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Pratique du shadowing : 21 Minutes of Business Advice For 2024

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  1. If you spend any time apologizing to employees, fuck you.0:00
  2. That's all bold, bit, Gary.0:03
  3. Well, I wanna make a point.0:05
  4. I'm gonna explain what I mean, and I went for bold.0:06
  5. Attention is the number one asset.0:08
  6. As the best leaders in the world, take the pressure and stops with them, and they convert it underneath them.0:11
  7. The worst leaders in the world feel pressure and pass that shit down.0:17
  8. And a lot of you do that, real talk, and you're like, oh, I'm sorry, I was stressed, I lost.0:21
  9. You go in a pop.0:25
  10. If you spend any time apologizing to employees, fuck you.0:26
  11. That's all bold, bit, Gary.0:30
  12. Well, I wanna make a point.0:31
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  1. Listen, if you're excusing behavior where you're yelling and screaming at people with an apology, you are not as good as you think you are.0:32
  2. I don't care how much money you're making.0:41
  3. And I highly challenge this group of winners to get stronger and be an actual leader, and when you have pressure coming to you, aka losing, losing an employee, losing0:44
  4. an account, losing a pitch, and I challenge you to have it stop with you and convert it to self -reflection and compassion and empathy.0:54
  5. Do you thank your team massively for the efforts of trying to win a pitch when you lose it or only when you win it?1:04
  6. Fear is a short -term motivator.1:11
  7. I wanna open up to questions from the audience.1:16
  8. That was great.1:18
  9. That was fantastic.1:18
  10. Thank you.1:19
  11. Thank you.1:22
  12. Are there questions from the audience?1:23
  13. We got microphones.1:25
  14. There's one right over there.1:26
  15. Oh, I'll get this in the back and then we'll get her.1:27
  16. How are you, my friend?1:30
  17. Give me your name.1:30
  18. O 'Brien.1:32
  19. O 'Brien?1:32
  20. Yeah.1:33
  21. Like last name?1:34
  22. Except it's my first name.1:35
  23. Epic.1:36
  24. We call it, we call it OV.1:37
  25. I like O 'Brien.1:39
  26. It's a real pleasure, brother.1:40
  27. How are you?1:41
  28. Hey, good, good.1:41
  29. Thank you for coming.1:42
  30. I'm curious the answer to this, but I think it'd also be helpful for a lot of people in the room, you know, back to your LinkedIn comment about how1:45
  31. your advertising business is running all of your sales through LinkedIn.1:52
  32. I think conversations I've had with people, there's a struggle to connect what we do from a relationship building standpoint in the real world with the marketing efforts that go1:57
  33. on on LinkedIn.2:09
  34. And I would just be curious how you think about converting real world relationships from an online platform in the marketing.2:09
  35. I love it.2:17
  36. I think you should use LinkedIn as a gateway drug to play golf with people, to have wine dinner with people, I think to your point, O 'Brien, I don't2:17
  37. think people realize all I want LinkedIn for is the attention.2:26
  38. But what you put in the creative will be the variable of your success.2:31
  39. So when they make a post from the master account, if you then put, hey, first eight people that email me, I've got a steak dinner for you to talk2:34
  40. about this in depth or any other business things, here's the RSVP way.2:45
  41. You've now taken digital and used it as a gateway drug to do physical.2:49
  42. So all I wanna do is create the arbitrage of getting attention to convert into however you convert.2:55
  43. I don't get $20 million fee scopes just from the LinkedIn, I get the attention of saying something smart and then they hit me up.3:02
  44. And I'm not talking about using LinkedIn the way you might have tried in the past, which is spamming people and sending them messages.3:10
  45. I'm talking about putting out meaningful content in the feed, because LinkedIn is now a content platform that happens to have recruiting on it.3:17
  46. And so that's how, right?3:25
  47. You use the content to spark the conversation, to then do the golf, to do the steak dinner, to do the whatever you want to do, like always willing to3:27
  48. do a 15 minute zoom for free to talk about this a little deeper, if this can help you even if it doesn't.3:36
  49. I go right at it.3:40
  50. I have unlimited things where I'm like, I'm not here to be transactional, but I'm not Mother Teresa.3:42
  51. I'll spend 15 minutes with you and go deeper into what I just talked about there.3:47
  52. I understand that you may not hire me because of that, because you're already in another partnership, but I'm gonna leave a very strong deposit as a human being in3:51
  53. our 15 minutes on Zoom, or a 30 minute coffee at Starbucks, that hopefully in three years, or from word of mouth, leads to something.3:58
