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Whatever industry you pick if you outwork everybody, if you try to be a little smarter than everybody, if you try to be a better sales person than everybody,
無論你選擇什麼行業，如果你比每個人都更努力，如果你試圖比每個人都更聰明一點，如果你試圖成為比每個人都更好的銷售人員。
if you try to be better prepared than everybody you've got your best chance because if you don't do it and somebody else does you know, I have this saying,
如果你試圖比每個人都準備得更好，你就有最好的機會，因為如果你不這樣做，而其他人這樣做，你知道，我有這句話。
work like someone is trying to take it all away from you.
像有人試圖把這一切都從你身邊奪走一樣工作。
You know, work like, actually work like someone is spending 24 hours, working 24 hours to take it all away from you.
你知道，像工作一樣，實際上像有人花 24 小時，工作 24 小時來把這一切都從你身邊奪走一樣工作。
And that's kind of the way I look at it.
這就是我看待它的方式。
What would you say is the number 1 reason why people fail?
你會說人們失敗的第一個原因是什麼？
- Lack of brains, lack of effort - Lack of brains, lack of effort?
缺乏智慧，缺乏努力。
Yeah, they just, they don't do the work, they don't learn, you know.
是的，他們只是，他們不做工作，他們不學習，你知道。
When you walk in the room, when you start a business and you start to talk about somebody, you're never in a vaccum with no competition.
當你走進房間，當你開始一項業務並開始談論某人時，你永遠不會在沒有競爭的真空中。
You know, unless you're just extremely lucky and if there's going to be competition that means somebody else knows your business as well as you do when you get started.
你知道，除非你只是極其幸運，如果會有競爭，這意味著其他人也像你一樣了解你的業務，當你開始時。
And if you walk into a competitive environment and they still know more about the business than you do, more about your customers you're going to lose.
如果你走進一個競爭環境，他們仍然比你更了解業務，更了解你的客戶，你會輸。
But most people don't consider that they don't do the work, they don't learn more about their industry they don't know even about their business, I mean...
但大多數人不考慮這一點，他們不做工作，他們不學習更多關於他們的行業，他們甚至不知道他們的業務，我的意思是...
and so you've got to put in the effort to know more about your industry than anybody else.
所以你必須付出努力，比任何人都更了解你的行業。
Umm... and that's- that's the brains part and that's the effort part as well because look, if you're competing with me you- you better know what you're doing otherwise I’m going to kick your but
嗯...那是智慧部分，那也是努力部分，因為看，如果你與我競爭，你最好知道你在做什麼，否則我會踢你的屁股。
You know, and you're not going to outwork me.
你知道，你不會比我更努力。
And so you know, the combination is usually what kills businesses early on more than anything else.
所以你知道，這種組合通常是比其他任何事情更早殺死企業的原因。
You could within a 5-10 minute interview say, this dude is not going to make it as an entrepreneur?
你能在 5-10 分鐘的面試中說，這個傢伙不會成為企業家嗎？
Yeah, I mean I can, I can typically tell.
是的，我的意思是，我可以，我通常可以告訴。
Right. I can tell, umm...
對。我可以告訴，嗯...
by their passion, I can tell by their focus, I can tell by their preparation.
通過他們的熱情，我可以通過他們的專注告訴，我可以通過他們的準備告訴。
You know, there's a whole realm of things in any business.
你知道，在任何業務中都有一整套事情。
Here, you know, here's- here's the business you're in and here's a thousand things that influence whether or not you're going to be successful.
這裡，你知道，這裡是-這裡是你從事的業務，這裡有一千件事影響你是否會成功。
You know, through my experience in businesses I can put myself in his position and say, okay here are 900 of the 1000 things he has to be aware of
你知道，通過我在業務中的經驗，我可以把自己放在他的位置上說，好的，這裡是 1000 件事中的 900 件他必須意識到的。
and then go through and ask and by how many of those or her...
然後通過並詢問，通過他們或她...
issues they've been able to address already that kind of gives me a sense of how hard they're willing to work.
他們已經能夠解決的問題，這給了我一種感覺，他們願意多努力工作。
You know, and I can tell by the questions they ask me so all I have to do is say "Okay, what do you want to know?"
你知道，我可以通過他們問我的問題告訴，所以我只需要說「好的，你想知道什麼？」
and you know when they start saying "What should I do?" - They ask you? - Yeah, yeah and that's fine, right?
你知道，當他們開始說「我應該做什麼？」時 - 他們問你？ - 是的，是的，這很好，對吧？
And I want them to ask questions but... you know, people like to say you know, the only stupid questions are the ones you don't, the ones you don't ask and that's not right
我希望他們問問題，但是...你知道，人們喜歡說你知道，唯一愚蠢的問題是你不問的問題，這不對。
right? Because the questions you ask tell me, tell whoever more about you than anything else you do.
