Latest / The Steve Harvey Morning Show / Ryan Serhant Full Interview

Transcript

Ryan Serhant Full Interview · The Steve Harvey Morning Show

• 0:00
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• 1:07
  Speaker 1: my heart. My next guest is a real estate mogul
• 1:11
  Speaker 1: reality TV star on Barvo's hit show Million Dollar Listing
• 1:15
  Speaker 1: New York and Sell It like sir hat. He fell
• 1:20
  Speaker 1: into real estate by accident after giving up his acting career.
• 1:23
  Speaker 1: Because you look at him. You know, he's very handsome
• 1:25
  Speaker 1: young man right there. You know he made just over
• 1:27
  Speaker 1: nine thousand dollars in his first year in the business,
• 1:29
  Speaker 1: which is really important. I want to talk about that
• 1:31
  Speaker 1: as when usually people quit or somebody tells you you're
• 1:34
  Speaker 1: wasting your time. Ten years later, he leads a team
• 1:37
  Speaker 1: of sixty brokers and averages a billion dollars in sales
• 1:41
  Speaker 1: every year, making him one of the most successful real
• 1:44
  Speaker 1: estate brokers in the world, not this country, the world.
• 1:47
  Speaker 1: Please welcome up money making conversation, Ryan, sir hand, how
• 1:52
  Speaker 1: are you? Thanks for having me? So just talk about
• 1:55
  Speaker 1: this acting career. Let's let's go to the because really
• 2:01
  Speaker 1: I always tell people, I always go back to the
• 2:03
  Speaker 1: fact that you know, a skill set that you started
• 2:06
  Speaker 1: in is really a blessing now because now you're really
• 2:09
  Speaker 1: doing what you You're still doing what you wanted to
• 2:11
  Speaker 1: do anyway. You on TV, your face, your personality, So
• 2:15
  Speaker 1: you're really still doing your career anyway. But you you
• 2:18
  Speaker 1: you're doing it as a different You're actually controlling your career.
• 2:21
  Speaker 1: What I say? Is that correct? Yeah? As much as possible.
• 2:25
  Speaker 1: I mean I wanted to be an actor. I was
• 2:28
  Speaker 1: a little kidad. It was the only thing I was
• 2:29
  Speaker 1: ever good at. My parents maybe play every single sports,
• 2:32
  Speaker 1: none to man, and I sucked at all of them. Um,
• 2:37
  Speaker 1: what was your worst sport? Right? What was your worst sports? Now?
• 2:40
  Speaker 1: You know you said you want he was bad at
• 2:41
  Speaker 1: all of them? It is one sport? Did you know
• 2:43
  Speaker 1: you had no business being on the field? Football? For sure,
• 2:47
  Speaker 1: there's no business whatever. Yeah that one. Also baseball, also basketball,
• 2:53
  Speaker 1: also lacrosse. I mean I played squash, I played everything.
• 2:57
  Speaker 1: Was just terrible. Squaws, squaws going down. I love it?
• 3:01
  Speaker 1: So so you so where are you? Where were you born?
• 3:04
  Speaker 1: And where are you based? There? Right now? I was
• 3:07
  Speaker 1: born in Houston, Texas. Okay, now stop right there. I'm
• 3:11
  Speaker 1: from Houston, Texas now born and raised in Houston, Texas. Ryan, So, so,
• 3:16
  Speaker 1: what part of Houston were you born and raised in
• 3:19
  Speaker 1: born in a little town called Kingswood. I know that's
• 3:24
  Speaker 1: a big, big, bigness, nice living town, throwing out the
• 3:28
  Speaker 1: New York City and the nice little town compared to
• 3:31
  Speaker 1: fifth one in Texas where I was born. Yeah, it's
• 3:34
  Speaker 1: a big town, absolutely. And so what brought you? Uh?
• 3:40
  Speaker 1: What brought me to New York. I graduated college and
• 3:42
  Speaker 1: two dozen sick, and I said to myself, you know what,
• 3:46
  Speaker 1: I don't want to do what everyone else is doing
• 3:47
  Speaker 1: and just go get a job and live my life.
• 3:50
  Speaker 1: I've always had this passion for theater and practicing. It's
• 3:53
  Speaker 1: what I want to do. I've worked every summer, you know,
• 3:56
  Speaker 1: through high school and college. That's picked up some money.
• 3:59
  Speaker 1: I'm gonna go in New York and I'm gonna try
• 4:01
  Speaker 1: this acting thing because if I don't try it now,
• 4:03
  Speaker 1: I will regret it for the rest of my life.
