--- author: The Knowledge Project Podcast date: '2026-10-13' guest: '' layout: post.njk source: https://www.youtube.com/watch?v=xr7tUPuc7xA speaker: The Knowledge Project Podcast tags: - sales-strategy - real-estate - customer-follow-up - career-transition title: 房地产销售心得与职业成长历程分享 summary: 主讲人分享了其在房地产销售领域的经历与心得，包括从租赁业务向高端买卖转型的历程、持续跟进客户的方法以及参与电视节目选角的故事，并探讨了如何正确对待个人成长背景与成功责任。 insight: '' draft: true series: '' category: business-entrepreneurship area: finance-wealth project: [] people: [] companies_orgs: - Bravo products_models: [] media_books: - Million Dollar Listing status: evergreen --- ### 销售的本质与持续跟进 [Speaker 0]: 你每天都得醒来，你必须去赚钱。这就是那个游戏。我曾经冲到了房地产销售排行榜的顶端。我作为房地产经纪人的最后一年，那一年的销售额突破了十亿美元。销售的精髓在于，没有任何东西是拿来卖的，我也没在向你推销任何东西。
Original English [Speaker 0]: you had the wake up every day， [Speaker 0]: you have to go make money。 [Speaker 0]: that is the game i had reach to the top of the real estate sales charts。 [Speaker 0]: my last year is a real al estate agent across a billion dollars and sales for the year。 [Speaker 0]: art of the sale is that nothing is for sale， [Speaker 0]: and i'm not selling you anyanything。
[Speaker 1]: 如果我给你一个卧底身份，把你扔到一个不同的城市，让你去打造一个品牌。你会怎么做？
Original English [Speaker 1]: if i give you and undercover identity and drop you off and a different city told you to build a brand。 [Speaker 1]: what would you do？
[Speaker 0]: 你必须展现自己，你必须永远跟进下去。你必须完全不在乎尴尬。只要你愿意让自己难堪，你就能赚更多钱。我最大的客户之一，我必须跟进他们长达五年，然后做成了一处六千万的房子，接着是七千三百万。
Original English [Speaker 0]: you have to put yourself out there， [Speaker 0]: you have to follow up forever。 [Speaker 0]: you have to be totally。 [Speaker 0]: okay with embarrassment。 [Speaker 0]: you are willing to embarrass yourself。 [Speaker 0]: you make more mind。 [Speaker 0]: one of the biggest client ts have to follow up with them for five year， [Speaker 0]: then certain a place for sixty million， [Speaker 0]: then seventy three million，
[Speaker 1]: 跟进的艺术是什么？
Original English [Speaker 1]: what is the art of the follow up？
[Speaker 0]: 听着——
Original English [Speaker 0]: listen，
[Speaker 2]: 我想用一种你以前录播客从未经历过的方式来开场。
Original English [Speaker 2]: you II wanted to start this in a way that you've never started a podcast before。
[Speaker 0]: 不，天呐。
Original English [Speaker 0]: no， [Speaker 0]: god，
[Speaker 1]: 我有一份礼物送给你。
Original English [Speaker 1]: i have a gift for you。
[Speaker 0]: 噢，从来没人给我送礼物。噢。
Original English [Speaker 0]: oh， [Speaker 0]: no one gets me gifts。 [Speaker 0]: oh，
[Speaker 1]: 觉得你会喜欢的。
Original English [Speaker 1]: think you like this。
[Speaker 0]: 这是什么？Bremont？你送了我一块手表？天呐，太疯狂了吧？非常感谢你。太酷了。看看这个。给所有在看的人提个醒：以后如果你们邀请我上你们的播客，却不先送我一份超棒的礼物，我就直接走人。
Original English [Speaker 0]: what is this？ [Speaker 0]: premont， [Speaker 0]: did you give me a watch holy？ [Speaker 0]: macerrony crazy？ [Speaker 0]: thank you very much。 [Speaker 0]: that's cool。 [Speaker 0]: look at that note for anyone watching。 [Speaker 0]: if you ever invite me on your podguys going forward and you don't first give me and awesome gift。 [Speaker 0]: i'm going to a walk out second sales，
### 从租赁转向高端买卖 [Speaker 0]: 你知道，当我刚做销售时，我想做更大的单子。我想做更贵的买卖。这就是大家想做的事。你想一遍又一遍地卖同样的东西，即使你很擅长，你也可能习惯了。要知道，职业倦怠就是一遍又一遍地做同样的事，却看不到成果。而走向更高价位段的方法，就是把自己置于高价位的情境中。所以我总是告诉人们：你必须让自己提升层级，然后你必须对其他一切说不。这对人们来说真的很难做到，因为习惯了用以前做的事情来付每个月的账单。我知道自己想去做什么，但我不知道该怎么达到那里。他们不敢在自己身上下注，然后就一辈子做着自己感到舒服的事。去做那些事并且抱怨要容易得多，比去真正承担真实的风险容易得多。就像那时一样，好吧，我不再做租房了；纽约市有百分之七十是租房。我只做买卖，只做买卖。残忍至极的几个月。这里也是一样。我不再参加不带礼物开场的播客了。所以我刚才才会那么说。太棒了。
Original English [Speaker 0]: you know， [Speaker 0]: when i first got to sales， [Speaker 0]: i wanted to do bigger ones。 [Speaker 0]: i want to do more expensive sales。 [Speaker 0]: that's what you want to dip yours。 [Speaker 0]: you want to sell the same thing over over over even you're 're great at it。 [Speaker 0]: you also could used do it。 [Speaker 0]: you know， [Speaker 0]: burn out is doing the same thing over and over again and not seeing results。 [Speaker 0]: and the way to move up in price point is putting yourself in high priprice point situations。 [Speaker 0]: and and so i always always tell people like you have to level yourself up， [Speaker 0]: and then you have to say no to everything else。 [Speaker 0]: and it's really hard for people to do because it had used to paying your monthly bills with what i used to do。 [Speaker 0]: i know what i want to go do， [Speaker 0]: but i don't know i get there。 [Speaker 0]: they don't take the bet on themselves， [Speaker 0]: and then they re's spend their entire life doing what they 're comfortable doing。 [Speaker 0]: it's much easier to do that and complain。 [Speaker 0]: then it is to actually take real risk。 [Speaker 0]: and so the same way was like， [Speaker 0]: right， [Speaker 0]: i don't do rentand any more new your city as seventy percent rentals。 [Speaker 0]: um i do sales only sales brutal brutal couple of months same thing here。 [Speaker 0]: i no laongger do poggast that don't start with gift。 [Speaker 0]: that's why i was talking that way。 [Speaker 0]: amazing。
[Speaker 1]: 嗯，我们稍微聊聊这个吧，从做租房到做买卖的转变对我来说非常引人入胜，因为那几乎是一种“假装直到成真”的情形。那是一个关于 Bravo 摄制组跟着你转的故事。当时你会觉得，噢天哪，我不想让他们看到我的真实生活。所以你就想方设法做了各种事。好吧，给我讲讲这个故事。
Original English [Speaker 1]: well， [Speaker 1]: let's talk about this little bit the transition between euding rentals。 [Speaker 1]: well， [Speaker 1]: let's doing sales was fascinating for me because it was almost a fake。 [Speaker 1]: it till you make it situation。 [Speaker 1]: the it was a story about a brovo crew that was like， [Speaker 1]: following you around。 [Speaker 1]: and at the time you're like， [Speaker 1]: oh， [Speaker 1]: my god， [Speaker 1]: i don't want them to see my life。 [Speaker 1]: so you did all the things。 [Speaker 1]: okay。 [Speaker 1]: tell me this story，
### 面试试镜与“未来的我” [Speaker 0]: 好。首先，首先，首先，“假装直到成真”。当我听到人们说“假装直到成真”，尤其是因为说起来朗朗上口、很容易说出口，但这也意味着撒谎，我认为那简直是最糟糕的事，特别是对任何独立合同工、创业者，或者曾经必须向别人推销任何东西的人来说。在有人当面撒谎之前，一切听起来都很棒。所以我一直以来都是让自己去与“未来的我”对齐。仅此而已，不是去假造任何东西。我从心底深处知道，我现在向你展现的这个人，就是从现在起十二到二十四个月后我将成为的人。我把它写了下来，写下来后我就会去显现它。而当我以这种方式去做时，也许我并没有成为我以为自己完全会成为的那个人，但我变成了那个人的某种平行现实版本。所以在2010年，有一档名为《百万美元房源》的电视节目在为纽约版公开招募演员，Bravo 电视台准备开始做衍生季，想在纽约做，当时他们正在寻找三十岁以下最优秀、最聪明、最饥渴的房地产经纪人。那时我入行才十八个月，我在雷曼兄弟申请破产的那天拿到了执照，因为我需要付房租。我在纽约市做演员，身无分文，又不想搬回老家。于是有个朋友说，去考个房产执照吧。你去记下那些信息，每天在街上和新客户玩即兴表演游戏。你唯一要做的就是把公寓租出去。你会拿到一小部分佣金，然后就能付清账单了。我一个月得挣两千美元，这就是我进入房地产行业的全部原因，就是为了每月挣两千美元。后来我看到了这个试镜通知。我一直都想演戏。那是我的目标，是我最初来到纽约的原因。于是我去了，大约三千名经纪人在时代广场的哈德逊酒店参加了公开海选。有两三个月什么消息都没听到。然后他们打回电话说，我们筛选到了不管是十五还是十六个。然后不知怎么的，通过整个过程，在2010年这一年里，我进入了最后一轮，他们打算跟拍我们当中的十六个人，从中选出三个。
Original English [Speaker 0]: yeah。 [Speaker 0]: first， [Speaker 0]: first all， [Speaker 0]: first of all， [Speaker 0]: um is i fake it to make it。 [Speaker 0]: and when i hear people say fake it to you， [Speaker 0]: make it especithink because it rhor or who it's easy to say， [Speaker 0]: but is also implies lying， [Speaker 0]: which i just think is the worst， [Speaker 0]: especially for anyone who's invenent contractor or who's entrepreneuor who's ever had to sell anything to anyone。 [Speaker 0]: everything sounds great until someone lies es your face。 [Speaker 0]: so i've always aligned myself with being future me。 [Speaker 0]: that's it not faking anything。 [Speaker 0]: i know to my core the person i'm going to show you right now is the person i'm going to become twelve to twenty four months for now。 [Speaker 0]: i've written it out and i've written it out i'i'll manifeit。 [Speaker 0]: and when i do it that way， [Speaker 0]: maybe i don't become the exact person。 [Speaker 0]: i thought i was going to be， [Speaker 0]: but i become some alternate reality version of that person。 [Speaker 0]: so when two thousand ten there re's an open casting call for the new york version for a tv show called millionarlisting， [Speaker 0]: and brovo was going to start franchiisit when they wanted to do at new york， [Speaker 0]: and they were looking for the the best and brightest hungeous real epcy under the age thirty at that time。 [Speaker 0]: and i had been in the business for eighteen months， [Speaker 0]: i got my license that day leve in brotherfoul for bankrupcy， [Speaker 0]: because i needed to pay my rent。 [Speaker 0]: and i was acting in the city， [Speaker 0]: and i had no money， [Speaker 0]: and i don't want to move home。 [Speaker 0]: and so a friend said， [Speaker 0]: get you realzate license。 [Speaker 0]: you're going to memorize ze information， [Speaker 0]: you're going to play。 [Speaker 0]: yes。 [Speaker 0]: and improb games on the street with new clients every day。 [Speaker 0]: all you have to do is rent departments。 [Speaker 0]: you get up small percent of your commission， [Speaker 0]: and then you compare your bills。 [Speaker 0]: i had to make two thousand dollars a month that is a whole reason i got to real estate was was to make two thousand llars a month， [Speaker 0]: and i saw this casting call come through。 [Speaker 0]: and II always wanted to act。 [Speaker 0]: that was my， [Speaker 0]: i was my goal。 [Speaker 0]: why i came to new york in the first place。 [Speaker 0]: and so i went in three thousand agents plus minus shoshoed up to an open casting called the huunts and hotel and times square。 [Speaker 0]: and that been here anything for a couple months。 [Speaker 0]: and then they called back and said， [Speaker 0]: we wwlted down whatever what was fifteen or sixteen hundred。 [Speaker 0]: and then i somehow through all that process or with the course of two thousand and ten， [Speaker 0]: i made it down to what they were going to follow around sixteen of us to find three。
### 跟拍当天的心理战与意外 [Speaker 0]: 于是他们要跟拍我们半天，如果我向他们展示我当下的生活状态，带他们看我那间狭小的开间公寓，带他们去坐地铁，我是上不了一个叫《百万美元房源》的电视节目的。所以我就写下来：如果 Ryan 上了《百万美元房源》，嗯，他会是一个什么样的人？如果我是选角导演，我想要选谁？如果我是最顶尖的之一，我可能不会去坐地铁。我可能会让人开车接送，或者自己开车。我向一个同事借了一辆路虎揽胜，然后协调了几个我可以带他们去的不同房源。我知道我必须让他们早上五点跟我碰面，因为我也知道这过程里有点心理学门道，只要我能让他们精疲力竭。这样他们就会对我疲惫不堪，以至于直接说：“我不知道，就用他吧，挺好的。”而且他们来自洛杉矶，有三个小时的时差，人在纽约。他们必须在早上五点跟我碰面。所以在他们的生物钟里当时是凌晨两点，他们一个个疲惫不堪，大脑都要罢工了。然后我走进我的小隔间，脱掉所有衣服，直接去洗了个澡。他们不知道该怎么办，好像在说：“你不能把这播出去，你们不能播这个。”我需要让他们知道我毫无顾忌，我会畅所欲言，随时想做什么就做什么。然后我就洗了个澡。就像那样，他们不知道该怎么办，在想这人是在干嘛。我也知道一年后的 Ryan 会比今天的 Ryan 忙得多。所以我对我认识的每个人都说：“明早给我打电话。不用管在不在上班。如果我没接，不管怎样，你都必须一遍又一遍地一直给我打。”然后我找了个朋友，他叫 Tobin，是在表演班上认识的。我根本没法说服任何真正的客户和我一起出镜，太吓人了。所以我说：“你就扮演一个对冲基金大佬，然后我需要带你在镜头前看公寓。”“好的。”碰面时他说：“太好了。我该是什么情绪状态？”我说：“你就是老大。”结果他迟到了。我们到了格拉梅西这个我有权限进去的顶层公寓，他手里拿着一份健康的贝果加奶酪，腋下夹着一份《金融时报》。他现身后，就一副怒气冲冲、暴躁的样子。我们就这样进行看房。接着我接到了下一个带看预约打来的电话，说他们有一场真正的看房要来。你们不能带着摄像机过去。我不知道该怎么办了。我说：“再见，Tobin。”他离开了，我走进洗手间——我对这一幕记忆犹新——我整个人陷入了完全的慌乱。我当时心想：你看，准备了这么一整套，随时准备大干一场，然后我们接下来该怎么办？然后我突然想起，一年前我在纽约曾和一个人约会。我们在一家餐馆见面约会。我们聊了大概五分钟，她说——她必须去趟洗手间。我就在那里等，她回来后对他说：“真的非常抱歉，Ryan，突然有急事，我得走了。”然后她就离开了，之后完全断联不理我，那甚至是在“断联人间蒸发”这个词出现之前。所以无论是我做了什么还是我的外表，某样东西把她吓跑了，但我永远都在思考那一刻。人们总是想要他们得不到的东西。是的，当你像《孙子兵法》那样出其不意时，他们就不知道该怎么办了。这会让他们加倍把注意力聚焦在你身上。这——我指的是在洗手间里。
Original English [Speaker 0]: and so they wonfolfollow us for half a day， [Speaker 0]: if i show them what my life is like right now， [Speaker 0]: from my tiny little studio apartment， [Speaker 0]: and i tked them on the subway。 [Speaker 0]: i'm not getting on a tv show called million neurolisting。 [Speaker 0]: and so i wrote down if ryan was was a million neurolisting 嗯， [Speaker 0]: um who would he be if i'm the cassine director who do i want a cast？ [Speaker 0]: i probably don't take the subway if i'm one of the best。 [Speaker 0]: i probably get driven um or drive， [Speaker 0]: i borrowed a range over from a guy worked with， [Speaker 0]: and then i coordinated some different listings that i could bring them too。 [Speaker 0]: i know like i'm going to have to meet to the GMI had to meet at five AM because i also knew there re's a little psychology to the process， [Speaker 0]: or if i could tire them out。 [Speaker 0]: so they would just be so exhausted with me that they would say， [Speaker 0]: i don't know 's 's just uses great。 [Speaker 0]: and so they're from LA。 [Speaker 0]: so there were three hours behind， [Speaker 0]: and they were here。 [Speaker 0]: i had to meet me at five AM。 [Speaker 0]: um so when their brain it was two AM， [Speaker 0]: they're all exhausted and yy're boxing shut off whatever。 [Speaker 0]: then i go into my barbit， [Speaker 0]: and i take off all my clothes， [Speaker 0]: and i just take a shower， [Speaker 0]: and they didn't know what to do， [Speaker 0]: what was like。 [Speaker 0]: you're not going to do anything with this。 [Speaker 0]: you're not going to aar it， [Speaker 0]: and i need them to know that i would have no filter， [Speaker 0]: but i would say whatever like my mind， [Speaker 0]: and i would do anything。 [Speaker 0]: i felt like it all times。 [Speaker 0]: and and i just take a shower。 [Speaker 0]: and just like， [Speaker 0]: do they didn't know what to do like what is ddoing also also knew rran a year from now is going to be a lot is year than rhyn is today。 [Speaker 0]: so everyone， [Speaker 0]: i knew i said， [Speaker 0]: call me tomorrow morning。 [Speaker 0]: you're not a own job。 [Speaker 0]: if i don't pick up， [Speaker 0]: doesn't matter anything you have to call me over and over and over。 [Speaker 0]: and then i got a friend of mine。 [Speaker 0]: his name was tobin bloodweek， [Speaker 0]: who i met in acting classes。 [Speaker 0]: so i couldn't convince anyone to actually come on camera with me to be a client super scary。 [Speaker 0]: so i said， [Speaker 0]: you're going to be uh just be a hedge funder and then need to show you a partment ment camera。 [Speaker 0]: okay。 [Speaker 0]: and me called that is i great。 [Speaker 0]: what's my mood my to de you're the man。 [Speaker 0]: so he shows up late。 [Speaker 0]: we get to this pan housing grammeracy that i'd access to is got a healthy and bagleg and cheese it at the financial times under his arm。 [Speaker 0]: he shows up， [Speaker 0]: and he just pissed off and angry。 [Speaker 0]: and we just do this tour。 [Speaker 0]: and then i got a call um from my next appointment that i was going to take them to saying they had a real showing coming through。 [Speaker 0]: and you can't shop with your cameras。 [Speaker 0]: and so i didn't want to do so。 [Speaker 0]: i said， [Speaker 0]: goodbye toben， [Speaker 0]: he left it， [Speaker 0]: and i went to the bathroom and have a core memory of this。 [Speaker 0]: i just went to like a full swax。 [Speaker 0]: i was like， [Speaker 0]: you know， [Speaker 0]: you， [Speaker 0]: you set up whowhole an， [Speaker 0]: you're ready to go。 [Speaker 0]: and then what we do。 [Speaker 0]: and i remembered， [Speaker 0]: i gone on a date somesomebody。 [Speaker 0]: a year before that in new york。 [Speaker 0]: and we got to the date as this restaurant。 [Speaker 0]: and she， [Speaker 0]: we talked to like five minutes， [Speaker 0]: and she said， [Speaker 0]: and we grow the bathroom。 [Speaker 0]: she had to grow the bathroom。 [Speaker 0]: and i just waited， [Speaker 0]: and she came back， [Speaker 0]: and she said him， [Speaker 0]: so sorry， [Speaker 0]: ry， [Speaker 0]: things come up， [Speaker 0]: i have to leave。 [Speaker 0]: and she left and thing goes， [Speaker 0]: ted me totally after that before， [Speaker 0]: ghosting was even a phrase。 [Speaker 0]: so something i did or how i looked or something threw off， [Speaker 0]: but i thought about that moment forever。 [Speaker 0]: people want what they can't have。 [Speaker 0]: yeah， [Speaker 0]: and when you surprise them like any art of war， [Speaker 0]: they don't know what to do。 [Speaker 0]: and it makes them double down their focus on you。 [Speaker 0]: it's i mean， [Speaker 0]: the bathroom room。
[Speaker 0]: 就在那种时候，你就会这么做。我打算照那个女孩对我做的那样去做。于是当我走出去时，我对他们说：“各位，我知道你们预约好了、定好要跟我去下一个看房现场，但我刚碰到点急事，非常紧急，我必须去处理一下。如果这行不通的话，我很抱歉。”然后我就径直走下楼，把他们留在了公寓里。我根本不知道该怎么办，整个人慌得不行。我上了一辆路虎，应该还闯了个红灯，油门踩到底。
Original English [Speaker 0]: that's that's when you do。 [Speaker 0]: i'm i'm going to do what that girl to me。 [Speaker 0]: and so when i walked out there and my guys， [Speaker 0]: i know your book and scheduled to come with me to the next showing somethings come up this preturgent。 [Speaker 0]: i had to take care of it。 [Speaker 0]: i'm sorry if this isn't gonna work out， [Speaker 0]: and i just won downstairs， [Speaker 0]: i left them in the apartment。 [Speaker 0]: i think know to do as panicking， [Speaker 0]: i gotten arrange over and i should book boss on it through a red light。
[Speaker 0]: 然后我就这么离开了。之后他们去拍了其他所有人，那些真正努力、展现自己生活、真正去争取且非常渴望得到这个机会的人。第二天他们打电话给我，说：“我们要在这节目的第一季里拍你们当中的四个人。我们把名单缩减到了四个人。你们其中有一个人不会出现在最终剪辑版里。”
Original English [Speaker 0]: and i was gone， [Speaker 0]: and then they went on to everybody else who really tried who showed down their life and really tried and really wanted it。 [Speaker 0]: and they call me the next day um and said， [Speaker 0]: we're in a filmfirst seas in the show with four of you。 [Speaker 0]: we put it down to four。 [Speaker 0]: one of you is not going to be be in the final cut。
[Speaker 1]: 祝好运了。你知道那个故事为什么激励我吗？因为就像对待我的孩子们，他们会说：“想要优秀，优秀。”于是我问他们：“想象一下有一组摄像人员跟着这里的全优生，他们一天里是怎么花时间学习的？他们怎么分配时间？他们如何准备，然后去把那些事情做好的？你也会拿到全优。”我的意思是，实际上那就是你所做事情的一个版本，不过那真的很棒。
Original English [Speaker 1]: so best luluck， [Speaker 1]: you know why that story inspires me why？ [Speaker 1]: because like when my kids， [Speaker 1]: they're like like like know know ywant 't great， [Speaker 1]: great。 [Speaker 1]: and so i asked them unlike imagine a camera crews following and a pos student around here。 [Speaker 1]: and how do they spend their day studying？ [Speaker 1]: how do they allocate their time？ [Speaker 1]: how do they prepare and then do those things？ [Speaker 1]: and you will get a posses。 [Speaker 1]: and i mean， [Speaker 1]: effectively that's a version of of what you did， [Speaker 1]: but was amazing。
[Speaker 0]: 是啊，再次说明，虽然情况大不相同，但这确实是真的。我现在对我女儿也这么做，对我们的房产经纪人、我的员工和所有人，我都会说：“告诉我你想成为什么样的人。”你想成为什么样的人，今天就表现得像那个人一样。你想成为一个有钱的人，那就表现得像有钱人一样。不要表现得像过去那个自己，要表现得像你将要成为的那个人。我向你保证，单单是这种心态上的转变就能带你向前走，因为世界会被自信和能力所吸引。
Original English [Speaker 0]: yeah， [Speaker 0]: it it again。 [Speaker 0]: wine is very different。 [Speaker 0]: yeah， [Speaker 0]: but it think true。 [Speaker 0]: and i do this to my daughter。 [Speaker 0]: now i do it to or our agents and my staff and everybody， [Speaker 0]: i tell me who you want to be。 [Speaker 0]: yeah， [Speaker 0]: who you wto to be act like that person today。 [Speaker 0]: you wto be be body， [Speaker 0]: who has money act like it？ [Speaker 0]: don't act like the person used to be act like the person you're going to become。 [Speaker 0]: and i promise you like that mental mind， [Speaker 0]: shift alone will can carry you forward because the world is attracted to confidence and competence。
[Speaker 0]: 所以，如果你既有能力，或者能够谦逊地保持自信，人们就会给你你想要的东西、你所索求的东西，你的业务会做得更多，你也会更快乐。因为你可以坐下来往左看，看到阴雨连绵、乌云密布；或者你可以往右看，看到阳光普照。你每天都可以做出选择。而我就是这么干的。我做了那档电视节目十年，接着做了三档衍生剧，现在我们有了自己的 Netflix 节目。然后我创办了一家公司，每天醒来，我就按照日程表走，从那里开始推进。
Original English [Speaker 0]: and so if you can be competent um or being humbly， [Speaker 0]: confident， [Speaker 0]: people will give you the things that you want， [Speaker 0]: the things that you ask for， [Speaker 0]: you will do more business， [Speaker 0]: you will be happier because you can sit， [Speaker 0]: and you can look left， [Speaker 0]: and you can see rain and clouds， [Speaker 0]: or you can see it， [Speaker 0]: you can look right， [Speaker 0]: and you can see sunshine， [Speaker 0]: you get a pic every day， [Speaker 0]: and i worked。 [Speaker 0]: and i did that tv show for ten years and then three spin opp shows。 [Speaker 0]: and now we have our neapklish show。 [Speaker 0]: and then i started a company you and i just keep i wake up， [Speaker 0]: and i follow my calendar。
### 戏剧训练与即兴表演 [Speaker 1]: 回到那种“成为你想成为的人”的话题，这就是你当年进入戏剧领域的原因吗？为了能去成为别人？
Original English [Speaker 1]: and i go from there coming back to sort of being the person you want to be， [Speaker 1]: is that why you got in into theater？ [Speaker 1]: so you could be somebody else for sure。
[Speaker 0]: 绝对是的。我小的时候我们经常搬家，我觉得我从来没有融入过某个圈子，因为我们换学校太频繁了。而剧团里的那些孩子人很好，你知道的，他们就是很友善，他们接纳了我。在舞台上的那些时刻、在那些戏剧课上，我可以假装成别人，这比做我自己要容易得多。后来我就喜欢上了它。回过头来看，那是不可思议的构建基础。考虑到我现在的职业，销售虽然不是演戏，但用的是同一块肌肉。你整天都得保持状态。而记住信息的能力对我来说意义重大，我从小小年纪就得以锻炼大脑的那部分机能。跟人说话能说出完整的句子，懂得用横膈膜呼吸而不是用喉咙呼吸。所以你在剧场里学到的很多技能，剧场就是在教你如何塑造一个完整的人。
Original English [Speaker 0]: if we moved around a lot when i was a little id id， [Speaker 0]: and i think i never found community because we switch school so much。 [Speaker 0]: and the theater kids were nice， [Speaker 0]: you know， [Speaker 0]: they were just nice， [Speaker 0]: and they took me in。 [Speaker 0]: and for those moments on stage in those classes， [Speaker 0]: i could pretend to be somebody else， [Speaker 0]: which was a lot easier than being myself。 [Speaker 0]: and then it's liked it， [Speaker 0]: you know， [Speaker 0]: and it was it was uh， [Speaker 0]: it was a in hindsight， [Speaker 0]: an incdidible， [Speaker 0]: ill ill builbuilgiven。 [Speaker 0]: what i do now like selling isn't acting， [Speaker 0]: but it's the same muscle。 [Speaker 0]: you are on all day long， [Speaker 0]: but the ability to memorize information was huge for me。 [Speaker 0]: i was able to work that part of my brain from when i was AA really， [Speaker 0]: really little kid。 [Speaker 0]: the ability to talk to people compleplesentences ces the ility to breathe with your diararam and not breathe through your throat。 [Speaker 0]: so a lot of those skill sets you learn in theatter and theaters just had a creafull human。
[Speaker 1]: 这就是你现在仍然要求你的房产经纪人们上即兴表演课的原因吗？
Original English [Speaker 1]: is that why you make your agent still do improve classes？
[Speaker 0]: 我以前是强迫他们去。现在，我是极力、极力、极力推荐。大多数人都连自己的影子都怕，尤其是今天伴随着社交媒体长大的人。现在有这样一种普遍现象：人们不再害怕失败了，因为那看起来就是工作的一部分；但他们百分之十万害怕尴尬。这真的很可怕，比如他们不愿意冒险走出去，不愿意出丑，或者不愿意去跟一百个人搭话然后认识五个人。但你必须对难堪处之泰然，你必须接受有人在背后说你坏话，你必须承受差评——真正让你不能接受的，应该是人们不再议论或者不再关心你。
Original English [Speaker 0]: i used to make them。 [Speaker 0]: now。 [Speaker 0]: i highly highly highly highly recommended。 [Speaker 0]: most people are afraid of their own shadow， [Speaker 0]: and especially today where people have grown up up with social media IY。 [Speaker 0]: there's this epidemic where people are no longer afraid of failure because it just seems like that's part of the job。 [Speaker 0]: but there are one hundred thousand percent afraid of embarrassment， [Speaker 0]: and then is really scary like they're not willing to go out and take a risk or make a fool themselves or talk to one hundred people and me， [Speaker 0]: five and youve gotta be ok with being embarrasyou gotta be ok with people talking poorly about you。 [Speaker 0]: you have to be ok with with bad comments like you should not be okay when people stop talking or stop caring。
[Speaker 0]: 所以是的，即兴表演，尤其是对那些害羞、怕自己影子的经纪人来说，教他们走上舞台，在一群不认识的人面前假装成一只着了火的火星猫，说着英语在找自己的祖母——某种随机构想的场景——去吧，这其实没那么难。如果你肯去尝试，虽然滑稽、奇怪，会让自己出洋相，但正是这样的人能赚到更多钱。如果你愿意让自己丢脸，你就能赚更多钱。
Original English [Speaker 0]: and so yeah， [Speaker 0]: improve being know， [Speaker 0]: especially for aggions， [Speaker 0]: um who are shy， [Speaker 0]: who are obscared to their own shadow teaching them to get on stage in front of people that they don't know pretend to be a cat on mars on fire， [Speaker 0]: who speaks english and is looking for his grandmother。 [Speaker 0]: no， [Speaker 0]: don't know like some random scenario go you that that it's not that hard。 [Speaker 0]: if you just try， [Speaker 0]: it's goofy， [Speaker 0]: it's wear。 [Speaker 0]: you make funny yourself， [Speaker 0]: like those people make more money。 [Speaker 0]: if you are willing to embarrass yourself， [Speaker 0]: you make more money，
### 一天一千分钟的时间管理法则 [Speaker 1]: 每次都是这样。你有一个我很喜欢的概念：每天构建一千分钟。你能为我详细讲讲吗？
Original English [Speaker 1]: every time you have a concept that i loved to build a thousand minute today。 [Speaker 1]: can you walk me through that as an independent contractor？
[Speaker 0]: 作为独立承包商，你每天都是一个人，你可以有老板，可以有教练，不管有什么，你每天都得醒来，你得去挣钱。而如果你不知道该拿你的时间、你的每一分钟做什么，你可能会非常非常不明智地消耗掉它们。所以当我刚进入房地产行业时，最难弄清楚的事情之一就是：我整天该干些什么？
Original English [Speaker 0]: you're by yourself every day， [Speaker 0]: you can go boss， [Speaker 0]: you could have coaches， [Speaker 0]: and whatever you had to wake up every day， [Speaker 0]: you have to go make money。 [Speaker 0]: and if you don't know what to do with your hours， [Speaker 0]: your your minutes， [Speaker 0]: you could use them very， [Speaker 0]: very unwisely。 [Speaker 0]: so when i first got into real esttes， [Speaker 0]: one of the hardest things i to figure out is what do i do all day？
[Speaker 0]: 所以当我进入这个行业时，我必须摸索出一套结构。我需要为自己制定一个蓝图。我要做的是：第一，我的一天有一个由三部分组成的结构：寻找业务、维持业务、开展业务。我想成为自己生活的 CEO、CFO 和 COO，掌控我的一天。我会在一个时间块内完成这些。每一天有 1440 分钟。对我而言，平均来说，特别是在我结婚生子之前——有些人一天有 500 分钟用来保持高效和工作，有些人则多得多——平均大概有一千分钟。
Original English [Speaker 0]: so when i got into the business， [Speaker 0]: so so i got to figure out structure。 [Speaker 0]: i need a blueprint for myself。 [Speaker 0]: so i'm going to do it and do is one。 [Speaker 0]: i have a three part structure for my day。 [Speaker 0]: i'm going to find business keep business do business。 [Speaker 0]: i want to be the CEO cfo and coo of my own life and asking me my day， [Speaker 0]: and i'm going to do that within a block。 [Speaker 0]: a minutes see a ourteen hundred and forty minutes， [Speaker 0]: every single day。 [Speaker 0]: on average me me， [Speaker 0]: especially before i was married kids that there are some people have five hundred minutes today to be productive。 [Speaker 0]: and do their work， [Speaker 0]: some people have way more。 [Speaker 0]: you know， [Speaker 0]: on average of a thousand，
