my entire incentive in getting to the real estate business had nothing to do with real estate or architecture it was just about how do I make $2,000 a month

我進入房地產業務的全部動機與房地產或建築無關，只是關於我如何每月賺2000美元

how do I pay my rent food other incidentals and how do I not move home without being stuck to a survival job Ryan is the founder and CEO of s

我如何支付我的租金、食物、其他雜費，以及我如何不回家而不被困在生存工作中，Ryan是S

Technologies a top real estate broker content creator to were very very excited having you on the podcast and we had to start working as soon as we

Technologies的創始人和執行長，頂級房地產經紀人、內容創作者，非常非常興奮讓你上播客，我們必須在我們

understood what the value of a dollar was which was when I was eight awesome all right well we're here on the B hour it's great to have you

理解一美元的價值是什麼，那是我八歲的時候，太棒了，好的，我們在B小時，很高興有你

Ryan thank you for letting us bar your amazing space Oh no problem Ryan is the founder and CEO of Saran Technologies a top real estate broker content creator

Ryan，謝謝你讓我們進入你驚人的空間，哦，沒問題，Ryan是Serhant Technologies的創始人和執行長，頂級房地產經紀人、內容創作者

podcast host in theast podcast I've ever done started it the right way wow um it's great to be we're very very excited have you on the podcast now I know you

播客主持人，在我做過的最好的播客中，以正確的方式開始，哇，嗯，很高興，我們非常非常興奮讓你上播客，現在我知道你

very very much our audience may be meeting you for the first time so if you want to give us a very general where you're from how you got here uh super

非常非常，我們的觀眾可能是第一次見到你，所以如果你想給我們一個非常概括的，你來自哪裡，你如何來到這裡，嗯，超級

fast I am 40 years old I was born in Houston Texas on a mattress grew up outside Boston I was only good at theater tried every single sport

快，我40歲，我出生在德州休斯頓，在床墊上，在波士頓外長大，我只擅長戲劇，嘗試了每一項運動

terrible at all of them went to college for theater graduated in 2006 came to New York City with like 20 grand to make it as an actor just to see because I'd

對所有這些都很糟糕，上大學學戲劇，2006年畢業，帶著大約2萬美元來到紐約市，作為演員成功，只是看看，因為我會

rather regret the things I did than the things I never tried and I didn't want to do it later um totally failed hard fail but my budget was like 2,000 bucks

寧願後悔我做的事情，也不願後悔我從未嘗試過的事情，我不想以後做，嗯，完全失敗，硬失敗，但我的預算大約是2000美元

a month to afford to live in New York City otherwise I'd have to move home and I didn't want to do that and a friend

一個月來負擔在紐約市生活，否則我必須回家，我不想那樣做，一個朋友

said get your real estate license it's just like theater meet people people on the it's improv right that's what you do uh and so I got my license the summer of

說，獲得你的房地產執照，就像戲劇，認識人，人們，這是即興表演，對吧，這就是你做的，嗯，所以我在

2008 my first day was the day Leman Brothers filed for bankruptcy which was fine by me because I had no money um everyone got out of the business and I

2008年夏天獲得了我的執照，我的第一天是雷曼兄弟申請破產的那天，這對我來說很好，因為我沒有錢，嗯，每個人都離開了這個行業，我

was able to ride that kind of like bottom of the curve all the way back up um most people know me from million Listing New York a TV show I did for 10

能夠騎那種像曲線底部一直向上，嗯，大多數人從《百萬美元豪宅紐約》認識我，一個我做了10年的電視節目

years on a channel called Bravo and a lot of other you know spin-off shows that we did um I built the number one residential real estate sales team uh in

年在一個叫Bravo的頻道上，還有很多其他你知道的衍生節目，我們做了，嗯，我建立了第一住宅房地產銷售團隊，嗯，在

the country as of 2016 and then we maintained that for a couple years until Co hit and I said you know what I'm going to start my own company we did

全國，截至2016年，然後我們保持了幾年，直到COVID來襲，我說，你知道嗎，我要創辦我自己的公司，我們做了

that pitched a new show to Netflix called House of sirant um they bought it we turned it into what is now known is oning Manhattan that came out this

那個，向Netflix推銷了一個新節目，叫《Serhant之家》，嗯，他們買了它，我們把它變成了現在被稱為《Selling Manhattan》的節目，今年出來了

year I have a wife one daughter she's five amazing yeah I that's it so growing up in Texas what was that like I don't really remember we moved

