Trading Secrets - 197. Ryan Serhant: From Million Dollar Listing to his own show “Owning Manhattan,” the BTS to his SERHANT empire, current state of luxury real estate and how his leadership has lead to major $$$

Episode Date: September 2, 2024

This week, Jason is joined by entrepreneur, real estate mogul, investor, best-selling author, and reality TV star, Ryan Serhant! Ryan is the star of Netflix’s new reality show Owning Manhattan, along with being the former star of Bravo’s Million Dollar Listing New York, which follows behind the scenes of the lives of luxury real estate agents. Ryan has established himself as one of the most successful and well-known real estate brokers in the world. He is the founder and CEO of Serhant, a multi-dimensional real estate brokerage that sits at the intersection of media, entertainment, education, and technology. Under Ryan’s leadership, Serhant has since expanded to seven states, grown its agents and employee roster to over 500 people across 19 states, and amassed over 6 million followers across all social media platforms. Ryan breaks down the biggest move of everything he has done since the last time he was the podcast, how he was able to pitch Owning Manhattan to networks, how his show differentiates from other reality shows he has been on, why they decided to go with Netflix, the benefit of renting vs owning, what compensation looks like, how being able to sell cars can translate to selling properties, how PR plays a critical role, and the two things that an entrepreneur needs to work on daily. Plus, Ryan reveals how he operates as a leader, the current state of the luxury real estate industry, the shift in his mindset, and his best advice for owning property.  Ryan reveals all that and so much more in another episode you can’t afford to miss!  Host: Jason Tartick Co-Host: David Arduin Audio: John Gurney Guest: Ryan Serhant Stay connected with the Trading Secrets Podcast!  Instagram: @tradingsecretspodcast  Youtube: Trading Secrets Facebook: Join the Group All Access: Free 30-Day Trial  Trading Secrets Steals & Deals! Indeed: Leveraging over 140 million qualifications and preferences every day, Indeed’s matching engine is constantly learning from your preferences–so the more you use Indeed, the better it gets. Get a $75 sponsored job credit to get your jobs more visibility by visiting Indeed.com/HIRE Quince: Quince has all the seasonal must-haves like cashmere sweaters from $50, 100% European Linen Shirts, and versatile activewear. The Best Part: all Quince items are priced 50% to 80% less than similar brandsUpgrade your wardrobe with pieces made to last with Quince. Go to Quince.com/tradingsecrets for free shipping on your order and 365-day returns. OneSkin: OneSkin is more than skin care. It’s about skin longevity, targeting the root causes of aging to help you look and feel your best at every age. Get 15% off OneSkin with the code TRADINGSECRETS at https://www.oneskin.co/ Nutrafol: Address your root causes of hair thinning with Nutrafol, the hair growth routine that keeps up with your life. For a limited time, Nutrafol is offering our listeners ten dollars off your first month’s subscription and free shipping when you go to  Nutrafol.com and enter promo code TRADINGSECRETS.

Welcome back to another episode of Trading Secrets. I'm your host, Jason Tardick, and welcome to the pre-market trading segment, where I'm going to tell you a little bit about our guests, an update from the market you should know going into this week and a little going on in my personal life. Before I get into our guests, please make sure that you subscribe to the show on Apple and Spotify and leave us a five-star rating and let us know a guest or theme you want us to cover in future episodes. Now, this guest I am so excited about. We had them on in 2021 and we are having them back now in 2024.

And holy shit, the amount of things that have happened in his career from 2021 to 2024 are mind-boggling. and we will get into all those, the dollars, the cents, the strategy, the thoughts, all the questions that you want to know. And without further ado, our guest is Ryan Surn. The CEO of Surnham brokerage and very well known right now for his show, owning Manhattan on Netflix. They just had season one come out. It was a huge sensation, massive hit nationally and internationally, and they were just renewed for season two. It's all about the Surhan brokerage and the luxury real estate space in Manhattan, the drama that unfolds, but also the structure, the deals, the dollars, the sense, the business, the entertainment, the drama, all in one, which is a lot different than the current

real estate shows that are out there. When renewed for season two, Netflix put out an article where Ryan said, to be honest, it's overwhelming. He said expectations were so high. for the fans and I knew we're going to give them something unexpected. He said, what you can expect. Tensions are high. Competition is fierce. Inventory is low everywhere, which means there are not enough homes for our buyers, let alone our agents. So it's an all-out real estate warfare right now with a lot of pressure on me as a CEO to lead us in the right direction. Season two will be intense and so will this podcast you are in for a treat. And that's a great transition to an update in the market. We know in September the Fed is going to lower interest

rates. We don't know by how much. The discussion is 25 to 50 basis points. But I would tell you is if you have a mortgage rate now, just be aware of what the average rates are to see if it makes sense to refi. The 30-year fixed rate average right now is 6.42 percent, and the 15-year fixed rate is 5.84%. This also leads me to another direction. Last week, we saw, saw the market soar and close at all-time highs. It is absolutely crushing it. So if you're sitting on cash rate now, earning zero percent, wake the hell up and get your money to work. You remember when Howie Mendel was on this podcast and he said, these dollars are employees for you? He was right. Get them to work. Get them to work. Now, I know that the markets at all-time

highs, you can dollar cost average in. But we can get into that. And a another episode. A little update for my personal life. This past week was at the U.S. Open in New York City. It was great. Some unbelievable podcasts, some great meetings. I'm so excited for some of the work that happened last week that's going to come out here soon. I did a GMA segment that is unbelievable. And with my talent agency, you know, if you think about it, big events put big dollars behind marketing where there's a lot of eyeballs. So almost every night we have talent that's either getting paid by brands or doing trade to be there, but it is a big week for our talent agency,

and it's a big week for tennis and all sports. And as a fan and someone from Buffalo, New York, who is friends with Jesse Pagula, we are all rooting for Jesse. So if Jesse Pagula wins tomorrow, because I'm recording this Sunday, I'll be back in New York City on Wednesday. But a lot of action happening. I have so many updates in my personal life coming soon. I just can't share them yet. But trust me, they're coming. A lot of action is happening.

And I am so excited about it all. But you know what? Enough of me. Enough of the market. Let's get in to the absolute beast of all beast, the business tycoon, Ryan Sirhan. Welcome back to another episode of Trading Secrets. Today we are joined by entrepreneur, real estate mogul investor, bestselling author and reality TV star Ryan Sirhan. Ryan is the star of Netflix's new reality show owning Manhattan, along with being the former star of Bravo's million dollar listing, New York in selling Sirhan, all of which follow behind the scenes of the life of luxury real estate agents. Ryan has established himself as one of the most successful in well-known real estate brokers in the world. He is the founder and CEO of Surhan, a multi-dimensional real estate brokerage that sits at the

intersection of media, entertainment, education, and technology. Under Ryan's leadership, Sir Hant has since expanded to seven states, grown its agents and employee rostered over 500 people across 19 states that has amassed over 6 million followers across all social media platforms. You know, it's funny. I'm reading these numbers, Ryan. You're still going. I'm sure they've grown because you're growing by the stuff. They have. I'm making mental notes. Yeah, I'm sure they're on my side to update. We would literally have to have this updated by the second to keep up with your growth. But today we're going to discuss all. things, Ryan's rise of success, the real estate world, how social media and building his brand

has helped his career and so much more. Ryan, thanks for being on trading secrets. Thanks for that intro. People should listen to that intro at 2X speed. Yeah, yeah, yeah. Just so much. Yeah, there's a lot of action. And I missed a lot of it. But let's get into this. You were on the show back in September 2021. Last time we had you on Zoom, yeah, at Zoom, right? And we talked about the days you literally ran out of money. Your quote was, I'd rather regret the things I did than the things I have never tried. That's true. You think about 2021 to where you are today. These last three years have been absolutely massive for all things growth. What do you think has been the biggest move of all the things you've done since we last had you on? Oh, at the end of 2022, I had to have like a

come to Jesus meeting with like my team because what I had built in 2020. I mean, I was a real estate broker from 2008 to 2020. And then I said, I'm going to go start my own firm. But let's let's take some risk, but like, let's not ruin my life. Like, I'm not starting a widget. You know, I'm not going to go raise a million dollars and go start something. And if it works, it works. If it doesn't work, it doesn't work out. Like, this is my life.

