我想做什么 what i want to do
是在教你怎么赢吗 is show you how to win
给唯一真正重要的人留下深刻印象 and impress the only person that really matters
这是未来 which is future
你不是下一个 you not the person next
对你不是对你面前的人也不是对台上的人 to you not the person in front of you not the person on stage
而不是你妈妈未来的你 not your mom future you
重点是 the point of this
演讲 presentation
是给你一种不同的方式来思考这个过程 is to give you a different way to think about this process
这样你就更容易赢了 so that you can make it easier to win
好的是这个过程 and the nice thing is that the process
我要告诉你如何在任何事情上获胜 i'm going to show you is how you can win at anything
这对赢得健康关系很有效 and it works for winning at health relationships
广告销售 advertising sales
房地产业务投资于其他任何东西 real estate business investing in anything else
我们必须做一些让事情变得酷起来的事情 we have to do things to get stuff cool
太棒了，好吧 awesome all right
所以说 so with that being
说让我们开始如何赢 said let's begin how to win
所以我要讲五件事 so i'm going to cover five things
该怎么做 what to do
怎么做为什么要做 how to do it why to do it
你需要成为什么样的人才能做到 who you need to become to do it
最后什么时候开始 then finally when to start
我们从第一个开始 so let's start with number one
简单地说，你需要做些什么才能赢 said simply what do you need to do to win
也就是打动未来的你和原因 aka impress the future version of you and the reason
我是这样定义胜利的 i define winning this way
这是给你们这些在顶端的人的吗 is that for those of you guys are at the top
你们知道自己是谁 and you guys know who you are
你不能把自己和别人比较 you can't compare yourself to everyone
你已经做得更好了 that you're already better than
我说的是成功的客观衡量 and i say that from a success like objective measurement
视角不是作为一个人，每个人都是美好的雪花 perspective not as a human being everyone's wonderful snowflake
但你不能拿自己和别人比较 but you can't compare yourself to people that you're
因为你会变得自满，你知道的 beating because you'll just get complacent you know that
献给这里的赢家 for those who are the winners here
对于那些不在顶端或正在攀登的人 for those you guys not at the top or who are on the climb
你只能控制你能控制的 you can only control what you can control
你只知道那是什么 and you only know what that is
所以这可能是有好处的 and so there might be advantages
或者你可能与生俱来的缺点 or disadvantages that you might have been born with it
也没关系，没人在乎 also doesn't matter no one cares
唯一喜欢借口的人是那些给借口的人 the only people who like excuses are the ones giving them right
让我们从一个活动开始向你证明 let's start with an activity to prove to you
你已经知道什么不该做 that you already know what not to do
这是一个过程图标版本 so this is a process icon version
我用得太多了，可能太多了 and i use this a hilarious amount probably too much
所以这个 and so this
我想至少我会把这归功于阿尔伯特·爱因斯坦 i think at least i will attribute this to Albert Einstein
查理·芒格说了很多 Charlie munger talks about it a lot invert
总是反 always invert
当你遇到棘手的问题 when you have a tough problem
所以我用这个，我们用它作为一个非常强大的工具 and so i use this and we use this as a very strong tool
因为 because
我们的大脑更容易找到问题而不是解决方案 it's easier for our brains to find problems than solutions
所以我们刚才不得不考虑 so we had to think earlier just now like
让我们想想感恩的事情 let's think of things for gratitude
有没有人有一瞬间会说"操 did anyone for a split second be like fuck
好的，还有人这样做吗 right anyone else do that
因为我在后台听到的，我觉得是对的 because i heard it backstage and i was like right
你马上就要上台了你应该感谢这个权利 you're about to be on stage you can be grateful for that right
我正在想这个，但是如果我说嘿 i was just thinking about that but like but if i said hey
你能想到一个问题吗 can you think of a problem
我现在可以给你20个 i could be like i can give you 20 right now
我马上就想到了 right off the top of my head
我就像我的膝盖 i was like my knee
有点疼，就像 kind of hurts a little bit like
我可以很容易地给你们出问题 i can start giving you problems really easily
但那是因为我们生来就是为了生存 but that's because we're programmed to survive
不是茁壮成长，我们的大脑会发现 not thrive our brains are programmed to find
威胁要确保 threats to make sure
我们还能看到新的一天 we live to see another day
不是为了让我们享受今天 not so that we enjoy today
所以我们实际上有一个更严重的问题 and so we actually have much stronger problem
寻找技能比寻找解决方案更重要 finding skills than solution finding
所以我想做的是 and so what i want to do
使用是焦虑驱动的威胁吗 is use our anxiety driven threat
为一些好的事情寻找大脑 finding brain for something good
这是 and so here's the
我要你想象你最不成功的一面，失败者 i want you to imagine the least successful version of you loser
那个人是做什么的 what does that person do
或者不做，以保证你不会赢 or not do to guarantee that you won't win
他们怎么保证你会输呢 how do they guarantee that you lose all right
所以大声说出来吧 so shout some of these out
就像那个人怎么做才会失去一样 just like what does that person do to lose
Netflix，好吧，我听说了 Netflix okay i heard that one
毒品，好了，我们走了 drugs okay we're going way
比我以为他像海洛因的想法更阴暗 deeper and darker than i was thinking he's like a heroin
上瘾，我说好吧 addiction i'm like okay
是的,理解 yes understood
我就知道你们会这么说 i thought you guys were gonna say something like this
没有耐心，迟到，毫无准备 be impatient show up late be unprepared
不确定我们能不能把海洛因扔上去 not confident heroin we can throw that up there
在事务 being transactional
而不是与你的客户和顾客建立关系 rather than relational with your clients and customers
不要跟进 don't follow up
有人说嘿 someone's like hey
我一直在考虑卖掉我的房子 i've been thinking about selling my house
你简直太棒了 and you're like awesome
然后你就再也不给他们打电话了 and then you just never call them
我有一个朋友 i've got a friend
谁可能对你的服务感兴趣，你会说 who might be interested in your services and you're like
真是太可惜了 that's a damn shame
不要做广告，不要要求推荐 Don't advertise don't ask for referrals
这些可能是一些东西 these are probably some things
那将保证你不会成功 that would guarantee that you won't be successful
对，也许我们还可以在这个列表中添加更多内容 right and there's probably more we could add to this list
所以我鼓励你们 and so i would encourage you
但如果你仔细想想 though if you really think about this
真正放下这些东西 to really put these things down
因为这是真的 because this is genuinely
当我想要发展业务时，我所考虑的过程 the process that i think about when i want to grow a business
当我想开始新的尝试时 when i want to get into a new endeavor
我想我怎么能保证我会输得像 i think how can i guarantee that i would lose like what
我会用最少的步数吗 would i in the fewest moves
我可以做出最少的东西 i could possibly make what are the fewest things
我能做的就是保证我输了，实际上 i could do to absolutely guarantee that i lose and actually
列表越小 the smaller the list
你可以让这些东西变得更有效 you can make the more potent those things are
如果只有一件事 if there's just one thing
你能做的就是保证你失去它 that you can do to guarantee that you lose that
通常会成为你如何获胜的北极星 usually becomes the north star of how you win
所以 so
我们如何利用大脑想出的这些东西来取胜呢 how do we use these things that our brains came up with to win
我们把它翻转过来 we invert it we flip it
所以 and so
这就是从病人到 this is what that would look like so from patient goes to
不好意思，病人去了 sorry patient goes to
耐心迟到就是永远准时 patient showing late is to always being on time
没有准备好 being unprepared to
总是做好准备或准备过度而没有信心 being always prepared or overprepared not confident to
自信的从事务到关系不会跟进 confident transactional to relational doesn't follow up to
总是跟进 always follows up to
不做广告 doesn't advertise to
不断地做广告 advertises constantly to
不要求推荐给 not asking for referrals to
一直在做一个关于我们公司的快速报道 always doing so quick story on this one of our companies
有一个销售人员的业绩超过了前一个 had one sales guy who's outperforming the previous
销售人员领先2倍 top salesperson by 2x
所以我想知道这个人在做什么 and so i wanted to know what this guy was doing
于是我拿起电话 so i hopped on the phone
她是这样的，我是这样的 which she was like and so i was like
你在干什么，伙计 what are you doing man
他说，等我把人卖了 and he was like after i sell someone
