1 00:00:00,480 --> 00:00:05,440 Speaker 1: Wake that ass up in the morning. The Breakfast Club Morning. 2 00:00:05,440 --> 00:00:09,119 Speaker 2: Everybody is DJ Envy, Jess Hilarys, Charlomagne the God. We 3 00:00:09,160 --> 00:00:11,200 Speaker 2: ought to Breakfast Club. We got some special guests in 4 00:00:11,200 --> 00:00:15,480 Speaker 2: the building from Owning Manhattan. We have Ryan Sirhan, Trisha Lee, 5 00:00:15,640 --> 00:00:18,800 Speaker 2: and Jeffrey Saint Armand welcome. Does say your last name right? 6 00:00:18,800 --> 00:00:18,960 Speaker 1: You did? 7 00:00:19,000 --> 00:00:21,560 Speaker 2: You said it all right? Just making sure welcome. How's 8 00:00:21,560 --> 00:00:22,239 Speaker 2: it going, everybody? 9 00:00:22,360 --> 00:00:23,600 Speaker 1: We're good, We're good, great man. 10 00:00:23,640 --> 00:00:25,880 Speaker 2: Thanks start with you Ryan. So if you don't know 11 00:00:25,960 --> 00:00:28,479 Speaker 2: Ryan Sirhan, of course a million dollar listing. You are 12 00:00:28,520 --> 00:00:30,600 Speaker 2: a huge real estate agent across the country. 13 00:00:30,800 --> 00:00:31,720 Speaker 3: What made you lead? 14 00:00:31,760 --> 00:00:33,760 Speaker 4: You look like I used to lead a boy band. 15 00:00:34,200 --> 00:00:36,960 Speaker 4: I tried, man, it didn't work. I did a soap 16 00:00:36,960 --> 00:00:38,559 Speaker 4: opera when I first moved to New York City. That's 17 00:00:38,560 --> 00:00:39,960 Speaker 4: why I first moved to New York in two thousand 18 00:00:39,960 --> 00:00:42,560 Speaker 4: and six. They killed me off if my grandmother killed 19 00:00:42,560 --> 00:00:44,040 Speaker 4: me actually, and then I ran out of money. And 20 00:00:44,040 --> 00:00:45,479 Speaker 4: that's why I got into real estate back in two 21 00:00:45,479 --> 00:00:45,959 Speaker 4: thousand and eight. 22 00:00:46,000 --> 00:00:46,479 Speaker 1: Smart man. 23 00:00:46,760 --> 00:00:49,120 Speaker 2: You know so you left million dollaristic? Why what happened 24 00:00:49,159 --> 00:00:50,040 Speaker 2: with million dollar listing? 25 00:00:50,159 --> 00:00:52,320 Speaker 5: We did it for ten years. We were nominated for 26 00:00:52,360 --> 00:00:54,160 Speaker 5: two Emmys. I mean it built my I built my 27 00:00:54,160 --> 00:00:56,440 Speaker 5: whole career off the back of a TV show and 28 00:00:56,480 --> 00:00:58,120 Speaker 5: it was a total accent. I went to an open 29 00:00:58,160 --> 00:01:00,800 Speaker 5: casting call with three thousand real estate agent in twenty ten. 30 00:01:00,840 --> 00:01:03,360 Speaker 5: That's how that show happened. Really, but yeah, Then in 31 00:01:03,360 --> 00:01:06,320 Speaker 5: twenty twenty, I started my own company and Bravo said, listen, 32 00:01:07,000 --> 00:01:09,440 Speaker 5: million Dollar Listing is a format, right. It follows three 33 00:01:09,440 --> 00:01:11,560 Speaker 5: agents as you do deals. That's what people expect. It 34 00:01:11,600 --> 00:01:13,679 Speaker 5: doesn't follow two agents doing deals and then one guy 35 00:01:13,760 --> 00:01:15,959 Speaker 5: running his own company. So what do you want to do? 36 00:01:16,000 --> 00:01:18,440 Speaker 5: And I said, I maybe this is time, you know, 37 00:01:18,480 --> 00:01:20,320 Speaker 5: to move on to the next chapter. So then I 38 00:01:20,319 --> 00:01:23,360 Speaker 5: immediately called Netflix and I said, hey, listen, I have 39 00:01:23,400 --> 00:01:25,880 Speaker 5: an idea start my own company. I just took down 40 00:01:25,920 --> 00:01:28,040 Speaker 5: this building and soho, I'm going to wrap my name 41 00:01:28,080 --> 00:01:31,679 Speaker 5: in it. I've got a lot of crazy, crazy agents 42 00:01:31,720 --> 00:01:33,839 Speaker 5: that are going to start working for me, like the people. 43 00:01:38,360 --> 00:01:40,640 Speaker 5: And they said, listen, make a presentation, send it over 44 00:01:40,680 --> 00:01:42,720 Speaker 5: to us. We did, and we started shooting that show 45 00:01:42,720 --> 00:01:44,680 Speaker 5: in twenty twenty two, and here we are two years later. 46 00:01:44,959 --> 00:01:48,240 Speaker 2: Now, you guys make being a real estate agent look easy, right, 47 00:01:48,600 --> 00:01:51,040 Speaker 2: But it's not. That easy. It's not easy. It's not easy. 48 00:01:51,160 --> 00:01:53,080 Speaker 2: So how did you guys get your start? Not Ryan, 49 00:01:53,120 --> 00:01:56,640 Speaker 2: you get your start in Tricia and Jeffrey in real estate. 50 00:01:57,400 --> 00:01:58,720 Speaker 6: Well, we're both from different careers. 51 00:01:58,800 --> 00:02:04,880 Speaker 7: Jeff is a producer Emmy Award winning multiple Emmy Award 52 00:02:05,160 --> 00:02:10,120 Speaker 7: Everywhere trust and I ran businesses in Brooklyn, so I 53 00:02:10,280 --> 00:02:11,880 Speaker 7: we were both transitioning at the same time. 54 00:02:11,880 --> 00:02:12,440 Speaker 6: When we met. 55 00:02:12,680 --> 00:02:14,320 Speaker 7: We were, but we both thought that real estate was 56 00:02:14,320 --> 00:02:16,320 Speaker 7: the next thing we're you know, coming out of a recession. 57 00:02:16,320 --> 00:02:19,360 Speaker 7: It just made a natural sense to us. And we 58 00:02:19,400 --> 00:02:22,960 Speaker 7: met in real estate and Ryan reached out, like maybe 59 00:02:23,040 --> 00:02:25,320 Speaker 7: five years into my career and was like, like, we 60 00:02:25,320 --> 00:02:26,959 Speaker 7: should meet. You know, this is this is something we 61 00:02:26,960 --> 00:02:28,880 Speaker 7: should do. I didn't even realize he had started a 62 00:02:28,919 --> 00:02:31,160 Speaker 7: new firm, and then I started studying that and we 63 00:02:31,200 --> 00:02:33,560 Speaker 7: met and next thing I know, I'm in front of 64 00:02:33,680 --> 00:02:37,160 Speaker 7: a casting crew and they're following us around. And I 65 00:02:37,200 --> 00:02:39,000 Speaker 7: do think you're going to see real real estate here 66 00:02:39,040 --> 00:02:41,120 Speaker 7: because I don't know how to like sugarcoat anything for you. 67 00:02:41,120 --> 00:02:43,160 Speaker 7: Our job is hard and we work our asses off, 68 00:02:43,200 --> 00:02:45,080 Speaker 7: so you will see that. There's no way to make 69 00:02:45,120 --> 00:02:45,960 Speaker 7: that look different. 70 00:02:46,520 --> 00:02:48,720 Speaker 8: No, I was just saying and tris is being super modest, 71 00:02:48,720 --> 00:02:52,880 Speaker 8: Like she had multiple polish bars, the name of the brand. 72 00:02:52,880 --> 00:02:54,320 Speaker 3: It was a big brand in Brooklyn. She had a 73 00:02:54,400 --> 00:02:55,120 Speaker 3: huge following. 74 00:02:55,560 --> 00:02:57,840 Speaker 8: So it was just the perfect synergy of like the 75 00:02:58,000 --> 00:03:00,959 Speaker 8: entrepreneur spirit that she has me with the television and 76 00:03:01,160 --> 00:03:03,400 Speaker 8: the marketing background. So it was a good mix. And 77 00:03:03,400 --> 00:03:05,080 Speaker 8: then going through everything to get to Sir Hand. We 78 00:03:05,160 --> 00:03:06,720 Speaker 8: ultimately came to Sir Hand. It was just like a 79 00:03:06,720 --> 00:03:09,680 Speaker 8: good fit with having studios there that what Ryan provides there, 80 00:03:09,919 --> 00:03:11,560 Speaker 8: it really makes our stuff different, you know. 81 00:03:11,639 --> 00:03:13,240 Speaker 3: And toa Tricia's point about like the. 82 00:03:13,200 --> 00:03:15,600 Speaker 8: Show, the show is is as real as it gets, 83 00:03:15,919 --> 00:03:18,160 Speaker 8: and we could speak to it not being easy because 84 00:03:18,200 --> 00:03:20,040 Speaker 8: it wasn't easy for us. It's like I would to 85 00:03:20,080 --> 00:03:22,200 Speaker 8: be like seven eight years in. It took a while 86 00:03:22,200 --> 00:03:23,840 Speaker 8: to get to this point. It wasn't like overnight all 87 00:03:23,840 --> 00:03:26,079 Speaker 8: of a sudden it was selling you know, multiple million, five, 88 00:03:26,160 --> 00:03:27,080 Speaker 8: ten million dollars and. 89 00:03:26,960 --> 00:03:29,320 Speaker 7: You start like my first house was one hundred thousand 90 00:03:29,360 --> 00:03:32,080 Speaker 7: dollars sale. It took six months for it to happen. Ye, 91 00:03:32,240 --> 00:03:34,040 Speaker 7: how long that was eight years ago? 92 00:03:34,280 --> 00:03:34,600 Speaker 2: Wow. 93 00:03:34,720 --> 00:03:36,360 Speaker 7: I worked on that longer and harder than any other 94 00:03:36,400 --> 00:03:38,800 Speaker 7: dealt It made no money. 95 00:03:38,880 --> 00:03:41,600 Speaker 2: People don't. People don't understand. So my daughter recently graduated 96 00:03:41,600 --> 00:03:43,760 Speaker 2: from NYU and and she's she jumped into the real 97 00:03:43,840 --> 00:03:47,800 Speaker 2: estate game. It's it's like having another wife that doesn't 98 00:03:47,880 --> 00:03:50,200 Speaker 2: leave right. She just it just because she doesn't get 99 00:03:50,200 --> 00:03:52,560 Speaker 2: paid unless she sells something exactly. And if it takes 100 00:03:52,560 --> 00:03:54,960 Speaker 2: two months, there's two months of not getting paid, of 101 00:03:55,040 --> 00:03:57,640 Speaker 2: paying for cars, paying for gas, showing people properties. It's 102 00:03:57,960 --> 00:04:00,840 Speaker 2: a lot take two years sometimes. Yeah, it takes a 103 00:04:00,960 --> 00:04:03,760 Speaker 2: lot of work, but I feel bad for it. But 104 00:04:03,960 --> 00:04:05,440 Speaker 2: the good thing about it is she loves it, so 105 00:04:05,480 --> 00:04:07,640 Speaker 2: she wants to do it right. So how long did 106 00:04:07,640 --> 00:04:09,760 Speaker 2: it take for you to you said, to sell your 107 00:04:09,760 --> 00:04:10,440 Speaker 2: first property. 