you need to bet on your strengths and
don’t give a about what you suck at
if you want this if you want bling bling
if you want to buy the Jets if you want
to do work entrepreneurship sucks
I mean it’s lonely it’s high-risk I’m a
humongous believer that ideas are and
that executions the game and so the
reason I think that people are missing
why things succeed is because of
storytelling I love black and white data
I’m obsessed with it I would never take
a note like that scares the piss out of
me what these three people are doing
right now just do that I’m like nope
this thing matters to me my friends
there are a million reasons why not
but there’s one great reason why nothing
in life is free nothing happens
overnight he’s an entrepreneur investor
author public speaker and internet
personality after graduating college in
1998 he assumed control of his father’s
liquor store business through e-commerce
and email marketing he grew his father’s
business from 3 million to 50 million
dollars in revenue he’s Gary Vaynerchuk
and here his top 10 rules for success
you need to bet on your strengths and
don’t give a about what you suck at
you’re gonna way too many people this
room we’re gonna spend the next 30 40
years of their lives trying to check the
boxes other things that they’re not as
good at and that you’re gonna waste a
load of time and lose I highly recommend
auditing yourself or if you have no
empathy or EQ or self-awareness then
find somebody in your family or
friendship that does and let them tell
you who you are and once you believe
that either for yourself or someone else
told you go directly all chips all into
that because that is the only possible
way in my opinion watching from the
outside that is limited phrase that is a
very highly likely way of over-indexing
because the truth is if you want to be
an anomaly you’ve got to act like one
you know like and so that’s it that’s
what I got so thanks for having me how
do you get money to do what you love you
don’t write
I lost a shitload of money when I
started doing what I loved what you do
is you position yourself to succeed so
for example if you’re doing something
else at you and you want to do this
thing you love you do it after hours
you work nine to six you get home you
kiss the dog and you go to town right
I mean you start building your equity in
your brand and whatever you’re trying to
accomplish after hours you everybody has
time stop watching lost that’s a good
overheard right
that was a good overheard so you know
what I mean I mean if you want this if
you want bling-bling if you want to buy
the Jets if you want to do work that’s
how you get it make questions I’m
independent it’s very great but not all
days are great in a company so what are
your tips and tricks for tough days I
think there’s massive confusion around
entrepreneurship entrepreneurship sucks
I mean it’s lonely it’s high-risk I mean
I can’t live without it but it’s like a
bad boyfriend right or girlfriend right
like like it’s there’s a ton of bad days
being an entrepreneur
not to mention 98% of entrepreneurial
ventures are gonna fail so there’s gonna
be a really bad day in your future um
you know hopefully not for you um for
any of you you know for me I don’t you
know I think this is a very personal
question I think it’s how you’re wired
I’m so all-in entrepreneur I prefer the
pain I think one of the reasons I love
the Jets so much is because they bring
me so much pain you know I I love the
climb to me the setback is exciting I
love when something goes wrong it’s
where I shine the most but that’s not
for everybody right I mean it could be
very difficult and when you start
affecting your life and your loved ones
and all the other things it can get real
nasty to me the way I handle things even
though the few rare days when I really
struggle I take a real step back and
make pretend that somebody called me and
told me that my mother or daughter were
killed and I know that’s very dark and I
apologize but it’s really what I do I
literally am able to at my deepest most
struggling moment within business take a
step back and remind myself that I can
make a trillion dollars tomorrow on
Bitcoin and and if something bad
happened to the people I love the most
that it would mean nothing and it
consistently rewires me very quickly
I just put business in perspective at
the end of the day you know it’s it’s
money for me it’s not really money it’s
my legacy so I get hurt by it a little
bit more um but uh yeah I mean it’s you
know I put in perspective its money and
you know what up until I had a daughter
even while I was married up until when I
had Nisha four years ago I secretly
wanted to lose all my money I had this
weird twisted dark fantasy of losing
everything just to rise again like a
phoenix and remind you my assistants got
a great thing now in this once in every
four months somebody sends an email
saying I’ve got a huge startup that I
want you to invest in but you’ve got to
sign this NDA right which literally
every time gets an email back that says
you right and and the reason is I’m
a humongous believer that ideas are shot
and that executions the game right we’ve
all got ideas everybody’s got ideas
doing ideas we all have here we can
probably sit here for the next two hours
draw them all out record them and
predict the next 78 great startups over
the next nine years and so I think the
thing that is another theme in
entrepreneurship is there is way too
much fodder brought to the idea Hoover
was magic cab three years earlier
uber is not an idea uber existed it’s
called magic cab but the guys that
execute it sucked
so they lost so I think you know if
there’s any level of romance left in
this room about your idea I’d like to
suffocate it because I think the actual
situation is what you actually do with
it you know the reason I feel
storytelling is the most underrated
skill in business is because it doesn’t
get talked about a whole lot and I don’t
think that people realize it’s happening
and most of all I don’t think that many
became really good at it so like when I
watch a Steve Jobs keynote about a new
product I don’t care about the new tech
I care about the iPad or the iPhone I
cared about the way he was presenting it
you know when when I see David Blaine
this is a magician if you ever pay
attention to what he’s doing he’s story
telling you the whole way and that it’s
a big kick so if you understand what the
consumer wants then you backtrack and
you tell the story to get them
emotionally there that’s how things sell
that’s marketing there’s a very big
difference between marketing and sales
and so the reason I think that people
are missing why things succeed is
because of storytelling
I think it’s overlooked I think people
look at the X’s and O’s and the black
and the white but I think storytelling
when done right takes a product that
should have sold 100 million dollars
worth of stuff and it sells a billion
dollars worth of stuff in 19 in 2001 it
snowed in New Jersey on December 23rd
which was one of the busiest days of the
year
typically December 23rd is the busiest
day of the year in a liquor store and a
woman called us which just started
shipping and her case of behringer White
Zinfandel wasn’t delivered first of all
I appreciate the people that know what
behringer wines in is good job the
entire case by the way 15 pack the
entire 15 pack case cost $45 we’re doing
about $40,000 an hour in the store she
calls I find out about it somehow it was
buzzing cuz I was on the floor selling I
am the premiere salesman on the floor as
you can imagine I find out about it and
we’re debating what to do she needs it
for her Christmas dinner I grab the case
throw it in my car and drive to Bergen
County to deliver it it takes me two and
a half hours to complete the whole thing
the woman was a hundred and ninety four
years old
we didn’t have a lot of lifetime value
on the back end there she looked like
Yoda and the best part was I delivered
it all pumped with myself and she said
great and close the door
awesome everybody especially my dad who
was pissed that I left because all the
customers that came in asking for me or
that I could have sold everybody was
baffled I can’t tell you what the ROI of
driving through the snow in my car to
deliver a case of $45 pink shot to a
woman that looked like Yoda was but I
can tell you this over the next two to
three years that story became the
foundation of how we treated every
single customer it became our
competitive edge and those are the
things that matter to me I love black
and white data I’m obsessed with it the
day when the nerd beat me I understood
that the nerds beat me and I respect the
living out of data conversion funnels
all that but I’m telling you right now
that there are way too many running
businesses today with this and not
enough people running businesses with
this
and again I swear on my life I am not
Mother Teresa and I far from run my
business just on this but I’m telling
you right now the reason I amassed my
following the reason why I continued to
retain it is because my percentage of
this far outweighs everyone in this room
I mean it that’s how I feel and that’s
how I try to roll every day and I
promise you if you are able to figure
out how to afford how to afford the
allocation of this in your business more
your long term value will be
dramatically higher your long term
business success will be dramatically
higher your grandparents your
great-grandparents build businesses
based on this it’s how we built the
whole thing we got really lean and mean
when we went to the suburbs and big box
stores are all we cared about was
dollars and it’s great and the data
matters and continue to use it and use
this tool and understand it but I’m
asking you one final thing when you go
home if this talk meant anything and by
the way I fundamentally believe only
three of you are going to act on this
talk I do because what I talk about is
ridiculously hard and massively
frustrating and takes forever you know
like everything that’s good in my life
if you do anything because of this
keynote there’s only one thing I ask you
to do because as any as I got I’m a
practical bar here’s what I want from
you when you go home look yourself in
the mirror and audit everything you and
your business do I promise you that if
you audit from top to bottom of expenses
and effort and time and energy and
payroll and all that if you audit all of
it even the best of us even the InBev’s
which is the company that bought
Budweiser they built their whole
business on like printing on both sides
of the paper and all that whore even the
most efficient ones of us are doing 20%
dumb if you take that 8% that 13%
that’s 16% of dumb that you’re
doing paying that person that’s not
bringing any cultural value to your
business having that contract that
you’ve just been in you just renew
because your busiest stock whatever the
you’re doing if you take any piece
of that percentage and you apply it to
giving a about your customer it
will be better for your business going
forward because for the first time since
we all lived in small
pounds where your reputation was the
complete backbone of how you did
business for the first time because
technology is bringing us back together
in a small town for the first time being
good and caring and following up matters
if matters how about doing something
random act of kindness for a current
customer not the ones that unsubscribed
or left you know how you always do nice
when they’re going how about while
you’ve got them reallocate your thought
process I’m telling you because the
tools that the is the umbrella of this
organism en’t are getting so good so
good you know what that means all that
she’s about to become a commodity
emotional e.q is going to dominate
business over the next decade and I
implore you start paying attention and
oh by the way I’ll leave you with this
you know what the best part is it feels
good thank you the ability to adjust is
the entire game like I’m so proud that I
changed my mind every day my dad used to
get so pissed when I was building wine
library he would always be like he’s
like he would say like three months ago
you said Ricky was gonna be the best
employee I’m like I changed my mind he
fire him or or he’s like you said
sparkling wine was important now you
just eliminated it from the key spot I’m
like I changed my mind
like my ability to only be comfortable
in massive chaos has been my biggest
asset as an entrepreneur like I would
never take a note like that scares the
piss out of me what these three people
are doing right now right and so now
yeah now that may work for them and I’m
not like back to the opening statement
like you need to do you like some plenty
of people that make a fuckload more
money than me and one bigger take notes
the key the key though the key is way
too many people are doing like here’s a
good one you know what really pissed me
the Baba I’m completely driven by like
happiness and like I’m crippled by like
chaos like you know vaynermedia which is
about 500 people update your
vaynermedia is like completely dictated
but like I’m a dictator of HR like all I
care about is the atmosphere all I care
about is how people intern all I care
about is like how people roll like I
think I’ve fired four most talented
smartest people that have worked for me
because if you don’t know how to play
with the other boys and girls you’re out
because I suffocate under you know
conflict and negativity and like
nobody’s better than me so you got to go
so what really pissed me off in tech
world was when Steve Jobs his book came
out when he was dying when it was all
about Steve three or four years ago I
literally watched a lot of my tech
startup friends start being like a da to
their staff because jobs was tough
everybody fell into the romance stuff
like I have this big vision and I’m
gonna be a like Steve right and I
thought that was really interesting for
me to watch that half decade of like
literally watching people I know and
then watching them act differently
because the status or the icon of the
moment and you see a lot of that and so
like that is probably the energy I’m
trying to bring to this class today
which is you can look at like how people
roll and like it’s great to admire and
things of that nature but it’s so damn
important to stick to like your DNA
right and like what you’re good at and
to recognize that you need to surround
yourself whether it’s your co-founder or
whether it’s the people that work for
you like all I do is hire the people
that are the opposite of me that bring
the other value that bring me the
ability to remember what that meeting
was about and go make sure it happens
you know like whatever it may be right
and so I think that’s another thing that
I would HIGHLY recognize I delegate
everything that I think is not the
single most important things in the
world and then I micromanage the things
that I think are the most important
things in the world luckily for me hence
why I’ve been able to build big
companies I don’t think most things
matter so I don’t think I’m any
different than anybody else I actually
think everybody is a delegator and a
micro manager I just think that my radar
of what’s important is different
yes we need to do something with that
that’s the guys that’s it right there
I’m just like you were all the same we
all delegate we all micromanage the
difference is I don’t think most things
matter and what do I mean by that as I’m
trying to think about somebody watching
this for the first time instead of
alluding to like people that have
watched forever most things don’t matter
like it’s like I don’t know like just
bladder that’s what it means like you
know like if I was like I don’t know I
don’t think lighting matters as much as
d-roc like I just don’t think things
matter like I don’t think like one
client that’s gonna put us out of it
like I don’t think one employee’s gonna
kill our atmosphere like like like I I
don’t think a lot of things matter I
don’t think like crud like a misspelling
in a deck is something that really
matters to a lot of people in my company
it just doesn’t matter to me I just
don’t think so guys guys I don’t think
we’re gonna lose a count because we put
the eye before the E and if we do them
idiots
I don’t think not being I don’t think
not wearing shoes in an establishment is
you know the biggest thing in the world
clearly if you’ve watched led1 some
people do and guess what I do not judge
do not judge everybody’s allowed to do
their thing it’s just like parenting I
will never speak my parenting I talk
about it but it’s very holistic like
this is what I do not what I’m telling
you to do this is me but like so
ultimately I think that I’m both like
everybody in the world I just think that
I deem what’s most important at a very
very high level on things that most
people you know what a lot of you were
commenting about my five-minute meetings
most of you because you’re part of my
community think it’s great a lot of
comments in YouTube and Facebook I’m
like oh I like daily because Gary spends
five that’s nice
I’ve one comment I work in a small and
by the way whoever said this is going to
see this and be like holy crap he reads
everything I work it I’ve worked at
small companies where the boss didn’t
even know my name you know what I mean
like this is cool but do you know many
people think it’s stupid I have a lot of
people in my life that think that I’m
very busy and I have a lot of things to
do and why in the world Gary it’s not
scalable it’s not sustainable
yeah you’re making that face because
you’re so in our cocoon but like boy
just like like you know like they’re
like don’t do that it’s not bad nobody
expects you to do it not at this scale
and you have a great culture and you
have great intent just do that I’m like
nope this thing matters to me so
micromanaging a hello into my company
three to six months in at a lot of
people outsource to an HR person or the
leadership so I do unscalable things all
the time micromanaging if I deem them
the most important pitching new business
I like to micromanage that this is
important to win business like money
helps me keep doing everything
Roberto asks what do you feel is a
bigger obstacle to success a lack of
time or lack of capital Roberto this is
a tremendous question I think the
biggest obstacle to success is a lack of
optimism that question in itself is the
problem my friend right you’re looking
at two things that are both negatives
and guess what both of them are
obstacles when I started winelibrary.com
transformation from my business I had
time I’ve worked my face off every
minute but we don’t have a whole lot of
money in our profit Center so it took
more time right it’s just the way it is
today I have more money but boy don’t I
have time but neither ever ever will be
an excuse for me and so just a drill
this through the throat of the
vaynernation
that’s right I went that graphic don’t
smile d-roc here’s the bottom line I
refuse to allow you to get an answer to
that question because both of them are
firmly square in the excuse column and I
have no patience for that there will
always be problems let’s talk about a
million other things that are a way to
stop success the health and well-being
of your family members so it takes your
mind away from execution the country you
live in government and political you
know concepts at these moments I lost
startups in China that I’ve invested in
that got traction but then people that
were wired into the government decided
to not allow it to happen and then the
startup disappeared not as easy to be an
entrepreneur there it’s still a
communist country
sorry it just is and so all these things
can be problems right there’s a
competitor with a billion dollars who’s
also skilled and punches you in the
mouth and knocks you out in the first
round right the world changing I mean
there’s just a million obstacles right
the media one bad coverage of you a
moment in time you know what I think
about a lot you know what I think about
a lot let’s get really real this is why
we did this show I always I’m a human
being and I always think about a moment
in time what if I just say the wrong
thing at the wrong time right what if I
call out China for being a communist
country in an episode while I’m on a
rant and somebody who’s watching doesn’t
like the way that tastes and it takes
away a business opportunity for me in
China in seven years even though I’m not
trying to saying it just things that I
saw what if what if you know what if
what if I look down on my phone while
I’m driving even though I’ve really not
done that and I hit somebody and I kill
them and that becomes the story and they
like forget about the story about what
you think of me I will never recover
from that because I killed somebody
because I needed to check a tweet these
are moments in time so there are so many
things that can keep you from being
successful right the people that you
invested in having something bad happen
to them so it slows you down my friends
there are a million reasons why not
but there’s one great reason why which
is you’ve just got a persevere no matter
what it is it’s just the way it is it’s
hard being an entrepreneur it’s hard
building a business everybody thinks
it’s so easy that there’s an entitlement
there’s a disaster zing in China here
because my us thing right now there is
an insane generation of 18 to 25 year
olds right now that think they’re
entitled to having a business because
they saw the social network movie and
everybody’s decided if you’re a kid and
you know what tech is because you used
Instagram early on you’re entitled to
actually build a business building a
business is hard and you know what makes
it really hard
everything that happens every day of
every moment so you can pick time you
can pick money as the one or two things
that you think stopped you from winning
your game but the truth is there’s a
million reasons 99 percent of businesses
go
for a reason and that reason is it’s
hard and so if you’re watching this show
I’ve got a sense of who you are and you
need to start creating layers and layers
and layers and layers of skin to be able
to get through because the glamour of
being an entrepreneur the goodness you
know you get very confused by my
optimism because it’s my optimism I
can’t help it it’s just how I roll it’s
probably one of the variable 1% reasons
why I’m successful but please don’t get
it twisted this is hard every day is
hard and if you don’t have the stomach
to weather the storm you will not be
successful and by the way let me throw
you a real weird curveball and that’s
okay
people have to look themselves in a
mirror and understand if they’re number
2 3 4 5 6 7 an organization that has
differences of being a number one but
maybe that’s where your skill set sits
maybe that’s how you make your fortunes
and Happiness and all the things that
you’re looking for and so that question
got me going a little bit Steve because
it’s endured the context of excuses and
I will never make it excuse everything
that’s a problem with me everything I
don’t achieve everything that’s a
problem at vaynermedia and everything is
my fault and I I succumb to that and I
respect that and I actually think that’s
the way it should be and so I’m no
excuses my friends nothing in life is
free nothing happens overnight it all
takes tons and tons of work and tons and
tons of talent and tons and tons of
serendipity but my friends luck
serendipity there’s a forced culture
within that you know you don’t just sit
in your room hoping and then something
lucky happens nobody just knocks on your
houses door and it says congratulations
you’ve been awarded this luck comes from
being in the right spot
I’ve been really lucky because I bleed
out of my eyes every day of my life and
work my face off get really lucky when
you have that 11:30 p.m. meeting and
we’re the lucky thing happened pretty
cool since all you were sleeping I was
pretty lucky weird that I scheduled that
meeting because I did a ton of things
for 30 years that allowed me to even
have that meeting in the first place
that gave me the leverage to have that
lucky thing to happen
there’s no overnight successes periods
they don’t exist show me
leave a comment YouTube leave the name
explain to me tell me show me let me
know
show me the overnight success because
I’ll show you you justifying in your
brain something that is just not true
period thank you so much for watching we
made this video because Cameron black
will ask this too if you have another
entrepreneur you want us to profile
leave it in the comments below we’d also
love to know which of gary vaynerchuk’s
top 10 rules meant the most to you what
you’re going to take home from this
video leave in the comments I will join
the discussion thank you so much for
watching and continue to believe and
we’ll see you soon
