having dinner with my dad once and he asked me to pass the salt and pepper and that's when i knew well there's a couple but i would say my

有一次和我爸爸吃晚餐，他請我遞鹽和鬍椒，那時我知道，嗯，有幾個，但我會說我的

first piece of advice for anyone who's working right now is if you take care of the work the work is gonna take care of you

對任何正在工作的人的第一個建議是，如果你照顧好工作，工作就會照顧你

like i really like the work like the day in the day out the work which most people don't like most people like to do the deals and the people

就像我真的喜歡工作，就像日復一日的工作，大多數人不喜歡，大多數人喜歡做交易和與人

like for me the deals and the people are almost ancillary like i really like working and doing the work and that's what the book is all about

對我來說，交易和人是幾乎次要的，就像我真的喜歡工作和做工作，這就是這本書的全部內容

right like how do you control an uncontrollable business now think about the next 10 years and this is who i want you to work for

對，就像你如何控制一個不可控制的業務，現在想想未來10年，這就是我想讓你為之工作的人

okay i want you to follow up with everybody i want you to work your ass off every single day and i want you to just

好的，我希望你跟進每個人，我希望你每天拼命工作，我只希望你

know that you control the work you don't control the job you don't control the market you don't control your clients you control the work that you put in

知道你可以控制工作，你不能控制工作機會，你不能控制市場，你不能控制你的客戶，你控制你投入的工作

every single day and you're going to take care of the next 10 years because you're going to plan for this decade because in 2009 everybody in here didn't

每一天，你將照顧未來10年，因為你將為這個十年做計劃，因為在2009年，這裡的每個人沒有

have that opportunity growing up i had no self-confidence whatsoever i was actually pretty overweight and really really bad skin i didn't know how to make friends because it bounced

那個機會，長大時我完全沒有自信，我實際上相當超重，皮膚真的很糟糕，我不知道如何交朋友，因為它

around all the time i wasn't good at sports i literally sucked at every sport known to man and my parents forced me to play every single sport but

一直在跳，我不擅長運動，我對人類已知的每項運動都很爛，我父母強迫我玩每一項運動，但

i became addicted to pushing myself up against walls that made myself uncomfortable because i saw that that really worked summer 2008 go home or die let's get into real

我變得沉迷於把自己推到牆邊，這讓我不舒服，因為我看到那真的有效，2008年夏天，回家或死，讓我們進入房地產

estate and let's make it work because i have no other option i literally had no other alternative and i had no self-confidence no self-esteem but guess what

讓我們讓它成功，因為我沒有其他選擇，我真的沒有其他替代方案，我沒有自信，沒有自尊，但猜猜看

none of these people know me every single day i'm going to meet new people i am now confident i am now the greatest broker in the history of the world

這些人都不認識我，每一天我都要認識新的人，我現在自信了，我現在是歷史上最偉大的經紀人

and that's what i told myself every day it was not true i had 24 hours in my day and i said to myself if i'm going to make this work

這就是我每天告訴自己的，這不是真的，我一天有24小時，我對自己說，如果我要讓這成功

i will outwork every single person this was 2008 right million dollar listing for me didn't start till 2012.

我會比每個人都更努力工作，這是2008年，對吧，對我來說《百萬美元豪宅》直到2012年才開始。

so i had four years so i started waking up at 4 30 in the morning i said you know what i'm gonna go to the gym

所以我有四年時間，所以我開始早上4:30起床，我說你知道嗎，我要去健身房

at five the average person wakes up at i don't know seven o'clock right seven a.m some people say they wake up at 6 6 30 but then they'll

五點，一般人醒來，我不知道，七點，對吧，早上7點，有些人說他們6點或6:30醒來，但然後他們會

snooze most people wake up at 7 am and then when they get home at night they're like yeah but i work later no you don't

貪睡，大多數人早上7點醒來，然後當他們晚上回家時，他們會說，是的，但我工作到很晚，不，你沒有

right you get home you watch netflix you're on instagram you're not really doing work maybe you're cleaning email you just go to bed late because you're

對，你回家，你看Netflix，你在Instagram上，你沒有真正在工作，也許你在清理電子郵件，你只是晚睡，因為你

lazy and so i said to myself okay so if i put real hours 5 to 7 a.m to work every day the average person wakes up at 7 00 am

懶惰，所以我對自己說，好吧，所以如果我每天把真正的時間，早上5點到7點，用來工作，一般人早上7點醒來

that's an extra two hours i have every day that my competition isn't going to have so you multiply two hours times five five days in a work week right times

那是我每天多出的兩個小時，我的競爭對手不會有，所以你乘以兩小時乘以五，一週工作五天，對吧，乘以

four four weeks in a month times twelve you do that math it comes out to 20 days that's insane so by waking up two hours earlier that's

