TEDxEdmonton
Cameron Herold: Let's raise kids to be entrepreneurs
Cameron Herold: 教育出小創業家
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學校讓他覺得無趣，課堂上成績不好，和同學們合不來 － 這樣的孩子可能成為創業家。在TED大會上 Cameron Herold 向大家展示了一種養育及教育方法以讓這些未來的創業家在孩童時期以及成人後得到成功。
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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跟大家打賭，我是這裡最笨的人
00:19
because I couldn't get through school. I struggled with school.
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因為我沒能完成學業，學校讓我束手無策。
00:21
But what I knew at a very early age
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但是我在年紀還很小的時候就瞭解到一件事
00:23
was that I loved money and I loved business
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那就是我愛錢，以及我愛做生意
00:25
and I loved this entrepreneurial thing,
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還有我愛這整個創業的玩意。
00:27
and I was raised to be an entrepreneur,
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我從小就被訓練成創業家。
00:29
and what I've been really passionate about ever since --
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從那時起我就對一件事有著相當高的熱情
00:31
and I've never spoken about this ever, until now --
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直到現在，我從來沒有對人說過--
00:34
so this is the first time anyone's ever heard it, except my wife three days ago,
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所以這是第一次有人聽到這個，除了我太太以外，
00:37
because she said, "What are you talking about?" and I told her --
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因為她在三天前問我 ”你要講什麼題目？“ 然後我跟她說了．
00:40
is that I think we miss an opportunity
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這件事是 我覺得我們錯失了一個機會 -
00:42
to find these kids
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來找出這些小孩，
00:44
who have the entrepreneurial traits,
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具有創業家特質的小孩，
00:46
and to groom them or show them
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然後訓練他們或是讓他們了解，
00:48
that being an entrepreneur is actually a cool thing.
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做為一個創業家其實是一件很酷的事情．
00:50
It's not something that is a bad thing and is vilified,
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一個創業家並不是像很多社會認為的那樣，
00:53
which is what happens in a lot of society.
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是一件不好或是會被別人輕視的事．
00:56
Kids, when we grow up, have dreams,
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小時後，我們在長大的過程中都有夢想．
00:59
and we have passions, and we have visions,
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我們也有自己的熱愛及憧憬．
01:01
and somehow we get those things crushed.
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但是不知何故夢想常常被抹滅掉．
01:03
We get told that we need to study harder
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大人們都教導我們說我們需要更認真讀書，
01:06
or be more focused or get a tutor.
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或更專心或去找個家教．
01:08
My parents got me a tutor in French,
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我的父母幫我找了一個法文家教
01:10
and I still suck in French.
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但我到現在法文依然很破。
01:13
Two years ago, I was the highest-rated lecturer
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兩年前我有幸成為麻省理工學院創業碩士班裡面，
01:15
at MIT's entrepreneurial master's program.
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評價最高的講師。
01:18
And it was a speaking event in front of groups of entrepreneurs from around the world.
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那是一個需要在來自世界各地的創業家面前演講的活動
01:21
When I was in grade two, I won a city-wide speaking competition,
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在二年級的時候，我贏得了一個城市級的演講比賽
01:24
but nobody had ever said,
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但是從來沒有人說過，
01:26
"Hey, this kid's a good speaker.
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“嘿，這個小孩子很會演講．
01:28
He can't focus, but he loves walking around and getting people energized."
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他沒辦法靜下來，但是他喜歡四處走動，帶動大家”
01:31
No one said, "Get him a coach in speaking."
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從來沒有人說過 ”我們幫他找一個演講的教練吧!“
01:33
They said, get me a tutor in what I suck at.
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他們說，幫我找一個家教來教我不會做的事
01:35
So as kids show these traits --
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所以小孩們會顯現這些特質．
01:37
and we need to start looking for them --
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我們需要開始尋找具有這些特質的小孩們．
01:39
I think we should be raising kids
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我覺得我們應該要把小孩子養育成，
01:41
to be entrepreneurs instead of lawyers.
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創業家而不是律師．
01:43
Unfortunately the school system
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但不幸的是我們的教育體系，
01:45
is grooming this world
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把大家觀念訓練成 －
01:47
to say, "Hey, let's be a lawyer or let's be a doctor,"
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“嘿，當一個律師或當一個醫師吧！”
01:49
and we're missing that opportunity because
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我們錯失掉了一個機會，
01:51
no one ever says, "Hey, be an entrepreneur."
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因為從來沒有人說過 ”嘿，我們來當創業家吧！“
01:54
Entrepreneurs are people -- because we have a lot of them in this room --
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創業家是 － 而這個房間裡面有很多這類的人 －
01:56
who have these ideas and these passions or see these needs in the world
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那些具有著這些想法，具有這些熱情，或是看到了世界的需求，
01:59
and we decide to stand up and do it.
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然後決定站出來動手去做的人。
02:01
And we put everything on the line to make that stuff happen.
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我們會用盡方法來實現這些想法。
02:04
We have the ability to get those groups of people around us
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我們也有能力可以吸引身邊的人加入我們，
02:06
that want to kind of build that dream with us,
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讓他們也想要和我們一起實現夢想。
02:08
and I think if we could get kids
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我想如果可以讓孩子們，
02:10
to embrace the idea at a young age of being entrepreneurial,
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在小時候就可以接受創業家的理念，
02:13
we could change everything in the world that is a problem today.
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我們可以解決世界上所有的問題．
02:16
Every problem that's out there, somebody has the idea for.
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每一個問題，總會有人會想到解決的辦法。
02:19
And as a young kid, nobody can say it can't happen
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做為一個小孩，沒有做不到的的概念，
02:21
because you're too dumb to realize
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因為你還沒有足夠的知識去判斷，
02:23
that you couldn't figure it out.
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什麼是可能的什麼是不可能的。
02:25
I think we have an obligation as parents and a society
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我認為我們做為家長和社會都負有一個責任 －
02:28
to start teaching our kids to fish
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要教會我們的孩子如何釣魚，
02:30
instead of giving them the fish --
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而不是直接給他們魚。
02:32
the old parable: "If you give a man a fish, you feed him for a day.
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俗語說得好 “授人以魚不如授人以漁”．
02:34
If you teach a man to fish, you feed him for a lifetime."
