 And we're live. Ladies and gentlemen, Ryan Sirhan, what's up, buddy? What's going on, man? Thanks for having me. I appreciate it. I'm in New York City and you're down in Alabama right now, right? Yep, yep. Love it. I've actually never been to Alabama. Really? Always wanted to come, though. I've got some family down there. I've just never actually made it, but it's on my list. Dude, check this out. Orange Beach is where I'm at, right on the Florida line. Yeah. White, sandy beaches, palm trees, million dollar condos. Nobody knows about us. What? I'm telling you, I'll send you some pictures, man. It's incredible. It'll blow your mind. Send me some listings. I want to take a look at them. OK, yeah. The thing is, man, it's like half the price is destined, but the rental income is just the same. Yeah. It's a little hidden gem. That's awesome, man. Yeah, send me those listings. I think that'd be really cool for me to see. So you just got back from a vacation I saw. Yeah, I was in Greece. My wife and baby and her family, they're all based in, her family's based in Athens. So they're in Greece all summer. They actually come back this coming weekend. They've been there the last eight weeks. So I just got to take them there, and then I come back and work for four weeks, and I take them there, come back and work for a couple of weeks, and then they come home. Yeah. First off, congrats on everything. You're really doing it, bro. Trying, man. I'm not really good at sitting still and just doing one thing. Yeah. I mean, it almost feels like a waste of my life. So I try to do as much as I can within reason. Like I'm not going to climb mountains and skydive, and I'm not an adrenaline junkie in the way that I got to live every day as if it's my last. But I don't want to leave anything on the table. That's a big thing for me. My biggest fear is wasted potential. So I just want to do everything I possibly can that actually makes sense. Yeah. And impact as many people as you can, it looks like. Yeah. I mean, so many real estate agents, and not you, not the people that are listening to this, but there's a lot of real estate agents out there in the world, and they're all very, very selfish, and they're self-absorbed, and they have huge egos, and they sold a property for a couple million bucks, and they're the greatest thing in the world, even though they didn't even bring the buyer. Another broker brought the buyer, and it's like I have a platform that I'm very, very lucky to have, and if I can help make all real estate agents better, then it's going to remove a lot of the bullshit, and a lot of the bad agents from our business in the future, and it'll just make us all better. Like one of the issues is a lot of real estate agents out there are very inexperienced. They don't know how to manage business. They don't know how to do a lot of different things, and they kind of screwed up for everybody else because the barrier of entry into the real estate agent business is so low compared to being a doctor or being an attorney, right? So the whole reason I wanted to make the course, and I think the reason it's selling so much since we put it out on Thursday is because it's like a real sales course for real real estate agents made by someone who's actually a top broker selling at one of the toughest markets in the world. Whereas most sales courses are just by coaches, right? Whose business is this? Like I made this to help as many people as I possibly could. Yeah. Well, I don't know what you know about me. I mean, I'm a single agent. I've been selling 100 properties a year since 2014, number one remax agent for remax in Alabama, and I wrote two books and I'm coaching for free. It's kind of like the Gary V kind of influenced me to do this, and I'm hitting 20,000 agents in my program and growing really fast, a couple hundred a day. And like my core mission is to reduce the failure rate by going against the grain of these other coaches who are talking about high pressure techniques, 1980s scripts, and I'm trying to teach agents how to communicate who they are through valuing the relationships over the chain's actions, which is something that really drew me to you. You talk a lot about that. Yeah, for sure. There's a lot of agents out there who just kind of take the car salesman approach, not to say that that's a bad approach. Some people need to be pushed, right? They need the art sale, but not everybody. And I sell with my personality and I sell with my ability to listen and I sell with discipline far more than I sell by just pushing somebody to make an offer, to make a decision right now on the spot. But listen, it's an improv, right? Every client is different. And the one thing I wanted to do, both with the book, sell it like Serhan and with the course was to really put out there kind of the discipline I have for the work and the work that I do day in, day out that has nothing to do with the deals that will eventually produce the deals. So that way you actually have something to control because it's hard as a real estate agent to wake up every day and kind of live paycheck to paycheck, commission to commission and you're upset if a deal doesn't close but then you're really excited when it does close. Like that's an emotional roller coaster that I think is pretty unhealthy. So figuring out how to control your day