[Applause]
[Music]
so ladies and gentlemen I know it's
early but we got to give it up for the
one the only the amazing mr. Gary
Vaynerchuk
[Applause]
[Music]
[Music]
you know I love social media buzz itself
[Music]
I believe that we are on the dawn of
one-on-one marketing
[Applause]
[Music]
morning
good morning how many people here by
show of hands actually have not heard me
speak or actually don't know that much
about me please raise your hand
uh-huh you're sleeping you're about to
know who I am so kind of thinking that
that might be the case I apologize for
the ones that do know my spiel because
there's quite a bit of hands I'm gonna
have to give 5 to 7 minutes of my
background to set up where I'm going
with this talk because the truth is when
I heard what the theme of this
conference was all in I started doing a
lot of homework mainly on those
platforms right there the instagrams and
the Twitter's and the Facebook's and the
snapchats of the world and obviously
there's lots of people here and I had
the privilege of several months ago
speaking in Ohio
[Music]
and I gave a lot of thought to what I
wanted to talk about today because I
knew that there would be a lot of
crossover from people that saw me there
versus people that haven't what's the
difference in the tendencies and the
actions of the ypr versus the rest of
the crew all those things and how do I
provide value and the truth is here's
what here's here's what's happening in
my heart and with all due respect I
don't feel like collectively were as all
in as I'd like and let me explain how I
don't think we're all in on the one
thing the one thing that I spend all my
time on see the dirty little secret is I
suck crap at 99% of things when it comes
to business I stand here in front of you
as a hardcore DNF student I actually hit
up my high school the other day and
asked if I could come and take a picture
of my report card if they had it on file
for a throwback Thursday because I do
not think you realize how shitty of a
student I really was and so why do I
suck at 99% of things and why do I stand
here in front of you confident that I
will easily achieve my life goal of
buying the New York Jets and the answer
is simple I suck at 99% of things but
I'm all-in and one thing just one thing
how many people here by show of hands
and by the way we all got up early lots
of us were out late I've been flying all
around the country so please don't give
me your bull and I'm not interested in
your head nod I want full hands how many
people here are familiar who Mariano
Rivera is the closure of the New York
Yankees
okay so for the other half of you Moe
was the closure of the New York Yankees
17 years will go down as the best
closure major-league baseball history
the dirty little secret he only had one
pitch but he threw it over and over and
over for 17 years and nobody hit it I
have one pitch one I have one move that
is the differentiation for me and it's
that I'm all in on one thing and it is
the biggest disconnect between me and
99.9% of this room right now the move
that I have and the thing that I want to
talk to you about today and the variable
of the difference of the companies that
win and lose and the reason big
companies go out of business like
Blockbuster and Woolworths and things
that nature is that the only thing I do
is I mark it in the actual fucking year
we live in what I'm concerned about when
I look at the behavior online of 99
percent of this room and when I say this
room let's throw everybody into it the
fortune 500 companies I work with all
the startups 99% of people are marketing
like it's 2008 2004 2002 1997 1994 and
that my friends is the disconnect the
reason most people are giving up dollars
and aren't relevant is they're not
storytelling in the year that we
actually live in because that takes
storytelling where people's attention is
the number one thing that connects to
every single person in this room is
we're all battling for somebody's
attention before you can tell me how
great you are and how my life is gonna
be so legit if I get into this or why
it's so delicious or way healthier
before you tell me all that stuff you
need to get my attention
and the fact that so few of you clapped
that up excites me even more about what
I'm about to talk about I was born in
Belarus in the former Soviet Union I
came to the US when I was three my
family was poor we had a hundred bucks I
lived in a studio apartment with seven
of my family members my dad got a job as
a stock boy in a liquor store in New
Jersey that's why we moved when I was
six we moved to Edison New Jersey which
is where I started my entrepreneurial
career when I was six I had six lemonade
stands a six lemonade stand franchise I
put my five six year old friends to work
for some of the old-timers cuz there's a
lot of youngsters here you won't
remember this for some of you old timers
remember big wheels those little bikes
nice to ride I still ride my big wheels
at the end of the day picking up my cash
like I was little Tony Soprano or
something
when I was 12
I started a baseball card business and I
started selling baseball cards in the
malls of New York in New Jersey and I
crushed that I was making one two three
thousand dollars a weekend as a 13 14
year old I don't know about you guys but
when you're 14 and you have $30,000 in
cash under your bed and you're not
selling weed you're doing a good job
[Applause]
so what I did and then my dad ruined my
life at this point my dad owned a small
liquor store in Springfield New Jersey
and as the first son in an immigrant
family born in the old country on my
14th birthday he dragged me into the
liquor store and I had to work there for
two bucks an hour 15 hours a day and I
made went from making a thousand of
$2,000 a weekend to making $30 on a
Saturday for the next two three years of
my life I call those the dark ages when
I turned 17 I fell in love with the
business and it's interesting to think
about the ships in the air with this
organization because let me tell you
something the only reason I've been able
to build big businesses is because the
only thing I think about is lifetime
value the only thing I think about is
lifetime value and what percentage of
your wallet can I get how long can I
keep you and how much of what I am
selling are you buying
are you buying all of it for me some of
it for me and the game that I think more
people need to pay attention to is the
combination of lifetime value and
percentage of wallet spent and how do
you create that let me tell you
something that I think a lot of
youngsters in this room need to hear it
is my obsession when I meet somebody
randomly hello randomly when I meet
somebody I default I default into
wanting to give them 51% of the value of
the relationship for our entire lives
because 49% of the relationship is very
very valuable and giving 51% to the
relationship is leverage and the thing
that I see in the actions of so many in
this room is that they're looking for 99
percent of the relationship on the first
move
there's story telling the value prop to
them but the value comes to them and so
I implore you to think about this notion
of how do you provide so much upfront
value that you're able to keep somebody
for the long haul
one of the other things I'm really
concerned about I'm concerned about the
fact that communication is being
disrupted I'm concerned that I believe
in this room I believe that this room
needs to give a lot of thought to the
notion that the way we talk as human
beings has changed we're we're grossly
grossly under estimating the lifecycle
of the Internet itself my friends before
you talk about Facebook and Twitter and
Tumblr and Pinterest and Instagram and
Vine and snapchat and how they affect
your business how you're gonna get
clients from it and customers people in
your network before we talk about that I
need to establish that the internet that
the Internet is 20 years old we're just
starting and I know the Internet I know
there's some nerd back there were
actually Gary the internet was invented
1957 I know nerd shut the fuck up I mean
I mean the internet that we all know
when normal people started jumping on
the platform and actually getting email
and interacting and giving a crap that
only started with Windows 95 that only
started 20 years ago we are grossly
every person has room including me who
fancies himself of knowing where things
are going every person in this room is
grossly under estimating the culture
shift that we're living through the
attention that we're spending in these
platforms and and this is what I really
want you to pay attention because it's
maps to your world the Internet is the
gateway drug to one-on-one relationships
let me say it again because I know
there's a lot of old-school folks in
here and listen I'm an old-school folk
there's a lot of old-school folks that
say yeah this new stuff and it's sad and
everybody's on their phone and this
internet stuff but we're a business
that's built on one-on-one relationships
let me tell you something I've scaled
the fuck out of one-on-one relationships
with this thing right here
and if you do not understand that
engagement online is the gateway to
one-on-one relationships in our world
today you were missing the culture shift
we're living in let me explain how many
people here how many people here have a
child this is pretty old accrue a child
between the ages of 13 and 22 raise your
hands
throw it up great you guys remember to
three years ago when you had this
conversation
hey little Ricky I don't give a crap how
you talk to your friends but when your
parents call you pick up the damn phone
you remember doctor talk just curious
how'd that work out for you let me
explain there are grown-ass men in here
that in the last 24 hours have texted
oMG and lol that's how it worked out
and that's not because little Ricky or
the movement in this room is so smart
it's because they have technology on
their side technology doesn't care about
you and me listen a piss this all
happened
I built a 60 million dollar a year wine
business on print and radio and
television I had it figured out I'm
actually very upset the second six years
ago I mapped and figured out Facebook
and Twitter here came along tumblr here
came along vine snapchat Instagram I'm
not happy marketing got hard I'm not
happy this is happening it got hard but
the problem is some poor guy bought
4,000 horses the day before Henry Ford
created the car he lost innovation
doesn't care about you and me and so
when I look at the progressive nature of
this organization when I think about the
app culture that's here when I think
about all the infrastructure and the
amount of content that's being put out
on the platforms that are relevant in
here it makes me think and wonder it
makes me think and wonder do people
really understand the cultural shift
we're living through the opportunity in
front of us because here's what's
happening
when you're selling the product that
you're selling that's in this room and
your target audience skews young let me
give you a real story in this room that
you really need to hear I was with a guy
the other day runs an eight billion
dollar company and he sells to twelve to
seventeen year olds and I talked why we
had to move our money from SEO and email
marketing and Facebook into snapchat
vine and Instagram and I gave him all
the data and all the rationale to why it
was important why it was gonna work what
mattered why it mattered why the
attention of their customer was on this
platform and here's what happened the
CEO of the company looked at me after
everything and he said hey Gary
that's great and I understand but I
don't get Instagram and I said that's
nice Jon that you do not get Instagram
but 200 million of your customers do and
so I implore many people in this room
you may have not grown up on Facebook
and Twitter or using mobile devices but
you didn't grow up driving either and
you figured it out
and so it might not come native to you
but let me give you some stats how many
people here in their career have done
email marketing you've sent emails to
try to sell stuff raise your hand great
in 1996 with 400,000 people on my email
service for my wine business
I had 89% open rates yeah Wow
you know why because more than I know
that the Sun will come up tomorrow I
know that marketers ruin everything it's
what we do I'm proud of it
email in 1996 7 & 8 wasn't ruined yet we
weren't spamming after every email how
many people here remember email 1998-99
how many people remember reading every
word because it wasn't spam it's what we
did remember
but then marketers ruined it and that's
what always happens how many people here
signed up for Groupon and LivingSocial
raise your hand one of those sites
do you remember five years ago how you
couldn't wait to get $40 worth of sushi
for 20 bucks or an $80 spa treatment
whoo $40 is the greatest thing of all
time how about now how do you like
Groupon and LivingSocial now you hate it
because they kept sending you crap you
didn't want and now you don't give a
rat's ass if they sent you a million
dollar home for a hundred bucks
you're like delete spam get the fuck out
of my inbox that's right I see it I get
it
and so my friends here's what I want to
talk to you about way too many people
are all-in on with how many followers
people on the list teammates can I get
with how many people can I tell about my
thing with reach with West with numbers
numbers and nobody's talking about depth
depth
I want to hug the eight people that are
smart enough to clamp that fine BK I'll
hug you too I know you want it yesterday
I was flying from Orlando at a speaking
engagement to come here and I was
replying with people on Twitter and then
I decided to get the bright idea of
instead of replying in text I was gonna
make quick little videos and say hello
to them how many people caught this
yesterday because I know a bunch of you
following Twitter so I'm replying and
then I decided to make a video these
videos by the way took me I don't know
the difference between texting video I
would go from 17 seconds versus not 39
seconds 54 seconds we're talking a
difference of 30 to 40 seconds of my
time
the response when I made videos and said
hey Karen I really appreciate that nice
thing you said about my book or hey
Steve I really appreciate it
the difference when you watch what
people then said on Twitter about their
relationship people literally wrote
things like I am now a fan for life
I just bought 10 more Jab Jab Jab right
hooks for the extra 22 seconds that I
applied it into a relationship with
somebody I converted the emotion of our
relationship dramatically deeper the
truth is and we can all agree we all
talk about customer service we all talk
about caring we all talk about those
good and warm things but we don't
execute on them because the number one
thing we value in the world besides the
health of our family and money is time
how many people here are familiar and
have used uber the iPhone app raise your
hand when that first came out how many
people here are not familiar with uber
raise your hand this is fun shits about
to get crazy BK I could feel it
happening uber
app for your phone where you hit a
button and a black car can be in front
of you in three or four minutes if you
live in an app by the way who wants an
LA here LA area raise it up clap it up I
refuse to go to LA for the last 10 years
of my life because of the transportation
now I go to LA ten times a year strictly
because of uber cuz I can actually get
around your fucking city
uber uber is selling what uber is not
selling transportation uber selling time
by being able to get six or seven
minutes of your time back you are able
to jump all in and really that's what
you're buying that's how much we value
time you're valuing time because you're
willing to pay that much money just for
time let's get into the details how many
people here are actively using Facebook
and Twitter and Instagram to acquire
customers and drive their sales please