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給一個人魚還不如教他如何釣魚．
02:37
If we can teach our kids to become entrepreneurial --
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如果我們能夠教育孩子們成為創業家，
02:39
the ones that show those traits to be --
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那些具有創業家特質的孩子們 －
02:41
like we teach the ones who have science gifts to go on in science,
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就像我們培養具有科學天賦的孩子成為科學家一樣。
02:44
what if we saw the ones who had entrepreneurial traits
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如果我們發掘那些具有創業家天賦的孩子們，
02:46
and taught them to be entrepreneurs?
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並且訓練他們成為創業家，世界會怎樣？
02:48
We could actually have all these kids spreading businesses
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這些小孩很可能會在忙著擴張他們的事業，
02:50
instead of waiting for government handouts.
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而不是在家裡等待政府的救濟．
02:52
What we do is we sit and teach our kids all the things they shouldn't do:
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但是我們現在教導孩子們不要做這個，別做那個．
02:55
Don't hit; don't bite; don't swear.
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別打人，別咬人，別罵人．
02:57
Right now we teach our kids to go after really good jobs,
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現在我們教導小孩們要追求一份很好的工作，
03:00
you know, and the school system teaches them to go after things like
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學校的教育告訴他們要成為，
03:02
being a doctor and being a lawyer
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醫生或是律師，
03:04
and being an accountant and a dentist
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會計師或是牙醫，
03:06
and a teacher and a pilot.
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教師或是飛行員．
03:08
And the media says that it's really cool if we could go out
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媒體則灌輸他們成為一名模特兒或是歌手
03:10
and be a model or a singer
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或是成為像Sidney Crosby(冰上曲棍球選手)那樣的運動明星，
03:12
or a sports hero like Luongo, Crosby.
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是一件很酷的事．
03:15
Our MBA programs do not teach kids to be entrepreneurs.
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我們的MBA教育並沒有教導孩子們如何成為創業家．
03:18
The reason that I avoided an MBA program --
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我之所以不念MBA －
03:20
other than the fact that I couldn't get into any
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除了我從未申請合格的事實之外，
03:22
because I had a 61 percent average out of high school
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因為我高中平均成績只有61％，
03:24
and then 61 percent average at
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然後在加拿大唯一一間接受我入學的學校－Carlton，
03:26
the only school in Canada that accepted me, Carlton --
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也是61％的平均成績
03:28
but our MBA programs don't teach kids to be entrepreneurs.
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另外一個原因是我們的MBA課程並不教導如何成為創業家．
03:31
They teach them to go work in corporations.
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他們教導學生如何進入大公司工作．
03:33
So who's starting these companies? It's these random few people.
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那又是誰創立了這些公司呢？ 是那些很少數的人士．
03:36
Even in popular literature, the only book I've ever found --
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甚至在大眾文學中，我所能找到的唯一一本書 －
03:39
and this should be on all of your reading lists --
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你們都應該去看這本書 －
03:41
the only book I've ever found
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我所能找到的唯一這本
03:43
that makes the entrepreneur into the hero is "Atlas Shrugged."
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把創業家朔造成英雄人物的是 “阿特拉斯擺脫重負” (又譯 “阿特拉斯聳聳肩”)．
03:45
Everything else in the world tends to look at entrepreneurs
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其他人則帶著有色眼鏡看待創業家，
03:47
and say that we're bad people.
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他們說我們不是好人．
03:49
I look at even my family.
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我想到了我的家人 －
03:51
Both my grandfathers were entrepreneurs. My dad was an entrepreneur.
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我外公和爺爺都是創業家，我父親也是。
03:53
Both my brother and sister and I, all three of us own companies as well.
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我們三兄妹都各自開了自己的公司．
03:56
And we all decided to start these things
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我們都決定創立這些事業，
03:58
because it's really the only place we fit.
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因為只有這是最適合我們的．
04:00
We didn't fit in the normal work. We couldn't work for somebody else
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我們不適合做普通的工作，我們沒辦法在其他人底下工作
04:02
because we're too stubborn and we have all these other traits.
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因為我們太固執，而且我們也還有一些其他性格．
04:05
But kids could be entrepreneurs as well.
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但是孩子們也可以成為創業家．
04:07
I'm a big part of a couple organizations globally
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我在兩個全球性組織裡面擔任重要的職位 －
04:09
called the Entrepreneurs' Organization and the Young Presidents' Organization.
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他們是創業家協會和青年總裁協會．
04:11
I just came back from speaking in Barcelona
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我剛從巴賽隆納演講回來，
04:13
at the YPO global conference,
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在那裡參加了青年總裁協會的全球年會，
04:16
and everyone that I met over there
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我在那裡遇到的每個人
04:18
who's an entrepreneur
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只要是個企業家
04:20
struggled with school.
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都對學業束手無策．
04:22
I have 18 out of the 19 signs of attention deficit disorder diagnosed.
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注意力不足症候群的19種症狀中，我被診斷出18種．
04:25
So this thing right here is freaking me out.
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所以我面前的這些玩意讓我讓我不知所措．
04:28
(Laughter)
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(笑聲)
04:30
It's probably why I'm a little bit panicked right now --
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這很可能是我現在心亂的原因 －
04:32
other than all the caffeine that I've had and the sugar --
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當然，也很可能是我今天喝下的咖啡因和糖分在作怪 －
04:34
but this is really creepy for an entrepreneur.
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但這些東西會讓一個創業家覺得很恐怖．
04:37
Attention deficit disorder, bipolar disorder.
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注意力不足症候群和狂躁抑鬱症(躁鬱症)．
04:39
Do you know that bipolar disorder is nicknamed the CEO disease?
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你知道躁鬱症被戲稱為CEO症候群嗎？
04:42
Ted Turner's got it. Steve Jobs has it.
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Ted Turner 有它，Steve Jobs 也有它
04:45
All three of the founders of Netscape had it.
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網景的三個創辦者也都有這個疾病．
04:48
I could go on and on.
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我還可以說出許多同樣的例子．
04:50
Kids -- you can see these signs in kids.
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小孩子 － 我們可以在小孩子身上看到這些徵兆．
04:52
And what we're doing is we're giving them Ritalin and saying,
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但是我們卻給他們利他能(治療過動症的藥物) 並說，
04:54
"Don't be an entrepreneurial type.
