How to Get People to Say Yes | Ryan Serhant

Ryan Serhant is a real estate broker, founder of SERHANT., and star of Bravo’s Million Dollar Listing New York and Netflix’s Owning Manhattan. He explains how to sell without making people feel sold to: build a connection, help first, and earn the right to ask. He also breaks down the psychology of attention and persuasion, showing how to get people's attention, hold it, and turn it into business. We explore why he rejects “fake it till you make it,” how he approached his Million Dollar Listing audition as the person he wanted to become, and why ego gets in the way of closing deals. Ryan explains his time management framework of treating each day as a bank of 1,000 minutes changed the way he works, and why success can still feel insufficient after you achieve all of your dreams.  Enjoy ----- (00:00) Intro (02:19) Get Chosen Before You're Established (10:03) Why Sellers Should Take Acting Classes (11:11) What Is Embarrassment Costing You? (12:28) The 1,000 Minutes a Day Framework (16:26) Why Buyers Resist Your Pitch (20:57) Are You Giving Up Too Soon? (21:39) How to Use Google Alerts to Land Leads (23:21) The Craziest Deal in Serhant History (31:21) How to Handle Ego in Negotiations (33:02) Your Next Move at Rock Bottom (38:56) Why Attention Isn't Making You Money (43:11) Find Clients Where Nobody Knows You (44:55) Why Strangers Ignore Your Offer (46:51) What Is Success Costing You? (52:03) The Excuse That Costs You Respect ----- Follow Ryan Serhant: https://www.instagram.com/ryanserhant ----- + Members get the longer, extended version of this conversation, with additional content not included in the public release.Learn more: https://fs.blog/membership/ ------ Thank you to the sponsors for this episode: +Applovin: Launch your first AppLovin campaign and grow your business: https://applovin.com/shane +Matic: the robot vacuum that does it all—grab yourself a year of free bags here: https://maticrobots.com/shaneparrish +HeyGen is a message-first AI video platform that helps people and AI agents turn ideas into professional video in minutes. Try for free at https://www.heygen.com/tkp +LMNT: My go-to zero sugar electrolytes — get a free LMNT Sample Pack here: https://DrinkLMNT.com/TKP ----- Newsletter: The Brain Food newsletter delivers actionable insights and thoughtful ideas every Sunday. It takes 5 minutes to read, and it’s completely free. Learn more and sign up at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠fs.blog/newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ------ Follow Shane Parrish: X: ⁠⁠⁠⁠⁠⁠⁠https://x.com/shaneparrish⁠⁠ Insta: ⁠⁠https://www.instagram.com/farnamstreet/⁠⁠ LinkedIn: ⁠⁠https://www.linkedin.com/in/shane-parrish-050a2183/⁠⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices

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