张庭夫妇从事传销，96套房产被查封！11分钟英文短片揭秘传销公司常用的“洗脑套路”！（附视频&解说稿）

英语演讲视频，第一时间观看

据澎湃新闻报道，张庭林瑞阳夫妇创办、经营的达尔威公司因从事传销活动，导致该公司全资子公司上海振泓生物科技有限公司、上海巨擘亿网实业有限公司持有的96套房产被查封，价值17亿元，查封日期是2021年7月20日。

4月7日，TST庭秘密的运营主体已被市场监管部门认定构成组织策划传销违法行为，被没收违法所得1927.99万元，罚款170万元。据了解，湖北保康县市场监督管理局认定，2018年1月1日至2021年7月，相关公司在涉及传销的主营业务上的营收共91.71亿元，获利1927.99万元。

近年来，社会上对于传销的认知深度已经上升，也清楚身陷传销的危害，但也依旧有一些人在面临传销时不小心掉进坑里，并且一度坚信自己是正确的，别人是错误的。今天英文演讲君和大家分享一下传销（也叫作多级分销）公司是如何通过“洗脑”的方式忽悠欺骗广大老百姓的？

↓↓↓ 上下滑动，查看演讲稿 ↓↓↓

Multi-Level Marketing Companies or MLM’s rightfully get a fair bit of criticism in the news, across social media, and even in social groups that are aware of their less than upstanding business tactics.

However, despite this almost universal bad reputation, Multi Level Marketing Companies have grown in size year on year, bringing in an ever-larger pool of unsuspecting victims.

This reality flies in the face of what the critics often say about such schemes, which is that they are fundamentally unstable pyramid schemes that are mathematically guaranteed fail.

If that was the case, then this now decades old industry filled with decades old companies is sure taking a long time to live out the apparent certainty.

So were the critics wrong about this one? Well as regular viewers of the channel may know, I hate video’s that drag out the a simple question unnecessarily.

So the short answer is no, they are not wrong about the industry as a whole, but they do get a lot wrong about their day to day operations, and this public misunderstanding may actually be key to explaining how this industry keeps on growing.

So it’s time to learn how money works by defending the indefensible, a new series that I hope to launch, depending on how well this video goes.

So let’s start with probably the biggest criticism of these companies, and that is that almost everybody that gets involved with them ends up loosing money.

Critics will throw up charts like this that show that only a tiny percentage of participants in the schemes make any money at all, or perhaps they will show you income disclosure statements which again show that only a few dozen members from each one of these companies make the 6-figure income new participants are promised.

This is all fair enough and in fact MLM companies operating in the united states are required by law to produce these documents after a legal ruling mandated that they be more transparent with income expectations.

Even still, these figures alone might not tell the entire story.

You see most people that join these schemes don’t do so with the expectation of making a business out of them.

Now the companies themselves will normally say that these people are only interested in joining so that they can purchase the product for a discounted price which is available to members.

Take something like this weight loss shake from Herbalife, which is one of the largest MLM’s operating today.

The public retail price is admittedly a fair bit higher than the wholesale price that they make available to their members.

So for someone that will be consuming these products frequently it would make financial sense to just pay the membership upfront and save the money in the long run.

This is no different from say, a Costco membership, and if anything Costco tends to have a very positive public image.

So perhaps these companies are getting a bit of a bad rap here.

Or at least that would be the case if it were the whole story.

In reality, a lot of people sign up because they are pressured into it by an aunty, long lost friend or third cousin twice removed.

Sometimes the best way to stop these people from blowing up your phone about their new amazing business opportunity is just to acquiesce and buy their damn sign up pack.

Sure it will probably just end up collecting dust in your garage, but at least you don’t have to deal with it anymore.

Now in this situation, you have become a statistic, you are part of the 99% of people who join these companies and never make any money.

Now of course this still isn’t exactly what you would call an upstanding business practice.

But I would argue that it lies somewhere in between the horror stories the critics will present and the fairy tales the companies will tell.

