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A
I believe that right there is the definition of entrepreneurship. It's when you love your game more than what the game gives you. Unless you are producing content that is meaningful to an audience on this device across seven or eight platforms. Podcasts, LinkedIn, YouTube, Facebook, Instagram, Twitter. Unless you're producing content in written form, audio form, or video form across 7 to 10 apps on this device, unless you are relevant on those 10 apps, LinkedIn, YouTube, Twitter, Instagram. If you are not, you are fundamentally irrelevant in society. This is the GaryVee audio experience. I love you back, mom. Yeah, exactly.
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Everyone thinks that they already know you and think they can just talk to
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A
you whenever they want they can. I'm like, I love you back. I think the, I think, you know, social came along. The Internet evolution came along at a very good, you know, life is so much about timing. You know, I was born in the former Soviet Union, and if I was my grandfather, I'd probably be in a Soviet jail during this time of my life. And I'm not kidding, because both my grandfathers spent time in a Soviet jail. I happen to have the serendipity of timing where the Internet came along and created a framework that allows people to interact at scale. I disproportionately enjoy human beings so they can come up to me like, I like being accessible. We have never lived in a time where brand was this underpriced. Let me explain. What is the biggest difference between me and a lot of people that look like me or me and the companies that I work with and I get them there? It is the fact that I do branding, not sales. Branding is different than sales. I love when people come up to me like, Gary, I'm a marketer. I'm like, cool, what do you do? Well, I am affiliate marketer and it's conversion based. Top of the. I'm like, you're a salesman, bro. This is a very important thing to understand because I know there's people sitting here who have $11 million business and are super happy and aren't even on social media. I get that. But what you're not factoring in is what happens next to me, what's most important is not today. I stand up here and so unbelievably appreciative of that reception that I just got and knowing how many of you came here to hear me speak. But I promise you, as I breathe here right now, I recognize that literally everything I did an hour ago and back is irrelevant. If I'm unable to execute going forward tomorrow, if I Start making the wrong decisions and not executing begins the vulnerability of unwinding everything I've done. And I think we all understand in society, we react much heavier to mistakes than we do to successes. The reason I'm pushing that you're irrelevant if you're not here is I don't think everybody here, including myself, has factor in how much more attention is going here. Let me promise you this. No matter what you think about technology, your kids on iPads all day, you always on the phone, nobody talking to each other, how you judge kids because they don't shake people in the hand and look in the eye and all the other horseshit that demonizes technology right this second. The way we interact with technology is the most basic you will ever see in your life. Ten years from now, every one of these phones, every one of these video game platforms, every one of these websites are gonna seem like a fucking Beeper and MySpace. You have to understand this. Here's why there is nobody here, pot committed enough to this, including myself. There's nobody in this theater right now pot committed to this enough, including myself. When I say pot committed to this, what do I mean? I mean every person in this room needs to take a substantial step back and understand, am I producing enough pictures, videos, written words in these platforms to achieve what I want? And the answer, and I'll save you time, is no. For everybody. And for somebody who's putting out 85 pieces of content a day across audio, video, and written word a day, my answer is staggeringly no. Meanwhile, there are people here who take four and a half hours to figure out a perfect Instagram post because they want it to look good when somebody lands on their fucking profile. It's true. The quickest gateway, the quickest execution for everybody here to get whatever the hell they're trying to get out of here today is to produce content on 10 websites. The quickest way for you to get what you want in your life is to produce videos, pictures, and written words across Facebook, Twitter, Instagram, LinkedIn, YouTube, podcast, your website, email, text messaging platform, period. You know what's crazy? I literally want to say right now, thank you, London. I'm out. It is like, I'm thrilled to go into the mindset. I'm thrilled to tell you. And if you follow me on Instagram, this is where I've taken most of my content. I'm thrilled to tell you that the reason you're not producing enough content is, unfortunately, you value other people's opinions more than your own ambition and happiness. That literally pants 47 can leave a content that you're ugly and it makes you stop posting. I can go into that. I can go into a million other things. But I make this very clear and obvious. The reason I am just beginning to succeed in my ambitions is because today is the least amount of content that I will produce. Because I will produce more tomorrow and more the next day. You have to understand media dictates everything, right? There's a specific reason that when there is a coup in a country that the army goes and takes over the TV network and the newspaper, communication is the game. Maybe because of being born in the Soviet Union and raised in the U.S. i had this paradox of being fascinated by a closed and open system of communication. Maybe because I'm an extrovert and I talk a lot. I don't know why, but something came natural to me. But my whole life, which is communication, what are the things that make people do things right? What I'm fascinated by is the democratization of media. What I'm fascinated by is that everybody here, how many people here, have been following me for more than one year, raise your hand. The fact that 90% of this audience knows that all I want you to do is run Facebook and Instagram ads and you still aren't, makes me want to punch all of you in your fucking face. I mean, literally all I've been asking you to do for the last two years is run Facebook and Instagram ads and you fuck faces still aren't. And I say this because I put it on film, because I'm gonna run this exact video against you in five years on some platform telling you that you missed the golden era of Facebook and Instagram because now it's appropriately priced. And you guys have heard me, if you follow me, say this. I regret that I wasn't able to build my dad's business bigger because I didn't spend enough on Google. I didn't spend enough. I had it figured out. It was called Google AdWords. It was working. Yet I still was doing newspapers and direct mail and radio and television because I didn't understand the context of the moment that I was living in. Hey, everybody. Hope you're enjoying the podcast right now. Make sure you follow the podcast. That's why I'm interrupting. Let's keep going on this show, but follow the podcast. It'll make my mom super happy. We really need to have a conversation in here about judgment. The far majority of you will not go home today and start posting more on Instagram and LinkedIn and Facebook and Twitter not because you don't get. I love when people are like, gary, I didn't grow up with this technology. I don't get it. I'm like, that's nice, Sue. You didn't grow up driving and you figured it out. It is very cute that you tell me you didn't grow up with this and that's why you don't get it. I am wildly smart enough to understand that you are bright enough to spend two hours on an app to figure it out. The reason you're not posting or doing is cause there's insecurity about what you're gonna say. You got your perspective. Just wanna be happy. Don't you wanna be happy? The fact that we sit here in 2020, in the maturity of the social web and these opportunities and There are still two platforms right this second that require $0 for you to start communicating what you want to happen in the world, I think is remarkable. That doesn't even take into account the fact that Facebook ads, YouTube pre rolls this new Spotify ad product that is going to have hosts read live. Reads like the old