  • shit fucking unlocks.

  • Thank you.

  • (audience cheering)

  • Let's do it.

  • Let's get to the good part.

  • How are we doing this?

  • Just line up in the rows,

  • line up behind you and line up behind you?

  • Great, what's your name?

  • - [Audience Member] Hello.

  • - Hello.

  • - Wow, that's odd.

  • My name is Angela, I'm from Dutch Bros

  • Hillsborough Cornelius, a huge fan of yours.

  • - [Gary] Thank you, thank you.

  • - Okay, so I watched tons and tons of your content,

  • your videos, your daily Vs, I listen to your podcast,

  • I question that I was thinking about for a while

  • is how do you as a leader motivate your team to be just

  • as hungry and passionate as you are and make them

  • want to bust their ass just as hard?

  • - I don't.

  • I think it's crazy for CEOs and owners of things to

  • expect their staff to bust their ass and be as hungry

  • as them because when you own something,

  • it's different.

  • And so, what I do, is I try to motivate

  • by meeting each and every one of them.

  • The reason you've seen it, that I meet with all of them

  • and do those meetings, I want to buy the New York Jets,

  • I need like seven billion fucking dollars,

  • I work 18 hours a day, I wake up at 4.30

  • to be here today, I'm going back.

  • This was originally, I was supposed to sleep here,

  • no, I need to get three meetings in tomorrow,

  • I'm taking a bullshit red-eye tonight,

  • I don't expect that from others,

  • because most people aren't insane to have this

  • romantic point of view of not being able to buy

  • a Jets jersey for 20 bucks when he first came to America,

  • to owning the team.

  • I've got a fuck you, on me, got it?

  • I don't expect that for anybody else.

  • What I want to know is what makes every one of them tick.

  • Do you know how many people just want to make 200,000

  • a year and have great work-life balance?

  • That's fucking unbelievable, that's fucking

  • hitting the luck.

  • If you are the kind of person that is obsessed with

  • making $200,000 a year, and being able to go to all

  • sporting events of your wonderful children,

  • that's incredible balance and if that's what you want,

  • I want to empower you to do that.

  • I think the biggest mistake the leaders make is they

  • expect others to care about their shit as much as they do,

  • that's fucking ludicrous.

  • I want to figure out what you care about

  • and it's my job to put you in a position to succeed,

  • to be hungry, and if that means seeing every fucking

  • recital of your little Suzy, I'm gonna fucking

  • do that for you.

  • - [Audience Member] What up, G?

  • - How are you, bro?

  • - [Audience Member] Good man.

  • I'm Logan, I work for West Vancouver franchise.

  • - Oh, is this the thing we do, you say where you're from

  • and then your four people are like, yeah,

  • what up, motherfucker, what's up!

  • I got it, I got it, just trying to get it down,

  • I got it now.

  • - They're my groupies.

  • - [Gary] You all from VaynerMedia New York, give me some!

  • All right, go ahead.

  • - One thing I've learned from working with the company

  • for so long and stuff is the passion.

  • Everybody here has passion.

  • - [Gary] Clearly.

  • - And we give so much.

  • I mean it could be passion with our job,

  • it could passion from outside, it could be

  • whatever it is.

  • - You guys are so ridiculously lucky,

  • we've an internal job board, I have full-time employees

  • trying to help people get jobs to leave our company

  • 'cause we want it better for them,

  • I've literally never sensed a truer purity

  • of that mission as much as you guys have as well

  • and it's remarkable.

  • You guys are very fortunate.

  • It stems from the top and like-minded people find each

  • other, it's really rad, I'm really impressed,

  • I'm super-pumped to be here, go ahead.

  • - Basically my question is, do you ever hold back any

  • of your passion, does it ever maybe get the best of you

  • sometimes and that you have to maybe take a couple

  • of steps back and realize, I may have gone too far.

  • - The answer is no.

  • But, more importantly, for me it's kind of like,

  • I do lots of things out of passion that I'm not pumped

  • about, for example, let's go back to football,

  • two years ago, at a Jets-Steelers game,

  • Jets were beating the Steelers, this was four years

  • ago, for no reason, Steelers were much better,

  • Jets were bad that year, Jets are on the verge of winning,

  • this 85-year-old guy is coming up the stairs,

  • and I get sports muscles, when I'm in Jets world,

  • I'm not me, it's the only place I'm not me.

  • I get too emotional, right?

  • So, the guy is walking up and the Jets are winning,

  • it's the fourth quarter and I stand up 'cause I'm

  • ridiculous and I'm like, hey, old man, you're finished,

  • old man, you're finished, right?

  • And everybody is kind of looking at me because it was

  • super-inappropriate and then I go,

  • and I don't mean the game.

  • Right.

  • So, my passion went too far there.

  • So, I understand.

  • I get it.

  • I guess, first of all I just wanted to tell you that story

  • because it's so fucked up.

  • I needed to get it out of me, it's so horrible,

  • I'm glad I was able to share it,

  • I feel better now.

  • - I guess this is more like, maybe I feel like

  • sometimes when I give off my passion--

  • - [Gary] It makes people creep out?

  • - Kind of, yeah.

  • People basically get scared the shit out of them

  • just because I did so much--

  • - Bro, honestly, as long as you're coming from

  • a good place, I did the same thing, I curse,

  • but I'm coming from such a good place,

  • that I'm not trying to impose any negativity,

  • as long as your passion is coming from a good place

  • and it's not a shtick 'cause you think it's helping you

  • and it's an act, and it's not trying to do something

  • that's bad for them, you're fucking good.

  • Let the chips fall, you know what I'm saying?

  • This is back to self-awareness.

  • You got to ask yourself two very important questions,

  • number one, is it a shtick?

  • Are you doing it 'cause it's self-interest

  • and it's a narrative you're trying to pave

  • to do something selfish for you?

  • Number two, are you doing it to suppress somebody

  • because you're insecure about their skills

  • that you don't have, as long as it's neither one

  • of those two, fucking be as passionate as you want.

  • - [Audience Member] Thank you.

  • - You're welcome.

  • Wow, yes.

  • - [Audience Member] Hi, Gary.

  • - Hi.

  • - I'm Erika, nice to meet you.

  • - [Gary] Nice to meet you, Erika.

  • - I run the social media pages for the Spoke and Dutch Bros.

  • - [Gary] All 10?

  • - Yeah.

  • So, six months ago, I was at an agency, running

  • their social media department, I was miserable.

  • Not my kind of humans, just not my place,

  • I watched your videos for about a year,

  • telling me to hustle, telling me to do it,

  • just work hard, so I quit my job, I started my own

  • social media company and I feel blessed,

  • but in three months I've doubled my salary

  • and it's really taken off, a lot to do with these people,

  • but, so my next question for you is how do I go

  • to the next step, you know I've got this small business,

  • I'm hustling, working 12 hours a day, how do I get

  • to 800 staff?

  • - [Gary] Is that what you want?

  • - Yeah, I picture, my company is called Talk Fast Social,

  • I picture a TFS on a building every day

  • and I work for it.

  • - [Gary] Love it, so how old are you?

  • - I'm 26.

  • - Good, all right, step number one.

  • The next 10 years of your life you have to close your

  • eyes and think about nothing else.

  • Now, that doesn't mean you can't find love,

  • it doesn't mean you can't do other things,

  • but the only way you can build something

  • very, very, very big is you put those on a building

  • and you put in the back of your mind

  • and you close your eyes.

  • The biggest reason almost everybody fails in their

  • big ambitions is 'cause of lack of patience.

  • You know I talk about this all the time.

  • People struggle because what they do is,

  • they get a little success and they start getting

  • greedy in a good way, I'm using it as a slang term for,

  • okay, you've got a little momentum, you're like,

  • wait a minute, fuck, I can do this and then people

  • start getting greedy and they over-extend themselves

  • because they're rushing so fast.

  • People literally say things to me, I got to do five million

  • or I got to put my name on a building.

  • They make up these things, like the Jets thing,

  • the Jets thing is not even real for me.

  • I've talked about it a little bit.

  • I desperately want to buy the Jets because I think

  • I'm more likely to win a Superbowl for them

  • than any other way, but the chase of trying to buy them

  • is what gets me off, not getting it.

  • I've forever in my have never needed anything.

  • Not a certain dollar amount, not some vision of a building,

  • you know what I mean, I'm just telling you it's

  • one step in front of the other, patience

  • and doing tried and true things.

  • I leave money on the table at extreme levels

  • every year because I'm being patient, I'm building

  • real legacy and real relationship step by step,

  • by step, by step, you just got to close your fucking

  • eyes for the next decade.

  • - [Audience Member] Thank you.

  • - You're welcome.

  • - [Audience Member] Hey.

  • - Hey.

  • - [Audience Member] I'm Gamby.

  • - How are you?

  • - I'm great, how are you?

  • - [Gary] Great.

  • - Good, I'm from Chico, there's like six of us.

  • - [Gary] That dude like yawned, he's like, yeah.

  • Go ahead.

  • - So you have a chief hiring officer at Vayner Media,

  • right?

  • - [Gary] Yes.

  • - So, when you bring her on, what's that discussion like

  • when you talk about her objectives, do you have

  • KPIs, things that are available, are there incentives,

  • how much detail can you go into and obviously

  • you don't have to tell me how much she makes,

  • stuff like that, but whatever, how much can you tell me

  • about how to make it something that's as objective

  • as possible for someone like that to be successful

  • with what you put in front of them?

  • - So, first of all, it's a great question,

  • and asking about the black and white around it

  • is super-interesting to me because it's the most

  • gray role in our organization, right?

  • So, for example, lifetime retention of employees

  • is not a KPI because if we think Karen,

  • I mean, like the young woman we just met,

  • we may encourage her to start her own company,

  • I'm trying to push six or seven of my best people out,

  • like you need to start your own company because we're

  • gonna have a problem in three years because you're

  • such an A and you just need to scratch this itch.

  • So, I'll be honest with you, I micro-manage HR

  • for 20 years that I ran my company, my entire life,

  • until I found a soulmate in Claude who literally

  • looked at all the situations the same,

  • and she was on the account side and then she left

  • Vayner and I courted her to come back to do a totally

  • different role because the truth is, the KPI

  • is how do you keep 800 people, 1500 people, 4000 people

  • happy with the machine, and by the way, it's impossible.

  • The level of cynicism that is in our society

  • is extraordinary.

  • It's so hard to prove to somebody that you care,

  • everybody is so scared to trust because they don't

  • want to get hurt, that it's easier to be cynical.

  • I understand, but all that Claude may do,

  • the whole flight here, we text about individual people,

  • I know exactly what's going on right now

  • with Kristsuz Valdi, right, and exactly what's

  • going to happen with Joe Catrone and why we've

  • moved Natalie Karie into a different pot,

  • I'm so fucking in it, but we have lightweight KPIs,

  • but Claude and I are outside the lines.

  • We surround ourselves with people making sure all the things

  • that are black and white, simple things,

  • like people getting raises appropriately at the time

  • they're promised.

  • Not just silly shit that, we've got the special part down,

  • we surround ourselves to make sure we don't drop

  • the ball on the commodity, the key is,

  • how the fuck do we get everybody to feel good

  • every day, right?

  • That they know that we've got their back

  • whether they work with us for one more day.

  • Every time that somebody quits in a weird way,

  • I always grab them, always, I'm like, dude,

  • what the fuck, man, I put out content every day,

  • I've told you, I emailed you, why didn't you use me

  • if you were so unhappy, I could've gotten you a job,

  • the other way, like I thought I was underpaid,

  • I'm like, dude, you've got $11,000 pay up,

  • A, I would've been thrilled to give it to you,

  • but way more importantly, there's 11 people like you

  • that I'm friends with right now, let me help you.

  • Basically what I'm trying to do is build real trust

  • through scaling the unscalable.

  • One-on-one conversations, the problem is,

  • that we're learning, at first it worked unbelievably,

  • but now she becomes too much of a machine,

  • so it's me and her, now we're like the parents

  • or the siblings, so you got to bring in other things,

  • I used to have an open-door policy, not working.

  • 2018, mandated 15 minutes with every fucking employee

  • I have twice a year.

  • Mandated, it's gonna take me enormous amounts of time,

  • I don't care, it's all I've got.

