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那么，你是如何用仅仅一万美元，在没有太多计划、没有做大量研究、甚至不知道如何使用Shopify的情况下，创建一家价值数百万美元的企业呢？
So how do you create a multimillion-dollar business starting with only $10,000 without having much of a plan, without doing a lot of research, without even knowing how to use Shopify?
或者说，你基本上得从零开始学习互联网。
Or basically, you had to learn the internet from scratch.
嗯，我们在播客里已经聊过一点这个话题，但我一直想请一位非常特别的人来做一期节目，那就是我的岳母。
Well, we have talked about this a little bit on this podcast, but I finally wanted to do an episode with a very special person, my mother-in-law.
大约五年前，我岳母把我叫到一边坐下。
So about five years ago, my mother-in-law sat me down.
她说：“山姆，我有一个商业想法。
She goes, "Sam, I have this idea for a business.
我想创办一家枕头公司。
I want to start this pillow company.
你能教我怎么操作吗？”
Can you teach me how to do it?"
我给了她最普通的建议，根本没指望她会去做。
I gave the most generic advice ever on how to do it, not expecting her to do anything.
结果她真的听了，还去谷歌搜索，找到了比我好得多的建议，然后她创办了一家公司，现在年收入几百万美元。
Turns out she listened and she googled and found actually significantly better advice, and she built a company that is now making millions a year in revenue.
她五十出头才开始创业，现在做得风生水起。
She started it in her early 50s and it's killing it.
这些年她一直默默耕耘，把生意做得风生水起。几年后，我邀请我岳母斯迈思·索迪恩来上播客，讲讲她的故事。
And after years of just kind of quietly chugging along and building this epic business, I asked my mother-in-law, Smithe Sodiun, to come on the pod and give her story.
如果你现在三十多岁、四十多岁或五十多岁，正想创业，却想太多、不知道从何下手，或者你才二十多岁，想改变人生，这可能是我们做过的最有共鸣、也最鼓舞人心的一期节目。
If you are in your 30s, 40s, or 50s and you are thinking about starting a business and you're sort of overthinking, you're not sure what to do, or even if you're in your 20s and you want to figure out how to change your life, this is probably the most relatable and, I think, inspirational episodes that we have ever done.
所以对我来说，这期节目很特别，原因不言而喻。
So it's a very special episode for me, for obvious reasons.
我超级爱她，但我觉得你们也会喜欢的。
I love her to death, but I think you guys are going to like it.
来听听看吧。
Check it out.
我感觉我能征服世界。
I feel like I could rule the world.
我知道我能成为我想成为的人。
I know I could be what I want to.
嗯。
Uh.
我全力以赴，没有休息日。
I put my all in it like no days off.
走在少有人走的路上，从不回头。
On the road less traveled, never looking back.
那么，史密斯，让我先介绍一下背景。
So let me set the stage here, Smithe.
好的。
Okay.
史密斯，你听这个播客吗？
Smithe, do you even listen to the podcast?
我听。
I do.
我确实听了一些节目。
I do listen to some episodes.
好的。
All right.
故事是这样的。
So the story is this.
基本上，你十几岁的时候就移民过来了。
Basically, you came over in your early teens as an immigrant.
你生了几个孩子，然后在家当全职妈妈。
You had some kids, and you were a stay-at-home mom.
后来孩子们长大了，你就想，'嗯，我不太确定接下来该做什么。'
And then the kids grew up and you were like, "Well, I'm not really sure what to do next."
所以你尝试了很多不同的事情。
And so you kind of were trying a bunch of different stuff.
我记得你有一阵子还考了房地产执照。
I think at one point you got your real estate license.
而且你做了很多人想做或者想过的事情。
And you did something a lot of people want or they think about.
他们想，"我想开始做点什么。
They think, "I want to start something.
我想做点什么。"
I want to do something."
而且我觉得你想了好几年。
And you thought about it for a couple of years, I think.
然后突然有一天，我们聊了一次，你基本上告诉了我你要做什么，我当时甚至不确定你会真的去做。
And then all of a sudden, we had a conversation and you basically told me what you were going to do, and I wasn't sure if I even believed that you were going to do it.
但基本上，你当时说，"我要开始做枕头生意。"
But basically, you were like, "I'm going to start a pillow business."
你当时一点研究都没做。
You had done zero research.
你也没做任何市场调研。
You didn't do any market research.
然后突然之间，两周后，你就有了这个网店，我还没反应过来，你就已经卖出去不少了。
And then all of a sudden, two weeks later, you have this online store, and before I know it, you had a bunch of sales.
现在，做了六年之后，你已经赚了好几百万的收入。
And now, after doing this for six years, you've made multiple millions in revenue.
我不知道你想不想说具体是什么或者数字，但你确实在没有互联网经验、没有任何调研的情况下，建立了一个七位数的生意。
I don't know if you want to say what it is or you could say the numbers, but you've built a seven-figure business without any internet experience or any research.
我们在播客里聊过你，那挺酷的，很多人都在问。
We talked about you on the podcast and that was pretty cool, and a lot of people have asked.
所以今天我们请来了Smithe，她其实是我岳母。
And so we have Smithe here, who's actually my mother-in-law.
好吧，那行。
Well, okay.
我就稍微改一下你刚才总结里的几个小细节。
I'll just change a few little bits of information in that summary.
我16岁的时候和家人一起来到美国。
So I came to the US with my family when I was 16 years old.
那是1983年。
So it was in 1983.
我们在迈阿密住了几年，然后我去了纽约市上学。
We lived in Miami for a couple of years, and then I wind up going to school in New York City.
我当时想进入时尚行业。
I wanted to be in the fashion industry.
缝纫一直是我的爱好。
Sewing has always been a passion of mine.
我的祖父母会缝纫，我妈妈也会。
So my grandparents sewed and my mom did.
所以我从他们那里学，后来就越来越喜欢了。
So I learned from them, and then I wind up just liking it.
那只是我表达自己和创造力的一种方式。
It was just a way to express myself, my creativity.
我给自己做衣服，然后我想去纽约时装学院学习时尚。
I made clothes for myself, and then I wanted to go to Fashion Institute of Technology to study fashion.
所以我主修了打版。
So I wind up majoring in pattern making.
我还得全职工作，同时兼职上学。
I also had to work full-time and while I was going to school part-time.
所以我没从FIT毕业。
So I never graduated from FIT.
我不知道你上过FIT。
I didn't know you went to FIT.
那挺酷的。
That's pretty cool.
是的，我在FIT上了大概两三年，是兼职的。
Yes, I went to FIT for about a couple of years, maybe two, three years part-time.
我离毕业很近了。
I was really close to graduation.
然后我结婚了，有了孩子，就是你老婆，然后决定搬出纽约市。
Then I got married, had a child, your wife, and decided that I wanted to move out of New York City.
然后我们就搬到了郊区，那里根本没有时尚产业，我也不想每天来回跑城里上班。
So, and we moved to the suburbs, and there was no fashion industry in the suburbs, and I really didn't want to travel back and forth to work in the city.
后来我就待在家里了。
Then I stayed at home.
我当了大概三四年的全职妈妈。
I became a stay-at-home mom for about three or four years.
后来我意识到，天哪，我在养孩子，但我根本没有足够的知识来养她。
Then I realized, oh wow, I'm raising a child, but I don't have enough information to raise her.
等她需要知识的时候，我该怎么办？
What am I going to do when she needs knowledge?
我怎么帮她呢？等等这些问题。
How am I going to help her and so on?
我就想，好吧，行。
I'm like, okay, fine.
那我就去上学，当个老师吧。
I'll go to school to become a teacher.
所以我就去上学了，主修了英国文学和教育学双学位。
So I went to school, did a dual major in English lit and education.
实际上，我一边带孩子一边上了十年学，最后拿到了语言学硕士学位。
I actually went to school for 10 years while I was raising my kids and wound up with a master's degree in linguistics.
那时候有孩子确实帮了不少忙，但我一直给邻居们做缝纫或者改衣服。
Then it really help having children, but I always sewed or did alterations for my neighbors.
九十年代流行马甲，所以我就做了些马甲，私下里卖。
And vests were in style in the 1990s, so I made vests and sold them on the side.
所以我一直在做缝纫，跟这行沾边的事我都干。
So I was always sewing, doing something in that field.
后来我开始教书，有一阵子我和我丈夫还经营着一家公司。
So when I started teaching, I thought for a while, my husband and I own a business.
我帮忙打理。
I helped out.
等公司慢慢收尾的时候，我就想，哎呀，我真的得继续工作，不能停下来。
And then when the business was winding down, I was like, oh, I really needed to work to keep working.
我太年轻了，还不到退休的时候。
I was just too young to retire.