On one hand the 99% of people involved in these schemes are not been relentlessly sucked dry by a small group of bloodthirsty con artists, but on the other hand that same 99% are not exactly super eager participants just looking for a great deal on protein powder.

The reality of this issue, as with many others, lies somewhere in between what the two opposing sides will argue.

But this argument that new members are simply looking out for a small discount also raises one of the other major issues that critics have with MLM’s, and that is that their products are extremely expensive for what they are.

Using that same weight loss shake from earlier, we will find that sure the small discount you get as a member is great, but it still doesn’t make the price anywhere close to competitive with other market alternatives.

Now the critics will say that the reason that most MLM’s have products priced like this is that they NEED big margins on their products in order to pay out the bonuses to all of their members at the top of the proverbial pyramid.

Now this is certainly a part of it, but it’s still not the whole story.

You see most of these companies will market their products as premium alternatives, which is you know, very hard measure, bbbuuuuttt, assuming that is the case there are still regular market alternatives that are more expensive.

Even beyond this there are products sold by some of these companies that actually look like relatively good value.

Amway is one of the oldest and currently the largest MLM operating in the world today.

The company started out by selling a range of cleaning products which actually marketed themselves as being concentrated and cost effective alternatives to other regular products.

This is just as true today as it was back then.

Compared to most other concentrated household cleaning products, the Amway alternatives are either cheaper or very comparable.

This is also whilst not considering the discounts that are made available for members.

So how does this make sense then? The critics point out that MLM products NEED a massive markup so that money can naturally pass money up from the bottom of the pyramid to the top, so if the products DON’T actually have that markup, then this argument kinda breaks down right? Well maybe, but first we need to consider one of the more central criticisms, and that is that ultimately people are not sold on these PRODUCTS at all, so it really doesn’t matter if the companies are selling, overpriced weight loss shakes, bargain basement cleaning supplies, or even life insurance policies, (and yes there are MLM’s that sell life insurance policies) No no no, all of that is irrelevant, what really matters is that new members are told that they can make millions of dollars by joining these companies when in reality the “business opportunity” is stacked against them.

So the obvious defence to this is that… people do become rich in these schemes… there are hundreds of examples of people that are incredibly well off due to their involvement in these companies… But of course the critics will argue that most don’t become wealthy.

This is also fair… Even if we ignore the majority of people that sign up to these companies and do nothing we will still find that most people involved end up loosing money, and even of those who do turn a profit, most would probably be better off working a minimum wage at mcdonalds.

But at the end of the day this is business.

If you were to go out and start your own business doing your own thing tomorrow, there is a very good chance that you would stand to loose a lot more money than a member of one of these companies.

For every tale of someone loosing a few thousand dollars by stocking up on vitamins, skincare or leggings from these companies, there is a story about someone loosing tens of thousands of dollars trying open a café.

Sure most people who try to make a businesses out of an MLM fail and end up loosing money, but most people that try to make money with any business fail, and probably end up loosing a lot more money.

So in a way MLM companies are just offering people a chance to start a sales based business with very little in the way of upfront investment or financial risk.

And sure, the promises of easy riches are obviously grossly exaggerated, but to someone who realises that starting a business is hard work, This is a genuine opportunity (an opportunity mind you, not a guarantee) but rather an opportunity to build something without needing to re-mortgage a home or get a small loan of a million dollars.

What’s more is that you can start from day one, and if at any point you decide that the business is not going well you can close up shop without the stress of paying salaries, or rent or suppliers or any of the other fun stuff that goes along with running a traditional business.

Ok… Now here is the reason why it’s so important to understand this counter argument that these businesses put forward, because realistically, this is how they pitch their businesses these day.

If you find yourself in a meeting for one of these companies they are going to have an answer for every objection you have, which can make even the most staunch anti-mlmer think twice about diving in.

Most people lose money? – Well EVERYBODY looses money when they become a member of Costco, and just like at Costco most of our members only shop with us very occasionally and have no interest in making this a business.

This is actually great for you because you have an inbuilt pool of customers.

Well even most of the people that do this as a business lose money? – Well starting a business is hard, and we simply give people the opportunity to start their own business without the huge financial burden that comes with opening a café lets say.

Well the products are overpriced – No no, some of our premium products are more expensive than inferior budget alternatives you will find at Walmart, but compared to other premium offerings we are actually very competitive.

What’s more is a lot of our every day products are actually more economical than anything else on the market.

These responses are all true, and it’s how most of these businesses present themselves these days.

They know almost everybody has an opinion of them, so they try to reshape that opinion by actually working with the common criticism they receive.

And it’s also the reason that products like these are priced cheaply.

This is what people in marketing call a loss leader.

It’s a product that is priced very cheaply (sometimes even un-profitable) to get people into the store in the hope that they will end up spending more money on items that actually are profitable.

MLM’s like amway will do this with low value items like their cleaning products here for the same kind of reason, they will show it to potential new recruits to dispel the criticism of overpriced products, only to turn around and sell them overpriced products from the ranges that actually make them a lot of money.

This adaptation is what has allowed these companies to keep on growing despite the almost universal understanding that these businesses are kind of shady.

So I am not going to call these businesses an outright scam, that makes it too easy for one of these companies to pull the same kind of objection handling nonsense we have seen throughout this video.

In-fact, I will hold true to this new series and defend the indefensible by actually giving these companies a promotion.

If you are looking to go into business for yourself and you are a skilled salesman that is willing to work on a commission only basis, while also being willing to build and manage a team of commission only salesmen beneath you then by all means go ahead.

But if you are not looking to start your own business, or your not a good salesman, don’t let the people involved in these companies convince you that you are either.

Now, we will hopefully continue to defend the indefensible if this video does well by looking at the value that hedge funds add to society by doing nothing but moving huge piles of money around.

传销与反传销，两类人就像隔着围城，里面的人看外面，外面的人看里面，谁都搞不明白对方为何如此冥顽不化。走上传销容易，破解传销其实也容易，而且其中涉及到的心理学知识小编简化为“传销洗脑三部曲”，可以说道说道。

1. 浮躁、贪婪，想要赚快钱

这个社会发展很快，几年前网购都不太发达，现在已经是随处可见，人要跟上社会的发展，要挣钱，要担负婚姻、教育、养老压力，在这场征战中，一个人必然要经历心路历程上的改变。疫情来得突然，街上实体店关掉不少，人心逐渐浮躁，都在想着如何赚钱养家。

实体不行，赚钱太慢，所以才会有人想要赚快钱，周围一圈人月入几万几十万，朋友圈发，微博发，于是个人在连番的信息轰炸下选择相信传销，搏一搏还有机会单车变宝马呢，为什么不试试呢？

传销中的心理其实有点类似于赌徒心理，但赌徒心理还可能会赢，传销中没有赢，只有裂变的无数下家，和囤在手里的货。

2.从众的心理压力——不得不做

想要破解传销，要先明白什么是传销，传销有三个特点：第一看要不要交入门费，第二看需不需要拉人头，第三看这套体系的计酬方式是怎样的。

可以看一下传销的例子，在广西“10·16”特大传销案中，头目以“资本运作”为幌子，以高额报酬为诱饵，吸引参加者缴纳5.6万到8.6万的入会费，又引诱群众到北海、南宁、桂林等地从事违法犯罪活动，上一级发展下一级，赚的是“子子孙孙”的钱。

再比如贵州“5·07”特大传销案，该案件打着“连锁经营”的幌子，收取6万多元的入门费，之后大肆发展下线人员，牵涉到的人数达到3000人，又在聚集地聚众演讲，增加知名度。

当说到最后一点时，我们就能看到社会心理学在此处的运用。人是社会性的动物，具有从众心理，这一方面是个体的需要——在面对未知情境时，选择与大多数人一致的行为，另一方面是群体的压力，即群体内所有人都这么做，一旦一个人不做，就会显得很另类，并且这时候没有从众的人，心理也会感到纠结。

在TST的体系中，处处可见人群的从众效应，因为别人都在发朋友圈，都在拉人组团队，那么我不做的话会不会很另类、很特殊？而这种情况下，个体想要摆脱这种“孤独感”就要做出和其他人一样的行为，来摆脱受到排斥的感觉。

在传销组织中常见这种情况，为什么常见的一个场景是下面坐一群人，台上站着一个人进行讲解？因为传销组织要运用群体的从众心理，只要这个时候在下面听众中有一声或者两声应和，那么这个群体的所有人都倾向于同意讲台上的人的观点。这就是从众的影响，在不知不觉中潜移默化个体的观点，使个体观念顺从群体的观念。

不止在传销中，只要是一个群体，其从众心理的威力就是巨大的。相信很多人都见过这样一个现象：在一段没有红绿灯的路口，聚集起来的人数众多，其中但凡有一个人迈出脚步，其余的人会直接跟上，不会考虑“路上车很多”“现在没有红绿灯”等因素，大家就像跟在母鸡后面的小鸡一样，下意识地遵从。

这就是从众的力量，在传销组织中进行群体性演讲。不仅可以让单个个体更加遵从群体意愿，而且有助于其不断巩固已有的有利于传销组织的认知，相关认知越来越坚固，即使是外来反驳意见来临，也能屹立不倒。

3.认知失调——无法接受改变后的结果

如上所说，在进入传销组织之前，以及进入传销组织一段时间之后，个体都处于一种“被演讲”的模式之中。在一场又一场的演讲中，演讲人不断重复“某项产品多么好多么棒”“已经有XXX人拿到XXXX元”等信息，不管信息真实与否，个体在不断的重复中已经将其转化为短时记忆进而转化成长时记忆。

即使是在其他无关时刻，脑子里可能都会蹦出来一两句，而在其转化为长时记忆固存在记忆中后，一旦和外来信息冲突，就会引起激烈的反驳，这时的个体就会处于认知失调的状态之中。

认知失调是对个体行为态度一致性的损坏，每个人都会经历认知失调，经历认知失调的人有时可以转换自己的态度或行为，有时却不可以。

在传销组织中，个体有机会接触到外界的信息，即会接收到“这是一个不正当组织”“我正陷入传销组织之中”等信息，但是个体做出的改变依旧很少，这是为什么？

既然个体已经接收到正向信息，那么TA就该如我们所期望的那样做出改变，但是事实是往往没有。原因很简单，只是因为个体此时正处于认知失调之中，无法承担转变态度后的后果，转变态度后与原态度不一致，行为也发生改变，那么一种重要的，对自我价值产生毁坏性的问题就浮出水面：我原来在干什么？

这个疑问深深地回荡在这些传销个体的脑海中，使其产生一种面对现实的恐惧，因为无法承担后果，所以不做出改变，依旧坚信自己是正确的，这就是为什么很多人身在传销，心也在传销中的原因。

传销带来的影响是巨大的，谁都知道传销是非法行为，也十分警惕身边的传销陷阱。人在接受初始信息时警惕性往往会很高，这时一旦外界正向信息输入，个体会很及时做出改变。但是如果在初始阶段没有外界信息输入，那么个体就会在一次次演讲中越陷越深，最终成为传销组织的“洗白者”。

2019年，电视社交平台花生日记就被判为传销组织，据统计，该公司收取佣金4.5亿，这些都是洗白者们的功劳。

身陷传销而不自知，获得新信息而不改变，传销组织中的个体一方面在从众的压力下，另一方面在认知失调的压力下，逐渐丧失想要挣脱出来的愿望，随波逐流，必要时还会逆向反驳新信息的输入，就是在此种情况下，才会有人不断进入传销，并继续在传销中生存。

— 往期精彩英文演讲集 —
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马斯克：我真的不想当特斯拉CEO，但不当的话公司就会完蛋…
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滴血验癌公司创始人开审！昔日“女乔布斯”被控诈骗，身价从290亿元直降为0！或面临20年刑期…（附视频&解说稿）

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