VaynerWorld Q&A Gary Vaynerchuk | London 2016

- We're going to hand over to these lovely people that have asked questions. First up is Michael Carlton. Whilst we get the mic to Michael-- (crowd murmuring) Michael Charlton, forgive me, whilst we're doing that as well I want to give an exceptional shout out to IBM. Laura, Dave who covered a pound for every single pound that everybody spent today. (applause) This is Dave's book. Right hook, behavioral marketing they are 10 copies to buy here today. Very happy to give all the money to charity but please pick one up. - I'll buy them. - Yeah? - All of them. - Okay. Done. Thank you. First question from our friend Michael is a cameras on our friend here so we can get some shine? We got one of the official cameras on our friends here? - You don't like cameras? Dude, you're such a good looking dude. I'd be on all on that shit. - My question, I had a question before I came. - You did not or you did? - I didn't. - And now? - But I do have one now. - Yeah. - When you're discussing about young people being entrepreneurs,-- - Yes. - the space that I work in is with people at university I do main club events I train them up and I've always come to the point worked for me for like two years and I've helped them, improved and they leave, set up their own rival company and go after me. - Fuck you. - [Michael] And it does me every time. - Yeah. - [Michael] I can't get past a point. And I always tell them you're going to fail. You don't know how hard this is. And the obviously go off and try it and fail and I'm right-- - But some have won. - No. One, the first one but everybody after that has failed. - [Gary] Because the first one left, you got pissed and you're not teaching them as well anymore. (laughter) I know this game. It's a subconscious it's not your fault. You're just a good dude. You're not a bad guy it's the subconscious. - [Michael] My question is-- - [Gary] Bless you. - Less barriers to entry in a market if you're training somebody up and they can leave, when do you just stop training them? - Yeah. - [Michael] How do you stop doing that? - No, it is a great question. You know, I'm a bad person to ask because I've done something so weird. I've made it so obvious to my employees, do you know how many employees have told me the entire plan, big shout out Gabe, was to come to Vayner steal my shit and go do their shit. And this is not zing on you. What I am doing I'm making it so obvious that being number 400 with me will make them more happiness and money than being number one with them that they come in and then they change. What I think you need to think about is what can you do to replicate that feeling if that's what you want to do. Or, or you start building up C players instead of B players. - [Michael] That's basically what I've recently done. - That's gonna work. - They're C players they couldn't do anything. - That's right and it's gonna work. If that's your model those are your two options. It's either, it's the truth. It's either becoming a super A+ yourself or playing with C players because B's are going to be vulnerable in the way that you have described. Cool. - [Michael] Thank you. - You're welcome. - Thank you very much. - I love real talk. Fucking love real talk. Guys, start demanding more real talk in these business fucking lectures. - Shout out to you there, Michael. One of the biggest proponents of VaynerWorld certainly on social media and especially on Twitter next question over to Vicky Funky Fairy. - Yeah! - Round of applause for Vicki. (applause) Let's get a mic over. - I know her. - Look at the t-shirt. Stand up as well so we can get you on camera. - Let's clap it up, she is a lovely lady. (applause) - I forgotten the question, Raj. - [Raj] All right, freestyle. - Facebook and Instagram-- - [Gary] Yes. - Do you see a big difference between the UK market and the US market? - [Gary] No. (laughter) - [Vicki] Okay. The reason why I ask is we seem to be on this one minute everybody loves this with all post that Mr. Funky Fairy is doing. Facebook features us as a success story in terms of that we're doing really well and then 48 hours will go by and then nothing. Put new adverts out and it is very, very hit and miss. - [Gary] You mean that feed organically? I'm trying to figure it out. Help me understand what you are you asking. - [Man] We do the adverts ourselves that we split test, we do creatives, we do everything, we've picked the ones that work and they work really well so we go down that line again to a different audience, do the same thing and we bomb out. - Well maybe 'cause a different audience wasn't the right move. - [Man] Yes. We're trying so many different audiences in different ways with different creative. - What are you trying to make happen with the content? Get social engagement or create a transaction? - [Man] Transaction. - Okay. Listen, I can tell you from a lot of data there's enormous amount of transactional stuff going on in the UK. Are you saying that the first thing you did was that going to your organic audience? Or is it all advertising? - [Man] It's all advertising. - So you did something and it worked. - [Man] Yeah. - And then you try to do a look-alike or other segmentation? - [Man] Yeah. - There's so many different reasons that might not be working, it would probably take up the rest of the night. There's a couple of questions first the depth and the quality

