沟通可能是你最好的工具 - 短节目 #289

嗨。

Hey.

嗨。

Hey.

嗨。

Hey.

欢迎收听HVAC学校播客。

This is the HVAC School podcast.

我是布莱恩。

I'm Brian.

这段内容来自今年早些时候在佛罗里达州奥科伊市Bry-X舞台的演讲，那是我们办公室附近的一个地方，当时正值第二十六届年度研讨会。

This is a short episode that comes from the Bry-X stage at the twenty twenty six seventh annual symposium, 2026 this year, earlier this year, in good old bright and sunshiny Ocoee, Florida, right down the street from our offices.

这场演讲是由安迪·霍尔特做的。

And this presentation was done by Andy Holt.

所以，Bry-X舞台就像一个小型TEDx活动。

So, again, the Bry-X stage was just our it was kinda like TEDx.

对吧？

Right?

所以这些演讲都比较短，信息密集，Andy Holt每次都能讲得特别精彩。

So they're, like, shorter presentations, quick hits, and Andy Holt always brings it.

他总讲沟通，教你怎么通过沟通成为更好的技工，这期也不例外。

He always talks about communication and how to be a better technician through communication, and this episode is no different.

这次演讲的题目是《沟通可能是你最好的工具》，一如既往，感谢Andy。

The title of this presentation is Communication Might Be Your Best Tool, and as always, appreciate Andy.

也感谢所有参加研讨会的朋友、所有演讲者和赞助商，特别要感谢True Tech Tools，作为冠名赞助商，正是他们让这一切成为可能。

Appreciate everybody who comes to the symposium, all of our speakers, sponsors, and especially special shout out to True Tech Tools for being our title sponsor and really the one who makes this thing happen.

好了。

There we go.

在听完我们精彩的赞助商介绍后，接下来是Andy Holt分享《沟通可能是你最好的工具》。

Andy Holt talking about how communications might be your best tool right after you hear from our great sponsors.

制冷科技公司及其Viper气溶胶线圈清洁剂，适用于冷凝器和蒸发器。

Refrigeration Technologies and their Viper Aerosol Coil Cleaner for condensers and evaporators.

如果你还不知道，Viper气溶胶清洁剂是一种起泡清洁剂，可以用它强大的细喷嘴直接喷到线圈上。

If you don't know, the Viper aerosol cleaner is a foaming cleaner that you can spray into a coil with its really powerful pin spray.

它浓缩了强力去油能力，使用起来特别方便。

It has a strong degreasing capability in a convenient package.

使用后可以冲洗，也可以不冲洗，完全不需要带笨重的泵式喷壶进屋清理蒸发器线圈，或者在很多制冷场景中都省事多了。

It's safe to use with rinsing or no rinse, so there's zero need to bring a bulky pump sprayer into the house for an evaporator coil cleaning or in many refrigeration applications.

就像我们之前说的，它既能用在蒸发器上，也能用在冷凝器上。

And like we mentioned, it works on evaporators and condensers.

更多详情请访问 refrigeratech.com。

Find out more at refrigeratech.com.

还有 Carrier 和 carrier.com。

Carrier and carrier.com.

Carrier 一直是这个播客的长期赞助商。

Carrier has been a long term sponsor of the podcast.

从早期开始，他们就支持我们做这些事，而且我们每天销售的产品，也都是他们的。

They've made it possible very early on for us to do what we do, and they are the products that we sell day in and day out.

从单级设备一直到绿色极速系列，这是目前市场上效率最高的产品之一。

Everything from single stage equipment all the way up to the green speed extreme, one of the most efficient products on the market today.

想了解更多关于Carrier的产品以及如何成为Carrier经销商，请访问carrier.com。

Find out more about what Carrier has to offer and about becoming a Carrier dealer by going to carrier.com.

Santa Fe除湿机，全新推出的Ultra V155全屋除湿机。

Santa Fe Dehumidifiers and the all new Ultra V155 Whole Home Dehumidifier.

V155比上一代产品缩小了40%，能安装在更狭小的空间里。

The V155 is 40% smaller than the previous model, allowing you to install it in even tighter spaces.

