请双击下面的英文字幕来播放视频。
翻译人员: Xianlin Song
校对人员: Zhu Jie
00:16
I would be willing to bet
I'm the dumbest guy in the room,
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我敢打赌说在座的各位都比我聪明
00:19
because I couldn't get through school;
I struggled with school.
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因为我在学校里成绩很差,无法完成我的学业
但我很早就知道
00:22
But I knew at a very early age
that I loved money, I loved business
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我喜欢经商和赚钱
00:25
and I loved this entrepreneurial thing.
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我喜欢这种创业经商的活动
00:27
I was raised to be an entrepreneur.
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我生来就是一块做企业家的料
00:29
What I've been really
passionate about ever since --
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我对创业一直以来非常热忱
00:31
and I've never spoken
about this ever, until now --
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我之前从未说过这些,一直到今天
00:34
so this is the first time
anyone's heard it,
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除了3天前我对妻子说过这些话,你们是第一个听到这些话的人
00:36
except my wife, three days ago.
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因为她问我:“你说的是什么意思?” 我就告诉她
00:38
She said, "What are you talking about?"
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00:40
I told her that I think
we miss an opportunity
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我认为我们丧失了一个大好机会
去发掘一些
00:43
to find these kids
who have the entrepreneurial traits,
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具有企业家潜质的孩子
00:46
and to groom them or show them
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来打造他们或者展示给他们看
00:48
that being an entrepreneur
is actually a cool thing.
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当一名企业家是多么酷的一件事情
00:50
It's not something
that is a bad thing and is vilified,
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而并不是一件招人诋毁的坏事
在很多地方这样的事情会发生
00:54
which is what happens in a lot of society.
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00:56
Kids, when we grow up, have dreams,
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当我们还是成长的孩童时,我们有着梦想
00:59
and we have passions, and we have visions,
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我们有着热情和憧憬
01:01
and somehow we get those things crushed.
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但不知何故,我们不再拥有这些东西
01:03
We get told that we need to study harder
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取而代之的是我们被教导要努力学习
01:05
or be more focused or get a tutor.
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多专注一点或者参加课外补习
01:08
My parents got me a tutor in French,
and I still suck in French.
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我的父母给我请了一个法语家教
但我的法语还是很烂
01:13
Two years ago,
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两年前,我被麻省理工学院企业家硕士课程
01:14
I was the highest-rated lecturer
at MIT's Entrepreneurial Master's Program.
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被评为教得最好的讲师
01:18
It was a speaking event
in front of groups of entrepreneurs
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当时我要在来自全球各地的众多企业家面前演讲
01:21
from around the world.
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当我还在大学2年级,我就赢了所在城市的演讲大赛
01:22
When I was in grade two,
I won a citywide speaking competition,
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但没人曾说过,
01:25
but nobody had ever said,
"Hey, this kid's a good speaker.
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"瞧,这个娃演讲得很不错
01:28
He can't focus, but he loves walking
around and getting people energized."
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虽然他注意力不集中,但他喜欢到处走动,激励身边的人.”
01:31
No one said, "Get him
a coach in speaking."
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没人说,“给他请一个演讲的教练吧.”
01:33
They said, get me a tutor
in what I suck at.
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但他们说,给我请一个家教来弥补我的不足之处
所以孩童们展现了这些潜质
01:36
So as kids show these traits --
and we need to start looking for them --
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而我们要开始寻找这样的孩子
01:39
I think we should be raising kids
to be entrepreneurs instead of lawyers.
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我认为我们应该把孩子们
培养成企业家而不是律师
但很不幸,学校的教育
01:44
Unfortunately, the school system
is grooming this world to say,
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把这个世界影响成:
01:47
"Let's be a lawyer,"
or, "Let's be a doctor."
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“嘿,当律师吧,做医生吧,”
01:49
We're missing that opportunity,
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我们失去了一个机会,因为
01:51
because no one ever says,
"Hey, be an entrepreneur."
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从未有人说,“嘿,你要做企业家.”
01:53
Entrepreneurs are people --
we have a lot of them in this room --
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企业家是这样的人--这个屋子里就有很多的企业家
01:56
who have ideas and passions
or see these needs in the world
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一旦有了想法和热情,或看到世界上的需求
01:59
and decide to stand up and do it.
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就会挺身而出,开始动手
02:01
And we put everything on the line
to make that stuff happen.
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我们会想尽一切办法来实现自己的想法
02:04
We have the ability
to get the groups of people around us
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也会有能力吸引到和我们同样的人加入我们
和我们一起实现梦想
02:07
that want to build that dream with us.
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02:08
And I think if we could get kids
to embrace the idea at a young age,
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我想如果可以让孩子们
在年幼的时候就拥有做创业家的理念
02:12
of being entrepreneurial,
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02:13
we could change everything
in the world that's a problem today.
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恐怕现在世界上的很多问题都可以得到解决
02:16
Every problem out there,
somebody has the idea for.
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只要出现问题,就会有人提出解决之道
02:19
And as a young kid,
nobody can say it can't happen,
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作为一名孩童,没有事情是不可能的
02:21
because you're too dumb to realize
that you couldn't figure it out.
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只是因为你笨到
你都不知道该怎么办
02:25
I think we have an obligation
as parents and a society
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我认为作为家长和社会都有一个责任
02:28
to start teaching our kids to fish
instead of giving them the fish --
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要教会我们的孩子如何学习知识
而不是教给他们知识本身
02:32
the old parable: "Give a man
a fish, you feed him for a day.
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古老的谚语说得好
“授人以鱼不如授人以渔”
02:35
Teach a man to fish,
you feed him for a lifetime."
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02:37
If we can teach our kids
to be entrepreneurial,
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如果我们能教育孩子们成为企业家
尤其是那些有企业家天赋的孩子们
02:40
the ones that show the traits to be,
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02:41
like we teach the ones who have
science gifts to go on in science,
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就像我们培养有科研天赋的孩子们成为科学家一样
02:44
what if we saw the ones
with entrepreneurial traits
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如果我们发现了那些有经商天赋的孩子们
并教会他们成为企业家,世界会怎样?
02:47
and taught them to be entrepreneurs?
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我们本来可以让这些孩子们到处经商并搞活市场
02:49
We could have these kids
spreading businesses
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而不是等着政府来拨款刺激经济
02:51
instead of waiting
for government handouts.
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但我们所做的却是告诉孩子们这个那个都不能做
02:53
What we do is teach our kids
the things they shouldn't do:
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不要打人,不要咬人,不要发誓
02:56
don't hit; don't bite; don't swear.
