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Speaker 1 (00:00):
Wake that ass up in the morning. The Breakfast Club Morning.
Speaker 2 (00:05):
Everybody is DJ Envy, Jess Hilarys, Charlomagne the God. We
ought to Breakfast Club. We got some special guests in
the building from Owning Manhattan. We have Ryan Sirhan, Trisha Lee,
and Jeffrey Saint Armand welcome. Does say your last name right?
Speaker 1 (00:18):
You did?
Speaker 2 (00:19):
You said it all right? Just making sure welcome. How's
it going, everybody?
Speaker 1 (00:22):
We're good, We're good, great man.
Speaker 2 (00:23):
Thanks start with you Ryan. So if you don't know
Ryan Sirhan, of course a million dollar listing. You are
a huge real estate agent across the country.
Speaker 3 (00:30):
What made you lead?
Speaker 4 (00:31):
You look like I used to lead a boy band.
I tried, man, it didn't work. I did a soap
opera when I first moved to New York City. That's
why I first moved to New York in two thousand
and six. They killed me off if my grandmother killed
me actually, and then I ran out of money. And
that's why I got into real estate back in two
thousand and eight.
Speaker 1 (00:46):
Smart man.
Speaker 2 (00:46):
You know so you left million dollaristic? Why what happened
with million dollar listing?
Speaker 5 (00:50):
We did it for ten years. We were nominated for
two Emmys. I mean it built my I built my
whole career off the back of a TV show and
it was a total accent. I went to an open
casting call with three thousand real estate agent in twenty ten.
That's how that show happened. Really, but yeah, Then in
twenty twenty, I started my own company and Bravo said, listen,
million Dollar Listing is a format, right. It follows three
agents as you do deals. That's what people expect. It
(01:11):
doesn't follow two agents doing deals and then one guy
running his own company. So what do you want to do?
And I said, I maybe this is time, you know,
to move on to the next chapter. So then I
immediately called Netflix and I said, hey, listen, I have
an idea start my own company. I just took down
this building and soho, I'm going to wrap my name
in it. I've got a lot of crazy, crazy agents
(01:31):
that are going to start working for me, like the people.
And they said, listen, make a presentation, send it over
to us. We did, and we started shooting that show
in twenty twenty two, and here we are two years later.
Speaker 2 (01:44):
Now, you guys make being a real estate agent look easy, right,
But it's not. That easy. It's not easy. It's not easy.
So how did you guys get your start? Not Ryan,
you get your start in Tricia and Jeffrey in real estate.
Speaker 6 (01:57):
Well, we're both from different careers.
Speaker 7 (01:58):
Jeff is a producer Emmy Award winning multiple Emmy Award
Everywhere trust and I ran businesses in Brooklyn, so I
we were both transitioning at the same time.
Speaker 6 (02:11):
When we met.
Speaker 7 (02:12):
We were, but we both thought that real estate was
the next thing we're you know, coming out of a recession.
It just made a natural sense to us. And we
met in real estate and Ryan reached out, like maybe
five years into my career and was like, like, we
should meet. You know, this is this is something we
should do. I didn't even realize he had started a
new firm, and then I started studying that and we
met and next thing I know, I'm in front of
(02:33):
a casting crew and they're following us around. And I
do think you're going to see real real estate here
because I don't know how to like sugarcoat anything for you.
Our job is hard and we work our asses off,
so you will see that. There's no way to make
that look different.
Speaker 8 (02:46):
No, I was just saying and tris is being super modest,
Like she had multiple polish bars, the name of the brand.
Speaker 3 (02:52):
It was a big brand in Brooklyn. She had a
huge following.
Speaker 8 (02:55):
So it was just the perfect synergy of like the
entrepreneur spirit that she has me with the television and
the marketing background. So it was a good mix. And
then going through everything to get to Sir Hand. We
ultimately came to Sir Hand. It was just like a
good fit with having studios there that what Ryan provides there,
it really makes our stuff different, you know.
Speaker 3 (03:11):
And toa Tricia's point about like the.
Speaker 8 (03:13):
Show, the show is is as real as it gets,
and we could speak to it not being easy because
it wasn't easy for us. It's like I would to
be like seven eight years in. It took a while
to get to this point. It wasn't like overnight all
of a sudden it was selling you know, multiple million, five,
ten million dollars and.
Speaker 7 (03:26):
You start like my first house was one hundred thousand
dollars sale. It took six months for it to happen. Ye,
how long that was eight years ago?
Speaker 2 (03:34):
Wow.
Speaker 7 (03:34):
I worked on that longer and harder than any other
dealt It made no money.
Speaker 2 (03:38):
People don't. People don't understand. So my daughter recently graduated
from NYU and and she's she jumped into the real
estate game. It's it's like having another wife that doesn't
leave right. She just it just because she doesn't get
paid unless she sells something exactly. And if it takes
two months, there's two months of not getting paid, of
paying for cars, paying for gas, showing people properties. It's
a lot take two years sometimes. Yeah, it takes a
(04:00):
lot of work, but I feel bad for it. But
the good thing about it is she loves it, so
she wants to do it right. So how long did
it take for you to you said, to sell your
first property.
Speaker 7 (04:10):
I didn't do any business for six months, and I
worked every single day while running my beauty businesses at
the same time. So at a seven am to eleven
o'clock schedule for six months and I didn't make a dollar.
Speaker 8 (04:20):
Jeffy, I would say somewhere around the same time. The
big difference is that I'm like a year ahead and
a half two years. So as she was going through that,
I was like, listen, it'll come together. Just keep doing
what you're doing.
Speaker 6 (04:31):
So I hit it here.
Speaker 3 (04:32):
Yeah, I'm not getting yourself. Soning's happening.
Speaker 8 (04:33):
He's like, listen, you're gonna do a lot better than
people who are in the business right now.
Speaker 3 (04:37):
Just keep head down, keep going. And that's the same
thing I tell your daughter.
Speaker 8 (04:41):
You know, just it's going to be difficult, it's gonna
be challenges, but just if you in it and you
really learn the business. And that's what's really key, learning
the business and know it, because this isn't like and again,
this isn't fake, like we know the business.
Speaker 7 (04:52):
Yeah, well, try to make it look like what he
does on TV is the job, and it's like, that's
that's just a portion of what's actually happening. If you
sit down with him and have a busines conversation, he's
going to blow you away far more than anything he
does on television.
Speaker 1 (05:04):
Did you watch any of Ryan's shows before you?
Speaker 4 (05:06):
No?
Speaker 6 (05:06):
Not until holiday season?
Speaker 4 (05:07):
Wow, you never watch it any the other show?
Speaker 3 (05:12):
Look at me. I did watch it that. I watched
the first season.
Speaker 7 (05:16):
And then I didn't think it was fair too because
I was getting to know the real person. And then
I was like, well, let me just judge that not
what I see on TV.
Speaker 1 (05:22):
Maybe good, maybe don't watch it.
Speaker 7 (05:23):
Yeah, but he's pretty intense on and off TV. So
I don't know, it's not pretty extremely intense on TV
and off TV. Like it's always let's go, let's go,
let's go.
Speaker 1 (05:32):
But the new show is different.
Speaker 5 (05:33):
Like I made nine thousand dollars my first year, you know,
ninety one hundred bucks trying to do real estate in
New York City.
Speaker 1 (05:38):
It's hard.
Speaker 5 (05:39):
You already feel no, not no way, I mean to day,
it's back back in the day, back in the day,
like when I first yeah, I mean two thousand, I mean,
it was just it was brutal, Like that's eighty five
percent of the people that get into real estate in New
York quit within nine months. It's just too hard, man,
and is living here is way too expensive? And so
one thing we really tried to push forward on this
show on Owning Manhattan, it was a deal that we
made with Netflix was what is reality TV? Three point zero? Like,
(06:02):
what's the evolution of TV shows? How do you get
people to look up from their phone? You know, everyone's
got attention deficit, that everyone's got TikTok brain, right, everyone's okay,
So how do you get people to pay attention? How
do you surprise the audience, and how do we show
them something that's very real and very maybe uncomfortable, like
nothing fake, no bullshit, like real deals and a lot
of loss as well, and keep them wanting more.
Speaker 1 (06:22):
Otherwise that's not make it now.
Speaker 5 (06:24):
That was my deal, like, I don't need to go
make another TV show, Let's go do real business.
Speaker 1 (06:28):
And it was.
Speaker 5 (06:29):
It was a super stressful two years and now it's
out for the world to say, So let's see what
people think.
Speaker 2 (06:33):
Can you lose yourself in the reality TV of it all?
Speaker 1 (06:37):
Like you can you forget what you got you here?
Speaker 3 (06:39):
I think so. I mean I can only speak to mykereer.
Speaker 1 (06:43):
Are you Jeffrey, Yeah you are.
Speaker 8 (06:45):
But I think you know. The thing about it is weird,
and you'll see this in the show. There's like less
experienced agents and more experience agents. So we're a little
bit more not only experiences agents, but just life experiences.
So it's not like we're brand new going into something
and we have like the TV backgrounds, you kind of
know what it is, so I can say for us
it's a little different, but I can see how someone else,
(07:05):
you know, just get caught up in the modern day.
Speaker 3 (07:07):
I want to be an influencer.
Speaker 8 (07:08):
I don't even want to do real estate anymore and
try to have all the whole different career.
Speaker 3 (07:12):
But for us, I think we're.
Speaker 7 (07:13):
Yeah, and I think we chose to do this at
a time in our life where we know who we are,
so we an audience is not able to tell us
who we are. For me, I just wanted to be myself.
If I can show up as myself every day that
I'm good doing it. But I didn't want to fit
into what they thought I should be.