as a business owner, which is what all real estate agents are and focus on the generation and focus on structure and focus on discipline makes all of us much happier and will by far produce better results in sales. Okay, so when did you, like I know when the turning point was for me, when I realized I was focusing on transactions and that was what really hurt me and I had to make that transition from transactions to relationships. What was that turning point for you? Like what made you realize or were you always relational or were you transactional and you had to make some mistakes to realize this and change up your game plan? Yeah, I think when I made a conscious decision to transfer over from rentals to sales, in New York, about 75% of the real estate here is rental. Most agents, there's 80,000 real estate agents in New York City, I think most of them are just rental agents because only 11 or 12,000 homes sell every year in New York City, which is a big number, but when you look at New York, the fact that 9 million people live here, 11 to 12,000 out of 9 million is not a lot and it's not a lot compared to the 80,000 brokers that are here. And when I was a rental agent, it was just about the transactions. It was like, I need to rent as many apartments in the month as I possibly can and I was just counting commissions in my head and I was living almost kind of like a hamster, right? You know, in a wheel and then switching over to sales with my first sales clients, I was just dropping the ball because I was just kind of looking at them just like another rental client and it was all about setting up the appointments. Let's go see the houses. Which one do you like? Do you want to put an application? I'm not an applicant. Do you want to make an offer on this? And I realized that the sale process, getting someone to buy or sell something was far more about just listening to them and understanding where they're coming from and helping them find their investment in their dream home and then about just doing the transactions. And I think I fell on my face like for a year flat. My first couple of years in the business, I made no money. I made like $9,000 my first year. I made like 50 my second year and even in New York City, $100,000 is very, very hard to live off of, especially if you're somebody in a business who has to entertain people, right? So that was tough. So you made $9,000 off rentals the first year or you mean once you got into sales? No, I made $9,000 off rentals, $9,188 I think. And I couldn't get any sales done my first year. It just was so hard. The sales business was just so hard. Part two, because I started with Lehman Brothers' file for bankruptcy. So my first year was 2009, which was a, in hindsight, a pretty tricky year to get started in real estate sales when no one wanted to buy or sell real estate. Yeah, looking back is a pretty good year though to get started, huh? Yeah, great time. There was no competition. Right. With the agents around me, we're getting out of the business. Everyone was upset. People just weren't buying anything. So as hard as it was, it was a good market to learn in. And so, you know, it was definitely interesting. And now the market is, I wanna say equally as tough in New York anyway. You know, the market the last couple of years has been really, really slow and really tough in New York. So figuring out how to kind of add and flow in good markets and bad markets has been a big thing for me. Yeah. Okay, so I have a lot of New York agents to follow me. And, you know, with the 80,000 agents at 12,000 transactions, you know, they got a hurdle there. What would you say to those people? Because there's a lot of them watching right now. You know, what do you say to those agents just starting out in New York that see this huge mountain they got to climb with, you know, 80,000 people competing with, you know, for 12,000 transactions. What do you, how do you succeed in that environment? The best part about sales and the best part about real estate sales, especially in cities like New York is you can just forget about the competition. It's who you meet today. Your number one focus all day long should just be increasing your Rolodex, right? Expanding your network and meeting more people, even if those more people are just brokers. Even if they're just the mailman and four cleaning ladies. As long as you meet a handful of people every day and you're adding them to your database and you're sending them your newsletter and you're touching base with them on social, that group will give you transactions. They will give you buyers, they will give you sellers. That becomes your warm sphere of influence and it's really, really important and you can do that in New York City. I mean, in New York, like it always blows my mind when people say I have no business and I have no clients. Like then go to the street. Like go out to the street, go to Starbucks, go to the deli, don't introduce yourself to people. Take a hundred cards and don't come in until you give them out. Like I, when I first came to New York, I wasn't in real estate, but you know, I couldn't afford a gym membership and there's a really expensive gym on the Upper East Side. And I got to work out there for free in exchange for being a flyer guy. There's a 63rd and Lex Equinox. And so I would take flyers for