大宗产品交易专家：如何把亿元级以上的产品卖给有钱人
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:00 | You have a thousand minutes every day to be productive. | 你每天有一千分钟来生产 |
| 0:01 | If you look at those thousand minutes as a thousand dollars, | 如果你看着这些千分钟 像一千美元, |
| 0:04 | it'll really start to affect the way | 这会真的 开始影响的方式 |
| 0:06 | you give someone 15 minutes. | 你给一个人15分钟。 |
| 0:08 | I was spending so much time | 我花了这么多时间 |
| 0:10 | where it wasn't a benefit for me. | 在那里,这不是对我有利的。 |
| 0:12 | Every day is gonna cost me a thousand dollars. | 每天都要花我一千块 |
| 0:14 | Ryan Serhant是顶级房地产经纪人之一 | |
| 0:16 | on the planet. | 在地球上。 。 。 |
| 0:17 | (原始内容存档于2019-09-21). Star of the hit Netflix show, Owning Manhattan. |
展开字幕全文（1470 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | You have a thousand minutes every day to be productive. | 你每天有一千分钟来生产 |
| 2 | If you look at those thousand minutes as a thousand dollars, | 如果你看着这些千分钟 像一千美元, |
| 3 | it'll really start to affect the way | 这会真的 开始影响的方式 |
| 4 | you give someone 15 minutes. | 你给一个人15分钟。 |
| 5 | I was spending so much time | 我花了这么多时间 |
| 6 | where it wasn't a benefit for me. | 在那里,这不是对我有利的。 |
| 7 | Every day is gonna cost me a thousand dollars. | 每天都要花我一千块 |
| 8 | Ryan Serhant是顶级房地产经纪人之一 | |
| 9 | on the planet. | 在地球上。 。 。 |
| 10 | (原始内容存档于2019-09-21). Star of the hit Netflix show, Owning Manhattan. | |
| 11 | In this episode, we get into how to get a stranger | 在这集里,我们想找陌生人 |
| 12 | to genuinely trust you with real money, | 真正信任你 用真正的钱, |
| 13 | how to sell to top tier clients, | 如何向高层客户出售, |
| 14 | aka rich people without sucking up, | 有钱人不吸, |
| 15 | and how to handle the pressure of being at the very top. | 如何承受顶端的压力 |
| 16 | If you wanna become a certified expert in negotiation, | 如果你想成为谈判专家 |
| 17 | sales, and competence, | 销售,以及能力, |
| 18 | you wanna listen to this episode. | 你想听这集 |
| 19 | What did you do when you were lost and broke? | 你迷路了又破产时做了什么? |
| 20 | And what would you tell somebody else | 你会怎么跟别人说? |
| 21 | who was in that exact same position today? | 谁今天在同一个位置? |
| 22 | Setbacks are just speed bumps. | 后退只是减速 |
| 23 | They're not brick walls. | 他们不是砖墙 |
| 24 | I've been dead broke in the city | 我已经在城里破产了 |
| 25 | and I will never go back there. | 我永远不会回到那里。 |
| 26 | I will run as far away from that moment as I possibly can. | 我将尽可能地远离那一刻。 |
| 27 | All the other issues that I've had through my career, | 我职业生涯中遇到的所有其他问题 |
| 28 | I think a lot of people would treat them | 我想很多人会治疗他们 |
| 29 | like brick walls, go home. | 像砖墙,回家。 |
| 30 | And success is like right over there, | 成功就像那边一样 |
| 31 | past that corner maybe. | 也许从那个角落过去 |
| 32 | What wealthy people are paying for | 有钱人付出的代价 |
| 33 | is not information or access, it's confidence. | 这不是信息或访问, 这是信心。 |
| 34 | And confidence is currency. | 信心就是货币。 |
| 35 | How does somebody build their confidence? | 别人如何建立信心? |
| 36 | So two things. | 所以有两件事 |
| 37 | I wanna dive into this incredible post I found on Twitter, | 我想潜入我在推特上找到的 令人难以置信的文章 |
| 38 | or X these days, where you say, | 或者现在的X 你说 |
| 39 | about a year into my sales career, | 在我销售生涯的一年左右 |
| 40 | I decided to buy a fake Rolex and it changed my life. | 我决定买个假劳力士 它改变了我的生活 |
| 41 | Can you tell us that story? | 你能告诉我们这个故事吗? |
| 42 | Do you still stand by it? | 你还站在一边吗? |
| 43 | I do still stand by it. | 我仍然坚持它。 |
| 44 | I had no money, was in New York City | 我没有钱,在纽约市 |
| 45 | and I was faced with the option, | 我面对的是选择 |
| 46 | a lot of people who move away from home, | 很多人搬离家门 |
| 47 | especially who come to New York City, | 尤其是来纽约市的人 |
| 48 | especially in the summer of 2008 come to, | 特别是在2008年夏天, |
| 49 | which is I either have to figure out how to survive here | 我要么想出办法在这里生存 |
| 50 | or I have to move home or I have to go get another job. | 或者我必须搬回家 或者我要去找另一份工作 |
| 51 | And New York is incredibly cutthroat. | 纽约是令人难以置信的切口。 |
| 52 | Like it is true what they say, | 就像他们说的一样 |
| 53 | you can either make it here and you can make it anywhere | 你要么到这里,要么到任何地方 |
| 54 | or you can try to make it here and then you just die. | 或者你可以试着在这里,然后你就死了。 |
| 55 | And so the fake Rolex for me was, | 所以,我假的劳力士是, |
| 56 | I was trying to find a way to enter rooms, | 我想找个方法进入房间, |
| 57 | not as a broke kid and enter rooms | 不是像一个破烂的孩子 进入房间 |
| 58 | as the person I wanted to become. | 就像我想成为的人 |
| 59 | So it wasn't fake it till you make it. | 所以,它不是假的,直到你做到这一点。 |
| 60 | It was how do I give myself the confidence | 是我如何给自己信心 |
| 61 | when I'm 24 to be future me? | 当我24岁成为未来我? |
| 62 | And if I do that, then maybe one day | 如果我这样做,那么也许有一天 |
| 63 | I can buy my own Rolex. | 我可以自己买劳力士 |
| 64 | And as a little kid, you see the Rolex | 小时候,你可以看到劳力士 |
| 65 | or the Mercedes symbol and you attach that image | 或梅赛德斯的符号,你附着的图像 |
| 66 | to success, power of brand. | 成功, 品牌的力量。 |
| 67 | And so that fake Rolex wasn't about the watch, | 所以,假劳力士不是关于表, |
| 68 | it was about identity. | 这是关于身份。 |
| 69 | And it was super helpful for me | 这对我很有帮助 |
| 70 | in like a blankie kind of way. | 像一个空白的方式。 |
| 71 | And even though it didn't tell the time | 尽管它没有告诉时间 |
| 72 | because it was terrible, what it did do was remind me | 因为那太可怕了 它所做的只是提醒我 |
| 73 | that I had very little time because I had no money | 因为我没有钱,我的时间很少 |
| 74 | and I had to make moves and I would look down | 我不得不行动,我会往下看 |
| 75 | at that thing and I'd have to move my wrist around | 在那个东西,我不得不移动我的手腕 |
| 76 | because in a very humid summer, | 因为在一个非常潮湿的夏天, |
| 77 | a fake Rolex turns your wrist green. | 假劳力士让你的手腕变绿了 |
| 78 | And I didn't want people to see the green on my wrist | 我不想让人看到我手腕上的绿色 |
| 79 | and it just reminded me, I better make moves, | 它只是提醒我, 我最好移动, |
| 80 | I've got to go fast, I want my identity | 我得快点,我要我的身份 |
| 81 | to be associated with success however I can do that | 与成功有关,但我可以做到这一点 |
| 82 | so that one day this could be real. | 以便有一天,这是真实的。 |
| 83 | And it was like 18 months later, | 这就像18个月后, |
| 84 | I'm doing a deal in Florida and I didn't do deals | 我在佛罗里达州做交易,我没有做交易 |
| 85 | in Florida and I walked through a mall | 在佛罗里达,我走过一个商场 |
| 86 | and there was like a Winston's or some kind | 还有温斯顿的什么的 |
| 87 | of jewelry store and there was a rose gold Rolex Daytona | 珠宝店里有玫瑰金色的劳力士戴托纳 |
| 88 | in the airport mall in Florida. | 在佛罗里达的机场商场。 |
| 89 | And I went and I saw it and it was asking $30,000, | 我走了,我看到了它 它问30,000, |
| 90 | great deal, looking back at it now. | 现在回顾一下 |
| 91 | And I went to the woman and I asked to try it on | 我去找那个女人,让我试穿 |
| 92 | and it was so heavy because I'd never worn | 它是如此沉重 因为我从来没有穿 |
| 93 | a real watch before. | 一个真正的表之前。 |
| 94 | And I was like, this is what people wear? | 我就想,这就是人们穿的? |
| 95 | This is insane, I'll have fucking arthritis in my wrist. | 这太疯狂了,我的手腕里会有关节炎 |
| 96 | And I didn't even negotiate, I was like, | 我甚至没有谈判,我说, |
| 97 | can I just put this on my credit card | 我可以把这个放在信用卡上吗? |
| 98 | because I could buy it and I still have that watch | 因为我可以买它,我还有那块表 |
| 99 | and I barely ever wear it because I think | 我几乎不穿它 因为我想 |
| 100 | it's just so ostentatious but it reminds me so much | 这太夸张了,但提醒了我很多 |
| 101 | of those early days for me. | 对我来说,那些早期。 |
| 102 | That's so good, I went down a rabbit hole on you | 好极了,我撞上你一个兔子洞 |
| 103 | and now you're this huge success and you have | 现在,你是一个巨大的成功 而你有 |
| 104 | one of the fastest growing brokerages in the US, | 美国成长最快的经纪商之一 |
| 105 | hundreds of employees, lots of different businesses, | 几百名员工, 很多不同的企业, |
| 106 | big huge TV series a couple times over. | 大型电视连续剧 几次。 |
| 107 | But I had no idea that you were a soap opera star | 但我不知道你是个肥皂剧明星 |
| 108 | from As the World Turns back in the day. | 从 如世间回向时. |
| 109 | And what I think is cool about that is. | 我觉得这很酷 |
| 110 | Yeah, what do you think is cool about that? | 你觉得这很酷吗? |
| 111 | Well first of all, can I show you this picture? | 首先,我可以给你看这张照片吗? |
| 112 | I almost don't recognize you without the gray hair. | 没有灰色头发我几乎认不出你 |
| 113 | Yeah, I was dying my hair back then. | 对,那时我头发快死了 |
| 114 | Oh really, it was actually gray but it was dying. | 哦,真的,其实是灰色的,但它正在死亡。 |
| 115 | I started going gray when I was 16. | 我16岁时开始变灰 |
| 116 | That and acne were my biggest weaknesses | 那和疮是我最大的弱点 |
| 117 | and me trying to be an actor, | 我试图成为一个演员, |
| 118 | I moved to New York City to do theater | 我搬到纽约市做戏剧 |
| 119 | and one of my first jobs I got was Evan Walsh IV | 我的第一个工作是埃文·沃尔什四世 |
| 120 | on As the World Turns until that photo is me | 随世界转动 直到那张照片是我 |
| 121 | during the writer's strike of 2007, | 2007年作家罢工期间, |
| 122 | I went from being a good doctor to killing everybody | 我从一个好医生到杀死所有人 |
| 123 | and I took my aunt hostage | 我把我姑姑当作人质 |
| 124 | and then my grandmother wrestled me | 后来我奶奶和我摔跤 |
| 125 | and stabbed me with a syringe and I died. | 然后用注射器刺我 我死了 |
| 126 | Which for me in my life meant that I had no job. | 这对我来说意味着我没有工作 |
| 127 | And then my $544 per episode was gone | 我每集544块不见了 |
| 128 | and I had to figure out another way to pay my rent. | 我不得不想办法付房租 |
| 129 | But you can't be a young 20 something in New York City | 但你不能在纽约市当个20岁的年轻人 |
| 130 | who has a 20 something face with a head of gray hair. | 他有20个长着灰色头发的脸 |
| 131 | And so I used to dye it like every 10 days | 所以我过去每十天就染一次 |
| 132 | because I couldn't have roots. | 因为我不能有根。 |
| 133 | Like a young dude with like gray roots, | 像一个有灰色根的年轻人, |
| 134 | I looked anyway, today maybe it would pass, | 总之,今天也许会过去 |
| 135 | back then didn't pass. | 当时没有通过。 |
| 136 | And because I'm so white and so pale, | 因为我太白太苍白 |
| 137 | I remember I just had this like really dark dyed hair, | 我记得我刚刚有这个 像真的深染头发, |
| 138 | very white everything else | 非常白的任何东西 |
| 139 | and I kind of looked like a vampire. | 我看起来像个吸血鬼 |
| 140 | And you're killing all your family. | 而令杀尽眷属. |
| 141 | And I'm just killing all my family. | 而我只是杀了我所有的家人。 |
| 142 | But what I kind of love about it is | 但我喜欢的是 |
| 143 | there's so many people | 这么多人 |
| 144 | that have like had a weird moment in their life | 在他们生命中曾有过一个怪异的时刻 |
| 145 | where they're like, what am I gonna do next? | 他们在哪里,我该怎么办? |
| 146 | I'm totally lost. | 我彻底迷路了 |
| 147 | I have to make a complete career pivot. | 我必须做一个完整的职业支柱。 |
| 148 | And you've had that a few times over. | 你有过几次了 |
| 149 | And so even though you're on high now, | 所以即使你现在嗑药了 |
| 150 | like what would you say to the person who's listening | 就像你会对正在听的人说什么 |
| 151 | who maybe now relates to that young Ryan? | 现在谁可能和那个年轻的瑞安有关? |
| 152 | Like, what did you do when you were lost and broke? | 就像,你做了什么 当你失去和打破? |
| 153 | And what would you tell somebody else | 你会怎么跟别人说? |
| 154 | who was in that exact same position today? | 谁今天在同一个位置? |
| 155 | Setbacks are just speed bumps. | 后退只是减速 |
| 156 | They're not brick walls. | 他们不是砖墙 |
| 157 | And you have to determine one, what's your core identity? | 你要确定一个,你的核心身份是什么? |
| 158 | What do you actually want in life? | 你到底想怎样? |
| 159 | At that time when I was doing the soap opera | 当时我正在做肥皂剧 |
| 160 | and doing off, off, off, off Broadway shows, | 离开 离开 离开 离开 离开百老汇的节目 |
| 161 | I saw people who what they wanted most in life | 我看见了人生中最想要的人 |
| 162 | was just to perform. | 只是为了表演 |
| 163 | And it didn't matter if they made money, | 他们赚了钱也没关系 |
| 164 | didn't matter if they're comfortable. | 不管他们是否舒服 |
| 165 | What made them happy was just to perform. | 让他们高兴的是表演 |
| 166 | And I really had to dig deep inside myself and say, | 我不得不深入到内心深处说 |
