我靠氛围感打造了一家价值20亿美元的企业

比如你逛商店的时候，会不会就觉得，天哪，这也错，那也错，全都不对？

Like, when you walk through the stores, are you just like, oh god.

是不是觉得到处都是问题？

That's wrong, wrong, wrong, wrong?

不幸的是，大多数人确实做得不对。

Most people do it wrong, unfortunately.

我教大师课，到处跑，讲品牌，讲怎么在TikTok上脱颖而出，这些对我来说都是本能反应，但对别人来说却像打开了新世界的大门。

I teach, like, master classes, and I go all over and I speak on brand and how you can break through on TikTok and all of these things that are inherently so first experience for me, just like second nature, and it's blowing their minds.

然后他们听完课，虽然很震撼，但还是不去做。

And then they'll go in and their mind is blown and they're still not doing it.

我真的很不理解。

And I just like actually don't get it.

所以说到品牌定位，这在我们一直做的事情里是核心中的核心，而且它其实是一份永远在更新的文件。

So when it comes to brand positioning, it is so core to what we've always done that is actually always an ever breathing document.

我们知道我们是在为下一代彻底改变汽水行业。

So we knew we were revolutionizing soda for the next generation.

我们知道我们给了每个人重新爱上汽水的自由，而且是最好的汽水，没有任何负担。

We knew we were giving everyone the freedom to love soda again at its best without all the baggage.

好。

Cool.

北极星。

North Star.

这一点永远不会变。

That is never gonna change.

但会变的是文化的变化。

But what does change is how culture changes.

但我能先打断你一下吗？

But can I can I pause you real quick?

因为你说我们知道我们要革新汽水。

Because you're saying we knew we were gonna revolutionize soda.

但《创智赢家》那件事真的很有意思，因为你当时带着一个不太好的品牌、不太好的包装上节目，而且谈的还不是汽水。

But the Shark Tank thing is a really interesting thing because you were on there with a brand that was not that great, packaging that was not that great, not talking about soda.

所以在鲨鱼 tank 交易之后的九个月里，你们经历了某种重生，在某个会议室的对话中，有人提出了好问题，也有人给出了好答案。

So something happened in that nine months after the shark tank deal where you guys had some sort of, like, you know, rebirth and some conversation in a meeting room somewhere where somebody asked them good questions and somebody had some good answers.

你能描述一下那些会议中发生了什么吗？

So can you describe what was happening in those meetings?

或者，是什么有用的提问、练习、顾问或者别的什么，帮助你们达到了那种清晰度？

Or, like, what was the useful either question or exercise or consultant or whatever you did that helps you kinda get that level of clarity?

你知道吗？

You know?

我觉得这就像一份不断更新的文件。

And and I think it's it's this ever breezing document.

我们最初推出时，是苹果醋、益生元，非常简单的肠道健康产品。

So when we first launched, it was apple cider vinegar, prebiotics, like super simple gut health.

我们知道我们瞄准的是汽水市场。

We knew we were going after soda.

不。

No.

这归根结底是因为没人相信我们。

It goes back to nobody believed us.

我们当时甚至不知道，但嘿，我们要进入的是一个巨大的品类。

We didn't even know, but, hey, we're gonna this is a huge category.

而且康普茶当时正在走下坡路。

And kombucha was on the declines.

气泡水并不能给每个人带来他们想要的那种像汽水一样的浓郁口感。

Forkling water wasn't giving everyone that full flavor, like, soda filling that they wanted.

所以我们知道这些都是事实。

So we knew all of those things are the facts that we know.

我们还知道，一旦我们推出产品，人们就开始在喝汽水的场合喝Poppi。

And what we knew is once we launched, people were starting to have this use occasion where they were drinking Poppi in the same use occasion as soda.

所以随着时间推移，我们获得了更多的数据点。

And so it was we got more data points along the way.

所以我坐在这里开玩笑说，我们是品牌驱动的。

So I sit here and joke with, like, we're a brand forward.

其实我们在平台和流程方面也非常成熟，这让我们成为了一家非常强大的公司。

We're actually incredibly, you know, sophisticated in our platforms and our processes as well, which made us, I think, such a strong company.

但后来我们确实学到了，哦，等等，这个使用场景。

But I do think then we learned, oh, wait, this occasion.

好的。

Okay.

所以在我们包装的正面，我们的标语曾经是‘蜜蜂快乐，蜜蜂健康’。

So on the front of our packaging, our tagline used to be Bee got happy, Bee got healthy.

我们想，等等，人们其实没那么在意这个。

We're like, wait, people don't really care about that that much.

我们把它改成了‘汽水回归，比以往更好’。

We changed it to soda's back better than ever.

我们一直在不断调整和改变，因为消费者在变，使用场景在变，网上人们对我们的评价也在变，我们一直在倾听消费者的声音。

We were constantly tweaking and changing as the consumer was changing in the use occasion of what people were saying about us online, what we were listening to our consumers.

所以，这就是我说的，建立一个好品牌，要专注于你知道的，你的北极星是什么，但你可以改变，你可以改变。

So and that's what I mean within building a good brand is focusing on what you know, what's your North Star, but then you can change you can change.

顺便说一句，对创业者来说，改变真的很难。

And it's really hard for entrepreneurs to change, by the way.

嘿。

Hey.

我们快速休息一下。

Let's take a quick break.

你有没有过这种感觉：策略定好了，简报写好了，大家也都对齐了，然后你发现还是得有人坐下来，真正把内容做出来？

You know that feeling when strategy is done, the brief is written, everyone's aligned, and you realize someone still has to sit down and actually create all the content?

那个人通常就是你，而且明天就要交。

That someone is usually you, and it's due tomorrow.

这时候，HubSpot的Breeze助手就能帮上忙。

Well, the Breeze assistant from HubSpot can help.

它直接在HubSpot里面就能用。

It works right inside HubSpot.

你可以起草活动文案、博客文章、邮件，全都用你的品牌语气，而且用的都是你真实的客户数据。

You can draft campaign copy, blog posts, emails, all in your brand voice, all using your actual customer data.

所以你不仅仅是在创作内容。

So you don't create just content.

你创作的是能转化的内容。

You create content that converts.

去 hubspot.com 看看吧，那是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.

我注意到，你有没有读过彼得·蒂尔的《从0到1》？

What I've noticed is that, like, have you read Peter Thiel's Zero to One?

好的。

Okay.

他用了整整一章或几章来讲各种模式，比如网络效应之类的。

So he he, like, has this whole chapter or chapters on, like, motes, and he's like, one mode is forget what he says, network effects, this or that.