I named the company after myself. It's my personal brand. I've been working on it for 15 years. Let's like, let's be safe. And I saw that by the end of 2022, the let's be safe, kind of subliminal text that I was giving in meetings and on conversations was actually, let's go slow. versus what I would actually say,

which is how come we're not growing, how come we're not going fast? And so I created two camps, which were grow Ryan or protect Ryan, and you can't do both. You know, you can't do both. It's like, do you want to win the game or do you just want to protect the quarterback?

Yeah. In which case, sure, you'll stop him from ever being sacked, but you'll never score. Interesting. And so you've got to figure out how to build an offensive line that allows you to protect the quarterback,

but not at the cost. of winning the game. And so that was a big shift in the mindset of how we operate the company that came at the end of 2022, which meant that, hey, let's go open a market a year, turned into 2023. Let's go open seven markets at the same exact time on the same exact day. Let's move fast. Let's break things and then fix them, rebuild. Let's fly the airplane while building it at the same time. And I promise that when it works, the stress will have been worth it. And you just have to, what like Reed Hoffman from LinkedIn would say. You have to blitz scale. Oh, I like it. And so that was also at the time where Million Dollar listing, the format didn't make sense for me anymore because I wasn't just

a real estate agent running around with cupcakes doing open houses, dressing up as a polar bear to sell something. And so I created this idea called House of Surhant, based on our Sirhan houses that we have kind of around the country, and created a format for a kind of a new version of a reality show, which would be like an elevated reality. So not your structured, campy, smacking people, throwing drinks in their faces, but something a bit different and pitched it to all the networks, went with Netflix, shot that in all of 2023, and then that just came out like a month ago. Huge success. It sounds like defense doesn't win championships for you, but strategic offense does where when you think about your show, were you at all obviously totally different format,

different people, different everything, but you did see the success of Oppenheim Group with selling sunset. Was that any bit of inspiration for you getting your own show? Yeah, I think that million dollar listing walked so that or crawled you could say so that selling sunset could run you know and then from there you had a lot of copycat formats and then everyone's saying oh i can do that get three people or ten people who have a job and sick them on tv but then it's like the audience gets bored man sure it's all about the characters it's all about the people it's all about the stories and our show wasn't the easiest to pitch it was like okay it's going to be about me building the company and i want to show that. I want to show the ups and downs of building a company to a network. That sounds super

big. Like, what are you going to show? Emails? We can show like board meetings. Like, that's not, that's not exciting. Like, well, what if there's a mixture between everything people love about million-darder listing, selling sunset, the property porn, the agent drama? But then that has a baby with Vanderpump rules, right? Which is like the, you know, it's kind of an occupational docu-series with a mother hen on top. It's kind of me. And then, you know, when out of, you know, on a date with succession and billions in New York City. And you have like high power, high net worth, a beautiful orchestra throughout some voiceover. And you really try to elevate the story and create an eight-hour documentary versus just another reality TV show. And it either was going to

really, really, really work or really, really not work. And thankfully, it worked. It's really, really worked. It's like a mosaic, right? You got all these different things moving. The other thing I found interesting, Ryan, is that you are unlike most reality shows or docusy series, you are actually a producer on this show. And I did some further digging. You got the production company, Sirhan Studios. Now, correct me where I'm wrong, but typical flow of show, production company that's existed, that's done big shows, let's say Real Housewives in New York, they'll come with idea, they'll reach out to talent, they'll cast, they'll then build the sizzle, they'll sell it, green light, film it, go. Correct. Was that the same process for you,

or did you start with creating a production company first? Yeah, so million to our listing was that process that's most that's most processes you have a biz dev team and most production companies and they go out and they try to create ideas they cast they pitch a reel you know they pitch the idea they sell you know a sizzle basically you have some time to put together somewhat of a pilot or like a you know like an eight minute little like hey here's the show that you would buy and then if it gets picked up you do a you know you put the series together sure for me i'd already been on bravo you know i'd done you know four three spinoff shows right the main million dollar listing show And so I put the idea together and then I went to World of Wonder, which is the production company based in LA and said, listen, maybe there's a unique way to do this where I can supplement footage using Sir Hand Studios, which is here. That's super helpful. And we could do a lot with them. You guys could like run the show, like run lead because I don't want to have to like show run and do all that. And then I'll produce and have a, you know, it's going to be important to me to have my DNA in the look and feel because I also don't want to ruin my life. Of course. But everything that happened in the show was.

unintended like it just you know we had six months to shoot and they said whatever happens happens which was less pressure for a million dollar listing because million dollar listing says you have a year okay we're going to track these properties if they sell great if they don't sell then we will fire you on TV so there's pressure there but with us it was if they sell they sell they don't sell they don't sell and then we'll just see what happens which meant they filmed everything yeah so it's super raw it's very like like i i lost agents on my team i fired people on my team, my whole career, none of that was ever filmed because it was just a different way of creating TV. This one, they were there for everything. As a producer, did you get any say it all

as to the edits or no? Yes and no. I also tried to take myself out of it a little bit, so I wouldn't be so biased. Sure. And there are some things that I also wanted to be surprised with. Like, I didn't know about the, for anyone that's seen the show anyway, the drama between Chloe and Jade and some of the stuff with Jonathan and Savannah because I also was in the show. And so had I known too early because I'm on the production side and editing while they're shooting, then my reactions to all of those moments would have been, I would have had to fake it, you know, like, yeah, I would have to like act through it. And so I wanted to keep it as authentic as possible. And then we had a pretty structured post-production period that was kind of fun. And I was as as involved as I had the time for anyway.

So you saw a lot of the behaviors, like you saw Jonathan doing his thing. And some of the times that you saw that watching it back. That was the first time you heard about it, but that was the first time you actually saw it at all. Yes. Interesting. Okay. When you get the show, though, you film it and then you sell it, why Netflix and did any other streaming services out there offer an opportunity in which you almost went with that. Yep. We had offers from Netflix, Amazon, and Peacock. Okay. Hulu. It didn't fit for them. HBO Max was like going through some crazy thing with all their ownership and they were getting out of reality, basically. That's kind of it. Like who I, I, I, Yeah. So then how do you, is the decision strictly?

No, it was true. Dude, it was tough. Peacock didn't make sense for us because I'd been on Bravo for 12 years. And it was like ready for something new. Sure. No, like I did it already. And so it was really between Amazon and Netflix. And I basically just, we took a week to sleep on it because they both were very different. They were going to be different productions, different people to work with.

And we said, do we go with what's tried and true in the biggest in the world? Yeah. Which obviously when I say it like that sounds like, I sure. Yeah, exactly. Or do you go with, like, one of the biggest companies on planet Earth that has different ways to promote the show through shopping, that has different ways for us to promote brand through Amazon.com? Like, there's so many, there were so many things that we could do. But what ended up happening is I said, what's the call to action from doing a TV show in the first place? Like, my job is to sell real estate and build this company and do our education business and do production for all the other things that we do.

If I'm going to do this, there has to be a clean and clear CTA for building the business. And so I just started reaching out to all of our international clients. Okay. I said, do you have Netflix or Amazon? Netflix or Amazon? Netflix or Amazon. And every single person said they have Netflix. Wow.

Not a lot of people outside. I don't know what the numbers are. I think Amazon says they have a lot. I'm sure they do. But as far as my clients are concerned, like in every country I went to from India to Iceland to Hong Kong, Singapore, you know, Cape Town. Like everywhere, they all had Netflix, and our show would be fully translated and drop in the same day all over the world. It's like, so then I have to go with Netflix. That makes the most sense.

And I'm glad I did. They were a great partner. They're still a great partner to this day. They were awesome. They gave me tons of freedom to be as weird as I wanted to. No, it's like, I want to open this show with voiceover floating over New York City. And they were like, okay, okay, sure, we'll see what happens. And just like a lot of it, there's so many moments at the show that, like,

never just you never they would never have been on bravo because bravo has a look and feel yeah and a structure and a certain type of music like when you turn on bravo you know what you're going to get regardless of what the show is yeah whether it's real estate or housewives or this that yeah like they look and feel basically the same yeah Netflix it's all different yeah you know it's hard to like so we also had a lot of fun of telling the real estate story from the top down versus the bottom up like if you if you're into production at all um you can watch like million dollar listing. You can see the camera oftentimes starts low, you know, and you're looking up at buildings. Sure. It starts low. Our show, we made, there's a, there was a real, like,

production element where we said, we're going to start the camera swooping. We're going to start with drones. Like, we're going to start, like, Jonathan's entrance into the show. He's on his motorcycle with a drone coming down the canyons of Soho. And so it's like this top-down approach into every scene, even properties, Central Park Tower, it's droning right to the top of it. And then you go down in, even like stuff and pulling up to buildings, pulling up on my car. Like some stuff starts below, but a lot of it was show from the top as we go down, which is just a different level of storytelling. Same thing with the story of our show. Like million-dard listing told the story of individual real estate agents trying to get to the top. So you started low and then you shoot

it looking up. Like that's where they're trying to get to. And me, it's the story of Ryan who already made it to the top. And now I'm handling things on the way down. And all the stress that that brings. That opening scene depicts exactly what you're saying, right? So you got the drone up and top looking over New York City. The quote, I think, is cemeteries are full of wasted potential with your dad's story. Boom, right to you in the car. You talked about... Crazy music. Yeah, we had that whole worker's right. Where the hell's this going? How deep we're getting? All right, you talked about international. We can, it's easy for us to look up ratings and numbers when you're talking big network. It's harder with Netflix. We do see that you were trending in the top five

from the minute it was released. It's a huge popular show. Everyone's talking about it's trending. social media, but what kind of numbers do you guys get as it relates to international reach and ratings and things like that? We don't. They don't tell me anything. All I know is like I think in the first month, I think in July we passed about like a billion minutes watched. I don't really know what that means. Like I can do the math. Yeah. But like, you know, I don't know. I know a lot of people watched it. I know it went into the top 10 for two weeks. Yeah. Which is, I guess, hard to do. Especially because they put out a new movie and TV show like every single day. Like every day it's something new.

You're like, oh, I didn't know they were doing a Simone Biles documentary and then the Dallas Cowboys Cheer and then this and then this. It's like, how do you compete? It's unbelievable. Yeah, and it was, you know, I think it was top 10 in like 70 countries, you know, which I think is insane. You know, Bridgerton is like top 10 in 160 countries and up there for a month. What, when you look at dollars and cents, do you think you made more money from the show

and selling it to Netflix or for the impact it has to the brand? Not even close. The impact. Like night and day. Yeah, dude, it's, it's, it's a marketing device. Yeah. It's, it's brand awareness. It's the earned media value for owning Manhattan is something like $100 million.

Damn. Like, how would I ever, like, I can't. Can't touch that. Dude, even if I was a billionaire, that would be, you can't spend that. You know what I mean? It's nuts. It's an unreal. When the show works, if the show doesn't work, the earned media value could be like 500 grand

because it shows up for a day and then the algorithm puts it out. could even be negative if there's a negative connotation to your name, which is everywhere in the show. Interesting. So far so good, positive, content to commerce in a very intense way. Okay. We had a guy who had a real estate show on Amazon, actually. He talked a lot about how he had to come out of pocket for a lot of expenses. Were there a lot of... Tyler? Yeah. Yeah. Were there a lot of expenses for yourself where you had to come out of pocket? Yes. Yes. But I'm so used to it. Yeah. I think Tyler hadn't done a real estate show before. Yeah. You know, I'd done other types of reality shows where everything is kind of

are pretty buttoned up. Sure. But when they're going to come and film your business, you kind of have to roll the dice and say, do I want this to look good or do I not want this to look good? Yeah. Like, do I want to have a party that is awesome on camera or do I want to have a party that's not awesome? Yeah.

And so I'm just so used to it because that was the same structure for million dollar listing as well. They're like, hey, we're going to follow you around as your real estate agent. If you are broke, we will show you being a broke-ass real estate agent. If you are a broke CEO, we will show you doing a really lame three-year anniversary party for your staff and your agents. If you're not, then we'll do that too. You let us know what you want to do. I love it. I love it. Stay tuned to the recap. I'll tell you a story about one of the deals with Tyler and I from filming his show. So stay tuned for that. You mentioned real estate porn.

We got to see a little real estate porn. You sold a rental to bad bunny, I think on the show, $150,000 per month. I want your take on this. I was just like, why the hell would he rent this? If you take a $20 million mortgage over 30 years at 6.5%, I think his mortgage would be less than the rent. It would be like $100,000, $125,000. What's the strategy from that end? Yeah. I mean, I won't speak to that specific deal just because we have a pretty tight NDA on it.

But what I'll say is people rent big expensive things all the time. Yeah. Because owning could be forever. Like it's, there's a big, there is an expense to owning no matter how much you're spending. Like you talk to anybody. Do you're going to go spend how much to rent? a yacht for the summer? Why don't you just go buy one? Well, then you got to deal with it in November. You got to figure out where to put it in port when the weather changes. You got to pay

that staff all year long. You have the insurance, this, that, the other. If you're not going to be there all the time, it makes more sense. It doesn't matter, man. If you're making a significant amount of money, it can sometimes just be a rounding error and give you, you're basically buying kind of the optionality. You know, that's what people end up doing. How on a rental deal, I think it's very transparent how agents are compensated when they sell a deal. How are agents compensated on a rental deal? It's anywhere from one month's rent to 15% of the annual gross rent. And you usually negotiate. I think on that one, it was one month's rent because it was the rental. It was large. Okay. The big deal that was on your show, everyone's talking about the $250 million penhouse in New York City you're talking about. There's 3,000 some billionaires out there. We just got to get one of them. You offer $10 million in commission to one of your agents that could close the deal. Is anyone getting close? They're getting close, but not yet.

Okay, all right. Would this be the- Maybe someone who's watching or listening to this? Okay. Last time you were on the show, 2021, I asked you most expensive house you ever sold, 132 million in Palm Beach. This $250 million property,

this would absolutely blow that. This would be the largest home you've ever sold. Yeah, the prices since been adjusted to $195. Okay. Yeah, that would be the largest single home. I mean, we spend a lot of our time selling buildings, and we operate in volume at this point. because we're large. But yeah, there's only so many nine-figure homes out there.

Yeah, right? All right. Talk to me about a lot of people are watching this show. And I'm getting flooded when I told people I was having you on. It would be a dream to work for Sir Han. Oh, my God. Like, I think the desire to get into luxury real estate is growing by the second. If someone were lucky enough to land an opportunity with you, how does that compensation work? Is it like, how does the percentage is broken down? Is there a base salary? What does it look like? someone wanted to land a job with you. So every market's a little bit different because every market has a different compensation standard and there's a different level of overhead and expense that, you know,

the company incurs. In New York City, we incur a significant amount of expense, you know. And so as an agent, you sign what's called an independent contractor agreement. So it's an ICA that states basically the division of dollars and the expenses that both parties, both the contractors, so the agent and the brokerage are going to cover. Okay. You know, sometimes it can be some advertising. It can be desk-based.