| 167 | am I okay being dead broke when I'm 70 years old | 我70岁时就破产了,好吗? |
| 168 | and nervous about rent payments as long as I'm performing? | 和紧张的租金支付 只要我表演? |
| 169 | And the answer was just no. | 而答案只是没有。 |
| 170 | I want to be as successful as I possibly can be. | 我想尽可能成功 |
| 171 | I never wanna question any price ever. | 我从不质疑任何代价 |
| 172 | And I've been dead broke in the city | 我已经在城里破产了 |
| 173 | and I will never go back there. | 我永远不会回到那里。 |
| 174 | I will run as far away from that moment as I possibly can. | 我将尽可能地远离那一刻。 |
| 175 | And so getting fired off the soap opera, | 所以从肥皂剧中被解雇了 |
| 176 | when I got into real estate, | 当我进入房地产, |
| 177 | getting fired off my first building, | 被开除了我的第一座建筑, |
| 178 | all of the other issues that I've had through my career, | 我职业生涯中遇到的其他问题 |
| 179 | I think a lot of people would treat them | 我想很多人会治疗他们 |
| 180 | like brick walls, go home. | 像砖墙,回家。 |
| 181 | Brick walls, oh, it's not for me. | 砖墙,哦,这不是给我的。 |
| 182 | They are just speed bumps on the path to success. | 它们只是成功道路上的速度碰撞。 |
| 183 | And success is like right over there | 成功就像那边一样 |
| 184 | past that corner maybe. | 也许从那个角落过去 |
| 185 | If it's not, you just gotta keep going in the dark | 如果不是,你只要继续黑暗下去 |
| 186 | because it's probably gonna be past the other corner | 因为它可能已经过了另一个角落 |
| 187 | and you will get there the longer you try. | 你就会尝试越久 |
| 188 | Endurance for the win always. | 恒为胜道常住. |
| 189 | So good, yeah, you had this video | 好极了,是的,你有这个视频 |
| 190 | that I saw the other day that I loved. | 我看见那天我爱。 |
| 191 | You were having a 16 and a half hour day | 你一天有16个半小时 |
| 192 | and someone asked you what keeps you motivated | 有人问你什么让你有动机 |
| 193 | on that kind of day? | 在那种日子吗? |
| 194 | And you said, total bars, you said. | 你说,全条,你说。 |
| 195 | Pure adrenaline tracing through my bones | 纯肾上腺素通过我的骨头追踪 |
| 196 | because that fear of losing hurts a lot worse | 因为害怕输会更痛 |
| 197 | than the pain of winning. | 胜过胜利的痛苦 |
| 198 | Yes, I do remember saying that. | 是的,我记得说过 |
| 199 | That was a long day | 那真是漫长的一天 |
| 200 | because I had to open up our Rhode Island office. | 因为我不得不打开我们的罗德岛办事处。 |
| 201 | And so the day started in New York, | 因此,从纽约开始, |
| 202 | helicopter to Rhode Island, appointments back to back | 飞往罗德岛的直升机 接连预约 |
| 203 | to back to back to back to back to back to back, | 背对背对背, |
| 204 | launch party, helicopter back to New York City, | 发射会,直升机返回纽约市, |
| 205 | back in the car to do all the work I hadn't done that day. | 回到车里去做我那天没有做过的工作 |
| 206 | Like the work doesn't go away | 就像工作不会消失一样 |
| 207 | just because you're traveling or doing other things. | 只是因为你旅行或做其他事情。 |
| 208 | You know, and I try to swallow the tired | 你知道,我试图吞下疲劳 |
| 209 | and I try to appreciate the tired. | 我试着欣赏疲劳的人 |
| 210 | If I'm not tired, then I'm probably not pushing hard enough | 如果我不累,那我可能不够努力 |
| 211 | for better or for worse. | 无论是好还是坏 |
| 212 | But I do agree with that. | 但我同意这一点。 |
| 213 | I think, you know, you listen to a lot of CEOs, | 我想,你知道,你听 很多CEO, |
| 214 | a lot of major athletes, | 很多主要的运动员, |
| 215 | and I think they all have this disease | 我觉得他们都有这种病 |
| 216 | where they hate losing more than they like winning. | 在那里,他们恨输 超过他们喜欢赢。 |
| 217 | And I definitely feel the same way. | 我绝对也是这么想的 |
| 218 | Yeah, you know, I know you've said like, | 是啊,你知道, 我知道你说过, |
| 219 | you wanna build the number one real estate brokers | 你想建第一房地产经纪人 |
| 220 | in the world. | 在这个世界。 |
| 221 | We were just talking about how that's hard. | 我们只是在谈论 如何很难。 |
| 222 | And then you've also said, | 然后你也说, |
| 223 | I thought that the Netflix intro was incredible by the way, | 我觉得Netflix的介绍是不可思议的, |
| 224 | like I'm coming for everyone, very dramatic. | 就像我为大家而来,非常戏剧化。 |
| 225 | But I was wondering like, | 但我想说 |
| 226 | what makes you so fanatical about what you wanna create? | 是什么让你如此狂热 关于你想创造什么? |
| 227 | You seem like a man on a mission. | 你看起来像一个男人 一个任务。 |
| 228 | Like, why is that? | 为什么? |
| 229 | And like, if somebody else wants to get | 就像,如果别人想得到 |
| 230 | that kind of obsession, what do they do? | 那种痴迷,他们做什么? |
| 231 | I kind of think, why not? | 我想,为什么不呢? |
| 232 | If the opportunity presents itself, | 如果机会出现 |
| 233 | why not go the distance? | 为什么不走远一点? |
| 234 | I almost feel like it's a divine duty. | 我几乎觉得这是神圣的责任 |
| 235 | And we're talking about a very niche industry, by the way. | 顺便说一句,我们说的是一个非常适合的产业。 |
| 236 | Like I'm sitting here saying, | 就像我坐在这里说, |
| 237 | I wanna build the number one real estate firm | 我想建第一房地产公司 |
| 238 | the world has ever known. | 世界已经知道。 |
| 239 | So let's go try, | 让我们去尝试, |
| 240 | because the opportunity is actually there. | 因为机会确实存在。 |
| 241 | We have inbound lead flow. | 我们有进入的铅流。 |
| 242 | We have great growth. | 我们有巨大的成长。 |
| 243 | We're moving incredibly quickly. | 我们移动得很快 |
| 244 | I know how to do it. | 我知道该怎么做。 |
| 245 | I'm not saying, | 我不是说, |
| 246 | I wanna be the number one basketball player in the world. | 我想成为世界第一篮球运动员。 |
| 247 | I tried, I suck at basketball. | 我试过了,篮球很烂 |
| 248 | My dad made me play every single sport known to man. | 我爸让我做男人都知道的一切运动 |
| 249 | My entire childhood. | 我整个童年 |
| 250 | I had to play one season to see if I liked it. | 我不得不玩一个季节 看看我是否喜欢它。 |
| 251 | I was never allowed to quit. | 我从来没有被允许退出。 |
| 252 | And it was the worst. | 这是最糟糕的。 |
| 253 | I went to college, | 我上过大学 |
| 254 | and the only way I could go to college | 只有这样我才能上大学 |
| 255 | is if I took every single class. | 如果我把每一门课。 |
| 256 | I wasn't allowed to just do whatever I wanted. | 我不允许随便做什么 |
| 257 | So micro, macro economics, biology, every lab. | 所以微观,宏观经济学,生物学,每一个实验室。 |
| 258 | It was the absolute worst, | 这是绝对最糟糕的, |
| 259 | but it made me try everything. | 但它让我尝试一切。 |
| 260 | Cause you would always say, | 因为你总是说, |
| 261 | I'd rather you regret the things you did | 我更希望你后悔你的所作所为 |
| 262 | than the things you never tried. | 比起你从未尝试过的事 |
| 263 | And that plays a huge role in my DNA today. | 这在今天的DNA中起了很大的作用。 |
| 264 | So like, why not go for it? | 所以,为什么不去吗? |
| 265 | If I don't make it, at least I tried. | 如果我没成功 至少我试过了 |
| 266 | Well, it's interesting because sometimes I wonder, | 嗯,这很有趣 因为有时我想知道, |
| 267 | I was listening to like Brad Jacobs the other day, | 那天我听得像布拉德·雅各布斯一样 |
| 268 | who wrote how to- | 谁写如何... |
| 269 | How to make a billion bucks. | 如何是百亿宝. |
| 270 | A few billion. | 数十亿. |
| 271 | A few billion bucks. | 数十亿. |
| 272 | Which is such an important three words, you know? | 这三个词很重要 |
| 273 | Like I love the, | 就像我喜欢 |
| 274 | a few billion is something I aspire to say one day. | 几十亿是我有一天想说的 |
| 275 | Yeah, we work with him. | 是的,我们跟他一起工作。 |
| 276 | Oh, you do, interesting. | 哦,你这样做,有趣的。 |
| 277 | Well, you've already closed $10 billion | 你已经结了100亿了 |
| 278 | in transactions in real estate, right? | 在房地产交易,对不对? |
| 279 | Or more than that. | 或更过. |
| 280 | 20. | 20号. |
| 281 | That's an old stat, Daniel, get on that. | 丹尼尔,这是个老问题 |
| 282 | So you've closed 20 billion. | 所以,你关闭了200亿。 |
| 283 | I was curious, like on those days where you're struggling, | 我很好奇,就像那些你挣扎的日子, |
| 284 | you don't want to keep going, you're tired. | 你不想继续走,你累了 |
| 285 | Is there an amount of money | 有钱吗? |
| 286 | that somebody could pay you to make you stop? | 有人会付钱让你停下来吗? |
| 287 | No, I'm not motivated by money. | 不 我没有钱的动机 |
| 288 | Like I've made a lot of money. | 譬如我赚了大钱. |
| 289 | I have no, I would not be here. | 我没有,我不会在这里。 |
| 290 | Like if it was about money for me, | 碞钩琌窥 |
| 291 | like money is a tool and a resource | 就像金钱是一种工具和资源 |
| 292 | to create lasting impact. | 产生持久影响。 |
| 293 | And so I am far more motivated by the lives | 所以我对生活更感兴趣 |
| 294 | of the people that we change on the sales, | 我们所改变的人, |
| 295 | the buy and the sell side, you know, | 买卖方面,你知道, |
| 296 | that we get to work with. | 与我们合作。 |
| 297 | I am motivated by the people we've motivated | 我被我们所激发的人所激发 |
| 298 | through the TV shows. | 通过电视节目。 |
| 299 | Like I know it's insane, | 就像我知道这很疯狂 |
| 300 | but the amount of kids that come to us | 但来到我们身边的孩子数量 |
| 301 | that are standing outside Serhan House in Soho right now, | 现在站在索霍的塞尔汉之家外面 |
| 302 | like literally right now, in the rain, | 就像现在,在雨中 |
| 303 | who are waiting for me or someone else to come in | 等着我或别人进来 |
| 304 | just to let them see it because they are so inspired | 只是让他们看到它,因为他们是如此的灵感 |
| 305 | by what we do that they want to get into real estate | 我们做什么 他们想进入房地产 |
| 306 | for better for worse. | 为了更好的,为了更糟。 |
| 307 | I tell them all to go cure cancer. | 我让他们去治疗癌症 |
| 308 | They don't listen to me. | 他们不听我的 |
| 309 | It's far more motivating than anything else. | 它比其他任何东西都更能激励人心 |
| 310 | I'm motivated by goals, right? | 我被目标激发了 对吧? |
| 311 | So even on the days that I'm tired, | 因此,即使我累了的日子, |
| 312 | I know that I have goals to hit and achieve | 我知道我有 目标与实现 |
| 313 | and I've got to go out there and get them. | 我得出去拿他们 |
| 314 | And I think, you know, | 我觉得,你知道, |
| 315 | I think discipline is defined | 我觉得纪律是明确的 |
| 316 | by doing the things you don't want to do, | 通过做你不想做的事, |
| 317 | which oftentimes is like, I don't know, | 经常是这样,我不知道, |
| 318 | I woke up at 4.30 this morning. | 我早上四点半醒来 |
| 319 | I did not want to. | 我不想这样 |
| 320 | I didn't go to the gym at 5.30 this morning | 我今早5点半没去健身房 |
| 321 | to do deadlifts because, oh my God, I fucking love it. | 因为,哦,我的上帝,我他妈的喜欢它。 |
| 322 | I disliked all of it, but it's the job, you know? | 我讨厌这一切,但这是工作,你知道吗? |
| 323 | Yeah. | 对 |
| 324 | I think the fascinating part about watching people | 我认为这是迷人的部分 关于看人 |
| 325 | on the internet build in public, | 在互联网建设的公众, |
| 326 | which has never been a thing we really got to see before, | 我们以前从未见过这样的事情 |
| 327 | you know, like we didn't see Brad Jacobs on his come up. | 你知道,就像我们没有看到布拉德・雅各布斯 他上来。 |
| 328 | You know, we didn't get to see, | 你知道,我们没有看到, |
| 329 | I always really liked, you know, | 我一直很喜欢,你知道, |
| 330 | hearing about Charlie Munger | 听说查理・曼格的事 |
| 331 | and then hearing about Sam Zell, right? | 然后听说萨姆・泽尔的事 对吧? |
| 332 | And I just never saw them as young guys. | 我从来没有见过他们年轻。 |
| 333 | So it's really interesting to watch you. | 看着你很有趣 |
| 334 | And I think, you know, | 我觉得,你知道, |
| 335 | that's probably why millions of people follow you online. | 这可能是为什么 数百万人跟踪你在线。 |
| 336 | It's also why, like, I think what we're doing | 这也是为什么,喜欢,我想我们在做什么 |
| 337 | is a unique social and media experiment. | 是一个独特的社会和媒体实验。 |
| 338 | I built the number one real estate sales team | 我建了第一房地产销售队 |
| 339 | in the United States on the back of a Bravo TV show. | 在美国的Bravo电视剧背面。 |
| 340 | I started selling real estate through YouTube in 2015, | 2015年开始通过YouTube出售房地产, |
| 341 | when it was stupid. | 当它是愚蠢的。 |
| 342 | By 2019, it was the number one real estate broker | 到2019年,是头号房地产经纪人 |
| 343 | in the United States, right? | 在美国,对不对? |
| 344 | We were doing just over a billion dollars a year | 我们年薪刚过十亿 |
| 345 | without a whole lot of tools and resources. | 没有很多工具和资源。 |
| 346 | So I blew up my life, started my own company, | 所以我毁了我的生活 创办了自己的公司 |
| 347 | and now we're building the company on the back of Netflix. | 现在我们在Netflix的后面建公司 |
| 348 | And if I can do it, | 如果我能做到这一点, |
| 349 | I get excited about what phase three then looks like, | 我对第三阶段的样子很兴奋 |
| 350 | but people do get to really watch the journey. | 但人们确实可以真正看路 |
| 351 | I've been on a reality TV show | 我上过真人秀 |
| 352 | doing exactly what I do today, | 做我今天所做的一切, |
