1
00:00:02,590 –> 00:00:04,520
不要做生命的观望者
2
00:00:04,690 –> 00:00:06,410
而要做生命的参与者
3
00:00:08,790 –> 00:00:11,240
了来掌声请回座
4
00:00:11,240 –> 00:00:12,520
给你们各加500分
5
00:00:13,200 –> 00:00:14,500
回座太棒了
6
00:00:15,210 –> 00:00:17,045
恭喜好加500分
7
00:00:17,045 –> 00:00:18,185
11组太棒了
8
00:00:18,185 –> 00:00:19,300
9组500分
9
00:00:19,380 –> 00:00:22,390
16组500分12组500分开棒
10
00:00:22,620 –> 00:00:23,920
2组500分
11
00:00:24,720 –> 00:00:25,870
10组500分
12
00:00:26,010 –> 00:00:28,835
7组500分开棒了啊
13
00:00:28,835 –> 00:00:29,555
5组加过了
14
00:00:29,555 –> 00:00:30,160
注意安全
15
00:00:30,720 –> 00:00:31,960
8组500分
16
00:00:31,980 –> 00:00:37,000
15组500分啊8组500分
17
00:00:37,830 –> 00:00:42,245
17组500分啊8组500分啊
18
00:00:42,245 –> 00:00:43,210
再多加100分
19
00:00:44,330 –> 00:00:45,750
不多加他不下起
20
00:00:46,640 –> 00:00:47,670
这没办法呀
21
00:00:49,970 –> 00:00:52,140
害怕了这种信念
22
00:00:52,820 –> 00:00:54,210
那不赚钱都难啊
23
00:00:55,340 –> 00:00:59,330
那你告诉我甚是同意的这个好手
24
00:00:59,330 –> 00:00:59,770
放下
25
00:01:00,000 –> 00:01:00,380
来
26
00:01:01,280 –> 00:01:02,950
打开10大交易结构
27
00:01:04,160 –> 00:01:07,295
所以这10大交易结构太重要了
28
00:01:07,010 –> 00:01:07,610
来
29
00:01:07,610 –> 00:01:08,375
太重要了
30
00:01:08,375 –> 00:01:08,950
来看
31
00:01:11,170 –> 00:01:11,690
第一
32
00:01:11,890 –> 00:01:12,620
头疼啊
33
00:01:14,490 –> 00:01:16,900
把投资变融资
34
00:01:17,750 –> 00:01:18,300
就是
35
00:01:19,420 –> 00:01:22,960
比过去做生意的逻辑是一做生意
36
00:01:22,960 –> 00:01:23,850
就要投资
37
00:01:24,170 –> 00:01:25,410
我想告诉你的是
38
00:01:25,460 –> 00:01:26,515
你只要一投资
39
00:01:26,515 –> 00:01:28,110
你的钱就变多还是变少
40
00:01:29,480 –> 00:01:32,130
变少而融资就会把钱干嘛
41
00:01:33,650 –> 00:01:34,780
这个融资啊
42
00:01:34,780 –> 00:01:35,700
这个资呢
43
00:01:35,990 –> 00:01:37,770
不仅仅是指资金
44
00:01:38,480 –> 00:01:40,210
更多的是指资源
45
00:01:41,470 –> 00:01:43,860
所以我在后天会跟你讲
46
00:01:43,860 –> 00:01:45,680
融资有4个步骤
47
00:01:46,460 –> 00:01:47,080
第一个
48
00:01:47,340 –> 00:01:47,980
容忍
49
00:01:49,210 –> 00:01:49,970
第二个
50
00:01:50,990 –> 00:01:51,750
融钱
51
00:01:53,020 –> 00:01:54,440
融什么人融合伙人
52
00:01:55,040 –> 00:01:56,550
第3个融资源
53
00:01:57,430 –> 00:01:59,970
第4个融职业经理人
54
00:02:01,330 –> 00:02:03,000
所以说融资
55
00:02:03,000 –> 00:02:04,710
有人说老师我又不缺钱
56
00:02:04,710 –> 00:02:05,960
你叫我融什么资啊
57
00:02:06,070 –> 00:02:06,720
那我问你
58
00:02:06,720 –> 00:02:07,790
你缺不缺资源
59
00:02:09,090 –> 00:02:09,610
所以
60
00:02:09,750 –> 00:02:12,430
融资金是表象
61
00:02:12,990 –> 00:02:14,860
融资源才是什么
62
00:02:15,410 –> 00:02:16,735
真相来
63
00:02:16,735 –> 00:02:17,760
你们告诉我对不对
64
00:02:18,600 –> 00:02:22,720
所以说这个世界所有做大的
65
00:02:23,470 –> 00:02:24,770
