THE ED MYLETT SHOW - Big Money Energy w/ Ryan Serhant

Episode Date: February 16, 2021

"YOU have the power to create your own magic!" Ryan Serhant is the man behind THE biggest real estate brand of all time! He’s a real estate broker, entrepreneur, a bestselling author AND not to mention, he’s the STAR of Bravo’s hit tv shows, ‘Million Dollar Listing’ AND ‘Sell it Like Serhant’. 🤯 With everything he’s accomplished, you might assume that he had his success handed to him or he just somehow “got lucky.” You’d be wrong! Like many of you reading this right now, Ryan used to believe that success wasn’t written in the stars for him. He thought this kind of achievement was only reserved for a select few and he was not one of them. In this explosive interview, Ryan shares how he was able to transform his life by first transforming his ENERGY! With the powerful combination of confidence, energy, and the art of persuasion, EVERYTHING CHANGED. It wasn’t a fluke! There is a strategy to success and Ryan is breaking down the steps YOU can take to cultivate and attract that same energy. Ryan didn’t let his CIRCUMSTANCES nor his PAST define him! It was literally in the midst of the storm when he was broke, worried about how he was going to survive that led him to real estate. And it was this same “Big Money Energy” that landed him his life-changing role on ‘Million Dollar Listing’ beating out over 80,000 other real estate agents in New York. The confidence blueprint to take back control over your life is RIGHT HERE! You’ll learn how to develop “Big Money Energy” WITHOUT being the best at what you do! Isn’t it time for you to start getting MORE out of life and creating a better YOU?! Your future is depending on it…   👉 SUBSCRIBE TO ED'S YOUTUBE CHANNEL NOW 👈  → → → CONNECT WITH ED MYLETT ON SOCIAL MEDIA: ← ← ← ▶︎ INSTAGRAM ▶︎ FACEBOOK  ▶︎ LINKEDIN ▶︎ TWITTER ▶︎ WEBSITE

This is the end mileage show. I welcome back to max out everybody. My guest today does not really need an introduction, but I'll give him a brief one because this content is so good I want to get right through it. But I think he's probably the biggest real estate brand in the world He's a CEO star of bravo's million dollar listing in New York If you don't know his name you know his face if you're listening on audio you'll know right away who he is But he's got a book out that I believe in that I I really believe in the premise of the book I don't need to be sold even when I saw the title. It's called big money energy

We're gonna talk a lot about business, life, COVID, the whole deal with a guy who's just, he's just done some remarkable things the last 10 years with his life. So Ryan Sirhan, welcome to the show. Thanks for being here. Thanks for having me, man. I really appreciate it.

It's awesome. Yeah, you're doing so well. I'm proud of you from a distance. Big money. Sounds nice right now, man. New York is a little bit cold. A little snowy. It's, uh, it's pretty beautiful here right now.

I could, like, I'm not, it's, uh, zoomed. So I won't show you when I'm wearing below the waist, but it's, it's not a lot. He sure where he's wearing something, you know, I am covered really nicely tanned. I haven't, I haven't had a tan in years, I think. Yeah, but you're, you know, you're so damn handsome. It's frustrating. That's why we're doing a split screen.

They'll throw an extra filter on me. I know we're worried about it. They'll do something good for you. But I gotta tell you, I'm reading the book and the whole premise here of all the stuff that I teach about influence, you know, optimal performance, it's this invisible thing which is energy.

And when you're around someone who's successful and you call it magnetic energy sort of more specifically, I cannot agree with you more about this. You know when you're in the presence of it and the absence of it makes everything so much harder in life to persuade, to attract, to accumulate. How does someone, first off, what is big money energy and how does someone get conscious of developing it so they can transfer it to people? Yeah, sure. If I could just backtrack for a quick second. Sure.

For anyone that doesn't know. I mean, I was born in Texas, bounced around eight times before fourth grade, grew up a little bit outside Boston, went to college, upstate New York. I was terrible at every single sport. The only thing I liked was theater. In part because I didn't have to be myself, right? On stage, I was not a cool kid by any means.

And growing up on these coasts is school can be tough that way. And so acting and learning how to act and gave me the opportunity to pretend to be somebody else. And I wasn't confident in my body. I was overweight, I had terrible acne. It wasn't that smart, you know. But I knew that I liked to perform. And I gave myself two years after college to come to New York City and try to do theater, try to make it TV film whatever I could do.

I didn't want to go to LA because I didn't know anybody in the West Coast, basically from the East Coast. So I went there and I completely bombed failed. I got on a soap opera for like a split second and then they killed me off really, really, really quick. And I totally ran out of money. And there's a couple of things that have always sort of driven my life. One is I'd rather regret the things I did than the things I never tried. I'd rather ask out that girl and have her say no, than live the rest of my life, wondering, oh my gosh, she could have said, yeah, oh my god, what's the worst that can happen? She can punch me in the face, I don't think so. And if she did, that's an even better story. I asked out this chick, she punch me in the face, I don't think so. And if she did, that's an even better story.

