The Real Reason Social Media Isn't Working for You

Summary

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Podcast Summary: The Real Reason Social Media Isn't Working for You

Podcast: The GaryVee Audio Experience
Host: Gary Vaynerchuk
Episode Date: March 18, 2026

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Episode Overview

In this high-energy episode, Gary Vaynerchuk addresses real estate agents’ pressing frustrations with social media: why their increasing effort in posting isn't translating into leads or attention. He breaks down the true nature of social media success, emphasizing quantity and quality, the shift in foundational marketing strategies, and the crucial need for selfless, value-driven content. Packed with candid advice and memorable analogies, this episode offers a roadmap for agents (and anyone using social platforms for business) to break through stagnation and truly leverage digital channels.

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Key Discussion Points & Insights

1. Quantity vs. Quality: The New Social Media Game

• Outdated Expectations: Gary argues that today’s content output is nowhere near what's necessary. Five posts a week is, in his words, "the equivalent to three total pushups for the week." ([02:57])
• Massive Output: He personally posted 397 pieces of content in a single day. The key? Diversify across platforms and multiple handles. ([01:35], [01:48])
• Analogy: “Five pieces of social media content in 2026 in a week is equivalent to three total pushups for the week.” — Gary Vaynerchuk ([02:57])
• Balance: It's a "quantity and quality game. Quantity is not subjective. Quality is okay. Right." — Gary Vaynerchuk ([02:58])

2. The Compounding Power of Social Media

• Old vs. New: In contrast to the limited multiplier of traditional door-knocking or direct mail, a single viral post can “compound your business 50x.” ([00:00], [00:51])
• Viral Potential: "There is a social media post that can do that … It’s not a lottery ticket. I think it’s very manageable. I’ve devoted my career to being good at the craft." — Gary Vaynerchuk ([02:58])

3. Why Most Agents Get Social Media Wrong

• Selfish Content: Most agents focus on “me, me, me”—constant asks for referrals or sales, which turns audiences away. Gary insists authenticity and local value is what works. ([07:32])
• Becoming the Mayor: “Become the mayor of your town, become the PR agent of your town on social. Tell people why they should move to your town.” — Gary Vaynerchuk ([09:05])
• Real-Life Comparisons: “You’re at the PTA not because you love the PTA...show up like that on social instead of wearing a suit and try to look the part…” ([09:37])

4. Humanity and Leadership in Business

• Empathy and Team Building: The best leaders genuinely care for their teams—Gary texts employees on their anniversaries and responds to personal matters with compassion. ([18:38], [20:04])
• Quote: “How do I grow? I actually care about what they care about. This industry is so sales driven, so money driven...But of course, some of your best people are leaving your team. Cause you’re a.” — Gary Vaynerchuk ([18:38])
• Humility: “We need more humanity. We need more humility. Look, I have plenty of bravado and passion and conviction...that doesn’t compromise the humility and humanity that I bring to leadership.” ([21:15])

5. Social Content: Tactics, Platforms, and Strategy

• Go Wide, Go Deep: Agents should be on ALL platforms—Facebook, Instagram, TikTok, YouTube Shorts, LinkedIn, Twitter/X, Substack, Snapchat Spotlight, and Beehive (for commercial). ([15:10]-[17:26])
• Tactical Tips:
  • Adapt hooks/captions for each platform’s context. ([17:35])
  • Post daily on all main platforms.
  • If you don’t like being on camera, write on Substack or LinkedIn.
• AI is Coming: “AI is the biggest technology shift in our society since the Internet...How do you show up on the results for an AI search? You make content. Got it. The end.” — Gary Vaynerchuk ([11:51], [12:12])
• Time Commitment: “If you’re a modern real estate agent, more than 50% of your time is to make content.” ([12:45])

6. Consistency and The Marathon Mentality

• Gary's Journey: 20 years of daily content—"When people are like, why didn’t this happen? It’s because you did three pushups." ([26:01], [26:10])
• Burnout Cycles: It’s natural to have intense periods and fall off, but the key is returning with discipline and resilience. ([22:37])
• Motivation Analogy: “You can look at my old videos versus now. I’ve gotten the results, but...the wah wah from all the real estate agents...Well, guess what? Used to buy beachfront property in Malibu for a lot less 40 years ago, too. The supply and demand of attention.” ([05:39])

