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You have a thousand minutes every day to be productive. If you look at those thousand minutes as $1,000, it'll really start to affect the way you give someone
你每天有一千分鐘可以高效工作。如果你把那一千分鐘當作一千美元，這真的會開始影響你給別人
15 minutes. I was spending so much time where it wasn't a benefit for me. Every day is going to cost me $1,000. Ryan Sirant is one of the top real estate
15分鐘。我花了很多時間在對我沒有好處的事情上。每一天都會讓我損失一千美元。Ryan Serhant是頂尖的房地產
brokers on the planet, star of the hit Netflix showing Manhattan. In this episode, we get into how to get a stranger to genuinely trust you with
經紀人之一，Netflix熱門節目《曼哈頓》的明星。在這集節目中，我們要深入探討如何讓陌生人真正信任你，把
real money, how to sell to top tier clients, aka rich people, without sucking up, and how to handle the pressure of being at the very top. If
大筆錢交給你，如何向頂級客戶（也就是有錢人）銷售，而不需要拍馬屁，以及如何應對站在頂端的壓力。如果
you want to become a certified expert in negotiation, sales, and competence, you want to listen to this episode. What did you do when you were
你想成為談判、銷售和能力方面的認證專家，你一定要聽這集。當你
lost and broke? And what would you tell somebody else who was in that exact same position today?
迷失且破產時，你做了什麼？你會對今天處於完全相同處境的人說什麼？
>> Setbacks are just speed bumps. They are not brick walls. I've been dead broke in the city and I will never go back there.
>> 挫折只是減速帶。它們不是磚牆。我在這座城市曾經一無所有，我永遠不會再回到那種狀態。
I will run as far away from that moment as I possibly can. All the other issues that I've had through my career, I think a lot of people would treat them
我會盡可能遠離那個時刻。我職業生涯中遇到的所有其他問題，我想很多人會把它們
like brick walls. Go home. And success is like right over there past that corner. Maybe what wealthy people are paying for is not information or access.
當作磚牆。回家吧。而成功就在那個轉角後面。也許有錢人付錢買的不是資訊或管道。
It's confidence. And confidence is currency.
是自信。而自信就是貨幣。
>> How does somebody build their confidence? So, two things.
>> 一個人如何建立自信？有兩件事。
>> I want to dive into this incredible post I found on Twitter or X these days where you say about a year into my sales
>> 我想深入探討我在Twitter或現在的X上找到的這篇精彩貼文，你在裡面說進入銷售
career, I decided to buy a fake Rolex and it changed my life. Can you tell us that story? Do you still stand by it?
工作大約一年後，我決定買一隻假勞力士，這改變了我的人生。你能告訴我們那個故事嗎？你現在還堅持這個想法嗎？
>> I do still stand by it. I had no money.
>> 我確實還堅持這個想法。我那時沒有錢。
was in New York City and I was faced with the option a lot of people who move away from home, especially come to New York City, especially in the summer of
在紐約市，我面臨的選擇是很多離家、特別是來到紐約市的人，特別是在
2008, >> come to which is I either have to figure out how to survive here or I have to move home or I have to go get another
2008年夏天，>> 面臨的選擇是：我要麼必須想辦法在這裡生存，要麼必須搬回家，要麼必須去找另一份
job. And New York is incredibly cutthroat. Like it is true what they say. You can either make it here and you can make it anywhere or you can try to
工作。而紐約非常殘酷。就像他們說的那樣。你要麼在這裡成功，然後在哪裡都能成功，要麼你試著
make it here and then you just die. And so the fake Rolex for me was I was trying to find a way to enter rooms not
在這裡成功然後就完蛋了。所以對我來說，假勞力士是我試圖找到一種方式，不是以
as a broke kid and enter rooms as the person I wanted to become. So it wasn't fake it till you make it. It was how do
窮小子的身份進入房間，而是以我想成為的那個人的身份進入房間。所以這不是「裝到成功為止」。而是如何
I give myself the confidence when I'm 24 to be future me? And if I do that then maybe one day I can buy my own Rolex.
在我24歲時給自己自信，成為未來的我？如果我這樣做，也許有一天我可以買自己的勞力士。
And as a little kid, you see the Rolex or the Mercedes symbol and you attach that image to success, power of brand.
作為一個小孩，你看到勞力士或賓士的標誌，你把那個形象與成功、品牌的力量聯絡在一起。
And so that fake Rolex wasn't about the watch. It was about identity. And it was super helpful for me in like a blankie kind of way. And even though it didn't
所以那隻假勞力士不是關於手錶本身。而是關於身份認同。它對我來說就像安全毯一樣超級有用。即使它
tell the time because it was terrible, what it did do was remind me that I had very little time >> because I had no money and I had to make
不能看時間，因為它很糟糕，但它確實提醒我時間非常有限 >> 因為我沒有錢，我必須
moves and I would look down at that thing and I'd have to move my wrist around because in a very humid summer, a fake Rolex turns your wrist green. Um,
採取行動，我會低頭看那個東西，我必須轉動手腕，因為在非常潮濕的夏天，假勞力士會讓你的手腕變綠。嗯，
and I didn't want people to see the green on my wrist. And it just reminded me I better make moves. I've got to go fast. I want my identity to be
我不想讓人看到我手腕上的綠色。這提醒我最好採取行動。我必須加快速度。我希望我的身份認同是
associated with success. however I can do that. So that one day this could be real and it was like 18 months later I'm doing a deal in Florida and I didn't do
與成功聯絡在一起。無論如何我都要做到。這樣有一天這可能成真，大約18個月後，我在佛羅裡達做一筆交易，我通常不在
deals in Florida and I walked through a mall and there was like a Winston's or some kind of jewelry store and there was a rose gold Rolex Daytona in the airport
佛羅裡達做交易，我走過一個購物中心，那裡有一家像是Winston's或某種珠寶店，機場
mall in Florida and I went and I saw it and it was asking $30,000. great deal looking back at it now. And I went to
購物中心裡有一隻玫瑰金勞力士Daytona，標價三萬美元。現在回想起來真是好價格。我走向
the woman I asked to try it on and it was so heavy cuz I'd never worn a real watch before. And I was like, "This is
那位女士，請她讓我試戴，它非常重，因為我從來沒有戴過真錶。我說：「這就是
what people wear. This is insane. How I'll have arthritis in my wrist." And I didn't even negotiate. I was like, "Can I just put this on my
人們戴的東西。這太瘋狂了。我的手腕會得關節炎。」我甚至沒有討價還價。我說：「我可以直接刷
credit card cuz I could buy it?" And um and I still have that watch and I barely ever wear it because I think it's just
信用卡嗎，因為我買得起？」嗯，我現在還擁有那隻錶，但我幾乎不戴，因為我覺得它
so ostentatious. But it reminds me so much of those early days for me.
