Day 72 of The 100 Day Project – Sell It Like Serhant by Ryan Serhant

Learn bold sales strategies from Ryan Serhant to build confidence, close deals, and master the art of follow-up.

You don’t live or die by one deal. You live and grow by building momentum. That’s the heartbeat of Ryan Serhant’s bold, energetic sales philosophy. In Sell It Like Serhant, the real estate mogul pulls back the curtain on what it actually takes to become a successful and unstoppable salesperson.

This isn’t a book about scripts and sleazy tactics. It provides a process for developing the mindset, habits, and systems that allow you to thrive in high-stakes environments. Whether you’re selling real estate, ideas, or yourself, Serhant makes one thing clear. Success is a volume game powered by strategic action and relentless follow-up.


Key Insight: Sales is About Energy, Empathy, and Endurance

Serhant frames the sales journey as emotional, unpredictable, and often messy. There are always objections. Clients rarely know what they want. Deals can fall through at the last minute. The solution is to master the chaos by creating it yourself. And learning how to control it.

One of Serhant’s biggest lessons is that connection comes before conversion. People don’t like being sold, but they like shopping with friends. Every interaction, no matter how small, is a chance to make a lasting impression. And that impression carries you through the deal cycle, from first contact to final signature.


The Three-Part Follow-Up Framework: Follow-Up, Follow-Through, Follow-Back

If Serhant has a superpower, it’s this. He never lets a lead go cold without a fight. He distinguishes between three phases of lead nurturing:

  • Follow-Up: Frequent, personalized outreach based on the client's level of readiness (daily for hot, weekly for warm, monthly for cold). Always add value. Never send a generic check-in.

  • Follow-Through: If a lead stalls or goes silent, this is your pivot. Anticipate concerns, provide reassurance, and keep momentum alive.

  • Follow-Back: Don’t ghost your old contacts. Stay in touch with past clients and those who didn’t convert. Offer relevant information, book recommendations, newsletters, anything that keeps you top of mind.


Build a Ball Juggling Habit

In Serhant’s world, "balls in the air" means opportunity. He’s adamant. You should never have just one deal going at a time. Not only does it make you desperate (which clients sense), it limits your options. Instead, build a habit of maintaining multiple prospects, referrals, and leads simultaneously.

It takes just as much energy to manage one opportunity as it does four, so why not go bigger?


A Salesperson’s Greatest Assets: Story and Self-Discipline

Serhant encourages readers to sell with a story. Every product has a narrative — how it came to be, who it’s for, what problem it solves. When you frame your pitch as a story, you’re no longer just presenting features. You’re helping clients feel the benefit.

And the real differentiator is your own energy and preparation. Success in sales, according to Serhant, starts the night before. Know your schedule, plan your touchpoints, anticipate objections. Show up ready to serve, not just close.


From Transactional to Transformational: Shift Your Sales Approach

What truly makes Sell It Like Serhant stand out is its insistence that sales is service. Listen more than you speak. Ask thoughtful questions. Offer sincere encouragement. And always bring empathy to the table because big purchases, especially in real estate or high-ticket services, can be emotionally overwhelming.

One of the most powerful reminders Serhant gives is this: "Never meet someone to benefit you today. Meet them to benefit your future." It’s a long game. Plant seeds now, and you’ll reap referrals, trust, and loyalty for years.


Final Thought

Sell It Like Serhant teaches selling is more than just a skill—it’s a leadership practice. It’s about understanding people, staying sharp, and consistently showing up with value. You don’t need to be loud or flashy to sell. But you need systems, stamina, and sincerity.

📚 Ready to transform what you learn into what you lead with?
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Categories: : leadership through communication, sales and persuasion, strategic relationship building