The School of Greatness - 955 Gary Vaynerchuk on Mindset, Family and The Future of Business

Episode Date: May 18, 2020

“Leaning into humility and gratitude will be the springboard to everything you want.”Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations. After growing his family business through what Gary calls “underpriced attention,” including the impact of content, ecommerce, email marketing, and Google AdWords, Gary began his own journey of producing original business content as the voice of entrepreneurship online. Today, Gary has more than 12M combined followers across social media.In this episode, you will learn:-How hard work is revolutionizing things right now-How Gary’s work is more art than work-How humility plays into being a successIf you enjoyed this episode, see show notes, video and more at http://www.lewishowes.com/955

This is episode number 955 with the one and only Gary Vaynerchuk. Welcome to the School of Greatness. My name is Lewis Howes, a former pro athlete turned lifestyle entrepreneur. And each week we bring you an inspiring person or message to help you discover how to unlock your inner greatness. Thanks for spending some time with me today. Now let the class begin. I've got a few quotes for you today. Steve Jobs said, I'm convinced that about half of what separates successful entrepreneurs

from the non-successful ones is pure perseverance. Peter Drucker said, Entrepreneurship is neither a science nor an art. from the non-successful ones is pure perseverance. Peter Drucker said, Entrepreneurship is neither a science nor an art. It's a practice. And Dr. Martin Luther King Jr. said, If you can't fly, then run. If you can't run, then walk. If you can't walk, then crawl.

But whatever you do, you have to keep moving forward. I'm so excited about this interview with my friend, Gary Vaynerchuk, who I've known for over a decade now. And I've seen Gary transform multiple times over and over, reach incredible success, but also go through multiple failures day in, day out, year in, year out, and continue to grow with both of them and continue to take the punches, continue to put out consistent content, whether it be books or social media content or audio or video, continue to launch new businesses, and continue to make an impact.

And if you don't know who Gary is, he is the chairman of VaynerX, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company's four locations. And after growing his family business through what Gary calls underpriced attention, including the impact of content, e-commerce, email marketing, and Google AdWords, Gary began his own journey of producing original business content as

the voice of entrepreneurship online. And today, Gary has more than 12 million combined followers on social media, producing content daily on places like Instagram, YouTube, Facebook, Twitter, LinkedIn, Snapchat, Spotify, and more. And in this episode, we talk about the all-in challenge and what motivated Gary to collaborate on this cause that has already raised over $41 million during this time. The importance of direct-to-consumer businesses, especially in this time of isolation. Gary talks about his favorite thing about being a father and what his father taught him about being a better father to his kids. How to balance family,

health, and business when you're an all-out entrepreneur. Also, what it was like when his business partner and his brother, AJ, stepped down from his current business. This was a big one. And how to overcome self-doubt, the keys that's worked for him, and what advice he would give to you to overcoming self-doubt and the need for other people's opinion. That and so much more on this incredible catch-up with my good friend, Gary Vaynerchuk. And at any point while you're listening to this, make sure to just text a friend this link, lewishouse.com slash 955, or just copy and paste the link on Apple Podcasts or Spotify and share it with a friend.

And if you're really getting value out of this, make sure to screenshot this while you're listening. Post it on your Instagram story and tag me, Lewis Howes, and tag Gary Vee to let them know that you enjoyed this episode. There's some powerful stuff, and I want to make sure you get through to the very end. All right, my friends. I'm so excited about this. Get ready. Dive in with the one and only Gary Vaynerchuk. Welcome back, everyone, to the School of Greatness podcast.

I've got my man Gary Vee in the house. Gary, good to see you, brother. Good to see you, man. You're looking good. You know, the thing that I appreciate, you're looking lean yourself. The thing I appreciate about you the most, that most people don't know about, is I've known you since 2009. And what people don't know is that I am the all time thumb wrestling champion of the world. And there's, there's proof somewhere.

Someone has a video clip of me holding it for three seconds. You know, it was a two and a half count. Everybody that is watching or listening to this knows you're an incredible physical specimen. You know, like it is just the truth. You're a God amongst men, my friend. But the thing I appreciate and love about you the most, Gary, is I've known you for 11 years, I believe, 2009. Maybe it was 2008, but I think it was 2009, January, I believe.

It was at Affiliate Summit when I first met you. I think it was January 2009 in New York City. And I've gotten to see you behind the scenes over the years at different events. And, you know, I've driven you in a car from one of your book events early on and like a beat up car. You know, we just had moments here and there at different settings. The thing I appreciate about you is how giving you are of your time, your energy, your resources, your wisdom, your money. You know, you've been donating to pencil promise for years. I see you at the gala all the time. You're giving your time and energy and money. And I think that's the thing that a lot of people don't see about you enough is how giving

you are. And you're especially involved in the, uh, the all in challenge right now. I think you guys have raised like 40 or $50 million already. Yep. And I know how much time behind the scenes it's taken for you to coordinate, work with Ruben, and just put this together and call in favors. There's so much giving you do. So I just want to say thanks for all that you do. I appreciate that.

Look, I think it's really funny, right? Because I'm very much willing to self-promote myself. I'm willing to promote my businesses. But you know this about me because we have been friends for a long time. Like I'm a little bit more quiet about the best version of me. Right. And, and I, I'm okay with that because I think, you know, we're all affected by things. I think I was affected as I was coming up the game of realizing, wait, people use charity or other things for their own self interests. Like they're positioning themselves

and you know and by the way i i definitely don't uh begrudge people promoting their philanthropic kind of ventures either i think we're all wired differently but i that's very nice for you to say and and i appreciate it of course and i think there's like i've tried to learn like how do you balance like self-promotion versus like promoting something that's a good cause that people need to be aware about. And for them to promote, to donate also, it's like a balance of what to talk about, what not to talk about. So I think you've done an amazing job with that. And people need to know more about that. Can you share quickly about All In for people that can get involved?

