Not Skinny But Not Fat - RYAN SERHANT IS OWNING MANHATTAN

Episode Date: September 3, 2024

Self proclaimed best real estate agent in the world, Ryan Serhant is on the show today! From acting in a soap opera to landing Million Dollar Listing, and now running his own agency and leading a reality show around it- Ryan is unstoppable. We discuss his crazy schedule, his almost non-existent work life balance, tips for anyone who wants to become an agent, and more!Produced by Dear MediaThis episode may contain paid endorsements and advertisements for products and services. Individuals on the show may have a direct, or indirect financial interest in products, or services referred to in this episode.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The following podcast is a dear media production. Welcome back to the not skinny but not fat podcast. I'm your host, Amanda Hirsch, and I still can't believe that I get to chat with some of my favorite stars from my very own podcast, where you'll feel like you're just talking shit with your best friends in your living room. Hi guys. Today's episode is an interview with Ryan Surnan. You might know him for a million dollar listing. You might know him from Netflix's new owning Manhattan, which was just renewed for a season two. So super excited about my conversation with him. I think you'll enjoy this one.

Also, please rate and review the podcast if you haven't yet. It takes a second and it means so much. Enjoy. I have like two lives where, you know, you have like, I have the CEO life, right, where I have people that work for me, that I'm responsible for. I have clients. And then I have like family life. And I, I talked to my therapist this morning because I have one now since turning 40. I know I'm a late bloomer. But, um, how old are you now?

I just turned 40. Oh, just turned 40. So literally now you started with a therapist. Yeah, I've tried before. And I'm always like, dude, I fucking, I don't want to talk you about my dad. Like, it's fine. Right. I don't want to talk to you about my dad.

Yep. I'm not fucked up for my parents to divorce. Yeah, my parents did get divorced. And so I have one now, and he's like, it's so interesting. You're so good at manipulating everyone professionally except in your personal life. It's like, what does that even mean? And he's like, you're so good at getting people who work for you to work with you. But then when it comes to your personal life, he's like, you are like, you're like the worst CEO in your personal life. And then he told me that I was a human doing and not a human being. And I think I actually like this therapist because he's so abrasive with me. Like, I respond to people being tough on me. Yeah. Maybe you got that. My best teachers, like growing up, the ones I learned from the most were the ones who didn't let me get away with things because I will try always. You know, I was thinking you're kind of like the Kim Kardashian of real estate. You know who told me that? Somebody had that thought. Oh, I hate being on

original. The executive producer of the Kardashians. Oh, that's not a bad. Okay. Yeah. She was like, you two should meet. Because she literally, Kim, our friend Kim, a friend of the pod, has the same thing. Like, she just says, like, I want to chill out. Because even you, I think you said on the show on owning Manhattan, like, I know I'm working a lot now. It's all for later, like, chill out. And I had that thought of, like, you're not going to chill out. Like, you're not going to, like, get to a point where you're like, okay now I'm gonna be you know stay at home because what is the outcome yeah and that's I think now that I am 40 it is it is something that happens like when you when I turn 30 it just felt like all right I'm an adult now like it felt like okay I have to be real should I live in a studio like what do I

need to focus turning 40 you're like oh once I do this all over again I will be 80 and it's it's like resets perspective where you start to think about not that no alpuccino's had a baby he's like 81 like i'll be fine but it does reset perspective where you start to say am i waking up every day to be important or am i waking up every day to be happy and how do my decisions impact the rest of my life and the people around me because your life is just made up of the people you know it's whether it's people that you talk to or whether it's your audience and the portion of your audience that's your community and the way those people become customer and then round around around we go these are this is just me being in my feelings right now this is how

I love it but how much do you think how much is of your life is work like give me a percentage is it like work 70 home 30 is it 50 50 I know I live in New York so 50 50 is it 80 to like what is it probably because we've seen your your days you've shared the crazy sketch it's you know so I work six days a week we think like physically like Saturday too you work No, Sunday. Okay, why? Because when I moved to New York City, New York City is predominantly Jewish. And so you have open houses and work days on Sunday because then you don't go to church, right?

Oh, that's why. But you go to, yeah, so you have Shabbat on Friday nights and then you have Saturday where everyone turns off their phones. I'm not Jewish. You could pass. As Jewish? I think so. I'm Jewish, I can decide. Well, so most of the industry, like the open houses and things aren't on Saturdays.

And then like the offices are closed. And so Saturdays were always my day off. Yeah, it was then the day off. So that once then we had Zina's Saturday become Saturday. Saturday. Saturday. You know what? My sister, I started with owning Manhattan.

I never watched a million dollar listing. Oh. Like my sister was a huge million dollar listing. And she was telling me about you like, she was like, he like you've always worked so hard. And like you could chill where you are at now, like you could chill a bit, but you don't. I should chill. But you don't. And by the way, I love.

I love the show. I loved owning Manhattan. I put it on as a like, okay. And I got so into it. It's so good. Thanks. It's like such an enjoyable real estate show. First of all, as when you live in New York, I love seeing the real estate in New York. I'll sometimes walk into an open house, like for fun. Oh, you know, those people? Great. Yeah. Thanks for doing that. You know the one across from 12 chairs in Williamsburg that, you know, which I'm talking about? It was like my dream. It looks like a gouty kind of vibe. Oh, the building. Right. But they're like, no, they're houses. Yeah, yeah, yeah. You know which one I'm talking about? Yep. So I had to go in. And then I was like my dream, like it was good that I went in because I didn't like it. Yeah.

They're like five story. Yeah, they get funky on the interior. Yeah. You see that in the city a lot. Well, actually, you see it everywhere where the developer will focus so much on the design without focusing on how people are actually going to live in it. Uh-huh. You know, like there was a closet that was like you could fit a hockey stick, like with wise.

Yeah. You've probably seen wild things. Yeah. And we spent a lot of time thinking about, let's not design from the outside in. Let's design from the inside out, right? That's what's on the inside that counts. It is. I actually love the most the houses in New York apartments.

Like I've been to, you know, that apartment that used to be Amy Schumer's like $13 million it's sold on the Upper West Side? Yeah, we sold it. Oh, that was yours? On the by side. Yeah, we brought the buyer. So, like, the building is this like very normy building on the Upper West Side. And then you walk into this like gorgeous apartment.

apartment. I actually love that. I think that that's so cool when like the outside. And she moved to Brooklyn. Did you do get her that home? No. Oh. Are we mad? No. Okay. Um, moved to Brooklyn. I moved to Brooklyn. And you moved too. Yeah, we have a house in Brooklyn. That was was that surprising for you that you like left the city? No. Our office is in Soho. Like we walked here. We, I'm in a city all day every day. I just wanted space. And there was a funky moment in time in 2018. where the market was just brutal, right? Rates were fine, rates were low, but no one was buying real estate. It was really, really, really tough. There was a fear of missing out in the stock market, and the market was high relative for the time. And so it was just tough. And so I got a,

there was just an opportunity that was put in front of me where I was like, I don't, I will not be able to afford this when things are normal. So I don't think I wanted to move to, I guess I'm moving to Brooklyn. Like, let's buy this house and let's do it. Miranda vibes. Yeah. Did you watch Sex on City? No, I'm shooting and just like that tomorrow, actually. Wait, were you on it already? I was on it last season. Yeah.

They've only ever done three cameos ever in the history of sex in the city through and just like that for some reason. They called you up? I was number three. They said, there's a role that we've written. The character's name is Ryan Sirhant. We're coming to you first to see if you would like to play the role of Ryan Sirhan. And what if I don't?

If I'm not available, who's next? You call like Ryan Reynolds? It's like, who else plays me? I don't understand. Yeah. So I did a small part last season and then I'm shooting a bigger section tomorrow. Really? That's exciting.

They wrote in that Sirhant, literally the line is Sirhant Empire is like the real estate brokerage in the world of sex in the city and just like that. It's totally crazy. That's so cool. So I've got to go and lay the smackdown on camera tomorrow. So you'll see it next season. That's so cool. Are you, does that excite you?

Because you weren't like people, does everybody? know you were on a soap opera. What was it called? As the world turns. Yes. Yeah. So you tried your footing and acting? Like was that the dream when you moved to New York? Yeah, it's what I did my whole life. I mean, whole life as a kid. Yeah, I was just, you like had two choices in school. You could do theater, right, or theater and whatever, or you could do sports. And I did all the sports. I sucked at all of them. You sucked at all them. Every single sport. Really? Everyone. Were you competitive about them? or no i just wasn't i you weren't into it you know what it was like i knew i was never going to be

great and i knew i didn't want to put in the work to be great i was like what am i going to do be a professional lacrosse player like i was always so focused on what my life was going to be like 10 years down the road that even at 10 i'm like i'm going to go to college for lacrosse like no mom and so i did i did one season of every sport known to man because my dad made me and they I was awful at every single one of them. He pulled me off right field in baseball and said, you're right. Baseball is not for you. That was embarrassing.

I wish you hadn't done that, but at least it saved me time. What about basketball? You're tall. I know, terrible. Terrible. Awful. Was your dad disappointed that you weren't good at sports? I think, I don't think he was disappointed because I did try.

Like, I did, I don't want to suck. Like, I just sucked. I just sucked. I just sucked naturally. Yeah? Are you into watching sports now? Yeah. football. I'm not like a sport fanatic. But then I worked out. So I turned to then like the gym

because I was overweight and terrible skin. And we moved houses all the time. So I always had to make new friends. It's like, oh, I can control my body. So I worked out at a young age. Yeah, I started young. Like when? Like 12. No. Yeah. What? Like lifting weights? Yeah, seventh grade. So I was 14 and ninth grade. 14, 13, 12. Yeah. There was a, my dad put a bench press and dumbbells in our basement and like basement basement like scary yeah you know like don't go in that room it's dark basement in massachusetts and i started working out at that yeah at that age which thank god because i think i i tore muscle fibers early enough that it's easier for me to maintain as i get older versus being older and saying you know what i'm going to get into fitness now and it's so much

harder yeah so you were consistent since 12 pretty much pretty yeah pretty much like you were an overweight kid you said yeah for real yeah chocolate pudding was a thing for me i loved i love snack packs i ate so many of them and then i would eat them and i would hide them from my for my parents you are very fit now yeah yeah i killed i killed no but even more like this sounds it sounds even more when you take your shirt up because I saw you were on vacation where were you agrees. Yeah. And all of a sudden, like, all these abs were like blinding me in the things. And I was like, okay, I knew that he was like fit and tall, but like people could be surprised by those abs, you know? Yeah. So like the, I have, what is that four? Is it a six-back? There's eight if I were to count. So that's what I was

saying, like, Hugh Jackman, they just put out a thing and they were like his six-pack. And I was like, are we just calling it a six-pack? Because I counted eight or ten. Yeah. Jackman has a lot. He also drains all the water from his skin, you know, before filming. And he does, you know, he does. Yeah. How do you do that? You, well, I mean, there's a couple ways.

The unhealthy but natural way is you drink like 72 liters of water a day for a week. If you're going to like shoot something on a Tuesday, you do the week ahead of time. And then like 36 hours to 48 hours before you shoot, you ingest no liquid. and your body just, you pee, you pee it all, like, and then you urinate slimmer. Yeah, and you eat like baked potato. And so it comes into your body and it soaks up all the water. And it'll just like, like this is, my skin's not this thick, right? But you have like, there's water and stuff underneath.

And so it'll dry you out. You can also, there's like, don't try this at home. There's also like a pill that I know that people will take that will just immediately like drop any water in your body. So I think. But what I'm wondering is how do you then act? like how do you have the stamina like I need to you know you need energy to like live I don't know I guess he's a professional actor I needed to tell you something wild that I heard that happened in this very building that I found out when I got here and I need to see your reaction to it yep you're probably

not going to be shocked but okay so back to owning Manhattan away from draining body fluids so love the show love the real estate aspect also loved you know some of the people that worked for you Also, didn't love everybody. Didn't love Jonathan so much. It was like a little duchy. Apparently, Jonathan was in this very building. Oh. In this very, one of these podcast studios.

