Hey, Moe.

嘿，莫伊

I'm super glad you can take this call.

我很高興你能接聽這個電話。

I was hoping that you could cut up one of those banger videos that you make that I see on your website.

我希望你能把我在你網站上看到的你製作的視頻剪輯出來。

I'd love to do that for you.

我很樂意為你效勞。

What's your budget?

您的預算是多少？

I have $1,000. $1,000.

我有1000美元$1,000.

Is this video important to you?

這段視頻對您重要嗎？

I think it will be if you do it.

我想，只要你去做，就一定會成功。

What problem does this solve for $1,000?

1000 美元能解決什麼問題？

We're trying to build awareness.

我們正在努力提高人們的認識。

No one's walking into the store.

沒有人走進商店

So how much awareness do you want it to build?

那麼，您希望它建立多大的知名度？

I'd like to have at least two to three people walk into the store.

我希望至少有兩到三個人走進店裡。

An increase of two to three people a day.

每天增加兩到三個人。

So what kind of business would that generate for you?

那麼，這會給你帶來什麼樣的生意呢？

Our average product sells for about $100.

我們的產品平均售價約為 100 美元。

So you're looking at about $200 to $300 worth of increased revenue.

是以，你將看到價值 200 到 300 美元的收入增長。

So let's say $250.

是以，我們假設是 250 美元。

We'll split the difference.

我們平分差價。

That sounds good to me.

聽起來不錯。

Times 30 days.

時間為 30 天。

Right?

對不對？

30 days a month on average.

平均每月 30 天。

What does that work out to be?

結果是什麼？

That's $7,500 of new revenue for you a month.

這相當於每月為您帶來 7500 美元的新收入。

Does spending $1,000 seem appropriate for $7,500 of revenue per month?

每月 7500 美元的收入，花費 1000 美元是否合適？

It's more than 10%, right?

不止 10%吧？

A month?

一個月？

Are you going to do a $1,000 video every month?

你打算每個月製作一個價值 1000 美元的視頻嗎？

Maybe if you do this one good.

如果你能把這個做好，也許就能做到。

Okay.

好的

I'm a little concerned.

我有點擔心。

This is not enough money.

這筆錢不夠。

And I'd like to share with you a quote I love from business philosopher Jim Rohn.

我想和你們分享我喜歡的商業哲學家吉姆-羅恩（Jim Rohn）的一句話。

So it feels a little disproportionate, doesn't it?

所以感覺有點不相稱，不是嗎？

When you say that quote, I think it does.

當你引用這句話時，我覺得確實如此。

You can't just roll right into it.

你不能就這麼衝進去。

You can't just roll.

你不能只是滾動。

But I mean, you do business.

但我的意思是，你要做生意。

You don't want to overspend.

你不想超支。

And are you going to guarantee me $7,500 a month?

你能保證每月給我 7500 美元嗎？

I'm not saying that at all.

我可沒這麼說。

I'm just trying to measure effort versus result.

我只是想衡量一下努力與結果的關係。

When somebody comes to me and they say, I don't have a lot of money to do something, my first instinct is to say, let's not do it.

當有人來找我，說我沒有很多錢去做某件事時，我的第一反應是說，還是別做了吧。

It's not important.

這並不重要。

Wouldn't that be your instinct too?

這不也是你的直覺嗎？

Yeah.

是啊

Where else can you spend your $1,000 to make a bigger impact on your business?

1000 美元還能花在哪裡，為您的業務帶來更大的影響？

Because I don't want to take your money to do something that's not important.

因為我不想拿你的錢去做不重要的事。

Is it important or isn't it?

這到底重不重要？

I mean, I think it's important.

我的意思是，我認為這很重要。

Not $1,000 important.

重要的不是 1000 美元。

I don't know.

我不知道。

Don't break well.

別摔壞了。

Can you elaborate on what you mean by not $1,000 important?

你能詳細解釋一下你說的 "不重要的 1000 美元 "是什麼意思嗎？

If you look at the expenses and things that you spend on personal and business, where does the $1,000 rank in the things that you spend?

如果你看看個人和企業的開支和花費，1000 美元在你的花費中排第幾？

Is it on the high end or is it on the low end?

是高端還是低端？

How much did that refrigeration unit cost you?

那臺製冷設備花了你多少錢？

And how much is the AC?

空調多少錢？

And when you wanted to do the polished floors, what did you spend on that?

當你想做拋光地板時，你花了多少錢？

And how did that have any material impact on your business?

這對你們的業務有什麼實質性影響？

You see what I'm saying now?