raise your hand how many people are not
please raise your hand good so we got a
50-50 split I think it's important for
me to take a Segway right here in this
room right now the reason I love social
media is because it sells stuff I want
everybody to hear that loud and clear
because I think it's an important
variable I am a businessman my whole
life has been about selling stuff if I'm
not selling stuff I'm broken I don't
love technology I didn't even own a
computer until I was 19 years old I have
no heart I have no heart for technology
what I have hard for is the reality of
the marketplace what I have hard for is
conversion what I have hard for is this
I want you to write down this one thing
because it's actually gonna be practical
to your business there's a new product
from Facebook called dark posts when you
Google with dark posts are you'll start
understanding what I care about Facebook
has gotten to a place now where you
don't have to have a fan page to reach
people on Facebook we're at a place now
in 2014 marketing in the year that we
actually live in we're in a place now
where you don't have to have a single
fan on Facebook what you need to do is
understand who you're actually targeting
you now have the ability to go into the
admin
on Facebook create a picture a video you
know how many people have sent a message
through the app and have sent it to
friends or contacts so they could watch
that one-minute video about the value
prop of this organization raise your
hands just curious very nice so that
video that video you're able to put out
that piece of content any piece of
content the rules what you think the
product value dr. oz whatever maybe
whatever you think is valuable to people
and you're able to target you're able to
target any person that works or lives or
acts on Facebook how many people want to
use Facebook now mainly looking through
their phone and do this raise your hands
just curious as some of you know these
are not ads anymore that you go on a
desktop and are on the right side of the
website these are things you're actually
seeing directly in your feed
I've been marketing online for 20 years
when Google came out with Adwords
I bought the word wine for five cents I
owned it for nine months before anybody
bid me up the reason I did that was
because I actually marketed in the year
that we actually lived in and it
actually worked
and it worked really well yet in 1999
people were scared to put their money
into Google I then started doing cookie
banner ads banner retargeting right you
go around the web you go on a website we
cook you your browser and we remark it
to you and show you banner ads over and
over and over and over again until you
convert we basically beat you to death
until you give up and actually buy our
stuff right
you've seen that googled our posts right
now as we sit in this room the ability
to target anybody somebody who is a fan
or a user or is engaged with red ball or
some other energy drink somebody that is
engaged or as a fan or liked something
in the network marketing space is a
reseller you can target anybody on
Facebook today for pennies on the dollar
and it is the single most conversion
based product that I have seen in
marketing in 12 years
practical ex
to tional advice all in on getting your
hands dirty there's a lot of people in
this room so I'm gonna share my biggest
secrets so I think my secrets dead after
I share it but I'm gonna give it to you
because I promised myself to provide you
as much value today as possible
Twitter 99% of people are struggling to
convert on Twitter you can engage one by
one and do some level of conversion but
what about its scale Twitter has a new
ad product my friends it's a product
where you put out a tweet to anybody -
everybody same thing you pay for a lot
of awareness but you only get charged by
Twitter if they follow you on twitter so
this comes out and I start looking at it
with my analytics team and we start
testing and we start testing copy and
pictures and videos that tell you to do
everything but follow us write retweet
this right now click this link right now
for next minute and get this offer
we've been driving traffic to websites
and conversions for less than a penny a
click because we've hacked a certain ad
right now in Twitter in 2014 my friends
I'm not Nostradamus my investments in
Facebook and Twitter and Tumblr and
Birchbox and uber
aren't because I can predict the world
their investments in those platforms and
my success has come because when things
are actually happening I get my hands
dirty I go all-in in the trenches and I
spend 11 p.m. to 4:00 in the morning
figuring it out and we live in a world
that I just gave you two tangible pieces
of advice on how to reach people and
convert new people into your funnel and
I know standing here that only four to
five percent of you are actually gonna
do it and that's what's interesting to
me I just want to talk to the four to
five percent I respect and by the way I
respect the other 95 96 percent
immensely
it's how you've always done it it's how
it's worked you've done it before
I get it iris
that's but I sat in a room eight years
ago where Blockbuster decided to pass on
buying Netflix for forty million dollars
yeah
they passed because they said their data
and the way they did it was working just
fine and they said the experience of
