My new show on Bravo, Sell It Like Serhant, where I help transform struggling sales people into sales machines, AIRS JUST TWENTY DAYS FROM TODAY.
My experience creating this show was very different from Million Dollar Listing New York. I know I can sell real estate, but I had to be ready to help people sell anything: everything from hot tubs to kitchen cabinets, and this required every sales trick I have in my arsenal.
I’m proud to say I’m also a producer on this show – that meant heavier involvement of every aspect of the production from viewing tapes from people who wanted to be on the show to weighing in on edits as well as marketing and promotion. Producing and shooting the show, and working with these incredible sales people was an amazing experience and I learned more doing this than I ever imagined:
HERE ARE 3 THINGS I LEARNED:
1. HABITS ARE EVERYTHING
I’ve always been careful about my time. I live a very full life that includes a busy sales career that requires countless meetings, phone calls, text messages, emails, managing a team of over 60 brokers, keeping up with social media, continuing to push for new business for The Serhant Team, shooting MDLNY and Sell It Like Serhant, and of course. . . spending time with my beautiful and brilliant wife (Love you, Emilia).
The famous saying “you make time for the things you want” is 100% true. BUT, you need to make sure your habits are in check when you add another thing on your plate.
It turns out that the same habits I’ve built up over the years held up as I added in this new challenge. For example, I still get up insanely early — 4:50 a.m. everyday for my workout. To be honest I absolutely HATE doing this, but I always feel amazing after my workout. It makes me insanely productive. And, guess what? The hardest part of my day is over, and it’s only 7am — shout out to the trainers who kill me every morning.
Another habit I’ve kept is starting my day the night before. I actually did a vlog on this — check it out here. Before bed I make sure to answer any last emails and review my schedule for the day so I wake up ready to go.
Another thing is putting EVERYTHING into my calendar and dividing up my time into 15 minute intervals. It’s funny because people ask me, “Ryan! How do you remember every little thing???” There is no secret to this. Any time, I’m asked to do anything, have a deliverable, meeting, or even a haircut… it goes right in the calendar.
If I didn’t have these simple habits, my career would die. Think about what habits you can develop to create more time for yourself. For example, hitting the snooze button for 20 minutes is probably not the best way to start your day…
2. EXPANSION & MY PERCEPTION ON SALES
You’ve probably heard me say, “Expansion. Always. In All Ways” a few times (okay, maybe more like 1,000). For a while, I’ve been know for selling one thing — real estate on Million Dollar Listing New York.
Yes, I love selling real estate and I love being on MDLNY. But now I see that real estate was actually my first vehicle for sales. I fell in love with the performance and creativity that goes into selling anything. It could be real estate, a mattress, insurance, your music, cars, or even yourself.
Sell It Like Serhant has given me the platform to show people that I can help salespeople in general. As a matter of fact, I just wrote a book on this which you can find on sellitlikeserhant.com. It also gave me the opportunity to show people that a career in sales is the BEST JOB one can have. I mean, who wouldn’t want a job that has NO ceiling? Your job is literally to meet people and to come up with new ways to do things every single day.
Ultimately, salespeople are entrepreneurs. There is no script and there is no job description.
3. YOU CAN LEARN SOMETHING FROM EVERYONE
Some of the people who came on Sell It Like Serhant were dealing with some seriously heavy stuff – like the death of a spouse, the break up of a marriage and building a new life after leaving the armed services. While they came on the show to learn from me, I wound up learning way more from them.
They reinforced how how important empathy is in any career – it’s our personal experiences that enable us to make genuine connections. They also resiliency, which is incredibly important in sales careers. If these people could wake up for work at such difficult points in their lives, I can only imagine how high they’ll go as they continue to heal and grow. The cast on SLS taught me that the experiences we bring to the table matter, whatever they are. It doesn’t matter what you’re background is. Teaching, the post office, veterinary school . . . or the circus. The skills you’ve honed at any job will make you a stronger and more faceted sales person.
Sell It Like Serhant comes out in 20 days. If you’re an entrepreneur, salesperson, or like good TV it’d mean the world to me if you tuned in on April 11 at 10pm EST on Bravo.