- What I would call contemporary marketing I see it as the thing that
everybody in this room should spend the majority
of their time on. I think we need to start having an advanced dramatically
different conversation on what team building and
leadership actually is. Marketing is incredibly
confused with sales. We call VaynerMedia, the honey empire, but the word empire is not a soft word. We're trying to build the
biggest company of all time. Three to four LinkedIn ads
a day, all different videos, pictures or words, all run as ads. Disproportionally, this has been the thing that I've been most emailed about as a substantial game
changer for B2B companies. To me, marketing is a
conversation of ambition. With all due respect, I just
want you to know one thing, we are the best marketing
company in the world, which means the only thing
that's about to happen is we're gonna speed up
the world knowing that your product's a piece of crap. You cannot hire your 23
year old niece to do it. Meaning actually starting a
podcast or YouTube show around the expertise of the
business that you're in. The idea of becoming the
publisher, not the marketer, right? Most people are in sales. We are sales organizations
and that's great, I love sales, but marketing is the second framework, much stronger than sales in
the medium and long term. The third thing that I'm talking
to you about right now is the concept of becoming the media company, what I've done with my career. This last tactic, because I've thrown
this out in my content, different interviews and
such has been a major win for some small B2B midsize B2B companies. And I would highly highly
recommend the people in this room that have a little gift of gab,
feel like they can do this. Please push yourself. It really works. Remember when you promised
you would never get a Facebook account in 2012, humans say no. Many of you, when you
heard about Bitcoin, no, the blockchain is here. Every contract in the world in 15 years is gonna be on the blockchain. It's how you're gonna do business. So what are you gonna do? The same thing you did with the internet, which is fight it until you succumb to it and left all that
opportunity on the table? You don't like money. You don't want your
family to be more stable. You don't want your business to grow. You may not wanna dance on TikTok, but I'm not asking you to dance. The internet is where the real world is. We spend everyone's like
the Metaverse and the VR and all this crazy stuff
we're living there now. Do you know how many hours
are spent looking at this? And that's the point of this talk today, which is a lot's happening. It's nice to be back on stage. There's two core things that
I'm spending a ton of time on right now and they're pretty opposite. One is incredibly in the
wits and very tactical and very in the dirt, which is what I would call
contemporary marketing. Whether you're in this room as B2B or B2C, including things that
wouldn't make maybe sense to a lot of people within
the industry of what they should be doing on LinkedIn or TikTok or things of that nature, they fascinate me mainly because
I'm a businessman, right? Since I was 14 years old, I've been involved in a
family business my whole life. So everything comes from
the standpoint of oxygen to pay the bills. I was born in the Soviet Union, grew up in a very immigrant family. My dad had a liquor store
and from May 18th, 1998 until this second that I'm standing, I've had the responsibility
to make the payroll every two weeks of every day of my life. So my framework, when
it comes to marketing is actually extremely grounded in the practicality of actually
building a business. And as I'm getting the gray hairs and getting a little more mature, I'm realizing how many
people don't see marketing the way I see it. I see it as oxygen. I see it as the thing that
everybody in this room should spend the majority of their time on. And most people, when I give
this talk or have a meeting or have navigated the last 25
years are trying to find time to get to marketing. I'd rather be great at contemporary
marketing than know how to balance my P&L that's how
my brain thinks about it. And so as I'm gonna go
into this right now, there's only one thing
that I know that can double a person's business without
them making a significant change in their product or service
or having some fortune like their local competitor decided to retire. Like there's only one thing
and that is marketing. And marketing is incredibly
confused with sales. And I see it every day. And I think people have
incredible comfort with sales 'cause they know what the
ROI is in the very immediate, the conversations and the
keynotes and the books that I wrote seven, 10 years ago about, hey, print and radio and television. The things that I use to
build my wine business, they're declining in value. You've gotta look at
Google AdWords or email or YouTube, that's becoming
a non-conversation. I think I struggle to think
that people don't realize that digital is a real
serious form of marketing. What is happening though, is as people have gone
through that transition, the land of navigating digital
marketing is incredibly vast and ridiculously up and down. You can waste an ungodly amount of money doing digital marketing
and get nothing in return or you could spend a stunningly
low amount of dollars and get very high upside. And it just comes down to the tactics and just understanding it. And I wanna spend some time on that. The other thing that I
wanna spend time on is, is today is today's 16th, Tuesday, yeah. So today was supposed to be
the day my new book came out. If you guys can flash
my screen one more time. So today was supposed to
be the day that my new book came out "Twelve And a Half: Leveraging the Emotional
Ingredients for Business Success". I did a NFT promotion in August that if you bought 12 copies, I would airdrop you an NFT
and sold 1.2 million copies, which for context makes it
the most successful book of all time, or at
least one of the top 10. And so they had to push it by two weeks and it'll be coming out in two weeks, but it's just really fun
timing that today was supposed to be the day because it's
really the other thing I desperately want to talk to you about, which is my navigating,
not only my own career, but I was an early investor in
Facebook and Twitter in Uber, in Coinbase. I run an agency, that's a
1800 person global company that works with a ton of businesses. And something has really
become very clear to me again in this older state,
which is in business, we don't really talk
about kindness or empathy or compassion or accountability. We don't talk about soft skills as a core. We talk about it as like a
side dish, as a nice to have. And I think if you're very
thoughtful about what's going on in the world right now, and I don't mean the
overcoding and entitlement and that stuff, I mean, people
having options as employees, creating continuity and actually
building something very big instead of kind of okay, or solid. I think we need to start
having an advanced dramatically different conversation
on what team building and leadership actually is. And again, I don't come
from a foofy place. The way this book was built
was how I've built my company. Internally, we call
VaynerMedia, the honey empire, honey over vinegar, but the
word empire is not a soft word. We're trying to build the
biggest company of all time. And I think to do that, you need continuity based
on optimism and growth, not based on fear. And so those are two things I really want to double click on. Let's start with the marketing thing 'cause it's incredibly
practical for this room. How many people by show of
hands, 'cause I'm gonna navigate. 'cause I have a feel in the mix. How many people by show of
hands, please raise them, are in the B2B business. Raise your hands, please. Hi, please. Thank you. And B2C. Great. So predominantly
B2B I'll jump on both. So B2B. How many people here
are running LinkedIn ads for their B2B business and
I mean ads in the feed, not email things of that nature. Raise your hands. Just curious. Great. Thank you. So let's talk about LinkedIn ads. This room is majority B2B. If nothing from this talk,
nothing from this talk you remember except this one part, I hope this lands. Every company, hence person in this room needs to be running three
to four original pieces of creative as ads on LinkedIn a day three to four LinkedIn ads a day, all different, videos, pictures
or words, all run as ads, not your page and you
post and you organically just get whatever LinkedIn
puts it into the ethos. I mean you actually target
employees of companies or people's titles and
you pay LinkedIn money in ad form to convert the business goal that you want. Disproportionately, in the last 18 months, the number one thing
that I get emails about with the content that
I put out around this, disproportionately,
this has been the thing that I've been most emailed about as a substantial game
changer for B2B companies. Couple things that are
important about this. Number one, as we go
through this conversation, or if we get into Q&A and
go deeper and you sit there and say, you know what, screw it. I'm gonna file. I'm gonna do it actually. First and foremost, you cannot hire your 23
year old niece to do it. You can't hire a small agency,
one person that you find you, the human in this room,
must, if you want the success from it, you don't need to do anything like just to really create the context. But if you would like your
business to grow through an arbitrage, that is incredibly
obvious that will close. LinkedIn ads are not as good right now as they were 24 months ago when I started this conversation because more people have come
in and I'm sure everybody here is gonna understand the simple
concept of supply and demand. It's the same rodeo since MySpace. Thing happens, MySpace,
Facebook, Twitter, YouTube, Instagram, Snapchat, TikTok, LinkedIn, it's all the same game,
thing gets established, people come on board, the early movers, no different than real estate development, just with content, make content, they extract the biggest audiences, the big companies that
I work with, the Pepsi, the Budweisers, the Fords, they wait, they gotta get their laws
down, they gotta figure it out. They're scared of it. They wait. Eventually three years
in, they get comfortable. They start throwing money at it. It starts working. They start
throwing real money at it. All of a sudden SMBs mid-market
companies like ourselves don't get as much real estate for free organically or the ads cost
too much against what we used to spend for it. It's the same show every single time. The number one advertiser on television in the first 10 years of
television was Proctor and Gamble. That's why it's the biggest
consumer brands company in the world. The number one advertiser
on Google AdWords from 2001 to 2005 was Amazon. It's why it's who it is. When there is an arbitrage of
attention, the world changes. The only thing that connects
every one of our businesses here is the attempt to get attention, to tell somebody what
we want or what we have, and then hope the thing happens. It's how the world works. All the things that are
happening geopolitically and politically in our
country and the world, it's just 'cause attention
has gone from mainstream media to social and new dynamics happen. The reason back to being a Soviet boy. The reason when there's
a coup in a country that at the same time
they go after the palace, they go to the newspaper and
radio and television station is because communication and
the ability to talk to somebody and get their attention and
make the thing that you want to happen is literally the
only thing that matters. And so the thought that so
many people in this room don't think about that as
the first thing you do, even in parallel with the
quality of your product though, I did have a meeting last
week where I was very, very, very, very underwhelmed with the product. And the person was very
aggressive that they needed my agency to be hired probably 'cause he subconsciously knew
how bad the product was. And it finally pushed me
into the corner and I said, "Sir, with all due respect, I just want you to know one thing. We are the best marketing
company in the world, which means the only thing
that's about to happen is we're gonna speed up the world
knowing that your product's a piece of crap."