和Santa Fe其他通风型除湿机一样，V155配备了8英寸的通风管道，可以满足新风需求。

Like Santa Fe's other ventilating dehumidifiers, the V155 features an eight inch ventilation duct allowing you to use it to meet fresh air requirements.

V155配备强劲风扇，能轻松将通风量与除湿能力匹配起来。

The V155 has a powerful fan and makes it easy to align the CFM ventilation rates with the dehumidifier's capacity.

这能帮你根据房屋面积和实际负荷，准确选择合适的除湿机容量，通常适用于最多3500平方英尺的空间。

This helps you size the dehumidifier correctly for the size of the structure and load you're working with, typically up to 3,500 square feet.

更棒的是，它还提供长达六年的全面安心保修。

Even better, they have their total peace of mind six year warranty.

五年内全额更换，额外再延长一年零件保修。

Five years for full replacement and an extra year for parts.

更多详情请访问 santa fae products dot com。

Find out more by going to santa fae products dot com.

Santafayproducts.com。

Santafayproducts.com.

Tru Tech Tools，请访问 truetektools.com。

Tru Tech Tools at truetektools.com.

T R U Tech Tools dot com 拥有一支由行业专家和教育者组成的优秀团队，他们提供的远不止工具本身。

T R U Tech Tools dot com has a great team of industry experts and educators who do a lot more than just provide tools for the trade.

像 Eric Kaiser 和 Bill Spone 这样的朋友，都是我的老搭档。

Guys like Eric Kaiser and Bill Spone, my buddies.

True Tech Tools 的产品目录涵盖超过90个品牌，不管什么活儿，你都能找到趁手的工具。

The True Tech Tools catalog has over 90 brands, so you'll be sure to find something that works for you for every single freaking job.

True Tech Tools 的技术支持团队全是来自一线的实操师傅。

The True Tech Tools tech support team is made up of tradespeople who have done the actual fieldwork.

他们是最适合解答日常工具问题和困扰的人之一。

They're some of the best people to help out with everyday practical tool questions and problems.

True Tech Tools 一直大力支持行业培训，正如我提到的，今年再次成为 HVACR 培训研讨会的冠名赞助商，多年来 Bill Spone 和 Eric Kaiser 也在那里讲过不少课程。

True Tech Tools consistently supports industry training, and as I've mentioned, always been huge supporters of the HVACR Training Symposium, title sponsors again this year, and Bill Spone and Eric Kaiser have taught several classes there over the years.

你知道为什么吗？

You know why?

因为他们是专家。

Because they're experts.

就是这个原因。

That's why.

所以你是在向专家购买工具。

So you're buying from experts.

他们有很多优质工具，发往全美五十个州和所有美国属地，还提供大量免费可下载的表格和其他资源。

They have a lot of great tools that ship to all 50 states and US territories, plus a bunch of free downloadable worksheets and other resources.

更多详情请访问 truetechtools.com，结账时使用优惠码 get schooled，就能享受大幅折扣。

Find out more at truetechtools.com, and use the offer code get schooled for a great discount at checkout.

大家早上好。

Good morning, everybody.

我是安迪·霍尔特，今天有二十分钟的时间。

Andy Holt here with twenty minutes.

我平时介绍自己都要花二十分钟，所以咱们直接开始吧。

I usually it takes twenty minutes to introduce myself, so I'm gonna get right to it.

谢谢大家的到来。

Thanks for coming, by the way.

有多少人是第一次参加研讨会？

How many of y'all is your first time at Symposium?

第一次来。

First time.

有几位是第一次。

Couple of y'all.

希望你们玩得开心。

Hope you're enjoying it.

我教课。

I teach.

我就是那个搭帐篷的怪人。

I'm the crazy guy with the tent.

我会带技术人员进山里露营两天，聊遍通信相关的所有话题。

I take technicians camping in the woods for two days, and we talk all things communications.

这就是我在佐治亚州哥伦布市正在做的事。

So that's what I'm up to out of Columbus, Georgia.

第三代企业或第三代人。

Third generation company or person.

不过首先我想让你们明白，我们做的不是空调行业，而是人的行业，只不过刚好在修空调而已。

Anyway, the first thing I want you to understand is we're not in the HVAC business, we're in the people business, just happened to turn wrenches on air conditioning.

