Ryan Serhant - Owning Manhattan | Started on Wall Street's Worst Day, Sold $20B Since

I am a product of my environment. A lot of it comes from living in New York City. Someone said to me once, most people are tornado chasers. You're a tornado creator. I think part of it comes from just being in New York City where everything is chaos. He didn't just sell real estate, he built a brand powered by ambition. Ryan Sairhand stepped into one of the most competitive markets in the world and chose to stand out. He turned pressure into momentum and momentum into scale. New York City is the loneliest city in the world. The people who say that are the ones who don't understand that the city is built on energy. It was created by people who had to get up and go attitude. The greatest relationship I've ever had, I probably haven't even met that person yet. Any setback is just a speed bump. It is not a brick wall. From record breaking deals in New York City to founding Sairhand, one of the fastest growing real estate and media companies in the world, Ryan transformed attention into leverage and vision into an empire that extends far beyond real estate. Hard work beats luck when luck doesn't work hard. If you take care of the work, the work will just take care of you. We would be in a much much much greater place if we understood that every action you take against or with another person is also going to be against or with you. We treat people nicer, kinder. We just build something much better for the very short period of time we have on this planet. You lean in to chaos. That's one thing that I think you do very, very well. I think that you always lean in to chaos and you speak about how you are always on the go, always moving so fast. I was watching a podcast the other day where they were joking about you stepping out of your car before it stops because you only think to get to the next thing so quickly. Is this something that you learned that was just like a, you know, like when you look for signals in your life and you're like, when I do this, I get successful or I achieve a thing. Was this something that was a signal that you've just sort of included into your personality, the leaning into the cast or was this something that was always a personality trait? No, I don't think so. I am a product of my environment. I think a lot of it comes from living in New York City. You know, someone said to me once, they're like, most people are tornado chasers. You're a tornado creator. I was like, what does that mean? Like you go into nice fields and you just bring tornadoes and then you get to deal with what's left and you put it back together and you rebuild it. So now it's better, but you need a tornado sometimes to come in and just really shake things up and sometimes terrify people. No one dies. I was like, I don't know if I really like, I don't know if I like that anecdote, but I'll take it. I think part of it comes from just being in New York City where everything is chaos. You're surrounded by chaos. If you want to be calm, you can sit in a nice room with noise, canceling headphones and city quiet windows and you could be anywhere in the world. But when you want the tornado and you want that chaos, it's right outside. And I think that was something that I really noticed when I first moved here, that every single person on the street is a potential relationship that could change my life. And why let it go to waste. I know what you're saying. Also, the city I find gives me energy. The city always gives me energy and I don't know what it is, but you're a 100% correct. You have to lean into it. Or I think the city would just eat you alive if you don't. That's why they say New York City is the loneliest city in the world. And the people who say that are the ones who don't understand that the city is built on energy. Right? I mean, it was created by people who had to get up and go attitude. The entire country was created by people who had to get up and go attitude. And the entire city was built. It's verticalized by people who were like, no, I want to be better. I want to be bigger for better for worse. It can be really, really addicting. But your initial question, yes, I have found for better for worse for my mental health, that creating the chaos results in a path towards success that oftentimes I didn't even know was there. But you got to have the pain to get to the profit. I know that people somewhat know your origin story. I don't want to go too deep into it, but you've had sort of three career deaths. You failed the LSATs. You were killed off a soap opera. And then you started real estate the day that Lehman collapsed, right? So this was not an easy start to life. So what did those things teach you that you've brought into current right? I think the first two, so like bombing the LSATs, I couldn't go to law school. It's not like I was four years old hoping one day that I could be a lawyer and just sit in a room and read all day, you know? And getting killed off the soap opera was a rough one for sure. But I was still so young. I had so much more life left to live. Like I was 21 for bombing the LSAT. I was 24, I think when I was killed off as the world turns. And so I still was so young and I still felt like very much a kid. Maybe I shouldn't have. Maybe I would have taken them more seriously. But I kind of always believe that nothing is ever final. You know, there's a moment at the end of the first season of owning Manhattan, where I say that the greatest deal you've ever done, you haven't even done it yet. And I've always followed that line of thinking. Like the greatest relationship I've ever had, no offense to everyone I know in my life today. But I probably haven't even met that person yet. You know, probably it's possible that I have, but it's probable that I have not. Same thing for business, same thing for deal, same thing for careers. And I've said before and I give this advice to now young people who work for me all the time and I give speeches all over the world, like any setback is just a speed bump. It is not a brick wall, right? You can't look at it like a brick wall. It can't be unpacking up my bags. I'm moving home, right? It's just a speed bump, right? Just bump in the road and you have to slow down. That's an interesting point because same thing can happen to two different people. And they, they, the them on the other side of that thing, completely different reaction, right? So something I think you do very, very well is when there are speed bumps. And I'm, you know, I said three like career deaths, not to take you back there too far, but, um, but I feel like that's what has allowed you to be successful. Like you, you hit the speed bump, you take the lesson, you learn, and then you, like, go forward full speed. Yes. And I, I actually think my superpower, um, I think I have two of them. I, for, for my professional life anyway, first superpowers, I think I have capacity. That I've realized that people around me just don't have or just don't want to have, right? Capacity for, for like, I run a holding company that owns four sea corpse. So I'm the CEO of four separate businesses and I have to do them all day every day. Um, plus the TV show, plus the books, plus talent, plus family, plus life, plus sleeping, plus eating, um, and I can add more in. So you have people who can engage in and create capacity for their lives, while not losing anything and any of people just can't, right? Who can just focus on one thing and they're really, really, really great at it. Neither is right and neither is wrong, but I have found greater success in your ability to create more capacities. That's one thing too for me has been not just recovering from career death, but the minute I feel that I've got like, I don't know, like a great fruit of, of an idea or a thing or a win, I milk it. So as an example, a lot of people have gotten on reality TV, okay? Compared to the global population. A fair amount and then they become irrelevant. Right. They, they have a season of a show or they're, they, they come and go really, really, really quick. Only Manhattan is my fifth reality TV show. Um, when a million dollar listing happened in 2012, I'd finally, I got in the door. So NBC Universal that owns Bravo. Baby said, hey, we're going to, we're going to pluck you out of these three thousand other real estate agents. You know, we're going to legitimize you through our third party thing in the whole world will now know you. And I said, great, what else can we do? And I like just do this show. I'm like, awesome. Is there a, what is it? Is it biz dev? Can I meet? Can we, can I give you ideas? And I must have pitched. No one else in million are listening to this. I must have pitched 50 shows before in 2018. So six years later, they picked up sell it like Sirhant, which was my second show. Um, that no one watched, but helped me launch sell it.com, which is now a massive ed tech company we have. So every again, speed bumps versus like pathways towards success. Same thing when I saw like cable TV was slowly going down, million dollar listing wasn't going to last forever. Okay, we're about to do it for our 10th year. Okay. And I put together the concept for House of Sirhant and started taking it to Netflix and peacock and HBO and Amazon. Like, while everything was happening and just moving and moving and moving, just squeezing it as much as I can, I think, you know, and creating the chaos. You have to write your own memoir while you're living it. I think a lot of people wait to live life to then look back and think about what happened and then plan their next year. And I'm a big believer in like every year is a new chapter in the book already. So why is anyone reading today in that chapter, like make it fucking count. You can get hit by a bus. And the book's over. For somebody who doesn't take action, doesn't take ownership, feels like they don't have to control over their own life, which I think is the exact opposite of your worldview. What's your advice to them? Hard work beats luck when luck doesn't work hard. You can sit and wait for your talent to arrive or you can just put in the work. And if you take care of the work, the work will just take care of you. Don't focus on the money. Don't focus on the accolades. Every dollar that I have, every accolade I've ever gotten, every trophy that's ever been given to me has come from just putting in the work and not asking. It's giving and giving and giving and giving and giving and giving and knowing that you will slowly surround yourself with people who want to be surrounded by people just like you who understand that you got to put in the work to create your own luck. And then when you do that, you end up looking pretty lucky. Like the people who come to me say, man, it's so lucky. So lucky. Like, no, man, it's a lot of work. Like it's just, this is, it's a lot of, there's a lot of sleepless nights. It's a lot of sadness, right? It's a lot of like moments of, am I depressed? Should I, am I, do I need to take something? Like how come things aren't working? And then just saying, no, no, I'm just gonna go back to work. I'm just gonna do more. It's the greatest