Transcript
Gary Vee (0:00)
Yo, Chatty. I call ChatGPT Chatty. Can you give me, like, the five best tools if I'm trying to build a sales team in 2026 to be an independent sales operator? Thank you, bro. Everything changed. Do you know how fucking nuts that is? And I can keep going and refine it if you ask that question better with some nuances you understand information is fucking useless, bro. This is why school's fucking stupid. And this is why I'm so tired of everyone saying anyone can do it. There's people out there that are scared to fucking ask a girl out. They're not selling shit. This is the GaryVee audio experience. How we doing? There are some themes I want to talk about, and as I've been hanging a little bit, we did a couple of smaller sessions before I hit the stage. You know, there are some themes that I'm excited to yap on. I guess the first one was a question that this young man, Michael, just asked me backstage, which was thinking about, like, what keeps one going? You know, I think of myself as a businessman, but I've many times in my life, especially early on, thought of myself as a salesperson. So you can imagine how at home I feel here. I also think very deeply about being a marketer and a brander. And I do think for so many of you, personal brand building is incredibly important and something to think about. But I think what I'm most interested in is what keeps one going. What's in front of a lot of you. How's this game gonna play out for a lot of you? How are you gonna build organizations versus just being the primary driver, all the kind of things of building out this game. I think a couple things stand out to me. I don't think most people believe me when I say this, but I will tell you that what has been very clear to me about my career and what is very clear to me in other people that I've seen achieve very substantial outcomes is I can speak for myself. I won't speak for anyone else. Business since I was 11 years old has never been about the money for me. And I think it's an interesting thing to think about when I think about this room, because a lot of people are early in their journey. You know, many of you in here, like myself, did not have money as a kid. And I think money's an interesting relationship and an interesting part of this game. I think it is very clear to me that I've made a lot more money in my life because it was never one of My goals. And I don't think that that means you shouldn't care about money if you're a normal human being. A lot of you have numbers in your mind that you want to hit and all that shit. I just think about it from this standpoint. For example, I have been working my whole life. I have never in my career burnt out from work, and I've never been close. And I think about that a lot because I also worked 120 hours a week in a liquor store for 12 years, every day. And now I don't even understand how I do the things I do to be very transparent, because I have 7 trillion different businesses, 5,000 employees, and it's constant 24 hours a day. Because I have 500 people in Asia and London, like, just 24 hours a day. It's forever. The phone is, like, always on, right? You all know this as you're growing. And I think the reason I never get close is because I'm not scared to go to zero. It's because I don't get validation for the watch that I have or how many followers I have or how many zeros are in my bank account. I believe a lot of people here do get validation from those things. And that, again, I have no judgment of that. In fact, I don't even have pride in what I'm saying. I'm aware that I just got lucky in DNA, circumstance, parenting. It was just a roll of the dice of how my shit played out. But I can tell you that I've met an unlimited amount of people in the last 15 to 20 years who get burnt out at 20 and 22 and 26 and 29 and 34 and 37. And it is because everything deep down is about outside validation or complacency. 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. Follow. It'll make my mom super happy. A lot of people here are starting to hit numbers they never thought they were gonna hit. And you start to get confused that you made it when you haven't even started. So I will tell you that everything you're going through is super interesting to me. Cause I love human psychology and how people roll and things of that nature. And so much of the content that I put out, and I appreciate the love when I hit the stage is because I think you know that when I make content, I'm trying to give you something that I know is true. And this is very important. I'm not giving you advice because it's how my life played out. I'm giving you the advice because I get 10,000 DMS a day, and I read them and I know what's going on out there. None of the things that come out of my mouth, the shit that I spit, comes from a focus group of one. It comes from what's going on out there. And what's going on out there really impacts what's happening here. And let me explain, there was some really fun banter in the session we just had where I think a lot about a thing that a lot of you are thinking about, which is how to build better teams, right? No one here is getting to where they really want to get to if they have big ambitions. If you can't build up a team, right? We all know that. What's been interesting is a lot of people in this space are confused about why their team is not that great. And it's so obvious to me, and I paid attention for two seconds, it's because the shit that's coming out of your mouth isn't smart. How many people here, by show of hands, thinks anybody can be remarkable at selling? Raise your hands. Great. You're out of your fucking mind. Now, maybe I did a bad job there, because maybe my definition of remarkable is different than yours. But I'd like to think this room understands that not everybody is born with a high ceiling of sales. DNA, do I believe that anyone on earth can get better at selling? I do. I can get better at skiing and singing. I promise you, I'm not going to the fucking Olympics. These are the things I think about. If you want higher quality team members, you have to have more realistic shit come out of your mouth. If you sell a dream, you get a bunch of fucking losing dreamers. You understand? I think about this quite a bit. I think what really needs to happen if you're gonna build a real team is there needs to be real candor. You have to talk about real shit. You know, if anybody can make 300,000 a year, well, then everyone would do it. I think it has to be smarter, tighter, because you're wasting an incredible amount of energy trying to build somebody into an athlete that can't run. And I'd rather have four people that could run that I can train than 33 that have no chance. And that starts with changing the calculus of how you see this. I literally have a marketing firm that has thousands and thousands of employees. And I literally, when I interview people, tell them to their face. I'm about to pay you. And usually if I'm interviewing, they're pretty senior. I'm about to pay you real paper to train you for a year. Right. That is a very different framework of why I've been able to build such a large organization. And I believe that this space can use a lot more of that DNA. And I think you will be very happy with what you will see, because it is not how many people come in the funnel to join a team is how many of them are actually capable. And you are to blame if you have shit coming in. And you are to blame if you do not spend time realizing how to make content. For here, everyone's crying in this sector about other people making content. That's bad. So make content. That's good. You can't control what the fuck people say. You can control what you say. So I think we have to be more on the offense in modern communication. And I think we have to really understand that we have to be thoughtful about what we're projecting to get what we want. You sell lifestyle, you get people that want lifestyle. You sell hard work and a decade of fucking eating shit to build something for you and your family. You get people that come in who want to eat shit and work hard for a decade to do something for their family. Make sense. So to me, that's intoxicating. What I just talked about is intoxicating. Knowing what a lot of people are going through. I just like. I don't know. I just gave you the actual answer to address the biggest thing that's going on in your business. My question is, are you going to do it? You know, I think of this a lot. I referenced this in the smaller session we just had. I think about business the way I think about the health and wellness and fitness industry. Who here, by show of hands, would like to get healthier? More muscle thinner, little healthier. Just raise your hands. Curious how many people and some people feeling good about themselves in a raise of hands. This is crazy to me. One more time, actually go high. How many people want to get healthier? Do you know how crazy it is? Do you know how easy it is to get healthier? Literally change up the bullshit that's going in your mouth and go to the gym and be disciplined. The end. The problem is it's hard. The way to build a much bigger business is that simple too. Everybody wants a better team. I'll give you the formula right now. I see a lot of people like pen and paper, make as many social media Posts as you can a day about the information you know, about the space and sales. Make it valuable to them. Tell them the real, not the fucking dream. Post as often as possible and put a lot of effort into the interviewing of the people that come into the funnel. And then when they come in, spend an ungodly amount of time to building up their game, not rolling the dice and seeing who's going to work out or not. You will be bigger than everyone else. I gave it to you. Actually, I'm pondering leaving right now. I really don't have anything better to say than what I just said. The only issue is I know literally 99% of you, real Talk with love will not do it at the scale and the discipline and the length that I think you should in my head based on the ambitions that are coming out of your mouth. Do you know any kids I meet every day? They're like, gary, Vee, what's good? I fucking fuck with you, bro. I'm gonna be a billionaire. I'm like, you surely are not, Like, rolling up with, like four fake watches. And like, I'm like, you're doing it for the game. You want the fucking prize that comes from the game? Motherfuckers out here in this room are doing it for the stuff, for the clout, for the perception that you made it to close the gaps of insecurity in your soul. I respect that, that I understand that's a human journey. But I'm telling you, that's the hard game to play, you know, because that game gets tough, because that means you care about what they say. I'm always fascinated to be in a sales environment because 8 out of 10 people are playing that game. For the 2 out of 10 that are not, I ask you if you're fortunate enough to be in the same mental place I was as a kid, I ask you to double down on something and for the eight out of 10 of you that it's resonating what I'm talking about right now, I need you to understand the single most important move in your life, which is the following. The reason things work for me and for other people that I see that build real shit. It's real shit. And they're actually really happy because I know unlimited millionaires that are fucking sad as shit. So many of the people that you all look up to, Social, I know them personally. They're not who they are on Social. They're not happy. The reason that others that I know are and definitely I know what works for me, it's this. It's really easy to build when you're in your own game. For you, yourself, and your family, it's really hard to build to impress them. Because if you're trying to impress them, you believe them. Do you know why I've been able to build every day? How many people here have been following me for more than 5 years? Raise your hands. I'm humbled, and thank you. And so, for one more time, I just want to see how many people so for I see you, I see you. 10 years. Let's go. The reason I've been able to do this every day for 10 years, darling, is. Is because when people say you suck in the comments, I don't break like a bitch. But that's not the interesting part. The reason I've been able to do this for 10 years and the reason I'm giving you the game that I'm giving you right now is the reverse. When all of you go in there and put a goat emoji, I don't believe you either. If you believe the accolades, you're vulnerable to the dissent. For me, I'm just detached from Gary Vee, from the admiration, from the paper, from the followers. I do this because I love the game. You know how they talk about athletes. I would say Kobe is probably the example most people refer to now that just love practice. Like, actually, like, love rehab. That's me in business. And honestly, that's what I want for you. Cause it's the only thing that will allow you to be sustained and growing forever. For me, I love this game of business, marketing, and sales way more than the shit that it gave me. In fact, I don't know if you can tell I don't want the shit. I don't need the shit. I need the game. The fuck am I doing here? What the fuck am I doing here? I'm not doing this for the paper. I lost money by showing up to this