I asked out this chick, she punched me in the fucking face. That's crazy. What a great, that's my third book. And I am, I used to be, and I'm not as debilitated anymore, but I used to be debilitated by this fear of wasted potential. That, I gotta go to New York and try to be an actor because if I don't do it, this is my only shot. I got to do this now and I don't want to be in the

cemetery one day as that guy who had he just turned a little bit more, you know who he is, he would have had a legacy. And so I totally ran out of money, gotten to real estate at the end of 2008, not because I'd like real estate No way not because I enjoy you know being a licensed associate realtor It was because I needed to pay my rent and I needed by food and I didn't want my parents to have to help I don't want anyone to feel bad for me And I don't want to fail and have to move home to knew if I move home. I'd never come back And if you can make it a New York City, like they say, you can make it anywhere, right?

It's a tough, tough city competition is intense. It's also a beautiful city. It's an intellectual, actually curious city. And you can walk down the street every day and meet a brand new person every single day. When I got into real estate, I realized that I had something, I was lacking in something that a lot of the successful brokers and developers and bankers and attorneys and clients had and I couldn't really figure out what it was.

They can walk into a room and make perfect eye contact. The great handshake, they owned the room, right? They oozed success, whether they were successful or not. And I want it to be like those people. But in my mind, yeah, I'm a failed actor. I just got my real estate license. I need to pay rent. That's not me. I kept you that maybe in 10, 20 years maybe, but that's probably not in the cards for me. Right. I didn't think success was something that was was was possible for me. And I think a lot of people end up feeling that way as well. And you kind of like write off your future.

Say, well, that's never going to happen to me. Now listen, you've got to be realistic too. I suck at basketball. It's not like I really wanted to be in the NBA. And I was like, oh, man, if I just try a little bit, oh, no, it's not going to work. That's not going to happen for me. But I chose success first, career second. And I decided that, you

know, the one thing that really separates me from everybody else in this field, not just that I'm an amateur and they're professional, not just that they're older with more experience and I'm brand new. It's that they have energy. They have this successful energy. They have this magnetic energy. They have an energy that attracts money and income. They have a big money energy. And what that is is a unique quality that every successful person embodies.

And I think we've all been conditioned to think that the most people achieve success because they're either born rich or they're educated or they're well connected or they're beautiful, but it's just not true. And this is something I mean, I'm the only one, but this is what I used to think. You used to think that, hey, some people have it made.

I don't. And that's okay. And I kind of like accepted that. But then I realized that I don't have to accept that. I can be the person I want to be right now. Yes. You're all on the same track running. Other people just got a little bit of a head start and that's okay. So big money energy is my confidence blueprint to help people take back control and live the biggest, most fulfilling life they possibly can because even though you can't change

all of your circumstances, that's okay. Because if you can change your energy, you can change your life. One million percent, I just wanna acknowledge a couple of things on that. I think you can do all the other things and if you don't develop this magnetic energy, it's very difficult. I mean, you can have the best script in the world, the best closing in the world, the best everything, even the best product in the world. And by the way, you and I both know,

you know, top producers who aren't the best closers, who aren't the best prospectors, but they have this magnetic energy about them. A couple of things. How do I develop it? One, I assume you believe you need to be intentional about it in the first place. But you also talk in the book a little bit about, you know, you said, I can become whoever I want, I write my book about, you can just become a new character in the story of your life anytime you want. You can actually begin to play a character. And you say something similar about that in the book. So do we model big money energy? Or is that make it inauthentic if we're like somebody else? Like how do we do this?

Yeah, I don't think you model it. You know, there's a big difference for me in acting during theater and actually presenting myself as somebody who was successful, right? And I never, there's no lying, there's no faking it. It was just really believing in your core. I'll give you an example. I, most people know me because for the last 10 years,

I've been on a show called Millard Arles in New York, on Bravo. They've either seen an episode on a plane or their friends are or just reruns whatever. I got on to that show when they were looking for the top real estate agents in New York City at the time they were under 30 Okay, I was 25 and they wanted the best the biggest the ones who were doing hundreds of millions of dollars in sales a year They said come to our open casting called the Hudson Hotel in Times Square and I saw that I said all right

I'm doing a handful of rentals. That's definitely me So went I went I was like, yeah, who are these people handful of rentals. That's definitely me. And so, I went. I went, I was like, yeah, who are these people? They're from LA, what are they gonna know? So I went and I don't know what came over me that day. Brad just was like, you know what, fuck it. I don't have a business to speak of right now. If I could cast a reality show about being a real estate agent,

what's the worst that can happen? I suck that is actually pretty bad, so let's not suck, but if I got onto it, it's exposure that I would never be able to pay for. I can't afford those types of commercials, so let's see what happens. And I went into that audition, and they asked me why I was there, and I said,

because I'm the greatest fall commercial estate broker in the history of the world. And I distinctly remember them staring back at me and being like, okay, got it? Because I think the 3,000 other agents who showed up that day, remember, in New York City alone, there are 80,000 real estate agents. My gosh.

So I was one of them. I think a lot of people were probably mumbling and stumbling and like, well, you know, I saw the note in this and I saw this and this. I just laid it out and one line super simple. Next question, let's go. I'm busy. Okay.

It's about that. Can I say something? One thing I'm going to add in, two things. One, the most certain person always influences the less certain person. So one of the things you did is you brought a ton of certainty. But you just use the word busy. I think one of the ways that you have magnetic energy guys, if you need to be created, is be busy. Just busyness alone becomes

magnetic because when you have scarcity of time, scarcity is value. And so the less you have of it to offer people, the more valuable it is when you give it to them. So I just want to inject that and you keep rolling. No, that takes me directly into the next point here. You know, they asked me all these questions. Eventually I left and I was like, wow, I just bombed that. And then they called me back and said, hey, we want to keep talking to you. So months and months and months go by.

Eventually they say, listen, we've narrowed it down to a big group of you. And so we're flying back to New York and we're going gonna follow each of you for half a day in New York City. Don't stress, we just wanna see what your life is like. Show us your apartments, your office, stuff like that. That's a reality show, so don't do anything crazy.

To me, I said, okay, your first impressions, your last impression, if you are not careful. The last thing I was gonna show them was my fucking apartment and my office that was like in the corner somewhere. And appointments, what was I gonna do? Take them on a thousand dollar a month, rental appointment that I had, no way.

So I said, this is an opportunity that I have. I told them I'm the best. I believe that I can be the best. I might not be the best today by numbers, but they didn't ask me what my numbers were. They didn't ask me what my listings were. They said, why are you here? I said, I'm the best real estate agent

and that's what you're looking for. So why are you asking? And now they're here. So they want to see that. So I scheduled myself a day that was as busy as one of my busiest days ever. And I would have busy days here and there, but when you're brand new in any business,

you have a lot of, there's lots over and over and over. And I wasn't about to let fate control my destiny in any way, shape or form. Okay, they were gonna pick the day, they were gonna pick the morning. No way was I gonna say, well, no, that looks like a slow morning. I guess that's what they're gonna see.

No, walk in way. But every day they pick, I'm gonna give them what I told them I was, the greatest real estate agent ever. And so I drove them around the city like a crazy mad person. I booked myself non-stop every 15 minutes. I think it got car sick halfway through. And then, because my life is not that crazy,

I was done with them like three hours early, and I didn't know what to do. And so I left them in an apartment, and I got back into my car and I just drove off and said, listen, I have a really busy day ahead of me. I don't have time to stay with you for the next couple of hours. I gotta do some personal stuff. I'm sorry, I'm sure you can understand.

If it doesn't work out, no problem. Wow. That reached me, and I left them. And I at that point I was like, right, 50% chance. That was the stupidest thing I've ever done. But there's not a 50% chance that they're going to look at that and they're going to say, he just left us. Everyone else is is dying to get on this show. And this guy just left us on the side of the, please cast him now. And that's exactly what happened.

I freaking love it. Like, see, I knew none of this. I just seen you on the show. I knew there's a, I knew there's an edge to you. But guys, the busyness combined with a little bit in life of just to take away, I don't need this. Just a little bit, no matter when you're persuading, these are the combination, the mother of all combinations. And what I love about the book, you guys again, it's big money energy, is it's about magnetic energy, but it's also about building yourself confidence and it's about performing at a level. And let's just be really honest, you know, you all know Ryan, but think about what he just told you. This is done one of the top agents in New York at the time. And now, I mean, arguably the biggest real estate brand, at least in the United States that I'm aware of,

that's remarkable in a decade, and the catalyst was the things that he's telling you. So this is valuable stuff if you wanna do this in your own life. You talk a lot, you said something in the book that was interesting to me about like dropping your past or how'd you word it? It was like shed your past.

Don't let your past infect your present. Yeah. My people carry that baggage and that's what I was doing when I came to New York. I got you know, I had middle school, high school, college, bullshit, like on my shoulders, I had, you know, self-esteem issues which then turned into overeating issues, which then made me feel bad about myself, which then turned into self-esteem issues, which then made me feel even worse, which then turned into overeating, you know, so along and so forth. And I would carry that into my future. And it's like just like what I realized is you don't do that. You look at life like the weather. Right?

There are going to be storms and there are going to be sunny skies. But guess what? Can't rain all the time. And it's not coming. So you can walk around and talk about how much it rained last week over and over and over and over and over and over and over. Or when it rains, you can get out of the rain or you enjoy the shit out of it because sometimes it's okay to get wet.

And when it's sunny, it's awesome. You were ready for it. And you take that into the future. You really do that. You really think that way. Yeah, you really think that way now. And speaking of rain, it just made me think about something

because COVID's rained on a lot of people's parties. Yeah, for sure. People were like, Hey, man, this sounds really good. I knew I'd develop this energy. But man, I'm starting over right now. Like I'm, I'm, I'm, I'm that dude, you know, that shows up to the casting call of life right now. And it's been raining a long time. Yeah, listen, I, I mean, that's what I'm here for right now. Like, I'll be very clear and very blunt. And I think my mom tells me I'm too honest sometimes. I'm not an author.