太招搖了。但它讓我想起很多早期的日子。
>> It's so good. I went down a rabbit hole on you and now you know you're this huge success and you have like one of the
>> 太棒了。我對你做了深入研究，現在你知道你取得了巨大成功，你擁有
fastest growing brokerages in the US, hundreds of employees, lots of different businesses, you know, big huge TV series a couple times over. But I had no idea
美國成長最快的房地產公司之一，數百名員工，很多不同的業務，你知道，還拍了好幾次大型電視劇。但我完全不知道
that you were a soap opera star from As the World Turns back in the day. And what I think is cool about that is >> Yeah. What do you think is cool about
你以前是《世界轉動》的肥皂劇明星。我認為很酷的是 >> 是啊。你覺得什麼很酷？
>> Well, first of all, can I show you this this picture of I almost don't recognize you without the >> with the gray hair. Yeah, I was dying my
>> 嗯，首先，我能給你看這張照片嗎，我幾乎認不出你，沒有 >> 有白頭髮的。是啊，我那時在染
hair back then. Oh, really? It was actually gray, but it was dying.
頭髮。哦，真的嗎？它其實是白的，但它在褪色。
>> I started I started going gray when I was 16. That and acne were my biggest weaknesses and me trying to be an actor.
>> 我16歲就開始長白頭髮了。那和青春痘是我最大的弱點，而我試圖成為演員。
I moved to New York City to do theater.
我搬到紐約市去演戲劇。
And one of my first jobs I got was Evan Walsh IV on As the World Turns until that photo is me during the writer strike of 2007. I went from being a good
我最早的工作之一是在《世界轉動》中飾演Evan Walsh IV，直到那張照片，那是2007年編劇罷工時的我。我從一個好
doctor to killing everybody. And I took my aunt hostage and then my grandmother wrestled me and stabbed me with a syringe and I died. Which for
醫生變成殺死所有人。我挾持了我阿姨，然後我奶奶和我扭打，用注射器刺我，我死了。這對
me in my life, uh, meant that I had no job. And then my, you know, $544 per episode was gone and I had to figure
我的人生來說，意味著我沒有工作了。然後，你知道，每集544美元的收入沒了，我必須想辦法
out another way to to pay my my rent.
用其他方式付房租。
But like you can't be a young 20some in New York City who has a 20some face with a head of gray hair. And so I used to
但你不能在紐約市當一個20多歲的年輕人，有著20多歲的臉卻一頭白髮。所以我以前
dye it like every 10 days cuz I couldn't have roots like like what you like like a young dude with like gray roots. I looked Anyway, today maybe it would
大約每10天染一次，因為我不能有白髮根，就像一個年輕人有白髮根那樣。我看起來...總之，今天也許可以
pass. Back then didn't pass. And because I'm so white and so pale, I remember like I just had this like really dark dyed hair, very white everything else.
接受。那時不行。因為我皮膚很白很蒼白，我記得我有一頭非常深的染髮，其他所有地方都很白。
And I kind of look like a vampire.
我看起來有點像吸血鬼。
>> And you're killing all your family.
>> 而且你在殺死你所有的家人。
>> And I'm just killing all my family.
>> 我只是在殺死我所有的家人。
>> But what I kind of love about it is um there are so many people that have like had a weird moment in their life where
>> 但我有點喜歡的是，有很多人在人生中都有過奇怪的時刻，
they're like, "What am I going to do next?
他們會想：「我接下來要做什麼？
>> I'm totally lost. I have to make a complete career pivot." And you've had that a few times over. And so even though you're on high now, like what
>> 我完全迷失了。我必須徹底轉換職業。」而你已經經歷過幾次了。所以即使你現在處於高峰，
would you say to the person who's listening who maybe now relates to that young Ryan? Like what did you do when you were lost and broke and what would
你會對正在聽、也許現在和年輕的Ryan有共鳴的人說什麼？比如當你迷失且破產時你做了什麼，你會
you tell somebody else who was in that exact same position today?
對今天處於完全相同處境的人說什麼？
>> Setbacks are just speed bumps. They are not brick walls and you have to determine one what what is your core identity? What do you
>> 挫折只是減速帶。它們不是磚牆，你必須確定一件事：你的核心身份是什麼？你
actually want in life? At that time when I was doing the soap opera and doing off off off off Broadway shows, I saw people who what they wanted most in life was
人生中真正想要什麼？那時我在演肥皂劇和做外百老匯演出時，我看到那些人生中最想要的是
just to perform. And it didn't matter if they made money. It didn't matter if they were comfortable. What made them happy was just to perform. And I and I
只是表演。他們是否賺錢不重要。他們是否舒適不重要。讓他們快樂的只是表演。而我
really had to dig deep inside myself and say, "Am I okay being dead broke when I'm 70 years old and nervous about rent payments as long as I'm performing?" And
真的必須深入挖掘自己，問：「如果我70歲時一無所有，為房租擔心，但只要我在表演，我可以接受嗎？」
the answer was just no. Um I want to be as successful as I possibly can be. I never want to question any price ever.
答案是不行。嗯，我想盡可能成功。我永遠不想質疑任何價格。
and I've been dead broke in the city and I will never go back there. I will run as far away from that moment as I
我在這座城市曾經一無所有，我永遠不會再回到那種狀態。我會盡可能遠離那個時刻，
possibly can. And so getting fired off the soap opera when I got into real estate, getting fired off my first building, you know, all the other issues
盡我所能。所以當我進入房地產時被肥皂劇開除，被我的第一棟大樓開除，你知道，所有其他問題
that I've had through my career, I think a lot of people would treat them like brick walls, go home. Brick walls, oh, it's not for me. They are just speed
我職業生涯中遇到的，我想很多人會把它們當作磚牆，回家吧。磚牆，哦，不適合我。它們只是
bumps on the path to success. And success is like right over there past that corner maybe. If it's not, you just got to keep going in the dark because
通往成功路上的減速帶。成功也許就在那個轉角後面。如果不是，你只需要在黑暗中繼續前進，因為
it's probably going to be past the other corner and you will get there the longer you try. Endurance for the win always.
