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- Good morning.
- [Audience] Good morning.
- So, I'll give a
little spiel, but honestly,

I think given the
size of the audience,

and given the vibe here,
I think we should go into Q&A.

I think that's
where the more interesting

value comes out of.
But, to create a
little framework.

I am an immigrant.
I was born in Belarus
in the former Soviet Union.

I came here when I was three.
I lived in Queens, in
Rego Park for two years,

in a studio
apartment with five, six,

seven, eight family members.
So, I can relate to
that grind and that hustle.

I literally didn't
even know my dad

for the first
14 years of my life,

because he would
leave before I would wake up

and get home
after I fell asleep.

First as a stock boy
in a liquor store

making two bucks an hour,
and then eventually a manager.
And immigrants, and I'm
sure some of you know this,

immigrants have
really figured out the secret

of American Business.
Which is don't spend any money
on dumb shit for 10 years,
save it all, and
then buy something, right?

And so, that's what my dad did.
And he bought a
small liquor store

in Springfield, New Jersey.
I grew up in Edison, New Jersey.
You know, lemonade stands,
shoveling snow, baseball cards.

You know, it's so crazy
for me that I get to live

through the era where
an entrepreneur is cool.

The fact that I take 10 selfies
a day blows my fuckin' mind.

The fact that hip hop
artists that I love DM me.

It's just so crazy.
And it's happened, right?
It's happened for sports.
I think a lot of people forget.
In the 1950s, baseball
players and football players

had jobs during the
summer at hardware stores.

Everything gets it's day,
and I think there's
nothing more Americana

than the entrepreneur,
than the business person

and so, I'm just fortunate.
You know, when I was
your age, I was a loser

by a lot of people's POV,
because I was
a terrible student.

And the narrative 25 years
ago was that entrepreneurship

was not a feasible way out.
That the only way out was
Yale and Harvard and Cornell.

School was the only benchmark
that created opportunity

and so for me,
I'm excited about
this entrepreneurial thing,

but at the same token,
to be very frank,

one of the things that
I want to try to dissect

in our Q&A now is,
I also think it's
gone a little bit too far

in the other direction.
I think everybody
thinks they're going

to be a winning entrepreneur.
You know, it's funny.
Everybody says
they're an entrepreneur.

That's like me saying
I'm a basketball player.

That's cool.
It's fun that I get to run at
the YMCA a couple of times.

But, I don't get paid.
Right, I'm not an NBA All-Star.
And what I think is
happening right now is

people are putting
the word entrepreneur

in their Instagram profile
and they think it's a wrap.

They think they're going to
make it and this and that.

And it's extremely hard.
It's extremely lonely.
Listen, if you want this,
you need to understand

that there's a lot of stuff
that people are
not talking about.

Nobody in my tech
startup world is talking

about the suicides that
are happening when kids fail.

Maple, the food service
that was supposed to be
so big, folded yesterday.

This is happening
every day. Right?

And everybody
thinks it's so easy,

and the reason
they think it's so easy

is I grew up,
when I was your age,

you couldn't roll
up on people and say

here's my idea and they'd
give you a million dollars

on a $4 million valuation.
That was insane,
that's not how it was.

And I think the
other thing I'm fearful of,

especially when
I look around the room,

there's a couple of us,
but for the majority of you,

we've had a good
economy now for the last

seven or eight years.
And for a lot of you,
seven or eight years ago,

you were a real youngster.
So you haven't lived
through when the world melts.

I lived through the
collapse of .com, 2000.

And then right behind it 9/11.
And then 2007, and eight.
And I've navigated my
businesses through that.

That's hard.
Everybody's a
peacetime general,

but who's a wartime general?
Everybody's really great,
everybody's a hero

when you can print
a logo on a t-shirt

and say I've
got a fashion brand. Right?

But what about actually
building something sustainable

that you can eat on
and things of that nature?

So, for me, I'm not
trying to discourage,

I'm just trying to
paint a very real picture.

This is a long game.
Like, from 22 to 30,
I did nothing.

I worked 15 hours a day,
Monday through Saturday.

You know, it's funny.
I was talking at a
talk the other day,

it was a Friday.
I go, "Tomorrow,
more of you are going to

"have more Saturdays
off in your 20s than I did

"in my entire 20s, tomorrow."
Because Saturday is
the biggest day of retail

and that's when we
sold the most wine,

so I was just there
every single Saturday

of every 20 to 30
years old, 10 years.

Every fuckin' Saturday.
And so when people,
all the cliche
shit that we all talk,

"I'm grindin'," "I'm hustlin',"
you know, like "I'm doin' this."
I laugh because I
look at people's Insta

and they're
fucking at Coachella.

(audience laughter)
So I think there's a mix.
There's a mix
because entrepreneurship

has also gotten cool.
I said something at a talk
that really resonates with me.

And she's like,
"Oh fuck, club promoters

"have taken over
entrepreneurship." Right?

We're putting it
on this pedestal.

And now, with the way that
Instagram dominates our world,

and the visuals of
watches and private jets,

and girls and guys,
and boats and champagne,
I'm just like, "Fuck."
99% of people are gonna lose.
And what I'm scared of,
is if people actually knew
what to do, which is eat shit,

like work real hard,
be real patient.

You know what I would
wish on you more than anything?

More than anything.
And I'm looking around the room.
Our wonderful cops back
there, a couple people here.

There's seven or
eight of us that know this,

the rest of you don't,
which is if you knew that at 40,
you felt the same way
inside as you do at 20,

it would fuck with your head.
If you actually knew how on fire
like, I think we're friends.
Like, I think
we're the same age.

It's crazy.
When I was 22, my
cousin was in the business.

He was 30, he was
eight years older than me.

I thought he was old as fuck.
(audience laughter)
I remember, that's
not super long ago.

I was 22, he was 30.
He was old as shit.
So when I sit here and I'm 41,
I'm like, "Fuck, these kids
think I'm real fucking old."

(audience laughter)
And I feel fucking
as young as you.

And if you knew that,
if you knew that,

you would get way more patient.
If you knew that, you
would get way more patient.

I promise you,
the number one thing

that I'm trying
to leave here with

is to get a couple of you
to get real fucking patient

'cause that is the
singular advantage.

If you actually
don't give a fuck,

the way I didn't, of what
people think about you,

all through your 20s,
like you just don't care,

like you literally don't,
and you just build
something for yourself,

you have a much better chance.
So many people here will fail
in their
entrepreneurial journeys

because they're worried
about what people think.

That's just what it is, my man.
That's just what it is.
People are worried
about what other people think,

how many followers they have,
how good the business is doing,
what they're doing,
where they're going,

what they're wearing.
It doesn't fucking matter.
It especially doesn't matter
if you pour all that
energy into building something

and then at 33 you're
winning, and they're resetting.

(audience cheers and applause)
And if you really knew
how young you would be at 33,

it would really
change everything.

Like, that's the thing.
I'm trying to really
put the words together

'cause I'm going
back to that time.

It's just hard. Right?
It's hard when
you're that young.

It's hard to realize
you'll feel that young.

I just don't know how to say it.
I really don't
know how to say it.

I don't, but I want to
say it with conviction,

so that a couple
of you believe me.

But you have to build an actual
business that makes money.

If you're going
into the tech business,

if you want to
build an app, it's hard.

For every single
Snapchat and Instagram,

there's eight million
Insta-shits. You know?

Everybody fails.
And we get seduced by the two
or three people that don't.

It's really funny.
I went to Mount Ida College.
It was 94%
African-American, Latino,

real minority college.
And every single
person wanted to be a rapper.

It was 1994.
Everybody was gonna
and I remember thinking,

"Wow, this is
some delusional shit."

How are you gonna be a
rapper if you're not writing?

How are you gonna be a rapper
if you're not in the studio?

How are you gonna be a
rapper if you're not hustling?

And it's funny,
like, the white boy version

of that now is tech.
Everybody thinks they're gonna
build Snapchat and Instagram.

And I'm like, how
are you gonna do that

when you're at Coachella?
How are you gonna do that
if you're out every night?

How are you gonna do that
when you're
raising money and you're,

it's funny, raising
money has been so detrimental

to the startup community.
It doesn't take a hero
to lose $30,000 a month.

Everybody in here can do that.
And so, a couple
things I want to get across,

and I wanna
really go into Q&A,

and get real
detailed 'cause I'm here.

I'm not coming back.
(audience laughter)
So let's take advantage
of it, you know what I mean?

So the couple
things that I think

you need to really wrap your
head around is "it's for life."