  54. So I think there's a way to be transparent, but also be incredibly intellectually generous.4:06
  55. That's great.4:12
  56. Question over there?4:13
  57. Is it on?4:15
  58. Hi.4:16
  59. Hi Gary, I'm such a big fan of yours.4:16
  60. Thank you, what's your name?4:18
  61. I'll start with Day Today, so if we could get a picture later, I would love that.4:19
  62. I'm in.4:21
  63. What's your name?4:22
  64. I'm Jessica Bass, this is my first producer event here.4:23
  65. And...4:27
  66. Thank you.4:28
  67. Thank you.4:29
  68. Your content around attention grabbing has really inspired me to step outside of my comfort zone and post myself more on LinkedIn, so thank you for that.4:31
  69. But my question is really around Gen Zers.4:39
  70. You talk a lot about them being lazy, and just kind of poqueness, and some of those, you know, stereotypes of Gen Zers.4:41
  71. And real quick, because I just want to make sure this lands, I actually don't think there are any, like I know unlimited lazy boomers and Gen Xers.4:48
  72. Unlimited.4:57
  73. I think they have way more options than we have grasped.4:58
  74. Go ahead.5:02
  75. For sure, for sure.5:03
  76. And that's my question, because that's our future, right?5:04
  77. The people doing the work back at the office are Gen Zers.5:07
  78. We want to keep them, keep them happy.5:09
  79. We're also trying to create a return to work culture that inspires them and teaches them about our culture and also opportunities within our organization.5:11
  80. How do we balance the two and keep them happy and also keep them at our firm?5:18
  81. Purple, right?5:23
  82. To your point, like the entitlement is absurd.5:25
  83. I had a leader talking with somebody in our office.5:28
  84. We're bringing plenty of people back too.5:30
  85. Everyone's going through the same thing.5:32
  86. So the kid says, hey brother, I'd love to come to the office, but I got a problem.5:34
  87. I live 40 minutes away and I have to bring all my stuff.5:39
  88. Stuff.5:41
  89. This is real, by the way.5:43
  90. The kid goes, yeah, I have to bring my laptop.5:45
  91. And then there's a pause.5:50
  92. This is no bullshit.5:51
  93. Stick with me.5:52
  94. He goes, end the charger.5:53
  95. So I'm with you.6:01
  96. I'm aware of where we're at.6:02
  97. I believe it's a game of numbers.6:03
  98. To answer how I'm solving it for my organization and all my startup and all the boards I'm on and all the companies I'm involved in, I'm just telling them,6:05
  99. you know, you gotta kiss a bunch of frogs to find a prince.6:13
  100. Like, I don't know, like if you sense entitlement and laziness in the interview or the conversation or if they ask ridiculous questions, don't hire them.6:16
  101. Like, to me, I love merit.6:24
  102. Like, merit.6:27
  103. You know, but I think the mistake we're making is we're labeling them.6:29
  104. That's like labeling all women.6:32
  105. It's crazy what we're doing with this generation.6:34
  106. We all know that labeling in groups is terrible.6:36
  107. And by the way, Gen Z is contributing heavily.6:39
  108. They've got all sorts of feelings of everybody older.6:42
  109. Like, the greatest way to be happy is number three in the world.6:45
  110. The greatest way.6:48
  111. By the way, if you're not 100 % happy as you sit here today, I've got the medicine for you and it's free.6:49
  112. It's called number three.6:54
  113. The second you realize that you are fully in control of your life is the second you get happier.6:56
  114. When you think the president has an impact on your success, that means you're a loser.7:02
  115. You're a loser.7:07
  116. All right.7:16
  117. We got one right there and then Paige and then go to Ryan.7:17
  118. Hi.7:20
  119. Michelle.7:22
  120. Just because you just hit on accountability, can you talk a little bit about what you view and how you define accountability versus responsibility?7:23
  121. Because I think accountability is a little bit of a scary word for people.7:31
  122. And I think maybe for some of those in this room, as I'm a newbie, so I'll go out and let them say that.7:35
  123. But I've heard you talk about accountability and I like your honesty behind it and the challenge behind it.7:40
  124. Well, with the way you asked the question, my belief is that if we all agree that something is my responsibility and it does not go well, then I need7:45
  125. to be 100 % accountable.7:52
  126. Like, the amount of leaders and CEOs and leaders I talk to that will tell me the reason this year went bad was while their head of sales was just7:56
  127. shit the bed or my CEO, like they just keep talking.8:06
  128. And literally I wait, I eat it, I rope a dope, little Muhammad Ali George foreman, and then I go in for my move.8:10
  129. I'm like, you hired them.8:16
  130. You are allowed to fire them.8:19
  131. I have good news.8:21