它可能在下一個轉角後面，你嘗試得越久，你就會到達那裡。堅持到底總會贏。
>> So good. Yeah. You had this video that I saw the other day that I loved. You were having a 16 and 1 half hour day and
>> 太好了。是啊。你有一個我前幾天看到的影片，我很喜歡。你過了一個16.5小時的一天，
someone asked you what keeps you motivated on that kind of day and you said total bars. You said >> pure adrenaline tracing through my bones
有人問你在那種日子裡是什麼讓你保持動力，你說完全是腎上腺素。你說 >> 純粹的腎上腺素在我骨頭裡流動
because that fear of losing hurts a lot worse than the pain of winning.
因為對失敗的恐懼比勝利的痛苦更難受。
Yes, I do remember saying that. That was a long day because I had to open up our Rhode Island office. And so the day started in New York, helicopter to Rhode
是的，我確實記得說過這句話。那是漫長的一天，因為我必須開設我們的羅德島辦公室。所以這一天從紐約開始，搭直升機到羅德
Island, appointments back to back to back to back to back to back to back, launch party, helicopter back to New York City, back in the car to do all the
島，一個接一個的約會，開幕派對，搭直升機回紐約市，回到車上做所有
work I hadn't done that day. Like the work doesn't go away just because you're traveling or doing other things, you know, and I I try to swallow the tired
那天沒做完的工作。就像工作不會因為你在旅行或做其他事情就消失，你知道，我試著接受疲憊
and I try to appreciate the tired. If I'm not tired, >> then I'm probably not pushing hard enough for better or for worse. But I do
我試著感謝疲憊。如果我不累，>> 那我可能沒有足夠努力，無論好壞。但我
agree with that. I think, you know, you listen to a lot of CEOs, a lot of major athletes, and I think they all have this
同意這一點。我想，你知道，你聽很多執行長、很多頂尖運動員，我想他們都有這種
disease where they hate losing more than they like winning, and I definitely feel the same way.
毛病，他們討厭失敗勝過喜歡勝利，我絕對有同感。
>> Yeah. You know, I know you've said like you want to build the number one real estate brokerage in the world. We were just talking about how that's hard. And
>> 是啊。你知道，我知道你說過你想建立世界第一的房地產公司。我們剛才在談這有多難。而且
then you've also said, I thought that the Netflix intro was incredible, by the way. Like, I'm coming for everyone. Very dramatic. So good. But I was wondering
你也說過，順便說一下，我認為Netflix的開場很棒。就像，我要來找所有人了。非常戲劇性。太棒了。但我想知道
like what makes you so fanatical about what you want to create? You seem like a man on a mission. Like why is that? And like if somebody else wants to get that
是什麼讓你對你想創造的東西如此狂熱？你看起來像一個有使命的人。為什麼會這樣？如果有人想要那種
kind of obsession, what do they do?
執著，他們該怎麼做？
>> I kind of think why not? Like if the opportunity presents itself, why not go the distance? I almost feel like it's a divine duty. And we're talking about a
>> 我有點想為什麼不呢？就像如果機會出現了，為什麼不全力以赴？我幾乎覺得這是神聖的職責。我們在談論一個
very niche industry, by the way. Like, I'm sitting here saying, I want to build the number one real estate firm the world has ever known. So, let's go try
非常小眾的行業，順便說一下。就像，我坐在這裡說，我想建立世界有史以來第一的房地產公司。所以，讓我們試試
because the opportunity is actually there. We have inbound lead flow. We have great growth. We're moving incredibly quickly. I know how to do it.
因為機會確實存在。我們有進站客戶流。我們有很好的成長。我們移動得非常快。我知道怎麼做。
I'm not saying I want to be the number one basketball player in the world. I tried. I suck at basketball. My dad made me play every single sport known to man.
我不是說我想成為世界第一的籃球員。我試過。我籃球打得很爛。我爸爸讓我玩過人類已知的每一項運動。
my entire childhood. I had to play one season to see if I liked it. I was never allowed to quit. And it was the worst. I
我整個童年。我必須玩一個賽季看看我是否喜歡。我從來不被允許退出。這是最糟糕的。我
went to college and the only way I could go to college is if I took every single class. I wasn't allowed to just do whatever I wanted. So micro,
上大學，我能上大學的唯一方式是我必須修每一門課。我不被允許只做我想做的事。所以微觀
macroeconomics, biology, every lab. It was the absolute worst. But he made me try everything because he would always say, "I'd rather you regret the things you did and then
經濟學、宏觀經濟學、生物學，每個實驗室。這是最糟糕的。但他讓我嘗試一切，因為他總是說：「我寧願你後悔你做過的事，而不是
the things you never tried." And that plays a huge role in my my DNA today. So like, why not go for it? If I don't make
你從未嘗試過的事。」這在我今天的DNA中扮演了重要角色。所以，為什麼不試試？如果我沒有
it, at least I tried.
成功，至少我試過了。
>> Well, it's interesting because sometimes I wonder I was listening to like Brad Jacobs the other day, you know, who wrote How to >> How to Make a Billion Bucks.
>> 嗯，這很有趣，因為有時我想知道，我前幾天在聽Brad Jacobs，你知道，他寫了《如何 >> 如何賺十億美元》。
>> A few billion. a few billion bucks, >> which is such an important three words, you know, like I love the a few billion is something I aspire to say one day.
>> 幾十億。幾十億美元，>> 這是如此重要的三個字，你知道，就像我喜歡的，幾十億是我渴望有一天能說的話。
>> Yeah, we work with him.
>> 是啊，我們和他合作。
>> Oh, you do? Interesting.
>> 哦，你們是嗎？有趣。
>> Well, you've already closed 10 billion dollars in transactions in real estate, right? Or more than that now?