这种心态和定位，从根本上说非常棒。

Foundationally, that's a good mindset, good place to be.

记住这一点。

Keep that in mind.

不过话说回来，先从基础做起，调整好你的心态。

But anyways, deal with the basics first, your mindset.

我遇到那些跟客户处不好的技工，往往问题出在他们自己的举止上。

When I deal with technicians that have a hard time with customers, often it's their own mannerisms that are causing some issues.

所以我要你做的，是正视这些问题，同时意识到别人是根据你的表现来评价你的。

So what I want you to do is to own those, but be aware that people perceive you based on what you're giving them.

如果总是说‘那些人就是跟我合不来’，诸如此类的话。

If it's always all those people, they don't get along with me, blah, blah, blah.

别人会觉得，所有矛盾的中心都是你。

They always seem you're the center of attention of all the conflict.

一般来说，如果跟这个人、那个人、又一个人总是闹不和，那问题很可能就在你自己身上。

Generally, if it's with this guy, this guy, this guy, you're the common denominator.

所以你要留意这一点。

So watch that.

要为自己的风格和沟通方式负责。

Take ownership of your style, how you communicate.

重要的不是我们说了什么，而是我们怎么做。

It's not the words we say, it's kind of how we do it.

你肯定听过这句话：不是你说什么，而是你怎么说。

So you've heard that it's not what you said, it's how you said it.

这话很有道理。

There's a lot to that.

而且时间这么紧，真要慢慢讲、一条条列清楚，对我自己来说也挺难的。

And again, being this short on time, it's really tough on me to do some of this stuff real slow and just bullet point.

不过没关系，咱们还是得做。

But anyway, we'll do it.

对自己的沟通方式负责，如果有必要，也要愿意调整。

Take ownership of your style and be open to making modifications if necessary.

我建议你，不管是打招呼、出示账单，还是介绍服务选项，都要有个固定的流程或计划。

One thing that I will suggest to you is have a flow or a plan when you're greeting a customer, when you're presenting an invoice, when you're talking about service options.

如果你做销售，那当然了，总得给客户几个选择。

If you're in sales, you know, of course, always give options.

但你要提前规划好怎么接待客户，整个流程该怎么走，这对你帮助会特别大。

But have a plan for how to greet the customer and what the agenda is going to be, and that will really, really help you.

我希望你有一套固定的做法。

And I hope you have a process.

我问个开放性的问题，你的流程是怎样的？

Open ended question, what's your process?

我们没时间细聊这个，但你每件事都得有流程，不管是接待客户还是别的环节。

We don't have time to get into that, but have a process for everything you do, greeting, everything else.

见新客户的时候，注意调整自己的心态。

Be cognizant of your mindset when you're meeting new people.

你可能不信，我上课时真有学员说过：这生意要是没客户就好了。

Some people believe it or not, I've had people in my classes say, this would be a great business if it wasn't for the people.

我就回他：嗯，确实。

And it's like, okay.

不过我也得面对这种情况，有时候也得忍着。

But I have to work with that sometimes too.

不过话说回来，你的心态和肢体语言，这些方面我其实能讲很多。

But anyway, your mindset, body language, again, that's so much I could go into on all these things.

我只是挑重点说一说。

I'm just hitting the highlights.

你跟客户谈话的时候，会不会紧张或者不自在？

Do you ever get anxious or uncomfortable when talking in front of a customer?

我接触过很多技术员，他们总会说：‘安迪，我才入行一年呢。’

I do a lot of technicians that are just they'd say, well, gosh, Andy, I've only got one year in the business.

尤其是年轻的技术员，经常问我干这行多久了。

People ask me how long, especially young techs.

他们问：‘你干这行多久了？’

They say, well, how long you've been doing this?

如果你在这一行干了一年，差不多已经有两千个小时的经验了。

Well, if you've been in this industry one year, you've got about two thousand hours.

你觉得哪种说法更靠谱？

And which sounds better?

我在这行干了一年，到现在也积累了大约两千小时的经验。

I've been in it a year or I've got about two thousand hours so far.

你可以教那些年轻的技术人员，让他们多关注这类事情。

Teach your young guys to maybe look at stuff like that.