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Notable Quotes & Memorable Moments

• On Output & Perspective:
  “Five pieces of social media content in 2026 in a week is equivalent to three total pushups for the week.” — Gary Vaynerchuk ([02:57])

• On Value Creation:
  “If you’re making content that’s in your self-interest, you will lose...How about making a piece of content about the school system in the area? How about you talk about the values of the park? Review the park in your town. That might be a gateway drug to someone being interested in your town.” — Gary Vaynerchuk ([08:03])

• On Platform Diversity:
  "Every single real estate agent listening to this podcast must daily post on Facebook…YouTube Shorts…Instagram, TikTok, Twitter/X...Snapchat Spotlight...LinkedIn…Substack...Beehive for B2B." — Gary Vaynerchuk ([15:15]-[17:26])

• On Leadership:
  “How do I lead? Why do I stick?...Because I care enough to have an admin team that is giving me anniversaries and birthdays every morning. First I had to care. Intent. First I had to care.” — Gary Vaynerchuk ([20:23])

• On AI Disruption:
  "AI is massive. How do you show up on the results for an AI search? You make content. Got it. The end." — Gary Vaynerchuk ([12:12])

• On Motivation:
  "If you want to sell a house more than you did yesterday, I highly recommend getting off your high horse and looking for the excuse...Do you know how one-dimensional real estate agents are? They're just on Instagram." — Gary Vaynerchuk ([14:49])

• On Being Found:
  "If you can’t find me, you suck." — Gary Vaynerchuk ([26:27])

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Important Timestamps

• 00:00 – Social media’s compounding impact vs. “the grind” of old-school real estate
• 01:48 – Platforms and Handles strategy (“P&H Framework”)
• 02:57 – The real significance of volume in today’s content world
• 07:32 – Why selfish content doesn’t work; ideas for value-driven content
• 09:05 – “Become the mayor” of your town with local content
• 11:44 – Social vs. traditional status and AI’s impact on real estate
• 12:12 – Making content is how you get found as AI search grows
• 12:45 – 50% of your time should be on content creation
• 15:10–17:26 – Platform breakdown and audience context
• 18:38 – Leadership: “Selfless is greater than selfish”
• 20:04 – Giving personal attention to team milestones
• 22:03 – Gary’s motivation for investing in real estate agents’ success
• 26:01 – 20 years of daily content creation ("Wine Library TV" anniversary)

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Actionable Takeaways

• Ramp up your content volume: “Five a week is nothing. Think daily. Think cross-platform.”
• Make your content about the audience, your region, and your value—not just transactions.
• Leverage all major social and publishing platforms, adapting your message for each context.
• Anticipate and embrace AI-driven shifts by maximizing your digital footprint.
• Lead with empathy and humanity—in your team and with your audience.
• Make consistency a non-negotiable: treat content creation like a core part of the job, not an extra.
• Remember: discipline, not excuses, drives results.

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The GaryVee Social Media Challenge

"Go become the mayor of your town, the PR agent on social. Bring value, show humanity, outwork and out-care everyone. And if you want proof you can do it, just look at what I'm doing, not what I'm saying." — Gary Vaynerchuk ([09:05], [02:58])

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For More

• Follow Gary Vee everywhere—if you can’t find him, “you suck” ([26:27])
• Access his free content and the 50-page “Day Trading Attention” deck on garyvee.com/attention

Transcript

[Gary Vaynerchuk]

I don't have all this time to make content. My response is tough. If you want it, if you want to sell homes, there's a lot of people listening now that got to the Rover from a Toyota. No diss on Toyota because they did knock on a thousand doors, because they did send direct mail. You know that foundation of the grind of real estate of the 80s, 90s and early 2000s? That new foundation is called social media content. But unlike direct mail, one piece of content, for some unknown reason, and I know why that can go into it, but it gets 3 million views instead of your normal 1300, changes the course of your career. There's no door you could have knocked on, no flyer you could have sent to mail, or no phone call you could have made from 1970 to 2005 that would have compounded your business 50x.

[Podcast Host]

Yes.

[Gary Vaynerchuk]

But there is a social media post that can do that. This is the GaryVee audio experience.

[Podcast Host]

Gary.

[Gary Vaynerchuk]

Yes, sir.