我只是问他们要不要带别人来 i just asked if they want to bring somebody else
我说，是的 and i was like yeah
然后我看了看销售总监 and then i looked to the sales director
我是，这他妈的不是已经写在剧本里了吗 i was is that not in the fucking script already
他说不 he was like no
不，是的，我想，为什么我们不执行它 no it is and i was like why are we not enforcing it
他就像我们现在一样 he was like we are now
就是这么简单 and so simple shit right
还有很多人 and so a lot of you
男人已经知道怎么赢了，因为你们知道怎么输 guys already know how to win because you know how to lose
所以把它翻转过来 so flip it so after all
我想这里的每个人都知道该怎么做才能赢 that i guess everybody here does know what to do to win right
但也许你只是不知道该怎么做 but maybe you just don't know how to do it
我们来讨论一下 so let's talk about that
所以大多数时候我们不做事情 so most times we don't do things
因为我们还没有把它们分解成最基本的形式 because we haven't broken them down to the most basic form
技能越高 the more skilled
你是更一般的 you are the more general
一个命令可以是，你可以遵循它，所以有人会说，莎伦 a command can be and you can follow it so someone can go Sharon
就像嘿 could be like hey
你想和我一起给公司打个赌 you want a gv on this company with me
他们会说，你能种吗 and they'd be like can you grow it
我会说当然 and i would say sure
很一般的命令你一定能把生意做大 very general command can you grow this business sure
如果你对一个蹒跚学步的孩子说，把生意做大 if you go to a toddler and say grow this business
他们会问这是怎么回事 they're going to be like what does that
的意思是 mean
但问题是，我们和蹒跚学步的孩子并没有太大的不同 but the thing is that we're not so dissimilar from toddlers
只是我们的自我成长了 it's just that our egos grew up
但不是我们的能力 but not our abilities
所以你可能会对首席执行官说，去招聘技能较差的人 and so you might say to the ceo go advertise the less skilled
你越是崩溃 you are the more broken down
命令必须是为了遵循它 the command must be in order to follow it
所以如果我真诚地告诉孩子 so if i were to tell the toddler genuinely
如何发展业务 how to grow the business
它可能从按下按钮开始 it might start with hit the button
然后等到灯亮起 then wait until the light comes on
然后点击蓝色的圆圈 then click the blue circle
然后输入facebook.com，点击回车，大家都看到了吧 then type in Facebook com hit enter you guys catching this
那么区别是什么呢 so what's the difference
说明书的详细程度 the level of detail in the instructions
这就是为什么两个人可以参加同样的培训或活动 this is why two people can go through the same training or event
并得到截然不同的结果 and get wildly different results
结果归结为技能的数量 results come down to the number of skills
这个人有 the person has
以及理解和执行所需的技能 and the number of skills required to understand and execute
这就是学习的过程 this is how learning happens
这是本次比赛的获胜者需要掌握的技巧 so skills for winner coming into this event
今天可能是 today might be
他们已经知道如何通过电子邮件进行营销 they already know how to email market
他们已经有了个人魅力 they've already have charisma
他们知道怎么说话 they know how to speak
他们知道如何跟进，他们有这些技能 they know how to follow up they have these skills
这里的另一个人可能没有技能 the other person here might have no skills
他们可以参加这个活动 and they could attend this event
然后什么也不会发生 and then nothing would happen was it the event
或者是这个人 or was it the person
只是有一些必要条件 it's just that there are requisites
就像在大学里一样 just like in college
你有做某事的必要条件 you've got requisites to do something
你必须拥有以前的技能才能进入下一个阶段 you have to have former skills to advance to the next level
不幸的是，这真的适用于 and unfortunately and this really applies to
如果你有团队，如果你是队友 those you have teams and if you are a teammate
如果你有的话，你可以反过来想 you can think about this in reverse if you have
命令或指令链中断裂的一环 one broken link in the chain of commands or instructions
有些人不明白他们被困住了 that someone does not understand they get stuck
然后他们没有完成任务，你就会想 and then they do not complete the task and you're like
为什么你这么无能，这可能只是 why are you so incompetent and it might just
因为他们连一步都不懂，比如说 because they don't understand one step and so for example
比方说你听说去做广告对技能 let's say that you hear go advertise right skilled
有人在上面说 guy says on it
技能较差的人说 the less skilled person says
但是现在如何将其与打开电脑进行比较呢 but how now compare that to turn on your computer
你觉得每个人 do you think everybody
在你的团队中可以做到这一点 in your team can do that right
这意味着这里的每个人都能成功 so that means that everybody here can be successful
如果你真的把它分解成一个层次 if you literally just break it down to a level
你不能失败 that you can not fail
你能理解每一步，这样才有意义 that you understand every step does that make sense
我能做到的 that i can do
所以你需要把事情分解到最基本的层面 so you need to break things down to their most basic level
这样每个人都可以学习它们 so that everyone can learn them
当你这样做的时候，你会让更有技能的人更容易做到 and when you do that you make it easier for more skilled people
你让技能较低的人也有可能 and you make it possible for less skilled people
举个例子 and so for example
我之前说过要更有魅力，对吧 i said earlier on purpose be more charismatic right
如果有人更有魅力，我们能同意吗 can we agree that if someone's more charismatic
他们可能在这个领域做得更好 they might do better in this field
一般来说是的 in general yeah
很酷的 cool
这是什么意思? what does that mean
它的意思是当人们走路时微笑，改变重点和音调 it means smile when people walk in change emphasis and tonality
当你说话的时候 when you're talking
记住别人的名字，问问别人的情况 remember people's names ask people about themselves
多次点头，然后在别人点头的时候做出回应 nod multiple times and then respond when people are
说话留意 talking keep eye
当你进出房间时，请告诉房间里每个人的联系地址 contact address everyone in the room when you enter and exit
我们可以说这个人很有魅力 we might then say that person's charismatic
但如果有人对你说要有魅力 but if someone says to you be charismatic
你可能会说，好吧 you might be like okay
但如果有人说做这六件事，你认为 but if someone said do these six things do you think
你可以这么做 you could do that yes
你必须把它分解 you have to break it down
这是良好的教与训与学的本质 this is the essence of good teaching and training and learning
如何学习将使你更好地自学 how to learn will make you better at teaching yourself
然后延伸到你的团队 and then by extension your team
所以，如果你能学会的话，这里有一个写作技巧 so here's the writer downer if you can learn it
这是一种技能，如果这是一种技能 it is a skill and if it's a skill
你可以教它 you can teach it
所以我全心全意地拒绝 which is why i wholeheartedly reject
人是按某种方式出生的 the concept of people being born a certain way
他们可能有物理属性 they might have physical attributes that
引导环境以强化某些行为 orient the environment to reinforce certain behaviors
但如果他们变成那样 but if they became that way
不管是正式的还是非正式的，他们都被教导要这样做 they were taught to be that way either formally or informally
但是他们知道 but they learned that
因为这在他们的生活中得到了强化 because it was reinforced at some part in their lives
也就是说现在，如果你喜欢 which means right now if you're like
我天生没有魅力 i'm not naturally charismatic
孩子也不是，他们会学习，如果你能收起你的自负 neither are children they learn and if you can pock your ego
你也可以 you can too
这意味着这些特征 which means that these traits
每个人都说 everyone says
最好的是天生的 the best are born with
仅仅是一桶小技能吗 are simply buckets of smaller skills
我们把它们组合成一个更大的术语来节省时间 that we group together into a single larger term to save time
当我们交流的时候 when we're communicating
我们不打招呼 we don't say hey
约翰尼是个很好的房地产经纪人 Johnny's such a good realtor
因为每个人进门时他都会微笑 because he smiles when everyone walks in the door
他能记住每个人的名字，还能改变自己的语调 he remembers everyone's name he changes his tonality
当他说话的时候 when he speaks
他总是说 he always addresses
当他进出的时候，所有人都在里面和外面 everyone inside and out when he enters an exits
我们不会这么说，我们只是说他很有魅力 we don't say that we just say he's charismatic
但这种语言上的速记是混淆的根源 but that shorthand in language is a source of confusion
记住在开始的时候 and remember at the beginning
我问简历 i asked the resume
宫城先生认为不用担心它会回来的 Mr Miyagi think don't worry it'll come back
