Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

by Ryan Serhant

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Product Details

ISBN-13: 9780316449564
Publisher: Hachette Books
Publication date: 09/18/2018
Sold by: Hachette Digital, Inc.
Format: NOOK Book
Sales rank: 55,773
File size: 2 MB

About the Author

Ryan Serhant is a costar on Bravo's hit show Million Dollar Listing New York and the star of Sell It Like Serhant. Ryan fell into real estate by accident after giving up his acting career. He made just over $9,000 his first year in the business. Ten years later, Ryan leads a team of 60 brokers and averages a billion dollars in sales every year, making him one of the most successful real estate brokers in the world. He lives in New York City with his wife, Emilia.

Table of Contents

Introduction xiii

1 The Birth of a Salesman 1

Turning Point, Take One 5

Initiative Is My Favorite Word 8

Endurance for the Win 13

Let Fear Drive Your Success 16

None of This Works Without Confidence 17

2 The Power of Yes 21

Saying Yes = Selling More 28

An Unexpected Sales Weapon: Improv 30

Every Deal Is Another Scene 32

Planet Confidence: Where Everyone Wants What You're Selling 35

One Risk at a Time 36

A Confession: Shyness Sucks 38

3 Work for the Deal 45

Zero Fear: How to Transform People into Clients 48

The Perfect Balance 54

The Serhant Way of Working the Deal 58

The Wow Moment 59

4 The Master of Follow-up 69

F-1: The Follow-up 69

F-2: The Follow-Through 77

F-3: The Follow-Back 81

5 The Seven Stages of Grief Selling 89

The Stages of Every Sale 93

The Serhant Tool Kit of Emotions 100

The Indecisive Client: Push, Pull, and Persist 103

The Element of Surprise 106

6 You Need to Get FKD 111

Time Stealer Versus Time Manager: How to Manage Your Workload 114

Ryan's Day 115

The Finder, Keeper, Doer Method 119

Let Me Save Your Sanity 126

7 The Four Tenets of Work 133

Work for Your Career, Not the Job 135

The Four W's 137

Positivity: The Oil That Keeps Everything Running 147

8 Be the One Who … 151

Every Product Has a Story-You Just Have to Find It 153

Every Salesperson Needs a Hook 160

When You're at Work, You Are at Work 164

Let Your Inner Freak Flag Fly (and Have Fun) 166

What's the Icing on the Cake? 168

9 Flow to Fail Smarter 173

Six Reasons Balls Fall and Kill Your Deal 183

If You Ever Feel Like Quitting, Please Read This First! 189

When You Face Your Biggest Failure Every Day 191

10 Do It Right NOW 195

There Is No Obstacle Too Big for You to Get Over 199

Do More! 201

How Do I Incentivize Myself to Reach My Goals? 205

What Does the Future You Look Like? 213

Acknowledgments 217

What People are Saying About This

Host of Watch What Happens Live... and New York Times bestselling author of Superficial - Andy Cohen

“Ryan is not only charming and hilarious, he could sell milk to a cow. This book is going to be very helpful and humorous to a lot of people looking to up their business game.”

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