I’m Not a Real Estate Agent, But This Book Changed How I See the Industry

1. Bring the Energy or Get Ignored

💡 Want to close more deals? Show up with energy. People match the vibe you give off. If you’re excited, confident, and actually care, they’ll feel it. If you’re flat, uninterested, or hesitant, they’ll feel that too. The person who brings the most energy usually wins—simple as that.

2. Follow Up or Get Forgotten

🔁 Most deals don’t happen in the first conversation. So many agents send one email, get no response, and move on. Big mistake. The best know that follow-ups make the sale. A quick text, a voice note, a joke, a "thought of you when I saw this" message. Be the one who stays in their world without being annoying.

3. Build a Brand That Brings Business to You

👥 If people don’t know you, they can’t hire you. Posting online isn’t just about looking busy—it’s about being remembered. Share what you do, show your process, tell your stories. When someone needs what you offer, they should think of you first. That only happens if you stay visible.

4. Ask Smart Questions, Shut Up, and Listen

❓ The best salespeople aren’t the ones who talk the most. Instead of pitching, start asking: ✔️ What’s the most important thing for you in this deal? ✔️ What’s stopping you from making a decision today? ✔️ What would make this an easy yes for you? Then stop talking and listen. People will tell you exactly what they need—if you let them.

5. Rejection is Just a Detour

🚀 Every “no” gets you closer to a “yes.” Ryan Serhant got rejected constantly when he started. Most people would quit. Instead, he figured out why they said no, improved, and kept following up. If someone tells you no, it’s not the end—it’s just part of the process.

6. Stop Wasting Time on the Wrong People

⏳ Not every lead is worth chasing. Before you spend time on a client, ask: ✅ Can they actually buy? ✅ Are they serious about moving forward? ✅ Do they trust me enough to work with me? If not, don’t waste your time. The right people deserve your attention—don’t let the wrong ones drain it.

7. Meet More People, Make More Money

🤝 Your income is directly tied to how many people know you exist. The best agents (and business owners in general) never stop networking. ✔️ Go to events ✔️ Start conversations everywhere—yes, even at the gym or coffee shop ✔️ Stay active on LinkedIn The more people who know and trust you, the more deals come your way.

8. Facts Tell, Stories Sell

📖 Nobody cares about stats—they care about how something makes them feel. Instead of saying, “This house has 3 beds, 2 baths,” say, 🏡 “Picture yourself waking up to the sound of waves, stepping onto your deck with a coffee in hand, and feeling like you’re on vacation every day.” The right story makes a buyer feel something—and emotion sells.

9. Make Your Clients Remember You

⭐ What makes you different? Anyone can be a real estate agent (or a photographer, or a marketer). But most are forgettable. The ones who stand out? ✔️ Send a personal thank-you video after working with them ✔️ Remember their birthdays & life events ✔️ Go above and beyond in small, unexpected ways People never forget someone who makes them feel special.

10. Treat Every Client Like They Matter (Because They Do)

🏆 That “small” client today could be your biggest deal tomorrow. Ryan Serhant built his career by treating every client like a VIP—because they all had potential. Even if someone’s selling a $400K home today, they might sell a $4M home in a few years. Give every client the best experience, and they’ll bring you business for life.

Final Thoughts

Serhant’s whole strategy is built on energy, persistence, and smart branding. Whether you’re in real estate, sales, or any industry that depends on relationships, these principles apply.