How structured is the team? Well,

in the individual markets, the studio's team is, for the most part, they are either licensed or trained to do everything that they need to do.

So they can operate drones.

And I wouldn't say they're so much cinematographers as they've gone through our boot camp and they know how to shoot property.

They know how to produce hooks.

They know how to work with the dialogue.

They know how to do different types of Zoom tours.

yeah

Why did you get involved in this?

Oh, man, a lot of reasons, you know, other than the fact that it's just it's a good thing to do.

Right.

We my family and I and our business here in New York, you know, try to be as philanthropic and charitable every year as we possibly can be.

And, you know, at the beginning of this year, I was trying to think about, hey, what else what else can we do? Right.

Going into this year.

And I read a stat that said that due to the pandemic in 2020, 41% of Americans delayed medical care in the last year because of COVID and, you know, being afraid of going to doctors and hospitals.

And so what should men do in the same type of situation to get when should they decide to get screened and stuff like that? I think the

Why did you get involved in this?

Oh, man, a lot of reasons, you know, other than the fact that it's just it's a good thing to do.

Right.

We my family and I and our business here in New York, you know, try to be as philanthropic and charitable every year as we possibly can be.

And, you know, at the beginning of this year, I was trying to think about, hey, what else what else can we do? Right.

Going into this year.

And I read a stat that said that due to the pandemic in 2020, 41% of Americans delayed medical care in the last year because of COVID and, you know, being afraid of going to doctors and hospitals.

And so what should men do in the same type of situation to get when should they decide to get screened and stuff like that? I think the

Yeah.

And then in New York you have to close.

You have to do what's called a board application.

So it's a condo application.

Who's the buyer? All the financials.

And in New York they go through it.

Like, they want your tax returns, everything.

It's like the very thing that makes you successful is also super hard on the people closest to you.

Luck

is what happens when opportunity meets hard work.

And hard work trumps luck when luck doesn't work hard.

And so I'd spent my entire life thinking I was gonna do X, and it didn't work out for me.

And instead of treating it like a brick wall, which a lot of people do, I treat every obstacle like a speed bump.

In the grand scheme of life, it's just a speed bump.

Just keep driving.

I find that real estate people say, oh, this is the best time to buy, and it's the best time to sell, right?

Why did you get involved in this?

Oh, man, a lot of reasons, you know, other than the fact that it's just it's a good thing to do.

Right.

We my family and I and our business here in New York, you know, try to be as philanthropic and charitable every year as we possibly can be.

And, you know, at the beginning of this year, I was trying to think about, hey, what else what else can we do? Right.

Going into this year.

And I read a stat that said that due to the pandemic in 2020, 41% of Americans delayed medical care in the last year because of COVID and, you know, being afraid of going to doctors and hospitals.

And so what should men do in the same type of situation to get when should they decide to get screened and stuff like that? I think the

Why did you get involved in this?

Oh, man, a lot of reasons, you know, other than the fact that it's just it's a good thing to do.

Right.

We my family and I and our business here in New York, you know, try to be as philanthropic and charitable every year as we possibly can be.

And, you know, at the beginning of this year, I was trying to think about, hey, what else what else can we do? Right.

Going into this year.

And I read a stat that said that due to the pandemic in 2020, 41% of Americans delayed medical care in the last year because of COVID and, you know, being afraid of going to doctors and hospitals.

And so what should men do in the same type of situation to get when should they decide to get screened and stuff like that? I think the

Why did you get involved in this?

Oh, man, a lot of reasons, you know, other than the fact that it's just it's a good thing to do.

Right.

We my family and I and our business here in New York, you know, try to be as philanthropic and charitable every year as we possibly can be.

And, you know, at the beginning of this year, I was trying to think about, hey, what else what else can we do? Right.

Going into this year.

And I read a stat that said that due to the pandemic in 2020, 41% of Americans delayed medical care in the last year because of COVID and, you know, being afraid of going to doctors and hospitals.

And so what should men do in the same type of situation to get when should they decide to get screened and stuff like that? I think the

prices will go up 10 years from now that will be six million

Dude, we don't talk about rental.

We have a four-bedroom apartment on Broom Street.

So right around the corner right here.

No amenities, no nothing.

It's a boutique building.

You just have an elevator to take you up to the top.

a fat ass.

Oh, yeah

...

Ryan Serhant, time management for repeatable, uh, success about my thousand minute rule.

Um Um, 'cause I bro- [laughs] You, you're gonna regret asking me this question.

You're gonna regret it.

[laughs] Love it.

'Cause when I first got into sales, um, there's no boss.

[laughing]

Mm-hmm.

[laughs] You know? They don't.

So how can you also create an enjoyable experience? So we created something a couple years ago, uh, called Simple, that removes administrative tasks for salespeople.

It's like, let's start with, uh, if we use Uber as an analogy, let me just start with the driver.

Right? The driver is the agent, they drive the transaction.

Let me just make it that much easier to get clients and service clients, and complete the home transaction.

And I think that has worked so well in so many ways, um, that I'm really excited about how, kind of, I would say, um, uh, agent intelligence now can empower the best salespeople to help remove the friction in the obstacle course of the housing market.

Mm-hmm.

There's an understanding that I want to get you the most value for one of the biggest purchases you're going to make in your life.

Yeah.

It's all about empathy.

That's what I look for when I hire new agents are empathy, enthusiasm and energy.

And empathy is number one.

If you can't relate to a client, if you can't go through whatever they're going through on high or low with them, then they're never going to trust you.

They're never going to have confidence in you.

Yeah, everyone

Tell us about this one.

Next one, gated community, and we're going to Keller.