问题是我们知道如何教幼儿 and the thing is that we know how to teach toddlers
但这也是 but it's also
成年人是如何知道我们的自我过于敏感而不允许它的 how adults learn our egos are just too sensitive to allow it
所以我想让你们做的是 and so what i want you to do
是实施 is operationalize
我们之前一起制定的行动计划，对吧 the list of actions that we figured out together earlier right
我们列了一张你知道的所有方式的大清单 we had this big list of all the ways that you know
你可能会输，我们把这些转变成我们赢的方式 you can lose we flip those into how we can win
然后我们把这些话当做耐心 and then we take those words like be patient
是有魅力的 be charismatic
总是准时，我们说我怎么操作，做什么 always be on time we say how do i operationalize that what do
我确实打开了按钮 i actually do turn on the button
打开电脑，按回车键，我们怎么做呢 turn the computer on hit enter how do we do that
如果你想知道什么是可操作的 and so if you're like what does operationalize
意思是用动作或行为来解释 mean explain using actions or behaviors
你可以用眼睛看 you can see with your eyes
有魅力的人，我无法用眼睛看到 someone being charismatic i can't see with my eyes
他们走进来的时候笑了吗 did they smile when they walked in the door
我可以观察到他们是否直呼某人的名字 i can observe that did they call someone by their name
我可以观察到他们做了什么 i can observe that did they whatever
我清单上的其他事情都是对的 the other things on my list were right
不，这不是感觉，想法，意图 no it's not feeling thoughts intention
抑郁症的表现 depression manifestations
肯定或心理学 affirmations or psychology
这些东西都不属于指令 none of those things belong in instructions
为什么，因为你没有 why because you have no
知道别人在想什么 idea what anyone else is thinking
我们所知道的是，作为一个群体，当人们遵循这个过程时 all we know is that as a group when people follow this process
越来越多的人购买，这很酷 more people buy and here's the cool
这就是我们需要知道的 that's all we need to know
我们不需要测试心理学的科学性 we don't need to test the science of the psychology
我们只知道当我们和别人打招呼的时候 we just know that when we greet people
我们看着他们的眼睛 we look them in the eyes
我们摇动它们 we shake them
我们记得他们的手 we remember their hand
然后我们继续这个节奏，它起作用了 and then we follow up on this cadence it works
这就是我们需要知道的 that's it it's all we needed to know
然后去做，我们知道如果我们做这些事情 and then do it and so we know that if we do these things
你得到了这个结果 you get this outcome
这让学习和教学变得简单多了 and that makes learning and teaching a lot simpler
我们只处理我们可以测量和观察到的东西 we deal with only what we can measure and observe
我向你保证如果你能看看这个世界 and i promise you if you can look at the world
这样，你看到的90%的新闻内容 this way 1 90 percent of the content you see in your newsfeed
你只要把它当作噪音忽略就行了 you will just be able to ignore as noise
因为人们喜欢 because people are like
这是小时候内心创伤的表现 it's the manifestation of the internal trauma from child
微笑着和他们握手 just smile and shake their fucking hand
就像停下来 like just stop
停止 stop
我再举一个例子 so let me give you another example
这是一个我很纠结的问题 this is one that i actually struggled with
所以我花了很多时间试图将词汇操作化 so i spend a lot of my time trying to operationalize words
因为这能让我更好地了解这个世界 because it just helps me understand the world better
因为我觉得我一点也不懂 because i don't feel like i understand much at all
我只是在我的概念中分享这些东西 and i just share that stuff in my concept
因为我把我想明白的东西分享给大家 because i share the stuff as i figure it out
至少是我自己想出来的 or at least as i figure it out for me
我一直是一个认同自己的人 i have always been somebody who identified
作为一个没有耐心的人 as being an impatient person
我想如果我要成为 and i figured if i was going to be
投资者的耐心可能是 an investor patience would probably be
这是非常重要的性格特征 a very important character trait to have
我说，怎么做 and i was like how do
如果有人说耐心点你就会说 i do that if someone's like be patient you're like
现在是什么权利? now what right
这是什么意思呢 so what does that mean
因此，耐心意味着在此期间要弄清楚该做什么 so patience means figuring out what to do in the meantime
做任何事情都是这样 that's it ak doing anything
除了做你不想做的事 besides doing the thing you're avoiding
包括什么都不做 including doing nothing at all
这就是为什么 this is why
其中一些字典 some of these dictionary
定义实际上很难做任何事情 definitions are very difficult to actually do anything with
它不是接受或容忍延迟的能力 it's not the capacity to accept or tolerate delay
烦恼受苦而不生气 trouble suffering without getting angrier upset
你先想想这段时间该怎么做 just figure out what to do in the meantime
这是耐心提问，谁有投资 that's being patient so quick question who here has investments
这不是一个很灵活的问题，现在很酷 this isn't like a big flex question okay cool now
现在 right now
前提是你不是在罗宾汉上卖你的东西 provided you literally aren't on Robin hood selling your shit
你现在在这里已经很有耐心了 you are being patient by just being here like right now
你的投资正朝着这个或那个方向发展 your investments are moving in one direction or another
你很有耐心 and you're being patient
因为在此期间你已经想出了别的办法 because you've figured out something to do in the meantime
哈 huh
没那么难 not so hard
换句话说 in other words right
是的，我写了这个 yeah i wrote this there we go
这就引出了我的下一个问题 which brings me to my next how point
简单讲一下二进制和连续体 binaries and continuums real quick
这并不是说你是否有耐心和原因 it's not that you are patient or not and the reason
我要强调 i'm emphasizing
这是因为有时候 this is because sometimes
试图培养这些特质是不现实的 it can feel unrealistic to trying to teen these traits
就像这样 it's like well
我很难有魅力 it's so hard for me to be charismatic
或者不是轻声细语或者耐心等待 or not soft spoken or patient right
但这不是做还是不做的问题 but it's not about being it or not being it
问题是你有多耐心 the question is how patient are you
也就是说它不是二元连续体 which means that it's not a binary to continuum
我能通过行动慢慢地朝着这个方向前进吗 can i move myself slowly in this direction by taking actions
这使得你的每一项技能都可以得到提高 which makes every skill you work on improvable
所以我们所做的一切都是为了给人留下深刻印象 and so everything that we do to impress
我们未来的自己是另一个证据，证明我们会更多地行动 our future selves is another proof point that we act more times
而不是这样 than not in this way
直到最后 until eventually
我们开始用耐心或细节来描述自己 we begin to describe ourselves as patient or detail
导向型或魅力型 oriented or charismatic
这使我们能够看到这些引用特征的进展 this allows us to see progress with these quote traits
哪些是更大的技能 which are really just buckets of larger skills
我们用它来速记 that we do shorthand with
这样我们就可以交流了 so we can communicate
所以现在 and so now
我们已经讲过了，我最终可以定义三个术语 that we've covered that i can finally define three terms
我想这对在座的每个人都很重要 that i think will matter for everyone in this room
并巩固如何学习的智力和信心 and cement the how learning intelligence and confidence
让我们从学习开始 so let's start with learning learning
意思是相同的条件 simply means same condition
新的行为，同样的事情发生，然后你做出反应 new behavior so the same thing happens and then you respond
这就是学习 differently that's learning
如果我给你红牌，然后扇你耳光 so if i show you a red card and then i slap you
哇，这太糟糕了 like wow that sucked
然后我把它放回口袋里 then i put it back in my pocket
然后我又拿出我的红牌 and then i bring out my red card again
然后我扇你一巴掌 and then i slap you
然后我又拿出红牌，你就闪开 then i bring out my red card again you duck
您学习了 you learned
电话响了 the phone rings
你好 hello
没有脚本电话铃声 no script phone rings
嗨 hi
电话响了 phone rings
读你学过的剧本 read the script you learned
同等条件下 same condition
新行为学习 new behavior learning
所以请记住这个 so please remember this
因为我会多次提到这个 because i'm going to hit on this multiple times
在整个学习过程中，你的行为条件是一样的 throughout learning means same condition your behavior
如果你遇到同样的情况 if you're presented with the same situation
你没有改变 and you do not change
你怎么做你还没学会 how you behave you have not learned
这就是学习智能的速度 so that's learning intelligence how fast you change
你做什么 what you do
在同样的情况下，智力就是学习的速度 in the same situation intelligence is rate of learning
学习速度 speed of learning
所以笨蛋电话响了，没有脚本 so dummer phone rings no script
电话响了没有脚本 phone rings no script
永远不会改变dummer never changes dummer
喜欢这有多复杂 liking how complex this is
智能手机响铃没有脚本 smarter phone rings no script
电话铃声显示 phone rings read
脚本 script
变化更快更聪明 changes faster smarter
每个人都想认为自己很聪明 everyone wants to think they're smart
但你们中的许多人会离开这个活动 but many of you will leave this event
回到同样的环境，不要改变你的行为 go back to the same environment and not change your behavior
如果是你，这两个中哪一个比你低 so if that's you which one of these two are you below dumber
每个人的喜欢 everyone's like
或更聪明 or smarter
所以你可能从来没想过自己很聪明 so you may not have ever thought that you were smart
但是如果你改变你的行为 but if you change your behavior
你甚至可以打败最聪明的人 you can beat even the quote smartest person
所以你才需要加入德尔塔 which is why you need to be Delta
你需要一个三角形的变化 you need to be a triangle change
不是17号，而是一个正方形的右 instead of an l7 weenie a square right
这就是三角形获胜的原因 that's why triangles win
因为我们在改变 because we change
这就是智力 so that's intelligence
哪个是简单的学习速度 which is simply rate of learning
你改变行为的速度有多快 how quickly you change your behavior
在相同的条件下 under the same conditions
那么，我们如何将其与信心联系起来呢 so how can we tie that to confidence
因为我认为 because i think
我们能不能同意找个更自信的房地产经纪人 could we agree that a realtor who's more confident
在这个领域可能会比一个不好的人做得更好 would probably do better in this field than one who isn't okay
这个百分比太棒了 awesome the percentage
统计学中某件事发生的可能性 likelihood that something happens in statistics
你有一个信心指标 you have a confidence metric
我们多么自信啊 how confident we are are
我们知道有些事情将要发生 we that something's going to happen
自信是特定领域的 and confidence is domain specific
这样你就能成为一个自信的房地产经纪人 so you can be a confident realtor
还有一个不那么自信的家长挺有意思的 and a not so confident parent kind of interesting
那么，如何用证据来提高你的自信心呢 so how do you increase your confidence percentage with proof
你如何创造 how do you create
证明你做到了 proof you do it
很多时候，你怎么能确定 a lot of times and how can you make sure
你有个大人物 you have a high personage
很可能是剧本出来了 likely that the script comes out the way
你想和客户在一起 you want it with a client
在特定的情况下做 you do it in the exact situation
很多时候，因为信心是特定领域的 a lot of times because confidence is domain specific
有些人对着镜子练习演讲 there are some people who practice their speech in the mirror
但是当他们上台的时候 but when they get on stage
他们僵住了，就像 they freeze they're like
但是我练习过这个 but i practiced this thing
但他并没有在众人面前练习 but he didn't practice it in front of a crowd
它变成了特定领域 it becomes domain specific
你听起来很确定你是这么做的多做几次 you sound so certain here's how you do that do it enough times
你会厌倦的 that you get bored of it
就像你能完成句子一样，你也能做到 like you can complete the sentences you can do it
当你开车的时候，你可以在任何情况下这样做 while you're driving you can do it in any situation
你想要，因为你猜怎么着 you want because guess what
那是你执行脚本的时候 that's when you'll be performing the script
所以这是一个作家的自信来自于过去 so here's a writer confidence comes from the past
不是现在 not the present
如果你的计划需要运气 if your plan requires luck
如果你需要运气的话，这是个糟糕的计划 it's a bad plan if you need to get lucky
为了赢得这场比赛 in order to win in this game
你不会赢的 you will not win
所以你可以做好准备 so you can prepare
在你需要之前，你会这样做 and you do that in the past before you need the
在你口渴之前挖井，所以现在 skill you dig the well before you're thirsty so now
我们掩盖了你们这些家伙 that we covered the what you guys
所有人都知道你应该做的一大堆事情 all know the big list of things that you should be doing
你可以把它分解成一个操作化的 and you can break it down into an operationalized
一点基本的 little basic nugget of
我可以用how来做这个 i can actually do this with the how
让我们来谈谈为什么你应该这样做 let's talk about why you should
但不 but aren't
所以 so
在我的小y类别中，我要讲两件事 i'm going to talk about two things within my little y category
外部条件和内部条件 external conditions and internal conditions
我从这里开始 so i'll start here
这就像经济一样 that's supposed to be like the economy
我不知道这样的视觉效果是否经济 i don't know if that little visual looks economic
不过我还不错 but i liked it okay
所以这就是为什么你可能不会这么做 so here's why you might not be doing it
我把这称为机会跳跃的五个阶段 i call this the five stages of opportunity hopping
所以你从第一步开始盲目乐观 so you go from step 1 uninformed optimism
在这种低利率环境下，你就像一个人 and you're like man in this low interest rate environment
我表哥做房地产赚了一大笔钱 my cousin is making a killing in real estate
我也能做到一定很棒吧 must be amazing i could do that too
然后你跳进去，进入第二步 and then you hop in you go to step two
哪是信息悲观啊 which is inform pessimism huh
这并不像我原来那么容易 this is not as easy as i originally
认为 thought
人们不只是来把房子卖给我 people aren't just coming to give me their homes to sell
天啊，天啊 well gee golly
然后一直走，一直走 and then you keep going you keep going
到了第三点 and you reach the third point
在那里你就像绝望之谷 where you're like the valley of despair
生活到底是什么 what is life is this really
我想做的是我对房地产充满热情 what i want to do am i passionate about real estate
我真的很喜欢做一个顾家的人 i really do love being a family person
然后你开始找理由不去做正确的事情 and then you start justifying reasons not to do something right
大多数人都是这么做的 and this is what most people do
他们是不是到了绝望的地步就跳下去了 is they get to the value of despair and they jump
因为在开始的时候 because in the beginning there
你看到你的表弟了吗? you saw your cousin
谁考得好 who is doing well at real
你说我要跳进去了 and you were like i'm going to jump in
但你之前做过一些事 but you were doing something before
你只是那东西的多余价值 that that you were just the value to spare of that thing
所以你所做的一切都不是你 and so all you do is are not you
但是很多人所做的就是 but all many people do is that they just
无知的乐观 uninformed optimism
明智的悲观，绝望的价值，无知的乐观 informed pessimism value of despair uninformed optimism
如果这听起来很重复你们中有些人经历过 and if it sounds repetitive some of you have lived
这事他妈重复了十次 this thing ten fucking times
哈哈哈哈 哈哈哈哈
你们很多人现在都在这里 and so many of you guys are here right now
现在的气候比24个月前更加严峻 it's a tougher climate than it was 24 months ago
但这是它正确时的样子 but here's what it looks like when it's right
你进入第四阶段 you go to stage four
这就是知情乐观主义 which is informed optimism
你知道吗 which is you know what
当我进入这个领域时，有一个过程 there is a process that when i got into this
我不明白 i didn't understand
但现在我明白了 but now i do understand it
我把它分解成我能做到的行动 and i've broken it down into actions that i can do
并定期演出 and perform on a regular basis
我有一个反馈循环 and i have a feedback cycle
这样我就可以学习如何变得更好 so that i can learn how to get better
我会根据自己的进步来衡量自己 and i will measure myself on the progress
我对我所承诺的事情所做的 that i do to the things that i've committed to
我知道怎么赢 i know how to win
做完这些，就到了第五步 and then you do that stuff and you get to step 5
也就是你赢了，然后你质疑生命的意义 which is you win and then you question why life is
一开始就毫无意义 meaningless to begin with
但是不管怎样，我们稍后会讲到 but whatever we'll get to that later
所以当我们坚持做一件事时，我们会得到更多的回报 so we get more for what we put in when we stick with things
当你坚持做某事时，你会得到复利回报 you get compounding returns when you stick with things
更长，等等 longer and so
财富是在困难时期创造的 wealth is made during the hard times
因为市场占有率最大 because the largest percentage of the market
转移到剩下的少数人身上 transfers to the few left standing
那家伙算出来了 that guy work out
你做的事情越多 the more you do anything
你做得越好，你所处的环境就越多 the better you get at it and the more environments you do it in
你在更多的环境中做得越好 the better you get at it in more environments
尤其是考虑到现在的宏观经济环境 especially considering a macrocorn environment right now right
