1 00:00:13,119 --> 00:00:16,200 Speaker 1: My guest today is real estate broker, author, and reality 2 00:00:16,239 --> 00:00:20,919 Speaker 1: television star Ryan Surhan. Ryan is currently on Bravos Million 3 00:00:20,960 --> 00:00:23,960 Speaker 1: Dollar List in New York and It's spinoff Sell It 4 00:00:24,160 --> 00:00:28,120 Speaker 1: Like Surrant. Ryan was born in Houston, Texas, and moved 5 00:00:28,120 --> 00:00:31,000 Speaker 1: to New York City to launch his acting career, eventually 6 00:00:31,040 --> 00:00:34,559 Speaker 1: starring as Evan Walsh in nineteen episodes of As the 7 00:00:34,600 --> 00:00:38,000 Speaker 1: World Turns. He runs his own New York real estate firm. 8 00:00:38,479 --> 00:00:42,559 Speaker 1: He is charismatic, he is successful, he is engaging, he 9 00:00:42,680 --> 00:00:46,040 Speaker 1: is nice. This is just be with Ryan, Sirhan, Let's 10 00:00:46,080 --> 00:00:52,959 Speaker 1: get into it. Oh my god, thanks for coming and 11 00:00:53,000 --> 00:00:55,400 Speaker 1: being here. Where are you now and where do you live? 12 00:00:55,840 --> 00:00:56,600 Speaker 1: Most of the time. 13 00:00:57,920 --> 00:01:00,000 Speaker 2: I'm in Soho right now I'm in the office. 14 00:01:00,160 --> 00:01:02,520 Speaker 3: So you've stayed in New York. You're not leaving. You're 15 00:01:02,760 --> 00:01:03,360 Speaker 3: a New Yorker. 16 00:01:03,760 --> 00:01:05,840 Speaker 4: Yeah, I mean the business is headquartered here. I mean 17 00:01:05,880 --> 00:01:09,320 Speaker 4: we have a lot in Florida. Now, we have stuff everywhere. 18 00:01:09,520 --> 00:01:12,640 Speaker 4: We're in six states at the moment, and so I've 19 00:01:12,720 --> 00:01:13,960 Speaker 4: end up bouncing around a lot. 20 00:01:14,000 --> 00:01:16,759 Speaker 2: But like our daughter's in school here, it's a good spot. 21 00:01:16,840 --> 00:01:17,839 Speaker 3: It's a good okay. 22 00:01:18,160 --> 00:01:20,560 Speaker 4: Yeah. I grew up on a farm, so like for me. 23 00:01:21,240 --> 00:01:23,640 Speaker 4: During COVID, a lot of people were like, oh, I 24 00:01:23,680 --> 00:01:25,720 Speaker 4: got to get out of the city, and I'm like, dude, 25 00:01:25,920 --> 00:01:27,680 Speaker 4: I spent my life out of the city, Like I 26 00:01:28,200 --> 00:01:30,000 Speaker 4: feel like I just got here. I mean even though 27 00:01:30,000 --> 00:01:31,399 Speaker 4: I didn't, like I don't want I don't want to 28 00:01:31,400 --> 00:01:33,560 Speaker 4: go back, like I don't need a lawn, like a 29 00:01:33,640 --> 00:01:36,440 Speaker 4: lawnmower and a weed whacker, or like my fucking hell. 30 00:01:36,920 --> 00:01:39,640 Speaker 4: So I love having a sidewalk. I'm like, I think 31 00:01:39,640 --> 00:01:42,000 Speaker 4: it's great. And when everyone left in twenty twenty, twenty one, 32 00:01:42,040 --> 00:01:45,080 Speaker 4: twenty two, it was like the greatest thing of all time. 33 00:01:45,120 --> 00:01:48,360 Speaker 4: I mean, there was sadness, but it was still great. 34 00:01:48,600 --> 00:01:50,480 Speaker 3: And what about your wife, she feels the same way. 35 00:01:50,880 --> 00:01:53,600 Speaker 4: No, she's in Greece right now. I think she would 36 00:01:53,600 --> 00:01:56,360 Speaker 4: live in London and a heartbeat. She lived in Miami 37 00:01:56,440 --> 00:01:58,640 Speaker 4: and a heartbeat. I think she was born in New 38 00:01:58,720 --> 00:02:01,480 Speaker 4: York and then bouncedund and then they went back to 39 00:02:01,520 --> 00:02:03,640 Speaker 4: Athens pretty quickly, so she grew up in Athens. But 40 00:02:04,240 --> 00:02:06,720 Speaker 4: like for her, I think she just experiences New York 41 00:02:06,720 --> 00:02:09,240 Speaker 4: in a very different way than I experience it, because like, 42 00:02:09,320 --> 00:02:11,120 Speaker 4: New York is my office, you know, and for her 43 00:02:11,320 --> 00:02:15,760 Speaker 4: it's like you know New York. It's a little messy, right, 44 00:02:15,880 --> 00:02:17,239 Speaker 4: there's other places to live. 45 00:02:17,639 --> 00:02:19,840 Speaker 1: I just bought an apartment back in New York. I 46 00:02:19,840 --> 00:02:22,680 Speaker 1: sold the other place. I sold it. I ended up 47 00:02:22,680 --> 00:02:26,560 Speaker 1: selling it for full ask, which was great, especially in 48 00:02:26,600 --> 00:02:27,120 Speaker 1: the pandemic. 49 00:02:27,160 --> 00:02:31,079 Speaker 3: It was weird. And then I just got lucky, I think. 50 00:02:31,120 --> 00:02:33,720 Speaker 1: And then I ended up buying another small place, almost 51 00:02:33,760 --> 00:02:36,799 Speaker 1: like a two bedroom, two and a half bathroom hotel room, 52 00:02:36,800 --> 00:02:40,360 Speaker 1: if that makes any sense, just for when I'm there, Yeah, easy, yeah, exactly. 53 00:02:40,440 --> 00:02:41,920 Speaker 1: But I haven't been back in a while. And this 54 00:02:41,960 --> 00:02:44,320 Speaker 1: is on the Upper west Side, which is I've spent 55 00:02:44,480 --> 00:02:45,840 Speaker 1: less time in the Upper west Side than I have 56 00:02:45,880 --> 00:02:46,280 Speaker 1: in LA. 57 00:02:46,480 --> 00:02:47,480 Speaker 3: I don't know it. 58 00:02:47,880 --> 00:02:51,280 Speaker 4: Yeah, it's fun, it's not I mean it's Upper West's families. 59 00:02:51,400 --> 00:02:56,240 Speaker 4: It's residential. There's very few office buildings, a lot of townhouse. 60 00:02:55,880 --> 00:02:59,320 Speaker 3: Yes, yeah, I mean that's more. It's like the suburbs 61 00:02:59,360 --> 00:02:59,959 Speaker 3: of the city. 62 00:03:00,240 --> 00:03:00,800 Speaker 2: Yeah. 63 00:03:00,840 --> 00:03:02,080 Speaker 3: And what about does your wife? 64 00:03:02,480 --> 00:03:05,960 Speaker 1: How does your wife feel about forward facing public profile 65 00:03:06,040 --> 00:03:07,080 Speaker 1: like being on TV? 66 00:03:07,440 --> 00:03:08,800 Speaker 3: What's her relationship to that? 67 00:03:10,040 --> 00:03:12,600 Speaker 4: Uh, it would not be her choice, that's for sure. 68 00:03:12,760 --> 00:03:15,600 Speaker 4: I mean she she did it for ten years on 69 00:03:15,800 --> 00:03:18,959 Speaker 4: Million Dollar Listing and the spin offs and everything. For 70 00:03:18,960 --> 00:03:22,480 Speaker 4: for me, we worked on something else you know this 71 00:03:22,600 --> 00:03:25,359 Speaker 4: year that will come out next year that she has 72 00:03:25,400 --> 00:03:30,360 Speaker 4: a very limited limited exposure too, And I think she 73 00:03:30,480 --> 00:03:32,600 Speaker 4: was she was happy with that, you know. 74 00:03:32,560 --> 00:03:34,840 Speaker 2: Because for her, like, what's that? What's the benefit? 75 00:03:35,000 --> 00:03:36,600 Speaker 4: You know, if you can see a real benefit to 76 00:03:36,640 --> 00:03:39,440 Speaker 4: the exposure, then you want as much of it as 77 00:03:39,440 --> 00:03:42,800 Speaker 4: you possibly can. Like for me, selling real estate and 78 00:03:42,840 --> 00:03:45,080 Speaker 4: the books and the education, like all the stuff that 79 00:03:45,120 --> 00:03:50,120 Speaker 4: we do. It's important for me now and but for her, 80 00:03:50,160 --> 00:03:51,680 Speaker 4: and I think for a lot of people, like it's 81 00:03:51,720 --> 00:03:54,880 Speaker 4: just it's almost just a negative more. 82 00:03:54,680 --> 00:03:55,960 Speaker 3: Than anything exactly. 83 00:03:56,240 --> 00:04:00,920 Speaker 1: It's funny because with my fiance, we've talked about it 84 00:04:01,080 --> 00:04:03,360 Speaker 1: very briefly because it's a kind of an no starter. 85 00:04:03,920 --> 00:04:06,600 Speaker 1: But it's the same thing that you're saying, where is 86 00:04:06,640 --> 00:04:08,760 Speaker 1: the upside? Like he even felt even him being his 87 00:04:08,880 --> 00:04:13,080 Speaker 1: face being on for two seconds, even without even speaking, yeah, 88 00:04:13,120 --> 00:04:16,040 Speaker 1: just to say that he existed. There is no upside 89 00:04:16,080 --> 00:04:18,960 Speaker 1: because what if he felt unpleasant about what he was 90 00:04:19,000 --> 00:04:21,440 Speaker 1: wearing or what he looked like or anything like he does, 91 00:04:21,440 --> 00:04:23,560 Speaker 1: there's no reason, you know, that's interesting. 92 00:04:23,640 --> 00:04:26,240 Speaker 4: People are mean, at least the people that the Keyboard 93 00:04:26,240 --> 00:04:30,800 Speaker 4: Warriors are mean. So I'm pretty good at turning all 94 00:04:30,800 --> 00:04:33,000 Speaker 4: that stuff off, Like I don't, you know what I mean, 95 00:04:33,040 --> 00:04:35,360 Speaker 4: Like I've dealt with rejection and ridicule for a long 96 00:04:35,400 --> 00:04:37,760 Speaker 4: long time. But for people that don't, I mean, you see, 97 00:04:38,200 --> 00:04:42,919 Speaker 4: you know, billies from Tennessee's you know, negative comment on you, 98 00:04:42,960 --> 00:04:43,800 Speaker 4: and you take it to heart. 99 00:04:43,880 --> 00:04:46,080 Speaker 2: You can't sleep. You're like, well, maybe I do look 100 00:04:46,120 --> 00:04:47,400 Speaker 2: stupid like you. 101 00:04:47,400 --> 00:04:49,840 Speaker 4: You really really it affects you, and so like, why 102 00:04:49,920 --> 00:04:52,240 Speaker 4: put yourself in that situation if you can't handle it, 103 00:04:52,400 --> 00:04:54,440 Speaker 4: you know, if you don't let it roll up your shoulders. 104 00:04:54,520 --> 00:04:55,000 Speaker 3: It's funny. 105 00:04:55,040 --> 00:04:57,600 Speaker 1: I would have I would have thought you were more 106 00:04:57,680 --> 00:05:02,320 Speaker 1: shielded because you sort of have like with the Housewives women, 107 00:05:02,360 --> 00:05:06,520 Speaker 1: it's just like women so close to other women with 108 00:05:06,600 --> 00:05:08,960 Speaker 1: the interactions. You at least had the shield of like 109 00:05:09,080 --> 00:05:12,080 Speaker 1: real estate as a reason you're all there and that 110 00:05:12,160 --> 00:05:16,400 Speaker 1: kind of stuff, which does present obviously other cutthroat aspects. 111 00:05:16,400 --> 00:05:18,560 Speaker 1: But I would have thought you were more shielded from 112 00:05:18,680 --> 00:05:20,200 Speaker 1: all the criticism. 