[Speaker 0]: 你必须把这一千分钟当成钱来看待。这是唯一能让你不浪费它的方式。如果你口袋里有一千美元，有人抽走了五块钱然后跑了，你不会跳起来说：“嘿，剩下的给你吧”，对吧？但人们对待自己的时间就是这样的。你接了一个 5 分钟的糟糕电话，有人惹你生气了，你就把剩下的钱全都拱手相让：“既然这样，给你吧，你拿去吧。”他们对待时间就是如此，因为他们不把时间看作自己最大的资产。
Original English [Speaker 0]: you have to treat those thousand minutes like money。 [Speaker 0]: the only way you won't waste it， [Speaker 0]: and you head a thousand dollars in your pocket。 [Speaker 0]: and someone took out five and ran away。 [Speaker 0]: you ouldn't dance say， [Speaker 0]: y， [Speaker 0]: hey heah。 [Speaker 0]: here's the rest， [Speaker 0]: right？ [Speaker 0]: but people do that with their time。 [Speaker 0]: you have a bad phone call for five minutes。 [Speaker 0]: someone pisses you off。 [Speaker 0]: and you， [Speaker 0]: you give them the rest of those money。 [Speaker 0]: i can know it here。 [Speaker 0]: you go you， [Speaker 0]: you should take it。 [Speaker 0]: and they do that with their time because they don't think about their time as a gregreatest outset。
[Speaker 0]: 所以我会醒来，写下：“我是 CEO……”这听起来太傻了：“今天我是自己时间银行的 CEO，我有一千块崭新的钱，我要明智地使用它们。如果没用完，我明天可以用来投资；如果有人毁了它们，也没关系，不代表什么。”这帮我提高了太多效率。我们的会议变成了 15 到 30 分钟，我的一天基本上变成了按 15 分钟递增。这样我一天做的事情就能比其他人多出十倍。这并不一定是因为我干的活更多，而是因为我更加重视我的时间。我以最谦逊、最体面的方式把我自己和我的时间放在最高的位置，我绝不会走进会议室说：“你们听着，我只有 14 分钟，开始吧。”我不会那样做。
Original English [Speaker 0]: and so i would wake up and i write down on the CEO this so stupid。 [Speaker 0]: i'm the CEO my own bank at time today have a thousand fresh dollars， [Speaker 0]: and i've used them wisely。 [Speaker 0]: and if they're unused， [Speaker 0]: i get to investment to tomorrow if someone ruins them， [Speaker 0]: it's fine。 [Speaker 0]: it doesn't mean anything um and it helped me become so much more productive。 [Speaker 0]: our meetings turned into fifteen to thirty my days， [Speaker 0]: then became basically fifteen minute increments。 [Speaker 0]: so i could just do ten times more and one day than anybody else。 [Speaker 0]: i'm meit wasn't because i was necessary doing more。 [Speaker 0]: it's because i was just valuing my time that much greater。 [Speaker 0]: i held myself in my time to the highest regard in his humble and nicer way ways i possibly can like i never walk into meetings。 [Speaker 0]: my cake just say， [Speaker 0]: you know， [Speaker 0]: i fourteen minutes go。 [Speaker 0]: i going not do that，
[Speaker 1]: 但比如在会议中，具体发生了什么改变？你是怎么把一个一小时的会议缩短成 15 分钟会议的？你具体做了哪些实实在在的事情来促成这种改变？是没有闲聊了？还是只谈正事？那是怎么运作的？
Original English [Speaker 1]: but what changed in the meetings， [Speaker 1]: for example？ [Speaker 1]: like so， [Speaker 1]: how do you go from having an our long meeting into a fifteen minute meeting？ [Speaker 1]: and and like， [Speaker 1]: what is it the tangible things that you did to change that？ [Speaker 1]: is it no small talk？ [Speaker 1]: is it just business？ [Speaker 1]: is it like how did that work depends on what the meeting is？
[Speaker 0]: 这取决于会议是什么，取决于接下来的行动号召是什么，以及我们打算做什么。你会惊讶地发现，当你给别人留出的时间更少时，也意味着他们占用你的时间也更少了，而且大多数人并不会对此感到无礼，大多数人实际上非常感激。这并不意味着没有闲聊，而是意味着你不再有那些不必要的、毫无产出的闲聊。寒暄挺好的，就像在这开始之前，你和我也闲聊了一会儿。我也是个普通人，但我真的非常、非常、非常讨厌浪费时间。我不认为别人应该浪费我的时间，我也拒绝浪费别人的时间。
Original English [Speaker 0]: it depends on what the call to action is going to be and what we're looking to do。 [Speaker 0]: and you be surprised when you offer up less time to somebody else。 [Speaker 0]: it also means that they get to take less time with you。 [Speaker 0]: and most people are rurut about it。 [Speaker 0]: most people actually thankful doesn't mean you of small talk。 [Speaker 0]: it means you don't have unnecessary unproductive。 [Speaker 0]: no talk。 [Speaker 0]: small talk is great like you and i we juut the ship for huveness。 [Speaker 0]: before this started。 [Speaker 0]: you know， [Speaker 0]: i am human， [Speaker 0]: but i also really， [Speaker 0]: really， [Speaker 0]: really， [Speaker 0]: really hate wasting time。 [Speaker 0]: um and i don't think anyone else should waste my time， [Speaker 0]: and i refuse to waste anybody elseis，
[Speaker 0]: 你完成的事情并没有多出那么多。比如在 2000……我想是在 2018 年，2018 年对纽约房地产来说是艰难的一年，很艰难。那一整年，我想我大约做了 8 亿美元的销售额，放在今天来看是个小数目，但在当时，虽然我不是最好的，但那是迄今为止最……我们那一年的销售额比第二名的高销售团队多出了大概 3.5 亿美元，几乎相当于一天多赚 100 万美元。我向你发誓，这是因为我的团队就像一台机器，以时间这种高价值货币来运作，而其他人只是去带看而已。这就是销售。
Original English [Speaker 0]: and you don't get that much more done。 [Speaker 0]: like in two thousand。 [Speaker 0]: i think it was me was eighteen。 [Speaker 0]: doesn't eighteen was a rough year for real est in new york rough。 [Speaker 0]: i was the year。 [Speaker 0]: i think i ross eight hundred million lion sales that year， [Speaker 0]: which today today is a small number。 [Speaker 0]: but at that point， [Speaker 0]: and i wasn't the best。 [Speaker 0]: it was， [Speaker 0]: by far the ast ast nenected， [Speaker 0]: we outoutso the next highest sales team by think， [Speaker 0]: like three hundred and fifty million dollars that year， [Speaker 0]: which is almost a million dollars a day。 [Speaker 0]: and i swear to you， [Speaker 0]: it was because my team was a machine and operated with a high value currency of time and a way where everybody else would just go show。 [Speaker 0]: there is selling。
### 销售的本质与破冰 [Speaker 0]: 他们很忙。他们不紧不慢地花着时间，这或许反而更健康。或许跟我谈谈——
Original English [Speaker 0]: they're busy。 [Speaker 0]: they're taking their time， [Speaker 0]: which maybe is healthier。 [Speaker 0]: talk to me mamaybe，
[Speaker 1]: 比如销售的艺术，具体是怎么运作的？涉及到什么？谈判、定位，带我梳理一下这些。
Original English [Speaker 1]: like the art of the cell， [Speaker 1]: the cattle does that work like what is involved that the negotiation， [Speaker 1]: the positioning， [Speaker 1]: they walk me through that。
[Speaker 0]: 嗯，最好的销售就是不销售。销售的艺术在于没有任何东西是在出售的，我也没有在向你推销任何东西。人们不希望被推销。但你喜欢购物。所以你去建立真实的、真诚的关系，哪怕时间很短。 所以你要做的第一件事就是两个 C（The Two C's）：你先找到共同点（Common），对吧？然后你给对方一句赞美（Compliment），因为你想消除他们的防备。人们都喜欢听赞美之词，哪怕他们心里想着“别推销我”，但人们依然对此受用。然后你往往会找到某种共同点，可能是……你们在同一条街上，或者做同一类工作，或者生日相同，或者星座相同，无论是什么，你懂的。 然后你就开始玩提问游戏。你永远不要问那种对方可以说“不”的问题，你只管提问。让对方去说。人们——尤其是成年人，尤其是男人——都喜欢听自己的声音。所以我就提问，你让他们说，去了解他们，找出你们的共同之处。你们谈论除了销售之外的一切事情。 我们有一种被称为 COD 的成交方法，也就是第一天就成交（Close On Day One）。接下来你要做的一件事就是明确列出一组预期：这就是我们的做事方式，接下来会发生什么。因为你并不是处于对立立场，现在你刚刚交到了一个永远的朋友。并且你把接下来的步骤交代清楚。这样你也不会浪费自己的时间。这里有很多人确实喜欢浪费时间，这也取决于具体资产、价格、地段，取决于兴趣程度、活跃度，以及你为人们营造或未营造的舞台氛围。 有些产品本身就极具卖点，它们美轮美奂，定价合理。而这类销售的艺术就在于：我该卖给谁？有时候有些东西溢价极其严重，根本无人问津，而你只有一次带看机会，就在明天下午两点半，你就像《美国丽人》里的安妮特·贝宁那样念叨着“我今天一定要把这房子卖出去”。这时候你怎么办？ 这最终归结为经验，归结为去销售一种生活方式、一种机会以及梦想。看吧，很多糟糕的销售人员试图向我兜售床，试图兜售一张我可以躺在上面做梦的床——但绝不是那么做的。你先兜售梦想，其次才是床。
Original English [Speaker 1]: well， [Speaker 0]: the best cell is no cell。 [Speaker 0]: the the art of csall is that nothing is for sale， [Speaker 0]: and i'm not selling you anything。 [Speaker 0]: people don't want to be sold。 [Speaker 0]: what you love shopping， [Speaker 0]: and so you create real authentic relationships， [Speaker 0]: even if it's short。 [Speaker 0]: so the first thing you do is the two seas， [Speaker 0]: you find something in common， [Speaker 0]: right？ [Speaker 0]: and you give somebody a compliment because you want to disarm them。 [Speaker 0]: and people like compliments， [Speaker 0]: even if they're like， [Speaker 0]: don't sell me， [Speaker 0]: people appreciate it。 [Speaker 0]: and then you find something in common often times， [Speaker 0]: it's booused， [Speaker 0]: you're 're or or street street itare on or a job you have have or birbirday or or your your astrological sign， [Speaker 0]: whatever it might be， [Speaker 0]: you know， [Speaker 0]: and then you play the question game。 [Speaker 0]: so you never ask a question that someone can say no to， [Speaker 0]: and you just ask questions。 [Speaker 0]: so let people talk。 [Speaker 0]: people， [Speaker 0]: especially adults， [Speaker 0]: is especially men， [Speaker 0]: love the sound of their own voice。 [Speaker 0]: and so i ask questions， [Speaker 0]: you let them talk， [Speaker 0]: learn about them， [Speaker 0]: find things that you have and common。 [Speaker 0]: and you talk about everything， [Speaker 0]: but the cell， [Speaker 0]: we have a closing method called codto， [Speaker 0]: which just close on day one。 [Speaker 0]: and so then the one thing you will do is your layout， [Speaker 0]: a certain set of expectations as to this is how we work。 [Speaker 0]: this is what's going to happen because you don't have been a post position or now you just made a friend forever。 [Speaker 0]: and you laay out what those next steps are。 [Speaker 0]: so you also don't waste your time。 [Speaker 0]: here's a lot of people do like to to waste time， [Speaker 0]: and it depends on the asset depends on the price pencil。 [Speaker 0]: location depends on the interest， [Speaker 0]: the activity， [Speaker 0]: the stage you're setting for people or not setting for people， [Speaker 0]: some products sell themselves， [Speaker 0]: they're beautiful， [Speaker 0]: they're well priced。 [Speaker 0]: and the art of that sale is， [Speaker 0]: is who am i going to sell to？ [Speaker 0]: sometimes i'm going incredibly overpressed， [Speaker 0]: and no one wants it and you have one showing and it's tomorrow。 [Speaker 0]: and it's two thirty and you're a net bending in american beauty， [Speaker 0]: and your ei will sell this house today。 [Speaker 0]: what do you do？ [Speaker 0]: and it does come down to experience and selling a lifestyle， [Speaker 0]: the opportunity。 [Speaker 0]: and the the dream see a lot of people who are terrible sales who are trying to tell me the bed。 [Speaker 0]: and i tried to tell me the bed that i can then go and have a dream in， [Speaker 0]: and that is not how you do it。 [Speaker 0]: he saw the dream first bed。 [Speaker 0]: second，
### 赞助商插播 [Speaker 1]: 每隔几年，就会有一个新平台在每位聪明广告主的媒介计划顶端赢得一席之地。及早发现它的人建立起了极难被缩小的优势。AppLovin 刚刚迎来了广告科技史上最非凡的增长势头，现在他们把那个引擎开放给了像您这样的企业。每天有超过十亿人玩手机游戏，他们专注其中而不是在刷屏，也没有任何信息流在争夺他们的注意力。AppLovin 将您的品牌呈现在精准客户面前，纯粹为您的增长而优化。像 Wayfair、Ridge 和 Nectar 这样的品牌已经在其上拓展规模。而他们的大多数竞争对手甚至都不知道它的存在。准备好寻找您的下一批百万客户了吗？立即访问 applovin.com/shane，开启您的第一个广告营销活动。 让我来告诉你我在过去五年里用过的最好的新产品：它就是 Matic 吸尘器。这个东西既能吸尘，又能拖地。Matic 无所不能。其他机器人会到处碰撞物体，但 Matic 能感知、能思考，它实际上避开了这些问题。Matic 能够在我的地毯表面和硬木地板之间自动调节。预约起来也超级简单。我让它在我上床睡觉后的每天夜里运行，每天早晨醒来地板都很干净。混乱总会发生，而一旦发生，Matic 就会出动。今天就访问 maticrobots.com，让 Matic 借助这些功能为您效劳。
Original English [Speaker 1]: every few years。 [Speaker 1]: a new platform earns its place at the top of every every mart， [Speaker 1]: advertiser's media plan， [Speaker 1]: the people who find it early build advantages that are very hard to close i'love and just had the most remarkable ruunin attech history， [Speaker 1]: and now theyve opened that engine to businesses like yours over a billion people play mobile games every day， [Speaker 1]: focused not scrowling， [Speaker 1]: with no feed competing for their attention。 [Speaker 1]: abloven puts your brand in from the right customers and optimizes purely for your growth brands like wafare， [Speaker 1]: catch ridge and nector are already scaling on it。 [Speaker 1]: well， [Speaker 1]: most of their competitors don't even ver know what exists ready to find their next million customers go to uplove and dot com slashing and launch your perst campaign today。 [Speaker 1]: let me tell you about the best new product that i've used in the past five years。 [Speaker 1]: it's the matic vacuum。 [Speaker 1]: this think vacuum， [Speaker 1]: it mobs matac does everything other robots bomb in to things。 [Speaker 1]: but thematic c， [Speaker 1]: thcks s。 [Speaker 1]: it actually avoids the problems thetheatic automatically adjust between my corporate services and my hardwood floors。 [Speaker 1]: it's also super easy to schedule。 [Speaker 1]: i haven't run every night while i'm in bed。 [Speaker 1]: and every morning i wake up to clean floors， [Speaker 1]: mses happen。 [Speaker 1]: and when they do matic rules into action， [Speaker 1]: go tomatic robots stock on today and put matic to work for you with these hazards。
### 跟进的艺术 [Speaker 1]: 你是在销售一种生活方式吗？你是在销售人们在那个地方会产生怎样的感觉吗？就像万事万物皆是销售，老兄。
Original English [Speaker 1]: are you selling a lifestyle？ [Speaker 1]: are you selling how your own feel in this place？ [Speaker 1]: like everything's a sell ll man，
[Speaker 0]: 你哪怕去跟药剂师聊聊，对吧？
Original English [Speaker 0]: you can talk to a pharmacist， [Speaker 0]: right？
[Speaker 1]: 他们也在推销着什么。人人都在销售，我们所有人都在做销售。是的。我们首先推销的永远是我们自己，因为那会建立起关系，建立起——是的，“为什么是我？”
Original English [Speaker 1]: they're selling how everybody's in sales that we're all in sale。 [Speaker 1]: yeah。 [Speaker 1]: and the first thing we sell us ourselves always because that creates the relationship。 [Speaker 1]: it creates yeah， [Speaker 1]: why me？