• 4:05
  Speaker 1: And I don't want to be fifty and have a
• 4:07
  Speaker 1: midlife crisis and then try to act with a family
• 4:10
  Speaker 1: and kids and all that. So I gave myself two
• 4:12
  Speaker 1: years and that's what brought me to New York City. Okay, cool?
• 4:15
  Speaker 1: And when you went up New Yorker, I just want
• 4:17
  Speaker 1: to talk about your life. I got I got you
• 4:18
  Speaker 1: in the air here and I might of making a conversation,
• 4:21
  Speaker 1: I would like to tell peop about the journey because
• 4:22
  Speaker 1: they all they see the end results, they see you
• 4:24
  Speaker 1: on TV. They hear the credits that I'm putting there.
• 4:27
  Speaker 1: But this is that journey, you know, the ups and
• 4:29
  Speaker 1: downs that that's made you here. Like I said, you
• 4:32
  Speaker 1: went to New York. So when you go to New York,
• 4:34
  Speaker 1: there's a lot of doubters, a lot of people because
• 4:36
  Speaker 1: the odds of success, you know, this is so you
• 4:40
  Speaker 1: make it in New York, you can make it anywhere.
• 4:41
  Speaker 1: That's the big statement of entertainment. So you had New
• 4:45
  Speaker 1: York l A. Why did you choose New York over
• 4:47
  Speaker 1: Los Angeles? Because I really grew up outside Boston and
• 4:51
  Speaker 1: I went to college and upstate New York, so like
• 4:54
  Speaker 1: it was, it was closer to family. At least I
• 4:56
  Speaker 1: knew some people. I knew friends from college who were
• 4:59
  Speaker 1: moving to New York City with real jobs, so I
• 5:01
  Speaker 1: could live with them. I didn't know anyone in l A.
• 5:04
  Speaker 1: And my training really and my my interest was in
• 5:08
  Speaker 1: theater to start, And you know, you don't go to
• 5:10
  Speaker 1: l A for theater, really good to l a for
• 5:12
  Speaker 1: for TVs and for movies and all that, which who
• 5:15
  Speaker 1: knows what my life would have been like had I
• 5:16
  Speaker 1: done that, But New York was a good place for
• 5:18
  Speaker 1: me to be because it's also you have lots of
• 5:20
  Speaker 1: other other opportunities. I mean, everyone you bump into on
• 5:23
  Speaker 1: the street in New York City, that's something completely different
• 5:25
  Speaker 1: from a place that is completely different in l A.
• 5:28
  Speaker 1: A lot of people are there for the same industry.
• 5:30
  Speaker 1: You know, it's an industry town. New York City is
• 5:32
  Speaker 1: a success town. It is a it is an intellectual town.
• 5:37
  Speaker 1: And that's what got me into real estate, which just
• 5:39
  Speaker 1: because the opportunity was there and it was the next door,
• 5:42
  Speaker 1: you know, otherwise I probably never would have done it.
• 5:44
  Speaker 1: Right now, I know as as an actor, I was
• 5:47
  Speaker 1: a former stand up comedian, so I know that you know,
• 5:50
  Speaker 1: the key is to be able to generate income while
• 5:53
  Speaker 1: you pursue in your career. And so I assume that
• 5:56
  Speaker 1: you know, either you're a part time at a hope
• 5:59
  Speaker 1: to waiter or restaurants so you can get off and
• 6:03
  Speaker 1: be able to do these auditions. So I'm assuming that's
• 6:05
  Speaker 1: how you got in real estate, right because they gave
• 6:07
  Speaker 1: you your flex time. My wrong, right, No, no, no,
• 6:11
  Speaker 1: you're right. I was lucky enough to not have to
• 6:14
  Speaker 1: have one of those quote unquote survival jobs for you know,
• 6:17
  Speaker 1: for for about two years, right, a year and a half,
• 6:20
  Speaker 1: let's say, but the summer of two thousand and eight,
• 6:22
  Speaker 1: So two years after I moved to New York, I
• 6:25
  Speaker 1: basically just ran out of money. And it was either
• 6:27
  Speaker 1: moved home to Colorado and my parents and moved to
• 6:29
  Speaker 1: Colorado by that time, or get a survival job. And
• 6:33
  Speaker 1: I didn't want to wait tables or bartend or do
• 6:36
  Speaker 1: temp work. They just I knew too many people that
• 6:38
  Speaker 1: were a lot older than me that had those survival jobs,
• 6:41
  Speaker 1: and those became their job jobs, and they were doing
• 6:43
  Speaker 1: that full time, right, And so I didn't want I
• 6:45
  Speaker 1: didn't want that to happen. So a friend of mine said, listen,
• 6:48
  Speaker 1: get your real estate license. It's the same thing. You mean,
• 6:51
  Speaker 1: new people every day. It's all an improv memorized information
• 6:55
  Speaker 1: about buildings. It's the same way you memorize scripts for acting.