radio game for podcasts, Facebook, Twitter, Twitter's appropriately priced. But everything else I just mentioned to you, the ads are underpriced. The cost of spending $1,000 on these platforms to get people to see something is underpriced. I really am desperate with even the tone and tenor that I'm bringing to this talk. I'm desperate for people to understand how wild this is. I want to remind everybody, for everybody who raised their hand in the first group, like myself, the way you built a business or brought awareness if you're 43 and older and the way we grew up was by spending a lot of money. Ads cost money. Direct mail, newspaper, radio, ads, television that cost money. It was a very high cost of entry to build brand. Brand is the whole game, I think when I analyze what's going on in the business world and with people, I think most people are transactional. I believe. How many people here are entrepreneurs? Raise your hands. I believe the majority of the hands that just went up, that when I look at the delta between the ones who've won and the ones who've won less than they've wanted to, I put them always in my mind into two groups. One, one group is transactional, AKA deeply care about the money in the short term. And the second group is looking to build brand, AKA reputation in perpetuity and are more concerned about playing it out in the long term. What is exciting for me right now is that this device, this device, like the fact from this young man down and up, every one of us has a device in our hand that is a computer that is actually more powerful than the computer that Ronald Reagan had when he was running the free world. It really is interesting. It really is. I think again, what I'm really trying to establish in this talk this afternoon, this morning, is I don't think people have quantified the opportunity. I struggle, regardless of circumstance, with people dwelling or complaining in a world where the Internet is free. Has no idea who you are, could care less. It's right there. And it becomes a game of skill, not necessarily finances, to actually win. It's interesting to me, it's interesting to me that you can be in the retail business overnight by setting up a Shopify account, which cost nothing when that same action to sell something 30 years ago meant that you had to sign a lease and build out a store and rely on the local traffic that walked by. It scares me and excites me that the biggest music company in the world, Spotify, was built in Sweden by a kid. And on and on and on. And you've heard every story, but more importantly, for every ridiculous story we've seen of Instagram or Facebook or Uber or Spotify, there are hundreds of thousands of stories of people with wins that are micro versions. I actually think the most unhealthy thing in entrepreneurship and opportunity is the big stories that everybody thinks they have to build a billion dollar company. I think we do not talk enough about the practical $150,000 a year, $300,000 a year, $700,000 a year business that you genuinely love, what you do, and you can live your life being happy and financially sound and what the cost of entry to be able to do that is in today's environment, which once again, let me say it very slow, between putting out a media company, if you decide to put that on a WordPress or a Squarespace, a retail company on the back of a Shopify, you could start a radio show that is global on the back of just uploading something you record on your memos on your phone and upload onto Spotify and Apple and SoundCloud. My friends, distribution is free. I know it's a nerdy thing, it's not like some big profound statement, but let me say it nice and slow. Distribution is free. It used to cost a fortune. Now what you put inside of it is the variable of your success, not your financial capabilities to create the distribution you have. I wish we could zoom In. I literally have goosebumps on my neck right now. No, but really, I really do. It's like a very. I will live my last breath trying to get people to understand. This is remarkable. This is a game of perspective. Are you educated or capable of seeing it from the lens that I'm speaking about today, which is the barrier to reach the end person, Whether you're a financial advisor and trying to get to a client, whether you sell bow ties, whether you want to be. How about the fact if you want to be a professional football player, and now there's all these websites where you can upload your film because the scout didn't come to your tiny, tiny town. And. And now you actually can be discovered. Everything has changed. My question and my dream every time I speak is, can I get one person in this room to get their peace for me? If you are not disproportionately happy sitting in this room professionally, which will trickle into your actual life, you have to take a step back and understand this perspective. So I think we're living through the greatest era ever for opportunity. I think it's on the back of the current Internet, which is wildly visual. I'm very aware that the audio revolution of our society is coming. What do I mean by that? Is how many people here have a Google home or an Alexa in their house? Just raise it high. I'm curious. Raise it high. I want people to see this. Google and Alexa. Look around. It's a real number. Now, granted, most people are just telling jokes with their Alexa or listening to music, but I want to remind everybody that the first killer app on the iPhone for the first year was that app that looked like you were drinking a beer. If you remember, it takes some time for the apps to catch up to the platform, but we are all very close to being in an era where we order a pizza or where we get our plumber or how. And where we navigate by talking to a voice device, not to our phone. As voice becomes the platform and less happens on this, which seems foreign now because we all live in it, but I want to remind you, we used to not live in it. And I want to remind everybody here, technology likes to move when. When, not if. When you start doing a lot of things that you do on your phone right now start happening on a voice device, it will no longer be visual and written, which will lead to less opportunity. To grab attention to the current opportunity landscape, which I'm gonna remind everybody, is quite remarkable, because if you've got a local bakery now and you can do a really good job on LinkedIn and TikTok for free or on Instagram with money. When in a decade we go into voice and I say, alexa, send me six muffins to the office. Amazon gets to decide which muffins come to the office. Now, if you did such a good job building brand and I knew about Carol's muffins and I said, alexa, send me six Carol's muffins to the office. You've now accomplished your task. I spend 100,000% of my time on brand. I want people to know my name. I want people to know the name of the things I do. VaynerMedia, my agency. When we killed Mr. Peanut yesterday, which a lot of you heard about, that is us doing brand, that makes you think about planters. You weren't thinking about it prior to what we did yesterday. We think about it. It's all brand. And so I just want you to get your long tail of it. And this is what's led me to the most interesting conversations of my career. Because as a businessman, I never thought I would get into categories like parenting and insecurities and self esteem. But as somebody who just spoke all that and has done that pretty much every day, 600 times a day on the Internet for the last decade, it has led me to realize, wait a minute, there's the other component of everything I said. I can show every one of you what to do. I have just sat here and told you 100%, not 99 the two attention arbitrage platforms of our society right now. If every person here went home and made five to seven pictures and videos a day on both TikTok and LinkedIn within a year, something good would happen for the far majority of you. 99% of you won't post on either. Once after this talk, the question to me became why? That led to the next part. We really need to have a conversation in here about judgment. The far majority of you will not go home today and start posting more on Instagram and LinkedIn and Facebook and Twitter. Not because you don't get. I love when people are like, Gary, I didn't grow up with this technology. I don't get it. I'm like, that's nice, Sue. You didn't grow up driving and you figured it out. It is very cute that you tell me you didn't grow up with this and that's why you don't get it. I am wildly smart enough to understand that you are bright enough to spend