SYLLABUS | PART ONE

BUILDING AN UNBREAKABLE FOUNDATION

CH. VIDEO DESCRIPTION W O R KS H E E T
I made $9,000 my first year in real estate. Ten years
HOW I BECAME A $1 BILLION
1 later, in 2018, I sold nearly $1 billion. This is the story of
BROKER
how I went from failed actor to billion dollar broker.

BEFORE YOU START: MASTER If you want to change the trajectory of your career and “How to Discover Your
2
YOUR FOUR TENETS OF WORK sell more, you must define your 4 Ws. Own Four Ws”

Every day in sales is a race. You just don't know what

READY, SET, GO: YOUR
3 type of race you're going to run. Your mantra will
MANTRA MATTERS
prepare you for the chase.

60-SECOND EXERCISE: Do this 60-second exercise to create your own sales “How to Create Your
4
CRAFT YOUR OWN MANTRA mantra. Own Mantra”

People don't like being sold, but they love shopping with 1.”How to Build
5 HELP! I NEED MORE CLIENTS friends. Learn how turning strangers into friends is your Your Personal Action Plan”
secret to getting more clients (and how to do it!). 2. “Personal CRM Template”
"Everyone on my team takes improv. Here, I break down
IMPROV: TRAIN YOUR BRAIN
6 how using the power of ""Yes, and..." will help you close
TO FIRE YES, YES, YES
more deals.

7 60-SECOND EXERCISE: Practice this exercise to build your improv muscle.

THE QUESTION GAME

Finder. Keeper. Doer. Learn how my method for

“FKD: How to Schedule
8 GET FKD! FINDER, KEEPER, DOER structuring my work will help you get more done in a day
our Ideal Day”
than many people get done in a week.
I walk you through a real 24-hour period in my calendar
I'M FKD: PEEK INTO A DAY
9 to show you how using FKD gets me more mileage out of
IN RYAN’S CALENDAR
every day.
YOU NEED TO BE AN Being a reservoir of information will set you apart in this
10 INFORMATION MACHINE business. Here is how to find it and use it to get more
(IT'S FREE!) clients and close more deals.

IF YOU LEARN JUST ONE THING: No one follows up like me. If you take away just one skill
11
BE THE MASTER OF FOLLOW-UP from the entire course, make it follow-up.

See how many follow-up emails I can send during the

12 60-SECOND EXERCISE: sixty seconds I'm waiting for a light to change on a busy
THE FOLLOW-UP CHALLENGE street corner in New York City.
I show you how to create a memorable personal brand
WANT TO STAND OUT? “How to Become ‘The
13 to help you stand out in a virtual sea of real estate
BECOME THE ONE WHO... One Who...’”
brokers.
A goal without a plan is just a wish. Learn to back into an
SO, YOU WANT TO income goal by setting realistic sales goals.
14
MAKE A MILLION DOLLARS...

Every member of my team meets with me in December

LIVE DEMO: HOW TO SET to set their sales goals. Peek into a goal-setting meeting,
15
SALES GOALS and learn what to do when you’re falling behind.

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SYLLABUS | PART TWO
THE WOW MOMENT AND FIVE OTHER
SERHANT SECRETS THAT WILL ARM YOU FOR SUCCESS
CH. VIDEO DESCRIPTION W O R KS H E E T
What’s in the box? Discover what is in the box I send to
16 SERHANT SECRET #1: THE BOX every perspective client, and learn how to create your “How to Make Your Own Box”
own.
I learned the Wow Moment from a shoe salesperson.
SERHANT SECRET #2: THE WOW
17 Learn how to use this effective technique to get a client
MOMENT
comfortable with a higher price point.

LIVE DEMO HOW TO USE THE WOW I use The Wow Moment on a real client at my SoHY
18
MOMENT WITH A REAL CLIENT development.

You will face the same objections time and again in your
19 SERHANT SECRET #3: THE FLIP career: Price, location, size, condition and views. Learn to
flip any objection into a positive to close deals faster.

60-SECOND EXERCISE: I take the Fast Flip Challenge to see how many negatives “How to Flip Your
20
THE FAST FLIP CHALLENGE I can flip into positives within 60 seconds. Property’s Negatives”

SERHANT SECRET #4: The best salespeople deliver bad news in a positive way.
21
THE GOOD NEWS SANDWICH I do it with the Good News Sandwich.

LIVE DEMO SERVING THE GOOD Watch how how I deliver bad news about a price “How to Assemble Your Good
22
NEWS SANDWICH adjustment to a real client. News Sandwich”

"Power agents lead their clients to water. Use my Push,

SERHANT SECRET #5: PUSH,
23 Pull, and Persist technique to get clients off the fence and
PULL, PERSIST
close more deals."

I use The Push to get a client to make an offer on a

24 LIVE DEMO THE PUSH 4-bedroom apartment in Chelsea.

I use The Pull technique to get a client to finally make an

25 LIVE DEMO THE PULL offer on his first home.

I use the power of persistence to convert a causal buyer

26 LIVE DEMO PERSIST into a motivated buyer.

I explain how digging into a home's past or inventing its

SERHANT SECRET #6: “How to Write Compelling
27 future can create compelling, memorable narratives that
FACTS TELL, STORIES SELL Real Estate Stories”
drive traffic and sales.

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SYLLABUS | PART THREE
READY, SET, GO! PUTTING EVERYTHING INTO PRACTICE
CH. VIDEO DESCRIPTION W O R KS H E E T
Brokers who sell the most work for the deal – not the
THE ART OF WORKING client. Part three of the course will teach you how to
28
WITH CLIENTS ensure you’re working for the deal, not the client, and not
the sale.
The more inventory you control, the more personal
income you control. That's why working with sellers is the
29 HOW TO WORK WITH SELLERS
best way to grow your real estate sales business. In this
chapter, I share how I work with sellers.

LIVE DEMO RYAN PITCHES A Come along with me on a real sales pitch for a $16.5
30
$16.5 MILLION TOWNHOUSE million home in New York City.

THE SERHANT WAY I hold two types of open houses. Here, learn the nuances
31
TO HOST AN OPEN HOUSE of each.

LIVE DEMO MASTERING A PRIVATE I watch Vanessa from my team show a $16.5 million
32 SHOWING WITH VANESSA FROM listing from a hidden perch in the stairwell. Learn what
THE SERHANT TEAM she does right and how she can do it better.
I show the same listing as Vanessa with a different buyer.
33
LIVE DEMOTHE SERHANT WAY Compare and contrast the two approaches to a private
TO GIVE A PRIVATE SHOWING showing.

PRIVATE SHOWING: BEST Vanessa and I review the Serhant Way to conduct a
34
PRACTICES private showing.

Buyers are great! They’re people who have money to

35 HOW TO WORK WITH BUYERS
spend, and they should spend it with you.

"I meet with and qualify a real buyer in my office. Watch

36 RYAN QUALIFIES
LIVE DEMO
how I guide the buyer through the process and close the “The Serhant Buyers Guide”
A REAL BUYER meeting with clear next steps."
LIVE DEMO MASTERING A BUYER Sonia on my team shows a $15 million listing to a real
37 TOUR WITH SONIA FROM THE buyer while I hide in the stairwell and analyze her
SERHANT TEAM showing.

LIVE DEMO THE SERHANT WAY TO I show the same listing as Sonia to a different buyer.
38
GIVE A SHOWING TO A BUYER Contrast my showing with Sonia's showing.

Sonia and I review best practices for showing a listing to

39 BUYER TOUR: BEST PRACTICES
a buyer.

THE SERHANT WAY Learn how I use price, pressure, and persistence to close
40
TO NEGOTIATE A DEAL the gap in any negotiation.

I close a $500,000 gap during a high-pressure

41
LIVE DEMORYAN NEGOTIATES negotiation between an eager buyer and a stubborn
A $1.5 MILLION LISTING seller.

READY, SET, GO! SAY HELLO TO Go out and sell more, earning a better lifestyle for the
42
FUTURE YOU Future You.

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