  132. 100 % of the problems in your business are your fault.8:23
  133. Like it's true and in this framework, the energy in this kind of framework of a business, the energy, if you spend one minute crying about what they're doing in8:32
  134. corporate, that's a minute you're not spending on the shit that you do control.8:41
  135. I just will never understand it.8:46
  136. I sit on some non -pro, excuse me, I sit on the board of Bojangles, right?8:47
  137. Franchisor, franchisee.8:54
  138. And all these people, they're like, some franchisee came up to me because they know I'm on the board and they just start shitting on the brand.8:55
  139. And they're like, you have to understand, entrepreneur to entrepreneur, this is a real problem.9:03
  140. I looked them dead in the face and said, bro, you're not an entrepreneur.9:08
  141. If you sit in a framework where you rely on a corporate entity to be a partner, you're not a full -bred entrepreneur.9:14
  142. And you must face that, that is the truth.9:22
  143. If he was, I said to him right to his face, I said, if you're an entrepreneur, you would start instead of having a franchisee of Bojangles, you would start9:26
  144. Schmochangles.9:33
  145. And this goes back to self -awareness, period.9:36
  146. So what do I think about accountability?9:40
  147. I think it stuns me with all the shit that's going on in my life, how happy I am.9:42
  148. And when I deconstructed that over 25 years, number three is the game.9:47
  149. It gets really good.9:52
  150. It's why everyone's so unhappy right now.9:53
  151. They actually believe all the propaganda in media and social media that everybody but themselves is in charge.9:54
  152. You don't like the school?9:59
  153. Take your kit out.10:01
  154. You don't like America?10:02
  155. Fucking move.10:03
  156. Nope.10:05
  157. Nope.10:16
  158. Nope.10:17
  159. Nope.10:17
  160. here.10:17
  161. I have question around succession planning.10:17
  162. You and your brother, you lead the firm, I'm sure you think about this.10:20
  163. You've got kids, all of us have kids.10:25
  164. We have a lot of happy nepotism here.10:27
  165. So I'm just curious how the 12 and a half fit in with that.10:30
  166. Well, number three is a big one.10:34
  167. We just touched on it.10:38
  168. Like, you know, my kids, you know, I think all of us who've garnered success, especially if we didn't start with anything, have feelings towards this.10:39
  169. I think about accountability.10:51
  170. Look, look, I'll give you a really good answer to this.10:52
  171. When all those really wealthy people started saying things 10 years ago that they were giving 99 % to charity, right?10:54
  172. Gates and I was like, that's crazy.11:00
  173. Cause I come from immigrant family where like everything's passed on.11:02
  174. I promise you, I don't think that's crazy anymore.11:05
  175. You know, what do I think about succession plan?11:08
  176. I think it's about parenting.11:10
  177. I'm thrilled to talk about it in the macro.11:11
  178. I have no interest in telling anyone here what to do.11:13
  179. That's their business, their money, their prerogative.11:16
  180. But what I will tell you is you want your kids to be hungry.11:19
  181. Don't feed them.11:23
  182. Like, you know, like people, I'm on the board of Charity Water.11:26
  183. We build wells in Africa.11:29
  184. One of the things that's incredibly passionate to me as something that I just, when I got educated about it, I just couldn't understand.11:31
  185. As we, you want to talk about gratitude?11:36
  186. Number one, 730 million people on earth right now do not have access to clean water within a day.11:38
  187. Water, the shit that is on your table.11:47
  188. That really shook me.11:50
  189. You know, you want to talk about real, like, you know, we think about all this stuff, you know, right?11:52
  190. Water.11:56
  191. So it's amazing when I got involved with Scott Harris, we should all look up Charity Water.11:58
  192. It's pretty profound if you want to learn a little bit about it.12:02
  193. Anyway, it was a billion people only 10 years ago.12:04
  194. I'm really proud of the work.12:08
  195. I put a lot of time and effort into it.12:09
  196. And I'm a well member, which means we pay, our donations pay for the staff.12:10
  197. It means if you give a dollar, it all goes to the work, not the bullshit that we see with these nonprofits.12:13
  198. Anyway, enough of that commercial.12:18
  199. My friends hit me up all the time.12:21
  200. Hey, Gary, you're a well member on Charity Water.12:24
  201. Can I send my kid to Africa with you for a week to be on the ground?12:26
  202. I'm like, you can and you should.12:31
  203. But if you think your private school, private jet riding 17 year old is gonna go to Africa for a week and somehow profoundly change into another human being, you're12:33
  204. out of your goddamn mind.12:44
  205. My friends, none of us can fake environment.12:47
  206. You can't fake environment.12:51
  207. What we can do is teach our kids that it's not their money and they should be kind to people.12:53
  208. What we can do is stop giving them money.12:58
  209. That's your choices, but a succession planning, I think a million dollars, one million dollars inherited is an obnoxious amount of money.13:01
  210. And so I've stopped thinking about that a long time ago because I think about all the kids that are growing up right now that grew up the way I13:11
  211. am, that would kill my kids in any level of competition in merit -based business.13:17
  212. And that doesn't bother me.13:22
  213. I don't want my kids to be entrepreneurs.13:23
  214. I don't want my kids to be even business winners.13:25
  215. I want them to be kind.13:28
  216. And I want them to like what they do the way I like what I do.13:30
  217. My favorite part about being an entrepreneur is I love the game, not the things the game allows me to buy.13:33
  218. Last question, Ryan.13:40
  219. What if I answer it fast?13:44
  220. Can I speak one more in?13:45
  221. What's that?13:46
  222. What do you want to get me that loud?13:46
  223. Yeah, this is the last one.13:47
  224. How much do we have?13:49
  225. I'm just having too much fun.13:50
  226. Maybe five more.13:51
  227. Okay, good.13:51
  228. Ryan here.13:54
  229. Ryan.13:55
  230. Question to you.13:56
  231. So I started consuming your content at the beginning of the pandemic.13:57
  232. You gave a speech sort of like this, but talking about the power of branding, marketing, which common theme.14:00
  233. So something you said a minute ago is if you get one person in this room to take away something that's worth your time of being here.14:06
  234. So to the 98 % of people, I think that she said about LinkedIn, well, underpost on LinkedIn.14:14
  235. So what are some tactics?14:21
  236. You talk a lot about tactics in your content.14:22
  237. So what are some tactics to the 98 % here, or maybe the one that would be good?14:23
  238. I've started a lot more LinkedIn since listening to that and learned a ton over time.14:28
  239. And what do you, you know, so I'm not saying it since you're their contemporary in that learning over this time, what's an observation?14:32
  240. What's an aha?14:38
  241. What's a thing you went into it not thinking was real, but you were inspired to go down the path, which I'm trying to do for everyone.14:39
  242. Give me one or two things that have stood out.14:44
  243. I would think authenticity.14:46
  244. If you are yourself and you're not trying to be somebody different, I think it's huge.14:48
  245. Let me jump on that one.14:52
  246. Friends, as you think about what you're gonna post, you could post about loving golf and loving what, you don't need to post directly about this job.14:54
  247. Getting people in common interest is a huge way to do business, you know this.15:02
  248. Why'd you join all the country clubs and the PTA and all this stuff?15:06
  249. So, step one, mixing your content.15:10
  250. It doesn't have to be literal information about the product and service.15:14
  251. If you love Zelda, you will be blown away how much money you can make by talking about Zelda.15:17
  252. Especially if it's a repost and you somehow were clever to what they posted and you posted on top of it and made some sort of reference to like Mike15:24
  253. Tyson's punch out, that snicker from the person that can't believe you brought up Glass Joe from 1989, might be the reason they do business with you.15:31
  254. It's profound how humans actually work.15:39
  255. Keep going.15:42
  256. Authenticity, also a repost of what somebody's done is not necessarily content.15:44
  257. Well, I would say a repost, correct.15:49
  258. A repost without you adding your two cents is less effective.15:51
  259. Notice how earlier I used the analogy of DJ.15:55
  260. I think a lot of us know what happened the last 20 years with EDM and DJs were like, you're like, wait a minute.15:58
  261. Like, did they even do anything?16:04
  262. And yet they're super famous.16:06
  263. That's what you can do.16:08
  264. You can do.16:09
  265. You could take a very good post on what you believe as well from someone else, not even in this ecosystem or from the corporation.16:11
  266. You could repost it with a quote and add a sentence to it.16:18
  267. Now you're a DJ.16:22
  268. You're like Avicii out here.16:23
  269. 100 % I would say the last thing is what we all make money on is insurance.16:25
  270. Don't necessarily talk about insurance.16:30
  271. Yeah, I think that's right.16:32
  272. As I referenced earlier, phishing, all this stuff.16:33
  273. I think it's a mix.16:35
  274. There was another book I wrote called Jab, Jab, Jab, Right Hook.16:37
  275. And it talked about the individual posts can be jabs.16:40
