One of the natures of your business, and i think that you've taken on and done a good job with, is, in a way, you have to be a great self promoter. Lot of people don't like people whom they deem as self promoters. How do you manage that? Or is that even in your mind at all, to even think about the downside of all the self promotional part of your work? I'm a salesman, you know, and we all are, at the end of the day. Whether we say we're not promoting ourselves or not, we are. It's totally fine. The more people who know what i sell, the better.
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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."
- 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
