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Building wealth. It's a very simple formula. Spend less than what you make and invest the difference.
建立財富，其實是一個非常簡單的公式。花費少於你的收入，並將差額進行投資。
Period. Think about in your own life, in your own businesses, like what is the thing you're looking forward to and excited about? And it could even be
想想你自己的人生和事業，你期待和興奮的事情是什麼？
small. Like one of my phrases I like is put it on the calendar. What's on the calendar? What are you looking forward to? Jump and the
小事情也可以。我的一句話是把它放在日曆上。日曆上有什麼？你期待什麼？
net will appear. Who I am now as a risk taker is so different than who I was when I began. And the way that you
我現在作為一個冒險者的樣子，和我剛開始時完全不同。你如何
strengthen that risk muscle is by taking risks. It's just go out and do something like take that next step. There's so many people I talk to that get stuck,
增強你的冒險能力，就是去冒險。出去做點什麼，像是邁出下一步。
right? And where do they get stuck? It's like, okay, I need a business plan. I need to do this. I need a first customer. Yeah. Yeah. Okay. Right. But
對吧？他們卡在哪裡？就像，我需要一個商業計畫，我需要這個，我需要第一位客戶。
like, how about just call someone and ask them, do you want this service?
那麼，怎麼不直接打個電話問問他們，想不想要這項服務？
Right? Like after that, will you pay me for this? Just do the do any little step to move forward? Otherwise, a year from now, we're going to have the same
對吧？那麼，之後你會付我這個錢嗎？只要做任何小步驟向前邁進。
conversation. I don't know what to do next. Hire the best people, especially if they're better than us. Always raise the standard in everything we do in our
否則，一年後我們會有同樣的對話。我不知道接下來該怎麼做。
people, our processes, and our products.
僱用最優秀的人，尤其是如果他們比我們更優秀。始終提高我們在所有事情上的標準。
And if somebody can't keep up with that standard, you got to do something about it. Otherwise, you've automatically lowered your standard.
如果有人跟不上這個標準，你就得採取行動。否則，你的標準就會自動降低。
And if you don't show up in your business loving what you turn over for your customers or your clients, your business is in decline. The whole point
如果你在業務中不熱愛你為客戶提供的服務，那麼你的業務就會衰退。
is a switch you out of problem mode into solution mode. Most people can only see these are the 152 ways that this could go wrong. And we started doing that to
重點是將你從問題模式轉換到解決方案模式。大多數人只看到這152種可能出錯的方式。
say no matter how outrageous, there is a way to pull this off. So what would need to be true for this to work? Stop telling me all the things that aren't
所以，不管多麼荒謬，都有辦法實現這一點。那麼，這樣做需要哪些條件？
going to work. Tell me the thing that is going to work. First reaction after understanding identifying the problem is okay. What does it take to get there?
停止告訴我所有不會成功的事情。告訴我會成功的事情。
What's the risk and how big is the reward? Like that's the next step. I had no business starting a business and yet I started one and I
在瞭解和識別問題後，第一反應是：好吧，達到那裡需要什麼？
have found ways to create and make and sustain multiple seven figure revenue streams. But I don't think I'm special.
風險是什麼，回報有多大？這就是下一步。我本不應該創業，但我還是創業了。
I strongly believe that every single business owner once armed with what they know how to do and once armed with the marketing and on armed with the
我堅信每位商業擁有者，一旦掌握了他們的專業知識，並具備行銷能力，
discipline and once armed with the consistency that they too can build a six-figure revenue stream. It's my attitude and it's my effort. You're totally in control of your attitude. And
以及紀律和一致性，他們也能建立六位數的收入來源。這是我的態度和努力。
that's what I look for when I work with people and we hire people at absum.com.
這就是我在與人合作時所尋找的，我們在absum.com僱用人員。
And her effort, there's literally no restriction on effort. There's no law.
她的努力，真的沒有任何限制。沒有法律。
The only law is 24 hours. Besides that, you can work as hard as you want. There are really five phases to business. Um, there's what we call the startup phase.
唯一的法則是24小時。除此之外，你可以盡情努力。事實上，商業有五個階段。我們稱之為創業階段。
Then we move into perseverance. That's like pre-profit. It's when we're still wearing lots of hats and there's not enough people. We get into viability.
接著我們進入堅持階段。這就像是未盈利階段。那時我們仍然需要身兼多職，且人手不足。我們進入可行性階段。
That's phase three. That's when we actually like look at the business and it's ready for growth. Then scale. And then lastly, succession. I have a
那是第三階段。那時我們實際上會檢視業務，並準備好成長。然後是擴展，最後是接班。
systematic way of pushing the businesses through every phase with complete intention. And that's the problem with most small business owners for your vision. Uh and our vision at Aribba was
我有一套系統化的方法，能讓企業順利通過每個階段，並且是完全有意圖的。這對於大多數小企業主來說是個問題。
really simple. We said we want to build a great sustaining company into the 21st century. And then the mission is all about leadership because the object of
我們的願景其實很簡單。我們說我們想要建立一個能持續到21世紀的偉大公司。然後使命就是關於領導力，因為
the game particularly in Silicon Valley is to be the category king because when you're the category king you get 80% of the industry resources and 80% of market
在矽穀的遊戲中，特別是要成為類別之王。因為當你是類別之王時，你會獲得80%的行業資源和市場的80%。
cap and then your values. So right, integrity is there, courage, high ambition, accountability, respect, the basics. And then we had a set of team rules that
然後是你的價值觀。誠信、勇氣、高雄心、責任感、尊重，這些基本的價值觀。我們還有一套團隊規則，
kind of personify those values. And by the way, same team rules for all the companies. The first one is direct, open, and honest communication. In a
這些規則有點體現了這些價值觀。順便說一句，所有公司都適用同樣的團隊規則。第一條是直接、開放和誠實的溝通。
word, the truth. Um, the second one is no ideas a bad idea. And then we add in parenthesis unless CEOs. So because it's all about making a safe environment and
簡單來說，就是說真話。第二條是沒有壞主意。然後我們加上括號，除非是CEO的意見。因為這一切都是為了創造一個安全的環境，
and and and you can make us the safe environment when you mock out the CEO.
而且你可以在嘲諷CEO的時候創造這個安全的環境。
The third one is always raise the standard in everything we do in our people, our processes and our products.