年，我有一個妻子，一個女兒，她五歲，太棒了，是的，我，就是這樣，所以在德州長大，那是什麼樣的，我真的不記得，我們搬了

when I was five um uh I remember it being hot like I have a distinct memory of being a little kid in the back of the

當我五歲時，嗯，嗯，我記得它很熱，就像我有一個清晰的記憶，作為一個小孩在

car with my dad and um uh being so hot he's like well that's why the air conditioning is so cold because you have to learn how to save it up I was like

車的後座，和我爸爸，嗯，嗯，如此熱，他就像，嗯，這就是為什麼空調如此冷，因為你必須學會如何保存它，我就像

save what up and it's just one of those core weird memories you have a little kid is that every interior building in Texas same thing in Florida are so cold

保存什麼，這只是那些核心奇怪記憶之一，你有一個小孩，就是德州每個室內建築，佛羅里達也一樣，都如此冷

cuz the AC I was like I I don't know if I have that superpower to save up cold so that when I go outside when it's hot

因為空調，我就像，我，我不知道我是否有那個超能力來保存冷，這樣當我出去時，當它熱時

I could be like um and that's what I remember from Texas we we mostly then grew up outside Long Island we bounced around a lot uh

我可以像，嗯，這就是我從德州記得的，我們，我們主要然後在長島外長大，我們跳來跳去很多，嗯

bounc around Long Island and then the NorthShore Boston and that's where I went to high school and then Upstate New York and then my parents went from you

在長島跳來跳去，然後北岸波士頓，那是我上高中的地方，然後紐約上州，然後我的父母從你

know uh Massachusetts to New Hampshire to Colorado to Arizona to now Florida so growing up in Texas i' I've asked for a lot of different people where you grew

知道，嗯，麻薩諸塞州到新罕布夏州到科羅拉多州到亞利桑那州到現在佛羅里達州，所以在德州長大，我，我問過很多不同的人，你在哪裡長大

up imparts a lot into who you are so what is what kind of qualities does someone get growing up in Texas that someone grow up up in like LA or New

大，賦予很多到你這個人，所以，什麼是，什麼樣的品質，一個人在德州長大會得到，而一個人在LA或紐約長大

York wouldn't get I don't know if I would connect my growup to a specific place I would I'm a direct product of my parents like I believe very strongly in

不會得到，我不知道我是否會把我的成長與特定地方聯繫起來，我會，我是我父母的直接產物，就像我非常相信

the difference between nature and nurture yeah like I didn't grow up in Texas so much where I have an accent and I played in piles of dirt you know with

先天和後天之間的區別，是的，就像我沒有在德州長大那麼多，我有口音，我在土堆裡玩，你知道，和

a rattlesnake out back and all that stuff you know I also didn't grow up so much in Boston that I'm like sitne here rolling my eyes from Ria you know doing

一條響尾蛇在後面，所有那些東西，你知道，我也沒有在波士頓長大那麼多，我就像坐在這裡，從Ria翻白眼，你知道，做

that thing but I went to school with all those kids um uh uh my parents were disciplinarians our house we had three sisters uh two brothers was a

那個東西，但我和所有那些孩子一起上學，嗯，嗯，嗯，我的父母是紀律嚴明的人，我們的房子，我們有三個姐妹，嗯，兩個兄弟，是一個

meritocracy even to this day all of us still call my dad on Sundays to give him a rundown of the week it is just like

精英制度，甚至到今天，我們所有人仍然在星期天打電話給我爸爸，給他一個一週的總結，就像

something we have to do sometimes I forget yeah but like same thing every single day growing up through high school and then when I got to college it

我們必須做的事情，有時我忘記，是的，但就像同樣的事情，每天，通過高中長大，然後當我上大學時，它

became a weekly routine every day what did you do to in school today what' you learn um and it was so awful and annoying and terrible and I hated it um

變成每週例行公事，每天，你今天在學校做了什麼，你學到了什麼，嗯，它是如此糟糕、煩人和可怕，我討厭它，嗯

their favorite word was no and we had to start working as soon as we understood what the value of a dollar was which was when I was eight wow um and that's

