Ryan Serhant made $ 9,000 in his first year as a real estate agent. It was a little over ten years ago. Today Serhan receives orders that have made him a multimillionaire.
According to this weekend Wall street journal, Serhant represented home buyer in Palm Beach for $ 122 million. The seaside mansion has set a new record for residential real estate in Palm Beach.
I recently spoke with Serhant about his distinguished career that has transformed him from a struggling actor to a Bravo star. New York Million Dollar Listing and one of the leading US real estate brokers.
What struck me during our conversation was that successful entrepreneurs and leaders act like the people they imagine themselves to be – and they do so. front earning your wealth. “When you cannot change your circumstances, you can change one thing: your energy,” says Serhant.
When Serhant auditioned for the Bravo show looking for successful real estate agents in New York, he felt insecure because he had only been in the real estate business for a year and a half. However, shortly before entering the listening room, Serhant decided to act as a million dollar listing agent. He brought high energy, a wide smile, confident gestures and strong eye contact.
Many people who struggle with public speaking should learn from the experiences of Serhant and other successful entrepreneurs who overcome their feelings of inferiority by acting as the leaders they expect to see in the future. Don’t focus on your insecurities; strengthen your strengths.
Think about it. If you ultimately succeed in your dream of starting a company, becoming a manager or CEO, or becoming a recognized expert in your field, you radiate much more confidence than you do now. So why not start today?
When I work on public speaking skills with recent alumni, business school students, or emerging leaders, they often acknowledge their fear of public speaking. They have not acquired the confidence that comes with achievement. Unfortunately, their body language reflects their insecurities. They often look down, cannot make eye contact, fiddle with their hair and hands nervously, and use filler words such as “mmm” and “you know.”
“Let’s try something different,” I offer softly.
“I want you to try the presentation again. Except this time, show me how you would speak if you were the founder or CEO of a company. ”
If students see their videos before and after, they often cannot believe the difference. IN Only the difference between the two presentations is who they present themselves.
Serhant adds one important caveat to this technique: Don’t exaggerate your skills or sugarcoat your experience. Imagining yourself in the future simply means radiating the confidence of the leader you expect to become.
For example, imagine you are going to an interview and do not know the answer to a question. An insecure person will still try to answer, revealing his ignorance. A confident leader admits that he does not have an answer, but he has a plan for how to find a solution.
Serhant invites you to fill your mind with positive thoughts and self-image for at least ten seconds before meeting someone. “If your head is in a good place, you radiate positivity and confidence, and that will set the tone for the meeting,” he says.
The “tone” of a presentation or meeting is set in your head even before you speak. You cannot control the outcome of the presentation, but you can control your opinion about it.