BiggerPockets Real Estate Podcast - 264: Gary Vaynerchuk on Finding Deals Through Social Media & Crushing It as an Entrepreneur

Episode Date: February 1, 2018

In today’s world, anyone can call themselves an entrepreneur. But what does it really take to find success as one? That’s the topic on today’s inspiring episode of The BiggerPockets Podcast,��where we sit down with New York Times bestselling author Gary Vaynerchuk, author of Crushing It!: How Great Entrepreneurs Build Their Business and Influence-and How You Can, TooI and host of The #AskGaryVee Show, one of the most popular vlogs online. Gary is one of the world’s foremost experts on using social media to drive a business forward, so in addition to an amazing discussion on hustle and motivation, Gary dives into several unique strategies for finding deals, networking with influencers, and growing your business using the power of social media. In This Episode We Cover: What Gary thinks is crazy about entrepreneurs today Why you don’t “have to be” an entrepreneur or an investor What you should know about the book Crushing It The social media tools Gary uses Why Facebook is so useful How social media is the future How real estate investors can use social media Targeting the right people for your business through Facebook How to use the concept of “smart hustle“ And SO much more! Links from the Show BiggerPockets Forums BiggerPockets Jobs Snapchat Alexa Craigslist Need Some Motivation Right Now? (blog) Moment App Books Mentioned in this Show Crush It! by Gary Vaynerchuk Crushing It! by Gary Vaynerchuk Tweetable Topics: “The thing that drives me crazy is that I just want everybody to win.” (Tweet This!) “If you’re working 15 hours a day just for the money to then do the thing you love, you lost.” (Tweet This!) “The great thing about entrepreneurship is that you only have to be right once.” (Tweet This!) Connect with Gary The #AskGaryVee Show Planet of the Apps VaynerMedial Learn more about your ad choices. Visit megaphone.fm/adchoices

This is the Bigger Pockets podcast show 264. The thing that drives me crazy, brother, is that I just want everybody to win because I don't think it comes at my expense, right? Yeah, yeah. I think a lot of people can win in a lot of different ways, and I just wish they understood what they were actually doing. You're listening to Bigger Pockets Radio, simplifying real estate for investors large and small. If you're here looking to learn about real estate investing, without all the hype, you're in the right place. Stay tuned and be sure to join the millions of others who have benefited from biggerpockets.com. Your home for real estate investing online.

What's going on, everybody? This is Josh Dorkin. House to the Bigger Pockets podcast here with my co-host, Mr. Brandon Turner. What's going on, man? I have two questions for you. Who are you? And what did you do with Josh? Because I don't know who this bearded bandit guy on the screen is.

That wasn't the word I was going to use. Oh, wow. How are you doing? It is January 2nd. It is officially the new year. We're recording. Happy New Year. Thank you.

For everyone else, listen to it, happy February. Yeah, when this comes out. Yeah, I think this is February 1st. Happy February. Yes, yes, yes. And I am Josh. I've been somewhat absent over the past month or so. You have been.

Yeah, yeah. Man, I mean, really quick without diving too deep, had some family stuff go down. Daughter had to undergo. procedure and it just kind of didn't go the way it was supposed to go and been dealing with some trauma. And, you know, it's been hard. It's been hard family. I'm always a family first guy. And I'm actually, you know, stepping away from family stuff to record this because I really wanted to do the show, super pumped about it. But, you know, my wife and I, Julie, we've been, you know, spending pretty much all of our days taking care of our daughter and trying to get her better. So it's

been hard, as you can probably hear, I'm a lot of emotional. It's been tough on you. I know I've been watching from afar, but I'm glad you're here today. But anyway, anyway, so that's where I've been. And again, I'm super excited to be doing the show. And I just want to give a huge thanks to Brandon and everybody else on the Bigger Pockets team for holding the fort down while I've been away. But, you know, again, I'm always a family first guy. And right now, that's, that's where my time, my energy is. So, but bringing things up a little bit here. Yeah, man, have you been? Congrats. I think you close on your trailer park today, mobile home park. I think I close today. I mean, it might close tomorrow, but it should close today. Yeah. That's awesome. Yeah, it's pretty exciting. And yeah, no, things are good. The holidays went well. All that good stuff went well. So it's nice to be. alien off into Hawaii. I should actually be in Hawaii right now. I should be, too, but, you know. I mean, I will be when this episode comes out. I will be in Hawaii. You're going to be in the cold Denver. It's supposed to be in Hawaii that we had to cancel said trips. But yeah,

man, all right. Well, so today, before diving into all this stuff, today is a very, very different show than we normally do. For a number of reasons, A, we couldn't quite get the time. Timing was tough, but we were fortunate to have gotten some time out of Gary. our guest and we got to chat with him about some really interesting stuff and we'll get there in a second. Before we do, why don't we jump into today's quick tip? All right. So today's quick tip is actually something I'm looking forward to this year. This is going to be a total ad. So if you don't care. All right. It's okay. Plug. Here's the deal. I want to reach. Josh wants to reach. We want to reach a lot more people with bigger pockets. I mean, bigger pockets already is the largest