然后到了最后一章，他说还有一种模式，叫品牌。

And then he gets to the last chapter and he's like, there is one more mode, it's called brand.

我知道这很重要。

I know it's important.

而且我也知道我对这个不太了解，所以我不会去写它。

And I also know I don't know much about it, so I'm not gonna write about it.

但如果你能搞明白，你会很厉害的。

But if you can figure it out, you're gonna be amazing.

这挺有意思的，因为这是典型的硅谷思维，就是技术和产品排第一，其他像品牌这些就排第二。

And it's kind of funny because it's kind of a stereotypical Silicon Valley thing where it's like tech and product is number one, and like all the other stuff, like brand is number two.

而Shaan喜欢喜剧演员，也喜欢创作过程。

And Shaan loves comedians and like the creative process.

我们聊过关于敏感度的问题，就是你必须敏感才能找到好故事。

And we talk about this idea of being sensitive and how you have to be sensitive in order to find like good stories.

你得有敏感度，才能看出什么能引起共鸣。

You gotta see like, you have to be sensitive when you see what resonates.

关于品牌，我学到的一点是，虽然我不擅长，但我正在学，就是你确实需要非常敏感。

And something that I've learned about branding, and I'm not good at it, I'm trying to learn, is that you do have to be very sensitive.

所以你在聊这些的时候，我注意到你做了很多细微的观察，或者感觉很小，就像你在一天里跟大概50个人聊天，比如在农贸市场什么的。

And so like, you're talking about these things, I've noticed, and you're making like very small observations, or they feel small, like you're talking to like, maybe let's say 50 people over the course of a day at a farmer's market or whatever.

然后你发现，其实大家真正在意的是X、Y和Z。

And you're noticing like, actually people care about X, Y, and Z.

而这些微小的变化，加上其他一些因素，似乎在某些情况下带来了巨大的成果。

And those small changes appear to have, in some, created this massive outcome along with a bunch of other stuff.

我觉得这正是有趣的地方。

And I think that's what's interesting.

是不是存在一个二八法则，就是说如果你专注于这几件事，就能产生显著的影响？

Is there like an eighty twenty rule where it's like, if you focus on these handful of things, it will make a meaningful difference?

我觉得这又回到了我之前说过的一个点，就是关于尴尬的这种能力或特质。

I think it goes back to I've said this before, but it's this ability or this thing around embarrassment.

我认为尴尬是在人生成功中，最被低估的情绪。

I think embarrassment is the most under explored emotion when it comes to being successful in life.

很多人会对自己说，哦，我想在会议上提出这个想法，但万一听起来很蠢怎么办？

I think a lot of people say to themselves, like, oh, I wanna go push this idea in a meeting, but what if I sound stupid?

或者我想创业，但万一没人关心怎么办？

Or I wanna start a business, but what if no one cares?

我想拍个抖音，但万一我看起来很傻，别人会笑话我。

Well, I wanna make a TikTok, but what maybe I'll look ridiculous and, like, people will think rid of me.

但我觉得，就像你说的，所有这些小瞬间，我听到的是，万一我成功了呢？

But I think with it, to your point of, like, all of these little moments, I hear, like, what if I am successful?

万一我火了呢？

What if I am viral?

我能从我的产品里学到什么？

What what what can I learn about my product?

然后，好吧。

And then how how okay.

你讨厌它。

You hate it.

告诉我你为什么讨厌它。

Tell me why you hate it.

好。

Okay.

比如说，我们推出了一款根汁汽水口味。

Well, so like, for example, we had a flavor root beer that we launched.

包装我们一直不太满意，因为我们公司整体风格很鲜艳，基本上就是彩虹色的各种颜色。

And packaging we'd never really loved because we were really bright company across, like, right basically, the rainbow effect of, like, all these colors.

而根汁汽水是棕色的。

And we had root beer and was brown.

我当时就想，哎呀，这可是经典汽水口味啊。

And I was like, ugh, the such a core soda flavor.

然后我就想，好吧。

And so I was like, okay.

我们得想办法解决这个问题。

We gotta figure out how to do this.

消费者一直跟我们说味道很难喝。

And our consumers telling us it tasted horrible.

我们就想，也许我们应该听听他们的意见。

And we were like, maybe we should listen to them.

然后我们换了包装。

And we changed the packaging.

我们把整个口味都改了。

We changed the entire flavor.

然后我们还在网上把那些差评都发出来，直面这个问题。

And then we put out online all the bad comments and, like, confronted it.

我们就说，嘿，是你们让我们这么做的，因为我们听了你们的意见。

And we're like, hey, you guys made us do this because we listened.

我觉得很多人就是不愿意这么做，或者不愿意把自己暴露出来，或者承认自己错了。

And I think a lot of people just aren't willing to do that or, like, put themselves out there or acknowledge when they were wrong.

这确实很难，因为创业者嘛，我们都有自尊心。

And it's it's hard because entrepreneurs, like, we have egos.

就是不想做那些事。

Like, you don't wanna do those things.

有没有哪本书或者什么资源，让你对品牌塑造的看法发生了改变？

Was there any book or resource that you read that changed your perspective when it came to branding?

没有。

No.

说个有趣的事。

So fun fact.

帮帮我吧。

Help me.

我有严重的阅读障碍。

I'm like severely dyslexic.

你就算给我钱，我也读不了一本书。

I'm you could not like pay me to read a book.

但我可以听书。

I'll listen to a book.

我也会听播客。

I'll listen to a podcast.

我特别沉迷于做这些。

I'm obsessed with doing that.

但我觉得这挺搞笑的。

But I think it's so funny.

我觉得有一种理论，说你必须读那些自助书，还得走上冥想之类的修行之路。

I think there's this like theory that you have to like read all these like self help books and you have to like be on this train of, like, meditation and all these things.

我觉得那些全是扯淡。

Like, I think all of that is bullshit.

反正我不是那样生活的。

Like, that's not how I live my life.

我早上醒来，孩子就在那儿打我头，要iPad密码，我跟他说，我把iPad收走了。

I I I, like, wake up, you know, as my child's, like, hitting me in the head, asking for his iPad code and me being like, you, I took iPads away.

你知道吗？

You know?

我一边忙着弄咖啡，一边要把孩子送出门。

And I'm like trying to get coffee and my kids out the door.

我真的没时间搞那些，因为我清楚自己是在听文化。

Like, I don't have time for that stuff because what I do know is I listen to culture.