對吧？因為你問的問題告訴我，告訴任何人關於你的信息，比你所做的任何其他事情都多。
Because in particular, it tells me about your preparation.
因為特別是，它告訴我關於你的準備。
If you ask me questions about just basic things that you should have known and you should have down to a science that's going to disqualify you almost more than anything.
如果你問我關於你應該知道的基本事情的問題，你應該已經掌握到科學，這幾乎比其他任何事情都更能取消你的資格。
If you're not always learning, if to this minute if- if I’m not continuously learning, if I’m not just absorbing as much as I can absorb
如果你不總是在學習，如果到這一分鐘，如果-如果我不持續學習，如果我不只是吸收我能吸收的一切。
someone else is going to kick my butt right? So you talked about paranoia the greatest source of your paranoia should be knowledge.
其他人會踢我的屁股，對吧？所以你談到了偏執，你偏執的最大來源應該是知識。
If someone else knows more than you do and if you're not learning, if you don't know to learn, if you don't know how to learn
如果其他人比你更了解，如果你不學習，如果你不知道學習，如果你不知道如何學習。
if you don't have a thirst for learning and acquiring information you're- you're SOL.
如果你沒有對學習和獲取信息的渴望，你-你完蛋了。
Do you think there needs to be a healthy level of paranoia?
你認為需要一個健康的偏執水平嗎？
- Absolutely. - There needs to be?
絕對需要。
Oh yeah, I mean, I always say, you know for every one of my businesses I say what would I do to kick my own butt?
哦，是的，我的意思是，我總是說，你知道，對於我的每一項業務，我說我會做什麼來踢我自己的屁股？
Right, so whatever business you have there's somebody trying to put you out of business.
對，所以無論你有什麼業務，都有人試圖讓你破產。
There's somebody trying to to take a bite out of your business and it's better for you to figure out how they're going to do it
有人試圖從你的業務中咬一口，對你來說，最好弄清楚他們會如何做。
rather than they do it.
而不是他們這樣做。
And so yeah, that's being paranoid and so you have to be paranoid, you have to anticipate other people's next moves.
所以是的，這就是偏執，所以你必須偏執，你必須預測其他人的下一步行動。
And you can't ever, you know, downplay the competition.
你永遠不能，你知道，輕視競爭。
I was at a business plan competition this morning for, at a college and they were kind of being dismissive of the competition and so you can't ever do that.
今天早上我在一所大學的商業計劃競賽中，他們有點對競爭不屑一顧，所以你永遠不能這樣做。
And so, you have to be you know, very self-aware of what you're good at and what other people are good at and you know, a healthy dose of paranoia makes a big difference
所以，你必須知道，非常自我意識到你的優勢和其他人的優勢，你知道，健康的偏執劑量會產生很大的不同。
I mean, is very helpful.
我的意思是，非常有幫助。
Let's transition to a different subject with college - You went to IU? - Yep.
讓我們轉換到一個不同的主題，關於大學 - 你去了 IU？ - 是的。
Right, now you got a lot of people that...
對，現在你有很多人...
say, forget about school, you know, drop out of school.
說，忘記學校，你知道，輟學。
- They're idiots, they're idiots. - So you think they're idiots, - tell me why? - Umm...
他們是白痴，他們是白痴。 - 所以你認為他們是白痴， - 告訴我為什麼？ - 嗯...
If you're going to have and run a business, if you don't understand accounting you're already behind the 8-ball.
如果你要擁有並經營一項業務，如果你不了解會計，你已經落後了。
Can't you hire a guy that's, that knows how to run- but then, they still have to communicate to you.
你不能僱用一個知道如何經營的人嗎？但然後，他們仍然必須與你溝通。
Your accountant might tell you you're profitable but your cash is going down.
你的會計師可能會告訴你你有利潤，但你的現金正在下降。
You know, not understanding um, that breakdown and- and when you don't...
你知道，不理解，嗯，那個分解，以及當你不...
do you think you need college to learn that?
你認為你需要大學來學習這個嗎？
Yeah, I think you do, right? Because it may not, for some people...
是的，我認為你需要，對吧？因為它可能不會，對某些人來說...
look if you're so self-motivated that you can take an online course in accounting and teach yourself everything you're way ahead of the game anyways but most people aren't.
看，如果你如此自我激勵，以至於你可以參加在線會計課程並自學一切，無論如何你已經領先了，但大多數人不是。
I don't care if you go to a community college and take accounting and spend 99 bucks for the class.
