（中英附文稿）顶级销售高手：从身无分文到年销售10亿美元，成
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:00 | You have to wake up every day and you have to go make money. | 你必须每天醒来,然后去赚钱。 |
| 0:01 | That is the game. | 这就是游戏。 |
| 0:02 | I had reached the top of the real estate sales charts. | 我到了房地产销售图的顶端 |
| 0:05 | My last year as a real estate agent, | 我作为房地产经纪人的最后一年 |
| 0:07 | we crossed a billion dollars in sales for the year. | 我们今年的销售额突破十亿美元 |
| 0:09 | The art of the sale is that nothing is for sale | 销售的艺术是,没有什么可以出售的 |
| 0:12 | and I'm not selling you anything. | 我不会卖给你任何东西。 |
| 0:13 | If I give you an undercover identity | 如果我给你一个卧底身份 |
| 0:15 | and dropped you off in a different city, | 把你扔到另一个城市 |
| 0:17 | told you to build a brand, what would you do? | 叫你建个品牌 你会怎么做? |
展开字幕全文（1370 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | You have to wake up every day and you have to go make money. | 你必须每天醒来,然后去赚钱。 |
| 2 | That is the game. | 这就是游戏。 |
| 3 | I had reached the top of the real estate sales charts. | 我到了房地产销售图的顶端 |
| 4 | My last year as a real estate agent, | 我作为房地产经纪人的最后一年 |
| 5 | we crossed a billion dollars in sales for the year. | 我们今年的销售额突破十亿美元 |
| 6 | The art of the sale is that nothing is for sale | 销售的艺术是,没有什么可以出售的 |
| 7 | and I'm not selling you anything. | 我不会卖给你任何东西。 |
| 8 | If I give you an undercover identity | 如果我给你一个卧底身份 |
| 9 | and dropped you off in a different city, | 把你扔到另一个城市 |
| 10 | told you to build a brand, what would you do? | 叫你建个品牌 你会怎么做? |
| 11 | You have to put yourself out there. | 你必须把自己在那里。 |
| 12 | You have to follow up forever. | 你必须永远跟进 |
| 13 | You have to be totally okay with embarrassment. | 你必须完全接受尴尬。 |
| 14 | If you're willing to embarrass yourself, | 如果你愿意让自己难堪 |
| 15 | you make more money. | 你赚的更多。 |
| 16 | One of the biggest clients I have, | 我最大的客户之一, |
| 17 | I followed up with them for five years, | 我跟踪他们五年了 |
| 18 | then sold them a place for 16 million, then 73 million. | 然后以1600万卖给他们,然后是7300万。 |
| 19 | What is the art of the follow-up? | 后续的艺术是什么? |
| 20 | Listen, you... | 听着,你... |
| 21 | Okay, I wanted to start this in a way | 好,我想从某种角度开始 |
| 22 | that you've never started a podcast before. | 你从来没有开始播客。 |
| 23 | Oh God. | 天呐 |
| 24 | I have a gift for you. | 我有一个礼物给你。 |
| 25 | Oh, no one gets me gifts. | 哦,没有人能给我礼物。 |
| 26 | Oh, I think you'll like this. | 我想你会喜欢的 |
| 27 | What is this? | 这是什么? |
| 28 | Bremont, did you get me a watch? | 布雷蒙,你给我拿了表吗? |
| 29 | Holy macaroni, crazy. | 天啊,疯了 |
| 30 | Thank you very much. | 谢谢 |
| 31 | That's cool. | 这很酷。 |
| 32 | Look at that. | 看看这个。 |
| 33 | Note for anyone watching, | 请注意,任何人观看, |
| 34 | if you ever invite me on your podcast going forward | 如果你曾经邀请我 在你的播客前进 |
| 35 | and you don't first give me an awesome gift, | 你不首先给我一个很棒的礼物, |
| 36 | I'm gonna walk out. | 我要离开。 |
| 37 | It's like in sales. | 这就像销售。 |
| 38 | When I first got into sales, I wanted to do bigger ones. | 当我第一次进入销售, 我想做更大的。 |
| 39 | I wanna do more expensive sales. | 我想做更昂贵的销售。 |
| 40 | That's what you wanna do. | 这就是你想做的。 |
| 41 | You don't wanna sell the same thing over and over. | 你不想一次又一次地卖同样的东西 |
| 42 | Even if you're great at it, you also get used to it. | 纵令精进亦得习. |
| 43 | Burnout is doing the same thing over and over again | Burnout一次又一次地做同样的事情 |
| 44 | and not seeing results. | 却看不到结果 |
| 45 | And the way to move up in price point | 价格上升的方法 |
| 46 | is putting yourself in high price point situations. | 让你自己陷入高价状况 |
| 47 | And so I will always tell people | 所以我会永远告诉别人 |
| 48 | you have to level yourself up | 你必须把自己拉平 |
| 49 | and then you have to say no to everything else. | 然后,你必须说不 其他的一切。 |
| 50 | And it's really hard for people to do | 人很难做到 |
| 51 | because you get used to paying your monthly bills | 因为你习惯支付月费 |
| 52 | with what I used to do. | 和以前一样 |
| 53 | I know what I wanna go do, | 我知道我想做什么,我爱她 |
| 54 | but I don't know if I can get there. | 但我不知道我能不能过去 |
| 55 | They don't take the bet on themselves | 他们不会自己下注 |
| 56 | and then they spend their entire life | 然后他们度过一生 |
| 57 | doing what they're comfortable doing | 做他们舒服的事 |
| 58 | because it's much easier to do that and complain | 因为这样做和抱怨容易得多 |
| 59 | than it is to actually take real risk. | 而不是真正承担风险 |
| 60 | And so the same way it was like, right, | 所以,同样的方式 它就像,正确的, |
| 61 | I don't do rentals anymore. | 我不再租房了 别再租了 |
| 62 | New York City is 70% rentals. | 纽约市租金为70%. |
| 63 | I do sales, only sales. | 我做销售,只有销售。 |
| 64 | Brutal, brutal couple of months. | 残酷,残忍的几个月。 |
| 65 | Same thing here. | 同样的事情在这里。 |
| 66 | I no longer do podcasts that don't start with gifts. | 我不再做播客 不从礼物开始。 |
| 67 | That's why I was talking that way. | 所以我才这么说 |
| 68 | Well, let's talk about this a little bit. | 好吧,让我们谈谈这个。 |
| 69 | The transition between you doing rentals | 你们之间的过渡 |
| 70 | and you doing sales was fascinating for me | 而你做销售对我来说很迷人 |
| 71 | because it was almost a fake it till you make it situation. | 因为它几乎是一个假 它直到你把它的情况。 |
| 72 | There was a story about a Bravo crew | 有一个关于B组的故事 |
| 73 | that was following you around. | 跟踪你 |
| 74 | And at the time you were like, | 而当时你喜欢, |
| 75 | oh my God, I don't want them to see my life. | 哦,我的上帝,我不想让他们看到我的生活。 |
| 76 | So you did all the things. | 所以,你做了所有的东西。 |
| 77 | Tell me this story. | 告诉我这个故事 |
| 78 | First of all, first of all, | 首先,首先, |
| 79 | it's not fake it till you make it. | 它不是假的,直到你做到这一点。 |
| 80 | When I hear people say fake it till you make it, | 当我听到人们说 假的,直到你做到这一点, |
| 81 | they say that because it rhymes and it's easy to say, | 他们说,因为它押韵 很容易说, |
| 82 | but it also implies lying, | 但也意味着说谎, |
| 83 | which I just think is the worst, | 我认为这是最糟糕的, |
| 84 | especially for anyone who's an independent contractor | 特别是任何独立承包商 |
| 85 | or who's an entrepreneur | 或谁是企业家 |
| 86 | or who's ever had to sell anything to anyone. | 或谁曾经不得不卖任何东西给任何人。 |
| 87 | Everything sounds great until someone lies to your face. | 一切听起来都很好 直到有人对你撒谎 |
| 88 | So I've always aligned myself with being future me. | 所以我一直认为自己是未来的我 |
| 89 | That's it. | 就这样 |
| 90 | I'm not faking anything. | 我没有假装什么。 |
| 91 | I know to my core, | 我对我的心脏, |
| 92 | the person I'm gonna show you right now | 我现在要告诉你的人 |
| 93 | is the person I'm gonna become 12 to 24 months from now. | 从现在起的12到24个月里 我就会变成这样 |
| 94 | I've written it down. | 我写下来了 |
| 95 | I've written it out and I will manifest it. | 我已经写好了,我会显示它。 |
| 96 | And when I do it that way, | 当我这样做, |
| 97 | maybe I don't become the exact person | 也许我不会成为准确的人 |
| 98 | I thought I was gonna be, | 我以为我会是, |
| 99 | but I become some alternate reality version of that person. | 但我成了那个人的另类现实版本 |
| 100 | So in 2010, there was an open casting call | 所以在2010年 有一个公开的铸造呼叫 |
| 101 | for the New York version of a TV show | 纽约的电视剧 |
| 102 | called Million Dollar Listing. | 名为百万上市。 |
| 103 | And Bravo was gonna start franchising it | 和Bravo要开始特许 |
| 104 | and they wanted to do it in New York. | 他们想在纽约做 |
| 105 | And they were looking for the best and brightest | 他们正在寻找最好的和最聪明的 |
| 106 | and hungriest real estate agents | 和饥饿的房地产经纪人 |
| 107 | under the age of 30 at that time. | 30岁以下。 |
| 108 | And I had been in the business for 18 months. | 我做了18个月的工作 |
| 109 | I got my license the day Lehman Brothers filed for bankruptcy | 雷曼兄弟申请破产那天我拿到驾照了 |
| 110 | because I needed to pay my rent | 因为我需要付房租 |
| 111 | and I was acting in the city and I had no money | 我在城里演戏,没钱 |
| 112 | and I didn't wanna move home. | 我不想搬回家。 |
| 113 | And so a friend said, get your real estate license. | 所以有个朋友说 拿你的房地产执照 |
| 114 | You're gonna memorize information. | 你会记住信息。 |
| 115 | You're gonna play yes and improv games on the street | 你会在街上玩"是"和"即兴游戏" |
| 116 | with new clients every day. | 每天都有新客户 |
| 117 | All you have to do is rent apartments. | 你要做的就是租公寓 |
| 118 | You get a small percentage of your commission | 你得到的佣金只有一小部分 |
| 119 | and then you can pay your bills. | 然后你可以支付你的账单。 |
| 120 | I had to make $2,000 a month. | 我每月得赚两千块 |
| 121 | That is the whole reason I got into real estate | 这就是我进入房地产的原因 |
| 122 | was to make $2,000 a month. | 一个月赚两千块 |
| 123 | And I saw this casting call come through | 我看见这个铸造电话通过 |
| 124 | and I'd always wanted to act. | 我一直想演戏 |
| 125 | That was my goal. | 这就是我的目标。 |
| 126 | That's why I came to New York in the first place. | 故初来纽约. |
| 127 | And so I went and 3,000 agents plus minus showed up | 所以我去了,3000名探员 加上零点出现 |
| 128 | to an open casting call at the Hudson Hotel in Times Square. | 来到时代广场哈德逊酒店的公开铸造电话 |
| 129 | And I didn't hear anything for a couple months. | 我几个月没听到什么了 |
| 130 | And then they called back and said, | 然后他们回电话说, |
| 131 | we whittled it down to whatever it was, 15 or 1,600. | 15或1600个 |
| 132 | And then somehow through all that process | 然后不知何故经过了所有的过程 |
| 133 | over the course of 2010, I made it down to, | 在2010年期间,我做到了 |
| 134 | they were gonna follow around 16 of us to find three. | 他们要跟踪我们16个人找到3个人 |
| 135 | And so they were gonna follow us for half a day. | 所以他们要跟踪我们半天 |
| 136 | If I show them what my life is like right now | 如果我给他们看看我现在的生活 |
| 137 | from my tiny little studio apartment | 从我的小工作室公寓里 |
| 138 | and I take them on the subway, | 我带他们上地铁, |
| 139 | I'm not getting on a TV show called Million Dollar Listing. | 我不会上一个名为"上百万"的电视节目 |
| 140 | And so I wrote down, | 所以我写下了 |
| 141 | if Ryan was on Million Dollar Listing, who would he be? | 如果瑞恩上百万的榜单 他会是谁? |
| 142 | If I'm the cast and director, who do I wanna cast? | 如果我是演员和导演,我想演谁? |
| 143 | I probably don't take the subway. | 我可能不坐地铁。 |
| 144 | If I'm one of the best, I probably get driven or I drive. | 如果我是最好的,我可能会开车或开车。 |
| 145 | 从我同事那里借了一辆Range Rover | |
| 146 | And then I coordinated some different listings | 然后我协调了一些不同的列表 |
| 147 | that I could bring them to. | 我可以带他们去。 |
| 148 | And I was like, I'm gonna have you meet me at the gym. | 我本来想,我要让你在健身房见我 |
| 149 | I had to meet me at 5 a.m. | 我不得不在早上5点见我 |
| 150 | Cause I also knew there was a little psychology | 因为我也知道有一点心理 |
| 151 | to the process where if I could tire them out, right? | 如果我能把他们累死的话,对不对? |
| 152 | They would just be so exhausted with me | 他们只是会很累我 |
| 153 | that they would say, well, I don't know. | 他们会说,嗯,我不知道。 |
| 154 | He was just great. | 他很厉害 |
| 155 | And so they're from LA. | 他们来自洛杉矶 |
| 156 | So they were three hours behind and they were here. | 所以他们落后了三个小时,就在这里。 |
| 157 | I had to meet me at 5 a.m. | 我不得不在早上5点见我 |
| 158 | So in their brain, it was 2 a.m. | 所以在他们的大脑里 是凌晨2点 |
| 159 | They're all exhausted. | 他们都累了。 |
| 160 | And then they're boxing with my shirt off, whatever. | 然后他们用我的衬衫打拳击,不管。 |
| 161 | Then I go into my apartment and I take off all my clothes | 然后,我进入我的公寓,我脱掉我所有的衣服 |
| 162 | and I just take a shower. | 我洗个澡 |
| 163 | And they didn't know what to do. | 他们不知道该怎么办。 |
| 164 | I was like, you're not gonna do anything with this. | 我本来想,你不会做任何事情 用这个。 |
| 165 | You're not gonna air it. | 你不会去播放它。 |