two hours on an app to Figure it out. The reason you're not posting or doing is because there's insecurity about what you're gonna say. You go very deep into who's gonna care what I'm gonna say? What would I say? Who cares what I think? Or even worse, the thing that breaks my heart the most, you actually do post something. Somebody leaves a post that you look ugly and you cripple and fold like a cheap chair. So that's what I spend my time on now, trying to figure out how to get people to realize that the judgment of others has zero actual impact on their lives. They have zero context on your actual life. And how do I get you to understand that perspective, which would then lead to you speaking? And when I say speaking, let me break this down. Let me take out the other excuse of why you, for yourself and your business, aren't posting. Not everybody is great on camera. I get that. Not everybody is so wildly charismatic and very good looking. I get it. However, on the flip side, I am incapable of writing. It's not my natural skill. I struggle with reading and writing. It's not my skill. Plenty of people here are incredible writers and it is an incredible opportunity to go write six to 15 sentences together around a thought on LinkedIn and hit post. Others can work in Photoshop and make a picture. Others enjoy. I don't. I was born in the Soviet Union and grew up in a very Eastern European household. I think there's like eight pictures of me in my entire youth, right? We didn't take photos, so it doesn't come natural to me. On the other hand, there are people in here who took 97 photos on their iPhone yesterday. There are plenty of people here who are great at taking photos. My question here today, my friends, is very simple. When are you going to start talking? What are you waiting for? If you are not communicating, you don't exist. I believe that if you are not communicating, you do not exist. More importantly, communicate about what you love. What scares me about the long tail of the Internet is I know there's somebody sitting in here who's watched every episode of Friends. Okay? Deeply loves Friends. Can't get enough in their own mind of debating. Rachel and Ross loved the show. Watch it every night to go to sleep too. And I know they make 49, 62, 88, $103,000 a year doing something they don't like. And I know that if they started a podcast about Friends every day when they went home, instead of consuming content to escape the fact that they don't like their job. If they created content around the thing, they love that after 24, 36, 48 months, that along could have came Netflix and been a sponsor of that podcast that would allow them to actually leave that job they hate and now be a full time friends podcaster. You don't believe that. I understand that that seems like a far fetched story to you. The problem is you don't live my life because I wrote a book in 2009 called Crush it that laid this out. And I get to live the best life now where I get three, three to six emails a day of people that tell me this exact story. Whether it's about pickles. People like pickles. I do too. I eat pickles like crazy. Star Trek esports. Don't even get me started. Because I used to push it a lot and people have gone completely and made real careers in that just stuff. I just. I just really, really, really hope you hear me today. Whether it's for yourself, whether you're a top executive in your organization and the company still does direct mail or print or still sponsors the town fair instead of running content and ads on Instagram and Facebook. Guys, it's 2020. And don't give me this, not in my town, not in my industry. I'm watching your town, your industry. And so that's where we're at. The biggest opportunity in the history of humankind to do what you want to do. And yet you will continue to find reasons not to. And I think that comes in under the categories of self esteem and self awareness. And I think we need to make those words important in our society. You can work hard all you want. If you're insecure, you're gonna be vulnerable. Cause the second there's pushback, and there's always pushback in the journey, you won't go there. So that's my framework. Those are the things I think about. I spend a lot of time thinking about that. And then I have a company that helps Fortune 500 companies navigate that world. And I see it every day. Just going back to the Planters thing. Cause I know it's on the radar today. There was a real debate if we could get America to know that Mr. Peanut was dead so that we could run the super bowl spot that we're running during the Super Bowl. And if we couldn't, the spot won't make any sense. I and VaynerMedia knew that the Internet is real. We knew that if you went on Twitter like we did yesterday, the Daily show will pick it up at Night. And it will be on all the recap emails this morning and in the papers and the apartment and the USA Today. The Internet is real life. This is fake life. I just. And really, I'm really going. I know where the giggles come from. And by the way, an enormous amount of people hate that thought, right? Like, I live in life. I know how we are doing such a great job currently demonizing technology. We hate that. The kid. You know, my favorite is my friends who are parents who, like, you know, because they know where I sit on tech, and they're like, Gary. You know, I'll be hanging out with them and they'll be like, gary, this tech is terrible and the kids are on it too much. But the second the kid comes over and bothers our conversation over a glass of wine, they throw the iPad at that kid like it's the cure to every disease. The hypocrisy that we have around technology is fascinating. We as humans are incredible at romancing the past and demonizing the current. And so these are the trends I watch. But I will say this. If you are a vibrant, active, ambitious human being, which there is zero reason for you to be at this conference, if you're not zero, and you do not, for yourself or your company, produce in the ballpark of seven to 25 different pieces of content across three to nine different platforms a day, you are making a fundamental mistake. I'm gonna say it again. Because when you're talking about 25 pieces of content a day, in a world where 98% of this room is not making 25 pieces of content a year, we have a very big disconnect between where I sit on this and where you sit on this. I am giving this talk for one reason, because Drock is filming it and I'm gonna air it in a decade on whatever the current platform is, when it has been completely accepted that everything I just said was 100% right, I have zero interest of you actually taking the advice I just shared. I don't know you. I've got my own problems. I prefer it. I deeply. You know, I'm speaking at Harvard tomorrow, so I have to go. I have a couple more meetings here and I gotta go. Dallas to Boston, I land at 1:40 in the morning. And on those kind of flights, I like reading the emails of you saying, hey, I saw you in Mobile in 2020. This is now imaginary 2023. I finally listened. I was passionate about X, Y and Z. I did do an Instagram account or a podcast or a YouTube show. And now, three years later, this happened. I love that. That is the big win for me in this room. But you won't. You won't. And I know that because I've lived this life now for a while. You know what is more likely is you're gonna email me in six years and say, I wish I did. Cause this happened because I was the leading lawyer in town, and this other person who didn't was not even. You know the emails are funny, right, Gary? I mean, they come in all shapes and forms. Gary, I wish I listened to you and you start reading it. Because I read. Because I want the qualitative feedback to learn. Right? Heard you four years ago at the Atlanta Business Summit. You said the thing. I didn't believe you. I thought you were loud and obnoxious. I'm not cursing today because Maggie asked me, but you cursed. It turned me off. I'm a Jersey boy. Meanwhile, this upstart kid, he listened to you. And then my favorite line, no matter what, is lawyer, doctor, real estate. He's not even good at being a lawyer, but he's killing it on Facebook and he's hurting my business. What do I do now? And I smile. I smile the same way that I saw some of the kids on the field yesterday that didn't go with vaynersports that we know. We were in the final two with them, and they went in a different direction. I see them. I root for them. I'm a kind person. My mom did a good job. But I'd be lying to you if I didn't say, when I look at their faces, I smile, knowing they made