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“別成為創業家那樣子的人．
04:56
Fit into this other system and try to become a student."
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適應另外一種系統然後成為一名學生吧！”
04:58
Sorry, entrepreneurs aren't students.
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很抱歉， 但創業家不是學生．
05:00
We fast-track. We figure out the game.
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我們抄捷徑，想辦法破解規範及規定．
05:02
I stole essays. I cheated on exams.
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我抄別人的文章，我在考試裡面作弊．
05:04
I hired kids to do my accounting assignments in university
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連續13次 － 我雇用其他的小孩，
05:07
for 13 consecutive assignments.
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來幫我做會計學的功課．
05:09
But as an entrepreneur you don't do accounting, you hire accountants.
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做為創業家，你不用自己記賬，你雇用會計師．
05:12
So I just figured that out earlier.
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我只是比較早領悟到這一點而已．
05:14
(Laughter)
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(笑聲)
05:16
(Applause)
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)掌聲)
05:18
At least I can admit I cheated in university; most of you won't.
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至少我敢承認我大學時作弊過，而你們大多數都不敢。
05:21
I'm also quoted -- and I told the person who wrote the textbook --
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我也被寫進了教科書裡面 － 我告訴了編寫教科書的人我在那堂課上作弊的事情 －
05:24
I'm now quoted in that exact same university textbook
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我現在被寫進了那本教科書，
05:26
in every Canadian university and college studies.
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那本被每一所加拿大的大專院校採用的教科書．
05:29
In managerial accounting, I'm chapter eight.
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管理會計學教科書裡面，第八章裡有講到我．
05:32
I open up chapter eight talking about budgeting.
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第八章：預算的引子是我寫的．
05:34
And I told the author, after they did my interview, that I cheated in that same course.
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在他們完成了我的訪談之後，我告訴她我在那個科目中作弊過．
05:37
And she thought it was too funny to not include it anyway.
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她覺得我的故事太有趣了，她一定要把我寫進那本教科書．
05:40
But kids, you can see these signs in them.
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但是你可以在孩子們身上看到這些徵兆．
05:43
The definition of an entrepreneur is "a person who organizes, operates
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創業家的定義是 “組織並且營運一個商業活動，
05:45
and assumes the risk of a business venture."
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並承擔其所帶來的風險．"
05:48
That doesn't mean you have to go to an MBA program.
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這並不代表你必須要去讀MBA．
05:50
It doesn't mean you have to get through school.
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也不代表你一定要從學校畢業．
05:52
It just means that those few things have to feel right in your gut.
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這只代表著，只要你在心中能夠正確的判斷幾件事就夠了．
05:55
And we've heard those things about "is it nurture or is it nature," right?
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我們也聽說過一個人的成長到底是天生的還是後天培養的，
05:58
Is it thing one or thing two? What is it?
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是前者還是後者？
06:00
Well, I don't think it's either. I think it can be both.
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我覺得並不是兩個其中一個，我覺得兩者都有！
06:03
I was groomed as an entrepreneur.
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我從小就被訓練成創業家．
06:05
When I was growing up as a young kid, I had no choice,
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在我還是個小孩子的時候，我並沒有太多選擇，
06:07
because I was taught at a very early, young age --
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因為當我還很小的時候，我父親就教我 －
06:09
when my dad realized I wasn't going to fit into
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當他發現到我不能夠適應，
06:11
everything else that was being taught to me in school --
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那些在學校裡教導的東西 －
06:13
that he could teach me to figure out business at an early age.
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他在我還很小的時候就教我如何做生意．
06:16
He groomed us, the three of us,
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他訓練了我們三個人，
06:18
to hate the thought of having a job
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讓我們討厭在別人底下做事，
06:20
and to love the fact of creating companies that we could employ other people.
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讓我們憧憬著創建公司並且僱用其他人．
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七歲的時候，當時我在加拿大的溫尼伯
06:26
and I was lying in my bedroom with one of those long extension cords.
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當時我在臥室裡面躺著打電話．
06:28
And I was calling all the dry cleaners in Winnipeg
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我打給了溫尼伯所有的乾洗店
06:30
to find out how much would the dry cleaners
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我想要知道他們願意付多少錢
06:32
pay me for coat hangers.
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來跟我買晾衣架．
06:34
And my mom came into the room and she said,
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然後我媽媽走進房間問了我，
06:36
"Where are you going to get the coat hangers to sell to the dry cleaners?"
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“你要到哪裡去生出這麼多衣架來賣給乾洗店呢？”
06:39
And I said, "Let's go and look in the basement."
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我說，“我們到地下室去看看吧！”
06:41
And we went down to the basement. And I opened up this cupboard.
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然後我們到地下室去，我打開了一個櫃子．
06:44
And there was about a thousand coat hangers that I'd collected.
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裡面有大約一千個我收集的衣架．
06:46
Because, when I told her I was going out to play with the kids,
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因為當我跟她說我要出去找其他小孩子玩的時候，
06:49
I was going door to door in the neighborhood to collect coat hangers
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我其實是到附近挨家挨戶的收集衣架，
06:51
to put in the basement to sell.
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並且把它們放到地下室準備出售．
06:53
Because I saw her a few weeks before that --
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因為幾個星期前，我看到她 －
06:55
you could get paid. They used to pay you two cents per coat hanger.
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把衣架賣給別人，他們通常每個衣架給2分。
06:58
So I was just like, well there's all kinds of coat hangers.
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所以我就...其實，到處是各式各樣的衣架．
07:00
And so I'll just go get them.
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我只是走出家門去收集它們。
07:02
And I knew she wouldn't want me to go get them, so I just did it anyway.
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我知道她不願意我去收集它們，但不管怎樣我還是去做了。
07:06
And I learned that you could actually negotiate with people.
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我發現你其實可以和人們討價還價。
07:08
This one person offered me three cents and I got him up to three and a half.
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一個人給我3分一個衣架，而我把價錢提高到3分半。
07:11
I even knew at a seven-year-old age
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我甚至在我7歲的時候就意識到，
07:13
that I could actually get a fractional percent of a cent,
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每賣一個衣架，我可以賺到幾分之一分錢．
07:16
and people would pay that because it multiplied up.
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因為家裡舊衣架不斷堆積，人們會願意給錢讓我收集。
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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在7歲時，我發現，每一千個衣架，我可以賺3分半。
07:21
I sold license plate protectors door to door.
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我挨家挨戶地賣車牌保護框。
07:23
My dad actually made me go find someone
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我的爸爸更是讓我去批發市場，
07:25
who would sell me these things at wholesale.
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找那些願意賣這些東西給我的人。
07:27
And at nine years old, I walked around in the city of Sudbury
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當我9歲時，我逛遍了Sudbury城，
07:29
selling license plate protectors door to door to houses.
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向那裡的人家挨家挨戶地賣車牌保護框。
07:32
And I remember this one customer so vividly
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其中一名顧客我到現在還是記憶深刻，
07:35
because I also did some other stuff with these clients.
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因為我還和這些人做其他的買賣。
07:37
I sold newspapers.
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我賣報紙。
07:39
And he wouldn't buy a newspaper from me ever.
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而他從來都不會從我這裡買報紙。
07:41
But I was convinced I was going to get him to buy a license plate protector.
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但是我相信我可以說服他去買我一個車牌保護盤。
07:44
And he's like, "Well, we don't need one."
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但他說：“我們不需要。”
07:45
And I said, "But you've got two cars ..." -- I'm nine years old.
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“但是你們有2部車...”－那時我9歲。
07:48
I'm like, "But you have two cars and they don't have license plate protectors."
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我說：“你們有2部車，但是它們卻都沒有車牌保護框。”
07:51
And he said, "I know."
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然後他說：“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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然後我說：“這輛車有一個車牌保護框但是都變形了。”
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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他說：“是的，那是我妻子的車。”然後我說：“那不如我們在你妻子的車前面試一試
07:58
on the front of your wife's car and see if it lasts longer."
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我的這個，來看一下它會不會更耐用一些。”
08:00
So I knew there were two cars with two license plates on each.
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於是我把2個車牌框各放了一個在那2部車上。
08:03
If I couldn't sell all four, I could at least get one.
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即使我不能賣4個，我可以至少賣1個。
08:05
I learned that at a young age.
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我在這麼小的時候就知道這些東西了。
08:07
I did comic book arbitrage.
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我也從漫畫書中獲利。
08:09
When I was about 10 years old, I sold comic books
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當我10歲的時候，我在我們在Georgian Bay的
08:11
out of our cottage on Georgian Bay.
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小屋外賣漫畫書。
08:13
And I would go biking up to the end of the beach
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然後我會踩單車去到沙灘的盡頭，
08:15
and buy all the comics from the poor kids.
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從那些窮小孩那裡買漫畫書。
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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然後我會重新回到沙灘的另外一邊，把書賣給有錢的小孩。
08:20
But it was obvious to me, right? Buy low, sell high.
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很明顯，沒錯，低價買入，高價賣出。
08:22
You've got this demand over here that has money.
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在這富人區，你會有市場的。
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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不要嘗試賣書給窮小孩，他們沒有錢。但富小孩有，那就去賺他們一把。
08:27
So that's obvious, right.
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這很明顯，對吧。
08:29
It's like a recession. So, there's a recession.
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然後感覺經濟會不景氣。然後，金融風暴來了。
08:31
There's still 13 trillion dollars circulating in the U.S. economy.
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但仍然有13萬億美元在美國經濟中流動。
08:34
Go get some of that. And I learned that at a young age.
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那就去賺它一筆，我在我小時候就意識到這一點了。
08:37
I also learned, don't reveal your source,
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我還知道，不要暴露你入貨地點。
08:39
because I got beat up after about four weeks of doing this
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在賺了4個星期後，我被揍的慘兮兮
08:41
because one of the rich kids found out where I was buying my comics from,
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因為一個富小孩發現了我買漫畫書的地方。
08:44
and he didn't like the fact that he was paying a lot more.
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而他不想給這麼多錢。
08:46
I was forced to get a paper route at 10 years old.
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10歲那年，我又被迫去送報紙。
08:48
I didn't really want a paper route,
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我真的不想去送報紙。
08:50
but at 10, my dad said, "That's going to be your next business."
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但10歲時，我爸說：“這會是你下一門生意。”
08:52
So not only would he get me one, but I had to get two,
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所以儘管他讓我送1條街，但我決定去送2條
08:54
and then he wanted me to hire someone to deliver half the papers,
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然後，他讓我請一個人去送一半報紙。
08:57
which I did, and then I realized that collecting tips was where you made all the money.
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我照做了，然後我意識到那些小費是你收入的主要來源。
09:00
So I would collect the tips and get payment.
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所以我收工資也收小費。
09:02
So I would go and collect for all the papers.
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我去收集所有報紙訂戶的小費。
09:04
He could just deliver them.
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而我請的人只是負責送報。
09:06
Because then I realized I could make the money.
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因為不久，我意識到，我可以從中賺錢。
09:08
By this point, I was definitely not going to be an employee.
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可見，我絕對不會成為一名僱員。
09:11
(Laughter)
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(笑聲)
09:13
My dad owned an automotive and industrial repair shop.
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我的父親擁有一間汽車維修店。
09:15
He had all these old automotive parts lying around.
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他有很多這些舊的汽車零件撒滿一地。
09:17
They had this old brass and copper.
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這些大多是黃銅和銅。
09:19
I asked him what he did with it, and he said he just throws it out.
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然後我問他他通常拿它們怎麼辦。他說他會扔掉它們。
09:22
I said, "But wouldn't somebody pay you for that?" And he goes, "Maybe."
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然後，我說：“但是會有人因為這個給你錢嗎？”然後他說：“可能吧。”
09:24
Remember at 10 years old -- so 34 years ago
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記得那時10歲，所以是34年前了。
09:26
I saw opportunity in this stuff.
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我在這堆東西中發現了商機。
09:28
I saw there was money in garbage.
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我發現在這車庫中到處是金錢。
09:30
And I was actually collecting it from all the automotive shops in the area on my bicycle.
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我騎著單車從所有的汽車維修店中收集這些旧零件。
09:33
And then my dad would drive me on Saturdays
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然後我爸會在週六載我
09:35
to a scrap metal recycler where I got paid.
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去金屬廢料回收站賣回收。
09:37
And I thought that was kind of cool.
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我覺得這樣很酷。
09:39
Strangely enough, 30 years later, we're building 1-800-GOT-JUNK?
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巧合的是，30年後，我們在製造1-800-GOT-JUNK。
09:42
and making money off that too.
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我們從那裡也賺錢了。
09:44
I built these little pincushions when I was 11 years old in Cubs,
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我11歲在童子軍的時候就在做這些針墊，
09:47
and we made these pin cushions for our moms for Mother's Day.
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我們把這些針墊在母親節送給我們的媽媽。
09:49
And you made these pincushions out of wooden clothespins --
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我們用木製晾衣夾來做這些針墊，
09:52
when we used to hang clothes on clotheslines outside.
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因為我們習慣把衣服晾在屋外的晾衣線上，
09:54
And you'd make these chairs.
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另外，你要做這樣的椅子。
09:56
And I had these little pillows that I would sew up.
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而我有這些我縫製的小枕頭。
09:58
And you could stuff pins in them.
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你可以別一些小別針在它們身上。
10:00
Because people used to sew and they needed a pin cushion.
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人們過去總會自己縫小枕頭，而他們會需要針墊。
10:03
But what I realized was that you had to have options.
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但我所知道的是，你可以有選擇。
10:06
So I actually spray painted a whole bunch of them brown.
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實際上，我可以把它們都噴成棕色。
10:08
And then when I went to the door, it wasn't, "Do you want to buy one?"
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然後，當我上門推銷的時候，我不是說：“您想買一個嗎？”
10:10
It was, "Which color would you like?"
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而是，“你想要哪種顏色呢？”
10:12
Like I'm 10 years old; you're not going to say no to me,
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因為我只有10歲，你一般不會拒絕我。
10:14
especially if you have two options -- you have the brown one or the clear one.
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特別是你可以有2種選擇；你可以要棕色的或者無色的。
10:17
So I learned that lesson at a young age.
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我在很小的時候就有這樣的經驗。
10:19
I learned that manual labor really sucks.
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我還知道，人力並不值錢。
10:24
Right, like cutting lawns is brutal.
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對，就像剪草坪是殘忍的一樣。
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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但是，正因為我要在一個夏天為我所有的鄰居剪草坪來賺錢，
10:29
I realized that recurring revenue
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我意識到，從同一個人身上
10:31
from one client is amazing.
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得到長期收入是件十分不错的事情。
10:34
That if I land this client once,
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一旦我從這個客戶身上賺到錢，
10:36
and every week I get paid by that person,
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那麼接下來的每個星期那個人都會付我工資，
10:38
that's way better than trying to sell
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這比每次都嘗試向
10:40
one clothespin thing to one person.
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不認識的人賣一個小枕頭要好。
10:42
Because you can't sell them more.
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因為你不能向同一個人賣很多個枕頭。
10:44
So I love that recurring revenue model I started to learn at a young age.
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我很小的時候就知道我很喜歡和老客戶打交道。
10:47
Remember, I was being groomed to do this. I was not allowed to have jobs.
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還記得，我找工作前是要接受培訓的，因為我還不能找工作。
10:50
I would caddy, I would go to the golf course and caddy for people.
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後來，我去做球僮。我去高爾夫球場，並為人們當球僮。
10:53
But I realized that there was this one hill on our golf course,
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然後我發現，在高爾夫球場裡有個斜坡。
10:55
the 13th hole that had this huge hill.
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在第13個球洞處就是一個陡的山坡。
10:57
And people could never get their bags up it.
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人們總是不能把他們的包帶上山。
10:59
So I would sit there with a lawn chair
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所以我坐在山下的一張凳子上，
11:01
and just carry up all the people who didn't have caddies.
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然後等那些沒有球僮的人來到山下。
11:04
I would carry their golf bags up to the top, and they'd pay me a dollar.
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我會把他們的球袋帶到山頂，然後他們各付給我一美元。
11:07
Meanwhile, my friends were working for five hours
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與此同時，我的朋友們要幫某個人
11:09
to haul some guy's bag around and get paid 10 bucks.
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拎5小時包，才能賺10美元。
11:11
I'm like, "That's stupid because you have to work for five hours.
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我說：“工作5小時是愚蠢的。
11:14
That doesn't make any sense." You just figure out a way to make more money faster.
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因為這並不靠譜。”你應該找到一個賺錢又多又快的方法。
11:17
Every week, I would go to the corner store and buy all these pops.
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每個星期，我會去到街角的商店買所有的酒瓶蓋
11:20
Then I would go up and deliver them to these 70-year-old women playing bridge.
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然後我會去到幾個70幾歲的玩橋牌的老奶奶家里，並把這些都賣給她們。
11:23
And they'd give me their orders for the following week.
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然後她們會預定下星期的貨。
11:25
And then I'd just deliver pop and I'd just charge twice.
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然後我只是送酒瓶蓋並且收雙倍的價錢。
11:27
And I had this captured market. You didn't need contracts.
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我壟斷了這個市場，你不需要合同。
11:30
You just needed to have a supply and demand
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你要的是需求和供給，
11:32
and this audience who bought into you.
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還有向你買東西的那些人。
11:34
These women weren't going to go to anybody else
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这些老奶奶不會再向其他人買，
11:36
because they liked me, and I kind of figured it out.
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因為她們喜歡我，這是我留意到的。
11:38
I went and got golf balls from golf courses.
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我去上高爾夫球場，並撿起一些高爾夫球。
11:41
But everybody else was looking in the bush
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但是每個人都在灌木叢中
11:43
and looking in the ditches for golf balls.
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和溝渠中找高爾夫球。
11:45
I'm like, screw that. They're all in the pond
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我後來發現，那些高爾夫球，大多都掉在水裡了
11:47
and nobody's going into the pond.
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但是沒有人會走到水裡面。
11:49
So I would go into the ponds and crawl around and pick them up with my toes.
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所以我走到水裡，爬來爬去，並用我的腳趾把球檢起來。
11:52
You just pick them up with both feet.
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你可以用兩只腳把它們檢起來的。
11:54
You can't do it on stage.
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我在台上不能演示。
11:56
You get the golf balls, and you just throw them in your bathing suit trunks
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你拿到高爾夫球，然後你把它們放到你的泳褲裡
11:58
and when you're done you've got a couple hundred of them.
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直到你結束時，你會擁有幾百顆球。
12:01
But the problem is that people all didn't want all the golf balls.
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但問題是，人們不想要舊的高爾夫球。
12:04
So I just packaged them. I'm like 12, right?
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所以我把它們打包，12顆球一打。
12:06
I packaged them up three ways.
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我有3種打包的方法。
12:08
I had the Pinnacles and DDHs and the really cool ones back then.
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我用Pinnacles和DDHs，還有一些很酷的來包裝它們。
12:10
Those sold for two dollars each.
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那種的，我每打賣2美元。
12:12
And then I had all the good ones that didn't look crappy. They were 50 cents each.
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然後，我把那些看起來不錯的球，每顆賣50分。
12:15
And then I'd sell 50 at a time of all the crappy ones.
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然後那些很差的球，賣50顆一包。
12:18
And they could use those for practice balls.
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這些可以用來做練習球。
12:20
I sold sunglasses, when I was in school,
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我在學校的時候也會向高中的
12:22
to all the kids in high school.
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同學們賣太陽眼鏡。
12:24
This is what really kind of gets everybody hating you
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而這些會讓所有人都恨你
12:27
is because you're trying to extract money from all your friends all the time.
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因為你嘗試從你身邊所有的朋友身上賺錢。
12:30
But it paid the bills.
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但我還是得生活的。
12:32
So I sold lots and lots of sunglasses.
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於是我賣了很多很多太陽眼鏡。
12:34
Then when the school shut me down --
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但學校不讓我做生意了 －
12:36
the school actually called me into the office and told me I couldn't do it --
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實際上，學校叫我到辦公室，讓我停止銷售。
12:38
so I went to the gas stations and
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所以，我跑到加油站，並且
12:40
I sold lots of them to the gas stations
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賣了加油站，許多太陽眼鏡
12:42
and had the gas stations sell them to their customers.
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然後讓加油站再轉售給它的顧客。
12:44
That was cool because then I had retail outlets.
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這很酷，因為我有自己的零售商了．
12:46
And I think I was 14.
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我想我那時是十四歲。
12:48
Then I paid my entire way through first year university at Carlton
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接下來呢，我挨家挨戶地賣酒袋，
12:51
by selling wine skins door to door.
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並且繳了大學第一年的學雜費。
12:53
You know that you can hold a 40-ounce bottle of rum
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一個酒袋可以裝40盎司的朗姆酒
12:55
and two bottles of coke in a wineskin? So what, right?
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和兩瓶可樂嗎？所以呢？
12:57
Yeah, but you know what? You stuff that down your shorts,
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你可以把酒袋塞在你短褲裡，
12:59
when you go into a football game you can get booze in for free,
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當你去看橄欖球的時候，你就可以免費的喝酒了，
13:02
everybody bought them.
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大家都想要買酒袋。
13:04
Supply, demand, big opportunity.
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供給，需求，大商機。
13:07
I also branded it, so I sold them for five times the normal cost.
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我還把它貼了商標，這樣我可以把它們用5倍的價格賣出去。
13:09
It had our university logo on it.
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商標是我們大學的標簽。
13:11
You know we teach our kids and we buy them games,
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我們在教育我們的孩子時，我們會買幼教玩具。
13:13
but why don't we get them games, if they're entrepreneurial kids,
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但是如果他們是將成為創業家的孩子，為甚麼我們不給
13:16
that kind of nurture the traits that you need to be entrepreneurs?
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他們玩那些能夠培養他們創業家特質的遊戲呢？
13:19
Why don't you teach them not to waste money?
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為甚麼不教導他們別浪費錢呢？
13:22
I remember being told to walk out in the middle of a street in Banff, Alberta
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我記得我在Alberta的Banff被趕出街道，
13:25
because I'd thrown a penny out in the street,
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因為我把一分錢扔在街上，
13:27
and my dad said, "Go pick it up."
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然後我爸爸說：“把它撿起來。”
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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他說：“這是我辛辛苦苦掙來的錢，我不會讓你浪費任何一分錢。”
13:31
And I remember that lesson to this day.
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時至今日，我還記得這個教訓。
13:33
Allowances teach kids the wrong habits.
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零用錢讓孩子養成壞習慣。
13:36
Allowances, by nature, are teaching kids
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零花錢應教育孩子
13:38
to think about a job.
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怎樣才能賺更多錢。
13:40
An entrepreneur doesn't expect a regular paycheck.
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創業家不會期望有一份常規的收入。
13:43
Allowance is breeding kids at a young age
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零用錢讓孩子從小時候
13:45
to expect a regular paycheck.
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就只期待有份穩定的收入。
13:47
That's wrong, for me, if you want to raise entrepreneurs.
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對我來說，如果你想去培育創業家，給孩子零用錢是錯的。
13:49
What I do with my kids now -- I've got two, nine and seven --
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我有三個分別是2歲，9歲和7歲的小孩。
13:51
is I teach them to walk around the house and the yard,
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現在，我讓我的小孩，在房子和前院四處查看，
13:53
looking for stuff that needs to get done.
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尋找一些需要完成的工作。
13:55
Come to me and tell me what it is.
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然後回來告訴我有甚麼工作。
13:57
Or I'll come to them and say, "Here's what I need done."
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或者我會跟他們說：“這是我需要完成的。”
13:59
And then you know what we do? We negotiate.
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然後你猜接下來怎麼了？我們討價還價。
14:01
They go around looking for what it is.
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他們閒逛去找有甚麼可以做的。
14:03
But then we negotiate on what they're going to get paid.
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然後我們就會談定工作的酬勞。
14:05
And then they don't have a regular check, but they have more opportunities to find more stuff,
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這樣子他們不會有穩定的收入，反而有更多機會去尋找商機。
14:08
and they learn the skill of negotiating,
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同時，他們也學會了談判的技巧，
14:10
and they learn the skill of finding opportunities as well.
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也學會了尋找商機的技巧。
14:12
You breed that kind of stuff. Each of my kids has two piggy banks.
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你要培養他們這些習慣。我的每個小孩都有2個小豬錢罐。
14:15
Fifty percent of all the money that they earn or get gifted,
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掙來的或者別人給的錢的一半
14:17
50 percent goes in their house account,
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都會存到他們的家庭錢罐裡面，
14:19
50 percent goes in their toy account.
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另一半存則存在他們買玩具的錢罐裡面。
14:21
Anything in their toy account they can spend on whatever they want.
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他們可以用玩具錢罐裡的錢去買任何東西。
14:23
The 50 percent that goes in their house account, every six months, goes to the bank.
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另一個家庭錢罐，每6個月，就會存進銀行。
14:26
They walk up with me. Every year all the money in the bank goes to their broker.
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他們會跟我一起去。每年，銀行裡的錢都會交給他們的股票經紀人。
14:29
Both my nine- and seven-year-olds have a stock broker already.
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我9歲和7歲的孩子都各有一個股票經紀人。
14:33
But I'm teaching them to force that savings habit.
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但是我仍然要他們養成儲蓄的習慣。
14:35
It drives me crazy that 30-year-olds are saying,
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如果到了30歲才說：“或許現在我想開始把錢
14:38
"Maybe I'll start contributing to my RSP now."
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存進我的創業支持計劃裡面。”那麼，我會瘋掉的。
14:40
Shit, you've missed 25 years.
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慘了，你已經浪費了25年。
14:42
You can teach those habits to young kids
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你可以在孩子還沒有金錢觀念
14:44
when they don't even feel the pain yet.
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的時候就教他這些好習慣。
14:46
Don't read them bedtime stories every night.
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不要每天晚上給他們讀床邊故事。
14:48
Maybe four nights out of the week read them bedtime stories
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可以每個星期有四天晚上給他們講故事，
14:50
and three nights of the week have them tell stories.
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剩下的三晚讓他們來講故事。
14:52
Why don't you sit down with kids and give them four items,
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嘗試一下，和孩子坐下來，並給他們4樣東西，
14:55
a red shirt, a blue tie, a kangaroo and a laptop,
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一件紅襯衫，一條藍領帶，一隻袋鼠玩具和一台手提電腦，
14:58
and have them tell a story about those four things?
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然後讓他們圍繞這4樣東西講一個故事。
15:00
My kids do that all the time.
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我的孩子經常做這個。
15:02
It teaches them to sell; it teaches them creativity;
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這訓練他們賣東西的技巧，訓練他們的創造力。
15:04
it teaches them to think on their feet.
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這訓練他們快速思考。
15:06
Just do that kind of stuff and have fun with it.
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試試看吧，你會有不同的感受。
15:08
Get kids to stand up in front of groups and talk,
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讓孩子在眾人面前講話，
15:10
even if it's just stand up in front of their friends
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儘管聽眾可能只是他們的朋友。
15:12
and do plays and have speeches.
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讓他們表演話劇和進行演講。
15:14
Those are entrepreneurial traits that you want to be nurturing.
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也會培養孩子要俱備的創業家特質。
15:16
Show the kids what bad customers or bad employees look like.
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告訴孩子們甚麼是不合格的客戶，甚麼是不盡責的僱員。
15:19
Show them the grumpy employees.
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告訴他們脾氣暴躁的僱員是怎樣的。
15:21
When you see grumpy customer service, point that out to them.
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當你看到糟糕的客服態度，要向他們指出，
15:23
Say, "By the way, that guy's a crappy employee."
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說：“看，那人就是個很濫的僱員。”
15:25
And say, "These ones are good ones."
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然後說：“這些就是盡心盡責的。”
15:28
(Laughter)
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(笑聲)
15:30
If you go into a restaurant and you have bad customer service,
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如果你走進一間餐廳，你受到了不好的服務，
15:32
show them what bad customer service looks like.
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那麼告訴孩子們不稱心的服務是怎樣的。
15:34
(Laughter)
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(笑聲)
15:36
We have all these lessons in front of us,
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其實我們隨時隨地都可以學到新東西，
15:38
but we don't take those opportunities; we teach kids to go get a tutor.
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但是我們沒有利用好那些機會，相反，我們給孩子請家庭教師。
15:41
Imagine if you actually took
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想像一下，如果你把孩子
15:43
all the kids' junk that's in the house right now,
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所有在家裡的垃圾和
15:45
all the toys that they've outgrown two years ago
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兩年前就已經過時了的玩具都拿出來。
15:47
and said, "Why don't we start selling some of this on Craigslist and Kijiji?"
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然後說：“為甚麼我們不開始把這些東西在Craigslist和Kijiji上賣了呢？”
15:50
And they can actually sell it
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他們就會開始賣它們，
15:52
and learn how to find scammers when they get email offers come in.
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並學到怎樣分辨收到的e-mail訂單的真假。
15:54
They can come into your account or a sub account or whatever.
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那些騙子會入侵你的賬戶或者子賬戶或者其它的甚麼東西。
15:56
But teach them how to fix the price, guess the price,
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但是，要教他們怎樣定價，估價，
15:59
pull up the photos.
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怎樣放貨物的圖片。
16:01
Teach them how to do that kind of stuff and make money.
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教他們諸如此類的東西並從中賺錢。
16:03
Then the money they get, 50 percent goes in their house account,
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然後他們得到的錢，一半存到的房子錢罐，
16:05
50 percent goes in their toy account.
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另一半存到他們的玩具錢罐。
16:07
My kids love this stuff.
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我的小孩很喜歡這樣的方式。
16:09
Some of the entrepreneurial traits that you've got to nurture in kids:
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有一些你要培養小孩的創業家特質，比如：
16:12
attainment, tenacity, leadership, introspection, interdependence, values.
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成就，堅韌，領導力，自我反省，互助，價值觀
16:15
All these traits you can find in young kids, and you can help nurture them.
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這些特質你都可以在小孩子身上找到，然後你可以針對這些特質加以培養。
16:18
Look for that kind of stuff.
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尋找這些特質。
16:20
There's two traits that I want you to also look out for
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還有兩種特質我希望你也去找一下的。
16:22
that we don't kind of get out of their system.
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我們其實並不了解他們的世界。
16:25
Don't medicate kids for attention deficit disorder
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不要認為他們是多動症，就讓他們吃藥，
16:27
unless it is really, really freaking bad.
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除非他們的情況真的是非常，非常嚴重。
16:29
(Applause)
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(掌聲)
16:31
The same with the whole things on mania and stress and depression,
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就好像我們對待躁狂症、緊張和抑鬱一樣，
16:34
unless it is so clinically brutal, man.
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除非情況嚴重到要進醫院，我們一般也不會吃藥，對吧。
16:36
Bipolar disorder is nicknamed the CEO disease.
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躁鬱症，俗名叫CEO綜合症。
16:38
When Steve Jurvetson and Jim Clark
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因為Steve Jurvetson、Jim Clark
16:40
and Jim Barksdale have all got it,
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和Jim Barksdale都得過這病，
16:42
and they built Netscape --
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但是他們建立了Netscape.
16:44
imagine if they were given Ritalin.
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想像一下如果他們吃了Ritalin。
16:46
We wouldn't have have that stuff, right?
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我們就不會有那東西用，對吧？
16:48
Al Gore really would have had to invented the Internet.
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Al Gore就真的會成了發明網路的人了。
16:51
(Laughter)
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(笑聲)
16:53
These skills are the skills we should be teaching in the classroom
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這些技巧和其它一些要培養的特質
16:55
as well as everything else.
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都是我們應該在課堂上教授的。
16:57
I'm not saying don't get kids to want to be lawyers.
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我不是說不要讓小孩成為律師。
16:59
But how about getting entrepreneurship
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而是說怎樣讓創業家在人們心中，
17:01
to be ranked right up there with the rest of them as well?
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也能夠得到像其他職業一樣的水準。
17:03
Because there's huge opportunities in that.
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因為在這個領域有著大量的機會。
17:05
I want to close with a quick little video.
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我像以一個很短的小視頻作為結尾。
17:07
It's a video that was done by one of the companies that I mentor.
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這個視頻是由我做顧問的其中一間公司製作的。
17:10
These guys, Grasshopper.
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這些傢伙，自稱“蚱蜢”。
17:12
It's about kids. It's about entrepreneurship.
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這是有關小孩子的，有關創業的。
17:14
Hopefully this inspires you to take what you've heard from me
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希望以下視頻會啓發你去接受我剛說的建議。
17:17
and do something with it to change the world.
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並用它們去改變世界。
17:19
[Kid ... "And you thought you could do anything?"]
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孩子...“你想你可以做任何事？”
17:22
[You still can.]
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你的確可以。
17:24
[Because a lot of what we consider impossible ...]
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因為很多我們認為事不可能的事情...
17:26
[... is easy to overcome]
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...其實很容易克服
17:29
[Because in case you haven't noticed, we live in a place where]
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因為也許你沒有留意到，我們住在一個
17:32
[One individual can make a difference]
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單個人就可以改變世界的地方
17:35
[Want proof?]
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證明？
17:36
[Just look at the people who built our country;]
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只要看一下那些管理我們國家的人，
17:37
[Our parents, grandparents, our aunts, uncles ...]
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他們有可能是我們的爸爸媽媽，爺爺奶奶，阿姨，叔叔...
17:40
[They were immigrants, newcomers ready to make their mark]
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它們以前是移民，準備要定居下來的新居民。
17:43
[Maybe they came with very little]
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或者他們來的時候沒甚麼資本，
17:46
[Or perhaps they didn't own anything except for ...]
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甚至或許他們根本是身無分文，除了...
17:49
[... a single brilliant idea]
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...一個絕妙的想法。
17:52
[These people were thinkers, doers ...]
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這些人是思想者，實幹者...
17:55
[... innovators ...]
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...改革者...
17:57
[... until they came up with the name ...]
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...直到他們突然想到一個名字...
18:01
[... entrepreneurs!]
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...創業家！
18:04
[They change the way we think about what is possible.]
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他們改變了我們對“可能”的想法。
18:07
[They have a clear vision of how life can be better]
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儘管當時的生活可能是艱難的，但他們清楚地知道
18:09
[for all of us, even when times are tough.]
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該怎樣把我們所有人的生活變得更美好。
18:12
[Right now, it's hard to see ...]
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現在，很難知道...
18:14
[... when our view is cluttered with obstacles.]
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...甚麼時候我們的看法會被眼前的困難所擾亂。
18:16
[But turbulence creates opportunities]
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但是，混亂中蘊含成功的機會，
18:19
[for success, achievement, and pushes us ...]
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並督促我們...
18:22
[to discover new ways of doing things]
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去發現做事的新方法。
18:25
[So what opportunities will you go after and why?]
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那麼，你會抓住甚麼樣的機會，又為甚麼抓住這樣的機會呢？
18:28
[If you're an entrepreneur]
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如果你是一個創業家，
18:31
[you know that risk isn't the reward.]
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你知道所冒的危險不是回報。
18:34
[No. The rewards are driving innovation ...]
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的確，回報是發動革新...
18:36
[... changing people's lives. Creating jobs.]
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...來改變人們的生活，創造就業機會。
18:39
[Fueling growth.]
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加速經濟增長。
18:41
[And making a better world.]
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並創造一個更美好的世界。
18:44
[Entrepreneurs are everywhere.]
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我們四周都有創業家。
18:46
[They run small businesses that support our economy,]
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他們經營小生意來支持我們的經濟，
18:48
[design tools to help you ...]
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設計工具來讓你...
18:50
[... stay connected with friends, family and colleagues around the world.]
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...和你世界各地的朋友、親人和同事保持聯繫。
18:52
[And they're finding new ways of helping to solve society's oldest problems.]
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與此同時，他們正尋找新方法去解決社會上的老問題。
18:55
[Do you know an entrepreneur?]
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你有認識的創業家嗎？
18:57
[Entrepreneurs can be anyone ...]
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創業家可以是任何人...
18:58
[Even ... you!]
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甚至...是你！
19:00
[So seize the opportunity to create the job you always wanted]
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所以，抓住機會去創造一份你一直想要的工作。
19:03
[Help heal the economy]
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支持經濟。
19:05
[Make a difference.]
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改變現狀。
19:06
[Take your business to new heights.]
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把你的事業建設到一個新的高度。
19:08
[But most importantly,]
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但是，最重要的是，
19:10
[remember when you were a kid ...]
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要記得當你還是小孩的時候...
19:13
[when everything was within you reach,]
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當所有你想要的東西你都可以得到的那個時候。
19:16
[and then say to yourself quietly, but with determination:]
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並悄悄地，但堅定地對你自己說：
19:22
["It still is."]
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“現在仍然是這樣。”
19:26
Thank you very much for having me.
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很高興你們能來聽我的演講。
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