| 166 | But I need them to know that I would have no filter | 但我要他们知道我没有过滤器 |
| 167 | and I would say whatever's on my mind | 我会说出我想说的话 |
| 168 | and I would do anything I felt like at all times. | 我愿意随时随地做我想做的事 |
| 169 | And so I just took a shower and they were just like, | 所以我洗了个澡 他们就想 |
| 170 | they didn't know what to do. | 他们不知道该怎么办。 |
| 171 | I'm like, what is this guy doing? | 这家伙在干嘛? |
| 172 | I also knew that Ryan a year from now | 我也知道一年后莱恩 |
| 173 | is gonna be a lot busier than Ryan is today. | 会比瑞安今天更忙 |
| 174 | So everyone I knew, I said, call me. | 所以我认识的每个人,我说,给我打电话。 |
| 175 | Tomorrow morning, your number one job. | 明天早上,你的头号工作。 |
| 176 | If I don't pick up, doesn't matter anything, | 如果我不接电话,什么也不重要 |
| 177 | you have to call me over and over and over. | 你必须一次又一次地给我打电话 |
| 178 | And then I got a friend of mine. | 然后我有个朋友 |
| 179 | His name was Tobin Ludwig, who I had met in acting classes | 他叫托宾·路德维希 我在表演课上见过他 |
| 180 | because I couldn't convince anyone | 因为我无法说服任何人 |
| 181 | to actually come on camera with me, | 与我相识, |
| 182 | to be a client, super scary. | 成为客户,超级恐怖。 |
| 183 | So I said, you're gonna be, just be a hedge funder | 所以我说,你会是, 只是做一个对冲基金 |
| 184 | and I need to show you an apartment on camera, okay? | 我要带你们看一栋摄像机,好吗? |
| 185 | You gonna be cool with that? | 你会同意吗? |
| 186 | He's like, great, what's my mood? | 他就像,伟大的, 什么是我的心情? |
| 187 | Like, dude, you're the man. | 喜欢,伙计,你是男人。 |
| 188 | So he shows up late. | 所以他来晚了 |
| 189 | We get to this penthouse in Gramercy that I had access to. | 我们到了格莱默西的顶楼,我有机会进入。 |
| 190 | He's got a half-eaten bagel egg and cheese. | 他有半味的百吉饼蛋和奶酪. |
| 191 | He's got the Financial Times under his arm. | 他的臂膀有"金融时报". |
| 192 | He shows up and he's just pissed off and angry | 他来了,他只是生气和愤怒 |
| 193 | and we just do this tour. | 我们只是做这个巡演。 |
| 194 | And then I got a call from my next appointment | 后来我接到了下次约会的电话 |
| 195 | that I was gonna take them to, | 我要带他们去, |
| 196 | saying they had a real showing coming through | 说他们有一个真正的表演 通过 |
| 197 | and you can't show up with your cameras. | 你不能带着摄像机出现 |
| 198 | And so I didn't know what to do. | 所以我不知道该怎么做 |
| 199 | So I said, goodbye, Tobin. | 所以我说,再见,托宾。 |
| 200 | He left and I went to the bathroom | 他走了,我上厕所 |
| 201 | and I have a core memory of this. | 我有一个核心的记忆。 |
| 202 | I just went to like a full sweat. | 我只是喜欢满身汗水 |
| 203 | So I was like, you set up the whole plan, | 所以我想, 你设置了整个计划, |
| 204 | you're ready to go and then what do we do? | 你准备好走了 然后我们怎么办? |
| 205 | And I remembered I had gone on a date | 我记得我约会过 |
| 206 | with somebody like a year before that in New York | 跟一个比纽约早一年的人 |
| 207 | and we got to the date at this restaurant | 我们到了这个餐厅的约会 |
| 208 | and we talked for like five minutes | 我们聊了5分钟 |
| 209 | and she said, I'm gonna go to the bathroom. | 她说,我要去浴室。 |
| 210 | She got to go to the bathroom and I just waited | 她得去洗手间 我等了一会 |
| 211 | and she came back and she said, I'm so sorry, | 她回来说,我很抱歉, |
| 212 | something's come up, I have to leave. | 有事发生,我得走了。 |
| 213 | And she left and then ghosted me totally after that | 然后她离开了,然后就把我鬼魂吞噬 |
| 214 | before ghosting was even a phrase. | 鬼魂之前甚至是一个短语。 |
| 215 | So something I did or how I looked | 所以我做了一些事情 或者我的样子 |
| 216 | or something threw her off. | 或者有东西把她甩了 |
| 217 | But I thought about that moment forever. | 但我一直想着那个时刻 |
| 218 | People want what they can't have. | 人们想要他们不能拥有的东西。 |
| 219 | And when you surprise them, like in the art of war, | 当你惊动他们 就像战争艺术 |
| 220 | they don't know what to do | 他们不知道该怎么办 |
| 221 | and it makes them double down their focus on you. | 这让他们加倍关注你 |
| 222 | And so I'm in the bathroom like, that's what I'm gonna do. | 所以我在浴室一样, 这就是我要去做的。 |
| 223 | I'm gonna do what that girl did to me. | 我要做那个女孩对我做的事 |
| 224 | And so I walked out there, I'm like, guys, | 所以我走在那里,我一样,伙计们, |
| 225 | I know you're booked and scheduled to come with me | 我知道你已经订好了 和我一起来 |
| 226 | to the next showing, something's come up | 接下来的表演, 有事发生 |
| 227 | that's pretty urgent, I have to take care of it. | 这是相当紧急的, 我必须处理它。 |
| 228 | I'm sorry if this isn't gonna work out. | 对不起,如果这不会成功。 |
| 229 | And I just went downstairs, I left them in the apartment. | 我刚刚下楼,把他们留在公寓里。 |
| 230 | I didn't know what to do, I was panicking. | 我不知道该怎么办,我慌了。 |
| 231 | I got in the Range Rover and I fucking busted it | 我上了路虎,我他妈的把它弄坏了 |
| 232 | through a red light and I was gone. | 穿过红灯,我就走了 |
| 233 | And then they went on to everybody else who really tried, | 然后他们去寻找所有真正尝试过的人 |
| 234 | who showed them their life and really tried | 他们曾昭示他们自己的生命, |
| 235 | and really wanted it. | 并真正想要它。 |
| 236 | And they called me the next day and said, | 他们第二天给我打电话说 |
| 237 | we're gonna film the first season of this show | 我们要拍这个节目的第一季 |
| 238 | with four of you, we've put it down to four. | 与你们四个人,我们已经将其降到四个。 |
| 239 | One of you is not gonna be in the final cut. | 你们其中一人不会进入最后的一线 |
| 240 | So best of luck. | 祝你好运 |
| 241 | Do you know why that story inspires me? | 你知道那故事为什么给我灵感吗? |
| 242 | Why? | 为什么? |
| 243 | Because like when my kids, they're like, | 因为当我的孩子,他们喜欢, |
| 244 | they want good grades. | 他们想要好成绩 |
| 245 | And so I asked them, I'm like, | 所以我问他们,我像, |
| 246 | imagine the camera crew's following an A plus student around. | 想象摄像组在跟踪一个A+学生 |
| 247 | And how do they spend their day studying? | 他们如何度过他们的一天学习? |
| 248 | How do they allocate their time? | 他们如何分配时间? |
| 249 | How do they prepare? | 他们怎么准备? |
| 250 | And then do those things and you will get A pluses. | 然后做那些事,你会得到A加。 |
| 251 | And I mean, effectively, that's a version of what you did, | 我的意思是,有效的, 这是一个版本 你做了什么, |
| 252 | which was amazing. | 这是惊人的。 |
| 253 | Yeah, again, lying is very different. | 是啊,再次, 说谎是非常不同的。 |
| 254 | But I think it's true and I do this to my daughter now | 但我认为这是真的 我现在这样对我的女儿 |
| 255 | and I do it to our own agents and my staff and everybody. | 我这样做对我们自己的特工,我的员工和所有人。 |
| 256 | Tell me who you wanna be. | 告诉我你想成为谁 |
| 257 | Who do you wanna be? | 你想当谁? |
| 258 | Act like that person today. | 就像今天那个人一样 |
| 259 | If you wanna be somebody who has money, act like it. | 如果你想成为有钱人,就照做 |
| 260 | Don't act like the person you used to be. | 别像以前那样 |
| 261 | Act like the person you're gonna become. | 装成你将要变成的人 |
| 262 | And I promise you, like that mental mind shift alone | 我答应你,就像一个人的心理转变 |
| 263 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}因为世界被吸引 | |
| 264 | to confidence and competence. | 信心和能力。 |
| 265 | And so if you can be competent | 如果你能胜任的话 |
| 266 | while being humbly confident, | 同时,你应当确信, |
| 267 | people will give you the things that you want, | 人们会给你你想要的东西, |
| 268 | the things that you ask for. | 你要的东西。 |
| 269 | You will do more business. | 你会做更多的生意。 |
| 270 | You will be happier because you can sit | 你会更快乐 因为你可以坐下 |
| 271 | and you can look left and you can see rain and clouds | 你可以看到雨和云 |
| 272 | or you can sit and you can look right | 或者你坐着看好 |
| 273 | and you can see sunshine. | 你可以看到阳光 |
| 274 | You gotta pick every day. | 你每天都得选 |
| 275 | And that worked and I did that TV show for 10 years | 我做了10年的电视节目 |
| 276 | and then three spinoff shows. | 然后是三个副产品 |
| 277 | And now we have our Netflix show. | 现在我们有我们的Netflix节目。 |
| 278 | And then I started a company. | 之后我创办了一家公司. |
| 279 | I just keep, I wake up and I follow my calendar | 我只是坚持, 我醒来, 我遵循我的日历 |
| 280 | and I go from there. | 我从那里开始。 |
| 281 | Coming back to sort of being the person you wanna be, | 回到你想成为的人 |
| 282 | is that why you got into theater? | 这就是你进入剧院的原因? |
| 283 | So you could be somebody else. | 所以你可以成为别人。 |
| 284 | For sure. | 当然 |
| 285 | Yeah, we moved around a lot when I was a little kid. | 是啊,我们搬了很多地方 当我还是个孩子。 |
| 286 | And I think I never found community | 我想我从来没有找到社区 |
| 287 | because we switched schools so much | 因为我们换了这么多学校 |
| 288 | and the theater kids were nice. | 剧院的孩子们也很好 |
| 289 | They were just nice and they took me in. | 他们只是很好,他们收留了我。 |
| 290 | And for those moments on stage or in those classes, | 对于那些在舞台上或在课堂上的时刻, |
| 291 | I could pretend to be somebody else, | 我可以假装别人, |
| 292 | which was a lot easier than being myself. | 这比做我自己容易多了 |
| 293 | And I just liked it. | 我只是喜欢它。 |
| 294 | And it was in hindsight, an incredible skill to build, | 它在后视, 一个不可思议的技能建造, |
| 295 | given what I do now. | 以我现在所做的 |
| 296 | Selling isn't acting, but it's the same muscle | 卖不是演戏,而是肌肉一样 |
| 297 | you are on all day long. | 你整天都在忙着 |
| 298 | But the ability to memorize information was huge for me. | 但记忆信息的能力对我来说是巨大的。 |
| 299 | I was able to work that part of my brain | 我能够工作 我的大脑的一部分 |
| 300 | from when I was a really, really little kid. | 从我还是个孩子开始的 |
| 301 | The ability to talk to people in complete sentences, | 能够和满句的人交谈, |
| 302 | the ability to breathe with your diaphragm | 用你的隔膜呼吸的能力 |
| 303 | and not breathe through your throat. | 并且不要呼吸 通过你的喉咙。 |
| 304 | There's a lot of those skill sets you learn in theater | 剧场里有很多技巧 |
| 305 | and theater is just how to create a full human. | 戏剧就是创造完整的人类 |
| 306 | Is that why you make your agent still do improv classes? | 所以你才让你的经纪人还做即兴表演? |
| 307 | I used to make them. | 我曾经做它们。 |
| 308 | Now I highly, highly, highly, highly recommend it. | 现在我高度,高度,高度,高度推荐。 |
| 309 | Most people are afraid of their own shadow. | 大多数人害怕自己的影子。 |
| 310 | And especially today, where people have grown up | 特别是今天 人们长大了 |
| 311 | with social media, there's this epidemic | 有社交媒体,有这种流行病 |
| 312 | where people are no longer afraid of failure | 人们不再害怕失败 |
| 313 | because it just seems like that's part of the job, | 因为这似乎是工作的一部分 |
| 314 | but they're 100,000% afraid of embarrassment. | 但他们十分害怕尴尬 |
| 315 | And that is really scary. | 这真的很可怕。 |
| 316 | Like they're not willing to go out and take a risk | 好像他们不想出去冒险一样 |
| 317 | or make a fool of themselves or talk to 100 people | 或自欺欺人 或与100人交谈 |
| 318 | and meet five. | 并见五. |
| 319 | Like you've got to be okay with being embarrassed. | 就像你必须接受尴尬一样 |
| 320 | You've got to be okay with people talking poorly about you. | 你总得接受别人对你不好的描述 |
| 321 | You have to be okay with bad comments. | 你得接受坏评论 |
| 322 | Like you should not be okay when people stop talking | 就像你不应该没事 当人们停止说话 |
| 323 | or stop caring. | 或停止关心。 |
| 324 | And so yeah, improv, especially for agents who are shy, | 所以是的,即兴表演, 尤其是对于害羞的特工, |
| 325 | who are scared of their own shadow, | 他们畏惧自己的影子, |
| 326 | teaching them to get on stage | 教他们上台 |
| 327 | in front of people that they don't know, | 在他们不认识的人面前 |
| 328 | pretend to be a cat on Mars, on fire, | 假装是火星上的猫 着火了 |
| 329 | who speaks English and is looking for its grandmother. | 她会说英语,正在寻找她的祖母。 |
| 330 | I don't know, like some random scenario, go do that. | 我不知道,像一些随机的情况, 去做到这一点。 |
| 331 | It's not that hard if you just try. | 试试就没那么难 |
| 332 | It's goofy, it's weird, you make fun of yourself. | 胡言乱语,怪怪的,取笑自己. |
| 333 | Those people make more money. | 那些人赚的钱更多。 |
| 334 | If you're willing to embarrass yourself, | 如果你愿意让自己难堪 |
| 335 | you make more money every time. | 你每次都赚更多的钱 |
| 336 | You have a concept that I loved | 你有一个我喜欢的概念 |
| 337 | about a thousand minutes a day. | 每天约一千分钟。 |
| 338 | Can you walk me through that? | 你能带我穿过吗? |
| 339 | As an independent contractor, you're by yourself every day. | 作为独立承包商,你每天都独自一人. |
| 340 | You have no boss. | 你没有老板。 |
| 341 | You could have coaches and whatever. | 你可以有教练之类的 |
| 342 | You have to wake up every day and you have to go make money. | 你必须每天醒来,然后去赚钱。 |
| 343 | If you don't know what to do with your hours, your minutes, | 如果你不知道该怎么处理你的时间和时间 |
| 344 | you could use them very, very unwisely. | 你可以很不明智地使用它们。 |
| 345 | So when I first got into real estate, | 所以当我第一次进入房地产, |
| 346 | one of the hardest things I had to figure out | 我不得不想出最困难的一件事 |
| 347 | is what do I do all day? | 我整天都干什麽? |
| 348 | So when I got into the business, | 所以当我进入这个行业, |
| 349 | I got to figure out structure. | 我得找出结构 |
| 350 | I need to blueprint for myself. | 我需要为自己制定蓝图。 |
| 351 | So I'm gonna do it in two ways. | 所以我要用两种方式 |
| 352 | One, I have a three-part structure for my day. | 一,我今天有三段结构. |
| 353 | I'm gonna find business, keep business, do business. | 我会找到生意,保持生意,做生意。 |
| 354 | I'm gonna be the CEO, CFO, and COO of my own life. | 我会成为首席执行官 首席财务官和首席财务官 |
| 355 | And that's gonna be my day. | 这将是我的一天。 |
| 356 | And I'm gonna do that within a block of minutes. | 我会在一街区内做到这一点。 |
| 357 | So you have 1,440 minutes every single day. | 所以你每天有1,440分钟 |
| 358 | On average, me, especially before I was married, | 平均而言,我,特别是在我结婚之前 |
| 359 | kids, et cetera, some people have 500 minutes a day | 孩子们等等 有些人每天有500分钟 |
| 360 | to be productive and do their work. | 做他们的工作 |
| 361 | Some people have way more, you know? | 有些人还有更多,你知道吗? |
| 362 | On average, you have a thousand. | 平均来说,你有一千个 |
| 363 | You have to treat those thousand minutes like money. | 你必须把这一千分钟当钱 |
| 364 | It's the only way you won't waste it. | 这是你不会浪费的唯一方法 |
| 365 | If you had $1,000 in your pocket | 如果你口袋里有1000块 |
| 366 | and someone took out five and ran away, | 有人杀了五个人然后逃走了 |
| 367 | you wouldn't then say, hey, hey, here's the rest, right? | 你不会说,嘿,嘿,嘿,这是剩下的,对不对? |
| 368 | But people do that with their time. | 但人们用自己的时间来做到这一点。 |
| 369 | You have a bad phone call for five minutes, | 你五分钟的电话不好 |
| 370 | someone pisses you off, | 有人惹恼你, |
| 371 | and you give them the rest of those money. | 把剩下的钱都给他们 |
| 372 | You're like, you know what? | 你就像,你知道吗? |
| 373 | Here you go, you should take it. | 给你,你应该把它。 |
| 374 | And they do that with their time, | 他们用自己的时间做, |
| 375 | because they don't think about their time | 因为他们不考虑自己的时间 |
| 376 | as their greatest asset. | 作为他们最大的资产。 |
| 377 | And so I would wake up and I'd write down, | 所以我会醒来然后写下来 |
| 378 | I'm the CEO, this is stupid. | 我是首席执行官,这太蠢了 |
| 379 | I'm the CEO of my own bank of time. | 我是我自己时间库的首席执行官 |
| 380 | Today I have a thousand fresh dollars | 今天我有一千块新鲜钱 |
| 381 | and I have to use them wisely. | 我必须明智地使用它们。 |
| 382 | And if they're unused, I get to invest them into tomorrow. | 如果它们没用,我明天再投资 |
| 383 | If someone ruins them, it's fine. | 如果有人毁了他们,就没事了. |
| 384 | It doesn't mean anything. | 谓无量义. |
| 385 | And it helped me become so much more productive. | 它帮助我变得更有生产力。 |
| 386 | Our meetings turned into 15 to 30. | 我们的会议变成了15到30场。 |
| 387 | My days then became basically 15 minute increments. | 我的日子后来基本上变成了15分钟的增量. |
| 388 | So I could just do 10 times more in one day | 这样我一天就能再做十倍了 |
| 389 | than anybody else. | 比任何人都强 |
| 390 | And it wasn't because I was necessarily doing more, | 这并不是因为我必须做更多, |
| 391 | it's because I was just valuing my time that much greater. | 是因为我只珍惜我的时间 |
| 392 | I held myself and my time to the highest regard | 我把自己和时间都放在首位 |
| 393 | in as humble and nice of a way as I possibly can. | 尽我所能谦虚和善良 |
| 394 | I never walk into meetings. | 我从来没有走进会议。 |
| 395 | I'm like, hey, just so you know, I have 14 minutes, go. | 我像,嘿, 只是让你知道, 我有14分钟,走。 |
| 396 | I don't do that, that's insane. | 我不这样做,这是疯了。 |
| 397 | But what changed in the meetings, for example? | 例如,会议有什么变化? |
| 398 | So how do you go from having an hour long meeting | 那么,你如何去 从有一个小时长的会议 |
| 399 | to a 15 minute meeting? | 15分钟的会议? |
| 400 | And what is it, the tangible things that you did | 是什么,你所做的具体事情 |
| 401 | that changed that? | 这改变了吗? |
| 402 | Is it new small talk? | 是新谈的吗? |
| 403 | Is it just business? | 只是公事吗? |
| 404 | Is it like, how did that work? | 感觉怎么样? |
| 405 | It depends on what the meeting is. | 这取决于会议是什么。 |
| 406 | It depends on what the call to action is going to be | 这取决于行动呼吁将是什么 |
| 407 | and what we're looking to do. | 以及我们要做的事 |
| 408 | And you'd be surprised when you offer up less time | 少点时间你会很惊讶的 |
| 409 | to somebody else, it also means | 对别人来说,这也意味着 |
| 410 | that they get to take less time with you. | 他们可以少花点时间陪你 |
| 411 | And most people aren't rude about it. | 大多数人对此并不粗鲁. |
| 412 | Most people are actually thankful. | 大多数人其实都感激不尽 |
| 413 | Doesn't mean you don't have small talk. | 不代表你没有闲聊 |
| 414 | It means you don't have unnecessary, | 这意味着你没有不必要的, |
| 415 | unproductive, no talk. | 没用的,不说话。 |
| 416 | Small talk is great. | 闲谈是伟大的。 |
| 417 | Like you and I, we shot the shit | 像你和我一样,我们拍狗屎 |
| 418 | for a few minutes before this started. | 在开始前几分钟 |
| 419 | You know, I am human, | 你知道,我是人类, |
| 420 | but I also really, really, really, really hate wasting time. | 但我真的,真的,真的,真的, 真的讨厌浪费时间。 |
| 421 | And I don't think anyone else should waste my time. | 我不认为其他人应该浪费我的时间。 |
| 422 | And I refuse to waste anybody else's. | 我拒绝浪费别人的 |
| 423 | And you just get that much more done. | 你只是得到了更多的工作。 |
| 424 | Like in 2000, I think it was, maybe it was 18. | 和2000年一样,我想是的,也许是18年。 |
| 425 | 2018 was a rough year for real estate in New York. | 2018年是纽约房地产的粗糙一年. |
| 426 | That was the year I think I crossed 800 million in sales | 那年我想我超额销售了8亿 |
| 427 | that year, which today is a small number. | 这一年,今天是少数。 |
| 428 | But at that point, and I wasn't the best, | 但那时,我不是最棒的 |
| 429 | I was by far the least connected, | 我当时关系最差 |
| 430 | but we outsold the next highest sales team | 但我们销量超过第二高的销售团队 |
| 431 | by I think like $350 million that year, | 我觉得那年有3.5亿美元 |
| 432 | which is almost a million dollars a day. | 这几乎是一天一百万美元。 |
| 433 | And I swear to you, it was because my team was a machine | 我向你发誓 那是因为我的团队是机器 |
| 434 | and operated with a high value currency of time | 以高价值时间货币运行 |
| 435 | in a way where everybody else would just go show. | 以某种方式,其他人 会只是去展示。 |
| 436 | They're just selling, they're busy. | 他们只是卖,他们很忙。 |
| 437 | They're taking their time, which maybe is healthier. | 他们花时间 也许更健康 |
| 438 | Talk to me about the art of the sale. | 跟我说说买卖的艺术 |
| 439 | Like how does that work? | 像是怎样的? |
| 440 | Like what is involved at that? | 比如说这里面有什么? |
| 441 | The negotiation, the positioning, | 谈判,定位, |
| 442 | they'll walk me through that. | 他们会送我过去 |
| 443 | Well, the best sale is no sale. | 那么,最好的销售是不卖。 |
| 444 | The art of the sale is that nothing is for sale | 销售的艺术是,没有什么可以出售的 |
| 445 | and I'm not selling you anything. | 我不会卖给你任何东西。 |
| 446 | People don't wanna be sold, but they love shopping. | 人们不想被卖,但他们喜欢购物。 |
| 447 | And so you create real authentic relationships, | 所以你创造了真正的真实关系, |
| 448 | even if it's short. | 纵有短. |
| 449 | So the first thing you do is the two Cs. | 所以,你做的第一件事是两个C。 |
| 450 | You find something in common, right? | 你发现一些共同点,对不对? |
| 451 | And you give somebody a compliment | 你给别人一个赞美 |
| 452 | because you want to disarm them and people like compliments. | 因为你想解除他们的武装 和人们喜欢恭维。 |
| 453 | Even if they're like, don't sell me, people appreciate it. | 即使他们喜欢,不要卖我, 人们欣赏它。 |
| 454 | And then you find something in common. | 然后你发现一些共同点。 |
| 455 | Oftentimes it's the house that you're in | 经常是你住的房子 |
| 456 | or the street that you're on or a job you have | 或你所在的街道 或你的工作 |
| 457 | or your birthday or your astrological sign, | 或你的生日或你的占星标志, |
| 458 | whatever it might be, you know? | 不管是什么,你知道吗? |
| 459 | And then you play the question game. | 然后你玩问题游戏。 |
| 460 | So you never ask a question that someone can say no to | 所以你从不问别人可以拒绝的问题 |
| 461 | and you just ask questions to let people talk. | 你只是问问题 让别人说话。 |
| 462 | People, especially adults, especially men, | 人们,特别是成年人,尤其是男人, |
| 463 | love the sound of their own voice. | 爱他们自己的声音。 |
| 464 | And so you ask questions, you let them talk, | 所以你问问题, 你让他们说话, |
| 465 | learn about them, find things that you have in common | 了解他们,找到你们共同的东西 |
| 466 | and you talk about everything but the sale. | 你只谈买卖 |
| 467 | We have a closing method called CODO, | 我们有一种叫CODO的关闭方法 |
| 468 | which is close on day one. | 这在第一天是关闭的。 |
| 469 | And so then the one thing you will do | 所以,那么,你会做的一件事 |
| 470 | is you'll lay out a certain set of expectations | 你会提出一些期望 |
| 471 | as to this is how we work. | 我们就是这样工作的 |
| 472 | This is what's going to happen | 这就是会发生的事 |
| 473 | because you don't want to be in a position | 因为你不想处于一个位置 |
| 474 | where now you've just made a friend forever | 在那里,你刚刚交了一个朋友 永远 |
| 475 | and you lay out what those next steps are. | 并阐明下一步是什么。 |
| 476 | So you also don't waste your time | 所以你也不要浪费时间 |
| 477 | because a lot of people do like to waste time. | 因为很多人都喜欢浪费时间 |
| 478 | And it depends on the asset, | 这取决于资产, |
| 479 | depends on the price, depends on the location, | 取决于价格,取决于地点, |
| 480 | depends on the interest, the activity, | 取决于兴趣,活动, |
| 481 | the stage you're setting for people | 你为人们设置的舞台 |
| 482 | or not setting for people. | 或者不为人们设定。 |
| 483 | Some products sell themselves. | 一些产品自己销售. |
| 484 | They're beautiful, they're well-priced. | 其物美,贵. |
| 485 | And the art of that sale is who am I going to sell to? | 那笔买卖的艺术是 我要卖给谁? |
| 486 | Sometimes they're incredibly overpriced | 有时它们太贵了 |
| 487 | and no one wants it. | 没有人想要它。 |
| 488 | And you have one showing and it's tomorrow and it's 2.30 | 你有一个展示,这是明天,它是2: 30 |
| 489 | and you're a net betting in American beauty | 你是美国美女的赌注 |
| 490 | and your, I will sell this house today. | 还有你,我今天会卖掉这房子 |
| 491 | And what do you do? | 你们是做什么的? |
| 492 | And it does come down to experience | 它确实会经历 |
| 493 | and selling the lifestyle and the opportunity | 并出售生活方式和机会 |
| 494 | and the dream. | 还有梦 |
| 495 | See a lot of people who are terrible at sales | 看到很多人在销售上很坏 |
| 496 | are trying to sell me the bed | 想卖床给我 |
| 497 | and they try to sell me the bed | 他们想把床卖给我 |
| 498 | that I can then go and have a dream in. | 我就可以去做个梦了 |
| 499 | And that is not how you do it. | 而且这不是你怎么做的。 |
| 500 | You sell the dream first, bed second. | 你卖梦第一,床第二。 |
| 501 | Every few years, a new platform earns its place | 每隔几年,一个新平台就能得到它的位置 |
| 502 | at the top of every smart advertiser's media plan. | 在每一个聪明的广告商的媒体计划上名列前茅. |
| 503 | The people who find it early build advantages | 早发现它的人会建立优势 |
| 504 | that are very hard to close. | 这很难关闭。 |