Actually, my dad lived in Keller for a long time, and so when I would see him, I would kind of ride mopeds.

He had mopeds.

It's a totally different story.

Back in the day.

So this is $625,000.

How close is it to where they want to be?

Mm-hmm

... then, then I'll take a look." We also have people that are looking all over Long Island.

We also have people looking in the, the Carolinas.

I mean, people are location agnostic now.

Wherever they can get to easily, whether it's with car or emergency flying distance, they don't have to be in just one spot anymore.

We also have Americans buying internationally now in kind of the, the, the largest wave that I've seen in quite some time, whether it's due to the current political environment or they can just get more for their money, and we are referring out deal after deal after deal to Portugal, you know, different parts of Spain, across Europe in a way that we never have in my career anyway.

it-Southampton? Is it Manhattan? Which holds up the very best in the next real instance of duress?

Real estate is broken down into four groups, like I said, and then the actual asset is, is broken down into two.

Sure.

Um, uh, for anyone that, that, that doesn't know, I mean, I, I, I was born in Texas.

I bounced around eight times before fourth grade.

Uh, grew up a little bit outside Boston, went to college upstate New York.

I was terrible at every single sport.

Uh, the only thing I liked was theater, um, in part because I, I didn't have to be myself, right, on stage.

Um, uh, I was not a cool kid by any means.

Right.

They're, they're reaching out to me and saying, "Hey, Ryan's, Ryan's calling."

It depends.

Well, it depends.

I'll say it definitely depends.

I, I've been in this business a long time, even before we started Serhant.

So I will say, throughout all 50 states, including in Alaska, um, I know a lot of people in this business who do real business.

Through Sellit and through the nearly 20 years I've been doing this, like, you get to know agents all around the country, you get to know of agents all around the country.

... answer to a board?

What's one home product or piece of furniture that instantly tells you someone understands luxury?

I have to answer that question in two ways.

First way is in the finish of a home.

If we go and see a home that's done by a developer or someone has fully renovated, Like you look for really for two things.

You look for single slab.

So in any stone, right? That is luxury.

You paid not to have a break and you paid to have no seams.

Yeah.

What were some of those things that you observed that you decided you wanted to solve for when you were building Serhant?

I mean, I interviewed with everybody for three years.

I had everybody in part two to kind of see what was I worth.

I think agents do that all the time.

I think that's good.

Employees do that all the time.

You don't necessarily want to leave your job, but it's good to know like, oh, that's what you think I'm worth.

What were the responses to some of those early courses and masterclasses and work that you did? And how did that kind of inform how you think about training and coaching this next generation of agents as you're operating sellit.com these days?

I want to know from you, what's your thought process from taking something real estate, which is based on traditional advertising, and reinventing and redesigning the wheel into media and a scalable media asset that really commands attention beyond just going viral?

Spending money, especially when you spend lots of money, is an emotional decision.

And people make decisions really two ways, one with their wallet and one with their heart.

It is very difficult to negotiate with someone's wallet.

They either have so much money or they don't.

They can either borrow or they can't.

They either have friends, family or investors or they don't.

What does it take to attract and retain top talent?

[laughs]

Yeah.

So then I created, uh...

So I said, "Okay..." And this is early in my career, too, 'cause I had to figure out as an entrepreneur, how do I balance my time? Like, what do I, what do I do at 9:00 AM? What do I do at 12? Like, what do I...

And your time very quickly, if you're not careful, becomes everybody else's time, because Ryan says he can do his podcast at 12 o'clock.

Maybe that's, maybe, maybe this was the wrong time for you, but you did it because that's what's for me, and your calendar ends up becoming everybody else's, and it has nothing to do with you anymore.

You become a slave to the calendar, and then you become stressed, resentful.

Yeah

Okay.

So if I do this from like a standard day.

Yeah.

The thing I knew that I could always control was my time.

Because in my business, because I'm in sales, you know, now I run a company and this, that, the other, and we have all this stuff.

But at least at the beginning of my career in sales, eat what you kill.

The number one thing you can control is your time.

What do you want your legacy to be? I want to create an environment

I've heard someone say that that mentality is starting to creep in.

Yeah.

Listen, again, the two housing markets that we exist in right now, people don't buy 10 or $20 million apartments because of rates or because taxes go up.

They buy because the market they're looking to purchase in remains an incredibly powerful city, an incredibly powerful market where they believe that there's asset protection.

Everybody else, right, is, is, is focused on that, on that monthly payment, and because now we've seen this interest rate cycle move up, move down, and move back up again, there is a very real fear that we could get up into a 30-year fix that is in the mid sevens to high sevens.

We were there not long ago.

Is politics playing a role in that?

Um, a little bit.

Tell us about the first one.

All right, let's do it.

Sirhan just opened up in Boston, so there's a lot of great opportunities.

Congrats.

J-Ris is working with our agent, Jorge Sariego, and this is a great first option.

It actually checks all the boxes.

Here we are.

Thank

Yeah.

You know, I'm, I'm a 1099 independent contractor.

My job is to lose.

If you switch the mindset to know that every day your job is to lose, um, that's your base salary.

Every win is bonus.

And then I'll do a couple things to get through, like, the, the mental trauma of losing.

Um, like one thing I'll do is I'll go into my...

Ah.

Why do I need an actual person?

Sounds like you'll need Serhant at that time.

Yeah.

I mean, again, I am not naive to what the future could potentially look like when COVID hit.

One of the reasons this company moved so fast is starting in 2013, I started making property tours on YouTube.

which was a joke.

There was kid stuff and that was about it on YouTube.

And yet you keep growing.