Latest / The Breakfast Club / INTERVIEW: Ryan Serhant Talks Real Estate & Owning Manhattan Series With Tricia Lee & Jeffrey St. Arromand

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INTERVIEW: Ryan Serhant Talks Real Estate & Owning Manhattan Series With Tricia Lee & Jeffrey St. Arromand · The Breakfast Club

• 0:00
  Speaker 1: Wake that ass up in the morning. The Breakfast Club Morning.
• 0:05
  Speaker 2: Everybody is DJ Envy, Jess Hilarys, Charlomagne the God. We
• 0:09
  Speaker 2: ought to Breakfast Club. We got some special guests in
• 0:11
  Speaker 2: the building from Owning Manhattan. We have Ryan Sirhan, Trisha Lee,
• 0:15
  Speaker 2: and Jeffrey Saint Armand welcome. Does say your last name right?
• 0:18
  Speaker 1: You did?
• 0:19
  Speaker 2: You said it all right? Just making sure welcome. How's
• 0:21
  Speaker 2: it going, everybody?
• 0:22
  Speaker 1: We're good, We're good, great man.
• 0:23
  Speaker 2: Thanks start with you Ryan. So if you don't know
• 0:25
  Speaker 2: Ryan Sirhan, of course a million dollar listing. You are
• 0:28
  Speaker 2: a huge real estate agent across the country.
• 0:30
  Speaker 3: What made you lead?
• 0:31
  Speaker 4: You look like I used to lead a boy band.
• 0:34
  Speaker 4: I tried, man, it didn't work. I did a soap
• 0:36
  Speaker 4: opera when I first moved to New York City. That's
• 0:38
  Speaker 4: why I first moved to New York in two thousand
• 0:39
  Speaker 4: and six. They killed me off if my grandmother killed
• 0:42
  Speaker 4: me actually, and then I ran out of money. And
• 0:44
  Speaker 4: that's why I got into real estate back in two
• 0:45
  Speaker 4: thousand and eight.
• 0:46
  Speaker 1: Smart man.
• 0:46
  Speaker 2: You know so you left million dollaristic? Why what happened
• 0:49
  Speaker 2: with million dollar listing?
• 0:50
  Speaker 5: We did it for ten years. We were nominated for
• 0:52
  Speaker 5: two Emmys. I mean it built my I built my
• 0:54
  Speaker 5: whole career off the back of a TV show and
• 0:56
  Speaker 5: it was a total accent. I went to an open
• 0:58
  Speaker 5: casting call with three thousand real estate agent in twenty ten.
• 1:00
  Speaker 5: That's how that show happened. Really, but yeah, Then in
• 1:03
  Speaker 5: twenty twenty, I started my own company and Bravo said, listen,
• 1:07
  Speaker 5: million Dollar Listing is a format, right. It follows three
• 1:09
  Speaker 5: agents as you do deals. That's what people expect. It
• 1:11
  Speaker 5: doesn't follow two agents doing deals and then one guy
• 1:13
  Speaker 5: running his own company. So what do you want to do?
• 1:16
  Speaker 5: And I said, I maybe this is time, you know,
• 1:18
  Speaker 5: to move on to the next chapter. So then I
• 1:20
  Speaker 5: immediately called Netflix and I said, hey, listen, I have
• 1:23
  Speaker 5: an idea start my own company. I just took down
• 1:25
  Speaker 5: this building and soho, I'm going to wrap my name
• 1:28
  Speaker 5: in it. I've got a lot of crazy, crazy agents
• 1:31
  Speaker 5: that are going to start working for me, like the people.
• 1:38
  Speaker 5: And they said, listen, make a presentation, send it over
• 1:40
  Speaker 5: to us. We did, and we started shooting that show
• 1:42
  Speaker 5: in twenty twenty two, and here we are two years later.
• 1:44
  Speaker 2: Now, you guys make being a real estate agent look easy, right,
• 1:48
  Speaker 2: But it's not. That easy. It's not easy. It's not easy.
• 1:51
  Speaker 2: So how did you guys get your start? Not Ryan,
• 1:53
  Speaker 2: you get your start in Tricia and Jeffrey in real estate.
• 1:57
  Speaker 6: Well, we're both from different careers.
• 1:58
  Speaker 7: Jeff is a producer Emmy Award winning multiple Emmy Award
• 2:05
  Speaker 7: Everywhere trust and I ran businesses in Brooklyn, so I
• 2:10
  Speaker 7: we were both transitioning at the same time.
• 2:11
  Speaker 6: When we met.
• 2:12
  Speaker 7: We were, but we both thought that real estate was
• 2:14
  Speaker 7: the next thing we're you know, coming out of a recession.
• 2:16
  Speaker 7: It just made a natural sense to us. And we
• 2:19
  Speaker 7: met in real estate and Ryan reached out, like maybe
• 2:23
  Speaker 7: five years into my career and was like, like, we
• 2:25
  Speaker 7: should meet. You know, this is this is something we
• 2:26
  Speaker 7: should do. I didn't even realize he had started a
• 2:28
  Speaker 7: new firm, and then I started studying that and we
• 2:31
  Speaker 7: met and next thing I know, I'm in front of
• 2:33
  Speaker 7: a casting crew and they're following us around. And I
• 2:37
  Speaker 7: do think you're going to see real real estate here
• 2:39
  Speaker 7: because I don't know how to like sugarcoat anything for you.
• 2:41
  Speaker 7: Our job is hard and we work our asses off,
• 2:43
  Speaker 7: so you will see that. There's no way to make
• 2:45
  Speaker 7: that look different.
• 2:46
  Speaker 8: No, I was just saying and tris is being super modest,
• 2:48
  Speaker 8: Like she had multiple polish bars, the name of the brand.
• 2:52
  Speaker 3: It was a big brand in Brooklyn. She had a
• 2:54
  Speaker 3: huge following.
• 2:55
  Speaker 8: So it was just the perfect synergy of like the
• 2:58
  Speaker 8: entrepreneur spirit that she has me with the television and
• 3:01
  Speaker 8: the marketing background. So it was a good mix. And
• 3:03
  Speaker 8: then going through everything to get to Sir Hand. We
• 3:05
  Speaker 8: ultimately came to Sir Hand. It was just like a
• 3:06
  Speaker 8: good fit with having studios there that what Ryan provides there,
• 3:09
  Speaker 8: it really makes our stuff different, you know.
• 3:11
  Speaker 3: And toa Tricia's point about like the.
• 3:13
  Speaker 8: Show, the show is is as real as it gets,
• 3:15
  Speaker 8: and we could speak to it not being easy because
• 3:18
  Speaker 8: it wasn't easy for us. It's like I would to
• 3:20
  Speaker 8: be like seven eight years in. It took a while
• 3:22
  Speaker 8: to get to this point. It wasn't like overnight all
• 3:23
  Speaker 8: of a sudden it was selling you know, multiple million, five,
• 3:26
  Speaker 8: ten million dollars and.
• 3:26
  Speaker 7: You start like my first house was one hundred thousand
• 3:29
  Speaker 7: dollars sale. It took six months for it to happen. Ye,
• 3:32
  Speaker 7: how long that was eight years ago?
• 3:34
  Speaker 2: Wow.
• 3:34
  Speaker 7: I worked on that longer and harder than any other
• 3:36
  Speaker 7: dealt It made no money.
• 3:38
  Speaker 2: People don't. People don't understand. So my daughter recently graduated
• 3:41
  Speaker 2: from NYU and and she's she jumped into the real
• 3:43
  Speaker 2: estate game. It's it's like having another wife that doesn't
• 3:47
  Speaker 2: leave right. She just it just because she doesn't get
• 3:50
  Speaker 2: paid unless she sells something exactly. And if it takes
• 3:52
  Speaker 2: two months, there's two months of not getting paid, of
• 3:55
  Speaker 2: paying for cars, paying for gas, showing people properties. It's
• 3:57
  Speaker 2: a lot take two years sometimes. Yeah, it takes a
• 4:00
  Speaker 2: lot of work, but I feel bad for it. But
• 4:03
  Speaker 2: the good thing about it is she loves it, so
• 4:05
  Speaker 2: she wants to do it right. So how long did
• 4:07
  Speaker 2: it take for you to you said, to sell your
• 4:09
  Speaker 2: first property.
• 4:10
  Speaker 7: I didn't do any business for six months, and I
• 4:12
  Speaker 7: worked every single day while running my beauty businesses at
• 4:15
  Speaker 7: the same time. So at a seven am to eleven
• 4:17
  Speaker 7: o'clock schedule for six months and I didn't make a dollar.
• 4:20
  Speaker 8: Jeffy, I would say somewhere around the same time. The
• 4:22
  Speaker 8: big difference is that I'm like a year ahead and
• 4:25
  Speaker 8: a half two years. So as she was going through that,
• 4:28
  Speaker 8: I was like, listen, it'll come together. Just keep doing
• 4:30
  Speaker 8: what you're doing.
• 4:31
  Speaker 6: So I hit it here.
• 4:32
  Speaker 3: Yeah, I'm not getting yourself. Soning's happening.
• 4:33
  Speaker 8: He's like, listen, you're gonna do a lot better than
• 4:36
  Speaker 8: people who are in the business right now.
• 4:37
  Speaker 3: Just keep head down, keep going. And that's the same
• 4:39
  Speaker 3: thing I tell your daughter.
• 4:41
  Speaker 8: You know, just it's going to be difficult, it's gonna
• 4:42
  Speaker 8: be challenges, but just if you in it and you
• 4:45
  Speaker 8: really learn the business. And that's what's really key, learning
• 4:48
  Speaker 8: the business and know it, because this isn't like and again,
• 4:50
  Speaker 8: this isn't fake, like we know the business.
• 4:52
  Speaker 7: Yeah, well, try to make it look like what he
• 4:54
  Speaker 7: does on TV is the job, and it's like, that's
• 4:56
  Speaker 7: that's just a portion of what's actually happening. If you
• 4:59
  Speaker 7: sit down with him and have a busines conversation, he's
• 5:01
  Speaker 7: going to blow you away far more than anything he
• 5:03
  Speaker 7: does on television.
• 5:04
  Speaker 1: Did you watch any of Ryan's shows before you?
• 5:06
  Speaker 4: No?
• 5:06
  Speaker 6: Not until holiday season?
• 5:07
  Speaker 4: Wow, you never watch it any the other show?
• 5:12
  Speaker 3: Look at me. I did watch it that. I watched
• 5:13
  Speaker 3: the first season.
• 5:16
  Speaker 7: And then I didn't think it was fair too because
• 5:17
  Speaker 7: I was getting to know the real person. And then
• 5:19
  Speaker 7: I was like, well, let me just judge that not
• 5:21
  Speaker 7: what I see on TV.
• 5:22
  Speaker 1: Maybe good, maybe don't watch it.
• 5:23
  Speaker 7: Yeah, but he's pretty intense on and off TV. So
• 5:27
  Speaker 7: I don't know, it's not pretty extremely intense on TV
• 5:30
  Speaker 7: and off TV. Like it's always let's go, let's go,
• 5:32
  Speaker 7: let's go.
• 5:32
  Speaker 1: But the new show is different.
• 5:33
  Speaker 5: Like I made nine thousand dollars my first year, you know,
• 5:35
  Speaker 5: ninety one hundred bucks trying to do real estate in
• 5:37
  Speaker 5: New York City.
• 5:38
  Speaker 1: It's hard.
• 5:39
  Speaker 5: You already feel no, not no way, I mean to day,
• 5:42
  Speaker 5: it's back back in the day, back in the day,
• 5:45
  Speaker 5: like when I first yeah, I mean two thousand, I mean,
• 5:47
  Speaker 5: it was just it was brutal, Like that's eighty five
• 5:49
  Speaker 5: percent of the people that get into real estate in New
• 5:50
  Speaker 5: York quit within nine months. It's just too hard, man,
• 5:53
  Speaker 5: and is living here is way too expensive? And so
• 5:55
  Speaker 5: one thing we really tried to push forward on this
• 5:57
  Speaker 5: show on Owning Manhattan, it was a deal that we
• 5:58
  Speaker 5: made with Netflix was what is reality TV? Three point zero? Like,
• 6:02
  Speaker 5: what's the evolution of TV shows? How do you get
• 6:04
  Speaker 5: people to look up from their phone? You know, everyone's
• 6:06
  Speaker 5: got attention deficit, that everyone's got TikTok brain, right, everyone's okay,
• 6:10
  Speaker 5: So how do you get people to pay attention? How
• 6:11
  Speaker 5: do you surprise the audience, and how do we show
• 6:13
  Speaker 5: them something that's very real and very maybe uncomfortable, like
• 6:16
  Speaker 5: nothing fake, no bullshit, like real deals and a lot
• 6:19
  Speaker 5: of loss as well, and keep them wanting more.
• 6:22
  Speaker 1: Otherwise that's not make it now.
• 6:24
  Speaker 5: That was my deal, like, I don't need to go
• 6:25
  Speaker 5: make another TV show, Let's go do real business.
• 6:28
  Speaker 1: And it was.
• 6:29
  Speaker 5: It was a super stressful two years and now it's
• 6:31
  Speaker 5: out for the world to say, So let's see what
• 6:32
  Speaker 5: people think.
• 6:33
  Speaker 2: Can you lose yourself in the reality TV of it all?
• 6:37
  Speaker 1: Like you can you forget what you got you here?
• 6:39
  Speaker 3: I think so. I mean I can only speak to mykereer.
• 6:43
  Speaker 1: Are you Jeffrey, Yeah you are.
• 6:45
  Speaker 8: But I think you know. The thing about it is weird,
• 6:47
  Speaker 8: and you'll see this in the show. There's like less
• 6:50
  Speaker 8: experienced agents and more experience agents. So we're a little
• 6:52
  Speaker 8: bit more not only experiences agents, but just life experiences.
• 6:56
  Speaker 8: So it's not like we're brand new going into something
• 6:58
  Speaker 8: and we have like the TV backgrounds, you kind of
• 7:00
  Speaker 8: know what it is, so I can say for us
• 7:02
  Speaker 8: it's a little different, but I can see how someone else,
• 7:05
  Speaker 8: you know, just get caught up in the modern day.
• 7:07
  Speaker 3: I want to be an influencer.
• 7:08
  Speaker 8: I don't even want to do real estate anymore and
• 7:10
  Speaker 8: try to have all the whole different career.
• 7:12
  Speaker 3: But for us, I think we're.
• 7:13
  Speaker 7: Yeah, and I think we chose to do this at
• 7:15
  Speaker 7: a time in our life where we know who we are,
• 7:17
  Speaker 7: so we an audience is not able to tell us
• 7:19
  Speaker 7: who we are. For me, I just wanted to be myself.
• 7:21
  Speaker 7: If I can show up as myself every day that
• 7:22
  Speaker 7: I'm good doing it. But I didn't want to fit
• 7:24
  Speaker 7: into what they thought I should be.