It's a whole host of things depending on where that agent needs to be. But very, very simply, there's a percentage of every commission dollar that goes to the agent. There's a percentage that then comes to the company. If you're a brand-new agent and you've never done business, you're usually, I mean, at our company, you can't be a brand-new agent who's never done business unless you're joining a team and you become an apprentice and you go through what's like our two-year apprentice program with that team or you do enough deals. Usually it's like 10 sales

and then you can go and start your own. But you can't start a team until you've been in the business for at least two years and you've done a certain amount of deals anyway. Sure. So we do that. Most teams are anywhere from 60 to 75%

on their commission split, right, depending on their volume. You know, if you do $500,000 in annual GCI, so gross commission income, you know, your split with me is going to probably be pretty low. If you're doing 10 million, your split with me is going to be,

and then we're going to have, just different levels of responsibilities to each other. But we operate really, really well with teams and individual agents that come to us who want to grow. We are not the firm for you to come to if you want to do a deal a year, you know, or if you want to come to and just do the same you did this year that you did last year. If you want to grow, if you want to build brand, if you want to build presence, if you want to change your life.

Yeah. Like we are the company to come to. There's plenty of other firms to go to where you can just not. When you're hiring someone and they don't have real estate experience, Is there any industry concentration that you've seen someone with an industry expertise in X, Y, or Z have success in luxury real estate sales? And if so, which one? Cars.

Interesting. Because it's easier to get into auto sales. Okay. You know? And it's a stereotype, right? Like the car salesman. But if you can sell a car to somebody, like you can sell anything, especially real estate if you're willing to learn the information and do the work.

You know? Yeah. Yeah. And so a lot of its cars, but we have different types of agents too. We get talent agents. We get lawyers. We get music agents. It's pretty rare, though, that we find somebody in something that's completely real estate on adjacent. You get a lot of mortgage bankers, real estate attorneys, you know, who want to switch to come on the broker's side. We talk money on this show. You get into luxury real estate. You're doing everything you're supposed to do and you're kicking ass and you're, you see this person. This is a made up person. And you're like, I'm blown away with this person. They're doing great. How long do you think they'll have to be in the game until they can earn, let's say, a half million dollars in annual revenue? Three years. Three years. In a million? I mean, could be four years if you're doubling your income every year. Impressive. Could be five. Yeah. It depends. That's huge. When Maggie, the big scene where Maggie leaves, your firm. The first thing I'm just thinking is, is this an ego play or is this a dollars and cents play? And so I'm curious from your perspective, do you think she made that move because she can

make more money or did she make that move because she wants to try and emulate or build something similar to you? Like, what's the strategy for like that? Everyone has different reasons. I think money was definitely a part of it. But I don't really know. I like, you know, there's, I think Mel Robin says, just let them. Yeah. You know, like, how much wasted energy am I going to give trying to fight someone to stay? Like, I, why don't I take that energy and put it into the people that are already staying to make their lives even better? And I learned that through that process, you know, I haven't, I mean, we've been doing this four years now. I've only had, like, a couple agents actually leave, like principal agents, not like assistants or admins and stuff.

Maggie was one. We've fired more agents than we've let go, which I think then makes the agents that we have even stronger and makes them want to stay because they're like, well, all the bad people, Sir Hand, just fires anyone. So, you know, I don't want to. And you go to another firm and you see that they, all they care about is agent count numbers and you're surrounded by people that just aren't at your caliber. And that's where all the resources go. Right. You know, if you're an agent that's been with me for eight years, you're going to have like eight year problems. Right. Which are serious problems when you have them. And if you have to sit next to somebody who's been in the business for eight months, that person has eight-month problems 17 times a day. So now my resources are going to the eight-month problems instead of the eight-year problems. And now the eight-year guy says, what am I doing here? Yeah, yeah. Like, I have no, what am I? Like, it's like bringing, you know, your Rose Royce to, like, the bike store to get it fixed up.

And you're like, wait, but I have a Rolls-Royce. What am I doing? Like, you don't want that. You want that kind of concierge-level service. And that's kind of how I think about it. One word you said there was resources, your resources. And when you brought in the PR agent, I was thinking about my, okay, this is interesting. He's losing a part of his business.

And now he's got to meet with a PR rep that he's hiring to kind of tame the beast. She's been with me for a while. Okay. And talk to me about the, how does the PR aspect truly impact your business? And does the cost make sense for PR? Yes. Because most people come on this show and they're like, And they're not dealing with massive enterprises.

They're dealing with themselves. Yeah. And most of them come on and they talk about, I spend 10, 20, 15, 5, whatever it is a month on PR. And I don't see the return. So this is an interesting instant response. Where you're like instant return. Yeah, no.

Well, there's two ways to look at PR then. Okay. You have people that look at a personal trainer. They spend all their money with a personal trainer and they do the work in the gym, but then they go home and eat a fucking yodel, right? And so then they're like, dude, I spend all this money on this personal trainer. It's not doing anything for me. It's like, okay, well, you got to put in the work.

work too. And when you put in the work, the work will take care of you. But if you don't do that, right, it doesn't. Like I have Danny here, right? He follows me around all day long. We think through social, we think through engagement. He's incentivized to help us grow. Same thing with my publicist, right? There's, you know, there's base plus there's incentive. Like, my whole life is incentivized. I want everyone around me to be incentivized. My first two employees were Alyssa publicist and Natalie, my CFO. Yeah. It's like, somebody has to run the money because that's not going to be me. and then someone has to run image because that's not going to be me. I will do everything in the middle to make the image and to make the money.

You then do the two, right? And those are my first two key hires and I would give that as advice to everybody else unless you really love QuickBooks or you like really love calling reporters. I have relationships with almost every reporter now, but it's been a long, long time in the making. But you then it's a muscle, you know, I think you have two things you want. work on every day as an entrepreneur or a salesperson or a personal brand. You work on the reality of what you do. Yep. And you work on the perception of the reality. And so Netflix, for example, is the perception of the reality that I'm doing every day. Sure. Right. It's bigger than life.

Yeah. It's louder than life. We are everywhere. And by the time it comes out, which is two years after we started the process, selected Netflix, started kind of doing test shoots and all that, I don't want to shoot anything today that in two years from now I'm going to be like, no, no, no, I'm this now. No, no, no, we do better things now. Yeah, yeah, yeah. So you have to constantly massage the perception of reality

because that's what creates personal brand and creates brand of product while also massaging that reality, right? Which is, well, I actually have to go out and do the stuff and get work all day long. Okay, interesting. Tell me about you've obviously been a great leader of yourself building your brand, rising to top,

number one broker in New York City, and arguably the entire plan. But now you have to lead, right? You've got to lead, right? So tell me about the biggest differentiation you've had to learn from leading others as opposed to just leading yourself. It's the worst. Why do I do this to myself?

Well, some of the best quarterbacks, some of the best athletes in the planet, try to be a coach, fail miserably. Wayne Gretzky, best hockey players ever lived the game. It's hard. Manage your coach a team to save his life. Yep. Right? So not everyone can be the best of what they do and then transition into leadership.

Well, so I wanted to sell more. real estate in New York than anyone had ever done ever. Right. And I'm not from New York. I don't have those connections the way other people have, you know. So I was like, okay, what's my way around that? Instead of making an excuse, there must be a win. And so the win is going to be, I'm going to do this for people. So in the early days for me, no one had ever had like a super sized team because agents just, they did their showings. They made money, right? They have an assistant, maybe a junior agent. And maybe they have agents at different price points.