108 00:04:10,800 --> 00:04:12,800 Speaker 7: I didn't do any business for six months, and I 109 00:04:12,880 --> 00:04:15,480 Speaker 7: worked every single day while running my beauty businesses at 110 00:04:15,480 --> 00:04:17,279 Speaker 7: the same time. So at a seven am to eleven 111 00:04:17,279 --> 00:04:19,520 Speaker 7: o'clock schedule for six months and I didn't make a dollar. 112 00:04:20,120 --> 00:04:22,880 Speaker 8: Jeffy, I would say somewhere around the same time. The 113 00:04:22,880 --> 00:04:25,400 Speaker 8: big difference is that I'm like a year ahead and 114 00:04:25,720 --> 00:04:28,039 Speaker 8: a half two years. So as she was going through that, 115 00:04:28,080 --> 00:04:30,600 Speaker 8: I was like, listen, it'll come together. Just keep doing 116 00:04:30,600 --> 00:04:31,000 Speaker 8: what you're doing. 117 00:04:31,040 --> 00:04:31,880 Speaker 6: So I hit it here. 118 00:04:32,040 --> 00:04:33,880 Speaker 3: Yeah, I'm not getting yourself. Soning's happening. 119 00:04:33,920 --> 00:04:36,320 Speaker 8: He's like, listen, you're gonna do a lot better than 120 00:04:36,320 --> 00:04:37,719 Speaker 8: people who are in the business right now. 121 00:04:37,760 --> 00:04:39,960 Speaker 3: Just keep head down, keep going. And that's the same 122 00:04:39,960 --> 00:04:40,839 Speaker 3: thing I tell your daughter. 123 00:04:41,040 --> 00:04:42,760 Speaker 8: You know, just it's going to be difficult, it's gonna 124 00:04:42,760 --> 00:04:45,440 Speaker 8: be challenges, but just if you in it and you 125 00:04:45,520 --> 00:04:48,279 Speaker 8: really learn the business. And that's what's really key, learning 126 00:04:48,279 --> 00:04:50,280 Speaker 8: the business and know it, because this isn't like and again, 127 00:04:50,320 --> 00:04:52,599 Speaker 8: this isn't fake, like we know the business. 128 00:04:52,720 --> 00:04:54,320 Speaker 7: Yeah, well, try to make it look like what he 129 00:04:54,360 --> 00:04:56,800 Speaker 7: does on TV is the job, and it's like, that's 130 00:04:56,839 --> 00:04:58,960 Speaker 7: that's just a portion of what's actually happening. If you 131 00:04:59,000 --> 00:05:01,480 Speaker 7: sit down with him and have a busines conversation, he's 132 00:05:01,520 --> 00:05:03,160 Speaker 7: going to blow you away far more than anything he 133 00:05:03,200 --> 00:05:04,000 Speaker 7: does on television. 134 00:05:04,320 --> 00:05:06,400 Speaker 1: Did you watch any of Ryan's shows before you? 135 00:05:06,440 --> 00:05:06,640 Speaker 4: No? 136 00:05:06,720 --> 00:05:07,839 Speaker 6: Not until holiday season? 137 00:05:07,880 --> 00:05:11,920 Speaker 4: Wow, you never watch it any the other show? 138 00:05:12,200 --> 00:05:13,960 Speaker 3: Look at me. I did watch it that. I watched 139 00:05:13,960 --> 00:05:15,000 Speaker 3: the first season. 140 00:05:16,320 --> 00:05:17,880 Speaker 7: And then I didn't think it was fair too because 141 00:05:17,880 --> 00:05:19,600 Speaker 7: I was getting to know the real person. And then 142 00:05:19,640 --> 00:05:21,800 Speaker 7: I was like, well, let me just judge that not 143 00:05:21,960 --> 00:05:22,640 Speaker 7: what I see on TV. 144 00:05:22,880 --> 00:05:23,880 Speaker 1: Maybe good, maybe don't watch it. 145 00:05:23,960 --> 00:05:27,200 Speaker 7: Yeah, but he's pretty intense on and off TV. So 146 00:05:27,320 --> 00:05:30,039 Speaker 7: I don't know, it's not pretty extremely intense on TV 147 00:05:30,120 --> 00:05:32,120 Speaker 7: and off TV. Like it's always let's go, let's go, 148 00:05:32,160 --> 00:05:32,480 Speaker 7: let's go. 149 00:05:32,680 --> 00:05:33,559 Speaker 1: But the new show is different. 150 00:05:33,600 --> 00:05:35,760 Speaker 5: Like I made nine thousand dollars my first year, you know, 151 00:05:35,880 --> 00:05:37,760 Speaker 5: ninety one hundred bucks trying to do real estate in 152 00:05:37,760 --> 00:05:38,240 Speaker 5: New York City. 153 00:05:38,240 --> 00:05:39,159 Speaker 1: It's hard. 154 00:05:39,320 --> 00:05:42,680 Speaker 5: You already feel no, not no way, I mean to day, 155 00:05:42,720 --> 00:05:45,600 Speaker 5: it's back back in the day, back in the day, 156 00:05:45,600 --> 00:05:47,240 Speaker 5: like when I first yeah, I mean two thousand, I mean, 157 00:05:47,240 --> 00:05:49,080 Speaker 5: it was just it was brutal, Like that's eighty five 158 00:05:49,120 --> 00:05:50,680 Speaker 5: percent of the people that get into real estate in New 159 00:05:50,680 --> 00:05:53,080 Speaker 5: York quit within nine months. It's just too hard, man, 160 00:05:53,080 --> 00:05:55,160 Speaker 5: and is living here is way too expensive? And so 161 00:05:55,480 --> 00:05:57,039 Speaker 5: one thing we really tried to push forward on this 162 00:05:57,080 --> 00:05:58,640 Speaker 5: show on Owning Manhattan, it was a deal that we 163 00:05:58,680 --> 00:06:02,240 Speaker 5: made with Netflix was what is reality TV? Three point zero? Like, 164 00:06:02,240 --> 00:06:04,360 Speaker 5: what's the evolution of TV shows? How do you get 165 00:06:04,360 --> 00:06:06,719 Speaker 5: people to look up from their phone? You know, everyone's 166 00:06:06,760 --> 00:06:09,840 Speaker 5: got attention deficit, that everyone's got TikTok brain, right, everyone's okay, 167 00:06:10,120 --> 00:06:11,520 Speaker 5: So how do you get people to pay attention? How 168 00:06:11,520 --> 00:06:13,000 Speaker 5: do you surprise the audience, and how do we show 169 00:06:13,080 --> 00:06:16,520 Speaker 5: them something that's very real and very maybe uncomfortable, like 170 00:06:16,560 --> 00:06:19,520 Speaker 5: nothing fake, no bullshit, like real deals and a lot 171 00:06:19,560 --> 00:06:22,600 Speaker 5: of loss as well, and keep them wanting more. 172 00:06:22,600 --> 00:06:24,080 Speaker 1: Otherwise that's not make it now. 173 00:06:24,200 --> 00:06:25,680 Speaker 5: That was my deal, like, I don't need to go 174 00:06:25,720 --> 00:06:28,040 Speaker 5: make another TV show, Let's go do real business. 175 00:06:28,080 --> 00:06:29,039 Speaker 1: And it was. 176 00:06:29,160 --> 00:06:31,280 Speaker 5: It was a super stressful two years and now it's 177 00:06:31,279 --> 00:06:32,640 Speaker 5: out for the world to say, So let's see what 178 00:06:32,640 --> 00:06:33,040 Speaker 5: people think. 179 00:06:33,640 --> 00:06:37,200 Speaker 2: Can you lose yourself in the reality TV of it all? 180 00:06:37,440 --> 00:06:39,680 Speaker 1: Like you can you forget what you got you here? 181 00:06:39,880 --> 00:06:43,280 Speaker 3: I think so. I mean I can only speak to mykereer. 182 00:06:43,320 --> 00:06:44,960 Speaker 1: Are you Jeffrey, Yeah you are. 183 00:06:45,279 --> 00:06:47,520 Speaker 8: But I think you know. The thing about it is weird, 184 00:06:47,600 --> 00:06:50,240 Speaker 8: and you'll see this in the show. There's like less 185 00:06:50,279 --> 00:06:52,960 Speaker 8: experienced agents and more experience agents. So we're a little 186 00:06:52,960 --> 00:06:56,120 Speaker 8: bit more not only experiences agents, but just life experiences. 187 00:06:56,160 --> 00:06:58,400 Speaker 8: So it's not like we're brand new going into something 188 00:06:58,440 --> 00:07:00,480 Speaker 8: and we have like the TV backgrounds, you kind of 189 00:07:00,480 --> 00:07:02,440 Speaker 8: know what it is, so I can say for us 190 00:07:02,480 --> 00:07:05,240 Speaker 8: it's a little different, but I can see how someone else, 191 00:07:05,640 --> 00:07:07,400 Speaker 8: you know, just get caught up in the modern day. 192 00:07:07,400 --> 00:07:08,800 Speaker 3: I want to be an influencer. 193 00:07:08,839 --> 00:07:10,400 Speaker 8: I don't even want to do real estate anymore and 194 00:07:10,400 --> 00:07:11,880 Speaker 8: try to have all the whole different career. 195 00:07:12,240 --> 00:07:13,520 Speaker 3: But for us, I think we're. 196 00:07:13,760 --> 00:07:15,480 Speaker 7: Yeah, and I think we chose to do this at 197 00:07:15,480 --> 00:07:17,120 Speaker 7: a time in our life where we know who we are, 198 00:07:17,200 --> 00:07:19,200 Speaker 7: so we an audience is not able to tell us 199 00:07:19,240 --> 00:07:21,360 Speaker 7: who we are. For me, I just wanted to be myself. 200 00:07:21,360 --> 00:07:22,920 Speaker 7: If I can show up as myself every day that 201 00:07:22,960 --> 00:07:24,880 Speaker 7: I'm good doing it. But I didn't want to fit 202 00:07:24,920 --> 00:07:26,440 Speaker 7: into what they thought I should be. 203 00:07:26,680 --> 00:07:29,920 Speaker 2: Now now gonna say now, COVID was was lovely for 204 00:07:29,920 --> 00:07:31,840 Speaker 2: a lot of real estate agents. Right, interest rates were low, 205 00:07:31,920 --> 00:07:34,240 Speaker 2: everybody was buying. Banks were given everything, every honey to 206 00:07:34,280 --> 00:07:37,320 Speaker 2: get it. But now it's changed. Interest rates are high 207 00:07:37,400 --> 00:07:39,679 Speaker 2: as I don't know what, So how is the business 208 00:07:39,720 --> 00:07:40,880 Speaker 2: now for a lot of people? And what do you 209 00:07:40,880 --> 00:07:43,480 Speaker 2: tell real estate agents now? That out there and it's difficult, right, 210 00:07:43,520 --> 00:07:45,680 Speaker 2: banks taking a lot to give people money. You got 211 00:07:45,680 --> 00:07:47,560 Speaker 2: to give your damn and your right arm to get 212 00:07:47,600 --> 00:07:49,600 Speaker 2: a loan. You know, interest rates are super duper high. 213 00:07:49,640 --> 00:07:50,920 Speaker 2: So what do you tell agents now? 214 00:07:51,360 --> 00:07:52,080 Speaker 6: I say stick it. 215 00:07:52,040 --> 00:07:53,920 Speaker 7: Out because I feel like I came in when it 216 00:07:53,960 --> 00:07:55,600 Speaker 7: was going up, and I came when I came in, 217 00:07:55,640 --> 00:07:57,600 Speaker 7: it was like you showed something once and you had 218 00:07:57,600 --> 00:07:59,600 Speaker 7: an offer, But at the entire time, I said, it 219 00:07:59,600 --> 00:08:01,600 Speaker 7: will not speed like this. It's a cyclical So I 220 00:08:01,680 --> 00:08:04,080 Speaker 7: was mentally prepared for where we are now. I don't 221 00:08:04,120 --> 00:08:06,000 Speaker 7: take it that bad because I knew it couldn't always 222 00:08:06,000 --> 00:08:06,800 Speaker 7: take good right. 