#109 – Expansion In All Ways: Lessons in Sales, Business & Life | Ryan Serhant

"Complacency is death, progress is happiness." - Ryan Serhant If you’re following this blog, you likely want to be successful.  You may even NEED to be successful, an unquenchable thirst for something you long for. But do you have a plan?   Ryan Serhant does. You may know Serhant from his shows: Million Dollar Listing New York or Sell It Like Serhant.  You may know his book by the same name. You may have seen him on CNN, CNBC, The New York Times or Wall Street Journal.  Or maybe it was his popular sales vlog? And how about the reason he gained that notoriety - the fact that his team sells nearly $1 Billion (with a B) of Real Estate each year in NYC.   As you may expect, that success didn’t come by chance.  Serhant follows a plan each day that drives those results.   "Losers have goals, winners have systems." - Scott Adams For Serhant, his day starts the night before.  He’s up late, following up from his meetings that day, getting to inbox zero and confirming all appointments for the next day so everyone knows he’s on top of his game. “Initiative is a salesperson’s best friend.” Serhant then wakes up at 4:30 am to read, send a few emails and head to the gym.  Like many successful people I’ve spoken to, the morning gym session is Serhant’s anchor.  As crazy as the day may get, he knows he’s tackled something very difficult to kick off his day. After a shower and breakfast, he’s off to work and splits up his day into three segments: Finder - Time he spends prospecting and finding new business. Keeper - Time he spends strategizing on his current customers and business. Doer - Time he spends actually doing all of the work he sets up during the Finder and Keeper times. Spread throughout the day, Serhant typically has 15-20 30-minute appointments with intermittent patches of filming for his vlogs and television shows.   He closes his day, usually at 10 or 11 pm, with his follow-up strategy, also split into three parts: Follow-Up - Time spent following up from today’s meetings. Follow-Back - Time spent reaching back out to prospects and customers he hasn’t heard from in a while. Follow-Through - Time spent doing the things he’s promised to customers.  As a differentiator, Serhant ALWAYS follows through. I was introduced to Serhant’s book through a close friend of mine.  One thing I’ve really picked up from Ryan is his sense of urgency and consistently thinking big.  For him, success begets success and the only way to get there is hard work. “The more successful I am, the earlier I wake up, the harder I work, the more I'm in the office because I have more to fight for.” So, what are you waiting for?  Create your system - or follow Serhant’s - and push yourself to the next level. Listen Here: iTunes Google Play Stitcher Connect with Ryan: Site Instagram Facebook YouTube Twitter LinkedIn Book: Sell It Like Serhant The Serhant Team Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle