What's Ryan Serhant's secret to getting a stranger to trust him?

Ryan Serhant's key to building trust with strangers involves the 'two Cs': giving an authentic compliment and finding something in common. He also stresses the importance of being willing to say 'no' or walk away from a deal, which paradoxically builds trust by showing you are not a 'yes man' and have conviction.

How does Ryan Serhant stay motivated during extremely long workdays?

Serhant is motivated by a 'pure adrenaline' rush and a profound fear of losing, stating that the fear of losing hurts worse than the pain of winning. He also finds motivation in the impact he has on people's lives, inspiring them to pursue their own success, and in the pursuit of his ambitious goals.

What is Ryan Serhant's 'Thousand Minute Rule' and how does it help productivity?

The Thousand Minute Rule treats each day as having 1,000 productive minutes, conceptualized as $1,000. This framing helps Serhant and his team value their time meticulously, making them more efficient with meetings, commutes, and other activities, thereby maximizing output and minimizing wasted time.

How does Ryan Serhant build confidence in himself and others?

Serhant builds confidence by defining one's core identity beyond external factors like job title or appearance, and by creating a detailed roadmap for the future (e.g., 24 months ahead). Executing this vision consistently spikes confidence and helps one embody that future self.

What are the key traits of top real estate salespeople according to Ryan Serhant?

The top 1% of salespeople, according to Serhant, do not quit. They combine hard work with relentless follow-up and possess excellent memory or systems for follow-through. They also understand that in negotiations, silence can be a powerful tactic, and responding in real-time is crucial for client satisfaction.

How does Ryan Serhant structure his multiple businesses?

Ryan Serhant has structured his ventures under 'Siran Technologies,' a holding company with operating companies like a cloud real estate brokerage ('Siran'), a production company ('Siran Studios'), an education platform ('Sell It'), and an AI workflow engine ('Simple'). This structure allows for synergy while enabling individual companies to thrive.

What is Ryan Serhant's advice for effective negotiation?

Serhant advises that the best negotiators don't just talk; they translate value by repeating and mirroring the other party to make the desired outcome their idea. He also emphasizes taking control by 'throwing the first punch,' asking strategic questions, and using silence effectively to create negotiation leverage.

$20 Billion Worth of Sales Knowledge in 57 Minutes | Ryan Serhant

Codie Sanchez

People & Blogs4 min read58 min video

Dec 10, 2025|210,883 views|5,809|211

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Key Moments

TL;DR

Ryan Serhant shares insights on sales, confidence, building wealth, and his "thousand minute rule."

Key Insights

Setbacks are speed bumps, not brick walls; resilience is key to overcoming challenges.

Confidence is a currency; it can be cultivated and projected, even with a fake Rolex.

Wealthy individuals value confidence and strategic relationships over mere information or access.

The "thousand minute rule" treats time as dollars, emphasizing productivity and efficient use of minutes.

Authenticity, empathy, and a relentless drive to improve are crucial for success in sales and business.

The "Orchid Test" is a unique strategy for handling rejection by thanking people for the opportunity.

Building a successful business involves a "cloud" model, embracing technology, and focusing on core identity.

OVERCOMING SETBACKS AND CULTIVATING CONFIDENCE

Ryan Serhant emphasizes that setbacks are merely speed bumps, not insurmountable brick walls, a perspective forged from his own experiences of being 'dead broke' in New York City. He advocates for identifying one's core identity and desires to navigate these challenges. Serhant shares the story of wearing a fake Rolex early in his sales career, not to deceive, but to project the confidence of his future self and gain entry into rooms he otherwise wouldn't have had access to. This deliberate act of embodying future success, even with artificial means, served as a powerful reminder of his limited time and the urgent need to act, ultimately helping him build the confidence required to achieve his aspirations.

THE POWER OF CONFIDENCE AND STRATEGIC RELATIONSHIPS

Serhant posits that wealthy individuals are often paying for confidence, not just information or access, viewing confidence as a crucial currency in business. He highlights that building trust with high-tier clients requires demonstrating this confidence, which in turn fosters loyalty. To reach these affluent individuals, Serhant suggests targeting their spheres of influence, such as interior designers, contractors, or attorneys, who have commercially aligned interests. This approach allows for shared trust and access to the desired 'bullseye' client more effectively than direct approaches.

THE 'THOUSAND MINUTE RULE' AND TIME VALUATION

A core principle for Serhant is his "thousand minute rule," which frames each day's productive time as having a monetary value, typically $1,000. This perspective profoundly impacts how he allocates his time, making him more discerning about meetings, commutes, and interactions, ensuring they are beneficial. This mindset helps in managing problems and preventing a single bad experience from derailing an entire day by contextualizing its impact relative to the total available productive time. It's a powerful mental re-riggering to treat time as a valuable, finite resource.

