I think YouTube Shorts is very big for this audience. I'm obsessed with it because it's searched. The amount of people that search YouTube when they're considering to move to a town is staggering. It's second behind Google I Know that I'm moving in a year to Newton Massachusetts and literally the second place people will type in.

Newton Mass Schools Newton Mass Parks Country Clubs YouTube is number two. You started Vaynermedia right now, housed under Vaynerx right in the middle of 2008-2009 recession. That's right. Similarly, we started Sirhant you know I was a real estate agent.

built a big team left. In 2020, people started getting sick. We moved forward anyway. We launched in September 2020.

Um, uh, at a tough time, right? And in both cases I Think there's this underlying belief that times of Crisis can breed Innovation and success. And so there's there's never a bad time to launch a good business. Correct, right? Like, if you're capable like we are, you know, in a weird way To your point, there's a lot of opportunities that happen during times of trouble that wouldn't be there during times of prosperity. Uh, both prosperity and ease like we had prior to this last couple years or what we're going through right now genuinely requires operational capability and talent and execution and grit and patience and all the things that matter but make sense.

Yeah, so now where we are in our world. Most people who are here are in the real estate family and mortgage rates are on the rise. The real estate market is now facing new challenges. You got low inventory and slow sales in one market.

You've got some inventory and fast sales and others. You put yourself in our shoes. What practical strategies are you thinking about? What shifts would you recommend? I Got a sales people today. Yeah! so here's my biggest thought right: I'm tuning.

Thank you for everybody in the chat I Love the context because it allows me to use things like in Ohio or Las Vegas or London Um, Oh London Canada Excuse me? Um, there are things you can control and there's things that you can't control. Nobody on this call controls interest rates. Nobody in this call controls some of the variables that we saw with like Florida and and California have these Dynamics Texas and New York have these Dynamics Ontario has this Dynamics You know. So everyone here I'm looking at Boise and Boca Raton are going to act differently.

Sweden definitely is going to act differently than Bell Harbor Florida So we are. There's a lot of things that are macro. What I do during times like this is focus on micro. what can I do? So if I'm a real estate agent in any Market whether it's easier or the hardest in today's exact second, what I focus on And you know I'm very consistent about this and you've benefited from this greatly.

I Think the one thing you can control is creating demand, right? You can control creating demand. and I think demand Creation in real estate properly. has talked about a lot of blocking and tackling for newbies, cold calling and networking. We don't know all that stuff I will continue to yell from the top of the mountains that making content on an individual basis from Sean Walsh On here to Emil Gorgeous to Toby Swank that you know Walla Walla By the way, a place that makes great wine you know for Toby his ability to make content literally actually ironically even a video on a Facebook reel of him tasting a Walla Walla cab from Leonetti and talking about the market? That's it.

Just literally six minutes glass of Leonetti Cabernet talking about the market? he may get a client Ryan because he's drinking Leonetti Cabernet like for example for me: I Know that 99 of the people right now when I say Leonetti Cabernet it doesn't even register half the audience right now doesn't even know what I'm saying and even people that know what Cabernet is in wine, they don't know exactly what I'm actually referencing And so you have the ability to control demand creation. and I believe demand creation happens in networking I Think it happens in cold emailing I think it's cold calling I Think it's direct mail, but but by a country mile. the best way to create demand in today's world is to create as much social media content as you humanly can around. What you know, don't fake the funk if you're in year three as an agent, that's going to have a different knowledge base than Year 17.

talk about what you know, Don't you know? Don't fake it till you make it. Talk about what you know, how you know it, what you're seeing and then like the example I used with the gentleman with the Leonetti cab. bring your personal life into it. whether that's golf immediately right Four people in the chat talked about my Aaron Rodgers t-shirt and my jet spandom.

