Gary Vaynerchuk Summer Intern Fireside Chat | 2016

- [Man] My question is what was the or what is the most important year in your life? (Gary sighs) (laughter) - I think the most important year in my life was the first one because I think-- - [Man] I'm talking about in business. - Oh, in business. I would say the first one. I had unbelievable bravado going into my dad's liquor store, right? I'd been working in it since I was 14 so had a lot of experience. I was a completely shit student and my whole claim was, you know, I'm a shit student but I'm gonna be more successful than all of you when I talked to my friends. And so, like, I really talked a lot a shit and so that first year I just remember being like obsessed. This really fun to tell you guys 'cause it's basically around the same age. I don't know if you can imagine, may be you can depending on how you roll, the I ended school I drove from Boston to New Jersey and worked in the liquor store that night and basically didn't stop for seven years but let's say didn't stop in at first year. Genuinely, again at this young of an age no Jersey Shore, no dating, no hanging out, no wiffleball, no nothing. 7 AM, liquor store 11 PM leave every day, seven days a week. Sleep on Sunday 'cause it was a half a day. Right? Like just fucking pot committed all-in and what happened was at the end of that year the business went from 3 to 10 million in the first year which is if any of you come from a family business or it's not super hard to understand when you don't come from a whole, whole lot that is such a big difference "wait a minute," minute I had to buy a car at a garage sale, "AJ got a new Lexus. What the fuck? " It was such a game changer so it was the first year because I think that a lot of pent-up bravado. But I'm sure I had, I'm trying to recall, no, I definitely had, I definitely had my 1% of doubt. Well what if I'm just full of shit. What if I'm talking too much shit, like what's gonna happen? Having that first year under my belt and having such a crazy success it allowed, I mean you know, it's been on since then, right. It has been very difficult to like believe in myself since. - [Man 2] Alright, so, would you say-- - How are you guys, how you guys hearing this? Okay? This probably better. You might get some weird chin action. (laughter) Don't look. Go ahead. - [Man 2] Would you say your upraising and your relationships to your family as a whole correlates to your relationship to your employees and how you--

- Yeah. I absolutely easily with no hesitation will tell you right now that my mom has a bigger impact on this culture than anybody besides me. 100%. The way I was parented and obviously the DNA that I think I took from her, yes and very weirdly and, you know, I would tell you that I saw my dad do a lot of things I don't believe in. You know, as a Soviet businessman. I was mad at him as a kid, now I understand it much better. When you grow up and you guys are all about the age my dad was when he came to America so you've lived your whole life, if you go move now to a communist country or somewhere that's very different than America, everything that you've been taught here comes with you. In Russia, it was communism which meant everything was the black market. Which meant at every business in Russia people stole, every one. Every business in the country since it was owned by the country for people to survive, everything was done on the black market. So if you worked at a food store, you stole from the back room and then you sold that shit on the black market and that's just how the whole country worked so my dad really looked at his employees as his enemies. He didn't trust them at all. And it created a very negative culture. As a 14, 15-year-old kid working my dad's liquor store, they hated my dad which they took out on me. I wasn't super tough. It sucked and so I saw the things I didn't want and then I had my own natural DNA the way I was parented so I would say yes, it is, no question, the foundation. - [Woman] Hi. - Hey. - [Woman] So obviously you have to be pretty ballsy to run a business like this, you're not very risk adverse. How do you evaluate what risks are worth the reward or do you just kind of jump in with both feet?

- I jump in with both feet once I make a binary decision that it's worth the risk. And basically my judgment on everything we do including this fuckin' rent is scary as shit. You know, so even stuff like that. Basically, I think about doomsday. I basically can afford if this company goes to dead zero from $100 million revenue that we're gonna do this year to dead zero I can afford personally to pay off the 10 year rent of this place. So I basically make every risk based on if everything goes terrible, does it kill me? As long as the answer is no then I'll do it if I think it's interesting. Basically, I take it right to deathblow but I will never bet and a lot of people do that on deathblow. Lot of people make bets that if they don't play out they're dead. I do not do that. That's my immigrant in me like I won't let bad happen but I go right to the edge of that and as things get bigger they become bigger bets so you're right I'm super, I'm only comfortable in risk. I'm uncomfortable in the alternative and so right up to death. And death being, in the sense, out of business. I'm very comfortable if VaynerMedia has to go back to six people. I prefer not, that would feel weird and bad but I'm comfortable. I deserve it means I fucked up a lot in a row. - [Woman 2] You talked about that one person (inaudible), how do you approach that?

- The truth is I think I might've fabricated that 1% of doubt as, I don't if you heard of the trying to remember if that was there, I basically deal with doubt by not doing anything that I have doubt in and only doing things that I have complete confidence in. I'm a little bit countercultural to this. I think you shouldn't work on your shortcomings. I'm serious. I think you're far better off putting all your energy in accentuating your strengths then spending your time on your shortcomings and so the reason I feel confident is 'cause you've never seen me read in public because boy would I feel, don't even read at Passover fuckin' dinner. I don't even like reading my daughter now really knows how to read and I'm like (groans). I'm not gonna read to her anymore. Let's make up stories, Misha. Like, I'm such a poor reader, I'm being dead serious right now but then I can speak in front 25,000 people like I did last week like cake. Right? To answer your question, I think for me to give you the real answer, for me I level it up and just eliminate things that bring doubt into my world and just don't do them and only spend more time doing the things that I'm good at. That might've worked out for me. There may be some hard-core things like confidence in itself. This doesn't map for everybody but that's my real answer like I mean there's a lot of things I know I can't do or I would have doubt in, I just don't do them. And that might sound weird but like it's just the truth. I don't know. I just don't think there's that much time. I really don't want to use it on things that I can't solve. We have way too many things are hardwired into us. It's kinda how I think about minorities and sexism in the market like you can sit here, there's minorities in here, there are females in here, there's people that came from bad family situations. You can sit here and list everything that is bad about why you don't have as easy as the white boys in here. The problem is nobody gives a fuck. The market doesn't care. In the same way it will reward you, it doesn't care where you came from. If you've got the best product, if you're the best at it will reward you. It's the thing I'm most proud of here. It's why people win here like I don't care. I even, we even higher Patriot fans. (laughter) You know, so like that's something I would really. (laughter) That's probably the one prejudice thing of Vayner. So, you know, I think of doubt that way too. Dwelling on how you wish it was or being aspirational to this nirvana of a perfect world is about as big a waste of time as it gets. I'd rather just look at what it is and go. - [Man 3] So at the all hand meeting, you emphasized speed. - [Man 3] My question to you is actually piggybacking off of what James mentioned at his fireside chat about controlled speed and chaotic speed. - Yeah. - [Man 3] What's your take on making sure that VaynerMedia continues at a controlled speed and how can you apply that to us making sure that our careers in the future we maintain

