Interview with Chris Farrell

uh Gary doesn't know I'm about to ask you these questions do you Gary I do not no I do but I'm excited because I'm never you know I gotta be honest with you I prefer improv and surprises so I'm ready to go yeah I could kind of tell you that kind of guy I'm actually just going to turn on my video uh camera here in fact very quickly while I do this and Gary I don't know if you've got a camera at your end feel free to turn that on if you so desire if you have one it be tremendous could see you it's always of course more engaging to actually see who we're speaking to there we go hey how is Manhattan this afternoon it's really well good good so without further Ado um 60c quiz no ring wrong tell us two of the films that would be in your top 10 list of favorite films ever um ironically this is insane Chris because I I caught this as your pre- slide my favorite alltime film is Empire fire strikes back it's just it's crazy that you brought that up I just knew we were going to get on besides that you know I'm not really a good film guy um I actually like tend to like most films I guess the other fil you know the other the two films that most impact me top of mine were Empire Strikes Back because I just moved to America and it was like the first time I felt like an American when that movie came out I was five wow I knew what the other kids were talking about I'm like yeah Darth Vader like it meant to me like I was in the loop right so that was that and then the other thing was Forest Gump of course Forest Gump came out in 1994 pre- internet for me I didn't even know what I'm going to see I went with 20 of my high school friends we're about to graduate from or we just graduated from high school and I was just blown away and there was something different back then you didn't know what you were walking into right you know it back then you didn't have the internet you didn't know everything about the movie before you got there and so the surprise of what the story was Forest scum stands out yeah that was can you believe that's over 20 years old as well and everything about that the music and the story okay so we just wanted to very quickly pain a picture of you know Gary venish Empire Strikes Back Forest gum uh are you a dog man or a Catman neither I don't like pets okay introvert or extrovert would you say next question massive extrovert down to Abby or Breaking Bad haven't watched a second of either show yet okay yet being key word there yet being the key and that's where TV's really changed isn't it hasn't it though we can now kind of binge view but wipe off three days from our business unfortunately as a result uh two more quick questions one of the nicest celebrities that Springs to mind that you've met I'm sorry CH for a second one of the nicest celebrities that you've either met or worked with that just Springs to mind hands down Ashton Kutcher hands down and of course he wrote a very nice testimony about you on the back of your book just a like a as smart as it comes to Startup entrepreneurship as anybody who's doing it full-time and then when you take into account that he has to spend his time as being a celebrity and doing the show and what he does it's very impressive to me and a great guy and I thought he was great in jobs as well I know some people slated the movie but you know the movie listen and I told him and he's become a friend uh the movie was okay he killed it oh unbelievable and uh kids no kids what's your kind of your personally yeah have you got kids I have two okay U Misha and Xander Misha's four and a half Xander's 18 months uh girl boy beautiful um thank you um Misha and Xander are my life Wow of course absolute life now the only reason I wanted to kind of throw out this uh this right hook if you like for you know the first 120 seconds let's say was because they may seem like random questions I'm just throwing out there but uh essentially what we're really doing is the nuclear so pretty much everything that you talk about uh in online and in your business it's what I've learned a huge amount from you and that's really engaged with your audience through stories and really um jab jab right hook your current book that's really I guess a central message for those that may be unfamiliar with uh jab jab right book right hook your current book could you kind of sum up the central message to that please yeah so for everybody who's watching SL listening um you know the hundreds and thousands of you that are on this and I see the numbers um a lot of you are trying to sell something now by the way when I say sell something yes that can be informational product wine yes that can be raising money for a charity yes that can be parenting your kids you're selling right you're selling sure to me why I've been successful in my career is I'm always selling where people actually are not where they used to be or not where I wish they were and that's very important

