It matters where you finish.

重要的是你的終點在哪裡。

You just have to do things you never think you're gonna have to do in orderto survive and get through it when you're going through hell.

你只需要做一些你從來沒有想過的事情 你要去做 為了生存，並得到通過它 當你經歷地獄。

Don't stop.

不要停

Don't pitch a tent.

不要搭帳篷。

Inhale.

吸氣。

Don't build a holiday in inhale.

不要在吸氣中建立一個假期。

It takes a long as it takes.

它需要一個漫長的時間。

I hate to say that you know, you could go to the gym for nine hours, but you won't get into shape.

我不想說，你知道，你可以去健身房9個小時，但你不會進入狀態。

But if you go to the gym every day for 20 minutes, you will get into shape.

但如果你每天去健身房鍛鍊20分鐘，你就會進入狀態。

But the problem is, I don't know how long it takes.

但問題是，我不知道需要多長時間。

It'll be a little quicker for some little slur for others, and so there's no app for trust.

對一些小汙點會快一些，對另一些小汙點會快一些，所以沒有信任的應用。

There's no app for that.

沒有應用程序。

You know, this is a human condition, and we have to do the things that are right for human beings.

你知道，這是人之常情，我們要做的是人之常情。

And you won't build trust with everybody on the team at the same pace.

而且你不會以同樣的速度與團隊中的每個人建立信任。

Some will be quicker and some will be slower.

有的會比較快，有的會比較慢。

How long does it take to make a friend?

交一個朋友需要多長時間？

I don't know.

我不知道。

I just know that if you do the right thing, you will make a friend gotta get up.

我只知道，如果你做了正確的事，你會交到一個朋友得起來。

You gotta get out.

你得出去

The amount of time you spend outside your proximity or location where you sleep gives you a better chance to being successful.

你在你的附近或你睡覺的地點之外所花的時間，讓你有更好的成功機會。

So get up, get out.

所以起來，出去。

Go meet the world head on, folks.

去迎接世界的到來吧，朋友們。

No matter how bad it ISS, I'm gonna tell you something that a lot of people 99% of people disagree with.

不管ISS有多糟糕，我都要告訴你一件事，很多人99%的人都不同意。

Everybody says, Follow your passions.

大家都說，跟著你的激情走。

I say That's bullshit.

我說，這是廢話。

I say, Follow your effort.

我說，跟著你的努力走。

It's amazing how we're all passionate about things.

我們都對事物充滿熱情，這很神奇。

We are all passionate about something helping veterans, helping this organization, helping this group.

我們都熱衷於一些幫助老兵的事情，幫助這個組織，幫助這個群體。

That's great.

那太好了

But no matter what it all nets out to, where do you put your time?

但不管這一切都網開一面，你的時間放在哪裡？

Because when people put in their time, you get better at things on.

因為當人們投入時間的時候，你會在事情上變得更好。

When you get better at something and get good at something, then you have a chance to be great at something.

當你對某件事情有了更多的瞭解，對某件事情有了好的認識，那麼你就有機會成為偉大的人。

You know what I've learned?

你知道我學到了什麼嗎？

Nobody ever quits anything they're great at.

沒有人可以放棄自己擅長的事情。

And once you get great at, it's amazing how passionate you become about it.

而一旦你擅長了，你對它的熱情就會變得驚人。

Follow your efforts.

按照你的努力。

You are the architect of tomorrow.

你是明天的建築師。

Sometimes in order to stay on our priority pathway.

有時為了保持我們的優先通道。

Yeah, you got to say no kind of saying so.

是啊，你得說沒有那種說法。

I've really become a master of saying that's just not working for me.

我真的成了說這話的高手，只是對我沒用。

But in years past, I was too cluttered.

但在過去的幾年裡，我太雜亂了。

Yeah, so every single organization on the planet, even our own careers, always function on the same three levels.

是啊，所以地球上的每一個組織，甚至是我們自己的事業，總是在同樣的三個層面上運作。

What we do, how we do it and why we do it.

我們做什麼，如何做，為什麼做。

Everybody knows what they do thes the products we sell, the services we offer.

每個人都知道他們是做什麼的，我們銷售的產品，我們提供的服務。

Some know how they do it, these things we call our unique selling propositions or our differential value properties, whatever the things that we think make a stand out from the crowd.

有的人知道自己是怎麼做的，這些東西我們稱之為我們獨特的銷售主張或者我們的差異價值屬性，不管是什麼東西，我們認為能讓我們從人群中脫穎而出。

But very, very few people in very, very few organizations can clearly articulate why they do what they dio by.

