1 00:00:00,120 --> 00:00:04,320 Speaker 1: So it's everyone needs a great pair of wireless earbuds. 2 00:00:04,320 --> 00:00:06,480 Speaker 1: But before you go dropping hundreds of dollars on a pair, 3 00:00:06,760 --> 00:00:10,040 Speaker 1: you need to check out the wireless earbuds from Recon. 4 00:00:10,400 --> 00:00:12,840 Speaker 1: Recon earbuds start off about half the price of any 5 00:00:12,840 --> 00:00:15,840 Speaker 1: other premium wireless earbuds on the market, and they sound 6 00:00:16,000 --> 00:00:18,760 Speaker 1: just as amazing. The company was actually co founded by 7 00:00:18,800 --> 00:00:21,760 Speaker 1: Ray j and celebrities like Stoop Dog, Melissy Athridge, Cardib, 8 00:00:21,960 --> 00:00:25,800 Speaker 1: Brandy j R. Smith and Moore are already obsessed. Recon's 9 00:00:25,840 --> 00:00:29,400 Speaker 1: wireless earbuds are so comfortable and so easy to take anywhere. 10 00:00:29,680 --> 00:00:32,280 Speaker 1: Unlike some of your other wireless options, Recon earbuds are 11 00:00:32,320 --> 00:00:35,360 Speaker 1: both stylish and discreet, with no dangling wires or stems. 12 00:00:35,479 --> 00:00:37,600 Speaker 1: And of course they don't just look great, they sound 13 00:00:37,720 --> 00:00:40,880 Speaker 1: great too, and they're perfect for listening to all your 14 00:00:40,880 --> 00:00:44,920 Speaker 1: favorite I heart radio podcasts on the go. Recon offers 15 00:00:44,920 --> 00:00:47,360 Speaker 1: their wireless earbuds for everyone in a range of fun 16 00:00:47,479 --> 00:00:51,320 Speaker 1: colors and at an unbeatable price. So go to buy 17 00:00:51,520 --> 00:00:54,960 Speaker 1: Recon dot com slash I heart to get off your order. 18 00:00:55,120 --> 00:00:59,240 Speaker 1: That's by Recon dot com slash I Heart for off 19 00:00:59,320 --> 00:01:01,320 Speaker 1: Recon why your list of ear buds. If you've been 20 00:01:01,360 --> 00:01:03,240 Speaker 1: eyeing a parent, now is the time to get an 21 00:01:03,240 --> 00:01:07,120 Speaker 1: amazing deal one more time by raycon dot com slash 22 00:01:07,280 --> 00:01:10,240 Speaker 1: my heart. My next guest is a real estate mogul 23 00:01:11,680 --> 00:01:15,679 Speaker 1: reality TV star on Barvo's hit show Million Dollar Listing 24 00:01:15,760 --> 00:01:20,400 Speaker 1: New York and Sell It like sir hat. He fell 25 00:01:20,440 --> 00:01:23,280 Speaker 1: into real estate by accident after giving up his acting career. 26 00:01:23,319 --> 00:01:24,880 Speaker 1: Because you look at him. You know, he's very handsome 27 00:01:25,000 --> 00:01:27,240 Speaker 1: young man right there. You know he made just over 28 00:01:27,440 --> 00:01:29,800 Speaker 1: nine thousand dollars in his first year in the business, 29 00:01:29,880 --> 00:01:31,560 Speaker 1: which is really important. I want to talk about that 30 00:01:31,560 --> 00:01:34,039 Speaker 1: as when usually people quit or somebody tells you you're 31 00:01:34,040 --> 00:01:37,839 Speaker 1: wasting your time. Ten years later, he leads a team 32 00:01:37,880 --> 00:01:41,480 Speaker 1: of sixty brokers and averages a billion dollars in sales 33 00:01:41,520 --> 00:01:44,360 Speaker 1: every year, making him one of the most successful real 34 00:01:44,440 --> 00:01:47,160 Speaker 1: estate brokers in the world, not this country, the world. 35 00:01:47,400 --> 00:01:52,280 Speaker 1: Please welcome up money making conversation, Ryan, sir hand, how 36 00:01:52,320 --> 00:01:55,200 Speaker 1: are you? Thanks for having me? So just talk about 37 00:01:55,200 --> 00:02:01,120 Speaker 1: this acting career. Let's let's go to the because really 38 00:02:01,280 --> 00:02:03,400 Speaker 1: I always tell people, I always go back to the 39 00:02:03,400 --> 00:02:06,320 Speaker 1: fact that you know, a skill set that you started 40 00:02:06,360 --> 00:02:09,560 Speaker 1: in is really a blessing now because now you're really 41 00:02:09,600 --> 00:02:11,639 Speaker 1: doing what you You're still doing what you wanted to 42 00:02:11,680 --> 00:02:15,640 Speaker 1: do anyway. You on TV, your face, your personality, So 43 00:02:15,720 --> 00:02:18,720 Speaker 1: you're really still doing your career anyway. But you you 44 00:02:18,720 --> 00:02:21,240 Speaker 1: you're doing it as a different You're actually controlling your career. 45 00:02:21,240 --> 00:02:25,320 Speaker 1: What I say? Is that correct? Yeah? As much as possible. 46 00:02:25,400 --> 00:02:28,160 Speaker 1: I mean I wanted to be an actor. I was 47 00:02:28,160 --> 00:02:29,440 Speaker 1: a little kidad. It was the only thing I was 48 00:02:29,480 --> 00:02:32,200 Speaker 1: ever good at. My parents maybe play every single sports, 49 00:02:32,680 --> 00:02:36,040 Speaker 1: none to man, and I sucked at all of them. Um, 50 00:02:37,680 --> 00:02:40,280 Speaker 1: what was your worst sport? Right? What was your worst sports? Now? 51 00:02:40,320 --> 00:02:41,920 Speaker 1: You know you said you want he was bad at 52 00:02:41,960 --> 00:02:43,760 Speaker 1: all of them? It is one sport? Did you know 53 00:02:43,880 --> 00:02:47,400 Speaker 1: you had no business being on the field? Football? For sure, 54 00:02:47,480 --> 00:02:52,519 Speaker 1: there's no business whatever. Yeah that one. Also baseball, also basketball, 55 00:02:53,160 --> 00:02:57,040 Speaker 1: also lacrosse. I mean I played squash, I played everything. 