controlled speed not chaotic speed? - Well, I mean I have no way of really controlling that for you other than inspiring the debate within your head if you thought about, if you never thought about controlled speed and chaotic speed before you leave this experience with like, "Oh, that's something," and you may recognize it in the wild one day, right? As far as how I think about it, I think that much like culture or meritocracy or anything in life, it depends on the judge and jury. I can promise you that the Mendoza line difference of what I think is controlled and chaotic speed and what James thinks is control and chaotic speed are very different definitions. Just like what you may think is pretty or cool or relevant is different than other people in this thing. So I think it's about understanding yourself. I'm way more comfortable going chaotic than James is and I think it's super in control. It's why I've had businesses that have been successful. You know? I mean I love when I bring in people like James or even the way AJ looked at the world or other people they're like, "No, no, no," I'm like, "No, no, you don't understand, "I've done this. " I do this. Like how do you think we got here? Because if you go too controlled speed we're still 49 people doing 6 million. So how do I define it? The results. - [Woman 3] You talked a little bit online about what you think a political candidate should succeed in today's world. Can you elaborate a little bit on that and would you ever take on a political candidate as a client?

- I wouldn't take on a political candidate as a client right now because I don't think the maturity of this company is in the right place to do that. I think it would be a lot of conversation and a lot of emotion debate in this company if we did. I just don't think that's the right thing to do. As far as what I think they should do, attention arbitrage just like the VaynerMedia does. Like everything is based on that, nothing else. Where is the most underpriced attention and I would try to get that. And so it comes in a lot of different forms. For example if I was running for President United States right now I would spent all my time in the battleground states and I would try to scale one-on-one. I would literally be in Ohio right now knocking on every door. And maybe I'd have DRock following me around to make the content that I need to spread for the rest of the world but I would be there one-on-one because that's where I need to win. Got it? So I think it's doing hand-to-hand dirty combat, getting dirt under your fingernails where it matters and then using content collection along the way as distribution. So whatever I told Anne-Marie in Dayton, Ohio might've been smart and cool or clever or quotable, take that clip and deploy it across the entire country. Got it? But be in Dayton, Ohio but be in Florida because that's gonna be it. Ruth. - [Ruth] Where do you think (inaudible)?

- Where do I think this company's gonna be in 20 years? - Ruth, I've no fucking idea. (laughter) - [Ruth] What are your dreams? - You know, Ruth, I don't really dream about stuff like that to be very frank with you. I don't know if I ever thought about, you know, I took over the company really day-to-day five years ago. We're 30 people and I don't know if I, I didn't think five years ago I'm like, "Ooh, in five years we're gonna "be 700 people in this. " I don't, I really just think about buying the New York Jets professionally and then I don't think about anything else in-between. I just kind of execute and I feel like if I execute, it will work itself out. You know? But I will tell you on a more strategic level. I knew that I wanted to build the best marketing machine in the world whether that meant because I wanted to have it for myself to sell stuff, to if one day I do want a political person in place, I can do that. I knew, I've built this for myself. Like the reason I know VaynerMedia doesn't sell is because nobody is to pay, for me to jump off of having this for myself is not at number that any sane person would pay for this company. Right? - [Emily] You mean doesn't sell. - Right. - What do you mean doesn't sell?

- Well like why won't I sell VaynerMedia? Right. Like the reason I won't sell is 'cause I want it for myself and if I sell it then I'm not in control. Now, if your an old school wrestling fan like I am the Million Dollar Man used to say everybody's got a price and he's right. If Viacom wants to walk in and pay me $5 billion for VaynerMedia right now, I'm fuckin' selling but I wouldn't sell Vayner for a billion today and it's on paper worth 350, right? So like nobody's gonna pay what I want to give up the dream of having it for myself. And so when I think in long-term, I just want it. When I look, you know what I think about, Ruth? You know actually what I thought about when I walked here. I said, "I wonder if the CEO of "VaynerMedia is sitting in this meeting today. " I think about who's gonna run this when I decide to use it for something else. If I go and buy K Swiss sneakers because I think I can compete with Under Armour and Nike because we do our thing better than anybody else that means I'm gonna be the CEO of K Swiss, who's and the management team of this company so I think more now about who and when then like anything else. Hey. - [Woman 4] So I'm on the animation team, (inaudible) - Yep. - [Woman 4] (inaudible) for ad work, where do you see VaynerMedia in five years in terms of different in order to compete with all the agencies out there? Are we going to be doing more VR stuff? Or where?

- Guys, I figured I'll start repeating the question. I realize I'm not setting you up for success so how we are we gonna differentiate in five years? Are we gonna do VR stuff? How are we gonna be different? I think the reason we'll always be special, especially if I'm really controlling it, and by the way I don't know if I'm gonna be CEO for 15 years, 3, 19 as long as I'm the CEO we're gonna win because I'm really good at buying underpriced attention. Right, so like the way we're gonna differentiate is the way we differentiate today which is we just fundamentally understand the current state of marketing better than others. And so that's it. That's the easiest question for me the answer because I don't know anything other, of course VR, of course AR, of course the thing that Karen in Tulsa, Oklahoma, you know is right now inventing that's can be important in three years. Yes, because I only want to break us. The only job I have every day is to wake up and put this company out of business by us being the ones that put ourselves out of business versus letting somebody out there do it for us. Got it? So we'll only innovate. You guys heard all hands-on. The only thing I can promise is change. You don't like change get the fuck out because this is not gonna be a good place for you because it's the only norm. And just so you know at scale, big companies, hundred people, 10 million in revenue that gets hard. People don't like change. You're on the little bit of the younger side but even your own DNA may not like change. Change is what most people hate. Definitely after certain period in your life, mid 30s, hate and even 50% of this young crea hate 'cause it's hardwired. Change is hard. - [Man 5] So I'm in a similar situation you were like 20 years ago. My dad owns a hardware store-- - Yep. - (inaudible) what are your tips on improving it and also what platform should we be using (inaudible)?

- Question is he's in a similar spot as me. His dad's got a hardware store, he wants to blow it up. What general advice? So I'm gonna give you a very interesting answer. The first you have to do is get religious and mental buy-in from your dad. It doesn't matter what the tactics are. Shopify, Micmac, you know, NFC technology, multiple locations, JVs, influencer marketing none of that shit matters if you don't have the room to do it. So let me ask you, do you think you're gonna have the room to do it? - [Man 5] Yeah. Dad is super open. - Great so then, then I think sure. And what I mean by that is you're here, you're paying attention. I'm not gonna tell you anything that's super crazy. If you're not on e-com you gotta make that investment. It's gotta be Shopify, it's got to be Amazon services, eBay my biggest advice to you is to build the brand. Hardware stores are not differentiated. Is it in New York or New Jersey? You know, as you know like so many people go to hardware stores here completely based on location. It's completely convenience based. What you need to do and this is what I did in my dad's store, I remember thinking in retail everybody says, "Location, location, location," right? And I remember thinking that's the only thing I care about breaking and I think if you have that religious mentality that the one thing you don't want to be at the mercy of is the location of the store then you start thinking about selling to people through online. becoming a destination people want to go to. Why? Is your brooms and screws and drills so much better? Absolutely not so the fuck are you gonna create? So you have to crate that differentiation? - [Man 5] Thank you, man. - You got it. - [Man 6] Do you think soccer leagues overseas-- - One more time. - [Man 6] Soccer leagues, soccer teams-- - Soccer leagues. - [Man 6] they have-- - Brands on the jerseys. - [Man 6] there's been talks about the NFL-- - Not talks, the NBA is doing it. - [Man 6] Right. So what do you think will happen with them bringing brands and bringing sponsors on to jerseys in the four major sports? - All-- - [Man 6] If you somehow owned or was the manager for the NFL, NHL, NBA what would you want to do with that opportunity? - So I think it's inevitable that all four sports, you have to understand, sports is business. The NBA's gonna do this, we're not gonna freak out that there's a Pepsi logo on the Bulls jersey. We don't give a fuck. The leagues will realize that. The next day they'll all do it and that's going to be a big business for them because I can tell you one thing I don't want our clients to do: buy signage in stadiums. Because it's overpriced. Because when I was a kid you go to a stadium and during stoppage of play you looked around because you have anything else to fuckin' do and you saw the Pepsi sign, oh Pepsi. Now you grab your phone and you don't look around and they're just overpriced. Signage is shit in stadium. It's one of the most overpriced products in the world and the brands are getting pissed and they want, you're going to have to look at the players so I think everybody will do it. - [Man 6] How about (inaudible)-- - Yep. - [Man 6] (inaudible) on a jersey would be more like-- - 100%. Remember I only trade attention. I can promise you as much as you look at the table the one thing you're always looking at is the fuckin' player. Yeah I think they're gonna be pimped out head to toe with every fucking logo you know. (laughter) - [Man 6] Thanks. - [Man 7] (inaudible) last year of school. - Yeah, sorry. (laughter) I'm kidding, I'm kidding. I hated school, you may love it plus it's so fun. It's so easy and you're gonna hookup, have fun. (laughter) - [Man 7] I mean it's probably the last chance to get to learn any skill that you think you'd need to learn without having to go and do that on your own and a chance for someone to teach you. So in this industry what skill do you think we should make sure we come in before graduation?

- You mean on the side or in the classroom at your university? - [Man 7] In your classroom. - None. - [Man 7] So on the side? - It is my 100% belief-- (laughter) you know I think the question is what you we learn in our last year if it's our last year since we're getting paid to learn or I think you're paying them, oh, you're paying to learn? Yeah, okay. (laughter) Yeah, man I got to tell you like the whole college business model is the most fascinating so, you know, and that's the point, right, you're literally paying and I genuinely believe in marketing there's not a school right now teaching anything that's right. They're just not. How many of you are in marketing classes? What is it look like? Right. So like fuck me. Anyway, I think the best thing you should do, to be very frank with you, bro, honestly I think you're about to start the part of your life where you're gonna learn where it matters on the field, right? I may throw you guys for a loop on this one, I actually think you should just enjoy the living shit out of this last year. I'm not kidding like, you know, if you're me well then you be selling shit and starting a business on the side anyway but if you're not like dying to do, I wouldn't've gone to a fuckin' internship. I was broken like, I could only do it my way, you know? Like I barely even went into my dad's liquor store. I was making $3000 a weekend selling baseball cards when I was 14. I was good. I think that my intuition is if you even have this internship, right, that the real answer is fucking don't fail I guess 'cause maybe your parents would be upset but then like, I don't know. And if you want to learn, I think you'll learn more, the truth is unless you start your own business which will take a lot of time which I'm trying to debate is that valuable to you in last year when you should probably milk this ridiculous year that you're living which many may think is the greatest single year of your life. Right? Other than that you're gonna learn more in the first hundred days of your job coming out then there so to me it's us back to betting on strengths and weaknesses though the value exchange here feels like fuck it, just you know. Yeah, you're into that? Sounds like a good strat. - [Man 8] How would you suggest an intern, a low level employee, you or someone above you (inaudible) without being an

asshole about it? - First, to make sure that you always deploy a lot of humility because nobody wants to, because you might be wrong and if you're wrong you're fucked. Because if you're the intern that said to my face this is garbage and you're wrong, that's bad. Now if you're right, it's phenomenal so I, even if you really closely pay attention to my public content, I'm really good at giving you honey before I give you vinegar. So my answer is to hedge it. Like, "Hey Mark Evans, "I think your, you're the best and "I really don't know. "I weirdly for some reason feel "compelled to tell you your idea is shit. " Right? I think you have to hedge it. Because you have to really be sure you're right. Plus the other thing, my man, that you really need to pay attention to David is it's subjective. So one of the biggest problems is you may have something that's an opinion and then you're telling somebody above you that they're wrong, there's no way to prove if it's wrong or right and they're just going to impose their seniority on you and it's gonna suck shit. That's why the battles I fight are, you can prove them out. You know? I also think you should go home and try to figure out why that matters so much here because I think it's actually a very interesting question that has both good and bad in it and you should break it down. We need to jam on that. - [Molly] I know earlier this summer you made a video about internships,-- - I did. It did really well. - [Molly] but last summer I read an article that you-- - Uh oh. - [Molly] yeah, I don't want to misquote you but the jist was, "The intern program is bullshit "and you should be emailing someone, "getting in touch with them--" - Yes! - [Molly] and it would be more useful in shadowing them. - I'm a big believer in that. - [Molly] But my thing was I was frustrated-- - Frustrated? - [Molly] Yeah. - 'Kay. - [Molly] Obviously, it's really hard. When you really admire someone and really came to you and your email signature says, "Basically I'm really busy. " - Yeah, go fuck yourself. Go ahead. (laughter) - [Molly] I guess my question is like if there's (inaudible) that's very high up.