你現在明白我在說什麼了吧？

I do.

我是這麼想的。

And I saw the BMW parked outside, the 5 Series, the M5.

我看到了停在外面的寶馬 5 系和 M5。

And I think, you see what I'm saying?

我想，你明白我在說什麼嗎？

That was really important to you.

這對你來說真的很重要。

So I find that in my life and my experience that people tend to spend money on what they value.

是以，我發現在我的生活和經驗中，人們傾向於把錢花在他們看重的地方。

That makes perfect sense, don't you think?

你不覺得這很有道理嗎？

If you like a fancy pair of pants, you'll spend the money for that.

如果你喜歡漂亮的褲子，你就會為此花錢。

And if you don't, you'll buy the cheaper version.

如果不買，就會買便宜的版本。

So when somebody comes to me and says, I have a real business problem, Chris, and I want to spend a thousand big smackeroonies on it, I don't think that's a real problem.

所以，如果有人來找我，說我有一個真正的商業問題，克里斯，我想在這上面花一千美元，我不認為那是一個真正的問題。

And let me just caution you on this.

讓我提醒你一下。

I know what happens a lot of times.

我知道很多時候會發生什麼。

Businesses like yours see other businesses produce video, and then we have video envy.

像你們這樣的企業看到其他企業製作視頻，就會產生視頻羨慕症。

And then we create it just to create it to say like, yeah, we're keeping up with the Joneses.

然後我們創造它，只是為了說，是啊，我們跟上了瓊斯們的步伐。

I don't know if that's good use of your money.

我不知道這樣做對你的錢是否有用。

Now, in order for me to do this properly, I'd probably have to spend quite a bit of time sitting down talking to you about what the purpose of the video is, what your goals are and how it may or may not work, and if it's going to even be targeted to the right people.

現在，為了讓我能正確地完成這項工作，我可能需要花很多時間坐下來和你談談視頻的目的是什麼、你的目標是什麼、它可能會或可能不會起作用，以及它是否會針對正確的人。

That's going to take a long conversation.

這需要長時間的交談。

But it would seem disproportionate, the length of that conversation for your time and my time to talk about a thousand dollar problem.

但是，用你我的時間來討論一個一千美元的問題，談話的時間似乎不成比例。

What would you like to do?

你想做什麼？

I don't want to spend more than that.

我不想花更多的錢。

Then you shouldn't.

那你就不應該這樣做。

But I'm probably not the person to do that for you.

但我可能不是為你做這件事的人。

And I would encourage you not to spend that money with anybody, not just me.

我鼓勵你不要把錢花在任何人身上，不僅僅是我。

What would you like to do?

你想做什麼？

Probably find somebody that can do the video for a thousand dollars.

也許找個人花一千美元就能做視頻。

That is your prerogative.

這是你的特權。

Can you recommend anybody?

你能推薦誰嗎？

Yeah.

是啊

I hear there's a site called Fiverr.

我聽說有個網站叫 Fiverr。

You could do it for five bucks.

五塊錢就能搞定

Thanks, Chris.

謝謝你，克里斯。

You're welcome.

不客氣。

Best of luck, Mo.

祝你好運，莫。

So I think that's a very advanced conversation.

是以，我認為這是一個非常高級的對話。

When you taught me how to talk about money, yes, that was such a big thing.

當你教我如何談錢時，是的，那是一件大事。

But it's just like for a lot of people starting now, you're so hungry to get that a thousand dollar job when you're doing videos for 200 bucks and 500 bucks and finally somebody comes.

但是，就像現在很多剛起步的人一樣，當你為 200 美元和 500 美元做視頻時，你是如此渴望得到那份價值 1000 美元的工作，最後終於有人來了。

And I think that's where, going back to what he says, this is where we kind of get that short end of the stick is that we didn't have this type of conversation and we ended up taking that job for a thousand dollars.

我認為，回到他所說的，這就是我們的短處所在，因為我們沒有進行這樣的對話，結果我們只花了一千美元就接下了那份工作。

And now we're spending hours doing revisions and not getting to where we really...

現在我們花了幾個小時進行修改，卻沒有達到我們真正...

So are you saying to me, Rodrigo, that I cannot accept, no, I have to take it?

那麼你是說，羅德里戈，我不能接受，不，我必須接受？

Well, I'm not saying you don't.

我不是說你不知道。

I'm just trying to talk.

我只是想談談。

I'm just trying to like tell people on the internet to have an understanding because I think it's great.