  • Religion, you know, I don't care what the church or the

  • synagogue, or the temple or the mosque is decorated

  • like, I care about the religion and too many people

  • care about, you know.

  • She makes hundreds and hundreds and hundreds of thousands

  • of dollars, nobody is bonus at Vayner Media because

  • I want everybody to be obsessed with the logo,

  • and so when people talk to me about their incentive

  • packages or things of that nature, I just match it

  • and put it into their salary.

  • Some people go, well, then they're de-incentivized.

  • No, they're not, if you don't fucking achieve,

  • we fire your fucking face.

  • Cool.

  • - [Audience Member] Hey, what's up, Gary?

  • - How are you?

  • - [Audience Member] Good, how are you?

  • - Amazing.

  • - My name is Mick, I'm with these lovely people

  • from around California right here.

  • - [Gary] I saw that move, I saw that move.

  • - So, I took over managing in my stand earlier this year

  • and one of the more interesting things,

  • challenges that I've come across is identifying

  • qualities in people that I think would translate

  • well into them moving into leadership

  • and management.

  • So I was curious for you if you have someone in your

  • company who you're looking at to put in leadership

  • or management, what are some of the most important

  • qualities that you look for?

  • - Empathy.

  • Empathy is fucking disproportionately important for leaders,

  • if you are not capable of thinking about the other

  • person first, you are finished.

  • Empathy, work ethic, I think work ethic matters,

  • it's tough, right, because if you're not working

  • as hard as your team or harder, that starts becoming

  • the vulnerability, gratitude is one that I look

  • for quite a bit, are they actually grateful

  • or are they entitled and think, of course I'm gonna

  • be a manger.

  • But empathy is fucking 80% of it and then the other

  • 20% is work ethic, gratitude, things like that.

  • Yeah, you got it.

  • - [Rich] What's up, Gary?

  • - Hey, bro.

  • - I'm Vince, and I guess I'm here with everybody

  • because I think we're all here for the same reason.

  • Also, this adrenaline rush is like the best adrenaline

  • rush I've gotten since high-school, so thanks, man!

  • - [Gary] Real quick, paint me the picture

  • of what was happening in high-school when you felt this.

  • - Honestly, I'd say it was like my last home-run

  • when I was playing baseball.

  • - [Gary] Respect.

  • That's not what we thought.

  • All right, keep going.

  • - So, my question for you, you talk about the

  • seven to two.

  • - [Gary] 7 p.m to two in the morning.

  • - And I just kind of want to know because I know

  • you're trying to be that Jets owner, by the way,

  • William Johnson doesn't have shit on you.

  • - [Gary] That's for damn sure.

  • - I just want to know what's your side hustle

  • looking like right now because obviously

  • if you want to get to that,

  • what steps are you taking?

  • - So, when I talk about side hustle,

  • I talk about either really wanting something

  • that you don't have right now or getting out

  • of a bad situations.

  • I'm so in my zone, my side hustle is my hustle,

  • I'm working 7 a.m to 10, 11, I don't think I've been

  • home before 10.30 in the last three years,

  • on a week day.

  • My work life balance is in the extremes, I take

  • seven weeks' vacation, I have the weekends, but Monday

  • through Friday, I don't even see my kids.

  • That's just how my wife and I, we're comfortable with,

  • that's my reality.

  • So I don't have that, I would say my side hustle

  • is probably Gary V, I'm spending all my time

  • being the CEO of Vayner Media, but because of the concept

  • that D. Rock and I and my team have figured out,

  • it feels like I'm me out and about, but it's because

  • I only show, and I only talk 30 times a year.

  • I'm able to create so much content, so I think my side

  • hustle is Gary V, because I enjoy this so much,

  • I enjoy jamming with you guys.

  • Bro, if I could make you guys feel what I felt like

  • when I heard that young woman say to me,

  • I was in a job and I watched your shit for a year,

  • you pumped me up, gave me the courage, let's call

  • it what it is, to make that leap, and now I'm

  • doing twice as good and do you know what it feels like

  • to impact people?

  • It's knarly.

  • So, that's my side hustle, thanks, brother.

  • All right, yes?

  • - [Audience Member] What's up, Gary?

  • - [Gary] How are you doing?

  • - Doing good, name's Kyle, East Vancouver.

  • - [Gary] East Vancouver.

  • - Nicely done, guys.

  • Yeah, I don't affiliate with any gangs.

  • - [Gary] Respect, huge mistake, keep going.

  • - I appreciate that.

  • So, for one, I know there are kids here,

  • but holy fucking shit, nice job.

  • - [Gary] Thank you.

  • - That was pretty impressive.

  • I listen to you for hours, I tried audio books,

  • and I fall asleep to your voice because it's pretty

  • fucking--

  • - [Gary] Done bro, done.

  • - So, actually I'm standing here still scared shitless,

  • and that's kind of the transition, so with these

  • moments in time, these monumental steps that you want

  • to take towards success, I know how you're talking about

  • being unbeatable in your own head, reaching that status

  • of your own self-awareness,

  • just kind of like with the basics,

  • what would be your tactics for--

  • - [Gary] To get to that place?

  • - Yeah.

  • - Step number one, more than anything, I alluded to when

  • I talked, but this is why I love Q&A, you have

  • to figure out whose opinion is dictating your actions

  • beside yourself.

  • You have to figure out who has say,

  • let's keep it on him right now because this is gonna

  • matter for a lot of people.

  • Let's actually play through this, who in your life

  • has say when you do shit, who factors in,

  • who runs through your mind, who are you curious about,

  • about how they would react or think?

  • Who are those people?

  • - Honestly, that would probably be like, actually

  • Pierce right here, Pierce, if you saw the viral video,

  • or I saw, viral picture, he was the one that was pranked,

  • he's a very good friend of mine.

  • - [Gary] So, Pierce's opinion matters, good,

  • and who else?

  • - My girlfriend and my parents and my sister.

  • - Great.

  • You need to get into a place where you respect

  • Pierce, girlfriend, parents, you love Pierce,

  • girlfriend, parents, you'll do anything for

  • Pierce, girlfriend, parents, but you get into

  • a place where you don't give a fuck about

  • Pierce, girlfriend, and parents.

  • And listen, it's pulling so hard from opposite directions,

  • like, I want to stay on this because this will really

  • be a big unlock.

  • If I can get one person to shift a hair, it's huge.

  • It's crazy to me how much I care about everybody's

  • opinion, like these two people in the fourth row

  • have hoodies with my quotes on, I care so much

  • about what they think about me, you would not believe,

  • while equally really giving no shit about what they think.

  • And it's about this crazy balance, I never let

  • somebody else's opinion matter more than mine of myself.

  • You know, there's just nothing you can say,

  • from people that know me the best, my mom,

  • there's nothing you're gonna be able to say about me

  • that makes me not realize, of course you think that,

  • you don't really know me and that goes all the way

  • to my mom, right?

  • You know what you've seen, I know why you think that

  • if that's the only piece of content you've ever consumed

  • from me, this is where I'm a different version,

  • I get it, I get it, I'm empathetic to why,

  • but the way to get there man, is very simply,

  • you first.

  • It's so weird to say do everything you think

  • you should do, but that's what I do.

  • And I think maybe for me it's easy because

  • somewhere along the line I figured out that I can

  • get everything that I wanted for myself by myself,

  • so I don't need anybody, which is a really important

  • thing, to be in that place where you know that you don't

  • need anybody emotionally or financially, it's just

  • a very lonely and very not-lonely place.

  • So, it's hard, honestly, I wish I could give,

  • like fuck, man, I think I'm trying so hard to put out

  • so much content because it's the closest way I'll ever

  • get to giving it, I wish I could give it,

  • because it's fucking, so peaceful, you know?

  • - Much appreciated, man.

  • - You got it.

  • I can keep going, right?

  • I'm in great shape, right?

  • Cool, fuck it.

  • - [Audience Member] You can go as long as you want, Gary.

  • - I really want to go long.

  • You guys want to keep doing this?

  • - [Audience] Yeah!

  • - Let's go.

  • - Thanks for being here and setting a bunch of fires

  • in this room, we need it, we always love fire,

  • but this helps.

  • - [Gary] What are we, double firing?

  • - Big fire.

  • On the subject of self-awareness,

  • I saw you at the Hologram, super-dope, it was fire.

  • - [Gary] Thank you, thank you.

  • - On the subject of self-awareness, I wanted your

  • opinion on someone else's content.

  • They said that strength isn't something you're good at

  • and weakness isn't something you're bad at.

  • Strength is something that strengthens you,

  • an activity that strengthens you,

  • and weakness is an activity that weakens you,

  • I've just been stuck on that and I wanted your opinion.

  • - [Gary] One more time?

  • - Strength isn't something you're good at,

  • you can be really good at something and it can bore

  • the shit out of you, you feel no passion, whatsoever.

  • - [Gary] Understood.

  • - A strength is something that strengthens you,

  • a weakness is something that weakens you.

  • - [Gary] Yeah, cool.

  • - How much of that comes into self-awareness?

  • - I think there's a lot there, it makes sense to me,

  • now that I've grasped it.

  • Look, I'll be honest with you, for somebody

  • that talks so much and puts out fucking four quotes

  • on Instagram every day, and fucking does all this stuff,

  • it's insane how much I hate words.

  • I was just thinking, you saying that to me,

  • I'm like, man, if somebody is saying one of my quotes

  • to their buddy, I hate that.

  • I don't want that.

  • To me, that makes sense, but my whole big thing is,

  • and now what, okay, cool, a strength is a fucking

  • strength, right?

  • I don't know, every fucking thing that I've just said,

  • to me, it's about the engine.

  • To me, why I like that you brought it up

  • is that it hit you in a way that made you thoughtful,

  • now my question becomes, are you gonna do anything

  • with it, right?

  • To me, what I think has worked for me, is the reason

  • 25% of people don't like at first is I'm suffocating

  • excuses, people want to think it's other people's faults.

  • It's fun to think you're suppressed, it's fun when you're

  • not a manager 'cause then the manager sucks shit, right?

  • And when you become manager, it's the regional manager

  • that's an asshole, and then when you're the regional

  • manager, who's an asshole, and then.

  • (audience cheering)

  • But who does he get to blame?

  • And the answer is nobody at least from this organization

  • or like many CEOs that I've met, my mom did this.

  • Here's the thing, to me, I just hope it inspires you

  • to do, if it broke an insight to you to make you do

  • something differently that tastes better,

  • then that's all I want.

  • The reason I try to suffocate excuses it's 'cause

  • it's the thing that holds everybody down, right?

  • It's the thing that you can rely on when you don't

  • want to work 15 hours a day.

  • It's the thing you can rely on when it's hard,

  • or it's painful, or you can't figure it out.

  • And so, sounds awesome, but what's most interesting

  • to me is it meant something to you, now I'd rather

  • you not care about my opinion on it, that person,

  • I want you to internalize it and go do something with it.

  • (applauding)

  • - I swear I'm gonna pass out, right.

  • - [Gary] Thanks, man.

  • - So, personally I think that growth and development

  • within a company is super-huge, you've got to grow

  • your people so that--

  • - [Gary] A 100%.

  • - So, I just want to know what are some of the methods

  • that you use to grow somebody, whether that's somebody

  • that you see potential in or somebody that's--

  • - [Gary] Listening, listening.

  • - Listening?

  • Okay.

  • - It's listening.

  • There is no blueprint, there's 3700 different things,

  • maybe you're slacking because you're in pain

  • because your parents are going through a tough time,

  • there's just eight million things.

  • I always tell my employees, even once I get you

  • to a perfect place, I'm prepared for your family

  • to die the next day.

  • And I say a very extreme thing and I know it's a

  • weird thing to say, but I say it because I need them

  • to understand that what I think my responsibility

  • as a CEO is, is to be prepared for everything.

  • Even if I get you to a great place, the next day

  • you may lose a loved one, or something else happens,

  • or something silly, like you're upset,

  • or Bernie Madoff happens, like I had a friend

  • who thought he was fine because he was gonna inherit

  • all the money and the family lost all the money,

  • life, right?

  • Life, you're cruising in Puerto Rico and you have

  • a mansion and weather, like shit.

  • Stuff, right?

  • So, to me, it's always listening, every day, forever.