四，一個月四週，乘以十二，你做這個數學，結果是20天，這太瘋狂了，所以透過提前兩小時起床，這就是

all i have to do i want to be smarter i want to be better looking i don't have to like have connections i don't to travel all i

我必須做的全部，我想更聰明，我想更好看，我不必喜歡有關係，我不必旅行，我

have to do is wake up two hours earlier than the rest of my competition and get to work and i have an extra 20 days

必須做的就是比我的其他競爭對手早兩小時起床並開始工作，我多出20天

above my competition every year above anything if you remember anything that i'm saying now it's that my next piece of advice would be to stop

每年都超過我的競爭對手，超過任何事，如果你記住我現在說的任何話，那就是我的下一個建議是停止

focusing on the things that you can't control and start focusing on the things you can i think that's the most important message that i want to live with

專注於你無法控制的事情，開始專注於你能控制的事情，我認為這是我想要生活的最重要的訊息

for the next year for the next decade right people spend too much time at dinner on conversations in social media in the news talking about things that they can't

未來一年，未來十年，對吧，人們花太多時間在晚餐、對話、社交媒體、新聞中談論他們無法

control when all that really matters are the things that we can i started thinking about this even when i was a little kid like even when i was a

控制的事情，當真正重要的是我們能控制的事情時，我甚至在還是小孩時就開始思考這個，就像甚至當我是一個

teenager you know i realized looked in the mirror i can't control acne i can't control my face but what i could control was working out

青少年時，你知道，我意識到，看著鏡子，我無法控制青春痘，我無法控制我的臉，但我能控制的是運動

i could control my body i can control what i put in my mouth when i don't put in my mouth you know that was like a big wake-up

我能控制我的身體，我能控制我放進嘴裡的東西，當我不放進嘴裡時，你知道那就像一個很大的覺醒

call for me so instead of spending so much time focused on things i cannot control like the traffic like politics like the market like the noise like buyers

對我來說，所以與其花這麼多時間專注於我無法控制的事情，比如交通、政治、市場、噪音、買家

energy every waking breath i have on the things i can control like the fact that i can get out of the car and just walk the fact that i can go after new

能量，我醒著的每一口氣都放在我能控制的事情上，比如我可以下車只是走路的事實，我可以追求新

business every day like today 18 appointments in the middle of the day so when everybody else is freaking out right when everyone else is at a complete panic mode

業務，每天，就像今天，一天中有18個約會，所以當其他所有人都在恐慌時，當其他所有人都在完全恐慌模式時

and everyone else is slowing down because of all the things out there that are happening that they can't control the ones who succeed are the ones who

其他所有人都在放慢速度，因為所有那些正在發生的事情，他們無法控制，成功的人是那些

speed up the ones who do more and the ones who speed into the curve and actually one of the best pieces of advice that i've personally learned in

加速的人，那些做得更多的人，那些加速進入轉彎的人，實際上我在

the last year is that if you don't want to get left behind you have to learn to adapt these are the three ways you do this number one is you rebalance

過去一年學到的最好建議之一是，如果你不想被落下，你必須學會適應，這是三種方法，第一是你重新平衡

your own expectations the day you decide that you want to make a change in your life in your career going forward you need to rebalance those expectations for how

你自己的期望，你決定你想在你的生活、你的職業中做出改變的那一天，你需要重新平衡那些期望，關於如何

your life is about to go step two is kick start a healthy lifestyle it's not enough just to adjust your mindset so that you can adapt to change so that

你的生活即將進行，第二步是啟動健康的生活方式，僅僅調整你的心態是不夠的，這樣你就可以適應變化，這樣

you don't get left behind you have to this vessel like this is everything that you are right well this is everything that i am i'm ryan this is me you or you

你不會被落下，你必須這個容器，就像這是你的一切，對吧，嗯，這是我的一切，我是Ryan，這是我，你或你

you have to kick start that healthy lifestyle and if you don't have a healthy lifestyle you need to kick-start it step three is write down a list of all of your

你必須啟動那個健康的生活方式，如果你沒有健康的生活方式，你需要啟動它，第三步是寫下你所有的

personal fears and be very very very honest with yourself and then overcome those fears as best you can because personal growth right change that growth comes

個人恐懼，對自己非常非常非常誠實，然後盡你所能克服那些恐懼，因為個人成長，對吧，改變，那個成長來自

from overcoming your individual fears that growth turns into confidence that confidence gives you the power to overcome any obstacles with change it's the two p's

克服你的個人恐懼，那個成長變成自信，那個自信給你力量克服任何障礙，隨著變化，這是兩個P

and i come back to it time and time and time again it's patience and persistence that's it when i really look back at everything that i've done

我一次又一次地回到它，就是耐心和堅持，就是這樣，當我真正回顧我所做的一切時

over the last 10 years right it's patience and persistence patience and persistence it's moving forward holding moving forward holding moving forward holding and just being consistent about