way to cheer yourself up or to get through anxiety or for nervousness or sadness. It's just to take action. I think worry comes just from inaction, right? And I think a point of not even happiness, but of just being content with your place in the world at that very specific moment can come simply from taking action. I think that you and me are very much kind of spirits in the way that we look at work. And every problem in my life really has just been solved by just doing an insane amount of stuff. Actually, I think that sometimes, you can tell me if you believe this or not, I think that sometimes I do more work than is required. Like sometimes I like don't always look for the easy way or the hack to get the thing done. I'll like work too much because I get comfort in like my own ability and my own work. I don't know if you, if you feel that, but I know that some people, they don't look for like the hardest way to the end result. They look for like, how do I get the hack or the shortcut? I just feel like that has never worked out for me. I don't know if you feel anything like that at all, but there are things that I know only I can do best. And so I have structured my days and my minutes based on I am doing it because only I can do that thing, whether it's TV or pitching listings or buildings or being in the room to sell something or thinking through big vision, everything else gets bigger and bigger every year now. Everything else. I don't, I don't founder mode it. You know, I don't like CEO get in the weeds. I make sure I surround myself with people who are just better than me. You had to learn that though. I had to learn how to harm it. You are like a type A personality and obviously now you've scaled, but it was probably very hard to give up some control at the beginning until you experience how amazing it is to work with someone who's better at you at doing the thing that you were just doing. And they could go start their own company. They could go do it elsewhere. But because of your ability to create culture, they say, you know what? I'm going to do it with you. Like for example, I just made two very, very key hires in our business. We're always hiring. I feel like it's like my life now. I'm just all constantly in interviews and stuff. Because someone also told me the CEO of one of the biggest companies of all time, he said, as CEO, you can hire people to do everything, but hire people. It's like maybe maybe one day I'm going to find someone to do that too. But we just hired our a CTO of our holding company Greg Chan. He was spent 20 years at Microsoft in Amazon. He was part of the SharePoint team and part of the team created Amazon Prime and he was the CTO of a Fintech company called Acoya. And like, you just know when you have the right guy in the right seat within 48 hours, with the types of questions they ask, the way they even handle onboarding, with the way you don't have to hand hold, you're like, ah, I don't have to worry about automations today. I got a guy. Same thing for new construction. We have a massive new construction business. So we work with developers, lenders, capital partners. We do, you know, single-family home construction, but we're mostly known for condominiums, right, up and down the East Coast, in New York and South Florida, specifically. I have a guy, you know, he's a Carlisle series on the the capital side. I've never been on the broker side before. His name is Peter Rooney. And like, again, within a very, very short period of time, I now don't have to be in every single tiny little detail because he's actually better than me doing those things. And I'm like, this is so great. I get to learn. Now I go into some of my meetings now. And I said it just being the boss and dictating and getting people to partner with me and work. I'm actually going into my own internal meetings that cost me a lot of money because I pay everybody. And I learn. It's like, it's a wild transition in my, in my career. Quick question. What's your go-to when you got 10 minutes before a meeting or a workout? For me, it just used to be whatever I could grab, which usually meant skipping meals entirely or just grabbing something that left me crashing an hour later because it was just full of garbage. That's why I'm partnering with Hule. This black edition, ready to drink is a complete meal. So it has 35 grams of protein, 6 grams of fiber, 35 essential vitamins and minerals. It is no sugar added, gluten free, under 5 bucks. I always keep a few of these in my fridge. And honestly, it solved the whole back-to-back meetings, go, go, go, non-stop, no time to eat problem, super well. And this one's new for me. It's Hule's daily greens. I had the blueberry this morning. Honestly, first impression, it was way better than I expected. It's developed by registered nutritionists and dieticians. There are 42 vitamins, minerals and superfoods, only 25 calories, 4 grams of fiber and just 1 gram of sugar. I throw one back first thing before my morning calls every single morning. Look, if you're running a business, time is the most valuable asset. Hule makes healthy eating simple and they also just launch the target source nationwide, so you can get it everywhere. Try both products today with 15% off your purchase for new customers with my exclusive code, Scott at Hule.com slash Scott. Try both products today with 15% off your purchase for new customers with my exclusive code, Scott at Hule.com slash Scott. Use my code, fill out the post checkout survey to help support the show. That is Hule.com slash Scott. They really make healthy living case