Cameron Herold: Let's raise kids to be entrepreneurs

譯者: Cherie Yip 審譯者: Leonard Lin

I would be willing to bet I'm the dumbest guy in the room,

跟大家打賭，我是這裡最笨的人

because I couldn't get through school; I struggled with school.

因為我沒能完成學業，學校讓我束手無策。

但是我在年紀還很小的時候就瞭解到一件事

But I knew at a very early age that I loved money, I loved business

那就是我愛錢，以及我愛做生意

and I loved this entrepreneurial thing.

還有我愛這整個創業的玩意。

I was raised to be an entrepreneur.

我從小就被訓練成創業家。

What I've been really passionate about ever since --

從那時起我就對一件事有著相當高的熱情

and I've never spoken about this ever, until now --

直到現在，我從來沒有對人說過--

so this is the first time anyone's heard it,

所以這是第一次有人聽到這個，除了我太太以外，

except my wife, three days ago.

因為她在三天前問我 ”你要講什麼題目？“ 然後我跟她說了．

She said, "What are you talking about?"

I told her that I think we miss an opportunity

這件事是 我覺得我們錯失了一個機會 -

來找出這些小孩，

to find these kids who have the entrepreneurial traits,

具有創業家特質的小孩，

and to groom them or show them

然後訓練他們或是讓他們了解，

that being an entrepreneur is actually a cool thing.

做為一個創業家其實是一件很酷的事情．

It's not something that is a bad thing and is vilified,

一個創業家並不是像很多社會認為的那樣，

是一件不好或是會被別人輕視的事．

which is what happens in a lot of society.

Kids, when we grow up, have dreams,

小時後，我們在長大的過程中都有夢想．

and we have passions, and we have visions,

我們也有自己的熱愛及憧憬．

and somehow we get those things crushed.

但是不知何故夢想常常被抹滅掉．

We get told that we need to study harder

大人們都教導我們說我們需要更認真讀書，

or be more focused or get a tutor.

或更專心或去找個家教．

My parents got me a tutor in French, and I still suck in French.

我的父母幫我找了一個法文家教

但我到現在法文依然很破。

Two years ago,

兩年前我有幸成為麻省理工學院創業碩士班裡面，

I was the highest-rated lecturer at MIT's Entrepreneurial Master's Program.

評價最高的講師。

It was a speaking event in front of groups of entrepreneurs

那是一個需要在來自世界各地的創業家面前演講的活動

from around the world.

在二年級的時候，我贏得了一個城市級的演講比賽

When I was in grade two, I won a citywide speaking competition,

但是從來沒有人說過，

but nobody had ever said, "Hey, this kid's a good speaker.

“嘿，這個小孩子很會演講．

He can't focus, but he loves walking around and getting people energized."

他沒辦法靜下來，但是他喜歡四處走動，帶動大家”

No one said, "Get him a coach in speaking."

從來沒有人說過 ”我們幫他找一個演講的教練吧!“

They said, get me a tutor in what I suck at.

他們說，幫我找一個家教來教我不會做的事

所以小孩們會顯現這些特質．

So as kids show these traits -- and we need to start looking for them --

我們需要開始尋找具有這些特質的小孩們．

I think we should be raising kids to be entrepreneurs instead of lawyers.

我覺得我們應該要把小孩子養育成，

創業家而不是律師．

但不幸的是我們的教育體系，

Unfortunately, the school system is grooming this world to say,

把大家觀念訓練成 －

"Let's be a lawyer," or, "Let's be a doctor."

“嘿，當一個律師或當一個醫師吧！”

We're missing that opportunity,

我們錯失掉了一個機會，

because no one ever says, "Hey, be an entrepreneur."

因為從來沒有人說過 ”嘿，我們來當創業家吧！“

Entrepreneurs are people -- we have a lot of them in this room --

創業家是 － 而這個房間裡面有很多這類的人 －

who have ideas and passions or see these needs in the world

那些具有著這些想法，具有這些熱情，或是看到了世界的需求，

and decide to stand up and do it.

然後決定站出來動手去做的人。

And we put everything on the line to make that stuff happen.

我們會用盡方法來實現這些想法。

We have the ability to get the groups of people around us

我們也有能力可以吸引身邊的人加入我們，

讓他們也想要和我們一起實現夢想。

that want to build that dream with us.

And I think if we could get kids to embrace the idea at a young age,

我想如果可以讓孩子們，

在小時候就可以接受創業家的理念，

of being entrepreneurial,

we could change everything in the world that's a problem today.

我們可以解決世界上所有的問題．

Every problem out there, somebody has the idea for.

每一個問題，總會有人會想到解決的辦法。

And as a young kid, nobody can say it can't happen,

做為一個小孩，沒有做不到的的概念，

because you're too dumb to realize that you couldn't figure it out.

因為你還沒有足夠的知識去判斷，

什麼是可能的什麼是不可能的。

I think we have an obligation as parents and a society

我認為我們做為家長和社會都負有一個責任 －

to start teaching our kids to fish instead of giving them the fish --

要教會我們的孩子如何釣魚，

而不是直接給他們魚。

the old parable: "Give a man a fish, you feed him for a day.

俗語說得好 “授人以魚不如授人以漁”．

給一個人魚還不如教他如何釣魚．

Teach a man to fish, you feed him for a lifetime."