所以问题是你更信任谁卖掉你的房子 so the question is who would you trust more to sell your house
经历了三次经济衰退却从未离开的经纪人 the agent who's been through three recessions and never left
这个职业 the profession
不押韵不是故意的，听起来很酷 no rhyme didn't mean to do that it sounds cool
或者玩杂耍的人 or the agent who juggles
三次机会，方便的时候进进出出 three opportunities and hops in and out when it's convenient
好吧 well
有些人说这就是我 some people were like that's me
对，你想知道为什么你没有赢 right and you wonder why you don't win
所以你的客户也是这么想的 and so your clients feel that way too
即使现在看到你的人 even if the people who see you right now
不在市场上 aren't in the market
他们总是在决定谁 they're always deciding who
他们会跟着去的 they're going to go with when they do
所以人们 and so people
包括未来 including future
你会看到你做什么和如何表现 you will be watching what you do and how you act
所以你需要做三次 and so you need to do three times
今天的工作也是为了同样的结果 the work for the same outcome today
但十倍的目光都在盯着你 but ten times the eyes are on you
所以如果你在困难时期完成交易 and so if you close deals when times are hard
他们会知道你可以关闭他们的 they'll know you can close their
在轻松的时候交易 deal when times are easy
所以TLDR停机时间是 so tldr downtimes is
当英雄诞生的时候，技能就会得到磨练 when champions are made it's when skills are sharpened
如果你现在能赢 if you can win now
当经济好转时 when the economy turns around
你会碾碎 you will crush
我喜欢这句话，一个游手好闲的人永远不会成为一个熟练的水手 i love this quote a smooth c never made a skilled sailor
这里谁他妈想成为伟大的 who here wants to be fucking great
那我们就该祈祷有暴风雨 then we should fucking wish for storms
因为如果你想成为一名熟练的水手 because if you want to be a skilled sailor
那么你需要你不能成为伟大的，除非 then you need you cannot be great unless
你有东西可以测试你自己 you have something to test yourself against
你不能说你是忠诚的 you can't claim that you were loyal
直到有人，如果你结婚了 until someone if you're married
直到有人向你走来 until somebody comes up to you
你说我很好，你可以整天说我忠诚 and you say i'm good you can just claim loyalty all day
但在你测试之前 but until you test it
你没有技能，因为你今天没有证据 you don't have the skill because you have no proof today
这些时间是给我们自己的机会 these times are opportunities to give ourselves
证明了我们是谁 proof of who we really are
我认为这是 and i think that is
困难时期最能激励人的事情之一 one of the most motivating things of hard times
就是这些 is that these are
总有一天你会讲述自己的故事 the stories that you will someday tell about yourself
这就是让你与众不同的作家 so here's the writer what makes you extraordinary
不是你该做的 isn't what you do
是多长时间 it's how long
你愿意这么做，因为这没什么特别的 you're willing to do it for there's nothing extraordinary about
说出某人的名字 saying someone's name
和他们握手 and shaking their hand
我是说这很棒 i mean it's great
但这是非同寻常的吗? but is it extraordinary
我不知道 i don't know
但如果你在余生中每次都这么做 but if you do it every single time for the rest of your life
就这么简单，是不是很了不起 is that extraordinary something as simple as that yes
所以重要的不是你做了什么而是你花了多长时间 it is so it's not what you do it's how long
你愿意这样做，所以 you're willing to do it for and so
我说过我要讲两件事外部条件 i said i was going to talk about two things external conditions
是现在吗? did that now
我要谈谈内部条件 i'm going to talk about internal conditions for why
你没有做你应该做的事 you're not doing something that you should be doing
那么动力从何而来呢 so where does motivation come from
我不知道 i don't know
童年创伤我没有得到足够的拥抱，对吧 right childhood trauma i didn't get hugged enough whatever right
动力来自剥夺 motivation comes from deprivation
让我暗一会儿 let me get dark for a second
比如这个人就会很有趣 it'll be fun this person for example
是否很有动力去呼吸 is very motivated to breathe
你要去吗? are you going to
我同意 agree on that
好的，下一点 okay next point
没有动力做爱 unmotivated to have sex
他们可能是谁知道你们有些人很疯狂 they might be who knows some of you guys are wild all right
我不想呼吸，好了，冷静点 i don't want to breathe all right calm down
好的, okay so
好吧，继续前进，我知道，继续前进，我继续前进 all right moving on i know that yeah moving on i'm moving on
让我来解释一下 so let me explain so
什么时候你更有动力吃东西、喝水、睡觉 when are you more motivated to eat drink water sleep
当你饿的时候 when you're hungry
又渴又累 thirsty and tired
那是你最有动机的时候 that's when you're the most motive
你有没有吃完一顿大餐，像个男人一样 it have you ever finished a big meal and be like man
我可以再吃一个披萨，可能不行 i could go for another pizza probably not
如果你喝了一大加仑的水，然后说 if you drink a big gallon of water and be like
我当然不想再喝水了 i don't want any more fluids of course
不是因为你没有被剥夺 not because you're not deprived
所以当你吃饱了 and so when you're full
你吃完感恩节甜点就不想吃了 you don't want it anymore after you finish Thanksgiving dessert
你吃饱了，还饿吗 you're stuffed are you still hungry
不，在你喝了一大堆水之后，你还想要更多吗 no after you drink a bunch of water do you want more
没有所以 no so
这与获胜和赚钱的动机有什么关系 what does this have to do with motivation to win and make money
我告诉过你我会把它包起来，我会把它移开，因为按照这个逻辑 i told you i'll wrap it i'll move it because by this logic
难道不是所有的穷人都被激励了吗 wouldn't all poor people be motivated
既然他们被剥夺了金钱权利，那就说得通了 since they're deprived of money right that would make sense
但我们知道事实并非如此 but we know that's not the case
因为赚最多钱的人 because the people who make the most money are
那些一直想赚更多钱的人 the ones who keep wanting to make more huh
这就是为什么你知道自己累了、饿了或渴了 so here's why you know when you're tired hungry or thirsty
你感觉到一个缺口 you perceive a gap
你的动机和你的被剥夺成正比 and your motivation is proportional to your deprivation
你没有多少 how much you don't have
这个人比另一个人更饿 this guy is much hungrier than the person who's just like
也许我会在回家的路上吃晚饭 maybe i'll have dinner on the way home
这就是为什么钱 and so here's why money
动机比饥饿更复杂 motivation is more complicated than hunger
或者渴得被钱困住 or thirster being sleepy with money
剥夺不是生理上的 deprivation is not physiological
这是心理 it's psychological
你只觉得自己很穷 you only feel poor
如果你觉得你们之间有很大的差距 if you perceive a large gap between where you are
以及你真正想去的地方 and where you really want to be
我来直观地展示一下 so let me show you this visually so
假设你的月收入是5000美元 let's say you're at five thousand dollars a month in income
还有你想每月挣一万美元的愿望 and your desires to get to ten thousand dollars month
很好 fair enough
现在很酷 cool now
假设这个人的月收入是一百万 let's say this guy is doing a million a month of income
但是他想要一个月的收入达到一千万 but he wants to get to ten million a month of income
相对于他们的目标，一个人更近 relative to their goal one guy is closer
他只完成了一半的目标 he's only half of his goal
另一个人是他目标的十分之一，他被剥夺了更多 the other guy is one tenth of his goal who is more deprived
陪在五个人身边十次 hang around five people with ten times
你拥有的净资产 the net worth that you have
你会觉得自己比以前更穷，当你 and you'll feel poorer than you ever did when you
身边的穷人比你还穷吗 were poor around poor people than you
这是给我孩子们的霍莫兹家庭绕口令 that'll be a hormozi family tongue twister for my children
改变你的最低标准裁判斯托尔从创 ak changing your minimum standard judge stoll from Tron
最能预测财富的是智商 the number one predictor of wealth is an iq
性别种族 gender race
让我吃惊的是你出生的邮政编码 and this one startled me it's the zip code you're born in
有点耍你 kind of fucks with you
你会觉得这和种族无关 a little bit you're like huh it's not about race
这与性别无关 it's not about gender
这甚至与智商无关，这只是你出生的地方 it's not even about iq it's just where you're born
也就是说是那些东西 which means it's the things
我们和自己比较是因为你的环境 that we compare ourselves to because your environment sets
你的标准，如果你改变环境 your standards if you change the environment
你改变了你的行为 you change your behavior
这就是为什么像这样的网络如此有价值 this is why networks like this are so valuable
你基本上可以让别人做任何事 like you can basically get someone to do anything