name in real estate investing. But I want it to be the largest name in the world. Okay. I want to reach more people. Like, I want everyone to know about BP. That's great. Yeah. So as such, we are looking to build out our marketing team a little bit. So if you are somebody who is a self-starter, a hustler, a marketing expert, somebody who's worked with like affiliate marketing or Facebook's ads and things like that, I want to work directly with you. People out there creating content, people who know, understand real estate, real estate investing and are just really, really creative. Yeah, we're looking for you. So if that's you, hit us up at jobs at BiggerPockets.com. And it might be a job, might be an internship, might be, we're just going to

work with you in some other way. But just if you're somebody who is a rock star marketing expert, I want to talk to you. So I make the subject line. Yeah, marketing expert. Marketing expert. And then we'll know what to look for that. So anyway, Jobs of BiggerPockers.com, hit it up because I want to reach billions of people in the next few years with bigger pockets. Billions. You just realized your business needed to hire someone yesterday. How can you find amazing candidates fast? Easy. Just use Indeed.

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I've long admired because he's always focused on the hustle, always focused on the grind, always focus on hard work. And I've always had the mindset that, that that's what you really need to be successful. I didn't get angry at people who are like, oh, I've got an idea. Oh, I just got $50 million to fund it. And there you go. Like, good for them. Shoot, man.

That's amazing. But everybody hears about that and the media pushes that. And that's not how the world works. There's very, very few people who come up with an idea raised countless millions of dollars and suddenly are successful. The average small business person is. is coming up with an idea, and then they work their behinds off in order for it to get some. And that's why I love Gary. I think he's the guy who really tells people, forget about all this nonsense.

You have to work hard in order to get there. You really, really do. And so for me, that's the big reason that I wanted to have him. And Brandon, I know he's been one of your inspirations as well, yeah? Yeah, definitely. I mean, one of the main, I mean, like back, what, six years ago, I read his book Crush It, which was fantastic. And it really motivated me to drive my real estate business forward.

I mean, let's let's be clear. Gary Vaynerchuk is not a real estate investor. You know, we like to bring people on the show occasionally who are not because I believe that real estate. I mean, Josh, you believe that too. Like if you're good at business, you can be good at real estate. But it's hard to be good at real estate if you're not good of business. So what he drives is entrepreneurship and how do you become a good entrepreneur?

And specifically, Gary talks about how do you harness hustle and social media, those two things to drive your business. And that's what we focus on on today's show. How can a real estate investor really use, He gives a number of just interesting, cool ideas for how a real estate investor could beat everyone else in your market, so to speak, by doing things that they're not willing to do. And so anyway, I love Gary Vee. I love the book Crush It.

He's got a new book coming out called Crush It. It's kind of a follow up to the other book, Crush It. He's got a lot of great books out there. But you're going to hear a little bit from Gary Vee today. And again, I wish we would have had like four hours to sit with him. But he was actually on vacation. He was in his car on vacation. He took time to talk with us today, which was awesome.

So with that, again, the fact that he was in his car, that's why the sound. quality is a little bit lower than normal. Yeah, yeah. And why the show is a little bit shorter because, you know, he didn't have a ton of time. Really quick, a little more about Gary. I think he's most famous for growing his family wine business from this $3 million dollar business to $60 million bucks. He's New York Times bestseller, you know, as Brandon mentioned, he runs one of the largest

social media companies, agencies out there, Vayner Media. And he's got the Ask Gary Vee show out on YouTube. By the way, do you know he was also a judge at the, I think, was Miss America competition. Do you know that? I've seen him like all over random places. Like, I mean, his brand continues to grow. So I'm sure, you know, he's going to be hosting some TV show. He's going to have all sorts of stuff. Yeah, he's got a TV show on, on iTunes with Jessica Alba also called Planet of the Apps. So, but yeah, he's also, he was a judge on Miss America. Yeah, I'm looking up right now. He was. So anyway, crazy. Awesome. Very, very cool. Well, and one day he

aspires to own the New York Jets. So there you go. Well, if anyone deserves it, I think he does because he's working as behind off to get there. So with that, let's bring him in. Gary, welcome to the show, man. It's great to have you. All right, man. So you talk with an insane number of entrepreneurs and want to be entrepreneurs. So what drives you crazy about most people who call themselves entrepreneurs today? You know, it's insane. Maybe it's 2018 new year. You got, you know, kind of new thoughts, fresh thoughts. You know, it's funny, it's not that I'm crazy, like, yo, you're a fake entrepreneur and you're making all entrepreneurs look bad, which I think is happening, right? Like, everybody's, they're an entrepreneur. So I do think there's a confusion in the system, but I'll be very

frank with you. It's not like I feel like that's taking anything out of me, right? Like some 23-year-old dude who's like going out every night and just puts entrepreneur on his Instagram because he wants to hook up and it's like a cool thing. Truth is, what drives me crazy is I just don't want him to be sad at 31, right? Like, it's not so much that, like, he's f***ed up or she's fucking up my game. Like, I feel like I'll always be okay. It's more empathy of, like, that person's insecure, that person doesn't have self-awareness, that person's going to really hit a weird mid-like crisis. I really wish that person knew what made them happy. It's not going to be a Rolex. It's not going to be a new Jaguar. That's not going to disguise the insecurities that he or she feels.

So what drives me crazy is I think it's one huge bandaid for a lot of people who are emotionally soft and I prefer that not happening to them. One of the reasons a lot of people struggle with, not a lot, one of the reasons 20% of the audience struggles with me at first, and I'd love to hear your guy's thoughts on the first time you saw me as a good,

I have a very strong reaction one way or the other because there's a truth in this subject matter where I really know my stuff and I spit a very strong truth which becomes overreaction in either direction. I don't want any money from anybody. I'm not trying to sell them my course. What I'm trying to do is help people.

And I think what happens is, you know, 80% really love it and 20% don't like that I'm exposing them and shedding the light on it. The thing that drives me crazy, brother, is that I just want everybody to win because I don't think it comes at my expense, right? Yeah. Yeah. Like I think a lot of people can win in a lot of different ways.

And I just wish they understood what they were actually doing. Yeah. Now, that makes a lot of sense. I mean, we, you know, our community of real estate investors, when this community got started bigger pockets, we had everybody who was at each other, right? It was, you know, this deep competition. Your neighbors are your competitor. Every other investors are your competitor.

And it's like, hey, if you guys work together, we can all dominate. We can all win. And so everybody get together and rock it, right? And don't get me wrong. Like, I think competition's amazing. Like, I want to, I genuinely want VaynerMedia to beat every other agency. I do. I want my books to do better.

I want my event. Like I want to win. I just don't think my winning is at the expense of another. You know, it's funny, the place for the most emotional is sport is really the Jets, you know, and I used to get very upset probably up until three years ago

that after the game where I'd be crying, my players who just lost a huge game would be go shaking hands and high-fiving everybody else, right? And it was tough for me to swallow, I was emotional about it, but in business, I'm not emotional, meaning when other people are winning and have more successful podcasts or make more money or whatever it may be. It's interesting. I don't get upset because I genuinely do think that everybody can win to their version. Nobody's taking money out of your pocket.

You're taking money out of your pocket. You know what I mean? Yeah. I think it's a very big factor. Like, yes, somebody might have got the Dr. Pepper accountant. instead of us. But that's a micro taking out of my pocket. At a macro, nobody's stopping you. And so if you got outbid by $100,000 on this property as an investment, you know, maybe Rick or Sally beat you in that micro, but at a macro, nobody's stopping you from going to the next emerging

country, state, beachfront property, development, neighborhood, nobody, nobody. And I think that's a very important thing for people to understand they're playing against themselves. not against somebody else while I think it's fun to make pretend or even manipulate you're playing against somebody else just to get your juices going and I think that's cool. I just think you need to I think it's an excuse that people use at times to not address their lack of X. Well, so let's talk about excuses real quick. So three of the things that I hear almost every entrepreneur complain about that or you know, one entrepreneur, somebody wants to be one, right? And this is true for real estate investors or not, any kind of, you know, person. They lack like,

three things. I hear all the time, no time, no money, no opportunities or like no deals out there or whatever, right? We hear that all the time. What do you say to people who complain about those things? I don't have any time. I have kids. I've got a family. I've got life. They're wrong. I mean, listen, then don't be an investor. Don't be an entrepreneur. Like, it's a, like, my mother is my hero. She was a stay-at-home mom. As I made a nickel in her career. Biggest inspiration of my life. The foundation of my trillions. Like, then don't fake it. Like, I'm a workaholic, and I spend time with my family in extremes, but here I am in the week that I'm supposed to spend time in my family.

I'm sitting in a fucking car with you, jerk-ops, because I don't watch. You love us. Right? You know what I mean, though? Don't believe it. Like everybody's got strengths and weaknesses. Lack of opportunity, lack of money,

lack of time are absolutely fundamental excuses for an entrepreneur. They're excuses. Now, if you choose to parent deeper, if you don't have natural energy and your demeanor and your chemicals and your body needs more rest or escapism. Not just your real life, but don't act. That's like me, you know,

what I'm fascinated by is the things that we can't lie about physically, but we lie about emotionally or mentally. Meaning, I can't walk around and say, I'm a seven-foot basketball player. You can just look at me and understand that's not true. But people can say they're an entrepreneur, but the definition for me of an entrepreneur is somebody who's a firefighter

who can emotionally, deal with a ton of shit, who's lonely, who's a grinder, who's got intestinal fortitude as Gorilla Bonsoon in WWF used to say, but you can't see that on the outset. I can't see that in the three of us right now watching this. So that gets exposed over time. Yeah, absolutely. Absolutely. Yeah, you know, I mean, of all the entrepreneurs that I've met, the ones that I admire the most, it's not necessarily hours in the seat. One of the hard lessons I learned over the first eight years running my company was I was working 80, 100 hours a week, every single week at the expense of my family, at the expense of my health. And granted, I am successful today because of that.

