Ryan Serhant > Quotes

“Steve Jobs said it best: “People don’t know what they want until you show it to them.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“When people think you're crazy, it's just because they don't have the courage to do what you're doing.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“My number one rule at the beginning of any negotiation is to always counter. Clients so often feel there is no point in doing so—they’ll say, “We’re too far apart, there’s no point!” But I’ve seen time and time again how coaxing two parties to make counters can result in a mutually beneficial transaction where both sides feel they got a good deal (and the broker is happy because he got the sale done).”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Don't prioritize your schedule, schedule your priorities.”
― Ryan Serhant

“With my Keeper hat on, I decided that I could afford to spend $200 on advertising and taxis. And I could dedicate about 10 hours each week showing the apartment. This helped ensure that if I sold it I would make a good profit.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“People want to spend their money with the most confident and most knowledgeable person, otherwise they will just stay home and shop on the internet.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“We can prospect for new clients for 30 minutes, send follow-up, follow-through, and follow-back emails and texts for another 30 minutes, and strategize with our manager on an incentive-of-the-day to offer to customers if they buy TODAY. Trolling Facebook for an hour is only OK if you’re finding clients. Serhant Secret #18 No customers in front of you?”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“This means I can call up a client and say, “The bad news is that your buyer backed out because he decided to join a competitive curling team in Moscow. But! The good news is I got you another offer!” The bad news is instantly replaced by the good news. For people who sell other things, this could mean that a product won’t be ready on time or an order was placed incorrectly. Instead of calling up your customer and dropping the bad news, take time to think about what little surprise you can add to remedy the situation and maintain the relationship. “I’m so sorry that your order won’t be received on time. Please know that I’ve reduced my commission to make this a better deal for you, you get free shipping, and 20 percent off your next order.” Sometimes surprise comes in the simple form of exceeded expectations.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“John Deco became the basis of our marketing campaign. We decided to throw John Deco a homecoming party as our launch event. We invited a lot of brokers for food and drinks, and gave out fancy gifts from Tiffany & Co. and Hermès, making sure everyone knew that both of those stores were located right in the area. See what a great neighborhood this is!? Now people were talking about the building. Suddenly, instead of calling the building 99 John, brokers started referring to it as “the John Deco building.” It was no longer just a bunch of units being converted into condos—now everyone knew about the building’s rich history because we had created a story to showcase it to potential buyers. We got our first three offers the next day.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Making enough money to pay for your kids’ college or take your dream vacation? The Serhants and the Badavas family have been lifelong friends since the day we showed up at their front door. I never could have imagined such a risk would pay off in such a good way. If there’s the possibility of that big reward on the other side of the door, just knock on it. Go ahead, take a risk. What are you waiting for? See? You’re still alive! Take another one. Then do it again.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Doer work can be everything and anything. Turning on lights, sending emails, answering the phones, opening mail, placing ads, licking stamps, putting postcards in mailboxes—whatever work has to be done to get the deal made. I did everything from ordering Twizzlers in bulk to showing apartments, to painting apartments, staging apartments, and measuring apartments to make sure a couch would fit, and taking out the garbage when a seller forgot to. For you it might mean paperwork and contracts—whatever work it takes to support the deal.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Bring value. Have respect.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Following back is keeping in touch with past clients or people who did not hire you, and it is one of the biggest opportunities that salespeople miss out on.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Initiative is like a magical cure-all elixir. Pick up the phone and make a call, send an email, follow up with leads. Do something. Taking initiative is like breathing for a salesperson; you cannot survive without it. Take initiative with everything that is put in front of you, and you will experience success every single day.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“That day I walked out of the store with new shoes and an understanding of how emotions can be used to drive a sale. Having me put on a shoe that was way out of my price range, but not pressuring me to buy it, created a big Wow Moment, and it achieved a couple of important things. First, my mind was blown. I couldn’t believe the difference between a good shoe and an amazing shoe, and I was able to feel it for myself. This is a great technique for upselling someone if they have more to spend. You can’t control how much money is in a client’s bank account, but you can control how you present the product to them—and that directly impacts how they feel about it. I”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Yes! I reminded my buyer this was an off-market deal. She was getting in early, and P.S. her daughter had been searching for an apartment for four years! Wouldn’t she like to see her happily settled? She agreed to come up $250,000 for “a quick sale.” Just like that, the million-mile distance was slashed in half. I know I’m talking about big numbers here, but what you should understand is that I’m making the gap relative. Whether you’re trying to close a million-dollar gap or a $10 one, break it down. I basically asked each side to come up, relatively speaking, $2.50. That doesn’t sound nearly as bad as bridging a million-dollar gap, now does it?”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“One time he wanted me to research a house he was curious about—in Iowa. Some realtors might find this annoying, or view it as something they “don’t have time to do.” Anytime someone on my team tells me they’re too busy to answer clients, the next day they’re not on the team. Customer service and follow-through are paramount to referral business from clients just like Campbell. So even though I had no idea what houses in Iowa were worth, I was happy to get more information for him.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“to solve algebra problems. It’s weird and confusing. This should explain why one of my first clients, Jessica, was so annoyed with me. Jessica was a twenty-something who responded to my ad on Craigslist. That’s how new brokers like me found clients in 2008. We placed ads, clients called, and we arranged to meet with them. It’s actually very similar to arranging a date with a prostitute.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“I had to understand first that even if I didn’t have a team to handle my client’s listings that weekend, I would have still deserved a weekend off. No one owns my time but me. I also have to tell myself on a daily basis that there will always be some people who CANNOT BE PLEASED. Work 24/7, go above and beyond, consistently deliver fantastic results, offer your firstborn child—and they’re still unhappy. If your PTSD is tied to human reactions that have upended your livelihood, the solution here is to simply say (in your mind, please) “FTG!”
― Ryan Serhant, Big Money Energy: How to Rule at Work, Dominate at Life, and Make Millions