如果你调整环境 if you orient the environment
正确的方式 the right way
我可以让所有人 i can get everyone
是来脱衣服的 here to take off their clothes
如果这个房间的温度是150度 if i make this 150 degrees in this room
我可以，你可以，如果你改变环境 i could you could if you change the environment
如果我让你点赞，你就能改变行为 you can change behavior if i told you to like hey
大家都开始挖，就像我很厉害一样 everybody get digging and be like i'm good
亚历克斯，够了，把这玩意开到150人开始脱衣 Alex fair enough crank this thing to 150 people start stripping
我不需要说什么 i didn't need to say anything
环境更能改变人的行为 the environment changer behavior more
这就是为什么像这样的地方 than i ever could this is why places like this
在这样的网络中是很有价值的 in networks like this are so valuable
所以如果你想更有动力 and so if you want to feel more motivated
改变你和谁比较 change who you compare yourself to
我们的环境扩大了这一差距 our environment stretches the gap
你会体验到这种剥夺 and you experience the deprivation
富人比穷人更缺钱 rich people are more deprived of money than poor people
因为 because
他们把自己比作富人，而不是穷人 they compare themselves to richer people than poor people do
这是对这个极端例子的补充 it's in addition to this extreme example
你看到的是一个背着包的人 you've got the guy with a bag on his back
他不需要别的了，我什么都有 nothing else he needs i have everything
我需要两个，我需要一切 i need two i need everything
谁被剥夺的更多 who's more deprived
所以你可能会说 so you might be like huh
这看起来有点黑暗 this seems kind of dark
有没有一种干净的方法来做这个比较 is there a clean way to make this comparison
不要把注意力放在别人身上 without focusing on other people
因为这就是我要问的，是的 because that's what i would be asking yes
把你自己和那个人比较 compare yourself to the person
你通常想要成为，这就是你如何创造差距 you generally want to become that's how you can create the gap
这是作者，如果你想改变什么 so here's the writer if you want to change what
你和自己比较，你确实改变了 you do change you compare yourself to
所以 so
我们讨论了可能会阻止你的外部条件 we covered external conditions that might be stopping you from
做什么机会 doing the what opportunity
跳来跳去，把它伸出来 hopping and sticking it out right
现在我们讨论内部条件 and now we cover the internal conditions
那可能会妨碍你 that might have been preventing you
你拿自己和谁比较 who you compare yourself to
以及你内心的动机和剥夺程度 and your internal levels of motivation and deprivation
现在我们讲了“是什么”和“怎么做 so now that we cover the what and we cover the how
我们涵盖了为什么内部外部 we cover the why internal external
现在让我们来谈谈，要做到这一点，你必须成为什么样的人 now let's talk about who you have to become to do that
那么我们如何成为 so how do we become
具有某些与大众截然相反的特征的人 someone with certain traits well contrary to popular
观点和Instagram的人 opinion and the Instagram people
我不认为这与成为有任何关系 i don't think it has to be do with becoming at all
所以当我们描述某人是谁时，我们会怎么做 so when we describe who someone is what do we do
我们描述它们的行为和行为 we describe how they behave and what they do
存在于身份之中 being in identities
变成了对我们所做的事情的描述，所以亚里士多德说得很好 become descriptions of what we do and so little Aristotle well
古希腊 ancient Greek
我们就是我们反复做的事，这就是为什么 we are what we repeatedly do and that's why
我认为这整件事已经非常普及了 i think this whole thing that has been very popularized
被那些毛绒绒的人 by the fluff people
希望没有其他人 hopefully no one else
之前我在台上说过这句话，太糟糕了 said this earlier on this stage that would suck
B确实有B b do have is b s
我来解释一下我们向身份描述某人时我们会说嘿 so let me explain we describe someone to identity we say hey
他很诚实，工作很努力 he's honest he's hard working
他是个房地产经纪人我们是这么形容他们的 he's a real estate agent that's how we'd describe them
我们来翻译一下，他很诚实 so let's translate those he's honest
他陈述了他工作努力的事实 he states the facts he's hard working
你完成任务的速度更快 you complete tasks as faster
比你预期的要快得多他是房地产经纪人 faster than expectations you agree to it's a real estate agent
一个代表 someone who represents
房地产交易中的买家或卖家 buyers and or sellers in real estate transactions all right
这就是恒等式 that's the identity
但是我们用来描述恒等式的所有东西都是东西 but everything that we use to describe the identity are things
这个人会 the person does
请注意，存在与行动是百分之百相关的 note that being has 100 percent to do with doing
所以如果你想成为某种类型的人 so if you want to be a certain type of person
然后你需要做那种人会做的事 then you need to do what that certain type of person does
当你做这些事情的时候 and when you do those certain things
然后你就会得到这些行为的结果 then you get the results of those actions
这意味着你可以总结 which means you can summarise
他必须要做的就是去做 the entire thing of be do have to just do
因为通过做，你成为自己，通过做，你得到的只是做 because by doing you be and by doing you get just do
这让你想成为的人变成了行动 this makes the person that you want to become the actions
你稍后再拿那个 you take that we later
描述身份百分之百在你的控制之下 describe as identity 100 percent under your control
我觉得这很鼓舞人心 which i think is very inspiring
这就是为什么我最喜欢的一句话是 which is why one of my favorite sayings of all time is here's
一个作家说，工作对你的影响比你对它的影响更大 a writer downer the work works on you more than you work on it
我给你们讲个小故事我和我妻子在丝芙兰 so i'll tell you a little story so i was at sephora with my wife
这是一家化妆品店 it's a makeup store
反正那是卖油漆给女士的地方 it's where they sell paint for ladies anyways
我们在那里，我像这样靠着墙站着 so we're there and i'm standing against the wall like this
蕾拉在做任何事 and layla's doing whatever
我看到这两个小女孩超级兴奋 and i see these two little girls super excited
然后那个穿罩衫的女士走到他们面前说，好吧 and the lady in the smock comes up to them and she's like okay
这是眼线笔 this is eyeliner
这是口红 and this is lipstick
我学过这些术语 i learned those terms
你现在就得开始为此做出让步 and you need to start budging for this now
因为它们大概有这么高 because they're probably like this height ish
就年龄而言，他们很兴奋，现在他们说 age wise and they were so excited and they're like is now
你长大了，你的孩子们也长大了 that you're grown up and your guys are
像你这样的女人每个月都得为此做预算 women like you have to start budgeting for this every month
因为你开始花钱了 because you start spending it
我觉得这是个很可爱的小故事 and i thought it was such a cute little story
女孩们都很兴奋 and the girls were so excited
但她基本上是用新的身份说的 but she basically said that with a new identity
新的优先事项 comes new priorities
你会移位 you're going to shift
你如何根据人来分配资源 how you allocate resources based on the person
你想成为这些女孩 you want to become these girls
想成为女人 want to become women
所以她说，很好，你需要改变你的行为 and so she said great you need to change how behave
所以对于你们中的许多人来说，成为胜利的第一名 and so for many of you being number one in winning
简单的 simply
归根到底就是做头号人物正在做或将要做的事 comes down to doing what the number one person does or would do
或者是最好的自己 or the number one version of yourself
如果你做了这些事情 and then if you do those things
人们最终会那样形容你 people will eventually describe you that way when
证据越来越多 the evidence catches up
所以我们现在讨论了我们讨论了你要成为什么样的人 so we talked about now we've talked about who you have to become
这只是一个提醒 which is just a reminder of
做你未来的样子已经够久了 just doing what future version of you does for long enough
你会这样描述你自己 period that you would describe yourself that way all right
最后我们来谈谈你应该什么时候开始 so finally let's talk about the when you should start
你什么时候开始做这些 so when do you start this stuff
因为你可能会说你知道吗，亚历克斯 because you might be like you know what Alex this
听起来不错手指冰凉的小手 all sounds great the little hand thing with the fingers cool
但是我现在很忙，也许将来不是一个好时机 but i'm busy now it's not a good time maybe in the future
我们把它放在上面 so let's put it up there
关于时间，我觉得有三件事很有趣 i think there's three things about time that i find interesting
所以你可以有理由因为季节而不做某事 so you can have a reason not to do something because season
明智的经济 wise economically
或者你的人生时机不对 or timing in the season of your life isn't good