the wrong decision. Because I love merit. I love sports. You either make the right move or you don't. I've already won by articulating my thoughts here today. Either you're gonna actually use this talk as the final piece to actually get out there and finally do this. Because you cannot be in this room and not know what I'm saying is actually right or you're not. And then you lose. And then I get to see you. Because they're both good. I did it or I didn't do it. I both enjoy because I actually love the merit of the game. I mean that. So I hope you do it. I don't need you to do it. As a matter of fact, I'll get really technical on you. A lot of my smartest friends always ask me why I do this. Because if these people start making content and start running ads, it's gonna be harder for you to Build what you're building, Gary. And they're right. The feed of Instagram, Facebook, Twitter, it's just one feed. It's just supply and demand. If all of you start posting, that's just more content, less attention, less opportunity for me to build what I'm building. That's where it's going. So I hope I've articulated the punchline. I don't think I'm supposed to be doing Q and A now, but to be very frank, I gave Nagy the no cursing. I'm taking the Q and A. So I'm gonna take a couple of your questions right now. Thank you. Because to be frank, I think I've articulated my point and it is the point. If you do any. You know, I was a terrible student, but there was one class I was decent at. It was called history. And I finally figured out why. I like history because I know that things repeat themselves and humans are consistent and I like context. If you listen to my talk right now and immediately ran home and read a book or articles about the transition of America from the radio to the television and everything I just said would make sense to you, my friends, we have transitioned from the newspaper and television to the Internet. It's happened. It's not going back. I'm sorry. It's not my fault. It has happened. It's never going back. This is why the mainstream media will always be wrong about their predictions. Because they look at the wrong data. They will always be wrong. Watch it again. They'll always be wrong. It's why big companies, why my company's exploding, because they worked with other agencies from, like the Mad Men era. They're always wrong. It's based on subjectivity, politics, ego. We're here. I want you to take advantage of it. Because if you don't, somebody else will. There's 330 million of us out here in this country and 7.7 billion. Yes, sir. Yeah. So, Gary, if a person is. What's your name?
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B
My name's Brent.
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A
Brent, nice to meet you. Runs a company and of course they have their own social media platforms, accounts, the company. They're personal. Yeah. For their business. How do you divide up the kind of content?
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B
Do you cross pollinate there?
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Yes. What would you recommend to a person, Brent? I think you can do both. Right. Like I do. I'm Gary Vee. But my family wine business, Wine library, has an account, Empathy Wines, my direct to consumer wine brand, has an account. VaynerMedia has an account. We cross pollinate. Obviously, if you're a Big personality. And big comes in a lot of senses. Let me phrase, I'm not gonna use big. If you're a personality that brings value in whatever shape or form, you're gonna see more following people, like to follow people over businesses. But it's all about value exchange. But you'll appreciate this. But there is no right or wrong. Really. There's not. I would say the only thing that you can do wrong is, is not being yourself. I see a lot of people scared to actually be themselves. Cause they're scared. Who's watching. I hate looking at all your LinkedIn accounts. You've got like a suit and tie, looking all professional, like you think something bad's gonna happen. If your normal, I look like a mess up here. I'm wearing a Tierra Whack sweatshirt. Like the results always win. And I think a lot of people hold back their natural self. The market doesn't care. In the end, somebody may judge you, but the market doesn't care. Yes, sir. What's your name? Tucker. Tucker. So I started a podcast called behind the Grind show. Okay.
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B
On Instagram, LinkedIn, everywhere you listen to podcasts. Started in October.
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A
Thanks for your commercial. Next. Go ahead, go ahead.
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B
October.
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A
Okay. We interview entrepreneurs and high performing individuals
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B
and we've had a decent amount of
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growth in this short period of time. That's awesome.
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B
And all because of you.
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A
All because of you. You executed. Yes, sir. We just recently got reached out by
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B
a couple people that are wanting to
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become sponsors or have their bosses that
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are on computers on.
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A
So I. My first question is when is the right time to start?
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B
And then second, we just got reached
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out to potentially do like a live audience podcast because people in Pennsville, Florida, Studer Community Institute, they reached out to us about potentially brainstorming on that idea. So would that be a big direction? Everything you said is yes and no. And it's important for you at this young of an age to understand that no matter what my level of success is or different people's levels of experience, the punchline is it may be yes or no. The key is to not do something that you're so locked in that once you taste it and you realize it's no, that you can't get out. The wrong thing to do with whoever you just talked to in Pensacola is to sign a two year deal to do it live there. And after the second one you're like, this sucks. I don't want to do this. So you keep flexibility. The audience will, they won't be mad at you for Monetizing they'll be mad at you for selling out. And that's a very big difference. But it's so exciting, right? Because I go through this spiel. How long have you been doing it? Since October of last year. You mean four minutes. If I'm correct with October. And you factor in Thanksgiving and Christmas, you're talking about nine seconds, right? It's important for you to see now for them to get that level of reach out. They just might be good. Like, there is a variable in everything I've just said. You may love talking about basketball. You might just be boring. So you've got to be self aware about it. But my big thing is, you may be boring, but it makes you so happy. My big thing is people don't like their jobs or lives, and then they go and consume things to escape. And I'm trying to get them to create, to get happy. You may never become Stephen A. Smith, but if you start a podcast about the Pelicans, even if it gets a little juice, maybe some free tickets to a game, now you're pumped. You like the Pelicans. It's a lot better than watching an entire Aaron Hernandez Netflix documentary. Yeah, I had to go there. I hate those guys so damn much. I saw Bill Belichick on the sidelines yesterday. I wanted to punch him in his face. Jets fans, you know? Cool.
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B
So I'm a runner of a small real estate company in Birmingham. We do a flat fee mock.
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A
Okay.
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B
We're essentially disrupted in our local market, but I'm seeing nationally that it's. It's growing quickly. A lot of people aren't really accepting of it. However, I have this vision real quick.
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A
A lot of people aren't accepting of it. Let's talk real quick. Who's not accepting of it?
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B
Well, I'm not necessarily worried about it. It's our industry professionals I'm worried about. The consumers.