  • It's not an X-ray of today, it's not hey Susan,

  • oh Susan, you were a little overconfident because

  • you were a good student, but that doesn't actually

  • translate to life, so let me deploy a little humility

  • so you understand what the real world looks like,

  • oh now you're in a better place, you understand?

  • But a leader is always on oxygen, it's forever,

  • so that's how I think about it.

  • - [Audience Member] I've got one more.

  • - Go ahead.

  • - Can I take a selfie with you?

  • - Sure.

  • Who's next?

  • Go ahead, I can double task.

  • Dude, what's up with your fucking screen?

  • It's shattered.

  • - It got ran over by a go kart.

  • - By a go kart?

  • You're gonna get a new one?

  • - Yeah.

  • (audience cheering)

  • - Hi, I'm Marisa, I'm from EG Oregon.

  • First I'd like to see I acknowledge the Russian-Jewish

  • heritage, I am too, so I'd like to say

  • (speaks in Hebrew).

  • - [Gary] Thank you, thank you.

  • - Also, I was just wondering, how long did it take you

  • to find the balance between your work and your life?

  • You say you work 18 hours a day, do you work while

  • you sleep as well and just--

  • - [Gary] I sleep really easy.

  • - Good, I'm glad.

  • - Because I'm exhausted.

  • I've never thought of them separate.

  • Hold on to the mic, hold on.

  • It's funny when you asked that, I've never thought

  • of them separate, I really haven't.

  • And that's cool because we work a lot.

  • It's funny because a lot of people are confused

  • by my message, it's when I bring up my buddy

  • in Califon, New Jersey, making 50K, on 17 softball,

  • I want that, I don't want the Jets or I'm gonna buy

  • the Sea Hawks, I want people to just figure themselves out.

  • I figured myself out, by the way, being a workaholic

  • is frowned upon.

  • By the way, somebody wrote an off-hand piece

  • in New York times that shit on me because I work too much.

  • There's always two sides, there's a lot of people who judge

  • my parenting style, they think just because they come

  • home at six o'clock and don't really pay attention to their

  • kids, but they're physically in the building,

  • that they're better dads than I am.

  • I respect their point of view, I understand how they can

  • go there, it makes them feel better about themselves,

  • I just understand, but you know, to me, I want you

  • to make work and life the same whether that's nine to five,

  • whether that's nine to three as a teacher

  • and having the whole summer off,

  • whether that's 18 hours a day, because it's just

  • too big of a percentage of our time on Earth.

  • It's literally what we spend the most time on.

  • It's crazy.

  • So, to me, the only people I know who make a $120,000

  • a year, who if they made 89,000 would be 50,000 times

  • happier and the only variable difference is instead of

  • driving a BMW, they'd have to drive a Toyota?

  • It's crazy how people get caught up in the wrong shit,

  • so to answer your question, I've no idea.

  • I've never thought of it differently.

  • I grew up in a family business,

  • so it's super-intertwined, right?

  • - That was kind of my question, have you always known

  • that you were going to be a CEO and an entrepreneur

  • and all these big businesses that you have?

  • - I knew that I was a fucking terrible student,

  • so education wasn't going to be my path.

  • I knew that I wanted to pay my parents back

  • for being the best parents ever and getting me out of

  • communist Russia, I felt a real passion for that,

  • so I did think, okay, I'm not gonna get a great job

  • because I don't have a good education, so I'm

  • gonna go into dad's store, I'm gonna build it up for him,

  • and then during that time, you know,

  • all of us are still learning about ourselves,

  • whether we're 45 or 14, you just keep learning, right?

  • Somewhere along the line, I'm like, wow,

  • I'm a really good salesman, and then I'm like,

  • wow, I'm a really good businessman, oh, I'm a really

  • good manager, oh I'm a really good boss,

  • I'm a really good marketer, you know, you just start

  • building and then when YouTube came out and I predicted

  • that would be big, after email, after Google Ad Words,

  • then I'm like, I've got a knack for what people are

  • gonna do before, then I infested in Facebook and Twitter

  • and Tumblr, and you just build it, and even now,

  • I never thought that I'd inspire people,

  • I thought I was a businessman.

  • Who thought that entrepreneurship would be like an

  • athlete or a rapper, it's crazy.

  • For me, I went to the Jets game yesterday,

  • 30-year-old dudes, I'm like what the fuck,

  • be up in this bitch, so you don't know, right?

  • But I do know one thing, doing something for a living

  • eight hours a day, when you sleep eight hours,

  • I mean, it's a third of your life.

  • It's so, maybe half of your life.

  • I'm just desperate for people to do shit they like,

  • and if they like something that pays them less,

  • you don't need fancy shit, you'll be much happier

  • at the end.

  • - [Audience Member] Thank you.

  • - Welcome.

  • - [Audience Member] What's up, Gary, I'm Mike,

  • and I'm here from Arizona.

  • - This is the best.

  • - [Audience Member] Nailed it.

  • - I'm like seriously thinking about starting a new

  • Jersey location, just so they could be represented

  • here next year.

  • - [Audience Member] I grew up at Bridgewood, so we got

  • someone there.

  • - [Gary] Let's go, man.

  • - So my question for you is, as manager,

  • is we spend a lot of time hiring people who are like

  • that millennial generation, I'm in it,

  • a lot of us are in it.

  • You talk a lot about self-awareness,

  • how do you recognize that in a 10 to 15 minute interview,

  • how do I know that the person I'm gonna hire is--

  • - [Gary] You don't.

  • - Dang it, Gary.

  • - I got really good hiring advice, learn to fire fast.

  • If you guys, especially for what you guys do

  • for a living, I get it, I used to pay people 9.50

  • an hour, 12.50 an hour, stock guys at liquor store,

  • I did, I did what you did for a long time in my life.

  • Everybody has their ego tied up in hiring.

  • You guys have your ego tied up in your hiring,

  • you think you're so good at hiring and then you hire

  • somebody and they're shit, but you may pretend

  • they're not because firing them admits

  • that you were wrong, so it's your own ego that's holding

  • you back, my ego is only balanced by my humility.

  • I hired somebody for hundreds of thousands of dollars

  • the other day, six months ago, I interviewed them

  • three times, three times, that's a lot of time for me,

  • I fired him one day into him working at Vayner Media.

  • One day, now I fired him four months later,

  • but in my day, he literally got fired the first day.

  • Like, fuck.

  • So, especially for this business, for all of you guys,

  • check your ego at the door, you're not that great

  • at fucking hiring, but good news, nobody is.

  • Get good at firing.

  • - [Audience Member] Thank you, Gary.

  • - That one's gonna work for you guys,

  • that one's gonna be a big one.

  • Watch margin explode.

  • - What's up, Gary?

  • - Because let me tell you why margins are gonna explore,

  • if you're not sitting and dwelling about what you're

  • gonna do with fucking suckie-ass Rick,

  • you guys are gonna worry about the customer

  • and maximizing margin.

  • Fire!

  • Go ahead.

  • - So, my name's Daniel, I'm from Corin, Idaho,

  • got my group over there.

  • I actually kind of hopped.

  • - [Gary] Yeah, I was about to ask you,

  • what the fuck are you doing there,

  • their line is right there.

  • - Shorter line, man, hopped over there, came here,

  • just one person.

  • - [Gary] I appreciate the hustle.

  • - Anyway, so I got a couple of questions.

  • - Actually you know what's crazy by that?

  • I'm actually weirdly intrigued by you now.

  • I'm being dead serious,

  • that's just a smart hack.

  • I like it.

  • - You know, word, I thought it would maybe

  • give them some more time, but just I came here,

  • so it worked.

  • - [Gary] Good shit.

  • - Anyway, couple of things I wanted to ask you,

  • first thing, how do you not burn yourself out

  • when you're pushing yourself so hard all the time?

  • I always hear people tell me, my whole life,

  • Dan, if you push yourself so hard in this area,

  • you'll burn out.

  • - [Gary] Do you feel it that way?

  • - No.

  • - Because you love it.

  • If you asked me to hang a picture on that wall,

  • I would burn myself up before I even got halfway

  • to that wall.

  • But if you told me to run like a 500 million dollar

  • business for the next 17 years, 18 hours a day,

  • I'd be like, you bet.

  • - Okay, so another thing I wanted to ask you,

  • if you are that point I guess, great leaders can inspire

  • people, bringing them kind of the same point, right,

  • the same goal, same mission, how can you inspire

  • other people to feel that same desire

  • to keep pushing it non-stop, not feel like

  • they need to take a break every other day,

  • you know what I mean?

  • - By listening to them, it's gonna be the same shit,

  • guys, it's not about us, you're like, you're a great

  • leader, inspire them, yeah, by never thinking

  • about my part, I'm a great leader and I inspire

  • because I listen, because I deliver when people

  • ask for things, including, hey I don't like this,

  • I'm like, look, you don't like this,

  • so there's somebody I'm about to let go, right?

  • She's on her seventh department,

  • she didn't want to do this, she didn't want to do that,

  • right, and I've been trying, trying, that's it,

  • I'm over it, tried, really, seven is fucking crazy.

  • And so, it's about them, bro.

  • By the way, to build a great organization,

  • you need Bs and Cs.

  • I love C-players.

  • Who's gonna do a C-player shit?

  • If we all had As, nobody would be doing anything.

  • Everybody would be strategizing and architecting,

  • and I love people on my vlog are like,

  • what do you do all day, you don't fucking work,

  • you have meetings all day.

  • I'm like, yeah.

  • Understand, 16-year-old Charlie from Calgary

  • that doesn't know what the fuck he's talking about,

  • you'll one day hopefully understand what it is,

  • because you're thinking all day, you're making decisions

  • all day, that's what an executive does.

  • I miss the times of stocking shelves, it was easy,

  • it was fucking fun.

  • And so, yeah, man, it's about them, and they're

  • not gonna be you, they're not as ambitious as you,

  • and that's awesome.

  • What you should do is figure that out,

  • and then try to make them the best version

  • of that player, not everybody can be the quarterback, man.

  • Long snappers matter too.

  • - [Audience Member] Hey, Gary, what's up?

  • - How are you, my man?

  • - Good, man, my name is Chris.

  • First of all, I've been sitting here, listening to you,

  • it's amazing, stumbled across your USC video a couple

  • of years ago, and I've just absorbed tons of your content.

  • - [Gary] Thanks, brother.

  • - And I also think it's cool that my wife and I were in

  • New York about a year ago and I sent a Tweet at you,

  • asking if you wanted to go to the Knicks game

  • and I thought it was so cool that you actually responded,

  • like you say you do.

  • - [Gary] Thanks man.

  • - And you sent a video, I thought that was rad.

  • - [Gary] Thank you man.

  • - Yeah, that was cool.

  • - [Gary] I appreciate it.

  • - Question that I have for you kind of in my head--

  • - And by the way, real quick, I apologize,

  • that to me is super-important, especially for a lot

  • of managers here, when a customer tweets anything

  • about your business, take the 13 seconds on the way

  • to going and taking a piss to make a video and be like

  • thank you or I'm sorry, it's so powerful.

  • I'm busy as fuck.

  • Dude's in New York, like, you want to come to the Knicks

  • game, that's not the shit that you're supposed

  • to be answering, but because I did, it builds a deeper

  • relationship with us, it's just real.

  • So, actually I got something fun,

  • while we're having this conversation, I want everybody

  • to open up Instagram, and go to Oprah Winfrey's account,

  • @Oprah, and I want you to scroll all the way down,

  • all the way down, to her first photo ever,

  • I want you to look at it while I'm giving this point.

  • I'm sitting with her and I'm putting Oprah on Instagram,

  • I'm in a room with Oprah-fucking-Winfrey,

  • and I'm like, Oprah, Instagram, it's gonna be important,

  • and she's like, t-d-d, I'm trying to explain to her

  • why it's so important to reply to people.

  • And I go to her, when you were doing your show

  • at the height of your popularity, when you guys

  • would stop and reset the cameras, right?

  • I'm like, do you ever look at anybody in the audience?

  • And she's like, yeah.

  • And I was like, did you ever smiler or wink at anybody?

  • She's like, yeah.

  • I'm like, do you know they will be telling that story

  • for the last 15 years?

  • It matters, man, depth versus width.

  • The way you get more customer count in your locations

  • is by over-indexing on the ones that are coming in

  • in the first place.