>> 嗯，你已經在房地產交易中成交了100億美元，對吧？還是現在更多了？
>> It's an old stat on that.
>> 那是舊資料了。
>> So, you've closed 20 billion. I was curious like on those days where you're struggling, you don't want to keep going, you're tired, is there an amount
>> 所以，你已經成交了200億。我很好奇，在那些你掙紮、不想繼續、很累的日子裡，有沒有
of money that somebody could pay you to make you stop?
一個金額，有人可以付給你讓你停下來？
>> No. I'm not motivated by money.
>> 不。我不被金錢激勵。
Like I've made a lot of money. I have no I would not be here. Like if it was about money for me. Like money is a tool
就像我賺了很多錢。我沒有...我不會在這裡。就像如果對我來說是關於錢的話。就像金錢是工具
and a resource to create lasting impact.
和創造持久影響的資源。
And so I am far more motivated by the lives of the people that we change on the sales, the buy and the sell side, you know, that we get to work with. I am
所以我更被我們在銷售、買方和賣方方面改變的人們的生活所激勵，你知道，我們有機會與他們合作。我被
motivated by the people we've motivated through the TV shows. Like I know it's insane, but the amount of kids that come to us that are standing outside Sir Han
我們透過電視節目激勵的人們所激勵。我知道這很瘋狂，但來找我們、站在Serhant
House and Soho right now, like literally right now in the rain, who are waiting for me or someone else to come in just to let them see it because they are so
House和Soho外面，就在現在，真的就在雨中，他們在等我或其他人進來，只是為了讓他們看看，因為他們如此
inspired by what we do that they want to get into real estate for better or for worse. I tell them all to go cure cancer. They don't listen to me. is far
被我們所做的事啟發，他們想進入房地產，無論好壞。我告訴他們都去治癒癌症。他們不聽我的。這比
more motivating than anything else. I'm motivated by goals, right? So, even on the days that I'm tired, I know that I have goals to to hit and achieve and
其他任何事情都更激勵人。我被目標激勵，對吧？所以，即使在我累的日子裡，我知道我有目標要達成和實現，
I've got to go out there and and get them. And I think, you know, I think discipline is defined by doing the things you don't want to do, which often
我必須出去得到它們。我想，你知道，我認為紀律的定義是做你不想做的事，這通常
times is like, I don't know, I woke up at 4:30 this morning. I did not want to.
就像，我不知道，我今天早上4:30起床。我不想。
I didn't go to the gym at 5:30 this morning to do deadlifts because oh my god, I love it. I disliked all of it, but it's the job, you know?
我今天早上5:30沒有去健身房做硬舉，因為天哪，我愛它。我討厭這一切，但這就是工作，你知道嗎？
>> Yeah. I think the fascinating part about watching people on the internet build in public, which has never been a thing we really got to see before, you know, like
>> 是啊。我認為在網路上看人們公開建立事業最有趣的部分，這是我們以前從未真正看到過的，你知道，就像
we didn't see Brad Jacobs on his come up, you know, we didn't get to see I always really liked, you know, hearing about Charlie Mer and then hearing about
我們沒有看到Brad Jacobs的崛起，你知道，我們沒有看到，我總是很喜歡，你知道，聽到Charlie Mer，然後聽到
Sam Zel, right? and I just never saw them as young guys. So, it's really interesting to watch you and I think, you know, that's probably why millions
Sam Zel，對吧？我從未見過他們年輕時的樣子。所以，看你真的很有趣，我想，你知道，這可能就是為什麼數百萬
of people follow you online. Um, >> it's also why like I think what we're doing is a unique social and media experiment.
人在網路上關注你。嗯，>> 這也是為什麼我認為我們正在做的是一個獨特的社交和媒體實驗。
>> Y >> like I built the number one real estate sales team in the United States on the back of a Bravo TV show. I started
>> 是的 >> 就像我在Bravo電視節目的基礎上建立了美國第一的房地產銷售團隊。我開始
selling real estate through YouTube in 2015 when it was stupid. By 2019, it was the number one real estate broker in the United States. Right? We're doing just
在2015年透過YouTube銷售房地產，那時這很愚蠢。到2019年，它成為美國第一的房地產經紀人。對吧？我們每年
over a billion dollars a year without a whole lot of tools and resources. So, I blew up my life, started my own company, and now we're building the company on
做超過十億美元，沒有太多工具和資源。所以，我改變了我的人生，創立了自己的公司，現在我們正在
the back of Netflix. And if I can do it, I get excited about what phase three then looks like. But people do get to really watch the journey. Like I've been
Netflix的基礎上建立公司。如果我能做到，我對第三階段會是什麼樣子感到興奮。但人們確實能看到整個旅程。就像我從
on a reality TV show doing exactly what I do today, just at a little bit of a higher level every year since 2012. So you can go back and you can watch
2012年開始就在真人秀節目中做我今天做的完全相同的事，只是每年水平都高一點。所以你可以回去看
Million-Dollar Listing New York season 1 March of 2012 and I am just a boy like going on dates like I'm like it's a lot. Uh to today if you really just want
《百萬美元紐約豪宅》第一季，2012年3月，我只是一個男孩，就像在約會，就像我...這很多。嗯，到今天，如果你真的只想
to see like how does a kid who has no idea what he's doing just do it anyway?
看一個不知道自己在做什麼的孩子如何就這樣做了？
You know, it's one of my favorite parts because I remember when I first started getting getting on the internet, let's call it like three or four years ago,
你知道，這是我最喜歡的部分之一，因為我記得當我第一次開始上網，讓我們說大約三、四年前，
people were like, "You're out of your mind." Like, if you really own all these businesses, if you're in private equity, if you actually went to
人們會說：「你瘋了。」就像，如果你真的擁有所有這些企業，如果你在做私募股權，如果你真的去過
Georgetown and Goldman, why would you get online and do Tik Toks? What kind of idiot retail investor are you?