- Molly, what do you want to do when you grow up? Do you know yet? It's okay if you don't, I'm just curious. Do you? - [Molly] I think I want to work in this space but I'm not sure. - So to me like if you when I hear that somebody wants to be the next Puff Daddy or the next me or the next whatever anybody wants to be, whatever, whatever you want to be, at whatever level, right, I genuinely believe that you should spend all your time to try to go get an internship to be as close to that person as. If anybody here actually want to be the next me, I think that they should have tried to be the intern on my team versus an intern at VaynerMedia, I believe that. I genuinely believe the closer you can get to the sun of what you want to be, the more likely you'll learn. - [Molly] My question is like how do you do that? - By relentless fuckin' pursuit. - [Molly] Even if your email says, "Don't talk to me for a year. " - Especially. (laughter) I mean that. It's just the audacity to find the right balance, it's really actually interesting. It's not super different than David's question in some ways how do you find the right cadence and balance to be aggressive without being fucking annoying? There's people to try to reach me every day, lots of them, some of them immediately through the first three attempts go in to I will never fuckin' interact with this person ever because it's coming from a bad place. I get to be the judge and the jury of that's what it tastes like and other people win and eventually get their at-bats. There's a kid I met today for five minutes like some these people tried for 15 times to get like, to me it's like if you want it so bad. First of all, there may be 34 people that look like you want to be. Right? So, you know, there may be 11 hip hop business mogul people and you can go right down the line and try to hit up Bird Man and P Diddy 50 times each, right? I think it's worth that, Mol, honestly. it. You have to understand the upside's greater than the downside. To me,-- - [Molly] How do you say (inaudible)-- - How do you make yourself stand out? - [Molly] How do you-- - You need to understand that person. So you fuckin' really try to figure out who they are. One of things I would do is follow them heavily on social and figure out what, there's a lot of ways to break through. For example, everybody thinks the best way to get a hold of me is to write in the email subject, "I am gonna help you buy the New York Jets", "I've got an idea that's gonna help "you buy the Jets," "I'm gonna help you buy the Jets. " The problem is that's what everybody does which means that none of them get through. The answer is I don't know because everybody's got a different unlock. Here's what I do know about Ron Howard and all these different fancy people I know. All of them have been penetrated, all of them. Because winners want to give other winners at-bats. We feel guilt and we have to payback to the thing that put us there and they all do it. And so to me, I think you know it's fuckin' cool to try to like pull that off. And I actually think, especially when I think about it from a college, still in college internship level I think it's a fun journey. I actually think it's a cool content series to start in September and spend all of September through like March trying to become an intern on team XYZ. Think it's kinda cool. Yeah and you know what's funny? It's actually got similarities to my advice in that video which is I think the KPI for you guys being here is there especially Vayner, especially if you are considering to be in this industry, there are 100 people in here 50 which you can be very unbelievably senior here one day and 50 that are gonna run shit out there that was worth the hello. I love that you run in little packs with each other and that's great but you can run with packs of each other in fuckin' October. This is the easiest place to randomly say hello. Your friends and homies have much time for jobs to penetrate that where they're at. so I just think it people make the, it's all people. It's all fuckin' people. 80% of you got here because of people. You had some rabbi that got you into this fuckin' place. (laughter) It's gotten so hard for us, to your point, our biggest problem right now is everybody wants their child or best friend's child to be an intern here now. Next year's a disaster. I got like a fuckin hundred-- - We just need another floor that's my only. - Got it. Okay. - We just need a seat for everyone and then I'll be very happy. - On it. - [Man 9] Sup Gary? My question for you is technology is advancing at an incredibly fast rate nowadays. - Yes, Merritt. Technology is moving fast. - [Man 9] Some insights and gaining information on people. What do you think about the way that companies are doing it now and in the future? And do you think that the individual's privacy is being (inaudible)?

- Privacy is being invaded 'cause you're allowing it to be invaded. You're giving up privacy every fucking day for convenience and time. They're not invading your giving it up. You know you're being watched right now. You don't give a fuck. - [Man 9] It's true. - I know. (laughter) - [Man 9] Do you think we'll give up more in the future? - Here's what I think happens. Do you guys know who Len Bias is? - [Man 10] Yeah, basketball player. - Len Bias was one of the best possible players of all time in college and unfortunately two days after he was drafted third overall in the NBA he died from a drug overdose. He overdosed on cocaine. He was from the University of Maryland. Nancy Reagan was super anti-drugs very conservative president on that issue and the gun, and the gun it's funny where I'm going with this you can see where my head's going, my punchline is the drug laws changed here forever. Here's my thing on privacy, we don't give a fuck because the punchline of society is people are unbelievable. As much of the mainstream media wants to tell you about the one person who has emotional issues that will shoot 25 people in a club and it's the worst. You know what? Do me a favor if you're curious about this, do you know that CNN did a series called the 60s and the 70s. I don't know if this hit your radar, probably not. But they did. There was eight series if you have Netflix go to it. Go watch the one on terrorism in the 70s. There were more terrorist acts domestically in the 70s in this country by 10X then what's going on now. It's unbelievable actually. So what people don't realize is we paint the wrong pictures. The reason none of us care about privacy is because people are good. We're not doing that much bad with the privacy. What are you sad that Toyota's following you around the internet and putting banner ads in front of you? Right? We don't do that many bad things with it and so I think we give up privacy. Now here's the punchline I believe that somebody like Beyoncé or Rhianna is gonna get killed because of a social media post of where she is. Somebody with the wrong mindset and that everything changes that next day. Because we can kill 50 children in a school and not react but when somebody kills one of our top 10 celebrities because of this, everything will change. It's just who America is so unfortunately what I'm trying to figure out is what happens to privacy post the assassination of a celebrity on the back of no privacy. We got deep. - Yeah. (laughter) You like that one, right? That's why they're paying me the big bucks. This is the shit that I think about. - [Gina] Two part question. - Gina. - [Gina] It's not two different questions, two parts. - Not everybody's gonna be able to ask their question and you've jumped in with a two-part question. (laughter) - [Gina] The first one you can just give a real easy answer to if you want. Okay, so, you always talk about how this company is growing. - Yep. - [Gina] And there's rumors that the studio is expanding and getting a bigger space. - That's not a rumor, that's true. - [Gina] And they're all talking about how there's gonna be more open positions. - Yes. - [Gina] So May 2017-- I'm gonna be up for grabs. - Great. - [Gina] Let's rewind, you said winners give winners chances. - Yes. - [Gina] I think I'm a winner. - You do? - [Gina] And I think you should give me a chance. - Well I think we already gave you a chance. Aren't you sitting in front of us? (laughter) - So let me say this, Gina. Listen, here's the good news our ratio of people that have been interns that even as long as they were not the worst thing we've ever seen and super inappropriate our conversion rate on interns that wanted to work here is staggering. I promise you that you have a unbelievable advantage over anybody else that wants your spot in May 2017. Now, when I dig under the hood I may found out that you are the single worst person that's ever come through this organization and that would eliminate that statement. But my gut tells me that's probably not the case. - [Gina] So then the second part of it is you are like a firm believer in the whole notion that people work their way up. Like meritocracy. - Love meritocracy. - [Gina] Being said, if I were to come back here next year to get a job, right now, everybody loved me but they think I'm the best photo assistant. How do I break that notion in their head that I can do more than carry gear around? How do I get it in their heads? 'Cause the more I hustle, the longer hours I stay, I'm just an even better photo assistant. So how do I make them realize I can do this?