Yes. What it is, if those haven't seen it from every celebrity yet. Yes. vault of what it is if those haven't seen it from every celebrity yet. Yeah. So Michael Rubin, the founder of Fanatics, came up with this idea, the All In Challenge, allinchallenge.com. He was sitting around like everybody else, wanted to give back, called his buddy Alan Tisch, called me. We started hacking at it and the idea evolved into the greatest experiences from people in culture, music, film, you know, television, sport, of course. It's gotten into some experiences. We've got some, and it's basically

auctions and sweepstakes for people. You know, Tom Brady's flying somebody out to Tampa for the first game and they're sitting, you know, 50 yard line, they're getting on the field beforehand. And then he's going to dinner with them and giving them the first jersey he wears and the cleats from his first Tampa game. That's crazy. That auctioned off, I think that went for almost a million bucks. Then there's raffle tickets for $10.

Somebody is going to be, somebody actually won for $10 the ability to have a speaking role in Leonardo DiCaprio, Mark Scorsese's film. So there's just all sorts of crazy stuff. If you go to allinchallenge.com, unlimited $10 raffle tickets for Bieber to come and sing at your house, like just crazy, crazy stuff.

And it's completely popped off for the last month, over $40 million raised at this point. We're super proud of it. You're right. It has been 15 hour days while still trying to navigate VaynerMedia and VaynerX while also losing all my income from speaking, which is really kind of what allows me to invest. That's your money. Yeah. Yeah.

That's the place where I make revenue that allows me to kind of invest in top line growth for Vayner, not worry about profit as much or make investments or try new ventures. So like risk and try. Yeah. A hundred thousand be nice and do nice things like, you know, um, so it's definitely been a very intriguing eight weeks. Hmm. Uh, I asked a bunch of people about an hour ago on my Instagram live. I said, what's a question? Because you're doing a, you know, tea with Gary V every day. You're, you're giving so

much content right now, which is amazing and helping so many people. And I said, what's a question that you haven't seen Gary talk about? And you've seen a million posts a day from Gary share a lot of incredible stuff. Is there a question that he hasn't answered yet? And I wanted to ask my audience this. So I want to get to that in a second. Before I do, I posted, I saw a stat out there about a bunch of different companies that launched from 2008 to 2010 right around the time i met you when i was on my sister's couch and i had no money and i was like what's happening it's kind of a similar feeling of the economy in some of those startups that founded back then uber airbnb slack pinterest whatsapp square venmo

which you're an investor in, and they have blown up in the last decade. I'm curious, what are the ideas or businesses that should be created today moving forward that in 10 years, we'll be looking back at the next crisis and saying, this is the companies that were started in 2020. What are those industries? What are those topics? What do you think practical direct to consumer brands you know ones that are own like dtc for brands is an incredible business over funding and trying to go public or sell to somebody is why a lot of them are going to go out of business um i think that you're going to see some really fascinating innovations i've been thinking a ton

about co-working obviously we we had WeWork and obviously they have their challenges for overvaluations and over, but I do think business as usual, I mean, geez, talk about like, I've been thinking about things like for just small entrepreneurs, like create a business about renovating home offices to be epic because the amount of people that are going to work one to two times a week from home is going to be good. So just like, think about if you're a carpenter, right? Like you just put up all the, you know, billion dollar things. And honestly, those, there's never a bad time to start a great business. And the Travis's and the, all the other people that you, the companies you just mentioned, those, those were individuals that had that

talent. The reality is that's the 1% of the 1% of the 1% of the 1%. The reality is you and I have audiences that will listen to this and watch this that are really great entrepreneurs that are destined to build $500,000 a year businesses. If you're a general contractor or a handy man or woman, positioning yourself as a home office specialist right now, I couldn't even imagine. You probably could go from being a $35,000 to $50,000 a year person with one or two projects to like a million dollar person because that is clearly coming. So that's on my mind.

You know, little things like I saw AJ bought for our entire family, some sort of like key chain ring that helps you, you know, ring doorbells and put keys into like like like i i do think you know like people are about to be germaphobe out in perpetuity similar to similar to 9-11 i you know which sucks for me because i'm a very other way like like hug kiss like you know slobber on someone's face. Like, yeah, I'm very like, you know, like don't wipe down anything when I get on a plane. Like share drinks and eat hot dogs together. No, honestly, eat off people's food.

Like, like I'm a little bit worried that I'm about to be shunned from society. But I think, I think like cleanse, cleanse, clean, safe. Those are going to be great. I mean, talk, create, somebody should create a high-end hand sanitizer business. That's true.

So I think there'll be some trends. And then back to the point I made. A good business is always a good business. For example, opening a restaurant immediately after this sounds insane, except if you're opening up a great restaurant. Yeah. You know, it's interesting. I'm in LA near Beverly Hills, and I'll drive down this side street with Sprinkles Cupcakes.

I don't know if you've heard of Sprinkles Cupcakes. Of course. No, we will. It's amazing. Well, all these restaurants are shut down, or they're like doing their own version of delivery or whatever it may be. Sprinkles Cupcakes had an ATM machine four years ago, five years ago, before its time, where you can go at any time of the day and get a cupcake out of the ATM machine four years ago, five years ago, before it's time, where you can go at

any time of the day and get a cupcake out of the ATM machine fresh, made that day. I tell you, I kid you not, there's a line down the street in Little Santa Monica of people at Sprinkles all day long just getting out of this ATM machine. And people are in there all night working because they can't supply the demand fast enough. So something innovative like that. Listen, my dad a year ago said, hey, you're helping all these companies. What about helping old dad out? And I launched Wine Text,

which I've been promoting very heavily. And it's an innovation. You get a text, you reply with a number. Anybody who's listening that's into wine, if you really buy wine on the internet, you have to go check out winetext.com. You sign up, you put your credit card in, it takes two minutes. And then you get a text every day and you reply with 4, 5, 2, 1, 12. And it's like Brandon hired nine people today for Wine Library because, you know, obviously alcohol sales are exploding.

