Chris Gardner (Will Smith) in Pursuit of Happyness

Don Ready (Jeremy Piven) The Goods

Chris Varick (Vin Diesel) in Boiler Room

Tommy Callahan (Chris Farley) in Tommy Boy

Blake (Alec Baldwin) in Glenngarry Glen Ross

Jerry Maguire (Tom Cruise) in Jerry Maguire

Nick Naylor (Aaron Eckahart) in Thank You For Smoking

Joey O’Brien (Robin Williams) in Cadillac Man

Jim Young (Ben Affleck) in Boiler Room

Trent (Vince Vaughn) in Swingers

You can used cars, stocks, or just want to pick up on girls, but learn the art of persuasive communication you’ll be able to anything you want .

I can take a guess and bet that most of you who read my blog and the other blogs out there on personal development get some sort of “high” with every new article. When I say “high”, I mean in the sense of empowerment. To go even further, you feel as if you are doing yourself a favor by learning about new ways to take your life to the next level. Now, the obvious question is, are you? After you read one of my powerful articles, do you really go back to “reality” and take action on this new information you just learned about? Has there even been a time when you read an article, then just forgot about it?

“Forget it about it”

Chances are that you’ve read dozens and dozens of articles on the web about how to do “this”,  what to do with “that”, and 18 million steps to be “something”, etc. Do you ever get an empty void type of feeling that tells you, “I need more…”?  The truth of the matter is that most of the stuff you read, whether it be online, in a book, or at a seminar, you will forget about within 1 hour to give or take a few days. You, like most other people, just have that feeling inside that tells you to keep reading, keep studying, and wait until you have everything single bit of information you need, before you take action. Why is that? The answer lies in the ‘fear department’. It could be you fear of failure, rejection, success or a number similar issues. So let me start by saying that the average person will usually forget almost 80% of the information they learn every day. Chances are by the end of this day, you will probably forget most of what you’re learning from this article. Well it’s wasn’t necessarily your fault in the past, but it will be after you finish reading this…

Take Action

The most successful people on the planet can take bits and pieces of information from a few pages in a book and implement it in their business right a way. Not only that, but these types of people are not afraid of failing. In fact, one must fail forward fast if your interest is in growing and moving forward.

Here are different ways we learn according to the William Glasser’s Institute.

• 10% What we READ
• 20% What we HEAR
• 30% What we SEE
• 50% What we SEE and HEAR
• 70% What we DISCUSSED with OTHERS
• 80% What we EXPERIENCED PERSONALLY
• 95% What we TEACH TO SOMEONE ELSE

Obviously the best way for you to retain information is by teaching someone, but how can one teach someone something they haven’t done themselves. So what the statistics above should tell you is that the sooner you learn something new, the faster you better take action on it, since the quicker you do, the better you’ll understand it.  As you begin to shift your mindset to this new style of thinking, I want you to go back to a time when someone told you to do something and you did it. What happened? Were you instantly satisfied with the results? Let’s take the time you learned to drive a car. You read about it, you took action and followed through with what you read and then you practiced it. Sooner or later after that moment, you practically mastered it or at least allowed yourself to do it as if it were second nature.  Pretty powerful, isn’t it?

Since your beginning to understand the urgency of this issue, I need you trust me and pay attention to what I have to say. After you read this article, I want you to read one of my previous articles or download my book, 7 Day Persuasive Communication and immediately take action. It’s very simple guys and gals, learn something new and do it right away. If you don’t, then consider yourself to be as useful as a computer, full of information, but you probably won’t make a dime off of it. I guarantee that if you do what I say, you’ll see better results than you would by reading 5 books back to back.

To recap, read an article of mine, my 7 day course, or even someone else’s blog for all I care and figure out a way to APPLY IT in your life seconds or even moments after your finish reading it. Write a comment and share your experiences with me below.

Persuasive.net has started a group on facebook called “Persuasive Communicators”. Help us build a powerful group and join now to allow each and everyone one of us to grow!

Having the ability to tell what type of personality someone is within only 30 seconds or so of conversation is probably one of the best communication tools you can learn.  Having the know how to detect what a person is allows you to transform the way you should be interacting with that particular client. Since your first few minutes of interaction is the most vital, pay close attention to what they say and how they say it.

Personality Type: Expressive (“Let’s do it!”)