223 00:08:07,400 --> 00:08:09,600 Speaker 8: And in bad times is when really the cream riders 224 00:08:09,640 --> 00:08:11,640 Speaker 8: to the top. So this is the opportunity right now. 225 00:08:11,680 --> 00:08:14,680 Speaker 8: If you really again really know the business, learn the business, 226 00:08:14,760 --> 00:08:16,440 Speaker 8: you can take advantage of it now. I mean there's 227 00:08:16,440 --> 00:08:18,120 Speaker 8: a lot of things you could like really guide your 228 00:08:18,440 --> 00:08:21,640 Speaker 8: clients with, like forty your mortgages. That's that's an option 229 00:08:21,720 --> 00:08:24,080 Speaker 8: to try to deal with the higher interest rates, you know, 230 00:08:24,560 --> 00:08:28,040 Speaker 8: putting more down conceivably if you can refinance down the road. 231 00:08:28,080 --> 00:08:30,200 Speaker 3: You know, there's different options you can do and give 232 00:08:30,280 --> 00:08:30,800 Speaker 3: good direction. 233 00:08:31,320 --> 00:08:33,160 Speaker 8: But for the real estate agent, it's just like head 234 00:08:33,200 --> 00:08:36,199 Speaker 8: down and keep going yause everyone's right now. I would 235 00:08:36,200 --> 00:08:38,200 Speaker 8: imagine a lot of people, I don't know the exact 236 00:08:38,240 --> 00:08:40,200 Speaker 8: number's certainly to do right. A lot of people have 237 00:08:40,320 --> 00:08:42,320 Speaker 8: left real estate with the rates being as high as 238 00:08:42,360 --> 00:08:42,800 Speaker 8: it is now. 239 00:08:43,000 --> 00:08:43,800 Speaker 1: Hundreds of thousands. 240 00:08:43,880 --> 00:08:48,280 Speaker 4: Yeah, it's so is a global pandemic worth the low 241 00:08:48,320 --> 00:08:49,120 Speaker 4: interest rates. 242 00:08:51,720 --> 00:08:55,320 Speaker 5: And take I take a week purge every year, like 243 00:08:55,640 --> 00:08:58,880 Speaker 5: a COVID remembrance week, you know, zero percent interest rates 244 00:08:58,920 --> 00:09:01,360 Speaker 5: for five days is you're not allowed to leave your house. 245 00:09:01,440 --> 00:09:05,520 Speaker 1: Just see what happens the first. 246 00:09:04,600 --> 00:09:06,480 Speaker 6: Go back to work. I had eleven showings. 247 00:09:06,600 --> 00:09:08,000 Speaker 7: Like when we were allowed to go after that seven 248 00:09:08,040 --> 00:09:10,280 Speaker 7: month break, like that seventh hold, we had eleven. 249 00:09:11,360 --> 00:09:13,320 Speaker 5: Yeah, there were real estate agents in the city who 250 00:09:13,320 --> 00:09:16,559 Speaker 5: had like emergency here on just in case the police pointed. 251 00:09:16,559 --> 00:09:18,520 Speaker 5: Because you know real estate in New York, you were 252 00:09:18,520 --> 00:09:20,480 Speaker 5: not an essential worker, right, and they were trying to 253 00:09:20,480 --> 00:09:20,800 Speaker 5: get you. 254 00:09:20,960 --> 00:09:23,240 Speaker 1: They were trying to like make you stay inside. 255 00:09:23,320 --> 00:09:23,560 Speaker 3: It was. 256 00:09:23,640 --> 00:09:24,960 Speaker 1: It was complete insanity. 257 00:09:25,559 --> 00:09:28,320 Speaker 5: But yeah, listen, we like if you were to say, hey, 258 00:09:28,559 --> 00:09:31,560 Speaker 5: I want to find a really really resilient person who 259 00:09:31,600 --> 00:09:33,720 Speaker 5: can kind of stick through the tough times and the 260 00:09:33,760 --> 00:09:36,000 Speaker 5: good times, let's go make that person in a box. 261 00:09:36,400 --> 00:09:38,400 Speaker 5: You wouldn't put them in a happy box, right, That 262 00:09:38,440 --> 00:09:40,160 Speaker 5: doesn't make resilient people. You'd put them in like a 263 00:09:40,200 --> 00:09:43,160 Speaker 5: really tough box. And that's exactly what we're in right now. 264 00:09:43,160 --> 00:09:44,880 Speaker 5: We're in a tough market. So if you can forward 265 00:09:44,920 --> 00:09:47,439 Speaker 5: yourself through this, you know the good times do come. 266 00:09:47,440 --> 00:09:49,200 Speaker 5: What goes up must come down. What goes down wants 267 00:09:49,240 --> 00:09:50,760 Speaker 5: to go back up again. It's just back and forth 268 00:09:50,800 --> 00:09:51,480 Speaker 5: and back and forth. 269 00:09:51,960 --> 00:09:54,760 Speaker 2: Now you created your own brokerage. How difficult was that 270 00:09:54,880 --> 00:09:57,800 Speaker 2: leaving being comfortable with somebody else to now you have 271 00:09:57,840 --> 00:09:59,719 Speaker 2: to pay for everything. You're paying for the rent, you're 272 00:09:59,760 --> 00:10:03,079 Speaker 2: paying for marketing, you're paying for everything. How difficult was that? 273 00:10:04,720 --> 00:10:06,160 Speaker 1: Super difficult? It was. 274 00:10:07,280 --> 00:10:09,000 Speaker 5: I had made the plan to do it, you know, 275 00:10:09,200 --> 00:10:11,080 Speaker 5: kind of in twenty nineteen, and I said, I'm going 276 00:10:11,160 --> 00:10:13,199 Speaker 5: to start my own company at the beginning of twenty 277 00:10:13,240 --> 00:10:14,640 Speaker 5: twenty because that's going to be the beginning of a 278 00:10:14,679 --> 00:10:16,600 Speaker 5: new decade for me. And I kind of think about 279 00:10:16,600 --> 00:10:18,600 Speaker 5: my life in terms of like these, you know, every 280 00:10:18,679 --> 00:10:21,000 Speaker 5: years a chapter, and every decade is kind of like 281 00:10:21,040 --> 00:10:23,439 Speaker 5: a section of my book. So, okay, so the next 282 00:10:23,440 --> 00:10:25,000 Speaker 5: section of my book is going to be starting my 283 00:10:25,040 --> 00:10:26,959 Speaker 5: own company and running my own thing. It's going to 284 00:10:27,000 --> 00:10:28,800 Speaker 5: be fine. It's all gonna be fine. And then people 285 00:10:28,840 --> 00:10:32,520 Speaker 5: start getting sick in China, right, you know, Italy shuts down. 286 00:10:32,520 --> 00:10:34,880 Speaker 5: I'm like I now, I've already committed to doing this, 287 00:10:35,280 --> 00:10:38,920 Speaker 5: and so it was. It was pretty terrifying, but it 288 00:10:39,000 --> 00:10:41,760 Speaker 5: was all for the best because everything got so much cheaper. 289 00:10:42,160 --> 00:10:42,360 Speaker 1: You know. 290 00:10:42,520 --> 00:10:44,640 Speaker 5: I was able to get an entire building and soho 291 00:10:44,720 --> 00:10:47,400 Speaker 5: for our first office at the same price that I 292 00:10:47,440 --> 00:10:50,480 Speaker 5: was looking at, like one floor and another office building. 293 00:10:50,520 --> 00:10:53,520 Speaker 5: Because the market came to a screeching halt, right, buyers 294 00:10:53,679 --> 00:10:56,679 Speaker 5: roared back and there was a lot of there's a 295 00:10:56,720 --> 00:10:59,080 Speaker 5: lot of eyeballs on us when we started the company. 296 00:10:59,120 --> 00:11:01,440 Speaker 5: I think you know why Netflix was also interested in 297 00:11:01,440 --> 00:11:04,720 Speaker 5: making a show with us because everyone else left. Everyone 298 00:11:04,800 --> 00:11:07,240 Speaker 5: left New York. Everyone left New York. They all went 299 00:11:07,320 --> 00:11:10,040 Speaker 5: to country houses. They all went to Florida, which is fine, 300 00:11:10,040 --> 00:11:11,480 Speaker 5: it's great. We have we do a lot of business 301 00:11:11,480 --> 00:11:14,240 Speaker 5: in Florida. We love Florida. But everyone left, and we 302 00:11:14,240 --> 00:11:18,480 Speaker 5: were like by ourselves, working every day, sneaking down Broadway 303 00:11:18,520 --> 00:11:20,679 Speaker 5: to get to our office so that we wouldn't get caught. 304 00:11:21,040 --> 00:11:23,320 Speaker 1: It was insane to build something. 305 00:11:23,520 --> 00:11:26,280 Speaker 5: But yeah, the overhead's real, man, Like I you know, 306 00:11:26,360 --> 00:11:28,520 Speaker 5: sometimes I remember the name of my employees. Other times 307 00:11:28,520 --> 00:11:31,720 Speaker 5: I remember how much they cost, like what's your like 308 00:11:31,760 --> 00:11:33,719 Speaker 5: you know you've got because it's real, you know. And 309 00:11:33,880 --> 00:11:35,800 Speaker 5: and so one thing we try to do with the 310 00:11:35,840 --> 00:11:39,560 Speaker 5: employees is help them understand their direct correlation to revenue, 311 00:11:39,760 --> 00:11:40,240 Speaker 5: so you're not. 312 00:11:40,160 --> 00:11:40,880 Speaker 1: Just paying people. 313 00:11:40,960 --> 00:11:43,280 Speaker 5: And it's it's a big lesson that I've learned and 314 00:11:43,320 --> 00:11:46,800 Speaker 5: setting really really clear expectations from the get go, because 315 00:11:46,800 --> 00:11:48,839 Speaker 5: if you don't set clear expectations with people that work 316 00:11:48,880 --> 00:11:51,520 Speaker 5: with you, all you're doing is setting future resentment. Right, 317 00:11:51,920 --> 00:11:54,680 Speaker 5: And so that's been that's been huge. But yeah, man 318 00:11:54,880 --> 00:11:59,120 Speaker 5: like payroll leases, insurance, man like legal. 