他們最喜歡的詞是不，我們必須在我們理解一美元的價值是什麼時就開始工作，那是我八歲的時候，哇，嗯，那就是

that's how I was raised you know it had nothing to do with Texas firm child that's interesting like you know my mom came to America when she was 16 she had

那就是我被撫養的方式，你知道，它與德州堅定的孩子無關，這很有趣，就像你知道，我媽媽16歲時來到美國，她有

my sister when she was 16 and she came with no money and as a kid ever since I was like four I knew what like a 401k

我妹妹，當她16歲時，她帶著沒有錢來，作為一個孩子，從我四歲起，我就知道什麼是401k

was and I knew the value of dollar when in California they made you pay for bags the largest fights of my childhood was when I had to buy a 10 set bag at Target

是，我知道美元的價值，當在加州他們讓你為袋子付費時，我童年最大的爭吵是當我不得不在Target買一個10美元的袋子時

my mom was very very upset and I think growing up in that kind of like firm houseold where you appreciate the value of money gives you kind of that leg up

我媽媽非常非常不高興，我認為在這種堅定的家庭中長大，你欣賞金錢的價值，給你那種優勢

of understanding how the world works from a very young age would you attribute a lot of kind of your drive to to that upbringing yes my parents didn't

從很小就理解世界如何運作，你會把很多你的動力歸因於那種教養嗎，是的，我的父母沒有

talk to me as much about money as I as I would have liked that's something I'm excited to talk to my my daughter and hopefully future kids about and have

和我談論金錢，就像我，就像我想要的，這是我興奮地與我的女兒談論的事情，希望未來的孩子，並有

them be far more more business savvy I think you know um you're 23 I'm 40 you know dude my dad like he had his first

他們更有商業頭腦，我想你知道，嗯，你23歲，我40歲，你知道，老兄，我爸爸，就像他有他的第一個

kid when he was 19 years old MH you know um he had to he had to put himself through school he lost his mom to a

孩子，當他19歲時，嗯，你知道，嗯，他必須，他必須自己完成學業，他失去了他的媽媽，因為一個

staff infection when he was 16 years old his older brother was killed in a car accident like our my parents and then his parents his dad my grandfather who's

葡萄球菌感染，當他16歲時，他的哥哥在車禍中喪生，就像我們的我的父母，然後他的父母，他的爸爸，我的祖父，誰

who died now but had Polio like went through the Great Depression like our Our Generations of parents went through like real hardship the most hardship you

現在死了，但患有小兒麻痺症，就像經歷了大蕭條，就像我們的，我們幾代父母經歷了真正的困難，最困難的你

and I have had in the last month is Tik Tok went down for 15 hours terrible that was horrible brutal bro brutal this whole this whole side is like man this

和我上個月遇到的是TikTok下線了15小時，糟糕，那太可怕了，殘酷，兄弟，殘酷，這整個，這整個方面就像，老兄，這

is what world war must have been like you know and so like they just raise me like under under the idea that like you got to figure out how to work and work

就是世界大戰一定是什麼樣的，你知道，所以就像他們只是撫養我，就像在，在想法下，就像你必須弄清楚如何工作和工作

hard because hard work Trump's Talent when talent doesn't work hard definitely and um uh everything else can be a bonus you just have to try as hard as you can

努力，因為努力工作勝過天賦，當天賦不努力工作時，絕對，嗯，嗯，其他一切都可以是獎勵，你只需要盡你所能嘗試

all day long um so yeah like that was that was definitely ingrained in me and it's it's a huge part of how I work today like I wish I could be more of a

整天，嗯，所以是的，就像那，那絕對是根深蒂固在我身上的，它是，它是我今天如何工作的巨大一部分，就像我希望我能更像一個

human being than a human doing but I am 100% a human doing and I just own it so that that drive I mean that pushed you

人類存在，而不是人類行動，但我是100%的人類行動，我只是擁有它，所以那個動力，我的意思是，那推動了你

into real estate how did you get into real estate I guess you always want to be real estate agent or did you decide one day I'm going to be the best real

進入房地產，你如何進入房地產，我猜你總是想成為房地產經紀人，或者你有一天決定我要成為最好的房地產

estate broker out there know man I uh a friend that I went to college with um told me to get into real estate get my

經紀人，知道，老兄，我，嗯，一個和我一起上大學的朋友，嗯，告訴我進入房地產，獲得我的

real estate license not to be a career realtor but he was like get your real estate license you click on a button for 45 hours and then you can help people

