$20 Billion Worth of Sales Knowledge in 57 Minutes | Ryan Serhant

You, have, a thousand, minutes, every, day, to be productive. If you look at those thousand minutes as $1,000, it'll really start to affect the way you give someone 15 minutes. I was spending so much time where it wasn't a benefit for me. Every day is going to cost me $1,000. Ryan Sirant, is, one, of the, top, real, estate brokers on the planet, star of the hit Netflix showing Manhattan. In this episode, we get into how to get a stranger to genuinely trust you with

real money, how to sell to top tier clients, aka rich people, without sucking up, and how to handle the pressure of being at the very top. If you want to become a certified expert [music] in negotiation, sales, and competence, you want to listen to this episode. What did you do when you were lost and broke? And what would you tell somebody else who was in that [music] exact same position today? >> Setbacks, are, just, speed, bumps., They, are not brick walls. I've been dead broke in

the city and I will never go back there. I will run as far away from that moment as I possibly can. All the other issues that I've had through my career, I think a lot of people [music] would treat them like brick walls. Go home. And success is like right over there past that corner. Maybe what wealthy people are paying for is not information or access. It's confidence. And confidence is currency. >> How, does, somebody, build, their confidence? So, two things.

>> I, want, to, dive, into, this, incredible, post I found on Twitter or X these days where you say about a year into my sales career, I decided to buy a fake Rolex and it changed my life. Can you tell us that story? Do you still stand by it? >> I, do, still, stand, by, it., I, had, no, money. was in New York City and I was faced with the option a lot of people who move away from home, especially come to New York City, especially in the summer of 2008,

>> come, to, which, is, I, either, have, to, figure out how to survive here or I have to move home or I have to go get another job. And New York is incredibly cutthroat. Like it is true what they say. You can either make it here and you can make it anywhere or you can try to make it here and then you just die. And so the fake Rolex for me was I was trying to find a way to enter rooms not as a broke kid and enter rooms as the person I wanted to become. So it wasn't

fake it till you make it. It was how do I give myself the confidence when I'm 24 to be future me? And if I do that then maybe one day I can buy my own Rolex. And as a little kid, you see the Rolex or the Mercedes symbol and you attach that image to success, power of brand. And so that fake Rolex wasn't about the watch. It was about identity. And it was super helpful for me in like a blankie kind of way. And even though it didn't tell the time because it was terrible

what it did do was remind me that I had very little time >> because, I, had, no, money, and, I, had, to, make moves and I would look down at that thing and I'd have to move my wrist around because in a very humid summer, a fake Rolex turns your wrist green. Um and I didn't want people to see the green on my wrist. And it just reminded me I better make moves. I've got to go fast. I want my identity to be associated with success. however I can do that. So that one day this could be

real and it was like 18 months later I'm doing a deal in Florida and I didn't do deals in Florida and I walked through a mall and there was like a Winston's or some kind of jewelry store and there was a rose gold Rolex Daytona in the airport mall in Florida and I went and I saw it and it was asking $30,000. great deal looking back at it now. And I went to the woman I asked to try it on and it was so heavy cuz I'd never worn a real watch before. And I was like, "This is

what people wear. This is insane. How I'll have [ __ ] arthritis in my wrist." And I didn't even negotiate. I was like "Can I just put this on my credit card cuz I could buy it?" And um and I still have that watch and I barely ever wear it because I think it's just so ostentatious. But it reminds me so much of those early days for me. >> It's, so, good., I, went, down, a, rabbit, hole on you and now you know you're this huge success and you have like one of the

fastest growing brokerages in the US hundreds of employees, lots of different businesses, you know, big huge TV series a couple times over. But I had no idea that you were a soap opera star from As [clears throat], the, World, Turns, back, in the day. And what I think is cool about that is >> Yeah., What, do, you, think, is, cool, about that? >> Well,, first, of, all,, can, I, show, you, this this picture of I almost don't recognize you without the

>> with, the, gray, hair., Yeah,, I, was, dying, my hair back then. Oh, really? It was actually gray, but it was dying. >> I, started, I, started, going, gray, when, I was 16. That and acne were my biggest weaknesses and me trying to be an actor. I moved to New York City to do theater. And one of my first jobs I got was Evan Walsh IV on As the World Turns until that photo is me during the writer strike of 2007. I went from being a good doctor to killing everybody. And I took

my aunt hostage and then my grandmother wrestled me and stabbed me with a syringe and I died. [laughter] Which for me in my life, uh, meant that I had no job. And then my, you know, $544 per episode was gone and I had to figure out another way to to pay my my rent. But like you can't be a young 20some in New York City who has a 20some face with a head of gray hair. And so I used to dye it like every 10 days cuz I couldn't have roots like like what you like like

a young dude with like gray roots. I looked Anyway, today maybe it would pass. Back then didn't pass. And because I'm so white and so pale, I remember like I just had this like really dark dyed hair, very white everything else. And I kind of look like a vampire. >> And, you're, killing, all, your, family. >> And, I'm, just, killing, all, my, family. >> But, what, I, kind, of, love, about, it, is, um there are so many people that have like had a weird moment in their life where

they're like, "What am I going to do next? >> I'm, totally, lost., I, have, to, make, a complete career pivot." And you've had that a few times over. And so even though you're on high now, like what would you say to the person who's listening who maybe now relates to that young Ryan? Like what did you do when you were lost and broke and what would you tell somebody else who was in that exact same position today? >> Setbacks, are, just, speed, bumps., They, are not brick walls

and you have to determine one what what is your core identity? What do you actually want in life? At that time when I was doing the soap opera and doing off off off off Broadway shows, I saw people who what they wanted most in life was just to perform. And it didn't matter if they made money. It didn't matter if they were comfortable. What made them happy was just to perform. And I and I really had to dig deep inside myself and say, "Am I okay being dead broke when