  276. You're not setting up the reason most people in insurance when I analyze it, both on the brand or on the individual level, don't succeed, is every one of your16:42
  277. posts is a sales pitch.16:51
  278. And they smell it and they're not interested.16:53
  279. When you start mixing it and you start talking about Zelda and golf or this is a big one, make pretend that you retired from this and you've now started16:56
  280. an insurance media business.17:05
  281. You're now the Bloomberg or CNBC of insurance and you're not talking as a human who's trying to sell something but you're talking a level up about the space or17:08
  282. the opportunities or this new tax law.17:17
  283. You're talking about information that's education that becomes a gateway that's a good framework to think through.17:19
  284. I'd say one last thing is don't give up.17:26
  285. I feel like two posts.17:29
  286. Yeah, I mean that goes back to seven, tenacity.17:30
  287. Like this is what always blows me away.17:33
  288. People that got in this room, you put in the work and then you go into this new arena and you're like four posts in, you're like, I suck, fuck17:35
  289. that Gary guy.17:44
  290. The first thousand posts I made meant nothing.17:46
  291. So like I'd like to think that this room understands what a good day's work, putting in the work learning really means and how that can actually impact the outcome.17:50
  292. And so yeah, I mean look, I really think the content thing is very misunderstood, like very.17:59
  293. People, they have all sorts of feelings about social media, that it's bad, kids, I get it but I really hate making headline reading opinions your business strategy.18:05
  294. Let me sneak one more, I'm the worst, I know, one more.18:22
  295. Somebody.18:25
  296. He told me he's excited, I gotta get out here at 355.18:25
  297. I know, we've gotta roll here, anybody?18:28
  298. Got a quick question?18:30
  299. Right here, Christina.18:30
  300. All right.18:31
  301. You saw the board, yes.18:32
  302. You saw the board here with all the...18:34
  303. I did, which fired me up.18:35
  304. I wanted, you know how crazy I am, Christina?18:36
  305. I saw the board, I'm like, literally my DNA, I'm like, I need to get to the top of that fucking board.18:38
  306. I'm like, should I retire and join this company to get on top of the, these boards fuck me up, but go ahead.18:45
  307. All right, two questions.18:51
  308. How do you get to the top of that board?18:55
  309. Using all 12 and a half.18:58
  310. By knowing which two or three to use in every circumstance, both on the customers you're trying to get and on the employees that work for you.19:00
  311. Second, and I'm just gonna use myself as an example, looks like, let's say we have somebody on the board or a group of people on the board, what have19:07
  312. you?19:17
  313. Like someone in your company, maybe you've got a great salesman, you know, he's top, you know, he's top of the game and he's...19:17
  314. The dick face.19:23
  315. There's some toxicity around it.19:24
  316. Yeah, uh -huh.19:25
  317. Do you risk that?19:28
  318. So it's interesting, in my company, yes, because everyone's an actual employee of the corporation.19:31
  319. This is a little bit of a different framework, right?19:37
  320. Like this is not a corporation and you're all employees, you have your own shit.19:40
  321. My answer to that is a little bit different.19:45
  322. My answer to, if you look at that board and you're like, damn, I wanna get there, but I don't wanna compromise or act like that, that goes to a19:47
  323. thing that me and my father thought about for 20 years.19:53
  324. When I started working for my dad at 22 years old, I told him, I will spend zero minutes on our competition.19:56
  325. He thought that was the craziest shit he ever heard.20:04
  326. He was obsessed with what every liquor store in New Jersey did and what they got, did they get a better deal on this vodka?20:06
  327. Why didn't, like, he just spent all his energy on everyone else.20:12
  328. I said, dad, the only people I'm gonna pay attention to is first, our employees, second, our customers, and way down here, number 29, I'll have a sense of what20:15
  329. the competition's doing because you never wanna be delusional and audacious.20:28
  330. But when I tell you very few seconds will be spent on them because what they do has no impact.20:32
  331. I promise you, if I started in this company tomorrow, had no contacts on that board, within a half decade, I'd be the first person on this board.20:39
  332. I promise you because nothing and no one on that list is stopping you from doing what you need to do.20:45
  333. Great, thank you.20:54
  334. Awesome, let's give Gary a hand.20:55
  335. Thank you.20:58
  336. Thank you.21:00
  337. Thank you.21:07

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