[Podcast Host]

We have real estate agents listening far and wide and they're bombing down the road in their Range rovers. They're doing 80 miles an hour and

[Gary Vaynerchuk]

they want to know, wait a minute, they're driving rovers? I mean, like, they're already doing solid.

[Podcast Host]

I think as soon as you get your real estate license, you get a Range Rover and now you have to work to pay for it.

[Gary Vaynerchuk]

Got it.

[Podcast Host]

And they're all wondering the same thing. And we polled and here's what they told us. They said they're making more social media posts than ever. More than five a week on average. But they're getting less leads and less attraction from the marketing they're doing. What are they doing wrong?

[Gary Vaynerchuk]

Well, I just laughed inside my own head when you said five a week. I posted 397 pieces of content yesterday.

[Podcast Host]

Wow.

[Gary Vaynerchuk]

So how about that, everyone? Is that right? That is a true statement.

[Podcast Host]

How do you do that?

[Gary Vaynerchuk]

You really fall into the framework of P and H, which is something I'm gonna start pushing more and more, which is platforms and handles. Platforms is. I'm on seven to eight platforms, nine with substack. Now I have multiple handles. There's a post that got a half a million views yesterday called Uncle V, which is, I'm the uncle of the kids on TikTok. And the content I put out is more uncle, not friend or dad or leader. And so I'm very impressed and empathetic to the people riding the rovers who think five posts a week is a lot. That would be like me saying, for everyone who's in shape physically, that would be Me starting this interview saying, hey, brother. So my people, I just polled them, they did three pushups last week.

[Podcast Host]

Who? Someone gave you my workout routine. This must have been our producer. I'm gonna get on this.

[Gary Vaynerchuk]

And I don't mean three sets, and I don't mean three days of a hundred pushups. I mean three pushups. Five pieces of social media content in 2026 in a week is equivalent to three total pushups for the week.

[Podcast Host]

So is it a quantity game?

[Gary Vaynerchuk]

It is a quantity and quality game. Quantity is not subjective. Quality is okay. Right. So everyone here on the other side listening to this podcast is debating quality. They're also, you know what they all just said. They're like, gary, what are you talking about? My job is to sell houses. I've gotta be at open houses. I have a team to manage. Like, I don't have all this time to make content. My response is tough. If you want it, if you want to sell homes, there's a lot of people listening now that got to the Rover from a Toyota. No diss on Toyota because they did knock on a thousand doors. Because they did send direct mail. You know that foundation of the grind of real estate of the 80s, 90s and early 2000s, that new foundation is called social media content. But unlike direct mail, one piece of content, for some unknown reason, and I know why they can go into it, but it gets 3 million views instead of your normal 1300, changes the course of your career. There's no door you could have knocked on, no flyer you could have sent to mail, or no phone call you could have made from 1970 to 2005 that would have compounded your business 50x. Yes, but there is a social media post that can do that. Everyone knows that I'm literally getting. You see this? I know that. Everyone who just heard that knows I'm right, knows it's possible. Doesn't mean they know how. Doesn't mean that they think it will, but they know it's true. And it's not a lottery ticket. I think it's very manageable. I've devoted my career to being good at the craft. It's no different than staging a home. Sure. Is staging a home a skill or are you lucky? It's a skill. You know how to make the couch and the carpet and all the. Well, making social media content is a skill. I know and I'll do it right now that I can say, go to garyvee.com attention and I put out a 50 page deck from my last book, Day Trading Attention. That is free. No excuses, especially if you have a Rover. You can afford a $30 book, but even if you don't want to, there it is. It's GaryVee.com attention. I know every day at GaryVee, I put out content of how to do this well. I also know that I tell people over and over, don't listen to what I'm saying, watch what I'm doing. But I also know that yesterday when I landed in Atlanta for this amazing keynote. And thank you for having me. It's an honor. I ate some gummy bears in my hotel room and I wasn't supposed to do that. And that's called lack of discipline.

[Podcast Host]

They are delicious, though.

[Gary Vaynerchuk]

And Mike Vacante, I hope you're not listening, but my trainer would be pissed if I told him the truth this morning that I ate 40 gummy bears for no reason. And oh, by the way, they probably cost me 80 bucks. Cause you know how to get them

[Podcast Host]

at this fancy hotel.