Speaker 2 (07:26):
Now now gonna say now, COVID was was lovely for
a lot of real estate agents. Right, interest rates were low,
everybody was buying. Banks were given everything, every honey to
get it. But now it's changed. Interest rates are high
as I don't know what, So how is the business
now for a lot of people? And what do you
tell real estate agents now? That out there and it's difficult, right,
banks taking a lot to give people money. You got
to give your damn and your right arm to get
(07:47):
a loan. You know, interest rates are super duper high.
So what do you tell agents now?
Speaker 6 (07:51):
I say stick it.
Speaker 7 (07:52):
Out because I feel like I came in when it
was going up, and I came when I came in,
it was like you showed something once and you had
an offer, But at the entire time, I said, it
will not speed like this. It's a cyclical So I
was mentally prepared for where we are now. I don't
take it that bad because I knew it couldn't always
take good right.
Speaker 8 (08:07):
And in bad times is when really the cream riders
to the top. So this is the opportunity right now.
If you really again really know the business, learn the business,
you can take advantage of it now. I mean there's
a lot of things you could like really guide your
clients with, like forty your mortgages. That's that's an option
to try to deal with the higher interest rates, you know,
putting more down conceivably if you can refinance down the road.
Speaker 3 (08:28):
You know, there's different options you can do and give
good direction.
Speaker 8 (08:31):
But for the real estate agent, it's just like head
down and keep going yause everyone's right now. I would
imagine a lot of people, I don't know the exact
number's certainly to do right. A lot of people have
left real estate with the rates being as high as
it is now.
Speaker 1 (08:43):
Hundreds of thousands.
Speaker 4 (08:43):
Yeah, it's so is a global pandemic worth the low
interest rates.
Speaker 5 (08:51):
And take I take a week purge every year, like
a COVID remembrance week, you know, zero percent interest rates
for five days is you're not allowed to leave your house.
Speaker 1 (09:01):
Just see what happens the first.
Speaker 6 (09:04):
Go back to work. I had eleven showings.
Speaker 7 (09:06):
Like when we were allowed to go after that seven
month break, like that seventh hold, we had eleven.
Speaker 5 (09:11):
Yeah, there were real estate agents in the city who
had like emergency here on just in case the police pointed.
Because you know real estate in New York, you were
not an essential worker, right, and they were trying to
get you.
Speaker 1 (09:20):
They were trying to like make you stay inside.
Speaker 3 (09:23):
It was.
Speaker 1 (09:23):
It was complete insanity.
Speaker 5 (09:25):
But yeah, listen, we like if you were to say, hey,
I want to find a really really resilient person who
can kind of stick through the tough times and the
good times, let's go make that person in a box.
You wouldn't put them in a happy box, right, That
doesn't make resilient people. You'd put them in like a
really tough box. And that's exactly what we're in right now.
We're in a tough market. So if you can forward
yourself through this, you know the good times do come.
(09:47):
What goes up must come down. What goes down wants
to go back up again. It's just back and forth
and back and forth.
Speaker 2 (09:51):
Now you created your own brokerage. How difficult was that
leaving being comfortable with somebody else to now you have
to pay for everything. You're paying for the rent, you're
paying for marketing, you're paying for everything. How difficult was that?
Speaker 1 (10:04):
Super difficult? It was.
Speaker 5 (10:07):
I had made the plan to do it, you know,
kind of in twenty nineteen, and I said, I'm going
to start my own company at the beginning of twenty
twenty because that's going to be the beginning of a
new decade for me. And I kind of think about
my life in terms of like these, you know, every
years a chapter, and every decade is kind of like
a section of my book. So, okay, so the next
section of my book is going to be starting my
own company and running my own thing. It's going to
be fine. It's all gonna be fine. And then people
(10:28):
start getting sick in China, right, you know, Italy shuts down.
I'm like I now, I've already committed to doing this,
and so it was. It was pretty terrifying, but it
was all for the best because everything got so much cheaper.
Speaker 1 (10:42):
You know.
Speaker 5 (10:42):
I was able to get an entire building and soho
for our first office at the same price that I
was looking at, like one floor and another office building.
Because the market came to a screeching halt, right, buyers
roared back and there was a lot of there's a
lot of eyeballs on us when we started the company.
I think you know why Netflix was also interested in
making a show with us because everyone else left. Everyone
(11:04):
left New York. Everyone left New York. They all went
to country houses. They all went to Florida, which is fine,
it's great. We have we do a lot of business
in Florida. We love Florida. But everyone left, and we
were like by ourselves, working every day, sneaking down Broadway
to get to our office so that we wouldn't get caught.
Speaker 1 (11:21):
It was insane to build something.
Speaker 5 (11:23):
But yeah, the overhead's real, man, Like I you know,
sometimes I remember the name of my employees. Other times
I remember how much they cost, like what's your like
you know you've got because it's real, you know. And
and so one thing we try to do with the
employees is help them understand their direct correlation to revenue,
so you're not.
Speaker 1 (11:40):
Just paying people.
Speaker 5 (11:40):
And it's it's a big lesson that I've learned and
setting really really clear expectations from the get go, because
if you don't set clear expectations with people that work
with you, all you're doing is setting future resentment. Right,
And so that's been that's been huge. But yeah, man
like payroll leases, insurance, man like legal.
Speaker 1 (11:58):
Bills like what what like?
Speaker 5 (12:00):
It's just it's never ending when you want to run
your own thing, and ignorance is blissed that way.
Speaker 1 (12:05):
Maybe, I mean, so far so good? Though, Okay, so
far so good.
Speaker 2 (12:08):
Let me ask about now, now what about your families?
Speaker 8 (12:10):
Right?
Speaker 2 (12:10):
So we see in your family a million dollar listing
and how your family grew and your families. It takes
a lot because you leave your family a lot, right
because when somebody wants to show in or they want
to see a property, you can't say, hey, babe, I
know we had dinner date, but you know, because this
might be you know, a million dollar profit, it might
be a couple hundred thousand dollars. So how how was
raising kids and having a family doing real estate?
Speaker 3 (12:28):
Us?
Speaker 7 (12:29):
We work together, Jeff and I and I'm the only
like balance in the relationship because he would he'd be
working if his eyes are open, and I'm kind of
a workaholic, So there's not much help.
Speaker 6 (12:39):
But we have boundaries.
Speaker 7 (12:40):
There's certain times of the day where we have to
shut down, but we're on vacation and hiding out. We
go to the bathroom and we're gone for forty minutes.
Everybody knows you're doing a deal and you're not supposed
to be.
Speaker 2 (12:48):
On your phone going to the bathroom.
Speaker 7 (12:50):
I was like, yeah, no, we hide well, I usually
hide out, like I'll say, I'm going to the spa,
but it's like I'm talking, I'm doing calls because the
rule is you're supps be working.
Speaker 6 (13:01):
But we both cheat all the time.
Speaker 8 (13:02):
I remember we were on a cruise in the Mediterranean
last year. Yeah, racks a time when we started shooting
the show, which is a whole other reason that we
should talk about it. That's why we missed out on
the on the Central Park tower on the cruise.
Speaker 1 (13:16):
Yeah, yeah, keep going on those crewis man, a.
Speaker 3 (13:19):
Cruise always causes to hundred fifty billion dollars.
Speaker 8 (13:22):
But really, you know, even in that moment, there was
times we stepped away and I try to try to
text some of the text or something.
Speaker 7 (13:28):
Yeah, and then we don't want each other. We don't
want to catch each other, right, So I'm lying to you,
you're lying to me. Everybody knows, everybody's working, and I don't.
I don't think this one has any of that.
Speaker 2 (13:37):
What about you lying? You know, you got a wife
and kids, and how do you balance that? Because I've
seen a couple of times where your wife was upset like, no,
this is our time, and you're.
Speaker 1 (13:44):
Like, but this is deal. Yeah, it's hard, man. I
mean when you're in sales.
Speaker 5 (13:48):
It's you get addicted to it, you know, because you
don't get a salary, there are no benefits, and you're
only as good as your last deal. And you can
always say, well when is enough enough? And sure, you
can set a goal for your self for the year,
but then that next phone call, like you want to
pick it up, you want to see because your life
can change, like I you know, we started sur hint
at the end of twenty twenty. It's like I just
(14:09):
want to I went on rental appointments. He's like, I
gotta pay bills now. COVID shut down all of our markets.
It was awful, especially in New York right there were bodies,
you know that we had the Red Cross ship, there
were tents in the park.
Speaker 1 (14:22):
It was nuts.
Speaker 5 (14:22):
I went on a rental appointment on the Upper east
Side and my wife's like wear gloves, where your hazmat suit?
This is pre vaccines. Met a guy that wanted to
rent an apartment on the Upper east Side. I had
a big budget, you know, thirty to forty to fifty
thousand dollars a month. Started talking to him, decided not
to rent something, decided, you know what, maybe I will
go buy something in Florida. And that was a Monday.
(14:43):
By Friday, we were in contract on a house that
was asking one hundred and forty million dollars. So had
I not picked up that rental call, I never would
have done a nine figure sale that at that time
in twenty twenty going into twenty twenty one was the
largest transaction in the history of the state of Florida,
and like the top five deal in the United States.
Speaker 1 (15:02):
So like that can remember.
Speaker 6 (15:05):
This, I remember this moment, I remember, but that.
Speaker 5 (15:07):
Can you know, those things can happen, but you do
have to set boundaries and you especially have to set
boundaries with people that are not your family. You know,
it's not about telling your wife your kids, like, hey,
daddy's at home now, so let's pay attention to each other. Right,
It's not you know, it's not about telling your wife.
It's not about telling your wife and your kids that, hey,
daddy's at home now, so let's pay attention to each other.
It's about telling your clients like, hey, just so you know,
(15:29):
you know, Monday, Wednesdays and Fridays from six to eight,
I'm with my daughter. I put her down Saturdays like
Saturdays for me r Daturdays like I don't unless it's
life threatening. I'm really focused on on Zena that's her name,
she's five, and being there for her. And then she
knows Dad goes to work the next day. I don't
think she knows what I do. You asked her, she'd
be like, daddy sells and dances.