There is no doubt. However, would I be successful had I done it smarter? Had I worked less hours? I probably would have. So, you know, it's not hours in the seat, right? Listen, it's hours in the seat, but it's also smart hours in the seat. Like, look, I always use sports. It makes sense.

I could play 50,000 more hours of basketball over the last two decades. No question, would I be a much better player? Would I be NBA worthy? Absolutely not. And so, like, you know, skill matters, like talent matters. So for me, I have talent in selling stuff in marketing and communication and hours in the seats. And that's why I think I'm an anomaly enigma.

I think I get to sit where I get to sit because of both. Here's my thing. And this is why I love hours in the seat. It is more controllable than being born with gifted natural ability. The end. The end.

So now, to die of a heart attack at 42, to become a crackhead, to get a divorce of somebody you really loved, to, you know, there are certain, there's so many things in life that matter besides being successful professionally. And the one that scares me the most is the people that don't know themselves,

meaning this is the person that I'd love to reach this early in the year in 2018. If you make $211,000 a year, let's first start with that. That's a lot of money, like a lot. If you're going to ruin everything else to get the 317, that's stupid because 211 and 317 are totally close in the scheme of things.

Like what? Like you're going to get one better suit, one more vacation? That's not smart. To me, it's about knowing yourself. For me, I would break if I couldn't work or hustle or grind or have the action. I'd break, I'd break. So for me, it's not about the dollars and cents. For other people, you know, maybe it is dollars and cents.

and the difference between 100,000 and a million lets them buy all those things, do all those things they've always wanted to. Some people literally want to buy a Lamborghini. I have empathy for that. I do. I wonder why. I hope it's not because they want to prove to every. You know, you need to understand why. But the big thing I would tell everybody is to understand

is what's the difference between 80 and 160 in your happiness and in your finances? For me, it may not be the biggest difference financially, but happiness, that extra 20 hours is everything. Because I want to do that. Like, I want to do that. Like, I don't know what to say. The end.

And so I think you have to know yourself. Yeah, I think that's good advice. You know, when I read, you know, crush it back in the day. That was one of the very first entrepreneurial books I ever read. What I loved about that was your, just your push towards like, again, hours in the seat, hustle. I remember there's a line in there you talked about where, you know, if you want to build your business, if you're not happy, I guess I should start with that. If you're not happy where you're at, you need a hustle and you build your business, you go to work from nine to five and then spend a couple hours with your family and then you got until

what is that nine till two a.m. to go work on your business. Like that drove my wife and I to go spend every night till two in the morning working on you know nasty rental properties because we're like, no, we are not happy where we're at. And so that drove me through that. So again, I do want to recommend people read that. You've got a new book coming out crushing it, which I just got finished reading an advanced copy. I loved it. Okay. So first of all, this is huge. This happens every year. Okay. Excuse me. Every time this is my full business book. Yep. You're the first person. I'm talking to that's Reddit. Oh, nice. So I'm super fucking pumped right now. I want to apologize to everybody listening to the podcast or watching or whatever you guys do. I need a three to four

minutes for myself now. I'm going selfish. That's all right. But I'm so I'm super, I'm really excited. So, okay. What? Give me some, like, what? How about, give me your, so when did you read it? Yep. When's you read it? All right. I've read over the last three days. So I got it from your team like four days ago. What was, what was the biggest kind of like first takeaway or aha? Like, give me the three bullets. All right. So I love stories. I love, I love like hearing how things work in other people's life. There's theory, right, which is good. But what I liked about crushing it is there's just like story after story after story of people who are actually doing it. Some guys that I know like John Lee Dumas or Pat Flynn, other people I'd never heard of my life that was like really fascinating and stuff. That was super, super cool. Also cool was, you know, there's a lot of break into social media, right? So how to Snapchat? Honestly, Snapchat scares me. I have one, but I just use it for the funny faces, right? But like I probably should be using that. You talk about a lot. Alexis skills. I'm fascinated by that. We're totally going to build bigger pockets of Lexus skills now. Anyway, I like that take of things. Go ahead. Let me, let me tell you about Snapchat real quick.

Please. Filters. Geo filters. Like literally putting a filter. So everybody listening, you know those filters when you scroll through the bottom and it says New York or Los Angeles or the time or what have you? The fact that you can make a custom filter and put it over a location is super fascinating. And my big thing is that it's clearly an under 30 platform. So everybody who's listening, if you're trying to recruit somebody under 30 in the world, I highly recommend buying filters on college campuses.

You can get free interns that way. Like you could say want an internship. Like the filter that you design on like Photoshop could say want an internship. And for $6 you could get hustlers. Like there's so much smart shit. So I'm glad the Snapchat thing, call you.