99% of the kids that walk into
my office or I come across,

they're trying
to flip their shit.

Which means they're
doing it for the money.

And when you're doing
it just for the money,

you've got way less chance
to actually make the money.

So if you build a business,
if you're in the mentality,
if you're in the
mindset of building it for life,

you get slower.
You get more true.
You build much
better foundation.

Basically if you're
thinking about building a house,

everybody's worried about
decorating the fucking room

and what lighting
are you gonna have,

or what color is your wallpaper.
And meanwhile, the cement you
built the house on is shit

and it's not gonna matter
'cause the first
time it's gonna rain

your shit's gonna fall.
And so that's,
everybody's just jumpin',

everybody's so impatient.
You want to and
listen, I get it.

look around
this room and I associate.

I don't look
exactly like everybody

but I can come from
that same kind of place

with a lot of people. Right?
When you have that
chip on your shoulder,

the hardest thing
to do is patience.

And there's so many narratives,
whether you came from nothing,
whether your parents,
whether your
sibling is going to Yale.

There's a
million different chips

and we've all got them
and the hardest thing to do
when you've got a chip on
your shoulder, is to wait.

'Cause you
can't wait to be like,

"Fucking told you."
Everybody's living for that.
I love that.
I live for that.
But the best way to do that
is to actually pull it off
and the best way to pull it off
is to put it into a 10-year
window, a 20-year window,

and everybody's
in a 10-month window.

Everybody rolls
up to me and is like

"I'm gonna be a
millionaire by 27."

I'm like, "What the
fuck does that mean?"

(audience laughter)
I'm like, "Cool, mazel tov."
(audience laughing)
It's the wrong mentality
and the youth right now
because of the
pedestal of entrepreneurship

and the PR nature.
You guys know this.
Your fucking
Instagram and Snapchat

is basically you
PR-ing yourself to the world.

You're getting
that perfect lighting,

you're waiting for that perfect,
you guys are even doing shit
just for the fucking selfie.
You're like, "I
really don't wanna go out.

"But fuck it, I'll go there
and get my--"

(audience laughter)
People are
actually doing stuff now

just for the selfie itself.
So we're painting this image
and underneath in the reality
everybody's gonna lose,
everybody's gonna lose.

And so how do
you build your brand?

How do you build your app?
That takes a lot
of work, like real,

you've gotta love the work.
The thing that really I got
lucky with and that's DNA.

When I was four and
I didn't read a business book
or go to a GaryVee talk
to get motivated
at six years old

to think it was
fun instead of playing

to stand behind a
table and sell lemonade

every single fucking day.
That's just DNA.
And so I don't sit here
easily and be like do this

'cause it's not easy.
You've got your DNA.
You've got the things
that come natural to you.

But I will tell
you why I'm successful,

'cause I like the grind,
'cause I feed off the journey,
'cause I love the process,
'cause I like the pain.
I like the phone call
that I had to have this morning

about a tough situation.
Shit's pressure.
You build a business,
you're just managing people.

It's a lot of stress.
And so, but I love that
and you gotta
decide if you love that.

If you're the
person in your family

that loves to have everybody's
fuckin' problems on you

and you try to navigate it?
Now I'm hearing
something that makes me think,

okay you might be
able to build a business.

But if you're not
then you may really
wanna be the number three

or the number six.
You may wanna catch
that tiger by the tail

of somebody that you
see can eat shit 24/7/365,

and what you're good at is
you're really fucking organized,
you're really fucking creative,
you're a really
great salesperson.

A lot of people getting confused
with being a good
salesman and woman

with being a good entrepreneur.
They're very different things.
You've gotta
figure yourself out.

The key is self-awareness.
The key is self-awareness.
I suck at most things, really.
I just suck shit at most things
but I know what I'm
good at and I go all-in.

And all the people we
admire that's what they do too.

They're not good at everything,
they're good at something
and then they
just go deep. Right?

And so I would highly recommend
the other thing
that I'd love for you

to leave here
with besides patience,

is start being
honest with yourself.

I know what you wanna be,
I wanna be six foot five,
the quarterback of the Jets,
bang supermodels and
have a trillion dollars.

(audience laughter)
I get it, I understand
people want to do things.