amazing. Even if you're on the go, healthy eating, healthy lifestyle, doesn't have to taste bad, it doesn't have to suck. NetSuite is a success story partner. Now, what is a future hold for business? If you ask nine experts, you'll get 10 answers, bull market, bear market, rates are up, rates are down. At the end of the day, it just be easier if somebody invented a crystal ball. But until then, over 43,000 businesses have future proof themselves with NetSuite by Oracle. The number one AI cloud ERP that brings accounting, financial management, inventory and HR into one unified platform. Here's what I love about it. Instead of juggling multiple systems, you get one source of truth. Real time insights and forecasting that actually let you peer into the future with actionable data. When you're closing your books in days instead of weeks, you're spending less time looking backwards and more time focusing on what's next. 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And when you're a real estate agent, say what you want about the business, you're a $10.99 independent contractor. There's no salary. There are no benefits. You eat what you kill. You want to work for 0.5%. Go for it. If you can get someone who's willing to pay you 10%, like go for it. We want to work for nothing. No one will patch you on the back. And if you make all the money in the world, no one's going to say, hey, how come because you work for it every single day? It's the power of sales. And it is a limitless career across every business, not just real estate, you know, SDR reps, et cetera. And I had a hard time answering that question. I always answer with my dad, right? My dad. But then when I would talk to my dad, you know, he's a different generation. He's much older, obviously. And like, doesn't understand what I do today. You know, he doesn't like so big picture thinking, sure, he can be helpful. And I had to answer that question of like, who is my mentor? Who am I really working for? It's for me, but not me today, because that plan has already been put into motion. It's not me in like a month from now, because I'm barring catastrophe. I'm pretty sure like I know what I'm going to be then. But two years from today, that is a future Ryan that is really, really hoping that Ryan today shows up and works his ass off so that his life can be a little bit better. And that's where that came from. If you think about why people, why people don't pursue like the goals that actually serve them, it's because they're too like stuck in the moment in the now. Like what you're doing is you're saying like Ryan in two years from now, this is what the life that I want to have. This is the life and this is how much money I want to make. This is how big my business should be. And everything I'm doing today is in pursuit of that. Yeah, I think a lot of people to are grounded by circumstance. You know, I think it's very difficult to to move outside of the world that you know, in part because nine times out of ten is just too expensive. Yeah, I know. Depending on where you're born, who your parents are, what your what your internal DNA, your make it like, there are things that the system is just rigged against you for. I literally I wrote an article today and we posted it like 27 minutes ago about how I mean, I talk about housing a lot, you know, how the housing market isn't broken. It's rigged and it's working exactly the way it was set up to work against against everybody against all millennial and Gen Z buyers against black and brown people in the United States. It's it's set up that way. And it's just performing as as planned, you know, big picture sure. It's very, very scary to plot out big goals and go after them because you don't know where to start, but goes back to our conversation about an action versus action, right? Sometimes you just have to go and take action and the best part about planet earth is it's full of people who've taken the same action that you're too afraid to take. And sometimes you just got to reach out and ask and surround yourself with a better level of people even if it's uncomfortable, even if it's hard, and even if it's just in your local community, right? You are the people you keep. Of course, the the average of the five friends, all the cliches are very, very true. And I think that that levels up your thinking, it levels up your mindset, it lets you see what's actually possible. I think that also this is actually very sad, but the reason why, the reason why in like impoverished communities have a hard time becoming successful is because all their influence are people that are at a certain level. So if you, for example, if you look at the success rate of an entrepreneur that's coming from an upper, you know, upper middle class, like predominantly like white neighborhood Caucasian neighborhood, well, if their uncle's an entrepreneur and their dad's making three, four, five hundred thousand dollars, I mean like that's your reality. So your world view is shaped by the people around you. It's not just 100% who can like give me the job. It's like who influences my perception? I get a lot of shit for reality TV. Why do you get shit for reality TV? Because it glamorizes a really tough industry or you know, we talk about dollars and money or commissions or you know, it's not really what our life is like. And what I say to every real estate agent who says that to me, which I will tell you is 100% a white agent who says that to me is you have no understanding the effect that these goofy TV shows have on underserved communities to let them know what's possible