Ryan Serhant Reveals The MINDSET Behind His Billion Dollar Empire

They subconsciously told myself, One day I'm gonna figure out what my thing is. And once I do, everybody better watch the out, because I am going to go so hard, I don't know what it's gonna be. Once I figure out what I want and what I'm great at, I will never, ever, ever let it go. Joining us right now is real estate broker Ryan Serhant. Owning Manhattan star Ryan Serhant. Are you ready to meet Ryan?

The legendary Ryan Serhant. What about people who wanna invest in.

Real estate in 2025? I think that what we'll see in 2025 is really. And I realized in that moment that I'd spent the last 20 years waking up every day to feel important instead of waking up every day to feel happy. People are no longer afraid of being failures. They're afraid of being embarrassed.

Yes.

So they won't try because they care about failing. They then don't try because they don't want other people to know it didn't work out.

What other habits do billionaires have that have helped you level up your life and your business just by being around them? Ryan Serhant is here on the School of Greatness. Very excited about being with you because you have continued the way I, I think I started finding you back in 2008, kind of when I started. I think you were on Million Dollar Listing back in 2010, what, 10, 11, 12. When was that? When did you first start?

Edition in 2010. The show came out in 2012. Yeah.

So we kind of came up in the online marketing space doing different things around the same time, and I'm watched your journey. And for me, it's really inspiring to see how consistently you've been in showing up for yourself and risking new ideas, trying new things and failing, and trying new things and succeeding. And I don't think people understand the level of commitment you have to your vision and your mission. We're not best friends or anything, but I see it from afar. I see the actions you take. I see the way you connect with your team. I see how you do content and how you keep innovating and trying stuff and trying stuff that doesn't always work. I see you trying stuff, I'm like, man, he's taking a risk there. I like that. And it didn't really do that well, but he tried it. You know, it's like, but I'm like, not many people are willing to try stuff that doesn't work and be okay with it. And you're just like, all right, that piece of content got a thousand views as opposed to a million, but we tried something new. We risked it to see. And the way you keep showing up is really inspiring and how you've, you know, and I don't think people see behind the scenes enough. You show behind the scenes, but I don't think they really see behind the scenes enough. Not that they need to see it, But how you think constantly of we need to think bigger, we need to try different, we need to hire different, all these different things. For me, it's really inspiring because you keep getting big wins every two to three years. You come out with a book, sometimes it does really well or not. TV show, boom, it crushes. You try the software, you try the app, you try these things. Sometimes they work, sometimes they don't. But the fact that you keep showing up consistently- I think you can have.

A lot of income streams. You can do a lot of different things, but it's very difficult to have multi-level passions. You know, like you can have a career, a couple of jobs, a couple of hobbies, but everyone always has like their passion, you know, maybe your passion is really your kids, maybe it's really your spouse, you know, maybe it's really that sport, you know, and I think you got to figure out what are your multi-level businesses that align with like that singular passion. And so that was a realization for me before I started all the companies '80s, because I felt like you did. I felt like, okay, I'm doing this, I'm doing this, I'm speaking here, I'm selling real estate, then I'm on this TV show, and then I'm doing that, and then I'm over here, and what am I doing? And I was passionate about the work until I took a step back and realized, okay, wait, am I really passionate about the work? Am I passionate about the results? And if I'm passionate about sales as an unlock for human potential in the '20s and 30s and the future to control your own income, to control your own life, then I got to be also passionate about retention and I have to be passionate about finding my tree branches. So if I'm the oak tree and I get to have all these rings, then I need to have tree branches, which are people who, if they were physically fucking attached to me, it would be fine. Like so great that they could be a part of my tree. And I I had done the opposite. I was trying to find people that were like so different from me, people who could take me to here and take me to there because that's what everyone had always told me, right? Like don't hire your identical twin, go hire someone who's gonna take you to the next level. And then it was like mixing, you know, it's like apples and oranges. It's like you're both fruit, but I don't know if I'm in the mood for an orange right now. I don't really wanna peel and like the stringy, like I want an apple, right? It just doesn't work. So it was finding the passion for me and then being really, really, really focused on retention and creating those branches that allow the oak tree to grow. Otherwise, I'm just losing my mind.

And when you mean retention, you mean of like the people on your team. And you're saying, 'Cause I remember hearing that also, it's like you want to find someone who doesn't necessarily like isn't similar to you, but someone who thinks differently than you. Like if you're a creative, you need an analytical person to like help you run things or whatever, right? Yeah. Are you saying more you need someone like an identical twin to you? as opposed to if you're an apple tree, you need someone that's an apple on your branch, not an orange on your branch.

Sure. So the way I guess if I want to, I like alliteration. So like that passion as a core, okay? So your passion is podcasting versus courses, let's say. So that passion for me is sales. It just is what it is. Like I wish it was coding. I wish it was chemistry. Like it could have been anything else, but it is sales. So my passion is sales. And then how do I build a company using the other P's? You got to start with purpose. So what's your purpose? And then it's people, product, profit. And that is the math. And that is the unlock. And I was going from, okay, I'm passionate about everything. Let's just make money. Let's just work. And I want to go build this. And then I need the right people to help me build it. And so then I had no core passion. I didn't really know exactly what we were building, but I knew I had to go find people for it. And then that can last like a year, and then it just breaks you, or people start splintering. You start getting people who are quitting or leaving you, and you've got to find that real kind of like cultural kind of statement, I guess, if you will, where everyone understands, oh, we're all here for the same purpose. And because we're all here from the same purpose, we're all the right people aligned on that right purpose, and then all the right people together, we can build whatever the Product we want because we can now go into for me, right? Real estate brokerage, sales training, enterprise, right? We can do media, we can do TV shows, we can do whatever we want. And then that all leads down to profits, right? So we can keep the businesses going.

But how do you know what product you love the most? Because you want to have a passion for sales. Yeah, but how do you know which product within real estate? Why real estate and which product? Now you have software, you have books, you have courses, you have like speaking about real estate, you have everything. How do you know which product to choose? when you're starting, but also now when you're scaling.

I think you have to make mistakes and give yourself a lot of room to make those mistakes. I think people are no longer afraid of being failures. They're afraid of being embarrassed. So they won't try because they care about failing. They then don't try because they don't want other people to know it didn't work out. And so, as a good example. We started SirHanton 2020, okay? In the depths of COVID in New York City. Bought the building. Everybody said, Don't do it. Yeah. Right? So I said, I'm gonna go start my own real estate firm, but I have an idea. I have an idea of how things are gonna be bought and sold in the future. I'm not gonna be able to do it by myself. It's gonna take me a second. I'm gonna start a sales training platform called SellIt.com, and then we're gonna have studios, which does real estate media, 'cause it's just what we do and it's what we know. And there's going to be an undercurrent of tech enablement, okay? Underneath everything. And I think it's gonna be one thing. And so what I started with was an app called Spaces that was basically studios in your pocket so that I could go to 10,000 real estate agents around the world and say, you get to go make your own property tours now, really easy. It'll edit itself, it'll queue itself, it'll caption itself. One click, you're done. You don't have to spend the $1,500 that it's gonna cost you to do a mini, all that stuff. I was the only one who used it.

Wow.

I spent all this money, and I listened because it was me saying, I know what you need. So that didn't work.

Why didn't people need it?

Because they didn't want it. So instead of me saying, hey, I know what you need, what I should have said is, what do you want? What do you want?

Yeah.

But it's tricky because if I ask most people what they want, they don't know what they want until you show it to them. So then I made a virtual world, because then I was like, you, know what? Screw it. People will make property tours however they want. How do I scale virtual culture? You know, if we have a company of a thousand people, a hundred thousand people, and we don't have brick and mortar offices, it's not like they're in warehouses. All of our people either work at home or they're in their cars, right? They're in other people's properties. How do I scale culture that way? How do I align us back to the passion and the purpose? How do I do that through webinars? Like, what do I do? You know what? I'm gonna build a virtual world. It's gonna be called Sirhan Universe. And we're all just gonna operate in there. Everyone's got multiple screens now. The majority of our salespeople, you know, coming out of high school, they're all on screens all day long. They got Fortnite on pause at home while they're at school. Like everyone's there, they all have avatars. And I got really excited about the idea of, 'cause I'd never seen a salesperson in a wheelchair. I'd never seen a salesperson who was a military amputee, right? And so we do a lot with vets. And I was like, that could be amazing because now you don't have, doesn't matter what you look like, how you walk, if you can walk, you can now be in sales just like anybody else, anyone who's able bodied, and we're gonna do it in this virtual world. And I'm the only one who uses it. Unbelievable. And I spent all this money. I was like, God, guys, come on, it's this whole thing. And everyone's like, dude, the last thing I wanna do is look at another screen. And that's really what it came down to. So I made both of those mistakes.

How much time did that take?

It was a year apiece.

How much money?

A lot. Spaces was a couple hundred grand. Universe was way more.

And it's shut down now.

No, it's still there. Just no one uses it because there's no utility. And so when you asked me initially before I started rambling, how do you determine what product to build? The answer for me is I don't.

Right?

It's what product does the customer need?

And they don't know.

And they don't know. And so the answers from all of our customers basically brought us to, I guess you call it a software that we just put out called Simple, that I started beta testing in January. But I had taken the people that helped me build spaces and the people who helped me build Universe, and I was like, Guys, I have another idea. And they were like, oh, dude, if you're gonna pay us, whatever.

Yeah, we'll do it.

You know what? This whole company is just Ryan, just make And so I was like, no, no, no. Let's figure out how do we make a screenless company? How do we be screenless? How do we be buttonless? Like the answer is always to add more screens or add more buttons. I'd seen all these other companies and they were like, oh, AI now, and we're gonna, here's a chat bot and this, that. And then it's just annoying and no one wants to do it. And the response from all of our customers was, We don't want to do more things. We actually want to do less things.

We don't want to download more apps and games and programs.

Exactly. And then I had this light bulb moment of, ah, so maybe it isn't about having an underlying element of tech enablement. Maybe it's about empowerment using machine learning and everything else we have at our fingertips now. And so we created Simple, which replaces work. It does work for salespeople. It's a niche, right? It's in the sales world. So for real estate agents in the United States for now, It does their work for them. It's like Instacart, but for work. So all the administrative work gets to go away, and it replaces boring work. That's nice. Everybody uses it.

That's exciting.

Everybody, the usage rate, it's like 97%.

Wow.

So instead of just Ryan, then it's 97%. We're like, oh, okay. So now we'll go hard into simple, and that people, you know, purpose, people product now, right?

Now you figured out the product that works. Yeah, yeah.

You have to stumble, you have to make mistakes, you have to have good people around you who are also willing to tell you no. Like, it's part of our interview process too. I get, I'm very, very focused on trying to find people who aren't mean, but who are not afraid to say no. Because you surround yourself with yes people because you pay their bills and you will go bankrupt because they will yes you to their next job.

Mm-.

And you got to surround yourself with people that are so passionate that they are willing to make you angry and make you upset. And, I definitely have those people.

Wow, really?

Yeah, it's, it's, you know, it's not as much, it's not as comfortable as it used to be, but the business is so much better for it.

Wow.

Because I am not always right. In fact, most of the times I'm, I'm wrong, but I, I really want to understand how we get to the why. Mm-. And so, I've been able to scale now by surrounding myself with leaders who are 100% comfortable with saying no to themselves, to other people, to me. And we just count the nos till we get to the yes. And it makes for a massive business.

Wow. One thing I want to ask you about, I want to talk about kind of the billion dollar mindset that you have and how you've built that and developed it, how people can build a million or billion dollar mindset for themselves. I want to talk about real estate a little bit, investing in real estate today. I had a prediction at the beginning of 2024. Five bold predictions of this year. I'm not sure if you remember this. I'm going to share some of the.

Quotes that you had from us. I know.

I'm going to share some of the stuff you said from this. It was an article in February called Five Bold Predictions for the Real Estate Game in 2024. I'm curious if any of those things have come true. And also your predictions for 2025. But first, before I dive into that.

Stuff, I want to ask you, how is your heart? so I went to the cardiologist yesterday. I know that's not your question, but it's funny you asked me that, because I did go to the cardiologist yesterday. I mean, it's all connected. Got an EKG, did it. I turned 40 this summer. It was just like, just want to make sure I'm good. And the guy was like, you're. You're good.

I'm like, you sure? Are you sure?

Are you sure? Why did you ask that? Why did you ask? Are you sure? I do a. I do that annual Ezra scan. So the annual body MRI, because I've known too many people now in their early 40s who are like, scroll back.

Yeah.

And then they have cancer and die. and I have too much going on to die. So I will do a preventative medicine plan instead of a reactive medicine plan. Yeah, smart. The same reason, like, you know, I work out and I eat well, it's not for me today. Actually, it is the opposite for me today. The last thing I wanna do is wake up at 4:30 and go work out. That is awful. I do it so that Ryan at 70 can look back and say, dude, thanks, man. because if you hadn't, imagine where I would be today. Right? So I'm always thinking about future me because that's, I work for that person. But so I got an annual Echocardiogram and it came back with like, hey plaque in arteries, you know, because I'm 40 now. And so went to the doctor and they came back and there was like, the calcium score was 53 of 400. So on the low side, but not zero. So then I go to a cardiologist and they're like, yeah, you're fine. It's fine.

You're fine.

I'm like, do I need an ultrasound? Do you have to open my chest? I have a lot of responsibilities right now. My heart's gotta be okay. And they're like, you,'re fine. You're gonna be okay. Wow.

How do you feel emotionally?