第三條是我們在做的每件事上都要不斷提高標準，包括我們的人、流程和產品。
And if somebody can't keep up with that standard, you got to do something about it. Otherwise, you've automatically lowered your standard. Then the fourth one is we're a team first and functional
如果有人無法跟上這個標準，你就得採取行動。否則，你就自動降低了標準。第四條是我們是團隊優先，功能專家其次。
specialist second. So you developers, put your feet in the customer's shoes.
所以你們這些開發者，要站在客戶的立場思考。
You sales guys, don't make commitments we can't keep. And then the fifth one is the most powerful one of all. And that is hire the best people, especially if
你們這些銷售人員，不要做出我們無法履行的承諾。第五條是所有條款中最強大的，那就是聘用最優秀的人，特別是如果他們比我們更優秀。
they're better than us. And I'll give you a specific mentality that really works well. But I would say the success of a founder and success in as a if you
我會給你一個非常有效的具體心態。不過我想說，創始人的成功和作為公司內部的CEO的成功，
want to be an employee CEO within a company is how are you being resourceful?
在於你如何善用資源？
How are you solving the goal and the problems and the priorities with the resources that are available? Most people sit and they complain like, "Oh,
你如何用可用的資源來解決目標、問題和優先事項？大多數人只是坐著抱怨，像是「哦，我沒有這個」。
I don't have this." Like, there's a lot of people, I'm not getting paid enough.
像是有很多人說，我的薪水不夠。
Well, what are you doing about it? Did you put together a proposal? Did you go look at comparison analysis? Did you go create more revenue so it's obvious that
那麼，你在做什麼呢？你有沒有提出建議？你有沒有去看看比較分析？你有沒有去創造更多的收入？
people should get paid you more? We play a game called know what would it actually take? So, once we sit there and go, what is our goal to build a studio
人們應該多給你付錢嗎？我們玩一個叫做「實際上需要什麼？」的遊戲。所以，一旦我們坐下來，就會問，建立一個工作室的目標是什麼。
as big as Disney? All right. before you even get started, we sit there and go, "What?" Like, no BS. Don't try and say like the things that we want it to be
像迪士尼一樣大嗎？好吧。在你開始之前，我們會坐下來問，「什麼？」就像，不要廢話。不要試著說出我們想要的樣子。
true. But actually, what is true that what would need to be true in order for us to build a studio as big as Disney?
真的。但實際上，為了建立一個像迪士尼一樣大的工作室，必須要有什麼樣的真實情況？
And so, we sat there and we said, "Okay, it's going to take us to put our own capital in. It's going to take us to
所以，我們坐下來說，「好吧，這需要我們投入自己的資本。」
work hard. What does work hard look like? Is it a certain amount of hours?
努力工作是什麼樣子？是特定的工作時數嗎？
It is it a certain amount of achievements where you put things into place and you make sure you're always incrementally working towards that? is it maybe you have to um so this is
是某種成就嗎？你把事情安排好，並確保你總是在逐步朝著目標努力？
exactly what we did with Quest. It was oh we have to put the house on the line and that was like the no BS that's what
這正是我們在Quest所做的。哦，我們必須把房子押上去，這就是不廢話的真相。
it's going to take for us to go all in and build Quest Nutrition. And so once we sat there and said okay it's going to
這就是我們全力以赴，建立Quest Nutrition所需要的。於是當我們坐下來說好吧，這需要我們把房子押上去。
take us to put our house on the line.
這需要我們把房子押上去。
It's going to take me at the time to be that the supportive wife to come in and help you out. It's going to take no
那時我需要成為支持你的妻子，來幫助你。這意味著沒有假期。
vacation. It's going to mean you're going to need to take a third of your pay cut. Like we literally sat down and wrote a laundry list of what it's going
這意味著你需要減少三分之一的薪水。我們真的坐下來寫了一份清單，列出開始Quest Nutrition所需的所有事情。
to take to start and quest nutrition.
一旦我們有了那份清單，我們就互相看著，說，「好吧，我們願意這樣做嗎？」
And once we had that list, we just looked at each other and we're like, "All right, are we willing to do it?" And if the answer when the answer is
如果答案是「是」，那麼你就知道自己要朝什麼方向前進。你知道即將面對的路徑。
yes, now you just know what you're heading towards. You know the type of path that you're about to approach. And so there's no surprises. There's no all
所以就不會有驚喜。沒有突然回家說，「對，寶貝，生意不太好，哦，我的天，我很抱歉，但我們失去了房子。」
of a sudden him coming home and going, "Yeah, babe. So the business isn't doing well and so, oh my god, I'm so sorry, but we lose our house." Right? There's
沒有驚喜。我們已經確定了為了達成那個目標，我們要做什麼。而這其中就包含了犧牲。你願意犧牲什麼？
no surprise. We've established what we're going to do in order to go for that goal. And in that comes the sacrifices. What are you willing to
你能接受暫時放下什麼？很多時候是我的自尊心，我的自我意識，因為我不知道自己在做什麼。
sacrifice? What are the things that you're okay with um putting aside for now? And a lot of that was my self-esteem, my ego of like I didn't
所以每天我都在掙紮，試著找出一些東西，但我一直失敗。但我知道我必須學習，才能達到我們想要的目標。
know what I was doing. So every day I'm struggling. I'm trying to figure something out and I'm keep failing. But I knew that I had to learn in order to
所以我知道每天都必須重新振作。而他也一樣，必須學習哪些技能，才能達到我們的目標。
get to the goal that we wanted to get to. So I knew every day I had to get back up. And then the same with him with
我必須學習哪些技能，才能達到我們的目標？
the skill sets. What skill sets do I have to learn in order to get to the goal that we we have to where we want to
技能組合。我必須學習哪些技能組合，才能達到我們想要達到的目標？
get to? Now, if you want to achieve more wealth, you need to invest more money.
要達到這個目標嗎？如果你想要獲得更多的財富，你需要投資更多的錢。
How can you invest more money? You can spend less money or you can earn more money. It's as simple as that. Now, there's a limit to how much less you can
你怎麼能投資更多的錢呢？你可以花更少的錢，或者賺更多的錢。就是這麼簡單。現在，減少開支是有上限的。
spend. There's a limit to how many costs you can cut, but there's no limit to how much money you can earn. So, if you've already cut back as much as possible,
你能削減的成本是有限的，但賺錢是沒有上限的。所以，如果你已經盡可能地減少開支，
there's no other way that you can cut back and you still want to invest more and you want to see the return sooner, then you got to earn more money. Now,
沒有其他方法可以減少開支，而你仍然想要投資更多，並希望更快看到回報，那麼你就得賺更多的錢。現在，
again, how can you earn more money?