| 505 | AppLovin just had the most remarkable run in ad tech history | App Lovin刚刚在广告科技史上获得了最出色的成绩 |
| 506 | and now they've opened that engine to businesses like yours. | 现在他们把引擎 打开给像你这样的企业 |
| 507 | Over a billion people play mobile games every day, | 每天有十亿人玩手机游戏 |
| 508 | focused, not scrolling, | 专注,而不卷轴, |
| 509 | with no feed competing for their attention. | 没有食物争夺他们的注意力。 |
| 510 | AppLovin puts your brand in front of the right customers | App Lovin将你的品牌放在合适的顾客面前 |
| 511 | and optimizes purely for your growth. | 并优化 纯粹为您的成长。 |
| 512 | 诸如Wayfair、Kitsch、Ridge和Nectar等品牌 | |
| 513 | are already scaling on it, | 已经放大它, |
| 514 | while most of their competitors don't even know it exists. | 大部分竞争者甚至不知道它的存在 |
| 515 | Ready to find your next million customers? | 准备好找到你的下一百万客户了吗? |
| 516 | 前往 applovin.com 斜拉雪恩 | |
| 517 | and launch your first campaign today. | 并发起你的第一次运动 今天。 |
| 518 | Let me tell you about the best new product | 让我告诉你最好的新产品 |
| 519 | that I've used in the past five years. | 我用在过去5年。 |
| 520 | It's the Matic vacuum. | 即是弥陀真空. |
| 521 | This thing vacuums, it mops, Matic does everything. | 这东西会吸尘 拖把 Matic会做任何事 |
| 522 | Other robots bump into things, | 其他机器人碰上的东西, |
| 523 | but the Matic sees things. | 但马提人却看到了一些东西。 |
| 524 | It actually avoids the problems | 其实可以避免问题 |
| 525 | 和 Matic 自动调整 | |
| 526 | between my carpeted surfaces and my hardwood floors. | 我的地毯表面和硬木地板之间 |
| 527 | It's also super easy to schedule. | 这也是超容易安排的. |
| 528 | I have it run every night while I'm in bed | 我每晚睡觉的时候都会跑 |
| 529 | and every morning I wake up to clean floors. | 每天早上我醒来 清理地板。 |
| 530 | Messes happen and when they do, Matic rolls into action. | 出事了,一旦出事, Matic 就会投入行动。 |
| 531 | 今天去macrobots.com 让Matic为你工作 | |
| 532 | With these houses, are you selling a lifestyle? | 有了这些房子, 你卖一种生活方式? |
| 533 | Are you selling how you're going to feel in this place? | 你在卖你的感受吗? |
| 534 | I don't sell real estate. | 我不卖房地产。 |
| 535 | Everything's a sell, man. | 一切都是卖掉的 |
| 536 | You can talk to a pharmacist, right? | 你可以跟药剂师谈谈,对吧? |
| 537 | They're selling high. | 他们卖高。 |
| 538 | Well, everybody's in sales. | 好吧,每个人都在销售。 |
| 539 | We're all in sales. | 我们都在销售。 |
| 540 | And the first thing we sell is ourself. | 我们卖的第一件事情就是自己 |
| 541 | Always. | 永远 |
| 542 | Because that creates the relationship, | 因为这创造了关系, |
| 543 | it creates trust and confidence. | 它创造了信任和信心。 |
| 544 | Always, it's always why me, right? | 总是,它总是为什么我,对不对? |
| 545 | If it could be anybody, why not me? | 如果可能是任何人,为什么不是我? |
| 546 | Why not? | 为什么不呢? |
| 547 | And then just shoot your shot and try. | 然后开枪试试看 |
| 548 | And so you have to put yourself out there. | 所以,你必须把自己 在那里。 |
| 549 | You have to be totally okay with embarrassment. | 你必须完全接受尴尬。 |
| 550 | You have to follow up forever. | 你必须永远跟进 |
| 551 | One of the biggest clients I have, | 我最大的客户之一, |
| 552 | I met him briefly in 2012. | 我在2012年短暂地见过他。 |
| 553 | And I followed up with him every other week for five years. | 我每隔一周跟踪他5年 |
| 554 | And he finally responded to me at the end of 2017. | 而他最终于2017年底回复我. |
| 555 | And he was just busy. | 他当时很忙 |
| 556 | And double click on this follow-up thing | 并双击这个后续的事情 |
| 557 | because it's one of the things that you do | 因为这是你做的事情之一 |
| 558 | and you're known for. | 并且你以名声闻名 |
| 559 | Like what is the art of the follow-up? | 比如后续的艺术是什么? |
| 560 | Like how do you follow up for five years | 就像你如何追踪五年 |
| 561 | without getting blocked, rejected? | 不被封锁,拒绝? |
| 562 | Well, listen, I don't follow up with people | 好吧,听着,我不跟人跟踪 |
| 563 | who say stop, really. | 谁说停下来,真的。 |
| 564 | I mean, sometimes. | 我的意思是,有时。 |
| 565 | But you have three Fs. | 但你有三个F。 |
| 566 | So it's the art of the three Fs. | 故为三F之术. |
| 567 | Follow up, follow through, follow back. | 后继,后继,后继. |
| 568 | So you follow up forever until people buy, die, | 所以,你永远跟踪 直到人们购买,死亡, |
| 569 | or they bought something and they don't wanna work with you, | 或者他们买了东西 他们不想跟你合作 |
| 570 | which is totally fine. | 这是完全罚款。 |
| 571 | You follow through on everything you say you're gonna do. | 你按你说的去做 |
| 572 | And you follow back with everybody | 你跟随所有人 |
| 573 | that decided to work with you. | 决定跟你合作 |
| 574 | And you have to have that process and you have to do it. | 你必须有一个过程 你必须做到这一点。 |
| 575 | So he was, well, he was a potential great client. | 所以,他是一个潜在的伟大的客户。 |
| 576 | And he never wrote back. | 他从来没有回信。 |
| 577 | But was this like a quarterly email | 但是,这是像一个季度电子邮件 |
| 578 | you'd send him, hey, is now the first time? | 你派他来,这是第一次? |
| 579 | Personal note, personal note every other week | 个人笔记,每隔一周 |
| 580 | about the market, about a new listing, about a new sale, | 关于市场, 关于一个新的上市, 关于一个新的销售, |
| 581 | about an alert that I'd find. | 关于我能找到的警示 |
| 582 | One of the big unlocks for me in this process | 在这个过程中我最大的解锁之一 |
| 583 | was when Google created Google Alerts. | 当时谷歌创建了谷歌警报. |
| 584 | So you could set up anyone's name, anyone's company, | 所以你可以设立 任何人的名字,任何人的公司, |
| 585 | and you would get an email digest once an hour, | 你会得到电子邮件摘要 每小时一次, |
| 586 | a half a day, or twice a day, whatever you want, | 半天,或一天两次,无论你想要什么, |
| 587 | with anyone's name letting them know, | 任何人的名字让他们知道, |
| 588 | which would then be a good key indicator for me | 这将是我一个很好的关键性指标 |
| 589 | of like, oh, they just bought a company, | 他们刚买了一家公司 |
| 590 | or they just did this, they just did that. | 或者他们刚刚这样做, 他们刚刚这样做。 |
| 591 | And I never ask anything, never ask, never do anything, | 我从不问任何东西,从不问,从不做任何事情, |
| 592 | just congrats, crushing it, super simple. | 只是恭喜,压碎它,超级简单。 |
| 593 | Because at some point in time, maybe, | 因为也许在某个时候 |
| 594 | if and when they decide that they're gonna do something | 如果和当他们决定 他们要去做一些事情 |
| 595 | in real estate, my name will be in their brain, for sure. | 在房地产里,我的名字肯定在他们的脑子里 |
| 596 | Unless they've told me not to. | 除非他们告诉我不要这么做 |
| 597 | This is not a 100% success ratio, | 这不是100%的成功率, |
| 598 | but it is far greater than the not. | 但它远大于非。 |
| 599 | Yeah, so I followed up with him for five years, | 是的,所以我跟踪了他五年, |
| 600 | then sold him a place for 16 million, | 然后以一千六百万卖给他 |
| 601 | then 73 million, then 33 million, so on and so forth. | 7300万,3300万,等等。 |
| 602 | Do you think that people lack the ability to follow up, | 你认为人们缺乏 后续的能力, |
| 603 | or they just give up, or is it the follow through? | 要么他们放弃, 要么是后续? |
| 604 | Oh, dude, give up is so easy, so easy to give up. | 哦,伙计,放弃是那么容易,那么容易放弃。 |
| 605 | Giving up is so easy, quitting is so easy, | 放弃是那么容易 放弃是那么容易 |
| 606 | trying is so much harder, but it's also free. | 尝试太难了,但它也是免费的。 |
| 607 | Like, I don't understand why and when people quit. | 喜欢,我不明白为什么和 当人们退出。 |
| 608 | Now, listen, sometimes I forget, you know, | 听着 有时候我忘了 你知道 |
| 609 | I miss it, like, we're all fallible. | 我怀念它,就像,我们都是错的。 |
| 610 | But I want to always make sure that I did my absolute best, | 但我总想确保我尽力了 |
| 611 | and that I'd rather regret the things I did | 我宁愿后悔我的所作所为 |
| 612 | than the things I never tried. | 而不是我从未尝试过的事情 |
| 613 | And so we try, try a lot. | 所以,我们尝试, 尝试了很多。 |
| 614 | One of the craziest deals I ever did | 我做过最疯狂的交易之一 |
| 615 | is this guy that reached out on the phone | 是那个打电话的人 |
| 616 | to potentially buy this place on the Upper West Side. | 有可能在上西区买下这个地方 |
| 617 | It was 45 West 67th Street, apartment 15 ABC. | 当时是西67街45号,公寓15 ABC. |
| 618 | And this was in 2011. | 这是在2011年。 |
| 619 | And he said he wanted to buy it, which was weird | 他说他想买,这很奇怪 |
| 620 | because it was just over the phone. | 因为它只是通过电话。 |
| 621 | And it's not what you do that way. | 不是你那样的 |
| 622 | Wanted to make an offer, but I had no one else. | 想要出价 但我没有别人了 |
| 623 | And it was like the biggest listing I ever had. | 这就像最大的列表 我曾经有过。 |
| 624 | And I was broker number five because the seller | 我是五号经纪人 因为卖家 |
| 625 | was difficult. | 很困难 |
| 626 | And so by the time she got to me, | 所以当她找到我的时候 |
| 627 | she had been beaten down a little bit. | 她被打倒一点点。 |
| 628 | We were listed for eight and a half million dollars. | 我们的价钱是850万美元 |
| 629 | He offered $8 million. | 他出价800万美元。 |
| 630 | He said he was going to pay cash. | 他说他要付现金 |
| 631 | I didn't ask him any qualifying questions | 我没有问他任何问题 |
| 632 | because I'd never done anything like this before. | 因为我以前从没做过这种事 |
| 633 | It was just like this random situation. | 就像这种随机情况 |
| 634 | I told the seller, she was ecstatic. | 我告诉卖家她很兴奋 |
| 635 | We negotiated, we split the difference basically. | 我们进行了谈判,基本上把分歧分成两部分。 |
| 636 | Got the deal done at 8.3 and then he vanished. | 交易在8.3完成,然后他消失了。 |
| 637 | Totally vanished, falling up on email forever. | 完全消失了,永远在电子邮件上坠落。 |
| 638 | I was like, all right, that guy was a con artist | 我就说,那人是个骗子 |
| 639 | and or something, or maybe he was drunk, I don't know. | 也许他喝醉了 我不知道 |
| 640 | And then one day I get a call from the lawyer on the deal | 然后有一天我接到律师的电话 |
| 641 | and he's like, I just got a $830,000 wire | 他好像,我刚拿到83万的电线 |
| 642 | from the bank of this country | 从这个国家的银行 |
| 643 | that you should probably not do business with. | 你可能不应该做交易。 |
| 644 | He's like, I'm going to tell you the seller, | 他就像,我要告诉你卖家, |
| 645 | but I think we're in contract. | 但是我想我们是签约的 |
| 646 | Like what, what do you mean? | 比如说,你是什么意思? |
| 647 | It's been months and he just randomly said, yeah. | 几个月了,他随便说 |
| 648 | He's like, can I have signature pages? | 他喜欢,我可以有签名页? |
| 649 | They came with the guy, I don't know. | 他们和那家伙一起来的 我不知道 |
| 650 | They didn't, they just, okay, great, take it, leave it. | 他们没有,他们只是, 好吧,很好,把它,离开它。 |
| 651 | She signed the contract, we're in contract, holy shit. | 她签了合同,我们签了合同 |
| 652 | I just did an $8.3 million deal in 2011. | 我刚刚在2011年做了830万美元的交易。 |
| 653 | That's like a hundred million dollars in today's money. | 这就像一亿美金 今天的钱。 |
| 654 | And then in New York, you have to close. | 然后在纽约,你必须关闭。 |
| 655 | You have to do what's called a board application. | 你必须做所谓的董事会申请。 |
| 656 | So it's a condo application. | 故为公寓应用. |
| 657 | Who's the buyer, all the financials. | 谁是买家,所有的财务。 |
| 658 | And in New York, they go through it. | 在纽约,他们通过它。 |
| 659 | Like they want your tax returns, everything. | 就像他们想要你的纳税申报,一切。 |
| 660 | And he disappeared again. | 他又失踪了 |
| 661 | And months and months and months and months and months | 数月,数月,数月 |
| 662 | go by and follow up and follow up. | 继续跟进 继续跟进 |
| 663 | And then I start meeting people and they're like, listen, | 然后我开始和人见面 他们喜欢,听着, |
| 664 | here's what happens. | 事情是这样的 |
| 665 | How long was it between the accepted offer | 接受的报价之间有多久 |
| 666 | and when he sent the deposit? | 当他交押金的时候, |
| 667 | Months, yeah, well, what he's probably doing | 几个月,是啊,好吧,他可能在做什么 |
| 668 | is he probably took a contract out, | 他可能签了合同 |
| 669 | has everything in writing. | 所有的东西都写在文字上 |
| 670 | What was it originally listed for? | 它最初是用来做什么的? |
| 671 | And I was like, I think it was originally listed | 我当时想,我想它最初是列出的 |
| 672 | for like 15 million. | 约1500万。 |