• 6:58
  Speaker 1: And you make your own hours, make your own time.
• 7:00
  Speaker 1: If you don't want to show apartments today, you don't
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  Speaker 1: have to. No one's gonna fire you right, you kind
• 7:04
  Speaker 1: of you get what you put into it, and the
• 7:07
  Speaker 1: harder you work, the more money you can possibly make.
• 7:09
  Speaker 1: And you know the And that's where I started, and
• 7:11
  Speaker 1: I got into it, got my license, went to the
• 7:14
  Speaker 1: office with the brokerage. I started at the day Lehman
• 7:17
  Speaker 1: Brothers filed from bankruptcy in two thousand eight. Remember that,
• 7:20
  Speaker 1: I remember that that was a big deal. And so
• 7:23
  Speaker 1: New York City. I moved to New York City in
• 7:26
  Speaker 1: two thousand and seven. And so my favorite city in
• 7:30
  Speaker 1: the world is New York City because, like you said,
• 7:32
  Speaker 1: it's just you meet everybody, and the city is just
• 7:36
  Speaker 1: never goes to sleep. And really three o'clock in the morning,
• 7:38
  Speaker 1: they got traffic problems in New York City. People got
• 7:40
  Speaker 1: traffic And so so how do you because I'm I'm
• 7:45
  Speaker 1: I've been in it. We're still in the entertainment business
• 7:48
  Speaker 1: of a former standup comic. I've done acting and I've
• 7:50
  Speaker 1: managed talent. It's all all was about that that conversation.
• 7:54
  Speaker 1: How did you start? You know? I know you're you're
• 7:56
  Speaker 1: you know you're natural. Let's I'll be honest with you.
• 7:59
  Speaker 1: I hear you talk on the phone here, I've seen
• 8:01
  Speaker 1: your TV show. You are natural, So how did you
• 8:04
  Speaker 1: take those natural talents and then convert them to a salesman? Honestly,
• 8:10
  Speaker 1: it's it's the same muscle because when you're acting, and
• 8:14
  Speaker 1: what you learn really other than memorizing lines, you learn
• 8:17
  Speaker 1: to listen, right. You learn to listen, You learn to
• 8:21
  Speaker 1: to respond to people instead of just replying. You learn
• 8:25
  Speaker 1: to breathe, You learn to adapt to different situations, you
• 8:30
  Speaker 1: learn to be in touch with your emotions, and all
• 8:34
  Speaker 1: of those things really is what acting is. And it's
• 8:36
  Speaker 1: the same as being a salesperson. When someone is talking
• 8:40
  Speaker 1: to you about a product, I have to listen to
• 8:42
  Speaker 1: them and actually respond to what they're saying instead of
• 8:44
  Speaker 1: just giving them a line. Right, If I just give
• 8:46
  Speaker 1: them a line, I'm a bad actor, animal bad sales. First.
• 8:49
  Speaker 1: If I'm having a bad day and I'm showing them apartments,
• 8:52
  Speaker 1: I need to connect with that feeling. I need to
• 8:54
  Speaker 1: emphasize with them the same way you do in the
• 8:57
  Speaker 1: scene when you're working with someone who's, you know, going
• 8:59
  Speaker 1: through a tough thing. It's it's all the same. The
• 9:02
  Speaker 1: acting muscle is the sales muscle, which is why I
• 9:04
  Speaker 1: tell everybody to take improv classes. Take improv classes, Get
• 9:09
  Speaker 1: out of your own skin, get out of your own way,
• 9:11
  Speaker 1: learn how to talk to strangers, because every single client
• 9:15
  Speaker 1: you'll ever have is a future stranger, the same way
• 9:19
  Speaker 1: your best friend wasn't one time a stranger. Think about
• 9:21
  Speaker 1: everybody you know other than the people you met when
• 9:23
  Speaker 1: you were a baby. Everybody you know right now, your wife,
• 9:26
  Speaker 1: your husband, your partner, your best friends, that guy who's
• 9:29
  Speaker 1: sitting next to you, at one point in time, that
• 9:31
  Speaker 1: person was a stranger. You know, what's the worst that
• 9:34
  Speaker 1: can happen. What I really loved about what you're saying
• 9:37
  Speaker 1: is that you know I never thought about it that
• 9:39
  Speaker 1: you know, when you're showing people property, everybody has a
• 9:42
  Speaker 1: different state of mind. It might be a couple, it
• 9:45
  Speaker 1: might be a person moving into a city. They might
• 9:47
  Speaker 1: have a bad day. So you have to read them
• 9:51
  Speaker 1: in that moment and then and then and kind of
• 9:54
  Speaker 1: like play through the game of making sure that you
• 9:57
  Speaker 1: continue the conversation moving forward. What what do you How
• 10:01
  Speaker 1: do you convert clients? How do you convert somebody who
• 10:03
  Speaker 1: comes in because it's a listing, they show up correct
• 10:06
  Speaker 1: and you're showing them this particular property. How do you
• 10:10
  Speaker 1: how do you make a person a client, you don't
• 10:14
  Speaker 1: make them a client, you make them a friend. Nobody,
• 10:18
  Speaker 1: nobody in this world likes to be sold, but everybody
• 10:23
  Speaker 1: loves to go shopping with friends. Remember that, So you
• 10:28
  Speaker 1: you have to understand that. If you know everyone likes
• 10:31
  Speaker 1: buying things, it feels good, but they hate spending money.
• 10:34
  Speaker 1: So how do you sell someone that hates being sold?
• 10:36
  Speaker 1: And how do you convince them to to buy something
• 10:39
  Speaker 1: when they hate spending money? Um, And you do that
• 10:43
  Speaker 1: by becoming their friends. Just like I was talking about,
• 10:45
  Speaker 1: everyone is a stranger until they're not right. So it's
• 10:47
  Speaker 1: a matter of finding something that is relatable. It's a
• 10:50
  Speaker 1: matter of finding something that you have in common and
• 10:53
  Speaker 1: not going for the clothes. Like what I always tell
• 10:55
  Speaker 1: people is converting that clients. Converting someone to actually being
• 10:59
  Speaker 1: a client of yours is the same exact thing as
• 11:02
  Speaker 1: walking into a bar. Right, if you walk into a bar,
• 11:05
  Speaker 1: you're single, you're trying to meet somebody. You don't just
• 11:08
  Speaker 1: go up and top on that girl's shoulder and say, hey,
• 11:10
  Speaker 1: do you want to come home with me? Like that,
• 11:12
  Speaker 1: she'll pumpch you in the face or she'll laugh at
• 11:15
  Speaker 1: you and walk away. So it always blows my mind
• 11:17
  Speaker 1: when I walk into a store and the sales person
• 11:20
  Speaker 1: will come up to me and say, hey, can I
• 11:21
  Speaker 1: help you with anything? Like no, no, I actually don't
• 11:24
  Speaker 1: need your help. I know how to look at shoes
• 11:25
  Speaker 1: on my own. But if they compliment me, if they
• 11:29
  Speaker 1: compliment me, they offer me a water, show me something
• 11:33
  Speaker 1: that's awesome that I didn't even know about. They see,
• 11:36
  Speaker 1: my shirt is the same shirt that their boyfriend wore today,
• 11:39
  Speaker 1: Like something that grabs the commonality. That's all of a sudden,
• 11:44
  Speaker 1: I'm making a friend or they're making a friend with me,
• 11:46
  Speaker 1: and I'm not just a client. And that super important.
• 11:50
  Speaker 1: You know, it's so important you say that because that's true.
• 11:52
  Speaker 1: It is like when you walk into a place, you
• 11:55
  Speaker 1: have a certain set of values. Did you have what
• 11:57
  Speaker 1: people are going to say to you? And so prepare answers.
• 12:01
  Speaker 1: You know, if somebody you walk in the shoe store,
• 12:03
  Speaker 1: you know you don't walk in the shoes can help
• 12:05
  Speaker 1: with some shoes? Where win am I in here? Yeah? Yeah?
• 12:08
  Speaker 1: And so if you say something that man, man, I
• 12:11
  Speaker 1: like that tie. Okay. I didn't expect to like the
• 12:13
  Speaker 1: tie question coming out your mouth. So then I then
• 12:17
  Speaker 1: I go okay, cool. Thank you. Now suddenly I'm I'm
• 12:19
  Speaker 1: I'm like in a social defensive and then I go
• 12:23
  Speaker 1: to the next coach you with like some water Like
• 12:25
  Speaker 1: he's saying, it's steps to getting breaking people down, because
• 12:28
  Speaker 1: when you walk into a room, then people understand a
• 12:31
  Speaker 1: certain expectation, whether it's in a restaurant or whether as
• 12:35
  Speaker 1: as you're walking into a bar, or when you're walking
• 12:37
  Speaker 1: into a shoe store clothing store. And that's really important
• 12:40
  Speaker 1: and you really have kind of like analyzed that and
• 12:43
  Speaker 1: just seems to be natural. I want to hold that thought, Ryan,
• 12:46
  Speaker 1: because I want to bring it back to the next break,
• 12:48
  Speaker 1: because I got a series of questions I want to
• 12:50
  Speaker 1: ask you about, you know, the power of you you
• 12:52
  Speaker 1: are a brand, my friend, and how social media is
• 12:55
  Speaker 1: playing is wigh, and and how you're leading that balanced
• 12:59
  Speaker 1: life with your family and to be suddenly successful, and
• 13:02
  Speaker 1: you know, let's do it. Let's do it, my friend.
• 13:05
  Speaker 1: We'll be right back with more money. Main conversation. I
• 13:06
  Speaker 1: got a new friend, New York City. Main Ryan. You know,
• 13:10
  Speaker 1: I ain't got no billion dollars, but I got dollars.
• 13:12
  Speaker 1: I got dollars on the phone. Is a Ryan so
• 13:14
  Speaker 1: hat uh, He's a reality TV star, a real estate mogul.
• 13:17
  Speaker 1: Let's put that that mo goal, you know, and two
• 13:21
  Speaker 1: years later, after he started with nine thousand dollars in
• 13:23
  Speaker 1: his first year, he leads a team of sixty brokers
• 13:26
  Speaker 1: and averages a billion dollars in sales every year, making
• 13:29
  Speaker 1: him one of the most successful real estate brokers in
• 13:31
  Speaker 1: the world. Now, Ryan Walkers through your path to your
• 13:34
  Speaker 1: multimillion dollar career at just thirty years old. Oh man,
• 13:41
  Speaker 1: you know I football. You just say, oh man, uh,
• 13:49
  Speaker 1: you know, honestly the kind of through lines in my
• 13:52
  Speaker 1: life and the power of the word, the word yeah.
• 13:56
  Speaker 1: I said yes to everything, right except for drugs. I've
• 14:00
  Speaker 1: said yes to to everything. And I would rather regret
• 14:04
  Speaker 1: the things I did than the things I never tried,
• 14:08
  Speaker 1: because it's I'm so terrified every day of of like
• 14:11
  Speaker 1: the loss of potential, you know, and every day is
• 14:13
  Speaker 1: another day that will never have ever again, And I'm
• 14:16
  Speaker 1: just so thankful to even just be alive. Man. I
• 14:19
  Speaker 1: know that sounds so crazy, and people are listening to
• 14:22
  Speaker 1: this and they're like, dude, that guy's saying, you know,
• 14:24
  Speaker 1: take a break, you know, take a map. But at
• 14:26
  Speaker 1: the same time, like I have known too many people
• 14:29
  Speaker 1: whose lives have been too cut shorts, and I want
• 14:32
  Speaker 1: to milk every day. But so as born in Texas,
• 14:34
  Speaker 1: grew up us at Boston. I moved eight times before
• 14:37
  Speaker 1: I was in the fourth grade. I sucked at sports.
• 14:39
  Speaker 1: The only thing I was good at with theater. I
• 14:41
  Speaker 1: graduated college and Upstate New York with a degree in English. Uh.
• 14:45
  Speaker 1: Moved down to Manhattan in two thousands six, tried to
• 14:48
  Speaker 1: act for two years. I did a soap opera, then
• 14:51
  Speaker 1: they killed me. I didn't stand modeling to pay rent.
• 14:54
  Speaker 1: I held phones for a T and P for a while. Um,
• 14:57
  Speaker 1: if you google Ryan Sirhant my name, can the model,
• 15:00
  Speaker 1: It's gonna be a fun shrip. I dare anyone to
• 15:02
  Speaker 1: do that. So I was. I was a pretty big
• 15:06
  Speaker 1: can model and then I ran out of money, got
• 15:08
  Speaker 1: into real estate at the end of two thousand and
• 15:10
  Speaker 1: eight when the Great Recession started, and I just became
• 15:13
  Speaker 1: obsessed with the idea that I the harder I worked,
• 15:18
  Speaker 1: the better the chances that I would make an income,
• 15:21
  Speaker 1: and that my life was in my own hands, My
• 15:23
  Speaker 1: destiny was in my own hands. And that's what I
• 15:25
  Speaker 1: became obsessed with with regards to selling That's why I
• 15:27
  Speaker 1: love sales, you know, That's why I love meeting new people.
• 15:31
  Speaker 1: Every day. Every single day is different. I'm not punching paper,
• 15:34
  Speaker 1: you know. I'm trying to meet new people, trying to
• 15:37
  Speaker 1: decide what I need to do. And uh, I got
• 15:40
  Speaker 1: lucky in two thousand ten. And even though I quit
• 15:42
  Speaker 1: acting in two thousand and eight, I kind of came
• 15:45
  Speaker 1: back around into it because I went to a casting
• 15:47
  Speaker 1: call for A million Dollar List in New York. That's
• 15:49
  Speaker 1: the show on Bravo, and I was cast on that
• 15:51
  Speaker 1: in two thousand and ten. The first season came out
• 15:54
  Speaker 1: in the two thousand twelve and I have just milked
• 15:56
  Speaker 1: that as much as I possibly could and use that
• 16:00
  Speaker 1: as much as I can to build my real estate career.
• 16:02
  Speaker 1: And you know, I made nine thousand dollars my first year.
• 16:05
  Speaker 1: Last year, I sold eight hundred thirty eight million dollars
• 16:09
  Speaker 1: worth the real estate. Wow. Congratulations. Applause needs to start
• 16:13
  Speaker 1: at the start, at the end of that speech, not really,
• 16:17
  Speaker 1: because you know the thing that the thing I hear
• 16:19
  Speaker 1: about is that when I hear your your conversation is
• 16:22
  Speaker 1: about you see an opportunity, you don't run from it.
• 16:25
  Speaker 1: You know, you understand, you know, fear is not an option.
• 16:29
  Speaker 1: Fear is an opportunity to go through for an option.
• 16:33
  Speaker 1: And so, but doing these deals, what is the hardest deal? What? What? What?
• 16:38
  Speaker 1: What would you consider a hard deal to close? Or
• 16:42
  Speaker 1: has there been an ultimately hard deal to close in
• 16:45
  Speaker 1: your in your real estate career? Um? You know it's
• 16:52
  Speaker 1: you can't negotiate with someone's wallet, but you can negotiate
• 16:55
  Speaker 1: with their stealing. Like you can make someone happy, you
• 16:58
  Speaker 1: can make someone sad, you can make someone I did.
• 17:00
  Speaker 1: But if someone doesn't have the money in their pocket,
• 17:02
  Speaker 1: like they're however, they're not gonna get it. So the
• 17:05
  Speaker 1: artist deals to do or are with people that probably
• 17:08
  Speaker 1: just can't if we can't afford it, um and like
• 17:11
  Speaker 1: because those are always like going up against a wall
• 17:14
  Speaker 1: right now, that honestly, and people who lie, and like,
• 17:17
  Speaker 1: how how am I going to work with someone and
• 17:19
  Speaker 1: build trust with someone who lies to me about anything? Like?
• 17:23
  Speaker 1: Those are the toughest types of deals to do. I mean,
• 17:25
  Speaker 1: I listen, I can talk to you for a thousand
• 17:28
  Speaker 1: hours about hard deals and dead deals and the toughest
• 17:31
  Speaker 1: deals I've ever done. I know we don't have that
• 17:32
  Speaker 1: kind of time, but like, if I had to bury
• 17:34
  Speaker 1: it all down. It comes down to those two things,
• 17:39
  Speaker 1: because um, you know, you know, let me imagine it
• 17:42
  Speaker 1: is you have couples come in, you have individuals come in,
• 17:46
  Speaker 1: an you have it is working with a couple to
• 17:49
  Speaker 1: try to get them to make a decision. Is that tough,
• 17:51
  Speaker 1: especially when they don't know what they're looking for? When
• 17:54
  Speaker 1: it comes to really uh yeah, you know it's there
• 18:01
  Speaker 1: to listen, I tell everybody, at the end of the day,
• 18:03
  Speaker 1: you're gonna buy something you love and you're excited about it.
• 18:05
  Speaker 1: But it's buying real estate is one an education process.
• 18:09
  Speaker 1: You have to understand neighborhoods, the areas, schools, when is trash,
• 18:13
  Speaker 1: pick pricing, values, calm for the market, going where it's said,
• 18:17
  Speaker 1: all that stuff. Um, but it's also a process of
• 18:20
  Speaker 1: elimination if you're looking to buy at home, so it's
• 18:23
  Speaker 1: you know, eliminating what your husband wants and eliminating what
• 18:26
  Speaker 1: you want to and trying to come to a compromise.
• 18:29
  Speaker 1: Like I've never gone to a closing for a property
• 18:32
  Speaker 1: and had to buy or stand up and say, oh
• 18:34
  Speaker 1: my gosh, I got exactly what I wanted my dream home,
• 18:38
  Speaker 1: and I spent way less than I ever wanted to set.
• 18:41
  Speaker 1: No one has ever said that everyone gets kind of
• 18:44
  Speaker 1: what they wanted for more than they wanted to stead.
• 18:48
  Speaker 1: That's how it works. I once you understand that, then
• 18:50
  Speaker 1: I can work with couple too are having a hard time.
• 18:53
  Speaker 1: I can, you know, work with difficult people and just
• 18:56
  Speaker 1: try to ease them towards a good option. Well, you
• 19:00
  Speaker 1: are working in what they call high real estate country
• 19:03
  Speaker 1: New York City, and so that there. So now I
• 19:08
  Speaker 1: know that I'm fortunately have a home in in the
• 19:10
  Speaker 1: Houston of a home in Atlanta, and that there's a
• 19:13
  Speaker 1: wild factor. I know when I walked into the home
• 19:15
  Speaker 1: that I bought in Atlanta. Wow, my wife had to
• 19:18
  Speaker 1: stopped me because I was like, I want this house
• 19:20
  Speaker 1: and you can tell it right now, you know you
• 19:22
  Speaker 1: you're blew it. So what is the Is there a
• 19:24
  Speaker 1: wild factor when you see customers who walk into a facility,
• 19:28
  Speaker 1: walk into an apartment, a condo, town home and say,
• 19:32
  Speaker 1: I want this? How do you How do you leverage
• 19:36
  Speaker 1: instant love for a property to say how do I
• 19:39
  Speaker 1: can close this? How do you this? It has to
• 19:41
  Speaker 1: be something like type of wild factor huh um. Yes,
• 19:45
  Speaker 1: and no, obviously a lot of things I tell are
• 19:50
  Speaker 1: don't have a wild factor, but they have a wild
• 19:51
  Speaker 1: factor for that person. I will say, I use something
• 19:54
  Speaker 1: when i'm telling called the wild moment in my book
• 19:58
  Speaker 1: right right right about in the book. Um, and that's
• 20:00
  Speaker 1: where you know, let's say someone has a budget of
• 20:03
  Speaker 1: you know, I don't know, like five hundred thousand dollars, okay,
• 20:06
  Speaker 1: and in a lot of places that's a significant amount
• 20:09
  Speaker 1: of money for home in New York City, it's not right.
• 20:12
  Speaker 1: It gets you maybe a closet. So um. So I
• 20:17
  Speaker 1: and I know that most people don't want to We
• 20:21
  Speaker 1: don't want to live in a closet, right, but I
• 20:22
  Speaker 1: know that that's what they can afford, and that's what
• 20:24
  Speaker 1: they're gonna end up having to buy. So I will
• 20:26
  Speaker 1: show them something to wow them. That's maybe six hundred thousand, right,
• 20:30
  Speaker 1: maybe six thousand, and I'll tell them, don't buy it.
• 20:34
  Speaker 1: You're not gonna buy this. But I'm with you today
• 20:36
  Speaker 1: we're looking at properties. I just want to wow you
• 20:39
  Speaker 1: for a second because this property is so cool. They'll
• 20:41
  Speaker 1: see its obviously they're wowed. Holy craft, they could never
• 20:44
  Speaker 1: afford it, but oh my goodness, this thing is so amazing.
• 20:47
  Speaker 1: Thank you for showing me that was fun. Now I
• 20:49
  Speaker 1: take them to what they actually want. It's going to
• 20:52
  Speaker 1: look worse than what they saw, but it gives them
• 20:55
  Speaker 1: something to fight for. It gives them something to get
• 20:57
  Speaker 1: excited about, because Okay, I could buy this, I'll make
• 21:00
  Speaker 1: some money, I'll sell us, and then I can probably
• 21:02
  Speaker 1: one day get that apartment you have showed me, right,
• 21:04
  Speaker 1: I wanted that. I so wow, and I say yes,
• 21:07
  Speaker 1: and it pushes them to make their own decision to
• 21:11
  Speaker 1: make that purchase. How does social media player role in
• 21:13
  Speaker 1: your career? Social media? I listen it is. It is
• 21:19
  Speaker 1: the only way that I know how to passively make friends.
• 21:22
  Speaker 1: Social media is as long as you consistently post your
• 21:26
  Speaker 1: social honestly right social media, meaning you engage with people
• 21:30
  Speaker 1: in the comments section. You're commenting on other people's stuff.
• 21:33
  Speaker 1: So many people on social media are just so unsocial.
• 21:37
  Speaker 1: They post and then they leave it alone. They scroll
• 21:39
  Speaker 1: through other people's things, but they don't like, they don't comment,
• 21:42
  Speaker 1: they don't engage there As a it's passive friendship. You
• 21:46
  Speaker 1: can say hi to hundreds of thousands of people all day,
• 21:49
  Speaker 1: every day. Go on the Explore page on Instagram, find
• 21:52
  Speaker 1: new people, say hello, meet new people. You can't do
• 21:55
  Speaker 1: that every day when you're at work, when you're picking
• 21:57
  Speaker 1: up your kids. It's just an amazing place to meet
• 22:01
  Speaker 1: passive friends and save so much time. And then after
• 22:05
  Speaker 1: they've gotten to know me with one post about my wife,
• 22:07
  Speaker 1: one post about I worked up this morning, and then
• 22:09
  Speaker 1: I hit them with what I do. Here's the building
• 22:11
  Speaker 1: I just put on the market, beautiful, it's awesome. Here's
• 22:14
  Speaker 1: here's something I just put on the market for rent.
• 22:16
  Speaker 1: Here's this, here's that, And then tomorrow back look at
• 22:18
  Speaker 1: this new puppy I just stuffed right like it's it's
• 22:21
  Speaker 1: personal personal business, personal personal business, and get to know
• 22:24
  Speaker 1: people that you don't even have to be in front of, right,
• 22:27
  Speaker 1: they don't even have to be in your same country.
• 22:28
  Speaker 1: You know, an interesting thing about your book is that
• 22:31
  Speaker 1: because you know, it feels like it's a book that,
• 22:33
  Speaker 1: with one reason, is a real estate mogul. You know,
• 22:36
  Speaker 1: the automatically think it's a book about sales. It should
• 22:39
  Speaker 1: be for people who want to sell, but it's not
• 22:41
  Speaker 1: about It's a book about improvisations, being smarter, building confidence,
• 22:47
  Speaker 1: overcoming fears. Because you talk about your life and I
• 22:50
  Speaker 1: always like to slow down. Special people like you, because Ryan,
• 22:52
  Speaker 1: you're special. Okay, you're doing things that that that that
• 22:58
  Speaker 1: very unique because of the fact that you celebrated talent
• 23:01
  Speaker 1: and you're doing at a very young age. And I
• 23:04
  Speaker 1: feel feel fortunate to talk to you. So when you
• 23:08
  Speaker 1: tell about your book, first of all, where going to
• 23:10
  Speaker 1: get your book? And also, um, are you are you
• 23:14
  Speaker 1: going on a tour to promote your book? What's happening
• 23:16
  Speaker 1: with that? Uh? I just actually wrapped up to tour.
• 23:19
  Speaker 1: The book is called sell It Like Their Hands my
• 23:22
  Speaker 1: last Name. Um, yeah, how to Earn More, Sell More,
• 23:27
  Speaker 1: and um it's awesome. I honestly think it's the best
• 23:30
  Speaker 1: sales book ever written. But you're right, it's it's for
• 23:33
  Speaker 1: sales people today who work in sales, real estate brokers,
• 23:35
  Speaker 1: shoe sales people's hire sales people. It's also for people
• 23:38
  Speaker 1: that sell something on the internet, right, who flip things
• 23:41
  Speaker 1: on eBay, who work on Facebook, who maybe have a
• 23:45
  Speaker 1: job all day long, or go to school and you
• 23:47
  Speaker 1: want to learn how to sell make some little extra
• 23:49
  Speaker 1: spending cash to pay down student debt or your mortgage
• 23:52
  Speaker 1: or any of the bills. I go through all of that.
• 23:55
  Speaker 1: So it's how to build a sales career. If that's
• 23:56
  Speaker 1: what you want to do. But it's also how to
• 23:58
  Speaker 1: sell at the size hustle, and at the end of
• 23:59
  Speaker 1: the day, it's how to be a more confident person,
• 24:02
  Speaker 1: how to be more of you out there every single
• 24:06
  Speaker 1: day because life is all about yes, right. It's the
• 24:09
  Speaker 1: power of relationships. It's that excitement that you wake up
• 24:11
  Speaker 1: with every single day because every day is a race.
• 24:14
  Speaker 1: You just don't know what type of race you're gonna run,
• 24:16
  Speaker 1: and you might as well be as prepared as possible.
• 24:20
  Speaker 1: I'm Jason Ryan. I've started in twining ninety and I'm
• 24:22
  Speaker 1: putting together an influencer tour. I'm sending invite to you.
• 24:25
  Speaker 1: You know. I'm gonna pay you, you know, and I
• 24:27
  Speaker 1: can't ask a man who a billion dollars a year
• 24:30
  Speaker 1: and the revenue not to do something do something for free.
• 24:32
  Speaker 1: But my man, I want to thank you for coming
• 24:34
  Speaker 1: on my show. This is money making a conversation. You're powerful, man,
• 24:37
  Speaker 1: and you're Houstonian. Okay. You king would un fil for Texas,
• 24:40
  Speaker 1: so we we brother this, okay. And you live into
• 24:42
  Speaker 1: my favorite city. And tell your wife hi, and keep
• 24:45
  Speaker 1: winning and keep looking good on TV. Thanks man, I
• 24:48
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