I would be willing to bet I'm the dumbest guy in the room, because I couldn't get through school; I struggled with school. But I knew at a very early age that I loved money, I loved business and I loved this entrepreneurial thing. I was raised to be an entrepreneur. What I've been really passionate about ever since -- and I've never spoken about this ever, until now -- so this is the first time anyone's heard it, except my wife, three days ago. She said, "What are you talking about?" I told her that I think we miss an opportunity to find these kids who have the entrepreneurial traits, and to groom them or show them that being an entrepreneur is actually a cool thing. It's not something that is a bad thing and is vilified, which is what happens in a lot of society.
Bio bih voljan da se kladim da sam najgluplji momak u prostoriji jer nisam mogao da završim školu. Borio sam se sa školom. Ali već sam kao veoma mlad znao da volim novac i volim biznis i volim preduzetništvo. I odgajan sam da budem preduzetnik. Sve od tada sam veoma strastven u vezi sa - nikada ranije nisam pričao o ovome, do sada - dakle ovo je prvi put da neko ovo čuje, osim moje žene pre tri dana, jer je rekla, "O čemu to pričaš" i rekao sam joj - mislim da propuštamo priliku da pronađemo tu decu koja imaju osobine preduzetnika i da ih odgajamo ili im pokažemo da je biti preduzetnik ustvari kul. To nije nešto što je loše, ali na lošem je glasu a to se dešava u mnogim društvima.
Kids, when we grow up, have dreams, and we have passions, and we have visions, and somehow we get those things crushed. We get told that we need to study harder or be more focused or get a tutor. My parents got me a tutor in French, and I still suck in French. Two years ago, I was the highest-rated lecturer at MIT's Entrepreneurial Master's Program. It was a speaking event in front of groups of entrepreneurs from around the world. When I was in grade two, I won a citywide speaking competition, but nobody had ever said, "Hey, this kid's a good speaker. He can't focus, but he loves walking around and getting people energized." No one said, "Get him a coach in speaking." They said, get me a tutor in what I suck at.
Deca, kad odrastemo, imamo snove. Imamo snove i imamo vizije. I nekako te stvari nam se sruše. I kažu nam da moramo da učimo više, ili da se fokusiramo ili da uzmemo tutora. Roditelji su mi uzeli tutora za francuski ali i dalje nemam pojma francuski. Pre dve godine bio sam najbolje plasirani predavač na master studijama preduzetništva na MIT-u. To je bio događaj gde sam govorio pred grupom preduzetnika sa svih strana sveta. U drugom razredu sam osvojio gradsku nagradu na takmičenju govorništva ali niko nikada nije rekao, "Hej, ovaj klinac je dobar govornik. Ne može da se fokusira, ali voli da ide okolo i motiviše ljude." Niko nije rekao, "Nađite mu trenera za govorništvo." Rekli su, nađite mu tutora u onome u čemu je grozan.
So as kids show these traits -- and we need to start looking for them -- I think we should be raising kids to be entrepreneurs instead of lawyers. Unfortunately, the school system is grooming this world to say, "Let's be a lawyer," or, "Let's be a doctor." We're missing that opportunity, because no one ever says, "Hey, be an entrepreneur." Entrepreneurs are people -- we have a lot of them in this room -- who have ideas and passions or see these needs in the world and decide to stand up and do it. And we put everything on the line to make that stuff happen. We have the ability to get the groups of people around us that want to build that dream with us. And I think if we could get kids to embrace the idea at a young age, of being entrepreneurial, we could change everything in the world that's a problem today. Every problem out there, somebody has the idea for. And as a young kid, nobody can say it can't happen, because you're too dumb to realize that you couldn't figure it out.
Dakle deca ispoljavaju te osobine. I moramo da počnemo da tragamo za njima. Mislim da treba da podižemo decu da budu preduzetnici, umesto advokati. A nažalost školski sistem podiže ovaj svet da kaže, "Hej, hajde da budemo advokat ili doktor," i propuštamo priliku jer niko ne kaže, "Hej, budi preduzetnik". Preduzetnici su ljudi - jer imamo ih mnogo u ovoj prostoriji - koji imaju neke ideje i strasti ili vide neke potrebe u svetu i odluče da ustanu i to i urade. I sve rizikujemo da bi se te stvari ostvarile. I imamo sposobnost da oko sebe okupimo grupe ljudi koji žele da grade taj san s nama. I mislim da, ako bi deca prihvatila tu ideju, u mladim godinama, da budu preduzetnici, promenili bismo sve što je problem u svetu danas. Za svaki problem koji postoji, neko ima ideju. Kao dete, niko ne može da kaže da je to nemoguće, jer ste suviše glupi da shvatite da ne možete da skontate.
I think we have an obligation as parents and a society to start teaching our kids to fish instead of giving them the fish -- the old parable: "Give a man a fish, you feed him for a day. Teach a man to fish, you feed him for a lifetime." If we can teach our kids to be entrepreneurial, the ones that show the traits to be, like we teach the ones who have science gifts to go on in science, what if we saw the ones with entrepreneurial traits and taught them to be entrepreneurs? We could have these kids spreading businesses instead of waiting for government handouts.
Mislim da kao roditelji i društvo imamo obavezu da počnemo da učimo decu da pecaju, umesto da im dajemo ribu. Stara parabola, "Ako date čoveku ribu, nahranili ste ga za jedan dan. Ako ga naučite da peca, nahranili ste ga za ceo život." Ako možemo da naučimo decu da budu preduzetnici, one koji pokazuju takve osobine, kao što one koji imaju dara za nauku učimo da se bave naukom. Šta ako bismo videli one koji imaju osobine preduzetnika i učili ih da budu preduzetnici? Imali bismo sve te klince koji šire biznise umesto da čekaju na vladine donacije.
What we do is teach our kids the things they shouldn't do: don't hit; don't bite; don't swear. Right now we teach our kids to go after really good jobs; the school system teaches them to go after things like being a doctor and being a lawyer and being an accountant and a dentist and a teacher and a pilot. And the media says it's really cool if we could go out and be a model or a singer or a sports hero like Luongo or Crosby. Our MBA programs do not teach kids to be entrepreneurs. The reason I avoided an MBA program, other than that I didn't get into any, since I had a 61 percent average out of high school, then a 61 percent average at the only school in Canada that accepted me, Carlton, is that our MBA programs don't teach kids to be entrepreneurs. They teach them to work in corporations.
A mi sedimo i učimo decu stvarima koje ne bi trebalo da rade. Ne udaraj; ne grizi; ne psuj. Trenutno učimo decu da biraju stvarno dobre poslove, znate, a školski sistem ih uči da biraju da budu doktori i da budu advokati i računovođe i zubari i učitelji i piloti. A mediji govore da je baš kul kad bismo bili modeli ili pevači ili sportski heroji kao Sidni Krozbi. Naši MBA programi ne uče decu da budu preduzetnici. Razlog zbog kojeg sam izbegao MBA program - osim činjenice da nisam mogao da ga upišem jer sam jedva prošao u srednjoj školi, i onda isto tako u jedinoj školi u Kanadi koja me je prihvatila, Karltonu - ali naši MBA programi ne uče decu da budu preduzetnici. Uče ih da idu da rade u korporacijama.
So who's starting these companies? It's these random few people. Even in popular literature, the only book I've ever found -- and this should be on all your reading lists -- the only book I've ever found that makes the entrepreneur a hero is "Atlas Shrugged." Everything else in the world looks at entrepreneurs and says we're bad people. I look at even my family. Both my grandfathers and my dad were entrepreneurs. My brother, sister and I, all three of us own companies as well. We all decided to start these things because it's the only place we fit. We didn't fit in normal work; we couldn't work for somebody else, we're stubborn and we have all these other traits.
A ko osniva ove kompanije? To je ovih nekoliko ljudi. Čak i u popularnoj književnosti, u jedinoj knjizi koju sam pronašao - i trebalo bi da je svi pročitate - jedina knjiga koju sam našao koja pravi heroja od preduzetnika je "Atlas Shrugged". Sve ostalo u svetu gleda na preduzetnike i kaže da smo mi loši ljudi. Gledam čak i svoju porodicu. Dede su bili preduzetnici. Otac mi je bio preduzetnik. Brat, sestra i ja, svi troje takođe imamo svoje kompanije. I svi smo odlučili da započnemo ove stvari jer to je jedino mesto gde se uklapamo. Nismo se uklapali u normalan posao. Nismo mogli da radimo za druge jer smo suviše tvrdoglavi i imamo sve ove druge osobine.
But kids could be entrepreneurs as well. I'm a big part of a couple organizations called the Entrepreneurs' Organization and the Young Presidents' Organization. I just came back from speaking in Barcelona at the YPO global conference. And everyone I met over there who's an entrepreneur struggled with school. I have 18 out of the 19 signs of attention deficit disorder diagnosed. So this thing right here is freaking me out.
Ali i deca takođe mogu biti preduzetnici. Ja sam veliki deo dve globalne organizacije, "Organizacije preduzetnika" i "Organizacije mladih predsednika". Upravo sam se vratio iz Barselone gde sam govorio na globalnoj konferenciji "OMP" i svi preduzetnici koje sam tamo upoznao imali su teškoća u školi. Meni je dijagnostikovano 18 od 19 znakova poremećaja pažnje. Tako da me ova stvar ovde izluđuje.
(Laughter)
(smeh)
It's probably why I'm a bit panicked, other than all the caffeine I've had and the sugar. But this is really creepy for an entrepreneur. Attention deficit disorder, bipolar disorder. Do you know that bipolar disorder is nicknamed the CEO disease? Ted Turner's got it. Steve Jobs has it. All three of the founders of Netscape had it. I could go on and on. Kids -- you can see these signs in kids. And we're giving them Ritalin and saying, "Don't be an entrepreneurial type. Fit into this other system and try to become a student." Sorry, entrepreneurs aren't students. We fast-track. We figure out the game. I stole essays. I cheated on exams. I hired kids to do my accounting assignments in university for 13 consecutive assignments. But as an entrepreneur, you don't do accounting, you hire accountants. So I just figured that out earlier.
Verovatno sam zato sad malo u panici - a ne zato što sam uneo toliko kofeina i šećera - ali ovo je stvarno jezivo za jednog preduzetnika. Poremećaj nedostatka pažnje, bipolarni poremećaj. Da li znate da bipolarni poremećaj ima nadimak direktorska bolest? Od njega boluju Ted Tarner i Stiv Džobs. Sva trojica osnivača "Netscape"-a su bolovala. Mogao bih da nabrajam i dalje. Deca - i kod dece možete videti ove znake. A mi im dajemo "Ritalin" i kažemo, "Nemoj biti preduzetnički tip. Uklopi se u ovaj drugi sistem i pokušaj da budeš student." Žao mi je, preduzetnici nisu studenti. Mi idemo brzom prugom. Mi kapiramo igru. Krao sam pismene radove. Varao na ispitima. Na faksu sam za 13 računovodstvenih zadataka unajmio klince da mi ih urade. Ali kao preduzetnik ne bavite se računovodstvom, nego platite računovođe. Ja sam to ranije shvatio.