There's I'm going to say this very clear vaynermedia which is now probably like a 350 million dollar a year Revenue Business Vader X's right I believe that a million dollars of our revenue is because I personally am a New York Jets fan that there is a CMO marketer out there that feels a closeness to me because in our both of our sadness of our Jets fandom and subconsciously she or he has given us business without even realizing it. And that's how the world actually works. You know I feel a connection towards you when you talk about your story of your come up because even though it's not exactly the same as mine, it has enough of it in there that just makes me feel a different way towards you in the beginning of when I first became aware of you. That matters.

And I think that people need to focus on demand creation no matter how little sales are happening right now. if you're creating 37 potential clients in 18 months because of your dinner parties, your Barbecues in your backyard, you're knocking on doors, or you're making six pieces of social media content a day talking about the market and yourself and your family. and whatever you've comfortable with doing the work, you're doing the work. Yeah versus versus what you know people are like oh I'm looking again Tamp Kelly B saying Tampa's cold, it's like what can I do about it and and I'm sure Kelly's not that person, she's all the other way.

but I know that 90 of people are playing that game. Well I got so unlucky. Interest rates went up just as I got going. like they just start to complain about things that they can't control.

They blame everybody but themselves. You can wake up this morning like think about what's happening right now. you and I and all these wonderful people decided to allocate the time to do what we're doing now, all from different angles, all for different reasons. But let's call it Spain a spade.

All of that is in the interest of us all putting in the work 100 something that I say all the time is. take care of the work, The work takes care of you when it's busy, Grab buckets right when you're closing, grab buckets, catch all the rain and then make sure you hold on to those buckets and other times and then go out and go build more buckets, right? Build those buckets and build those buckets. Now you talk about content we have. There's lots of agents at Sirhant and all the markets that we're in now.

uh uh, who are completely comfortable getting in front of a camera, getting in front of their phone? You get this question a lot. but I just want to I Want to hit on it. What do you tell the person who's completely uncomfortable? That's just not them. They don't want to fake it till they make it.

They're not. They're not dancing on. Tick Tock They're not even good writers, right? They don't want to go and blog on. LinkedIn I I Tell them two things.

One, you build brand. Yeah. I Tell them two things. One, you don't have to.

I I'm not sitting here trying to convince anyone that they have to Sure on the flip side. on the second piece, it's more important. I Believe most people don't create content because they're scared of judgment and I tell them that high school is over and even if your first video is a little clunky and you don't like the way you look or this, that the other thing anybody who leaves a snarky or nasty comment is hurting themselves has nothing to do with your life and the silent majority that are consuming it that are considering to do business with you is far more interesting than the three people that are so hurt that they want to leave a nasty comment that your dress isn't pretty or you don't know what you're talking about and so other people's opinions is devastating. Like Cat said in the comments, it's my number one.

It's insane to me how that ultimately is my mission in life, which is oh, this is a very simple game of confidence versus insecurity. That's all it is. I'm empathetic to it. We all have confidence in certain areas than others, but I couldn't recommend people more to make themselves uncomfortable and and I would tell the other group a lot of people say Gary I don't need it I'm the dominant real estate agent in my area like I'm good I I just I always think that's scary.

like the greatest champions in every sport. eventually hit a day like Kobe Bryant was great but even in his last season there was a lot of off nights and you know and you know Muhammad Ali got knocked out by Trevor burbik and nobody even knows who Trevor burbik is and so you know I Think you know father time in sports happens and father time in business happens. I Think that the audacity that you don't need it is exactly what a young lion like me will take advantage of. There is a 24 year old you and me Ryan right now in the market where somebody's overly confident and they will Tick-Tock and Facebook and Instagram their way into a problem to that 30-year vet? Oh for sure for sure We um, uh, when I find those agents I usually reach out to them and ask them why they work, where they work and they should come here.