[Gary Vaynerchuk]

Exactly. And that's basically the punchline. I am incredibly, unbelievably, uncannily disciplined when it comes to business. I am not that psycho dominator when it comes to health and wellness. I've become much better. You can look at my old videos versus now. I've gotten the results, but the wah wah from all the real estate agents and everybody else. I'm like, well, it used to be, well, guess what? Used to buy beachfront property in Malibu for a lot less 40 years ago, too. The supply and demand of attention. I actually think of social media like real estate.

[Podcast Host]

Is that right?

[Gary Vaynerchuk]

I think of attention as an asset. Real estate asset. And the reason I've been so good is I'm good at finding new neighborhoods or new states or new countries. Like when I was yelling at everybody in 2018 for TikTok that was buying beachfront property in Costa Rica 40 years ago. I was right. How many of you actually did something about it?

[Podcast Host]

Very few.

[Gary Vaynerchuk]

Correct. And the ones that did are the ones that say something on stage when she opens for you guys today. Or the thousands of DMs I get. Many do. 99% don't. I can't sit on this podcast and make you do something. But what I can tell you is if you're driving right now, walking your dog on the treadmill, I know how everybody listens to podcasts. And you don't realize that the world's attention is in mobile devices and on these 7 to 12 platforms and that that is an opportunity to sell homes. Well, I don't know what to do for you. The end. I could literally leave now. I might even leave now. Brother.

[Podcast Host]

We're going to try to keep you

[Gary Vaynerchuk]

for a few minutes. Okay? Go ahead.

[Podcast Host]

So if I do wake up tomorrow morning and I hear this and I get it and I go make my profiles on these seven sites and I start posting, is there a specific type of content that I need to be putting out there? Because more often than not we hear that real estate agents are making post after post. The number of likes and interactions are going down. They're not sure if anyone's listening. They're not being shared.

[Gary Vaynerchuk]

Of course, when you make content, that's selfish. You're not gonna get as many views like, my sister's a real estate agent. Please find her. Liz Limbello, you should refer or whatever, give her some action.

[Podcast Host]

Where is she an agent?

[Gary Vaynerchuk]

She's in Jersey.

[Podcast Host]

Okay, everybody go find Liz Helmet Liz Nivello.

[Gary Vaynerchuk]

I think she's got as Liz Novello Vaynerchuk. Just so she gets more views. So you can find her. I'm sure.

[Podcast Host]

What would you tell her? How would you coach her?

[Gary Vaynerchuk]

I spoke to her yesterday about this. I was like, you have? She, she went heavy on content. Now she like, like, you know, listen, she's a, she's a real estate agent that's also a full time mom and she's going through her life, right? But what I told her and what I'll tell everybody right now is you have to make content. We all understand that. But the reality is is that if you're making content that's in your self interest, you will lose. I believe all 11,000 people I'm about to talk to are in their own self interest every time they post. Wow. With all due respect, please buy this home from me. Please connect with me and let's refer with each other. So I make money. So I make money. So I make money. So I make money. How the do you think this is gonna work if every post out of your mouth is buy this from me for me, for me. How about making a piece of content about the school system in the area? How about you talk about the values of the park. Review the park in your town. That might be a gateway drug to someone being interested in your town. Now you brought them value, now you might be the right person. And I've said this at real estate conventions for a drillion years. Become the mayor of your town, become the PR agent of your town on social. Tell people why they should move to your town, school district, the park in Springfield, Melbourne, New Jersey, Short Hills. You should talk about the wine library, my family business. It's one of the best wine stores in the country. Some people might literally move because they like wine that much to that general area. How about teaching other people how to be a real estate agent? How about my sister making content about balancing being a real estate agent and a mother?

[Podcast Host]

That would be wildly approachable.

[Gary Vaynerchuk]

That would be incredibly valuable for a mom. Half the room I'm gonna talk to right now is trying to balance that. It's incredibly challenging. I'm very empathetic to it. It's an incredibly difficult game to navigate. You feel guilty on both sides of the equation. That makes you connect with the audience on the other side. And who knows, all of a sudden I like Sally, I like Liz Novello, I like Jerome for connecting with me. How about talking about the New York jets or cooking or hiking. How about becoming a human being that other people are intrigued by and then because they like you, you know, like in real life. How about the real estate industry knows this. The are you doing at the pta? You're at the PTA not because you love the pta. You're there to connect with people that happen to then want to sell their home and they happen to then want to use you. How about you show up like that on social instead of wearing a suit and try to look the part even though you've never sold a home in your life. There's a big shout out for 23 year old dudes. Dressing the part doesn't mean you are the part.