  • Go ahead.

  • - Something going along with that that I've told a lot

  • of my crew about is that Ricky Henderson effect

  • that you talk about, I think that's huge.

  • - That's what I call it.

  • Just real quick, when I was 10, I went to a

  • Yankees game, it was my first game, we were poor,

  • going to a game was crazy, I think I wore a suit.

  • And Ricky Henderson was coming off the field

  • and I stood up and he winked.

  • Now, what's crazy about the story is,

  • it's like, 80 people just thought I winked at them.

  • Right, so I don't know if he really winked at me,

  • but the amount of Ricky Henderson baseball cards,

  • jerseys, here I am, right, 30 years later, talking about

  • Ricky Henderson, depth, man, depth versus width.

  • And by the way, that's how you've got to manage Sally

  • who works for you for four months at the front

  • of the store because you really gave a fuck in 13 years

  • when she's a top executive, does a business development deal

  • with you because you did the right thing,

  • because kindness is practical and karma is ROI positive.

  • Honestly, honestly, this was not a big enough reaction

  • to that statement, you've got to really get it to your head,

  • those claps are dick for what I just said.

  • It's a big deal, it's a big deal.

  • - Yeah, so my actual question, I've seen you scale from

  • 400 people a couple of years ago to 800 now,

  • and we've grown a lot, my wife and I have about 250 people

  • on our crew and it's been really hard on me,

  • we've grown quickly in the last year,

  • we've went from about a hundred to 250 in a year.

  • - [Gary] More locations?

  • - Yeah.

  • So, how do you connect with your people?

  • - [Gary] Technology.

  • Do you have everybody on your text?

  • - Yeah.

  • - Lay in bed and text them.

  • Here's a big one, here's a big one.

  • Don't judge yourselves, there's 230 Vayner Media employees

  • watching this video right now, being like,

  • fuck that guy, I haven't heard from him in seven months.

  • I don't judge myself, I know I'm trying with all

  • my fucking might, but if something slips through the

  • cracks or if I go through a bad rally,

  • or to maybe my number one, two, three, my guy

  • who's like, fuck you don't talk to me,

  • I don't judge myself.

  • I try real hard, but I don't cripple myself by shortcomings

  • because I know that I'm trying harder and better than most

  • and life is about alternatives.

  • When I'm most down on fuck, I say to myself

  • would they be better off somewhere else, the answer is no.

  • - [Audience Member] That's good, thank you.

  • - You got it.

  • How are you?

  • - I'm doing phenomenal, man.

  • - [Gary] I love it.

  • - I couldn't ask for any more.

  • - [Gary] You're the best.

  • - And I don't even work for Dutch Brothers.

  • - [Gary] You snuck in?

  • - Yeah, I just rolled in, but I love all these people.

  • - [Gary] Yeah, they're great.

  • - And this atmosphere.

  • - [Gary] So did you literally break the fuck in?

  • - No, I got a free ticket.

  • - Oh, respect, respect, I would've thought

  • it would've been way cooler if you just snuck the fuck in.

  • - I heard you were speaking here,

  • so I came down from Southern Washington.

  • - [Gary] I'm flattered, how are you?

  • - I'm doing phenomenal, I'm a dishwasher at

  • Trapers' Sushi currently and have been for a few years,

  • but I'm trying to break out of that and move up

  • in the restaurant.

  • And hopefully one day become a sushi chef and hopefully

  • not cut off any fingers.

  • - Though, if you did, that could bring a lot of awareness

  • to you and maybe create a viral moment that could be

  • ROI positive.

  • - [Audience Member] True, true.

  • - Just keep that in the back of your mind.

  • - But between my multiple sclerosis

  • and my traumatic brain injury

  • I had from when I was a kid, I have symptoms,

  • defects, whatever, that would hold me back,

  • but I'm still moving forward, I'm a marathon runner,

  • I run races all the time.

  • (audience cheering)

  • It's because my legs are hurting from this half-marathon

  • I ran yesterday and the day before I ran

  • the (mumbles) in Washington,

  • but anyway, I've written one book and I'm becoming

  • what I am, a motivational author, and wanna-be speaker.

  • - [Gary] Love it.

  • - Thank you, and yeah, I'm just wanting to move forward

  • with that, and I'm working on my second book right now,

  • and I've started, and watching you in the past

  • few months or a year, I've been totally fired up.

  • - [Gary] Thank you.

  • - And I love you, man.

  • - [Gary] I love you back.

  • - Thank you.

  • - [Gary] Are you trying to figure out how to make

  • that more successful?

  • - Yeah.

  • - [Gary] Are you putting out content on a daily basis?

  • - Yes, I am.

  • - [Gary] How?

  • - On my Facebook.

  • - [Gary] What about YouTube?

  • - I'm working on, I've started on YouTube, I just haven't

  • done very much all.

  • - What about Instagram?

  • - [Audience Member] I've downloaded Instagram and begun

  • putting content on there, just haven't gone

  • full force into it.

  • - What's your name, Shane?

  • - [Audience Member] Shane.

  • - Shane, let's go a different route.

  • Shane, I want you to do me a favor, I want you

  • to send me an email to gary@vaynermedia.com, okay?

  • - [Audience Member] Okay.

  • - You got that?

  • You know Vayner Media right?

  • - [Audience Member] Yeah.

  • Vayner Media.

  • - Just say, Shane, I'm the guy who spoke at the event,

  • and the marathons, you made the joke about cutting the thing

  • and all that, put it all in the title, okay?

  • - [Audience Member] Okay.

  • - Instead of me giving you one tid-bit, Shane,

  • I'm gonna fly you to New York city,

  • to Vayner Media, and you're gonna spend

  • a day with me and my team and we'll show you what to do.

  • Love you back!

  • Let's keep going.

  • How are you gonna top that, bro?

  • Worst spot, ever.

  • - How are you, Gary?

  • - [Gary] How are you?

  • - I'm good.

  • Name's Dan, and I respect that you're a straight

  • shooter, you don't sugar-coat anything.

  • And I'm just curious what you have for us,

  • as a company, as your biggest criticism or some advice

  • for us as a company.

  • - That's a great question.

  • You know what's cool about that?

  • That's a super-great question, and fuck,

  • I'm really sad with what I'm about to say,

  • which is, so at marketing conferences a lot of people say,

  • hey, this happens every conference,

  • hey, Gary, name one brand that's doing social media

  • really well that's not a Vayner Media client,

  • and I always look like a douche because I don't know.

  • And the answer, this is such a great question,

  • and it's a great follow up to that moment, I can't

  • answer because I've not spent one minute auditing

  • the marketing or the organization.

  • I understand the founder's intent very clearly,

  • we've had some people out from the organization,

  • at four D's, for one day section, so I got a little vibe,

  • I spent some time, I clearly got a sense of the energy.

  • I've made a living by treating my company like a family,

  • which means that you get all the things that come along

  • with a family, I've made less money, I've got weirdness

  • of people that have been with me for a long time

  • that are probably in bigger spots than they deserve to.

  • When I start auditing this company from afar,

  • the critiques that I would have, I can't critique because

  • I'd be a hypocrite because I do so many of them myself.

  • But as far as from the marketing standpoint,

  • what you guys are doing on Facebook, bigger marketing,

  • digital, things I could really help with,

  • internally, operational, I love all the strengths

  • and all the weaknesses, I understand they just happen over

  • and you fixed those over time, that's a commodity.

  • I don't have a sense of the marketing,

  • so in a world of shooting it straight, the answer is

  • I don't know.

  • And that sucks, but that's true.

  • - [Audience Member] I respect that, Gary,

  • I respect that a lot.

  • - Cool man, thank you.

  • - Hey, Gary.

  • - [Gary] Hey man.

  • - I'm Logan.

  • - [Gary] Hey, Logan.

  • - Number two, I guess.

  • - [Gary] Number two as in you're the second Logan

  • that spoke today?

  • - Actually, maybe the third Logan, there's like

  • a couple of us.

  • - [Gary] Who's Logan in here?

  • All right, Jesus, let's go.

  • - So, my first question of two, I assume

  • maybe you've taken a look at

  • some of our company's social?

  • - [Gary] Nope.

  • - So that's question is easy.

  • The second question--

  • - But I can tell you one thing, because it doesn't

  • matter, you're not doing enough Instagram,

  • influencer marketing, you should be the fucking farm on it

  • given the nature of the business, you can,

  • and you guys are West Coast.

  • You have to understand, there's an alpha mom

  • in Tampa, Arizona that you could give $50 to

  • or five free this or 10 free that,

  • or one month free this, who's the alpha mom

  • of your entire five mile radius,

  • by her just giving you love, three times on her

  • Instagram, it's gonna disproportionately change

  • your business at a local micro level.

  • Multiply that by 74,000 humans and you change your

  • fucking business.

  • How the fuck do you think I got here?

  • Humans are amplifying my shit.

  • I do it two ways, I hack attention and understand

  • where people pay attention, and I do nice human things,

  • and I'm a good dude, and it makes people want to talk

  • about me, and I'm smart as fuck, charismatic as shit.

  • Go ahead.

  • - [Audience Member] So, I still have two questions.

  • - Go ahead.

  • Respect, Logan, the third.

  • - First question is we have a social media account

  • times three, probably for each thing, for almost

  • every location that we have.

  • - [Gary] So, every location has three different handles?

  • - No, every location has a Facebook, Instagram,

  • Twitter and probably SnapChat.

  • - [Gary] Okay.

  • - I was curious about your thoughts.

  • - I like it.

  • If you're doing anything with it.

  • Like, having one, for this location and it's somebody's

  • fifth job who's also on shift and does it once

  • in a while, that's bad.

  • But if it's actually being run, it's good.

  • It's like, what's the ROI of having an Instagram

  • handle for every account?

  • It's the same question of the ROI of a basketball,

  • for me, zero, for LeBron, a billion.

  • If a location uses those four things properly,

  • they're gonna get ROI.

  • I don't think it confuses the market,

  • I'm not one of these people that thinks just the main

  • handle should do all the work.

  • They should work hand-in-hand because you could do

  • different things because the local context

  • of a single location can reference the high school

  • football games victory, and that's how I see it.

  • You can't give it to Sally on her fourth job,

  • to do in-between, you've got to invest.

  • - [Audience Member] Thank you.

  • - You're welcome.

  • - Second question, you just got done with Tony Robins

  • and Wim Hof, is that right?

  • - [Gary] Yes.

  • - I was curious as to what your biggest takeaway

  • from that whole experience was, working with those two guys?

  • - We didn't see each other because everybody is flying

  • in and flying out.

  • So, my biggest takeaway was we're busy as fuck

  • and we didn't see each other.

  • Hey man.

  • - So, how would you define success and I can expand

  • on that if you need.

  • - Sure, my first answer to that is doing what you want

  • every single day of your life.

  • Right?

  • And again, this has been the theme today,

  • if that is to be a part of 17 softball teams,

  • mazel tov!

  • If that is trying to buy the Jets, great.

  • To me, I lived 11 years or so of my life waking up

  • every morning up sick because I didn't want to go to school.

  • I didn't want to do that.

  • I remember what it feels like.

  • This time of year, fall, I love the Jets so much,

  • right, that I was pumped, but Sunday nights were the worst,

  • knowing that the next day was the start of this

  • terrible fucking week that I fucking hated.

  • Now, to wake up, I'm fucking on vacation always.

  • I can wake up every day, fucking fired up, right?

  • So, being able to do what you want, when you want,

  • and it doesn't take a lot of money to do that,

  • people are very confused how much money it takes

  • to do what you want, how you want, it's that you don't

  • know how to spend your money in the right places,

  • so that you're like, fuck, I need 300,000,

  • you don't need 300,000, you need to figure yourself out

  • and put yourself in a position to succeed.

  • But that's the answer, do what you want every day.

  • - Awesome.

  • One other thing, as far as relationships go,

  • you kind of focus on your own opinion first,

  • how does that keep you connected with people?

  • - Easy, my selflessness comes from my selfishness.

  • Right, if you talk to the people around me, I'm the best

  • because I'm in the giving game at all times,

  • I've got a couple of things that I have to do for myself,

  • but once you're good, your connections are better.

  • People are confused, you have to go selfish

  • to get yourself right because once you're right,

  • all you're doing is giving and everybody is fucking pumped.