[Speaker 0]: 永远都是，你懂的，永远都是“为什么是我？”，对吧。如果你能成为任何人，为什么不能是我？为什么不呢？然后就是果断出手去尝试。所以你必须主动把自己推出去，你必须完全能接受尴尬。 你必须永远跟进下去。我最大的客户之一，我在 2012 年和他短暂接触过，之后我每隔一周就跟进一次，坚持了五年。到了 2017 年底，他终于回复了我。
Original English [Speaker 0]: it's always it's always， [Speaker 0]: you know why me right， [Speaker 0]: if you could be anybody， [Speaker 0]: why not me why not？ [Speaker 0]: and then to shoot your shot and try。 [Speaker 0]: and so you have to put yourself out there。 [Speaker 0]: you have to be totally okay。 [Speaker 0]: with embarrassment。 [Speaker 0]: you have to follow up forever。 [Speaker 0]: one of the biggest client i have， [Speaker 0]: i met i'm briefly in two thousand twelve， [Speaker 0]: and i falled up with them every other week for five years。 [Speaker 0]: and he finally responded to me at the end of twenty seventeen。
[Speaker 1]: 你能深入细谈一下这个跟进吗？因为这是你一直在做、也广为人知的一点。跟进的艺术究竟是什么？比如，你怎么做到跟进五年而不被拉黑、不被拒绝的？
Original English [Speaker 1]: and you just busy in double click on this follow up then because it's one of the things that you you do and you're known for like what is the art of the follow up？ [Speaker 1]: like， [Speaker 1]: how do you follow up for five years without getting blocked rejected？
[Speaker 0]: 嗯，听着。对于那些说了“停下”的人，我就不跟进了——真的。我是说，有时候是这样。但你要有三个 F（Three F's）。这就是“三个 F”的艺术：跟进（Follow up）、贯彻到底（Follow through）、回访（Follow back）。所以你要永远跟进下去，直到人们买下、去世，或者他们已经买了别的东西且不想和你合作——这完全没问题。对你所说的每件要做的事，你都贯彻到底；并且对于决定与你合作的每个人，你都回访跟进。你必须有那套流程，而且你必须去执行。 所以他曾经……那曾是一个潜在的大客户，而且他从不回复。
Original English [Speaker 0]: well， [Speaker 0]: listen you。 [Speaker 0]: i don't follow the people who say stop really， [Speaker 0]: i mean， [Speaker 0]: sometimes， [Speaker 0]: but you have three affs s。 [Speaker 0]: so it's the art of the three ffs， [Speaker 0]: follow up， [Speaker 0]: follow through， [Speaker 0]: follow back。 [Speaker 0]: so you follow up forever until people buy die or they bought something， [Speaker 0]: and they don't want to don't want to work with you， [Speaker 0]: which is totally fine。 [Speaker 0]: you follow through on everything you say you're going to do yeah， [Speaker 0]: and you follow back with everybody that decided to work with you， [Speaker 0]: and you have to have that process and you have to do it。 [Speaker 0]: so he was well alim。 [Speaker 0]: it was a potential great lient， [Speaker 0]: and he never wrote back，
[Speaker 1]: 但那是像季度邮件那样吗？
Original English [Speaker 1]: but was this like a quarly emailed ed？
[Speaker 0]: 而且都是个人……每隔一周发一次个性化邮件，聊聊市场、聊聊新挂牌房源、聊聊新成交情况，或者我发现的某种提醒动态。在整个过程中，对我来说重大的突破之一，就是 Google 推出 Google 快讯（Google Alerts）的时候。这样你就可以设置任何人的名字、任何人的公司，每小时、半天或一天两次收到邮件摘要，随便你选，里面带着任何人的名字。 这能通知我，随后便能成为我的一个很好的关键指标。比如天哪，他们刚刚收购了一家公司，或者他们刚刚做了这个、刚刚做了那个。而且我从来不求什么，从来不要求做任何事，只是发句祝贺，保持极其简单。因为在未来的某个时刻，甚至当他们决定在房地产方面有所动作时，我的名字肯定会出现在他们脑海里。除非他们叫我别发了。 这并不是百分之百的成功率，但比起不跟进要高得多。是的，所以跟进了他们五年，然后买下了一套 6000 万美元的房子，接着是一套 7300 万美元的，再接着是一套 3300 万美元的，诸如此类。
Original English [Speaker 0]: and and the persontime personnel personal every the week about the market about a new listing about a new sale about an alert that i'd find one of the big unlocks for me in this process was when google um created google alerts， [Speaker 0]: so he could set up anyone's name， [Speaker 0]: anyone's company， [Speaker 0]: and you get get an email digest once an hour happy day or twice a day， [Speaker 0]: whatever you want um with anyone's name。 [Speaker 0]: let me know， [Speaker 0]: which would then then be a good key indicator for me。 [Speaker 0]: if like go， [Speaker 0]: they just bought a company or they just did this。 [Speaker 0]: they just did that。 [Speaker 0]: and i never ask anything， [Speaker 0]: never ask ever do anything just congratcrutioning it supersimple， [Speaker 0]: because at some point in time， [Speaker 0]: maybe even when they decide that they're going to do something in real est ate， [Speaker 0]: my name will be in their brain for sure。 [Speaker 0]: unless they tell me not to， [Speaker 0]: this is not something one hundred percent excessratishow， [Speaker 0]: but it is far greater than the not yes， [Speaker 0]: so follow up of them for five years， [Speaker 0]: um then sght of a place for sixty million than seventy three million than thirty three million want to support。
[Speaker 1]: 你觉得人们是缺乏跟进的能力，还是就这么放弃了，或者……？
Original English [Speaker 1]: do you think that people lack the ability to follow up or they just give up or do it？
### 最离奇的一单交易 [Speaker 0]: 是放弃。放弃太容易了，放弃是如此容易，放弃轻而易举。半途而废太容易了。去尝试要难得多。而且这本身是免费的，我实在不理解为什么。而在人们现在放弃的时候……有时候我也会忘记，我也容易犯错，但我想要始终确保我已经竭尽全力，那我宁可为自己做过的事情后悔，也不愿为自己未曾尝试的事情遗憾。 所以我们尝试很多。我做过的最离奇的一笔交易之一，是这个通过电话联系过来可能要买上西区一套房子的家伙。那是西 67 街 45 号 15ABC 公寓。那是在 2011 年。他说他想买下它，这很奇怪，因为只是通过电话沟通，通常不会那样做；他想报价，但没有其他人了。那是当时我手里最大的一个挂牌房源。而我是第 5 位经纪人，因为那位卖家很难打交道。所以等到她找到我的时候，她已经被磨得差不多了。 我们的挂牌价是 850 万美元。他出价 800 万美元。他说他打算全现金付款。我没有问他任何资质审核的问题，因为我以前从没做过这样的事，完全就是这么一个随机的状况。我告诉了卖家，她乐坏了。我们谈判，各退一步，基本上以 830 万美元谈成了交易。 然后他们就消失了，彻彻底底消失了。我一直在发邮件跟进。我想着我可能碰上了个骗子之类的，或者也许有人喝醉了，不知道。 接着有一天，我接到了这笔交易的律师打来的电话。律师说：“我刚刚收到了来自那个你大概不应该有业务往来的国家的银行汇来的一笔 83 万美元电汇。我准备去告诉卖家，但我认为我们已经进入合同阶段了。”我说：“什么，你什么意思？已经过去好几个月了。”完全是出其不意。是的，伴随着签名页……不管怎样，好吧。太棒了，要就要，不要拉倒。
Original English [Speaker 0]: it is take give up through how to give up is so easy so easy to give up or it's up is so easy。 [Speaker 0]: quitting is so easy。 [Speaker 0]: trying is is so much der der or it it free， [Speaker 0]: like i don't understand why。 [Speaker 0]: and when people quit now， [Speaker 0]: thethan sometimes i forget so on。 [Speaker 0]: i miss it like ragh falleble， [Speaker 0]: but i um i want to always make sure that i did my absolute best， [Speaker 0]: and then i'd rather regret the things i did than the things i ever tried。 [Speaker 0]: and so we try try a lot one of the crazist deals i ever did。 [Speaker 0]: is this guy that reached out on the phone to potentially buy this place on the upper west side？ [Speaker 0]: it was forty five west， [Speaker 0]: sixty seven street， [Speaker 0]: apartment， [Speaker 0]: fifteen ABC。 [Speaker 0]: and this was in two thousand and eleven。 [Speaker 0]: and he said he wanted to buy it， [Speaker 0]: which was weird because was just over the phone and not what you do that way， [Speaker 0]: wanted to make an offer， [Speaker 0]: but had had one else。 [Speaker 0]: and it was like the biggest listing i ever had。 [Speaker 0]: and and i broken number number five， [Speaker 0]: because the seller was difficult。 [Speaker 0]: and so by the time she got to me， [Speaker 0]: she'd been beaten down a little bit。 [Speaker 0]: we were listed for eight and half million dollars。 [Speaker 0]: he offered eight million dollars。 [Speaker 0]: he said， [Speaker 0]: he's going to pay cash。 [Speaker 0]: i didn't ask him any qualifying questions because i've never done anything like this before。 [Speaker 0]: it was just like this random situation。 [Speaker 0]: i told the seller she was exstatic。 [Speaker 0]: um we negotiated。 [Speaker 0]: we split the difference， [Speaker 0]: basically got a deal on a day point three， [Speaker 0]: and they vanished to only vanished falling up with on on email forever。 [Speaker 0]: and as i 're ite that i was a kind artist and over something or maybe was drawn cuite or know。 [Speaker 0]: and then one day i get a call from the lawyer on the deal， [Speaker 0]: and he's like， [Speaker 0]: i just got a eight hundred and thirty thousand dollar wire from the bank of this country that you should probably not to business with is like i'm going going to tell you the seller， [Speaker 0]: but i think we're in contract， [Speaker 0]: like， [Speaker 0]: what what do you mean？ [Speaker 0]: it's it's been months is randomomly。 [Speaker 0]: yeah ah ah like kind i have signature pages like came with gud。 [Speaker 0]: don't don't don't know they they just okay。 [Speaker 0]: great。 [Speaker 0]: take it， [Speaker 0]: leave it。
### 跨国买家疑云与巴黎会面 [Speaker 0]: 她签了合同，合同显示那是我们在2011年谈成的一笔830万美元的交易。
Original English [Speaker 0]: she signed the contract where and contract told shelts the pagiststan e point three million of our deal in two dozen of eleven。
[Speaker 0]: 那笔钱折算到今天差不多相当于1亿美元。
Original English [Speaker 0]: that's like a hundred million dollars in today's money。
[Speaker 0]: 好吧，
Original English [Speaker 0]: ok，
[Speaker 0]: 是的。
Original English [Speaker 0]: yeah。
[Speaker 0]: 然后在纽约，
Original English [Speaker 0]: and then in new york，
[Speaker 0]: 你要完成交易过户，必须提交所谓的业主委员会申请。
Original English [Speaker 0]: you're to close you to do us called a board application。
[Speaker 0]: 也就是共管公寓的申请，
Original English [Speaker 0]: so it's a condo application，
[Speaker 0]: 要审查买家是谁，还要审查纽约市的所有财务资料。
Original English [Speaker 0]: who's the buyer or the financial and in new york。
[Speaker 0]: 他们会全面审查，甚至要你的报税表，
Original English [Speaker 0]: they go through it like they want your tax returns，
[Speaker 0]: 所有材料都要，
Original English [Speaker 0]: everything，
[Speaker 0]: 结果他却人间蒸发了一个月。
Original English [Speaker 0]: and he disappeared to get a month。
[Speaker 0]: 一个月，
Original English [Speaker 0]: a months，
[Speaker 0]: 一个月又一个月，
Original English [Speaker 0]: a month SA month，
[Speaker 0]: 好几个月过去了，我一直跟进、一直跟进。
Original English [Speaker 0]: a months goodye and follow up and follow up。
[Speaker 0]: 后来我开始跟业内人打听，他们说：“听着，
Original English [Speaker 0]: and then i start meaning people and theylike listen，
[Speaker 0]: 事情往往是这样的。
Original English [Speaker 0]: here's what happens。
[Speaker 0]: 在他们接受报价，
Original English [Speaker 0]: how long was it between，
[Speaker 0]: 也就是接受报价，
Original English [Speaker 0]: they accept it offer。
[Speaker 0]: 到他汇出定金之间，隔了几个月时间，
Original English [Speaker 0]: and when he sent ted to posit and months，
[Speaker 0]: 是的，
Original English [Speaker 0]: yeah，
[Speaker 0]: 嗯，
Original English [Speaker 0]: well，
[Speaker 0]: 他很可能做的是：把写好全部细节的合同拿出去，
Original English [Speaker 0]: um what he's probably doing is he probably took a contract out as everything writing，
[Speaker 0]: 那套房子最初挂牌价是多少？
Original English [Speaker 0]: what was it regionalisst four？
[Speaker 0]: 我记得最初挂牌大概是1500万美元，
Original English [Speaker 0]: and so i think it was origonalistic people like fifteen milons ago，
[Speaker 0]: 在美国看起来简直是笔划算的大买卖。
Original English [Speaker 0]: looks like a great deal in america。
[Speaker 0]: 然后他很可能去找了一堆毫无戒心的受害者说：
Original English [Speaker 0]: and he probably went around to a lot of unsuspecting victims and said，
[Speaker 0]: ‘跟我合伙投这笔交易吧，只要1万美元。’
Original English [Speaker 0]: comin on this deal with me for ten thousand dollars。
[Speaker 0]: ‘跟我合伙投这笔交易吧，只要1.5万美元。’
Original English [Speaker 0]: comin on this deal with me for fifteen thousand dollars。
[Speaker 0]: ‘我拿到了这个棒极了的房地产投资项目。’他很可能就是在骗别人的钱。”
Original English [Speaker 0]: i've got this amazing reestate investment and he's probably stealing people's money。
[Speaker 0]: 我就说：
Original English [Speaker 0]: and like that，
[Speaker 0]: “那他为什么还要？
Original English [Speaker 0]: why would he？
[Speaker 0]: 为什么还要电汇定金？”
Original English [Speaker 0]: why would wire it？
[Speaker 0]: 别人就说：“你还不懂吗？
Original English [Speaker 0]: that's is like what you mean。
[Speaker 0]: 他们就是通过这种方式洗钱的。
Original English [Speaker 0]: that's how they wash it。
[Speaker 0]: 他把钱汇给你，
Original English [Speaker 0]: he be sent it to you。
[Speaker 0]: 走完银行正规结算渠道，
Original English [Speaker 0]: it clears channels。
[Speaker 0]: 只要他证明没问题，
Original English [Speaker 0]: it's always he is okay，
[Speaker 0]: 而且你们还要通过了解你的客户（KYC）审核。
Original English [Speaker 0]: and you go through no your customer KYC。
[Speaker 0]: 然后那笔定金就会一直放在律师的第三方托管账户里，他故意拖着，
Original English [Speaker 0]: and that deposit will now set and in attorneys astro account because he'll let it it，
[Speaker 0]: 最终不能按期过户完成交易。
Original English [Speaker 0]: and they won't close。
[Speaker 0]: 最终，
Original English [Speaker 0]: and eventually，
[Speaker 0]: 他心知肚明，
Original English [Speaker 0]: he knows all of it，
[Speaker 0]: 一旦发生卖方违约，全部或部分定金都得原路退还给他，因为如果买方故意不提交共管公寓申请，卖方就无法完成过户，而卖方也不会大费周章打官司去争这笔定金。”
Original English [Speaker 0]: or some of it is going to be sent back to him right in the event of a seller default because a seller can't close because he's not going to do to conto deopicicand and sh's 's not going to to go through a lawsuit to fight for the deposit。
[Speaker 0]: 我就说：
Original English [Speaker 0]: i'm like，
[Speaker 0]: “那我该怎么办？难道骗局就是这么运作的，这就是纽约的规矩，只能自认倒霉、欢迎来到纽约吗？我说等等，
Original English [Speaker 0]: so what do way do like nothing's how conon art this work and just has works you just caua cond welcomto new york like wawait。
[Speaker 0]: 不行啊，
Original English [Speaker 0]: no，
[Speaker 0]: 那可是我做过最大的单子！
Original English [Speaker 0]: but that's my biggest deal。
[Speaker 0]: 我连佣金怎么花都算好了，
Original English [Speaker 0]: like i'm been counting the money，
