Summary of Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine by Ryan Serhant
What’s in it for me?
Learn how to elevate your sales game by adopting the mindset and strategies of one of the top real estate brokers in the world.
Sell It Like Serhant by Ryan Serhant offers a comprehensive guide to mastering the art of selling, drawn from Serhant’s own experiences as a real estate broker in New York City. The book is packed with actionable advice, motivational insights, and strategies that can help anyone, from beginners to seasoned professionals, become a sales powerhouse. Serhant’s journey from struggling actor to top real estate broker is filled with lessons on resilience, confidence, and the relentless pursuit of success.
This summary will delve into the key ideas presented in the book, focusing on how to build confidence, develop a winning mindset, and leverage unique strategies to close more deals.
Key Idea 1: The Birth of a Salesman—Building Confidence Through Action
Serhant’s journey into sales began with a steep learning curve, but it was his commitment to action that built his confidence. Early in his career, Serhant struggled with self-doubt, especially when faced with more experienced brokers. However, he realized that the only way to overcome his fears was by diving headfirst into the work. He learned that confidence isn’t something you wait to feel—it’s something you build by taking action.
By constantly pushing himself to learn and improve, Serhant developed the confidence needed to succeed in a highly competitive market. He advises that in sales, the key to building confidence is to stay proactive—don’t wait for opportunities to come to you, create them. The more you act, the more confident you become, and this confidence translates into success.
Serhant emphasizes that it’s okay to feel afraid, but you must let that fear drive you to take action rather than hold you back. Every step you take, no matter how small, contributes to building the confidence you need to succeed in sales.
Key Idea 2: The Power of Saying Yes—Opening Doors to Opportunities
One of Serhant’s core principles is the power of saying yes. Early in his career, he learned that saying yes to opportunities—even those that seemed risky or uncertain—opened doors to unexpected success. By saying yes, Serhant positioned himself to take advantage of opportunities that others might have overlooked or been too cautious to pursue.
Saying yes doesn’t mean agreeing to everything without consideration. Instead, it’s about being open to possibilities and willing to take calculated risks. Serhant found that the more he said yes, the more opportunities came his way, allowing him to build a diverse and expansive network of clients.
For salespeople, this principle means being willing to step outside your comfort zone and embrace opportunities that might initially seem daunting. By adopting a yes mindset, you can expand your horizons and increase your chances of success.
Key Idea 3: Juggling Multiple Balls—The Importance of Managing Multiple Deals
Serhant introduces the concept of keeping “balls up in the air,” which refers to managing multiple deals simultaneously. He discovered early on that success in sales isn’t about focusing on one deal at a time but about handling multiple deals efficiently. This approach maximizes your chances of success because it spreads your efforts across various opportunities.
Serhant emphasizes that managing multiple deals requires organization, focus, and the ability to prioritize. It’s about knowing which deals need immediate attention and which can be nurtured over time. By keeping multiple balls in the air, you ensure that even if one deal falls through, you have others in the pipeline.
This strategy is particularly important in competitive industries where deals can fall apart unexpectedly. By maintaining a steady flow of prospects and opportunities, you safeguard against setbacks and keep your momentum going.
Key Idea 4: The Art of Follow-Up—Staying Persistent and Building Relationships
One of the most critical aspects of Serhant’s success is his dedication to follow-up. He believes that consistent and thoughtful follow-up is what turns prospects into clients and one-time clients into repeat business. Serhant developed a system of follow-up that includes not just initial contact but ongoing communication that keeps him top of mind with his clients.
The art of follow-up isn’t just about persistence; it’s about adding value at every interaction. Serhant advises that each follow-up should offer something useful—whether it’s new information, a fresh perspective, or simply a check-in to show that you care about the client’s needs.
For sales professionals, mastering the art of follow-up is essential. It’s the difference between losing a lead and closing a sale. By making follow-up a priority, you build stronger relationships and increase your chances of repeat business and referrals.
Key Idea 5: Embracing Failure and Learning from Setbacks
Serhant’s journey was not without its challenges, and he emphasizes the importance of embracing failure as a part of the process. He learned early on that setbacks are inevitable in sales, but how you respond to them defines your success. Rather than letting failure discourage him, Serhant used each setback as a learning opportunity, refining his approach and strategy with each experience.
He advises that failure should be seen as a stepping stone rather than a stumbling block. By analyzing what went wrong and making adjustments, you can turn failures into valuable lessons that contribute to long-term success.
Serhant’s resilience in the face of failure is a key lesson for anyone in sales. It’s not about avoiding failure but about using it to fuel your growth and development. The most successful salespeople are those who can bounce back from setbacks stronger and more determined than before.
Closing Note
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