The Entrepreneur DNA | EP 86

"The $100M Tech Brain Behind Ryan Serhant’s Empire"

Guest: Ryan J. Coyne (CXO, Sirhant)
Host: Justin Colby
Date: September 22, 2025

Episode Overview

This episode features Ryan J. Coyne, the Chief Experience Officer and technology architect behind Ryan Serhant’s real estate juggernaut, Sirhant. Coyne shares his unconventional journey from childhood tech nerd to serial entrepreneur and, ultimately, to the multi-hundred-million-dollar brains of one of the most powerful modern real estate brands. Coyne and Colby dive deep into the intersection of technology, people skills, branding, and the evolving role of AI in real estate and entrepreneurship. The candid discussion centers on how embracing both human connection and tech innovation is the true superpower for the next era of business.

Key Discussion Points & Insights

1. Ryan Coyne’s Origin Story: From Nerd to Industry Leader

[02:26 – 09:46]

• Family Influence: Coyne’s father ran a title company, mother was an English teacher. Developed an early knack for authenticity and “radical candor.”
  “He was a cop, then a teacher, then an attorney—otherwise known as a human lie detector.” – Ryan Coyne [03:34]
• Early Tech Curiosity: Bought his first modem at age 6, started fixing tech issues for his dad’s company at 12.
• Entrepreneurial Spark: At 17, Coyne unofficially launched his “Coin Saltancy” business, helping local professionals and businesses with tech.
• Cracking the Code at Micro Center:
  • Helped customers pick tech products—organically built a consultancy fanbase.
  • “I see I don’t work here, but I know all there is to know about this stuff.” – Ryan Coyne [05:26]
  • Developed a unique “commission sticker” hack to stay in good graces with employees.
  • Built relationships and landed long-term clients, including an eventual introduction to Ryan Serhant via a business coach [08:23].

2. Challenging Stereotypes: Techies Aren’t All Introverts

[09:56 – 11:01; 15:14 – 17:04]

• Coyne emphasizes the importance of blending people skills with tech acumen:
  “People think tech is boring and difficult and…they’re introverts. They don’t want to go out... But you went out daily to go create business like a salesperson.” – Justin Colby [10:17]
• Coyne built his confidence through improv and proactive engagement, evolving from a shy “nerd archetype” into a charismatic leader:
  “I used to be a complete introvert. I had crushing insecurity. Now I’ve got all this coinfidence.” – Ryan Coyne [15:26]

3. The Mindset of a “Resourceful Facilitator”

[15:14 – 18:34]

• Coyne believes all great agents—and consultants—are actually resource facilitators/regional knowledge farmers.
• Success comes from “listening to understand, not just listening to respond.”
• (On real estate agents):
  “They didn’t get into this business to necessarily be business people… They’re great at people.” – Ryan Coyne [17:48]
• Human-centered, empathy-driven problem-solving is the key to building community and business.

4. Sirhant’s Tech Edge: Building the “Screenless Brokerage”

[18:48 – 22:06]

• Highlight: Creation of the Simple app—combines “human-in-the-loop” AI systems to offload agents’ admin.
  • Agents can verbally request tasks (CMAs, CRM updates, research)—AI and humans handle the rest.
    “The biggest leap for us was the decision to try to be the world’s first mostly screenless brokerage.” – Ryan Coyne [19:14]
  • “If an agent is sitting at a computer screen, spending tons of time doing admin, everybody’s losing money.” – Ryan Coyne [19:51]
• The philosophy: Give agents what made Serhant himself successful—a team and resources, but scaled through technology.

5. How AI Powers Sirhant’s Growth & Agent Experience

[22:11 – 23:29; 33:04 – 43:24]

• Simple app is exclusive to Sirhant agents, providing a competitive edge.
• AI isn’t just ChatGPT—it’s a “recipe” of different models and automations tailored to agents’ real needs.
  • “Humans make these contextual decisions about what their needs are all the time... So we build new recipes based on ideas [from agents].” – Ryan Coyne [23:19]
• Built in agent co-creation into product development. Culture of constant iteration.
• Social media and branded content are major drivers; Sirhant Studios creates 70+ media pieces per day.
  • “Now the brand itself has over 9 million followers across platforms.” – Ryan Coyne [24:14]
• Growth is regionalized—each market is like a “planet.” Sirhant adapts to hyper-local needs.

6. Branding, Content, and Commerce Flywheel

[28:32 – 30:34]

• Coyne credits Sirhant’s hypergrowth in part to social reach but frames it as a “content to commerce flywheel.”
  • “It’s not just a funnel… It’s actually like a Dyson vacuum force pulling people in.” – Ryan Coyne [29:33]
• The brand makes real estate interesting for audiences who otherwise wouldn’t care, paving the way for deeper engagement.