| 353 | just at a little bit of a higher level every year, | 只是每年稍高一点, |
| 354 | since 2012. | 自2012年以来。 |
| 355 | So you can go back and you can watch | 这样你就可以回去看 |
| 356 | Million Dollar Listing New York, Season One, | 纽约上市,季节 一个 |
| 357 | March of 2012, and I am just a boy, | 2012年3月,我只是个男孩 |
| 358 | like going on dates. | 就像约会一样 |
| 359 | I'm like, it's a lot. | 我很喜欢,这是很多。 |
| 360 | To today, if you really just wanna see, | 今天,如果你真的想看的话 |
| 361 | how does a kid who has no idea what he's doing | 一个不知道自己在做什么的孩子 |
| 362 | just do it anyway? | 反正还是这样? |
| 363 | You know, it's one of my favorite parts | 你知道,这是我最喜欢的一部分 |
| 364 | because I remember when I first started getting | 因为我记得当我开始得到 |
| 365 | on the internet, let's call it like three or four years ago, | 在互联网上,让我们称之为 像三四年前, |
| 366 | people were like, you're out of your fucking mind. | 人们都说,你疯了 |
| 367 | Like if you really own all these businesses, | 就像如果你真的拥有这些生意 |
| 368 | if you're in private equity, | 如果你是私募资产 |
| 369 | if you actually went to Georgetown and Goldman, | 如果你真的去了乔治城和高曼, |
| 370 | why would you get online and do TikToks? | 你为什么上网和做TikToks? |
| 371 | What kind of idiot retail investor are you? | 你是什么样的白痴零售投资者? |
| 372 | But I think what's fascinating is like, | 但我认为有趣的是, |
| 373 | I kind of love that you don't take yourself very seriously. | 我有点喜欢你不认真对待自己 |
| 374 | Like you'll sprint in houses, you'll make fun of yourself. | 就像在屋里冲刺一样,会取笑自己. |
| 375 | You literally have your employees. | 你确实有你的员工。 |
| 376 | I saw one where like jumping out of like, I don't know, | 我看见一个喜欢跳出喜欢, 我不知道, |
| 377 | jumping out of like the top of cubicles | 跳出像 公寓的顶部 |
| 378 | on top of you in the elevator. | 放在电梯里 |
| 379 | Yeah, that happened. | 是啊,发生了。 |
| 380 | I was wondering, did anyone ever try to tell you | 我在想,有没有人想告诉你 |
| 381 | you wouldn't be taken seriously | 你不会被当回事 |
| 382 | if you joked on the internet? | 如果你在互联网上开玩笑? |
| 383 | See, yeah, this morning. | 见,是的,今天早上。 |
| 384 | What are you talking about? | 你在说什么? |
| 385 | Like every day. | 譬如诸天. |
| 386 | There are three buckets of my audience. | 有三桶我的观众。 |
| 387 | One bucket are super fans. | 一桶是超级粉丝。 |
| 388 | They're inspired, they're aspired. | 他们受到启发,他们向往。 |
| 389 | They love what we do. | 他们喜欢我们做的事 |
| 390 | Another bucket doesn't care, doesn't know, | 另一个桶不在乎,不知道, |
| 391 | doesn't affect them. | 不影响他们。 |
| 392 | Bucket 3讨厌我。 | |
| 393 | And it's jealousy, right? | 这是嫉妒,对不对? |
| 394 | It's a little bit of the peanut butter and jelly. | 花生酱和果冻的一点. |
| 395 | And it's because we've been able to create | 因为我们创造了 |
| 396 | a large business on the back | 背着一个大生意 |
| 397 | of what they talked poorly about. | 他们谈的不好 |
| 398 | And it's hard to take words back | 很难收回那些话 |
| 399 | when they're written in permanent ink on the internet. | 当他们在互联网上被写成永久的墨水。 |
| 400 | And I think it's okay. | 我觉得这没关系。 |
| 401 | I think that when people talk about me, | 我想当人们谈论我时 |
| 402 | they do it because when they talk about themselves, | 他们这样做是因为当他们谈论自己时, |
| 403 | no one listens. | 没有人听。 |
| 404 | It's tough. | 难曰. |
| 405 | And I think everybody feels that way about haters. | 我想每个人都这么认为仇恨者。 |
| 406 | Like they feel like, hey, I'm not gonna care. | 就像他们觉得,嘿,我不在乎。 |
| 407 | It's not gonna get to me. | 它不会得到我。 |
| 408 | And then you have it happen to you. | 然后你就发生了 |
| 409 | And it's quite hard, I think, actually, at least for me. | 我觉得这很困难 至少对我来说 |
| 410 | If somebody, I've definitely had the moments on the internet | 如果有人,我肯定有 时间在互联网上 |
| 411 | where it feels like everybody, | 感觉就像大家一样 |
| 412 | I know nobody actually cares about me, | 我知道没人真正关心我 |
| 413 | but I've had a moment where I'm like, | 但我有一个时刻 我喜欢, |
| 414 | ah, everybody's hating on me on the internet. | 网友都讨厌我 |
| 415 | So for people out there listening, | 所以,对于人们在那里听, |
| 416 | how do you stop caring what the haters think? | 你怎么不关心那些仇恨者的想法? |
| 417 | Do you have a practice you do? | 你有练习吗? |
| 418 | Were you just born gray hair, don't care? | 你只是天生的灰发,不在乎吗? |
| 419 | Gray hair, don't care. | 灰色头发,不管。 |
| 420 | New tagline? | 新的标签线? |
| 421 | New tagline, yeah. | 新的标签线,是的。 |
| 422 | The real house husbands of New York, gray hair, don't care. | 纽约真正的丈夫,灰色头发,不在乎。 |
| 423 | What other people think | 别人怎么想 |
| 424 | affects no part of my working minutes. | 影响我工作时间的任何部分。 |
| 425 | So it doesn't really do anything to me. | 所以它真的没有对我做任何事情。 |
| 426 | Like for someone on the internet | 就像互联网上的人 |
| 427 | to say something bad about you, | 说你的坏话, |
| 428 | I actually feel bad for them | 我其实很同情他们 |
| 429 | because I just know how awesome I am. | 因为我知道我有多棒 |
| 430 | Like I'm just like, man, this person needs a friend. | 就像我一样,伙计,这个人需要一个朋友。 |
| 431 | I've never spoken poorly about most people, | 我从来没有说过很多不好的人, |
| 432 | definitely not on the internet, | 绝对不在互联网上 |
| 433 | because I have a job and I just don't act that way. | 因为我有工作,但我不这样做。 |
| 434 | I think the moment people stop talking poorly about you | 我想当人们不再谈论你的时候 |
| 435 | is the moment I'm probably gonna have a problem, | 那一刻,我可能会有一个问题, |
| 436 | because it just means I'm not doing anything | 因为它只是表示 我什么也没做 |
| 437 | and I'm not doing things right. | 我做错事了 |
| 438 | In a day, I mean, we run four businesses, | 在一天,我的意思是,我们经营四个企业, |
| 439 | but I'm mostly known for selling unaffordable real estate | 但我以卖不起的地产闻名 |
| 440 | to the 1% of the 1%. | 到1%的1%。 |
| 441 | It's easy to hate on that. | 以此为恨易. |
| 442 | I totally get it. | 我完全明白这一点。 |
| 443 | I totally, totally understand | 我完全,完全理解这一点 |
| 444 | where that negative sentiment's gonna come from, | 那种负面情绪会从哪里来 |
| 445 | but I also appreciate the fact | 但我也很感激这个事实 |
| 446 | that I also came from a point where I had no money. | 我也从一个没有钱的地方来 |
| 447 | And instead of looking up and getting angry, | 而不是抬头看和生气, |
| 448 | I looked up and said, that could be me too. | 我抬头看,说, 这可能是我。 |
| 449 | Let me just do it my way. | 让我按我的方式做 |
| 450 | That's so good. | 赞曰. |
| 451 | Yeah, you have something called the orchid test, | 是啊,你有一个叫兰花测试, |
| 452 | which made me laugh out loud and want to do it immediately. | 这让我大笑,想马上做 |
| 453 | Can you tell us about that? | 你能告诉我们吗? |
| 454 | The orchid trick, yeah. | 兰花戏法,是的。 |
| 455 | That's what it was. | 这就是它是什么。 |
| 456 | Yes, it's how to handle rejection, | 是的,这是如何处理拒绝, |
| 457 | because I get rejected all day long. | 因为我一天到晚都被拒绝 |
| 458 | My number one job is to fail. | 我的头号工作就是失败 |
| 459 | The more I'm pitching, the more I lose. | 我投得越多,我输得越多 |
| 460 | So I want to take as many swings as bad as possible, | 所以我想尽可能多地挥棒 |
| 461 | pitching agents, employees, deals, TV shows. | 投手 员工 交易 电视节目 |
| 462 | Like, Only Manhattan on Netflix was not the first show | 喜欢,只有曼哈顿 在Netflix不是第一个节目 |
| 463 | that I pitched outside of Million Dollar Listing New York. | 我投注在百万美元 上市纽约。 |
| 464 | I think it was like the 70th. | 我觉得这就像70号。 |
| 465 | So that's 69 nos to get to that one win, | 因此,这是69诺 得到这一个赢, |
| 466 | and it was just on that other side. | 就在另一边 |
| 467 | And so when people reject me, my go-to, | 所以,当人们拒绝我, 我的去, |
| 468 | because I just know how great I am, | 因为我知道我有多伟大, |
| 469 | and I feel so instinctually bad | 我本能地觉得很糟 |
| 470 | for the person who's rejected me, | 对于拒绝我的人, |
| 471 | because I know what they're about to go through | 因为我知道他们要经历什么 |
| 472 | with someone else, that I send them an orchid | 我送兰花给他们 |
| 473 | the same way you would to send to somebody | 就像你送给别人一样 |
| 474 | who has lost a loved one. | 他失去了一个爱人。 |
| 475 | And I write a little note that just says, | 我写了一个小字条 上面说 |
| 476 | thank you so much for the opportunity, | 谢谢你给我这个机会 |
| 477 | and I'm sorry for your loss. | 我对你的损失感到遗憾。 |
| 478 | And what do those of you sent out, do you think? | 你们派来的人是什么? |
| 479 | Oh, 2,000. | 哦,2000块。 |
| 480 | What? | 你说什么? |
| 481 | That's insane. | 这是疯了。 |
| 482 | Do you own the flower company too? | 花公司也是你的吗? |
| 483 | No. | 没有 |
| 484 | No, I just really like investing in florist shops. | 不,我只是真的很喜欢投资 花店。 |
| 485 | That's my assistant. | 这是我的助手。 |
| 486 | So I send two things. | 所以我寄了两样东西 |
| 487 | I send a book in a box, and I send orchids. | 寄书入箱,寄兰花. |
| 488 | So when things go well, I have a company book. | 所以,当事情顺利, 我有一本公司书。 |
| 489 | We update it every year. | 我们每年都更新它。 |
| 490 | It's an actual book. | 实录一卷. |
| 491 | I think physical things are okay. | 我觉得身体上的东西是好的。 |
| 492 | It's in a little box. | 它在一个小盒子里。 |
| 493 | It's our company, Cobalt Blue, | 这是我们的公司 蓝钴 |
| 494 | and we write in a silver pen that says, | 我们用银笔写道: |
| 495 | thank you so much for the opportunity. | 谢谢你给我这个机会 |
| 496 | See you on Tuesday. | 星期二见 |
| 497 | Or little things like, | 或者,小东西,比如, |
| 498 | it was so great talking to you 17 minutes ago, | 17分钟前跟你聊天真好 |
| 499 | really looking forward to meeting you in six months. | 真的很期待六个月后见到你 |
| 500 | Little notes like that, | 这样的小笔记 |
| 501 | that just pique the ears just a little bit, | 那只是刺耳朵 只是一点点, |
| 502 | and I'll send that book. | 我会寄那本书 |
| 503 | When I don't get the deal, | 当我得不到交易, |
| 504 | we have put florist kids through college for sure. | 我们肯定让花生上大学了 |
| 505 | You know what nobody tells new owners? | 你知道没人告诉新主人什么吗? |
| 506 | Your first win feels amazing. | 你第一次赢球感觉棒极了 |
| 507 | Until you realize one accident, one dispute, | 直到你意识到一个事故 一个纠纷 |
| 508 | one oops moment can wipe the whole thing out. | 一瞬间就能把一切都抹掉 |
| 509 | Smart owners don't wait for the disaster story. | 聪明的主人不等待灾难的故事。 |
| 510 | They protect what they're building. | 他们保护着自己正在建设的东西. |
| 511 | That's why I like Next Insurance. | 这就是为什么我喜欢下一个保险。 |
| 512 | It's stupid simple. | 很简单 |
| 513 | You hop online, answer a few questions, | 你在网上跳,回答几个问题, |
| 514 | and boom, instant coverage | 和繁荣,即时报道 |
| 515 | built specifically for your business. | 专为您的业务而建。 |
| 516 | No paperwork, no phone calls, no please hold. | 没有文件 没有电话 请稍等 |
| 517 | And here's the kicker. | 这是踢球手 |
| 518 | You get an instant certificate of insurance, | 你立即得到一份保险证明 |
| 519 | so you never lose a job waiting on admin. | 所以,你永远不会失去一个工作 等待管理员。 |
| 520 | Policies start at 29 bucks a month, | 每月29美元开始保险 |
| 521 | and they cover 1,300 business types, | 它们涵盖1300种商业类型, |
| 522 | contractors, creators, consultants, cleaning crews, | 承包商、创造者、顾问、清洁人员、 |
| 523 | all of it. | 所有这一切。 |
| 524 | Owners take risks, | 业主承担风险, |
| 525 | but smart owners protect themselves while they take them. | 聪明的主人会保护自己 当他们带走。 |
| 526 | So check out Next Insurance | 所以看下一个保险 |
| 527 | and get covered in minutes at nextinsurance.com slash Cody. | 几分钟后在下个保险店盖上保险 |
| 528 | I want to talk about that | 我想谈谈 |
| 529 | because you close deals all the time. | 因为你总是关上生意 |
| 530 | You're closing, I mean, we see them on the internet. | 你快关门了 我们在网上看到他们了 |
| 531 | You're running through these huge pads, | 你穿过这些巨大的垫子, |
| 532 | but you're probably closing somewhere in your business, | 但你可能要关门了 |
| 533 | I would assume, millions if not tens of millions of dollars | 我想,如果不是几千万美元的话,数百万美元 |
| 534 | every single day. | 每一天都这样 |
| 535 | How do you get a stranger to trust you? | 你怎么让陌生人相信你? |
| 536 | Like give us the Ryan Serhant secrets to sales. | 就像把瑞恩·瑟汉特的秘密告诉我们 |
| 537 | The number one thing to get a stranger to trust you | 让陌生人信任你的第一 |
| 538 | is first, use the two Cs. | 首先,使用两个C。 |
| 539 | So no one trusts anybody. | 所以没人相信任何人 |
| 540 | You immediately give the person a compliment | 你马上给那个人一个赞美 |
| 541 | and it has to be authentic, right? | 它必须是真实的,对不对? |
| 542 | And then you find something in common | 然后你发现一些共同点 |
