Sell It Like Serhant:

How to Sell More, Earn More, and Become the Ultimate Sales Machine

by Ryan Serhant

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On Million Dollar Listing New York I am the very confident guy who wears nice suits and closes $2-$3 million dollars in sales every day. On my reality show Sell It Like Serhant, I use my sales expertise to transform salespeople who are struggling to sell everything from golf balls to hot tubs into selling machines. But growing up I was the opposite of the guy you see on TV. I was overweight, painfully shy, and socially awkward. I had zero confidence and was scared of everything. After graduation, I moved to New York City to be an actor. Me and about billion other people. It was only a few years ago that I was an unemployed thespian struggling to make rent. Being broke is an awful position to be in, especially in New York and I had to find a way to make money. I could have been the clichéd actor-waiter. But who wants to miss an audition because of a shift at TGI Friday’s? Instead, I got my real estate license so I could work whenever I wanted and my schedule would be my own.

When I first started, I was a mess. I couldn’t sell a thing. Other brokers I worked with were constantly closing deals, and I used to kill myself wondering, how are they doing this? And how can I do it? Eventually after years of hard work, I discovered a secret that gave me a huge advantage: I had the most balls in the air. I was never hyper-focused on one ball. I didn’t put all my energy into one sale or one client. I’d go from a closing with a client, straight to a showing with another client, and took calls for offers while in the taxi. I didn’t live or die by one deal. I never closed a sale and wondered, “what now?” because the next deal was already happening. My more balls up approach gave me a big edge and I quickly became a top seller. You already have what it takes to succeed, and this book is going to help you flip that switch from mediocre to amazing. A lot of stuff is being sold everywhere. EVERY. SINGLE. DAY. You might as well be the one selling it. After all, if that kid with no confidence can sell $60 million dollars every month (actually, $101,000,000.00 last month but who’s counting?) in the most competitive real estate markets in the world, anyone can – and I’m going to teach you how to do it. Some of the things I’ll talk about in the book include:

  • Why making genuine connections with people is key to getting more balls.
  • How I structure my day to maximize time and keep my balls in the air.
  • How to anticipate challenges and understand the emotions that come into play during a sale.
  • Why having more balls up keeps you focused on the bigger picture – where one good sale or one dead deal doesn’t make or break you.
  • How to craft a creative and compelling pitch.
  • Why you should sign up for an improv workshop immediately.