# Nate Blecharczyk at Startup School 2013 > `[00:00:00]` Wow. `[00:00:00]` 哇 > There are a lot of you. 你們很多人。 > `[00:00:02]` It\'s awesome to see you know I got some e-mails over the last 24 hours people saying how excited they were to come to this talk. `[00:00:02]` 看到你知道我在過去 24 小時里收到了一些電子郵件，人們說他們來參加這個演講是多么的興奮，真是太棒了。 > I want you know I\'m humbled by that. 我想讓你知道我很謙卑。 > And also a little intimidated I hope this is get so I wanted to start by showing you how crazy success can be. 還有一點害怕，我希望這是得到，所以我想首先向你們展示多么瘋狂的成功。 > Through some charts and numbers and then it maybe painted a little bit more realistic picture. 通過一些圖表和數字，然后它可能會畫一些更真實的圖片。 > For what. 為了什么。 > For what it takes. 為它付出的代價。 > `[00:00:36]` Where do you get the point this thing. `[00:00:36]` 你從哪里得知這件事的要點。 > `[00:00:44]` You know that went up into the right. `[00:00:44]` 你知道那是向右轉的。 > Yes. 是 > Laughter. 笑聲。 > `[00:00:52]` All right. `[00:00:52]` 好的。 > Here\'s what we all hope right. 這是我們大家都希望得到的。 > You want your company and in the first year you see hockey stick growth. 你想要你的公司，在第一年你看到曲棍球棒的成長。 > And for us this is number of guests to book through through Airbnb in be now cumulatively and pay attention to the numbers on the y axis. 對我們來說，這是通過 Airbnb 預訂的客人數量，現在累積起來，注意 y 軸上的數字。 > As I flipped through this so hopefully you two comes along and you keep growing stale hockey stick growth. 當我翻閱這段曲棍球時，希望你們倆能一起來，你們會繼續長出一些陳舊的曲棍球棒。 > `[00:01:18]` Then year 3 year for if you\'re really lucky and you\'re five you still have that hockey stick. `[00:01:18]` 如果你真的很幸運，而且你已經五歲了，你還有那根曲棍球棒。 > `[00:01:31]` Now what happens when you append five hockey sticks together. `[00:01:31]` 現在，當你把五根曲棍球棍加在一起時會發生什么。 > What does that look like. 那是什么樣子的。 > `[00:01:38]` That\'s a really big hockey stick. `[00:01:38]` 那是一根很大的曲棍球棍。 > `[00:01:41]` And so it took four years to service our first four million guests but in the last nine months alone we\'ve done another five million. `[00:01:41]` 所以我們花了四年的時間來服務我們最初的 400 萬客人，但僅在過去的九個月里，我們就又做了五百萬。 > `[00:01:52]` And Brian was fortunate enough to come to Startup School back in 2010 so three years ago. `[00:01:52]` 布萊恩很幸運地回到了 2010 年的創業學校，三年前。 > Fun fact you know back then it seemed like we were a pretty big deal. 有趣的事實，你知道的，那時候我們好像是個大人物。 > But since then we\'ve grown 73 acts. 但從那以后，我們已經長大了 73 名演員。 > That\'s just like mind bending right. 這就像精神錯亂一樣。 > Like. 喜歡 > You just lose track of what that means. 你就不知道那是什么意思了。 > And on any given night we have 150000 people around the world staying on our accommodations so this makes it look easy right. 在任何特定的夜晚，我們在世界各地都有 150000 人住在我們的住所里，所以這看起來很容易。 > It\'s not of course if you are successful it will be the hardest thing you ever do think about it in terms of like the Olympics or something. 當然，如果你成功了，這將是你想過的最難的事情，就像奧運會之類的。 > If you\'re going to go compete in the Olympics for gold what would that take. 如果你要去參加奧運會爭奪金牌，那需要什么呢？ > What kind of training would you have. 你會接受什么樣的訓練。 > You\'d probably start pretty young and you\'d work up toward that right and you might go to the Olympics multiple times before you actually succeed. 你可能會從很年輕的時候開始，你會朝著那個方向努力，在你成功之前，你可能會多次參加奧運會。 > And I really think that\'s similar to the startup journey. 我真的認為這和創業之旅很相似。 > I don\'t want to tell you a little bit about our journey. 我不想告訴你我們的旅程。 > `[00:02:59]` So I got started at a pretty young age. `[00:02:59]` 所以我在很小的時候就開始了。 > I was twelve when I was 12. 我 12 歲的時候才 12 歲。 > `[00:03:05]` One day I was home sick from school and I picked up a book on my dad\'s bookshelf. `[00:03:05]` 有一天，我放學回家，在爸爸的書架上拿起一本書。 > He was the electrical engineer and computer enthusiast. 他是電氣工程師和計算機愛好者。 > So he just happened to have a book. 所以他剛好有一本書。 > I picked it up I started reading it. 我撿起來了我開始讀了。 > I got into programming taught myself how to program started publishing my work on the Internet at the age of 14. 我開始編程，自學如何編程，14 歲就開始在互聯網上發表我的作品。 > Someone saw what I was doing and called me up. 有人看到我在做什么就打電話給我。 > And said hey I saw your work I\'ll pay you a thousand dollars if you write me this program. 說：“嘿，我看到你的作品了，如果你給我寫這個程序，我就付給你一千美元。” > So go tell my dad and I said Dad. 所以去告訴我爸爸我說爸爸。 > Someone on the Internet was paying me a thousand dollars is like son. 網上有人給我一千塊錢就像兒子。 > `[00:03:36]` No one\'s going to pay you a thousand dollars on the Internet laughter laughter whatever debt I\'m going to do this for fun anyway as I write this program my 30 days. `[00:03:36]` 沒有人會在互聯網上給你一千美元，笑 > `[00:03:44]` And the guy actually pays me. `[00:03:44]` 那家伙真的付錢給我。 > And this is the beginning of a business that I run throughout high school I make enough money to pay my tuition or go to college. 這是我在高中期間經營的一項事業的開始，我掙了足夠的錢支付學費或上大學。 > But more importantly it built confidence in me and you need that confidence. 但更重要的是，它建立了我的信心，你需要這種信心。 > I mean this is going to be a long journey. 我是說這將是一段漫長的旅程。 > You\'re not always going to be successful you\'re going to fail more times and you succeed. 你不會總是成功的，你會失敗更多次，你也會成功。 > And somewhere you need to get that confidence so you persevere. 在某個地方，你需要獲得這種信心，所以你要堅持下去。 > And for me I was fortunate enough to have that at a very young age. 對我來說，我很幸運，在我很小的時候就有這樣的經歷。 > So I go to school and perhaps surprisingly coming out of school. 所以我去上學，也許出奇地從學校出來。 > I get a corporate job. 我得到了一份公司的工作。 > And well I found myself not learning very much. 我發現自己學得不多。 > I wasn\'t satisfied by the pace. 我對速度不滿意。 > And after seven months I quit. 七個月后我就辭職了。 > When I got to quit. 當我不得不辭職的時候。 > And bosses oh you can\'t leave us. 老板們，你們不能離開我們。 > You\'re our most productive engineer. 你是我們最有效率的工程師。 > Which I chuckled to myself because half the time I\'d been trading stocks anyways. 我自言自語，因為有一半時間我一直在交易股票。 > So I took this as a sign like this is a place that I wasn\'t learning. 所以我把這當作一個標志，好像這是一個我沒有學習的地方。 > And on this journey every experience should be additive it should be it should be building up to that moment right when you go to the Olympics. 在這個旅程中，每一次體驗都應該是附加的，它應該建立到你去參加奧運會的那一刻。 > And I found myself not not not being challenged there and I had to move on. 我發現自己并沒有在那里受到挑戰，所以我不得不繼續前進。 > And so I headed out west and joined Estada and there I learned everything not to do which is actually really valuable. 于是我向西走，加入了埃斯特達，在那里我學到了一切不該做的事情，這實際上是很有價值的。 > As soon as I joined the two lead engineers quit. 我一加入兩名首席工程師就辭職了。 > I should have taken that as a warning sign but nonetheless it was a good experience I helped take a vision distill it to a product spec hire a team builder product in nine months. 我本應該把它當作警告信號，但盡管如此，這還是一次很好的經歷，我幫助將它提取到產品規范中，在 9 個月內雇傭了一個團隊建設者產品。 > I learned a lot of things. 我學到了很多東西。 > It was challenging. 很有挑戰性。 > I worked really hard it didn\'t end the way I had hoped. 我工作很努力，但這并沒有像我所希望的那樣結束。 > But along the way I learned a ton of stuff. 但一路上我學到了很多東西。 > And I think back and there\'s a lot of things that I\'ve done hobbies projects favors stuff like that. 我回想起來，我做過很多事情，愛好，項目，喜歡這樣的東西。 > A lot of them I lost interest then maybe they weren\'t successful. 我對他們中的很多人失去了興趣，也許他們并不成功。 > But thinking about it now. 但現在想想吧。 > Every one of those experiences helped me to be successful now. 所有這些經歷都幫助我現在成功了。 > Every one of those experience experiences that prepared me for Air B and B. 每一次體驗都讓我為 B 和 B 航空做好了準備。 > And I encourage you to think about your experiences that way. 我鼓勵你們以這種方式思考自己的經歷。 > So when I moved out to the west coast I needed a place to live and so naturally I went to Craigslist and there I met Joe and moved in to Russia. 所以當我搬到西海岸時，我需要一個居住的地方，所以我自然地去了 Craigslist，在那里我遇到了 Joe，搬到了俄羅斯。 > We were roommates just by chance in Russia. 我們在俄羅斯只是偶然成為室友。 > It is also where we ran the company out for a couple of years and living with Joe and noticed a couple things about him. 這也是我們經營公司幾年的地方，我們和喬住在一起，注意到了一些關于他的事情。 > First we were both up late into the night working on our projects would work a long day at work and then we stay up even later working on different side projects and even on the weekend. 首先，我們都熬夜到深夜，做我們的項目會在工作上工作一整天，然后我們會熬夜，甚至在不同的項目上工作，甚至在周末。 > And it\'s rare that you find people with that kind of work ethic. 你很少會發現有這種職業道德的人。 > That\'s something really special. 那是很特別的東西。 > The worst thing is to have a partner that doesn\'t work as hard as you. 最糟糕的是有一個沒有你那么努力的伴侶。 > So I noticed that about Joe. 所以我注意到了喬的事。 > I also noticed that Joe could do a lot of things I couldn\'t do. 我還注意到喬可以做很多我不能做的事情。 > He was a designer and he was making beautiful physical products. 他是一名設計師，他正在制作漂亮的物理產品。 > He had just an immense mind for creativity and we started helping each other out. 他有很強的創造力，我們開始互相幫助。 > And like wow we get really complementary skills and so we kind of filed that away. 就像哇，我們獲得了真正的互補技能，所以我們把它整理好了。 > Meanwhile Joe knew Brian from back at the Rhode Island School of Design. 與此同時，喬在羅德島設計學院認識布萊恩。 > They had been classmates at graduation. 畢業時他們是同學。 > Joe had told Brian someday I think were going to start a company together. 喬告訴布萊恩，總有一天我想一起創辦一家公司。 > I\'m not sure if Brian took that seriously at the time. 我不確定布賴恩當時是否認真對待這件事。 > But fast forward and the three of us decided we should start a company together that with our skill sets we could take on anything and I can\'t stress this enough choosing your partners has got to be maybe the most important decision you\'ll ever make whether you know personally and in love or otherwise in business. 但快進，我們三個人決定，我們應該一起創辦一家公司，用我們的技能，我們可以承擔任何事情，我不能強調這一點，選擇你的伴侶可能是你會做出的最重要的決定，不管你是個人還是在戀愛中，還是在商業中。 > You can change your desire you can pivot your company you can\'t change your partners without starting over. 你可以改變你的愿望，你可以轉向你的公司，你不能在不重新開始的情況下改變你的合作伙伴。 > And so I see so many people rushing into these relationships. 所以我看到很多人都在忙著建立這種關系。 > I mean you should really give that a lot of thought this is something that hopefully will last years. 我是說，你真的應該好好想想，這是一件有希望持續幾年的事情。 > So the question was What are we going to do at this point. 所以現在的問題是我們要做什么。 > This is like January 2008. 這就像 2008 年 1 月。 > And so Joan Bryan. 所以瓊·布萊恩。 > Tell me about something that happened a couple months ago in October 2007. 告訴我幾個月前 2007 年 10 月發生的事情。 > They had decided to quit their jobs to become entrepreneurs also known as unemployed. 他們決定辭去工作，成為企業家，也就是所謂的失業者。 > And at the same time the rent on the apartment was raised. 與此同時，公寓的租金也提高了。 > I decided to move out and they didn\'t have enough money now to pay rent so they had a math problem. 我決定搬出去，他們現在沒有足夠的錢付房租，所以他們有一道數學題。 > Well they\'re both designers and they just so happened that there was going to be an international design conference in San Francisco the following weekend and that on their home page for this conference they saw that all the hotels were sold out. 嗯，他們都是設計師，只是碰巧下個周末將在舊金山舉行一次國際設計會議，在他們的主頁上，他們看到所有的酒店都賣光了。 > So they thought to themselves why don\'t we rent out that vacant room. 所以他們心里想，為什么我們不把那間空房租出去呢。 > Two designers need a place to stay. 兩個設計師需要一個地方住。 > `[00:08:40]` But that room had no furniture. `[00:08:40]` 但是那個房間沒有家具。 > So well Joe had some air beds though. 喬有幾張氣墊床。 > So instead of calling it a bed and breakfast they called it their bed and breakfast right. 所以他們不再稱它為床和早餐，而是稱它為他們的床和早餐。 > `[00:08:55]` And they put up a simple wordpress blog and emailed a few designers bloggers and wrote about it and within 24 hours three designers wrote to them and said they wanted to stay. `[00:08:55]` 他們建立了一個簡單的 WordPress 博客，給一些設計師發了郵件并寫了這篇文章，在 24 小時內，有三個設計師寫信給他們，說他們想留下。 > There was a 35 year old woman from Boston a father of four from Utah and a man from India. 有一位來自波士頓的 35 歲婦女，一位來自猶他州的四個孩子的父親和一位來自印度的男子。 > Not what they\'re expecting. 不是他們期望的那樣。 > Never expecting guys like themselves who wanted to crash and here they had three very different people who wanted to stay but they had a great experience that weekend. 從來沒有想過像他們這樣想要崩潰的人，在這里，他們有三個完全不同的人，他們想留下來，但他們有一個很好的經驗，那個周末。 > Not only did they have a place to stay and make a thousand dollars but they all went to the conference together and had a great time. 他們不僅有地方住，賺了一千美元，而且他們都一起去參加了會議，玩得很開心。 > So much so that the women from Boston ended up moving to San Francisco six months later. 六個月后，波士頓的女人們最終搬到了舊金山。 > And the man from India invited Joe Biden to his wedding a couple years later. 幾年后，印度人邀請喬·拜登參加他的婚禮。 > So like real relationships laughter. 就像真正的感情笑聲。 > Formed laughter out of this just. 由此形成了笑聲。 > This one weekend project. 一個周末的項目。 > And when we talked and thought about this Mike that\'s powerful something happened here. 當我們談論和思考這件事時，麥克，這是很有力量的事情，這里發生了一些事情。 > Maybe we can do this for other events other people and so that\'s what we talked about and that\'s what they were sort of pitching me on. 也許我們可以為其他的活動，其他的人這樣做，所以這就是我們所說的，這就是他們在向我推銷的東西。 > `[00:10:09]` I was a little hesitant. `[00:10:09]` 我有點猶豫。 > So as the engineer amongst us they\'re both designers I was very cautious knowing that yes these projects they can kind of go on and on and on and you know scope creep and you got to be realistic about what you can accomplish. 因此，作為我們中的工程師，他們都是設計師，我非常謹慎地知道，是的，這些項目可以繼續下去，你知道范圍會變小，你必須對你能完成的事情實事求是。 > So we talked it over and they wanted things like verification and reviews and Facebook integration I\'m like whoa whoa whoa. 所以我們討論過了，他們想要的東西，如驗證和評論，和 Facebook 的整合，我想哇喔。 > `[00:10:33]` And we wanted to do it like a month right. `[00:10:33]` 我們想做的就像一個月，對吧。 > I\'m like yeah I\'ve given up Baghead and so they finally pitch me on Air Bed and Breakfast like right laughter which is really the same thing laughter minus a couple of those fancy features and after a couple beers I agree to do this. 我想，是的，我已經放棄了袋鼠頭，所以他們終于把我扔到空中床上，早餐就像正確的笑聲，這和笑減去幾個花哨的特征是一樣的。喝了幾杯啤酒后，我同意這樣做。 > `[00:10:49]` Laughter sometimes that\'s how it happens. `[00:10:49]` 笑聲有時就是這樣發生的。 > `[00:10:54]` So we\'re off and running again. `[00:10:54]` 所以我們又出發了。 > We\'re making a pretty simple site right. 我們正在做一個非常簡單的網站。 > We had different events in our database and you could put up airbags or extra rooms in association with those events. 我們的數據庫里有不同的活動，你可以在這些活動中安裝安全氣囊或額外的房間。 > It was really directory service. 實際上是目錄服務。 > There was no payment. 沒有付款。 > There was no refuse. 沒有垃圾。 > It was really just a search engine and classifieds. 