(audience laughs) So I'm like, "I think
we should fix it first and then we'll market." So look when I say it's the
only thing that matters, of course the quality of your product, of course, when I look around this room, there's a ton of you that
have substantial long term relationships and reputation
in a B2B environment that is absolutely driving
your core business. My question is why people like
to leave upside on the table. When I get into these combos
one on one or in stage, they're like, "Gary, I'm
good. I don't need LinkedIn. I'm like the king of Dayton, Ohio." I'm like, "That's nice, Carl." I'm like, "How much do
you business do you do?" "7 million." I'm like,
"What's wrong with 16?" To me, marketing is a
conversation of ambition. I understand that people
don't wanna learn this. I understand that you
don't wanna spend 11 hours running on LinkedIn, tasting
it, watching a bunch of videos, reading a bunch of stuff
so that you can then hire the person internally
and know how to judge if they're good at it. The biggest reason most
companies don't continue to do social media is
'cause they hired somebody that sucks at it and they
don't know how to judge it. And then they decide it doesn't work. You know what else doesn't
work. A basketball. A basketball does not work for me. The ROI of a basketball
for me has been about negative $10,000 'cause
I've torn both my meniscus. The ROI of a basketball for LeBron James is a billion dollars. Social marketing works at
scale to trillions of dollars. We just might have not figured
out how to make it work for ourselves. So for me, for this room, there are two core things
that really stand out. One is LinkedIn and you
need to go pot committed because again, what I've seen with the
way ads are being spent and the way the organic
reach is going down, how many people here use LinkedIn and know what I'm talking about, how it went from just a recruiting tool to now there's information
content in there. Just raise your hands. I'm just curious. So you have a sense if
you even sit for a second, think about if you've even transacted or been affected by a piece
of content in LinkedIn, just reverse engineer yourself. It's there at scale for this room. The other thing that I think a
lot of people need to debate, and this is for the more
ambitious and hungry, the more on the offense, the concept of becoming the media platform instead of just an advertiser, meaning actually starting a
podcast or YouTube show around the expertise of the
business that you're in. Now, this gets really
foofy for a lot of people, but it is absolutely in my opinion, the place that creates the
most guaranteed stability and growth of a business. The idea of becoming the
publisher, not the marketer, right? There's I was just with
several people in the back room and I was like, look, here's
the framework I live in. I think most people in this
room, and when I say this room, I mean America and I mean
the 8 billion people on earth and whatever percentage of
those people are in business, most people are in sales, they're sales, they're sales organizer, I'm
sure if we're being honest, I could just see what you see by some of this light head nods. We are sales organizations and
that's great. I love sales. When I was five years old, sales was my first business. I walked around Edison, New Jersey. I went into people's yards, ripped their flowers out of the yard, ringed their doorbell and tried to sell them back the flowers. I love sales. That's me at five. I love sales. There's remarkable sales. It's called marketing. It's super hard 'cause
spending money on something that just branding doesn't feel natural to an SMB mid-market company
and even big companies don't love it, even though
they allocate for it 'cause Wall Street makes them. Branding, super important marketing, it's the whole actual game. It's the thing that I want
you to get advanced at in LinkedIn, it will
completely change your business for real 20, 40, 80% growth,
it will, it can, it does, if you get good at it. The problem is most people,
a lot of hands went up. I feel like if this was a
class where we went through all the ads without even knowing
and a lot of hands went up just because I know 98% of
what I say on LinkedIn is this. So I'm making the assumption
that the math scales in this room, the marketing is actually
just sales videos or a sales flyer. Most people wanna go to marketing are really just doing sales. None of you wanna see that
nobody wants an infomercial in their newsfeed. It's not value ad, period, but marketing is the second framework, much stronger than sales in
the medium and long term, harder to judge for
people in the short term, which is why almost nobody does it. Definitely not in the size
companies that are in this room, for real. Who I love LinkedIn so much. When I forced my dad to do it
and buy newspaper ads or radio or direct mail, it was expensive. You can do LinkedIn for 6,000
bucks and get a real taste, not make a $30,000
commitment to a full page ad and newspaper. So marketing. The third thing that I'm talking
to you about right now is the concept of becoming the media company, what I've done with my career, the shows, the content, the vlogs. I don't make content. I just live my life, we film it and then we produce marketing for it. And so the concept of you actually I'll give you a great example. One more time, please, please B2B company, raise your hand. This is my like number one, starting a podcast in
your very narrow niche, even maybe your town, like you could talk
about concrete in a state or a town, narrow. We're not trying to be
the Letterman show here. You're not trying to win an Emmy. You're trying to get business. Starting a podcast where you
interview the potential buyers that you're trying to get business from. So this has been a monster
hit for a lot of people that have taken me up on this. You start a show, that's a podcast where you talk about things in general, but the people that you email on LinkedIn or on email to be guests are the people that you actually want
to buy your product. This is really interesting
human psychology, the people you're emailing or
calling or trying to play golf with or have fake dinner with
or hitting up on LinkedIn to do business with are
often not interested in what you're trying to do
and won't respond or say no. That same person when you're saying so you're trying to hit at Barry, Barry, wanna go golfing,
Barry, let me introduce you to my guy, Barry, can we get together? Barry's not interested.
Barry has his supplier. When you email Barry and
say, Barry, would you come on and talk about your amazing career of the last 30 years on my podcast. Barry's moon walking to your office. This last tactic, because I've thrown
this out in my content, different interviews and
such has been a major win for some small B2B midsize B2B companies and I would highly highly
recommend the people in this room that have a little gift of gab, feel like they can do this
to really push themselves. I'm aware, very aware, I
have a very introverted dad well actually he's not. He's come out of a shell. But my mom's introverted in a lot of ways. I know that that last
thing isn't for everybody. I know that you don't wanna
put yourself on camera, feels uncomfortable, doesn't come natural. But please, if you happen to
be one of the several dozens of people in here, that the thought of what
I just said is intriguing, please push yourself. It really works. The world is changing. I don't have to tell a single person here. What I'm trying to get
everybody to understand is take your real life and put
it into your business life. Here's what I mean by that. Remember how many of you
promised me that you would never get an iPhone, 'cause your Blackberry was
so awesome and you needed to feel the buttons? Just curious, how many
people here have a Blackberry right now? Remember when you promised
you would never get a Facebook account in 2000 12, 11, 10. We promised even for
some of the old school and there's some old school
cats in here, I see you, my favorite one was when the
cell phone started getting traction in the late '90s,
all of my I've got a beeper, I don't need a cell phone
people in this room. This is what we do. Even people that are progressive. I spent the last three years
trying to convince people that made real money and
changed their life on Instagram to get TikTok accounts. They're 26 and they said, no. Humans say no. Many of you, when you
heard about Bitcoin, no. Many of you when you're hearing
about NFTs right now, no, it's just all no. It's exhausting and it
makes no sense if you're a business person. No is poison in business. Quick question. How many people here are
retiring in the next 10 years? And before you raise your hand, I don't mean you're gonna
have a huge year next year and buy an island. I mean you're old and you're finished. Raise your hands, raise it high. All right. Four. And you're definitely not in that. You just wanted to raise your hand. Four. My friends, almost everything
that dominates our society right now, Netflix, most
of the social networks, none of them existed 10 years ago. What I'm really trying to
tell you in this talk , and by the way, we're
starting to get that place. So if you have any question
of every anywhere I'm going or anything you know about me
that you wanna ask question, please line up now, 'cause
I wanna get into the Q&A, please do that while I'm wrapping up here, my friends, I'm trying to
prepare you for what's coming. You guys hear about NFTs and
people selling for $69 million and you're like scam, beanie
babies, this and that. The blockchain is here. Every contract in the world in 15 years is gonna be on the blockchain. It's how you're gonna do business. So what are you gonna do? The same thing you did with the internet, which is fight it until you succumb to it and left all that
opportunity on the table. Like how do we not see the patterns? It was one thing when the internet came and we didn't have that and
so the world was one way. And so I was very empathetic
in '96, '97, '98, '99. Do you understand 1996? 90% of my conversations was
trying to convince somebody somebody would buy
anything on the internet. 50% of my conversations were
trying to convince people that the internet wasn't a fad. Do you remember some of you,
if you paid attention to this, when the stock market crashed
in 2000 with internet stocks and every article was
see the Internet's a fad. People don't like change. They don't like it. We don't like it. The problem is you can
do anything you want in your personal life. I like when people are like
Gary, I just don't get Facebook. I go, that's nice stand. I understand that you don't get it. How about the fact that
5 trillion people do? Like I love when people make
decisions that are ideological on their human level and then deploy them in their business life. You don't like money. You don't want your
family to be more stable. You don't want your business to grow. You don't want somebody to
come along and use this stuff and put you outta business. All of those things, I
have a funny feeling, you are interested in. You may not wanna dance on TikTok, but I'm not asking you to dance. I'm asking you to pay
attention to what's actually happening here. And we're just starting. Technology doesn't care
about your feelings or how hard you worked to
build your little moat locally on reputation. It just comes along and destroys. I spoke at a conference
ironically in Orlando, seven years ago, I was an early investor in
Uber and ironically got booked. They didn't know for the Limo
and Taxi Conference Convention Center to speak.