and so what I did in jab Hook is I wrote a book about the social networks the eight or nine social networks right now that are actually platforms that a lot of us are spending our time on I mean we're our eyes and our ears and most of all our attention has shifted dramatically look there are an ungodly amount of people right now watching this Chris 30 years ago this technology did not exist and it blows my mind those people were reading book on their porch they were watching television they were at the movies um you know they were consuming content in a different way if that's what they were doing so what I'm focused on is Facebook Twitter Tumblr Pinterest Instagram LinkedIn Snapchat Vine Google+ these platforms that every day more and more people are spending time on and what I see is the hundreds of people watching right now thousands you me the far majority most people are struggling to figure out how to make it work as a business see web 1. 0 was easy search and email marketing was easy it was direct conversion social's hard and it takes patience thus the title give give and ask or jab jab right hook and so to me I went through the book of a philosophy of giving giving and then asking in return not expecting Chris not expecting in return asking hoping for a conversion predicated on how good you gave right and number two I broke down the platforms one by one and explain the nuances of each platform and how to actually storytellin them and I gave a 80 case studies to help people figure out how to do it so what you're saying here is that the jab jab of the title is essentially give give and then the right hook is and then ask for something back in return is that really what you're saying is a central message of successful marketing I think so I mean listen I don't know much about every detail of Your World Chris but here's what I know you have created a platform where my time is very valuable I get paid lots of money and don't do a lot of stuff and you've been able to bring me to your audience right now and you know you're bringing value and it's setting us all up we're all doing it it's the reason I'm here there hundreds of people right now that have not heard of me you know Chris it's amazing even with my million followers and 150 TV appearances and all that you know how it is people still don't know I mean like it's incredible to you know back to Ashton my favorite story to tell anybody is when me and Ashton went out to dinner and the waitress was more excited than I was there because she grew up watching Wine Library TV and I looked at her I was like I thought she was joking she know AST was she didn't know who Ashton was I was like what are you talking about hilarious that's kind of how it works right like you know and so I know that to be true and thus I want to be here for the next 40 minutes and bring as much value to this audience as possible all I'm going to do is jab I'm going to answer the questions I'm not here to sell my book that will happen later if I do a job and I answer questions and I make them think and you know me well enough to know I do think I see the world a lot differently than the majority of people that look like me on paper I'm a different kind of marketer I come from a much more of a marathon longterm Legacy lifetime value percentage of wallet spend mentality I am dramatically more patient than the far majority of marketers and salespeople and business people in the space right now and that's what makes it work for me and that's how I feel comfortable now that might be predicated because I already built some big businesses you know I probably you know in theory would have been a little bit less patient if I hadn't done well before but I was patient from the beginning even building the wine business it's my natural state it's my DNA I feel uncomfortable taking before I give and I think that's something people need to think about you see what I like about you is you back it up with actions that you know talk is cheap it's very easy particularly let's say using Facebook it's very easy to say the right thing and a person's true character is determined by you know what they do not what they say so here's a perfect example what I mean by that is you know 45 minutes you there's nothing to sell as we've said I've even said this in the invitation we're going to hopefully just uh entertain and give some value and uh that's kind of the whole gist of it you also hit on something give you know I'm just going to say it right here for everybody really understand I think everybody who's watching has been in that place where especially when an author comes on like I am right now with an active book it's a whole sales pitch the whole time and listen guys by the way if I thought let me say this because I want everybody to know who I am if I thought that would work I would do it that's the iron ironic thing if you actually kind of do marketing this way if you do give give actually making the sale is actually ironically not that difficult if you treat your list well when the time comes to it your list will be good to you back it is not Chris there's a big reason that my book three months later is still on the top 500 books overall on Amazon where a lot of other people that give advice about how to sell books and Market they get on number one on that

