Latest / The Breakfast Club / INTERVIEW: Jeffrey St. Arromand,Tricia Lee & Ryan Serhant On Balancing Careers, Disappointments + More

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INTERVIEW: Jeffrey St. Arromand,Tricia Lee & Ryan Serhant On Balancing Careers, Disappointments + More · The Breakfast Club

• 0:01
  Speaker 1: Every day.
• 0:03
  Speaker 2: Up the Breakfast Club.
• 0:07
  Speaker 3: Morning.
• 0:07
  Speaker 4: Everybody's d j Envy just hilarious. Charlamagne the guy, we
• 0:11
  Speaker 4: are the breakfast Club. Law La Roses here as well,
• 0:14
  Speaker 4: and we got some special guests in the.
• 0:15
  Speaker 2: Billing this morning.
• 0:16
  Speaker 4: Season two of Owning Manhattan is out right now on Netflix.
• 0:19
  Speaker 4: We have Ryan, Sir Han, Trisha Lee, and Jeffrey say
• 0:22
  Speaker 4: armand did.
• 0:23
  Speaker 2: I say your name?
• 0:24
  Speaker 3: All right?
• 0:25
  Speaker 2: Welcome guys. First, I want to say thank you to Ryan.
• 0:30
  Speaker 4: I told him. I called him one day and I said,
• 0:32
  Speaker 4: my daughter's in n y U. She wanted to get
• 0:34
  Speaker 4: into real estate and he told me, well, first she
• 0:36
  Speaker 4: has to get a license. So she got her license
• 0:38
  Speaker 4: in New York, got her license in Jersey. That called
• 0:39
  Speaker 4: her back and he actually gave her a job which
• 0:42
  Speaker 4: was pretty dope. And she learned the real estate industry
• 0:45
  Speaker 4: from Sir Han and ends the outs and then she's
• 0:48
  Speaker 4: now she's in Jerseys and she works.
• 0:49
  Speaker 5: I just want to say thank you thanks Man the
• 0:52
  Speaker 5: estate agent TV.
• 0:57
  Speaker 2: He's real agent.
• 0:59
  Speaker 6: That happens a lot though people think you you don't
• 1:01
  Speaker 6: really do it anymore.
• 1:02
  Speaker 5: I bump into people in New York on the street
• 1:04
  Speaker 5: all the time and they're like, what are you doing
• 1:06
  Speaker 5: in New York today? I'm like, I live here, Oh,
• 1:10
  Speaker 5: it's it's not on a set in l A. And
• 1:11
  Speaker 5: I'm like, no, it's real. It's the most real TV
• 1:14
  Speaker 5: show in the history of the world.
• 1:15
  Speaker 3: And you're actually working.
• 1:16
  Speaker 5: Yeah.
• 1:17
  Speaker 2: Actually, but it's because you give actor like.
• 1:23
  Speaker 3: You look like.
• 1:27
  Speaker 6: I said, you look exactly like you look on TV.
• 1:29
  Speaker 6: It's like the look.
• 1:30
  Speaker 5: Yeah, yeah, I try to stay in character. I shaved
• 1:32
  Speaker 5: my head this summer and I was recognized less and
• 1:35
  Speaker 5: it was it was hard for me. I went back
• 1:38
  Speaker 5: into costume.
• 1:42
  Speaker 4: I realized that there's a lot of At one time,
• 1:44
  Speaker 4: I feel like all on TV there was nothing but
• 1:46
  Speaker 4: real estate shows, right, and they were good. I thought
• 1:48
  Speaker 4: they were great, and then I see, like, none like
• 1:51
  Speaker 4: they What is happening with the real estate industry where
• 1:53
  Speaker 4: people are either leaving or maybe people are not doing
• 1:56
  Speaker 4: as well as the experience of thought?
• 1:58
  Speaker 2: Why is that?
• 1:59
  Speaker 5: I I mean, we all have feelings about that. I
• 2:01
  Speaker 5: don't think it has to do with the real estate industry.
• 2:03
  Speaker 5: I think it has to do with media and how
• 2:05
  Speaker 5: people consume media. It used to be so Million Dollar
• 2:09
  Speaker 5: Listing was the first show I did in twenty twelve,
• 2:12
  Speaker 5: so we did it for ten years, and that show
• 2:14
  Speaker 5: was special because you couldn't get access to a ten
• 2:17
  Speaker 5: million dollar house right as a viewer, Like you couldn't
• 2:20
  Speaker 5: see a fifty million dollar penhouse. You had to turn
• 2:22
  Speaker 5: on TV to see what that looked like. Today, everything
• 2:26
  Speaker 5: is in the palm of your hand. You can go
• 2:27
  Speaker 5: on Sora and invent one if you want to. So
• 2:30
  Speaker 5: the shows now are no longer about the access. So
• 2:32
  Speaker 5: if you're a if you want to make a real
• 2:34
  Speaker 5: estate show and all you have is real estate, no
• 2:36
  Speaker 5: one cares. And I think what makes this show so
• 2:39
  Speaker 5: special people like Tricia and Jeffrey, who are characters. They're
• 2:43
  Speaker 5: great people, but they are characters in this insane world
• 2:48
  Speaker 5: of New York City real estate, and that's what people
• 2:50
  Speaker 5: want to see. The real estate is actually like the bookends, right,
• 2:54
  Speaker 5: it's the skeleton, like the Yeah, it's the backdrop. And
• 2:56
  Speaker 5: then so a lot of the shows have come off
• 2:58
  Speaker 5: the air, they've tried and have been canceled because they suck.
• 3:04
  Speaker 3: And then we tell a great story too, like how
• 3:05
  Speaker 3: often do you have like a couple that's together, working together,
• 3:09
  Speaker 3: you know, live together, and just together, shoot together, you know,
• 3:13
  Speaker 3: and actually come from Brooklyn to go into Manhattan. So
• 3:16
  Speaker 3: there's interesting storylines and we really try to like tell
• 3:19
  Speaker 3: it differently so that the viewer at some point you're
• 3:21
  Speaker 3: gonna get tired of seeing the same thing over and
• 3:22
  Speaker 3: over again. So I mean, I think the thing that
• 3:24
  Speaker 3: we really did different is like we really got into
• 3:26
  Speaker 3: great storytelling and really visually, when you look at it,
• 3:29
  Speaker 3: it looks almost like a docu series. It doesn't really
• 3:31
  Speaker 3: feel like typical reality TV.
• 3:33
  Speaker 2: Yeah, and how's the market now? How is the market?
• 3:36
  Speaker 4: I mean it's they're saying, and house has been on
• 3:38
  Speaker 4: the market the longest in a long time? Is it
• 3:41
  Speaker 4: a bias market? Is a seller's market? Where should people
• 3:43
  Speaker 4: be looking? Should they be looking now? Should they sit
• 3:45
  Speaker 4: it out? What's your thoughts on it?
• 3:47
  Speaker 3: I mean, personally, I think it's always a good time
• 3:48
  Speaker 3: to look. I mean whenever. Like there's a couple of things.
• 3:50
  Speaker 3: There's a tale of two markets. I call it because
• 3:52
  Speaker 3: you have if you look at you know, luxury sector
• 3:55
  Speaker 3: four milliona up and the data, you gotta be careful
• 3:57
  Speaker 3: like what you read and what you hear and just
• 3:59
  Speaker 3: really look at the data. The data shows that there's
• 4:01
  Speaker 3: been a lot of sales in that price point, and
• 4:04
  Speaker 3: now conversely, with lower price points, people are affected by
• 4:07
  Speaker 3: interest rates. But we do see interest rates dropping and
• 4:10
  Speaker 3: getting lower, so then people start to become more active.
• 4:12
  Speaker 3: So I think the time is really now, and especially
• 4:14
  Speaker 3: this time in the season. This is when you can
• 4:16
  Speaker 3: get deals. You know, during this time, things that to
• 4:19
  Speaker 3: your point have been sent on the market for a
• 4:21
  Speaker 3: little bit, but now it can be more aggressive as
• 4:23
  Speaker 3: a buyer. So it just finds that little comfortable medium
• 4:25
  Speaker 3: between you know, sellers that are realistic about pricing and
• 4:28
  Speaker 3: buyers who are realistic about where they can land and
• 4:30
  Speaker 3: where you can find a deal when you find in well.
• 4:33
  Speaker 1: I think it's a little different for us because our
• 4:35
  Speaker 1: brokerage gets quite a bit of visibility. So there's the
• 4:38
  Speaker 1: market and then there's our business which is very different,
• 4:41
  Speaker 1: like we get I mean, our phones are ringing, we're
• 4:43
  Speaker 1: very busy. We are listing billions of dollars of real estate.
• 4:47
  Speaker 1: And I think that owning Manhattan has some part of that.