Just like, no, I'm just going to build the biggest team. I'm going to build a company within a company. There's no rules here. So I'll just go figure that out. So I did build for a long time, a huge team. When I started my own company, my team at my past firm was 65 people. And so, like, I had already been leading them. I'd already built, sell it like Sir Hint, based on the TV show in the book.

And we had a huge community of salespeople. And I was doing a lot of coaching and, you know, mentoring that way. So I had gotten pretty used to working through salespeople and leading them to whatever their form of greatness might be. And so I said, you know, maybe I'll just do this for myself now. Instead of doing it for another firm, I'll go and try to build real enterprise value. And I would say, I mean, there's so many mistakes that you got to make to really just sort of learn. You know, the biggest thing that you learn quickly is when things go well, it's because of everyone else. And when things go poorly, it's because of you.

Right? Like when you win the game, man, the team played well. When you lose the game, quarterback sucks, right? Way to throw an interception. Sure. And so, like, you learn that and you learn that real fast and you start learning how to make quick decisions. It's probably the hardest thing for me.

Yeah. Because I want to, like, think. Think through it. I want to think through it and, like, every decision is monumental and it's just not the case. You've got to be able to make executive, real-time, mission-critical decisions. every day and just move forward and just figure it out get it done yeah one question i have about the show and then i want to move on to your take on the market there were some questions actually were submitted to me about the agents are all of them licensed and every single person on the show's license okay and then

the biggest question reality tv that i feel like it's asked for every single show their docu-series was there anything that's scripted like looking back at the show now did you feel like anything was scripted or for anyone that says oh that might have been scripted what's your response i wish it would make my life so much easier. It would have taken so much less time. It would have been way, way easier. No, they filmed in real time. Even the voiceover moments, like all those stories were just, you know, you sit in interview chairs like this and you stare at a camera and they ask you questions. I'm like, oh, okay, so when he walked in the room, and then you start to slowly lose your mind because you sit there for four hours. Saying and going over and just giving your thoughts about what happened

last week, what happened the week before. And so I start to just tell stories. And that's like my grandfather's story, the deal story where the guy tried to kill me, like all those little voiceover moments were just from that, that they took the audio from and then we just laid it over, you know, kind of scenes. You can't get that if it's scripted. All right, let's get into your take on the luxury real estate market. So this was September, 2021. This was your quote on my podcast. New York City market has been down for five years. Average days on market for luxury real estate is 400 days. I am waiting for the market to recover. I think we have seen that, right? Luxury home prices are up. It looks like 9% over the last year in the United States.

States. So what is your overall take on the luxury market now, fast forward three years, given all the moving parts of an upcoming election we have? I mean, the luxury market has stood the test of time. And the reason it moves so fast is because it's an investment in, you know, an asset like gold. There will always be a buyer for that luxury home, whether it's a $10 million home in New York or a $2 million home on Lake Norman in, you know, North Carolina, right? Luxury kind of represents, let's say the top, I call it, like really the top 20% of the market in whatever market you're in. And that purchaser is always willing to pay for something that's ready to go and move in ready. The pricing has moved up 9% because the inventory is so low. Luxury property

owners still also have loans. They have interest rates that are low on large dollar amounts. So every tick up in rates, you're not going to refinance out of a two and a half and go into a six, right which is what you'd have to do today so i'm hopeful that the market stays as strong as it is now if not gets stronger as rates start to slowly come back down which is what they are now they won't go back down to two and a half or three percent but they'll come down to someplace that people can the general public really can swallow cool and then last time we asked about this i asked other than new york city if you had to focus your efforts elsewhere where would you focus at 2021 you said south beach Florida. And then you complimented kind of the political group associated with Florida,

just saying what they've done for real estate, how it made it attractive. I think you made a funny where people used to literally go and die, now people are going to like build families and build empires. Yes. So do you think like it's the biggest question we're getting with, with anything related to the market, real estate market or interest rates election, do you think the outcome of that could have a huge impact on real estate or the luxury market? It could. If Trump, wins, you know what you're going to get. And we'll see a repeat in markets as to kind of how he was running, you know, when he was in office. If the other option wins, then I don't know, man. I don't, dude, I don't know. When Democrats are in office, real estate is usually pretty strong

because there's so much spending. Okay. There's so much spending. The dollars flood the market. I mean, look at the stock market now. Yeah, yeah. Trillions of dollars are spent post-COVID. And so there's so much money out there. People put it into companies, put it in markets. And so people buy a lot of real, a lot of real estate. But now you have kind of this stagflation with high prices, ridiculous inflation, high interest rates. And so buyers don't really know what to do. Unemployment is relatively still pretty low. So people have jobs. They might not be making as much as they want to. They might be kind of burning the candle at both ends, but they can't actually do anything because they can't afford where pricing is today. Right, right. Right. It's pretty nuts. Like five years ago

in 2019, before COVID, there were just over 80 cities. in the United States where a starter home was like a million bucks. Right, right. 80 sounds like a lot, but it was only 80. Today, it's like 250. It's crazy. Where if you want to buy a starter home, which is the bottom third of the market, you're going to be spending at least a million dollars.

And when you say that, and you don't think with your crystal ball, there's a crash at any point? I don't know how the crash affects real estate. If the crash affects the stock market, if there's a crash that affects everything else, then real estate will come down just by default because there's going to be less buyers who are excited to spend money. It's going to be, the banks are going to be under pressure, like you're going to see that. But I don't know, it seems like we have recessions on Mondays and we have bull markets by Fridays. It's just, and everyone freaks out. Things get, things get cheap. And then everybody just buys back in because there's, other than the national

debt, you know, there's just no like underlying threat to the way the economy is moving right now. Yeah. And I think the Fed's just going to start bringing down rates just to pump things up a bit more. Sure. Okay. Always good to get a take from Sirhan, then look and see what it all happens. People are listening to this. They're motivated. They want to start interviewing and they want to get into real estate. I want to go to a situation you've talked about in a podcast with Jonathan. You said knowing what you know now, you wouldn't hire him again. Sure. But for those people that are hiring or those people are getting ready to interview, is there anything you would have done different in the interview process to possibly find some of the red flags that came to fruition? it's hard man like it's just real estate at the end of the day you know so it's hard like you do background checks you can do credit checks you can you can ask for references you can talk to other

people yeah but it's it's hard unless there is public information that shows that somebody is a bad actor yeah and we run into that all the time and we don't hire those people you know we also now are a much bigger company and we have a great agent base and all the markets that we're in and so as we're bringing in agents in those markets we can go to our own agents and own employees and we're thinking about bringing this agent on. Does anyone have any qualms? Sure. It was like a wedding.

Like speak now or forever hold your peace kind of thing. You're stuck with it. Exactly. But then if you make mistakes all the time. And it's like there's that classic saying of, you know, quick to hire, quicker to fire. Yeah. Quickest to promote. You know, you always want to.

And I think that's where a lot of leaders and managers forget because people who are doing their job. You're like, oh, she's fine. She's fine. I don't need to worry about it. He's doing his job. Yeah. And you spend, again, all of your resources.

on the people that aren't doing their job, which is just backwards management. And so you need to focus on those that are doing their job well, to let them know how grateful you are for what they're doing and help them move up in the company with you. Otherwise, those are the people that are going to look around and look at strap resources and say, wait a minute, how much you pay me? I can do this on my own.

Sure, sure. I'll do what Ryan did. I'll go to another firm. They're going to pay me, which is true. Yeah, interesting. One time we talked, I don't even think it was on the podcast and it was about your courses. And so you built the courses so that people can't even, I believe, get an interview with you or be an agent unless they go through the course. And the course was like a thousand, two thousand.