Was there any takeaway tangible like, oh, I want to try that? I mean, definitely the Alexa thing. The Alexa stuff we talked about last night. That was one of the biggest takeaways. You know, I have not used a ton of social media in my past with my real estate because I'm like, well, you know, I mean, I use it my own personal life, but, you know, real estate's the second oldest. This podcast is talking to me. I mean, so like I don't use a ton of it, but I did this interesting study the other day,

well, not study, but in a group of Facebook group of real estate investors I'm part of, somebody asked the question, what's the number one way you're getting tenants today to come, you know, to rent your properties? And the options were like, you know, Craigslist, ad in the newspaper, the street sign. You know what was like absurdly took over the entire chart? Facebook. Like Facebook is overtaken. Craig's list is overtaken the, I mean, newspaper, everything.

And like I've just begun playing with that. Makes me so happy. Anybody who's been paying attention to me for the last 18 months, I've been diarrhea of Facebook. Like I, and it's honestly, like if Facebook goes away tomorrow, I don't give me a raft of it. It's just it works. And it's underpriced.

the end and you gotta be you gotta look look a screwdriver works it works better for somebody who fixes things than it does for me because i don't use it as well like i'm just coming from the gym like all those machines work but if you don't know how to use it and i think people think you know black and white like oh facebook doesn't work for my business no no no no you haven't put in the 50 hours to become good at facebook for your business yeah the end like for anybody listening right now like this will be the takeaway. Go figure out Facebook in 2018. It will be the biggest financial upside of your career.

Yeah, right on. I love that. All right. So how specifically take a real estate investor, right? They need to find motivated. Real quick. I'm throwing up the show again. Real quick.

Yeah, yeah. Punchline being, obviously, I'm on with you right now and you know me, but net net, you intuitively think crushing it is going to be a popular book. I do. I do. I think it's going to be good. I think everybody listening to this show, at least, you know, a couple hundred thousand people should go out and buy it.

Because you think it will either inspire them and or paint pictures and or give them a practical advice or two worth the 18 bucks. I think and I think that people do not, people do not see social media because real estate's like the oldest profession, right, or second oldest profession in the world, right? It's so like, why do you need to, why do you need to use it? I do believe that, like, I believe that is the future and I believe that's one of the reasons I like listening to your stuff is like you have been harping on that for a while. like social media is not a fad.

Social media is the future. And so it's the current state of the internet. It is. More interestingly, it's the current. You know, to me, that's the bigger part. It's not the future. It's not like, hey, real estate person. In three years, everybody's going to be here.

So get ready. No, no, no. This marathon is happening right now. You know, I mean, I'm a friend who bought a $17 million home from one Instagram photo from a real estate agent. Wow. Like, like I don't think people understand what, it's just attention. It's just attention.

It's why podcasts are important. in it's just attention like hundreds of millions of people are scrolling like this through instagram and facebook every day and a lot of those people are buying shit including homes and art and i mean cardier and suffabies and christies they're selling my phone told me that they sold all $3.7 million piece of art up of a post on Facebook like real stuff is happening and it's not it's no different than a magazine or newspaper or television show it's just attention i'm sorry go ahead. No, don't sweat it. Don't sweat it. So the question is, practically, how can a real estate investor who's looking for opportunities, who's looking for deals that are off market?

How can somebody who's trying to find tenants? I mean, Brandon gave a great example before, but how can those persons today dive in on Facebook or Insta and get this stuff figured out? Two ways. One, you use it to create real-life interactions. Two, you use it. To use. it to build your brand. So crushing it is a manifesto of how to become the person in people's mind when they transact. If you put out tons of videos and pictures that you spend money buying real estate and you're that person and you don't want to sell a $50 ebook, but you're, if you want deals, and by the way, sell a $50 million ebook, but if you're putting out content that says, hey guys, I'm Gary Vaynerchuk, I live in Manhattan. I buy real estate

properties in warm weather places with the ambition to develop them into the future resorts of America. I will be doing this for the next 50 years. If you think that's interesting or if you have anything to talk to me about, leave a comment. If you run $100 and you run that against people of a $100,000 network or greater in a 10 mile radius of where you live, here's what happens. Somebody just thinks that, you know, and then you write copy to your video. Everybody knows what Facebook looks like, right, and says, I'm in the real estate investment business. If you're looking for some money or you're looking for some opportunities, let me know. So now somebody

watches that of the people I spend $100 of and their uncle owns property in Costa Rica and their aunt has been diagnosed with cancer. I'm going rogue. I'm going with real life. I don't want to use this analogy. It doesn't make me happy. I'm just talking to you about life. Right? Actually, I'm in too good of mood. I don't even want to use that.

The uncle just won the lottery and he's moving and the uncle just inherited the great-grandfather's money and he doesn't want to work anymore. And on a spec, He bought property in Costa Rica 15 years ago. You the nephew know that. And you forward the link to the Facebook video and the uncle reaches out to me.

I mean, life. It's so easy, actually. It scares me. It's just that people aren't willing to take the risk and the reward. I'm willing and have always been willing to waste 30 hours and $3,000 on spec to learn Facebook. and if nobody emails me with Costa Rica B Trump property who gives a shit

I learned something. Right. And I know that the attention's there, the end, right? Yeah. Yeah. Put in the time, put in the effort and give it a shot.

And if it doesn't work, try something else and keep playing with it until you figure it out. I mean, that's the game, right? Yeah. I love that. Yeah.