  • And then all you have to do is to make sure that the thing

  • that you're selfish about isn't something that breaks

  • one of those seven people, right?

  • You just got to make sure those things you're selfish

  • about are the things that your partner can deal with,

  • whether that's being a workaholic,

  • whether that's being home, whether that's being

  • into golf, and you've got to golf every Saturday,

  • it can be a million little weird things.

  • You just got to make sure that's okay with the other

  • person, that's where people have disconnects.

  • Right, if we were all ripped down to, you can only do

  • these three things, we could all get there,

  • and I would recommend everybody to have a few lines

  • in the sand and then give and that really creates

  • the balance, you got it.

  • (applauding)

  • Hi.

  • - Hi, I'm Kaytlin from (mumbles).

  • So, I have a couple of bullet points, I didn't want to

  • forget anything, so bear with me.

  • - [Gary] I'm ready.

  • - I 100% know what I want and will accomplish with my life,

  • I want to impact the world, people specifically,

  • massively and I'm not talking about ripples or waves,

  • it's like tsunamis, I want it to be big.

  • And I have my why, I know why, I'm still figuring out

  • the how, that's something I've been on for a little bit.

  • - [Gary] What's the why?

  • - I love people.

  • I love people so much.

  • - I hate dogs because I love people so much.

  • Dude, me and you, I love people so much,

  • I think the whole animal thing, I'm weirded out

  • by this whole issue.

  • I hate dogs.

  • Super-unpopular, people are freaking out right now,

  • seven people were just like, I fucking loved

  • this guy until that moment.

  • Fuck that dude, people love fucking animals,

  • I don't know, I just love people so much,

  • that it makes me weird against animals for some reason.

  • Not that I want to kick a dog, but fuck,

  • I just wish people would like people a little bit more

  • instead of their fluffy schnauzer.

  • - [Audience Member] Anyways.

  • - Yeah, sorry.

  • - So, also, what really fascinates me because I love

  • people so much and you do too, I have no idea how you

  • could say, fuck it, I don't care, that's something that

  • super-duper fascinates me.

  • - And honestly, maybe that's the thing, right?

  • Because I think what allows me to deal

  • with every single day, people are like,

  • you're a charlatan, you're full of shit, you're

  • snake oil salesman, you suck, your daddy gave

  • you a liquor store, they don't know my story.

  • So, I think the reason I can deal with it,

  • the reason I can love so much is I don't care so much

  • 'cause I know who I am.

  • When people try to troll me and be like,

  • easy for you to say, daddy gave you a liquor store,

  • they don't know the truth which is that I gave up 13

  • of my best years of my life to build my dad's store for him

  • and I left at 36 years old with no fucking collateral

  • value and no money in the bank, starting over.

  • But what am I gonna do?

  • Spend all my time replying to everybody?

  • What am I gonna do?

  • Go on fucking TV and say, that's my story?

  • - What about, you said, even your sister, your girlfriend

  • saying--

  • - [Gary] I'm married now, let's not talk about girlfriends.

  • - But how do you say I don't care about that too.

  • Sorry, it was only--

  • - I'm kidding.

  • I don't care because I know where they're coming from.

  • Everybody is coming from a perspective,

  • I deploy empathy and I know why my sister thinks that,

  • I know why my wife thinks that,

  • I know why my mom thinks that.

  • - [Audience Member] You don't worry if they're disappointed?

  • Or not happy with your decision?

  • - I only care if I'm doing something wrong.

  • Wrong is different than doing something that somebody

  • else doesn't want you to do.

  • That's very different.

  • I worry if I hurt somebody or try to do something malicious.

  • I'm only trying to do good, so it makes me

  • very appeased with myself and sometimes that means I have

  • to be selfish for a moment, but I know what my macro

  • effect is, and if you want to build a fucking tsunami,

  • you better fucking figure out how to get real selfish

  • real fast, because if you look at Gandhi or M. L. K.

  • or anybody else, they're the most selfish fuckers going.

  • I'm serious.

  • Go break that down.

  • This dude is dying laughing, brother,

  • I'm telling you, if you go look at them,

  • you start realizing that they were selfish about having

  • a legacy and figured out the code if they're giving

  • at all times and everybody knows about it,

  • that's going to build a legacy.

  • I know why I'm standing here today,

  • and I'm getting paid unbelievably, but it's not ROI

  • positive to me, I could make more money other ways,

  • it's why I'm going overtime, because I know I have a little

  • more time than normal, and I want to keep going,

  • and I know in the last 20 minutes, there's one answer,

  • two answers, it's gonna matter, it's gonna build legacy.

  • You better get real fucking selfish 'cause you're

  • not gonna have a ripple, you're gonna have nothing

  • because you won't be strong enough to deal with it.

  • Everybody likes the come up, everybody wants to be big,

  • you don't know what happens when that happens.

  • You got to be strong.

  • You don't know what happens when you get the fucking

  • other side of it.

  • - [Audience Member] Thank you.

  • - You're welcome.

  • - [Audience Member] It was really helpful.

  • - You're welcome.

  • - That wasn't my question, though.

  • This will be fast, I promise guy, I promise so much.

  • So, I know how I said, I'm still figuring out the how,

  • I don't want to be stuck figuring out the how and not

  • thinking about the next step, and in order to accomplish

  • something that huge of life purpose, I have to have

  • some key components, what are those?

  • - The first thing you need to have is what do you have

  • to give?

  • - [Audience Member] So, once I figure out the how, then--

  • - You can't figure out the how, for me,

  • once I figured out that I understood how to build

  • businesses and that entrepreneurship was a gateway

  • to the outcome for so many people because it was

  • independence, I spent 15 years of my life building

  • a business, to have then credibility to talk

  • about building a business, right?

  • Which gave people more confidence to look and listen

  • to me, because if you're a 20-year-old life coach

  • on Instagram, you're gonna be faced with cynicism

  • because you're 20 years old.

  • So, I think the thing that you have to figure out

  • is what do you have to give.

  • I've confidence to give.

  • Got it?

  • I'm up here, on full fucking attack to inject you

  • with confidence and eliminate insecurity which

  • leads to having very difficult questions about how

  • you judge other people's opinions in your inner circle,

  • that's how I got there.

  • I was like, wait a minute, all of you aren't doing your

  • thing because your mom parented you in a weird way,

  • 'cause she was miserable and misery loves company,

  • so she tried to make you feel insecure 'cause she was

  • insecure and that's why you're not confident,

  • and that's why you're not doing shit and that leads

  • to you got to go confront your mom and that's like fuck!

  • That's what I have to give, that confidence

  • and self-esteem was my drug that allowed me to open up

  • my opportunities which led to awareness because

  • I was never scared to taste shit and I figured out

  • what I was good at because I never cared what you thought

  • about my shortcomings because they were my shortcomings.

  • You have to figure out what you have to give.

  • - [Audience Member] Thank you.

  • - You're welcome.

  • - [Audience Member] What's up, dude?

  • - What up, bro?

  • - I love the passion that you bring, it's super-inspiring,

  • I wish some day I could have the same amount.

  • - [Gary] Thanks.

  • - But I listened to a lot of your stuff,

  • and I want almost the help of reconciling of a lot

  • of things you say, sometimes I feel like they contradict

  • other things.

  • - [Gary] They always contradict.

  • - Perfect.

  • So, earlier you were saying--

  • - The whole conversation we've been talking about today

  • is listen to nobody, listen to everybody.

  • - [Audience Member] Yes.

  • - Have you been following along at home?

  • Go reconcile that shit.

  • Go ahead.

  • Can I tell you, you know where I figured something out,

  • I'm gonna try to go there.

  • I figured out, you know, I'm reading every one of these

  • comments, right?

  • So I'm like, fuck, it is a contradiction,

  • I'm a contradiction, the fuck is this?

  • And I realized, oh, because it's macro-micro.

  • On a micro, I listen to everybody,

  • on a macro I don't listen to anybody.

  • So, it sounds like a contradiction because

  • we think they're on the same plane, but they're not.

  • Right, I hate selling, yet I'm a big-time sales person,

  • it's 'cause I play build-a-brand, so it comes to me,

  • not send them emails and be like, hey you should book me,

  • it comes to me, macro branding,

  • so I don't have to micro-sell.

  • But go ahead.

  • - Earlier you were saying, the hustle--

  • - [Gary] Yes, work ethic is fucking insane.

  • - Self-awareness, I would say, situational awareness,

  • what everyone--

  • - [Gary] A 100%.

  • - And then, you also say that we want to get technology

  • in kids' hands, I think that limits work ethic

  • and they're not mature to have situational awareness,

  • that they ruin their reputation and opportunity

  • for future, how to reconcile that?

  • - I think that's a romantic, old, traditional man's

  • point of view that you've absorbed and I don't know

  • why, but I couldn't disagree with you more.

  • I think what you just said is what people

  • have been saying for throughout history

  • about every advancement in technology and they're always

  • historically incorrect.

  • But I could be wrong, maybe you're right,

  • but I think that we are very much shortsighted

  • on thinking about technology because what we're

  • not recognizing is the playing field of situational,

  • experiential, changes what technologies impact.

  • I mean, for example, we debate things based on

  • anti-technology, yet we put other things on a pedestal

  • that do the same, aka, we look down at texting

  • and writing to each other, but if somebody writes us

  • a letter, we've now put that on a pedestal,

  • even though it's the same exact thing,

  • it's just a thing that's delivering is different.

  • So, I don't know, I think there's a lot of places

  • where I contradict, but on that one,

  • I think that, you know, we were told,

  • there's people in this audience, mothers that were told

  • that Elvis was the devil because he shook his hips

  • or the Beatles have long hair, or Madonna this,

  • you know that's just defense, man.

  • By the way, if you hold on to that, I'm talking some

  • because I want you to get in here, I don't want it

  • to be just, 'cause I'm up here, we also don't know.

  • And there's another thing, we've been betting

  • against humans as humans for a long time, we're still

  • standing, like I don't bet against humans, we adjust.

  • Right, technology changes us.

  • Do you know what the biggest fear in the world,

  • in society was, in the late 1800s?

  • The kaleidoscope.

  • Everything you just said, you want to have a real

  • fucking funny thing, take your phone out right now

  • and read about the dangers of the kaleidoscope.

  • We are scared, we are scared, and if I got my timing right,

  • I think it might be the early 1900s, we are scared

  • that kids are looking at technology too much and not

  • looking at the real world, because the kaleidoscope

  • comes out and we're freaking out and we're looking at it,

  • and it's so crazy, that people are walking around London

  • and Paris, full time because it was so pooh!

  • That's how I see phones now, phones are making kids

  • more social, not less social, it's giving plenty of people

  • courage that they didn't have in real life and just because

  • it's not the way we grew up, I don't see any romance of,

  • you have to go up to the bar and ask a girl out,

  • that doesn't make you any more of a man,

  • you can slide in through the DM.

  • - [Audience Member] That's awesome.

  • - I think we've put things in the past on a pedestal

  • because it's what we came up with, you know what I mean?

  • That's what I think, you're welcome.

  • Yo.

  • - [Audience Member] What up, dude?

  • - What up, bro?

  • - My name is Paul, representing DB Sacramento,

  • I'm one of the managers over there.

  • - [Gary] Very nice.

  • - Aside from managing, I have a little side hustle,

  • it's called Brosthetics Apparel.

  • - [Gary] Brosthetics.

  • - I started about two years ago and Dutch Bros

  • have been super awesome because they have been

  • super-supportive and they have been really supporting

  • my passion, anyways, you always talk a lot about

  • creating opportunity, and making sure to be fearless,

  • it's always going to be a no unless you try it.

  • - [Gary] A 100%.

  • - What I did, I actually made four T-shirts for you,

  • I made a Brosthetics collab for the Gary V.

  • I did all the designing myself, printing

  • and I did it for my T-shirts and I was wondering if I could

  • present this to you right now?

  • - Yes.

  • (audience applauding)

  • Who's next?

  • - You are so awesome, by the way.

  • - Thank you.

  • - So, I know how much you like the Jets,

  • so I had to do a little color scheme,

  • also I wanted to make sure it's pretty presentable,

  • so I made a thermal, because it's really cold over there.

  • - You mean in New York?

  • - Exactly.