所以我绞尽脑汁想点子，结果枕头这个想法一直冒出来，因为朋友们总是让我帮她们做枕头。
So I really brainstorm ideas, and then pillows just kept coming back to me because my friends always asked me to make them for them.
我给姐妹们做过。
I made them for my sisters.
我给所有人都做过。
I made them for everybody.
所以我就想，好吧，就做枕头吧。
So I'm like, okay, pillows.
有意思的是，大家都劝我别做。
It was funny because everyone kept discouraging me.
他们说：“你为什么要卖枕头呢？”
They're saying, "Why would you want to sell pillows?
你能卖出去多少个枕头啊？
How many pillows can you sell?
这太荒谬了。
This is ridiculous.
没人会买枕头。
Nobody buys pillows."
但我买了一大堆，也做了一大堆，所以我知道女人喜欢它们，大家普遍也喜欢。
But I bought a ton of them and made a ton of them, so I know women like them, and people in general like them.
你说枕头的时候，我想到的是晚上睡觉时垫在头下的那种枕头。
And when you're saying pillows, when you said pillows, to me, I was thinking pillows I put my head on at night and go to bed.
你说的是那种花哨的装饰枕头，比如抱枕吧。
You're talking about fancy decorative pillows, like throw pillows.
对。
Okay.
是的，你说得对。
Yes, you're right.
我应该纠正一下。
I should correct that.
我做的是装饰枕头，就是沙发上的那种抱枕，还有沙发靠枕——
I made decorative pillows, the couch pillows, the sofa pillows-
……还有人们用的那种装饰性床枕。
... and also the decorative bed pillows that people use.
所以我当时想，其实我并不想卖几百万个枕头。
So I thought to myself, well, I really don't want to sell millions of pillows.
我只想卖得够多就行。
I just wanted to sell enough.
而且我也想让自己投入到一件我热爱的事情中去。
And I also wanted to keep myself engaged In something that I was passionate about.
我热爱跟纺织品打交道，喜欢看布料，喜欢去采购它们。
I was passionate about working with textile, looking at fabric, shopping for them.
我的衣柜里都堆满了这些。
I had closets full of them.
所以，最后我就做了这个。
So, that's what I wind up doing.
这确实挺棘手的，因为我会缝纫，也会挑布料。
It was definitely tricky because I knew how to sew and I knew how to shop for the fabric.
我对室内设计还挺有眼光的。
I had a pretty good eye for interior design.
问题是我对线上生意一窍不通。
The problem was I had no knowledge of an online business.
技术方面是个难题。
The technology part was a problem.
所以为了开网店，我不得不学很多东西。
So I had to really learn a lot in order to open an online store.
给听众们说一下，Ari，你也可以补充。Google，嗯，Smithe的名字是S-M-I-T-H-E，但她拼成了Smithe，带个Y。所以是Smith-
For the listener, and Ari, if you want to say this as well, Google, okay, so Smithe's name is S-M-I-T-H-E, but she spelled it Smithe with a Y. So the word Smith-
对
Correct
……然后加个Y。Smithe Home Couture。
... and then a Y. Smithe Home Couture.
你们现在就去谷歌搜一下。
You guys got to Google that right now.
如果你去看了，你会看到你的网站，但更重要的是，点一下那个Etsy链接。
And if you go to it, you'll see your website, but more importantly, click the Etsy link.
我现在没在看，我是凭记忆说的。
And I'm not looking at it now, but I'm going off memory.
我记得上面显示你卖了，或者说你有17000个订单，而这些订单可能包含多个抱枕。
I think it says that you have sold, or you've had 17,000 orders, and those orders could be multiple pillows.
而且评价大概是4.9分，满分5分，评论数量大概有三四千或者五千条。
And the reviews are like 4.9 out of five stars, and it's like three or four or 5,000 reviews.
对吧？
Is that right?
我的评价确实很好。
I have very good reviews.
我觉得这个生意有很多方面。
I think there are multiple aspects of the business.
有咨询这块，我帮客户挑选适合他们家的枕头。
There's the consultant side of it where I help people select pillows for their homes.
还有另一块，就是实际制作枕头。
There's another side of it where you actually have to manufacture the pillows.
接到订单后，我做好枕头，打包，然后寄给客户。
We get an order, I make the pillows, pack, and ship to the client.
另外，我还负责客服。
But also, I have the customer service.
这是对客户的服务，所以我真的很努力跟客户保持关系。
It's a service to the client, so I really try to maintain a relationship with my clients.
我以我希望被对待的方式来对待他们。
I treat them the way that I want to be treated.
所以我会马上回复他们的问题。
So I respond to their questions right away.
如果他们提出我做不到的要求，我会明确表达，'嘿，这个我做不了，咱们试试别的办法。'
If they request something that I cannot do, I make sure that I express it, "Hey, I can't do that, so let's try something else."
或者我甚至可能会推荐他们去别的地方找他们想要的产品。
Or maybe I might even recommend somewhere else for them to find a product that they're looking for.
所以客户服务对我来说真的很重要，因为我也希望被好好对待。
So customer service is really important to me because I want to be treated well.
那些评价就是最好的证明。
The reviews are a reflection of that.
对，评价高得离谱。
Yeah, they're crazy high.
现在，为了让听众有个概念，你现在大概有多少员工？我不太确定，四五个还是六个？
And right now, just so people have context, right now I think you have, I don't know how many employees you have, four or five or six.
你有多少员工？
How many do you have?
其实他们都是外包的。
So they're really all subcontractors.
我大概用五到六个外包人员，对。
I use about five to six subcontractors, yeah.
而且你有一个，我不知道你叫什么，办公室，工作间，你去过那里，里面有那五六个——
And you have, I don't know what you call it, an office, a workspace where you have-- I've been there, and you have these five or six-
我有一个工作间
I have a workroom
……一个工作间，你就在那里缝纫。
... a workroom, and you're just sewing.
对。
Correct.
这很酷，因为我觉得很多听众会想，"哦，我要去网上找点东西然后转卖。"
It's pretty cool because I think a lot of people listening to this are like, "Oh, I'm going to go find something online and just resell it."
你那里有五六个拿着缝纫机的人，你在缝制它们。
You have five or six people in there with sewing machines and you're sewing them.
所以很多人吹嘘美国制造，我很喜欢。
And so a lot of people brag about made in America, which I love.
我喜欢美国制造的东西，但你是在新泽西做这些的。
I love made in America stuff, but you're making all this in New Jersey.
你把整个过程弄得这么简单，真是不可思议，而且效果非常好。
It's just crazy how straightforward you made this process, and it has worked really well.
其实很简单。
It's very simple.
我们不囤枕套。
We don't stock pillow covers.
我们不囤那些。
We don't stock them.
我们囤的是布料。
We stock fabric.
所以我的工作室里有大约四百种不同的布料卷。
So I have about 400 different rolls of fabrics in my workroom.
有人下单，我们当天或者当周就把枕头做出来。
Someone places an order and we make the pillow that day or that week.
从你下单到制作、包装、发货，我们三到五天内就能寄出。
We ship within three to five days from the time you order to making it, packing, and ship.
其实挺简单的。
It's pretty simple.
缝纫方面有人帮我，但所有的采购和创意部分都是我自己来。
I have people who help me with the sewing, but I do all the buying, all the creative side is all me.
而且，回答你刚才想的那个问题，枕头、填充物，我们也在那里制作，然后打包发货。
And we also make, to answer the actual what you were thinking about, the pillows, the stuffing, we also make them there and pack them and ship.
从资金投入的角度来看，创业其实非常简单。
It was so simple to start this business in terms of financial investment.
我一开始只投了一万美元，之后再也没有追加过一分钱。
I started it with $10,000 and I've never invested another penny in it.
好的。
All right.
很多人看这个节目、听这个节目，是因为他们想让我们直接告诉他们，创业或发展业务时具体该怎么做。
So a lot of people watch and listen to this show because they want to hear us just tell them exactly what to do when it comes to starting or growing a business.
现在，很多人给Shaan和我发消息，他们说：“好的，我想在业余时间做点事情。”
Now, a lot of people message Shaan and I, and they say, "All right, I want to start something on the side.
这是个好主意吗？
Is this a good idea?
那是个好主意吗？
Is that a good idea?"
其实他们真正想说的是，直接给我点灵感吧。
And again, what they're really just saying is, "Just give me the ideas."
朋友们，你们运气真好。
Well, my friends, you're in luck.
我之前那家公司，The Hustle，整理了一百个不同的副业点子，还起了个很贴切的名字，叫副业点子库。
So my old company, The Hustle, they put together 100 different side hustle ideas, and they have appropriately called it the Side Hustle Idea Database.