I get it.
I understand you want an
island and trillion dollar

or raise a family
or start a cooking,

I understand what you want
but it's much better
to understand what you are

and build around that.
And triple down on those skills.
For example, for me
I really like people

and so I'm a very HR-driven CEO.
You emailed and said,
"Hey, I'm super pumped

"you're gonna be
speaking in my school."

I'm like, "Come with me."
- [Woman] Yep.
- That's good, that's
gonna build our relationship.

How long have
you been at Vayner?

- [Woman] Since, well,
I was an intern.

- I know that.
- [Woman] Hired in January.
- Right, so we're
now five, six months

and we can go two
years without interacting

if the serendipity,
if she doesn't take me
up on my open-door policy

but when she emails she's like,
"That's really cool
that you're gonna be there."

I'm like "Come with me."
Not because of anything else
but I wanna build a
relationship with my employees.

So I know that I'm good at that.
So that's why we're HR-driven.
That's why the
Chief Heart Officer

is the most important person
not the CFO,
not the COO, her and me.

That's just, that's not
what a lot of people think

on the outside,
especially if they watch my
videos where I'm competitive

or when I'm on stage like this,
when I'm my most
crass and aggressive

but that is who I am
and that's what
I triple down on.

Right, and so
you need to figure

that out about yourself.
One thing,
I'll leave with this and then

I really really
wanna do Q&A.

Number 18 at Instagram
made a lot more money

than number one of a
billion different companies.

Number 6 at Google,
number 42 at Facebook,

number 113 at Bain & McKinsey,
they made a lot more money than
number one of a
billion other things.

So please, please make sure,
and I know the
entrepreneur club's here

and I'm not
trying to suppress it,

I'm trying to get
people to get self aware

because that's
where all the upside is.

And you could be a
co-founder or a number three

and really really win, you
gotta put yourself in that lane.

Those are some shits on my mind,
thanks for having me.
(audience applause)
- [Abraham] So,--
- What's your name?

- [Abraham] Abraham.
- Abraham.

- [Abraham] One,
thanks for coming,

but there's a big
problem with entrepreneurs,--

- Your voice is amazing.
(noise in the room
drowns out speaker)

- So what's going
on is that that's great

but a lot of entrepreneurs,
sometimes they fall into a trap
that they throw
money down a well

until they've
whittled themselves

into a hole and they
can't dig themselves out.

- And are you
talking about debt?

I'm asking, credit card debt?
- Everything.
Because what happens is,

like you said, these guys
can lose $30,000 a day--

- That's different though.
When you're lucky enough
to be able to raise capital,

that's lower risk
losing money, right?

To me, you may lose your
reputation which is the worst,

you may lose an
opportunity which is terrible

but it's much more fun
to lose $30,000 a month

of somebody else's money
than take $58,000
in credit card debt

'cause you got a dream and then
it's compounding interest

at 18%, you're fucked forever.
So I'm just
trying to get clarity.

- [Abraham] No, I understand,
but generally,

when do you tell
that young entrepreneur

that keeps trying to
chase that Instagram dream

when they should,--
- Stop?

- [Abraham] Stop
because if they're chasing

after the wrong dream,
and they'll have
been in it for ten years,

all they've done is dug
themselves in this crazy hole.

- So, two things, and this is
why I'm trying to get clarity.

If somebody's
taking on personal debt

and they've been adding,
first of all they won't be able

to get away with
ten years of that,

but to me I'm always
very fearful of somebody

taking out credit card
loans to start their business.

It scares the shit out of me,
because it ends up
bad almost all the time.

If it's somebody
who's good enough

at raising capital forever and
losing other people's money,

and reputation hasn't
caught up with them,

that's a little less
scary but it also seems

like a waste of time.
If you're good
enough to raise capital

for a decade and keep
losing people's money,

you're probably
good at some shit.

And instead of keep doing that
why don't you go become
a professional money raiser

and take a
commission on what you raised

for other people.
It just seems like you'd
be smarter about that skill.

Listen, I hate
telling people to stop

because you just never know.
The only time
I ever tell people to stop,

I'll never say it here,
I'll give you guys
what I just gave you.

I'll only tell people
to stop when I know them,

if we were homies like, "Yo bro,
"Abe I love you but
come work with me man,

"this is not happening."
You know, I think it's a
very difficult conversation,

I also think the
market will tell them.

What I think again, and
I brought it up earlier,

is that it's been good
for the last eight years.