But on top of that, this is above and beyond because the innovation is so strong. What is the direct result from you guys implementing that for this new kind of business for one library how is that it is i'll tell you exactly i don't have the exact math i actually have a pnl meeting tomorrow roughly it's it's going to grow the business by 30 to 40 percent percent from last year just one initiative one initiative wow and that's a do you guys use community for that um you know what we don't because the way we we structured it community wasn't far enough along obviously i'm an advisor and use community for my personal brand we we built it a middleware between our platform and broadband.com and it's like we it was custom

built with our dev team at wine library, but it's just working and innovation. And by the way, let's call a spade a spade. Bainer meat wine library, excuse me, has been declining for a decade because I'm not there. And then one idea is going to go down five, 10% a year or whatever.

And now boom, let's get back to where it was 10 years ago. I think there's a chance next year, if this keeps going the way it's going, we'll be at heights. We've never been one idea, one execution. And what is it? It was my observation 18 months ago that people are willing to get marketed to on text more

in America than they were five years ago. It's brilliant. Now, you've been teaching this for years about shifting your perspective, shifting your mindset, having self-awareness. You've been teaching this for years. And people don't listen when times are good. They stay stuck in their mindset or their fears. I'm afraid to launch this, put this out there. How do people shift their mindset even in a horrible time for most people when they can't even do it during a great time?

Easy. My stuff does better during bad times because they have to right you and i hung out during the crush it book signing that's when you drove me crush it hit a nerve because people needed it 2009 right right and that's when hustle was good and then hustle during good times becomes manipulated into burnout but i promise you right now I don't use hustle anymore because I understand how the word got mutated into leading to anxiety. And so I don't want that. So I changed it. Even in crushing, I talk about nine to five, making 40,000 a year, being happy. But I promise you hard work is about to be put on a pedestal again. Huge pedestal. I'm always at 20, 30 million people unemployed. Like people are gonna be grateful just to have an opportunity. That's right.

I don't think people, I think people are still in a little bit of a shock slash fake environment. Well, if we get back to normal in September, I'm just going to be, and I know that we won't be back to normal. Let's just talk about January. If God willing,

we're back to real kind of normal in January. I think by February, by Valentine's day, people will going to walk around and be like, oh, wait a minute. There's some real lasting ramifications. Big time. Big time. I can't get a raise.

I can't get a job. I'm just hearing people who are in key positions are getting 20%, 30% cuts, even if they are the key player and they're irreplaceable. It's kind of like this. Somebody said to me, Gary, that's not fair. I'm like, let me give you an analogy. You are, you are in a forest and tree falls on you and it's on your leg and you sleep there for a day and you're in big trouble. And a ranger comes along and tries to help you. And she says to you, listen,

you're going to have to cut off your leg to live. You're cutting off your leg. We don't, business owners and, you know, funds and banks, they don't want to, and companies, they don't want to lay these people off. They're their legs. They love them. If everything was okay, they wouldn't have.

They don't want to ask all their executives to take a 30% decrease, but that's cutting off your leg. Otherwise you die. People are just so funny with this kind of like ideology, like, okay. Or the business goes out of business. Yeah. We have no money. Yeah. Yeah. What's been your biggest fear in all of this? Or do you feel like you're pretty fear-proof at this moment with everything?

I'm fear-proof because I'm willing to go to zero. Yeah. You can live on a small apartment and you know live at your parents house i really can man yeah i don't want to say like this has proven it to me even more you know any point zero zero zero one percent of me that thought while i've been saying this for the last two years am i full of shit has completely gone away yeah like i just i don't fear because I don't value things and money. My biggest fear is my parents getting sick. Like my biggest fear is like somebody getting sick and dying, nothing else. Like business, I can always, like I'm too capable, right?

Like, you know, back to the thing you brought up, back to why you were an Olympian, back to like why you beat me everything anything when we were on summit at sea whatever basketball you aren't worried when when it comes to sport you know your mind just goes into this is going to be a good situation for me yeah and for me comfortable yeah and for me that's business like I know for fact that if I became a 100% full-time garage sale, thrift store, Amazon flipper, that I'd make a million dollars a year. I know that for fact. So what the hell am I? And that doesn't take into account that I am, that I've built a brand and sure my brand would take a hit if I, all my businesses went to zero. But the reality is America's funny, man. Like there's people following and helping OJ Simpson. There's, you know, Wolf of Wall Street, like, like this is a country that gives second, third, fourth chances regardless. And so like, I'm already

at a place right now where between brand and capability and humility, I'm bulletproof. I believe that. This is a question from one of my audience members that um asked me his name is Chris Turcotte his name is Chris Turcotte I think his last name he said uh he doesn't hear you talk about this much favorite thing about being a father that all the good things that I'm doing for the world with my advice and my wisdom I get to actually do for a human that's going to get the purest execution of it, deepest execution of it. And I get to watch it from coast to coast. And so, and just like, and just like pure love, right? Like, like my daughter got a 53 out of a 50 on a Spanish test.

So we went to get the, you know, check in on the school stuff. Like I'm bringing it up right now. The pride was like, and remember me, right? Like fuck school. Like that's her game and it works for her. And I just sat there and I was like, you know, like every parent that's listening right now knows they're blown away by the pride

that comes along with a child. And then just really knowing that I also have my own self-esteem. So one of my favorite parts is knowing that I'm not going to up from making them do things like if my kids are, if they start nonprofits and give away all of the family's money, I'm going to be proud of them as long as they're happy. I don't need them to be an entrepreneur. I almost,

I almost don't want my kids to be entrepreneurs because I don't want them to have to live in the shadow or try to climb the mountain I'm creating now. The pressure, the pressure of like living up to dad. Yeah. I mean, Lewis, you know, we're not, we're young. Like, you know, my little guy is turning eight in August. Like in 10 years, he's 18. You and I hang out with 18 year olds in business. Like in 10 years, he's 18. You and I hang out with 18 year olds in business. How old are you right now? 37.

You're going to be 47, slightly older than I am right now. And you're going to know Xander for real. Right. I'm going to be like working with them. Exactly. And then if, you know, if the way the chemicals played out, if he's not of my entrepreneurial cloth, that's going to run through your mind, just like it does with me with other, I mean, I've met a lot of famous people, accomplished people's kids. And, and I don't, and I don't even like judgment and don't even think about it. But I'd be lying if I didn't say after you have a meeting with somebody, you're like, oh, okay, that's how they're different than

their mom, or their dad, right? It's so cliche. And so like, I want them to be happy. And if by the way, if they do what I do, which is I looked at my dad, and by the way, coming from zero and looking at what my dad built, you know, in our little Russian community, that was like a big deal. And I wanted to climb that mountain. And if my kids look at my bigger mountain and say, I'm going to climb that mountain,

I'm going to cheer them on. Slash not big the outcome. They're not getting a $50 million check. They're not getting a $5 million check from me. They're going to get the relationship graph, which already gives them a huge upload because uncle lewis is gonna give them a hundred thousand for their but you know i listen there's no way to completely create fake environments unless they want to do the john travolta you know nicholas cage face rip thing and change the name so but i i definitely think that the best part is just building it just like a

business yeah building that relationship, but building it with hands off instead of building it with hands on. I think parents build too much with hands on. Would you want your kids to repeat your same insane amount of work ethic? If that makes them as happy as it makes me. Yeah. And I want them. You wouldn't want to expect it from them though.

No, I don't expect it from anybody to be frank. I think I'm, I'm really in rarefied air of like deep obsession with my process and enjoyment and lack of anxiety from it and lack of burnout from it I think I hit my crescendo I think I'm more of an artist I don't think people realize that business women and men are actually there's a certain version of us that are artists that genuinely like this more than anything like like we like singing like beyonce's a workaholic yeah you know like kobe was a

workaholic obsessing over their craft their art form their expression yeah so for me like like we demonize it in entrepreneurship and corporate life but we don't in art. We put artists, we put, oh, he's in the studio all the time. Wow. You know, painting all the time. Wow. Cooking and traveling the world to buy food. Wow. Business. Oh, he's going to burn out. He's going to suicidal. Why is that? Is that just because of the old way of thinking, like getting burned out in the corporate world of doing a job you hate? Yeah. Money, money. You know, I don't think people like Mark Teixeiera made $213 million playing baseball, but if some entrepreneur makes 30 million, they get demonized. It's just

culture. It's just culture. And it's okay. Like, I don't, I don't think that's wrong, right. Or indifferent. It's just the obvious observation, right? We demonize the startup founder or the business woman much, much more than the entertainer that makes way more money. What was the greatest lesson that you talk about your parents a lot, which I think is amazing that you constantly speak about them as your mentors and heroes. Even now, it's not like you said it for a few years, you say it every day or week or month. What is the greatest lessons that they taught you about you being who you are now, which I already know the answer, but I want everyone else to hear. And what is the thing you wish they would have taught you that you teach to

your kids a little bit differently? Very good. I do think my parents, for me, and they parented all three kids a little bit differently, but like, but they're like, we really, they were such workaholics, both my mom, my mom was a stay at home mom, but like did everything like, you know, like, like, you know like like you know and i think people very much underestimate stay-at-home moms as workaholics like she just worked her face off no help no breaks no breaks we were all spoiled kids from the fact of laundry and

doing our bed and she cooked everything and like and then my dad came home late because and cooked for him like she worked her face off so they could have created a little more balance we only took two family vacations so they taught me work ethic kindness everything everything I am is them but I do think the thing that we have more is balanced with you know leisure and and offsetting 24-7 work but they that makes sense it's generational they came here with nothing and it was 24 seven work. And I have so much of that in me, but I've had the luxury of my talents leading to a success that's allowed me to post, you know, listen, that's how my first 10 years professionally look too, but now being able to take a little bit of time. And so maybe a little balance because I think they regret that. And, and so you try to take your parents' regrets and not have the same.

And so I look at that. That's cool. But kindness, kindness, my mom instilled kindness, like, you know, some of the stuff you started this show with, and they both instilled work ethic. And my dad, my dad, you know, just genuinely like just willed his way into success. And I think I have a lot of that as well. Yeah. Now over the years, people have seen you daily vlog for years and just post about your entire life. And I think, I think we did an episode three or four years ago together. I think you've been on a few times now. And we talked about the idea of balance from like business to family. And I remember people being in awe of the response you had around this at that season of your life. I'm curious now, how do you find the balance between being a great husband, between being a great father, having great health and building a great empire?

And what do you feel like you could improve more in at this season of life? You know, I think, I think, you know, back to extremism, right? Like the extreme, which I use, I, you know, all of it can be better and all of it is just great. I think, you know, here's a good place to go with this. Let's really bring value. So you can go back, you know, four years ago and listen to like how I think about extremism going hard and then vacationing hard and it's all there. I think what this has evolved into is something a little bit deeper and more important that I hope really brings somebody value right now, which is stop beating yourself up and stop judging yourself. We all go through chapters, right? Like sometimes you're super in love with your partner and like, that's all you can obsess

about. You know, it feels like that's, you've been through that chapter recently. Like other, other times you're, you know, super into your profession because you got a new initiative and you got to go it's another baby sometimes it's an actual baby and and and by the way for some people the first two years are actually super boring because the baby does nothing and it's okay to not be like blown away and spending every second on the flip side if you just can't believe this little miracle and you need to like cut work out like i think this comes down to judgment stop beating yourself up there is not even a close framework for what's right everyone's balance is massively individual and more importantly balance ebbs and flows forever for example my kids are starting to get into i'm like oh they're gonna be teenagers one day like if they double their age

you know all of a sudden they're 20 and 16. And I'm like, what? Like, you know, like, and immediately I go to things like, oh, they can go on business trips with me. Wait a minute. They're going to just take an Uber and I'm going to sit courtside with my little guy and my daughter, because she's fairly into basketball as well.