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02:57
Right now we teach our kids
to go after really good jobs;
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现在的小孩子被告之将来要找一份很好的工作
03:00
the school system teaches them
to go after things like
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你知道,学校里的教育告诉他们要找到
医生或者律师之类的职业
03:03
being a doctor and being a lawyer
and being an accountant and a dentist
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或是会计师,牙医
03:06
and a teacher and a pilot.
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教书匠或是飞行员
03:08
And the media says it's really cool
if we could go out
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媒体则告诉他们成为模特或是歌手
03:10
and be a model or a singer
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是一件很风光的事情
03:12
or a sports hero like Luongo or Crosby.
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或者成为像Sidney Crosby(加拿大职业冰球手)那样的运动明星
03:15
Our MBA programs do not teach kids
to be entrepreneurs.
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我们的MBA教育没能教会孩子们如何成为企业家
我之所以不去读MBA—
03:19
The reason I avoided an MBA program,
other than that I didn't get into any,
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除了我不够格这个事实之外
03:22
since I had a 61 percent
average out of high school,
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因为我高中平均成绩只有61%
而这61%的平均成绩
03:25
then a 61 percent average
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03:26
at the only school in Canada
that accepted me, Carlton,
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在加拿大只能上Carlton这样的学校——
另外的原因是我们的MBA课程并不教怎样成为企业家
03:29
is that our MBA programs don't teach
kids to be entrepreneurs.
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03:31
They teach them to work in corporations.
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而是教学生去公司里如何工作
03:33
So who's starting these companies?
It's these random few people.
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请问是谁创立了这些公司呢?是那些数量很少的企业家
甚至在大众书籍中,我能找到唯一的一本书
03:37
Even in popular literature,
the only book I've ever found --
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你们应该把这本书放在必读条目上
03:40
and this should be
on all your reading lists --
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这本我能找到的唯一的
03:42
the only book I've ever found
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03:43
that makes the entrepreneur
a hero is "Atlas Shrugged."
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将企业家描述成英雄的书的名字是《地球颠栗》
其余的则带着有色眼镜看待企业家
03:46
Everything else in the world
looks at entrepreneurs
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说我们不是什么好人
03:48
and says we're bad people.
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我想起我的家人
03:50
I look at even my family.
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03:51
Both my grandfathers and my dad
were entrepreneurs.
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我的爷爷和外公都是企业家,我的父亲也是
03:53
My brother, sister and I,
all three of us own companies as well.
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我的兄妹和我三个人都开了自己的公司
03:56
We all decided to start these things
because it's the only place we fit.
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我们都决定了开始做这样的事
是因为只有做这个事情才最合适我们了
04:00
We didn't fit in normal work;
we couldn't work for somebody else,
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我们并不适合做普通的工作,我们不会给别人打工
因为我们太倔强了,以及与之类似的企业家的性格
04:03
we're stubborn and we have
all these other traits.
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04:05
But kids could be entrepreneurs as well.
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但孩子们也可以成为企业家
04:07
I'm a big part of a couple organizations
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我是几个全球组织的重要分子
04:09
called the Entrepreneurs' Organization
and the Young Presidents' Organization.
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名称是企业家组织和青年主席组织
我刚从巴塞罗纳演讲归来
04:13
I just came back from speaking
in Barcelona at the YPO global conference.
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参加了在那举办的青年主席组织大会
04:16
And everyone I met over there
who's an entrepreneur
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我在那遇到的每个人
只要他是企业家
04:20
struggled with school.
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都有着在学校里成绩差的经历
04:21
I have 18 out of the 19 signs
of attention deficit disorder diagnosed.
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19种注意力缺乏症的征兆,我被诊断出18种
04:25
So this thing right here
is freaking me out.
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所以在我面前的这个玩意让我心神不宁呀
04:28
(Laughter)
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(笑声)
04:30
It's probably why I'm a bit panicked,
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这可能是为什么现在我的心有点乱——
04:32
other than all the caffeine
I've had and the sugar.
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也有可能是我喝下的咖啡和糖的缘故——
04:34
But this is really creepy
for an entrepreneur.
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但作为一名企业家这确实很奇怪
04:37
Attention deficit disorder,
bipolar disorder.
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注意力缺乏症,双相障碍
04:39
Do you know that bipolar disorder
is nicknamed the CEO disease?
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你知道双相障碍被戏称为CEO综合症吗?
04:42
Ted Turner's got it. Steve Jobs has it.
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Ted Turner(CNN创办者)有此症状,Steve Jobs(苹果CEO)也有
04:45
All three of the founders
of Netscape had it.
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网景公司的三个创办人都有此症
04:48
I could go on and on.
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我还可以说出很多这样的例子
04:49
Kids -- you can see these signs in kids.
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孩子们——你可以在孩子们身上发现这些
04:52
And we're giving them Ritalin and saying,
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但我们却递给他们利他林(药物)并说,
04:54
"Don't be an entrepreneurial type.
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“不要成为企业家那样的人,
04:56
Fit into this other system
and try to become a student."
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适应另外一种环境并成为一名学生吧。”
对不起,企业家不是学生
04:59
Sorry, entrepreneurs aren't students.
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05:00
We fast-track. We figure out the game.
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我们走捷径。我们看清怎样玩这个游戏。
05:02
I stole essays. I cheated on exams.
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我偷窃论文,考试作弊
05:04
I hired kids to do my accounting
assignments in university
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我在大学里雇人做我的会计学作业
05:07
for 13 consecutive assignments.
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一连做了13次作业
05:09
But as an entrepreneur, you don't do
accounting, you hire accountants.
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但你要知道企业家不做会计的事情,只是聘请会计而已
05:12
So I just figured that out earlier.
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所以我早就知道了这一点
05:14
(Laughter)
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(笑声)
05:16
(Applause)
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(掌声)
05:18
At least I can admit I cheated
in university; most of you won't.
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至少我敢承认我大学考试作弊,而你们很多人却不敢.
05:21
I'm also quoted -- and I told
the person who wrote the textbook --
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我也被写进了教科书里——我告诉了写书的人我作弊的事情
05:24
I'm now quoted in that exact same
university textbook
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而且是被写进了同样的教科书中
被用在每一所加拿大的大学和学院里
05:27
in every Canadian university
and college studies --
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管理会计学的第八章中有提到我
05:30
in managerial accounting,
I'm chapter eight.
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05:32
I open up chapter eight,
talking about budgeting.