那麼，你怎麼能賺更多的錢呢？
Well, if you don't want to do it through starting a business or a side hustle, then you got to do it through your career. Are you at a job that will allow
如果你不想透過創業或副業來實現，那麼你就得透過你的職業來賺錢。你在的工作能讓你賺到更多的錢嗎？
you to earn more money? Are you in a position that will allow you to earn more money? Maybe you have to get a certificate. Maybe you have to go back
你在的職位能讓你賺到更多的錢嗎？也許你需要獲得證書，也許你需要回去上學。
to school. Maybe you look for a different company. Maybe you look for a completely different career. Maybe you add on a second job. Now, I I can't
也許你需要尋找不同的公司，或者完全不同的職業。也許你需要再找一份工作。現在，我無法
answer that question for you, but this is where you just have to be honest with yourself and see what type of life do you want to live and are you being
為你回答這個問題，但你必須誠實面對自己，看看你想要過什麼樣的生活，並且你是否對自己誠實？
honest with yourself? And then you just plug in the numbers.
然後你就把數字填進去。
Like you got a guy that he's running a small tech company or a dry cleaner or whatever it is. They will get into what we call perseverance mode where they're
比如說，有一個人經營著一家小型科技公司或乾洗店。他們會進入一種我們所謂的堅持模式，
making a little bit of money. Like and perseverance is like you might be profitable one month, you might not be profitable the next month. You might be
賺一點錢。堅持就是你可能這個月有利潤，下個月可能就沒有。你可能有六個月的利潤，然後又可能沒有。
profitable for 6 months and then you might not be right. And but you don't have the right people in the right seats. You don't have the right systems.
但如果你沒有合適的人在合適的位置上，沒有合適的系統，那麼就無法擴展。
You don't there's no way to scale it.
但他們所做的是，開始把所有的收入投入到不應該投資的領域，直到他們真正可行。
But what they do is is they go they start taking all their revenue and they start putting it into areas that really shouldn't be invested in until they're
他們會犯錯，因為他們不知道順序。
truly viable. And they they misstep because they don't know the sequencing.
我意識到，成長業務是有順序的。其實不管業務是什麼，都是有順序的。如果我
What I've realized is there's a sequencing to growing businesses. And it really doesn't matter what the business is. There's a sequencing to it. And if I
能夠正確地成長業務，僱用合適的人，建立合適的治理層，理解合適的關鍵績效指標，那麼我
can actually grow the business properly, hire the right people, create the right governance layers, understand the right KPIs, right, at the right time, then I
可以系統性地讓這個過程比其他人更快地完成。我已經掌握了這一點，這就是我們如何成長、經營、擴展以及
can systematically get it through that process faster than just about anyone else. I've mastered that and that's how we grow and run and scale and
可以系統地比幾乎任何人都更快地通過那個過程。我已經掌握了那個，這就是我們如何成長、運營、擴展和。
potentially exit all the businesses.
可能退出所有業務。
Really if you look at all the the best CEOs today the ones that I admire almost all of them are immigrants you know my father's an immigrant didn't speak
如果你看看今天所有最棒的執行長，我欣賞的幾乎都是移民。你知道，我的父親就是一位不會說英語的移民。
English came to this country uh Satcha Microsoft name these companies I mean just most of them the guy running Google Sundar uh a lot of the ones I
來到這個國家的像是微軟的 Satcha，這些公司大部分的執行長都是移民。我是說，運行 Google 的 Sundar 也是。
mean even Elon Musk who is debatably a great CEO you know South Africa and so what is it with them that we can all learn from and appsumo.com we have Aean
甚至連 Elon Musk，這位可能是偉大執行長的人，他來自南非。我們可以從他們身上學到什麼呢？
from Iran my father's from Israel Alona is from Usbekistan Sean is from London and uh Vanessa's from Colombia like you know what is it about immigrants that we
我的父親來自以色列，Alona 來自烏茲別克，Sean 來自倫敦，Vanessa 來自哥倫比亞。你知道，移民身上有什麼特質是我們可以學習的？
can all copy because that that is what's what built America was well we all came here from somewhere else and so the two things that have really struck with me
因為這就是建構美國的原因，我們都是從別的地方來的。對我來說，有兩件事特別深刻。
and I saw this woman who exemplified it her name was Sharon and she kicked so much and she was working basically at the best western serving breakfast and I you know
我看到一位女性，她的名字是 Sharon，她非常出色。她在最佳西方飯店工作，負責早餐服務。
if you never been to Best Western it should be called the okay western right it sucks it sucks But she was working like she was at, you
如果你從來沒有去過最佳西方飯店，那應該叫做「還可以的西方飯店」，因為真的很糟糕。但她的工作態度讓我感覺像是在
know, the the Four Seasons. I could not believe it. She's like bringing me a pancake. She's doing all these things and she was acting like
四季酒店一樣。我簡直不敢相信，她在端給我煎餅，做著所有的事情，表現得像是
a founder and and and an immigrant. I would say she is an immigrant. And I asked her, I said, "Yo, tell me more.
一位創辦人和移民。我會說她是一位移民。我問她，"嘿，告訴我更多。"
What's really going on?" She's like, "There's two things. It's my attitude and it's my effort." And I I think immigrants uh have been very successful
"到底發生了什麼事？" 她說："有兩件事。是我的態度和努力。" 我認為移民在這方面非常成功。
from thinking, "I got to figure this out. I can work as hard as I want. I'm going to do at least my best attitude around that." And I think one of the
他們會想，"我得搞清楚這一切。我可以努力工作，至少要有最好的態度。" 我認為這是
things what that's common especially for employees is thinking that they can't escape being an employee right I I thought I couldn't escape being middle class and through you know it does take
尤其對於員工來說，常常會認為自己無法逃脫員工的身份。我曾經也這樣認為，無法逃脫中產階級的生活。
time patience and belief and vision and vision sounds so ominous but a dream a fantasy and through that that you can create the reality that you can move
這需要時間、耐心、信念和願景。雖然「願景」聽起來有點可怕，但其實就是一個夢想。
outside of being the employee if that if that's your dream which I think everyone should be an entrepreneur whether it's a millionaire entrepreneur billionaire entrepreneur at least some type of
透過這些，你可以創造出你想要的現實，讓自己脫離員工的身份。如果這是你的夢想，我認為每個人都應該成為一位創業者。
entrepreneur I thought it was impossible or difficult to ever position myself as an authority to be a consultant. That was impossible. I thought it was
我曾經認為自己不可能或很難成為一位顧問，這對我來說是不可想像的。
impossible to ever create a course, much less create revenue streams of multiple seven figures in the back of courses.