Right, you know?
You're an Instagram influencer,
when things are good, detox teas
are paying you 3,000
bucks to take a photo,

when things are
bad nothing's there.

And you go from
being an influencer

to working at Chase Bank.
- [Abraham] Thank you.
- You got it.

My man.
- [Ian] My name is Ian.

- Ian.
- I have a quick question.

- [Ian] I read
your book, Crush It!

- Thank you.
- [Ian] What you said about
patience really has resonated

with me 'cause
I think it's so true.

But a lot of us
are in the midst,

I can't speak for everyone.
For me, people
I hang out with, my freinds.

We're in the midst
of finding our passions

and the process of finding that
can be very--
- [Gary] Daunting.
- Exactly.
- [Gary] Yeah.
- [Ian] What do
you suggest one does

to keeping an open mind and--
- I got one, I got
an answer for you.

'Cause this has been asked from
me for the last ten years

since Crush It! came out.
But I don't have
the right answer,

but I have one answer that has
resonated the most which is,

I think a lot of people
trying to find their passion,

and like okay cool if I love it
then that gives me a better
chance to build a business.

I would say the one thing
is I would take a step back

and reframe it.
Instead of looking
for it let it come to you

is how I think about it.
So what I would do is
when you're not
looking for your passion

and you and
your crew are talking

about what you're gonna do
and how you're gonna do it,

what do you do?
Right, to me it's
like what are you doing

when you're not
trying to build a business?

Whether that's music or sports
or shopping or
fishing or coding,

what are you doing when
you could be doing anything?

That's why
eSports fucks with me

'cause I'm 41 right, which means
I grew up with all the kids

that were like the early video,
we were the
early video game crew.

Like Nintendo fucked
with our heads, you know,

we're like, Oh my God!
You know and we were playing
and everybody was
told not to play, right?

I think about all those kids
that were like the
best Madden players

in the first year or two,
best players in, you know,

Doom and all that shit, and like
they were talked
into being lawyers

yet they could be making
$4 million a year now

as eSports stars and
if they would have just

followed their
passion, which is,

and you know, 15 years ago
if you're like "video games",

everybody would have
laughed you out of this room.

Like what are you
doing video games for?

Like that's a waste of time!
Right? Right?
That's a waste of time.

And now you've got people making
$5, $10, $15, $100 million

a year being
video game players.

I would ask, first of
all, you got a lot of time

back to patience, I'm
glad you brought that up,

and two, just
audit what you're doing

when you're not
thinking about business.

Those are always the hard
businesses, the sports business,

the music business,
the fashion business,
those are hard.

Everybody likes them, that's
why their big businesses,

but you should at
least start there.

You're better off failing in
that and then resetting as,

now you're 27,
you went for it in sports,

you picked up other
passions along the way,

you're like, "Oh,
I found out all about food"

or "I like jazz
now" or, you know,

it's fucking crazy how life
long, how long life is, my man.

Yep. You got it.
- [Blake] Hey Gary.
- Hey man.

- [Blake] My name is Blake.
So I just had a
question on your, do you always,

you're always talking
about owning the Jets one day.

- [Gary] Yes!
(audience laughter)
- How often do you sit down
and really focus on a bigger,

just expanding your vision?
Like what is your
process for really sitting down

and really
getting to think bigger,

get yourself to
like be so, dream so--

- How do I like manifest?
- [Blake] How like--
- What's the mindset?

- [Blake] Yeah, what's
your mindset behind that?

- And how do I like process?
- [Blake] Yeah.
You know, why do you do that?
Why do you dream big, like
why, what's the purpose of it,

because some
people dream big, but--

- Yeah, that's a good question.
- [Blake] Why aren't you
the like, what's the--

- So let him hold on to the
mic for a second, just in case.

So first of all,
I hate that my dream

is to buy the New York Jets.
I'll tell you why, because,
for a lot of reasons (chuckles)
they're fucking pissing me off.
(audience laughter)
Because it's a vain one.
It's not super noble.

It's not like the
kind of thing I can like,

it's not like
I wanna like, you know,

when I work on
Pencils of Promise

or I'm going to
Ghana in a couple weeks,

those are
things I feel proud of,

when I'm with Charity: Water
and we're trying to
literally cure clean water

around the world, that's where
you can feel like a good man.

