#106 Sales Expert: 3 Ways To Get A YES Every Time | Ryan Serhant - BigDeal Recap

Podcast: BigDeal

Published: 2025-12-10

Duration: 59 min

Summary

In this episode, Ryan Serhant shares his journey from being broke in New York City to becoming a top real estate broker, emphasizing the importance of confidence and identity in sales. He provides actionable insights on how to build trust with clients and navigate setbacks in pursuit of success.

What Happened

Ryan Serhant, a renowned real estate broker and star of 'Owning Manhattan,' opens the episode by discussing the importance of viewing each day as an opportunity for productivity. He likens time to money, suggesting that if you treat your time as a limited resource, you will prioritize your engagements more effectively. Serhant shares his personal story of transformation, illustrating how he navigated the cutthroat environment of New York City while trying to establish himself in a competitive field.

A pivotal moment in Ryan's journey was his struggle during the financial crisis of 2008, where he had to decide whether to return home or make a life for himself in the city. He talked about the symbolic importance of a fake Rolex he purchased, which represented his aspirations and the identity he wanted to embody. This experience taught him that setbacks are merely speed bumps on the road to success, and building confidence is key to overcoming challenges. He encourages listeners to understand their core identity and what they genuinely want in life, emphasizing that true success requires endurance and resilience.

Key Insights

• Time is a limited resource; treat it like money.
• Setbacks are speed bumps, not brick walls.
• Confidence is the real currency in sales.
• Identity plays a crucial role in personal and professional success.

Key Questions Answered

How did Ryan Serhant build his confidence in sales?

Ryan Serhant emphasizes that confidence is crucial in sales, particularly when dealing with high-net-worth clients. He suggests that confidence is not just about knowledge or access; it's about how you present yourself and the trust you instill in others. Building this confidence involves understanding your core identity and ensuring that your actions align with your aspirations.

What does Ryan Serhant mean by viewing time as money?

Serhant articulates that viewing your daily time as a finite resource, similar to money, can drastically change how you engage with others. By framing each of your thousand minutes as worth a thousand dollars, you become more selective about where to invest your time, leading to increased productivity and better outcomes.

What personal experiences shaped Ryan's approach to sales?

Ryan shares his story of being dead broke in New York City, which forced him to confront the reality of his situation. He recalls the moment he decided that he could not accept a life of financial struggle, which propelled him into real estate. His experiences in the soap opera world also taught him about the importance of adaptability and reinvention.

How does Ryan define success in the context of his career?

For Ryan, success is about more than just financial gain; it's about achieving a sense of fulfillment and never questioning one's decisions. He wants to create a life where he never has to be broke again, and he sees every setback as a learning opportunity that leads to greater achievements down the line.

What advice does Ryan have for those feeling lost in their careers?

Ryan advises people who feel lost to reflect on their core identity and what they truly want from life. He emphasizes that setbacks should not be viewed as insurmountable obstacles, but rather as temporary challenges that can be overcome with persistence and a clear vision of one's goals.