说实话，这上面有一百个相当不错的点子。
It's a list of 100 pretty good ideas, frankly.
我都看过了。
I went through them.
都很棒。
They're awesome.
它会告诉你如何开始，如何发展，诸如此类。
And it gives you how to start them, how to grow them, things like that.
它还会给你一些灵感。
It gives you a little bit of inspiration.
所以去看看吧。
So check it out.
它叫副业创意数据库。
It's called the Side Hustle Idea Database.
链接在下面的描述里。
It's in the description below.
你会看到那个链接。
You'll see the link.
点进去看看。
Click it, check it out.
在评论区告诉我你的想法。
Let me know in the comments what you think.
我能讲讲我记得的那个故事吗？
Can I retell the story of how I remember it?
而且我可能已经夸张了太多次，以至于我自己都不知道哪些是真的，哪些是夸张的，你可以告诉我哪些是真的，哪些不是。
And I've probably exaggerated it so many times that I don't know what is the truth or what's an exaggeration, and you could tell me what is true and what's not.
基本上，如果我没记错的话，五六年前，你开车送我去机场。
So basically, if I remember correctly, five or six years ago, you drove me to the airport.
我和Sara当时还住在，我想是在旧金山或者奥斯汀，我不记得了。
Sara and I were still living, I think in San Francisco or Austin, I don't remember.
我当时是独自一人出差，你开车送我，我就说：“你为什么想送我？”
And I was there by myself on a work trip, and you drove me, and I was like, "Why do you want to drive me?"
你说：“我想跟你聊点事。”
And you're like, "I want to talk to you about something."
我就说：“你想聊什么？”
And I was like, "What do you want to talk about?"
你说：“我想开始做那个枕头的事情，一个枕头生意。”
And you're like, "I want to start this pillow thing, a pillow business.
你能不能告诉我任何你觉得我应该知道的事情？
Can you just tell me anything you think I should know?"
我当时就想，哇，
And I was like, "Oh, wow.
好吧。
Okay."
其实，我心里想，这又是一次我经历过成千上万次的对话，有人告诉我他们要做什么，但他们永远不会去做。
Well, and in my head, I was thinking, this is just another conversation that I've had tens of thousands of times where someone tells me something they're going to do, and they're never going to do it.
但我说，好吧。
But I was like, "Okay."
我说，我对电商不太了解，但我可以告诉你有个叫Shopify的东西，我可以告诉你你可能想买些广告，你可能想这样做。
I said, "I don't really know anything about e-com, but I could just tell you what this thing called Shopify is, and I could tell you that you probably might want to buy some ads, and you probably want to do this."
我给了你最普通不过的建议，你随便谷歌一下就能找到。
I gave you the most generic thing ever that you could just have Googled.
然后两周后，我收到一个链接，我记得是个网站或者Etsy店铺，我当时想，哦，这个人有个公司，名字和你打算给公司起的名字一模一样。
And then two weeks later, I get a link to, I think it was a website or an Etsy store, and I was like, "Oh, this person has a company named exactly what you were going to name your company."
然后你说："哦，不，这是我的。"
And you're like, "Oh, no, this is mine.
我照你说的做了。
I did what you said.
我开了个Etsy店，或者我记得是Shopify店，类似那样的，WooCommerce，"然后我飞到北卡罗来纳，买了一大堆布料，现在正让朋友们买我的东西，好给我写好评，事情就是这样。"
I created an Etsy" or I think a Shopify store, something like that, WooCommerce, "and I flew down to North Carolina, and I bought a bunch of fabrics, and I am now getting my friends to buy the stuff to give me a good review, and that's where we are."
对吧？
Is that right?
基本上就是这样。
That's basically how it happened.
我想了解电子商务到底是怎么回事，因为再说一次，我知道怎么卖东西，但像我这么大年纪的人，或者大多数我这个年纪的人，很难理解电子商务的概念和那些相关的术语。
I wanted to understand what And e-commerce entails, because again, I know how to sell, but someone my age or most people my age have a very hard time understanding the e-commerce concept and all the lingo that goes along with it.
比如，什么是SEO？
Like, what is SEO?
什么是转化率？
What is conversion rates?
这些东西。
All this stuff.
所以我想从你的角度了解，你理解了什么，以及我到底该不该买广告？
So I wanted to understand from your perspective, what you understood, and really should I buy ads or not?
这到底是什么？
What is this exactly?
我能够请教你，得到了很多相关信息。
And I was able to pick your brain and I got a lot of information about it.
而且，我也需要一些鼓励，来自那些可能是年轻创业者的、正在做这些事情的人。
And also, I needed encouragement from people who were maybe young, young entrepreneurs, people who were doing it.
而你就是这样的人。
And you were.
你总是在创建新公司。
You were always creating new companies.
你总是谈论生意，谈论你在忙什么。
You're always talking about businesses, what you're up to.
所以我需要一些鼓励，而你给了我。
So I wanted some encouragement, and you provided that.
那真的很棒。
That was cool.
你的第一批客户是怎么找到你的？
How did your first customers find you?
Etsy 是个很棒的平台。
So Etsy is a wonderful platform.
Etsy 让事情变得很简单。
Etsy made it pretty easy.
一开始，你说得对，我需要一些评价。
At the beginning, you're right, I needed a couple of reviews.
我给我很多朋友和家人缝过东西，所以我得让几个人买几个抱枕，然后写几条评价。
I have sewed for so many of my friends and family, so I had to get a couple of people to buy a few pillows and then just write a couple of reviews.
但第一次有一个我从未见过的客户下单时，那感觉太神奇了。
But the first time I actually had a client that I have never met, ordered something, it was amazing.
那感觉太爽了。
It was exhilarating.
我特别兴奋，那种感觉就像有人对你说：‘嘿，你是有价值的。’
I was so excited, and that feeling that you get, like someone says, "Hey, you're worth something."
所以，当这种情况不断发生时，我就真的坚持做下去了。
So, and then when it kept happening, I really kept doing it.
这真的很有帮助。
It really helped.
我的生意是2020年起步的。
I started my business in 2020.
2020年1月，我开了我的Etsy店铺。
In January 2020, I opened my Etsy store.
2020年3月，因为疫情我们关门了。
In March 2020, we shut down for COVID.
所以疫情真的帮我启动了生意。
So COVID really helped launch my business.
我想在一月份第一个月，我大概卖了300美元的枕头。
I think the first month in January, I sold about maybe $300 of pillows.
二月份的话，大概500美元左右。
February, maybe about $500.
但到了三月末、四月的时候，我已经能卖出好几千美元的枕头了。
But by the end of March, April, I was selling multiple thousand dollars of pillows.
然后问题就出在我跟不上需求了。
And then the issue was I couldn't keep up the demand.
我一个人忙不过来，但头九个月都是我自己做的。
I couldn't make them all by myself, but I did for the first nine months.
那些产品确实都是我亲手制作、打包和发货的。
I did make them all by myself, pack them and ship them and all that.
后来我不得不找人帮忙了。
And then eventually I had to find help.
在这个播客里大家应该都听过我的名字了。
So I'm known on this podcast.
真是太有意思了。
It's so funny.
我有我的家庭生活，然后我还有这种公开的生活，观众们都知道我是个问问题很直接的人。
I have my home life, and then I've got this public life and people on the audience, and they know me as someone who asks very blunt questions.
是的，你确实是这样。
Yes, you do.
我也知道这一点。
I know that too.
我当时想，我还是会问直接的问题，但我尊重你。
I was like, I'm still going to ask blunt questions, but I respect you.
你可以礼貌地告诉我，"Sam，这个问题我不回答。"
You can respectfully tell me, "Sam, I'm not answering that."
但是——
But-
我一定会这么做的。
I will definitely do that
……你是什么时候能给自己发工资的？
... when were you able to pay yourself?
第一年我就给自己发工资了。
I was able to pay myself the very first year.
你还记得发了多少吗？
Do you remember how much?
还是你不想说具体数字？
Or you want to say how much or no?
我觉得第一年大概赚了六万美元。
I think the first year, maybe I made $60,000.
其实不算多。
It wasn't a lot.
你当老师时赚得最多的一年是多少？
What was the most money you made as a teacher?
大概六万七千美元吧。
Probably about $67,000.
所以你第一年就超过了或者追平了你当老师的收入——
So you beat or you matched your teaching-
差不多吧。
Almost
——一年的收入。
... your job in one year.
第一年就做到了。
The first year.
那真是太棒了。
That's pretty awesome.
感觉怎么样？
How does that feel?
哦，感觉非常好。
Oh, it was great.
我也很喜欢教书，所以我不后悔。
I did enjoy teaching as well, so I don't regret it.
