WEBVTT - Ryan Serhant Full Interview 0:00:00.120 --> 0:00:04.320 So it's everyone needs a great pair of wireless earbuds. 0:00:04.320 --> 0:00:06.480 But before you go dropping hundreds of dollars on a pair, 0:00:06.760 --> 0:00:10.040 you need to check out the wireless earbuds from Recon. 0:00:10.400 --> 0:00:12.840 Recon earbuds start off about half the price of any 0:00:12.840 --> 0:00:15.840 other premium wireless earbuds on the market, and they sound 0:00:16.000 --> 0:00:18.760 just as amazing. The company was actually co founded by 0:00:18.800 --> 0:00:21.760 Ray j and celebrities like Stoop Dog, Melissy Athridge, Cardib, 0:00:21.960 --> 0:00:25.800 Brandy j R. Smith and Moore are already obsessed. 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If you've been 0:01:01.360 --> 0:01:03.240 eyeing a parent, now is the time to get an 0:01:03.240 --> 0:01:07.120 amazing deal one more time by raycon dot com slash 0:01:07.280 --> 0:01:10.240 my heart. My next guest is a real estate mogul 0:01:11.680 --> 0:01:15.679 reality TV star on Barvo's hit show Million Dollar Listing 0:01:15.760 --> 0:01:20.400 New York and Sell It like sir hat. He fell 0:01:20.440 --> 0:01:23.280 into real estate by accident after giving up his acting career. 0:01:23.319 --> 0:01:24.880 Because you look at him. You know, he's very handsome 0:01:25.000 --> 0:01:27.240 young man right there. You know he made just over 0:01:27.440 --> 0:01:29.800 nine thousand dollars in his first year in the business, 0:01:29.880 --> 0:01:31.560 which is really important. I want to talk about that 0:01:31.560 --> 0:01:34.039 as when usually people quit or somebody tells you you're 0:01:34.040 --> 0:01:37.839 wasting your time. Ten years later, he leads a team 0:01:37.880 --> 0:01:41.480 of sixty brokers and averages a billion dollars in sales 0:01:41.520 --> 0:01:44.360 every year, making him one of the most successful real 0:01:44.440 --> 0:01:47.160 estate brokers in the world, not this country, the world. 0:01:47.400 --> 0:01:52.280 Please welcome up money making conversation, Ryan, sir hand, how 0:01:52.320 --> 0:01:55.200 are you? Thanks for having me? So just talk about 0:01:55.200 --> 0:02:01.120 this acting career. Let's let's go to the because really 0:02:01.280 --> 0:02:03.400 I always tell people, I always go back to the 0:02:03.400 --> 0:02:06.320 fact that you know, a skill set that you started 0:02:06.360 --> 0:02:09.560 in is really a blessing now because now you're really 0:02:09.600 --> 0:02:11.639 doing what you You're still doing what you wanted to 0:02:11.680 --> 0:02:15.640 do anyway. You on TV, your face, your personality, So 0:02:15.720 --> 0:02:18.720 you're really still doing your career anyway. But you you 0:02:18.720 --> 0:02:21.240 you're doing it as a different You're actually controlling your career. 0:02:21.240 --> 0:02:25.320 What I say? Is that correct? Yeah? As much as possible. 0:02:25.400 --> 0:02:28.160 I mean I wanted to be an actor. I was 0:02:28.160 --> 0:02:29.440 a little kidad. It was the only thing I was 0:02:29.480 --> 0:02:32.200 ever good at. My parents maybe play every single sports, 0:02:32.680 --> 0:02:36.040 none to man, and I sucked at all of them. Um, 0:02:37.680 --> 0:02:40.280 what was your worst sport? Right? What was your worst sports? Now? 0:02:40.320 --> 0:02:41.920 You know you said you want he was bad at 0:02:41.960 --> 0:02:43.760 all of them? It is one sport? Did you know 0:02:43.880 --> 0:02:47.400 you had no business being on the field? Football? For sure, 0:02:47.480 --> 0:02:52.519 there's no business whatever. Yeah that one. Also baseball, also basketball, 0:02:53.160 --> 0:02:57.040 also lacrosse. I mean I played squash, I played everything. 