[Podcast Host]

It's going to hit good with this audience.

[Gary Vaynerchuk]

Yeah, I think that's going to land.

[Podcast Host]

No, that one's going to hit Be good. Don't you hate being the last to know? Me too. That's why you need to subscribe to this YouTube channel. That way you'll get a notification every time we have a new episode. Please like and subscribe and leave us some comments. We wake up every day and check because we want to hear from you.

[Gary Vaynerchuk]

What else is going to land not as nice with this audience of your crew that listen to this podcast is no one gives a that you're the queen of the town and you've been doing it for 25 years. They do, they do, they do give a. But not on social. And that emerging talent and that emerging consumer base is coming up. And I know every 53 year old that has dominated their 20 mile radius for the last 15 years, it's still using it. They're pissed right now that there's some 24 year old that just sold a house and they don't understand how that happened. And the answer is social. Right? And so it's coming from every angle. The battleground in real estate is clearly playing out on social. Clearly AI is looming.

[Podcast Host]

We had a lot of questions about that. You know, are we going to be replaced by AI? How do I use AI in my business? Do I have to be leading with it?

[Gary Vaynerchuk]

Look, AI is the biggest technology shift in our society since the Internet. It's a very big deal. And I will tell you right now, as a human being, if I was, I'm in Atlanta right now, and if Rips needed a house and I had to buy him one, I. I am going to ChatGPT and saying, who's the best real estate agent in Atlanta? And whatever shows up, shows up.

[Podcast Host]

That's it.

[Gary Vaynerchuk]

And so what are we talking about? This industry knows how profoundly game changing Google was. Let there be no confusion. Zillow was built on top of Google. Right. Compass was built on top. Right. Keller's exploded in their. I watched it. I was there early on. SEO and SEM. AI is massive. How do you show up on the results for an AI search? You make content. Got it. The end. I will say right now, if you're a modern real estate agent, more than 50% of your time is to make content.

[Podcast Host]

Wow.

[Gary Vaynerchuk]

And you have to then do everything else in the 49%.

[Podcast Host]

50%.

[Gary Vaynerchuk]

Yep. Because it will work.

[Podcast Host]

Would you lean towards a type of content? Is it video? Is it making the static posts? Is it certain platforms? Where would you tell us to start?

[Gary Vaynerchuk]

Yes. All aboard. Yes, sir. You know, for me, I'm not a good writer, so what I do is I make videos. But then it's transcribed into written form. I do that with a team today. If you don't have a team, you could do it with AI, you know, substack. I brought it up once again, doing a substack around your Essex County, New Jersey. I'll just keep sticking to Jersey if you do the Essex county real estate substack. And you're just, you're a great writer. You like. Look, I don't like to write. I like to make videos. I like to do podcasts. It comes natural. Do you know how many people want or enjoy sitting down on a Saturday afternoon with a glass of wine or a bourbon or a sparkling water or tea and just writing four or five paragraphs about what happened in town? There's a lot of people that can do that who are petrified to be on camera. And it's substack and writing that is gonna lead them to selling a lot more homes. It's all out there. Everyone listening, knows. But they don't want to do video content for social. They were good at door knocking. But they don't want to do substack or LinkedIn. They all know it's true. The question becomes, are you going to be 38 year old Gary? 38 year old Gary knew eating, like, not sleeping a lot and never going to the gym was not going to work out. And he decided that he just had to break it and it didn't come natural to him. So it took him all of 38 years to start the process. And this morning, when I went to the gym this morning, I did not want to go. We didn't get in until 12:45 in the morning. I had this whole day. I have to fly to London after this. I did not want to go to the gym this morning. I literally wanted to get punched in the mouth more than going to the gym this morning. I'm not kidding when I say that.

[Podcast Host]

But you went.

[Gary Vaynerchuk]

But I went.

[Podcast Host]

Why?

[Gary Vaynerchuk]

Cause I don't wanna die earlier than I can. And if you want to sell a house more than you did yesterday, I highly recommend getting off your high horse and looking for the excuse and being like, oh, I used to get views like, this doesn't work anymore. Do you know how one dimensional real estate agents are? They're just on Instagram.

[Podcast Host]

That's right.