I'm 70 years old and nervous about rent payments as long as I'm performing?" And the answer was just no. Um I want to be as successful as I possibly can be. I never want to question any price ever. and I've been dead broke in the city and I will never go back there. I will run as far away from that moment as I possibly can. And so getting fired off the soap opera when I got into real estate, getting fired off my first building, you know, all the other issues

that I've had through my career, I think a lot of people would treat them like brick walls, go home. Brick walls, oh it's not for me. They are just speed bumps on the path to success. And success is like right over there past that corner maybe. If it's not, you just got to keep going in the dark because it's probably going to be past the other corner and you will get there the longer you try. Endurance for the win always. >> So, good., Yeah., You, had, this, video, that, I

saw the other day that I loved. You were having, a, 16, and, 1 half, hour, day, and someone asked you what keeps you motivated on that kind of day and you said total bars. You said >> pure, adrenaline, tracing, through, my, bones because that fear of losing hurts a lot worse than the pain of winning. Yes, I do remember saying that. That was a long day because I had to open up our Rhode Island office. And so the day started in New York, helicopter to Rhode Island, appointments back to back to

back to back to back to back to back launch party, helicopter back to New York City, back in the car to do all the work I hadn't done that day. Like the work doesn't go away just because you're traveling or doing other things, you know, and I I try to swallow the tired and I try to appreciate the tired. If I'm not tired >> then, I'm, probably, not, pushing, hard enough for better or for worse. But I do agree with that. I think, you know, you listen to a lot of CEOs, a lot of major

athletes, and I think they all have this disease where they hate losing more than they like winning, and I definitely feel the [laughter] same way. >> Yeah., You, know,, I, know, you've, said, like you want to build the number one real estate brokerage in the world. We were just talking about how that's hard. And then you've also said, I thought that the Netflix intro was incredible, by the way. Like, I'm coming for everyone. Very dramatic. So good. But I was wondering

like what makes you so fanatical about what you want to create? You seem like a man on a mission. Like why is that? And like if somebody else wants to get that kind of obsession, what do they do? >> I, kind, of, think, why, not?, Like, if, the opportunity presents itself, why not go the distance? I almost feel like it's a divine duty. And we're talking about a very niche industry, by the way. Like I'm sitting here saying, I want to build the number one real estate firm the

world has ever known. So, let's go try because the opportunity is actually there. We have inbound lead flow. We have great growth. We're moving incredibly quickly. I know how to do it. I'm not saying I want to be the number one basketball player in the world. I tried. I suck at basketball. My dad made me play every single sport known to man. my entire childhood. I had to play one season to see if I liked it. I was never allowed to quit. And it was the worst. I

went to college and the only way I could go to college is if I took every single class. I wasn't allowed to just do whatever I wanted. So micro macroeconomics, biology, every lab. It was the absolute worst. But he made me try everything because he would always say, "I'd rather you regret the things you did and then the things you never tried." And that plays a huge role in my my DNA today. So like, why not go for it? If I don't make it,, at least, I, tried.

>> Well,, it's, interesting, because, sometimes I wonder I was listening to like Brad Jacobs the other day, you know, who wrote How to >> How, to, Make, a, Billion, Bucks. >> A, few, billion., a, few, billion, bucks, >> which, is, such, an, important, three, words, you know, like I love the a few billion is something I aspire to say one day. >> Yeah,, we, work, with, him. >> Oh,, you, do?, Interesting. >> Yeah. >> Well,, you've, already, closed, 10, billion dollars in transactions in real estate

right? Or more than that now? >> 20. >> 20. >> It's, an, old, stat, on, that. >> So,, you've, closed, 20, billion., I, was curious like on those days where you're struggling, you don't want to keep going, you're tired, is there an amount of money that somebody could pay you to make you stop? >> No., I'm, not, motivated, by, money. Like I've made a lot of money. I have no I would not be here. Like if it was about money for me. Like money is a tool and a resource to create lasting impact.

right? Or more than that now? >> 20. >> 20. >> It's, an, old, stat, on, that. >> So,, you've, closed, 20, billion., I, was curious like on those days where you're struggling, you don't want to keep going, you're tired, is there an amount of money that somebody could pay you to make you stop? >> No., I'm, not, motivated, by, money. Like I've made a lot of money. I have no I would not be here. Like if it was about money for me. Like money is a tool and a resource to create lasting impact.

And so I am far more motivated by the lives of the people that we change on the sales, the buy and the sell side you know, that we get to work with. I am motivated by the people we've motivated through the TV shows. Like I know it's insane, but the amount of kids that come to us that are standing outside Sir Han House and Soho right now, like literally right now in the rain, who are waiting for me or someone else to come in just to let them see it because they are so

inspired by what we do that they want to get into real estate for better or for worse. I tell them all to go cure cancer. They don't listen to me. is far more motivating than anything else. I'm motivated by goals, right? So, even on the days that I'm tired, I know that I have goals to to hit and achieve and I've got to go out there and and get them. And I think, you know, I think discipline is defined by doing the things you don't want to do, which often

times, is, like,, I, don't know,, I, woke, up at 4:30 this morning. I did not want to. I didn't go to the gym at 5:30 this morning to do deadlifts because oh my god, I [ __ ] love it. I disliked all of it, but it's the job, you know? >> Yeah., I, think, the, fascinating, part, about watching people on the internet build in public, which has never been a thing we really got to see before, you know, like we didn't see Brad Jacobs on his come up, you know, we didn't get to see I

always really liked, you know, hearing about Charlie Mer and then hearing about Sam Zel, right? and I just never saw them as young guys. So, it's really interesting to watch you and I think you know, that's probably why millions of people follow you online. Um >> it's, also, why, like, I, think, what, we're doing is a unique social and media experiment. >> Y >> like, I, built, the, number, one, real, estate sales team in the United States on the back of a Bravo TV show. I started

selling real estate through YouTube in 2015 when it was stupid. By 2019, it was the number one real estate broker in the United States. Right? We're doing just over a billion dollars a year without a whole lot of tools and resources. So, I blew up my life, started my own company and now we're building the company on the back of Netflix. And if I can do it I get excited about what phase three then looks like. But people do get to really watch the journey. Like I've been

on a reality TV show doing exactly what I do today, just at a little bit of a higher level every year since 2012. So you can go back and you can watch Million-Dollar Listing New York season 1 March of 2012 and I am just a boy [laughter] like going on dates like I'm like it's a lot. Uh to today if you really just want to see like how does a kid who has no idea what he's doing just do it anyway? You know, it's one of my favorite parts because I remember when I first started

getting getting on the internet, let's call it like three or four years ago people were like, "You're out of your [ __ ] mind." Like, if you really own all these businesses, if you're in private equity, if you actually went to Georgetown and Goldman, why would you get online and do Tik Toks? What kind of idiot retail investor are you? >> Yeah. >> But, I, think, what's, fascinating, is, like, I kind of love that you don't take yourself very seriously. Like you'll

sprint in houses, you'll make fun of yourself. You literally have your employees I saw one were like jumping out of like I don't know jumping out of like the top of cubicles on top of you in the elevator. >> Yeah. >> Yeah. >> I, was, [laughter], wondering did anyone ever try to tell you you wouldn't be taken seriously if you joked on the internet? >> Yeah., This, morning., What, are, you, talking about? Like every day there are three buckets of my audience. One bucket are

super fans. They're inspired. They're aspired. They love what we do. Other bucket doesn't care, doesn't know doesn't affect them. Bucket three hates me. And it's jealousy, right? It's a little bit of the peanut butter and jelly. And it's because we've been able to create a large business on the back of what they talked poorly about. And it's hard to take words back when they're written in permanent ink on the internet. >> And, I, think, it's, okay., I, think, that, when

super fans. They're inspired. They're aspired. They love what we do. Other bucket doesn't care, doesn't know doesn't affect them. Bucket three hates me. And it's jealousy, right? It's a little bit of the peanut butter and jelly. And it's because we've been able to create a large business on the back of what they talked poorly about. And it's hard to take words back when they're written in permanent ink on the internet. >> And, I, think, it's, okay., I, think, that, when

people talk about me, they do it because when they talk about themselves, no one listens. >> It's, It's, tough., And, you, know,, I, think everybody feels that way about haters. Like they feel like, hey, I'm not going to care. It's not going to get to me. And then you have it happen to you. And it's quite hard. I think actually at least for me, you know, if somebody I've definitely had the moments on the internet where it feels like everybody I know nobody actually cares about me, but