你希望客户怎么看待你？

How do you want your customers to perceive you?

对吧？

Right?

你希望他们认真听你说话，能提出有深度的问题，而不是那种你应付不了的难题。

You want them to stand on every word you say, you want them to have smart questions, and not nothing you can't handle.

不过话说回来，你到底希望客户怎么看待你？

But anyway, but how do you want the customer to perceive you?

第二个问题是，你真的在乎吗？

The second question is, do you even care?

因为我确实遇到过一些人，他们说：‘管她是谁呢，我就是我。’

Because I do deal with people like, hey, whatever that lady's or whatever she is, and I'm who I am.

事情就是这样发生的。

And that's what happened.

我不是说我要主动承担责任，而是发现对方有那样的性格，我就稍微调整了一下，结果我们相处得更好了。

Rather than saying I took ownership of this, I saw they had this kind of personality, I adjusted a little bit, we got along better.

我觉得每个人都有类似的经历。

I think everybody has a story like that.

所以你要先主动调整，你有没有听过这句话：你尊重我，我才尊重你？

So you be the one that adjust because have you ever heard the phrase, I give respect when I get respect?

有人听过这句话吗？

Anybody ever seen that one?

你先尊重我，我才会尊重你。

I respect you after you respect me.

那如果你遇到一个和你一样性格的人呢？

Well, what happens if you meet somebody just like you?

那就僵住了，你知道吧，双方都等着对方先示好：你尊重我，我再尊重你。

It's like you're at a loggerhead, you know, it's like, well, respect you when you respect me.

我也是这么想的。

Well, feel the same way.

所以咱们俩都不会先行动。

So therefore, neither one of us are gonna do it.

总得有个人先迈出一步。

Somebody's gotta be first.

这说的都是高层次的事儿——语言和非语言的沟通。

Again, high level stuff here, verbal and nonverbal communications.

你知道这些有多重要吗？

You know how important those are?

我有三个女儿。

I've got three daughters.

我可以喊一声：昆西，过来一下。

I could say, Quincy, come here.

对吧？

Right?

昆西，过来一下。

Quincy, come here.

或者我也可以说，昆西，过来一下。

Or I could say Quincy, come here.

同样是这句话，意思却完全不同。

Same words, completely different meaning.

所以肢体语言、非语言沟通，比如客户跟你说话时你翻白眼，这传递了什么信息？

So the body language, nonverbal communications or things like if a customer's talking to you and you're rolling your eyes up, what message are we given?

有些人被教导要保持良好眼神交流，但有些人的眼神交流真让我觉得不舒服。

Some of y'all give, we're told to give good eye contact with some of y'all freak me out with your eye contact.

简直都不带眨一下眼的。

It's like you don't even blink.

所以这种做法也别学。

So stay away from that too.

安迪跟我说过要保持良好的眼神交流。

Know Andy told me to have good eye contact.

我觉得你快把我吓到了。

I go you're freaking me out.

眨眨眼，移开视线，保持自然的眼神。

Blink, look away, have a gaze.

确实如此，真的会这样。

It is, it does.

当然了，基本的沟通包括语言和非语言两部分，比如肢体语言、手势，光是这一块我就能讲上至少一个小时。

Course again, basics verbal communications are spoken words, nonverbal communication, body language, gestures and again, I could spend an hour at least on that subject alone.

对每个人友善、温和、乐于帮忙，你就能更快地和他们建立联系。

Be friendly, kind, and helpful to everyone and you connect with them faster.

这道理谁都懂。

No news there.

我的意思是，你要第一个主动表现出友好。

My point is be the first one to be friendly.

第一个主动给予眼神接触。

Be the first one to give eye contact.

主动先伸出手去打招呼。

Be the first one to offer your hand.

你先做这个举动。

You be the first one.

别等着，说不定你们还会再见面。

Don't wait because you might meet somebody again.

我不想等别人先对我尊重，我才去尊重别人。

Well, I don't want to give them respect until I give respect.

对人友善，这种行为本身就是一种尊重。

Well, showing people kindness and things like that is a form of respect.

有时候忍住不说，也是一种尊重。

Holding your tongue sometimes is a form of respect.