[Gary Vaynerchuk]

And a little bit of TikTok.

[Podcast Host]

You mentioned that there's all these different platforms, platforms.

[Gary Vaynerchuk]

Every single real estate agent listening to this podcast must daily post on Facebook. Blue classic. Okay, YouTube shorts. Very important YouTube shorts because Gemini is going to be one of the biggest AI agents and it's getting its content from YouTube shorts. Instagram, TikTok, Twitter, X growing day by day in written content. And I don't want to hear like, well, it's political and I hate it there. People buy houses from Twitter. This one's gonna really stun a lot of you. 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. Snapchat Spotlight. Really? Snapchat has its own TikTok Instagram version. It's called Spotlight. No one's marketing on it. It's crowded with 25 to 35 year olds. If you have a market where you do Rentals to that crew post, college, young families. No one's there. So you're gonna stand out. You could post the same video you posted on YouTube. We'll get to that question. I'll get to that in a minute. LinkedIn a monster. If you're a top 5% agent listening right now, rich people who are professionals are on LinkedIn and. And when they're going through their feed looking for SaaS, business and sales tips and my content, they also might be moving to the suburbs of Chicago. And if you're a Highland park real estate person, you start with like, are you moving to Highland Park? And that's the opening line in the thumbnail. I'm like, oh, I might be moving to Highland Park. And then there's substack, which I'm obsessed with. I think it's becoming more like Twitter and Instagram. There's beehive for B2B. If people on the commercial side. I know this is probably.

[Podcast Host]

We have a decent commercial audience.

[Gary Vaynerchuk]

So commercial. Commercial real estate agents. I know you think none of this is for you between YouTube shorts to show up on AI, because I can tell you, I did that search for VaynerMedia. I did the search looking for real estate people recently for an office in London and an office in la. AI, you would have showed up if you made content. So commercial has to be on YouTube, Shorts, LinkedIn and Substack. Or Beehive has to happen.

[Podcast Host]

Okay.

[Gary Vaynerchuk]

These become the platforms I'm obsessed with.

[Podcast Host]

Now, the rules of posting, because you mentioned you alluded to it. Can I make one video and put it everywhere, or do I have to make unique content for each platform?

[Gary Vaynerchuk]

You can make one, but I would change the copy and maybe the hook and a little bit of just a little tweaking. Right. Cause the LinkedIn crowd's different than the Snapchat crowd. And you wanna be contextual to the room you're in. Right. I'm doing this podcast. I'm talking about real estate. I'm making it contextual.

[Podcast Host]

Yes.

[Gary Vaynerchuk]

I'm talking about staging a house. I don't bring that up in a. In a construction industry or a dentist industry. Right.

[Podcast Host]

No. They couldn't follow something that sophisticated. We understand this.

[Gary Vaynerchuk]

So that's where I'm at, brother. And by the way, if you don't have time, stop taking money out of your firm and start hiring people to help you do social.

[Podcast Host]

That was where I want to go next. Because you've grown a giant online marketing company.

[Gary Vaynerchuk]

Yes.

[Podcast Host]

I mean, hundreds and hundreds of companies from all over the world.

[Gary Vaynerchuk]

Hire y'? All. Yeah. We went from zero or two, me and my brother, to almost 3,000 employees in the last 13 years.

[Podcast Host]

It's staggering to even talk about. And a lot of our listeners are running brokerages and they're running large teams. From a leadership perspective, how do you make sure that everyone in a company of that size understands the vision? And how do you execute on all of these plans?

[Gary Vaynerchuk]

I want you to title this podcast Selfless Is Greater Than Selfish. How do I Grow? I actually care about what they care about. This industry is so sales driven, so money driven, which I don't mind at all. I'm a pure capitalist entrepreneur all the way through. But of course, some of your best people are leaving your team. Cause you're a.

[Podcast Host]

Cut right to it, friends.

[Gary Vaynerchuk]

Let's cut to the punchline. Like, why would somebody wanna hustle for you and not go somewhere else if you do not have humanity, if you do not care about their bank account as well, if you don't care about their life? Like, I'm supposed to be filmed right now by someone on my team. Something happened in his life last night. We landed. This is a big trip. We got this. I got this interview. I got this keynote. I gotta go to London. Sure. And I sent him home.

[Podcast Host]

I love that.