房地產執照，不是成為職業房地產經紀人，但他就像，獲得你的房地產執照，你點擊一個按鈕45小時，然後你可以幫助人們

rent apartments if you find someone in an apartment for $4,000 a month the commission will be $44,000 you'll split it with the house The Brokerage company

租公寓，如果你為某人找到一個每月4000美元的公寓，傭金將是44000美元，你會與房子、經紀公司

you're at you'll make $2,000 and you you could help someone find an apartment in the morning and somebody find an apartment in the afternoon if you're

你在的地方，你會賺2000美元，你，你可以在早上幫助某人找公寓，在下午幫助某人找公寓，如果你

lucky yeah make your own hours and then go to your auditions and do all your other things um and that's how that's that's my my entire incentive in getting

幸運，是的，制定你自己的時間，然後去你的試鏡，做你所有其他事情，嗯，這就是，這就是我進入的整個動機

to the real estate business had nothing to do with real estate or architecture it was just about how do I make $2,000 a month how do I pay my rent food other

房地產業務，與房地產或建築無關，只是關於我如何每月賺2000美元，我如何支付我的租金、食物、其他

incidentals and how do I not move home without being stuck to a survival job you know that's cuz I saw people who were at that time 30 40 50 60 70 years

雜費，以及我如何不回家而不被困在生存工作中，你知道，那是因為我看到那些當時30、40、50、60、70歲的人

old who who had a survival job like they were waiting tables they were temping something and then they were they did it for 20 years because you get used to

老，誰，誰有生存工作，就像他們在等桌子，他們在做臨時工作，然後他們，他們做了20年，因為你習慣了

paying your bills yeah and that Comfort kills dreams more than anything so having that fire under your butt pushed you and kind of gave you that motivation

支付你的賬單，是的，那種舒適比任何事情都更能殺死夢想，所以有那種火在你屁股下推動了你，有點給了你那種動力

when you started in real estate yeah same thing for Million Dollar Listing when I was cast on million doll listing was like I'm gonna have a metaphorical

當你開始房地產時，是的，對《百萬美元豪宅》也一樣，當我被選中參加《百萬美元豪宅》時，就像我要有一個隱喻的

shotgun to the face on International television and now I can't mess it up mhm yeah I think like most of us we are almost more motivated by the fear of

霰彈槍對著臉，在國際電視上，現在我不能搞砸它，嗯，是的，我認為像我們大多數人一樣，我們幾乎更多地被恐懼激勵

embarrassment than we are the fear of failure anymore definitely is like we could fail here and I'll just go do another business you know um it's not

尷尬，而不是我們對失敗的恐懼，絕對是，就像我們可以在這裡失敗，我只會去做另一個生意，你知道，嗯，它不是

like it was 20 years ago or 50 years ago so your first real estate sale what was that like feel like everyone remembers their first sale yeah three Handover

就像20年前或50年前，所以你的第一筆房地產銷售，那是什麼樣的，感覺每個人都記得他們的第一筆銷售，是的，三手

Square which is in the lower lower Manhattan Co-op building Apartment 10 L is in Larry $369,000 um in early 2009 W Yeah March 2009 it was a studio but High ceilings I

廣場，在曼哈頓下城合作公寓大樓，10L公寓，在Larry，369,000美元，嗯，2009年初，是的，2009年3月，它是一個工作室，但高天花板，我

had to paint it had to replace the microwave like standard stuff terrible but um that helped me meet a client that helped me start doing deals in Long

必須粉刷它，必須更換微波爐，像標準的東西，糟糕，但嗯，那幫助我遇到了一個客戶，那幫助我開始在長

Island City and queens so then I did most of my sales at the beginning in Queens because I was nobody like no one would hire me to sell a home in

島市和皇後區做交易，所以然後我在開始時在皇後區做了大部分銷售，因為我是無名小卒，就像沒有人會僱用我在

Manhattan and all of my clients came from Craigslist or Starbucks okay so you would go to Starbucks and just introduce yourself to every single person there

曼哈頓賣房子，我所有的客戶都來自Craigslist或Starbucks，好的，所以你去Starbucks，只是向那裡每個人介紹你自己

not every single person I'm not crazy only only pretty pregnant women okay yeah why pretty pregnant women because they like compliments and the way you

不是每個人，我不瘋狂，只有，只有漂亮的孕婦，好的，是的，為什麼漂亮的孕婦，因為她們喜歡讚美，以及你

meet a client is you follow the two C's which I knew early on from improv which was you disarm someone and build trust with a quick compliment right like nice

遇到客戶的方式是你遵循兩個C，我從即興表演中很早就知道，那就是你解除某人的武裝，用快速讚美建立信任，對吧，就像好的

Watchman where did you get it solid shirt did you iron it or press it here do you have to how' you you know go through nice haircut stuff like that um

手錶，你在哪裡買的，好襯衫，你熨過它還是壓過它，這裡，你必須，如何，你，你知道，通過好的髮型之類的東西，嗯

and then you find something in common and when you're in Starbucks you have something in common what hey what are you getting which is awkward but

然後你找到一些共同點，當你在Starbucks時，你有一些共同點，什麼，嘿，你在買什麼，這很尷尬，但

pregnant women um uh need more space I help people find more space right and some people would not talk to me some people were like that's weird

孕婦，嗯，嗯，需要更多空間，我幫助人們找到更多空間，對吧，有些人不會和我說話，有些人就像，那很奇怪

but a handful of those those women in 2009 that whole first real first year of the business for me like still clients to this day which just goes to show you

但2009年那些女性中的少數，對我來說整個第一年真正的第一年，就像到今天仍然是客戶，這只是向你展示

all you have to do is ask like it's something I talk to my daughter now about too like she gets nervous as little kids do and in unknown situations

你只需要問，就像我現在也和我女兒談論的事情，就像她會緊張，就像小孩子一樣，在未知的情況下

I'm like don't talk to strangers but also it's okay to be outside your comfort zone and be the greatest connector ever five-year-old because that's something that I definitely never

我就像，不要和陌生人說話，但也可以走出你的舒適區，成為有史以來最偉大的連接者，五歲，因為那是我絕對從未

had so within this this rise to real estate I mean again you one of the things that I think people will take away is you're very outgoing you always

有過的，所以在這個，這個上升到房地產中，我的意思是，再次，你，我認為人們會帶走的事情之一是，你非常外向，你總是

have this drive and seems like you're always on the go right did you always have that did you attribute that to your childhood I mean even coming to New York

有這個動力，似乎你總是在路上，對吧，你總是有那個嗎，你把它歸因於你的童年嗎，我的意思是，甚至來到紐約

starting real estate introducing yourself at Starbucks and I barely introduced myself to like two people a day that's pretty outgoing I I I didn't want to be the greatest

開始房地產，在Starbucks介紹你自己，我幾乎每天只向大約兩個人介紹我自己，那很外向，我，我，我不想成為最偉大的

real estate broker of all time I wanted to be the most successful person of all time and why not try right like why you know to be an actor it's like I want to

房地產經紀人，有史以來，我想成為有史以來最成功的人，為什麼不嘗試，對吧，就像為什麼，你知道，成為一個演員，就像我想

be the greatest actor of all time why why would I why would I ever get up every day to go be okay you know I

成為有史以來最偉大的演員，為什麼，為什麼我會，為什麼我會每天起床去，好吧，你知道，我

didn't it's kind of like that quote like I didn't come this far to come this far MH why why not at least try to take a

沒有，這有點像那個引語，就像我沒有走這麼遠只是為了走這麼遠，嗯，為什麼，為什麼不至少嘗試採取一個

bigger swing and um uh same thing with like this business man like I didn't have to do all this but if I'm gonna take a swing why not try to go for the

更大的揮桿，嗯，嗯，同樣的事情，就像這個生意人，就像我不必做所有這些，但如果我要揮桿，為什麼不嘗試去

Grand Slam why not at least put yourself out there and then the world will tell you like the world told me Ryan you are not gonna be Marlin Brando it's just not

大滿貫，為什麼不至少把自己放在那裡，然後世界會告訴你，就像世界告訴我，Ryan，你不會成為Marlon Brando，只是不是

in the cards but some of the talent that you have is going to sneak up back around in 2010 when you're sitting in front of These reality television

在卡片中，但你擁有的一些天賦會在2010年悄悄回來，當你坐在這些真人秀電視

producers because you're going to know how to present yourself in front of a camera and all of a sudden you're going to be super lucky you just ended up

