How to Build Confidence in Real Estate Agents

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Full show notes at www.LearningLeader.com

Twitter/IG: @RyanHawk12 https://twitter.com/RyanHawk12

Ryan Serhant is a real estate broker, CEO, and founder of SERHANT. He's a bestselling author, producer, and star of Bravo's Million Dollar Listing New York and Sell It Like Serhant. He led the #1 ranked (in sales volume) real estate team in New York City in 2019 with just under $1.45 Billion in sales.

Notes:

• His mantra is: "Expansion. Always in all ways."
  • It's about growth.
• Work to find your own brand and mantra -- It must be honest and genuine for you.
• A learning exercise for you to do: A "self-audit." Ask your friends and colleagues, "When I'm not around and you're describing me to others, what do you say?"
  • Find friends who are willing to be honest with you to better understand what you're known for... If you don't like it, work to change it.
  • Ryan Serhant was known as the guy who kept his hands in his pockets and couldn't look you in the eye. He needed to change that.
• "Your perception to others is your reputation and your brand."
• "Fake it til you make it" is not useful...
  • Instead, Ryan sold the TV producers at Bravo the person and the real estate broker he would become...
  • "When Tom Brady got drafted in the 6th round, he told the owner, 'That's the best decision you've ever made.' Tom Brady truly believed that. I believed I would become the best real estate agent in the world."
  • "I didn't show them who I was in the moment, I showed them who I could become."
• Pivotal moment - Ryan went to the top selling agent in his office and said, "Man, how are you doing this, can you teach me?" And the agent said to Ryan, "Na man, I ain't telling you shit." Ryan thought, "Wow. I'm going to have to figure this out on my own. This guy is threatened by me."
• The New York City market - "It's cut throat. I went there for theater school, and stayed because, 'I would rather regret the things I did, than what I thought about doing and didn't do."
• Ryan depends on a routine to be productive. It is:
  • "I wake up at 4:00am. In the gym by 5:00. 6:00 shower. Baby time at 7:00. First meeting at 7:30. I figure I wake up three hours earlier than most people. If you multiple that 3 hours times 365 days, I get on average 30 more days per year than others. I like my odds with 30 extra days."
• Discipline is critical - "Of course I'm tired in the morning, but I get up and do it anyway. People need to do more things that could better their lives. Do the things within your control." It's harder, but worth it.
• How has becoming a dad changed Ryan?
  • "My wife says it's being a male nester. I worked harder and worked more while she was pregnant. I want to be the provider for my family. My daughter has made everything bigger."
  • What about balance? "I have no balance. I'm lucky I found a partner who understands my drive and work ethic."
• What to say to those who don't like him because of the self-promotion?
  • "I'm a real estate broker. I'm a salesman. The difference with me is I don't hide it. Our job is to promote our success so that we can get the next listing."
• Building confidence:
  • "People who spend millions on real estate don't lack confidence. They want a broker who is confident too."
• Big Money Energy:
  • "It's a unique set of qualities that every successful, confident person has..."
  • Code #1: "When you can't change your circumstance, there's one thing you can change. Your energy. I sell a transfer of energy. Of excitement."
• Energy
  • "Develop magnetism so others want to be around you. How? Ask questions, be interested in them, listen to their responses, create friendships instead of clients."
  • "Shift your mindset -- What is your why? What's the wall you're fighting against? -- "I had no money and no connections in NYC. I rode the Subway crying that I couldn't even get a rental listing... That's my why."
• Commonality among excellence real estate brokers:
  • Must be very organized
  • Follow up is critical
  • Disciplined
  • Relentless work ethic
  • Empathetic - The ability to be excited or sad with a client.
• There are 3 types of sales people:
  • Car sales - pushes, thinks short term
  • Tour guide - Just points to stuff, never closes deals
  • Push & Pull - They work to get the deal done