我们可以按小时来考虑 we can think about hour by hour
你就像字面意思 you're like literally
我没有时间把这些事做完 i don't have the time in the day to get this stuff done
那我就排第一了 that would make me number one
或者你可以用我喜欢叫它的东西 or you can use something that i like to call the one
然后谬论 then fallacy
我们来分解一下，如果你很忙的话 so let's break it down so if you're busy that's actually
这是改变你行为的最佳时机 the best time to change your behavior why
因为你们想让这段感情持续下去 because you guys want this to last right
如果你想改变你的行为 if you're going to change your behavior
你希望你的行为改变是正确的 you want your behavior change to last correct
如果你等到不忙的时候 then if you only wait until you are not busy
然后你假定你以后不会再忙了 then you assume that you will be not busy again in the future
因为如果它是偶然的 because if it is contingent on
当你不忙的时候，你又忙起来了 you being not busy then the moment you get busy again
你会停止 you will stop
所以在你最忙的时候开始，这样当你再次忙起来的时候 so start when you're the busiest so that when you get busy again
你已经知道怎么做了 you already know how to do it
你可以坚持下去，这很有意义 and that you can stick with it does that make sense cool
有人的理由被粉碎了吗 did anyone get one of their reasons crushed great
所以如果你要等到 so if you're waiting until
你没有那么忙去开始一个新的习惯或计划 you're less busy to start a new habit or program
它假设你又忙起来了 it assumes that you get busy again
如果你想要持久的改变，最好的开始时间就是停下来 you'll stop if you want enduring change the best time to start
是在你忙的时候 is when you're busy
学习如何让它在最坏的情况下工作 learn how to make it work in the worst condition
它会粘在最好的 and it'll stick in the best
现在是最好的时机 now is the best time
让我们一个小时一个小时地走 let's go hour by hour
我以前也对我妻子说过同样的话 i used to say the same thing to my wife of like
我只是没有时间做所有这些事情 i just don't have time to do all these things
你知道她做了什么她拿走了我的手机 you know what she did she grabbed my phone
她查看了我的时间使用情况 she looked at my time usage
她说，嗯 and she was like huh
你每天有四个小时不用工作 here's four hours every day you spend on not work
我想我找到你了 i guess i found you some time
现在没人想看手机了吧 anyone want to look at their phone right now probably not
考虑这个问题的另一种方法是 the other way to think about this is do you
我想地球上有人 think that there's someone on earth
谁能做到这一点当然可以 who had less make it happen yes of course
如果他们可以，你也可以，每个人都有同样的24小时 if they can you can too everyone has the same 24 hours
关键是你如何分配它们 it's about how you allocate them
好的是，如果你要做很多事情 and the nice thing is is that if you're doing a lot of stuff
现在，而你 right now and you're
没有到达你想去的地方 not getting to where you want to go
你做错了 you're doing the wrong stuff
所以 and so
破解课程的第一件事就是消除 the first thing when you coursecrack is actually elimination
不添加 not addition
因为你现在做的大部分事情都不起作用 because most of the stuff you're doing right now is not working
所以，改变你的工作，你就会有更多的时间 so then change what you do and you'll have way more time
聪明忙破产 smart busy broke
不能 can't be
三个你都要选两个你可以既聪明又忙 all three you got to pick two you can be smart and busy
但你不会破产，你可以忙得不亦乐乎 but you won't be broke you can be busy and broke
但你不聪明，你可以既聪明又破产 but you're not smart you can be smart and broke
但你不忙 but you're not busy
如果你一直在工作的话，这是非常真实的谈话 super real talk if you're working all the time
你没有取得进展 and you're not making progress
你在做错误的事情，实现目标更快的人 you're doing the wrong stuff people who achieve goals faster
不要真的跑得更快 don't actually move faster
他们每走一步都能收获更多 they achieve more with every step
这是杠杆的基础 this is the basis of leverage
他们付出的就会得到更多 they get more for what they put in
如果你的动作没有你想的那么快 if you're not moving as fast as you want
你在做错误的事情 you're doing the wrong stuff okay
所以考虑另一种选择 so consider the alternative
因为你们中的一些人还在坚持这个 because some of you are still like holding on to this
你会说 and you're like
但我真的没时间了，好吧 but i really don't have time it's like okay
你是对的，你永远不会获得你想要的成功 you're right and you'll never achieve the success you want
这不是你的错这样感觉好点了吗 and it's not your fault does that feel better
我不这么认为 right didn't think so
假设你有时间 so let's assume that you've got the time
而你用错了方式 and you're spending it the wrong way
这是第二点 so that's number two
让我们来看看瓦尔斯总是很有趣的一个 let's go to the one then valsi always a fun one
所以这个问题让我困了很多年 so this one kept me stuck for years
基本上你认为当我 basically you think when i have
多给点时间我就去做就像在说 more time i'll do it it's like saying
等我有更多的钱的时候我会存钱的 i'll save money when i have more money or like
我会在去医院之前恢复健康 i'll get healthy before i go to the hospital
或者等我练出六块腹肌就去健身房 or i'll go to the gym once i have a six pack
你把序列倒过来，顺序就错了 you invert the sequence you're getting the order wrong
你现在做的事情是为了以后得到它 you do the stuff now to get the thing later
你做了，然后你不去做 you do and then you don't get in order to do
这是第三题，你什么时候开始回答 so that's number three so when do you start answer
当你想成为未来的自己时 the moment you want to be the future version of yourself
也就是当 aka when
所以什么时候你想成为未来的你 so when do you want to become the future you
或者什么时候成为未来的你 or when do you become the future you
当你做他们做的事 when you do what they do
因为身份是基于行动的 because if identity is based in action
当你开始为未来做准备的时候 then the moment you start doing the things that future
你就是那个人 you does you are that person
只是需要时间来证明 it just takes time for the proof to show up
但你已经是那个人了，这对你来说已经足够了 but you are that person already and that is enough for you
所以我们讨论了怎么做 so we talked about what how
什么时候，谁，什么时候开始 when who and when you should start
所以你现在就像我不知道的那样 so you're like now what well shit i don't know
所以这次演讲的主题是如何取胜 so the name of the presestation was how to win
记住整个智力和学习的事情 remember the whole intelligence and learning thing
你开始做这些事情的时间越长 the longer it takes you to start doing the things
你越不聪明，就越知道该做什么和怎么做 you know what to do and how to do the less intelligent you are
当你陷入困境时 and whenever you get stuck
把你需要做的事情分解成连续的 break things down that you need to do into continually
小块 smaller chunks
直到你知道怎么做 until you understand how to do them so
当你陷入困境时 whenever you get stuck
只要想想，这里有术语或单词 just think oh there are terms or words here
我不明白，我只需要进一步分析一下 that i don't understand i just need to break it down more
如果你喜欢某个人，不要让你的自我影响 don't let your ego get involved if you're like someone
说你需要做更多的广告你得说好吧 says you need to advertise more you gotta be like okay
这是什么意思? what does that mean
然后你把它分解 then you break it down
它的意思是post system okay it just means post system okay
我明白了 i get that okay
这意味着你要做100次DMS it means you have to do 100 dms okay
我明白了 i got that
所以提醒一下，你们比 so the reminder is you guys know how to win better than
我能告诉你的，所以拿之前的倒排表 i could ever tell you so take the inverted list from earlier
把事情写出来 write out the things
这就保证你输了，把它们换成什么 that would guarantee that you lose flip them to what
你会赢的 you would do to win
然后分解 and then break down
这些术语变成了什么行动步骤 those terms into the action steps of what
这需要具备这种特质 it takes to be that trait
或者认为技能特征只是技能 or have that skill traits are just skills
然后不断练习，直到它成为你的第二天性 and then practice it until it becomes second nature
然后分块 and then chunk up
所以一开始 so in the beginning
你只需要谈论做100次DMS you just have to talk about doing 100 dms
一旦你知道了怎么做，你就知道怎么打陌生电话了 once you know how to do that you know how to do cold calls
外展，挨家挨户敲门，打广告 and outreach and doorknocking and ads
以及所有的东西 and all the stuff
然后你可以直接说广告，你可以把它分成几个部分 then you can just say advertise you can chunk it up
因为你有更多的技能 because you have more skills
