爱华网文/罗婷
Reporter: As we know , you have worked for 20 years to spread the concept of finance intelligence and inpidual venturing. And what you did has a great influence around the world. Can you tell us what made you get into this field？
记者：资料显示，您已经传播个人创富理念20多年，在世界范围内都有巨大影响力，但您最初是如何走进这个领域的呢？
Hedges: Over 20 years ago I had a cellular phone business where I earned a million dollars by age 25, but sadly it cost me $ 1.2 million to earn it! I was broke and upset but not broken.
哈吉斯：20多年前，我卖过手机。到25岁就挣了100万美元。不过成本却是120万美元。所以我破产了。我虽然很伤心，但没灰心。
Fortunately, in 1988, I was introduced to the industry by a stranger who purchased 2 cellular phones from me. Like most people who see the business for the first time I was skeptical, but curious about the possibilities of residual income and the opportunity to become financially free. I signed up, worked very hard, was 100% coachable and reached the top position with the company. Today I’m more excited about the future of the direct marketing industry than when I first started 21 years ago. It’s truly been an amazing journey.
幸运的是，1988年，从我这儿买过两部手机的顾客把我介绍进了这个领域。起初，我和很多人一样对这个领域持怀疑态度。但是我对被动收入和能获得经济上的自由很感兴趣。我开始了创业，努力拼搏。我虚心求教，做到了公司的最高职位。和21年前我初入直销行业相比，我对这个行业的前景更加看好。对我来讲，这些经历就是美妙的旅程。
The reason I got into teaching and lecturing is a result of the books I’ve written. My message is simple: Direct Marketing is the best industry in the world to achieve personal and financial independence. I feel people need to know the truth, the whole truth and nothing but the truth about the dynamics of the industry that is changing the quality of people’s lives all over the world and especially in China.
我写了几本书之后，开始了演讲和培训。我要传达的信息很简单：个人要想取得成功，经济上获得自由，做直销行业是最好的选择。我感觉人们要了解这一行的实情，这个实情就是直销行业的动力正在改变全世界人们的生活，尤其是中国人的生活。
One of my mentors said to me, “Burke, help people solve their problems and you will enjoy many rewards. The bigger the problem you help solve the bigger your contribution will be and the greater your rewards”. This is exactly what I’m doing with my books and lectures. Helping people solve their economic problems. As we all know, money is a very big problem for most people worldwide and it’s my(our) duty to spread the message of financial intelligence to everyone who is struggling financially or who desires to enjoy a higher quality of life.
我的一位导师曾教导我说，“贝克，你可以帮人们解决问题。你的收获会很多。人们要你解决的问题越大，你的贡献也就越大，你的收获也就越多。”我演讲、写书都是为了实践他这句教导。帮助人们解决经济问题。大家都知道，世界上很多人都有资金问题。我（我们）的职责就是传播个人创富理念，让挣扎在经济困境和向往更高质量生活的人明白这一理念。
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Reporter: What is your view about the success theory? As we know, although many people know about this theory, why has nothing changed about their life?
记者：您如何看待成功学？虽然很多人都接受过这方面激励，但为什么他们的生活还是没什么改变？
Hedges: I believe that today more than ever success in our industry is a choice. Success used to be reserved for the privileged, but not anymore. Success is for those inpiduals who are hungry, coachable, and are willing to work hard and make sacrifices to make success as they see it a reality. It’s reserved for those who refuse to give in or give up. Let’s face it, success in our industry is not rocket science. Do what successful people do and get what successful people get.
哈吉斯：我认为，过去，成功仅仅是少数人的特权，在今天，成功成了人人可以享受的机会。成功的机会是留给那些具有求知欲，虚心学习，愿意勤奋工作，为成功愿意做出牺牲的人的；成功的机会是留给那些不屈服、不放弃的人的。不过我们得承认，在我们这个行业成功也不是放卫星。做成功人士做的事情，就能获得成功人士获得的东西。
I believe the reason people don’t change is because they get comfortable. They get comfortable feeling UNCOMFORTABLE. They get comfortable settling for less in life when a bright new world of possibilities exists right under their noses. It’s our job to encourage those inpiduals who want to do more, have more and be more in their lives, that success is possible if they follow their dreams, work hard and plug into a system of personal and economic achievement.