| 543 | and it can be physical, right? | 它可以是物理的,对不对? |
| 544 | Like you complimented me on all black | 就像你赞美我一样 |
| 545 | because you're an all black and now we're talking. | 因为你是个黑人 现在我们在谈 |
| 546 | I appreciate you taking notice of my outfit, right? | 谢谢你注意到我的衣服,对吧? |
| 547 | I could compliment you on earrings, makeup, | 我可以恭维你的耳环,化妆, |
| 548 | color of eye shadow, right? | 眼影的颜色,对不对? |
| 549 | It pops, eyes look great, outfit, pinstripe, super cool. | 它会弹出,眼睛看起来很好, 衣服,针刺,超级酷。 |
| 550 | And we're both doing this podcast | 我们两个都做播客 |
| 551 | and now we're talking about business. | 现在谈生意 |
| 552 | My sister has a ranch in Austin. | 我姐姐在奥斯汀有个牧场 |
| 553 | Now we can talk about Austin. | 现在我们可以谈谈奥斯汀 |
| 554 | We can go down to Texas. | 我们可以去德州 |
| 555 | I'm from Houston and now we're talking, okay? | 我来自休斯顿,现在我们说话,好吗? |
| 556 | And then the flip side to that | 然后翻过来 |
| 557 | is to always say no to something. | 总是对某事说不 |
| 558 | People don't trust yes men or yes women. | 人们不相信是男人或是女人 |
| 559 | They do trust when you pull things away or you say no. | 他们相信,当你把事情拉走,或者说不。 |
| 560 | Like I flew with a billionaire to Palm Beach | 就像我和亿万富翁飞到棕榈滩 |
| 561 | 当COVID开始。 | |
| 562 | Before I knew that there was gonna be | 之前,我知道,这是要去 |
| 563 | COVID 住房市场, | |
| 564 | I just thought everyone was, it was all over, right? | 我只是觉得大家都结束了,对吧? |
| 565 | And then people in New York started saying, | 然后纽约的人开始说 |
| 566 | well, I have to live somewhere. | 好吧,我必须住的地方。 |
| 567 | A lot of wealth had been created | 创造了很多财富 |
| 568 | and I flew with this person, he didn't trust me. | 我和这个人一起飞行 他不信任我 |
| 569 | It's worth a couple billion dollars. | 值数十亿. |
| 570 | Says his budget is 20 to 30 million. | 说他的预算是两千万到三千万 |
| 571 | And I hadn't really done real estate in Palm Beach yet | 我还没有在棕榈滩做房地产 |
| 572 | at that time. | 那时。 |
| 573 | And so the first house I could get him into | 所以第一个房子我可以让他进入 |
| 574 | was asking $140 million. | 一亿四千万 |
| 575 | And he asked me why I brought him there. | 他问我为什么带他去那 |
| 576 | I got really nervous, pit in my stomach. | 我非常紧张,肚子里有坑 |
| 577 | This isn't, I'm sorry, I shouldn't do this. | 这不是,对不起,我不应该这样做。 |
| 578 | And he said, it's amazing, I want it. | 他说,这是惊人的,我想要它。 |
| 579 | But he doesn't trust me, barely knows me. | 但他不信任我 几乎不认识我 |
| 580 | The way to not get trust is to say, awesome, great. | 不被信任的方式是说,真棒,棒极了。 |
| 581 | I knew you were gonna love it. | 我知道你会喜欢的 |
| 582 | This house is beautiful. | 这房子很漂亮 |
| 583 | It has an aquarium for human beings. | 它有一个人类的水族馆。 |
| 584 | It's the most expensive home ever sold | 这是有史以来最贵的房子 |
| 585 | in the history of Florida, let's go do it. | 在佛罗里达州的历史, 让我们去做到这一点。 |
| 586 | No trust. | 没有信任 |
| 587 | So the first thing I did is I said, no, | 所以我第一件事就是说,不, |
| 588 | I'm sorry I took you here. | 对不起,我带你来这里。 |
| 589 | It's far outside your budget, we're gonna leave. | 它远远超出你的预算, 我们要离开。 |
| 590 | Let's leave, we'll talk about it in the car. | 走吧,我们到车里谈 |
| 591 | Took him to another house, $53 million, | 带他到另一个房子,5300万美元, |
| 592 | projectile vomits in the lobby. | 大厅里有呕吐物 |
| 593 | Go to another house, $30 million, | 去另一个房子,三千万 |
| 594 | won't get out of the house, won't get out of the car, sorry. | 不会出门,也不会下车,对不起。 |
| 595 | Because what I showed him through my wow moment | 因为我用我的哇的瞬间给他看的 |
| 596 | with the first deal was just too perfect. | 第一个交易太完美了 |
| 597 | And the trust was built there | 信任就在这里建立 |
| 598 | because I was willing to walk away | 因为我愿意离开 |
| 599 | and I was willing to not do the deal, right? | 我愿意不做交易,对不对? |
| 600 | It's like at a bar, I'm willing to not go home | 就像在酒吧一样 我愿意不回家 |
| 601 | because I actually do like you | 因为我真的喜欢你 |
| 602 | and I want you to trust me and I'm a good guy. | 我要你相信我,我是个好人 |
| 603 | So let's talk later. | 晚点再说吧 |
| 604 | All of a sudden it's like, I don't understand what to do. | 突然之间,我不明白该怎么办 |
| 605 | Smart. | 聪明 |
| 606 | And so, yeah, every sale has three P's | 所以,是的,每个销售 有三个P's |
| 607 | through the negotiation. | 通过谈判。 |
| 608 | You push, you pull, or you persist. | 你推,你拉,或者你坚持。 |
| 609 | Sometimes it's an amalgamation of the three. | 时有三合合. |
| 610 | Sometimes, like in that instance, it was just pull. | 有时候,就像那样,它只是拉。 |
| 611 | You have an incredibly wealthy person in front of you. | 你面前有个非常富有的人 |
| 612 | They don't need to be pushed. | 他们不需要被推。 |
| 613 | You don't really need to persist, they're right there. | 你不需要坚持,他们就在那里。 |
| 614 | Wealthy people, their number one asset is their time. | 富人,他们的头号资产是他们的时间。 |
| 615 | So they're gonna be moving way faster than you are | 所以,他们会移动的速度比你快 |
| 616 | most of the times. | 大部分时间。 |
| 617 | The number one thing to do is just to pull. | 首要任务就是拉 |
| 618 | Let's not do it. | 师便打. |
| 619 | I don't wanna do the deal. | 我不想做这个交易。 |
| 620 | This makes me uncomfortable. | 这让我不舒服。 |
| 621 | I don't want you to hate me. | 我不想让你恨我。 |
| 622 | Let's not do it. | 师便打. |
| 623 | Let me show you something else. | 我给你看点别的 |
| 624 | And then you make it their idea to move forward. | 然后,你把想法 推进。 |
| 625 | So clever. | 真聪明 |
| 626 | Yeah, it's funny. | 是啊,这很有趣。 |
| 627 | We own all of these service-based businesses, right? | 我们拥有所有这些以服务为基础的企业,对不对? |
| 628 | Like window cleaning. | 譬如净窗. |
| 629 | Actually, I should be pitching you | 其实,我应该投你 |
| 630 | on why we should be your services for a bunch of years. | 关于为什么我们应该做你的服务 几年。 |
| 631 | Window cleaning, nice. | 窗户清洁,不错。 |
| 632 | Yeah, we own a, it's called Pinks. | 是的,我们拥有一个, 它叫粉红色。 |
| 633 | It's actually very cool. | 这其实很酷。 |
| 634 | It's like 170 locations across the US. | 整个美国有170个地方 |
| 635 | The whole home service franchise is about 800. | 整个家庭服务特许权约800个。 |
| 636 | And so window cleaning, painting companies, | 因此,窗户清洁, 绘画公司, |
| 637 | garage installation, et cetera. | 车库安装等. |
| 638 | But what's fascinating is we found | 但有趣的是我们找到了 |
| 639 | for a bunch of our new franchise owners, | 给一帮新的特许业主, |
| 640 | their biggest issue was wallet share. | 他们最大的问题是钱包份额。 |
| 641 | So they always assumed that people would never pay | 所以他们总是认为人们永远不会付钱 |
| 642 | for things that they wouldn't pay for. | 他们不会付钱的 |
| 643 | They're like, this is, I can't picture it | 他们就像,这是, 我不能想象它 |
| 644 | because I can't pay for it. | 因为我付不起钱 |
| 645 | Somebody else, there's no way they're going to. | 别人,他们不可能去。 |
| 646 | And so it's been really interesting trying to break | 所以它一直很有趣 试图打破 |
| 647 | a lot of the team of this idea that rich people | 许多团队 这个想法的富人 |
| 648 | actually have a lot of money and they want you | 其实有很多钱 他们想要你 |
| 649 | to give them a service. | 给他们一个服务。 |
| 650 | And so what do you tell, I've seen lots | 那你怎么说 我见过很多 |
| 651 | of your real estate agents, | 你的房地产经纪人, |
| 652 | but a lot of them don't come from money. | 但很多不是钱来的 |
| 653 | Like they're hustlers. | 就像他们是个骗子 |
| 654 | How do you get them to understand what it takes | 你怎么让他们明白它需要什么 |
| 655 | to sell to rich people and to break out | 出售给富人,然后突围 |
| 656 | of what might be their wallet instead? | 他们的钱包是什么? |
| 657 | What wealthy people are paying for | 有钱人付出的代价 |
| 658 | is not information or access, it's confidence. | 这不是信息或访问, 这是信心。 |
| 659 | And confidence is currency. | 信心就是货币。 |
| 660 | They want to know that when you tell them to do something | 他们想知道,当你告诉他们做一些事情 |
| 661 | or you tell them not to do something | 或者你告诉他们不要做一些事情 |
| 662 | that they're going to believe it | 他们会相信的 |
| 663 | because they can pay for whatever information | 因为他们可以支付任何信息 |
| 664 | or whatever access they want. | 或任何他们想要的进入。 |
| 665 | And they could probably buy this house in front of them | 他们可能在他们面前买下这房子 |
| 666 | or this car or this watch. | 或这个车或这个表。 |
| 667 | And if it was a bad deal, | 如果这是个坏交易, |
| 668 | it's not going to change their life in any way, shape or form. | 它不会改变他们的生活 以任何方式,形状或形式。 |
| 669 | But when you have confidence in what you know | 但当你对你所知道的有信心 |
| 670 | and how you position this in their life, right? | 以及你如何定位 在他们的生活中,对不对? |
| 671 | That confidence is the energy currency | 这种信心就是能量货币 |
| 672 | that will help that person make decisions with you. | 那会帮助那个人跟你做决定 |
| 673 | And then they will be loyal to you | 然后他们会忠于你 |
| 674 | for the rest of your career, right? | 你剩下的职业生涯,对不对? |
| 675 | Billionaire class is that bullseye, | 亿万富翁的班级就是那个牛眼 |
| 676 | but they are protected | 但他们受到保护 |
| 677 | by six rings of sphere of influence, right? | 由六环势力范围,对不对? |
| 678 | From advisors to family to friends to assistants | 从顾问到家人、朋友到助手 |
| 679 | to bankers to the outermost ring of vendors. | 银行家到最外层的摊贩圈。 |
| 680 | So who is somebody that has already broken through | 那么谁是已经突破了 |
| 681 | and gotten their trust to get their share of wallet? | 并得到了他们的信任 得到他们的份额钱包? |
| 682 | That's interior designers, contractors, attorneys. | 那是室内设计师 承包商 律师 |
| 683 | We were just talking about divorce attorneys, right? | 我们只是在谈论离婚律师 对吧? |
| 684 | As state attorneys and so on, | 作为州检察官等 |
| 685 | those people have a shared commercially aligned interest | 这些人有着共同的商业利益 |
| 686 | with what we do. | 与我们做什么。 |
| 687 | And so the way to get to the bullseye | 所以,去牛眼的方法 |
| 688 | isn't to go to the bullseye and sit there and say, | 不是去牛眼 并坐在那里说, |
| 689 | hey, come work with me. | 跟我来 |
| 690 | It's to get to the people | 是为了接近人民 |
| 691 | where you have a commercially aligned interest | 拥有商业利益 |
| 692 | and then you can have share of trust | 然后你可以分享信任 |
| 693 | while getting to share of wallet. | 在分享钱包时。 |
| 694 | And we teach salespeople to do that. | 我们教推销员这样做。 |
| 695 | It is not easy, but once you learn | 这不容易,但一旦你学会了 |
| 696 | how to create those conversations | 如何创建这些对话 |
| 697 | and build those relationships, | 并建立这些关系, |
| 698 | you can build an uncapped life. | 你可以建立无封顶的生活。 |
| 699 | It's incredible. | 不可思议. |
| 700 | It's why I really like that you have the education company | 这就是为什么我真的很喜欢你 有教育公司 |
| 701 | because I know everybody thinks | 因为我知道每个人都认为 |
| 702 | that education has a sheen on it. | 教育上面有头巾 |
| 703 | They think if you could do, you do. | 他们认为如果你能做到,你做到了。 |
| 704 | And if you can't do, you teach. | 且道若不能行则教. |
| 705 | But I think it's a real gift to give people | 但我认为这是 真正的礼物给人们 |
| 706 | the secrets that you learn over 10, 15 years | 你十、十五年来学到的秘密 |
| 707 | of being in real estate. | 在房地产。 |
| 708 | And so I guess in that instance, | 所以我猜,在这种情况下, |
| 709 | with these real estate agents that come in for you, | 这些房地产经纪人来找你, |
| 710 | I'm sure you have interviewed thousands | 我敢肯定,你已经采访了成千上万 |
| 711 | and you've probably seen thousands across the years. | 你可能见过几千年了 |
| 712 | What did like the top 1% do? | 最上1%的人喜欢做什么? |
| 713 | And that maybe even the 99% would think is unreasonable. | 也许99%的人会觉得不合理 |
| 714 | The top 1% of salespeople just don't quit. | 前1%的销售人员只是不退出。 |
| 715 | The only way to be in the top 1%, | 唯一的办法 进入前1%, |
| 716 | hard work trumps luck when luck doesn't work hard. | 辛勤工作胜过运气 当运气不努力。 |
| 717 | And so they just show up day in and day out. | 他们日复一日地出现 |
| 718 | They understand their job is to lose | 他们明白他们的工作就是输 |
| 719 | and slowly but surely the wins start to outpace the losses. | 胜利开始慢慢地超过损失 |
| 720 | And then you compound and you compound. | 然后,你复合,你复合。 |
| 721 | They're also relentless with follow-up, right? | 他们也坚持不懈地跟踪,对不对? |
| 722 | And they have pretty great memories or systems | 他们有相当伟大的记忆或系统 |
| 723 | and processes in place to make sure that they follow up | 和现有进程,以确保采取后续行动 |
| 724 | and follow through and follow back with everything | 然后随心所欲 |
| 725 | they say they're gonna do with every person that they meet. | 他们说,他们要去做 每个人,他们遇见。 |
| 726 | And they also understand too, like in negotiations, | 他们也明白 就像在谈判中 |
| 727 | like they do like what I just talked about in Palm Beach. | 就像他们喜欢我刚才在棕榈滩上说的一样 |
| 728 | Like the number one negotiation tactic is silence. | 就像头号谈判策略是沉默 |
| 729 | Silence is violence. | 沉默就是暴力。 |
| 730 | There's nothing that drives a wealthy person crazier | 没有什么能让有钱人更疯狂 |
| 731 | than not responding. | 而不是不回应。 |
| 732 | And I see it with me. | 与我同见. |
| 733 | There is nothing that drives me crazier | 没有什么能让我更疯狂 |
| 734 | than when Danny doesn't respond to my text messages. | 比丹尼不回我的短信时还要好 |
| 735 | Like I just lose my mind with everybody that works for me, | 就像我和所有为我工作的人一样 |
| 736 | that doesn't respond in time. | 无法及时回应 |
| 737 | And I know my clients are the same way | 我知道我的客户也是这样 |
| 738 | because when they want something, they want it. | 因为当他们想要的东西, 他们想要它。 |
| 739 | How dare you not respond? | 你竟敢不回应? |
| 740 | So you have to respond in real time or don't, | 所以,你必须实时回应或不回应, |
| 741 | go get another job. | 去找另一份工作。 |
| 742 | Yeah, it's a good point. | 是啊,这是个好主意。 |
| 743 | I mean, I think the richer you are, | 我是说,我觉得你越有钱, |
| 744 | the faster you move on average. | 平均移动得越快 |
| 745 | And the one thing I've always found | 而我一直发现的一件事 |
| 746 | with knowing as many billionaires as we've gotten | 我们认识的亿万富翁 |
| 747 | to know over the years is like, | 多年来,你知道,就像, |
| 748 | they're just faster than anybody imagines. | 他们比别人想象的要快 |
| 749 | I think a lot of times people think they're always smarter. | 我认为很多时候人们都认为自己总是比较聪明. |
| 750 | I'm not sure that's always the case, | 我不确定总是这样 |
| 751 | but like they don't waste time at all. | 但他们不会浪费时间 |
| 752 | And you've actually talked about this. | 你其实已经谈过了 |
| 753 | You've talked about how like you can't get | 你说过你得不到什么 |
| 754 | some of your billionaire clients on the phone. | 你的一些亿万富翁客户在电话上。 |
| 755 | They're like, the thing is, I don't get on the phone. | 他们喜欢,事情是, 我不打电话。 |
| 756 | And so do you have any weird quirks like that? | 所以,你有什么怪怪的怪胎吗? |
| 757 | Like, will you not do voice notes? | 喜欢,你会不会做语音笔记? |
| 758 | I like, you know, Andreessen, Mark Andreessen's comment | 我喜欢,你知道,安德烈森,马克·安德烈森的评论 |
| 759 | of like voice notes are violence. | 声音笔记就是暴力 |
| 760 | I think like it's a one way street. | 我认为这是一条路。 |
| 761 | Don't give them to me. | 别给我 |
| 762 | I don't want one. | 我不想要一个。 |
| 763 | You got anything like that? | 你有类似的东西吗? |
| 764 | I don't send people voice notes, | 我不给别人发语音留言 |
| 765 | but I do record my own voice notes. | 但我会录下自己的声音 |
| 766 | And then I'll listen to them on the way to work, right? | 然后,我会听他们 在上班的路上,对不对? |
| 767 | Motivational quotes? | 动机引证? |
| 768 | Yeah, I just talked to myself like, | 是啊,我只是说自己喜欢, |
| 769 | you got this right guy. | 你找对人了 |
| 770 | You can do it, buddy. | 你可以做到这一点,伙计。 |
| 771 | No, just like, instead of having to type, | 不,只是喜欢, 而不是不得不打字, |
| 772 | everything I do now is voice. | 我现在做的都是声音 |
| 773 | Our AI service is all voice. | 我们的人工智能服务就是声音 |
| 774 | Everything is voice. | 一切都是声音 |
| 775 | And so I'll just talk about ideas | 所以我只谈一些想法 |
| 776 | so that I just don't forget them | 以免我忘记他们 |
| 777 | to remind myself to put them into action. | 提醒我把它们付诸行动。 |
| 778 | Billionaires text more than 13 year old girls. | 亿万富翁十三多岁少女短信. |
| 779 | They just do for two reasons. | 他们这样做有两个原因。 |
| 780 | First reason is it saves time. | 第一个原因是它节省了时间。 |
| 781 | And they know that if you try to get them on the phone, | 他们知道如果你试图让他们打电话, |
| 782 | what are you gonna do? | 你要怎么办? |
| 783 | You're just gonna try to convince them. | 你只是想说服他们 |
| 784 | And if you can't convince them in writing, | 如果你无法用书面说服他们 |
| 785 | you're not good enough. | 你不够好。 |
| 786 | So that's one. | 所以这是一个。 |
| 787 | Two is so that it's in writing. | 二是故以文为体. |
| 788 | So you can't go back and say, well, we talked about that. | 所以你不能回去说 我们谈过了 |
| 789 | Remember when we had that conversation, | 记得我们谈话时 |
| 790 | we did this, we did this, they can just scroll. | 我们这样做,我们这样做, 他们可以只是滚动。 |
| 791 | Anyone who has become that wealthy | 任何有钱人 |
| 792 | has gone through litigation and text messages | 已经通过诉讼和短信 |
| 793 | and emails are admissible in court. | 并且法院可受理电子邮件。 |
| 794 | And so you just always have to be careful | 所以你总是要小心 |
| 795 | that if you say it right, you can forget it. | 如果你说对了 你可以忘记它 |
| 796 | If you write it, you can regret it. | 若写此经可悔. |
| 797 | And incredibly wealthy people get that. | 和令人难以置信的富有的人得到这一点。 |
| 798 | Let's talk about hiring. | 让我们谈谈雇用问题。 |
| 799 | So you're bringing a bunch of people on board. | 所以你要带一群人上船 |
| 800 | Lots of people wanna work for you. | 很多人想为你工作 |
| 801 | I saw the office. | 我看见办公室了 |
| 802 | It's amazing. | 不可思议. |
| 803 | You've got your Sirhant all over the sides of it. | 你已经得到了你的Sirhant 在它的两边。 |
| 804 | It's a cool building. | 清凉楼. |
| 805 | You've got people lining up. | 有人排队了 |
| 806 | How do you determine if somebody's an A player or not? | 你如何确定某人是否是玩家? |
| 807 | Somebody should work for Ryan. | 应该有人为瑞安工作 |
| 808 | I would assume you only want as many A players as you can. | 我想你只想要尽可能多的A级选手 |
| 809 | How can you tell? | 你怎么看出来? |
| 810 | We haze them physically. | 我们让他们身体蒙羞。 |
| 811 | Yeah. | 对 |
| 812 | If you can't take a punch, you can't work here. | 若不能受一拳,则不能在这里工作. |
| 813 | You can't do that in New York. | 你不能在纽约这么做 |
| 814 | Texas, we're fine. | 德克萨斯,我们很好。 |
| 815 | You guys are soft. | 你们是软的。 |
| 816 | Listen, I hire first and foremost for intelligence. | 听着,我首先为情报工作 |
| 817 | If I have someone who's incredibly smart in front of me, | 如果我面前有一位非常聪明的人 |
| 818 | even if they don't have the resume, | 即使他们没有简历 |
| 819 | if they don't have the backing, | 如果他们没有支持, |
| 820 | if they don't have the experience, | 如果他们没有经验 |
| 821 | they're just gonna figure it out. | 他们会想出办法的 |
| 822 | And a lot of what running a startup | 和很多什么运行 启动 |
| 823 | is about is not doing things the way we used to do them, | 而是不做我们以前做的事, |
| 824 | but improving on the way we're about to start doing them. | 但随着我们即将开始做这些事情而有所改进。 |
| 825 | And so I used to hire people for experience | 所以我经常雇人来体验 |
| 826 | and I just hated it because every meeting I would go to | 我只是讨厌它 因为每次见面我都要去 |
| 827 | be talking about what they used to do. | 谈论他们过去的行为 |
| 828 | It's like someone who's, I don't know, | 就像某人 谁,我不知道, |
| 829 | been divorced three times. | 已经离婚三次了 |
| 830 | Every conversation is about an ex-wife. | 每次谈话都是关于前妻的. |
| 831 | It's like, guy, move on. | 这就像,家伙,前进。 |
| 832 | Talk about the future. | 谈论未来. |
| 833 | And so what I like to do, | 所以我喜欢做什么, |
| 834 | especially with our executive hires, | 特别是我们执行官的雇佣 |
| 835 | is I hire for a function and I hire for raw intelligence | 我为工作而雇用 和原始情报 |
| 836 | and I hire out of industry. | 我从行业里雇人 |
| 837 | If they have rideshare app operational experience, | 如果他们有驾车操作经验 |
| 838 | high growth tech business, | 高增长技术企业, |
| 839 | they won't have any idea how to operate my business, | 他们不知道怎么经营我的生意 |
| 840 | a cloud brokerage, opening a state every month, | 云经纪,每月开州, |
| 841 | but they'll get it. | 但他们会得到它。 |
| 842 | They'll figure it out. | 他们会想办法的 |
| 843 | I also test for energy, empathy, and enthusiasm. | 我也在测试能量,同情和热情。 |
| 844 | I think those are my three E's. | 我想那是我三个E的 |
| 845 | And then our three key metrics | 然后我们三个关键指标 |
| 846 | are speed, quality, and experience. | 是速度、质量和经验。 |
| 847 | If you're not moving a little bit faster | 如果你不走得更快一点 |
| 848 | at a little bit of better quality | 质量更高一点 |
| 849 | and leaving an amazingly memorable experience, | 留下了令人难忘的经历, |
| 850 | then we are screwed. | 那我们就完了 |
| 851 | That's a good point. | 说得有道理. |
| 852 | Everybody has stories about the realtor | 每个人都有地产商的故事 |
| 853 | and if it's a good one, you get, I'm sure, | 如果这是一个好的,你得到,我相信, |
| 854 | five or 10 more clients. | 还有5个或10个客户 |
| 855 | And if it's a bad one, | 如果它是一个坏的, |
| 856 | you probably get turned down 10 or 20 clients. | 你可能会被拒绝 10或20客户。 |
| 857 | I was mostly talking about staff | 我主要说的是员工 |
| 858 | because I spend a lot of time thinking about | 因为我花了很多时间思考 |
| 859 | the actual payroll and the actual leadership team. | 实际工资和实际领导团队。 |
| 860 | Like our leadership team now is 17 people | 就像我们的领导团队现在有17个人 |
| 861 | and I sit there and that's an expensive group of people. | 我坐在那里, 这是一个昂贵的群体。 |
| 862 | Every single minute costs money. | 每一分钟都要花钱 |
| 863 | And I have this thousand minute rule | 我有这个一千分钟的规则 |
| 864 | that's really important to me. | 这对我很重要。 |
| 865 | And I really look at time as dollars. | 我真的把时间看成是美元。 |
| 866 | It's the only way that I can be efficient with my time | 只有这样,我的时间才能保持高效 |
| 867 | and also not waste time. | 也不要浪费时间。 |
| 868 | What's your thousand minute rule? | 你一千分钟的规矩是什么? |
| 869 | You have a thousand minutes every day to be productive. | 你每天有一千分钟来生产 |
| 870 | Some people have 800 minutes. | 有些人有800分钟。 |
| 871 | Some people have seven jobs. | 有些人有7个工作。 |
| 872 | Some people have 10 kids. | 有些人有10个孩子。 |
| 873 | It's all different, but on average, right? | 都不一样,但平均来说,对不对? |
| 874 | You have a thousand minutes every day to be productive. | 你每天有一千分钟来生产 |
| 875 | If you look at those thousand minutes as a thousand dollars | 如果你把那一千分钟看成一千块 |
| 876 | in your bank of time you get every day, | 在你的时间库里,你每天得到, |
| 877 | it'll really start to affect the way | 这会真的 开始影响的方式 |
| 878 | you give someone 15 minutes | 给我15分钟 |
| 879 | or affect the way you start valuing your commute, | 或影响你开始重视你的通勤方式, |
| 880 | for example. | 举个例子 |
| 881 | And I was spending so much time because I'm in sales. | 我花了这么多时间 因为我在销售。 |
| 882 | I have no salary. | 我没有薪水。 |
| 883 | I have no benefits. | 我没有好处。 |
| 884 | You eat what you kill. | 你吃你杀死的东西。 |
| 885 | There is absolutely no parade | 绝对没有游行 |
| 886 | when you make $25 million a year. | 当你每年赚2500万 |
| 887 | And there is no pat on the back when you're in bankruptcy. | 而且你破产时 背部没有拍子 |
| 888 | No one cares. | 没人在乎 |
| 889 | You're in it to win it, okay? | 你是为了赢得它,好吗? |
| 890 | And so I was spending so much time meeting with people | 所以我花这么多时间 与人们见面 |
| 891 | where it wasn't a benefit for me. | 在那里,这不是对我有利的。 |
| 892 | Commuting where it just was a complete waste of time. | 完全浪费了时间 |
| 893 | And I was like, how do I re-trigger my brain | 我当时想,我该如何重新触发我的大脑 |
| 894 | to think about time like money? | 考虑时间像钱一样? |
| 895 | Every day is gonna cost me at that time when I started this | 当我开始的时候,每天都会付出代价 |
| 896 | was a thousand dollars, a thousand minutes, a thousand bucks. | 一千块,一千分钟,一千块 |
| 897 | If it's an hour meeting, that's 60 minutes. | 如果只开会一个小时,那就60分钟 |
| 898 | It also helped me deal with problems | 也帮助我处理问题 |
| 899 | and not have bad days, right? | 和没有坏日子,对不对? |
| 900 | It's like you'll have a really bad call | 就像你会有一个非常糟糕的电话 |
| 901 | and then you have a terrible day. | 然后你有一个糟糕的一天。 |
| 902 | But if the call was only five minutes, | 但是如果电话只有五分钟 |
| 903 | would I throw away $995 because of five bucks? | 我是不是因为五块钱就扔了995美元? |
| 904 | Probably not. | 也许不是。 |
| 905 | And it's not a great analogy | 这不是一个伟大的类比 |
| 906 | because you could have a bad call that could ruin your life. | 因为你可能有一个坏电话 可能会毁了你的生活。 |
| 907 | I mean, there's tragedies, it's editor, | 我的意思是,有悲剧, 它是编辑, |
| 908 | but like it was a real way for me to think about life | 但就像它是一个真正的方法 我思考生活 |
| 909 | in a relative way that has been a major unlock | 以相对的方式 一直是一个主要的解锁 |
| 910 | for how we operate. | 我们如何操作。 |
| 911 | And so I really try to put our executive team | 所以我真的想让我们的团队 |
| 912 | on the thousand minute rule as we go. | 千分钟规则,我们走。 |
| 913 | Harvard Business Review wrote a case study on it | 哈佛商报写了一篇关于它的个案研究 |
| 914 | thinking that it was the most interesting thing about me | 认为这是我最有趣的事情 |
| 915 | when I thought there were so many more interesting things | 当我以为有这么多有趣的事情 |
| 916 | about me and they're like, no, you're so weird | 关于我,他们喜欢, 不,你是如此怪异 |
| 917 | with time management and how you do so many different things. | 时间管理 和如何做这么多不同的事情。 |
| 918 | We're gonna write about that. | 我们要写这个 |
| 919 | You're saying, you know, when you were on, | 你是说,你知道,当你在上, |
| 920 | I think it was Million Dollar Listing | 我觉得是上百万 |
| 921 | was the first show, right? | 这是第一次演出,对不对? |
| 922 | You were known as like this amazing sales guy, | 你被称为一个惊人的推销员, |
| 923 | one of the top real estate brokers, | 一个顶级房地产经纪人, |
| 924 | but you also had a little bit of a reputation | 但你也有一点名声 |
| 925 | for being tough, you know? | 因为你很坚强,你知道吗? |
| 926 | Was that given you were an actor before, | 你以前是演员吗? |
| 927 | is that like part of your personality? | 这是你人格的一部分吗? |
| 928 | Is this like a persona that you put on | 这是像一个人物 你穿上 |
| 929 | or are you kind of like a tough guy | 还是你有点像一个硬汉 |
| 930 | while also being this funny guy and highly competent? | 同时也是这个有趣的人 并且非常有能力? |
| 931 | When Million Dollar Listing was created, | 当创建百万美元列表时, |
| 932 | they cast four of us on the show. | 他们把我们四个人投进了节目 |
| 933 | And they said, we're gonna film all four of you | 他们说我们要拍你们四个 |
| 934 | for the first season. | 第一个赛季。 |
| 935 | You're gonna spend a year making this TV show. | 你会花一年时间来制作这部电视剧。 |
| 936 | Only three of you are gonna make the cut. | 只有你们三个能分钱 |
| 937 | I never knew that. | 我从不知道 |
| 938 | Yep. | 对 |
| 939 | And you think business is rough? | 你觉得生意很艰难吗? |
| 940 | That was emotional roller coaster | 那是情感过山车 |
| 941 | because the producers would show up to a scene like, | 因为制片人会出现在一个场景, |
| 942 | hey, I've got this person I wanna show this apartment to. | 嘿,我有个人 我想带这个公寓。 |
| 943 | It's gonna be great. | 这将是伟大的。 |
| 944 | And they would show up and they'd say, | 他们会出现,他们会说, |
| 945 | oh, oh, this is what you have? | 哦,哦,这就是你拥有的? |
| 946 | Yeah, well, you know, | 对,你知道, |
| 947 | we were shooting with the other guy this morning | 今早我们和另一个家伙一起拍的 |
| 948 | and he had this amazing celebrity | 他有一个惊人的名人 |
| 949 | in this gorgeous penthouse. | 在这个华丽的阁楼。 |
| 950 | Yeah, I don't know if it's gonna work for you. | 对,我不知道这对你有用吗? |
| 951 | And it like, what they were doing was poking me | 就像,他们正在做的是戳我 |
| 952 | {\fn华文新魏\fs20\bord1\shad0\fsp2\3cHFF8000}讓我好起來 | |
| 953 | and to figure things out. | 并且想出办法 |
| 954 | And I had to not just be like the white quirky nice guy. | 我不得不不只是像 白色怪异的好人。 |
| 955 | That is boring TV. | 真是无聊的电视 |
| 956 | So if I could be the most vulnerable | 所以,如果我能 成为最脆弱的 |
| 957 | and have a little bit of an edge, | 和一点点的边缘, |
| 958 | I would not get cut. | 我不会被砍伤的 |
| 959 | Cause I don't wanna spend a year. | 因为我不想待一年 |
| 960 | You know how many thousands of minutes that would be? | 你知道这要花几千分钟吗? |
| 961 | That's a lot of thousands of minutes. | 千分万分无量. |
| 962 | I would stress out. | 我会强调出来。 |
| 963 | And so- | 这样... |
| 964 | Harvard would not write a case study on you. | 哈佛不会写关于你的案例研究 |
| 965 | Yeah. | 对 |
| 966 | So I kind of concocted this arc where, | 所以我编织了这个弧 |
| 967 | you know, I'm an introvert. | 你知道,我是一个内向。 |
| 968 | I got into theater when I was a little kid. | 我小时候就上剧院了 |
| 969 | So I didn't have to be myself. | 所以,我不必成为我自己。 |
| 970 | It was much easier moving from school to school to school | 从学校到学校更简单 |
| 971 | because I was not good at sports. | 因为我不擅长运动。 |
| 972 | It was overweight. | 超重了 超重了 |
| 973 | I had rash acne and I was going gray. | 我有皮疹疮,我正在灰。 |
| 974 | And I moved eight times before fourth grade | 我四年级前搬了八次家 |
| 975 | to pretend to be a tree in theater after school | 放学后在剧院装树 |
| 976 | than it was to try to go play football. | 而不是试图去踢足球。 |
| 977 | And the TV show gave me an option | 电视剧给了我一个选择 |
| 978 | to put on a different type of costume, right? | 穿上另一种服装,对吧? |
| 979 | And a friend of mine who told me to get into real estate | 我的一个朋友告诉我 进入房地产 |
| 980 | was like, it's theater. | 就像,这是剧院。 |
| 981 | It's the same thing. | 亦复如是. |
| 982 | You put on a performance, you put on your suit, | 你演戏,穿西装 |
| 983 | you memorize information, you understand the scene, | 你记住信息, 你了解现场, |
| 984 | and you say yes and, right? | 你答应了,对吧? |
| 985 | There's some memorization, but it's yes and. | 有一些回忆,但它是的和。 |
| 986 | How can I help you? | 有什么事吗? |
| 987 | You want an apartment? | 你要公寓吗? |
| 988 | Yes. | 对 |
| 989 | And what about this? | 这个呢? |
| 990 | And okay, what about this? | 好吧,这个怎么样? |
| 991 | And, and then you help them make a decision | 然后你帮他们做决定 |
| 992 | that they were gonna make anyway, | 反正他们还是会做的, |
| 993 | because they're gonna move, | 因为他们会移动, |
| 994 | except they're gonna do it with you. | 除非他们要跟你做 |
| 995 | And it was a game and that's how we built. | 这是一个游戏,我们就是这样建造的。 |
| 996 | So smart. | 如此聪明. |
| 997 | It's interesting because now that I'm on the internet | 这很有趣,因为现在我上网了 |
| 998 | as much as I am, I see the showmanship everywhere, | 就像我一样 我到处都能看到表演 |
| 999 | and you see it in business. | 你从生意上看出来 |
| 1000 | I mean, famously I was reading about Todd Graves | 我的意思是,著名的我读 关于托德·格雷夫斯 |
| 1001 | from Raising Canes, this other person who's become a friend, | 从抬起拐杖, 这个其他人 谁成为朋友, |
| 1002 | David Senra has this podcast called Founders. | 大卫·森拉有一个播客 叫创始人。 |
| 1003 | He talks about this game of showmanship | 他讲到这个表演的游戏 |
| 1004 | as a leader and a CEO. | 担任领导和首席执行官. |
| 1005 | So do you feel like you carry that into the CEO position, | 所以,你觉得你 携带到CEO的职位, |
| 1006 | or do you almost have to leave behind | 或者你几乎必须离开 |
| 1007 | this character development? | 这个字符开发? |
| 1008 | Like, is there a little villain in the CEO, | 像,有一个小坏人 在首席执行官, |
| 1009 | just like there was in the million dollar listing? | 就像上百万美元上市一样? |
| 1010 | I think I'm way tougher as a CEO than I am as a TV agent. | 我觉得我作为首席执行官比作为电视经纪人更坚强 |
| 1011 | You have to be because the liability is so hard. | 你必须因为责任很重 |
| 1012 | And a lot of people need to be led. | 而人多须引. |
| 1013 | People want to be led. | 人欲领众. |
| 1014 | I am a terrible manager. | 我是个糟糕的经理 |
| 1015 | I hate it. | 我讨厌它。 |
| 1016 | It's not what I do. | 这不是我做的。 |
| 1017 | I have people who manage. | 我的人谁管理。 |
| 1018 | I'm a much better leader than I am a manager. | 我是一个更好的领导 比我是一个经理。 |
| 1019 | How do you see the difference between the two? | 何以见二法之别. |
| 1020 | What's the difference between a leader and a manager? | 领袖与经理有何区别?. |
| 1021 | I think that a manager does things right, | 我觉得经理做对了 |
| 1022 | and a leader does the right things. | 一个领袖做正确的事情。 |
| 1023 | I think that's a Drucker quote, more than anything. | 我觉得那是杜拉克的引言 比什么都重要 |
| 1024 | The leader picks vision and stands at the front of the line. | 领头人挑见识,站在一线. |
| 1025 | The manager makes sure that the line follows the vision. | 经理确保线路遵循视觉. |
| 1026 | 如果你想到Marcus Aurelius和那个前线 | |
| 1027 | and I, one of the ways I differentiate myself, | 我,我区分自己的方式之一, |
| 1028 | at least in the real estate space, | 至少是在地产空间 |
| 1029 | is that a lot of CEOs are in the back. | 有很多首席执行官在后面 |
| 1030 | They're in a high perch, paying for things. | 他们身处高处,花钱买东西 |
| 1031 | And then let's see what happens. | 然则观其事. |
| 1032 | Maybe like an idiot, I've got my broadsword out, | 也许像白痴一样, 我得到了我的宽剑出来, |
| 1033 | no helmet, because this could be my last battle, | 没有头盔,因为这是我最后一次战斗, |
| 1034 | and I'm in the front lines on a horse, marching around. | 我在前线骑着马到处走 |
| 1035 | I'm like, you guys better follow me, because I'm going. | 我很喜欢,你们最好跟我来, 因为我要去。 |
| 1036 | And then they're like, I guess we're going too. | 然后他们就想,我想我们也要去。 |
| 1037 | That is literally, that's how we built the company. | 这就是我们建立公司的方式 |
| 1038 | I feel like I've seen that video. | 我觉得我看过那段视频 |
| 1039 | Yeah, probably. | 是啊,也许。 |
| 1040 | We should make that video. | 我们应该做那个视频。 |
| 1041 | You really should. | 你真的应该。 |
| 1042 | You obviously have a ton of confidence, | 显然你很有自信 |
| 1043 | or at least projected confidence. | 或至少预示信心。 |
| 1044 | How do you think somebody builds that? | 你觉得有人会怎样建造? |
| 1045 | You've talked about how important it is to have confidence | 你说过要有信心有多重要 |
| 1046 | to sell things, to sell things to rich people. | 卖东西 卖东西给有钱人 |
| 1047 | How does somebody build their confidence? | 别人如何建立信心? |
| 1048 | One of the ways I did it was with that fake Rolex, | 其中一个方法,我做它 与假劳力士, |
| 1049 | early on. | 早点 |
| 1050 | I think people have a lack of confidence, | 我认为人们缺乏信心, |
| 1051 | because they have a lack of identity. | 因为他们没有身份 |
| 1052 | One of the things that we'll do through Sellit, | 我们通过塞利特做的一件事 |
| 1053 | Sellit.com是我们的教育事业。 | |
| 1054 | We train salespeople in 133 countries. | 我们在133个国家培训销售人员。 |
| 1055 | We've changed so many lives, and so it's insane to watch. | 我们改变了这么多的生活, 所以这是疯狂的观看。 |
| 1056 | As you sit, we say, define yourself without using your name, | 当你坐在,我们说, 定义自己 不使用你的名字, |
| 1057 | or talking about what you look like. | 或谈论你的样子。 |
| 1058 | And it is so hard for people to do that. | 人们很难做到这一点。 |
| 1059 | They're like, oh, I'm from X, it's where everyone goes. | 他们喜欢,哦,我来自X, 这是大家去的地方。 |
| 1060 | I was born in, like, okay, so just so you know, | 我出生在一样,好吧, 所以只是让你知道, |
| 1061 | you just told me everything about you has to do | 你刚刚告诉我 一切关于你必须做的 |
| 1062 | with where you're from, or where you're born. | 你来自哪里,或者你出生的地方。 |
| 1063 | Really, are you sure? | 真的吗? |
| 1064 | Your whole life. | 你的整个生活。 |
| 1065 | They're like, oh, no, no, no, that's it. | 他们就像,哦,不,不,不,就是这样。 |
| 1066 | I might have a job. | 我可能有工作。 |
| 1067 | They don't know how to talk about themselves. | 他们不知道如何谈论自己。 |
| 1068 | So we spend a lot of time helping people talk about | 所以我们花了很多时间 帮助人们谈论 |
| 1069 | their core identity. | 他们的核心身份。 |
| 1070 | Who are you as a person? | 你是谁人? |
| 1071 | What makes you tick? | 什么让你抽搐? |
| 1072 | If you understand who you are today, | 如果你了解你今天是谁 |
| 1073 | pros, cons, strengths, and weaknesses, | 有利、不利、强、弱 |
| 1074 | you can then write your future memoir | 你可以写你的未来的回忆录 |
| 1075 | and go 24 months out, 24 months from today. | 离今天还有24个月 |
| 1076 | Where are you? | 你们在哪? |
| 1077 | What do you look like, right? | 你长什么样子,对不对? |
| 1078 | Where are you living? | 你住哪里? 住在这里? |
| 1079 | What are your best character traits? | 你最好的性格特征是什么? |
| 1080 | What are you watching? | 你们在看什么? |
| 1081 | How much do you weigh? | 你身重多少个? |
| 1082 | What are you driving? | 你开什么车? |
| 1083 | Get as detailed as you possibly can. | 尽量详细 |
| 1084 | And then that is your roadmap. | 这就是你的路线图。 |
| 1085 | And if you know that's your roadmap, | 如果你知道这是你的路线图, |
| 1086 | you spike your own confidence | 你自以为是 |
| 1087 | because you were able to execute for a year, right? | 因为你能执行一年,对吧? |
| 1088 | And then realize that vision for the next year. | 然后实现明年的愿景。 |
| 1089 | And if you do it the right way, | 如果你这样做正确的方式, |
| 1090 | you are that person before the 24 months are up. | 你是24个月前的那个人 |
| 1091 | I want to talk about how you're stacking | 我想说说你的堆叠情况 |
| 1092 | all these businesses now. | 现在所有这些生意。 |
| 1093 | So you start as like a real estate broker | 你开始像房地产经纪人一样 |
| 1094 | and you work for somebody else. | 你为别人工作 |
| 1095 | Then you build your brokerage. | 然后建立你的经纪人。 |
| 1096 | Now you have your education platform as far as I can see it. | 现在你有你的教育平台 就我所知。 |
| 1097 | You also have your SaaS company and you have this brokerage. | 还有你的SaaS公司 还有这个经纪公司 |
| 1098 | What am I missing? | 我错过了什么? |
| 1099 | And a media company? | 还有一家媒体公司? |
| 1100 | Do you separate that? | 你们分开了吗? |
| 1101 | Like, how do you structure your holding company? | 比如,你如何组织你的控股公司? |
| 1102 | What does that look like for you? | 你看起来像什么? |
| 1103 | So I set up Sirhan Technologies, | 所以我建立了Sirhan科技公司 |
| 1104 | which is a holding company | 这是一家控股公司 |
| 1105 | who's operating companies help people move forward. | 谁的运营公司 帮助人们前进。 |
| 1106 | And we do that by providing services | 我们通过提供服务做到这一点 |
| 1107 | that help buyers, sellers and salespeople | 帮助买家、卖家和卖家 |
| 1108 | operate within the real estate world | 在房地产界经营 |
| 1109 | to make things better, faster and cheaper. | 让事情变得更好、更快、更便宜 |
| 1110 | One of the ways we do that | 我们这样做的方法之一 |
| 1111 | is we own a cloud real estate brokerage. | 我们有一个云层房地产经纪公司 |
| 1112 | So that's Sirhan, it's moving incredibly quickly. | 这就是Sirhan,它移动的非常快。 |
| 1113 | And what does a cloud real estate brokerage mean? | 云房地产经纪业是什么意思? |
| 1114 | We don't have physical spaces. | 我们没有物理空间。 |
| 1115 | But you have an office. | 但你有一个办公室。 |
| 1116 | I have a clubhouse in New York City | 我在纽约市有个会所 |
| 1117 | because I like it. | 因为我喜欢 |
| 1118 | Clubhouse, okay, I like that. | 俱乐部,好吧,我喜欢这样。 |
| 1119 | So we have a clubhouse in New York City. | 我们在纽约有个俱乐部 |
| 1120 | 我们叫他们Sirhan家 | |
| 1121 | Agents, we have Sirhan offices all over the country now. | 探员们,西尔汉的办公室遍布全国 |
| 1122 | Agents open them on their behalf | 特工们替他们打开 |
| 1123 | and they're powered by the firm. | 他们由律所提供动力 |
| 1124 | The entire firm operates in the phone. | 整个公司都在电话里运作 |
| 1125 | So unlike a brick and mortar brokerage. | 不像砖头和迫击炮的经纪公司 |
| 1126 | You go into a Caldwell bank or a Caldwell. | 你进入卡德威尔银行或卡德威尔银行 |
| 1127 | Yeah, which are brick and mortar or franchise operators. | 是的,是砖和迫击炮 或特许经营者。 |
| 1128 | And franchises used to work | 以及曾经工作的特许权 |
| 1129 | back when people paid attention to training | 当人们关注培训时 |
| 1130 | because you would have the vision, the brand, | 因为你有远见,品牌, |
| 1131 | and you would train relentlessly | 你会无情地训练 |
| 1132 | so that the experience in every franchise | 因此,每个特许权的经验 |
| 1133 | were the exact same. | 完全一样 |
| 1134 | The minute the training went out the window, | 训练一离开窗户 |
| 1135 | which is what all franchise operators | 这就是所有特许经营人 |
| 1136 | in the real estate brokerage space have forgotten to do, | 在房地产经纪场所 忘记做, |
| 1137 | quality goes out the door. | 质量出门。 |
| 1138 | And that's why all those businesses are failing. | 这就是为什么所有这些企业都在失败。 |
| 1139 | Like one by one by one. | 譬如一一相随. |
| 1140 | They're also aging out incredibly quickly. | 他们的衰老速度也很快 |
| 1141 | That would be like a Keller Williams. | 就像凯勒·威廉姆斯 |
| 1142 | Yep. | 对 |
| 1143 | So we have the cloud real estate brokerage. | 所以,我们有云 房地产经纪。 |
| 1144 | We then have a production company. | 然后我们有一个生产公司。 |
| 1145 | 所以,Sirhan工作室。 | |
| 1146 | So we have the Netflix show owning Manhattan | 所以我们有Netflix节目 拥有曼哈顿 |
| 1147 | season two, December 5th. | 第二季,12月5日开播. |
| 1148 | We have all the top of funnel content, | 我们的漏斗内容最多 |
| 1149 | which is lead generation, organic for salespeople | 是铅的,是销售员的有机物 |
| 1150 | and people who need salespeople. | 需要推销员的人 |
| 1151 | That then routes in a funnel over to the brokerage. | 然后用漏斗去经纪公司 |
| 1152 | Our LTV to CAC is it, I told you it was six times, right? | 我们的LTV到CAC是它, 我告诉过你这是六次,对不对? |
| 1153 | Well, the industry I think is like at one. | 嗯,我认为这个行业就像一个。 |
| 1154 | Wow. | 珃 |
| 1155 | And so we're at 6.6 as a ratio over present day value, | 因此,我们是6.6 相对于现在的价值, |
| 1156 | which is just like astonishing. | 简直让人吃惊 |
| 1157 | And we do it because we don't buy revenue | 我们这样做是因为我们不买收入 |
| 1158 | and our lead flow is organic through content. | 我们的铅流是有机的 |
| 1159 | And by revenue you mean paid ads? | 你是指付费广告吗? |
| 1160 | No, by revenue through buying commissions. | 不,通过购买佣金的收入。 |
| 1161 | So like if I'm- | 所以,就像如果我... ... . . |
| 1162 | That's normal in the industry. | 这是正常的行业。 |
| 1163 | Yeah, of course. | 当然 |
| 1164 | Just the same way it is in like a hedge fund | 就像对冲基金一样 |
| 1165 | or an investment bank. | 或投资银行。 |
| 1166 | You have a sales team or a portfolio manager. | 你有销售团队或投资组合经理 |
| 1167 | He does 20 million a year. | 他每年赚两千万 |
| 1168 | There's a multiple on his 20 million. | 他的两千万有多重 |
| 1169 | You come in, you lock them up, | 你进来把他们锁起来 |
| 1170 | you give them golden handcuffs. | 你给他们金手铐。 |
| 1171 | We don't do that. | 我们不这样做。 |
| 1172 | So everyone comes to Sirhan for opportunity | 所以大家来Sirhan找机会 |
| 1173 | and they stay for the opportunity. | 他们留下来找机会 |
| 1174 | 然后,我们有sellit.com, | |
| 1175 | which is an operating company under the whole co. | 这是整个公司下属的一家运营公司。 |
| 1176 | We then have Simple. | 然后我们有简单。 |
| 1177 | Simple is an AI workflow engine | 简单是一个 AI 工作流程引擎 |
| 1178 | that replaces all back office support. | 取代所有后台支援 |
| 1179 | 所以这就像Instacart的工作。 | |
| 1180 | And then we just spin that flywheel all day long. | 然后,我们只是旋转 飞轮一整天。 |
| 1181 | Fascinating. | 异闻. |
| 1182 | And going forward, which one do you think is the biggest | 前进,你认为哪个是最大的 |
| 1183 | or do you think that they're all so interconnected | 或者你觉得他们都如此紧密相连 |
| 1184 | that there will be no spin outs? | 没有旋转出? |
| 1185 | I think it's a public company by 2030. | 我认为它是一家公有公司 到2030年。 |
| 1186 | I think it could be spun out, sure. | 我认为它可能是 弹出,当然。 |
| 1187 | I mean, I've set it up in such a way where, | 我的意思是,我已经设置它的方式,在那里, |
| 1188 | and we've had people come to us who only care about Simple | 我们让那些只关心简单的人来找我们 |
| 1189 | because all people care about is AI. | 因为所有人都在乎AI |
| 1190 | We also have people who really just care about studios | 我们也有真正关心工作室的人 |
| 1191 | and organic lead gen content and the IP that studios has | 以及工作室拥有的 IP |
| 1192 | from us doing this for so long. | 从我们做这个这么久。 |
| 1193 | And there's people who only understand brokerage, | 有些人只懂经纪 |
| 1194 | but we've kind of built real estate brokerage 3.0 | 但我们已经建立了房地产经纪公司3.0 |
| 1195 | and our average agent is young, | 而我们的平均经纪人是年轻, |
| 1196 | most diverse and inclusive real estate brokerage | 最多样化和包容性最强的房地产经纪 |
| 1197 | in the United States by far. | 在美国,到目前为止。 |
| 1198 | We're doubling in size every year and profitable. | 我们每年都要翻一番 赚钱 |
| 1199 | So like, I don't know, it's just working. | 所以,像,我不知道, 它只是工作。 |
| 1200 | That's fascinating. | 这太迷人了 |
| 1201 | So how big do you want this business to be? | 你希望这生意有多大? |
| 1202 | How big do you think it will be? | 你觉得会有多大? |
| 1203 | I don't want it to be big. | 亦不欲为大. |
| 1204 | I just want it to be the best. | 我只是想成为最好的。 |
| 1205 | No, come on. | 不,来吧。 |
| 1206 | You don't have like a multi, multi-billion dollar evaluation | 你没有价值数十亿美元的评价 |
| 1207 | that you think would be fun to hit in the game | 觉得在游戏中打会很有趣 |
| 1208 | at some point or no? | 某个时候还是没有? |
| 1209 | I don't know. | 师曰. |
| 1210 | I probably to the sadness of my investors, | 我可能会对投资者感到悲哀 |
| 1211 | they think about evaluation. | 他们考虑评价。 |
| 1212 | I just think about being the best. | 我只是想成为最好的。 |
| 1213 | Like if I could have 10 agents and sell more | 如果我能有10个探员 卖更多 |
| 1214 | than any other firm, I would do it. | 我比其他公司都愿意这么做 |
| 1215 | Simple replaces a lot of admin workflow human support, | 简单取代许多管理工作流程的人力支持, |
| 1216 | but it empowers the salesperson to do more | 但是它赋予了推销员更多的权力 |
| 1217 | because we buy 80% of their day back. | 因为我们买的80%的一天回来。 |
| 1218 | All admin tasks are gone. | 所有的管理任务都消失了。 |
| 1219 | So I don't know where we get to. | 所以我不知道我们要去哪里。 |
| 1220 | I only care about winning | 我只在乎赢 |
| 1221 | and it doesn't have to be attached to dollars. | 而且它不必附着在美元上。 |
| 1222 | Yeah, it's interesting. | 是啊,这是有趣的。 |
| 1223 | I mean, I get it. | 我的意思是,我明白这一点。 |
| 1224 | I think love of the game is what gets people going | 我觉得游戏的爱 是让人们去 |
| 1225 | after a certain dollar amount. | 经过一定的美元金额。 |
| 1226 | Yeah, I think if you focus on the money, | 是的,我想如果你专注于钱, |
| 1227 | the money doesn't show up. | 钱没出现 |
| 1228 | Like when we raise money, I wasn't looking to raise money. | 就像我们集资的时候,我并不想集资. |
| 1229 | If I were to looking and actively trying to go raise money, | 如果我是寻找和积极尝试 去筹款, |
| 1230 | I think it would probably be hard. | 我觉得可能很难 |
| 1231 | Does she think like in the beginning | 她一开始是这么想的吗? |
| 1232 | you have to be obsessed on money? | 你要沉迷于金钱? |
| 1233 | Like your first 500K, your first million a year, | 就像你的第一个500K,你的第一个百万一年, |
| 1234 | you kind of need to be obsessed with it. | 你有点需要迷恋它。 |
| 1235 | And then at some point, maybe not, or is that not true? | 然后,在某些时候,也许不是,还是不是真的? |
| 1236 | I don't know about every other industry. | 我不知道其他行业 |
| 1237 | It's possible in other industries. | 这在其他行业是可能的. |
| 1238 | It's easy in our business to just focus on the work. | 在我们的生意中,只要专注于工作就很容易了. |
| 1239 | And if you take care of the work, | 如果你能照顾好工作 |
| 1240 | the work will take care of you. | 工作会照顾你的 |
| 1241 | And then you want to understand how much money you have. | 然后你想知道你有多少钱。 |
| 1242 | How much does your life cost? | 你的命要多少钱? |
| 1243 | How much does your month cost? | 你一个月要多少钱? |
| 1244 | Like my monthly is high, right? | 像我的月刊是高,对不对? |
| 1245 | And so I understand what the business costs. | 所以我知道生意的代价 |
| 1246 | I understand what my personal life costs. | 我了解我的个人生命代价 |
| 1247 | I understand money, | 我了解钱 |
| 1248 | but it is not a leading indicator for me. | 但对我来说这不是一个主要指标。 |
| 1249 | And it's not a motivating factor | 它不是一个激励因素 |
| 1250 | in determining what I want to do. | 来决定我想做什么 |
| 1251 | Money is just a tool. | 钱只是一个工具。 |
| 1252 | And when you treat it like a tool | 当你把它当成工具 |
| 1253 | and not like the be all end all, | 而不是像所有的结束, |
| 1254 | then you don't put dollars on a pedestal. | 那你就别把钱放在台阶上 |
| 1255 | You just put the potential for greatness up there | 你只是把潜力 伟大的在那里 |
| 1256 | and it's so much more achievable. | 它是如此的可以实现。 |
| 1257 | So good. | 这么好 |
| 1258 | How about you've had some crazy stories | 不如你有一些疯狂的故事 |
| 1259 | about people who are one, say they have a bunch of money, | 关于一个人,说他们有一堆钱, |
| 1260 | don't actually have a lot of money. | 其实没什么钱 |
| 1261 | So many con artists out there. | 这么多骗子艺术家在那里。 |
| 1262 | Really? | 真的吗? |
| 1263 | Yeah, insane. | 是啊,疯了。 |
| 1264 | And they've only gotten better. | 而他们只是得到了更好的。 |
| 1265 | Yeah, that is true. | 是的,这是真的。 |
| 1266 | Like you can't tell. | 就像你看不出来一样 |
| 1267 | They like AI voice bankers | 他们喜欢AI语音银行家 |
| 1268 | who say they work at Goldman Sachs, | 他们说他们在高盛工作, |
| 1269 | who will trick you on the phone | 谁会在电话里骗你 |
| 1270 | to tell you that their purchaser | 告诉你他们的买家 |
| 1271 | has all the money in the world. | 拥有世界上所有的钱。 |
| 1272 | They submit offers and the deposit doesn't show up | 他们提出要约,押金没出现 |
| 1273 | and they waste all your time. | 他们浪费了你所有的时间。 |
| 1274 | We have sham buyers all the time. | 我们总是有假买家 |
| 1275 | All the time. | 一切时. |
| 1276 | How do you tell if somebody is serious or not? | 你怎么知道有人是认真的吗? |
| 1277 | I mean, the first way to tell is to look them up online. | 我是说,第一个办法就是在网上查 |
| 1278 | Like if you look them up, Google them, | 就像你查一下,谷歌 |
| 1279 | ask chat, is this person real? | 问聊天,这个人是真的吗? |
| 1280 | Who are they? | 他们是谁? |
| 1281 | And if there's nothing there | 如果那里什么都没有 |
| 1282 | and they're looking for a $10 million home, | 他们正在寻找一个1000万美元的房子, |