Like often, like I'm going to see them two nights a week. Oh, that means my Nick courtsides are going to convert from business to 50% personal, which is going to mean those, you know, now all of a like there's so many wins that you hit, but also people don't see all the big losses that you have as well and the risks and the... Yeah. I've loved myself the whole time. Thank God, most don't. But I haven't allowed me to get high on my own supply. My humility is my great offset to my confidence. And I think that manifests and I think one of the things you were saying when you were saying it, I knew what you were saying, which is you have the luxury of seeing really behind the scenes, truly. And I think what you

know is forget about like giving to a nonprofit. It's just the genuine kindness of replying to somebody's request or doing something for somebody with no ask, no expectation and nobody knows. And you know this because you run in entrepreneurial circles like I do. And you know, when you stumble on somebody who knows me as well, they're gonna bring up something that I did that was nice and nobody knows about it.

And that is only one thing, that is called humility. That is not reading your press clippings. That is not thinking you're somebody. And I think I have deep love for myself which leads to huge confidence um but I but I'm practical so I don't try to overextend myself which should keep me away from being losses but there is no doubt like I think things through and if I lose I lost but I'm never doing anything for any other reason than I think it's right and that leads me to a place where I'm not very vulnerable because when you start doing things to impress the girl

or to keep up with the Joneses or you're jealous of somebody else's success and you want to close the gap on their net worth on their Google search or all the dumb shit that people are like thinking about, you become vulnerable. I mean, so many people are over, I mean, listen, there's some big personalities

that are going to get smoked out over the next 12 months that like have played the part on Instagram. They're going to lose. They just are. I also think if you're focused on like chasing the money game of competing against someone financially and you make the wrong decisions, then you start to take things personally, get defensive, get angry at people that aren't making you money or whatever. It's just everything becomes an attack. So if you lost, let's hypothetically say, if you lost a million dollar bet on a business or an investment or whatever. I've got one that's going to happen soon.

So go ahead. And it went to zero. It's going to. How do you tell yourself, I still love myself. This doesn't affect my self-confidence. Because I knew the vulnerability was other people. I did the most I can. I was stretched in more than I wanted to be, which didn't allow me to really fix it along

the way. I just didn't have, you have too many plates in the air. And I focused my energy on things that are so fruitful that are going to offset that million loss. It's an L, I don't want it, but it's real. Wow. And I think also, do you go into the mindset of knowing like this could be a hundred million or it could be zero and you're okay if it's zero or do you still- I go into everything thinking it's going to be zero. Really? Yeah. It really makes it, why do you think, notice, does that make sense? Now all of a sudden I go in with no hope.

No expectation. No expectation. I don't do it for my kicks and giggles I think I think it's gonna work yeah if I'm running it it's gonna work because that's what I'm good at but almost everything I don't run I don't run I don't run Purewell 137 Harwood does I don't run VaynerSports AJ does I don't run VaynerSpeaker Zach Nadler does I'm impacting the living shit out of those influencing them yeah oh in a real way yeah but you know push comes to shove i don't make those decisions and so um and i support my partners in crime and so that's kind of how it is yeah oh i think you start when did you start vander media was it 2010 2011 2009 so i was in the office i think it was so, when there was like six people in there and a ping pong table. Yeah, Sunshine Suites.

And I remember at one point, it must have been 2011 or 12. That's right. When you said somewhere in an interview, maybe it was with me or somewhere, a speech, you said, you know what? We were okay as an agency the first couple of years. Like we actually were like not that good. I think you even said like, we were okay.

We weren't great. But now we're really like, we're great after three, four, five years of, of in the business. What would you feel like is the thing that you regret the most over the last decade or one of the hardest challenges within the agency that you had to face? Maybe that's two questions there. No, there's several things there. One, the biggest challenge I had to face was about year six, seven, six. I was creating entitlement because I was putting too much on my own shoulders. What do you mean by entitlement? I was making it too easy for everybody and people got entitled. Within the company?

Yep. So you were saying, I'll take this on, I'll take this on? In the macro. I was creating so much top line revenue and everybody was getting raises like crazy and I was creating such a great culture that I made us soft, which is wild. Because you were doing the sales and the pitching

and everything yourself? I was impacting so much that 300, 400, 500 people had it too easy. And we had to do like a 35 person layoff because I just cut the fat. Cause I just, I, and I didn't need to do it financially. I needed to do it to just culturally get everybody understand like these people that were just like, Oh, weren't good at their job. They were nice people. But if we keep carrying this, this will die. They weren't great at their job. They were not even close they weren't even close yeah like like i was

it was nice people over everything and that and that was it if you weren't nice you were getting fired but if you were nice like it was and it was it that was tough and it was tough for me to realize wow on tea with gary b on keynotes and interviews on the stage i have great candor and accountability but in my own shop, I wasn't candorous enough. And I created an entitlement because I love happiness and la la and all that. And everyone loving you. But I went too far with it. So that was tough. That was a moment because I never got to that level with Wine Library because it was still happening there, but it was a small enough business and a family business.

And it was real family cousins and best friends that it had a different dynamic. So I didn't see it coming. So that was, that was interesting. AJ leaving was tough. I was going to say that was, that's what I thought you'd say there. Yeah. That was a big blow. I didn't see it coming. You guys built this together. This was 50, 50. This was, we're going to grow this as a empire with a family yep yep and like being with my bro and all that and and so that was rough he left for

anybody who doesn't know because he has crohn's disease and he just wasn't feeling great to be frank he just didn't like the business enough clients are shitty client service business suck um and he just sent him out i don't't feel well. And so that was rough. And that whole process was rough, like buying him out. And like, you know, we were 50-50. But I, you know, what I love about my brother is I'm sure if he sat here, he would say that wasn't how it played out. We didn't know how it was going to play out. So those are dynamics of like, you know, like that was rough.