going to the blockbuster store was
something that we all enjoyed we like
that experience let me tell you the
experience I like it I like laying in
bed clicking a button and watching my
damn movie
the average 42 year old woman in America
by her behavior is acting like a 28 year
old woman only ten years ago we are
living through the youth of vacation of
our society I want to say this again
because I want everybody pay attention
what I'm talking about we are living
through the youth of vacation of our
society because of the way technology
works we are dragging people down in
their behavior the growth the number one
growth right now on Instagram in the
last 90 days of people taking selfies
are 35 to 55 year old females your
mama's taking selfies
when everybody told me when I invested
in Facebook that it was only for kids I
told him the grandma effect they said
what I said the grandma effect when kids
start putting their pictures of their
kids on Facebook grandma's coming and
now no 25 year old and under wants to be
found dead on Facebook only five years
later think for a second in this room
right now of how old you are and if
you're lucky enough to know your parent
at this age you are dramatically younger
in your behavior than the way they were
at your age all of that is leading to
what I want to talk to you about which
is over the course of the how many
people here are retiring in the next
five years and I don't mean you're gonna
crush it and get a yacht I mean you're
old and tired how many people are how
many people are retiring raise your hand
all right
let's clap it up for that little section
over there let's clap it up for those
seven over there
enjoy it get a little fish again
you're too young
if you're not retiring in the next five
years here's your problem and here's
your opportunity
70% of the mental time that a US citizen
about the age of 14 years old is going
to be spending it in front of a screen
and you may think that's sad right I
love you know what I love I love when
people come to me go all this technology
is sad my kid doesn't go out and play
right they just stay inside and play
games all day and then I asked him well
when you were a kid how did you go
outside and play if you didn't have any
your friends around you you you jumped
on a tire swing and ran around your
house and you think you were playing
we're engaging with many more people
people tell me it's sad when they go out
to dinner this is a favorite and they
see a couple sitting there and they're
both on the phone right hey honey look
how sad that is they're both on the
phone the whole time at dinner do you
know what I see I see something I'm
happy about you know why because 15
years ago that couple what they did was
they sat in front of each other and
didn't say a goddamn word to each other
I'm happy for them that they're actually
able to do what they actually want to do
now we'll just check the score look at
Facebook shit there's nothing sad people
were scared that Elvis shook his hips 40
years ago what Miley is doing on
wrecking balls is way more serious and
so this keeps changing but where does it
matter to the people in this room here's
where it matters and this is where the
rubber hits the road for the first time
ever everything we do is being
documented every action everything we do
is being documented all the claims of
your product all the things that you
believe in all the things that you told
people 20 years ago in a home in an
event lost in history all the pictures
all the videos all the content we're
putting out on Facebook and Twitter and
Tumblr and all these places logged for
ever and so if you want to have lifetime
value when you're 20 and 24 and 27 50 90
and you're me
claims and you're saying these things
and they don't come true you lose and
when you say the right things you win
and so I ask you to understand the one
statement that I live on my number one
bill of right which is that legacy is
greater than currency and I'm massively
proud of the culture shifts and the
technology shifts that this organization
is making when when you go to a cop look
guys I talk on the hard core tech you
know sucks and that whole world circuit
and those places don't have apps for
their three-day conference I want this
place to clap it up for this conference
to have an app I mean it it's a big deal
Hamas it's a big deal it is it's a big
deal it's a big deal for me because you
know unlike many people in this room
you're sure you're focused on your world
I'm focused on my world I see the lot of
the landscape the fact that this
conference and by the way this is where
BK is gonna give somebody some props
he's like look we got an app I'm like
whatever BK I looked at it actually
extremely well executed
so let's clap it up for BK's tech team
[Applause]
because it's one thing to happen you
know I remember somebody coming up to me
five years ago as a company they're like
hey Gary we have a Facebook and Twitter
account I'm like so what do you want a
fucking cookie like it's it doesn't
matter if you have one it's what you do
with it
it's how you execute my friends last 20
minutes I want to talk to you about the
execution of lifetime value and
retention I want to talk to you about
why I wrote my last book everybody here
or hack scuse me half the people here
have a Facebook and Twitter account and
a tumblr account and these things of
that nature but what you're putting out
there is just right hook right hook
right hook right hook everything is an
ask are you telling me how I'm an idiot
for working somewhere else and how my
life is gonna be so much better if I
come into your world every post is by
this or you're an idiot look at all my
cars in cash
now I spent some time last night out in
Las Vegas and watched the behavior of
the individuals out in the casino and
the bar and I saw a lot of young men in
this room specifically like my boy Nick
from Long Island when they would roll up
with a young lady in the scenario they
were in the right hook right hook right
hook business they tried to close on the
first engagement and if they just put a
little romance just a couple of jabs
just a little bit of patience they might
be a little happier this morning
I spend an hour every day sending a
direct email making a phone call
tweeting out what can I do for you I
spent an hour every day of my life and
I'm running two major companies right
now and I try and and and I've given us
a lot of thought this is the you know if
you leave with anything from my talk
this morning and I appreciate you having
me here I want you to leave with this
I implore you to give a little thought
to try just a little to scale the
unscalable I spent an hour of my day
scaling the unscalable it's not scalable
to sit in a phone and call and see how
you're doing
it's not scalable to go to somebody
else's Twitter picture or Instagram
photo and give them a double tap and say
keep up the good work and you know what
happens here and you guys know this if
we're gonna be self-aware in this room
you've got people underneath you and
those best people those top five 10%
they get a 90 percent of your energy and
I implore you to start changing those
percentages just a little bit because
it's the people in the beginning in the
middle that need a little entitlement
little engagement a little attention a
little bit more just a little more and
what are you doing in here as leaders to
try to empower the people within to give
them information within to teach them
within and most of all and this is the
one thing I was most disappointed when I
did a real hard hashtag all-in hashtag
vemma hashtag verb looking at all the
engagement online for the last six
months the one thing I've been most
disappointed in is people not jumping in
and policing their peers when people get
a little too far with their claims and
things of that nature not jumping in and
putting them on the legacy course
instead of the currency course
we sit here in this auditorium together
in 2014 where this brand is on the verge
of exploding I truthfully in my heart
believe that it is not a foregone
conclusion I do you didn't clap that one
did you the reason it's not a foregone
conclusion is because the battle for
authentic engagement and good content is
in front of us the amount of people that
are putting out quality content on
Instagram Facebook and Twitter
that's bringing value to the people that
are following them is dwindling on a
daily basis
nobody's saying how can I help you or
what can I do for you everybody's saying
look what I've got and so we are at a
crossroads in this room where by two
things senior leadership that's crushed
this space for the last 30 years and
knows what it's doing and the youth in
the crowd that very much understands the
behavior of the future are together with
an organization and the one pillar that
everybody has to put peg on the wall is
are we looking to keep these customers
long-term am I willing to waste an hour
of my time to give a crap about the
people I do business with
because the world's changing
I saw innovation the other day a smart
refrigerator right we all know what
smartphones are are you guys ready for
the smart refrigerator BK you better pay
attention cuz this one's gonna matter to
you my man
smart refrigerator coming out from GE
everybody will have a smart refrigerator
in their home just like I'd have a smart
phone and a smart TV in the next five
years do you know what your smart
refrigerator does you put in six bottles
of Aquafina water you take them out you
put in six bottles of Aquafina water you
take them out the third time that you
put Aquafina water in your refrigerator
your refrigerator understands what it is
and your refrigerator reorders it for
you so who's that disruptive to sounds
like that's a problem for Amazon and
7-eleven in other places because FINA
doesn't need it to sell it to those
places to get it to you
who here is willing to live in the
future to battle to make sure our cans
are in people's refrigerators because my
friends all this Facebook and Twitter
stuff this has been lollygag this is the
beginning this is nothing we're just
starting we're only 20 years in smart
pants you know why it's good that these
products are actually healthy too smart
pants I saw some dudes working on smart
pants when I went to Palo Alto six
months ago
are you there's some old dudes in here
that are not ready for smart pants cuz
let me tell you what smart pants do you
put on your smart pants and then your
pants text you and they say hey Sal eat
a salad fat-ass
and every POS system in America
point-of-sale the the registers Walmart
and Target are there 7-elevens necks in
24 months 36 months every single person
here is going to be buying product with