If we can teach our kids to be entrepreneurial,

如果我們能夠教育孩子們成為創業家，

那些具有創業家特質的孩子們 －

the ones that show the traits to be,

like we teach the ones who have science gifts to go on in science,

就像我們培養具有科學天賦的孩子成為科學家一樣。

what if we saw the ones with entrepreneurial traits

如果我們發掘那些具有創業家天賦的孩子們，

並且訓練他們成為創業家，世界會怎樣？

and taught them to be entrepreneurs?

這些小孩很可能會在忙著擴張他們的事業，

We could have these kids spreading businesses

而不是在家裡等待政府的救濟．

instead of waiting for government handouts.

但是我們現在教導孩子們不要做這個，別做那個．

What we do is teach our kids the things they shouldn't do:

別打人，別咬人，別罵人．

don't hit; don't bite; don't swear.

Right now we teach our kids to go after really good jobs;

現在我們教導小孩們要追求一份很好的工作，

the school system teaches them to go after things like

學校的教育告訴他們要成為，

醫生或是律師，

being a doctor and being a lawyer and being an accountant and a dentist

會計師或是牙醫，

and a teacher and a pilot.

教師或是飛行員．

And the media says it's really cool if we could go out

媒體則灌輸他們成為一名模特兒或是歌手

and be a model or a singer

或是成為像Sidney Crosby(冰上曲棍球選手)那樣的運動明星，

or a sports hero like Luongo or Crosby.

是一件很酷的事．

Our MBA programs do not teach kids to be entrepreneurs.

我們的MBA教育並沒有教導孩子們如何成為創業家．

我之所以不念MBA －

The reason I avoided an MBA program, other than that I didn't get into any,

除了我從未申請合格的事實之外，

since I had a 61 percent average out of high school,

因為我高中平均成績只有61％，

然後在加拿大唯一一間接受我入學的學校－Carlton，

then a 61 percent average

at the only school in Canada that accepted me, Carlton,

也是61％的平均成績

另外一個原因是我們的MBA課程並不教導如何成為創業家．

is that our MBA programs don't teach kids to be entrepreneurs.

They teach them to work in corporations.

他們教導學生如何進入大公司工作．

So who's starting these companies? It's these random few people.

那又是誰創立了這些公司呢？ 是那些很少數的人士．

甚至在大眾文學中，我所能找到的唯一一本書 －

Even in popular literature, the only book I've ever found --

你們都應該去看這本書 －

and this should be on all your reading lists --

我所能找到的唯一這本

the only book I've ever found

that makes the entrepreneur a hero is "Atlas Shrugged."

把創業家朔造成英雄人物的是 “阿特拉斯擺脫重負” (又譯 “阿特拉斯聳聳肩”)．

其他人則帶著有色眼鏡看待創業家，

Everything else in the world looks at entrepreneurs

他們說我們不是好人．

and says we're bad people.

我想到了我的家人 －

I look at even my family.

Both my grandfathers and my dad were entrepreneurs.

我外公和爺爺都是創業家，我父親也是。

My brother, sister and I, all three of us own companies as well.

我們三兄妹都各自開了自己的公司．

We all decided to start these things because it's the only place we fit.

我們都決定創立這些事業，

因為只有這是最適合我們的．

We didn't fit in normal work; we couldn't work for somebody else,

我們不適合做普通的工作，我們沒辦法在其他人底下工作

因為我們太固執，而且我們也還有一些其他性格．

we're stubborn and we have all these other traits.

But kids could be entrepreneurs as well.

但是孩子們也可以成為創業家．

I'm a big part of a couple organizations

我在兩個全球性組織裡面擔任重要的職位 －

called the Entrepreneurs' Organization and the Young Presidents' Organization.

他們是創業家協會和青年總裁協會．

我剛從巴賽隆納演講回來，

I just came back from speaking in Barcelona at the YPO global conference.

在那裡參加了青年總裁協會的全球年會，

And everyone I met over there who's an entrepreneur

我在那裡遇到的每個人

只要是個企業家

struggled with school.

都對學業束手無策．

I have 18 out of the 19 signs of attention deficit disorder diagnosed.

注意力不足症候群的19種症狀中，我被診斷出18種．

So this thing right here is freaking me out.

所以我面前的這些玩意讓我讓我不知所措．

(Laughter)

(笑聲)

It's probably why I'm a bit panicked,

這很可能是我現在心亂的原因 －

other than all the caffeine I've had and the sugar.

當然，也很可能是我今天喝下的咖啡因和糖分在作怪 －

But this is really creepy for an entrepreneur.

但這些東西會讓一個創業家覺得很恐怖．

Attention deficit disorder, bipolar disorder.

注意力不足症候群和狂躁抑鬱症(躁鬱症)．

Do you know that bipolar disorder is nicknamed the CEO disease?

你知道躁鬱症被戲稱為CEO症候群嗎？

Ted Turner's got it. Steve Jobs has it.

Ted Turner 有它，Steve Jobs 也有它

All three of the founders of Netscape had it.

網景的三個創辦者也都有這個疾病．

I could go on and on.

我還可以說出許多同樣的例子．

Kids -- you can see these signs in kids.

小孩子 － 我們可以在小孩子身上看到這些徵兆．

And we're giving them Ritalin and saying,

但是我們卻給他們利他能(治療過動症的藥物) 並說，

"Don't be an entrepreneurial type.

“別成為創業家那樣子的人．

Fit into this other system and try to become a student."

適應另外一種系統然後成為一名學生吧！”

很抱歉， 但創業家不是學生．

Sorry, entrepreneurs aren't students.