| 673 | It's like, oh, looks like a great deal in America. | 这就像,哦, 看起来像一个很大的在美国。 |
| 674 | And he probably went around | 他可能绕过去 |
| 675 | to a lot of unsuspecting victims and said, | 向许多不值得怀疑的受害者说 |
| 676 | come in on this deal with me for $10,000. | 进来跟我做个交易,一万块 |
| 677 | Come in on this deal with me for $15,000. | 进来跟我做个15,000美元的交易 |
| 678 | I've got this amazing real estate investment | 我有一个惊人的房地产投资 |
| 679 | and he's probably stealing people's money. | 他可能正在偷别人的钱 |
| 680 | I'm like, then why would he, why would they wire it to us? | 我很喜欢,那么为什么他会, 他们为什么要把它给我们? |
| 681 | He's like, what do you mean? | 他喜欢,你是什么意思? |
| 682 | That's how they wash it. | 他们就是这样洗的 |
| 683 | He sends it to you. | 他寄给你的 |
| 684 | It clears channels. | 它能清除渠道。 |
| 685 | As long as he is okay and you go through | 只要他没事,你走过去 |
| 686 | Know Your Customer, KYC, | 认识你的客户,KYC, |
| 687 | then the deposit will now sit in an attorney's escrow account | 那押金就归律师的代管账户了 |
| 688 | and he'll let it sit and then he won't close. | 他会让它坐着,然后他不会关闭。 |
| 689 | And eventually he knows all of it or some of it | 最后他知道这一切或其中的一部分 |
| 690 | is gonna be sent back to him, right? | 会被送回他身边,对吧? |
| 691 | In the event of a seller default | 如果卖方违约 |
| 692 | because the seller can't close | 因为卖家不能关门 |
| 693 | because he's not gonna do the condo application | 因为他不会做公寓申请 |
| 694 | and she's not gonna wanna go through a lawsuit | 她不会想通过诉讼 |
| 695 | to fight for the deposit. | 以争夺押金。 |
| 696 | I was like, so what do I do? | 我很喜欢,所以我该怎么办? |
| 697 | He's like, nothing, it's how con artists work. | 他就像,没什么, 这是如何欺骗艺术家的工作。 |
| 698 | It's just how it works. | 唯是法门. |
| 699 | You just got conned, welcome to New York. | 你刚刚被骗了 欢迎来到纽约 |
| 700 | Like, wait, wait, no, but that's my biggest deal. | 喜欢,等待,等待,不,但这是我最大的交易。 |
| 701 | I'm like, I've been counting the money, what do I do? | 我像,我一直在数钱, 我该怎么办? |
| 702 | And I find, I have a friend | 我发现,我有一个朋友 |
| 703 | who pulls international property records | 利用国际财产记录的人 |
| 704 | and finds his name attached to an address | 发现他的名字附在地址上 |
| 705 | for like a very fancy house in Paris. | 就像巴黎的豪宅一样 |
| 706 | I sent him a message saying, | 我给他发了一个信息说, |
| 707 | I'm actually gonna be in Paris tomorrow. | 我明天会在巴黎 |
| 708 | If you wanna just meet in person, | 如果你想见个面 |
| 709 | if that would be easier to do the board application. | 如果那样比较容易做董事会申请的话 |
| 710 | And he writes back for the first time | 他第一次回信回来 |
| 711 | in what must have been three and a half months | 一定是三个半月 |
| 712 | of following up and gives me a time and a place. | 跟踪,给我时间和地点。 |
| 713 | I'm either gonna go get this done or I'm gonna be killed. | 我要么去完成这件事 要么我就被杀了 |
| 714 | And I went to the location and he didn't show up | 我去了那个地方,他没出现 |
| 715 | and waited and waited and waited. | 等待,等待,等待,等待,等待,等待,等待。 |
| 716 | And he finally shows up with a fleet of people. | 他终于带着一群人出现了 |
| 717 | He said, sorry, I was late, what are you drinking? | 他说,对不起,我迟到了,你喝什么? |
| 718 | And he proceeded to make sure | 他着手确保 |
| 719 | that I drank as much tequila as possible. | 我喝了尽可能多的龙舌兰酒。 |
| 720 | And so at the same time, I'm like, I have to do this. | 所以与此同时,我不得不这么做。 |
| 721 | He's a client, I'm doing this deal. | 他是客户,我做这个交易。 |
| 722 | Everything's gonna be okay. | 一切都会好的。 |
| 723 | But also like Liam Neeson's not my dad. | 连姆·尼森也不是我爸爸 |
| 724 | Like, I don't know what's gonna happen here. | 我不知道会发生什么事 |
| 725 | I got him to sign off on a couple of pages with signature | 我让他签了几页签名 |
| 726 | but he refused to fill anything in. | 但他拒绝填写任何内容 |
| 727 | Flew all the way back, submitted the board application, | 一路飞回,提交董事会申请 |
| 728 | completely unfinished. | 完全没有完成。 |
| 729 | He randomly, I'm in my apartment and I get a message | 他随意地,我在我的公寓,我得到一个消息 |
| 730 | that he's in New York and he's ready to close. | 他在纽约 他准备关门了 |
| 731 | And it was like Christmas at that moment. | 那时就像圣诞节一样 |
| 732 | And so we, I went up, I told everyone, he's here, | 于是我们,我上去,我告诉大家,他在这里, |
| 733 | he's here, he's here. | 他在这里,他在这里。 |
| 734 | Meet me at the Mandarin Oriental at 80 Columbus Circle. | 在哥伦布街80号的东方普通话会合 |
| 735 | I go, I wait, I wait. | 我走了 我等着 我等着 |
| 736 | And eventually it comes down and like eight maybe or nine, | 最终它下来 像八或九, |
| 737 | we're getting armored escalates, pull up, | 我们得到了装甲升级,拉起来, |
| 738 | we get in the car, doing something's going on. | 我们上车,做点什么 |
| 739 | 67th Street's right over here. | 67街就在这里 |
| 740 | I thought we were gonna walk. | 我以为我们要走路了 |
| 741 | Like it's only six blocks. | 好像只有六个街区 |
| 742 | He's like, no, I don't care. | 他喜欢,不, 我不在乎。 |
| 743 | We go to the backside of what is JFK. | 我们到肯尼迪的背后去 |
| 744 | And I thought he was gonna put me in an airplane | 我以为他会把我送上飞机 |
| 745 | and fly me somewhere. | 飞我某处。 |
| 746 | But I'm pretty sure what happened is | 但我很确定发生了什么 |
| 747 | there was a newer airplane and he got out just to inspect it | 有一架新飞机,他出来检查一下 |
| 748 | because he was buying it. | 因为他买的。 |
| 749 | And so the whole reason he was here was because | 所以他来这里的全部原因是 |
| 750 | he was picking up a new airplane. | 他正在搭一架新飞机 |
| 751 | And then we went back to the city and we closed | 然后我们回到城市,我们关闭 |
| 752 | and he paid cash. | 他付了现金 |
| 753 | And I asked him, why you did this to me? | 我问他 你为什么要这样对我? |
| 754 | And he literally said, one night I was drunk | 他说,有一天晚上我喝醉了 |
| 755 | and I was on the internet. | 我在互联网上。 |
| 756 | And then you didn't leave me alone. | 然后,你没有离开我一个人。 |
| 757 | And I just felt bad for you. | 我只是为你感到难过。 |
| 758 | So what are we gonna do with this apartment? | 那这公寓怎么办? |
| 759 | Turns out he's super real. | 原来他是超级真实的。 |
| 760 | I think he clears like at that time, man, | 我觉得他像当时一样洗手不干 |
| 761 | it was 2011, 2012, like a billion a year. | 是2011年,2012年,年产十亿 |
| 762 | But yeah, that's when I was like, man, | 但是,是的,那时我就像,男人, |
| 763 | New York real estate. | 纽约房地产. |
| 764 | And then he's like, now you gotta sell it. | 然后,他喜欢, 现在你得卖掉它。 |
| 765 | Cause I don't want it. | 因为我不想要它。 |
| 766 | It's sold later. | 后发售. |
| 767 | Yeah, he never used it. | 是啊,他从来没有使用过。 |
| 768 | It got rented out. | 它被租出来了。 |
| 769 | It just became a investment. | 它只是成为投资。 |
| 770 | It was insane, completely crazy. | 这是疯狂的,完全疯狂。 |
| 771 | I built an AI version of myself with HeyGen. | 我和HeyGen一起造了一个人工智能版本 |
| 772 | What you're about to see in here is my digital avatar. | 你将在这里看到的是我的数码阿凡达。 |
| 773 | I asked it why some professionals build an audience | 我问为什么一些专业人士会培养观众 |
| 774 | while most stay invisible. | 而大多数都保持隐形。 |
| 775 | And here's what it said. | 并如其说. |
| 776 | Hey Shane, the professionals breaking out right now | 嘿,谢恩,专业的现在出来 |
| 777 | aren't the most talented ones. | 不是最有才华的 |
| 778 | They're the most visible ones. | 他们是最明显的。 |
| 779 | That's their edge. | 这就是他们的边缘。 |
| 780 | They show up on video constantly | 他们经常出现在视频上 |
| 781 | and nobody else can keep the pace. | 没有人能跟上步伐。 |
| 782 | Record yourself once and I close that gap. | 记录你自己一次,我关闭这个缺口。 |
| 783 | So you become the face people trust. | 所以你成了人们信任的面孔。 |
| 784 | 这是HeyGen。 | |
| 785 | Record yourself for 15 seconds | 记下15秒 |
| 786 | and get an avatar that keeps you posting without filming. | 并获得一个阿凡达 让你张贴 不拍摄。 |
| 787 | So you don't need to become a full-time content creator. | 所以你不需要成为全职的内容创作者. |
| 788 | 30 million people already use it | 三千万人已经用过了 |
| 789 | from financial advisors and real estate agents | 财务顾问和房地产经纪人 |
| 790 | to 85% of the portion 100. | 占该部分的85%。 |
| 791 | 前三段视频在heygen.com slash TKP免费. | |
| 792 | 这是H-E-Y-G-E-N.com slash TKP. 互联网档案馆的存檔,存档日期2011-09-02. | |
| 793 | Ever hit 3 p.m. and feel like your brain just quit? | 曾经击中下午3点 觉得你的大脑刚刚退出? |
| 794 | For a lot of people, that's not caffeine or sleep. | 对很多人来说,这不是咖啡因或睡眠. |
| 795 | It's electrolytes and water alone won't fix it. | 它的电解质和水 单独解决不了它。 |
| 796 | That's why I drink element every day after lunch. | 所以我每天午饭后都喝元素 |
| 797 | Zero sugar, no dodgy ingredients, | 零糖,没有杜迪成分, |
| 798 | just a real dose of sodium, potassium, and magnesium. | 只是真正的钠、钾和镁的剂量 |
| 799 | I know you're all thinking electrolytes are for athletes, | 我知道你们都以为电解质是运动员用的 |
| 800 | but you don't have to be an athlete to benefit from it. | 但你不必是运动员才能从中获益 |
| 801 | And it tastes great. | 而且味道不错 |
| 802 | Stay sharp in the afternoon | 午后保持警觉 |
| 803 | and grab a free eight-count sample pack | 拿一个免费的八点样本包 |
| 804 | (原始内容存档于2018-09-21). at dridelement.com slash TKP. | |
| 805 | 这是drinklmnt.com slash TKP. 腾讯网. | |
| 806 | How do you negotiate between the egos? | 你怎么在自我之间谈判? |
| 807 | There's like an agent ego, there's a buyer ego, | 就像经纪人的自我 买家的自我 |
| 808 | and a seller ego, and they're all probably pretty large | 和卖家的自负, 他们可能都相当大 |
| 809 | at like 20 to $100 million sales. | 大约两千到一亿美元的销售额 |
| 810 | You over-communicate all day, every day, | 你一天一天一天地过度传播 |
| 811 | and you kill bees with honey. | 然后用蜂蜜杀死蜜蜂 |
| 812 | You respect everyone and smile all the way to the bank. | 你尊重每个人,微笑一路到银行。 |
| 813 | Ego kills more deals than anything. | Ego杀了更多的交易 比任何事情。 |
| 814 | Ego kills more careers. | 爱果杀死更多的职业。 |
| 815 | Double-click on that. | 双击。 |
| 816 | More relationships. | 更多的关系。 |
| 817 | People put themselves first all the time. | 人们总是先把自己放在第一位 |
| 818 | People have much, much, much higher senses of self | 人们有很多,很多,更多的自我感觉 |
| 819 | than the world does. | 比世界还糟糕 |
| 820 | And everyone wants to win. | 而众生欲胜. |
| 821 | Now listen, if you're in the NBA finals, sure, | 听着 如果你在NBA总决赛上 |
| 822 | there's gonna be a loser. | 会有失败者。 |
| 823 | But in most business transactions, | 但在大多数商业交易中 |
| 824 | you only win if the other side wins too. | 只有对方也赢了你才会赢 |
| 825 | Like in a real estate sale, | 像在房地产销售, |
| 826 | unless it's a short sale | 除非是短暂的销售 |
| 827 | and you're dealing with the bank, et cetera, | 而你处理的银行,等等, |
| 828 | even then the bank, | 即使当时银行, |
| 829 | like they got this off of their balance sheet. | 就像他们从资产负债表上拿了这个 |
| 830 | It is also a win. | 这也是一种胜利。 |
| 831 | And so when you are dealing with massive ego, | 所以当你面对 巨大的自我, |
| 832 | you partner with them, | 你与他们合伙, |
| 833 | you kudos them to death, | 你把他们杀了, |
| 834 | you kill them with honey, right? | 你用蜂蜜杀了他们 对吧? |
| 835 | So you're awesome. | 这么说你真棒 |
| 836 | And you know that if they win, by default, | 你知道,如果他们赢了, 默认, |
| 837 | that means you won too. | 也就是说你也赢了 |
| 838 | And so you play for the other side to win at all times. | 所以,你为对方打 赢得所有的时间。 |
| 839 | And then you get to laugh all the way | 然后你就一直笑着 |
| 840 | to the top of the charts and to the bank. | 到图表的顶端和银行。 |
| 841 | And that's how I've always, always operated. | 我总是这样 总是做手术 |
| 842 | Keep your friends close. | 与朋友亲近. |
| 843 | Keep your enemies so, so close. | 让你的敌人如此,如此接近。 |
| 844 | What was the lowest point in your life? | 你生命中的最低点是什么? |
| 845 | Was that the debit card being declined | 是借记卡被拒 |
| 846 | or was it something else? | 还是别的东西? |
| 847 | I mean, there's so many low points. | 我的意思是,有这么多的低点。 |
| 848 | I have low points every day. | 我每天都有低点 |