It's pretty expensive. And you had said how this has become like a pretty big part of your business. Is the education piece still like a material, material source of income? Yeah, so big that we had to change the branding and drop the Surhant name. So now it's just sellit.com. We did that in April because we just have too many people now. It's over 30,000 salespeople in 128 countries. We have one-to-one coaching. We have cohort async, which means like you take courses together or you do it asynchronous whenever you want. We have live events. We have our next big event actually in New York City on September 20th. It's our big sell it 24 conference. And it's so yes, I do tell people that want to come work with me. They have to go through it. Sure. But if you come

and you're an agent with us, you don't have to buy it. Like you just get access to it all. If you want coaching, you pay for coaching. Gotcha. And people come for the coaching and they kind of like stay for the community. And then you get all the bonus content and all the courses and all that stuff. Cool. But yeah, a lot of times any question you could ever ask me about anything ever, I've already answered. And it's in all the books and all the courses. So I just say, did you read my third book? I like it. No, no. If you didn't, then you can't ask me a question. All right. I'm going to try and get a couple questions that aren't in those books. We'll go to a little personal stuff. What's one thing Ryan Sirhan is just deathly afraid of?

What am I deathly afraid of? I don't know, myself. I don't know, like the man. It's a blessing and a curse. The man in the mirror, man, like, you know, what did it, like, of all the things I've lost, I miss my mind the most. I don't know. I think, dude, in a way, like, that answer is a little bit of a joke. But at the same time, I wish I wasn't so crazy.

There's a part of me that looks at people who have much simpler, calmer lives who are at complete peace, who found total zen, who like have their weekends. Yeah. Who like, yeah, sure. They don't have, you know, mansions and yachts, but they also don't have all of the stress

and broken relationships and midnight tears that come with that. Yeah. And those people will live longer. Yeah. You know? Yeah. Like I, dude, I'm 40.

I'm fully gray. I sleep incredibly poorly. And I think it's, I think there is like a part of my brain that pushes me to never have any, waste of potential. And then I'm doing this for the greater good. And then there's the other part of me who says, fuck the greater good. Who cares? Like, why don't you just calm down and take care of yourself? Yeah. So yeah, that's my answer. You've done, I mean, you've done just about

everything at this point. Obviously, there's always more to do, but do you have in your head personally defined when the enough is the enough? Or do you not have that? So I just turned 40 on July 2nd. And I made a promise to myself that I'm going to stop waking up every day trying to be important. And I'm going to start waking up every day now just trying to be happy. And if it's an important day

and it makes me happy, then great. Otherwise, I just don't care anymore. Yeah, yeah. Like, it's helped me make decisions much faster. Yeah. You know, and I was always so nervous about everybody's feelings and how they operate and trying to keep everything together all that and where things are moving so fast.

We're building so bad. So let's just keep it going, keep it going, keep it going. Yeah. Now, like 40-year-old Ryan, I'm, you know, my IDGA-F era of like, yeah, you can figure it out. And if you don't, you don't, don't. All right. Another personal question I got for you. You got an APN right now, unbelievable watch.

You also wear a lot of these wristbands. Tell me about what's going on with the wrist. That you got the whoop, you got the wristbands, and you got an unbelievable watch on. What's the style trend there? Talk to me. I have a lot of watches. I typically only wear the AP for work because it's so light.

Okay. Like I have Rolex. I mean, I have stuff. I have things. They're just bigger, you know? Yeah. And I end up type so much, so I end up taking it off during the day anyway.

I've evil eyes on both wrists. So I have that. I'm Greek Orthodox. My wife's Greek, so he converted. The red one that's here on my left wrist, my daughter, Zena, who's five. We're away a lot, right? Like I'm traveling all the time for work.

She's away. And so she has one, too, and it matches. So when we FaceTime, we both have the same bracelet on all the time. these I've been collecting on my wrist and they never come off since 2014 when I got one and then people watching Million Dollar listing would send them to me. They still do. I still get them. There's only so much risk space though. Yeah, there's a lot. So I put the ones on. Yeah, there's a lot of them. I put the ones on that meant something to me. Like this pink one

is a woman who watched the Million Dollar Listing growing up with her mom. I was her mom's favorite and her mom died from breast cancer. And so I put it on and never took it off. The big black one is literally the same story. Dad died from prostate cancer. This one, I saved a rhino in Africa. And they keep me a bracelet. I was like, I guess I'm putting this on now. This one's from my wife. There's a red, white and blue one that's buried in here from a military vet.

Oh, we do a lot with sellat.com with military vets who are kind of like, they come back from duty. And it's now what do I do with my life? A lot actually going to sales. They go into real estate. But there's no training. They don't know what to do. And so they come in. And so we give away all of our courses and trainings and stuff to military vets all the time.

Incredible work. Some people get tattoos, right? It sounds like you got the wristbands. Those are your story telling. If I need to, I can take them off. But there's so hard to be. And then I wear the whoop because it kind of keeps the bracelets up. A lot of action there.

I love it. All right. Talk to me about this. You've made a lot of money in career. You've also seen a lot of people make a lot of money. This is also a finance podcast. Where do you see people fuck up the most when they're earning a lot or spending or losing money on investing?

You're seeing a lot of people make a lot. You're seeing a lot of people spend a lot on luxury homes. Where are you seeing people make massive financial? mistakes or maybe where in your past when you're earning a lot, did you do that? Riches and niches. Like, stay narrow. Yeah. You know, it's the people that take uneducated major swing where, sure, could the bet pay off?

Yes. Yeah. But are the chances that it's going to hurt you much higher? Yeah, absolutely. Okay. That's why you see me, like, I stay in my lane, man. Like, I started a real estate company, a real estate sales training company that not trains other people, but it's all within the same vertical and a real estate media company. I write

books about real estate and sales. I have a show about real estate. I just latched on to this niche and said, if people can do the same thing for makeup, why not do it for real estate and not try to do multiple things that I just don't have like domain expertise in. I think the mistakes that I see all the time are people just don't have the domain expertise. They just don't understand or they end up having like a lack of trust with partners. I think that's where you see most businesses break up is that there's just unaligned goals, unaligned visions, unaligned missions, which end up building resentment because there weren't clear expectations set from the beginning. That builds up a lack of trust. And then what could have been a great idea or

great business or a great company or a great potential future profit ends up just being a boulevard of broken dreams. Unbelievable. All right. Two more things before we wrap. What is the largest commission check you've ever seen? Single check. Yeah, not not for like your whole agency, but for one person, either yourself or someone else, you're like, holy shit. $3 million, I think. Okay, that's a good day, not bad. All right.

And the last thing I got this, more of a general, but people are struggling, of course, with the price of homes. You already alluded to that. People are looking for tips, general tips, A to Z, not just the luxury market. What type of tips can you give someone today, right now, negotiating in this marketplace? If you're looking to buy and you can afford the down payment

and you can afford the monthly payment, then you're never going to find the house that you're going to love. Find a house that you like, that you can grow to love. Yep. Right. A lot of people miss opportunities because they're like, oh, no, it's just not right. I just don't love it. Those are the people that are also single at 50, you know, like nothing's ever going to be perfect. Yeah, exactly. But if you can't afford the down payment and you can't afford the monthly payments, then don't buy real estate. Yeah. Like, don't stress. Yeah, yeah, yeah. Live with roommates. Live with your parents. Save up your money. Yeah. Like, is owning a home the

American dream, I think it's part of the dream of like owning a deed where no one's going to take it from you as long as you pay your bills. They call it the American dream because there are other countries where you can own a home. And even if you pay your bills, the country can still take it from you whenever they want, right? Because you don't actually own it. Yes. You know, there's lots of countries like that. Correct. United States, it's, it's not the same. The government can come and take the property from you, but they have to pay you for it. It has to pay you market value. Okay. right that's where you see like the second avenue subway new york city getting built and all these buildings got turned into train stops stations you know because the government went through and said

we need to put a train stop right here what do you want yeah exactly you know it's eminent domain they're going to take it from you but they're going to pay you for it yep and some of those were great pay days for people but i would just be smart right be smart be educated and do not rush and also don't tie to like you can't catch a falling knife yeah like you're going to get cut you're not going to be able to time the market. And anyone who ever tries to actually time the market usually misses it because you usually follow the media. And when the media is talking about how bad the market is, that means it was bad a couple months ago and it's already on the way up. Totally. You know, if they're talking about how strong it is, that means it's probably following. Usually do the

opposite of what everybody else is saying. Don't try and catch a falling knife. That is unbelievable. The last thing I got for you, before we get your trading secret. We've talked about your success from 2021 to today. Last time we had you on the show, biggest regret from then. What was your your biggest fuck up 2021 to now biggest regret, something you would have done differently. I would have spent more time with my family. Can't get it back. Yeah.

