Latest / The Steve Harvey Morning Show / NYT Bestselling Author & co-star of Bravo’s “Million Dollar Listing NY” Ryan Serhant, talks new book

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NYT Bestselling Author & co-star of Bravo’s “Million Dollar Listing NY” Ryan Serhant, talks new book · The Steve Harvey Morning Show

0:04
Speaker 1: Welcome to Money Making Conversations. It's the show that she
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Speaker 1: Brandon expert Rashan McDonald. I will know he's given me
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Speaker 1: my man, Rashan McDonald money Making Conversations. Here we go.
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Speaker 1: Welcome to money Making Conversation. I am your host, ra
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Speaker 1: Sean McDonald. It's time to stop reading other people's success
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Speaker 1: it your planning and your community. Ever, my interviews provide
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Speaker 1: the consumer and business owner assets access to celebrities, ceowes,
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Speaker 1: entrepreneurs and industry to do an industry decision makers. My
1:02
Speaker 1: next guest is Ryan Sir Hand. He's a co star
1:04
Speaker 1: Bravo's hit show Million Dollars lestin New York and the
1:08
Speaker 1: author of the national bestseller Sell It Like Sir Hand.
1:11
Speaker 1: Ryan may just nine thousand dollars he talked about it
1:13
Speaker 1: in this book the first year in the business. Twelve
1:15
Speaker 1: years later, he averages a billion dollars in sales every year,
1:18
Speaker 1: making him one of the most successful real estate brokers
1:21
Speaker 1: in the world. His social media platforms gets a combined
1:24
Speaker 1: average of three million eyeballs. His real estate company, which
1:27
Speaker 1: launched in and is the most followed real estate brand
1:31
Speaker 1: in the world. He was discussing this new book b
1:34
Speaker 1: m E. Big Money Energy, How to Rule It, work,
1:37
Speaker 1: dominated life and make millions. People who possess b EMMY,
1:42
Speaker 1: which is big Money Energy, get that way because they
1:44
Speaker 1: are on committed to making their vision for themselves. The
1:47
Speaker 1: reality and their vision is big b I G. Please
1:52
Speaker 1: Working to money making conversation. He is b m E himself. Ryan,
1:56
Speaker 1: sir Hand. How you doing, sir? How you a pretty good?
2:00
Speaker 1: Let's talk about this book man. You know uh? In
2:03
Speaker 1: some ways I felt this was like a refresher course
2:05
Speaker 1: for me, which is really good because sometimes we could
2:08
Speaker 1: get how to be successful. We would get the journeys
2:12
Speaker 1: and a book like this. If you don't know, you learned.
2:15
Speaker 1: If you do know, it really enforces the path that
2:18
Speaker 1: you've taken is the right path? Correct? Correct? You know?
2:23
Speaker 1: I came to New York City, uh in two thousand
2:27
Speaker 1: six after I graduated school, and the one thing I
2:30
Speaker 1: always wanted to do was theater. I wasn't good at
2:34
Speaker 1: too much else. I wasn't good at school, I wasn't
2:37
Speaker 1: good at sports. My parents really really pushed me to
2:40
Speaker 1: do both of those things, take as many different courses
2:43
Speaker 1: as it could, uh, play every single sport imaginable. But
2:48
Speaker 1: the only thing that I was kind of okay at
2:50
Speaker 1: was theater. And so I've always believed that I'd rather
2:55
Speaker 1: regret the things I did and the things I never tried.
2:58
Speaker 1: And so I moved to me or City and gave
3:01
Speaker 1: myself two years. You know, I've been working odd jobs
3:04
Speaker 1: in the summers and after school since I was like
3:08
Speaker 1: seven years old. Um. And so I had a little
3:11
Speaker 1: bit of money saved up, and that was my New
3:13
Speaker 1: York City money, um. And it lasted at me a
3:16
Speaker 1: couple of years. And at that point I ran out
3:19
Speaker 1: of money in the summer of two thousand eight, and
3:22
Speaker 1: it was to get a job or move home. Uh.
3:25
Speaker 1: And when I decided to become a real estate agent,
3:28
Speaker 1: I realized I had no competence as a real estate agent.
3:31
Speaker 1: Who who Who's going to buy or rent an apartment
3:34
Speaker 1: from me? I'm not from here. I was born in Houston, Texas.
3:37
Speaker 1: I grew up a little bit in Long Island outside Boston.
3:40
Speaker 1: You know, I bounced around eight times before fourth grade.
3:44
Speaker 1: Um uh. You know, I had very, very very low
3:47
Speaker 1: self esteem. Um And when you come to a city
3:50
Speaker 1: like New York, you know, New York is run by
3:53
Speaker 1: New Yorkers and I definitely was not a New Yorker.
3:56
Speaker 1: I wasn't InCor to the schools here and I grew
3:58
Speaker 1: up here. But I saw all these people walking around
4:01
Speaker 1: on the streets and events who carried themselves with a
4:05
Speaker 1: certain level of confidence that just proves that they were successful.
4:09
Speaker 1: You know, the type of person that would walk into
4:11
Speaker 1: a room and everyone would gravittake towards them. You know,
4:14
Speaker 1: they had this big magnetic energy and I wanted that,
4:20
Speaker 1: um uh. And that's really what this book is. Big
4:23
Speaker 1: Money energy is all about how to become the person
4:27
Speaker 1: you want to become. If you're the type of person
4:29
Speaker 1: who looks at other people's success and says, why not me?
4:32
Speaker 1: That was me? That was me? And I used to
4:35
Speaker 1: say the same thing, and then I figured out how
4:38
Speaker 1: to get there, and so I put it all into
4:40
Speaker 1: the book. Well, you know, the thing about the book
4:42
Speaker 1: is that this is what I really liked. I like
4:44
Speaker 1: the book in a lot of different ways. Like I
4:45
Speaker 1: told you, I love chapter five when you talk about
4:48
Speaker 1: dominating the look of domint look, it's important, don't trivia
4:51
Speaker 1: lize to look and we're gonna talk about we first
4:54
Speaker 1: sale was tied to the look and how you know
4:57
Speaker 1: how you used as a manifestation to who you are
4:59
Speaker 1: to date selling you look great? Look at you? You
5:01
Speaker 1: look beautiful? I would you. I I cannot read chapter
5:05
Speaker 1: five and not come on an interview any other way,
5:07
Speaker 1: but like this, this had to be this is my
5:09
Speaker 1: dominating look. Now I'm a dominator to day, are interviewing
5:12
Speaker 1: you in my dominating style. Now. The reason I liked
5:16
Speaker 1: your book was that a lot of books I read
5:18
Speaker 1: they talk about entrepreneurship, they talk about small business owner.
5:21
Speaker 1: You're talking about everyday people, how they can rule the work,
5:24
Speaker 1: how they can rule in a regular for they all
5:26
Speaker 1: week job. How also they can turn around by just
5:29
Speaker 1: changing their attitude, by changing their look, which in turn
5:32
Speaker 1: means they can dominate in life and make millions. But
5:35
Speaker 1: so many people look at that for they all week
5:37
Speaker 1: job and treat that that's all they can be, and
5:40
Speaker 1: not looking at the nuances of what they can change
5:42
Speaker 1: in their life to be successful. That's why this book
5:45
Speaker 1: is really a must read book for just everyday people
5:47
Speaker 1: as well as entrepreneurs. Correct, yeah, I know it's it's
5:52
Speaker 1: not just for entrepreneurs. UM and entrepreneurs are people who
5:56
Speaker 1: don't have forty error a week jobs. They don't have
5:58
Speaker 1: jobs at all. You know. I I am an entrepreneur,
6:01
Speaker 1: but I am unemployed. You know I I make money
6:04
Speaker 1: if I sell a house. That's it. You know, there's
6:06
Speaker 1: no no one pays me hourly. I don't. I don't
6:08
Speaker 1: have a monthly retainer. I don't have salaries or benefits
6:11
Speaker 1: from everyone. If I sell a house, I get a
6:14
Speaker 1: small percentage of that house sale and that's it. Um.
6:17
Speaker 1: If you have a job that is paying you by
6:20
Speaker 1: the hour, or you have a salary you're one step
6:23
Speaker 1: above any entrepreneur. To be an entrepreneur, you have to
6:26
Speaker 1: be a little bit crazy because you're basically cutting out
6:29
Speaker 1: the net. That's the only way I know how to live.
6:31
Speaker 1: I need to have my back up against a wall
6:34
Speaker 1: an order for for me to really really fight and
6:37
Speaker 1: get as much I want to add a life as possible.