• 7:26
  Speaker 2: Now now gonna say now, COVID was was lovely for
• 7:29
  Speaker 2: a lot of real estate agents. Right, interest rates were low,
• 7:31
  Speaker 2: everybody was buying. Banks were given everything, every honey to
• 7:34
  Speaker 2: get it. But now it's changed. Interest rates are high
• 7:37
  Speaker 2: as I don't know what, So how is the business
• 7:39
  Speaker 2: now for a lot of people? And what do you
• 7:40
  Speaker 2: tell real estate agents now? That out there and it's difficult, right,
• 7:43
  Speaker 2: banks taking a lot to give people money. You got
• 7:45
  Speaker 2: to give your damn and your right arm to get
• 7:47
  Speaker 2: a loan. You know, interest rates are super duper high.
• 7:49
  Speaker 2: So what do you tell agents now?
• 7:51
  Speaker 6: I say stick it.
• 7:52
  Speaker 7: Out because I feel like I came in when it
• 7:53
  Speaker 7: was going up, and I came when I came in,
• 7:55
  Speaker 7: it was like you showed something once and you had
• 7:57
  Speaker 7: an offer, But at the entire time, I said, it
• 7:59
  Speaker 7: will not speed like this. It's a cyclical So I
• 8:01
  Speaker 7: was mentally prepared for where we are now. I don't
• 8:04
  Speaker 7: take it that bad because I knew it couldn't always
• 8:06
  Speaker 7: take good right.
• 8:07
  Speaker 8: And in bad times is when really the cream riders
• 8:09
  Speaker 8: to the top. So this is the opportunity right now.
• 8:11
  Speaker 8: If you really again really know the business, learn the business,
• 8:14
  Speaker 8: you can take advantage of it now. I mean there's
• 8:16
  Speaker 8: a lot of things you could like really guide your
• 8:18
  Speaker 8: clients with, like forty your mortgages. That's that's an option
• 8:21
  Speaker 8: to try to deal with the higher interest rates, you know,
• 8:24
  Speaker 8: putting more down conceivably if you can refinance down the road.
• 8:28
  Speaker 3: You know, there's different options you can do and give
• 8:30
  Speaker 3: good direction.
• 8:31
  Speaker 8: But for the real estate agent, it's just like head
• 8:33
  Speaker 8: down and keep going yause everyone's right now. I would
• 8:36
  Speaker 8: imagine a lot of people, I don't know the exact
• 8:38
  Speaker 8: number's certainly to do right. A lot of people have
• 8:40
  Speaker 8: left real estate with the rates being as high as
• 8:42
  Speaker 8: it is now.
• 8:43
  Speaker 1: Hundreds of thousands.
• 8:43
  Speaker 4: Yeah, it's so is a global pandemic worth the low
• 8:48
  Speaker 4: interest rates.
• 8:51
  Speaker 5: And take I take a week purge every year, like
• 8:55
  Speaker 5: a COVID remembrance week, you know, zero percent interest rates
• 8:58
  Speaker 5: for five days is you're not allowed to leave your house.
• 9:01
  Speaker 1: Just see what happens the first.
• 9:04
  Speaker 6: Go back to work. I had eleven showings.
• 9:06
  Speaker 7: Like when we were allowed to go after that seven
• 9:08
  Speaker 7: month break, like that seventh hold, we had eleven.
• 9:11
  Speaker 5: Yeah, there were real estate agents in the city who
• 9:13
  Speaker 5: had like emergency here on just in case the police pointed.
• 9:16
  Speaker 5: Because you know real estate in New York, you were
• 9:18
  Speaker 5: not an essential worker, right, and they were trying to
• 9:20
  Speaker 5: get you.
• 9:20
  Speaker 1: They were trying to like make you stay inside.
• 9:23
  Speaker 3: It was.
• 9:23
  Speaker 1: It was complete insanity.
• 9:25
  Speaker 5: But yeah, listen, we like if you were to say, hey,
• 9:28
  Speaker 5: I want to find a really really resilient person who
• 9:31
  Speaker 5: can kind of stick through the tough times and the
• 9:33
  Speaker 5: good times, let's go make that person in a box.
• 9:36
  Speaker 5: You wouldn't put them in a happy box, right, That
• 9:38
  Speaker 5: doesn't make resilient people. You'd put them in like a
• 9:40
  Speaker 5: really tough box. And that's exactly what we're in right now.
• 9:43
  Speaker 5: We're in a tough market. So if you can forward
• 9:44
  Speaker 5: yourself through this, you know the good times do come.
• 9:47
  Speaker 5: What goes up must come down. What goes down wants
• 9:49
  Speaker 5: to go back up again. It's just back and forth
• 9:50
  Speaker 5: and back and forth.
• 9:51
  Speaker 2: Now you created your own brokerage. How difficult was that
• 9:54
  Speaker 2: leaving being comfortable with somebody else to now you have
• 9:57
  Speaker 2: to pay for everything. You're paying for the rent, you're
• 9:59
  Speaker 2: paying for marketing, you're paying for everything. How difficult was that?
• 10:04
  Speaker 1: Super difficult? It was.
• 10:07
  Speaker 5: I had made the plan to do it, you know,
• 10:09
  Speaker 5: kind of in twenty nineteen, and I said, I'm going
• 10:11
  Speaker 5: to start my own company at the beginning of twenty
• 10:13
  Speaker 5: twenty because that's going to be the beginning of a
• 10:14
  Speaker 5: new decade for me. And I kind of think about
• 10:16
  Speaker 5: my life in terms of like these, you know, every
• 10:18
  Speaker 5: years a chapter, and every decade is kind of like
• 10:21
  Speaker 5: a section of my book. So, okay, so the next
• 10:23
  Speaker 5: section of my book is going to be starting my
• 10:25
  Speaker 5: own company and running my own thing. It's going to
• 10:27
  Speaker 5: be fine. It's all gonna be fine. And then people
• 10:28
  Speaker 5: start getting sick in China, right, you know, Italy shuts down.
• 10:32
  Speaker 5: I'm like I now, I've already committed to doing this,
• 10:35
  Speaker 5: and so it was. It was pretty terrifying, but it
• 10:39
  Speaker 5: was all for the best because everything got so much cheaper.
• 10:42
  Speaker 1: You know.
• 10:42
  Speaker 5: I was able to get an entire building and soho
• 10:44
  Speaker 5: for our first office at the same price that I
• 10:47
  Speaker 5: was looking at, like one floor and another office building.
• 10:50
  Speaker 5: Because the market came to a screeching halt, right, buyers
• 10:53
  Speaker 5: roared back and there was a lot of there's a
• 10:56
  Speaker 5: lot of eyeballs on us when we started the company.
• 10:59
  Speaker 5: I think you know why Netflix was also interested in
• 11:01
  Speaker 5: making a show with us because everyone else left. Everyone
• 11:04
  Speaker 5: left New York. Everyone left New York. They all went
• 11:07
  Speaker 5: to country houses. They all went to Florida, which is fine,
• 11:10
  Speaker 5: it's great. We have we do a lot of business
• 11:11
  Speaker 5: in Florida. We love Florida. But everyone left, and we
• 11:14
  Speaker 5: were like by ourselves, working every day, sneaking down Broadway
• 11:18
  Speaker 5: to get to our office so that we wouldn't get caught.
• 11:21
  Speaker 1: It was insane to build something.
• 11:23
  Speaker 5: But yeah, the overhead's real, man, Like I you know,
• 11:26
  Speaker 5: sometimes I remember the name of my employees. Other times
• 11:28
  Speaker 5: I remember how much they cost, like what's your like
• 11:31
  Speaker 5: you know you've got because it's real, you know. And
• 11:33
  Speaker 5: and so one thing we try to do with the
• 11:35
  Speaker 5: employees is help them understand their direct correlation to revenue,
• 11:39
  Speaker 5: so you're not.
• 11:40
  Speaker 1: Just paying people.