first day because they blast everybody right and then you look at their books some month later and they're 3,000 10,000 40,000 100,000 right we've all seen these characters come and go for me I want to be around 15 years from now I want today be the first day of hundreds of people becoming aware of me for the rest of their lives uh I want them to engage with me I want to bring value my sales will come um it's so easy it just it's so clear to me Chris I want to go back to the thank you economy for a moment because uh that book really uh resonated with me and there was something I'm going to paraphrase this very badly I'm sure but there's something that you said in that book and you said something along the lines of you were talking about how people decide if they well you're talking about business of course but you said you broke it down you said how do people decide if they like each other they listen they talk they communicate and a relationship develops it's exactly the way same way online that we should communicate with our customers or future customers uh but you said that the key here is really if you're brave enough to expose a little bit of heart and soul I do remember that sentence and I had to put the book down I thought you know what if you're brave enough to expose a little bit of heart and soul and so my question to you Gary is how about people that are in business that feel like you know I don't really know what I have to say you know I don't really feel I'm interested in business but I have you know something to say what would you say to those people um then you're going to lose you know I mean and it's a pretty you know I hear this all the time they like you know I don't know what I can add to put out and I'm like well then you're probably not going to win you know like you know I think where people are very confused is this notion I want everybody to kind of wrap their head about what I'm going to say if you do not bring value you lose now you can bring value in a lot of ways I watch a lot of people who are bringing value as curators and access givers I mean Chris that's what you're doing here you're curating good content I've been lucky I have orig thoughts you know that's happened for a long time in my career I'm a fast mover you know Vine comes out and I'm using it for a week from 11 p. m. to 3 in the morning not for my health but because when people ask about Vine I want to be an expert in my craft you know I don't have a lot to add to economics conversations or in farming conversations and 99. 9% of the genres and that's why I don't make money on them like at the end of the day you have to add something now by the way adding hope adding curation adding humor there's a lot of things that can be added but if you do not understand what you can say or what you can bring to the table well then that's where the problem starts that's not the issue that's not the current issue that's the global issue I mean Chris I'm gonna tell you something right now and maybe I'm ranting a little bit here I'm really pissed off with how many people are marketing experts have big podcasts all this stuff that have never sold [ __ ] in life they never run a business in their life that have only you know it matters to me like and so I think you have to have chops now if you're a great host um curator of information the world's fast now so if you're good at going around the web finding the right things and the right information repackaging it and selling it you're a distributor I respect that but you have to bring value and by the way talking on social networks just might not be what you bring value in it's not for everybody you know I'm I think in quick terms which is why Twitter short quick burst that's why Twitter worked for me I am an extrovert and a ham and that's why I like the camera right you know and so I'm just mapping to my strengths so I implore Chris every one of your friends that are listening around please with all your heart be honest with yourself be self-aware figure out what you're good at don't try to copy the Chris blueprint my blueprint you know I'm very unique I get scared when people try to be like me there's a lot of other people to be better you know that people should be IM uh emulating than me because I'm extreme I'm an extreme workaholic I'm extremely interested in getting my hands dirty engaging at scale hustling when it doesn't seem like there's value in it because I'm playing a 50-year game that's not for everybody let's talk about you briefly alluded to video a moment ago let's talk about video because one thing that I've enjoyed very much about your video presentation style is the fact that to coin the phrase you are the guy that is ready fire aim you're out there let's just do it I think a lot of us I certainly had this when I started had that red light syndrome the red light goes on you say something then a dog barks or a plane goes overhead or you don't even like how you said the inflection on the words you do the video again I saw a video of you once when I started online in 2008 of you walking down a street in New York tons of people and people are looking at you as you walk past like who's this Looney just talking and you didn't miss a beat and