Speaker 1 (15:50):
I'm like that it.
Speaker 5 (15:53):
Exactly, he films it. She'll she'll take my phone and
she'll put you. She'll pick it up and look at
my phone and be like, hi, I'm Xena Surhan, thank
you for watching.
Speaker 1 (16:00):
Please like a subscribe, And I'm like, no, no, it's
happened terrible.
Speaker 2 (16:04):
So how do you guys deal with because of course
you're on the show, so people know who you are.
How do you deal with people that just want to
don't necessarily want to buy something, but just want to
hang out. Yeah, that didn't happen a lot.
Speaker 5 (16:14):
I mean it's I mean, it's happened to me. I mean,
you know, a million are listening. First aired in twenty twelve,
so it's happened to me now for twelve years. These
guys are going to have to go through it now
for the first time ever. And you got to be
super careful, right, Like wasting your time is terrible. What's
worse is is when people have like malicious intent and
they do like especially has that happened with you before?
Speaker 7 (16:33):
Oh?
Speaker 5 (16:33):
Yeah absolutely, We've had FBI involved, We've had stalkers.
Speaker 1 (16:36):
Yeah.
Speaker 5 (16:36):
Man, we had to move offices once. Like our home
addresses are scrub You.
Speaker 2 (16:40):
Don't hurt anybody, like yeah, but people get obsessed.
Speaker 6 (16:43):
You impersonate him every day.
Speaker 1 (16:44):
People get ab sassed.
Speaker 5 (16:46):
They watched you know, TV shows and you know, Bravo
is American for the most part, and then the show
aired around the world. But you know, reality TV, you
do you do, get very vulnerable and authentic, and you
let these cameras into your life for a year and
they see your ups and downs and and then with
social now everyone feels like they know you. And Netflix,
I mean, the show dropped today to two hundred and
(17:06):
seventy million people in one hundred ninety countries. Our voices
are dubbed in over twenty different languages. That's a lot, right,
all in all in one day. So one, you gotta
be careful, but two, like, if you're not googleable, you
got to show me something, you know, you got to.
I had a guy from a different country, I won't
say what country, but you know, reached out to me
kind of right at the beginning of million dollars listing
(17:28):
and totally seemed like he was going to try to
kill me or sell my body into oil drums or something,
you know, and.
Speaker 1 (17:33):
I'm like, this is not real, this is not real.
Speaker 5 (17:34):
He sent me a he sent me a photo of
his accountant as his proof of funds. Like, this is
not good, this is not great.
Speaker 1 (17:41):
Not great.
Speaker 5 (17:42):
Turns out he's We ended up doing a deal together
for you know, eight point three million dollars. Almost a
year later, after like it was the most traumatizing experience
of my life. He just liked to drink and was
on Zillow one night and hit me up and then
I was just I follow up or let the guy
makes hundreds of millions of dollars a year in another
(18:04):
country in a really weird way, and it is what
it is, so like sometimes you just never know, and
that's that's part of that addiction, right of like sales,
you just never know who's gonna call.
Speaker 2 (18:12):
What's the one deal for each one of you that
you lost that it burned you to this day that
you knew you should have sold.
Speaker 1 (18:17):
No, God, I'm gonna tattoo it on my butt.
Speaker 7 (18:19):
Pro one of my first closings, I got to the
closing so excited and the seller on the other side
of the table i'd never met, and she was a
former beauty client and I wasn't at the time marketing myself,
and as we got up to leave, she was like,
this should have been your deal, and I was like, okay,
And that's when I kind of like lit a fire
nder myself to start marketing myself and putting myself out
because she's like, I don't even know this guy that's
(18:40):
selling my house.
Speaker 6 (18:41):
This should have been your deal.
Speaker 7 (18:42):
I was with the buyer, but I wasn't sharing to
the world what I was doing. And luckily it was
my first deal, so that changed everything for me. Now
you can't see enough of me, gotcha?
Speaker 6 (18:51):
Yeah?
Speaker 8 (18:51):
Yeah, I mean for me, it was a deal. It
was a deal. That was It was an interesting deal.
It was a brownstone, a five million dollar brownstone, and
the guy was acquiring a different company. But he put
money down for it and he had to sell the
He had to sell the rest of the company in
effort to get the deal. So down payments down I
think put what four hundred thousand dollars down down payment
(19:14):
you know, went hard, which means if it doesn't close,
you lose the money, the money, and he haven't. He
just couldn't sell the company, and so we're here and
we're spending. This is something I never do. But I had,
like the buyers and the seller come together. They were
like great friends. Everyone loved each other. They were, you know,
borroing services to extend the period. And then at the
(19:35):
eleventh hour, he just couldn't sell the company. And I
felt bad at tell and he knew its.
Speaker 1 (19:40):
Beautiful yeah, I was.
Speaker 5 (19:45):
We were selling a building at the end of twenty
nineteen going into twenty twenty. Before we started the company,
we had contracts out everything. It was eight hundred and
eighty million dollars. I'd never done a deal like that before.
The commission was one percent, so it was eight point
eight million dollars UH. And then COVID hits and the
money was coming out of the Middle East. The price
of oil starts to tank. The buyer say, hey, we
(20:07):
just need a little bit of time. You need a
little bit of time. We need a little bit of time.
Deal slowly falls apart. I worked on it for a year.
I still I think about that deal every day.
Speaker 1 (20:16):
Easy I go that. I like that.
Speaker 5 (20:18):
That was Like that was, you know, it's like a
life changing sale, you know what I mean. Like that
was especially when I was starting my own company. I'm
all right, so that's gonna be my seed Money'm bootstrapped
like we we you know, we're not backed by anybody else.
We build, you know, four agents buy agents with agents,
Like I am a real estate agent, so I think
the agents that work with us, I understand their world
because I'm in it with them all day long. That
(20:40):
was a brutal one that sucked one day.
Speaker 2 (20:43):
Though one day, I'm not gonna ask you, guys, being
being black, is it more difficult to get people to
come in and say to trusting you guys than anybody else?
Speaker 6 (20:51):
Far more?
Speaker 2 (20:52):
Far more? Why would you say that?
Speaker 6 (20:54):
Because you work with who you identify with. That's just
what people do.
Speaker 7 (20:56):
Like if every agent sat down and thought about their
last five clients, they probably something like them. And so
people that we work with typically look like us. And
you know, the economic wealth gap is anyone as well
as anyone else in this room. So the likelihood of
us working with clients that own two and three and
four and eight million dollar homes has shrinks down to
what less than five percent, probably less than two percent.
So it's just harder for us to build volume, drastically
(21:18):
harder for us to build volume.
Speaker 8 (21:19):
And I think for us that's part of like we lean,
we lean into you know, our sphere, and we really
worked out, worked out as hard as we can to
really get the business right. And then in the show itself,
it's part of our transition from leaning into our core,
which is our Brooklyn audience, and then going into Manhattan.
Speaker 3 (21:36):
Yeah, that's the show owning Manhattan.
Speaker 8 (21:37):
So it's like transitioning from still servicing that base but
knowing that we want to go to a different tier
and then starting to do that. And then at that
point we have all the experience, you know, and we
can speak to whatever the market is, to whoever we're
speaking to, and then.
Speaker 6 (21:51):
They kind of understand, like you can be a Brooklyn
rock star.
Speaker 7 (21:54):
That's great, but it's like, you know, at a certain point,
you have a conversation, You're like, Ryan, I want to
do these other things.
Speaker 6 (22:00):
Help me, you know.
Speaker 7 (22:01):
And I think that's how this came together because we
were both working at another firm and then we came
over and we were like, Okay, this is how we
want our business to shift, and we sat down and
did a planning session with him about how we could
grow that business.
Speaker 1 (22:14):
I still have to come to your cookout.
Speaker 6 (22:15):
You really do have one.
Speaker 1 (22:17):
Ally.
Speaker 7 (22:19):
You're an ally and you have an admission to one cookout.
Speaker 1 (22:21):
One cookout.
Speaker 6 (22:23):
It's a little ticket. He has it on his wall.
Speaker 3 (22:26):
You might do it for Labor Day, but only one.
Speaker 6 (22:29):
If it's this year, make sure you use it this year.
But he's invited to one, you.
Speaker 2 (22:34):
Better not bring him to Brooklyn and Labor Day.
Speaker 3 (22:39):
Have him in the Parkway, but my first.
Speaker 6 (22:43):
Day on the Parkway was last year.
Speaker 2 (22:45):
Brian's like, I don't know what the parkway is, but
stay away from it.
Speaker 6 (22:48):
From advice, I also.
Speaker 2 (22:51):
Got to ask when it when it comes to everything
that you do, do you start off small because you know,
thinking about real estate, right, there's always that one person, right.
I remember buying my first house is probably three four
hundred thousand dollars, right, But then you stay with that
agent to you a million dollar house and ance one.
So do you still stay smaller? It's like one of
the things like na that I'm not doing that.
Speaker 5 (23:10):
It completely depends, right, It's all this business is all
about relationships. We're not actually in the real estate business.
We're not developers, we're not contractors. We're in the people business.
Speaker 1 (23:18):
We help people.
Speaker 5 (23:19):
Can we connect those people to buyers, we connect those
people to sellers. I think, especially when you're early on
in your career, you take everything because you never know
a two thousand dollars rental client that's going to drag
you around and you don't get paid by the hour,
You don't get paid a salary, right, that person maybe
her uncle her brother, who she knows her future girlfriend
or boyfriend like could be an amazing client. It's all
(23:41):
about those relationships and there's a thousand stories to tell.
Speaker 1 (23:44):
That way.