Emotionally, I think I don't take nearly enough time to do self checks. I spend all of my time thinking about everybody else, between our clients, our customers, our producers, our agents, our employees, that like, by the end of the day, I'm so mentally exhausted worrying about everybody else who I feel responsible for that I'm like, as long as I'm eating, breathing, and I can scroll on TikTok before bed, like I'm good, man.

Yeah, I hear you.

I'm good. I do, although I will tell you, man, I think, Something did happen to me this summer. Every age I've ever turned, nothing changes. But then when I turned 40, it's a different unlock. Yeah, it's not that I felt old. It's that I thought, okay, the next time I do this, I'm 80. So remind me again, Ryan, why I wake up every day? What am I doing all this for? why am I flying to this place and that place? And why am I so anxious about answering emails and cleaning things out? Why am I, like, what is wrong with me? And I realized in that moment in July that I'd spent the last 20 years waking up every day to feel important instead of waking up every day to feel happy. And I attached importance to happiness. The more important I am, whether I'm being, you know, we had, we were nominated for two Emmys for a reality TV show. I was able to build, you know, a billion dollar business just by selling real estate, a career that used to be a third career for most people, right? I'd expanded, I'd built from the ground up. And the importance of it all, I thought, made me happy. And then I was sitting there, and saying to myself, but wait, what really makes me happy? Is it my daughter? Is it my wife? Is it family time? Is it like, is it the work?

What is it?

Is it the work? I mean, all of them make me happy, right? Various ways. My superpower is my capacity. You know, you say consistency, I really think about capacity. And I do get very, very excited about the building and about the work. I do like work. I wouldn't be at the office all the time. I wouldn't be working all the time if I didn't really like it. I wouldn't have to. I'm fine. I do get passionate about the work and about building and about creating more tomorrow than I did today. But I don't know why. It's totally a disease. I have friends who check out at five o'clock. They drink beer. They go to baseball games. They have a coach.

They coach their kids. They hang out.

I'm like, I want that. I don't hate it at all. I literally stare at people who do that and who have those lives and I'm like, I want, how do I have that? I don't have that. It's not in my DNA. I wish it was. On a scale of 1 to 10. You see a dog, you know?

Just happy.

Dude.

Just playing.

And the dog is like, everything in my life is everything I've ever known. and I'm good. The dog just doesn't know. I'm not comparing people to dogs, but it's like, man, why do I need to do the things that I do?

On a scale of one to 10, how important do you feel right now? 10 being like, I'm extremely important in my life.

I reset the level of importance with every growth hurdle. So in 2019, before we started our company, In the world of real estate salespeople, I was a 10. And where do you go from there? You don't like rebuild a chart. That's stupid. So I took myself down to a one and said, now I'm going to go be a CEO because I did it. I did the real estate brokerage thing. I sold the most expensive properties. I did them in all the markets.

You're on TV.

You do. Yeah. So I'm going to go do it again. I'm going to leave Million Dollar Listing New York, this reality TV show that gave me a career. I have education. I'm going to go try to build my own company. and if it works, great. If it doesn't work, I guess I go back to doing what I was doing anyway. What's the worst that can happen? Unless you die or go to jail, like those are the two worst things that can happen. Anything else, you're just not taking the right swing.

Yeah. So that was five years ago.

Yeah, 2019, I made that decision. So then in 2020, September 2020, we went off on our own and we started our own thing with a couple of us in like a rented townhouse in the city with SWAT outside and windows boarded up and masks and no vaccine, you know, the whole nine yards. We're like, as long as we just go hard every day and we take it one day at a time, it's all gonna work. If I think too much about all the things, it'll never work because I'll have analysis paralysis and I'll let perfect become the enemy of good. I just need to be as good as possible. So I can get to great, you know, and I can go from good to great.

Yeah. Wow. So how do you feel then on the scale of importance right now?

Mm-mm. So that in 2020 I was at one.

Yeah, yeah.

I guess I'm like, I'm feeling...

I mean, you had the number one show on Netflix.

Yeah, that was number one. I feel like a four right now.

A four out of ten in importance.

Of importance, for what I'm trying to do.

CEO, what would a 10 look like for you of importance?

I think if I've able to build, if I've been able to build from scratch, the new definition of real estate brokerage, okay, on a global scale, which is really what we're doing, plus really use simple to redefine sales workflow automations for all sales people, not just real estate agents. Then I'll come back and do this podcast and say, 10. It's gonna take me a minute though.

Mom, what do you think, what do you think on a scale of one to 10 of importance you are for your daughter?

Solid eight. Yeah, I think Bluey's nine. I think Toy Story right now is a phase. I think that's a hard 10. The Bunny, her mom, my wife is definitely up there. She's a 10. Yeah, yeah, my mother-in-law lives with us. Oh, yeah. My sister-in-law lives with us. Her husband lives with us. We have one big Greek household and then there's me. That's amazing. Yeah, I come home and I'm like, how's everyone doing? Everyone doing good?

That's fun, man.

I'm there though. I'm like the guy, you know, I'm the dad. That's good, man.

And so you talked about, you know, your whole life you were trying to be important. Do you feel happy?

I feel happier today than I definitely did for a good period of time.

Scale one to 10 happiness, where are you? 10 is like the ultimate level of joy every day.

I think very rarely do I feel a 10. And I almost do it on purpose. If I say 10 all the time, it's like, we rate meetings. People rate meetings at nines or tens.

And we're like, that was not a perfect meeting.

Don't understand. That's insane. This was a seven, right? We always have to grow somehow. But I also don't want to be like, some stubborn asshole. I don't know, on a scale of happiness today, I think I'm like a solid six and a half.

Yeah.

Yeah, there's good things, there's bad things, but that's every decision you make. Like every day you wake up, there's gonna be good and bad. Yeah. You know, as long as you're moving forward.

Sure.

Every pivot you're gonna have is gonna have positive and negative. And something I also realized was I used to think things that were in my way were obstacles. And then I realized that, no wait, what stands in the way becomes the way. And it's no longer an obstacle, right? It's just a big question mark. I just have to figure out how to answer that question. And then there's this amazing path ahead of me that used to be in the way, and now it just is the way. And that's been helpful. Like Netflix, right? Like Netflix for me when I was on Bravo was, and then Selling Sunset came out and, How did that make.

You feel when all these big real estate shows were on Netflix and you weren't on there yet?

Plus and minus, like it was still streaming, I don't know. But there's a new generation of people who watch TV now, and so and their numbers are wild. Netflix is the largest global distribution network on planet Earth. Forget media. Netflix can put one thing out and 270 million people are alerted. Like you can't, you know, it just doesn't, it's wild to think about. And so, you know, I was doing Bravo and there's all these new things happening and real estate shows everywhere and ours was great. I'm like, oh, there's this thing that's kind of like in the way from me being successful, what I'm doing right now. So I can either hunker down and just tell myself what we're doing is the best. I'm going to stay doing this thing or Maybe what's Dan's in the way becomes the way. You know what? Start own company. Million Dollar Listing has been awesome, but it doesn't make sense for me now that I have my own company. So let's sunset. Oh, we did that in 2021 and it went off air in 2022. We did all our spin-off shows, all that. Now I'm gonna go pitch streamers with a new idea.

Really?

Yeah. And- Was it challenging at first? It was challenging because the market's so saturated, even for me. It's just saturated, man. There's so much stuff. And you also have to make the determination. You could have a great YouTube show and more people could watch it. You don't have to do-- you- have.

To wait six months to a year for it to come out.

Exactly. So we created a format called House of Serhant. So you've seen our clubhouse in Soho. So we have clubhouses everywhere instead of offices. They're fun, they're content houses. There's no desks. Okay, so we called it House of Sir Hans and it was about kind of the building of a company in New York. And then we started pitching it to HBO, Peacock, Amazon Prime, Hulu, Netflix, something else I can't remember, and went through and it was, I mean, it was interesting. It obviously worked. And so we went with Netflix because they're just great partners and have the biggest network. Distribution, yeah. And so, you know, we ended up going with them, and then we changed the title to owning Manhattan because apparently in, like, Sri Lanka, no one knows what a sir hand is. And so, like, it's about the thumbnail, you know, even for them, it's the thumbnail and the title. And so owning Manhattan, people would understand. And then it took two years, man. That was 2020. Really? 2022. Filming or producing? 2022. It was one full year of. Of producing, pre-production casting, the pitching, all that stuff. Before you started filming.

Oh, yeah, man.

One year and then a whole year of filming, 2023. So much work. It's so much work. And it may not work. You may not work. It may not work. It may not work. Especially on streaming. Oh my God. Because when I did, I did a show that people didn't watch called Sell It Like Sirhan, okay? People watched it. Just not as many as like million dollar listing. So Sell It Like Sirhan was a passion project of mine. But even though it wasn't like a ratings juggernaut, it spawned the book, it spawned the education business, it spawned a speaking tour, all these things that still exist today and are huge parts of our business. but it was cable. And so no matter what, for like 12 weeks, Sell Like Serhant is in your TV guide, it's there, there are commercials for three months no matter what, and then reruns and everything, streaming, you get 48 hours for the algorithm to decide, do viewers agree with this content or are we going to drop it? And they will drop it fast because the minute you click on something that everybody else has said meant to, you might then go to Hulu. You might look at your phone. So how do you keep people from looking at their phone?

Wow. Right?

You have to give them hooks and cliffhangers. It's no longer arcs and storylines. It's hooks and cliffhangers. Hooks and cliffhangers. It's bite-sized content in long-form media. And so, yeah, so there was a year of filming with Netflix, and then the show came out in June and worked, thank God.

So it's been a few months since it came out. what was the response like for you? What did you see, whether it be online, you know, in the streets, in your business, with having a massive Netflix hit?

Oh, I mean, my life changed overnight, man.

Really? Yes.

Yeah. Like, I. Before Netflix, I used to tell people, like, you know, I had my life, then million dollar listing happened. Like, that was always in all these talks and podcasts I'd say, yeah. And then million dollar listing happened. and then things changed, right? I was able to, not just that people recognize me, but they would know me as the real estate guy. And that was helpful for business. I sell real estate. I don't sell toasters. And so it would also help me open doors. We always say, like, opportunity knocks on both sides. And so you gotta go knock, and then the door would open. And now I say, until Netflix happened, it was just, It is been wild. Like, I've never seen between like follower and subscriber growth. It was like 1.3 million, like that month, and just organic.

1.3 million new subscribers. Yeah, that was on what, like Instagram or YouTube or everywhere?

Yeah, Instagram, TikTok, everywhere.

Just all grew.

Just 'cause the whole world was just told about a new world, you know? And so it was translated into every language. It's insane. There are people outside my office right now. I mean, they're all day long, all night. It's insane. Just wanted to get a glimpse of what's happening or. Yeah, they come to the building, they wait for me, they take photos with me, they wait outside my house. They're everywhere. So far, I mean, knock on wood, but so far everyone's been super nice and just very, very like very excited. It's been wild for business. Wow. For recruiting.

Really?

Yeah, man.

We, it's, it's changed your life. Yeah, completely. But you already had a massive business. You already had a big social media following. You've got, you know, 15 year track record of success. You've been on TV. for years. Yeah. But this changed it even more in the last few months.

Yeah.

Really? Yeah.

I can't even. So it was worth the two years.

Of waiting and filming and pre-production like, was it worth that wait, I guess? Yeah. You are only as good as your last deal. Yeah.

That's what I tell sales people. You're only as good as your 1099 and you're only as good as your last deal. I don't care what you're working on right now. You're only as good as the last deal you did. So if I did a TV show, that's amazing. It was great. What did you do with it? How did you make it work for you? Because you're only as good as that show that used to be on the air.

Yeah, five, seven years ago or so.

Yeah. So you have to be constantly moving and constantly iterating, and it's also exhausting. But for me, it's also fun to think about new things. And on the new show, I'm an executive producer. I have a significant amount of control compared to Million Dollar Listing where I was just talent.

Even on season one, you were an executive producer?

I was a producer on season one.

But they can't do the show without me.

It's about me. Right, right, right. So you're-- Season two, we just started filming season two. We got picked up for season two. We just started, and it's-- Congrats. So far. I'm sorry you announced that. Yeah. Yeah, it's-- and so I'm an executive producer now, and every day I show up, I'm like, hey, EP energy. Yeah, yeah, yeah. So this is what we're gonna do, okay? But we get to have-- Netflix allows us to have fun. Cable TV, you turn on ESPN, you know what you're gonna get. You don't know if it's gonna be Sports Center or something else. You know what it's gonna look like, and then we're talking about sports. Netflix, you turn it on and you actually are looking for something you haven't seen before. Maybe you have like an itch because.

You like true crime or documentaries.

Exactly. But you're not gonna watch something you've seen before. That's actually one of the problems. It's like, yeah, I kind of saw that movie already. They need new people. Yeah, yeah. So how do you scratch that itch of newness? So Netflix is super open to, like, if anyone's watched Only Manhattan, it is not a normal reality TV show. It is like a docu-series taking place in a workplace with real estate as kind of the skeleton with a narrator. Like, I narrate the show as a real estate show with voiceover.

So cool.

You know, a lot of the reviews when they came out were like, this is awesome because I didn't know that I wanted to watch this. And so you asked me about feedback. Like, we did Million Dollar Listing for 10 years, two Emmy nominations, I did four spin-off shows.

Crazy, man. Right?

I'd never been in Vogue. I'd never been in Time magazine. The level of, of, I think, awareness that Netflix brought to our business. It is a content to community to commerce engine. And then it just fuels everything else. And for our agents, they're excited about it. It's actually been more beneficial for our company outside of Manhattan. Really? Because in Manhattan, it's like a given.