113 00:05:20,680 --> 00:05:22,080 Speaker 2: A little bit. 114 00:05:22,200 --> 00:05:27,920 Speaker 4: Yeah. No, I definitely empathize with you and especially every 115 00:05:27,960 --> 00:05:31,280 Speaker 4: other woman who's whoever puts themselves out there, whether it's 116 00:05:31,279 --> 00:05:32,520 Speaker 4: a reality TV or. 117 00:05:32,480 --> 00:05:35,880 Speaker 2: Through social media. Now, you know, like you see how. 118 00:05:35,720 --> 00:05:39,400 Speaker 4: People treat even just large TikTok influencers now, and these 119 00:05:39,560 --> 00:05:42,279 Speaker 4: these people are young, you know, you know, they're teenagers, 120 00:05:42,360 --> 00:05:46,239 Speaker 4: Like I can't even imagine having to deal with international 121 00:05:46,560 --> 00:05:50,240 Speaker 4: verbal abuse at fifteen, just because I'm kind of like 122 00:05:50,440 --> 00:05:54,120 Speaker 4: having fun on social media, like I, you know, my 123 00:05:54,240 --> 00:05:57,440 Speaker 4: daughter's four, and I don't even know how we're going 124 00:05:57,520 --> 00:05:58,480 Speaker 4: to handle that. 125 00:05:59,000 --> 00:05:59,919 Speaker 3: It's getting worse. 126 00:06:00,240 --> 00:06:02,880 Speaker 1: And it's funny because I was just texting with Denise Richards, 127 00:06:02,880 --> 00:06:06,520 Speaker 1: who came on the podcast and we did a whole episode, 128 00:06:06,520 --> 00:06:09,680 Speaker 1: but she was discussing her dinner where you may or 129 00:06:09,680 --> 00:06:11,320 Speaker 1: may not have seen it, but you may have seen clips, 130 00:06:11,320 --> 00:06:13,960 Speaker 1: and she had an upside down jacket and she was loopy, 131 00:06:14,480 --> 00:06:17,719 Speaker 1: and even her because she's been away from it for 132 00:06:17,760 --> 00:06:19,600 Speaker 1: a minute, and as the kind of person that usually 133 00:06:19,680 --> 00:06:21,760 Speaker 1: lets things roll off her back, I said, well, first 134 00:06:21,800 --> 00:06:24,560 Speaker 1: of all, right, now it's Christmas and people are really unhappy. 135 00:06:24,640 --> 00:06:26,680 Speaker 1: Many people are unhappy, which makes sense because of the 136 00:06:26,680 --> 00:06:30,240 Speaker 1: marketing of this. Second of all, like it's gotten really 137 00:06:30,360 --> 00:06:34,160 Speaker 1: really intense. And what's weird is that I used to 138 00:06:34,240 --> 00:06:36,720 Speaker 1: say that sex cells and or people used to say 139 00:06:36,760 --> 00:06:39,200 Speaker 1: that sex cells and now hate cells. It really does 140 00:06:39,600 --> 00:06:44,039 Speaker 1: sell and you could think, like, sure that you're being hated, 141 00:06:44,680 --> 00:06:47,280 Speaker 1: yet the numbers are going up and you're succeeding, and 142 00:06:47,800 --> 00:06:50,640 Speaker 1: oddly the hate is turning into success. 143 00:06:50,640 --> 00:06:52,920 Speaker 3: And it's very counterintuitive. 144 00:06:53,080 --> 00:06:56,720 Speaker 4: Misery loves company, you know, it's it's yeah, that's that's it. 145 00:06:56,760 --> 00:06:59,320 Speaker 4: I mean, I remember like when million doar listing started, 146 00:07:00,040 --> 00:07:04,039 Speaker 4: you know, Bravo the network producers were very focused on wins, 147 00:07:04,480 --> 00:07:06,640 Speaker 4: like people want to see people winning. 148 00:07:06,920 --> 00:07:10,640 Speaker 2: For the first let's say four years of our time 149 00:07:10,680 --> 00:07:11,360 Speaker 2: on air. 150 00:07:12,120 --> 00:07:14,480 Speaker 1: Right, people they want to root for someone, they want 151 00:07:14,480 --> 00:07:15,920 Speaker 1: to root for someone. They would say, that's. 152 00:07:15,840 --> 00:07:17,160 Speaker 4: What it was, Yeah, they want to root for you. 153 00:07:17,280 --> 00:07:19,360 Speaker 4: So you know it's going to be messy on this listing, 154 00:07:19,400 --> 00:07:20,600 Speaker 4: but you got to figure out how to sell it. 155 00:07:20,680 --> 00:07:22,600 Speaker 4: There was a lot of pressure because the deals were 156 00:07:22,640 --> 00:07:25,160 Speaker 4: all you know, real, and we filmed for a year 157 00:07:25,720 --> 00:07:28,280 Speaker 4: and if there was a loss, it was like a 158 00:07:28,160 --> 00:07:30,520 Speaker 4: was it was like it was like an issue. And 159 00:07:30,600 --> 00:07:35,200 Speaker 4: then everything changed in twenty sixteen and all of a sudden, 160 00:07:35,200 --> 00:07:38,000 Speaker 4: it was like, no, people don't want to see you 161 00:07:38,120 --> 00:07:40,680 Speaker 4: winning anymore because they can't relate to winning, and so 162 00:07:40,720 --> 00:07:42,480 Speaker 4: they want to see you losing because they can relate 163 00:07:42,520 --> 00:07:45,880 Speaker 4: to that. And so don't be so nervous about getting 164 00:07:45,920 --> 00:07:48,520 Speaker 4: everything sold. You know that big listing over there, impossible 165 00:07:48,520 --> 00:07:51,160 Speaker 4: to sell. Oh perfect, let's see you get fired. And 166 00:07:51,240 --> 00:07:53,880 Speaker 4: so like the show of the season for those ten years. 167 00:07:54,080 --> 00:07:56,720 Speaker 4: First four to five years was a lot of yes, 168 00:07:56,960 --> 00:07:59,119 Speaker 4: awesome when I sold it, great, and then the next 169 00:07:59,200 --> 00:08:04,800 Speaker 4: five years it's like the market everything's terrible, you know, losing. 170 00:08:04,520 --> 00:08:07,200 Speaker 3: Crying toe so interesting, and. 171 00:08:07,160 --> 00:08:09,960 Speaker 4: That's what people want, you know, that's what people wanted 172 00:08:10,000 --> 00:08:10,600 Speaker 4: to see. 173 00:08:11,160 --> 00:08:14,520 Speaker 1: That's fascinating because I'm thinking about Housewives plots and I'm 174 00:08:14,560 --> 00:08:16,800 Speaker 1: thinking about Genshaw going to jail, and I'm thinking about 175 00:08:16,800 --> 00:08:19,400 Speaker 1: how so many shows have been pitched about divorce and 176 00:08:19,480 --> 00:08:20,720 Speaker 1: not purchased because. 177 00:08:20,600 --> 00:08:22,800 Speaker 2: Theirs broken relationships. 178 00:08:23,000 --> 00:08:25,400 Speaker 1: Well no, but back then, if you pitched a show 179 00:08:25,440 --> 00:08:27,800 Speaker 1: about divorce, they would say, nobody wants to see a 180 00:08:27,840 --> 00:08:30,640 Speaker 1: show about divorce because it's not happy. And you're right, now, 181 00:08:31,160 --> 00:08:36,160 Speaker 1: shows like The Scanderval whatever, that Scanderval and the Maurice 182 00:08:36,320 --> 00:08:39,280 Speaker 1: and Kyle like it sells because it's misery and breakup. 183 00:08:39,280 --> 00:08:41,520 Speaker 1: That's so fascinating. It used to not be like that. 184 00:08:41,559 --> 00:08:44,400 Speaker 1: You're right, Wow, I never thought of that interesting. Okay, 185 00:08:45,200 --> 00:08:47,800 Speaker 1: So I also I didn't know that you wanted to 186 00:08:47,840 --> 00:08:49,960 Speaker 1: have an acting career, and it made me think of 187 00:08:50,040 --> 00:08:52,160 Speaker 1: something I saw, I think on one of the talk 188 00:08:52,160 --> 00:08:56,600 Speaker 1: shows with Arianna from vander Pump who's dancing and doing 189 00:08:56,640 --> 00:08:59,400 Speaker 1: really well, and I guess she initially wanted to be 190 00:08:59,440 --> 00:09:03,400 Speaker 1: an entertain and Kyle was an actress, and you know, 191 00:09:03,480 --> 00:09:06,160 Speaker 1: that didn't really pan out. And so so many people 192 00:09:06,200 --> 00:09:10,760 Speaker 1: that end up in this reality sphere that wanted to be, 193 00:09:11,360 --> 00:09:14,640 Speaker 1: you know, scripted actors. So I did not know that 194 00:09:14,640 --> 00:09:17,120 Speaker 1: that was you. So how did this all converge? 195 00:09:17,760 --> 00:09:19,960 Speaker 4: I mean, I graduated college in two thousand and six 196 00:09:20,000 --> 00:09:22,200 Speaker 4: and I moved to New York City to do theater. 197 00:09:22,440 --> 00:09:24,920 Speaker 4: You know. It was it was that or try to 198 00:09:24,920 --> 00:09:27,280 Speaker 4: retake the ELSAT and go to law school, which I 199 00:09:27,360 --> 00:09:29,440 Speaker 4: did not want to do. And I had had little 200 00:09:29,440 --> 00:09:32,679 Speaker 4: money saved up from my grandfather who died, and some 201 00:09:32,720 --> 00:09:35,000 Speaker 4: construction job money in the summers and things, and so 202 00:09:35,080 --> 00:09:37,720 Speaker 4: I gave myself a couple of years and I promptly 203 00:09:37,800 --> 00:09:40,480 Speaker 4: ran out of money after the first two years. It 204 00:09:40,520 --> 00:09:43,080 Speaker 4: was summer two thousand and six to summer two thousand 205 00:09:43,120 --> 00:09:45,880 Speaker 4: and eight, and I just did not want a survival job, 206 00:09:45,920 --> 00:09:48,360 Speaker 4: like I didn't want to wait tables or bartender, because 207 00:09:48,360 --> 00:09:50,360 Speaker 4: I just knew if I did that, I would then 208 00:09:50,440 --> 00:09:53,560 Speaker 4: get comfortable paying my rent with my tip money and 209 00:09:53,600 --> 00:09:56,800 Speaker 4: all that, and then I would never progress in my life. 210 00:09:56,840 --> 00:09:58,880 Speaker 4: You know, at least that's the way I felt at 211 00:09:58,880 --> 00:10:04,199 Speaker 4: the time. Said listen, acting, improv thinking on your feet, 212 00:10:04,360 --> 00:10:09,760 Speaker 4: memorizing information, being able to talk with a smile. That's sales. 213 00:10:10,120 --> 00:10:12,200 Speaker 4: You don't know it, but you just spent the first 214 00:10:12,320 --> 00:10:16,800 Speaker 4: twenty three years of your life actually preparing to be really, 215 00:10:16,880 --> 00:10:19,240 Speaker 4: really great at selling things. So you could sell anything 216 00:10:19,280 --> 00:10:20,880 Speaker 4: you want to anybody because you know how to have 217 00:10:20,880 --> 00:10:25,480 Speaker 4: conversations with strangers, and so you should get into real estate. 218 00:10:25,559 --> 00:10:27,079 Speaker 4: And this was the summer of two thousand and eight, 219 00:10:27,160 --> 00:10:30,120 Speaker 4: so Lehman Brothers hadn't filed for bankruptcy yet, right the 220 00:10:30,160 --> 00:10:31,200 Speaker 4: recession hadn't started. 221 00:10:31,400 --> 00:10:33,319 Speaker 2: And that all happened on September. 222 00:10:32,920 --> 00:10:36,000 Speaker 4: Fifteenth, two thousand and eight, which was my first day 223 00:10:36,640 --> 00:10:39,560 Speaker 4: in the business. And then I put acting to the 224 00:10:39,760 --> 00:10:45,160 Speaker 4: side because I just I ended up enjoying the work 225 00:10:45,640 --> 00:10:47,520 Speaker 4: of working in real estate in New York City. And 226 00:10:48,000 --> 00:10:50,240 Speaker 4: even though there's a significant amount of rejection, which is 227 00:10:50,240 --> 00:10:52,280 Speaker 4: why like ninety percent of the people who get their 228 00:10:52,280 --> 00:10:54,320 Speaker 4: real estate license in this country then quit in the 229 00:10:54,320 --> 00:10:57,719 Speaker 4: first two years. It wasn't the rejection I'd been used 230 00:10:57,720 --> 00:11:00,599 Speaker 4: to when acting, like, you know, going to auditions, you 231 00:11:00,600 --> 00:11:03,800 Speaker 4: get rejected to your face because of your face, you know, 232 00:11:04,440 --> 00:11:06,200 Speaker 4: and your voice or the fact that I went gray 233 00:11:06,240 --> 00:11:07,640 Speaker 4: when I was sixteen years old. 234 00:11:07,679 --> 00:11:13,079 Speaker 2: And you know, so in real estate, people reject you because. 