我認為自己不可能創建一門課程，更不用說從課程中創造出多個七位數的收入來源了。
Then I thought it was impossible to create a membership. Then I thought it was impossible to start a tech company.
然後我認為創建一個會員制度是不可能的，開一家科技公司也是不可能的。
So the early the earliest part of my career was I want to become a photographer and then I want to become a successful photographer. And then all of
我職業生涯的最初階段，我想成為一名攝影師，然後想成為一名成功的攝影師。
a sudden the game got really slow. I could predict my income. I could predict the publicity. I could predict the resources. I could predict the
突然之間，遊戲變得非常緩慢。我可以預測我的收入、宣傳、資源和人脈。
connections. I could predict the publications. And when I predicted it, I loved it and I appreciated it. And then I just didn't want it anymore. Key is
當我預測到這些時，我喜歡這種感覺，也感激這一切。然後我就不再想要這些了。關鍵是
when the world has you a sack of sour lemons, the objective of the game is to turn to sweet lemonade. So what ends up happening for the majority of people is
當世界給你一袋酸檸檬時，遊戲的目標就是把它變成甜檸檬水。所以大多數人最後會發生的事情是
you end up just being a pond in the system. You just continue fueling the system because guess what? Corporations are going to get you to spend. They hire
你最後只會成為系統中的一個池塘。你只是持續為系統提供動力，因為你知道嗎？企業會讓你花錢。他們僱用
the best marketers in the world to get you to spend more money. You're going to continue borrowing money because guess what? Banks are in the business of
世界上最好的行銷人員來讓你花更多的錢。你會繼續借錢，因為你知道嗎？銀行的業務就是
getting you to borrow money. And they hire some of the smartest people in the world to get you to borrow more money to create programs to entice you to borrow
讓你借錢。他們僱用一些世界上最聰明的人來讓你借更多的錢，創造計畫來吸引你借
more money. Sales people are the same way. They go through trainings after trainings to learn how to sell something. Again, this doesn't make them necessarily evil. This is just the way
更多的錢。銷售人員也是如此。他們經過一次又一次的訓練來學習如何銷售某樣東西。這並不一定讓他們變得邪惡。這就是
the system works. The system is fueled by spending. What we don't have, the problem is we don't have the education to then tell us when we should spend and
系統的運作方式。這個系統是由消費驅動的。我們缺乏的問題是沒有教育來告訴我們什麼時候該花錢和
when we shouldn't spend. We're always chasing the the easy thing, right? The quick fix, right? The scrolling on the phone, the quick hit of dopamine, all of
什麼時候不該花錢。我們總是在追逐簡單的東西，對吧？快速的解決方案，對吧？滑手機，快速的多巴胺刺激，所有的
those pieces where what we really want is to feel good, be happy, and have joy.
那些部分，其實我們真正想要的是感覺良好、快樂和擁有喜悅。
Those are hard and take time and are difficult, right? It it it really matters to slow down sometimes. I'm I I go fast as anyone else, but sometimes we
這些是困難的，需要時間，也很不容易，對吧？有時候慢下來真的很重要。我跟其他人一樣快，但有時候我們
have to slow down if we want those pieces of life. That's slowing down and attach getting back to how do I feel?
必須慢下來，如果我們想要生活中的那些部分。這就是慢下來，重新連結到我現在的感受？
What's going on right now? And that takes a long time to get comfortable with. Like at first, it's really uncomfortable. Over time, it feels better and better. You hear all these
現在發生了什麼？這需要很長的時間才能讓自己感到舒適。一開始真的很不舒服。隨著時間的推移，感覺會越來越好。你會聽到這些
like I'd say fake entrepreneurs or fake coaches. They don't they don't actually have any real businesses. Uh they're like, you got to 10x today and you got
所謂的假創業者或假教練。他們其實沒有任何真正的生意。他們會說，你今天必須10倍成長，然後你必須
to 5x. If you're not 5xing, you're failing. And I was like, I've done that.
5倍。如果你不5倍成長，你就是失敗。我當時想，我已經這樣做過了。
But it's also interesting. What if you our goals now for for appsuma.com is to grow 10% next year. And it's been that for quite amount quite a lot of time.
但這也很有趣。如果我們現在的目標是明年增長10%。而且這樣已經有一段時間了。
And the reality is is when you set less ambitious goals for yourself, you can stick with them for longer because you're not burnt out, you're not tired,
事實是，當你為自己設定不那麼雄心勃勃的目標時，你可以更長時間地堅持下去，因為你不會感到疲憊，不會累，
you can sustain. And then by having less ambitious goals, you also have creative freedom because you're not stressed about hitting a target. And that gives
你可以持續下去。而且，擁有不那麼雄心勃勃的目標，你也有創造自由，因為你不會因為達成目標而感到壓力。這讓
you the ability to create 10x opportunities because you're like, "Okay, cool. I'm not worried about making money in that, but I can do go do
你能夠創造10倍的機會，因為你會想，"好吧，沒關係。我不擔心賺錢，但我可以去做
things that could potentially, you know, be moonshots and really drive the company for the future." Every Friday up until we probably got be about 100
那些可能會成為月球任務的事情，並真正推動公司的未來。"每個星期五，直到我們大約有100個人時，
people. We'd go around the room of what we call the round table. Anybody could say anything they want uh on their mind.
我們會圍著我們所謂的圓桌，任何人都可以說出他們心中的任何事情。
We had seven founders, right? And so this one guy stands up, our VP of marketing, one of the founders, Bobby Lynn, and he goes, "You know, this
我們有七位創始人，對吧？然後有一位男士站起來，我們的行銷副總裁，創始人之一，他說，"你知道，這
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Building wealth. It's a very simple formula. Spend less than what you make and invest the difference.