Everyone knows you guys.

And no one cares. North Carolina, South Carolina, so that they can have a piece of what we're working on. is really, really, really exciting. The owners there, the buyers there, the sellers there. And we have a wait list for agents to join our company in every single state, right? And in 45 countries at this point. So it's just bandwidth. It's just like bandwidth and quality because it would kill us. We would die. But hopefully it was simple. We'll be able to do it much simpler.

It's pretty amazing because as I just hear you talk about your experiences and everything you've done, you said 10 10 seasons with Million Dollar Listing. Is that what you said? Four spin-off shows. I know when you first came to New York, you were, you know, trying to become an actor. Yeah.

I can't remember as a hand model or an actor.

I was a hand model. Hand model acting. Yes, yes. Hand model acting. And it's almost like the last 15 plus years, like all the things that didn't work out or did work out, they've all come together in this culmination with Netflix where you're, I mean, they need you so much to be an executive producer because of the knowledge you have from 10, 14 shows you've done already, like in reality TV with social media blending it together. You can't find a TV executive that has the wisdom that you have in terms of like how to do this as a creative, telling the hooks, understanding short form, long form. It's pretty fascinating that they got you and it's amazing that it worked out. I'm so happy for you, man. You deserve it. So I'm glad they picked it up for season three. Yeah, you're great. I wanna ask you a little bit about real estate. But this has been fascinating. Before I dive into the real estate stuff, I'm sure you've already analyzed yourself. I'm guessing you've already analyzed yourself psychologically from your childhood about the need for importance. I'm assuming you have or you've reflected back or you and your wife have maybe been like, okay, what makes you so driven? Why are you so driven to like excel and achieve constantly? and needing more and more and more. Was there a feeling or an energy when you were younger where you just didn't feel important, that you didn't feel seen or you didn't feel accepted? Because that's something I felt most of my childhood. But was there like a defining moments for you where you felt like, I'm not important. I want to be important.

So I come from a big family, right? So there's three sisters, two brothers, and.

I think you're the youngest.

Second youngest. I think I spent a long time trying to figure out what my thing was. And I think most people do. I don't know, what should I do? There's optionality now. It's not the way it used to be. We're so thankful that it's not 1950 anymore. But at the same time, 1950 was simpler. Like you had your options.

You know what you're going to do.

You know what you're going to do, you know, for the most part. Today there's just mass optionality and it's scary. You know, it's like going to a restaurant with a 50-page menu. Like, I came for steak, but now I don't know. I don't know. What should I do? Should I do that? Oh, you have a Mediterranean menu. What do I do? Should I travel? I don't know. And so I tried every single sport. You know, I took every class. I was as well-rounded as you could imagine because I just didn't know. And I wasn't great at anything. Like, there wasn't one thing I was, like, great at. Even acting, I think I was, good. It was good.

I mean, you had good hands, you know?

I had good hands. Yeah, yeah, yeah. I was good, but it wasn't great. And I. I think that I, like, subconsciously told myself, one day I'm gonna figure out what my thing is. And once I do, everybody better watch the out, because I am going to go so hard. I don't know what it's gonna be. I might be a garbage man. I might. I might be an artist. I might be a poet. I don't know. I don't know. But once I figure it out, I spent my whole life trying to figure out what I want. Once I figure out what I want and what I'm great at, I will never, ever, ever let it go. So to the consistency and to the capacity, the minute I, as an accident, got my real estate license because I needed to pay my rent, I didn't want to bartend or wait tables or do any of that. I got my license. Lehman Brothers files for bankruptcy. The whole real estate world files out.

2008, right?

2008. I didn't have a job. I mean, I didn't have any money. So I was like, I guess this is just hard. And so once it clicked and I just started doing it, it's like, I'm gonna do this every day. It's just volume for me. I'm not gonna take this personally. I tried acting. Acting is personal. You get rejected to your face because of your face. So I am going to just go hard all day, every day. I'm not gonna be the most connected. I'm not gonna be the best looking. But something no one can take away from me is how hard I'm gonna work. I'm gonna wake up earlier, I'm gonna go to bed later. And I don't care what anyone else says, modern day gurus about how the grind is dead, it doesn't matter. That's great when you have money. When you're rich, you can talk all day long about work-life balance. When you are trying to figure out how you're gonna pay rent and pay your groceries, your work-life balance, you have to just grind. And you gotta take it one day at a time and know you're working harder today than you did yesterday. And that hard work What ends up happening is you work so hard, you make luck easy to find. So then lucky things start to happen. You get that first big deal that pays your rent for a year. And I remember depositing that check for like 24 grand. Crazy feeling, right? Yeah, at the Chase Bank in Tribeca. And then I was like, Great, what's the next one? And then you do that next big one. And then you get two years ahead, four years ahead. And then you go to the open casting call for Million Dollar Listing New York. and then that happens. I'm like, All right, I'm going to keep working even harder because the harder I work, I make luck even easier to find me. And then you just start building and building and building, and it's that never letting go thing. I said, Sell it like Serhan, as a TV show we did for Bravo in 2016-17. That was my, I want to say 30th It might have been more pitch to Bravo. And I think they agreed to it because they were sick of me. I think they were like, Guys, if we don't at least give Ryan one thing, he's gonna pitch us on the next real estate doctor, the next apprentice but for real estate show. And I had all of them. I pitched all of them. They didn't accept any of them, rightly so. I will just never give up. and I will come to you until you buy or you die. Across the board. Buy or die. Yeah, that's it. I like that. There's no choice.

You had this article out earlier this year called the Five Bull Predictions for the Real Estate Game in 2024. I'm not even sure if you remember this, but you said, I'm gonna quote you, 2024 is shaping up to be a real estate game changer. A high stakes presidential election looms. Interest rates are finally falling. Home prices continue to rise. There's trillions in cash on the sidelines and penned up demand for property purchases is explosive. We stand at the intersection of opportunity and challenge, a position that demands careful consideration for those navigating the path of buying or selling property this year. As we face these pressures, the question remains, what happens next? And I'm curious, what has happened so far as we get close to finishing out 2024? where the predictions that you had the beginning of the year coming true. And we have no clue what's going to happen at the end of this year. But what do you think is going to happen in real estate in 2025?

I'd say the one prediction that I made that has not come true is I thought we would see more home absorption this year than we saw in 2023. I was pretty convinced, like most of.

Them, more people buying up homes.

Correct.

Like investors 2023.

Just the United States, not globally. 2023 saw the fewest home sales in 30 years, just about 4 million.

Is that because interest rates were so high?