We fast-track. We figure out the game.

我們抄捷徑，想辦法破解規範及規定．

I stole essays. I cheated on exams.

我抄別人的文章，我在考試裡面作弊．

I hired kids to do my accounting assignments in university

連續13次 － 我雇用其他的小孩，

for 13 consecutive assignments.

來幫我做會計學的功課．

But as an entrepreneur, you don't do accounting, you hire accountants.

做為創業家，你不用自己記賬，你雇用會計師．

So I just figured that out earlier.

我只是比較早領悟到這一點而已．

(Laughter)

(笑聲)

(Applause)

)掌聲)

At least I can admit I cheated in university; most of you won't.

至少我敢承認我大學時作弊過，而你們大多數都不敢。

I'm also quoted -- and I told the person who wrote the textbook --

我也被寫進了教科書裡面 － 我告訴了編寫教科書的人我在那堂課上作弊的事情 －

I'm now quoted in that exact same university textbook

我現在被寫進了那本教科書，

那本被每一所加拿大的大專院校採用的教科書．

in every Canadian university and college studies --

管理會計學教科書裡面，第八章裡有講到我．

in managerial accounting, I'm chapter eight.

I open up chapter eight, talking about budgeting.

第八章：預算的引子是我寫的．

I told the author, after they did my interview,

在他們完成了我的訪談之後，我告訴她我在那個科目中作弊過．

that I cheated in that same course.

她覺得我的故事太有趣了，她一定要把我寫進那本教科書．

She thought it was too funny to not include it.

But kids, you can see these signs in them.

但是你可以在孩子們身上看到這些徵兆．

The definition of entrepreneur is "a person who organizes, operates

創業家的定義是 “組織並且營運一個商業活動，

並承擔其所帶來的風險．"

and assumes the risk of a business venture."

That doesn't mean you have to go to an MBA program,

這並不代表你必須要去讀MBA．

也不代表你一定要從學校畢業．

or that you have to get through school.

這只代表著，只要你在心中能夠正確的判斷幾件事就夠了．

It just means that those few things have to feel right in your gut.

我們也聽說過一個人的成長到底是天生的還是後天培養的，

We've heard, "Is it nurture or is it nature?" Right?

Is it thing one or thing two? What is it?

是前者還是後者？

Well, I don't think it's either. I think it can be both.

我覺得並不是兩個其中一個，我覺得兩者都有！

I was groomed as an entrepreneur.

我從小就被訓練成創業家．

When I was growing up as a young kid, I had no choice,

在我還是個小孩子的時候，我並沒有太多選擇，

because I was taught at a very early age,

因為當我還很小的時候，我父親就教我 －

when my dad realized I didn't fit into everything else

當他發現到我不能夠適應，

那些在學校裡教導的東西 －

that was being taught to me in school,

他在我還很小的時候就教我如何做生意．

that he could teach me to figure out business at an early age.

他訓練了我們三個人，

He groomed us, the three of us, to hate the thought of having a job

讓我們討厭在別人底下做事，

and to love the fact of creating companies

讓我們憧憬著創建公司並且僱用其他人．

where we could employ other people.

我第一次做生意是在七歲的時候，當時我在加拿大的溫尼伯

My first business venture: I was seven years old, in Winnipeg.

當時我在臥室裡面躺著打電話．

I was in my bedroom with one of those long extension cords,

我打給了溫尼伯所有的乾洗店

calling all the dry cleaners in Winnipeg

我想要知道他們願意付多少錢

to find out how much they'd pay me for coat hangers.

來跟我買晾衣架．

And my mom came into the room and said,

然後我媽媽走進房間問了我，

"Where are you going to get the hangers to sell to the dry cleaners?"

“你要到哪裡去生出這麼多衣架來賣給乾洗店呢？”

And I said, "Let's go look in the basement."

我說，“我們到地下室去看看吧！”

然後我們到地下室去，我打開了一個櫃子．

We went down to the basement, and I opened up this cupboard.

There was about 1,000 hangers that I'd collected,

裡面有大約一千個我收集的衣架．

因為當我跟她說我要出去找其他小孩子玩的時候，

because, when I told her I was going out to play,

I was going door to door in the neighborhood

我其實是到附近挨家挨戶的收集衣架，

to collect hangers to put in the basement,

並且把它們放到地下室準備出售．

because I saw her a few weeks before that --

因為幾個星期前，我看到她 －

把衣架賣給別人，他們通常每個衣架給2分。

you could get paid, they used to pay two cents per coat hanger.

所以我就...其實，到處是各式各樣的衣架．

So I was like, well, there's all kinds of hangers,

我只是走出家門去收集它們。

so I'll just go get them.

I knew she wouldn't want me to get them,

我知道她不願意我去收集它們，但不管怎樣我還是去做了。

so I just did it anyway.

And I learned that you could actually negotiate with people.

我發現你其實可以和人們討價還價。

This one guy offered me three cents and I got him up to three and a half.

一個人給我3分一個衣架，而我把價錢提高到3分半。

我甚至在我7歲的時候就意識到，

I even knew at seven years old

that I could get a fractional percent of a cent,

每賣一個衣架，我可以賺到幾分之一分錢．

and people would pay it, because it multiplied up.

因為家裡舊衣架不斷堆積，人們會願意給錢讓我收集。

At seven years old I figured it out.

在7歲時，我發現，每一千個衣架，我可以賺3分半。

I got three and a half cents for 1,000 hangers.

我挨家挨戶地賣車牌保護框。

I sold license plate protectors door to door.

我的爸爸更是讓我去批發市場，

My dad actually made me go find someone

找那些願意賣這些東西給我的人。

who would sell me them at wholesale.

當我9歲時，我逛遍了Sudbury城，

At nine years old, I walked around in the city of Sudbury

向那裡的人家挨家挨戶地賣車牌保護框。

selling license-plate protectors door to door.

其中一名顧客我到現在還是記憶深刻，

And I remember this one customer so vividly --

I also did some other stuff with these clients, I sold newspapers,

因為我還和這些人做其他的買賣。

我賣報紙。

and he wouldn't buy a newspaper from me, ever.

而他從來都不會從我這裡買報紙。

But I was convinced I was going to get him to buy a license-plate protector.

但是我相信我可以說服他去買我一個車牌保護盤。

And he's like, "We don't need one."

但他說：“我們不需要。”

“但是你們有2部車...”－那時我9歲。

I said, "But you've got two cars."

Remember, I'm nine years old.

我說：“你們有2部車，但是它們卻都沒有車牌保護框。”

I'm like, "You have two cars and they don't have license-plate protectors.

然後他說：“我知道。”

And this car has one license plate that's all crumpled up."

然後我說：“這輛車有一個車牌保護框但是都變形了。”

He said, "That's my wife's car."

他說：“是的，那是我妻子的車。”然後我說：“那不如我們在你妻子的車前面試一試

I said, "Why don't we test one on her car and see if it lasts longer?"

我的這個，來看一下它會不會更耐用一些。”

So I knew there were two cars with two license plates on each.

於是我把2個車牌框各放了一個在那2部車上。

If I couldn't sell all four, I could at least get one.

即使我不能賣4個，我可以至少賣1個。

我在這麼小的時候就知道這些東西了。

I learned that at a young age.

我也從漫畫書中獲利。

I did comic book arbitrage.

When I was about 10 years old, I sold comic books

當我10歲的時候，我在我們在Georgian Bay的

out of our cottage on Georgian Bay.

小屋外賣漫畫書。

I would go biking up to the end of the beach,

然後我會踩單車去到沙灘的盡頭，

buy all the comics from the poor kids,

從那些窮小孩那裡買漫畫書。

then go back to the other end of the beach to sell them to the rich kids.

然後我會重新回到沙灘的另外一邊，把書賣給有錢的小孩。

It was obvious to me: buy low, sell high.

很明顯，沒錯，低價買入，高價賣出。

You've got this demand over here that has money.

在這富人區，你會有市場的。

不要嘗試賣書給窮小孩，他們沒有錢。但富小孩有，那就去賺他們一把。

Don't try to sell to the poor kids; they don't have cash.

The rich people do. Obvious, right?

這很明顯，對吧。

It's like a recession.

然後感覺經濟會不景氣。然後，金融風暴來了。

So there's a recession.

但仍然有13萬億美元在美國經濟中流動。

There's still 13 trillion dollars circulating in the US economy.

那就去賺它一筆，我在我小時候就意識到這一點了。

Go get some of that. I learned that at a young age.

I also learned, don't reveal your source:

我還知道，不要暴露你入貨地點。

I got beat up after four weeks of this,

在賺了4個星期後，我被揍的慘兮兮

because one of the rich kids found out where I was buying my comics,

因為一個富小孩發現了我買漫畫書的地方。

而他不想給這麼多錢。

and didn't like that he was paying more.

10歲那年，我又被迫去送報紙。

I was forced to get a paper route at 10 years old.

我真的不想去送報紙。

I didn't want a paper route, but my dad said, "That's your next business."

但10歲時，我爸說：“這會是你下一門生意。”

所以儘管他讓我送1條街，但我決定去送2條

Not only did he get me one, but I had to get two.

然後，他讓我請一個人去送一半報紙。

He wanted me to hire someone to deliver half the papers,

我照做了，然後我意識到那些小費是你收入的主要來源。

which I did.

Then I realized: collecting tips is how you made all the money.

所以我收工資也收小費。

So I'd collect tips and get payment.

我去收集所有報紙訂戶的小費。

I would collect for the papers -- he could just deliver them.

而我請的人只是負責送報。

Because then I realized I could make money.

因為不久，我意識到，我可以從中賺錢。

By this point, I was definitely not going to be an employee.

可見，我絕對不會成為一名僱員。

(Laughter)

(笑聲)

My dad owned an automotive and industrial repair shop.

我的父親擁有一間汽車維修店。

He had all these old automotive parts lying around.

他有很多這些舊的汽車零件撒滿一地。

這些大多是黃銅和銅。

They had this old brass and copper.

I asked what he did with it, and he said he just throws it out.

然後我問他他通常拿它們怎麼辦。他說他會扔掉它們。

I said, "Wouldn't somebody pay for that?" And he goes, "Maybe."

然後，我說：“但是會有人因為這個給你錢嗎？”然後他說：“可能吧。”

記得那時10歲，所以是34年前了。

Remember: at 10 years old, 34 years ago,

我在這堆東西中發現了商機。

I saw opportunity in this stuff, I saw there was money in garbage.

我發現在這車庫中到處是金錢。

我騎著單車從所有的汽車維修店中收集這些旧零件。

And I collected it from the automotive shops in the area on my bicycle.

然後我爸會在週六載我

Then my dad would drive me on Saturdays to a scrap metal recycler

去金屬廢料回收站賣回收。

where I got paid.