56 00:02:57,240 --> 00:03:01,360 Speaker 1: Was just terrible. Squaws, squaws going down. I love it? 57 00:03:01,720 --> 00:03:04,760 Speaker 1: So so you so where are you? Where were you born? 58 00:03:04,840 --> 00:03:07,600 Speaker 1: And where are you based? There? Right now? I was 59 00:03:07,600 --> 00:03:11,799 Speaker 1: born in Houston, Texas. Okay, now stop right there. I'm 60 00:03:11,840 --> 00:03:16,120 Speaker 1: from Houston, Texas now born and raised in Houston, Texas. Ryan, So, so, 61 00:03:16,200 --> 00:03:18,440 Speaker 1: what part of Houston were you born and raised in 62 00:03:19,919 --> 00:03:24,480 Speaker 1: born in a little town called Kingswood. I know that's 63 00:03:24,480 --> 00:03:28,840 Speaker 1: a big, big, bigness, nice living town, throwing out the 64 00:03:28,840 --> 00:03:31,040 Speaker 1: New York City and the nice little town compared to 65 00:03:31,120 --> 00:03:34,600 Speaker 1: fifth one in Texas where I was born. Yeah, it's 66 00:03:34,600 --> 00:03:40,080 Speaker 1: a big town, absolutely. And so what brought you? Uh? 67 00:03:40,480 --> 00:03:42,720 Speaker 1: What brought me to New York. I graduated college and 68 00:03:42,800 --> 00:03:45,720 Speaker 1: two dozen sick, and I said to myself, you know what, 69 00:03:46,360 --> 00:03:47,760 Speaker 1: I don't want to do what everyone else is doing 70 00:03:47,760 --> 00:03:50,000 Speaker 1: and just go get a job and live my life. 71 00:03:50,040 --> 00:03:53,200 Speaker 1: I've always had this passion for theater and practicing. It's 72 00:03:53,240 --> 00:03:56,280 Speaker 1: what I want to do. I've worked every summer, you know, 73 00:03:56,400 --> 00:03:58,680 Speaker 1: through high school and college. That's picked up some money. 74 00:03:59,440 --> 00:04:01,080 Speaker 1: I'm gonna go in New York and I'm gonna try 75 00:04:01,120 --> 00:04:03,040 Speaker 1: this acting thing because if I don't try it now, 76 00:04:03,120 --> 00:04:05,160 Speaker 1: I will regret it for the rest of my life. 77 00:04:05,240 --> 00:04:07,400 Speaker 1: And I don't want to be fifty and have a 78 00:04:07,400 --> 00:04:10,160 Speaker 1: midlife crisis and then try to act with a family 79 00:04:10,240 --> 00:04:12,200 Speaker 1: and kids and all that. So I gave myself two 80 00:04:12,280 --> 00:04:15,400 Speaker 1: years and that's what brought me to New York City. Okay, cool? 81 00:04:15,440 --> 00:04:17,080 Speaker 1: And when you went up New Yorker, I just want 82 00:04:17,080 --> 00:04:18,599 Speaker 1: to talk about your life. I got I got you 83 00:04:18,680 --> 00:04:21,040 Speaker 1: in the air here and I might of making a conversation, 84 00:04:21,120 --> 00:04:22,800 Speaker 1: I would like to tell peop about the journey because 85 00:04:22,800 --> 00:04:24,520 Speaker 1: they all they see the end results, they see you 86 00:04:24,560 --> 00:04:27,400 Speaker 1: on TV. They hear the credits that I'm putting there. 87 00:04:27,400 --> 00:04:29,479 Speaker 1: But this is that journey, you know, the ups and 88 00:04:29,560 --> 00:04:32,800 Speaker 1: downs that that's made you here. Like I said, you 89 00:04:32,839 --> 00:04:34,760 Speaker 1: went to New York. So when you go to New York, 90 00:04:34,760 --> 00:04:36,880 Speaker 1: there's a lot of doubters, a lot of people because 91 00:04:36,920 --> 00:04:40,040 Speaker 1: the odds of success, you know, this is so you 92 00:04:40,160 --> 00:04:41,840 Speaker 1: make it in New York, you can make it anywhere. 93 00:04:41,960 --> 00:04:45,280 Speaker 1: That's the big statement of entertainment. So you had New 94 00:04:45,320 --> 00:04:47,560 Speaker 1: York l A. Why did you choose New York over 95 00:04:47,600 --> 00:04:51,680 Speaker 1: Los Angeles? Because I really grew up outside Boston and 96 00:04:51,720 --> 00:04:54,320 Speaker 1: I went to college and upstate New York, so like 97 00:04:54,520 --> 00:04:56,600 Speaker 1: it was, it was closer to family. At least I 98 00:04:56,680 --> 00:04:59,600 Speaker 1: knew some people. I knew friends from college who were 99 00:04:59,600 --> 00:05:01,479 Speaker 1: moving to New York City with real jobs, so I 100 00:05:01,480 --> 00:05:04,640 Speaker 1: could live with them. I didn't know anyone in l A. 101 00:05:04,800 --> 00:05:08,080 Speaker 1: And my training really and my my interest was in 102 00:05:08,160 --> 00:05:10,240 Speaker 1: theater to start, And you know, you don't go to 103 00:05:10,360 --> 00:05:12,440 Speaker 1: l A for theater, really good to l a for 104 00:05:12,440 --> 00:05:15,400 Speaker 1: for TVs and for movies and all that, which who 105 00:05:15,400 --> 00:05:16,720 Speaker 1: knows what my life would have been like had I 106 00:05:16,800 --> 00:05:18,400 Speaker 1: done that, But New York was a good place for 107 00:05:18,400 --> 00:05:20,760 Speaker 1: me to be because it's also you have lots of 108 00:05:20,760 --> 00:05:23,400 Speaker 1: other other opportunities. I mean, everyone you bump into on 109 00:05:23,440 --> 00:05:25,839 Speaker 1: the street in New York City, that's something completely different 110 00:05:25,960 --> 00:05:28,880 Speaker 1: from a place that is completely different in l A. 111 00:05:28,880 --> 00:05:30,440 Speaker 1: A lot of people are there for the same industry. 112 00:05:30,440 --> 00:05:32,479 Speaker 1: You know, it's an industry town. New York City is 113 00:05:32,520 --> 00:05:37,120 Speaker 1: a success town. It is a it is an intellectual town. 114 00:05:37,360 --> 00:05:39,840 Speaker 1: And that's what got me into real estate, which just 115 00:05:39,839 --> 00:05:42,160 Speaker 1: because the opportunity was there and it was the next door, 116 00:05:42,320 --> 00:05:43,960 Speaker 1: you know, otherwise I probably never would have done it. 117 00:05:44,640 --> 00:05:47,880 Speaker 1: Right now, I know as as an actor, I was 118 00:05:47,920 --> 00:05:50,640 Speaker 1: a former stand up comedian, so I know that you know, 119 00:05:50,720 --> 00:05:53,200 Speaker 1: the key is to be able to generate income while 120 00:05:53,240 --> 00:05:56,360 Speaker 1: you pursue in your career. And so I assume that 121 00:05:56,839 --> 00:05:59,839 Speaker 1: you know, either you're a part time at a hope 122 00:05:59,839 --> 00:06:03,120 Speaker 1: to waiter or restaurants so you can get off and 123 00:06:03,160 --> 00:06:05,320 Speaker 1: be able to do these auditions. So I'm assuming that's 124 00:06:05,320 --> 00:06:07,560 Speaker 1: how you got in real estate, right because they gave 125 00:06:07,560 --> 00:06:10,840 Speaker 1: you your flex time. My wrong, right, No, no, no, 126 00:06:11,040 --> 00:06:14,200 Speaker 1: you're right. I was lucky enough to not have to 127 00:06:14,240 --> 00:06:17,640 Speaker 1: have one of those quote unquote survival jobs for you know, 128 00:06:17,680 --> 00:06:20,040 Speaker 1: for for about two years, right, a year and a half, 129 00:06:20,120 --> 00:06:22,800 Speaker 1: let's say, but the summer of two thousand and eight, 130 00:06:22,839 --> 00:06:25,599 Speaker 1: So two years after I moved to New York, I 131 00:06:25,640 --> 00:06:27,520 Speaker 1: basically just ran out of money. And it was either 132 00:06:27,600 --> 00:06:29,760 Speaker 1: moved home to Colorado and my parents and moved to 133 00:06:29,800 --> 00:06:33,000 Speaker 1: Colorado by that time, or get a survival job. And 134 00:06:33,040 --> 00:06:35,920 Speaker 1: I didn't want to wait tables or bartend or do 135 00:06:36,080 --> 00:06:38,440 Speaker 1: temp work. They just I knew too many people that 136 00:06:38,520 --> 00:06:41,520 Speaker 1: were a lot older than me that had those survival jobs, 137 00:06:41,520 --> 00:06:43,760 Speaker 1: and those became their job jobs, and they were doing 138 00:06:43,800 --> 00:06:45,920 Speaker 1: that full time, right, And so I didn't want I 139 00:06:45,920 --> 00:06:48,240 Speaker 1: didn't want that to happen. So a friend of mine said, listen, 140 00:06:48,920 --> 00:06:51,600 Speaker 1: get your real estate license. It's the same thing. You mean, 141 00:06:51,640 --> 00:06:55,240 Speaker 1: new people every day. It's all an improv memorized information 142 00:06:55,240 --> 00:06:58,400 Speaker 1: about buildings. It's the same way you memorize scripts for acting. 143 00:06:58,839 --> 00:07:00,600 Speaker 1: And you make your own hours, make your own time. 144 00:07:00,640 --> 00:07:02,200 Speaker 1: If you don't want to show apartments today, you don't 145 00:07:02,200 --> 00:07:04,479 Speaker 1: have to. No one's gonna fire you right, you kind 146 00:07:04,480 --> 00:07:07,080 Speaker 1: of you get what you put into it, and the 147 00:07:07,120 --> 00:07:09,200 Speaker 1: harder you work, the more money you can possibly make. 148 00:07:09,279 --> 00:07:11,680 Speaker 1: And you know the And that's where I started, and 149 00:07:11,840 --> 00:07:14,120 Speaker 1: I got into it, got my license, went to the 150 00:07:14,240 --> 00:07:17,600 Speaker 1: office with the brokerage. I started at the day Lehman 151 00:07:17,640 --> 00:07:20,440 Speaker 1: Brothers filed from bankruptcy in two thousand eight. Remember that, 152 00:07:20,680 --> 00:07:23,080 Speaker 1: I remember that that was a big deal. And so 153 00:07:23,520 --> 00:07:26,000 Speaker 1: New York City. I moved to New York City in 154 00:07:26,040 --> 00:07:30,440 Speaker 1: two thousand and seven. And so my favorite city in 155 00:07:30,480 --> 00:07:32,360 Speaker 1: the world is New York City because, like you said, 156 00:07:32,400 --> 00:07:36,280 Speaker 1: it's just you meet everybody, and the city is just 157 00:07:36,400 --> 00:07:38,280 Speaker 1: never goes to sleep. And really three o'clock in the morning, 158 00:07:38,280 --> 00:07:40,520 Speaker 1: they got traffic problems in New York City. People got 159 00:07:40,560 --> 00:07:45,200 Speaker 1: traffic And so so how do you because I'm I'm 160 00:07:45,240 --> 00:07:48,040 Speaker 1: I've been in it. We're still in the entertainment business 161 00:07:48,040 --> 00:07:50,200 Speaker 1: of a former standup comic. I've done acting and I've 162 00:07:50,240 --> 00:07:53,960 Speaker 1: managed talent. It's all all was about that that conversation. 163 00:07:54,000 --> 00:07:56,840 Speaker 1: How did you start? You know? I know you're you're 164 00:07:56,880 --> 00:07:59,080 Speaker 1: you know you're natural. Let's I'll be honest with you. 165 00:07:59,120 --> 00:08:01,120 Speaker 1: I hear you talk on the phone here, I've seen 166 00:08:01,160 --> 00:08:04,240 Speaker 1: your TV show. You are natural, So how did you 167 00:08:04,280 --> 00:08:10,200 Speaker 1: take those natural talents and then convert them to a salesman? Honestly, 168 00:08:10,400 --> 00:08:13,800 Speaker 1: it's it's the same muscle because when you're acting, and 169 00:08:14,400 --> 00:08:17,880 Speaker 1: what you learn really other than memorizing lines, you learn 170 00:08:17,960 --> 00:08:21,280 Speaker 1: to listen, right. You learn to listen, You learn to 171 00:08:21,280 --> 00:08:25,600 Speaker 1: to respond to people instead of just replying. You learn 172 00:08:25,720 --> 00:08:30,480 Speaker 1: to breathe, You learn to adapt to different situations, you 173 00:08:30,600 --> 00:08:34,120 Speaker 1: learn to be in touch with your emotions, and all 174 00:08:34,200 --> 00:08:36,840 Speaker 1: of those things really is what acting is. And it's 175 00:08:36,880 --> 00:08:40,160 Speaker 1: the same as being a salesperson. When someone is talking 176 00:08:40,160 --> 00:08:42,160 Speaker 1: to you about a product, I have to listen to 177 00:08:42,160 --> 00:08:44,440 Speaker 1: them and actually respond to what they're saying instead of 178 00:08:44,440 --> 00:08:46,160 Speaker 1: just giving them a line. Right, If I just give 179 00:08:46,200 --> 00:08:48,920 Speaker 1: them a line, I'm a bad actor, animal bad sales. First. 180 00:08:49,200 --> 00:08:51,920 Speaker 1: If I'm having a bad day and I'm showing them apartments, 181 00:08:52,120 --> 00:08:54,160 Speaker 1: I need to connect with that feeling. I need to 182 00:08:54,600 --> 00:08:57,120 Speaker 1: emphasize with them the same way you do in the 183 00:08:57,240 --> 00:08:59,720 Speaker 1: scene when you're working with someone who's, you know, going 184 00:08:59,760 --> 00:09:02,200 Speaker 1: through a tough thing. It's it's all the same. The 185 00:09:02,240 --> 00:09:04,760 Speaker 1: acting muscle is the sales muscle, which is why I 186 00:09:04,800 --> 00:09:09,000 Speaker 1: tell everybody to take improv classes. Take improv classes, Get 187 00:09:09,000 --> 00:09:11,520 Speaker 1: out of your own skin, get out of your own way, 188 00:09:11,960 --> 00:09:15,360 Speaker 1: learn how to talk to strangers, because every single client 189 00:09:15,400 --> 00:09:19,000 Speaker 1: you'll ever have is a future stranger, the same way 190 00:09:19,000 --> 00:09:21,400 Speaker 1: your best friend wasn't one time a stranger. Think about 191 00:09:21,440 --> 00:09:23,559 Speaker 1: everybody you know other than the people you met when 192 00:09:23,559 --> 00:09:26,840 Speaker 1: you were a baby. Everybody you know right now, your wife, 193 00:09:26,920 --> 00:09:29,880 Speaker 1: your husband, your partner, your best friends, that guy who's 194 00:09:29,880 --> 00:09:31,920 Speaker 1: sitting next to you, at one