Interest rates were too high. So 90% of people who have mortgages in the United States have them under 5%. So when rates went to 8%, no one was refinancing. No one would sell. I can't afford to sell. Buyers all said, what am I supposed to do? My monthly costs now just shot through the roof. It was so abrupt and so sudden for good reason, I think, that the housing market just basically came to a standstill. And across the country, you had no inventory or short. I mean, what pundits will say is we're short about 4 million homes. I think we're actually short something like 6 million homes. And so what do you do? And so I assumed that coming into 2024, what goes down must go up, what goes up must go down. So we can't have a worse year. Turns out, looks like 2024 is going to see even fewer home sales than last year because it took the Fed nine months to start adjusting rates instead of 3 to 6 months. A lot of people were calling for Fed cuts in Q1 and then it was Q2, then it came in September. But the market had already baked in the cuts. Mortgage rates haven't truly, truly seen any major effect, but they are at 20-month lows right now, which is nice when you say it that way, but they're still at 10-year highs. It is just a mindset shift. We need mortgage rates to get down healthily into the fives, which will enable people to buy down points into the fours. If you can get a loan with a four handle in front of it, then the market will start being far more liquid and will move because you've got to give incentive to people who are in these damn homes to move. And you've got to give incentive to developers at these rates to create more housing inventory. It's just too expensive to build. And so all of that has created this stagnation effect in 2024, where I think last year we had 4.1 million homes. sold in the United States this year will probably be sub four.

Wow.

Which means that in 2025, could it get less? Sure, but I think there are so many economic indicators right now that are pointing towards even lower rates, greater economic stability, totally non-dependent on who wins the election. If you look the last nine of the 11 presidential elections we've had, the housing market has actually increased. Absorption has increased and pricing has increased nine out of the last 11 times, which is like 1982. The only two times it hasn't, 2008 Lehman Brothers in 2020, right? COVID. So it's been like these huge, huge, huge moments. I think that what we'll see in 2025 is you're gonna see rapid absorption of current stock. You're going to see greater listing inventory than we've seen in the last three years. You're going to see even more Gen Z purchasers purchasing with 80 boomer dollars. Really? Of all the Gen Z right now in the United States is outpacing millennials in home buying.

Wow.

But seven why is that? Because 75% of the deals that Gen Z is doing are financed by their parents. Because the greatest money making generation we've ever seen are still the baby boomers. And they're also the greatest saving generation because they came out of parents from the Depression. Like my dad, his dad had polio. No one knows what polio is anymore, right? You have to Google it and it's in black and white.

Right, right, right.

So like that guy, my dad would save, like he would, He would do that for $5. Every penny. Yeah, yeah, yeah. You know, it is insane to me. He paid me a penny a stick growing up to pick up sticks. And I understand why, and I'm sure I will have those tendencies with my own daughter. You know, I'm like, Hey, save up Wi-Fi bandwidth. Yeah, yeah, yeah. What if the Wi-Fi goes down? And she's gonna be like, Dad, it's in my brain now. There's no Wi-Fi anymore.

It's just hi-Fi. Dammit, kids these days. That's gonna be me. Wow. So parents are giving their kids money to buy Wi-Fi.

So much money.

Why would they give them money to buy homes? Are they putting their names on it? They're just saying, hey, this is.

Because the alternative is you pay your kids rent or your kid lives with you. So you know what? Yeah, I'm making an investment. You go pay the carrying costs is what most parents are doing. You cover the common charges, the HOA fees, the real estate taxes. It's gonna be my apartment. I'm gonna own it, and we'll see what happens. And there is. that's happening everywhere. Really? Everywhere.

But the parents are still owning it.

Correct.

They're not just saying, hey, just here's a million dollars or half a million dollars.

Go buy a home and it's yours. No, because it's gift transfer. It's gift tax.

Interesting.

So you've got to go.

So the parent, you can go buy a house, you know, and your kid can use it. That's really what it is. Wow.

Yeah. That's fascinating, man. How has this impacted you guys in terms of selling homes?

Market?

Dude, I'm dressed like a baby boomer right now. I've got a brown jacket on.

I've got like a tan shirt.

I've got closed-toed shoes. I'm all about those baby boomers. Let's go find- the little Sally.

How's this impacted you guys in 2024? It seems like you guys are crushing it, though. You know, less homes are being sold or less, you know, buildings are being sold.

We're crushing it in part because we are, we're expanding so quickly in other states. Yeah, two ways companies can grow. Okay, you grow through growth, right? Or you grow through cost cutting. so in 2022 and 23, especially in tech, you saw a lot of companies improving their numbers because they were just cutting the bottom line and they were firing everybody, reducing costs everywhere. Hey, no offices, no problem, no overhead. And then their numbers look great, right? You're just trying to improve margins or you expand fast. Like we I crossed my entire 2023 revenue I crossed in like June 5th or something this year because we're also just growing so quickly and all the work we did last year pays out this year. you know, and in sales, you know, it's not like e-commerce where, you know, I'm two quarters ahead. Yeah. But we're also the work we put in right now, we're not going to see results from those sales people doing deals and all that stuff happening until next year. So we're always like a year ahead. So what we're experiencing right now in our numbers and our sales is to the benefit of all the work that we actually did when we were hunkering down at this time last year. And this time last year was brutal. We were like, are there? What are we gonna do? Like rates are high, the market is really, really tough. People are being let go left and right. We have to go to war. We gotta put our brave heart face paint on, right? And they cannot take our freedom. It's just like we are going out to battle and we've gotta operate with a startup mindset no matter how big we are every single day. And that's gotta be a part of our purpose to the beginning of our convo.

Wow. What about people who wanna invest in real estate? if they're thinking of investing in anything in 2025, should they put their money in real estate? Is it too expensive to buy right now or in 2025? Should they be saving their cash? Should they be investing more in themselves? Should they be investing in stocks? Where do you think people should invest in in terms of real estate?

I'm super biased. I think real estate is one of the safer investments you can make, as long as it's not short term. You know, I don't like giving people short term real estate advice unless it's fix and flip. There's tons of fixes and flips you can do. There's a lot in Florida, you know, unfortunately it is what it is. Like anytime there is natural disasters, you see investors come down and what they're really doing is are they taking advantage of a bad situation? 100%. Are they providing immediate liquidity for maybe a lot of people who didn't have home insurance? 100%. So you can look at it from both sides of the coin, right?

You don't do any fix and flip yourself as an investor, right?

Not in it's because we're mostly in our, like, you know, we're in luxury markets and. Do you do any investing in real estate yourself? Yeah, we have real estate investments. I invest in companies mostly. So real estate adjacent companies, tech companies, consumer product companies.

You don't own for me. You don't own a lot of real estate that you're managing because you don't.

Want to manage real estate. Yeah, not really.

You know what?

Because it's all I do all day long. Like, it's literally all I do. I feel like if I was doing something else, like most of my clients do, owning real estate ends up becoming fun.

Yeah.

For me, I buy and sell real estate for clients all day, every day. It's kind of the last thing I want to do is let's go do more real estate.

Right.

