So what would your pitch have been?

所以若是你，當初會怎麼投售(使用簡報的方式，兜售你的創業想法和計畫)？

To who?

你是指向誰投售？

To the sharks.

向那些創投。

-Oh, if I was looking for funding for real estate brokerage firm? -Yes.

-哦，是說假設我當時若要找人投資我的房地產經紀公司嗎？　-沒錯。

Wow, that's an interesting quesiton. I never was.

哇，這問題滿有趣的。我倒是沒有過這經驗欸。

I had one guy who offered me $300,000 for 50% of my company, thank God he changed his mind, but that was a lucky break.

我曾遇到一個傢伙想用30萬買下我公司50%的股份，還好他最後改變了主意，但那是沒料想到的好運。

But what would I pitch.... as a young person started out? -Yes.

不過我會如何投售...你是說當我剛起家的時候嗎？ -是的

I'd probably say I don't do anything that the other brokerage firms don't do, but is a proven model.

我應該會說，我不做什麼特別不同於其他仲介公司的事，但這是已受市場檢驗的商業模式。

People do brokerage for years, operating on that 5, 6% commission to make the money.

人們從事房仲業已經很多年了，靠收取 5, 6%的手續費賺錢。

I'm really good at people.

我很擅長處理人際關係。

I know how to spot people.

我很會看人。

I can hire the right people and I'm really good at firing.

我知道怎麼找到對的人，而且我開除員工毫不手軟。

I get rid of the losers quicker than a wink.

不到一眨眼的時間，我就會開除那些沒用的人。

-So I would say to you.... -I'm gonna give 50 million dolloars!

-所以我想跟你說的是... - 我要給你五千萬美元!

-No! Look at all of people who get the real estate license.

-不是啦! 看看那些拿到房地產銷售證照的人。

They've signed up. It's gonna be easy, I'm gonna sale some houses, get a commission.

他們簽了約，好像之後就能很順利的賣房子拿到仲介費。

What have you...why, how did you go and build this business?

你做了什麼..為何,你究竟是怎麼開始這樁生意的？

Because I already knew at that point.

因為我當時就意識到，

When I was 23, that I had 22 jobs and I felt that from quite a few of them.

也就是在我23歲的時候，我已經做過22個工作，其中有幾份工作讓我得到一些啟發。

I knew there was a lousy student and somehow maneged to survive.

我知道有些書讀得差的學生，依舊很努力地想在社會中生存。

I already knew that I, more than any other broker out there, was greater taking a hit and taking a rejection.

我當時就知道，比起外面其他仲介，我更能承受打擊以及接受被拒絕。

And what's the essence of world real estate brokerage or in any sales position? It's not how well you sell a talk.

而全球房仲業，或是任何業務的核心能力是什麼？並不是你多會運用話術銷售。

It's really how well you can take a hit, and how long you take to feel sorry for yourself.

而是在於你能不能承受打擊，並且要花多久時間在那邊自怨自艾。

Now when you take the hit, and you come back from it.

所以現在的你，在遇到挫折後重新站起來。

Are you feeling the hit?

你還會覺得很挫折嗎？

Of course you feel the hit.

當然會覺得很挫折啊。

So there's not....if you could get knocked back, that's not the problem?

所以並不是...只要你可以振作還擊，就沒有問題嗎？

Let me tell you something. The most passionate people, feel the hit the hardest.

讓我告訴你。通常那些最有熱情的人，最容易感到挫敗。

They feel the hit the hardest because they cared more than the next guy.

他們會打擊這麼大，是因為他們比其他人在乎得多。

And you wanna know? I have to tell you. My top salespeople at the brokerage group are earning 7,8 million dollars a year in my average income.

然後你知道嗎？我必須讓你知道。我們仲介公司最厲害的幾位業務，平均每年賺進七、八百萬美元。

For typical salesperson is 48k~50k.

而一般業務通常是四萬八千到五萬美金。

And I'm telling you, it didn't come down to context, it didn't come down even to how hard they work.

不騙你，這跟他們自己的背景環境無關，甚至也無關乎他們工作認真的程度。

My worst workers. They often work the hardest.

我們表現最差的員工通常工作最認真。

They came down to something to prove and getting back up.

歸根究柢，是因為他們想要證明些什麼，還有從失敗中站起來的能力。

I'm telling you. That's it!

不騙你。真的就是這樣！

So "something to prove" is difference between "40 thousand~50 thousand dollars" and "7~8 million" a year?

所以「想要證明自己可以」造就了每年四萬到五萬美元收入與七百到八百萬美元收入的不同？

Yes. Insecurity is a wonderful motivation.

沒錯。沒有安全感是個很強的動機。

I find at the Shark Tank when I can unravel something in a entrepreneur.

我在創智贏家(美國競賽節目)中，發現了一些創業家的特質。

where that person has been injured, never had good guidance.

在節目中，他不但受傷，沒有好的人來帶領他

Everybody said this about of him, that about of him.

其他人還在一旁說三道四。

They had their shot and they took control of their own universe.

他們放手一搏大膽嘗試，接著他們主宰了自己的世界。

They were gonna prove that they could do something.

他們就是要證明自己是能闖出一片天的。

Nothing's better than that.

沒有什麼比這個更有力量了。