How do you get money to do what you love?

如何拿錢去做自己喜歡的事？

You don't, right?

你不知道，對吧？

I lost a load of money when I started doing what I loved.

當我開始做自己喜歡的事情時，我失去了一大筆錢。

What you do is you position yourself to succeed.

你所做的就是你給自己定位，讓自己成功。

So, for example, if you're doing something else and you and you want to do this thing you love, you do it after hours, you work 9 to 6, you get home, you kiss the dog and you go to town, right?

所以，舉個例子，如果你在做別的事情，而你又想做這個你喜歡的事情，你就在下班後做，朝九晚六，回到家，親親狗狗，然後去城裡，對吧？

I mean, you start building your equity in your brand or whatever you're trying to accomplish after hours, everybody has time.

我的意思是，你開始在你的品牌中建立你的資產或任何你試圖在小時後完成的事情，每個人都有時間。

Stop watching Lost.

別再看《迷失》了。

The reason people aren't patient is they value other people's opinions too much need to bet on your strengths.

人們沒有耐心的原因是他們太看重別人的意見了，需要賭上自己的實力。

And don't give a about what you suck at.

也不關心你的專長是什麼

You're gonna way too many people in this room are gonna spend the next 30 40 years of their lives trying to check the boxes of the things that they're not as good at, and that you're gonna waste a lot of time and lose.

你要去的方式太多 在這個房間裡的許多人要去花 接下來的30 40年他們的生活 試圖檢查框的東西 他們不如好， 你會浪費很多時間 並失去。

I highly recommend auditing yourself or if you have no empathy or que or self awareness and find somebody in your family or friendship that does on let them tell you who you are.

我強烈建議審計自己，或者如果你沒有同理心或闕或自我意識，在你的家庭或友誼中找到某人，讓他們告訴你你是誰。

And once you believe that either for yourself or someone else told you go directly all chips all into that because that is the only possible way, in my opinion, watching from the outside that is in place, that is a very highly likely way of over indexing.

而一旦你相信，無論是對你自己還是別人告訴你直接所有的籌碼全部進入，因為這是唯一可能的方式，在我看來，從外面看是到位的，那是一種非常有可能的超指數的方式。

Because the truth is, if you wanna be an anomaly, you've gotta act like I think there's massive confusion around entrepreneurship.

因為事實上，如果你想成為一個異類，你就得表現得像我認為創業有很大的困惑。

Entrepreneurship sucks.

創業很爛。

I mean, it's lonely.

我的意思是，它是孤獨的。

It's high risk.

這是高風險。

I mean, I can't live without it, but it's like a bad boyfriend, right?

我的意思是，我不能沒有它，但它就像一個壞男朋友，對不對？

A girlfriend, right?

是女朋友吧？

Like like it's There's a ton of bad days being an entrepreneur, not to mention 98% of entrepreneur venture is gonna fail, So there's gonna be a really bad day in your future.

喜歡它的有一噸的壞日子是一個企業家，更何況98％的創業是要去失敗，所以有會是一個非常糟糕的一天在你的未來。

Ability to adjust is the entire game, like I'm so proud that I change my mind every day.

調整能力是整個遊戲，就像我很驕傲，我每天都在改變自己的想法。

My dad used to get so pissed when I was building wine library.

我建酒庫的時候，我爸曾經很生氣。

He would always be like he's like you would say, Like, three months ago, you said Ricky was gonna be the best employees and, like I changed my mind, He fired him or or he's like you said sparkling wine was important.

他總是會像他一樣，你會說，就像三個月前，你說瑞奇會是最好的員工，就像我改變了主意，他解僱了他或他就像你說起泡酒很重要。

Now you just eliminated it from the key spot.

現在，你只是把它從關鍵位置消除了。

I'm like I changed my mind Like my ability toe on Lee be comfortable in massive chaos has been my biggest asset as an entrepreneur.

我就像我改變了主意一樣，我的能力趾高氣揚李在大規模的混亂中自如，這是我作為一個企業家最大的資產。

Like I would never take a note like that scares the piss out of me what these three people are doing right now.

就像我永遠不會拿這樣的紙條一樣，嚇死我了，這三個人現在在做什麼。

There should be some sort of friction from somebody who's leading up in front and sees everything and is driving a company versus people that work in it, who are in the like.

有人在前面帶頭，看到了一切，在推動一個公司的發展，與在公司工作的人，應該是有一定的摩擦的，他們是在喜歡。

They're like my job is to be like, Oh, there's an iceberg.

他們就像我的工作是像， 哦，有一個冰山。

I'm gonna move this way And everybody who's downstairs is like, What do you mean?

我要往這邊走，樓下的人都說，你什麼意思？

The water's been super clear the whole time.

水一直都是超級清澈的。

I'm like, No, no, there's an iceberg, but they're in the basement like it's been.

我想，不，不，有一個冰山， 但他們在地下室像它一直。

Such a nice bride like this has been so smooth.

像這樣的好新娘，已經很順利了。

Leaders need to understand what's happening next.

領導者需要了解接下來會發生什麼。

There are a million reasons why not.

有一萬個為什麼不。

But there's one great reason why, which is You've just gotta persevere, no matter what it is.

但有一個很好的理由，那就是你只要堅持，不管是什麼。

It's just the way it is.

它就是這樣的。

It's hard being an entrepreneur.

做一個企業家是很難的。

It's hard building a business.

建立一個企業是很難的。

Everybody thinks it's so easy.

每個人都認為這很容易。

What really pissed me off in Tech world was when Steve Jobs book came out when he was dying.

在科技界，真正讓我生氣的是，喬布斯的書在他臨死前出了。

When it was all about Steve three or four years ago, I literally watched a lot of my tech startup friends start being like a to their staff because jobs was tough.

三四年前，當這一切都與史蒂夫有關的時候，我真的看著我的很多科技創業朋友開始對他們的員工像個，因為工作很辛苦。

Everybody fell into the romance of like, I have this big vision and I'm gonna be a like Steve, right?

每個人都陷入了浪漫的喜歡，我有這個大的願景，我要成為一個像史蒂夫，對不對？

And I thought that was really interesting for me to watch that half decade of, like, literally watching people I know and then watching them act differently because the status or the icon of the moment and you see a lot of that and so like that is probably the energy I'm trying to bring to this class today, which is you could look at, like how people role I like.

我覺得這對我來說真的很有趣，看那半年的，就像，從字面上看我認識的人，然後看他們的行為不同，因為當下的狀態或偶像，你看到了很多，所以像這可能是我今天想帶給這個班級的能量，就是你可以看看，像人的角色我喜歡。

It's great to admire and things of that nature, but it's so damn important to stick toe like your DNA, right?

這是很好的佩服和事情的性質， 但它是如此該死的重要堅持腳趾像你的DNA，對不對？

Like what you're good at in a success world, please understand that success is happiness, not net dollars in we are strongest were really strong.

就像在成功的世界裡，你擅長的是什麼，請你明白，成功是幸福，而不是淨美元在我們最強的是真的強。

We're just being sold that we're not because there's a lot of money.

我們只是被賣了，我們不是因為有很多錢。

People always say that I'm just Yeah, the biggest epidemic in the world is people talking, not doing, and especially now people always do that.

人們總是說我就是啊，世界上最大的流行病就是人說人話，不做人，尤其是現在人們總是這樣。

But now what social media does is expose people, doesn't change people.

但現在社交媒體做的是曝光人，並不能改變人。

All the hate in the system that's exposing Twitter to make you evil.

系統裡所有的仇恨，都在暴露微博讓你邪惡。

You're evil, you know, And same with talking and not doing Twitter.

你是邪惡的，你知道，同樣的，說話和不做Twitter。

Instagram didn't make you waste time and not do Yeah, in 2000 and one.

Instagram沒有讓你浪費時間，不做是的，在2000年和一。

It snowed in New Jersey on December 23rd, which was one of the busiest days of the year.