You know, personally, that's where I get excited in education and media and the TV shows and and people and different types of companies. Like I'm an investor in blank street coffee. Why? Because it's a coffee company and that's awesome. and they have cool tech and they can open up stores faster than Starbucks. And it's like, that's crazy. You know, like, we do weird things that way that enable my brain to start. I feel like there's a part of my brain that gets to work at that, you know, when I, when I think about companies like that, they're like, oh, we're here, we're here, we're here. It's like the kid in the back of the room, you know, who gets.

To raise his hand. He's like, oh, I know that one. It's important to light all the fires. Do you work with a lot of successful real estate investors who are, like, buying up either just single family homes or apartment buildings or commercial real estate. What are they talking about? What are they telling you about how they're, what they're looking for to invest in that you're selling them?

I mean, for the last two years, it's just been a, been about blood in the water, right? It's using interest rate pressure on existing portfolios to, to help bail people out and get market rate discounts. So, you know, you can get, you know, buy things at 20, 30, 40, 50 off because somebody's got a you know, has a 3% note that is ballooning to 7.5% by November 1st. And that's where you see a lot of resets. We do a lot of office to residential conversion right now, as you see.

In a lot of our urban markets. Yeah.

So the whole building, office building converted into apartments. Yeah, being sold. Something that used to have a markup of, let's say, $700 million sells today for 100 million bucks because the basis on residential is short term, right? Especially if you're going to create condos out of it. you know, it's one time and then the condo developer has to pay income tax. That's how the government looks at it. So there's a lot of unique opportunities out there, but there's always opportunities. Everything's a potential opportunity. It just depends on where you want to be, what your capital requirements are, what your debt structure is going to be like. You know, there's a lot of people buying up real estate at what I think are terrible multiples right now with awful cap rates, but they have a much, much, much longer term view and they want to own market share. And so that's interesting to me to go out and you can actually overbid against institutional players who are trying to underbid because they have certain hurdles they have to hit. And you can now just go grab that market share and you get to say you have 1,000 units in 2030. And at the rate at which rents are increasing, at the rate at which even inflation at 3% is increasing, by 2030, you'll be good as long as you can protect cash flows. And that's where people get hurt.

Speaking of 2030, there's supposed to be this whole 2030 agenda where people will own nothing and be happy. I don't know if you've seen- oh.

My God, I have a billionaire right now.

That's so funny. Have you seen this, the 2030 agenda.

Where it's like you'll own nothing, you'll be happy. Yeah, yeah, yeah. Everyone wants to be like Elon Musk. That's all. But I do have a billionaire right now who's like, I want to own less things. Like, great. How can I help you? Let me sell that.

Yeah. Just all my.

So my houses in. Where are they? Montana, Texas, New York and Florida. I just want to sell everything. Like, should you consult your wife before? Are you currently drinking? Are you currently under the influence of anything? You know? No, you just decide to sell. So we put everything on the market. Really? Yeah. It's like 270 million dollars worth of personal property and just houses and pied-a-terres and things. Like, yeah, I don't care anymore. Just sell it all. Okay, great. And we will. And we'll sell it.

I think- why do you think that.

Is for that building? I think it's a phase. Really?

I think it's a phase. How old- how old- what's the age.

Range of this person?

He's 60s.

Yeah.

He's 60s. But it's also a lot of stress.

To manage all those things.

Yeah, he can afford it. Like why have all these properties if you're not in them ever?

Yeah. You know, if you use them- say cool hotels. Yeah. Here's what's gonna happen. Everyone's going to go through that phase. And then in a couple of years, everyone's going to say, meh, I want to just keep my clothes in one spot. So at the same time, I have that guy selling off just under $300 million worth of personal property because he wants to own no things. I then have another billionaire who is, I don't know where he's based, I think Puerto Rico, via Florida, who's now saying, I no longer want to have a hotel room in LA and in New York City. So Just give me the two best properties all in plus closing costs. I don't want to spend more than $18 million. So just go figure that out for me. And so we're doing that right now, like two day actually.

Wow. What.

This podcast has covered a lot, by the way.

It's great. Yeah, yeah. What about the, I mean, how many, you work with a lot of billionaires because you have a massive luxury real estate industry that you're in. What would you say are the common themes of the billionaires you work with on how they think differently than normal people without a billion dollars?

I'd say there's two types of billionaires. There's earned wealth and then there's inherited and there's inherited wealth. Inherited wealth is far more afraid of it than the earned.

Losing it or afraid of having it both?

Every trust fund kid I've worked with, anyone who's stepped into a significant amount of money, they know inherently that it's not theirs and that they didn't earn it. And there's a fear of the money. It's wild. You would think that someone who's broke, poor, like myself in 2008, can't afford groceries. I was also scared of money, but I knew if I had it, I would not be scared. I would use it and I would figure it out and it's going to be a tool. No one's crying tears for billionaires, but there is that inherited wealth dilemma, which is then, that's the Malcolm McDowell bell curve. The person who earns it takes the family up. The person who inherits it takes the family down every time. The earned billionaires and billionaire class, their number one asset isn't their money, it's their time. Down to, you know, we negotiate nine-figure deals just by text or by signal. A lot of them use signal. Really? Yeah, that app signal. Just texting.

Just texting.

They don't have time.

You want this, here's a photo.

It can also be screenshotted. So like you gotta be careful, it's all in writing. It's all there, right? But they don't have time. They'll get on a phone to do a gut check, but for the most part, this is the price.

It's just a fact. 'Cause they'll probably spend their time researching who they trust the most, who's gonna.

Get the best deal for them.

And they're the best analysts. And once they make the decision, okay.

You'Re my guy, I trust you, find me three options, I'll choose the final one. Exactly. They also do other things, like, I've talked about this before, but the majority of the billionaires I know, when we go to dinner, let's say, you don't go to bad restaurants, you don't go to good ones. And what's the point of looking at a menu at a good or great restaurant? Tell the waiter, if you have any allergies, tell us to bring your best. Surprise me. It's a far better use of my time for the hour, hour and a half we have here at dinner for you and I to talk than for me to sit here and say, what's the halibut like? It tastes like halibut, man. What's the question? What is that? It's a waste of their energy. So now I've been in the situation where I'll pick up the menu and looking at it and I'll just see them looking at me and I'm like, oh, okay.

Yeah, whatever he's having. Yeah, yeah.

Hey, yeah, exactly. You should bring me. Yeah, bring me whatever. Is the duck alive? No, it's not alive.

Okay, great. Perfect. Perfect.

Where are we eating right now?

How do they. So they think about their time.

Yeah.

What other habits do billionaires have that have helped you level up your life and your business just by being around them?

