如何打造亿万富翁的童年

他说，他小时候家境特别穷，根本买不起新衣服，只好每天穿他爸留下的夏威夷衬衫。

Well, he was like, we grew he's like, I grew up really poor, and so I didn't have any we didn't have any money for new clothes, so I had to wear my dad's old Hawaiian shirts every day.

我就只有这些衣服。

Like, that's just all I had.

我的衣柜里全是这七件一样的衬衫。

My wardrobe was, like, seven of these.

我就穿着它们出门，被人笑话，可我实在没别的可穿。

And I wore them, and I got made fun of, but that's all I had.

所以我就一直这么穿。

So I wore them.

后来他卖了公司，有了一笔钱，就想试着换种风格，结果呢，又回到了老样子。

And he's like and then when I sold my company, you know, says something where it's like, I got, like, I got some money, and I tried to like, I tried to change, and then he's like basically reverted.

他说，我还是穿我喜欢的、熟悉的这些衬衫吧，这才是真正的我。

He was like, actually, I'm just gonna wear the shirts that, like, I like and I know and, like, this is what I'm all about.

我不需要靠穿名牌来证明自己成功了。

And I don't need the fancy clothes to, like, validate me as, like, I've done it.

我很喜欢这一点。

And I love that.

其他人觉得他几乎走到哪儿都带着那种“去你的”气场。

Others think he he carries that f u energy with him pretty much everywhere.

他有个特点，我觉得他并不是那种装硬汉的人。

A thing that he has that I don't find him to be a hardo.

我觉得他也不是那种让人受不了的人。

I don't find him to be insufferable.

我觉得他是个对自己的想法很有自信的人，哪怕你提出不同意见，他也愿意接受新观点，但他本身对自己的判断非常笃定。

I find him to be someone who's confident in his opinion, and you could challenge him, and he's open to new ideas, but he's very confident.

而且他才33岁，我记得和他聊天的时候他才这个年纪，真的非常年轻。

I find him, like, at a very young age I mean, when we talked to him, I think he was 33.

然后他就说，关于国防承包商啊，是这么回事。

And he was like saying like, here's the thing about defense contractors.

他们这件事做得不对。

They're doing this wrong.

这话可太敢说了。

That's a very bold thing to say.

对吧？

Right?

我很欣赏他这一点。

And I appreciate that about him.

以前我见过这些人，当时我就在想，我该怎么才能像他们那样呢？

And I used to meet these people and I used to think, how do I become like that?

但现在我在想，该怎么把孩子培养成那样呢？

But now I think, how do I raise children that are that way?

怎么才能在这么小的年纪就让孩子这么自信，又不会让人觉得讨厌呢？

How do you raise kids that are that confident at such a young age, but not in an insufferable way?

而且我觉得，他们的自信是建立在扎实研究基础上的，说到什么都有据可依。

And also in a way where I think they've backed it up by studying whatever they're gonna say.

你有没有想过，他父母大概是怎样的呢？

Have you ever thought about what do you think his parents were like?

我猜你提到他小时候家境贫寒，家里并不富裕，但他们还是教会了他：你一定能行，你一定能找到办法。

I I guess you said he was raised poor, so he had a not a wealthy family, and yet they still were able to, like, instill the sense of, like, you can do it and you can figure this out.

不过我不确定，这到底是父母用心培养的结果，还是你成长的环境本身带来的影响。

Well, I'm not sure how much it is watering the plant versus the soil you're you grow up in.

举个例子，为什么世界上最有成就的人，往往都来自条件较差的背景？

So for example, there's a reason that the most successful people on Earth typically come from disadvantaged backgrounds.

你有没有想过，为什么那么多成功人士都有阅读障碍？

You you go look at, you know, why is, you know, sort of dyslexia so common amongst successful people?

这比例高得有点不正常。

It's like, is disproportionate.

按理说，成功人士里有阅读障碍的比例应该和普通人差不多，但事实却远高于平均水平。

You know, you would expect it to be the proportion of dyslexia in the population, but, no, it's a higher percentage in successful people.

再比如，为什么那么多运动员都来自贫困家庭，或者单亲妈妈带大的环境？

Or, you know, why are, you know, so many athletes come from, you know, poor families and single single mother homes and things like this.

他们根本没有最好的训练条件、最顶尖的装备，或者任何其他优势。

Like, you know, they don't have all the training and the advantages and the best gear and the best anything.

对吧？

Right?

但他们拥有一样买不到的东西，那就是一种永不满足的渴望。

But, like, they have the one thing that can't be bought, which is, like, this sort of insatiable hunger.

所以我认为，自信是生活中经历冒险和逆境后自然产生的结果。

And so I think that confidence is a byproduct of the adventure and adversity you've faced in your life.

你不能只是简单地让人‘要自信’。

So you don't just say be confident.

真正想变得自信的人，应该去多经历些冒险和逆境。

Actually, the advice to somebody who wants to be confident is go have more adventure and adversity.

随着时间推移，你会因为这些经历而变得越来越有底气——当你一次次把自己扔进陌生的环境，或一次次面对困难却依然挺过来，哪怕没赢，但你活下来了，下一次再遇到类似的事，就不会觉得那么可怕了。

It will make you will get hardened by confidence over time because the more adventure you do where you put yourself in unfamiliar situations or the more adversity you face and you come out still surviving, even if you didn't win, you survived, then the next thing doesn't seem all that scary.

你会在心里想：我都经历过那些了。

You sort of think to yourself, well, I did all those things.

那这次的新情况，我当然也能应对得很好。

Of course, I can go into this new unfamiliar situation and thrive as well.

所以我觉得，这种自信不是父母告诉你的那种，而是来自你所处的环境。

And so I think that the confidence is not so much like, you know, his parents told you, but but, like, you know, the environment.

比如，你小时候家境贫寒，但喜欢摆弄东西，或者是个书呆子，能接触到某些书，你就知道，这些看似微不足道的小事，其实影响巨大。

Like, if you grow up and you're poor, but you're tinkering or you're nerdy or you have access to certain books, you know, it's it's kind of amazing how these very small things make a difference.

今天早上我读到一个关于丹·布朗的故事。

There's a story I read this morning actually about Dan Brown.

你知道丹·布朗是谁吗？

You know who Dan Brown is?

就是那个作家。

The author?

他写了《达·芬奇密码》，还有那些惊险冒险类的小说。

He wrote the da Vinci code and, like Oh, okay.

他还写了不少其他惊险冒险类的书。

A bunch of other, like, thriller adventure books.

是的。

Yeah.

是的

Yeah.

就是那种

Where a

英雄踏上冒险旅程的故事

hero goes on a quest.

里面有个谜题

There's sort of a puzzle.