Like, yes, I wrote this book because it kind of poured out of me. But I'm not a coach, I'm not a guru in any way. I am a real estate broker in New York City. I run a real estate firm. I'm addicted to deals. And I want to sell more real estate than anyone ever, ever, ever. That is my, that is my, that's what I do. And I was talking to people during quarantine,

who are trying to get into the sales business, or trying to start a business. And they were being fired. They were being let go or they were really, really, really terrified. And that's who this book is for, because I knew exactly how they felt. I know exactly what it's like

to have your credit card declined at a grocery store, right? I was there. I know exactly what it was like to hold back tears sitting on the subway when I was in my early 20s, because I had no idea what the fuck I was gonna do. And failing was just not an option for me. It just wasn't because I knew even then, like shit.

It's still not as bad as it could be. So what? I need more money, so does everybody. I'm not the only one. At least I'm in New York City. At least I'm here on a sub. I've got shoes, I've got pants, I've got clothes. And I started making everything so relative.

And so what I did is I sat down and I was taught to do this back when I would have panic attacks a lot when I was a little kid. And I made two and I made two lists on a piece of paper. We don't write enough with our hands. Everyone types or our thumbs are going to fall off one day. So I got a pen and a paper. And on the left hand side of the paper, I wrote down everything that I hate, everything that sucks, everything that was making me sad, everything that was making me depressed, all the anxiety, all the reasons, everything I wrote down. And then on the right side of the paper, I've to draw that big line. I wrote down everything

that's good. All the good things. As simple as breakfast was good, it was sunny out, that's nice, glad it was raining. Oh yeah, I know, I did that deal. Okay, that was good. And then this, and then this, oh, and my parent, blah, blah, blah, blah, before you know it, you breathe. And the right side of the paper is so much longer than the left side because good will always outweigh evil If you do the exercise right and and I talked to a lot of people who've had a really really hard time in 2020 and I've asked them to do that exercise and they always take a moment they come back and say holy shit I didn't realize how much good I have going on right now and the three things that make me really, really nervous, yeah, they're super big.

Yeah, I lost her or him. Yeah, this is fucked up, but holy shit. Do I have an amazing opportunity in front of me right now? And a big part of finding that big money energy to allow yourself to win as much as you want to, right? You got to have that want is to be an opportunist. I'm sorry, to be an opportunist. You know, you have to have the power to make your own magic.

You know, you can't wait for someone else to do it. I mean, my career really took off when I realized I didn't need anyone to provide me with an opportunity. Opportunities are everywhere if you're comfortable with being opportunity. Opportunities are everywhere if you're comfortable with being uncomfortable. Like I still, to this day, I've been in the business for 12 years. I do, you know, last year was a tough year for real estate in New York, but in 2019, we did 1.4 billion in sales. I to this day, every day, I hold email billionaires.

It's part of my job. I cannot not do it because people of means either take direct referrals from friends or family or they just don't have the time to think about it and they don't have the time to think about me. So I'm gonna make sure that I'm in front of them. And I come up with new ways to reach out to 15 new people every single day. And I make that part of my work. That's my work. If I do that, I want this is when

you're shooting everything, no matter what you're doing. So stay on that for a minute. This is a, this is the opposite question, because this is really telling about you. Most people failure gets them, right? It gets them. But the other thing is like some limited amount of success really gets a lot of people. You know this, you've watched a whole bunch of people that you've passed by. It's like they get to a certain point. Maybe they've exceeded where they thought they were going to get in the very beginning and they just stop doing the things that got them there or even increasing them. So that's very impressive to me to hear that. And I'd like to think I'm the same

way like I'm still grinded some days harder than I did in the beginning. And there's times where I go, what the hell am I doing? Right? But then I'm like, I'd feel naked if I didn't do certain things. I'd have tremendous anxiety if my normal rituals I don't do every day.

But there's something about you, brother, that it is different. Now, I think everybody can have it, but you kept blowing through levels, right? Like another one, another one. And now you're even another one. What is that? And speak to that, the people that right now go,

fake that, hey, man, I'm actually didn't pretty. I'm already, I'm playing with house money. I'm ahead of where I was, so I'm gonna cool it. What would you say to them? If you can be happy by cooling it, then go for it. Right, really. What I'll say is you're just leaving a lane open for somebody else.

And if you're okay with that, then okay. Like I'm not here to tell somebody how to be happy or how not to be happy, right? No one should listen to me by all means. I am not a therapist, and I am not your parents, right? But what I do think about a lot of times is not about me today. I work for me in the future. I have a baby now.

Yeah, I kind of work for her if I'm being told the eye, I get a little bit, right? My wife's sure a little bit, but the person I care about the most is myself in 2030. My wife sure a little bit, but the person I care about the most is myself in 2030. I think about Ryan 2030, probably an unhealthy amount. Because before I know it, I'm gonna be there. Because 10 years ago, I wasn't on a TV show. I was hand modeling to pay my bills.