| 849 | No, but I mean, you were crying on the subway and... | 没有,但我的意思是, 你在地铁上哭... |
| 850 | Yeah, I mean, I guess that was a complete bottom | 是啊,我的意思是,我想 这是一个完整的底部 |
| 851 | of the barrel before I got into real estate. | 在进入房地产之前的桶里 |
| 852 | That was the summer of 2008, | 那时是2008年夏天 |
| 853 | before the world fell apart, | 在世界崩溃之前, |
| 854 | which didn't really have effect on me | 这对我没什么影响 |
| 855 | because I had no money. | 因为我没有钱。 |
| 856 | But I didn't know what to do. | 但我不知道该怎么办。 |
| 857 | This kind of dream I had for myself | 这种梦是我一个人梦到的 |
| 858 | that I was gonna come to New York City, | 我本来要来纽约的 |
| 859 | be an actor, I was gonna figure this out, | 做个演员,我本来想弄明白的 |
| 860 | vanished in an instant, even though it didn't. | 瞬间就消失了,尽管没有 |
| 861 | Like, it's not like I ran out of money in one day. | 喜欢,它不是像 我用光了一天的钱。 |
| 862 | It was like a slow process. | 这就像一个缓慢的过程。 |
| 863 | And I was making little bits of money, | 我赚了些钱 |
| 864 | doing random little things here or there. | 在这里或那里随意做一些小事 |
| 865 | But I was very much like out of sight, out of mind. | 但我非常喜欢 出视线,出脑。 |
| 866 | And so back in those days, | 所以在那些时候 |
| 867 | if you don't check your bank account, | 如果你不检查你的银行账户, |
| 868 | then you don't have to worry. | 那你就不用担心了 |
| 869 | And I think for anyone who's ever not had a lot of money, | 我想对于没有钱的人来说 |
| 870 | or who's lived paycheck to paycheck, | 或谁活工资支付, |
| 871 | you put stressful things out of sight | 你让压力太大的东西消失 |
| 872 | because it is then out of mind. | 因为它是疯了。 |
| 873 | It's too painful. | 这太痛苦了。 |
| 874 | Yeah, so you literally would not check, | 是啊,所以你字面上不会检查, |
| 875 | just wouldn't log on and see how much money I had. | 只是不登录和看我有多少钱。 |
| 876 | And I would just roll the dice when I would go shopping. | 当我去买东西时,我会掷骰子。 |
| 877 | And I went to the Food Emporium on 59th Street. | 我去了59街的食品展厅 |
| 878 | I would use to do all my food shopping on Sundays. | 我周日都会去买吃的 |
| 879 | And so I would get like chicken, rice, | 所以我会得到像鸡,米, |
| 880 | and for breakfast, I would do tofu | 早餐的时候我会做豆腐 |
| 881 | because I needed protein. | 因为我需要蛋白质 |
| 882 | Then my card was declined. | 后来我的卡被拒了 |
| 883 | And there was a really, | 并有一个真正的, |
| 884 | what I didn't talk about | 我没说过的 |
| 885 | because I just don't like talking negatively | 因为我不喜欢说负面的 |
| 886 | about people or situations, | 关于人或情况, |
| 887 | is there was like the meanest, meanest, | 有没有像最卑鄙,最卑鄙, |
| 888 | upper East side mom right behind me, | 上东边妈妈就在我后面 |
| 889 | who just like, | 谁喜欢, |
| 890 | and I don't know what was going on in her life that day. | 我不知道她那天发生了什么 |
| 891 | Everyone has an explanation, | 每个人都有一个解释, |
| 892 | but she had no time for me not to have money. | 但她没有时间让我没有钱 |
| 893 | And that moment, and I think it just like, | 那一刻 我觉得就像 |
| 894 | it was like gasoline on top of a fire. | 就像火上浇油一样 |
| 895 | And so I didn't know what to do. | 所以我不知道该怎么做 |
| 896 | And so I just left. | 所以我就离开了 |
| 897 | I just walked away. | 我只是走开。 |
| 898 | And yeah, that was a hold the tears back moment | 是的,这是一个拖住 眼泪背面的时刻 |
| 899 | crying in the subway. | 在地铁里哭 |
| 900 | I just want to go home. | 我只是想回家,我还不知道 |
| 901 | Did you call anybody? | 你打电话给谁了吗? |
| 902 | Yes. | 对 |
| 903 | After that, I called my mom | 之后,我打电话给我妈 |
| 904 | and they just said what any parents would do. | 他们只说了父母会做什么 |
| 905 | Like New York is insane. | 像纽约是疯了。 |
| 906 | We told you not to move there with no job. | 我们叫你别没工作就去那儿 |
| 907 | Come home. | 回来。 |
| 908 | It's time to come home. | 今当出家. |
| 909 | Which listen, I'm super fortunate | 听着,我很幸运 |
| 910 | and lucky that I do have parents. | 幸运的是,我有父母。 |
| 911 | I have brothers, I have sisters. | 我有兄弟,还有姐妹 |
| 912 | I wasn't going to be homeless. | 我不会无家可归的 |
| 913 | I could go to any of them, | 我可以去任何他们, |
| 914 | but I was very, very focused on making something for myself | 但我非常,非常专注于 为自己做一些东西 |
| 915 | and doing this on my own. | 并做这个我自己。 |
| 916 | And I just took it very personally | 我只是非常的亲切 |
| 917 | that I completely failed and hit the bottom | 我完全失败了,并击落了底部 |
| 918 | and that I had no choice, but to come home. | 我别无选择,只能回家 |
| 919 | And then the next call that I made was to my friend Jason. | 接下来我打给我的朋友杰森 |
| 920 | I went to school with, who was in real estate, | 我上学,谁在房地产, |
| 921 | who was also an actor, but he got into real estate first. | 他也是演员,但他先进入房地产。 |
| 922 | And he said, just get your real estate license. | 他说,只要拿到你的房地产执照。 |
| 923 | And he's like, I'll help you out and we'll share clients | 他喜欢,我会帮你 我们分享客户 |
| 924 | and you're gonna make money and it's gonna be totally fine. | 你会赚钱的 一切都会好起来的 |
| 925 | And that is literally what happened. | 事情就是这样的 |
| 926 | And the blessing on this whole thing | 整个事情的祝福 |
| 927 | was that the world fell apart like two weeks later. | 两周后世界就崩溃了 |
| 928 | I made rent on September 1st | 我在9月1日租了房租 |
| 929 | and two weeks after that, the entire world collapsed. | 两周后 整个世界都崩溃了 |
| 930 | And I had no idea what that meant | 我不知道这是什么意思 |
| 931 | because I was playing bushes in free theater | 因为我在自由剧院玩灌木 |
| 932 | in the West Side Highway. | 在西城区高速公路。 |
| 933 | Like I wasn't focused on the state | 我好像没有专注于国家 |
| 934 | of global economic turmoil. | 全球经济动荡。 |
| 935 | And everyone got out of the business. | 而诸众生悉皆解脱. |
| 936 | And the best analogy I can give you, | 而最好的类比,我可以给你, |
| 937 | because everyone in real estate got out | 因为房地产业的每个人都逃出来了 |
| 938 | because the world just, you couldn't get a loan, | 因为世界只是, 你无法获得贷款, |
| 939 | no one could buy, it was a complete disaster. | 没有人可以买, 这是一个完全的灾难。 |
| 940 | I was like, just this moron | 我就说,就是这个白痴 |
| 941 | who didn't really think much of it. | 他没怎么想 |
| 942 | And me and Jason were like in Forrest Gump | 我和杰森就像在福瑞斯特甘姆一样 |
| 943 | and Lieutenant Dan on that ship. | 还有丹中尉在船上 |
| 944 | When everybody else bailed in the storm, | 当其他人在风暴中弃权时, |
| 945 | all their ships were destroyed. | 他们的船都被摧毁了 |
| 946 | And the two of us were just like, okay, we'll just do this. | 而我们两个只是一样, 好吧,我们就这样做。 |
| 947 | I mean, the marketplace had been decimated | 我的意思是,市场已经被摧毁了 |
| 948 | in terms of our direct competition. | 在我们的直接竞争方面 |
| 949 | And I just learned how to do deals real fast. | 我刚刚学会了怎么快速交易 |
| 950 | Meet people at the corner of 31st and Broadway, | 在31街和百老汇街交汇 |
| 951 | meet them at the Starbucks at the corner | 在街角的星巴克见 |
| 952 | of 49th and Madison. | 49街和麦迪逊街交叉口 |
| 953 | You put keys in your pocket, | 你把钥匙放在口袋里 |
| 954 | you have 10 apartments to show, | 你有10个公寓要展示, |
| 955 | you just hustle and you wear holes for your shoes. | 你只是匆忙,你穿洞 你的鞋子。 |
| 956 | And that's what I did. | 这就是我所做的。 |
| 957 | And I just moved really, really quickly. | 而我只是移动 非常,非常快。 |
| 958 | And that first year was rough. | 第一年很艰难 |
| 959 | I made nine grand and I supplemented it with, | 我赚了九千块,还补充了... |
| 960 | like I said, odd jobs here and there | 就像我说的 这里和那里都是零工 |
| 961 | and hand modeling and stuff. | 还有手模特之类的 |
| 962 | And that paid my bills. | 我付了账单 |
| 963 | That's a crazy story. | 这是一个疯狂的故事。 |
| 964 | I don't think it is that crazy. | 我不认为这是那么疯狂。 |
| 965 | Did your mindset change at all through that? | 你的心态有没有改变? |
| 966 | Or did you, like the mindset was always there and- | 或者你,就像思维 总是在那里,而且... |
| 967 | There is definitely a resilience, that's for sure. | 肯定有弹性,这是肯定的。 |
| 968 | That period of my life, like from the end of 2008, | 我生命中的那个时期,就像2008年底一样 |
| 969 | really to early 2010, | 真正到2010年初, |
| 970 | when the Million Dollar Listing Audition happened, | 当百万美元上市审计发生时, |
| 971 | was just pure living by the quote, | 仅仅是纯粹的 生活根据引用, |
| 972 | the only way out is through. | 唯一的出路就是通过。 |
| 973 | And I just knew that every day. | 我每天都知道这一点。 |
| 974 | If I take it one day at a time, | 如果我一天接一次的话 |
| 975 | the only way out of how I feel, | 唯一能摆脱我感受的方法 |
| 976 | the only way out of this circumstance, | 只有这样才能摆脱困境 |
| 977 | of the situation is just to go through it. | 情况就是这样的 |
| 978 | It's not even to go with it. | 乃至不随顺. |
| 979 | It's not to go against it. | 不可违也. |
| 980 | It is to barrel the fuck through it. | 它就是用枪打穿它 |
| 981 | And that is how I've now operated my entire life. | 这就是我如何运作 我的整个生活。 |
| 982 | At what point did you realize that like, | 你什么时候才意识到... |
| 983 | one of the real businesses you're in | 一个真正的企业 你从事 |
| 984 | is not necessarily real estate. | 不一定是房地产。 |
| 985 | It's like getting and sustaining attention | 这就像得到和保持关注 |
| 986 | and turning people into clients. | 把人变成客户 |
| 987 | The Million Dollar Listing came out | "百万美元榜单"上映 |
| 988 | and I was waiting for the phone to ring | 我在等电话铃声 |
| 989 | and it didn't ring because no one picks up the phone | 因为没人接 |
| 990 | and calls the people they see on TV. | 给电视上的人打电话 |
| 991 | But I saw very, very quickly, | 但我看到非常,非常快, |
| 992 | the power of content to commerce. | 内容对商业的力量。 |
| 993 | 在推特上,这是Instagram前。 | |
| 994 | 2013年Instagram发布. | |
| 995 | And on Facebook, I saw like early, | 我在脸书上看到很早 |
| 996 | early days of social growth in community. | 社区社会成长初期。 |
| 997 | And it was other people in real estate, buyers and sellers. | 是房地产业的其他人 买卖双方 |
| 998 | And I was just like, okay, wait a minute. | 我当时就想,好吧,等一下 |
| 999 | There's a there there. | 有一个在那里。 |
| 1000 | But it wasn't obvious | 但还不太明显 |
| 1001 | because real estate's incredibly expensive. | 因为房地产太贵了 |
| 1002 | So it's not like selling, you know, | 所以,这不是像卖,你知道, |
| 1003 | 10, 20, 30, 40, 50, a hundred dollar goods. | 十,二十,三十,四十,五十,一百元货. |
| 1004 | I was selling 500,000 to $20 million homes. | 我卖50万到2000万的房屋 |
| 1005 | You're not really selling those on Instagram. | 你不是真的在Instagram上卖这些 |
| 1006 | And, but I saw that community early on. | 但我很早就看到了那个社区 |
| 1007 | I was like, man, it'd be awesome | 我当时想,伙计,这将是真棒 |
| 1008 | if I could just do this even more. | 如果我能做更多的话 |
| 1009 | Because the more people who know what I sell, the better. | 因为知道我卖什么的人越多越好 |
| 1010 | And then I can generate lead flow in my sleep | 然后我就能在睡眠中产生铅流 |
| 1011 | because I can create my reality | 因为我可以创造我的现实 |
| 1012 | and then the perception of my reality every day. | 然后每天对我现实的看法 |
| 1013 | And I can brand and expand, brand and expand. | 我可以打上牌子 扩大品牌 扩大品牌 |
| 1014 | And so in 2013, I kind of cut my day up | 所以在2013年,我有点削减我的一天 |
| 1015 | into build brand, expand my business, sales | 成为品牌,拓展我的生意,销售 |
| 1016 | and doing the work. | 并进行工作。 |
| 1017 | 然后Instagram出来了,伙计。 | |
| 1018 | And it totally changed the game | 这彻底改变了游戏 |
| 1019 | because it was a visual medium, which is my world. | 因为它是一个视觉媒体, 这是我的世界。 |
| 1020 | It was the first time that that type of like asset. | 这是第一次这种类型的资产。 |
| 1021 | So the asset of a beautiful home | 因此,一个美丽的房子的资产 |
| 1022 | really was visually democratized | 真的被视觉民主化了 |
| 1023 | in the palm of everyone's hand. | 在众人的掌中。 |
| 1024 | It just never happened before. | 它只是从来没有发生过。 |
| 1025 | So, and I had this following that it was building | 所以,我得到了这个后续 它正在建造 |
| 1026 | from the benefit of being on TV. | 从上电视的好处。 |
