哈拉·塔哈：我是如何将副业打造成价值数百万美元的媒体事业 | 创业 | YAP七年历程

本期节目部分由OpenPhone、Shopify、Mercury、Indeed和Framer赞助播出。OpenPhone是排名第一的商业电话系统，通过共享号码、人工智能和自动化功能，帮助您建立更牢固的客户关系并更快响应。访问openphone.com/profiting可享前六个月八折优惠。Shopify是全球电商平台，助力您的业务增长。

Today's episode is sponsored in part by OpenPhone, Shopify, Mercury, Indeed, and Framer. OpenPhone is the number one business phone system. Build stronger customer relationships and respond faster with shared numbers, AI, and automations. Get 20% off your first six months when you go to openphone.com/profiting. Shopify is the global commerce platform that helps you grow your business.

登录shopify.com/profiting即可注册每月1美元的试用期。Mercury一站式简化您的银行与财务管理，让您专注于发展线上业务。详情请访问mercury.com/profiting。通过Indeed平台完成招聘全流程，现登录indeed.com/profiting可获75美元职位推广额度。

Sign up for a $1 per month trial period at shopify.com/profiting. Mercury streamlines your banking and finances in one place so you can focus on growing your online business. Learn more at mercury.com/profiting. Attract, interview, and hire all in one place with Indeed. Get a $75 sponsored job credit at indeed.com/profiting.

条款与条件适用。Framer是设计优先的无代码网站构建器，让任何人能在几分钟内发布生产级网站。前往framer.com免费创建站点，使用代码profiting可享首月专业版免费。您可以在节目备注或youngandprofiting.com/deals找到所有超值优惠。接下来我将讲述如何结识马修·麦康纳。

Terms and conditions apply. Framework is the designed first, no code website builder that lets anyone ship a production ready site in just minutes. Launch your site for free at framer.com and use code profiting to get your first month of pro on the house. As always, you can find all of our incredible deals in the show notes or at youngandprofiting.com/deals. I'll tell you how I got Matthew McConaughey.

我曾以为自己会永远待在职场。那次博客创业失败后，我始终无法释怀——我不确定自己是否还能再次创业。

I just thought I was gonna be in corporate forever. I was already sort of a failed entrepreneur with the blog, and I had a lot of like holding on to, like, that failure. Like, I don't know if I can really become an entrepreneur again.

这期节目注定载入史册。哈拉也来到了现场。你似乎有种神奇的能力能拓展人脉圈、结识影响力人物。能否分享你是如何获得与这些人物结识的机会的？

This episode is going to be one for the history books. And we got Hala in the building. I feel like you have beautiful ability to be able to change your circle and meet these influential people. What are the steps that you take to get introductions to these influential people?

我们的嘉宾邀约策略是...有些人创业时瞄准的是没有资金的人群，最终陷入恶性竞争。我来分享我的高价值合作方法论。Yap帮派们，《年轻有为》播客已走过辉煌七年，当初根本不敢想象能取得今天的成就。七年来我们从未间断更新，逐步建立了Yap Media品牌和个人品牌。

Well, our strategy for guest outreach is sometimes people start companies and they're targeting people who have no money. And then they have to go, like, really low and it's just like a race to the bottom. I'll just give you my approach of, like, how I close awesome deals. Yap Gang, it's been an incredible seven years of hosting the Young and Profiting Podcast, and I couldn't even imagine the success that we have back then. It's been seven years of never missing an episode, of building my Yap Media brand, my brand.

如今我们位列播客总榜前100名，商业创业类播客前十强，年度赞助收入超百万美元。除了大量创业者听众，还有很多播客从业者关注我们，业内都称我为「播客公主」。

Today, we're a top 100 podcast. We're a top 10 business and entrepreneurship podcast. The podcast makes over a million dollars a year in sponsorships. And aside from having a lot of listeners that are entrepreneurs, that want to be entrepreneurs, I also have a lot of podcasters that listen to me. And I've been known as the podcast princess within the industry.

我经常指导播客主如何像《年轻有为》那样发展、变现和创作内容。为庆祝七周年，我决定回馈行业——通过申请制做客其他七个播客节目，并将这些访谈在我们平台转播以帮助他们成长。因为节目互访正是播客增长的核心策略之一。

I teach a lot to podcasters on how to grow, monetize, create a podcast like Young and Profiting. And so to mark my seven year anniversary, I decided I would give back. I decided that I would guest on seven other podcasts that would basically apply to have me on the show. And the reason why they have to apply is because I'm actually replaying their episodes on my podcast to help them grow their shows. Because one of the top ways to grow your show is to actually guest on other shows.

不同于常规嘉宾形式，我会完整转播这些对话，如果你们喜欢这些节目请去订阅支持。首期转播的是排名第四的《FOREVA》播客，主持人Ja'Marr Jones非常出色。这次对话我将揭秘品牌建设、销售、领导力与愿景落地的实战策略，希望大家喜欢这份七周年特别企划。

So instead of them guesting on my show, I'm actually gonna replay the conversation in hopes that you guys go subscribe to their show if you like the show. So the first one that we're gonna play is the FOREVA podcast. That's like the number four ever podcast by Ja'Marr Jones, who is an incredible host. And in this conversation, I'm pulling back the curtain and giving you real actionable insights on brand building, sales, leadership, and making your vision a reality. So I hope you guys enjoy this podcast guest appearance replay in honor of my seven year anniversary.

如果喜欢这些对话请告诉我，我会确保每期内容独具特色。能支持同行让我倍感欣喜。Ja'Marr Jones，感谢你的采访，祝你一切顺利。

You guys are enjoying these conversations, let me know. I'll try to make sure that each conversation is different, unique, and I'm just really incredibly happy to support another podcaster. So Ja'Marr Jones, thank you for interviewing me, and I wish you the best of luck.

Holla也来到现场了。现在是什么情况？你最近怎么样？

And we got Holla in the building. What is going on? How you doing?

我状态很棒，特别期待我们这次对话。

I'm doing great. I'm so excited for our conversation.

我尝试联系你大概有十个月了。有趣的是，很多我想邀请的播客嘉宾都需要些时间磨合，通常要慢慢培养关系确保真实性。所以能和你对话我超级兴奋。第一个问题：你喜欢嘻哈音乐吗？

I've been trying to get connected with you for, I think it's ten months. And it's funny though, because a lot of my guests that I'm seeking to have on the podcast just takes a little bit of time. And then usually it's like growing the relationship and just making sure it's legit. So I'm super excited to like have this conversation with you. First question I got is, do you like hip hop?

当然，我超爱。

Yeah. I love it.

你曾运营过名为'Sorority of Hip Hop'的博客网站，为什么选择嘻哈？

Yeah. You had a blog site, Sorority of Hip Hop. Why hip hop?

我职业生涯始于纽约Hot97电台实习，那是全美第一的嘻哈与R&B电台。Funkmasterflex在那里，Angie Martinez也是从那里起步的。18、19岁时我就是Angie Martinez的助理。

Well, I started my career interning at Hot ninety seven in New York, which is the number one hip hop and R and B station. That's where Funkmasterflex is. That's where Angie Martinez started out of. And that's really how I started my career at 18, 19 years old. I was Angie Martinez's assistant.

可以说我是在电台长大的。我协助她运作节目，相当于副制片人。晚上我会主持派对和说唱演出，靠卖演出票和主持活动赚钱，后来才创办了这个博客。

And I feel like I grew up at the station. And so I would basically help her run her show. I was essentially her associate producer. And I would host parties at night, host rap showcases, and make my money selling rap showcase tickets and hosting those events. And then I started this blog.

从19岁到27岁，我的世界全是嘻哈。我的第一任长期男友——差点成为丈夫的Harry Fraud，是位知名嘻哈制作人，我们在一起十一年。虽然没结婚，但形影不离，所以我的世界就是嘻哈。

And so my world was hip hop from, like, 19 to 27. My first serious boyfriend who was almost basically, my husband, I I was with him for eleven years, was Harry Fraud, who's a huge hip hop producer. I avoided my first divorce. We never got married, but we were inseparable for eleven years. So, like, my world was hip hop.

我曾是歌手，唱的歌不算纯嘻哈，但带有嘻哈元素，更偏流行。音乐始终是我生命的重要部分，至今仍热爱嘻哈。最近还买了辆粉红色保时捷庆祝成功。

I was a singer. I used to sing songs. I wouldn't say it was hip hop, but I I had elements of hip hop in it, more pop. But, yeah, music has been a huge part of my life, and I love hip hop till this day. I just celebrated my success and bought myself a hot pink Porsche.

知道我在保时捷里放什么音乐吗？当然是嘻哈。

And what am I bumping in my Porsche? It's hip hop music.

不错。对你来说，嘻哈界的GOAT是谁？

Nice. Who's the GOAT in hip hop for you?

我喜欢紧跟当下潮流。你知道的，我通常只喜欢最棒的舞蹈和嘻哈音乐。所以现在，我真的很喜欢肯德里克·拉马尔，也很喜欢SZA。卡迪·B也挺酷的，不过现在可能没那么喜欢了。

I like to stay up with what's hot now. You know, I tend to just like the best dance y hip hop music. So right now, really like Kendrick Lamar. I really like SZA. You know, Cardi B is pretty cool, but, like, maybe not so much anymore.

但是，我还是喜欢

But, like, I still like

某种氛围。

some vibe.

氛围。没错。他最近确实没推出什么很棒的新作品。但我会说肯德里克·拉马尔和SZA是目前我最喜欢的两位。

Vibe. Yeah. He hasn't really come out with anything great that's been new lately. But I would say Kendrick Lamar and SZA are my top two right now.

是啊。他在超级碗的表演简直太不可思议了。我曾经是一名嘻哈艺人，有十一年的经历。这就是为什么我觉得这特别有趣。曾经一年要演出一百场左右，为很多大牌艺人开场。

Yeah. That Super Bowl performance by him was absolutely incredible. So I was a former hip hop artist for eleven years of my life. That's why I found that really interesting. Open up for a lot of major acts, doing like a 100 shows a year at one point.

后来我的声带撕裂了。

So I tore my vocal cords.

哦，哇。

Oh, wow.

你会把过去的音乐背景融入到你现在做的事情中吗？

And do you mold any of that past music background into what you're doing today?

我觉得我学到的很多技能都是可以迁移的。所以我经常讲技能叠加这个概念。比如在Hot 97电台时，我学会了所有关于音频制作的东西，对吧？我操作调音台，实时剪辑音频。

I would say a lot of the skills that I learned are transferable. So I always talk about this concept of skill stacking. And for example, when I was at Hot ninety seven, I learned everything about audio production, right? I was running the dilett boards. I was editing things live.

我不得不迅速学会音频剪辑。尽管不是由我来回答问题，但我必须学习如何做调研和撰写提问。我甚至还在直播中朗读广告。如今，我通过赞助获得收入的主要方式就是朗读广告。从18岁起，我就开始做这件事了。

I had to learn how to audio edit really quickly. I had to learn how to do research and write questions even though I wasn't the one answering the questions. I was even reading commercials on air. Now, a huge part of the way that I make money with sponsorships is I read commercials. I've been reading commercials since I was 18 years old.

在Hot 97电台时，他们就让我播报广告。这些技能很多都转化应用到了我现在的工作中。快进到博客时代，我运营这个活动策划类博客有两三年时间。

At Hot ninety seven, they had me reading commercials. So a lot of those skills are transferable to what I do now. Fast forward to the blog era. I was running this blog for two, three years. It was an event business.

我同时还兼职做电台节目。《年轻且盈利》其实是我的第五档节目。在开始这个播客之前，我已经主持过许多不同类型的音乐网络电台节目。因此我学会了更多节目推广技巧，也掌握了SEO优化。

I also had radio shows on the side. Young and profiting is actually my fifth show. I had many different music related online radio shows before I even started this podcast. And so I learned more about promoting a show. I learned about SEO.