0:02:57.240 --> 0:03:01.360 Was just terrible. Squaws, squaws going down. I love it? 0:03:01.720 --> 0:03:04.760 So so you so where are you? Where were you born? 0:03:04.840 --> 0:03:07.600 And where are you based? There? Right now? I was 0:03:07.600 --> 0:03:11.799 born in Houston, Texas. Okay, now stop right there. I'm 0:03:11.840 --> 0:03:16.120 from Houston, Texas now born and raised in Houston, Texas. Ryan, So, so, 0:03:16.200 --> 0:03:18.440 what part of Houston were you born and raised in 0:03:19.919 --> 0:03:24.480 born in a little town called Kingswood. I know that's 0:03:24.480 --> 0:03:28.840 a big, big, bigness, nice living town, throwing out the 0:03:28.840 --> 0:03:31.040 New York City and the nice little town compared to 0:03:31.120 --> 0:03:34.600 fifth one in Texas where I was born. Yeah, it's 0:03:34.600 --> 0:03:40.080 a big town, absolutely. And so what brought you? Uh? 0:03:40.480 --> 0:03:42.720 What brought me to New York. I graduated college and 0:03:42.800 --> 0:03:45.720 two dozen sick, and I said to myself, you know what, 0:03:46.360 --> 0:03:47.760 I don't want to do what everyone else is doing 0:03:47.760 --> 0:03:50.000 and just go get a job and live my life. 0:03:50.040 --> 0:03:53.200 I've always had this passion for theater and practicing. It's 0:03:53.240 --> 0:03:56.280 what I want to do. I've worked every summer, you know, 0:03:56.400 --> 0:03:58.680 through high school and college. That's picked up some money. 0:03:59.440 --> 0:04:01.080 I'm gonna go in New York and I'm gonna try 0:04:01.120 --> 0:04:03.040 this acting thing because if I don't try it now, 0:04:03.120 --> 0:04:05.160 I will regret it for the rest of my life. 0:04:05.240 --> 0:04:07.400 And I don't want to be fifty and have a 0:04:07.400 --> 0:04:10.160 midlife crisis and then try to act with a family 0:04:10.240 --> 0:04:12.200 and kids and all that. So I gave myself two 0:04:12.280 --> 0:04:15.400 years and that's what brought me to New York City. Okay, cool? 0:04:15.440 --> 0:04:17.080 And when you went up New Yorker, I just want 0:04:17.080 --> 0:04:18.599 to talk about your life. I got I got you 0:04:18.680 --> 0:04:21.040 in the air here and I might of making a conversation, 0:04:21.120 --> 0:04:22.800 I would like to tell peop about the journey because 0:04:22.800 --> 0:04:24.520 they all they see the end results, they see you 0:04:24.560 --> 0:04:27.400 on TV. They hear the credits that I'm putting there. 0:04:27.400 --> 0:04:29.479 But this is that journey, you know, the ups and 0:04:29.560 --> 0:04:32.800 downs that that's made you here. Like I said, you 0:04:32.839 --> 0:04:34.760 went to New York. So when you go to New York, 0:04:34.760 --> 0:04:36.880 there's a lot of doubters, a lot of people because 0:04:36.920 --> 0:04:40.040 the odds of success, you know, this is so you 0:04:40.160 --> 0:04:41.840 make it in New York, you can make it anywhere. 0:04:41.960 --> 0:04:45.280 That's the big statement of entertainment. So you had New 0:04:45.320 --> 0:04:47.560 York l A. Why did you choose New York over 0:04:47.600 --> 0:04:51.680 Los Angeles? Because I really grew up outside Boston and 0:04:51.720 --> 0:04:54.320 I went to college and upstate New York, so like 0:04:54.520 --> 0:04:56.600 it was, it was closer to family. At least I 0:04:56.680 --> 0:04:59.600 knew some people. I knew friends from college who were 0:04:59.600 --> 0:05:01.479 moving to New York City with real jobs, so I 0:05:01.480 --> 0:05:04.640 could live with them. I didn't know anyone in l A. 0:05:04.800 --> 0:05:08.080 And my training really and my my interest was in 0:05:08.160 --> 0:05:10.240 theater to start, And you know, you don't go to 0:05:10.360 --> 0:05:12.440 l A for theater, really good to l a for 0:05:12.440 --> 0:05:15.400 for TVs and for movies and all that, which who 0:05:15.400 --> 0:05:16.720 knows what my life would have been like had I 0:05:16.800 --> 0:05:18.400 done that, But New York was a good place for 0:05:18.400 --> 0:05:20.760 me to be because it's also you have lots of 0:05:20.760 --> 0:05:23.400 other other opportunities. I mean, everyone you bump into on 0:05:23.440 --> 0:05:25.839 the street in New York City, that's something completely different 0:05:25.960 --> 0:05:28.880 from a place that is completely different in l A. 0:05:28.880 --> 0:05:30.440 A lot of people are there for the same industry. 