that kind of was like wow you gave me and I guess a lot of other people permission just to do it so for those that are watching this webinar right now that you know they kind of got this passion but there's still kind of that that hesitancy to actually push kind of go what would you say to those people that I think there's a lot less risk to try something once than people think you know like I you know go back and watch episode one of Wine Library TV you know I was reserved I was scared to lose my customers because I didn't want them to know how Looney I really was um you know at the end I say things like you know we're probably gonna make a lot of mistakes I don't know how this is going to work out hopefully I'll be back tomorrow and it became the you know start of me being on online video every day of my life almost since then um I will say this Chris I think the way you framed that question here's what I would say I am if I can make anything happen during our time together on this weekend it's going to be this moment I'm going to say something the biggest profound thing that I think I say publicly and it's how I live my life and I don't actually talk about this too often Chris so I think you've done a good job to get me in the Z thank you for being prepared to share I'm far more worried about the last 10 years of your life than the next 10 say that again you're far more worried yes about the last 10 years of everybody's lives here than I am about the next 10 years what do you mean by that I mean that regret is the scariest thing a human being can deal with and so the reason I'm always willing to take chances and do things is I there's I'm an old soul Chris something weird happened to me I am an old soul a true one like when I fly on planes I gravitate towards sitting with 80 90 year olds I always did this I always my mom even tells me as like a 5-year-old I'd go to the park and literally go sit down with the oldest of old people it was just weird and I would just talk to them and I've always been that way I think I'm an old man from day one and so what that does is I've had a lot of conversations in the last decade with 70 80 90 years old individuals and something keeps coming up Chris it's them wishing they the amount of times the word wish wow comes up when you talk with somebody who's 70 80 90 versus not is flabbergasting as in wish they had done something that they hadn't done that's right nobody says I regret not I regret doing nobody says it nobody when I sit down and I'm good I'm a schoer I'm a psychologist right when I sit down and they start telling me their life I never hear somebody say you know you know I I wish I didn't you know do blank they they're always like I wish I spent more time in my family you know I wish your kid they go wish traveled more I wish I'd taken that risk job yeah that risk I wish I asked that girl out I wish I did videotape that one time when I had a hunch that I could have been in you know I I wish I mean it's I wish I did start a Facebook account three years earlier because I would have been big you know I you know it's these things that I keep thinking about that people are sitting with right now like I wish I did email that person and asked them guys here's a good one for everybody who's watching think of three people that you desperately want to connect with literally go find their email because you can email them right after this video right now email them and say hey Tim Ferris I want to have lunch with you by the way 99. 99999% of the time you will not get it but that 0. 1 it's gamechanging it can be so whether it's Mark human or whether it's Chris sorry Chris I just sent you bunch of email or if it's you know whoever it might be you know listen I get a hundred of these a day and I say no all the time because I don't have the time of course but once in a goddamn Blue Moon I say come to Boehner for five minutes you know and I did that once this year last year and it turned into Chris is there a way to share a URL with anybody here yes we could I'm going to ask if we if you can type it in the uh you can either tell me or could type it in the chat window on the right hand side I don't know if you can see that Gary y so I'm just going to put this up story. co it created this company grap story dot was that doc or doco no do doco doc um you know it's just so interesting to me I took this meeting and now I have a multi-million dollar agency that represents the top celebrities on Vine and this was as a result of an off the chance email saying can I you know hang out scarier than that it's off the

chance of a kid who raised his hand at a Toronto keynote and said can I get 30 minutes of coffee with you in New York and I said no on stage in front of thousands of people he said what if I beat you in rock paper scissors I love the kids I go what yeah he goes what if I beat you in rock paper scissors I said okay he gets on stage and Chris you know me a little bit if I beat him I would never see in the world see him but he beat me and we had this drinks and it led to a multi-million dollar company so you know in six months so you know you just never know insane and by the way what makes Mark cubin what M makes Seth Goden what makes these people what they and then all the Zuck and the EV Williams's and all the tech people in Silicon Valley that I care about what makes these people is them taking those random meetings I guess what it comes down to me for me Chris is you've got to take your app Bat you got to swing you just have to that's what I want everybody know that this is you get one at that and it's funny to loop back to what you're talking about regrets there's a there's an amazing book that you probably read called the top five regrets of the dying very