[Speaker 0]: 我到底该怎么做？”
Original English [Speaker 0]: but do i do？
[Speaker 0]: 后来我发现，我有一个能查国际房产登记的朋友，在巴黎一处极豪华的住宅地址名下查到了他的名字。
Original English [Speaker 0]: and i find i have a friend who pose international property records and finds his name attached to an address for like a very fancy house sing paris。
[Speaker 0]: 我就给他发了一条消息说：
Original English [Speaker 0]: i sent to no message saying，
[Speaker 0]: “我明天正好会在巴黎，
Original English [Speaker 0]: i'm actually going to be in paris tomorrow，
[Speaker 0]: 如果——
Original English [Speaker 0]: if，
[Speaker 0]: 如果你想，
Original English [Speaker 0]: if want，
[Speaker 0]: 想当面见一面的话，
Original English [Speaker 0]: want a mean in person，
[Speaker 0]: 这样办理业主委员会申请也许会更方便。”
Original English [Speaker 0]: if i'll be easier to do to board application，
[Speaker 0]: 在我跟进了整整三个半月之后，他居然破天荒第一次回信了，
Original English [Speaker 0]: and he writes back for the first time，
[Speaker 0]: 并给出了见面的时间和地点。
Original English [Speaker 0]: and what must have been three and a half months of falling up and gives me a time in a place。
[Speaker 0]: 我心想，这次去要么把事情办成，
Original English [Speaker 0]: i'm rather going to go get this done，
[Speaker 0]: 要么我可能就会被杀掉。
Original English [Speaker 0]: or i'm going to be killed。
[Speaker 0]: 于是我去了那个地点。
Original English [Speaker 0]: no went a location。
[Speaker 0]: 他没出现，我就等啊，等啊，等。
Original English [Speaker 0]: and he didn't show up and weiited and waited and weighted。
[Speaker 0]: 最后他终于带着一大群随从露面了。
Original English [Speaker 0]: and he finally shows up with a fleet of people。
[Speaker 0]: 他说：
Original English [Speaker 0]: he said，
[Speaker 0]: “哎呀迟到了，
Original English [Speaker 0]: diarious late，
[Speaker 0]: 你喝点什么？”
Original English [Speaker 0]: what are you drinking？
[Speaker 0]: 接着他一个劲地灌我喝龙舌兰酒，能灌多少灌多少。
Original English [Speaker 0]: and he proceeded to make sure that i drink as much to kill as possible。
[Speaker 0]: 与此同时，
Original English [Speaker 0]: and so at the same time，
[Speaker 0]: 我心里想着：我必须把这事办成。
Original English [Speaker 0]: i like i had to do this。
[Speaker 0]: 他是客户，
Original English [Speaker 0]: he's a client。
[Speaker 0]: 只要我做成这单，一切都会好起来的。
Original English [Speaker 0]: i'm doing this deal everything in to be be kay。
[Speaker 1]: 嗯，
Original English [Speaker 1]: 嗯，
[Speaker 1]: 但另一方面也觉得……
Original English [Speaker 1]: but also like lylinisc's，
[Speaker 1]: 他又不是我爸，
Original English [Speaker 1]: not my dad。
[Speaker 1]: 我完全不知道接下来会发生什么。
Original English [Speaker 1]: II don't know what's going to happen here。
[Speaker 1]: 我哄着他在几页纸上签了字，
Original English [Speaker 1]: i got him to sign off on a couple pabes with signature，
[Speaker 1]: 但里面的具体内容他一概拒绝填写。我一路飞回纽约，
Original English [Speaker 1]: but he refused to fill anything in flew all the way back，
[Speaker 1]: 硬着头皮提交了那份业主委员会申请，
Original English [Speaker 1]: submitted the board application，
[Speaker 1]: 哪怕上面几乎是完全空白的。
Original English [Speaker 1]: completely unfinished。
### 提机过户与全款现金 [Speaker 1]: 后来有一天毫无预兆，
Original English [Speaker 1]: he randomly。
[Speaker 1]: 我当时正在公寓里，
Original English [Speaker 1]: i'm in my apartment，
[Speaker 1]: 突然收到一条消息：
Original English [Speaker 1]: and i get a message，
[Speaker 1]: 他到纽约了，
Original English [Speaker 1]: and he's in new york，
[Speaker 1]: 准备过户交割。
Original English [Speaker 1]: and he's ready to close。
[Speaker 1]: 那一刻的感觉就像过圣诞节一样兴奋。
Original English [Speaker 1]: and it was like christmas at that moment。
[Speaker 1]: 于是我们——我跑上楼，
Original English [Speaker 1]: and so we i went up，
[Speaker 1]: 告诉所有——
Original English [Speaker 1]: i told ever，
[Speaker 1]: 人：
Original English [Speaker 1]: one，
[Speaker 1]: “他来了！
Original English [Speaker 1]: he's here。
[Speaker 1]: 他来了！
Original English [Speaker 1]: he's here。
[Speaker 1]: 他来了，让我在哥伦布圆环的文华东方酒店见他。”
Original English [Speaker 1]: he's here meme at the mandor， an oriental um AED coma circle。
[Speaker 1]: 我去了，
Original English [Speaker 1]: i go。
[Speaker 1]: 在那里等，
Original English [Speaker 1]: i wait。
[Speaker 1]: 等了又等，最后他终于下楼了。
Original English [Speaker 1]: i wait and eventually comes down。
[Speaker 1]: 大概是八九点钟的时候，
Original English [Speaker 1]: and like um maybe or nine，
[Speaker 1]: 我们走向开过来的防弹凯迪拉克凯雷德车队。
Original English [Speaker 1]: we go ght armer red scal aids pull up。
[Speaker 1]: 我们坐进车里。
Original English [Speaker 1]: we get in the car there。
[Speaker 1]: 顺便提一下，
Original English [Speaker 1]: by doing some side，
[Speaker 1]: 房子走路就能到，
Original English [Speaker 1]: ththings 's walk on。
[Speaker 1]: 地址是67——
Original English [Speaker 1]: it's six seven，
[Speaker 1]: 3号，
Original English [Speaker 1]: three，
[Speaker 1]: 3，
Original English [Speaker 1]: three，
[Speaker 1]: 就在这附近。
Original English [Speaker 1]: triright over here。
[Speaker 1]: 我本以为我们要走着过去。
Original English [Speaker 1]: i thought we were going to walk。
[Speaker 1]: 毕竟只有六个街区，但他根本不在乎。
Original English [Speaker 1]: i it's only six blocks um is did not going care。
[Speaker 1]: 结果我们一路开到了肯尼迪机场（JFK）的后勤区，我当时还以为要把我塞进飞机飞到别的地方去。
Original English [Speaker 1]: we go to the back side of what is JF kay um and thouthought ugoing to put me in an airplane and fly me somewhere。
[Speaker 1]: 但我确信，
Original English [Speaker 1]: but a pressure。
[Speaker 1]: 实际情况是那里停着一架新飞机，
Original English [Speaker 1]: what happened is there's a newer airplane，
[Speaker 1]: 他下车纯粹是为了验货，因为他打算买下来。
Original English [Speaker 1]: and he got out just to inspect it because he's buy it。
[Speaker 1]: 所以他来这里的全部原因，只是为了顺便提一架新飞机。
Original English [Speaker 1]: and so the whole reason he was here was because he was picking up a new airplane，
[Speaker 1]: 之后我们回到了市区，
Original English [Speaker 1]: and we went back to the city，
[Speaker 1]: 完成了交易过户，他用的是全款现金。
Original English [Speaker 1]: and we closed any paid cash。
[Speaker 1]: 我问他为什么要这么折腾我，
Original English [Speaker 1]: and i asked him why you did this to me，
[Speaker 1]: 他原话是这么说的：
Original English [Speaker 1]: what what he literally said，
[Speaker 1]: “有一天晚上我喝醉了，
Original English [Speaker 1]: um one night i was drunk，
[Speaker 1]: 在上网，
Original English [Speaker 1]: and i was on the internet，
[Speaker 1]: 后来你一直追着我不放，
Original English [Speaker 1]: and then you didn't leave me alone。
[Speaker 1]: 我只是觉得你挺不容易的。
Original English [Speaker 1]: and i just felt bad for you。
[Speaker 1]: 所以这套公寓我们买来干嘛呢？”
Original English [Speaker 1]: so what are we going to do at this apartment？
[Speaker 1]: 事实证明他实力极其真实，
Original English [Speaker 1]: it turns out his superreal。
[Speaker 1]: 我想在那个时候，
Original English [Speaker 1]: i think he clears like at that time，
[Speaker 1]: 就2011年、2012年那会儿，他一年能赚大概10亿美元。
Original English [Speaker 1]: man is just an eleven years， twelve like a billion a year。
[Speaker 1]: 但是真的，
Original English [Speaker 1]: but yeah，
[Speaker 1]: 那次我彻底感叹：老天，
Original English [Speaker 1]: that's when i was like men，
[Speaker 1]: 纽约房地产水太深了。
Original English [Speaker 1]: new york real estate。
[Speaker 2]: 然后他是不是又说：“我现在得把它卖了，因为我想待会儿就脱手”？
Original English [Speaker 2]: and then he's like now got to sell ll it because i want it's old later。
[Speaker 1]: 是啊，他自己从来没去住过，直接租出去了。
Original English [Speaker 1]: yei never used it to got rented out。
[Speaker 1]: 这纯粹变成了一笔投资，太疯狂了。
Original English [Speaker 1]: this just became a investment was insane。
[Speaker 1]: 彻底疯狂。
Original English [Speaker 1]: completely crazy。
### 赞助播报：HeyGen 与 LMNT [Speaker 2]: 我用 HeyGen 为自己制作了一个 AI 数字分身。
Original English [Speaker 2]: i built in AI version of myself with hay jank。
[Speaker 2]: 你们即将看到和听到的就是我的数字形象。
Original English [Speaker 2]: what you're boat to see in here is my digital avatar。
[Speaker 2]: 我问过它，为什么有些专业人士能建立自己的受众影响力，而大多数人却默默无闻。
Original English [Speaker 2]: i asked it why some professionals build an audience while most stay invisible。
[Speaker 2]: 它是这么说的：
Original English [Speaker 2]: and here's what it's said，
[Speaker 2]: “嘿，
Original English [Speaker 2]: hey，
[Speaker 2]: 肖恩，
Original English [Speaker 2]: shaine，
[Speaker 2]: 现在脱颖而出的专业人士，
Original English [Speaker 2]: the professionals breaking out right now，
[Speaker 2]: 并不见得是最有才华的，但一定是曝光度最高的。
Original English [Speaker 2]: aren't the most talented ones that are the most visible ones。
[Speaker 2]: 这就是他们的优势所在。
Original English [Speaker 2]: that's their edge。
[Speaker 2]: 他们频繁在视频中露脸，
Original English [Speaker 2]: they show up on video constantly，
[Speaker 2]: 其他人根本跟不上这个节奏。只要你自己录制一次，
Original English [Speaker 2]: and nobody else can keep the pace record yourself once，
[Speaker 2]: 我就能弥补这个差距，
Original English [Speaker 2]: and i close that gap。
[Speaker 2]: 让你的面孔深入人心，
Original English [Speaker 2]: so you become the face。
[Speaker 2]: 成为人们信任的招牌。这就是 HeyGen。只要录制自己15秒，就能生成一个无需亲自拍摄也能持续帮你发帖的数字形象。
Original English [Speaker 2]: people trust that's hajen record yourself for fifteen seconds and getting avatatarly keeps you posting without it filming。
[Speaker 2]: 这样你就不需要成为全职内容
Original English [Speaker 2]: so you don't need to become a full time content，
[Speaker 2]: 创作者了。
Original English [Speaker 2]: creator，
[Speaker 2]: 从财务顾问、房地产经纪人到财富100强中85%的企业，已有3000万人正在使用它。
Original English [Speaker 2]: thirty million people already use it from financial advisers and realised the agents to eighty five percent of the portion of one hundred。
[Speaker 2]: 登录 hadge and dot com slash TKP 即可免费制作前三条视频。
Original English [Speaker 2]: your first three videos are free at hadge and dot com slash TKP。
[Speaker 2]: 网址是 ETYGEN dot com sash TKP。你是否也曾在一到下午3点就感觉大脑宕机？对很多人来说，
Original English [Speaker 2]: that's ETYGEN dot com sash TKP ever hit three PM and feel like your brain just quit for a lot of people。
[Speaker 2]: 这不是缺咖啡因或睡眠不足，
Original English [Speaker 2]: that's not caffeine or sleep。
[Speaker 2]: 而是缺乏电解质，光喝水是解决不了的。
Original English [Speaker 2]: it's electoraliztes and water alone won't fix it。
[Speaker 2]: 这就是为什么我每天午饭后都会喝 LMNT。零糖，
Original English [Speaker 2]: that's why i drink element every day after terlunch zero sugar，
[Speaker 2]: 没有乱七八糟的成分，
Original English [Speaker 2]: no dodgy ingredients，
[Speaker 2]: 只有科学配比的钠、钾和镁。
Original English [Speaker 2]: just a riildose of sodium pegassium and magnesium。
[Speaker 2]: 我知道大家都在想：
Original English [Speaker 2]: i know you're all thinking。
[Speaker 2]: 电解质是运动员喝的吧？
Original English [Speaker 2]: electorolites are for athletes，
[Speaker 2]: 但你不必是运动员也能从中受益，
Original English [Speaker 2]: but you don't have to be an athlete to benefit from it，
[Speaker 2]: 而且口感极佳。
Original English [Speaker 2]: and it tastes great。
[Speaker 2]: 想要下午保持清醒，可以通过 drink element dot com flash TKP 任意消费免费领取一个
Original English [Speaker 2]: stay sharp in the afternote and grab a free，
[Speaker 2]: 8件体验装。网址是 drink LMNT dot com slash TKP。
Original English [Speaker 2]: a count sample pack with any purchase at drink element dot com flash TKP that drink LMNT dot com slash TKP。
### 谈判中的自我与双赢之道 [Speaker 2]: 你是如何在各方自我意识之间进行斡旋的？比如买方经纪人有自尊心，
Original English [Speaker 2]: how do you negotiate between the ego thethere's like biagent ego？
[Speaker 2]: 买家有强烈的自我，卖家也有强烈的自我，
Original English [Speaker 2]: there's a biyeego and a seler ego o，
[Speaker 2]: 他们个个自我意识都很强吧。
Original English [Speaker 2]: they're all probably pretty ego。
[Speaker 1]: 面对上亿美元的生意，你必须每天从早到晚过度沟通，
Original English [Speaker 1]: there's a hundred million of ourselves you over communicate all day every day，
[Speaker 1]: 用蜜糖去化解争端，
Original English [Speaker 1]: and you kill bees with honey，
[Speaker 1]: 尊重每一个人，然后笑着数钱存进银行。
Original English [Speaker 1]: you respect everyone and smile all the way to the bank。
[Speaker 1]: 膨胀的自我，
Original English [Speaker 1]: ego，
[Speaker 1]: 毁掉的交易比任何因素都多。
Original English [Speaker 1]: kills more deals than anything。
[Speaker 1]: 自我意识毁掉了更多的职业生涯，
Original English [Speaker 1]: ego kills more careers，
[Speaker 2]: 仔细展开说说，
Original English [Speaker 2]: double cliccomon，
[Speaker 1]: 毁掉了更多的人际关系。
Original English [Speaker 1]: more relationships。
[Speaker 1]: 人们无时无刻不在把自己的感受放在第一位。
Original English [Speaker 1]: you people put themselves first all the time。
[Speaker 1]: 人们对自我价值的认知，
Original English [Speaker 1]: people have much，
[Speaker 1]: 远远、
Original English [Speaker 1]: much，
[Speaker 1]: 远远高出外部世界对他们的评价。
Original English [Speaker 1]: much higher sentces of self than the world does。
[Speaker 1]: 而且人人都想赢。
Original English [Speaker 1]: and everyone wants to win。
[Speaker 1]: 但这并不是，比如NBA总决赛，
Original English [Speaker 1]: no， isn't if you're in the mbb a finals。
[Speaker 1]: 确实会分出输赢胜负。但在大多数商业交易中，
Original English [Speaker 1]: sure， there's going to be AA ser er in most business transactions。
[Speaker 1]: 只有对方也赢了，你才算真正赢了。
Original English [Speaker 1]: um you only win if the other side wins too。
[Speaker 1]: 比如在房地产买卖中，
Original English [Speaker 1]: i got a real estate sale，
[Speaker 1]: 除非是短售屋折价甩卖，你在跟银行交涉——甚至即便是那种情况，银行也觉得能把这笔不良资产从资产负债表上划掉也是一种解脱。