• 4:49
  Speaker 1: You know, the Sir brand has a lot to do
• 4:51
  Speaker 1: with it, and I think the characters that are at
• 4:53
  Speaker 1: the firm. I think everyone that is at Sir Hant
• 4:55
  Speaker 1: has such their of their own individual story. Like I
• 4:58
  Speaker 1: think I don't know if it was Ryan when the
• 5:00
  Speaker 1: producer said, it's like all of these people just show
• 5:02
  Speaker 1: up and they all think that they're the lead and
• 5:03
  Speaker 1: they're the main character, and they just happen to all
• 5:06
  Speaker 1: be sitting in a room.
• 5:07
  Speaker 7: And that's how it is.
• 5:08
  Speaker 1: Because in my mind, I'm the star of the show,
• 5:10
  Speaker 1: and I think that's safe. It's the same for everyone else.
• 5:12
  Speaker 3: You are really clear.
• 5:14
  Speaker 1: But I think that's what's interesting about the brand is
• 5:16
  Speaker 1: it really attracts people that are really like the face
• 5:19
  Speaker 1: of their business and they're comfortable with that and they
• 5:21
  Speaker 1: lean into it and they use media and really creative
• 5:23
  Speaker 1: ways to do it. So our business is very different
• 5:26
  Speaker 1: than the market business. Right now, we're grateful for that.
• 5:28
  Speaker 4: I was going to ask, you know, with the market
• 5:30
  Speaker 4: being bad in a lot of places and people being
• 5:32
  Speaker 4: broke and just being able to afford, you know, rent,
• 5:35
  Speaker 4: at the time, they've been encouraging people to start buying
• 5:38
  Speaker 4: houses so that money that they're paying for rent could actually.
• 5:40
  Speaker 2: Be towards house. Is there places or some type of
• 5:44
  Speaker 2: grants that you send people to where they could actually
• 5:46
  Speaker 2: get help with doing that.
• 5:47
  Speaker 1: I like the best help personally, because I mean we're
• 5:49
  Speaker 1: speaking about New York specifically is to buy together and
• 5:52
  Speaker 1: to get creative about it. You know, gen Z is
• 5:54
  Speaker 1: getting that right, and I think that millennials missed out
• 5:57
  Speaker 1: on that mark. But when I speak to people, especially
• 6:00
  Speaker 1: all through Bedstye, Brooklyn, Brooklyn Heights, wherever, the so many
• 6:03
  Speaker 1: stories are you and I bought and then as soon
• 6:06
  Speaker 1: as we were up on our feet, then we got
• 6:07
  Speaker 1: We made sure our sister bought, and then we made
• 6:09
  Speaker 1: sure our cousin bought. So when I talk to people
• 6:11
  Speaker 1: and we're selling these houses, multimillion dollar homes people have
• 6:14
  Speaker 1: been in for twenty thirty years, the stories are all
• 6:16
  Speaker 1: the same.
• 6:16
  Speaker 7: They got creative and they did it together. Yeah, you know,
• 6:19
  Speaker 7: it's easier.
• 6:20
  Speaker 5: You can sell portions of an LLC. So co ownership
• 6:23
  Speaker 5: for younger generation is becoming a thing that we do
• 6:25
  Speaker 5: now that we've never done before.
• 6:27
  Speaker 1: Now.
• 6:27
  Speaker 5: So New York City's hard because you can only cut
• 6:30
  Speaker 5: it up a couple different ways. But like, if you like,
• 6:32
  Speaker 5: you can take eight eight cousins in Florida and you
• 6:36
  Speaker 5: can cut up a purchase price times eight and maybe
• 6:38
  Speaker 5: only two of you live there, but the rest of
• 6:39
  Speaker 5: you are helping, and it's an investment for them and
• 6:42
  Speaker 5: you get to ride the market as the market increases.
• 6:44
  Speaker 7: Equity is always gorgeous.
• 6:45
  Speaker 1: Yeah, you know, especially I mean in New York, I've
• 6:47
  Speaker 1: watched it for twenty two years straight, and I just
• 6:50
  Speaker 1: I always tell everyone we can walk down the block
• 6:52
  Speaker 1: anywhere in Brooklyn or anywhere in Manhattan, and we feel
• 6:55
  Speaker 1: proud of the work that we've done for our clients,
• 6:57
  Speaker 1: because if I see you five years from now, I
• 6:59
  Speaker 1: know I'm going to be the favorite person you run
• 7:01
  Speaker 1: into today because I know I was a part of
• 7:03
  Speaker 1: that really smart investment that you've made, and that feels
• 7:05
  Speaker 1: good in the daily work.
• 7:07
  Speaker 8: What's the quiet you know pressures y'all carry now because
• 7:11
  Speaker 8: of this show, Because you know, when you think about
• 7:12
  Speaker 8: your brand, your brokerage, your brokerage, they're all tied to
• 7:16
  Speaker 8: decisions that are made on this show. Are there any
• 7:19
  Speaker 8: pressure that comes to it?
• 7:20
  Speaker 1: Yes?
• 7:21
  Speaker 5: Yeah, I mean it's you know, someone said to me yesterday,
• 7:26
  Speaker 5: the show is uncomfortably authentic. And I think to your
• 7:30
  Speaker 5: point about other shows not being on the air anymore,
• 7:33
  Speaker 5: no one wants to be sold right, No one wants
• 7:35
  Speaker 5: to watch stuff that's super produced anymore. Like the show
• 7:38
  Speaker 5: watches us in real time. Whether deals get done or not,
• 7:41
  Speaker 5: whether people are happy or not, whether things are going
• 7:43
  Speaker 5: our way or not. I think all three of us
• 7:46
  Speaker 5: have some sort of mental breakdown this season on camera
• 7:49
  Speaker 5: that we probably wish was not out there, and so
• 7:52
  Speaker 5: there's a lot of pressure. But I think we also
• 7:54
  Speaker 5: understand the role of our responsibility to not just the
• 7:57
  Speaker 5: world but to our industry to to show it in
• 8:01
  Speaker 5: as great of a light as we possibly can and
• 8:03
  Speaker 5: then make use of it. Man, like we are so lucky.
• 8:06
  Speaker 5: It is not lost on us. Like it's it's hard
• 8:08
  Speaker 5: enough to get one TV show, let it alone a
• 8:11
  Speaker 5: big one like this that's on a global network like
• 8:14
  Speaker 5: Netflix that drops all over the world in one day,
• 8:16
  Speaker 5: where people get to say, oh, I'll go work with
• 8:17
  Speaker 5: those people. I mean, it's a it's a massive commercial for.
• 8:20
  Speaker 3: Us, and I need to have it picked up for
• 8:21
  Speaker 3: season two. That's even the bigger thing.
• 8:23
  Speaker 5: That's hard or three three?
• 8:25
  Speaker 1: Now everybody, it's the next goal, quiet present for you are.
• 8:31
  Speaker 7: I think it has changed.
• 8:32
  Speaker 1: I think for season one for me it was like
• 8:34
  Speaker 1: I am showing up as the black woman, and I
• 8:36
  Speaker 1: created this this pressure for myself that I had to
• 8:40
  Speaker 1: at some point release to really give myself that freedom,
• 8:43
  Speaker 1: and then obviously I felt that it gave other black
• 8:46
  Speaker 1: women that freedom. I was like, I'm just going to
• 8:47
  Speaker 1: show up as me and y'all are going to love
• 8:48
  Speaker 1: it or leave.
• 8:49
  Speaker 7: But I don't care.
• 8:50
  Speaker 1: And I'll give you the realness of who I am.
• 8:51
  Speaker 1: But I'll also give you all the layers of who
• 8:53
  Speaker 1: I am. So I'm not going to just show up
• 8:55
  Speaker 1: and be the person that's sassy. I'm also going to
• 8:58
  Speaker 1: be smart. I'm also going to be gentle, and I'm
• 8:59
  Speaker 1: going to be funerable. I'm going to be like I
• 9:01
  Speaker 1: can be. I can be very maternal in some moments,
• 9:03
  Speaker 1: you know, I can be a teacher in some moments.
• 9:05
  Speaker 1: I can also check you in other moments. And so
• 9:07
  Speaker 1: I felt like, let me just show all of that,
• 9:09
  Speaker 1: and that's the only pressure I'm going to put on myself. Now,
• 9:12
  Speaker 1: I feel that the pressure is kind of always showing
• 9:14
  Speaker 1: that we are actual, real agents, because that's the question
• 9:17
  Speaker 1: we could ask the most. And I mean, I can't
• 9:19
  Speaker 1: speak for everyone on the show, but I'm ten years in.
• 9:22
  Speaker 1: I had my ten year anniversary last week, yes, and
• 9:27
  Speaker 1: another ten year anniversary well, but yeah, so it's like,
• 9:41
  Speaker 1: but no, it's it's to me. It's like I do
• 9:43
  Speaker 1: feel the need to, you know, just validate my business.
• 9:47
  Speaker 1: And I never felt that before, but being on TV,
• 9:49
  Speaker 1: people just decide that you're not actually really doing this.
• 9:52
  Speaker 1: I have to be on top of my emails to
• 9:54
  Speaker 1: the moment I walk in and talk to you guys,
• 9:56
  Speaker 1: and then start right back up the minute I walk out.