He's like, should I film this? And he asked people that work here if there is a surface somewhere at 10 a.m. And I asked because I'm a naive, cute little blonde. And I said, surface for what? Do you want to take a guess? Why he was looking for a surface? Like a glass surface? Like a surface.

Yeah. No. I don't want to take a guess. Yeah. So he was wanted to do drugs at 10 a.m. on a surface here in these very podcast studios. And he did it in front of everybody here. Yeah. Yeah.

He doesn't work for us anymore. I know. I know. That's important. Yeah. Was that shocking to find out? I'd never heard that before. You never thought that he was like doing stuff like that.

Hmm. I am the boss, right? And, you know, I'm friendly. I'm friendly in as much as culture is concerned, but I don't go out with our agents. I'm not party with them. I'm not drinking with them. You know, I try to set a really, really strong example.

Like we obviously have agent policy and staff policy, you know, against drugs and drinking and bad behavior. I mean, owning Manhattan was, and it was never my intent, but I mean, we let people go, like live on camera. Right. I then got in the show. We never did that a million-dollar listing. None of the other shows do that.

Did you do that for TV at all, or was it just had to happen? Netflix, you know, Bravo for Million Dollar Listing basically said, okay, you have a year. I have a year to make that show. So I shot Million Dollar Listing for like 11 years straight with no break. But that year, you then have a lot of downtime, right? So you shoot on Tuesday or Wednesday, and then maybe on Friday. And then you'd have a meeting on Monday to say, hey, here's what my count. This is what we're going to go do.

Netflix said, We're going to film nearly every single day for four months. And there was a lot of pre-pro, so like pre-production for over a year to start. And then the market just flips upside down. And because there was cameras everywhere all the time, it just, they were able to just follow a very real slice of life without really any planning, which I got nervous about because I was like, this is going to feel so messy. Because I was so used to the kind of structured reality way of doing things, which is,

hey, we have an open house tomorrow. Do you want to come film that? Versus, you're going to be with me anyway, whatever, whatever's happening. Yeah, yeah, yeah. It was just so weird and different and scary. And so there was just bad actors and I had to let them go and they were following us anyway. Yeah.

It was wild. Yeah. How long did he work for you, Jonathan? Almost two years, I want to say? And until that point of what we saw on the show, he was like good. Yeah, you know, when I first met him, I was super excited because one, I saw some of like myself and him because he was a he was like a fish out of water right he's from denmark he's in the city he had another career he was modeling and he got into real estate he had a good book of

contacts he'd done business and he was ready to take it to the next level which was like me when i first came here although i didn't have a book of business and then one of the first things he said to me was i know what you're thinking based on how i look you're making a judgment on me i know that's what people do and i know with every single person i meet i have three seconds to change their mind. That is the most self-aware thing. Anyone's ever said to me. And he's super, I mean, he has a lot of confidence. Yeah, a significant amount. I was like, that's awesome. You've got, you're going to be this like bad to good arc, right? As we film the show, the more you sell, the better. And I just had these ideas of, you know, hopefully the cameras will be there when you

sell something big. And then. No, and it could have gone really well for him. It could have. It was set up to go well. Yeah, like he has a look, you know, he got his job. Like, it could girls could have been like font like it could have went really well like it's a that's what i was ready for it's a missed op for him i am so funny when i use my own codes like i'm like amanda you influenced you like good job so my latest influence me to me has been quince because i love shopping on quince and i've been really into like cardigans lately and i was like where else is better to shop for like good cashmere, good quality cardigans for a better price. And I know that it's quince because I already own stuff from there, like cashmere sweaters from $50, pants for every occasion,

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Did you expect the show to do as well as it did? Like, pop the charts. I didn't know what to expect I'd never done Netflix before, and the platform's so large, but there's also so much. Like, there's a new show every day. Yeah. Every day. It's insane the amount of content that they create and that they put out. And so I didn't know because owning Manhattan is so different. Do you watch the other shows, the other real estate shows?

Just Selling Sunset. Yeah, so it's super different, right? Super, which I'm, I didn't, because I like the girls on spelling sunset a lot, but I'm also very aware of the show, you know, and it's very different because I really did feel I was saying this when I was posting about owning Manhattan is like this was very like I believed like I know that you like sold the house like when you were doing those negotiations and we got to see the like down to the money like put them on mute discuss what to do kind of all super real also and like the way that you are I don't know if it's because

of like the act you stuff but you get so into it that you like pulled us in and I got it I was like it's not doing the brain you know what I mean all those negotiations like really pulled me in more than the drama, which is very different than selling sunset. Because the drama on your show, there was like the Chloe and Jade a little bit. And I have to say, like, that wasn't the pulling factor. With selling sunset, that's it, right?

It was like Christine and Michelle and all the drama. And like, oh, beautiful house, great. But with your show, the drama was kind of took a back seat, I feel like. Yeah. Even though the girls did try to make the drama kind of bigger on socials. Did you, what do you think about that? I just walked by Jade just now on the way out of our office. She was there and I don't know what she was wearing.

I try. I try my best. Wait, what do you mean? I was like, I don't know what's going on right now? What? In what way? Like to just like, was she wearing clothes? Yes, she was.

They were clothes on. Timmy doesn't pay attention. He's like agents, blinders. I work with you run. I mean, is it, is there like a. There is, but real estate agents are independent contractors. They're 1099s. They run their own business.

sirhant and every brokerage. But like we are what we call like a brokerage as a service, right? We provide a platform for them to build their own brands where we can get brand exposure. We can do cool things like Netflix shows and podcast and PR and press speaking tours and all that stuff that other firms don't do. But then they run their business through us. Like we're not going to stop them selling a salary or just the commissions on that. They're commissioned. Yeah, real estate agents are commissioned. It's all commissioned. Yeah, our firm. There's only a couple firms in the world. that pay salaries to their sales agents, and then oftentimes it just changes

because it's hard. Like, if you were selling your home and something happens at 9 p.m., you're going to call me because you're going to be like, I need my broker on the phone. Yeah. If I'm salaried from 9 to 5,

you got to hope that I'm willing to go above and beyond for you. Otherwise, I'm not in 7. I'll talk to you at 9. Hopefully your house is still there. Wait, what happened with a $250 million home? We took it off the market for the summer, but the price was adjusted to $195.

If any of my listeners want to get that for the $195, when you walk into that, do you want it? Like, I don't want it. You don't? I would 100% live there. It is so awesome. Yeah, because it's irreplaceable. I mean, like, it's too, like, it's too, for like a normal person, you know?

Yeah. Like, what kind of family would live there? Like, who do you see living there? We've had three offers on it, different types of families from all over the world. Like, we'd have a family. flying from Japan, mainland China. And then we'd have a family coming up from Palm Beach. And then we'd have a billionaire from San Francisco, who's someone who's incredibly well known. And then we'd have like someone you'd never even heard of with a family of 10 coming from a country you forget

about who just happens to be the richest person in that country. And they're looking for an investment. Like you see people, people spend $400 million on a Picasso, you know, a Dali. You said there were three offers, not high enough? No, not yet. Not yet. Not yet. Yeah. It is very stressful. Like, you know, when you showed on the show, like that building in Brooklyn that you have to sell out like 80% of it or something. Like, yeah. That's a lot of, a lot of stress. Significant. I have gray hair. I'm not that old. Yeah. But when did it start the gray hair? When I was 16. So before real estate. Stop. Turn it 16. That's why I worked out because I was like chubby. I had rash acne and I was like graying. And I like, graying. And I like. theater because I sucked at sports like how else am I supposed to get a girlfriend theater I mean you majored in theater I saw and English literature so theater because I minor in that in college and it was so different like the theater people that's like it's like a different like every sneeze was like you know up like screaming and then you go to like a regular class and everyone's like sleeping and

you go to like a theater class and they're talking about anal at like 9 a.m and it was just it's just such a different crowd. Did you fit into the theater crowd? You know what I loved about the theater kids growing up is that to your point, I would walk into a room full of people operating at like 90% human where I was going to sports or I'd go into any other class and I've got people operating trying to actually operate at like 20 to 30% human. Yeah. Like I would rather have people be super, super real and authentic and out there and crazy and weird and funky. to allow like the introverted me to come into that space and just feel welcomed and say, oh, I'm not the weirdest person on the planet.

Right. I found you people. Right. And was super, super comforting. But I got into theater, not because I thought I would be great at it, but because it was easier for me to, to pretend to be other people than it was to be myself. And so I spent a lot of time just becoming different characters. That's why I did like summer theater and all that stuff.

versus trying to figure out who's Ryan. Wait, so why did you not stick to the theater and acting? Like, how did real estate kind of take over the majority? Because I ran out of money. Yeah, it's hard. Yeah, they don't teach you that in school. They teach you how to be a tree, but they don't teach you how to get paid. Yeah.

And then you come to New York City, and I had some money saved up, like 20 grand. And I thought that was going to last me forever because that was a ton of money for me. And it didn't. And I ran out. And like, you know, I made it last a little bit because I didn't. did hand modeling and some weird side jobs that paid me pretty well. I looked those hands. Yeah.

It paid me pretty well. Yeah. So I could pay my rent anyway. And then I ran out of money somewhere 2008. And a friend was like, just get your real estate license. It's just like acting. You're going to memorize information, right? You're going to memorize about that building, about that building, about that neighborhood, about this, that the other.

And then it's improv. You meet someone on the street. And they're going to say, hi, my name's Sally. I'm looking for a two bedroom. And you go into broker Ryan mode. And you say, great, this bedroom. This is 200 unit. This is this, this, this.

It's like, okay. And you don't, there's no hours. There's no this. You're not checking in. If you make money, great. If you don't make money, no one cares. So it's like you don't have to bartend. You have to wait tables. It's like, oh, so I can just do whatever I want, however I want, whenever I want. Like, yeah. I mean, if you want to be the most successful real estate broker in the world, you can and no one will stop you. And if you want to be the worst one, no one's going to help you. And so there's great risk there. So I signed up for that because being an actor in New York City also has similar risk, and so I was used to it. And it was 2008. Jason Bateman just said on his podcast, he was talking about becoming an actor. And he said, similar to what you were saying,

two things. Because, oh, they asked, like, would you recommend it to somebody, like, becoming an actor? And he said, not if, A, you're doing it to make a living, like at the beginning, obviously. Like, if you need the money, like, not the place. For sure. And two, if you need. You need the like the ego boosts if you need the like coddling if you need if you need the reassurance also not the place because you're going to get like so many yeah knows you know so okay anyway you went into the real estate yeah and then park time did you keep on doing auditions and like yeah for a year yeah when i started i was doing you know some shakespeare i was doing some other theater i was still hand modeling i made more money hand modeling my first year than i did print or like yeah print billboards

my hands were everywhere. I held phones. I held iPhones. Wait, you ever see your hand? Like, hey. That was a long time ago. So I haven't seen them recycled because the ads have changed. Also, the phones I held at that time was like the original iPhone and the Blackberry. And yeah, back before, back before my biggest campaign was for AT&T right when they started to go global. So it was like, you know, AT&T, now and over 100 countries like China. And so my hands would hold up. hold the phone. And then they painted my hands to look like the Great Wall of China holding a phone. And you can Google it and it's all out there. Oh, God. Award winning hand jobs. So, but isn't it fun now? I mean, give a moment for that little joke. Isn't it fun now that you got to come by? I mean,

not now for the last like, what, 15 years. You got to combine like your love of being on camera and this like thing that you're really good at, the real estate. Yeah, I've learned that like, happens at you and what moves you forward is how you respond to what happens at you you know and so I don't know I think it's it's like what they say like luck is when opportunity meets preparation and so like did was the reality TV thing me being lucky or did I really subconsciously prepare for it my whole life that then when I said no to it got my real estate license so I could pay my rent figured out that I Actually, no, I've been preparing for this my whole life because it is a performance.