主角得解开它

They gotta figure it out.

丹小时候，圣诞节并没有在树下收到礼物

Growing up, Dan did not find Christmas gifts under his Christmas tree as a child.

他父亲理查德·布朗是个数学老师，会在树下放一张藏宝图

His father, Richard Brown, a math teacher, instead put a treasure map under the tree.

丹就得跟着藏宝图，从屋里到邻居家一路找线索，最后才找到礼物

And Dan would have to follow the treasure map to for for a trail of clues all over the house and sometimes all over the neighborhood until he finally found the present.

这件事在他心里埋下了一颗热爱解谜、破解密码和寻宝的种子。

This sparked a deep love of solving puzzles, cracking codes, and hunting treasures.

后来他把这份热爱倾注到创作里，写出了《达芬奇密码》《天使与魔鬼》等悬疑小说，全球总销量超过2亿册。他的书核心内容都是破解密码、解读密文，这也是他所有作品的灵魂所在。

He channeled this into Da Vinci Code, Angels and Demons, and other thrillers that have sold more than 200,000,000 copies, all about cracking ciphers, untangling coded messages, which is which is the heart of his books.

这件事告诉我们，童年的执念能成为源源不断的灵感源泉。

A lesson from this, a childhood obsession can be a source of infinite inspiration.

如果你成年后想找到一段有意义的人生探索，不妨回想一下小时候怎么玩都玩不腻的那些玩具和游戏。

If you wanna seek a meaningful quest as an adult, look towards the childhood toys and games that you couldn't get enough of.

那个里面说不定还藏着线索呢。

There there may be clues in there.

这也太有意思了吧。

It's so funny.

听起来挺有意思的，不过这种情况我遇到过好多次了，我还在想有没有什么研究能证实这件事，真的遇到好多次了。

That's the that sounds like a cute thing, but there's been so many times, and I wonder if there's actually like research that verifies this, but there's been so many times.

之前我们在MFM节目里请过罗伯特·格林来做客，那期节目效果特别好。

We had Robert Green on MFM a while ago, and that was really great.

他说，要找到你愿意为之投入一生的事情，得先做一件听起来简单、实际很难的事：回到你12岁的时候，回到那些外界压力还没找上你的时候，回到你还不会觉得什么事很蠢、不够酷的时候，回到你还没变得麻木冷淡，还能对一切充满热情的时候。

And he said to find the thing that you wanna dedicate your life to, you have to do something that sounds easy, but it's really challenging, which is you have to revert back to what you were like as a 12 year old before you had people who put pressure on you, before you realized that something was stupid or uncool, and before you got jaded and when you were excitable.

然后问问你自己，那个时候你最痴迷的事情是什么？

And you have to ask yourself, what was that thing?

而且我经常听到大家都在说，成年人想要做出一番成就，就得逼着自己找回孩童时期的状态。

And I've heard people talk about this constantly of like, in order to be great as an adult, you have to do this challenging thing of pretending to be a kid.

你小时候有没有什么特别痴迷的东西？

Where were you weird as a child?

对。

Yeah.

对你来说会是什么呢？

What would it be for you?

那你回想一下那个阶段，你都在忙些什么？

So if you think back to that era, what were you doing?

那时候你大概十二三岁吧。

You're 12, 13, 14.

咱们就以八岁到十四岁这段时期为例吧。

You know, let's let's take this window, eight to kind of 14 years old.

那时候我疯狂地玩滑板。

Skateboarding a ton.

我整天拆遥控车，然后想办法重新组装，搞出些新花样，就为了躲着做家务。

I was skateboarding a ton and I was always taking apart remote control cars and building them back to building them in interesting ways to get out doing chores.

比如，我花整整六个月，把一辆遥控车改造成带拖把的，因为我特别讨厌扫地。

For example, I spent a whole six months trying to rebuild a remote control car so I had a mop on it because I hated sweeping the floor.

我清楚记得那时候着了魔似的干这事，还做模型飞机，就是那种有详细说明书的拼装模型。

And I distinctly remember doing that and being obsessed with it or and building modeled airplanes, like assembling things that had clear instructions.

我特别喜欢摆弄这些。

I love doing.

所以某种程度上，你选择去动手创造，而不是去上九点到五点的班。

So, I mean, in a way, you're you chose to build things instead of doing nine to five instead of doing a job.

对。

Yeah.

其实，我还特别热衷于卖CD。

Well, I also I loved I had a huge passion for selling CDs.

我记得那时候我卖那种烧录的CD，成本大概三美元，能卖三十美元，我特别喜欢干这个。

I remember I used to make like $30 selling like $3, you know, burned CDs, and I loved doing that.

有一段时间，我还真以为自己要进这行呢。

And for the longest time, I thought I was gonna industry.

我的偶像还是美剧《明星伙伴》里的Arie Gold。

My hero was Arie Gold from the TV show Entourage.

后来我去了贝尔蒙特大学，因为他们有个音乐商业学位，我读了三年。

And I went to Belmont University because they had this degree called a music business degree, which I made it through three years.

然后我就想，干脆退学吧。

And then I was like, I'm gonna drop out of school.

随便给我个最容易拿的学位就行，用我现有的学分凑够。

Just give me like the easiest degree I can get, like with the credits that I got.

所以最后我没拿到那个学位。

So I didn't get to complete that degree.

而我之所以进入传媒行业，之所以喜欢现在这份内容行业的工作，本质上是因为我原本就想和娱乐圈的人共事。

But the reason I got into media and the reason why I probably enjoy doing this and working in the content game is because I wanted to work with entertainment people.

但后来我发现好莱坞圈里全是不靠谱的人，我实在受不了他们，不过我倒是能自己打造一个类似的小天地。

But then I realized that Hollywood is full of idiots and I hated them, But I can build my own little world like that.

原来是这样。

Yeah.

我也说不清这些到底有几分是占星那套套路，就是那种事后牵强附会，把所有经历都往模子里套的感觉。

I don't know how much of this is, like, horoscopes or whatever where where you just sort of you try to backtest and fit fit anything into it.

我昨天刚好在奥斯汀，还和莫尼什·帕尔一起录了个播客。

But I just was in Austin yesterday, and I did a podcast with Monish Parr.

莫尼什总喜欢讲些关于巴菲特的经历，他提出的一个观点是，人在五岁的时候，性格里绝大部分的特质就已经基本定型了。

Monish has this thing where he tells these stories about Buffett, and he says his his theory is basically that a huge percentage of your personality is pretty hardwired and baked by the time you're five years old.

人这一辈子，也不想一直和自己的本性拧着来。

And you you don't wanna spend your whole life fighting your your nature.

所以这是首先要考虑的事。

So that's the first thing.

然后他还说，对于孩子，我们做的往往跟该做的完全相反。

And then he says that for kids, we do pretty much the opposite thing we're supposed to do.

他说，从脑科学的角度来看，人类大脑有一个黄金窗口期，我记得他说是8到18岁之间。

So he says the human brain, if you just look at brain science, is that there's a golden window between, I think he says, the ages of eight to 18.

所以这十年里，孩子的大脑发育方式很特殊，如果你能在这个窗口期内进行专项训练，他们就能发展出非常惊人的能力。

So there's this ten year window where a child's brain is developing in such a way that it can it can specialize and do some incredible things if you specialize during that window.

那些做到极致的人，比如比尔·盖茨写代码的时候，马克·扎克伯格开始学编程的时候，或者MrBeast 12岁就开始拍YouTube视频的时候，你会发现，这些最终取得非凡成就的人，往往都是在黄金窗口期内做了非常专注的专项训练。

And the people who do, and if you go look at, like, oh, Bill Gates when he was coding or Mark Zuckerberg when he picked up programming or mister Beast when he started doing YouTube videos at age 12, like, it's often that these people who become the extreme performers that they were doing something pretty specialized during this golden window.

他说，在学校里，我们教他们的恰恰是反过来的做法。

And he's like, in school, we tell them to do the exact opposite.

嘿。

Hey.

去上学，每门课花三十分钟。

Go to school, spend thirty minutes in eight different subjects.

别指望每门课都钻研得多深。

Don't, you know, go an inch deep in each one.

别对任何事上心。

Don't care about anything.

别去专精什么。

You know, don't specialize.

要变成那种样样都懂、样样不精的人。

Become this, like, super generalist.

这就是我们现在的教育模式。

That's the factory model that we have.

所以说，我们其实是在害他们。

So he's like, it's we're doing them kind of a disservice.

他说，当孩子五岁的时候，他们的天性差不多就定型了。

He's like, your job as a parent is, you know, by five, their nature is is somewhat baked.

你要去观察。

You observe it.

在八到十八岁之间，只要他们对某件事表现出兴趣或痴迷，就全力支持。

In eight to 18, if they show an interest or an obsession at anything, feed it.

就让他们放开了去钻研这个爱好

Let them go crazy with it.

任由他们沉迷进去也没关系

Let them get obsessed.

最后，尽可能给他们找一个优秀的同龄圈子。

And lastly, like, get them around as good of a peer group as you can.

在他看来，家长能做的基本上也就只有这些了。

Those are really the only things you're gonna be able to do is kind of his opinion.

我不完全同意这个观点，但我觉得挺有意思的。

I don't know if I fully agree with that, but I I think it's interesting.

然后他讲了个巴菲特的故事，说巴菲特小时候做过各种小生意。

And then he tells a story of Buffett, and he's like, you know, when Buffett was a kid, he did all kinds of little hustles.

对吧？

Right?

比如他买件东西，然后再卖出去。

Like, he would buy a thing, and he would sell it.

对吧？

Right?

比如在酒吧理发店放可乐瓶和弹珠机。

So Coke bottles and pinball games inside of bar barbershops.

但他特别喜欢做的一件事，就是去赛马场，看别人下注。

But one of the things he loved to do was he would go to the racetrack, and he would watch other people betting.

他自己从不下注。

And he didn't bet.

他那时候还是个孩子。

He was a kid.

但他就盯着别人下注。

But he would watch other people betting.

他会观察马匹，研究赛道，然后每天结束的时候，去捡那些从赛马场出来的观众丢掉的投注单。

He would watch the horses, study the track, and then what he would do is at the end of the day, would go collect all of the discarded betting slips that the you know, people go to horse track.

他们喝酒。

They drink.

就是来看赛马的

They watch the thing.

玩得都很尽兴

They're having a good time.

他们就随便把自己的赌马票扔了，他却发现这些票里有的根本没输——有的其实中了第三名，能领奖金。

They just check away their their their betting tickets, and he would see that, oh, actually, this wasn't a this wasn't a losing ticket That actually, they got a third place payout here.

那些人自己都没意识到这件事。

They didn't realize it.

或是有人中了第二名的奖金，但没去领

Or they got a second place payout here.

他们自己都没发现这件事

They didn't realize it.

他就会去捡这些票根，你懂的，九成都是没用的废纸，

He would collect all the and, you know, 90% of it's trash.

但哪怕只有一成能兑到钱，他就会找他姑姑帮他去兑现这些票，他就是靠这个赚零花钱的。

But if even 10%, he could make some money, then he would ask his aunt to go cash the tickets for him and shoot and that's how he made money.

这其实和价值投资没多大区别。

And, like, it's not that different than what value investing is.

对吧？

Right?

他会去研究上千家公司，就像上千张彩票一样。

He would go look at a thousand companies, a thousand tickets.

你知道的。

You know?

大部分都是没用的。

Most of them are rubbish.

但只要发现一个有隐藏价值的，他就立刻下手，然后赚钱。

But when he found one that had, like, hidden value, he would pounce on it, and he would make money.

沃伦·巴菲特在投资生涯的头十几年，基本上就是这么做的。

And that's essentially how Warren Buffett, you know, invested for the first, you know, whatever, ten, fifteen, twenty years of of his of his investing career.

他七岁的时候就买了第一只股票。

And he bought his first stock when he was seven.

你知道吗，他那时候正好赶上了这样一个黄金时期，我觉得特别有意思，尤其是对你我这样有孩子的人来说，虽然孩子还没到那个年纪，但我会经常想这些事。

And, you know, so he was doing things in this kinda golden window as well, which I think is interesting, especially, you know, for you and I, we have kids, not at that exact age yet, but, you know, I think about that stuff.

我不确定你能多大程度去掌控这件事，或者是否该去掌控，但至少值得留意一下相关的信号，别对它们视而不见。

I don't know to what extent you can control it or you want to try to control it, but it does seem like it's worth knowing that and looking out for the right signals rather than being blind to it.

我不是信教的，但小时候上的是天主教学校，圣经读得可不少。

There's this I'm not religious, but I grew up going to Catholic school, and you gotta read the Bible a lot.

有这么一个圣经故事，讲的是一个人站在火山旁边，或者我记不清具体场景了，反正就是发生了地震，或者某种自然灾害。

And there's this biblical story where it's like someone's by a volcano or some or I forget what it is, but it's there's like a loud, like, earthquake or like a natural disaster.

然后有人告诉他，你要仔细听上帝在对你说什么。

And then they're told, like, you have to listen to what God's telling you.

他就想，这么大的声响，可我根本听不到有人在跟我讲话啊。

And they're like, well, hear this really loud noise, but it doesn't like I don't hear like a person talking to me.

