Transcript
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Hey, everyone. Welcome back to another episode of the.
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Gary Vee Audio Experience.
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In today's episode, we're sharing a keynote.
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That Gary gave back in 2022 for NAH Rep.
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In this one, you'll hear Gary talk.
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About the urgency of adapting to emerging.
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Tech, how content is still the most.
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Underrated business strategy, and the importance of kindness, empathy, and emotional intelligence.
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I hope you all enjoy this one. The number one variable of growing your business in this room that is practical, achievable, doable, is how serious you take making content on the Internet. It's that simple. No matter what anybody in this room says to me of why no, because they've never started and they have an ideology or because they've made 45 posts on Instagram and haven't sold anything yet. No matter what your excuse is, I promise you social media is not broken in that story. You're the one that's broken. There is ungodly amounts of homes being sold. There's ungodly amounts of B2B Commercial real estate transactions happening by people that know how to make content on LinkedIn and run an ad and see it. But it's about doing it right, right? When people hear me say you should be doing Linked, how many people here are in the commercial side or are thinking from a B2B standpoint more than a B2C standpoint? Raise your hands right? Raise it high. Don't be scared. It's okay. I don't know what the fuck you're doing, sir, but is that. Are you in boat? But, you know, jazz hands. It's nice. Pretty hands. It was funny last week. Someone's like, gary, you've been talking about LinkedIn. And he showed me the posts and he's like, it's not working. And in the post, I'm talking about making content in the feed of LinkedIn, knowing who you're trying to reach, running ads against the employees of those organizations for content in the feed. And then I ask him what he's doing and he's spamming people by paying 100 bucks a month for a script that just emails people on LinkedIn. That little story is something I think about every day. The roi, I like to say, of a basketball is billions of dollars for LeBron James. It's zero for me. How one plays with the tools is the variable of success. And so we can get into the mindset. I do believe that the far majority of what is the opportunity in this room, or the limitation sits in two very simple categories. One's uncomfortably black and white. And one is remarkably gray. The black and white is what I just started with. Until you start making dozens of videos, pictures and written articles a week, you will continue to leave an extraordinary amount of money on the table and somebody sitting next to you is going to do it and take your market share. And I don't care if you've been the queen of that city for 30 years and work on your reputation, slowly but surely you will lose because that's what always happens in business. If that wasn't the case, IBM would still be winning. I love this industry and I love OGs because my dad's an OG. Shit, I started so young. I'm an OG. Like, I love OG life and it is absolutely building on reputation. But I love when an agent says to me, dear, you don't get it. I dominate this town for the last 30 years. I'm like, dear, you don't get it. You don't get it. Much bigger companies than you have gone out of business with fucking audacity. And it is audacity. And this is very clear. If you're sitting in the crowd and you're not doing this work, it's only two things and they're both interesting. One is audacity. You've lost your ambition, which is okay. I don't think of that as a bad thing. I don't think it's a bad thing that you're not as hungry. Maybe you've scratched your itch. Maybe you do want to do other parts in your life. But don't lie to yourself and understand yourself on where you are in your journey. The question is very simple though. Who's going to actually put in the 30 hours of work starting today to actually know how to do pictures and videos and written words on these platforms and who's not? And it becomes a very simple game. It's a black and white prescriptive game. Either you're good at it or you're not. No different than basketball. The other part is very different. It's gray. I think people are incredibly confused when it comes to business. I think people think that money motivates people and of course it does. Until it doesn't, right? I think people think that fear is a good way to go about things and it works. We see it all the time. Until it doesn't. I think it is time for the leaders in here trying to motivate their team. Do you know how many emails I get every day or direct messages that look like this? Gary, love your content. Real quick, how do I get These fucking millennials to work. And it pisses me off every time. It pisses me off. Because the leader only has one move. The leader that is shitting on their team has one move. The way they grew up. Things change. The audacity to think that everybody should be motivated by the same thing that you're motivated by is, is ludicrous. You can't ask somebody who's from different circumstances than you to want the same things you want. And so when I see that email, they think I'm going to love it because I'm the work hard guy and all. They think. But what they're walking into is a buzzsaw. And occasionally I'm in the mood to write back. Hey Sally, let me ask you, have you even had a conversation with them of what they do? Like, are you just making assumptions? We need to have a very big conversation in the business world about how much kindness, compassion, empathy are the superpowers of business. People don't think so. When I talk about kindness and I talk about it a lot, my favorite email is like title all caps. Gary, you're wrong. I'm like, here we go. I open it up. You don't get it, Gary. You talk about kindness, I'm always kind and everybody takes advantage of me and walks all over me. And I reply, hey, Rick, maybe you're manipulating the situation because you want somebody to walk all over you a little bit. Because you're actually subconsciously trying to create leverage. Because let me promise you one thing about actual kindness. If you're confused by the definition, actual kindness means giving without expectation. And I believe in business, what is very clear to me is people think kindness and they use kindness. But what it really is is a slight version of manipulation. You're doing something with thinking something else is gonna happen. You're referring cause you think you're gonna. And it's all good. It's nice to maybe think, but don't confuse that with kindness. That's called strategy. Don't say you're kind, say you're throwing out reels and trying to hope it returns own what it actually is. So I think we're going through a really interesting transformation. I think that the world historically changes