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Kindle Notes & Highlights
by
Ryan Serhant
Read between
January 21 - February 14, 2019
The secret to your success will be revealed in hindsight. You won’t recognize it until you’ve already lived it.
The hardest thing for me to teach my new sales agents at Team Serhant is how powerful taking initiative really is. It might sound crazy, but those moments when you feel stuck? Like you’ll never close a sale or get another client again? Initiative is like a magical cure-all elixir. Pick up the phone and make a call, send an email, follow up with leads. Do something. Taking initiative is like breathing for a salesperson; you cannot survive without it. Take initiative with everything that is put in front of you, and you will experience success every single day.
Choose success first, no matter what—then back yourself into a career.
Never underestimate the power of a face-to-face meeting. Sometimes emails and texts are not enough to get a deal closed.
As salespeople, we must be careful listeners, because clients are always sending messages about what they need and how they want to conduct business.
Closing a deal means keeping your ego in check at all times.
There will be an objection with almost every single sale. The goal is to turn negatives into positives.
YES is the most essential word in any salesperson’s vocabulary.
People don’t like being sold, but they love shopping with friends.
Never meet someone to benefit you today, meet people who can benefit your future.
Connection first, product second.
Social currency matters. The more people you meet, the more business you’ll do.
Don’t always sell the most expensive product.
“People don’t know what they want until you show it to them.”
You can’t negotiate with someone’s wallet, but you can negotiate with their feelings.
Never wait to follow up. Follow up now. It’s one of my little tricks to get attention. No one follows up faster than I do. And when you want to set up that follow-up meeting, propose dates that work for you. Don’t just ask if they’re free—take control of the destiny of your working relationship!
What if that emptiness was just my body and mind’s way of telling me I had room for more? Maybe that emptiness was really hunger. I was hungry for more deals and bigger successes.
Serhant Secret #13 Your morning should always start the night before. Wake up knowing exactly what your day entails and what challenges you are facing.
Serhant Secret #14 Don’t be afraid to push yourself to take on more. If you’re the one who creates the chaos, then you can control the chaos.
I am the engineer of my own destiny.
A Win is the legacy you leave behind. And your Win doesn’t have to be as big as “change the world”—but it needs to be real, it needs to change you, and it needs to be something you really want.
Go beyond the facts. When selling any product, sell it with a story. You’ll close more deals and quickly.
Your original hook is your starting point, but don’t be afraid to change it—as the wind blows, you go.
from failure comes success.
Finding the Best Team Members: Energy, Enthusiasm, Endurance, and “e”ducation