可人家说，就算周围再吵，上帝跟你说话的声音，也往往是轻得像耳语。

And they're like, even when things are really loud, the whisper or the God talking to you, it's gonna sound very faint in a whisper.

难点就在于，当周围一片喧嚣时，你得特别留神，因为最重要的信息，往往就藏在那微弱的耳语里，你得努力去听见它。

And that's the challenge is you have to like, you know, like really pay attention when there's a lot of loud noise because the most important stuff is just gonna be a really faint whisper, and you have to like try and hear it.

至于上帝传达的讯息，我其实并不太在意。

And I don't really care about the message when it comes to God on that one.

但我确实觉得，很多时候你被要求去做什么，或者内心有股冲动，那声音往往不是大喊大叫。

But I do think that like one of that's what this thing is because it's like that whatever you're being told what to do or you feel compelled to, it's a lot of times it's not a yell.

而更像是一声极轻的低语，你得特别留心才能听见，这其实挺难的。

It's like this really small whisper that you have to and like that's like quite challenging.

想听清楚自己真正被吸引的方向，或者你的能量在把你往哪儿推，真的不容易。

It's really hard to try and listen to like where you're being drawn to, you know, like, or where your energy is pulling you to.

这可不是推着你走。

It's not a push.

而是一个非常、非常、非常微弱的轻推。

It's a very, very, very small, like faint nudge.

没错。

Right.

对。

Yeah.

而且在那儿

And there

过程中可能会出现一些误判。

might be false positives along the way.

只有事后回想起来才看得清楚。

And it's only obvious in hindsight.

比如，我刚才在想，我12岁的时候在做什么呢？

Like, when I was thinking about that, like, what was I doing when I was 12?

因为我以前并不是这样，我其实对这点挺没自信的。

Because I wasn't and I used to actually be, like, kinda insecure about this.

我小时候没怎么卖过柠檬水，也没倒腾过CD、球鞋之类的东西。

I was like, I wasn't really selling lemonade as a kid and, you know, flipping CDs and and and sneakers and whatever.

我现在投了不少创始人，发现他们身上都有那种特质，但我自己真没有。

Like, the entre the pattern I see now that I invest in a lot of founders, I'm like, I didn't really have that.

至少在我身上，那种想做生意的念头，直到我21岁才真正冒出来。

Like, the light bulb didn't come on for me at least in terms of, like, trying to do business until I was, you know, 21.

说实话，我觉得我自己也算不上最棒的创业者或CEO。

And frankly, like, I don't think I'm the best entrepreneur or CEO anyway.

所以，也许这确实是个信号。

So, like, maybe that's that's true that that was the signal.

但当我回头仔细想想，还是发现了一些线索——那时候我到底在忙些什么？

But there were a couple of couple of signs that I when I did think back and I actually, like, took more time to think about it, was like, what the hell was I doing back then?

我当时真正热衷的是什么？或者，我天生擅长但没太在意的本事是什么？

What was I really into in a way that, like, or what was I naturally pretty good at that I didn't maybe pay as much attention to?

但现在我可以好好想想了。

But now I can think about it.

我突然想起来两件事：小学六七年级的时候，我莫名其妙报了个即兴表演班，还参加了比赛，居然一路打到了得克萨斯州的决赛。

And the two that came to mind was I randomly, like, entered a, like, a improv class, an improv competition when I was, like, in sixth or seventh grade, and we, like, made it to, like, the Texas State finals or whatever for, like, what we were doing.

那是双人即兴表演，就是这种形式。

It was like a duo's improv, which, like, that's what this is.

这跟我们现在每周两次干的事，一模一样。

This is duo improv, what me and you do twice a week.

而且，说实话，那件事做起来还挺顺手的。

And, like, that actually did come pretty easily.

我做得挺开心的。

I did have a lot of fun doing it.

不过我没把它当成主业去死磕，毕竟你知道的，生活总得继续。

I didn't triple down into it because I you know, whatever.

日子就这么过下来了。

Life happened.

我父母没帮我，我也不知道该去求助。

My parents didn't didn't help me, and I didn't know to ask for it.

不过，也许这本身就是一个信号，意思是嘿。

But, like, maybe there was a signal there of like, hey.

你挺喜欢这种即兴发挥、临场反应、跟搭档互动的感觉。

You kinda like this making things up, thinking on your feet, riffing off a partner.

那有没有其他途径可以实现这一点？具体会是什么样子呢？

There was another way to do that, what would that look like?

你知道吗，我以前真没想过会做播客，但现在回头看看，倒也说得通。

And, you know, I don't think I could have predicted podcasting, but it does make a little bit of sense now that I

我喜欢播客。

like podcasting.

前几天有人问起你，我就说，说不定在另一个平行人生里，或者甚至就在这一生里，Shaan早该当喜剧演员或者进娱乐圈了。

The other day and someone asked about you, and I was like, in another lifetime or maybe even this lifetime, Shaan's gonna be either like a comedian or something in show business.

我小时候确实演过一两部电影，大概就是小学六年级、七年级、八年级那会儿。

So that would I was in a movie or two when I was, like, a little a little, like, in same same era, sixth, seventh, eighth grade, something like that.

还有一件事我注意到，就是我特别爱玩电子游戏，这挺常见的。

And then the other one that I noticed was I love video games, which is pretty common.

男孩子嘛，都喜欢玩电子游戏。

You know, boys love video games.

但我玩游戏的方式有点特别。

But the way I played video games is a little bit weird.

所以我要说，咱们不妨留意一下那些特别的地方。

And so if I said, what was let's pay attention to the weird.

你知道吗，我以前常玩《Madden》或者《NBA 2K》，但其实根本不会去打比赛。

You know, I used to play Madden or NBA two k, but I would basically never play the games.

我只玩经营模式，就是当你当球队经理。

I would only do franchise mode, which is just where you're the general manager.

你得组建球队、选新秀。

You're building the team, drafting the players.

本质上，你是在下注。

You're basically making bets.

你得去考察球员、做投资、模拟比赛结果。

You're invest essentially, like, scouting, investing, simulating to see the result.

我就这么一模拟，一玩就是几十年，从来都没真正打过一场比赛。

And I would just simulate, like, decades in these games without ever playing the actual game.

我妹妹老笑话我：你到底打不打这游戏啊？

And my sister would make fun of me like, are you ever gonna play this game?

你这不就是搞了个虚拟阵容吗？

Like, what is this, like, fantasy roster you're building?

但说实话，我也说不准。

But, yeah, I don't know.

我觉得回头看看还挺有意思的。

I think I think it's interesting to go look back.