235 00:11:12,920 --> 00:11:14,560 Speaker 4: They are going to work with someone else, or they 236 00:11:14,920 --> 00:11:16,959 Speaker 4: want to go buy something somewhere else, so they don't 237 00:11:16,960 --> 00:11:19,240 Speaker 4: want to rent, you know, it's all you know, it's 238 00:11:19,360 --> 00:11:22,160 Speaker 4: it's work focused. And I just was able to charge 239 00:11:22,160 --> 00:11:24,240 Speaker 4: through it. And then a casting notice got put out 240 00:11:24,240 --> 00:11:27,080 Speaker 4: for a millionaire listening to New York in twenty ten. 241 00:11:27,200 --> 00:11:29,000 Speaker 4: So I've been doing it for like eighteen months and 242 00:11:29,040 --> 00:11:32,120 Speaker 4: I saw that, So I go, they're looking for the 243 00:11:32,160 --> 00:11:35,880 Speaker 4: greatest real estate agents ever invented. I've been doing this 244 00:11:35,920 --> 00:11:38,480 Speaker 4: for like four minutes, that's probably me. And so I 245 00:11:39,080 --> 00:11:41,040 Speaker 4: went to an open call in Times Square. 246 00:11:42,320 --> 00:11:44,960 Speaker 1: So you were like building the plane while flying, you 247 00:11:45,000 --> 00:11:48,040 Speaker 1: already knew you had something and that you were good. Yeah, 248 00:11:48,040 --> 00:11:51,120 Speaker 1: but right, so when you got that gig, you sort 249 00:11:51,160 --> 00:11:53,760 Speaker 1: of the Emperor had some clothes. 250 00:11:55,040 --> 00:11:56,760 Speaker 2: I mean, the Emperor knew what clothes he had to 251 00:11:56,800 --> 00:11:57,200 Speaker 2: put on. 252 00:11:57,920 --> 00:11:59,920 Speaker 4: I don't know if they were on at the time, 253 00:12:01,559 --> 00:12:03,040 Speaker 4: but I knew what to say when I went into 254 00:12:03,040 --> 00:12:05,400 Speaker 4: the room like it was on As the World Turns, 255 00:12:05,400 --> 00:12:07,640 Speaker 4: which is soap opera. For a little while, I'd done 256 00:12:07,679 --> 00:12:11,160 Speaker 4: some other small things, but I knew how to be 257 00:12:11,200 --> 00:12:12,480 Speaker 4: in front of a camera. I knew how to not 258 00:12:12,520 --> 00:12:14,920 Speaker 4: be nervous. I knew how to talk without my mouth 259 00:12:14,960 --> 00:12:15,520 Speaker 4: getting dry. 260 00:12:15,559 --> 00:12:18,079 Speaker 1: I knew how to Now, you're portraying yourself on this 261 00:12:18,200 --> 00:12:20,800 Speaker 1: show as like the greatest real estate person at all time, 262 00:12:20,880 --> 00:12:23,480 Speaker 1: so you have to become that at the same time. 263 00:12:23,600 --> 00:12:24,400 Speaker 3: Is portraying it? 264 00:12:24,600 --> 00:12:25,480 Speaker 2: Yeah, future me? 265 00:12:25,640 --> 00:12:27,640 Speaker 4: I mean that was a That's always been a big 266 00:12:27,640 --> 00:12:31,840 Speaker 4: thing for me though, is like my boss is me 267 00:12:31,920 --> 00:12:34,840 Speaker 4: in the future, right, My boss is me at sixty 268 00:12:34,840 --> 00:12:38,560 Speaker 4: five years old. Like that guy's life better be awesome 269 00:12:38,600 --> 00:12:40,760 Speaker 4: because I work for him, you know. And you can 270 00:12:40,840 --> 00:12:42,960 Speaker 4: use those you can use those face apps on your 271 00:12:43,000 --> 00:12:45,280 Speaker 4: phone to age yourself to make you look old, and 272 00:12:45,559 --> 00:12:47,320 Speaker 4: for a long time I actually did that. 273 00:12:47,600 --> 00:13:05,800 Speaker 1: Yeah, do you spend at below or above your means? 274 00:13:07,440 --> 00:13:07,679 Speaker 2: You know? 275 00:13:07,840 --> 00:13:10,559 Speaker 4: For a while, I definitely spent above. And I would 276 00:13:10,679 --> 00:13:14,640 Speaker 4: use financial pressure as a way to force myself. 277 00:13:14,280 --> 00:13:15,079 Speaker 2: To work harder. 278 00:13:15,240 --> 00:13:16,360 Speaker 3: I get that. I like that. 279 00:13:16,480 --> 00:13:19,480 Speaker 4: When I bought my first apartment, like I I was, 280 00:13:19,600 --> 00:13:22,920 Speaker 4: my budget that I like was comfortable with was like 281 00:13:23,000 --> 00:13:25,320 Speaker 4: a million and a half right when I was like 282 00:13:25,360 --> 00:13:26,960 Speaker 4: walking around New York and in New York City, that 283 00:13:27,000 --> 00:13:29,920 Speaker 4: gets you like maybe a nice one bedroom, you know, 284 00:13:30,960 --> 00:13:32,800 Speaker 4: unless you're willing to do a ton of work, which 285 00:13:32,800 --> 00:13:35,240 Speaker 4: I didn't know I wanted to do. And then I 286 00:13:35,480 --> 00:13:38,480 Speaker 4: started thinking about future me like, Okay, if I buy 287 00:13:38,520 --> 00:13:41,040 Speaker 4: a one bedroom, I'm going to have to move in 288 00:13:41,240 --> 00:13:42,439 Speaker 4: two or three years. 289 00:13:42,200 --> 00:13:44,080 Speaker 2: And then I've got transaction costs. I've got this. 290 00:13:44,160 --> 00:13:47,120 Speaker 4: So do I do what's really comfortable for Ryan today 291 00:13:47,360 --> 00:13:50,200 Speaker 4: or do I do what's comfortable for Ryan in three years? 292 00:13:50,640 --> 00:13:53,600 Speaker 4: And I don't care that Ryan would be uncomfortable today 293 00:13:53,679 --> 00:13:55,400 Speaker 4: because he's going to grow out of it. And so 294 00:13:55,480 --> 00:13:57,480 Speaker 4: my first apartment, it was like three point seven. 295 00:13:58,280 --> 00:14:00,480 Speaker 3: Wow, that's a big jump, was. 296 00:14:00,400 --> 00:14:03,040 Speaker 4: And my parents were like, this is the stupidest financial 297 00:14:03,080 --> 00:14:05,720 Speaker 4: decision you've ever made. But guess what two years later, 298 00:14:05,760 --> 00:14:09,400 Speaker 4: I'm like, I've outgrown this place now because I pushed myself, 299 00:14:09,720 --> 00:14:11,520 Speaker 4: you know, I pushed myself and did it, and then 300 00:14:11,880 --> 00:14:13,640 Speaker 4: you know, you move up that way and then starting this. 301 00:14:13,760 --> 00:14:14,520 Speaker 2: I mean, I started my. 302 00:14:14,480 --> 00:14:19,280 Speaker 4: Own company in twenty twenty and totally bootstrapped and spent everything, 303 00:14:20,440 --> 00:14:22,040 Speaker 4: but it was all it was all worth it. So 304 00:14:22,080 --> 00:14:25,520 Speaker 4: I definitely spend I spend above means, but I'm not stupid. 305 00:14:26,360 --> 00:14:29,160 Speaker 1: Yeah, but you only spend it sounds like you don't 306 00:14:29,160 --> 00:14:33,000 Speaker 1: spend above means on like the trappings and the cars 307 00:14:33,080 --> 00:14:36,080 Speaker 1: and in the vacations, in the air mes or you 308 00:14:36,120 --> 00:14:39,800 Speaker 1: spend only You only spend above in something that you're 309 00:14:39,800 --> 00:14:41,520 Speaker 1: betting on yourself, like an investment. 310 00:14:41,840 --> 00:14:45,560 Speaker 4: Yeah, I bet it myself all day every day. I don't. Like, 311 00:14:45,640 --> 00:14:48,160 Speaker 4: I have some nice stuff, but I just don't. I 312 00:14:48,160 --> 00:14:51,560 Speaker 4: don't get enjoyment out of that. Like what would I 313 00:14:51,600 --> 00:14:55,760 Speaker 4: do with a sports car? Like I would never I 314 00:14:55,800 --> 00:14:59,160 Speaker 4: have cars and I drive them once on saturdays. Like 315 00:14:59,200 --> 00:15:00,280 Speaker 4: I don't know what I right? 316 00:15:00,560 --> 00:15:01,080 Speaker 2: What do I do? 317 00:15:01,240 --> 00:15:03,760 Speaker 4: What I will take and spend money on is like 318 00:15:03,800 --> 00:15:06,080 Speaker 4: I need a full time driver all times, and I 319 00:15:06,120 --> 00:15:08,360 Speaker 4: want that car to be nice because I live in it, right, 320 00:15:08,440 --> 00:15:10,320 Speaker 4: you know I want a nice office. I have an 321 00:15:10,480 --> 00:15:13,800 Speaker 4: entire building for myself with my name on it in 322 00:15:13,920 --> 00:15:17,400 Speaker 4: the center of SOHO. You know that's bigger than product, 323 00:15:17,480 --> 00:15:20,640 Speaker 4: Like I couldn't have afforded this building had I been 324 00:15:20,760 --> 00:15:24,640 Speaker 4: like spending money on clothes and cars and vacations for 325 00:15:24,680 --> 00:15:25,160 Speaker 4: ten years. 326 00:15:25,240 --> 00:15:28,480 Speaker 1: That's the point. It's a strategic spend. It's always a 327 00:15:28,520 --> 00:15:29,760 Speaker 1: strategic spend with you. 328 00:15:30,240 --> 00:15:33,040 Speaker 4: Yeah, yeah, yeah, maybe I could have nicer stuff, but 329 00:15:33,080 --> 00:15:34,560 Speaker 4: I don't know. It just doesn't make me happy and 330 00:15:34,560 --> 00:15:36,320 Speaker 4: it would probably stress me out way too much. 331 00:15:37,160 --> 00:15:37,520 Speaker 3: Yeah. 332 00:15:37,560 --> 00:15:40,200 Speaker 1: Well, no, that's that's something interesting for people to think about, 333 00:15:40,240 --> 00:15:43,440 Speaker 1: like where it could there's different ways to spend above 334 00:15:43,480 --> 00:15:45,800 Speaker 1: your means or just I call it getting over your 335 00:15:45,800 --> 00:15:46,640 Speaker 1: skis a little bit. 336 00:15:46,920 --> 00:15:47,600 Speaker 3: I think that's good. 337 00:15:47,640 --> 00:15:50,280 Speaker 1: I think there's a balance between really putting yourself in 338 00:15:50,320 --> 00:15:52,200 Speaker 1: debt and being a little over your skis. But I'm 339 00:15:52,240 --> 00:15:55,760 Speaker 1: like that with real estate, where everything I ever look at, 340 00:15:56,120 --> 00:15:57,880 Speaker 1: even if it's going to be an investment or something 341 00:15:57,920 --> 00:16:00,520 Speaker 1: I might flip, I always look at it as its 342 00:16:00,560 --> 00:16:04,400 Speaker 1: potential and could I move. 343 00:16:04,200 --> 00:16:04,920 Speaker 3: It in a minute? 344 00:16:05,000 --> 00:16:05,320 Speaker 2: Sure? 345 00:16:05,440 --> 00:16:07,680 Speaker 1: And would I be willing to live in it if 346 00:16:07,720 --> 00:16:09,440 Speaker 1: I could if I lost everything and had to get 347 00:16:09,480 --> 00:16:11,360 Speaker 1: rid of everything else. So everything is sort of like 348 00:16:11,760 --> 00:16:15,000 Speaker 1: a moveable piece. Even though I do get emotional, and 349 00:16:15,080 --> 00:16:16,880 Speaker 1: do you get emotional about any real estate? 