建立財富，其實是一個非常簡單的公式。花費少於你的收入，並將差額進行投資。
Period. Think about in your own life, in your own businesses, like what is the thing you're looking forward to and excited about? And it could even be
想想你自己的人生和事業，你期待和興奮的事情是什麼？
small. Like one of my phrases I like is put it on the calendar. What's on the calendar? What are you looking forward to? Jump and the
小事情也可以。我的一句話是把它放在日曆上。日曆上有什麼？你期待什麼？
net will appear. Who I am now as a risk taker is so different than who I was when I began. And the way that you
我現在作為一個冒險者的樣子，和我剛開始時完全不同。你如何
strengthen that risk muscle is by taking risks. It's just go out and do something like take that next step. There's so many people I talk to that get stuck,
增強你的冒險能力，就是去冒險。出去做點什麼，像是邁出下一步。
right? And where do they get stuck? It's like, okay, I need a business plan. I need to do this. I need a first customer. Yeah. Yeah. Okay. Right. But
對吧？他們卡在哪裡？就像，我需要一個商業計畫，我需要這個，我需要第一位客戶。
like, how about just call someone and ask them, do you want this service?
那麼，怎麼不直接打個電話問問他們，想不想要這項服務？
Right? Like after that, will you pay me for this? Just do the do any little step to move forward? Otherwise, a year from now, we're going to have the same
對吧？那麼，之後你會付我這個錢嗎？只要做任何小步驟向前邁進。
conversation. I don't know what to do next. Hire the best people, especially if they're better than us. Always raise the standard in everything we do in our
否則，一年後我們會有同樣的對話。我不知道接下來該怎麼做。
people, our processes, and our products.
僱用最優秀的人，尤其是如果他們比我們更優秀。始終提高我們在所有事情上的標準。
And if somebody can't keep up with that standard, you got to do something about it. Otherwise, you've automatically lowered your standard.
如果有人跟不上這個標準，你就得採取行動。否則，你的標準就會自動降低。
And if you don't show up in your business loving what you turn over for your customers or your clients, your business is in decline. The whole point
如果你在業務中不熱愛你為客戶提供的服務，那麼你的業務就會衰退。
is a switch you out of problem mode into solution mode. Most people can only see these are the 152 ways that this could go wrong. And we started doing that to
重點是將你從問題模式轉換到解決方案模式。大多數人只看到這152種可能出錯的方式。
say no matter how outrageous, there is a way to pull this off. So what would need to be true for this to work? Stop telling me all the things that aren't
所以，不管多麼荒謬，都有辦法實現這一點。那麼，這樣做需要哪些條件？
going to work. Tell me the thing that is going to work. First reaction after understanding identifying the problem is okay. What does it take to get there?
停止告訴我所有不會成功的事情。告訴我會成功的事情。
What's the risk and how big is the reward? Like that's the next step. I had no business starting a business and yet I started one and I
在瞭解和識別問題後，第一反應是：好吧，達到那裡需要什麼？
have found ways to create and make and sustain multiple seven figure revenue streams. But I don't think I'm special.
風險是什麼，回報有多大？這就是下一步。我本不應該創業，但我還是創業了。
I strongly believe that every single business owner once armed with what they know how to do and once armed with the marketing and on armed with the
我堅信每位商業擁有者，一旦掌握了他們的專業知識，並具備行銷能力，
discipline and once armed with the consistency that they too can build a six-figure revenue stream. It's my attitude and it's my effort. You're totally in control of your attitude. And
以及紀律和一致性，他們也能建立六位數的收入來源。這是我的態度和努力。
that's what I look for when I work with people and we hire people at absum.com.
這就是我在與人合作時所尋找的，我們在absum.com僱用人員。
And her effort, there's literally no restriction on effort. There's no law.
她的努力，真的沒有任何限制。沒有法律。
The only law is 24 hours. Besides that, you can work as hard as you want. There are really five phases to business. Um, there's what we call the startup phase.
唯一的法則是24小時。除此之外，你可以盡情努力。事實上，商業有五個階段。我們稱之為創業階段。
Then we move into perseverance. That's like pre-profit. It's when we're still wearing lots of hats and there's not enough people. We get into viability.
接著我們進入堅持階段。這就像是未盈利階段。那時我們仍然需要身兼多職，且人手不足。我們進入可行性階段。
That's phase three. That's when we actually like look at the business and it's ready for growth. Then scale. And then lastly, succession. I have a
那是第三階段。那時我們實際上會檢視業務，並準備好成長。然後是擴展，最後是接班。
systematic way of pushing the businesses through every phase with complete intention. And that's the problem with most small business owners for your vision. Uh and our vision at Aribba was
我有一套系統化的方法，能讓企業順利通過每個階段，並且是完全有意圖的。這對於大多數小企業主來說是個問題。
really simple. We said we want to build a great sustaining company into the 21st century. And then the mission is all about leadership because the object of
我們的願景其實很簡單。我們說我們想要建立一個能持續到21世紀的偉大公司。然後使命就是關於領導力，因為
the game particularly in Silicon Valley is to be the category king because when you're the category king you get 80% of the industry resources and 80% of market
在矽穀的遊戲中，特別是要成為類別之王。因為當你是類別之王時，你會獲得80%的行業資源和市場的80%。
cap and then your values. So right, integrity is there, courage, high ambition, accountability, respect, the basics. And then we had a set of team rules that
然後是你的價值觀。誠信、勇氣、高雄心、責任感、尊重，這些基本的價值觀。我們還有一套團隊規則，
kind of personify those values. And by the way, same team rules for all the companies. The first one is direct, open, and honest communication. In a
這些規則有點體現了這些價值觀。順便說一句，所有公司都適用同樣的團隊規則。第一條是直接、開放和誠實的溝通。
word, the truth. Um, the second one is no ideas a bad idea. And then we add in parenthesis unless CEOs. So because it's all about making a safe environment and
簡單來說，就是說真話。第二條是沒有壞主意。然後我們加上括號，除非是CEO的意見。因為這一切都是為了創造一個安全的環境，
and and and you can make us the safe environment when you mock out the CEO.
而且你可以在嘲諷CEO的時候創造這個安全的環境。
The third one is always raise the standard in everything we do in our people, our processes and our products.
第三條是我們在做的每件事上都要不斷提高標準，包括我們的人、流程和產品。
And if somebody can't keep up with that standard, you got to do something about it. Otherwise, you've automatically lowered your standard. Then the fourth one is we're a team first and functional
如果有人無法跟上這個標準，你就得採取行動。否則，你就自動降低了標準。第四條是我們是團隊優先，功能專家其次。
specialist second. So you developers, put your feet in the customer's shoes.
所以你們這些開發者，要站在客戶的立場思考。
You sales guys, don't make commitments we can't keep. And then the fifth one is the most powerful one of all. And that is hire the best people, especially if
你們這些銷售人員，不要做出我們無法履行的承諾。第五條是所有條款中最強大的，那就是聘用最優秀的人，特別是如果他們比我們更優秀。
they're better than us. And I'll give you a specific mentality that really works well. But I would say the success of a founder and success in as a if you
我會給你一個非常有效的具體心態。不過我想說，創始人的成功和作為公司內部的CEO的成功，
want to be an employee CEO within a company is how are you being resourceful?
在於你如何善用資源？
How are you solving the goal and the problems and the priorities with the resources that are available? Most people sit and they complain like, "Oh,
你如何用可用的資源來解決目標、問題和優先事項？大多數人只是坐著抱怨，像是「哦，我沒有這個」。
I don't have this." Like, there's a lot of people, I'm not getting paid enough.
像是有很多人說，我的薪水不夠。
Well, what are you doing about it? Did you put together a proposal? Did you go look at comparison analysis? Did you go create more revenue so it's obvious that
那麼，你在做什麼呢？你有沒有提出建議？你有沒有去看看比較分析？你有沒有去創造更多的收入？
people should get paid you more? We play a game called know what would it actually take? So, once we sit there and go, what is our goal to build a studio
人們應該多給你付錢嗎？我們玩一個叫做「實際上需要什麼？」的遊戲。所以，一旦我們坐下來，就會問，建立一個工作室的目標是什麼。
as big as Disney? All right. before you even get started, we sit there and go, "What?" Like, no BS. Don't try and say like the things that we want it to be
像迪士尼一樣大嗎？好吧。在你開始之前，我們會坐下來問，「什麼？」就像，不要廢話。不要試著說出我們想要的樣子。
true. But actually, what is true that what would need to be true in order for us to build a studio as big as Disney?
真的。但實際上，為了建立一個像迪士尼一樣大的工作室，必須要有什麼樣的真實情況？
And so, we sat there and we said, "Okay, it's going to take us to put our own capital in. It's going to take us to
所以，我們坐下來說，「好吧，這需要我們投入自己的資本。」
work hard. What does work hard look like? Is it a certain amount of hours?
努力工作是什麼樣子？是特定的工作時數嗎？
It is it a certain amount of achievements where you put things into place and you make sure you're always incrementally working towards that? is it maybe you have to um so this is
是某種成就嗎？你把事情安排好，並確保你總是在逐步朝著目標努力？
exactly what we did with Quest. It was oh we have to put the house on the line and that was like the no BS that's what
這正是我們在Quest所做的。哦，我們必須把房子押上去，這就是不廢話的真相。
it's going to take for us to go all in and build Quest Nutrition. And so once we sat there and said okay it's going to
這就是我們全力以赴，建立Quest Nutrition所需要的。於是當我們坐下來說好吧，這需要我們把房子押上去。
take us to put our house on the line.
這需要我們把房子押上去。
It's going to take me at the time to be that the supportive wife to come in and help you out. It's going to take no
那時我需要成為支持你的妻子，來幫助你。這意味著沒有假期。
vacation. It's going to mean you're going to need to take a third of your pay cut. Like we literally sat down and wrote a laundry list of what it's going
這意味著你需要減少三分之一的薪水。我們真的坐下來寫了一份清單，列出開始Quest Nutrition所需的所有事情。
to take to start and quest nutrition.
一旦我們有了那份清單，我們就互相看著，說，「好吧，我們願意這樣做嗎？」
And once we had that list, we just looked at each other and we're like, "All right, are we willing to do it?" And if the answer when the answer is
如果答案是「是」，那麼你就知道自己要朝什麼方向前進。你知道即將面對的路徑。
yes, now you just know what you're heading towards. You know the type of path that you're about to approach. And so there's no surprises. There's no all
所以就不會有驚喜。沒有突然回家說，「對，寶貝，生意不太好，哦，我的天，我很抱歉，但我們失去了房子。」
of a sudden him coming home and going, "Yeah, babe. So the business isn't doing well and so, oh my god, I'm so sorry, but we lose our house." Right? There's
沒有驚喜。我們已經確定了為了達成那個目標，我們要做什麼。而這其中就包含了犧牲。你願意犧牲什麼？
no surprise. We've established what we're going to do in order to go for that goal. And in that comes the sacrifices. What are you willing to
你能接受暫時放下什麼？很多時候是我的自尊心，我的自我意識，因為我不知道自己在做什麼。
sacrifice? What are the things that you're okay with um putting aside for now? And a lot of that was my self-esteem, my ego of like I didn't
所以每天我都在掙紮，試著找出一些東西，但我一直失敗。但我知道我必須學習，才能達到我們想要的目標。
know what I was doing. So every day I'm struggling. I'm trying to figure something out and I'm keep failing. But I knew that I had to learn in order to
所以我知道每天都必須重新振作。而他也一樣，必須學習哪些技能，才能達到我們的目標。
get to the goal that we wanted to get to. So I knew every day I had to get back up. And then the same with him with
我必須學習哪些技能，才能達到我們的目標？
the skill sets. What skill sets do I have to learn in order to get to the goal that we we have to where we want to
技能組合。我必須學習哪些技能組合，才能達到我們想要達到的目標？
get to? Now, if you want to achieve more wealth, you need to invest more money.
要達到這個目標嗎？如果你想要獲得更多的財富，你需要投資更多的錢。
How can you invest more money? You can spend less money or you can earn more money. It's as simple as that. Now, there's a limit to how much less you can
你怎麼能投資更多的錢呢？你可以花更少的錢，或者賺更多的錢。就是這麼簡單。現在，減少開支是有上限的。
spend. There's a limit to how many costs you can cut, but there's no limit to how much money you can earn. So, if you've already cut back as much as possible,
你能削減的成本是有限的，但賺錢是沒有上限的。所以，如果你已經盡可能地減少開支，
there's no other way that you can cut back and you still want to invest more and you want to see the return sooner, then you got to earn more money. Now,
沒有其他方法可以減少開支，而你仍然想要投資更多，並希望更快看到回報，那麼你就得賺更多的錢。現在，
again, how can you earn more money?