• 9:58
  Speaker 1: My clients don't care nothing about what I'm doing right
• 10:00
  Speaker 1: now or that show. They care about their assets.
• 10:03
  Speaker 2: I don't know what about you everyone.
• 10:05
  Speaker 3: I mean, I think one thing, just to pick it
• 10:06
  Speaker 3: back on what Tricia saying, I think it's important to
• 10:08
  Speaker 3: understand like the vulnerability that we reveal on the show,
• 10:12
  Speaker 3: because with us, part of our story arc is that
• 10:14
  Speaker 3: we're coming from Brooklyn into Manhattan and there's some great
• 10:18
  Speaker 3: story origins with one of a new listing that we
• 10:20
  Speaker 3: have like here on fifth Ave, five East fifty ninth Street,
• 10:24
  Speaker 3: and the origin story with Trish and how that happened,
• 10:28
  Speaker 3: which is nothing that we plan or stage whatsoever. This
• 10:31
  Speaker 3: is all authentic and how that comes full circle the
• 10:33
  Speaker 3: moment and when you watch the show you'll get to
• 10:35
  Speaker 3: you know, to already understand it. But it's really heartfelt.
• 10:38
  Speaker 3: I would say, probably one of the most compelling moments
• 10:41
  Speaker 3: of the season.
• 10:42
  Speaker 7: I mean, we're shocked. I'm so shocked. I forget.
• 10:44
  Speaker 1: The cameras are there and I'm like what and they
• 10:47
  Speaker 1: catch everything because it was just yeah, it was such
• 10:49
  Speaker 1: a surprise.
• 10:51
  Speaker 3: But to answer your question for me, me, what's really
• 10:53
  Speaker 3: important is what trishas is to really make sure that
• 10:55
  Speaker 3: people understand that we know the business, that we're just
• 10:57
  Speaker 3: not like you said with Ryan, uh, you you look
• 10:59
  Speaker 3: very Hollywood. So you know, I'm someone to put on
• 11:02
  Speaker 3: the suit, you know whatever, come in and every day
• 11:04
  Speaker 3: this is my look, every single day, every day. And
• 11:05
  Speaker 3: so people think that, oh, this is all you need
• 11:07
  Speaker 3: to do to really be successful, But the truth is
• 11:10
  Speaker 3: you have to know the business inside out. You have
• 11:12
  Speaker 3: to be cognizant of what's happening in real time because
• 11:15
  Speaker 3: you know, everyone's gonna Envy's gonna grill me on why
• 11:17
  Speaker 3: is this going on? Because he knows everything about real
• 11:18
  Speaker 3: estate whoever it is, and there's so much information out there.
• 11:21
  Speaker 3: You got to be able to disseminate, like what's the
• 11:23
  Speaker 3: truth and how does it really impact you? Because everything
• 11:26
  Speaker 3: you know real estate is really both macro and micro.
• 11:29
  Speaker 3: So you got to be able to understand what's micro
• 11:31
  Speaker 3: for your world and the macro piece that you read from,
• 11:34
  Speaker 3: you know, on every other platform.
• 11:35
  Speaker 4: So I will say this though, I didn't necessarily understand
• 11:39
  Speaker 4: how difficult real estate was right until I had a
• 11:42
  Speaker 4: daughter in it, right, Yes, And I'm watching her with
• 11:44
  Speaker 4: the emails and sending out emails, and then I'm watching
• 11:47
  Speaker 4: her She'll get somebody and she'll go to short apartment
• 11:49
  Speaker 4: and she'll drive forty minutes to that apartment, and then
• 11:51
  Speaker 4: the person to say I have to I can't do
• 11:53
  Speaker 4: it today, and how much time it takes. Can you
• 11:55
  Speaker 4: break down how much effort energy it goes into doing it?
• 11:58
  Speaker 4: Because people just see the glitz.
• 12:01
  Speaker 6: Get paid, Like Jesus, I think the show too makes
• 12:06
  Speaker 6: everything look glamorous, even though y'all show some hardships, but
• 12:09
  Speaker 6: people don't really get the end of it, like the
• 12:12
  Speaker 6: actual groundwork.
• 12:13
  Speaker 3: Yeah. I mean we're in ten years for a reason. Yeah,
• 12:15
  Speaker 3: so it just didn't happen right off the bat. We're
• 12:18
  Speaker 3: here on owning Manhattan or we're just selling you know,
• 12:20
  Speaker 3: fifteen twenty million dollar properties. You have to start from
• 12:24
  Speaker 3: the grind. I mean there are times when you work
• 12:26
  Speaker 3: from months to two months to three months without getting paid, Like,
• 12:28
  Speaker 3: how long did you get paid on your first deal?
• 12:30
  Speaker 7: Oh my gosh, six months and it was no money
• 12:32
  Speaker 7: at all, no money at all.
• 12:34
  Speaker 1: Yeah, And there I feel like the shows they tend
• 12:36
  Speaker 1: to show all the glitz and there's so much work
• 12:39
  Speaker 1: that we do we never get paid for. There's so
• 12:40
  Speaker 1: many efforts that we make that nobody cares about. And
• 12:43
  Speaker 1: I feel like being on the show, I want to
• 12:44
  Speaker 1: make sure I share that story because the assumption is
• 12:48
  Speaker 1: when you look really great and maybe Ryan will hire you,
• 12:50
  Speaker 1: and then you'll end up on the show and then
• 12:51
  Speaker 1: you'll sell real estate. It's a complete opposite business plan.
• 12:55
  Speaker 1: It's like you've got to do a really great job
• 12:56
  Speaker 1: for even be like on this radar. Yeah, we end
• 13:00
  Speaker 1: up on the radar. And then being on the show
• 13:02
  Speaker 1: creates pressure too, because I don't want to put a
• 13:04
  Speaker 1: product out there that I can't sell, because I mean,
• 13:06
  Speaker 1: every time I run into anybody, they're like, oh, so,
• 13:08
  Speaker 1: what happened with you?
• 13:11
  Speaker 5: Yes, you know, because you film in real time and
• 13:15
  Speaker 5: so you're like, hey, I just got this listing, this
• 13:17
  Speaker 5: building or this penhouse something like, let's go film it
• 13:19
  Speaker 5: and then but filming doesn't last forever. You eventually have
• 13:22
  Speaker 5: to stop and if it hasn't sold, that's what happens.
• 13:25
  Speaker 5: And then everyone what happened, Well, oh did you fail?
• 13:30
  Speaker 5: You failed in front of the world. It's selling an apartment.
• 13:33
  Speaker 5: That's not that hard.
• 13:34
  Speaker 3: And then one thing that you don't realize as we're shooting,
• 13:36
  Speaker 3: often times we're still negotiating at real time, so we're
• 13:39
  Speaker 3: shooting on the guys of this is going to be
• 13:41
  Speaker 3: sold on the show, and we're just hoping that he
• 13:43
  Speaker 3: gets sold. Like that was the case last season. I mean,
• 13:45
  Speaker 3: it was a property that we were just we shot it,
• 13:48
  Speaker 3: we closed it, and like we were still the closing
• 13:50
  Speaker 3: table trying to close in real time as we were
• 13:52
  Speaker 3: shooting the scene of it being closed, and it.
• 13:55
  Speaker 1: Was like such a difficult transaction. It got like awarded
• 13:58
  Speaker 1: Real Estate Board.
• 13:59
  Speaker 5: They want Deal of the Year. Yeah, Deal of the
• 14:01
  Speaker 5: Air for.
• 14:01
  Speaker 7: All of New York.
• 14:02
  Speaker 1: So and that's really an award. That's a deal that
• 14:06
  Speaker 1: shouldn't have closed. That's the reason for the award. The
• 14:09
  Speaker 1: whole industry gets together to say, you actually did it.
• 14:12
  Speaker 1: That was the deal that was on the show first season.
• 14:14
  Speaker 1: So imagine the layers of stress there, you know, and
• 14:16
  Speaker 1: you're on TV for the first time as well.
• 14:18
  Speaker 6: Yeah, but I was going to say so, on top
• 14:19
  Speaker 6: of all the stress you're on TV, you also have
• 14:21
  Speaker 6: like your personal lives that are being shown. There's a
• 14:23
  Speaker 6: character there where do y'all find the time to do
• 14:26
  Speaker 6: all of that? Like work? Like what are y'all teams
• 14:28
  Speaker 6: like behind the scenes that help you guys, because there's
• 14:31
  Speaker 6: a lot of interaction of correspondence with trying to close something.
• 14:34
  Speaker 7: There's so much support though.
• 14:35
  Speaker 3: We start our day, I mean not as early as
• 14:37
  Speaker 3: this guy. We started there like five in the morning.
• 14:39
  Speaker 3: He's up at four thirty.
• 14:40
  Speaker 1: Yeah, he's at the gym harassing people because the gym
• 14:42
  Speaker 1: isn't open at five o'clock.
• 14:44
  Speaker 7: Right.
• 14:44
  Speaker 3: I may meet him at the gym when he's leaving,
• 14:46
  Speaker 3: and that's at six, and I'm thinking early. He's got
• 14:50
  Speaker 3: a good seed, you, Joe. But it's just really time
• 14:52
  Speaker 3: management and just having a support system, like thankfully that's
• 14:55
  Speaker 3: part of the reasons why.
• 14:56
  Speaker 5: And not wasting time.
• 14:58
  Speaker 2: Yeah.
• 14:58
  Speaker 5: A big piece of advice I give to people a lot,
• 15:00
  Speaker 5: especially younger younger people, is you have the time. Everyone's
• 15:04
  Speaker 5: got the same amount of hours, yep, Like I have
• 15:05
  Speaker 5: the same amount hours that she has that Oprah has,
• 15:08
  Speaker 5: you know what I mean, Like we all have the
• 15:09
  Speaker 5: same amount of time in a day and do a
• 15:11
  Speaker 5: time audit, like actually the same way if you're trying
• 15:13
  Speaker 5: to lose weight, like you do a diet, you know,
• 15:15
  Speaker 5: journal to see like oh wait, you're right, Like I
• 15:18
  Speaker 5: do eat a lot. I just eat a little bit
• 15:20
  Speaker 5: all the time, and then it all adds up. Same
• 15:22
  Speaker 5: thing with time, like if you'll see, shoot, okay, my
• 15:25
  Speaker 5: screen time. Wow, I did open TikTok seventy two times today.
• 15:30
  Speaker 5: What if I didn't do that? What else could I do?
• 15:33
  Speaker 1: You know?
• 15:33
  Speaker 5: And so that's like that's an epidemic and that brain
• 15:37
  Speaker 5: rot right, you know, it's real, It's totally real. It's
• 15:41
  Speaker 5: like in Australia now they outlawed social media for kids
• 15:44
  Speaker 5: under sixteen, which I think is really going to change
• 15:46
  Speaker 5: the landscape, you know, country by country by country, and
• 15:49
  Speaker 5: I think it's a major mental health issue just because
• 15:52
  Speaker 5: it's easier and then you're never bored, and kids need
• 15:56
  Speaker 5: to be bored, like they got to figure things out,
• 15:58
  Speaker 5: they got to find things to be difficult cults. And
• 16:00
  Speaker 5: it's one of the harder things about hiring kids now
• 16:03
  Speaker 5: out of school to come work in real estate. Is
• 16:05
  Speaker 5: they're like, all right, well, where's the where's the thing?
• 16:07
  Speaker 5: The thing, the thing, the thing, the thing, Like you
• 16:09
  Speaker 5: just sit still and you just need to put in
• 16:12
  Speaker 5: the work. And it was never done it before, Like
• 16:15
  Speaker 5: they've never built a blockhouse because you can't swipe a blockhouse.
• 16:19
  Speaker 2: How did that impact y'all?
• 16:20
  Speaker 8: Right, because y'all are real estate agents. And I love
• 16:22
  Speaker 8: what you're saying about social media because it doesn't just
• 16:24
  Speaker 8: impact kids, that impacts adults. But y'all on TV now,
• 16:27
  Speaker 8: but you'll actually have a job to do, so your
• 16:29
  Speaker 8: day job is literally on television. How do you avoid
• 16:33
  Speaker 8: getting caught up in what people are saying about y'all?
• 16:36
  Speaker 3: Keep the main thing, the main thing that common said that,
• 16:40
  Speaker 3: you know, like a football coach, Like, our main thing
• 16:43
  Speaker 3: is real estate. That's what we focus on. The show
• 16:46
  Speaker 3: is another part of something else that we do. If
• 16:49
  Speaker 3: something else comes along and we become influencers, and then
• 16:51
  Speaker 3: that became the main thing. And that's the main thing.
• 16:53
  Speaker 8: If you give up real estate agency, well.
• 16:55
  Speaker 2: Stand by influence.
• 16:58
  Speaker 3: Stand by with the type of money influencers.
• 17:00
  Speaker 5: No, okay, I think they used to make a lot of.
• 17:03
  Speaker 8: Real things are doing way better than most, but you
• 17:06
  Speaker 8: can use of it.
• 17:06
  Speaker 6: Where real estate agents kind of have to be influential
• 17:09
  Speaker 6: on digital, I.
• 17:10
  Speaker 7: Feel like real estate agents are the most influential.
• 17:12
  Speaker 6: Yes, what Now you go to a TikTok, watch a
• 17:16
  Speaker 6: tour of a house before you go in person.
• 17:17
  Speaker 5: But I want to see the house.
• 17:18
  Speaker 6: Yeah, so you'll go in person, but you're on TikTok.
• 17:20
  Speaker 6: You want to see the agent. You want to see
• 17:22
  Speaker 6: how they present, you want to read everything.
• 17:23
  Speaker 2: You want to see the house.
• 17:24
  Speaker 6: I'm just telling you how people get into.
• 17:26
  Speaker 4: Seeing the house, the house, the video, the real estate
• 17:31
  Speaker 4: agent that's used to he shows the houses, so you
• 17:34
  Speaker 4: get used to sell sales the house get virtual.
• 17:36
  Speaker 2: Told I did when I purcha the houses.
• 17:38
  Speaker 7: You know what I meant.
• 17:42
  Speaker 4: The video and I want to go because you're only
• 17:44
  Speaker 4: going to show me the good parts of the house
• 17:45
  Speaker 4: when you go after I watch it online.
• 17:48
  Speaker 3: I'll watch it online and then I'll.
• 17:49
  Speaker 5: Go that's that's a great point. And people do the videos.
• 17:51
  Speaker 5: I mean we make you know, we have a whole
• 17:52
  Speaker 5: production company at our company that does all the property
• 17:55
  Speaker 5: tours because it is important to do. And you see
• 17:58
  Speaker 5: the views skyrocket. Once we found the buyer oftentimes because
• 18:02
  Speaker 5: it uses it as a reinforcing mechanism to send to
• 18:04
  Speaker 5: all their friends and family like what do you think
• 18:06
  Speaker 5: about this? And so if it's just a virtual tour,
• 18:08
  Speaker 5: everyone gets to make their own determination whether they like
• 18:11
  Speaker 5: or not. But if it's something like a certain hit
• 18:13
  Speaker 5: the way we do real property tours walking you through
• 18:15
  Speaker 5: the highlights, then everyone else like, well, yeah, that's is awesome.
• 18:18
  Speaker 5: So it does help get deals done?
• 18:20
  Speaker 2: How much? How often do you fall in love with
• 18:22
  Speaker 2: a property or deal?
• 18:22
  Speaker 1: Right?
• 18:23
  Speaker 2: And the reason I'm asking is rare. Let's say you
• 18:24
  Speaker 2: have thirty thirty houses to sell. Does it hurt when
• 18:28
  Speaker 2: one doesn't go?
• 18:29
  Speaker 1: Oh? You know?
• 18:29
  Speaker 4: I mean doesn't hurt when you get three that doesn't go.
• 18:32
  Speaker 4: But if you sell twenty seven, do you just remember
• 18:33
  Speaker 4: those three that didn't sell?
• 18:34
  Speaker 1: Ye?
• 18:35
  Speaker 7: Yeah, and you shouldn't, but you do.
• 18:37
  Speaker 3: Yeah, the good agents do, I think, you know. And
• 18:40
  Speaker 3: the key is also being able to move on from it,
• 18:42
  Speaker 3: you know, live in that moment of it like, oh damn,
• 18:44
  Speaker 3: I wish I would have closed that and then move
• 18:45
  Speaker 3: on to the next.
• 18:46
  Speaker 4: So what's the worst house that you well, I think
• 18:47
  Speaker 4: I say the worst house. What's the one house that
• 18:49
  Speaker 4: you guys didn't sell that bites that you every day.
• 18:51
  Speaker 5: Oh my god, COVID Going twenty nineteen, going to twenty twenty,
• 18:56
  Speaker 5: a foreign investment fund wanted to buy a building in
• 18:58
  Speaker 5: New York City and I never sold a bill before, okay,
• 19:01
  Speaker 5: And we found a building on the East side. It's
• 19:03
  Speaker 5: called Copper Tower. It's a building that looks like a
• 19:06
  Speaker 5: like a k Okay. It was March, the beginning of
• 19:09
  Speaker 5: March of twenty twenty. We had a contract out for
• 19:12
  Speaker 5: just under nine hundred and ninety million dollars and I
• 19:16
  Speaker 5: had never done a deal like that before, like literally
• 19:18
  Speaker 5: life changing. The money that was coming in was heavily
• 19:21
  Speaker 5: backed by oil money, and then people started getting sick,
• 19:25
  Speaker 5: and then people started transporting and the price of oil drops.
• 19:28
  Speaker 5: The stock market tanks, the deal gets put on ice,
• 19:31
  Speaker 5: and the deal dies, and then it someone else bought
• 19:34
  Speaker 5: it like two years later. And I think about that
• 19:36
  Speaker 5: deal dying.