It's one of the reasons we have Sergeant Studios which is our in-house production company and we have ID Lab, which is our in-house creative agency helping agents in a way that I never had at the firm I was at before and in a way that I could never find any other brokerage to really help create personal Brands to generate leads in their sleep 100 business in organic ways that you ordinarily wouldn't be able to do. Where do you find today underpriced attention LinkedIn is obsessed I'm obsessed with LinkedIn for everyone here because people's mind a couple things one you and I and everybody in here. Um, when we go to Tick Tock versus when we go to Instagram versus when we go to LinkedIn we are in three totally different psychological mindsets, right? I don't think you are going to LinkedIn Well, actually you might because I do this actually work because we're degenerates. We may go into LinkedIn at 11 15 p.m and go through the you know feed, but most people go to Tick Tock there because that's mindless entertainment.

Sure versus 11 12 a.m like right now when they're going into LinkedIn because they might be doing business development when our content may then show up. So LinkedIn is acting like Facebook Several years ago it has crazy ad targeting Everyone here can literally target employees of the biggest employer in their town. and especially think about how smart what I'm about to say. You know there's a fast growing company in your area and people are moving into the area because of this fast-growing company.

You can literally run ads about you being a real estate agent or what you know about the town to employees of that company and start becoming. the refer people will see it and refer people or the person that you want to get to will see it because you actually targeted the employees of Snapchat in Venice when Snapchat was exploding in Venice Linkedin's a Monster. The ad targeting not only that, the organic reach you could have everybody here could have zero followers on I'm putting my LinkedIn in here. Everyone literally feel free to follow me for the purpose of research.

Here's my LinkedIn Click it. You'll start to see my content in feed. You will be blown away by how well and how many people that reaches. And don't forget this is a referral industry so you could say hey I'm selling in Tampa but again, somebody may like you because of what you said when you're making your content on LinkedIn and may refer you and so I Just think Linkedin's a monster I think YouTube Shorts is very big for this audience I'm obsessed with it because it's search.

The amount of people that search YouTube when they're considering to move to a town is staggering. It's second behind Google I Know that I'm moving because my husband or my wife is being relocated in a year to Newton Massachusetts and literally the second place people will type in Newton Mass Schools Newton Mass Parks Country Clubs YouTube is number two and if you're making YouTube short content, you're showing up in that, especially if you're smart on how you title if you make a video and it's titled the School Systems in Newton Mass and your real estate agent talking about the schools in detail that becomes the reason you get the lead. Something we do, um, within fair housing? Yeah, Something that we do in in the Hamptons that we started doing with Studios is started doing neighborhood guides, neighborhood tours, and teaming up with other Publications so it's not specifically tied to us and we're doing this in Miami and we use LinkedIn a lot as well. In In, you know in South Carolina we just opened in South Carolina Chris Bose is leading that charge and you drive around.

you see every major company like Gulfstream and so running ads directly against Gulf Stream and then you see the at Gulfstream.com emails from potential Sellers and purchasers just start coming through because you they feel spoken to right? They feel they feel heard you know something. There's something happening in comments and you just did something. I Don't know the full details on Fair Housing requirements and complying? That's another thing that drives me crazy, right is how many people use law as a reason not to do something? It's very easy to comply. Yes, you might not be able to do something the same way a diet soda can or a sneaker can, right? But um, you can absolutely absolutely always comply.

Back to Megan who asked in the comments, how do I get more engagement out of YouTube I Go. you know, host more She says I am but not gaining followers Megan The next thing you need to do is post different things, right? One of the things that you know the the definition of insanity is doing the same thing and thinking you're gonna get a different outcome. A lot of people you know will make a video of themselves, especially in this industry and they make 30 of them. It doesn't click.

That's okay, not everybody crushes on video. What you may want to do is flip the camera over, walk the house, and talk. Maybe the visual of the house and your voice is the right concept for you know for the content. So try different formats, try different formats.