我不在乎你是否去社區大學學習會計，花 99 美元上課。
Just you know, spending the money forces you to be more obligated to do it but accounting, finance, lesser extent marketing, sales if the school offers that
只是你知道，花錢迫使你更有義務去做，但會計、金融、較小程度的行銷、銷售，如果學校提供這些。
these are all... that's the language of business.
這些都是...那是商業的語言。
And so while it's possible to teach yourself these things and while it's possible to hire them when you're starting your own company you don't want to have to spend money hiring an accountant.
所以雖然可以自學這些東西，雖然可以在你開始自己的公司時僱用它們，但你不希望必須花錢僱用會計師。
Well, let me tell you about if you've gone through all these classes probably you don't have to hire a lawyer to incorporate, right?
好吧，讓我告訴你，如果你已經完成了所有這些課程，你可能不需要僱用律師來成立公司，對吧？
You can probably figure it out yourself.
你可能可以自己弄清楚。
And so your cost of opening up a business drops but even more important than all that that's- that's the blocking and tackling that's the language of business.
所以你開辦業務的成本下降了，但比所有這些更重要的是，那是阻擋和處理，那是商業的語言。
You know, the thing I learned at Indiana that was more important than anything else I learned how to learn.
你知道，我在印第安納學到的比任何其他事情都重要的是，我學會了如何學習。
And learning became far more important to me because the one certainty in business is that it's always going to be changing.
學習對我來說變得更加重要，因為商業中的一個確定性是它總是在變化。
How does one entrepreneur increase the speed and areas that they can increase?
一個企業家如何提高他們可以提高的速度和領域？
- There's certain things you can't control- - Speed in what way?
有些東西你無法控制 - 以什麼方式的速度？
- Speed of growing your business. - Alright.
你的業務增長速度。 - 好的。
- So how fast can I grow- - Yeah, I mean it just depends you've got to know your own skill set right?
所以我能多快成長 - 是的，我的意思是，這只是取決於你必須知道你自己的技能組合，對吧？
And you've got to know how that fits within your company's life cycle.
你必須知道這如何適合你公司的生命週期。
You know some companies are slow, slow grind and you just have to understand that and you've just got to bide your time until it starts to click
你知道，有些公司是緩慢的，緩慢的磨練，你只需要理解這一點，你只需要等待，直到它開始點擊。
and then grow with it quickly.
然後快速成長。
You know, if you're trying to release a product that needs to be ubiquitous you've got to go as fast as you can - and- and then, you know, - Release a product
你知道，如果你試圖發布一個需要無處不在的產品，你必須盡可能快地走 - 然後，你知道， - 發布產品。
yeah, yeah, and- and you know, there's a lot of people who say you know, "perfection is the enemy of profitability" right and that doesn't mean you have to wait until it's a perfect product.
是的，是的，你知道，有很多人說你知道，「完美是盈利的敵人」，對吧，這並不意味著你必須等到它是一個完美的產品。
It really just depends on what the product is, is it you know a barber shop right? Is it an app, is it a service, is it a product
這真的只是取決於產品是什麼，你知道是理髮店，對吧？是應用程式，是服務，是產品。
but you know, the- the key is looking for the low-hanging fruit what are the... what are...
但你知道，關鍵是尋找低垂的果實，什麼是...什麼是...
what customers are willing to write you a check or commit to it?
什麼客戶願意給你寫支票或承諾？
You know, so that they're willing to integrate it into their daily lives or integrate it into their daily business.
你知道，所以他們願意將其整合到他們的日常生活中或整合到他們的日常業務中。
And so getting a commitment either through time or revenue is typically what I look for.
所以通過時間或收入獲得承諾通常是我尋找的。
And so if I can get a commitment then I’m- I’m going to be able to learn, I’m going to see how they use it so they sustain usage.
所以如果我能獲得承諾，那麼我-我將能夠學習，我將看到他們如何使用它，所以他們維持使用。
And I just try to ramp it up.
我只是試圖加快速度。
you know, on my desk next to my phone and making phone calls - You? - Yeah, me.
你知道，在我的桌子上，在我的電話旁邊，打電話 - 你？ - 是的，我。
Yeah, because if I’m not going to do it how can I expect someone else to do it right?
是的，因為如果我不這樣做，我怎麼能期望別人這樣做，對吧？
So just get on the phone, "Hey this is Mark Cuban - I’m the new owner of the Dallas Mavericks." - Unbelievable.
所以只是拿起電話，「嘿，這是 Mark Cuban - 我是達拉斯小牛隊的新老闆。」 - 難以置信。
You know, "I’d like to invite you back for-" -Unbelievable.
你知道，「我想邀請你回來...」 - 難以置信。
It's not though, this is my business- But you- what you- you can't get regular sales guys or something to make those calls once they get to a quarter?
雖然不是這樣，這是我的業務 - 但你-你-你不能讓普通的銷售人員或其他人在他們達到四分之一時打這些電話嗎？
You're a guy that's a billionaire you're making those calls.
你是一個億萬富翁，你在打這些電話。
Well, but that's all, you know, that's fine and good right?
好吧，但這就是全部，你知道，這很好，對吧？
Because everybody's got their own goals, right.
因為每個人都有自己的目標，對吧。
But still I don't want anybody at the Mavs to be able to say, well, he's not willing to do the work, right.
但我仍然不希望小牛隊的任何人能夠說，好吧，他不願意做這項工作，對吧。
There's you know, if I walk around I’m picking up all the papers I’m not saying, go get that picked up, I’m like, Okay, that's trash, I’m picking it up.
你知道，如果我走來走去，我在撿起所有的紙張，我不是說，去把它撿起來，我就像，好的，那是垃圾，我在撿它。
So, but in terms of speed of growth it's really...
所以，但就增長速度而言，這真的...
you got to get that first customer first.
你必須先獲得第一個客戶。
And then when you get that first what did you learn, reiterate get that next customer.
然後當你獲得第一個時，你學到了什麼，重複，獲得下一個客戶。
And then hopefully as you learn more and more through the process then the next one, the next one, the next one becomes come by even faster.
然後希望當你通過這個過程學習越來越多時，下一個，下一個，下一個變得來得更快。
I alluded to it earlier about entrepreneurs being born or built you know, and I think there...
我之前提到過企業家是天生的還是培養的，你知道，我認為...
I knew I was wired to be excited about business how or why I don't know but...
我知道我被設定為對業務感到興奮，如何或為什麼我不知道，但是...
you know, and there's certain guys they have the genetics to jump out of the gym right? Certain guys you know, that...
你知道，有些傢伙有遺傳學可以跳出健身房，對吧？某些傢伙，你知道，...
you know, when they golf they have the muscle memory and the discipline you know Dirk Nowitzski may not be the most talented guy in the NBA
你知道，當他們打高爾夫時，他們有肌肉記憶和紀律，你知道 Dirk Nowitzki 可能不是 NBA 中最有才華的人。
but his discipline and his focus to do what's necessary to be successful, he's willing to do and combine it with being 7 feet tall and being skilled
但他的紀律和他的專注於做成功所必需的事情，他願意做，並結合他 7 英尺高和熟練。
you know, it makes him an amazing basketball player.
你知道，這使他成為一個令人驚嘆的籃球運動員。
So it's understanding what your skill set is, finding the right place to use those skills and then going for it.
所以這是理解你的技能組合是什麼，找到使用這些技能的正確地方，然後去做。
You know, will that make you 250 grand?
你知道，這會讓你賺 25 萬嗎？
It depends if you pick the right industry you know, I started my first business when I was 12 I was buying and selling baseball cards, buying and selling stamps
這取決於你是否選擇正確的行業，你知道，我在 12 歲時開始了我的第一項業務，我在買賣棒球卡，買賣郵票。
anything I could do to make money. I was hustling and trying to do so I was in the business but I- not so much where it was...
任何我能做的來賺錢。我在努力並試圖這樣做，所以我在業務中，但我-不是那麼多，它在哪裡...
all my friends were into it with me, so they wouldn't know.
我所有的朋友都和我一起參與其中，所以他們不會知道。
- Baseball cards. - Yeah, baseball cards you name it, I mean I grew up in Pittsburgh and so I would, probably even less than 12 years old I would
棒球卡。 - 是的，棒球卡，你說得出來，我的意思是，我在匹茲堡長大，所以我會，可能甚至不到 12 歲，我會。
go up buy a bunch of baseball cards that I collected and I would package I would say okay, you're guaranteed to have a Pittsburgh Pirate in this package
上去買一堆我收集的棒球卡，我會包裝，我會說，好的，你保證在這個包裝中有一張匹茲堡海盜。
and I would charge three times as much and I’d set up on this park bench down in the park down in Scott Township where I grew up
我會收取三倍的價格，我會在公園的這個公園長凳上設置，在我長大的 Scott Township 的公園裡。
and I’d have these little sales and it was great I made money and I mean it was...
我會有一些小銷售，這很棒，我賺了錢，我的意思是...
you know, I learned as much about business when I was 9, 10 and 12 as I learned any other time.
你知道，我在 9、10 和 12 歲時學到的關於業務的知識，就像我在任何其他時間學到的一樣多。
點擊句子跳轉到對應位置
Whatever industry you pick if you outwork everybody, if you try to be a little smarter than everybody, if you try to be a better sales person than everybody,
無論你選擇什麼行業，如果你比每個人都更努力，如果你試圖比每個人都更聰明一點，如果你試圖成為比每個人都更好的銷售人員。
if you try to be better prepared than everybody you've got your best chance because if you don't do it and somebody else does you know, I have this saying,
如果你試圖比每個人都準備得更好，你就有最好的機會，因為如果你不這樣做，而其他人這樣做，你知道，我有這句話。
work like someone is trying to take it all away from you.
像有人試圖把這一切都從你身邊奪走一樣工作。
You know, work like, actually work like someone is spending 24 hours, working 24 hours to take it all away from you.
你知道，像工作一樣，實際上像有人花 24 小時，工作 24 小時來把這一切都從你身邊奪走一樣工作。
And that's kind of the way I look at it.
這就是我看待它的方式。
What would you say is the number 1 reason why people fail?
你會說人們失敗的第一個原因是什麼？
- Lack of brains, lack of effort - Lack of brains, lack of effort?
缺乏智慧，缺乏努力。
Yeah, they just, they don't do the work, they don't learn, you know.
是的，他們只是，他們不做工作，他們不學習，你知道。
When you walk in the room, when you start a business and you start to talk about somebody, you're never in a vaccum with no competition.
當你走進房間，當你開始一項業務並開始談論某人時，你永遠不會在沒有競爭的真空中。
You know, unless you're just extremely lucky and if there's going to be competition that means somebody else knows your business as well as you do when you get started.
你知道，除非你只是極其幸運，如果會有競爭，這意味著其他人也像你一樣了解你的業務，當你開始時。
And if you walk into a competitive environment and they still know more about the business than you do, more about your customers you're going to lose.
如果你走進一個競爭環境，他們仍然比你更了解業務，更了解你的客戶，你會輸。
But most people don't consider that they don't do the work, they don't learn more about their industry they don't know even about their business, I mean...
但大多數人不考慮這一點，他們不做工作，他們不學習更多關於他們的行業，他們甚至不知道他們的業務，我的意思是...
and so you've got to put in the effort to know more about your industry than anybody else.
所以你必須付出努力，比任何人都更了解你的行業。
Umm... and that's- that's the brains part and that's the effort part as well because look, if you're competing with me you- you better know what you're doing otherwise I’m going to kick your but
嗯...那是智慧部分，那也是努力部分，因為看，如果你與我競爭，你最好知道你在做什麼，否則我會踢你的屁股。
You know, and you're not going to outwork me.
你知道，你不會比我更努力。
And so you know, the combination is usually what kills businesses early on more than anything else.
所以你知道，這種組合通常是比其他任何事情更早殺死企業的原因。
You could within a 5-10 minute interview say, this dude is not going to make it as an entrepreneur?
你能在 5-10 分鐘的面試中說，這個傢伙不會成為企業家嗎？
Yeah, I mean I can, I can typically tell.
是的，我的意思是，我可以，我通常可以告訴。
Right. I can tell, umm...
對。我可以告訴，嗯...
by their passion, I can tell by their focus, I can tell by their preparation.
通過他們的熱情，我可以通過他們的專注告訴，我可以通過他們的準備告訴。
You know, there's a whole realm of things in any business.
你知道，在任何業務中都有一整套事情。
Here, you know, here's- here's the business you're in and here's a thousand things that influence whether or not you're going to be successful.
這裡，你知道，這裡是-這裡是你從事的業務，這裡有一千件事影響你是否會成功。
You know, through my experience in businesses I can put myself in his position and say, okay here are 900 of the 1000 things he has to be aware of
你知道，通過我在業務中的經驗，我可以把自己放在他的位置上說，好的，這裡是 1000 件事中的 900 件他必須意識到的。
and then go through and ask and by how many of those or her...
然後通過並詢問，通過他們或她...
issues they've been able to address already that kind of gives me a sense of how hard they're willing to work.
他們已經能夠解決的問題，這給了我一種感覺，他們願意多努力工作。
You know, and I can tell by the questions they ask me so all I have to do is say "Okay, what do you want to know?"
你知道，我可以通過他們問我的問題告訴，所以我只需要說「好的，你想知道什麼？」
and you know when they start saying "What should I do?" - They ask you? - Yeah, yeah and that's fine, right?
你知道，當他們開始說「我應該做什麼？」時 - 他們問你？ - 是的，是的，這很好，對吧？
And I want them to ask questions but... you know, people like to say you know, the only stupid questions are the ones you don't, the ones you don't ask and that's not right
我希望他們問問題，但是...你知道，人們喜歡說你知道，唯一愚蠢的問題是你不問的問題，這不對。
right? Because the questions you ask tell me, tell whoever more about you than anything else you do.
對吧？因為你問的問題告訴我，告訴任何人關於你的信息，比你所做的任何其他事情都多。
Because in particular, it tells me about your preparation.
因為特別是，它告訴我關於你的準備。
If you ask me questions about just basic things that you should have known and you should have down to a science that's going to disqualify you almost more than anything.
如果你問我關於你應該知道的基本事情的問題，你應該已經掌握到科學，這幾乎比其他任何事情都更能取消你的資格。
If you're not always learning, if to this minute if- if I’m not continuously learning, if I’m not just absorbing as much as I can absorb
如果你不總是在學習，如果到這一分鐘，如果-如果我不持續學習，如果我不只是吸收我能吸收的一切。
someone else is going to kick my butt right? So you talked about paranoia the greatest source of your paranoia should be knowledge.
其他人會踢我的屁股，對吧？所以你談到了偏執，你偏執的最大來源應該是知識。
If someone else knows more than you do and if you're not learning, if you don't know to learn, if you don't know how to learn
如果其他人比你更了解，如果你不學習，如果你不知道學習，如果你不知道如何學習。
if you don't have a thirst for learning and acquiring information you're- you're SOL.
如果你沒有對學習和獲取信息的渴望，你-你完蛋了。
Do you think there needs to be a healthy level of paranoia?
你認為需要一個健康的偏執水平嗎？
- Absolutely. - There needs to be?
絕對需要。
Oh yeah, I mean, I always say, you know for every one of my businesses I say what would I do to kick my own butt?
哦，是的，我的意思是，我總是說，你知道，對於我的每一項業務，我說我會做什麼來踢我自己的屁股？
Right, so whatever business you have there's somebody trying to put you out of business.
對，所以無論你有什麼業務，都有人試圖讓你破產。
There's somebody trying to to take a bite out of your business and it's better for you to figure out how they're going to do it
有人試圖從你的業務中咬一口，對你來說，最好弄清楚他們會如何做。
rather than they do it.
而不是他們這樣做。
And so yeah, that's being paranoid and so you have to be paranoid, you have to anticipate other people's next moves.
所以是的，這就是偏執，所以你必須偏執，你必須預測其他人的下一步行動。
And you can't ever, you know, downplay the competition.
你永遠不能，你知道，輕視競爭。
I was at a business plan competition this morning for, at a college and they were kind of being dismissive of the competition and so you can't ever do that.
今天早上我在一所大學的商業計劃競賽中，他們有點對競爭不屑一顧，所以你永遠不能這樣做。
And so, you have to be you know, very self-aware of what you're good at and what other people are good at and you know, a healthy dose of paranoia makes a big difference
所以，你必須知道，非常自我意識到你的優勢和其他人的優勢，你知道，健康的偏執劑量會產生很大的不同。
I mean, is very helpful.
我的意思是，非常有幫助。
Let's transition to a different subject with college - You went to IU? - Yep.
讓我們轉換到一個不同的主題，關於大學 - 你去了 IU？ - 是的。
Right, now you got a lot of people that...
對，現在你有很多人...
say, forget about school, you know, drop out of school.
說，忘記學校，你知道，輟學。
- They're idiots, they're idiots. - So you think they're idiots, - tell me why? - Umm...
他們是白痴，他們是白痴。 - 所以你認為他們是白痴， - 告訴我為什麼？ - 嗯...
If you're going to have and run a business, if you don't understand accounting you're already behind the 8-ball.
如果你要擁有並經營一項業務，如果你不了解會計，你已經落後了。
Can't you hire a guy that's, that knows how to run- but then, they still have to communicate to you.
你不能僱用一個知道如何經營的人嗎？但然後，他們仍然必須與你溝通。
Your accountant might tell you you're profitable but your cash is going down.
你的會計師可能會告訴你你有利潤，但你的現金正在下降。
You know, not understanding um, that breakdown and- and when you don't...
你知道，不理解，嗯，那個分解，以及當你不...
do you think you need college to learn that?
你認為你需要大學來學習這個嗎？
Yeah, I think you do, right? Because it may not, for some people...
是的，我認為你需要，對吧？因為它可能不會，對某些人來說...
look if you're so self-motivated that you can take an online course in accounting and teach yourself everything you're way ahead of the game anyways but most people aren't.
看，如果你如此自我激勵，以至於你可以參加在線會計課程並自學一切，無論如何你已經領先了，但大多數人不是。
I don't care if you go to a community college and take accounting and spend 99 bucks for the class.
我不在乎你是否去社區大學學習會計，花 99 美元上課。
Just you know, spending the money forces you to be more obligated to do it but accounting, finance, lesser extent marketing, sales if the school offers that
只是你知道，花錢迫使你更有義務去做，但會計、金融、較小程度的行銷、銷售，如果學校提供這些。
these are all... that's the language of business.
這些都是...那是商業的語言。
And so while it's possible to teach yourself these things and while it's possible to hire them when you're starting your own company you don't want to have to spend money hiring an accountant.
所以雖然可以自學這些東西，雖然可以在你開始自己的公司時僱用它們，但你不希望必須花錢僱用會計師。
Well, let me tell you about if you've gone through all these classes probably you don't have to hire a lawyer to incorporate, right?
好吧，讓我告訴你，如果你已經完成了所有這些課程，你可能不需要僱用律師來成立公司，對吧？
You can probably figure it out yourself.
你可能可以自己弄清楚。
And so your cost of opening up a business drops but even more important than all that that's- that's the blocking and tackling that's the language of business.
所以你開辦業務的成本下降了，但比所有這些更重要的是，那是阻擋和處理，那是商業的語言。
You know, the thing I learned at Indiana that was more important than anything else I learned how to learn.
你知道，我在印第安納學到的比任何其他事情都重要的是，我學會了如何學習。
And learning became far more important to me because the one certainty in business is that it's always going to be changing.
學習對我來說變得更加重要，因為商業中的一個確定性是它總是在變化。
How does one entrepreneur increase the speed and areas that they can increase?
一個企業家如何提高他們可以提高的速度和領域？
- There's certain things you can't control- - Speed in what way?
有些東西你無法控制 - 以什麼方式的速度？
- Speed of growing your business. - Alright.
你的業務增長速度。 - 好的。
- So how fast can I grow- - Yeah, I mean it just depends you've got to know your own skill set right?
所以我能多快成長 - 是的，我的意思是，這只是取決於你必須知道你自己的技能組合，對吧？
And you've got to know how that fits within your company's life cycle.
你必須知道這如何適合你公司的生命週期。
You know some companies are slow, slow grind and you just have to understand that and you've just got to bide your time until it starts to click
你知道，有些公司是緩慢的，緩慢的磨練，你只需要理解這一點，你只需要等待，直到它開始點擊。
and then grow with it quickly.
然後快速成長。
You know, if you're trying to release a product that needs to be ubiquitous you've got to go as fast as you can - and- and then, you know, - Release a product
你知道，如果你試圖發布一個需要無處不在的產品，你必須盡可能快地走 - 然後，你知道， - 發布產品。
yeah, yeah, and- and you know, there's a lot of people who say you know, "perfection is the enemy of profitability" right and that doesn't mean you have to wait until it's a perfect product.
是的，是的，你知道，有很多人說你知道，「完美是盈利的敵人」，對吧，這並不意味著你必須等到它是一個完美的產品。
It really just depends on what the product is, is it you know a barber shop right? Is it an app, is it a service, is it a product
這真的只是取決於產品是什麼，你知道是理髮店，對吧？是應用程式，是服務，是產品。
but you know, the- the key is looking for the low-hanging fruit what are the... what are...
但你知道，關鍵是尋找低垂的果實，什麼是...什麼是...
what customers are willing to write you a check or commit to it?
什麼客戶願意給你寫支票或承諾？
You know, so that they're willing to integrate it into their daily lives or integrate it into their daily business.
你知道，所以他們願意將其整合到他們的日常生活中或整合到他們的日常業務中。
And so getting a commitment either through time or revenue is typically what I look for.
所以通過時間或收入獲得承諾通常是我尋找的。
And so if I can get a commitment then I’m- I’m going to be able to learn, I’m going to see how they use it so they sustain usage.
所以如果我能獲得承諾，那麼我-我將能夠學習，我將看到他們如何使用它，所以他們維持使用。
And I just try to ramp it up.
我只是試圖加快速度。
you know, on my desk next to my phone and making phone calls - You? - Yeah, me.
你知道，在我的桌子上，在我的電話旁邊，打電話 - 你？ - 是的，我。
Yeah, because if I’m not going to do it how can I expect someone else to do it right?
是的，因為如果我不這樣做，我怎麼能期望別人這樣做，對吧？
So just get on the phone, "Hey this is Mark Cuban - I’m the new owner of the Dallas Mavericks." - Unbelievable.
所以只是拿起電話，「嘿，這是 Mark Cuban - 我是達拉斯小牛隊的新老闆。」 - 難以置信。
You know, "I’d like to invite you back for-" -Unbelievable.