那挺有意思的。
It was fun.
我觉得也挺有成就感的。
I thought I was rewarding as well.
但现在能做这个，而且收入不错，感觉也挺好的。
But it's nice to be able to do this and get paid well for doing it.
为了给观众和听众一些背景信息，你能说说2025年或2026年你的收入、利润或销售额大概是多少吗？
In order to give the viewer and listener some context, are you able to say how much revenue or profit or sales you're going to be doing in '26 or '25?
这个我可以告诉你。
So I can tell you this.
2025年，我的生意收入增长了100%。
In 2025, my business, my revenue grew by 100%.
所以现在已经达到七位数了。
So we are in the seven figures now.
至于利润，我赚得相当可观。
In terms of profit, I make a very healthy profit.
我对自己的收入非常满意。
I'm very happy with the income that I make.
所以我知道你的收入是多少，我不会说出来，但我要说，我认识一些做电商、年营收两千万美元的人，我猜你到手的钱比他们还多。
So I know what it is, and I'm not going to say what it is, but I'll say that I know people who have businesses that do 20 million in revenue, e-com businesses that do 20 million in revenue, and I have a feeling you're making more money than they are in terms of like take home.
这我倒不敢说，但我觉得我确实做得很好。
I don't know about that, but I would say that I do very well.
我热爱我的工作。
I love what I do.
我从来不觉得那是工作，工作。
I never think about it as work, work.
我热爱它，你也知道，但我觉得这是衡量成功的一个好方法。
I love it and you know that, but I think it's a viable way to measure your success.
所以我确实会这么做。
So I do try to.
我会给自己发工资。
I pay myself.
但是到2026年，我们的目标可能是把业务至少增长50%。
But in 2026, our goal is to probably try to grow the business by at least 50%.
那太厉害了。
That's crazy.
我觉得我肯定能做到。
And I think I can definitely do that.
我有一条非常清晰的路线图，知道怎么把业务做大。
I have a very clear path ahead to how to grow the business.
而且我知道你觉得这挺搞笑的。
And I know you think it's really funny.
我们那天就是这么开始聊起来的。
That's how we started talking one day.
我觉得这太棒了。
I think it's awesome.
我想和你做播客的众多原因之一就是，我和Shaan经常收到很多人联系我们，说他们想开始做点什么，然后他们写出一堆复杂的理由或者复杂的商业计划之类的，我们就觉得，'那些根本不重要。'
One of the many reasons why I wanted to do a podcast with you was because me and Shaan, we get all these people reaching out to us that say they want to start whatever, and they write up these complicated reasons or these complicated business plans or something like that, and we're like, "That's just not important.
一周内就开始做点什么。
Just start something in a week.
快速行动，尽快赚到第一笔钱。
Just move fast, momentum to your first dollar."
我不知道这是天生的还是后天能培养的，但我、Shaan，还有你，都有一种奇怪的特质，我几乎称之为“原始人思维”，就是你足够聪明。
And I don't know if this is a genetic thing or people can become this, but there's this weird thing that I tend to have, Shaan has it, you definitely have it, where I almost call it being a caveman, where you're smart enough.
你可以非常聪明，但同时你又觉得：“这看起来太简单直接了。”
You can be really smart, but at the same time, you're like, "This seems so simple and just straightforward.
我不会想太多。
I'm not going to overthink it.
我就一步一步来，第一步、第二步、第三步。
I'm just going to do step one, step two, step three."
而很多人却容易想太多。
Whereas a lot of people tend to overthink things.
嗯，我觉得很多人会先想一想。
Well, I think a lot of people would think about it.
他们不采取行动。
They don't take action.
所以我愿意犯错。
So I'm okay making mistakes.
我一直都是这样。
I've always been that way.
但我也一直在做自己想做的事。
But I've also taken action on the things that I wanted to do.
我给你举个简单的例子。
I'll give you a quick example.
我搬到美国的时候，才16岁。
So when I moved to the US, I was 16.
我去上了高中。
I went to high school.
我从海地的天主教学校，转到了迈阿密最差街区之一的一所高中。
I went from Catholic schools in Haiti to a high school in one of the worst neighborhoods in Miami.
所以高中那段日子特别难熬。
So high school was horrible.
我当时不会说英语。
I didn't know the language.
那些学生对我们整体都很差，我真的不想继续待下去了。
The students were awful to us in general, and I wanted to not stay in high school.
我还有三年要读，但我就想，我真的不想待在这里。
I had three years left, but I was like, "Well, I really don't want to be here."
所以我决定同时去上夜校。
So I decided to go to night school as well.
结果我两年就完成了三年的高中学业，而且当时还不会英语。
So I did three years in high school in two years without knowing English.
那太不可思议了。
That's crazy.
所以我毕业了，就离开了。
So I graduated and got out.
所以我就知道，做事总有办法。
So I just knew that there are ways to do things.
如果你真的想做一件事，总有路可以走。
If you really want to do something, there's always a path to take.
总有办法做到的。
There's always a way to do it.
对我来说，就是这样。
For me, it was that.
我学会了怎么做。
I learned how to do.
我可以肯定地说，我对自己的业务了如指掌。
I know I can definitely say that I know my business from inside out.
从怎么管理网站，到怎么拍照片，我都知道。
I knew from how to manage the website, how do I take all my photos.
而且学习曲线真的很陡，因为那时候我得学Photoshop、Canva，还有一大堆其他软件。
And the learning curve, that was really huge because then I had to learn Photoshop, Canva, and tons of other programs.
但我也知道，我还是能学会的。
But I also knew that, again, I could learn it.
我从来没有怀疑过自己学不会东西。
I never doubted myself that I couldn't learn things.
所以你就把它拆成小块，每天学一点。
So you just break it down in small chunks, and you learn a little bit every day.
到了月底，突然之间，我就知道怎么用Photoshop了。
So at the end of the month, it's like all of a sudden, I know how to use Photoshop.
我知道你的听众大多是年轻创业者，但我在想，我能为你的播客带来什么价值呢？
And I know your audience, generally are really young entrepreneurs, but I was thinking, well, what kind of value can I add to your podcast?
我觉得价值在于那些可能五十多岁、不想退休或者想换一种职业的人，他们内心有热情但一直没有机会去追求。
And I think the value would be in people who are maybe in their 50s and don't want to retire or want to have a different kind of career, who really had a passion that they didn't have an opportunity to follow.
对我来说，我就是这么做的。
And for me, that's what I did.
这挺疯狂的。
It's pretty crazy.
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我记得看过一些你还在海地时的照片。
I remember looking at some photos of you when you were still in Haiti.
我当时就想，这太不可思议了，在这么短的时间里，在人的一生中，你可以从一个完全不同的国家，来到美国最繁华的地方之一，纽约市曼哈顿，你住的地方，拥有一个价值数百万美元的电商公司。
And I was like, isn't it incredible that in such a short amount of time, in one lifetime, you can go from living in an entirely different country to then going to one of the busiest parts in America, New York City, Manhattan, where you live, owning a multimillion-dollar e-com?
我对一个人能走多远感到非常受鼓舞和着迷。
I'm so inspired and fascinated about how far someone could come.
我刚刚在读巴拉克·奥巴马的书，他的自传，他讲了一个故事，我想是他父亲的父亲，也就是他的肯尼亚祖父，或者可能是——
I was just reading Barack Obama's book, his biography, and he was telling the story about how, I think it was his father's father, so his Kenyan grandfather, or maybe it was-
……他的肯尼亚姑姑，来美国参加就职典礼。
... his Kenyan aunt, who came to America for the inauguration.
他们来自肯尼亚。
And they were from Kenya.
他们住在肯尼亚的乡下，条件不是很好。
And they were living in the countryside of Kenya, not the most nice setup.
我当时就想——
And I was like-
……这难道不令人难以置信吗？两代人之间，从肯尼亚的普通人，到抱着这个婴儿，你会想：“这个婴儿将成为美国的未来总统。”
... isn't this incredible that in two generations, you go from just being a person in Kenya to holding this baby, and you're like, "This baby is going to be the future president of America."
不只是肯尼亚，而是美国的总统。
Not even Kenya, of America.
我当时就想，两三代人的旅程能走这么远，真是太不可思议了。
And I was like, it's just incredible how far the journey of two or three generations.
然后我又想，这真的很了不起。
And then I was like, it's pretty incredible.
我现在有很多移民朋友或移民家庭成员，你就是其中之一，他们现在所处的位置，离他们当初的起点已经非常遥远了。
I've got a bunch of immigrant friends or immigrant family members now, you being one of them, and the place where they are is so far from where they started.
我觉得这非常鼓舞人心。
And I think that's very inspiring.