• 11:40
  Speaker 5: And it's it's a big lesson that I've learned and
• 11:43
  Speaker 5: setting really really clear expectations from the get go, because
• 11:46
  Speaker 5: if you don't set clear expectations with people that work
• 11:48
  Speaker 5: with you, all you're doing is setting future resentment. Right,
• 11:51
  Speaker 5: And so that's been that's been huge. But yeah, man
• 11:54
  Speaker 5: like payroll leases, insurance, man like legal.
• 11:58
  Speaker 1: Bills like what what like?
• 12:00
  Speaker 5: It's just it's never ending when you want to run
• 12:02
  Speaker 5: your own thing, and ignorance is blissed that way.
• 12:05
  Speaker 1: Maybe, I mean, so far so good? Though, Okay, so
• 12:07
  Speaker 1: far so good.
• 12:08
  Speaker 2: Let me ask about now, now what about your families?
• 12:10
  Speaker 8: Right?
• 12:10
  Speaker 2: So we see in your family a million dollar listing
• 12:12
  Speaker 2: and how your family grew and your families. It takes
• 12:15
  Speaker 2: a lot because you leave your family a lot, right
• 12:16
  Speaker 2: because when somebody wants to show in or they want
• 12:18
  Speaker 2: to see a property, you can't say, hey, babe, I
• 12:19
  Speaker 2: know we had dinner date, but you know, because this
• 12:21
  Speaker 2: might be you know, a million dollar profit, it might
• 12:23
  Speaker 2: be a couple hundred thousand dollars. So how how was
• 12:25
  Speaker 2: raising kids and having a family doing real estate?
• 12:28
  Speaker 3: Us?
• 12:29
  Speaker 7: We work together, Jeff and I and I'm the only
• 12:31
  Speaker 7: like balance in the relationship because he would he'd be
• 12:34
  Speaker 7: working if his eyes are open, and I'm kind of
• 12:36
  Speaker 7: a workaholic, So there's not much help.
• 12:39
  Speaker 6: But we have boundaries.
• 12:40
  Speaker 7: There's certain times of the day where we have to
• 12:42
  Speaker 7: shut down, but we're on vacation and hiding out. We
• 12:44
  Speaker 7: go to the bathroom and we're gone for forty minutes.
• 12:47
  Speaker 7: Everybody knows you're doing a deal and you're not supposed
• 12:48
  Speaker 7: to be.
• 12:48
  Speaker 2: On your phone going to the bathroom.
• 12:50
  Speaker 7: I was like, yeah, no, we hide well, I usually
• 12:55
  Speaker 7: hide out, like I'll say, I'm going to the spa,
• 12:57
  Speaker 7: but it's like I'm talking, I'm doing calls because the
• 12:59
  Speaker 7: rule is you're supps be working.
• 13:01
  Speaker 6: But we both cheat all the time.
• 13:02
  Speaker 8: I remember we were on a cruise in the Mediterranean
• 13:05
  Speaker 8: last year. Yeah, racks a time when we started shooting
• 13:09
  Speaker 8: the show, which is a whole other reason that we
• 13:11
  Speaker 8: should talk about it. That's why we missed out on
• 13:13
  Speaker 8: the on the Central Park tower on the cruise.
• 13:16
  Speaker 1: Yeah, yeah, keep going on those crewis man, a.
• 13:19
  Speaker 3: Cruise always causes to hundred fifty billion dollars.
• 13:22
  Speaker 8: But really, you know, even in that moment, there was
• 13:25
  Speaker 8: times we stepped away and I try to try to
• 13:27
  Speaker 8: text some of the text or something.
• 13:28
  Speaker 7: Yeah, and then we don't want each other. We don't
• 13:30
  Speaker 7: want to catch each other, right, So I'm lying to you,
• 13:32
  Speaker 7: you're lying to me. Everybody knows, everybody's working, and I don't.
• 13:35
  Speaker 7: I don't think this one has any of that.
• 13:37
  Speaker 2: What about you lying? You know, you got a wife
• 13:39
  Speaker 2: and kids, and how do you balance that? Because I've
• 13:41
  Speaker 2: seen a couple of times where your wife was upset like, no,
• 13:43
  Speaker 2: this is our time, and you're.
• 13:44
  Speaker 1: Like, but this is deal. Yeah, it's hard, man. I
• 13:47
  Speaker 1: mean when you're in sales.
• 13:48
  Speaker 5: It's you get addicted to it, you know, because you
• 13:51
  Speaker 5: don't get a salary, there are no benefits, and you're
• 13:53
  Speaker 5: only as good as your last deal. And you can
• 13:56
  Speaker 5: always say, well when is enough enough? And sure, you
• 13:58
  Speaker 5: can set a goal for your self for the year,
• 14:01
  Speaker 5: but then that next phone call, like you want to
• 14:03
  Speaker 5: pick it up, you want to see because your life
• 14:04
  Speaker 5: can change, like I you know, we started sur hint
• 14:07
  Speaker 5: at the end of twenty twenty. It's like I just
• 14:09
  Speaker 5: want to I went on rental appointments. He's like, I
• 14:12
  Speaker 5: gotta pay bills now. COVID shut down all of our markets.
• 14:15
  Speaker 5: It was awful, especially in New York right there were bodies,
• 14:19
  Speaker 5: you know that we had the Red Cross ship, there
• 14:21
  Speaker 5: were tents in the park.
• 14:22
  Speaker 1: It was nuts.
• 14:22
  Speaker 5: I went on a rental appointment on the Upper east
• 14:25
  Speaker 5: Side and my wife's like wear gloves, where your hazmat suit?
• 14:28
  Speaker 5: This is pre vaccines. Met a guy that wanted to
• 14:31
  Speaker 5: rent an apartment on the Upper east Side. I had
• 14:32
  Speaker 5: a big budget, you know, thirty to forty to fifty
• 14:35
  Speaker 5: thousand dollars a month. Started talking to him, decided not
• 14:38
  Speaker 5: to rent something, decided, you know what, maybe I will
• 14:40
  Speaker 5: go buy something in Florida. And that was a Monday.
• 14:43
  Speaker 5: By Friday, we were in contract on a house that
• 14:46
  Speaker 5: was asking one hundred and forty million dollars. So had
• 14:49
  Speaker 5: I not picked up that rental call, I never would
• 14:52
  Speaker 5: have done a nine figure sale that at that time
• 14:55
  Speaker 5: in twenty twenty going into twenty twenty one was the
• 14:57
  Speaker 5: largest transaction in the history of the state of Florida,
• 15:00
  Speaker 5: and like the top five deal in the United States.
• 15:02
  Speaker 1: So like that can remember.
• 15:05
  Speaker 6: This, I remember this moment, I remember, but that.
• 15:07
  Speaker 5: Can you know, those things can happen, but you do
• 15:09
  Speaker 5: have to set boundaries and you especially have to set
• 15:11
  Speaker 5: boundaries with people that are not your family. You know,
• 15:14
  Speaker 5: it's not about telling your wife your kids, like, hey,
• 15:16
  Speaker 5: daddy's at home now, so let's pay attention to each other. Right,
• 15:20
  Speaker 5: It's not you know, it's not about telling your wife.
• 15:22
  Speaker 5: It's not about telling your wife and your kids that, hey,
• 15:23
  Speaker 5: daddy's at home now, so let's pay attention to each other.