That's just real talk, you know, but like we're obviously in an incredible place. Thank God, because we genuinely love each other more than money. But it's still, you know, you have your your true, it's not even egos, you have your own merit, you know, radars that kind of feel like what is the situation. So unwinding that is always tricky. I'm so grateful that we're in such a great place with each other. And we know, by the way, for the record, we were never in a tough spot. Me and my dad were in tough spots all the time because of the two cooks in the kitchen. Me and AJ like really figured it out and we really leaned into each other. So that was good, but that was challenging. This, this two months has been really challenging because, you know, I structured for economy break,

but not one that was the whole world had liquidation issues and speaking went to zero you know like just a lot of things that you know production which is a big part of us went to zero you know and clients aren't paying like you know so it was like you know I was super prepared for 2008 I was not prepared for something that looked like this. We got lucky and I hate using that word, but this is the truth. If Hilton and JetBlue and Morton Steakhouse were my biggest clients, we would be in real trouble. Like luckily for us, food and like the serendipity

of like financial services, food, beverage, being our biggest clients is gonna let us get through this in a good way when it's all said and done. But we could have gotten, like honestly, I sit here and say, my God, if Marriott, Hilton, if American Airlines, if, yeah, I'm trying to think of other people, clothing, if Neiman Marcus.

Retail. You know, retail, like if our product, if our client mix was different, this would have been maybe it. Really? Really. I mean, if all your clients go to zero and you're in client services, you're not selling wine, you're not selling, you know, subscription business.

You know, if you, there are agencies that have gone out of business because of this, because, because, you know, yes, I mean, you know, nobody could ever think of zero, zero. But, but by the way, I've always thought about war. That's the closest thing to war. I've always thought about like, what if World War III happens? But what my mind would always go is like, well, you don't care about business then you're actually genuinely scared of a bomb or dying or whatever it is. So this is like war without war, real life.

Now, what's really cool about that is that happened. Let's say Hilton and American Airlines and Chuck E. Cheese. I'm trying to think of a million different things and sports. What about that? The Jets and the NBA, all these, the serendipity that's like, airlines and chucky cheese i'm trying to think of a million different things and sports what about that the jets and the nba all these the serendipity that's like we just got the perfect wrong hand three seven off suit i would have been super i'd be doing this video and be like that's what

happened and and i couldn't see it coming and i deserve to lose like literally that would be like my reaction to it yeah and you'd almost be excited to start from, you always talk about, I wish something happens so I could build it back up again. How, how much has your business been affected? Have you lost, you know, maybe, uh, or we're definitely 12% down in like top line revenue expectations. We've had, we have, I still don't think this is over. I think there's going to be a relapse and that would trigger things. We pay liquidity more than revenue. People are stretching terms. They don't have the money. Like there's, you know, that's what are you doing? And I'm paying my employees. Yeah.

And I'm paying rent from exactly. That's tricky, man. You got to get a Higgins to give you a little break on that rental. The problem is him and even Ross, like he has partners and banks and it's crazy to work that way. And so, and by the way, my business is too big for the little bailouts and too small for the big bailouts.

So I'm in that perfect middle, like us 50 to $300 million businesses are the ones that are going to go out of business. What are you doing personally to supplement the speaking fees? The nothing, nothing nothing are you innovating anything to launch or create or no i'm massively tripling down on you know empathy is doing really well so you know empathy wines are doing well so my wine business and my my dad gets all the income for the family business so that's i'm doing wine

techs because i love them and it's fun, but that's not hitting my pocket. And I'm focused on VaynerMedia. I got to make sure VaynerMedia gets through this properly because when it does, it'll be two times bigger because we're built for this kind of world. So this is why savings matter. It's so important why savings matter.

It's something I remember in 2008 when I was on my sister's couch, I remember saying to myself, never again do I want to feel broke. Like I need to go back to my sister's couch. Like hopefully there's enough time where I can be smart enough to not buy. I wear the same $20 shirt probably like you every day. I'm not out buying stuff. Like I like to feel good, but I don't need to buy fancy things. I'd rather have money or investments or something that I could use for a time like this. Yeah, But a lot of, you know, most of my, most of my net worth is tied up in non-liquid investments, right? It's true. So, you know, investments is fine. But like the one thing that made me feel good from day one is I have a certain amount of money in the bank that like,

that is just to me, like, do not touch. And like, I feel I can live on. And again, if everything went to zero, that's not the case. And that's why I'm focused on this. But if everything went to zero, I would start looking at that and like literally sell homes and like rent a little apartment and use that capital to start my flipping empire.

Cause that's what I would do on the record. If that ever happens, I'm going to buy and sell shit cause that's my core basic skillset that is liquid on the transaction. I mean, I mean, you know this, like I've been yelling for a year and a half about sports cards. They've gone through the roof.

I know. I feel pissed that I didn't get any MJ cards after this. You told me a year ago, you're like, get LeBron, get Jordan, get all this. And now it's going up because of this stuff. I'm curious. Jordan rookie cards went from 20 to a hundred thousand. It's crazy, man. Like everyone's like getting into startups. I was likeing rookie cards went from $20,000 to $100,000. That's crazy, man. Like everyone's like getting into startups.

I was like, I put my, you know, like LeBron rookies I bought for $1,100 or $7,000. Oh, man. And when you buy 55 of them, that's money. That's money. I'm curious. We talked about how you overcome self-doubt. How would you inspire other peoples or educate them on how to eliminate self-doubt in their life? It's completely predicated on valuing other people's opinions.

If you actually make pretend nobody else lives on earth, nothing is scary. Why is the opinions of others such a heavy thing for people to overcome? I think it's humanly like, this is where I think like, this is truly my, my great gift. I'm so grateful for it. I think people got caught. I think they just get caught that everybody's in this framework of other people's opinions. Like just, it's how we're raised.

How do we train ourselves to get out of it if it's something for 10, 20, 30 years, 50 years we've been living that way? The same way I trained at 38 and a half that I have no way of taking care of my health. I don't like eating habits. I don't like exercising. And just pounding, pounding, pounding, pounding.