過去10年，對吧，就是耐心和堅持，耐心和堅持，就是前進，堅持，前進，堅持，前進，堅持，只是保持一致

everything that i'm doing across the board like patience has been the number one reason i've been able to retain the clients that i've had and what's so up is i'm the most

我在各方面所做的一切，就像耐心一直是我能夠保留我擁有的客戶的第一個原因，而且最奇怪的是我是最

impatient person that i know i'm a real estate broker i'm a sales person i want things to happen like rapid fire non-stop non-stop non-stop non-stop i want deals to happen today i

沒有耐心的人，我知道，我是一個房地產經紀人，我是一個銷售人員，我希望事情發生，就像快速射擊，不停，不停，不停，不停，我希望交易今天發生，我

want them to happen tomorrow i want my goals to be blown out of the water and i have no patience for any of that and that's okay because that's what's in

希望它們明天發生，我希望我的目標被超越，我對這些都沒有耐心，這沒關係，因為這就是

my brain that's what keeps me moving that's the hamster in the wheel but then on the outside i'm patient i'm patient with everybody i'm patient

我腦子裡的，這就是讓我前進的，這就是輪子裡的倉鼠，但在外面，我有耐心，我對每個人都有耐心，我有耐心

with him i'm patient with her i let him speak i let her speak i let them yell i let them cry and i let it all happen

對他，我對她有耐心，我讓他說話，我讓她說話，我讓他們大喊，我讓他們哭，我讓這一切發生

and i soak it all in and then i respond that's what i talk about all the time too right the power of responding instead of just replying so many people

我吸收這一切，然後我回應，這就是我一直談論的，對吧，回應的力量，而不是隻是回覆，很多人

listen just to hear themselves talk so that they can reply with what they want to say with what they think that should be heard for me

聽只是為了聽到自己說話，這樣他們就可以用他們想說的、他們認為應該被聽到的來回覆，對我來說

it's about listening if there's one thing that i could say as to like where my career has gone and then how i've done it is

這是關於傾聽，如果有一件事我可以說，關於我的職業發展到哪裡，以及我是如何做到的，是

that i just showed up consistently every single day like people ask me all the time like was it the tv show was it this was it that was it

我只是每天都持續出現，就像人們一直問我，是電視節目嗎？是這個嗎？是那個嗎？是

your parents was not my parents that's for sure um uh was it you know your boss absolutely not my boss if you've met my boss and

你的父母，不是我的父母，這是肯定的，嗯，是，你知道，你的老闆，絕對不是我的老闆，如果你見過我的老闆，

know why i work you'd understand um was it this was it that and i think that the fact that i had my back up against the wall when i first started

知道我為什麼工作，你會理解，嗯，是這個嗎？是那個嗎？我認為當我第一次開始時，我背靠牆的事實

and i just showed up every single day for three years listening being patient with the person in front of you and then during the process what would

我只是每天出現，持續三年，傾聽，對你面前的人有耐心，然後在這個過程中，什麼會

you say is the best advice you've received there's a jazz musician who said it on his deathbed where he said if you take care of the music the music will take

你說的是你收到的最好建議，有一個爵士音樂家在他臨終時說過，他說如果你照顧好音樂，音樂會

care of you because the the road that we're in whether you're doing loans or selling real estate or any kind of career it's always up and it's always

照顧你，因為我們所在的道路，無論你是在做貸款還是賣房地產，或任何職業，它總是上升，它總是

down right it's a roller coaster like you're gonna have good months and you're gonna have bad months and as long as you show up and as long

下降，對吧，這是一個過山車，就像你會有好的月份，你會有壞的月份，只要你出現，只要

as you do the work the work will take care of you like by default it's only when you start to feel negative and you don't

你做工作，工作會照顧你，就像預設情況下，只有當你開始感到消極並且你不

do the show up it's only when you start to feel like oh this was a bad month and you start pulling back and pulling back and not putting the work in

出現時，只有當你開始感覺，哦，這是一個糟糕的月份，你開始退縮，退縮，不投入工作時

when the work won't take care of you because you're not giving the work what it needs so i hope that was helpful i have advice

工作不會照顧你，因為你沒有給工作它需要的東西，所以我希望這有幫助，我有建議

all the time even for myself sometimes i take it sometimes i don't but i should uh if you want advice on anything else and you think that i might

一直，甚至對我自己，有時我接受，有時我不接受，但我應該，嗯，如果你想要其他任何建議，你認為我可能

have the answer for you leave your question for me in the comments below and if you haven't subscribed make sure you subscribe make sure you

有答案給你，在下面的評論中留下你的問題，如果你還沒有訂閱，確保你訂閱，確保你

like send it to all your friends do all the things i love you all my beautiful little pumpkins and i will see you later you

喜歡，把它發給所有你的朋友，做所有的事情，我愛你們，我所有美麗的小南瓜，我稍後會見到你們，你