You know, I do put everything into work. Like, I don't know, I'll wrap up today at eight o'clock, maybe. I'll do email till 11.30. I'll wake up at 4.30 and do it all over again. And now I've made that my brand. And now it's what's expected of me. And speed to lead response time. And it's just part of the machine now.

Would I have made a little less money? Had I spent more time with my daughter or wife? Maybe, maybe, or maybe I just would have reset expectations. And I think I'm just always so nervous about going back to 2008, Ryan, like in New York City with $4, not being able to afford food and trying to figure out what the hell to do and just being panicked all the time. Like that panic never leaves. Like that gut feeling is in my DNA. And wasn't it your commission that year like $9,000 or something? It was.

Thanks. Yeah. Just to remind you, never get back there. I never forget. Now I think a lot about myself in the future. Like, I do have an old man version of myself. Like, use that face app. Yeah.

Oh, yeah. See what you look like when you're 80 years old. And that you're going to be that guy before you know it. And if that guy's not happy, it is your fault. Yeah, that's true. You should check out. I don't know if you've heard about the Rob Deerdeck model. You know what he does for happiness?

What does you do? So he had all these consultants coming to his company, right? And optimize them. And he said, okay, I want you to optimize my life the way you do my companies. he's like okay what's the basis of it happiness so every year for like three four years he wrote down all these numbers in excel file for all these inputs and the whole idea was to see how he can become happier every day he got a number one through 10 to the 10th decimal of how connected he was to his wife she had to submit it to him and what he recognized when he was filming is when he was

eating unhealthy he was disconnected with his wife disconnected with his family and so he now only films four percent of the year so he optimizes his schedule strictly on happiness. And he doesn't have like a hundred, he doesn't have like a 10 year plan of 20 year plan. He has a 500 year plan for if you are born into his family, a deer deck, how you can optimize happiness. It's great useful. It's stressful. It's a lot. Might be even more work that I would totally fail. My wife would give me poor scores every day. Like, what do I do? I'm like, I can't stop work right now. Maybe the deer dick model is not your model. Up your score. Just come on, tighten it up. All right, we got to wrap with a trading secret.

It's something we can only get from you. We got one from you in 2020. here we are in 2024. What trading secret can you leave us with? I think we all have big pictures for our lives and where we want to get to. And then we operate like today is the only day. Yeah. And you got to go, go, go today. I would say to be long term greedy. What does that what does that mean long term greedy? It means don't be greedy about today. Like don't be, don't be greedy today with this situation, with this dollar, with this commission, with this opportunity. Yeah. Like, be long term greedy. Imagine yourself at 80 years old. Make sure that guy has figured out and made it.

But whether you make a little bit less money or you have, you know, a little bit less this or that, he's not going to care because he's 80, you know, and you're not going to sit there and you're not going to remember that one deal that didn't go through because you stayed at the office until 9 p.m. and miss your daughter's recital back on September 5th of 2024. Yeah. You're never going to remember it. What you're going to remember is that you didn't have as great of a relationship with your daughter as you could have. because maybe she's not sitting by you know it's kind of like your show you talked about top down

approach yeah i think that trading secret is like take the top down approach to your life i think it's kind of cool all right ryan where can everyone find everything you have going on a to z this might take an hour so at ryan surhand everywhere everywhere just google it ai it you know do the thing all over the place i love it you're killing it it's always good to see you thank you so much for this episode train secrets ding ding ding ding we are closing in the bell to the ryan surhan episode wow they were just redoed for season two this I mean I think about this interview David and I'm just at like a loss of words because this guy is just so good at what he does and he's so great at speaking easiest guy in the planet to interview and he's just a

success train so I'm curious what are you thinking yeah I mean this guy is I've never met I haven't met the guy, but I feel like I know him from the podcast, but I've never seen someone who can be so, like, lighthearted and almost like comedic, but fucking terrifying. Like, this guy breeds, like, he's intimidating. Like, not terrifying, but the way that he grows his business and a strategy for that, the types of people that he wants working with him and his aggressive approach, like growth and, like, non-status quo, like, I feel like working for him is an intimidating

very rewarding financially but intimidating work environment so I was just like I was very entertained but at the same time I was like I was almost like nervous like listening to it it was wild he's a beast I'm trying to think like I don't get

nervous interviewing him at all but I also get very my brain is fucking sharp as shit I know that my brain can't relax for one second interviewing him because I know I will miss a beat because I know he's that quick and he's that sharp but he's definitely like

what I love about him is you know we have so many people that come on this podcast that are so politically correct or they try and like you know just like jogging circles I could ask that guy anything and he's gonna fucking answer like he's just gonna answer

what he's gonna answer but he's gonna have the right answer and he's not only gonna have the right answer but he's gonna throw a little flare in it like wait you're witty you're funny you're quick responded holy shit that's a big number I didn't think it was that much

it was like this guy can do no wrong you can't stump him you can't be disappointed by his answers because they're bigger than life and to see the growth from 2021 when we had him on to now was like this guy's got some serious he's cooking some good

some good stuff over there I think it was wild too how he referred to the social media guy is seven deal Danny or whatever and he was referring to the fact he's got seven deals to pay for him like he is so business black and white

this is how it is this is who you are this is what it's going to take and i mean there's just so much to uncover here everything from his work schedule the expectations to some of his regrets what what direction do you want to go what's something you want to talk about yeah i mean listen for the people listening to this at home i know my friend jay would never talk about this but i texted jay an hour ago i said we need to have a heart to heart he didn't know what it was about I came on and I don't think anyone from my work listens to this but I I had my first version of like a mental breakdown panic attack tonight and it was all work related and you know my work is my life and Jay gave some amazing advice and I feel much better better enough to get on the podcast and talk to everybody but man talk about timing for this episode and that was my biggest takeaway you ask him what he's most afraid of and he said himself he said man in the mirror all the days I think about if I just didn't work this hard how much happier I'd be watching like sitting on the couch watching you know watching a TV show I have mansions and

yachts in a broken relationship and I'm 40 and fully gray and then the last thing I say that like that's a lot like let's just take a minute to like digest that the man at the mirror the yachts the broken relationship like that is it's heavy it's heavy and it's like you listen to these things and you're in awe of some of these people but then I used to work for multi-billionaire too and you always catch yourselves when you're with those people

where you catch them sometimes thinking man I wish I didn't have all this I wish things were simpler but then they snap out of it and they're back to like being on 23 hours a day 59 minutes right the biggest thing that I resonated with

that hit me the hardest when he talked about his email response time he said he's just like addicted to email he's addicted to getting packed to people he responds to emails all throughout the day, all throughout the night, but now it's an expectation for his brand. So if he ever takes a step off, it's like he's disappointing people. He's not the same.