this phone your credit cards here and
when your smart pants are tied into your
wallet and you go to Burger King to buy
a whopper your shit's declined
so does it matter that our product is
good and healthy more than ever
absolutely does it matter that we pay
attention today look it's like running a
marathon it's like running a marathon if
you sit here as a leader in business and
you're not used to putting out content
on Facebook and Twitter and Tumblr and
Pinterest and Instagram you're never
gonna make the mental jump to the smart
refrigerator or to the drones that are
gonna be delivering our product you're
not gonna make that jump and look I'm
not happy you think I'm happy that we're
all about to become robots I'm sad too
but here's what I know it doesn't change
what happens because if I show you what
we used to look like when we wore cloth
and it's carved into caves you'd never
believe that we were sitting here and if
I reminded you that 10 years ago YouTube
and Facebook and Twitter and Tumblr and
uber and Birchbox and smart phones did
not exist 10 years ago did not exist and
you know what this is a very young crowd
but who here does not remember 10 years
ago cuz you're 13 that's what I thought
and so as the world gets more
transparent because you know what social
networks are if you're confused they're
the plumbing of the Internet itself we
have to start putting intent and real
emotion into our relationships because
every person in our circle is now a
media company every single person is now
a media company and if you understand
that then you will start changing your
behavior if you understand that the
ninety-seventh person in your world is
just as important as the third because
they have just as much volume of reach
because it doesn't take having a million
followers on Twitter like I do you can
have nine and it goes from there we are
living through a culture shift please
start thinking about putting out content
that actually brings value to people and
the way it to do that of course is to
show them the lifestyle changes but
there's other variables that we bring to
the table there's other moves besides
look at
Rolex you can get if you do this there's
other moves besides your job sucks come
here the moves first and foremost and
look I've spent enough time in his face
I actually want you guys actually I do
want this I want you guys to clap it up
because I've paid attention to this
space very heavily and I am convinced
that the people in this room are selling
the best actual product in the
marketplace
not just the system
[Applause]
stamp Keith for the people that stood up
stay up cuz I want to make a point for
the people that stood up I want
especially the youngsters who the
youngsters in this room know how much
care because I'm fucking snap chatting
with you guys all the time I want you to
pay attention who decided to stand up
for what I just said by looking at demo
and I'm generalizing a little bit it's
of people who've been in the space long
enough to know the difference between
pushing a product they believe in versus
pushing a product they don't believe in
and that is a fundamental difference
because the math of the compensation can
be great on the backend but the way to
become a Billy instead of a Millie is by
having real tangible good stuff now now
I implore everybody in this room to take
the fact that you have one of the best
consumer facing products in a world
where affiliate marketing and modern-day
marketing trends are now being pushed
more in your behavior daily where you
actually have the luxury of being proud
of a product that's inexpensive in the
scheme of things that people will
actually buy on these platforms in a
world where Google reported last quarter
that google adword click throughs are
down to 20% which means our behavior is
changing how many people here use Gmail
raise your hand did you pay attention
six months ago when Gmail shifted all
the promotional email into a separate
tab so it wouldn't show up in your main
G that's good for us as users that shit
for us as marketers because we're
playing cat and mice when it comes to
marketing and right now in 2014 I can't
talk for 2017 I can't predict for 2019
but right now the attention with the
youth of vacation with the selfie growth
with grown-ass men here texting xoxo the
attention the eyes and the ears of our
customers of our future customers of the
people we're trying to reach they're
starting to live in a different place
and if you do not have the nimbleness to
figure out how to storytelling there you
will become increasingly irrelevant you
will sound exactly like blockbuster did
when it made its decision on Netflix
I'll give you an old-school one when
Woolworths saw what Walmart was doing in
Middle America they underestimated who's
here from Middle America clap it up if
you're from Middle America
in my opinion I spent more time paying
attention to the behavior of people and
businessmen and women from middle
America because the coasts are bias and
they underestimate and they're stupid
for it that's exactly what happened with
Walmart
well we're Sowell Walmart was doing they
underestimated it they didn't innovate
and those guys put them out of business
and as I stand in front of you here
today
I'm telling you that Walmart right now
the biggest retailer in the country is