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我是第八章讲授预算的引子
05:34
I told the author,
after they did my interview,
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在作者面试完我后,我告诉她我在那个科目中作过弊
05:36
that I cheated in that same course.
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她觉得我的故事很有趣,应该写进教科书里
05:38
She thought it was too funny
to not include it.
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05:40
But kids, you can see these signs in them.
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但是你可以在孩子们身上看到这些征兆
05:43
The definition of entrepreneur
is "a person who organizes, operates
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企业家的定义是“组织和运营商业活动
并衡量其风险”
05:46
and assumes the risk
of a business venture."
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05:48
That doesn't mean you have
to go to an MBA program,
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这并不代表你必须要读MBA
也不代表你一定要从学校顺利毕业
05:51
or that you have to get through school.
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这只意味着,有少许几件事情在你心里能正确地判断就够了
05:53
It just means that those few things
have to feel right in your gut.
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我们也听说过是选择人工培养还是自然成长
05:56
We've heard, "Is it nurture
or is it nature?" Right?
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05:58
Is it thing one or thing two? What is it?
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是前者还是后者?究竟是哪一个?
06:00
Well, I don't think it's either.
I think it can be both.
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嗯,我觉得都不对。我觉得两者皆有可能。
06:03
I was groomed as an entrepreneur.
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我从小就被训练成为企业家
06:05
When I was growing up
as a young kid, I had no choice,
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当我还是个小孩子的时候,我没有什么可选的
06:07
because I was taught at a very early age,
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因为我在很小很早的时候就被告之——
06:09
when my dad realized I didn't fit
into everything else
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当我的父亲发现到我不能适应
在学校里教给我的那些东西
06:12
that was being taught to me in school,
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他决定从我很小的时候就教我如何做生意
06:14
that he could teach me
to figure out business at an early age.
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他训练我们这三个孩子
06:17
He groomed us, the three of us,
to hate the thought of having a job
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让我们一想到给别人打工就厌恶
06:20
and to love the fact of creating companies
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让我们憧憬着创建公司和雇佣员工
06:22
where we could employ other people.
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我第一次做生意是在Winnipeg,那会我只有七岁
06:24
My first business venture:
I was seven years old, in Winnipeg.
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我当时躺在我卧室的床上打着电话
06:27
I was in my bedroom
with one of those long extension cords,
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我打给了Winnipeg的所有的干洗店
06:30
calling all the dry cleaners in Winnipeg
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想知道干洗店愿意付多少钱
06:32
to find out how much they'd pay
me for coat hangers.
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买我的晾衣架
06:34
And my mom came into the room and said,
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我的母亲走进房间对我说,
06:36
"Where are you going to get the hangers
to sell to the dry cleaners?"
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"你去哪弄晾衣架来卖给干洗店呢?"
06:39
And I said, "Let's go look
in the basement."
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我说,“我们去地下室瞧瞧吧。”
于是我们到了地下室。我把橱柜的门打开
06:42
We went down to the basement,
and I opened up this cupboard.
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06:44
There was about 1,000 hangers
that I'd collected,
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里面有近一千个我收集的晾衣架
因为当我告诉母亲我出去是找别的小孩子玩的时候
06:47
because, when I told her
I was going out to play,
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06:49
I was going door to door
in the neighborhood
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其实我是在挨家挨户地收集晾衣架
06:51
to collect hangers to put in the basement,
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并把它们存放在地下室等待出售
06:53
because I saw her
a few weeks before that --
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因为这几个星期她不在我身边——
你可以赚到钱,他们会付你一个衣架2分钱
06:56
you could get paid, they used to pay
two cents per coat hanger.
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所以我想,有很多种晾衣架呀
06:59
So I was like, well,
there's all kinds of hangers,
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我应该去收集一些衣架。
07:01
so I'll just go get them.
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07:02
I knew she wouldn't want me to get them,
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而且我知道她不想让我去做这些事情,但我还是去做了
07:04
so I just did it anyway.
163
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07:06
And I learned that you could
actually negotiate with people.
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我也学到你其实可以和别人讨价还价
07:08
This one guy offered me three cents
and I got him up to three and a half.
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有个人付我3美分,但我和他谈价谈到了3美分半
我甚至在我七岁的时候就知道了
07:12
I even knew at seven years old
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07:13
that I could get
a fractional percent of a cent,
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我其实可以把1美分拆成更小的单位
07:16
and people would pay it,
because it multiplied up.
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当累计很多这样的单位后,别人仍然可以付给你钱
07:18
At seven years old I figured it out.
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我七岁就明白了。我的1000个晾衣架每个3美分半。
07:20
I got three and a half cents
for 1,000 hangers.
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我还挨家挨户卖过汽车牌照保护膜
07:22
I sold license plate
protectors door to door.
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我父亲让我去找那些批发商
07:24
My dad actually made me go find someone
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他们会以批发价格卖给我
07:26
who would sell me them at wholesale.
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在我九岁时,我走遍了Sudbury的大街小巷
07:28
At nine years old, I walked
around in the city of Sudbury
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挨家挨户地售卖汽车牌照框
07:31
selling license-plate
protectors door to door.
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我记得很清楚有这么一位顾客
07:33
And I remember
this one customer so vividly --
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07:35
I also did some other stuff
with these clients, I sold newspapers,
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因为我也卖给顾客们其他的东西
我有卖报纸
07:39
and he wouldn't buy
a newspaper from me, ever.
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他从未向我买过哪怕是一份报纸
07:41
But I was convinced I was going to get him
to buy a license-plate protector.
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当我很有把握地觉得会说服他买下一个汽车牌照框
07:44
And he's like, "We don't need one."
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他一开口就说,“我们不需要这个玩意”
我说,“但你有两辆车呀...”——我才九岁
07:46
I said, "But you've got two cars."
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07:48
Remember, I'm nine years old.
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我像在说,“你有两辆车但它们都没有汽车牌照框”
07:49
I'm like, "You have two cars and they
don't have license-plate protectors.
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他接着说,“我知道.”
07:53
And this car has one license plate
that's all crumpled up."
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我说,"这辆车的牌照都已经都变皱了”
07:55
He said, "That's my wife's car."
185
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他说,“是啊,那是我妻子的车。” 我说,“为什么不买一个
07:57
I said, "Why don't we test one on her car
and see if it lasts longer?"
186
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在你妻子的车上试试,看看有没有效果。”
08:00
So I knew there were two cars
with two license plates on each.
