Farnam Street · Vicky
articleprincipleRyan Serhant: How to Get People to Say Yes
8 October 2026Clarity & Focus
Source excerpt
About Farnam StreetRyan Serhant is a real estate broker, founder of SERHANT., and star of Bravo’s Million Dollar Listing New York and Netflix’s Owning Manhattan. He explains how to sell without making people feel sold to: build a connection, help first, and earn the right to ask. He also breaks down the psychology of attention and persuasion, … The post Ryan Serhant: How to Get People to Say Yes appeared first on Farnam Street.
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Apollo layer
What a founder can learn
Founder takeaway
Treat persuasion as a sequence: establish a genuine connection, create value before requesting commitment, and make the ask only after earning trust. This turns selling from pressure into a relationship customers are comfortable advancing.
Why it matters
Founders often rush to pitch because every conversation feels urgent. A help-first approach can reduce resistance, strengthen credibility, and create a repeatable sales motion built on customer trust rather than founder charisma alone.