6:39
Speaker 1: But if you are working that forty hour week, um,
6:44
Speaker 1: just know that any of your superior's positions are possible
6:47
Speaker 1: for you too, you know. And that's what having big
6:50
Speaker 1: money energy is really really all about, is having that
6:52
Speaker 1: big competent energy to start being the role before you
6:57
Speaker 1: are the role. Okay, start assuming that position before someone
7:02
Speaker 1: even has to give it to you. I think so
7:03
Speaker 1: many people sit and wait and say, well, I'm not
7:05
Speaker 1: going to do that. I'm not going to know. That's
7:07
Speaker 1: not my job. That's not my job. That's not my job.
7:09
Speaker 1: That's if you're the type of person who says that's
7:11
Speaker 1: not my job, and then then you're not going to
7:13
Speaker 1: go anywhere anyway. Like I still to this day, if
7:17
Speaker 1: I got to, I'll go paint and apartments, paint to
7:20
Speaker 1: our place in microwave, because nothing is above me. My
7:24
Speaker 1: job is to get the job done regardless of who's
7:27
Speaker 1: doing it. Now. Ideally other people do it, but if
7:30
Speaker 1: they don't, I'm gonna do it. Um. So you can
7:33
Speaker 1: look at the people that are above you at work,
7:36
Speaker 1: either the better sales people or your manager or the boss,
7:39
Speaker 1: and know that it's possible for you to be in
7:42
Speaker 1: that position. You just have to want it, and then
7:44
Speaker 1: you have to work for it, and then you have
7:46
Speaker 1: to work into it. We know. The thing about it
7:49
Speaker 1: is that a lot of people are in your business,
7:50
Speaker 1: the real estate business. But I've never seen the social
7:54
Speaker 1: media favor that you get in social media because they're
7:57
Speaker 1: all my guests. I always look at the social media attraction,
8:00
Speaker 1: follow their feeds. Why do you think that your followers
8:03
Speaker 1: are so engaged with your brain? Is because your youth,
8:05
Speaker 1: because of your your tone, your style, You're confident, you
8:09
Speaker 1: car you got a swagger about you. Let's go on, right,
8:11
Speaker 1: let's go in mid You have a swagger about you
8:13
Speaker 1: and there's a fun swagger. Is it tied to the
8:15
Speaker 1: fact that you wanted to be an actor and you
8:17
Speaker 1: and you just like play act in the world at
8:19
Speaker 1: the success and that's why bame works for you. Big
8:22
Speaker 1: money and talk about that. Why why are you so
8:25
Speaker 1: popularly in social media? Oh? Man, Well, I think that's
8:30
Speaker 1: for one. People like real estate, right, They like looking
8:33
Speaker 1: at beautiful houses, They like seeing inside wealthy people's homes.
8:37
Speaker 1: So people follow me for the real estate, I think
8:41
Speaker 1: to one of the reasons million are listing works so
8:43
Speaker 1: well as a show is because it is such a
8:47
Speaker 1: crazy career, like the fact that you could live in
8:51
Speaker 1: New York City and sell these insane homes and deal
8:54
Speaker 1: with these crazy people. That's a that's a wild job.
8:58
Speaker 1: And so there's this voyeuristic thing about following me. You know,
9:04
Speaker 1: what is my life like? My life is not normal onsoever,
9:09
Speaker 1: between the filming, the books, the showings, the apartments, the houses,
9:13
Speaker 1: the flying around, all the craziness um. And so I
9:16
Speaker 1: think people like that. They like being able to take
9:18
Speaker 1: a step back and and seeing what what what our
9:21
Speaker 1: lifestyles are like. And I think that I also try
9:25
Speaker 1: to have fun with things. I don't take myself too seriously.
9:28
Speaker 1: I don't care how much I sell. Life is way
9:30
Speaker 1: too short. That's what I love about you, you know,
9:33
Speaker 1: because you you don't take yourself serious, but you're you're shark.
9:37
Speaker 1: You know that, you know a lot of clothes, and uh,
9:40
Speaker 1: let's talk about that whole start because I want to
9:42
Speaker 1: give away the book. But this book is kind of
9:44
Speaker 1: like a journey from you know, becoming a novice who
9:47
Speaker 1: didn't understand it's value and understood and then just a
9:51
Speaker 1: gift from God fell into your lap and you adjusted
9:55
Speaker 1: to it and you rose to the occasion, and you
9:57
Speaker 1: kind of mentioned it earlier. A lot of people who
10:00
Speaker 1: who tend to say how will do that? Though? Is
10:02
Speaker 1: that's not my cup of tea or nobody nobody put
10:05
Speaker 1: that as my work schedule or my opportunity. That is
10:08
Speaker 1: what you didn't do. And that's what this book is
10:11
Speaker 1: telling people. When the opportunity comes to you, don't push
10:15
Speaker 1: it this side, challenge yourself. This book is a challenge
10:17
Speaker 1: yourself book. And I am I reading it correctly, Oh yes,
10:22
Speaker 1: thousand percent. The book is not for people that are
10:24
Speaker 1: going to read it and then go back to life
10:28
Speaker 1: the same way they were they were doing it yesterday. Right.
10:31
Speaker 1: The book is for anybody that wants to do better,
10:33
Speaker 1: get to a place tomorrow that they otherwise wouldn't be today. Right.
10:38
Speaker 1: The whole idea is how do you become the person
10:42
Speaker 1: you're gonna be in ten years tomorrow. How do you
10:47
Speaker 1: start becoming future you? I think about Ryan all the time.
10:53
Speaker 1: That's the person who motivates me. That's the person I
10:56
Speaker 1: look up to is myself because look at what happened
11:00
Speaker 1: in He can't control anything, right, we can't predict anything
11:06
Speaker 1: in life is so so so delicate. I want to
11:10
Speaker 1: make sure that whatever I do today is going to
11:12
Speaker 1: make my life in nine years awesome, so that that
11:18
Speaker 1: guy is so successful that he can buy a time machine,
11:21
Speaker 1: go back in time and pat me on the back
11:23
Speaker 1: today and I'll be like, what's going on? Oh wow,
11:26
Speaker 1: that's me in the future, right, so much older now, Like,
11:29
Speaker 1: that's what I want, right, more than anything you want
11:32
Speaker 1: to the future year, right, you want that knowledge. But
11:34
Speaker 1: also when I'm reading your book, here's here's here's the
11:37
Speaker 1: cool thing about reading your book is that I like
11:40
Speaker 1: to believe I'm a successful person. Okay, and because of
11:43
Speaker 1: that success, then I've learned some tricks to the trade.
11:46
Speaker 1: And to see it written out somebody who follows that
11:49
Speaker 1: same path, because you're a successful person and a very
11:52
Speaker 1: successful person by the way, it follows those paths. What
11:56
Speaker 1: made you say you know some I'm a I'm a
11:59
Speaker 1: review this path to meal us who could potentially buy
12:03
Speaker 1: this book. What made you say I want to reveal
12:05
Speaker 1: I want to help people. Is that part of your DNA? Yeah,
12:10
Speaker 1: I didn't. I didn't think it was UM, But over
12:13
Speaker 1: the past couple of years it has become that. You know,
12:16
Speaker 1: we were we were quarantined like all of us. I
12:19
Speaker 1: was in New Hampshire in the woods, in the snow,
12:23
Speaker 1: talking to our our course members we do a big
12:25
Speaker 1: online sales course, talking to my team members, all the
12:28
Speaker 1: people that work with me UM and talking to fans
12:31
Speaker 1: and people all over the world, and everyone was so scared.
12:35
Speaker 1: People were nervous. No one had any idea what the
12:37
Speaker 1: answers were. We were all in limbo UM and people
12:40
Speaker 1: were being fired and people are being furloughed, and so
12:43
Speaker 1: many people were connecting their self worth to their income
12:49
Speaker 1: or lack thereof, to their level of income. And I
12:53
Speaker 1: remember thinking that way. So I stopped thinking that way,
12:56
Speaker 1: and so I just started writing, you know, with my
12:58
Speaker 1: first book that kind of happened to say went and
13:00
Speaker 1: so I just started writing. And out of those experiences
13:03
Speaker 1: and those conversations and those talks came big money, energy
13:06
Speaker 1: and how many different ways can there be that I
13:09
Speaker 1: get back? And get back with money, I get back
13:12
Speaker 1: with time. I am only successful because New York allows
13:16
Speaker 1: me to be successful. I'm only successful because I've been
13:20
Speaker 1: super fortunate and super lucky, and I completely understand that,
13:25
Speaker 1: and so what I know is also another way that
13:28
Speaker 1: I can get back. It's like, Okay, let me put
13:30
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13:32
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13:34
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Speaker 1: E R dot ai. And you did that, Let's talk
15:44
Speaker 1: about starting the business in which is the pandemic? A
15:47
Speaker 1: lot of people ran to the wolves, a lot of
15:50
Speaker 1: people felt sorry for themselves, a lot of people were
15:52
Speaker 1: afraid to come out of their homes. I know that's
15:55
Speaker 1: why I say I love you book, because I bought
15:56
Speaker 1: a building during the pandemic. I'm betting myself. And like
16:01
Speaker 1: I said to your book, you know, I don't want
16:03
Speaker 1: to act like I'm just saying things to make you
16:05
Speaker 1: feel good, but your book really aligned with a lot
16:07
Speaker 1: of my beliefs. And I bet on myself. And you
16:10
Speaker 1: talk about betting on yourself, trusting your instincts. And I
16:13
Speaker 1: bought up building and I had a plan, and it
16:16
Speaker 1: has been a plan that has led me to a
16:18
Speaker 1: tremendous amount of momentum and led to this new studio
16:20
Speaker 1: that I built out for myself. Because I had a
16:23
Speaker 1: plan and so talk about betting on yourself, because this
16:27
Speaker 1: book starts out when you was only making nine thousand
16:30
Speaker 1: dollars a year and you start betting yourself, you start
16:33
Speaker 1: taking risks, you start ignoring what other people said you
16:36
Speaker 1: should do, and did the things you felt you wanted
16:39
Speaker 1: to do, and some of them surprised you. Yeah, yes, yeah,
16:44
Speaker 1: My whole life has been a bunch of a bunch
16:46
Speaker 1: of surprises. Good surprises, Ryan, good surprises. Okay, yes, good surprises.
16:53
Speaker 1: It's one of the most important things about finding success,
16:59
Speaker 1: especially when you don't think that success is for you,
17:04
Speaker 1: because you think success is reserved for everybody else, the
17:08
Speaker 1: good looking, that educated, the well connected, etcetera. Right, understand
17:12
Speaker 1: that that's all You just have to become an opportunist.
17:16
Speaker 1: You cannot wait for opportunity. You can't wait for the future.
17:20
Speaker 1: You need to make the future now. You need to
17:23
Speaker 1: start creating situations that will create opportunities. You just start
17:29
Speaker 1: riding the waves of all your little individual successes and
17:32
Speaker 1: shouting them from the mountaintops. Remember that people who are
17:36
Speaker 1: successful only work with other successful people because there's there's
17:41
Speaker 1: too much risk in working with anyone else. So the
17:45
Speaker 1: reason I work now with billionaires helping them buy and
17:49
Speaker 1: sell property all over the world. Is because they know
17:52
Speaker 1: that I've helped other billionaires. They don't even talk to
17:55
Speaker 1: anyone else now. They just called me because they know, right,
17:58
Speaker 1: he's been able to figure it out, other people have
18:00
Speaker 1: used them. That's good enough for me, Ryan, I need
18:02
Speaker 1: this any that, right, you know. And so it's it's
18:07
Speaker 1: that level of just sort of betting on my own abilities,
18:11
Speaker 1: um and being able to play the game. Like you
18:15
Speaker 1: already have the money in your pocket, right right, Like
18:18
Speaker 1: you already you already want. Any time you go into
18:21
Speaker 1: a meeting, any time you go into work, you already want.
18:23
Speaker 1: You already won the day, right you've already been paid.
18:26
Speaker 1: What else can you do? What's gonna separate you from
18:29
Speaker 1: everybody else? But you know, the thing about it is
18:33
Speaker 1: that now hear what you're saying, and then you talk
18:35
Speaker 1: about in the book because you play the game. But
18:37
Speaker 1: you better have your facts together, you better do your homework.
18:41
Speaker 1: I remember when Steve Harvey now was sitting down in
18:43
Speaker 1: the meeting in l A and we met Janie, she's
18:46
Speaker 1: a billionaire, and were talking about some deals. And I've
18:50
Speaker 1: always had that gift of being able to I guess
18:53
Speaker 1: b asked my way up to a point and guess what.
18:55
Speaker 1: She called me on it, and she said, you're talented,
18:59
Speaker 1: but I know what you do and stop it. Stop it.
19:02
Speaker 1: And that point on I realized, And that's that's that
19:04
Speaker 1: moment you have in your book that you discussed when
19:06
Speaker 1: you got called on it, When you came in there
19:08
Speaker 1: with those generic responses, you thought you get away, and
19:11
Speaker 1: he kept digging into you, going he don't know, he
19:14
Speaker 1: don't know, talk about that moment because I don't want people.
19:17
Speaker 1: That's what I don't want to people take away from
19:19
Speaker 1: this book big money energy, that you can address a
19:21
Speaker 1: certain way and you can win. That you can be
19:24
Speaker 1: as your way with a personality and you can win.
19:26
Speaker 1: That is none of Ryan's skills. This is a person
19:30
Speaker 1: who does his work. He's willing to put forth the
19:33
Speaker 1: effort to accomplish the task. He knows a look, if
19:36
Speaker 1: you're gonna if you're gonna play with billionaires, don't walk
19:39
Speaker 1: up there like you're about to cut their yard. That's
19:41
Speaker 1: what he's saying in this book. And so I remember
19:44
Speaker 1: when when I was reading that portion of your book
19:45
Speaker 1: about your encounter, it flashed back to my encounter, because
19:49
Speaker 1: all I'm saying, Ryan is that in your book, my man,
19:52
Speaker 1: you're hitting so many home runs were relatable information that
19:57
Speaker 1: people like me and people who aren't successful like me,
19:59
Speaker 1: people want to imployed in FODA our week job. We'll
20:02
Speaker 1: take this information and win with it. And that's all
20:04
Speaker 1: you're saying. Yes, a thousand percent, everything takes work, but
20:11
Speaker 1: if you put the work in, the work will take
20:14
Speaker 1: care of you. The work will make you money, will
20:17
Speaker 1: make you more money, will allow you to lead a
20:18
Speaker 1: better lifestyle. But you cannot fake it. This isn't fake
20:22
Speaker 1: it till you make it. This is why not me?
20:25
Speaker 1: This is being future you. Okay, there's a very very
20:30
Speaker 1: very big difference between the two. Faking it till you
20:33
Speaker 1: make it is what you were just talking about that
20:35
Speaker 1: I did that once. I sold one apartment one okay,
20:40
Speaker 1: one for just over two million dollars, and I thought
20:43
Speaker 1: I was the man. I thought I was the best.
20:46
Speaker 1: I just sold this apart all I do. I did
20:48
Speaker 1: it with a Chinese investor, buying an apartment for a
20:51
Speaker 1: baby that wasn't even born yet. I am the man.
20:56
Speaker 1: And so I got a meeting with a big developer
20:58
Speaker 1: who sows buildings all for the city. Was like, wow, dude,
21:01
Speaker 1: I'm it's me. Okay, I just sold that apartment. I'm
21:05
Speaker 1: gonna go meet with this developer. Of course, I'm just
21:08
Speaker 1: gonna get this. And I went in there prepared to
21:11
Speaker 1: crush it. And he started asking me all these questions
21:13
Speaker 1: about the market, the history of New York City, what
21:17
Speaker 1: I thought about this developer, that developer, this, and I froze.
21:21
Speaker 1: I had no idea what he was talking about. I
21:24
Speaker 1: just thought, you know, he wanted to meet me, and that,
21:28
Speaker 1: like I was that I didn't have to do any work.
21:30
Speaker 1: That I was just gonna go into use and say, Ryan,
21:32
Speaker 1: we've got this building. You know you're a star broker.
21:34
Speaker 1: You just sold that apartment, so that Chinese and pstor
21:37
Speaker 1: you know, what do you think about our building? Would
21:39
Speaker 1: you like to sell it? I can't believe that I
21:42
Speaker 1: was so naive, But that was that was bull money energy.
21:46
Speaker 1: That was a BS money energy. Uh. That that carried
21:52
Speaker 1: me into that meeting. And when I left, the feedback
21:55
Speaker 1: I got from the friend who connected us was he
21:59
Speaker 1: basically just said Ryan's got a lot to learn. Nice kid, though,
22:04
Speaker 1: And that that was that moment where I was like, Okay,
22:08
Speaker 1: you know what, I just messed that up big time.
22:11
Speaker 1: I gotta fix this going forward. It's all about what
22:13
Speaker 1: you know. It's all about what you know. You do
22:16
Speaker 1: your homework, your preparation. That's where the confidence comes from,
22:20
Speaker 1: because then you don't need the experience if you know
22:22
Speaker 1: more than the next guy. And that's how you're better
22:24
Speaker 1: than the Internet. Right for all of us that are
22:27
Speaker 1: selling against the Internet all day long. That that was
22:31
Speaker 1: a that was a tough meeting. It was tough meeting,
22:33
Speaker 1: but that was a meaning that woke you up because
22:35
Speaker 1: it was two things I took away from that meeting. One,
22:37
Speaker 1: you didn't you do your homework, but to close your
22:40
Speaker 1: first deal with Joan, who was pregnant at the time,
22:44
Speaker 1: by you did your homework. You learned New York, you learned.
22:48
Speaker 1: You learned that you did one of the great one
22:50
Speaker 1: of the great moves. And I tell people every day,
22:52
Speaker 1: I say, if you want to be a star, go
22:54
Speaker 1: make a consistent appearance of the restaurant load and major
22:57
Speaker 1: d when you come in there and say hello with Sean.
22:59
Speaker 1: How you do one those techniques? Like I said, Man,
23:03
Speaker 1: this is one of my favorite books. Man, it's gonna
23:05
Speaker 1: be on my bookshef because all those things you're talking
23:08
Speaker 1: about un natural. You don't have to pay for it.
23:10
Speaker 1: You don't have to. If you're like going out to eat,
23:13
Speaker 1: go to the restaurant, the same restaurant all the time.
23:15
Speaker 1: Once you just have as a relationship, guess what, they
23:17
Speaker 1: give you the best table. They'll welcome you in front
23:19
Speaker 1: of a line. There's nothing to do with being a millionaire.
23:22
Speaker 1: And that's all I'm saying about. This is everyday people rules.
23:25
Speaker 1: If you're just work in a regular job, you can
23:27
Speaker 1: become a superstar. You can come to start big money
23:30
Speaker 1: energy how to rule it, work dominated like and make millions.
23:34
Speaker 1: That's all you're saying is that everyday people can win
23:37
Speaker 1: with this book. Am I correct? You are one correct sir.
23:42
Speaker 1: With that being said, why is it so hard to
23:44
Speaker 1: buy houses right there? Why is it? Why does the
23:46
Speaker 1: real estate market flying off the chart? Why is it
23:49
Speaker 1: everywhere I look every part of the country, people are
23:52
Speaker 1: buying homes like they're running out of style. Ryan, you're
23:54
Speaker 1: the expert coming because Uh. In March of um the
24:01
Speaker 1: federal government spent six trillion dollars on what was effectively
24:08
Speaker 1: a pr campaign for buying new homes, because there's nothing
24:15
Speaker 1: like being locked inside your current crappy house to convince
24:21
Speaker 1: you to go get a new one. And that's exactly
24:24
Speaker 1: what happened. People, really, listen, this isn't a financial crisis.
24:28
Speaker 1: Look at the stock market, like I mean, look at
24:30
Speaker 1: look at bank accounts, look at interest rates. It's like
24:32
Speaker 1: the greatest buying environments ever. Right, Yes, there was madis unemployment,
24:38
Speaker 1: but as COVID restrictions lifted, everyone wanted to get back
24:41
Speaker 1: to work. Right, there's so a lot of unemployment because
24:43
Speaker 1: people actually got fired from jobs they don't like. So
24:46
Speaker 1: they're they're trying to wait to figure out what exactly
24:48
Speaker 1: they want to do. A lot of them are getting
24:50
Speaker 1: the real estate. To be honest, we've seen a lot
24:53
Speaker 1: of people just joined up to our course. It's been
24:54
Speaker 1: totally crazy. Um uh you know. And so everyone want
24:59
Speaker 1: to end decided to buy new homes. And remember we
25:01
Speaker 1: still haven't totally recovered from the great recession that started
25:04
Speaker 1: in two thousand eight. Right, the world is we're still
25:08
Speaker 1: in that, Like we're still trying to figure out how
25:11
Speaker 1: we're crawling out of that. Like that was a massive collapse.
25:15
Speaker 1: Um that is this is a shock wave from and
25:17
Speaker 1: so a lot of people still haven't upgraded their homes
25:20
Speaker 1: from prior to two thousand two, and so now they're
25:24
Speaker 1: doing it because now they're trapped, you know, and they
25:27
Speaker 1: don't want to be trappedick again. If there's gonna be
25:28
Speaker 1: a second wave, a third wave, who knows? Now it
25:32
Speaker 1: own problem? Do they have to that that show is
25:36
Speaker 1: part of your I guess you want to say, brain now, okay,
25:40
Speaker 1: what is it for nine years? Right? It's part of
25:42
Speaker 1: your brain. What what is the future? Do you? What
25:45
Speaker 1: do you? You just go to uh? And then when
25:48
Speaker 1: I say that part of your brain is that it
25:51
Speaker 1: gives you a vehicle to promote who you are and
25:54
Speaker 1: to validate who you are and also build your company.
25:57
Speaker 1: And a lot of people, like you said in the
25:59
Speaker 1: book Love your Friend, our friend thought you were crazy
26:03
Speaker 1: for trying not to be a reality store. Talk about
26:07
Speaker 1: that friend now and also would be in a reality store.
26:13
Speaker 1: All my friends thought I was crazy, My family thought
26:16
Speaker 1: I was crazy. Everyone thought I was crazy. I remember
26:19
Speaker 1: this was two thousand and ten. Reality TV in two
26:22
Speaker 1: thousand and ten wasn't for building a business. It was
26:26
Speaker 1: for Dog the bounty hunter. It was for the real
26:29
Speaker 1: world American Idol Survivor. You know, the Kardashians had only
26:33
Speaker 1: just started. Like it was you know, it was kind
26:36
Speaker 1: of you know, like that, you know, Real Housewives is
26:38
Speaker 1: what Bravo was really known for. Some people are like, oh,
26:41
Speaker 1: you're gonna go be a male real housewife real estate?
26:45
Speaker 1: Uh and so, and people said, listen, New York is
26:48
Speaker 1: a really serious city. It's very serious. It suits like
26:51
Speaker 1: no one's gonna take you seriously. But listen, I'd only
26:54
Speaker 1: been in the business for a year. In a year
26:56
Speaker 1: and a half, I guess. And so I just thought
26:59
Speaker 1: the market who knew what I sell the better. You know,
27:01
Speaker 1: there's almost eight billion people on this planet, and I
27:04
Speaker 1: can do a TV show and let people know I'm
27:06
Speaker 1: selling real estate, then maybe somebody will call me. And
27:09
Speaker 1: for anyone that doesn't want to work with me because
27:11
Speaker 1: they're super serious and I'm on a TV show, um,
27:14
Speaker 1: I don't want to work that person either. There's way
27:17
Speaker 1: too many fish in the sea. I'll deal with my
27:19
Speaker 1: Chinese investors all day long. I don't care who you are.
27:23
Speaker 1: I'll buy and sell real estate with anybody. Um. Those
27:26
Speaker 1: friends now, I think are proud and I think everyone's
27:29
Speaker 1: just surprised. It's like anything like our listening was not
27:32
Speaker 1: supposed to work out. You know. It was a spinoff
27:36
Speaker 1: show of a franchise. Um uh, just sort of that
27:40
Speaker 1: people just sort of took to, you know, and here
27:42
Speaker 1: we are still doing it. It was season nine. That
27:44
Speaker 1: is what I'm filling right now. And one of the
27:46
Speaker 1: studios shooting those interview scenes where we sit there for
27:50
Speaker 1: the camera and they're like, WHOA really do that for
27:53
Speaker 1: like hours on Mondays And so I'm here in between that.
27:57
Speaker 1: So season nine I'll be out in the next couple
27:59
Speaker 1: of months, I think I'll do. And a Ryan your
28:00
Speaker 1: star man, just the second time I've gotten a chance
28:02
Speaker 1: to interview. First time, I didn't have your book. This
28:04
Speaker 1: time I made sure they got the book to me
28:06
Speaker 1: so I could read it. It's a brilliant read man,
28:09
Speaker 1: and I'm a fan. And uh again, I'm recommending this
28:12
Speaker 1: and putting into my newsletter, putting on my social media.
28:15
Speaker 1: I got one point six million, eyeball was looking at me.
28:17
Speaker 1: I don't have three million, but I got enough to
28:19
Speaker 1: believe in the brand of Rushan McDonald your brands and
28:21
Speaker 1: success man. And from a fellow Houstonian to another Houstone,
28:26
Speaker 1: living in my favorite city, keep winning my friend. Alright,
28:29
Speaker 1: thank you man, thank you so much for adding me. Alright,
28:31
Speaker 1: thank you Ryan, you can catch you my Bravo Me
28:34
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