Branding and Selling Conversation with Eva | #60SecondClub Winner

So big following on Facebook. Um we have about a million uniques to our actual uh website or our blog a month. Nothing on Instagram. And we want strategically to uh do something especially I think with Instagram now moving a little bit away from the branding and giving I think well it's funny cuz I was just about to blurt out this is your opportunity to do more brand. There's a big difference between the way HubSpot marketed their product and a lot of other people. And the reason it was successful is they did both. How did they do both? Yes. They spent money on things that weren't directly correlated to [ __ ] driving people into a conversion funnel and selling them. Yeah. Okay. So, they invested in both equally is what you're saying. I don't know. Right. I would tell you that if you can afford to, you would only invest in branding. if you can afford to. Okay. Got it? Yeah. Cuz what branding does is the following. Here's what branding is. Branding is getting married. Okay. Got it? Yeah. And selling is hooking up. Okay. Like why did I buy these? Not cuz they cookied me, right? I'm fascinated

by that. It's why I'm winning, right? I'm branding while everybody else is selling. So, how would you go about even the only little things I sell, like the only two and shirts, right? Like, it's branding. It's branding, right? I don't want I don't give a [ __ ] about the money. That's it. Got it. That's where people are confused. I like when people are like, "Gary, you say everything is free. " I'm like, "Sorry for the $13 book every 3 years," you know? Like, I'm like, "I'm not I don't need you to buy it. " Like I don't stop my sentences and then put up a payw wall. I give complete thoughts. You don't need to buy anything. Got it? Yeah. Even so to my point, if people were smart enough to understand what I'm actually doing, I'm doing branding where I make my economics. It's still just reinforcing branding. Speaking is branding. It's awareness, right? Like if I like I'm just laughing because do you know how easy it is for me to build a business that's like hey everybody pay me $1,000 and this what I'll give you and like convert it. I mean it would kill it would kill. I would make $50 million a year. 50.

But when you're trying to be a billion dollar player you don't care. You know you think you've got more. And so I think people brand and sell predicated against their talent or at least their belief of their talent. The quickest way I know somebody doesn't think they're big time is by their short-term behavior. Now money is important to make. Yeah. I'm blessed that I don't need to monetize my audience in what I actually do for a living. And I actually think what you're doing is smart. Like you need to build content and those things for your business. What I don't what I think you need guys need to tweak is you can't be 100% DR sales. You need to start with 20% of all your stuff is just for the branding of it all. Mhm. Like why don't you have a dinner with your 12 best customers and then film the conversation and then put that out? I was literally going to do that in New York with this guy. But yeah, there you go. You you've got it. You're you're being very intuitive. Okay. Like based on a couple of things that are going on here, you need to get the to the mark. I mean, how many people in the company? 60. Is it small? How long you been there? I've been there a year and a two months or so. Do you have the ear of the CEO or the marketing head? Yeah, they that would make sense to me. It sounds like they're smart people. If you've got their attention, you've got my attention. You need to push be like, "Hey, I don't want to step outside my bounds of what I do, but I believe in this. " Okay. And Gary Vee said it was cool. You know, like you've got to figure it out because you're right. You're up. Your your body language is going to the right place. Your water is getting If you do you think this is just a side question, do you think if you didn't get the success that you got with Angel Investing? Would you have

done things differently? No. Because it's how I built Wine Library. So you would you think I had nothing. But timing wise, do you think you'd be able to do a lot of the giving back that you're doing now at this scale? Yeah. It's the thing that I did. It's how I built Wine Library. Okay, cool. I'm just patient. Like, what's everybody in a rush for? Like, I promise you, if I asked everybody, hey, do you want to make $10 million in 3 years or do you want to make $50 million in 11? Some people would take the 10 and three. That's fine, but I don't know. I like the 50 and 11. Just better. I think people get confused, and unfortunately, I didn't document this at the time. So, so here's something interesting. I was about to say, I think people get confused cuz I wasn't documenting my life and thoughts when I was actually being patient in my 20s and now they see it. What I don't think people realize is I'm nothing compared to what I'm going to be. So, when I'm going to be the guy like the not nice cold status amongst the smart sure homies. Um, then this is going to be interesting, right? real interesting when, you know, when I sell a company for 1. 7 billion. This is going to be really interesting when I buy a brand and flip it. This is going to be really interesting when I make my I know that I have another Facebook and Uber in me. Like when I make that, but I'm going to put 5 million into it at a $10 million valuation, own half of it, and then this is going to be interesting in 25 years when people can ask me the same question like, "Would you be giving back? " can I'm like, "Yeah, go watch Daily B 158. " You know what I mean? Yeah. Yeah. Got it. Yeah. I got it. My version of that was I was a 22-year-old kid and I worked every minute. Yeah. That was my giving back. I couldn't fly people from to I couldn't give them my time. I couldn't do these. I couldn't give away tons of like But what I gave was my time. When you don't have money, you give your time. That was my patience. That was me being in the store helping a manager get better 700 p. m. to 10 p. m. on a Saturday and training him on how I want to do it instead of going home at 6 and going to the city and having a date. Got it. Mhm.