in their own lives because they might not be getting it at home and they might not be getting it at school. And so like only Manhattan is an incredibly diverse cast. This is the most diverse real estate agent cast on any real estate show in the history of life, which is great. And it's by design to show people not just what New York City is made of, right? And what the world is made of, but to also like send a really, really strong message to anybody who thinks that a career like this would not be for them and say, but it could be, right? So like, there's a character, a character. She's a real person. And Genesis, her name is Genesis. She's in this season of the show. She's Dominican. She is amazing. She's hilarious. She's stunning. You know, she's also fallible, right? She makes mistakes, but she owns them lots of crying. And the amount of comments we've gotten and reviews who, from people who are just so surprised to see, to see a girl like that on TV in a career like this, also speaking Spanish with her family in Spanish and not jumping to English. They don't even know what to do with it. And it's such a cool like, it's just, I don't know, I think it's just so cool because it'll send a message to so many little kids out there. And it's not even just little kids. Anyone out there where maybe English isn't your first language and you can never become a real estate agent or go into sales or be an entrepreneur. And then maybe you turned on this fun real estate show and you're like, Oh, I see someone like me now. Maybe that's possible. It's huge. It's huge. It's huge. It's huge. And no one talks about that. They, they just talk about the negatives because it's easy to talk about negatives, right? It's actually hard to talk about positives. You know, it's so funny because when you put up motivational content, I put up something that I got semi-canceled for the other day. The thought was you should work your nine to five and then learn a skill between five to nine that can like sort of set you free from whatever it is you're doing that you don't like. And that got a ton of hate. Like I'm talking like a lot, a lot. More angry that like people in the comments were angrier than most of the shit that I put out. Because people can't do it. I mean, the point is there is time for you to escape the reality that you're in that isn't serving you. If you, it doesn't have to be every single, every single evening, every single weekend. But I do like the idea of ownership. Yeah. I think it's a very important idea. But ownership only happens if you truly believe that you can achieve the outcome. So for example, when they see a show with it's diverse cast, it's making good money. All in real estate, all killing it in New York. They have to see that example. Somebody who is not happy has to see that example before they can truly internalize it and believe it and take action against it. I think it's very hard to really take ownership over a reality that doesn't make sense to you. You've never experienced. Yeah. I think I would probably, I don't know, dial in a little bit on the idea of the nine to five and the five to nine. And I say like, you know, if and when it's possible for you to find the time to focus on skill, what I tell people that is like just get off your phone for 30 minutes. Like that screen time function on the phone now is a terrifying thing. It is. And to just really look at like, what if you took back 30 minutes of TikTok or hang out time or anything and just put it into a skill like something that we do at our company, a lot of companies do this, you know, as you have like a, you know, you have a learning budget that you give to everybody in departments to say like, I want you to learn and improve here too, even if it's not in the skill set that we've hired you to use every day, whether it's an online course, you go back to school or you want to be a part of a networking group or something like you being a more full human being is of great benefit to you and to us. And so we want to enable that to happen. Don't worry about it. Just tell us, tell us what it costs. And we'll like, let's make you awesome. I want to talk about you have a thousand minute rule where you talk about a thousand productive minutes in a day. What do people get wrong about the relationship with time? Is it just wasted? Is it swandered? Is it not respected? Like this is obviously an important idea for you. And I know that you scheduled your calendar like down to the second. I am, I created the thousand minute rule because I have no boss. So 15 years ago, I try to figure out, okay, how do I break out my day? I'm in sales. Do I just go talk to people on the street for 10 hours a day? Do I go to the department store and try to meet foreigners if they have more than two shopping bags? Is that mean they can afford a department? Do I cold call? Like, what do I do? There's no guidance. Okay. And so I was trying to figure out one, how do I structure my day? So I got to break it out. I, because I had no responsibility at the time. So all right, I have 1,440 minutes a day. Let's say after eating, sleeping, whatever I need to take care of for my life, I have roughly a thousand minutes to be productive. Some days I have 100 minutes. Some days I have 1200 minutes. If you're a single mom of three kids and you have three jobs, you might have your entire day is your productive time, but it's not doing what you want to do. So you have to look at your own life and your own calendar and determine, okay, especially if you're in sales and you're an independent contractor. How can