Now that you’re familiar with the ‘quick and assertive’ Driver, we move on to the ‘can you shut up already’ Expressive.  Have you ever noticed that every time you go to a party, function, or gathering, there is always this one person who everyone swarms around (maybe it’s you)? Expressive people absolutely love being in the spotlight. Their workplaces are normally messy compared to a neat Analytical.  Even though their workplaces, cars, or rooms tend to be messy, they would still be able to find what their looking for through their memory (they don’t necessarily lose everything).  Expressive people love to talk, so let them.  They generally have very high emotion and make decisions rather quickly. There are generally excited to see what happens next.

Here are the characteristics of an Expressive:

• Tends to run late, lots of commitments and rushed lifestyle.
• Desires to be center of attention. Will attempt to draw focus of a group.
• Can’t stand being bored, impatient. Will get stressed and fidget in lines, looks for distractions.
• Generally have brightly colored clothing/cars/houses. Values ‘flash’.
• They are animated and lively when they speak or tell stories. Sometimes seems ‘loud’.

As a special note, since many people misinterpret Expressives as people who talk a lot, avoid placing someone in 1 of the 4 personality types by the length in time they talk to you.   Analyticals and Amiables also tend to talk a lot after they FEEL COMFORTABLE around someone, so the amount of time they take talking is irrelevant.  You must use the other criterias I’ve listed above to determine if one is Expressive or something else.

How to Sell to an Expressive

When dealing with Expressives, all you need to do is let the them talk and slowly steer the conversation in the direction you want to take it by taking control and asking the right questions.  Expressives tend to get off topic very quickly so be patient.

I’m not sure if I was always an expressive or that I recently just became one. I questioned which personality I was because it can be difficult to determine it at a young age. I’m certain, now that I’m 23, but I originally started thinking about this when I was 17-18 and I had no clue what I was, most people didn’t.   Many times you’ll hear people saying that they’re Expressives because Expressive people usually get most of the attention. Also, since I’m in the sales industry, people like to say that they are Expressives because they are led to believe that all great sales people are Expressives. Obviously this is false and just a common misconception or excuse that people use because they can’t yet achieve the success they want.

Selling as an Expressive

Dealing with an Expressive person from the other personality type’s point of view is relativity easy, but as an Expressive, you need to learn how to tone it down. It’s important for you to realize and understand when your your stories go off on a tangent.

Are you an Expressive?  If not, what experiences have you had with an expressive?

We do not change types except in times of great stress.  Over the next few days, I’ll cover one of the four types of personalities and explain to you exactly how they think and most importantly, make decisions.

Then, as you begin to understand how to tell the personalities apart, I’ll teach you the ability to allow yourself to become versatile in any selling situation, won’t that be great? Now I want you to focus on a guy like Simon Cowell as we talk about “Drivers”

Personality Type: Driver (“Let’s do it now”)

People who fall into the Driver personality type tend to be very controlling and possibly demanding. They know what they want and they aren’t afraid to let you know.  They normally have little to no emotion and make decisions quickly and assertively.

To quickly sum up the characteristics of a driver:

• Demands control or will take it when available.  Looks for opportunity to be ‘in charge’.
• Will get things done, likes goals and achieving them.  Frames life as a sequence of “I did this.”
• Straight to the point, looks for the bottom line.  Dislikes complexity or ambiguity.
• Little patience for the small details that aren’t clearly in line with goal seeking.
• Doesn’t like situations where they have no say in what’s happening.
• Appears to be arrogant and standoffish.  Can seem overly aggressive, especially in the heat of a project.  Will see people as ‘obstacles’ or ‘allies’.
• Can appear as Alpha male/female type

Drivers may appear intimidating, however, you must remember to put your emotions aside and not take things personally. Since I would say that I’m an extreme expressive, I find myself to be a very emotional person. By emotional, I mean that I pretty much wear my mood on my shoulders. When I use to work for Mike Ferry, the best trainer and coach from the Real Estate industry, my team leader was a very arrogant driver. He always wanted things done his way or the highway. Our communication was so one sided that I would constantly get mad by just talking to him. However, later, as I began to understand the way people work and make decisions, I realized that it wasn’t his fault for being such a prick, it was mine. Since I wasn’t communicating the way he wants to be communicated to, our personalities clashed. Remember, it’s not about you, it’s about the person in front of you.

How to deal with a Driver:

When presenting information to a Driver, avoid graphs, power point presentations, charts, and lists of data.  Keep it short, simple, and sweet.

Expressive Personality Type:

Prevent yourself from going off on a tangent. If you absolutely must tell a story, give them the point of the story first. Otherwise, they’ll keep thinking about what your story is supposed to lead up to and quickly become annoyed by it.

Analytical Personality Type:

Drivers are general very annoyed by analytical people. An analytical should  obviously avoid stories, details, numbers, etc. If you must give them stats, give them the end results, not the entire formula that led you to that answer.

Amiable Personality Type:

Drivers usually love amiable people because amiable people aim to please and do whatever the driver tells them to do. Amiable people, just remember to stick to the point, and speak up!

Are you a Driver? If not, what experiences have you had when dealing you dealt with Drivers?

Has there ever been a time you persuaded someone to do something or buy something? Then the person came back to you a couple hours, days, or weeks later and changed their mind? This is a very common occurrence, let me explain. When people are influenced to make decisions by some type of “sales person”, they almost always have some type of buyer’s remorse. This happens usually because people tend to buy on their emotion, rather than logic. This is usually because the salesman was able to do such an amazing job with getting that client excited about buying. However, excitement eventually runs out, and the sales person isn’t always there to “re-sell them” on whatever it was they sold them on to begin with. So how do you keep a person committed to the sale without actually having to be there?

How to keep people committed

There is a brilliant technique called Future Pacing that allows you to almost magically persuade someone to keep their commitment when objections come up after the sale has been completed. The idea, like most of the concepts I teach, is simple.  What you’re doing is creating a scenario(s) in a person’s mind that may happen in the future.  So after you close the deal, you’ll need to rehearse a practical scenario(s) that may occur to this person.

For example:

Let’s say that you are convincing a client to purchase a car. They are a bit hesitant to sign the contract because their wife might get upset.  Right away, we know that even if your client decides to say yes, his wife might change his mind later. So what you’ll need to do is future pace the objection(s) the wife my bring up and teach your client how to handle them. That way, your client is working as your salesman, selling his wife on why he moved forward with the deal.

8 Steps to Future Pace Someone

1. Acknowledge their commitment to you
2. Reinforce the reasons they decided to say yes to you
   • Ask them ‘why’ questions. Why did you say yes? What made you agree with me?
3. Reiterate their response and intertwine them with benefits as to why they made the decision.
4. Add a couple more motives about why they made the right decision
5. Create a mental scenario of an event that might happen in the future
   • i.e. “If you talk to your wife and she isn’t as excited as you with the car, what reasons will you instantly remember and explain to her allowing her to understand why you said yes to me today?”
6. Reiterate and detail out their response. Use their response to create another compelling statement for their decision to say yes today.
7. Ask, “Can you think of any other reasons to use to influence your wife that you’ve made the right decision?”
8. If done correctly, your client is securely closed along with being rehearsed to handle the objection they might get from their wife who may object later.

Is this practical?

Yes, this is 100% practically and easy to integrate. In fact, here are some of the many scenarios you can use it in:

• Buyer’s remorse – People regret what they bought most of the time. Sometimes they just forget about it, other times they decide to return it.
• Significant other – When haven’t you seen a case of someone coming back to you saying that their husband/wife were unhappy with their purchase.
• Family – Family can easily persuade you in and out of choices you’ve made
• Friends – Like family, friends also have a big influence on what you buy. Their opinions determine whether keep or not.
• Events – Sometimes evens conflict with each other and one event must be sacrificed.
• Competitors – Competitors are almost guaranteed to try and sell your customer their products that are the same or similar for cheaper.
• Writers/Bloggers- They sell products online and offer 100% money back guarantees. What is to say that you’re customer won’t come back and actually ask for it.

Also, when you future pace someone, you need to make sure you have some leverage with their motivation. Use pain and pleasure when discussing their motivation, so you know which direction you need to take them.

Future pacing is a very valuable technique that can help you retain more customers faster. The more customers who keep your product/service, the more likely they are to recommend to their friends and family. After a person has made the decision, and an outside influence can’t persuade them otherwise, they will automatically begin to convince themselves that they’ve made the right decision. This all begins with your ability to future pace them.

Most people make decisions based on their past experiences, cultural background, and beliefs. Ultimately, every experience a person has gone through, significant or not, will play a role in how a person makes a decision today, in present time. Now this concept can be used both in your favor, or against you, depending on your approach. Have you ever read something once and then decided to read it a few more times because you were so compelled to take action? This time will be like that time, let me explain:

Several years ago, I learned a technique that allows you to get a person to think about a feeling they had in the past and use it toward your advantage in present time. The phrase “has there ever been a time when you…blah blah blah” triggers your client to think of a time when they “blah blah blah”. After you authoritatively use that phrase and obviously replace the blah’s with what I teach you below, your prospect will begin to think of that time in their mind and have that particular feeling in present time. Keep reading, even if you’re a bit confused.

Phrases

There are actually several different variations to this phrase, lets go over a few of them:

• Has there ever been a time when…
• Have you ever…
• Do you remember when…
• If you think for second, you can probably remember…

Obviously you can change it, mix it, or do whatever you want, but you get the idea. Ultimately, you want a phrase that simply gets your prospect to think of a GENERAL incidence int the past. The key word is GENERAL. In fact, the more specific you are, the less chance you’ll have at this working. So be as vague as possible.

Instead of:

Has there ever been a time when you were talking to someone about xyz and they turned you down?

Use:

Has there ever been a time when you felt rejected?

The difference between the two is obviously the vagueness. It’s important to be vague because your prospects aren’t your friends. Unlike your friends, you have no clue what kind of life, incidents, situations, and scenarios your prospects gone through. Does that make sense?

Linking

So after you get the prospect to actually think of that time when they felt that particular way, you need to link that feeling to the current situation or scenario. To do this, you use the phrase:

This time is like that time, let me explain:

Then you simply explain to the prospect how their past experience is just like this current situation. After that, you want to amplify the pain of the mistake they made in the past so they won’t make the same one again in the future (present time).

Whether you are beginning to feel a bit confused or not, let’s go to the next section.

Objections

So ultimately, this technique is most commonly used to handle objections you get from prospects your trying to sell xyz to. Whether you’re selling a house, selling a car, or selling vacuum, this concept works in ANY selling situation.

Let’s give you an example of one of the most common objections that anyone selling anything has heard of: ” I want to wait…”

Client: “I want to wait…”

You: “You want to wait, I completely understand. Let me ask you, has there ever been a time in your life when you wanted to do something, but waited, and then did it anyway. And then, you ended up spending more time or money then you originally wanted to? (SHUT UP and let them process this)

Client: “well….yea sure, who hasn’t”

You: “This time is like that time, let me explain…

You would typically use this technique toward the end of your presentation. Sometimes you can use it toward the beginning, but you just need to remember, being vague is key.

Do you understand what I mean?

See what I do is I take techniques like this one (has there ever been a time when) and combine it with other techniques, concepts, and strategies, and I use it to become persuasive communicator.  I created a book called 7 Day Persuasive Communication which I launched just a few months ago. So far, the book as been a hit and people are absolutely fascinated at with what they learned. Even Internet Mogul Neil Patel has read it and used in his business life with tremendous success.

You need to understand that your communication is your biggest weapon. The people who have the ability to persuade someone to do something are the ones who are able to become successful at a faster pace. The saying, it’s not what you know, its who you know is the perfect example. Knowing how to sell myself to important people has gotten me further than just working on a particular skill/trait.  So if you, like me, want to move further in life, advance in your career, make more money, and become successful, take a look at my book, 7 Day Persuasive Communication. I offer a money back guarantee, so you have nothing to loose.

So I’m curious, now that you’ve been able to learn a technique that you can apply in your business right now, how will use it? Have you read something this compelling before, but  disregarded it, and continued to live the same average life you’ve always lived? This time, make the right decision and follow my advice, you will be glad you did.

In what type of scenarios will you use the (has there ever been a time…) technique?

Most employees behave very similar to children.  They fiddle around twiddling their thumbs together when there is nothing to do. They grunt, moan, and groan when they must get up in the morning to go to work (children go to school).  And the biggest similarity is the rush of excitement they have when it is time to go home.  If your employees are acting and behaving like children, how do you think this affects your bottom line? How do you expect your company to make the necessary expectations to meet and exceed your goals?

Molding the Perfect Employees

Building a successful company begins with having a productive team.  Having a productive team usually comes from the influence of a great leader.

1. Add Emotional Incentives

Even if your employees are not working for commission, look for ways to offer some benefits for working hard and getting the job done quicker.  Many of you reading this have employees who earn a fixed income for a certain amount of work. From an employee point of view, if the work is done the job is done for the day.  An employee who has nothing to do can cause distractions to other employees who are working. Like a domino effect, this encourages inefficiency throughout the office. From an employer’s point of view, if an employee finishes their work early, they should be given more work. Unfortunately, since both the employee and employer usually don’t see eye to eye, the employee begins to work slower to avoid getting new work. Even if you do not offer them a brand new car, something is better than nothing.  Something as simple as allowing your employee to leave a few minutes early can almost instantly increase their motivation.  Some examples of incentives include:

• Go home 1 hour early on Friday.
• Better parking spot
• Extra break time
• Leave 15-20 minutes early on any given day
• Free lunch
• The most comfortable chair in the office
• Small cash bonuses ($50 or $100 can motivate most people)

2. Create a Positive Environment

The work environment alone can quickly change the productivity for everyone in the office.  As powerful leaders, we must ensure the work environment is uplifting, exciting, and enjoyable.  Zappos, an online retail sales company retains more trustworthy employees than a majority of the companies out there.  During an interview on Mixergy.com, the CEO from Zappos Tony Hsieh said that his company does over a billion dollars in sales a year because of their customer service.  To filter out the good employees from the bad, Tony offers his new hires $2,000 to quit and shockingly, hardly anyone takes it. Do a quick survey with everyone as to what type of environment compels them to be more excited to work there. Make the necessary changes and you will see a noticeably positive change.

3. Monitor your Employees

It is not necessary to discipline your employees for a sneeze that takes away 5 seconds from work, but it is important to monitor what your employees are doing most of the time. From wasting time on useless web pages to chatting with friends, pay close attention to how they spend their time during work hours. Preventing your employees from doing what they are not supposed to be doing can increase productivity miraculously.   Let’s say you have 20 employees who take away 10 minutes each day to do personal things on the computer.  That over 3 hours each day of lost productivity.  Invest in employee monitoring software that gives you the freedom to monitor everything your employee does from anywhere in the world.

4. Communication

Do you even know the names of all your employees?  Sure you are busy, but if I were to tell you that personalizing your relationship with your employee can dramatically raise the level of their  performance, would you do it?  All you must do is spend 5-10 minutes each every week talking about their challenges, hopes, and dreams. Having a well connected employee also makes it easier to address concerns or issues around the work place.

5. Create Teams

Create teams by mixing up the skillful employees with the ones not so much. Friendly competition can easily speed up the work flow and be fun for the employees along the way. Reward the winning teams each week with a free lunch, VIP parking spots or the other incentives listed above.

6. Learn the Power of Motivational Speaking

Imagine having Tony Robbins speak to your staff every morning before they start work. Do you think your employees will feel good and excited to be there?  Spend a few weeks reading books on personal development, leadership and public speaking and learn to be a powerful motivator.  When you have the ability to speak with power and influence you will be able to persuade your employees to continuously have a positive mindset.

7. Give Employees a Say in the Company

Have you ever heard of an incident when an employee had some crazy idea that was accidentally discovered and helped a company make millions of dollars?  It interestingly enough happens all the time.  Your employees are constantly working with you product/service every day, so naturally they will begin to develop ideas that can potentially help the company grow.  Let them know that they have a say in what goes on and you will begin to see a growth in your employee’s commitment and interest in the company.

The more productive your employees are, the quicker the company will grow. It may sound simple and obvious, but working on employee productivity is an ongoing task. Create a game plan on how you can implement these 7 strategies right away.

“Hi Billy Mays here…” If you live in the United States, chances are you have see his commercials or heard his unique voice somewhere. Oxi-Clean, Orange Glo, and KaBOOM are just some of the many products  you probably have in your home! I know my mom’s tried a few of his products before. In fact, I just saw a tub of Oxi-Clean sitting above my washer.  His voice is strong and powerful, yet so authentic and sincere.  This guy should have been #6 on the 5 Most Persuasive People on Planet Earth. What the hell is it about Billy Mays that makes you want to run, not walk, to buy the products he sells?

1. He  Grabs Your Attention With His Excitement

Of course you’re going to pay attention to someone who’s screaming at you. Billy Mays is practically screaming his lungs off when he’s talking to you. The energy and enthusiasm Billy has during his infomercials is contagious. People love to buy when they’re excited!

2. He Believes in His Products

You can tell by the way Billy speaks and moves his body around, that he believes in his products 100%. Billy would swear on his mom’s life if you didn’t believe the Oxi-Clean can remove the dirt and stains from your clothes.

3. Dudes Got Sex Appeal

Billy’s target audience are mainly women. If you ask a women to describe Billy, you’ll get answers like rugged, man-ly, and confident. 3 traits that make women go “hmmm”.

4. He Actually Gives a Damn

When Billy Mays is talking during his infomercial, you can tell by the tone of his voice that he actually cares you wear clean clothes. It’s because he cares so gosh darn much, that you instantly believe that he’s doing you a favor by introducing that product in your life.

5. He Creates Major Urgency

If you don’t call right now, you can never have this products again. The alternative version is that if you don’t call right now, you won’t get all these amazing extra gifts for free.

Billy Sells His Products Everywhere he Goes

Billy Mays Sound Bites

• Watch This
• Wood Drys Out
• I’m So Excited
• Clean Everything
• Right Now

A New Reality Show Called: Pitchmen

Billy Mays and Anthony Sullivan have an interesting show called, “Pitchmen” coming out on the Discovery Channel this Spring. I think Billy is an phenomenal sales person and we can all learn a lot. You can also follow Billy Mays on Twitter.

**UPDATE** Billy past away on June 28, 2009. RIP Billy Mays

Host of Winelibrary.tv, Gary Vaynerchuk has recently exploded into a superstar celebrity. He’s appeared on national TV shows like on The Conan O’Brien and just yesterday, The Jimmy Fallon Show. Gary’s also been in countless news stories, talk shows, magazines, and blogs from around the world.  He’s starting to do for wines what Oprah’s done for reading books. How is Gary able to persuade so many people to listen to what he has to say?

1. He Chose To Be an Expert in a Niche Market

Choosing a niche doesn’t only apply in the online world, it works just as well in every day communication. People are generally more engaged in a conversation when they realize the person they are talking to is an expert.  Gary chose an interesting market that no one really cared about. A smart move for a guy who doesn’t mind spending countless hours branding him self. After years of convincing others to acknowledge his expertise, Gary’s referred to as “The Wine Guy”.

2. He is Ridiculously Animated

I was recently watching Gary on The Jimmy Fallon Show and couldn’t help but to notice he keeps moving around. Whether he’s talking or not, moving his arms, hands, body, he just won’t stop. People love that! Most people just aren’t use to watching some act different,weird, or goofy.  By Gary not behaving like everyone else was able to compel others to focus on him. When people begin to focus on someone differently that the way the focus on everyone else, they create “character” out of them. People who are “characters” are much more memorable then people who are not.

3. He Has Authority

Whether Gary’s talking to Jimmy Fallon or to some random strangers, he is able to take charge and become the authoritative figure.  Most people are like sheep and would rather follow than lead. This may because they aren’t confident enough, lazy, or scared. Usually, when someone steps up to the plate, people are gladly willing to accept the authority and for a lack of a better phrase, ‘go with it’.  This is why Gary was easily able to become an influence to hundreds of thousands of people.

4. He is a No B.S. Type of Guy

Gary just tells it like it is and people respect him because of it. He focuses on his expertise and breaks it down simple enough for anyone to understand. You can tell that Gary stays away from the fluff during a conversation. He goes straight to the point and doesn’t waste anyone’s time. With no fluff, people are able to take full advantage of Gary’s expertise and take advantage of what he really has to offer: knowledge of wines.

Be Like Vaynerchuk

Gary Vaynerchuk’s success can easily be duplicatable if you willing to work hard and work for your heart, rather than your wallet. To reiterate the steps above:

1. Chose a specific niche, and become an expert
2. Become spontaneous and animated
3. Speak with authority
4. Cut the bull

Gary also has a book coming out in a few months which I recommend you reserve because it’s expected to sell out quickly. It’s called Crush It: Why NOW Is the Time to Cash In on Your Passion, and it’s available for pre-order on Amazon. You can also follow Gary on twitter: @garyvee