Maybe you just do audio, no video at all and then just have an image like there's a lot of different ways to make content. Haley post as many times as you can a day I'm being dead serious now. posting 15 times on Tick Tock is crazy. but posting three times in Tick Tock and three times a LinkedIn and two times on Twitter or X and three times on threads and one two times on Facebook and one time on YouTube Like you can get your 15 from more Distribution on a single platform.

Four is where you probably want to max out on advice. All anyone's talking about right now is I just want to sip topics for a second is AI You've talked about it a lot. A lot of interviews, A lot of videos. There's no doubt that it's reshaping Industries right? It's it's including the market agency space, right, including including what you're doing and in our case, real estate.

How do you see AI impacting the world of sales people in the service sector and then more practically. What tips and strategies are you thinking about? Now to suggest: for the agents who are here, there's a there's a wave coming, it's called Ai and everyone here is on the beachfront right at the front and we have two choices. Most people are putting their head in the sand and this is their strategy. A couple of people are are buying or building a surfboard, grabbing it, watching videos on how to surf, and are prepared to catch that wave.

So first of all, my first practical piece of advice is every single person here who's like AI hate AI it's ruining the world. It's bad I'm scared of it I've got good news for you. Just like your parents hated the internet, hated cell phones, hated email hated iPhone it's gonna happen anyway. So either you decide to start getting educated or you decide to retire which is fine.

Um, what do I think is going to happen I think a lot of mundane actions are going to be ai'd out. So the person here who crushes cold emails is going to lose her or his Advantage because I'm going to be able to type in, write me the best cold email to sell a house in Tampa Florida enter and it's going to work and then that means everyone can do it. Thus it becomes commoditized. Somebody asked is Instagram dead in the chat no Instagram's harder now because everybody makes Instagram Nine years ago, 11 years ago when I was yelling that everyone should do Instagram it was easier because if you made one, a lot of people saw it because there was less content and a lot of attention.

It's just supply and demand just like housing and homes and apartments. So you know we're still on threads. Are you threading every day? Yeah, I'm threading every day. You know why? Even though it's down 70 from the height of the first week, 30 for me is still a lot of eyeballs and there's higher consumption than there is on Twitter by percentage.

The audience is smaller because it's kind of getting its legs underneath it, but that's um I am threading every day I'm Xing every day. um and and I'm I'm doing everything every day because I believe that no different than bench ads and billboards and direct mail. And and being the head of the PTA and sponsoring the little league baseball team if I'm trying to sell homes I'm selling on attention and reputation. Yeah, and the one thing about social media is nobody can stop me.

and I don't have to pay. This is the thing that drives me crazy. You: if you want bench ads or bus stop ads or Billboards or newspaper ads or direct mail, they charge you. This shit's free and everyone's like oh, the algorithm Me: I'm like it's free, right? It's free.

Yes, you You bring up a a good point You: You do so many things right. One of the big things we talk to our agents with is they're building their teams right. We have agents that join Sirhan They want to build their personal Brands They want to double their sales price, get to higher price points they're using Studios ID Lab all of our resources. It's all super cool, but then they have no time to breathe, right? They're operating every five minutes.

They're all over the place. How do you look at 2023, the rest of the 2020s in terms of building, building, operational teams, figuring out systems and process. Because most sales people are here because they know how to sell. They know how to show, they know how to close, They know negotiate if they don't.

We work on it. But you run a lot of companies. You do a lot of things you've got V Friends You've got family. You're everywhere.

you're here right now. Does everyone just need to delegate? Everyone's got to hire. You gotta judge yourself less When: when when you're juggling Authority balls if three break you know one a father could judge themselves that you know like hey, you have a friend and acquaintance and Ryan but that's not more important than a child and you've decided to allocate 20 minutes to this at a time where you should probably be allocating it to that right to me. I'm not willing to judge myself and say that's a negative because that's not real life like you don't There's nothing.