  • - It's colder here.

  • - You wear V-necks.

  • - Yes, I wear this.

  • - Three-quarter sleeve.

  • - That's all right.

  • - And then plain through, all of this is a really cool

  • like a swayed mixture, so to be honest,

  • if you like it.

  • - I'll wear it, I'll wear one.

  • - I appreciate it, thank you so much.

  • - D. Rock, come.

  • Thanks brother, appreciate it.

  • - Hey, Gary, my name is Carlos.

  • - [Gary] Carlos, your hair is fucking awesome.

  • You said that, right, 'cause you're smart.

  • Go ahead, Carlos.

  • - I'm 18, I don't work here, I completely snuck in here.

  • - [Gary] Let's clap it up for the hustle.

  • - I've been watching your stuff for a long time,

  • you've motivated me a lot, I've hustled a lot,

  • I've gone out, done social media for different businesses,

  • done all that, I'm here really just to ask you

  • if I could come to Vayner Media with that other guy

  • on a plane, if you could give me a ticket,

  • if there's any way I could talk to you or present

  • an idea, a music idea, we have patents for and stuff

  • that you might be interested in, kind of revolved around

  • making streaming music profitable.

  • - Okay, so let's do this.

  • I love to shoot it straight, why don't you do this,

  • why don't you email me first the framework,

  • and then let me decide, right?

  • So, gary@vaynermedia, Carlos dude with great hair

  • that snuck in, and then just give me all the stuff

  • and I will reply to you within this week.

  • We'll start a relationship that way.

  • - [Audience Member] Thank you so much.

  • - You're welcome.

  • - [Audience Member] How's it going?

  • - Really good, man.

  • - Good, so I'm Patty from Covalis.

  • And as I came to speak for many of us,

  • we are college students and our friends down at

  • UGNR as well.

  • - Hold on, hold on, you guys, your bro gave me his shirt

  • and now you're fucking leaving?

  • Flight?

  • Let's boo these guys.

  • Awesome.

  • Thanks guys, have a good flight, be safe,

  • all right, go.

  • - Okay, so for a lot of us college students.

  • - Let's boo them one more time.

  • All right, go ahead, go ahead.

  • College.

  • - College students, yeah, we've got a long going on.

  • - [Gary] I mean, I don't know if we got a lot

  • going on, bro, but go ahead.

  • Those are the best fucking four years of your life,

  • you have nothing going on.

  • I mean, you do, but it's still fucking a vacation.

  • - Yeah, okay, I'll give it to you.

  • If we're not pursuing franchising, this job is--

  • - [Gary] A stepping stone.

  • - To the next place.

  • - Which by the way, the more I'm getting educated,

  • I'm gonna do a little more homework before I get

  • caught up in the whole nature of it because I've got

  • my own version of that.

  • If this is what I think it is, this is where people

  • should go for a stepping stone.

  • When you have an organization that is supportive

  • of side hustle, like, cool man, yes and you're lucky

  • that you stumbled into it because a supportive stepping

  • stone is rare.

  • - Yeah (mumbles).

  • - By the way, it's just smart for companies

  • because he knows, sorry bro, we'll get to it,

  • but there's millions more behind you.

  • The reason they're supportive is because it becomes

  • a deal flow, the reason I take care of all of my employees

  • is because it makes 10 more want to come in the door

  • once they know the truth.

  • Being supportive as an employer is fucking practical,

  • it's actually smart.

  • It's unbelievable, it's basically the thematic of everything

  • I've been talking about.

  • Positivity and offense always wins.

  • Historically, always.

  • Go ahead.

  • Just go ahead, go, go.

  • - So, also earlier we did an exercise with the other speaker

  • about talking to someone else about their weakness

  • and what they're not good at and it came up again

  • and this is where I'm gonna pose my question,

  • there's this inherited fear of failing in your career,

  • your major, your degree, your business, moving up

  • in Dutch Bros management, whatever it may be for yourself,

  • what's your one liner for just taking the leap

  • and going for it?

  • - You know, I hate repeating myself, but I get it,

  • and I'll do it until the day I day.

  • Who are you afraid of, like what?

  • What if you get fired from Dutch Bros tomorrow?

  • Which I can see is pretty much gonna happen.

  • When that happens, what are you scared of?

  • Your dad is gonna be like, I told you you're a loser,

  • or your girl is like, I can never trust you,

  • I can never marry you, like what?

  • It is a woo, tell me the thing, like what?

  • This is why I'm petrified of fucking eight place trophies.

  • If you grew up where everybody gets an eight place

  • trophy, you're actually scared of losing

  • and then you're fucked because losing is real.

  • I swear on my fucking kids' health, I'm obsessed with losing

  • and I fucking love losing.

  • I love losing because I know exactly what you're

  • thinking about my loss and I can't wait to stick it

  • in your fucking face when I come back.

  • I remember once my grandma said I was lazy because

  • after seven hours of fucking dragging wood in my parents'

  • backyard, I was like, I need a break, because she's old

  • school Russian gangster and I remember laying there

  • and her drilling me and me thinking to myself,

  • I'm gonna fucking stick it to you grandma, like nobody

  • has ever, I like losing.

  • When the Yankees and Rangers won their championships,

  • I stopped rooting for them.

  • People laugh at me, like you're a Jets fan,

  • I love being a Jets fan, I hate being a Sea Hawks fan

  • because you won, it's over, the climb is over.

  • That's it.

  • What are you fucking fearful of, your sister making fun

  • of you because she's got a better job?

  • Fuck her.

  • That's my answer.

  • Cool, don't forget my friends, you could be winning

  • 28-nothing at half time and lose.

  • So, your older sibling that's got a great fucking job,

  • could be a crackhead next year.

  • Could, could, because he's had a whole facade the whole

  • time of trying to suck your parents' dick, right?

  • And he's actually insecure inside and something went wrong

  • at the office and he starts doing coke on the side,

  • guys, don't you understand how this is being played?

  • This is real, I'm being serious.

  • Who gives a shit if you're losing when you're in college,

  • you've got 80 fucking years to stick it to them, bro.

  • - [Audience Member] Thank you.

  • - I actually have a whole different new concept,

  • I recommend fucking up on purpose, I'm being serious,

  • it's so much better to eliminate expectations from the get.

  • Then you're playing with house money, if you're scared

  • of other people's opinion, you fuck up on purpose,

  • then everybody thinks you suck shit,

  • then it's all upside.

  • I'm telling you, I'm not joking, by the way,

  • actually, you know what's fucking weird?

  • This is what's fun about talking, maybe that's what

  • happened to me, maybe what happened to me was

  • because I got Ds and Fs and every teacher and every

  • friend's parent thought I was going to be a loser,

  • because, how many people are 40 years or older?

  • Raise your hands, good, so for the few of us here,

  • education was the only thing, there was no entrepreneurship

  • in the 80s, that wasn't a conversation, I didn't even

  • know what the fucking word meant.

  • The first time I heard it, it meant that you were

  • kind of like a loser, that didn't do anything,

  • maybe that's what happened to me.

  • Maybe the advice I'm giving you man, is based on what

  • happened to me, which was because I sucked so bad at school

  • and that's the only way that we were graded back then

  • that all expectations were goose egg for me

  • and all of it was upside, so I was liberated

  • to play in the fucking machine and just went on straight

  • fucking offense and fucking won.

  • So, go fuck up.

  • Are we done?

  • Have we defeated the crowd?

  • Oh, no.

  • Hey.

  • - Hey, Gary.

  • Oh, sorry, I'm a coach, so I never have a voice.

  • I'm from Bent, Oregon, this is my crew.

  • And I'm a mew assistant manager in our franchise

  • and someone once on a podcast told me

  • the best thing you can do is find a person

  • who encourages you and inspires you

  • and just latch onto them.

  • And I definitely have a (mumbles), but I'm wondering

  • who was yours, you're so confident, so sure of yourself,

  • but when you were just starting, who was it?

  • - [Gary] My mom.

  • - Your mom?

  • - [Gary] My mom.

  • - What did she do for you?

  • Everything?

  • - When I was nine years old, and opened a door

  • for an elderly woman at a McDonalds,

  • she reacted as if I won the Nobel Peace Prize.

  • - [Audience Member] Good mom.

  • - What my mom did was super-smart, she overreacted

  • on everything that I was doing, that was a good human

  • trait and she held me accountable for things that

  • didn't matter, like grades, I got punished four times

  • a year, every year, from the time I was in third grade,

  • until my senior year of high school.

  • Literally, I would get my report card, I would take it

  • out of the mail and flush it down the toilet,

  • this is true, which would buy me a week,

  • then my sister finally broke down and would tell on me,

  • I'd be punished for two weeks, no TV, no Nintendo,

  • and we'd reset.

  • My mom built huge self-esteem in me and I feel like

  • the biggest reason I am who I am today, to everybody

  • is because I feel so guilty and so grateful for what she

  • did for me, that I want to do it for everybody else.

  • Which is, guess what?

  • You suck at a ton of shit, good, so does everybody else,

  • you're also probably pretty fucking rad at something,

  • try as many things as possible, until you figure out

  • what you're rad at and you like and go fucking do that

  • for the rest of your life and stop giving a fuck

  • about everybody else.

  • - [Audience Member] That's awesome.

  • - Thanks, cheers.

  • Hey.

  • - Hi, I'm Val.

  • - [Gary] Hey, Val.

  • - I'm here with Dutch Bros, I didn't sneak in, but--

  • - [Gary] But you're keeping it pretty shady.

  • - What?

  • - [Gary] I don't know, aren't you supposed to say,

  • I'm from Eugene, Oregon or something?

  • - Let's go!

  • I'm actually--

  • - [Gary] Corporate?

  • - What, no.

  • I'm here with Dutch Bros Rockland,

  • formerly from DVAZ.

  • We're all family here.

  • - [Gary] Respect, go ahead.

  • - My question is for you, with how busy you are,

  • I'm sure you have set some boundaries so that you spend

  • quality time with your family, how do you disconnect?

  • - Easily.

  • Like, I'm aware that I spend so much time doing me,

  • that it's hard, actually, I say easily, that first day

  • is defragging, you're still on that drug

  • of adrenaline and working, but it's so important to me

  • to win at extremities that I do my best.

  • I would say 80% of the weekends or 80% of vacations

  • I'm good, I'm fucking there, I'm in it, but 20% of time,

  • something just happened or I'm hot on this wine club

  • that I'm building for my dad, I'm just into it,

  • I miss wine, and so this August, when I was with my family,

  • I probably did a little too much wine club on the phone

  • when I should have disconnected, but it's similar

  • to what I said, I don't judge myself.

  • I'm not gonna be perfect, I'm trying really hard,

  • for all of us, some things are better than others,

  • but in reality, I think I owe it to the whole system.

  • Not just my kids and my wife, I owe to the whole fucking

  • thing, to really work hard at checking out and being

  • there, and I enjoy it.

  • I'm always into the jersey I'm wearing, do I love my work,

  • does it come more natural?

  • It does, it is more natural for me to work every day

  • for the rest of my life, it's my zone, it just is,

  • it is what it is, it's the truth.

  • But especially my kids are now eight and five,

  • so now they're like actually real.

  • When they were that little, I'm like, fuck that,

  • but when they become real and they can say shit

  • and now my daughter is like me,

  • and I'm like, fuck, she's like me, a girl version,

  • fuck that's gonna be crazy.

  • So, so, I enjoy it and it's getting even better.

  • For me, and everybody is different, as they're getting

  • older, it's even more fun and then carving out more

  • time with my wife.

  • I'm back to Jewish holidays, I text my wife

  • on the air, I'm so pumped for Yom Kippur because

  • we can't do shit, we're just gonna hug and lay together.

  • And I'm trying the best I can, too many people are letting

  • other people judge their parenting and relationships.

  • This all comes down to the same shit, right?

  • People are allowing other people to tell them how to

  • parent, which is fucking ludicrous because whatever

  • is politically correct now isn't going to be.

  • I promise you, the way of, oh shit, they did it right

  • in the 60s, divide and conquer is gonna be super hot

  • in 2020.

  • So, I'm not relying on everybody else telling me how

  • to do it, I'm gonna do it the way that feels right

  • for me, my spouse and my kids and every day.