Georgetown和Goldman，你為什麼要上網做TikTok？你是什麼樣的傻瓜散戶投資者？
>> But I think what's fascinating is like I kind of love that you don't take yourself very seriously. Like you'll sprint in houses, you'll make fun of
>> 但我認為最有趣的是，我有點喜歡你不把自己太當回事。就像你會在房子裡衝刺，你會取笑
點擊句子跳轉到對應位置
You have a thousand minutes every day to be productive. If you look at those thousand minutes as $1,000, it'll really start to affect the way you give someone
你每天有一千分鐘可以高效工作。如果你把那一千分鐘當作一千美元，這真的會開始影響你給別人
15 minutes. I was spending so much time where it wasn't a benefit for me. Every day is going to cost me $1,000. Ryan Sirant is one of the top real estate
15分鐘。我花了很多時間在對我沒有好處的事情上。每一天都會讓我損失一千美元。Ryan Serhant是頂尖的房地產
brokers on the planet, star of the hit Netflix showing Manhattan. In this episode, we get into how to get a stranger to genuinely trust you with
經紀人之一，Netflix熱門節目《曼哈頓》的明星。在這集節目中，我們要深入探討如何讓陌生人真正信任你，把
real money, how to sell to top tier clients, aka rich people, without sucking up, and how to handle the pressure of being at the very top. If
大筆錢交給你，如何向頂級客戶（也就是有錢人）銷售，而不需要拍馬屁，以及如何應對站在頂端的壓力。如果
you want to become a certified expert in negotiation, sales, and competence, you want to listen to this episode. What did you do when you were
你想成為談判、銷售和能力方面的認證專家，你一定要聽這集。當你
lost and broke? And what would you tell somebody else who was in that exact same position today?
迷失且破產時，你做了什麼？你會對今天處於完全相同處境的人說什麼？
>> Setbacks are just speed bumps. They are not brick walls. I've been dead broke in the city and I will never go back there.
>> 挫折只是減速帶。它們不是磚牆。我在這座城市曾經一無所有，我永遠不會再回到那種狀態。
I will run as far away from that moment as I possibly can. All the other issues that I've had through my career, I think a lot of people would treat them
我會盡可能遠離那個時刻。我職業生涯中遇到的所有其他問題，我想很多人會把它們
like brick walls. Go home. And success is like right over there past that corner. Maybe what wealthy people are paying for is not information or access.
當作磚牆。回家吧。而成功就在那個轉角後面。也許有錢人付錢買的不是資訊或管道。
It's confidence. And confidence is currency.
是自信。而自信就是貨幣。
>> How does somebody build their confidence? So, two things.
>> 一個人如何建立自信？有兩件事。
>> I want to dive into this incredible post I found on Twitter or X these days where you say about a year into my sales
>> 我想深入探討我在Twitter或現在的X上找到的這篇精彩貼文，你在裡面說進入銷售
career, I decided to buy a fake Rolex and it changed my life. Can you tell us that story? Do you still stand by it?
工作大約一年後，我決定買一隻假勞力士，這改變了我的人生。你能告訴我們那個故事嗎？你現在還堅持這個想法嗎？
>> I do still stand by it. I had no money.
>> 我確實還堅持這個想法。我那時沒有錢。
was in New York City and I was faced with the option a lot of people who move away from home, especially come to New York City, especially in the summer of
在紐約市，我面臨的選擇是很多離家、特別是來到紐約市的人，特別是在
2008, >> come to which is I either have to figure out how to survive here or I have to move home or I have to go get another
2008年夏天，>> 面臨的選擇是：我要麼必須想辦法在這裡生存，要麼必須搬回家，要麼必須去找另一份
job. And New York is incredibly cutthroat. Like it is true what they say. You can either make it here and you can make it anywhere or you can try to
工作。而紐約非常殘酷。就像他們說的那樣。你要麼在這裡成功，然後在哪裡都能成功，要麼你試著
make it here and then you just die. And so the fake Rolex for me was I was trying to find a way to enter rooms not
在這裡成功然後就完蛋了。所以對我來說，假勞力士是我試圖找到一種方式，不是以
as a broke kid and enter rooms as the person I wanted to become. So it wasn't fake it till you make it. It was how do
窮小子的身份進入房間，而是以我想成為的那個人的身份進入房間。所以這不是「裝到成功為止」。而是如何
I give myself the confidence when I'm 24 to be future me? And if I do that then maybe one day I can buy my own Rolex.
在我24歲時給自己自信，成為未來的我？如果我這樣做，也許有一天我可以買自己的勞力士。
And as a little kid, you see the Rolex or the Mercedes symbol and you attach that image to success, power of brand.
作為一個小孩，你看到勞力士或賓士的標誌，你把那個形象與成功、品牌的力量聯絡在一起。
And so that fake Rolex wasn't about the watch. It was about identity. And it was super helpful for me in like a blankie kind of way. And even though it didn't
所以那隻假勞力士不是關於手錶本身。而是關於身份認同。它對我來說就像安全毯一樣超級有用。即使它
tell the time because it was terrible, what it did do was remind me that I had very little time >> because I had no money and I had to make
不能看時間，因為它很糟糕，但它確實提醒我時間非常有限 >> 因為我沒有錢，我必須
moves and I would look down at that thing and I'd have to move my wrist around because in a very humid summer, a fake Rolex turns your wrist green. Um,
採取行動，我會低頭看那個東西，我必須轉動手腕，因為在非常潮濕的夏天，假勞力士會讓你的手腕變綠。嗯，
and I didn't want people to see the green on my wrist. And it just reminded me I better make moves. I've got to go fast. I want my identity to be
我不想讓人看到我手腕上的綠色。這提醒我最好採取行動。我必須加快速度。我希望我的身份認同是
associated with success. however I can do that. So that one day this could be real and it was like 18 months later I'm doing a deal in Florida and I didn't do
與成功聯絡在一起。無論如何我都要做到。這樣有一天這可能成真，大約18個月後，我在佛羅裡達做一筆交易，我通常不在
deals in Florida and I walked through a mall and there was like a Winston's or some kind of jewelry store and there was a rose gold Rolex Daytona in the airport
佛羅裡達做交易，我走過一個購物中心，那裡有一家像是Winston's或某種珠寶店，機場
mall in Florida and I went and I saw it and it was asking $30,000. great deal looking back at it now. And I went to
購物中心裡有一隻玫瑰金勞力士Daytona，標價三萬美元。現在回想起來真是好價格。我走向
the woman I asked to try it on and it was so heavy cuz I'd never worn a real watch before. And I was like, "This is
那位女士，請她讓我試戴，它非常重，因為我從來沒有戴過真錶。我說：「這就是
what people wear. This is insane. How I'll have arthritis in my wrist." And I didn't even negotiate. I was like, "Can I just put this on my
人們戴的東西。這太瘋狂了。我的手腕會得關節炎。」我甚至沒有討價還價。我說：「我可以直接刷
credit card cuz I could buy it?" And um and I still have that watch and I barely ever wear it because I think it's just
信用卡嗎，因為我買得起？」嗯，我現在還擁有那隻錶，但我幾乎不戴，因為我覺得它
so ostentatious. But it reminds me so much of those early days for me.