• 19:38
  Speaker 2: What would have been your commission?
• 19:40
  Speaker 5: I would be two percent of basically a billion, you know, Yeah,
• 19:45
  Speaker 5: so it'd been I think just under twenty million dollars
• 19:48
  Speaker 5: And I think about that four times a day, so
• 19:52
  Speaker 5: that that jumped, right, And you think about that deal
• 19:55
  Speaker 5: because it was just so and what we all have those.
• 19:57
  Speaker 5: I mean, if you were thinking about getting into real
• 20:00
  Speaker 5: estate and you're thinking about your career, anybody can do it.
• 20:03
  Speaker 5: Because it's seventy five eighty hours you click online. The
• 20:06
  Speaker 5: barrier of entry is incredibly low, but the chance of
• 20:09
  Speaker 5: success is it's even lower. Right, Ninety percent of everyone
• 20:12
  Speaker 5: who gets a license bails because there's no benefit, there's
• 20:14
  Speaker 5: no salary. You have to eat what you kill, and
• 20:16
  Speaker 5: no one tells you what to do. But if you
• 20:19
  Speaker 5: put in the work, if you're good to people, you
• 20:21
  Speaker 5: follow up, you can have a completely limitless career. And
• 20:25
  Speaker 5: I think that opportunity is part of the magic that
• 20:27
  Speaker 5: the show also follows, because it does follow all the
• 20:30
  Speaker 5: dead deals. Because our job is to lose. The job
• 20:32
  Speaker 5: is to swing so much that you lose. You take
• 20:35
  Speaker 5: so many shots at the net that you just you
• 20:37
  Speaker 5: miss them all because the ones that go in are
• 20:40
  Speaker 5: worth it, you know, and you're only as good as
• 20:42
  Speaker 5: your last deal in this business.
• 20:44
  Speaker 2: What about you, guys, the one you missed out on that?
• 20:47
  Speaker 3: Yeah, it was a property actually in Clinton Hill. It
• 20:50
  Speaker 3: was five million, and we had a contract out and
• 20:55
  Speaker 3: it was contingental. And you remember this. It was contigual,
• 20:57
  Speaker 3: someone who had to like get funds from a startup
• 21:01
  Speaker 3: that he had, and so he was he was he
• 21:03
  Speaker 3: was all in, put his twenty percent down. He's like, no,
• 21:05
  Speaker 3: I'm gonna get the additional funds started, and the money's
• 21:08
  Speaker 3: look great, everything's great. And so the deal was, if
• 21:11
  Speaker 3: he doesn't get the the financing and he's gonna be
• 21:14
  Speaker 3: all cash. He doesn't get the financing, he's gonna lose
• 21:16
  Speaker 3: that twenty percent of the five million that he put down.
• 21:19
  Speaker 7: He lost it.
• 21:19
  Speaker 2: Please don't lost he lost it.
• 21:21
  Speaker 3: Oh, we couldn't.
• 21:22
  Speaker 7: He was selling his company and it got.
• 21:26
  Speaker 2: Lost it. I would be at your door every but
• 21:28
  Speaker 2: listen to me.
• 21:29
  Speaker 3: I told him, it knows, and I was like, you
• 21:30
  Speaker 3: sure you want to do this. Here's you know, here's
• 21:32
  Speaker 3: what can happen in the event that doesn't go through.
• 21:34
  Speaker 3: He was so confident. I was like, all right, I
• 21:36
  Speaker 3: feel confident. I'm confident. Until he wasn't.
• 21:39
  Speaker 5: Damn yeah. I was selling an apartment before Uber came
• 21:42
  Speaker 5: out to one of the taxi kings of New York
• 21:44
  Speaker 5: City who owned all the medallions. Super rich, right, super
• 21:47
  Speaker 5: super rich buying an apartment in Lower Manhattan it's like
• 21:50
  Speaker 5: twenty five million dollars full floor, insane deal, but it's
• 21:53
  Speaker 5: new construction. So you go to contract like two years
• 21:55
  Speaker 5: before you close. In those two years gets approved to
• 22:01
  Speaker 5: come into New York City, taxis basically disappear. And the
• 22:05
  Speaker 5: value of that medallion, which went from like one point
• 22:07
  Speaker 5: one one point two million dollars, went to like two
• 22:09
  Speaker 5: hundred grand. So his net worth went from here all
• 22:12
  Speaker 5: the way to here. And he couldn't close. And I
• 22:15
  Speaker 5: remember like they were going to take his deposit, which
• 22:17
  Speaker 5: in a building like that is I think twenty percent,
• 22:20
  Speaker 5: so twenty percent of about you know, of a it's
• 22:23
  Speaker 5: like five million bucks kind of you know, say, but
• 22:25
  Speaker 5: five million dollars you lose. And he like grabbed me
• 22:28
  Speaker 5: by my my suite lapel and he put me up
• 22:31
  Speaker 5: against the wall. I'll tell the story because I put
• 22:33
  Speaker 5: it in a book. And he never came after me,
• 22:35
  Speaker 5: but and he was like, he's like, I've put people
• 22:41
  Speaker 5: under the bridge. If you don't get me out of this,
• 22:44
  Speaker 5: you're next. And I had to find him an attorney
• 22:47
  Speaker 5: to try to get and we found something in the
• 22:48
  Speaker 5: offering plan, which is the book that the Attorney General approves.
• 22:52
  Speaker 5: One line that the developer hadn't actually done their job
• 22:56
  Speaker 5: on and we got him out of his deposit and
• 22:58
  Speaker 5: I'm still here today. That one was a rough one.
• 23:01
  Speaker 3: Wow for me.
• 23:06
  Speaker 1: I mean, I don't know, I've had a lot of heartbreak.
• 23:07
  Speaker 1: I feel like, yeah, I've had a lot of heartbreak,
• 23:10
  Speaker 1: but I don't think anything really stands out. I've definitely
• 23:13
  Speaker 1: learned to kind of get over the heartbreak a lot faster, Yes,
• 23:22
  Speaker 1: But also I had to figure out how to fail
• 23:24
  Speaker 1: a whole lot faster, you know, because I used to
• 23:27
  Speaker 1: take everything personal and like it would take me three
• 23:29
  Speaker 1: days to build.
• 23:29
  Speaker 7: Back from failures. Yeah, and I had to figure that out.
• 23:34
  Speaker 1: So I had to just figure out, like how to
• 23:36
  Speaker 1: take my emotions out of it and like, and I'm
• 23:38
  Speaker 1: very emotional. This is my job and I'm I care
• 23:40
  Speaker 1: about what I do and I care about my work.
• 23:41
  Speaker 5: Pride, but she cares watch the show.
• 23:43
  Speaker 1: Yeah, but I've just got I'm not I don't feel
• 23:46
  Speaker 1: like I'm like that as much as I used to be.
• 23:48
  Speaker 7: Like, I've gotten so much better with yeah, doctor, Yeah.
• 23:53
  Speaker 5: The first is the worst. I can't do this ten
• 23:57
  Speaker 5: years later, You're like, some people die.
• 24:00
  Speaker 1: Done you I feel like I move on and I
• 24:02
  Speaker 1: also tell everyone on our team, you know, Like one
• 24:04
  Speaker 1: of the first things I remember hearing him say when
• 24:07
  Speaker 1: we spoke, I don't think I was working for you.
• 24:08
  Speaker 1: I think I saw you at an event somewhere in
• 24:10
  Speaker 1: Williamsburg and you were talking about the failing fast and the.
• 24:13
  Speaker 7: Importance of failing fast and a calendar trick. Yes.
• 24:15
  Speaker 1: I came into the business with that mindset, like, oh,
• 24:18
  Speaker 1: this is something that I can really apply to my development,
• 24:20
  Speaker 1: is learning how to fail fast. And I only came
• 24:22
  Speaker 1: here for two reasons to work with him because I
• 24:23
  Speaker 1: thought that I would have been successful anywhere. But I
• 24:26
  Speaker 1: thought that I love that statement that he said at
• 24:28
  Speaker 1: a real estate conference. And then the second thing was
• 24:30
  Speaker 1: that I felt like he has a lot on his plate,
• 24:33
  Speaker 1: but he manages himself in a way that you would
• 24:35
  Speaker 1: have no idea how what she has on his plate.
• 24:37
  Speaker 1: And I was like, if I could get those two
• 24:39
  Speaker 1: things down in my own personal and professional development, no
• 24:42
  Speaker 1: one can stop me, you know. So those are the
• 24:44
  Speaker 1: things I've been like adapting to and it's hey for us,
• 24:50
  Speaker 1: but yeah, those are so important, I think.
• 24:53
  Speaker 6: Yeah, dang, what was I going on? Oh this season, Tricia, Yes,
• 24:57
  Speaker 6: very vulnerable. This season. Very yes. I mean, you guys
• 25:00
  Speaker 6: have the personality is what makes you the star of
• 25:02
  Speaker 6: the show. So there's always been that, but what made
• 25:05
  Speaker 6: you tap into some of the things that you decided
• 25:06
  Speaker 6: to talk about, like you know your mom and you.