| 1283 | kind of sketchy, although I will tell you, | 有点草率,虽然我会告诉你, |
| 1284 | I met someone a long time ago through the internet | 我很久以前在互联网上遇到过一个人 |
| 1285 | who said they wanted to buy a place | 说要买房子 |
| 1286 | for eight and a half million dollars | 八百五十万美元 |
| 1287 | and they were un-Googleable, | 他们是不能理解的, |
| 1288 | but I wasn't doing a whole lot of deals back then. | 但我当时没有做很多交易 |
| 1289 | And so I was like, sure. | 所以我喜欢,当然。 |
| 1290 | Send me a proof of funds. | 寄钱之证. |
| 1291 | And he DHL'd me a photo of someone | 他给我拍了一张照片 |
| 1292 | in like an African headdress kind of thing. | 就像一个非洲人一样 |
| 1293 | And on the back of it, | 而在它的背面, |
| 1294 | just said that the purchaser's name is good for it | 刚刚说买家的名字好用 |
| 1295 | and does not commit to things he does not commit to. | 而不以他所未承诺的事为己任。 |
| 1296 | And I was like, I'll take it. | 我当时想,我会把它。 |
| 1297 | Sure, no problem. | 当然,没问题。 |
| 1298 | And he took out a contract | 他签了合同 |
| 1299 | and then disappeared for almost a year. | 然后失踪了将近一年 |
| 1300 | And what people told me is, | 人们告诉我, |
| 1301 | people around the world will do that | 全世界的人都会这么做 |
| 1302 | because they'll take a contract. | 因为他们会接受合同 |
| 1303 | They'll say it's an American real estate | 他们会说这是美国房地产 |
| 1304 | purchase a sale contract. | 购买销售合同。 |
| 1305 | They got it for a good deal. | 他们得到了它 一个很好的交易。 |
| 1306 | Cause that home I think was on the market | 因为家里我想是上市了 |
| 1307 | at 15 million at one point | 1,500万分之一 |
| 1308 | and slowly made it down to eight and a half. | 慢慢降到了八点半 |
| 1309 | And then they'll go to people and say, | 然后他们会去人们说, |
| 1310 | come in on this deal with me for 10,000. | 跟我做个一万元的交易 |
| 1311 | Come in on this for 5,000 for me. | 进来这5000块给我 |
| 1312 | And they just steal money from people | 他们从别人那里偷钱 |
| 1313 | all around the world as they go. | 环游世界,他们去。 |
| 1314 | That guy actually did one day wire | 那家伙真的做了一天的电线 |
| 1315 | the $830,000 deposit just randomly showed up one day | 这83万的押金 一天突然出现 |
| 1316 | and then totally disappeared again | 然后又彻底消失了 |
| 1317 | and then forgot to close. | 然后忘了关闭。 |
| 1318 | And then long story short, | 长话短说 |
| 1319 | eventually showed up to close, | 最终出现了接近, |
| 1320 | went and bought what I'm pretty sure was a private 737 | 去买了我肯定是辆737 |
| 1321 | that was sitting at JFK and then came back. | 那个坐在肯尼迪机场 然后就回来了 |
| 1322 | And it turns out, | 结果发现, |
| 1323 | I think he clears like a billion a year in pure cash. | 我觉得他一年能清空十亿的纯现金 |
| 1324 | I don't know how much he actually makes. | 我不知道他能赚多少钱 |
| 1325 | And he controls a Delta | 他控制着三角洲 |
| 1326 | in a very, very, very important passageway | 在非常,非常,非常重要的通道中 |
| 1327 | for shipping containers | 集装箱 |
| 1328 | and a very, very important and potentially scary place. | 以及一个非常,非常重要和 可能可怕的地方。 |
| 1329 | And he makes so much money that one night he was drunk | 他赚了这么多钱 有一天晚上他喝醉了 |
| 1330 | and he was on Zillow and he filled out a form | 他坐在齐劳的上面,并填写了一份表格, |
| 1331 | and I had nothing better going on. | 我没有什么好做的了 |
| 1332 | So just sitting in the office and I responded | 所以就坐在办公室里 我回答 |
| 1333 | and I asked him at that first closing, | 我问他在第一次闭幕时, |
| 1334 | he's bought a lot of properties since then, | 从那以后他买了很多房产 |
| 1335 | asked him, I'm like, why did you even buy this? | 问他,我想,你为什么买这个? |
| 1336 | He's like, to be honest, I felt bad for you. | 他说,说实话,我对你不好 |
| 1337 | And I'm like, super power, number one, | 我就像,超级力量,第一, |
| 1338 | make people feel so bad for me. | 让人为我难过 |
| 1339 | They just buy the damn thing anyway. | 他们只是买该死的东西反正。 |
| 1340 | Dude, whatever it takes, 20 bucks is 20 bucks, I'm in. | 哥们,不管用什么,20块就是20块,我加入。 |
| 1341 | Yeah, puppy dog eyes, gray hair, don't care, | 是啊,小狗的眼睛,灰色的头发,不在乎, |
| 1342 | just move on. | 继续前进 |
| 1343 | That's incredible. | 不可思议. |
| 1344 | Okay, I wanna close out with, | 好吧,我想结束与, |
| 1345 | I think a lot of people get overwhelmed negotiating. | 我想很多人都无法谈判 |
| 1346 | Obviously that's something that even Americans | 很明显,即使是美国人也是这样 |
| 1347 | we're not that used to. | 我们以前没这么习惯 |
| 1348 | People get scared about getting steamrolled. | 人们害怕被蒸发 |
| 1349 | What do you do in a negotiation | 你在谈判中做什么? |
| 1350 | to start positioning yourself in a power position? | 开始将自己定位在权力位置上? |
| 1351 | Somebody sitting here and they're like, | 有人坐在这里 他们喜欢, |
| 1352 | I don't know, they're trying to get a raise. | 我不知道 他们想加薪 |
| 1353 | They're trying to interview for the next big job. | 他们试图面试 下一个大工作。 |
| 1354 | They're going to the next level of the game, | 他们要去下一关的游戏, |
| 1355 | but they don't know how to get in the power position | 但他们不知道如何进入权力位置 |
| 1356 | in a negotiation. | 在谈判中。 |
| 1357 | What do you do? | 你们是做什么的? |
| 1358 | Two things. | 两件事 |
| 1359 | First thing you just have to remember, | 首先,你必须记住, |
| 1360 | the best negotiators, they don't talk, they translate. | 最好的谈判者, 他们不说话, 他们翻译。 |
| 1361 | I see salespeople all the time, | 我经常看到推销员 |
| 1362 | employees trying to ask for more raises. | 员工试图要求更多的加薪。 |
| 1363 | They don't know what to do. | 他们不知道该怎么办。 |
| 1364 | They don't understand their value. | 他们不明白自己的价值。 |
| 1365 | And so they just talk. | 所以他们只是说话。 |
| 1366 | They talk without saying a lot. | 他们没说太多话 |
| 1367 | The number one negotiators out there, they translate value. | 头号谈判者在那里, 他们翻译价值。 |
| 1368 | They repeat what you say back to them | 他们重复你对他们说的 |
| 1369 | and they mirror how you feel. | 和他们反映你的感受。 |
| 1370 | You can get whatever you want | 你可以得到你想要的东西 |
| 1371 | if it's the other person's idea. | 如果这是另一个人的主意。 |
| 1372 | And you do that by translating the conversation | 你通过翻译谈话来做到这一点 |
| 1373 | for somebody. | 为某人。 |
| 1374 | So that's one. | 所以这是一个。 |
| 1375 | The second thing to understand | 第二点是理解 |
| 1376 | to kind of get control negotiation | 以获得控制谈判 |
| 1377 | is you always throw the first punch. | 你总是打第一拳。 |
| 1378 | A lot of people want to stand back, right? | 很多人想退后,对吧? |
| 1379 | No, I don't want to push. | 不,我不想推进。 |
| 1380 | I don't want to persist. | 我不想坚持下去。 |
| 1381 | You go into prison, you throw the first punch. | 你进监狱,你打第一拳。 |
| 1382 | So you ask the first question, get them talking. | 所以你问第一个问题,让他们说话。 |
| 1383 | People love hearing themselves talk, especially grown men. | 人们喜欢听自己说话,特别是成年男人. |
| 1384 | They just love the sound of their own voice | 他们喜欢自己的声音 |
| 1385 | and they love hearing themselves talk about themselves | 他们喜欢听到自己在谈论自己 |
| 1386 | to talk themselves into decisions. | 以决定自己。 |
| 1387 | And so you start top of funnel, use the funnel technique, | 利用漏斗技术 |
| 1388 | big quick, big picture questions, right? | 大快,大问题,对不对? |
| 1389 | So where are you from? | 你从哪里来? |
| 1390 | What brings you here today? | 你今天来这干嘛? |
| 1391 | How can I help you? | 有什么事吗? |
| 1392 | What does winning look like to you? | 胜利对你来说是什么样子? |
| 1393 | That's another great way and a great question | 这是另一个伟大的方式和一个伟大的问题 |
| 1394 | to reframe a stalled negotiation, right? | 重塑谈判僵局,对不对? |
| 1395 | As you mirror them, you say, | 你照着他们的样子说 |
| 1396 | I totally understand why you're frustrated. | 我完全理解你为什么沮丧 |
| 1397 | I totally get it. | 我完全明白这一点。 |
| 1398 | Let's walk away. | 让我们走开。 |
| 1399 | You pull and then you say, | 你拉然后你说, |
| 1400 | but if this were to go forward, | 但如果这样下去的话 |
| 1401 | what does winning look like to you? | 你觉得赢的是什么样子? |
| 1402 | And then you put them in a position | 然后你把他们置于一个位置 |
| 1403 | where they get to say either, | 他们也可以说, |
| 1404 | well, it doesn't look like anything, | 嗯,它看起来不是什么, |
| 1405 | which is a weird way to answer a question. | 这回答问题的方式很奇怪 |
| 1406 | Or what they usually say | 或者他们常说的 |
| 1407 | is they tell you their number one fear | 是他们告诉你 他们的头号恐惧 |
| 1408 | and they give you the in to go and fix the fear. | 他们让你去修补恐惧 |
| 1409 | And that's how you do it. | 且道个甚么. |
| 1410 | That's so good. | 赞曰. |
| 1411 | So new episodes coming out December 5th. | 12月5日的新剧集来了 |
| 1412 | Yeah, season two, Only Manhattan, | 对,第二季,只有曼哈顿 |
| 1413 | the greatest TV show in the history of the world. | 世界历史上最伟大的电视剧. |
| 1414 | Honestly, the trailer looks great. | 说实话,拖车看起来不错。 |
| 1415 | I'm not a big reality show girly, | 我不是个大真人秀女郎 |
| 1416 | which is not good to say to you, I guess, | 我想,这对你不好说, |
| 1417 | but it looks fascinating. | 但看起来很迷人 |
| 1418 | And I'm excited to see you build live. | 我很高兴看到你做现场直播 |
| 1419 | Yeah, we shot Netflix shoots in real time. | 是啊,我们拍摄Netflix拍摄实时。 |
| 1420 | They give us complete creative control. | 他们给了我们完全的创造性控制。 |
| 1421 | Whoa. | 珃 |
| 1422 | And because it's not sold into syndication like cable, | 因为它没有像缆绳一样被卖成合成体 |
| 1423 | like Million Dollar Listing | 喜欢百万美元列表 |
| 1424 | was the law and order of real estate. | 是房地产的法律和秩序。 |
| 1425 | Because whether it's season three, episode five, | 因为是否是第三季第五集 |
| 1426 | or season nine, episode two, | 或第九季第二集, 或第二集, |
| 1427 | cable TV is sold all over the world. | 有线电视在全世界销售. |
| 1428 | Someone's gotta be able to turn on the TV, | 一定有人能打开电视 |
| 1429 | watch it and understand what's going on. | 观之而悟之. |
| 1430 | 在Netflix,你搜索。 | |
| 1431 | It's all about search and there's interest graphs | 这是所有关于搜索和 有利息图表 |
| 1432 | and what they call taste circles. | 以及他们所称的品味圈。 |
| 1433 | So Only Manhattan is an entrepreneurial, | 所以只有曼哈顿是个企业家 |
| 1434 | aspirational, sexy taste circle. | 渴望,性感的味道圆圈. |
| 1435 | And it's an eight hour movie, right? | 这是八小时的电影,对吧? |
| 1436 | It八集. | |
| 1437 | And so what we're able to do is really craft | 所以我们能做的是真正的工艺 |
| 1438 | the wildest story without worrying | 最疯狂的故事 不用担心 |
| 1439 | that someone's gonna randomly turn on | 有人会随机打开 |
| 1440 | season two, episode five. | 第二季第5集 电视剧: |
| 1441 | You wouldn't, you could do that. | 你不会,你可以做到这一点。 |
| 1442 | I think they did that with like bandersnatch, | 我认为他们这样做 与像乐队员, |
| 1443 | but then it's just complicated, right? | 但它只是复杂,对不对? |
| 1444 | Watch every episode however you want to, | 无论你想看什么剧集 |
| 1445 | 这是Netflix做的实验 | |
| 1446 | which basically was like, watch this TV show | 基本上就像,看这个电视节目 |
| 1447 | the way you would watch Law and Order. | 那样你才能看清法律和秩序 |
| 1448 | There's no narrative thread. | 没有叙事线索. |
| 1449 | It's just what case is this episode gonna be? | 这集会是什么案子? |
| 1450 | And Only Manhattan is unlike any reality TV show | 只有曼哈顿和真人秀不一样 |
| 1451 | I've ever seen. | 我见过 |
| 1452 | It has narrative thread. | 它有叙述线。 |
| 1453 | It has voiceover. | 它有声音 |
| 1454 | I break the fourth wall, house of cards style. | 我打破了第四面墙, 房子的牌型。 |
| 1455 | And you get to watch in real time as a company is built, | 你可以实时观看 公司建设, |
| 1456 | more so in season two. | 更多在第二季是这样。 |
| 1457 | I think I sell an $8 million apartment this season, | 我想这个季节我卖了八百万的公寓 |
| 1458 | live while getting out of the shower. | 在洗澡的时候活着 |
| 1459 | From the negotiation towards deal done, | 从谈判到交易完成 |
| 1460 | I am butt naked to putting on my shirt | 我裸着屁股穿上衬衫 |
| 1461 | between both parties and the camera barely even cuts. | 在双方和相机之间 几乎没有剪断。 |
| 1462 | Like I've never seen anything like that before. | 譬如我前所未见. |
| 1463 | And I think it's the evolution of the genre. | 我认为这是流派的进化。 |
| 1464 | I think people are sick and tired | 我觉得人们病了又累 |
| 1465 | of knowing what's coming next. | 知道接下来会发生什么 |
| 1466 | And Only Manhattan is the exact opposite of that. | 只有曼哈顿才是完全相反的 |
| 1467 | That's why we deadlift, | 所以我们才要死 |
| 1468 | even when you don't like it in the morning. | 即使你早上不喜欢 |
| 1469 | That's why you're up at 430. | 故上四百三十载. |
| 1470 | Yeah. | 对 |
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