You know, anyway, I love the idea of social media again. And like you said, I'm such a big believer in being the guy. Like you said that the word, the guy. Like, I want to be the guy who buys nasty properties in my area.

I want to be the guy who buys mobile home parks or trailer parks. I want to be the guy that buys apartment complexes, right? Because you're smart because it's good business. It's good business. I'm just closing my first one today. Honestly, honestly, Facebook, Instagram, podcast. Let me give you a good one. I would put a Facebook ad in the area in a 50 mile radius, which is the area but wide.

Yep. I would again target people of a certain income level. because they're likely to own certain things of that nature. And I would create a dinner series. The video that you put out on Facebook is, I do investment real estate dinner series, 20 people, RSVP. If you're interested, RSVP right here,

and I will pick 20 people and send out an invite in a week, right? So now you've used Facebook locally to create a dinner that you're going to pick up the bill for, you're going to create a Google form URL where you get to ask any question you want. You know your business, right? So they have to fill out 13 questions. Now they have to RSP and fill out 13 questions.

You spend $1,000 on the ads. You spend another $1,000 on the dinner. You're in for $2,000, right? And you are in for five hours of reading 89 or three hours or an hour of reading 137 applications. And you pick 20 people, right? Now you've got 20 people where you're the maestro, you're the guy, you're sitting around,

and a million different things can happen. You could buy from two of them. Two of them could work for you for a year for free to learn. There's just a million different things that can happen. Now you've used Facebook digitally to create a real life experience at a dinner. Now you go to a, you do it once. You go to second time to a restaurant and say, hey, I'm bringing 20 people. Can you get caught me to dinner?

So now you've saved your thousand back. Like just smart, hustle. Smart and hustle. That's how you become the guy. I love that. I love it. Well, before we get out of here, I want to shift gears over to the last segment of the show, which we call our fire round.

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But no, they just sit there waiting for someone to spray them with some cool mist like a bunch of leafy loafers. But guess what? Your home actually could be earning you money while you're not there. Airbnb has a great feature called the co-host network, which makes hosting your home so easy. If you live far from your property or are away for extended periods, you can hire a local co-host to take care of the hosting for you. These co-hosts are vetted locals who already have experience. hosting on Airbnb. A co-host can handle all the details like messaging guests, creating your host space, and managing reservations. So everything runs smoothly. It's a practical way to earn a little extra money,

maybe even some cash toward your next trip. Plus, you get to share your place with someone traveling to your area while you're off making memories somewhere else. Your home might be worth more than you think. Find out how much at Airbnb.com slash host. Now, these are questions from our audience, from people who are part of our community. I actually asked all these on Facebook. So I'm going to just fire them at you and see what you got to say. Let's go. All right, number one, Daniel Tansel asked, what are your thoughts on New Year's resolutions and why most people don't keep them? Because it's a bad concept, right? Like, why do you need January 1st to start getting your life in shape?

Use February 3rd, use March 9th, you use December 16th. It's just a bad concept. Nice. That's great. All right. Derek Clifford asks, what does your morning routine look like? How important is a morning routine? I used to not have one.

I have one a little bit more now because I work out every morning first thing in the morning. I don't think it's that important for a certain group of people. Other people a little more, you know, like, I don't want to call it OCD, but like, you know, like they like to, my dad and my best friend Brandon Run Y Library are very similar. They have to like lock the door three times. Triple check this. Like, I'm like ridiculous.

I'm completely like, I don't need a routine. It's not important to me. I think self-awareness is important. If you know you need a routine, stick to it. If you don't and you're functioning and you're happy, you don't need to force it. Yeah. Makes sense. All right. My buddy, Sean O'Neill asked, what is your favorite wine region in the world?

And then he said, if you say anything other than Washington State, I have to hang up on you. But I won't hang up in you. What's your favorite wine region in the world? You know, it's funny because I don't want you to hang up. I mean, Walla, Washington, which is a side island is one of my five favorites. So I'll give that to him. I'm a big fan of Portugal and the Dow region. So I would say Portugal. Okay. Perfect. All right. Phil Trujillo asks, if you can invest $10,000 in something right now, what would you invest? And what about 100,000?

Both answers would be Facebook. And I'll tell you why. It's guaranteed. It's stock? For 98% of people, because they need it to return. For the 2% that could let it go to zero, I would go completely the other way and do something ridiculous, like buy beachfront property.

Like in your guy's world, I would buy beachfront property in some ridiculous place in like the Caribbean or South America that nobody's ever heard of. that you're not even sure if the government is stable, like just complete or some new cryptocurrency that popped up literally today and there's one cent or, you know, just something extremely high risk, high reward.

I think people are confused with the way they invest. They invest in the middle. I'm a big fan if you notice on my two answers to go one way or the other. There are 98% of people who need the money to return, Facebook or Amazon, because it will return in a five-year macro. Just don't touch it when the market goes down. and you're good for people that are fortunate,

maybe like me, 2%, go bonkers crazy in the other direction where it's more just fun of the story and the financial impact means something. You know, it actually, getting a $2,000 X return, that means something, whereas you can't get your juices going for 20 or 30%.