(audience laughs) But it was early Uber. It hadn't
really done its thing yet. And I stood there and I said, my friends, I don't know if you know about this. And it started, it was
happening in San Francisco. It just opened in New York. It was early. And I was like, "My
friends, I don't know if you're paying attention, but
there's this thing called Uber. I really think you might want to. I think it's gonna be pretty disruptive. I compared it to Amazon and bookstores." This room laughed me off the stage. First guy on the mic goes, "Gary, do you know what politics is?" I'm like, "I sure do." He goes, we've got the audacious. We've got these local
authorities by the balls. We have our medallions. We contribute. I'm like, "That's nice." I'm like, "Do you know
what venture capital is?" I'm like, "Uber's gonna raise
a billion dollars in cash. And I have a funny feeling
that's more than you have, John." And I don't have to explain to all of you what happened there. No matter what you think your moat is and why not, I promise
you there's one incredibly important thing that I wanna leave with. And then please, please line
up because I want questions, otherwise I'm gonna have D
rock run around with the mic. Your business has a target on it. Every entrepreneur is looking
at every localized business and trying to think about scale. And they're going to use modern
marketing to create a moat. Just like Zillow did just like
Amazon did just like I did with Resi, the restaurant
app, an open table, it's all gonna be the same game. The internet is where the real world is. We spend everyone's like
the Metaverse and the VR and all this crazy stuff
we're living there now. Do you know how many hours
are spent looking at this? Do you understand? We live there now. This has happened whether
you like it or not, you've decided to be an
entrepreneur and a business owner or a senior executive, you decided. So that means you have
to play on the field. In sports, it's obvious when the greats... I will never forget, even though I hated 'cause I'm a kn fan, but Paul Pierce said
something in some interview and I loved it. He said something like they asked him when he knew it was over,
when he had to retire. And he said something
like, it was interesting. It was just one random game. And this scrub got by me
and I realized this guy would've never gotten by
me ever, ever, ever before. And I can't believe he
dominated me like that. And I knew it was over. And it stuck with me. In sports it's obvious,
in business, it's not. It's like, whatever that gas is that is coming outta your car and then you just die in the garage 'cause you didn't know, that thing. That's business. It's
happening to you right now. But you just don't realize it. And that's because the technology lever, especially now with what's
going on with the blockchain, you have a blockchain and internet happening at the same time. And what makes me sad
is you can harness it or you can put your head in the sand. It's just a very binary game. And I just don't know why you wouldn't. And so that's that. I didn't really get to the
culture part as much as I want to, but I'm gonna sneak
a little bit of it in. All of that is fine and dandy. If you land three awesome
people to run your LinkedIn or one, it's all fine and dandy. If you don't know how to manage in 2021, you're gonna lose. The options are ridiculous. Every 17 year old that I know, and I know a drilling of them, I have 10 million followers on TikTok, every one of them have no
interest in going to college or working for anyone 'cause they can make
$100,000 a year on TikTok. This isn't about these genZers and millennials being spoiled. This is called options. They're not lazy. They just don't wanna
work for you. (chuckles) Like it's very important, this is probably more
important than what I spent the most of my time on. If you don't realize
that kindness and empathy and compassion and all those things, your grandma tried to teach
you are actually becoming the core things you're
gonna need in your business to succeed. I love this new thing going on
the great resignation, right? And everyone's blaming the
government, rightfully so, like if you pay people to stay home, they're gonna stay home,
we understand that game, but let there be no confusion. There's a much more dangerous
thing going on in there. 'Cause that check is gonna stop. What's underneath there is options. And I see a lot of head
shaking and I'll tell you why. Many of you have been baffled by your kid or your kid's friend
making real money on TikTok and they're 14 and you're like,
what the hell is going on? This is happening. And so look, when I talk like this, I always laugh 'cause I
can always hear my dad or other people's voices in the crowd. Like I'm very empathetic
to somebody sitting, listening to me right now and saying, you know what, I'm retire. I get it. 'Cause it's
changing so fast and hard. It's like, I've gone hard for 50 years. Do I really want a 30 year? Do I really? That's on you but it doesn't
mean it's not happening. And that's the point of this talk today, which is a lot's happening and
I'd love to get into details. So I'll leave a lot more for Q&A but thank you for having me. Thank you.