I stay productive that way? And so it helped me think about time as an asset and time as a dollar. So every day you wake up with your own thousand dollars in your bank of time. But then the real reason it stuck and the reason I think Harvard wrote about it and built out that case study was for my mental health. Because I would go through in this business, you do a deal on Monday, deal dies on Tuesday. So on Monday, you ride a high, on Tuesday, you ride a low. And it would like ruin my day or ruin my week. And I'm like, okay, but if I look back on time, say 30 days ago, what was a good thing or a bad thing that happened, barring a tragedy, most of the times you remember the good things. Like, oh, yeah, so that movie, that was funny or I went on that date. Yeah, that was great. Or I got that deal done, okay, try to think of a bad thing that happened 30 days ago. I have to think because time heals all wounds. So it's like, okay, if someone yells at me for 10 minutes, is that mean I throw away 990 minute dollars? Probably not. But we do do that. We do do that. Yes. And so how do I compartmentalize what happens with my time for the benefit of my own sanity and my heart? And so that's where the 1000 minute rule came around. And then I broke it up into finding time, keeping time, doing time. And then I also do a little calendar trick where when things do go wrong, which is all the time, I will go into my calendar 30 days out. And I'll just write a read me. And I'll just unload hard. I don't need a therapist. I just need my calendar. And I just pull hard in the notes. My this is going to happen. Because I know what's going to happen in 30 days. I'm going to get there. And I'm either going to have fixed it. I'm going to have replaced it with something better. Or I'm just not going to care because life has gone on. And so now the muscle memory has been built that just typing the note, taking the action to verbalize and to write down what I'm so mad about. I then get to use that. Not as something to take me down, but to take me up. Because my body knows what's going to happen in 30 days. And so why not just start feeling that way now? Why wait? People that are super high performing people where they optimize everything. Yes, that'll get a lot of shit done. Does is it ever a detriment to you? Like is there ever a moment where you're like, I am moving too fast. And I should slow down a little bit. Like I feel like your mental health is more or less pretty good. I feel like if you do this kind of life for too long, it can wear on you. For sure. For the person who is, you know, not hustle culture per se, but like non-stop in pursuit of the thing. And I don't want that person to let the rest of their life fall apart. All the other important pieces, their physical health, mental health, relationships, all that stuff. How do you know when to slow down, turn off, when over optimization is actually not serving you? Your life also comes in phases. So at the beginning of my career, your number one job is to say yes, and because you can take it on. Because usually you don't have a significant other and a mortgage and kids, you know, and tons of debt, right? You're newer. So you should be saying yes to lots of different things. Because I'd rather regret the things I did than the things I never tried. And you don't know. If I hadn't had had that mentality, I wouldn't be where I am today. Because I would have never said, sure, I'll get my real estate license. Why not? I was on a soap opera. I was hand modeling. I was passing out flyers for a gym. I was tempering. I could bartend. I could wait tables. I guess I'll be a realtor. Yes, hand. See what happens. And then one little thing sticks. But your goal is to do that so much that you get to a point where you can actually start to say no but. And that is a magical moment when you can go from having to say yes and to get to yourself to a place where you can say no but here's why or no but here's what we're going to do or no but let's discuss this in three months. Send it to me in the calendar and invite and I'll be there. And so you just have to understand what phase you're in and where you're trying to get to. Indeed is a success story partner. Now if you're hiring indeed is all you need. Let me give you an example. If I needed to hire a new editor for this show, I'd go to indeed and be super specific. 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Was that hard for you to switch seasons? Because I think that that's the issue, right? It's when you don't switch out of that season of your life when you are in build mode, yes and and just going 100 hours a week, which is useful to get something off the ground, especially a career business whatever. Was it hard for you to switch out of that? For sure. For me, I think it came down to just pure revenue goals. Like once I was at a point where I didn't have to worry about personal expense and then I can start to pull back and say no, but so that I can say yes and to the things that I want to and that's not about like having fun. It's more about where am I going to be the absolute most productive so I can really, really, really focus. But that's an important point, like you have to know your number and you have to know what life that you're actually going for. How much your life costs? Yeah, it's crazy to me how much people don't really understand fully what their what their monthly cost is. Like how what is your personal P&M? I know. And then they just they just run after they don't even know what they're running after. They don't have that north star to go