Ryan Serhant: The Sales Habits That Closed $1 Billion in a Year

You have to wake up every day and you have to go make money. That is the game. I had reached the top of the real estate sales charts. My last year as a real estate agent, we crossed a billion dollars in sales for the year. The art of the sale is that nothing is for sale

and I'm not selling you anything. >> If I give you an undercover identity and dropped you off in a different city, told you to build [music] a brand, what would you do? >> You have to put yourself out there. You have to follow up forever. You have to be totally okay with embarrassment. If

you're willing to embarrass yourself, you make more money. One of the biggest clients I have, I followed up with him for 5 years, then sold him a place for 16 million, then 73 million. >> What is the art of the follow-up? Listen, you

Okay, I wanted to start this in a way that you've never started a podcast before. >> Oh god. >> I have a gift for you. >> Oh, no one gets me gifts. >> Oh, think you'll like this. >> What is this? >> Bremont. >> Did you get me a watch? Holy macaroni. Crazy. Thank you very much.

That's cool. Look at that. Note for anyone watching, if you ever invite me on your podcast going forward and you don't first give me an awesome gift, I'm going to walk out. It's like in sales, you know, when I first got into sales, I wanted to do bigger ones. Want to do more expensive sales. It's what you want

to do. You always You don't want to sell the same thing over and over, even if you're great at it, you also get used to it. >> Yeah. >> You know, burnout is doing the same thing over and over again and not seeing results. And the way to move up in price point is putting yourself in high price