- That's the DNA this com--, that to me is like the easiest, that's almost as easy, I said the other thing was easy like this is easy. That's what we do every day. The good news is unlike when I promised these guys that they didn't know, I don't know. Go talk to every fucking person that works here. They got the same fuckin' story you do. 'Cause it happens every day. Cool. - [Gina] Thank you. - Just, good man. - [Justin] You speak about your dislike of modern education. - I'm not the biggest fan of modern-day education under the context of the following: anybody who takes on debt to learn entrepreneurship or marketing in today's college environment is getting fucked. - [Justin] With that being said,-- - Yep. (laughter) - [Justin] what's your advice to young adults without a formal education? - You need to find the places where a formal education isn't a prerequisite to success. Justin, it wasn't in my best interest to go try to get a job at Goldman Sachs. They weren't looking for me so I went to the place that I could which is my dad's liquor store, where the market was going to decide who I was. Not different than Molly's thing, right? Like if you're a hustler go talk to other hustlers they know what it looks like. Harvard Stan is not going to love it as much, you know? So don't sell to the unsellable. This is back to minorities, women, things that nature, find a place where it's sellable. Don't try to impose your will. Don't go try to prove to someplace where you know they give a shit about what school you went to that you've got it. They don't get the fuck. They're gonna find the kid that's got it and has the fucking degree that they give a shit about. Find the guy who disrespects the degree and work there. You're lucky bro because I didn't grow up in the environment you did. Do you know how much a hero I would've been for making $3-4000 a weekend as a kid? I looked as a loser. I was making $3000 weekend but because I got a D in fuckin' English, I was a loser. I wish I was growing up in this generation. I'd be in fucking magazines and heralded as the next this and that. But I didn't, you're so lucky. We've never lived in a world where formal education has mattered less. That's just the truth. I lived 20 years ago where anybody here who's going to fancier school than me looked down on me. Now people are smarter to be like they still may look down, and I don't think they're wrong, it's just enough people know there's a lot of alternatives brewing and shit's gotten weird. Just the way it is. Kens. - [Kens] Alright, in terms of personal branding on your social media platforms,-- - Yeah. - [Kens] How do you believe that social media has altered the way that individuals perceive other individuals and how individuals

perceive themselves? - So the question is with social media how do people perceive others differently now because of it and how do they perceive themselves? I believe that all of you are the PR agent of yourself. I believe that you guys go to places and concerts and events just to take the photo to deploy so that you can message to everybody who you are. I think it's fuckin' cool. Some people think it's sad or whatever, I think it's always happened. It's what we do. You're wearing the clothes you're wearing right now to tell us who you are. That's what we do. We express ourselves. It's just what we do and I think we now all have scale of media to do it. Now when you asked the second part of the question it gets really interesting because I do think that, for example, young teenage girl, some of you might've gone through this, social's in a little bit of a different place than some of you, one of the most interesting things I find is that I think, for people in analytics world here, I think that there's a lot of 13-year-old teenage girls that understand analytics better than people that work here because just literally putting up content looking at how quickly it's liked, understanding where it's gonna end up with how many likes pulling it down 'cause you didn't like the engagement or the, that whole game is fascinating to me and I do believe that people, some people that lack self-esteem, are wrapping their self-esteem up into their engagement, their likes, their followers and that has its dangers just like anything else has always had their dangers. So I think an interesting time but I think you subconsciously don't even realize that your PR'ing yourself at scale. That's I love live events and live divisions because I think it's unbelievable how much, I don't think people realize the rise of music festivals has a lot more to do with social media than anything else. - [Woman 5] What is your biggest challenge? How do you overcome challenges?

- What's been my biggest challenge? How do I overcome them? I think the biggest challenge I've had is, I would say the transition from, the thought of leaving my family business was really tough. Right, I didn't want to let my dad down, you know? AJ was coming and I knew he want to do something with me and I knew that he didn't want to do it with my dad. There was just a lot of-- That was really a tough period for me. I'll be very honest with you like it's no different than the 1% doubt, I'm sure you guys get this sense. I struggle with holding on to negativity. I actually think our culture is good because I'm uncomfortable in negativity. And that's why nobody's able to really roll with it more than anything because nobody's better than me. Nobody's gonna drive bigger business results for this company than me and thus if they're bringing negativity they'll bring me down enough to not let me do my thing and so, it's so funny I hate your question not only because I want to give you a good answer and I'm gonna bullshit it. I don't know. The realist answer is I haven't dealt with my toughest thing yet because the death of one of my inner seven people. Right? That will be my hardest when one my parents, my wife, my children, my siblings or their spouses if God forbid one of them were to die that's my biggest challenge. Other than that like I got real fuckin' lucky. I just think it's all easy. I really do because I don't, here's why because if you told me right now Vayner could be 40,000 people and $8 billion in revenue but I have to lose two of the people that I just mentioned in the next five years or it will never get bigger than this and I get to hold onto those eight people for the next 30 years guaranteed, right, it's just not even a conversation. So that's cool I just know what I'm wired in which is as hard-core business as I am and entrepreneur and I want to buy the Jets and all that it just doesn't mean that much to me in the scheme of things. You got it. Oh, I'm sorry. We got yours too? - [Woman 6] Right now. - Let's do it. - [Woman 6] If you could go back in time right now and give your 21-year-old self advice, what you say?