There you go. Makes sense. All right. Jordan Tibodeau, I'll say this is the last question of the fire round. Jordan Tibido asked, you talk a lot about hustle, but many failed opportunities, hustle as hard as the successful one.

and they come up short. So how much of success is due to luck? I don't think it's luck. I think it's talent and work ethic. I think talent is the one nobody wants to talk about because it's like being beautiful. Yeah. Like you can't fucking change it,

which is why self-awareness is my jam. You don't mean people are real estate investing right now or doing social media or wine or any writing books, trying to think about all our joint things that are the third best pasta cook in the world and we'll never know it? Do you know how many people right now I'm making $400,000 a year selling homes,

but would be making 2.7 selling art. Do you know how many people, like, I mean, I can go, I mean, I've made my point, right? That's a great point, man. That's the point, guys. The point isn't about luck. Luck is, like, luck happens every day, and people don't see it.

Like, people don't have talented. Was it lucky that I met? Mark Zuckerberg? No, I made a video that caught his eye. Like, there's a million things that happen. Luck is the wrong way to think about it. It's not controllable. The thing that's controllable is putting yourself in a position

to try different things and see what makes you happy. The big thing about crushing it and crush it to tie it all together here to Beau is I talk about doing stuff that you love. When you love it, well then you work 15 hours a day. If you're working 15 hours a day just for the money to then do the thing you love, you lost. Yeah, that's great, man.

All right, before we let you go, last question. what sets apart successful entrepreneurs from those who give up fail or never get started? It's so fun. That's literally the last thing I said is the answer. It's the people that are happy with the process versus the people that are looking for the pot. I love making the rainbow, not getting to the pot of the goal at the end. I love it. That's awesome.

For me, like one day I'll be 87 and people are going to tweet 30 years from now or whatever we're doing and then and saying things like, well, fuck Gary V. don't listen to him, he didn't achieve his goal of buying the jets. And the truth is, they missed the point. I've already achieved my goal. It's the chase of the jets. The journey, yep. The journey, brother. So, guys, I love you.

Thank you so much, Gary. Enjoy, take care. Bye, bye. All right, guys, that was Gary Vaynerchuk, the man, the myth. The legend. Yeah, that was great. That was great. You know, whenever I talk to Gary or I shouldn't take,

talk to him. I hear from Gary. I was leave inspired. So there is a video. If you guys are not driving right now, if you're like at a computer, go to Google and type in, I think it's, type in, read this if you need some motivation. And there's a blog post that this guy put out on a site called, it was called, we used to be called Think Traffic. I can't remember what it's called now. Read this. I'm going to look it up. Anyway, in there, he links to a keynote speech that Gary Vaynerchuk gave. And it's unbelievably good. I'll actually put it in the show notes at biggerpockets.com slash show 264. I'll actually put that YouTube video there and it's definitely not family friendly in terms of the language, but it's unbelievably, unbelievably good that fires me up every time. So anyway,

I love talking, hearing from Gary, because I just leave you fired up. We talk all the time. Yeah, me and him are BFFs. Yeah, you know, but no, anyway, I love that. And again, it just, it reminds me of that, like, we are in a different world than 10 years ago, 20 years ago. And the people who can, who can harness the tools that we have in today's world, like social media, can really do some amazing things. Like, even the idea that he came up with the top of his head

on the show for real estate investors. I thought that was fantastic. Like building up a dinner for people. Like whether... That's clever. Yeah. Well, it's akin to putting together a real estate meetup group

in your area, which we talk about all the time on the show, right? But it's just a different angle to take. Yeah, I mean, look, at the end of the day, social media is, quote, new media is current media.

You know, people consume. nobody reads magazines anymore. People are spending less time on television. People are spending less time with other people. They're spending more time on their phones, flipping through pictures and stuff. By the way, I just took a month off of social media.

And boy, do I feel good. While I've been dealing with all this stuff, I have not been on social media except to post a video yesterday that I think some people would get a kick out of. That was pretty awesome. You eating a pickle? Yeah, that was great.

Oh, man. That was horrible. That was horrible. You guys don't know how much Josh hates pickles. Like, if a waitress walks out with a pickle on the plate, even though he's told or not to, he will straight out just, you know, yell and scream and throw a certain. Throw the pickle across the room. Okay, you're not that bad.

But you will, you will send that plate back, even if it's like the pickles, like, within 10 feet of that plate, it goes back. Yeah. And it was, yeah, I ate a really. nasty pickle sandwich as a way, you know, for my daughter, basically, because I told her I would, I would do some, some really nasty thing if she worked her butt off and she did. So, but anyway, new media is current media. That's where people are. That's where they spend their time. That's where they're consuming information. So if you are not there, it doesn't matter what your

profession. It doesn't matter what you're doing, real estate, you know, accounting. That's where people are going to find you. So that's why I think Gary and his books and what he's doing is so important. Because I think people still believe that like, oh, social media is like this newfangled thing that, you know, no, that is where it is literally, and as much as it disturbs me, because it does disturb me. Like I very frustrated when I go out and about and I see people who are just glued to their phones.