fucking thing today. Thank you. It's not even about the thank you. I fucking love y'. All. I want this for you. I know one kid who's the worst version and the reverse of me is listening right now and is about to switch up their game. I know as I stand here, I'm taking one kid in here who's all about Lambo and Rolex and, like, whatever, and I'm gonna break your fucking brain for the next 45 minutes and reset your shit, which is gonna mean you're gonna end up with 40 lambos, not one for a little bit, and then have to sell it because you have no fucking money anymore. This is really important shit when you're in sales. By the way, a lot of you have seen a lot of my content. Every talk is specific. This is sales. Sales has its own DNA, its own game, right? You want to be it, not look like it. You understand? You want to be it, not look like it. And here's why this is important. Once you stop building your paper and your reputation for them, the outside world, you have a lot more energy to put into your team. You understand? When you're not worried about impressing everyone else and you're worried about building up your fucking crew, what the fuck do you think's gonna happen to your paper? This is super important shit, friends. There's an incredible, incredible, incredible opportunity when you're in sales. In fact, kudos to all of you. I know this space. Some people got feelings. Real talk. I'm good at trends. You've seen me predict a ton of shit. Let me tell you what's happening right now. We're going into a barbell. Shit's about to go extreme. Technology, AI and shit. Like some people in this room's grandkids are gonna marry an AI robot. It's going extreme AI technology and it's actually going extreme. Analog and old school festivals, events, fucking rock climbing, going to restaurants, door knocking. Like old school. Like you see it already. If any of you got like a 12 or 13 year old in your family, like cousin, nephew, sibling, child, 13 year olds, this holiday season we're asking parents for non smartphones, like some flip Motorola shit, It's bending. And so there's a lot of opportunity in your space. There's a reason this space is growing. Big companies are outsourcing sales and analog is growing. So the opportunity in the macro is extraordinary. But the flavor of the space in one man's point of view is off. It's all the bad shit about the new game. It's all about this. It's all about what's in it for me. You know why your recruiting isn't going the way you want? When you post, you're worried about how much money you're going to make. When you're out there trying to get someone, you're thinking about what's in it for me. The second you think what's in it for them, the thing that you want to happen starts to actually happen. You'd rather just guess on 15 people and hope three people do it and move quick. I'd rather you get five people and put time and Effort into it and build them up and make them good. That's how you get good. This is old school. Grandma, grandpa shit. This is old. This stuff. This is your word. This is good stuff. And everyone's getting caught up in the sizzle. Like, I do my homework. People talk about numbers. 200,000, 300 people aren't talking about principles. If your opening line and sell is about how much money you're going to make, you're about to get some dirty, dirty ass people in. And it's confusing because some of you care about the money, but you're not dirty, dirty ass. So you think everyone's like you. And that's where you get mixed up. You understand? Everyone's not like you. So you have to give thought to what you're putting out there and how you're putting it out and what you're looking for. And you know this. It's just sales. It's not how many doors you knock, it's how many converted. Same with building your team. Over the last 10 years, I've been able to build one of the largest advertising agencies in the world. We had zero employees 15 years ago. We have 3,000 now. I have over 150 people that have been at the company for over 10 years. That's why we're winning. But that requires giving a crap about people. I promise you the biggest differentiation amongst people here from each other is who here actually cares about the human beings on their team. Not some tactic, not some angle I'm gonna give you on a social media post on some old Deep south pastor shit of like, do you love your fucking team or no? It's really cool. I love watching this all play out as we go crazier into like the future. The shits that's gonna actually matter is people that go old school and do like 1950s gentleman shit. It's fascinating and it's real. You know why? Because people have options. While you're out there being like, come with me, you can make 200,000, I'm out there saying, go do live social shopping and you can make 500,000 selling shit on TikTok and what whatnot. People have options, right? You're not competing against other ICOs, you're competing against the world for people's attention. People have options. I have. All these companies are like, why is nobody. They're like, these kids are lazy. I'm like, they're like, gen Z is lazy. I'm like, gen Z smart. The do you. Who wants to go work at burger king for $9 an hour. You can just go to Goodwill, buy shit, and flip it on ebay and make more. We got options. The people you're trying to recruit have options. We need to be smarter about what we talk about. It needs to be dramatically. All due respect, because I just did a little search of people saying, like, oh, Gary, Vee's at this event on social. Because I wanted to bring you value. I did a little homework. Some of you need to change up the shit that you're putting out. Way more truth, way more long term, way more good. Less quick, less easy. Who do you think is getting seduced by, like, it's super Easy to make $300,000 a year. Who do you think is getting seduced by that? Be smart. There's such an opportunity. This space is going to grow. And the key is very simple. This is the remote control of our society. Whoever wins on this platform wins. All of you as individuals need to win on this platform. LinkedIn, Facebook, Twitter, TikTok, Instagram, Snapchat, YouTube. But you know that that's like going to the gym and eating right now, the question is, are you gonna do that? But more importantly for this crew, you all know that. But my question is, what are you going to fill these channels with? What's coming out of your mouth? How are you doing it? And I promise you that will be the differentiation of people in this room that make six figures a year versus seven figures a year versus eight figures a year. And I hope that really resonates with some of you. I'm ready for Q and A. We can start that up.