depressing title but it's by the way I want to expose myself you you kind of jumped in and said I'm sure you uh you know you read I've only read like six books in my life so okay um I'm a bad boy when it comes to that well essentially it's about a woman who is a professional career and she looks after people in their 80s and their 90s and she just says what you said there's a common theme and the I think my biggest fear it sounds like yours is the same as you know I don't want to be that guy that's 80 and just thinks oh if only I don't even mind if I try something it didn't work I just don't want to say I didn't even well let me really throw you for a loop I'm gonna say this is something again I'm in the zone today some of these things I haven't really talked about a lot maybe here and there you're just asking the right kind of questions in tone of the interview I gu that's good on you I literally love losing let's just frame that so everybody heard that correctly you literally love losing when it comes to business and sports that's why I love the Jets so much I love the process of the climb far more than the spoils a victory I have liked the last two years of building vinner media my new agency being the low man on totem pole in the agency World much more than the last five years of being the big man in the wine world I like that nobody knew who I was in the agency world I like that there's multi-billion dollar sir Martin sorell wpp Omnicom billion dooll public companies in the game I like that everybody when I first announced it was like oh you think because you have a lot of Twitter followers you can build an agency I loved being underestimated I love loved losing clients because I didn't know what I was doing at first I loved it a true entrepreneur a real business Builder loves losses on the table I need those check marks on the table they drive me they're my oxygen I prefer to take a step back I like losing money it's good it's it's brings humility it reminds you you're playing the game it uh it it's the right thing to do like if you're bad and you're not good enough you deserve to lose it feels Fair um and it inspires me to be better every day so let me if I may pick you up on that you just talked about really enjoying the climb I love that a great kind of um you know image very strong striking visual but um how much of that is do you think in your DNA and your parenting and how much of that is just the fact that you just want to be a successful business guy do you think it's inherent in you as a kid you know immigrating from a yes from the last I think this has been mapped right like even though I've never read it this nature nurture thing it's been mapped right and I think you know the DNA versus parenting environment thing has been long figured out and I agree with it which is you know I'm a product of all my realities yes a ton of it was naturally in me but I'm sure this insane hunger this Underdog mentality even when I'm winning even when or you know what's even scarier Chris I'm now psychoanalyzing myself lately I'm like did I leave the wine business because I was at the top and I needed to be the underdog I didn't like being up there right I think the answer is yes to be honest with you okay I have you know I liked being you know I loved High School being not popular freshman year and then being really popular senior year I loved that climb I like that kind of stuff I uh it it's how I'm wired I think it has a lot to do with being an immigrant Coming To America with no money you know not speaking the Lang kids making fun of me for not speaking the language you know kids making me

drink piss out of a Pepsi can you know like being a little guy you know yeah I love that stuff I I live for it can I ask you but I apologize my parents you know hard work was in our blood like we came here with nothing I watched my dad work every hour of his life it felt normal hard work was instilled you know my mom did an incredible my mom's such a amazing warm human being so you know it's really interesting my mom and dad and the environment you know I think of myself as a contradiction Chris I am fiercely competitive and have a humongous ego I want to win I know I'm good I got it right at the same token and I think you know it's fun for me to have a relationship with you because it's a new one and it's a lightweight one we don't know each other super well but I think you could tell from like LA and from right now and from probably what you've heard of friends that we're both close to I'm also a good dude like I want to build the biggest here it is here's the saying I love more than anything in the world ready I want to build the biggest building in town however I only just I don't want to build the biggest building in town by building a nice building and then tearing all the other buildings down and that's how a lot of people there's two ways of achieving it yeah and I want you to build the biggest building and I want Lou H Tim and Goden and then I want Cuban all the Silicon Valley friends I have and the VC's Fred Wilson andreon Conway lir fun I want them to all build the biggest buildings I want them all to be super happy and healthy and family and Rich and fun and success I just want more I just want to be better not because I want anything because I don't even