(audience clapping) - [Man] So I think a
lot of people are very, very motivated to start their own podcast is probably gonna be a
handful of people that try it. There's gonna be a handful
of people that are really, really good at it. And then there's gonna
be a bunch of people that probably struggle. - That's right.
- [Man] Figuring out how good content. At what point do you have to realize that you're approaching it wrong? How do you have that
develop that spider sense to figure out I need to change my message 'cause you need to keep doing it. It's just that bad. - It's a really tough ques... Stick here, we'll go back and forth. It's a really tough question for me. People always ask like,
'cause I'm so infatuated with tenacity and patience, infatuated for all my high energy patience has been the foundation of my career. So I'm always scared to
give a general answer to this question because I
know that there are many people that gave up on their
podcast and YouTube show one month before they
were destined to click. It's happened. And so I think the question is results and time allocation, right? There's gonna be people here,
if I'm looking at this crowd, I think I'm gonna get four
people to give it in that bat. One of those four people is
just gonna genuinely like it. And by the way, on the podcast front, think about your interests. I went very narrow. Think about something
like a podcast called "Golf and Business",
'cause you just love golf. And the show is just
interviewing people about how they do business
in golf, golf business. So like you could like we're
gonna play here a little bit and go a little more detailed ,but like if somebody heard that and go, I love that's actually perfect for me. And they do golf and
business with Sally Thompson. She might just like it so much that it's almost doesn't matter. It's my entrepreneurial career. When I was making $48,000 a year at 29, or what I'm doing now, it all is the same, 'cause I'm just in it for the game. And so for some people, the podcast is just gonna be
an enjoyable hour of their week and they won't even care if
it's business development. For other people of those four, they're gonna do two episodes. They're not gonna get a lead. And they're gonna look
at one of their teammates and be like "That, Gary, he was full of crap." And just give up in two seconds and then everything in between. I think it's a very personal answer, but I can tell you this. The biggest reason people
fail with their podcast when they hear what I
say is 'cause they use it as a sales engine and not
just content and let the karma and the brand fall where it may. I do a lot of business because the first thing you said
to me back there is, "Hey, I'm a jets fan too." Because of the way I do my content, people connect with me
about my jets fandom. They connect with me about
my Jersey kind of roots, shoveling snow, lemonade,
my baseball cards, my sneaker stuff. Because I'm giving them a
lot of things to connect with because I'm very comfortable in putting certain things out there. Other things I'm not this, I don't put out any of my personal life. Nobody I'm a 12 and nine year
old nobody's ever seen 'em in their lives. So you're in control of what you put out, but the podcast doesn't have to be, it can be incredibly narrow, but as you just saw what the idea I had, and again, some of you care about sailing. Some of you care about
wine, some of you care... Like you can really interject
some of that by just word, literally tennis and business sailing and, it's very strategical, but
traction, momentum always matters like I promise somebody here does it. And the fourth guest is
somebody they've been trying to open as an account
and they do the podcast and they're gonna get a beer afterwards. And on the way out that person
looks at them from the bar and says, you know what, let's talk week about the actual business. Then they're gonna go in a car and say, "God that Gary's a genius." So either on the worst or on the best, but that's gonna be based
on the variable of how good you are at it. I know it works. I have too many examples of it. Just so you know with
the way my career works from investing in operating
a marketing company, I'm talking about hundreds and thousands, not like three people. There's no focus group of one. I would never tarnish my
reputation or my personal brand by pontificating thesis on
the focus group of one or six. This is scaled results. - [Man] Thank you.
(gentle music)
