How to get people to DO WHAT YOU WANT | Ryan Serhant Vlog #54

  • Published: 13 February 2019
  • Who wishes they had better negotiating skills? 🤔
    Here are my NEGOTIATION TATICS on how to actually get a deal done.



    Ryan Serhant began his first day in the real estate business on September 15, 2008 – the same day that Lehman Brothers filed for bankruptcy in the wake of the subprime mortgage collapse. While the real estate sector has steadily recovered, Serhant himself has quickly become one of the most successful brokers in the world, with agents under his leadership in New York City, Los Angeles, Miami and the Hamptons. The Serhant Team has been named by WSJ Real Trends as the #1 real estate team in New York for two years in a row, and the #2 team in the country, selling close to $1 billion in real estate last year. Ryan is consistently the youngest broker to make the Journal’s top ten list each year.

    Ryan stars in the popular Bravo series “Million Dollar Listing New York,” which just wrapped its seventh season. On September 18, 2018 – the week of his 10-year anniversary in real estate – he will debut his first book, Sell It Like Serhant. When pre-sales were announced, Ryan was #1 on Amazon’s daily list of “Movers and Shakers.” As star and producer, this year he also debuted his new Bravo show, "Sell It Like Serhant," started a successful vlog ( and launched an app (Agent Empire: NYC). There is nothing Ryan can't do. His motto communicates his professional and personal philosophy, "Expansion. Always. In all ways."

Comments • 597

  • Ryan Serhant
    Ryan Serhant   8 months back

    What do you love selling?

    • Jus' Me
      Jus' Me  3 weeks back

      @Fame Hyuga It's SALES, not SELLS.

    • Jus' Me
      Jus' Me  3 weeks back

      @jaime raigosa No one is interested. Move along.

    • Jus' Me
      Jus' Me  3 weeks back

      @Christian Delfranco Please take your disgusting comments elsewhere. Ryan is classy, and I'm sure he'd like to keep his vlog classy. Trash is not needed or wanted here.

    • Jus' Me
      Jus' Me  3 weeks back

      @Tim Lu Work on your English before anything else, bud. It's the international language of business and commerce. You can't get as far as Ryan until you can speak as well as he does. Tip #1.

    • Jus' Me
      Jus' Me  3 weeks back

      @Ryan Serhant I used your advice here back when I ran my custom skincare product business for 10 years out of my 1 bedroom apartment. I knew of a New York lady who had started the exact same way, out of her NYC apartment. I busted my ASS to try to find the key to breaking out of my tiny internet market - I sent gift baskets of my products to the 'heads-of-merchandising' at each of the big casinos in Vegas, I called entities like Shaklee and Walgreen's, I called HARPO Studios to find out where to send a basket to Oprah without having a CLUE how I'd fulfill the demand if she DID mention my products on her show, I spoke with big box stores and mass production companies. I met with a rep from Crayola Co re having labels designed (my own ancestor started Crayola!). But most of the big corps had huge, 6-7 figure order minimums (maybe not quite 7 figs but it might as well have been). I could never figure out the secret to how to hit the bigtime with a product or idea. So after years of dead ends, I had to fold up my tent and quit. Broke my heart! Couldn't let go of my company domain name for several years. Stings even now to see someone else coincidentally using my old company name for their skincare biz now.

      The aforementioned single NYC woman, working from her kitchen at home, became the brand known as 'Carol's Daughter' and her stuff is now mass produced and sold in stores worldwide. I got my line into 5 little boutiques in 5 U.S. states, and in one hair salon in Kuwait. When I got those wholesale orders, I had to make each and every one of them by hand, one product at a time, meaning I had to stop taking retail internet orders and close down my site while I filled the large wholesale orders. I lost money every time. I also lost money with every sale I had. I once got 102 orders in a single day, but it took 6 weeks to make each product fresh by hand, and I ended up having to BORROW my own money to fulfill them all. In the end, I owed myself a couple hundred $.

      I tried hiring assistants to help cut labels and shake bottles as needed but there wasn't room in my tiny apt for us all to work and I was concerned about my formulas and suppliers being stolen and used to start their own businesses. Employees just weren't feasible. Not for any of us in that little, niche business, and there were maybe 10 of us at the time who were being shopped the most, with maybe 50 total selling similar products, with just 4 or 5 of us being the top of the heap with the most well known names, best products, most trusted companies, most word of mouth, etc. I was one of the top 3 in that little market on the internet at the time - in 2003 and 2004.

      But I ran into these issues all over, for a decade. I never could find my way out. I could never grow. It killed me. I STILL want to reopen to this day, to make allllllllll the products I never got the chance to make and sell. I had plans to branch out into makeup, organic skincare, bulk size products supplying other 'handmade' vendors, and even a line of 'adult' products - edible oils and edible body powders, etc. But I'll just hit the same old brick walls. Customers LOVE custom, handmade, fresh-to-order skincare and perfume but that kills you in production, both in volume and time. I tried to make up for the lost revenue by branching into service-oriented business rather than product-oriented. I designed and sold prefab labels, and designed website templates, and whole packages that included websites with matching product labels. I helped my competitors with their website coding and printed labels for their products. I started a secondary skincare business and sold premade products for cheaper. It was all fun but none of it ever went anywhere or lifted me above the little glass ceiling that was over my little market. And when you don't have a staff or a million bucks (per product) to pay formulators and mass production companies......imagine having to meet a million $ minimum for EACH product you want to manufacture when you have a line that includes 20 products.......each of them available in 100 different scents. That comes to 2,000 products, or (2,000 x 1 million). I ain't got $2 you?! LOL

      Walmart required, at the time, every vendor who wanted WM to carry their toiletry products to have $1M in liability insurance. That's something else I didn't have and couldn't get. I was just DAMN lucky to never have ever run across a problem with any of my products, not because any of my stuff was ever risky to use, but because I never encountered a sue-happy customer. WHEW!

      Anyway, so, yeah, I still want to reopen sometimes, maybe as just a hobbyist since I still don't have the key to open the door to the magic formula that Carol's Daughter obviously found or figured out.....a that fact still grinds my ass even now, 16 years later, ha! My line was just as good. It was even better than Jessica Simpson's similar line, which she called Dessert Beauty, carried by Ulta, which folded within its 1st year or so. Everyone said I needed to get my line into stores on Robertson Ave in L.A. - into Kitson, et al. It really and truly was that good. But not everybody gets the brass ring. 🥺😥

  • Farzad Jafari
    Farzad Jafari  1 weeks back

    You nailed it man. You nailed it.

    • Dead King
      Dead King  1 weeks back

      I'm a mover that did a lot of public moves i.e apartment to apartment $25 an hourwhile also renting uhaul trucks. I started listening and watching you, Anthony Bourdain and Stallone. I've been using the advice I get and now I'm a private contractor making $85 an hour with my clients providing their own supplies and truck

      • G&D Steadfast Realty
        G&D Steadfast Realty  1 weeks back

        Will apply this to my vlog soon. Nice vlog

        • T Saint
          T Saint  2 weeks back

          Thanks for the words.

          • JViz
            JViz  2 weeks back

            He says most people wake up at 7? He doesn't have any friends with kids? That's NYC for you. He's just putting work hours instead of family hours. There's no magic here. Yes, anyone can work themselves to death with no family.

            • Just Observing
              Just Observing  2 weeks back

              Im gonna say sorry for saying this. But i have to. There is a similarities with ryan and grant cardone. I love when two people are true to each other and spreading it like wild. I just saw a video that he tells a story about his first sales job at 10 yr. Old with his brother 7 yr old. And it made me think. Im fucking idiot for not finishing my commitment rather than my emotions. Which is grant always says. Commit first then do what ever it takes. By having that story from ryan it makes sense. Alot of sense. 10x and ryan are great mentors to begin with. I love u both! #SellOrBeSold

              • Muller Imóveis Rj
                Muller Imóveis Rj  3 weeks back

                #mullerimoveisrj 🇧🇷 Brasil 🇧🇷

                • Chaneh
                  Chaneh  3 weeks back

                  i'am insurance agent right now,and people call me crazy,because insurance is not popular business in my country and thanks men your vlog make me feel great,know how important the positive mindset,great vlog ryan 👌

                  • Chan Nicholas
                    Chan Nicholas  4 weeks back

                    I m teenager and my english proficiency is not good at all ,now i gonna put effort on it and aim myself become a real estate agent even broker like ryan serhant! I was drag by ryan serhant video “how to become a good real estate agent”,and now i m waiting for the delivery of book ‘how to sell it like serhant ’!