| 1027 | And that show would come out every year. | 那节目每年都会出场 |
| 1028 | And so I was just said, | 所以我刚刚说, |
| 1029 | I'm gonna lean in as hard as possible to this. | 我会尽量靠在这件事上 |
| 1030 | And then a couple of years later, we said, okay, | 然后几年后,我们说,好吧, |
| 1031 | reality TV just takes a long time | 现实电视需要很长时间 |
| 1032 | because you shoot and it comes out next year. | 因为你开枪,明年就出来了 |
| 1033 | By then all the properties I have are sold. | 到那时我所有的房产都卖了 |
| 1034 | How can I just do this faster? | 我怎么能快点? |
| 1035 | And Joe Lureska, who worked with me at the time, | 还有当时和我一起工作的乔·卢雷斯卡 |
| 1036 | he now runs a creative agency called Noise. | 他现在经营着一个名为"噪音"的创意机构. |
| 1037 | And a couple of people who basically formed the basis | 和几个人 他们基本上构成了基础 |
| 1038 | 成为Sirhan媒体集团, | |
| 1039 | 现在的Sirhan工作室。 | |
| 1040 | We're like, we're gonna double down on YouTube. | 我们要在YouTube上翻一番 |
| 1041 | And if I can be first to market to do that | 如果我能先上市做这个 |
| 1042 | and capture consumer mind share, | 并捕捉消费者的心灵份额, |
| 1043 | then I can turn that into a brand | 然后我可以把它变成一个品牌 |
| 1044 | and that brands can become a business. | 而品牌可以成为一个企业。 |
| 1045 | And to your point, the most valuable asset | 就你而言,最有价值的资产 |
| 1046 | in any business is distribution. | 在任何企业都是销售。 |
| 1047 | You can have the greatest product of all time. | 你可以拥有有史以来最伟大的产品。 |
| 1048 | If no one knows about it and no one buys it, | 如果没人知道 没人买 |
| 1049 | you have an unknown product that does not sell. | 您有未知产品不销售。 |
| 1050 | And that is a bankrupt business. | 而这是个破产企业。 |
| 1051 | And so I got super lucky, I think, | 所以我非常幸运,我认为, |
| 1052 | 骑在早期Instagram和早期YouTube的背面 | |
| 1053 | to build a brand built on personality, | 建立一个基于个性品牌, |
| 1054 | but on content to community to commerce for real estate. | 但内容 社区到商业 对于房地产。 |
| 1055 | And it got to the point where every seller I worked with, | 到了我和每个卖家合作的地步 |
| 1056 | every developer we worked with | 我们合作过的每一个开发商 |
| 1057 | was writing it into our exclusive agreements. | 把它写进我们的独家协议 |
| 1058 | In like 2015, 16, 17, we're working with billionaires | 像2015年,16,17, 我们与亿万富翁合作 |
| 1059 | and some of the biggest developers in New York | 以及纽约一些最大的开发商 |
| 1060 | and other markets that we were in. | 以及我们所进入的其他市场。 |
| 1061 | And in these standard old school listing agreements, | 在这些标准的旧学校列表协议中, |
| 1062 | they were writing in addendums that Ryan, | 他们写在增编里说瑞安 |
| 1063 | will post property tours of our building | 将张贴财产巡视 我们的建筑 |
| 1064 | 在他的个人YouTube上 | |
| 1065 | and we will give you the building, deal, great. | 我们会给你这栋楼,很多,太好了。 |
| 1066 | And we just had a distribution funnel, we still do. | 我们刚刚有一个分配漏斗,我们仍然有。 |
| 1067 | And we have a distribution funnel for real estate | 我们有一个房地产的分销漏斗 |
| 1068 | that you just couldn't buy | 你只是买不到 |
| 1069 | because it is a concentrated audience. | 因为它是一个集中的观众。 |
| 1070 | When you buy advertising, right? | 当你买广告,对不对? |
| 1071 | You are pushing your message onto people | 你在向人们传递你的信息 |
| 1072 | and that's a push message. | 那是个推动信息 |
| 1073 | And you have to do that over and over and over | 你一定要一遍又一遍地做这个 |
| 1074 | and over and over before people pay attention. | 在人们注意之前 一遍又一遍 |
| 1075 | Social and the power of PR is pull. | 社会和公关的力量就是拉动. |
| 1076 | And so we were able to pull people into our stories | 于是我们把人拉进故事里 |
| 1077 | day in and day out. | 日复一日,日复一日。 |
| 1078 | We do that now. | 我们现在这样做。 |
| 1079 | We do that now obviously at a much, much, | 我们这样做显然 在很多,很多, |
| 1080 | much more massive scale. | 更大规模。 |
| 1081 | If I give you an undercover identity | 如果我给你一个卧底身份 |
| 1082 | and dropped you off in a different city, | 把你扔到另一个城市 |
| 1083 | took away your phone and all your contacts | 把你的电话和所有的联系人都拿走了 |
| 1084 | and told you to build a brand, a personal brand, | 并告诉你建立一个品牌, 一个个人品牌, |
| 1085 | what would you do? | 你会怎么做? |
| 1086 | Do I have a phone? | 我有电话吗? |
| 1087 | Yeah, you have a phone | 是啊,你有电话 |
| 1088 | but you can't talk to anybody you know. | 但你不能跟别人说话 |
| 1089 | Easy. | 慢点 |
| 1090 | All I would do all day long | 我整天都这样 |
| 1091 | is interview small business owners | 采访小企业主 |
| 1092 | in exchange for me making the content. | 以换取我做的内容。 |
| 1093 | I would do it on my phone | 我会用手机做 |
| 1094 | and I would go to every dry cleaner, every coffee shop, | 我会去每一个干洗店, 每一个咖啡店, |
| 1095 | anyone who owns a small business | 任何拥有小企业的人 |
| 1096 | and I would become the mayor of that town publicly. | 我会公开成为那个镇的市长 |
| 1097 | I would then, if I had a few dollars, get a laptop | 如果我有几块钱,就买台笔记本电脑 |
| 1098 | and I would create a website called, | 我将创建一个网站 叫做, |
| 1099 | I don't know, give me a town. | 我不知道,给我个镇子 |
| 1100 | Georgetown. | 乔治敦 |
| 1101 | Georgetown called going to Georgetown, | 乔治敦呼叫去乔治敦, |
| 1102 | growing up Georgetown. | 在乔治敦长大 |
| 1103 | I would lean hard into alliteration | 我会紧紧地倾斜到彩绘中 |
| 1104 | because it's easier for people to remember. | 因为人们更容易记住 |
| 1105 | I would buy one of those websites on GoDaddy | 我会在GoDaddy上买个网站 |
| 1106 | or something like that, super cheap. | 或类似的东西,超级便宜。 |
| 1107 | And I would build a website about that town | 我会建立一个关于那个小镇的网站 |
| 1108 | and I would run not just SEO anymore | 我将不再只跑一次 |
| 1109 | but now also against LLMs | 现在也反对法学硕士 |
| 1110 | to make sure that when people are searching that town | 以确保当人们在搜索那个小镇时 |
| 1111 | to visit, where to get brunch, where to get lunch, | 在哪里吃早午餐 哪里吃午饭 |
| 1112 | where to get dinner, who to hire for movers, | 哪里吃晚饭,谁雇搬家, |
| 1113 | where to do your dry cleaning, who dog walks. | 干干净净,谁狗走。 |
| 1114 | My website would be 100% catered | 我的网站将100%的满足 |
| 1115 | towards all my reviews and all my interviews | 所有评论和采访 |
| 1116 | with all those people with a direct call to action. | 与所有这些人 直接呼吁采取行动。 |
| 1117 | And then I would turn that | 然后我会转过来 |
| 1118 | into a real estate business from there. | 进入房地产生意 从那里。 |
| 1119 | And people wanna work with people who know their stuff. | 人们想和那些懂自己东西的人合作 |
| 1120 | And that is also the best way to get ingrained | 这也是最好的办法 得到内涵 |
| 1121 | into a community, to be pro community. | 变成一个社区,成为职业社区。 |
| 1122 | Give, give, give, give, give, give, ask. | 赐,赐,赐,赐,请. |
| 1123 | Wait, you call that, I think I remember | 等等,你叫这个,我想我记得 |
| 1124 | that it was Hook'em, Help'em, Ask'em. | 是胡克,帮帮他们,问他们 |
| 1125 | Is that the, can you explain that to me? | 是那个,你能解释给我听吗? |
| 1126 | Yeah, Hook'em, Help'em, Ask'em. | 是啊,虎克,帮帮他们,问他们。 |
| 1127 | Listen, we train salespeople all over the world | 听着,我们在世界各地训练销售员 |
| 1128 | 透过sellit.com. | |
| 1129 | We have upwards of 60,000 salespeople now | 我们现在有超过六万的推销员 |
| 1130 | in 133 countries that train with us | 在133个国家与我们一起训练 |
| 1131 | that are in app all day, every day. | 每天都在应用中 |
| 1132 | We also do a lot of B2B. | 我们还做了很多B2B。 |
| 1133 | And so we do a lot of trainings. | 所以我们做了很多训练。 |
| 1134 | And so it's easy for me to say, | 所以我说很容易 |
| 1135 | this is what I would do, et cetera. | 这就是我会做的,等等。 |
| 1136 | But people want frameworks. | 但人们想要框架。 |
| 1137 | They want blueprint, they want strategy. | 他们想要蓝图 他们想要策略 |
| 1138 | And so teaching people, you don't get to make an ask | 所以教人,你不会问 |
| 1139 | to any new person you meet until first you hook them, | 任何你遇到的新人,直到你第一次钩上他们, |
| 1140 | meaning you find something in common | 意思是你会发现一些共同点 |
| 1141 | and a reason to know you. | 也是认识你的理由 |
| 1142 | If you are just a salesperson, | 如果你只是一个推销员, |
| 1143 | if you're just there to be a human being, guess what? | 如果你只是有一个人, 你猜怎么着? |
| 1144 | There's 8 billion of you. | 八十亿那由你. |
| 1145 | Everyone's got friends, they don't need you. | 每个人都有朋友 他们不需要你 |
| 1146 | But people hate being sold | 但人们讨厌被卖掉 |
| 1147 | and they love shopping with friends. | 他们喜欢跟朋友购物 |
| 1148 | So how do you hook them to becoming a relationship? | 那么,你如何诱导他们 成为一个关系? |
| 1149 | And how do you do that authentically? | 你怎么做到真实的? |
| 1150 | How do you make them a part of your orbit | 你怎么让他们成为你轨道的一部分 |
| 1151 | and how do you become a part of their sphere? | 你怎么成为他们的一部分? |
| 1152 | Then you help them with something | 那你帮他们做点什么 |
| 1153 | that has nothing to do with you, | 这和你没关系, |
| 1154 | whether it's an introduction to somebody, a discount, | 是否是某人的介绍,折扣, |
| 1155 | a code, hey, I got you tickets to that restaurant. | 密码,嘿,我给你买了那家餐馆的门票 |
| 1156 | I know the owner. | 我认识主人 |
| 1157 | And then once you do that, you've built trust. | 然后,一旦你这样做, 你建立了信任。 |
| 1158 | Then and only then can you go in and make any ask. | 然后,只有这样,你才能 进去,并提出任何要求。 |
| 1159 | And the ask doesn't ever, | 而要求永远没有, |
| 1160 | you don't have to make an ask, | 你不必问, |
| 1161 | but it's a way and a framework | 但它是一个方式和框架 |
| 1162 | for people to generate relationships, especially man, now. | 让人们产生关系,尤其是男人,现在。 |
| 1163 | Like kids have no idea how to talk. | 就像孩子们不知道怎么说话 |
| 1164 | Yeah. | 对 |
| 1165 | They have no idea how to talk. | 他们不知道如何说话。 |
| 1166 | They have no idea how to create relationships. | 他们不知道如何建立关系。 |
| 1167 | They live most of their day on their phones. | 他们大部分时间都在手机上 |
| 1168 | It is incredibly, it's frustrating, but I get it. | 这是令人难以置信的,它令人沮丧, 但我明白了。 |
| 1169 | And it's a good blueprint to get them | 这是一份很好的蓝图 让他们 |
| 1170 | out of their own shadow | 摆脱自己的阴影 |
| 1171 | and kind of more comfortable in their own skin | 更舒适的皮肤 |
| 1172 | for how to build long lasting customer relationships. | 如何建立长久的客户关系。 |
| 1173 | There's a moment in season two of Owning Manhattan | 欧宁曼哈顿第二季有片刻 |
| 1174 | that I want to talk about for a second. | 我想谈一下 |
| 1175 | You're in Miami at the Mercedes Benz sales event | 你在迈阿密参加奔驰的销售活动 |
| 1176 | and your wife comes up to you | 你的妻子来找你 |
| 1177 | and says you used to be happy. | 说你以前很快乐 |
| 1178 | And you're never satisfied anymore. | 你再也不满足了 |
| 1179 | Well, you want to talk about that? | 你想谈谈吗? |
| 1180 | Yeah. | 对 |
| 1181 | I mean, this is a common trait amongst all of our guests, | 我的意思是,这是我们所有客人的共同特点, |
| 1182 | amongst incredibly successful people | 在令人难以置信的成功的人中 |
| 1183 | because they're pleased but never satisfied | 因为他们很满意,但从未满足 |
| 1184 | and they're driven to keep going | 他们被驱赶继续前进 |
| 1185 | and there's no amount of enough that's enough | 没有足够多的足够 |
| 1186 | because there's always a new challenge. | 因为总有新的挑战 |
| 1187 | There's always a new, | 总是有一个新的, |
| 1188 | it's like the very thing that makes you successful | 碞钩琌琵ΘΘ妓 |
| 1189 | is also super hard on the people closest to you. | 对你最亲近的人来说 也是超难的 |
| 1190 | Well, for sure. | 当然 |
| 1191 | I think that unfortunately in business, | 我觉得在生意上很不幸 |
| 1192 | if you're not growing, you're dying. | 如果你不长大,你就要死了。 |
| 1193 | That's it. | 就这样 |
| 1194 | There is no successful business that does not grow | 没有不成功的生意 |
| 1195 | unless it is family owned | 除非这是家族所有 |
| 1196 | and it's a lifestyle business. | 这是一种生活方式。 |
| 1197 | If you're building a lifestyle business | 如果你在做一个生活方式的生意 |
| 1198 | and you have a fixed income and that's fine, | 你们有固定的收入,那很好, |
| 1199 | that's what you want to do, | 这就是你想要的, |
| 1200 | then that's great. | 那么,这是伟大的。 |