我认为人们不愿意改变是因为他们宁愿安于现状。他们对困苦生活习以为常，就是一个改善生活的机会就摆在眼前，也不想去抓住机会。我们的工作就是要鼓励那些想做更多工作，想挣更多钱，想让生活更充实的人们。我们要告诉他们，只要他们按照自己的梦想，努力工作，他们会取得一系列个人成就，得到更多财富。
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Reporter: There are many other experts in the success theory in America, such as Zig Ziglar, Robert T. Kiyosaki, and Anthony Robbins. What makes your personal achievement study subject distinguished from theirs?
记者：您和美国其他的成功学大师，比如Zig zigler、Robert T.Kiyosaki、Anthony. Robbins等，在研究领域和个人成就上有何区别？
Hedges: First, I have learned a great deal from Zig Zigler, Robert Kiyosaki, and Anthony Robbins, and many other great teachers here in America. I believe in the philosophy “When you’re green you’re growing, and when you’re ripe you’re rotten.” Anyone who knows it all has nowhere to go. The more I learn, the more I realize how little I know.
哈吉斯：首先，我向Zig Ziglar、Robert T. Kiyosaki和Anthony Robbins以及美国的其他伟大导师学习了很多东西。我相信这条哲理“青涩的果实正在成长，而熟透的果实正在走向腐烂。”通晓这一哲理的人都知道别无路可走。学的越多，就越觉得自己知道的太少。
However, what makes me unique is my years of hands on experience in this industry. I’ve built two successful organizations. With my first company I built a $10 million business my first full year with the company and with my second company I became the #1 income earner. Not only have I studied and researched the industry a great deal, but I know firsthand the challenges new business owners face and how to overcome them.
但是，我的独到之处是我这些年在这个行业里的经历。我曾经创办过两家非常成功的公司。我创立的第一家公司，经过一年的经营，创造了1000万美元的营业额。第二个公司则让我成了薪水最高的人。我不仅对这个行业进行过大量研究，还掌握了很多第一手资料，知道公司创立伊始需要面临的挑战，以及战胜挑战的方法。
If you want to learn to fly an airplane, you take lessons from an experienced pilot- not someone who just read a book on aviation, right? Success leaves clues. For 20 years I’ve focused on helping people achieve success in our industry either as distributor, author or lecturer.
如果你想学习驾驶飞机，你得向有经验的驾驶员学习，而不是向只读过驾驶技术书籍的人学习。成功会使人得到经验。20年来，我作为分销商、作家、演讲家，致力于帮助我们这个行业的人取得成功。
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Reporter: The readers in China came to know you because of your book “The Parable of the Pipeline”. In what circumstances did you finish writing this book? And what message would you like to deliver to your readers through this book?
记者：在国内，对您最早的认识来自于《管道的故事》，您是在何种情况下完成这本书的？您希望借助这本书传递什么？
Hedges:“The Parable of the Pipeline” is my 7th book. My 8th book is “The Servant Soul” and it will be released in April of 2009. I’m very excited about my new book and I believe it will inspire many people to do more with their lives.
哈吉斯：《管道的故事》是我的第七本书。我的第八本书是《服务致富》。这本书将于2009年4月出版。我对此感到非常兴奋，因为我的新书将激励很多人改变他们的生活。
The message I want to deliver with “The Parable of the Pipeline” is simple, but profound. Leverage! I believe that once people really understand the power of leverage, they’ll never go back to the traditional ways of earning a living which is trading one hour of time for one hour of pay. Leverage is about trading an hour of time for 10 hours of pay. Or a month worth of work for a year of pay.
我想通过《管道的故事》传达的东西很简单，但是意义很深刻。我认为人们一旦真正理解了杠杆的作用，他们就决不会回到过去的谋生方式：一小时工作换一小时的工资。杠杆就是要用一小时的工作去赚十小时的工资，甚至用一个月的工作挣一年的钱。
For example, if you had $1 million dollars in the bank at 10 percent interest, you’d make $100,000 dollars a year whether you woke up in the morning to go to work or not. You’re not working for your money your money is working for you, right?
比如，你在银行有100万美元的存款，利率是10%。不管你早晨起来是去散步还是去工作，你一年就能挣10万美元。也就是说，你没为挣钱而工作，而钱本身却正为你挣钱。
Although most people don’t have $1 million dollars in the bank working for them everyone does have time. Regardless of nationality, age, experience or education everyone has 1440 minutes each and every day. Everyone knows that you can turn time into money. Then the question becomes, how can we leverage time to get the same results as having $1 million dollars in the bank? You need to have an economic model that allows you to leverage time exponentially which will generate residual income.
不过，很多人没这么多存款，但是每个人却有大把时间。不管你来自哪个国家，有没有经验，年龄有多大，你每天和其他人一样都有1440分钟。每个人都知道自己可以把时间变成金钱。现在问题是，我们如何利用杠杆比率，得到把100万美元存放在银行里的结果。这时你就需要学习一个经济模式，这一模式能让你运用杠杆，高效利用时间，以产生被动收入。
In “The Parable of the Pipeline” I use the metaphor of bucket carrying (a job) and pipeline building (financial intelligence or residual income) to illustrate the power of leveraged income. This is the message I want to spread with “The Parable of the Pipeline”.
在《管道的故事》一书中，我使用了提桶（工作）、修建管道（创富或创造被动收入）这一比喻说明如何利用杠杆倍增收入。这就是我想通过《管道的故事》传递的理念。
One last point on building a leveraged business -- leverage is a privilege we ‘get to do’ not ‘have to do’. We must not take this privilege lightly or for granted.
最后要说明的是，创立管道和杠杆的生意不是我们被动去做的，而是我们主动去做的。我们不能认为这一事业会自然而然地发生。
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Reporter: Can you tell us what inspired your ideas about pipeline, system and copying?
记者：对于“管道”、“复制”等概念，您的思维灵感来自于哪里？
Hedges: Education is the first step to transformation. When I first got started 20 years ago someone taught me the do’s and don’ts of the business. Now it’s my turn to give back.
哈吉斯：教育是迈向转变的第一步。20年前，我开始接触本行业时，一个人教给我本行业的行规。现在轮到我教给别人了。
Also, I believe common sense is not so common anymore!
另外，我感觉常识也不再是常识。
Common sense says, “Residual income is better than temporary income”.
Common sense says, “Having a proven system and support team to help you achieve success is better than having nothing at all”
Common sense says, “If you can get rich doing something you are already an expert at then don’t reinvent the wheel”. We’ve been copying our entire lives. We copy the way we eat, speak, write, dress and work. Unfortunately, most people have copied the wrong plan for wealth creation.
常识是这样的：“被动收入比任何主动收入要好。”
常识是这样的：“有资深的团队和成熟的系统助你成功比单干要好。”
常识是这样的：“如果你做一份工作经验丰富，你就是一名这方面的专家。按老路子走，不要走弯路。”我们一辈子都在进行复制。我们复制吃饭、讲话、写字、穿衣和工作的方式。不幸的是，很多人也复制了创造财富的错误方式。
My objective is to educate people who want a better life to use common sense and seriously look at this direct marketing. It’s a big time business opportunity and for many it’s been a dream come true.
我的目的是教育那些在想改善生活的人，运用常识和严谨的眼光看待直销行业。这是充满机会的时代，很多人的梦想在这个时代已经成为了现实。
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Reporter: All your thinking, such as pipeline, system, learning for life, and copying is related to the line of marketing somehow. Is this just coincidental? Or have you planned this based on your personal career?
记者：对于你提出的所有理论，比如“管道”、“你需要一个系统”、“阅读致富”、“复制”等似乎都跟直销行业有着千丝万缕的联系，这是巧合还是与您的个人事业定位有关？
Hedges: There are no coincidences in life. You choose the path you want to follow or the path chooses you. I have chosen the direct marketing path as my profession. I speak the truth and teach the principles of success. Teaching on building pipelines of residual income, plugging into and working a success system, and learning to become a leader is all part of the plan, my path, if you will.
哈吉斯：人生本没有巧合。不是你选择人生道，就是人生道选择你。我选择了直销作为我的职业。我讲授成功理论与真理。按你的说法就是，教授建造产生被动收入的管道、致力于成功学领域与学习成为领导都是这个计划，我的人生路的一部分。
Water is wet regardless if you live in China or America. This is an indisputable fact. The same is true for the principles of success. Whether you live in China, Africa, Europe or America, the principles of success and achievement are the same. I’ve learned this and this is what I teach.
水不会因为你住在中国还是在美国而改变特性。这是不争的事实。这对成功学同样适用。不管你身居中国、非洲、欧洲还是美洲，成功学都是一样的。我学会了这个理论，我也正在教授这一理论。
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Reporter: As we know, you worked with Amway and Internet Service Corporation as a consultant. Is that your first time to work in the line of direct marketing when you were with Amway? What’s your opinion about direct marketing? Do the distributors in this industry need more inspiration than those in others?
记者：听说您曾担任安利公司的顾问，还辅导过耶格系统，跟安利的合作是否是你接触直销行业的开始？你了解直销行业吗，你怎样看待这个行业？在这个行业是否比其他行业更需要激励？
Hedges: Before I started speaking to the various Diamond organizations in Amway I had almost 10 years of experience in the industry. I’ve learned a great deal about their system and I believe it’s the best system in the industry. There is nothing like it!
哈吉斯：在为安利美国公司的数家钻石级以上经销商作演讲前，我已经有将近10年的本行业经验。我对他们的系统做了大量研究，之后我认为这一系统是这样行业中最好的体制。没有什么系统能比得上。
My opinion on direct marketing is simple. It’s the absolute best model for creating wealth and enjoying quality of life in the world. I say this because I believe it and can prove it. Where else can you get in a business for little upfront money yet have such huge residual income potential -- not to mention the incredible support system and mentoring available to insure your success. The only reason you would not do the business is because you don’t understand it or you’re lazy.
我对待直销行业的态度非常明了。这是创造财富和高质量生活的最好模式。我之所以这样讲，是因为我坚信这一信条，并能证明给大家看。在哪个行业中，你能像这个行业一样只要投入少量资金，就能收获巨大收益，更别说这个行业中保证你成功的支持和监控系统。如果你不愿从事这个行业，那肯定是你不了解这个行业，或你本身不够勤奋。
Does this industry need more inspiration than others? It needs no less.
People as a rule have a need to be respected, appreciated, recognized, validated and encouraged. It’s a human value and is as natural as breathing. The opposite of encouragement is to humiliate, punish, embarrass or to publicly ridicule someone. Who wants this?
在这个行业是否比其他行业更需要激励？不比其他行业少。人们一般都需要得到尊重、赏识、认同和鼓励。这是人的天性和人的价值体现。与鼓励相反的是羞辱、惩罚、尴尬和当众取笑。谁想这样的事情发生在自己身上。
Additionally, we are in business for ourselves and we are paid for performance. A system of learning and encouragement is needed because things don’t always go the way we expect it to go. Just like an athlete who loses an event and needs to be encouraged and reassured that there is always another day… or the student who fails a test… or an employee who fails a task. They need encouragement as well and so do the business owners of our industry. They are building a team and encouragement and belief in one another is instrumental in the success of their business. Encouragement is a core value of a team - united we stand and pided we fall.”
另外，我们从事的事业是为了我们自己。我们的表现都会得到报酬。引进学习机制和鼓励机制是因为事情并不总是按我们预期的那样发展。就像一名运动员输了一场比赛，需要别人鼓励和安慰：总会有东山再起的机会。又比如一名学生考试不及格，或一名员工没完成任务。他们都需要鼓励。这对我们行业的从业者也是适用的。他们建立起一个团队，而鼓励和对彼此的信任则是取得成功的必要工具。鼓励是一个团队的核心价值。“团结就是力量。”
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Reporter: Is this your first trip to China? Did you know anything about China and its direct marketing industry?
记者：此次访华是您第一次到中国吗？你对中国及中国直销行业是否有所了解？
Hedges: Yes, this is my first trip to China. And I’m very excited about my visit and I look forward to meeting many new friends at my seminars.
哈吉斯：是的，这是我第一次到中国来。我很高兴能进行此次访问。我期待着在研讨会上能结交很多新朋友。
I have, however, spent a great deal of time in Asia, Thailand, Singapore, Malaysia and Indonesia.
我以前也来过亚洲很多次，不过去的是泰国、新加坡、马来西亚和印度尼西亚。
Regarding my knowledge on Chinese direct marketing, here is what I know for sure: It’s one of the hottest countries for direct marketing in the world. The timing to build a direct marketing business is perfect.
关于中国直销业，据我了解，这是世界上直销业热度最高的地方。建立直销市场的时机非常成熟。
I believe it’s better to be at the right place, at the right time with the right company, product, leadership and system than it is to be smart. What you need to succeed in direct marketing is vision and wisdom...to see what is possible for you and your family. Those who do will leave a financial legacy for their children. Those who don’t will miss out on what I believe to be the greatest wealth building opportunity in the history of China.
我认为天时地利人和、好的产品和机制比单纯的聪明才智更重要。在直销市场上，要想取得成功，所具备的就是眼光和智慧。要看清你和你的家人能得到什么。具备这样眼光的人会给子孙留下一笔财富。而没有这样眼光的人失去的将是在中国创造财富的伟大历史机遇。
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Reporter: Thank you for your time; and I wish you a pleasant stay in China. .
记者：非常感谢您抽出宝贵的时间接受我们杂志的专访，并祝你的首次中国之行愉快！
Hedges: Thanks.
哈吉斯：谢谢。