(Laughter)
(smeh)
(Applause)
(aplauz)
At least I can admit I cheated in university; most of you won't. I'm also quoted -- and I told the person who wrote the textbook -- I'm now quoted in that exact same university textbook in every Canadian university and college studies -- in managerial accounting, I'm chapter eight. I open up chapter eight, talking about budgeting. I told the author, after they did my interview, that I cheated in that same course. She thought it was too funny to not include it.
Barem mogu da priznam da sam varao na fakultetu; većina vas ne može. Citiraju me - i rekao sam osobi koja je pisala udžbenik - danas me citiraju u istom tom udžbeniku na svim kanadskim fakultetima. U računovodstvu za menadžere, ja sam u osmom poglavlju. Otvaram osmo poglavlje pričom o budžetu. I rekao sam autoru, kad smo obavili intervju, da sam varao na tom predmetu. A ona je mislila da bi bilo smešno to ne ubaciti. Ali kod dece možete videti ove znake.
But kids, you can see these signs in them. The definition of entrepreneur is "a person who organizes, operates and assumes the risk of a business venture." That doesn't mean you have to go to an MBA program, or that you have to get through school. It just means that those few things have to feel right in your gut. We've heard, "Is it nurture or is it nature?" Right? Is it thing one or thing two? What is it? Well, I don't think it's either. I think it can be both. I was groomed as an entrepreneur.
Definicija preduzetnika je "osoba koja organizuje, sprovodi i preuzima rizik poslovnog poduhvata." To ne znači da morate da idete na MBA program. Ne znači da morate da završite školu. Samo znači da morate da imate dobar osećaj u vezi s tim stvarima. Čuli smo priče o tome, da li se to neguje ili je urođeno, je l' tako. Da li je prva ili druga stvar? Šta je? Pa, ja ne mislim da je ijedno od toga. Mislim da može biti oba. Mene su uobličili u preduzetnika.
When I was growing up as a young kid, I had no choice, because I was taught at a very early age, when my dad realized I didn't fit into everything else that was being taught to me in school, that he could teach me to figure out business at an early age. He groomed us, the three of us, to hate the thought of having a job and to love the fact of creating companies where we could employ other people.
Kada sam odrastao, kao klinac, nisam imao izbora, jer kao veoma malog su me učili - kada je moj tata shvatio da se neću uklopiti u sve ostalo što me uče u školi - naučio me je da shvatim biznis u veoma ranom uzrastu. Odgajao nas je, nas troje, da mrzimo pomisao da imamo posao i da volimo činjenicu da kreiramo kompanije kako bismo zaposlili druge. Moj prvi poslovni poduhvat, imao sam 7 godina, bio sam u Vinipegu,
My first business venture: I was seven years old, in Winnipeg. I was in my bedroom with one of those long extension cords, calling all the dry cleaners in Winnipeg to find out how much they'd pay me for coat hangers. And my mom came into the room and said, "Where are you going to get the hangers to sell to the dry cleaners?" And I said, "Let's go look in the basement." We went down to the basement, and I opened up this cupboard. There was about 1,000 hangers that I'd collected, because, when I told her I was going out to play, I was going door to door in the neighborhood to collect hangers to put in the basement, because I saw her a few weeks before that -- you could get paid, they used to pay two cents per coat hanger. So I was like, well, there's all kinds of hangers, so I'll just go get them. I knew she wouldn't want me to get them, so I just did it anyway. And I learned that you could actually negotiate with people. This one guy offered me three cents and I got him up to three and a half. I even knew at seven years old that I could get a fractional percent of a cent, and people would pay it, because it multiplied up. At seven years old I figured it out. I got three and a half cents for 1,000 hangers.
i ležao sam u sobi sa jednim od onih dugačkih produžnih kablova. I zvao sam sve hemijske čistionice u Vinipegu da vidim koliko bi mi platili za vešalice. I moja mama je ušla u sobu i rekla, "Gde ćeš nabaviti vešalice da ih prodaš čistionicama?" A ja sam rekao, "Hajde da pogledamo u podrumu." I sišli smo u podrum. Otvorio sam neki orman. Tamo je bilo oko hiljadu vešalica koje sam skupio. Jer, kada bih joj rekao da idem da se igram sa decom, ja sam išao od vrata do vrata u komšiluku i skupljao vešalice da ih čuvam u podrumu, za prodaju. Jer sam video nju nekoliko nedelja pre - mogli ste zaraditi za to. Nekada su plaćali 2 centa po vešalici. Ja sam kapirao da ima svakakvih vrsta vešalica. I samo ću ih sakupiti. Znao sam da ona to ne bi želela, ali sam to uradio. I naučio sam da stvarno možete pregovarati sa ljudima. Jedna osoba mi je ponudila 3 centa, a ja sam je ubedio da da 3 ipo. Čak i kao sedmogodišnji klinac znao sam da mogu da dobijem decimalni procenat centa i ljudi bi plaćali to jer se množilo. To sam provalio sa sedam godina. Dobio sam tri ipo centa za hiljadu vešalica za kapute. Prodavao sam štitnike za registarske tablice od vrata do vrata.
I sold license plate protectors door to door. My dad actually made me go find someone who would sell me them at wholesale. At nine years old, I walked around in the city of Sudbury selling license-plate protectors door to door. And I remember this one customer so vividly -- I also did some other stuff with these clients, I sold newspapers, and he wouldn't buy a newspaper from me, ever. But I was convinced I was going to get him to buy a license-plate protector. And he's like, "We don't need one." I said, "But you've got two cars." Remember, I'm nine years old. I'm like, "You have two cars and they don't have license-plate protectors. And this car has one license plate that's all crumpled up." He said, "That's my wife's car." I said, "Why don't we test one on her car and see if it lasts longer?" So I knew there were two cars with two license plates on each. If I couldn't sell all four, I could at least get one. I learned that at a young age.
Tata me je čak poslao da nađem nekog ko bi mi prodao te stvari na veliko. I sa devet godina, išao sam gradom Sadberijem i prodavao štitnike za tablice, od vrata do vrata. I tako živo se sećam jedne mušterije, jer radio sam i druge stvari sa tim klijentima. Prodavao sam novine. On nikada ne bi kupio novine od mene. Ali bio sam uveren da ću ga ubediti da kupi štitnik za tablice. Kaže on, "Pa, nije nam potreban." A ja kažem, "Ali imate dva automobila..." - imam devet godina. Kažem, "Ali imate dva automobila koji nemaju štitnike za tablice." On kaže, "Znam." A ja: "Ovaj auto ima jednu tablicu koja je sva zgužvana." A on će, "Da, to je auto moje žene." Ja mu kažem, "Zašto ne bismo testirali jedan na prednjoj strani kola vaše žene da vidimo da li će da potraje." Dakle znao sam da postoje dva automobila sa tablicama. Ako ne mogu da prodam sva četiri, mogu barem jedan. To sam naučio u ranim godinama.
I did comic book arbitrage. When I was about 10 years old, I sold comic books out of our cottage on Georgian Bay. I would go biking up to the end of the beach, buy all the comics from the poor kids, then go back to the other end of the beach to sell them to the rich kids. It was obvious to me: buy low, sell high. You've got this demand over here that has money. Don't try to sell to the poor kids; they don't have cash. The rich people do. Obvious, right? It's like a recession. So there's a recession. There's still 13 trillion dollars circulating in the US economy. Go get some of that. I learned that at a young age. I also learned, don't reveal your source: I got beat up after four weeks of this, because one of the rich kids found out where I was buying my comics, and didn't like that he was paying more.
Preprodavao sam stripove. Kada sam imao oko 10 godina prodavao sam stripove iz naše kuće u džordžijskom zalivu. Išao bih biciklom na kraj plaže i kupovao stripove od siromašnih klinaca. Onda bih se vraćao na drugi kraj plaže i prodavao ih bogatim klincima. Ali meni je to bilo očigledno. Kupi jevtino, prodaj skupo. S ove strane imaš potražnju, tu ima novca. Ne pokušavaj da prodaš siromašnim klincima; nemaju para. Bogati imaju. Nabavi. To je očigledno, zar ne. To je kao recesija. Znači, imamo recesiju. Postoji još 13 triliona dolara u opticaju u ekonomiji Sjedninjenih Država. Uzmi malo od toga. To sam naučio kao mali. Takođe sam naučio da ne otkrivaš svoje izvore, jer su me posle oko četiri nedelje pretukli, jer jedan od bogatih klinaca je shvatio odakle kupujem stripove i nije mu se dopalo što plaća mnogo više. Sa 10 godina sam bio primoran da raznosim novine biciklom.
I was forced to get a paper route at 10 years old. I didn't want a paper route, but my dad said, "That's your next business." Not only did he get me one, but I had to get two. He wanted me to hire someone to deliver half the papers, which I did. Then I realized: collecting tips is how you made all the money. So I'd collect tips and get payment. I would collect for the papers -- he could just deliver them. Because then I realized I could make money. By this point, I was definitely not going to be an employee.
To nisam želeo, ali imao sam 10 godina i otac mi je rekao, "To će biti tvoj sledeći posao." Ne samo da će mi on obezbediti jedan, nego sam morao da imam dva, i onda je hteo da unajmim nekoga da nosi polovinu novina, što i jesam, i shvatio sam da se od skupljanja napojnica najviše zaradi. Skupljao bih bakšiš i dobijao platu. Onda bih skupljao za sve novine. On je mogao samo da ih nosi. Jer sam onda shvatio da mogu da zaradim. Do tada već nije bilo šanse da ću postati zaposleni.
(Laughter)
(smeh)
My dad owned an automotive and industrial repair shop. He had all these old automotive parts lying around. They had this old brass and copper. I asked what he did with it, and he said he just throws it out. I said, "Wouldn't somebody pay for that?" And he goes, "Maybe." Remember: at 10 years old, 34 years ago, I saw opportunity in this stuff, I saw there was money in garbage. And I collected it from the automotive shops in the area on my bicycle. Then my dad would drive me on Saturdays to a scrap metal recycler where I got paid. And I thought that was kind of cool. Strangely enough, 30 years later, we're building 1-800-GOT-JUNK? and making money off that, too.
Moj tata je držao auto i industrijski servis. Imao je gomilu starih auto delova naokolo. Oni su bili od mesinga i bakra. Pitao sam ga šta radi s tim. Rekao je da ih samo baca. Pitao sam, "Ali zar ti ne bi neko platio za to?" A on će, "Možda." Zapamtite, sa 10 godina - znači pre 34 godine video sam priliku u ovome. Video sam da ima novca u smeću. Sakupljao sam ga iz auto servisa u svojoj okolini, na biciklu. Onda bi me tata subotom vozio na otpad gde su mi plaćali. Mislio sam da je to kul. Začudo, posle 30 godina, imamo liniju 1-800-GOT-JUNK? (imate smeće?) i zarađujemo na tome. Kada sam imao 11 godina, u izviđačima smo pravili jastučiće za igle,
I built these little pincushions when I was 11 years old in Cubs. We made these pincushions for our moms for Mother's Day out of wooden clothespins -- when we used to hang clothes on clotheslines outside. And you'd make these chairs. And I had these little pillows that I would sew up. And you could stuff pins in them. Because people used to sew and they needed a pincushion. But I realized you had to have options, so I spray-painted a whole bunch of them brown, so when I went to the door, it wasn't, "Do you want to buy one?" It was, "Which color would you like?" I'm 10 years old; you're not going to say no, especially if you have two options, the brown one or the clear one. So I learned that lesson at a young age.
pravili smo ih za mame za Dan majki. A jastučiće smo pravili od drvenih štipaljki za veš - kada smo kačili odeću na kanap napolju. Napravili biste stolice. Ja sam imao te male jastuke koje bih sašio. I mogli ste da ubodete čiode u njih. Jer ljudi su nekada šili i bili su im potrebni jastučići za igle. Ali shvatio sam da morate da imate opcije. Tako sam gomilu njih sprejem obojio u braon. I onda, kada sam išao od vrata do vrata, nije bilo "Da li želite da kupite jedan?" Bilo je, "U kojoj boji želite?" Imam 10 godina; nećete me odbiti, posebno ako imate dve opcije; imate braon i običan. Tako sam tu lekciju naučio kao mali.
I learned that manual labor really sucks. Right, like cutting lawns is brutal. But because I had to cut lawns all summer for all of our neighbors and get paid to do that, I realized that recurring revenue from one client is amazing, that if I land this client once, and every week I get paid by that person, that's way better than trying to sell one clothespin thing to one person, because you can't sell them more. So I love that recurring revenue model I started to learn at a young age.
Naučio sam da je manuelni rad bez veze. Da, kao da je košenje trave brutalno. Ali pošto sam morao da šišam travu svim komšijama preko leta i budem plaćen za to, shvatio sam da je super imati redovna primanja od jednog klijenta. Ako obezbedim jednog klijenta, i on mi svake nedelje plaća, to je mnogo bolje nego da pokušavam da prodam jedno jastuče jednoj osobi. Jer ne možete im prodati više. Volim što sam kao mali naučio model redovnog primanja.
Remember, I was being groomed to do this. I was not allowed to have jobs. I would go to the golf course and caddy for people, but I realized there was this one hill on our golf course, the 13th hole, that had this huge hill, and people could never get their bags up it. So I'd sit there in a lawn chair and carry for all the people who didn't have caddies. I'd carry their golf bags to the top; they'd pay me a dollar, while my friends worked for hours hauling some guy's bag around for 10 bucks. I'm like, "That's stupid. You have to work for five hours. That doesn't make sense. Figure out a way to make more money faster.
Zapamtite, tako sam odgajan. Nije mi bilo dozvoljeno da se zaposlim. Bio sam nosač, išao sam na golf terene i bio nosač ljudima. Ali shvatio sam da ima još to jedno brdo na našem terenu, ta trinaesta rupa koja je imala ogromno brdo. Ljudi nikad nisu mogli da tamo odnesu torbe. Ja bih sedeo tamo na stolici i nosio bih ljudima koji nisu imali nosače. Nosio bih njihove golf torbe do gore, a oni bi mi plaćali po dolar. U međuvremenu, moji drugari su radili po pet sati nosili torbu naokolo nekom liku i bili plaćeni po 10 dolara. Ja sam mislio, "To je glupo, jer moraš da radiš pet sati. To nema nikakvog smisla." Samo shvatiš kako da brže zaradiš više. Svake nedelje, išao bih do radnje na ćošku i kupovao svakave sokove.
Every week, I'd go to the corner store and buy all these pops, Then I'd deliver them to these 70-year-old women playing bridge. They'd give me their orders for the following week. I'd deliver pop and charge twice. I had this captured market. You didn't need contracts, you just needed to have a supply and demand and this audience who bought into you. These women weren't going to go to anybody else because they liked me, and I kind of figured it out.
Onda bih ih dostavljao sedamdesetogodišnjim bakicama koje su igrale bridž. A one bi poručivale za sledeću nedelju. Onda bih doneo sok i naplatio duplo. Imao sam to sigurno tržište. Nisu vam bili potrebni ugovori. Samo je trebalo da imate ponudu i potražnju i publiku koja vam je verovala. Te žene ne bi otišle kod nekog drugog, jer sam im se dopadao i to sam shvatio.
I went and got golf balls from golf courses. But everybody else was looking in the bush and looking in the ditches for golf balls. I'm like, screw that. They're in the pond. And nobody's going into the pond. So I'd go into the ponds and crawl around and pick them up with my toes, just pick them up with both feet. You can't do it onstage. You get the golf balls, throw them in your bathing suit trunks and when you're done, you've got a couple hundred of them. But the problem is, people didn't want all the golf balls. So I just packaged them. I'm like 12, right? I packaged them up three ways. I had the Pinnacles, DDHs and the really cool ones. Those sold for two dollars each. Then I had the good ones that didn't look crappy: 50 cents each. And then I'd sell 50 at a time of all the crappy ones. And they could use those for practice balls.
Išao sam i uzimao loptice sa golf terena. A svi ostali su tražili u žbunju i u kanalima. Ja sam bio u fazonu, mani to. Sve su u jezeru, a niko tamo ne ulazi. Onda bih ja ušao u jezero i puzao okolo i skupljao ih nožnim prstima. Samo ih podignete sa oba stopala. Ne mogu to ovde da izvedem. A kad ih pokupite samo ih ubacite u kupaće gaće, kad završite imate ih par stotina. Ali problem je što ljudi nisu želeli sve golf loptice. Ja sam ih pakovao. Imam 12 godina. Pakovao sam ih na tri načina. Imao sam "Pinnacles" i "DDH" i još jednu, u to vreme kul vrstu. Te su se prodavale za 2 dolara svaka. Imao sam i neke dobre koje nisu izgledale odvratno. Te su bile 50 centi. Onda bih prodavao po 50 tih skrnavih. Njih su mogli da koriste za vežbanje.
I sold sunglasses when I was in school, to all the kids in high school. This is what really kind of gets everybody hating you, because you're trying to extract money from all your friends all the time. But it paid the bills. So I sold lots and lots of sunglasses. Then when the school shut me down -- they called me into the office and told me I couldn't do it -- I went to the gas stations and sold lots of them to the gas stations and had the gas stations sell them to their customers. That was cool because then, I had retail outlets. I think I was 14.
Kada sam bio u školi, prodavao sam sunčane naočare, svoj deci u srednjoj školi. To je nešto zbog čega vas svi zamrze, jer stalno pokušavate da izvučete kintu od svojih prijatelja. Ali to je plaćalo račune. Prodao sam gomile i gomile naočara. I kada me je škola zatvorila - zvali su me u kancelariju i rekli su da ne mogu više to da radim - pa sam otišao na benzinske pumpe i prodao gomile pumpama a pumpe su ih prodavale svojim mušterijama. To je bilo super, jer imao sam maloprodajne objekte. Mislim da sam imao 14 godina.
Then I paid my entire way through first year of university at Carlton by selling wineskins door to door. You know you can hold a 40-ounce bottle of rum and two bottles of coke in a wineskin? So what, right? But you know what? Stuff that down your shorts when you go to a football game, you can get booze in for free. Everybody bought them. Supply, demand, big opportunity. I also branded it, so I sold them for five times the normal cost. It had our university logo on it.
Onda sam isplatio celu prvu godinu fakulteta na Karltonu prodajući boce za vino od vrata do vrata. Znate da u jednu bocu za vino može da stane oko litra ruma i dve flaše kole? Pa šta, je l' tako? Da, ali znate šta? Stavite to u svoje pantalone, kada idete na fudbalsku utakmicu unesete cugu za džabe, svi su ih kupili. Ponuda, potražnja, velika prilika. Ja sam ih i brendirao, pa sam ih prodavao po 5 puta većoj ceni. Imale su logo našeg univerziteta.
You know, we teach our kids and we buy them games, but why don't we get them games, if they're entrepreneurial kids, that nurture the traits you need to be entrepreneurs? Why don't you teach them not to waste money? I remember being told to walk out into the middle of a street in Banff, Alberta. I'd thrown a penny out in the street, and my dad said, "Go pick it up. I work too damn hard for my money. I'm not going to see you waste a penny." I remember that lesson to this day.
Znate, učimo našu decu i kupujemo im igre, ali zašto im ne bismo dali igre, ako su deca preduzimljiva, takve koje neguju osobine potrebne za preduzetnike? Zašto ih ne bismo učili da ne rasipaju novac? Sećam se da sam morao da izađem na sred ulice u Banfu, Alberta, jer sam bio bacio peni na ulicu. Moj otac je rekao, "Idi i pokupi ga." Rekao je, "Prokleto naporno radim za svoj novac. Neću da vidim da se razbacuješ." Te lekcije se sećam do danas. Džeparci uče decu pogrešnim stvarima.
Allowances teach kids the wrong habits. Allowances, by nature, are teaching kids to think about a job. An entrepreneur doesn't expect a regular paycheck. Allowance is breeding kids at a young age to expect a regular paycheck. That's wrong, for me, if you want to raise entrepreneurs. What I do with my kids, nine and seven, is teach them to walk around the house and the yard, looking for stuff that needs to get done. Come and tell me what it is. Or I'll say, "Here's what I need done." And then, you know what we do? We negotiate. They go around looking for what it is, then we negotiate what they'll get paid. They don't have a regular check, but they have opportunities to find more stuff, and learn the skill of negotiating and of finding opportunities.
Džeparci, po svojoj prirodi, uče decu da razmišljaju o poslu. A preduzetnik ne očekuje redovnu isplatu. Džeparac navikava decu u ranom uzrastu da očekuju redovnu isplatu. To je po meni pogrešno, ako želite da podižete preduzetnike. Ono što ja radim sa svojom decom sada - imam dvoje, 9 i 7 godina - učim ih da šetaju u dvorištu oko kuće i da traže stvari koje treba da se urade. Dođite do mene i recite mi šta je to. Ili ja odem do njih i kažem, "Evo šta treba da se uradi." I znate šta onda radimo? Pregovaramo. Oni odu da vide o čemu se radi. Ali onda pregovaramo o tome kako će im se platiti. I onda nemaju redovnu platu, ali imaju više prilike da pronađu stvari i uče veštinu pregovaranja, ali i veštinu pronalaženja prilika.
You breed that kind of stuff. Each of my kids has two piggy banks. Fifty percent of all the money they earn goes in their house account, 50 percent goes in their toy account. The toy account, they spend on whatever they want. The 50 percent in their house account, every six months, goes to the bank. they walk up with me. Every year, all the money in the bank goes to their broker. Both my nine- and seven-year-olds have a stockbroker already. I'm teaching them to force that savings habit. It drives me crazy that 30-year-olds are saying, "Maybe I'll start contributing to my RSP now." Shit, you've missed 25 years. You can teach those habits to young kids, when they don't even feel the pain yet.
Tako nešto se neguje. Svako dete ima svoju kasicu prasicu. Od svog novca koji zarade ili dobiju, 50% ide na njihov kućni račun, 50% ide na račun za igračke. Sve što ide u račun za igračke mogu da potroše kako god žele. Onih 50% što ide na kućni račun na svakih 6 meseci ide u banku. Oni idu sa mnom. Svake godine sav novac iz banke ide kod njihovog brokera. Oboje već imaju svog brokera na berzi. Ali učim ih da istraju u navici da štede. Izluđuje me kad tridesetogodišnjaci kažu, "Možda ću sada početi da ulažem u svoj penzioni fond." Sranje, propustio si 25 godina. Možete svoju decu naučiti tim navikama dok još uopšte ne osećaju bol. Nemojte im čitati priče za laku noć svako veče.
Don't read bedtime stories every night -- maybe four nights of the week, and three nights, have them tell stories. Why don't you sit down with kids and give them four items, a red shirt, a blue tie, a kangaroo and a laptop, and have them tell a story about those four things? My kids do that all the time. It teaches them to sell, teaches them creativity, teaches them to think on their feet. Do that kind of stuff, have fun with it.
Možda im čitajte četiri noći, a tri noći nedeljno neka oni pričaju priče. Zašto ne biste seli sa decom i dali im 4 predmeta, crvenu majicu, plavu kravatu, kengura i laptop, i neka oni ispričaju priču o te četiri stvari. Moja deca to stalno rade. To ih uči prodaji; uči ih kreativnosti; uči ih da misle sami za sebe. Samo uradite tako nešto i zabavite se.
Get kids to stand up in front of groups and talk, even if it's just in front of their friends, and do plays and have speeches. Those are entrepreneurial traits you want to be nurturing. Show kids what bad customers or bad employees look like. Show them grumpy employees. When you see grumpy customer service, point it out. Say, "By the way, that guy is a crappy employee." And say, "These are good ones."
Neka deca ustanu pred grupama i pričaju, čak i ako je to samo pred njihovim prijateljima, i nek izvode predstave i govore. To su preduzetničke veštine koje želite da negujete. Pokažite deci kako loše mušterije i loši radnici izgledaju. Pokažite im namrgođene radnike. Kada vidite džangrizave službenike, pokažite im. Recite, "Usput, taj lik je loš radnik." I recite, "Ovi su dobri."
(Laughter)
(smeh)
If you go into a restaurant and have bad customer service, show them what bad customer service looks like.
Ako idete u restoran i dobijete lošu uslugu, pokažite im kako loša usluga izgleda.
(Laughter)
(smeh)
We have all these lessons in front of us, but we don't take those opportunities; we teach kids to get a tutor. Imagine if you actually took all the kids' junk in the house right now, all the toys they outgrew two years ago and said, "Why don't we sell some of this on Craigslist and Kijiji?" And they actually sell it and learn how to find scammers when offers come in. They can come into your account or a sub account or whatever. But teach them how to fix the price, guess the price, pull up the photos. Teach them how to do that kind of stuff and make money. Then 50 percent goes in their house account, 50 percent in their toy account. My kids love this stuff.
Imamo sve ove lekcije pred nama, ali ne iskorišćavamo te prilike; učimo decu da uzmu tutora. Zamislite da stvarno uzmete svo dečije smeće iz kuće u ovom momentu i sve igračke koje su prerasli pre dve godine, i kažete im, "Zašto ne počnemo da prodajemo nešto od ovoga u oglasima?" Oni mogu to stvarno da prodaju i nauče kako da uoče prevarante kada stignu ponude preko emaila. Mogu da koriste vaš nalog ili podnalog, kako god. Ali naučite ih kako da nameste cenu, pogode cenu, stave fotografije. Naučite ih kako da rade takve stvari i da zarade novac. Onda od novca koji zarade, 50% ide na kaćni račun, 50% na račun za igračke. Moji klinci obožavaju ovo.
Some of the entrepreneurial traits you've got to nurture in kids: attainment, tenacity, leadership, introspection, interdependence, values. All these traits, you can find in young kids, and you can help nurture them. Look for that kind of stuff. There's two traits I want you to also look out for that we don't get out of their system. Don't medicate kids for attention deficit disorder unless it is really, really freaking bad.
Neke od preduzetničkih veština koje treba da razvijate kod dece: postignuće, istrajnost, vođstvo, introspekcija, međuzavisnost, vrednosti. Sve ove osobine možete naći u svojoj deci i pomoći da se neguju. Obratite pažnju na te stvari. Postoje još dve osobine koje želim da potražite, koje ne izvlačimo iz njih. Nemojte im davati lekove za poremećaj nedostatka pažnje, osim ako je stvarno, stvarno težak.
(Applause)
(aplauz)
The same with the whole things on mania and stress and depression, unless it is so clinically brutal, man. Bipolar disorder is nicknamed "the CEO disease." When Steve Jurvetson, Jim Clark and Jim Barksdale have all got it, and they built Netscape -- imagine if they were given Ritalin. We wouldn't have that stuff, right? Al Gore really would have had to invented the Internet.
Isto važi za maniju i stres i depresiju, osim ako su toliko kliničke brutalne, čoveče. Bipolarni poremećaj se naziva i direktorska bolest. Stiv Džarveston i Džim Klark i Džim Barksdejl je imaju, a oni su napravili "Netscape". Zamislite da su im dali "Ritalin". Ne bismo imali te stvari, zar ne? Al Gor bi onda izmislio Internet.
(Laughter)
(smeh)
These are the skills we should be teaching in the classroom, as well as everything else. I'm not saying don't get kids to want to be lawyers. But how about getting entrepreneurship to be ranked right up there with the rest of them? Because there's huge opportunities in that.
Ovo su veštine kojima bi trebalo da podučavamo u školama, pored svega ostalog. Ne kažem da ne date deci da budu advokati. Ali kako bi bilo da se preduzetništvo nalazi na istom nivou kao i sve ostalo. Jer postoje ogromne mogućnosti u tome. Želim da završim sa jednim brzim videom.
I want to close with a quick video that was done by one of the companies I mentor. These guys, Grasshopper. It's about kids. It's about entrepreneurship. Hopefully, this inspires you to take what you've heard from me and do something with it to change the world.
Napravila ga je jedna od kompanija kojoj sam mentor. Ovi momci, "Grasshopper". Radi se o deci. O preduzetništvu. Nadam se da će vas ovo inspirisati da uzmete ovo što ste od mene čuli i uradite s tim nešto da promenite svet. [Dete ... "Mislili ste da možete sve da uradite ?"]
[Kid... "And you thought you could do anything?"]
[Još uvek možete.]
[You still can.]
[Jer mnogo toga što mislimo da je nemoguće]
[Because a lot of what we consider impossible] [is easy to overcome]
[... lako je prevazići.] [Jer, ako niste primetili, živimo na mestu gde]
[Because in case you haven't noticed, we live in a place where] [one individual can make a difference]
[jedna osoba može promeniti stvari.] [Želite dokaz?]
[Want proof?] [Just look at the people who built our country:] [Our parents, grandparents, our aunts, uncles] [They were immigrants, newcomers ready to make their mark] [Maybe they came with very little] [or perhaps they didn't own anything except for] [a single brilliant idea] [These people were thinkers, doers] [innovators] [until they came up with the name] [entrepreneurs]
[Samo pogledajte ljude koji su izgradili našu zemlju;] [Naši roditelji, babe i dede, tetke, ujaci...] [Obi su bili doseljenici, novajlije spremni da ostave traga.] [Možda su došli sa veoma malo.] [Ili možda nisu posedovali ništa osim...] [... jedne izuzetne ideje.] [Ovi ljudi su bili mislioci, činitelji...] [... inovatori...] [... dok nisu smislili reč...] [preduzetnik!]
[They change the way we think about what is possible.] [They have a clear vision of how life can be better] [for all of us, even when times are tough.]
[Oni menjaju naše mišljenje o tome šta je moguće.] Imaju jasnu viziju kako život može biti bolji. [za sve nas, čak i kad su vremena teška.]
[Right now, it's hard to see] [when our view is cluttered with obstacles.] [But turbulence creates opportunities] [for success, achievement, and pushes us] [to discover new ways of doing things]
[Trenutno, teško je videti...] [kada nam je pogled zatrpan preprekama.] [Ali nemiri stvaraju prilike] [za uspeh, postignuće, i guraju nas...] [da nađemo nove načine da radimo stvari.]
[So what opportunities will you go after and why?] [If you're an entrepreneur] [you know that risk isn't the reward.] [No. The rewards are driving innovation] [changing people's lives. Creating jobs.] [Fueling growth.] [And making a better world.]
[Dakle, koje ćete šanse iskoristiti i zašto?] [Ako ste preduzetnik] [znate da rizik nije nagrada.] [Ne. Nagrade su stalne inovacije...] [menjanje života. Stvaranje poslova.] [Podsticanje rasta.] [I stvaranje boljeg sveta.]
[Entrepreneurs are everywhere.] [They run small businesses that support our economy,] [design tools to help you] [stay connected with friends, family and colleagues] [And they're finding new ways of helping to solve society's oldest problems.]
[Preduzetnici su svuda.] [Oni vode male poslove koji podržavaju našu ekonomiju,] [kreiraju alate koji vam pomažu...] [... da ostanete u vezi sa prijateljima, porodicom i kolegama u svetu.] [I pronalaze nove načine za rešavanje najstarijih društvenih problema.]
[Do you know an entrepreneur?] [Entrepreneurs can be anyone Even... you] [So seize the opportunity to create the job you always wanted] [Help heal the economy] [Make a difference.] [Take your business to new heights,] [but most importantly,] [remember when you were a kid] [when everything was within your reach,] [and then say to yourself quietly, but with determination:]
[Poznajete li nekog preduzetnika?] [To može biti svako...] [Čak... i vi!] [Ugrabite priliku da napravite posao koji ste uvek želeli.] [Pomozite u izlečenju ekonomije.] [Doprinesite.] [Prenesite svoj posao na nove visine.] [Ali najvažnije,] [setite se kad ste bili dete...] [kada vam je sve bilo na dohvat ruke,] [i onda recite sebi tiho, ali odlučno:]
[it still is.]
["Još uvek je."]
Thank you very much for having me.
Hvala mnogo na pažnji.
(Applause)