There's no such thing as perfect right. And so I what I think is super important is first and foremost for everyone who's operating. Don't judge yourself when things go wrong literally right before Ryan The reason I was exactly on time and not one minute early to make sure you and your crew felt good was I had a text as I was setting up of a situation in my strategy Department that's not going well I'm a waiter than if I wasn't doing seven thousand things that that one little thing which is a big thing could be going better because I'd be closer to it. but then I wouldn't be doing seven thousand things.

So this is very simple. It starts actually in a weird place, which is the judgment on oneself. You have to fall in love with Micro losing to Macro Win! Well, I like that one. I'm gonna note that you type that down right now.

Yeah, I'm gonna make that content. Sorry. This is how the magic gets made. Um, it's how the brain works.

You have to fall in love with Micro using to Macro Win! Okay, um so to me I'm Micro losing all day. This up, this sale was lost. We lost this client. Then once you get over that hump and realize as long as you go get 11 wins and seven losses, well you've got plus four.

Yeah, the next thing is all about your people Like you've got to think about loving them more than they you work for them. You love them once they feel that they'll over deliver for you. Um, and you'll just it's all about your direct reports and then surrounding yourself with people that are good at the thing you don't like. So if you don't like operations and you're a Salesman you have to hire a number two that is obsessed with operations and doesn't like selling right? If you bring in someone who's operationally awesome and selling awesome, they're eventually not going to Value you.

But we all know this one great thing about sales is whoever can make the money always has Leverage No matter what, no matter what everyone here sucks at, we can all sell and that's a son of a right. You know that continue and we can. Then we've all learned how to get better at other and so keep those things important. Do you value your sales skills as an entrepreneur? Number One, Literally Number Two Kindness I Really I Know like this may seem fluff, but I really do think the reason I'm gonna build a massive Empire is because I just think I'm substantially nicer than most people that can build Empires and I do not think you've built a You just said the reason you're going to do you not think you've built a big Empire I Know that I built a big thing, but I don't think people understand how big what I'm building is going to be.

Does Garyvee have insecurity? Of course, but not in business. It's been the only place that I've been securing my whole life, you know. I had way more insecurity like asking a hot girl out in high school than I did about making a million dollars in high school. This has been my one safe place the you know I got bad grades I lost in sports like everybody else? Yeah.

I had plenty of places that were telling me I wasn't good. The one place that has always told me I was good was selling lemonade, shoveling snow, selling baseball cards, building my dad's business building my business like this has been my place. this is I genuinely believe in my this is how delusionally and it you know what's funny I'm saying it by be trying to be self-deprecating I'm actually going to be more transparent I believe that I could build the largest real estate company in the world. that's how much confidence I have in my ability to go into any sector even if it's not my sector.

and because I've done it I went into wine and built one of the largest wine companies in the world I went into Big Boy Big Girl Advertising Madison Avenue from from left field and have built the largest independent company in the industry very quickly I've made myself famous on against against a lot of people who say the way you were doing it right with your face out there is not the way to do it but you still made you still found success and right you know I'm gonna really give you some roses Why? I said yes to this like I think you have a lot of similar Elements which is why what's happening is happening and so anyway I need to go to the little guy I Love you guys I hope you enjoyed this. Thank you for being here man I Hope we brought some value. Go enjoy your family. everybody else hang tight for two minutes.

Oh by the way, here's the right hook. Everybody was laughing I The reason I want everybody to sign up for wanting Texas Two Reason one: you should all be buying wine from my dad. It's literally 365 deals a year. one deal a day.

It's like the old Groupon on text it's the best. but there's a different reason. Text marketing done right? Yes, could be the single big this thing above even social media. So I think people should sign up for it I know it doesn't work in every state so I apologize.

but you should look at it. a You should always buy 50 wine for 20 bucks or 100 wine for 30 bucks clients events. You literally save money. but B we literally look at 22 000 wines a year right to offer 365.

But two a month of you consuming the text should open up ideas why you should all do text marketing I Love it! Awesome! Thank you.