製片人面前時，因為你會知道如何在鏡頭前展示自己，突然間你會超級幸運，你只是最終

having to work really really hard to make luck easy to find yeah right yeah so you know this I I feel like for every single business you have that that why

必須非常非常努力地工作，讓運氣容易找到，是的，對，是的，所以你知道這個，我，我覺得對於每一個生意，你有那個，那個為什麼

right and I feel like some people's why change over time right as the business grows as your life changes for you when you first started what was your why I

對，我覺得有些人的為什麼會隨著時間改變，對吧，隨著生意成長，隨著你的生活改變，對你來說，當你第一次開始時，你的為什麼是什麼，我

know you touched on it briefly yeah yeah I so I have a y a wall right a win kind have your series of of W's there um I mean my why at the

知道，你簡要地提到了它，是的，是的，我，所以我有，一個Y，一個牆，對吧，一個勝利，有點有你的W系列，那裡，嗯，我的意思是，我的為什麼在

beginning was survive in New York City which is important and I think the the best businesses and the best careers start when your back is up against a

開始是在紐約市生存，這很重要，我認為最好的生意和最好的職業開始於當你的背靠著

wall financially I honestly still some part of my why is survive I just keep putting myself in terribly massive Financial situations I'm like I got to I got to go bigger

牆，財務上，我老實說，我為什麼的一部分仍然是生存，我只是不斷讓自己陷入可怕的巨大財務情況，我就像，我必須，我必須變得更大

right and then I got to make these people my partners and I got to go and do this like I remember I was talking to

對，然後我必須讓這些人成為我的合作夥伴，我必須去，做這個，就像我記得我在和

Adrian about this the other day like during Co and Co hit and we had I don't know a couple people on our on our what

Adrian談論這個，前幾天，就像在COVID期間，COVID來襲，我們有，我不知道，幾個人，在我們的，在我們的什麼

was sirant Media Group at the time team and a couple people on our C like sirant team and it's like all right so what do

是Serhant Media Group，當時，團隊，和幾個人，在我們的C，就像Serhant團隊，它就像，好的，所以做什麼

I do now I've have people I need to pay and it was like a couple you know I think my payroll right now I think is like 2.2 million a month

我現在做，我有，我有我需要支付的人，它就像，幾個，你知道，我認為我現在的工資單，我認為大約是每月220萬

wow like I have to work MH like I have what am I what am I supposed to do yeah you know too many people depend upon me

哇，就像我必須工作，嗯，就像我有，我是什麼，我應該做什麼，是的，你知道，太多人依賴我

very very different from the 2.2 when I was in high school I I got my first credit card and I was thought it was like a game so I would go and have fun

非常非常不同於2.2，當我在高中時，我，我得到了我的第一張信用卡，我認為它就像一個遊戲，所以我會去，玩得開心

for the month spend it and i' see the credit card B I was like great it's a game how am I going to make $22,000 in

一個月，花掉它，我看到信用卡賬單，我就像，太好了，這是一個遊戲，我如何在

30 days so when I was in high school I was working at AB comian fish but then I got into Drop Shipping and kind of sold

30天內賺22,000美元，所以當我在高中時，我在AB comian fish工作，但然後我進入了Drop Shipping，有點賣

some stuff and I remember that excitement but also like oh my gosh like I have to pay off this credit card bill really encourages you know encourage me

一些東西，我記得那種興奮，但也像，哦天哪，就像我必須還清這張信用卡賬單，真的鼓勵，你知道，鼓勵我

to work hard so you in your situation would your advice be to entrepreneurs go bu like a stream and then just make the monthly payments yes no you don't it's stupid

努力工作，所以你在你的情況下，你的建議會是給企業家，去買，比如一個Stream，然後只是做每月付款，是的，不，你不，這很愚蠢

but I think you um uh yeah like yeah the there's there's another quote I really really like because it helped me a lot um there's a lot of quotes but like one

但我認為你，嗯，嗯，是的，就像，是的，有，有另一個引語，我真的真的很喜歡，因為它幫助了我很多，嗯，有很多引語，但就像一個

is um they never tell you that the feeling of Bravery is disguised as fear MH because everything is scary and so whether we started this business this

是，嗯，他們從不告訴你，勇敢的感覺被偽裝成恐懼，嗯，因為一切都是可怕的，所以無論我們是否以這種方式開始這個生意

way or every situation I've ever been in when it's scary but I know that there's a path and a plan that I can create the