然后你衡量你的成功 and then you measure your success
看你是否完成了这些动作 by whether you completed the actions
这样你就不会失败了 that would make it unreasonable that you will not fail
然后你默认成功了 and then you succeed by default
那么我要怎么做才能 so what would i have to do to make
我不能成为第一名是不合理的 it unreasonable that i don't become number one
列出那些，做那些，你就会达到目标 list those do those and you will get there
但你衡量自己的标准是你是否做了这件事 but you measure yourself on whether you did the thing
就是这样，是或否，非常简单 that's it yes or no very simple
所以我发现人生中所有最伟大的游戏都是婚姻健康 so all the greatest games in life that i found marriage health
生意上你永远不会赢，婚姻上你也不会赢 business you never actually win you don't win at marriage
关键是保持婚姻关系，你不会在健康方面获胜 the point is to stay married you don't win at health
关键是要保持健康，你不能在生意上取胜 the point is to stay healthy you don't win at business
关键是要继续经营下去 the point is to stay in business
因此，它将游戏从胜利转变为持久 and so it shifts the game from winning to outlasting
这就意味着胜利 and that means winning
归根结底就是做出一个你能赢的决定 comes down to making a decision that you can win
百分之百控制 hundred percent control
我觉得这很酷，我给你们讲个小故事吧 which i think is cool and so i'll tell you a little story
在我加入兄弟会的时候 back in the day i pledged a fraternity
在我的预备班待了两周 two weeks in my whole pledge class
我们很反感，觉得这太糟糕了 revolted we were like this sucks
这就是我们报名参加的目的这在派对上一点都不好玩 this is what we sign up for this is not fun in parties
女孩们，我说，是的 and girls i was like yeah
没有大便 no shit
但这不是我们期望的，所以他们让我们坐下 but it wasn't what our expectations were so they sat us down
他们给我们打气 they gave us Pep talk
然后我们就克服了 and then we got over it
当我在另一边的时候 and then when i was on the other side
我发现每个新人班 i actually found out that every single pledge class
每一年都在第10天和第16天之间旋转 every single year would revolve between day 10 and day 16
每年 every year
所以我最终成为了兄弟会的主席 and so i ended up becoming president of that fraternity
轮到我来做这个演讲了 and it was my turn to give that talk
于是我走进了新生宿舍 so i go into this freshman dorm room
有20 there's 20
这些人他们的人数比我多，他们说，是啊 of these guys they're outnumbering me right they're like yeah
我们不再喜欢你了 we don't like you anymore like oh
所以我说我懂了，伙计们 and so i said i get it guys
我说在座的谁认为这很容易 i said who here thought that this would be easy
没有人像这里的人一样举手 no one raised their hands like who here
我以为他们会很难举手，我就像这样 thought it would be hard they raise their hands i was like this
现在我觉得这就是艰难的感觉 right now i was like this is what hard feels like
你只是不知道艰难的感觉 you just didn't know what hard felt
感觉就像这样 like this is what it feels like
是有意义的 makes sense
你只是重置了现实这就是困难的感觉 you just reset reality this is what hard feels like
你说过你会很艰难，但这很艰难 you said you expected to be hard this is hard
他们都回来了，所以现在 and they all came back and so right now
你可能正处于职业生涯的那个阶段 you may be at that point in your career
不同的人的心脏是不同的 and the heart can be different for different people
它可能会被困在某个收入水平上 it might be stuck at a certain level of income
这可能才刚刚开始 it might be just getting started
它可能是第二名，想成为第一名 it might be being number two and wanting to be number one
每个人的心都不一样 everyone's hearts different
但这就是我的感觉 but this is what it feels like
不知道是有一定程度的不确定性的 there's a level of uncertainty of not knowing
你的行为是否会产生你想要的结果 whether your actions are gonna yield the results that you want
但是做这些 but doing them
不管怎样，不知道你能不能得到市场的认可 anyways not knowing if you're gonna get credit from the market
或者在月底的支票上 or on your check at the end of the month
这是否真的 and whether this is really
做你想做一辈子的事 the thing that you want to do for the rest of your life
每个人都认为这些问题 everyone thinks these questions
但是那些赢的人 but the people who win
不管怎样，继续做这些动作 just continue to do the actions regardless
所以我说 which is why i say
关注活动 focus on the activities
不是在你的耳朵里，你可以感觉很糟糕，但仍然赢了 not on the inside your ears you can feel terrible and still win
这就是艰难的感觉 so that's what hard feels like
这是我最喜欢的一个 so this is one of my favorite
中国谚语 Chinese proverbs
一切都很艰难 everything must be hard
在事情变得容易之前，是什么让事情变得困难 before it can be easy what makes things hard
是复杂的 is in complexity
它的一致性很无聊 its consistency as boring
有时候你只需要继续做下去 as it gets sometimes you just have to keep doing it
在你得到任何回报之前 before you get anything back
困难时期是证明自己的机会 hard times are opportunities to give yourself proof that
即使这样也阻止不了你 even this couldn't stop you
你会怀疑自己是否会失眠 you're going to lose sleep you'll doubt whether
它会起作用，你会为了收支平衡而感到压力 it'll work you'll stress to make ends meet
你不会完成你的任务清单 you won't finish your to do list
你会怀疑自己是否做了正确的决定 you'll wonder if you made the right call
你要过好几年才会知道 and you'll have no way to know for years
但这就是艰难的感觉 but this is what hard feels like
这就是你要做的 and this is what you signed up for
这才是值得的，这没关系 and that's what makes it worth it and that is okay
最后，矮小的宫城先生说道 so in closing said little mr miyagi
这里的每个人都知道该怎么做才能赢 everyone here knows what to do to win
你写下来的那些东西是不是很酷 do all those things that you wrote down make them positive cool
找出那些失败的方式，然后做相反的事情 figure out those ways to lose and do the opposite
你知道怎么做记住你把这些东西分块 you know how to do it remember you take those things chunk them
下来 down
分解 break down
小到任何人都能做 so small that anyone could do it
即使是孩子，你也知道为什么要这么做 even a child you know why you should be doing it
你有这些机会 you have these opportunities that keep
呈现自己，你一直看着闪亮的物体 presenting themselves you keep looking at shiny objects
但是当我们坚持做一件事的时候，我们会得到更多的回报 but we get more for what we put in when we stick with things
财富是创造出来的 wealth is made
在困难时期 during the hard times
少数人站着离开了 the few people left standing
充分利用它 get the most of it
你通过改变环境来创造动力 you create motivation by changing your environment
你拿自己和谁比较 who you compare yourself to
所以你知道你为什么要这么做 so you know why you should be doing it
因为你会因为坚持而获得巨大的回报 because you get outsized returns for sticking to things
你已经知道如何成为一个能赢的人 and you already know how to become the person who can win
我们怎么做呢 how do we do that
通过做 by doing
做谁的意思是做 do who means do
这是最简单的事情 it's the easiest thing who do
我想成为 i want to become
那个人会做什么我会做什么 what does that person do i'll do that
你知道什么时候该开始 and you know when you should start
如果不是呢 which is if it's not
你现在这个季节真的很忙 you're really busy right now in this season
如果你没有时间，这是最好的开始时间 it's the best time to start if you don't have time
你把钱花错地方了，如果你认为 you're spending it on the wrong stuff and if you think
你需要把它弄倒 you need to get in order to do you have it backwards
所以你什么时候开始 so when do you start the moment
你想成为未来的自己 you want to be the future version of you
这是我最后的提醒 so here's my final reminder
如果你从这次演讲中得到一样东西 if you take one thing from this presentation
如果你不改变 if you do not change
你没有学会 you did not learn
这里的每个人都有他们写下来的东西 and everyone here has things that they've written down
从很多关于你想做的事情的谈话中 from many of the talks of things that you want to do
或者想要思考 or want to think about
或者我鼓励你们列一个清单 or whatever i would encourage you to make that a list of things
你会这么做的 that you will do
然后当你回到同样的状态 and then when you go back to the same condition
同样的家 your same home
你的老房子 your same house
你的市场相同 your same market
无论你改变什么，你都是一样的 your same whatever you change
你的行为 your behavior
然后就会 and then that will
表现出你学到了什么 show that you learned
你迈出了成为那个人的一步 and you took one step to becoming the person
你最终要感谢你 you ultimately want to be thank you