Equinox to get people to sign up for the gym and I would stand on the corner of 63rd and Lex, 62nd and Park and I would pass out flyers. And so it just sort of was normal to me when I got into real estate to do the same thing with business cards. You know, you'd be surprised what happens when you stand out on the street or go talk to people. As long as you have no shame and you just go out there and say what's the worst that can happen? People aren't gonna buy or sell. Okay, well, great. And then I'm exactly where I started right now and just meet new people. No, it's pretty classic for agents to say, how do, you know, I'm not selling anything and you know, I'm down on sales and everything else, but they're not, they're certainly not making calls or talking to anybody, you know? Yeah, I mean, it's like in this business, you don't have to wait for someone to tell you what to do. There's always work to do. There's always work to do. There's always... I'm a huge component of it's totally unlimited for every agent. There's an unlimited amount of loyal clients for every single agent, more than you could ever do in your life. If you could work 24 seven, the rest of your life and everyone scratch the surface for the work that needs to be done. Cause to me, it's all about creating the relationships. If they want to buy or not, you build the relationships. You build your database, like you're saying. What's your newsletter? You say, is it an email or what kind of newsletter do you send? I do a couple. I do one for brokers. I do one for my clients and do one for everyone that's a part of the course. And that just started. We did our first a couple of weeks ago and we'll do one once a month. The one for brokers in the course is my thoughts on the market, my thoughts on what's happening in the market. Interesting real estate news because I want real estate agents to think of me when they think of real estate too. I mean, a lot of people think that million dollar listing basically just had my phone ringing off the hook with people wanting to buy or sell homes and it's absolutely not true. But where it is kind of true is real estate agents around the world who watch the show, who then reach out to me because they have a referral. That's a huge part of my business. More so than just people who wanna be on TV. It's been brokers in Arizona, brokers in Texas, brokers in Wisconsin, brokers in Spain who have a client who needs something in New York and am I their best friend? Like absolutely, we're best friends. And then my newsletter to clients is more personal. It's more about what's been going on with us, the team, what we've sold, kind of our team member of the month and all that stuff. That way, no matter what, every month I'm touching everybody I know, right? They're getting interest from me. They're hearing from me. They're seeing my name in their inbox and they're deleting it. That's fine. As long as they see it, they think real estate, they delete it. Boom, I'm there and I'm not forgotten. I tell my people not to even look at the unsubscribed list or even the open rate. I mean, the open rate to me is only half the story. Then you got all the people that saw it in their inbox that didn't open it that might be interested in three years. Yeah, exactly. I mean, I've got clients that took me nine years to close but it wasn't like I was out with them every single day for nine years. No, I've been out with them at the beginning and then they disappeared but they never told me to stop touching base with them. They never told me to leave them alone. And so I just sent them my emails every month. Every time I saw listings that work I send them because email's free, right? You're gonna pay for it anyway and whatever service you have. Nine years later, the guy emails me back and says, oh, hey man, sorry, I've been a little bit busy. Just lots of stuff going on in my personal life. Anyway, I'm ready to buy now. Clearly you're still in real estate because you email me all of the time with listings and your updates, but are you, right? How frequently do you email your clients? Like what's the frequency? Depends on who the client is. I don't have a specific, I talk about this in the course a lot. I'm not a big believer in kind of keeping your CRM as a machine because then it's too cold, right? It's too cold. You put someone in the hot category and you're emailing them every day, like that's too, somebody, they don't need that. So I keep all of my clients organized through a couple of different apps and through outlook, honestly. And I have my team who helps me with them but if they're actively looking for something I'm touching base with them every day or every other day. If they're sort of looking, it's once a week, right? Cold, then at least once if not twice a month, right? Once a month at my newsletter and then the other time it'll just be a touch base email about something personal for them or with listings that I think are cool or hey, you know that thing we saw six months ago, it just sold, good thing we passed up on it because it's sold for X. Just like little stuff like that is the way that you follow up with value. Yeah, I do a weekly email, same email to everyone. Keep it simple, scalable, efficient, easy, original content created every week. Been doing it for 12 years, built my brand with it. It's