How to Get People to Say Yes | Ryan Serhant

You've gotta be okay with being embarrassed. You've gotta be okay with people talking poorly about you. You have to be okay with with bad comments. Those people make more money. If you're willing to embarrass yourself, you make more money every time. K. 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, I think you'll like this. What is this? Fremont. 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 gonna walk out. It's like in sales. You know? When I first got into sales, I wanted to do bigger ones. I wanna do more expensive sales. That's what you wanna do. You always... You don't wanna 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 point situations. And so I will always tell people, like, you have to level yourself up, and then you have to say no to everything else. And it's really hard for people to do because you get used to paying your monthly bills with what I used to do. I know what I want to go do, but I don't know if I can get there. They don't take the bet on themselves, and then they spend their entire life doing what they're comfortable doing because it's much easier to do that and complain than it is to actually take real risk. And so the same way, I was like, alright. I don't do rentals anymore. New York City is 70% rentals. I do sales. Only sales. It's brutal. Brutal couple of months. Same thing here. I no longer do podcasts that don't start with GIFs. That's why I was talking that way. Amazing. Well, let's talk about this a little bit. The transition between you doing rentals and you doing sales was fascinating for me because it was almost a fake it till you make it situation. There was a story about a Bravo crew that was, like, following you around. And at the time, you were like, oh my god. I don't want them to see my life. So you did all the things. Okay. Tell me this story. Okay. Yeah. Yeah. First of all first of all, it's not fake it till you make it. When I hear people say fake it till you make it, they say that because it rhymes and it's easy to say. But it also implies lying, which I just think is the worst, especially for anyone who's an …