12月23日，新澤西州下雪了，這是一年中最繁忙的一天。

Typically, December 23rd is the busiest day of the year in a liquor store.

一般來說，12月23日是酒水店一年中最忙碌的一天。

Um and ah woman called us.

嗯和啊女人叫我們。

We just started shipping and her case of Berenger White Zinfandel wasn't delivered.

我們剛開始發貨，她那箱貝倫格白仙粉黛還沒送到。

First of all, I appreciate the people that know what Burns White's in is good job.

首先，我很欣賞那些知道伯樂白的人是在做什麼好工作。

The entire case, by the way, 15 pack the entire 15 pack case cost $45.

對了，整箱15包，整箱15包的價格是45元。

We're doing about $40 an hour in the store.

我們在店裡的時薪是40元左右。

She calls E Find out about it.

她打電話給E瞭解情況。

Somehow it was buzzing cause I was on the floor selling I am the premier salesman on the floor.

不知道為什麼很熱鬧，因為我在現場推銷我是現場的首要推銷員。

As you can imagine, I find out about it and we're debating what to do.

你可以想象，我發現了這件事，我們正在爭論該怎麼辦。

She needs it for her Christmas dinner.

她需要它來做她的聖誕晚餐。

I grabbed the case, throw it in my car and drive to Bergen County to deliver it.

我抓起箱子，扔進車裡，開到伯根縣去送。

It takes me 2.5 hours to complete the whole thing.

我花了2.5個小時才完成了整個任務。

And the best part was I delivered it all pumped with myself and she said, Great and close the door.

最妙的是我送來的時候都是自己打氣，她說，太好了，關門吧。

Awesome.

厲害啊

Everybody, especially my dad, who was pissed that I left because all the customers that came in asking from your that I could have sold everybody was baffled.

每個人，特別是我的父親，誰是生氣，我離開了，因為所有的客戶來問從你的，我可以賣每個人都感到困惑。

E can't tell you what the r o I of driving through the snow in my car to deliver a case of $45 pink.

我不能告訴你，我在雪地裡開車送一箱45美元的粉紅色的東西是什麼滋味。

The woman that looked like Yoda, us.

那個長得像尤達的女人，我們。

But I can tell you this.

但我可以告訴你

Over the next 2 to 3 years, that story became the foundation of how we treated every single customer it became our competitive.

在接下來的2到3年裡，這個故事成為我們對待每一個客戶的基礎，它成為我們的競爭力。

That and those are the things that matter to me.

這和這些對我來說都是很重要的事情。

You need to do you like some plenty of people that make a glowing more money than me and one bigger take notes.

你需要做你喜歡的一些大量的人，賺的錢比我多的發光，一個更大的筆記。

The'keeper's the key, though the key is way too many people are doing like Here's a good One.

The'keeper's the key, though the key is way too many people are doing like Here's a good One. 雖說關鍵是太多的人在做像Here's a good One。

You know what really pissed me?

你知道什麼讓我很生氣嗎？

The booth.

攤位。

I'm completely driven by like happiness and like I'm crippled by like chaos.

我完全是被喜歡的幸福所驅使，又被喜歡的混亂所殘害。

Like, I think I fired for most talented, smartest people that have worked for me because if you don't know how to play with the other boys and girls, you're out because I suffocate under, you know, conflict and negativity and like, nobody is better than me.

就像，我想我解僱了最有才華的，最聰明的人 已經為我工作，因為如果你不知道如何玩 與其他男孩和女孩，你就出局了，因為我窒息下， 你知道，衝突和消極性和喜歡，沒有人比我更好。

So you gotta go.

所以你得走了。

Building a business is hard and you know what makes it really hard.

建立一個企業是很難的，你知道什麼才是真正的難。

Everything that happens every day of every moment, so you can pick time.

每時每刻每一天發生的一切，讓你可以選擇時間。

You can pick money as the one or two things that you think stop you from winning your game.