I was freaking out. I thought I was gonna get out of real estate. I was moving home to Colorado and then my life changed in an instant. And that was just, that was 10 years ago, okay? 10 and a half, let's say. So before I know it, it's gonna be 2030. And I wanna do everything I possibly can today to make sure that that guy's life is fucking awesome.

I want him to be able to go back in time to 2021, SirHant, and say, dude, you came out of that pandemic swinging. I know it was tough. I know it was crazy. I know you blew up your life. You started your own real estate company. You wrote a book with a title called Big Money Energy, Crazy Asshole, but guess what?

It all worked out, right? Like, that's what I'm working for. And I think anyone who says, well, I did it, okay, limited success, let's move on. Don't think about yourself today because you're taking a break in the present. You've got to work to take a break in the future. And then really, really, really, really, really earn it.

And if you're happy, right, then, then God love you. By the way, that's one of my favorite answers in the history of the show. Like literally, that's one of my favorite, everyone should be thinking right now, you 20 30. And don't dilute yourself into thinking you're happy now if you're really not. Now, if you are wonderful, right? But that's one of my favorite answers, also so honest. My favorite person is me. one of my favorite answers also so honest. My favorite person is me. But it's like listening. It's it and I think that there is for any entrepreneur out there, right? Anyone who is, anyone who's listening to this, okay, is somebody who who wants to do a little bit better in life, wants to do a little bit more,

wants to make a little bit more money, right? Want to learn a little bit more. No one who's okay with the couch is listening to this podcast right now because it's just here's a stress the fuck out of all. Okay. So, so everyone who's listening, I think wants more and that's exciting, like that's what life allows us. And it's also the future, like it's the 2020s. Imagine if it was the 1950s, I just talk to any old person,

talk to your parents, your grandparents, if you're so lucky to still have them. Say, you know, what were your opportunities when you got out of school? And they're gonna give you like three answers. You gotta make things relative. And the problem we have now is we are overwhelmed with opportunity and we don't know which direction to go. And so we don't end up picking a lane. Or we do pick a lane and we're so

obsessed with that lane and then we're devastated when the lane ends. We're like, oh, well, that's it. I'm not driving anymore. Laying over. Laying, it's like, no, that was me acting in the scene. When as the world turns, killed me off on the rooftop, when my grandmother stabbed me in the heart, that's real. That was a lane ending, but I didn't like get out of the car, call it quits. Said, all right, this is what I wanted to do my whole life.

You know what, no problem. I'm gonna take a ride, and I'm gonna go find a different lane. Let me figure this out, right? Let me just figure it out. And usually in hindsight, too, brother, like you look back on your life and like some of those previous lanes you were in sort of prepare you ironically through the new lane. Like you're acting background sure has not hurt with you being on a reality show about your real life, your presence on camera, you're being able to communicate energy, transferring, right?

I mean, it was all in hindsight. If you look back, sort of leading to this road as long as you sort of speak, walk down those roads when they were presented to you. Dude, it is, you know, luck is when hard work meets talent, right? It's, you know, it's not something that is guaranteed for everybody, but I think hard work trumps talent when talent doesn't work hard. And everything that I put into my

theater training, you know, like I was in theater camp when I was, you know, in the summers and it's like the one thing I actually really, really like doing. And then I threw it all away because I ran out of money, but then it circled back to me. And I got in front of a camera and I saw all these other real estate agents who were like, oh, they're awkward and weird and it's like, wait a minute, I know what these people want. I know what I got to do.

I know I got to look at people. I know I had to listen to people. I know I had to breathe. I know I had to give them what they were, let me see if this works. Speaking of that in the book, man, like you just, it's interesting. I'm really familiar with this book you guys can tell because like, I, there's some shows

that you okay, I gotta read the book to prep and I started reading the book and I'm like, I love this freaking book guys. And so, you know, I have people on the right books often on the show, but you talked about speaking of that and I'm watching you and I'm wondering, frankly, like you talk about having a confidence costume. Yeah. What you tell them what that is. And then I'm wondering, like, for me, I put one on early in my career and then actually

over a period of time, it was no longer a costume. It was kind of who I was. Yeah. And I'm wondering if that's true with you too, because there's a, there's a, you're a character. And I mean, that is a compliment. I think all successful people are definable, tangible. Hey, you know, people have an opinion about them. I think people that aren't successful have this tendency to just become vanilla invisible. And they're not that way. So what's a confidence costume?