after. So they just work and work and work and work and then they fast forward the very successful and the rest of the life is falling apart. And it's funny because they probably don't even like I mean the reason why they started the thing, the business, they've made more money in year five than even I want to do with. But they're still pursuing some goal because they never set it for themselves and they don't even know what that goal is. But yeah, they don't know they're I like that a personal P&L. Yeah, you have to have a personal P&L. You have to wear a CEO, a CEO and a CFO hat personally all the time. That for me was the finder of the business, the keeper of the business, the doer of the business, FKD. And you have to be, you know, you also have to give yourself like unlocks. You ask me like how I relax like I do, I have a daughter. So we have Saturday, dadder day, you know, and yeah, I try to also bring as much synergy into my life as possible so that they're a part of it. They know what I'm doing. You know, Zena, she's in the show this season. I think she's the star, to be honest. She's only in one scene because that's that's all we we let her do. But she crushed it. My wife is in the show, you know, is pulling the strings in the background. You know, as I'm having mental breakdowns, she's like, cut them at the knees. I'm like, oh god. You know, I think people have a hard time when they try to keep things really, really separate. Work life balance doesn't work. If you try to keep it as work over here and life over here, you just have life. I think it's just life. I would say, I would ask rather, what are some of the habits that these, you know, 10 figure people have that you think are useful? What are some habits that are maybe not so useful? They definitely have different calendars. They have a lot more white space at the level. Yeah. I was on an airplane with the CEO of a bank and I was just so curious to know what his calendar was. We've spent like 10 minutes talking about time, you and I right now. I was like, what's his calendar look like? And it was like sporadic meanings everywhere. I'm like, what kind of what kind of bank CEO are you? Oh, you're like the best one. Wild. You know, he's very, very clear structure to his life. His calendar set is, I think about a year in advance and it has enough room to just be really present during the day where he can dive in and focus on what he needs to focus on that day, that week. He's like, oh, I don't, I don't have that. I need to work on getting there. I'm still not there. But you know what you're, you know what you're working towards now? Yeah. Working towards getting to blank space. And I think that means you've actually optimized in the right way. Not optimized your calendar that you are involved in, but optimized your life and the people around you. I think that the wealthiest people I know also respect their time even more than I do. Also, I mean, the things that are not good about, I think the super wealthy for better, for worse, have to have their guard up. So they're, they, they really don't trust easily, which I think is fine. I think it's good. I think it is the price you pay when you've achieved success like that. But also it removes a lot of the magic of life, of the possibility of serendipity. Like it'll just never happen because you have now have not just one or two, sometimes 10 gates and gatekeepers, you know, one of the, one of the magical things about life, the way we're talking about that I, I still find to this day is like the greatest relationship I've ever had. Maybe I don't know that person yet, you know, as a friend or a, or a client or a ball. Who knows? Who knows? And if you're just gated, you make, you make life happening with you so much harder. What do these people know about money that the average person doesn't miss the tool? It's just a tool. It's not a resource. It's purely just a tool, like a hammer. You know, it's a hammer, it's a screwdriver, it is a tool in their tool about there's different types of money. There's different uses for it. You know, there's, there's cash, there's bonds, there's et cetera, et cetera. It's all just a tool. Yeah, it's just a tool. So once you learn how to use the tools, you can build real big and real fast. What are you excited about in the future? Like, I mean, if somebody's going to look at, you mentioned you build for Ryan two years in the future, five years in the future, whatever. Who are you building for right now? What does that future Ryan look like? He has a little more blank space. He's built a company that is internationally known for selling lunch really real estate in an AI world. His TV show has crushed it and he's won Emmys. If people want to connect with you, I mean, owning Manhattan's on Netflix now, where should they go? Two Netflix and just watch owning Manhattan. It's the greatest TV show in the world by far. And then anywhere at Ryan Sirhant. So if out of all the things you've learned over your life, your career, say you could only pass on one lesson to the next generation to your kid, what would that lesson be and why? I think I immediately just go back to the golden rule because I don't think it's passed on as much as it used to be where you do unto others as you'd wish they'd do unto you. You know, we would be in a much, much, much greater place if we understood that every action you take against or with another person is also going to be against or with you. You know, we treat people nicer kinder and we just build something much better for the very short period of time we have on this planet.