He's falling off. He doesn't care. He's not taking it seriously. I mean, that's what contributed to what I was feeling earlier is like I live it, I breathe it 24-7, whether I'm doing a good job or a bad job, or I'm not feeling value, or respected or reciprocated or, you know, it's like, it just consumes me to the point where I'm on the floor being like what the fuck's happened to me so that was my biggest takeaway um from this is how much it hit me and how much i can't imagine someone like that has to deal with this and where the pressures

and i'm just curious how he deals with it um you know you talked about the deer deck happiness scale again but i think for me like and i know you've struggled with this too i mean it's very much a adjacent tardic um thing is to overwork yourself and drive yourself crazy so you know interviewing this guy did you get that we were you looking in the mirror a little bit yourself and feeling those things, or did the energy shift when he's talking about these things, you know, from your seat, how did it impact you? Things I'm thinking about are it just always catches up. Like life will always catch up, right?

Like if, no matter what you do, like whatever the direction is that you're over-exilarating in, one way or not, it will catch up. And other things will occur from that, right? Like you'll have so much success, maybe either financially, but where your happiness level is interesting to see, like, his focus now is, working on the happiness and less about what he's achieving um you know for me yeah yeah i think i i've it's interesting that you brought up like did i see myself in that a little bit and yeah i mean even cat and i had a conversation like when do when when when do we slow down a little

bit when do you slow down a little bit you know like you're always so go go go and it's so easier said than done and i even said in a conversation today i was like i've been telling myself for seven years i'm the slow down and i haven't slowed down at all and if anything i've just hit the gas and i've never really felt it has taken a toll on me until lately like i feel like the last month it's really taken a toll on me like i feel like physically like i look in the mirror i'm like dude you're those bags under your eyes are getting baggy i feel like um i feel like my brain sometimes isn't it like my memory? I can't remember shit because when you're doing so much at such a fast speed, you're not present. And so sometimes the art of the attention is just being attentive.

And so I'm feeling it now more than ever. And I think for you, like I'm not speaking for you, but like, hey, you are busy. You're traveling like crazy. I mean, I can barely keep up where you are. So that's going to contribute to it. But on a much bigger scale, I mean, you have the perspective. you've been engaged before like you probably thought your life was heading in a certain direction now you're with someone else you have perspective and you know how busy you are like you said seven years you haven't slowed down you've been building your business you've been building your life you've been building your career you're building your future but now you're probably at a point in your life where you know you probably think that you might found someone that you can do all the

things that you want to do in life get married and have kids and you you sure as hell no you can't do it at the speed that you're doing it, and she probably feels that, too, if you want to have a successful home life and family and things like that. So then for you, it becomes like a real reality. If I want this, I know it can't work at the speed.

You're going to figure out what it is, but how do you slow down? That's all part of it, right? Can I change? Can we change? But you know that you want it so bad that you're going to have to figure it out. A hundred percent.

A hundred. I want all those things, too. And the shift of, like, how the priorities will change, like, so dramatically. the priorities already have changed as my personal life has shifted. It's interesting. And you know what? It brings me to the Mark Lorry episode. So for anyone that hasn't listened to that, Mark Lurie owns an NBA team with Arod. He's a multi-billionaire and sold his company to Walmart. And

his biggest regret, and he almost like started tearing up was the lack of relationship and strengthened relationship he had with his daughters and so it just seems like all successes come at some sort of expense and it's just like do you what expense are you willing to bear at i also think dude i just saw this crazy i saw the notebook okay and the notebook broadway show and it's a great for anyone that hasn't seen notebook i mean i fucking see the movie but it's it's essentially like the older couple is the story from their notebook of what their life was like. And the woman has Alzheimer's. And you're getting to see some at an older age, like self-reflect, but also someone who's like forgetting these things. And you just realized, like when I walked out of it, I was like,

dude, life is so fucking quick. Think about it. The year is 2024. Okay. David Worth, let's call it, I'm 35, you're 37. Okay? Let's just say, and I know this is fucking more, but I'm just going to say it. Let's say we each have 50 years left, okay? Hopefully way more. But let's just say we have 50 years left. The world has been around at least year 24. The years that we're counting, right?

We're not even going to go before Christ. We're going 2024. 50 years is literally less than, what is that? It's like 1970. We're talking 2%? Like 2% of what the entire, do you know how quick that? So the years that we have left here is like 2% of the entire time that we've ever existed. It's nothing.

It's a fucking flash in the pan. And it's like when you're on that deathbed, what do you want? What does it look like? And I know we're getting deep here, but. But for me, it's like, I remember my dad's 40th birthday. Like yesterday, I remember what I was wearing. I remember what I was wearing. I remember what the cake looked like.

I remember how many people there. I remember the home that we grew up in. I remember exactly where I was. and I was and I'm I'm turning 40 in three years it's like I can't that that for me is like when I can't even fucking comprehend that like that to me is like I can't believe how fast it goes and my grandpa's in the hospital he's 98 years old he's lived a great life it's like is that going to is the next 40 years going to go just as fast like it's just I think it's going to go by faster because it's going to go by faster because I'm dealing I'm having panic

attacks on the forks. I'm dealing with work. I'm not dealing with Ninja Turtles on cartoon and get in the, you know, go to Grandma's house and eat pancakes. It's just all this shit. We talk numbers here, right? When you're 10 years old and your dad's turning 40, one year of 10 years old is 10% of your life, right? One year of 20 years old is 5% of your life, right? One year of 50 years old is 2% of your life. So the speed at which it goes will be quicker. And even if we connect this conversation back to Sir Hans' interview, I think his idea of going top down, like go to your 80, 90-year-old self and say, what do you want?

Like, do you think you'll remember your fuck? Do you think people in the nursing home are going to give a fuck about what you did? Are they going to care about how much money you made? No. Like, what are they going to care about? And I think that's something I want to start focusing more on is going top down. Because what is you're just moving so fast. I'm just moving so fast for what?

Like for fucking what? Well, for the, for the, you know. I love it. Yeah, I love it. You're working so hard for the opportunity to be able to provide for your future family. And, you know, I experience that a little bit now. And I don't even think even that Carter's 16 months that I've fully gone to really experience that yet. And what that means and what that feels like.

But yeah, man, it moves fast. We all talk careers on the show. It's a career show. It's a money show. It's all part of it. You know, I love personally. I hope you guys listening love being able to deal with the real stuff, stuff deep down that makes it all tick.

That makes the reason why we work and why we make money come to fruition. You get a guy like Sir Hantan. I mean, he's, he talked about it. You know, he's just sold a $195 million home. His biggest commission check was $3 million. I mean, he's the epitome of success in his industry. And here he is talking about the same things. You know, his biggest regret is not spending time with his daughter.

He's the most person he's the most afraid of himself. So if you're listening to this and you take anything away from this recap, just know that whatever your situation is, it's better than some. It's, and if it's only worse than others is your eyes only. You know, we are what we are.

We are what we make. And make the most of it. Make the most of it. That's my two cents. Make the most of it. And the last thing I'll end with is a quote. There are certain quotes when I interview people, I'll never forget and I repeat often.

Obviously, everyone knows, Dear Dick is probably the most. one I repeat every episode. But the one that I will continue to repeat over and over again is stop trying to catch a falling knife. Like do not try and catch a falling knife. And I think that could be applied to, you know, when you're trying to time the market or get into real estate or even like your relationships. Like stop trying to time everything perfectly. It's impossible. There's no such thing. Ryan Sirhan, that was an unbelievable episode. Literally a million Trading Secrets in one episode.

We're excited for Season 2. We'll be watching. David, you got anything else before we wrap? No, just want to say thank you for being a good friend. I appreciate you. My honor, my fucking privilege. I'm glad we had that talk, and I have such confidence in what the future holds for you in all categories.

It's going to be big. It's going to be big, and I'm excited to see it. So on that note, thank you guys for tuning into another episode of Trade Secrets. Remember to give us five stars. hit that subscribe button. Go follow us on YouTube. And hopefully it was another episode you couldn't afford to miss.