of your product is the number one variable. Some products can sell to everybody in the world, Apple, and some can sell to six. That would be the first thing I would look at if you are hanging out for six hours of like how good is your thing really? Right? And is the best segmentation I always say like there's some businesses that have very small cohorts that will convert and the second go out of it nothing you can do will work because what you're selling is not going to sell. That is my first intuition. But there's a million other things but there's definitely nothing different in the UK or the US behavior in big data that makes me think that's the case. You could, you know, that's it. I just don't see it. - [Vicky] We just started on Instagram. - [Gary] Instagram ads are acting funky still. They're not there yet. The data is not mapping to the cohort. I just ran a piece of content against 18 to 25-year-old African-American males and the comments are 60-year-old white chicks in there and I'm like "What the fuck? " It's not working yet but it's got the potential to be a great product. - Thank you so much. - The product is really the thing you have to look because that's very unusual and the times I've seen it, it's been more about the depth of the product than any other variable marketing thing. Those T-shirts Snapchat bags, Snapchat stuff? I would, first of all, if you're trying to sell Snapchat stuff I'd much recommend more for you to pay Snapchat influencers to do product placement than anything else. That my first thing. - [Man] Which you may have seen already at SXSW. - [Gary] But the problem is there's no way to build Snapchat swag as a business because there's 900 people that are doing it. There is no point of differentiation. You'll be completely commoditized. You're riding a quick wave. You're making a quick buck, you're not building a business. You're building Snapchat's business. - True. Next up and I'm reading this off handwriting Glenn Elliott. Is that right, Sujen? - [Sujen] Yes, it is. - Where is Glenn Elliott? Glenn Elliot, thank you for buying 50 books mate. Appreciate it. - Glenn, thank you for buying 50 books. Very handsome. - What's your advice on building a great culture in your company? - [Gary] What is my advice for building great content in your company? - [Glenn] Great culture. - Culture. I've got a lot on this and honestly this is probably the place where I can see myself going more and more because soon Vayner is really, really going to be big and it's going to be really because of this. And then I'll feel confident that I'm allowed to talk about it. I started talking about it a little bit because we're starting to get big. First and foremost, are you the partner, CEO? Is it your business? - Yeah. - First and foremost, you have to realize in a real way, in a non-bullshit way that you work for them. If you do not do that you've lost. If you think people work for you as the CEO or the founder of a company versus you working for them you will never ever, ever, zoom in, ever, ever, ever, ever, ever build a good culture in a company. That's number one. That is religious. That is number one. Got it? Number two, you have to realize that there is no blanket rules. Everybody in your company, how many employees do you have? - [Glenn] 330. - [Gary] 330. Great, nice number. You have to micromanage 330 people's wants, ambitions and needs on an everyday basis predicated on what else is happening in their lives day after day, month after month, year after year. So what that means is he may be motivated by money. I love when people are like Millenials are so zen. I have Millennials who literally would rather work an extra 20 hours for six more bucks. They love money. You have to figure out what drives them? Is it money? Is it work-life balance? Are they a huge Chelsea fan and you buy them random tickets when they aren't looking and the like, "Oh my God, you actually know something about me. " Right? You think I pay attention a lot to you guys? I fucking stalk the shit out of my 650 employees on social media. (laughter) I know who fucking loves Tinder. I know who loves bourbon. I know it all. And so it's very hard to scale one-on-one context with 330 employees. The other thing is you have to build infrastructure. Last Friday I announced a new role that I announced was the most senior role in the company besides me, more senior than AJ. More senior