During this episode of the Lab Coat Agents Podcast, hosts Nick Baldwin and Tristan Ahumada speak with Ryan Serhant, star of Million Dollar Listing New York and author of Sell It Like Serhant. Serhant shares great insight from his book about how to sell more real estate. Learn his techniques for better understanding clients, reviving dead deals, and constantly generating new business.    Episode Highlights:    Dead deals were a big part of the reason Serhant wrote his book. He wanted to figure out what action plan he could put into effect to understand clients' feelings. If you can anticipate a client’s feelings, you know how to take them to the next step. Working with clients is a process of elimination, not a shopping spree. When you take the initiative to be proactive about the homebuying process, you set the expectations for the process. This will help you to close. People hate being sold, but they love shopping with friends. Find something in common with everyone you meet because that's where friendship starts. Clients buy-in on your confidence. He maintains confidence by knowing he’s going to do everything he possibly can to help his client buy a home. Ryan tells multiple stories about prospects he stayed in touch with for years before doing a deal.  The tv show is not a huge lead source for Ryan. It does give him exposure and gets his name out there. Ryan describes his follow-up, follow-through, follow-back process. Being organized, especially with email, helps his team stay diligent with follow-up. He starts his day, the night before with a thirty-minute evaluation and planning session. Making plans is not complicated. Use a calendar. Serhant tells the story of how his career began in 2008.  At the start of his career, Serhant looked for people who were doing the best job and copied them. Serhant shares his Finder, Keeper, Doer strategy for time management. Lead generation is his main priority every day. Don’t create excuses. Create solutions. Serhant’s book describes how you can set up your day to maximize success. Generating leads is not taking away someone’s money.  Serhant describes how he balances his business with having a young baby. Deals die all the time because of poor and dishonest communication. Tell a story around the property. Look for the story that can be told. Real estate agents don’t ask enough questions. Every day is a new day and anything could happen. Serhant’s online course covers all the minutiae of being a realtor. It covers everything he does to sell real estate in New York City.    3 Key Points: If you can anticipate what the client is going to feel, you can set expectations and close your deals. Follow-up, follow-through, and follow-back. Be deliberate about how you schedule each day.    Resources Mentioned: LCA Marketing Center: LCAmarketingcenter.com Lab Coat Agents: LabCoatAgents.com Ryan Serhant YouTube, vlog, Instagram, Facebook, LinkedIn, Twitter Million Dollar Listing New York Sell It Like Serhant (book) Sell It Like Serhant (the course) Wunderlist (app) HyperFast Agent Live   Connect with Lab Coat Agents: Lab Coat Agents on Facebook Lab Coat Agents on Twitter Lab Coat Agents on Instagram Lab Coat Agents Facebook Group