point in time, that 195 00:09:31,960 --> 00:09:34,800 Speaker 1: person was a stranger. You know, what's the worst that 196 00:09:34,800 --> 00:09:37,080 Speaker 1: can happen. What I really loved about what you're saying 197 00:09:37,240 --> 00:09:39,800 Speaker 1: is that you know I never thought about it that 198 00:09:39,960 --> 00:09:42,920 Speaker 1: you know, when you're showing people property, everybody has a 199 00:09:42,960 --> 00:09:45,000 Speaker 1: different state of mind. It might be a couple, it 200 00:09:45,080 --> 00:09:47,920 Speaker 1: might be a person moving into a city. They might 201 00:09:47,960 --> 00:09:51,160 Speaker 1: have a bad day. So you have to read them 202 00:09:51,160 --> 00:09:54,040 Speaker 1: in that moment and then and then and kind of 203 00:09:54,080 --> 00:09:57,079 Speaker 1: like play through the game of making sure that you 204 00:09:57,440 --> 00:10:01,120 Speaker 1: continue the conversation moving forward. What what do you How 205 00:10:01,120 --> 00:10:03,720 Speaker 1: do you convert clients? How do you convert somebody who 206 00:10:03,720 --> 00:10:06,280 Speaker 1: comes in because it's a listing, they show up correct 207 00:10:06,480 --> 00:10:09,600 Speaker 1: and you're showing them this particular property. How do you 208 00:10:10,280 --> 00:10:14,160 Speaker 1: how do you make a person a client, you don't 209 00:10:14,160 --> 00:10:17,319 Speaker 1: make them a client, you make them a friend. Nobody, 210 00:10:18,000 --> 00:10:22,760 Speaker 1: nobody in this world likes to be sold, but everybody 211 00:10:23,120 --> 00:10:28,120 Speaker 1: loves to go shopping with friends. Remember that, So you 212 00:10:28,120 --> 00:10:31,400 Speaker 1: you have to understand that. If you know everyone likes 213 00:10:31,400 --> 00:10:33,600 Speaker 1: buying things, it feels good, but they hate spending money. 214 00:10:34,040 --> 00:10:36,800 Speaker 1: So how do you sell someone that hates being sold? 215 00:10:36,840 --> 00:10:39,520 Speaker 1: And how do you convince them to to buy something 216 00:10:39,880 --> 00:10:42,800 Speaker 1: when they hate spending money? Um, And you do that 217 00:10:43,120 --> 00:10:45,040 Speaker 1: by becoming their friends. Just like I was talking about, 218 00:10:45,040 --> 00:10:47,839 Speaker 1: everyone is a stranger until they're not right. So it's 219 00:10:47,840 --> 00:10:50,400 Speaker 1: a matter of finding something that is relatable. It's a 220 00:10:50,440 --> 00:10:53,160 Speaker 1: matter of finding something that you have in common and 221 00:10:53,240 --> 00:10:55,880 Speaker 1: not going for the clothes. Like what I always tell 222 00:10:55,960 --> 00:10:59,560 Speaker 1: people is converting that clients. Converting someone to actually being 223 00:10:59,559 --> 00:11:02,120 Speaker 1: a client of yours is the same exact thing as 224 00:11:02,160 --> 00:11:04,680 Speaker 1: walking into a bar. Right, if you walk into a bar, 225 00:11:05,040 --> 00:11:07,960 Speaker 1: you're single, you're trying to meet somebody. You don't just 226 00:11:08,040 --> 00:11:10,480 Speaker 1: go up and top on that girl's shoulder and say, hey, 227 00:11:10,520 --> 00:11:12,200 Speaker 1: do you want to come home with me? Like that, 228 00:11:12,880 --> 00:11:15,079 Speaker 1: she'll pumpch you in the face or she'll laugh at 229 00:11:15,080 --> 00:11:17,760 Speaker 1: you and walk away. So it always blows my mind 230 00:11:17,760 --> 00:11:20,000 Speaker 1: when I walk into a store and the sales person 231 00:11:20,000 --> 00:11:21,280 Speaker 1: will come up to me and say, hey, can I 232 00:11:21,280 --> 00:11:24,000 Speaker 1: help you with anything? Like no, no, I actually don't 233 00:11:24,040 --> 00:11:25,839 Speaker 1: need your help. I know how to look at shoes 234 00:11:25,880 --> 00:11:29,120 Speaker 1: on my own. But if they compliment me, if they 235 00:11:29,120 --> 00:11:33,640 Speaker 1: compliment me, they offer me a water, show me something 236 00:11:33,679 --> 00:11:36,120 Speaker 1: that's awesome that I didn't even know about. They see, 237 00:11:36,200 --> 00:11:39,199 Speaker 1: my shirt is the same shirt that their boyfriend wore today, 238 00:11:39,240 --> 00:11:43,679 Speaker 1: Like something that grabs the commonality. That's all of a sudden, 239 00:11:44,000 --> 00:11:46,440 Speaker 1: I'm making a friend or they're making a friend with me, 240 00:11:46,800 --> 00:11:50,480 Speaker 1: and I'm not just a client. And that super important. 241 00:11:50,720 --> 00:11:52,720 Speaker 1: You know, it's so important you say that because that's true. 242 00:11:52,760 --> 00:11:55,080 Speaker 1: It is like when you walk into a place, you 243 00:11:55,120 --> 00:11:57,840 Speaker 1: have a certain set of values. Did you have what 244 00:11:57,920 --> 00:12:01,280 Speaker 1: people are going to say to you? And so prepare answers. 245 00:12:01,480 --> 00:12:02,960 Speaker 1: You know, if somebody you walk in the shoe store, 246 00:12:03,360 --> 00:12:05,719 Speaker 1: you know you don't walk in the shoes can help 247 00:12:05,760 --> 00:12:08,440 Speaker 1: with some shoes? Where win am I in here? Yeah? Yeah? 248 00:12:08,760 --> 00:12:11,400 Speaker 1: And so if you say something that man, man, I 249 00:12:11,480 --> 00:12:13,920 Speaker 1: like that tie. Okay. I didn't expect to like the 250 00:12:13,960 --> 00:12:17,040 Speaker 1: tie question coming out your mouth. So then I then 251 00:12:17,080 --> 00:12:19,800 Speaker 1: I go okay, cool. Thank you. Now suddenly I'm I'm 252 00:12:19,840 --> 00:12:23,560 Speaker 1: I'm like in a social defensive and then I go 253 00:12:23,679 --> 00:12:25,040 Speaker 1: to the next coach you with like some water Like 254 00:12:25,120 --> 00:12:28,559 Speaker 1: he's saying, it's steps to getting breaking people down, because 255 00:12:28,600 --> 00:12:31,360 Speaker 1: when you walk into a room, then people understand a 256 00:12:31,400 --> 00:12:35,280 Speaker 1: certain expectation, whether it's in a restaurant or whether as 257 00:12:35,360 --> 00:12:37,640 Speaker 1: as you're walking into a bar, or when you're walking 258 00:12:37,640 --> 00:12:40,199 Speaker 1: into a shoe store clothing store. And that's really important 259 00:12:40,200 --> 00:12:43,600 Speaker 1: and you really have kind of like analyzed that and 260 00:12:43,679 --> 00:12:46,560 Speaker 1: just seems to be natural. I want to hold that thought, Ryan, 261 00:12:46,559 --> 00:12:48,160 Speaker 1: because I want to bring it back to the next break, 262 00:12:48,360 --> 00:12:50,040 Speaker 1: because I got a series of questions I want to 263 00:12:50,080 --> 00:12:52,920 Speaker 1: ask you about, you know, the power of you you 264 00:12:52,960 --> 00:12:55,880 Speaker 1: are a brand, my friend, and how social media is 265 00:12:55,920 --> 00:12:58,959 Speaker 1: playing is wigh, and and how you're leading that balanced 266 00:12:59,000 --> 00:13:02,880 Speaker 1: life with your family and to be suddenly successful, and 267 00:13:02,960 --> 00:13:05,160 Speaker 1: you know, let's do it. Let's do it, my friend. 268 00:13:05,160 --> 00:13:06,959 Speaker 1: We'll be right back with more money. Main conversation. I 269 00:13:06,960 --> 00:13:10,000 Speaker 1: got a new friend, New York City. Main Ryan. You know, 270 00:13:10,000 --> 00:13:12,080 Speaker 1: I ain't got no billion dollars, but I got dollars. 271 00:13:12,200 --> 00:13:14,400 Speaker 1: I got dollars on the phone. Is a Ryan so 272 00:13:14,600 --> 00:13:17,920 Speaker 1: hat uh, He's a reality TV star, a real estate mogul. 273 00:13:17,960 --> 00:13:21,000 Speaker 1: Let's put that that mo goal, you know, and two 274 00:13:21,080 --> 00:13:23,280 Speaker 1: years later, after he started with nine thousand dollars in 275 00:13:23,320 --> 00:13:26,160 Speaker 1: his first year, he leads a team of sixty brokers 276 00:13:26,160 --> 00:13:29,080 Speaker 1: and averages a billion dollars in sales every year, making 277 00:13:29,160 --> 00:13:31,400 Speaker 1: him one of the most successful real estate brokers in 278 00:13:31,400 --> 00:13:34,559 Speaker 1: the world. Now, Ryan Walkers through your path to your 279 00:13:34,640 --> 00:13:40,480 Speaker 1: multimillion dollar career at just thirty years old. Oh man, 280 00:13:41,000 --> 00:13:48,160 Speaker 1: you know I football. You just say, oh man, uh, 281 00:13:49,280 --> 00:13:52,640 Speaker 1: you know, honestly the kind of through lines in my 282 00:13:52,720 --> 00:13:55,439 Speaker 1: life and the power of the word, the word yeah. 283 00:13:56,040 --> 00:14:00,520 Speaker 1: I said yes to everything, right except for drugs. I've 284 00:14:00,520 --> 00:14:04,320 Speaker 1: said yes to to everything. And I would rather regret 285 00:14:04,840 --> 00:14:07,600 Speaker 1: the things I did than the things I never tried, 286 00:14:08,080 --> 00:14:11,520 Speaker 1: because it's I'm so terrified every day of of like 287 00:14:11,559 --> 00:14:13,880 Speaker 1: the loss of potential, you know, and every day is 288 00:14:13,920 --> 00:14:16,400 Speaker 1: another day that will never have ever again, And I'm 289 00:14:16,440 --> 00:14:19,440 Speaker 1: just so thankful to even just be alive. Man. I 290 00:14:19,880 --> 00:14:22,040 Speaker 1: know that sounds so crazy, and people are listening to 291 00:14:22,080 --> 00:14:24,080 Speaker 1: this and they're like, dude, that guy's saying, you know, 292 00:14:24,360 --> 00:14:26,880 Speaker 1: take a break, you know, take a map. But at 293 00:14:26,880 --> 00:14:29,360 Speaker 1: the same time, like I have known too many people 294 00:14:29,360 --> 00:14:32,560 Speaker 1: whose lives have been too cut shorts, and I want 295 00:14:32,560 --> 00:14:34,680 Speaker 1: to milk every day. But so as born in Texas, 296 00:14:34,760 --> 00:14:37,080 Speaker 1: grew up us at Boston. I moved eight times before 297 00:14:37,120 --> 00:14:39,640 Speaker 1: I was in the fourth grade. I sucked at sports. 298 00:14:39,680 --> 00:14:41,280 Speaker 1: The only thing I was good at with theater. I 299 00:14:41,320 --> 00:14:45,200 Speaker 1: graduated college and Upstate New York with a degree in English. Uh. 300 00:14:45,440 --> 00:14:48,640 Speaker 1: Moved down to Manhattan in two thousands six, tried to 301 00:14:48,680 --> 00:14:51,240 Speaker 1: act for two years. I did a soap opera, then 302 00:14:51,280 --> 00:14:54,200 Speaker 1: they killed me. I didn't stand modeling to pay rent. 303 00:14:54,320 --> 00:14:57,120 Speaker 1: I held phones for a T and P for a while. Um, 304 00:14:57,160 --> 00:15:00,000 Speaker 1: if you google Ryan Sirhant my name, can the model, 305 00:15:00,360 --> 00:15:02,520 Speaker 1: It's gonna be a fun shrip. I dare anyone to 306 00:15:02,640 --> 00:15:05,960 Speaker 1: do that. So I was. I was a pretty big 307 00:15:06,000 --> 00:15:08,000 Speaker 1: can model and then I ran out of money, got 308 00:15:08,080 --> 00:15:10,200 Speaker 1: into real estate at the end of two thousand and 309 00:15:10,280 --> 00:15:13,880 Speaker 1: eight when the Great Recession started, and I just became 310 00:15:13,920 --> 00:15:17,760 Speaker 1: obsessed with the idea that I the harder I worked, 311 00:15:18,200 --> 00:15:21,000 Speaker 1: the better the chances that I would make an income, 312 00:15:21,080 --> 00:15:23,280 Speaker 1: and that my life was in my own hands, My 313 00:15:23,400 --> 00:15:25,520 Speaker 1: destiny was in my own hands. And that's what I 314 00:15:25,560 --> 00:15:27,800 Speaker 1: became obsessed with with regards to selling That's why I 315 00:15:27,840 --> 00:15:31,120 Speaker 1: love sales, you know, That's why I love meeting new people. 316 00:15:31,200 --> 00:15:34,600 Speaker 1: Every day. Every single day is different. I'm not punching paper, 317 00:15:34,720 --> 00:15:37,160 Speaker 1: you know. I'm trying to meet new people, trying to 318 00:15:37,200 --> 00:15:40,080 Speaker 1: decide what I need to do. And uh, I got 319 00:15:40,160 --> 00:15:42,720 Speaker 1: lucky in two thousand ten. And even though I quit 320 00:15:42,760 --> 00:15:45,320 Speaker 1: acting in two thousand and eight, I kind of came 321 00:15:45,360 --> 00:15:47,200 Speaker 1: back around into it because I went to a casting 322 00:15:47,200 --> 00:15:49,600 Speaker 1: call for A million Dollar List in New York. That's 323 00:15:49,640 --> 00:15:51,840 Speaker 1: the show on Bravo, and I was cast on that 324 00:15:51,880 --> 00:15:53,880 Speaker 1: in two thousand and ten. The first season came out 325 00:15:54,080 --> 00:15:56,840 Speaker 1: in the two thousand twelve and I have just milked 326 00:15:56,920 --> 00:15:59,680 Speaker 1: that as much as I possibly could and use that 327 00:16:00,080 --> 00:16:02,720 Speaker 1: as much as I can to build my real estate career. 328 00:16:02,800 --> 00:16:05,640 Speaker 1: And you know, I made nine thousand dollars my first year. 329 00:16:05,720 --> 00:16:09,120 Speaker 1: Last year, I sold eight hundred thirty eight million dollars 330 00:16:09,120 --> 00:16:13,560 Speaker 1: worth the real estate. Wow. Congratulations. Applause needs to start 331 00:16:13,600 --> 00:16:17,680 Speaker 1: at the start, at the end of that speech, not really, 332 00:16:17,720 --> 00:16:19,760 Speaker 1: because you know the thing that the thing I hear 333 00:16:19,800 --> 00:16:22,720 Speaker 1: about is that when I hear your your conversation is 334 00:16:22,760 --> 00:16:25,440 Speaker 1: about you see an opportunity, you don't run from it. 335 00:16:25,800 --> 00:16:29,200 Speaker 1: You know, you understand, you know, fear is not an option. 336 00:16:29,800 --> 00:16:32,920 Speaker 1: Fear is an opportunity to go through for an option. 337 00:16:33,240 --> 00:16:38,560 Speaker 1: And so, but doing these deals, what is the hardest deal? What? What? What? 338 00:16:38,560 --> 00:16:42,000 Speaker 1: What would you consider a hard deal to close? Or 339 00:16:42,040 --> 00:16:44,920 Speaker 1: has there been an ultimately hard deal to close in 340 00:16:45,000 --> 00:16:51,360 Speaker 1: your in your real estate career? Um? You know it's 341 00:16:52,400 --> 00:16:55,560 Speaker 1: you can't negotiate with someone's wallet, but you can negotiate 342 00:16:55,560 --> 00:16:58,080 Speaker 1: with their stealing. Like you can make someone happy, you 343 00:16:58,120 --> 00:17:00,320 Speaker 1: can make someone sad, you can make someone I did. 344 00:17:00,560 --> 00:17:02,560 Speaker 1: But if someone doesn't have the money in their pocket, 345 00:17:02,720 --> 00:17:05,159 Speaker 1: like they're however, they're not gonna get it. So the 346 00:17:05,240 --> 00:17:08,480 Speaker 1: artist deals to do or are with people that probably 347 00:17:08,560 --> 00:17:11,359 Speaker 1: just can't if we can't afford it, um and like 348 00:17:11,400 --> 00:17:13,879 Speaker 1: because those are always like going up against a wall 349 00:17:14,160 --> 00:17:17,439 Speaker 1: right now, that honestly, and people who lie, and like, 350 00:17:17,480 --> 00:17:19,159 Speaker 1: how how am I going to work with someone and 351 00:17:19,200 --> 00:17:23,239 Speaker 1: build trust with someone who lies to me about anything? Like? 352 00:17:23,280 --> 00:17:25,879 Speaker 1: Those are the toughest types of deals to do. I mean, 353 00:17:25,880 --> 00:17:28,360 Speaker 1: I listen, I can talk to you for a thousand 354 00:17:28,400 --> 00:17:31,119 Speaker 1: hours about hard deals and dead deals and the toughest 355 00:17:31,160 --> 00:17:32,639 Speaker 1: deals I've ever done. I know we don't have that 356 00:17:32,680 --> 00:17:34,840 Speaker 1: kind of time, but like, if I had to bury 357 00:17:34,920 --> 00:17:37,920 Speaker 1: it all down. It comes down to those two things, 358 00:17:39,000 --> 00:17:42,359 Speaker 1: because um, you know, you know, let me imagine it 359 00:17:42,440 --> 00:17:45,960 Speaker 1: is you have couples come in, you have individuals come in, 360 00:17:46,400 --> 00:17:49,159 Speaker 1: an you have it is working with a couple to 361 00:17:49,280 --> 00:17:51,280 Speaker 1: try to get them to make a decision. Is that tough, 362 00:17:51,960 --> 00:17:54,320 Speaker 1: especially when they don't know what they're looking for? When 363 00:17:54,320 --> 00:18:00,359 Speaker 1: it comes to really uh yeah, you know it's there 364 00:18:01,640 --> 00:18:03,600 Speaker 1: to listen, I tell everybody, at the end of the day, 365 00:18:03,600 --> 00:18:05,800 Speaker 1: you're gonna buy something you love and you're excited about it. 366 00:18:05,880 --> 00:18:09,480 Speaker 1: But it's buying real estate is one an education process. 367 00:18:09,560 --> 00:18:13,399 Speaker 1: You have to understand neighborhoods, the areas, schools, when is trash, 368 00:18:13,480 --> 00:18:17,119 Speaker 1: pick pricing, values, calm for the market, going where it's said, 369 00:18:17,560 --> 00:18:20,679 Speaker 1: all that stuff. Um, but it's also a process of 370 00:18:20,680 --> 00:18:22,960 Speaker 1: elimination if you're looking to buy at home, so it's 371 00:18:23,160 --> 00:18:26,119 Speaker 1: you know, eliminating what your husband wants and eliminating what 372 00:18:26,200 --> 00:18:29,639 Speaker 1: you want to and trying to come to a compromise. 373 00:18:29,920 --> 00:18:32,440 Speaker 1: Like I've never gone to a closing for a property 374 00:18:32,680 --> 00:18:34,720 Speaker 1: and had to buy or stand up and say, oh 375 00:18:34,760 --> 00:18:38,560 Speaker 1: my gosh, I got exactly what I wanted my dream home, 376 00:18:38,640 --> 00:18:41,520 Speaker 1: and I spent way less than I ever wanted to set. 377 00:18:41,880 --> 00:18:44,919 Speaker 1: No one has ever said that everyone gets kind of 378 00:18:44,920 --> 00:18:47,720 Speaker 1: what they wanted for more than they wanted to stead. 379 00:18:48,000 --> 00:18:50,480 Speaker 1: That's how it works. I once you understand that, then 380 00:18:50,840 --> 00:18:53,359 Speaker 1: I can work with couple too are having a hard time. 381 00:18:53,480 --> 00:18:56,560 Speaker 1: I can, you know, work with difficult people and just 382 00:18:56,600 --> 00:19:00,359 Speaker 1: try to ease them towards a good option. Well, you 383 00:19:00,400 --> 00:19:03,640 Speaker 1: are working in what they call high real estate country 384 00:19:03,960 --> 00:19:08,439 Speaker 1: New York City, and so that there. So now I 385 00:19:08,560 --> 00:19:10,719 Speaker 1: know that I'm fortunately have a home in in the 386 00:19:10,800 --> 00:19:13,359 Speaker 1: Houston of a home in Atlanta, and that there's a 387 00:19:13,359 --> 00:19:15,480 Speaker 1: wild factor. I know when I walked into the home 388 00:19:15,600 --> 00:19:18,680 Speaker 1: that I bought in Atlanta. Wow, my wife had to 389 00:19:18,720 --> 00:19:20,560 Speaker 1: stopped me because I was like, I want this house 390 00:19:20,680 --> 00:19:22,400 Speaker 1: and you can tell it right now, you know you 391 00:19:22,400 --> 00:19:24,800 Speaker 1: you're blew it. So what is the Is there a 392 00:19:24,840 --> 00:19:28,680 Speaker 1: wild factor when you see customers who walk into a facility, 393 00:19:28,880 --> 00:19:32,520 Speaker 1: walk into an apartment, a condo, town home and say, 394 00:19:32,680 --> 00:19:35,760 Speaker 1: I want this? How do you How do you leverage 395 00:19:36,080 --> 00:19:38,879 Speaker 1: instant love for a property to say how do I 396 00:19:39,160 --> 00:19:41,119 Speaker 1: can close this? How do you this? It has to 397 00:19:41,119 --> 00:19:45,680 Speaker 1: be something like type of wild factor huh um. Yes, 398 00:19:45,800 --> 00:19:49,680 Speaker 1: and no, obviously a lot of things I tell are 399 00:19:50,119 --> 00:19:51,720 Speaker 1: don't have a wild factor, but they have a wild 400 00:19:51,720 --> 00:19:54,080 Speaker 1: factor for that person. I will say, I use something 401 00:19:54,080 --> 00:19:57,800 Speaker 1: when i'm telling called the wild moment in my book 402 00:19:58,000 --> 00:20:00,840 Speaker 1: right right right about in the book. Um, and that's 403 00:20:00,880 --> 00:20:03,159 Speaker 1: where you know, let's say someone has a budget of 404 00:20:03,760 --> 00:20:06,399 Speaker 1: you know, I don't know, like five hundred thousand dollars, okay, 405 00:20:06,680 --> 00:20:09,639 Speaker 1: and in a lot of places that's a significant amount 406 00:20:09,640 --> 00:20:12,600 Speaker 1: of money for home in New York City, it's not right. 407 00:20:12,640 --> 00:20:17,320 Speaker 1: It gets you maybe a closet. So um. So I 408 00:20:17,480 --> 00:20:21,200 Speaker 1: and I know that most people don't want to We 409 00:20:21,280 --> 00:20:22,840 Speaker 1: don't want to live in a closet, right, but I 410 00:20:22,840 --> 00:20:24,240 Speaker 1: know that that's what they can afford, and that's what 411 00:20:24,240 --> 00:20:26,160 Speaker 1: they're gonna end up having to buy. So I will 412 00:20:26,200 --> 00:20:30,160 Speaker 1: show them something to wow them. That's maybe six hundred thousand, right, 413 00:20:30,160 --> 00:20:34,119 Speaker 1: maybe six thousand, and I'll tell them, don't buy it. 414 00:20:34,320 --> 00:20:36,280 Speaker 1: You're not gonna buy this. But I'm with you today 415 00:20:36,280 --> 00:20:38,840 Speaker 1: we're looking at properties. I just want to wow you 416 00:20:39,000 --> 00:20:41,840 Speaker 1: for a second because this property is so cool. They'll 417 00:20:41,840 --> 00:20:44,680 Speaker 1: see its obviously they're wowed. Holy craft, they could never 418 00:20:44,720 --> 00:20:47,120 Speaker 1: afford it, but oh my goodness, this thing is so amazing. 419 00:20:47,160 --> 00:20:49,040 Speaker 1: Thank you for showing me that was fun. Now I 420 00:20:49,119 --> 00:20:52,359 Speaker 1: take them to what they actually want. It's going to 421 00:20:52,440 --> 00:20:55,360 Speaker 1: look worse than what they saw, but it gives them 422 00:20:55,400 --> 00:20:57,800 Speaker 1: something to fight for. It gives them something to get 423 00:20:57,800 --> 00:21:00,480 Speaker 1: excited about, because Okay, I could buy this, I'll make 424 00:21:00,520 --> 00:21:02,600 Speaker 1: some money, I'll sell us, and then I can probably 425 00:21:02,600 --> 00:21:04,520 Speaker 1: one day get that apartment you have showed me, right, 426 00:21:04,560 --> 00:21:07,680 Speaker 1: I wanted that. I so wow, and I say yes, 427 00:21:07,920 --> 00:21:11,040 Speaker 1: and it pushes them to make their own decision to 428 00:21:11,080 --> 00:21:13,840 Speaker 1: make that purchase. How does social media player role in 429 00:21:13,840 --> 00:21:19,280 Speaker 1: your career? Social media? I listen it is. It is 430 00:21:19,359 --> 00:21:22,159 Speaker 1: the only way that I know how to passively make friends. 431 00:21:22,920 --> 00:21:26,640 Speaker 1: Social media is as long as you consistently post your 432 00:21:26,720 --> 00:21:30,679 Speaker 1: social honestly right social media, meaning you engage with people 433 00:21:30,680 --> 00:21:33,600 Speaker 1: in the comments section. You're commenting on other people's stuff. 434 00:21:33,840 --> 00:21:37,080 Speaker 1: So many people on social media are just so unsocial. 435 00:21:37,320 --> 00:21:39,600 Speaker 1: They post and then they leave it alone. They scroll 436 00:21:39,720 --> 00:21:42,639 Speaker 1: through other people's things, but they don't like, they don't comment, 437 00:21:42,720 --> 00:21:46,439 Speaker 1: they don't engage there As a it's passive friendship. You 438 00:21:46,480 --> 00:21:49,880 Speaker 1: can say hi to hundreds of thousands of people all day, 439 00:21:49,880 --> 00:21:52,280 Speaker 1: every day. Go on the Explore page on Instagram, find 440 00:21:52,280 --> 00:21:54,960 Speaker 1: new people, say hello, meet new people. You can't do 441 00:21:55,119 --> 00:21:57,480 Speaker 1: that every day when you're at work, when you're picking 442 00:21:57,560 --> 00:22:01,120 Speaker 1: up your kids. It's just an amazing place to meet 443 00:22:01,320 --> 00:22:05,040 Speaker 1: passive friends and save so much time. And then after 444 00:22:05,240 --> 00:22:07,520 Speaker 1: they've gotten to know me with one post about my wife, 445 00:22:07,600 --> 00:22:09,680 Speaker 1: one post about I worked up this morning, and then 446 00:22:09,680 --> 00:22:11,760 Speaker 1: I hit them with what I do. Here's the building 447 00:22:11,760 --> 00:22:14,280 Speaker 1: I just put on the market, beautiful, it's awesome. Here's 448 00:22:14,280 --> 00:22:15,960 Speaker 1: here's something I just put on the market for rent. 449 00:22:16,000 --> 00:22:18,320 Speaker 1: Here's this, here's that, And then tomorrow back look at 450 00:22:18,320 --> 00:22:20,920 Speaker 1: this new puppy I just stuffed right like it's it's 451 00:22:21,000 --> 00:22:24,479 Speaker 1: personal personal business, personal personal business, and get to know 452 00:22:24,640 --> 00:22:27,159 Speaker 1: people that you don't even have to be in front of, right, 453 00:22:27,160 --> 00:22:28,680 Speaker 1: they don't even have to be in your same country. 454 00:22:28,960 --> 00:22:30,919 Speaker 1: You know, an interesting thing about your book is that 455 00:22:31,040 --> 00:22:33,240 Speaker 1: because you know, it feels like it's a book that, 456 00:22:33,400 --> 00:22:36,280 Speaker 1: with one reason, is a real estate mogul. You know, 457 00:22:36,359 --> 00:22:39,080 Speaker 1: the automatically think it's a book about sales. It should 458 00:22:39,119 --> 00:22:41,159 Speaker 1: be for people who want to sell, but it's not 459 00:22:41,560 --> 00:22:47,000 Speaker 1: about It's a book about improvisations, being smarter, building confidence, 460 00:22:47,440 --> 00:22:50,040 Speaker 1: overcoming fears. Because you talk about your life and I 461 00:22:50,040 --> 00:22:52,480 Speaker 1: always like to slow down. Special people like you, because Ryan, 462 00:22:52,480 --> 00:22:57,520 Speaker 1: you're special. Okay, you're doing things that that that that 463 00:22:58,080 --> 00:23:01,760 Speaker 1: very unique because of the fact that you celebrated talent 464 00:23:01,800 --> 00:23:04,280 Speaker 1: and you're doing at a very young age. And I 465 00:23:04,920 --> 00:23:08,000 Speaker 1: feel feel fortunate to talk to you. So when you 466 00:23:08,160 --> 00:23:10,560 Speaker 1: tell about your book, first of all, where going to 467 00:23:10,600 --> 00:23:14,199 Speaker 1: get your book? And also, um, are you are you 468 00:23:14,240 --> 00:23:16,520 Speaker 1: going on a tour to promote your book? What's happening 469 00:23:16,520 --> 00:23:19,840 Speaker 1: with that? Uh? I just actually wrapped up to tour. 470 00:23:19,960 --> 00:23:22,200 Speaker 1: The book is called sell It Like Their Hands my 471 00:23:22,320 --> 00:23:26,680 Speaker 1: last Name. Um, yeah, how to Earn More, Sell More, 472 00:23:27,119 --> 00:23:30,280 Speaker 1: and um it's awesome. I honestly think it's the best 473 00:23:30,320 --> 00:23:33,040 Speaker 1: sales book ever written. But you're right, it's it's for 474 00:23:33,040 --> 00:23:35,600 Speaker 1: sales people today who work in sales, real estate brokers, 475 00:23:35,600 --> 00:23:38,359 Speaker 1: shoe sales people's hire sales people. It's also for people 476 00:23:38,440 --> 00:23:41,920 Speaker 1: that sell something on the internet, right, who flip things 477 00:23:41,960 --> 00:23:44,920 Speaker 1: on eBay, who work on Facebook, who maybe have a 478 00:23:45,040 --> 00:23:47,720 Speaker 1: job all day long, or go to school and you 479 00:23:47,720 --> 00:23:49,760 Speaker 1: want to learn how to sell make some little extra 480 00:23:49,840 --> 00:23:52,520 Speaker 1: spending cash to pay down student debt or your mortgage 481 00:23:52,600 --> 00:23:55,000 Speaker 1: or any of the bills. I go through all of that. 482 00:23:55,119 --> 00:23:56,840 Speaker 1: So it's how to build a sales career. If that's 483 00:23:56,880 --> 00:23:58,000 Speaker 1: what you want to do. But it's also how to 484 00:23:58,040 --> 00:23:59,679 Speaker 1: sell at the size hustle, and at the end of 485 00:23:59,680 --> 00:24:02,760 Speaker 1: the day, it's how to be a more confident person, 486 00:24:02,840 --> 00:24:06,080 Speaker 1: how to be more of you out there every single 487 00:24:06,160 --> 00:24:09,000 Speaker 1: day because life is all about yes, right. It's the 488 00:24:09,000 --> 00:24:11,800 Speaker 1: power of relationships. It's that excitement that you wake up 489 00:24:11,800 --> 00:24:14,120 Speaker 1: with every single day because every day is a race. 490 00:24:14,480 --> 00:24:16,520 Speaker 1: You just don't know what type of race you're gonna run, 491 00:24:16,840 --> 00:24:19,480 Speaker 1: and you might as well be as prepared as possible. 492 00:24:20,000 --> 00:24:22,320 Speaker 1: I'm Jason Ryan. I've started in twining ninety and I'm 493 00:24:22,320 --> 00:24:25,679 Speaker 1: putting together an influencer tour. I'm sending invite to you. 494 00:24:25,680 --> 00:24:27,280 Speaker 1: You know. I'm gonna pay you, you know, and I 495 00:24:27,720 --> 00:24:30,040 Speaker 1: can't ask a man who a billion dollars a year 496 00:24:30,040 --> 00:24:32,480 Speaker 1: and the revenue not to do something do something for free. 497 00:24:32,720 --> 00:24:34,120 Speaker 1: But my man, I want to thank you for coming 498 00:24:34,160 --> 00:24:37,160 Speaker 1: on my show. This is money making a conversation. You're powerful, man, 499 00:24:37,200 --> 00:24:40,479 Speaker 1: and you're Houstonian. Okay. You king would un fil for Texas, 500 00:24:40,560 --> 00:24:42,920 Speaker 1: so we we brother this, okay. And you live into 501 00:24:42,960 --> 00:24:45,440 Speaker 1: my favorite city. And tell your wife hi, and keep 502 00:24:45,480 --> 00:24:48,760 Speaker 1: winning and keep looking good on TV. Thanks man, I 503 00:24:48,800 --> 00:24:51,640 Speaker 1: appreciate it. You need to check out the wireless earbuds 504 00:24:51,760 --> 00:24:54,640 Speaker 1: from Recon. Recon earbuds start off about half the price 505 00:24:54,680 --> 00:24:56,960 Speaker 1: of any other premium wireless earbuds on the market, and 506 00:24:57,000 --> 00:24:59,439 Speaker 1: they sound just as amazing. Unlike some of your other 507 00:24:59,440 --> 00:25:01,959 Speaker 1: wireless ops is, Recon earbuds are both stylish and discreet, 508 00:25:02,040 --> 00:25:04,280 Speaker 1: with no dangling wires or stems. And of course they 509 00:25:04,280 --> 00:25:06,760 Speaker 1: don't just look great, they sound great too, and they're 510 00:25:06,760 --> 00:25:09,600 Speaker 1: perfect for listening to all your favorite I heart radio 511 00:25:09,680 --> 00:25:12,960 Speaker 1: podcasts on the go. So go to buy Recon dot 512 00:25:12,960 --> 00:25:15,560 Speaker 1: com slash I heart to get off your order. That's 513 00:25:15,600 --> 00:25:19,280 Speaker 1: by Recon dot Com Slash I Heart for off Recon 514 00:25:19,359 --> 00:25:21,600 Speaker 1: wireless earbuds. If you've been eyeing a pair, now is 515 00:25:21,640 --> 00:25:23,760 Speaker 1: the time to get an amazing deal one more time 516 00:25:23,920 --> 00:25:26,200 Speaker 1: by Recon dot Com Slash I Heart