我之前说过，我们是跟着文化的节奏走的。

And I was saying that we moved at the speed of culture.

社会上什么才是真正有文化影响力的？

What is culturally relevant in society?

从社交媒体上的流行语，不只是流行语，还有大家都在聊什么？

From social speak to, not only social speak, but like what are people talking about?

从表情包文化到社会上的那些文化大事件。

Meme culture to tent poles within society that are culture relevant.

所以你看日历，科切拉音乐节是个大事件，格莱美也是，你怎么才能脱颖而出？

So you look at the calendar, Coachella's a a tent pole, Grammys, how do you break through?

汉普顿是个热门地点。

Hamptons is a hotspot.

对吧？

Right?

夏天的时候，那些名人都在那儿。

The peoples that are at during the summer.

对我来说，品牌和文化紧密相连，这正是我痴迷的地方。

So for me, was like with brands, it's so tied to culture, and that was my obsession.

我和我的团队都痴迷于此，我们招人时特别看重年轻人。

And in my team's obsession, we hire people really young.

我们喜欢招那些聪明、正活在文化当下的Z世代，而且我们信任他们，我觉得这对有些人来说挺难的。

We love to hire Gen Z smart people that are living the moment within culture, and we trust them, which is also hard for, I think, some people to do.

你给我们发了一份点子清单，因为我们喜欢和其他创始人一起头脑风暴。

You you sent us a list of ideas because we one thing we like to do is we like to brainstorm with other founders.

能和一个打造了数十亿美元消费品品牌的人坐下来聊聊，我们真是太幸运了，就像说，嘿。

And how lucky are we that we get to sit with somebody who's built a multibillion dollar CPG brand and be like, hey.

还有什么有意思的想法？

What else is interesting?

也许你们现在在做新东西，但有些你们不会做、不打算做的，但你觉得，嘿。

Maybe some maybe, you you know, you guys are doing a new thing now, but something you won't do, something you don't plan to do, but you think, hey.

那里有机会，因为一旦你开始成功，你就会看到邻近领域里各种机会，但你永远没有时间和精力去抓住它们。

There's an opportunity there because once you start to win, you see all kinds of opportunities in adjacent spaces that you're never gonna have the time or energy to go do.

你心里在想什么？

What what's on your mind?

你觉得有哪些机会、空白领域，或者像你这样的人——或者说年轻时的你——可以去攻克的？

What do you see as opportunities, white spaces, things that you're you think, you know, somebody like you could go you know, the younger version of you could go and attack.

你知道吗，我一直很喜欢这类问题，比如你接下来能做什么或者想做什么。

You know, I always love this type of question of, like, what could you do or what do you wanna do next?

或者，什么是最热门的？

Or, like, what's the hottest thing?

Poppi 的妙处就在于，我们比别人先想明白了。

The beauty of Poppi is we figured it out before everybody else.

比如说，现在蛋白质特别火。

So for example, protein is so hot right now.

每个人都在想办法把蛋白质加到各种产品里，从冰淇淋到饮料，还有你看大卫做的蛋白棒什么的。

Everyone's trying to figure out how to put protein in from ice cream to drinks to, you know, you see what what David is doing with the protein bar and all of this.

而且这确实非常热门。

And it is really hot.

但对我来说，我就觉得，好吧，行。

But for me, I'm like, okay, cool.

如果某个东西火了，我不会现在冲进去做。

If it gets hot, I'm not gonna now go create it.

已经有人抢先占领市场了。

Someone is already first to market on that.

而且通常，赢家都是第一个或第二个进入市场的。

And usually, winners are the first to second to market.

第三个进入市场的人真的很难成功，除非你做得不一样。

It's really hard for, like, even a third to market to be successful unless you do it different.

就像AG1那阵风潮，绿色健康饮品那阵风潮。

So you take, like, the AG one craze, the the green craze.

对吧？

Right?

我不知道你们还记不记得。

I don't if you guys remember.

大概六年前吧，我们被三百条AG one的广告轰炸。

Maybe it was, like, six years ago we were getting hit with, 300 AG one ads.

你知道我在说什么吗？

You know what I'm talking about?

对。

Yeah.

那时候播客简直就是一个超长的AG one广告，一直播个不停。

Well Pod podcasting was just an age a one long continuous AG one ad for a while.

对。

Yeah.

一开始是D's，后来就变成了Athletic Greens。

It started with me on D's, and then it went to Athletic Greens.

Athletic，对。

Athletic yeah.

然后你就会想，天哪。

And you're just like, oh my gosh.

到处都是。

It's everywhere.

但我其实觉得他们没能创新，你知道吧，然后Gruens出现了，用软糖做到了，然后他们就退出了。

But I actually feel like they failed to, like, innovate, you know, then Gruens comes along and does it in the gummies and they exit.

AG到现在还没退出。

AG still has not exited.

所以我不是说晚入场就不能赢。

So I I'm not here to say you can't be late to the game and still win.

只是难度大得多。

It's just way harder.

而且如果你想成功，几乎必须做得更好、更聪明、更不一样。

And you almost have to do it better, smarter, and different if you wanna be successful.

所以对我来说，蛋白粉很热门。

So for me, think protein's hot.

祝你好运，能突破市场。

Good luck breaking through the market.

现在市场竞争非常激烈。

It's very crowded right now.

我觉得大家也都在琢磨肌酸这股热潮，还有那个口香糖。

I think everyone is also trying to figure out the creatine craze, the gum.

你是做成粉剂吗？

Do you put in a powder?

还是做成口香糖？

Do put gum?

怎么让女性也接受呢？

How do we get women on it?

对吧？

Right?

大家都在讨论这些，但感觉你几乎得是第一个做肌酸软糖的才行。

Everyone's talking about these things, but it's almost like you need to have been the first creatine gummy.

所以我不是说我知道接下来会怎样，我只知道我又要开一家新公司了，但具体是什么还不能告诉你们。

So I'm not here to say, like, I don't even know what's next other than I am starting another company, and I can't tell you guys what it is.

而且我确实觉得这就是下一个风口。

And I do think it's what's next.

所以对我来说，很难去谈论它。

So it's hard for me to, like, speak to it.

那换个问题问吧。

Well, maybe a different question on that.

好。

Okay.

我们可以先保密，但跟我们说说你的想法吧。

We can keep it a mystery, but tell us your mindset on it.

你是想再来一次吗？

So are you like, I wanna run it back.

我知道很多了。

I know so much.

我打算做类似类型的生意。

I'm gonna go kinda same same genre of business.