太招搖了。但它讓我想起很多早期的日子。
>> It's so good. I went down a rabbit hole on you and now you know you're this huge success and you have like one of the
>> 太棒了。我對你做了深入研究，現在你知道你取得了巨大成功，你擁有
fastest growing brokerages in the US, hundreds of employees, lots of different businesses, you know, big huge TV series a couple times over. But I had no idea
美國成長最快的房地產公司之一，數百名員工，很多不同的業務，你知道，還拍了好幾次大型電視劇。但我完全不知道
that you were a soap opera star from As the World Turns back in the day. And what I think is cool about that is >> Yeah. What do you think is cool about
你以前是《世界轉動》的肥皂劇明星。我認為很酷的是 >> 是啊。你覺得什麼很酷？
>> Well, first of all, can I show you this this picture of I almost don't recognize you without the >> with the gray hair. Yeah, I was dying my
>> 嗯，首先，我能給你看這張照片嗎，我幾乎認不出你，沒有 >> 有白頭髮的。是啊，我那時在染
hair back then. Oh, really? It was actually gray, but it was dying.
頭髮。哦，真的嗎？它其實是白的，但它在褪色。
>> I started I started going gray when I was 16. That and acne were my biggest weaknesses and me trying to be an actor.
>> 我16歲就開始長白頭髮了。那和青春痘是我最大的弱點，而我試圖成為演員。
I moved to New York City to do theater.
我搬到紐約市去演戲劇。
And one of my first jobs I got was Evan Walsh IV on As the World Turns until that photo is me during the writer strike of 2007. I went from being a good
我最早的工作之一是在《世界轉動》中飾演Evan Walsh IV，直到那張照片，那是2007年編劇罷工時的我。我從一個好
doctor to killing everybody. And I took my aunt hostage and then my grandmother wrestled me and stabbed me with a syringe and I died. Which for
醫生變成殺死所有人。我挾持了我阿姨，然後我奶奶和我扭打，用注射器刺我，我死了。這對
me in my life, uh, meant that I had no job. And then my, you know, $544 per episode was gone and I had to figure
我的人生來說，意味著我沒有工作了。然後，你知道，每集544美元的收入沒了，我必須想辦法
out another way to to pay my my rent.
用其他方式付房租。
But like you can't be a young 20some in New York City who has a 20some face with a head of gray hair. And so I used to
但你不能在紐約市當一個20多歲的年輕人，有著20多歲的臉卻一頭白髮。所以我以前
dye it like every 10 days cuz I couldn't have roots like like what you like like a young dude with like gray roots. I looked Anyway, today maybe it would
大約每10天染一次，因為我不能有白髮根，就像一個年輕人有白髮根那樣。我看起來...總之，今天也許可以
pass. Back then didn't pass. And because I'm so white and so pale, I remember like I just had this like really dark dyed hair, very white everything else.
接受。那時不行。因為我皮膚很白很蒼白，我記得我有一頭非常深的染髮，其他所有地方都很白。
And I kind of look like a vampire.
我看起來有點像吸血鬼。
>> And you're killing all your family.
>> 而且你在殺死你所有的家人。
>> And I'm just killing all my family.
>> 我只是在殺死我所有的家人。
>> But what I kind of love about it is um there are so many people that have like had a weird moment in their life where
>> 但我有點喜歡的是，有很多人在人生中都有過奇怪的時刻，
they're like, "What am I going to do next?
他們會想：「我接下來要做什麼？
>> I'm totally lost. I have to make a complete career pivot." And you've had that a few times over. And so even though you're on high now, like what
>> 我完全迷失了。我必須徹底轉換職業。」而你已經經歷過幾次了。所以即使你現在處於高峰，
would you say to the person who's listening who maybe now relates to that young Ryan? Like what did you do when you were lost and broke and what would
你會對正在聽、也許現在和年輕的Ryan有共鳴的人說什麼？比如當你迷失且破產時你做了什麼，你會
you tell somebody else who was in that exact same position today?
對今天處於完全相同處境的人說什麼？
>> Setbacks are just speed bumps. They are not brick walls and you have to determine one what what is your core identity? What do you
>> 挫折只是減速帶。它們不是磚牆，你必須確定一件事：你的核心身份是什麼？你
actually want in life? At that time when I was doing the soap opera and doing off off off off Broadway shows, I saw people who what they wanted most in life was
人生中真正想要什麼？那時我在演肥皂劇和做外百老匯演出時，我看到那些人生中最想要的是
just to perform. And it didn't matter if they made money. It didn't matter if they were comfortable. What made them happy was just to perform. And I and I
只是表演。他們是否賺錢不重要。他們是否舒適不重要。讓他們快樂的只是表演。而我
really had to dig deep inside myself and say, "Am I okay being dead broke when I'm 70 years old and nervous about rent payments as long as I'm performing?" And
真的必須深入挖掘自己，問：「如果我70歲時一無所有，為房租擔心，但只要我在表演，我可以接受嗎？」
the answer was just no. Um I want to be as successful as I possibly can be. I never want to question any price ever.
答案是不行。嗯，我想盡可能成功。我永遠不想質疑任何價格。
and I've been dead broke in the city and I will never go back there. I will run as far away from that moment as I
我在這座城市曾經一無所有，我永遠不會再回到那種狀態。我會盡可能遠離那個時刻，
possibly can. And so getting fired off the soap opera when I got into real estate, getting fired off my first building, you know, all the other issues
盡我所能。所以當我進入房地產時被肥皂劇開除，被我的第一棟大樓開除，你知道，所有其他問題
that I've had through my career, I think a lot of people would treat them like brick walls, go home. Brick walls, oh, it's not for me. They are just speed
我職業生涯中遇到的，我想很多人會把它們當作磚牆，回家吧。磚牆，哦，不適合我。它們只是
bumps on the path to success. And success is like right over there past that corner maybe. If it's not, you just got to keep going in the dark because
通往成功路上的減速帶。成功也許就在那個轉角後面。如果不是，你只需要在黑暗中繼續前進，因為
it's probably going to be past the other corner and you will get there the longer you try. Endurance for the win always.