literally how I sell so many properties because everybody knows me because that email. That's huge. It is, man. 12,000 people get it, 2,500 open it up. I'm in a small town, but like 12,000 population but we have 6.5 million visitors every year. Crazy. Down here to the beach. And that's where the money is and the condos on the beach and the tourism. Yeah, I'm telling you, you need to check it out. It's not, it's no joke. I'm going to now. All right. I wanted to ask you about losing deals because you mentioned that earlier. No, I got it. This emotional roller coaster and I'm completely numb to losing deals and losing clients because the client, if they chose a different agent, that tells me that they made the choice that they thought was best for them and that's what I should want for them. If I'm a great agent and I really care about them, then that's what I should want for them is to do what they think's best. But I look at it a little deeper too, but what's your thoughts like, how do you feel when you lose, let's even say a big deal, a huge development, $100 million development. Louise got in there and got ya. What, how do you feel about that and then how do you react to that kind of situation? Yeah, I go through that in the course a lot actually because that was a problem that I had when I was getting started in the, even up until five years ago was that I took every loss so painfully because I'm like everybody, you count your chickens too early. Yeah. So I do a couple of things. Now, one, I kind of have like a balls up theory to sales where you wanna have as many balls in the air as possible. And I talk about that in the course a lot as too. Like how can you have as many clients going at any given time while controlling the chaos of doing that so that if one ball drops, you don't even notice it. You're like, oh, all right, that's dropped, okay. I did everything I could to keep it in the air. I've worked my butt off, but that's okay. I got nine others floating above me that looked pretty good. You wouldn't throw away all nine deals just because one deal fell. Yeah. People get so wrapped up into the individual deals and they just increase their chance of failure that way. Because success begins success. The more people you're working with, the more referrals you're gonna get, the more introductions you're gonna make. You just have to be able to service them. And there's only so many ways that you can personally service any one client. So that's really when I started developing my team and getting one person underneath me who could help me with certain clients. And then I got another person underneath them, then another person underneath them, and so on and so forth. And now we're about 60 strong. And I go into in my course about how to build a team and how to leverage your time and leverage your abilities and how to focus only on the work that you personally can do. And that's how you're able to present the best value to your clients. And then also, anytime anything bad happens, whether it's I lose a deal or someone pisses me off or something happens, I always sit down and I write two lists. It really, really helps me. And I do this both for anxiety and everything. And I write down all the things that are good in my life right now, all the things that are good that are happening. Sometimes I'll do this on my phone, if I'm in the car or if I have a notebook, I'll do it there. And then a list of all the things that are bad, right? And it's easy to do the bad things because that's what's top of mind. Like this guy just screwed me over, okay, that's bad. Right, here's what's going on that's good in my life. I'm healthy, I'm not sick today. My wife is awesome. Oh, I got that listing yesterday, totally forgot. Oh, we got an offer two days ago on that property. That's awesome. And like your brain, once you force yourself to think about the good things, which your brain doesn't naturally do because it's easier for us mentally to focus on the negative, which is why we do it, which is why you have so many negative people out there. You then look at the list and you say, oh wow, all the good things, there's so many. There's only two bad things that are happening. Like why would I throw away all this good stuff for these two bad things? That's stupid. And it just, it helps you, right? Making those lists, it's like a physical thing with the hand and your fingers, it goes a long way. I like that, man, I like that a lot. Also, whenever I lose a deal, I think about the future time I just got back, that I don't have to spend on that deal anymore. And then I'm like overjoyed with the fact that I know business is unlimited and I can just go get five more deals. You know what I'm saying? Like I get happy about that stuff. I always like will do, if we lose a listing or lose a buyer or something, I'll send them an orchid, right? I send them an orchid and I say, thanks so much for the time. Because I always, life is short, you know? And sometimes people fire you or people don't buy something and it has nothing to do with you. Most of the times it doesn't. And if it does, you probably know why you screwed up. But when it doesn't, you know, you wanna put your best foot forward, you wanna be the bigger person. I sent them a $20 orchid, right? Saying good luck with the process. Let me know if you need