I am currently reading New York real estate agent Ryan Serhant‘s book Sell It Like Serhant. The Serhant Team was ranked the #1 Sales Team in New York by the Wall Street Journal for three consecutive years and among the top teams in the nation for almost a decade (with over $4 billion in sales). I thought I would share some of the main points as I progress through the book.
Introduction and Chapter 1 – “The Birth of a Salesman“
In the Introduction, Ryan emphasizes that sales is a “volume business” – and that he wants to have as many opportunities on his plate at a time. Chapter 1 goes into a story of how Ryan didn’t find success early on, but he realized he could reverse his fortune with a few changes. He rounds out the chapter by stressing the importance of taking initiative, building endurance, and finding your motivation.
A few related quotes:
- Initiative is like a magical cure-all elixir. Pick up the phone and make a call, send an email, follow up with leads. Do something. Taking initiative is like breathing for a salesperson; you cannot survive without it.
- You decide how hard you want to work and how much money you make.
- Know what your motivation is. Connect with that one thing that motivates you from deep in your core. It can be life-changing.
- When you face your fears head-on – you become unstoppable.
Chapter 2 – “The Power of Yes“
In Chapter 2 Ryan discusses saying “yes” to deals that others do not want. He highlights being flexible when trying to close deals and recommends taking improv classes to improve sales skills. The bulk of the chapter covers taking calculated risks so that a portion will pay off in the long run.
Related quotes:
- When you are asked to do something new or totally foreign to you and you have no idea how to do it, say YES and trust yourself to figure out how to do it later.
- Don’t be afraid to take risks; you have nothing to lose.
Chapter 3 – “Work for the Deal“
Chapter 3 begins with Ryan talking about the importance of meeting people and being sincere in creating relationships. As an example, he realized that he felt comfortable meeting new people while going to the gym to work out – an activity he genuinely enjoyed. The chapter ends with Ryan sharing some acting exercises that he says helps with building relationships with people.
Quotes from the chapter:
- The more people you meet, the more business you’ll do.
- People don’t like being sold, but they love shopping with friends.
Andrew T. Daniel 