Latest / Success Story with Scott Clary / Ryan Serhant - Owning Manhattan | Started on Wall Street's Worst Day, Sold $20B Since

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Ryan Serhant - Owning Manhattan | Started on Wall Street's Worst Day, Sold $20B Since · Success Story with Scott Clary

• 0:00
  I am a product of my environment. A lot of it comes from living in New York City.
• 0:04
  Someone said to me once, most people are tornado chasers. You're a tornado creator.
• 0:09
  I think part of it comes from just being in New York City where everything is chaos.
• 0:13
  He didn't just sell real estate, he built a brand powered by ambition.
• 0:17
  Ryan Sairhand stepped into one of the most competitive markets in the world and chose to stand out.
• 0:21
  He turned pressure into momentum and momentum into scale.
• 0:24
  New York City is the loneliest city in the world.
• 0:26
  The people who say that are the ones who don't understand that the city is built on energy.
• 0:31
  It was created by people who had to get up and go attitude.
• 0:34
  The greatest relationship I've ever had, I probably haven't even met that person yet.
• 0:39
  Any setback is just a speed bump.
• 0:42
  It is not a brick wall.
• 0:43
  From record breaking deals in New York City to founding Sairhand,
• 0:46
  one of the fastest growing real estate and media companies in the world,
• 0:50
  Ryan transformed attention into leverage and vision into an empire that extends far beyond real estate.
• 0:56
  Hard work beats luck when luck doesn't work hard.
• 0:58
  If you take care of the work, the work will just take care of you.
• 1:01
  We would be in a much much much greater place if we understood that every action you take against
• 1:07
  or with another person is also going to be against or with you.
• 1:10
  We treat people nicer, kinder.
• 1:12
  We just build something much better for the very short period of time we have on this planet.
• 1:26
  You lean in to chaos.
• 1:28
  That's one thing that I think you do very, very well.
• 1:30
  I think that you always lean in to chaos and you speak about how you are always on the go,
• 1:35
  always moving so fast.
• 1:36
  I was watching a podcast the other day where they were joking about you stepping out of your car
• 1:41
  before it stops because you only think to get to the next thing so quickly.
• 1:45
  Is this something that you learned that was just like a,
• 1:49
  you know, like when you look for signals in your life and you're like,
• 1:52
  when I do this, I get successful or I achieve a thing.
• 1:55
  Was this something that was a signal that you've just sort of included into your personality,
• 2:01
  the leaning into the cast or was this something that was always a personality trait?
• 2:05
  No, I don't think so.
• 2:06
  I am a product of my environment.
• 2:10
  I think a lot of it comes from living in New York City.
• 2:13
  You know, someone said to me once,
• 2:15
  they're like, most people are tornado chasers.
• 2:18
  You're a tornado creator.
• 2:20
  I was like, what does that mean?
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  Like you go into nice fields and you just bring tornadoes and then you get to deal with what's
• 2:30
  left and you put it back together and you rebuild it.
• 2:33
  So now it's better, but you need a tornado sometimes to come in and just really shake things up
• 2:38
  and sometimes terrify people.
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  No one dies.
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  I was like, I don't know if I really like, I don't know if I like that anecdote,
• 2:45
  but I'll take it.
• 2:46
  I think part of it comes from just being in New York City where everything is chaos.
• 2:52
  You're surrounded by chaos.
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  If you want to be calm, you can sit in a nice room with noise,
• 2:57
  canceling headphones and city quiet windows and you could be anywhere in the world.
• 3:03
  But when you want the tornado and you want that chaos, it's right outside.
• 3:06
  And I think that was something that I really noticed when I first moved here,
• 3:09
  that every single person on the street is a potential relationship that could change my life.
• 3:14
  And why let it go to waste.
• 3:17
  I know what you're saying.
• 3:18
  Also, the city I find gives me energy.
• 3:21
  The city always gives me energy and I don't know what it is, but you're a 100% correct.
• 3:24
  You have to lean into it.
• 3:25
  Or I think the city would just eat you alive if you don't.
• 3:28
  That's why they say New York City is the loneliest city in the world.
• 3:32
  And the people who say that are the ones who don't understand
• 3:36
  that the city is built on energy.
• 3:38
  Right?
• 3:39
  I mean, it was created by people who had to get up and go attitude.
• 3:44
  The entire country was created by people who had to get up and go attitude.
• 3:49
  And the entire city was built.
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  It's verticalized by people who were like, no, I want to be better.
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  I want to be bigger for better for worse.
• 3:58
  It can be really, really addicting.
• 4:01
  But your initial question, yes, I have found for better for worse for my mental health,
• 4:08
  that creating the chaos results in a path towards success that oftentimes I didn't even know
• 4:17
  was there. But you got to have the pain to get to the profit.
• 4:24
  I know that people somewhat know your origin story.
• 4:27
  I don't want to go too deep into it, but you've had sort of three career deaths.
• 4:31
  You failed the LSATs.
• 4:33
  You were killed off a soap opera.
• 4:36
  And then you started real estate the day that Lehman collapsed, right?
• 4:40
  So this was not an easy start to life.
• 4:44
  So what did those things teach you that you've brought into current right?
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  I think the first two, so like bombing the LSATs, I couldn't go to law school.
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  It's not like I was four years old hoping one day that I could be a lawyer and just sit in
• 5:01
  a room and read all day, you know? And getting killed off the soap opera was a rough one for sure.
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  But I was still so young.
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  I had so much more life left to live.
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  Like I was 21 for bombing the LSAT.
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  I was 24, I think when I was killed off as the world turns.
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  And so I still was so young and I still felt like very much a kid.
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  Maybe I shouldn't have.
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  Maybe I would have taken them more seriously.
• 5:32
  But I kind of always believe that nothing is ever final.
• 5:36
  You know, there's a moment at the end of the first season of owning Manhattan,
• 5:40
  where I say that the greatest deal you've ever done, you haven't even done it yet.
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  And I've always followed that line of thinking.
• 5:52
  Like the greatest relationship I've ever had, no offense to everyone I know in my life today.
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  But I probably haven't even met that person yet.
• 6:00
  You know, probably it's possible that I have, but it's probable that I have not.
• 6:07
  Same thing for business, same thing for deal, same thing for careers.
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  And I've said before and I give this advice to now young people who work for me all the time
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  and I give speeches all over the world, like any setback is just a speed bump.
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  It is not a brick wall, right?
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  You can't look at it like a brick wall.
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  It can't be unpacking up my bags.
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  I'm moving home, right?
• 6:30
  It's just a speed bump, right?
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  Just bump in the road and you have to slow down.
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  That's an interesting point because same thing can happen to two different people.
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  And they, they, the them on the other side of that thing,
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  completely different reaction, right?
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  So something I think you do very, very well is when there are speed bumps.
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  And I'm, you know, I said three like career deaths, not to
• 6:53
  take you back there too far, but, um, but I feel like that's what has allowed you to be successful.
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  Like you, you hit the speed bump, you take the lesson, you learn, and then you, like,
• 7:03
  go forward full speed.
• 7:05
  Yes. And I, I actually think my superpower, um, I think I have two of them.
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  I, for, for my professional life anyway, first superpowers, I think I have capacity.
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  That I've realized that people around me just don't have or just don't want to have, right?
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  Capacity for, for like, I run a holding company that owns four sea corpse.
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  So I'm the CEO of four separate businesses and I have to do them all day every day.
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  Um, plus the TV show, plus the books, plus talent, plus family, plus life, plus sleeping, plus eating,
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  um, and I can add more in.
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  So you have people who can engage in and create capacity for their lives,
• 7:50
  while not losing anything and any of people just can't, right?
• 7:54
  Who can just focus on one thing and they're really, really, really great at it.
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  Neither is right and neither is wrong, but I have found greater success in your ability
• 8:02
  to create more capacities. That's one thing too for me has been not just recovering from career
• 8:09
  death, but the minute I feel that I've got like, I don't know, like a great fruit of, of an idea
• 8:20
  or a thing or a win, I milk it. So as an example, a lot of people have gotten on reality TV,
• 8:29
  okay? Compared to the global population. A fair amount and then they become irrelevant.
• 8:33
  Right. They, they have a season of a show or they're, they, they come and go really, really,
• 8:38
  really quick. Only Manhattan is my fifth reality TV show. Um, when a million dollar listing
• 8:44
  happened in 2012, I'd finally, I got in the door. So NBC Universal that owns Bravo. Baby said,
• 8:51
  hey, we're going to, we're going to pluck you out of these three thousand other real estate
• 8:55
  agents. You know, we're going to legitimize you through our third party thing in the whole
• 9:00
  world will now know you. And I said, great, what else can we do? And I like just do this show.
• 9:05
  I'm like, awesome. Is there a, what is it? Is it biz dev? Can I meet? Can we, can I give you ideas?
