Chapter 7 – “The Four Tenets of Work”
Ryan shares how a conversation with his father made him think bigger; he realized in the past he was working for a job, but now he is working for a career. Ryan then lays out his four tenets of work: The Why, The Work, Your Wall, and The Win. Finally, Ryan touches on the power of positivity.
A few related quotes:
- I’d love to be remembered as the person who changed the way sales is viewed as a profession.
- Follow-up, perseverance, and hard work matter – but sometimes a deal is so challenging that your positivity is the only thing that can get you through.
- If I take care of the work, the work will take care of me.
Chapter 8 – “Be the One Who…”
Chapter 8 teaches how Ryan uses storytelling to sell real estate. Then, Ryan discusses the importance of developing a niche. Ryan started out selling apartments to families looking to upgrade but progressed into the broker who sells seven-and eight-figure apartments. Finally, Ryan talks about the power of creativity to get people comfortable with buying his listings.
Quotes from the chapter:
- I never forget that I’m not selling a product; I’m selling a product’s story.
- Cast yourself as the one who does bigger and better things that you could never have imagined and do them.
- Sometimes an added incentive isn’t just about the object or service itself, it’s about how it makes your client feel about their purchase.
Chapter 9 – “How to Fail Smarter”
This chapter begins with a story about how a deal died in the middle of Ryan’s wedding and how significant those kinds of failures were in his development as a real estate agent. Ryan explains the importance of learning from failures and reveals six reasons why deals fail. He then gives advice for salespeople who are considering giving up and re-emphasizes the importance of having as many opportunities as possible on your plate at any given time.
Related quotes:
- Any sale that doesn’t work out is preparing you to close future sales that haven’t even happened yet.
- Remember that there is always an action you can take. There is always something you can do, right now, to change the outcome of your career.
Chapter 10 – “Do It Right NOW”
Ryan starts Chapter 10 with a story that serves as a metaphor for overcoming obstacles and doing the important things first. He continues with ways to overcome common obstacles salespeople face, like blending in with competitors, struggling to get new business, and lacking capital. Lastly, Ryan gives suggestions on how to incentivize yourself and how he works for the “future version of himself.”
A few related quotes:
- There is no obstacle too big for me to climb over.
- I don’t look up to anyone else but me. Everything I do is for “Future Ryan”.
- Do the most important things first.
- Have something on the calendar that makes you want to work harder-and pushes you during those moments when it seems too hard to get to the other side of that “fence”.
Andrew T. Daniel 