And are you wearing it now, or did your life sort of happen like mine? So a confidence costume is well one, if you are in a line of work or school where you are not allowed to be nude, then you need to wear clothes. Okay, you got to wear clothes in some way shape or form. And I don't know what kind of pants or no pants you're wearing right now, but most of us have to wear clothes. And so for me, you know, I I do that I do our suit most of the time. I didn't have to. I could and there was one suit that really made me feel good that looked way more expensive

than it was. And I don't care what people will say to me, say, dude, you don't need nice suits to be successful. You don't need to dress nicely. It's the 2020s. Wear a bean in a sweatshirt. It's all about what you know This is all bullshit. Nobody even goes to office. For me personally I needed to put on a suit and tie to feel like I was going to work and there was a specific suit and tie black pinched right pink tie

Black belt black shoes that when I would put that on, like I was just unstoppable. Yeah. Any other suit I had, any other outfit, it was Ryan, and I look fine. But when I put on that, it was like I was putting on my superman costume. Exactly how I felt. Same thing. Yeah, like I'm going, I'm going, you know, it's like it's like people have like their lucky jersey or their lucky glove or their lucky shoes, right?

It's like athletes all the time, They're lucky underwear, whatever it is. In my line of work, where I got to wear suits and ties because most of my clients are in finance in New York City. I want to blend in with them. I've got that one suit that makes me feel like I can take over the world. And I wear it all the time, even to this day. I'm not wearing it today.

But when I got a big client, I got a big thing that I got to do tomorrow for three hours in the afternoon. I already know, without you even bringing this day, I'm not wearing it today, but I, when I got a big client, I got a big thing that I got to do tomorrow for three hours in the afternoon. I already know, without you even bringing this up, I know what I'm wearing tomorrow. I'm wearing that same outfit. And for anybody out there who's like, well, I can't afford that, I can't do this, I can't do that.

I'll tell you, leading up to your confidence costume, you can get what I used to call a security blanket. So, I was really, really insecure about not having nice things, and I was in a business full of rich people who had nice things, made me feel awkward. I was like, well, I need something, and that's okay. So I went down to Canal Street and I bought a fake Rolex for like 20 bucks. And it, from a distance, looked really cool. Close up, it didn't look that great. And it left like a weird green stain on my wrist. But for me, it was my vision board on my wrist.

Every day, I'd wake up, I put on that fake Rolex that wouldn't work and wouldn't tell the time. But it made me feel superficially for sure, materially, yes, that I was somebody that could afford a $30,000 watch. And I deserve to talk to you. And you deserve to listen to me because I know what I'm doing. I don't have that kind of money yet, but don't you worry. I'm going to get it.

And it was, it made me feel better, right? It's like a baby with a, with the, you know, the blankie that just makes you feel better going to sleep. Does the baby need it? Do you want to sleep? No. Cry. Eventually fall asleep. But is it making a little bit easier? Yeah, sure. And what's wrong with that? It's not that. Fake Rolex sales are gonna go through the roof right now because I did exactly the same thing.

I also had to protect the leap of one of those, you know, a little fake one that looked ridiculous too. But, and what it is you guys, my confidence cost them, just to give you guys all a step, because what it does is it's, because I teach it, it's a trigger. It triggers a state, it triggers a character. Mine was Superman also, but for me, because I was broke, I had to wear suit every day too, I didn't have nice suits. Mine were cufflinks. So when I would put on these cufflinks, there's like two pairs I had, man, that was where

my Superman cufflinks is like, it's just activated this mode in me. So all of you, it could be a pair of shoes. It doesn't have to be a suit, but it's something that just transforms you. And it's just a strange thing that our mind does when we're triggered. So a couple more things, man.

Like, because I want to be at the book, there's just so many things in there that like I buy into. I spent 10 years writing a Bible on how to sell and how to build a sales career for my team so that they could actually sell more and make me more money. And that's what turned into my first book,

which was like, surrogate, which is something that my team members would say to me over and over and over and over and over. And in there, I talk a lot about logistically, how do you sell something and how do you build that sales career and how do you sell something? And how do you build that sales career? And how do you make it evergreen so that it's consistent year and year out, right?

With no fluff, no bullshit, ever down to like, here's what my calendar looks like. Here's exactly what you're gonna do a step-by-step process. And in this book, I do the same exact thing, no fluff, no bullshit, but for harnessing that energy and finding it, because we all have it, right? It's all it's all it's just hidden for most of us. We all have that ability to take back control of our lives, but someone else stole it at some point. Maybe it was a girlfriend that really, really fucked you up. Maybe it was your parents who told

you weren't good enough. Maybe it was a boss who fired you. Maybe it's the reflection in the mirror because you don't like the way you look, right? Maybe that's who stole from you. And so this is gonna help you get it back. And something like the thousand minute rule for me is, okay, well, we're all on that same track every single day, running around. We all have the same amount of hours, okay?

We all have 24. How can I make the absolute most of them every single day without feeling like I'm wasting any time? Because I'm an independent contractor, so no one pays me, I don't get an hourly wage, there's no benefits, there's no, I just wake up and hopefully I sell stuff. And if you multiply 60 minutes times 24 hours, you subtract time for sleep, food, kiss in the wife and babe, we know whatever. You're left with about a thousand minutes every day. And I schedule myself in 15 minute increments, right?