但是，在非常非常少的組織中，只有非常非常少的人能夠清楚地表達出他們為什麼要做他們所做的事情。

Why I don't mean to make money.

為什麼我不是為了賺錢。

That's a result by why, I mean, what is your purpose?

這是一個結果，由為什麼，我的意思是，你的目的是什麼？

What is your cause?

你的事業是什麼？

What is your belief?

你的信念是什麼？

Why does your company exist?

你的公司為什麼會存在？

Why did you get out of bed this morning?

你今天早上為什麼要起床？

And why should anyone care?

為什麼有人要關心呢？

And what I learned is that organizations or leaders that start with by telling you what they do are less able to inspire people to do business with them, inspire loyalty, were those who start with why, whether it's Steve Jobs or Mahatma Gandhi are able to command loyalty and are able Thio innovate in ways that others cannot.

我學到的是，組織或領導者如果一開始就告訴你他們在做什麼，就不太能夠激發人們與他們做生意，激發人們的忠誠度，而那些從為什麼開始的人，無論是喬布斯還是聖雄甘地，都能夠獲得忠誠度，並且能夠以其他人不能的方式進行創新。

And the reason I say that every company functions this way is because the model is not based on highfalutin management theory.

而我之所以說每個公司都是這樣運作的，是因為這個模式不是建立在高深的管理理論上。

It's based on the biology of human decision making.

這是基於人類決策的生物學原理。

This is how the brain works that when you start with why it talks to the part of brain of the brain that is responsible for decision making and feelings like trust and loyalty.

這就是大腦的工作方式，當你從為什麼開始，它與大腦中負責決策和信任和忠誠等感情的部分大腦對話。

But it's not responsible for language, which is why it's hard to put into words.

但它不負責語言，所以很難用語言表達。

Yeah, get up, get out, go meet the world head on, go meet whatever it is, Okay, You gotta make up to somebody.

是啊，站起來，走出去，去迎接這個世界的到來，去迎接任何事情，好吧，你得補償某人。

You gotta apologize for something you've done.

你必須為你做過的事情道歉。

You gotta make up the damage of of years of neglect and maybe, uh, betrayal.

你得彌補多年來的忽視和背叛所造成的傷害。

And look, I've done all that.

你看，我都做了。

I've had all those things where I screwed up, over and over and over again.

我有過那些我搞砸了的事情，一次又一次。

My reputation sucked.

我的名聲很差

I was between the ages of 15 and 25 years old.

我當時的年齡在15歲到25歲之間。

It was like I was doing everything I could just a damage damage my reputation.

這就像我做的一切 我可以只是一個損害損害我的聲譽。

Okay, if it made me look bad, I did it.

好吧，如果它讓我看起來很糟糕，我做到了。

So here today, I'm gonna spend 10 days, 14 days, something like that up here.

所以今天在這裡，我要花10天，14天，類似的東西在這裡。

With that view, you can fix anything.

有了這個觀點，你可以解決任何問題。

I'm proof that you can fix anything.

我證明了你可以解決任何問題。

Anything could be fixed.

任何事情都可以解決。

Anything can be fixed.

任何事情都可以解決。

But you gotta fix it.

但你必須解決它。

You gotta fix it.

你得解決它。

You can't.

你不能這樣做

Just sweeping under the old rug.

只是在舊地毯下掃蕩。

You gotta fix that.

你必須解決這個問題。

You gotta clean up the damage.

你得把損失清理乾淨

You've gotta pay the price.

你得付出代價。

Clean up your debts.

清理你的債務。

Do what you say you're gonna do.

做你說要做的事情。

Become the most dependable person in your space.

成為你空間裡最靠譜的人。

Come to go to person.

來去的人。

Oh, I could put that person on stage and know exactly what they're gonna get for me.

哦，我可以把那個人放在舞臺上，知道他們會給我帶來什麼。

I could put that person in the game, and I know what play they're gonna run.

我可以把那個人放進遊戲裡，我知道他們會怎麼玩。

I could put that person on the floor, and I know they're going to get it done.

我可以把那個人放在地上，我知道他們會把事情辦好。

Be the go to person.

要做的人。

Yeah, you know, those first couple months I remember thinking to myself, I'm in business two months now.

是的，你知道，最初的幾個月，我記得我在想，我在業務兩個月了。

You know, I remember getting to the point where I had $15,000 in sales probably six months into the company, and I'm still living in the middle and thinking, Okay, I could do this, I could do this.

你知道嗎，我記得我到了公司大概半年的時候，我的銷售額就有1.5萬美金，我現在還活在中間，我想，好吧，我可以做這個，我可以做這個。

And along the way, it was lots of trial and error.