I've had a moment where I'm like h everybody's hating on me on the internet. So for people out there listening like how do you stop caring what the haters think? Like do you have a practice you do? Is there were you just born gray hair don't care? >> Gray, hair, don't, care. >> New, tagline. >> New, tagline., [laughter] Yeah. The Real House husbands of New York. Gray hair don't care. [laughter] um what other people think affects no part of my working minutes. So it

doesn't really do anything to me like for someone on the internet to say something bad about you. I actually feel bad for them cuz I just know how awesome I am. [laughter] Like I'm just like man this person needs a friend. I've never spoken poorly about most people. definitely not on the internet because I I have a job and like I just don't act that way. So like I think the moment people stop talking poorly about you is the is the moment I'm probably going to

have a problem because it just means I'm not doing anything and I'm not doing things right. The end of the day I mean we run four businesses but I'm mostly known for selling unaffordable real estate to the 1% of the 1%. It's easy to hate on that. I totally get it. I totally totally understand where that negative sentiment is going to come from. But I also appreciate the fact that I also came from a point where I had no money. And instead of looking up and getting angry, I looked up and said

that could be me, too. Let me just do it my way. >> That's, so, good., Yeah., You, have, something called the orchid the orchid test which made me laugh out loud and want to do it immediately. Can you tell us about that? >> The, orchid, trick., Yeah, >> that's, what, it, was. >> Yes., It's, how, do, you, uh, how, to, handle rejection because I get rejected all day long. My number one job is to fail. >> The, more, I'm, pitching,, the, more, I, lose. So, I want to take as many swings at bat

as possible. Pitching agents, employees deals, TV shows, like Only Manhattan on Netflix was not the first show that I pitched outside of Million-Dollar Listing New York. I think it was like the 70th. So, that's 69 nos to get to that one win. And it was just on that other side. And so when people reject me, my go-to because I just know how great I am and I feel so instinctually bad for the person who's rejected me because I know what they're about to go through with someone else

as possible. Pitching agents, employees deals, TV shows, like Only Manhattan on Netflix was not the first show that I pitched outside of Million-Dollar Listing New York. I think it was like the 70th. So, that's 69 nos to get to that one win. And it was just on that other side. And so when people reject me, my go-to because I just know how great I am and I feel so instinctually bad for the person who's rejected me because I know what they're about to go through with someone else

that I send them an orchid the same way you would to send to somebody who has lost a loved one and I write a little note that just says, "Thank you so much for the opportunity and I'm sorry for your loss." That's How many of those have you sent out, do you think? >> Oh,, 2,000. >> What?, That's, insane., Do, you, own, the flower company, too? No. >> No., I, just, really, like, investing, in Florida shots. [laughter] We You can ask my assistants. Like, I send I send two things. I send a book in

a box and I send orchids. So, when things go well, I have like a company book. We update it every year. It's it's an actual book. I think physical things are okay. It's in a little box. It's our company cobalt blue. and we write in a silver pen that says, "Thank you so much for the opportunity to see you on Tuesday." Or little things like, "Um, it was so great talking to you 17 minutes ago. Really looking forward to meeting you in six months." Little notes like

that that just peak the ears just a little bit. And I'll send that book. When I don't get the deal, we we we have we have put Flores kids through college for sure. >> You, know, what, tells, new, owners?, Your first win feels amazing until you realize one accident, one dispute, one oops moment can wipe the whole thing out. Smart owners don't wait for the disaster story. They protect what they're building. That's why I like Next Insurance. It's stupid simple. You hop

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check out Next Insurance and get covered in minutes at next insurance.com/cody. >> I, want, to, talk, about, that, because, you close deals all the time. You're closing I mean, we see them on the internet. You're running through these huge pads but you're probably closing somewhere in your business, I would assume, millions if not tens of millions of dollars every single day. Yes. >> How, do, you, get, a, stranger, to, trust, you? Like give us the Ryan Sirant secrets to sales.

>> The, number, one, thing, to, get, a, stranger to trust you is first use the two C's. So no one trusts anybody. You immediately give the person a compliment and it has to be authentic >> right?, And, then, you, find, something, in common and it can be physical, right? Like you complimented me on all black cuz you're an all black and now we're talking. I appreciate you taking notice of my outfit, right? I could compliment you on earrings, makeup, color of eye

shadow, right? It pops. Yeah, eyes look great. Outfit, pinstripe, super cool. And we're both doing this podcast and now we're talking about business. My sister has a ranch in Austin. Now we can talk about Austin. We can go down to Texas. I'm from Houston and now we're talking. Okay. Um, and then the flip side to that is to always say no to something. People don't trust yes men or yes women. They do trust when you pull things away or you say no. Like I flew

shadow, right? It pops. Yeah, eyes look great. Outfit, pinstripe, super cool. And we're both doing this podcast and now we're talking about business. My sister has a ranch in Austin. Now we can talk about Austin. We can go down to Texas. I'm from Houston and now we're talking. Okay. Um, and then the flip side to that is to always say no to something. People don't trust yes men or yes women. They do trust when you pull things away or you say no. Like I flew

with a billionaire to Palm Beach when CO started before I knew that there was going to, be, a, co, housing, market., I, just thought everyone was it was all over right? And [snorts] then people in New York started saying, "Well, I have to live somewhere. A lot of wealth had been created and I flew with this person. He didn't trust me. It's worth a couple billion dollars. says his budget is 20 to30 million and I hadn't really done real estate in Palm Beach yet at that

time. And so the first house I could get him into was asking $140 million. And he asked me why I brought him there. I got really nervous. Pit in my stomach. This isn't I'm sorry I shouldn't do this. And he said, "It's amazing. I want it." But he doesn't trust me. Barely knows me. The way to not get trust is to say "Awesome. Great. I knew you were going to love it. This house is beautiful. It has an aquarium for human beings. It's the most expensive home ever sold in the

time. And so the first house I could get him into was asking $140 million. And he asked me why I brought him there. I got really nervous. Pit in my stomach. This isn't I'm sorry I shouldn't do this. And he said, "It's amazing. I want it." But he doesn't trust me. Barely knows me. The way to not get trust is to say "Awesome. Great. I knew you were going to love it. This house is beautiful. It has an aquarium for human beings. It's the most expensive home ever sold in the

