- You talked a little while ago about a 19-year-old entrepreneur
their biggest asset is patience.
- [Gary] Yes.
- What is the older entrepreneur?
What should they have as their asset?
'Cause I'm not patient.
Three years ago I started a business with some other guys
we're now 80 people turning over £10 million.
- [Gary] Amazing.
- [Frank] I am not patient.
- You want more.
- Absolutely. It's fantastic.
- [Gary] It is amazing.
- What's my biggest asset now?
- Your asset is all the cliché stuff.
It's just cliché. Everybody said it.
What I think though is do I think instead of saying
"experience" I'm going to tweak it a little bit.
Do I think a 46-year-old man has a better chance of knowing
himself than a 19-year-old man? Yes I do.
I think we've all gone through it, right?
Even think about your transition from high school to university.
You just get there.
You get more comfortable with yourself the second more
comfortable you start being more honest with yourself.
So at this point in your life and my life and your life
we should really know ourselves.
And so it's even interesting for me to hear that you started with
a couple other gentlemen.
To me, my hope for my own kind of personal picture that I'm
trying to paint here is that the three of you had some crossover
skills but you're all maintaining your core skill and
that is what's helping the business.
You're taking care of this, that person is taking care of that,
and the other person is there.
That is a very common thing for older entrepreneurs because at
that point they've shed their wants and their romance about
being the best sales guy or the best salesgirl and now they know
I'm really good at CFO, finances
I'll never let us go out of business.
I got the numbers. Don't worry guys,
you go be crazy 'cause I'm gonna make sure that we pay our bills.
You go make sure the staff loves us and now we've got this.
I was gifted that I do a lot of the principles well.
All of them.
Finance probably being my weakest, it's probably the one
that's most commoditized when your business through your dad
and your brother if they steal from you it's a good story.
(laughter)
I think that your biggest advantage is that you got,
it's probably the narrative to why you are succeeding.
Now the question becomes a more interesting one.
I'm going to take you in a different place that's probably
more grounded in the actual energy.
I think the big thing now at this point in your life is to
really try to figure out very quickly what you want to happen.
And the problem is you have two other people that may want
different things.
But if you're able to align that you guys want to sell the
company soon because that's a real cash out on that kind of
revenue then all of your behaviors
have to go in that direction.
You have to the figure who you can sell to you, you have to
start becoming a media company to them.
When the great misplays of a brand is if I wanted to sell
VaynerMedia tomorrow it would happen in 30 minutes
not onrevenue, on the fact that I would market to the people that
could actually by me.
I don't think Martin Sorrell knows who I am, in 20 minutes he
would want to rip his arm off the buy us.
That's what I'm good at.
What I would love to know is how aligned are you guys and
if you're aligned make all your actions go in that direction.
That's interesting to me. Right?
That's where you can be something amazing happen.
So I think that's something to really give some
serious thought to.
But I think it's self-awareness at this point.
You got so much more history in your 20, 30 years of
entrepreneurship that allows you to and you should shed whatever
pride you have left in principles that you don't bring
to the table as well as you know partners do the more you could
shed down to only focusing on what you do.
Me and AJ are so efficient 'cause we not discuss the things
that we know the other person is better at.
We don't even talk about it.
You know?
Big.
When one broaches the subject, the other gets pissed.
Right?
'Cause why would we even waste time?
You know I'm better at this than you and
we have become efficient.
Like fucking efficient, you know?
And time is the asset.
So why debate? Got it?
- Yeah, that's great. That's great.
We're on the path.
- [Gary] And the other thing I would tell you
I would highly recommend that you forcing your other two partners
to over communicate with the three of you at all times.
Force communication right now.
You're successful and you're at this age.
This is an interesting time.
Force communication.
Anything that you think is sitting in your heart that needs
to be talked about with the other two partners
I would tell you to do that tomorrow.
The quicker you get it out the better you're gonna be.
- [Frank] Yeah, thank you Gary.
- You're welcome.
(applause)