Every day, everybody should. This is why I put out so much content. Maybe today's the day that I say it a different way that makes people realize their mom and their girlfriend and their boyfriend and their uncle and definitely anonymous people on social media and Louis and Gary's opinions actually don't matter. Wow, the liberation to then actually do shit

and now you're doing shit full throttle because of whether you win or lose, it doesn't matter. You can't hear the cheering. This is why I'm trying to get people out of hearing the cheering. It's my newest thing in the last year or two. I'm like, wait a minute, right. Because everybody says you're so hot on Instagram

that when they say you're not, you start doing plastic surgery, right? When everybody says like, you're such a great business person, you start keeping up that facade instead of like, it just makes so much sense. So to me, the biggest thing is the humility was such a factor. I didn't realize how big of a deal that was, how much that worked for me is like, I don't believe I'm as great as I know I am. Like my logical side knows that I'm up to something, but I just don't internalize it. I won't let it penetrate my soul. I think I have the ability to be the biggest deal,

but I will never believe it. That's powerful. Yeah, I think, you know, even I've never said it that way. Like I've been like, thank you. I was like, literally when you, I got to clip that for Instagram. Like, you know, like, like that's what it is, man. I really genuinely think, and you know this about me,

like, I think I can be the guy. Like, I think Bezos and Zucks and Elon will make so much wealth during this time. But I think the way I'm going about it, I think I can be that entrepreneur's entrepreneur when it's all said and done in the end. And I think, even if you look at what's happened with me, you've been along for a ride.

Like, over the last two or three years, I can i know because i'm a branding guy like the brand is in a different place it is i've separated a little bit you know what i mean yeah you have and i'm like okay well i'm 44 and i'm like fucking you know what i mean i love the stories of like colonel sanders at 50 launching kfc it's. It's like they take off at 50. It's like, you're just getting started. Sidney Frank started Grey Goose in his eighties. You haven't even got started yet. This is the preseason. By the way, I think I said something similar to you

on a personal note, not too long ago. Cause I remember thinking like watching you from afar, like the ebbs and flows, like, you know, a lot of times I was on an interview the other day and I, somebody said, Gary Vee, you did a really did a really really good job you know you were super early on podcast you know saying all this stuff i said oh stop on podcasting because my homie lewis and uh you know and some of these other characters jordan and you know all these art of charm right and pat flynn and others dumas right like others i'm like they were a little earlier ferris like they were earlier i'm

like i did i've done a fine job and and so I think about you because we're friends and I'm like, okay, he really wanted, like podcasting was that thing that took you to the next place. You know, and obviously I made the nice reference earlier. Like, I love seeing you being in your relationship life. You're putting that out there a little bit. And now I'm like, okay, you know, you know, you know, just fun to think like I wonder what if what if what is it gonna be or is he like where is he in his life like is he gonna have another chapter and that's what's fun about this right like when I think back to like early you know Twitter like Chris Brogan right right he was big Guy Kawasaki and Twitter right right and both of them are still

doing their thing everybody does different things though right like some people come those two haven't others completely disappeared and the reason i'm not bringing them up is because they disappeared because they weren't good in their soul or their capabilities and i remember thinking in 09 10 11 when i was popping for the first time i'm such a loud mouth i'm so much i, I have so much energy. I cursed. I remember knowing, and this was absolutely true. A lot of people thought that I was going to be kind of like this Phoenix of like, and then disappear. Cause it just didn't seem real.

Yeah. And I remember thinking, man, I remember then thinking, wait till they see in 10 years where I sit and it's happened. And I think, and I think, man, wait till people see where I'm going to be in 10 years from today. You're just getting started. I feel like, okay, I spent the last 10 years of- Foundation work. Researching, like trying stuff, making mistakes.

Something's working well, like figuring it out, reinventing, trying to find my true lane. Yeah. And okay, now I can get started. Yeah. You know, it's like, all right, now let's do something cool. And let's build off of what we've built with the personal brand and leverage it look look what i did in 11 i went all in on vayner media everybody thought i was stupid why didn't i raise a fund why didn't i start a startup

it seemed super left field but a lot of those homies in silicon valley their startups failed and they're gone now right they're too big about valuation and now stock and now and now i have a marketing foundation that's a fucking supernova you can launch anything anything you've got the engine to launch a product empathy wines is a meaningfully successful direct-to-consumer wine brand that that john and nate run it's crazy into software and a couple of interns yeah but they were interns now they're 10 years under my watch now they're executives wow ballin what is the um you mentioned earlier you know client work is shitty and agency work is shitty it is why put your life's attention into a shitty business model essentially or because because i'm building the

death star i'm sure the death star was shitty to build for you know for darth vader and the emperor and all that but when it was done, it could press a button and blow up a planet. It wasn't fun for me to eat shit in the prime of my career, except here I am at 44, empathy being the first one, the rest of my life

are going to be the next ones, including Lewis for governor in California, including let's cure Crohn's disease because AJ has it, including many other things. So I'm building a Death Star. I'm building a Vayner, and it's VaynerX now, right? It's got the publishing side.

It's got a speaking bureau. It's got, you know, tracer.tech. People should check out. It's a data analytics SaaS business. It's got, you know, the Sasha Group for small businesses. I'm building literal mass machine. That's the scalable version of who I am as a human. It's amazing.

Vayner Publishing would be a top book publisher if I decide. Vayner Real Estate, I would be a major broker. Vayner anything in perpetuity now that I've eaten dog shit for a decade. If you could predict, uh, what was your prediction 10 years ago when you launched Vayner media? Was it to be where you're at with whatever, six, seven,

800 employees and kind of, it was, I did think by now I would have one brand owned and because I thought the economy would collapse earlier, like a shoe deal. Cause you were to buy like a, some type of shoe. It's why,

it's why I did. It's why I did the case thing. Right. It gave me a chance to test it when I realized that wasn't going to be doing that just yet. And it came in front of me and I did it and it really worked. And they sold that. Look at Rezzy.