“Never wait to follow up. Follow up now. It’s one of my little tricks to get attention. No one follows up faster than I do. And when you want to set up that follow-up meeting, propose dates that work for you. Don’t just ask if they’re free—take control of the destiny of your working relationship!”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Good follow-up, just like a good golf game, is an art form: It takes practice, grace, and diligence to make the ball go where you want, and eventually in the hole—and it works. Had I not been on my follow-up A game, the International Man of Mystery still would have bought an incredibly expensive apartment, it just wouldn’t have been from me. Another broker would have gotten that commission. Ouch. And that would have really sucked because he and I go wayyy back.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“In sales, there is a direct correlation between the business that you get and the business you’re known for.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“When the market is great, that’s all you need. But when the market is bad, you need to sell more than just the product—you need to sell the story.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“establish yourself as an authority in your industry, remind people constantly that you’re right here, and provide continual evidence that YOU are the go-to human for all things in your industry.”
― Ryan Serhant, Brand It Like Serhant: Stand Out From the Crowd, Build Your Following, and Earn More Money

“could let that drive me bananas and sit around by the phone like a 16-year-old waiting for a girl to call, or I could use this as an opportunity to follow back. My team and I worked together to figure out how we could make another impact, something bigger and more meaningful than a tree. We bought a very attractive, modern, and architecturally interesting bookcase, and had it delivered to his office. But we didn’t stop there. The next day, we sent a book with a note. We did the same thing the next day. And the next day. Every. Single. Day. By the time he decides which broker to use, he will have a well-curated collection of books sitting on his beautiful bookshelf. I knew I was the right broker for the project, and I was determined to send him a book a day until he chose me. Did it guarantee it would get me the job? No. It did not. But it would be impossible for him to not think of my team, our passion, our determination, and our generosity every time he walked into his office. And that is a big impact.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Always make a counteroffer. You can’t get anywhere without a counter. Remind clients there is always a cost for time. Time is expensive. You can’t predict the market. You can’t assume there is always a better offer. Can the parties involved split the difference? Can you as the salesperson offer an additional incentive? Can you lower your commission? Pay for a cost associated with the deal yourself? Remember, $10 is better than $0!”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Or did I want something different? Did I want a life that was completely unhindered by anything? Limitless possibilities. Expansion in all ways. That sounded a lot better than my current situation of broke and in tears. I understood that I had a choice to make. Did I want to be moderately successful? Or did I want to be phenomenally successful?”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“SoHo was a market I desperately wanted to sell in, and I started meeting people the moment I put my mind to it. “Need some water? My name’s Ryan.” “Need a spot?” “Nice Nikes!” These would be strange things to say to someone on the street. But at the gym, these were my client pickup lines, and they worked. They worked so well that I became addicted to meeting people. The first week I picked up a $3.5 million loft and sold it in four days. The 6 percent commission I made paid for 100 years of Equinox. Literally. And these were just my afternoon clients.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“Enjoy being creative—it will help you attract shiny new balls, get publicity, and close deals. Once I hired an artist to paint the naked bodies of models and then made a 100-foot-long banner out of the images and hung it on the building I was selling to create buzz.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

“A Win is the legacy you leave behind. And your Win doesn’t have to be as big as “change the world”—but it needs to be real, it needs to change you, and it needs to be something you really want.”
― Ryan Serhant, Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine