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 I didn't tell about the time thing because I know that that would miss along but forgetting that about the numbers and about the real estate you're

懶惰，我沒有告訴時間的事情，因為我知道那會錯過，但忘記那個關於數字和關於房地產，你

just working with people that's in every negotiation is gonna be completely different right as you've all seen on different deals because the people are different I'll get back to you I know

只是與人合作，在每次談判中都會完全不同，對吧，正如你們都在不同交易中看到的，因為人是不同的，我會回覆你，我知道

your email hey I talked to Jordan figure out when I can do it what yeah remind me Hadrian you know negotiating people say the art

你的電子郵件，嘿，我和Jordan談過了，弄清楚我什麼時候可以做，什麼，是的，提醒我，Hadrian，你知道，談判，人們說藝術

of negotiating and I like that I think there is an art to it it's a craft the reason I did the negotiating training this morning in the office and the

談判，我喜歡那個，我認為這是一種藝術，這是一種技藝，我今天早上在辦公室做談判培訓的原因，以及

reason I spent all of January and our separate team meetings talking about negotiating it be is because it's the one area of the deal where people need

我花整個一月和我們單獨的團隊會議談論談判的原因，是因為這是交易中人們最需要

me the most and they need me the most they think because I have the most confidence and the confidence that I have going to the deal comes from

我的地方，他們最需要我，他們認為，因為我有最大的自信，我對交易的自信來自

experience and it comes from honestly - practice practice practice because no matter what you're selling you're selling something to two different people you've got a seller and a buyer

經驗，它來自，老實說——練習、練習、練習，因為無論你賣什麼，你都在向兩個不同的人賣東西，你有一個賣家和一個買家

and in every negotiation you've got price you've got pressure and you've got persistence those are the three P's remember that is it can be a

在每次談判中，你有價格，你有壓力，你有堅持，這些是三個P，記住，它可以是一個

nice little instructional vlog have you ever thought about what an iPhone cost to make now you're not going to negotiate the price of an iPhone because

不錯的小教學Vlog，你有沒有想過iPhone的製造成本是多少，現在你不會談判iPhone的價格，因為

there's too strong demand but let's say there wasn't strong demand then you can negotiate or you can find a retailer who's gonna sell it to you for cheaper

需求太強，但讓我們說沒有強需求，那麼你可以談判，或者你可以找到一個會以更便宜的價格賣給你的零售商

because it doesn't cost nearly as much to make that phone as it does for you to buy it real estate is the same way a

因為製造那部手機的成本遠低於你購買它的成本，房地產也是同樣的方式，一個

deal that's listed from 10 8 down to 10 so 10 million bucks the offer originally came in at 8 million dollars okay that seems like it's way too far apart and if

交易，從1080萬降到1000萬，所以1000萬美元，報價最初是800萬美元，好的，這似乎相差太遠，如果

I go to the seller he's gonna say you if I go to the buyer and say you got to come up they're gonna say oh no this

我去找賣家，他會說你，如果我去找買家，說你必須提高，他們會說，哦不，這

is my offer so what do you do what do you do you remember the price you want to try to get - which in this instance

是我的報價，所以你做什麼，你做什麼，你記住你想嘗試得到的價格——在這個例子中

was around 8 and a half that's where we thought we'd get a deal done and the legacy price what the seller paid seller paid six point five so even at our low

大約是850萬，這是我們認為會達成交易的地方，以及遺產價格，賣家支付的，賣家支付了650萬，所以即使在我們低

terrible awful offer that sellers making money that's a good thing to remember and to consistently remind each side and then you let time saturate the emotions

糟糕的報價，賣家也在賺錢，這是記住並持續提醒每一方的好事，然後你讓時間飽和情緒

of the deal and you use repetition you only paid six five even if this offer you're making money I've got clients here here here here who losing

的交易，你使用重複，你只付了650萬，即使這個報價，你也在賺錢，我有客戶在這裡、這裡、這裡、這裡，他們損失

million and they use pressure right the fear of a falling market and the fear of missing out every seller fears they're not going to get their price going forward because

百萬，他們使用壓力，對吧，對市場下跌的恐懼，對錯過的恐懼，每個賣家都害怕他們不會得到他們的價格，因為

maybe the market could change every buyer has a little fear that they're gonna lose it a little fear they're gonna miss out and then you're trying to

也許市場可能會改變，每個買家都有一點恐懼，他們會失去它，一點恐懼他們會錯過，然後你試圖

find the price in the middle where both sides will say I came to that number because that's the max or the minimum that I'm willing to go to to get this

找到中間的價格，雙方都會說，我來到那個數字，因為那是我願意去得到的最大值或最小值

deal done and not have buyer or seller's remorse and it's also the number where if I don't get it I'm okay with the next guy getting it

交易完成，沒有買家或賣家的後悔，這也是如果我不得到它，我對下一個人得到它沒問題的數字

all right thanks you come in let's go Wow look who it is all the way from the Hamptons how are you it's good to see

好的，謝謝，你進來，讓我們走，哇，看看是誰，從漢普頓一路來，你好嗎，很高興見到

you you see yes Maya hi how are you hey mr.

你，你看到，是的，Maya，嗨，你好嗎，嘿，先生。

Cruz oh you are the best there you go look who it is oh you Sarika eyes are weird awesome em it spent a lot of time on my feet oh oh wow

Cruz，哦，你是最好的，那裡，你走，看看是誰，哦，你Sarika，眼睛很奇怪，太棒了，嗯，我花了很多時間站著，哦，哦，哇

mood lighting laughs don't stand how many people in this room have seen million dollar listing at least once whoever didn't raise your hand is lying okay so

情緒燈光，笑，不要站，這個房間裡有多少人至少看過一次《百萬美元豪宅》，無論誰沒有舉手都在說謊，好的，所以

if you've seen that show or if you saw sell it like Serhant or you've read the book or you watch the vlog on YouTube or

如果你看過那個節目，或者如果你看過《像Serhant一樣銷售》，或者你讀過這本書，或者你在YouTube上看Vlog，或者

you follow me on social media you probably think to yourself yeah that guy doesn't have a confidence problem whatsoever a guy's probably way too confidence right but I tell you growing

你在社交媒體上關注我，你可能對自己說，是的，那個人完全沒有自信問題，那個人可能太自信了，對吧，但我告訴你，長大

up I had no self-confidence whatsoever actually pretty overweight for a long time a really really bad skin and it gave me a lot of a lot of anxiety let's

時，我完全沒有自信，實際上很長一段時間相當超重，皮膚真的很糟糕，這給了我很多很多焦慮，讓我們

say I didn't know how to make friends cuz I bounced around all the time I wasn't good at sports I literally sucked at every sport known

說，我不知道如何交朋友，因為我一直跳來跳去，我不擅長運動，我對已知的每項運動都很爛

to man and my parents forced me to play every single sport and I did it for one season I actually played baseball for one season I remember distinctly my dad

對人類，我父母強迫我玩每一項運動，我玩了一個賽季，我實際上打了一個賽季的棒球，我清楚地記得我爸爸

walking out into the field in the middle of a game and pulling me out in front of everyone and telling me this board is not for me and you laugh and I was not

在比賽中間走到場上，在每個人面前把我拉出來，告訴我這個板不適合我，你笑，我不是

laughing at the time but I became addicted at 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

那時在笑，但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

into real estate and let's make it work because I have no other option I have literally had no other alternative and I had no self-confidence

進入房地產，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

no self-esteem but guess what none of these people know me every single day I'm gonna meet new people I am now calm I am now the greatest broker in the

沒有自尊，但猜猜看，這些人都不認識我，每一天我都要認識新的人，我現在冷靜了，我現在是

history of the world and that's what I told myself every day it was not true all I had at the end of the day wasn't a

世界歷史上最偉大的經紀人，這就是我每天告訴自己的，這不是真的，我在一天結束時擁有的不是一個

network was it anything else I had 24 hours in my day and I said to myself if I'm gonna make this work that I will

網絡，是其他任何東西，我一天有24小時，我對自己說，如果我要讓這成功，我會

outwork every single person this was 2008 right million dollar listing for me didn't start till 2012 so four years so I'm gonna outwork everybody right

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，所以四年，所以我會比每個人都更努力工作，對吧

so I started waking up at 4:30 in the morning and I said you know I'm gonna go to the gym at 5:00 the average person

所以我開始早上4:30起床，我說，你知道，我要5:00去健身房，一般人

wakes up at I don't know 7 o'clock right 7 a.m.

醒來，我不知道，7點，對吧，早上7點。

some people say they wake up at 6:00 6:30 but then they'll snooze most people wake up at 7 a.m. and then when they get home at night they're like yeah but I

有些人說他們6:00或6:30醒來，但然後他們會貪睡，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

work later no you don't 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

工作到很晚，不，你沒有，對吧，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

to bed late because you're lazy that's what I honestly believe and so I said to myself okay so if I put real hours 5 to

晚睡，因為你懶惰，這是我誠實相信的，所以我對自己說，好吧，所以如果我投入真正的時間，5點到

7 a.m. to work every day the average person wakes up at 7 a.m.

早上7點，每天工作，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 workweek 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

for four weeks in a month times 12 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12，你做這個數學，結果是20天，這太瘋狂了，所以通過提前兩小時起床，這就是

all I have to do I want to be smarter I don't to be better-looking I don't have to like have connections I don't to travel all I have to do is wake up two

我必須做的全部，我想更聰明，我不想更好看，我不必喜歡有關係，我不必旅行，我必須做的就是提前兩

hours earlier than the rest of my competition and get to work and I have an extra 20 days above my competition every year above anything if you

小時起床，比我的其他競爭對手，並開始工作，我每年多出20天，超過我的競爭對手，超過任何事，如果你

remember anything that I'm saying now it's that right you control your own destiny when you wake up every single day that is my secret sauce I'll work

記住我現在說的任何話，那就是，對吧，你控制你自己的命運，當你每天醒來時，這是我的秘訣，我會工作

everybody because I have no control of anything else honestly other than myself questions that's wait I've actually not spoken to all the agents at messieurs in a really long

每個人，因為我無法控制其他任何事情，老實說，除了我自己，問題，等等，我實際上已經很久沒有和所有經紀人說話了

time I don't think ever it's one of our first summits that we've ever done like this and found the car here it is yeah that was fun it was good and you

時間，我不認為曾經，這是我們第一次做這樣的峰會，找到了車，就在這裡，是的，那很有趣，很好，你

know I think that like part of the reason I started this vlog was to give people a different look into my life this is what it's like when you work

知道，我想，就像我開始這個Vlog的部分原因是給人們一個不同的視角看我的生活，這就是當你工作

your ass off in New York City this is what it's like when you wake up at 4:30 in the morning and you have an extra two

在紐約市拼命工作時的樣子，這就是當你早上4:30醒來，你多出兩個

hours every day like I just talked about up there all right this is what it's like when you hustle and you grind every single day

小時每天，就像我剛才在上面談到的，好的，這就是當你每天拼命工作和努力時的樣子

this isn't not an influencer I'm not trying to show you some fake life like most of the time we're just stuck here in the back of the car

這不是，不是一個影響者，我不是試圖向你展示一些假生活，就像大多數時候我們只是被困在車後座

because this is what my life is like I go from my office my home office my mobile office back and forth and back and forth and this is how I've built my

因為這就是我的生活，我從我的辦公室、我的家庭辦公室、我的移動辦公室來回，來回，這就是我如何建立我的

life and built my entire career and it's insane to me and it's possible for anybody because if I can do it you can do it you who are

生活和建立我的整個職業，這對我來說很瘋狂，對任何人都是可能的，因為如果我能做到，你也能做到，你

watching or anybody like that's what's so crazy this was so crazy even just real estate a couple hundred bucks and some clicking online and you can become

正在看，或任何人，就像，這就是如此瘋狂，這如此瘋狂，甚至只是房地產，幾百美元和一些在線點擊，你可以成為

a real estate agent and you could advise people the same way I do and I've been doing this for over 10 years and you could change your whole life around and

一個房地產經紀人，你可以像我一樣建議人們，我已經做了10多年了，你可以改變你的整個生活，

if it's not real estate its selling something else whatever you want to sell what do you like sell it so stop being ok with just being ok and get out there

如果不是房地產，就是賣其他東西，無論你想賣什麼，你喜歡什麼，賣它，所以停止只是滿足於還可以，出去

and sell something I'm so hungry I'm not eating until 2 o'clock that would right now so I got to start eating that's the end of the vlog

賣一些東西，我太餓了，我要到2點才吃，那會，現在，所以我必須開始吃，這是Vlog的結尾

logs over that's it sorry but you can still watch more if you can watch this one maybe for this one this looks pretty good you should watch this but actually you

Vlog結束了，就是這樣，對不起，但你仍然可以看更多，如果你能看這個，也許這個，這個看起來很好，你應該看這個，但實際上你

know what this one seems pretty great you should definitely watch this one actually this one seems pretty good maybe can watch both them at the same

知道什麼，這個看起來很棒，你絕對應該看這個，實際上這個看起來很好，也許可以同時看兩個

time maybe try clicking like both

時間，也許試試點讚兩個