# Adora Cheung > `[00:00:05]` Hello. `[00:00:05]` 你好。 > My name\'s Justin Connor I\'m one of the partners NYC and I\'m extremely excited to introduce our next speaker adorer Choung. 我叫賈斯汀·康納，我是紐約市的合伙人之一，我非常興奮地向大家介紹我們的下一位演講者-崇恩。 > Dora is the founder and CEO of Homejoy and one of our top companies that we\'ve funded. 多拉是霍姆霍伊的創始人和首席執行官，也是我們資助的頂級公司之一。 > I\'m particularly excited for her story because I know how good a door was previous to Lycee I was competing with her and she was the founder that kept me up at night many many sleepless nights. 我對她的故事感到特別興奮，因為我知道萊西之前的一扇門有多好，我和她競爭，她是讓我晚上睡不著覺的創始人。 > So adorer please come on up. 所以崇拜者請上來。 > She\'s in the back. 她在后面。 > Seat. 座位。 > `[00:00:39]` Right here. `[00:39:00]` 就在這里。 > Hide. 藏起來。 > Applause. 掌聲。 > `[00:00:49]` Thank you Justin. `[00:00:49]` 謝謝賈斯汀。 > Really excited to be here today. 今天能來這里真是太興奮了。 > Homejoy if you don\'t know is the leading platform that connects people with home service professionals and our mission is to make homes happier everywhere. 如果你不知道家庭快樂是將人們和家庭服務專業人員聯系在一起的主要平臺，我們的使命就是讓世界各地的家庭變得更幸福。 > We\'re now available in the United States Canada UK and Berlin. 我們現在美國、加拿大、英國和柏林都有售。 > `[00:01:11]` We have a pretty awesome team here in Europe and I can\'t see them right now but give a shout out to Angela who run the UK for us inL.A. `[00:01:11]` 我們在歐洲有一支非常棒的球隊，我現在看不見他們，但對為我們在洛杉磯執教英國的安吉拉大喊一聲。 > who runs field ops in North America and Europe for us. 他在北美和歐洲為我們管理外勤業務。 > If anybody they are the experts in how to make things big in Europe. 如果有人的話，他們是如何在歐洲大放異彩的專家。 > So since you guys are from here you probably want to hunt them down and get some advice. 所以既然你們是從這里來的，你可能想去找他們，并得到一些建議。 > So you know starting Homejoy here in Europe has been a great experience. 所以你知道，在歐洲開始“家庭快樂”是一次很棒的經歷。 > While I still believe Silicon Valley is the number one destination for entrepreneurs I really believe the entrepreneurial spirit here is alive and well and in particular in London Berlin. 雖然我仍然相信硅谷是企業家的頭號目的地，但我真的相信這里的企業家精神依然活躍，尤其是在倫敦、柏林。 > I really think it\'s on the cusp of something great. 我真的認為這是一件了不起的事情。 > Silicon Valley just has time on its side. 硅谷只是有時間站在它這邊。 > And so if you choose to stay here in Europe I definitely advise you to go to Silicon Valley but if you choose to stay here in Europe you\'ll are pioneers in something up and coming in so that\'s very exciting. 因此，如果你選擇留在歐洲，我絕對建議你去硅谷，但如果你選擇留在歐洲，你將是一些新事物的先驅者，這將是非常令人興奮的。 > So any case I came here today not to talk about that but to you know I\'m sure you came here to hear stories and advice on how to do startups and maybe get away with something inspiring or motivational to help you along your entrepreneurial journey. 所以，不管我今天來這里不是為了談論這個問題，但對你來說，我確信你來這里是為了聽一些關于如何創業的故事和建議，或許你可以通過一些鼓舞人心或激勵你的東西來幫助你完成創業之旅。 > `[00:02:21]` The theme that most people want me to talk about in which I\'ll oblige today is on the topic of how not to die in the context of a startup. `[00:02:21]` 大多數人想讓我談論的主題是，我今天要講的主題是如何在創業的背景下不死。 > Of course not life. 當然不是生活。 > And the reason why I\'m asked to talk about it is because my co-founder who. 我之所以被要求談論這件事，是因為我的聯合創始人。 > His name is Aaron and he\'s also he\'s my younger brother as well. 他叫亞倫，他也是我弟弟。 > He and I spent a really really long time searching for what is Homejoy today and we essentially spent over three years in an utter mess and darkness until we figured out. 我和他花了很長時間來尋找今天的家，我們基本上花了三年多的時間在一片混亂和黑暗中，直到我們找到答案。 > `[00:03:01]` We even thought of Homejoy. `[00:03:01]` 我們甚至想到了家庭。 > And so that\'s what I want to talk about today. 這就是我今天要談的。 > `[00:03:06]` Tell you that story at least as much as I possibly can in time I have and hopefully you know I think there\'s something instructional in there if not some entertaining. `[00:03:06]` 盡可能多地告訴你那個故事，希望你知道，如果不是娛樂的話，我覺得里面有一些教育意義的東西。 > So. 所以 > `[00:03:18]` Erin and I started we started working in 2009 and our goals were twofold. `[00:03:18]` 艾琳和我 2009 年開始工作，我們的目標是雙重的。 > We wanted to 1 make people happy or somehow. 我們想讓人們快樂或不知何故。 > And 2 we want to build a huge humongous business because we wanted it to. 我們想要建立一個巨大的商業，因為我們希望它。 > It\'s a good proxy for making huge impact in the world. 它是在世界上產生巨大影響的一個很好的代表。 > And you know the problem was that most entrepreneurs are and which is very good advice given the advice of you should work on a problem that you actually have. 你知道，問題是，大多數企業家都是，這是非常好的建議，如果你的建議，你應該致力于一個問題，你實際擁有。 > The issue for us is that we are fairly simple people. 對我們來說，問題是我們是相當簡單的人。 > We don\'t have that many hobbies. 我們沒有那么多愛好。 > We actually don\'t own that many things. 其實我們并不擁有那么多東西。 > We literally both of us combined we probably own just you know our clothes and I just wear Homejoy t shirts all the time they\'re free so I really just on my pants and and shoes and we we both each own at mattress and that\'s literally it. 我們兩個人加在一起，我們可能都有自己的衣服，你知道我們的衣服，而我只是一直穿著家里的 t 恤，它們都是免費的，所以我真的只穿褲子和鞋子，我們每個人都有自己的床墊，這就是字面上的意思。 > And so we just generally are very happy people are optimistic people and we just didn\'t have many problems. 所以我們通常是非常快樂的，人們是樂觀的人，我們只是沒有太多的問題。 > And so for us to build a business we then went about we had to go essentially search for a bottom. 因此，為了我們建立一個業務，然后我們開始，我們必須去尋找一個底部的實質。 > Now when you\'re searching for a problem to solve. 現在當你在尋找要解決的問題時。 > It\'s literally a needle in the haystack type problem you\'re trying to find that needle trying to find that great idea. 這實際上是一個干草堆式的問題，你想要找到那根針，試圖找到那個好主意。 > And you know some people are very good at it. 你知道有些人很擅長這個。 > Some people literally have high powered vacuums and they just zap up all the hay in a perfect manner and then laying there is the perfect idea. 有些人確實有高功率真空吸塵器，他們只是把所有的干草以完美的方式，然后躺在那里是完美的想法。 > But for the rest of us we\'re literally taking you know each piece of hay one by one looking at it with a magnifying glass and seeing that piece of hay or is that a needle is a great idea or not. 但是對于我們其余的人來說，我們實際上是帶著你們去認識每一塊干草，一個接一個地看著它，用放大鏡看著它，看到那片干草，或者說針是一個好主意還是不好的主意。 > And and and you just go piece by piece of piece for hay one by one and it\'s have to be very patient because it has lots of pieces. 你只需一片地干草，它必須非常耐心，因為它有很多碎片。 > And so that\'s what we did for a long time as we\'re searching for idea. 這就是我們在尋找想法的很長一段時間里所做的事情。 > So in 2009 we started a company called Path joy not Homejoy path joy and path Joy was a platform that connected people with therapies and life coaches. 所以在 2009 年，我們成立了一家名為 PATH Joy 的公司，而不是 Homejoy 路徑 Joy 和 Path Joy，這是一個將人們與治療和生活教練聯系在一起的平臺。 > Because again our part motivation for our business was to make people happier and we thought who are the people who make people happy. 因為再一次，我們做生意的動機是讓人們更快樂，我們想誰是讓人快樂的人。 > Well it\'s got to be these therapies and life coaches it turns out that\'s not really the case. 嗯，必須是這些療法和生活教練，事實證明事實并非如此。 > It also turns out that we appear to be cynics because when we try to use the platform ourselves. 事實也證明，我們似乎是憤世嫉俗的人，因為當我們嘗試使用這個平臺時，我們自己。 > We absolutely hated it and we couldn\'t stand the sessions. 我們非常討厭它，我們無法忍受會議。 > And so we so clearly we weren\'t working on a platform that we even actually use ourselves. 因此，我們非常清楚，我們沒有在一個平臺上工作，我們甚至可以使用我們自己。 > `[00:05:57]` And so we went through idea like this after idea and we went literally through a dozen ideas for over three years. `[00:05:57]` 于是我們經歷了這樣一個又一個想法，我們在三年多的時間里真的經歷了十幾個想法。 > And meanwhile. 同時。 > In these three years you know life also happens so there\'s things like you need to pay your electrical bills on time. 在這三年里，你知道生活也會發生，所以你需要按時支付電費。 > And sometimes we didn\'t and we\'d be forced to go find a generator and when you have a generator you know a on a hot sweaty day you have to make the choice of do I plug in the portable AC Audio plug on my computer so I can continue coding. 有時我們沒有，我們會被迫去找一個發電機，當你有一個發電機，你知道，在炎熱的一天，你必須作出選擇，我插入便攜式的 AC 音頻插頭在我的電腦上，以便我可以繼續編碼。 > And so and there\'s other things like you know we have typical Asian American parents. 還有其他的事情，比如你知道，我們有典型的亞裔美國父母。 > And it\'s like they were they were about to disown me because I\'d taken the star genius child of our family and somehow convinced them to work on this flailing venture and instead of you know he could have been working at a really nice prestigious high paying job. 就像他們要和我斷絕關系，因為我接受了我們家族的明星天才孩子，并以某種方式說服他們從事這個令人震驚的事業，而不是你知道，他本來可以從事一份非常有聲望的高薪工作。 > And so while all this is happening in life you are also expected to just focus on building a business. 因此，當這一切都發生在生活中時，你也應該專注于建立一家企業。 > And we just had a really really tough time finding an idea that would work. 我們只是很難找到一個可行的想法。 > And you know in 2012 around the summer 2012 we just kind of lost our way and I found myself literally working on a network of blogs and rerunning gossip news for these blogs because we were just essentially arbitraging keyword traffic guess UNSCOM type traffic of making money off of that and thinking about you know back to why we started this business of making people happier you know. 你知道，在 2012 年夏天左右的 2012 年，我們迷失了方向，我發現自己確實在為這些博客建立一個博客網絡，并重新播放八卦新聞，因為我們基本上只是在仲裁關鍵詞流量，猜測特委會的那種賺錢流量，然后回想起為什么我們開始做這個讓人們更快樂的事情-你知道。 > You know I think I convinced myself at some point that you know when people read entertainment news they get this little amount of joy out of it. 你知道，我想我在某種程度上說服了自己，你知道，當人們閱讀娛樂新聞時，他們會從中得到一點點快樂。 > And if I was able to you know get millions and millions of people to read it then I can get this little bit of joy. 如果我能讓數以百萬計的人閱讀，那么我就能得到一點快樂。 > Times a million. 一百萬次。 > And so I\'d be at least creating this much happiness in the world. 所以我至少在這個世界上創造了這么多的快樂。 > But you see that\'s that\'s that\'s quite a stretch right. 但你看，這是個很好的選擇。 > And and we were just essentially faking it at that point. 我們當時只是假裝而已。 > So meanwhile you know it\'s summer of 2012 we were still we didn\'t have an idea. 因此，與此同時，你知道現在是 2012 年的夏天，我們還沒有想到什么。 > Listen idea we thought that could get really big and meet the goals of you know what we want to do with our business. 聽著，想法，我們認為這可能會變得非常大，并達到你的目標，你知道我們想做什么，我們的業務。 > And we are also running out of money. 我們也快沒錢了。 > Three years we had managed to raise a little bit of investment capital in 2010 but it was pretty much gone. 在 2010 年的三年里，我們成功地籌集了少量的投資資本，但它已經基本消失了。 > So what were doing coincidentally at the same time Erin Aarons place we were working out of Aaron\'s place and he\'s a typical Dutch bachelor. 所以，巧合的是，與此同時，艾琳·阿龍(ErinAaron)的工作地點是在阿倫的地方，他是一個典型的荷蘭單身漢。 > His place was extremely dirty. 他的地方非常臟。 > The bathrooms were gross I refused to use it. 浴室太惡心了，我拒絕使用它。 > I would literally walk three blocks bathroom Abathur Metacafe instead. 我真的要走三個街區的浴室，阿巴瑟·梅塔卡菲，而不是。 > And when I did work it out there I would literally carve out a little corner for myself to work from because it was said clean. 當我在那里工作的時候，我會給自己劃出一個小小的角落，讓我自己去工作，因為它被說成是干凈的。 > And at some point he decided OK I\'m actually going to figure out how to clean this place. 在某個時候，他決定，好吧，我會想辦法把這個地方打掃干凈的。 > And he decided well maybe I should just go find a cleaner because you know I could. 他決定也許我應該去找個清潔工因為你知道我可以。 > I don\'t have that much money. 我沒有那么多錢。 > But I think this project that we\'re working on is very promising. 但我認為我們正在進行的這個項目是非常有希望的。 > So I should just spend my time coding and just pay a little bit of money to have someone clean my place and therefore we can be more productive than you can stop complaining. 所以我應該把時間花在編碼上，花點錢讓別人打掃我的地方，這樣我們就能比你停止抱怨更有效率了。 > So he went out to go find a cleaner and you know he ran into two issues One is he. 所以他出去找了個清潔工，你知道他遇到了兩個問題，一個是他。 > He looked up cleaning agencies and stuff like that and there you know you can find a really great professional cleaner whose background check has been tested and Person interviewed you when they show up you actually know that they know how to clean. 他查了一下清潔機構之類的東西，在那里你可以找到一位非常棒的專業清潔工，他的背景檢查已經過測試，當他們出現的時候你會面試你，你知道他們知道如何清潔。 > The problem is that you have to pay these agencies a huge premium for them in something he clearly we couldn\'t afford. 問題是，你必須向這些機構支付巨額溢價，因為他顯然是我們負擔不起的。 > Then the second route is in theU.S. 第二條路線是在美國。 > we have. 我們有 > I mean there\'s online classified sites everywhere in theU.S. 我的意思是，美國到處都有在線機密網站。 > It\'s called you know the most popular one is called Craigslist. 這個名字叫你知道最受歡迎的名字叫做 Craigslist。 > You can go to Craigslist and find cleaners there. 你可以去 Craigslist 那里找清潔工。 > But those people are not background checks. 但那些人不是背景調查。 > You don\'t know who is actually going to show up at your place so they could be essentially an axe murder serial killer. 你不知道誰真的會出現在你的地方，這樣他們就可以本質上是一個斧頭謀殺案，連環殺手。 > So that was not a good choice. 所以這不是個好選擇。 > And so he comes to me and says Hey Dora I think that there\'s a problem here and I actually think we should try to look into and try to solve it. 于是他走過來對我說：嘿，多拉，我認為這里有一個問題，我認為我們應該試著去研究和解決這個問題。 > And at that point again we were just working on an idea that was you know kind of flopping. 在這一點上，我們只是在研究一個想法，你知道，這是一種失敗。 > And so I said OK let\'s let\'s let\'s just look at this and the more and more we research into it the more more we realize that it was extremely inconvenient to book a cleaning. 所以我說，好吧，讓我們看看這個，我們對它的研究越多，我們就越意識到預訂一次清潔是非常不方便的。 > And that the industry hadn\'t changed in over 60 years. 60 多年來，這個行業沒有發生任何變化。 > And so we decided to to to to start working on it. 所以我們決定開始研究。 > What is Homejoy today now. 今天何去何從。 > Now we had the idea. 現在我們有了主意。 > But there are still long path for us to even make it somewhat successful. 但是，我們還有很長的路要走，才能使它取得一定的成功。 > And the first problem we had was how do they find the customers. 我們遇到的第一個問題是他們如何找到顧客。 > So we spun up a Web site over the course of a weekend and we open it up and we thought everyone\'s going to start booking and the first day zero people like deserve therp after week zero people and we just couldn\'t find a customer. 因此，我們在一個周末的過程中創建了一個網站，我們打開它，我們認為每個人都會開始預訂，第一天，像零人一樣的第一天，我們應該得到一個又一個零周的人，我們只是找不到客戶。 > So it looked kind of depressing for a little bit. 所以看起來有點郁悶。 > But again this is during a summer time it was very hot. 但這也是在夏天的時候，天氣很熱。 > And so I thought one day there was a fair outside our office. 所以我想有一天我們辦公室外面有個集市。 > And I basically got a bunch of cool water bottles dragged it all the way out to outside and just convince people to start talking to me and I gave them free water bottles at some point. 我基本上得到了一堆涼水瓶，把它拖到外面，然后說服人們開始和我說話，然后我給了他們免費的水瓶。 > I was able to we were able to essentially guilt trip them into booking cleanings. 我能夠 > And so we traded water for cleanings. 所以我們用水換清潔。 > It was it was pretty good. 很不錯。 > I figured you know once the client once the booking the cleaning was supposed to happen they would actually you know cancel on me or on us. 我想你知道，一旦客戶，一旦預訂，清潔應該發生，他們會知道，實際上，你知道取消對我或我們。 > But but it turns out most of them didn\'t and which was a sign to me that this was something people actually wanted. 但事實證明，他們中的大多數人并沒有這樣做，這對我來說是一個信號，表明這是人們真正想要的東西。 > So when you start a platform or a marketplace you have a chicken and egg problem. 因此，當你開始一個平臺或一個市場，你有雞和雞蛋的問題。 > You know your customers than you need the cleaners in this case. 在這種情況下，你了解你的顧客，而不是你需要清潔工。 > And if you don\'t the cleaners and you can\'t you know there\'s no way you can serve the customers. 如果你不去清潔工，你不知道你不可能為顧客服務。 > So we got the customers and we solved the other side of the equation instead of trying to find cleaners. 因此，我們得到了顧客，我們解決了方程的另一邊，而不是試圖尋找清潔工。 > We just became cleaners ourselves. 我們自己也成了清潔工。 > And so we showed up to the first few cleanings and apartments and what we learned very quickly was what we should have known anyway. 所以我們出現在最初的幾個清潔和公寓里，我們很快就知道了我們應該知道的事情。 > We were very bad cleaners. 我們是非常糟糕的清潔工。 > And cleaning is very very hard. 清潔是很難的。 > So if you work hard you\'ll eventually get the place clean but it could take many many hours and a good example of this is one of the first places we cleaned was a 9000 square foot home in Los Altos Hills which is a rich area and in the south of San Francisco and in California we show up to this house and it\'s a post construction clean. 所以，如果你努力工作，你最終會把這個地方打掃干凈，但這可能需要很多時間，一個很好的例子是，我們首先打掃的地方之一是洛斯阿爾托斯山(Los Altos Hills)的一棟 9000 平方英尺的房子，這是一個富饒的地區，在舊金山南部，在加州，我們出現在這棟房子前，這是一處建筑后的清潔。 > And so if you know anything about the cleaning history post construction cleaning the house is actually not gross or dirty in any sense it\'s just very very dusty because it\'s just been remodeled or they just built it. 因此，如果你對清潔歷史有任何了解，在建筑后清理房屋，從任何意義上說，它都不是很惡心或骯臟的，它只是灰塵很大，因為它只是被改造了，或者他們只是建造了它。 > And so you just need to clean up a lot of dust. 所以你只需要清理很多灰塵。 > And we literally walk into one room. 我們真的走進了一個房間。 > We get our microfiber rags and we were just you know clean the dust up and then we would go to another and clean the dust up and then we circle back to the first Araminta. 我們得到了我們的微纖維抹布，我們只是，你知道，清理灰塵，然后我們會去另一個，清理灰塵，然后我們回到第一個阿拉明塔。 > And all of a sudden there\'s another layer of dust. 突然又有了一層灰塵。 > And so we were just going around the house in circles over and over and over again. 所以我們只是一遍又一遍地繞著房子轉。 > It turns out you actually need special equipment to pick up those dust. 原來你真的需要特殊的設備來撿起那些灰塵。 > You don\'t use paper towels in microfiber rags to clean up this dust. 你不能用微纖維抹布里的紙巾來清理灰塵。 > And I kid you not. 我騙不了你。 > It took us five days to clean this house like literally five days. 我們花了五天的時間才把這房子打掃了五天。 > That is the worst experience for the customer because you end the day you said sorry I have to come back because you know what you saw in the morning it still looks like that. 這對顧客來說是最糟糕的經歷，因為你結束了你說對不起的那一天，我必須回來，因為你知道你早上看到了什么，它看起來仍然是這樣的。 > So I\'m coming back tomorrow. 所以我明天再來。 > So right there we knew. 所以我們就知道。 > Okay. 好的。 > We have to look legit. 我們得看上去是合法的。 > Anyway if we\'re gonna bring on actual professional cleaners on the platform we have to figure out how to clean ourselves first. 總之，如果我們要在平臺上雇傭真正的職業清潔工，我們必須先弄清楚如何清潔自己。 > And so we decided OK let\'s go learn how to clean. 所以我們決定，讓我們去學習如何清潔。 > So because Erin was working on the customer service side of stuff and that was are important we\'re getting lots of calls and stuff like that. 因此，由于 Erin 是在客戶服務方面工作的，這是很重要的，我們會接到很多電話和類似的東西。 > It was on me to actually go learn how to clean. 我該去學清潔了。 > We first got some books which you know they\'re actually professional cleaner books out there. 我們首先有一些書，你知道它們實際上是專業的清潔書籍。 > But like any physical task you\'re better off. 但就像任何體力活一樣，你會過得更好。 > And it\'s much faster to you know you learn by doing a learn by training. 這對你來說更快，你知道你是通過訓練來學習的。 > So you decided to or I decided to just get a job at a cleaning company. 所以你決定或者我決定在一家清潔公司找份工作。 > So it actually took me two weeks to find this job and because mostly I was rejected at almost everywhere. 所以我花了兩個星期才找到這份工作，因為我在幾乎所有地方都被拒絕了。 > But this one cleaning company in San Francisco actually desperately needed somebody so they accepted my application and it was a bit of a taxing time at that point because it was and it was in San Francisco which is about 30 to 90 minute drive depending on the rush hour traffic at that time. 但舊金山的一家清潔公司實際上非常需要人，所以他們接受了我的申請，這是一個令人費勁的時間，因為它在舊金山，大約 30 到 90 分鐘的車程，取決于當時的交通高峰時間。 > And so I would literally show up to work at 7:00 or go through rush hour traffic. 所以我會在 7 點上班或者在交通高峰時間上班。 > Show up to work around 7:00 8:00 depending on where my first gig was. 7：00 8：00 左右上班取決于我第一次演出的地點。 > Then I would go out and do the work. 然后我就出去做這項工作。 > Clean clean clean and then I would come back drop off everything and then drive back down to Mountain View which is where we lived and then took a shower. 打掃干凈，然后我會回來，把所有的東西都放下，然后開車回到山景城，那里是我們住的地方，然后洗個澡。 > You take a shower after cleaning that much and I spent my time coding or doing working on operational type stuff. 你洗了那么多澡后，我花了時間編寫代碼或做操作類型的東西。 > Taking a nap and then driving back up and after a week that actually I noticed that I was spending too much time on the road in rush hour traffic. 打個盹，然后開車回來，一周后，實際上，我注意到，我花了太多的時間在交通高峰期的道路上。 > So I I actually decided to come back. 所以我決定回來。 > Cold cold cold and rough 3:00 I would just drive back up to the city and sleep in my car for a few hours. 寒冷而粗糙的 3 點，我開車回到城市，在我的車里睡了幾個小時。 > I was right by the McDonald\'s there on Third Street and I would just go brush my teeth. 我就在第三街的麥當勞旁邊，我就去刷牙。 > When I woke up and then just go straight to the gig and I was able to save about anywhere between an hour and a half and three hours everyday by doing that. 當我醒來，然后直接去演出的時候，我每天可以節省大約一個半小時到三個小時的時間。 > In hindsight not the most efficient use of my time or you know not even the best like route or the best thing to do but I was so focused on learning how to clean and cutting the site and getting the operations up. 事后看來，不是最有效地利用我的時間，或者你不知道最好的路線或最好的事情做，但我是如此專注于學習如何清理和切割網站，并使運作起來。 > That was the first thing I thought of to do. 這是我想要做的第一件事。 > So you know the job the cleaning job was actually quite interesting and very informational. 所以你知道，清潔工作其實很有趣，也很有信息。 > So I learned how to clean which was great but the best thing I got out of it was that I learned a lot about how to a typical cleaning company works. 因此，我學會了如何清潔，這是很棒的，但我從中學到的最好的事情是，我學到了很多關于如何一個典型的清潔公司工作。 > And there\'s a number of things I don\'t have time to talk about all of these things but you know it\'s things like getting getting getting a customer booking a customer took a long time was very inconvenient for no reason until Homejoy there was really no way to easily book something online which seems like a 21st century thing that should happen. 還有很多事情我沒有時間來談論，但是你知道的，比如讓客戶預訂，花了很長時間是非常不方便的，因為直到 Homejoy 真的沒有辦法輕松地在網上預訂一些東西，這似乎是 21 世紀應該發生的事情。 > And then it was down to you know scheduling cleaners. 這取決于你知道的排班清潔工。 > They were doing it in a very manual manner. 他們是用非常手工的方式做的。 > And as an engineer when you see these sorts of things you immediately see that these things don\'t scale and that\'s why cleaning companies generally stay very small. 作為一名工程師，當你看到這些東西的時候，你馬上就會發現這些東西不會擴大，這就是為什么清潔公司通常會保持很小的規模。 > Well you can apply a layer of technology supplier layer of algorithms or whatnot and make things go much faster and make things much more efficient and essentially reduce the overhead cost to virtually nothing. 好吧，你可以應用一層技術，供應商層算法或諸如此類的東西，使事情發展得更快，使事情更有效率，并基本上把開銷降低到幾乎為零。 > So after a few weeks I quit the job because I wasn\'t learning thing. 所以過了幾個星期，我就辭職了，因為我沒有學到東西。 > We were growing a little bit and we were very confident that we\'re on to something. 我們增長了一點點，我們很有信心，我們正在做一些事情。 > And by taking the job we had built even more confidence. 通過接受這份工作，我們建立了更多的信心。 > And so for the next month in the next two months we were working working working. 在接下來的兩個月里，我們一直在工作。 > We actually became a legit platform in the sense that the actual actual professional cleaners would join us and take jobs on the platform so we didn\'t have to clean as much. 我們實際上變成了一個合法的平臺，因為真正的專業清潔工會加入我們的行列，在這個平臺上工作，所以我們不需要那么多的清潔。 > So after two months we were growing a little bit and we ran into a problem and that is after three years of working we had no we virtually no money in the bank and while we could have sustained the business without raising more capital we knew that if we didn\'t raise more capital we couldn\'t grow as fast enough we couldn\'t grow as fast as we just remain a lifestyle business and for us again at the top of when I start talking you know our goals have always been to build a big business. 因此，兩個月后，我們增長了一點點，我們遇到了一個問題，那就是，在工作了三年之后，我們幾乎沒有銀行里的錢，雖然我們本來可以在不籌集更多資金的情況下維持業務，但我們知道，如果我們不能籌集到更多的資金，我們就不能像現在這樣快速增長。一個生活方式的生意，對我們來說，當我開始談論的時候，你知道我們的目標一直是建立一個大企業。 > And so we knew right then and there that if this was going to be big we had to raise a little bit of money to continue growing. 因此，我們當時就知道，如果這個數字要大的話，我們必須籌集一點資金才能繼續增長。 > So now imagine after three years of failed idea after Phil idea and this current idea which is essentially at that point just another cleaning company with a nice booking flow on line. 現在想象一下，在經歷了三年的失敗之后，菲爾的想法和目前的想法，基本上是在那個時候，只是另一家清潔公司，有一個很好的在線預訂流程。 > `[00:19:11]` Imagine trying to raise money for that kind of business. `[00:19:11]` 想象一下，試著為那種生意籌集資金。 > And with your history of just not having anything done and things successful quite yet. 你的歷史就是什么都沒做，事情還很成功。 > `[00:19:22]` So where we\'re going to find this money will definitely come and go to the parents. `[00:19:22]` 所以我們要到哪里去找這筆錢，一定會來找父母的。 > They thought we were pretty crazy. 他們覺得我們很瘋狂。 > Already we go to investors because they don\'t really know us that well they don\'t know how we worked. 我們已經去找投資者了，因為他們不太了解我們，他們不知道我們是如何運作的。 > And and we\'re to convince them that the first twelve ideas were stupid. 我們要讓他們相信前十二個想法是愚蠢的。 > You know what makes the 13th. 你知道十三號是怎么回事。 > Any any any less stupid. 再蠢不過了。 > And so we were pretty stuck for a little bit. 所以我們被困了一小會兒。 > So we made a decision. 所以我們做了個決定。 > We took out credit card. 我們取走了信用卡。 > Aaron actually started practicing poker because he thought Well worst case scenario I\'m going to go to Vegas and just double down on this. 亞倫實際上開始練習撲克，因為他認為最壞的情況是，我要去拉斯維加斯，在這件事上加倍努力。 > But my confidence in that wasn\'t very high. 但我對此的信心不是很高。 > And so we set a date and on that date I set up two meetings and I said if I out of these two meetings if we don\'t raise money we\'re just going to stop and we\'re just going to figure something out and just spin the company down. 所以我們設定了一個日期，在那個日期，我安排了兩次會議，我說，如果我退出這兩次會議，如果我們不籌集資金，我們就會停下來，我們就會想出辦法，把公司分拆。 > So on this day it was sometime in late August. 所以這一天是 8 月底的某個時候。 > The first meeting was with an investor my former boss whose name is Max Levchin and he is one of the cofounders of PayPal and the founder slide and I set that meeting up because I used to work with him or I used to work for him. 第一次會面是和一位投資者，我的前老板叫馬克斯·萊文，他是貝寶和創始人幻燈片的聯合創始人之一，我安排這次會議是因為我過去和他一起工作，或者我曾經為他工作過。 > And I figured if anybody knew how hard I could work on a problem and could see some resemblance of a growing business and put money into it it would be probably him or worst case I would just maybe guilt trip him into giving the money. 我想，如果有人知道我能在一個問題上付出多大的努力，我就能看到一個成長中的企業的一些相似之處，把錢投入其中可能就是他，或者最壞的情況，我可能會內疚地把錢給他。 > And then a second meeting I set up was office hours withP.G. 然后我安排的第二次會議是和 P.G 的辦公時間。 > literally that same day office hours with PGE. 就在同一天和 PGE 的辦公時間。 > `[00:21:01]` And the reason why I did that was I figured okay if I don\'t get money from this first meeting then I\'m going to have to do the whole depressing walk back down to Mountain View and tell somebody that our company is dead and we need to figure out how to spin this thing down. `[00:21:01]` 我這么做的原因是，如果我第一次會議沒有錢的話，我就得回到山景城，告訴別人我們的公司已經死了，我們需要想辦法把這件事搞清楚。 > `[00:21:17]` So we drive up to San Francisco and have a meeting with Max. `[00:21:17]` 所以我們開車去舊金山和 Max 開會。 > And for the first 15 minutes we\'re just kind of explaining you know what was going on and and through this whole 15 minutes of just explaining things I was extremely nervous although I tried not to express it and sort of had the sinking feeling of we\'ve spent so much time building trying to come up with this thing like like the first part of what we did was you know was you know was just horrible stuff just stuff that didn\'t work out. 在最初的 15 分鐘里，我們只是在解釋，你知道發生了什么，在這整個 15 分鐘的時間里，我非常緊張，盡管我試圖不去表達它，并且有一種沉悶的感覺，那就是我們花了那么多時間努力想出這個東西，就像我們所做的第一部分一樣。你知道，那只是些糟糕的東西，只是那些不管用的東西。 > We finally had gained momentum and then I could see in the next five minutes it was going to determine whether all that momentum was off or not. 我們終于獲得了動力，然后我可以在接下來的五分鐘內看到，它將決定是否所有的動量都消失了。 > And it was just gonna come all crashing down on us. 一切都會降臨到我們身上。 > And so after 15 minutes I basically said hey Max we need some money to keep going would you like to invite us. 所以 15 分鐘后，我基本上說，嘿，麥克斯，我們需要一些錢來繼續前進，你愿意邀請我們嗎？ > And he says well how much do you need. 他說你需要多少。 > And I say well we need a set up because the customer service lines are blowing up and we need some capital to expand our operations. 我要說的是，我們需要設立這樣的機構，因為客戶服務項目正在崩潰，我們需要一些資金來擴大我們的業務。 > And so I think I need 25 k to you know to kind of see this out for the next few months. 所以我想我需要 25K 才能在接下來的幾個月里看到這個。 > And he looks up he looks at me and says oh that\'s it. 他抬頭看著我說：哦，就是這樣。 > Sure you can have it just like here I\'ll give it to you just to see how this will work out. 當然可以，就像這里一樣，我會把它給你，看看它的效果如何。 > And as soon as he said that there was a sigh of relief and I got there as fast as possible before we could even change his mind. 當他說他松了一口氣，我就盡快趕到那里，我們甚至還沒來得及改變他的想法。 > And. 和 > And. 和 > And so we were we were extremely happy with high fives on the way out. 所以我們非常高興擊掌離開的路上。 > And we\'re just grinning the whole ride back down to to Mountain View. 我們只是傻笑著回到山景城。 > So our second meeting we had with Fiji and we had that meeting that was a good meeting and we actually ended the day with 50 came the bank because he also thought the same thing and also gave us 25 k and 50 he at that point felt like a bit jillion dollars like we went from like negative dollars to 50 K and we knew that with that 50 k we could make something happen because we just saw it. 所以我們和斐濟的第二次會議是個很好的會議，我們以 50 美元結束了，因為他也有同樣的想法，也給了我們 25k 和 50 美元，當時他覺得有點不穩定，就像我們從負美元到 50 美元一樣，我們知道。我們可以讓一些事情發生因為我們剛剛看到了。 > And so if I had to succinctly describe you know that whole experience from beginning to end until we got that 50 K that what then help us spurn the growth of Homejoy it would be like in 2009 we jumped out a plane together and we\'re falling very very very slowly down. 所以，如果我必須簡明扼要地描述一下，你知道整個經歷從頭到尾，直到我們得到了 50K，然后幫助我們拒絕了 Homejoy 的成長，就像 2009 年我們一起從飛機上跳了下來，我們的下落非常緩慢。 > You can kind of see the ground but it\'s just like slow motion. 你可以看到地面，但它就像慢動作。 > And then when we got the idea of Homejoy it\'s like it\'s like clicking fastforward. 然后當我們想到 Homejoy 的時候，這就像點擊 FastForm 一樣。 > Basically you\'re trying to find the parachute and you don\'t have a parachute you\'re running running out of money and you just run out of money and somehow your feet before you hit the ground you mere maracas leaf get pogo sticks or whatever and you bounce right back up and skyrocket. 基本上，你在試圖找到降落傘，你沒有降落傘，你的錢用完了，不知怎么的，你的腳在你落地之前就跑光了，你只不過是一片荊棘葉，得到了一根棍棒之類的東西，然后你就會彈起來，飛升起來。 > And for us you know today we are in over 30 markets worldwide. 對我們來說，你知道，今天我們在全球 30 多個市場。 > We have 150 employees. 我們有 150 名員工。 > And we\'ve raised around 40 million dollars in venture capital and we\'re growing faster than ever. 我們已經籌集了大約 4000 萬美元的風險投資，而且我們的增長速度比以往任何時候都快。 > And I would say I\'m pretty much living the dream that I imagined so many years ago today. 我想說，我現在的夢想就像很多年前我想象的那樣。 > `[00:24:36]` And and I am very happy at this point with where we are. `[00:24:36]` 我和我對我們現在的處境感到非常高興。 > So I\'ll end with this. 所以我會以這個結束。 > You know a lot of people ask me how did you keep on going. 你知道很多人問我你是怎么堅持下去的。 > Like how did you persevere and not quit. 就像你是怎么堅持不放棄的。 > And I would say that Eric and I are like I said we\'re pretty simple people and we don\'t stress out about things. 我要說的是，我和埃里克就像我說的那樣，我們是相當簡單的人，我們不會對事情感到壓力。 > And I think it\'s important to note that with start a lot of crap happens and when that crap happens you can\'t make a stressful situation more stressful. 我認為需要注意的是，開始的時候會有很多垃圾發生，當那些垃圾發生的時候，你不能讓壓力更大。 > You have to just say Oh that really sucks. 你只能說哦，太糟糕了。 > Ok. 好的 > I\'m not going to do that again. 我不會再那么做了。 > And 3. 和 3。 > Now how am I going to deal with this. 現在我該怎么處理這件事。 > If you maintain that mentality you\'ll win. 如果你保持這種心態，你就會贏。 > You can survive over and over and over again. 你可以一次又一次地活下去。 > `[00:25:28]` So you know I tell this story. `[00:25:28]` 所以你知道我講這個故事。 > Because it\'s entertaining hopefully. 因為這很有娛樂性。 > But I tell the story not to glorify failure. 但我講這個故事并不是為了美化失敗。 > It\'s quite the opposite. 恰恰相反。 > I tell this story because I want people to know that startups are very very very hard the good news is that you know you only fail if you stop trying. 我講這個故事是因為我希望人們知道創業是非常困難的，好消息是你知道只有當你停止嘗試時你才會失敗。 > And so if you don\'t give up you won\'t have failed. 所以，如果你不放棄，你就不會失敗。 > Now most a lot of successful entrepreneurs say that you know they\'re successful because they got lucky. 現在大多數成功的企業家說他們之所以成功是因為他們運氣好。 > For some reason and I believe that\'s a bunch of horseshit and the reason why is. 因為某種原因，我相信那是一堆馬術，而原因是。 > Sure there are some lucky events in your life and mostly that revolves around you know who you are your parents you know when you were born environment you grew up in. 當然，在你的生活中有一些幸運的事情，主要是圍繞著你，知道你是誰，你的父母，你知道當你出生的時候，你成長的環境。 > These are things that are out of control for me. 這些事情對我來說是無法控制的。 > The one lucky event was being born into a family where my co-founder happened to me a brother the best co-founder I could possibly have happened to my brother. 唯一幸運的事情是出生在一個家庭里，在這個家庭里，我的聯合創始人碰巧遇到了我的兄弟，這是我可能會遇到的最好的聯合創始人。 > That\'s completely random and lucky event otherwise we have completely worked our asses off for where we are today. 這完全是隨機而幸運的事件，否則我們已經為我們今天的處境而努力了。 > And we continue to work our asses off today. 今天我們繼續努力工作。 > `[00:26:39]` I am so consumed by Homejoy that I work literally every single day still to make Homejoy better for our customers and for our service professionals. `[00:26:39]` 我是如此地被家庭快樂所消耗，以至于我仍然每天都在為我們的客戶和我們的服務專業人員工作，讓家更美好。 > And I\'m not saying that it\'s too well that you need to work every single day that would drive most people nuts. 我并不是說你需要每天工作才能讓大多數人發瘋。 > But I would say that you need to work really really hard. 但我想說你需要努力工作。 > You need to work smart but you also need to work really really hard. 你需要聰明地工作，但你也需要非常努力地工作。 > So any case that is the story I\'m out of time now and I hope it was helpful in some manner. 所以，任何情況下，這就是我現在沒有時間的故事，我希望這在某種程度上是有幫助的。 > And best wishes to your entrepreneurial journey. 并向你的創業之旅致以最良好的祝愿。 > Thank you so much. 非常感謝 > `[00:27:20]` Applause. `[00:27:20]` 掌聲。