                    • Peeson
                      Peeson  4 weeks back

                      people, If you sell something for $200 to 5000 people you make $1M. You can do It.

                      • Illyrian Prince
                        Illyrian Prince  4 weeks back

                        can i put in those extra 2 hours at the end of the night? because theres bo fucking way im waking up at 4 lol

                        • Tina Jackson
                          Tina Jackson  1 months back

                          I disagree with your opening clip. I am working tirelessly to become more productive, more active, but I am in pain every day. I am waiting on my second hip replacement at age 47 due to an autoimmune disease. That disease also comes with unrelenting fatigue, pain and misunderstanding from others. I realize that you were not talking about people like myself...maybe you were. I am giving you the benefit of the doubt. However, when other people hear from you, Vaynerchuk, etc. that people are lazy who aren't out there going after what they want...they see me and people like myself as lazy. I am not lazy, I spend countless hours in doctor's offices, talking with insurance companies, getting labs done, trying different medications in an attempt to get the most relief with the least amount of side effects. I am taking salt baths (which are not pleasant to someone like myself), I am stretching trying to maintain range of motion, I am talking to others with my condition to see if there is something I am not doing that could help. It's exhausting and time consuming. So when I do have time to pursue my passions, I am so exhausted and in so much pain, that it's next to impossible to focus, let alone actually move. a warning to all the "hustlers" out there who are not sleeping well, who aren't taking care of their bodies...STOP and make your physical and mental health your MAIN priority before going after the life you want. The life you want I am sure doesn't include a broken body because you didn't take care of it when you were younger. I have no family history of my disease but I do have the antibodies, and my younger lifestyle of go...go...go triggered those antibodies to flare up and they haven't gone into remission since. That was over a decade ago...I am now 47 and need a second new hip and back surgery. Those surgeries won't fix the pain, but it will help lessen it. I will fight this disease until I am no longer breathing but that fight is exhausting and painful. So please, take care of your bodies and your mind FIRST, get the right amount of deep sleep, exercise, stretch and then go after your passions. A lot of people like to say you only get one life...well, you only get one body!

                          • Justin Giani
                            Justin Giani  1 months back

                            is Ryan rich idk if he is cuz he putting ads

                            • A S
                              A S  1 months back

                              Ryan, how does a new agent compete with seasoned agents in the luxury market?

                              • A Dose of Faith
                                A Dose of Faith  2 months back

                                At my sales job right now...I sell solar panels. This video is just what I needed...Thanks Ryan!

                                • antonio29torres
                                  antonio29torres  2 months back


                                  • rauul kumar
                                    rauul kumar  2 months back

                                    Great fan of your work.
                                    Can I associate with you in developing or renovating spaces to be sold. I can. . Let me know. . +91775six987020.

                                    • K. H.
                                      K. H.  2 months back

                                      I like this guy wayyy better than annoying Grant Cardone.

                                      • Calmex Service
                                        Calmex Service  2 months back

                                        Great content but misleading title

                                        • What Do You Want?
                                          What Do You Want?  2 months back

                                          Ryan, you, literally forcing me via your videos, get into real estate.
                                          Which in the end is a combination of working with people, figures
                                          and architecture.
                                          Bought your book, can't wait to read it and put it into practice.

                                          • AA
                                            AA  3 months back

                                            Click bait.

                                            • Dylan Candelaria
                                              Dylan Candelaria  3 months back

                                              Make a vlog on how to close a deal

                                              • Rakeel Hosein
                                                Rakeel Hosein  3 months back

                                                “If I can do it, you can do it” love this statement 💯

                                                • Blake Bowman
                                                  Blake Bowman  3 months back

                                                  Ryan, I'll see you at the top.

                                                  • Mateus C. Silva
                                                    Mateus C. Silva  3 months back

                                                    What's the song of the beginning ?

                                                    • giorgos lavrentiou
                                                      giorgos lavrentiou  3 months back

                                                      Nice videos, great quality! Appreciate!

                                                      • arun pandian
                                                        arun pandian  3 months back

                                                        hey ryan , getting up by 4or5 am is fine. could me say the avg sleep time.

                                                        • Caroline Choi Live
                                                          Caroline Choi Live  4 months back

                                                          Thanks Ryan! This is great

                                                          • Alexandre Lopes
                                                            Alexandre Lopes  4 months back

                                                            Ok, you get up 2 hours early. But to do that, I assume you go to bed 2 hours early as well. If so, then you end up with the same waking hours as your competition.

                                                            • Sp33dy_TKD
                                                              Sp33dy_TKD  4 months back

                                                              He finishes work at 10:30, posted in an earlier vlog.

                                                          • Alex Enax
                                                            Alex Enax  4 months back

                                                            Ryan you are so an amazing model for us! Keep doing the amazing work! You are changing the life of people that are watching you (like me)! :)

                                                            • Calvin Tran
                                                              Calvin Tran  4 months back

                                                              Your story is so inspirational. Right now I’m at the side where I’m broke and going bankrupt. I really do just dream of that first deal and hopefully I can stay in real estate for another month.

                                                              • Adam
                                                                Adam  4 months back

                                                                I woke up every morning at 5:45 am and I was writing my book for one hour, after that running. Now I have my book.
                                                                I think it's simple. We need just a motivation!

                                                                • Chris A
                                                                  Chris A  4 months back

                                                                  How big is this guys ass?

                                                                  • Loyn Vantie
                                                                    Loyn Vantie  4 months back

                                                                    Thank you so much for your Vlogs, You are giving hope to those want to give up including myself and that you for that.

                                                                    • Ola T
                                                                      Ola T  4 months back

                                                                      You motivate me and you remind me of the solid, undeniable value of hard work. I remember watching an episode of MDLNY and you were trying to get zen hanging out on the sofa. You quickly realized that’s not you. You are your best self closing deals, hustling and working. What about someone who wants to work AND play? I know I have to work hard, but when is the right time to go to a play, walk in the park, go to a concert, stay in bed watching movies?

                                                                      • Selia Ashida
                                                                        Selia Ashida  4 months back

                                                                        🤔 I thought by laws you have to share all offers with your clients. 🙂

                                                                        • Sam I am
                                                                          Sam I am  4 months back

                                                                          Business man Ryan Reynolds 😂😂

                                                                          • gerry avalos7
                                                                            gerry avalos7  4 months back

                                                                            Lol progpanda from the goverment so all your minds can get in the subconcsious mind the idea of being a salesman?🤔🤔🤣🤣🤣

                                                                            • Rishav Raya
                                                                              Rishav Raya  4 months back

                                                                              In short I really love your every vlog because it brings joy, energy and inspiration.
                                                                              When I watch your vlog I think how does it feel to become that successful it makes me curious. It brings energy inside me to work for my dream persistently I will always follow you and yours message. you really changed my life man and I really love that and I hope you will keep showing your lifestyle and procedure and hard work that required to have that life you are having right now.
                                                                              I really love you man.
                                                                              And I will be keep watching.
                                                                              See you in your next vlog.

                                                                              • Ted Farah
                                                                                Ted Farah  4 months back

                                                                                Holy shit. Respect. Subscribed

                                                                                • Living with Los
                                                                                  Living with Los  4 months back

                                                                                  Ryan were you rolling up a blunt in the car?

                                                                                  • Living with Los
                                                                                    Living with Los  4 months back

                                                                                    “You just go to bed late because you’re lazy” - Ryan 🤯

                                                                                    • Living with Los
                                                                                      Living with Los  2 months back

                                                                                      Tania me too 😩😩😩

                                                                                    • Tania
                                                                                      Tania  2 months back

                                                                                      Living with Los that’s me😩

                                                                                  • Ms.Oogway
                                                                                    Ms.Oogway  4 months back

                                                                                    Nice vid, btw care to share whats the name of the song played, 0:08 / 10:39? sounds so cool,
                                                                                    Thanks much in advance

                                                                                    • adventure_photo
                                                                                      adventure_photo  4 months back

                                                                                      I loved Million Dollar Listing and now your YouTube channel I find even more fun and inspiring! Keep crushing it Ryan!

                                                                                      • JORDAN VELIZ
                                                                                        JORDAN VELIZ  4 months back

                                                                                        Love the hustle!

                                                                                        • Throp
                                                                                          Throp  4 months back

                                                                                          Solid solid advice man

                                                                                          • Alazar
                                                                                            Alazar  4 months back

                                                                                            This Video made me Click the Bell icon.