We're 10 minutes away. Thanks. Oh, I meant when we get there to the airport. Gotcha. One of the things I thought um so I've been in the tech world uh for all my career, but I have a lot of friends that always asked uh whether or not I would um start my own thing, including my former CEO. It's like, do you have any uh desire to do your own thing someday? Yeah, you have such a confidence kind of vibe, which makes sense. But it's it's funny because my answer was always no. Like I I think I'm a very um and until you said it in your content, I'm I think it really stuck with me. Like I'm a very good number two. Yeah, I get it, man. I think I love being like that. So, I'm going to say something that pisses me off that D-Rock is catching this cuz I've said it here and there, but I don't think I've I don't think I'm going to be escaping this one. I secretly wish I was a number two. It's the best job. Yeah, you get

a lot of the economics. A lot a lot of the perks and a lot less of the [ __ ] Yeah, cuz you're still number two. When you're number one, you're professional janitor. in the shittiest spot ever. You've got it. It devastates me that my hard wiring forced me into the narrative. I I'm obsessed with number two. It's the gig. It's just great. You still can impact. You can do so much. Yeah. And there's just still something about not being the last line of defense. You still get to look at somebody else and go, "Really? " Yeah. And uh and for me, the way I am theoretically, I wish I was a number two, but for me, like even it's so funny, even though I just made that huge rant, like I could never look at somebody and say, "What are we going to do? " You know, it's funny, but it's a good gig. And I think even more interestingly, I think number three and four and five, I mean, if you are if you can be impactful, there's people in my company that are number 57 but have a lot of influence and that's a really great gig. You know, but that's everything's relative, right? That's right. Yes. That's right. Like the 52 at Facebook like rolling around in uh Oh my god. more money from a financial standpoint. Number 52 at Facebook is going to make more than 99. 9% of number ones. For sure. That's why I always remind people that interact with me. This is where I think Brock is very smart. Been watching his whole narrative. Like you got to be smart when you catch

a tiger by the tail. You really do. Handsburg thing. She was just told you say no to a seat on the rocket ship. I think it's like Yeah. Right. Right. center. Yeah, you just take what seat whichever seat's given to you. And I love the meritocracy of it all. Like the people that jump off my ship, I'm such a son of a [ __ ] when it comes to the competitive nature of business. Like I love them and I feel sad and I want nothing but great and I genuinely genuinely wish they go on and do bigger that if they stayed with me. I really do. However, I'm excited to knowing that that's probably not going to be the case. And I can't wait to see that. That's why I love business because you can be a good guy and you can be an assassin at the same time. And if you know how to balance it, you can really pull it off. And I love that. I love business like that. I love that we can pontificate back here. I'm a number two. I'm number one. I'm going to be all time. And guess what? It's going to play out. That's why I actually think what I do is pretty interesting. I'm always curious about am I completely insane or is it meant to be? I do you know it's insane that I've painted such an aggressive narrative that I've opened my mouth in such a big way that I can achieve unbelievable greatness and still be looked upon as a failure by the masses. Mhm. Cuz you set the expectation, right? Yeah. Like the high percentage of people that believe in me will be massively disappointed if I'm not able to achieve $4 billion worth of net worth and be able to buy New York. Like I could literally be the first 800 I could be the first person ever to make a billion and be a loser. Everyone, you're going to hit But you know what's funny? I actually as I sit here realize how much the journey is the only thing for me. Like it's crazy to me. So it would be insane to do that and it's crazy when you look at the math of what I'm doing and it makes me realize how little it actually means to me. Like just the legacy means more to me. I really mean it. Like I've really gotten into a great place with this. Like I love it. I love the impact I'm having on people. What when did you realize I'm sure you've said to this some point that you wanted to buy the

Jets? Very early on. Somewhere around fourth grade. Really? Yeah. Right around the time I realized I couldn't play for them. I was like, "Wait, these other kids are faster and bigger. I better just buy them. " you know, strategy. Yeah, it was a competitive move. Like, okay, you're Oh, okay, you're better at it. What about when you play for me? Right. What about when I'm signing your check, dick? That's what happened. That self-awareness at a young age. Yeah, that uh Yeah. You know, I'll be honest. I uh I'm real curious to see if one of my kids has it cuz it is in hindsight, it was I mean, people aren't blessed with it ever, let alone having it. I mean, so I punted school. I It took me a long time to understand that about myself, but that's why I gave up on school. Just knew it wasn't going to matter. And when you really genuinely don't think it's going to matter and you're in the fifth grade, sixth grade, you know, then you're able to like kind of enjoy it cuz I hated it. But at least I didn't have to do anything. Yeah. You know, like I didn't believe in anything that was going on. Yeah. But at least I didn't waste any I mean I I think in ninth grade, freshman year of high school, which is a pretty essential academic year, I don't think I opened a book. I think I took books home. I think I put the brown paper bags and covered them up, you know, protect the cover. I think I drew on them. I think I put them in my book bag. And I actually believe that I never opened it. Mint condition. You should sell those. are probably worth some great flip those on eBay. That's very cool. Why did you ever do college if you knew? My parents wanted me to and I didn't. It wasn't a fight that it was a fight I tried to have, but my mom wasn't I wasn't beating my mom. My mom was My mom's undefeated, you know. It's the true answer. I would have loved to not. Actually, that's not true. I'm so pumped I did. It made me grow up. I grew I went to a really hardcore college. Uh got very cultured, met a lot of stuff, grew up I became a grown-up, you know. You don't think you would have done so in the same amount of time? No, I think I would have been different. I think a lot of my swag comes from the urbanization of my four years of college. Um which I think is bodess well for me. I think people can taste it. And so I think that worked out. And you know, you never think these things are Yeah. You know what I mean? I mean, yeah. I mean, I'm the first day I walked into college, the internet didn't exist to me. So, like, let alone thinking 20, you know what I mean? This is what I try to tell youngsters like you, Drock, like you're so young. Like, do you understand? Like, there's so much more to go. Yeah. I feel like whenever uh people ask what your 5year plan is, I'm like, if I feel it like I can predict my 5year plan, I think I'm probably not going fast enough. if I'm actually where I am in 5 years. I mean, the I couldn't even imagine, you know, as much as I predict, like you don't have any clue what the world's going to look like in 5 years. Yeah, it just changes way too fast. Way too fast. Like way too fast.