Original English [Speaker 1]: unless it's a short cellyou're dealing with the bank that are be even then the bank like they got this off their balance sheet。
[Speaker 1]: 那也是一种共赢。
Original English [Speaker 1]: it is also a win。
[Speaker 1]: 因此，当你面对极其自负的人时，
Original English [Speaker 1]: and so when you are dealing with massiego，
[Speaker 1]: 你要跟他们结成盟友，
Original English [Speaker 1]: you partner with them，
[Speaker 1]: 把赞美夸奖给足给透，
Original English [Speaker 1]: you cuoodos them to death，
[Speaker 1]: 用柔和赞美融化他们，
Original English [Speaker 1]: you kill them with honey，
[Speaker 1]: 对，不断告诉他们“你真厉害”。
Original English [Speaker 1]: right to your awesome。
[Speaker 1]: 因为你清楚，只要他们赢了，顺理成章
Original English [Speaker 1]: and you know that if they win by default，
[Speaker 1]: 也就意味着你也赢了。
Original English [Speaker 1]: that means you want to。
[Speaker 1]: 所以你自始至终都在帮对方赢，
Original English [Speaker 1]: and so you play for the other side to win at all times，
[Speaker 1]: 到头来你就能一路笑着冲上排行榜榜首，笑着把钱存进银行。
Original English [Speaker 1]: and then you get to laugh all the way to the top of the charts and to the bank。
[Speaker 1]: 这就是我一直以来的做事准则：
Original English [Speaker 1]: and that's how i've always always operated，
[Speaker 1]: 亲近你的朋友，
Original English [Speaker 1]: keep your friends close，
[Speaker 1]: 对待对手……
Original English [Speaker 1]: keep your enemies。
[Speaker 1]: 还要更加亲近。
Original English [Speaker 1]: so so close，
### 人生低谷与逃避心态 [Speaker 2]: 你人生中的最低谷是什么时候？
Original English [Speaker 2]: what was the lowest point in your life？
[Speaker 2]: 是借记卡被拒刷的那一次吗？
Original English [Speaker 2]: was that the deva car bean declined？
[Speaker 2]: 还是别的什么时候？
Original English [Speaker 2]: or was it something else？
[Speaker 1]: 我是说，
Original English [Speaker 1]: i mean，
[Speaker 1]: 低谷实在太多了，每天都有让人沮丧的挫折。
Original English [Speaker 1]: there's so many low points and blow points every day。
[Speaker 2]: 不，
Original English [Speaker 2]: no，
[Speaker 2]: 但我的意思是，
Original English [Speaker 2]: but i mean，
[Speaker 2]: 你曾经在地铁里抱头痛哭。
Original English [Speaker 2]: you were crying on the subway。
[Speaker 1]: 是的，
Original English [Speaker 1]: and yeah，
[Speaker 1]: 我觉得，
Original English [Speaker 1]: i mean，
[Speaker 1]: 我想，
Original English [Speaker 1]: i guess，
[Speaker 1]: 在我真正走出来之前，那确实是彻底跌到了谷底。
Original English [Speaker 1]: and that was AA complete bottom of the barrel before i gonrereally it。
[Speaker 1]: 那是在2008年夏天，全世界经济崩盘之前，
Original English [Speaker 1]: those a summer of two thousand and eight before the world to tell ll apart，
[Speaker 1]: 那场危机其实对我影响不大，因为我根本就没钱，
Original English [Speaker 1]: which direally have a ffect on mixi， don't don't money，
[Speaker 1]: 但我当时真的不知道该怎么办了。
Original English [Speaker 1]: but II didn't know what to do。
[Speaker 1]: 我甚至快要养不活自己了。
Original English [Speaker 1]: it's going to dreink my head for myself。
[Speaker 1]: 那时我刚来这个城市，
Original English [Speaker 1]: that was in a comunting or city。
[Speaker 1]: 本想当一名演员。
Original English [Speaker 1]: it's be an actor。
[Speaker 1]: 为了维持生计，
Original English [Speaker 1]: so to figure this out，
[Speaker 1]: 我一下子就把积蓄挥霍空了，
Original English [Speaker 1]: um i vanished to in an instant，
[Speaker 1]: 虽说钱也不是在某一天里瞬间花光的。
Original English [Speaker 1]: even though it didn't yeah somery iran out of money in one day。
[Speaker 1]: 那是一个缓慢消耗的过程，
Original English [Speaker 1]: is it a slow process？
[Speaker 1]: 其间我也靠到处打零工挣一点微薄的收入。
Original English [Speaker 1]: and was making little bit of money doing random little things here there。
[Speaker 1]: 但我当时的状态非常典型：眼不见心不烦。
Original English [Speaker 1]: but II was very much like attisde at of mind。
[Speaker 1]: 在那些日子里，
Original English [Speaker 1]: and so back in those days，
[Speaker 1]: 只要你不去查银行账户余额，
Original English [Speaker 1]: if you don't check your bank account，
[Speaker 1]: 你就用不着去发愁。
Original English [Speaker 1]: then you don't have to worry。
[Speaker 1]: 任何曾经囊中羞涩、或者过着月光生活的人都能体会这种心情：
Original English [Speaker 1]: you don't think for anyone who's ever not had a lot of money or who's lived kind of paycheck to paycheck。
[Speaker 1]: 你会把让人焦虑痛苦的事情抛到脑后、视而不见，因为只要不去想它，
Original English [Speaker 1]: you put stressful things out of sight because it is then out of mind，
[Speaker 1]: 就不会觉得那么难熬。
Original English [Speaker 1]: it's too painful。
### 陷入低谷与绝处逢生 [Speaker 1]: 是的，你根本就不想——字面意义上就是不会去查，就是不会登录账户去看看自己还有多少钱。我去买东西的时候就完全是碰运气。有一次我去了第59街的 Food Emporium。呃，我以前习惯在周日把所有吃的东西买齐。所以我买了鸡肉、米饭，早餐吃豆腐，因为我需要蛋白质，然后我的卡被拒刷了。当时真的——我平时不谈这事，因为我就是不喜欢消极地去议论别人或者当时的情况——就在我身后，站着一个可以说是刻薄至极的上东区妈妈，她就那样。我也知道她那天生活中可能发生了什么，每个人都有自己的理由，但在那一刻，她根本容忍不了我拿不出钱。我觉得那就像……那真是在火上浇油。我当时不知所措，于是我直接把东西留下走开了。是的，那一刻我强忍着泪水，哭着跑进地铁，只想回家。
Original English [Speaker 1]: yes， [Speaker 1]: you don't you like， [Speaker 1]: literally would not check， [Speaker 1]: just wouldn't log on and see how much money aad。 [Speaker 1]: and i would just roll the dice when i would go shopping。 [Speaker 1]: and i went to the food poeum。 [Speaker 1]: uh， [Speaker 1]: on fifty nine street。 [Speaker 1]: i would use to good， [Speaker 1]: do all my food shopping on sundays。 [Speaker 1]: and so i would get like chicken rice and for breakfast。 [Speaker 1]: i would do tofu because i need a protein， [Speaker 1]: then my card was declined。 [Speaker 1]: and there was a really what i didn't talk about because they just don't like talking negatively about people or situations is it was like the minist minist uperyside mom right behind me who just like， [Speaker 1]: and i know what was going on to her life。 [Speaker 1]: that day， [Speaker 1]: everyone has an explanation， [Speaker 1]: but she had no time for me， [Speaker 1]: not to have money in that moment。 [Speaker 1]: and i think it just like it was。 [Speaker 1]: it was a gasoline on top of a fire。 [Speaker 1]: and so i did not to do。 [Speaker 1]: and so i just left it was what to away。 [Speaker 1]: and yeah， [Speaker 1]: that was that was a hold。 [Speaker 1]: the tears back moment。 [Speaker 1]: crunning， [Speaker 1]: the subbway ge want to go home。
[Speaker 2]: 你给谁打电话了吗？
Original English [Speaker 2]: did you call anybuddy？
[Speaker 1]: 打了，在那之后，我给我妈妈打了电话，呃，他们就说了任何父母都会说的话，比如“纽约太疯狂了。我们告诉过你没工作不要搬去那里。呃，回家吧。”是时候回家了。这并不是——我超级幸运，我确实有父母，有兄弟姐妹，我不会流落街头。我可以去他们任何一个人那里，但我非常、非常专注于闯出自己的一番天地，靠自己把这件事做成。我当时只是在心里非常介意，觉得自己彻底失败了，跌到了谷底，除了回家别无选择。
Original English [Speaker 1]: yes， [Speaker 1]: after that， [Speaker 1]: i called my mom um and they just said， [Speaker 1]: what any parents would do like new york isinsane。 [Speaker 1]: we told you not to move there with no job。 [Speaker 1]: um come home。 [Speaker 1]: it's how to come home， [Speaker 1]: which wasn't i'm superfortunate and lucky that i do have parents。 [Speaker 1]: i brothers have sisters。 [Speaker 1]: i'm wasn't going to be homeas。 [Speaker 1]: i could go to any of them， [Speaker 1]: but i was very， [Speaker 1]: very focused on making something for myself in doing this on my own。 [Speaker 1]: and i just took it very personally that i completely failed。 [Speaker 1]: and at the bottom and that i had no choice but to come home。
[Speaker 1]: 然后我打的下一个电话，呃，大部分是打给我的朋友 Jason，他是我的同学，在做房地产，以前也是个演员，但他先入了房地产这一行。他说：“干脆去考个房地产经纪人执照吧。”他说他可以帮我，我们可以共享客户来赚钱，会非常有意思。事情就这样实实在在地发生了。整件事里最幸运的是，世界崩溃了。大约两周后——我在9月1号勉强付了房租——两周后，整个世界崩溃了。我完全不知道那意味着什么，因为我当时——我还在西区公路上演免费戏剧里的强盗之类的角色，根本没心思去关注全球经济动荡的局势。然后所有人都在退出这个行业。我能给你的最好比喻就是，因为房地产行业里的所有人都退出了，因为全世界每一处你都贷不到款。你买不了。彻底成了一场灾难。呃，我当时就像个傻子，根本没想那么多，我和 Jason 就像《阿甘正传》里暴风雨中那艘船上的阿甘和丹中尉，在其他人都弃船而逃、所有的船都被摧毁的时候，我们俩就心想：“好吧，那就干吧。”也就是说，就我们的直接竞争对手而言，整个市场已经被彻底摧毁了。
Original English [Speaker 1]: and then the next call that i made um most of my friend jason， [Speaker 1]: i went to school with who was in real state， [Speaker 1]: who was also an actor， [Speaker 1]: but he got into real estate first， [Speaker 1]: and he said， [Speaker 1]: just get your real estate license。 [Speaker 1]: and he's i could help you out and was share clients air to make money has can be totally fun。 [Speaker 1]: and that is literally what happened。 [Speaker 1]: and the blessing on this whole thing was at the world fell apart。 [Speaker 1]: my two weeks later， [Speaker 1]: i can made rent on september first and two weeks。 [Speaker 1]: after that， [Speaker 1]: the entire world collapse。 [Speaker 1]: and i'd no idea what that meant because i was do， [Speaker 1]: did i was like， [Speaker 1]: you know， [Speaker 1]: playing robushes in free theater in the west side highway， [Speaker 1]: like it wasn't focused on the state of global economic turmoil。 [Speaker 1]: and everyone got out of the business。 [Speaker 1]: and the best analogy i can give you， [Speaker 1]: because everyone in real state got out， [Speaker 1]: because the world just every you couldn't get alone。 [Speaker 1]: you onndbye。 [Speaker 1]: is it complete disaster？ [Speaker 1]: um i was like just this more who they didn't really think much of it and mean， [Speaker 1]: jason。 [Speaker 1]: we're like in force gump and luutenit dan on that ship when everybody else bailed in the storm， [Speaker 1]: all their ships were destroyed。 [Speaker 1]: and the two of us， [Speaker 1]: we're just like， [Speaker 1]: okay， [Speaker 1]: what does do this？ [Speaker 1]: just i mean， [Speaker 1]: the marketplace have been decissimated in terms of in terms of our in terms of our drect competition wewere。
[Speaker 1]: 所以我很快就学会了怎么成交：在第31街和百老汇大道的拐角见客户，在第49街和麦迪逊大道的星巴克见客户。你把钥匙揣在口袋里，如果有十套公寓要带看，你就拼命跑业务，鞋底都磨出了洞，你知道的，我就是这么干的。而且进展得非常、非常快。第一年挺艰难的，我赚了9000块，我靠到处打零工来补贴，就像我说的，还有当手模什么的，我付清了账单。
Original English [Speaker 1]: so i just learned how to do deals real fast me， [Speaker 1]: people at the corner of thirty first and broadway， [Speaker 1]: meet them at the starbucks at the corner of forty night。 [Speaker 1]: the madicine， [Speaker 1]: you put keys in your pocket， [Speaker 1]: if ten apartments to show you just hussle and you wear hoholfor your your shoes， [Speaker 1]: you know， [Speaker 1]: that's that's what i did。 [Speaker 1]: and it is moved really， [Speaker 1]: really quickly。 [Speaker 1]: and and first year years rough， [Speaker 1]: i made nine grand， [Speaker 1]: and i supplemented it with， [Speaker 1]: like i said， [Speaker 1]: our jobs here and there， [Speaker 1]: and you know， [Speaker 1]: hand modeling and stuff， [Speaker 1]: and i paid my bills。
[Speaker 2]: 真是个不可思议的故事。经历那一切，你的心态有发生变化吗？还是说那种心态一直都在？
Original English [Speaker 2]: that's a crazy story。 [Speaker 2]: did you need it extly if your minds that change at all like through that？ [Speaker 2]: or did you like the mindset was always there？
[Speaker 1]: 那其中绝对有一种韧性。我人生中的那个时期，也就是从2008年底，真正到2010年初《纽约一亿豪宅》（Million Dollar Listing）试镜发生之前，完全就是践行那句名言：“唯一的出路就是穿过去。”每天只要知道这一点，一步一步来。摆脱我这种感受的唯一途径，摆脱这种境况与处境的唯一途径，就是直接穿过去。甚至不是顺应它，也不是抗拒它，而是硬生生冲过去。这就是我现在在整个人生中行事的方式。
Original English [Speaker 1]: and there is definitely a resilience means for sure that period of my life， [Speaker 1]: like from the end of two thousand。 [Speaker 1]: and eight， [Speaker 1]: really to early two thousand and ten， [Speaker 1]: when the million arlilisting audition happened was just pure living by the clote。 [Speaker 1]: the only way out is through and is knew that every day， [Speaker 1]: but take it one day a time。 [Speaker 1]: the only way way out of how i feel the only way out of the circumstance of the situation is just to go through it。 [Speaker 1]: it's not even to go with it。 [Speaker 1]: it's not to go against it。 [Speaker 1]: it is to barrow the book through it。 [Speaker 1]: and that is how i have now operated in my dire life。
### 从内容到商业的转变 [Speaker 2]: 你是在什么时候意识到，你真正从事的业务之一其实未必是房地产，而是获取并保持注意力，主要把人变成客户？
Original English [Speaker 2]: at what point did you realized that？ [Speaker 2]: like one of the real businesses you're in is not necessarily real state。 [Speaker 2]: it's like getting and sustaining attention and turning people into clids meinly。
[Speaker 1]: 节目开播的时候，我一直在等电话响，但电话并没有响，因为没人会拿起电话打给他们在电视上看到的人。但我非常、非常迅速地看到了从内容到商业的力量，先是在推特上。那时还没有 Instagram，Instagram 是在2013年出来的，呃，还有在 Facebook 上。是的，我看到了早期社交增长和社群的发展，里面有其他做房地产的人、买家和卖家。我当时就想：好吧，等一下。这里面大有文章。但当时这一点并不显而易见，因为房地产贵得难以置信。这不是卖10块、20块、30块、40块、50块、100块钱的商品，我卖的是50万到2000万美元的豪宅，你知道的。你真的能把那些房子挂在 Instagram 上卖吗？但我很早就看到了那个社群，心想如果我能把这个做得更大，那就太棒了。知道我卖什么的人越多越好，然后我躺着就能获取客流，因为我可以创造我的现实，以及每天人们对我现实的认知，我可以做品牌并扩张，做品牌并扩张。所以在2013年，我把一天的时间划分为树立品牌、扩张我的业务销售、人员去落实执行。后来 Instagram 出来了，它彻底改变了游戏规则，因为那是一个视觉媒介，而那就是我所在的领域。那是这种资产——也就是漂亮住宅的资产——第一次真正在所有人掌心中实现了视觉上的大众普及。这在以前从未发生过。