But it is a fact of life. Like people aren't experiencing life anymore. they're glued to their phones. Well, if you are a business person, you better capitalize upon that. You better use that to your advantage and reach them where they are. But the fact of the matter is, people are spending way too much time on their phones. They are glued to this stuff. But hey, you know, if they are, catch them where they are. Yeah, that's true. Yeah. I still use that moment app on my phone to try to get me to limit how much time I'm on my phone. I love that thing. And the other big thing, by the way, about talking to Gary, you know, he dives in on who figuring out who you are, right?

I love, love how he talks about, look, you can go and make a million dollars doing something you hate, you know, but you hate life. Why the hell would you do that? Yeah. Right. I also liked, you know, again, where he was talking about, hey, what's the difference between 200 and 300,000 at the end of the, or 60 and 120. you know, if you're miserable. So figure that out. If it's not real estate, find out what it is that makes you happy.

The thing about real estate is it gives so many people opportunities to get out of those things that they do hate. And that's why people love it so much, I believe. Yeah, that's why I love it. You know, people will say it from time to time, like my buddy, Seth Mosley or even Ben Labovich will say it. Like, they don't like real estate. I actually do like real estate a lot. They don't like real estate. They like real estate.

They like the freedom. And it's the, I firmly believe this. I think you firmly believe it. Real estate is the number one best way for the average person to build wealth in America today. Like, you don't have to be born with a silver spoon. What? Or start some kind of business. But I think real estate lends itself to more opportunities.

I think it's easier than starting a business, but it is starting a business. It's a kind of business. It is a business. And here's my thinking with business. Like, now I could be wrong here. But, you know, they say like what 90% of business has failed in the first five years. I don't believe that 90% of business is fail in the first five years. percent of real estate investors would fail if they're just like doing what they're supposed to do.

Once they start. Once they start, yeah, once they start buying property. Never get started, right? And that's, that's probably why it's harder to start to invest in real estate than it is to go start a Tupperware business or whatever. But I feel like real estate is more secure. I mean, I love business. I start businesses all the time because I just really like business.

But most of my business ventures that I try to do end up failing. But real estate is like my one constant that I just know that it's going to work out. The what? Nothing. Don't work. Are you making fun of me? I just talk about some of the business ventures. Like my wooden sunglasses business or my... Look, you know, whatever.

As I talk smack about them, that's why I love you, man. I mean, like I'm trying and trying and trying. And that's like, that's what it takes, right? I mean, you just got to keep trying. Yeah, there's a great quote that says, I think Cuban said it maybe. like the it was like the great thing about entrepreneurship is you only have to be right once because like you can fail and fail and fail and then hit one right and then you're just you're good for life you know if you hit the right one by the way that that whole idea that

you had about creating iron kites to fly I think it's trying that one it was right iron kites which is normal kites the kite business the kites are a cool business model I still want to sell I have like 400 kites in my closet that I still want to sell something I probably won't do it But here's what I found. This is an interesting topic. So like a year and a half ago, I had this idea. I wanted to sell kites on the internet. I thought that'd be a fun thing to sell, right?

And I started getting into it. And I realized that selling, like building an online business was ridiculously hard. It was way harder than real estate was, which I was shocked at. That's really hard, man. Yeah, it is hard. It's a really hard. So I don't, I still would take real estate over any day. I mean, maybe five years ago it was easy.

I don't know. Like, there's a lot of gurus out there talking about. how easy it is. Like, furthermore, it distracted me from a lot of things that I probably should have been doing. Like, what I should have done is here's what I did. I hired my little brother a year ago, a little over a year ago. And I said, hey, I will hire you full time to work for me. And you can go build a business, this kite business. We spent a solid year working, well, he spent a year working on it. And we never really got it successful. We spent a lot of money, wasted a lot of money. I should have just hired him to do my corporate competency, which was real estate. He should have just been finding real estate deals, which is how we're going to shift moving forward.

It makes sense. Lesson. Yeah. Cool. Anyway, all right, guys. Well, listen, hope you enjoyed it. You know, hope you got a couple nuggets out of it. Again, we thought there was enough value in there to make this a worthwhile show.

You know, if you take one or two lessons from any show, anything that we do, anything in life, right? You read a book. You walk away with one nugget. I certainly walked away from some stuff and really appreciate Gary coming on the show today. And, you know, look forward to hearing you guys' feedback. on everything. And obviously, I'm excited to see Brandon's, you know, kite business get off the ground. I'm done with the kite business. All right. Well, let's get out of here. All right, man. Well, I'm Josh Dorkin. Host of the Big Pickets podcast. Big thanks to my replacement hosts for filling in

for me while I've been gone and future filling in for me when I'm not able to be around. But thanks to everybody. Thanks for all the support. Brandon, thanks for holding it down. And Until next time, I'm out of here. You're not going to sign up with... This is Josh Dorkin signing off. There you go. There it was. Nicely done.

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