• 15:26
  Speaker 5: It's about telling your clients like, hey, just so you know,
• 15:29
  Speaker 5: you know, Monday, Wednesdays and Fridays from six to eight,
• 15:31
  Speaker 5: I'm with my daughter. I put her down Saturdays like
• 15:33
  Speaker 5: Saturdays for me r Daturdays like I don't unless it's
• 15:37
  Speaker 5: life threatening. I'm really focused on on Zena that's her name,
• 15:41
  Speaker 5: she's five, and being there for her. And then she
• 15:43
  Speaker 5: knows Dad goes to work the next day. I don't
• 15:45
  Speaker 5: think she knows what I do. You asked her, she'd
• 15:48
  Speaker 5: be like, daddy sells and dances.
• 15:50
  Speaker 1: I'm like that it.
• 15:53
  Speaker 5: Exactly, he films it. She'll she'll take my phone and
• 15:56
  Speaker 5: she'll put you. She'll pick it up and look at
• 15:57
  Speaker 5: my phone and be like, hi, I'm Xena Surhan, thank
• 15:59
  Speaker 5: you for watching.
• 16:00
  Speaker 1: Please like a subscribe, And I'm like, no, no, it's
• 16:03
  Speaker 1: happened terrible.
• 16:04
  Speaker 2: So how do you guys deal with because of course
• 16:06
  Speaker 2: you're on the show, so people know who you are.
• 16:07
  Speaker 2: How do you deal with people that just want to
• 16:10
  Speaker 2: don't necessarily want to buy something, but just want to
• 16:12
  Speaker 2: hang out. Yeah, that didn't happen a lot.
• 16:14
  Speaker 5: I mean it's I mean, it's happened to me. I mean,
• 16:16
  Speaker 5: you know, a million are listening. First aired in twenty twelve,
• 16:19
  Speaker 5: so it's happened to me now for twelve years. These
• 16:20
  Speaker 5: guys are going to have to go through it now
• 16:22
  Speaker 5: for the first time ever. And you got to be
• 16:23
  Speaker 5: super careful, right, Like wasting your time is terrible. What's
• 16:28
  Speaker 5: worse is is when people have like malicious intent and
• 16:31
  Speaker 5: they do like especially has that happened with you before?
• 16:33
  Speaker 7: Oh?
• 16:33
  Speaker 5: Yeah absolutely, We've had FBI involved, We've had stalkers.
• 16:36
  Speaker 1: Yeah.
• 16:36
  Speaker 5: Man, we had to move offices once. Like our home
• 16:39
  Speaker 5: addresses are scrub You.
• 16:40
  Speaker 2: Don't hurt anybody, like yeah, but people get obsessed.
• 16:43
  Speaker 6: You impersonate him every day.
• 16:44
  Speaker 1: People get ab sassed.
• 16:46
  Speaker 5: They watched you know, TV shows and you know, Bravo
• 16:48
  Speaker 5: is American for the most part, and then the show
• 16:50
  Speaker 5: aired around the world. But you know, reality TV, you
• 16:53
  Speaker 5: do you do, get very vulnerable and authentic, and you
• 16:56
  Speaker 5: let these cameras into your life for a year and
• 16:58
  Speaker 5: they see your ups and downs and and then with
• 17:00
  Speaker 5: social now everyone feels like they know you. And Netflix,
• 17:03
  Speaker 5: I mean, the show dropped today to two hundred and
• 17:06
  Speaker 5: seventy million people in one hundred ninety countries. Our voices
• 17:09
  Speaker 5: are dubbed in over twenty different languages. That's a lot, right,
• 17:14
  Speaker 5: all in all in one day. So one, you gotta
• 17:16
  Speaker 5: be careful, but two, like, if you're not googleable, you
• 17:19
  Speaker 5: got to show me something, you know, you got to.
• 17:21
  Speaker 5: I had a guy from a different country, I won't
• 17:24
  Speaker 5: say what country, but you know, reached out to me
• 17:26
  Speaker 5: kind of right at the beginning of million dollars listing
• 17:28
  Speaker 5: and totally seemed like he was going to try to
• 17:30
  Speaker 5: kill me or sell my body into oil drums or something,
• 17:32
  Speaker 5: you know, and.
• 17:33
  Speaker 1: I'm like, this is not real, this is not real.
• 17:34
  Speaker 5: He sent me a he sent me a photo of
• 17:37
  Speaker 5: his accountant as his proof of funds. Like, this is
• 17:40
  Speaker 5: not good, this is not great.
• 17:41
  Speaker 1: Not great.
• 17:42
  Speaker 5: Turns out he's We ended up doing a deal together
• 17:46
  Speaker 5: for you know, eight point three million dollars. Almost a
• 17:49
  Speaker 5: year later, after like it was the most traumatizing experience
• 17:52
  Speaker 5: of my life. He just liked to drink and was
• 17:55
  Speaker 5: on Zillow one night and hit me up and then
• 17:58
  Speaker 5: I was just I follow up or let the guy
• 18:01
  Speaker 5: makes hundreds of millions of dollars a year in another
• 18:04
  Speaker 5: country in a really weird way, and it is what
• 18:06
  Speaker 5: it is, so like sometimes you just never know, and
• 18:09
  Speaker 5: that's that's part of that addiction, right of like sales,
• 18:11
  Speaker 5: you just never know who's gonna call.
• 18:12
  Speaker 2: What's the one deal for each one of you that
• 18:14
  Speaker 2: you lost that it burned you to this day that
• 18:16
  Speaker 2: you knew you should have sold.
• 18:17
  Speaker 1: No, God, I'm gonna tattoo it on my butt.
• 18:19
  Speaker 7: Pro one of my first closings, I got to the
• 18:23
  Speaker 7: closing so excited and the seller on the other side
• 18:26
  Speaker 7: of the table i'd never met, and she was a
• 18:28
  Speaker 7: former beauty client and I wasn't at the time marketing myself,
• 18:31
  Speaker 7: and as we got up to leave, she was like,
• 18:32
  Speaker 7: this should have been your deal, and I was like, okay,
• 18:35
  Speaker 7: And that's when I kind of like lit a fire
• 18:36
  Speaker 7: nder myself to start marketing myself and putting myself out
• 18:38
  Speaker 7: because she's like, I don't even know this guy that's
• 18:40
  Speaker 7: selling my house.
• 18:41
  Speaker 6: This should have been your deal.
• 18:42
  Speaker 7: I was with the buyer, but I wasn't sharing to
• 18:44
  Speaker 7: the world what I was doing. And luckily it was
• 18:47
  Speaker 7: my first deal, so that changed everything for me. Now
• 18:49
  Speaker 7: you can't see enough of me, gotcha?
• 18:51
  Speaker 6: Yeah?
• 18:51
  Speaker 8: Yeah, I mean for me, it was a deal. It
• 18:54
  Speaker 8: was a deal. That was It was an interesting deal.
• 18:57
  Speaker 8: It was a brownstone, a five million dollar brownstone, and
• 19:02
  Speaker 8: the guy was acquiring a different company. But he put
• 19:04
  Speaker 8: money down for it and he had to sell the
• 19:07
  Speaker 8: He had to sell the rest of the company in
• 19:09
  Speaker 8: effort to get the deal. So down payments down I
• 19:11
  Speaker 8: think put what four hundred thousand dollars down down payment
• 19:14
  Speaker 8: you know, went hard, which means if it doesn't close,
• 19:19
  Speaker 8: you lose the money, the money, and he haven't. He
• 19:21
  Speaker 8: just couldn't sell the company, and so we're here and
• 19:24
  Speaker 8: we're spending. This is something I never do. But I had,
• 19:27
  Speaker 8: like the buyers and the seller come together. They were
• 19:29
  Speaker 8: like great friends. Everyone loved each other. They were, you know,
• 19:32
  Speaker 8: borroing services to extend the period. And then at the
• 19:35
  Speaker 8: eleventh hour, he just couldn't sell the company. And I
• 19:37
  Speaker 8: felt bad at tell and he knew its.
• 19:40
  Speaker 1: Beautiful yeah, I was.
• 19:45
  Speaker 5: We were selling a building at the end of twenty
• 19:46
  Speaker 5: nineteen going into twenty twenty. Before we started the company,
• 19:50
  Speaker 5: we had contracts out everything. It was eight hundred and
• 19:53
  Speaker 5: eighty million dollars. I'd never done a deal like that before.
• 19:56
  Speaker 5: The commission was one percent, so it was eight point
• 19:57
  Speaker 5: eight million dollars UH. And then COVID hits and the
• 20:02
  Speaker 5: money was coming out of the Middle East. The price
• 20:04
  Speaker 5: of oil starts to tank. The buyer say, hey, we
• 20:07
  Speaker 5: just need a little bit of time. You need a
• 20:08
  Speaker 5: little bit of time. We need a little bit of time.
• 20:09
  Speaker 5: Deal slowly falls apart. I worked on it for a year.
• 20:12
  Speaker 5: I still I think about that deal every day.
• 20:16
  Speaker 1: Easy I go that. I like that.
• 20:18
  Speaker 5: That was Like that was, you know, it's like a
• 20:20
  Speaker 5: life changing sale, you know what I mean. Like that
• 20:22
  Speaker 5: was especially when I was starting my own company. I'm
• 20:24
  Speaker 5: all right, so that's gonna be my seed Money'm bootstrapped
• 20:26
  Speaker 5: like we we you know, we're not backed by anybody else.
• 20:29
  Speaker 5: We build, you know, four agents buy agents with agents,
• 20:33
  Speaker 5: Like I am a real estate agent, so I think
• 20:35
  Speaker 5: the agents that work with us, I understand their world
• 20:37
  Speaker 5: because I'm in it with them all day long. That
• 20:40
  Speaker 5: was a brutal one that sucked one day.
• 20:43
  Speaker 2: Though one day, I'm not gonna ask you, guys, being
• 20:46
  Speaker 2: being black, is it more difficult to get people to
• 20:49
  Speaker 2: come in and say to trusting you guys than anybody else?
• 20:51
  Speaker 6: Far more?
• 20:52
  Speaker 2: Far more? Why would you say that?
• 20:54
  Speaker 6: Because you work with who you identify with. That's just
• 20:56
  Speaker 6: what people do.
• 20:56
  Speaker 7: Like if every agent sat down and thought about their
• 20:58
  Speaker 7: last five clients, they probably something like them. And so
• 21:01
  Speaker 7: people that we work with typically look like us. And
• 21:04
  Speaker 7: you know, the economic wealth gap is anyone as well
• 21:05
  Speaker 7: as anyone else in this room. So the likelihood of
• 21:07
  Speaker 7: us working with clients that own two and three and
• 21:10
  Speaker 7: four and eight million dollar homes has shrinks down to
• 21:13
  Speaker 7: what less than five percent, probably less than two percent.
• 21:15
  Speaker 7: So it's just harder for us to build volume, drastically
• 21:18
  Speaker 7: harder for us to build volume.
• 21:19
  Speaker 8: And I think for us that's part of like we lean,
• 21:21
  Speaker 8: we lean into you know, our sphere, and we really
• 21:25
  Speaker 8: worked out, worked out as hard as we can to
• 21:27
  Speaker 8: really get the business right. And then in the show itself,
• 21:30
  Speaker 8: it's part of our transition from leaning into our core,
• 21:33
  Speaker 8: which is our Brooklyn audience, and then going into Manhattan.
• 21:36
  Speaker 3: Yeah, that's the show owning Manhattan.
• 21:37
  Speaker 8: So it's like transitioning from still servicing that base but
• 21:41
  Speaker 8: knowing that we want to go to a different tier
• 21:43
  Speaker 8: and then starting to do that. And then at that
• 21:45
  Speaker 8: point we have all the experience, you know, and we
• 21:48
  Speaker 8: can speak to whatever the market is, to whoever we're
• 21:50
  Speaker 8: speaking to, and then.
• 21:51
  Speaker 6: They kind of understand, like you can be a Brooklyn
• 21:53
  Speaker 6: rock star.
• 21:54
  Speaker 7: That's great, but it's like, you know, at a certain point,
• 21:56
  Speaker 7: you have a conversation, You're like, Ryan, I want to
• 21:58
  Speaker 7: do these other things.
• 22:00
  Speaker 6: Help me, you know.
• 22:01
  Speaker 7: And I think that's how this came together because we
• 22:03
  Speaker 7: were both working at another firm and then we came
• 22:06
  Speaker 7: over and we were like, Okay, this is how we
• 22:08
  Speaker 7: want our business to shift, and we sat down and
• 22:10
  Speaker 7: did a planning session with him about how we could
• 22:13
  Speaker 7: grow that business.
• 22:14
  Speaker 1: I still have to come to your cookout.
• 22:15
  Speaker 6: You really do have one.
• 22:17
  Speaker 1: Ally.
• 22:19
  Speaker 7: You're an ally and you have an admission to one cookout.
• 22:21
  Speaker 1: One cookout.
• 22:23
  Speaker 6: It's a little ticket. He has it on his wall.
• 22:26
  Speaker 3: You might do it for Labor Day, but only one.
• 22:29
  Speaker 6: If it's this year, make sure you use it this year.
• 22:33
  Speaker 6: But he's invited to one, you.
• 22:34
  Speaker 2: Better not bring him to Brooklyn and Labor Day.
• 22:39
  Speaker 3: Have him in the Parkway, but my first.
• 22:43
  Speaker 6: Day on the Parkway was last year.
• 22:45
  Speaker 2: Brian's like, I don't know what the parkway is, but
• 22:47
  Speaker 2: stay away from it.
• 22:48
  Speaker 6: From advice, I also.
• 22:51
  Speaker 2: Got to ask when it when it comes to everything
• 22:53
  Speaker 2: that you do, do you start off small because you know,
• 22:55
  Speaker 2: thinking about real estate, right, there's always that one person, right.
• 22:58
  Speaker 2: I remember buying my first house is probably three four
• 23:00
  Speaker 2: hundred thousand dollars, right, But then you stay with that
• 23:03
  Speaker 2: agent to you a million dollar house and ance one.
• 23:05
  Speaker 2: So do you still stay smaller? It's like one of
• 23:07
  Speaker 2: the things like na that I'm not doing that.
• 23:10
  Speaker 5: It completely depends, right, It's all this business is all
• 23:12
  Speaker 5: about relationships. We're not actually in the real estate business.
• 23:15
  Speaker 5: We're not developers, we're not contractors. We're in the people business.
• 23:18
  Speaker 1: We help people.
• 23:19
  Speaker 5: Can we connect those people to buyers, we connect those
• 23:21
  Speaker 5: people to sellers. I think, especially when you're early on
• 23:24
  Speaker 5: in your career, you take everything because you never know
• 23:27
  Speaker 5: a two thousand dollars rental client that's going to drag
• 23:30
  Speaker 5: you around and you don't get paid by the hour,
• 23:32
  Speaker 5: You don't get paid a salary, right, that person maybe
• 23:35
  Speaker 5: her uncle her brother, who she knows her future girlfriend
• 23:39
  Speaker 5: or boyfriend like could be an amazing client. It's all
• 23:41
  Speaker 5: about those relationships and there's a thousand stories to tell.
• 23:44
  Speaker 1: That way.