我覺得這樣很酷。

And I thought that was kind of cool.

巧合的是，30年後，我們在製造1-800-GOT-JUNK。

Strangely enough, 30 years later, we're building 1-800-GOT-JUNK?

我們從那裡也賺錢了。

and making money off that, too.

我11歲在童子軍的時候就在做這些針墊，

I built these little pincushions when I was 11 years old in Cubs.

我們把這些針墊在母親節送給我們的媽媽。

We made these pincushions for our moms for Mother's Day

我們用木製晾衣夾來做這些針墊，

out of wooden clothespins --

when we used to hang clothes on clotheslines outside.

因為我們習慣把衣服晾在屋外的晾衣線上，

And you'd make these chairs.

另外，你要做這樣的椅子。

And I had these little pillows that I would sew up.

而我有這些我縫製的小枕頭。

And you could stuff pins in them.

你可以別一些小別針在它們身上。

Because people used to sew and they needed a pincushion.

人們過去總會自己縫小枕頭，而他們會需要針墊。

但我所知道的是，你可以有選擇。

But I realized you had to have options,

so I spray-painted a whole bunch of them brown,

實際上，我可以把它們都噴成棕色。

so when I went to the door, it wasn't, "Do you want to buy one?"

然後，當我上門推銷的時候，我不是說：“您想買一個嗎？”

而是，“你想要哪種顏色呢？”

It was, "Which color would you like?"

因為我只有10歲，你一般不會拒絕我。

I'm 10 years old; you're not going to say no,

特別是你可以有2種選擇；你可以要棕色的或者無色的。

especially if you have two options, the brown one or the clear one.

我在很小的時候就有這樣的經驗。

So I learned that lesson at a young age.

我還知道，人力並不值錢。

I learned that manual labor really sucks.

Right, like cutting lawns is brutal.

對，就像剪草坪是殘忍的一樣。

But because I had to cut lawns all summer for all of our neighbors

但是，正因為我要在一個夏天為我所有的鄰居剪草坪來賺錢，

and get paid to do that,

我意識到，從同一個人身上

I realized that recurring revenue from one client is amazing,

得到長期收入是件十分不错的事情。

that if I land this client once,

一旦我從這個客戶身上賺到錢，

and every week I get paid by that person,

那麼接下來的每個星期那個人都會付我工資，

that's way better than trying to sell one clothespin thing to one person,

這比每次都嘗試向

不認識的人賣一個小枕頭要好。

because you can't sell them more.

因為你不能向同一個人賣很多個枕頭。

So I love that recurring revenue model I started to learn at a young age.

我很小的時候就知道我很喜歡和老客戶打交道。

還記得，我找工作前是要接受培訓的，因為我還不能找工作。

Remember, I was being groomed to do this. I was not allowed to have jobs.

後來，我去做球僮。我去高爾夫球場，並為人們當球僮。

I would go to the golf course and caddy for people,

but I realized there was this one hill on our golf course, the 13th hole,

然後我發現，在高爾夫球場裡有個斜坡。

在第13個球洞處就是一個陡的山坡。

that had this huge hill,

人們總是不能把他們的包帶上山。

and people could never get their bags up it.

所以我坐在山下的一張凳子上，

So I'd sit there in a lawn chair and carry for all the people

然後等那些沒有球僮的人來到山下。

who didn't have caddies.

I'd carry their golf bags to the top; they'd pay me a dollar,

我會把他們的球袋帶到山頂，然後他們各付給我一美元。

while my friends worked for hours hauling some guy's bag around

與此同時，我的朋友們要幫某個人

拎5小時包，才能賺10美元。

for 10 bucks.

I'm like, "That's stupid. You have to work for five hours.

我說：“工作5小時是愚蠢的。

That doesn't make sense. Figure out a way to make more money faster.

因為這並不靠譜。”你應該找到一個賺錢又多又快的方法。

Every week, I'd go to the corner store and buy all these pops,

每個星期，我會去到街角的商店買所有的酒瓶蓋

Then I'd deliver them to these 70-year-old women playing bridge.

然後我會去到幾個70幾歲的玩橋牌的老奶奶家里，並把這些都賣給她們。

They'd give me their orders for the following week.

然後她們會預定下星期的貨。

然後我只是送酒瓶蓋並且收雙倍的價錢。

I'd deliver pop and charge twice.

我壟斷了這個市場，你不需要合同。

I had this captured market.

You didn't need contracts, you just needed to have a supply and demand

你要的是需求和供給，

還有向你買東西的那些人。

and this audience who bought into you.

These women weren't going to go to anybody else

这些老奶奶不會再向其他人買，

因為她們喜歡我，這是我留意到的。

because they liked me, and I kind of figured it out.

我去上高爾夫球場，並撿起一些高爾夫球。

I went and got golf balls from golf courses.

But everybody else was looking in the bush

但是每個人都在灌木叢中

and looking in the ditches for golf balls.

和溝渠中找高爾夫球。

我後來發現，那些高爾夫球，大多都掉在水裡了

I'm like, screw that. They're in the pond. And nobody's going into the pond.

但是沒有人會走到水裡面。

So I'd go into the ponds and crawl around and pick them up with my toes,

所以我走到水裡，爬來爬去，並用我的腳趾把球檢起來。

你可以用兩只腳把它們檢起來的。

just pick them up with both feet.

You can't do it onstage.

我在台上不能演示。

You get the golf balls, throw them in your bathing suit trunks

你拿到高爾夫球，然後你把它們放到你的泳褲裡

直到你結束時，你會擁有幾百顆球。

and when you're done, you've got a couple hundred of them.

但問題是，人們不想要舊的高爾夫球。

But the problem is, people didn't want all the golf balls.

所以我把它們打包，12顆球一打。

So I just packaged them. I'm like 12, right?

我有3種打包的方法。

I packaged them up three ways.

I had the Pinnacles, DDHs and the really cool ones.

我用Pinnacles和DDHs，還有一些很酷的來包裝它們。

那種的，我每打賣2美元。

Those sold for two dollars each.

Then I had the good ones that didn't look crappy: 50 cents each.

然後，我把那些看起來不錯的球，每顆賣50分。

And then I'd sell 50 at a time of all the crappy ones.

然後那些很差的球，賣50顆一包。

And they could use those for practice balls.

這些可以用來做練習球。

I sold sunglasses when I was in school,

我在學校的時候也會向高中的

同學們賣太陽眼鏡。

to all the kids in high school.

而這些會讓所有人都恨你

This is what really kind of gets everybody hating you,

because you're trying to extract money from all your friends all the time.

因為你嘗試從你身邊所有的朋友身上賺錢。

但我還是得生活的。

But it paid the bills.

So I sold lots and lots of sunglasses.

於是我賣了很多很多太陽眼鏡。

Then when the school shut me down --

但學校不讓我做生意了 －

they called me into the office and told me I couldn't do it --

實際上，學校叫我到辦公室，讓我停止銷售。

所以，我跑到加油站，並且

I went to the gas stations and sold lots of them to the gas stations

賣了加油站，許多太陽眼鏡

and had the gas stations sell them to their customers.

然後讓加油站再轉售給它的顧客。

這很酷，因為我有自己的零售商了．

That was cool because then, I had retail outlets.

我想我那時是十四歲。

I think I was 14.

Then I paid my entire way through first year of university at Carlton

接下來呢，我挨家挨戶地賣酒袋，

並且繳了大學第一年的學雜費。

by selling wineskins door to door.

You know you can hold a 40-ounce bottle of rum

一個酒袋可以裝40盎司的朗姆酒

and two bottles of coke in a wineskin?

和兩瓶可樂嗎？所以呢？

So what, right? But you know what?

你可以把酒袋塞在你短褲裡，

Stuff that down your shorts when you go to a football game,

當你去看橄欖球的時候，你就可以免費的喝酒了，

you can get booze in for free.

大家都想要買酒袋。

Everybody bought them.

Supply, demand, big opportunity.

供給，需求，大商機。

I also branded it, so I sold them for five times the normal cost.

我還把它貼了商標，這樣我可以把它們用5倍的價格賣出去。

商標是我們大學的標簽。

It had our university logo on it.

You know, we teach our kids and we buy them games,

我們在教育我們的孩子時，我們會買幼教玩具。

但是如果他們是將成為創業家的孩子，為甚麼我們不給

but why don't we get them games, if they're entrepreneurial kids,

他們玩那些能夠培養他們創業家特質的遊戲呢？

that nurture the traits you need to be entrepreneurs?

Why don't you teach them not to waste money?

為甚麼不教導他們別浪費錢呢？

I remember being told to walk out into the middle of a street

我記得我在Alberta的Banff被趕出街道，

in Banff, Alberta.

因為我把一分錢扔在街上，

I'd thrown a penny out in the street,

然後我爸爸說：“把它撿起來。”

and my dad said, "Go pick it up.

I work too damn hard for my money. I'm not going to see you waste a penny."

他說：“這是我辛辛苦苦掙來的錢，我不會讓你浪費任何一分錢。”

時至今日，我還記得這個教訓。

I remember that lesson to this day.

零用錢讓孩子養成壞習慣。

Allowances teach kids the wrong habits.

零花錢應教育孩子

Allowances, by nature, are teaching kids to think about a job.

怎樣才能賺更多錢。

An entrepreneur doesn't expect a regular paycheck.

創業家不會期望有一份常規的收入。

Allowance is breeding kids at a young age to expect a regular paycheck.

零用錢讓孩子從小時候

就只期待有份穩定的收入。

That's wrong, for me, if you want to raise entrepreneurs.

對我來說，如果你想去培育創業家，給孩子零用錢是錯的。

我有三個分別是2歲，9歲和7歲的小孩。

What I do with my kids, nine and seven,

現在，我讓我的小孩，在房子和前院四處查看，

is teach them to walk around the house and the yard,

尋找一些需要完成的工作。

looking for stuff that needs to get done.

然後回來告訴我有甚麼工作。

Come and tell me what it is.

Or I'll say, "Here's what I need done."

或者我會跟他們說：“這是我需要完成的。”

And then, you know what we do? We negotiate.

然後你猜接下來怎麼了？我們討價還價。

他們閒逛去找有甚麼可以做的。

They go around looking for what it is,

then we negotiate what they'll get paid.

然後我們就會談定工作的酬勞。

They don't have a regular check,

這樣子他們不會有穩定的收入，反而有更多機會去尋找商機。

but they have opportunities to find more stuff,

同時，他們也學會了談判的技巧，

and learn the skill of negotiating and of finding opportunities.

也學會了尋找商機的技巧。

You breed that kind of stuff.

你要培養他們這些習慣。我的每個小孩都有2個小豬錢罐。

Each of my kids has two piggy banks.