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  And I must have pitched. No one else in million are listening to this. I must have pitched
• 9:16
  50 shows before in 2018. So six years later, they picked up sell it like Sirhant, which was my
• 9:25
  second show. Um, that no one watched, but helped me launch sell it.com, which is now a massive
• 9:31
  ed tech company we have. So every again, speed bumps versus like pathways towards success.
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  Same thing when I saw like cable TV was slowly going down, million dollar listing wasn't going
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  to last forever. Okay, we're about to do it for our 10th year. Okay. And I put together the concept
• 9:47
  for House of Sirhant and started taking it to Netflix and peacock and HBO and Amazon. Like,
• 9:52
  while everything was happening and just moving and moving and moving, just squeezing it as much as
• 9:56
  I can, I think, you know, and creating the chaos. You have to write your own memoir while you're
• 10:02
  living it. I think a lot of people wait to live life to then look back and think about what happened
• 10:09
  and then plan their next year. And I'm a big believer in like every year is a new chapter in the
• 10:16
  book already. So why is anyone reading today in that chapter, like make it fucking count. You
• 10:24
  can get hit by a bus. And the book's over. For somebody who doesn't take action, doesn't take
• 10:30
  ownership, feels like they don't have to control over their own life, which I think is the exact
• 10:36
  opposite of your worldview. What's your advice to them? Hard work beats luck when luck doesn't
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  work hard. You can sit and wait for your talent to arrive or you can just put in the work. And if
• 10:49
  you take care of the work, the work will just take care of you. Don't focus on the money. Don't
• 10:54
  focus on the accolades. Every dollar that I have, every accolade I've ever gotten, every trophy
• 11:02
  that's ever been given to me has come from just putting in the work and not asking. It's giving
• 11:07
  and giving and giving and giving and giving and giving and knowing that you will slowly surround
• 11:12
  yourself with people who want to be surrounded by people just like you who understand that you got
• 11:18
  to put in the work to create your own luck. And then when you do that, you end up looking pretty
• 11:25
  lucky. Like the people who come to me say, man, it's so lucky. So lucky. Like, no, man, it's a lot of
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  work. Like it's just, this is, it's a lot of, there's a lot of sleepless nights. It's a lot of
• 11:35
  sadness, right? It's a lot of like moments of, am I depressed? Should I, am I, do I need to take
• 11:41
  something? Like how come things aren't working? And then just saying, no, no, I'm just gonna go back
• 11:47
  to work. I'm just gonna do more. It's the greatest way to cheer yourself up or to get through
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  anxiety or for nervousness or sadness. It's just to take action. I think worry comes just from
• 12:00
  inaction, right? And I think a point of not even happiness, but of just being content
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  with your place in the world at that very specific moment can come simply from taking action.
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  I think that you and me are very much kind of spirits in the way that we look at work. And
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  every problem in my life really has just been solved by just doing an insane amount of stuff.
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  Actually, I think that sometimes, you can tell me if you believe this or not, I think that sometimes
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  I do more work than is required. Like sometimes I like don't always look for the easy way or the
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  hack to get the thing done. I'll like work too much because I get comfort in like my own ability
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  and my own work. I don't know if you, if you feel that, but I know that some people, they don't look
• 12:42
  for like the hardest way to the end result. They look for like, how do I get the hack or the
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  shortcut? I just feel like that has never worked out for me. I don't know if you feel anything
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  like that at all, but there are things that I know only I can do best. And so I have structured my
• 12:58
  days and my minutes based on I am doing it because only I can do that thing, whether it's TV
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  or pitching listings or buildings or being in the room to sell something or thinking through big
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  vision, everything else gets bigger and bigger every year now. Everything else. I don't, I don't
• 13:21
  founder mode it. You know, I don't like CEO get in the weeds. I make sure I surround myself with
• 13:26
  people who are just better than me. You had to learn that though. I had to learn how to harm
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  it. You are like a type A personality and obviously now you've scaled, but it was probably very hard
• 13:35
  to give up some control at the beginning until you experience how amazing it is to work with
• 13:42
  someone who's better at you at doing the thing that you were just doing. And they could go start
• 13:47
  their own company. They could go do it elsewhere. But because of your ability to create culture,
• 13:52
  they say, you know what? I'm going to do it with you. Like for example, I just made two very,
• 13:58
  very key hires in our business. We're always hiring. I feel like it's like my life now. I'm just
• 14:02
  all constantly in interviews and stuff. Because someone also told me the CEO of one of the biggest
• 14:08
  companies of all time, he said, as CEO, you can hire people to do everything, but hire people.
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  It's like maybe maybe one day I'm going to find someone to do that too. But we just hired our
• 14:20
  a CTO of our holding company Greg Chan. He was spent 20 years at Microsoft in Amazon. He was part of
• 14:26
  the SharePoint team and part of the team created Amazon Prime and he was the CTO of a Fintech
• 14:32
  company called Acoya. And like, you just know when you have the right guy in the right seat
• 14:38
  within 48 hours, with the types of questions they ask, the way they even handle onboarding,
• 14:42
  with the way you don't have to hand hold, you're like, ah, I don't have to worry about
• 14:47
  automations today. I got a guy. Same thing for new construction. We have a massive new construction
• 14:53
  business. So we work with developers, lenders, capital partners. We do, you know, single-family
• 14:58
  home construction, but we're mostly known for condominiums, right, up and down the East Coast,
• 15:02
  in New York and South Florida, specifically. I have a guy, you know, he's a Carlisle series on the
• 15:08
  the capital side. I've never been on the broker side before. His name is Peter Rooney. And like,
• 15:14
  again, within a very, very short period of time, I now don't have to be in every single tiny
• 15:21
  little detail because he's actually better than me doing those things. And I'm like,
• 15:28
  this is so great. I get to learn. Now I go into some of my meetings now. And I said it just being
• 15:33
  the boss and dictating and getting people to partner with me and work. I'm actually going into my
• 15:38
  own internal meetings that cost me a lot of money because I pay everybody. And I learn. It's like,
• 15:45
  it's a wild transition in my, in my career. Quick question. What's your go-to when you got 10
• 15:52
  minutes before a meeting or a workout? For me, it just used to be whatever I could grab, which
• 15:56
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• 16:43
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• 18:26
  Clary. That's NetSuite.com slash Scott Clary. NetSuite.com slash Scott Clary. One thing that you said,
• 18:35
  and I really do like this idea is you said that you don't work for yourself today.
• 18:38
  You work for yourself two years from now. Where did that idea come from?
• 18:42
  I'm trying to figure out who my hero was. I knew my mentor was. So years and years ago,
• 18:50
  someone said, who's your mentor? And I was by myself. I didn't really have a boss when I got
• 18:54
  into real estate. And when you're a real estate agent, say what you want about the business,
• 18:58
  you're a $10.99 independent contractor. There's no salary. There are no benefits. You eat what you
• 19:03
  kill. You want to work for 0.5%. Go for it. If you can get someone who's willing to pay you 10%,
• 19:08
  like go for it. We want to work for nothing. No one will patch you on the back. And if you make
• 19:14
  all the money in the world, no one's going to say, hey, how come because you work for it every
• 19:19
  single day? It's the power of sales. And it is a limitless career across every business,
• 19:24
  not just real estate, you know, SDR reps, et cetera. And I had a hard time answering that question.
• 19:30
  I always answer with my dad, right? My dad. But then when I would talk to my dad,
• 19:35
  you know, he's a different generation. He's much older, obviously. And like, doesn't understand
• 19:40
  what I do today. You know, he doesn't like so big picture thinking, sure, he can be helpful.
• 19:46
  And I had to answer that question of like, who is my mentor? Who am I really working for?
• 19:51
  It's for me, but not me today, because that plan has already been put into motion. It's not
• 19:57
  me in like a month from now, because I'm barring catastrophe. I'm pretty sure like I know what I'm
• 20:02
  going to be then. But two years from today, that is a future Ryan that is really, really hoping
• 20:10
  that Ryan today shows up and works his ass off so that his life can be a little bit better.
• 20:19
  And that's where that came from. If you think about why people, why people don't pursue like the
• 20:25
  goals that actually serve them, it's because they're too like stuck in the moment in the now.
• 20:30
  Like what you're doing is you're saying like Ryan in two years from now, this is what the
• 20:34
  life that I want to have. This is the life and this is how much money I want to make. This is how big
• 20:38
  my business should be. And everything I'm doing today is in pursuit of that. Yeah, I think a lot
• 20:43
  of people to are grounded by circumstance. You know, I think it's very difficult to to move
• 20:51
  outside of the world that you know, in part because nine times out of ten is just too expensive.
• 20:56
  Yeah, I know. Depending on where you're born, who your parents are, what your what your internal
• 21:01
  DNA, your make it like, there are things that the system is just rigged against you for.
• 21:07
  I literally I wrote an article today and we posted it like 27 minutes ago about how I mean,
• 21:12
  I talk about housing a lot, you know, how the housing market isn't broken. It's rigged and it's
• 21:17
  working exactly the way it was set up to work against against everybody against all millennial
• 21:24
  and Gen Z buyers against black and brown people in the United States. It's it's set up that way.
• 21:31
  And it's just performing as as planned, you know, big picture sure. It's very, very scary to plot
• 21:37
  out big goals and go after them because you don't know where to start, but goes back to our conversation
• 21:42
  about an action versus action, right? Sometimes you just have to go and take action and the best part
• 21:48
  about planet earth is it's full of people who've taken the same action that you're too afraid to take.
• 21:57
  And sometimes you just got to reach out and ask and surround yourself with a better level of people
• 22:02
  even if it's uncomfortable, even if it's hard, and even if it's just in your local community,
• 22:08
  right? You are the people you keep. Of course, the the average of the five friends, all the
• 22:13
  cliches are very, very true. And I think that that levels up your thinking, it levels up your mindset,
• 22:18
  it lets you see what's actually possible. I think that also this is actually very sad, but the reason why,
• 22:25
  the reason why in like impoverished communities have a hard time becoming successful is because
• 22:31
  all their influence are people that are at a certain level. So if you, for example, if you look
• 22:36
  at the success rate of an entrepreneur that's coming from an upper, you know, upper middle class,
• 22:42
  like predominantly like white neighborhood Caucasian neighborhood, well, if their uncle's an entrepreneur
• 22:48
  and their dad's making three, four, five hundred thousand dollars, I mean like that's your reality.
• 22:54
  So your world view is shaped by the people around you. It's not just 100% who can like give me the job.
• 23:01
  It's like who influences my perception? I get a lot of shit for reality TV. Why do you get shit
• 23:08
  for reality TV? Because it glamorizes a really tough industry or you know, we talk about dollars
• 23:14
  and money or commissions or you know, it's not really what our life is like. And what I say to
• 23:21
  every real estate agent who says that to me, which I will tell you is 100% a white agent who says
• 23:30
  that to me is you have no understanding the effect that these goofy TV shows have on underserved
• 23:40
  communities to let them know what's possible in their own lives because they might not be getting
• 23:45
  it at home and they might not be getting it at school. And so like only Manhattan is an incredibly
• 23:50
  diverse cast. This is the most diverse real estate agent cast on any real estate show in the history
• 23:56
  of life, which is great. And it's by design to show people not just what New York City is made of,
• 24:03
  right? And what the world is made of, but to also like send a really, really strong message to
• 24:10
  anybody who thinks that a career like this would not be for them and say, but it could be,
• 24:17
  right? So like, there's a character, a character. She's a real person.
• 24:20
  And Genesis, her name is Genesis. She's in this season of the show. She's Dominican. She is
• 24:26
  amazing. She's hilarious. She's stunning. You know, she's also fallible, right? She makes mistakes,
• 24:33
  but she owns them lots of crying. And the amount of comments we've gotten and reviews who,
• 24:40
  from people who are just so surprised to see, to see a girl like that on TV in a career like this,
• 24:47
  also speaking Spanish with her family in Spanish and not jumping to English. They don't even know
• 24:52
  what to do with it. And it's such a cool like, it's just, I don't know, I think it's just so cool
• 24:57
  because it'll send a message to so many little kids out there. And it's not even just little kids.
• 25:03
  Anyone out there where maybe English isn't your first language and you can never become a real
• 25:07
  estate agent or go into sales or be an entrepreneur. And then maybe you turned on this fun real estate
• 25:12
  show and you're like, Oh, I see someone like me now. Maybe that's possible. It's huge. It's huge.
• 25:19
  It's huge. It's huge. And no one talks about that. They, they just talk about the negatives
• 25:23
  because it's easy to talk about negatives, right? It's actually hard to talk about positives.
• 25:29
  You know, it's so funny because when you put up motivational content, I put up something that I
• 25:34
  got semi-canceled for the other day. The thought was you should work your nine to five and then
• 25:40
  learn a skill between five to nine that can like sort of set you free from whatever it is you're
• 25:45
  doing that you don't like. And that got a ton of hate. Like I'm talking like a lot, a lot.
• 25:51
  More angry that like people in the comments were angrier than most of the shit that I put out.
• 25:56
  Because people can't do it. I mean, the point is there is time for you to escape the reality
• 26:02
  that you're in that isn't serving you. If you, it doesn't have to be every single, every single
• 26:05
  evening, every single weekend. But I do like the idea of ownership. Yeah. I think it's a very
• 26:11
  important idea. But ownership only happens if you truly believe that you can achieve the outcome.
• 26:17
  So for example, when they see a show with it's diverse cast, it's making good money. All in
• 26:21
  real estate, all killing it in New York. They have to see that example. Somebody who is not
• 26:25
  happy has to see that example before they can truly internalize it and believe it and take action
• 26:29
  against it. I think it's very hard to really take ownership over a reality that doesn't make
• 26:34
  sense to you. You've never experienced. Yeah. I think I would probably, I don't know, dial in a little
• 26:40
  bit on the idea of the nine to five and the five to nine. And I say like, you know, if and when
• 26:47
  it's possible for you to find the time to focus on skill, what I tell people that is like just
• 26:54
  get off your phone for 30 minutes. Like that screen time function on the phone now is a terrifying
• 27:00
  thing. It is. And to just really look at like, what if you took back 30 minutes of TikTok or
• 27:07
  hang out time or anything and just put it into a skill like something that we do at our company,
• 27:13
  a lot of companies do this, you know, as you have like a, you know, you have a learning budget
• 27:16
  that you give to everybody in departments to say like, I want you to learn and improve here too,
• 27:22
  even if it's not in the skill set that we've hired you to use every day, whether it's an online
• 27:27
  course, you go back to school or you want to be a part of a networking group or something like you
• 27:32
  being a more full human being is of great benefit to you and to us. And so we want to enable that
• 27:42
  to happen. Don't worry about it. Just tell us, tell us what it costs. And we'll like, let's make
• 27:46
  you awesome. I want to talk about you have a thousand minute rule where you talk about a thousand
• 27:51
  productive minutes in a day. What do people get wrong about the relationship with time? Is it just
• 27:55
  wasted? Is it swandered? Is it not respected? Like this is obviously an important idea for you.
• 28:00
  And I know that you scheduled your calendar like down to the second. I am, I created the thousand
• 28:06
  minute rule because I have no boss. So 15 years ago, I try to figure out, okay, how do I break out
• 28:14
  my day? I'm in sales. Do I just go talk to people on the street for 10 hours a day? Do I go to
• 28:20
  the department store and try to meet foreigners if they have more than two shopping bags? Is that
• 28:24
  mean they can afford a department? Do I cold call? Like, what do I do? There's no guidance. Okay.
• 28:30
  And so I was trying to figure out one, how do I structure my day? So I got to break it out.
• 28:35
  I, because I had no responsibility at the time. So all right, I have 1,440 minutes a day.
• 28:40
  Let's say after eating, sleeping, whatever I need to take care of for my life, I have roughly
• 28:45
  a thousand minutes to be productive. Some days I have 100 minutes. Some days I have 1200 minutes.
• 28:50
  If you're a single mom of three kids and you have three jobs, you might have your entire day
• 28:56
  is your productive time, but it's not doing what you want to do. So you have to look at your own
• 29:00
  life and your own calendar and determine, okay, especially if you're in sales and you're
• 29:04
  an independent contractor. How can I stay productive that way? And so it helped me think about
• 29:09
  time as an asset and time as a dollar. So every day you wake up with your own thousand dollars
• 29:15
  in your bank of time. But then the real reason it stuck and the reason I think Harvard wrote about
• 29:20
  it and built out that case study was for my mental health. Because I would go through in this
• 29:28
  business, you do a deal on Monday, deal dies on Tuesday. So on Monday, you ride a high,
• 29:33
  on Tuesday, you ride a low. And it would like ruin my day or ruin my week. And I'm like, okay,
• 29:41
  but if I look back on time, say 30 days ago, what was a good thing or a bad thing that happened,
• 29:46
  barring a tragedy, most of the times you remember the good things. Like, oh, yeah, so that movie,
• 29:52
  that was funny or I went on that date. Yeah, that was great. Or I got that deal done,
• 29:55
  okay, try to think of a bad thing that happened 30 days ago. I have to think because time heals
• 30:00
  all wounds. So it's like, okay, if someone yells at me for 10 minutes, is that mean I throw away
• 30:05
  990 minute dollars? Probably not. But we do do that. We do do that. Yes. And so how do I
• 30:13
  compartmentalize what happens with my time for the benefit of my own sanity and my heart?
• 30:22
  And so that's where the 1000 minute rule came around. And then I broke it up into finding time,
• 30:27
  keeping time, doing time. And then I also do a little calendar trick where when things do go wrong,
• 30:32
  which is all the time, I will go into my calendar 30 days out. And I'll just write a read me.
• 30:38
  And I'll just unload hard. I don't need a therapist. I just need my calendar. And I just
• 30:43
  pull hard in the notes. My this is going to happen. Because I know what's going to happen in 30
• 30:49
  days. I'm going to get there. And I'm either going to have fixed it. I'm going to have replaced it
• 30:53
  with something better. Or I'm just not going to care because life has gone on. And so now the muscle
• 30:59
  memory has been built that just typing the note, taking the action to verbalize and to write down
• 31:07
  what I'm so mad about. I then get to use that. Not as something to take me down, but to take me up.
• 31:13
  Because my body knows what's going to happen in 30 days. And so why not just start feeling that
• 31:17
  way now? Why wait? People that are super high performing people where they optimize everything.
• 31:24
  Yes, that'll get a lot of shit done. Does is it ever a detriment to you? Like is there ever a
• 31:29
  moment where you're like, I am moving too fast. And I should slow down a little bit. Like I feel like
• 31:35
  your mental health is more or less pretty good. I feel like if you do this kind of life for too
• 31:40
  long, it can wear on you. For sure. For the person who is, you know, not hustle culture per se,
• 31:45
  but like non-stop in pursuit of the thing. And I don't want that person to let the rest of their
• 31:50
  life fall apart. All the other important pieces, their physical health, mental health, relationships,
• 31:55
  all that stuff. How do you know when to slow down, turn off, when over optimization is actually not
• 32:01
  serving you? Your life also comes in phases. So at the beginning of my career, your number one
• 32:08
  job is to say yes, and because you can take it on. Because usually you don't have a significant
• 32:13
  other and a mortgage and kids, you know, and tons of debt, right? You're newer. So you
• 32:20
  should be saying yes to lots of different things. Because I'd rather regret the things I did
• 32:25
  than the things I never tried. And you don't know. If I hadn't had had that mentality, I wouldn't
• 32:30
  be where I am today. Because I would have never said, sure, I'll get my real estate license. Why not?
• 32:35
  I was on a soap opera. I was hand modeling. I was passing out flyers for a gym. I was tempering.
• 32:40
  I could bartend. I could wait tables. I guess I'll be a realtor. Yes, hand. See what happens.
• 32:46
  And then one little thing sticks. But your goal is to do that so much that you get to a point where
• 32:54
  you can actually start to say no but. And that is a magical moment when you can go from having to
• 33:02
  say yes and to get to yourself to a place where you can say no but here's why or no but here's
• 33:11
  what we're going to do or no but let's discuss this in three months. Send it to me in the calendar
• 33:17
  and invite and I'll be there. And so you just have to understand what phase you're in and where
• 33:22
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• 34:31
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  spread too thin, check out hubspot.com slash marketers to see how this actually works. Was that
• 35:53
  hard for you to switch seasons? Because I think that that's the issue, right? It's when you don't
• 35:57
  switch out of that season of your life when you are in build mode, yes and and just going 100 hours
• 36:02
  a week, which is useful to get something off the ground, especially a career business whatever.
• 36:08
  Was it hard for you to switch out of that? For sure. For me, I think it came down to just
• 36:13
  pure revenue goals. Like once I was at a point where I didn't have to worry about personal
• 36:17
  expense and then I can start to pull back and say no, but so that I can say yes and to the things
• 36:24
  that I want to and that's not about like having fun. It's more about where am I going to be the
• 36:29
  absolute most productive so I can really, really, really focus. But that's an important point,
• 36:34
  like you have to know your number and you have to know what life that you're actually going for.
• 36:38
  How much your life costs? Yeah, it's crazy to me how much people don't really understand fully
• 36:43
  what their what their monthly cost is. Like how what is your personal P&M? I know. And then they just
• 36:48
  they just run after they don't even know what they're running after. They don't have that north
• 36:52
  star to go after. So they just work and work and work and work and then they fast forward
• 36:55
  the very successful and the rest of the life is falling apart. And it's funny because they probably
• 36:58
  don't even like I mean the reason why they started the thing, the business, they've made more money
• 37:04
  in year five than even I want to do with. But they're still pursuing some goal because they never
• 37:09
  set it for themselves and they don't even know what that goal is. But yeah, they don't know they're
• 37:12
  I like that a personal P&L. Yeah, you have to have a personal P&L. You have to wear a CEO,
• 37:16
  a CEO and a CFO hat personally all the time. That for me was the finder of the business,
• 37:22
  the keeper of the business, the doer of the business, FKD. And you have to be, you know,
• 37:29
  you also have to give yourself like unlocks. You ask me like how I relax like I do, I have a
• 37:33
  daughter. So we have Saturday, dadder day, you know, and yeah, I try to also bring as much
• 37:38
  synergy into my life as possible so that they're a part of it. They know what I'm doing. You know,
• 37:42
  Zena, she's in the show this season. I think she's the star, to be honest. She's only in one
• 37:48
  scene because that's that's all we we let her do. But she crushed it. My wife is in the show,
• 37:53
  you know, is pulling the strings in the background. You know, as I'm having mental breakdowns,
• 37:57
  she's like, cut them at the knees. I'm like, oh god. You know, I think people have a hard time
• 38:03
  when they try to keep things really, really separate. Work life balance doesn't work. If you try
• 38:08
  to keep it as work over here and life over here, you just have life. I think it's just life.
• 38:14
  I would say, I would ask rather, what are some of the habits that these, you know,
• 38:20
  10 figure people have that you think are useful? What are some habits that are maybe not so useful?
• 38:26
  They definitely have different calendars. They have a lot more white space at the level. Yeah.
• 38:31
  I was on an airplane with the CEO of a bank and I was just so curious to know what his calendar
• 38:38
  was. We've spent like 10 minutes talking about time, you and I right now. I was like, what's his
• 38:41
  calendar look like? And it was like sporadic meanings everywhere. I'm like, what kind of what kind of
• 38:47
  bank CEO are you? Oh, you're like the best one. Wild. You know, he's very, very clear structure to
• 38:54
  his life. His calendar set is, I think about a year in advance and it has enough room to just
• 39:02
  be really present during the day where he can dive in and focus on what he needs to focus on that
• 39:08
  day, that week. He's like, oh, I don't, I don't have that. I need to work on getting there. I'm still
• 39:14
  not there. But you know what you're, you know what you're working towards now? Yeah. Working towards
• 39:19
  getting to blank space. And I think that means you've actually optimized in the right way. Not
• 39:23
  optimized your calendar that you are involved in, but optimized your life and the people around you.
• 39:28
  I think that the wealthiest people I know also respect their time even more than I do. Also,
• 39:37
  I mean, the things that are not good about, I think the super wealthy for better, for worse,
• 39:45
  have to have their guard up. So they're, they, they really don't trust easily,
• 39:52
  which I think is fine. I think it's good. I think it is the price you pay when you've achieved
• 39:57
  success like that. But also it removes a lot of the magic of life, of the possibility of
• 40:05
  serendipity. Like it'll just never happen because you have now have not just one or two,
• 40:10
  sometimes 10 gates and gatekeepers, you know, one of the, one of the magical things about life,
• 40:16
  the way we're talking about that I, I still find to this day is like the greatest relationship
• 40:22
  I've ever had. Maybe I don't know that person yet, you know, as a friend or a, or a client or a
• 40:28
  ball. Who knows? Who knows? And if you're just gated, you make, you make life happening with you
• 40:35
  so much harder. What do these people know about money that the average person doesn't miss the
• 40:41
  tool? It's just a tool. It's not a resource. It's purely just a tool, like a hammer. You know,
• 40:48
  it's a hammer, it's a screwdriver, it is a tool in their tool about there's different types of
• 40:51
  money. There's different uses for it. You know, there's, there's cash, there's bonds, there's
• 40:57
  et cetera, et cetera. It's all just a tool. Yeah, it's just a tool. So once you learn how to use
• 41:01
  the tools, you can build real big and real fast. What are you excited about in the future? Like,
• 41:07
  I mean, if somebody's going to look at, you mentioned you build for Ryan two years in the future,
• 41:12
  five years in the future, whatever. Who are you building for right now? What does that future Ryan
• 41:16
  look like? He has a little more blank space. He's built a company that is internationally known
• 41:25
  for selling lunch really real estate in an AI world.
• 41:31
  His TV show has crushed it and he's won Emmys. If people want to connect with you, I mean,
• 41:37
  owning Manhattan's on Netflix now, where should they go? Two Netflix and just watch owning Manhattan.
• 41:43
  It's the greatest TV show in the world by far. And then anywhere at Ryan Sirhant.
• 41:50
  So if out of all the things you've learned over your life, your career, say you could only pass on
• 41:56
  one lesson to the next generation to your kid, what would that lesson be and why? I think I
• 42:04
  immediately just go back to the golden rule because I don't think it's passed on as much as it used
• 42:10
  to be where you do unto others as you'd wish they'd do unto you. You know, we would be in a much,
• 42:17
  much, much greater place if we understood that every action you take against or with another
• 42:23
  person is also going to be against or with you. You know, we treat people nicer kinder and we
• 42:29
  just build something much better for the very short period of time we have on this planet.