我只是想告訴互聯網上的人們要有一種理解，因為我覺得這很好。

Like, you know, somebody called me the other day and they're like, I found somebody that does videos for 80 bucks.

比如，前幾天有人打電話給我，說我找到了一個做視頻的人，只要 80 塊錢。

I'm like, you hire him.

我就說，你僱他吧

And if that video is good, let me know.

如果視頻不錯，請告訴我。

Cause then I'll hire him too.

因為那樣我也會僱他

I'll give him plenty of work, but if you want me to do it, it's a minimum of a thousand dollars per video.

我會給他很多工作，但如果你想讓我做，每個視頻至少要一千美元。

He's like, well, that's going to be six grand.

他說，好吧，那要六千塊。

I'm like, yeah, or spend your $80 and you could get whatever you want for that.

我就說，是啊，或者花上 80 美元，你就可以得到任何你想要的東西。

But I can't help you with that.

但我幫不了你。

And I just know for other people, you know, for Dan would turn away a thousand dollars.

我只知道對其他人來說，你知道，丹會拒絕一千美元。

It's a lot of money for some of them, but it's like, but it's things we've learned from the pro group is you got to have a runway to be able to tell people no, but also being able to ask these educated questions.

這對他們中的一些人來說是一大筆錢，但這就像，但我們從職業組學到的東西是，你必須有一個跑道，能夠告訴別人不，但也能夠問這些有學問的問題。

Perfect.

太完美了

I want to respond to that and then Moe and then Alec, okay?

我想先回答莫伊，然後回答艾力克，好嗎？

You didn't have that thousand dollars before they called you, you were going to make life work regardless.

在他們打電話給你之前，你並沒有那一千美元，但無論如何，你都要把生活過好。

Don't fall into that mindset.

不要陷入這種思維模式。

Like now just because I call, I have to close the job that puts you in a horrible disadvantageous position.

就像現在，就因為我打了電話，我就得結束工作，這讓你處於非常不利的地位。

Don't feel like you have to do that.

不要覺得你必須這麼做。

I have another way.

我還有一個辦法。

If you had set the parameters as Chris, you can't say no to the client.

如果你像克里斯那樣設置了參數，你就不能拒絕客戶。

You can't refer him to Fiverr.

你不能推薦他去 Fiverr。

You must book the job.

您必須預訂工作。

I got another way to do it.

我有別的辦法。

Should we jump back in?

我們應該跳回去嗎？

Okay.

好的

He didn't give me that parameter.

他沒有給我這個參數。

So let's do it.

那就開始吧

So we're not going to do it from the beginning.

所以，我們不會從一開始就這樣做。

Okay.

好的

It's just, you want to spend a thousand bucks, right?

只是，你想花一千塊錢，對吧？

And that's it.

就是這樣。

Okay.

好的

Where are we at in the conversation?

我們的對話進行到哪一步了？

We're kind of at the, like, I didn't want to do it, but you're like, that's all I got.

我們有點像，我不想這麼做，但你說，我只能這麼做。

Okay.

好的

I really, really don't want to spend more than a thousand dollars.

我真的真的不想花超過一千美元。

I understand.

我明白。

A thousand dollars is a lot for you.

一千美元對你來說太多了

I hear your concern.

我聽到了你的擔憂。

I'd like to propose something else.

我還想提點別的建議。

Please.

請。

I'll do the video for you for free.

我可以免費為你製作視頻。

If we get the results that you want, I'd like a percentage of the results.

如果我們取得了你想要的結果，我想從結果中提成。

Can we do that?

我們能做到嗎？

No risk to you at all.

對你沒有任何風險。

That sounds fantastic.

這聽起來太棒了。

What's the percentage that you're thinking?

你認為的百分比是多少？

Well, we're talking about measuring the difference between traffic and revenue that you get.

我們說的是衡量流量和收入之間的差異。

There's lots of things I can't control.

有很多事情我無法控制。

So all I want to do is get paid per new customer that walks in your door.

所以，我想做的就是，每有一位新客戶走進你的門，我就能得到報酬。

How about since you say each customer is going to spend a hundred dollars with you, let's go half 50 bucks.

既然你說每位顧客會在你這裡花 100 美元，那就減半 50 美元吧。

No risk to you.

您不會有任何風險。

I take all the risk and I rely on your honesty.

我承擔所有風險，我依靠你的誠實。

What's the hesitation?

猶豫什麼？

I'm concerned that you're going to make a banger video.

我很擔心你會製作一部 "飆車 "視頻。

All I do is make banger videos, Mo.

我所做的一切都是為了製作視頻，莫。

I know.

我知道

I see them on the portfolio, bro. Big facts.

我在投資組合上看到它們了，兄弟。 大事實

Big facts.

大事實

That's why I called you to begin with.

這就是我打電話給你的原因。

Yeah.

是啊

And then we're going to get a lot of clients in the door and then I'm going to be out 50% of that revenue.

然後我們就會有很多客戶上門，然後我就會損失 50%的收入。

What if it exceeds a thousand?

如果超過一千呢？

It's going to exceed a thousand.

會超過一千人。

That's the whole point.

這就是關鍵所在。

I take all the risk.

我承擔所有風險。

You know who Peter Drucker is?

你知道彼得-德魯克是誰嗎？

I've heard of him.

我聽說過他。

All profit comes from risk?

所有利潤都來自風險？

Mm-hmm.

嗯

I'm taking all the risk or you can just pay me what I'm worth and you keep all the profit.

是我承擔所有風險，還是你按我的身價付我錢，你保留所有利潤？

What are you worth?

你值多少錢？

4,000.

4,000.

That's the minimum.

這是最低要求。

All right.

好的

You need time to think?

你需要時間思考？

No, I was going to break.

不，我要崩潰了。

I was going to break and ask a question, but.

我本來想休息一下，問個問題，但是。

Yes.

是的。

You just want to jump in.

你只是想跳進去。

What am I getting for 4,000?

4000 元能買到什麼？

A banger video.

精彩視頻

I'd like to know.

我想知道

I'd like to know what a banger video consists of.

我想知道 "砰砰 "視頻由哪些部分組成。

Show me behind the curtain.

讓我看看幕後。

We can talk about that later.

我們可以稍後再談。

But are we realistically now entertaining our $4,000 budget?

但是，我們現在是否在現實地享受 4000 美元的預算呢？

I'd like to put a non-exceed clause on the percentage that you get.

我想在你得到的百分比上加上一個 "不得超過 "條款。

So we're going back to the.

所以我們要回到

No, no, no.

不，不，不

We're not going back.

我們不回去了

I appreciate the fact that you're taking on all the risk, but I'm also wanting to be wary that if you get me a lot of clients, that you're not banking $10,000 for one video because it might not even cost you that much.

我很欣賞你承擔所有風險的做法，但我也想提醒你，如果你能給我帶來很多客戶，你就不會為一個視頻存入 1 萬美元，因為你可能根本花不了那麼多錢。

Let me ask you something.

讓我問你一件事。

If I can bring in a long line of clients for you, you're saying, please don't do that.

如果我能為你帶來一長串客戶，你會說，請不要這樣做。

No, not at all.

不，一點也不。

I'm saying, bring me the long line of clients.

我是說，給我帶來一長串客戶。

I mean, but that's what you're saying to me, like, please help me do this.

我的意思是，但這就是你對我說的，就像，請幫我做到這一點。

But if it works so well, I don't want to pay you anymore.

但如果效果這麼好，我就不想再付錢給你了。

You just said your minimum level of engagement is 4,000, right?

你剛才說你的最低參與度是 4000，對嗎？

Let's say that exceeds 4,000.

假設超過 4000 人。

Are you getting paid more than what you need?

您獲得的報酬是否超出了您的需求？

I see what you're saying.

我明白你的意思了。

Yeah.

是啊

There must be some confusion here.

這裡一定有一些混淆。

I can say that the two options that we have on the table right now is you pay me $4,000.

我可以說，我們現在有兩個選擇，一是你付我 4000 美元。

We're done.

我們完了

You keep all the money from that point forward.

從那時起，所有的錢都歸你。

That's it.

就是這樣。

You just paid me up front.

你只是先付錢給我。

Easy peasy.

輕而易舉。

The other one is I do it for free, but I take 50% of all new net revenue because I'm taking all the risk.

另一種是我免費提供，但我從所有新的淨收入中抽取 50%，因為我承擔了所有風險。

No limits.

沒有限制。

No limits or make you sleep better at night.

沒有限制，也不會讓你晚上睡得更香。

How about for the first year?

第一年怎麼樣？

Does that make you feel better?

這讓你感覺好些了嗎？

You're a wise businessman.

你是個明智的商人。

I can see that you're doing the calculations in your eyes right now and you're doing the calculations.

我看得出來，你的眼睛正在計算，你正在計算。

If this works, you're going to bring in this much money and you're going to pay this punk kid this amount of money.

如果成功了，你就能賺這麼多錢，還能給這個小混混這麼多錢。