掙來的或者別人給的錢的一半

Fifty percent of all the money they earn goes in their house account,

都會存到他們的家庭錢罐裡面，

50 percent goes in their toy account.

另一半存則存在他們買玩具的錢罐裡面。

The toy account, they spend on whatever they want.

他們可以用玩具錢罐裡的錢去買任何東西。

The 50 percent in their house account, every six months, goes to the bank.

另一個家庭錢罐，每6個月，就會存進銀行。

他們會跟我一起去。每年，銀行裡的錢都會交給他們的股票經紀人。

they walk up with me.

Every year, all the money in the bank goes to their broker.

我9歲和7歲的孩子都各有一個股票經紀人。

Both my nine- and seven-year-olds have a stockbroker already.

但是我仍然要他們養成儲蓄的習慣。

I'm teaching them to force that savings habit.

如果到了30歲才說：“或許現在我想開始把錢

It drives me crazy that 30-year-olds are saying,

"Maybe I'll start contributing to my RSP now."

存進我的創業支持計劃裡面。”那麼，我會瘋掉的。

慘了，你已經浪費了25年。

Shit, you've missed 25 years.

You can teach those habits to young kids,

你可以在孩子還沒有金錢觀念

when they don't even feel the pain yet.

的時候就教他這些好習慣。

Don't read bedtime stories every night -- maybe four nights of the week,

不要每天晚上給他們讀床邊故事。

可以每個星期有四天晚上給他們講故事，

and three nights, have them tell stories.

剩下的三晚讓他們來講故事。

嘗試一下，和孩子坐下來，並給他們4樣東西，

Why don't you sit down with kids and give them four items,

一件紅襯衫，一條藍領帶，一隻袋鼠玩具和一台手提電腦，

a red shirt, a blue tie, a kangaroo and a laptop,

and have them tell a story about those four things?

然後讓他們圍繞這4樣東西講一個故事。

我的孩子經常做這個。

My kids do that all the time.

It teaches them to sell, teaches them creativity,

這訓練他們賣東西的技巧，訓練他們的創造力。

這訓練他們快速思考。

teaches them to think on their feet.

Do that kind of stuff, have fun with it.

試試看吧，你會有不同的感受。

Get kids to stand up in front of groups and talk,

讓孩子在眾人面前講話，

儘管聽眾可能只是他們的朋友。

even if it's just in front of their friends,

讓他們表演話劇和進行演講。

and do plays and have speeches.

Those are entrepreneurial traits you want to be nurturing.

也會培養孩子要俱備的創業家特質。

告訴孩子們甚麼是不合格的客戶，甚麼是不盡責的僱員。

Show kids what bad customers or bad employees look like.

告訴他們脾氣暴躁的僱員是怎樣的。

Show them grumpy employees.

When you see grumpy customer service, point it out.

當你看到糟糕的客服態度，要向他們指出，

說：“看，那人就是個很濫的僱員。”

Say, "By the way, that guy is a crappy employee."

然後說：“這些就是盡心盡責的。”

And say, "These are good ones."

(Laughter)

(笑聲)

If you go into a restaurant and have bad customer service,

如果你走進一間餐廳，你受到了不好的服務，

show them what bad customer service looks like.

那麼告訴孩子們不稱心的服務是怎樣的。

(笑聲)

(Laughter)

其實我們隨時隨地都可以學到新東西，

We have all these lessons in front of us,

但是我們沒有利用好那些機會，相反，我們給孩子請家庭教師。

but we don't take those opportunities; we teach kids to get a tutor.

想像一下，如果你把孩子

Imagine if you actually took all the kids' junk in the house right now,

所有在家裡的垃圾和

all the toys they outgrew two years ago

兩年前就已經過時了的玩具都拿出來。

and said, "Why don't we sell some of this on Craigslist and Kijiji?"

然後說：“為甚麼我們不開始把這些東西在Craigslist和Kijiji上賣了呢？”

And they actually sell it and learn how to find scammers when offers come in.

他們就會開始賣它們，

並學到怎樣分辨收到的e-mail訂單的真假。

They can come into your account or a sub account or whatever.

那些騙子會入侵你的賬戶或者子賬戶或者其它的甚麼東西。

但是，要教他們怎樣定價，估價，

But teach them how to fix the price, guess the price,

怎樣放貨物的圖片。

pull up the photos.

Teach them how to do that kind of stuff and make money.

教他們諸如此類的東西並從中賺錢。

然後他們得到的錢，一半存到的房子錢罐，

Then 50 percent goes in their house account,

另一半存到他們的玩具錢罐。

50 percent in their toy account.

我的小孩很喜歡這樣的方式。

My kids love this stuff.

Some of the entrepreneurial traits you've got to nurture in kids:

有一些你要培養小孩的創業家特質，比如：

attainment, tenacity, leadership, introspection, interdependence, values.

成就，堅韌，領導力，自我反省，互助，價值觀

這些特質你都可以在小孩子身上找到，然後你可以針對這些特質加以培養。

All these traits, you can find in young kids, and you can help nurture them.

尋找這些特質。

Look for that kind of stuff.

還有兩種特質我希望你也去找一下的。

There's two traits I want you to also look out for

我們其實並不了解他們的世界。

that we don't get out of their system.

Don't medicate kids for attention deficit disorder

不要認為他們是多動症，就讓他們吃藥，

除非他們的情況真的是非常，非常嚴重。

unless it is really, really freaking bad.

(掌聲)

(Applause)

The same with the whole things on mania and stress and depression,

就好像我們對待躁狂症、緊張和抑鬱一樣，

unless it is so clinically brutal, man.

除非情況嚴重到要進醫院，我們一般也不會吃藥，對吧。

Bipolar disorder is nicknamed "the CEO disease."

躁鬱症，俗名叫CEO綜合症。

因為Steve Jurvetson、Jim Clark

When Steve Jurvetson, Jim Clark and Jim Barksdale have all got it,

和Jim Barksdale都得過這病，

但是他們建立了Netscape.

and they built Netscape --

想像一下如果他們吃了Ritalin。

imagine if they were given Ritalin.

我們就不會有那東西用，對吧？

We wouldn't have that stuff, right?

Al Gore really would have had to invented the Internet.

Al Gore就真的會成了發明網路的人了。

(Laughter)

(笑聲)

These are the skills we should be teaching in the classroom,

這些技巧和其它一些要培養的特質

都是我們應該在課堂上教授的。

as well as everything else.

I'm not saying don't get kids to want to be lawyers.

我不是說不要讓小孩成為律師。

而是說怎樣讓創業家在人們心中，

But how about getting entrepreneurship to be ranked right up there

也能夠得到像其他職業一樣的水準。

with the rest of them?

因為在這個領域有著大量的機會。

Because there's huge opportunities in that.

我像以一個很短的小視頻作為結尾。

I want to close with a quick video

這個視頻是由我做顧問的其中一間公司製作的。

that was done by one of the companies I mentor.

These guys, Grasshopper.

這些傢伙，自稱“蚱蜢”。

It's about kids.

這是有關小孩子的，有關創業的。

It's about entrepreneurship.

Hopefully, this inspires you to take what you've heard from me

希望以下視頻會啓發你去接受我剛說的建議。

and do something with it to change the world.

並用它們去改變世界。

孩子...“你想你可以做任何事？”

[Kid... "And you thought you could do anything?"]

[You still can.]

你的確可以。

[Because a lot of what we consider impossible]

因為很多我們認為事不可能的事情...

...其實很容易克服

[is easy to overcome]

[Because in case you haven't noticed, we live in a place where]

因為也許你沒有留意到，我們住在一個

[one individual can make a difference]

單個人就可以改變世界的地方

[Want proof?]

證明？

[Just look at the people who built our country:]

只要看一下那些管理我們國家的人，

他們有可能是我們的爸爸媽媽，爺爺奶奶，阿姨，叔叔...

[Our parents, grandparents, our aunts, uncles]

它們以前是移民，準備要定居下來的新居民。

[They were immigrants, newcomers ready to make their mark]

或者他們來的時候沒甚麼資本，

[Maybe they came with very little]

[or perhaps they didn't own anything except for]

甚至或許他們根本是身無分文，除了...

[a single brilliant idea]

...一個絕妙的想法。

[These people were thinkers, doers]

這些人是思想者，實幹者...

[innovators]

...改革者...

[until they came up with the name]

...直到他們突然想到一個名字...

[entrepreneurs]

...創業家！

[They change the way we think about what is possible.]

他們改變了我們對“可能”的想法。

[They have a clear vision of how life can be better]

儘管當時的生活可能是艱難的，但他們清楚地知道

[for all of us, even when times are tough.]

該怎樣把我們所有人的生活變得更美好。

[Right now, it's hard to see]

現在，很難知道...

[when our view is cluttered with obstacles.]

...甚麼時候我們的看法會被眼前的困難所擾亂。

[But turbulence creates opportunities]

但是，混亂中蘊含成功的機會，

並督促我們...

[for success, achievement, and pushes us]

去發現做事的新方法。

[to discover new ways of doing things]

那麼，你會抓住甚麼樣的機會，又為甚麼抓住這樣的機會呢？

[So what opportunities will you go after and why?]

[If you're an entrepreneur]

如果你是一個創業家，

[you know that risk isn't the reward.]

你知道所冒的危險不是回報。

[No. The rewards are driving innovation]

的確，回報是發動革新...

...來改變人們的生活，創造就業機會。

[changing people's lives. Creating jobs.]

[Fueling growth.]

加速經濟增長。

[And making a better world.]

並創造一個更美好的世界。

[Entrepreneurs are everywhere.]

我們四周都有創業家。

[They run small businesses that support our economy,]

他們經營小生意來支持我們的經濟，

設計工具來讓你...

[design tools to help you]

[stay connected with friends, family and colleagues]

...和你世界各地的朋友、親人和同事保持聯繫。

[And they're finding new ways of helping to solve society's oldest problems.]

與此同時，他們正尋找新方法去解決社會上的老問題。

你有認識的創業家嗎？

[Do you know an entrepreneur?]

[Entrepreneurs can be anyone Even... you]

創業家可以是任何人...

甚至...是你！

[So seize the opportunity to create the job you always wanted]

所以，抓住機會去創造一份你一直想要的工作。

[Help heal the economy]

支持經濟。

[Make a difference.]

[Take your business to new heights,]

改變現狀。

把你的事業建設到一個新的高度。

[but most importantly,]

但是，最重要的是，

[remember when you were a kid]

要記得當你還是小孩的時候...

[when everything was within your reach,]

當所有你想要的東西你都可以得到的那個時候。

[and then say to yourself quietly, but with determination:]

並悄悄地，但堅定地對你自己說：

[it still is.]

“現在仍然是這樣。”

很高興你們能來聽我的演講。

Thank you very much for having me.

(Applause)