anything in the future. And honestly, a lot of times those deals come back to me because they went with another broker. They did, you know, six months later they're like, hey, hey, can we talk? You have a minute and I'm like, oh yeah, what happened? What happened? Oh really, really? I'm gonna fix it, I'm gonna kiss it better, don't worry. Happens to me all the time. I talk about that all the time. You know, if you handle it professional. Yeah. And you got mad at them and you say, look, congratulate them. You know, they're gonna come back to you. A lot of times they come back because they find out the grass wasn't greener. Yeah, always. But listen, it's the best part about being on earth in 2019. There's almost 8 billion people on this planet. If one person doesn't wanna work with you, just like you said, all right, I got new time to go find new people that do wanna work with me. Exactly. And that's a little trick I do that really, really works for me and I've been doing it for a long time and it'll become muscle memory, right? Anytime anything bad happens, you lose a deal, something bad happens, personally, professionally. I want you to go into your calendar, okay? Everyone's got either your Google calendar, your Apple calendar, or if you keep a physical calendar, go forward 30 days from today, right? Now let's say you just lost a deal on 14 Smith Street. 30 days from today, right down in the calendar, how do you feel about 14 Smith Street, okay? Now, you'll forget about it. 30 days is gonna go by, you're gonna get to that day, you're gonna wake up, you look at your calendar and you're gonna be like, how do I feel about 14? Oh, oh that, totally fine. And it's gonna develop muscle memory. I'm telling you, this works. You can develop muscle memory for yourself where in the future, you're not gonna even have to do it because you're gonna remember how it felt last when you thought about that bad thing happening and it didn't even phase you, right? So it's just like the only thing that changes is time. That's why they say time heals all wounds. So let's create our own time to heal wounds faster and be able to pick ourselves up and just move forward, it works. If you're listening to this, do it. I'm telling you, it's a little trick I learned and it goes a long way. Wow, love it, man, love it. I mean, a lot of good stuff here. Let's talk about the course real quick. I'm gonna get that in. Tell me why you did the course. You did it to help agents and tell me how this course, is this good for new agents? Is this good for experienced agents? Like give me a little taste of this. Yeah, so the course is, it's simple but it's very, very, very effective and I made it because I couldn't find someone who wasn't just a teacher and a coach doing a real estate agent sales course. I know there's a couple out there by some brokers but they all suck, to be honest. Yeah, me. Yours, I don't look to yours but for the other ones that people charge for that I could find anyway, I didn't think were effective whatsoever and I wanted to do one that was actually effective. Like talk about literally what do you do when you wake up? You're an entrepreneur, you run your own business. What do you do when you wake up? What do you do at noon? What do you do when you go to bed? What do you do when you lose a deal? How do you get clients in the first place? What should you spend your money on? How much money should you spend? How do you negotiate when you have people that are too far apart? How do you get from smaller price properties to bigger price properties? How do you go from doing a deal a month or two deals a month to doubling that? How do you build a business that can actually sustain itself when you're on vacation? Like all of those things that no one ever taught me that I had to learn by myself through fire and bloodshed. I wanted to just pass off to everybody else and so I did it through, there's 42 classes. You can watch the videos. You can just listen to them like podcasts and once you sign up, you get them all at once. So you can pick and choose. It was important to me. I didn't wanna do anything stupid where it's like once you pass one class, you get to the next. Like people are busy, right? We're all busy and we're real estate agents who are actually taking the time to better ourselves and to learn a little bit more. I want you to download it today and I want you to open it up and say, you know what? I don't need these 10 today. I'll need those next week but I wanna listen to these four right now because I'm going into a meeting and these are gonna help me. And it's already been working for people. The amount of feedback I've gotten is like, I mean, like I can't even tell you. And like it blows me away. But he's been writing back saying like, I just got a listing from somebody that literally for the last six months wouldn't even talk to me. And because of what I just learned with you, they just signed a listing with me for $1.8 million. Or I just resurrected a deal from the dead based on what you taught me in chapter 10. And it's huge. And I'm glad it's working and helping people. That's all I could ever ask for. So real quick guys, in the description, I put a link also ryancerhand.com backslash course. If you wanna check that out. So is there, is it just courses one after another? Listen to them when you