Buying the Jets seems
like fucking one worse version

of the fucking shit that's
going on on Instagram, you know,

But, it's my truth, you know.
What people don't know,
'cause they shouldn't spend

this much time
knowing my shit is

I learned how to speak
English by watching the Jets.

I used to get made
fun of and picked on

'cause I couldn't speak English,
but the first
time I went outside

and the kids were
throwing a Jets football around,

they made me feel welcomed
and that's the first time

I felt like an American kid.
It got deep in me,
you know, it's my truth.

Somewhere around fourth
grade, as I started to play,

I'll never forget it, Joaquil
Shaw ran me over like a truck

and that's when I was
like, "Yeah, I'm more likely

"to own the Jets
than play for them."

(audience laughter)
Somewhere around
fourth grade I was like,

"Yeah, that's
how I'm gonna do it."

And then I never let go of it.
And then, to be very
honest with you,

I don't think about
a lot of things
other than the process.

Everbody's always
making these manifesto boards

and fucking writing
down what they're gonna do,

I'm just like,
I've got that one thing,

I'm gonna buy the Jets, cool,
what's really
great about shooting big

is that if you fall short,
it's still big. You know?

So that's why I get
pissed when somebody rolls in,

like, "When I'm 32, I'm
gonna be a millionaire".

I'm like, "Cool".
Like, go bigger if you're 22,
you've got time to go bigger.

You can settle on that,
and if you're doing that,

then you become short-term,
then you're about the money.

When you wanna buy
something for $4 billion,

you can't even worry about the
money in your 20s, 30s, & 40s

right, 'cause it's so big, like
that money's bad, actually,

'cause if you get the money
and spend it on dumb shit,

you're not getting
there, so I'm punting.

My lifestyle is pretty
humble in the scheme of things

'cause I don't want to waste
the money of private jets.

I need it for the New York Jets.
(audience laughter)
My process is to
not think about it.

I've said it,
it's been there forever

and then I just
make it about the work.

- [Blake] So you say it
one time, you just keep on,

it's just in the
back of your mind, not--

- I do make
decisions based on it, right.

I sold 30% of
VaynerMedia to Steven Ross,

the owner of the Dolphins,
because he, specifically,

was an NFL owner,
there's only 32 of them,

I want to get on the inside.
I go to the Super Bowl, I hang
out with the other owners.

Even if I make the money, those
fuckers have to vote me in,

like, you know,
that's an inside club.

I'm chipping away at that.
I do do make some
decisions on that,

lots of decisions on that,
but to be very honest with you,
it's a good time to say it,

I don't really
wanna buy the Jets,

I just wanna
try to buy the Jets.

(audience applause)
- [Navindra] Thanks
for being here.

- Sure.
- [Navindra] I'm Navindra.

So I work with my
buddy Ollio and we make

lights for skateboards
for night time safety.

- Awesome.
- [Navindra] And part of what
we did when marketing

was collaborating
with like brand ambassadors

and stuff like
that and I noticed

that it didn't
really focus on getting

us a purchase
from people it really

just focused on
getting their followers

on to our kind of platform.
- Yep.
- [Navindra] But I wondered
how long do you think

decision making it does

for like buying something.
- Listen if you're
able to siphon fans

from other people with
those endorsement deals

and get them on to
your platform that's a win.

It's up to you now to actually
get them to actually buy.

Getting people to the
place is super important.

Closing's a
whole different skill.

So now a is your
product good enough?

Like listen I'm
a big time marketer

but I always
tell people I'm like

if your product is shit
there's nothing I can do.

Right, I could just let a
lot more people know

your product is shit you know?
So A, first of all you gotta
make sure the product's right.

B, have you asked?
So like the
question is if I went

to your Instagram right now have
you also just
put out fly pictures

and cool shit or
have you actually said

you know link in our
profile buy our shit?

Like have you
thrown that right hook?

- [Navindra] Yes,
yeah I have live link

to my website everything.
- Right and so if
you're not converting

the next thing I would
do is I would literally DM

every single person that follows
you and ask them why not?

Ask them like hey we
done some stuff we're just,

you know you don't wanna
say hey we're doing a survey

'cause they'll be like fuck you
but like hey you
know quick question like

you know obviously
you gotta be smart,

you gotta be.
- [Navindra] Personable.

- Yeah you gotta be one on one,
you gotta be like hey Karen,
you know thanks for following
us quick question right?

