TEDxEdmonton
Cameron Herold: Let's raise kids to be entrepreneurs
卡梅隆.赫罗尔德:让我们将孩子们培养成企业家
Filmed:
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1,828,843 views
对学校的学习毫无兴趣，逃课，和同学们合不来：这样的孩子反而可能成为企业家。在TED大会上，卡梅隆.赫罗尔德向大家展示了家庭和学校教育应该怎样做才能将更多的孩子甚至成人培养成企业家。
Cameron Herold - Entrepreneur
An entrepreneur since childhood, Cameron Herold wants parents and teachers to recognize -- and foster -- entrepreneurial talent in kids. Full bio
An entrepreneur since childhood, Cameron Herold wants parents and teachers to recognize -- and foster -- entrepreneurial talent in kids. Full bio
Double-click the English transcript below to play the video.
00:16
I would be willing to bet that I'm the dumbest guy in the room
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我敢打赌说在座的各位都比我聪明
00:19
because I couldn't get through school. I struggled with school.
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因为我在学校里成绩很差，无法完成我的学业
00:21
But what I knew at a very early age
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但我很早就知道
00:23
was that I loved money and I loved business
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我喜欢经商和赚钱
00:25
and I loved this entrepreneurial thing,
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我喜欢这种创业经商的活动
00:27
and I was raised to be an entrepreneur,
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我生来就是一块做企业家的料
00:29
and what I've been really passionate about ever since --
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我对创业一直以来非常热忱
00:31
and I've never spoken about this ever, until now --
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我之前从未说过这些，一直到今天
00:34
so this is the first time anyone's ever heard it, except my wife three days ago,
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除了3天前我对妻子说过这些话，你们是第一个听到这些话的人
00:37
because she said, "What are you talking about?" and I told her --
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因为她问我：“你说的是什么意思？” 我就告诉她
00:40
is that I think we miss an opportunity
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我认为我们丧失了一个大好机会
00:42
to find these kids
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去发掘一些
00:44
who have the entrepreneurial traits,
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具有企业家潜质的孩子
00:46
and to groom them or show them
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来打造他们或者展示给他们看
00:48
that being an entrepreneur is actually a cool thing.
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当一名企业家是多么酷的一件事情
00:50
It's not something that is a bad thing and is vilified,
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而并不是一件招人诋毁的坏事
00:53
which is what happens in a lot of society.
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在很多地方这样的事情会发生
00:56
Kids, when we grow up, have dreams,
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当我们还是成长的孩童时，我们有着梦想
00:59
and we have passions, and we have visions,
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我们有着热情和憧憬
01:01
and somehow we get those things crushed.
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但不知何故，我们不再拥有这些东西
01:03
We get told that we need to study harder
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取而代之的是我们被教导要努力学习
01:06
or be more focused or get a tutor.
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多专注一点或者参加课外补习
01:08
My parents got me a tutor in French,
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我的父母给我请了一个法语家教
01:10
and I still suck in French.
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但我的法语还是很烂
01:13
Two years ago, I was the highest-rated lecturer
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两年前，我被麻省理工学院企业家硕士课程
01:15
at MIT's entrepreneurial master's program.
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被评为教得最好的讲师
01:18
And it was a speaking event in front of groups of entrepreneurs from around the world.
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当时我要在来自全球各地的众多企业家面前演讲
01:21
When I was in grade two, I won a city-wide speaking competition,
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当我还在大学2年级，我就赢了所在城市的演讲大赛
01:24
but nobody had ever said,
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但没人曾说过,
01:26
"Hey, this kid's a good speaker.
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"瞧，这个娃演讲得很不错
01:28
He can't focus, but he loves walking around and getting people energized."
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虽然他注意力不集中，但他喜欢到处走动，激励身边的人.”
01:31
No one said, "Get him a coach in speaking."
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没人说，“给他请一个演讲的教练吧.”
01:33
They said, get me a tutor in what I suck at.
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但他们说，给我请一个家教来弥补我的不足之处
01:35
So as kids show these traits --
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所以孩童们展现了这些潜质
01:37
and we need to start looking for them --
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而我们要开始寻找这样的孩子
01:39
I think we should be raising kids
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我认为我们应该把孩子们
01:41
to be entrepreneurs instead of lawyers.
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培养成企业家而不是律师
01:43
Unfortunately the school system
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但很不幸，学校的教育
01:45
is grooming this world
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把这个世界影响成：
01:47
to say, "Hey, let's be a lawyer or let's be a doctor,"
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“嘿，当律师吧，做医生吧，”
01:49
and we're missing that opportunity because
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我们失去了一个机会，因为
01:51
no one ever says, "Hey, be an entrepreneur."
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从未有人说，“嘿，你要做企业家.”
01:54
Entrepreneurs are people -- because we have a lot of them in this room --
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企业家是这样的人--这个屋子里就有很多的企业家
01:56
who have these ideas and these passions or see these needs in the world
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一旦有了想法和热情，或看到世界上的需求
01:59
and we decide to stand up and do it.
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就会挺身而出，开始动手
02:01
And we put everything on the line to make that stuff happen.
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我们会想尽一切办法来实现自己的想法
02:04
We have the ability to get those groups of people around us
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也会有能力吸引到和我们同样的人加入我们
02:06
that want to kind of build that dream with us,
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和我们一起实现梦想
02:08
and I think if we could get kids
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我想如果可以让孩子们
02:10
to embrace the idea at a young age of being entrepreneurial,
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在年幼的时候就拥有做创业家的理念
02:13
we could change everything in the world that is a problem today.
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恐怕现在世界上的很多问题都可以得到解决
02:16
Every problem that's out there, somebody has the idea for.
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只要出现问题，就会有人提出解决之道
02:19
And as a young kid, nobody can say it can't happen
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作为一名孩童，没有事情是不可能的
02:21
because you're too dumb to realize
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只是因为你笨到
02:23
that you couldn't figure it out.
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你都不知道该怎么办
02:25
I think we have an obligation as parents and a society
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我认为作为家长和社会都有一个责任
02:28
to start teaching our kids to fish
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要教会我们的孩子如何学习知识
02:30
instead of giving them the fish --
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而不是教给他们知识本身
02:32
the old parable: "If you give a man a fish, you feed him for a day.