want to. Is it designed in kind of like an action plan format kind of deal? Is there an action plan to it? Or is it just here? Yeah, a lot of people have been binging it kind of like you would, you know, Netflix. And it's 42 courses separated into three separate sections with a syllabus and with separate worksheets. And the way to do it, the way we created it and designed it, it's free to go one by one, right? Get through the first group and then go to the second group. A lot of people have been doing the worksheets and emailing them to me for review, which I think is kind of awesome. So we've been going through them. Or you can just pick and choose. Like I said, like once you're in, you just do whatever you want. There's one guy who's been listening to one of them. One of the courses over and over and over and over and over. He's listened to me, he's listened to it like 16 times since Thursday. Cause it's all about negotiating and that's where he has the toughest time. He doesn't know how to talk to people. He doesn't know how to close. He doesn't know how to get people off the fence. And he's like, this one course class has helped me so much. But I, you know, I'm a slow learner so I gotta listen to it over and over and over. I don't even think he's listened to the rest and he's already made more money. You know, the course, it's only 500 bucks. So it's like, you know, you sell one property for $300,000 and you make your money back. You make 20 times your money back. Yeah, I mean, well, I mean, depending on people's splits and stuff, I don't know how it works for me, but I'd rather say. Well, you may, if you, if you walk away with $500 up to $3,300,000, you need to change brokerages right then. There you go. Cool, man. Well, that's exciting, man. Good luck to you on that. I saw your story. You just hit a thousand people that signed up for that. So that's incredible. I know it's gonna help a lot of people. So you guys check that out. I think it's well worth the investment. Also, we're gonna speak at an event in November, the hyper agent, hyper fast agent summit. Yeah, it's gonna be insane. Over in DC. You excited about that one? Yeah, it's gonna be great, man. I love talking to brokers. I'll be in Orlando this Thursday, talking to a group of brokers down there. They're my people, right? Real estate agents are my people. We're all crazy enough to get into a business with no salaries and, you know, no benefits with no bosses, waking up every day saying, what am I gonna do today to support my family? And I love it, right? There's no ceiling whatsoever. No one's ever gonna tell us we sold too much. Let's all get ourselves to a point where we get to actually laugh at that. I mean, you don't have to go to college. You make as much as you want, as little as you want. It's all based on what you do. I mean, to me, you set your own schedule. It's a dream come true. The only thing is it's just tough. Tough to get started. Yeah, and that's all in the course. The course is for people who don't even have their license yet, and you can get it before you get your license. It's for people who just got their license and are figuring out what to do. It's for people who have been in the business for one to three years and are kinda doing a few things, but need to really step up their game. And it's for people too. I've been in the business, I've got a lot of great feedback from people who've been in the business longer than me, who were just like, listen, it was great to have a good refresher because you get so used to doing things the way you do. The same way, top athletes go to spring training and they're in practice all day long and they practice, practice, practice, practice, practice. So they can go to that one game. Sales people do the same thing too, the smart ones. Not everybody does, but the more you practice, it's just by default, right? The better you're gonna be at anything, basketball, football, soccer and sales. Well, I'm glad you did it. I'm gonna check it out. I think all you guys need to check out, I'm so glad that you did this. I mean, you know, if you wanna learn from the top, I mean, let's face it, man, you were killing it real estate, you killed it on TV, now you're killing on social media. How does it really feel to be the most influential, in my opinion, person in the industry right now? Oh man, that is a heavy question. I mean, it's true. Who else is there? There's a few others. I guess I do have a lot of people across all the platforms. I don't know, man, like I just wanna, I sound so cliche, but I wanna help as many people like me as possible. And the people who are like me are the people who like to work hard and the people who wanna do better and just kick ass and take names, right? You wanna sell more, let's do it. And I figured it out in a tough, tough market and I got super lucky with the TV show a couple years ago. So I'm gonna use this platform to help people, right? And I wanna, that way, that's how I'm able to get my word out there because people see me on TV on Thursday nights and I might as well do good with it and not just collect commission checks and go home. Good for you, man. Good for you. Well, you got a baby girl? Yes. I got a baby girl on the way. What? Your first or second or? First. Wow, nice, man. November, November, right after the event. There you go. I