方式，或我曾經遇到的每一種情況，當它可怕時，但我知道有一條路徑和一個計劃，我可以創造

fear I'm feeling right now is just Evolution not yet figuring out how to create the feeling of Bravery yeah doesn't exist yet maybe in a thousand

我現在感受到的恐懼只是進化，還沒有弄清楚如何創造勇敢的感覺，是的，還不存在，也許在一千

years um and so I think you have to put your back up against a wall if you want to see what you're truly capable of and

年，嗯，所以我認為你必須把你的背靠著牆，如果你想看到你真正能做的事情，並且

I know that's easy to say when you figured it out but I mean I said that to myself when I definitely hadn't figured it out I was sharing a bathroom with 16

我知道當你弄清楚時很容易說，但我的意思是，我對自己說，當我絕對沒有弄清楚時，我和16個

dudes you know in Korea Town my parents wouldn't even come and see my apartment because it would make my mom cry she was like what are you doing here like you

傢伙共用一個浴室，你知道，在Korea Town，我的父母甚至不會來看我公寓，因為它會讓我媽媽哭，她就像，你在這裡做什麼，就像你

burn the boats like remove the Comfort that's that survival job if you're going after your dream but you have a nino5 there is no dream right you have a nino5

燒掉船，就像移除舒適，那就是生存工作，如果你追求你的夢想，但你有一個nino5，沒有夢想，對吧，你有一個nino5

and you're never going to get to it and I I do credit my I don't know pure ignorance as as a big part of of what we've done

你永遠不會到達它，我，我確實歸功於我的，我不知道，純粹的無知，作為我們所做事情的一個重要部分

over the past 15 years I I like that and I think a lot of people can resonate with that and again go buy a golf stream

在過去15年中，我，我喜歡那個，我認為很多人可以與那個產生共鳴，再次，去買一個Golf Stream

it could I mean it'd be a fun thing but I think putting yourself in that position where you you can't fail I think honestly encourage is good ideas

它可以，我的意思是，它會是一件有趣的事情，但我認為讓自己處於那個位置，你，你不能失敗，我認為老實說鼓勵是好主意

gives you that that kind of work ethic I remember like would you not to cut you off but like you you I think it's fine

給你那種工作倫理，我記得，就像，你不會打斷你，但就像你，你，我認為這很好

to fail I tell I tell our agents all the time you got to make that mindset shift so that you don't become an disaster because sales is way too hard that way

失敗，我告訴，我告訴我們的經紀人，一直，你必須做出那種心態轉變，這樣你就不會成為災難，因為銷售太難了，那樣

there's no commission sorry there's there's no salary in sales right there's no benefits all your friends are going to have their weekends off and you're

沒有傭金，對不起，銷售中沒有，沒有薪水，對吧，沒有福利，你所有的朋友都會有他們的週末休息，而你

going to eventually burn out if you don't switch your mindset to understand that your job is to fail the bonus is to win and once you can click

最終會筋疲力盡，如果你不轉換你的心態來理解你的工作是失敗，獎金是獲勝，一旦你可以點擊

that then it's awesome then then you don't have Sunday scaries right you have Friday scaries because you're stressed out that people won't respond to you

那個，然後它太棒了，然後，然後你沒有週日恐懼，對吧，你有週五恐懼，因為你壓力很大，人們不會回應你

over the weekends and that you don't not going to get work done mhm healthy or not um you then also have to ask yourself that question of you know what

在週末，你不會，不會完成工作，嗯，健康或不，嗯，你然後也必須問自己那個問題，你知道什麼

what would I even attempt to try to do if I knew failure wasn't an option if fa like if you could predict the future or if you could go and see

如果我知道失敗不是一個選項，我會嘗試做什麼，如果，就像如果你能預測未來，或者如果你能去，看到

yourself and you are on your own private jet 10 years from now going to your own private island and you saw that for 5 seconds and came back now any crazy idea

你自己，你在你自己的私人飛機上，10年後，去你自己的私人島嶼，你看到了那個5秒，現在回來了，任何瘋狂的想法

that popped in your head you'd be like well I know I'm going to be fine so maybe this is the reason I'm gonna be fine I'm just gonna go do it so I like

突然出現在你腦海中，你會像，嗯，我知道我會沒事的，所以也許這是我會沒事的理由，我只是要去，做它，所以我喜歡