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古老的谚语说得好
02:34
If you teach a man to fish, you feed him for a lifetime."
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“授人以鱼不如授人以渔”
02:37
If we can teach our kids to become entrepreneurial --
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如果我们能教育孩子们成为企业家
02:39
the ones that show those traits to be --
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尤其是那些有企业家天赋的孩子们
02:41
like we teach the ones who have science gifts to go on in science,
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就像我们培养有科研天赋的孩子们成为科学家一样
02:44
what if we saw the ones who had entrepreneurial traits
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如果我们发现了那些有经商天赋的孩子们
02:46
and taught them to be entrepreneurs?
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并教会他们成为企业家，世界会怎样？
02:48
We could actually have all these kids spreading businesses
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我们本来可以让这些孩子们到处经商并搞活市场
02:50
instead of waiting for government handouts.
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而不是等着政府来拨款刺激经济
02:52
What we do is we sit and teach our kids all the things they shouldn't do:
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但我们所做的却是告诉孩子们这个那个都不能做
02:55
Don't hit; don't bite; don't swear.
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不要打人，不要咬人，不要发誓
02:57
Right now we teach our kids to go after really good jobs,
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现在的小孩子被告之将来要找一份很好的工作
03:00
you know, and the school system teaches them to go after things like
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你知道，学校里的教育告诉他们要找到
03:02
being a doctor and being a lawyer
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医生或者律师之类的职业
03:04
and being an accountant and a dentist
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或是会计师，牙医
03:06
and a teacher and a pilot.
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教书匠或是飞行员
03:08
And the media says that it's really cool if we could go out
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媒体则告诉他们成为模特或是歌手
03:10
and be a model or a singer
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是一件很风光的事情
03:12
or a sports hero like Luongo, Crosby.
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或者成为像Sidney Crosby（加拿大职业冰球手）那样的运动明星
03:15
Our MBA programs do not teach kids to be entrepreneurs.
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我们的MBA教育没能教会孩子们如何成为企业家
03:18
The reason that I avoided an MBA program --
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我之所以不去读MBA—
03:20
other than the fact that I couldn't get into any
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除了我不够格这个事实之外
03:22
because I had a 61 percent average out of high school
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因为我高中平均成绩只有61%
03:24
and then 61 percent average at
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而这61%的平均成绩
03:26
the only school in Canada that accepted me, Carlton --
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在加拿大只能上Carlton这样的学校——
03:28
but our MBA programs don't teach kids to be entrepreneurs.
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另外的原因是我们的MBA课程并不教怎样成为企业家
03:31
They teach them to go work in corporations.
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而是教学生去公司里如何工作
03:33
So who's starting these companies? It's these random few people.
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请问是谁创立了这些公司呢？是那些数量很少的企业家
03:36
Even in popular literature, the only book I've ever found --
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甚至在大众书籍中，我能找到唯一的一本书
03:39
and this should be on all of your reading lists --
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你们应该把这本书放在必读条目上
03:41
the only book I've ever found
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这本我能找到的唯一的
03:43
that makes the entrepreneur into the hero is "Atlas Shrugged."
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将企业家描述成英雄的书的名字是《地球颠栗》
03:45
Everything else in the world tends to look at entrepreneurs
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其余的则带着有色眼镜看待企业家
03:47
and say that we're bad people.
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说我们不是什么好人
03:49
I look at even my family.
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我想起我的家人
03:51
Both my grandfathers were entrepreneurs. My dad was an entrepreneur.
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我的爷爷和外公都是企业家，我的父亲也是
03:53
Both my brother and sister and I, all three of us own companies as well.
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我的兄妹和我三个人都开了自己的公司
03:56
And we all decided to start these things
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我们都决定了开始做这样的事
03:58
because it's really the only place we fit.
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是因为只有做这个事情才最合适我们了
04:00
We didn't fit in the normal work. We couldn't work for somebody else
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我们并不适合做普通的工作，我们不会给别人打工
04:02
because we're too stubborn and we have all these other traits.
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因为我们太倔强了，以及与之类似的企业家的性格
04:05
But kids could be entrepreneurs as well.
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但孩子们也可以成为企业家
04:07
I'm a big part of a couple organizations globally
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我是几个全球组织的重要分子
04:09
called the Entrepreneurs' Organization and the Young Presidents' Organization.
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名称是企业家组织和青年主席组织
04:11
I just came back from speaking in Barcelona
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我刚从巴塞罗纳演讲归来
04:13
at the YPO global conference,
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参加了在那举办的青年主席组织大会
04:16
and everyone that I met over there
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我在那遇到的每个人
04:18
who's an entrepreneur
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只要他是企业家
04:20
struggled with school.
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都有着在学校里成绩差的经历
04:22
I have 18 out of the 19 signs of attention deficit disorder diagnosed.
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19种注意力缺乏症的征兆，我被诊断出18种
04:25
So this thing right here is freaking me out.
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所以在我面前的这个玩意让我心神不宁呀
04:28
(Laughter)
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（笑声）
04:30
It's probably why I'm a little bit panicked right now --
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这可能是为什么现在我的心有点乱——
04:32
other than all the caffeine that I've had and the sugar --
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也有可能是我喝下的咖啡和糖的缘故——
04:34
but this is really creepy for an entrepreneur.
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但作为一名企业家这确实很奇怪
04:37
Attention deficit disorder, bipolar disorder.
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注意力缺乏症，双相障碍
04:39
Do you know that bipolar disorder is nicknamed the CEO disease?
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你知道双相障碍被戏称为CEO综合症吗？
04:42
Ted Turner's got it. Steve Jobs has it.
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Ted Turner（CNN创办者）有此症状，Steve Jobs（苹果CEO）也有
04:45
All three of the founders of Netscape had it.
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网景公司的三个创办人都有此症
04:48
I could go on and on.
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我还可以说出很多这样的例子
04:50
Kids -- you can see these signs in kids.
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孩子们——你可以在孩子们身上发现这些
04:52
And what we're doing is we're giving them Ritalin and saying,
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但我们却递给他们利他林（药物）并说，
04:54
"Don't be an entrepreneurial type.
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“不要成为企业家那样的人，
04:56
Fit into this other system and try to become a student."
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适应另外一种环境并成为一名学生吧。”
04:58
Sorry, entrepreneurs aren't students.
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对不起，企业家不是学生
05:00
We fast-track. We figure out the game.
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我们走捷径。我们看清怎样玩这个游戏。
05:02
I stole essays. I cheated on exams.
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我偷窃论文，考试作弊
05:04
I hired kids to do my accounting assignments in university
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我在大学里雇人做我的会计学作业
05:07
for 13 consecutive assignments.
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一连做了13次作业
05:09
But as an entrepreneur you don't do accounting, you hire accountants.
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但你要知道企业家不做会计的事情，只是聘请会计而已
05:12
So I just figured that out earlier.
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所以我早就知道了这一点
05:14
(Laughter)
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（笑声）
05:16
(Applause)
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（掌声）
05:18
At least I can admit I cheated in university; most of you won't.
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至少我敢承认我大学考试作弊，而你们很多人却不敢.
05:21
I'm also quoted -- and I told the person who wrote the textbook --
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我也被写进了教科书里——我告诉了写书的人我作弊的事情
05:24
I'm now quoted in that exact same university textbook
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而且是被写进了同样的教科书中
05:26
in every Canadian university and college studies.
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被用在每一所加拿大的大学和学院里
05:29
In managerial accounting, I'm chapter eight.
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管理会计学的第八章中有提到我
05:32
I open up chapter eight talking about budgeting.
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我是第八章讲授预算的引子
05:34
And I told the author, after they did my interview, that I cheated in that same course.
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在作者面试完我后，我告诉她我在那个科目中作过弊
05:37
And she thought it was too funny to not include it anyway.
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她觉得我的故事很有趣，应该写进教科书里
05:40
But kids, you can see these signs in them.
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但是你可以在孩子们身上看到这些征兆
05:43
The definition of an entrepreneur is "a person who organizes, operates
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企业家的定义是“组织和运营商业活动
05:45
and assumes the risk of a business venture."
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并衡量其风险”
05:48
That doesn't mean you have to go to an MBA program.
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这并不代表你必须要读MBA
05:50
It doesn't mean you have to get through school.
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也不代表你一定要从学校顺利毕业
05:52
It just means that those few things have to feel right in your gut.
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这只意味着，有少许几件事情在你心里能正确地判断就够了
05:55
And we've heard those things about "is it nurture or is it nature," right?
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我们也听说过是选择人工培养还是自然成长
05:58
Is it thing one or thing two? What is it?
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是前者还是后者？究竟是哪一个？
06:00
Well, I don't think it's either. I think it can be both.
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嗯，我觉得都不对。我觉得两者皆有可能。
06:03
I was groomed as an entrepreneur.
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我从小就被训练成为企业家
06:05
When I was growing up as a young kid, I had no choice,
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当我还是个小孩子的时候，我没有什么可选的
06:07
because I was taught at a very early, young age --
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因为我在很小很早的时候就被告之——
06:09
when my dad realized I wasn't going to fit into
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当我的父亲发现到我不能适应
06:11
everything else that was being taught to me in school --
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在学校里教给我的那些东西
06:13
that he could teach me to figure out business at an early age.
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他决定从我很小的时候就教我如何做生意
06:16
He groomed us, the three of us,
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他训练我们这三个孩子
06:18
to hate the thought of having a job
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让我们一想到给别人打工就厌恶
06:20
and to love the fact of creating companies that we could employ other people.
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让我们憧憬着创建公司和雇佣员工
06:23
My first little business venture: I was seven years old, I was in Winnipeg,
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我第一次做生意是在Winnipeg，那会我只有七岁
06:26
and I was lying in my bedroom with one of those long extension cords.
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我当时躺在我卧室的床上打着电话
06:28
And I was calling all the dry cleaners in Winnipeg
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我打给了Winnipeg的所有的干洗店
06:30
to find out how much would the dry cleaners
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想知道干洗店愿意付多少钱
06:32
pay me for coat hangers.
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买我的晾衣架
06:34
And my mom came into the room and she said,
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我的母亲走进房间对我说，
06:36
"Where are you going to get the coat hangers to sell to the dry cleaners?"
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"你去哪弄晾衣架来卖给干洗店呢？"
06:39
And I said, "Let's go and look in the basement."
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我说，“我们去地下室瞧瞧吧。”
06:41
And we went down to the basement. And I opened up this cupboard.
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于是我们到了地下室。我把橱柜的门打开
06:44
And there was about a thousand coat hangers that I'd collected.
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里面有近一千个我收集的晾衣架
06:46
Because, when I told her I was going out to play with the kids,
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因为当我告诉母亲我出去是找别的小孩子玩的时候
06:49
I was going door to door in the neighborhood to collect coat hangers
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其实我是在挨家挨户地收集晾衣架
06:51
to put in the basement to sell.
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并把它们存放在地下室等待出售
06:53
Because I saw her a few weeks before that --
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因为这几个星期她不在我身边——
06:55
you could get paid. They used to pay you two cents per coat hanger.
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你可以赚到钱，他们会付你一个衣架2分钱
06:58
So I was just like, well there's all kinds of coat hangers.
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所以我想，有很多种晾衣架呀
07:00
And so I'll just go get them.
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我应该去收集一些衣架。
07:02
And I knew she wouldn't want me to go get them, so I just did it anyway.
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而且我知道她不想让我去做这些事情，但我还是去做了
07:06
And I learned that you could actually negotiate with people.
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我也学到你其实可以和别人讨价还价
07:08
This one person offered me three cents and I got him up to three and a half.
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有个人付我3美分，但我和他谈价谈到了3美分半
07:11
I even knew at a seven-year-old age
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我甚至在我七岁的时候就知道了
07:13
that I could actually get a fractional percent of a cent,
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我其实可以把1美分拆成更小的单位
07:16
and people would pay that because it multiplied up.
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当累计很多这样的单位后，别人仍然可以付给你钱
07:18
At seven years old I figured it out. I got three and a half cents for a thousand coat hangers.
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我七岁就明白了。我的1000个晾衣架每个3美分半。
07:21
I sold license plate protectors door to door.
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我还挨家挨户卖过汽车牌照保护膜
07:23
My dad actually made me go find someone
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我父亲让我去找那些批发商
07:25
who would sell me these things at wholesale.
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他们会以批发价格卖给我
07:27
And at nine years old, I walked around in the city of Sudbury
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在我九岁时，我走遍了Sudbury的大街小巷
07:29
selling license plate protectors door to door to houses.
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挨家挨户地售卖汽车牌照框
07:32
And I remember this one customer so vividly
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我记得很清楚有这么一位顾客
07:35
because I also did some other stuff with these clients.
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因为我也卖给顾客们其他的东西
07:37
I sold newspapers.
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我有卖报纸
07:39
And he wouldn't buy a newspaper from me ever.
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他从未向我买过哪怕是一份报纸
07:41
But I was convinced I was going to get him to buy a license plate protector.
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当我很有把握地觉得会说服他买下一个汽车牌照框
07:44
And he's like, "Well, we don't need one."
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他一开口就说，“我们不需要这个玩意”
07:45
And I said, "But you've got two cars ..." -- I'm nine years old.
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我说，“但你有两辆车呀...”——我才九岁
07:48
I'm like, "But you have two cars and they don't have license plate protectors."
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我像在说，“你有两辆车但它们都没有汽车牌照框”
07:51
And he said, "I know."
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他接着说，“我知道.”
07:53
And I said, "This car here's got one license plate that's all crumpled up."
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我说，"这辆车的牌照都已经都变皱了”
07:55
And he said, "Yes, that's my wife's car." And I said, "Why don't we just test one
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他说，“是啊，那是我妻子的车。” 我说，“为什么不买一个
07:58
on the front of your wife's car and see if it lasts longer."
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在你妻子的车上试试,看看有没有效果。”
08:00
So I knew there were two cars with two license plates on each.
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因此我知道如果有两个牌照分别在两辆车上面
08:03
If I couldn't sell all four, I could at least get one.
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如果我不能一次卖四个，至少我可以卖一个
08:05
I learned that at a young age.
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我很小的时候就学到了这个道理
08:07
I did comic book arbitrage.
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我倒卖过漫画书
08:09
When I was about 10 years old, I sold comic books
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我卖漫画书是在我大约十岁的时候
08:11
out of our cottage on Georgian Bay.
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在我们村外的Georgian湾上
08:13
And I would go biking up to the end of the beach
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我会骑着自行车抵达海滩的一头
08:15
and buy all the comics from the poor kids.
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从穷孩子们那儿买进所有的漫画
08:17
And then I would go back to the other end of the beach and sell them to the rich kids.
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然后回到另一头倒卖给那些有钱的小孩们
08:20
But it was obvious to me, right? Buy low, sell high.
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在我来看最明显不过了，对吗？买低卖高。
08:22
You've got this demand over here that has money.
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这边既有需求又有着大把的钞票
08:24
Don't try to sell to the poor kids; they don't have cash. The rich people do. Go get some.
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不要尝试着卖给没钱的小孩；他们付不起钱，找有钱人做生意吧
08:27
So that's obvious, right.
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再简单不过了，对吗？
08:29
It's like a recession. So, there's a recession.
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和经济衰退一样，现在的经济正在衰退
08:31
There's still 13 trillion dollars circulating in the U.S. economy.
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但还是有13兆美元在美国的经济中流通呀
08:34
Go get some of that. And I learned that at a young age.
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争取好好利用这些钱吧，我小时候就懂了
08:37
I also learned, don't reveal your source,
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我还学到，不要让别人知道你的供货渠道
08:39
because I got beat up after about four weeks of doing this
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卖漫画的四个星期后我被人海扁了一顿
08:41
because one of the rich kids found out where I was buying my comics from,
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因为一个有钱的小孩发现了漫画是从哪来的
08:44
and he didn't like the fact that he was paying a lot more.
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多付出那些钱来买我的漫画书让他很生气
08:46
I was forced to get a paper route at 10 years old.
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我十岁时被逼找到一份递送报纸的差事
08:48
I didn't really want a paper route,
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我真的不想做递送报纸这份活
08:50
but at 10, my dad said, "That's going to be your next business."
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但父亲对10岁的我说，“这会将是你的下一个生意机会”
08:52
So not only would he get me one, but I had to get two,
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所以一个还不够，他又给我找到了另一份
08:54
and then he wanted me to hire someone to deliver half the papers,
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然后他让我雇人来递送其中一半的报纸
08:57
which I did, and then I realized that collecting tips was where you made all the money.
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我这样做了，然后我意识到收小费是最赚钱的
09:00
So I would collect the tips and get payment.
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于是我便收起了小费来赚钱
09:02
So I would go and collect for all the papers.
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我会去收所有递送报纸的小费
09:04
He could just deliver them.
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而我的工人则去递送报纸
09:06
Because then I realized I could make the money.
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由此我知道了我可以从中赚钱
09:08
By this point, I was definitely not going to be an employee.
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这个时候，我已经很确定地知道我不会去给人打工了
09:11
(Laughter)
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（笑声）
09:13
My dad owned an automotive and industrial repair shop.
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我父亲有一个汽车修理厂
09:15
He had all these old automotive parts lying around.
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工厂里闲置着一些旧的汽车零部件
09:17
They had this old brass and copper.
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零部件都是铜做的，很旧了
09:19
I asked him what he did with it, and he said he just throws it out.
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于是我问父亲会怎样处理这些东西，他说会扔掉
09:22
I said, "But wouldn't somebody pay you for that?" And he goes, "Maybe."
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我说，“难道没人买这些东西吗？”他说，“也许吧."
09:24
Remember at 10 years old -- so 34 years ago
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那是在34年前，当我还是10岁的时候
09:26
I saw opportunity in this stuff.
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我从中看到了机会
09:28
I saw there was money in garbage.
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我在垃圾中看到了价值
09:30
And I was actually collecting it from all the automotive shops in the area on my bicycle.
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我开始骑着车到处收集这些旧的汽车零配件
09:33
And then my dad would drive me on Saturdays
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而我的父亲会在星期六开车送我
09:35
to a scrap metal recycler where I got paid.
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前往一个废金属收购站卖掉这些东西
09:37
And I thought that was kind of cool.
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我当时觉得这样做很有意思
09:39
Strangely enough, 30 years later, we're building 1-800-GOT-JUNK?
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很奇怪的是30年后，我们才有废物收购电话
09:42
and making money off that too.
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从废物收购中赚钱
09:44
I built these little pincushions when I was 11 years old in Cubs,
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我在11岁时做了这些小小的针垫
09:47
and we made these pin cushions for our moms for Mother's Day.
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这些都是为了庆祝母亲节为妈妈们所做的
09:49
And you made these pincushions out of wooden clothespins --
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针垫是用木制的衣夹做的
09:52
when we used to hang clothes on clotheslines outside.
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衣夹是用来在户外的绳子上晾衣服的
09:54
And you'd make these chairs.
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而且你还得做这些椅子
09:56
And I had these little pillows that I would sew up.
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我缝制了这些小枕头
09:58
And you could stuff pins in them.
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你可以把针插入里面
10:00
Because people used to sew and they needed a pin cushion.
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因为过去人们常常缝衣服，他们需要用针垫
10:03
But what I realized was that you had to have options.
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但我意识到顾客想要有多的选择
10:06
So I actually spray painted a whole bunch of them brown.
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于是我把很多针垫喷涂成褐色
10:08
And then when I went to the door, it wasn't, "Do you want to buy one?"
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然后我上门售卖，我不会说，“你想买一个吗？”
10:10
It was, "Which color would you like?"
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而是说,"你想要哪种颜色的？"
10:12
Like I'm 10 years old; you're not going to say no to me,
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你不会忍心拒绝一个十岁小孩子的吧
10:14
especially if you have two options -- you have the brown one or the clear one.
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何况你可以从两个颜色中选一个；褐色或者无色
10:17
So I learned that lesson at a young age.
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于是我在很小的时候就学会了这个窍门
10:19
I learned that manual labor really sucks.
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我明白了体力活很不好做
10:24
Right, like cutting lawns is brutal.
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对吗，像割草工作就很辛苦
10:26
But because I had to cut lawns all summer for all of our neighbors and get paid to do that,
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但因为我整个夏天要给我们所有的邻居除草并挣点钱
10:29
I realized that recurring revenue
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我意识到回头客的钱
10:31
from one client is amazing.
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实在是太好赚了
10:34
That if I land this client once,
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如果我有办法找到客户和我做生意
10:36
and every week I get paid by that person,
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然后每个星期他会付给我钱
10:38
that's way better than trying to sell
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这样赚钱会比去沿街售卖要强得多
10:40
one clothespin thing to one person.
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一个衣夹只可以卖给一个人
10:42
Because you can't sell them more.
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因为你不能卖更多的衣夹了
10:44
So I love that recurring revenue model I started to learn at a young age.
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所以我很小就学会并爱上了这种重复收益的模式
10:47
Remember, I was being groomed to do this. I was not allowed to have jobs.
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记住我可是被训练成这样的，我可不能去找工作。
10:50
I would caddy, I would go to the golf course and caddy for people.
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我会去高尔夫球场给人捡球，拿球杆，做一名球童
10:53
But I realized that there was this one hill on our golf course,
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我注意到球场里有一个山坡
10:55
the 13th hole that had this huge hill.
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第13个洞口就在这个高高的山坡上
10:57
And people could never get their bags up it.
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人们从来不曾将他们的球杆袋拿上去过
10:59
So I would sit there with a lawn chair
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于是我在那里的草地上摆了个椅子，坐在上面
11:01
and just carry up all the people who didn't have caddies.
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专门负责为没有球童的人拿球杆袋
11:04
I would carry their golf bags up to the top, and they'd pay me a dollar.
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我会将他们的袋子扛到山顶，然后他们付给我1美元
11:07
Meanwhile, my friends were working for five hours
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同时我的朋友会做5个小时
11:09
to haul some guy's bag around and get paid 10 bucks.
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仅仅只是为了10美元而拿着某个人的球袋到处跑
11:11
I'm like, "That's stupid because you have to work for five hours.
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我心想，“要工作5个小时真是笨主意，
11:14
That doesn't make any sense." You just figure out a way to make more money faster.
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根本就划不来。”你应该寻求快速赚钱的法门
11:17
Every week, I would go to the corner store and buy all these pops.
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每个星期我会去街边的商店买一些饮料
11:20
Then I would go up and deliver them to these 70-year-old women playing bridge.
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然后我会走去送给那些玩桥牌的70多岁的老太太们
11:23
And they'd give me their orders for the following week.
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她们会让我下个星期给她们买一些饮料
11:25
And then I'd just deliver pop and I'd just charge twice.
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于是我会买给她们并收取2倍的价钱
11:27
And I had this captured market. You didn't need contracts.
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这些收入来源很稳定，所以你不需要签任何的合同
11:30
You just needed to have a supply and demand
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你只需要拥有一个货源和需求
11:32
and this audience who bought into you.
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以及愿意和你买东西的顾客
11:34
These women weren't going to go to anybody else
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这些女顾客不会去和别的人买东西
11:36
because they liked me, and I kind of figured it out.
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因为她们喜欢跟我买，而我看得出来这一点
11:38
I went and got golf balls from golf courses.
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我去高尔夫球场上找高尔夫球
11:41
But everybody else was looking in the bush
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每个人都在灌木林里
11:43
and looking in the ditches for golf balls.
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或者是沟渠里寻找高尔夫球
11:45
I'm like, screw that. They're all in the pond
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我心想，别费劲了，高尔夫球都在池塘里
11:47
and nobody's going into the pond.
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而且没有人会走进池塘里
11:49
So I would go into the ponds and crawl around and pick them up with my toes.
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于是我便走进了池塘四处摸索，用我的脚趾头将球捡起来
11:52
You just pick them up with both feet.
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你只需要用双脚就可以捡到球了
11:54
You can't do it on stage.
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在这里我可做不来
11:56
You get the golf balls, and you just throw them in your bathing suit trunks
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当你捡到球后便将它放到游泳裤里
11:58
and when you're done you've got a couple hundred of them.
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这样一来你会捡到好几百个高尔夫球
12:01
But the problem is that people all didn't want all the golf balls.
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当问题是人们并不想要旧的高尔夫球
12:04
So I just packaged them. I'm like 12, right?
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所以我将球打包，一包有一打球
12:06
I packaged them up three ways.
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我用三种方法给球打包
12:08
I had the Pinnacles and DDHs and the really cool ones back then.
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我当时手头上有Pinnacles,DDHs以及其他牌子的好球
12:10
Those sold for two dollars each.
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我将它们2美元一个出售
12:12
And then I had all the good ones that didn't look crappy. They were 50 cents each.
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我还有一些看上去成色好的球，每个卖50美分
12:15
And then I'd sell 50 at a time of all the crappy ones.
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然后我会将50个成色差的球打包一起出售
12:18
And they could use those for practice balls.
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那些球可以被当作训练用球
12:20
I sold sunglasses, when I was in school,
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我在学校里读书时也卖过太阳镜
12:22
to all the kids in high school.
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卖给高中所有的孩子
12:24
This is what really kind of gets everybody hating you
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此举招致了每个人的反感
12:27
is because you're trying to extract money from all your friends all the time.
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因为你每时每刻都试图从你的朋友们那里赚钱
12:30
But it paid the bills.
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但这样做我可以付得起我自己的账单
12:32
So I sold lots and lots of sunglasses.
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于是我卖了很多很多的太阳镜
12:34
Then when the school shut me down --
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直到学校勒令我停止售卖——
12:36
the school actually called me into the office and told me I couldn't do it --
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学校领导把我叫进办公室里告诉我不能卖太阳镜了
12:38
so I went to the gas stations and
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所以我就跑到那些加油站去
12:40
I sold lots of them to the gas stations
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卖给加油站很多的太阳眼镜
12:42
and had the gas stations sell them to their customers.
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让加油站再卖给它们的顾客们
12:44
That was cool because then I had retail outlets.
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这样很好因为等于我拥有了自己的零售商店
12:46
And I think I was 14.
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我想那时我是14岁
12:48
Then I paid my entire way through first year university at Carlton
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接下来我自己做老板直到在Carlton读完大学一年级
12:51
by selling wine skins door to door.
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当时我靠上门卖羊皮酒袋赚钱
12:53
You know that you can hold a 40-ounce bottle of rum
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你知道你可以将40盎司的朗姆酒
12:55
and two bottles of coke in a wineskin? So what, right?
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和2瓶可乐放入一个羊皮酒袋？这有什么了不起的？
12:57
Yeah, but you know what? You stuff that down your shorts,
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是的，但你知道吗？你把酒袋放入你的短裤内
12:59
when you go into a football game you can get booze in for free,
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然后走进橄榄球赛场，你就可以免费地喝个痛快
13:02
everybody bought them.
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每个人都买了
13:04
Supply, demand, big opportunity.
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货源，需求，赚大钱的商机
13:07
I also branded it, so I sold them for five times the normal cost.
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我还推出了品牌并以5倍于通常的价钱售卖
13:09
It had our university logo on it.
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上面有我们大学的图标
13:11
You know we teach our kids and we buy them games,
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你知道我们教育孩子，给他们买游戏
13:13
but why don't we get them games, if they're entrepreneurial kids,
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但为什么我们不提供给他们游戏，如果他们是做企业家的料
13:16
that kind of nurture the traits that you need to be entrepreneurs?
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最好是那种培养企业家精神的游戏
13:19
Why don't you teach them not to waste money?
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为什么你不去教他们不要乱花钱？
13:22
I remember being told to walk out in the middle of a street in Banff, Alberta
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我记得在Banff,艾伯塔,我被要求走在大街中央
13:25
because I'd thrown a penny out in the street,
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因为我在大街上扔了1分钱
13:27
and my dad said, "Go pick it up."
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我父亲对我说，“去捡起来。”
13:29
He said, "I work too damn hard for my money. I'm not going to see you ever waste a penny."
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他说，“我这么辛苦赚钱，不想看到你浪费一分钱。”
13:31
And I remember that lesson to this day.
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我至今还记得这件教训
13:33
Allowances teach kids the wrong habits.
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零花钱会让孩子们养成坏习惯
13:36
Allowances, by nature, are teaching kids
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零花钱，从根本上，会让孩子们
13:38
to think about a job.
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去想要为别人工作
13:40
An entrepreneur doesn't expect a regular paycheck.
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而企业家从不期望得到工资条
13:43
Allowance is breeding kids at a young age
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零花钱从小就灌输给孩子们
13:45
to expect a regular paycheck.
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期望得到工资条的想法
13:47
That's wrong, for me, if you want to raise entrepreneurs.
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这是错的，在我看来，如果你想培养企业家
13:49
What I do with my kids now -- I've got two, nine and seven --
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拿我的孩子来说——我有两个，一个9岁，另一个7岁——
13:51
is I teach them to walk around the house and the yard,
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我让他们在屋内，院子里到处走走
13:53
looking for stuff that needs to get done.
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找一些需要做的事情和东西
13:55
Come to me and tell me what it is.
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然后告诉我需要做的是什么
13:57
Or I'll come to them and say, "Here's what I need done."
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或者我找到他们并说，“这是我需要做的。”
13:59
And then you know what we do? We negotiate.
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你知道我们会怎么做吗？我们会商谈
14:01
They go around looking for what it is.
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他们四处寻找需要做什么
14:03
But then we negotiate on what they're going to get paid.
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但是我们会商谈应该付给他们多少钱
14:05
And then they don't have a regular check, but they have more opportunities to find more stuff,
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他们不会有固定的收入，但有更多机会寻找更多的事情做
14:08
and they learn the skill of negotiating,
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他们学会了怎样讨价还价
14:10
and they learn the skill of finding opportunities as well.
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也学会了寻找机会的本领
14:12
You breed that kind of stuff. Each of my kids has two piggy banks.
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你应该灌输这样的观念。我的每个小孩有两个存钱罐
14:15
Fifty percent of all the money that they earn or get gifted,
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他们赚的或别人给的钱，其中一半的钱
14:17
50 percent goes in their house account,
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一半存入他们的家庭账户
14:19
50 percent goes in their toy account.
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另一半存入他们的玩具账户
14:21
Anything in their toy account they can spend on whatever they want.
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玩具账户的钱可以买任何他们想要的东西
14:23
The 50 percent that goes in their house account, every six months, goes to the bank.
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每6个月那一半在家庭账户的钱会被存入银行
14:26
They walk up with me. Every year all the money in the bank goes to their broker.
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在银行存的所有的钱每年会交给他们的股票经纪人
14:29
Both my nine- and seven-year-olds have a stock broker already.
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我的两个9岁和7岁的孩子都有一个股票经纪人
14:33
But I'm teaching them to force that savings habit.
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我教育他们养成储蓄的好习惯
14:35
It drives me crazy that 30-year-olds are saying,
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令我很不解的是30多岁的人会说
14:38
"Maybe I'll start contributing to my RSP now."
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“也许我现在该开始缴纳RSP保险费了."
14:40
Shit, you've missed 25 years.
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见鬼，你已经晚了25年了
14:42
You can teach those habits to young kids
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你可以从小就培养他们养成这些习惯
14:44
when they don't even feel the pain yet.
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以免将来他们感到后悔
14:46
Don't read them bedtime stories every night.
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不要每天晚上临睡前都给孩子们讲故事
14:48
Maybe four nights out of the week read them bedtime stories
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也许一个星期内有四个晚上是讲故事给他们听
14:50
and three nights of the week have them tell stories.
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另三个晚上则让他们讲给你听
14:52
Why don't you sit down with kids and give them four items,
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为什么你不和孩子们坐在一块，交给他们四样东西
14:55
a red shirt, a blue tie, a kangaroo and a laptop,
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一件红衬衣，一条蓝领带，一个袋鼠玩具和一个笔记本电脑
14:58
and have them tell a story about those four things?
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让他们用这些道具给你讲一个故事
15:00
My kids do that all the time.
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我的孩子们经常这样做
15:02
It teaches them to sell; it teaches them creativity;
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这样可以让他们学会销售和创新
15:04
it teaches them to think on their feet.
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也让他们可以独立地思考
15:06
Just do that kind of stuff and have fun with it.
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尽情地去用这种方法让孩子们开心地玩
15:08
Get kids to stand up in front of groups and talk,
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让孩子们能站在众人面前演讲
15:10
even if it's just stand up in front of their friends
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哪怕面对的是他们自己的朋友
15:12
and do plays and have speeches.
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也可以让他们表演和演讲
15:14
Those are entrepreneurial traits that you want to be nurturing.
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这些都是你要培养的企业家的特质
15:16
Show the kids what bad customers or bad employees look like.
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让孩子们知道一个糟糕的顾客或员工是什么样子的
15:19
Show them the grumpy employees.
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把脾气坏的员工给他们指出来
15:21
When you see grumpy customer service, point that out to them.
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当你看到差劲的客户服务时，也给他们指出来
15:23
Say, "By the way, that guy's a crappy employee."
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并说，“你看，那个家伙是个不称职的员工”
15:25
And say, "These ones are good ones."
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接着说,"而这些员工都很尽职尽责。"
15:28
(Laughter)
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（笑声）
15:30
If you go into a restaurant and you have bad customer service,
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如果你去餐馆用餐遇到很差的服务时
15:32
show them what bad customer service looks like.
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让他们看看糟糕的服务是什么样子
15:34
(Laughter)
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（笑声）
15:36
We have all these lessons in front of us,
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我们身边有很多这样的例子
15:38
but we don't take those opportunities; we teach kids to go get a tutor.
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但我们浪费了这些机会；反而聘请家教来为孩子们补习功课
15:41
Imagine if you actually took
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想一想如果你现在把
15:43
all the kids' junk that's in the house right now,
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所有家里属于你孩子的垃圾
15:45
all the toys that they've outgrown two years ago
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所有你孩子这2年积攒的玩具拿出来
15:47
and said, "Why don't we start selling some of this on Craigslist and Kijiji?"
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并说，“为什么我们不把这些东西在Craigslist网和Kijiji网上出售呢？”
15:50
And they can actually sell it
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这些东西他们其实可以拿去网上卖
15:52
and learn how to find scammers when they get email offers come in.
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并且学会如何分辨电邮里开价的真假
15:54
They can come into your account or a sub account or whatever.
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他们会进到你的帐户或你的子账户或者其他账户
15:56
But teach them how to fix the price, guess the price,
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但要教他们怎样定价和估价
15:59
pull up the photos.
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以及
16:01
Teach them how to do that kind of stuff and make money.
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教他们如何通过这种方式来赚钱
16:03
Then the money they get, 50 percent goes in their house account,
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然后一半的所得存入家庭账户
16:05
50 percent goes in their toy account.
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另一半存入他们买玩具的账户
16:07
My kids love this stuff.
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我的孩子们喜爱做这些事情
16:09
Some of the entrepreneurial traits that you've got to nurture in kids:
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有些企业家的特质是需要你去特别培养的：
16:12
attainment, tenacity, leadership, introspection, interdependence, values.
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成就感，毅力，领导力，自省，独立和价值观
16:15
All these traits you can find in young kids, and you can help nurture them.
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这些特质都可以在孩子们身上找到，你可以帮助培养这些特质
16:18
Look for that kind of stuff.
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好好地寻找这些特质吧
16:20
There's two traits that I want you to also look out for
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有两个特质我想引起你的注意
16:22
that we don't kind of get out of their system.
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我们不应该将其从他们身上扼杀
16:25
Don't medicate kids for attention deficit disorder
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不需要去治疗孩子的注意力缺乏症
16:27
unless it is really, really freaking bad.
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除非是严重到非治不可的地步
16:29
(Applause)
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（掌声）
16:31
The same with the whole things on mania and stress and depression,
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对狂躁症，压力过大和忧郁症也不需要药物治疗
16:34
unless it is so clinically brutal, man.
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除非从医学角度上讲已经很严重了
16:36
Bipolar disorder is nicknamed the CEO disease.
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双相障碍被戏称为首席执行官综合症
16:38
When Steve Jurvetson and Jim Clark
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当Steve Jurvetson和Jim Clark
16:40
and Jim Barksdale have all got it,
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还有Jim Barksdale有这个症状时
16:42
and they built Netscape --
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他们做出了网景浏览器
16:44
imagine if they were given Ritalin.
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想像一下如果他们接受药物（利他林）治疗
16:46
We wouldn't have have that stuff, right?
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我们可能就不会有网景浏览器了，不是吗？
16:48
Al Gore really would have had to invented the Internet.
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可能艾尔·戈尔（美国前副总统）会成为因特网之父吧
16:51
(Laughter)
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（笑声）
16:53
These skills are the skills we should be teaching in the classroom
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这些技能是我们应该在教室里教给孩子们的
16:55
as well as everything else.
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当然还有其他应该教的东西
16:57
I'm not saying don't get kids to want to be lawyers.
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我不是说不要孩子们长大后当律师
16:59
But how about getting entrepreneurship
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而是说将成为企业家这个理想
17:01
to be ranked right up there with the rest of them as well?
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摆放到和其他的理想同样的位置上去
17:03
Because there's huge opportunities in that.
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因为这样做会给我们带来很多的机会
17:05
I want to close with a quick little video.
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我想以一个简短的视频作为结束
17:07
It's a video that was done by one of the companies that I mentor.
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这是我是做顾问的一个公司制作的
17:10
These guys, Grasshopper.
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制作视频的人他们自称为“蝗虫”
17:12
It's about kids. It's about entrepreneurship.
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这是关于孩子和企业家精神的视频
17:14
Hopefully this inspires you to take what you've heard from me
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希望这会启发你将我所讲的话
17:17
and do something with it to change the world.
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付诸于行动，从而改变这个世界。
17:19
[Kid ... "And you thought you could do anything?"]
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（孩子...“你有想过你是无所不能的吗？”）
17:22
[You still can.]
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（你现在仍然是啊）
17:24
[Because a lot of what we consider impossible ...]
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（因为很多我们认为不可能的事情...）
17:26
[... is easy to overcome]
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（...其实是很容易实现的）
17:29
[Because in case you haven't noticed, we live in a place where]
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（因为你如果还没察觉到，我们生活在一个）
17:32
[One individual can make a difference]
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（个人也可以做出巨大贡献的世界里）
17:35
[Want proof?]
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（不相信？）
17:36
[Just look at the people who built our country;]
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（你看到那些建设我们国家的人了吗？）
17:37
[Our parents, grandparents, our aunts, uncles ...]
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（其中有我们的父母，爷爷奶奶，叔叔阿姨们...）
17:40
[They were immigrants, newcomers ready to make their mark]
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（他们是外来移民，来到这个陌生的地方）
17:43
[Maybe they came with very little]
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（也许他们刚来时不是那么富有）
17:46
[Or perhaps they didn't own anything except for ...]
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（或许他们身无分文除了...）
17:49
[... a single brilliant idea]
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（...一个伟大的想法）
17:52
[These people were thinkers, doers ...]
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（这些人是思考家，实干家...）
17:55
[... innovators ...]
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（...发明家）
17:57
[... until they came up with the name ...]
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（...直到他们给自己命名成...）
18:01
[... entrepreneurs!]
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（...企业家）
18:04
[They change the way we think about what is possible.]
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（他们改变了我们认为什么是可能与不可能）
18:07
[They have a clear vision of how life can be better]
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（他们清楚地知道生活如何在未来会变得更美好）
18:09
[for all of us, even when times are tough.]
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（即使我们所有人觉得是艰难时世）
18:12
[Right now, it's hard to see ...]
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（现在，很难看清楚...）
18:14
[... when our view is cluttered with obstacles.]
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（...因为我们的视线被障碍挡住）
18:16
[But turbulence creates opportunities]
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（但是危险之中蕴藏着很多机会）
18:19
[for success, achievement, and pushes us ...]
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（把握机会就能成功，这也迫使我们）
18:22
[to discover new ways of doing things]
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（去寻找更新的做事情的方式）
18:25
[So what opportunities will you go after and why?]
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（所以你会去抓住怎样的机会？为什么？）
18:28
[If you're an entrepreneur]
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（如果你是企业家）
18:31
[you know that risk isn't the reward.]
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（你便知道风险不是奖励品）
18:34
[No. The rewards are driving innovation ...]
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（不是的，真正的奖励是推动了创新...）
18:36
[... changing people's lives. Creating jobs.]
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（...改善了人们的生活，创造了工作机会）
18:39
[Fueling growth.]
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（加速成长）
18:41
[And making a better world.]
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（让世界变得更美好）
18:44
[Entrepreneurs are everywhere.]
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（到处都有企业家）
18:46
[They run small businesses that support our economy,]
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（他们通过经营小型企业来支撑国家的发展）
18:48
[design tools to help you ...]
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（开发各种工具来给予你帮助）
18:50
[... stay connected with friends, family and colleagues around the world.]
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（...让不同国家的朋友们，家人们和同事们之间保持联系）
18:52
[And they're finding new ways of helping to solve society's oldest problems.]
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（他们用新的方法来帮忙解决这个社会自古以来就有的问题）
18:55
[Do you know an entrepreneur?]
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（你认识哪一位企业家呢？）
18:57
[Entrepreneurs can be anyone ...]
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（任何人都可以当企业家...）
18:58
[Even ... you!]
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（甚至...可以是你！）
19:00
[So seize the opportunity to create the job you always wanted]
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（抓住机会去创造你一直想要的工作吧）
19:03
[Help heal the economy]
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（帮助经济复苏）
19:05
[Make a difference.]
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（给世界带来改变）
19:06
[Take your business to new heights.]
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（追求更高的目标）
19:08
[But most importantly,]
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（但最最重要的是）
19:10
[remember when you were a kid ...]
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（记得当你还是个孩子的时侯）
19:13
[when everything was within you reach,]
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（当你认为没有不可能的事情的时候）
19:16
[and then say to yourself quietly, but with determination:]
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（然后暗暗地并坚定地对你自己说：）
19:22
["It still is."]
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（“仍然没有变”）
19:26
Thank you very much for having me.
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谢谢大家
ABOUT THE SPEAKER
Cameron Herold - EntrepreneurAn entrepreneur since childhood, Cameron Herold wants parents and teachers to recognize -- and foster -- entrepreneurial talent in kids.
Why you should listen
For 20 years, Cameron Herold has been coaching entrepreneurs on five continents, helping them build their companies. He started BackPocket COO to coach and mentor young, fun companies -- and help them make their dreams happen.
Herold was a leading force behind one of the most successful new business ventures of the last decade, 1-800-GOT-JUNK?. He was Chief Operating Officer for nearly seven years. Prior to that, he was VP of Corporate Development at Ubarter.com.
Cameron Herold | Speaker | TED.com