嗯，移民们不觉得自己有很多可以失去的东西。
Well, immigrants don't feel like they have a lot to lose.
我把自己看作第一代移民，但其实我的父母才是真正的第一代移民，但他们来的时候已经四十多岁了，所以对他们来说已经太晚了。
And I would consider myself to be first-generation immigrant, but my parents really were the first-generation immigrants, but they came here when they were already in their 40s, so it was too late for them.
所以他们牺牲了很多，就是为了让我们能过得好。
So they sacrificed a lot so that we could do well.
如果你走了这么远，离开了家乡，来到异国他乡开始新生活，移民们就会觉得自己没什么可失去的。
So if you've traveled this far, you've left your homeland, and you traveled to a foreign land to make a new life, immigrants kind of feel like they have nothing to lose.
他们必须全力以赴，因为你已经离开了原来的地方。
They have to give it their all because you're displaced.
你总是觉得自己不属于任何一个地方，好像既不完全属于这里，也不完全属于那里。
You feel displaced all the time anyway, like you're not fully from one place or the other.
所以你真的得拼一把，因为机会就在这里。
So you really have to go for it because the opportunities are here.
我们离开那里，是因为那里没有机会。
We left there because there weren't any opportunities.
所以我们既然来了，就不能不抓住眼前的机会，或者不努力去争取。
So we wouldn't want to be here and not take advantage of the opportunities offered to us, or try to really hard.
不过，我真的很喜欢纽约。
I love New York, though.
我得说，就算在海地长大的时候，以前有个七喜广告是在时代广场拍的。
I have to say, even growing up in Haiti, there used to be a 7-Up commercial that was filmed in Times Square.
我觉得那太棒了。
I thought it was amazing.
我当时就想来纽约，你也知道我对纽约有多着迷。
I wanted to be right here in New York, and you know how obsessed I am with New York City.
就是——
It's just-
你是我认识的最纽约的人。
You're the most New York person I know.
对。
Yes.
比如我们走在街上，我就会说：“斯密斯，你得慢点。”
Like, when we walk on the street, I'm like, "Smithe, you have to slow down."
嗯，是啊。
Well, yeah.
一旦你离开这里，你就会变得有点更具攻击性。
Once you leave here, you become a little bit more aggressive.
但我确实喜欢纽约的活力。
But I do like the energy of New York.
那真是个很棒的地方。
It's a really cool place.
但我当时就有那个想法。
But I had that idea.
我从小就觉得自己会来纽约。
I knew I would be in New York at a very young age.
今天的节目由HubSpot赞助播出。
Today's episode is brought to you by HubSpot.
你知道吗，大多数企业只使用了他们数据的20%。
Did you know that most businesses only use 20% of their data?
这就像读一本书，却撕掉了五分之四的页数。
That's like reading a book, but then tearing out four-fifths of the pages.
重点是，你会错过很多。
Point is, you miss a lot.
除非你使用HubSpot这个客户平台，它能让你获得发展业务所需的数据，那些被困在电子邮件、通话记录、转录文本中的洞察，所有这些非结构化数据都至关重要。
And unless you're using HubSpot, the customer platform that gives you access to the data you need to grow your business, the insights that are trapped in emails, call logs, transcripts, all that unstructured data makes all the difference.
因为你知道得越多，成长得就越多。
Because when you know more, you grow more.
所以，如果你想读完整本书而不是只读一部分，请访问hubspot.com。
And so if you want to read the whole book instead of just reading part of it, visit hubspot.com.
在这个播客里，我们采访过亿万富翁，也采访过那些拥有价值数百亿美元公司的人。
On this podcast, we've talked to billionaires and people who have these companies worth tens of billions of dollars.
我和Shaan总是说，我们对他们的敬佩程度，不亚于对一家虽小但业绩出色的小企业的敬佩，因为我们喜欢的是那些开辟自己道路、把梦想变成现实的人。
And Shaan and I always say, we're equally impressed by them as we are a small business that is small but does great work because what we love are people who blaze their own path and turn dreams into reality.
现实有多大并不重要。
And it doesn't exactly matter how big the reality is.
看到人们在这个世界上摆脱债务，真的很酷。
It's just really cool to see people kick their debt in the world.
我觉得和你聊下来，最核心的一点，也是我当初想请你来的原因，就是我觉得惯性真的很强。
And I think that the takeaway when I talk to you and why I wanted you on was because I think that inertia is strong.
我觉得人们往往会年复一年地做同样的事情，很难打破这种模式。
I think that people tend to do the same thing for years, and it's hard to break that.
而且年纪越大——
And the older you get-
……就是因为惯性的缘故。
... it's just for the reason of inertia.
你长期做同样的事情，所以你会想：“我不想改变。”
You've been doing the same things for a long time, and so you're like, "I don't want to change."
而最让我着迷的是，我不确定你是不是早就想开始做点什么，但我知道你好像——
And what was fascinating was, I don't know if it's true that you were wanting to start something for a while, but I do know you like were-
是的，我确实想过。
I did.
我觉得你早就考虑过这件事了。
I think you had thought of it.
可能我听到你大声地头脑风暴了。
Maybe I heard you brainstorm out loud.
但有趣的是，你从聊各种其他事情，比如枕头生意，到真正上线，只用了两周时间。
But then what was interesting is you went from Maybe talking about all these other things, talking about a pillow business, and then launching it literally in two weeks.
然后我还没反应过来，你第一年做了什么我不记得了，但记得你第一次告诉我你收入破六位数的时候，我简直不敢相信。
And then before I knew it, I don't remember what you did your first year, but I remember the first time you told me you crossed six figures, I was like, "Are you serious?"
我觉得很多人都喜欢改变家里的样子。
I think a lot of people like to change their look of their home.
新季节来了嘛。
It's a new season.
这真的是一个非常简单的办法，不用花大钱就能改变空间的感觉。
It's a really very easy way to transform your space without spending a huge amount of money.
我们不仅建了网站，还和室内设计师合作。
And the way that we were able to build a website, we also work with interior designers.
室内设计师会买很多枕头。
Interior designers buy tons of pillows.
你有没有想过要全力以赴，把它做成一个超过一亿美元的大公司？
Is there a world where you would want to go really hard and turn this into a big 100-million-plus company?
我不知道。
I don't know.
我觉得我真的很喜欢和客户一对一地合作。
I think I really like working one-on-one with the clients.
如果公司变得特别大，我觉得我会失去那种感觉。
If it were to be really big, I think I would lose that aspect of it.
所以，我也不确定。
So, I don't know.
不过我确实在考虑做批发项目。
I am considering a wholesale program, though.
就是商店会联系我。
So, stores will contact me.
他们想买这些枕头。
They want to buy the pillows.
我也和一些本地的小店做过生意。
And I've done some business with some smaller local stores.
所以，如果我想在全国或国际范围内销售这些枕头，就不能再按订单定制了。
So, if I wanted to sell the pillows on a national, international level, they would not be made to order anymore.
那样的话，我会提前备货，或者提前接大量订单，比如布鲁明戴尔百货可能会为他们在纽约的店订100个之类的。
So then, I will stock the pillows or get a lot of orders ahead of time, and maybe Bloomingdale's might want to order 100 of them for their store in New York or something like that.
所以，那就是批发。
So, that would be wholesale.
他们会按罗（gross）来买，也就是一次144个。
They will be buying by the gross, which is 144 of them at a time.
除了枕头，你还有打算做别的吗？
Are you going to do anything besides pillows?
目前没有，不过我想考虑做不同种类的枕头。
For the time being, no, but there are different kinds of pillows that I would like to consider.
也许可以做盖毯。
Maybe throws.
我其实雇了一群工匠为Smithe Home Couture制作盖毯。
I actually hired a group of artisans to make throws for Smithe Home Couture.
山姆，你知道什么是盖毯吗？
Do you know what a throw is, Sam?
就是放在沙发上的那种小毯子。
Just like a little blanket for your couch.
明白了吗？
All right?
我以为靠垫——对，我也不太清楚。
I thought a throw pillow-- Yeah, I don't know.
我以为靠垫是个术语。
I thought a throw pillow was a term.
等等，我一直跟别人说靠垫。
Wait, I've been telling people throw pillows.
那个词用错了吗？
Is that the wrong word?
一回事。
Same thing.
抱枕是抱枕，但throw就是一条毯子。
Throw pillows, but a throw would be just a blanket.
所以人们经常问：“你有和你的抱枕配套的毯子吗？”
So, people often ask, "Do you have throws to match with your pillows?"
这个我会去研究一下，我正在研究。
That's something that I will look into, I am looking into.
一方面，我在想：“我不想让你做这个，因为你星期三要看孙子孙女，”我可是这个安排的大受益者，所以我喜欢这样。
On one hand, I'm like, "I don't want you to do this because you watch your grandkids on Wednesdays," of which I'm a huge recipient of that, so I like that.
但另一方面，我又想：“天哪，你完全可以成为玛莎·斯图尔特。”
But on the other hand, I'm like, "Man, you totally could become Martha Stewart."
这是说给听众听的。
This is for the listener.
如果你们有机会去史密斯家，那真是装饰得最完美的家。
If you guys ever go to Smithe's house, it's like the most perfectly decorated home.
而且这简直太厉害了。
And it's insane.
而且你做饭的方式，基本上就是玛莎·斯图尔特本人了。
And the way that you make dinners, it's like you are basically Martha Stewart.
是的，我喜欢家居装饰、园艺和烹饪。
Yes, I like home decor, gardening, and cooking.
对。
Yes.
然后我就想，"你绝对可以把它做成一番事业，让它火起来。"
And I'm like, "You could definitely become a thing and make this a thing."
然后我就想，"那听起来太棒了。"
And I'm like, "That sounds awesome."
我只是有点纠结。
I'm just conflicted.
我到底要不要改变商业模式呢？
Do I want to change the business model or not?
所以，今年就是我觉得我会做出这个决定的一年。
So, this year will be the year that I think I will make this decision.
现在，我非常喜欢和客户一对一地工作，而且我的工作和生活平衡得很好。
Right now, I love working one-on-one with the clients a lot, and I also have a great work and life balance.
我的工作时间很灵活。
I have very flexible hours.
我可以花很多时间和我的孙子孙女们在一起，也就是你的孩子们，而扩大规模会失去很多东西。
I can spend a lot of time with my grandkids, your children, and there's a lot to lose by going bigger.
所以，我必须认真考虑这是否是我想要做的。
So, I have to really consider if that's what I want to do.
这很有趣，因为我听了你的关于年轻企业家的播客，我觉得他们做得非常好，而且他们真的很兴奋。
It's so interesting because I listen to your podcast of the young entrepreneurs, and I think it's amazing how well that they're doing, and they're really excited.
他们把自己的小企业快速扩大规模。
They take their really small business and scale it up, and really fast.
我也想这么做，但这样做的话，我觉得我会失去很多。
And I want to do that, but by doing that, I believe that I'll have a lot to lose.
我觉得你现在的状态其实是最理想的，就是有明确的目标和计划。
I think what you have is actually the ideal situation, which is intentionality.
我觉得很多人，包括我自己在内，虽然我尽量做到有意识地去规划，但还是有很多人做事的时候，
I think that there's a lot of people, myself included, even though I try to be really intentional, but there's a lot of people who, they do things.
有点像那种“先开枪，再瞄准”的感觉。
It's sort of like a ready, fire, aim.
他们就是随便做，结果怎么样就怎么样。
They kind of just do stuff, and whatever happens happens.
我们上一期播客其实刚好聊过这个话题。
We were actually just talking about this in a previous podcast.
如果你不刻意去规划，最终可能会把自己困在一个自己建的牢笼里，就像——
You kind of eventually, if you don't do it intentionally, you can build your own prison, where you're kind of-
对
Yes
……被困在自己创造的东西里面。
... trapped in this thing that you created.
你似乎有一种很好的心态，知道自己想要什么、自己是谁，而不是追求更多、更多、更多的多巴胺刺激。
You seem to have this good attitude of knowing what you want and who you are, versus the dopamine rush of more, more, more.
嗯，我想说我在三十多岁的时候就是这样。
Well, I would say that I had that in my 30s.
那时候是建立事业、组建家庭，并确保家庭经济稳定的时期，对吧？
It was a time to build a career, a family, and to make sure that you're financially stable for your family, right?
我确实需要支付孩子们的大学学费。
I did have to pay college tuitions for our children.
我们确实需要支付大学学费。
We did have to pay college tuition.
所以我们努力工作，这样我才能有这段时间真正思考未来想做什么，并真正追求我喜欢和感兴趣的事情。
So, we worked really hard so that I could have this time where I can really think about what I want to do moving forward, and to really follow something that I really like and I'm interested in.
所以我每天醒来，都对去工作感兴趣。
So, I wake up every day, I'm interested about going to work.
我花几个小时在网上看面料。
I spend hours online looking at fabrics.
我太喜欢这个了。
I love this.
所以，我们得先辛苦打拼，才能换来现在这段时光。
So, we had to grind first in order for me to have this time.
我觉得很多人都是这样做的。
And I think there are a lot of people who do that.
嗯，就我的情况来说，到了人生后期，你仍然想工作，但不想做那些你不喜欢的事情。
Well, in my situation, when you get to later on in life, and you still want to work, but you don't want to do things that you don't enjoy doing.
所以，我靠卖枕头赚得不错，而且我很喜欢做这件事。
So, I do very well financially selling pillows, and I love doing it.
我现在做的事情，以前是免费帮别人做的，现在居然能赚钱。
I'm actually making money doing something that I used to do for free for people.
这真是太棒了。
So, that's amazing.
你已经赚到钱了，那这些钱你打算怎么用呢？
What do you do with the money once you've already made it?
这是我和Shaan经常问成功嘉宾的问题，我们问这个是因为如果你成功了，手里有点钱，关于怎么花钱或投资的信息其实很难找到。
This is a question Shaan and I ask our successful guests all the time, and the reason we ask it is because if you are successful, if you do have a little bit of money, information on how to spend or invest your money, it's actually really hard to come by.
我知道这个是因为在我的创始人社区Hampton里，大家经常问这个问题。
And I know this because inside of Hampton, which is my community of founders, people ask this question all the time.
那些赚了1000万或5000万美元的人，你们是怎么花的？
People who have made $10 or $50 million, how do you spend it?
你们是怎么投资的？
How do you invest it?
所以，为了帮助解决这个问题并回答这个疑问，我采访了80多位创始人，比如Scott Galloway、Alex Hormozi、Brian Johnson这些人，他们的身价有5000万、1亿甚至几十亿美元。
And so, to help solve this problem and answer this question, I actually interviewed 80-plus founders, guys like Scott Galloway, Alex Hormozi, Brian Johnson, people who are worth 50, 100, even billions of dollars.
我们让他们透露了一切，包括他们的净资产、给自己发多少工资、每月开销、投资组合等等。
And we got them to reveal everything, so their net worths, how much they pay themselves, their monthly expenses, their portfolio, things like that.
然后我们把80个采访整理成一份文档，我觉得你在互联网上任何地方都找不到这类信息。
And we turned these 80 interviews into one document, and I don't think you can find this type of information literally anywhere on the internet.
而且完全免费。
And it's completely free.
所以，如果你想看看那些身价数十亿的人的真实净资产、他们的投资组合、开销，所有这些东西，就去 joinhampton.com/reveal 看看吧。
So if you want to see behind the net worth of people who are worth billions of dollars and their portfolios, their expenses, everything, you go to joinhampton.com/reveal.
再说一遍，joinhampton.com/reveal。
Again, joinhampton.com/reveal.
去看看吧。
Check it out.
我记得有一次我在推特上发了你的故事，我想想，我忘了，那个人叫什么名字来着？
I remember one time I tweeted out your story, and I think, I forget, what's the guy's name?
马克？
Mark?
马库斯？
Marcus?
莱蒙斯？
Lemones?
你知道我说的是谁吧？
You know who I'm talking about?
就是Bed Bath & Beyond的董事长那个人。
The guy who is the chairman of Bed Bath & Beyond.
他是Bed Bath & Beyond的。
He's from Bed Bath & Beyond.
对。
Yes.
他还参加了那个电视节目，好像叫《利润》。
And he's part of the TV show, I think it's called "The Profit."
我觉得他挺厉害的。
I think he's a pretty big deal.
他当时在推特上@你，说：“嘿，给我发邮件。
And he tweeted at you, and he was like, "Hey, email me.
我们让你进Bed Bath & Beyond。”
Let's get you in Bed Bath & Beyond."
我记得我当时说：“Smithy，我觉得这可是个大机会。”
And I remember I was like, "Smithy, I think this is a huge deal."
而你，非常冷静沉着地说："有意思。"
And you, very calm and collectively, were like, "That's interesting.
"也许我会联系一下"，或者类似的话。
Maybe I'll reach out," or something like that.
就是那种...你真的很淡定。
It was just like- ... you were just smooth.
就是很直接。
It was just straight.
没有那种...
There was no-
嗯，我真的相信没有人会白白给你东西。
Well, I really believe no one will give you anything for free.
如果他想跟我谈，那说明他有所图，所以我得评估他到底想要什么。
If he wants to talk to me, there's something for him, so I have to evaluate what is it that he wants out of this.
这对我来说值不值得？
Is it going to be worth it for me?
结果呢，我觉得那是个好机会，但对我们来说就是没成。
As it turned out, I think it was a good opportunity, but it just didn't work out for us.
我不喜欢他们的商业模式。
I didn't like their business model.
所以我还是去了。
So I did go.
我们的枕头确实在Bed Bath & Beyond上架过，但两三个月后我就撤下来了。
We did have our pillows on Bed Bath & Beyond, but after two or three months, I pulled them out.
我不想做的事就不用做，这挺好的。
I don't have to do anything I don't want to do, which is great.
这是个很好的状态。
It's a great place to be in.
我真的很喜欢这样。
I really like that.
不过我们在Wayfair上有卖。
But we're on Wayfair.
我在Wayfair上做得非常好。
I do very well on Wayfair.
我们在Wayfair上有很强的影响力，而且我很喜欢Wayfair。
We have a very strong presence on Wayfair, and I love Wayfair.
我知道很多人抱怨Wayfair，但我喜欢它。
And I know a lot of people complain about Wayfair, but I like it.
我喜欢和他们合作。
I like working with them.
他们的软件非常简单，我们生意做得很好。
Their software is very simple, and we do great business.
我知道Wayfair卖很多现货商品，但我们仍然是Wayfair上的定制订单公司。
I know Wayfair sells a lot of stock items, but we're still a made-to-order company on Wayfair.
我们在Wayfair上收到大量订单，然后当天制作，再发货。
We get tons of orders for Wayfair, and then we make them that day, and then we ship them.
而且我们在Wayfair上的退货率非常低。
And we have very low returns on Wayfair.
我觉得退货率大概是5%。
Maybe I think the return is 5%.
所以对我们来说挺管用的。
So, it works for us.
如果不行的话，我就不在Wayfair上卖了。
If it didn't work out, I'll just also not sell on Wayfair.
我们的网站做得很好，加上Etsy、Wayfair和我们自己的网站，我们整体做得非常好。
Our website is doing very well, and between Etsy, Wayfair, and our website, we are doing very well.
我们还提供另一项服务，室内设计师特别喜欢，有些客户也会用。
There's also another service that we offer that interior designers really like, and some of our clients use it too.
我们允许客户和室内设计师寄他们自己的面料来。
So we allow clients and interior designers to ship their own fabrics.
如果他们在我网站上找不到喜欢的面料，他们可以寄自己的面料过来，我负责加工缝制抱枕，然后寄回给他们。
If they can't find a fabric that they like on my website, they ship their own fabrics, and I provide the labor to sew the pillows and ship it back to them.
这挺有意思的。
This is fun.
我真为你高兴，特别爱看到你成功。
I love celebrating your success.
最后一个问题：讲讲我第一次和莎拉约会时，你是怎么认识我的。
Last question: explain the first time that you met me when I was dating Sarah.
哦，对。
Oh, yes.
好。
Okay.
嗯，那应该是我们第一次去旧金山的时候。
Well, that was our first trip to San Francisco, I think.
我送她到旧金山，因为她找到了一份很好的工作什么的。
I went there and dropped her off in San Francisco because she landed a great job and all that.
所以我带她去了旧金山，确保她安顿好了，然后我们下次再去旧金山时，她说她在和一个人约会，想让我们见见你。
So I took her to San Francisco, made sure she was settled down, and then the next time that we went to San Francisco, she said she was dating someone and she wanted us to meet you.
当然，作为父母，我们真的很担心，比如：“天哪，她在旧金山那么远的地方和谁约会呢？”
And of course, as parents, we were really concerned, like, "Oh my god, who is she dating all the way in San Francisco?
我们住在纽约，"之类的。
We live in New York," and all that.
而且你坚持让我们从机场直接去你那儿，去你家。
And you insisted that we went directly from the airport to your space, to your house.
我当时就想，"等等。
I was like, "Wait a second.
为什么他不能像正常家庭那样，等到明天晚餐时再见面呢？"
Why can't he wait for us to meet him tomorrow at dinner like a normal family would do?"
然后莎拉就说，"妈，你能不能就去他家一下？
And Sarah's like, "Mom, can you please just go to his house?
他真的很想让你见见他的狗。"
He really wants you to meet his dog."
我当时就……"天哪。
And I was like- ... "Oh my God.
好吧。
All right.
好吧。
Fine.
我去。
I'll go.
我们去他家看看他的狗。
We'll go to his house to meet his dog."
结果你的狗是一只巨大的比特犬。
And your dog turned out to be this huge, massive pit bull.
我吓坏了。
I was terrified.
一开始我心想：“天哪。”
I was like, at first, I was like, "Oh my God."
然后，当然，你开始和它还有希德玩各种把戏，那真的很酷。
And then, of course, you started doing all the tricks with him and with Sid, and that was really cool.
嗯，我以为我们第一次见面是我在吃热狗还是什么的时候。
Well, I thought the first time we met was when I was eating a hot dog or something.
哦，是的。
Oh, yes.
那是第二天的事。
That's the next day.
你想让我也讲讲第二天的事吗？
Do you want me to tell the story of the next day too?
好的。
Okay.
哦，首先我得说，那天晚上我们离开你家之前，我还在说：“再见，Sam。”
Oh, first, I have to say, that night before we left your house and we were leaving, I was like, "Goodbye, Sam."
然后你对我们说：“哦，等等，你们还没跟Sid说再见呢。”
And you said to us, "Oh, wait, you didn't say goodbye to Sid."
我当时觉得……那真的很可爱。
And I thought- ... that was very cute.
我心想：“天哪，他把他的狗当成小宝宝了。”
I was like, "Oh my God, he thinks his dog is a baby.
好的。
Okay."
然后第二天，我记得我提过想去植物园。
And then the next day, I think I had mentioned that I wanted to go to the botanical garden.
我很喜欢花什么的。
I love flowers and all that.
你说你想和我们一起去。
And you said you wanted to go with us.
我当时就想，"什么？
And I was like, "What?
他想去植物园？"
He wants to go to the botanical garden?"
我觉得你愿意和莎拉的父母待在一起，真的很不错。
I think you were really cool to want to spend time with Sarah's parents.
大多数男生可能会说，"哦，很高兴认识你。
Most guys would be like, "Oh, it's nice to meet you.
再见。
Bye."
但你却想和我们一起待着。
But you wanted to spend time with us.
我觉得这真的很酷。
I thought it was cool.
我们开车过去，你最后是骑摩托车去的，然后你走到我们面前，手里拿着一个热狗，上面滴着酸菜和番茄酱。
And we drove there, you wind up going there on your motorcycle, and you walked up to us with a hot dog dripping with sauerkraut and ketchup.
那东西都快掉地上了，我当时就想……“哎呀，这是什么玩意儿？”
It was falling to the ground, and I was like- ... "Ew, what is this?"
真是太糟糕了。
It's just awful.
我就跟莎拉说：“莎拉，你确定要和这家伙约会吗？”
I'm like, "Sarah, are you sure you want to date this guy?"
但我真的很信任莎拉。
But I really trusted Sarah.
我觉得她是个很棒的人。
I felt like she's an amazing person.
我一直觉得她是个很棒的人。
I always felt like she was an amazing person.
而且我非常信任她的判断，她看起来真的很喜欢你。
And I really trusted her judgment, and she really seems to like you.
我当时就想，好吧，看来我们真的应该好好认识一下Sam。
And I was like, "Okay, so I guess we really should get to know Sam."
结果发现，你挺不错的。
As it turned out, you're pretty cool.
好的。
All right.
你们可以去谷歌搜一下Sam Parr胖的样子，会看到我当时长什么样的照片。
You guys will have to Google Sam Parr fat, and you'll see photos of what I looked like back then.
但那时我比现在重很多，而且邋遢多了。
But I was significantly heavier than I am now, and I was much sloppier.
是的。
Yes.
当我回头看那些照片时，我会想：“天哪，我简直不敢相信莎拉在我走向她的时候会跟我说话。”
And when I look back at those photos, I'm like, "Oh my God, I can't believe Sarah talked to me when I walked up to her."
然后我记得，我们大概约会了六个月到一年，我记不清了。
And then I remember, I think we were dating for Six or 12 months, I don't remember.
而且，首先，当我遇到莎拉时，我当时说——我不记得具体怎么说的了——但我说：“你看起来有点讲究。”
And, well, first of all, when I met Sara, I was like, I don't remember how I said it, but I was like, "You seem kind of fancy.
“你上的是好大学还是什么？”
Did you go to, like, a good college or something?"
她说：“我上的是宾大。”
And she's like, "I went to Penn."
我说：“那是好学校吗？”
And I was like, "Is that, like, a good school?
“我什么都不懂。”
I don't know anything."
她说：“对，那叫沃顿。”
And she's like, "Yeah, it's called Wharton."
她不是故意说得不客气，但她说：“对，就是那个叫沃顿的东西。”
And she didn't say it in a rude way, but she's like, "Yeah, it's this thing called Wharton.
“挺有名的。”
It's kind of big.
“属于常春藤联盟。”
It's part of the Ivy League."
我就问：“常春藤联盟是什么？”
I was like, "What's the Ivy League?
“我连那是什么都不知道。”
I don't even know what that is."
我还得去查一下。
And I had to look it up.
然后……她说：“我来自纽约市。”
And then- ... she was like, "I'm from New York City.
我父母住在曼哈顿。
My parents live in Manhattan."
我当时想，曼哈顿还有人住？
I was like, "People live in Manhattan?
这是真的吗？
That's a thing?"
然后过了六个月或者十二个月，我第一次去了纽约。
And then six or 12 months later, I go to New York for the first time ever.
我当时真是个，我不知道该怎么形容自己。
I was such a, I don't know how you could describe what I was.
我有点土包子，但我去了纽约市，我记得看到你的公寓，在五十层左右。
I was a little bit of a hillbilly, but I went to New York City, and I remember seeing your apartment, and it was on floor 50 or something.
我当时想，这是我到过的最高的建筑，我简直不敢相信有人住在这里。
And I was like, "This is the highest I've ever been in a building, and I can't believe that someone lives here."
我记得走进去的时候，就像我父母或者父母在录像一样。
And I remember walking in, and I walked in as if it was my parents or like parents recording something on video.
整个过程我都拿着iPhone在录。
The whole thing, I was holding an iPhone, recording everything.
我当时就想，真不敢相信有人住在这儿。
I was like, "I can't believe someone lives here."
等等。
Wait.
太疯狂了。
It was crazy.
当然，我老公经常讲这个故事，因为那天我们真的觉得你是个靠谱的人。
Of course, my husband tells this story all the time because, well, we thought you were a keeper that day, literally.
那天真的很关键，因为你走进公寓的时候，我得说，我们那儿的视野特别好。
That day made a huge difference because you walk into the apartment, I must say, we had an amazing view.
能看到整个市中心。
We could see all the way downtown.
简直太壮观了。
It was just spectacular.
而且你在公寓里待了不到五分钟。
And you weren't in the apartment for, like, five or ten minutes.
你就掏出手机，跟父母视频通话。
You pulled out your phone, and you FaceTimed your parents.
你说：“你们一定要看看这个景色。”
You're like, "You have to see this view."
我和杰夫都觉得，你第一时间想跟父母分享这一刻，特别暖心。
And Jeff and I- ... thought it was so endearing that the first thing you wanted to do was to reach out to your parents to share the moment with them.
所以我们想：“这人真不错。”
So we're like, "Well, this guy's amazing.
如果他喜欢父母，跟妈妈关系这么好，那他应该差不了。
If he likes his parents and his mom, he has this kind of relationship with his mom, maybe he'll be all right.
也许他会对莎拉也这样。”
Maybe he'll want to do the same thing with Sara."
到目前为止，事实证明确实如此。
And so far, it's been proven true.
那真的很棒。
So that's really cool.
我觉得人们对于……
I think people on having...
我父母也是创业者。
So my parents are entrepreneurs as well.
你们也是创业者。
You guys are entrepreneurs.
杰夫，你丈夫——
Jeff, your husband-
是的
Yes
……也创办了一家非常成功的公司。
... started a really successful company as well.
而且我觉得，我父母有一家成功的公司，而且我觉得，我父母或者你或者杰夫从来没有说过，比如：“你确定你应该去创业，而不是去找份工作吗？”
And I think, and my parents have a successful company, and I think that not at one point have my parents or you or Jeff ever said, like, "Are you sure that you should go and do and start this business versus going and get this job?"
比如，当我告诉我父母我要辍学搬到旧金山时，他们说：“我们来帮你打包。”
Like, when I told my parents I was going to leave school and move to San Francisco, they were like, "We'll come help you pack."
那种支持，我记得，就像我告诉过你的一些，在我创办Hampton之前，我会头脑风暴不同的想法，从来没有过“你确定吗？”这样的质疑。
Like that support, and I remember, like I've told you some of my, like, before I started Hampton, I think I would brainstorm different ideas, and there was never like a, "Are you sure?"
他们总是说：“听起来很有趣。”
It was always like, "That sounds interesting."
我迫不及待想看你接下来做什么。
I can't wait to see what you do next.
我的意思是，有创业的父母在情感上支持你，而不是说：“你确定不想求稳吗？”
Well, what I mean is, like, having entrepreneurial parents just emotionally support you versus say, "Are you sure you don't want to play it safe?"
我觉得这是一个巨大的优势。
I think is such a huge advantage.
当我开始创业时，我故意没有要任何钱。
When I started my business, I purposely didn't ask for any money.
我想靠自己做到。
I wanted to do it on my own.
但我拥有的更宝贵，那就是情感上的支持，我觉得这——
But what I had was even more valuable, which was emotional support, and I think that's-
是的
Yes
……非常重要。
... a huge deal.
我同意。
I agree.
我觉得这确实很重要。
I think it's a huge deal.
对我们来说，就像我说的，我真的觉得这非常令人兴奋。
And for us, it's like I said, I really think it's very exciting.
比如，你有那么多好点子。
Like, you have such great ideas.
你尝试做的每一件事，我都特别期待，因为我想看看结果会怎样。
Like, everything that you try to do, I'm always excited because I want to see what's the outcome.
你做到了吗？
Were you able to do it?
这是个挑战，我觉得这正是我们成长的方式。
It's a challenge, and I think that's the way we grow.
我们接受挑战，有时候成功，有时候失败。
We take on challenges, and sometimes they work out, and sometimes they don't.
但如果你不去尝试，就永远不会知道结果。
But if you don't try, you will never know.
那我们就在这里给你宣传一下吧。
So let's promote you here.
好的。
All right.
那么，Smithe，我来搜一下。
So Smithe, I'm going to Google it.
所以你是希望大家去Smithe Home吗？
So do you want people to go Smithe Home?
SmitheHomeCouture.com。
SmitheHomeCouture.com.
那你用Instagram吗？
And then do you use Instagram at all?
我确实有一个Instagram账号，叫Smithe Home Couture。
I do have an Instagram, Smithe Home Couture.
我觉得你有时候得推销一下自己。
I think you've got to promote yourself sometimes.
我觉得让人们认同你的生活方式，这本身就是一种成功。
I think that getting people bought into your lifestyle, I think, is a win.
你难道永远都不打算这么做吗？
Are you never going to do that?
我害怕镜头。
I'm afraid of cameras.
好吧，谢天谢地你来做这个播客了。
Well, thank God you're doing this podcast.
我知道。
I know.
这就像——
This is like-
如果你怕镜头的话。
If you were afraid of cameras.
我知道。
I know.
挺有意思的。
It's interesting.
可能也是因为跟你一起，所以没那么吓人。
It's probably because it's with you, too, so it's not so intimidating.
好吧。
All right.
嗯，谢谢你来做这个。
Well, thank you for doing this.
我们看看会发生什么，就这样。
Let's see what happens, and that's it.
这就是播客。
That's the pod.
我觉得我能主宰世界。
I feel like I could rule the world.
我知道我能成为我想成为的人。
I know I could be what I want to.
呃。
Uh.
我全力以赴，从不休息。
I put my all in it like no days off.
走在少有人走的路上，从不回头。
On the road less traveled, never looking back.
呃。
Uh.
好了，朋友们，我有个新播客推荐给你们听听。
All right, my friends, I have a new podcast for you guys to check out.
节目叫《内容即利润》，主持人是路易斯和冯西·卡梅霍。
It's called "Content Is Profit," and it's hosted by Luis and Fonzi Camejo.
在为红牛和橙理论健身等公司搭建内容团队和体系多年后，路易斯和冯西现在致力于打通内容和收入之间的桥梁。
After years of building content teams and frameworks for companies like Red Bull and Orange Theory Fitness, Luis and Fonzi are on a mission to bridge the gap between content and revenue.
每一集里，你都会听到顶尖企业家和创作者分享他们的秘诀和策略，看看他们是怎么把内容变成利润的。
In each episode, you're going to hear from top entrepreneurs and creators, and you're going to hear them share their secrets and strategies to turn their content into profit.
所以，你可以在任何收听播客的平台找到《内容即利润》。
So you can check out "Content Is Profit" wherever you get your podcasts.
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