Sell It Like Serhant book review

When you decide to run a business, sometimes you just have to say, "Forget it."

Forget the fear.

Forget overthinking.

Forget waiting for the perfect moment.

Just do it.

I didn't really know much about the author, Ryan Serhant at first.

Well, that's not entirely true.

My husband used to watch his YouTube videos, so I'd occasionally see this guy with the grey hair pop up on the screen. I didn't pay much attention.

Then I watched Selling Manhattan on Netflix.

I was intrigued.

I kept noticing how different his management style was.

And yes, I noticed that his car matched his suit.

I watched the show again.

Then I watched it again.

Then I started looking him up on social media.

And eventually that led me to this book.

One of the biggest takeaways from this book is Ryan's idea that every business owner needs to master the Three F's:

"Follow up. Follow back. Follow through."

Simple. But not easy.

Let's say you run a business.

You send one pitch email.

Done.

You pat yourself on the back.

A week passes.

Nothing.

Two weeks pass.

Still nothing.

Three weeks pass.

Still no response.

Then you start wondering why you don't have any new clients.

Ryan's point is that most people stop too soon.

You have to follow up.

You have to follow back.

And you have to do it quickly.

Maybe the email got buried. Maybe the person got busy. Maybe they meant to respond. Or maybe they didn't.

Either way, it's free to follow up.

For a real estate agent, that might sound like:

"Hey, I know you didn't like that house, but I found another one you might love."

Or:

"I know you weren't interested in that neighborhood anymore, but what about this area?"

The goal is to remind people that you're still thinking about them and that you're still the right person to help them.

The third F is follow through.

Ryan uses golf as an example.

You don't stop halfway through the swing. You complete it.

The same thing applies in business.

If someone says they're interested, move.

Now.

Don't wait three weeks.

Don't overcomplicate things.

If someone wants to talk, schedule the call.

If someone wants more information, send it.

Momentum matters.

The concept that really stuck with me was Ryan's idea that every business owner needs to get FKD.

That stands for:

Finder Time

Keeper Time

Doer Time

At first, this one challenged me.

Because when I looked at my own business, I realized I spend a lot of time in Keeper Time.

Once someone becomes a client I have systems and processes. I know how to take care of people and keep clients happy.

That's Keeper Time.

Doer Time is the actual work.

For example, I can read a book and record my thoughts about it.

But editing? That could potentially be delegated to someone else.

That's Doer Time.

Then there's Finder Time. And that's where things got uncomfortable.

Finder Time is all about finding new opportunities.

That might mean:

• Posting on social media

• Attending networking events

• Updating your website

• Sending pitches

• Being a guest on podcasts

• Meeting new people

The activity will look different depending on your business.

But the point is that you have to make time to find new clients.

You can't only focus on serving the people you already have. You need to keep the pipeline moving.

"You have to find time to find clients."

As I was reading, I kept stopping and thinking about my own habits.

I know how to send the first email.

I can even follow up.

But follow back? Follow through?

Not always.

Finder Time? Definitely not enough.

Keeper Time? Oh, I'm great at that one.

Happy clients are important, and happy clients often refer other people.

But referrals alone aren't enough.

You still have to make time to find new opportunities.

That realization hit me pretty hard.

The title makes perfect sense.

Ryan Serhant built a career around selling, and this book breaks down the habits that helped him do it.

The concepts are simple.

Make time for Finder, Keeper, and Doer activities.

None of those ideas are complicated. But they're incredibly easy to ignore. And that's exactly why they matter.

If you're a business owner, entrepreneur, freelancer, consultant, or anyone trying to grow something, there is probably at least one chapter in this book that's going to make you stop and rethink how you're spending your time.

Get your copy of Sell It Like Serhant. As an Amazon Associate, I earn from qualifying purchases.

https://www.youtube.com/watch?v=wjdM66gJZ5g

Until the next book review, 

Kyla