Speaker 5 (23:45):
I run the brokerage now, and that's really what owning
Manhattan is about, you know. It's it's running the company,
the stresses of running the company, and then the agents
that work with me, and so depending on deal price
and all that. I mean, almost every deal I do now,
except for maybe one or two a year, I do
with our agents. I'm doing with Jeff and Trisha, you know,
I'm doing with the other agents that you'll see on
the show and other agents that are at our company
(24:07):
who are highly specialized and have domain expertise and kind of.
Speaker 1 (24:10):
What they sell.
Speaker 7 (24:11):
You know.
Speaker 5 (24:12):
That way we can expand our business as much as
we possibly can.
Speaker 2 (24:15):
That's two last questions. One, how do you do things
outside the box right? You know, because there's always the
old way of doing things right, you know, there's a
you know, back in the day, it was mailers, you
send out mailers, and it was cold calls. And how
do you step outside the box to make sure that
you know, you reach out to some of these YouTubers
out there or these TikTok is that you know people are.
You know, my parents will be like a little TikTok,
(24:37):
but a little TikTok and make a couple hundred.
Speaker 1 (24:39):
Yeah, you know.
Speaker 2 (24:39):
So, how do you step out the box and make
sure that you're reaching not just your typical people but
things outside the box?
Speaker 5 (24:44):
I mean, well, I so I made my first YouTube
video of a property tour in twenty fifteen, so nine
years ago, and the entire industry laughed at me. There
was even an article that got written about it that
was like dumb Ryan and his vanity. You know, he's
already on a TV show and now he needs to
(25:05):
do more. But what no one else pays attention to?
And I guess I just didn't talk about it as
much back then, And it's like, you all think of
doing this for me. The viewer of that video is
thirteen years old and they have control of the dinner table,
and at dinner, mom and dad are going to talk
about moving because dad's got a new job or they're
going to a new school, and that kid is going
(25:27):
to say, okay, can we call that guy Ryan because
he does these really cool property tours on YouTube and
today it's TikTok and Instagram and YouTube shorts right and Twitter,
ACX and Facebook and all the international ones that we
do and Netflix.
Speaker 1 (25:41):
That's the reason we do this stuff.
Speaker 5 (25:43):
And so it's really setting up like if you look
at our company, we are a media company that sells
real estate right to the benefit of our buyers, our sellers,
and our developers. And we've always thought outside the box.
Now everyone's copying us, which is fine, they just don't
do it nearly as well as we do.
Speaker 2 (26:03):
I've seen people jump in pools, I've seen people jump
over fire. I was like, people are really trying to
sell mouses.
Speaker 3 (26:07):
Now, think about it.
Speaker 8 (26:08):
Really, it's it's storytelling and not everyone thinks they can
tell a story or get a camera and just shoot something.
But it's really storytelling that conveys with that buy er
a seller, you know, and that's really what we do.
Speaker 3 (26:18):
Well, that's if someone asks what's our secret sauce, that's
what it is.
Speaker 8 (26:21):
So you can try to recreate it wherever, but you're
not going to get the same the same finished product.
Speaker 7 (26:25):
And I think the most competitive agents really focus on
Sir Hans, So either they're watching everything we're doing or
they're trying to join the firm. So I feel like
the entire culture of the company are people like us
that will think outside the box, that are used to
people making fun of the things that you do until
it becomes the trend. That's been my career, you know,
I mean, that's been my ti All of my careers
have been that way, like what does she think this is?
(26:46):
Until that becomes the next way of doing things.
Speaker 6 (26:48):
So that's a part of it.
Speaker 1 (26:49):
Yeah, we're also working hard.
Speaker 5 (26:51):
I mean, I'll say this for me, one of one
of our big big missions at the beginning was to
really change the face of this industry. Right, the average
real estate agent, not just in New York, but the
nation is fifty five, and she's white. And that is
not America, right, That's not the world, and it's definitely
not New York City. And you know, we do a
significant amount of work through our education business, which is
(27:12):
called sell it dot Com, with inner city schools and
teaching them like, I know, everyone else told you you
can't do what we do, but you can and you'll
probably be way better than everybody else.
Speaker 1 (27:22):
So let's do it.
Speaker 5 (27:23):
And it's really important to me that the face of
people who are successful in this business are projected out
there so that like the future adults of tomorrow see
this and are going to emulate the same way. There's
like little kids from Texas and Cowboy Boots who watched
me for ten years saying like, Oh Ryan did it,
I can do it too. I am so excited about
(27:44):
what our industry is going to look like ten years
from now because of what Jeff and Trisha are going
to put out there starting today.
Speaker 2 (27:51):
Well, Owning Manhattan is out right now on Netflix. Go
check it out. Last question, well, actually two more questions
the political commentary and everything's going on in politics now?
Does that help and hurt? Or it does that hurt?
And also for a real estate agent that's watching right
now right that's maybe just thinking about getting into it,
that loves property, loves houses, what do each one of
(28:12):
you tell them? So let's start with the political Does
political help or hurt? What's going on right now with everything?
Speaker 5 (28:18):
Honestly, we're going through a rerun right now, so you
know what's going to happen either way, right, And that's
all you really got to focus on. And it's probably
not going to change your personal life a whole lot
you know, it might change what you see on your
news feed, it might change what people talk about around you.
But is it going to change the fact that you
still need a house. Is it going to change the
(28:39):
fact that you still got to have a job and
provide for your family.
Speaker 1 (28:42):
Probably not.
Speaker 5 (28:44):
And so just focus on yourself, do what you do best, right,
have a get up and go mindset every single day,
and you know, be an agent of change in your
own way. You know, if you want to be, you know,
as salespeople, it's always hard though, because you can't. You know,
we want to work with people on every side of
the spectrum, so it's tricky for us to really pick
a you know, to pick a side. But you got
(29:05):
to say authentic and true to yourself as much as
you can.
Speaker 2 (29:07):
Now, the real estate agents out there that's looking for
a job and thinking about jumping into this crazy industry,
they see Ryan's fancy cause, they see him with the celebrities,
They see him doing the cool videos, they seeing a
million dollar properties. They see you at the cool parties
and all you guys at the cool parties. What do
you tell an agent that's thinking about getting into this
game right now? What what advice would you give the younger.
Speaker 3 (29:27):
You learn the business, learn the business.
Speaker 8 (29:30):
Everything else is just icing. It's like a cake essentially.
It's like, you know, you got to learn the foundation
of the business. You talked about before about mailers and
you know, cold calling. All that stuff is still key
and still essential. You do that coupled with the new stuff.
So learn the business inside out, and I think learned
the product.
Speaker 7 (29:47):
You know, a lot of people are so focused on
promoting themselves they're not trying to learn the product. You're
not you know, you're not talking to people that don't
know their way around a rooftop, you know, mechanical room,
Like if it's in my house, I know what it
is and I know how to fix it like that.
That's a huge part of it. I think, because you're
dealing with a client that you're supposed to help and guide.
How can you guide somebody to do something you're not
familiar with? So I think studying and understanding the product
(30:09):
is really important. And honestly, follow me for a day
because there are parties and people are jumping in pool
and that's great, but we also need to walk this careful.
Speaker 1 (30:17):
Have I see you in like a week from that?
Speaker 3 (30:19):
Why I.
Speaker 7 (30:23):
Literally physically following actually around that back.
Speaker 1 (30:26):
I can't take it back.
Speaker 6 (30:28):
But we work.
Speaker 7 (30:29):
We work like you know, I'm driving all over from
Brooklyn and Manhattan. We're walking and we're touring things, and
it's one hundred degrees and you're in the basement and
you're trying to figure out, like what's the best price?
And is everything that's being presented to you really what
it is? And so the product itself, these one hundred
and thirty year old old homes that we sell, study
that focus on that, you know, understanding how finance plays
a part of that.
Speaker 6 (30:49):
It's really more textbook.
Speaker 7 (30:50):
I think the work and then the celebration is what
people typically see on TV.
Speaker 6 (30:56):
This is a different opportunity. You're going to see the
work here.
Speaker 2 (30:58):
Now, Ryan, what do you say to a young agent,
a young yourself get into this industry?
Speaker 5 (31:03):
I say kind of what what Jeff and Tricia just said,
which is you should first, you should intern, you should follow,
You should follow somebody, you should be on a team,
and you should follow and see what they really do
and see if you really want to do that work,
because it's never what you think it is like you watch,
you can't watch suits and be like, you know what,
I'm gonna go be a lawyer. You want to know
what it's really like to be a lawyer. You're gonna
(31:23):
sit and you're gonna read, and you're gonna type for
eighteen hours a day with a bottle of advil. That's
that's what it really means to be a lawyer. And
that's not what they show on TV. So go follow
someone and make sure you understand the first three years
in the business, you're not going to make any money.
If you're okay with that, if you're okay with working holidays,
working birthdays, working seven days a week, working in the rain, snow, sleet,
(31:46):
the middle of the heat, to build something massive for
you that no one will ever be able to take
away from you, where there literally is no ceiling, because
no one's ever going to tell you, hey, you sold
too much, right, but they're also not going to patch
you on the back when you sold nothing and you
got to go get another job. If you're okay with that,
give yourself those three years and you can be incredibly
(32:06):
successful in this business. This business rewards hard work.
Speaker 2 (32:09):
All right, well own in Manhattan. Check it out right
now on Netflix, and I appreciate you guys.
Speaker 1 (32:12):
And thank you so much.
Speaker 2 (32:14):
Absolutely right, Why is Sir Hantrishali Jeffrey saying amen, We
appreciate you guys.
Speaker 1 (32:18):
Thanks, thanks the Breakfast Club.
Speaker 2 (32:19):
Good morning.
Speaker 1 (32:20):
Wake that ass up in the morning for the Breakfast Club.
Wake that ass up in the morning. The Breakfast Club Morning.