than James Orsini, my right hand guy. More senior than my CFO. Who is Claude Silver, who is now my partner basically in the company and she is the Chief Heart Officer. She will help me scale the mapping of one-to-one at scale. Because you know Rick who wants money at 22 to 24 to 27 might want something else when he gets engaged because his partner wants him home on the weekends and he used to want to work and make money so he would work on Saturday and now he doesn't want to. Or scarier shit that I'm always mentally prepared for which is a tragedy may happen in your family. And you have to leave for nine months. And you come back shaken. The only way to build great culture is not only through words that are written on the wall, but in your actions you have to make every one of those people understand that you care more about them than you want them to care about you. It is the only way. (applause) And I swear I'm trying to do it at a level that's never been done before. But wherever I land, is what I will have. If I my 92 and the market's a 67, that's incredible, right? You can't be crippled by the task. What I just said some people get crippled when I tell them that advise on 13 employees. You got 330, my man. I got 650. It's tough but if you do it, you will build great culture. And if you don't, every step of the way that you do less of it you will have less of that culture. - [Glenn] Thank you. - You got it. (applause) And it's about allocating the dollars the right things. One of the best things I do is the most talented people in my company, if they are not bought into being the bigger woman and bigger man in every situation I don't care for the number one salesperson, the best creative director they are fucking fired. Right? And you have to be religious about that. The second you let somebody get away with something you will lose. And then meritocracy. We started the company with eight of AJ's friends. Some of them are the number 10 most important and well compensated employee and some of them are number 387. Meritocracy. Right? If you take care of your nephew better than somebody who is hustling, you've died. You're done, your culture's broke. You let something beside meritocracy rule. - Fantastic. - Belarus. The last place that lets meritocracy, the last place. The last dictatorship in Europe. Woo. - [Raj] Next up is Adrian Savage. Thank you for buying 50 books. Adrian, please put your hand up or stand up. - [Gary] Adrian. (applause) - [Adrian] Hey Gary. - How are you? - [Adrian] Great, thanks. I saw you at the InfusionSoft event three weeks ago. - In San Diego? - [Adrian] In Phoenix. - Phoenix, right thank you. - [Adrian] I previously seen you four years before that in Phoenix as well. - Phoenix is our spot bro. - [Adrian] It is man. - [Gary] See you in four years. - Yeah, definitely. You really hit me in the heart last time and the way that you didn't before. And I started really think about the content for the first time. - [Gary] Yes. - The other thing that you hit me with is that audience was an audience of transactors. - [Gary] Yes. - They are my audience, they are my business, they are my customers. - Yes. - [Adrian] How quickly are they likely to change? How much I need to change to accommodate that and bear in mind now I've realized something about content for the first time what else should I be doing differently to take to give them the best value that I can? - Well, I appreciate you saying that. Hold onto the mic. I think that was interesting talk because just to give you guys context, digital marketing a lot of people are in performance marketing. And they think they are marketing. Really performance is sales. They're in performance sales. Right? You caught a good long term Google ad that is converting. You found an arbitrage on a cohort on a Facebook ad. It's transactional. And I'm glad you caught that. I felt really good about that talk because you know as well as I do that was an interesting talk. Right? - [Adrian] It really was. - I came in and 98% of the audience was doing one thing and I told him that was rubbish and I told them more importantly that thing was not only rubbish, that it was in deep danger over the next 3 to 4 years which is true because a lot of people, as you know, as I know, in that room transact in a desktop internet world. This shit right here, my man, this shit is extinct. I don't even know, what the fuck is this? This is over. The reason I went at it is this is over because this is here. - [Adrian] Yep. - The fact that I now business travel with only my phone and do all of my work on it, it's crazy. I don't have a laptop bag anymore. It's so weird. Your email capture pop up on desktop is kind of fucked up but acceptable because at least there's other real estate. On this fucking thing, not as good. All of your behaviors. How long? I don't know. But my intuition is a lot of people are quite vulnerable because arbitrage and your move and your Commission Junction move that worked, died. Your Google Adwords thing died. A lot of those people get flushed out. For you, when I do your customers, I like that because I said to myself if he's seen the light what you need to do is you need to become a media company. You need to put up great content and not about what you do. Let's say you do tax SaaS. Let's say what you did and I'm sure that's not it but let's say you sell software that helps people that are digital marketers do taxes. What you need to do is help, put out content not about taxes but about running a business, about managing your will, the other things that person cares about. Got it? - [Adrian] Yeah. - You need to think about your content directly with what you do but more broadly so you become a value to them. And then you have leverage. And that's what I try to do with my content, right? I'm trying to talk about a lot of things. I've really opened it up with this emotional intelligence because it's an equal part of running a business and that's me broadening and bringing value so I would tell you in podcast form, writing on medium. com, in video form, Snapchat form whatever's most comfortable to you to communicate to the world you need to become a media company. As a matter of fact, every single person in this room needs to become a media company, comma, you sell shit. Wine business back there, big shout out, wine brand, be a media company first, then sell wine. If you're educating people about wine culture and about cheese and about travel, you then build equity to be able to transact on your wine. But nobody's thinking that way. They're thinking so narrow and so transactional and what happens with transactions is when there's a shift in platform, they die. Because they did not build the brand and they don't translate. I jump back on Snapchat, there's 20,000 people ready for me to go. That's brand. Every platform I sign up for, if I want to not do it right away there's a queue of people ready to hear from me. People squat GaryVee now on every social network that pops up and then send me an email like, "GaryVee I took your name. If you give me an hour I'll give it to you. " I'm like, "Fuck you, I'm gonna get it. " (laughter) Anyway, brand. Brands survive. Nike didn't tag, Nike didn't cookie my browser and follow me around the internet and make me eventually buy Nikes. I buy Nikes because they branded me. - [Adrian] Got it. Perfect. (applause) Thanks Gary (applause drowns out sound) - I'm sorry? - [Adrian] Since I came back from the US I've written my first few bits of content. You've inspired me to start moving in that direction. Thank you. - How's it feel? - [Adrian] It feels good. It feels bloody good. - Yeah? Did anything interesting happen? Sometimes it takes in six months. Did anything weird happened where you were like, "oh shit"? - [Adrian] I started to realize I could do it and there was actually something holding me back. And then suddenly get it out there-- - And some dude stood on stage and punched you in the mouth and you did it. (laughter) - [Adrian] Yeah, pretty much. Also, I now really understand what you say when your comments are oxygen. I really get that now because I'm starting to get that feedback. - [Gary] And you know what that feedback does? It helps you strategize. One of the selfish things with the #AskGaryVee stuff is I'm learning what people are thinking predicated on what they're asking. It's a scaled version of listening. - [Adrian] That is brilliant. Thank you. - You're welcome. - Next up is Frank Wesley. - Frank! - [Raj] Did I pronounce that right, Frank Wesley? - There's the man. - [Raj] Let's get the mic over. - [Frank] West Ham fan. Gary, hi. - [Gary] How are you? - I'm very well. You need to support West Ham United. - Is that where you want to go? (cheers and boos) - Wow. Have you won a championship in 25 years? - We are shit. Don't worry about it. - [Gary] Shit? - Yeah. - I'm interested. Get me more data. - I had a question while I've been watching you tonight I'm now going to ask a different one. - [Gary] Okay. - What got me into your content was the rant that you came out with for the older entrepreneurs. - [Gary] Yes. (cheers) - And I followed you avidly since then. You talked a little while ago about a 19-year-old entrepreneur-- - [Gary] Yes. - their biggest asset is patience. - What is the older entrepreneur? What should they have as their asset? 'Cause I'm not patient. Three years ago, I started a business with some other guys we're now 80 people turning over £10 million. - [Gary] Amazing. - [Frank] I am not patient. - You want more. - Absolutely. It's fantastic.

- [Gary] It is amazing. - What's my biggest asset now? - Well I think your asset is all the cliché stuff. It's just cliché. Everybody said it. What I think though is do I think instead of saying "experience" I'm going to tweak it a little bit.

Do I think a 46-year-old man has a better chance of knowing himself than a 19-year-old man? Yes, I do. I think we've all gone through it, right? Even think about your transition from high school to university. You just get there. You get more comfortable with yourself. The second yourself you start being more honest with yourself. So at this point in your life, and my life and your life we should really know ourselves. And so it's even interesting for me to hear that you started with a couple other gentlemen. To me, my hope for my own kind of personal picture that I'm trying to paint here is that the three of you had some crossover skills but you're all maintaining your core skill and that is what's helping the business. You're taking care of this, that person is taking care of that, and the other person is there. That's a very common thing for older entrepreneurs because at that point they've shed their wants and their romance about being the best sales guy or the best sales girl and now they know I'm really good at CFO, finances I'll never let us go out of business. I got the numbers. Don't worry guys. You go be crazy 'cause I'm gonna make sure that we pay our bills. You go make sure the staff loves us and now we've got this. I was gifted that I do a lot of the principles well. All of them. Finance probably being my weakest, it's probably the one that's most commoditized and when you're in business with your dad and your brother if they steal from you it's a good story. (laughter) I think that your biggest advantage is that you got, it's probably the narrative to why you are succeeding. Now the question becomes a more interesting one. I'm going to take you in a different place that's probably more grounded in the actual energy. I think the big thing now at this point in your life is to really try to figure out very quickly what you want to happen. And the problem is you have two other people that may want different things. But if you're able to align that you guys want to sell the company soon because that's a real cash out on that kind of revenue then all of your behaviors have to go in that direction. You have to the figure who you can sell to you, you have to start becoming a media company to them. One of the great misplays of brand is if I wanted to sell VaynerMedia tomorrow it would happen in 30 minutes not on revenue, on the fact that I would market to the people that could actually by me. I don't think Martin Sorrell knows who I am, in 20 minutes he would want to rip his arm off the buy us. That's what I'm good at. What I would love to know is how aligned are you guys and if you're aligned make all your actions go in that direction. That's interesting to me. Right? That's where you can be something amazing happen. So I think that's something to really give some serious thought to. But I think it's self-awareness at this point. You got so much more history in your 20, 30 years of entrepreneurship that allows you to and you should shed whatever pride you have left in principles that you don't bring to the table as well as you know partners do, the more you could shed down to only focusing on what you do. Me and AJ are so efficient 'cause we do not discuss the things that we know the other person is better at. We don't even talk about it. You know? Big. When one broaches the subject the other gets pissed. Right? 'Cause why would he even waste time? You know I'm better at this than you and we've become efficient. Like fucking efficient, you know? And time is the asset. So why debate? Got it? - Yeah, that's great. We're on the path-- - [Gary] And the other thing I would tell you I would highly recommend that you forcing your other two partners to over communicate with the three of you at all times. Force communication, right now. You're successful and you're at this age. This is an interesting time. Force communication. Anything that you think is sitting in your heart that needs to be talked about with the other two partners I would tell you to do that tomorrow. The quicker you get it out, the better you're gonna be. - [Frank] Yeah, thank you, Gary. - You're welcome. (applause) - [Raj] The final 50 book purchase question is going out to a gentleman by the name of Luke Johnson. Please stand up Luke Johnson. - Luke. Let's all say Luke. - [Crowd] Luke. - Cheers, Gary. That might catch on. Gary, I've changed my mind about the question a ton of times so I'm Luke, founder of Shredded by Science. We're an online education provider for personal trainers. - [Gary] Okay. - I know that Mike has done a superb job getting shredded. - [Gary] Yes. - What up, Mike wherever Mike is? - [Gary] Good job, Mike. - [Luke] Let's give Mike a round of applause for the bananas. (applause) So in regards to you said you know where things are going to go in the next 10 to 15 years where do you see the fitness industry? Is that the online coaching and everyone wants to be an online coach. And this passive income where we know it's not passive income. Where do you see maybe VR or the fitness industry going? I know you've mentioned about entrepreneur tendencies natural for a personal trainer. - I don't think I know where things are going 10 to 15 years I think I have intuitions and I think what I'm really good at is moving fast when I see it. So that's number one. Look, I mean fitness is gonna only going to continue to grow. Meditation I think is one of the great open spaces. I think the amount of money that's going to be made in meditation is going to be enormous. Just enormous. I think meditation is no question is the next eating healthy and working out. A mental health is going to become a much bigger conversation and meditation is at the forefront-- - [Woman] Alright! (applause) I think that's one thing that is very clear to me. As far as physical and things of that nature, look, I mean it's never going to go away. It's only going to grow. Supply and demand is gonna happen. It's not it's very low cost of entry to get into the game. I'd like to think that the market weeds itself out from people that are, I look at fitness very similar to the way I look at entrepreneurship. There's a ton of hucksters. Their entire marketing strategy is taking cute selfies to put on Instagram. Which is fine. And quite enjoyable in a lot of ways but-- - A lot easier when you're female. - I mean look 'cause dudes are scum buckets so that's why. I think that I'd like to think that the people that deserve to win are gonna win because they continued to try to refine their craft and add nutrition into their game, educate themselves but passive income when you're online coaching you're not going to keep anybody as an online coach if you try to make it passive because you're not going to be giving them anything. Mike's stopping taking clients. He does not want anymore. He's at the prime of his game and he doesn't want to hire people underneath them to scale. And he is stretched. He's stretched. So it only scales so much if you do it right. Or you can trick people for a few minutes and you get top line revenue but then you have no lifetime value and they go away. And so what? You're just going to go to the bottom and trick people and not feel good about yourself and make money in a bullshit way? Cool, fine. I actually fundamentally predict that it's going to look a lot the same we're just going to be doing in different places. Sure, we'll do VR and then people are gonna look good in real life versus looking good on Instagram. Some people play on vanity and I'd like to think that it will go through a cleansing where people get exposed for not providing the right value. Some people are just genetically inclined and are in great shape to begin with and then they just arb what mom and dad gave them to the marketplace and that sucks but whatever. I think it looks pretty much the same. Really I do. You want it? Go ahead. - Just because I know you're opening up a London office and I wanted to the amount of value provided me a business and to my team I'd love to maybe come with the team and do mentorship training thing. - [Gary] You got to talk to Mike. He's in charge. Mike's the CEO. - Cool. - [Gary] I'd charm him. - [Raj] Fantastic. Thank you. - Did that extra banana get into Gary's macros? - He lets me. It's okay when I cheat with fruit. Thanks Mike you're real fucking sport. (laughter) - [Sujen] I'm running to the back. - I was going to say go to the back somebody who's been kind enough or stand up for whatever reason. Went out to the back. General entry tickets make some noise. (cheers) This guy just he snitched on himself. He's got a general entry ticket and sat up in the premium section. - You're a real douche bag. (laughter) - Okay, come on. - Hi Gary, Bina. No bullshit, I didn't actually know who you were before I came here today. - [Gary] Fuck. - Sorry about that. - [Gary] I'm kidding, I'm kidding. By the way, no bullshit, that's always way better than the reverse. I love it. Go ahead. - [Bina] I came with a friend. But I am glad I did. I'm really, really glad I did. - [Gary] Thank you. - I guess it's a bit deep for me but I guess I feel like I've grown up in a box. I was told to go to university, get a degree. - [Gary] Yep. - Get married, have a house and have children. - [Gary] I understand. - And I'm brown so that way kind of the way our lives are dictated. - [Gary] Yes. It wasn't recommended. - And I guess like you I grew up, I did a paper round, I washed cars, I cleaned houses, I ironed. And now I've given up my full-time job, I was a lawyer. And now I am entrepreneur. - [Gary] Yes. - We borrow and we rent out Indian clothing. Now what I find difficult sometimes is having the resilience, the patience and the drive of ambition to keep going, to strive even when you get knocked down and even when I'm put up against all this pressure from my parents, my friends to get a job, you know, have a stable job, have a stable income, it's just about keeping going. - [Gary] I'm listening. - So what I'm wondering is what keeps you, what kept you motivated? What kept you going? What kept you inspired? - So it is interesting when you are talking, you're like "Now, I'm an entrepreneur" and I was laughing, you've always been an entrepreneur. You got forced to do the other thing. No little girl is running around and doing a paper route that's not an entrepreneur. Do you do know what I mean? You know, what kept me going is I would suffocate if I did anything else. And I have a funny feeling you would too. So you're more than welcome to not breathe as easy and go that route or do you. That's on you. Listen, hit me up on fuckin' every social network, I'll tell you every day go do your thing go, go. I'm thrilled. I love being a cheerleader. I feel like I got so gifted by having a cheerleader in my mother that I almost feel guilty how good I had it that I want to give it to you. That's why I love interacting with so many of you. I don't like the motivational part of me because I don't want to go down that guru path but I'm thrilled to provide it when I think somebody needs it. What kept me going was there was no fucking other alternative. Literally, and I am not joking, I'd rather die than not be an entrepreneur. Die. So what was I going to do? Kill myself? No way. You have to understand there was no option. I didn't respect anybody else's opinion enough to even let it be a consideration. - [Bina] Thank you. - [Gary] You're welcome. (applause) - [Man] Hi Gary, it's Lloyd from Skybury Customer Service Experts. - [Gary] How are you? - I'm good, thank you. I'm good. I'm wearing my suit and hopefully I'll get noticed. - [Raj] Can we do something about that feedback? - [Gary] You wore a suit to get noticed because you thought a lot of other people wouldn't wear a suit? - No, it's a checked suit so maybe someone would pass the mic to me because I'm wearing an unusual suit. - [Gary] I think you were right. - Thank you, Gary. - You're a fucking growth hacker. - [Lloyd] Thank you very much. Thank you. No, no one else got that. I love the new Anchor app and I think it has a big future in customer service as a customer service platform-- - [Gary] Okay. - Because the conversational style and that you can actually use audio and your voice and empathy. I think it would be good for businesses and I just wondered what your thoughts are for the future of Anchor? - So as you know or you may know I've been very curious about it. I've been using it. I've been talking about it, I've seen a lot of you adopt it as well. And this is very similar to what I did with Snapchat and other platforms. I think voice is a very big platform. I think it is quite convenient I love how they did it. You just put it up to your ear right, they've done a lot of things right with the product. I love how you onboard. But now that I've decided it's good, now I don't pay attention. Now I wait. So I already believe it is good. But now I need to know if you think it is good. - I do. - And when I say you I don't mean you, dick. I mean the market. The you. - [Lloyd] Fair enough. Okay. - It's not going to mean jack shit to customer service if nobody's on it. Got it? - [Lloyd] Fair point. - [Gary] I think it is good. I like it. Now I have to wait for it to have 25 million users then I'll pay attention. - Okay. - [Gary] Awesome. - Thanks. - [Gary] Yeah. (applause) - [Man] Hey Gary my name is Ryan. I teach creativity through super consciousness and-- - [Gary] Through super consciousness? - Yeah. - I'm pumped right now. What does that? No, no. I actually don't know what that is. What is that? - Basically, I believe there's a lot of unconscious activities going around the world. - [Gary] I believe that too. - Brussels being one of the examples of that. - [Gary] Explain. No, no explain. - Unconsciously I believe that we have an illusion that we're separate and actually that there is mother fuckers going out there trying to get selfish agendas resolved when actually we all here to create and create from a place of service in relationship to each other. - [Gary] Okay. - I'm not pro- or anti- the guru thing. I do seminars, I speak all that kind of stuff. It's good to hear somebody swear as much as I do on stage. I get a lot of stick for that. - [Gary] Yeah. - But my thing is I actually feel strongly against a lot of the so-called gurus out there in the world. Self-help, personal development. - [Gary] Okay. - I kind of get torn between sticking to my guns, sticking to my product and my service which does really well which is why I'm a bit tired. Got a load of great customers. And then taking a directive particularly on social media where I specifically point out gaps in the bull shit philosophies that are being taught to people. - [Gary] Okay. - That actually don't get results. For me, if someone comes to my event and they don't get a result, I want to give their money back. - [Gary] Okay. - Whether I think they fucked up or not, doesn't matter. - [Gary] Okay. - [Ryan] I think there's a lot going on the world today where people are just rinsing people for money. Because they believe they're gurus. They're getting-- - [Gary] Good news. Not just today. It is always happened. Keep going. - And so my question is do I keep gunning and just doing my products and keeping quiet to myself or do I go on a bit of an attack but with a smile? - Well I think, I mean, I think that is a very personal question. I don't know. For what? Because you want to clean up the space? - What I find is that sometimes and depending on the audience intuitively I don't go on an attack. - [Gary] Yep. - And then sometimes intuitively I do. It kind of works, it's a balance. So I was just wondering I love your aggressive stance and your directness and so I'm a direct person but that does ruffle a few feathers along the way particularly-- - [Gary] Yeah, I don't give a talk about anybody's feathers. - Great me too. I'm actually allergic to fucking feathers so there you go. - Good. I fucking, to me, I think it has to come from what really drives you, right? Nobody should decide what your path is on that. - [Ryan] Yeah, appreciate that. - You got it. - [Raj] We're probably good for about three more so that we can get everyone's books signed-- - [Sujen] Did you say three more? - Three more, yeah. And they we're going to take a three, four minute gap and then set up the book signing. So for the next three questions make them good. - Practicing. - Also, make them questions, make them punchy in questions. - Don't judge people's questions. - I'm not judging them. - Let's go. - Be quiet. Gary said so. Lisa Nichols UK, love you and all that stuff that you've heard before. I just wanted to say something from a mother of children with special needs. That you've given me permission to not send them to university and not and not and who would've thought? So I love your I'm 52 1/2 and I can if I want to. Love that. - I'm not an entrepreneur, I'm self-employed. - [Gary] Yes. - [Lisa] I don't hustle. I've got kids and I want to be there for pickup. - Yep. - [Lisa] And I just do the little bit that I do. - You do your hustle. - [Lisa] And I enjoy that. - [Gary] Yep. - It's not I'm sorry Raj, thank you so much for doing tonight. I just want to tell Gary the bit about EQ is so important. So thank you so much for doing that. My husband is a public school bully. He was well educated same place as Stephen Hawking and he says to the children, "Well why don't you? I was nickels at my school," and I'm like fuck you. - Yeah. (laughter) - [Lisa] And you given me the permission to let my girls be my girls so I'm sorry that's not a question but I had to tell you. - Thank you so much. - [Raj] (cheers and applause) - Send your husband my way. Send him. - I have never been as popular as when I have a mic for people to ask you a question. And genuinely, I hate saying no to people, can you pick the last two people because...? - Pick the guy with the record because I like the way he's been trying to hack that. - I'm Golden Disc Dave from TheGoldDisc. com and you can follow me @TheGoldDisc everywhere. I'm looking, I'm 53. - [Gary] You look good. - We're in a minority. The over 50s here. I make shit. - [Gary] Yep. - I make stuff. - [Gary] Yeah. - And I just want to find another way. - [Gary] To sell it? - [Man] We do things the number one that you're on day you were born which is yours. - Thank you very much. What was it? - If you want to pass that forward. What was number one? - [Raj] We're about to find out. - Find out. And we do them the number one on the day that you were born and we do wedding first dances. But they tend to be one off purchases. - Yeah. Have you run Facebook ads? - [Dave] Some, yes. - What's going on? Are you good at it? - I'm not good at it. I'm 53. - [Gary] I don't give a fuck. (laughter) That is not the right excuse. - [Dave] But-- - That's I understand about that, I figured that part out. What was it? - Don't, don't. - You say it. - The number one, how timely, "Space Oddity" by David Bowie. (cheers) - I love it. - [Dave] And it's green for the Jets. - I love it. Thank you. So first of all, you're 53. It's your business? - [Dave] It's my business. - Good. passion. - Great. Even better. - [Dave] I love it. - Great. Facebook. - [Dave] Yeah. - You will kill with it. - [Dave] Do I need to do video? - No. You need to target people that were born in 1975 with 1975 shit. - Okay. - [Gary] You will kill with it. A company called Buzzfeed fundamentally built an empire on the back of that targeting. I don't want to hear that I am not good on it 'cause you're 53. - [Dave] But I love it. I follow you. - You can follow fucking Gandhi I don't give a fuck. (laughter). I want you to be good at it because do you know what a layup is? I don't know if you guys use that slang. It's a fucking layup. Your business that is targeted on a one-to-one basis is insanely easy to convert on Facebook if you gave it more than a bullshit try. - [Dave] (inaudible). - God bless. Listen. There's 70-- - I'm going to be a busy guy. - There's 70 million people that can fucking... It's a layup, you have to figure it out. If you do it, your business will go tremendously well and you'll have more time to do your passion. - Cheers Gary. - [Gary] Cheers. - Back the Potters. You need to follow Stoke City. Check out Stoke City. West Ham have won a cup for fuck's sake. - Respect. - Last question of the evening-- - I want to go with that dude all the way in the corner who never thought he was gonna have a chance to ask a question. - Who are we looking at? - That, yeah. Yep, you. - Okay. - Gary, how are you doing? - [Gary] Psst. Gary, Jay here from Two Fresh. - [Gary] Psst. Psst. - One second. - Want me to sign it? - Can I sit on the stage so I can be the first one? - Yes. Sit. - Sit. (laughter) - I'm sitting on the stage. - Alright go ahead. - [Woman on Stage] Can I can promote something? - No, you can promote. You got to fucking sit, relax. (laughter) Alright my man. - I run a video marketing agency, Gary. - Very good. - And we're so passionate about Facebook video ads at the minute because of how targeted they can be. - [Gary] 'Kay. - Do you think that's were going to be all the attention goes in terms of video content and spending money on video marketing? - Not all but a fuckload. - Do you see it in terms of taking over YouTube as the number one player in terms of content as well? - Not taking over but taking a ton of market share. - So you definitely recommend to keep focusing and specializing in that skill and promoting that to our clients? - Yes but also start building skills to make video for native Snapchat. - [Jay] Thank you. Big fan. Appreciate it. - You're welcome. (applause)