Rezzy had a, right. Rezzy is my biggest exit. I never talk about it. I co-founded it. Wasn't that a 200 million or what was it? Yes. Two,

three plus. so like i'm winning out here like resi is kind of like the like i remember resi and being like it came out hot and then it kind of like you didn't hear about it for four years and then oh it just exited it was the winner it beat reserve and reserve had all the uber guys and gals behind it we won we but we just built a business it wasn't't like, I'm not out here worried about making sure it's in the headlines every minute. Why not talk about that though? Why not talk about like the thing that you launched and it was a big hit? It's just not on my mind. Plus Ben Leventhal and Mike Montero, the CTO deserve a lot more credit than me. I came

up with the idea jointly with Ben. I found Mike Montero, who was a big time CTO that built the incredible product. I personally wrote a big check, who was a big time CTO that built the incredible product. I personally wrote a big check when the company was in trouble at one time. I did a lot of great things, but I'm a fan of the operator. They execute it day in and day out. So I don't like to go out there because I think that's faking the funk a little bit, but I feel like my DNA is really in it. And I feel like in comparison to a lot of other people that have a lot of wins that they claim, I have plenty of my DNA in Rezzy, but that is Ben most, first and foremost, that's Ben's win. So, okay.

So you didn't reach that level of what you thought would happen within this decade, but it's 2020 now imagine 2030. What do you want to see happen by then? I thought I was going to build like a, I thought I was going to build the millennial Falcon and buy, you know, K Swiss. What ended up happening is building the death star. And so when I buy Puma and, and then flip it 12 years later, I buy Puma at 54, 10 years from now,

I flip it at 64 and I buy the jets and win six Superbowls. Like this has been written Lewis. Give me the year and the date and the time that you're going to sign. Okay. Okay. What is the exact time date? give me the the year and the date and the time that you're gonna sign okay okay for the jets what is the exact time date uh november 11th 9 a.m november 11th 20 uh what do you mean 2020 2048 wow i'm marking it down november 11th 9 a.m 2048 what is it that day and time does that have any meaning with you not necessarily just yeah amazing, man. What is the final word you'd like to share with people about? Let's, sorry, I got excited. Go ahead. Let's come out of this leaning into humility and gratitude,

and that will be the springboard to everything you want. If you can, like, just be grateful. Yes, you lost your job or your business not as good, but your grandfather didn't die from Corona, you know, just be grateful, like grateful for the time you're spending with family. Now grateful for the innovation time, the thinking time I'm sleeping more than ever. I put on a couple of pounds, so I've got to be a little bit more careful, but I'm gaining real muscle. I'm starting to really do it. Strong man. Let's play some ball soon. But I'm not going to dodge you on that. You're too good.

But gratitude and humility. People to dodge you on that. You're too good. But, um, gratitude and humility. People can follow you anywhere online. They can go to all in challenge if they want to support. Wine text. Wine text. That's the thing I'm most proud of. Here's why. Wine text.com. Here's why. It's literally the best way to buy wine right now in the world. I genuinely believe that. We sold a $125 Cabernet for $39. We sold a $42 Red Meritage for 19 bucks. We have a $40 rosé, premium rosé coming for $9 next month. Like it's really cool.

And here's the other reason for this audience. Seeing how text commerce is coming in the future really matters, but don't sign up if you're not into wine because it costs money to send a text. So I don't need the pity or the kindness. This is, if you buy wine at all, then sign up. And if you don't, don't. Love it, man. I appreciate it for your heart and everything. Talk to you soon, brother. I love you, pal. Thanks for doing this. Appreciate it, man. Thanks, bro.

I'm so grateful I got to spend some time with my friend Gary Vaynerchuk and get caught up on everything that he's doing in his business and his life. And also dive in deeper into the mindset of how he thinks during these uncertain times about how he's planning for the future, about when he wants to actually become the owner of the Jets. I'm not sure if he's actually ever said the date and time before. So that was pretty interesting. That and so much more. date and time before. So that was pretty interesting. That and so much more. I just love the way he thinks, the way he calculates his mind, and how he has this unwavering self-belief. The thing that I love about him the most is he is not afraid to put himself out there like so many people in the world. And if you can get an ounce of that for yourself, imagine what you'll

be able to create. Imagine the job you'll be able to go after, the company you'll be able to work with. Imagine the podcast you'll be able to launch, the book you'll be able to write, that video you really want to create. Imagine the possibilities of what you'll be able to do by eliminating some of that self-doubt and going all in on self-belief. That's what I love about Gary and his mindset. And if this is your first time here on the School of Greatness podcast, let me know what you thought over on social media at Lewis Howes and tag Gary V as well if you enjoyed this with him. Please subscribe over on Spotify and Apple podcast and leave us a review. And if you are a longtime listener, then you know what to do. Think of someone in your life that this could impact today. Someone you know that could be inspired by Gary's message, that needs some more confidence,

that needs more inspiration or tools around entrepreneurship and business, and send them this link. You can go to lewishouse.com slash 955 and send them that link. You can text them. You can WhatsApp, group message, whatever you got to do. Get this message out there because you never know by paying it forward whose life you can change and transform by sending them this message. You can also just copy and paste the link on Apple or Spotify or wherever you're listening to podcasts and send them that link as well. And I love these quotes at the beginning that I shared. Steve Jobs said, I'm convinced that about half of what separates successful entrepreneurs from the non-successful ones is pure perseverance.

And Peter Drucker said, entrepreneurship is neither a science nor an art. It's a practice. Guys, this is a practice. Becoming a better human being is a practice. Getting in a good relationship and thriving is a practice. Launching a business and doing it over and over at a high level is a practice. Taking care of your health. All these things are practices. You don't have to be perfect but you do need to practice at it every day if you want to grow. I believe in you.

You have so much power inside of you and it's time to start letting it out a little bit more in the world. It's time to start stepping up for yourself just a little bit more every single day. Because when you do that every day and you are consistent in your practice, you will be so proud of the actions you take and the results will come effortlessly down the line. I love you so very much. I'm so grateful for you. And you know what time it is. It's time to go out there and do something great.