319 00:11:58,800 --> 00:12:00,360 Speaker 1: Bills like what what like? 320 00:12:00,400 --> 00:12:02,719 Speaker 5: It's just it's never ending when you want to run 321 00:12:02,760 --> 00:12:05,440 Speaker 5: your own thing, and ignorance is blissed that way. 322 00:12:05,559 --> 00:12:07,719 Speaker 1: Maybe, I mean, so far so good? Though, Okay, so 323 00:12:07,840 --> 00:12:08,280 Speaker 1: far so good. 324 00:12:08,320 --> 00:12:10,160 Speaker 2: Let me ask about now, now what about your families? 325 00:12:10,240 --> 00:12:10,440 Speaker 8: Right? 326 00:12:10,480 --> 00:12:12,240 Speaker 2: So we see in your family a million dollar listing 327 00:12:12,240 --> 00:12:15,040 Speaker 2: and how your family grew and your families. It takes 328 00:12:15,080 --> 00:12:16,720 Speaker 2: a lot because you leave your family a lot, right 329 00:12:16,720 --> 00:12:18,319 Speaker 2: because when somebody wants to show in or they want 330 00:12:18,320 --> 00:12:19,960 Speaker 2: to see a property, you can't say, hey, babe, I 331 00:12:19,960 --> 00:12:21,440 Speaker 2: know we had dinner date, but you know, because this 332 00:12:21,559 --> 00:12:23,520 Speaker 2: might be you know, a million dollar profit, it might 333 00:12:23,520 --> 00:12:25,520 Speaker 2: be a couple hundred thousand dollars. So how how was 334 00:12:25,720 --> 00:12:28,439 Speaker 2: raising kids and having a family doing real estate? 335 00:12:28,920 --> 00:12:29,079 Speaker 3: Us? 336 00:12:29,160 --> 00:12:31,600 Speaker 7: We work together, Jeff and I and I'm the only 337 00:12:31,679 --> 00:12:34,440 Speaker 7: like balance in the relationship because he would he'd be 338 00:12:34,440 --> 00:12:36,640 Speaker 7: working if his eyes are open, and I'm kind of 339 00:12:36,679 --> 00:12:38,440 Speaker 7: a workaholic, So there's not much help. 340 00:12:39,120 --> 00:12:40,280 Speaker 6: But we have boundaries. 341 00:12:40,320 --> 00:12:41,959 Speaker 7: There's certain times of the day where we have to 342 00:12:42,000 --> 00:12:44,840 Speaker 7: shut down, but we're on vacation and hiding out. We 343 00:12:44,880 --> 00:12:47,000 Speaker 7: go to the bathroom and we're gone for forty minutes. 344 00:12:47,000 --> 00:12:48,800 Speaker 7: Everybody knows you're doing a deal and you're not supposed 345 00:12:48,800 --> 00:12:48,920 Speaker 7: to be. 346 00:12:48,920 --> 00:12:50,240 Speaker 2: On your phone going to the bathroom. 347 00:12:50,240 --> 00:12:55,400 Speaker 7: I was like, yeah, no, we hide well, I usually 348 00:12:55,440 --> 00:12:57,040 Speaker 7: hide out, like I'll say, I'm going to the spa, 349 00:12:57,280 --> 00:12:59,280 Speaker 7: but it's like I'm talking, I'm doing calls because the 350 00:12:59,360 --> 00:13:00,520 Speaker 7: rule is you're supps be working. 351 00:13:01,040 --> 00:13:02,600 Speaker 6: But we both cheat all the time. 352 00:13:02,800 --> 00:13:04,960 Speaker 8: I remember we were on a cruise in the Mediterranean 353 00:13:05,040 --> 00:13:09,040 Speaker 8: last year. Yeah, racks a time when we started shooting 354 00:13:09,040 --> 00:13:11,240 Speaker 8: the show, which is a whole other reason that we 355 00:13:11,240 --> 00:13:12,960 Speaker 8: should talk about it. That's why we missed out on 356 00:13:13,000 --> 00:13:16,640 Speaker 8: the on the Central Park tower on the cruise. 357 00:13:16,800 --> 00:13:19,760 Speaker 1: Yeah, yeah, keep going on those crewis man, a. 358 00:13:19,800 --> 00:13:22,040 Speaker 3: Cruise always causes to hundred fifty billion dollars. 359 00:13:22,559 --> 00:13:25,000 Speaker 8: But really, you know, even in that moment, there was 360 00:13:25,040 --> 00:13:26,959 Speaker 8: times we stepped away and I try to try to 361 00:13:27,000 --> 00:13:28,120 Speaker 8: text some of the text or something. 362 00:13:28,400 --> 00:13:30,400 Speaker 7: Yeah, and then we don't want each other. We don't 363 00:13:30,400 --> 00:13:32,520 Speaker 7: want to catch each other, right, So I'm lying to you, 364 00:13:32,520 --> 00:13:35,360 Speaker 7: you're lying to me. Everybody knows, everybody's working, and I don't. 365 00:13:35,440 --> 00:13:36,760 Speaker 7: I don't think this one has any of that. 366 00:13:37,320 --> 00:13:39,160 Speaker 2: What about you lying? You know, you got a wife 367 00:13:39,200 --> 00:13:41,040 Speaker 2: and kids, and how do you balance that? Because I've 368 00:13:41,040 --> 00:13:43,000 Speaker 2: seen a couple of times where your wife was upset like, no, 369 00:13:43,160 --> 00:13:44,400 Speaker 2: this is our time, and you're. 370 00:13:44,240 --> 00:13:47,520 Speaker 1: Like, but this is deal. Yeah, it's hard, man. I 371 00:13:47,520 --> 00:13:49,199 Speaker 1: mean when you're in sales. 372 00:13:48,920 --> 00:13:51,439 Speaker 5: It's you get addicted to it, you know, because you 373 00:13:51,600 --> 00:13:53,679 Speaker 5: don't get a salary, there are no benefits, and you're 374 00:13:53,720 --> 00:13:56,040 Speaker 5: only as good as your last deal. And you can 375 00:13:56,080 --> 00:13:58,800 Speaker 5: always say, well when is enough enough? And sure, you 376 00:13:58,840 --> 00:14:00,800 Speaker 5: can set a goal for your self for the year, 377 00:14:01,240 --> 00:14:03,079 Speaker 5: but then that next phone call, like you want to 378 00:14:03,080 --> 00:14:04,680 Speaker 5: pick it up, you want to see because your life 379 00:14:04,679 --> 00:14:07,480 Speaker 5: can change, like I you know, we started sur hint 380 00:14:07,640 --> 00:14:09,560 Speaker 5: at the end of twenty twenty. It's like I just 381 00:14:09,679 --> 00:14:12,400 Speaker 5: want to I went on rental appointments. He's like, I 382 00:14:12,440 --> 00:14:15,800 Speaker 5: gotta pay bills now. COVID shut down all of our markets. 383 00:14:15,800 --> 00:14:19,040 Speaker 5: It was awful, especially in New York right there were bodies, 384 00:14:19,080 --> 00:14:21,120 Speaker 5: you know that we had the Red Cross ship, there 385 00:14:21,160 --> 00:14:22,040 Speaker 5: were tents in the park. 386 00:14:22,040 --> 00:14:22,640 Speaker 1: It was nuts. 387 00:14:22,840 --> 00:14:25,640 Speaker 5: I went on a rental appointment on the Upper east 388 00:14:25,640 --> 00:14:28,760 Speaker 5: Side and my wife's like wear gloves, where your hazmat suit? 389 00:14:28,800 --> 00:14:31,160 Speaker 5: This is pre vaccines. Met a guy that wanted to 390 00:14:31,200 --> 00:14:32,800 Speaker 5: rent an apartment on the Upper east Side. I had 391 00:14:32,840 --> 00:14:35,280 Speaker 5: a big budget, you know, thirty to forty to fifty 392 00:14:35,320 --> 00:14:38,440 Speaker 5: thousand dollars a month. Started talking to him, decided not 393 00:14:38,480 --> 00:14:40,640 Speaker 5: to rent something, decided, you know what, maybe I will 394 00:14:40,680 --> 00:14:43,800 Speaker 5: go buy something in Florida. And that was a Monday. 395 00:14:43,880 --> 00:14:46,120 Speaker 5: By Friday, we were in contract on a house that 396 00:14:46,160 --> 00:14:49,000 Speaker 5: was asking one hundred and forty million dollars. So had 397 00:14:49,040 --> 00:14:52,080 Speaker 5: I not picked up that rental call, I never would 398 00:14:52,080 --> 00:14:55,080 Speaker 5: have done a nine figure sale that at that time 399 00:14:55,120 --> 00:14:57,800 Speaker 5: in twenty twenty going into twenty twenty one was the 400 00:14:57,960 --> 00:15:00,320 Speaker 5: largest transaction in the history of the state of Florida, 401 00:15:00,400 --> 00:15:02,640 Speaker 5: and like the top five deal in the United States. 402 00:15:02,760 --> 00:15:05,560 Speaker 1: So like that can remember. 403 00:15:05,280 --> 00:15:07,400 Speaker 6: This, I remember this moment, I remember, but that. 404 00:15:07,440 --> 00:15:09,080 Speaker 5: Can you know, those things can happen, but you do 405 00:15:09,160 --> 00:15:11,840 Speaker 5: have to set boundaries and you especially have to set 406 00:15:11,840 --> 00:15:14,080 Speaker 5: boundaries with people that are not your family. You know, 407 00:15:14,120 --> 00:15:16,200 Speaker 5: it's not about telling your wife your kids, like, hey, 408 00:15:16,720 --> 00:15:19,880 Speaker 5: daddy's at home now, so let's pay attention to each other. Right, 409 00:15:20,320 --> 00:15:21,920 Speaker 5: It's not you know, it's not about telling your wife. 410 00:15:22,040 --> 00:15:23,520 Speaker 5: It's not about telling your wife and your kids that, hey, 411 00:15:23,600 --> 00:15:25,600 Speaker 5: daddy's at home now, so let's pay attention to each other. 412 00:15:26,560 --> 00:15:28,360 Speaker 5: It's about telling your clients like, hey, just so you know, 413 00:15:29,200 --> 00:15:31,480 Speaker 5: you know, Monday, Wednesdays and Fridays from six to eight, 414 00:15:31,480 --> 00:15:33,480 Speaker 5: I'm with my daughter. I put her down Saturdays like 415 00:15:33,480 --> 00:15:37,000 Speaker 5: Saturdays for me r Daturdays like I don't unless it's 416 00:15:37,200 --> 00:15:41,120 Speaker 5: life threatening. I'm really focused on on Zena that's her name, 417 00:15:41,160 --> 00:15:43,440 Speaker 5: she's five, and being there for her. And then she 418 00:15:43,520 --> 00:15:45,440 Speaker 5: knows Dad goes to work the next day. I don't 419 00:15:45,440 --> 00:15:48,160 Speaker 5: think she knows what I do. You asked her, she'd 420 00:15:48,160 --> 00:15:50,800 Speaker 5: be like, daddy sells and dances. 421 00:15:50,920 --> 00:15:53,120 Speaker 1: I'm like that it. 422 00:15:53,280 --> 00:15:56,080 Speaker 5: Exactly, he films it. She'll she'll take my phone and 423 00:15:56,120 --> 00:15:57,440 Speaker 5: she'll put you. She'll pick it up and look at 424 00:15:57,440 --> 00:15:59,720 Speaker 5: my phone and be like, hi, I'm Xena Surhan, thank 425 00:15:59,760 --> 00:16:00,400 Speaker 5: you for watching. 426 00:16:00,480 --> 00:16:03,840 Speaker 1: Please like a subscribe, And I'm like, no, no, it's 427 00:16:03,840 --> 00:16:04,720 Speaker 1: happened terrible. 428 00:16:04,760 --> 00:16:06,400 Speaker 2: So how do you guys deal with because of course 429 00:16:06,400 --> 00:16:07,760 Speaker 2: you're on the show, so people know who you are. 430 00:16:07,760 --> 00:16:09,520 Speaker 2: How do you deal with people that just want to 431 00:16:10,120 --> 00:16:12,480 Speaker 2: don't necessarily want to buy something, but just want to 432 00:16:12,680 --> 00:16:14,840 Speaker 2: hang out. Yeah, that didn't happen a lot. 433 00:16:14,920 --> 00:16:16,360 Speaker 5: I mean it's I mean, it's happened to me. I mean, 434 00:16:16,440 --> 00:16:19,040 Speaker 5: you know, a million are listening. First aired in twenty twelve, 435 00:16:19,040 --> 00:16:20,640 Speaker 5: so it's happened to me now for twelve years. These 436 00:16:20,640 --> 00:16:22,000 Speaker 5: guys are going to have to go through it now 437 00:16:22,040 --> 00:16:23,920 Speaker 5: for the first time ever. And you got to be 438 00:16:23,960 --> 00:16:28,000 Speaker 5: super careful, right, Like wasting your time is terrible. What's 439 00:16:28,040 --> 00:16:31,040 Speaker 5: worse is is when people have like malicious intent and 440 00:16:31,080 --> 00:16:33,400 Speaker 5: they do like especially has that happened with you before? 441 00:16:33,400 --> 00:16:33,480 Speaker 7: Oh? 442 00:16:33,560 --> 00:16:36,120 Speaker 5: Yeah absolutely, We've had FBI involved, We've had stalkers. 443 00:16:36,200 --> 00:16:36,400 Speaker 1: Yeah. 444 00:16:36,440 --> 00:16:39,120 Speaker 5: Man, we had to move offices once. Like our home 445 00:16:39,160 --> 00:16:40,520 Speaker 5: addresses are scrub You. 446 00:16:40,480 --> 00:16:43,040 Speaker 2: Don't hurt anybody, like yeah, but people get obsessed. 447 00:16:43,040 --> 00:16:44,360 Speaker 6: You impersonate him every day. 448 00:16:44,480 --> 00:16:45,280 Speaker 1: People get ab sassed. 449 00:16:46,160 --> 00:16:48,560 Speaker 5: They watched you know, TV shows and you know, Bravo 450 00:16:48,720 --> 00:16:50,520 Speaker 5: is American for the most part, and then the show 451 00:16:50,560 --> 00:16:53,120 Speaker 5: aired around the world. But you know, reality TV, you 452 00:16:53,160 --> 00:16:56,160 Speaker 5: do you do, get very vulnerable and authentic, and you 453 00:16:56,240 --> 00:16:58,520 Speaker 5: let these cameras into your life for a year and 454 00:16:58,560 --> 00:17:00,480 Speaker 5: they see your ups and downs and and then with 455 00:17:00,560 --> 00:17:03,880 Speaker 5: social now everyone feels like they know you. And Netflix, 456 00:17:03,960 --> 00:17:06,840 Speaker 5: I mean, the show dropped today to two hundred and 457 00:17:06,880 --> 00:17:09,720 Speaker 5: seventy million people in one hundred ninety countries. Our voices 458 00:17:09,720 --> 00:17:13,920 Speaker 5: are dubbed in over twenty different languages. That's a lot, right, 459 00:17:14,000 --> 00:17:16,080 Speaker 5: all in all in one day. So one, you gotta 460 00:17:16,080 --> 00:17:19,080 Speaker 5: be careful, but two, like, if you're not googleable, you 461 00:17:19,160 --> 00:17:21,159 Speaker 5: got to show me something, you know, you got to. 462 00:17:21,560 --> 00:17:24,280 Speaker 5: I had a guy from a different country, I won't 463 00:17:24,320 --> 00:17:26,040 Speaker 5: say what country, but you know, reached out to me 464 00:17:26,280 --> 00:17:28,159 Speaker 5: kind of right at the beginning of million dollars listing 465 00:17:28,240 --> 00:17:30,199 Speaker 5: and totally seemed like he was going to try to 466 00:17:30,280 --> 00:17:32,760 Speaker 5: kill me or sell my body into oil drums or something, 467 00:17:32,960 --> 00:17:33,280 Speaker 5: you know, and. 468 00:17:33,280 --> 00:17:34,800 Speaker 1: I'm like, this is not real, this is not real. 469 00:17:34,840 --> 00:17:36,959 Speaker 5: He sent me a he sent me a photo of 470 00:17:37,040 --> 00:17:39,959 Speaker 5: his accountant as his proof of funds. Like, this is 471 00:17:40,000 --> 00:17:41,680 Speaker 5: not good, this is not great. 472 00:17:41,760 --> 00:17:42,200 Speaker 1: Not great. 473 00:17:42,800 --> 00:17:46,119 Speaker 5: Turns out he's We ended up doing a deal together 474 00:17:46,240 --> 00:17:49,320 Speaker 5: for you know, eight point three million dollars. Almost a 475 00:17:49,359 --> 00:17:52,480 Speaker 5: year later, after like it was the most traumatizing experience 476 00:17:52,480 --> 00:17:55,680 Speaker 5: of my life. He just liked to drink and was 477 00:17:55,720 --> 00:17:58,560 Speaker 5: on Zillow one night and hit me up and then 478 00:17:58,600 --> 00:18:01,600 Speaker 5: I was just I follow up or let the guy 479 00:18:01,680 --> 00:18:04,000 Speaker 5: makes hundreds of millions of dollars a year in another 480 00:18:04,040 --> 00:18:06,320 Speaker 5: country in a really weird way, and it is what 481 00:18:06,359 --> 00:18:08,960 Speaker 5: it is, so like sometimes you just never know, and 482 00:18:09,080 --> 00:18:11,639 Speaker 5: that's that's part of that addiction, right of like sales, 483 00:18:11,680 --> 00:18:12,840 Speaker 5: you just never know who's gonna call. 484 00:18:12,920 --> 00:18:14,719 Speaker 2: What's the one deal for each one of you that 485 00:18:14,760 --> 00:18:16,679 Speaker 2: you lost that it burned you to this day that 486 00:18:16,720 --> 00:18:17,760 Speaker 2: you knew you should have sold. 487 00:18:17,800 --> 00:18:19,480 Speaker 1: No, God, I'm gonna tattoo it on my butt. 488 00:18:19,520 --> 00:18:23,199 Speaker 7: Pro one of my first closings, I got to the 489 00:18:23,200 --> 00:18:26,320 Speaker 7: closing so excited and the seller on the other side 490 00:18:26,320 --> 00:18:28,040 Speaker 7: of the table i'd never met, and she was a 491 00:18:28,040 --> 00:18:30,920 Speaker 7: former beauty client and I wasn't at the time marketing myself, 492 00:18:31,119 --> 00:18:32,439 Speaker 7: and as we got up to leave, she was like, 493 00:18:32,440 --> 00:18:35,000 Speaker 7: this should have been your deal, and I was like, okay, 494 00:18:35,040 --> 00:18:36,240 Speaker 7: And that's when I kind of like lit a fire 495 00:18:36,280 --> 00:18:38,280 Speaker 7: nder myself to start marketing myself and putting myself out 496 00:18:38,280 --> 00:18:40,400 Speaker 7: because she's like, I don't even know this guy that's 497 00:18:40,400 --> 00:18:41,000 Speaker 7: selling my house. 498 00:18:41,080 --> 00:18:42,000 Speaker 6: This should have been your deal. 499 00:18:42,119 --> 00:18:44,639 Speaker 7: I was with the buyer, but I wasn't sharing to 500 00:18:44,680 --> 00:18:47,199 Speaker 7: the world what I was doing. And luckily it was 501 00:18:47,200 --> 00:18:49,480 Speaker 7: my first deal, so that changed everything for me. Now 502 00:18:49,520 --> 00:18:51,280 Speaker 7: you can't see enough of me, gotcha? 503 00:18:51,359 --> 00:18:51,560 Speaker 6: Yeah? 504 00:18:51,800 --> 00:18:54,080 Speaker 8: Yeah, I mean for me, it was a deal. It 505 00:18:54,119 --> 00:18:57,480 Speaker 8: was a deal. That was It was an interesting deal. 506 00:18:57,720 --> 00:19:02,080 Speaker 8: It was a brownstone, a five million dollar brownstone, and 507 00:19:02,960 --> 00:19:04,880 Speaker 8: the guy was acquiring a different company. But he put 508 00:19:04,920 --> 00:19:07,560 Speaker 8: money down for it and he had to sell the 509 00:19:07,840 --> 00:19:09,560 Speaker 8: He had to sell the rest of the company in 510 00:19:09,600 --> 00:19:11,760 Speaker 8: effort to get the deal. So down payments down I 511 00:19:11,800 --> 00:19:14,600 Speaker 8: think put what four hundred thousand dollars down down payment 512 00:19:14,920 --> 00:19:18,600 Speaker 8: you know, went hard, which means if it doesn't close, 513 00:19:19,040 --> 00:19:21,560 Speaker 8: you lose the money, the money, and he haven't. He 514 00:19:21,840 --> 00:19:24,479 Speaker 8: just couldn't sell the company, and so we're here and 515 00:19:24,520 --> 00:19:27,080 Speaker 8: we're spending. This is something I never do. But I had, 516 00:19:27,119 --> 00:19:29,080 Speaker 8: like the buyers and the seller come together. They were 517 00:19:29,080 --> 00:19:31,960 Speaker 8: like great friends. Everyone loved each other. They were, you know, 518 00:19:32,040 --> 00:19:34,960 Speaker 8: borroing services to extend the period. And then at the 519 00:19:35,080 --> 00:19:37,399 Speaker 8: eleventh hour, he just couldn't sell the company. And I 520 00:19:37,400 --> 00:19:41,760 Speaker 8: felt bad at tell and he knew its. 521 00:19:40,240 --> 00:19:43,720 Speaker 1: Beautiful yeah, I was. 522 00:19:45,080 --> 00:19:46,840 Speaker 5: We were selling a building at the end of twenty 523 00:19:46,920 --> 00:19:49,440 Speaker 5: nineteen going into twenty twenty. Before we started the company, 524 00:19:50,400 --> 00:19:53,159 Speaker 5: we had contracts out everything. It was eight hundred and 525 00:19:53,200 --> 00:19:55,919 Speaker 5: eighty million dollars. I'd never done a deal like that before. 526 00:19:56,040 --> 00:19:57,800 Speaker 5: The commission was one percent, so it was eight point 527 00:19:57,800 --> 00:20:02,000 Speaker 5: eight million dollars UH. And then COVID hits and the 528 00:20:02,040 --> 00:20:04,280 Speaker 5: money was coming out of the Middle East. The price 529 00:20:04,320 --> 00:20:07,000 Speaker 5: of oil starts to tank. The buyer say, hey, we 530 00:20:07,000 --> 00:20:08,040 Speaker 5: just need a little bit of time. You need a 531 00:20:08,080 --> 00:20:09,520 Speaker 5: little bit of time. We need a little bit of time. 532 00:20:09,840 --> 00:20:12,360 Speaker 5: Deal slowly falls apart. I worked on it for a year. 533 00:20:12,840 --> 00:20:14,280 Speaker 5: I still I think about that deal every day. 534 00:20:16,359 --> 00:20:18,040 Speaker 1: Easy I go that. I like that. 535 00:20:18,040 --> 00:20:20,359 Speaker 5: That was Like that was, you know, it's like a 536 00:20:20,400 --> 00:20:22,439 Speaker 5: life changing sale, you know what I mean. Like that 537 00:20:22,520 --> 00:20:24,040 Speaker 5: was especially when I was starting my own company. I'm 538 00:20:24,040 --> 00:20:26,040 Speaker 5: all right, so that's gonna be my seed Money'm bootstrapped 539 00:20:26,080 --> 00:20:28,960 Speaker 5: like we we you know, we're not backed by anybody else. 540 00:20:29,000 --> 00:20:33,000 Speaker 5: We build, you know, four agents buy agents with agents, 541 00:20:33,160 --> 00:20:35,040 Speaker 5: Like I am a real estate agent, so I think 542 00:20:35,080 --> 00:20:37,800 Speaker 5: the agents that work with us, I understand their world 543 00:20:37,840 --> 00:20:40,560 Speaker 5: because I'm in it with them all day long. That 544 00:20:40,680 --> 00:20:43,400 Speaker 5: was a brutal one that sucked one day. 545 00:20:43,440 --> 00:20:45,880 Speaker 2: Though one day, I'm not gonna ask you, guys, being 546 00:20:46,000 --> 00:20:49,280 Speaker 2: being black, is it more difficult to get people to 547 00:20:49,320 --> 00:20:51,760 Speaker 2: come in and say to trusting you guys than anybody else? 548 00:20:51,880 --> 00:20:52,280 Speaker 6: Far more? 549 00:20:52,480 --> 00:20:53,760 Speaker 2: Far more? Why would you say that? 550 00:20:54,000 --> 00:20:56,040 Speaker 6: Because you work with who you identify with. That's just 551 00:20:56,040 --> 00:20:56,600 Speaker 6: what people do. 552 00:20:56,640 --> 00:20:58,359 Speaker 7: Like if every agent sat down and thought about their 553 00:20:58,400 --> 00:21:01,439 Speaker 7: last five clients, they probably something like them. And so 554 00:21:01,520 --> 00:21:03,880 Speaker 7: people that we work with typically look like us. And 555 00:21:04,040 --> 00:21:05,840 Speaker 7: you know, the economic wealth gap is anyone as well 556 00:21:05,840 --> 00:21:07,680 Speaker 7: as anyone else in this room. So the likelihood of 557 00:21:07,760 --> 00:21:10,600 Speaker 7: us working with clients that own two and three and 558 00:21:10,640 --> 00:21:13,199 Speaker 7: four and eight million dollar homes has shrinks down to 559 00:21:13,240 --> 00:21:15,520 Speaker 7: what less than five percent, probably less than two percent. 560 00:21:15,840 --> 00:21:18,840 Speaker 7: So it's just harder for us to build volume, drastically 561 00:21:18,880 --> 00:21:19,960 Speaker 7: harder for us to build volume. 562 00:21:19,960 --> 00:21:21,760 Speaker 8: And I think for us that's part of like we lean, 563 00:21:21,880 --> 00:21:25,160 Speaker 8: we lean into you know, our sphere, and we really 564 00:21:25,240 --> 00:21:27,280 Speaker 8: worked out, worked out as hard as we can to 565 00:21:27,320 --> 00:21:30,480 Speaker 8: really get the business right. And then in the show itself, 566 00:21:30,520 --> 00:21:33,600 Speaker 8: it's part of our transition from leaning into our core, 567 00:21:33,600 --> 00:21:36,280 Speaker 8: which is our Brooklyn audience, and then going into Manhattan. 568 00:21:36,359 --> 00:21:37,760 Speaker 3: Yeah, that's the show owning Manhattan. 569 00:21:37,800 --> 00:21:41,480 Speaker 8: So it's like transitioning from still servicing that base but 570 00:21:41,640 --> 00:21:43,520 Speaker 8: knowing that we want to go to a different tier 571 00:21:43,640 --> 00:21:45,040 Speaker 8: and then starting to do that. And then at that 572 00:21:45,160 --> 00:21:48,000 Speaker 8: point we have all the experience, you know, and we 573 00:21:48,000 --> 00:21:50,040 Speaker 8: can speak to whatever the market is, to whoever we're 574 00:21:50,040 --> 00:21:51,439 Speaker 8: speaking to, and then. 575 00:21:51,640 --> 00:21:53,439 Speaker 6: They kind of understand, like you can be a Brooklyn 576 00:21:53,560 --> 00:21:53,920 Speaker 6: rock star. 577 00:21:54,040 --> 00:21:56,240 Speaker 7: That's great, but it's like, you know, at a certain point, 578 00:21:56,359 --> 00:21:58,320 Speaker 7: you have a conversation, You're like, Ryan, I want to 579 00:21:58,359 --> 00:21:59,399 Speaker 7: do these other things. 580 00:22:00,040 --> 00:22:01,080 Speaker 6: Help me, you know. 581 00:22:01,400 --> 00:22:03,919 Speaker 7: And I think that's how this came together because we 582 00:22:03,920 --> 00:22:06,400 Speaker 7: were both working at another firm and then we came 583 00:22:06,440 --> 00:22:08,639 Speaker 7: over and we were like, Okay, this is how we 584 00:22:08,640 --> 00:22:10,480 Speaker 7: want our business to shift, and we sat down and 585 00:22:10,960 --> 00:22:12,960 Speaker 7: did a planning session with him about how we could 586 00:22:13,040 --> 00:22:13,840 Speaker 7: grow that business. 587 00:22:14,080 --> 00:22:15,280 Speaker 1: I still have to come to your cookout. 588 00:22:15,440 --> 00:22:16,920 Speaker 6: You really do have one. 589 00:22:17,880 --> 00:22:18,200 Speaker 1: Ally. 590 00:22:19,119 --> 00:22:22,920 Speaker 7: You're an ally and you have an admission to one cookout. 591 00:22:21,720 --> 00:22:23,280 Speaker 1: One cookout. 592 00:22:23,560 --> 00:22:25,920 Speaker 6: It's a little ticket. He has it on his wall. 593 00:22:26,080 --> 00:22:29,280 Speaker 3: You might do it for Labor Day, but only one. 594 00:22:29,720 --> 00:22:32,080 Speaker 6: If it's this year, make sure you use it this year. 595 00:22:33,280 --> 00:22:34,560 Speaker 6: But he's invited to one, you. 596 00:22:34,520 --> 00:22:37,120 Speaker 2: Better not bring him to Brooklyn and Labor Day. 597 00:22:39,440 --> 00:22:43,160 Speaker 3: Have him in the Parkway, but my first. 598 00:22:43,040 --> 00:22:44,440 Speaker 6: Day on the Parkway was last year. 599 00:22:45,800 --> 00:22:47,280 Speaker 2: Brian's like, I don't know what the parkway is, but 600 00:22:47,280 --> 00:22:47,879 Speaker 2: stay away from it. 601 00:22:48,760 --> 00:22:51,480 Speaker 6: From advice, I also. 602 00:22:51,359 --> 00:22:53,359 Speaker 2: Got to ask when it when it comes to everything 603 00:22:53,400 --> 00:22:55,480 Speaker 2: that you do, do you start off small because you know, 604 00:22:55,680 --> 00:22:58,080 Speaker 2: thinking about real estate, right, there's always that one person, right. 605 00:22:58,200 --> 00:23:00,800 Speaker 2: I remember buying my first house is probably three four 606 00:23:00,840 --> 00:23:02,919 Speaker 2: hundred thousand dollars, right, But then you stay with that 607 00:23:03,040 --> 00:23:05,600 Speaker 2: agent to you a million dollar house and ance one. 608 00:23:05,720 --> 00:23:07,480 Speaker 2: So do you still stay smaller? It's like one of 609 00:23:07,520 --> 00:23:08,879 Speaker 2: the things like na that I'm not doing that. 610 00:23:10,400 --> 00:23:12,639 Speaker 5: It completely depends, right, It's all this business is all 611 00:23:12,640 --> 00:23:15,280 Speaker 5: about relationships. We're not actually in the real estate business. 612 00:23:15,320 --> 00:23:18,240 Speaker 5: We're not developers, we're not contractors. We're in the people business. 613 00:23:18,240 --> 00:23:18,879 Speaker 1: We help people. 614 00:23:19,520 --> 00:23:21,359 Speaker 5: Can we connect those people to buyers, we connect those 615 00:23:21,400 --> 00:23:24,760 Speaker 5: people to sellers. I think, especially when you're early on 616 00:23:24,840 --> 00:23:27,320 Speaker 5: in your career, you take everything because you never know 617 00:23:27,600 --> 00:23:30,320 Speaker 5: a two thousand dollars rental client that's going to drag 618 00:23:30,359 --> 00:23:32,240 Speaker 5: you around and you don't get paid by the hour, 619 00:23:32,280 --> 00:23:35,680 Speaker 5: You don't get paid a salary, right, that person maybe 620 00:23:35,720 --> 00:23:39,000 Speaker 5: her uncle her brother, who she knows her future girlfriend 621 00:23:39,080 --> 00:23:41,520 Speaker 5: or boyfriend like could be an amazing client. It's all 622 00:23:41,560 --> 00:23:44,600 Speaker 5: about those relationships and there's a thousand stories to tell. 623 00:23:44,640 --> 00:23:45,000 Speaker 1: That way. 624 00:23:45,600 --> 00:23:48,600 Speaker 5: I run the brokerage now, and that's really what owning 625 00:23:48,600 --> 00:23:51,000 Speaker 5: Manhattan is about, you know. It's it's running the company, 626 00:23:51,040 --> 00:23:52,679 Speaker 5: the stresses of running the company, and then the agents 627 00:23:52,680 --> 00:23:55,840 Speaker 5: that work with me, and so depending on deal price 628 00:23:55,880 --> 00:23:58,240 Speaker 5: and all that. I mean, almost every deal I do now, 629 00:23:58,240 --> 00:24:00,679 Speaker 5: except for maybe one or two a year, I do 630 00:24:00,800 --> 00:24:03,040 Speaker 5: with our agents. I'm doing with Jeff and Trisha, you know, 631 00:24:03,160 --> 00:24:05,240 Speaker 5: I'm doing with the other agents that you'll see on 632 00:24:05,280 --> 00:24:07,000 Speaker 5: the show and other agents that are at our company 633 00:24:07,040 --> 00:24:10,600 Speaker 5: who are highly specialized and have domain expertise and kind of. 634 00:24:10,680 --> 00:24:11,480 Speaker 1: What they sell. 635 00:24:11,960 --> 00:24:12,159 Speaker 7: You know. 636 00:24:12,320 --> 00:24:14,840 Speaker 5: That way we can expand our business as much as 637 00:24:14,840 --> 00:24:15,520 Speaker 5: we possibly can. 638 00:24:15,720 --> 00:24:19,480 Speaker 2: That's two last questions. One, how do you do things 639 00:24:19,520 --> 00:24:21,480 Speaker 2: outside the box right? You know, because there's always the 640 00:24:21,520 --> 00:24:23,480 Speaker 2: old way of doing things right, you know, there's a 641 00:24:23,680 --> 00:24:25,560 Speaker 2: you know, back in the day, it was mailers, you 642 00:24:25,560 --> 00:24:28,280 Speaker 2: send out mailers, and it was cold calls. And how 643 00:24:28,280 --> 00:24:30,360 Speaker 2: do you step outside the box to make sure that 644 00:24:30,480 --> 00:24:33,360 Speaker 2: you know, you reach out to some of these YouTubers 645 00:24:33,359 --> 00:24:35,600 Speaker 2: out there or these TikTok is that you know people are. 646 00:24:35,600 --> 00:24:37,359 Speaker 2: You know, my parents will be like a little TikTok, 647 00:24:37,400 --> 00:24:38,800 Speaker 2: but a little TikTok and make a couple hundred. 648 00:24:39,280 --> 00:24:39,639 Speaker 1: Yeah, you know. 649 00:24:39,880 --> 00:24:41,119 Speaker 2: So, how do you step out the box and make 650 00:24:41,160 --> 00:24:43,760 Speaker 2: sure that you're reaching not just your typical people but 651 00:24:43,800 --> 00:24:44,640 Speaker 2: things outside the box? 652 00:24:44,680 --> 00:24:47,560 Speaker 5: I mean, well, I so I made my first YouTube 653 00:24:47,640 --> 00:24:52,000 Speaker 5: video of a property tour in twenty fifteen, so nine 654 00:24:52,080 --> 00:24:56,000 Speaker 5: years ago, and the entire industry laughed at me. There 655 00:24:56,000 --> 00:24:58,240 Speaker 5: was even an article that got written about it that 656 00:24:58,400 --> 00:25:02,600 Speaker 5: was like dumb Ryan and his vanity. You know, he's 657 00:25:02,600 --> 00:25:05,040 Speaker 5: already on a TV show and now he needs to 658 00:25:05,080 --> 00:25:07,840 Speaker 5: do more. But what no one else pays attention to? 659 00:25:07,920 --> 00:25:09,239 Speaker 5: And I guess I just didn't talk about it as 660 00:25:09,280 --> 00:25:11,320 Speaker 5: much back then, And it's like, you all think of 661 00:25:11,400 --> 00:25:15,760 Speaker 5: doing this for me. The viewer of that video is 662 00:25:15,840 --> 00:25:19,480 Speaker 5: thirteen years old and they have control of the dinner table, 663 00:25:19,920 --> 00:25:21,680 Speaker 5: and at dinner, mom and dad are going to talk 664 00:25:21,680 --> 00:25:24,480 Speaker 5: about moving because dad's got a new job or they're 665 00:25:24,520 --> 00:25:26,919 Speaker 5: going to a new school, and that kid is going 666 00:25:27,000 --> 00:25:30,119 Speaker 5: to say, okay, can we call that guy Ryan because 667 00:25:30,119 --> 00:25:32,639 Speaker 5: he does these really cool property tours on YouTube and 668 00:25:32,680 --> 00:25:37,040 Speaker 5: today it's TikTok and Instagram and YouTube shorts right and Twitter, 669 00:25:37,080 --> 00:25:40,359 Speaker 5: ACX and Facebook and all the international ones that we 670 00:25:40,400 --> 00:25:41,240 Speaker 5: do and Netflix. 671 00:25:41,280 --> 00:25:42,880 Speaker 1: That's the reason we do this stuff. 672 00:25:43,680 --> 00:25:46,360 Speaker 5: And so it's really setting up like if you look 673 00:25:46,400 --> 00:25:50,920 Speaker 5: at our company, we are a media company that sells 674 00:25:51,359 --> 00:25:55,280 Speaker 5: real estate right to the benefit of our buyers, our sellers, 675 00:25:55,359 --> 00:25:58,840 Speaker 5: and our developers. And we've always thought outside the box. 676 00:25:59,000 --> 00:26:01,880 Speaker 5: Now everyone's copying us, which is fine, they just don't 677 00:26:01,880 --> 00:26:03,120 Speaker 5: do it nearly as well as we do. 678 00:26:03,200 --> 00:26:05,320 Speaker 2: I've seen people jump in pools, I've seen people jump 679 00:26:05,320 --> 00:26:07,159 Speaker 2: over fire. I was like, people are really trying to 680 00:26:07,160 --> 00:26:07,760 Speaker 2: sell mouses. 681 00:26:07,760 --> 00:26:08,760 Speaker 3: Now, think about it. 682 00:26:08,800 --> 00:26:11,679 Speaker 8: Really, it's it's storytelling and not everyone thinks they can 683 00:26:11,720 --> 00:26:13,600 Speaker 8: tell a story or get a camera and just shoot something. 684 00:26:13,640 --> 00:26:16,399 Speaker 8: But it's really storytelling that conveys with that buy er 685 00:26:16,440 --> 00:26:18,560 Speaker 8: a seller, you know, and that's really what we do. 686 00:26:18,640 --> 00:26:20,760 Speaker 3: Well, that's if someone asks what's our secret sauce, that's 687 00:26:20,800 --> 00:26:21,159 Speaker 3: what it is. 688 00:26:21,520 --> 00:26:23,480 Speaker 8: So you can try to recreate it wherever, but you're 689 00:26:23,480 --> 00:26:25,399 Speaker 8: not going to get the same the same finished product. 690 00:26:25,400 --> 00:26:28,000 Speaker 7: And I think the most competitive agents really focus on 691 00:26:28,080 --> 00:26:30,600 Speaker 7: Sir Hans, So either they're watching everything we're doing or 692 00:26:30,600 --> 00:26:33,000 Speaker 7: they're trying to join the firm. So I feel like 693 00:26:33,080 --> 00:26:35,560 Speaker 7: the entire culture of the company are people like us 694 00:26:35,600 --> 00:26:37,720 Speaker 7: that will think outside the box, that are used to 695 00:26:37,720 --> 00:26:39,480 Speaker 7: people making fun of the things that you do until 696 00:26:39,520 --> 00:26:42,199 Speaker 7: it becomes the trend. That's been my career, you know, 697 00:26:42,240 --> 00:26:44,000 Speaker 7: I mean, that's been my ti All of my careers 698 00:26:44,000 --> 00:26:45,800 Speaker 7: have been that way, like what does she think this is? 699 00:26:46,200 --> 00:26:48,399 Speaker 7: Until that becomes the next way of doing things. 700 00:26:48,440 --> 00:26:49,800 Speaker 6: So that's a part of it. 701 00:26:49,960 --> 00:26:51,200 Speaker 1: Yeah, we're also working hard. 702 00:26:51,240 --> 00:26:53,440 Speaker 5: I mean, I'll say this for me, one of one 703 00:26:53,440 --> 00:26:55,840 Speaker 5: of our big big missions at the beginning was to 704 00:26:55,920 --> 00:26:59,199 Speaker 5: really change the face of this industry. Right, the average 705 00:26:59,200 --> 00:27:01,080 Speaker 5: real estate agent, not just in New York, but the 706 00:27:01,160 --> 00:27:04,440 Speaker 5: nation is fifty five, and she's white. And that is 707 00:27:04,560 --> 00:27:07,400 Speaker 5: not America, right, That's not the world, and it's definitely 708 00:27:07,400 --> 00:27:10,199 Speaker 5: not New York City. And you know, we do a 709 00:27:10,240 --> 00:27:12,879 Speaker 5: significant amount of work through our education business, which is 710 00:27:12,920 --> 00:27:15,560 Speaker 5: called sell it dot Com, with inner city schools and 711 00:27:15,600 --> 00:27:17,960 Speaker 5: teaching them like, I know, everyone else told you you 712 00:27:18,000 --> 00:27:20,720 Speaker 5: can't do what we do, but you can and you'll 713 00:27:20,720 --> 00:27:22,440 Speaker 5: probably be way better than everybody else. 714 00:27:22,440 --> 00:27:23,040 Speaker 1: So let's do it. 715 00:27:23,080 --> 00:27:26,119 Speaker 5: And it's really important to me that the face of 716 00:27:27,000 --> 00:27:30,720 Speaker 5: people who are successful in this business are projected out 717 00:27:30,800 --> 00:27:35,200 Speaker 5: there so that like the future adults of tomorrow see 718 00:27:35,200 --> 00:27:37,560 Speaker 5: this and are going to emulate the same way. There's 719 00:27:37,640 --> 00:27:39,960 Speaker 5: like little kids from Texas and Cowboy Boots who watched 720 00:27:39,960 --> 00:27:42,119 Speaker 5: me for ten years saying like, Oh Ryan did it, 721 00:27:42,200 --> 00:27:44,879 Speaker 5: I can do it too. I am so excited about 722 00:27:44,960 --> 00:27:47,639 Speaker 5: what our industry is going to look like ten years 723 00:27:47,640 --> 00:27:49,520 Speaker 5: from now because of what Jeff and Trisha are going 724 00:27:49,600 --> 00:27:50,840 Speaker 5: to put out there starting today. 725 00:27:51,000 --> 00:27:53,720 Speaker 2: Well, Owning Manhattan is out right now on Netflix. Go 726 00:27:53,840 --> 00:27:58,399 Speaker 2: check it out. Last question, well, actually two more questions 727 00:27:58,400 --> 00:28:01,200 Speaker 2: the political commentary and everything's going on in politics now? 728 00:28:01,200 --> 00:28:03,120 Speaker 2: Does that help and hurt? Or it does that hurt? 729 00:28:03,200 --> 00:28:05,920 Speaker 2: And also for a real estate agent that's watching right 730 00:28:05,920 --> 00:28:09,000 Speaker 2: now right that's maybe just thinking about getting into it, 731 00:28:09,000 --> 00:28:12,480 Speaker 2: that loves property, loves houses, what do each one of 732 00:28:12,480 --> 00:28:14,919 Speaker 2: you tell them? So let's start with the political Does 733 00:28:14,960 --> 00:28:17,959 Speaker 2: political help or hurt? What's going on right now with everything? 734 00:28:18,240 --> 00:28:21,919 Speaker 5: Honestly, we're going through a rerun right now, so you 735 00:28:22,000 --> 00:28:25,400 Speaker 5: know what's going to happen either way, right, And that's 736 00:28:25,440 --> 00:28:27,399 Speaker 5: all you really got to focus on. And it's probably 737 00:28:27,440 --> 00:28:30,919 Speaker 5: not going to change your personal life a whole lot 738 00:28:31,240 --> 00:28:33,160 Speaker 5: you know, it might change what you see on your 739 00:28:33,200 --> 00:28:36,040 Speaker 5: news feed, it might change what people talk about around you. 740 00:28:36,280 --> 00:28:37,520 Speaker 5: But is it going to change the fact that you 741 00:28:37,560 --> 00:28:39,160 Speaker 5: still need a house. Is it going to change the 742 00:28:39,160 --> 00:28:40,600 Speaker 5: fact that you still got to have a job and 743 00:28:40,640 --> 00:28:41,640 Speaker 5: provide for your family. 744 00:28:42,240 --> 00:28:42,760 Speaker 1: Probably not. 745 00:28:44,000 --> 00:28:46,880 Speaker 5: And so just focus on yourself, do what you do best, right, 746 00:28:47,200 --> 00:28:49,040 Speaker 5: have a get up and go mindset every single day, 747 00:28:50,440 --> 00:28:52,200 Speaker 5: and you know, be an agent of change in your 748 00:28:52,200 --> 00:28:54,360 Speaker 5: own way. You know, if you want to be, you know, 749 00:28:54,360 --> 00:28:57,600 Speaker 5: as salespeople, it's always hard though, because you can't. You know, 750 00:28:57,640 --> 00:28:59,920 Speaker 5: we want to work with people on every side of 751 00:29:00,040 --> 00:29:03,000 Speaker 5: the spectrum, so it's tricky for us to really pick 752 00:29:03,040 --> 00:29:05,000 Speaker 5: a you know, to pick a side. But you got 753 00:29:05,000 --> 00:29:07,000 Speaker 5: to say authentic and true to yourself as much as 754 00:29:07,000 --> 00:29:07,280 Speaker 5: you can. 755 00:29:07,320 --> 00:29:09,160 Speaker 2: Now, the real estate agents out there that's looking for 756 00:29:09,200 --> 00:29:11,800 Speaker 2: a job and thinking about jumping into this crazy industry, 757 00:29:11,840 --> 00:29:15,440 Speaker 2: they see Ryan's fancy cause, they see him with the celebrities, 758 00:29:15,440 --> 00:29:17,480 Speaker 2: They see him doing the cool videos, they seeing a 759 00:29:17,560 --> 00:29:19,840 Speaker 2: million dollar properties. They see you at the cool parties 760 00:29:19,880 --> 00:29:21,920 Speaker 2: and all you guys at the cool parties. What do 761 00:29:21,960 --> 00:29:24,080 Speaker 2: you tell an agent that's thinking about getting into this 762 00:29:24,120 --> 00:29:27,120 Speaker 2: game right now? What what advice would you give the younger. 763 00:29:27,160 --> 00:29:30,160 Speaker 3: You learn the business, learn the business. 764 00:29:30,320 --> 00:29:33,680 Speaker 8: Everything else is just icing. It's like a cake essentially. 765 00:29:33,720 --> 00:29:35,880 Speaker 8: It's like, you know, you got to learn the foundation 766 00:29:35,920 --> 00:29:38,280 Speaker 8: of the business. You talked about before about mailers and 767 00:29:39,080 --> 00:29:41,120 Speaker 8: you know, cold calling. All that stuff is still key 768 00:29:41,120 --> 00:29:43,959 Speaker 8: and still essential. You do that coupled with the new stuff. 769 00:29:44,320 --> 00:29:46,800 Speaker 8: So learn the business inside out, and I think learned 770 00:29:46,800 --> 00:29:47,240 Speaker 8: the product. 771 00:29:47,560 --> 00:29:49,280 Speaker 7: You know, a lot of people are so focused on 772 00:29:49,320 --> 00:29:52,040 Speaker 7: promoting themselves they're not trying to learn the product. You're 773 00:29:52,080 --> 00:29:53,680 Speaker 7: not you know, you're not talking to people that don't 774 00:29:53,720 --> 00:29:56,840 Speaker 7: know their way around a rooftop, you know, mechanical room, 775 00:29:57,120 --> 00:29:59,200 Speaker 7: Like if it's in my house, I know what it 776 00:29:59,240 --> 00:30:00,760 Speaker 7: is and I know how to fix it like that. 777 00:30:00,520 --> 00:30:02,360 Speaker 7: That's a huge part of it. I think, because you're 778 00:30:02,400 --> 00:30:04,440 Speaker 7: dealing with a client that you're supposed to help and guide. 779 00:30:04,440 --> 00:30:06,520 Speaker 7: How can you guide somebody to do something you're not 780 00:30:06,560 --> 00:30:09,280 Speaker 7: familiar with? So I think studying and understanding the product 781 00:30:09,320 --> 00:30:11,560 Speaker 7: is really important. And honestly, follow me for a day 782 00:30:11,600 --> 00:30:13,560 Speaker 7: because there are parties and people are jumping in pool 783 00:30:13,560 --> 00:30:15,280 Speaker 7: and that's great, but we also need to walk this careful. 784 00:30:17,720 --> 00:30:19,040 Speaker 1: Have I see you in like a week from that? 785 00:30:19,400 --> 00:30:21,480 Speaker 3: Why I. 786 00:30:23,200 --> 00:30:26,040 Speaker 7: Literally physically following actually around that back. 787 00:30:26,520 --> 00:30:27,200 Speaker 1: I can't take it back. 788 00:30:28,280 --> 00:30:29,080 Speaker 6: But we work. 789 00:30:29,160 --> 00:30:31,800 Speaker 7: We work like you know, I'm driving all over from 790 00:30:31,800 --> 00:30:33,840 Speaker 7: Brooklyn and Manhattan. We're walking and we're touring things, and 791 00:30:33,880 --> 00:30:35,560 Speaker 7: it's one hundred degrees and you're in the basement and 792 00:30:35,600 --> 00:30:37,720 Speaker 7: you're trying to figure out, like what's the best price? 793 00:30:37,760 --> 00:30:39,840 Speaker 7: And is everything that's being presented to you really what 794 00:30:39,920 --> 00:30:42,840 Speaker 7: it is? And so the product itself, these one hundred 795 00:30:42,840 --> 00:30:45,479 Speaker 7: and thirty year old old homes that we sell, study 796 00:30:45,520 --> 00:30:48,440 Speaker 7: that focus on that, you know, understanding how finance plays 797 00:30:48,440 --> 00:30:49,040 Speaker 7: a part of that. 798 00:30:49,360 --> 00:30:50,640 Speaker 6: It's really more textbook. 799 00:30:50,680 --> 00:30:54,080 Speaker 7: I think the work and then the celebration is what 800 00:30:54,280 --> 00:30:55,560 Speaker 7: people typically see on TV. 801 00:30:56,040 --> 00:30:58,200 Speaker 6: This is a different opportunity. You're going to see the 802 00:30:58,200 --> 00:30:58,640 Speaker 6: work here. 803 00:30:58,760 --> 00:31:00,240 Speaker 2: Now, Ryan, what do you say to a young agent, 804 00:31:00,280 --> 00:31:02,280 Speaker 2: a young yourself get into this industry? 805 00:31:03,040 --> 00:31:05,800 Speaker 5: I say kind of what what Jeff and Tricia just said, 806 00:31:05,800 --> 00:31:10,440 Speaker 5: which is you should first, you should intern, you should follow, 807 00:31:10,520 --> 00:31:12,240 Speaker 5: You should follow somebody, you should be on a team, 808 00:31:12,240 --> 00:31:14,120 Speaker 5: and you should follow and see what they really do 809 00:31:14,480 --> 00:31:16,520 Speaker 5: and see if you really want to do that work, 810 00:31:16,560 --> 00:31:19,000 Speaker 5: because it's never what you think it is like you watch, 811 00:31:19,040 --> 00:31:20,360 Speaker 5: you can't watch suits and be like, you know what, 812 00:31:20,360 --> 00:31:21,640 Speaker 5: I'm gonna go be a lawyer. You want to know 813 00:31:21,680 --> 00:31:23,400 Speaker 5: what it's really like to be a lawyer. You're gonna 814 00:31:23,440 --> 00:31:25,080 Speaker 5: sit and you're gonna read, and you're gonna type for 815 00:31:25,160 --> 00:31:28,280 Speaker 5: eighteen hours a day with a bottle of advil. That's 816 00:31:28,640 --> 00:31:31,160 Speaker 5: that's what it really means to be a lawyer. And 817 00:31:31,200 --> 00:31:33,719 Speaker 5: that's not what they show on TV. So go follow 818 00:31:33,760 --> 00:31:36,800 Speaker 5: someone and make sure you understand the first three years 819 00:31:36,800 --> 00:31:38,960 Speaker 5: in the business, you're not going to make any money. 820 00:31:39,200 --> 00:31:41,960 Speaker 5: If you're okay with that, if you're okay with working holidays, 821 00:31:42,000 --> 00:31:46,120 Speaker 5: working birthdays, working seven days a week, working in the rain, snow, sleet, 822 00:31:46,200 --> 00:31:48,600 Speaker 5: the middle of the heat, to build something massive for 823 00:31:48,640 --> 00:31:49,920 Speaker 5: you that no one will ever be able to take 824 00:31:49,960 --> 00:31:53,880 Speaker 5: away from you, where there literally is no ceiling, because 825 00:31:53,880 --> 00:31:55,560 Speaker 5: no one's ever going to tell you, hey, you sold 826 00:31:55,560 --> 00:31:57,840 Speaker 5: too much, right, but they're also not going to patch 827 00:31:57,840 --> 00:31:59,800 Speaker 5: you on the back when you sold nothing and you 828 00:31:59,840 --> 00:32:02,080 Speaker 5: got to go get another job. If you're okay with that, 829 00:32:02,600 --> 00:32:06,480 Speaker 5: give yourself those three years and you can be incredibly 830 00:32:06,480 --> 00:32:09,160 Speaker 5: successful in this business. This business rewards hard work. 831 00:32:09,120 --> 00:32:11,120 Speaker 2: All right, well own in Manhattan. Check it out right 832 00:32:11,160 --> 00:32:13,200 Speaker 2: now on Netflix, and I appreciate you guys. 833 00:32:12,960 --> 00:32:13,880 Speaker 1: And thank you so much. 834 00:32:14,040 --> 00:32:17,640 Speaker 2: Absolutely right, Why is Sir Hantrishali Jeffrey saying amen, We 835 00:32:17,680 --> 00:32:18,760 Speaker 2: appreciate you guys. 836 00:32:18,400 --> 00:32:19,560 Speaker 1: Thanks, thanks the Breakfast Club. 837 00:32:19,600 --> 00:32:20,000 Speaker 2: Good morning. 838 00:32:20,480 --> 00:32:23,680 Speaker 1: Wake that ass up in the morning for the Breakfast Club.