Through that thousand minutes, because for me, I love waking up every day knowing that I'm the CEO of my own bank of time. And I got a thousand fresh minutes every day, every day. That way I'm kind of protecting against negative feelings. So if someone screams at me for three minutes because a deal just died, that's three minutes. I'm not gonna then throw away 997 minutes, right?

You wouldn't, you wouldn't, if someone stole $3 from you, you wouldn't throw away the other $997 because you're like, well, fuck this, right? You're not gonna do that. So for me, I scheduled that 1000 minutes methodically and I make the absolute best use of them. And if I get bonus minutes,

like I got somewhere 20 minutes early because there wasn't traffic, because of COVID and no one's in midtown anymore. What have you? Boom! I just got 20 free minutes. I'm not going to waste those. Like someone just gave me 20 bucks on the street. I wouldn't be like nah, here you go, keep it. You're really giving it to me. Dude, I'm investing it. I'm taking that. I'm figuring out what I can do with it, how long I'm gonna use it. And so I do the same thing with time. And when you flip that switch in your brain,

that helps you realize that time is a real commodity and not just this thing that floats in the air, you become much more careful with your time and you move much faster. You become much faster on that track. This is all, I'm just thinking, let's need to, you know, it's rare is that, see, achievers are so busy achieving, they're rarely the ones who create content and write books. That's why there's 3, 4, 5 people, we're talking about one of the guys before we started

it. They're unique because they've actually done things. Those of you that are familiar with my work, you know, obsessive, I am about my many days and time. This is Ryan's version of that. And it's just successful people just been time. They manipulated, it's just different to them than it is for everybody else. And, and this is just another point. It's another thing in the book that I really think is valuable.

So a couple more things because one of them respect your time and, and audience is to because the audience would let you and I go for like three and a half hours and we both can't do that today. But he has these codes in the book, guys. When I make a decision, I almost call it shock and off. Like I go to monster execution mode, monster. I just try to overwhelm the problem or the decision I've made with the execution.

You phrase it differently in the book about energy again, which I love. So I think it's code 13, but talk about decision making and then what you say about it. I'm a big, big believer in not negotiating your goals and big money energy code number 13. As I was writing the book, there were like these phrases that I kept saying to myself as I was going, like, you know, 10 pages at a time. And so those phrases popped out and I was like, I gotta do something with these.

So I kind of framed them throughout the book as these codes, right? These codes to remember. If you remember anything, remember the codes. And big money energy code number 13 is, once a decision is made, never waver. All energy is directed towards ensuring its success. And that's what I mean by that, right?

You don't negotiate. If you set a goal for yourself, you make that decision, do not waver. The only person you're gonna let down, maybe you're gonna let down a lot of people, but you need the person you're gonna let down is you 2030. Why would you ever do that? Like, it's just like, I don't get it.

I don't understand. And maybe that's just me. Maybe it's the way I'm wired. I don't understand how you could let yourself down. I let other people down. Go for it. They'll figure it out. They're adults, right? They'll learn. Okay? They're gonna be pissed off at you. You might lose friends. Let everyone down. But don't let yourself. You're the only self you're ever gonna know. Like it's just you. Like what the fuck? It drives me absolutely crazy. And the other thing that I say about decision making, that I think is really, really, really important, for anyone who's listening,

who's in the process of growing up, and who might be on their first job, who might just be young, successful people, this is big money energy code number 15, successful people make decisions based on their commitments, amateurs make decisions based on how they feel. That was eye opening for me when I realized that and that was something my dad made me realize, you know, years and years and years ago, when he told me that he didn't actually ever want to wake up at 4.50 a.m. and go to work. Like that was mind-boggling for me

because there's a little kid, my dad woke up every day. He never complained, ever. Woke up, had his banana, had a coffee in a mug, went up to work, came home, was like, that's what my dad does, that's his thing. He loves it, I don't know. Years later, I'm complaining to my dad about working, waking up early and he's like, wait, wait, wait, wait. Do you think I enjoyed waking up at 4.50 in the m...

Do you think I didn't want to go play golf or hang out with you guys or watch TV? Like that? like golf or hang out with you guys or watch TV. Like that, fuck me up. More than anything else. I was like, holy shit. Holy shit. Being an adult, being a professional is about making decisions based on the commitments that you make and not just based on how you feel that day.

Oh, dude, that's so good. I made a post yesterday that said, I think I said, I make decisions not based on how I feel but out of who I am. It's the same exact principle, but the same with my dad. My dad got it really early.

I thought, he must have loved this. Yeah, it's just generation. You know, there are those guys. And my dad had the same conversation and he goes, you don't think I want to sleep in once in a while? Like, I'm like, that's how my dad would talk to it.

I'm like, yeah, I never really thought about it. I thought you couldn't sleep. So you just got up and went to work. Oh, man, I love getting up on its dark and coming home when it's still dark. You know, my dad, it was, it was, it was, it made it out of who he was in his commitment. You start, you start the race earlier.