They think about things at 100 X. It's not 10x anymore. It's not 2x, it's not 3x, it's 100x. How is everybody your partner? What's that collaboration? What can I build to scale 100 times? And that's had a huge influence, one, how I manage my time, right? But also that's had a huge influence on me building a business, right? Was, okay, how do I build a business that I can scale to 100? Whatever that means. Why go small? Why take a small swing? Why not just take a big swing? My life was fine as a real estate agent. I'm going to start my own company. I'll start four. And then I did all these TV shows. Let's do a bigger one and let's get to a valuation as an enterprise where we really swing for that $10 billion multiple. Why not? Why not? And I don't know how I'm going to do it right now. But I'm getting there, and we will figure it out, because I will be as consistent as possible until you buy or die. It's just you won't let go. And that is like they are relentless in their capacity and their consistency. And they're risk taking. They're far bigger risk takers than I am, that's for sure. It's scary to risk money.

It's a lot, man.

But it's, you know, life is a gamble. So what's money? Yeah.

You talk about, I got a couple of final questions for you before I get you out of here. But you've talked about, you said you work for your future self, your seven year old self. You're working for him.

Yeah.

When you mentioned that, that's something I think about a lot is my future self. What would my future self want the decisions I'm making today to be for him? Yep. You know, what am I doing that's going to make him proud? Just kind of like you said, it's something I think about a lot of What is the advice your seven-year-old self needs to give you right now in your life that will really make him happy? Something that you're not doing yet. Because you're doing the hard work, you're getting up at 4:00 AM, you're grinding, you're in great shape, you got a six-pack, you're eating the right things, you're building the business, you're taking risks. You're there for your family. But what does your seven-year-old self really need to tell you that you need.

To listen to today? I think it's a couple things. It was the thing I woke up with on my 40th birthday. which was, you're no longer waking up to be important anymore. You're now waking up to be happy. And what does that mean? Maybe it means to be important. Maybe it doesn't. But you have to ask yourself that question every day. Two, I think my 70-year-old self is telling me to remember, right? You're never gonna remember your tasks. You will only remember your adventures. And as much time as I spend on email and in meetings and commuting. I'm never going to sit there when I'm 70 and remember that email. No matter how much importance there is today, it will mean nothing to me in 30 years. But I will remember the adventures, right? I will remember the stories. And I think the third thing he would say is there is nothing without being present. Like there is just that opportunity to be present, especially, you know, as Zena, my daughter's like five and, you know, I spend all my time at work and how do you balance that? You know, you have family, you have obligations, you have responsibility. Where do you find the synergy? Where do you make a difference? And where can you be as present as possible? And just look, other humans, in the eye and make sure, and I kind of like this, make sure that I don't spend my entire life just being a human doing, but being a human being.

Yeah, that's beautiful, man. How can we support you right now? You've got so much going on, your business, the Netflix show, you've got books, you've got a course, all these different things. But how can we support you? What can people do to be of service for you?

Oh, you know, just be my friends. See me on the street, say hi. I mean, we do a lot. If you're looking to buy, rent, sell or develop real estate, you can find us at sirhand.com. if you want some fun entertainment, you can go watch the first season of owning Manhattan, which is now on Netflix. You can follow us on any of our socials, Ryan sirhand or sirhand. If you're in real estate or in sales or part of an Enterprise sales team, you can go to dot.com. I think it's the best next-gen sales training for sales people and sales teams. And other than that, man, just live a life worth living.

That's good, man.

Yeah.

Two final questions. I think I asked you this before, but I'm curious. You gave advice from your seven-year-old self to your current self just now. But if you could go to, hypothetically, the last day, you get to live as long as you want, but then it's the last day on Earth.

Yeah.

However old that is for you.

Yeah.

And you've accomplished all your dreams. You've accomplished everything. You take the risks, the shots, it all works out. You see your family grow. Everything you want to do, it happens. But on the final day, you have to take everything you've ever created with you. So all the content, this interview, your TV shows, the books, the programs, like it's all gone or it goes with you or it's gone. Yeah. And no one has access to the content you've created. in your existence here. And you've made a lot of content, right? But on the last day, you get to leave behind three lessons. And this is all we would have to remember, Ryan, by what would be those three lessons? I call it three truths. What would be that for you?

Well, number one is take care of the work. The work takes care of you. Number two is you are the people you keep. Like, spend a lot of your time with other people. Make sure you're with the people you want to be like.

Yeah.

Right. And then number three would just have to be like living a life that's actually fun. Right. Just be fun. Yeah. Otherwise it's just not worth it. Yeah.

That's beautiful, man. I want to acknowledge you, Ryan. I've got one final question, but I want to acknowledge you for the journey you've been on. It's again, it's been fun to watch your journey from the sidelines and we're connected only just I know it's only just beginning, but it's been fun to see you reflect on it also with all the big successes you've had, the failures, the struggles, opportunities, everything. It's fun to see you reflect on it right now. And I'm excited to see, you know, next five to 10 years where you're going to be at and the impact you're making. And I think what you do is you show up with a lot of joy, a lot of passion, and you want to serve people. Obviously, you want to make sales and you're constantly selling it, but you want to serve people as well. And not a lot of people can bring that passion and joy to what they do every single day. And I know you're not perfect, but you bring a lot of energy and I think the world needs positive energy in whatever industry people are in. And it's something that could get tiring for people like selling real estate could be boring after a while. You bring a level of excitement and joy and passion that most people aren't willing to do. So I acknowledge you for that. And I acknowledge you for being reflective. You know, it's not easy to reflect on these things. but I think it's important for people to see the human side of you beyond just the success side of you. And I hope that you know that you are important, whether you sell $1,000,000,000 of real estate or not, because you have a beautiful family, you've got a daughter that cares about you, and you're making a difference in their lives. So I hope you know whether you are successful beyond where you're at now or not, you are important, and I hope you feel loved and happy in the journey, no matter what the results are, because you deserve it.

I don't know what just happened, but thank you. It was very nice.

You're welcome, man.

Thanks.

My final question is, what's your definition of greatness?

My definition of greatness is not self-reflective. I would ask, you know, everybody else, you know, like, I only think I'm great if everybody else kind of affirms the greatness. All right. So I think it would have to be attached to the, the public affirmation, you know, because I don't think anyone's great in a bubble or a vacuum. I think great is a definition that's attached to a lot of other really good things and okay things and bad things and terrible things. And so I look at greatness through the eyes of every single person I've ever interacted with or come catchway throughout your entire fall or subscribe to me. And that's a weird answer, but I'm gonna leave it at that.

There you go. My bad, Ryan.

Appreciate you, brother.

Thanks. I hope you enjoyed today's episode and it inspired you on your journey towards greatness. Make sure to check out the show notes in the description for a full rundown of today's episode with all the important links. And if you want weekly exclusive bonus episodes with me, personally, as well as ad free listening, then make sure to subscribe to our Greatness Plus channel exclusively on Apple Podcasts. Share this with a friend on social media and leave us a review on Apple Podcasts as well. Let me know what you enjoyed about this episode in that review. I really love hearing feedback from you and it helps us figure out how we can support and serve you moving forward. And I want to remind you, if no one has told you lately that you are you are loved, you are worthy, and you matter. And now it's time to go out there and do something great.