THE RELENTLESS PURSUIT OF BEING THE BEST

Serhant's ambition is not necessarily to achieve a specific valuation but to be the absolute best in his field, even if it means having a small team. He believes that focusing on the work and excelling at it will naturally lead to success. This philosophy is evident in his approach to building his businesses, including his cloud-based real estate brokerage, production company, education platform (Sell It), and AI workflow engine (Simple). He prioritizes creating value and empowering salespeople, aiming for efficiency and impact over sheer scale.

HANDLING REJECTION AND MASTERING NEGOTIATIONS

To cope with constant rejection, Serhant employs the "Orchid Test," sending an orchid with a note saying, 'Thank you for the opportunity and I'm sorry for your loss,' to those who reject him. This unique strategy helps maintain positive relationships and handle disappointment gracefully. In negotiations, he advises throwing the first punch by asking guiding questions that lead the other party to their own conclusions, framing proposals as their idea. He also stresses the power of silence and mirroring the other person's feelings to gain control and translate value rather than just talking.

BUILDING AND LEADING HIGH-PERFORMING TEAMS

Serhant prioritizes hiring for raw intelligence and a proactive mindset, believing that smart individuals can figure out any operational challenge, regardless of industry experience. He tests for energy, empathy, and enthusiasm, alongside metrics of speed, quality, and experience. He differentiates between leadership and management, seeing himself as a leader who sets vision and operates on the front lines rather than a manager who ensures tasks are done correctly. This collaborative, vision-driven approach fuels his company's rapid growth and success.

THE STRATEGY BEHIND SERHANT'S MULTI-FACETED EMPIRE

Serhant's business structure revolves around Serhant Technologies, a holding company overseeing operating companies that facilitate progress in real estate. This includes a cloud-based brokerage, Serhant Studios (production company), SellIt.com (education), and Simple (AI workflow engine). This interconnected model leverages organic lead generation and content creation, particularly through his television presence, to drive brokerage growth. The focus is on creating an efficient ecosystem where technology and media support the core brokerage operations, allowing agents to focus on sales by reclaiming significant administrative time.

THE ART OF AVOIDING CON ARTISTS AND BUILDING TRUST

In a landscape rife with 'sham buyers' and potential con artists, Serhant emphasizes due diligence, such as thorough online research, to vet potential clients. He shares an anecdote about a client who initially appeared suspect but ultimately proved to be immensely successful, highlighting that assumptions can be misleading. However, he stresses that for most transactions, verifying proof of funds and a client's genuine intent is paramount. The core principle remains: build trust through authenticity and strategic interactions, and be wary of those who waste valuable time without clear intent.

Mentioned in This Episode

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●People Referenced

Ryan Serhant's Sales and Negotiation Strategies

Practical takeaways from this episode

Do This

Start by giving a genuine compliment to build immediate rapport.

Find common ground, whether it's a shared interest, location, or business connection.

Be willing to say 'no' or walk away from a deal to build trust and leverage.

Translate value in negotiations, repeating what the other party says and mirroring their feelings to make it their idea.

Throw the first punch in negotiations by asking the first question or setting the tone.

Use big-picture, open-ended questions like 'What does winning look like to you?' to uncover fears and gain insights.

Focus on building confidence through a clear sense of personal identity and a detailed future vision.

Hire for raw intelligence and a combination of energy, empathy, and enthusiasm (the '3 Es').

Prioritize speed, quality, and customer experience in all business dealings.

Adapt to how wealthy clients communicate, such as preferring text over phone calls.

Embrace the 'Thousand Minute Rule': treat every day as having 1,000 minutes worth $1,000 to maximize productivity and value your time.

Perseverance and never quitting are key to reaching the top 1% in sales.

Follow up relentlessly and maintain strong systems for follow-through.

Use silence strategically in negotiations; unanswered questions can create pressure.

Avoid This

Do not be a 'yes man' or 'yes woman'; saying no builds credibility.

Do not focus solely on money; motivation should stem from impact, goals, and the desire to win.

Do not underestimate the power of identity; build it before you can truly 'make it'.

Do not hire solely based on past experience; look for raw intelligence and adaptability.

Do not treat time as abundant; value every minute as a valuable resource.

Do not shy away from the pressure of being at the top; view setbacks as speed bumps.

Do not negotiate by simply talking; translate value and make it the other person's idea.

Do not ignore communication preferences of clients; adapt to their methods of communication.

Do not be afraid of criticism or 'haters'; it often signifies you are pushing boundaries.

Do not rely on luck; hard work trumps luck when luck doesn't work hard.

Common Questions

Ryan Serhant shares that he once bought a fake Rolex to enter rooms as the person he wanted to become, focusing on projected identity and confidence rather than material wealth. He emphasizes that setbacks are speed bumps, not brick walls, and attributes his success to perseverance and a relentless drive to avoid returning to that state of being broke.