或者，你知道，有时候人们会说，天哪。

Or, you know, sometimes people are like, oh my god.

那件事留下了太多伤疤。

So much scar tissue from that.

现在我想去做房地产。

Now I wanna go do real estate.

我想去做点完全不同的东西。

Wanna I go do something so different over here.

你是怎么想的？

How are you just thinking about it?

因为我觉得每个企业家在第二次创业、第三次创业的时候，他们都可以自己决定。

Because I think every entrepreneur on their second act, their third act, they get to decide.

所以疯狂的是，显然，我们退出了公司，然后百事给了所有Poppi员工工作。

So what's crazy is, obviously, we exited the company, and then Pepsi gave everybody jobs that were Poppi employees.

但你卖掉公司后，他们不会说，嘿，这是你的员工证。

But you don't sell your company then they're like, hey, here's your employee badge.

所以我和史蒂文留下来当顾问。

So me and Steven stayed on as advisors.

但作为纳瓦雷，你得从日常业务中退一步，我仍然很喜欢Poppi，也为那里发生的一切感到高兴。

But as a Navarre, you have to take a step back from the day to day of the business and I still like adore Poppi and I'm just so happy for everything that's happening there.

但我手头的时间多了很多。

But I had a lot more time on my hands.

而且我这个人特别较真。

And I'm just really intense.

我特别亢奋。

I'm I'm really hyper.

我喜欢混乱。

I love chaos.

然后我们大概过了六个月。

And we went, like, six months.

我打了高尔夫，还去度了假。

I played golf, and, like, we went on vacation.

我就陪陪孩子。

I, like, hung out with my kids.

然后突然就有一种感觉，就是哎，等等。

And it was just this whole thing where you're just like, oh, wait.

我想念团队了。

I missed the team.

我想念一起搞项目的那种状态。

I missed the build.

所以我们一直都知道，这里面还有别的东西。

So we always knew, like, we had something else in it.

不过我确实觉得，就像你说的，不管我们接下来做什么，成功都很重要。我希望那是因为我真心热爱、而且是个好主意才去做的，而不是为了重复过去。

But I I do think to your point, it's very important to, like, whatever we do next, I want it to be successful and it to be something I do because I love it and it's a good idea, not just to do it again.

所以我们就想到了一个特别好的点子。

So with it, we came up with, like, a really good idea.

那是一个源于我个人需求的项目，我觉得很多好点子都是这样来的。

It was another, like, personal need where I think a lot of good ideas come from personal needs.

对吧？

Right?

那种发自内心的热情，而不是我看了数据，发现市场有空白，机会就在这里，然后你就觉得，哎，真无聊。

That passion within versus I read the data and there's a gap in the market and the white space is this and you're like, ugh, boring.

所以对我来说，这非常个人化，而且市场也很大。

So for me, it was very personal and it's also mass.

我觉得很多人创业的时候。

So I think a lot of people was starting a company.

他们想做得太细分了，苹果醋母饮料就非常细分。

They try to get a little bit too niche and apple cider vinegar mother beverage was really niche.

这是个很好的例子。

That's a great example.

那是给那些，你知道，我奶奶告诉我要喝这个，或者，对，那确实对我的胃有帮助的人。

It was for people that, you know, my grandma told me I should drink that or like, yeah, that does help my tummy.

但一旦我们把同样的液体换了个定位，把消费场景和场合改成汽水，它就火了。

But the second we switched basically this exact same liquid over, we changed positioning and the knee state and the occasion to soda, it blew up.

所以我觉得，不管我们做什么，都会面向大众，真正满足所有人群的需求，同时也会特别关注某个创意人群。

And so I think that whatever we do will be mass and really cater to all demographics while honing in on a particular creative demographic.

好的，没问题。

What's okay.

我们之前提前问过你这个话题，你写了一个词，我经常看到。

So we asked you for some like we we asked you about this topic in advance, and you wrote down a word that I keep seeing.

我不太确定它是什么意思，但你说的是淋巴按摩。

I don't entirely know what it means, but you said lymphatic massage.

我在Instagram上关注了一个人，他每天早上四点半都会发视频，做淋巴引流，还跳来跳去的。

I follow a guy on Instagram, and every morning at 04:30, he posts these videos of him doing lip lymphatic Dude, jumping.

你关注了一个人？

You you follow a guy.

我确实在做这个。

I I'm doing this.

我躺在那儿，腿靠在墙上。

I'm laying there with my legs on the wall.

对。

Yep.

是的。

Yeah.

跟我说说淋巴按摩吧。

I'm Tell me about lipotic.

我就想，这到底有没有用啊。

I'm like, I don't know if this does anything.

有人跟我说

Somebody told

这个词我老是看到。

me The is the word I keep seeing.

他们说，刚开始你可能会有点不舒服，但那就说明有效果，这真是最经典的营销话术。

They go, you might feel a little sick at first, but that's how you know it's working, which is the ultimate marketing sales pitch.

就像，你想变得更健康。

It's like, you want trying to get healthier.

你一开始可能会觉得有点不舒服。

You might feel you might feel sick at first.

这说明这东西效果有多强。

That's how powerful this is.

你知道吗？

You know?

我自己从来没觉得不舒服，但实际情况是，我在Poppi工作了十年。

And I've never been sick from it, but is what happened is, you know, I worked for ten years at Poppi.

我觉得，我也就去过医生那儿一次。

I think, too, I went to the doctor, like, once.

你知道，你就一直处于那种拼命工作的状态。

You know, you're just, on this build mode.

但我就想，哦，等等。

But I was like, oh, wait.

好吧。

Okay.

我得在健康方面好好整理一下自己的生活了。

I need to like get my life together on like the wellness front.

然后我开始做各种事情，找长寿医生，做各种功能健康检查，拿到一堆数据后，你会想，这些数据我该怎么用呢？

And I started doing all sorts of things, doing longevity doctors and, you know, getting all the the function health and like under and then you get all this data and you're like, well, what do I do with this?

所以对我来说，我最近刚做了一次手术，就是那种产后修复全套。

And so for me, I just recently had a surgery with the whole mommy makeover.

我做了腹部整形，现在感觉生活美滋滋的。

I had, a tummy tuck, and I'm, like, living my best life.

医生说最重要的事情就是做淋巴按摩。

And the doctor's, like, the number one thing you can do is lymphatic massage.

手术后我开始每周做三次。

I started doing it after surgery three times a week.

现在我还是每周做两次。

I still do it twice a week.

但淋巴是什么？

But what's like lymph?

那是身体的一个部位吗？

Is that a body plan?

我完全不知道。

Don't even know.

淋巴系统。

Lymphatic.

它是帮助排出体内所有毒素、把废物清出身体的系统。

It's the system that helps flush out all the toxins and get everything out of your system.

所以淋巴按摩的原理就是，通过缓慢地推动这些液体流向淋巴系统，达到排毒和冲刷身体的效果。

And so the idea behind lymphatic massage is you are slowly working those fluids to your lymphatic system for detox and flush you.

这样你会感觉更轻盈，不会那么胀，精力也更充沛。

So you feel lighter, you feel, you know, not as bloated, more energy.

就是把那些不好的东西都排出体外。

You're just getting like all of that bad stuff out of your system.

但如果按从玄乎到科学来打分，玄乎就是完全没依据，当然这不是贬义，你觉得它算哪一档？

But like on a scale woo woo to proven, with woo woo being totally fine, that's not an insult, where does it rank?

就是，它在这个范围里吗？

Like, is it on that spectrum?

我觉得它背后并没有很多科学依据。

I don't think that it's something that there's like a lot of science behind it by any means.

就我个人而言，我一直觉得别人的推荐总是更好的。

For me personally, I always think like personal recommendations are always better.

对我来说，它真的改变了我的生活。比如说，你跑马拉松，我儿子要跑纽约市马拉松，他膝盖一直疼。

It's like it's been life changing for me through I mean, there's like say you're like running a marathon, like, son's running the New York City Marathon, and he's been having knee pain.

我就说，哦，去做淋巴按摩吧。

I was like, oh, get lymphatic massage.

然后他做了三个星期，他说，天哪。

And he was like, for three weeks, he was like, oh my gosh.

我的疼痛消失了。

Like, my pain is gone.

所以它真的能帮助缓解酸痛，把身体里堆积的那些东西都排出去。

And so it just helps the soreness, just all that stuff built up in your body, it gets it out.

所以我建议你也去试试。

So I challenge you to go do it.

这个领域里最厉害的人之一，其实源自巴西的淋巴按摩。

And one of the best people in the space, it's it's really comes from Brazilian lymphatic massage.

这在巴西非常流行。

So this is really big in Brazil.

她叫乔西。

Her name is Josie.

她住在奥斯汀，服务过从麦莉·赛勒斯到凯蒂·佩里等众多明星。

And she lives here in Austin, and she's like does all of the stars from Miley Cyrus to Katy Perry to all these people.

所以，去试试看吧。

So, like, test this out.

可能对你不一定有效。

Might not work for you.

山姆，直接去水疗中心，说要巴西式按摩，看看会怎么样。

Sam, just go to the spa and ask for a Brazilian and see what happens.

我觉得，我觉得那应该行。

I think I think that'll work.

对。

Yeah.

我不知道是不是

I don't know if

那个原因。

it's that.

你刚才提到你不能公布你的公司，那我们可以猜吗？

So you talked about you're you're you can't announce your company, but can we guess?

我们能不能一年内随便猜五次？

Can we just take five blind guesses in a year?

我们回来看看有没有猜对？

We just come back and see if we we had it right?

当然可以。

Sure.

我的意思是，我不会说什么的。

I mean, I won't say anything.

你不需要确认或否认。

You you don't have to confirm or deny.

你只需要说，这很有趣。

You could just say, that's interesting.

我在想你会进入哪个领域。

I'm just thinking I'm I'm thinking where you go into.

让我问你一个问题。

Let me ask you one question.

我们请过埃里克·瑞安来上节目。

We had Eric Ryan come on.

他创立了Ollie软糖、Method肥皂，还有一堆Welly创可贴。

He created Ollie gummies and Method soap and a bunch of welly Band Aids.

他说过一句很棒的话：我走过货架，寻找一片相同的海洋。

And he had this great line where he goes, I walk through the aisles, and I look at I look for a sea of sameness.

所以基本上，我就是在找那些死气沉沉的品类，货架上看起来都一模一样，我想进去做出点不一样的东西。

So, basically, I'm looking for these sleepy categories where everything looks the same in the aisle, and I wanna come and be different.

他说就连那个软糖品牌，他也是觉得，所有的维生素看起来都一样。

And he said even with the gummy brand, he was like, all of the vitamins look the same.

都是圆罐子。

They were all round jars.

他说，所以我一眼就知道，第一个想法，好，我们做成方形的罐子。

He's like, so I just knew right away, first note, okay, we're doing it like a rectangular jar.

他说，这样更好吗？

He's like, it's is it better?

不。

No.

但完全不一样了。

But it's completely different.

所以，就是更好。

So, like, it's better.

所以就是这样。

They're therefore.

你也有类似的做法吗？

Do you have a similar approach?

你是不是也会去找那种没什么人关注的品类，或者看起来都差不多的货架？

Do you kinda walk looking for sort of sleepy aisles or a sea of sameness?

这是你的一个判断标准吗，还是说不是？

Is that is that a heuristic for you or no?

你会考虑其他方面吗？

You think about other things?

不会。

No.

对我来说，是出于个人需求。

For me, it's personal need.

所以我觉得，现在有一波新的趋势，就是GLP-1这类产品，很多人还没注意到，也没去迎合这个市场，还以为这股风潮会过去。

So it's like, I think there's this whole new wave of this, like, GLP one era that people are sleeping on and not catering to and thinking that it's gonna go away.

所以我靠GLP-1减了60磅。

And so I lost 60 pounds on GLP ones.

这真的彻底改变了我的生活。

It's absolutely changed my life.

而且，当时就是有个人的需求在那里。

And that, like, there was just, like, a personal need there.

而且我觉得，这事儿也没那么复杂。

And and I think that people it's not that deep either.

我觉得最好的品牌和最好的企业，也就是比现有标准好10%到15%。

I think that we make the best brands and the best businesses are 10 to 15% better than the established norm.

不是那些小众产品，就像我说的。

It's not the niche products, like I said.

你能解释一下吗？

Can you explain that?

因为我在旧金山经常听到的是，你必须好上10倍，这好像是大家常说的。

Because what what I hear all the time in San Francisco is the you gotta be 10 times better is the kind of like the thing.

这谁能反驳呢？

And and who could argue with that?

干脆说好一百倍得了。

Hell, might as well say a 100 times better.

对吧？

Right?

谁不想要那样呢？

Like, you know, who doesn't want that?

但你说的是有点不一样的东西。

But you have a you're saying something a little bit different.

你说的是，其实一个小小的角度差异，10%到15%，就足够了。

You're saying, actually, a small kinda angle difference, 10 to 15%, can be enough.

你能解释一下吗？

Can you explain that?

我觉得，特别是食品饮料或者美妆产品，就是那种硬核的消费品，我只能说这个，因为这是我熟悉的领域。

I think with, like, food and beverage in particular or beauty products, like hardcore CPG, I can only speak to that because that's what I know.

我觉得在这个领域确实是这样，就拿汽水来说吧。

And I think it's true for in that space in the way of take soda, for example.

大家都是喝着汽水长大的。

Everyone grew up on soda.

通常你一提到汽水，就会想起一些回忆，比如看电影、深夜和家人在一起、汉堡配汽水。

And usually when you say the word soda, you have a memory, like movies, late night with family, burger and a soda.

它会唤起情感，因为那种怀旧感根深蒂固，是你从小伴随的东西。

It invokes emotion because there's that long ingrained nostalgia, something you grew up with.

所以每个营销人员的目标就是，怎么让消费者把购买决策从理性转到感性？

So every marketer's goal is how do you get the consumer and you move the buying power from the head to the heart?

让他们和你的品牌产生情感连接。

They're emotionally connected with your brand.

这就是品牌建设一直想做的事情。

That's what you always wanna do with brand building.

怎么让人对你的品牌着迷呢？

How do you get someone who's obsessed?

所以你要触动情感，把人们从小喝到大的东西做得更好一点。

So you tap into emotion and you make something that they grew up with just a little bit better.

对吧？

Right?

这就是我们在Poppi做的事情。

That's what we did at Poppi.

我们有可乐。

We have Cola.

我们有根汁啤酒。

We have root beer.

我们有奶油苏打。

We have cream soda.

我们有所有这些人们从小喝到大的口味，而我们只是做得更好。

We have all of these flavors that people grew up, and we're just we're better.

对吧？

Right?

所以我们不会说，嘿，我们是Poppi。

And so instead of being like, hey, we're Poppi.

我们还有南非醉茄和狮鬃菇，还有38种没人真正关心的成分，而是说，嘿，我们要把糖分减少89%。

We also have ashwagandha and lion's mane, and we have 38 other ingredients that nobody actually cares about versus, hey, we're gonna make this 89% less sugar.

你还能尝到从小熟悉的味道，而且我们确实做到了。

You're gonna get all the same flavors you grew up with, and we're really yeah.

当然。

Sure.

我们有益生元产品。

We have pre products.

我们不会过多谈论这个。

We're not gonna talk about it that much.

这就是我说的，好10%到15%。

And that's what I mean, that 10 to 15% better.

顺便说一句，当益生元或益生菌的宣传稍微变一下的时候，我开始喝Poppi喝得更多了。

By the way, I started drinking Poppi so much more when the pre buy or probiotic messaging was a little bit different.

以前我在Royal Blue杂货店看到它的时候，我就在想，这算是健康饮料吗？

Before when I used to see I used to see it at Royal Blue grocery store, and I was like, is this supposed to be like a health a health drink?

我当时就想，这到底是什么？

I was like, what is this?

然后我们经历了一个演变，从“蜜蜂开心，但变得健康”到“汽水”。

And there was an evolution of that Bee got happy, but get healthy to soda.

我们发现人们其实并不在乎这些。

We we found people didn't care.

然后你会觉得，这就是个完美的例子。

And you're like, that's a perfect example.

这是我们从消费者那里得到的反馈。

And we got that from the consumer.

所以我们开始专注于消费者的体验，我们希望有人拿起罐子时会说，这太可爱了。

And so we just started leaning into our consumer journey was we wanted someone to pick up the can and say, this is so cute.

我们希望他们喝一口后，会惊叹，天哪。

We wanted them to drink and be like, holy crap.

这个味道太棒了。

This tastes amazing.

然后翻过来一看，哇，这个对我也这么好。

And then to flip it over and be like, wait, this is so good for me too.

这是有意为之的，而且比起那些小众的健康消费者，这条路走起来更容易。

And it was intentional, and it's an easier journey in versus that niche health consumer.

你列的那个叫Nello的东西是什么？

What's this thing that you listed called Nello?

哦，Nello。

Oh, Nello.

它们真的很好。

They're so good.

所以镁，我觉得所有跟睡眠健康相关的都很重要。

So magnesium, anything I think all around sleep health is really important as well.

我觉得如果你压力大，或者今天过得很糟，或者你想对员工、朋友或同事发火，你只会想，唉，没有什么是一夜好觉解决不了的。

I think I would say if you're stressed out or having a bad day or you wanna blow up on an employee or your friend or your coworker and you're just like, ugh, nothing a good night's sleep can't cure.

那Nello到底是什么？

But what is Nello?

Nello是一种粉末，属于镇静安神类的产品。

Nello is a powder within the calming space.

它含有镁。

So it's magnesium.

有很多研究表明镁有助于睡眠。

And there's a lot of studies around magnesium and helping you sleep.

另外，我还特别喜欢我的Orion睡眠系统。

We're also I'm obsessed with, like, my Orion sleep system.

不知道你有没有见过这些，就是那种

I don't know if you've seen these, but, like

那是什么？

What's that?

那是什么？

What's that?

晚上调节温度。

Temperature at night.

所以，我这边床的温度和史蒂文那边不一样，这样你就能睡好。

And so like, my side of the bed is different than Steven's side of the bed, and you can sleep.

然后它会整晚自动调节，并追踪你的体温，这样你就不用担心那些半夜醒来发现自己出汗或者冷得发抖的情况了。

And then it auto changes throughout the night and tracks your temperature so that, you know, like those nights where you like wake up and you're like sweating or you're freezing?

它会在那之前就监测到，所以能让你保持在快速眼动睡眠阶段。

It tracks that before it So it keeps you in REM.

让你一直处于深度睡眠状态。

It keeps you in your deep sleep state.

所以我觉得所有这些助眠粉啊，这些能让你睡得更好的东西，对我来说真的是改变游戏规则。

And so it's all of these things that I feel like these calming powders, all of these things to bring you more sleep has been like a game changer for me personally.

而且它们现在特别火。

And they're blowing up.

到处都能看到。

They're everywhere.

他们做得太火了。

They're killing it.

除了这些，你还在玩哪些小玩意儿或者饮品？比如，作为健康消费者或者关心最新潮流的商界女性，你还会对什么特别着迷？

What are some other little gadgets or drinks like that that you're playing around with or you're, like, you know, nerding out even as as a health consumer or, like, a businesswoman who, like, cares about seeing the latest and greatest?

我觉得另一个我家里买的大件是Preston Lane的清洁产品。

I think another big movement that I purchased for my household is called Preston Lane cleaning products.

而且它很干净。

And it's clean.

就是，成分很干净。

Like, the ingredients are clean.

所以你在孩子所在的桌子上喷这个，而其他那些产品里都含有各种刺激性的化学物质。

So you're spraying it on your table where your kids are, and you have all these other ones with all these, like, harsh, harsh chemicals in it.

我把整个家都换成了Preston Lane，不仅闻起来超好闻，成分安全，他们还做蜡烛和洗洁精。

Well, I switched whole household over to Preston Lane, and not only does it smell amazing, the ingredients are safe, but they also make, like, candles and they make dish soap.

而且这些东西放在家里看起来也很美观，很搭配，不像那种老式的Clorox瓶子。

And so it all also looks really aesthetically pleasing in your house and it matches versus you have that old school, like, Clorox bottle.

对吧？

Right?

你会想，哎呀，这些东西怎么藏起来？

You're like, oh, how do I hide all this?

还有那个Dawn洗洁精。

Or the Dawn soap.

怎么把这些都藏到柜子底下？

How do I hide all this under the cabinet?

而且他们在喷雾上也做得很好。

And they've done a really good job also with the spray.

它有香味，所以家里同时闻起来很香，不像那个柠檬味的清洁剂。

It's a scent so that, like, your house smells good at the same time versus that lemon pledge.

这难道不跟你之前说的有点矛盾吗？你说蛋白质已经过时了，所以会更有挑战性。

Doesn't that sort of go against one of the points you made about, like, how protein is played out, and so it's gonna be a lot more challenging?

因为当我想到，比如，更干净的，更好的，对，就像……

Because when I thought about, like, clean Better for like yeah.

比如说，那些更环保的肥皂或者高乐氏之类的。

Like, better for you, like, soaps or Clorox or whatever.

我本来以为会有一个叫蓝蓝的，我忘了它叫什么了。

I would have thought that there's one called, like, blue blue I forget what it's called.

蓝什么来着？

Blue something?

蓝地。

Blue Land.

对。

Yeah.

蓝地。

Blue Land.

对。

Yeah.

就像，然后还有，你知道，我们刚才聊到埃里克·瑞安。

Like, it's and and then there's, like, you know, we just talked about Eric Ryan.

他的理念就是怎么设计一个瓶子，让你觉得它很酷或者很好看，愿意放在台面上而不是藏起来。

His whole thing was how do I create a bottle so, like, cool or pretty that you'd keep it on your countertop instead of hiding it away.

但看起来还是有一些很酷的新兴品牌因为这个而冒出来。

But it seems like there's still, like, some pretty cool emerging brands that are popping up because of that.

对。

Yeah.

我觉得Blue Land是个很了不起的品牌。

I think Blue Land is an incredible brand.

他们更关注的是怎么减少塑料的使用。

It's more around, like, how do they reduce plastic in their receivable

哦，明白了。

Oh, got it.

投入进去。

Putting in.

所以他们是在为海洋环保出力，而且做得非常好。

So they're, like, taking on the oceans and they're killing it.

所以这完全是另一种使用场景，就是想要成分干净、让家里闻起来好闻，而且放在台面上看起来又好看的产品。

So that's a whole other use occasion where it's like, I want clean ingredients that make my house smell good that look cute on my counter.

当然。

Sure.

你可能会说像Method那样的品牌，但我还是觉得它们不够好看。

You could argue maybe like a method, but I still don't think they're that cute.

它们看起来不像高端品牌，比如Ralph Lauren、Tom Ford那种风格，但我觉得Preston Lane就做到了。

They look they're not like high end, Ralph Lauren, Tom Ford type look, whereas I think Preston Lane is.

而且价格也很实惠。

So and it's an affordable price.

它们现在肯定不是了。

So They're definitely not anymore.

我记得它刚出来的时候，真的很棒。

Like, I remember when it came out originally, it was awesome.

现在嘛，确实有点过时了，你知道，大概有20年了吧。

Now it's like it is definitely it's it's old You know, it's probably like 20 years old.

确实是这样。

It is.

所以我觉得每个品类里还是有创新的，他们只是比其他人做得好10%到15%。

And so I think that there's still innovation within categories, and they're doing it just 10 to 15% better.

对吧？

Right?

而且如果你仔细看，现在这个领域里真的没有别人在做这件事，而且他们还挺新的。

And if you really look at it, no one else is really doing it in this space right now, and they're pretty new.

肖恩，你猜她接下来要做什么，猜得还挺准的。

That's kind of a good guess, Shaan, for what she's gonna do next.

我觉得清洁用品是某个歌手会做的。

I I think cleaning supplies is someone who's a singer.

清洁用品是一个猜测。

Cleaning is one guess.

我觉得，像牙膏、口腔护理之类的东西。

I think, like, something like toothpaste, oral care, stuff like that.

我是说，她提到GLP-1那件事，可能就是在暗示我们，这背后有一个完整的生态，比如，嘿。

I mean, she kinda said the GLP one thing maybe kinda gave us the hint there of, like, there's a whole, like, ecosystem of, hey.

如果一亿美国人都在服用GLP-1，他们去商店时，有产品能帮助他们支持、增强或减少副作用，那显然是一个超级巨大的市场，而现有的产品根本没法满足这个需求。

If a 100,000,000 Americans are gonna be taking GLP ones and they go to the store and there's a product they can buy to, like, support, boost, or minimize downsides, obviously, that's like a mega mega market that's getting created that today like, the incumbent products just don't speak to.

即使它们有帮助，它们也没有被定位成那种助手，那种在你服用GLP-1时的伙伴。

Even if they could help, they don't they're not, like, positioned to be that that assistant, the wingman for you if you're on GLP one.

所以我确实考虑过这个。

So I've definitely I've thought about that.

听起来她也在考虑这个。

I it sounds like she she's thinking about that.

我觉得这是一个巨大的品类。

I I think that's a huge category.

这些都是很棒的想法，我等不及你们在秋天揭晓答案了。

All these things are great, and I can't wait for you guys to find out in the fall.

但你们还没猜对，所以敬请期待。

But you haven't guessed it yet, so stay tuned.

好的。

Okay.

这个激动人心的播客，我们就是简单地猜一些嘉宾不能说的东西。

The thrilling podcast where we just simply guess things that the guest can't

我真的，我跟你说。

I really I'm telling

那跟我们聊聊赚钱的事吧。

well, tell us about making money.

因为我喜欢你的一点是，你不是那种，至少你给人的感觉不是那种，明明做生意却假装不在乎钱的人。

Because one thing I like about you is you're not one of these people who's just kind of like at least you don't come across this way where you, like, pretend that you didn't care about money when you became a business person.

很多做生意的人明明在乎成功，想变得富有，这其实是个很奇怪的话题禁忌。

Like, this this really weird taboo that a lot of business people who obviously care about succeeding, and they want to be wealthy.

他们想要财务上的成功，但然后又得假装，觉得自己必须假装不在乎。

They want to be financially successful, but then they kinda have to pretend they feel like they have to pretend that they're not.

而我们的播客叫《我的第一个一百万》。

And our podcast is called My First Million.

我们当时挺直白的，就是说，嘿。

We we sort of were pretty blunt about, like, hey.

你看。

Look.

我们进入创业领域的一个主要原因，是的，我们喜欢那种创造力。

Like, one of the main reasons we got into entrepreneurship, yeah, we like the creativity.

我们喜欢自主权、独立性，但奖品本身也很有趣。

We like the autonomy, the independence, but, like, the prize is also really fun.

而且，你们做得非常出色。

And, you know, you guys did fantastically well.

你能跟我们说说，变富是什么感觉吗？

Can you tell us, like, what it was like to get rich?

对。

Yeah.

我觉得对创业者来说最重要的一点是，如果你的生意能做到两千万这个规模，你就应该开始考虑这个问题了。

And I think the number one thing with entrepreneurs, if you can get to, like, that 20,000,000 mark within your business, you should be having this conversation.

可能到了五百万的时候，你就得开始找一些财务建议了。

Maybe even at the 5,000,000 of you probably need to start getting some financial advice.

你得开始考虑遗产规划、赠与免税额度这些，而且这些对话要尽早进行，因为越早做，把股份转到信托里什么的，长期来看对你越好。

You need to start thinking through your estate planning, your gifting exemptions, and having these conversations really earlier because the earlier you do it and you move your shares into trusts and all this, it's just better in the long run for you.

所以提醒一下，如果你的公司收入在五百万到两千万之间，你就应该开始考虑这些了。

So just putting that out there, if you're anywhere between the 5 to 20,000,000 range of revenue for your company, you should be having these conversations.

我觉得我们很幸运，早期就得到了很好的建议。

And I think for us, we were blessed to have really good advice early on.

所以当你年复一年地等待那个可能永远不会发生的退出时刻，这确实是个很难受的处境。

And so when you're having these conversations years after years waiting for this one moment, this exit that may never happen, it's tough place to be.

对我来说，我就觉得，好吧，我挺好的。

So for me, I'm like, okay, I'm great.

我们已经到了那个阶段，但我不能老想着那件事。

We're there, but I can't think about that.

但你说得对，确实是这样。

But to your point, absolutely.

比如，我们当初就是想退出。

Like, we wanted to exit.

我很高兴能为自己和家人积累世代财富，这一直是我的目标。

I I love that I can have generational wealth for me and my family, and it was always the goal.

对吧？

Right?

所以我觉得，我们在中途也做了一些套现，卖掉了一些股份，这样既能提前改善一下生活，也能留一笔应急钱，以防万一公司卖不掉。

And so I think that we also, like, halfway in took some chips off the table where we, like, sold some of our shares so that we could upgrade our lifestyle a little bit before and also have a nest egg just in case we don't sell.

我知道很多创始人没有这么做，我真心建议他们这样做，因为我也听说过有人公司倒闭后一无所有。

And I know a lot of founders that haven't done that, And I implore them to do it because I've also heard of people going out of business, and they're left with nothing.

嗯，你觉得这其实是双向的，对吧？

Well, would you say it kind of works both ways.

对吧？

Right?

一方面，这就像买保险，万一公司垮了，你还有安全网。

So there's one side is insurance in case in case it all fell over, you know, you have the safety net.

但另一方面，也许你也有过这种经历。

But the other side, like, maybe you experienced this.

我肯定有过，就是先套现一部分。

I I did for sure, which is you take a little bit off the table.

你满足了第一层需求，然后你几乎可以放手去搏更大的，因为现在不是全有或全无了。

You you sort of satisfy that first level, and then you're almost free to swing bigger because you're not all or nothing now.

你们当时做的时候，有这种感觉吗？

Did you feel that way when you guys did it?

有的。

I did.

我们当时的财务顾问跟我们说，他说，你永远不会后悔早点过上你想要的生活。

And our financial adviser at the time told us, he's like, you're never gonna regret living the life that you want earlier.

比如说，我不知道。

Say say I don't know.

随便定个数。

Just make a number.

现在值五百万，五年后会值两千万。

It's worth $5,000,000, and in five years, it's gonna be worth 20,000,000.

你永远不会后悔买了更好的房子，带孩子多度一次假，换更好的车，用更好的手机。

You're never gonna regret having buying the nicer house, going on the extra vacation with your kids, getting the upgraded car, having the nicer phone.

你永远不会后悔拥有这些经历。

You're never gonna regret having those experiences.

我同意。

And I agree.

我完全同意这一点，这让我们能够退一步，然后更努力地工作，想着，等等，我还想要更多。

And I wholeheartedly agree with that, that it allowed us to then sit back and, like, work harder for, like, wait, I want more of this.

然后坚定决心，这种生活方式的升级就是一切。

And to, like, dig your heels in and, this is this upgrade in lifestyle is everything.

所以对我们来说，这真的很重要。

So I for us, it was really important.

然后当你真正拿到钱的那一天，你会发现你的生活并不会一夜之间改变。

And then the day you actually get the money, you realize your life is doesn't change overnight.

我觉得还有一件事就是，钱到账的那一刻。

I think that's another thing that happens is the the money hits the bank account.

我永远不会忘记，因为你知道，史蒂文有他的股份。

I'll never forget it because, you know, Steven has his shares.

我有我的，我们那天就一直刷新、刷新。

I have mine, and we're like, refresh, refresh on day of.

然后我的那一半大概十点到了，但到两点他的还没到。

And then, like, my half hit at, like, ten, and it was still, like, two, and his hadn't hit.

我就想，哦，嗨。

And I was like, oh, hi.

我又不是追着你。

I'm not chasing you.

最后终于到账了，然后我们就说，嘿，去庆祝一下吧。

And finally, like, went to the account, and then we were like, hey, let's go celebrate.

去吃个午饭或者晚饭。

Let's go to lunch or go to dinner.