Original English [Speaker 1]: ly listen came out， [Speaker 1]: and i was waiting for the vlunering， [Speaker 1]: and it didn't ring because no one pipicks up the phone and calls that people they see on tv， [Speaker 1]: but i saw it very， [Speaker 1]: very quickly。 [Speaker 1]: the power of content to commerce and on twitter。 [Speaker 1]: is it preinstagram instagram comes out？ [Speaker 1]: doesn't thirteen um and on facebook？ [Speaker 1]: yeah， [Speaker 1]: i saw like early early days of social growth um in community， [Speaker 1]: and it was other people in realisate buyers and sellers。 [Speaker 1]: and i wish just like， [Speaker 1]: ok， [Speaker 1]: wait a minute。 [Speaker 1]: there's there's n't there there， [Speaker 1]: but it wasn't obvious because realztes incredibly expect saso。 [Speaker 1]: so it's not selling ling know ten twenty thirty， [Speaker 1]: forty， [Speaker 1]: forty fifty fifty hundred dollar goods。 [Speaker 1]: i was selling five hundred thousand to twenty million dollar homes yeknow。 [Speaker 1]: you really selling ling those on stagram。 [Speaker 1]: and but i saw that community early on sick en should be awesome if i could just do this even more。 [Speaker 1]: and but the more people who know what i sell the better， [Speaker 1]: and then i can generate me flow on my sleep because i can create my reality。 [Speaker 1]: and then perception of my reality every day， [Speaker 1]: and i can brand and expand brand and expand。 [Speaker 1]: and so in two thousand thirteen， [Speaker 1]: i canof cut my day up into build brand， [Speaker 1]: expand my business cells， [Speaker 1]: men doing the work， [Speaker 1]: and an instagram came out man， [Speaker 1]: and it totally changed the game because it was a visual medium， [Speaker 1]: which is my world。 [Speaker 1]: it was the first time that that type of into asset。 [Speaker 1]: so the asset of a beautiful home really was。 [Speaker 1]: i'm visually democratized in the palm of everyone's hand。 [Speaker 1]: it has never happened before。
[Speaker 1]: 所以我知道自己因为上电视而积累了粉丝群，因为那个节目每年都会播。所以我直接对自己说，我要尽可能全力以赴投入其中。几年后，我们说：好吧，真人秀电视制作周期太长了，因为拍摄完要到下一年才播，到那时我手里的房源早就全卖掉了。我怎么才能把这事做得更快？是的。当时和我一起工作、现在经营一家名为 Noise 的很棒机构的 Joe Laresca，以及几位构成了后来的 Serhant Media Group（也就是现在的 Serhant Studios）基础的人，呃，我们决定在 YouTube 上加倍投入。如果我能抢占先机并占领消费者的心智份额，呃，我就能把那转化为……品牌就能成为我们的……正如你所说，任何企业中最有价值的资产就是分发渠道。你可以拥有有史以来最好的产品，如果没人知道，没人买，你就拥有了一个卖不出去的无名产品，那就是一家破产的企业。
Original English [Speaker 1]: so i know i had this following that it was building from the benefit of being on tv because that showed come out every year。 [Speaker 1]: and so i was just said， [Speaker 1]: i'm mallean is is hard as possible to this。 [Speaker 1]: and then a couple years later， [Speaker 1]: we said， [Speaker 1]: okay， [Speaker 1]: reality tv just takes a long time because shoshoot and comes es next year by then all the properperties i have sold。 [Speaker 1]: how can i just do this faster？ [Speaker 1]: yeah。 [Speaker 1]: and joe， [Speaker 1]: the asaska， [Speaker 1]: who worked with me the time in now runs a graated agency called noise um and a couple people who based reform the basis of what became sanan media group， [Speaker 1]: which is now suranan studishare。 [Speaker 1]: uh like we're going to double down on youtube。 [Speaker 1]: and if i can be first to market to do that and capture consumer mdshare， [Speaker 1]: um II can turn that into um i can and brbrand can be oua to。 [Speaker 1]: and to your point， [Speaker 1]: the most valuable asset in any business is distribution， [Speaker 1]: you can have the greatest product of all time。 [Speaker 1]: if no one knows about it。 [Speaker 1]: and no one buys it。 [Speaker 1]: you have an unknown product that does not sell， [Speaker 1]: and that is a bankrupt business。
[Speaker 1]: 所以我觉得自己非常幸运，顺应了早期 Instagram 和早期 YouTube 的东风，建立起一个基于个性的品牌，但立足于从内容到社群再到房地产商业的路径。后来我做到了这样的程度：与我合作的每个卖家、每个开发商，都会在我们的独家协议中写明这一点。在2015、16、17年左右，你知道的，我们和亿万富翁合作，和纽约以及我们所在的其他市场中最大的一些开发商合作。在这些传统的标准房源独家代理协议中，他们会写进补充条款：Ryan 将在他个人的 YouTube 上发布我们大楼的看房视频，我们就把这栋大楼的独家代理权交给你。太棒了。我们终于拥有了一个分发渠道，我们依然拥有房地产的分发漏斗，那是你花钱根本买不到的，因为那是高度集中的受众。当你买广告的时候，对吧，你是把你的信息强推给人们，那是一种推式的信息。你必须一遍又一遍、反反复复地推，人们才会注意。而社交媒体和公关的力量在于“拉”。因此，我们能够日复一日地把人们吸引到我们的故事中来。呃，我们就是这么做的。现在我们显然是在以更大、大得多的规模在做这件事。
Original English [Speaker 1]: and so i got super lucky， [Speaker 1]: i think um writing the backs of early instagram and early youtube to build a brand build on personality， [Speaker 1]: but on content to community to commerce for real estate。 [Speaker 1]: and i got to the point where every seller i worked with every developer we worked with was writing it into our exclusive agreements。 [Speaker 1]: and like twenty fifteen sixteen seventeen， [Speaker 1]: you know， [Speaker 1]: we're working with ililonaire， [Speaker 1]: you know， [Speaker 1]: and and some of the biggest developers in new york and and other markets that we are in。 [Speaker 1]: and in these you know， [Speaker 1]: standarard old school listing agreements， [Speaker 1]: they were writing in atdendoms that ryan will post property tools of our building on his personal youtube。 [Speaker 1]: and we will give you the building deal great。 [Speaker 1]: and we just had a distribution。 [Speaker 1]: finally， [Speaker 1]: we still still and we have a distribution final for real estate that like you just couldn't buy because it is a concentrated audience。 [Speaker 1]: when you buy view， [Speaker 1]: you know， [Speaker 1]: when you buy advertising， [Speaker 1]: right， [Speaker 1]: you are pushing your message onto onto people。 [Speaker 1]: and that's a push message。 [Speaker 1]: and you have to do that over and over and over and over over before， [Speaker 1]: people pay attention， [Speaker 1]: social and the power PR is poll。 [Speaker 1]: and so we are able to pull people into our stories day in a day out。 [Speaker 1]: um we do that。 [Speaker 1]: now we do that。 [Speaker 1]: now obviously， [Speaker 1]: at at a much， [Speaker 1]: much much more massive scale。
### 从零打造个人品牌 [Speaker 2]: 如果我给你一个卧底身份，把你扔到一个不同的城市，拿走你的手机和所有的联系方式——对，让你去打造一个品牌，一个个人品牌。你会怎么做？ [Speaker 1]: 能有一部手机吗？ [Speaker 2]: 对，你有一部手机，但你不能联系任何你认识的人。 [Speaker 1]: 呃，很简单。我整天唯一会做的事，就是去采访小企业主，以此换取我为他们制作内容。我会用我的手机来拍，我会去每一家干洗店、每一家咖啡馆。
Original English [Speaker 2]: if i give you an undercover identity and dropped you off in a different city， [Speaker 2]: took away your phone and all your contacts。 [Speaker 2]: yeah told you to build a brand， [Speaker 2]: a personal brand。 [Speaker 2]: what would you do to have a phone？ [Speaker 1]: yeah， [Speaker 2]: you have a phone， [Speaker 2]: but you can't talght anybody。 [Speaker 2]: you know， [Speaker 1]: uh easy all all i would do all day long is interview small business owners exexchange for inchange for me， [Speaker 1]: making the content。 [Speaker 1]: i would do it on my phone， [Speaker 1]: and i would go every dry， [Speaker 1]: cleaner， [Speaker 1]: every coffee shop。
### 社区深耕与获客蓝图 [Speaker 1]: 每一个开小店的人，我都会在公开层面上成为那个镇的“镇长”。然后，如果我能省出几块钱买台笔记本电脑，我就会围绕一个通勤小镇建一个网站——比如一个叫乔治敦的小镇，取名叫“前往乔治敦”或者“在乔治敦长大”。我会大力使用头韵，因为这样大家更容易记住。我会去 GoDaddy 或类似平台买一个那样的网站域名，超级便宜。
Original English [Speaker 1]: every anyone who owns a small business， [Speaker 1]: and i would become the mayor of that town publicly。 [Speaker 1]: i would then if i cut AA few dollars get a laptop， [Speaker 1]: and i create wewebsite led i on a commutown， [Speaker 1]: a chorsound george town called um going to george town growing up george town。 [Speaker 1]: i would lean hard into a literation because it's easier for people to remember， [Speaker 1]: i would buy one of those websites on gold idea or something like that super cheap。
[Speaker 1]: 围绕那个小镇建好网站之后，我不仅会去做一般的 SEO，还会去投搜索广告，确保当人们搜索那个小镇去旅游、去哪里吃早午餐、去哪里吃午饭、去哪里吃晚餐、搬家找谁、去哪里干洗、找谁遛狗时，我的网站百分之百专门呈现我对所有那些人的评价与专访，并附带直接的行动号召。
Original English [Speaker 1]: and i build a website about that town。 [Speaker 1]: and i would run not just SCO any bar， [Speaker 1]: but now also against sellla laams to make sure that when people are searching that town to visit， [Speaker 1]: where to get brunch， [Speaker 1]: where to get lunch， [Speaker 1]: where to get dinner who to hire from movers， [Speaker 1]: or did you're dry cleaning who dog walks？ [Speaker 1]: my website would be one hundred percent caatred towards all my reviews and all my interinterviews with all those people with a direct quall to action。
[Speaker 1]: 然后，我再以此为基础将其转化为房地产业务。人们都想和懂行的人共事。这也是融入社区、支持社区的最佳方式。付出、付出、付出、付出、付出、付出，然后提出请求——你会怎么称呼那个？
Original English [Speaker 1]: and then i would turned that into a real estate business from there， [Speaker 1]: and people want to work with people who know their stuff。 [Speaker 1]: and that is also the best way to getting grained into a community to be pro community。 [Speaker 1]: give give give give give give ask where you call that，
[Speaker 2]: 那个……我想我记得是“吸引、帮助、然后请求”。对，是叫那个吗？你能给我解释一下吗？
Original English [Speaker 2]: that。 [Speaker 2]: i think i remember that it was hocome come help and ask them。 [Speaker 2]: yeah， [Speaker 2]: is that uh， [Speaker 2]: yeah。 [Speaker 2]: can you explain that to me？
### “吸引、帮助、请求”的关系框架 [Speaker 1]: 对，吸引、帮助、然后请求？你看，我们通过 sellit.com 培训全世界的销售人员。现在有超过六万名销售人员在一百三十三个国家与我们一起培训，每天都在应用。我们也做很多 B2B 业务，做大量的培训。所以我很容易就能说“莎拉，换作我会这么做”，但人们需要的是框架，需要的是蓝图，需要的是策略。
Original English [Speaker 1]: yeah， [Speaker 1]: how come help help him？ [Speaker 1]: ask them？ [Speaker 1]: um couson， [Speaker 1]: i guy， [Speaker 1]: you know， [Speaker 1]: we train sales people all over the world through sell it dot com。 [Speaker 1]: you know， [Speaker 1]: we have operds of sixty thousand sales people now in one hundred and thirty three countries that train with us that are in up all the every day。 [Speaker 1]: we also do a lot of b to b and so we do a lot of trainings。 [Speaker 1]: and so it's easy for me to say， [Speaker 1]: this is what i would do ssarah， [Speaker 1]: but people want frameworks， [Speaker 1]: they want blue print。
[Speaker 1]: 所以我们教大家：对任何刚认识的新人，你都不能直接提出请求，除非你先吸引他们。也就是说，你们得找到共同点，给对方一个认识你的理由。如果你只是一个销售人员，如果你只是作为一个普通人站在那里，你猜怎么着？像你这样的人有成千上万，每个人都不缺朋友，他们不需要你。但人们讨厌被推销，却喜欢和朋友一起购物。那么，你该如何吸引他们，进而发展成一段关系呢？又该如何真实地做到这一点？对吧？你有没有把他们拉进你的圈子？你又该如何成为他们社交圈的一部分？
Original English [Speaker 1]: they want strategy and so teaching people um you don't get to make an ask to any new person you meet until first， [Speaker 1]: you hook them， [Speaker 1]: meaning you find something in common and a reason to know you， [Speaker 1]: if you are just a tell's person， [Speaker 1]: if you're just there to be a human being guess， [Speaker 1]: what there's a billion of you everyone's got friends。 [Speaker 1]: they don't need you， [Speaker 1]: but people habeing sold， [Speaker 1]: and they love shopping with friends。 [Speaker 1]: so how do you hook them to becoming a relationship？ [Speaker 1]: and how do you do that authentically？ [Speaker 1]: right？ [Speaker 1]: do you did you make them a part of your orbit？ [Speaker 1]: and how do you become a part of their sphere，
[Speaker 1]: 接下来，你在某件与你自身毫无利益关系的事情上帮助他们，无论是指引介绍某个人，还是提供一个折扣码：“我帮你弄到了那家餐厅的入场券，我认识那里的老板。”然后当你做到了这些，对吧？你就建立了信任，之后——你甚至都不一定要提出请求，但唯有如此你才能走进去提出请求。这其实是一种帮助人们建立关系的途径与框架。特别是现在，天哪，现在的年轻人根本不知道怎么开口交流。是的，他们完全不知道怎么交谈，不知道怎么去建立关系。他们一天中大部分时间都活在手机里。这非常令人沮丧。但我理解，这是一个很好的蓝图，能让他们走出自己的阴影，更加自如地做自己，去学习如何建立长期的客户关系。
Original English [Speaker 1]: then you help them with something that has nothing to do with you， [Speaker 1]: whether it's an introduction to somebody um discount a code here。 [Speaker 1]: i got you tickets to that restaurant。 [Speaker 1]: i know the owner。 [Speaker 1]: and then when want to do that， [Speaker 1]: right？ [Speaker 1]: you build trust， [Speaker 1]: then annoying。 [Speaker 1]: can you go in in and make any ask？ [Speaker 1]: and i ask doesn't ever you don't mata to make a next， [Speaker 1]: but it's a way in a framework for people to generate relationships， [Speaker 1]: especially man， [Speaker 1]: now， [Speaker 1]: like kids have no idea how to talk。 [Speaker 1]: yeah， [Speaker 1]: theyhave no idea how to talk。 [Speaker 1]: they have no idea how to create relationships。 [Speaker 1]: they live most of their day and their phones。 [Speaker 1]: he's incredibly。 [Speaker 1]: it's it's frustrating。 [Speaker 1]: but you know， [Speaker 1]: i get it， [Speaker 1]: and it's it's a good blueprint to get them out of their own shadow and kind of more comfortable in their own skin for how to build long lasting customer relationships。
### 永不满足与商业增长的本能 [Speaker 2]: 在《角逐曼哈顿》第二季里有这么一幕，我想聊一聊。你在迈阿密参加 RCIS 销售活动，你的妻子走到你面前对你说：“你以前很快乐。”
Original English [Speaker 2]: there's a moment in season two of owning manhattan that only talk about for a second you're in miami at the r city spends yeah， [Speaker 2]: sales of an。 [Speaker 2]: and your wife comes up to you and says， [Speaker 2]: you used to be happy。
[Speaker 1]: 是的。
Original English [Speaker 1]: yeah，
[Speaker 2]: “而你现在不快乐了，你再也不会满足了。”你想聊聊这个吗？这也正是我所感受到的。在我们所有的嘉宾、在这些极其成功的人身上，普遍存在这样一个共同特质：他们会感到欣慰，但永远不会满足，是的。他们有一股持续向前的驱动力，永远没有所谓的“足够”，因为总会有新的挑战，总会有新的……就好像，正是那个成就你的特质，同时也深深伤害着离你最近的人，当然是这样。