I do, like, if you're sick, if it's pouring rain, if you're in a fight with your girlfriend, you just get broken up with, your grandmother dies, you have no money, you still have an appointment at 9 a.m. and you're not selling that thing if you're sad. And you're not selling it if you don't show up or if you're in a bad mood. And so I had to learn real fast that to be an adult means making decisions based on my commitments. And to be a kid means making decisions based on how I feel. And that's something that I think takes a lot of people a long time to learn. And so with real estate, it's like, all right, I'm making a commitment to do this to the clients.

And so I had to grow up real, real fast. But then I made like $1,000. It's like, dude, I can pay my rent. If I can make $2,000 a month, I am golden. That's all I care. So how'd you get so good at it? How'd you get to be one of like the best in the city, in the city in the country? Yeah, the world, I would say.

In the world. So learning to sell is a skill. Like we teach it. We have sell it.com. Like we teach salespeople all over the world from real estate to software, to insurance, and we work with people. There's a skill set to it, right? You're selling enthusiasm. There's words to win with. It is something that anyone can get better in. And a lot of it is mindset. said in confidence and big money energy and all that stuff. And when everyone else thought that Instagram was stupid, that Twitter was dumb, that all the YouTube was for kids, I had nothing to lose.

I'm not from here, you know, and I had no money. Oh, so you used like social media since then? Yeah, it was like the first person doing property tours on YouTube. Oh, yeah? Yeah, so we went hard. We went hard because I had no, I had nothing to, my back was up against a wall. And so that, the million dollar listing happens. And I just went off attention.

The more people who know what you do, the best. better, right? Yeah. And from that and then a powerful follow-up and then systems and process around it and just having a relentless work ethic and that's how you do it. And that's how you do it. You said before what your friend said to you, right, that got you into real estate. Like you can do this, put on the actor mode, they'll make the money. Would you say the same thing to someone? Like now people are watching the show. People move to New York. They're like, oh my God, there's so many apartments here. Like real estate is you could just get into it, take the test. You can try it. Like, would you give the same advice that was given to you? Or would it be different? No, I do all the time.

Yeah. Yeah, I think anybody can do it. And what's great now is in the world we live in today, you can sell virtually. Like, you don't even have to be there. One of the reasons we started a couple years ago to work with like metaverse technology, wasn't just to like be trendy, was because I got excited about people who don't like the way they look, who don't like the way they appear or they are handicapped. When was the last time you saw a military amputee veteran showing houses? It's hard. You can't. You know, you're not going to do it. So there's a whole section of the population where my profession has said, not for you. You can't do it, you know, but you can now. There's different ways to do that. And so I get excited with everybody. You just

have to be okay with rejection. If you're the kind of person who gets punched and says, ow, don't do it. If you're the kind of person who gets punched and says, I'm going to punch back or try harder, you will win. I mean, I've seen so many apartments in New York with brokers that were like nothing like you. I mean, they don't even have like, no, it is a compliment. They don't even have like what you have in your fingernail. Like, it would just like, I feel like some brokers just like open the door. Like they're like, they turn the key. You know what I mean? the barrier of entry is low, right? It's 75 hours online. You get your license and pass a test. The test isn't the easiest one in the world, but it's also doable. It's not impossible. Yeah. And so yeah, so people watch these terrible reality TV shows or these people show up from random places and say real estate is so easy. Yeah. You know, shame on them. And then they get the real estate license and think it's going to work. But it's hard. It's hard. It's hard to make a living, which is why the turnover is over 80% in the first year. Really? Yeah, it's too hard. It's too hard. It's too hard. to make it's too hard to pay your bills wait why did a million dollar listing not keep going so we

did it for 10 years yeah 10 years and then i started my own company yeah and i had a conversation with bravo in 2022 where basically it was like okay you turn on tv and lawn orders on let's say you're like all right i know what i'm going to get right there's probably going to be a case and they're probably going to solve it yeah and so you like that right it's comforting same thing you turn on grace anatomy or any other show. You're like, oh, there's probably going to be someone sick and it's going to be messy, then they're going to solve it. What if you turn it on? And all of a sudden, one of the doctors on Grey's Anatomy went and started their own hospital. And the whole episode was just about that. And now the show's different forever. So like the format of a million dollar listing

either had to change because you're not going to be there anymore. Because I went to start my own company and my life was just different in 2020. Or, you know what? We were nominated for two Emmys. It was out there for 10 years. It was massive. been huge. We did three, I did three spinoff shows. So you're okay to take that risk, though. Yeah. Literally the next day, I called Netflix. Stop. Literally. Literally. You called Netflix and you were like, I have an idea for a show. Yeah. And then I went to our production company that did a millionaire listing with us. World a Wonder. And I said, let's put a reel together for what the future of reality TV would look like in real estate. Like, what is reality TV 3.0? What does that look like?

And because the audience expects too much now. Like, you get it. You turn on shows. You're like, I've seen this before. I want to make sure in the first couple minutes, if people turn on owning Manhattan, they look up from their phone. So, like, I don't understand. Is their voice over?

Is this a reality TV show? Is this, I don't understand what's happening. And then you get sucked in from there. And if it's real and it's messy and then it's entertaining at the same time, then we've elevated the genre in a way. And so we went to Hulu, HBO Max. peacock and Amazon Prime. And it was really between Amazon and Netflix for me. And I had like a week. Oh, you had to decide. Yeah. The summer of 2022, a week of like super stress trying to figure out

which ones, which ones went to go with because Amazon's offer was wild. And there's a lot of like other things that came with that. So it wasn't just like which one had to be a better offer. I mean, it kind of was, but it was more for me like which is the better home. Yeah. Like, Where can we create the greatest TV show ever? Did you talk to like the selling sunset people? Are you friends with the twins? I know them. Yeah.