And then you gotta
remember how Instagram works

and the DM it only
shows the first couple words

so you gotta
test different words

that get more people
like you gotta be smart.

'Cause if it's
like Hey Karen she might

be out but if it's like quick
question she might look.

Or like got something for
you she'll definitely look.

Like you gotta be
smart like what people

don't understand is there's
the clouds and the dirt, right?

And when you watch me
and DailyVee I'm giving

you the clouds right?
Because I can't
give you the dirt because

it's usually
dirt from my clients

and I can't share
it but what I just

did for you that's the dirt.
how everything works

you have to be a practitioner.
I've gotta be a
plumber not just an architect.

And that's why
I'm different than

most people that look like me.
I'm in it.
I'm doing the work.
I understand
how this shit works.

I understand how to get people
to swipe up in an Instagram ad
and watch a four
minute video from,

excuse me on a Snapchat ad and
get to watch a four minute video
most people haven't even run
a Snapchat ad yet.
I understand why
it's smart to buy

filters around 20,000 like you
should be buying
filters around skate parks.

You know like if
you're doing that awesome

it makes me happy and
you should be smart though.

You should buy
it from 4 P.M. on

so you catch both
waves of after school

not just at nine
where you catch one

like there's
this is detail shit.

- [Navindra] Perfect thanks.
- [Shawn] Hi I'm Shawn and
I'm vice president

of marketing for the
entrepreneurial club so.

- [Gary] Awesome.
(audience applause)
- I don't know how
I made it I've seen

the struggle first hand
it's been a long struggle.

Not really my dad 'cause he
wasn't really here for me.

I seen the
struggle and in the face

how do you soften the blow?
- How does one soften
the blow what they see?

- Of like struggling
'cause it's like I'm a student

and I struggle here
and I struggle there

so how do I soften that blow?
- By realizing you
have no fuckin' choice.

Like you know like
that's the not fun answer.

Right like I wish I
could come with a little

bit more honey for
you but the reality

is like I think it's
better to go the other way.

Right like I think
it's like it is what it is.

Like you could
dwell on that struggle

which is very real
or you could change

your perspective
and be like okay

it's the odds of
becoming a human being

are 400 trillion to one.
You were more likely
to win the Mega Millions

in your life nine times
than to actually have a life.

So you could say fuck it
like I got this life,
it's not as good
as rich white kid that

got a $400 trillion trust fund
but at the same token
and let me tell you this,

I look at that face and I'm like
do you know how
sad I am for my kids?

I'm being dead serious.
You may think it's funny,

I don't want that life.
I love this narrative.
I like the admiration.
When you get trust fund babied,
you get disrespected.
Like, like I look at this,
I look at you with way
more respect than my homies

that have
everything handed to them,

because I'm like you had it
handed, that's not fun either,

I've spent time, like
I used to think that was fun,

I've spent time with them,
they're real fucked up.

Like, I'm serious, you know,
everybody's grass is greener

on the other side, I get it,
and I don't wanna be
like hey, it really sucks

to be a
trillionaire kid, it doesn't.

But, there's plenty of suicide
and fucked up depression

and all that.
I think the right
answer man, is to realize

you got what you got,
and it's like poker, right?

You might not have
gotten the best hand,

in your perspective,
but you still have a shot.

You know, like, my
favorite story of my life

is playing checkers with
the founder of Uber, Travis.

We're at this fancy
fucking conference in Hawaii,

and we're playing checkers.
Right, it's like two
in the morning, I dunno,

we're just playing
fucking checkers, right.

(audience laughter)
And I'm in deep shit, like
it's over, like he's got me.

If you've ever played
checkers, I'm finished.

And so I'm like fuck man,
I really don't want
to lose this match

and so I decide to, I think
about it for a little bit,

over a couple of moves,
and I decide to make pretend,

that I made a move
that I'm upset about,

hoping that he
reacts to it quickly.

So I make this
move, and I go "Fuck."

and try to make
pretend that I need to go back,

but like, my hand was up ready.
So he jumps me, which
set up a triple jump for me,

and I won.
That's how
I think about your life.

(audience applause)
You know.

Thank you, man.
Thank you, man.
Listen, listen, the
other thing is perspective.

I've been to Harlem plenty, and
not as much as you obviously

but when you go to Ghana,
when you go to other places,

there's a lot<