7. The Future: AI, Human Artistry & Commerce

[33:04 – 43:24]

• Debate: Will tech replace the human side of real estate?
• Coyne lays out two main schools of thought:
  1. “This is as good as it gets” for AI; incremental improvement, but jobs remain.
  2. AI-Driven Disruption—millions of white-collar jobs may go, but new roles emerge.
• Human “context switching” and “limbic intuition” are irreplaceable: “The most special thing about humans is our ability to take 50 different pieces of information… and make bold, confident decisions that are unique.” – Ryan Coyne [37:44]
• The premium on real, face-to-face artistry, bespoke service, and emotional intelligence will rise.
• “Real estate tradecraft is an art form more than a science. The compliance is the science.” – Ryan Coyne [43:11]

8. Using AI to Become More Human (Not Less)

[47:08 – 53:07]

• Instead of using AI to outsource thinking, Coyne suggests leveraging it as a “thought partner” for self-awareness and performance:
  • “If we shift from using it for answers and output… to helping expand our thinking…” – Ryan Coyne [47:08]
• Practice objection handling, reveal cognitive biases, simulate different scenarios.
• Proactive AI use leads to real business outcomes:
  • “Our most engaged agents… saw 144% average GCI increase [year-over-year].” – Ryan Coyne [51:48]

9. Brand Voice, Authenticity, and Personal Storytelling

[53:07 – 55:59]

• Coyne helps agents find their unique brand voices, often via AI.
• Example: Reframing a police officer’s real estate brand as a “first responder” for clients.
  • “There’s a reframe for everybody that’s hiding in being more authentic…” – Ryan Coyne [55:59]

Notable Quotes & Memorable Moments

• The “Coinfidence” Journey:
  “I used to be a complete introvert… Now I’ve got all this coinfidence. Where did it come from? Being out there.” – Ryan Coyne [15:26]
• On Blending Tech with Human Touch:
  “EQ plus AI in the modern era is the unlock for what’s next.” – Ryan Coyne [17:56]
• Why Branding Matters:
  “Brand can generate leads in your sleep.” – Ryan Coyne [30:11]
• On Human Artistry:
  “Art is [our] ability to take all those feelings, translate it through the right language and strategy into the world… Real estate tradecraft is an art form more than a science.” – Ryan Coyne [41:10 – 43:11]
• AI as Partner, Not Replacement:
  “Use AI to become more human. Have this thought partner in your life for any industry…” – Ryan Coyne [47:52]

Key Timestamps

| Timestamp | Topic/Quote/Insight | |-------------|-------------------------------------------------------------| | 02:26 | Ryan Coyne introduction and early influences | | 05:26 | “I know all there is to know about this stuff.” | | 10:17 | Challenging the tech nerd/introvert stereotype | | 15:26 | “I used to be a complete introvert… now I’ve got coinfidence”| | 17:56 | Tech/people blend as the modern superpower | | 19:14 | The “mostly screenless brokerage”—Sirhant Simple | | 24:14 | Sirhant’s growth: team size, social presence, content | | 29:33 | The content-to-commerce flywheel analogy | | 33:04 | The future of tech and human artistry in real estate | | 37:44 | “The most special thing about humans…” | | 41:10–43:11 | Real estate as art form vs. compliance science | | 47:08 | Using AI for self-awareness and critical thinking | | 51:48 | “144% average GCI increase” from proactive AI adoption | | 53:07 | Helping agents reframe their authentic brand voice | | 55:59 | The “first responder” rebrand story | | 57:14 | Coyne's CXO mission: “No better place to achieve your goals”|

Tone & Atmosphere

The episode was candid, witty, energizing, and rich with both technical and motivational wisdom. Coyne and Colby kept it conversational yet chopped deep into the realities of tech, people, and business. The rapport was light but the insights were substantial—blending storytelling with practical entrepreneurial lessons.

Useful for Listeners Who...

• Want to understand how blending people skills with technology builds future-proof businesses.
• Are seeking inspiration for transforming their own “nerdiness” or unique strengths into entrepreneurship.
• Are curious about how AI is actually being leveraged in high-performing real estate orgs.
• Wish to develop their personal brand and voice for greater impact in any industry.
• Value authenticity, radical candor, and resourcefulness as building blocks for success.

Final Takeaway

Ryan Coyne’s journey and Sirhant’s meteoric rise prove that the future belongs to resourceful connectors who leverage both “EQ and AI.” True leadership in tech-enabled industries isn’t about replacing people—it’s about empowering them to do more, grow faster, and be more fully human, together.