I didn't talk to them about our show because I don't like jinxing things. Yeah. I did talk to a lot of people at Bravo though. Yeah. You know, and I'm like I'm about to sell Andy Cohen's apartment. Oh, right. I saw that. That was with him yesterday.

And, you know, he was super supportive. So he called you up to sell his apartment. Yeah. Yep. He's finally ready to move. he's been building that place for 21 years. He's slowly but surely combined four different apartments. That's what you have to do in New York to get a big apartment, huh?

Yeah, to Horatio. It's a Bing and Bing building. It's super famous. It's in the heart of the West Village. It's awesome and it's such a cool apartment to the point where as we're getting it ready to sell and we're like taking the photos and doing the video. He doesn't want to. He's become like a classic seller.

He's like, actually this place, wait, you said it's one of one, right? I'm like, Andy, just chill. Just go to work. Go do your radio. go do your things. But you said it's one of a kind and there's no competition. Like, yeah.

It's like, well. So why wouldn't I want that? Exactly. Yeah. No. Like, no, no, Andy. It's just like everybody else. Everybody has one of these.

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Wow. Yeah. And you showed that on TV, right? Yeah, it was a separate show on Bravo. Do you think you're going to live there for forever? I don't know. I built it as a forever home so that if I do live there forever, then it's great. I love it.

I mean, it's amazing. What a pain in the ass. But it's what to the renovations and everything. Do renovations, the amount of money you have to like in New York City for four years. Yeah. It's, like, I'm in this business and I didn't know how awful it was going to do. It's on, it's because like, as an example, okay, you need the electrician to finish all the wiring before you can close the walls, before you can paint the walls, before you can put the flooring in, before you can put the lighting in, before you can do the sound, before you can do this. And so if the electrician then doesn't show up on Monday, and he's like, no, okay, my next availability is next Tuesday.

Now of a sudden you've lost a week. Yeah. And now the wall guy, he's got another job booked. He then has to book and re-book. So now he can't come for three weeks. And then the flooring guy, now you've got to switch flooring guys. And the flooring guy who's coming over, now this is a new job for him. So he's now going to look at new drawings and everything.

Next thing you know, because of one electrician not showing up on time, you're like three months delayed. And then in New York, you then got to go to the city and say, we need to push our inspection time. Right? You've got to come through. We can't close the walls until you come through. And if they're delayed or they're, and it like, that's one little example, multiply that over 8,000 square feet. It is just not for the fainth of heart.

So it'd be easier to just buy a ready, like, turnkey, you call it, right? That's why turnkey homes. Yeah. Fully furnished. We sell all day, every day. And people will pay the premium. Yeah, they'll pay the premium for 100%. We just sold a place in Soho, 10,000 square feet.

one day, $50 million because it was move in tomorrow. How many bedrooms? A lot. A lot. Really? Damn. Yeah. It was a lot.

That apartment. Wait, so if it's 50 million and then the agent that works for you, what's the present an agent makes? I sold it. Oh, it was yours. Okay. Yeah, there's certain deals that I do. Okay.

So then do you get the same percentage that an agent gets? Well, I own the company. Right. I get all the percentage. Oh, because if it's them, then they split it. with you. Or there's a percentage that comes to the house. I see. Because you see really big numbers. They're like Jade or one of your agents sells a place. Yeah. You see the number like 10 million. So they're making all that money. It's like a lot of money. Yeah. They're on the sell side.

I mean, if you sell something for $10 million, the commission will be anywhere from $200 to $600,000. And then there's a split with other agents or team members. And then there's a split with the company. And then there's taxes. And then there's all the marketing costs that you have to front. So, and there's no salary. Like the dancing. Sure. Like the video. But there's no salary. There's no benefits. And the system exists the way it is because customers have made it so. So you can say, ah, I don't, you know, these fees are too high and great. I will 100% work for you by the hour. Let's do it. My clock starts right now. Right. I'll charge you. I will, I will totally bill you. For every phone call, every text.

And then you start, and I've sat there with clients and I've shown them what all my work is and they say, you know what, I'll pay you if it sells. But if it doesn't sell, I don't have to pay you, right? That's the deal. And then you don't, right? That's the deal. And then you don't and then you lose all that time, money and effort, but then you make it up on other wins.

And then you just have to look at your life as a salesperson based on your year, right? You don't live in the dead deals, you live in the year and you live based on your 1099. That's, that's it. You live based on your 1099. That sounds fun. Let's talk about your schedule, another fun thing. Okay. Your schedule, like it went viral, right, when you posted that.

Yeah, because of this guy. The, oh, is handy. Yeah. So was it, was it five minute? 15. 15. So I never. Is that really how your day is built out?

Yeah. I mean. First of all, I feel very, very honored to have gotten a lot of 15 minutes of yours. Yeah. So like this is today, right? So you're in here. You're these four blocks right here. And then I'll go.

here. These are two blocks, two blocks, two blocks. I have to do four. So this right here is, so that's, this is actually seven minutes, seven minutes, seven minutes, seven minutes. And then I have a break to pee and then I go about my debt. Why aren't they at least color coded by like different things? You know what? Because I try not to overcomplicate my life. And I just, yeah, that sure looks. My assistant, my assistants, my assistants, calendars, they have mine and then theirs. They do color code based on things that I don't need to see. So Nick, Nick, who book this, right? He has the same calendar. Then he has all his stuff. But then he'll also have like travel time. So he knows that this is an eight minute walk from the office. That's a crazy schedule. And I didn't even see

when did it start and end. Like what's the start of day? What time? Today I think is eight to eight. It's not that crazy. Eight to eight. Yeah. Yeah. And what, which day did you say was daddy, Daddy? Daddy. Saturday. Oh, dad. In the summers. I work seven days a week in the summer. Because they're They're in Greece. Oh, you went there with them a little bit. For a week. And when you're there, do you turn off? I never used to.

This time, I did. What'd you do? Nothing. Like you put your phone away, didn't answer. I don't put my phone away. Yeah. The best part about Europe when you work in the United States, right, is that New York doesn't wake up until 3 p.m.

It's the best. So you have the whole day to do whatever you want. I went to Hawaii once in my life. and it was the worst. I couldn't focus because you wake up and a day has happened. And you're like the emails and the text messages and the clients and the this and that that. And it's hard. You know, it's hard. So I love Europe because you can disassociate for like the first eight hours of your day. And then I never, I don't believe in away messages or out of office messages. I don't do that. That is triggering. Yeah, I don't do that to get them.

Yeah, because you send a note and you're like, hey, let me know when you want to talk and the computer automatically writes back to you. Go fuck yourself. I'll talk to you next week. Okay. Okay. Appreciate it. Thanks so much. But yeah, there's a lot of email. I actually have more folders in my inbox than anyone Microsoft and Apple has encountered. And they put that in writing and we framed it. Wait, which company put in writing? Both of them? Yeah, Microsoft and Apple support. Do you ask for them to put it in writing? No, they sent an email. Wait, what did they say? Literally that. Like, we, we have never encountered a customer with more inbox folders than you. We're working through the redundancies because both Outlook and the iPhone could not talk to each other and they'd never seen anything like it before. So since then, I've, like, we've built archives and things, but I get 2,000 emails a day that are not spam. And your assistants filter through them? Do you look at them?

I have a daytime email assistant. I have a nighttime email assistant. the executive assistant and then we have a driver and those are all and the driver yeah he doesn't touch my yeah we just have to mention him you he's writing back to you he's like no and so my sister told me yuri's been around for a while because i like i said i was introduced to him now in owning manhattan but he's been around like when did you get a driver when did when that upgrade happened i got i started having a driver in the city way before i could ever afford it like 15 years ago Yuri has been with me 11 years. So what was that decision, like, not to take the subway?

Because I lost service in the subway. Yeah. And then you'd come out and like back in the day, you'd then come out and it would take your phone time to like get the service again. And then I'd be late because then I'd have train delays and I'd run into an appointment. And then I would, I can't do that call. And so I would lose productivity. I'd lose time. And you're not going to look for parking. So you're not going to drive yourself. Yeah. No, no way. And you get fined and ticketed in towed, it would be a disaster. So I just said, okay, what is the cost to rent or lease a car, right? So the escalate, I think it was the time. It was, I think it was like $1,500 a month. Okay, then you got a driver. You started with an escalade. Yep. Then you have

the driver. So what is the salary plus benefits for a driver? And my first driver, I think it was low. I think it was like $60,000 or something. So I said, okay, all in, $70,000, you know, so, like $80,000 is what it's going to cost. me to have a driver a year. So after tax, before tax, I need to make an additional $160,000, give or take in New York City to afford having this driver. How many people do I need to meet based on the ratio in which I can close a deal? Yeah. Right. To sell X amount of more homes based on my average commission rate to make this an afterthought one year from now. And I'll and I'll just put it on a credit card between now and then. And that's what I did. And a year later,

It's like, why didn't I get a driver sooner? Because I think it was, it ended up being like, I have to sell five more homes a year at the beginning. If I can sell five more homes a year on average at our average price point in the city, it'll pay for the driver. And all the time you get back from not commuting, not thinking about things. And then I did the same thing for everything. It's like, how much time am I spending actually doing email by myself? How much would it cost to hire someone to do this for me? Boom, done.

I have to do three more deals a year to afford you. it that way, everything you do. I didn't even learn his name. I didn't even know it was Danny until like the other day. I just looked at him and I was like, what's up, seven deals? You know? Swear he called you seven deals. Dude, seven deal Danny.

That's him. Stop. And he's, you're the social, like are you, he's the guru, videographer? Maestro. Wait, he's an artist. Danny just picked up seven fingers. Like he, for real, called you seven deals, Danny.

Yeah. Oh, excuse me. Wait. I'm, I am so bad with money, like, in terms of understanding it. Like, I don't even know. I'm like, oh, great, that came. Like, I wish I had that brain. It's so good.

Yeah. I wouldn't say I'm, like, great with money. I think I'm really good at making money and creating new income opportunities. And so understanding. Like, you don't get complacent. I'm like, okay, I have enough money. I have a home. I have, like, all these things.

Like, like, it seems like you're kind of like Paris Hilton. I'm like comparing you to all the great that I know because I remember Parasilton like made her first like what was it like 100 million like she made her first yeah super millions

yeah and she was like all it makes because she's a business lady like no she doesn't know that that thought you know it goes a long way so she said like her next thought was like okay now I want to make you know I think it's I don't know I've likened it really to

like I don't know like it's like white water rafting you know and you just go and once you have the momentum and you understand how to do it and you know you're going to live you just go and one day you're going to reach the notion i just don't know if it's going to be around this bend or that bend or down that waterfall and that's super scary and that might be 2020 but we'll live and i just have to keep going otherwise i just feel like i don't know i could have been born a different person who wasn't as lucky or as fortunate and i think about that a lot And so if I am given opportunities, I must milk them.

Otherwise, I'm like almost doing, I'm almost like slapping everybody else in the face. That's like, that's like the pressure I feel to not go out and try to win every day. It's like, hey, you were given luck somehow, some way. Yes, you work really, really hard. But if you fucking let go with this, you'll kill you. It's like Ben Affleck and Matt Damon. I'm not saying I'm goodwill hunting. But, you know, it's like that scene at the end of Goodwall hunting where Matt Damon's like, no, dude, I'm like in 50 years.

I'm going to be here with you and the park and the car and the hobbit, yeah, and this. And Ben Affleck's like, if you're here with me in 10 years, I'm going to come to your house. I'm going to punch you in the face myself. Yeah. You have a gift. Go use it. Otherwise, you are, it's a disgrace to the rest of our friends. Wow.