Speaker 2 (00:05):
Everybody is DJ Envy, Jess Hilarys, Charlomagne the God. We
ought to Breakfast Club. We got some special guests in
the building from Owning Manhattan. We have Ryan Sirhan, Trisha Lee,
and Jeffrey Saint Armand welcome. Does say your last name right?
Speaker 1 (00:18):
You did?
Speaker 2 (00:19):
You said it all right? Just making sure welcome. How's
it going, everybody?
Speaker 1 (00:22):
We're good, We're good, great man.
Speaker 2 (00:23):
Thanks start with you Ryan. So if you don't know
Ryan Sirhan, of course a million dollar listing. You are
a huge real estate agent across the country.
Speaker 3 (00:30):
What made you lead?
Speaker 4 (00:31):
You look like I used to lead a boy band.
I tried, man, it didn't work. I did a soap
opera when I first moved to New York City. That's
why I first moved to New York in two thousand
and six. They killed me off if my grandmother killed
me actually, and then I ran out of money. And
that's why I got into real estate back in two
thousand and eight.
Speaker 1 (00:46):
Smart man.
Speaker 2 (00:46):
You know so you left million dollaristic? Why what happened
with million dollar listing?
Speaker 5 (00:50):
We did it for ten years. We were nominated for
two Emmys. I mean it built my I built my
whole career off the back of a TV show and
it was a total accent. I went to an open
casting call with three thousand real estate agent in twenty ten.
That's how that show happened. Really, but yeah, Then in
twenty twenty, I started my own company and Bravo said, listen,
million Dollar Listing is a format, right. It follows three
agents as you do deals. That's what people expect. It
(01:11):
doesn't follow two agents doing deals and then one guy
running his own company. So what do you want to do?
And I said, I maybe this is time, you know,
to move on to the next chapter. So then I
immediately called Netflix and I said, hey, listen, I have
an idea start my own company. I just took down
this building and soho, I'm going to wrap my name
in it. I've got a lot of crazy, crazy agents
(01:31):
that are going to start working for me, like the people.
And they said, listen, make a presentation, send it over
to us. We did, and we started shooting that show
in twenty twenty two, and here we are two years later.
Speaker 2 (01:44):
Now, you guys make being a real estate agent look easy, right,
But it's not. That easy. It's not easy. It's not easy.
So how did you guys get your start? Not Ryan,
you get your start in Tricia and Jeffrey in real estate.
Speaker 6 (01:57):
Well, we're both from different careers.
Speaker 7 (01:58):
Jeff is a producer Emmy Award winning multiple Emmy Award
Everywhere trust and I ran businesses in Brooklyn, so I
we were both transitioning at the same time.
Speaker 6 (02:11):
When we met.
Speaker 7 (02:12):
We were, but we both thought that real estate was
the next thing we're you know, coming out of a recession.
It just made a natural sense to us. And we
met in real estate and Ryan reached out, like maybe
five years into my career and was like, like, we
should meet. You know, this is this is something we
should do. I didn't even realize he had started a
new firm, and then I started studying that and we
met and next thing I know, I'm in front of
(02:33):
a casting crew and they're following us around. And I
do think you're going to see real real estate here
because I don't know how to like sugarcoat anything for you.
Our job is hard and we work our asses off,
so you will see that. There's no way to make
that look different.
Speaker 8 (02:46):
No, I was just saying and tris is being super modest,
Like she had multiple polish bars, the name of the brand.
Speaker 3 (02:52):
It was a big brand in Brooklyn. She had a
huge following.
Speaker 8 (02:55):
So it was just the perfect synergy of like the
entrepreneur spirit that she has me with the television and
the marketing background. So it was a good mix. And
then going through everything to get to Sir Hand. We
ultimately came to Sir Hand. It was just like a
good fit with having studios there that what Ryan provides there,
it really makes our stuff different, you know.
Speaker 3 (03:11):
And toa Tricia's point about like the.
Speaker 8 (03:13):
Show, the show is is as real as it gets,
and we could speak to it not being easy because
it wasn't easy for us. It's like I would to
be like seven eight years in. It took a while
to get to this point. It wasn't like overnight all
of a sudden it was selling you know, multiple million, five,
ten million dollars and.
Speaker 7 (03:26):
You start like my first house was one hundred thousand
dollars sale. It took six months for it to happen. Ye,
how long that was eight years ago?
Speaker 2 (03:34):
Wow.
Speaker 7 (03:34):
I worked on that longer and harder than any other
dealt It made no money.
Speaker 2 (03:38):
People don't. People don't understand. So my daughter recently graduated
from NYU and and she's she jumped into the real
estate game. It's it's like having another wife that doesn't
leave right. She just it just because she doesn't get
paid unless she sells something exactly. And if it takes
two months, there's two months of not getting paid, of
paying for cars, paying for gas, showing people properties. It's
a lot take two years sometimes. Yeah, it takes a
(04:00):
lot of work, but I feel bad for it. But
the good thing about it is she loves it, so
she wants to do it right. So how long did
it take for you to you said, to sell your
first property.
Speaker 7 (04:10):
I didn't do any business for six months, and I
worked every single day while running my beauty businesses at
the same time. So at a seven am to eleven
o'clock schedule for six months and I didn't make a dollar.
Speaker 8 (04:20):
Jeffy, I would say somewhere around the same time. The
big difference is that I'm like a year ahead and
a half two years. So as she was going through that,
I was like, listen, it'll come together. Just keep doing
what you're doing.
Speaker 6 (04:31):
So I hit it here.
Speaker 3 (04:32):
Yeah, I'm not getting yourself. Soning's happening.
Speaker 8 (04:33):
He's like, listen, you're gonna do a lot better than
people who are in the business right now.
Speaker 3 (04:37):
Just keep head down, keep going. And that's the same
thing I tell your daughter.
Speaker 8 (04:41):
You know, just it's going to be difficult, it's gonna
be challenges, but just if you in it and you
really learn the business. And that's what's really key, learning
the business and know it, because this isn't like and again,
this isn't fake, like we know the business.
Speaker 7 (04:52):
Yeah, well, try to make it look like what he
does on TV is the job, and it's like, that's
that's just a portion of what's actually happening. If you
sit down with him and have a busines conversation, he's
going to blow you away far more than anything he
does on television.
Speaker 1 (05:04):
Did you watch any of Ryan's shows before you?
Speaker 4 (05:06):
No?
Speaker 6 (05:06):
Not until holiday season?
Speaker 4 (05:07):
Wow, you never watch it any the other show?
Speaker 3 (05:12):
Look at me. I did watch it that. I watched
the first season.
Speaker 7 (05:16):
And then I didn't think it was fair too because
I was getting to know the real person. And then
I was like, well, let me just judge that not
what I see on TV.
Speaker 1 (05:22):
Maybe good, maybe don't watch it.
Speaker 7 (05:23):
Yeah, but he's pretty intense on and off TV. So
I don't know, it's not pretty extremely intense on TV
and off TV. Like it's always let's go, let's go,
let's go.
Speaker 1 (05:32):
But the new show is different.
Speaker 5 (05:33):
Like I made nine thousand dollars my first year, you know,
ninety one hundred bucks trying to do real estate in
New York City.
Speaker 1 (05:38):
It's hard.
Speaker 5 (05:39):
You already feel no, not no way, I mean to day,
it's back back in the day, back in the day,
like when I first yeah, I mean two thousand, I mean,
it was just it was brutal, Like that's eighty five
percent of the people that get into real estate in New
York quit within nine months. It's just too hard, man,
and is living here is way too expensive? And so
one thing we really tried to push forward on this
show on Owning Manhattan, it was a deal that we
made with Netflix was what is reality TV? Three point zero? Like,
(06:02):
what's the evolution of TV shows? How do you get
people to look up from their phone? You know, everyone's
got attention deficit, that everyone's got TikTok brain, right, everyone's okay,
So how do you get people to pay attention? How
do you surprise the audience, and how do we show
them something that's very real and very maybe uncomfortable, like
nothing fake, no bullshit, like real deals and a lot
of loss as well, and keep them wanting more.
Speaker 1 (06:22):
Otherwise that's not make it now.
Speaker 5 (06:24):
That was my deal, like, I don't need to go
make another TV show, Let's go do real business.
Speaker 1 (06:28):
And it was.
Speaker 5 (06:29):
It was a super stressful two years and now it's
out for the world to say, So let's see what
people think.
Speaker 2 (06:33):
Can you lose yourself in the reality TV of it all?
Speaker 1 (06:37):
Like you can you forget what you got you here?
Speaker 3 (06:39):
I think so. I mean I can only speak to mykereer.
Speaker 1 (06:43):
Are you Jeffrey, Yeah you are.
Speaker 8 (06:45):
But I think you know. The thing about it is weird,
and you'll see this in the show. There's like less
experienced agents and more experience agents. So we're a little
bit more not only experiences agents, but just life experiences.
So it's not like we're brand new going into something
and we have like the TV backgrounds, you kind of
know what it is, so I can say for us
it's a little different, but I can see how someone else,
(07:05):
you know, just get caught up in the modern day.
Speaker 3 (07:07):
I want to be an influencer.
Speaker 8 (07:08):
I don't even want to do real estate anymore and
try to have all the whole different career.
Speaker 3 (07:12):
But for us, I think we're.
Speaker 7 (07:13):
Yeah, and I think we chose to do this at
a time in our life where we know who we are,
so we an audience is not able to tell us
who we are. For me, I just wanted to be myself.
If I can show up as myself every day that
I'm good doing it. But I didn't want to fit
into what they thought I should be.