我知道我本可以对你说那些话，但我没说。

I know what I could say to you, but I'm not.

我看到最重要的一点，其实背后就只有一个字：笑。

This is the biggest thing I see is the only thing underlying there is smile.

你根本想象不到，对客户微笑问候时，那种力量有多强大。

You cannot believe the power of a smile with the new greeting with a customer.

我不是说那种像加菲猫似的笑，安迪让我笑，结果你看到他那一口大牙。

And I'm not talking about the Garfield, know, Andy told me to smile and you're looking at his big grill.

我说的不是那种笑。

That's not what I'm talking about.

你要笑得自然，眼神要真诚，别死盯着人，认真听，带着微笑，跟每位客户交流时都要做到眼神交流。

You want to have a smile that's natural to you, good eye contact, but not staring and listening, good listening and smile and give great eye contact with all interactions, all interactions with your customer.

因为二十到三十分钟内，从你打招呼开始，你可能就要跟他们聊他们系统里出的严重问题。

Because in twenty or thirty minutes, from the time you greet them, you may be talking to them about something pretty catastrophic with their system.

你可能会想，天啊，这事儿真够糟心的，得赶紧把系统修好。

And you might go, man, don't get to flip a system or something like that.

但这时候再梳头刷牙准备下一次见面就晚了，你从一开始就该是这样的人。

Well, that's not the time to comb your hair and brush your teeth after to prepare for that second meeting, you should have been that person to begin with.

所以，要始终如一。

So be consistent.

但你如何处理初次打招呼，会极大影响之后的所有互动，我会给你一些证据来说明这一点。

But how you handle that initial greeting has a huge impact on the rest of the interactions and I'm going to give you some proof on that.

你其实是有选择的，对吧？

You have choices, right?

我不是在说百威淡啤，也不是在说该穿多少露背装，这些我都没提。

If you just look at that, say well and I'm not saying Bud Light or Bud, you know, I'm not saying what choice of beer, I'm not saying how much butt crack you should show.

完全不是这个意思。

Nothing like that.

但关键在于，你要自己做决定。

But you decide.

这些照片会不会让客户对你产生某种判断？

Are there some judgments that could be made with these pictures from a customer?

要是有人觉得不公平，说：‘安迪，他们这样评判我，这不公平’，你怎么看？

Was it fair if some guys say, well, it's not fair, Andy, that they judge me.

我说：好吧。

I said, okay.

很好。

Great.

欢迎来到现实世界。

Welcome to Realville.

人们会对你评头论足。

People are gonna judge you.

他们根本都不认识你。

They don't even know you.

他们不知道我有多友善。

They don't know how nice I am.

确实不知道。

Well, they don't.

但你穿成那样把他们吓到了。

But you freaked them out how you dressed.

你看起来一点都不专业。

You looked unprofessional.

车库里滴了油，这种事就不妥。

Oil in the driveway was not good, that kind of thing.

所以我说的重点是，你做的每一个选择都有影响，不只是穿着，还包括你说话的方式、整体形象，这些统统都很重要。

So anyway, my point is on that slide is your choices make a difference, not just how we're dressed, how we communicate, how we look, all that matters, every bit of it.

很多年前罗恩·史密斯就教过我这个道理，我换了个说法，但客户从不会夸你技术多厉害，他们只记得你让他们感觉怎么样。

Ron Smith taught me this years ago, I put it in a little different wording, but customers never compliment your technical skills, only how you made them feel while you're in their presence.

我来这个会议好多年了，你们这些人对技术的执着真是没得说。

And I've been coming to this conference for years, you guys are head over the eyes serious about being technical.

我很欣赏这一点。

I love that.

我完全支持。

I support that 100%.

但如果我们拿一份详细的报告，不是那种摘要，而是每一条都跟客户逐字逐句地过一遍，让我一条一条给你讲清楚——

But if we take a measure quick vital not the vitals report, but the detailed report and try to go over every line with the customer, let me go over every one of this with you.

你该明白，这根本不是个好办法。

You realize that's a bad idea.

对吧？

Right?

太专业了。

Too technical.

信息量太大了。

Too much information.

有时候，好东西给得太多，反而会把自己淹死。

We can drown ourselves by drinking too much water that we have to have.

物极必反。

Too much of a good thing.

后来我就上网找了几家公司的客户评论。

Now what I did was I just went online and grabbed a few different companies and some of the comments from the customers.

第一个，我想你们都认识这家公司。

First one here, I think you all know these guys.

他们用过几次Kalos。

They use Kalos a few times.

他们每次为我们商业和住宅楼进行升级和维护时，效率都极高，服务也特别到位。

They upgraded and maintained several of our commercial and residential buildings each and every time they operate with amazing efficiency and customer service.

他们对Navac探头有什么评价？

What did they say about the Navac probes?

他们对你那个238微米的真空设备怎么看？

What did they say about your two thirty eight micron vacuum?

你有没有收到过像我这样的认真反馈信？

Do you ever get letters like I'm serious?

有没有人收到过这样的信，说‘哇，那个仪表员的操作简直太惊艳了’？

Has anybody ever got a letter that says wow, that meter guy was using blew me away?

真不敢相信你还在用那些新玩意儿。

Can't believe you use that new stuff.

他们不会走那条路。

They don't go that way.

我可不是在开玩笑。

And I'm not trying to make a joke.

我只是想再把话题拉回到Realville。

I'm just again trying to bring in to Realville.

还有另一家公司，Mission Critical的暖通空调团队。

There's another company, Mission Critical's HVAC.

这是一家本地公司，我很推荐。

It's a local company I recommend.

我跟他们合作四年了，从来没对他们的质量失望过。

I've been with them for four years, never been disappointed with the quality.

我特别提这一家，是因为他们把员工的名字都标出来了。

And what I highlighted this one because they dropped the text names.

Clinton、Willie、Dustin的服务都特别到位。

Clinton, Willie, Dustin provide great customer care.

服务真的没得说。

Great customer care.

John和他团队在Honest Heating做事非常专业又高效。

John and his crew at Honest Heating were very professional and efficient.

所有事情都解释得很清楚，把我们的所有问题和顾虑都答全了。

Everything was well explained and answered all our questions and concerns.

他们做得特别周到，确保每件事都做对做好，特别在意客户的体验。

They went above and beyond, making sure everything was done right and well, very conscious of customer satisfaction.

再举一个例子。

Here's another one.

我周六打了个电话，他们一小时内就上门了。

I called on Saturday and they came within an hour.

Kyle做得特别棒，把每一步都讲得明明白白，强烈推荐。

Kyle did a great job, explained everything they did, highly recommend.

我们以后一定还会找Innovative Air。

We'll definitely use Innovative Air again.

再说一遍，提到技术人员的名字，我觉得特别重要，他们这么做真的很到位。

And again, mentioning the tech's name is to me critical when they do that.

有一家来自弗吉尼亚的公司，我听说他们是我这辈子见过的最棒的空调团队。

Company out of Virginia here I know says the best HVAC team I've seen my whole life.

你看到这些的时候，觉得读起来怎么样？

Did you like reading that when you saw that?

这真的挺棒的。

That was really cool.

这是你第一次看到这些内容吗？

Was this the first time you're seeing this?

我昨晚从你们网站上看到的。

I got it off your website last night.

谢谢你的提及。

Thanks for the mention.

我这儿设了个打赏二维码。

I got a tip jar.

不过话说回来，这些评价说明了，当顾客满意时，他们真的愿意表达。

But anyway, these reviews demonstrate that people respond when they're happy.

他们的回应方式有两种。

They can respond two ways.

对吧？

Right?

我本来也可以挑那些一星差评，毕竟谁没遇到过呢。

That could have easily I could have said give me the one star reviews because we all have them.

不是所有人都觉得你无所不能。

Not everybody thinks you hung the moon.

我爷爷很多年前教过我一句话。

Something that my granddad taught me years ago.

我呢，是第三代做空调的。

I'm, again, third generation air conditioning guy.

我们家1956年就开始干这行了。

We started in 1956.

我1978年入行，但光修好机器可不够，得先修好客户的心。你们这些不擅长跟人打交道的，一听就犯愁：‘哎呀，你这小子，还让我当心理医生？’

I started in 1978 but it's not enough just to fix a unit, must fix the customer first and you guys that aren't people people you're like oh man, you're a kid, what do you want me to be Doctor.

菲尔？

Phil?

不，但你可以慢慢提高。

No, But you can get better at it.

你可以学会更懂别人。

You can get better at reading people.

你的回应方式也能变得更到位。

You can get better with your responses.

所以，这基本上就是我的观点。

So pretty much that's what I say.

我还会在为期两天的课程里，教技术人员这些，还有更多技巧。

I do, again, teach technicians these and more skills at my two day class.

课程在西乔治亚州举行。

It's in West Georgia.

下一期马上就要开了。

I've got it coming up.

我下一场课是3月24号和25号。

My next class is March twenty fourth and twenty fifth.

课程在佐治亚州的拉格朗日举行。

It's in LaGrange, Georgia.

如果你有兴趣，随时给我打电话报名吧。

If you're interested at all, don't hesitate to call me and get signed up.

每次课都报满的。

We always sell out.

每期只收12个人。

We only allow 12 people per class.

我偏爱小班教学。

So I like small classes.

我喜欢这种近距离的氛围，就是那种每个人都能参与的感觉。

I like the closeness of that, and nobody not talks, if that's the way to say that.

每个人都全神贯注。

Everybody's engaged.

好了，就这样，再见。

But anyway, bye bye.

谢谢你的到来。

Thank you for coming.

祝你今天剩下的时间愉快。

Have a great rest of the day.

最后我们可能还有点时间，可以回答几个额外的问题。

We may have time for a few extra questions at the end.

哦，这个我喜欢。

Oh, I love that.

有什么问题吗？

Any questions?

我听说在你们的培训里，得睡帐篷，是吗？

So at your training, I heard a rumor that you have to sleep in your tent.

真的吗？

Is that true?

我们已经连续十八年都是睡帐篷了。

We've been doing the sleeping in tents for eighteen years.

这可不是什么新鲜事。

This is not a new thing.

我已经这么做了十八年了。

It's something I've been doing for eighteen.

今年是我第十八年这么做了。

This is my eighteenth season doing that.

我们通常在春天和秋天做。

We do it in spring and the fall.

不过呢，每个人来的时候都会说，我带了帐篷。

But yeah, everybody shows up with I brought a tent.

外面现在有十四个这样的帐篷。

I've got 14 of those out there.

里面放了折叠床、床垫，还有手机充电器。

There's a cot in there, mattress, cell phone charger.

如果气温超过25度，我还会给你们帐篷里加个风扇，但你们每个人都是独自待在帐篷里的。

If it's above 75, I'll throw a fan in your tent too as well, but you're all by yourself in those tents.

谢谢你的问题。

Thanks for that question.

你们都提供什么吃的？

What kind of food do you serve?

我们来自佐治亚，所以主要是午餐肉和豆子热狗。

Well, we're from Georgia, so it's spam, beanie weenies.

不是的。

No.

其实，我们的餐食是项目的一部分。

Actually, our food is part of our program.

十二个人两天的伙食，我们大概要花两千美元左右。

We spend probably close to $2,000 on the menu for the 12 guys for the two days.

所以如果你想知道那块两百多美元的肉是怎么回事——他们一整天都在慢烤，比尔去过，也尝过。

So if that gives you any idea of a 200 and something dollar piece of meat that they're smoking all day, Bill has been there and tasted it.

他很清楚。

He knows.

我不确定有没有别人跟你说过，但我们确实是这样。

I don't know if anybody else has been there for you, but we're Yeah.

摩托车驾驶汤。

Motorcycle driving soup.

说到食物，我们这么做的原因之一是，你们每个人都经历过这样的事——参加过某个特别的活动，吃了一顿难忘的饭，那顿饭总会让你想起那个特别的时刻。

You know, the thing is about the food, one of the reasons we do that is and all of y'all have had this you've had a great event or whatever, some kind of something around a real special meal, and the meal will remind you of that special event.

所以我们才这么做。

So that's the reason we do it.

还有别的问题吗？

Anything else?

谢谢你的到来。

Thanks for coming.

祝你今天愉快。

Have a great day.