having dinner with my dad once and he asked me to pass the salt and pepper and that's when i knew well there's a couple but i would say my

我和我爸爸一起吃晚餐时，他让我递盐和胡椒，那时我就知道，嗯，这是一对，但我想说我的。

first piece of advice for anyone who's working right now is if you take care of the work the work is gonna take care of you

我给现在工作的人第一个建议是，如果你照顾好工作，工作也会照顾好你。

like i really like the work like the day in the day out the work which most people don't like most people like to do the deals and the people

我真的很喜欢这份工作，日复一日的工作，而大多数人并不喜欢，大多数人喜欢做交易和交际。

like for me the deals and the people are almost ancillary like i really like working and doing the work and that's what the book is all about

对我来说，交易和人际关系几乎是附带的，我真的喜欢工作，做事情，这就是这本书的主题。

right like how do you control an uncontrollable business now think about the next 10 years and this is who i want you to work for

对，如何控制一个不可控的业务，想想接下来的十年，这就是我希望你为之工作的对象。

okay i want you to follow up with everybody i want you to work your ass off every single day and i want you to just

好的，我希望你跟每个人跟进，我希望你每天都拼尽全力。

know that you control the work you don't control the job you don't control the market you don't control your clients you control the work that you put in

要知道，你控制的是工作，而不是工作岗位，不是市场，不是客户，你控制的是你投入的工作。

every single day and you're going to take care of the next 10 years because you're going to plan for this decade because in 2009 everybody in here didn't

每天你都会照顾好接下来的十年，因为你会为这个十年做计划，因为在2009年，这里每个人都没有。

have that opportunity growing up i had no self-confidence whatsoever i was actually pretty overweight and really really bad skin i didn't know how to make friends because it bounced

在成长过程中，我完全没有自信，其实我体重过重，皮肤也很差，我不知道如何交朋友，因为我总是被拒绝。

around all the time i wasn't good at sports i literally sucked at every sport known to man and my parents forced me to play every single sport but

我在运动方面表现不佳，几乎所有运动我都很糟糕，我的父母强迫我参加每一项运动，但。

i became addicted to pushing myself up against walls that made myself uncomfortable because i saw that that really worked summer 2008 go home or die let's get into real

我开始沉迷于让自己面对不适的挑战，因为我发现这真的有效。2008年夏天，要么回家，要么死，让我们进入房地产，努力让它成功，因为我别无选择。

estate and let's make it work because i have no other option i literally had no other alternative and i had no self-confidence no self-esteem but guess what

我真的没有其他选择，也没有自信和自尊，但你知道吗，

none of these people know me every single day i'm going to meet new people i am now confident i am now the greatest broker in the history of the world

这些人都不认识我，每天我都会遇到新的人，我现在很自信，现在是世界上最优秀的经纪人。

and that's what i told myself every day it was not true i had 24 hours in my day and i said to myself if i'm going to make this work

我每天都这样告诉自己，虽然这不是真的，我每天有24小时，我告诉自己，如果我要让这一切成功。

i will outwork every single person this was 2008 right million dollar listing for me didn't start till 2012.

我会超越每一个人。这是2008年，百万美元的房源对我来说直到2012年才开始。

so i had four years so i started waking up at 4 30 in the morning i said you know what i'm gonna go to the gym

所以我有四年的时间，于是我开始每天早上4点半起床，我告诉自己，我要去健身房。

at five the average person wakes up at i don't know seven o'clock right seven a.m some people say they wake up at 6 6 30 but then they'll

在五点，普通人通常在七点起床，七点钟，有些人说他们六点或六点半起床，但他们会打盹。

snooze most people wake up at 7 am and then when they get home at night they're like yeah but i work later no you don't

大多数人七点起床，然后晚上回家时，他们会说，哦，我工作得很晚，但其实并没有。

right you get home you watch netflix you're on instagram you're not really doing work maybe you're cleaning email you just go to bed late because you're

对，你回到家，看Netflix，刷Instagram，实际上并没有在工作，可能只是清理邮件，结果晚睡，因为你。

lazy and so i said to myself okay so if i put real hours 5 to 7 a.m to work every day the average person wakes up at 7 00 am

懒惰，所以我告诉自己，如果我每天早上5点到7点投入真正的时间工作，普通人七点起床。

that's an extra two hours i have every day that my competition isn't going to have so you multiply two hours times five five days in a work week right times

这意味着我每天多出两个小时，而我的竞争对手没有，所以你把两个小时乘以五，五天的工作周，对吧？

four four weeks in a month times twelve you do that math it comes out to 20 days that's insane so by waking up two hours earlier that's

四周一个月，再乘以十二，你算一下，这样算下来是20天，这太疯狂了。所以通过早起两个小时，

all i have to do i want to be smarter i want to be better looking i don't have to like have connections i don't to travel all i

我只需要做的就是，我想变得更聪明，更好看，我不需要有关系，也不需要旅行，我只需要

have to do is wake up two hours earlier than the rest of my competition and get to work and i have an extra 20 days

比我的竞争对手早起两个小时，开始工作，这样我就多出20天。

above my competition every year above anything if you remember anything that i'm saying now it's that my next piece of advice would be to stop

每年我都能在竞争对手之上，记住我现在说的任何事情，我下一个建议是停止

focusing on the things that you can't control and start focusing on the things you can i think that's the most important message that i want to live with

关注那些你无法控制的事情，开始关注你能控制的事情。我认为这是我想要传达的最重要的信息。

for the next year for the next decade right people spend too much time at dinner on conversations in social media in the news talking about things that they can't

在接下来的一年，甚至十年里，人们在晚餐时花太多时间在社交媒体、新闻上，讨论那些他们无法

control when all that really matters are the things that we can i started thinking about this even when i was a little kid like even when i was a

控制的事情上，而真正重要的是我们能控制的事情。我从小就开始思考这个问题，甚至在我还是个

teenager you know i realized looked in the mirror i can't control acne i can't control my face but what i could control was working out

青少年的时候，我意识到，我无法控制痘痘，无法控制我的脸，但我能控制的是锻炼。

i could control my body i can control what i put in my mouth when i don't put in my mouth you know that was like a big wake-up

我能控制我的身体，能控制我吃什么，不吃什么。这对我来说是一个很大的觉醒。

call for me so instead of spending so much time focused on things i cannot control like the traffic like politics like the market like the noise like buyers

所以我不再花那么多时间关注那些我无法控制的事情，比如交通、政治、市场、噪音和买家的

energy every waking breath i have on the things i can control like the fact that i can get out of the car and just walk the fact that i can go after new

能量，而是把每一次清醒的呼吸都用在我能控制的事情上，比如我能下车走路，能追求新的

business every day like today 18 appointments in the middle of the day so when everybody else is freaking out right when everyone else is at a complete panic mode

生意，每天像今天一样，中午有18个约会。所以当其他人都在惊慌失措时，

and everyone else is slowing down because of all the things out there that are happening that they can't control the ones who succeed are the ones who

而其他人因为外面发生的事情而放慢脚步时，成功的人是那些

speed up the ones who do more and the ones who speed into the curve and actually one of the best pieces of advice that i've personally learned in

加速的人，做得更多的人，实际上我在过去一年学到的最好建议之一是，如果你不想被落下，

the last year is that if you don't want to get left behind you have to learn to adapt these are the three ways you do this number one is you rebalance

你必须学会适应。这是你做到这一点的三种方法，第一是重新平衡

your own expectations the day you decide that you want to make a change in your life in your career going forward you need to rebalance those expectations for how

你自己的期望。你决定要在生活和职业上做出改变的那一天，你需要重新平衡对未来的期望。

your life is about to go step two is kick start a healthy lifestyle it's not enough just to adjust your mindset so that you can adapt to change so that

第二步是启动健康的生活方式。仅仅调整心态是不够的，这样你才能适应变化，

you don't get left behind you have to this vessel like this is everything that you are right well this is everything that i am i'm ryan this is me you or you

以免被落下。你必须启动这一切，这就是你的一切，对吧？这就是我，我是瑞安，这就是我。

you have to kick start that healthy lifestyle and if you don't have a healthy lifestyle you need to kick-start it step three is write down a list of all of your

如果你没有健康的生活方式，你需要启动它。第三步是写下你所有的

personal fears and be very very very honest with yourself and then overcome those fears as best you can because personal growth right change that growth comes

面对个人的恐惧，诚实地对待自己，然后尽力克服这些恐惧，因为个人成长就是这样。

from overcoming your individual fears that growth turns into confidence that confidence gives you the power to overcome any obstacles with change it's the two p's

克服个人的恐惧后，这种成长转化为自信，而自信则让你有能力克服任何障碍。

and i come back to it time and time and time again it's patience and persistence that's it when i really look back at everything that i've done

我一次又一次地回到这个主题：耐心和坚持，这就是我回顾自己所做的一切时的感悟。

over the last 10 years right it's patience and persistence patience and persistence it's moving forward holding moving forward holding moving forward holding and just being consistent about

在过去的十年里，我发现耐心和坚持是关键，持续向前，保持一致。

everything that i'm doing across the board like patience has been the number one reason i've been able to retain the clients that i've had and what's so up is i'm the most

我所做的一切中，耐心是我能留住客户的首要原因，而我自己却是个最不耐烦的人。

impatient person that i know i'm a real estate broker i'm a sales person i want things to happen like rapid fire non-stop non-stop non-stop non-stop i want deals to happen today i

作为一名房地产经纪人，我希望事情能迅速发生，毫不停歇。

want them to happen tomorrow i want my goals to be blown out of the water and i have no patience for any of that and that's okay because that's what's in

我希望我的目标能迅速实现，对此我没有耐心，但这也没关系，因为这就是我。

my brain that's what keeps me moving that's the hamster in the wheel but then on the outside i'm patient i'm patient with everybody i'm patient

在外表上，我对每个人都很有耐心，耐心地倾听他们的声音。

with him i'm patient with her i let him speak i let her speak i let them yell i let them cry and i let it all happen

我让他们说，让他们哭，允许一切发生，然后我再做出回应。

and i soak it all in and then i respond that's what i talk about all the time too right the power of responding instead of just replying so many people

我常常谈论回应的力量，而不是简单的回复，很多人只是为了听到自己的声音。

listen just to hear themselves talk so that they can reply with what they want to say with what they think that should be heard for me

对我来说，倾听是最重要的，如果要说我的职业生涯是如何发展的，那就是我始终如一地出现。

it's about listening if there's one thing that i could say as to like where my career has gone and then how i've done it is

人们总是问我，是什么让我的事业成功，是电视节目还是其他的？

that i just showed up consistently every single day like people ask me all the time like was it the tv show was it this was it that was it

我的父母绝对不是原因，当然也不是我的老板，如果你见过我的老板，就会明白。

your parents was not my parents that's for sure um uh was it you know your boss absolutely not my boss if you've met my boss and

我刚开始时，背水一战，每天都坚持出现，耐心地倾听面前的人。

know why i work you'd understand um was it this was it that and i think that the fact that i had my back up against the wall when i first started

你认为收到的最佳建议是什么？有位爵士音乐家在临终时说，如果你照顾好音乐，音乐就会照顾你。

and i just showed up every single day for three years listening being patient with the person in front of you and then during the process what would

无论你是做贷款、卖房地产，还是任何职业，生活总是有起有落。

you say is the best advice you've received there's a jazz musician who said it on his deathbed where he said if you take care of the music the music will take

你会经历好的月份和坏的月份，只要你坚持出现，努力工作，工作就会照顾你。

care of you because the the road that we're in whether you're doing loans or selling real estate or any kind of career it's always up and it's always

只有当你开始感到消极，不再努力时，事情才会变得糟糕。

down right it's a roller coaster like you're gonna have good months and you're gonna have bad months and as long as you show up and as long

下降，对吧，这就像过山车，你会有好月份，也会有坏月份，只要你出现，只要

as you do the work the work will take care of you like by default it's only when you start to feel negative and you don't

你做了工作，工作会照顾你，就像默认情况下，只有当你开始感到消极，你不

do the show up it's only when you start to feel like oh this was a bad month and you start pulling back and pulling back and not putting the work in

只有当你开始觉得这个月很糟糕，开始退缩，不再投入工作时，才会出现这种情况。

when the work won't take care of you because you're not giving the work what it needs so i hope that was helpful i have advice

当工作无法照顾你，因为你没有给予工作它所需要的东西时，我希望这对你有帮助，我有一些建议。

all the time even for myself sometimes i take it sometimes i don't but i should uh if you want advice on anything else and you think that i might

我自己有时也会这样，有时会接受建议，有时不会，但我应该。如果你想要其他方面的建议，觉得我可能有答案，

have the answer for you leave your question for me in the comments below and if you haven't subscribed make sure you subscribe make sure you

如果你有问题，请在下面的评论中留给我。如果你还没有订阅，确保你订阅，确保你。

like send it to all your friends do all the things i love you all my beautiful little pumpkins and i will see you later you

喜欢把它分享给你所有的朋友，做所有的事情。我爱你们，我美丽的小南瓜们，我们下次见。