它可能在下一個轉角後面，你嘗試得越久，你就會到達那裡。堅持到底總會贏。
>> So good. Yeah. You had this video that I saw the other day that I loved. You were having a 16 and 1 half hour day and
>> 太好了。是啊。你有一個我前幾天看到的影片，我很喜歡。你過了一個16.5小時的一天，
someone asked you what keeps you motivated on that kind of day and you said total bars. You said >> pure adrenaline tracing through my bones
有人問你在那種日子裡是什麼讓你保持動力，你說完全是腎上腺素。你說 >> 純粹的腎上腺素在我骨頭裡流動
because that fear of losing hurts a lot worse than the pain of winning.
因為對失敗的恐懼比勝利的痛苦更難受。
Yes, I do remember saying that. That was a long day because I had to open up our Rhode Island office. And so the day started in New York, helicopter to Rhode
是的，我確實記得說過這句話。那是漫長的一天，因為我必須開設我們的羅德島辦公室。所以這一天從紐約開始，搭直升機到羅德
Island, appointments back to back to back to back to back to back to back, launch party, helicopter back to New York City, back in the car to do all the
島，一個接一個的約會，開幕派對，搭直升機回紐約市，回到車上做所有
work I hadn't done that day. Like the work doesn't go away just because you're traveling or doing other things, you know, and I I try to swallow the tired
那天沒做完的工作。就像工作不會因為你在旅行或做其他事情就消失，你知道，我試著接受疲憊
and I try to appreciate the tired. If I'm not tired, >> then I'm probably not pushing hard enough for better or for worse. But I do
我試著感謝疲憊。如果我不累，>> 那我可能沒有足夠努力，無論好壞。但我
agree with that. I think, you know, you listen to a lot of CEOs, a lot of major athletes, and I think they all have this
同意這一點。我想，你知道，你聽很多執行長、很多頂尖運動員，我想他們都有這種
disease where they hate losing more than they like winning, and I definitely feel the same way.
毛病，他們討厭失敗勝過喜歡勝利，我絕對有同感。
>> Yeah. You know, I know you've said like you want to build the number one real estate brokerage in the world. We were just talking about how that's hard. And
>> 是啊。你知道，我知道你說過你想建立世界第一的房地產公司。我們剛才在談這有多難。而且
then you've also said, I thought that the Netflix intro was incredible, by the way. Like, I'm coming for everyone. Very dramatic. So good. But I was wondering
你也說過，順便說一下，我認為Netflix的開場很棒。就像，我要來找所有人了。非常戲劇性。太棒了。但我想知道
like what makes you so fanatical about what you want to create? You seem like a man on a mission. Like why is that? And like if somebody else wants to get that
是什麼讓你對你想創造的東西如此狂熱？你看起來像一個有使命的人。為什麼會這樣？如果有人想要那種
kind of obsession, what do they do?
執著，他們該怎麼做？
>> I kind of think why not? Like if the opportunity presents itself, why not go the distance? I almost feel like it's a divine duty. And we're talking about a
>> 我有點想為什麼不呢？就像如果機會出現了，為什麼不全力以赴？我幾乎覺得這是神聖的職責。我們在談論一個
very niche industry, by the way. Like, I'm sitting here saying, I want to build the number one real estate firm the world has ever known. So, let's go try
非常小眾的行業，順便說一下。就像，我坐在這裡說，我想建立世界有史以來第一的房地產公司。所以，讓我們試試
because the opportunity is actually there. We have inbound lead flow. We have great growth. We're moving incredibly quickly. I know how to do it.
因為機會確實存在。我們有進站客戶流。我們有很好的成長。我們移動得非常快。我知道怎麼做。
I'm not saying I want to be the number one basketball player in the world. I tried. I suck at basketball. My dad made me play every single sport known to man.
我不是說我想成為世界第一的籃球員。我試過。我籃球打得很爛。我爸爸讓我玩過人類已知的每一項運動。
my entire childhood. I had to play one season to see if I liked it. I was never allowed to quit. And it was the worst. I
我整個童年。我必須玩一個賽季看看我是否喜歡。我從來不被允許退出。這是最糟糕的。我
went to college and the only way I could go to college is if I took every single class. I wasn't allowed to just do whatever I wanted. So micro,
上大學，我能上大學的唯一方式是我必須修每一門課。我不被允許只做我想做的事。所以微觀
macroeconomics, biology, every lab. It was the absolute worst. But he made me try everything because he would always say, "I'd rather you regret the things you did and then
經濟學、宏觀經濟學、生物學，每個實驗室。這是最糟糕的。但他讓我嘗試一切，因為他總是說：「我寧願你後悔你做過的事，而不是
the things you never tried." And that plays a huge role in my my DNA today. So like, why not go for it? If I don't make
你從未嘗試過的事。」這在我今天的DNA中扮演了重要角色。所以，為什麼不試試？如果我沒有
it, at least I tried.
成功，至少我試過了。
>> Well, it's interesting because sometimes I wonder I was listening to like Brad Jacobs the other day, you know, who wrote How to >> How to Make a Billion Bucks.
>> 嗯，這很有趣，因為有時我想知道，我前幾天在聽Brad Jacobs，你知道，他寫了《如何 >> 如何賺十億美元》。
>> A few billion. a few billion bucks, >> which is such an important three words, you know, like I love the a few billion is something I aspire to say one day.
>> 幾十億。幾十億美元，>> 這是如此重要的三個字，你知道，就像我喜歡的，幾十億是我渴望有一天能說的話。
>> Yeah, we work with him.
>> 是啊，我們和他合作。
>> Oh, you do? Interesting.
>> 哦，你們是嗎？有趣。
>> Well, you've already closed 10 billion dollars in transactions in real estate, right? Or more than that now?