want stuff I don't have a watch fancy car I don't need anything I love the game Chris I want to be the winner you know that's what it is let me ask you are your uh if I may are your parents still alive yo yeah my parents are very young my dad's 60 okay and my mom's 58 so very much alive you know now that I've been removed a little bit from the wine business my dad's even more involved in the wine business again so more active uh they're going into a great chapter in her Lodge they've worked their face off to bring their family to America and now hopefully you know I'd like to see them spend a little more time and uh enjoy it a little bit do you think they understand what uh cuz you you've got a brother as well AJ but do you think they understand what you're doing do they do you think they get you know what Gary has done I don't think technically like the details [ __ ] I don't think most people watching this know what I've done right from a detailed standpoint from a holistic standpoint like the achievements they knew this was going to happen before I did they have been my mom called me a star since I was eight years old she knew she knew so I'm very aware of everyone's time and we're at 30 minutes in so we got another 15 and I want to I said let you get back to your day as well there's nothing worse is than somebody jumps on webinar say it's 45 minutes it's an hour and a half so we're not going to do any of that let's just loop back to uh jab jab right hook again um everything comes down to storytelling how can you without wanting to sound crass almost how can you actually make money with that knowledge well I think you know I think listen crass what are you talking about Chris I mean I think one of the things that I'm most proud of is everybody likes me cuz I sound like Mother Teresa 90% of the time but I'm the biggest salesman in the block right I'm trying to sell stuff I don't think it's crass I think it's awesome I love entrepreneurship I love selling um to me it comes out of bringing value you know like um okay for all the people that are here that are B2B people here's the number one thing you should do you should go to LinkedIn you should find the name of the person that you're trying to sell to most of you should know that if you're your be to be because you know who the buyer is of whatever you sell you may know the title it might be the events manager you find them all you then find their name then you take their name you know Gary vaynerchuk and you post it into Google Gary vaynerchuk and then Space Twitter right you say Twitter right so you do that and then what you do is you find them on Twitter 25% of the people that you're looking to sell to will have a Twitter account and then you follow them and then you wait for them to talk so if you're trying to sell me you don't hit me up cold you just watch what I say and I'm going to say tomorrow about the Jets and then you jump in totally and then you say hey Gary Bills fan yeah that's right and now you and I made a first connection on something I'm passionate about instead of you trying to pitch me on something how often out of interest do you see that happened to you is that certainly the minority or are people getting a bit more Savvy and actually you know engaging first nobody's doing that with me on the other hand really I am doing it heavily and I've landed multi-million accounts that way I've consulted some friends to

do it this way they're killing it and I out of the uh passion to bring value to this audience hope that six people here because listen I'm very realistic most people don't want to put in the work they want to watch webinars re read books complain about it not happening they don't want to put in the work I know that six people I hope that six people here take my bison this after this seminar you know whether it's Monday morning because they want to enjoy family time or right now start realizing who are they really selling to go to LinkedIn put together 100 500 people's names go to Google add the word Twitter then find 74 of them on Twitter follow every one of them and then over the next couple weeks engage with them around things that person cares about outside of the business which inevitably is going to lead to whether it's a month from now or two months from now your opening to jump in you know if I tweeted right now who knows somebody who provides um internet access when I get replies on Twitter I'm going to reply to the person that I've seen before yeah of course so that was me Chris right there trying to spend three minutes giving actionable tangible advice um that's what I call a jab that works that's value it cost you nothing and now it has set me up in the future somebody here is like oh that's a good idea wait Chris to somebody here in two weeks lands a $50,000 account or a million dollar deal because of that move then they're going to follow me with more UNS right they're gonna love me I just gave them something now in a year when I come back out with my fourth book They're gonna be like I have to buy like 50 of these the guy [ __ ] made me a million dollars why do you think it is that uh the whole hard work thing is um I mean we could say this has been like it since the dawn of time but I'm definitely seeing maybe it's because the internet has the perception therefore it's quick and it's easy but there's definitely a sense of entitlement these days I just see the internet as a tool that allows us to do things you know faster but it's still a learning curve it still took me an awful long time before I made any money online why do you think it is the that many don't really want to put in any hard work at all um you think it's just human nature just yeah it's not super complicated right I think uh I think that they um you know I think about this all the time I don't think I just think it doesn't come natural to them it's the same reason Chris that I want to work out every day and have muscles and a chest for the first time in my life and be healthy better cardio and live longer and I'm not doing it well I'm fighting I'm trying yeah C certain things don't come naturally um but that doesn't mean you shouldn't work for them I what didn't come natural to me was um what came being full of [ __ ] but over the last 20 years I converted myself into being zero full of [ __ ] what didn't come natural to me was being organized but in the last seven years through an assistant and Google Calendar and other things I've become organized um you know you just you have to fight otherwise you don't get the results well see what I'm going to do Gary I'm going to um I'm going to ask Greg who's our moderator uh Greg Ray who's Fielding questions behind the scenes here uh to quickly jump on because I did promise that we had some questions that um some would like to ask you we've got about we' got about seven minutes left so Mr Ray Greg Ray um firstly can you hear me young Mr Ray I can hear you Mr frell hello Gary how's your day I'm doing great how gr here I'm good thank you for building all these questions yes so is there kind of an overriding uh theme to some questions that we can throw at Gary there's a few here and now that you said questions tons are rolling in so I'll try to adjust but uh the first one was Gary you spoke in 2011 about concentrating on context and not so much on content do you still believe the same in 2014 I do I think context listen they both matter the problem is um that everybody focuses on content everybody talks about content nobody's talking about context the context matters right like uh even the look what's going on with this video right like we were not on video at first it was going to be audio I've never done video with goto meeting before Chris thanks for showing me this feature I didn't know I didn't freaking existed you know and it changed it now a lot of people have seen my face so I've actually been able to say different things think about what I'm about to tell you I've said different things because I knew my face could do the work instead of my words I mean context guys very great question Greg well said if I were a newbie in the social network marketing Adventure tell me the best platforms to learn or Master you mentioned a couple LinkedIn and Twitter there uh any other suggestions it's completely predicated Greg on what they're selling right so if you're

selling something to 12 to 18 year old children you need to be on Snapchat Vine you need to be on Instagram if you're sending selling to 60 to 80 year old females you need to be on Pinterest you need to be on Facebook so with jab to jab right hook I went after all the ones that I think are relevant but it's completely predicated on your target audience actually on that note let me ask you uh with Facebook in mind have you found that if you're a personality you obviously have a fan page but have you found that your personal profile now that we can have followers is essentially the same as a fan page and would you therefore recommend that you maybe don't need both or not no I think the fan I think that actually isn't working really well you know the personal Pages where people can follow I don't think it's working super well with Edge rank I think you're far better off with a with an actual page okay you're getting much more exposure I'm I get way more engagement on my page than I do with my personal page that has followers I'm not even sure my personal page with followers is working it's just you know yeah you know I don't know if you've tested both or you've seen it but it doesn't look like anybody's personal pages are doing well it's almost like it's functionally not working so we have four minutes left so Greg um maybe you could pick maybe a couple more questions and then we'll wrap up if that's working for everybody absolutely so you've talked a little bit in this about you got to get after it you've got to hustle so we've had a couple of people ask about what's the what's how do we navigate that fine line between hustling and being pushy or overbearing with people nice question um that takes a very interesting skill that takes tact that's like you know in guys and girls you know um Dynamics that's called Charming or smooth right that's just skill that's tact that's years of practice that's EQ that's intuition that's empathy that's self-awareness that's the stuff um Greg that I think is becoming more and more important in the world and so um you know the answer is different to everyone sometimes I Look to close immediately because it feels right sometimes I slow roll it for four years and everything else in between so I you know I think that's a