history of Florida. Let's go do it. No trust. So, the first thing I did is I said "No, I'm sorry I took you here. It's far outside your budget. We're going to leave. Let's leave. We'll talk about it in the car." Took him to another house. $53 million. Projectile vomits in the lobby. Go [snorts] to another house. $30 million. Won't get out of the house. Won't get out of the car. Sorry. Um because what I showed him through my wow moment with the first deal was just too

perfect. And the trust was built there because I was willing to walk away and I was willing to not do the deal. >> Right?, It's, like, at, a, bar, I'm, willing, to not go home because I I actually do like you and I want you to trust me and I'm a good guy. So let's talk later. All of a sudden it's like I don't understand what to do, you know? >> Smart. >> And, so, yeah,, every, sale, has, three, Ps. through the negotiation, you push, you pull, or you persist. Sometimes it's an

perfect. And the trust was built there because I was willing to walk away and I was willing to not do the deal. >> Right?, It's, like, at, a, bar, I'm, willing, to not go home because I I actually do like you and I want you to trust me and I'm a good guy. So let's talk later. All of a sudden it's like I don't understand what to do, you know? >> Smart. >> And, so, yeah,, every, sale, has, three, Ps. through the negotiation, you push, you pull, or you persist. Sometimes it's an

amalgamation of the three. >> Sometimes,, like, in, that, instance,, it, was just pull. You have an incredibly wealthy person in front of you. They don't need to be pushed. You don't really need to persist. They're right there. Wealthy people, their number one asset is their time. So, they're going to be moving way faster than you are most of the times. The number one thing to do is just to pull. Let's not do it. I don't want to do the deal. This is makes me uncomfortable. I don't want you

to hate me. let's not do it. Let me show you something else. And then you make it their idea to move forward. >> So, clever., Yeah., It's, funny., We, own, all of these service-based businesses right? Like window cleaning. Actually, I should be pitching you on why we should be your services for a bunch of >> window, cleaning., Nice. >> Yeah., We, own, a, It's, called, Pinks., It's actually very cool. It's uh like 170 locations across the US. The whole uh home service franchise is about 800.

>> Wow. >> And, so, window, cleaning,, painting companies, garage installation, etc. But what's fascinating is we found for a bunch of our new franchise owners, their biggest issue was wallet share. So they always assumed that people would never pay for things that they wouldn't pay for. They're like, "This is I can't picture it because I can't pay for it. Somebody else there's no way they're going to." And so it's been really interesting trying to break a lot of the

team of this idea that rich people actually have a lot of money and they want you to give them a service to pay for. Yeah. And so what do you tell I've you know, seen lots of of your real estate agents, but a lot of them don't come from money. Like they're hustlers. How do you get them to understand what it takes to sell to reach to rich people and to break out of what might be their their wallet instead? >> What, wealthy, people, are, paying, for, is not information or access. It's

confidence. And confidence is currency. They want to know that when you tell them to do something or you tell them not to do something that they're going to believe it because they can pay for whatever information or whatever access they want and they could probably buy this house in front of them or this car or this watch and if it was a bad deal it's not going to change their life in any way, shape or form. But when you have confidence in what you know and how

you position this in their life, right that confidence is the energy currency that will help that person make decisions with you and then they will be loyal to you for the rest of your career. >> It's, true, >> right?, Billionaire, class, is, that bullseye, but they are protected by six rings of sphere of influence, right? from adviserss to family to friends to assistants to bankers to the outermost ring of vendors. So who is somebody that has already broken through and gotten

their trust to get their share of wallet? That's interior designers contractors, attorneys. We were just talking about divorce attorneys, right? Estate attorneys and so on. Those people have a shared commercially aligned interest with what we do. And so the way to get to the bullseye isn't to go to the bullseye and sit there and say "Hey, come work with me. It's to get to the people where you have a commercially aligned interest and then you can have share of trust while getting to share of

wallet." And we teach sales people to do that. It is not easy, but once you learn how to create those conversations and build those relationships um, you can build an uncapped life. >> Yeah,, it's, incredible., Well,, it's, why, I really like that you have the education company because I know everybody thinks that education has a sheen on it. You know, they think if you could do, you do and if you can't do, you teach. But I think it's a real gift to give people

wallet." And we teach sales people to do that. It is not easy, but once you learn how to create those conversations and build those relationships um, you can build an uncapped life. >> Yeah,, it's, incredible., Well,, it's, why, I really like that you have the education company because I know everybody thinks that education has a sheen on it. You know, they think if you could do, you do and if you can't do, you teach. But I think it's a real gift to give people

like the secrets that you learn over 105 years of being in in real estate. And so, I guess in that instance with these real estate agents that that come in for you, I'm sure you have interviewed thousands and you've probably seen thousands across the years. What do like the top 1% do and that maybe even the 99% would think is unreasonable? >> The, top, 1%, of, salespeople, just, don't quit. It's the only way to be in the top 1%. Hard work trumps luck when luck doesn't work hard.

>> And, so, they, just, show, up, day, in, and, day out. They understand their job is to lose. And slowly but surely, the wins start to outpace the losses. And then you compound and you compound. They're also relentless with followup, right? And they have pretty great memories or systems and processes in place to make sure that they follow up and follow through and follow back with everything they say they're going to do with every person that they meet. And they also

understand too like in negotiations like they they to do like what I just talked about in Palm Beach like the number one negotiation tactic is silence. Silence is violence. There's nothing that drives a wealthy person crazier than not responding. And I see it with me. There is nothing that drives me crazier than when Danny doesn't respond to my text messages. Like I just lose my mind with everybody that works for me that doesn't respond in time. And I know my clients are the

same way because when they want something, they want it. How dare you not respond. So you have to respond in real time or don't go get another job. >> Yeah,, it's, a, good, point., I, mean,, I, think the richer you are, the faster you move on average. And the one thing I've always found with knowing as many billionaires as we've gotten to know over the years is like they're just faster than anybody imagines. I think a lot of times people think they're always

smarter. I'm not sure that's always the case, but like they don't waste time at all. And you've actually talked about this. You've talked about how like you can't get some of your billionaire clients on the phone. They're like, "The thing is I don't get on the phone." >> Yeah. >> And, so,, do, you, have, any, weird, quirks like that? Like, will you not do voice notes? I like pe I like uh you know um Andre, Mark Andre's comment of like voice notes are violence. I think like

smarter. I'm not sure that's always the case, but like they don't waste time at all. And you've actually talked about this. You've talked about how like you can't get some of your billionaire clients on the phone. They're like, "The thing is I don't get on the phone." >> Yeah. >> And, so,, do, you, have, any, weird, quirks like that? Like, will you not do voice notes? I like pe I like uh you know um Andre, Mark Andre's comment of like voice notes are violence. I think like