• 23:45
  Speaker 5: I run the brokerage now, and that's really what owning
• 23:48
  Speaker 5: Manhattan is about, you know. It's it's running the company,
• 23:51
  Speaker 5: the stresses of running the company, and then the agents
• 23:52
  Speaker 5: that work with me, and so depending on deal price
• 23:55
  Speaker 5: and all that. I mean, almost every deal I do now,
• 23:58
  Speaker 5: except for maybe one or two a year, I do
• 24:00
  Speaker 5: with our agents. I'm doing with Jeff and Trisha, you know,
• 24:03
  Speaker 5: I'm doing with the other agents that you'll see on
• 24:05
  Speaker 5: the show and other agents that are at our company
• 24:07
  Speaker 5: who are highly specialized and have domain expertise and kind of.
• 24:10
  Speaker 1: What they sell.
• 24:11
  Speaker 7: You know.
• 24:12
  Speaker 5: That way we can expand our business as much as
• 24:14
  Speaker 5: we possibly can.
• 24:15
  Speaker 2: That's two last questions. One, how do you do things
• 24:19
  Speaker 2: outside the box right? You know, because there's always the
• 24:21
  Speaker 2: old way of doing things right, you know, there's a
• 24:23
  Speaker 2: you know, back in the day, it was mailers, you
• 24:25
  Speaker 2: send out mailers, and it was cold calls. And how
• 24:28
  Speaker 2: do you step outside the box to make sure that
• 24:30
  Speaker 2: you know, you reach out to some of these YouTubers
• 24:33
  Speaker 2: out there or these TikTok is that you know people are.
• 24:35
  Speaker 2: You know, my parents will be like a little TikTok,
• 24:37
  Speaker 2: but a little TikTok and make a couple hundred.
• 24:39
  Speaker 1: Yeah, you know.
• 24:39
  Speaker 2: So, how do you step out the box and make
• 24:41
  Speaker 2: sure that you're reaching not just your typical people but
• 24:43
  Speaker 2: things outside the box?
• 24:44
  Speaker 5: I mean, well, I so I made my first YouTube
• 24:47
  Speaker 5: video of a property tour in twenty fifteen, so nine
• 24:52
  Speaker 5: years ago, and the entire industry laughed at me. There
• 24:56
  Speaker 5: was even an article that got written about it that
• 24:58
  Speaker 5: was like dumb Ryan and his vanity. You know, he's
• 25:02
  Speaker 5: already on a TV show and now he needs to
• 25:05
  Speaker 5: do more. But what no one else pays attention to?
• 25:07
  Speaker 5: And I guess I just didn't talk about it as
• 25:09
  Speaker 5: much back then, And it's like, you all think of
• 25:11
  Speaker 5: doing this for me. The viewer of that video is
• 25:15
  Speaker 5: thirteen years old and they have control of the dinner table,
• 25:19
  Speaker 5: and at dinner, mom and dad are going to talk
• 25:21
  Speaker 5: about moving because dad's got a new job or they're
• 25:24
  Speaker 5: going to a new school, and that kid is going
• 25:27
  Speaker 5: to say, okay, can we call that guy Ryan because
• 25:30
  Speaker 5: he does these really cool property tours on YouTube and
• 25:32
  Speaker 5: today it's TikTok and Instagram and YouTube shorts right and Twitter,
• 25:37
  Speaker 5: ACX and Facebook and all the international ones that we
• 25:40
  Speaker 5: do and Netflix.
• 25:41
  Speaker 1: That's the reason we do this stuff.
• 25:43
  Speaker 5: And so it's really setting up like if you look
• 25:46
  Speaker 5: at our company, we are a media company that sells
• 25:51
  Speaker 5: real estate right to the benefit of our buyers, our sellers,
• 25:55
  Speaker 5: and our developers. And we've always thought outside the box.
• 25:59
  Speaker 5: Now everyone's copying us, which is fine, they just don't
• 26:01
  Speaker 5: do it nearly as well as we do.
• 26:03
  Speaker 2: I've seen people jump in pools, I've seen people jump
• 26:05
  Speaker 2: over fire. I was like, people are really trying to
• 26:07
  Speaker 2: sell mouses.
• 26:07
  Speaker 3: Now, think about it.
• 26:08
  Speaker 8: Really, it's it's storytelling and not everyone thinks they can
• 26:11
  Speaker 8: tell a story or get a camera and just shoot something.
• 26:13
  Speaker 8: But it's really storytelling that conveys with that buy er
• 26:16
  Speaker 8: a seller, you know, and that's really what we do.
• 26:18
  Speaker 3: Well, that's if someone asks what's our secret sauce, that's
• 26:20
  Speaker 3: what it is.
• 26:21
  Speaker 8: So you can try to recreate it wherever, but you're
• 26:23
  Speaker 8: not going to get the same the same finished product.
• 26:25
  Speaker 7: And I think the most competitive agents really focus on
• 26:28
  Speaker 7: Sir Hans, So either they're watching everything we're doing or
• 26:30
  Speaker 7: they're trying to join the firm. So I feel like
• 26:33
  Speaker 7: the entire culture of the company are people like us
• 26:35
  Speaker 7: that will think outside the box, that are used to
• 26:37
  Speaker 7: people making fun of the things that you do until
• 26:39
  Speaker 7: it becomes the trend. That's been my career, you know,
• 26:42
  Speaker 7: I mean, that's been my ti All of my careers
• 26:44
  Speaker 7: have been that way, like what does she think this is?
• 26:46
  Speaker 7: Until that becomes the next way of doing things.
• 26:48
  Speaker 6: So that's a part of it.
• 26:49
  Speaker 1: Yeah, we're also working hard.
• 26:51
  Speaker 5: I mean, I'll say this for me, one of one
• 26:53
  Speaker 5: of our big big missions at the beginning was to
• 26:55
  Speaker 5: really change the face of this industry. Right, the average
• 26:59
  Speaker 5: real estate agent, not just in New York, but the
• 27:01
  Speaker 5: nation is fifty five, and she's white. And that is
• 27:04
  Speaker 5: not America, right, That's not the world, and it's definitely
• 27:07
  Speaker 5: not New York City. And you know, we do a
• 27:10
  Speaker 5: significant amount of work through our education business, which is
• 27:12
  Speaker 5: called sell it dot Com, with inner city schools and
• 27:15
  Speaker 5: teaching them like, I know, everyone else told you you
• 27:18
  Speaker 5: can't do what we do, but you can and you'll
• 27:20
  Speaker 5: probably be way better than everybody else.
• 27:22
  Speaker 1: So let's do it.
• 27:23
  Speaker 5: And it's really important to me that the face of
• 27:27
  Speaker 5: people who are successful in this business are projected out
• 27:30
  Speaker 5: there so that like the future adults of tomorrow see
• 27:35
  Speaker 5: this and are going to emulate the same way. There's
• 27:37
  Speaker 5: like little kids from Texas and Cowboy Boots who watched
• 27:39
  Speaker 5: me for ten years saying like, Oh Ryan did it,
• 27:42
  Speaker 5: I can do it too. I am so excited about
• 27:44
  Speaker 5: what our industry is going to look like ten years
• 27:47
  Speaker 5: from now because of what Jeff and Trisha are going
• 27:49
  Speaker 5: to put out there starting today.
• 27:51
  Speaker 2: Well, Owning Manhattan is out right now on Netflix. Go
• 27:53
  Speaker 2: check it out. Last question, well, actually two more questions
• 27:58
  Speaker 2: the political commentary and everything's going on in politics now?
• 28:01
  Speaker 2: Does that help and hurt? Or it does that hurt?
• 28:03
  Speaker 2: And also for a real estate agent that's watching right
• 28:05
  Speaker 2: now right that's maybe just thinking about getting into it,
• 28:09
  Speaker 2: that loves property, loves houses, what do each one of
• 28:12
  Speaker 2: you tell them? So let's start with the political Does
• 28:14
  Speaker 2: political help or hurt? What's going on right now with everything?