skill that's like saying how do I get better at singing well you can take singing lessons but Talent has to be part of the equation some people just don't have it I mean we all know people that are just lost right like you just watch the way they move around and you're like oh my God like is that how you tried to sell or Tred to ask for the date or go in for the kiss or you know I mean it's all that stuff right so I don't know if that's teachable but what I will say is this if I have one tangible answer to it do what you want you know they're old saying act like you would want to be acted upon right you know like the reason I think a good salesperson is I'm a good customer I know like what I feel when I get approached and so that's what I look for absolutely very good so I think the last and perhaps the most important question that anybody has asked here Gary is they say they're being a little bit cheeky but I think it's a good question what would you recommend as a good Spanish red I love it I'm surprised you only had one question about wine so far um you know I'm very hot on the wines from torto t o r o very big ripe fruit underpriced in my opinion so Toro wines is where I want everybody to check out t o r o I also want to say Chris Greg uh for anybody who's uh listening that's on Twitter I want you to say hello because I got a few minutes here as I'm going to walk down the street for 15 minutes with my phone so I can say hi Oh great so Gary ve um maybe use a hashtag Chris is the best for that well great thank you to you Chris thank you Greg thank you for modering behind the scenes I appreciate your time GRE very much so uh we we are kind of almost at our time and um I remember in delivering happiness Tony Shay the guy behind zapo for those that maybe aren aware who he is a billion dollar brand uh talked about delivering wow through service and uh I think Gary vayak is actually just a guy that kind of encompasses that I've seen you speak a few times we met briefly at a few different times and I just want to say Gary you know you really as I said earlier you know it's easy to talk these days it's very easy to say on your Facebook wall oh I crushed it getting all these great testimonials you know how so boring so dull when people say that you know as we said a person's true character defined by what they actually do and you certainly are doing exactly as you spoke about look at this hasn't even mentioned you know your book for sale obviously if you haven't bought it we'd like to encourage that just go to Amazon is the best place jab jab right hook I have my copy right here there you go so um so Gary with all

that said we're at 45 minutes past and I just want to appreciate you know Saturday afternoon you got your two kids you're at home in Manhattan and you gave up your time so thank you sir appreciate thanks Chris I really appreciate it uh you know super impressed by your audience that came out and so uh I wish you nothing but the best and all of you guys who've been watching think about a couple of the big things that at bat this is our chance guys we got so lucky our parents and grandparents didn't have the internet we had to stay in our local towns we had to live our practical lives our dreams were contained to our dreams we need to execute we need to take advantage but we have to bring value to the people that we're trying to sell please you're not entitled to that dollar you need to fight for it gosh I feel inspired Gary V awesome thanks great spending time with you thanks so much all the best hit me up on Twitter guys Gary be I want to say hi to some of you take care thanks thank you Gary thank you uh so Gary's going to disappear and All That Remains for me to say is thank you very much for giving up your time today hope you've enjoyed this uh this kind of peak behind the uh the genius really you know it's it's not luck that allows you to come to a country we didn't really dwell on this that much but he came from bellaro in Russia not speaking English came over here as a kid with his brother and his parents you know learned the language hustled uh started working in his dad's liquor store eventually took that business online turned that into a $60 million business and he's now doing the same for his digital consulting company called V media off the back of that has picked up a lot of celebrity and well-known clients and is teaching them essentially to do what we've spoken about over the last 45 minutes how to engage our story how to harness the power of social media to tell our story and to grow our brand so uh thank you for your time it's been super nice spending it with you I'm just going to quickly look at the questions here and uh if we have no more business I think that is it as I say there's nothing to sell in this webinar if of course you want to buy by Gary's book we're not trying to make you buy it but if you're interested amazon. com jab jab right hook I don't even know the price actually 15 bucks I think um this has been recorded so I will be sending out the recording of this and again I want to be very respectful of your time so I'm going to wrap it up now 46 minutes past thank you very much ladies and gentlemen thank you Gregory for moderating my name is Chris Farrell this is farel signing out for now speak to you soon take care bye-bye