So anyway, time, email, yeah. That's such a good, that's the goodwill hunting is such a good reminder. Use your skill. Thinking about me, find back from maternity leave, you know, the next day. And it's like, why wouldn't I? Yeah. Like, why wouldn't I do what I love to do? Why would I be like, no, I'm going to stay home. I mean, to be with my baby. And I love being with my baby. But you can do it. You can do it all. Yeah, as long as you appreciate the journey. So, but I'm really interested because I feel like, you know, I'm on my phone. My husband will be

like, be with me. Like, stop being on your phone. Like, I feel like with you, that doesn't happen a lot with your, with your wife. Yeah. I'm working on it. Yeah. Yeah. We've been married for eight years, I'm still working on it. Yeah. I mean, because you do work a lot. Yeah. And that can upset the household, I'm sure. I think the hardest thing that I, it's hard for me to not take work home because work is everywhere now. Yeah. Right. Especially if you have like a bad day. Yeah. You know, you have a bad, like, it's hard for me to disassociate if, if I've had from 7 a.m. to 8 p.m. of just pure this day was rough. Yeah. You know, if I've either lost money, lost business, lost staff, if I, you know, like there are bad days. Yeah. A lot. And then I have to go home and be awesome.

Yeah. It's, it's hard. And I've tried the other way of saying, oh, let's talk about everything all the time. But I'm sorry, but the last thing I want to do at night is like do more talk. Yeah. It's all I do all day long. Yeah. I just talk a lot. You have a good voice though. Professional talker. You are a professional talker. But I wanted to ask you another question. All the time. So you have Andy Cohen's apartment.

Any other big celebs at the moment? Yeah, there's a lot. Do you get star-struck by them? Like, do you, does it? It depends. It depends on who it is. Yeah. I would say, yeah, yeah.

I mean, we don't sell a lot of celebrity apartments in New York because there just aren't that many. And oftentimes when we do, by the time, like, I get engaged, this celebrity has moved already or they're elsewhere or they're just not in New York. So you just know that it's their home. Yeah. And then you're dealing with like that you're dealing with them by email or oftentimes they're business manager. Like the business manager is my best friend. Business manager is your best friend. I make it my job to know as many business managers as I can. Yeah. Because they call the shots and they're dealing with the minutia. Yeah. That is true. In New York anyway. In different markets, it's a little bit different.

And tell me, owning Manhattan season two, anything you can tell us? I don't know, yeah. I mean, it's the greatest show ever. I don't know. Netflix has there. It only came out. It's been a month. It's been a month.

It's been one month. I'm sure it'll be picked up. You know, Million Dollar Listing would air for four months a year because it's every week, you know, for 16 episodes. And then you would find out if we get another season like a couple months after that. But Millionaire Listing was always like we were just picked up kind of in perpetuity that way. And this is like been just. in a day.

It's wild. It's like a movie. It's like a movie. If you shoot it like a... No, I actually, I usually do not love binging. I love to savor a little bit. And I have to say that this show was so bingy that I finished it in like two days. Yeah.

And that's when I was like, you need to come on the pod because I haven't been to show like this in a while. And I didn't think that like a real estate show was going to pull me in the way that it it did. Yeah. What do you think about your staff? I mean, even though you said they're all independent contractors at the end of the day. Yeah. But do you like that they kind of want to get that social media fame that they're kind of trying to be out there, tic-tucky, feuding, doing those things. Does it cringe you out? Like, what's your feeling on it? Some of it, I think, is cringy. There's a scene. Oh, there's so much we shot that didn't make the show. But there's a scene.

that we shot where in my I called it like the smackdown where I kind of gathered everybody in kind of our main sales floor when I told everyone we have a problem and one of the things I said though that I think they did cut out is where it's like don't look at me as an example don't see me doing social and me dancing and me doing all these things like oh that's how to get successful what you should look at is you should rewind 16 years ago and see what Ryan 16 years ago was doing, which was building attention in a professional way to get business, right, to meet new clients. I spent a lot more time trying to get on CNBC back in the day and CNN and Fox business and get on, you know, like squawk box in the morning. Then I do today,

right? Today I do it because, you know, the business, et cetera, but I spent a lot more time on social now. Yeah, you become a social animal that I do on all the other stuff. Yeah, it's like in my art. I like it. It's my art form. I was making little movies with my brother. I mean, you have, like, videography help, but, like, do you do your own stuff, like TikToks and stories? Like, that's all you. I, so I text Danny starting at, like, 4 a.m. For realties?

Wait, why are you up at 4.30? Well, I wake up at 4.30, but I'm jet lag right now, so I've been waking up at 3.30. Wait, 430 to work out probably. Yeah. Ugh. Yes. And so I send Danny my thoughts and ideas. So, like, we did one yesterday.

I don't know if you saw this. See, these are the things that make me happen. So this is, does Instagram audio not work for anybody anymore? What's Instagram audio? No, just the. So I wanted Yuri to do the Yousef, the Turkish guy pose. You know, like the Polvalter also did it in the Olympics where he like, you know, he did this. And then the Paul Volter did it when he won the world record.

Okay. And so I had him do it. And I was like, Danny, go in my office and fill me doing that and then have Trisha be there. Because what the fuck am I doing? So you have social ideas. middle of the night. Yeah, all the time. Yeah, I do that.

I love Trisha, by the way. Yeah, she's great. Yeah. And then they try to talk me out of some of them. Sometimes it doesn't work and I just do what I want anyway. Yeah, sometimes I feel like what's in your head doesn't know. Because when it's, I'll give you my go to is like when it's too elaborate, it's probably not going to.

Yeah. When it's like a movie and you need a director for it, it's probably not going to work on social media. Like it needs to be like quick and easy, you know? Yeah, we sure to keep it as as as simple as possible as possible as possible. You've been a riot on social. Follow Ryan Serhan on TikTok on Instagram. Owning Manhattan.

Go binge it if you haven't on Netflix. Let's go. And you're an inspo, dude. Thank you for coming on. Thanks for having me. Thank you guys so much for listening to this episode of Not Skinny but Not Fat. Follow me on Instagram at

Not Skinny but Not Fat. Subscribe to the podcast so you don't miss any episodes. Rate the podcast that you love so much on Apple Podcast and write a little review. If you tell me you did, I'll give you a big version. virtual smoocharoo. Thank you guys so much for listening and I'll see you next Tuesday.

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