它真的只是一個搜索引擎和分類。 > So we cranked this out in three weeks and our whole goal was to launch it for South by Southwest because we had heard Twitter launch air the year before and like you know. 所以我們在三周內解決了這個問題，我們的整個目標是把它推向西南偏南，因為我們一年前聽過推特的發布會，就像你知道的。 > So that\'s a sign and we shall launch in 2008 ISI. 這是一個信號，我們將在 2008 年推出 ISI。 > So we create this thing out and about say about 12 people put up properties or rooms or say and Brian goes down there and actually stays on an Air B and B and it\'s a great experience. 所以我們創造了這個東西，大約有 12 個人建了房子或者房間，或者說布萊恩去了那里，實際上住在 B 飛機上，這是一次很棒的體驗。 > The host picks them up at the airport brings them to the house. 主人在機場接他們，把他們帶到家里。 > The guy\'s wife makes them both dinner the rooms all set up at the end of the night. 那家伙的妻子讓他們兩人共進晚餐-房間都是在晚上收拾好的。 > `[00:11:51]` The host asks Brian do you have the money. 主持人問布萊恩，你有錢嗎？ > Because this was before we handled the transaction. 因為這是在我們處理交易之前。 > Oh man I forgot to go to the ATM. 哦伙計我忘了去取款機了。 > Now is it. 現在就是了。 > No problem just bring it tomorrow. 沒問題只要明天就拿來。 > The next night they\'re in the kitchen again and hostess. 第二天晚上，他們又在廚房里當女主人了。 > O\'BRIEN Were you able to get that money. 奧布萊恩你能拿到那筆錢嗎。 > Brian had forgotten again laughter and suddenly things got weird because this guy started thinking to himself who is Brian. 布萊恩又一次忘記了笑聲，突然事情變得很奇怪，因為這個家伙開始想自己是誰。 > This guy just met on the Internet. 這家伙是在網上認識的。 > He was not fulfilling his end of the bargain and paying for my hospitality and hospitality basically wore off at that point. 他沒有履行他的交易，支付我的好客和好客的費用基本上在那一點上消失了。 > And so reflecting on this unnice experience we fatuousness on man. 因此，回想起這段不愉快的經歷，我們對人類的宿命。 > `[00:12:35]` Wouldn\'t it be good if we could just handle the money upfront so that upon arrival the focus should be on hospitality. `[00:12:35]` 如果我們能預先處理好這筆錢，這樣在到達的時候，重點就應該放在招待上，這不是很好嗎？ > Right. 右（邊），正確的 > So this is why we later started handling the payments. 這就是我們后來開始處理付款的原因。 > It wasn\'t because we wanted a business model or something. 不是因為我們想要一個商業模式什么的。 > It was all in the interest of the experience. 這一切都符合這次經歷的利益。 > People also afterwards were asking us like I\'m going to London not for an event but I still want to use your service. 后來人們也問我們，好像我要去倫敦，不是為了一個活動，但我還是想利用你的服務。 > I\'m like oh no. 我就像哦不。 > You asked me for an event. 你要我參加一個活動。 > Whatever right. 不管是什么權利。 > Wait a minute does it. 等一下。 > And so we came up with a new vision which was why don\'t we make it just as easy to book someone\'s home as a hotel. 所以我們想出了一個新的愿景，這就是為什么我們不能像酒店一樣簡單地預訂別人的家。 > And we had this motto three clicks to book it. 我們的座右銘是三次點擊預訂。 > So basically you\'d just go to the home page like any travel site type in where you want to go. 基本上，你可以像任何旅游網站一樣進入主頁，輸入你想去的地方。 > `[00:13:25]` Look there\'s some search results. `[00:13:25]` 看那里有一些搜索結果。 > `[00:13:30]` And then click into a profile and feel like it hit it. `[00:13:30]` 然后點擊一個配置文件，感覺它被擊中了。 > So three clicks to bookit so down at South by Brian met Michael Cybele Michael at the time was CEO of Jesson TV later than Socialcam later to be acquired last year. 于是，布賴恩三次點擊 BookIt，在南方遇見了邁克爾·西貝勒，邁克爾當時是杰西電視公司的首席執行官，而不是社會攝像頭公司的首席執行官，而后者則是去年才被收購的。 > And Bryan pitched Michael on what we were doing. 布萊恩告訴邁克爾我們在做什么。 > `[00:13:55]` And of course he was pitching it right. `[00:13:55]` 他當然投對了。 > And Michael is like wow that sounds really cool you know I know these guys these angel investors who like over dinner could write you like a 50 K check like I\'ll make those introductions and we\'re like super excited by this because we don\'t know any investors how we\'re going to get money and so the next day or next week you know Michael gets the time to actually look at the Web site and he realizes that like we had actually really been pitching him like heavy and maybe we weren\'t as far along as we had made it out to be and so he says you know I\'ll make those introductions. 邁克爾就像哇，聽起來很酷，你知道，我認識這些喜歡吃晚飯的天使投資者，他們可能會給你寫一張 50 K 的支票，就像我會做那些介紹一樣，我們對此感到非常興奮，因為我們不知道任何投資者，我們將如何獲得資金，所以第二天或下周，你知道邁克爾有時間來真正做到這一點。看看這個網站，他意識到，就像我們一直在向他推介一樣沉重，也許我們并沒有我們想象的那么遠，所以他說你知道我會做那些介紹。 > But before I do that he really is a few things you need to do. 但在我這么做之前，他確實是你需要做的幾件事。 > There\'s a few things you do to build up progress you need to show before this is going to be realistic. 在這變得現實之前，你需要做一些事情來建立你需要展示的進步。 > `[00:14:36]` And so every week Joe and Brian would head down to the offices adjusting that TV meet with Michael. `[00:14:36]` 所以，喬和布賴恩每周都會到辦公室去調整電視，和邁克爾見面。 > Give me a progress update. 給我最新進展。 > Try to keep him excited about what we\'re doing. 試著讓他對我們正在做的事情感到興奮。 > And. 和 > You know things got tough around this point. 你知道在這一點上事情變得很艱難。 > So I at this point decided to move back to Boston. 所以現在我決定搬回波士頓。 > `[00:14:57]` So I had been doing long distance for my girlfriend for three years and I did really figure things out that I want to get married or not. `[00:14:57]` 所以我已經為我的女朋友做了三年的長途旅行，我確實想出了我想不想結婚的事情。 > So you know I had some other priorities in my life that had suddenly come up and I was in Boston and suddenly the pace really slowed down. 所以你知道，我的生活中有一些其他的優先事項突然出現，我在波士頓，突然之間，我的節奏真的慢下來了。 > Right. 右（邊），正確的 > And meanwhile we get these things that we\'re supposed to build from Michael and Michael\'s wondering as they come in every week. 與此同時，我們從邁克爾身上得到了我們應該建造的東西，而邁克爾每周都在想。 > Man. 伙計。 > Why is it taking you so long to build these features like your co-founder. 為什么你要花這么長時間才能像你的聯合創始人那樣構建這些功能呢？ > He must not be a good engineer. 他一定不是個好工程師。 > And meanwhile I\'m like Guys have you like been straight with Michael and told him that like you know I\'m doing some other things and I set his expectations. 與此同時，我就像小伙子們一樣，你們對邁克爾直言不諱，并告訴他，就像你知道的那樣，我正在做其他的事情，我設定了他的期望。 > But of course they hadn\'t right. 但他們當然不對。 > Because. 因為 > They they wanted to make sure you didn\'t lose interest right. 他們想確保你沒有失去興趣。 > I mean we were desperate. 我是說我們當時很絕望。 > We needed to raise money. 我們需要籌集資金。 > And I tell you this story because like this is this is real life like this is how it is and sometimes your partnership isn\'t always high fives. 我告訴你們這個故事是因為像這樣的現實生活是這樣的，有時候你們的伙伴關系并不總是擊掌。 > Right. 右（邊），正確的 > There\'s a lot of stress when you\'re starting a company and no one\'s getting paid. 當你開始一家公司的時候，壓力很大，沒有人能得到報酬。 > And you got to work through those moments. 你必須努力度過這些時刻。 > `[00:15:56]` So eventually we get it done. `[00:15:56]` 所以我們終于完成了。 > And Michael makes those introductions. 邁克爾做了那些介紹。 > Those angel investors and so we are having these meetings and I\'m still in Boston. 那些天使投資者，所以我們正在開會，我還在波士頓。 > So Joan Briner go into the meetings and you know I would always ask how the meeting go. 所以瓊·布瑞納去參加會議，你知道我總是會問會議進行得如何。 > And I\'m like oh yeah they found it really interesting. 我覺得，哦，是的，他們覺得很有趣。 > They\'re going to get back to us soon. 他們很快就會給我們回電話的。 > I like really vague statements like oh that\'s good I guess so. 我喜歡像這樣的非常含糊的陳述，哦，那很好，我想是的。 > Only later I kind of get the full story about what was going on. 后來我才知道到底發生了什么。 > So was one time they go down to university cafe meet with this well-known angel investor and the guy has a smoothie and they\'re pitching him the agents drink a smoothie and said listening. 所以有一次，他們去了大學咖啡廳，見了一位著名的天使投資人，那家伙喝了一杯奶昔，他們向他推銷，經紀人喝了一杯冰沙，然后說聽著。 > `[00:16:42]` Halfway through it. `[00:16:42]` 中途。 > He just gets up and leaves. 他就這樣站起來離開了。 > Then you finish a smoothie laughter laughter and Gerald Reiner like did you have to use the restroom maybe put some money on the meter. 然后你喝完冰沙般的笑聲，杰拉爾德·萊納(GeraldReiner)就像你必須要去洗手間一樣，也許要在計價器上放點錢。 > They like sit around for half an hour never comes back. 他們喜歡坐半個小時，再也不回來了。 > `[00:16:54]` Laughter. `[00:16:54]` 笑聲。 > Like what is. 就像什么是。 > This how it is. 事情就是這樣。 > `[00:16:59]` I mean but you know I guess I guess we didn\'t have much to show at that point we were we weren\'t ready for it I guess this other time happened to coincide with one of my trips out and I\'m like oh great I get to go to one of these pitches finally. `[00:16:59]` 我的意思是，但你知道，我想我們當時沒有什么可展示的，我們還沒有做好準備 > And so the night before looking at the slide deck kind of revealing who\'s going to do what and we come to this slide right. 所以在看幻燈片的前一天晚上，我們發現了誰會做什么，我們就來看看這張幻燈片。 > And it\'s like how much money are we going to make. 就像我們要賺多少錢一樣。 > Three years from now like in 2011 or something like 200 million dollars three years from now I\'m like guess like if you do that math that\'s how you break it out here that\'s like 30000 transactions per day like that. 三年后，比如 2011 年，或者三年后大約 2 億美元，我想，如果你做這個數學運算，這就是你如何解決這個問題的方法，每天大概有 30000 筆這樣的交易。 > It\'s not realistic. 這不現實。 > They\'re going to like me just gonna go off on that. 他們會喜歡我的。 > So I\'m like how about like 20 million that\'s more realistic. 所以我想，大約 2000 萬，這更現實些。 > OK. 好的 > Sure. 好的 > `[00:17:48]` You want the scariest guy. `[00:17:48]` 你想要最可怕的人。 > `[00:17:50]` So the next day we drive down to Sentelle would pitch pitching theV.C. `[00:17:50]` 所以第二天我們開車到圣特爾去投球。 > and come to the slide and changed it to this exactly. 然后來到幻燈片上，把它改成這個。 > `[00:18:01]` Laughter. `[00:18:01]` 笑聲。 > `[00:18:03]` Well I don\'t think it actually matter too much and I think the investor is interested in this from the start. `[00:18:03]` 我不認為這真的很重要，我認為投資者從一開始就對此感興趣。 > But it\'s like guys come on like what is this all about. 但這就像男人們來吧，就像這一切是怎么回事。 > Brines like oh you know I was talking to Sam Altman. 你知道我在和山姆·奧特曼說話。 > He\'s like. 他就像。 > He told me that like investors don\'t want arms they want B\'s baby. 他告訴我，就像投資者不想要武器一樣，他們也想要 B 的孩子。 > `[00:18:18]` Laughter laughter and it\'s true. `[00:18:18]` 笑聲是真的。 > `[00:18:27]` Investors want BS. `[00:18:27]` 投資者想要 BS。 > We hadn\'t connected the dots between the air beds and the billions yet. 我們還沒有把空氣床和數十億美元之間的點連接起來。 > So it didn\'t work out. 所以沒能成功。 > `[00:18:37]` So at this point we kind of put the fundraising on hold it\'s clearly not working now. `[00:18:37]` 所以在這一點上，我們把籌款工作擱置了-很明顯，現在不起作用了。 > I think with Bernt dollar leads and well on the horizon is that Democratic National Convention coming up in Denver and reading about this event and it\'s going to be held at the stadium stadium holds like 80000 people. 我認為隨著貝恩特·美元的領先，即將到來的民主黨全國代表大會將在丹佛舉行，并將在體育場舉行，屆時將有大約 80000 人參加。 > We look it up there\'s like only 17000 hotel rooms in Denver. 我們在丹佛只有 17000 間旅館房間。 > OK. 好的 > People are going to need our solution. 人們需要我們的解決方案。 > We use this as a basically a rallying call to get focused and build that new vision we had three clicks the book yet we haven\'t really made much progress on that. 我們利用這基本上是一個團結的號召，集中精力，建立新的愿景，我們點擊了三次書，但我們在這方面并沒有取得多大的進展。 > So he said OK it\'s only three months away. 所以他說，好的，現在只剩三個月了。 > If we start now and are really focused we can get this out in time and we\'re gonna handle payments and do reviews and all that and so we hustle we launch maybe a couple weeks before the event we get like eight hundred properties on there the first week. 如果我們現在就開始，并且非常專注的話，我們就能及時的把它拿出來，我們會處理付款，做評論等等，所以我們會在活動開始前幾個星期開始，我們在那里的第一周就有大約八百套房產了。 > I mean sure enough like the locals are looking to get out of town make some extra money. 我是說，就像當地人想要離開鎮子一樣，賺點外快。 > And sure enough the news is doing stories like hey a historic event. 可以肯定的是，這則新聞正在做一些類似于歷史事件的報道。 > All these people want to participate but they can\'t afford to. 所有這些人都想參加，但他們負擔不起。 > There\'s no place to stayetc. 沒有地方住等。 > It\'s like whoa. 就像哇。 > Like perfect. 就像完美一樣。 > So we start writing to like some local blogs saying we actually have a hundred properties that are definitely available. 所以我們開始寫一些本地博客，說我們實際上有 100 個絕對可用的屬性。 > You should check us out or write something and they do. 你應該看看我們或者寫點什么他們就會這么做。 > And within a day that\'s picked up by the local news and like within a day later like CNN International picks it up in radio and like video interviews with CNN and it\'s oh yeah like this is what watching your company should be like right. 在一天之內被當地新聞所接收到，就像在一天后，就像 CNN 國際在廣播中接收到它，像 CNN 的視頻采訪一樣，哦，是的，就像這樣，看你的公司應該是對的。 > Like a lot of attention. 像很多注意力一樣。 > You know a lot of a lot of clicks to this Web site. 你知道這個網站有很多點擊。 > Yeah but a week later there was nothing. 是的但一周后什么都沒有。 > There was back to square one and this is up pogroms classic diagram of the lifecycle of a startup and it\'s so true. 這里又回到了起點，這是一個創業公司生命周期的經典圖表，這是非常正確的。 > I mean everybody goes through this. 我是說每個人都經歷過這個。 > You want your company. 你想要你的公司。 > You get like a lot of attention. 你得到了很多關注。 > You get this big spike. 你會得到這么大的扣球。 > But it really doesn\'t matter because like a week later you realize that everyone\'s attention has moved on you\'re not really relevant. 但這并不重要，因為大約一周后，你會意識到每個人的注意力都轉移到你身上了。 > Who cares. 誰在乎呢。 > And unfortunately that\'s the beginning of something called the Trough of Sorrow. 不幸的是，這是一種叫做“悲傷的槽”的開始。 > This is like the worst. 這就像最糟糕的。 > It\'s a really hard period where you work really hard. 這是一個你非常努力工作的時期。 > And nothing you do matters is very demoralizing. 你做的任何事都是非常令人沮喪的。 > And so basically between August and the end of the year it was only four months but it seemed like an eternity. 所以，基本上在八月到年底之間，只有四個月，但它似乎是永恒的。 > We worked really hard and nothing we did in the matter. 我們真的很努力，在這件事上什么也沒做。 > And at the same time the whole financial crisis happens right and the market\'s collapse and Sequoia sends out this presentation saying like no one\'s going to be able to raise money again and you know it\'s time to start saving your moneyetc. 與此同時，整個金融危機都在發生，市場崩潰，紅杉公司(Sequoia)發布了這樣的報告，似乎沒有人能夠再次籌集資金，你知道，現在是時候開始拯救你的蒙托克了。 > Just like on top of everything like it was already hard enough to get investors to give us money. 就像最重要的事情一樣，要讓投資者給我們錢已經夠困難的了。 > And now this. 現在這個。 > And it really seemed like the end of the road like we were really asking ourselves when do you know it\'s time to quit. 這看起來真的像是道路的盡頭，就像我們真的在問自己，你知道什么時候該辭職了嗎？ > And I think we\'ve probably all thought about that right. 我想我們可能都想對了。 > What we realized was before we can quit we\'ve got to get give it 100 percent. 我們意識到，在我們能夠辭職之前，我們必須百分之百地給予它。 > And Michael Seibel could still be giving us advice along the way. 邁克爾·塞貝爾可能還會一直給我們建議。 > He saw the state we\'re in. 他看到了我們現在的狀況。 > He\'s like guys you got to get focused. 他就像你要集中精神的人。 > He had gone through like commentor with Justin that TV is like this will be good for you. 他和賈斯汀一樣經歷過這樣的電視節目，這對你有好處。 > So like the application was like do that night. 就像那晚的應用程序一樣。 > So he looks totally scrambled submitted an app and got accepted for an interview. 因此，他看起來非常慌亂，提交了一個應用程序，并被接受了一次面試。 > Did the interview. 做了采訪。 > I don\'t think PGE liked your idea. 我不認為 PGE 喜歡你的主意。 > He actually told us later he don\'t like it at all. 他后來告訴我們他一點也不喜歡。 > I mean it\'s pretty obvious actually from the interview the interview went off the rails within the first minute and he was finally picked up on something else that he gets on. 我的意思是，很明顯，從采訪開始，第一分鐘就偏離了軌道，他終于開始了其他的事情。 > Now he gets an but we did convince him of one thing which was that we were determined that we had persevered through a lot and that we knew how to create things and he basically said later I thought you guys are cockroaches right. 現在他得到了一個，但我們確實說服了他一件事，那就是我們下定決心，我們堅持了很多，我們知道如何創造東西。他后來基本上說，我認為你們是蟑螂。 > `[00:22:42]` And he\'s got this saying you know the hardest thing is you need people who will never give up. `[00:22:42]` 他有這樣的說法：你知道最難的是你需要那些永不放棄的人。 > You\'ve got to Saffir there\'s going to be so many setbacks and he\'s looking for cockroaches so we arrive at Y Combinator. 你得去薩菲爾，那里會有很多挫折，他在找蟑螂，所以我們來到了 Y 組合公司。 > `[00:23:00]` Super excited and again these are our three month period to get really focused and we get really regimented. `[00:23:00]` 超級興奮，再一次，這是我們三個月的時間來真正集中精力，我們得到了真正的控制。 > All right. 好的 > So I moved back from Boston back to the west coast. 所以我從波士頓搬回西海岸。 > We\'re all living together. 我們都住在一起。 > Waking up at 8a.m. 早上 8 點醒來。 > going to bed at midnight we\'re doing everything together where we\'re going to the gym eating I\'m sleeping at the foot of Joe\'s bed on an air bed of course it\'s 100 percent focus. 午夜睡覺時，我們一起做所有的事情，一起去健身房，吃東西，我睡在喬的床腳，躺在空氣床上，當然，這是百分之百的專注。 > `[00:23:27]` We\'re doing a six or seven days a week and meanwhile is this financial crisis PGE tells us. `[00:23:27]` 我們每周做 6 到 7 天，同時這場金融危機也是 PGE 告訴我們的。 > Like. 喜歡 > No one\'s going to be able to raise money at the end of this thing. 在這件事結束后，沒有人能籌到錢。 > So it\'s up to you to get to profitability. 所以，這取決于你的盈利能力。 > So we have this goal of Rahmon profitability by by March which is basically for us a thousand dollars a week enough to pay rent and buy ramen and we make this graph and we update it every week and we put it on the mirror in the bathroom. 所以我們的目標是在三月前實現 Rahmon 的盈利，這基本上是每周 1000 美元，足以支付租金和購買拉面，我們制作這張圖表，我們每周更新一次，然后把它放在浴室的鏡子上。 > We put it over the fireplace everywhere. 我們把它放在壁爐上到處都是。 > We saw this graph throughout the day and it made us focus and so there\'s a few pieces of advice that we got at kind of the start of why see that made the world difference. 我們一整天都在看這張圖表，它讓我們集中注意力，所以我們在開始的時候得到了一些建議，為什么看到這會讓世界變得不同。 > And one was this thing that publicSen. 其中一件事就是宣傳森。 > Paul Paul is the creator ofG.M. 保羅是通用汽車的創造者。 > and he basically said it\'s better to have a few users who love you than a thousand users that like you might really find those few evangelists and build for them. 他基本上說，有幾個愛你的用戶比上千個喜歡你的用戶更好，他們可能真的會找到那些少數的傳道者，并為他們建造。 > So we kind of put that in the back of our head meanwhile Pidgey said do things that don\'t scale and like we\'ve been thinking about like how do we make this Web site where people can completely do it themselves fully automated like hands off like that\'s what the Web is all about right. 因此，我們把它放在我們的后腦勺上，同時，皮吉說，做一些不縮放的事情，就像我們一直在考慮如何使這個網站完全自動化，就像人們可以像手一樣完全自動化，就像網絡就是這樣的。 > And he\'s like no it\'s ok. 他就像不一樣，沒關系。 > `[00:24:46]` I do things that don\'t scale and he says so where users are users are everywhere. `[00:24:46]` 我所做的事情是不縮放的，他說，在用戶隨處可見的地方都是如此。 > It\'s like well where most of your users say OK. 就像大多數用戶說 OK 一樣。 > New York. 紐約。 > So he\'s like go to New York meet your users and we\'re like I always supposed to be here at what I do and like you know in Mountain View and stuff. 所以他就像去紐約見你的用戶，我們就像我一直在這里做的一樣，就像你在山景城知道的那樣。 > You don\'t know. 你不知道。 > Just go there and meet them all. 去那里見見他們所有人。 > So that\'s what we do. 所以這就是我們要做的。 > We go to New York we meet every single user all 40 of them. 我們去了紐約，我們遇到了每一個用戶，他們都是 40 個。 > `[00:25:15]` Laughter. `[00:25:15]` 笑聲。 > `[00:25:18]` It\'s a start. `[00:25:18]` 這是個開始。 > You got to start somewhere. 你得從某個地方開始。 > It\'s a magic number. 這是個神奇的數字。 > And so. 而且如此。 > You know beforehand recalling that these users were saying oh we can send a professional photographer over to your place and get some pictures taken would you like that. 你知道，事先回顧，這些用戶說，哦，我們可以派一名專業攝影師到你的地方，并得到一些照片，你想這樣做。 > Like oh yes sure. 就像哦，是的，當然。 > `[00:25:33]` So then Joan Brannen show up right there the professional flaggers like co-founder is the company hired to take pictures. `[00:25:33]` 然后瓊·布蘭寧出現在那里，像聯合創始人這樣的專業人士是公司雇來拍照的。 > Laughter a little weird but yeah they\'re already there. 笑聲有點奇怪，但是的，他們已經在那里了。 > They opened the door. 他們打開了門。 > Take the pictures. 拍下照片。 > And while they\'re there they sat at the computer gave them a little less and got some feedback. 當他們在那里的時候，他們坐在電腦前，給了他們一些更少的反饋。 > `[00:25:52]` We would invite them out to the bar later on to get some beer built a report told them our story really tried to get them to root for us. `[00:25:52]` 我們會邀請他們去酒吧買些啤酒-一份報告告訴他們，我們的故事真的想讓他們支持我們。 > And so we\'d go back home and would then call them up and we\'d say Hey look at your profile and you know we only have a paragraph on there. 所以我們回家，然后打電話給他們，我們會說，嘿，看看你的資料，你知道我們只有一個段落。 > You\'ve got a really nice place. 你有個很好的地方。 > Do you mind if we like help describe it a little better. 你介意我們幫忙把它描述得更好點嗎？ > Fill it out. 填好。 > Change your title by the way. 順便改一下你的頭銜。 > Price seems a little high. 價格似乎有點高。 > Can we just maybe started seventy five dollars a night. 我們能不能開始一晚七十五美元？ > You know if you get Tumaini increasing always raise it. 你知道，如果你得到了塔瑪尼增長，總是提高它。 > So we could have never asked this of people if they never met us. 所以如果他們從來沒見過我們，我們就不會問他們這個問題了。 > Right but because they were rooting for us it made all the difference. 是的，但因為他們支持我們，所以一切都不同了。 > And so by the end of this exercise we had 20 or 40 really good looking properties in New York that we had basically fully curated when we did that. 所以在這個練習結束的時候，我們在紐約有了 20 到 40 個漂亮的房產，我們基本上已經完全策劃好了。 > That\'s when they started getting booked. 從那時起他們就開始被預訂了。 > That\'s when we started getting traction. 從那時起我們就開始受到牽引力了。 > `[00:26:52]` So around this time it\'s towards the end of Lycee and there\'s a speaker that comes every week during dinner and so that week Greg Mackie two from Sequoia Capital is coming and we had Greg speak at Startup School actually earlier that year and Greg was talking about like great surfers and like big waves like real figuratively and talking about how they invested in companies like Intel and Cisco and Halik. `[00:26:52]` 大約這一次，Lycee 就要結束了，每周都會有一位演講者在晚宴上發言，那一周，來自紅杉資本(Sequoia Capital)的格雷格·麥基(Greg Mackie)兩位來自紅杉資本(Sequoia Capital)的格雷格·麥基(Greg Mackie)即將到來，當時我們讓格雷格在創業學校(Startup School)發表演講，格雷格當時談論的是像偉大的沖浪者，像真實的巨浪一樣，以及他們如何投資 > These were the kind of companies that Sequoia is in the business of finding. 這些都是紅杉公司正在尋找的公司。 > And so like you know of course it was like well that\'s not us right like we\'re not Siska but here he was at dinner and so of course we had to pitch him right. 就像你知道的，當然，這不是我們，就像我們不是西斯卡，但是他在這里吃飯，所以我們當然要把他扔到正確的位置。 > That\'s what you do. 你就是這么做的。 > So after dinner it was shown our stuff walk them through it and then he\'s like. 所以晚飯后，我們的東西被展示給他們看，然后他就像。 > Let me see if I got this straight. 讓我看看我是否把這件事搞清楚了。 > And he basically read pitches it back to us and he does like a way better job and we\'re like yeah like like what you said. 他基本上把它念給我們聽，他喜歡一份更好的工作，我們就像你說的那樣。 > `[00:27:52]` Laughter. `[00:27:52]` 笑聲。 > We couldn\'t believe it. 我們真不敢相信。 > This guy gets it. 這家伙懂的。 > He gets even better than we do laughter. 他比我們笑得還好。 > `[00:28:01]` And so within two weeks we had a term sheet that we had signed and we raised 600000 in seed from them. `[00:28:01]` 因此，在兩周內，我們有了一份我們簽署的學期表，我們從他們那里籌集了 600000 的種子。 > And I mean from there it\'s been up until the right. 我的意思是，從那以后，它一直持續到右邊。 > And you know all of this had to happen before that happened. 你知道這一切都必須發生在那之前。 > Right. 右（邊），正確的 > And you know it kind of reflecting back on one hand it looks like so much happened so quickly. 你知道，這是一種反思，一方面，看起來發生了這么多事情，發生得太快了。 > Right. 右（邊），正確的 > Like how could you ask for more and I know how could you. 比如你怎么能要求更多我知道你怎么能。 > But it looks really easy and it did happen relatively quickly. 但這看起來真的很容易，而且確實發生得相對較快。 > At the same time that journey was a really tough one. 同時，這是一次非常艱難的旅程。 > And what I want you to take away is that this is a long journey and perseverance is what matters the most. 我要你們帶走的是，這是一段漫長的旅程，而毅力才是最重要的。 > And you might fail this time. 這次你可能會失敗。 > But if you think of every single experience as a building block to that final competition if you make sure you pace yourself so that you don\'t quit too early and you have to basically bail. 但是，如果你認為每一次經歷都是最后一場比賽的基石，那么你必須確保自己的節奏，這樣你就不會過早地退出，基本上你就得放棄。 > You can do amazing things. 你可以做令人驚奇的事情。 > And so I hope that today you were not only inspired but you got some practical tips and I expect to see a lot of great things from you. 所以，我希望你今天不僅受到啟發，而且得到了一些實用的建議，我希望你能看到很多偉大的東西。 > Thank you. 謝謝。 > Applause. 掌聲。