你知道，「我想邀請你回來...」 - 難以置信。
It's not though, this is my business- But you- what you- you can't get regular sales guys or something to make those calls once they get to a quarter?
雖然不是這樣，這是我的業務 - 但你-你-你不能讓普通的銷售人員或其他人在他們達到四分之一時打這些電話嗎？
You're a guy that's a billionaire you're making those calls.
你是一個億萬富翁，你在打這些電話。
Well, but that's all, you know, that's fine and good right?
好吧，但這就是全部，你知道，這很好，對吧？
Because everybody's got their own goals, right.
因為每個人都有自己的目標，對吧。
But still I don't want anybody at the Mavs to be able to say, well, he's not willing to do the work, right.
但我仍然不希望小牛隊的任何人能夠說，好吧，他不願意做這項工作，對吧。
There's you know, if I walk around I’m picking up all the papers I’m not saying, go get that picked up, I’m like, Okay, that's trash, I’m picking it up.
你知道，如果我走來走去，我在撿起所有的紙張，我不是說，去把它撿起來，我就像，好的，那是垃圾，我在撿它。
So, but in terms of speed of growth it's really...
所以，但就增長速度而言，這真的...
you got to get that first customer first.
你必須先獲得第一個客戶。
And then when you get that first what did you learn, reiterate get that next customer.
然後當你獲得第一個時，你學到了什麼，重複，獲得下一個客戶。
And then hopefully as you learn more and more through the process then the next one, the next one, the next one becomes come by even faster.
然後希望當你通過這個過程學習越來越多時，下一個，下一個，下一個變得來得更快。
I alluded to it earlier about entrepreneurs being born or built you know, and I think there...
我之前提到過企業家是天生的還是培養的，你知道，我認為...
I knew I was wired to be excited about business how or why I don't know but...
我知道我被設定為對業務感到興奮，如何或為什麼我不知道，但是...
you know, and there's certain guys they have the genetics to jump out of the gym right? Certain guys you know, that...
你知道，有些傢伙有遺傳學可以跳出健身房，對吧？某些傢伙，你知道，...
you know, when they golf they have the muscle memory and the discipline you know Dirk Nowitzski may not be the most talented guy in the NBA
你知道，當他們打高爾夫時，他們有肌肉記憶和紀律，你知道 Dirk Nowitzki 可能不是 NBA 中最有才華的人。
but his discipline and his focus to do what's necessary to be successful, he's willing to do and combine it with being 7 feet tall and being skilled
但他的紀律和他的專注於做成功所必需的事情，他願意做，並結合他 7 英尺高和熟練。
you know, it makes him an amazing basketball player.
你知道，這使他成為一個令人驚嘆的籃球運動員。
So it's understanding what your skill set is, finding the right place to use those skills and then going for it.
所以這是理解你的技能組合是什麼，找到使用這些技能的正確地方，然後去做。
You know, will that make you 250 grand?
你知道，這會讓你賺 25 萬嗎？
It depends if you pick the right industry you know, I started my first business when I was 12 I was buying and selling baseball cards, buying and selling stamps
這取決於你是否選擇正確的行業，你知道，我在 12 歲時開始了我的第一項業務，我在買賣棒球卡，買賣郵票。
anything I could do to make money. I was hustling and trying to do so I was in the business but I- not so much where it was...
任何我能做的來賺錢。我在努力並試圖這樣做，所以我在業務中，但我-不是那麼多，它在哪裡...
all my friends were into it with me, so they wouldn't know.
我所有的朋友都和我一起參與其中，所以他們不會知道。
- Baseball cards. - Yeah, baseball cards you name it, I mean I grew up in Pittsburgh and so I would, probably even less than 12 years old I would
棒球卡。 - 是的，棒球卡，你說得出來，我的意思是，我在匹茲堡長大，所以我會，可能甚至不到 12 歲，我會。
go up buy a bunch of baseball cards that I collected and I would package I would say okay, you're guaranteed to have a Pittsburgh Pirate in this package
上去買一堆我收集的棒球卡，我會包裝，我會說，好的，你保證在這個包裝中有一張匹茲堡海盜。
and I would charge three times as much and I’d set up on this park bench down in the park down in Scott Township where I grew up
我會收取三倍的價格，我會在公園的這個公園長凳上設置，在我長大的 Scott Township 的公園裡。
and I’d have these little sales and it was great I made money and I mean it was...
我會有一些小銷售，這很棒，我賺了錢，我的意思是...
you know, I learned as much about business when I was 9, 10 and 12 as I learned any other time.
你知道，我在 9、10 和 12 歲時學到的關於業務的知識，就像我在任何其他時間學到的一樣多。