when, when communication changes, when the books were written in the world. This is a long time ago. We're going into some history lessons. Because the churches wrote 70% of all the books when the printing press was invented is the reason why religion is such a force in our society. Right? The reason things change is when the medium changes, books came along, things changed. Radio came along, things changed. Television came along, things changed. This Internet thing is now at scale. And now we are at a mature state where things have changed and we all feel it in culture and politics, things are different because the medium has changed. And we have a new medium in the blockchain that is building while the Internet is getting into its maturity. But what some of the people in this room may not realize is that the blockchain and NFT is going to take over all contracts. Anybody sitting in the middle will not make any money for sitting in the middle. There's no reason for a processing fee. These are non custodial situations. There's no need for a bank fee, there's no need for a processing fee. Things are changing, my friends, and whether you like it or not, it will change. I was at a conference like this many years ago and I had just invested in Uber and it was the taxi and limo National Convention. So I'm giving my talk and I finally throw it out there. And as you can imagine, the room wasn't thrilled with me. But it was a discussion and all I saw, all I saw was question after question, statement after statement. That was why it wasn't gonna work. And all of the answers were regulation, Gary. This is not gonna work because we're gonna pay the politicians off. Similar to how I hear car dealerships and car people talk about Tesla or direct to consumer. I promise you, when technology is coming along, hoping for regulation is always going to be a bad strategy. My favorite is everybody who hates big government because they're an entrepreneur. But then when something comes along and fucks you up, you love the government, don't you? So when the blockchain comes and starts taking out fees, you better shut your fucking mouth in this room. And notice how few claps just happened. Why do I bring that up right now? Not to razz, not to scare. Because I want you to do the 50 hours of homework so you can innovate. What blows my mind is people's inability to put in the work the face of information. All of you know that this blockchain thing is brewing. You've definitely heard about Bitcoin at this point. You've probably maybe heard of Ethereum. It's happening and it's gonna affect this industry soonest. This is the book industry for the Internet. The blockchain is contracts. Please understand that, please. It's a very important thing. Please spend 15 hours googling Ethereum and smart contracts. Get educated not to play defense, but to play offense. You do 15 to 30 hours of homework, you might just change your career. You might shift slightly in what you're doing now to something else. It's a remarkable time. And one thing I know about an immigrant centric reality is it's not scared to put in the work. But before you're done clapping and I really know this statement, it likes to pick which work it wants to do. People don't like change and change is the only guarantee. And this industry is in the face of massive change. What the blockchain eventually will do is change the face of what brokerages leverages in the ecosystem. Right now is the time to build your personal brand on the Internet. And I mean right now, how you do that can be totally different. You don't need to be over the top or curse like me, you need to be you. I'm me. You be you. But what you need to do is start producing content to educate people on who you are. If you're uncomfortable with the way you look and you don't want to be on video, then do audio and do a podcast. If you're not sure that you can handle the camera, then write on LinkedIn or Facebook. If you feel more comfortable being the hostess with the mostest, start a Facebook group regionally within your area. One of the greatest arbitrage is in this industry right now is starting a Facebook group for the local area where you sell around the town, not around selling homes. Bringing people in, building community, and then just happening to be the person that's hosting that group and picking up the business. These are the black and white tactics available to you. How you build your team and how much empathy you have for the consumer on the other side is the other variable. But the opportunity is staggering. It is staggering. The speed in which people are changing what they consume, which then dictates what they think, which then dictates how they buy is at a level we've never seen before. I come here, fly across the country and fly back for one reason, to put so much pressure on this room to do the homework. To do the homework. I mean, it's. The opportunity is so real. You are literally one one. Because I'm on the receiving end of these messages. You're one viral TikTok video away from selling 13 homes because of it. And you don't go in there and start doing the latest dance. You're trying to sell homes. And you're more than welcome to shake your ass, fine, but. But it's a lot more interesting to talk about what you want to Talk about, but making it contextual to the room. People say no so much. TikTok's fastest growing demo is 38 to 55 year olds. You can still think it's 12 year olds. It hasn't been 12 year olds for two years. That's the game of no versus the game of yes. That's the game of staying curious. The biggest, biggest vulnerability to people in business today trying to sell to human beings is their unbelievable calmness and interest in saying the word no. And their visceral reaction to the idea of maybe the innovation that we're living through is bank the opportunity is even bigger. But this requires homework before you decide that content on social media can't sell for you. Did you really do the 20 hours of homework and the 50 hours of you doing it? It doesn't count when you have your niece do six posts for you. This world is reading about push ups instead of doing them. I wish actually that's not even, that's actually not even true. I wish this was a game of people reading about push ups and not doing it. We're not even reading about push ups. We're dismissing push ups before we even read about them. I ask you and implore you here today, my friends, to open up your heart to curiosity, to open up your eyes to the reality of what's happening in our society and how people are making their decisions and to shed your preconceived notions and start putting in the work. For a lot of us, me included, it was easy to put in the hard labor. Right? It was easy to put in the work. It's much more challenging to figure out the new technologies. The problem is the world doesn't care about you and me. The world's gonna do what the world does. And the way people are gonna make buying decisions are gonna be based on the people they see here. Period. End of story. It may feel good for you to see your picture on a billboard. You might like it. But now you're servicing your ego instead of your wallet. I think we should go into Q and A. I'd like to get into some detailed stuff, please, please.