it's a one-way street. Don't give them to me. I don't want one. >> Um, you, got, anything, like, that?, I, don't send people voice notes, but I do record my own voice notes and then I I'll listen to them on the way to work right? >> Motivational, quotes. >> Yeah., No,, I, just, talk, to, myself, like, "You got this, Ry guy. You can do it buddy." No, just like instead of having to type, everything I do now is voice. Our AI service is all voice. Everything is voice. And so I'll just I'll just

talk about ideas so that I just don't forget them to remind myself to put them into action. Um, billionaires text more than 13-year-old girls. They just do for two reasons. First reason is it saves time. >> And, they, know, that, if, you, try, to, get them on the phone, what are you going to do? You're just going to try to convince them. And if you can't convince them in writing, you're not good enough. So that's one. Two is so that it's in writing. So you can't go back and say, "Well, we

talked about that. Remember when we had that conversation, we did this, we did this. They can just scroll. Anyone who has become that wealthy has gone through litigation >> and, text, messages, and, emails, are admissible in court. >> And, so, you, just, always, have, to, be careful that if you say it right, you can forget it. If you write it, you can regret it. And incredibly wealthy people get that. >> Let's, talk, about, um, hiring., So,, you're you're bringing a bunch of people on

board. Yes. Lots of people want to work for you. I saw the office. It's amazing. You've got your sirant all over the sides of it. It's a cool building. Got people lining up. How do you determine if somebody's an A player or not? If somebody should work for Ryan, I would assume you only want as many A players as you can. How can you tell? >> We, haze, them, physically. >> Yeah., Figured. >> If, you, can't, take, a, punch,, you, can't work here. >> You, can't, do, that, in, New, York., Texas.

board. Yes. Lots of people want to work for you. I saw the office. It's amazing. You've got your sirant all over the sides of it. It's a cool building. Got people lining up. How do you determine if somebody's an A player or not? If somebody should work for Ryan, I would assume you only want as many A players as you can. How can you tell? >> We, haze, them, physically. >> Yeah., Figured. >> If, you, can't, take, a, punch,, you, can't work here. >> You, can't, do, that, in, New, York., Texas.

Texas., We're, fine., New York., You, guys are soft. >> Yeah., Exactly., [laughter] Um, listen, I hire first and foremost for intelligence. If I have someone who's incredibly smart in front of me even if they don't have the resume, if they don't have the backing, if they don't have the experience, they're just going to figure it out. And a lot of what running a startup is about is not doing things the way we used to do them but improving on the way we're about to

start doing them. And so I used to hire people for experience and I just hated it because every meeting I would go to would be talking about what they used to do, >> right?, It's, like, someone, who's,, I, don't know, been divorced three times, every conversation is about an ex-wife. It's like, guy, move on. Like talk about the future. And so what I like to do especially with our executive hires, is I hire for a function >> and, I, hire, for, raw, intelligence and I hire out of industry.

>> If, they, have, ride, share, app, operational experience, high growth tech business they won't have any idea how to operate my business, a cloud brokerage, opening a state every month, but they'll get it. they'll figure it out. I also test for energy, empathy, and enthusiasm. Like those are my three E. And then our three key metrics are speed, quality, and experience. If you're not moving a little bit faster at a little bit of better quality, and leaving an amazingly

memorable experience, then we are screwed. >> It's, [snorts], a, good, point., Everybody has stories about their real litter. And if it's a good one, you get, I'm sure five or 10 more clients. And if it's a bad one, you probably get turned down 10 or 20 clients. >> Let's, also, I, mean, I, was, I, was, mostly talking about staff because I spent a lot of time thinking about the actual leadership >> about, payroll, and, the, actual, the leadership team like our leadership team

now is 17 people and I sit there and that's an expensive group of people. >> Every, single, minute, costs, money, and, I have this thousand minute rule that's really important to me and I really look at time as dollars. It's the only way that I can be efficient with my time and also not waste time >> right? >> What's, your, thousand, minute, rule? >> You, have, a thousand, minutes, every, day, to be productive. >> Some, people, have, 800, minutes,, some people have seven jobs, some people have

10 kids. It's all different, but on average, right? You have a,000 minutes every day to be productive. If you look at those thousand minutes as $1,000 in your bank of time you get every day it'll really start to affect the way you give someone 15 minutes or affect the way you start valuing your commute >> for, example., And, I, was, spending, so, much time because I'm in sales. I have no salary. I have no benefits. You eat what you kill. There is absolutely no parade

10 kids. It's all different, but on average, right? You have a,000 minutes every day to be productive. If you look at those thousand minutes as $1,000 in your bank of time you get every day it'll really start to affect the way you give someone 15 minutes or affect the way you start valuing your commute >> for, example., And, I, was, spending, so, much time because I'm in sales. I have no salary. I have no benefits. You eat what you kill. There is absolutely no parade

when you make $25 million a year. And there is no pat on the back when you are in bankruptcy. No one cares. You're at you're in it to win it. Okay? And so I was spending so much time meeting with people where it wasn't a benefit for me. >> Commuting, where, it, just, was, a, complete waste of time and I was like, how do I re-rigger my brain to think about time like money? Every day is going to cost me at that time when I started this was $1,000. 1,000 minutes, a,000 bucks. If

it's if it's, you know, an hour meeting that's 60 minutes. It also helped me deal with problems and not have bad days, >> right?, Like, you'll, have, a, really, bad call and then you have a terrible day. But if the call was only five minutes would I throw away $995 >> because, of, five, bucks?, Probably, not., And it's not a great analogy because you could have a bad call that could ruin your life. I mean, there's tragedies. it's editor, but like it was a real way

for me to think about life in a relative way. Um, that has been a major unlock for how we operate. And so I really tried to put our executive team on the thousand-minute rule as we go. Harvard Business Review wrote a case study on it thinking that it was the most interesting thing about me when I thought there were so many more interesting things about me and they're like, "No, you're so weird with time management and how you do so many different things. We're going to write about that."