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Correct. The people that aren't accepting of it are the ones whose commissions and margins are getting affected. That has nothing to do with the end consumer. I haven't had a single competitor ever. Love.
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B
I guess my question is, as we try to scale it, my disconnect is finding the next connection to find somebody who can show us how to scale that in a way that we can maintain culture but also keep the consumer mindset first.
- [37:10]
A
Well, first of all, I'm pumped that you're thinking about that. I mean, you're aware of what I've done with Claude and Chief Heart Officer. Do you know what I'm saying there? Yeah. I mean, look, I think you're, like, even hearing you deliver that sentence, I think for some of the veteran business people in this room, we weren't talking about culture 20 years ago. It was just get the results done. So to scale, I do believe you need culture. At a thousand people, we have offices in Singapore and London and Chattanooga, Tennessee. You've gotta really have culture. I think the fact that you're even thinking about it already means you have a shot at it. It means you're gonna throw money at it, and you're gonna have an HR department that cares about the employees, not as a disguise for the finance team to fire people. It's just intent. Like, just even hearing how much, you know, talking, seeing your vibes and the crew, this is just intent. The reason I always win is because I have intent. My employees first, my customers second, me third. That's a very easy way to win in business. I think we all know that's not how most people do it. And if you're sitting here right now and saying, me, I'm going to start this business to buy a boat. Two customers, because they're the people that are going to give me money. 3 Employee. You're going to build a very small business. Yes, sir. Yep. Stand up, bro. Don't freak out. My name is Ahmed. I'm 19 years old.
- [38:45]
B
I'm not really, like, a huge business guy.
- [38:47]
A
No worries. But my question was, I know you say to people who don't know what their passions are, anything to try a lot of stuff. Yes. My thing is, where do you start with that? Okay, let's play. You're 19, which I'm so thrilled you're at. Your ask this question because it's super important. This thought that you need to have your life figured out at this age is laughable. This thought that we've created in society that 18 or 22, you need to know, and you go. It's like, we've literally built society backwards. Like, when you first get out of the school machine, which maps zero to real life, you're supposed to go play real life to have a chance to figure out what you do. So where do you start? You start with, what are you doing, consuming and paying attention to when you have leisure time. Do you play video games? Do you listen to music? Do you like to go out and eat weird food? Do you like? What do you like? That's where you start. So what do you like, Ahmed? Like, what are you about? Comic books. Good. Let's start with comic books. Do you want to Create comic books. Do you want to sell comic books? Do you want to buy comic books and flip them? Do you want to work at Comic Con? All of those things would be a good place for you to start. Cold email and DM. 850 different people that are players in the comic book world, and one of them might reply to you, and that starts your career. Like, you could literally work for Funko tomorrow. You could literally work for Marvel tomorrow. You could. You just have to write 137 compelling emails and DMs and LinkedIn things. What's up for that, bro? You can literally do that. Who's 43 and older? We couldn't do that, Ahmed. That's not how it worked. When we were coming up the game, you didn't just, like, say, like. You know, actually, ironically, once in a while, I come across an OG who's like, actually, I did do that. I wrote 800 letters. It took two months for me to get a response instead of two hours. But, yeah, man, I mean, like, you know, in the comic world, there's the movie aspect. There's the actual skill of it. Like, if you go, like, if you like the drawing of it, you could. Look, let me tell you one thing about winners. A lot of winners didn't get there by accident. So when you write a winner, an email, your favorite illustrator at DC Comics, hey, Sarah, I will bring you coffee. Get your laundry, grind and bleed. Just to intern or work at minimum wage, just to see how you do it. One out of every hundred of those people, that's how I hire. I hired Drock because he emailed me three times, and now he's Drock. And people, like, call their video people Drock. That's his story. My man.
- [41:41]
B
So my name is Christian. About a year and a half ago, I started a quarterback development company in the northeast area.
- [41:49]
A
Love it.
- [41:50]
B
You know, listening to a bunch of your stuff. I've always been kind of in the world of wanting to create content for things, but my surrounding people just wasn't about that. So wanted to say thank you first off for, like, kind of being that person to kind of motivate me to go. So about a year and a half ago, we started doing the podcast, live podcast on Facebook. Kind of started taking off. We started getting messages. The company started growing. About a week ago, we got a contract for the ayf, which is American Football in the Northeast, to do all of their cancer clinics. So it's been super awesome. Also, my name came up for some high school coaching jobs. So it's been like the world's just been kind of going crazy. I'm super happy right now.
- [42:32]
A
No, that kid, it can't be.
- [42:36]
B
So my question is, and it's just crazy that, you know, a year and a half ago I dreamt about this and now, you know, this is actually coming out my mouth. But my goal is to get into the NFL as a coach one day. And right now I see myself in a point of struggling between maintaining the company and then having to go over into putting my 100% of my.
- [42:59]
A
Maybe don't try to make the company as big as you know you can, because you can't allocate 110% of the energy to it. You're now looking at the company from the perspective of as an alpha, as a winner, as an ambitious young dude. You're like, I gotta make. I'm building this. You don't have to build it. Like so many people in this room, how many people here own their own business? Great. This is gonna really hit for a lot of you. There's a lot of people that you can talk to afterwards. If you guys see this man afterwards, tell him that built companies and they built it, let's say from zero to a million a year or half a million, and they loved it. Life was awesome. But from a million to a million five, that like screwed it up. Like, there's a Mendoza Line where like, people don't understand this. This is why I push happiness so much. I'm thrilled that your business now does 3 million instead of 1.6 million. But you used to love your life at 1.6 and you hate it now because you're managing or you're doing this or that or you're stressing. I think you can control the size of your business. You can also bring someone in. You can bring in a partner, you can bring in a big time employee that gets bonus on net profits. There's a lot of hacks for you to go at this. You also can be very patient. Good. So then you shouldn't be stressed. If you say, how old are you? 28. Great. If you say, I'm going to be in the NFL when I'm 42, guess what? It gets a lot less stressful when you're thinking in 14 year terms. It gets a lot less stressful when you're reading, when you're not reading other headlines. When you hear some 26 year old got the look to be the number two on the offense at the Bengals, all of a sudden you're frustrated don't worry about anybody else. Just like those friends around you that were like, nah, nah, nah, that won't work. Don't worry about the 26 year old whiz kid who on Buffalo right now. That has nothing to do with you. Take it from 44, 42 is plenty young to get your first NFL coaching job. You understand our relationship with time is something we really have to start talking about in a society. It just, it will take a ton of anxiety out of the system. Bro. In 18 months you've accomplished more than a lot of people ever accomplished in their life. Got you, bro. Yes. Ladies, lady, either whoever. What's your name? Rosie.
- [45:18]
B
Rosie, I am a financial advisor.
- [45:21]
A
Okay. And I'm new in the business.
- [45:24]
B
I've only been in it for three years.
- [45:25]
A
Okay. But I, I'm the only female in the office.
- [45:28]
B
I have a.
- [45:29]
A
No offense to the white haired men in the room, but I have an
- [45:33]
B
office full of that.
- [45:34]
A
Yep. So they don't understand. So we need to be doing this, we need to be doing that. And the other thing that we face is because it's the financial industry, it's very heavily regulated with what you can
- [45:44]
B
say and can't say.
- [45:45]
A
I'm very aware. But people use regulation as an excuse to not do well. Well, that's what I'm saying. Like, so how do you combat you execute by not talking to those old dudes. Very simple. Don't look for permission. Focus on execution. There's nothing more. My whole life I was told what I was doing was wrong. It was crazy to launch an Internet site for a liquor store in 1996. People thought the Internet was a fad. Forget about is TikTok a fad? Some of the OGs in here know we debated if the whole thing was a fad. Right. And then I did email instead of catalogs and that was not smart. What's email? And then I bought Google AdWords and I was spending more money on Google AdWords than I was spending on direct mail and newspaper ads. And that was stupid. And then I sat down and started filming a wine show on YouTube a month after YouTube came out and people thought I lost my mind, let alone that it was stupid. And then I took all the money I had in my life that I saved my whole life and invested in Facebook and Twitter five years before they became public companies. And all my financial advisors and family and everybody else thought that was stupid. I'm only excited when people tell me it is stupid. That's when I know I'm about to do something smart. Yes, sir. In the back with the wild shirt. Ethan.
- [47:14]
B
Yes, sir. We launched yesterday on Twitter
- [47:19]
A
team.
- [47:19]
B
I've been messaging you guys.
- [47:21]
A
You said you launched yesterday? Yes, sir. First day. Epic. Go ahead. We are going to be a platform
- [47:28]
B
that networks people, that people that are afraid to complete their dreams or pursue their dreams or doubt. Basically, everything's free.
- [47:36]
A
Okay.
- [47:37]
B
I started watching it last year, and I was. And so I want to build a platform that people can achieve their dreams because, well, I've always known that I could, and I lost that. And so essentially why I'm here is I want to schedule a meeting with you.
- [48:02]
A
It's not about what you can bring to us.
- [48:04]
B
It's about what we can bring to you and your community.
- [48:05]
A
Okay. And.
- [48:06]
B
And what we can do for people that want to take their dreams. We live in the air that anyone can get. People doubt themselves for a doubt.
- [48:21]
A
Agreed. So in a world where I've got a lot of things in front of me, and as you can imagine, this pitch, though much more fun in real life, happens 8,000 times a day. Here's what you need to do. You need to email me. I'll read it tonight because I have long flights. GarynerMedia. You need to put in the title, I'm the dude with the weird shirt that launched today. Because then I'll see it. Right? I'm the dude with the weird shirt that launched today. And you need to articulate what you mean on the value exchange. And then if it's there, I'll fly it in New York. Good. Yes, sir.
- [49:00]
B
Will I own an MMA apparel company?
- [49:03]
A
Me. Awesome.
- [49:04]
B
And so my idea for advertising, you know, you said it's skill or finance, and I'm just kind of wondering if this is, like, a good idea.
- [49:13]
A
I'm listening.
- [49:14]
B
I hand out pieces of my apparel, and then I. And you have to have an Instagram account. Pretty much the same. And so I'll hand out a piece of my apparel, a shirt or something, and I'll say, listen, put the shirt on. Do something badass in it. Tag you.
- [49:28]
A
Yes. Yes.
- [49:29]
B
That's kind of how I'm getting my ads out.
- [49:31]
A
I love that. Yes, that is a very good idea.
- [49:34]
B
Can I give you a shirt?
- [49:38]
A
Yes, You can definitely give me a shirt. Is it a medium? I won't wear it. Get me a medium and I'll wear it.
- [49:59]
B
I'll get you a medium. Where am I gonna send it?
- [50:02]
A
Where should he send. How should he do a drock? You know what? Drock's right in front of you. Yeah, he, he. I get 80,000, he gets 8,000. It's all screwed up. Drock will give it to you right now. The info like Drock, send it to Attention Lou, and then I'll wear it. Can I get a picture? Yeah, you can.
- [50:23]
B
Yes, please.
- [50:33]
A
Yeah, dude, this guy's huge. How are you? Hey, Gary B. Good.
- [50:44]
B
My name is Colton.
- [50:45]
A
Colton.
- [50:45]
B
My brother Cody.
- [50:47]
A
Cody.
- [50:47]
B
And we come from a father son company. Our dad started a B2B medical distributor like 20 years ago.
- [50:54]
A
Okay.
- [50:54]
B
So now we're kind of taking that over.
- [50:56]
A
Okay.
- [50:56]
B
We still do a lot of direct mail.
- [50:58]
A
Yeah.
- [50:59]
B
A couple thousand pieces a month. We started LinkedIn this year.
- [51:01]
A
Yep. What do you see?
- [51:03]
B
What's that?
- [51:04]
A
What's happening on LinkedIn? Good. We.
- [51:06]
B
So we've got about 4,000 followers. We get about 5,000 views on our videos.
- [51:10]
A
How often are you posting? Once a week. Once a week? Nine a day.
- [51:15]
B
My question is about targeting.
- [51:17]
A
Yep. We're all B2B. I'm very aware, as you know, you can run LinkedIn ads against people's job descriptions. Have you done that yet? Yeah. I got a great way for you to learn this. I'll give you guys. If you guys want to learn this as well, I'll give you the website. It's G O O G L E dot com. But what's really pumped it, why I'm really excited about this is you guys clearly are capable. Can literally. This is crazy. You can literally go to Google and say, how do I target specific professionals on LinkedIn ads, enter and have unlimited ways to figure out how to do it. It's not the tactics, it's the knowledge of. The knowledge of knowing that you can Target people on LinkedIn. LinkedIn makes direct mail look like child's play. When you understand it, then when you really understand it and you realize that you have to do different content for different doctors in different sectors, in geographic, gender, race, mindset, it gets real gnarly. You understand?
- [52:24]
B
And you can target specific companies too, right?
- [52:27]
A
Yeah, you can. And the way you do that is you target a specific company, all the employees, and the ad, the piece of content starts. Does your head buyer know? Does your accountant know? Like, you see where I'm going? So what you're trying to do is get the employees to forward it to the CFO or the CIO or the head medical device buyer. I don't know what that terminology would be. You see where I'm going? You can literally write the words to say, if you're selling SaaS to financial services, you can Literally write along with the video or the PDF or whatever you want. You gotta try different stuff. Does your CFO know that she can? Because you even know that the CFO in that company is a woman. Like you can do such smart stuff. People don't. All of this is just like health and wellness. Would you like to be healthier, in better shape? Let me help you eat well and exercise every day. Meanwhile, people are like ass implants, steroids, like apple cider, celery. Like people are looking for the hack. Cause people don't want to put in the work. Yes, sir.
- [53:37]
B
Hey, Gary. My name's Michael. Michael, 25, from Scotch Plains, New Jersey.
- [53:42]
A
Get out. That's awesome.
- [53:44]
B
I see you go garage sale all the time.
- [53:45]
A
I go to Scotch Plains, by the way. That's my favorite other thing. Side hustle life. You could be 20k a year. Garage sale on the weekend, selling on ebay if you need some side cash. Garage sales. Anyway,
- [54:00]
B
tell us not to, you know, go out and do. So that's what I try to do. Mine is kind of a two part question like his. Since I'm so young, I'm 25, I kind of have the pressure, you know, get a job, get out there, you know, all, you know, you see Instagram, everyone's doing everything and then you say go out and taste. And for me, that hit me, you know, a little bit later. For me to go out and taste. I did. I'm in sports sportsman, what I majored in. Then I went back home to do real estate with my father, tried to do that and really felt like that wasn't for me and my passion wasn't.
- [54:32]
A
Good for you. Good.
- [54:33]
B
So I'm trying to go back into sports.
- [54:34]
A
Good.
- [54:35]
B
Still trying to find my way there while I don't have responsibility and all that.
- [54:38]
A
Exactly.
- [54:39]
B
So my thing is like there's different avenues that I've always active military, sportsman, like they're all all over the place. So my question is. Well, my two part question is someone. I've always felt like someone had to allow you to taste.
- [54:54]
A
You know what I mean? Yes.
- [54:56]
B
Oh, I want to go out and taste. I want to go out and do this, but someone has to hire me to do that. Someone has to read my resume to do that. And getting past that barrier, trying to, oh, I want to try this, but I have to get through somebody to do that is the first question.
- [55:10]
A
The answer to that is yes and no. Right. First of all, back to some of the things I've already alluded to here. Back to Ahmed who's sitting next to. And I saw him noticed when I said to him that he has to reach out to 137 people. People come at me and they're like, gary, I wanted to be a sports agent and I tried really hard. I'm like, cool, Barry, how did you go? He's like, well, I submitted to three places. I'm like, three? Yes. There are gatekeepers for certain jobs potentially for you to taste. There's also 7,000 of them. So, A, have you asked all 7,000? That's a B. In the world of content creation and zero startup costs, one could potentially, if they can afford to. One of the reasons it's funny that we're segueing off the garage sale thing. One of the. One of the things I tell a lot of people is get a job at 711 or do garage sale just to maintain your lowest possible cost of living so you can start the thing that makes you happy. And to Your point, at 25, seven years from now, you'll be 32 years old. Do you know how young 32 years old is? Anyway,
- [56:18]
B
the second part to that is I have to get off on the entrepreneurship thing. And I think that for self awareness, always preach. And I've always tried to look inward in self awareness is a while ago and I still saved it on Instagram that I always go peek. It is to find out what kind of person I am. You always say, for a hungry dog.
- [56:36]
A
Yeah.
- [56:37]
B
Someone that's been fed, doesn't know how to go.
- [56:39]
A
Correct.
- [56:40]
B
And that stuck with me, you know, I'm fortunate enough to have.
- [56:44]
A
Yeah, that was. Yeah, that. That's right. You were. Of course. You were, of course, both. Both long before I came along or anybody else. The nature nurture thing has been established. So I don't know you well enough, but there's a deep. When I was five, it was not necessarily that my parents, we were very poor and immigrants, but I still thought it was more fun to go shovel people's driveways when it snowed than build a snowman because I wanted a dollar. That was my chemical. Then I was conditioned because when I was 11 and said, mom, everyone's getting Nintendo, she said, great, go buy it. I was like, all right, gotta go to work. You know, like. So for you, potentially it's the complete opposite, which is amazing. Maybe you didn't have those chemicals and then on top of it, you had the great fortune. And there's nothing wrong with that. None of us picked our paths where you were fed. So, yeah, it's probably more unlikely that you want to go and grind it at zero and build something for yourself and deal with all the fear and anxiety and loneliness and grind and dirt and blood that comes along with being an entrepreneur. Not the popping bottles and flying in private jet entrepreneurs that you see on Instagram that are completely full of shit. Sorry, Jim. Thank you. You got it, brother.
- [58:07]
B
You better. A huge inspiration for us. We created a content creation, videography, photography company.
- [58:14]
A
Love social media.
- [58:15]
B
Zach's our two year anniversary, so it's great.
- [58:17]
A
Congrats.
- [58:19]
B
First, my question is, you talk about posting a ton of content.
- [58:24]
A
Yes. Multiple platforms. Yes.
- [58:26]
B
And like a lot of times we don't know what to post and one thing we've seen and I want to know if it's a small sandage size or if it's like a lot of times when we post personal content, personality content, whether it's like Freestyle Friday or xyz, it gets a lot more attention, comments, shares.
- [58:44]
A
Humans like humans. Yeah.
- [58:46]
B
And is that something that a lot of us should be focusing on too as we build that brand?
- [58:50]
A
If you like it. A lot of people are very shy and introverted and don't like the attention from other humans. I don't think they should be making videos.
- [59:00]
B
Second part of the question was, can
- [59:01]
A
we take a selfie with you? You can, real quick. Because I want to give an answer that will help a lot of people. Did you ever see that interview I had where I came up with the first time of documenting? Don't create. I really think people need to think about that. Just make people overthink they think they have. Like even the way you structured it, you're like freestyle. You're making everything like shows or structuring it. Stop thinking, start making. Cool. Get up here. Let me get on this side. Yes, ma'. Am. Hi, I'm a Jersey girl. Love, Love. You grew up in Jersey? Yes. Where? Yeah, I know it. Amazing. I'm listening. I can multitask. Entrepreneur over. So. I discovered recently that that's really. And I want to get started. I did. I got so many people here. I was just saying hi to everyone and just putting myself out there. Good for you. But I want to know about two things actually. YouTube versus TikTok. Would you just both Got it.
