How Does Ryan Serhant Sell the Dream First?

On the show, the first move is the two Cs: find something in common and give a compliment. The goal is to disarm the other person. People like compliments, even when they say not to sell them. Common ground is often the house, the street, a job, a birthday, or an astrological sign.

Next is the question game. Never ask a question someone can answer with no. Ask questions and let people talk. Adults, especially men, love the sound of their own voice. Let them talk, learn about them, find more in common, and talk about everything but the sale.

The closing method is CODO, close on day one. Lay out how the work goes and what happens next, so making a friend does not leave the next steps unsaid, and so time is not wasted. A lot of people like to waste time. The pace depends on the asset, the price, the location, the interest, the activity, and the stage being set. Some products sell themselves because they are beautiful and well priced, and the art is who to sell to. When a product is incredibly overpriced and no one wants it, the sale comes down to experience: sell the lifestyle, the opportunity, and the dream. People who are terrible at sales try to sell the bed, then the dream someone can have in it. Sell the dream first, the bed second.