>> True. >> Yeah., You, know,, when, you, were, on,, I think it was Million-Dollar Listing was the first show, right? You were known as like this amazing sales guy, one of the top real estate brokers, but you also had a little bit of a reputation for being tough, you know? >> Was, that, given, you, were, an, actor, before, is that like part of your personality? Is this like a persona that you put on or are you kind of like a tough guy while also being this funny guy and

highly competent? When Millionaire Listing was created, they cast four of us on the show. >> They, said,, "We're, going, to, film, all, four of you for the first season. You're going to spend a year making this TV show. Only three of you are going to make the cut." >> Oh,, I, never, knew, that. >> Yep., And, you, think, business, is, rough. That was emotional roller coaster because the producers would show up to a scene like, "Hey, I've got this person I want to show this apartment to. It's be

highly competent? When Millionaire Listing was created, they cast four of us on the show. >> They, said,, "We're, going, to, film, all, four of you for the first season. You're going to spend a year making this TV show. Only three of you are going to make the cut." >> Oh,, I, never, knew, that. >> Yep., And, you, think, business, is, rough. That was emotional roller coaster because the producers would show up to a scene like, "Hey, I've got this person I want to show this apartment to. It's be

great." And they would show up and they'd say, "Oh, oh, this is what you have?" Yeah. Well, you know, we were shooting with the other guy this morning and he had this amazing celebrity in this gorgeous penthouse. Yeah. I don't know, if, it's, going to, work, for, you., And it like what they were doing was poking me and proddding me to make me get better and to figure things out. And I had to not just be like the white quirky nice guy. That is boring TV. So if I could be the most vulnerable

and have a little bit of an edge, I would not get cut because I don't want to, spend, a, year., You, know how, many thousands of minutes that would be? That's a lot of >> I, would, stress, out., [laughter], And, so >> Harvard, would, not, write, a, case, study, on you. [snorts] >> Yeah., So, I, kind, of, concocted, this, arc where, you know, I'm I'm an introvert. I got into theater when I was a little kid. So, I didn't have to be myself. It was much easier moving from school to school

to school because I was not good at sports because I was overweight. I had rash acne and I was going gray and I moved eight times before fourth grade to pretend to be a tree in theater after school than it was to try to go play football. And the TV show gave me an option to put on a different type of costume, right? And a friend of mine who told me to get into real estate was like, "It's it's theater. It's the same thing. You put on a performance, you put on your suit, you memorize information

you understand the scene, and you say yes and. Right? There's some memorization, but it's yes and how can I help you? You want an apartment? Yes. And what about this? And okay, what about this and and then you help them make a decision that they were going to make anyway because they're going to move, except they're going to do it with you. And it was a game. And that's that's how we built. That's so smart. It's interesting because now that I'm on the internet as much as I am, I see the

showmanship everywhere, you know, and you see it in business. I mean, like famously, I was reading about um Todd Graves from Raising Canes. Um this other person who's become a friend, David Senra, has this podcast called Founders. He talks about this game of showmanship as a leader and a CEO. So, do you feel like you carry that into the CEO position or do you almost have to leave behind this character development? Like is there a little villain in the CEO just like there was in the

million-dollar listing? >> I, think, I'm, way, tougher, as, a, CEO, than, I am as a TV agent. >> Yeah, >> you, have, to, be, because, the, liability, is so hard. And a lot of people um uh you know need to be led. People want to be led. I am a terrible manager. I hate it. It's not what I do. I have people who manage. I'm a much better leader >> than, I, am, a, manager. >> How, do, you, see, the, difference, between the two? What's the difference between a leader and a manager?

million-dollar listing? >> I, think, I'm, way, tougher, as, a, CEO, than, I am as a TV agent. >> Yeah, >> you, have, to, be, because, the, liability, is so hard. And a lot of people um uh you know need to be led. People want to be led. I am a terrible manager. I hate it. It's not what I do. I have people who manage. I'm a much better leader >> than, I, am, a, manager. >> How, do, you, see, the, difference, between the two? What's the difference between a leader and a manager?

>> I, think, that, a, manager does things right and a leader, right does the right things. I think that's a Ducker quote more than anything. I think the leader picks vision and stands at the front of the line. The manager makes sure that the line follows the vision. You know, if you think about like Marcus Aurelius and that front line and I one of the, ways, I, differentiate, myself,, at least in the real estate space, is that a lot of CEOs are in the back.

>> They're, in, like, a, high, perch, paying, for things, you know, and then let's see what happens. >> Maybe, like, an, idiot,, you, know,, I've, got like my broadsword out, no helmet because this could be my last battle. and I'm in the front lines on a horse you know, marching around and I'm like "You guys better follow me because I'm going." And then they're like, "I guess we're going to." And that's that is literally that's how we built a company. [laughter]

>> Feel, like, I've, seen, that, video. >> We, should, make, that, video. >> You, really, should., Um,, you, know,, you obviously have a ton of confidence or at least projected confidence. How do you think somebody builds that? You've talked about how important it is to have confidence to sell things, to sell things to rich people. How does somebody build their confidence? >> One, of, the, ways, I, did, it, was, with, that fake Rolex early on. I think people have

a lack of confidence because they have a lack of identity. >> You, know, >> one, of, the, things, that, we'll, do, through sell it. So sell it.com is our our education business. We train salespeople in 133 countries. Uh uh we've changed so many lives and so it's insane to watch. You sit and we say define yourself without using your name. or talking about what you look like. And it is so hard for people to do that. They're like, "Oh, I'm from X." It's where everyone goes. I was born in like

"Okay, so just so you know, you just told me everything about you has to do with where you're from or where you're born. Really? Are you sure?" Your whole life. Like, "Oh, no, no, no. That's it. I'm uh I have a job." And they don't know how to talk about themselves. So, we spent a lot of time helping people talk about their core identity. Who are you as a person? What makes you tick? If you understand who you are today, pros cons, strengths, and weaknesses, you can

then write your future memoir and go 24 months out, 24 months from today, where are you? What do you look like? Right? Where are you living? What are your best character traits? What are you watching? How much do you weigh? What are you driving? Get as detailed as you possibly can and then that is your road map. And if you know that's your road map, you spike your own confidence because you are able to execute for a year, right? And then realize that vision for the

next year. And if you do it the right way, you are that person before the 24 months are up. >> I, want, to, talk, about, how, you're, stacking all these businesses now. >> So, you, start, as, like, a, real, estate broker. >> Yeah. >> And, you, work, for, somebody, else., Yeah. >> Then, you, build, your, brokerage., Now, you have your education platform as far as I can see it. You also have your SAS company and you have this brokerage. >> What, am, I, missing?, And, a, media, company.

next year. And if you do it the right way, you are that person before the 24 months are up. >> I, want, to, talk, about, how, you're, stacking all these businesses now. >> So, you, start, as, like, a, real, estate broker. >> Yeah. >> And, you, work, for, somebody, else., Yeah. >> Then, you, build, your, brokerage., Now, you have your education platform as far as I can see it. You also have your SAS company and you have this brokerage. >> What, am, I, missing?, And, a, media, company.

Do you separate that? Like how do you structure your holding company? How does what does that look like for you? >> Sure. >> So, I, set, up, Siran, Technologies. >> Mhm. >> Which, is, a, holding, company, whose operating companies help people move forward. And we do that by providing services that help buyers, sellers, and salespeople operate within the real estate world to make things better, faster, and cheaper. One of the ways we do that is we own a cloud real estate brokerage. That's

sirant. It's moving incredibly quickly. >> And, what, does, a, cloud, real, estate brokerage mean? >> We, don't, have, physical, spaces, >> but, you, have, an, office. >> I, have, a, clubhouse, in, New, York, City because I like it. >> Clubhouse., Okay., I, like, that. >> So,, we, have, a, clubhouse, in, New, York City. We call them siran houses agents. We have siran offices all over the country now. Agents open them on their behalf and they're powered by the firm.

The entire firm operates in the phone. So unlike a brickandmortar >> you, go, into, Caldwell, Bank, or, Caldwell. >> Yeah., Which, are, brick, and, mortar, or franchise operators. And franchises used to work back when people paid attention to training because you would have the vision, the brand, and you would train relentlessly so that the experience in every franchise was the exact same. The minute the training went out the window which is what all franchise operators in

the real estate brokerage space have forgotten to do, quality goes out the door and that's why all those businesses are failing like one by one by one. They're also aging out incredibly quickly. >> That, would, be, like, a, killer, Williams. >> Yep., So, we, have, the, cloud, real, estate brokerage. We then have a production company. So siran studios. So we have the Netflix show only Manhattan season 2 December 5th. We have all the top off ofunnel content which is lead generation

organic for salespeople and people who need salespeople >> that, then, routes, in, a, funnel, over, to, the brokerage right our LTV to CAC is it I told you it was six times >> when, industry >> yeah, well, the, industry, I, think, is, like at one >> wow >> and, so, we're, at, 6.6, six, as, a, ratio, over present day value >> which, is, I, would, which, is, just, like astonishing and we do it because we don't buy revenue and our lead flow is organic >> through, revenue, you, mean, paid, ads

>> no, by, revenue, through, buying, commissions so like if >> that's, normal, in, the, industry >> yeah, of, course, just, the, same, way, it, is in like a hedge fund or an investment bank you have a sales team or a portfolio manager he does 20 million a year there's a multiple on his 20 million. You come in, you lock them up you give them golden handcuffs. We don't do that. So, everyone comes to Siran for opportunity and they stay for the opportunity. We then have sell.com

>> which, is, an, operating, company, under, the Hulco. We then have Simple. Simple is an AI workflow engine that replaces all back office support. So it's like Instacart for work. >> And, then, we, just, spin, that, flywheel, all day long. >> Fascinating., And, going, forward,, which one do you think is the biggest or do you think that they're all so interconnected that there will be no spinouts? I think it's a public company by 2030. I think it could be spun out.

Sure. I mean, I've set it up in such a way where, and we've had people come to us who only care about simple because all people care about is AI. We also have people who really just care about studios and organic lead genen content and the IP that studios has >> from, us, doing, this, for, so, long., And there's people who only understand brokerage, but we've kind of built real estate brokerage 3.0. And our average agent is young >> the, most, diverse, and, inclusive, real

estate brokerage in the United States by far. You know, we're doubling in size every year and profitable. So, like I don't know, it's just working. >> That's, fascinating., So,, how, big, do, you want this business to be? How big do you think it will be? >> I, don't, want, it, to, be, big., I, just, want it to be the best. >> Interesting., No,, come, on., You, don't, you have, you don't, have, like, a, multi multi-billion dollar valuation that you think would be fun to hit in the game at

some point or No >> I, don't, know., I, probably, to, the, to, the sadness of my investors um they think about valuation. I just think about being the best. Like if I could have 10 agents and sell more than any other firm, I would do it. simple replaces a lot of admin workflow human support, but it empowers the salesperson to do more because we buy 80% of their day back. >> All, admin, tasks, are, gone. >> And, so, I, don't, know, where, we, get, to., I, I only care about winning and it doesn't

have to be attached to dollars. >> Yeah,, it's, interesting., I, mean,, I, get it. I think love of the game is what PE gets people going after a certain dollar amount. >> I, think, if, you, focus, on, the, money,, the money doesn't show up. Yeah. >> Like, when, we, raised, money,, I, wasn't looking to raise money. You know, if I were to looking and actively trying to go raise money, I think it would probably be hard. >> Don't, you, think, like, in, the, beginning

you have to be obsessed on money? Like your first 500k, your first million a year, like you kind of need to be obsessed with it and then at some point maybe not or is that not true? >> I, don't, know, about, every, other, industry. It's possible in other industries. Um it's it's easy in our business to just focus on the work. And if you take care of the work, the work will take care of you. >> And, then, you, want, to, understand, how, much money you have. How much does your life

cost? How much does your month cost? Like my monthly is high >> right?, And, so, I, understand, what, the business costs. I understand what my personal life costs. I understand money but it is not a leading indicator for me and it's not a motivating factor in determining what I want to do. Money is just a tool. And when you treat it like a tool and not like the beall end all then you don't put dollars on a pedestal. You just put the potential for greatness up there and it's so much more

cost? How much does your month cost? Like my monthly is high >> right?, And, so, I, understand, what, the business costs. I understand what my personal life costs. I understand money but it is not a leading indicator for me and it's not a motivating factor in determining what I want to do. Money is just a tool. And when you treat it like a tool and not like the beall end all then you don't put dollars on a pedestal. You just put the potential for greatness up there and it's so much more

achievable. >> So, good., How, How, about, you've, had, some crazy stories about people who are one say, they, have a, bunch, of, money,, don't actually have. >> So, many, con, artists, out, there. >> Really? >> Yeah., Insane. >> And, they've, only, gotten, better. [laughter] >> Yeah,, that, is, that, is, true., Like, you can't tell the the like AI voice bankers who say they work at Goldman Sachs who will trick you on the phone to tell you that their purchaser has all the money

achievable. >> So, good., How, How, about, you've, had, some crazy stories about people who are one say, they, have a, bunch, of, money,, don't actually have. >> So, many, con, artists, out, there. >> Really? >> Yeah., Insane. >> And, they've, only, gotten, better. [laughter] >> Yeah,, that, is, that, is, true., Like, you can't tell the the like AI voice bankers who say they work at Goldman Sachs who will trick you on the phone to tell you that their purchaser has all the money

in the world. They submit offers and the deposit doesn't show up and they waste all your time. We have sham buyers all the time. All the time. >> How, do, you, tell, if, somebody, is, serious or not? >> I, mean, the, first, way, to, tell, is, to, look them up online. Like if you look them up, Google them, ask chat, is this person real? Who are they? And if there's nothing there and they're looking for a $10 million home kind of sketchy. Although I will tell you,