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因此我知道如果有两个牌照分别在两辆车上面
08:03
If I couldn't sell all four,
I could at least get one.
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如果我不能一次卖四个,至少我可以卖一个
我很小的时候就学到了这个道理
08:06
I learned that at a young age.
189
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我倒卖过漫画书
08:08
I did comic book arbitrage.
190
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08:09
When I was about 10 years old,
I sold comic books
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我卖漫画书是在我大约十岁的时候
08:11
out of our cottage on Georgian Bay.
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在我们村外的Georgian湾上
08:13
I would go biking
up to the end of the beach,
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我会骑着自行车抵达海滩的一头
08:15
buy all the comics from the poor kids,
194
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从穷孩子们那儿买进所有的漫画
08:17
then go back to the other end of the beach
to sell them to the rich kids.
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然后回到另一头倒卖给那些有钱的小孩们
08:20
It was obvious to me: buy low, sell high.
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在我来看最明显不过了,对吗?买低卖高。
08:22
You've got this demand
over here that has money.
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这边既有需求又有着大把的钞票
不要尝试着卖给没钱的小孩;他们付不起钱,找有钱人做生意吧
08:25
Don't try to sell to the poor kids;
they don't have cash.
198
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08:27
The rich people do. Obvious, right?
199
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再简单不过了,对吗?
08:29
It's like a recession.
200
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1163
和经济衰退一样,现在的经济正在衰退
08:31
So there's a recession.
201
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但还是有13兆美元在美国的经济中流通呀
08:32
There's still 13 trillion dollars
circulating in the US economy.
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争取好好利用这些钱吧,我小时候就懂了
08:35
Go get some of that.
I learned that at a young age.
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08:37
I also learned, don't reveal your source:
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我还学到,不要让别人知道你的供货渠道
08:39
I got beat up after four weeks of this,
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卖漫画的四个星期后我被人海扁了一顿
08:41
because one of the rich kids found out
where I was buying my comics,
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因为一个有钱的小孩发现了漫画是从哪来的
多付出那些钱来买我的漫画书让他很生气
08:45
and didn't like that he was paying more.
207
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我十岁时被逼找到一份递送报纸的差事
08:47
I was forced to get
a paper route at 10 years old.
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我真的不想做递送报纸这份活
08:49
I didn't want a paper route, but my dad
said, "That's your next business."
209
529458
3520
但父亲对10岁的我说,“这会将是你的下一个生意机会”
所以一个还不够,他又给我找到了另一份
08:53
Not only did he get me one,
but I had to get two.
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然后他让我雇人来递送其中一半的报纸
08:55
He wanted me to hire someone
to deliver half the papers,
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我这样做了,然后我意识到收小费是最赚钱的
08:58
which I did.
212
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1151
08:59
Then I realized: collecting tips
is how you made all the money.
213
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于是我便收起了小费来赚钱
09:02
So I'd collect tips and get payment.
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我会去收所有递送报纸的小费
09:04
I would collect for the papers --
he could just deliver them.
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2887
而我的工人则去递送报纸
09:06
Because then I realized
I could make money.
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由此我知道了我可以从中赚钱
09:08
By this point, I was definitely
not going to be an employee.
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这个时候,我已经很确定地知道我不会去给人打工了
09:11
(Laughter)
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(笑声)
09:13
My dad owned an automotive
and industrial repair shop.
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2532
我父亲有一个汽车修理厂
09:15
He had all these old
automotive parts lying around.
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工厂里闲置着一些旧的汽车零部件
零部件都是铜做的,很旧了
09:18
They had this old brass and copper.
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09:19
I asked what he did with it,
and he said he just throws it out.
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于是我问父亲会怎样处理这些东西,他说会扔掉
09:22
I said, "Wouldn't somebody pay
for that?" And he goes, "Maybe."
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我说,“难道没人买这些东西吗?”他说,“也许吧."
那是在34年前,当我还是10岁的时候
09:25
Remember: at 10 years old, 34 years ago,
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我从中看到了机会
09:27
I saw opportunity in this stuff,
I saw there was money in garbage.
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我在垃圾中看到了价值
我开始骑着车到处收集这些旧的汽车零配件
09:31
And I collected it from the automotive
shops in the area on my bicycle.
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而我的父亲会在星期六开车送我
09:34
Then my dad would drive me on Saturdays
to a scrap metal recycler
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3085
前往一个废金属收购站卖掉这些东西
09:37
where I got paid.
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1155
我当时觉得这样做很有意思
09:38
And I thought that was kind of cool.
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很奇怪的是30年后,我们才有废物收购电话
09:40
Strangely enough, 30 years later,
we're building 1-800-GOT-JUNK?
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从废物收购中赚钱
09:43
and making money off that, too.
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我在11岁时做了这些小小的针垫
09:45
I built these little pincushions
when I was 11 years old in Cubs.
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3054
这些都是为了庆祝母亲节为妈妈们所做的
09:48
We made these pincushions
for our moms for Mother's Day
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2596
针垫是用木制的衣夹做的
09:50
out of wooden clothespins --
234
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1656
09:52
when we used to hang clothes
on clotheslines outside.
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2494
衣夹是用来在户外的绳子上晾衣服的
09:54
And you'd make these chairs.
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而且你还得做这些椅子
09:56
And I had these little pillows
that I would sew up.
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我缝制了这些小枕头
09:58
And you could stuff pins in them.
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1598
你可以把针插入里面
10:00
Because people used to sew
and they needed a pincushion.
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2879
因为过去人们常常缝衣服,他们需要用针垫
但我意识到顾客想要有多的选择
10:04
But I realized you had to have options,
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2097
10:06
so I spray-painted
a whole bunch of them brown,
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2220
于是我把很多针垫喷涂成褐色
10:08
so when I went to the door,
it wasn't, "Do you want to buy one?"
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3004
然后我上门售卖,我不会说,“你想买一个吗?”
而是说,"你想要哪种颜色的?"
10:11
It was, "Which color would you like?"
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你不会忍心拒绝一个十岁小孩子的吧
10:13
I'm 10 years old;
you're not going to say no,
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何况你可以从两个颜色中选一个;褐色或者无色
10:15
especially if you have two options,
the brown one or the clear one.
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于是我在很小的时候就学会了这个窍门
10:18
So I learned that lesson at a young age.
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我明白了体力活很不好做
10:20
I learned that manual labor really sucks.
247
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10:23
Right, like cutting lawns is brutal.