所有做大的公司
66
00:02:25,180 –> 00:02:26,190
没有一个
67
00:02:28,150 –> 00:02:30,290
绝大多数都是用别人的资源
68
00:02:30,550 –> 00:02:32,670
用别人的资金玩大的
69
00:02:32,860 –> 00:02:34,160
来告诉我对不对
70
00:02:35,240 –> 00:02:36,130
所以各位老板
71
00:02:36,130 –> 00:02:37,870
为什么你们必须要学习商业模式
72
00:02:37,870 –> 00:02:38,130
啊
73
00:02:38,270 –> 00:02:39,990
为什么你今天必须得学习呀
74
00:02:40,070 –> 00:02:41,250
我想告诉你的是
75
00:02:43,230 –> 00:02:44,080
国企
76
00:02:47,170 –> 00:02:48,590
亏的是国家的钱
77
00:02:49,270 –> 00:02:50,715
你的企业做亏了
78
00:02:50,715 –> 00:02:51,890
亏的是你的钱
79
00:02:52,700 –> 00:02:52,960
来
80
00:02:52,960 –> 00:02:53,880
你告诉我对不对
81
00:02:54,590 –> 00:02:56,160
你要明白这件事啊
82
00:02:56,860 –> 00:02:58,530
就是没有人给你兜底
83
00:02:58,610 –> 00:02:59,950
你只有自己给自己兜
84
00:03:00,190 –> 00:03:01,220
来告诉我是不是
85
00:03:03,220 –> 00:03:04,555
中小民营企业很不容易啊
86
00:03:04,555 –> 00:03:05,610
你要明白第2个
87
00:03:05,840 –> 00:03:07,140
从招聘到招商
88
00:03:08,850 –> 00:03:11,290
招聘是要花钱的
89
00:03:13,670 –> 00:03:15,510
招商是要干嘛
90
00:03:16,260 –> 00:03:19,115
收钱的来翻过给你们讲一下这个
91
00:03:19,115 –> 00:03:19,570
逻辑
92
00:03:21,960 –> 00:03:22,930
来举例来说
93
00:03:24,440 –> 00:03:26,785
这个现场有没有做工厂的
94
00:03:26,785 –> 00:03:27,220
请举手
95
00:03:27,220 –> 00:03:28,945
做工厂的生产制造业的
96
00:03:28,945 –> 00:03:29,910
大家认真听啊
97
00:03:30,320 –> 00:03:32,105
这个我们这次我跟你讲工厂怎么
98
00:03:32,105 –> 00:03:32,590
转型
99
00:03:32,790 –> 00:03:34,180
工厂怎么做轻资产
100
00:03:34,230 –> 00:03:36,580
工厂怎么放大性引流啊
101
00:03:36,600 –> 00:03:37,510
你要非常
102
00:03:37,940 –> 00:03:40,360
明确来各位工厂
103
00:03:42,320 –> 00:03:43,110
然后呢
104
00:03:44,010 –> 00:03:44,650
他去
105
00:03:45,520 –> 00:03:46,280
招聘
106
00:03:48,140 –> 00:03:49,050
招聘什么呢
107
00:03:49,560 –> 00:03:50,780
招聘业务员
108
00:03:51,440 –> 00:03:53,320
这个逻辑本身都是一个错误
109
00:03:53,580 –> 00:03:54,160
为啥
110
00:03:54,790 –> 00:03:55,400
因为
111
00:03:55,960 –> 00:03:56,640
业务员
112
00:03:58,650 –> 00:03:59,650
没资金
113
00:04:01,330 –> 00:04:02,330
没资源
114
00:04:06,100 –> 00:04:08,050
群里没资金没资源告诉我
115
00:04:10,680 –> 00:04:12,010
招了业务员干嘛呢
116
00:04:12,580 –> 00:04:13,050
开发
117
00:04:14,010 –> 00:04:15,100
开发商告诉我
118
00:04:19,050 –> 00:04:20,050
有一个老板说
119
00:04:20,100 –> 00:04:20,630
陈老师
120
00:04:20,630 –> 00:04:21,260
我做工厂
121
00:04:21,260 –> 00:04:22,330
我没有一个业务员
122
00:04:22,500 –> 00:04:23,800
我说你订单咋来的
123
00:04:24,180 –> 00:04:25,840
都是我服务客户
124
00:04:25,890 –> 00:04:27,760
都是客户给我转介绍的
125
00:04:28,050 –> 00:04:29,480
我说大哥你别扯了
126
00:04:29,480 –> 00:04:30,425
你就是业务员
127
00:04:30,425 –> 00:04:31,700
你什么第一业务员
128
00:04:31,700 –> 00:04:32,890
你是最大的业务员
129
00:04:33,470 –> 00:04:35,620
你是开着奔驰宝马的业务员来
130
00:04:35,620 –> 00:04:35,905
告诉我
131
00:04:35,905 –> 00:04:36,600
是不是这个道理
132
00:04:37,100 –> 00:04:38,060
咋没有业务员了
133
00:04:38,060 –> 00:04:40,210
你就最大的业务员都没有业务员
134
00:04:40,350 –> 00:04:40,870
好吧
135
00:04:41,840 –> 00:04:42,810
我有一个学员
136
00:04:43,690 –> 00:04:44,870
是做那个
137
00:04:45,950 –> 00:04:48,270
类似于你们在加油站
138
00:04:48,890 –> 00:04:49,290
呃
139
00:04:49,730 –> 00:04:50,710
加油的时候
140
00:04:50,710 –> 00:04:53,425
那个加油的那个工作人员会给
141
00:04:53,425 –> 00:04:54,415
你推荐一个东西
142
00:04:54,415 –> 00:04:55,375
叫做燃油宝
143
00:04:55,375 –> 00:04:56,220
有没有听说过
144
00:04:57,010 –> 00:04:58,200
他做的不叫燃油宝
145
00:04:58,200 –> 00:04:59,565
我就不能说他的名字
146
00:04:59,565 –> 00:04:59,970
他不让
147
00:05:01,180 –> 00:05:03,270
企业牵扯到很多政府关系的一个
148
00:05:03,320 –> 00:05:03,880
问题
149
00:05:04,250 –> 00:05:04,830
他呢
150
00:05:05,300 –> 00:05:05,820
这个
151
00:05:06,930 –> 00:05:08,110
一年营业额呢
152
00:05:08,580 –> 00:05:08,980
呃
153
00:05:09,240 –> 00:05:10,360
做5000万
154
00:05:11,150 –> 00:05:12,630
做5000万的时候呢
155
00:05:12,830 –> 00:05:15,090
他公司有多少个业务员呢
156
00:05:15,920 –> 00:05:17,890
他公司有17个人
157
00:05:18,940 –> 00:05:20,330
17个人做5000万
158
00:05:21,270 –> 00:05:22,040
所以说呢
159
00:05:22,040 –> 00:05:23,710
后来他听了一个管理的课
160
00:05:24,730 –> 00:05:25,080
啊
161
00:05:25,080 –> 00:05:26,180
听了一个管理的课
162
00:05:26,640 –> 00:05:28,840
然后梦想被放大了
163
00:05:29,440 –> 00:05:29,840
说
164
00:05:30,850 –> 00:05:32,540
你的团队太重要了
165
00:05:33,140 –> 00:05:33,900
所以说
166
00:05:34,310 –> 00:05:36,060
当你的团队翻10倍
167
00:05:36,110 –> 00:05:37,710
你的营业额就会翻多少
168
00:05:39,820 –> 00:05:40,345
于是
169
00:05:40,345 –> 00:05:42,550
他真的把团队从17个人扩到多少
170
00:05:42,550 –> 00:05:42,810
人
171
00:05:44,350 –> 00:05:45,410
170人
172
00:05:46,280 –> 00:05:48,370
然后你觉得他的营业额有没有
173
00:05:48,370 –> 00:05:49,080
做到5个亿
174
00:05:51,020 –> 00:05:51,790
的营业额
175
00:05:52,700 –> 00:05:56,100
然后只做了不到7000万
176
00:05:57,260 –> 00:05:58,050
为什么
177
00:05:58,710 –> 00:05:59,320
因为
178
00:06:00,000 –> 00:06:02,030
你招了17个人
179
00:06:02,650 –> 00:06:06,180
和170个人最大的区别是你招的
180
00:06:06,180 –> 00:06:08,060
那153个人
181
00:06:11,420 –> 00:06:12,830
资金没资源
182
00:06:12,830 –> 00:06:13,810
没资历而
183
00:06:14,460 –> 00:06:17,555
你需要开发的这些都是一些央企
184
00:06:16,910 –> 00:06:18,610
国企的领导
185
00:06:18,950 –> 00:06:20,880
还有一些某银行的行长
186
00:06:21,530 –> 00:06:23,730
还有某一些
187
00:06:24,600 –> 00:06:27,310
非常不错的一些企业的负责人
188
00:06:26,580 –> 00:06:30,215
而这些人根本不认识
189
00:06:30,215 –> 00:06:31,535
跟他们没交集
190
00:06:31,535 –> 00:06:32,315
没交流
191
00:06:32,315 –> 00:06:33,950
所以很难把这个事干成
192
00:06:36,430 –> 00:06:36,780
错了
193
00:06:36,780 –> 00:06:40,035
来友来这170个人要不要发工资
194
00:06:40,035 –> 00:06:40,280
啊
195
00:06:40,990 –> 00:06:42,350
要不要报销差旅费
196
00:06:43,120 –> 00:06:44,010
要不要花钱
197
00:06:44,890 –> 00:06:45,590
来翻过
198
00:06:46,360 –> 00:06:49,550
所以建团队的方式呢
199
00:06:49,720 –> 00:06:50,540
有两种
200
00:06:51,460 –> 00:06:53,310
一个叫花钱建团队
201
00:06:55,700 –> 00:06:57,940
第二个叫收钱建团队
202
00:06:58,910 –> 00:06:59,950
收钱建团队
203
00:07:00,120 –> 00:07:01,115
是陈老师教的
204
00:07:01,115 –> 00:07:02,720
明天你就知道这套东西多牛逼
205
00:07:02,720 –> 00:07:02,980
了
206
00:07:03,360 –> 00:07:06,040
而你过去玩的是花钱建团队
207
00:07:06,410 –> 00:07:08,460
花钱建团队就招聘啊
208
00:07:08,900 –> 00:07:10,830
收钱建团队就招商啊
209
00:07:11,120 –> 00:07:13,530
花钱建的团队都是一群小绵羊
210
00:07:13,000 –> 00:07:15,360
就光知道花你的钱
211
00:07:15,890 –> 00:07:18,235
钱建的团队都是一群狼
212
00:07:18,235 –> 00:07:19,380
也会帮你收钱
213
00:07:19,740 –> 00:07:21,890
那你觉得学哪个本本领更重要
214
00:07:21,630 –> 00:07:24,310
先收钱呢
215
00:07:24,660 –> 00:07:25,400
理解了吗
216
00:07:25,400 –> 00:07:25,610
来
217
00:07:25,610 –> 00:07:26,230
再翻一下
218
00:07:27,430 –> 00:07:31,670
所以各位你招聘的业务员去开发
219
00:07:32,230 –> 00:07:32,870
客户
220
00:07:33,420 –> 00:07:34,940
这条路本身就是错误
221
00:07:36,580 –> 00:07:36,980
来
222
00:07:37,480 –> 00:07:38,990
而工厂应该怎么玩
223
00:07:39,900 –> 00:07:41,860
工厂应该招商
224
00:07:42,940 –> 00:07:44,120
应该通过招商
225
00:07:44,590 –> 00:07:47,690
招商招商招募商业合作伙伴
226
00:07:48,390 –> 00:07:49,270
招的是什么
227
00:07:49,380 –> 00:07:50,620
招的是合伙人
228
00:07:51,500 –> 00:07:52,780
教你招的合伙人
229
00:07:53,630 –> 00:07:54,900
这个合伙人呢
230
00:07:55,100 –> 00:07:56,940
第一有资金
231
00:07:57,980 –> 00:07:58,530
第二
232
00:07:58,880 –> 00:07:59,820
有资源
233
00:08:00,410 –> 00:08:00,925
第三
234
00:08:00,925 –> 00:08:01,410
有啥
235
00:08:02,800 –> 00:08:04,465
资历就有资历
236
00:08:04,465 –> 00:08:05,170
有资金
237
00:08:05,170 –> 00:08:06,510
有资源好了
238
00:08:07,620 –> 00:08:08,920
他本身就有资源
239
00:08:09,090 –> 00:08:11,590
他本身就认识某行的行长
240
00:08:12,340 –> 00:08:14,150
他本身就认识某
241
00:08:14,850 –> 00:08:16,090
国资委的领导
242
00:08:16,460 –> 00:08:20,110
他本身就认识某企业的关键采购
243
00:08:19,500 –> 00:08:21,280
负责人
244
00:08:21,890 –> 00:08:23,490
他不需要开发客户
245
00:08:23,570 –> 00:08:27,910
他只需要变现他手里本来就存在
246
00:08:27,910 –> 00:08:29,190
的资源
247
00:08:31,500 –> 00:08:35,110
所以说我收了他的钱
248
00:08:36,010 –> 00:08:37,820
我收他的钱是有条件的
249
00:08:37,840 –> 00:08:38,745
一有资金
250
00:08:38,745 –> 00:08:39,435
二有资历
251
00:08:39,435 –> 00:08:40,220
三有资源
252
00:08:40,300 –> 00:08:43,070
我只需要帮你把你原有资源变现
253
00:08:42,585 –> 00:08:44,390
我先收你钱
254
00:08:44,440 –> 00:08:46,400
我又帮你赚回更多钱
255
00:08:46,510 –> 00:08:48,105
而且我还不用发工资
256
00:08:48,105 –> 00:08:49,700
而且我还收钱建团队
257
00:08:49,750 –> 00:08:52,875
所以工厂玩招商的逻辑是最重要
258
00:08:52,455 –> 00:08:53,370
最简单
259
00:08:53,370 –> 00:08:54,170
最轻松的
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00:08:54,280 –> 00:08:55,845
所以我明天教你这个逻辑来
261
00:08:55,845 –> 00:08:57,300
你觉得我现在讲的这个逻辑对
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00:08:57,300 –> 00:08:57,680
不对
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00:08:58,560 –> 00:08:59,960
看一下这个逻辑对的就行
264
00:09:01,280 –> 00:09:02,280
你是这样子的
265
00:09:02,660 –> 00:09:03,250
听见了吗
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00:09:03,390 –> 00:09:03,680
来
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00:09:03,680 –> 00:09:04,510
继续倒过来
268
00:09:07,480 –> 00:09:08,070
检查一下
269
00:09:08,620 –> 00:09:09,020
来
270
00:09:09,670 –> 00:09:11,870
我们追求利润率
271
00:09:12,340 –> 00:09:14,210
就会导致你的钱变少
272
00:09:14,740 –> 00:09:16,460
因为你以利润为中心
273
00:09:16,600 –> 00:09:19,340
而追求现金流为中心
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00:09:19,420 –> 00:09:20,660
就会把钱变多
275
00:09:20,830 –> 00:09:21,560
我说了
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00:09:23,100 –> 00:09:23,810
你记住
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00:09:24,280 –> 00:09:25,430
流量为王
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00:09:25,630 –> 00:09:26,390
我说了
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00:09:26,680 –> 00:09:27,800
现金为王
280
00:09:27,910 –> 00:09:30,650
我说了我们企业缺钱
281
00:09:30,670 –> 00:09:32,840
证明你老板没有现金流的思维
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00:09:32,415 –> 00:09:34,925
所以少赚就是多赚
283
00:09:34,925 –> 00:09:36,070
多赚就是少赚
284
00:09:36,270 –> 00:09:37,060
所有权
285
00:09:38,010 –> 00:09:39,395
天天追求所有权
286
00:09:39,395 –> 00:09:40,370
你就是重资产
287
00:09:40,370 –> 00:09:41,150
厂房是你的
288
00:09:41,150 –> 00:09:41,885
设备是你的
289
00:09:41,885 –> 00:09:42,730
工厂是你的
290
00:09:42,840 –> 00:09:43,670
装修是你的
291
00:09:43,670 –> 00:09:44,620
所有一切都是你的
292
00:09:45,120 –> 00:09:47,170
来要把它改变成使用权
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00:09:47,620 –> 00:09:48,540
切为我所用
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00:09:48,560 –> 00:09:50,335
一定要追求轻资产
295
00:09:50,335 –> 00:09:51,240
啥叫现金流
296
00:09:51,320 –> 00:09:54,090
你的流入永远大都流出
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00:09:54,900 –> 00:09:56,505
我这个月出去了300万
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00:09:56,505 –> 00:09:58,820
但我进来了1000万良性现金流
299
00:09:58,215 –> 00:09:59,950
强性现金流
300
00:10:01,380 –> 00:10:04,270
重资产转向轻资产