[Gary Vaynerchuk]

And it didn't even cross his mind that he could ask. I just saw his face look up when we got off the plane last night. That's called humanity. That's called being a human being. Something that I think this industry could use a lot more of.

[Podcast Host]

I love that.

[Gary Vaynerchuk]

How do I lead? Why do I stick? Not only do I have 3,000 employees. I just texted Hailey Grant this morning. I texted Hailey Grant this morning. This is real. It's 10. 8. You know it's Sunday. Yeah. Where's my phone? I want you to, you know. No, no. I know you believe me, but I want you to look because it matters to me. Here it is. Hailey Grant. You can read what I wrote. It's very simple.

[Podcast Host]

Happy 10.

[Gary Vaynerchuk]

That's it? I texted Happy 10. She's been here 10 years.

[Podcast Host]

You're wishing her a happy business anniversary?

[Gary Vaynerchuk]

Yes. What was that? 10:34am 10:34am on a Sunday? And what did she write back?

[Podcast Host]

Thank you, G. Let's make it the best year yet.

[Gary Vaynerchuk]

This is called humanity.

[Podcast Host]

She's big on the emojis.

[Gary Vaynerchuk]

Yeah, she had some emojis, but to me. Why did I bring that up? Friends, all behind the cameras. How long did that actually take? First it took me the Minute to read. First I had to care enough to have an admin team that that is giving me anniversaries and birthdays every morning. First I had to care. Intent. First I had to care.

[Podcast Host]

Sure.

[Gary Vaynerchuk]

Next, I had to take 0.3 seconds to text happy10. Do you think Hailey appreciated that? I sure do.

[Podcast Host]

I think that meant the world to her.

[Gary Vaynerchuk]

Yeah. And by the way, we're so close that it didn't mean the world to her because I interact with my people so much. It's not like left field, you know, Like, I'm in it with my people. Be a human being. I'm stunned by these leaders that start these brokerage that think they're special. Do you think I give a that you sold 4,700 homes for $3.3 billion? What does that make you better than me? The audacity. Like, we need more humanity. We need more humility. Look, I have plenty of bravado and passion and conviction on this podcast right now, but that doesn't compromise the humility and humanity that I bring to leadership. That has been the foundation of why I have everything.

[Podcast Host]

That's why it grows.

[Gary Vaynerchuk]

That's why it grows. That's why I keep people. That's why no one will ever beat me because I'm going to out nice guy them. I love it.

[Podcast Host]

Last question for us, please. You don't need to be here today. You've been incredibly successful. You get to pick and choose what you do. You have been a tremendous friend of the real estate industry. And I checked. I went all the way back. Even when you were teaching people about wine, you were talking about real estate.

[Gary Vaynerchuk]

Yeah, I like it.

[Podcast Host]

Number one, why have you been such a friend of the industry? And number two, you've decided to come here and pour into agents today, and now you're pouring into agents across the globe. Why do you do it?

[Gary Vaynerchuk]

Because I respect this crew. For everybody who's been listening, if you made it this far and you haven't hung up so far, all of this is coming from Jersey Immigrant love. This whole. This was just a love letter to this industry the last 20 minutes. For me, it's just the way I communicate and what I want people to hear. Because I think I'm gonna be able to break through to 33 people that most people can't break through because I'm not tricked by their facade, and I'm just giving it to them, and I want them to win. News alert. Besides, Liz Novello, I do not care if anyone does anything.

[Podcast Host]

I just said sister Just to remind everybody.

[Gary Vaynerchuk]

Correct. Literally could care less. But I can't control it. Even with my own sister, I can't control her. She's so capable and she's gonna do her thing. And her and me and all of you, we go through waves. I actually wanna say this. Cause this might bring value. I know a lot of you did have a good chapter with social content. Six months of this or one year of that, it's kinda like working out. I do the same. You go through like a year or two when you crush and you lose it for like 60 days and you're like.

[Podcast Host]

Because you get hurt and then you stop and now they're four weeks later.

[Gary Vaynerchuk]

Yeah, that's right. You get dinged up or you know, like you start to compromise, you start making excuses or because it doesn't come natural, you feel like you did enough and now you can chill and vacation. You know, I'm here because I respect this industry in a lot of ways. For all of the shortcomings that I worry about in social content, People grind. People drop off their kids at school and then go to an open house and have three people show up in the middle of winter. People grind in this industry. Right. And you know, I respect the work ethic of the majority of the people in this industry. I think a lot of people go into this industry because they think it's easy. And what I like about this industry is the industry spits those out fast, fast. You know, when the markets are red hot, a C minus player can be good.