那麼，你怎麼能賺更多的錢呢？
Well, if you don't want to do it through starting a business or a side hustle, then you got to do it through your career. Are you at a job that will allow
如果你不想透過創業或副業來實現，那麼你就得透過你的職業來賺錢。你在的工作能讓你賺到更多的錢嗎？
you to earn more money? Are you in a position that will allow you to earn more money? Maybe you have to get a certificate. Maybe you have to go back
你在的職位能讓你賺到更多的錢嗎？也許你需要獲得證書，也許你需要回去上學。
to school. Maybe you look for a different company. Maybe you look for a completely different career. Maybe you add on a second job. Now, I I can't
也許你需要尋找不同的公司，或者完全不同的職業。也許你需要再找一份工作。現在，我無法
answer that question for you, but this is where you just have to be honest with yourself and see what type of life do you want to live and are you being
為你回答這個問題，但你必須誠實面對自己，看看你想要過什麼樣的生活，並且你是否對自己誠實？
honest with yourself? And then you just plug in the numbers.
然後你就把數字填進去。
Like you got a guy that he's running a small tech company or a dry cleaner or whatever it is. They will get into what we call perseverance mode where they're
比如說，有一個人經營著一家小型科技公司或乾洗店。他們會進入一種我們所謂的堅持模式，
making a little bit of money. Like and perseverance is like you might be profitable one month, you might not be profitable the next month. You might be
賺一點錢。堅持就是你可能這個月有利潤，下個月可能就沒有。你可能有六個月的利潤，然後又可能沒有。
profitable for 6 months and then you might not be right. And but you don't have the right people in the right seats. You don't have the right systems.
但如果你沒有合適的人在合適的位置上，沒有合適的系統，那麼就無法擴展。
You don't there's no way to scale it.
但他們所做的是，開始把所有的收入投入到不應該投資的領域，直到他們真正可行。
But what they do is is they go they start taking all their revenue and they start putting it into areas that really shouldn't be invested in until they're
他們會犯錯，因為他們不知道順序。
truly viable. And they they misstep because they don't know the sequencing.
我意識到，成長業務是有順序的。其實不管業務是什麼，都是有順序的。如果我
What I've realized is there's a sequencing to growing businesses. And it really doesn't matter what the business is. There's a sequencing to it. And if I
能夠正確地成長業務，僱用合適的人，建立合適的治理層，理解合適的關鍵績效指標，那麼我
can actually grow the business properly, hire the right people, create the right governance layers, understand the right KPIs, right, at the right time, then I
可以系統性地讓這個過程比其他人更快地完成。我已經掌握了這一點，這就是我們如何成長、經營、擴展以及
can systematically get it through that process faster than just about anyone else. I've mastered that and that's how we grow and run and scale and
可以系統地比幾乎任何人都更快地通過那個過程。我已經掌握了那個，這就是我們如何成長、運營、擴展和。
potentially exit all the businesses.
可能退出所有業務。
Really if you look at all the the best CEOs today the ones that I admire almost all of them are immigrants you know my father's an immigrant didn't speak
如果你看看今天所有最棒的執行長，我欣賞的幾乎都是移民。你知道，我的父親就是一位不會說英語的移民。
English came to this country uh Satcha Microsoft name these companies I mean just most of them the guy running Google Sundar uh a lot of the ones I
來到這個國家的像是微軟的 Satcha，這些公司大部分的執行長都是移民。我是說，運行 Google 的 Sundar 也是。
mean even Elon Musk who is debatably a great CEO you know South Africa and so what is it with them that we can all learn from and appsumo.com we have Aean
甚至連 Elon Musk，這位可能是偉大執行長的人，他來自南非。我們可以從他們身上學到什麼呢？
from Iran my father's from Israel Alona is from Usbekistan Sean is from London and uh Vanessa's from Colombia like you know what is it about immigrants that we
我的父親來自以色列，Alona 來自烏茲別克，Sean 來自倫敦，Vanessa 來自哥倫比亞。你知道，移民身上有什麼特質是我們可以學習的？
can all copy because that that is what's what built America was well we all came here from somewhere else and so the two things that have really struck with me
因為這就是建構美國的原因，我們都是從別的地方來的。對我來說，有兩件事特別深刻。
and I saw this woman who exemplified it her name was Sharon and she kicked so much and she was working basically at the best western serving breakfast and I you know
我看到一位女性，她的名字是 Sharon，她非常出色。她在最佳西方飯店工作，負責早餐服務。
if you never been to Best Western it should be called the okay western right it sucks it sucks But she was working like she was at, you
如果你從來沒有去過最佳西方飯店，那應該叫做「還可以的西方飯店」，因為真的很糟糕。但她的工作態度讓我感覺像是在
know, the the Four Seasons. I could not believe it. She's like bringing me a pancake. She's doing all these things and she was acting like
四季酒店一樣。我簡直不敢相信，她在端給我煎餅，做著所有的事情，表現得像是
a founder and and and an immigrant. I would say she is an immigrant. And I asked her, I said, "Yo, tell me more.
一位創辦人和移民。我會說她是一位移民。我問她，"嘿，告訴我更多。"
What's really going on?" She's like, "There's two things. It's my attitude and it's my effort." And I I think immigrants uh have been very successful
"到底發生了什麼事？" 她說："有兩件事。是我的態度和努力。" 我認為移民在這方面非常成功。
from thinking, "I got to figure this out. I can work as hard as I want. I'm going to do at least my best attitude around that." And I think one of the
他們會想，"我得搞清楚這一切。我可以努力工作，至少要有最好的態度。" 我認為這是
things what that's common especially for employees is thinking that they can't escape being an employee right I I thought I couldn't escape being middle class and through you know it does take
尤其對於員工來說，常常會認為自己無法逃脫員工的身份。我曾經也這樣認為，無法逃脫中產階級的生活。
time patience and belief and vision and vision sounds so ominous but a dream a fantasy and through that that you can create the reality that you can move
這需要時間、耐心、信念和願景。雖然「願景」聽起來有點可怕，但其實就是一個夢想。
outside of being the employee if that if that's your dream which I think everyone should be an entrepreneur whether it's a millionaire entrepreneur billionaire entrepreneur at least some type of
透過這些，你可以創造出你想要的現實，讓自己脫離員工的身份。如果這是你的夢想，我認為每個人都應該成為一位創業者。
entrepreneur I thought it was impossible or difficult to ever position myself as an authority to be a consultant. That was impossible. I thought it was
我曾經認為自己不可能或很難成為一位顧問，這對我來說是不可想像的。
impossible to ever create a course, much less create revenue streams of multiple seven figures in the back of courses.