And listen, I, you know, I've been, you know, I follow your journey, you know, for a while, I know fitness is a, know fitness is a big part of your life there. And it's the same thing with the gym. It's like, I worked out this morning. I woke up at 4am at an early day today. And when it worked out, I talked to some people in my office and they're like, you left the office last night at 10 p.m.

It's about at 11. You woke up at 4 for leg day. What's wrong with you? Why did you do that? And to me, but it was leg day. what's wrong with you? Like why did you do that? And to me, I'm like, but it was leg day. I, what am I, what am I doing? I'm like, I can't fuck up my whole week. I gotta go.

I don't miss leg day, I'll ruin everything. I can't not do it because what am I gonna do? I'm gonna, I would hate my whole day. It's gonna screw up tomorrow. And again, that's thinking about future me. If I don't do it today, even if I'm tired, all I'm doing is letting down myself tomorrow. And like, and I'm gonna be that guy. Before I hear a few hours, I'm turning into myself tomorrow

and I'll go on him to have a good day. Yeah, the Ryan 2030 thing, dude, that's coming up at dinner tonight with my kids. Like, I'm gonna, it's coming up to, that's so good. And it's like, I wish I had learned to phrase it that way. I, um, crap, I wanna keep going, man. One thing I'm thinking where we're talking is, one, at the gym, people that are on the treadmill

are running way faster than they normally run listening to you. And there's been a lot of speeding tickets during the show, because they're so tired of, one of those things, the accelerators been going deeper and deeper, they're going 90, they didn't even realize it listening to you. Which is what you want. That's the accelerator's been going deeper and deeper. They're going 90. They didn't even realize it listening to you. Which is what you want. That's, by the way, big money energy.

That's what it does. Yeah, man. All day. Everyday. Last thing, has nothing to do with the book, has to do with I want to pick your brain about something. Okay. Okay.

The real estate market in the world, looking sensitive to his, hey, like we haven't had a recession in like a bazillion years, and maybe taxes are going to go up with the new president. Regulations may change. You talked about the gig economy and independent contractors. There's some stuff they might want to do to mess with that a little bit. I'm just curious, you're outlook for people that are listening to this about the real estate market and the future. If you have any thoughts about it, you know, New York, but usually New York is sort of indicative of what's going on in the rest of the country, most of the time, I think, maybe not just the high end market. But what are your thoughts about

the next few years? Yeah, I think the rest of the country is experiencing a much better real estate market than New York is. New York for the last four years has been, has been a heavy buyers market. last four years have been, has been a heavy buyers market. Average days on market is something like 400. It has been brutal and then COVID hits and it became very, very, very tough. Only now are we slowly starting to see signs of life. But listen, mass quarantines were a multi trillion dollar, as they said on the news every day. A multi trillion dollar, right? As they said on the news every day,

a multi trillion dollar PR campaign for the value of a new home. And it wasn't for the value of an office. It's not like they were talking about go hideout in your office for three months. It was, hey, the end of the day when shit hits the fin, stay home. And a lot of people looked around and were like,

dude, I need a better home. I don't like this doesn't work for me. And the written the market has as completely exploded. There's record deals left and right. And I don't see any economic indicators in the near future that stop people's love of housing. It is not easy to get alone. It's not hard, but it's not easy. A lot of that was fixed in 2008, 2009 and 2010. If you can't afford a home, you cannot get alone. I think a lot of people still realize what it means to actually not buy more than you can afford. And people still need to live places. And now, with work from home, I mean,

people need more homes than ever before, because they're not going to the office. And that's not going away for a long time. And so I'm super bullish on the real estate market. I think it's going to be awesome for the next couple years. But at the same time, I also looked to history. I know the Spanish flu crushed this country in 1918 to 1920. And then I know the stock market crashed in 1929.

And it was terrible. So I'm very well aware that in maybe seven to nine years, shit could get real bad. So do as much as you can in the next four, so that yourself, 2030, is okay, even if things go terribly wrong, right? Make sure you're okay. That's good advice, man.

And I gotta tell you, I think homes are that way too, and even second homes, like just where I live, most of the places I live are second home type communities and people are just concluded. I need to have a nice home if I can. And I'm gonna work from it anyway, so I might as well make it beautiful and special. I don't know that I'd wanna own a bunch of commercial

office buildings right now, but I do think homes are something that is pretty precious in this country more than at any time. So brother, you're awesome. I hope we do something again together. Like I really, really enjoyed this. And I'm fired up. Like I'm ready to run through a damn wall right now.

I'm glad I got another meeting after this. I'm bringing some big money energy this Dex Dam meeting. I'll tell you that. Dude, what did you just drink? Drink some, I drank from the fountain of surant, I guess today. So there was awesome, brother. Guys, follow Ryan, get big money energy by the book,

and share this show. If you know anybody trying to perform better, they need to listen to what we just talked about or watch it, because it's loaded with gold and telling to get an op-out before it begins, because they're going to want to write a lot of this stuff down. So Ryan, surant, thank you for today, brother. All right, thank you.

I'll talk to you later. All right, max out everybody. God bless you. Yeah! Yeah! This is the end of my life show. Yeah! you