Speaker 2 (07:26):
Now now gonna say now, COVID was was lovely for
a lot of real estate agents. Right, interest rates were low,
everybody was buying. Banks were given everything, every honey to
get it. But now it's changed. Interest rates are high
as I don't know what, So how is the business
now for a lot of people? And what do you
tell real estate agents now? That out there and it's difficult, right,
banks taking a lot to give people money. You got
to give your damn and your right arm to get
(07:47):
a loan. You know, interest rates are super duper high.
So what do you tell agents now?
Speaker 6 (07:51):
I say stick it.
Speaker 7 (07:52):
Out because I feel like I came in when it
was going up, and I came when I came in,
it was like you showed something once and you had
an offer, But at the entire time, I said, it
will not speed like this. It's a cyclical So I
was mentally prepared for where we are now. I don't
take it that bad because I knew it couldn't always
take good right.
Speaker 8 (08:07):
And in bad times is when really the cream riders
to the top. So this is the opportunity right now.
If you really again really know the business, learn the business,
you can take advantage of it now. I mean there's
a lot of things you could like really guide your
clients with, like forty your mortgages. That's that's an option
to try to deal with the higher interest rates, you know,
putting more down conceivably if you can refinance down the road.
Speaker 3 (08:28):
You know, there's different options you can do and give
good direction.
Speaker 8 (08:31):
But for the real estate agent, it's just like head
down and keep going yause everyone's right now. I would
imagine a lot of people, I don't know the exact
number's certainly to do right. A lot of people have
left real estate with the rates being as high as
it is now.
Speaker 1 (08:43):
Hundreds of thousands.
Speaker 4 (08:43):
Yeah, it's so is a global pandemic worth the low
interest rates.
Speaker 5 (08:51):
And take I take a week purge every year, like
a COVID remembrance week, you know, zero percent interest rates
for five days is you're not allowed to leave your house.
Speaker 1 (09:01):
Just see what happens the first.
Speaker 6 (09:04):
Go back to work. I had eleven showings.
Speaker 7 (09:06):
Like when we were allowed to go after that seven
month break, like that seventh hold, we had eleven.
Speaker 5 (09:11):
Yeah, there were real estate agents in the city who
had like emergency here on just in case the police pointed.
Because you know real estate in New York, you were
not an essential worker, right, and they were trying to
get you.
Speaker 1 (09:20):
They were trying to like make you stay inside.
Speaker 3 (09:23):
It was.
Speaker 1 (09:23):
It was complete insanity.
Speaker 5 (09:25):
But yeah, listen, we like if you were to say, hey,
I want to find a really really resilient person who
can kind of stick through the tough times and the
good times, let's go make that person in a box.
You wouldn't put them in a happy box, right, That
doesn't make resilient people. You'd put them in like a
really tough box. And that's exactly what we're in right now.
We're in a tough market. So if you can forward
yourself through this, you know the good times do come.
(09:47):
What goes up must come down. What goes down wants
to go back up again. It's just back and forth
and back and forth.
Speaker 2 (09:51):
Now you created your own brokerage. How difficult was that
leaving being comfortable with somebody else to now you have
to pay for everything. You're paying for the rent, you're
paying for marketing, you're paying for everything. How difficult was that?
Speaker 1 (10:04):
Super difficult? It was.
Speaker 5 (10:07):
I had made the plan to do it, you know,
kind of in twenty nineteen, and I said, I'm going
to start my own company at the beginning of twenty
twenty because that's going to be the beginning of a
new decade for me. And I kind of think about
my life in terms of like these, you know, every
years a chapter, and every decade is kind of like
a section of my book. So, okay, so the next
section of my book is going to be starting my
own company and running my own thing. It's going to
be fine. It's all gonna be fine. And then people
(10:28):
start getting sick in China, right, you know, Italy shuts down.
I'm like I now, I've already committed to doing this,
and so it was. It was pretty terrifying, but it
was all for the best because everything got so much cheaper.
Speaker 1 (10:42):
You know.
Speaker 5 (10:42):
I was able to get an entire building and soho
for our first office at the same price that I
was looking at, like one floor and another office building.
Because the market came to a screeching halt, right, buyers
roared back and there was a lot of there's a
lot of eyeballs on us when we started the company.
I think you know why Netflix was also interested in
making a show with us because everyone else left. Everyone
(11:04):
left New York. Everyone left New York. They all went
to country houses. They all went to Florida, which is fine,
it's great. We have we do a lot of business
in Florida. We love Florida. But everyone left, and we
were like by ourselves, working every day, sneaking down Broadway
to get to our office so that we wouldn't get caught.
Speaker 1 (11:21):
It was insane to build something.
Speaker 5 (11:23):
But yeah, the overhead's real, man, Like I you know,
sometimes I remember the name of my employees. Other times
I remember how much they cost, like what's your like
you know you've got because it's real, you know. And
and so one thing we try to do with the
employees is help them understand their direct correlation to revenue,
so you're not.
Speaker 1 (11:40):
Just paying people.
Speaker 5 (11:40):
And it's it's a big lesson that I've learned and
setting really really clear expectations from the get go, because
if you don't set clear expectations with people that work
with you, all you're doing is setting future resentment. Right,
And so that's been that's been huge. But yeah, man
like payroll leases, insurance, man like legal.
Speaker 1 (11:58):
Bills like what what like?
Speaker 5 (12:00):
It's just it's never ending when you want to run
your own thing, and ignorance is blissed that way.
Speaker 1 (12:05):
Maybe, I mean, so far so good? Though, Okay, so
far so good.
Speaker 2 (12:08):
Let me ask about now, now what about your families?
Speaker 8 (12:10):
Right?
Speaker 2 (12:10):
So we see in your family a million dollar listing
and how your family grew and your families. It takes
a lot because you leave your family a lot, right
because when somebody wants to show in or they want
to see a property, you can't say, hey, babe, I
know we had dinner date, but you know, because this
might be you know, a million dollar profit, it might
be a couple hundred thousand dollars. So how how was
raising kids and having a family doing real estate?
Speaker 3 (12:28):
Us?
Speaker 7 (12:29):
We work together, Jeff and I and I'm the only
like balance in the relationship because he would he'd be
working if his eyes are open, and I'm kind of
a workaholic, So there's not much help.
Speaker 6 (12:39):
But we have boundaries.
Speaker 7 (12:40):
There's certain times of the day where we have to
shut down, but we're on vacation and hiding out. We
go to the bathroom and we're gone for forty minutes.
Everybody knows you're doing a deal and you're not supposed
to be.
Speaker 2 (12:48):
On your phone going to the bathroom.
Speaker 7 (12:50):
I was like, yeah, no, we hide well, I usually
hide out, like I'll say, I'm going to the spa,
but it's like I'm talking, I'm doing calls because the
rule is you're supps be working.
Speaker 6 (13:01):
But we both cheat all the time.
Speaker 8 (13:02):
I remember we were on a cruise in the Mediterranean
last year. Yeah, racks a time when we started shooting
the show, which is a whole other reason that we
should talk about it. That's why we missed out on
the on the Central Park tower on the cruise.
Speaker 1 (13:16):
Yeah, yeah, keep going on those crewis man, a.
Speaker 3 (13:19):
Cruise always causes to hundred fifty billion dollars.
Speaker 8 (13:22):
But really, you know, even in that moment, there was
times we stepped away and I try to try to
text some of the text or something.
Speaker 7 (13:28):
Yeah, and then we don't want each other. We don't
want to catch each other, right, So I'm lying to you,
you're lying to me. Everybody knows, everybody's working, and I don't.
I don't think this one has any of that.
Speaker 2 (13:37):
What about you lying? You know, you got a wife
and kids, and how do you balance that? Because I've
seen a couple of times where your wife was upset like, no,
this is our time, and you're.
Speaker 1 (13:44):
Like, but this is deal. Yeah, it's hard, man. I
mean when you're in sales.
Speaker 5 (13:48):
It's you get addicted to it, you know, because you
don't get a salary, there are no benefits, and you're
only as good as your last deal. And you can
always say, well when is enough enough? And sure, you
can set a goal for your self for the year,
but then that next phone call, like you want to
pick it up, you want to see because your life
can change, like I you know, we started sur hint
at the end of twenty twenty. It's like I just
(14:09):
want to I went on rental appointments. He's like, I
gotta pay bills now. COVID shut down all of our markets.
It was awful, especially in New York right there were bodies,
you know that we had the Red Cross ship, there
were tents in the park.
Speaker 1 (14:22):
It was nuts.
Speaker 5 (14:22):
I went on a rental appointment on the Upper east
Side and my wife's like wear gloves, where your hazmat suit?
This is pre vaccines. Met a guy that wanted to
rent an apartment on the Upper east Side. I had
a big budget, you know, thirty to forty to fifty
thousand dollars a month. Started talking to him, decided not
to rent something, decided, you know what, maybe I will
go buy something in Florida. And that was a Monday.
(14:43):
By Friday, we were in contract on a house that
was asking one hundred and forty million dollars. So had
I not picked up that rental call, I never would
have done a nine figure sale that at that time
in twenty twenty going into twenty twenty one was the
largest transaction in the history of the state of Florida,
and like the top five deal in the United States.
Speaker 1 (15:02):
So like that can remember.
Speaker 6 (15:05):
This, I remember this moment, I remember, but that.
Speaker 5 (15:07):
Can you know, those things can happen, but you do
have to set boundaries and you especially have to set
boundaries with people that are not your family. You know,
it's not about telling your wife your kids, like, hey,
daddy's at home now, so let's pay attention to each other. Right,
It's not you know, it's not about telling your wife.
It's not about telling your wife and your kids that, hey,
daddy's at home now, so let's pay attention to each other.
It's about telling your clients like, hey, just so you know,
(15:29):
you know, Monday, Wednesdays and Fridays from six to eight,
I'm with my daughter. I put her down Saturdays like
Saturdays for me r Daturdays like I don't unless it's
life threatening. I'm really focused on on Zena that's her name,
she's five, and being there for her. And then she
knows Dad goes to work the next day. I don't
think she knows what I do. You asked her, she'd
be like, daddy sells and dances.
Speaker 1 (15:50):
I'm like that it.
Speaker 5 (15:53):
Exactly, he films it. She'll she'll take my phone and
she'll put you. She'll pick it up and look at
my phone and be like, hi, I'm Xena Surhan, thank
you for watching.
Speaker 1 (16:00):
Please like a subscribe, And I'm like, no, no, it's
happened terrible.
Speaker 2 (16:04):
So how do you guys deal with because of course
you're on the show, so people know who you are.
How do you deal with people that just want to
don't necessarily want to buy something, but just want to
hang out. Yeah, that didn't happen a lot.
Speaker 5 (16:14):
I mean it's I mean, it's happened to me. I mean,
you know, a million are listening. First aired in twenty twelve,
so it's happened to me now for twelve years. These
guys are going to have to go through it now
for the first time ever. And you got to be
super careful, right, Like wasting your time is terrible. What's
worse is is when people have like malicious intent and
they do like especially has that happened with you before?
Speaker 7 (16:33):
Oh?
Speaker 5 (16:33):
Yeah absolutely, We've had FBI involved, We've had stalkers.
Speaker 1 (16:36):
Yeah.
Speaker 5 (16:36):
Man, we had to move offices once. Like our home
addresses are scrub You.
Speaker 2 (16:40):
Don't hurt anybody, like yeah, but people get obsessed.
Speaker 6 (16:43):
You impersonate him every day.
Speaker 1 (16:44):
People get ab sassed.
Speaker 5 (16:46):
They watched you know, TV shows and you know, Bravo
is American for the most part, and then the show
aired around the world. But you know, reality TV, you
do you do, get very vulnerable and authentic, and you
let these cameras into your life for a year and
they see your ups and downs and and then with
social now everyone feels like they know you. And Netflix,
I mean, the show dropped today to two hundred and
(17:06):
seventy million people in one hundred ninety countries. Our voices
are dubbed in over twenty different languages. That's a lot, right,
all in all in one day. So one, you gotta
be careful, but two, like, if you're not googleable, you
got to show me something, you know, you got to.
I had a guy from a different country, I won't
say what country, but you know, reached out to me
kind of right at the beginning of million dollars listing
(17:28):
and totally seemed like he was going to try to
kill me or sell my body into oil drums or something,
you know, and.
Speaker 1 (17:33):
I'm like, this is not real, this is not real.
Speaker 5 (17:34):
He sent me a he sent me a photo of
his accountant as his proof of funds. Like, this is
not good, this is not great.
Speaker 1 (17:41):
Not great.
Speaker 5 (17:42):
Turns out he's We ended up doing a deal together
for you know, eight point three million dollars. Almost a
year later, after like it was the most traumatizing experience
of my life. He just liked to drink and was
on Zillow one night and hit me up and then
I was just I follow up or let the guy
makes hundreds of millions of dollars a year in another
(18:04):
country in a really weird way, and it is what
it is, so like sometimes you just never know, and
that's that's part of that addiction, right of like sales,
you just never know who's gonna call.
Speaker 2 (18:12):
What's the one deal for each one of you that
you lost that it burned you to this day that
you knew you should have sold.
Speaker 1 (18:17):
No, God, I'm gonna tattoo it on my butt.
Speaker 7 (18:19):
Pro one of my first closings, I got to the
closing so excited and the seller on the other side
of the table i'd never met, and she was a
former beauty client and I wasn't at the time marketing myself,
and as we got up to leave, she was like,
this should have been your deal, and I was like, okay,
And that's when I kind of like lit a fire
nder myself to start marketing myself and putting myself out
because she's like, I don't even know this guy that's
(18:40):
selling my house.
Speaker 6 (18:41):
This should have been your deal.
Speaker 7 (18:42):
I was with the buyer, but I wasn't sharing to
the world what I was doing. And luckily it was
my first deal, so that changed everything for me. Now
you can't see enough of me, gotcha?
Speaker 6 (18:51):
Yeah?
Speaker 8 (18:51):
Yeah, I mean for me, it was a deal. It
was a deal. That was It was an interesting deal.
It was a brownstone, a five million dollar brownstone, and
the guy was acquiring a different company. But he put
money down for it and he had to sell the
He had to sell the rest of the company in
effort to get the deal. So down payments down I
think put what four hundred thousand dollars down down payment
(19:14):
you know, went hard, which means if it doesn't close,
you lose the money, the money, and he haven't. He
just couldn't sell the company, and so we're here and
we're spending. This is something I never do. But I had,
like the buyers and the seller come together. They were
like great friends. Everyone loved each other. They were, you know,
borroing services to extend the period. And then at the
(19:35):
eleventh hour, he just couldn't sell the company. And I
felt bad at tell and he knew its.
Speaker 1 (19:40):
Beautiful yeah, I was.
Speaker 5 (19:45):
We were selling a building at the end of twenty
nineteen going into twenty twenty. Before we started the company,
we had contracts out everything. It was eight hundred and
eighty million dollars. I'd never done a deal like that before.
The commission was one percent, so it was eight point
eight million dollars UH. And then COVID hits and the
money was coming out of the Middle East. The price
of oil starts to tank. The buyer say, hey, we
(20:07):
just need a little bit of time. You need a
little bit of time. We need a little bit of time.
Deal slowly falls apart. I worked on it for a year.
I still I think about that deal every day.
Speaker 1 (20:16):
Easy I go that. I like that.
Speaker 5 (20:18):
That was Like that was, you know, it's like a
life changing sale, you know what I mean. Like that
was especially when I was starting my own company. I'm
all right, so that's gonna be my seed Money'm bootstrapped
like we we you know, we're not backed by anybody else.
We build, you know, four agents buy agents with agents,
Like I am a real estate agent, so I think
the agents that work with us, I understand their world
because I'm in it with them all day long. That
(20:40):
was a brutal one that sucked one day.
Speaker 2 (20:43):
Though one day, I'm not gonna ask you, guys, being
being black, is it more difficult to get people to
come in and say to trusting you guys than anybody else?
Speaker 6 (20:51):
Far more?
Speaker 2 (20:52):
Far more? Why would you say that?
Speaker 6 (20:54):
Because you work with who you identify with. That's just
what people do.
Speaker 7 (20:56):
Like if every agent sat down and thought about their
last five clients, they probably something like them. And so
people that we work with typically look like us. And
you know, the economic wealth gap is anyone as well
as anyone else in this room. So the likelihood of
us working with clients that own two and three and
four and eight million dollar homes has shrinks down to
what less than five percent, probably less than two percent.
So it's just harder for us to build volume, drastically
(21:18):
harder for us to build volume.
Speaker 8 (21:19):
And I think for us that's part of like we lean,
we lean into you know, our sphere, and we really
worked out, worked out as hard as we can to
really get the business right. And then in the show itself,
it's part of our transition from leaning into our core,
which is our Brooklyn audience, and then going into Manhattan.
Speaker 3 (21:36):
Yeah, that's the show owning Manhattan.
Speaker 8 (21:37):
So it's like transitioning from still servicing that base but
knowing that we want to go to a different tier
and then starting to do that. And then at that
point we have all the experience, you know, and we
can speak to whatever the market is, to whoever we're
speaking to, and then.
Speaker 6 (21:51):
They kind of understand, like you can be a Brooklyn
rock star.
Speaker 7 (21:54):
That's great, but it's like, you know, at a certain point,
you have a conversation, You're like, Ryan, I want to
do these other things.
Speaker 6 (22:00):
Help me, you know.
Speaker 7 (22:01):
And I think that's how this came together because we
were both working at another firm and then we came
over and we were like, Okay, this is how we
want our business to shift, and we sat down and
did a planning session with him about how we could
grow that business.
Speaker 1 (22:14):
I still have to come to your cookout.
Speaker 6 (22:15):
You really do have one.
Speaker 1 (22:17):
Ally.
Speaker 7 (22:19):
You're an ally and you have an admission to one cookout.
Speaker 1 (22:21):
One cookout.
Speaker 6 (22:23):
It's a little ticket. He has it on his wall.
Speaker 3 (22:26):
You might do it for Labor Day, but only one.
Speaker 6 (22:29):
If it's this year, make sure you use it this year.
But he's invited to one, you.
Speaker 2 (22:34):
Better not bring him to Brooklyn and Labor Day.
Speaker 3 (22:39):
Have him in the Parkway, but my first.
Speaker 6 (22:43):
Day on the Parkway was last year.
Speaker 2 (22:45):
Brian's like, I don't know what the parkway is, but
stay away from it.
Speaker 6 (22:48):
From advice, I also.
Speaker 2 (22:51):
Got to ask when it when it comes to everything
that you do, do you start off small because you know,
thinking about real estate, right, there's always that one person, right.
I remember buying my first house is probably three four
hundred thousand dollars, right, But then you stay with that
agent to you a million dollar house and ance one.
So do you still stay smaller? It's like one of
the things like na that I'm not doing that.
Speaker 5 (23:10):
It completely depends, right, It's all this business is all
about relationships. We're not actually in the real estate business.
We're not developers, we're not contractors. We're in the people business.
Speaker 1 (23:18):
We help people.
Speaker 5 (23:19):
Can we connect those people to buyers, we connect those
people to sellers. I think, especially when you're early on
in your career, you take everything because you never know
a two thousand dollars rental client that's going to drag
you around and you don't get paid by the hour,
You don't get paid a salary, right, that person maybe
her uncle her brother, who she knows her future girlfriend
or boyfriend like could be an amazing client. It's all
(23:41):
about those relationships and there's a thousand stories to tell.
Speaker 1 (23:44):
That way.
Speaker 5 (23:45):
I run the brokerage now, and that's really what owning
Manhattan is about, you know. It's it's running the company,
the stresses of running the company, and then the agents
that work with me, and so depending on deal price
and all that. I mean, almost every deal I do now,
except for maybe one or two a year, I do
with our agents. I'm doing with Jeff and Trisha, you know,
I'm doing with the other agents that you'll see on
the show and other agents that are at our company
(24:07):
who are highly specialized and have domain expertise and kind of.
Speaker 1 (24:10):
What they sell.
Speaker 7 (24:11):
You know.
Speaker 5 (24:12):
That way we can expand our business as much as
we possibly can.
Speaker 2 (24:15):
That's two last questions. One, how do you do things
outside the box right? You know, because there's always the
old way of doing things right, you know, there's a
you know, back in the day, it was mailers, you
send out mailers, and it was cold calls. And how
do you step outside the box to make sure that
you know, you reach out to some of these YouTubers
out there or these TikTok is that you know people are.
You know, my parents will be like a little TikTok,
(24:37):
but a little TikTok and make a couple hundred.
Speaker 1 (24:39):
Yeah, you know.
Speaker 2 (24:39):
So, how do you step out the box and make
sure that you're reaching not just your typical people but
things outside the box?
Speaker 5 (24:44):
I mean, well, I so I made my first YouTube
video of a property tour in twenty fifteen, so nine
years ago, and the entire industry laughed at me. There
was even an article that got written about it that
was like dumb Ryan and his vanity. You know, he's
already on a TV show and now he needs to
(25:05):
do more. But what no one else pays attention to?
And I guess I just didn't talk about it as
much back then, And it's like, you all think of
doing this for me. The viewer of that video is
thirteen years old and they have control of the dinner table,
and at dinner, mom and dad are going to talk
about moving because dad's got a new job or they're
going to a new school, and that kid is going
(25:27):
to say, okay, can we call that guy Ryan because
he does these really cool property tours on YouTube and
today it's TikTok and Instagram and YouTube shorts right and Twitter,
ACX and Facebook and all the international ones that we
do and Netflix.
Speaker 1 (25:41):
That's the reason we do this stuff.
Speaker 5 (25:43):
And so it's really setting up like if you look
at our company, we are a media company that sells
real estate right to the benefit of our buyers, our sellers,
and our developers. And we've always thought outside the box.
Now everyone's copying us, which is fine, they just don't
do it nearly as well as we do.
Speaker 2 (26:03):
I've seen people jump in pools, I've seen people jump
over fire. I was like, people are really trying to
sell mouses.
Speaker 3 (26:07):
Now, think about it.
Speaker 8 (26:08):
Really, it's it's storytelling and not everyone thinks they can
tell a story or get a camera and just shoot something.
But it's really storytelling that conveys with that buy er
a seller, you know, and that's really what we do.
Speaker 3 (26:18):
Well, that's if someone asks what's our secret sauce, that's
what it is.
Speaker 8 (26:21):
So you can try to recreate it wherever, but you're
not going to get the same the same finished product.
Speaker 7 (26:25):
And I think the most competitive agents really focus on
Sir Hans, So either they're watching everything we're doing or
they're trying to join the firm. So I feel like
the entire culture of the company are people like us
that will think outside the box, that are used to
people making fun of the things that you do until
it becomes the trend. That's been my career, you know,
I mean, that's been my ti All of my careers
have been that way, like what does she think this is?
(26:46):
Until that becomes the next way of doing things.
Speaker 6 (26:48):
So that's a part of it.
Speaker 1 (26:49):
Yeah, we're also working hard.
Speaker 5 (26:51):
I mean, I'll say this for me, one of one
of our big big missions at the beginning was to
really change the face of this industry. Right, the average
real estate agent, not just in New York, but the
nation is fifty five, and she's white. And that is
not America, right, That's not the world, and it's definitely
not New York City. And you know, we do a
significant amount of work through our education business, which is
(27:12):
called sell it dot Com, with inner city schools and
teaching them like, I know, everyone else told you you
can't do what we do, but you can and you'll
probably be way better than everybody else.
Speaker 1 (27:22):
So let's do it.
Speaker 5 (27:23):
And it's really important to me that the face of
people who are successful in this business are projected out
there so that like the future adults of tomorrow see
this and are going to emulate the same way. There's
like little kids from Texas and Cowboy Boots who watched
me for ten years saying like, Oh Ryan did it,
I can do it too. I am so excited about
(27:44):
what our industry is going to look like ten years
from now because of what Jeff and Trisha are going
to put out there starting today.
Speaker 2 (27:51):
Well, Owning Manhattan is out right now on Netflix. Go
check it out. Last question, well, actually two more questions
the political commentary and everything's going on in politics now?
Does that help and hurt? Or it does that hurt?
And also for a real estate agent that's watching right
now right that's maybe just thinking about getting into it,
that loves property, loves houses, what do each one of
(28:12):
you tell them? So let's start with the political Does
political help or hurt? What's going on right now with everything?
Speaker 5 (28:18):
Honestly, we're going through a rerun right now, so you
know what's going to happen either way, right, And that's
all you really got to focus on. And it's probably
not going to change your personal life a whole lot
you know, it might change what you see on your
news feed, it might change what people talk about around you.
But is it going to change the fact that you
still need a house. Is it going to change the
(28:39):
fact that you still got to have a job and
provide for your family.
Speaker 1 (28:42):
Probably not.
Speaker 5 (28:44):
And so just focus on yourself, do what you do best, right,
have a get up and go mindset every single day,
and you know, be an agent of change in your
own way. You know, if you want to be, you know,
as salespeople, it's always hard though, because you can't. You know,
we want to work with people on every side of
the spectrum, so it's tricky for us to really pick
a you know, to pick a side. But you got
(29:05):
to say authentic and true to yourself as much as
you can.
Speaker 2 (29:07):
Now, the real estate agents out there that's looking for
a job and thinking about jumping into this crazy industry,
they see Ryan's fancy cause, they see him with the celebrities,
They see him doing the cool videos, they seeing a
million dollar properties. They see you at the cool parties
and all you guys at the cool parties. What do
you tell an agent that's thinking about getting into this
game right now? What what advice would you give the younger.
Speaker 3 (29:27):
You learn the business, learn the business.
Speaker 8 (29:30):
Everything else is just icing. It's like a cake essentially.
It's like, you know, you got to learn the foundation
of the business. You talked about before about mailers and
you know, cold calling. All that stuff is still key
and still essential. You do that coupled with the new stuff.
So learn the business inside out, and I think learned
the product.
Speaker 7 (29:47):
You know, a lot of people are so focused on
promoting themselves they're not trying to learn the product. You're
not you know, you're not talking to people that don't
know their way around a rooftop, you know, mechanical room,
Like if it's in my house, I know what it
is and I know how to fix it like that.
That's a huge part of it. I think, because you're
dealing with a client that you're supposed to help and guide.
How can you guide somebody to do something you're not
familiar with? So I think studying and understanding the product
(30:09):
is really important. And honestly, follow me for a day
because there are parties and people are jumping in pool
and that's great, but we also need to walk this careful.
Speaker 1 (30:17):
Have I see you in like a week from that?
Speaker 3 (30:19):
Why I.
Speaker 7 (30:23):
Literally physically following actually around that back.
Speaker 1 (30:26):
I can't take it back.
Speaker 6 (30:28):
But we work.
Speaker 7 (30:29):
We work like you know, I'm driving all over from
Brooklyn and Manhattan. We're walking and we're touring things, and
it's one hundred degrees and you're in the basement and
you're trying to figure out, like what's the best price?
And is everything that's being presented to you really what
it is? And so the product itself, these one hundred
and thirty year old old homes that we sell, study
that focus on that, you know, understanding how finance plays
a part of that.
Speaker 6 (30:49):
It's really more textbook.
Speaker 7 (30:50):
I think the work and then the celebration is what
people typically see on TV.
Speaker 6 (30:56):
This is a different opportunity. You're going to see the
work here.
Speaker 2 (30:58):
Now, Ryan, what do you say to a young agent,
a young yourself get into this industry?
Speaker 5 (31:03):
I say kind of what what Jeff and Tricia just said,
which is you should first, you should intern, you should follow,
You should follow somebody, you should be on a team,
and you should follow and see what they really do
and see if you really want to do that work,
because it's never what you think it is like you watch,
you can't watch suits and be like, you know what,
I'm gonna go be a lawyer. You want to know
what it's really like to be a lawyer. You're gonna
(31:23):
sit and you're gonna read, and you're gonna type for
eighteen hours a day with a bottle of advil. That's
that's what it really means to be a lawyer. And
that's not what they show on TV. So go follow
someone and make sure you understand the first three years
in the business, you're not going to make any money.
If you're okay with that, if you're okay with working holidays,
working birthdays, working seven days a week, working in the rain, snow, sleet,
(31:46):
the middle of the heat, to build something massive for
you that no one will ever be able to take
away from you, where there literally is no ceiling, because
no one's ever going to tell you, hey, you sold
too much, right, but they're also not going to patch
you on the back when you sold nothing and you
got to go get another job. If you're okay with that,
give yourself those three years and you can be incredibly
(32:06):
successful in this business. This business rewards hard work.
Speaker 2 (32:09):
All right, well own in Manhattan. Check it out right
now on Netflix, and I appreciate you guys.
Speaker 1 (32:12):
And thank you so much.
Speaker 2 (32:14):
Absolutely right, Why is Sir Hantrishali Jeffrey saying amen, We
appreciate you guys.
Speaker 1 (32:18):
Thanks, thanks the Breakfast Club.
Speaker 2 (32:19):
Good morning.
Speaker 1 (32:20):
Wake that ass up in the morning for the Breakfast Club.
The Breakfast Club News
Hosts And Creators
Charlamagne Tha God
DJ Envy
Jess Hilarious
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