而在這一路上，也是經歷了很多的試錯。

You know, there were things that were new to me, things that were terrifying to me, things that would just I would break out in a sweat.

你知道，有些事情對我來說是新的，有些事情對我來說是可怕的，有些事情我會出一身汗。

But I always remember going into my customers and just trying to be brutally honest and say to them, If I can help you, if I could bring value if I could make your company more competitive, more profitable, will you work with me?

但我總是記得，我走進我的客戶，只是試圖殘酷地誠實地對他們說，如果我能幫助你，如果我能帶來價值，如果我能使你的公司更具競爭力，更有利可圖，你願意和我合作嗎？

And you don't have to put money?

而且你不用放錢？

I'll do the work to prove it on defy, get it done.

我會在defy上做工作證明，把它做出來。

Then we'll, you know, we'll figure it all out, you know?

然後，我們會，你知道，我們會弄清楚這一切，你知道嗎？

Or they agreed to a price and then paid at that point, and one by one, I just kept on making customers happy and lost some, you know, for everyone I lost, picked up three, and I got I was so nervous about the whole thing that, you know, I just I couldn't imagine slowing down, you know?

或者他們同意了一個價格，然後在那個時候支付，一個接一個，我只是不斷地讓客戶滿意，失去了一些，你知道，對於每個人，我失去了，拿起三個，我得到了我是如此緊張的整個事情，你知道，我只是我無法想象慢下來，你知道嗎？

And so people talk about, you know, life, family balance.

所以人們談論，你知道，生活，家庭平衡。

I had done.

我已經做了。

I mean, I literally remember dating some girl.

我是說，我真的記得我和一些女孩約會過。

This is truth on git was like we've been dating a couple of years.

這是在git上的真相就像我們已經約會了幾年。

Like Mark, You're so into your work.

就像馬克一樣，你對你的工作很投入。

I mean, I wanna picket fence.

我的意思是，我想挑柵欄。

I want a house.

我想要一棟房子

I want kids, you know?

我想要孩子，你知道嗎？

I mean, it's me or your job.

我的意思是，這是我還是你的工作。

And I was like, me and your or your company.

我當時想，我和你或你的公司。

And I was like, What's your name again?

我當時想，你叫什麼名字來著？

I'm 60 years old and everybody who works for me.

我已經60歲了，每個人都為我工作。

It's younger than me and they'll tell you, I'll work you up under the table.

它比我年輕，他們會告訴你，我會在桌子底下給你幹活。

Vision is an internal thing, right?

視覺是一種內在的東西，對嗎？

It is the world that you want to live in, Right?

這是你想生活的世界，對吧？

Jobs was the rebel, and he always was against big business.

喬布斯是叛逆者，他一直反對大企業。

All the visionaries that we know have some sort of personal experience.

我們所知道的所有遠見卓識的人都有某種個人經歷。

And imagine a world that is different to the one they live in now.

並想象一個與他們現在生活的世界不同的世界。

And we'll use their businesses to help build that world.

而我們將利用他們的業務來幫助建設這個世界。

That doesn't mean they're the only ones doing it.

但這並不意味著只有他們在做。

But what makes them a leader is there the one leading towards that place.

但是，他們之所以能成為上司，就是有一個上司走向那個地方。

Right?

對吧？

So vision has to come from you.

所以眼光要從你身上來。

If you're the founder of a company, your business is not the only way you do it.

如果你是一個公司的創始人，你的業務不是唯一的方式。

What have you quit your business and start another one?

你有什麼辭職再創業？

It doesn't matter.

這不重要

They should all be contributing towards this vision and you're not the only one doing it.

他們都應該為這個願景做出貢獻，而不是隻有你一個人在做。

But if you're the one preaching it and you're using your company to advance it, that makes you the leader.

但如果你是那個宣揚它的人，並且你用你的公司來推動它，那你就是領導者。

That's why everybody copies you.

這就是為什麼大家都在模仿你。

But it's not about anticipating the market trend, which is an interesting you're asking me.

但這不是預測市場趨勢，這是你問我的一個有趣的問題。

It's got to start with values the interest come second if you're gonna make mistakes and you make them fast, right, If you're gonna lose the deal, make him lose the deal fast.

如果你要犯錯，就得從價值觀開始... ...興趣是第二位的，如果你要犯錯，就得儘快犯錯，對吧？ 如果你要失去這筆交易，就得讓他儘快失去這筆交易。

If you're not gonna make any money on the deal, make sure the deal is quick.

如果你不打算在交易中賺任何錢，確保交易是快速的。

There's part of you that either wants to create a business or you're obviously already have created a business.

有一部分的你，要麼想創建一個企業，要麼你顯然已經創建了一個企業。

The hardest part is taking that first step right.

最難的是邁出正確的第一步。

There's always that line like I was talking about earlier, that you have to take a step past.

總有那條線，就像我之前說的那樣，你必須邁過去一步。

But the thing people always say, Well, you know, you're not afraid to start a business.

但人們常說的一句話，嗯，你知道，你不怕創業。

Why?

為什麼？

Why aren't you?

你為什麼不在？

It's terrifying or, you know, I just It scares me to do it.

這很可怕，或者，你知道，我只是... ...這讓我害怕做。

And my my attitude has always been, if you're prepared, it's not a risk, right?

而我的我的態度一直是，如果你準備好了，就不會有風險，對吧？

Bobby Knight, who was the coach of Indiana University, used to say, Everybody's got the will to win, but it's only those with the will to prepare that do win.

曾任印第安納大學教練的鮑比-奈特曾經說過：每個人都有獲勝的意願，但只有那些有準備的意願的人才能獲勝。

And the same applies to business.

而這一點同樣適用於企業。

We've all seen her friends go out there and just wing it.

我們都見過她的朋友們出去玩，就這麼玩著。

You know, it's my passion.

你知道，這是我的激情。

We're all passionate about something I'm passionate about.

我們都對我所熱衷的事情充滿激情。

Basketball doesn't make me an MBA player, right?

籃球不會讓我成為MBA球員吧？

It's not just about passion.

這不僅僅是激情的問題。

It's not just about saying I'm doing it.

這不僅僅是說我在做。

It's not even about incorporating.

這根本不是融入的問題。

It's not about the idea it's about.

這不是關於理念的問題，而是關於。

Are you prepared?

你準備好了嗎？

And are you willing to do the work?

而你願意做這個工作嗎？

You gotta quit.

你得退出。

You gotta quit saying nonsensical stuff like, you know, I'm happy where I'm at and we're good.

你不要再亂說了，比如說，你知道，我很高興，我們很好。

We're all good, you know?

我們都很好，你知道嗎？

This is is good.

這是很好的。

Everything is good.

一切都很好。

I'm better off with somebody in that.

我最好是有人在那。

You've got to quit comparing yourself to other people.

你不要再跟別人比較了。

You gotta quit talking like the middle class.

你不要再像中產階級那樣說話了

Like like you've somehow arrived because somebody in Iran is suffering.

就像你來這裡是因為伊朗有人在受苦。

Yeah.

是啊。

You know, you're good until you're not There's nobody watching that gives enough money to charity.

你知道，你是好的，直到你不是 沒有人看，給足夠的錢給慈善機構。

Yeah, okay, everybody watching should be able to give a million dollars a year to charity.

是啊，好吧，大家看了應該可以每年捐出一百萬元給慈善機構。

But you can't.

但你不能。

You know why you can't?

你知道為什麼你不能？

You would if you could, but you can't because you didn't.

如果可以的話，你會的，但你不能，因為你沒有。

You didn't produce enough.

你生產的東西不夠多

Because by the way, it's not your money anyway.

因為對了，反正不是你的錢。

Yeah, Somebody else gave you the money and you pass it on most of you like I'm really charitable.

是啊，別人給了你錢，你卻把錢傳給了大多數人，好像我真的很慈善一樣。

I'm really good.

我真的很厲害。

But you never do enough.

但你做的永遠不夠。

Why?

為什麼？

Because you never had enough because you didn't produce enough because you didn't work enough because you didn't expand enough.

因為你永遠都不夠，因為你的產量不夠，因為你的工作不夠，因為你的擴張不夠。

So I would just say to people, Look, have some loftier goals.

所以我就會對大家說，你看，要有一些更高的目標。

You are at your best when you are authentic to your core on.

當你在上真實的核心時，你才是最好的。

You have to be what you are, not what they call you.

你要做你自己，而不是他們叫你什麼。

You know, I tend to believe that there's no finality in anything, you know.

你知道，我傾向於相信， 有沒有最終在任何事情，你知道的。

It's not like you know.

你又不知道。

You're even though we are lives air finite.

你即使我們的生命是空氣有限的。

Life is infinite.

生命是無限的。

Life goes on.

生活還要繼續。

And for me, the goal is not to produce something that has an end point but to produce something that has momentum that can live on beyond me.

而對我來說，目標不是要製作一些有終點的東西，而是要製作一些有動力的東西，能夠在我之後繼續存在。