我不确定这到底有多少是人为编造的故事，有多少是真实情况，但也许其中真有点道理。

I'm not sure, again, how much of it is, like, forced narrative versus reality, but maybe there's something to it.

我已经听过太多次了，不得不认真对待了。

I've I've now heard this enough times where I kinda gotta take it somewhat seriously.

我觉得这很重要，就像你往墙上拧螺丝的时候。

And I think it is important because it's like when you are screwing a screw into the wall or whatever.

如果你一开始就没对准角度，不管你怎么使劲，都只会一直卡着。

And if you start out crooked, right, if you're at the wrong angle, no matter really how hard you push, you it's just constant friction.

对吧？

Right?

你只会把墙弄坏、把螺丝拧断，还把自己的手腕弄伤，就是拧不进去。

You're just, like, breaking the wall, breaking the screw, and breaking your own wrist trying to make it go in.

而一旦对准了，就很简单，轻轻转四圈，咔哒一下就进去了。

And then if you get things like aligned right, it's like, oh, just, you know, four spins to the right, click.

我觉得我以前很多生活经历，就像在歪着拧螺丝，做些愚蠢的项目，尝试根本不适合我的事，硬要当个不是自己的人。

And I feel like a lot of my life was pushing screws into walls at the wrong angles, you know, trying stupid projects, trying things that weren't really in my nature, trying to be somebody who I wasn't.

当我慢慢明白过来，自己真正天生喜欢做什么的时候，生活突然就轻松多了，也顺利多了。

And, man, life got a lot easier and it got a lot more successful when I sort of figured out, like, oh, what do I actually, like, naturally pretty inclined to doing?

你觉得你找到答案了吗？

Do you think you figured it out?

是的。

Yeah.

我觉得我们目前在做的事，大概就是最接近那个答案的了。

I think, like, what we do is, like, probably the closest approximation to it.

你看我现在做的，就是能一头扎进各种感兴趣的话题里，这一直都是我爱干的事。

Like, if I look at what I do today, I get to nerd out on topics, which has always been something that I would do.

我以前就总爱往这些深坑里钻。

Like, I would always go down these, like, rabbit holes.

然后这种即兴对话式的合作，能围绕话题自由发挥、不断生成新点子，我一直觉得特别棒。

And then this kind of duet improv type of thing, like, being able to riff on topics and being generative with ideas has always been good.

另一方面，就是投资。

And then the other side of it is investing.

我不想去参与那种具体的操作，但我喜欢当那个总策划。

I don't wanna, like, play the game, but I like being the GM.

我喜欢做那种 franchise 模式——只管大方向，不插手细活。

I like being the the sort of the the franchise mode of doing this.

所以现在，我在投资或者帮其他创始人孵化公司方面，成功率高多了。

And so I've had way more success, you know, investing or even incubating companies with other CEOs as operators now.

对吧？

Right?

我们投资组合里，与其说是天使投资，不如说更像那些我们持有大量股份的公司。

Like, I think in our portfolio is probably forget, like, angel investing, just like in the companies we own a big chunk of.

大概有四家公司，各有自己的 CEO，我完全不插手日常运营，结果表现远超当年我亲自创业、全身心扑上去的时候。

There's, like, four companies or so where there's four CEOs, and I don't do any of the day to day work, and it's performing so much better than, you know, back when I used to do my own startup, and I was all in on it.

对吧？

Right?

所以这种方式更适合我。

So this is a better fit for me to do that.

我不知道你有四家。

I didn't know you had four.

你做的很多事你都不提。

You're doing shit that you don't even talk about.

好，我打算过阵子聊聊其中几家。

Well, I wanna talk about some of them soon.

希望接下来几个月我能拿到些新消息，到时候再回来跟大家分享这些故事。

And, hopefully, I will have some news sometime in the next few months that I can I can come on in and and maybe start to tell these stories?

好。

Alright.

咱们先休息一会儿，我有个问题想问问大家。

Let's take a quick break, and I got a question for you.

当买家向AI寻求像你这样的解决方案时，你的业务会被推荐吗？

When a buyer asks AI for a solution like yours, does your business come up?

大多数公司对此一无所知。

Most companies have no idea.

等他们反应过来时，订单早就被那些知道怎么做的竞争对手抢走了。

And by the time they found out, they've already lost the deal to another company that did.

HubSpot 有 AEO（AI 优化）功能，能帮你在买家寻找类似你这样公司的关键时刻出现在他们面前。

HubSpot has AEO, which helps you show up up in the moments when the right buyers are looking for a company like yours.

在用户第一次点击、填写表单之前，这才是 HubSpot AEO 真正发挥作用的时候。

Before the first click, before they fill in the form, that is the moment HubSpot AEO is built for.

去 hubspot.com 看看，这是专为成长型企业打造的智能客户平台。

Check out hubspot.com, the agentic customer platform for growing businesses.

你觉得奥斯汀怎么样？

What did you think of Austin?

奥斯汀是个挺有意思的地方。

Austin is a funny place.

挺有意思的地方。

A funny place.

我回酒店房间，一开门，保洁员就在里面。

I went to my, like, hotel room, and I walked in, and housekeeping was in there.

我当时挺惊讶的，出来就跟本说：你们这儿的保洁员都是白人？

But I was surprised, and I came out and I told Ben, go, y'all got white housekeepers here?

我老婆请过一个白人保洁，我当时还说，我打赌她肯定吸毒。

I had a white housekeeper that my wife hired, and I was like, I bet you she's gonna be a drug addict.

结果真被我说中了。

And I was right.

她确实是个吸毒的。

She was a drug addict.

我再也不请这种人了。

I don't hire these guys anymore.

有段单口喜剧特别有意思，我记不清是谁讲的了，好像是阿齐兹，或者可能是哈桑。

It's like there's this great stand up bit where I forgot who it was, like, Aziz or maybe it was Hassan.

我记不清到底是谁说了。

I forgot who was.

就是有个印度裔的脱口秀演员聊起自己成功了以后，说自己要领养一个白人小孩。

Like, an Indian comic was talking about, like, how they made it, And they were like, I'm a go adopt a white baby.

就带个白人婴儿去各种场合，整大伙一下，说真的，太逗了。

Like, just bring a white baby to, like, events and, like, stunts on people because it's like, yeah.

我领养了一个白人小孩。

I I adopted a white child.

所以我也不太清楚。

So I don't know.

奥斯汀是个挺有意思的地方。

Austin's a fun place.

我是说，奥斯汀人口多，我们当时基本就在咖啡馆里坐着工作，结果好多人都过来跟我们说喜欢我们的播客。

I it's I mean, one interesting thing is because we're I mean, know, I mean, Austin, which is a much more populated city, and we were just sitting, like, in a coffee shop basically working all the time, so many people came up that loved the podcast.

那感觉挺棒的。

That was fun.

这太离谱了。

That's crazy.

对吧？

Right?

然后他们就会跟我讲他们的故事。

And then they would tell me their story.

对吧？

Right?

真是让人惊讶。

And it's like, oh, wow.

所以说，你其实能从这些人身上得到很多 podcast 的灵感。

So you you know, it's almost like you get a lot of ideas for the podcast.

多跟他们聊聊就行。

Just talk to these people.

有个人过来跟我说，他全身心投入社交销售和社交电商。

Like, this guy came up, and he's like, I'm all in on social selling, social commerce.

这两个词我分开都认识。

I know those two words apart.

那放在一起是什么意思啊？

What, like, what is it together?

那到底是什么意思呢？

What is what does that mean?

他大概就是说，有不少人靠给商品拍TikTok视频，就能赚几十万甚至上百万美元，他们只需要做内容拿 affiliate 佣金就行。

And he's basically like, you know, know, people who are making, you know, hundreds of thousands, if not millions of dollars just making TikTok videos for products, and they're just getting affiliate fees, just making content.

他们也不是什么网红。

And they're not influencers.

他们不是什么名人，但他们特别擅长卖东西，比如怎么把这款香皂、这个牙齿美白产品，还有你知道的，这些紧身裤、连帽衫卖出去，而且他们每个月能赚个四万、十万，甚至二十万。

They're not famous people, but they make, like, the best way to sell this soap, this teeth whitener, this, you know, these leggings, this hoodie, and that they're generating, you know, 40,000 a month, 100,000 a month, you know, 200,000

一个月四万，四十万。

a month, 400,000 a month.

都在哪些平台上做？

What platforms?

在TikTok之类的平台上。

On TikTok and whatnot.

所以，比如说，有那种直播带货。

So, like, there's the lot there's, like, live selling.

就是像Whatnot和TikTok这样的，另外还有那种短视频。

That's, like, whatnot and and TikTok, and then there's, like, just short form video.

我是说，我对这个概念并不陌生。

And I I mean, I'm not I wasn't, like, unfamiliar about this concept.

我们在电商品牌里也用了这个方法，但最让人惊叹的还是听到普通人自己的故事。

We use it in our ecommerce brand, but it's amazing just to hear the individual person's story.

对，就是这样。

It's like, yeah.

她以前在一家美发沙龙工作，后来直接把沙龙里的产品拿来，在TikTok上开始介绍。

She worked at this, like, hair salon, and then she just took the product from the hair salon and started talking about it on TikTok.

她没什么粉丝，但TikTok的机制就是这样，不管什么视频，都有可能像《美国达人秀》那样突然爆火。

She doesn't have a following, but the way TikTok works is any video you know, it's like America's Funny in some videos.

不管什么视频，都有机会在推荐页上火一把。

Any any video gets to have its, you know, its day on the For You page.

她当时就意识到，哇，原来是这样。

And she realized, like, wow.

她发现只要把自己做得看起来够真实就行。当然，说真实是加了引号的，因为实际上并不完全真实，但她们拍的时候都不怎么打扮。

If I just get good at kind of, like, authentically, and I use quotes because it's, like, obviously not authentic, but, like, they tend they don't look dressed up.

拍摄地点也不是什么高档地方。

They're not in a fancy place.

她们就在卧室里。

They're in their bedroom.

看起来就像是在跟你随便聊天一样。

They look like they're just talking informally to you.

就像那种，嘿，大家好。

Like, they're, hey, y'all.

我就是想跟你们说说，天哪，这个或者那个什么东西。

I just wanna tell you about, oh my god, this or, like, whatever this thing is.

他们靠这个赚得盆满钵满。

And they're just making a killing on it.

所以这个人就想围绕这个搞个公司，再做个播客。

And so, know, this guy was, like, trying to build the the agency around it and a podcast around it.

能举个具体产品例子吗？

What's an example product?

你说的是肥皂？

Soaps, you said?

随便什么都行。

Just anything.

啥都行，兄弟。

Anything, dude.

你有没有关注过最近这股风潮啊？

I don't know if you're seeing have you are you, like are you tapped into this, like, wave of what's going on?

没有。

No.

没有。

No.

没有。

No.

我没有TikTok，虽然也看过一些，但我经常在eBay上买东西。

So I don't I I I don't have a TikTok, and I've seen whatnot, but I I buy a ton of stuff off eBay.

所以我对买二手东西还挺了解的。

So, like, I know about, like, buying used stuff.

我可不傻，不知道你在说什么。

I'm not stupid, so I don't know what you're talking about.

我的意思是。

I mean

这跟eBay上的潮流没关系。

It's not part of the eBay trend.

对吧？

Right?

这全是新玩意儿。

Like, this is all new shit.

eBay？

EBay?

这就是eBay。

This is eBay.

我的意思是，社交电商这一套，全是新产品。

What I mean is social con like, it's all, like, new products.

不是那种按佣金算的模式。

It's not like, there it's just commission based.

他们卖的是别人的货，自己拿提成。

Like, they're selling someone else's stuff, and they're getting an affiliate fee.

他们不是自己卖，像三件那种。

They're not selling, like, three they're

没有授权是不行的。

not without permission.

所以他们根本不需要去接品牌广告。

So it's not like they needed to cut a brand deal.

对吧？

Right?

明白了。

Got it.

你直接从店里拿货，然后卖出去就行了。

You just grab the product from the shop, and then you sell it.

之后品牌方才会介入，他们还能监测你是不是真的带得动货。

And then brand starts and then brands can see if you move product.

对吧？

Right?

你要是能在自己的地盘把货销出去，之后商家就会给你寄免费的东西，让你试用他们的产品。

You move weight on your corner, and then they start sending you free shit to try their stuff.

接着你就可以出手试试卖他们家的东西了。

And then you could send you could try to sell their stuff.

如果有效，那就行。

And if it works, it works.

对吧？

Right?

如果你的视频做得好，品牌就会给你投广告。

Like, and if your video is good, then the brand puts ads behind it.

我们有个朋友叫Shaan Frank，他做了一个特别棒的播客。

So, like, there was a good a really good podcast by our buddy, Shaan Frank.

我觉得叫《Operator's Podcast》，专门讲电商的。

I think their podcast is called the Operator's Podcast, like a ecommerce specific podcast.

他采访了Comfort这家公司的CEO。

And he did one with the CEO of Comfort.

你听过吗？

Have you heard

这个品牌？

of this brand?

B M F R T？

B m f r t?

我看到那个人，还有个叫格雷格的，他搞了个叫Bloom的品牌，好像是做能量饮料的。

I see that guy, and I see this other guy named Greg who started a thing called Bloom, which I think is energy drinks.

但我发现这些人都到处冒出来，用的词我以前从来没听过。

But I'm seeing these guys all over the place, and they're using phrases that I've never heard before.

我知道UGC是什么，但他们用的方式完全不一样。

Like, knew what UGC was, but like they're using it in way different phrasing.

他们还暗示说，有成千上万人在替他们做内容。

And they're also like implying that they have like tens of thousands of people making this content on their behalf.

这对我来说完全是个陌生的概念。

And this is a totally foreign concept to me.

所以这个叫Comfort的公司，作为一个外人来看，短短五年内，从零做到了每年五亿美元的收入。

And so this company Comfort, as far as I could tell, as a total outsider, went from something like 0 to $500,000,000 a year in revenue in, like, five years.

我去看了他们的官网。

And I went to their website.

看起来就像一件抓绒连帽衫，我想。

It's just like a fleece hoodie, I think.

对吧？

Right?

是的。

Yeah.

超级基础的连帽衫。

Super basic hoodie.

不过确实是这样。

But yeah.

所以他们是个很好的例子。

So so they're they're a good example of this.

他们最后做到什么规模了？

How big did they get to?

他们的模式是这样的。

So the the model is this.

这个模式就是，你有一个产品。

The model is you have a product.

以前卖产品的做法，也就是过去十年的做法，是投Facebook广告和Google广告。

The old way of selling it was the old way as in the of the last ten years was you run Facebook ads and you run Google ads.

这两种广告的内容，都是由你的团队来制作的。

And for both of those ads, you, your team makes the content.

你通常会有一个内部的广告创意团队。

You typically will have an ad creative team in house.

一两个人，或者十来个，甚至十五个人。

One, two, ten, fifteen people.

他们的工作就是想出创意点子。

Their job is to come up with concepts.

他们会拍照片。

They do photo shoots.

他们会写脚本。

They do scripts.

他们制作静态图片。

They do static images.

然后交给设计师或剪辑师。

They give it to the designer, the editor.

你来制作这些内容。

You make it.

你来投放广告。

You run it.

看看哪些效果好。

You see what works.

你一直在投付费广告。

You're putting paid ads.

这招一直挺管用的。

That's what's been working.

但后来出现了新玩法。

Well, there was a new game in town.

如果你还记得的话，我大概一年前就隐约提过，我投资了这家公司，结果短短几个月内，它的营收从零飙升到了三千万。

And if you remember, I kinda hinted at this maybe a a year or two ago where I said I invested in this company, and it's gone 0 to 30,000,000 in revenue in, like, a few months.

你有说它是什么吗？

Was like you say what it was?

我不能说具体名字，但那个品牌确实火了。

I can't I don't wanna say the exact so the the brand blew up.

不是那种正面的爆红，是出事的那种爆红。

It was in a bad way, not the good blow up.

那是个保健品品牌。

It was a supplement brand.

生意做得特别猛。

It was crushing it.

产品本身没问题，但他们被亚马逊封了，因为涉嫌操纵其他公司的评价，比如给竞品刷差评之类的。

The product was all fine, but they got banned off Amazon because they were, like like, manipulating, like, reviews of other companies or stuff like that, like, of other brands or something.

亚马逊就问了：‘你们就是那个给别家写差评的吧？’

And so Amazon was like, oh, you guys were the ones who wrote a bad review about them?

完了。

Boom.

广告账户直接被封了。

Shut down your ad account.

他们根本没按规矩来。

They're doing they weren't playing by the rules.

公司就这么毁了。

Ruined the company.

我当时就跟你说过，这增长速度是我见过最快的电商品牌，短短几个月就从零做到三千万收入。

And I I think I even told you at the time I go, this is growing faster than any ecommerce brand I've ever seen and, you know, 0 to 30,000,000 in in a couple of months.

我记得我跟你说过这事。

And and I I think I told you.

我当时还说，希望一两年后能回来分享他们用的这套方法。

I was like, I hope I can come on in a year or two and say the the playbook that they use.

现在两年过去了，这套方法基本已经公开了：电商品牌的做法就是送产品做推广，也就是所谓的种子投放。

Well, the playbook is is more or less out now now two years later, which is that what ecommerce brands do is you basically gift or, you know, called seeding.

你得把产品送给成千上万的内容创作者来做推广，不是送一个、十个，甚至都不是送一百个。

You seed your product out to not one, not 10, not even a 100, but maybe thousand creators that are out there.

而这些创作者都是普通人，没什么名气的普通人。

And these creators are everyday people, non famous people.

所以这跟网红没关系，不是那种百万粉大网红，也不是小众博主，完全不是 influencer 那套逻辑。

So not not influencer, not micro influencer, not influencer.

就是闲时间比较多的普通人，他们天天刷TikTok和Instagram Reels，很清楚什么样的内容能火。

Person with time on their hands who has been on TikTok and reels enough to know what type of content could work.

这些人有时候可能只拍一条视频，但后来他们发现，其实应该每个月拍30到40条视频。

And those people will make sometimes just like, you know, one video, but what what ends up happening is that they realize, oh, I should just make 34 30 to 40 videos a month.

我应该每天都拍一条，而且我会用多个账号。

I should make a video every day, and I'll have multiple accounts.

然后我就发出去，你懂的？

And I'll post it, and I'll you know?

所以他们基本上是在快速测试各种内容。

And so they basically rapidly test content.

所以现在你不用再靠内部那几个人每月做10到20个创意素材，而且他们通常因为觉得‘这是我的本职工作’而思维受限。

And so now you've got, instead of having a in house team of a couple people doing 10 to 20 creative assets a month and usually just thinking inside the box because it's like, this is my job.

这就是我的工作。

This is what I do.

我在公司上班。

I work at the company.

我们有一套固定的做事方式。

We have a way of doing things.

你只是让市场、让大众去摸索出结果。

You're just letting the market letting the crowd figure this out.

你这是在众筹创意，而 UGC 指的就是用户生成内容。

You're crowdsourcing your creative, and that's u UGC means user generated content.

所以每个月你会发出三千到五千条不同的内容，大部分根本没人看，但总有几条会火起来。

So you're getting, in a given month, 3,000, 5,000 different pieces of content that go out there, most of which get absolutely no views, but a few of which pop off.

然后，当这些内容都发出去后，你再告诉那些已经参与进来的创作者们。

And then and then all of them look at you, then you tell all the creators who are, like, you know, on board.

你可以这么说，看

You say, look

这样效果最好。

at how this works best.

对。

Yeah.

这招管用。

This worked.

然后大家就开始互相借鉴、二次创作，整个群体的智慧每个月都在提升，他们也会持续尝试。

And then they all start to remix, and then they the the hive mind gets smarter every single month, and they keep trying to do it.

他们不断尝试超越自己之前的表现。

They keep trying to sort of one up themselves.

比如像 Goalies 这样的品牌，他们做的是维生素软糖。

And brands like Goalies Goalies, a a a gummy, like, vitamin brand.

不知道大家有没有看过他们针对这类内容的佣金结构。

I don't know if you've seen their, like, commission structure for this.

他们一开始只做苹果醋软糖，短短时间内就把营收做到了五亿美金左右。

They they started out with apple cider vinegar gummies and grew it to, like, you know, whatever, 500,000,000 or something in revenue in very short order.

什么？

What?

后来被罚了一笔，业绩一度下滑，但现在又卷土重来了。

And then they got slapped on the wrist, they kinda tanked, and they're coming back.

算了。

Whatever.

但关键是，他们在这套模式上确实挺激进的。

But, like, point is they were pretty aggressive on this model.

他们发现那些擅长做这类内容的创作者后，就开始给更多激励，不止是佣金那么简单。

So what they were doing was as they found good creators who were good at making this content, they started incentivizing them more than the commission.

这些平台本来都有个基础佣金比例。

So there's a default, like, commission on these platforms.

对吧？

Right?

百分之十五，百分之二十。

15%, 20%.

你自己定佣金比例。

You set your commission.

这个平台是哪个？

What's the platform?

TikTok。

TikTok.

TikTok商店。

TikTok shop.

所以你是从TikTok上找所有网红的？

Oh, so so so you find all your influencers on TikTok?

通常是这样。

Usually.

对。

Yeah.

哇。

Wow.

所以你是去找那些TikTok创作者的。

And and so you what you do is you go to those TikTok influencers.

对，没错。

Oh, yeah.

不好意思。

Sorry.

不是创作者。

Not influencers.

是TikTok创作者。

TikTok creators.

他们能拿到佣金。

And they get they get a commission.

所以，再解释一下这个系统，它是众包的。

And so, again, just to describe the system, it's crowdsourced.

量大得多。

It's way higher volume.

你每个月要处理的是成千上万条内容，而不是区区一百条左右。

So you're talking about thousands of pieces of content a month instead of, you know, maybe a 100.

你管不了它。

You don't control it.

你也操作不了它。

You don't operate it.

在很多情况下，你根本没见过他们。

In many cases, you never even met them.

他们直接拿走你的产品和店铺链接，然后自己决定：如果你是推广者，就用这个专属链接，卖出去了才有佣金。

They just pull pull your product and your shop listing, and they just decide you just say, I'm if you're an affiliate, use this use this tag so that you get paid if you sell product.

对吧？

Right?

这就是核心逻辑。

That's the core idea.

接下来发生的是，那些推广者开始疯狂行动了。

Now what happens is on top of that, goalie started going crazy.

他们当时就放出话来说，

So they were like, yo.

如果你能卖到一万美金，就能拿到百分之十五的佣金。

If you do $10,000, you get 15% commission.

如果你能卖到十万美金，就能获得去迈阿密的旅行机会。

If you do $100,000, you get, you know, a trip to Miami.

你做到一百万美元。

You do a million dollars.

你一个月就能拿到一百万美元。

You get a million dollars in a month.

你就能在迈阿密买套公寓。

You get this condo in Miami.

你就能买辆兰博基尼。

You get this Lamborghini.

他们开始乱送各种稀奇古怪的东西。

They started giving away crazy shit.

我这眼泪都是装的。

I'm making up the tears.

对吧？

Right?

对他们来说，这账算得通。

The the math made sense for them.

但他们有个特别离谱的套路，门将给创作者发奖，最顶配的是迈阿密一套公寓。

But they have this, like, I have this, like, one cheater that goalie was giving creators, and, like, the top thing was a condo in Miami.

再往下是辆兰博基尼。

The next thing was a Lambo.

再往下就只剩点小玩意儿，比如一条手链。

And then it goes all the way down to just like, oh, you get, like, a bracelet.

你知道的，就是那种去Chuck E. Cheese就能拿的奖品。

You know, like, you go to Chuck E.

奶酪，那边就是奖品墙。

Cheese, and there's the prize wall.

你最后可能拿到个劣质橡胶青蛙，但墙上挂着的，可是那种Nerf水枪。

And, like, you know, you end up with the shitty rubber frog, but, like, up there is, like, you know, the Nerf blaster.

这基本上就是他们采用的模式。

And they that is basically the model that they were doing.

已经有好几百个品牌积极采用这种策略，而且确实管用。

And so there's been several brands that I mean, several hundreds of brands that have aggressively used this strategy, and, yeah, it works.

效果非常好。

It works very well.

什么？

What?

我在看呢。

I'm looking.

我刚搜了一下。

I just Googled it.

上面说他们三十天内月营收从零做到了四百万美元。

It said that they went from 0 to $4,000,000 a month in thirty days.

哦，他们后来远超四百万。也许三十天那会儿是四百万，但之后涨得更高了。

Oh, they got way higher than 4,000,000 a They maybe they did in thirty days, but they went way high way past that.

好的。

Okay.

那我问你几个问题吧。

So let me ask you a bunch of questions.

我觉得这太有意思了。

This is so fascinating to me.

第一点，这种模式能赚钱吗？

One, is this stuff profitable?

那这样的公司，居然能发展到这么大的规模。

So a company like that, like, that got however big.

那4乘12算下来就是3600万啊。

So four times 12 is 36,000,000.

所以他们每个月至少能做到三千六百万。

So they they they were at least doing 36,000,000 a month.

他们很可能每个月做到几亿。

They were probably doing hundreds of millions a month.

如果你每个月赚这么多钱，那这家公司真的有价值吗？

If you're doing that amount of money, are you actually creating a valuable company?

你其实问了两个不同的问题。

Well, you asked two different questions.

一个是有没有利润，另一个是有没有价值，当……

Is it profitable, and is it a value valuable When

我说的利润，指的是现金流为正。

I say profitable, I'm gonna say cash flow positive.

应该是有利润的。

Should be profitable.

这很简单，算笔账就知道了。

Here's just basic math.

假设你给20%的佣金。

Let's say you're giving a 20% commission.

换句话说，你一开始不用垫任何钱。

So a way to think about that is you outlaid no cash upfront.

明白吗？

K?

所以不需要广告投入。

So no ad spend.

制作内容的风险由他们承担。

This is they take the risk of making the content.

如果他们卖出去了，你才付钱。

If they sell, then you pay.

你是从收入里抽成，而不是像普通广告那样提前付费。

So you pay out of the revenue, not upfront the way that normal ads work.

对吧？

Right?