• 25:08
  Speaker 1: Know, like, yeah, I felt pressure to do it because
• 25:10
  Speaker 1: I felt like the producers didn't really understand me, and
• 25:13
  Speaker 1: I felt like the most feedback I got from the
• 25:16
  Speaker 1: show a million and one times was your confidence. Your confidence,
• 25:19
  Speaker 1: your confidence, and I'm I'm in I really represent Brooklyn.
• 25:22
  Speaker 1: I'm in Manhattan. I'm dealing with all these big transactions,
• 25:24
  Speaker 1: these big numbers. But I walk around the place like
• 25:26
  Speaker 1: I own the place. I walk around place like my
• 25:28
  Speaker 1: name's on the door. And I felt like, well, why
• 25:29
  Speaker 1: don't explain kind of like what goes on in my
• 25:31
  Speaker 1: mind and who I am as a person? Yeah, this season,
• 25:34
  Speaker 1: so I can stop getting that pushback because I felt.
• 25:36
  Speaker 6: Like too much confidence was the pushback.
• 25:39
  Speaker 7: I think it was like, why so much confidence?
• 25:41
  Speaker 1: And I felt like, well, if I think with most people,
• 25:43
  Speaker 1: if you understand their origin story, then everything else makes sense.
• 25:46
  Speaker 1: So I felt like, Okay, well, let me explain a
• 25:48
  Speaker 1: little bit about not only who I am, but the
• 25:50
  Speaker 1: things I've come to learn about myself only since being
• 25:53
  Speaker 1: at Surhan. Like I started with Ryan in like twenty one,
• 25:57
  Speaker 1: and I was going through such a huge life change
• 26:00
  Speaker 1: that time and learning so much about my own personal
• 26:02
  Speaker 1: story that I did not know when I interviewed with him,
• 26:05
  Speaker 1: And so I had changed a lot as a person
• 26:07
  Speaker 1: and definitely as a broker. I show up at work differently,
• 26:09
  Speaker 1: I apply myself differently at work. I've taken a lot
• 26:13
  Speaker 1: of pressure off of myself because of things I've learned
• 26:15
  Speaker 1: about my own origin story. So I felt like if
• 26:19
  Speaker 1: I explain it to the producers I've explained to the audience,
• 26:22
  Speaker 1: then maybe I can move past it, and then you'll
• 26:23
  Speaker 1: understand better why I move in the way that I
• 26:26
  Speaker 1: do when I walk into rooms or when i'm you know,
• 26:28
  Speaker 1: in spaces where so many people are overqualified and I'm
• 26:32
  Speaker 1: still building, but I still feel like I belong in
• 26:34
  Speaker 1: this room too.
• 26:35
  Speaker 6: At what point, at what point as a black woman,
• 26:37
  Speaker 6: I don't know if it was with this agency or wherever,
• 26:39
  Speaker 6: Because you were very successful before, did you realize that
• 26:42
  Speaker 6: that was your asset? Like just being a black woman
• 26:45
  Speaker 6: in the room who understands her origin story and brings
• 26:47
  Speaker 6: that to the table.
• 26:48
  Speaker 1: I think I've always understood that. I think I've always
• 26:51
  Speaker 1: understood that. I think I've always felt the need to
• 26:53
  Speaker 1: like give that example because I didn't have a lot
• 26:54
  Speaker 1: of examples when I was growing up. So I've always
• 26:56
  Speaker 1: felt like, if they ever give you the mic, then
• 26:59
  Speaker 1: you should make sure that other black girls feel seen
• 27:01
  Speaker 1: that that was That's what's like, if you have If
• 27:03
  Speaker 1: I have a personal agenda, that's mine, and I'm very
• 27:05
  Speaker 1: vocal about it because I think it's really important. I
• 27:07
  Speaker 1: wish i'd had it when I was younger, and so
• 27:09
  Speaker 1: I feel the need to be And when I'm out
• 27:10
  Speaker 1: in the city and I'm moving around, i could be
• 27:12
  Speaker 1: anywhere shopping, I'm seeing little versions of tricially every single
• 27:15
  Speaker 1: hour of the day, and I know the connection that
• 27:17
  Speaker 1: they have to me, and I think, like, I think
• 27:20
  Speaker 1: I'm unstoppable. But if I'd had an example like that
• 27:23
  Speaker 1: for myself, I think it'd be great. So I'd rather,
• 27:25
  Speaker 1: you know, I'd rather cry and tell you my my
• 27:27
  Speaker 1: my dirty laundry and tell you who I am, and
• 27:30
  Speaker 1: show you who I am, and also show you that
• 27:31
  Speaker 1: this business is hard and that I fail a lot
• 27:33
  Speaker 1: and it's not what it seems and I mean, I'm
• 27:35
  Speaker 1: gonna look great, but I'm definitely don't look like what
• 27:37
  Speaker 1: I've been through. Like I'm going to give you all
• 27:39
  Speaker 1: of that. I feel like it's a responsibility that comes
• 27:41
  Speaker 1: along with the blessing of this this you know, this platform. Though.
• 27:44
  Speaker 8: How much of the emotional drama we see is actually
• 27:48
  Speaker 8: real pressure from deals and careers in life, and how
• 27:50
  Speaker 8: much it's just like that reality show machine.
• 27:53
  Speaker 5: That third things.
• 27:54
  Speaker 1: I mean for us, Like I thought that they were
• 27:56
  Speaker 1: going to like have these cameras and coming to be like, Okay, guys,
• 27:59
  Speaker 1: this is gonna and it's not. It's like you walk
• 28:00
  Speaker 1: in That's just like how we walked in here and
• 28:02
  Speaker 1: you guys were like, Okay, sit down, make sure the
• 28:03
  Speaker 1: mic is closed.
• 28:04
  Speaker 7: That's how it is.
• 28:05
  Speaker 1: And so you don't really know what's going to come
• 28:06
  Speaker 1: out of the day because you haven't gotten on the
• 28:08
  Speaker 1: phone yet. The client hasn't yelled at you yet, they
• 28:10
  Speaker 1: haven't fired you yet, you're you know, your your coworker
• 28:13
  Speaker 1: hasn't said some nonsense to you that you have to
• 28:15
  Speaker 1: like check her for yet. So I don't really know.
• 28:17
  Speaker 1: I mean I haven't even seen the show yet, So
• 28:19
  Speaker 1: I really don't know what goes on. I can just
• 28:21
  Speaker 1: tell you what was going on in my business and
• 28:22
  Speaker 1: my life for those months, and they get what they
• 28:25
  Speaker 1: get and they and they share what they find most
• 28:27
  Speaker 1: interesting to know.
• 28:28
  Speaker 4: How you deal with people yelling at you, right, because
• 28:30
  Speaker 4: at the end of the day, you're doing a job
• 28:33
  Speaker 4: for a client, right, and you're trying to do the
• 28:34
  Speaker 4: best job that you can. But sometimes I'm sure things
• 28:37
  Speaker 4: don't go to way it they want, but the disrespect
• 28:39
  Speaker 4: and I see it sometimes.
• 28:40
  Speaker 2: So how do y'all deal with that?
• 28:41
  Speaker 5: It's never you you have to. It's hard at the
• 28:44
  Speaker 5: beginning until you understand that people never really grow up.
• 28:47
  Speaker 5: They're just disguised as like forty year old men, you know,
• 28:50
  Speaker 5: and they don't know who else to take it out on,
• 28:52
  Speaker 5: so they take it out on you, like married them, Yeah,
• 28:55
  Speaker 5: but like married couples, Like is she gonna yell at
• 28:57
  Speaker 5: her husband?
• 28:58
  Speaker 1: You know what?
• 28:58
  Speaker 5: It's easier to yell at Jeffrey because she's angry at
• 29:01
  Speaker 5: the situation, not necessarily angry at us. So like you
• 29:05
  Speaker 5: always just have to detach and understand that they're upset
• 29:07
  Speaker 5: about the situation, and you have to be able to
• 29:09
  Speaker 5: empathize with it, and then you just mirror and say,
• 29:11
  Speaker 5: I understand. If I could yell at myself, I would like,
• 29:14
  Speaker 5: I'm here with you. You just keep you agree, you agree,
• 29:17
  Speaker 5: you agree, and then you hit them with solution, solution, solution,
• 29:20
  Speaker 5: and then they don't know what to do and they say,
• 29:22
  Speaker 5: just fix it, right, And that's how you get through it.
• 29:25
  Speaker 3: And a lot of this, like we wear multiple hats.
• 29:27
  Speaker 3: I mean, part of it is a therapist, right, you know,
• 29:30
  Speaker 3: being able to understand, be empathetic to what they're going
• 29:32
  Speaker 3: through and then realizing that this is someone's most you know,
• 29:36
  Speaker 3: the biggest asset and so the most expensive asset ever,
• 29:39
  Speaker 3: so you got to really understand where it's coming from. No,
• 29:42
  Speaker 3: it's not really you, it's just them, and they're like,
• 29:44
  Speaker 3: oh my god, this isn't happening the way I expected
• 29:45
  Speaker 3: it to happen. So you just have to understand and
• 29:48
  Speaker 3: just have you know, answers and solutions to whatever the
• 29:50
  Speaker 3: issue is in like right then and there.
• 29:52
  Speaker 5: Most of the times people are just mad at themselves, yeah,
• 29:54
  Speaker 5: and so they just take it out on other people,
• 29:57
  Speaker 5: you know, I do that.
• 29:59
  Speaker 6: That's how you break down. And in the trailer, Yes,
• 30:01
  Speaker 6: you break down just because of all of the like pressure,
• 30:03
  Speaker 6: How often do y'all break down even though it was
• 30:06
  Speaker 6: not y'all.
• 30:07
  Speaker 7: Before lunch and for dinner?
• 30:10
  Speaker 5: Yeah, typically eleven am.
• 30:13
  Speaker 3: Are the deals and what we're dealing with? You know,
• 30:15
  Speaker 3: like there are times where you know, deals just fall
• 30:18
  Speaker 3: apart and you do everything you can, they still fall apart.
• 30:21
  Speaker 6: You know, what was your like what was it? Exactly? Like,
• 30:24
  Speaker 6: what is the biggest This is the cherry on top
• 30:27
  Speaker 6: that now the tiers are flowing.
• 30:29
  Speaker 5: That scene, Yeah, that's in the season finale. Was not anticipated.
• 30:33
  Speaker 5: It wasn't like planned or anything, and just goes to
• 30:36
  Speaker 5: how real this show is and how uncomfortable a lot
• 30:39
  Speaker 5: of it is. The show is also really funny. You know,
• 30:41
  Speaker 5: it's very aspirational. It's very sexy, glitzy, big real estate
• 30:45
  Speaker 5: and all that. But then at the same time it
• 30:46
  Speaker 5: shows all the gutters of the business too, and there's
• 30:51
  Speaker 5: just a lot. You know, there's a lot going on.
• 30:53
  Speaker 5: I bootstrapped the business for four years by myself, you know,
• 30:56
  Speaker 5: on one hundred percent of it. Everything's on me. Do
• 30:59
  Speaker 5: I grow? Do I not grow? People are angry, people
• 31:01
  Speaker 5: are happy. There's personal pressures. There's no time. I sleep
• 31:04
  Speaker 5: four hours a day. Why did I ever do this?
• 31:06
  Speaker 3: Should I?
• 31:07
  Speaker 5: Should?
• 31:07
  Speaker 3: I just move?
• 31:08
  Speaker 5: Like, you know, there's just like a lot of this,
• 31:09
  Speaker 5: and I have no one to talk to you because
• 31:11
  Speaker 5: everyone is biased. Your therapist is biased, your spouse is
• 31:14
  Speaker 5: by your friend, the company, my mom is biased.
• 31:16
  Speaker 8: You got a biased therapist, but they're they're.
• 31:19
  Speaker 5: Biased to you. They want what's best for you always.
• 31:23
  Speaker 5: If you're a therapist and you're watching this, My email
• 31:25
  Speaker 5: is Ryan at sir Hanson dot com.
• 31:30
  Speaker 7: Mental Health.
• 31:31
  Speaker 5: And I was talking to my ex assistant, who I
• 31:33
  Speaker 5: just have like a very kind of like friendly relationship
• 31:37
  Speaker 5: with and he was in my email for five years,
• 31:40
  Speaker 5: so he just knows my life. And it was the
• 31:42
  Speaker 5: first time I had actually just like talked about everything
• 31:45
  Speaker 5: that was going on. And you know, I think, I say,
• 31:48
  Speaker 5: like I focus on the work because the work keeps
• 31:51
  Speaker 5: me focused and I don't know what else to do,
• 31:54
  Speaker 5: and then there was just an awkward silence and then
• 31:56
  Speaker 5: I just lost it. And then the cameras are there and.
• 31:59
  Speaker 1: I'm like, god, jeez, I feel like everyone found out
• 32:01
  Speaker 1: about that. They're like Ryan was crying. I was like wait,
• 32:03
  Speaker 1: and we're like he doesn't have any emotions.
• 32:06
  Speaker 5: That man has no heart.
• 32:08
  Speaker 4: Do you still think that are people from Million Dollaristic,
• 32:10
  Speaker 4: because I feel like they just just off the face
• 32:12
  Speaker 4: of the planet, like any of those guys anymore.
• 32:14
  Speaker 5: No, crazy, No, I haven't.
• 32:16
  Speaker 2: You don't see them. The more you'll hear any shows
• 32:18
  Speaker 2: about I.
• 32:18
  Speaker 8: Just realized the same show.
• 32:24
  Speaker 2: This is a different show, but none of those guys
• 32:29
  Speaker 2: on the characters, and you just don't see them anymore.
• 32:33
  Speaker 2: And it's just weird that you.
• 32:34
  Speaker 5: Just listen, you you. I'm like, Only Manhattan is my
• 32:38
  Speaker 5: fifth reality show. I did four for Bravo, million Dollar listing,
• 32:43
  Speaker 5: a wedding show, a renovation show, and then a show
• 32:45
  Speaker 5: called Sell It Like Sir Han, which we turned into
• 32:47
  Speaker 5: sell It dot Com, which is a sales training business,
• 32:49
  Speaker 5: and then Only Manhattan, which we you know, push over
• 32:51
  Speaker 5: to Netflix. And I think what's what's cool for us
• 32:54
  Speaker 5: is I think for other shows and the other guys, right,
• 32:57
  Speaker 5: a lot of people like you talked about, they get
• 32:59
  Speaker 5: on TV and they want to be on TV. They
• 33:00
  Speaker 5: want to be famous, they want to become influencers and
• 33:02
  Speaker 5: sell toasters or whatever. The three of us have like
• 33:07
  Speaker 5: fame as a byproduct of our ability to do more
• 33:11
  Speaker 5: business and build the greatest careers of all time, and
• 33:14
  Speaker 5: I think the audience sees that, and so they keep
• 33:17
  Speaker 5: giving us more because it's just real. And so I
• 33:20
  Speaker 5: built a sales team my first you know career as
• 33:23
  Speaker 5: a real estate agent on the back of Bravo, you know,
• 33:25
  Speaker 5: million dollar listing, and now we're building a company and
• 33:28
  Speaker 5: kind of a metaway on the backs of Netflix. And
• 33:31
  Speaker 5: people get to watch like going from a couple of
• 33:34
  Speaker 5: us at a dinner table to Okay, there's fifteen hundred
• 33:37
  Speaker 5: of us now in fifteen states. What does that look like?
• 33:40
  Speaker 5: And then just watch that whole jenet to raising money
• 33:43
  Speaker 5: for the first time to getting fired, having people quit
• 33:46
  Speaker 5: on you. And so yeah, so I think the other guys,
• 33:49
  Speaker 5: you know, were I mean, you know, I think there's
• 33:51
  Speaker 5: a lot of one hit wonders out there across the board.
• 33:53
  Speaker 5: You see the music, you see it in sports, you know,
• 33:56
  Speaker 5: And so we work really really hard to focus on
• 33:58
  Speaker 5: the work, take care of the work. The work will
• 33:59
  Speaker 5: take it.
• 34:00
  Speaker 6: What's the So sun and sunset in y'all on in Manhattan,
• 34:04
  Speaker 6: and there's always been like I kind of feel like
• 34:06
  Speaker 6: it's a little fan created, but you know that there's
• 34:08
  Speaker 6: like the comparison of the shows. And then I saw
• 34:10
  Speaker 6: Chrishille had commented on the post that you put up, Ryan,
• 34:13
  Speaker 6: and she was like, Oh, we need some of your
• 34:14
  Speaker 6: leadership over here on the West Coast. And the fans
• 34:18
  Speaker 6: was like, Oh, she's throwing shade at her own bosses.
• 34:20
  Speaker 6: I'm having brothers, right, Yeah, yeah, What's like, what has
• 34:23
  Speaker 6: happening is about to be like a crossover something like
• 34:26
  Speaker 6: why she knows when she comments that where it's going
• 34:28
  Speaker 6: to go.
• 34:28
  Speaker 5: I think she's just she just quit the show. She
• 34:30
  Speaker 5: quit Selling Sunset a couple weeks ago. I have a
• 34:33
  Speaker 5: great relationship with her. She's hilarious, she's funny, she's she's
• 34:38
  Speaker 5: really fun to watch actually on TV. And I've known
• 34:40
  Speaker 5: it for a long time. I don't know. People make
• 34:43
  Speaker 5: a lot of comments on social media. I don't, I don't.
• 34:45
  Speaker 5: I tried not to read too much into them. I
• 34:47
  Speaker 5: know Jason and Brett as well. I was actually just
• 34:49
  Speaker 5: with them and they're super super cool. I think Selling
• 34:51
  Speaker 5: Sunset is just a very different just a different format.
• 34:54
  Speaker 5: It's just a different show. It's a different format. I
• 34:57
  Speaker 5: don't think you're tuning into that show for like the
• 35:00
  Speaker 5: eels and the process and the entrepreneurial Yeah, and so
• 35:04
  Speaker 5: only Eve Manhattan is very, very, very different, and I'm
• 35:06
  Speaker 5: all for the drama, like create the controversy creates more views.
• 35:10
  Speaker 8: It does say a lot about you though that your
• 35:11
  Speaker 8: face card is, you know, so clean that people see
• 35:14
  Speaker 8: you on TV and see a real estate show and
• 35:16
  Speaker 8: they're gonna.
• 35:16
  Speaker 5: Watch Yeah, yeah, yeah, Let the I let the drama
• 35:21
  Speaker 5: come from other people.
• 35:22
  Speaker 7: You go, I can do that. One question.
• 35:25
  Speaker 8: I can tell you that how do you build a
• 35:27
  Speaker 8: culture where ambition doesn't turn into ego and poison this
• 35:32
  Speaker 8: team that y'all built first?
• 35:34
  Speaker 5: Oh well, just what I'll say is I see that
• 35:37
  Speaker 5: a lot, because a lot of ambition can be confused
• 35:39
  Speaker 5: with aggression, and especially when you're in sales, because you
• 35:43
  Speaker 5: eat what you kill. We make it really really clear
• 35:46
  Speaker 5: from the get go that we have a one strike
• 35:48
  Speaker 5: policy for behavior, and if you do not understand the
• 35:50
  Speaker 5: difference between being ambitious and being aggressive, you cannot work
• 35:54
  Speaker 5: here and we let you go. And that happens way
• 35:57
  Speaker 5: more often than I'd like, because it can be be uncomfortable.
• 36:01
  Speaker 5: And then I think you got a lead by example,
• 36:03
  Speaker 5: like Trisha and Jeffrey do that for their team. They
• 36:04
  Speaker 5: lead by example. They're a great partnership in real life
• 36:08
  Speaker 5: and in business, which is hard to find. And I
• 36:10
  Speaker 5: don't know how they do it, Like they get in
• 36:14
  Speaker 5: the car and they're still together. It's crazy.
• 36:18
  Speaker 1: We started, we started like dating in the business. Like
• 36:21
  Speaker 1: my first sales manager my first day was like are
• 36:24
  Speaker 1: you single? And I was like that's odd and he's like, okay,
• 36:26
  Speaker 1: you are, so sit here, and so he sat me
• 36:28
  Speaker 1: right in front of his office, which I thought, I
• 36:30
  Speaker 1: was like, this is creepy, but actually he was sitting
• 36:32
  Speaker 1: me right in front of Jeffrey.
• 36:34
  Speaker 7: He was on this side.
• 36:35
  Speaker 1: So we met because that would happen. Okay, I knew
• 36:38
  Speaker 1: something happened. So we met in the business. So we've
• 36:40
  Speaker 1: always kind of.
• 36:45
  Speaker 5: You're putting that out there, we don't do that in
• 36:47
  Speaker 5: our company. Don't check relationship.
• 36:51
  Speaker 1: So I sat down and then what we sat down,
• 36:54
  Speaker 1: and then it was like, oh, you could ask me
• 36:55
  Speaker 1: if you have any questions. And he was maybe a
• 36:57
  Speaker 1: year nine months ahead of me, and so I would
• 36:59
  Speaker 1: I would just like, you know, lean over the desk
• 37:01
  Speaker 1: and be like what does that mean? Because I'm running
• 37:03
  Speaker 1: my nail salons at the time, and I'm just coming
• 37:05
  Speaker 1: into the office literally from seven to noon. And then
• 37:07
  Speaker 1: I had to like, literally, go to my shops and
• 37:09
  Speaker 1: go manage a whole nother business. I was just trying
• 37:11
  Speaker 1: to get my feet wet, and he would be one
• 37:13
  Speaker 1: of the very few people that were in the office
• 37:14
  Speaker 1: at seven am, and so we started just talking and
• 37:17
  Speaker 1: I'd ask him questions and I don't know anything, but I'm.
• 37:20
  Speaker 7: Literally and they're like, oh, he's pretty smart.
• 37:21
  Speaker 1: Yeah. I couldn't talk to him like I thought I
• 37:23
  Speaker 1: knew more than him, even though I was brand new
• 37:25
  Speaker 1: and knew nothing. That's how I walked in there, and
• 37:27
  Speaker 1: he really helped me. My first year, I had phenomenal sales.
• 37:30
  Speaker 1: I broke a fourteen year record at Corkran for first
• 37:32
  Speaker 1: year sales, I sold twenty one houses. But a lot
• 37:34
  Speaker 1: of that had to do with the fact that I
• 37:36
  Speaker 1: had a little cheat because every time I had a question,
• 37:38
  Speaker 1: I was like, so what do we do now? You know?
• 37:39
  Speaker 1: And so operationally he was teaching me a lot. I
• 37:42
  Speaker 1: knew marketing, I knew business, I knew I was running businesses,
• 37:45
  Speaker 1: but I didn't know a lot of the stuff in
• 37:47
  Speaker 1: real estate.
• 37:48
  Speaker 3: And really the piece that I mean, Trish is a monster,
• 37:51
  Speaker 3: but it's really like trying to be in front in
• 37:53
  Speaker 3: front of the camera and understanding that it's important now
• 37:56
  Speaker 3: in real estate because you were just your brand before.
• 37:59
  Speaker 3: So it was just like help here to push to
• 38:00
  Speaker 3: do that. And once that, yeah, you got that going beaunty.
• 38:03
  Speaker 1: Business allowed me to be in the background and just
• 38:05
  Speaker 1: put the brand out so it wasn't about me. You
• 38:07
  Speaker 1: just had to like the brand and the logo. And
• 38:09
  Speaker 1: then when I got into real estate, I learned that
• 38:11
  Speaker 1: it was only about you and people had to like
• 38:13
  Speaker 1: you and want to work with you, and so you
• 38:14
  Speaker 1: have to put yourself out there.
• 38:15
  Speaker 4: But I would say I would respect real estate agents
• 38:18
  Speaker 4: so much more. I mean, I don't think I've ever
• 38:20
  Speaker 4: seen a business where you really have to learn on
• 38:22
  Speaker 4: your own, Like they put you in a room and
• 38:24
  Speaker 4: you got to figure it out and you got to
• 38:26
  Speaker 4: figure everything out. Now, there are mentors there that people
• 38:28
  Speaker 4: that god, but it's a tough business. Like I said,
• 38:30
  Speaker 4: my daughter's first sale, by the time everybody got paid,
• 38:33
  Speaker 4: she got nine hundred dollars.
• 38:35
  Speaker 7: Oh I got eleven hundred, and we celebrated.
• 38:37
  Speaker 2: We celebrated like a million.
• 38:41
  Speaker 4: I say, how much work she put into it, And
• 38:43
  Speaker 4: it was like, wow, it's when you first start off.
• 38:45
  Speaker 4: It's not just houses it's rent tools, and then it's this,
• 38:48
  Speaker 4: and then it's that, and then you get a piece
• 38:49
  Speaker 4: of this, and it's it's a tough business. So I
• 38:51
  Speaker 4: appreciate all you guys. I've never seen and I've been
• 38:53
  Speaker 4: hard on agent sometimes, but I've seen it.
• 38:55
  Speaker 2: I'd be like, maybe I.
• 38:58
  Speaker 1: State New York State real Estate Life since are not renewed. Yeah,
• 39:03
  Speaker 1: that's our failure rate.
• 39:04
  Speaker 3: Especially after the last two years in this industry. Whoever's
• 39:06
  Speaker 3: still in the business, now you know that they're good.
• 39:08
  Speaker 2: Then you gotta pay yearly for your license. So it's
• 39:10
  Speaker 2: not like it just keeps going on. It was one
• 39:12
  Speaker 2: guy together. She got to pay us by the December
• 39:14
  Speaker 2: thirty first of this year five hundred dollars.
• 39:17
  Speaker 4: But anyway, we appreciate you guys for joining us. Two
• 39:20
  Speaker 4: of Owning Manhattan. It's on Netflix right now. Ryan, Sir,
• 39:23
  Speaker 4: hantricch Lee and Jeffrey say, oh, Mom, thank you so much.
• 39:26
  Speaker 4: How about O niece. Our niece's looking for something.
• 39:28
  Speaker 3: She's gonna come right to Brooklyn. I already spoke to it.
• 39:30
  Speaker 2: Okay, say no more, good all right, it's the Breakfast Club.
• 39:32
  Speaker 2: Good morning, hold.
• 39:34
  Speaker 5: Every day, click yours up.
• 39:37
  Speaker 2: The Breakfast Club Finish y'all done,