The Knowledge Project with Shane Parrish
Ryan Serhant is a real estate broker, founder of SERHANT., and star of Bravo’s Million Dollar Listing New York and Netflix’s Owning Manhattan.
He explains how to sell without making people feel sold to: build a connection, help first, and earn the right to ask. He also breaks down the psychology of attention and persuasion, showing how to get people’s attention, hold it, and turn it into business.
We explore why he rejects “fake it till you make it,” how he approached his Million Dollar Listing audition as the person he wanted to become, and why ego gets in the way of closing deals.
Ryan explains his time management framework of treating each day as a bank of 1,000 minutes changed the way he works, and why success can still feel insufficient after you achieve all of your dreams.
Enjoy
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(00:00) Intro
(01:52) Don’t Fake It Til You Make It – Do This Instead.
(09:37) Why Sellers Should Take Acting Classes
(10:45) Fear of Embarrassment is Keeping You From Success
(12:04) The 1,000 Minutes a Day Framework
(16:02) The Art of the Sale
(17:14) CODO: Serhant’s Method to Close Every Time
(20:32) The 3Fs to Land Your Follow-Up
(21:17) How to Use Google Alerts to Land Leads
(22:57) The Craziest Deal in Serhant History
(31:00) How to Handle Ego in Negotiations
(32:37) Finding Success After Rock Bottom
(37:36) The Mantra to Get Through Your Worst Days
(38:28) Building a Social Media Engine
(42:47) Starting a Personal Brand from Scratch
(44:30) Simple Framework for Building Client Relationships
(46:28) The Personal Cost of Success
(51:06) The Power of a Chip on Your Shoulder
(51:38) Your Past Explains You But Doesn’t Excuse You
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Follow Ryan Serhant: https://www.instagram.com/ryanserhant
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Follow Shane Parrish:
X: https://x.com/shaneparrish
Insta: https://www.instagram.com/farnamstreet/
LinkedIn: https://www.linkedin.com/in/shane-parrish-050a2183/
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🛍️ Products & Resources Mentioned
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