我認為自己不可能創建一門課程，更不用說從課程中創造出多個七位數的收入來源了。
Then I thought it was impossible to create a membership. Then I thought it was impossible to start a tech company.
然後我認為創建一個會員制度是不可能的，開一家科技公司也是不可能的。
So the early the earliest part of my career was I want to become a photographer and then I want to become a successful photographer. And then all of
我職業生涯的最初階段，我想成為一名攝影師，然後想成為一名成功的攝影師。
a sudden the game got really slow. I could predict my income. I could predict the publicity. I could predict the resources. I could predict the
突然之間，遊戲變得非常緩慢。我可以預測我的收入、宣傳、資源和人脈。
connections. I could predict the publications. And when I predicted it, I loved it and I appreciated it. And then I just didn't want it anymore. Key is
當我預測到這些時，我喜歡這種感覺，也感激這一切。然後我就不再想要這些了。關鍵是
when the world has you a sack of sour lemons, the objective of the game is to turn to sweet lemonade. So what ends up happening for the majority of people is
當世界給你一袋酸檸檬時，遊戲的目標就是把它變成甜檸檬水。所以大多數人最後會發生的事情是
you end up just being a pond in the system. You just continue fueling the system because guess what? Corporations are going to get you to spend. They hire
你最後只會成為系統中的一個池塘。你只是持續為系統提供動力，因為你知道嗎？企業會讓你花錢。他們僱用
the best marketers in the world to get you to spend more money. You're going to continue borrowing money because guess what? Banks are in the business of
世界上最好的行銷人員來讓你花更多的錢。你會繼續借錢，因為你知道嗎？銀行的業務就是
getting you to borrow money. And they hire some of the smartest people in the world to get you to borrow more money to create programs to entice you to borrow
讓你借錢。他們僱用一些世界上最聰明的人來讓你借更多的錢，創造計畫來吸引你借
more money. Sales people are the same way. They go through trainings after trainings to learn how to sell something. Again, this doesn't make them necessarily evil. This is just the way
更多的錢。銷售人員也是如此。他們經過一次又一次的訓練來學習如何銷售某樣東西。這並不一定讓他們變得邪惡。這就是
the system works. The system is fueled by spending. What we don't have, the problem is we don't have the education to then tell us when we should spend and
系統的運作方式。這個系統是由消費驅動的。我們缺乏的問題是沒有教育來告訴我們什麼時候該花錢和
when we shouldn't spend. We're always chasing the the easy thing, right? The quick fix, right? The scrolling on the phone, the quick hit of dopamine, all of
什麼時候不該花錢。我們總是在追逐簡單的東西，對吧？快速的解決方案，對吧？滑手機，快速的多巴胺刺激，所有的
those pieces where what we really want is to feel good, be happy, and have joy.
那些部分，其實我們真正想要的是感覺良好、快樂和擁有喜悅。
Those are hard and take time and are difficult, right? It it it really matters to slow down sometimes. I'm I I go fast as anyone else, but sometimes we
這些是困難的，需要時間，也很不容易，對吧？有時候慢下來真的很重要。我跟其他人一樣快，但有時候我們
have to slow down if we want those pieces of life. That's slowing down and attach getting back to how do I feel?
必須慢下來，如果我們想要生活中的那些部分。這就是慢下來，重新連結到我現在的感受？
What's going on right now? And that takes a long time to get comfortable with. Like at first, it's really uncomfortable. Over time, it feels better and better. You hear all these
現在發生了什麼？這需要很長的時間才能讓自己感到舒適。一開始真的很不舒服。隨著時間的推移，感覺會越來越好。你會聽到這些
like I'd say fake entrepreneurs or fake coaches. They don't they don't actually have any real businesses. Uh they're like, you got to 10x today and you got
所謂的假創業者或假教練。他們其實沒有任何真正的生意。他們會說，你今天必須10倍成長，然後你必須
to 5x. If you're not 5xing, you're failing. And I was like, I've done that.
5倍。如果你不5倍成長，你就是失敗。我當時想，我已經這樣做過了。
But it's also interesting. What if you our goals now for for appsuma.com is to grow 10% next year. And it's been that for quite amount quite a lot of time.
但這也很有趣。如果我們現在的目標是明年增長10%。而且這樣已經有一段時間了。
And the reality is is when you set less ambitious goals for yourself, you can stick with them for longer because you're not burnt out, you're not tired,
事實是，當你為自己設定不那麼雄心勃勃的目標時，你可以更長時間地堅持下去，因為你不會感到疲憊，不會累，
you can sustain. And then by having less ambitious goals, you also have creative freedom because you're not stressed about hitting a target. And that gives
你可以持續下去。而且，擁有不那麼雄心勃勃的目標，你也有創造自由，因為你不會因為達成目標而感到壓力。這讓
you the ability to create 10x opportunities because you're like, "Okay, cool. I'm not worried about making money in that, but I can do go do
你能夠創造10倍的機會，因為你會想，"好吧，沒關係。我不擔心賺錢，但我可以去做
things that could potentially, you know, be moonshots and really drive the company for the future." Every Friday up until we probably got be about 100
那些可能會成為月球任務的事情，並真正推動公司的未來。"每個星期五，直到我們大約有100個人時，
people. We'd go around the room of what we call the round table. Anybody could say anything they want uh on their mind.
我們會圍著我們所謂的圓桌，任何人都可以說出他們心中的任何事情。
We had seven founders, right? And so this one guy stands up, our VP of marketing, one of the founders, Bobby Lynn, and he goes, "You know, this
我們有七位創始人，對吧？然後有一位男士站起來，我們的行銷副總裁，創始人之一，他說，"你知道，這