was gonna ask you, man, what advice do you have for me? Because we're living somewhat the same comments, full-time agent, I speak, I write, I coach, YouTube and Instagram and what advice do you have for me with the baby girl on the way? So Xena, that's the name of my daughter, is she's about six months old. I think it's, everyone's gonna say the same thing and you soak it up as much as you can. She's changed so much in just six months. She looks different and she acts different than she did six months ago. Your wife doesn't look and act different than she was six months ago, at least probably not, right? And it's just soaking it up as much as you can and scheduling and making the time, right? Like it's, and that's been important for me too. Like, you know what? Bath time until the time she goes to bed, that's my time with her. I'm not gonna be there at noon, I'm not gonna be there at two, but bath time, that's my time. And if you're a client, no matter how big the deal is, I don't care if it's a $10 million commission deal, I don't talk to you during bath time because Xena's dirty and she needs her dad to give her a bath and put her down. And finding time on the weekends as much as you can and structuring it. That way she gets used to it, right? And she knows, oh, this is my dad's time. And kind of putting the phone down a little bit, which I know is crazy and it's hard to do. And then when she gets a little bit older, then you both can be on the phone together. She'll help you do deals, that's my goal. Yeah, yeah, you want her to get in real estate? Oh man, I don't know. I don't want her to be happy. You know, whatever she wants to do, I have no idea. Right now she really likes eating her hands and feet if that's what you need. You mean just talking to you on the phone? Mm-hmm. She's gonna see me talking on the phone the rest of her life. She's gonna wake up thinking that's what she's supposed to do. It's so weird. But it's cool, man, it's a cool experience. It makes living life so much more worth it. Like you wake up every day and it's like Christmas morning, you know, it's wild. I can tell, it looks like you're really enjoying it. I'm excited. Yeah, man, it's gonna be great, congrats, by the way. Thank you. Cool, well, I know we're kind of running out of time, I guess. Give me a last, like, what's the most, what keeps you motivated? Like you can do all this stuff, you don't have to do this. Yeah. You probably got enough to probably chill the rest of your life. What really, what's your why? What's driving you to go to that next level? Next level, next level. Honestly, it's complete brutal fear of failure. Like you, you know, you climb up the mountain and it works, you work so hard and when you climb 10 feet up the mountain, if you fall backwards, you might like bruise your leg, but it's fine. You know, you climb up and climb up and climb up, you know, the higher you get, the harder you fall. And I'm just, I'm afraid of kind of, you know, I'm afraid of failing, I'm afraid of losing and I just really believe that life is short. And I feel it too, just looking at the baby, right? Six months went by in a blink of an eye. Two, 10 years ago, I was passing out flyers for the gym on 63rd in Lexington, right? Like that seems like it was yesterday. So it's that fear of failure, right? That pushes me and maybe that's healthy, maybe it's not. And my daughter too, right? She's my why now that's for sure. Is failing just not getting to the next level? Cause I mean, you know, you're pretty far away from failure, buddy. Yeah, but it's, it's not getting to the next level. It's not, it's not milking, you know, as much potential as I can. It's not squeezing as much as I can. It's also falling backwards, right? It's making missteps. I was really nervous about putting the course out there. You know, not that I didn't, not that I thought it was gonna ruin me, but like, you know, in New York, people are very, very judgmental. You know, like it's, you know, I'm doing a real estate course. I already have people and brokers and people saying, oh, you're not a broker anymore, right? You're, you're not a top broker. You're just, you're a coach now, right? You retired. I'm like, no, I didn't retire. I'm trying to take what I know and I'm trying to help people. I do it all at the same time. So it's like, but I'm okay with that. And I think it's all been good so far, but I just want to do better, man. I want to wake up and do more and do better every day. And I think that's all we can ask from ourselves and from each other. Yeah, man. We'll leave it right there. I appreciate your time today, man. Thank you. Thanks for watching. To do this, RyanSurHant.com slash course. Go check it out. If you get it, let me know your thoughts. Just email me, ryanatrheinsurhant.com. I want to know what everyone thinks. You can follow me on Instagram. I'm gonna do a webinar tonight at seven o'clock for anyone that has questions on the course specifically. And I'm going to talk about lead generation. You can get there through my website, ryansurhant.com or I put a link in my Instagram bio. So if anyone else is watching this or listening, I can see it's 7 p.m. Eastern. Yeah, man. Thanks for your time. Good luck with everything. Good hanging out with you for a second and we'll do it again soon. Okay, sounds good. Later, ma'am. Yeah.