>> 嗯，你已經在房地產交易中成交了100億美元，對吧？還是現在更多了？
>> It's an old stat on that.
>> 那是舊資料了。
>> So, you've closed 20 billion. I was curious like on those days where you're struggling, you don't want to keep going, you're tired, is there an amount
>> 所以，你已經成交了200億。我很好奇，在那些你掙紮、不想繼續、很累的日子裡，有沒有
of money that somebody could pay you to make you stop?
一個金額，有人可以付給你讓你停下來？
>> No. I'm not motivated by money.
>> 不。我不被金錢激勵。
Like I've made a lot of money. I have no I would not be here. Like if it was about money for me. Like money is a tool
就像我賺了很多錢。我沒有...我不會在這裡。就像如果對我來說是關於錢的話。就像金錢是工具
and a resource to create lasting impact.
和創造持久影響的資源。
And so I am far more motivated by the lives of the people that we change on the sales, the buy and the sell side, you know, that we get to work with. I am
所以我更被我們在銷售、買方和賣方方面改變的人們的生活所激勵，你知道，我們有機會與他們合作。我被
motivated by the people we've motivated through the TV shows. Like I know it's insane, but the amount of kids that come to us that are standing outside Sir Han
我們透過電視節目激勵的人們所激勵。我知道這很瘋狂，但來找我們、站在Serhant
House and Soho right now, like literally right now in the rain, who are waiting for me or someone else to come in just to let them see it because they are so
House和Soho外面，就在現在，真的就在雨中，他們在等我或其他人進來，只是為了讓他們看看，因為他們如此
inspired by what we do that they want to get into real estate for better or for worse. I tell them all to go cure cancer. They don't listen to me. is far
被我們所做的事啟發，他們想進入房地產，無論好壞。我告訴他們都去治癒癌症。他們不聽我的。這比
more motivating than anything else. I'm motivated by goals, right? So, even on the days that I'm tired, I know that I have goals to to hit and achieve and
其他任何事情都更激勵人。我被目標激勵，對吧？所以，即使在我累的日子裡，我知道我有目標要達成和實現，
I've got to go out there and and get them. And I think, you know, I think discipline is defined by doing the things you don't want to do, which often
我必須出去得到它們。我想，你知道，我認為紀律的定義是做你不想做的事，這通常
times is like, I don't know, I woke up at 4:30 this morning. I did not want to.
就像，我不知道，我今天早上4:30起床。我不想。
I didn't go to the gym at 5:30 this morning to do deadlifts because oh my god, I love it. I disliked all of it, but it's the job, you know?
我今天早上5:30沒有去健身房做硬舉，因為天哪，我愛它。我討厭這一切，但這就是工作，你知道嗎？
>> Yeah. I think the fascinating part about watching people on the internet build in public, which has never been a thing we really got to see before, you know, like
>> 是啊。我認為在網路上看人們公開建立事業最有趣的部分，這是我們以前從未真正看到過的，你知道，就像
we didn't see Brad Jacobs on his come up, you know, we didn't get to see I always really liked, you know, hearing about Charlie Mer and then hearing about
我們沒有看到Brad Jacobs的崛起，你知道，我們沒有看到，我總是很喜歡，你知道，聽到Charlie Mer，然後聽到
Sam Zel, right? and I just never saw them as young guys. So, it's really interesting to watch you and I think, you know, that's probably why millions
Sam Zel，對吧？我從未見過他們年輕時的樣子。所以，看你真的很有趣，我想，你知道，這可能就是為什麼數百萬
of people follow you online. Um, >> it's also why like I think what we're doing is a unique social and media experiment.
人在網路上關注你。嗯，>> 這也是為什麼我認為我們正在做的是一個獨特的社交和媒體實驗。
>> Y >> like I built the number one real estate sales team in the United States on the back of a Bravo TV show. I started
>> 是的 >> 就像我在Bravo電視節目的基礎上建立了美國第一的房地產銷售團隊。我開始
selling real estate through YouTube in 2015 when it was stupid. By 2019, it was the number one real estate broker in the United States. Right? We're doing just
在2015年透過YouTube銷售房地產，那時這很愚蠢。到2019年，它成為美國第一的房地產經紀人。對吧？我們每年
over a billion dollars a year without a whole lot of tools and resources. So, I blew up my life, started my own company, and now we're building the company on
做超過十億美元，沒有太多工具和資源。所以，我改變了我的人生，創立了自己的公司，現在我們正在
the back of Netflix. And if I can do it, I get excited about what phase three then looks like. But people do get to really watch the journey. Like I've been
Netflix的基礎上建立公司。如果我能做到，我對第三階段會是什麼樣子感到興奮。但人們確實能看到整個旅程。就像我從
on a reality TV show doing exactly what I do today, just at a little bit of a higher level every year since 2012. So you can go back and you can watch
2012年開始就在真人秀節目中做我今天做的完全相同的事，只是每年水平都高一點。所以你可以回去看
Million-Dollar Listing New York season 1 March of 2012 and I am just a boy like going on dates like I'm like it's a lot. Uh to today if you really just want
《百萬美元紐約豪宅》第一季，2012年3月，我只是一個男孩，就像在約會，就像我...這很多。嗯，到今天，如果你真的只想
to see like how does a kid who has no idea what he's doing just do it anyway?
看一個不知道自己在做什麼的孩子如何就這樣做了？
You know, it's one of my favorite parts because I remember when I first started getting getting on the internet, let's call it like three or four years ago,
你知道，這是我最喜歡的部分之一，因為我記得當我第一次開始上網，讓我們說大約三、四年前，
people were like, "You're out of your mind." Like, if you really own all these businesses, if you're in private equity, if you actually went to
人們會說：「你瘋了。」就像，如果你真的擁有所有這些企業，如果你在做私募股權，如果你真的去過
Georgetown and Goldman, why would you get online and do Tik Toks? What kind of idiot retail investor are you?
Georgetown和Goldman，你為什麼要上網做TikTok？你是什麼樣的傻瓜散戶投資者？
>> But I think what's fascinating is like I kind of love that you don't take yourself very seriously. Like you'll sprint in houses, you'll make fun of
>> 但我認為最有趣的是，我有點喜歡你不把自己太當回事。就像你會在房子裡衝刺，你會取笑