- [60:16]
B
Thought that was gonna be the answer.
- [60:17]
A
And two, but know this TikTok is a crazy place right now. In a great way. In a great way. I have given the same advice my whole life. I am very basic. How many people here follow me on Instagram? Thank you so you guys know I love putting up videos. Ten years ago, a little chubbier, younger version of me saying the same. Same stuff I'm saying right now. So I'm saying that for the people in the room that don't know me, what I'm about to say matters a lot in the history of my career. The organic reach thing, the nobody knows who I am. I wanna talk about Alabama football. Nobody knows who I am. I have zero followers. MySpace, Twitter, Facebook, Socialcam, Vine, Snapchat, Instagram, LinkedIn, YouTube, none. Not a single platform has even been remotely close to what's happening on TikTok. When you post your third post and 800,000 people watch it now, it's already. I don't know if you noticed this drock. It's already declining. Cause here comes the content. Cause there was so much attention compared to content. But you would destroy it on TikTok. Thank you. Yeah. If I were you, I would make three TikToks a day. Okay. The way I think you get to the question they had, which is like, what do we make? I think you look at what's on the explore, like the trending page, and the biggest mistake people make is they hear this, they go home, they're like, screw it, I'm gonna do it. I'm motivated, Gary. So motivating. I'm doing it. And they're like, they download TikTok and they're like. Then they're like, now what? Two things. One, back to that crazy website, Google. It's crazy. It's an epic one. You know what works on TikTok? Enter, read for three hours. But way more importantly, consume TikTok for five hours and then make a decision. Don't call your 11 year old niece and be like, what's this TikTok thing about? She's gonna tell you from an 11 year old's perspective, you're here for business, for building a brand. You're coming from a different angle. Consume it. That will help you know what to make. Okay, what's that? Do you have a Tik Tok account yet?
- [62:30]
B
No, I don't, but.
- [62:37]
A
Love it. Thank you, man. You're welcome. I love attention, but it's really hard for me to talk to you because I admire you so much. Right? Like, I've done this a couple of times. Thank you. Like, I'm freaking out and I'm obsessed with adding value, right? So like, all right, guy with a shirt, I want to help you, man. I'm obsessed with connection also, as you know, as I came into your content and how you're like the Pied Piper for. You don't have to be a jerk to win. And empathy and like the alpha guy that preaches, you know, kindness and kindness. And it's what I've been doing all my life. So I dove in two years ago. I'm like the butt of your old joke and like, the hero story of the new thing. Right? Like, coddled by parents. I had to completely unlearn that. Like my man over there.
- [63:27]
B
You got to unlearn it.
- [63:28]
A
You got to, like, get. Bones will get dirty. You got to eat, you know, Like, I don't want to cuss because I know that you're. Maggie will beat us up. Yeah, he's tough. And then restart again and iterate. Right. And real quick, I apologize. Let's not demonize. Like, none of us picked our spots. Like, I didn't pick, like, hey, I'm gonna be born in Russia and then come to America. Let's definitely not over demonize people that had great fortune of being in a situation. They just have to decide what they want in their lives. Like, you know, we really need to deploy self awareness. Not everybody's supposed to go on and be an alpha number one and build something big. Like, there's a lot of ways to skin it. But nonetheless, I just wanted to add that. Cause I didn't want that theme to get too far away. Keep going. That being said, man, the big. The big, like, connection point for me, I'm like, yelling so. Because I'm. Because I'm Hispanic and I yell and you're close. Whatever. The main connection point for me was, like, when I realized that content is like networking on steroids. Everything person to person. Correct. I put on content and put it out. Yes. And I'm learning so much from you. And then I'm like, reading the Steve Jobs book and I'm like, bro, I'm just learning from. From you. Like, it was an audiobook every day, all the time. The plan, you know, like, for free. Then you release a library that's searchable. Yes. Right. So, like, I just want to. Man, I want you to, like, talk about that searchable library. Okay. It's so valuable for people that can see that and how you put that together. There's. There's two people. Those people that can't make contact. People that make a ton of content.
- [64:49]
B
They don't know what to do with it.
- [64:51]
A
So to categorize. So you. Thank you. So please. I do. This is from the charger that we gave you Last night, bro. I love it. Thank you, man. Thank you. I love you, bro. So the search engine, we transcribed all my words into metadata from every single video I've ever put out in the history of my life, and then put it into a database and made it searchable. So we have a search engine on our website. I'm still not even promoting it. I still. You know what's so fun about playing the long game? Like, it's, you know, you're hardcore enough in my content that you know it exists, because I promoted it for, like, one day. I don't even really know where it is. I think it's on my website. Like, I believe it's gonna be the biggest thing I leave because the earlier thing I talked about, which was, like, the voice device. Yeah, of course I heard. You know, the. Like. I'm so excited that I'm gonna have an alexa skill in 10 years that's gonna allow you to be walking through the kitchen or in the office and say, alexa, I need to speak to Gary. And you're like, gary, what should I do when a manager is doing this? And I'll actually replace. Because the data has been structured, that's gonna be rad. So that's why I did it. That's what I'm anticipating. That's what we're building. And I think a lot of people are gonna do that with audio information. I think it's. We love speed. There's a lot of things you're doing now that you said you would never do because you like speed. Many of you here 10 years ago said you would never text. You now text. Many of you five years ago said that you would never use emojis. This is stupid. And now you send poop emojis. Right? The reason you do that is because of speed. The emoji is literally. This is quicker than. Okay, all of you are going to use voice devices in your home and office because it's going to be faster. That's all. We choose convenience over everything. We don't care about privacy. Everybody loves talking about privacy. You guys love talking about privacy. What about privacy? What about it? You put your credit card all over the Internet all day long. The IRS was completely hacked. Every single Social Security number in this room has been compromised. What's happened? The Russians kidnapped you? We don't care about privacy because it's fake. We love communities. Convenience. Yes, sir. You look great. Pretty sharp, bro. Like that tie clip. I remember. Everybody, if you enjoyed this podcast, please go back and look at the prior episodes they're loaded. I appreciate your attention, and thanks for being part of this journey. See you later.