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  • Let's talk about your routine.

  • You cover all this in the book and have your cell.

  • Uh, you wake up in the morning and say Ready, set, go.

  • Yeah.

  • What does that mean?

  • Open through this stuff.

  • Ready?

  • Set.

  • Go for me is my kind of morning mantra.

  • I say it all the time about everything, but it's it's that get up and go attitude, right?

  • It's that mindset that, like everything is a race, you know, And like, let's just go like you gotta get my coffee.

  • And then it's Finder Keeper Duer, about different modes that you're in all day.

  • Is that finder getting the leads or how does that work?

  • Yes, it's how I structure my day because otherwise I would have no structure, and I would lose my mind.

  • So my finder time is when I when I focus on my business, is a whole movement and I think about how I'm gonna build business.

  • How many get those new leads?

  • I'm gonna prospect Tommy to go after those listing is how I'm gonna get into different types of logs or starting to channel or you know, all that stuff.

  • The keeper time is basically focusing on the money that I have or don't have the advertising expenses, that marketing expenses.

  • What I'm gonna spend this month, how am I gonna invest back into my business to make business, and then the do our time is the rest of my day.

  • That is when I actually do all the work.

  • Follow up.

  • Is everything in your business?

  • Yeah.

  • Talk about that.

  • Follow up for me is broken down into three F.

  • So follow up, follow through and follow back where it's kind of like what we were just saying.

  • You know, I want to sell as much as I can to people who know that I sell things and you meet so many people all the time.

  • You got to stay on top of them.

  • You know, the most of the deals I do now or not, because people came to me and said, I want to buy that apartment right now.

  • Can you help me right now and also pay you a commission?

  • I don't think that's ever happened to me.

  • Unfair.

  • Um, most people are like, Yeah, I know.

  • I'm thinking about it.

  • I don't know.

  • Like my lease is up in November.

  • No, Yeah, I could be posted.

  • That's a guy stand top of so that when they wake up that one day and they say real estate, I gotta move.

  • Ryan, keep sending the listings Drive.

  • Is there?

  • What else?

  • You.

  • That's it, right?

  • Average time to sell a house.

  • Over four million is 400 days in this city.

  • People should think about that number.

  • This is a follow up.

  • Follow up, Chase up.

  • This is not follow.

  • Apologizes said boom.

  • Boom commissions can be really quick.

  • I mean, but it's all dependent on price.

  • Like New Yorkers are also very stubborn people, and they will negotiate the price of a banana.

  • So, like, you know, a lot that days on market is so high because someone has an apartment that's worth $3 million.

  • But their friend Bill got 4.5 3 years ago, so I'm gonna put mine on for 4/2.

  • Let's just see what happens.

  • All right?

  • So I try not to take less things like that, but often times, you know, you know he did.

  • You gotta work with him, You know?

  • You gotta let them kind of be educated.

  • It's kind of like what the baby now like my wife wants to hold the baby everywhere so that she doesn't fall on herself.

  • But it's something like she's got to know that if she put her finger there, she falls over like I don't want to get hurt, but she's got to know like, uh, probably didn't do that again, So I shall never, ever, ever learn She finished up on the seven stages, selling excitement, frustration, fear, disappointment, acceptance, happiness, relief.

  • Also, the Seven SAGES grief.

  • Well, just saying exactly so.

  • And that's just the cycle that's going to go through someone's emotions almost every time, sometimes quicker than others.

  • And you need to be aware of it and allow your client to feel those things, too.

  • Yeah, all foot and almost like the coach, the therapist.

  • Through this always.

  • I think one of the worst things a sales person can do is try to make their client feel something different.

  • I get they're angry.

  • If I pick up the phone and try to make them happy, it's just gonna piss them off more and maybe the light of me and tell me, Oh, no, now I'm happy, but they're going to hang up the phone and then kill the deal.

  • You've let them be angry.

  • Be angry with them.

  • You got to be empathetic with people and let them go through their own thing.

  • Because you're not that I'm not the one spending the money right here, Mr Broker.

  • So if you're gonna be upset, if you're gonna have buyer's remorse, if you're excited, let's be excited.

  • Let's do it together.

  • And then you just have to anticipate those next moments, Which is why I have that section where just like a doctor like you, you anticipate those feelings so that you know what's coming next.

  • And if those feelings don't come next bonus, right?

  • Like I bet client sometimes you were only excited all the time.

  • Great.

  • I prepped for the sadness, but maybe they'll never get there.

  • That's fine.

  • But most of the time, people do run through those emotions and you got to be prepared to get to know how to handle them so that you don't lose the deal.

Let's talk about your routine.

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A2 初級

ファインダー、キーパー、ドアー:ライアン・サーハントが最適な結果を得るために彼の一日を分割するさまざまなモード (FINDER, KEEPER, DOER: The Different Modes That Ryan Serhant Splits His Day Into For Optimum Result)

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    林宜悉 に公開 2021 年 01 月 14 日
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