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2281
对吗,像割草工作就很辛苦
10:26
But because I had to cut lawns
all summer for all of our neighbors
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但因为我整个夏天要给我们所有的邻居除草并挣点钱
10:29
and get paid to do that,
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1183
我意识到回头客的钱
10:30
I realized that recurring revenue
from one client is amazing,
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实在是太好赚了
10:34
that if I land this client once,
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如果我有办法找到客户和我做生意
10:36
and every week I get paid by that person,
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然后每个星期他会付给我钱
10:38
that's way better than trying to sell
one clothespin thing to one person,
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这样赚钱会比去沿街售卖要强得多
一个衣夹只可以卖给一个人
10:42
because you can't sell them more.
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1621
因为你不能卖更多的衣夹了
10:44
So I love that recurring revenue model
I started to learn at a young age.
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所以我很小就学会并爱上了这种重复收益的模式
记住我可是被训练成这样的,我可不能去找工作。
10:48
Remember, I was being groomed to do this.
I was not allowed to have jobs.
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我会去高尔夫球场给人捡球,拿球杆,做一名球童
10:51
I would go to the golf course
and caddy for people,
258
651557
2418
10:53
but I realized there was this one hill
on our golf course, the 13th hole,
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我注意到球场里有一个山坡
第13个洞口就在这个高高的山坡上
10:57
that had this huge hill,
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1174
人们从来不曾将他们的球杆袋拿上去过
10:58
and people could never
get their bags up it.
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2073
于是我在那里的草地上摆了个椅子,坐在上面
11:00
So I'd sit there in a lawn chair
and carry for all the people
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专门负责为没有球童的人拿球杆袋
11:03
who didn't have caddies.
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1176
11:04
I'd carry their golf bags to the top;
they'd pay me a dollar,
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我会将他们的袋子扛到山顶,然后他们付给我1美元
11:07
while my friends worked for hours
hauling some guy's bag around
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同时我的朋友会做5个小时
仅仅只是为了10美元而拿着某个人的球袋到处跑
11:10
for 10 bucks.
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1158
11:11
I'm like, "That's stupid.
You have to work for five hours.
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我心想,“要工作5个小时真是笨主意,
11:14
That doesn't make sense. Figure out
a way to make more money faster.
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3201
根本就划不来。”你应该寻求快速赚钱的法门
11:17
Every week, I'd go to the corner store
and buy all these pops,
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2911
每个星期我会去街边的商店买一些饮料
11:20
Then I'd deliver them
to these 70-year-old women playing bridge.
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3023
然后我会走去送给那些玩桥牌的70多岁的老太太们
11:23
They'd give me their orders
for the following week.
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2444
她们会让我下个星期给她们买一些饮料
于是我会买给她们并收取2倍的价钱
11:26
I'd deliver pop and charge twice.
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这些收入来源很稳定,所以你不需要签任何的合同
11:28
I had this captured market.
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1309
11:29
You didn't need contracts, you just needed
to have a supply and demand
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3660
你只需要拥有一个货源和需求
以及愿意和你买东西的顾客
11:33
and this audience who bought into you.
275
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1833
11:34
These women weren't going
to go to anybody else
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2196
这些女顾客不会去和别的人买东西
因为她们喜欢跟我买,而我看得出来这一点
11:37
because they liked me,
and I kind of figured it out.
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2478
我去高尔夫球场上找高尔夫球
11:39
I went and got golf balls
from golf courses.
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2118
11:41
But everybody else was looking in the bush
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2112
每个人都在灌木林里
11:43
and looking in the ditches for golf balls.
280
703935
2052
或者是沟渠里寻找高尔夫球
我心想,别费劲了,高尔夫球都在池塘里
11:46
I'm like, screw that. They're in the pond.
And nobody's going into the pond.
281
706011
3707
而且没有人会走进池塘里
11:49
So I'd go into the ponds and crawl
around and pick them up with my toes,
282
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3388
于是我便走进了池塘四处摸索,用我的脚趾头将球捡起来
你只需要用双脚就可以捡到球了
11:53
just pick them up with both feet.
283
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1593
11:54
You can't do it onstage.
284
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1810
在这里我可做不来
11:56
You get the golf balls,
throw them in your bathing suit trunks
285
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2929
当你捡到球后便将它放到游泳裤里
这样一来你会捡到好几百个高尔夫球
11:59
and when you're done, you've got
a couple hundred of them.
286
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2739
当问题是人们并不想要旧的高尔夫球
12:02
But the problem is, people
didn't want all the golf balls.
287
722321
2757
所以我将球打包,一包有一打球
12:05
So I just packaged them.
I'm like 12, right?
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2096
我用三种方法给球打包
12:07
I packaged them up three ways.
289
727222
1437
12:08
I had the Pinnacles, DDHs
and the really cool ones.
290
728683
2399
我当时手头上有Pinnacles,DDHs以及其他牌子的好球
我将它们2美元一个出售
12:11
Those sold for two dollars each.
291
731106
1531
12:12
Then I had the good ones
that didn't look crappy: 50 cents each.
292
732661
3046
我还有一些看上去成色好的球,每个卖50美分
12:15
And then I'd sell 50 at a time
of all the crappy ones.
293
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2578
然后我会将50个成色差的球打包一起出售
12:18
And they could use those
for practice balls.
294
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2252
那些球可以被当作训练用球
12:20
I sold sunglasses when I was in school,
295
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2086
我在学校里读书时也卖过太阳镜
卖给高中所有的孩子
12:23
to all the kids in high school.
296
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1597
此举招致了每个人的反感
12:25
This is what really kind of gets
everybody hating you,
297
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2587
12:27
because you're trying to extract money
from all your friends all the time.
298
747719
3498
因为你每时每刻都试图从你的朋友们那里赚钱
但这样做我可以付得起我自己的账单
12:31
But it paid the bills.
299
751241
1182
12:32
So I sold lots and lots of sunglasses.
300
752447
1869
于是我卖了很多很多的太阳镜
12:34
Then when the school shut me down --
301
754340
1754
直到学校勒令我停止售卖——
12:36
they called me into the office
and told me I couldn't do it --
302
756118
2929
学校领导把我叫进办公室里告诉我不能卖太阳镜了
所以我就跑到那些加油站去
12:39
I went to the gas stations and sold
lots of them to the gas stations
303
759071
3551
卖给加油站很多的太阳眼镜
12:42
and had the gas stations
sell them to their customers.
304
762646
2547
让加油站再卖给它们的顾客们
这样很好因为等于我拥有了自己的零售商店
12:45
That was cool because then,
I had retail outlets.