Original English [Speaker 2]: and you're not。 [Speaker 2]: you're never satisfied anymore when you want to go about that。 [Speaker 2]: yeah sarchment。 [Speaker 2]: i mean， [Speaker 2]: this the commentraate ammogs， [Speaker 2]: all of our guests ammokes incredibly successful people is there。 [Speaker 2]: they're please， [Speaker 2]: but never satisfy yeah。 [Speaker 2]: and they're driven to keep going。 [Speaker 2]: and there's no amount of enough that's enough because there's always a new challenge。 [Speaker 2]: there's always a new like the very thing that makes you successful is also super heder of the people closthis to you of sure。
[Speaker 1]: 我觉得不幸的是，在商业世界里，不进则退。没有任何一家成功的企业是不增长的，除非它是家族拥有的生活方式型企业。如果你做的是一家生活方式型企业，有固定收入，那没问题。那是你想做的事，挺好的，你大可以去做，听起来确实很惬意。但实际上，你的生活方式永远无法提升，支出却总是会增加，税收总是会增加，销货成本总是会增加。据我所知，要想打造一家成功的企业，你就必须增长，而增长本身就是快乐，对吧？改变就是快乐。我们与成长紧密相连，这是刻在我们基因里的。我们的进化让我们想要、需要并且渴望得到更多。那些没有这种感觉的人，我觉得他们非常了不起、非常令人钦佩，我祝愿他们拥有有史以来最美好的人生。但对我们当中的很多人来说，我们必须不断突破极限，明天要做得比昨天更多，哪怕只多百分之一。
Original English [Speaker 1]: i think that unfortunately， [Speaker 1]: in business， [Speaker 1]: if you're not growing you're dying and yit， [Speaker 1]: there is no successful business that does not grow unless it is family owned。 [Speaker 1]: and it's a lifestyle business。 [Speaker 1]: if you're building a festyle business and you have a fixing tom， [Speaker 1]: and that's fine。 [Speaker 1]: that's what you want to do。 [Speaker 1]: and that's that's great。 [Speaker 1]: you can go go do that by all means that sounds really nice。 [Speaker 1]: actually， [Speaker 1]: your lifeyle will never increase expenses will always increase。 [Speaker 1]: taxes will always increase。 [Speaker 1]: the cost of good sold will always increase。 [Speaker 1]: as far as i know， [Speaker 1]: to build a successful business， [Speaker 1]: you have to grow and growth is also happiness。 [Speaker 1]: right？ [Speaker 1]: changes is， [Speaker 1]: is happiness。 [Speaker 1]: we are connected to growth。 [Speaker 1]: it is part of our dna。 [Speaker 1]: we have evolved to want， [Speaker 1]: need and yearn for more um and the people who don't feel that way。 [Speaker 1]: i think you're awesome and incredible， [Speaker 1]: and i wish them the greatest life of all time。 [Speaker 1]: but for a lot of us， [Speaker 1]: we have to continue to push boundaries to do more tomorrow than we did yesterday， [Speaker 1]: even if it's one percent more。
### 逆境创业与归零心态 [Speaker 1]: 你知道，在房地产销售榜单上，我已经登顶了。像我在 2019 年，也就是我全职做房产中介的最后一年，我们当年的销售额突破了十亿美元。你看，我记得那时候我当年的佣金大概是两千两百万美元。于是我想，好吧，接下来我该做什么？你看，我都做到了。我的下一座高山在哪里？我的下一个目标是什么？中介这件事我已经做过了，我得组建团队，我想扩大销售规模。我必须打造一个前所未有的分销漏斗，这个行业里以前从未有人做过。让我们归零吧。让我们运用当初打造团队所创造的同样工具、资源和诀窍，从行业第一变成彻头彻尾的倒数第一。
Original English [Speaker 1]: and you know， [Speaker 1]: i had reached to the top of like the real estsalsales charts like my last year as a real estate agent fully as an agent in twenty nineteen teen。 [Speaker 1]: we cross a billion dollars and sales for the year。 [Speaker 1]: uh you know， [Speaker 1]: i think my commissions at that point， [Speaker 1]: it was like twenty two million dollars for the year。 [Speaker 1]: and so okay， [Speaker 1]: what am i do？ [Speaker 1]: you know， [Speaker 1]: i got it。 [Speaker 1]: what's my next mountain？ [Speaker 1]: what's my next thing？ [Speaker 1]: guay did the agent thing i had to build teams。 [Speaker 1]: i want to build sales。 [Speaker 1]: II had create a distribution funal。 [Speaker 1]: unlike anything， [Speaker 1]: anyone has ever created in this industry before， [Speaker 1]: let's go to zero。 [Speaker 1]: let's let's go from being number one to being dead last using the same tools of resources and know how that i created to build the team。
[Speaker 1]: 于是我在 2020 年创立了这家公司，就像个疯子一样，正值新冠疫情当中。与此同时我们还在盖房子，还有一个九个月大的孩子，而整个市场遭受了毁灭性打击。道琼斯指数暴跌一万点，电视上天天播着死亡人数统计器。就在做决定的那一天，我到底要不要做？我还要继续推进吗？就像当年我的银行卡被拒刷时我打电话给我父母一样，我问他们该怎么办，他们说“回家吧”。这次我打电话问他们：“我该怎么办？”他们说：“看看那些比你聪明得多、成功得多的人都在做什么。他们都在收缩退缩。这是前所未有的局面，这是一个极其恐怖的时期。人们都在裁员，都在强制无薪休假，千万别去开自己的公司。”当别人叫我不要去做某件事的时候，天哪，如果你们的态度都这么坚决偏向左边，我想我要去做了。我想如果他们没有阻止我，我不知道自己今天会不会站在这里，因为那样感觉会很怪，会感觉太舒服了，就会变成“对吧？如果你觉得我该做，那这看起来好像挺费劲的”。但当时所有人都在反对创业。我只是全力以赴地去做了。
Original English [Speaker 1]: so i started the company in two hundred twenty， [Speaker 1]: like a psychopath in the middle le covd。 [Speaker 1]: while we were building our house and we had a nine months old all the same time and the market was decistimated。 [Speaker 1]: the dow drops ten thousand points， [Speaker 1]: click or watching death clickers on tv。 [Speaker 1]: and like DA day of do i do this， [Speaker 1]: do i so go through？ [Speaker 1]: and again， [Speaker 1]: the same way when my car was declined， [Speaker 1]: and i called my parents。 [Speaker 1]: so what to do and they say， [Speaker 1]: come home， [Speaker 1]: i call them and say， [Speaker 1]: what do i do？ [Speaker 1]: they said， [Speaker 1]: look at what everyone much smarter and more successful than you is doing。 [Speaker 1]: they're pulling back。 [Speaker 1]: this is unprecedented。 [Speaker 1]: this is an incredibly terrifying time。 [Speaker 1]: people are lanying people off。 [Speaker 1]: people are fallowing， [Speaker 1]: do not go and start your own company。 [Speaker 1]: and like when people tell me not to do something like man， [Speaker 1]: if you're going to be so strong to the left， [Speaker 1]: think i'm when it go， [Speaker 1]: i think i'm going to do it if they didn't encourage me。 [Speaker 1]: i don't know i'be here because it it would have felt weird would have felt too comfortable would have been been like， [Speaker 1]: right？ [Speaker 1]: if you think i shirt， [Speaker 1]: then i guess seems like a lot of work。 [Speaker 1]: but everyeveryone was antii starting business。 [Speaker 1]: i just went so hard，
[Speaker 1]: 而且那也是我这辈子大概唯一一次能在春季休市，因为一切都停摆了。于是我们得以在黑暗的掩护下把业务建立起来。等我们亮相时，迎来了盛大的反响。人们成群结队地涌来，因为市场虽然遭受重创，但持续时间非常短。不像 2008 年花了大约四年时间才复苏，这一次相当迅速，市场甚至在八个月后就差不多恢复了。这一次相对来说非常快，而且一旦可能就真的是极其迅速。
Original English [Speaker 1]: and it was also the only time， [Speaker 1]: probably my lifetime that i'll ever get the spring market off because toorort shut down。 [Speaker 1]: and so we got to build a business and the cover of darkness。 [Speaker 1]: and we got to come out um to fan fair。 [Speaker 1]: and people just came and droves because the market have been decissimated for a very short period time time untwo two thousand eight。 [Speaker 1]: it took like four years to come back pretty quickly， [Speaker 1]: even the markets kind of returned after eight months。 [Speaker 1]: this one was relatively pretty fast。 [Speaker 1]: and this one was really， [Speaker 1]: really fast as soon as we possible。
[Speaker 2]: 随后便呈现出近乎抛物线式的暴涨。
Original English [Speaker 2]: we then i went almost parabol，
[Speaker 1]: 而我们恰好在最正确的时间出现在了最正确的地方。
Original English [Speaker 1]: and we were in the right place at the exact right time。
### 过往可以解释你，但不能成为借口 [Speaker 2]: 你骨子里那种不服输的劲头究竟是从何而来的？
Original English [Speaker 2]: where is that chip on your shououlder come from？
[Speaker 1]: 哎，老兄，我有三个姐姐、两个哥哥。在每个体育队里，我都是最后一个被挑中的。我小时候胖乎乎的，长满了红痤疮。我觉得自己被看轻了，有点像个被排斥的边缘人。比如我会写东西，我躲在衣柜里创作虚构小说，写故事并配插图，写了大概好多年，我妈妈现在还留着那些东西。我认为你的过去可以解释你，但它不能成为你的借口。所以我每天都在积极努力，不让我当年的成长环境以及我过去的一切成为某种行为的借口，因为我见过很多人总是在拿这些大做文章。
Original English [Speaker 1]: no， [Speaker 1]: man， [Speaker 1]: i three sisters have two brothers。 [Speaker 1]: i was last to be packed on every sports team。 [Speaker 1]: i was chobby covered in rh acony growing up。 [Speaker 1]: i think counted out kind of oucasty， [Speaker 1]: like i would write。 [Speaker 1]: i ck an how do creative fiction sitting in my closet， [Speaker 1]: writing stories and illustrating them for like a ty years。 [Speaker 1]: my mom still has them。 [Speaker 1]: i think your past explains you， [Speaker 1]: but it does not excuse you。 [Speaker 1]: and so i do make an active effort every day， [Speaker 1]: not to let kind of how i was brought up。 [Speaker 1]: and everything in my past， [Speaker 1]: be an excuse for behavior because i meet a lot of people who do double click on that。
[Speaker 2]: 展开讲讲。
Original English [Speaker 2]: tell me more。
[Speaker 1]: 我是说，你见过多少人完全就是彻头彻尾的混蛋、粗鲁无礼，而且他们根本不尊重你的时间。你看，我们聊到了时间，然后他们会跟你讲：“哎呀，你知道我都经历过些什么。”不，不，我不要听那个。这能解释为什么你成了今天这个坚韧不拔的顶尖人物，但它不能成为你变成一个混蛋的借口。所以我觉得这很重要。我觉得对你来说，解释为什么很重要。那么我为什么如此专注于时间？我为什么如此专注于回馈他人？
Original English [Speaker 1]: i mean， [Speaker 1]: how many people have you met who are just complete asseholes and who were dicks and who are rude， [Speaker 1]: and they don't value your time。 [Speaker 1]: you know， [Speaker 1]: we talked about time， [Speaker 1]: and then they'll tell tell you a well， [Speaker 1]: you know， [Speaker 1]: would i've gone through。 [Speaker 1]: no， [Speaker 1]: no， [Speaker 1]: i'm do that。 [Speaker 1]: explains why you are the resilient top human being you are today。 [Speaker 1]: it is not i can excuse you from being and us all。 [Speaker 1]: and so i think it's important。 [Speaker 1]: i think it's important for for you to explain why。 [Speaker 1]: and why do i focus so much on time？ [Speaker 1]: why do i focus so much on giving back to others？
[Speaker 1]: 我为什么这么关注自己所做的那些事情？这并不能成为不良行为的借口。比如极其努力，极其待人友善，以及凭借耐力取胜。其他人可能就认输了，事情就是这样。老兄，现在在我的行业里就是这样发生的，比如如今身处房地产行业，看着一家接一家的公司倒下并被兼并。
Original English [Speaker 1]: why do i focus so much on the things that i do like it doesn't excuse behavior， [Speaker 1]: like incredibly hard， [Speaker 1]: being incredibly nice and incdurance for the win， [Speaker 1]: like and everybody else or tap about um and that's what happened。 [Speaker 1]: men like i that's happhappened in in my business now like giving in the real estate business today， [Speaker 1]: watching firm after firm after firm， [Speaker 1]: go down and get consolidated。
[Speaker 1]: 你知道，我们现在有机会去收购公司。而在表面上，这些公司在公众眼里不可思议，它们令人惊叹，它们非常棒。但随后你就会去了解其底层经济模型，你的业务根本行不通，并且你在大把大把地亏钱，而且这听起来并不像是因为追求增长而在亏损。你亏钱纯粹就是因为在亏损。我可以跟你合作，想办法解决一些问题，但你必须愿意去修复底层的经济状况。然而他们的自尊心作祟，我认为纯粹的缺乏智慧阻碍了很多人，所以他们宁愿自刎谢罪，也不愿留待来日再战。对我来说这倒无所谓，那就随它去吧。
Original English [Speaker 1]: you know， [Speaker 1]: we have opportunities to buy companies right now。 [Speaker 1]: and i just i like to be pull up in the the yod。 [Speaker 1]: and i know publicly these companies are incredible。 [Speaker 1]: they're amazing， [Speaker 1]: they're great。 [Speaker 1]: and then you 're going to know like the underline economics， [Speaker 1]: your business business don't work， [Speaker 1]: and you're losing money， [Speaker 1]: hand over fist and sound like you're losing money to grow。 [Speaker 1]: you're losing money because you're losing money， [Speaker 1]: i can work something。 [Speaker 1]: something with you， [Speaker 1]: you you have be be willing to fix out our line economics， [Speaker 1]: but they ego。 [Speaker 1]: and i think just the raw unintelligence blocks a lot of people， [Speaker 1]: and so theyd rather flowen their sword， [Speaker 1]: then continue to fight another for um which is fine by me and know let that happen。
### 成功的定义与责任 [Speaker 1]: 对我来说成功是什么样的？我会去思考微观的成功和宏观的成功。所以眼下这就是一次成功的对话。我认为宏观的成功是拥有令人欣慰的遗产传承。你知道，那是留下一些东西。无论那仅仅是留给我的女儿，还是留给我曾在工作中帮助过的人。我认为我是这样来划分那种成功的。
Original English [Speaker 1]: what does success look like like for memei think think about icicrosuccess and macror sucess cess。 [Speaker 1]: so this is a successful conversation。 [Speaker 1]: i think um big sucesucess cess。 [Speaker 1]: i think is happy legacy。 [Speaker 1]: you know， [Speaker 1]: it's leaving something behind。 [Speaker 1]: and whether that's just with my daughter or with the people that i've been able to help it work。 [Speaker 1]: um i think i divide that success up that way。
[Speaker 1]: 所以在个人层面，是家庭、传承以及让这个世界变得比他们发现时更好一点，并给予他们原本无法获得的机会。在工作方面，你知道，你问起我身上的那种好胜心与戒备心，我认为这可能也会让人感到不适，因为这可能让人觉得野心极强。但我觉得如果你真的走近看个究竟，深入到千分之几的细节当中，你就会明白那不是野心，也不是好胜好斗。那是纯粹、沉甸甸的责任。我觉得我现在对他人负有责任，对那些与我直接共事的人，以及那些间接与我合作及被我雇用的人。我不想浪费这个机会。
Original English [Speaker 1]: so on the personal side， [Speaker 1]: it's family and legacy and leaving the world in a better place。 [Speaker 1]: maybe then did they found it in giving them opportunities that they otherwise wouldn't and it work。 [Speaker 1]: you know， [Speaker 1]: you ask me about my chip on my shoulder， [Speaker 1]: which i think also could rub people off the wrong way because it might feel incredibly ambitious。 [Speaker 1]: but i think if like you really came and saw to the other win when perwent to the thousands of percent， [Speaker 1]: you understand that like it's not ambition， [Speaker 1]: it's not a chip。 [Speaker 1]: it is pure， [Speaker 1]: brutal responsibility。 [Speaker 1]: and i think i have a responsibility now to others， [Speaker 1]: those that i work with directly and those that i work with and employ indirectly。 [Speaker 1]: and i don't want to waste the opportunity。