350 00:16:18,120 --> 00:16:20,680 Speaker 4: Not really because I this is all It's what I do, 351 00:16:20,880 --> 00:16:24,560 Speaker 4: you know, And so I I probably wish I could 352 00:16:24,600 --> 00:16:28,000 Speaker 4: get emotional sometimes. I mean, I get emotional over over deals. 353 00:16:28,280 --> 00:16:31,760 Speaker 4: You know, I'm very personally attached to the deal process. 354 00:16:31,760 --> 00:16:34,480 Speaker 4: But I'm not like I don't walk into a loft 355 00:16:34,560 --> 00:16:38,600 Speaker 4: and get super excited about the exposed beams. I get 356 00:16:38,600 --> 00:16:40,280 Speaker 4: excited about the exposed beams if I know it a 357 00:16:40,280 --> 00:16:42,200 Speaker 4: canad one hundred dollars a foot to the sale price. 358 00:16:42,320 --> 00:16:44,440 Speaker 1: You're in Brooklyn now, which is an interesting thing, Like 359 00:16:44,440 --> 00:16:46,080 Speaker 1: I would have bet that you would be in New York. 360 00:16:46,120 --> 00:16:47,120 Speaker 3: You moved to Brooklyn. 361 00:16:47,280 --> 00:16:48,680 Speaker 2: Yeah, built a townhouse. 362 00:16:49,080 --> 00:16:50,800 Speaker 3: Are you emotional about your own place? 363 00:16:51,000 --> 00:16:51,120 Speaker 1: Like? 364 00:16:51,640 --> 00:16:52,200 Speaker 2: Yeah? 365 00:16:52,240 --> 00:16:53,080 Speaker 3: Why that place? 366 00:16:53,880 --> 00:16:56,120 Speaker 4: It was a listing I had. It was Jonathan Saffron 367 00:16:56,160 --> 00:17:00,640 Speaker 4: Foyer's house, a big author, and was selling it. And 368 00:17:00,680 --> 00:17:02,800 Speaker 4: the market was tough, and it was like twenty seventeen 369 00:17:02,880 --> 00:17:06,280 Speaker 4: going into twenty eighteen, Trump is in office, people stopped 370 00:17:06,640 --> 00:17:09,360 Speaker 4: getting excited about buying real estate, right it was all 371 00:17:09,440 --> 00:17:11,359 Speaker 4: people were just keeping money in the stock market, and 372 00:17:11,400 --> 00:17:13,840 Speaker 4: so pricing was just coming down across the board. And 373 00:17:14,160 --> 00:17:15,960 Speaker 4: he wanted to sell it, and I said, well, I 374 00:17:15,960 --> 00:17:18,120 Speaker 4: could just buy it, but I'm not going to pay 375 00:17:18,119 --> 00:17:23,000 Speaker 4: your asking price. I could pay X and he said okay. 376 00:17:23,040 --> 00:17:24,480 Speaker 4: And then all of a sudden, I was buying a 377 00:17:24,560 --> 00:17:28,639 Speaker 4: townhouse in Brooklyn, but it's a significant amount of space. 378 00:17:28,680 --> 00:17:33,000 Speaker 4: And then I gutted it for four years, which was 379 00:17:33,200 --> 00:17:36,240 Speaker 4: not the plan because then we got stuck during COVID 380 00:17:36,400 --> 00:17:39,320 Speaker 4: and it took forever, and it was just like, oh 381 00:17:39,440 --> 00:17:40,960 Speaker 4: my god. 382 00:17:40,800 --> 00:17:41,919 Speaker 2: But I love it now that you know. 383 00:17:41,960 --> 00:17:45,719 Speaker 4: I was walking through this weekend just you know, at 384 00:17:45,720 --> 00:17:48,920 Speaker 4: the Christmas tree up and the decorations around, like this 385 00:17:49,000 --> 00:17:50,320 Speaker 4: is this is awesome. 386 00:17:50,359 --> 00:17:50,720 Speaker 2: I'm glad. 387 00:17:50,720 --> 00:17:53,320 Speaker 4: I'm glad I did this, even though I get terrified 388 00:17:53,359 --> 00:17:54,520 Speaker 4: every time it rains. 389 00:17:55,160 --> 00:17:57,199 Speaker 1: So you are emotional about your own place now, like 390 00:17:57,240 --> 00:17:58,760 Speaker 1: no one could buy that from you right now? 391 00:17:59,080 --> 00:18:00,719 Speaker 4: Oh no, I would sell it. Yeah sure, I mean 392 00:18:01,000 --> 00:18:02,399 Speaker 4: I'm a broker. At the end of the day, like, 393 00:18:02,440 --> 00:18:05,840 Speaker 4: I'll move somewhere else, I'll do another project, I'll go 394 00:18:05,920 --> 00:18:07,600 Speaker 4: back to the city. I'll go into a building. I 395 00:18:07,640 --> 00:18:09,879 Speaker 4: mean in the townhouse, you just don't have the you 396 00:18:09,920 --> 00:18:11,840 Speaker 4: don't have the view. You know, you don't have the view. 397 00:18:11,840 --> 00:18:15,119 Speaker 4: Your doorman, you don't have the services. So it's cool, 398 00:18:15,280 --> 00:18:16,800 Speaker 4: it's cool, but I don't I don't think I'll be 399 00:18:16,840 --> 00:18:17,480 Speaker 4: there forever. 400 00:18:18,920 --> 00:18:22,960 Speaker 1: Well, what is the biggest challenge deal A deal where 401 00:18:23,000 --> 00:18:25,639 Speaker 1: you were like I'm getting fucked right now, or this 402 00:18:25,760 --> 00:18:27,320 Speaker 1: is going to be bad, or this you know what 403 00:18:27,359 --> 00:18:30,159 Speaker 1: when was it that you really had to like grab 404 00:18:30,200 --> 00:18:31,840 Speaker 1: onto something because you were scared? 405 00:18:31,960 --> 00:18:35,520 Speaker 3: In real estate, like a personal deal all together? 406 00:18:35,600 --> 00:18:37,760 Speaker 1: Right, Well, I think it's all personal because it's your commission, 407 00:18:37,800 --> 00:18:41,040 Speaker 1: it's or your reputation, it's your client, your contract, whatever. 408 00:18:41,080 --> 00:18:42,600 Speaker 2: I mean, we we get involved. 409 00:18:42,640 --> 00:18:45,399 Speaker 4: We have a significant new construction business where we do 410 00:18:45,440 --> 00:18:48,080 Speaker 4: a lot of new development towers. We work with developers, 411 00:18:48,160 --> 00:18:49,879 Speaker 4: and you know there's a lot of you know, we 412 00:18:49,920 --> 00:18:52,200 Speaker 4: don't I don't I don't take a salary. You know, 413 00:18:52,320 --> 00:18:54,600 Speaker 4: people can complain about broker commissions all day long, but 414 00:18:54,640 --> 00:18:58,159 Speaker 4: there's no like, I only succeed if you succeed. And 415 00:18:58,200 --> 00:19:00,560 Speaker 4: I'm not hedge fund. I'm not taking twenty percent of 416 00:19:00,600 --> 00:19:04,159 Speaker 4: your profits. Our commissions are like two or three. You know, 417 00:19:04,240 --> 00:19:08,080 Speaker 4: our lawyers paid way more per hour than we do. 418 00:19:09,920 --> 00:19:13,840 Speaker 4: But you know, on developments, there's a lot of pressure 419 00:19:14,119 --> 00:19:17,960 Speaker 4: and you can spend a lot of time working on 420 00:19:18,119 --> 00:19:20,639 Speaker 4: those and working on those and working on those and 421 00:19:20,680 --> 00:19:22,840 Speaker 4: then not have them come to fruition or like you 422 00:19:22,880 --> 00:19:25,360 Speaker 4: just said, with your place right, like busted my butt 423 00:19:25,400 --> 00:19:27,679 Speaker 4: to try to get your place sold. And then you 424 00:19:27,800 --> 00:19:30,399 Speaker 4: switch brokers and a guy comes through and offers you 425 00:19:30,400 --> 00:19:32,320 Speaker 4: the full but like, sometimes these things just happen and 426 00:19:32,359 --> 00:19:35,800 Speaker 4: you can't control it, and you know, sometimes it's in 427 00:19:35,880 --> 00:19:36,399 Speaker 4: the timing. 428 00:19:36,760 --> 00:19:39,400 Speaker 2: I've come into listings and buildings. 429 00:19:39,280 --> 00:19:42,000 Speaker 4: As the second, third, fourth, fifth, sixth broker and like 430 00:19:42,320 --> 00:19:44,280 Speaker 4: a woman calls the name, or this just happened to me. 431 00:19:44,480 --> 00:19:47,679 Speaker 4: It's at a townhouse on sixty first Street where we 432 00:19:47,680 --> 00:19:49,200 Speaker 4: were the second broker and the. 433 00:19:49,119 --> 00:19:49,959 Speaker 2: First broke exactly. 434 00:19:49,960 --> 00:19:52,240 Speaker 4: They did a bad job really, you know, they don't 435 00:19:52,240 --> 00:19:54,879 Speaker 4: have the exposure we do and their marketing was boring. 436 00:19:55,000 --> 00:19:57,359 Speaker 4: But like the market's also really you know, it's been 437 00:19:57,359 --> 00:20:00,359 Speaker 4: hard this year. Interest rates went to eight percent, like 438 00:20:00,400 --> 00:20:04,199 Speaker 4: there's a liquidity crunch, you know, it's and so we 439 00:20:04,240 --> 00:20:07,000 Speaker 4: put it out there and not long after we did, 440 00:20:07,400 --> 00:20:12,720 Speaker 4: someone reached out from Croatia okay and said how much 441 00:20:12,720 --> 00:20:13,280 Speaker 4: to buy the house. 442 00:20:13,280 --> 00:20:14,040 Speaker 2: It felt like a scam. 443 00:20:14,280 --> 00:20:16,920 Speaker 4: Yes, the asking price is sixteen, sent me your money, yeah, 444 00:20:16,960 --> 00:20:19,400 Speaker 4: and they were like, okay, what about all the furniture? 445 00:20:19,680 --> 00:20:22,000 Speaker 4: And I knew the sellers would just include the furniture. 446 00:20:22,400 --> 00:20:24,840 Speaker 4: It's like, the furniture is not included in the price, 447 00:20:24,880 --> 00:20:27,840 Speaker 4: and they're like sixteen million for the house, three hundred 448 00:20:27,880 --> 00:20:30,480 Speaker 4: thousand for the furniture. We want to sign a contract 449 00:20:30,480 --> 00:20:32,160 Speaker 4: in two days. We want to close in ten days. 450 00:20:32,160 --> 00:20:36,200 Speaker 4: It's like okay, sure that it's been on the market 451 00:20:36,280 --> 00:20:38,800 Speaker 4: for a long long time and it was real and 452 00:20:38,840 --> 00:20:40,960 Speaker 4: they closed, it went through. It was in the press 453 00:20:41,040 --> 00:20:44,480 Speaker 4: like it was like what, yeah, So I've been on 454 00:20:44,560 --> 00:20:48,000 Speaker 4: both sides. I'm you know, I'm an adult. Everything's cool. 455 00:20:48,880 --> 00:20:52,119 Speaker 1: Well, this this is interesting to me. I think in 456 00:20:52,160 --> 00:20:55,080 Speaker 1: my experience, I have limited experience, but I've sold, bought 457 00:20:55,119 --> 00:20:56,119 Speaker 1: and sold a few places. 458 00:20:56,119 --> 00:20:58,159 Speaker 3: I have. I mean, I've flipped three places. 459 00:20:57,880 --> 00:21:01,240 Speaker 1: In Connecticut during the pandemic, and I have like a 460 00:21:00,880 --> 00:21:05,399 Speaker 1: little bit of the bug. But so my opinion is 461 00:21:05,920 --> 00:21:08,560 Speaker 1: it's like life and relationships, people get caught up on 462 00:21:08,600 --> 00:21:10,920 Speaker 1: the small things. Like in divorce too, people get tripped 463 00:21:10,960 --> 00:21:14,640 Speaker 1: up on the small things. So furniture negotiations, for example, 464 00:21:14,800 --> 00:21:16,880 Speaker 1: when people want to include the furniture, don't you find 465 00:21:16,920 --> 00:21:19,480 Speaker 1: that all those stupid details are what really lose deals? 466 00:21:19,480 --> 00:21:21,080 Speaker 1: Like people are worried about Wait a minute, he said 467 00:21:21,080 --> 00:21:22,399 Speaker 1: it was going to be that you like, shut the 468 00:21:22,480 --> 00:21:25,200 Speaker 1: hell up, do the deal. We'll worry about the furniture after. 469 00:21:26,160 --> 00:21:29,840 Speaker 4: Yeah, I was doing a mansion sale on the water 470 00:21:29,920 --> 00:21:32,560 Speaker 4: in the Hampton's in Bridge Hampton. It was an off 471 00:21:32,560 --> 00:21:35,399 Speaker 4: market deal. It was forty million dollars. The seller was 472 00:21:35,440 --> 00:21:38,640 Speaker 4: a billionaire. My buyer was a billionaire, which is which 473 00:21:38,680 --> 00:21:41,600 Speaker 4: is tough because you're putting two kings of industry against 474 00:21:41,600 --> 00:21:44,760 Speaker 4: each other. Right, And the deal was struck. Fine, we'll 475 00:21:44,760 --> 00:21:48,120 Speaker 4: pay forty million for this house, all furniture, everything included, 476 00:21:48,119 --> 00:21:50,400 Speaker 4: the way we saw it, no problem. OK. Yeah, you're 477 00:21:50,400 --> 00:21:52,359 Speaker 4: gonna take your personal items like your photos of your family. 478 00:21:52,400 --> 00:21:53,040 Speaker 4: We don't want those. 479 00:21:53,119 --> 00:21:54,800 Speaker 2: But that was it. That's how the deal was done. 480 00:21:55,040 --> 00:21:57,520 Speaker 4: And these types of guys like they they're like, you know, 481 00:21:57,560 --> 00:22:01,000 Speaker 4: they got to trust you, otherwise who cares. And then 482 00:22:01,040 --> 00:22:03,879 Speaker 4: the seller comes back to us with an exclusion list 483 00:22:04,480 --> 00:22:06,399 Speaker 4: of like oh I forgot my wife wants to keep, 484 00:22:06,400 --> 00:22:09,440 Speaker 4: and we're keeping this and we're taking the blanket downstairs. 485 00:22:09,920 --> 00:22:12,400 Speaker 2: And that deal nearly died over one blanket. 486 00:22:13,280 --> 00:22:16,399 Speaker 4: And I had to posture back to the sellers like 487 00:22:16,440 --> 00:22:18,600 Speaker 4: here's here's what's going to happen. If you want me 488 00:22:18,680 --> 00:22:20,600 Speaker 4: to go to my buyer and tell them that you 489 00:22:20,720 --> 00:22:22,360 Speaker 4: forgot to tell us about a blanket. 490 00:22:22,400 --> 00:22:23,399 Speaker 2: I don't care who made it. 491 00:22:23,440 --> 00:22:25,000 Speaker 4: I don't care if it's made out of the hair 492 00:22:25,040 --> 00:22:28,840 Speaker 4: of baby Jesus. You know what he's going to say. 493 00:22:29,160 --> 00:22:31,320 Speaker 4: He's going to say, I don't care about the blanket. 494 00:22:31,359 --> 00:22:33,600 Speaker 4: But what else is the seller now not telling us? 495 00:22:33,640 --> 00:22:35,920 Speaker 4: What else did they forget? You know what, I don't 496 00:22:35,920 --> 00:22:38,600 Speaker 4: feel good about this deal anymore. I'm way too busy 497 00:22:38,960 --> 00:22:41,880 Speaker 4: buying whatever else he goes and buys in his companies 498 00:22:41,920 --> 00:22:44,399 Speaker 4: and all that they keep their blanket. I'm going to 499 00:22:44,480 --> 00:22:45,760 Speaker 4: keep my forty million dollars. 500 00:22:45,800 --> 00:22:46,840 Speaker 3: Thanks, Oh thank god. 501 00:22:47,160 --> 00:22:48,840 Speaker 4: That's how these people work. And I've been in that 502 00:22:48,920 --> 00:22:51,280 Speaker 4: situation where the deals have died. So you have to 503 00:22:51,359 --> 00:22:54,280 Speaker 4: practice the art of selective communication, right. You have to 504 00:22:54,320 --> 00:22:58,080 Speaker 4: be honest at all times. But when you're honest is really, really, 505 00:22:58,119 --> 00:23:00,919 Speaker 4: really important, especially in these trains his actions, and so 506 00:23:01,320 --> 00:23:04,960 Speaker 4: I had to handle the blanket issue. I had to 507 00:23:05,000 --> 00:23:07,080 Speaker 4: get them to leave the damn blanket. It was a 508 00:23:07,119 --> 00:23:10,080 Speaker 4: whole thing I had to anyway. It was like this whole, whole, 509 00:23:10,080 --> 00:23:12,720 Speaker 4: whole process. And then when the deal got done, I 510 00:23:12,800 --> 00:23:14,399 Speaker 4: went to the buyers like Hey, I just wanted to 511 00:23:14,440 --> 00:23:19,760 Speaker 4: let you know. I had to buy the seller a 512 00:23:19,880 --> 00:23:24,119 Speaker 4: really expensive blanket from like Indonesia. I guess it was 513 00:23:24,600 --> 00:23:26,679 Speaker 4: in order to get this deal done, and they it. 514 00:23:26,800 --> 00:23:28,000 Speaker 4: Just so you know, I just want you to know 515 00:23:28,040 --> 00:23:28,760 Speaker 4: because I needed. 516 00:23:28,600 --> 00:23:29,680 Speaker 2: All to be me. 517 00:23:29,840 --> 00:23:32,720 Speaker 1: I just need to know what the blanket was. That's fascinating, 518 00:23:33,359 --> 00:23:33,920 Speaker 1: that's great. 519 00:23:34,000 --> 00:23:35,440 Speaker 2: It was they got it. 520 00:23:35,560 --> 00:23:38,520 Speaker 4: They'd gotten it on their honeymoon when they got married 521 00:23:38,560 --> 00:23:41,320 Speaker 4: thirty years prior, and they had like traveled the world 522 00:23:41,400 --> 00:23:43,240 Speaker 4: for it or something something, and it was like this 523 00:23:43,280 --> 00:23:45,679 Speaker 4: heirloom and they thought they had had it in another 524 00:23:45,760 --> 00:23:47,879 Speaker 4: house because they hadn't been to this house in a 525 00:23:47,920 --> 00:23:49,840 Speaker 4: long time. And so when they realized it, they didn't 526 00:23:49,840 --> 00:23:52,399 Speaker 4: think it was a big deal without understanding that. 527 00:23:52,440 --> 00:23:54,800 Speaker 3: It could be like it was what it represented. 528 00:23:55,119 --> 00:23:58,200 Speaker 4: Yeah, you shouldn't have said, Okay, we have a deal 529 00:23:58,240 --> 00:24:00,879 Speaker 4: forty million everything in the house and that's what they said. 530 00:24:01,280 --> 00:24:03,399 Speaker 4: So then if you're representing that, oh maybe what you 531 00:24:03,480 --> 00:24:07,879 Speaker 4: said wasn't one hundred percent accurate. We're not talking about 532 00:24:07,920 --> 00:24:13,840 Speaker 4: forty dollars price anyway, sold that out and uh, that 533 00:24:13,920 --> 00:24:15,120 Speaker 4: was a tricky one, but I. 534 00:24:15,080 --> 00:24:16,919 Speaker 2: Feel like every deal is tricky. None of them. 535 00:24:17,240 --> 00:24:20,440 Speaker 1: Yeah, well people do. It's like worrying about a deck 536 00:24:20,520 --> 00:24:23,040 Speaker 1: chair off the qi qi too. And the thing I 537 00:24:23,080 --> 00:24:24,960 Speaker 1: think is interesting, I want to talk to you about 538 00:24:24,960 --> 00:24:28,240 Speaker 1: this because you're an expert on this, and I do 539 00:24:28,320 --> 00:24:30,840 Speaker 1: this a lot, not in real estate but in other areas, 540 00:24:30,840 --> 00:24:35,359 Speaker 1: and so people have a certain negotiating style and everyone's 541 00:24:35,440 --> 00:24:35,840 Speaker 1: is different. 542 00:24:35,840 --> 00:24:37,800 Speaker 3: And I find that whether someone's. 543 00:24:37,520 --> 00:24:41,159 Speaker 1: Buying a car or anything that seems like it's negotiable, 544 00:24:41,480 --> 00:24:45,679 Speaker 1: they always come in super super low, thinking that the 545 00:24:45,720 --> 00:24:50,159 Speaker 1: person who listed something doesn't really mean it. Percent of 546 00:24:50,160 --> 00:24:53,600 Speaker 1: people do it, and I don't do that. Like I 547 00:24:53,680 --> 00:24:55,960 Speaker 1: went into that apartment that we just talked about that 548 00:24:56,160 --> 00:25:00,159 Speaker 1: sold for seven million, and it was I walked in 549 00:25:00,200 --> 00:25:03,000 Speaker 1: there with Frederick two days before the election when Trump 550 00:25:03,000 --> 00:25:05,640 Speaker 1: got elected, and like everyone was just like not knowing 551 00:25:05,640 --> 00:25:07,639 Speaker 1: what was going on. And I saw this apartment and 552 00:25:07,680 --> 00:25:09,159 Speaker 1: it had been listed for a long time and it 553 00:25:09,200 --> 00:25:11,239 Speaker 1: was a problem apartment and I could just see what 554 00:25:11,280 --> 00:25:13,119 Speaker 1: it would be, and everybody thought I was nuts that 555 00:25:13,160 --> 00:25:14,560 Speaker 1: I wanted to buy this place. And it was four 556 00:25:14,600 --> 00:25:17,560 Speaker 1: point two and that just didn't feel like too much 557 00:25:17,600 --> 00:25:20,080 Speaker 1: for this place, and I didn't want to fuck around, 558 00:25:20,400 --> 00:25:22,800 Speaker 1: so I just said to him full ask like, which 559 00:25:22,840 --> 00:25:25,040 Speaker 1: is confusing because everybody's like, wait, why would you you 560 00:25:25,080 --> 00:25:27,400 Speaker 1: could have? Because if I see something that I really 561 00:25:27,440 --> 00:25:29,600 Speaker 1: think has potential and I'm not willing to lose it, 562 00:25:30,040 --> 00:25:31,479 Speaker 1: what was I going to do go in at three 563 00:25:31,640 --> 00:25:32,920 Speaker 1: nine and then take two days? 564 00:25:32,920 --> 00:25:34,760 Speaker 3: And somebody else like, is that? Do you? What do 565 00:25:34,800 --> 00:25:35,520 Speaker 3: you feel about that? 566 00:25:35,560 --> 00:25:39,320 Speaker 1: I'm a very like I appreciate that, but I'll also like, 567 00:25:39,880 --> 00:25:41,840 Speaker 1: go in at three seventy five if that's what I 568 00:25:41,920 --> 00:25:43,719 Speaker 1: really meant, and I'll be like, that's it too. I'm 569 00:25:43,760 --> 00:25:46,080 Speaker 1: not kidding either, Like I'm just not a kidding negotiating 570 00:25:46,160 --> 00:25:48,600 Speaker 1: like this is what it. I just really mean what 571 00:25:48,680 --> 00:25:51,040 Speaker 1: I think, Like you know, and I try to be 572 00:25:51,160 --> 00:25:54,480 Speaker 1: rational about it, But I wonder what your style is personally, 573 00:25:54,800 --> 00:25:56,640 Speaker 1: and what you think about the psychology of how people 574 00:25:56,640 --> 00:25:59,679 Speaker 1: should negotiate, and if people should get to know their style, 575 00:25:59,760 --> 00:26:01,639 Speaker 1: and if everyone's is different, and that's okay. 576 00:26:02,640 --> 00:26:06,639 Speaker 4: Every culture's negotiating style is different, and so you end 577 00:26:06,720 --> 00:26:09,280 Speaker 4: up doing this a long enough time you understand who 578 00:26:09,359 --> 00:26:12,960 Speaker 4: you're talking to, how they operate, how they posture. They 579 00:26:12,960 --> 00:26:15,240 Speaker 4: tell you they're pulling out, but you know they're really 580 00:26:15,280 --> 00:26:18,640 Speaker 4: not Like I obviously I appreciate people who just tell 581 00:26:18,680 --> 00:26:20,399 Speaker 4: it the way it is, like you do, like I. 582 00:26:20,480 --> 00:26:23,240 Speaker 4: You know, in January of twenty twenty one, as the 583 00:26:23,359 --> 00:26:26,119 Speaker 4: COVID market actually started to become a thing, so I 584 00:26:26,160 --> 00:26:27,960 Speaker 4: met a guy in the Upper East Side and I 585 00:26:27,960 --> 00:26:29,800 Speaker 4: told him, you should buy a place in Florida instead. 586 00:26:30,400 --> 00:26:32,600 Speaker 4: It's like, you should declare tax residency in Florida. You 587 00:26:32,600 --> 00:26:34,280 Speaker 4: have enough time to do it. What are you doing here? 588 00:26:35,119 --> 00:26:36,879 Speaker 4: We have we have an office there. Now let's go. 589 00:26:37,200 --> 00:26:40,560 Speaker 4: And that was a Tuesday. On Thursday, we flew down 590 00:26:40,560 --> 00:26:43,720 Speaker 4: to Palm Beach and on Friday we were in contract 591 00:26:43,840 --> 00:26:45,359 Speaker 4: for a house on the ocean in Palm Beach for 592 00:26:45,440 --> 00:26:48,160 Speaker 4: just under one hundred and forty million dollars. And that 593 00:26:48,200 --> 00:26:52,840 Speaker 4: guy makes decisions fast, and he's incredibly smart, obviously, but 594 00:26:52,920 --> 00:26:55,159 Speaker 4: I really appreciated that moment. And then I took myself 595 00:26:55,200 --> 00:26:58,199 Speaker 4: to a lobster dinner for one because I had no 596 00:26:58,280 --> 00:27:00,399 Speaker 4: idea what to do with myself in that moment. I 597 00:27:00,520 --> 00:27:02,320 Speaker 4: just sat there by myself at the breakers and it 598 00:27:02,400 --> 00:27:05,200 Speaker 4: was like, can I have taken lobster by myself? 599 00:27:05,240 --> 00:27:05,520 Speaker 2: Please? 600 00:27:07,280 --> 00:27:07,680 Speaker 4: Uh? 601 00:27:07,760 --> 00:27:08,040 Speaker 2: Yeah? 602 00:27:08,080 --> 00:27:09,439 Speaker 4: But you know, we also deal with a lot of 603 00:27:09,440 --> 00:27:11,640 Speaker 4: people who, no matter what the price, is even if 604 00:27:11,640 --> 00:27:13,480 Speaker 4: it's so discounted, the price makes no sense. 605 00:27:13,480 --> 00:27:13,960 Speaker 2: It's too low. 606 00:27:14,000 --> 00:27:16,000 Speaker 4: They come in and they offer twenty five percent off, 607 00:27:16,280 --> 00:27:18,479 Speaker 4: like those people would negotiate the price of a bagel. 608 00:27:18,680 --> 00:27:21,240 Speaker 4: I also don't understand how those people even order dinner, 609 00:27:21,359 --> 00:27:23,199 Speaker 4: Like you must go to a restaurant. At a diner, 610 00:27:23,680 --> 00:27:25,480 Speaker 4: if it has more than a page, you must have 611 00:27:25,560 --> 00:27:27,399 Speaker 4: a you must have a heart attack, Like how do 612 00:27:27,440 --> 00:27:28,720 Speaker 4: you decide what to eat? 613 00:27:29,280 --> 00:27:32,560 Speaker 1: I find that people who fuck around lose things, like 614 00:27:32,920 --> 00:27:36,000 Speaker 1: if you were. I found that the use their time more, 615 00:27:36,080 --> 00:27:38,639 Speaker 1: but they lose the place too. I feel like, you know, 616 00:27:38,800 --> 00:27:40,760 Speaker 1: I feel like real estate's different than it used to be. 617 00:27:40,880 --> 00:27:43,679 Speaker 1: Like now the watch industry is different than it used 618 00:27:43,720 --> 00:27:47,240 Speaker 1: to be. Watches are way above market. Used to be 619 00:27:47,280 --> 00:27:49,280 Speaker 1: able to get watches below market, Like that's just a 620 00:27:49,440 --> 00:27:51,879 Speaker 1: you you get, you buy what we're asking it for. 621 00:27:52,000 --> 00:27:53,880 Speaker 1: That's like kind of what that industry is about now. 622 00:27:54,080 --> 00:27:56,560 Speaker 1: And real estate seems more like that. It used to 623 00:27:56,600 --> 00:27:59,960 Speaker 1: be the paining full ask was never happened. Ever, now 624 00:28:00,160 --> 00:28:01,920 Speaker 1: it's like a thing or even over market. 625 00:28:02,760 --> 00:28:04,760 Speaker 4: Yeah, it depends, it depends on the market. You know, 626 00:28:04,800 --> 00:28:07,800 Speaker 4: there's there's still negotiability and in lots of parts of 627 00:28:07,840 --> 00:28:12,400 Speaker 4: New York. There's negotiability again in Miami, in some parts 628 00:28:12,480 --> 00:28:14,800 Speaker 4: of the rest of Florida, there's no negotiability in our 629 00:28:14,800 --> 00:28:18,560 Speaker 4: markets in South Carolina or North Carolina, or you know, 630 00:28:18,600 --> 00:28:20,360 Speaker 4: in parts of Connecticut. Who you know, where you are, 631 00:28:21,320 --> 00:28:23,560 Speaker 4: you know, it depends on inventory, you know. I care 632 00:28:23,600 --> 00:28:26,639 Speaker 4: the most about time, Like if you if you're going 633 00:28:26,720 --> 00:28:29,280 Speaker 4: to waste other people's time or your time because you're 634 00:28:29,280 --> 00:28:33,280 Speaker 4: going to fight for every dollar again, future you at 635 00:28:33,280 --> 00:28:36,119 Speaker 4: twenty years from now is never ever ever going to 636 00:28:36,160 --> 00:28:39,880 Speaker 4: remember that you save twenty bucks, right, you know. And 637 00:28:40,040 --> 00:28:43,120 Speaker 4: you learn a lot about people when when they spend 638 00:28:43,280 --> 00:28:45,720 Speaker 4: so much time doing that. And I've learned a lot, 639 00:28:45,760 --> 00:28:48,520 Speaker 4: like I try to spend time with people who are 640 00:28:48,600 --> 00:28:50,560 Speaker 4: more successful than me. Like if I'm going to spend 641 00:28:50,640 --> 00:28:52,880 Speaker 4: my time away from my family or away from my 642 00:28:52,920 --> 00:28:55,000 Speaker 4: own personal time doing whatever the hell it is I 643 00:28:55,080 --> 00:28:57,200 Speaker 4: like doing, I want to make sure that time is 644 00:28:57,240 --> 00:28:59,880 Speaker 4: spent with people who are going to make me better, 645 00:29:00,000 --> 00:29:02,760 Speaker 4: you know. And I work with a lot of clients 646 00:29:02,800 --> 00:29:07,200 Speaker 4: now who are are I guess technically classified as billionaires, 647 00:29:07,240 --> 00:29:09,800 Speaker 4: and I just find it really interesting to see how 648 00:29:09,800 --> 00:29:12,480 Speaker 4: they operate, Like they go to restaurants and they don't 649 00:29:12,480 --> 00:29:15,000 Speaker 4: look at the menu, you know, they tell them, hey, 650 00:29:15,040 --> 00:29:17,240 Speaker 4: I got about an hour and a half, bring me 651 00:29:17,280 --> 00:29:20,120 Speaker 4: the best why And they don't even bother, Like why 652 00:29:20,240 --> 00:29:21,800 Speaker 4: even bother looking at them? 653 00:29:21,840 --> 00:29:23,840 Speaker 2: If you have a dietary restriction or an allergy. 654 00:29:24,200 --> 00:29:25,800 Speaker 4: And I learned that, And so now when I take 655 00:29:25,800 --> 00:29:27,840 Speaker 4: clients out to dinner, I don't even pick up the menu. 656 00:29:28,000 --> 00:29:29,600 Speaker 2: And you saved time. 657 00:29:29,640 --> 00:29:30,960 Speaker 4: You save that's so interesting. 658 00:29:31,040 --> 00:29:33,080 Speaker 2: Yeah, do what do you like? What do you like? 659 00:29:33,080 --> 00:29:34,000 Speaker 2: Do you like the salmon? 660 00:29:34,400 --> 00:29:34,440 Speaker 1: No? 661 00:29:34,480 --> 00:29:37,080 Speaker 2: I don't fuck it, I don't, dude, just eat the food. 662 00:29:37,400 --> 00:29:40,920 Speaker 4: Just let's move, let's talk, let's engage us time wisely. 663 00:29:41,320 --> 00:29:45,280 Speaker 1: Right, that's so funny. Yeah, I'm not exaggerating. It would 664 00:29:45,280 --> 00:29:47,120 Speaker 1: take me longer to order a pasta than it would 665 00:29:47,160 --> 00:29:49,520 Speaker 1: to buy an apartment. So I'll take that trade very 666 00:29:49,520 --> 00:29:52,680 Speaker 1: I care deeply about food and the foreplay of it, 667 00:29:52,760 --> 00:29:55,640 Speaker 1: but that's just a pat That's something I'm passionate about. 668 00:29:55,680 --> 00:30:13,120 Speaker 3: That's very funny, though. What about now? 669 00:30:13,240 --> 00:30:15,760 Speaker 1: So now people are locked in their homes because of 670 00:30:15,840 --> 00:30:18,400 Speaker 1: interest rates. I don't know how the pandemic was for 671 00:30:18,440 --> 00:30:21,360 Speaker 1: you personally, but you a person who like in the 672 00:30:21,400 --> 00:30:24,560 Speaker 1: stock market, you know, bets the dip and can like 673 00:30:24,640 --> 00:30:28,160 Speaker 1: play the volatility, because most brokers have had their ass 674 00:30:28,280 --> 00:30:29,800 Speaker 1: is handed to them one way or the other in 675 00:30:29,800 --> 00:30:31,520 Speaker 1: the last couple of years. But if you're a person 676 00:30:31,520 --> 00:30:34,400 Speaker 1: who can like move like Frogger with the market, I 677 00:30:34,400 --> 00:30:37,360 Speaker 1: don't know if your business has that ability, Yeah, a 678 00:30:37,360 --> 00:30:37,760 Speaker 1: little bit. 679 00:30:37,800 --> 00:30:39,640 Speaker 4: I mean I as I spend a lot of time 680 00:30:39,640 --> 00:30:43,800 Speaker 4: in school, in history class, and what I've learned is 681 00:30:43,800 --> 00:30:47,520 Speaker 4: that history repeats itself time and time again. Every time 682 00:30:47,560 --> 00:30:51,600 Speaker 4: the market's great, it's never been better. Anytime the market's bad, 683 00:30:52,160 --> 00:30:55,560 Speaker 4: it's never been worse. Whether it's whether it's the saving 684 00:30:55,640 --> 00:30:57,800 Speaker 4: and loan crisis of ninety one, or the dot com 685 00:30:57,840 --> 00:31:02,040 Speaker 4: bubble or two thousand and eight, or Hurricane Sandy or 686 00:31:02,440 --> 00:31:08,520 Speaker 4: the pandemic. Right, it's unfortunately, we have minimal memories, and 687 00:31:08,560 --> 00:31:10,480 Speaker 4: I think that's I think that's a huge part due 688 00:31:10,480 --> 00:31:12,720 Speaker 4: to evolution. Like if you knew the pain you felt 689 00:31:12,800 --> 00:31:15,160 Speaker 4: or the fear, if you could really remember how scared 690 00:31:15,160 --> 00:31:18,240 Speaker 4: you were when you were broke that time, you wouldn't 691 00:31:18,280 --> 00:31:20,720 Speaker 4: be able to get out of bed, right, Like we don't. 692 00:31:20,760 --> 00:31:24,480 Speaker 4: We are not programmed to remember pain, right, We're programmed 693 00:31:24,520 --> 00:31:27,680 Speaker 4: to remember pleasure so that we can procreate and keep 694 00:31:27,720 --> 00:31:29,920 Speaker 4: the earth going in our own way, right, and that 695 00:31:29,920 --> 00:31:34,040 Speaker 4: that translates into business too. And so for me, like 696 00:31:34,240 --> 00:31:37,640 Speaker 4: COVID hit, New York City shut down. Everyone was screaming 697 00:31:37,680 --> 00:31:39,920 Speaker 4: doom and gloom, end of the world. New York Times 698 00:31:39,960 --> 00:31:42,240 Speaker 4: was saying New York City's over and done with. I 699 00:31:42,280 --> 00:31:44,680 Speaker 4: was like, I think, and I went on like Fox 700 00:31:44,800 --> 00:31:47,560 Speaker 4: News in December twenty twenty and like, this is going 701 00:31:47,600 --> 00:31:50,120 Speaker 4: to be a W shape recovery, which means the market's 702 00:31:50,120 --> 00:31:51,760 Speaker 4: going to spike all the way down, which it did. 703 00:31:51,760 --> 00:31:54,560 Speaker 4: Stock market felt ten thousand points. Everyone, Oh my god, 704 00:31:54,600 --> 00:31:56,960 Speaker 4: everything's over, and then we're going to rocket ship out 705 00:31:56,960 --> 00:31:58,920 Speaker 4: of it, which we did in twenty one and twenty two, 706 00:31:59,320 --> 00:32:01,360 Speaker 4: and then we're going to be like, holy moly, wait 707 00:32:01,360 --> 00:32:02,720 Speaker 4: a minute, Wait a minute, wait a minute, we spent 708 00:32:02,760 --> 00:32:04,360 Speaker 4: way too what's happening, what's happening, And then we're in 709 00:32:04,360 --> 00:32:06,560 Speaker 4: a rocket ship back down, which is what this year 710 00:32:06,560 --> 00:32:09,720 Speaker 4: has been in most markets. Rights, tech markets sell off, 711 00:32:09,760 --> 00:32:13,120 Speaker 4: real estate market got tough, interest rates went high, and 712 00:32:13,160 --> 00:32:16,720 Speaker 4: now twenty twenty four, especially given the Fed's announcement last week, 713 00:32:17,240 --> 00:32:19,920 Speaker 4: is the last peak of that w and we're coming 714 00:32:19,920 --> 00:32:23,200 Speaker 4: out of it. And now That doesn't mean that in 715 00:32:23,880 --> 00:32:26,240 Speaker 4: twenty twenty nine it's not all going to crash like 716 00:32:26,240 --> 00:32:28,480 Speaker 4: it did in nineteen twenty nine. But I think for 717 00:32:28,480 --> 00:32:30,959 Speaker 4: at least the next couple of years, I'm super bullish 718 00:32:30,960 --> 00:32:33,240 Speaker 4: and excited, and so I've made big bets that way. 719 00:32:33,400 --> 00:32:35,800 Speaker 4: I mean, last December, everyone was saying the end of crypto, 720 00:32:35,880 --> 00:32:39,760 Speaker 4: crypto's over. Oh my god, everyone's stupid, all these crypto people. 721 00:32:39,800 --> 00:32:43,440 Speaker 4: Bitcoin dropped to sixteen thousand, and I went in hard, hard, 722 00:32:43,640 --> 00:32:45,920 Speaker 4: and because I missed it when it was at like 723 00:32:46,080 --> 00:32:49,840 Speaker 4: three you or three thousand, and when it hard at 724 00:32:49,840 --> 00:32:52,120 Speaker 4: sixteen And now we's I don't know, like forty five 725 00:32:52,160 --> 00:32:55,120 Speaker 4: thousand dollars and they're about to approve a bitcoin spot 726 00:32:55,240 --> 00:32:58,040 Speaker 4: ETF And so it's like you got to turn off 727 00:32:58,040 --> 00:33:00,800 Speaker 4: the news and turn off your phone and understand that. 728 00:33:00,960 --> 00:33:04,120 Speaker 2: Like you were saying, misery loves company people. 729 00:33:03,880 --> 00:33:06,360 Speaker 1: I was thinking the same thing. It's exactly right what 730 00:33:06,400 --> 00:33:08,360 Speaker 1: you just said. When you said the clicker, I thought, oh, right, 731 00:33:08,440 --> 00:33:12,400 Speaker 1: hate cells. That's where we are now. Misery cells fascinating. 732 00:33:12,480 --> 00:33:18,600 Speaker 4: I think ad dollars on news channels or on positive influencers, 733 00:33:19,120 --> 00:33:21,480 Speaker 4: you're not even turning on the news if things are happy, 734 00:33:21,600 --> 00:33:23,280 Speaker 4: Like what do you can turned on? And everyone's like, goepy, 735 00:33:23,400 --> 00:33:25,560 Speaker 4: it's a nice, happy day to day, go to work, 736 00:33:25,680 --> 00:33:28,560 Speaker 4: enjoy your life like no one's watching it. So you 737 00:33:29,080 --> 00:33:32,320 Speaker 4: have to kind of propagate negativity, you know, and. 738 00:33:32,240 --> 00:33:34,480 Speaker 2: It's it's fucked up, it's crazy. 739 00:33:35,120 --> 00:33:37,000 Speaker 4: So if you can learn how to tune that out 740 00:33:37,080 --> 00:33:40,080 Speaker 4: and turn that off, things are actually so much better 741 00:33:40,120 --> 00:33:41,760 Speaker 4: than people make out or. 742 00:33:41,840 --> 00:33:44,040 Speaker 1: Use it and just realize it says more about other people. 743 00:33:44,040 --> 00:33:45,880 Speaker 1: I've started to have more compassion. I feel like people 744 00:33:45,920 --> 00:33:48,280 Speaker 1: must be really miserable, and I do attribute some of 745 00:33:48,280 --> 00:33:51,000 Speaker 1: it to the holidays, and so think about how sad 746 00:33:51,040 --> 00:33:53,479 Speaker 1: they must be if it makes them feel better to 747 00:33:53,520 --> 00:33:54,920 Speaker 1: be miserable and to criticize. 748 00:33:55,000 --> 00:33:56,720 Speaker 3: You have a four year old, I have a thirteen year. 749 00:33:56,600 --> 00:34:00,200 Speaker 1: Old, and it's helpful to tell kids like that they 750 00:34:00,200 --> 00:34:02,760 Speaker 1: can use it like fuel, like it really it isn't 751 00:34:02,800 --> 00:34:04,640 Speaker 1: about them what people are saying about them. 752 00:34:04,760 --> 00:34:06,000 Speaker 3: So I think that's huge. 753 00:34:06,080 --> 00:34:08,680 Speaker 4: That's such a great point, Like, you know, it's not 754 00:34:08,920 --> 00:34:10,960 Speaker 4: we learned that and understand that you can. 755 00:34:12,080 --> 00:34:12,640 Speaker 3: I have that. 756 00:34:12,760 --> 00:34:16,000 Speaker 1: I have the ability for some reason. Sometimes like someone 757 00:34:16,000 --> 00:34:18,440 Speaker 1: says something so nasty and my first reaction is like 758 00:34:18,440 --> 00:34:21,160 Speaker 1: to smiles like, wow, I really just triggered that person. 759 00:34:21,200 --> 00:34:22,319 Speaker 3: That means when I was. 760 00:34:22,360 --> 00:34:24,799 Speaker 4: Doing when I was in I think it was like 761 00:34:24,960 --> 00:34:28,279 Speaker 4: tenth grade, there was a bully in my school, right 762 00:34:28,400 --> 00:34:31,440 Speaker 4: who this is where I learned that, and the meanest 763 00:34:31,480 --> 00:34:35,520 Speaker 4: kid ever. Because I did theater. You would make fun, 764 00:34:35,560 --> 00:34:37,960 Speaker 4: you would call me every name under the sun. He 765 00:34:38,000 --> 00:34:39,919 Speaker 4: would like come up to me in class and flick 766 00:34:40,000 --> 00:34:42,680 Speaker 4: me behind my ears and like hit me. And you 767 00:34:42,719 --> 00:34:45,040 Speaker 4: know I was, you know, telling the whole school I 768 00:34:45,080 --> 00:34:47,919 Speaker 4: was was gay, and which is not a big deal, 769 00:34:47,960 --> 00:34:50,080 Speaker 4: but at the time when I was in tenth grade. 770 00:34:49,880 --> 00:34:50,560 Speaker 2: You know I wasn't. 771 00:34:50,960 --> 00:34:52,160 Speaker 3: Oh no, that was a big deal. 772 00:34:52,760 --> 00:34:55,000 Speaker 4: Yeah, And you know it was tough. And then I remember, 773 00:34:55,640 --> 00:34:57,880 Speaker 4: because we couldn't drive yet, I think we were we 774 00:34:57,880 --> 00:35:01,040 Speaker 4: were fifteen. I remember getting picked up from school late 775 00:35:01,520 --> 00:35:05,480 Speaker 4: and then driving home and on the drive home his family, 776 00:35:05,480 --> 00:35:09,120 Speaker 4: his dad's car was pulled over and his dad was 777 00:35:09,800 --> 00:35:14,120 Speaker 4: like screaming at him like out of a movie and 778 00:35:14,320 --> 00:35:17,560 Speaker 4: was slapping him in the face, and the kid was crying, crying, crying, 779 00:35:17,920 --> 00:35:20,479 Speaker 4: And I have that image is burned in my head 780 00:35:21,080 --> 00:35:23,200 Speaker 4: of hurt people, hurt people. 781 00:35:23,360 --> 00:35:24,960 Speaker 3: Wow, that's brilliant. 782 00:35:25,280 --> 00:35:28,839 Speaker 4: Wow, And so never forget that. So anytime anyone's ever 783 00:35:28,920 --> 00:35:31,960 Speaker 4: mean or anything, I'm like you, Well, one, I get annoyed, 784 00:35:32,120 --> 00:35:33,640 Speaker 4: but then I'm also like you, and I'm like. 785 00:35:33,640 --> 00:35:34,920 Speaker 2: Hurt people, hurt people. 786 00:35:35,200 --> 00:35:37,920 Speaker 4: This is how they don't know another way to react 787 00:35:37,960 --> 00:35:39,960 Speaker 4: to you, so they do it the way that they 788 00:35:39,960 --> 00:35:42,000 Speaker 4: were told to, which is to be mean and to 789 00:35:42,080 --> 00:35:42,400 Speaker 4: hurt you. 790 00:35:43,360 --> 00:35:47,480 Speaker 1: Right, Yeah, that's so crazy, that's so yeah, that's so true, 791 00:35:47,520 --> 00:35:50,160 Speaker 1: and I I do try. I was literally just talking 792 00:35:50,160 --> 00:35:51,840 Speaker 1: to Denise Richards about it is like you have to 793 00:35:51,880 --> 00:35:52,759 Speaker 1: just like use it as fuel. 794 00:35:52,760 --> 00:35:54,040 Speaker 3: You have to be like, wow, I really got that 795 00:35:54,080 --> 00:35:54,960 Speaker 3: person lit up. 796 00:35:55,400 --> 00:35:59,400 Speaker 1: And you know, it's either it's either they are really 797 00:35:59,400 --> 00:36:01,080 Speaker 1: thinking about it you and they hate you, or they 798 00:36:01,120 --> 00:36:03,000 Speaker 1: love you. But in the middle is indifference. I means 799 00:36:03,040 --> 00:36:06,120 Speaker 1: you're making no impact whatsoever. So I'd rather I'd take 800 00:36:06,120 --> 00:36:09,799 Speaker 1: the hate over the indifference. I guess in general, what 801 00:36:09,840 --> 00:36:11,600 Speaker 1: are the biggest things going on now? Like what are 802 00:36:11,640 --> 00:36:13,279 Speaker 1: the things if someone's on a plane being like what 803 00:36:13,280 --> 00:36:14,919 Speaker 1: are you what are you working on? Like what would 804 00:36:14,960 --> 00:36:17,760 Speaker 1: you say besides like this apartment, that apartment, like generally 805 00:36:17,840 --> 00:36:21,000 Speaker 1: like another book, another show, Like what are the big 806 00:36:21,040 --> 00:36:22,200 Speaker 1: ticket items? 807 00:36:22,640 --> 00:36:22,879 Speaker 2: Yeah? 808 00:36:23,440 --> 00:36:25,799 Speaker 4: Well, we I mean I started my own company in 809 00:36:25,800 --> 00:36:29,160 Speaker 4: twenty twenty and that was crazy. So, you know, we 810 00:36:29,880 --> 00:36:33,040 Speaker 4: run the real estate brokerage. We expanded to six states 811 00:36:33,040 --> 00:36:36,000 Speaker 4: this year. You know, we're about five hundred agents, one 812 00:36:36,040 --> 00:36:39,839 Speaker 4: hundred and fifteen staff members. We run an ed tech 813 00:36:39,920 --> 00:36:42,840 Speaker 4: business that's like Salesforce for sales training, that's B to 814 00:36:42,960 --> 00:36:46,880 Speaker 4: B and direct consumer as well. That's been super wild 815 00:36:46,920 --> 00:36:48,759 Speaker 4: and fun to watch that grow. And then we have 816 00:36:48,800 --> 00:36:51,920 Speaker 4: a production company for real estate. You know, I like 817 00:36:51,960 --> 00:36:54,520 Speaker 4: to stay with my within my niche. I think the 818 00:36:54,600 --> 00:36:58,239 Speaker 4: niche is key right, riches and niches, and so all 819 00:36:58,280 --> 00:37:01,120 Speaker 4: of those are growing. Next year, they're there's a lot 820 00:37:01,160 --> 00:37:03,839 Speaker 4: of big things happening. My third book comes out in February. 821 00:37:03,880 --> 00:37:06,880 Speaker 4: There is something that we made this year that we 822 00:37:06,920 --> 00:37:09,120 Speaker 4: shot that I can't talk about, but that'll come out 823 00:37:09,160 --> 00:37:12,240 Speaker 4: next year, which is super cool and just very different 824 00:37:12,280 --> 00:37:14,520 Speaker 4: and been a lot of fun. And I'm just excited 825 00:37:14,560 --> 00:37:17,200 Speaker 4: about growth, and you know, I'm excited for people. I 826 00:37:17,239 --> 00:37:19,440 Speaker 4: think twenty twenty three was a trying year for so 827 00:37:19,600 --> 00:37:22,520 Speaker 4: many and I'm excited for that to kind of be 828 00:37:22,600 --> 00:37:25,200 Speaker 4: behind us and now use that use twenty twenty three 829 00:37:25,320 --> 00:37:27,000 Speaker 4: is that if it wasn't a good year, for you 830 00:37:27,080 --> 00:37:29,720 Speaker 4: use it as fuel to make twenty twenty four your fire. 831 00:37:30,200 --> 00:37:31,280 Speaker 2: You know, it's like that quote. 832 00:37:32,280 --> 00:37:34,360 Speaker 4: Yeah, if you know, you know gasoline, like, if you 833 00:37:34,400 --> 00:37:36,919 Speaker 4: know how to use it, it can it can. 834 00:37:37,360 --> 00:37:38,960 Speaker 2: It can warm your house. Right. If you don't know 835 00:37:39,000 --> 00:37:41,000 Speaker 2: how to use it, it'll burn your house down. 836 00:37:41,560 --> 00:37:44,040 Speaker 1: So use it, use it the right now you do 837 00:37:44,160 --> 00:37:47,440 Speaker 1: motivational speaking, I assume right like you are. 838 00:37:47,960 --> 00:37:49,759 Speaker 4: I used to do a lot more until I got 839 00:37:50,400 --> 00:37:53,960 Speaker 4: so busy, and that's hard. But I talked to salespeople 840 00:37:53,960 --> 00:37:58,120 Speaker 4: all over the world. It's Dubai and Abu Dhavi and 841 00:37:58,160 --> 00:38:02,680 Speaker 4: Monaco and Australia and Scare which were nice, which were fun. 842 00:38:03,080 --> 00:38:04,600 Speaker 2: Yeah, I grew up on stage. 843 00:38:04,600 --> 00:38:06,440 Speaker 4: It's like the one thing I can go back to 844 00:38:06,560 --> 00:38:08,920 Speaker 4: and step up on stage like, oh, I'm kind of home. 845 00:38:09,239 --> 00:38:13,080 Speaker 1: Yeah, you're very, very like enlightening and positive and motivating. 846 00:38:13,360 --> 00:38:15,360 Speaker 1: I want to tell you something that someone told me. 847 00:38:15,560 --> 00:38:18,480 Speaker 1: Noble told me. So many people have said to get 848 00:38:18,480 --> 00:38:20,560 Speaker 1: my real estate license because I bought you know, probably 849 00:38:20,600 --> 00:38:22,560 Speaker 1: in my life like ten to fifteen plate maybe not 850 00:38:22,600 --> 00:38:25,200 Speaker 1: even that many, but like ten twelve places if I 851 00:38:25,239 --> 00:38:26,720 Speaker 1: count to, maybe maybe fifteen. 852 00:38:27,120 --> 00:38:29,520 Speaker 3: So I went online. 853 00:38:29,719 --> 00:38:31,839 Speaker 1: I don't know which one it was in Connecticut, I think, 854 00:38:31,880 --> 00:38:33,759 Speaker 1: I don't remember if it was New York. And I 855 00:38:33,800 --> 00:38:35,880 Speaker 1: started doing the chapters and I wasn't gonna like I 856 00:38:35,920 --> 00:38:37,680 Speaker 1: wanted to go to the class, and everyone's like you're 857 00:38:37,680 --> 00:38:39,120 Speaker 1: a loser, like you don't need to go sit in 858 00:38:39,160 --> 00:38:41,560 Speaker 1: a class like driving school. So I was like fine, 859 00:38:42,320 --> 00:38:44,759 Speaker 1: So in the car, I started the online thing and 860 00:38:44,800 --> 00:38:47,839 Speaker 1: then like every single chapter, and I would read through 861 00:38:47,840 --> 00:38:49,359 Speaker 1: the whole thing like I was doing it right because 862 00:38:49,360 --> 00:38:51,160 Speaker 1: people said they kind of finagle it, and they don't. 863 00:38:51,160 --> 00:38:52,960 Speaker 1: They don't really pay attention and they try to take 864 00:38:52,960 --> 00:38:54,920 Speaker 1: the test at the end or I don't know what 865 00:38:54,960 --> 00:38:57,480 Speaker 1: their way is, but or someone else sits there in 866 00:38:57,480 --> 00:38:57,880 Speaker 1: front of it. 867 00:38:57,960 --> 00:38:58,799 Speaker 3: I was really doing it. 868 00:38:58,840 --> 00:39:00,920 Speaker 1: And at the end I would fail the quiz like 869 00:39:01,000 --> 00:39:03,040 Speaker 1: three times until it wouldn't let you do it again, 870 00:39:03,120 --> 00:39:05,759 Speaker 1: and then I would like reset, and then finally. 871 00:39:05,400 --> 00:39:06,600 Speaker 3: I would pass the quiz. 872 00:39:06,760 --> 00:39:09,680 Speaker 1: And Paul, my fiance, who's in real estate, that's his business. 873 00:39:09,719 --> 00:39:13,080 Speaker 1: He you know, develops as shopping centers, very successful and 874 00:39:13,320 --> 00:39:16,480 Speaker 1: you know, millions of square feet in real estate, and 875 00:39:16,560 --> 00:39:18,319 Speaker 1: he I was trying to get him to help me, 876 00:39:18,360 --> 00:39:20,799 Speaker 1: and he couldn't. We both were failing the quiz. I'm like, 877 00:39:20,840 --> 00:39:23,960 Speaker 1: we're fit. You're a fucking failure. You're in real estate. 878 00:39:24,040 --> 00:39:26,040 Speaker 1: We are I was on the cover of Forbes. I 879 00:39:26,080 --> 00:39:28,600 Speaker 1: can't do this dumb test. So we only got through 880 00:39:28,600 --> 00:39:30,600 Speaker 1: like a certain amount of chapters and I literally said 881 00:39:30,600 --> 00:39:32,839 Speaker 1: to him, I was like, you think Ryan, Sirhank could 882 00:39:32,880 --> 00:39:35,279 Speaker 1: like pass this test right now? Cold, Like, I just 883 00:39:35,280 --> 00:39:37,000 Speaker 1: want to give you the quizzes and see if you 884 00:39:37,080 --> 00:39:37,759 Speaker 1: could pass them. 885 00:39:37,800 --> 00:39:39,279 Speaker 2: No, no, because they don't. 886 00:39:39,400 --> 00:39:40,359 Speaker 3: You couldn't pass them. 887 00:39:40,560 --> 00:39:41,879 Speaker 2: No, the quizzes don't. 888 00:39:41,880 --> 00:39:42,520 Speaker 3: They're hard. 889 00:39:43,120 --> 00:39:45,480 Speaker 4: Yeah, it's like anything like, they don't. They don't test 890 00:39:45,560 --> 00:39:47,239 Speaker 4: you on anything you actually need to know. Like I 891 00:39:47,239 --> 00:39:50,520 Speaker 4: don't remember all the laws from the sixties that were 892 00:39:50,600 --> 00:39:51,840 Speaker 4: created for the board. 893 00:39:51,840 --> 00:39:54,800 Speaker 1: There's this board, there's that board. There's how many days until? 894 00:39:55,000 --> 00:39:56,759 Speaker 1: And I'm such a dork that I was like really 895 00:39:56,760 --> 00:39:59,359 Speaker 1: paying attention, but I gave I haven't finished at least. 896 00:39:59,360 --> 00:40:01,040 Speaker 1: It's not like I'm going to get demoted, Like it 897 00:40:01,040 --> 00:40:04,120 Speaker 1: doesn't expire. I can go back. But one day I'll 898 00:40:04,120 --> 00:40:06,759 Speaker 1: get my real estate license. And if you open in Connecticut, 899 00:40:06,840 --> 00:40:07,640 Speaker 1: I can be a broker. 900 00:40:08,800 --> 00:40:10,319 Speaker 2: We are opening in Connecticut. 901 00:40:10,520 --> 00:40:11,600 Speaker 3: You should finish ready. 902 00:40:12,200 --> 00:40:15,880 Speaker 4: Yeah, Yeah, Florida is the hardest one. I'm the broker 903 00:40:15,920 --> 00:40:16,680 Speaker 4: record in Connectic. 904 00:40:16,680 --> 00:40:19,200 Speaker 3: Nothing can be harder than the one I talk because. 905 00:40:18,960 --> 00:40:21,799 Speaker 4: It's hard because in Florida you guys to start dealing 906 00:40:21,840 --> 00:40:24,360 Speaker 4: with with with floodplanes and you know the state tests. 907 00:40:24,880 --> 00:40:26,840 Speaker 4: You know, like if you're taking it in in Connecticut, 908 00:40:26,840 --> 00:40:28,840 Speaker 4: you're like, what's what's the big deal in Florida? Like 909 00:40:28,960 --> 00:40:31,399 Speaker 4: they have to test you on meats and bounds and 910 00:40:31,719 --> 00:40:34,160 Speaker 4: you know, like ranch and farm and that's like. 911 00:40:34,160 --> 00:40:36,680 Speaker 1: Me getting an MBA. I don't stop. I'm not ready 912 00:40:36,680 --> 00:40:39,040 Speaker 1: for that. Okay, I'm not ready. I have to get through. 913 00:40:39,040 --> 00:40:41,359 Speaker 1: I have like twenty four more chapters. I'm only through six. 914 00:40:41,560 --> 00:40:44,200 Speaker 4: I have faith in you. You're a committed woman. You 915 00:40:44,200 --> 00:40:45,040 Speaker 4: will figure it out. 916 00:40:45,120 --> 00:40:46,680 Speaker 1: I'm going to pass and we're going to we could 917 00:40:46,680 --> 00:40:49,400 Speaker 1: do a graduation ceremony. I will call you when I pass, 918 00:40:49,520 --> 00:40:53,280 Speaker 1: and then I will be a broker anyway. Yeah, awesome, 919 00:40:53,320 --> 00:40:56,520 Speaker 1: Wow your list of responsibilities exactly. 920 00:40:56,920 --> 00:40:59,560 Speaker 3: It was so fun talking to you. I really appreciate 921 00:40:59,560 --> 00:40:59,960 Speaker 3: you doing that. 922 00:41:00,400 --> 00:41:01,160 Speaker 2: Thanks for having me. 923 00:41:01,160 --> 00:41:01,480 Speaker 4: Thank you. 924 00:41:01,560 --> 00:41:03,080 Speaker 3: Have a happy holiday you too. 925 00:41:03,560 --> 00:41:05,360 Speaker 4: You two h