| 1201 | You can go do that by all means. | 你可以不惜一切代价做到这一点。 |
| 1202 | That sounds really nice. | 听起来很不错 |
| 1203 | Actually, your lifestyle will never increase. | 实际上,你的生活方式永远不会增加。 |
| 1204 | Expenses will always increase. | 费用总是会增加。 |
| 1205 | Taxes will always increase. | 税收将永远增加。 |
| 1206 | The cost of goods sold will always increase | 出售货物的成本将永远增加 |
| 1207 | as far as I know. | 依我所知,我们是... |
| 1208 | To build a successful business, you have to grow. | 要建立成功的企业,就必须成长. |
| 1209 | Growth is also happiness, right? | 增长也是幸福,对吧? |
| 1210 | Change is happiness. | 变化是快乐。 |
| 1211 | We are connected to growth. | 我们与增长有关。 |
| 1212 | It is part of our DNA. | 这是我们的DNA的一部分。 |
| 1213 | We have evolved to want, need and yearn for more. | 我们进化到想要、需要和渴望更多。 |
| 1214 | And the people who don't feel that way, | 而那些没有这种感觉的人 |
| 1215 | I think are awesome and incredible. | 我觉得很棒 难以置信 |
| 1216 | And I wish them the greatest life of all time. | 我祝愿他们一生最美好 |
| 1217 | But for a lot of us, | 但对我们很多人来说, |
| 1218 | we have to continue to push boundaries | 我们必须继续推进边界 |
| 1219 | to do more tomorrow than we did yesterday, | 明天比昨天多做点什么 |
| 1220 | even if it's 1% more. | 哪怕多一点 |
| 1221 | And I had reached the top of the real estate sales charts. | 我到了房地产销售图的顶端。 |
| 1222 | My last year as a real estate agent, | 我作为房地产经纪人的最后一年 |
| 1223 | fully as an agent in 2019, | 2019年完全担任代理, |
| 1224 | we crossed a billion dollars in sales for the year. | 我们今年的销售额突破十亿美元 |
| 1225 | I think my commissions at that point, | 我认为我的佣金 在这一点上, |
| 1226 | it was like $22 million for the year. | 这年好像有2200万美元 |
| 1227 | And it's like, okay, what am I gonna do now? | 现在怎么办? |
| 1228 | I gotta, what's my next mountain? | 我要,我的下一个山是什么? |
| 1229 | What's my next thing? | 我的下一个是什么? |
| 1230 | Okay, I did the agent thing. | 好吧,我做了经纪人的事情。 |
| 1231 | I know how to build teams. | 我知道如何建立团队。 |
| 1232 | I know how to build sales. | 我知道如何建立销售。 |
| 1233 | и笵或暗 distribution | |
| 1234 | unlike anything anyone has ever created | 不像任何人创造过的东西 |
| 1235 | in this industry before. | 这行业之前。 |
| 1236 | Let's go to zero. | 进至零. |
| 1237 | Let's go from being number one to being dead last, | 我们从头到尾都死吧 |
| 1238 | using the same tools and resources | 使用同样的工具和资源 |
| 1239 | and know-how that I created to build the team. | 以及我为建立团队而创造的知识 |
| 1240 | So I started the company in 2020 like a psychopath | 所以我在2020年像精神病人一样创办公司 |
| 1241 | in the middle of COVID while we were building our house | 我们建房子的时候 在COVID中间 |
| 1242 | and we had a nine month old all at the same time. | 我们有一个九个月大 全部在同一时间。 |
| 1243 | And the market was decimated. | 市场被摧毁了。 |
| 1244 | The Dow drops 10,000 points. | 道者减一万分. |
| 1245 | We're watching death clickers on TV. | 我们在电视上看死亡点击器 |
| 1246 | I'm like, I had a day of, do I do this? | 我像,我有一天, 我这样做吗? |
| 1247 | Do I still go through? | 我还能通过吗? |
| 1248 | And again, the same way when my card was declined | 再说一次,我的名片被拒时也是这样 |
| 1249 | and I called my parents as to what to do. | 我打电话给我的父母 关于该怎么做。 |
| 1250 | And they said, come home. | 他们说,回家。 |
| 1251 | I called them and said, what do I do? | 我给他们打电话说,我该怎么办? |
| 1252 | They said, look at what everyone much smarter | 他们说,看看谁都聪明多了 |
| 1253 | and more successful than you is doing. | 并且比你做得更成功。 |
| 1254 | They're pulling back. | 他们正在撤退 |
| 1255 | This is unprecedented. | 这是前所未有的。 |
| 1256 | This is an incredibly terrifying time. | 这是一个令人难以置信的恐怖时刻。 |
| 1257 | People are laying people off. | 人们在裁员。 |
| 1258 | People are furloughing. | 众人请假. |
| 1259 | Do not go and start your own company. | 别去开自己的公司 |
| 1260 | And like when people tell me not to do something, | 就像人们叫我别做任何事一样 |
| 1261 | like man, if you're gonna be so strong to the left, | 像男人一样,如果你要去 如此强壮的左边, |
| 1262 | think I'm gonna go, I think I'm gonna do it. | 我想我会去, 我想我会做到这一点。 |
| 1263 | If they had encouraged me, I don't know if I'd be here. | 如果他们鼓励我, 我不知道我会不会在这里。 |
| 1264 | Cause it would have felt weird. | 因为那样会觉得奇怪 |
| 1265 | It would have felt too comfortable. | 它会觉得太舒服了。 |
| 1266 | Would have been like, all right, | 本来会像, 好吧, |
| 1267 | if you think I should then I guess, I don't know. | 如果你认为我应该,那么我想,我不知道。 |
| 1268 | Seems like a lot of work. | 看起来像很多工作。 |
| 1269 | But because everyone was so anti starting business, | 但因为每个人都反对创业 |
| 1270 | I just went so hard. | 我只是这么辛苦。 |
| 1271 | And it was also the only time probably in my lifetime | 这也是我一生中唯一一次 |
| 1272 | {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}我会把春季市场卖掉 | |
| 1273 | because the world shut down. | 因为世界关闭。 |
| 1274 | And so we got to build a business | 所以我们要建个企业 |
| 1275 | under the cover of darkness. | 在黑暗的掩护下 |
| 1276 | And we got to come out to fanfare | 我们必须出来粉丝 |
| 1277 | and people just came in droves | 和人们刚进来的驱动器 |
| 1278 | because the market had been decimated | 因为市场被摧毁了 |
| 1279 | for a very short period of time. | 时间很短 |
| 1280 | Unlike 2008, which took like four years | 不像2008年,这花了四年时间 |
| 1281 | to come back pretty quickly. | 很快回来 |
| 1282 | Even though markets kind of returned after eight months, | 尽管8个月后市场恢复了 |
| 1283 | this one was relatively pretty fast. | 这个比较快 |
| 1284 | And we just moved really, really fast. | 我们只是移动的非常,非常快。 |
| 1285 | As fast as we possibly could. | 尽可能快 |
| 1286 | And then it went almost parabolic. | 然后它几乎变成了抛物线 |
| 1287 | And we were in the right place at the exact right time. | 而我们是在正确的地点 在正确的时间。 |
| 1288 | Where does that chip on your shoulder come from? | 你肩上的芯片是从哪里来的? |
| 1289 | I don't know, man. | 我不知道,伙计。 |
| 1290 | I have three sisters, I have two brothers. | 我有三个姐妹,我有两个兄弟。 |
| 1291 | I was last to be picked on every sports team. | 我最后被选进每个体育队 |
| 1292 | I was chubby, covered in rash acne growing up. | 我胖了 全身都是皮疹疮 |
| 1293 | Well, I think counted out, kind of outcasty. | 嗯,我想计数出来, 有点荒诞。 |
| 1294 | Like I would write, I would do creative fiction | 就像我会写,我会做创意小说 |
| 1295 | sitting in my closet, writing stories | 坐在我的衣柜里,写故事 |
| 1296 | and illustrating them for like in years. | 并展示他们像几年。 |
| 1297 | My mom still has them. | 我妈还留着 |
| 1298 | I think your past explains you, | 我想你的过去能解释你 |
| 1299 | but it does not excuse you. | 但这并不能原谅你。 |
| 1300 | And so I do make an active effort every day | 所以,我每天都在积极努力 |
| 1301 | not to let kind of how I was brought up | 不要让我从小长大 |
| 1302 | and everything in my past be an excuse for behavior | 我过去的一切 都成为行为的理由 |
| 1303 | because I meet a lot of people who do. | 因为我认识很多人 |
| 1304 | Double click on that, tell me more. | 双击,告诉我更多。 |
| 1305 | How many people have you met who are just complete assholes | 你见过多少人 谁是完全的混蛋 |
| 1306 | and who are dicks and who are rude | 谁是阴茎,谁是无礼的, |
| 1307 | and they don't value your time? | 他们不重视你的时间? |
| 1308 | We talked about time. | 我们谈了时间 |
| 1309 | And then they'll tell you like, | 然后他们会告诉你喜欢, |
| 1310 | oh, well, what I've gone through. | 哦,好吧,我经历了什么。 |
| 1311 | Like, no, dude, that explains | 喜欢,不,伙计, 这解释 |
| 1312 | why you are the resilient, tough human being you are today. | 为什么你们今天是坚韧不拔的人 |
| 1313 | It does not, I can excuse you from being an asshole. | 没有,我可以原谅你是一个混蛋。 |
| 1314 | And so I think it's important. | 所以我认为这很重要。 |
| 1315 | I think it's important for you to explain | 我想你应该解释一下 |
| 1316 | like, why do I focus so much on time? | 为什么我这么注重时间? |
| 1317 | Why do I focus so much on giving back to others? | 为什么我那么专注于回报别人? |
| 1318 | Why do I focus so much on the things that I do, | 为什么我这么专注于我的工作, |
| 1319 | but it doesn't excuse behavior, | 但这并不能为行为开脱 |
| 1320 | work incredibly hard, be incredibly nice | 辛勤工作,勤劳工作 |
| 1321 | and endurance for the win. | 和对胜利的毅力。 |
| 1322 | Like everybody else will tap out. | 就像其他人会跳出来一样 |
| 1323 | And that's what's happened, man. | 事情就是这样的 |
| 1324 | Like that's what's happened in my business now. | 碞钩и瞷ㄆ薄 |
| 1325 | Like even in the real estate business today, | 就像今天的房地产生意一样 |
| 1326 | I'm watching firm after firm after firm | 我看着公司一连串 |
| 1327 | go down and get consolidated. | 下去巩固一下 |
| 1328 | You know, we have opportunities to buy companies right now. | 我们现在有机会买公司 |
| 1329 | And I just, I like, we pull up in the hood and like, | 我只是,我喜欢, 我们拉在引擎盖上,喜欢, |
| 1330 | you know, publicly these companies are incredible. | 你知道,公开 这些公司是不可思议的。 |
| 1331 | They're amazing, they're great. | 他们是惊人的, 他们是伟大的。 |
| 1332 | And then you look at it and you're like, | 然后你看着它,你喜欢, |
| 1333 | the underlying economics of your business don't work | 基础经济学 你的生意不工作 |
| 1334 | and you're losing money hand over fist. | 你输了钱 交手。 |
| 1335 | And it's not like you're losing money to grow. | 亦复如是无量劫财增长. |
| 1336 | You're losing money because you're losing money. | 你输钱是因为你输钱了 |
| 1337 | I can work something out with you, | 我可以跟你谈点事 |
| 1338 | but you have to be willing | 但你必须愿意 |
| 1339 | to fix the underlying economics. | 修补基础经济学。 |
| 1340 | But the ego and I think just the raw unintelligence | 但自我和我想只是原始的不知情 |
| 1341 | blocks a lot of people. | 挡住了很多人 |
| 1342 | And so they'd rather fall in their sword | 所以他们宁愿掉进剑里 |
| 1343 | than continue to fight another day, which is fine by me. | 而不是继续战斗 另一天, 这对我来说很好。 |
| 1344 | And I'll let that happen. | 我会让它发生。 |
| 1345 | What does success look like for you? | 成功对你来说是什么样子? |
| 1346 | I mean, I think about micro success and macro success. | 我的意思是,我想到微观的成功和宏观的成功。 |
| 1347 | So like, this is a successful conversation, I think. | 所以,我想,这是一个成功的谈话。 |
| 1348 | Big picture success, I think is happy legacy. | 伟大的成功,我认为是幸福的遗产。 |
| 1349 | You know, it's leaving something behind. | 你知道,它留下的东西后面。 |
| 1350 | And whether that's just with my daughter | 以及这是否只是与我的女儿 |
| 1351 | or with the people that I've been able to help at work, | 或与我曾经帮助的人 在工作, |
| 1352 | I think I divide success up that way. | 我想我把成功分成这样 |
| 1353 | So on the personal side, it's family and legacy | 所以在个人方面,这是家庭和遗产 |
| 1354 | and leaving the world in a better place maybe | 离开世界 在一个更好的地方,也许 |
| 1355 | than they found it and giving them opportunities | 而不是他们找到它,给他们机会 |
| 1356 | that they otherwise wouldn't. | 否则,他们不会。 |
| 1357 | And at work, you know, you asked me | 工作的时候 你问我 |
| 1358 | about my chip on my shoulder, | 关于我肩上的芯片, |
| 1359 | which I think also could rub people off the wrong way | 我觉得也可以把人打乱 |
| 1360 | because it might feel incredibly ambitious. | 因为它可能感到令人难以置信的野心。 |
| 1361 | But I think if like, you really came and saw | 但我想,如果是这样, 你真的来了,看到 |
| 1362 | how many other people win when I win | 我赢了多少人赢 |
| 1363 | to the thousands of percent, | 至千分之数, |
| 1364 | you'd understand that like, it's not ambition. | 你会明白,像, 这不是野心。 |
| 1365 | It's not a chip. | 这不是芯片。 |
| 1366 | It is pure, brutal responsibility. | 这是纯粹的、残酷的责任。 |
| 1367 | And I think I have a responsibility now to others, | 我想我现在对别人有责任 |
| 1368 | those that I work with directly | 那些我直接合作的 |
| 1369 | and those that I work with and employ indirectly. | 和那些我工作 和间接雇用。 |
| 1370 | And I don't want to waste the opportunity. | 我不想浪费这个机会 |
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