out of business because they let Amazon
happen and in the next 36 to 60 months
when Amazon is done with all the
warehouses that they're building right
now and every person this room whether
you're an East bumble this or West
bumble that or a big city when every
person this room can order a product and
have it delivered in the same day at
their home Walmart's in trouble
innovation innovation and so who here is
willing to take the challenge to
innovate even though they're
uncomfortable who here is willing who
here is willing to have the humility of
saying look I built a bunch of
businesses and network marketing in the
past and I've done it a certain way but
I have the humility to understand that
in 2014 even though I don't understand
Instagram or Facebook or vine I'm gonna
spend a little time learning about it
not just passing it on to the random 20
year old in my life
who here has self-awareness that even if
they are 20 to 40 and they do understand
it and I'm generalizing plenty of 60
year-olds know what to do but who here
in this room because listen I follow all
the hashtags in this space and there's a
lot of youngsters in here banging on
Instagram
who here has the self-awareness to know
that they don't like it either when
their friends are just pitching picture
after picture of stuff they don't care
about and even though you know how to
use it if you're using it wrong
you fuckin lost I challenge you this
morning for one thing respect respect
the people that you work with respect
the audience that you're yelling at
every day with the content that you put
out respect yourself because every
picture video and everything you ever
say your grandchildren are gonna come up
and roll up on you in 35 years and say
hey Pappy I saw a video of you and you
said this you were wrong respect because
my friends we are living through the
single biggest culture shift of our time
this organization amongst all
organizations forget about this space
this organization leadership in product
innovation infrastructure the obnoxious
bravado and energy of the youth within
this organization which oh by the way is
aging down all the other people in the
room which is tremendous but let me make
a statement as I close as a 38 year old
old dude the learnings and the hard work
and the navigation of the people that
are in this room that have been doing
this for twenty thirty years does not go
away because we use snapchat the
principles that made them leaders and
winners stayed true and so there needs
to be a coming a meeting of the minds
the nimbleness the awareness of the year
that we actually live in the hustle and
the fire that happens with the people in
one section and the respect and the
understanding and you know what by the
way don't think you're so great because
oh by the way the economy's been really
good for the last five years you know
things have been nice let's see who's a
wartime general in here one thing
get a little tougher when you get a
tougher competitor when shit hits the
fan it's not so fun to take pictures at
the pool with your Rolex so let's make a
promise with each other right now in the
last couple minutes that I have here
let's run a marathon
this isn't about tomorrow isn't about
next year this is about if you're
willing to bring value to any person
that you engage with over the next two
to three decades you look pretty good on
the other side and let's make another
thing let's stop making lines in the
sand for example let's go all in
older demo that hasn't played and I
don't want to hear from you well that's
not how we did it I don't give a shit
that's how you didn't do it this is the
way we do it now and let's go all-in
youngsters to realize at 23 you don't
know every fucking thing just yet and
let's combine in some sort of Voltron
transformer way and let's dominate thank
you
thank you
[Applause]
thank you so much
[Applause]
thank you thank you so much thank you
ladies and gentlemen give it up for mr.
Gary Vaynerchuk thank you get my hand
folks
how many people Tom McKesson goes he's
swearing I go well it's kind of like the
office on Monday we just don't it's all
right the content is what I want to have
him deliver for you and he delivers it
like nobody else and you know what it
gets your attention he drives the point
home but here's the most important thing
you can say anything you want about Gary
Vaynerchuk but the one thing you cannot
say is that he doesn't care and he cares
about you guys so give it up for Gary
[Applause]
now how many people want to take Gary
home with them all right this is Gary's
book this is his book that just came out
New York Times bestseller $30 29.95 I
believe so strongly it's important for
you to study success success leaves
Clues folks I am Telling You success
leaves Clues these are available in the
Vemma store and what I did is I took the
price and I cut it in half from $30 down
to $15 if you want to buy one but if you
and I'm kick I'm picking up the
difference if you want to buy two it's
20 bucks and hand it to somebody in
depth read it make some notes pass it
along pass along this knowledge because
we are dealing in a different time we're
in the business of communication and my
dad years ago told me one thing he said
son the one that communicates the best
wins and I want you guys all to win
you
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