305
765217
2364
我想那时我是14岁
12:47
I think I was 14.
306
767605
1151
12:48
Then I paid my entire way through
first year of university at Carlton
307
768780
3256
接下来我自己做老板直到在Carlton读完大学一年级
当时我靠上门卖羊皮酒袋赚钱
12:52
by selling wineskins door to door.
308
772060
1632
12:53
You know you can hold
a 40-ounce bottle of rum
309
773716
2160
你知道你可以将40盎司的朗姆酒
12:55
and two bottles of coke in a wineskin?
310
775900
1833
和2瓶可乐放入一个羊皮酒袋?这有什么了不起的?
12:57
So what, right? But you know what?
311
777757
1634
是的,但你知道吗?你把酒袋放入你的短裤内
12:59
Stuff that down your shorts
when you go to a football game,
312
779415
2766
然后走进橄榄球赛场,你就可以免费地喝个痛快
13:02
you can get booze in for free.
313
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1438
每个人都买了
13:03
Everybody bought them.
314
783667
1200
13:04
Supply, demand, big opportunity.
315
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2296
货源,需求,赚大钱的商机
13:07
I also branded it, so I sold them
for five times the normal cost.
316
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3101
我还推出了品牌并以5倍于通常的价钱售卖
上面有我们大学的图标
13:10
It had our university logo on it.
317
790336
1575
13:11
You know, we teach our kids
and we buy them games,
318
791935
2369
你知道我们教育孩子,给他们买游戏
但为什么我们不提供给他们游戏,如果他们是做企业家的料
13:14
but why don't we get them games,
if they're entrepreneurial kids,
319
794328
3097
最好是那种培养企业家精神的游戏
13:17
that nurture the traits
you need to be entrepreneurs?
320
797449
2487
13:19
Why don't you teach them
not to waste money?
321
799960
2290
为什么你不去教他们不要乱花钱?
13:22
I remember being told to walk
out into the middle of a street
322
802274
2912
我记得在Banff,艾伯塔,我被要求走在大街中央
13:25
in Banff, Alberta.
323
805210
1170
因为我在大街上扔了1分钱
13:26
I'd thrown a penny out in the street,
324
806404
1810
我父亲对我说,“去捡起来。”
13:28
and my dad said, "Go pick it up.
325
808238
1533
13:29
I work too damn hard for my money.
I'm not going to see you waste a penny."
326
809795
3612
他说,“我这么辛苦赚钱,不想看到你浪费一分钱。”
我至今还记得这件教训
13:33
I remember that lesson to this day.
327
813431
1684
零花钱会让孩子们养成坏习惯
13:35
Allowances teach kids the wrong habits.
328
815139
1894
零花钱,从根本上,会让孩子们
13:37
Allowances, by nature,
are teaching kids to think about a job.
329
817057
3571
去想要为别人工作
13:40
An entrepreneur doesn't expect
a regular paycheck.
330
820652
2977
而企业家从不期望得到工资条
13:43
Allowance is breeding kids at a young age
to expect a regular paycheck.
331
823653
3681
零花钱从小就灌输给孩子们
期望得到工资条的想法
13:47
That's wrong, for me,
if you want to raise entrepreneurs.
332
827358
2689
这是错的,在我看来,如果你想培养企业家
拿我的孩子来说——我有两个,一个9岁,另一个7岁——
13:50
What I do with my kids, nine and seven,
333
830071
1987
我让他们在屋内,院子里到处走走
13:52
is teach them to walk
around the house and the yard,
334
832082
2470
找一些需要做的事情和东西
13:54
looking for stuff that needs to get done.
335
834576
1977
然后告诉我需要做的是什么
13:56
Come and tell me what it is.
336
836577
1387
13:57
Or I'll say, "Here's what I need done."
337
837988
1923
或者我找到他们并说,“这是我需要做的。”
13:59
And then, you know
what we do? We negotiate.
338
839935
2098
你知道我们会怎么做吗?我们会商谈
他们四处寻找需要做什么
14:02
They go around looking for what it is,
339
842057
1854
14:03
then we negotiate what they'll get paid.
340
843935
1976
但是我们会商谈应该付给他们多少钱
14:05
They don't have a regular check,
341
845935
1626
他们不会有固定的收入,但有更多机会寻找更多的事情做
14:07
but they have opportunities
to find more stuff,
342
847585
2238
他们学会了怎样讨价还价
14:09
and learn the skill of negotiating
and of finding opportunities.
343
849847
3064
也学会了寻找机会的本领
14:12
You breed that kind of stuff.
344
852935
1406
你应该灌输这样的观念。我的每个小孩有两个存钱罐
14:14
Each of my kids has two piggy banks.
345
854365
1769
他们赚的或别人给的钱,其中一半的钱
14:16
Fifty percent of all the money they earn
goes in their house account,
346
856158
3455
一半存入他们的家庭账户
14:19
50 percent goes in their toy account.
347
859637
1778
另一半存入他们的玩具账户
14:21
The toy account,
they spend on whatever they want.
348
861439
2371
玩具账户的钱可以买任何他们想要的东西
14:23
The 50 percent in their house account,
every six months, goes to the bank.
349
863834
3508
每6个月那一半在家庭账户的钱会被存入银行
在银行存的所有的钱每年会交给他们的股票经纪人
14:27
they walk up with me.
350
867366
1151
14:28
Every year, all the money
in the bank goes to their broker.
351
868541
2798
我的两个9岁和7岁的孩子都有一个股票经纪人
14:31
Both my nine- and seven-year-olds
have a stockbroker already.
352
871363
2968
我教育他们养成储蓄的好习惯
14:34
I'm teaching them
to force that savings habit.
353
874355
2200
令我很不解的是30多岁的人会说
14:36
It drives me crazy
that 30-year-olds are saying,
354
876579
2287
14:38
"Maybe I'll start contributing
to my RSP now."
355
878890
2192
“也许我现在该开始缴纳RSP保险费了."
见鬼,你已经晚了25年了
14:41
Shit, you've missed 25 years.
356
881106
1731
14:42
You can teach those habits to young kids,
357
882861
1965
你可以从小就培养他们养成这些习惯
14:44
when they don't even feel the pain yet.
358
884850
1874
以免将来他们感到后悔
14:46
Don't read bedtime stories every night --
maybe four nights of the week,
359
886748
4162
不要每天晚上临睡前都给孩子们讲故事
也许一个星期内有四个晚上是讲故事给他们听
14:50
and three nights, have them tell stories.