0:05:30.440 --> 0:05:32.479 You know, it's an industry town. New York City is 0:05:32.520 --> 0:05:37.120 a success town. It is a it is an intellectual town. 0:05:37.360 --> 0:05:39.840 And that's what got me into real estate, which just 0:05:39.839 --> 0:05:42.160 because the opportunity was there and it was the next door, 0:05:42.320 --> 0:05:43.960 you know, otherwise I probably never would have done it. 0:05:44.640 --> 0:05:47.880 Right now, I know as as an actor, I was 0:05:47.920 --> 0:05:50.640 a former stand up comedian, so I know that you know, 0:05:50.720 --> 0:05:53.200 the key is to be able to generate income while 0:05:53.240 --> 0:05:56.360 you pursue in your career. And so I assume that 0:05:56.839 --> 0:05:59.839 you know, either you're a part time at a hope 0:05:59.839 --> 0:06:03.120 to waiter or restaurants so you can get off and 0:06:03.160 --> 0:06:05.320 be able to do these auditions. So I'm assuming that's 0:06:05.320 --> 0:06:07.560 how you got in real estate, right because they gave 0:06:07.560 --> 0:06:10.840 you your flex time. My wrong, right, No, no, no, 0:06:11.040 --> 0:06:14.200 you're right. I was lucky enough to not have to 0:06:14.240 --> 0:06:17.640 have one of those quote unquote survival jobs for you know, 0:06:17.680 --> 0:06:20.040 for for about two years, right, a year and a half, 0:06:20.120 --> 0:06:22.800 let's say, but the summer of two thousand and eight, 0:06:22.839 --> 0:06:25.599 So two years after I moved to New York, I 0:06:25.640 --> 0:06:27.520 basically just ran out of money. And it was either 0:06:27.600 --> 0:06:29.760 moved home to Colorado and my parents and moved to 0:06:29.800 --> 0:06:33.000 Colorado by that time, or get a survival job. And 0:06:33.040 --> 0:06:35.920 I didn't want to wait tables or bartend or do 0:06:36.080 --> 0:06:38.440 temp work. They just I knew too many people that 0:06:38.520 --> 0:06:41.520 were a lot older than me that had those survival jobs, 0:06:41.520 --> 0:06:43.760 and those became their job jobs, and they were doing 0:06:43.800 --> 0:06:45.920 that full time, right, And so I didn't want I 0:06:45.920 --> 0:06:48.240 didn't want that to happen. So a friend of mine said, listen, 0:06:48.920 --> 0:06:51.600 get your real estate license. It's the same thing. You mean, 0:06:51.640 --> 0:06:55.240 new people every day. It's all an improv memorized information 0:06:55.240 --> 0:06:58.400 about buildings. It's the same way you memorize scripts for acting. 0:06:58.839 --> 0:07:00.600 And you make your own hours, make your own time. 0:07:00.640 --> 0:07:02.200 If you don't want to show apartments today, you don't 0:07:02.200 --> 0:07:04.479 have to. No one's gonna fire you right, you kind 0:07:04.480 --> 0:07:07.080 of you get what you put into it, and the 0:07:07.120 --> 0:07:09.200 harder you work, the more money you can possibly make. 0:07:09.279 --> 0:07:11.680 And you know the And that's where I started, and 0:07:11.840 --> 0:07:14.120 I got into it, got my license, went to the 0:07:14.240 --> 0:07:17.600 office with the brokerage. I started at the day Lehman 0:07:17.640 --> 0:07:20.440 Brothers filed from bankruptcy in two thousand eight. Remember that, 0:07:20.680 --> 0:07:23.080 I remember that that was a big deal. And so 0:07:23.520 --> 0:07:26.000 New York City. I moved to New York City in 0:07:26.040 --> 0:07:30.440 two thousand and seven. And so my favorite city in 0:07:30.480 --> 0:07:32.360 the world is New York City because, like you said, 0:07:32.400 --> 0:07:36.280 it's just you meet everybody, and the city is just 0:07:36.400 --> 0:07:38.280 never goes to sleep. And really three o'clock in the morning, 0:07:38.280 --> 0:07:40.520 they got traffic problems in New York City. People got 0:07:40.560 --> 0:07:45.200 traffic And so so how do you because I'm I'm 0:07:45.240 --> 0:07:48.040 I've been in it. We're still in the entertainment business 0:07:48.040 --> 0:07:50.200 of a former standup comic. I've done acting and I've 0:07:50.240 --> 0:07:53.960 managed talent. It's all all was about that that conversation. 