  • If I walk into the house tomorrow and my little guy goes,

  • you travel too much, I hate it, I will adjust,

  • if I feel like I have to.

  • If it hurts, then I'll adjust.

  • Actions, back to the dude about the weakness and story,

  • words are bullshit.

  • Actions, I took most of August off, that's an action.

  • I just did, I took fucking 28 days in a row,

  • that's more days than what I took in my entire

  • 20s combined off, not natural for me, but it's actions

  • and so just hacking, hacking every day.

  • - [Audience Member] Awesome, thank you.

  • - Welcome.

  • Vera, can I say some shit?

  • He's adjusting, I saw you on the phone with Taylor,

  • is he freaking?

  • Good.

  • All right, hey, who's up, oh sorry, bro.

  • - [Audience Member] What's up, Gary, I'm Matt.

  • - Matt.

  • - I'm over here with DVTC from Caldwell, Idaho.

  • So, I'm kind of, first off, your energy, incredible.

  • - [Gary] Thanks, bro.

  • - Dude, we do this every day, we get to vibe with you,

  • thank you for coming out here.

  • Also, going back to Logan the Third, his marketing

  • and social media, you mentioned investing into that.

  • What are some specifics, that we could do money,

  • do we need a specific person for it?

  • What are some big--

  • - I think you can hire some, where are you guys,

  • Colorado you said?

  • - [Audience Member] Caldwell, Idaho.

  • - I think for $27,000 a year you can get a full-time person

  • that fucking dominates.

  • Now, here's the vulnerability, who's the judge

  • of the person if they're good or not.

  • So, if you run your shit, the key is that you know

  • so that you can judge.

  • Too many people outsource their social or anything,

  • their finances, they outsource to other people

  • because they don't want to do it or they don't know how

  • and that's what gets them in trouble.

  • So I think at that price point, I think there's

  • plenty of 22-year-olds that know what to do,

  • I was one, but I also think there's far more that don't,

  • but look the part because they're young.

  • And there may be a 47-year-old that knows exactly

  • what to do, so I think, whoever is the judge and jury

  • of the person who's managing, has to be capable

  • of understanding what the result is,

  • and the result is not likes and the result is not

  • followers, I don't think you're paying your dues

  • with likes, you don't take likes, right?

  • So this is the business mind, a lot of people on

  • social media, in the beginning, they played on vanity

  • metrics, people have their self-esteem wrapped up

  • in how many followers or likes they get,

  • I'd rather have four people follow me

  • and three of them buying than 2.3 million

  • and none of them buying, from a business standpoint.

  • From an ego standpoint, the second one is rad.

  • But from a business standpoint, those are specifics.

  • - One more, time frame of it, is it an every day,

  • all day, 24-hour thing?

  • - Yeah, now that person is not gonna work 24 hours,

  • but sure.

  • The answer is always more.

  • But then you go backwards, so the answer is yes,

  • now what's practical and what can you afford,

  • right, and wherever it stops, that's where you want,

  • shoot for the moon and end up in the clouds,

  • don't shoot for the mountain top

  • and end up somewhere in the fucking river.

  • Where the fuck does this shit come from, thanks, bro.

  • Did you get that one D. Rock?

  • Thanks.

  • - What up, Gary V?

  • - [Gary] Hey man.

  • - I'm Vayland, and I'm from the Corvalis, DB.

  • So, I'm going through a big point of growth in my life,

  • I'm 20 years old and I know the next 10 years

  • are gonna be a lot of progression for me,

  • if you could give yourself one tip when you were

  • my age, what would it be?

  • - Don't count anything.

  • - [Audience Member] I feel that.

  • - Do you?

  • - I think I do.

  • - Let me tell you what I mean, literally

  • don't judge where you're out for the next 10 years.

  • Literally close your eyes until you're 30.

  • Same advice I gave earlier.

  • The biggest problem for people is they're keeping

  • score along the way, which means they're looking back,

  • which is allowing people to pass them.

  • I went into a coma in my 20s, just like, checked out.

  • I don't think what I did was right, I checked out so extreme

  • that I stopped talking to anybody, I just went there,

  • right, I think, in hindsight there is a healthier balance,

  • but I think everybody else is too much in the other place,

  • like at 30 I'm gonna be this, at 22 this, and if I'm

  • not the manager at 21, then I'm gonna be this,

  • if I'm not making 63,000 at 20,

  • people are just counting against themselves because

  • they're so used to the game of school and rankings

  • and scoring and then you get into the real world

  • where it's detrimental, not a positive.

  • Do you understand?

  • - [Audience Member] I do.

  • - And you're gonna wake up at 30, I woke up at my 30th

  • birthday, this is a real story, drove to the store,

  • looked myself in the mirror and I said the next 10 years

  • are gonna be really important building years.

  • You just do that at 20, I promise you when you're

  • at 30, you're gonna do the same thing.

  • So, the answer is, it's forever, there's

  • important years in your 20s, there's important years

  • in your 30s, there's important years in your 40s,

  • and 50s and 60s and 70s and 80s and 90s.

  • So, don't over-judge yourself, do learn the work ethic

  • and the skills that match your ambition.

  • - [Audience Member] Thank you Gary, don't stop grinding.

  • - Hi.

  • - Hi, I'm Hannah.

  • - [Gary] What's your name?

  • - Hannah.

  • - [Gary] Hannah?

  • - Yeah, I don't want to say where I'm from,

  • I don't want them to scream.

  • - [Gary] Okay, does screaming freaks you the fuck out?

  • - Yeah, because I would probably start shaking.

  • I have kind of a broad question, though,

  • I eventually want to get to something creative,

  • like marketing or something like that,

  • and I stopped going to college.

  • - [Gary] Awesome.

  • - I think that was a bad decision.

  • - [Gary] No.

  • - You think I could still make that happen?

  • - A 100,000%.

  • - Okay.

  • - Good, Hannah, Hannah, do you know that if you spend

  • the next three months emailing people that have

  • businesses that have jobs that you're interested in,

  • one of them would say yes?

  • - [Audience Member] No.

  • - Good, that would happen.

  • - [Audience Member] Free advice.

  • - Free advice.

  • - [Audience Member] Thank you so much.

  • - You got it.

  • - [Audience Member] What's up, Gary?

  • - [Gary] Life is good, man, how are you?

  • - Pretty good.

  • My name is Alec Peter, I'm here from Rosenberg with my crew

  • and you can make as much noise.

  • - [Gary] No, but the one dude was doing some kind

  • of crazy thing.

  • I love it, respect.

  • - First off, thank you for giving us your time and I'm

  • pretty stoked that I finally was able to get up here,

  • and ask you this question,

  • I've been trying to focus more on stop thinking

  • and doing more, and this is my one starting point,

  • I'm here off to start doing and stop thinking.

  • Thank you.

  • - [Gary] No worries, man, keep it going.

  • - My question is, so you do what you do every single

  • day, you wake up and you run your business,

  • and you do your daily vlogs and you go places,

  • and you're a motivational speaker for a lot of people

  • and people look up to you and they need motivation

  • so they look up your shit.

  • What drives you to do what you do and just keep moving

  • and don't stop what you're doing?

  • - The gratitude for that situation.

  • I'm completely driven by gratitude.

  • Do you know how grateful I am?

  • Do you know what did I do?

  • My parents had sex at this one moment and created me.

  • Like, I'm being serious, I'm being grateful,

  • I have such a good thing going, people like it,

  • I like it, it's so good, but what did I do?

  • Do you know how lucky I was that I was an immigrant?

  • Do you know how much I'm driven by a chip on my shoulder,

  • do you know how lucky I got that I was 4ft 11 when

  • I went into freshman year of high school,

  • all these things went in my favor,

  • I don't know man, I'm driven by gratitude.

  • Every morning I wake up and I'm just grateful,

  • grateful, grateful, I'm 42 years old almost,

  • and unfortunately, three of my four grandparents died

  • before I got to know them,

  • so not only was I born in a communist country,

  • where capitalism and entrepreneurship is shit on,

  • I went to the place where it's post on a pedestal,

  • I got the greatest mom in the world,

  • my dad taught me work ethic and my word,

  • which made me not a bullshit artist, saved my ass.

  • Right, but then on top of everything else,

  • I've had very little death or pain around me and I'm

  • 42 years old, it's unfortunate why that's the case,

  • given the circumstances before, but it's still my reality

  • and I have a communications style that for some reason,

  • who knew, don't forget, I was 33 years old

  • before I even made a video.

  • I've never thought this could be real,

  • it didn't even fucking cross my mind,

  • I was a business man.

  • Like, watching 20-year-olds that are hungry

  • and thinking about their lives,

  • I'm excited because I'm like, bro, you don't have

  • any clue where this might fucking go,

  • because at 31 years old, I'm like, maybe I'll make

  • one video on this YouTube thing, you have no idea

  • where it's going, so I'm completely driven by gratitude,

  • I'm so thankful, I'm so grateful and it drives

  • the shit out of me.

  • - And that helps you to not procrastinate and just

  • be in a slump, if you ever are, in a slump,

  • I'm sure we all are.

  • - Everybody is in a slump, but here's my thing, man,

  • nobody gives a shit.

  • - [Audience Member] Fuck yeah.

  • - You know what I mean, the thing that people don't realize

  • about slumps and depression and things like that,

  • you got to break them down, for some people

  • it's a real disease, it's real stuff, but that's on

  • a different plane, but being in a slump,

  • everybody's in a slump, everybody's got adversity,

  • there's always something.

  • To me, somebody has always got it worse.

  • There's 7.7 billion people and unless I'm

  • in some weird little cage in some fourth world

  • country, that means I'm not in last place,

  • which means I've got nothing to complain about,

  • you know what I mean?

  • - [Audience Member] Yeah.

  • - You live in America.

  • - [Audience Member] Fuck yeah.

  • - The fuck are you complaining about?

  • - I was just wondering, you've spoken for a lot of

  • businesses and people, I was just wondering what do you

  • think about Dutch Bros and what we are and what we do

  • and the questions that a lot of the people have asked you?

  • - Look, the biggest takeaway for me is there is a lot

  • of energy, it's young and all that, it's all rad,

  • to me, it's just really cool that there's a smart

  • operator at the top.

  • And listen, you guys know me, I don't know him,

  • I don't give a fuck about him.

  • I'm being serious.

  • And the same way he does it to me, but it's important

  • for me to tell you this, we don't know each other,

  • we met three seconds before I came on stage,

  • it's just cool to see somebody smart and building

  • a framework that works both for his organization

  • and the people in it, I know it because I do it as well

  • and it's cool, I'm hopeful that this becomes

  • humongous because you need examples of capitalism

  • that is positive on both sides, because I think

  • that's a 2.0 version, right?

  • The reason I'm excited, that I'm cool to young kids,

  • is I'm teaching them good principles, not bad principles.

  • All the other dickfaces that are popular on Instagram

  • and YouTube are flashing fucking cars

  • and watches and fucking clubs, and all this fucking

  • shit down these 23-year-old dudes' mouths

  • and it's fucking stupid because it's short-term

  • behavior, I am collecting popularity because of gratitude

  • and because once I get them in, them in like,

  • okay, listen, you want to know what the real thing is?

  • It's fucking hard work, it's being respectful,

  • it's being a good person, it's being 30 years

  • in the making and to me, my energy of this,

  • it's cool to see it because you don't see it often

  • and when you see it, you appreciate it.

  • (audience applauding)

  • Two more.

  • I got to go, I apologize.

  • - I'll keep it short, I promise, thanks for staying.

  • Gary, I'm Chelsea, I'm with the DBAZ.

  • We're all getting tired.

  • So, I love that you say listen to people,

  • I get to be at a position that's a little bit like

  • your chief hiring officer in your offices,

  • I've been in that gray area for a while though,

  • engagement, and player retention, that kind of thing.

  • - [Gary] Okay.

  • - I wonder when it's important to say I don't give

  • a fuck about your opinion and when it's important

  • to say, hey I need to coach you and guide you

  • and actually pull you aside from this path that you're

  • on right now?

  • - I think you know.

  • How long have you been doing that?

  • - [Audience Member] Six years.

  • - Do you like it?

  • - [Audience Member] Love it.

  • - Comes natural, right?

  • - [Audience Member] Yeah.

  • - You know the answer, it's circumstantial.