[Podcast Host]

You know, 72% of everyone that gets a license is out of the industry within 24 months of getting.

[Gary Vaynerchuk]

It makes sense to me, you know, and so for me, it's about the 28% that are listening right now. You know, that's what this is about. Or with the hope that One of the 72 percenters are listening right now and realize I'm talking real truth and we're gonna save them and make them part of the 28 instead of the 72 in this podcast. I think this is an industry worth fighting for because I think a lot of people stand on their own two feet. I think it's an incredible industry for people that try to balance the rest of their lives. Yes, I like industries that bring value to people who have this as their side hustle. Cause they are a full time stay at home dad or look, this is also a sales driven industry. I like sales even though I don't like when people go in for the kill in all their content. I like People to have a little foreplay with their content, a little romance. You can't just roll up to somebody at the bar and hand them your hotel key and think you're gonna convert unless you look like you and remarkable. But I think people need to be a little more strategic. I think people need to be more patient. I think people need to bring more value. But I'm never scared to ask for the sale. I'm building a Pokemon like Marvel Universe called Veefriends. This is the notorious Ninja Hat, Right? Cool. I want every person who has a kid that buys Pokemon to go to veefriends.com vends.com I want them to learn my world. I'm not scared to sell. I'm just scared to sell without giving value. And I would argue that 99% of the content coming from real estate is a cold start. Here's my open house. And I think there's more to be done. More building up your personality. And I would say this should be fun for people. Your hobbies are your gateway drug to selling more homes. If you're into golf, more golf content mixed around your real estate content.

[Podcast Host]

Is that why it works so well with wine? You were almost speaking poetry to wine drinkers when you were making those videos.

[Gary Vaynerchuk]

Well, wine was very narrow. Later. Now, wine's good for me. When I throw a random wine post or wine review, it's good for me, ironically. Is today the 22nd or first?

[Podcast Host]

22nd.

[Gary Vaynerchuk]

You're gonna be blown away. Yesterday was the 20th anniversary of my first episode of Wine Library TV.

[Podcast Host]

Is that right?

[Gary Vaynerchuk]

I've been doing this for 20 years.

[Podcast Host]

I would have sent you a text. Happy anniversary, my friend.

[Gary Vaynerchuk]

Thank you, brother. 20 years I've been making content daily on the Internet, and that's it. So when people are like, why didn't this happen? It's because you did three pushups.

[Podcast Host]

That's it. Where can all of our people. You gave out two places. But I want your voice in our people's head as often as possible. Send them somewhere to get more of you.

[Gary Vaynerchuk]

If you can't find me, you suck.

[Podcast Host]

Well said, sir.

[Gary Vaynerchuk]

Thank you, sir.

[Podcast Host]

I will tell you, we've done over 200 episodes, and no one has ever said that. It's the greatest answer ever. Gary, thank you for everything you're doing for real estate agents.

[Gary Vaynerchuk]

Thank you, sir.

[Podcast Host]

Here's the question. Does Gary Vee stand for your greatness more than you stand for your limitations? The reason I ask is because he's not content with you living your best, average life. He wants you to live your best life possible. He's like Gary Keller in that way. You the guy has a giant heart. He literally believes every time he's speaking to you, he's protecting the industry and coaching you one on one. And sure, there's a lot of energy around. Just go do it. And I know that's difficult, but listen to what he's saying. He's saying that the number one thing around social media is consistency. When he lays out the seven platforms that he wants you on, he's fine if you post the same content slightly differently. So for each quote, unquote piece of content you make, he multiplies it by seven because he's posting it in seven places. I know what you're thinking. Up to this point, the conventional wisdom has been pick one platform and go all in. What he's saying is different. He's saying that the consumer might pick one platform, but if you're actually trying to impact the most number of consumers, then you need to be on all of them. They each have their favorites. I'm not going to recap everything he said, but I'm going to leave you with this. Gary Vee believes that every single human here can maximize their potential as long as they just do the work. This begins with, number one, making the commitment, number two, having the plan, and number three, doing the work. Go forth and do likewise,

[Gary Vaynerchuk]

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.

[Podcast Host]

See you later.