I met someone a long time ago through the internet who said they wanted to buy a place for $8.5 million and they were ungooable, but I wasn't doing a whole lot of deals back then. And so I was like, "Sure. Uh, send me a proof of funds." And he DHDL me a photo of someone with in like an African headdress uh kind of thing. and on the back of it just said that the purchaser's name is good for it and does not commit to things he does not commit to. I was like, I'll take it. Um, sure, no

problem. And he took out a contract and then disappeared for almost a year. And what people told me is, you know, people around the world will do that because they'll they'll take a contract. They'll say it's an American real estate purchase of sale contract. They got it for a good deal because that home, I think, was on the market at 15 million at one point and slowly made it down to 8 and a half. And then they'll go to people and say, "Come in on this deal

problem. And he took out a contract and then disappeared for almost a year. And what people told me is, you know, people around the world will do that because they'll they'll take a contract. They'll say it's an American real estate purchase of sale contract. They got it for a good deal because that home, I think, was on the market at 15 million at one point and slowly made it down to 8 and a half. And then they'll go to people and say, "Come in on this deal

with me for$10,000. Come in on this for $5,000 for me." And they just steal money from people all around the world as they go. That guy actually did one day wire the $830,000 deposit just randomly showed up one day and then totally disappeared again and then forgot to close. And then, long story short, eventually showed up to close, went and bought what I'm pretty sure was a private 737 that was sitting at JFK and then came back and it turns out I think he clears like a billion a

year, in, pure, cash., I, don't know, how, much he actually makes. Um, and he controls a delta in a very, very, very important passageway for shipping containers in a very, very important and potentially scary place. And he makes so much money that one night he was drunk and he was on Zillow and he filled out a form and I had, nothing, better, going, on., So,, I was just sitting in the office. Um, and I responded and I asked him at that first closing. He's bought a lot of properties

since then. asked him. I'm like, "Why did you even buy this?" He's like "To be honest, I felt bad for you." And I'm like, "Superpower number one. Make people feel so bad for me. They just buy the damn thing anyway >> dude., Whatever, it, takes., 20, bucks, is, 20 bucks. I'm in." >> Yeah., Puppy, Doug, eyes,, you, know,, gray hair, don't care. Like, [laughter] just move on. >> That's, incredible., Okay., I, want, to, close out with I think a lot of people get overwhelmed negotiating. Obviously

since then. asked him. I'm like, "Why did you even buy this?" He's like "To be honest, I felt bad for you." And I'm like, "Superpower number one. Make people feel so bad for me. They just buy the damn thing anyway >> dude., Whatever, it, takes., 20, bucks, is, 20 bucks. I'm in." >> Yeah., Puppy, Doug, eyes,, you, know,, gray hair, don't care. Like, [laughter] just move on. >> That's, incredible., Okay., I, want, to, close out with I think a lot of people get overwhelmed negotiating. Obviously

that's something that even Americans we're not that used to. People get scared about getting steamrolled. What do you do in a negotiation to start positioning yourself like in a power position? If somebody's sitting here and they're like, I don't know, they're trying to get a raise. They're trying to interview for the next big job. They're going to the next level of the game, but they don't know how to get in the power position and negotiation. What do you do?

>> Two, things., First, thing, you, just, have, to remember, the best negotiators, they don't talk, they translate. I see salespeople all the time, employees trying to ask for more raises. They don't know what to do. They don't understand their value. And so, they just talk. They talk without saying a lot. The number one negotiators out there, they translate value. They repeat what you say back to them, and they mirror how you feel. you can get whatever you want if it's

the other person's idea and you do that by translating the conversation for somebody. So that's one. The second thing to understand to kind of get control negotiation is you always throw the first punch. A lot of people want to stand back, right? No, I don't want to push. I don't want to persist. You go into prison, you throw the first punch. So you ask the first question. Get them talking. People love hearing themselves talk, especially grown men. They just love the sound of

their own voice. And they love hearing themselves talk about themselves to talk themselves into decisions. And so you start top of funnel, use the funnel technique, big qu big picture questions, right? So where are you from? What brings you here today? How can I help you? What does winning look like to you? That's another great way and a great question to reframe a stalled negotiation, right? Is you mirror them. You say, "I totally understand why you're frustrated. I

totally get it. Let's walk away." You pull and then you say, "But if this were to go forward, what does winning look like to you?" And then you put them in a position where they get to say either "Well, it doesn't look like anything," which is a weird way to answer a question. or what they usually say is they tell you their number one fear and they give you the in to go and fix the fear and that's how you do it. >> That's, so, good., So,, new, episodes, coming out December 5th.

>> Yeah., Season, 2,, Only, Manhattan,, the greatest TV show in the history of the world. >> Honestly,, the, trailer, looks, great., I'm not a big reality show girly, which is not good to say to you, I guess, but uh it looks fascinating and I'm excited to see you build live. >> Yeah., No,, it, we, shot, Netflix, shoots, in real time. They give us complete creative control. >> Wow. >> And, because, it's, not, sold, into syndication like cable, like million-dollar listing was the law and

order of real estate because whether it's season 3 episode 5 or season 9 episode 2, right? Cable TV is sold all over the world. Someone's got to be able to turn on the TV, watch it, and understand what's going on. On Netflix you search. It's all about search. And there's interest graphs and what they call taste circles. So, Oni Manhattan is an entrepreneurial, aspirational sexy taste circle, and it's an eight-hour movie, right? It's eight episodes. And so, what we're able to do

is really craft the wildest story without worrying that someone's going to randomly turn on season 2, episode 5. You wouldn't. You could do that. I think they did that with like Bander Snatch but then it's just complicated, right? Watch every episode however you want to. um which was an experiment that Netflix did which basically was like watch this TV show the way you would watch Law and Order. There's no narrative thread. It's just what case is this episode going to

be. Um and Oni Manhattan is unlike any reality TV show I've ever seen. It has narrative thread. It has voice over. >> I, break, the, fourth, wall, House, of, Cards style and you get to watch in real time as a company is built more so in season two. I think I sell an $8 million apartment this season live while getting out of the shower from the negotiation towards deal done. I am butt naked to putting on my shirt between both parties and the camera barely even cuts. Like I've never seen

be. Um and Oni Manhattan is unlike any reality TV show I've ever seen. It has narrative thread. It has voice over. >> I, break, the, fourth, wall, House, of, Cards style and you get to watch in real time as a company is built more so in season two. I think I sell an $8 million apartment this season live while getting out of the shower from the negotiation towards deal done. I am butt naked to putting on my shirt between both parties and the camera barely even cuts. Like I've never seen

anything like that before. And I think it's the evolution of the genre. I think people are sick and tired of knowing what's coming next and Oni Manhattan is the exact opposite of that. And that's why we deadlift even when you don't like it in the morning. That's why you're up at 4. >> Eat, the, frog. >> Yeah., [laughter] >> Ryan, Siran,, thank, you, so, much, for, coming on the show. >> Thanks, for, having, me. [music]

anything like that before. And I think it's the evolution of the genre. I think people are sick and tired of knowing what's coming next and Oni Manhattan is the exact opposite of that. And that's why we deadlift even when you don't like it in the morning. That's why you're up at 4. >> Eat, the, frog. >> Yeah., [laughter] >> Ryan, Siran,, thank, you, so, much, for, coming on the show. >> Thanks, for, having, me. [music]