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Why Does Ryan Serhant Let the Other Side Win?

On the show, ego kills more deals than anything. It kills more careers and more relationships too. People put themselves first all the time, carry a much higher sense of self than the world does, and everyone wants to win.

Asked how to handle a large agent ego, buyer ego, and seller ego on a sale of 20 to 100 million dollars, the answer is to over-communicate all day, every day, respect everyone, and kill bees with honey. Partner with the ego and praise them constantly. In the NBA finals, someone has to lose. In most business transactions, you only win if the other side wins too. A real estate sale works the same way, and even a short sale is a win for the bank once it is off the balance sheet. Play for the other side to win at all times, then laugh all the way to the top of the charts and to the bank.

The same rule has been the operating style all along. Keep friends close, and keep enemies even closer.

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Transcript

How to Get People to Say Yes | Ryan Serhant ·

The Knowledge Project with Shane Parrish

More from this episode

  1. Why Does Ryan Serhant Act Like His Future Self?On the show, fake it till you make it implies lying, and lying is the worst thing for an independent contractor, an entrepreneur, or anyone who has had to sell.
  2. Why Did Ryan Serhant Leave His Own Showing?Ryan Serhant left the people booked for his next showing in the apartment because people want what they cannot have.
  3. Should I Act Like My Future Self?"Don't act like the person you used to be. Act like the person you're going to become."
  4. How Did Ryan Serhant Shrink His Meetings?Ryan Serhant wakes up and writes that he is the CEO of his own bank of time. He has a thousand fresh dollars and has to use them wisely.
  5. 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.
  6. Why Did Ryan Serhant Split His Day in 2013?Ryan Serhant split the workday in 2013 into building the brand, expanding the business, sales, and doing the work.
  7. How Did Ryan Serhant Turn YouTube Tours Into Building Deals?Ryan Serhant says the most valuable asset in any business is distribution.
  8. Why Does Ryan Serhant Treat Winning as Responsibility?On The Knowledge Project, Ryan Serhant divides success into micro success and macro success. He counts the conversation itself as a success.

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