我自学了平面设计，因为当时没钱请人，只能自己搭建网站。那段时间我还学会了团队招募和激励技巧，曾动员超过50名女孩免费为我的博客供稿。

I learned about graphic design because I had to build this website by myself. I didn't have money to hire it. Yeah. I learned about recruiting teams and motivating teams. I recruited over 50 girls to blog for me for free during this time period.

我钻研Twitter玩法，由此掌握了社交媒体运营。那时大约是2012年，社交媒体刚兴起，在'网红'这个概念出现前，我就摸透了社交平台的底层运营逻辑。当时根本没有网红这个概念，于是我通过组织50名、甚至100名女孩同时发布相同内容来制造影响力——因为那时没人能达到这种规模。

I hacked Twitter, so I learned about social media. This was like twenty twelve ish. Social media was just starting, so I had a lot of fundamental principles of how to hack a social media platform even before the term influencer was created. There was no such thing as influencers. And so I created our influence by having 50 girls, a 100 girls at a time tweeting the same thing because nobody had reached.

当年拥有5000粉丝就算大V了。我通过整合我们的影响力成为了初代网红。现在人们熟知的是我在创业、创作者经济领域的成就，以及我在LinkedIn和商界的知名度。相比早期专注音乐和活动的品牌定位，现在完全转向了商业领域，但底层能力始终如一。

If you had 5,000 followers, you had a big following back then. So I used our combined reach to become influencers. Right now, I'm really known for entrepreneurship and creator entrepreneurship and being popular on LinkedIn and business. And I've totally did a three sixty in terms of my brand before I was more of music, events, and now I'm more business. But the skills underpinning everything are the same.

我写过一本《改变你的圈子，改变你的人生》。感觉你特别擅长拓展人脉，能邀请到这么多有影响力的人物上节目，持续扩大个人品牌影响力。你是通过哪些步骤结识这些大人物的？如何实现圈层突破？

So I wrote a book called Change Your Circle, Change Your Life. I feel like you have this beautiful ability to be able to change your circle and meet these influential people to be on your podcast and continually grow your personal brand. What are the steps that you take to get introductions to these influential people and how do you change your circle?

我们的嘉宾邀约策略始终未变：海量触达但不降低标准。刚开始做播客时，我就坚持只邀请顶尖嘉宾——不要非专业人士，比如从未出过书的人。他们不必是巨星，但必须是所在领域公认的权威意见领袖。

Our strategy for guest outreach has always been the same. It's a volume game and we just don't lower our standards. So essentially, when I first started this podcast, I always had big guests on the show because I said I didn't want anybody who wasn't an expert. I didn't want anybody who have never written a book, for example. They don't have be a huge celebrity, but I want them to be a well known person in their field, a thought leader.

起步时我列了100人的目标名单，全部发出邀请。最初只有两人接受：我梦寐以求的Dory Clark，还有《电灯开关》的作者Jack Schafer博士。

And so from the start, I made a list of a 100 people that I wanted, and we reached out to all of a 100. And at first, two people said yes. Dory Clark was somebody that I wanted. And then the author of The Light Switch, Doctor. Jack Schafer.

这两位是我的开播首期嘉宾。借助他们的背书，我很快又邀到了Chris Voss、Stephen Kotler等业界权威人士。这就是个用已得资源撬动目标资源的量变游戏。

Those were my two first guests on the podcast. Leveraging them, I got Chris Voss. I got Stephen Kotler. I got all these other people that I interviewed right away when I first started my podcast who are really reputable people. And it's because I leveraged the names that I got to get the names that I wanted and it was just a volume game.

对吧？然后我们就顺着名单继续邀约。像加里·维这样的人，我花了五年时间才请到播客上。但随着你影响力增大，有了更多社交背书、更多评价、更高可信度，事情会越来越容易。邀请心仪嘉宾上节目会变得越来越轻松。

Right? Then we just kept going out the list. And there's some people like Gary Vee, took me five years to get on the podcast. But that's easier as you have a bigger influence, you have more social proof, you have more reviews, you have more credibility. It gets easier and easier to get the people that you want on the show.

现在大多数时候，我只要说'让他上节目吧'，三周后人就来了。现在基本是这样运作的。不过还有更大目标——比如想请埃隆·马斯克，那得费很大功夫。我们得给他团队发20、30封邮件。

Nowadays, most of the time, I can just be like, let's get him on the show, and then three weeks later, he's on the show. Now it's more of that. But there's bigger targets. Like, if I wanted Elon Musk on the show, that's gonna take a lot of effort. We're gonna have to email his team 20 times, 30 times.

其实不需要我亲自见面接触。关键在于我的社交背书，以及作为播客主不断增长的知名度和可信度，让自己成为他们节目清单上不可或缺的人选。

And it's not really me meeting people in person. It's really just about my social proof and growing my presence and credibility as a podcaster and becoming known as a podcaster that they need to have in their rotation.

所以我听到的核心是品牌定位。如何定位你的品牌，确保社交背书到位。这样当你海量发送邮件获得机会时，对方调研你的身份、品牌和合作对象时会发现'哦，已经验证过了，我们必须行动'。

So brand positioning is what I got from that. How you position your brand, making sure the social proof is there. So once you do get the opportunities, because you're sending off so many emails, they take a look into you, who you are, your brand and people that you've been associated with. And they're like, Oh yeah, It's already proven. We gotta do something.

说说我是怎么请到马修·麦康纳的。那是四年前，我还没现在这么有名，但已经在教育类播客排行榜上有名次了。

I'll tell you how I got Matthew McConaughey. This was four years ago. So I wasn't even as big as I am now. But I was ranking on the charts already. I was ranking in the education category.

我发现他上了某个女孩的节目——因为我精通播客圈，知道她根本没听众。她是领英网红，但播客不火。于是我向他展示：她在榜单这个位置，而我比她高30名还是100名记不清了。我说'看到你上了她的节目'。

And I saw that he went on some girl show that I know for a because I know everything about podcasts, that she has no audience. She's the LinkedIn influencer, but her podcast is not popular. So then I showed him she's ranking here and I'm ranking 30 above her or what or even like a 100 above her. I don't remember what it was, Where she was and where I was on the charts. And I was like, I saw you went on this girl's show.

你应该来我的节目，我的粉丝数是她的订阅者20倍。然后他就来了。懂吗？这就是既要敢拼又要主动。

You should come on my show. I have 20 times more followers than her subscribers. And then he came on my show, you know? Yeah. It's also being scrappy and being proactive.

如果有人要出新书，他们更可能接受播客邀请。所以在时机选择上也要讲究策略。

If somebody has a book coming out, they're more likely to be going on podcasts. So you wanna also be strategic timing wise.

我知道你特别擅长担任公司品牌代言人，经营播客，但你其实热爱销售。是什么让你如此热爱销售？是成长环境使然？还是天生就有这种倾向，想要剖析学习一切？为什么销售对你如此有吸引力？

And I know that you're amazing at being the brand voice of your company, growing your podcast, but you really love sales. What made you love sales so much? The way you were raised? Did you just have this affinity to it where you just wanted to pick it apart and learn everything about it? Why is sales such a love for you?

我觉得自己做销售很久了。从小就是创业者，总在卖手链、卖画作，指挥表兄弟姐妹制作商品，在学校组织同学不摆柠檬水摊而是冰沙摊。我总在策划赚钱的门路，这让我特别兴奋。所以不仅是销售，包括设计报价、创业这些事，对我来说都非常自然。

I think I've been doing sales for a long time. I've been an entrepreneur since I was a little girl. I was always the one who would be like selling bracelets or selling artwork, putting my cousins to work to, like, make stuff that I could sell, recruiting people at school to not just create like a lemonade stand, but a slushie stand. I was always the one coming up with schemes to make up money, and it was just really exciting to me. So not only just selling, but making offers and just being an entrepreneur in general is something that is really natural for me.

你知道吗？对我来说，销售就是人类行为。而人类行为对我来说实在太有趣了。你如何影响人们做决定？是什么促使人们购买？

And you know what? Sales to me is human behavior. And human behavior is just so interesting to me. How do you influence people to make decisions? What gets people to buy?

最终是为了帮助他人，因为我只销售我认为真正能帮到别人的东西。比如，如果我能帮助某人赚更多钱，或建立个人品牌。那种感觉也非常棒。所以我热爱销售。我觉得这是你能拥有的最有趣的职业或技能之一，尤其对创业者而言。

And ultimately helping people because I only sell what I think will really help somebody. And so if I can help someone make more money, for example, or build their personal brand. That feels really good as well. So I just love sales. I feel like it's one of the most interesting professions that you can have or skills that you can have, especially for entrepreneurs.

这是你能拥有的最有价值的技能之一。

It's one of the most valuable skills that you can have.

哦，没错，百分之百同意。就团队的可扩展性和建立正确文化以实现目标而言，这有多重要？因为即使是这个播客，为了对所有听众和观众透明，她的团队太棒了。响应迅速，一切都有条不紊。

Oh, yeah. 100%. How important is it as far as for the scalability and to build the right culture within your team to get to where you're going? Because even for this podcast, just in transparency for everybody listening and watching, her team is awesome. Responsive, everything is outlined.

我能看出有一套系统。不是临时凑合，比如‘随便安排她上节目’之类的。那么建立你公司里那种文化，以及让系统可持续运转有多重要？

I can tell there's a system. It's not ad hoc and like, yeah, let's just get her on, blah, blah, blah. So how important is it building that culture that you've built in your company and also how you built the systems to make it sustainable?

我们公司现在是多元化的，对吧？我把业务看作三部分。首先是社交媒体和播客代理，这是我创办的第一家公司。其次是我的播客网络，我为35档其他节目做增长和变现，比如詹娜·库彻、拉塞尔·布朗森、艾米·波特菲尔德和洛里·哈特的节目。

Our company is multifaceted now, right? So I kind of think of my business as three businesses. I have my social media and podcast agency, which is the first company that I started. I have my podcast network where I grow and monetize 35 other shows. People like Jenna Kutcher and Russell Brunson and Amy Porterfield and Lori Harter.

我的主要职责是帮他们拉赞助。然后是我的个人品牌部分——我的播客、社交账号、课程、智囊团、活动、演讲等等。

I'm responsible to get them all their sponsorships. That's my main focus. And then I have my brand. So I have my personal brand, my podcast, my social channels, my courses, my mastermind, my events, my speaking. Right?

所以我的品牌可能最终会出书之类的。实际上我有三项业务，60名员工跨这些业务工作。还有个慈善项目就不展开说了。总之业务很多，但各有不同流程。

So then I have my brand, maybe eventually a book, whatever it is. So I really have three businesses, and I have 60 people that work across all of these businesses. And I have a charity project, which we don't even need to get into that. But like, too many things. But I've got these three businesses, and they all have different processes.

我认为关键是我从不单打独斗。我总有团队支持，也不怕寻求帮助。即便是资历不深的人，我也愿意接受协助。比如这个播客，到第二期时就有10个志愿者——他们是在LinkedIn上找到我的粉丝。

And I think the main thing is that I don't try to do it alone and I've never tried to do it alone. I always have a team and I'm not the type of person that is scared of asking for help. And even getting people on board who are not extremely senior, and I'm willing to take help no matter what. For example, with this podcast, by episode two, I had 10 people, volunteers. They were fans that found me on LinkedIn who worked for me.

第二期时就有10人免费为我工作。这些粉丝我教会他们视频剪辑、建网站、管理LinkedIn，然后把他们都拉进Slack协作。

I had 10 people by episode two who worked for me on the podcast, and they worked for free. And they were just folks that were fans that I was like, okay, I'll teach you how to video edit. I'll teach you how to build my website. I'll teach you how to manage my LinkedIn. I put them all in Slack.

我每周都会和他们见面。基本上我会培训他们。他们从中获得的是我传授的技能。我们被一个使命驱动着。那时，没有人拿工资。

I would meet with them weekly. And I basically would train them. And what they got out of it is that I would teach them skills. We were motivated behind a mission. At this point, nobody was getting paid.

我工作最拼命。所以他们只是被我工作的努力程度所激励。他们只是想向我学习并成为团队的一部分。对吧？现在快进五六年，这些人成了经理。

I was working the hardest. So they were just motivated by how hard I was working. And they just wanted to learn from me and be a part of the team. Right? Now fast forward five, six years later, these people are managers.

这些人拥有股权。这些人他们

These people have equity. These people They're

还和你在一起吗？

still with you?

很多人还在。是的。哦，哇。凯特是我的社交媒体副总裁兼商业伙伴之一。她将拥有公司5%的股份。

A lot of them. Yeah. Oh, wow. Kate is my VP of social and one of my business partners. She's gonna have 5% of the business.

她负责我整个社交媒体代理业务。从一开始，我身边就总有人跟着我学习。所以现在我能把人员安排到位，负责我业务的整个板块。凯特全权负责这块。她手下有40个人。

She runs my whole social agency. From the start, I always had people around me that were shadowing me. So now I've been able to put people in place, one whole part of my business. Kate runs the whole thing. She's got 40 people under her.

现在我只和她对接，不再直接面对那40人。她是从零开始跟着我的。我为社交媒体播客代理建立了所有系统。入职流程怎么运作？具体步骤是什么？

And I interface with her, not the 40 people anymore. So she was with me from the ground up. I created all the systems for the social media podcast agency. How does the onboarding work? What is that process?

内容发布如何运作？所有发布内容的审核流程怎样？团队会议如何开展？我们多久和团队开一次会？如何设定KPI？我们如何进行创新？

How does the posting work and the review process for all the posting work? How does it work in terms of team meetings? And how often do we meet with our team? And how do we have KPIs? And how do we innovate?

所有这些系统都由我建立。现在由她来运营。她是个非常优秀的经理。我不会说我现在还是个优秀经理——因为我没有足够时间当好经理。我的时间只够管理团队里的经理们，而不是所有人。

And all these systems I've put it in place. Now she's running it. She's a really great manager. I wouldn't say I'm anymore I'm not a great manager because I don't have enough time to be a great manager. I only have enough time to be a great manager to the managers on my team, not everybody.

对吧？她是一个例子。还有杰森，我的另一位商业伙伴，负责制作部门并协助我管理网络，他提供的是另一种类型的支持——不是作为实习生跟着我直到成为我的得力助手那种。他原本有自己的公司。是通过收购加入的。

Right? So she's one example. Then Jason, who is my other business partner who runs my production side of the house and helps me with the network, he's a different type of support that I received that is not somebody who was an intern under me and shadowed me until they became my right hand. He had his own company. He was an acquisition hire.

所以他拥有自己的制作公司。他在播客上听到我的节目后，就联系我说，嘿，哈拉。你在应用媒体上做的事情太棒了。我真的觉得我可以帮你提升制作水平。我自己有一支制作团队。

So he had his own production agency. He heard me on a podcast, and he was like, hey, Hala. What are doing with the app media is awesome. I really think I can help you level up your production. I have my own production team.

于是我聘请他担任我的执行制片人。他放弃了一些客户。最终他表现出色，我就说，我的公司比你的事业发展得更好。关掉你的公司，直接来管理我的制作团队吧。现在他帮我建立了人脉网络。

So I brought him on as my executive producer. He let go of some clients. And then eventually, he did such a great job that I was like, my company is doing way better than yours. Shut down your company and just come run my production team. Now he's helped me build my network.

他现在是我的首席运营官，也是首席财务官。未来很可能成为首席执行官，因为如果我想把事业推向更高层次，不可能永远担任CEO。我更像是公司的愿景规划者、首席营销官，就像Gary Vee在他公司的角色。明白吗？

He's my COO. He's my CFO. He's probably going to be the CEO one day because if I really want to take things to the next level, I can't be CEO forever. You know, I'm more of like the visionary, the CMO, the face like Gary Vee of his company. Right?

我不可能认为自己能包办一切。这根本不现实。所以我让他担任这个职位，他完全胜任且表现出色。关键是要清楚自己的短板——比如我不擅长财务。

I can't think that I can do everything. It's not possible. So I put him in that position and he's able to run with it and he's doing an excellent job. And so it's about knowing the things that you lack. Like, I'm not great at finances.

我在销售和报价方面很在行。让我专注销售和报价，专注销售、营销和报价，其他所有事情都找最专业的人来做。最后我想说，我们不排斥国际人才。虽然美国员工比例原本更高，但现在越来越少了。

I'm amazing at sales and offers. Let me focus on the sales and the offers. Let me focus on the sales, marketing, and the offers, and let me just get the best possible help for everything else. The last thing I'll say is that we're not afraid of international talent. I've got about only probably, I had more US, but we keep getting less and less US hires.

目前可能只有11名美国员工，包括我和Yap Media的合伙人Kate、Jason，以及其他少数几位。我们大量引进海外人才，发现他们更优秀。比如在尼日利亚有约10名员工，那里是我们重点人才市场——他们聪明忠诚，能配合美国工作时间，取得了惊人成就。

We probably only have 11 US hires, including me and Kate and Jason who are the business partners of Yap Media, and maybe a handful of other US folks. And we're heavily invested in arbitraging talent overseas, and we find that they're better talent. So we maybe have 10 employees in Nigeria, which is like a huge focus of ours is getting Nigerian talent because they're so smart. They're so loyal. They can work US hours, and we've seen incredible success with them.

印度、菲律宾，甚至阿尔及利亚等地都有我们的人才。这种国际化策略让我们比多数同行更盈利。因为团队更有冲劲、更机敏，企业文化也更健康——员工对公司充满感恩之心。

India, Philippines, we even got Algeria and things like that. So we are really focused on international talent, and that is helping us because we're more profitable than a lot of the other networks and social agencies. Right. Because we're focused on US talent and our team is happier, they're hungrier, they're more resourceful. We just have a better culture because people are more thankful for their job at our company.

Yap Media有着很棒的企业文化。不知道你是否想让我深入探讨某些方面？

We've got an awesome culture at Yap Media. I don't know if you want me to go deeper on certain things.

不用了，说实话你回答得很完美。不过我想强调一点：你提到自己可能不是最优秀的管理者，但你的领导方式——即便最初只有10名志愿者，也能让他们看到愿景，他们因为相信你和这个愿景而坚持至今，这太不可思议了。

No, I mean, honestly, you answered that perfectly. I do want to highlight one thing, though. You had mentioned that you're maybe not the best manager, but your weight on how you lead. So even having volunteers, 10 volunteers in the beginning, but to give them the vision of where this is going to go, they believed in you and the vision enough to volunteer and to still be there is crazy. That's only for a little.

我简直想问：他们真的还在？

I'm like, they're still there?

并非所有人，但有两年的时间里大约有20人为我免费工作。我想说其中大约八人至今仍与我们在一起。而那些最投入的人依然留在这里。

Not everyone, but there was about 20 people for two years who worked for free for me. And I would say about eight of them are still with us. And it was the most engaging ones are still there.

哇。所以你真的懂得如何描绘愿景，让人们真正看清这件事的发展方向？

Wow. So you really know how to cast a vision for people to really see where is this thing is gonna go?

刚开始时他们问我：你想象中会怎样？我们会成为头号播客网络。我当时没说自我提升领域，思路没那么清晰。但我坚信我们会成为最大的播客网络。

When I first started it, they were like, what do you imagine? We're gonna be the number one podcast network. I didn't say self improvement. I didn't think that clearly. But I was like, we're gonna be the biggest podcast network.

这太疯狂了。这对所有听众也是个很好的启示——你不必总是就地招聘。即使在Forever Media，我们的人才也遍布各地。曾经有段时间我手下15个人全都在同一个办公室办公。

That is crazy. And this is good too for everybody listening. You don't have to always hire where you're at. Even at Forever Media, we have talent all over the place too. And there was a time when I had 15 people that everybody was in house, same place.

但我很快意识到还有其他招聘方式。你未必需要人们都在豪华办公室里办公。完全可以从各地招募优秀人才。这些绝对是给大家的宝贵经验。

And I quickly learned, hey, there's other ways to hire. You don't necessarily need to have people right there in the big fancy office and all that stuff. You can have great talent from all over the place. So that's definitely some golden nuggets for people.

没错，Bam。想象这个场景：你公司的关键人物突然离职，你只有几周时间填补这个职位，根本没时间浪费。

Yeah, Bam. Picture this. Somebody who is crucial to your business unexpectedly quits. You've got just a couple weeks to fill that position. You've got no time to waste.

那怎么快速招聘？很简单——用Indeed就行。说到招聘，Indeed就是你所需的一切。不必在其他求职网站苦苦挣扎，Indeed的赞助职位功能让你脱颖而出，更快招到人。

So what do you do to hire fast? Well, that's easy. You've gotta use Indeed. When it comes to hiring, Indeed is all you need. Stop struggling to get seen on other job sites because Indeed's sponsored jobs feature helps you stand out and hire faster.

具体运作方式是：你的招聘信息会置顶显示给相关求职者，让你更快触达对的人。数据说明一切——Indeed数据显示，直接发布在Indeed的赞助职位比非赞助职位多收到45%的申请。没有月费，没有长期合约。

So here's how it works. Your post jumps to the top of the page for relevant candidates, so you reach the right people quicker. And the results speak for themselves. According to Indeed data, sponsored jobs posted directly on Indeed receive 45% more applications than non sponsored jobs. No more monthly subscriptions, no long term contracts.

用Indeed只需为结果付费。我最爱Indeed的是它消除了所有猜测。在使用Indeed优化招聘流程前，我要在多个求职网站发帖，要在社交媒体发布，还要筛选无数简历确认候选人资质。

You only pay for results with Indeed. And what I love about Indeed is how it removes all the guesswork. Before I started using Indeed to optimize my hiring process, I would post on multiple job sites. I would post on social media. I would have to sort through all of these resumes to make sure the candidate was qualified.

但现在有了Indeed赞助职位功能，我收到的全是合格候选人，不用操心他们的技术能力，只需考虑文化契合度。更棒的是速度——就在我和你说话的这一分钟里，全球通过Indeed完成了23次招聘。这就是它的高效。

But now with Indeed sponsored job feature, I get all qualified candidates and I don't need to worry about if they've got the technical capabilities. I just need to worry about culture fit. And get this, it works fast. In the minute I've been talking to you, 23 hires were made on Indeed worldwide. That's how fast it works.

无需再等待。立即通过Indeed加速您的招聘流程，本节目听众可获得75美元赞助职位信用，让您的职位在indeed.com/profiting获得更多曝光。现在就访问indeed.com/profiting，并告知我们您是通过本播客了解到Indeed的，以此支持我们的节目。网址indeed.com/profiting。适用条款与条件。

There's no need to wait any longer. Speed up your hiring right now with Indeed, and listeners of this show will get a $75 sponsored job credit to get your jobs more visibility at indeed.com/profiting. Just go to indeed.com/profiting right now and support our show by saying you heard about Indeed on this podcast. Indeed.com/profiting. Terms and conditions apply.

招聘，Indeed就是您所需的一切。各位听众，我最近听到一个让我深思的数据：近半数美国成年人表示，如果失去主要收入来源，他们将在六个月内陷入财务困境。如果您正想着‘这可能是我或我的家庭’，您并不孤单。但好消息是，今天您就可以采取行动。

Hiring, Indeed, is all you need. Yap gang, I recently heard a stat that really made me pause. Nearly half of American adults say they'd face financial hardship within six months if they lost their primary income earner. If you're thinking, well, that could be me or that could be my family, you're not alone. But the good news is that you can do something about it today.

这就是为什么我很高兴向您推荐Policygenius。作为全美领先的在线保险市场，Policygenius让购买人寿保险变得异常简单。您可以在几分钟内比较顶级保险公司的报价，找到符合需求和预算的保单。我喜欢他们消除流程压力的方式——持牌顾问会全程指导您。

That's why I'm excited to share Policygenius with you. Policygenius is the country's leading online insurance marketplace, and they make getting life insurance ridiculously easy. You can compare quotes from top insurers in minutes and find a policy that fits your needs and your budget. I love the way they take the stress out of the process. Their licensed agents guide you every step of the way.

他们解答您的疑问，处理文书工作，并为您争取权益。我强烈推荐通过Policygenius购买人寿保险。更重要的是——这非常关键——

They answer your questions. They handle your paperwork. And they also advocate for you. I highly recommend using Policygenius to find your life insurance. And get this, this is huge.

通过Policygenius，您能找到年费仅276美元、保额高达100万美元的人寿保险。只需每年276美元，就能为家人提供100万美元的保障。这是保护所爱之人并安心规划未来的简单方式。立即访问policygenius.com/profiting，免费比较顶级公司的寿险报价，查看能节省多少开支。

With Policygenius, you can find life insurance policies starting at just $276 a year for $1,000,000 in coverage. Dollars 1,000,000 in coverage for your family for just $276 a year. This is an easy way to protect the people that you love and feel good about your future. Secure your family's future with Policygenius. Head to policygenius.com/profiting to compare free life insurance quotes from top companies and see how much you can save.

网址policygenius.com/profiting。年轻的创富者们，经营自己的企业是我做过最有成就感也最具挑战性的事。总有新问题要解决，连小决策都显得重大。真正帮助我的是找到一个真正懂行的平台——

That's policygenius.com/profiting. Hello, young and profiters. Running my own business has been one of the most rewarding and overwhelming things I've ever done. There's always something to figure out, and even small decisions can feel huge. Now, what really helped me was finding a platform that just gets it.

Shopify不仅为小企业而生，它本身就曾是小企业，所以真正理解需求。Shopify服务全球数百万企业，支撑美国10%的电商交易，从Gymshark、美泰等大牌到像您这样刚起步的品牌。通过Shopify，您可以在一个平台处理业务核心——库存、支付、数据分析，甚至通过内置工具简化邮件和社交媒体营销。

Shopify isn't just built for small businesses. Shopify was once a small business, so they really get it. Shopify powers millions of businesses worldwide and 10% of all US e commerce, from big names like Gymshark and Mattel to brands just starting out like maybe yours. With Shopify, you can do everything that matters for your business, inventory, payments, analytics, all in one place. It even makes marketing easier with built in tools to run your email and social media campaigns.

若想全球销售，Shopify助您触达150国客户；若侧重线下，其获奖POS系统能无缝整合线上线下销售。Shopify拥有99.99%的运行时间和全球最高转化率的结账系统。若您想借助Shopify确保不错过任何销售，务必把握这个优惠：以1美元/月的试用价立即开始销售，请访问shopify.com/profiting（全小写）。

If you guys want to sell globally, Shopify helps you reach customers in 150 countries. If you prefer in person, Shopify's award winning POS system connects your online and offline sales seamlessly. Shopify's got 99.99% uptime and the best converting checkout on the planet. If you want to get started with Shopify so you never miss a sale, you've got to get this deal. Get all the big stuff for your small business right with Shopify.

重申一次：访问shopify.com/profiting即可开启1美元/月试用期。

Sign up for your $1 per month trial period and start selling today at shopify.com/profiting.profiting. That's all lowercase. Go to shopify.com/profiting. Again, that's shopify.com/profiting for your $1 per month trial period.

在您发展壮大的过程中，第一个实际雇佣的员工是谁？您之前有10名志愿者，那第一位正式聘用的人选是？

As you're growing and scaling, who was your first actual hire then? So you had 10 volunteers. Who was the first person you hired?

她叫肯尼迪，现在已经不在公司工作了。其实有个有趣的故事，我在辞去Yeah的全职工作之前，就已经完成了第一次全职招聘。哇，我最初是把Yap Media当作副业创立的。

Her name was Kennedy. She doesn't work at the company anymore. Actually, a funny story is that I had my first full time hire before I quit my full time job at Yeah. Wow. I started this company as a side hustle, Yap Media.

两年前我创办了这个播客，随后又成立了社交媒体代理机构，业务立刻起飞。我们的第二位客户是个亿万富翁，每月付给我们3万美元。

So I started the podcast two years. Then I started my social media agency and that took off right away. Our second client was a billionaire who paid us $30,000 a month.

这是运气吗？还是说有点运气加努力，再加上...

Was that luck? Was that a little bit of I luck, hustle, and

嗯，确实有点运气成分。

mean, was a little bit of luck.

但我确实

But I did

后来我一次又一次地复制这种成功，比如Hintwater的CEO后来每月付给我2.7万，接着1800-GOT-JUNK的CEO也签了类似的大单。就这样连续拿下三个大客户后，我突然意识到——天啊，我每月能赚10万美元了，可居然还在迪士尼上班。

it again and again and again where I got, like, the CEO of Hintwater then paid me 27 k a month, and then the CEO of one eight hundred got junk, similar, like, big sized deal. Right? So I got, like, three big ones in a row. Then suddenly, was like, damn. I'm making, like, a $100 a month, and I'm still working at Disney.

当时公司全靠实习生和菲律宾团队运作。后来我想，既然开始赚钱了，在签下第一个大客户后，我就立刻聘用了肯尼迪作为全职社交媒体经理。我的商业合伙人凯特当时还在全职工作。

And I'm running this off interns and people from The Philippines. Then I was like, okay. Like, we're making money. As soon as I got the first one, I hired Kennedy as the full time social media manager. Kate was still working at her full time job, who's one of my business partners.

接着我聘用了她。我甚至不记得自己是什么时候正式成为公司员工的，时间线都记不清了。

Then I hired her next. I don't even know when I officially became an employee. I don't remember the timeline of that.

你提到2020年是公司真正爆发的一年，你觉得是什么转折点让人们主动找上门来的？

And you said 2020 is when it really boomed for your company. What do you feel like was that turning point of people reaching out?

多年来节目结束时总有人问我。我最先在LinkedIn上积累了影响力，从开始做播客起六个月内就成了顶级LinkedIn影响者。大约一年半后，也就是做播客两年时，我的播客影响力变得更大了。

Everybody was asking me at the end of my show for years. So I had grown LinkedIn first. So I was a LinkedIn influencer from the start. Within six months of starting my podcast, I was one of the top LinkedIn influencers. I would say about a year and a half later, two years into podcasting, I became a bigger podcaster.

我在Castbox上走红了，成为领英上最知名的播客主之一。我总是把内容发布在领英上，但在Instagram或YouTube等其他平台上还不太出名。那时我真的是领英上最大的播客主。

I got popular on Castbox. I became known as one of the top podcasters on LinkedIn. I would always post my content on LinkedIn. I still wasn't that big on Instagram or YouTube or any other channels. It was really just a biggest podcaster on LinkedIn.

我在一些应用上也很受欢迎，后来在播客领域也火了。大家总问我：你是怎么发展播客的？怎么壮大领英频道的？其实秘诀在于我节目邀请的嘉宾——就像我说过的，他们都是非常成功、极具影响力的作家和企业家。

And I had some apps that I was popular on and I became popular on podcasts. Well, everybody used to always ask me, how did you grow your podcast? How did you grow this LinkedIn channel? And it would be the guests that would come on my show. And all the guests, like I told you guys already, they were all successful, really popular authors, entrepreneurs.

我的嘉宾阵容从不掉价，明白吗？这些嘉宾都身价不菲，他们总在节目尾声问我：你是怎么做到的？怎么经营领英的？怎么运作播客的？

I never had crappy guests. Right? So the guests came on and they all had a lot of money and they would always ask me at the end of my show, how did you do this? How did you grow your LinkedIn? How'd you do your podcast?

能帮我做这个吗？那时候播客还算新鲜事物，没有成千上万的播客机构，社交媒体机构倒是有，但专注领英的可能不多。而我的成绩确实很出色。

Can you do this for me? And podcasting and stuff was still like pretty new. There wasn't a million podcast agencies. There were definitely social media agencies, but maybe not so many LinkedIn ones. And I was doing such a great job.

部分原因是我有专业团队——20个人为我工作。所以我们能产出最精良的视频、最优质的内容，专业度无可挑剔。

And part of it was because I had this machine. I had 20 people working for me. So we had the best videos. We had the best content. We were so professional.

你们对接的嘉宾联络团队，就是当年运营我的原班人马。所以他们才这么训练有素，这么出色。嘉宾们因此获得了绝佳体验。

The team that you liaisoned with for guest outreach, same team that was running me back then. Right? So that's why they're so polished. They're so awesome. And so they just had such a great experience.

我总是推辞说：抱歉，这只是业余爱好。我在迪士尼有高薪全职工作，做这个纯粹为了乐趣。

And I would always say, oh, sorry, this is just a hobby. I have a full time job at Disney. I get paid a lot. This is just for fun. This is just a hobby.

虽然我说过想建立播客网络，但内心并不当真。我觉得这只是抒发热情的爱好，没打算深入发展。我以为自己会永远待在职场——毕竟之前博客创业失败的经历让我耿耿于怀。

Because even though I said I wanted to be a podcast network, I truly didn't believe it. In my heart, I was like, this is just a hobby. This is for me to get my passion out. I wasn't ready really to do anything else with it, and I just thought I was gonna be in corporate forever. I was already sort of a failed entrepreneur with the blog, and I had a lot of holding on to like that failure.

我不确定自己能否再次创业，前路尚未明晰。直到疫情爆发，我突然有了大把时间。

Like, I don't know if I can really become an entrepreneur again. I didn't know what the path was yet. Didn't really see the path clearly. So then when COVID hit, I ended up having a lot of time. Right?

我们开始居家办公，这些嘉宾不断向我寻求服务，直到某天——你听说过希瑟·莫纳汉吗？

We started working from home, and these guests would continue to ask me for these services until one time this have you ever heard of Heather Monahan?

是啊，名字听起来挺熟的。对。

Yeah. Name sounds familiar. Yeah.

她可是LinkedIn上的超级网红，粉丝量大概有十万左右。她一直缠着我不放，每条视频下面都留言：'嘿，Holla，你得教我怎么拍这种视频。Holla，我们得谈谈。'

She's like a huge LinkedIn influencer. She already had like maybe a 100,000 followers. She would not leave me alone. She was like, every video, Holla, you need to teach me how to do these videos. Holla, we need to talk.

她上过我的节目，总是提要求，我明确告诉她帮不了。后来我反而想拜她为师——她就是我十年后想成为的样子：知名演讲者、顶级网红。

She came on my show and she would ask and I told her, no, I can't help you. And then I wanted her to be my mentor. And I was like, okay, she's somebody who I want to be in ten years. She's the speaker. She's this huge influencer.

圈内无人不晓。于是我主动提议每周六教她视频制作，还专门在她日历上预约了固定时段。首个培训周六，我带她过流程：'这是Slack频道，这些是模板...

Everybody knows her. And so I was like, hey, I'll teach you how to do these videos on Saturdays. And so I set up all this time on her calendar every Saturday for me to like train her. The first Saturday that we met, I like took her through, okay, this is our Slack channel. These are templates.

剪辑软件要这样操作...'把所有流程演示完，她突然说：'我刚和Gary Vee团队通过话，想和你合作。'

This is how you do this. Is the editing software. I took her through all these processes. And she's like, I just had a call with Gary Vee's team. I want to work with you.

'我要当你第一个客户。你在迪士尼工作不开心吧？'（之前电话聊过天她知道我状态）她直接说：'你该跳出来了，我当你首位客户，怎么样？'

I want to be your first client. You hate your job at Disney because I've been talking to her on the phone and stuff. So she knew that I didn't like my job. She's like, you need to just take the leap. I want to be your first client.

我答应了。其实月薪才一千刀，远不够辞职，但开始专职为她制作视频。

What do you say? I was like, okay, cool. She didn't pay me a lot. She paid me like a thousand dollars a month. So I couldn't quit my job or something, but I started making her videos.

真不错。

So good.

后来太阳能行业增速第一的私企CEO Jason Waller邀我上播客。节目尾声他说：'看你做LinkedIn视频很专业，能帮我做吗？'

So I got on this guy, Jason Waller. He was the CEO of the fastest growing private solar company, invites me on his podcast. So I would get invited on podcasts. At the end of the show, he was like, hey. I see you do LinkedIn podcasts.

这位亿万富翁的邀约让我首次自信回应：'当然可以！我有团队专门做这个。'

Can you do this for me? This guy's a billionaire. For the first time ever, I was like, yes, I can. I was like, I have an agency. I can do this for you.

当时我连logo都没有。没有网站，公司名字也没定下来。但我特别擅长做PPT，平面设计也很拿手。

So I had no logo. I had no website. I had no name of my company. I was really good at making PowerPoints. I was really good at graphic design.

我的演讲能力也很强。于是我就做了份PPT。记得当时我和一个实习生聊过这事，他是我第一个商业伙伴Tim。然后我就说，好吧。

I was really good at presenting. So I created a PowerPoint. And I remember talking with one of my interns at the time. He was my first business partner, Tim. And And I was like, okay.

LinkedIn报价三千，Instagram三千，播客三千。结果Tim说人家可是亿万富翁，每项服务直接报一万吧。我说行。于是我整合了这份方案，充满自信地带着Tim和Jason视频会议，再次展示方案——没有网站、没有logo、什么都没有，只有我自己打造的个人品牌背书。

Let's do LinkedIn three k, Instagram three k, podcast three k. And he's like, he's a billionaire. Let's just say 10 k each service. And I was like, okay. So I put together this presentation, and I just go in with confidence, me and Tim on the call with Jason, go through the deck again, no website, no logo, no nothing, just the social proof of what I've built myself.

我讲完后说：'每月三万'。他当场就说：'成交'。我当时简直惊呆了。

And I go through it and I'm like, alright. It's thirty k months. And he's like, let's do it. And I'm like Wow. What

之后你是怎么想的？

were you thinking after that?

我们马上想到得找合同模板，处理各种手续。于是立刻上网找...

We were like, we gotta find a contract. You gotta find this, that. So we went online. We found

企业银行账户。

business bank account.

对，这些全搞定了。突然间我就得注册公司。他们成了我们第一个客户。之后就像我说的，客户接踵而至，业务飞速扩张——因为长期经营个人品牌积累了大量需求，却从未变现过。

Yeah. We did all this. Suddenly, I had to form a company. So they did it and they was our first client. And then again, I told you we got client after client after client and everything just scaled so, so quickly because I had all this built up demand from just building my brand for so long and never selling to anyone.

突然所有人都说：'天啊我要和Hala签约'。疫情爆发后，有钱人都意识到必须转线上。他们都在寻找合适人选，而我恰好被视为精通LinkedIn和播客运营的天选之子。所以我接下了所有客户，并且服务得非常好。

So suddenly everybody was like, oh, man, I wanna sign up with Hala. And COVID hit, anybody who had money knew that they had to be online. So if they weren't online, they were looking for the right person. And I was seeing, I guess, maybe as this golden child that like knew, like, how to blow up LinkedIn and podcasts. And so I got all the clients and I did a really, really great job for them too.

我为每位客户都交出了超乎预期的答卷。

I really crushed it for all of my clients.

天啊，这里头信息量太大了。当你最初想找那位网红当导师时，你是免费为她工作的对吧？那些周六的付出？

Oh my god. There's so much to unpack there. And when you were first working with the influencer that you wanted to have be a mentor, you did that for free. Right? Those Saturdays?

我完全是免费做的。我所有导师都是这么来的——先免费为人工作。乔丹·阿宾格就是这样成了我的导师。

I just totally did that for free. That's how I got all my mentors, doing free work for people. I got Jordan Arbinger to be my mentor.

这太棒了。请重放她刚才说的故事，因为首先你要向人们展示价值。很多人问我'贾马尔你怎么做到总能在不同圈子间切换，结识有影响力的人脉？'关键就在于先提供价值，不一定是金钱，有时可能是对他人有益的东西。

That's amazing. Please rewind that, that story that she just told because first, you gotta present value to people. People oftentimes, because I have this knack of being able to change my circle again and again, and to meet influential people and to be connected, then they're like, Jamar, how are you doing all this stuff? First is about providing value upfront, And it's not always money all the time. Sometimes it is, you might have something that can be beneficial to somebody else.

你的情况就是如此，但同时你也在LinkedIn上打造个人品牌，像对待客户一样经营自己。每个企业尤其是小企业都该明白这点——现在很多社交媒体代运营公司连自己的账号都惨不忍睹，却声称能帮别人做。你首先就该是自己的第一个客户，然后才能为你想要接触的人提供时间和资源。

And that was in the case of for you, but also at the same time, you are building your brand on LinkedIn and growing that and treating yourself as you are a client. And I think every business, especially small businesses need to hear that because there's a lot of social media agencies out there and I'm sure you know where I'm going with this, that their social suck. They're not good, but they're like, Oh, but I can do it for you, but why are you not doing it for yourself? You should definitely be your first client. And then the people that you want to get in front of definitely offer your time and resources to that person.

更厉害的是你当时就有底气按自己认定的合理价格收费，这很疯狂。

And then to also have confidence enough to just charge what you felt that was a good price. It's crazy.

重点来了：我虽然报价低，但完全有资格开高价，因为我有完整体系。记得吗？我有20个志愿者。希瑟当时就摇着我说'你有个公司啊笨蛋'。

Here's the thing. Like, I was lowballing, but I had every right to charge that high because I did have the systems. Remember, I had 20 volunteers. Heather's whole argument was you have a company. She was like shaking me like, you have a company, like dumbass.

明白吗？我已有很好的基础。正如你所说，我们只做那些对我有效的事。我们搞定了LinkedIn，

You know? Like, you have a company. So I had a great foundation. And to your point, we only did stuff that we already knew worked for me. We figured out LinkedIn.

就把它变成服务；我们摸透播客，就推出播客服务；我们研究赞助，就建立了赞助网络。

We started doing it as a service. We figured out podcasts. We started doing it as a service. We figured out sponsorships. We started a network.

懂吗？我们只复制已验证的成功模式。另一点是：当你建立品牌后——我当时已打造了强大品牌，这才让我能收取更高费用。最后要说的是，选择权在你手里。我选择卖给那些财力雄厚、拥有公司的客户。

Right? So it's like we only did the stuff that we knew already worked for me. And the other thing to know is that when you build a brand So I had built an awesome brand and that's what enabled me to charge higher. And then the last thing I'll say is that it is your choice who you sell to. I chose to sell to these people that were wealthy and who had their own companies and who could afford my services.

我走的是高端定制路线，服务没时间的精英客户：全包服务，事无巨细，随时电话联系。我选定了目标客户就坚持到底。有些人创业总盯着没钱的群体，这不行。

I chose a route that is more like white glove catered towards somebody who doesn't have a lot of time, all done for you, no stone unturned, you can call me on speed dial type of a relationship. Yeah. And I chose my target client and I stuck with that. Right? Sometimes people start companies and they're targeting people who have no money.

于是他们不得不把价格压得非常低，这就变成了一场恶性竞争。所以我特意选择了一个高端客户群体和高质量服务，并以此作为切入点。

Then they have to go like really low and it's just a race to the bottom. So I purposely tried to pick a really high level client with a high level service and went about it that way.

哇，这太棒了。我能专门问问LinkedIn方面吗？因为你成功建立并持续扩大了影响力。在你看来，LinkedIn有什么独门秘诀吗？是坚持发布和保持品牌高质量吗？

Oh, that's amazing. So can I ask just about LinkedIn? Because you were able to build that and continually build that. Is there a certain secret sauce to LinkedIn in your opinion? Is it just consistency and making sure that your brand is high quality?

你认为自己能在LinkedIn上快速成长的关键原因是什么？

What is it to you that for the reason why you were able to grow on LinkedIn so fast?

你说到点子上了，持之以恒确实很重要。因为你需要不断实践，找出哪些方法有效、哪些无效。我能破解LinkedIn算法的原因在于最初我每天都亲自发帖。当然现在你可以雇佣像我团队这样的专业人士。

I think you hit the nail on the head where consistency plays a lot to it. Because you gotta put your reps in. You gotta figure out what's working, what's not working. The reason why I was able to hack the LinkedIn algorithm is because I was posting every day and I did it myself at first. You can hire a team like mine where you know that they know what they're doing.

对吧？但刚开始时大多数人没这个条件。你必须自己发帖，手动发布，理解发布方式的规律。在LinkedIn上，重点其实不在于发什么内容。

Right? But most people don't have that opportunity when you're just starting out. You've gotta post yourself. So hand post, understand what the patterns are in terms of how you're posting. And on LinkedIn specifically, it's not really what you're posting.

虽然现在关键词越来越重要，但更重要的是发布方式。你采用什么形式发布？内容发布后的前90分钟你在做什么？如何提升帖子互动？如何通过私信触发算法让更多人看到？

Now keywords are more and more important and things like that, but it's more about how you're posting. What are the ways that you're publishing? What are you doing in the first ninety minutes that you're publishing? How are you getting engagement on your posts? How are you DMing people so that you can trigger the algorithm so they see your content?

LinkedIn在发布和互动方面有很多隐形规则。使用视频、图片还是投票功能确实有区别，但影响没那么大。我尽量简单说明：首先，你要训练算法识别你的专业领域——这对所有社交平台都适用。

So there's so many different rules on LinkedIn in terms of how you publish and engage that you need to be aware of. So the features using videos versus graphics versus polls, it matters, but really not so much. I'll try to break it down as simply as I can. Number one, you've got to train the algorithm on what you're an expert on. And that goes with all social media platforms.

现在的算法机制已经从社交图谱转向兴趣图谱。过去社交图谱算法追求粉丝数量，人们看到的是最新或最火的内容。而如今就像Gary Vee说的'社交媒体抖音化'，核心是精准推送你感兴趣的内容。

We live in a world where it went from friend graph algorithms to now it's went to interest graph algorithms. So the friend graph algorithm was all about having as many followers as possible. People just see the most recent content or the most engaging content, the most viral content. Fast forward to today, the TikTokification of social media, as Gary Vee says. Now it's all about getting you exactly what you want when you're on having the most relevant topics.

百万粉丝不再重要，零粉丝也能爆红。甚至内容是否最火爆也不关键，真正重要的是在你细分领域里最能引发精准用户实时互动的作品。

It's not about having a million followers. You could have zero followers and go viral. It's not even about having the most viral content. It's about the most engaged content in your niche that gets sent to the user who's most interested in that content. And this happens in real time.

你们刷短视频时应该有体会——如果盯着某个舞蹈视频看久了，接下来三个推荐全是舞蹈视频对吧？

You guys know when you're scrolling on reels, if you, like, look at a dance video for too long, suddenly your next three videos are dance videos. Right?

没错。

Right.

所以这一切都在瞬间发生，它让那些甚至没有大量粉丝的人也能在社交媒体上大放异彩。所有社交媒体平台都在朝这个方向发展。在领英上，这意味着你需要用你的专长来训练算法。也就是说，你的个人资料中要包含与帖子关键词匹配的关键词。比如我谈论播客并想教人们关于播客的知识，那我最好在标题、个人简介、工作描述中加入'播客'这个词，以及与播客或社交媒体相关的关键词，或者任何我希望在领英上被认可为专家的关键词群。

So this is all happening instantly, and it's enabling people who don't even have a lot of followers to crush it on social media. So all social media platforms are moving towards that direction. So on LinkedIn, what that means is you need to train the algorithm on what you're an expert on. So that means having keywords in your profile that match the keywords in your post. So if I talk about podcasts and I want to teach people about podcasts, I better have podcasts in my title, in my bio, in my job descriptions, keywords related to podcasting or social media or whatever the keyword cloud I want to be recognized for as an expert on LinkedIn.

然后我希望发布的帖子也涉及这些内容。接着我需要创作真正有意义的、能引发互动的内容，获得高传播效果。比如长评论或分享，这样算法就知道这类内容能引发互动，从而将其推送给更多想看类似内容的用户。在发布内容方面，你需要理解一些要点。就像我说的，成为专家，然后在帖子中使用与你专长相符的关键词。

And then I want to have posts that also talk about that content. And then I want to have really meaningful content that gets engagement, that gets high viral action. So long comments or shares so that the algorithm knows that I get engagement on this content and they send it to more users who want to see content like that. And there's certain things that you need to understand in terms of what to post. Like I mentioned, being an expert and then having keywords in your posts that line up to your expertise.

这是第一点。第二点是发布和互动策略。在领英上发布后的前90分钟，互动速度至关重要。这意味着你需要成为社区的活跃成员，需要主动私信你的第一层级联系人。

That's number one. And then number two is the publishing and engagement strategies. So in the first ninety minutes on LinkedIn, it's really important to have a velocity of engagement. So that means you need to be an active member of the community. You need to be DMing your first connections.

当你私信某人且他们回复后，他们下次登录时看到你内容的概率会提高85%。你需要不断激活你的第一层级联系人，让他们看到你的动态，这样当你发布内容时，他们会回馈互动——评论、点赞，真正看到你的内容。你要确保关注你的人确实想要你提供的内容。否则当前90分钟过去，人们看到你的内容却不互动，你就会因此受到算法惩罚。刚发布时你需要快速的互动量。

When you DM somebody and they DM me back, they're 85% more likely to see your content the next time they log on. You need to reinvigorate your first connections all the time so they see your stuff so that when you post things up, they reciprocate, they comment, they like, they actually see your content. You need to make sure that people who follow you actually want the content that you have. Or else when that first ninety minutes is up and people see your content and they don't engage, you're going to get penalized for that. You need a velocity of engagement when you first post.

你甚至可以加入互动小组（这不违反服务条款），在发布后立即获得第一层级联系人的点赞和评论。你需要成为社区的好成员，在他人的内容下互动，这样你就融入了这个互相滋养的生态圈。所以了解如何发布非常重要，你可以通过互动小组人为实现这一点——不是自动化，我说的不是机器人，而是真实的人。

You can even join engagement pods, which are not against terms of service to try to get likes and comments from your first connections as soon as you post. You need to be a good member of the community and post on other people's stuff so that you're just part of this world where you guys are feeding each other. So it's really important to know how to publish and you can artificially do that through engagement pods, not automation. I'm not talking about bots. I'm talking about real people.

但通过策略性地加入互动小组，你就能为成功奠定基础。同时，仅仅成为社区的好成员也能帮你获得更多关注。

But you can set yourself up for success strategically being in an engagement pod. And also just being a good member of the community is going to help you get more traction.

你刚刚给出了这么多在领英上增长的可操作步骤。大多数时候，人们首先要做的就是保持一致性。我总是告诉人们：先开始。保持一个好的节奏，然后你才能开始像科学家一样深入研究。但没错，做到所有这些事情，你才能快速成长，迅速进入算法推荐流。

So many actionable steps that you just gave to grow on LinkedIn. And most of the times it's just people just being consistent first. I always tell people just start. Just get on a good cadence and then you could start to be a scientist about it and go down there. But yes, to do all those things, that's how you're going to grow fast and grow quickly and get into the algorithm.

是谁告诉你内容如此重要的？为什么这对你来说是个优先事项，甚至在你开始为自己打磨内容时就是如此？

And who told you that content was important? Why was that such a priority for you when you started to hone that in even for yourself?

说实话，我的主要目标始终是帮助别人。我甚至没有金钱目标，这就是为什么当有人请我做他们的代理时，我总是拒绝。真的。我只想——我很高兴——怎么...

To be honest, my main goal was always just to help people. I didn't even have a monetary goal, which is why when people ask me for me to be their agency, I said no all the time. Right. All I wanted to do, I was happy- How

你有多少钱？

much your money?

我当时只是很开心能推动这个运动、拥有这个播客、采访了不起的人、分享信息、保持积极并帮助他人。这才是真正激励我的东西。激励我的是组建团队、帮助我的团队，然后帮助网上的其他人。所以对我来说，一切都是关于保持积极。也许内心深处，我曾想拥有一个品牌，我一直直言不讳，喜欢在戏剧中担任主角之类的。

I was just happy just growing this movement and having this podcast and interviewing awesome people and sharing the information and just being positive and helping other people. That's what really motivated me. What motivates me is building a team and helping my team and then helping other people online. And so for me, it was all about just having positivity. Maybe, like, deep down inside, I wanted to, like, have a brand and I've always been very outspoken and like to be the lead in the play and stuff like that.

所以我总是喜欢成为焦点，这是我的天性。但这并不是我考虑的重点，我想的是帮助别人。当时在帮助年轻创业者方面存在很大空白。

So I always like to be, like, center stage. That's who I am naturally. But it wasn't what I was thinking about. I was thinking about helping people. There was like a big void in helping young people in business at the time.

2018年作为一个年轻女性推出商业播客对我来说真的很创新。现在人人都有播客，但当我做的时候还很新鲜。人们会问：你在做什么？这是什么？懂吗？

It was really innovative for me to come out with a business podcast as like a young lady in 2018. Now everybody has a podcast, but when I did it, it was really new. People were like, what are you doing? What is this? You know?

帮助人们并推出播客这个新概念本身就非常酷，也激励了我自己。没错，砰！如果你想将业务提升到新水平，就必须升级网站。如果你还在用那些复制粘贴的网站模板——就是那些让所有网站看起来千篇一律又无聊的通用模板——是时候打破模板陷阱了。如果传统建站工具感觉笨拙或局限，Framer就是你一直在等待的解决方案。

And that in itself of just helping people and coming out with this new concept of podcasts was really cool and just motivated me itself. Yeah, Bam. If you want to take your business to the next level, you've got to upgrade your website. And if you're still stuck with those copy paste website templates, you know, the ones that have all those generic templates that make every site look exactly the same and boring, it's time to break up that template trap. If traditional site builders feel clunky or limiting, Framer is the solution you've been waiting for.

是的，Framer。如果你从未听说过它，Framer是一款以设计为先、无需编码的网站构建工具，让任何人都能在几分钟内发布一个生产就绪的网站。Framer现在风靡一时，因为你可以免费开始使用，浏览数百个令人惊艳的像素级完美模板，或者从完全空白的画布开始设计——这正是我钟爱的创意自由。根据你的需求，你可以选择空白起步，或使用他们那些绝非其他网站上常见通用模板的出色设计。Framer还支持多人协作，意味着你的整个团队——撰稿人、设计师、营销人员——都能实时在同一页面上工作。

Yes, Framer. If you've never heard of it, Framer is the design first, no code website builder that lets anybody ship a production ready site in just minutes. Framer is all the rage right now because you can start for free and browse hundreds of stunning pixel perfect templates or design from a totally blank canvas, which I love for creative freedom. Depending on what you want to do, you can start blank or use their amazing templates that are not just generic that you'll find on other websites. Framer's got multiplayer collaboration, meaning your entire team, writers, designers, marketers can work on the same page in real time.

因此不会出现混乱的版本控制问题。若想让网站脱颖而出，你可以在几秒内添加滚动动画、视差效果、循环文字等丰富特效，全程零代码。无需雇佣昂贵的开发人员。它甚至内置AI功能，能创建智能布局并即时将整个网站翻译成任意语言。这有多酷？

So there's no messy version control issues. If you want your site to stand out, you can add scroll animations, parallax effects, looping text, and so much more in seconds with zero code. You don't need to hire expensive developers. It even comes with built in AI to create smart layouts and instantly translate your entire site into any language that you want. How cool is that?

在后台，你将获得响应式断点、内置托管服务、灵活的内容管理系统和隐私友好的分析工具。想要打造一个看起来像手工编码的网站，又不想雇佣昂贵的开发者？立即免费在framer.com创建你的网站，并使用优惠码PROFITING免费获得首月专业版服务。访问framer.com，输入促销码PROFITING。framer.com促销码PROFITING助你免费体验专业版一个月。

Behind the scenes, you'll get responsive breakpoints, built in hosting, a flexible CMS, and privacy friendly analytics. Ready to build a site that looks hand coded without hiring an expensive developer? Launch your site for free at framer.com and use code PROFITING to get your first month of pro on the house. That's framer.com with promo code PROFITING. Framer.com promo code PROFITING for your free month of pro.

没错，家人们。不得不说，我职业生涯最酷的部分之一就是它能带我环游世界。我曾为采访、演讲邀约、播客会议周游各地，并住过一些令人叹为观止的Airbnb房源。这些Airbnb总是让我有宾至如归的感觉。它们的设计如此精心，我超爱这种Airbnb体验。

Yeah, fam. I have to say one of the coolest parts of my career is that it takes me all over the world. I've had the chance to travel for interviews, speaking gigs, podcasting conferences, and I've stayed in some seriously stunning Airbnbs. And these Airbnbs always make me feel at home. They're so thoughtfully designed, and I just love the experience of Airbnb.

这实际上激发了我自己开始做房东。如果你曾考虑过成为房东，但又觉得负担太重——就像无法再承接另一份副业那样（我知道我们很多人都是创业者或斜杠青年），或许你会想'我不能再多揽一件事了'，但确实拥有这个空间，又想做这件事。好消息来了。

And that actually inspired me to start hosting myself. And if you've ever thought about becoming a host, but you felt like it was too much to take on, like you can't take on another side hustle, I know a lot of us are entrepreneurs, side hustlers. Maybe you think like, I can't just take one more thing on, but I do have this space. I want to do it. Here's the good news.

你不再需要独自承担所有事务了。现在有了新的解决方案——Airbnb的联合房东网络。对于那些总是奔波在外、或房产所在地与居住地不同、可能无暇处理每个细节的房东，你可以与当地的联合房东合作，由他们负责客人沟通、实地支持等事宜。这样，即使你不在场，住宿体验也能顺畅运行。

You don't have to do it all on your own anymore. There's new solutions for that. That's where Airbnb's co host network comes in. For hosts who are always on the go or live in a different state than their property and might not have time to manage every little thing, you can team up with a local cohost who can handle guest communication, on the ground support, and more. This way, the stay runs smoothly, even when you're not around.

无论你拥有度假别墅还是闲置房间，将其转化为收入比你想象的更简单。如果你想在Airbnb上起步，但像我一样忙碌，不妨在airbnb.com/host上寻找一位联合房东。

Whether you've got a vacation home or just an extra room, turning it into income is easier than you might think. If you want to start on Airbnb, but you're busy like me, find yourself a cohost at airbnb.com/host.

那么在业务销售方面，能否分享一句必杀成交金句？比如当你敲定大型赞助、品牌合作或重要代理商账户时，有没有什么话术——或许几句话组合——能真正推动对方决定开展合作？

So on the sales side of your business, what's one killer closing line that you can share with us? Like when you close these big sponsorships or brand deals, maybe big agency accounts, what's one line that really or maybe it could be a couple of lines, but something that's like going to really close somebody to move forward for business.

我来分享我的成交秘诀：成为所谈领域最专业、最权威的人士。假设我正在争取一家代理商客户，他们想开展领英和播客业务。我会介绍我们的服务，但在整个对话中，我会持续输出战略价值点——解释我们策略的底层逻辑。

I'll just give you my approach of how I close awesome deals. Perfect. It's being the best and the most knowledgeable about what I'm talking about. So let's say it's me trying to close an agency lead, and they wanna do LinkedIn and podcasts. I'm gonna go over our services, but throughout the whole conversation, I'm gonna be dropping gem after gem after gem of this is the why we do our strategy.

这是它有效的原因。这是背后的数据支撑。这是我们帮客户实现社交媒体曝光量翻三倍的案例。最终让他们觉得'我绝对无法复制这个女孩打造的体系，我必须与她合作'。

This is why it works. Here's the data behind it. Here's a case study of how we three x somebody's impressions on social media. And I'm just like where they leave it being like, there's no way that I could replicate what this girl has built. I wanna work with her.

我的销售成功主要源于专业知识的绝对优势——用真知灼见震撼客户。这是我的核心策略。另一个策略是：对话初期（我总会准备精美销售提案），在展示方案前先确认核心问题，筛选是否适合合作。

So like most of my sales success is just off the strength of me being so much more knowledgeable and just knocking the socks off people in terms of their being impressed with my knowledge. And I feel like that is my core strategy. The other strategy that I have is just making sure that in the beginning of the conversation so I always have really nice sales decks. And in the beginning of the conversation, before I even put up a presentation, I'm always trying to understand, like, their core problem. I'm trying to filter out, are they even a good fit for me?

我会直接坦言'您可能不适合我们，但我认识更适合的合作伙伴'。因为我始终要维护顶尖口碑，只服务匹配客户——比如那些尚无力承担服务费，或社交媒体代理需求不明确的潜在客户。所以我会先问：当前痛点是什么？过去哪些策略失效了？

And I'm not afraid to actually say you're not a good fit for us, but I know so and so who is. Because I always want my reputation to be killer, and I wanna always do the best job. So I don't wanna actually have somebody who can't afford my services or who doesn't have an offer yet from my social agency and so on. So I'm like, okay, like, what is the problem? What wasn't working before?

好的。那么现阶段希望达成什么目标？盈利模式是什么？投资回报率的关键驱动因素在哪里？

Okay. What are you hoping to achieve now? What are your goals? How do you make money? Where are you driving ROI?

在销售通话中，先弄清这些问题再推进方案至关重要。如果开场不以客户为中心，对方全程都会质疑'这人凭什么能帮我？连我业务情况都不问'。人们总渴望谈论自身，不是吗？

And this is so important to do on a sales call before you just jump into your solution. Because if you don't make it about them from the beginning, the whole time they're going to be like, why does this person think they can help me? They didn't even ask me about my business. People want to talk about themselves. Right?

没错。他们需要确认你真正理解问题且具备解决能力。当我掌握所有痛点、历史失败原因和盈利模式后，就能定制化演示方案——自然贯穿所有顾虑的解答，仿佛本就计划如此呈现。但实际我会根据他们的问题焦点来调整讲解重点。

Yeah. And they want to make sure that you understand their problem and you know exactly how to solve it. So once I know these are all their problems, this is what didn't work before, this is how they make money, now I can use all of that information and customize the way that I go over this presentation in a way that addresses every single concern that they had organically throughout this presentation as if this is what I was going to say the whole time anyway. But I tailor the things that I hone in on based on the problems that they had or the things that they want to solve.

太好了。

So good.

另外一点是我们倾向于在价格上稍微吓唬他们一下。所以在初次咨询电话中，我会提前告知他们，我们不会在电话里透露价格。如果我觉得了解他们，他们也有预算，这不是大问题，我可能会说，是的，LinkedIn服务每月1万美元。如果你想打包服务，我们需要坐下来定价。但大多数时候，我们会说，我只是想提醒你。

Another thing is that we tend to scare them on the price a little bit. So I tell them upfront on my discovery call conversations, we don't tell them the price on the call. If I feel like I know them and they've got money and it's not a big deal, I'll be like, yeah, 10 k a month for LinkedIn. If you want a bundle, we have to like sit and price it. But most of the time, we're like, I just wanna warn you.

我们真的很贵。你是最棒的。我会组建一个专属团队。我们将有五个人作为你的扩展营销团队。我们不便宜。

We're really expensive. You're the best. I stand up a dedicated team. We're gonna have five people that's your extended marketing team. We're not cheap.

我只是提醒你。但无论如何，我们会尽力给你最好的价格。你想要所有这些不同的服务。打包这些服务会有一些成本节省。我们会给你回复价格，等等等等。

I'm just warning you. But anyway, we're gonna go and try to give you the best pricing. You wanted all these different things. There's some cost savings involved from bundling these services. We'll get back to you on the price, blah, blah, blah.

然后我通过邮件发给他们价格，基本上是为了吓唬他们，让他们觉得价格会比实际更糟。这样当他们真正看到价格时，反而会觉得可以接受。这是我们的一种策略，确保他们在知道价格之前就明白我们很贵。这样他们不会感到震惊，甚至会觉得比预期的要好。

Then I email them the price and I basically scare them so that they're thinking it's worse than it's even going to be. And then they're like level set once they actually get the price. So that's something that we do is that we always make sure that they know that we're expensive before we give them the price. That way they're not shocked. And if anything, they're less shocked.

他们可能会觉得更糟。这是一点。另一点是有时候你会遇到那些电话沟通非常顺利的人，他们会说，是的，准备签约。即使价格很高，他们也准备签约，准备开始，等等等等。

They're like freaking worse. So that's one thing. And then the other thing is sometimes you have these calls that go amazing and people are like, yep. Ready to sign. Even if the price ready to sign, ready to go, blah blah blah.

然后他们就消失了。

And then they ghost you.

是啊，这种事谁都遇到过。

Yeah. It's happened to everybody.

现在我最喜欢做的是，这是克里斯·沃斯教我的，就是用否定导向的问题来接近他们。关于成交，我有几点想和你们聊聊。你永远不想显得很急切。所以我总是说我们只剩一个名额了。我们总是有候补名单。

Now my favorite thing to do is, and Chris Voss taught me this, is to just approach them with like a no oriented question. There's a couple of things I want to talk to you guys about closing. So you never want to sound needy. So something that I do is we always have one spot left. We always have a wait list.

即使没有，我们也总是说有候补名单。我们总是只剩一个名额。我们的服务最早两周后开始。我不想让任何人觉得我很急切，因为我不是。我对任何客户都不急切。

Even if we don't, we always have a wait list. We always have one spot left. We have availability starting in two weeks. I never want anybody to feel like I'm desperate because I'm not. I'm not desperate for any sort of client.

对吧？所以永远不要显得太急切。就像你现在有很多想签约的客户，一切都可以是‘嗯，随便’的态度。

Right? So never ever wanna sound desperate. Like, you've got so many spots you wanna sign right now. Everything can be yeah. Whatever.

慢慢来。对于任何发出的合同，你最好称它为协议。

Take your time. With any sort of contract that gets sent out, you wanna call it an agreement.

是的。

Yeah.

这样就不会有人被‘合同’这个词吓到。你要称它为协议。嗯。假设你发送了协议并设定了截止日期。嘿。

So you don't want anybody to get scared of the word contract. You wanna call it an agreement. Mhmm. Let's say you send your agreement and you give it an expiration date. Hey.

我们有很多客户。提醒一下，如果你不在这个日期前签字，协议就会失效。每份协议都需要有截止日期。很多人不这么做，对吧？

We've got a lot of clients. Just FYI, if you don't sign by this date, it expires. Every agreement needs to have an expiration date. A lot of people don't do that. Right?

对吧？所以你要设个截止日期，让他们感觉有个时间限制。但如果他们在截止前两天突然不回复你了，你可以直接问一个否定导向的问题，比如‘嘿’。

Right? So you wanna have an expiration date so they feel like there's some sort of timeline. But let's say they ghost you in the process that's two days before it's expiring. You wanna just reach out with a no oriented question like, hey. Hey.

最近怎么样？希望你一切顺利。你是不是不再对领英服务感兴趣了？

What's up? Hope you're well. Are you no longer interested in LinkedIn services?

直接问他们就行。

Just flat out ask them.

而不是说‘只是想告诉你这个，这就是为什么我们这么好’之类的废话。直接问‘你是不是不再需要链接服务了？我需要知道怎么处理排队中的其他客户’。他们通常会立刻回复你‘哦，不是的’。

And not like, just wanna say this and this is why we're so good and this is what no. Hey, I just wanna ask, are you no longer interested in linking services? I need to know to figure out what how to proceed with other people on queue. Or just, are you no longer interested? What's gonna happen is they're gonna email you immediately and be like, oh, no.

‘非常抱歉，我最近被各种事情缠住了，我会尽快给你回复’。他们会告诉你是什么阻碍了他们。这种提问方式会让他们措手不及，因为不是让他们说‘是’，而是让他们说‘哦，不是’。

I'm so sorry. I just got blocked up with blah blah blah. I'll get back to you here. There's just they're gonna tell you what's blocking them. It cuts them off guard because instead of saying yes, they're saying, oh, no.

没错。我不是。另外一点是，LinkedIn不再是你战略的一部分了吗？或者你们不再打算发展x y z的个人品牌了？然后他们会说，不，当然我们想发展他的个人品牌。

Right. I'm not. And another thing is, is LinkedIn no longer part of your strategy, or are you no longer looking to grow x y z's personal brand? And they're gonna be like, no. Of course, we wanna grow his personal brand.

这就是我们延迟的原因。这样就能重新开启对话。所以这是个非常好的推动谈话的方式。

And then this is why we're delayed. So just like kick starts the conversation again. So like that's a really great way to get the conversation going.

你就像是定位女王。你谈论的一切都是关于如何定位，你内心有一种与生俱来的自信，我觉得很多人在这方面都很挣扎。你在播客一开始就说，如果你相信自己的服务，真的能帮助别人，那么销售就很容易。因为你知道你能帮助别人。如果你还在摸索阶段，那么销售对你来说会很难，也很难有自信。

It's like you're the queen of positioning. Everything that you're talking about is how you're positioning and you just have this innate confidence within you that I think a lot of people struggle with. You started at the beginning of this podcast with saying like, if you believe in your services, that you really actually can help people, well then selling is easy. Because you know that you can help somebody. If you're still trying to figure it out, then it's gonna be really hard for you to sell people and it's gonna be hard to be confident in that.

我是说，从你播客上的嘉宾类型，到你的销售方式，到你如何定位你的代理机构，再到你如何定位你的品牌，一切都是关于你如何定位自己。我觉得这对人们来说是个非常好的启示，因为很多人只是盲目行动，你知道吗？他们不会去想，我的底线是什么？我不能接受什么？我不想和谁合作？

I mean, the position that you had from the type of people on your podcast to how you're selling, to how you position your agency, to how you position your brand, everything is how you position yourself. I think it's such a really good takeaway for people because people are just doing stuff, you know? And they don't think about like, well, what's my line in the sand? What am I not okay with? Who do I not wanna work with?

他们需要问这些问题。我觉得这是个很好的提醒。我想对所有观众快速说一下，Hala在她的YouTube页面上有很多免费的研讨会和内容。非常多。你们可以去疯狂观看。

They need to ask these questions. And I think this is a great reminder. And just wanna say this really quick for all the audience, Hala has tons of webinars and stuff for free on her YouTube page. Tons. So you guys can go binge watch.

她对这方面研究得非常深入。那么你接下来有什么计划？我知道播客网络是个很大的重点。你下一个大的定位策略是什么？你接下来要做什么？

She goes really deep into this stuff. So what's next for you? I know the podcast network is a really big focus. What's your next big position play? Like, what are you doing next?

我非常专注于发展我的网络。我有Yap Media播客网络。我们是排名第一的商业和自我提升播客网络。我有大约35个节目。我的主要任务是尽可能招募大的播客主。

I'm really focused on growing my network. So I have the Yap Media Podcast Network. We're the number one business and self improvement podcast network. I have about 35 shows. And my main thing is recruiting as big podcasters as I can.

我刚搬到奥斯汀。所以我正式在奥斯汀了。你在纽约。是的，我搬到了奥斯汀。

I just moved out to Austin. So I'm officially in Austin. You're in New York. Yeah. I moved to Austin.

哦，不。是的，所以我搬到了——你现在在哪里？

Oh, no. Yeah. So I moved where are you based?

我在里士满。我之前在威斯康星州的密尔沃基。现在我在里士满。过去三天里，我已经遇到了五六个来自奥斯汀的人，现在住在奥斯汀。看来我得去奥斯汀一趟了。

I'm in Richmond. I was in Milwaukee, Wisconsin. Now I'm in Richmond. I have now met in the past three days, like five to six different people from Austin now that live in Austin. Like, I got to go to Austin.

我得走了。

I got to go.

我爱奥斯汀。所以我二月份刚搬来这里。我们正在打造一个创作者园区，本质上就是创作者之家和工作室。我现在用的算是个临时工作室。

I love Austin. So I just moved out here in February. We're building like a creator compound. So essentially a creator house and studios. I'm like a temporary studio right now.

我们正在建设工作室和总部。我住在一边，另一边将是创作者之家和工作室。对此我非常兴奋，这将帮助我们招募播客主等人才。

So we're building like studios and like a headquarters basically. I live on one side. The other side will be like a creator house and studio. So very excited about that. And it will help us recruit podcasters and things like that.

所以，是的，这是我的主要关注点。我必须专注，这是关键。我不能分散精力，手头已经有很多事了。

So, yeah, that's my main focus. I gotta focus. That's the name of the game. I can't spread myself thin. I already have a lot going on.

甚至可能需要关闭部分业务，以便全力聚焦播客和网络建设。或者像我之前说的，或许我会卸任CEO，专注该做的事。未来可能出书，大家总催我写，但现阶段实在没时间，感觉还没排上日程。

There even might be an avenue where I shut down parts of my business so that I can laser focus on everything I need to do with my podcast and my network. Or as I was saying before, maybe I stepped down as CEO so that I can focus on what I need to focus on. Perhaps a book in the future. Everybody keeps asking me to write a book, but again, no time yet to do that. I I feel like it's not on the roadmap quite yet.

你演讲频率如何？最近也在频繁演讲吗？

How often are you speaking? Are you doing a lot of speaking as well?

演讲挺多的。最近一次是在Funnel Hacking Live大会，太棒了。那是托尼·罗宾斯和拉塞尔·布朗森的活动，现场有六七千人。

I'm speaking pretty often. The last one that I did was I spoke at Funnel Hacking Live, which was awesome. So Tony Robbins, it's Russell Brunson's event. Yep. It was like 6,000, 7,000 people.

所以那是

So that was

太酷了。

That's sick.

难以置信。我全程讲的都是播客变现。

Incredible. I did it all about podcast monetization.

哦，太棒了，太棒了。所以我总是用这个有趣的问题来结束播客：你一生中最喜欢的五部电影是什么？

Oh, that's awesome. That's awesome. So I always close out the podcast with asking this just a fun question. What's your top five favorite movies of all time?

天啊，我最不擅长这个了。真的吗？这个问题太难了。

Oh, god. I'm the worst at this. Really? Out of this question.

你是不是不太热衷看电影的那种人？

Are you not really an avid, like, movie watcher like that?

我其实很喜欢电影，但我这辈子都记不住名字。我特别不擅长这类事情，真的非常糟糕。我试着列举一下：《婚礼歌手》、《10件事》，这些都会是老电影，因为我只记得老片名。《我恨你的十件事》、《爱情娃娃屋》。

So I love movies, but I am not good at remembering names for the life of me. I'm so bad at this kind of stuff. Like, I'm really bad at this stuff. I'll try to do it like Wedding Singer, 10 Things all of them are gonna be old because it's only remember old movie names. 10 Things I Hate About You, Love The Dollhouse.

这些都是我13岁左右看的老电影。《恐惧》对吧？我只记得老电影，新片完全记不住。

These are all like old movies from when I was like 13. Fear. Right? I only remember the old movies. I can't remember.

我太差劲了。

I'm terrible.

真有意思，我偏偏问了个你记不住电影的问题。

It's so funny. I asked the one question that you're like, I can't remember movies.

我把看电影当作约会。我想给你的听众分享一个心得——你之前提到定位什么的。我刚和效率大师卡尔·纽波特聊过，他的核心理念我完全认同：要明白获得专业知识和成功是个缓慢的过程。我在这个领域深耕十五年以上，始终专注同一件事。

I watch movies as dates. Like, this is one lesson that I wanna teach your listeners because you were saying positioning, all this stuff. I just talked to Cal Newport, who's like this big productivity guru. And his main thing, and I totally aligned to it, is that you need to understand that to gain expertise and success, it's slow. I've been in this world now for like fifteen plus years doing the same thing.

社交媒体传播。从广播到网络广播，再到博客、播客、领英，本质都是同样的东西在不断演变。

Social media broadcasting. Social media broadcasting and different it's evolved. Right? It was radio, then online radio, then it was blog, then it was the podcast, then it was LinkedIn. It was all the same shit.

明白吗？我每天做着同样的事，全心投入，专注工作，培训他人。通过教学相长和反复练习，我掌握了这个技能。正因为我拒绝了其他诱惑——比如刷无数电影电视剧。我只在约会时看电影，从不独自观看。

Right? I was doing the same thing every day, obsessed with it every day, putting in work, focus, putting in work, put focus, putting in work, focus, training other people. So I learned it even better because I'm training other people and just getting the reps, getting the reps. And I focused on this skill that now I have. And it was because I said no to other things like watching a million movies or watching every TV show or I watch movies as a date and I don't do it by myself.

我在奥斯汀已经待了五个月。我甚至不知道如何打开我们爱彼迎里的电视。我从来没开过它

I have been in Austin for five months. I don't even know how to turn the TV on in our Airbnb. I never turn it

开机。哇哦。

on. Wow.

我有社交生活。我热爱健身。我经营着一家公司。还有自己的播客。我没有时间——如果你想在某件事上做到世界顶尖，就必须对其他事情说不。

I have relationships. I love to work out. And I have a company. And I have a podcast. I don't have time to you've got to say no to something if you want to be the best in the world at something.

我认为自己在如何发展并变现播客和LinkedIn方面是世界顶尖的，包括玩转LinkedIn。这两件事我觉得自己能排进全球前十。要成为世界最佳，就必须拒绝很多事。所以对我来说，我不想费心记住演员名字——我根本不在乎这些。对吧。

And I consider myself to be the best in the world at knowing how to grow and monetize podcasts and LinkedIn as well, knowing how to rock LinkedIn. Those are the two things that I'm the best in the world that I feel like, are top 10 in the world. If you wanna be in the best in the world, you've gotta say no to a lot of things. And so for me, I don't wanna memorize actors and actresses in I don't give a shit about that. Right.

这不会让我赚钱。不会壮大我的团队。不会帮我实现一亿美元营收。所以抱歉，我回答不了你的问题。

That's not gonna make me money. That's not gonna grow my team. That's not gonna get me to a $100,000,000 in revenue. So I'm sorry. I don't have an answer to your question.

不。

No.

这是...

It's I

13岁的哈拉。哦对。

13 year old Hala. Oh, yeah.

不。这很棒。我也有类似情况，虽然看电影时会记住角色名，但认不出太多演员。所以在社交场合当人们讨论电影和演员时，我只能聊到某个程度就...

No. It's fantastic. I kinda had the same thing because, you know, with movies, I do remember the name, but I don't know a lot of actors. So like when people start if I'm in social circles and they start talking about movies and actors, I can only go so far in the conversation that I'm kinda like

行业。如果你是电影制片人、导演或演员，当然要了如指掌。但如果不是，何必浪费时间了解那些根本不在乎你的人？

industry. If you're a movie producer, director, or actor, sure, know everything about that. But if you're not, what are you wasting your time for learning about people who don't give a shit about you?

哦，我太喜欢了。大家要怎么联系到你呢？他们可以通过什么方式找到你？

Oh, I love that. Where can people get connected to you? How can they reach out?

如果你想收听播客，我强烈推荐。我超爱我的播客，它就像我的孩子一样。'年轻有为'播客在YouTube、苹果播客、Spotify等所有你能收听节目的平台都能找到。想了解LinkedIn相关课程，我们正在开设一门大师课。

So if you want to listen to the podcast, I highly recommend it. I love my podcast so much. It's my baby. So Young and Profiting on YouTube, Apple, Spotify, wherever you listen to the show or wherever you listen to your podcast, you can find us. If you want to find out about LinkedIn, I have a master class that we're doing.

我现在每年只做一次现场授课。如果想报名可以访问yapmedia.com/course。我还即将发布全新的播客课程——这是我从未涉足过的领域，正在筹备一门关于增长与变现的课程，预计八月或九月上线。

I only do it one time a year now, a live one. If you want to sign up for that, you can go to yapmedia.com/course. I'm also releasing a new podcast course that I've never I've never done that before. I'm releasing a growth and monetization course, hopefully in like August or September. So working on that now.

对此我超级兴奋。所有代理业务相关请访问yapmedia.com。我觉得大家应该很容易就能找到我。

So excited about that. Yapmedia.com for all the agency stuff. And yeah, you can find me pretty easily, I think.

太棒了。非常感谢你的时间。所有收听观看的朋友们，请点赞评论订阅这档播客。这期节目实在太精彩了，我相信你已经帮助了很多人。

Oh, that's sweet. Thank you so much for your time. Everybody listening, watching, please like, comment, subscribe to the podcast. This podcast has been fantastic. I think you've helped a lot of people.

大家应该反复重温这期内容，然后去你的YouTube频道刷剧式观看。你对自己做事方法的阐述非常清晰，希望这期播客能让更多人领悟到你在定位和执行方面的独到之处——这其中确有科学方法论，我已经能看出来了。太棒了。

People need to replay this over and over, and then they need to hop to your YouTube and they need to go binge watch. You are very articulate about how you do things. I hope that this podcast helps people appreciate that a little bit more about how you're positioning and how you're doing everything. There's a science to it and I can already see it. This is awesome.

谢谢。

Thank you.

各位别忘了：改变社交圈就能改变人生。下期节目再见，我们到此结束。祝好。

And everybody, don't forget if you can change your circle, could change your life. Till the next episode. We're out. Peace.

好的各位。在结束前，我想再次感谢大家七年来对《年轻有为》播客的支持。无论你是多年老听众还是最近才关注的新朋友——其实新听众很多，我真心感激。第七年我们重点发展视频内容，现在已登陆Spotify视频

All right, guys. As we wrap up, I want to thank you again for tuning into Young and Profiting Podcast the past seven years. Whether you're an old listener that has been listening all these years or somebody who just found the show recently, which there's actually a lot of you, I really appreciate it. Something that we're really focused on in year seven is growing our video presence. So we're on Spotify video.

我们正全力投入YouTube，目前订阅量近6万。请大家务必去YouTube订阅，这将是最好的七周年礼物。能主持这档播客，我深感幸运。

We're really doubling down on YouTube. I have almost 60,000 subscribers on YouTube. So make sure you guys go subscribe to me on YouTube. That would be a great seven year anniversary present. Well, you guys, I really am blessed to be the host of this podcast.

我无法想象还有比这更有趣的职业了。贾马尔，我希望在这一集中我能给予你支持。愿你的播客不断壮大，实现你所有的梦想。也祝愿每一位听众都能实现自己的梦想。

I couldn't imagine a more fun career. And I hope that I was able to support you, Jamar, in this episode. I hope that you grow your podcast. You achieve all your dreams. And to everybody tuning in, I hope you achieve your dreams too.

你们的主持人哈拉·塔哈，人称播客公主，在此与大家道别。

Visit your host, Hala Taha, aka the podcast princess, signing off.