Million dollar tips: How to ‘sell’ it like Serhant


Selling savant and real-estate mogul, Ryan Serhant stopped in Nashville for a book-signing, but also for an interview with our Nikki Burdine.

He dished out advice for those wanting to get into real estate, but also sales in general. 

 “Sell it Like Serhant” just came out, and I’m super excited. I’m bouncing all over the country, spreading the sales love,” said Serhant.

“It’s a book I’ve been working on for about 10 years. It’s my first book. It’s everything that I’ve ever learned about selling. I started in NYC in 2008 the day Lehman Bros filed for bankruptcy, I came right from Colorado, my nice clothes were khaki pants and cowboy boots and I was completely a fish out of water in NYC, looking up at these buildings. I had my back up against the wall. I had no money. I had to teach myself how to sell real estate in a city full of all these little clicks and everyone who does things just with their friends. And I, as an outsider, had to figure it out. How I did that, and how I learned how to sell, how I learned how to put deals together how I learned how to negotiate, work with buyers and sellers and not just real estate but selling anything. Selling cars, selling insurance, I put it into this book. It’s anything you want to know about selling and putting into a sales career is in there.” 

Serhant said his book applies to the “every man,” not just those selling real estate.

“Because there is no book that teaches you how to have a sales career. It’s not also just for people who want to have a career, but if you are in school and you want to have a side hustle selling things on EBay, this is a book for you. If you are in student debt and you want to figure out how to get out of it, and you’ve got something you can sell, like you’ve got stuff in your parents basement or something, this is the book for you, because it will teach you the mechanics of how to get to that next step, which a lot of people I talk to just don’t know. Kind of like myself, standing in New York, like alright, I want to be a real estate broker, what do I do now? Where do I meet people? How do I even talk to them? What do I say when they say they don’t want what I’m selling? What do you do? That’s what I wanted to help people with.”

There is one thing, Serhant says, the book will not teach you, and that’s the hustle. “The hustle has to be in your blood. If you don’t have the hustle if you don’t have the want, that’s something that no book is going to teach you. But everything else, I think is a teachable skill. If you don’t think you are a good sales person, I promise you, neither was I. It’s something that I had to learn. Anyone can do it,” says Serhant. 

As for the Nashville real estate market, Serhant says he sees lots of opportunity.  

“I think Nashville is a great place to invest, I know a lot of people in New York who are now, because NY is so expensive and the market is so tough, are looking here for places to build. And possible places to move, one of my head of new development just moved here. Just because the job opportunities and the growth opportunities are pretty incredible. So I think there are a lot of things you can focus on, if you ant to get into real estate sales, find someone who is already good at it, and work underneath them. Just learn as much as you can for two years.” 

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