  • Right, the fact that you even asked me that way

  • made me know that I didn't have to answer it.

  • You know what you're doing.

  • The thing for you and I and people that really

  • give a fuck about HR and people is it's tough,

  • it's so emotionally draining, right,

  • because when you see somebody who's not self-aware,

  • you know how tough, the game is already over, right?

  • I think the one thing I would tell you,

  • you can see how I talk about these issues,

  • I go that one extra place where most people don't go,

  • it's because that uncomfortable place,

  • fuck you, mom, and this and that, that uncomfortable

  • place is where it is.

  • Because what you're doing as somebody who loves it

  • and is good at it, and what I was doing early in my career

  • is you go right to the edge, the problem is,

  • that doesn't create the unlock.

  • The unlock is when you suffocate it.

  • So, I think about it like this, I try to give

  • a bunch of honey before I deliver the vinegar,

  • and I go back to the extremes of pulling,

  • if I'm gonna have a tough conversation, I'm gonna

  • really set the framework, which is like, look,

  • I'll do anything for you, you don't have to work here,

  • I'll make it so awesome, and then I'll go,

  • you're a fuck-face, and you're a fuck-face because

  • you're insecure and Karen underneath is better

  • than you, so you're suppressing her because you don't

  • want her to take your job, because this is about

  • as high as you're gonna get up and you know that.

  • So, what's happening is you're manifesting bad

  • behavior because you're protecting your grounds,

  • 'cause you got to pay your mortgage, I get it.

  • But it's not gonna work, so now what?

  • So, that's the part that's hard,

  • but when you really give a fuck, if you're making decisions

  • because you have to hit a certain margin to pay

  • to the mothership, that's different, but I know

  • that's not the case already, so you're fucking lucky,

  • you know how many people have to make decisions on that?

  • So, you're making decisions on EQ, so you're just

  • gonna have to go that, if we're gonna have this

  • moment together, six months, six months going one step

  • further in radical candor which does not come natural

  • to us.

  • - [Audience Member] Or maybe Dutch Bros.

  • - Or maybe Dutch Bros.

  • Radical candor is tough and I get it, and by the way,

  • not maybe Dutch Bros, everything I can tell already

  • makes me know they're not good at it

  • because I'm not good at it.

  • When you're so EQ-ed out and it's so good vibes,

  • you're leaving money on the table because it feels better.

  • So radical candor comes hard, but it's the evolution for

  • him and me and our next frontier, for us to take our

  • companies to the next level, we have to inject a little

  • bit of that and the way I'm doing it is a different

  • version of what we've been doing, this is now me

  • talking to him, I'm creating bigger severances,

  • real packages, mascot jobs that don't bother anybody else,

  • anything if I have to deal with 17 people that I'm

  • emotional towards, that are fucking everything else up,

  • but not addressing it will collapse the whole fucking

  • empire and that's why I call my organization the honey

  • empire, the honey empire.

  • It's not the empire of honey, I will always chose

  • people .1% more than the business,

  • but after you get into year three, seven, nine,

  • you get to a scale where your strength becomes

  • your vulnerability, so yeah.

  • - The leaders above me are great

  • with radical candor, it's the millennials

  • and the generation z

  • that's coming up that seem a little bit more sensitive

  • towards that kind of thing.

  • - Yeah, but I'll be honest with you, that's a cop-out,

  • I'm not gonna let the millennial generation z

  • be the conversation, I actually think that we should

  • be looking at ourselves, and not them,

  • because it's easier to be like you fucking kids,

  • I don't believe in that bullshit,

  • I really don't, it's us.

  • You know?

  • It's us.

  • They are big boys and girls and there's plenty

  • of fucking people that are soft as shit in their 40s,

  • 60s and 80s too, that were lazy as fuck and entitled as fuck

  • and the same way with that dude with the technology,

  • we are using the millennial and the gen z cop-out

  • of entitlement to not address it because subconsciously

  • we've got our own things to work through.

  • It's always our fault.

  • (audience applauding)

  • - [Audience Member] What's up, Gary?

  • - What's up, bro?

  • - My man, I've got to be honest with you,

  • I've never heard of you before until this day.

  • - [Gary] I get it, I've never heard of you either.

  • - Dude, thanks, man.

  • Well, we're hearing each other now.

  • - [Gary] Here we are.

  • - And I'm definitely gonna look up your stuff,

  • that's for sure, I'm gonna say that.

  • - [Gary] I'm gonna definitely look up you,

  • you're like straight out of central casting.

  • - Thanks.

  • - [Gary] What's your name?

  • - My name, oh, my name's Kyle, but everyone

  • just calls me by my last name, Rodo.

  • - [Gary] Rodo, loving it, let's do it Rodo.

  • - So, I have two questions for you.

  • The first one is about SnapChat.

  • - [Gary] Okay.

  • - So, I run the SnapChat for my franchise, it's

  • in West Valley Arizona.

  • They all just left except for her, they had

  • to catch a flight.

  • - [Gary] She's a gangster.

  • - Oh, dude, I know.

  • - [Gary] That's your girl?

  • - Yeah, I'm dating her.

  • - Oh, you're dating her, like she's really your girl?

  • Okay.

  • That's not exactly where I was going, but it makes

  • it awesome, go ahead.

  • - So, what can I be doing--

  • - [Gary] To make it better?

  • - Not even to make it better, damn, yeah, I guess--

  • - [Gary] Do you want people to come into the store?

  • - What's that?

  • - [Gary] You want people to come to the business, right?

  • - Hell yeah.

  • - Let me throw a really interesting curveball at you.

  • You should literally take the account right now,

  • look at it, and be like, hey, guys, what can I do here

  • to make it better for you?

  • One of the craziest moves in social that I find fascinating

  • is just asking the audience what they want,

  • you'll be blown away by how much feedback you'll get

  • that will unlock.

  • Literally, like, hey, it's Rodo, I run the fucking

  • shit for this store, what up, I need you guys to tell me.

  • And SnapChat is legit now, you can just keep holding it

  • down, so you're good, you don't have the 10 second bullshit

  • anymore, right?

  • So, you're just holding it down, it's Rodo,

  • what up, I fucking run shit here, what do you guys

  • want on this SnapChat?

  • And here's what's gonna happen, 80% of them are gonna be

  • like, give us free shit, no shit.

  • Which you can mix in, by the way, I'm on a whole kick

  • at Wine Library now, every Saturday, we're just giving

  • away $10 worth of gourmet food and we're doing it,

  • the ROI actually works.

  • Giving away free shit, people like to shit on it,

  • it's kind of clever if you've got something good,

  • because the cost of entry is low.

  • But look, you know this, people want entertainment,

  • and you're fucking entertaining just on your fucking face.

  • You know?

  • I mean it.

  • - Yeah, I hustle hard for that.

  • - I believe you, so remember when I talk about

  • bet on your strengths, not on your weaknesses,

  • go fucking all Bill and Ted's excellent adventure.

  • Go all, I mean it, I can taste it from this far away,

  • you'd be entertaining as fuck, and it will bring people.

  • Make every fucking person want to watch it for you

  • and for Larry, the mop guy, 'cause he's funny,

  • create a fucking sitcom, bro.

  • - Thank you.

  • So, before I go to my second question, would you mind

  • if I took that SnapChat right now?

  • - [Gary] Yeah, let's do it.

  • - I appreciate that.

  • All right, here we go, brother.

  • - [Gary] Go ahead, bro.

  • - What's up, DB, West Valley,

  • I'm here with, (audience cheering).

  • I'm here with Gary V, he's a huge motivational speaker--

  • - [Gary] He never heard of me before today!

  • - I haven't, I haven't, but we're here,

  • and we are curious to see what you guys want to see

  • or we're curious to hear what you guys want to see

  • on this SnapChat.

  • - Tell him, tell him what you fucking want!

  • Can we do that, that's okay, right?

  • It's okay, it's approved, approved from the top.

  • Yeah!

  • - I'm posting that.

  • - [Gary] I bet you are, Rodo.

  • Okay, number two.

  • - Everything you've been saying about self-insight,

  • and self-awareness moment, I'm eating that shit up,

  • I love it.

  • - [Gary] Good, it's delicious, right?

  • - Oh, good, dude, yes.

  • - [Gary] What does it taste like, cinnamon?

  • Okay, go ahead.

  • - So, I have so many--

  • - [Gary] Go ahead, we're not going anywhere.

  • - What you've been saying with like, how you are constantly

  • finding out new shit about yourself every day,

  • but also you have these--

  • - [Gary] Core principles?

  • - Yeah, you were telling that guy, fuck your girlfriend,

  • like, love them, but don't fucking listen to them,

  • how do you, while you're still constantly learning

  • new stuff about yourself every day, how do you keep

  • this self-insight in check?

  • How do I know--

  • - [Gary] You're right?

  • Everybody wants to know if they're right.

  • - [Audience Member] Yeah, well, I mean--

  • - You don't.

  • - [Audience Member] Except sometimes.

  • - No, dude, to me, this is why intent has been brought up

  • so much, my big thing is I don't know if I'm right,

  • I just know I'm doing things for the right

  • reasons, and I'm okay with letting the chips fall

  • where they may.

  • Let me tell you something that didn't get brought

  • up today while we're on this gig.

  • One of the biggest reasons a lot of you don't do the right

  • thing is because you expect somebody to do that in return

  • after you do it.

  • And that expectation, the reason I'm good

  • is because I give with zero expectation in return.

  • And when you give with zero expectation in return,

  • it unlocks you, and I can see some of you get this,

  • it's a big one, I'm sitting here and I'm jamming

  • with you guys, I'm like, ah, right, I'm always

  • trying to break down the formula, because it's never

  • one thing, right?

  • It's like wine, a good wine has a blend of components,

  • a lot of what works for me is I do it for the right reasons,

  • I'm all in, I don't mind if I lose, I actually weirdly

  • prefer it, and if I do great for you and then I need you

  • in a year, and you don't deliver, I'm cool with that too,

  • I'm empathetic.

  • Maybe you didn't get it, maybe you're not a good person,

  • maybe you got some shit on your mind that didn't allow

  • you to come through.

  • I think the expectation of others and the opinions

  • of others are disproportionately guiding your life

  • and I think that you will end up regretting that

  • in your older years.

  • - [Audience Member] Thank you, that was great.

  • - I never have to rush, anybody, are we done?

  • - [Audience Member] Yes, one more, one more.

  • - Yes, let's do it.

  • - [Audience Member] Hi, so our company has done--

  • - What's your name?

  • - I'm Shell.

  • - [Gary] Shell?

  • - I'm from (mumbles).

  • So, our company is founded on its culture and we hold

  • it very close to our hearts, and earlier

  • you were talking about leadership and you were saying

  • that selflessness and empathy is everything

  • when it comes to leadership, and I just wanted to know

  • how has selflessness and empathy impacted your life

  • and impacted your company within your leadership?

  • - It's allowed me to, God, that's such a good question,

  • Shell, it's almost like asking me how has brown eyes

  • impacted my life?

  • I don't even know of anything else,

  • what I think it's done, it's created a stickiness

  • and an emotion towards me and the organization

  • that has created its strength.

  • I believe that continuity leads to speed, speed leads

  • to results.

  • So, the reason I love culture so much is it means

  • we stick around with each other longer, so we know

  • each other's strengths and weaknesses, we become

  • a gelled unit and then we can be faster in whatever

  • we do, decisions, strategies, executions.

  • I'm a retailer, when it's busy on a Saturday,

  • everything, everything.

  • So, for me, man, I think it's impacted, I don't

  • there's an accident that this company and my company

  • have hyper-grown very quickly in comparison to other

  • people's companies, right?

  • I think that, I feel like there's only one way

  • to make anybody besides the person that owns something

  • give a shit, which is to give a shit about them more

  • than they give a shit about you, and in that,

  • creates the stickiness that creates continuity

  • which creates speed and my genuine belief about

  • everything else in business is that speed is the variable

  • to success.

  • - [Audience Member] Thank you.

  • - You're welcome.

  • Dutch Bros.

  • Okay guys, so you sat down and watched that entire

  • marathon which is insane.

  • So, the real simple question of the day is,

  • what was your favorite part of this keynote,

  • what made you feel the most,

  • what part can you feel the most?

  • (melodic music)

- The reason I spend my time talking about this

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