0:07:54.000 --> 0:07:56.840 How did you start? You know? I know you're you're 0:07:56.880 --> 0:07:59.080 you know you're natural. Let's I'll be honest with you. 0:07:59.120 --> 0:08:01.120 I hear you talk on the phone here, I've seen 0:08:01.160 --> 0:08:04.240 your TV show. You are natural, So how did you 0:08:04.280 --> 0:08:10.200 take those natural talents and then convert them to a salesman? Honestly, 0:08:10.400 --> 0:08:13.800 it's it's the same muscle because when you're acting, and 0:08:14.400 --> 0:08:17.880 what you learn really other than memorizing lines, you learn 0:08:17.960 --> 0:08:21.280 to listen, right. You learn to listen, You learn to 0:08:21.280 --> 0:08:25.600 to respond to people instead of just replying. You learn 0:08:25.720 --> 0:08:30.480 to breathe, You learn to adapt to different situations, you 0:08:30.600 --> 0:08:34.120 learn to be in touch with your emotions, and all 0:08:34.200 --> 0:08:36.840 of those things really is what acting is. And it's 0:08:36.880 --> 0:08:40.160 the same as being a salesperson. When someone is talking 0:08:40.160 --> 0:08:42.160 to you about a product, I have to listen to 0:08:42.160 --> 0:08:44.440 them and actually respond to what they're saying instead of 0:08:44.440 --> 0:08:46.160 just giving them a line. Right, If I just give 0:08:46.200 --> 0:08:48.920 them a line, I'm a bad actor, animal bad sales. First. 0:08:49.200 --> 0:08:51.920 If I'm having a bad day and I'm showing them apartments, 0:08:52.120 --> 0:08:54.160 I need to connect with that feeling. I need to 0:08:54.600 --> 0:08:57.120 emphasize with them the same way you do in the 0:08:57.240 --> 0:08:59.720 scene when you're working with someone who's, you know, going 0:08:59.760 --> 0:09:02.200 through a tough thing. It's it's all the same. The 0:09:02.240 --> 0:09:04.760 acting muscle is the sales muscle, which is why I 0:09:04.800 --> 0:09:09.000 tell everybody to take improv classes. Take improv classes, Get 0:09:09.000 --> 0:09:11.520 out of your own skin, get out of your own way, 0:09:11.960 --> 0:09:15.360 learn how to talk to strangers, because every single client 0:09:15.400 --> 0:09:19.000 you'll ever have is a future stranger, the same way 0:09:19.000 --> 0:09:21.400 your best friend wasn't one time a stranger. Think about 0:09:21.440 --> 0:09:23.559 everybody you know other than the people you met when 0:09:23.559 --> 0:09:26.840 you were a baby. Everybody you know right now, your wife, 0:09:26.920 --> 0:09:29.880 your husband, your partner, your best friends, that guy who's 0:09:29.880 --> 0:09:31.920 sitting next to you, at one point in time, that 0:09:31.960 --> 0:09:34.800 person was a stranger. You know, what's the worst that 0:09:34.800 --> 0:09:37.080 can happen. What I really loved about what you're saying 0:09:37.240 --> 0:09:39.800 is that you know I never thought about it that 0:09:39.960 --> 0:09:42.920 you know, when you're showing people property, everybody has a 0:09:42.960 --> 0:09:45.000 different state of mind. It might be a couple, it 0:09:45.080 --> 0:09:47.920 might be a person moving into a city. They might 0:09:47.960 --> 0:09:51.160 have a bad day. So you have to read them 0:09:51.160 --> 0:09:54.040 in that moment and then and then and kind of 0:09:54.080 --> 0:09:57.079 like play through the game of making sure that you 0:09:57.440 --> 0:10:01.120 continue the conversation moving forward. What what do you How 0:10:01.120 --> 0:10:03.720 do you convert clients? How do you convert somebody who 0:10:03.720 --> 0:10:06.280 comes in because it's a listing, they show up correct 0:10:06.480 --> 0:10:09.600 and you're showing them this particular property. How do you 0:10:10.280 --> 0:10:14.160 how do you make a person a client, you don't 0:10:14.160 --> 0:10:17.319 make them a client, you make them a friend. Nobody, 0:10:18.000 --> 0:10:22.760 nobody in this world likes to be sold, but everybody 0:10:23.120 --> 0:10:28.120 loves to go shopping with friends. Remember that, So you 0:10:28.120 --> 0:10:31.400 you have to understand that. If you know everyone likes 0:10:31.400 --> 0:10:33.600 buying things, it feels good, but they hate spending money. 0:10:34.040 --> 0:10:36.800 So how do you sell someone that hates being sold? 0:10:36.840 --> 0:10:39.520 And how do you convince them to to buy something 0:10:39.880 --> 0:10:42.800 when they hate spending money? Um, And you do that 0:10:43.120 --> 0:10:45.040 by becoming their friends. Just like I was talking about, 0:10:45.040 --> 0:10:47.839 everyone is a stranger until they're not right. So it's 0:10:47.840 --> 0:10:50.400 a matter of finding something that is relatable. It's a 0:10:50.440 --> 0:10:53.160 matter of finding something that you have in common and 0:10:53.240 --> 0:10:55.880 not going for the clothes. Like what I always tell 0:10:55.960 --> 0:10:59.560 people is converting that clients. Converting someone to actually being 0:10:59.559 --> 0:11:02.120 a client of yours is the same exact thing as 0:11:02.160 --> 0:11:04.680 walking into a bar. Right, if you walk into a bar, 0:11:05.040 --> 0:11:07.960 you're single, you're trying to meet somebody. You don't just 0:11:08.040 --> 0:11:10.480 go up and top on that girl's shoulder and say, hey, 0:11:10.520 --> 0:11:12.200 do you want to come home with me? Like that, 0:11:12.880 --> 0:11:15.079 she'll pumpch you in the face or she'll laugh at 0:11:15.080 --> 0:11:17.760 you and walk away. So it always blows my mind 0:11:17.760 --> 0:11:20.000 when I walk into a store and the sales person 0:11:20.000 --> 0:11:21.280 will come up to me and say, hey, can I 0:11:21.280 --> 0:11:24.000 help you with anything? Like no, no, I actually don't 0:11:24.040 --> 0:11:25.839 need your help. I know how to look at shoes 0:11:25.880 --> 0:11:29.120 on my own. But if they compliment me, if they 0:11:29.120 --> 0:11:33.640 compliment me, they offer me a water, show me something 0:11:33.679 --> 0:11:36.120 that's awesome that I didn't even know about. They see, 0:11:36.200 --> 0:11:39.199 my shirt is the same shirt that their boyfriend wore today, 0:11:39.240 --> 0:11:43.679 Like something that grabs the commonality. That's all of a sudden, 0:11:44.000 --> 0:11:46.440 I'm making a friend or they're making a friend with me, 0:11:46.800 --> 0:11:50.480 and I'm not just a client. And that super important. 0:11:50.720 --> 0:11:52.720 You know, it's so important you say that because that's true. 0:11:52.760 --> 0:11:55.080 It is like when you walk into a place, you 0:11:55.120 --> 0:11:57.840 have a certain set of values. Did you have what 0:11:57.920 --> 0:12:01.280 people are going to say to you? And so prepare answers. 0:12:01.480 --> 0:12:02.960 You know, if somebody you walk in the shoe store, 0:12:03.360 --> 0:12:05.719 you know you don't walk in the shoes can help 0:12:05.760 --> 0:12:08.440 with some shoes? Where win am I in here? Yeah? Yeah? 0:12:08.760 --> 0:12:11.400 And so if you say something that man, man, I 0:12:11.480 --> 0:12:13.920 like that tie. Okay. I didn't expect to like the 0:12:13.960 --> 0:12:17.040 tie question coming out your mouth. So then I then 0:12:17.080 --> 0:12:19.800 I go okay, cool. Thank you. Now suddenly I'm I'm 0:12:19.840 --> 0:12:23.560 I'm like in a social defensive and then I go 0:12:23.679 --> 0:12:25.040 to the next coach you with like some water Like 0:12:25.120 --> 0:12:28.559 he's saying, it's steps to getting breaking people down, because 0:12:28.600 --> 0:12:31.360 when you walk into a room, then people understand a 0:12:31.400 --> 0:12:35.280 certain expectation, whether it's in a restaurant or whether as 0:12:35.360 --> 0:12:37.640 as you're walking into a bar, or when you're walking 0:12:37.640 --> 0:12:40.199 into a shoe store clothing store. And that's really important 0:12:40.200 --> 0:12:43.600 and you really have kind of like analyzed that and 0:12:43.679 --> 0:12:46.560 just seems to be natural. I want to hold that thought, Ryan, 0:12:46.559 --> 0:12:48.160 because I want to bring it back to the next break, 0:12:48.360 --> 0:12:50.040 because I got a series of questions I want to 0:12:50.080 --> 0:12:52.920 ask you about, you know, the power of you you 0:12:52.960 --> 0:12:55.880 are a brand, my friend, and how social media is 0:12:55.920 --> 0:12:58.959 playing is wigh, and and how you're leading that balanced 0:12:59.000 --> 0:13:02.880 life with your family and to be suddenly successful, and 0:13:02.960 --> 0:13:05.160 you know, let's do it. Let's do it, my friend. 0:13:05.160 --> 0:13:06.959 We'll be right back with more money. Main conversation. I 0:13:06.960 --> 0:13:10.000 got a new friend, New York City. Main Ryan. You know, 0:13:10.000 --> 0:13:12.080 I ain't got no billion dollars, but I got dollars. 0:13:12.200 --> 0:13:14.400 I got dollars on the phone. Is a Ryan so 0:13:14.600 --> 0:13:17.920 hat uh, He's a reality TV star, a real estate mogul. 0:13:17.960 --> 0:13:21.000 Let's put that that mo goal, you know, and two 0:13:21.080 --> 0:13:23.280 years later, after he started with nine thousand dollars in 0:13:23.320 --> 0:13:26.160 his first year, he leads a team of sixty brokers 0:13:26.160 --> 0:13:29.080 and averages a billion dollars in sales every year, making 0:13:29.160 --> 0:13:31.400 him one of the most successful real estate brokers in 0:13:31.400 --> 0:13:34.559 the world. Now, Ryan Walkers through your path to your 0:13:34.640 --> 0:13:40.480 multimillion dollar career at just thirty years old. Oh man, 0:13:41.000 --> 0:13:48.160 you know I football. You just say, oh man, uh, 0:13:49.280 --> 0:13:52.640 you know, honestly the kind of through lines in my 0:13:52.720 --> 0:13:55.439 life and the power of the word, the word yeah. 0:13:56.040 --> 0:14:00.520 I said yes to everything, right except for drugs. I've 0:14:00.520 --> 0:14:04.320 said yes to to everything. And I would rather regret 0:14:04.840 --> 0:14:07.600 the things I did than the things I never tried, 0:14:08.080 --> 0:14:11.520 because it's I'm so terrified every day of of like 0:14:11.559 --> 0:14:13.880 the loss of potential, you know, and every day is 0:14:13.920 --> 0:14:16.400 another day that will never have ever again, And I'm 0:14:16.440 --> 0:14:19.440 just so thankful to even just be alive. Man. I 0:14:19.880 --> 0:14:22.040 know that sounds so crazy, and people are listening to 0:14:22.080 --> 0:14:24.080 this and they're like, dude, that guy's saying, you know, 0:14:24.360 --> 0:14:26.880 take a break, you know, take a map. But at 0:14:26.880 --> 0:14:29.360 the same time, like I have known too many people 0:14:29.360 --> 0:14:32.560 whose lives have been too cut shorts, and I want 0:14:32.560 --> 0:14:34.680 to milk every day. But so as born in Texas, 0:14:34.760 --> 0:14:37.080 grew up us at Boston. I moved eight times before 0:14:37.120 --> 0:14:39.640 I was in the fourth grade. I sucked at sports. 0:14:39.680 --> 0:14:41.280 The only thing I was good at with theater. I 0:14:41.320 --> 0:14:45.200 graduated college and Upstate New York with a degree in English. Uh. 0:14:45.440 --> 0:14:48.640 Moved down to Manhattan in two thousands six, tried to 0:14:48.680 --> 0:14:51.240 act for two years. I did a soap opera, then 0:14:51.280 --> 0:14:54.200 they killed me. I didn't stand modeling to pay rent. 0:14:54.320 --> 0:14:57.120 I held phones for a T and P for a while. Um, 0:14:57.160 --> 0:15:00.000 if you google Ryan Sirhant my name, can the model, 0:15:00.360 --> 0:15:02.520 It's gonna be a fun shrip. I dare anyone to 0:15:02.640 --> 0:15:05.960 do that. So I was. I was a pretty big 0:15:06.000 --> 0:15:08.000 can model and then I ran out of money, got 0:15:08.080 --> 0:15:10.200 into real estate at the end of two thousand and 0:15:10.280 --> 0:15:13.880 eight when the Great Recession started, and I just became 0:15:13.920 --> 0:15:17.760 obsessed with the idea that I the harder I worked, 0:15:18.200 --> 0:15:21.000 the better the chances that I would make an income, 0:15:21.080 --> 0:15:23.280 and that my life was in my own hands, My 0:15:23.400 --> 0:15:25.520 destiny was in my own hands. And that's what I 0:15:25.560 --> 0:15:27.800 became obsessed with with regards to selling That's why I 0:15:27.840 --> 0:15:31.120 love sales, you know, That's why I love meeting new people. 0:15:31.200 --> 0:15:34.600 Every day. Every single day is different. I'm not punching paper, 0:15:34.720 --> 0:15:37.160 you know. I'm trying to meet new people, trying to 0:15:37.200 --> 0:15:40.080 decide what I need to do. And uh, I got 0:15:40.160 --> 0:15:42.720 lucky in two thousand ten. And even though I quit 0:15:42.760 --> 0:15:45.320 acting in two thousand and eight, I kind of came 0:15:45.360 --> 0:15:47.200 back around into it because I went to a casting 0:15:47.200 --> 0:15:49.600 call for A million Dollar List in New York. That's 0:15:49.640 --> 0:15:51.840 the show on Bravo, and I was cast on that 0:15:51.880 --> 0:15:53.880 in two thousand and ten. The first season came out 0:15:54.080 --> 0:15:56.840 in the two thousand twelve and I have just milked 0:15:56.920 --> 0:15:59.680 that as much as I possibly could and use that 0:16:00.080 --> 0:16:02.720 as much as I can to build my real estate career. 0:16:02.800 --> 0:16:05.640 And you know, I made nine thousand dollars my first year. 0:16:05.720 --> 0:16:09.120 Last year, I sold eight hundred thirty eight million dollars 0:16:09.120 --> 0:16:13.560 worth the real estate. Wow. Congratulations. Applause needs to start 0:16:13.600 --> 0:16:17.680 at the start, at the end of that speech, not really, 0:16:17.720 --> 0:16:19.760 because you know the thing that the thing I hear 0:16:19.800 --> 0:16:22.720 about is that when I hear your your conversation is 0:16:22.760 --> 0:16:25.440 about you see an opportunity, you don't run from it. 0:16:25.800 --> 0:16:29.200 You know, you understand, you know, fear is not an option. 0:16:29.800 --> 0:16:32.920 Fear is an opportunity to go through for an option. 0:16:33.240 --> 0:16:38.560 And so, but doing these deals, what is the hardest deal? What? What? What? 0:16:38.560 --> 0:16:42.000 What would you consider a hard deal to close? Or 0:16:42.040 --> 0:16:44.920 has there been an ultimately hard deal to close in 0:16:45.000 --> 0:16:51.360 your in your real estate career? Um? You know it's 0:16:52.400 --> 0:16:55.560 you can't negotiate with someone's wallet, but you can negotiate 0:16:55.560 --> 0:16:58.080 with their stealing. Like you can make someone happy, you 0:16:58.120 --> 0:17:00.320 can make someone sad, you can make someone I did. 0:17:00.560 --> 0:17:02.560 But if someone doesn't have the money in their pocket, 0:17:02.720 --> 0:17:05.159 like they're however, they're not gonna get it. So the 0:17:05.240 --> 0:17:08.480 artist deals to do or are with people that probably 0:17:08.560 --> 0:17:11.359 just can't if we can't afford it, um and like 0:17:11.400 --> 0:17:13.879 because those are always like going up against a wall 0:17:14.160 --> 0:17:17.439 right now, that honestly, and people who lie, and like, 0:17:17.480 --> 0:17:19.159 how how am I going to work with someone and 0:17:19.200 --> 0:17:23.239 build trust with someone who lies to me about anything? Like? 0:17:23.280 --> 0:17:25.879 Those are the toughest types of deals to do. I mean, 0:17:25.880 --> 0:17:28.360 I listen, I can talk to you for a thousand 0:17:28.400 --> 0:17:31.119 hours about hard deals and dead deals and the toughest 0:17:31.160 --> 0:17:32.639 deals I've ever done. I know we don't have that 0:17:32.680 --> 0:17:34.840 kind of time, but like, if I had to bury 0:17:34.920 --> 0:17:37.920 it all down. It comes down to those two things, 0:17:39.000 --> 0:17:42.359 because um, you know, you know, let me imagine it 0:17:42.440 --> 0:17:45.960 is you have couples come in, you have individuals come in, 0:17:46.400 --> 0:17:49.159 an you have it is working with a couple to 0:17:49.280 --> 0:17:51.280 try to get them to make a decision. Is that tough, 0:17:51.960 --> 0:17:54.320 especially when they don't know what they're looking for? When 0:17:54.320 --> 0:18:00.359 it comes to really uh yeah, you know it's there 0:18:01.640 --> 0:18:03.600 to listen, I tell everybody, at the end of the day, 0:18:03.600 --> 0:18:05.800 you're gonna buy something you love and you're excited about it. 0:18:05.880 --> 0:18:09.480 But it's buying real estate is one an education process. 0:18:09.560 --> 0:18:13.399 You have to understand neighborhoods, the areas, schools, when is trash, 0:18:13.480 --> 0:18:17.119 pick pricing, values, calm for the market, going where it's said, 0:18:17.560 --> 0:18:20.679 all that stuff. Um, but it's also a process of 0:18:20.680 --> 0:18:22.960 elimination if you're looking to buy at home, so it's 0:18:23.160 --> 0:18:26.119 you know, eliminating what your husband wants and eliminating what 0:18:26.200 --> 0:18:29.639 you want to and trying to come to a compromise. 0:18:29.920 --> 0:18:32.440 Like I've never gone to a closing for a property 0:18:32.680 --> 0:18:34.720 and had to buy or stand up and say, oh 0:18:34.760 --> 0:18:38.560 my gosh, I got exactly what I wanted my dream home, 0:18:38.640 --> 0:18:41.520 and I spent way less than I ever wanted to set. 0:18:41.880 --> 0:18:44.919 No one has ever said that everyone gets kind of 0:18:44.920 --> 0:18:47.720 what they wanted for more than they wanted to stead. 0:18:48.000 --> 0:18:50.480 That's how it works. I once you understand that, then 0:18:50.840 --> 0:18:53.359 I can work with couple too are having a hard time. 0:18:53.480 --> 0:18:56.560 I can, you know, work with difficult people and just 0:18:56.600 --> 0:19:00.359 try to ease them towards a good option. Well, you 0:19:00.400 --> 0:19:03.640 are working in what they call high real estate country 0:19:03.960 --> 0:19:08.439 New York City, and so that there. So now I 0:19:08.560 --> 0:19:10.719 know that I'm fortunately have a home in in the 0:19:10.800 --> 0:19:13.359 Houston of a home in Atlanta, and that there's a 0:19:13.359 --> 0:19:15.480 wild factor. I know when I walked into the home 0:19:15.600 --> 0:19:18.680 that I bought in Atlanta. Wow, my wife had to 0:19:18.720 --> 0:19:20.560 stopped me because I was like, I want this house 0:19:20.680 --> 0:19:22.400 and you can tell it right now, you know you 0:19:22.400 --> 0:19:24.800 you're blew it. So what is the Is there a 0:19:24.840 --> 0:19:28.680 wild factor when you see customers who walk into a facility, 0:19:28.880 --> 0:19:32.520 walk into an apartment, a condo, town home and say, 0:19:32.680 --> 0:19:35.760 I want this? How do you How do you leverage 0:19:36.080 --> 0:19:38.879 instant love for a property to say how do I 0:19:39.160 --> 0:19:41.119 can close this? How do you this? It has to 0:19:41.119 --> 0:19:45.680 be something like type of wild factor huh um. Yes, 0:19:45.800 --> 0:19:49.680 and no, obviously a lot of things I tell are 0:19:50.119 --> 0:19:51.720 don't have a wild factor, but they have a wild 0:19:51.720 --> 0:19:54.080 factor for that person. I will say, I use something 0:19:54.080 --> 0:19:57.800