- Ha, DRock knows this answer. (laughter) Oh god, is HR around? - [Emily] We're all HR, so yeah. (laughter) You can say it, you can say it. - So this is the real answer, 'cause I don't wanna, I want to stay consistent, I literally would've said to hook up more-- (laughter) because you heard like I really went all-in in my business. I literally like cute girls were like, "Let's go out," and I'm like, "No, no, I have to go to the baseball card store. " Real weird crazy shit in hindsight so that's the real answer. I don't know if that maps for you guys. (laughter) That's the real answer. - [Man 9] Maps for me. - You know, I think, here's what I will say, here's something that will bring you guys value if you knew that I'm sitting here is as a 40-year-old twice your age and I know not only that I truly genuinely feel that you, I'm laughing right now inside because I literally think that we're friends and homies and the same age and I really mean it. When I play basketball with those guys, those are my guys like we're the same, right? I genuinely think you and I are the same but I also know that when I was 20 and I saw a 40-year-old dude I was like that dude's so fuckin' old. (laughter) It's so crazy how old I know you're thinking I am and how insanely deeply I feel like we're, aren't we the same? I genuinely believe we're the same and here's why I'm telling you that if somebody told me that, if I'm able to break through to one of you that truth you'll be much more patient and you'll think about shit differently. If I told you're gonna feel exactly the same on fire, hungry, change the world, do your thing, make your mark all that stuff in 20 years, exactly the same, maybe more but exactly the same I think it would change you. I wish you could know that to be as true as I know to be so I think I would tell my 20-year-old self and it goes back like hook up where it's like look you got plenty of fuckin' time to do it all. Yeah, it's gonna take a lot of hard work to the insanity you want but that's what I would tell myself. That you will not believe how young you will feel at 40. What's that? - [Woman 6] I said (inaudible). - Cool. - Let's keep it moving, I want you guys to get your questions answered. - What do I have on the backend? - [Man 10] (inaudible) You got to be outta here at 6:30. Show me 'em. Go ahead. - Do you want your phone? - Yeah. I got it. - [Woman 7] So you called social media the cocktail party, I was wondering if you feel like it's being overcrowded as a lot of these major platforms are adopting similar features. Like where you see the future of social going in the next 10 or so years.

- So I think Twitter is the cocktail party of the internet because it's the one place we can all go when something happens. Everything else we just push out content even, you know, even people with small followings stunningly don't read every comment when the push something out and things that nature. I'm not sure where it's going. I think the thing that's really, you know the truth is I get a lot of credit for like predicting shit. I don't predict things, I just react quickly. I'm just putting a lot more time figuring out Musical. ly than you guys. That's all so I'm not sure. I really don't know. I do know that VR will be the thing that trumps the internet itself. That you guys are young enough to live in a VR platform world versus an internet platform world and that's crazy. The fact that all of you will be walking around with contact lenses and seeing random other shit right now, fuck. You know, there's real shit, you know, you're too young to know what I know which is when I was sitting in here and I would've raised my hand if I was here and was like I'm gonna launch a website for my dad's liquor. Everybody would've laughed at me and thought it was the stupidest shit they've ever heard. I don't think you guys realize that at your young 40-year-old self you just might be sitting on a beach in San Diego full time and living your life from that. Shit's gonna get crazy. I actually think you guys might be young enough that you become robots one day. (laughter) - I know that that's not a joke which is why I'm laughing. I know that he's not joking. - I genuinely think some of you may live to 200 years old. I'm so pissed I'm not you. I think I just missed it. I'm gonna be so pissed-- (laughter) pissed if that's what ends up happening. - AJ gets it, you don't. - I feel that there's this weird thing that happens where there'll be some technology changes where we're like okay anybody who's super healthy and 35 and under they're gonna actually live to 250 but everybody else and above is actually gonna live it normal and I'm gonna be pissed. Right? - (inaudible) now, it could happen. - So I don't know but here's what I can promise you and it's super not different than how we're gonna differentiate and stay ahead is I don't know but I promise you I'll react with real fuckin' fast. - [Woman 8] I was wondering what is it that you feel really drives you and also what are you looking forward to in the Olympics?

- What am I looking for to in? - [Woman 8] In the Olympics? - In the Olympics, it is unbelievable to me how little I give a fuck about the Olympics. (laughter) - Maddie, it's so crazy. I don't give a shit. They've somehow been able to create a scenario where it is become the most irrelevant thing to me in my life and I know and I'm like born in Russia so like the Olympics were super cool for me as a kid 'cause it was Russia versus America when I was a kid. I was like, "Oh, who do I root for? "Why am I weirdly rooting for Russia? "Am I a spy? " (laughter) So weird but so not much. For it to be over and then as far as what was the first part of the question? - [Woman 8] What drives you? - What drives me? I think I'm an underdog. I think ultimately my story's gonna be pretty basic which was I wasn't born here, my first interaction with American kids when I was like four in Dover that I don't talk about at all ever was they forced me to drink pee out of a Pepsi can. You know, yeah didn't speak English like outcast. I was 4-foot-11 my freshman year of high school. That was an underdog. I was a bad student and the system told me I was shit. I hated Kobe Bryant his whole career until the last two years when he was washed up. I hated Tiger Woods when everybody loved him and he was dominating. Now I love him when he's not winning. I'm just underdog driven. The Yankees and Rangers I don't give a shit about anymore because they won. So I only keep the teams and care about teams that are climbing. I'm just, I'm in for the climb. I have a chip on my shoulder and I'm underdog driven and it drives the fuck out of me. It's genuinely why believe my son has no prayer to beat me ever because he'll be super privileged, he's gonna live on the Upper East Side, he has a home in Bridgehampton, he fuckin' gonna go to town school, he's gonna fly private to the fucking Super Bowl. He's fuckin' finished. (laughter) - You know? Kill him. Hannah. - [Hannah] Hey Gary. Can I get some advice for someone who wants to be a social media influencer? - Yeah. - [Hannah] Like an influencer? - Sure, to be a social media influencer, Hannah, you have to have something to say that people give a fuck about. So cool like you basically said how I get a bunch of people to give a fuck about me. - [Hannah] Yeah. - And I think it starts with like, I'll give you a really good piece of advice it's probably the thing I can probably answer the best, only your truth. Only your truth 'cause it's the only thing you got. Everything else is like everybody else's. Only your truth. You know what that means? You gotta be brave. You gotta go to those places you don't want to go. Got it? - [Hannah] Got it. - And then you got to tell the world about it. - [Hannah] Thank you. - That's all you got because it's not hack, it's not be smart with hashtags, it's not go JV with another influencer. At the end the day, I can fucking give you love on my Snapchat story for the rest of the year, if you can't do anything with that love you're not to win. The only thing that I've seen really, really work that has any longevity, look you can have cute little blue eyes and be Nash Grier for two years, right? You can be like you can (stammering). What I don't think people realize there's only so much tits and ass you can show on Instagram. (laughter) To have true longevity the only thing you've got is your truth. - [Woman 9] Can you just talk a little bit about when you and AJ were talking about changing locations. What was the discourse between you and Stephen Ross? Was he like, "Hey I think Vayner should be in this location," or we're you like, "Hell yeah. This is it,"?

- How do we think about moving here with Stephen Ross and this and that? So Steven's obviously our business partner, he's the biggest real estate developer in the world. He's building the biggest project in New York, we're growing and the funniest part is the whole time I'm like, "No way, no way. I'm not going fucking fancy. "I'm not paying that fuckin' rent. "No way, no way. " And then truth is I just really negotiated hard core with them and price kept coming down, terms keep getting better. We kept growing, there was only so many floors available and I was just like, "Ugh," so like the truth is it just worked out that we became big enough to afford it at the time that it became available. But I never aspired, I'll be very honest with you. I've said it. I mean it. I'm really worried that everybody here is gotten too fancy because of it. I'm super scared of it. This is fucking nice. I mean there's been real serious people coming through the last week and they're like, "Whoa," and I'm like, "Fuck. " (laughter) Like if this fuckin' fancy fucker thinks this is whoa we're in deep shit. I mean it. I genuinely mean it. Now on the flip side, you know how nice it is? I'm so happy, do you know how nice is that people get to have flavored seltzer? (laughter) So that's really just how it worked out. - [Woman 9] Did the future of this get real? Influence you in any way? - No. There's no romantic story of how we got here. It was just fuckin', we're not like, "Oh, I couldn't wait for Neiman fuckin' Marcus. " (laughter) - This is what she's working on right now. - I get it. - Yeah, she's like what are the talking points. She's hustlin'. - Yeah. You're not gonna sell $5 million apartments on my thesis. Andres, I'm talking to you after so I'm gonna skip you. - [Man 7] You need to the (inaudible) meeting though? - Like right this second? What time is it? - [Man 7] It's 6:10 we can push it back to 6:20-- - Yeah, okay. Cool, we'll figure it out. When you out? - [Andres] Friday. Okay. Go ahead. - [Woman 10] With all the advances in technology, so many people and adults nowadays are like, "I wish we could go back to the good old days of we talk in person. " Are there any apps or advances in technology that you wish didn't come out? - No.

Evolution is evolution. Right, like, no. You know? The good ole days are not as good as you think. That's just old people talk. Tell grandma Sue shut the fuck up. (laughter) - Respectfully. - Do you guys remember, have you guys seen that photo that everybody loves to point to? I don't know if you've seen this, it's the photo when the Pope came and everybody's gotta a camera and there's that one 90-year-old woman and she's looking and everybody wants to make her a star for she really captured. She didn't capture shit. She's 90, she already forgot and if she took a photo she could've enjoy yourself today. But instead she had no idea. (laughter) I'm being dead serious. I think that old woman lost and everybody wants to make her a hero. No because this is the way it is. And we have proven for much longer than our grandparents have been around that we evolve. If a caveman was dug up right now from fuckin' 3000 years ago and plopped right here he'd be like, "What the f--? " They thought, they told us the telephone was bad. Do you know what, do you see this article I sent you guys. You might have saw it Andres, are you on the team Gary alias, did they put you on or no? Got it. The kaleidoscope. Do you know what the biggest problem in the world in 1816 was people walking around with a kaleidoscope in real life and it ruined us. (laughter) No, so no you couldn't even imagine. I love debating with people that have ideological romances of how it was. No, you take the good with the bad. Whatever makes you sad about the way we are now, there's 8 billion good. Do you know that my generation and I'm still not that much older than you lost touch with high school friends and never to be talked to again until nine years later miraculously on Facebook. There's so much good. Do you know much more social you are? I love when people are like, "You're not social. " You're dramatically more social than your parents were. It may happen in different form. So what writing a letter is so much more noble than texting somebody? What the fuck is the matter with people? The girls that I grew up in high school that had a phone in their room and laid there all day and watched "Saved By The Bell" and talked on the phone for 14 hours a day. That was so much greater than what you're doing. That's just old people talk who are sad. It's defense. - [Woman 11] What kind of client for Vayner do you think we do the best work and (inaudible)? - That's a great question. I think one that found that, the best client for us to do the best work. I think one that was open minded but was grounded in truths. So not letting us get to like you need to do the next thing but was open, like just open minded. In the same way I am about, around technology, I'm just open minded about it. Everybody defaults to anything that's change is bad. Let me just go back, Kyle, I'm still so pissed about this question. (laughter) - [Gary] In a great way. I don't know if your parents or grandparents or old people that you know ever did this when you go to a restaurant or if you do it and see a couple sitting there and they're both on the phone and you're like, "Oh, that's so sad. " I don't think that sad. Let me tell you from an old person's perspective what I see. That same couple 15 years ago, they were sitting there and they just sitting across from each other and not saying a fucking word. Their relationship is broken, the phone isn't the reason. Technology is just exposing who you are not changing you. So the client open-mindedness. (laughter) - [Man 10] So I watched your video on August and how it's such a critical month. - [Gary] Yes. I'm obsessed with August. - [Man 10] (inaudible) hustle-- - Yes. - [Man 10] And I feel that there were more things in that video that you wanted to so why is August so important to get your hustle on? - I just think August is the most interesting fuckin' month. It's the month when most people shut it down and I think the best time to put it on is when everybody else isn't. It's also the month right before shit gets real. From a business standpoint, September to December, that's prime time. That's when the culmination of everything kinda hits and so I find it fascinating that people, it's kinda like if you're running a marathon and on a third the way through you stop and then you got to start up again, fuck. Got it? So I really took advantage of August my whole career but as you saw in that video there's the alternate for people like me. Next Wednesday I'm ghost until the day after Labor Day and I'm pumped about it. I miss my family. I need that three weeks. You know? Awesome. - [Man 11] What'd you do with your spare time in college? - [Gary] I played out a lot of Madden football and I sold shit. I mean everyday in college, it's funny my college friends have been reminding me of shit I forgot like I would go to the Dollar Store by shit and try to sell it on eBay. - [Man 11] Gotcha. - And I had very little downtime. I went home every single Friday. Think about this, Friday to go work at the liquor store and then come back Sunday night. - [Man 11] Dedication. - It's just what I wanted, you know. I just knew, I knew who I was. I knew what it was. I knew, I knew what was happening. - [Man 12] Kinda going back to patience,-- - Patience. - [Man 12] when launching a new business or your brainchilds, launching that, do you think it's important to get on social and start moving early or is it better to (inaudible). - I think it's earlier to Julian's question, I think it's important for you, in the beginning of your business, if anybody wants to start one, only do the thing that your best at. If you're just good at selling like just sell. Don't worry about your marketing. If you're good at marketing, if you learn something here, do that. What people do, you'll have this experience one day maybe like it's like what you expect from a three-year-old child. My little guy, Xander, he's about to turn four next week, sometimes he'll do things 'cause he's got older sister so we forget. We're 40 and 35, we forget. He's fucking 44 months old like what you want from him? You know what I mean. I think a lot of people try to do everything in the beginning of a business. Your business is a baby. VaynerMedia didn't look like this seven years ago. We're making up shit in a conference room half the size of that and like, "What do we do? "Let's build websites. " That's what I would do. Alright, let's go. Your turn. - [Henley] (inaudible) how do you do that? - Henley, one more time, I'm sorry. - [Henley] How do you dream so big? - I dream so big because my mom allowed me to. And I will tell you that I will, that the single biggest reason I think I have a public persona is because I feel so damn guilty of how perfectly parented I was and if I can give you guys even a little bit of something your parents might not give you then I'll accomplish paying back what I think I was gifted. That's why, Henley, because my mom really made me feel like I could. What my mom did really well was she praised me for my good things but didn't allow eighth place trophies. Meaning if I lost she wasn't like you won like all these fucking stupid modern parents. Like, "No, no, no he lost. " Fucking, oh my God, I tell Lizzie I'm like so petrified of the Upper East Side. I'm like, "No, no if you lose you lose. " Like Xander my little guy, Xander, he will not score a basket on me in basketball for the next 15 years. That's 100%. AJ, I wish he was, he's here but he just left, I wish you guys could talk to him, AJ didn't score a basket on me until he was like 15. A basket and so she did that well but more importantly if I open the door, I will never forget this, I opened the door for a lady at McDonald's when I was like nine. You would've literally thought that I fuckin' won the Nobel Peace Prize. She made that such a big deal and I think that's what she did well and so that's why think I can dream big because I just feel it. You know? - [Henley] Thanks. - You got it. LA. - [Peter] During the last six or seven weeks or so whatever the fuck it is I've been trying to work as hard as I can to try to put myself in a position to work here and what have you. I guess what my question is that I've been working so hard and doing everything I can. People are telling me, "Good job. " But it still doesn't feel like enough yet. Like I remember one time there was an article put out that you said that when you buy the Jets that's gonna be like your worst day ever because you'll finally have done what you've been trying to do all this time. - It's gonna suck. - [Peter] So I guess that's the question. What are we working towards if we're never satisfied with what we've got until we get it and then it's over (slaps table). - What do you mean? If that's how you're wired you're just as lucky as I am. Anybody who's lucky enough to love the process more than the thing has fucking won because you spend a lot more fucking time on the process than the thing. - [Peter] Yeah. Shit. - Yeah. (laughter) - [Emily] Peter! - [Gary] Peter, and by the way, I promise you if you decide to apply permanently 'cause you said you wanted to get a job here, I'm personally, Emily make sure this happens, I'm personally gonna write you the note that you got the job and it's gonna say I'm sorry. I'm sorry got the job. (laughter) Harris, let's go. - [Harris] Cool. My question is I thought I was really competitive at first and then I played you at basketball at VM7, realized I'm not competitive at all. - Okay. (laughter) - [Harris] And then I had to step up my game. Do you think you get more competitive with people that are around or-- - Yes. Actually, you know what? I'm so proud of you for asking this question. Actually I really do, I'm surprised I'm so excited by this. I have a good piece of advice, actually. Start trimming your friend group and start adding to your friend group predicated on what you want to be. The answer is absolutely, my man. You absolutely. I am stunned how much more I am like my wife and how much more she is like me even though we started a very polar places. It's just true. Who you hang out with, there is such a smart hack to like and it's really like that cliché thing like you are like the byproduct of people, all that. That's real, super real. So maybe this is a good year for you to like kind of audit that first day back, look around maybe know a friend of a friend and if you like what you see go explore it and try to be around it because, yeah man, I think that you got more competitive by being around me and I can tell you right now I know everybody on my team they're different. I'll tell you one thing that I can tell you firm about DRock and Nate for sure I'll give you those two examples they're a fuck load more confident than they were when they came into my life because my confidence rubbed off on them. Straight up. Andres? - [Andres] My question is kind of like Austin's, what did a typical weekend look like for you in college? - [Gary] I worked every single weekend of my college life at the liquor store and then I watched the Jets game on Sunday in the fall and then I took Amtrak back to Boston and during January through May I worked every weekend. I literally spent seven weekends in four years in college. Seven, seven. So I just worked. - [Andres] What were those seven? - New girlfriends. (laughter) That's really it, - [Woman 12] Did you ask a question? - Oh, I'm so sorry. Andres, you fuckin' jerk. (laughter) - So sorry, I didn't see you. - It's fine. At the all-hands meeting you were talking about how the entry level position is moving more toward the account strategy path,-- - [Gary] Yes. - what's your advice to entry level creative? - The good news is creative's wide-open meaning you can go directly you can apply to be a junior copywriter, you know, the truth is I'm gonna talk to Babcock about that later this year. There's a tricky little thing with the creative thing. We're in a place where, where there's a lot of business advantages to hire somebody who's done it for a year somewhere else but I don't like that part and so I'm trying to figure out what's right. I don't want to be romantic about my own thing. Right, I don't want to be ideological my own way. The truth is I don't know. Actually this is a great way to like end this which is I, this is one thing I really don't have an answer for because I definitely don't have the answer that I want for people, I don't know but I can tell you that I definitely want to try to figure out a way that people could get that job straight out of school because they do it at every other place so why can't we? I just need to know how Steve wants creative to judge that person 'cause I need to understand it. Guys, thanks for your time. - [Group] Thank you. - Yeah. (applause) - [Gary] Have a great day.