360
890934
2279
另三个晚上则让他们讲给你听
为什么你不和孩子们坐在一块,交给他们四样东西
14:53
Why don't you sit down with kids
and give them four items,
361
893237
2760
一件红衬衣,一条蓝领带,一个袋鼠玩具和一个笔记本电脑
14:56
a red shirt, a blue tie,
a kangaroo and a laptop,
362
896021
2890
14:58
and have them tell a story
about those four things?
363
898935
2429
让他们用这些道具给你讲一个故事
我的孩子们经常这样做
15:01
My kids do that all the time.
364
901388
1398
15:02
It teaches them to sell,
teaches them creativity,
365
902810
2317
这样可以让他们学会销售和创新
也让他们可以独立地思考
15:05
teaches them to think on their feet.
366
905151
1815
15:06
Do that kind of stuff, have fun with it.
367
906990
1921
尽情地去用这种方法让孩子们开心地玩
15:08
Get kids to stand up
in front of groups and talk,
368
908935
2318
让孩子们能站在众人面前演讲
哪怕面对的是他们自己的朋友
15:11
even if it's just
in front of their friends,
369
911277
2075
也可以让他们表演和演讲
15:13
and do plays and have speeches.
370
913376
1482
15:14
Those are entrepreneurial traits
you want to be nurturing.
371
914882
2745
这些都是你要培养的企业家的特质
让孩子们知道一个糟糕的顾客或员工是什么样子的
15:17
Show kids what bad customers
or bad employees look like.
372
917651
2648
把脾气坏的员工给他们指出来
15:20
Show them grumpy employees.
373
920323
1334
15:21
When you see grumpy
customer service, point it out.
374
921681
2480
当你看到差劲的客户服务时,也给他们指出来
并说,“你看,那个家伙是个不称职的员工”
15:24
Say, "By the way,
that guy is a crappy employee."
375
924185
2322
接着说,"而这些员工都很尽职尽责。"
15:26
And say, "These are good ones."
376
926531
1560
15:28
(Laughter)
377
928115
2033
(笑声)
15:30
If you go into a restaurant
and have bad customer service,
378
930172
2734
如果你去餐馆用餐遇到很差的服务时
15:32
show them what bad
customer service looks like.
379
932930
2240
让他们看看糟糕的服务是什么样子
(笑声)
15:35
(Laughter)
380
935194
1892
我们身边有很多这样的例子
15:37
We have all these lessons in front of us,
381
937110
1976
但我们浪费了这些机会;反而聘请家教来为孩子们补习功课
15:39
but we don't take those opportunities;
we teach kids to get a tutor.
382
939110
3236
想一想如果你现在把
15:42
Imagine if you actually took
all the kids' junk in the house right now,
383
942370
3374
所有家里属于你孩子的垃圾
15:45
all the toys they outgrew two years ago
384
945768
1882
所有你孩子这2年积攒的玩具拿出来
15:47
and said, "Why don't we sell
some of this on Craigslist and Kijiji?"
385
947674
3221
并说,“为什么我们不把这些东西在Craigslist网和Kijiji网上出售呢?”
15:50
And they actually sell it and learn
how to find scammers when offers come in.
386
950919
3691
这些东西他们其实可以拿去网上卖
并且学会如何分辨电邮里开价的真假
15:54
They can come into your account
or a sub account or whatever.
387
954634
2884
他们会进到你的帐户或你的子账户或者其他账户
但要教他们怎样定价和估价
15:57
But teach them how to fix
the price, guess the price,
388
957542
2485
以及
16:00
pull up the photos.
389
960051
1860
16:01
Teach them how to do
that kind of stuff and make money.
390
961935
2656
教他们如何通过这种方式来赚钱
然后一半的所得存入家庭账户
16:04
Then 50 percent
goes in their house account,
391
964615
2065
另一半存入他们买玩具的账户
16:06
50 percent in their toy account.
392
966704
1558
我的孩子们喜爱做这些事情
16:08
My kids love this stuff.
393
968286
1208
16:09
Some of the entrepreneurial traits
you've got to nurture in kids:
394
969518
3066
有些企业家的特质是需要你去特别培养的:
16:12
attainment, tenacity, leadership,
introspection, interdependence, values.
395
972608
3446
成就感,毅力,领导力,自省,独立和价值观
这些特质都可以在孩子们身上找到,你可以帮助培养这些特质
16:16
All these traits, you can find in young
kids, and you can help nurture them.
396
976078
3597
好好地寻找这些特质吧
16:19
Look for that kind of stuff.
397
979699
1340
有两个特质我想引起你的注意
16:21
There's two traits I want you
to also look out for
398
981063
2390
我们不应该将其从他们身上扼杀
16:23
that we don't get out of their system.
399
983477
2191
16:25
Don't medicate kids
for attention deficit disorder
400
985692
2382
不需要去治疗孩子的注意力缺乏症
除非是严重到非治不可的地步
16:28
unless it is really, really freaking bad.
401
988098
1977
(掌声)
16:30
(Applause)
402
990099
1572
16:31
The same with the whole things
on mania and stress and depression,
403
991695
3118
对狂躁症,压力过大和忧郁症也不需要药物治疗
16:34
unless it is so clinically brutal, man.
404
994837
1977
除非从医学角度上讲已经很严重了
16:36
Bipolar disorder is nicknamed
"the CEO disease."
405
996838
2459
双相障碍被戏称为首席执行官综合症
当Steve Jurvetson和Jim Clark
16:39
When Steve Jurvetson, Jim Clark
and Jim Barksdale have all got it,
406
999321
4550
还有Jim Barksdale有这个症状时
他们做出了网景浏览器
16:43
and they built Netscape --
407
1003895
1416
想像一下如果他们接受药物(利他林)治疗
16:45
imagine if they were given Ritalin.
408
1005335
1710
我们可能就不会有网景浏览器了,不是吗?
16:47
We wouldn't have that stuff, right?
409
1007069
1842
16:48
Al Gore really would have had
to invented the Internet.
410
1008935
2753
可能艾尔·戈尔(美国前副总统)会成为因特网之父吧
16:51
(Laughter)
411
1011712
1738
(笑声)
16:53
These are the skills
we should be teaching in the classroom,
412
1013474
2915
这些技能是我们应该在教室里教给孩子们的
当然还有其他应该教的东西
16:56
as well as everything else.
413
1016413
1295
16:57
I'm not saying don't get kids
to want to be lawyers.
