Ryan Serhant is the broker of The Serhant Team, consistently one of the highest-producing teams in the United States by volume. You may also know him from Bravo’s Emmy-nominated Million Dollar Listing New York, now in its 8th season – or from Ryan’s bestselling book, Sell it Like Serhant.
We recently sat down with Ryan for our HyperFast Digital Growth Summit, which brought together 30 of the brightest minds in real estate, sales, business, and marketing to train and inspire real estate agents worldwide.
Here’s what Ryan Serhant told us about how he recruits – and runs – his real estate team of over 60 real estate agents and support staff.
How Ryan Serhant screens for the 1 quality that agents can’t be taught
Here’s some insight into how Ryan Serhant chooses team members.
While interviewing a potential team member, Ryan asks the candidate to tell him about the best and worst days of their life.
Ryan watches and listens closely as the candidate answers. He’s watching for empathy, enthusiasm, and energy in the candidate’s answer.
Ryan says that almost everything else in real estate can be taught and learned – but emotional intelligence is mandatory.
What Serhant Team agents need to achieve (if they want to stay on The Serhant Team)
Ryan puts no restrictions or goals on a new agent for their first year on The Serhant Team. If the agent survives that first year, Ryan sits down with the agent to set a goal. Ryan wants the agent to choose an attainable number that they will struggle a little to hit.
If the person misses their own goal after that second year – even after having opportunities to lower their own goal – they leave the team.
If the person worked their ass off, controlled everything they could control, and hit just under the target, they meet with Ryan to set a plan and begin a 6-month probation period.
During probation, the team member is accountable for taking classes, doing quantifiable daily prospecting, etc. The exact probation requirements are different for each individual case.
Why real estate agents need to think like athletes
Ryan believes that real estate agents need to spend time training and practicing their skills, so that they’re ready when an opportunity arises. He also sees his own role on The Serhant Team as being the one to hold team members accountable for results and instill discipline in their efforts.
Ryan points out that athletes spend an incredibly small amount of time playing in games. The rest of their lives is spent drilling and practicing – of course their training drills and hard, dogged work isn’t televised, but practice is how athletes spend almost all of their time.
As real estate agents, our “game” is showing homes. But like athletes, we should also be spending time training behind the scenes. Practice is often free!
Ryan recommends that real estate agents practice their skills consistently while also trying new things that make them uncomfortable.
Take improv classes. Hone your skills. Go get uncomfortable!
See Ryan Serhant in person at the HyperFast Sales Summit in the Washington, DC metro area in November 2019!
Details coming soon; follow @hyperfastagent for details.