你可以選擇金錢作為你認為阻止你贏得遊戲的一兩樣東西。

But the truth is, there's a million reasons 99% of businesses go out of business for a reason, and that reason is it's hard and so If you're watching this show, I've got a sense of who you are, and you need to start creating layers and layers and layers and layers of skin to be able to get through.

但事實上，99%的企業倒閉是有一百萬個原因的，這個原因就是很難，所以如果你在看這個節目，我已經感覺到你是誰了，你需要開始創造層層疊疊的皮膚，才能夠通過。

I'm a humongous believer that ideas are on that executions.

我是一個謙虛的信徒，想法是在那個執行力上。

The game, right?

遊戲，對吧？

We've all got ideas.

我們都有想法。

Everybody's got ideas.

每個人都有自己的想法。

Do you have any ideas we all have here?

大家在這裡有什麼想法嗎？

We could probably sit here for the next two hours, draw them all out, record him and predict the next 78 great startups over the next nine years.

我們可能會在接下來的兩個小時裡坐在這裡，把它們全部畫出來，把他記錄下來，並預測未來9年內的78家偉大的創業公司。

And so I think the thing that is another theme in entrepreneurship is there is way too much fodder brought to the idea.

所以我覺得創業的另一個主題是，有太多的素材帶入到想法中。

Uber was Magic Cab three years earlier, Remember?

Uber在三年前就是Magic Cab，還記得嗎？

Is not an idea, Remember, existed.

是不是一個想法，記住，存在。

It's called Magic Cab.

這就是所謂的 "魔法計程車"。

But the guys that executed sucked so they lost.

但執行的人很爛，所以他們輸了。

So I think you know, if there's any level of romance left in this room about your idea, I'd like to suffocate because I think the actual situation is what you actually do with it.

所以，我想你知道，如果這個房間裡還有任何程度的浪漫，關於你的想法，我想窒息，因為我認為實際情況是你實際做的。

If you do anything because of this keynote, there's only one thing I ask you to do.

如果你因為這個主題演講做了什麼，我只要求你做一件事。

Because a zinnias I got I'm a practical.

因為一個紫荊花我得到了我是一個實用的。

Here's what I want from you.

這是我要你做的。

When you go home, look yourself in the mirror and audit everything you and your business do.

回家後，對著鏡子照照自己，審核一下自己和企業的一切行為。

I promise you that if you audit from top to bottom of expenses and effort and time and energy and payroll and all that, if you audit all of it, even the best of us even the InBev's, which is the company that bought Budweiser, they built their whole business.

我向你保證，如果你從上到下的費用和精力和時間精力和工資等等，如果你把所有的費用和精力和時間精力和工資全部審計一遍，即使是我們最優秀的人，即使是InBev的，也就是買下百威啤酒的公司，他們建立了他們的整個業務。

I'm like printing on both sides paper and all that work.

我就像在兩面紙上打印一樣，所有的工作。

Even the most efficient ones of us are doing 20% dumps.

即使是我們效率最高的也是做20%的轉儲。

If you take that 8% that 13% that 16% of dump that you're doing paying that person that's not bringing any cultural value to your business, having that contract that you've just been, and we just renewed because your busiest whatever you're doing.

如果你把那8%那13%那16%的傾銷，你在做支付那個人，沒有給你的企業帶來任何文化價值，有那個合同，你剛剛被，我們剛剛續簽，因為你最忙的不管你在做什麼。

If you take any piece of that percentage and you apply it to giving a about your customer, it will be better for your business going forward because for the first time since we all lived in small towns, where your reputation was the complete backbone of how you did business for the first time because technology is bringing us back together in a small town for the first time, being good and caring and following up matters.

如果你把其中的任何一塊比例，你把它應用到給一個關於你的客戶，它將會對你的業務發展更好，因為自從我們都生活在小城鎮以來，你的聲譽第一次是你如何做生意的完整支柱，因為技術第一次讓我們在小城鎮中重新聚集在一起，做一個好的，關心和跟進很重要。