414
1017732
2496
我不是说不要孩子们长大后当律师
而是说将成为企业家这个理想
17:00
But how about getting entrepreneurship
to be ranked right up there
415
1020252
3153
摆放到和其他的理想同样的位置上去
17:03
with the rest of them?
416
1023429
1152
因为这样做会给我们带来很多的机会
17:04
Because there's huge
opportunities in that.
417
1024605
2030
我想以一个简短的视频作为结束
17:06
I want to close with a quick video
418
1026659
1707
这是我是做顾问的一个公司制作的
17:08
that was done by one
of the companies I mentor.
419
1028390
2231
17:10
These guys, Grasshopper.
420
1030645
1494
制作视频的人他们自称为“蝗虫”
17:12
It's about kids.
421
1032163
1165
这是关于孩子和企业家精神的视频
17:13
It's about entrepreneurship.
422
1033352
1366
17:14
Hopefully, this inspires you
to take what you've heard from me
423
1034742
2925
希望这会启发你将我所讲的话
17:17
and do something with it
to change the world.
424
1037691
2161
付诸于行动,从而改变这个世界。
(孩子...“你有想过你是无所不能的吗?”)
17:20
[Kid... "And you thought
you could do anything?"]
425
1040164
2294
17:22
[You still can.]
426
1042482
1977
(你现在仍然是啊)
17:24
[Because a lot of what
we consider impossible]
427
1044483
2833
(因为很多我们认为不可能的事情...)
(...其实是很容易实现的)
17:27
[is easy to overcome]
428
1047340
2571
17:29
[Because in case you haven't
noticed, we live in a place where]
429
1049935
3000
(因为你如果还没察觉到,我们生活在一个)
17:32
[one individual can make a difference]
430
1052959
2738
(个人也可以做出巨大贡献的世界里)
17:35
[Want proof?]
431
1055721
1199
(不相信?)
17:36
[Just look at the people
who built our country:]
432
1056944
2287
(你看到那些建设我们国家的人了吗?)
(其中有我们的父母,爷爷奶奶,叔叔阿姨们...)
17:39
[Our parents, grandparents,
our aunts, uncles]
433
1059255
2193
(他们是外来移民,来到这个陌生的地方)
17:41
[They were immigrants, newcomers
ready to make their mark]
434
1061472
2770
(也许他们刚来时不是那么富有)
17:44
[Maybe they came with very little]
435
1064266
2645
17:46
[or perhaps they didn't own
anything except for]
436
1066935
2260
(或许他们身无分文除了...)
17:49
[a single brilliant idea]
437
1069219
2866
(...一个伟大的想法)
17:52
[These people were thinkers, doers]
438
1072109
2248
(这些人是思考家,实干家...)
17:55
[innovators]
439
1075768
1476
(...发明家)
17:57
[until they came up with the name]
440
1077649
1949
(...直到他们给自己命名成...)
18:01
[entrepreneurs]
441
1081409
2991
(...企业家)
18:04
[They change the way we think
about what is possible.]
442
1084424
2554
(他们改变了我们认为什么是可能与不可能)
18:07
[They have a clear vision
of how life can be better]
443
1087002
2547
(他们清楚地知道生活如何在未来会变得更美好)
18:09
[for all of us, even when
times are tough.]
444
1089573
2195
(即使我们所有人觉得是艰难时世)
18:11
[Right now, it's hard to see]
445
1091792
1432
(现在,很难看清楚...)
18:13
[when our view is cluttered
with obstacles.]
446
1093248
2731
(...因为我们的视线被障碍挡住)
18:16
[But turbulence creates opportunities]
447
1096003
4246
(但是危险之中蕴藏着很多机会)
(把握机会就能成功,这也迫使我们)
18:20
[for success, achievement, and pushes us]
448
1100273
3277
(去寻找更新的做事情的方式)
18:23
[to discover new ways of doing things]
449
1103919
1896
(所以你会去抓住怎样的机会?为什么?)
18:26
[So what opportunities
will you go after and why?]
450
1106226
2737
18:28
[If you're an entrepreneur]
451
1108987
2423
(如果你是企业家)
18:31
[you know that risk isn't the reward.]
452
1111434
2882
(你便知道风险不是奖励品)
18:34
[No. The rewards are driving innovation]
453
1114340
2096
(不是的,真正的奖励是推动了创新...)
(...改善了人们的生活,创造了工作机会)
18:37
[changing people's lives. Creating jobs.]
454
1117208
2017
18:39
[Fueling growth.]
455
1119609
2158
(加速成长)
18:41
[And making a better world.]
456
1121791
3120
(让世界变得更美好)
18:44
[Entrepreneurs are everywhere.]
457
1124935
1505
(到处都有企业家)
18:46
[They run small businesses
that support our economy,]
458
1126464
2533
(他们通过经营小型企业来支撑国家的发展)
(开发各种工具来给予你帮助)
18:49
[design tools to help you]
459
1129021
1242
18:50
[stay connected with friends,
family and colleagues]
460
1130287
2438
(...让不同国家的朋友们,家人们和同事们之间保持联系)
18:52
[And they're finding new ways of helping
to solve society's oldest problems.]
461
1132749
3636
(他们用新的方法来帮忙解决这个社会自古以来就有的问题)
(你认识哪一位企业家呢?)
18:56
[Do you know an entrepreneur?]
462
1136409
1435
18:57
[Entrepreneurs can be anyone
Even... you]
463
1137868
2051
(任何人都可以当企业家...)
(甚至...可以是你!)
18:59
[So seize the opportunity to create
the job you always wanted]
464
1139943
3049
(抓住机会去创造你一直想要的工作吧)
19:03
[Help heal the economy]
465
1143016
1564
(帮助经济复苏)
19:04
[Make a difference.]
466
1144604
1152
19:05
[Take your business to new heights,]
467
1145780
1720
(给世界带来改变)
(追求更高的目标)
19:08
[but most importantly,]
468
1148863
1269
(但最最重要的是)
19:10
[remember when you were a kid]
469
1150156
2580
(记得当你还是个孩子的时侯)
19:13
[when everything was within your reach,]
470
1153776
3008
(当你认为没有不可能的事情的时候)
19:16
[and then say to yourself
quietly, but with determination:]
471
1156808
4000
(然后暗暗地并坚定地对你自己说:)
19:22
[it still is.]
472
1162855
1746
(“仍然没有变”)
谢谢大家
19:27
Thank you very much for having me.
473
1167410
1652
19:29
(Applause)
474
1169086
1880
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