• 28:18
  Speaker 5: Honestly, we're going through a rerun right now, so you
• 28:22
  Speaker 5: know what's going to happen either way, right, And that's
• 28:25
  Speaker 5: all you really got to focus on. And it's probably
• 28:27
  Speaker 5: not going to change your personal life a whole lot
• 28:31
  Speaker 5: you know, it might change what you see on your
• 28:33
  Speaker 5: news feed, it might change what people talk about around you.
• 28:36
  Speaker 5: But is it going to change the fact that you
• 28:37
  Speaker 5: still need a house. Is it going to change the
• 28:39
  Speaker 5: fact that you still got to have a job and
• 28:40
  Speaker 5: provide for your family.
• 28:42
  Speaker 1: Probably not.
• 28:44
  Speaker 5: And so just focus on yourself, do what you do best, right,
• 28:47
  Speaker 5: have a get up and go mindset every single day,
• 28:50
  Speaker 5: and you know, be an agent of change in your
• 28:52
  Speaker 5: own way. You know, if you want to be, you know,
• 28:54
  Speaker 5: as salespeople, it's always hard though, because you can't. You know,
• 28:57
  Speaker 5: we want to work with people on every side of
• 29:00
  Speaker 5: the spectrum, so it's tricky for us to really pick
• 29:03
  Speaker 5: a you know, to pick a side. But you got
• 29:05
  Speaker 5: to say authentic and true to yourself as much as
• 29:07
  Speaker 5: you can.
• 29:07
  Speaker 2: Now, the real estate agents out there that's looking for
• 29:09
  Speaker 2: a job and thinking about jumping into this crazy industry,
• 29:11
  Speaker 2: they see Ryan's fancy cause, they see him with the celebrities,
• 29:15
  Speaker 2: They see him doing the cool videos, they seeing a
• 29:17
  Speaker 2: million dollar properties. They see you at the cool parties
• 29:19
  Speaker 2: and all you guys at the cool parties. What do
• 29:21
  Speaker 2: you tell an agent that's thinking about getting into this
• 29:24
  Speaker 2: game right now? What what advice would you give the younger.
• 29:27
  Speaker 3: You learn the business, learn the business.
• 29:30
  Speaker 8: Everything else is just icing. It's like a cake essentially.
• 29:33
  Speaker 8: It's like, you know, you got to learn the foundation
• 29:35
  Speaker 8: of the business. You talked about before about mailers and
• 29:39
  Speaker 8: you know, cold calling. All that stuff is still key
• 29:41
  Speaker 8: and still essential. You do that coupled with the new stuff.
• 29:44
  Speaker 8: So learn the business inside out, and I think learned
• 29:46
  Speaker 8: the product.
• 29:47
  Speaker 7: You know, a lot of people are so focused on
• 29:49
  Speaker 7: promoting themselves they're not trying to learn the product. You're
• 29:52
  Speaker 7: not you know, you're not talking to people that don't
• 29:53
  Speaker 7: know their way around a rooftop, you know, mechanical room,
• 29:57
  Speaker 7: Like if it's in my house, I know what it
• 29:59
  Speaker 7: is and I know how to fix it like that.
• 30:00
  Speaker 7: That's a huge part of it. I think, because you're
• 30:02
  Speaker 7: dealing with a client that you're supposed to help and guide.
• 30:04
  Speaker 7: How can you guide somebody to do something you're not
• 30:06
  Speaker 7: familiar with? So I think studying and understanding the product
• 30:09
  Speaker 7: is really important. And honestly, follow me for a day
• 30:11
  Speaker 7: because there are parties and people are jumping in pool
• 30:13
  Speaker 7: and that's great, but we also need to walk this careful.
• 30:17
  Speaker 1: Have I see you in like a week from that?
• 30:19
  Speaker 3: Why I.
• 30:23
  Speaker 7: Literally physically following actually around that back.
• 30:26
  Speaker 1: I can't take it back.
• 30:28
  Speaker 6: But we work.
• 30:29
  Speaker 7: We work like you know, I'm driving all over from
• 30:31
  Speaker 7: Brooklyn and Manhattan. We're walking and we're touring things, and
• 30:33
  Speaker 7: it's one hundred degrees and you're in the basement and
• 30:35
  Speaker 7: you're trying to figure out, like what's the best price?
• 30:37
  Speaker 7: And is everything that's being presented to you really what
• 30:39
  Speaker 7: it is? And so the product itself, these one hundred
• 30:42
  Speaker 7: and thirty year old old homes that we sell, study
• 30:45
  Speaker 7: that focus on that, you know, understanding how finance plays
• 30:48
  Speaker 7: a part of that.
• 30:49
  Speaker 6: It's really more textbook.
• 30:50
  Speaker 7: I think the work and then the celebration is what
• 30:54
  Speaker 7: people typically see on TV.
• 30:56
  Speaker 6: This is a different opportunity. You're going to see the
• 30:58
  Speaker 6: work here.
• 30:58
  Speaker 2: Now, Ryan, what do you say to a young agent,
• 31:00
  Speaker 2: a young yourself get into this industry?
• 31:03
  Speaker 5: I say kind of what what Jeff and Tricia just said,
• 31:05
  Speaker 5: which is you should first, you should intern, you should follow,
• 31:10
  Speaker 5: You should follow somebody, you should be on a team,
• 31:12
  Speaker 5: and you should follow and see what they really do
• 31:14
  Speaker 5: and see if you really want to do that work,
• 31:16
  Speaker 5: because it's never what you think it is like you watch,
• 31:19
  Speaker 5: you can't watch suits and be like, you know what,
• 31:20
  Speaker 5: I'm gonna go be a lawyer. You want to know
• 31:21
  Speaker 5: what it's really like to be a lawyer. You're gonna
• 31:23
  Speaker 5: sit and you're gonna read, and you're gonna type for
• 31:25
  Speaker 5: eighteen hours a day with a bottle of advil. That's
• 31:28
  Speaker 5: that's what it really means to be a lawyer. And
• 31:31
  Speaker 5: that's not what they show on TV. So go follow
• 31:33
  Speaker 5: someone and make sure you understand the first three years
• 31:36
  Speaker 5: in the business, you're not going to make any money.
• 31:39
  Speaker 5: If you're okay with that, if you're okay with working holidays,
• 31:42
  Speaker 5: working birthdays, working seven days a week, working in the rain, snow, sleet,
• 31:46
  Speaker 5: the middle of the heat, to build something massive for
• 31:48
  Speaker 5: you that no one will ever be able to take
• 31:49
  Speaker 5: away from you, where there literally is no ceiling, because
• 31:53
  Speaker 5: no one's ever going to tell you, hey, you sold
• 31:55
  Speaker 5: too much, right, but they're also not going to patch
• 31:57
  Speaker 5: you on the back when you sold nothing and you
• 31:59
  Speaker 5: got to go get another job. If you're okay with that,
• 32:02
  Speaker 5: give yourself those three years and you can be incredibly
• 32:06
  Speaker 5: successful in this business. This business rewards hard work.
• 32:09
  Speaker 2: All right, well own in Manhattan. Check it out right
• 32:11
  Speaker 2: now on Netflix, and I appreciate you guys.
• 32:12
  Speaker 1: And thank you so much.
• 32:14
  Speaker 2: Absolutely right, Why is Sir Hantrishali Jeffrey saying amen, We
• 32:17
  Speaker 2: appreciate you guys.
• 32:18
  Speaker 1: Thanks, thanks the Breakfast Club.
• 32:19
  Speaker 2: Good morning.
• 32:20
  Speaker 1: Wake that ass up in the morning for the Breakfast Club.