don’t give a about what you suck at
if you want this if you want bling bling
if you want to buy the Jets if you want
to do work entrepreneurship sucks
I mean it’s lonely it’s high-risk I’m a
humongous believer that ideas are and
that executions the game and so the
reason I think that people are missing
why things succeed is because of
storytelling I love black and white data
I’m obsessed with it I would never take
a note like that scares the piss out of
me what these three people are doing
right now just do that I’m like nope
this thing matters to me my friends
there are a million reasons why not
but there’s one great reason why nothing
in life is free nothing happens
overnight he’s an entrepreneur investor
author public speaker and internet
personality after graduating college in
1998 he assumed control of his father’s
liquor store business through e-commerce
and email marketing he grew his father’s
business from 3 million to 50 million
dollars in revenue he’s Gary Vaynerchuk
and here his top 10 rules for success
you need to bet on your strengths and
don’t give a about what you suck at
you’re gonna way too many people this
room we’re gonna spend the next 30 40
years of their lives trying to check the
boxes other things that they’re not as
good at and that you’re gonna waste a
load of time and lose I highly recommend
auditing yourself or if you have no
empathy or EQ or self-awareness then
find somebody in your family or
friendship that does and let them tell
you who you are and once you believe
that either for yourself or someone else
told you go directly all chips all into
that because that is the only possible
way in my opinion watching from the
outside that is limited phrase that is a
very highly likely way of over-indexing
because the truth is if you want to be
an anomaly you’ve got to act like one
you know like and so that’s it that’s
what I got so thanks for having me how
do you get money to do what you love you
don’t write
I lost a shitload of money when I
started doing what I loved what you do
is you position yourself to succeed so
for example if you’re doing something
else at you and you want to do this
thing you love you do it after hours
you work nine to six you get home you
kiss the dog and you go to town right
I mean you start building your equity in
your brand and whatever you’re trying to
accomplish after hours you everybody has
time stop watching lost that’s a good
overheard right
that was a good overheard so you know
what I mean I mean if you want this if
you want bling-bling if you want to buy
the Jets if you want to do work that’s
how you get it make questions I’m
independent it’s very great but not all
days are great in a company so what are
your tips and tricks for tough days I
think there’s massive confusion around
entrepreneurship entrepreneurship sucks
I mean it’s lonely it’s high-risk I mean
I can’t live without it but it’s like a
bad boyfriend right or girlfriend right
like like it’s there’s a ton of bad days
being an entrepreneur
not to mention 98% of entrepreneurial
ventures are gonna fail so there’s gonna
be a really bad day in your future um
you know hopefully not for you um for
any of you you know for me I don’t you
know I think this is a very personal
question I think it’s how you’re wired
I’m so all-in entrepreneur I prefer the
pain I think one of the reasons I love
the Jets so much is because they bring
me so much pain you know I I love the
climb to me the setback is exciting I
love when something goes wrong it’s
where I shine the most but that’s not
for everybody right I mean it could be
very difficult and when you start
affecting your life and your loved ones
and all the other things it can get real
nasty to me the way I handle things even
though the few rare days when I really
struggle I take a real step back and
make pretend that somebody called me and
told me that my mother or daughter were
killed and I know that’s very dark and I
apologize but it’s really what I do I
literally am able to at my deepest most
struggling moment within business take a
step back and remind myself that I can
make a trillion dollars tomorrow on
Bitcoin and and if something bad
happened to the people I love the most
that it would mean nothing and it
consistently rewires me very quickly
I just put business in perspective at
the end of the day you know it’s it’s
money for me it’s not really money it’s
my legacy so I get hurt by it a little
bit more um but uh yeah I mean it’s you
know I put in perspective its money and
you know what up until I had a daughter
even while I was married up until when I
had Nisha four years ago I secretly
wanted to lose all my money I had this
weird twisted dark fantasy of losing
everything just to rise again like a
phoenix and remind you my assistants got
a great thing now in this once in every
four months somebody sends an email
saying I’ve got a huge startup that I
want you to invest in but you’ve got to
sign this NDA right which literally
every time gets an email back that says
you right and and the reason is I’m
a humongous believer that ideas are shot
and that executions the game right we’ve
all got ideas everybody’s got ideas
doing ideas we all have here we can
probably sit here for the next two hours
draw them all out record them and
predict the next 78 great startups over
the next nine years and so I think the
thing that is another theme in
entrepreneurship is there is way too
much fodder brought to the idea Hoover
was magic cab three years earlier
uber is not an idea uber existed it’s
called magic cab but the guys that
execute it sucked
so they lost so I think you know if
there’s any level of romance left in
this room about your idea I’d like to
suffocate it because I think the actual
situation is what you actually do with
it you know the reason I feel
storytelling is the most underrated
skill in business is because it doesn’t
get talked about a whole lot and I don’t
think that people realize it’s happening
and most of all I don’t think that many
became really good at it so like when I
watch a Steve Jobs keynote about a new
product I don’t care about the new tech
I care about the iPad or the iPhone I
cared about the way he was presenting it
you know when when I see David Blaine
this is a magician if you ever pay
attention to what he’s doing he’s story
telling you the whole way and that it’s
a big kick so if you understand what the
consumer wants then you backtrack and
you tell the story to get them
emotionally there that’s how things sell
that’s marketing there’s a very big
difference between marketing and sales
and so the reason I think that people
are missing why things succeed is
because of storytelling
I think it’s overlooked I think people
look at the X’s and O’s and the black
and the white but I think storytelling
when done right takes a product that
should have sold 100 million dollars
worth of stuff and it sells a billion
dollars worth of stuff in 19 in 2001 it
snowed in New Jersey on December 23rd
which was one of the busiest days of the
year
typically December 23rd is the busiest
day of the year in a liquor store and a
woman called us which just started
shipping and her case of behringer White
Zinfandel wasn’t delivered first of all
I appreciate the people that know what
behringer wines in is good job the
entire case by the way 15 pack the
entire 15 pack case cost $45 we’re doing
about $40,000 an hour in the store she
calls I find out about it somehow it was
buzzing cuz I was on the floor selling I
am the premiere salesman on the floor as
you can imagine I find out about it and
we’re debating what to do she needs it
for her Christmas dinner I grab the case
throw it in my car and drive to Bergen
County to deliver it it takes me two and
a half hours to complete the whole thing
the woman was a hundred and ninety four
years old
we didn’t have a lot of lifetime value
on the back end there she looked like
Yoda and the best part was I delivered
it all pumped with myself and she said
great and close the door
awesome everybody especially my dad who
was pissed that I left because all the
customers that came in asking for me or
that I could have sold everybody was
baffled I can’t tell you what the ROI of
driving through the snow in my car to
deliver a case of $45 pink shot to a
woman that looked like Yoda was but I
can tell you this over the next two to
three years that story became the
foundation of how we treated every
single customer it became our
competitive edge and those are the
things that matter to me I love black
and white data I’m obsessed with it the
day when the nerd beat me I understood
that the nerds beat me and I respect the
living out of data conversion funnels
all that but I’m telling you right now
that there are way too many running
businesses today with this and not
enough people running businesses with
this
and again I swear on my life I am not
Mother Teresa and I far from run my
business just on this but I’m telling
you right now the reason I amassed my
following the reason why I continued to
retain it is because my percentage of
this far outweighs everyone in this room
I mean it that’s how I feel and that’s
how I try to roll every day and I
promise you if you are able to figure
out how to afford how to afford the
allocation of this in your business more
your long term value will be
dramatically higher your long term
business success will be dramatically
higher your grandparents your
great-grandparents build businesses
based on this it’s how we built the
whole thing we got really lean and mean
when we went to the suburbs and big box
stores are all we cared about was
dollars and it’s great and the data
matters and continue to use it and use
this tool and understand it but I’m
asking you one final thing when you go
home if this talk meant anything and by
the way I fundamentally believe only
three of you are going to act on this
talk I do because what I talk about is
ridiculously hard and massively
frustrating and takes forever you know
like everything that’s good in my life
if you do anything because of this
keynote there’s only one thing I ask you
to do because as any as I got I’m a
practical bar here’s what I want from
you when you go home look yourself in
the mirror and audit everything you and
your business do I promise you that if
you audit from top to bottom of expenses
and effort and time and energy and
payroll and all that if you audit all of
it even the best of us even the InBev’s
which is the company that bought
Budweiser they built their whole
business on like printing on both sides
of the paper and all that whore even the
most efficient ones of us are doing 20%
dumb if you take that 8% that 13%
that’s 16% of dumb that you’re
doing paying that person that’s not
bringing any cultural value to your
business having that contract that
you’ve just been in you just renew
because your busiest stock whatever the
you’re doing if you take any piece
of that percentage and you apply it to
giving a about your customer it
will be better for your business going
forward because for the first time since
we all lived in small
pounds where your reputation was the
complete backbone of how you did
business for the first time because
technology is bringing us back together
in a small town for the first time being
good and caring and following up matters
if matters how about doing something
random act of kindness for a current
customer not the ones that unsubscribed
or left you know how you always do nice
when they’re going how about while
you’ve got them reallocate your thought
process I’m telling you because the
tools that the is the umbrella of this
organism en’t are getting so good so
good you know what that means all that
she’s about to become a commodity
emotional e.q is going to dominate
business over the next decade and I
implore you start paying attention and
oh by the way I’ll leave you with this
you know what the best part is it feels
good thank you the ability to adjust is
the entire game like I’m so proud that I
changed my mind every day my dad used to
get so pissed when I was building wine
library he would always be like he’s
like he would say like three months ago
you said Ricky was gonna be the best
employee I’m like I changed my mind he
fire him or or he’s like you said
sparkling wine was important now you
just eliminated it from the key spot I’m
like I changed my mind
like my ability to only be comfortable
in massive chaos has been my biggest
asset as an entrepreneur like I would
never take a note like that scares the
piss out of me what these three people
are doing right now right and so now
yeah now that may work for them and I’m
not like back to the opening statement
like you need to do you like some plenty
of people that make a fuckload more
money than me and one bigger take notes
the key the key though the key is way
too many people are doing like here’s a
good one you know what really pissed me
the Baba I’m completely driven by like
happiness and like I’m crippled by like
chaos like you know vaynermedia which is
about 500 people update your
vaynermedia is like completely dictated
but like I’m a dictator of HR like all I
care about is the atmosphere all I care
about is how people intern all I care
about is like how people roll like I
think I’ve fired four most talented
smartest people that have worked for me
because if you don’t know how to play
with the other boys and girls you’re out
because I suffocate under you know
conflict and negativity and like
nobody’s better than me so you got to go
so what really pissed me off in tech
world was when Steve Jobs his book came
out when he was dying when it was all
about Steve three or four years ago I
literally watched a lot of my tech
startup friends start being like a da to
their staff because jobs was tough
everybody fell into the romance stuff
like I have this big vision and I’m
gonna be a like Steve right and I
thought that was really interesting for
me to watch that half decade of like
literally watching people I know and
then watching them act differently
because the status or the icon of the
moment and you see a lot of that and so
like that is probably the energy I’m
trying to bring to this class today
which is you can look at like how people
roll and like it’s great to admire and
things of that nature but it’s so damn
important to stick to like your DNA
right and like what you’re good at and
to recognize that you need to surround
yourself whether it’s your co-founder or
whether it’s the people that work for
you like all I do is hire the people
that are the opposite of me that bring
the other value that bring me the
ability to remember what that meeting
was about and go make sure it happens
you know like whatever it may be right
and so I think that’s another thing that
I would HIGHLY recognize I delegate
everything that I think is not the
single most important things in the
world and then I micromanage the things
that I think are the most important
things in the world luckily for me hence
why I’ve been able to build big
companies I don’t think most things
matter so I don’t think I’m any
different than anybody else I actually
think everybody is a delegator and a
micro manager I just think that my radar
of what’s important is different
yes we need to do something with that
that’s the guys that’s it right there
I’m just like you were all the same we
all delegate we all micromanage the
difference is I don’t think most things
matter and what do I mean by that as I’m
trying to think about somebody watching
this for the first time instead of
alluding to like people that have
watched forever most things don’t matter
like it’s like I don’t know like just
bladder that’s what it means like you
know like if I was like I don’t know I
don’t think lighting matters as much as
d-roc like I just don’t think things
matter like I don’t think like one
client that’s gonna put us out of it
like I don’t think one employee’s gonna
kill our atmosphere like like like I I
don’t think a lot of things matter I
don’t think like crud like a misspelling
in a deck is something that really
matters to a lot of people in my company
it just doesn’t matter to me I just
don’t think so guys guys I don’t think
we’re gonna lose a count because we put
the eye before the E and if we do them
idiots
I don’t think not being I don’t think
not wearing shoes in an establishment is
you know the biggest thing in the world
clearly if you’ve watched led1 some
people do and guess what I do not judge
do not judge everybody’s allowed to do
their thing it’s just like parenting I
will never speak my parenting I talk
about it but it’s very holistic like
this is what I do not what I’m telling
you to do this is me but like so
ultimately I think that I’m both like
everybody in the world I just think that
I deem what’s most important at a very
very high level on things that most
people you know what a lot of you were
commenting about my five-minute meetings
most of you because you’re part of my
community think it’s great a lot of
comments in YouTube and Facebook I’m
like oh I like daily because Gary spends
five that’s nice
I’ve one comment I work in a small and
by the way whoever said this is going to
see this and be like holy crap he reads
everything I work it I’ve worked at
small companies where the boss didn’t
even know my name you know what I mean
like this is cool but do you know many
people think it’s stupid I have a lot of
people in my life that think that I’m
very busy and I have a lot of things to
do and why in the world Gary it’s not
scalable it’s not sustainable
yeah you’re making that face because
you’re so in our cocoon but like boy
just like like you know like they’re
like don’t do that it’s not bad nobody
expects you to do it not at this scale
and you have a great culture and you
have great intent just do that I’m like
nope this thing matters to me so
micromanaging a hello into my company
three to six months in at a lot of
people outsource to an HR person or the
leadership so I do unscalable things all
the time micromanaging if I deem them
the most important pitching new business
I like to micromanage that this is
important to win business like money
helps me keep doing everything
Roberto asks what do you feel is a
bigger obstacle to success a lack of
time or lack of capital Roberto this is
a tremendous question I think the
biggest obstacle to success is a lack of
optimism that question in itself is the
problem my friend right you’re looking
at two things that are both negatives
and guess what both of them are
obstacles when I started winelibrary.com
transformation from my business I had
time I’ve worked my face off every
minute but we don’t have a whole lot of
money in our profit Center so it took
more time right it’s just the way it is
today I have more money but boy don’t I
have time but neither ever ever will be
an excuse for me and so just a drill
this through the throat of the
vaynernation
that’s right I went that graphic don’t
smile d-roc here’s the bottom line I
refuse to allow you to get an answer to
that question because both of them are
firmly square in the excuse column and I
have no patience for that there will
always be problems let’s talk about a
million other things that are a way to
stop success the health and well-being
of your family members so it takes your
mind away from execution the country you
live in government and political you
know concepts at these moments I lost
startups in China that I’ve invested in
that got traction but then people that
were wired into the government decided
to not allow it to happen and then the
startup disappeared not as easy to be an
entrepreneur there it’s still a
communist country
sorry it just is and so all these things
can be problems right there’s a
competitor with a billion dollars who’s
also skilled and punches you in the
mouth and knocks you out in the first
round right the world changing I mean
there’s just a million obstacles right
the media one bad coverage of you a
moment in time you know what I think
about a lot you know what I think about
a lot let’s get really real this is why
we did this show I always I’m a human
being and I always think about a moment
in time what if I just say the wrong
thing at the wrong time right what if I
call out China for being a communist
country in an episode while I’m on a
rant and somebody who’s watching doesn’t
like the way that tastes and it takes
away a business opportunity for me in
China in seven years even though I’m not
trying to saying it just things that I
saw what if what if you know what if
what if I look down on my phone while
I’m driving even though I’ve really not
done that and I hit somebody and I kill
them and that becomes the story and they
like forget about the story about what
you think of me I will never recover
from that because I killed somebody
because I needed to check a tweet these
are moments in time so there are so many
things that can keep you from being
successful right the people that you
invested in having something bad happen
to them so it slows you down my friends
there are a million reasons why not
but there’s one great reason why which
is you’ve just got a persevere no matter
what it is it’s just the way it is it’s
hard being an entrepreneur it’s hard
building a business everybody thinks
it’s so easy that there’s an entitlement
there’s a disaster zing in China here
because my us thing right now there is
an insane generation of 18 to 25 year
olds right now that think they’re
entitled to having a business because
they saw the social network movie and
everybody’s decided if you’re a kid and
you know what tech is because you used
Instagram early on you’re entitled to
actually build a business building a
business is hard and you know what makes
it really hard
everything that happens every day of
every moment so you can pick time you
can pick money as the one or two things
that you think stopped you from winning
your game but the truth is there’s a
million reasons 99 percent of businesses
go
for a reason and that reason is it’s
hard and so if you’re watching this show
I’ve got a sense of who you are and you
need to start creating layers and layers
and layers and layers of skin to be able
to get through because the glamour of
being an entrepreneur the goodness you
know you get very confused by my
optimism because it’s my optimism I
can’t help it it’s just how I roll it’s
probably one of the variable 1% reasons
why I’m successful but please don’t get
it twisted this is hard every day is
hard and if you don’t have the stomach
to weather the storm you will not be
successful and by the way let me throw
you a real weird curveball and that’s
okay
people have to look themselves in a
mirror and understand if they’re number
2 3 4 5 6 7 an organization that has
differences of being a number one but
maybe that’s where your skill set sits
maybe that’s how you make your fortunes
and Happiness and all the things that
you’re looking for and so that question
got me going a little bit Steve because
it’s endured the context of excuses and
I will never make it excuse everything
that’s a problem with me everything I
don’t achieve everything that’s a
problem at vaynermedia and everything is
my fault and I I succumb to that and I
respect that and I actually think that’s
the way it should be and so I’m no
excuses my friends nothing in life is
free nothing happens overnight it all
takes tons and tons of work and tons and
tons of talent and tons and tons of
serendipity but my friends luck
serendipity there’s a forced culture
within that you know you don’t just sit
in your room hoping and then something
lucky happens nobody just knocks on your
houses door and it says congratulations
you’ve been awarded this luck comes from
being in the right spot
I’ve been really lucky because I bleed
out of my eyes every day of my life and
work my face off get really lucky when
you have that 11:30 p.m. meeting and
we’re the lucky thing happened pretty
cool since all you were sleeping I was
pretty lucky weird that I scheduled that
meeting because I did a ton of things
for 30 years that allowed me to even
have that meeting in the first place
that gave me the leverage to have that
lucky thing to happen
there’s no overnight successes periods
they don’t exist show me
leave a comment YouTube leave the name
explain to me tell me show me let me
know
show me the overnight success because
I’ll show you you justifying in your
brain something that is just not true
period thank you so much for watching we
made this video because Cameron black
will ask this too if you have another
entrepreneur you want us to profile
leave it in the comments below we’d also
love to know which of gary vaynerchuk’s
top 10 rules meant the most to you what
you’re going to take home from this
video leave in the comments I will join
the discussion thank you so much for
watching and continue to believe and
we’ll see you soon
Please follow and like us: