E81: Ryan Serhant: The #1 Sales Mistake You’re Making

Ryan Serhant is the Founder & CEO at SERHANT., a star in the Netflix show “Owning Manhattan” and Bravo show “Million Dollar Listing New York”, and a 3x bestselling author. In this episode, Ryan and David Weisburd discuss SERHANT.’s meteoric rise as a top real estate brokerage in New York City, Ryan’s unique approach to sales, sales training, and branding, and what it’s like for a founder scaling a business in hyper-growth. (0:00) Introduction and background on Ryan Serhant's career (0:13) Reality of "Million Dollar Listing New York" and time management philosophy (1:02) Creating and sustaining company culture (4:41) Serhant's business model and competitive advantage (7:44) Challenges and institutionalizing service in sales (13:24) Managing sales and leadership roles (18:49) Production quality of Serhant Studios and new Netflix show (19:34) Talent development and handling disappointment (21:54) Strategies for scaling and hypergrowth (24:52) Team building and outsourcing (27:56) Personal branding and its impact (30:32) Brand management strategies (33:11) The thousand minute rule and productivity (35:13) Overcoming setbacks and business resilience (39:05) Business expansion considerations (41:12) Maintaining focus and core identity (44:10) Technology in investment and evaluating emerging markets (51:20) Diversification and market volatility adaptation (58:30) Sponsor: Wealthfront's automated investing (1:02:15) Future trends in institutional investing and key takeaways