The Orchid Trick
Turn rejection into a memorable follow-up instead of a dead end
- Difficulty
- Starter
- Time to result
- ~days to results
- Steps
- 4
- Confidence
- 98%
Ryan Serhant's Orchid Trick turns a rejected pitch into a deliberate follow-up ritual. He frames his job as taking enough swings to lose often, then responds to a no by sending an orchid as if the prospect had suffered a loss. A brief note thanks them for the opportunity and says he is sorry for their loss. The mechanism changes rejection from a personal defeat into a predictable sales event, while the physical gift and playful message make the salesperson difficult to forget. Serhant says he has sent roughly 2,000 orchids, showing that the practice is a system rather than a one-off stunt. The method works best when the relationship can support its confident humor.
Origin
Ryan Serhant developed the Orchid Trick as his go-to response to the constant rejection created by pitching agents, employees, deals, and television shows.
Core principles
- 01Frequent rejection is a consequence of taking more swings
- 02A lost opportunity can still become a memorable relationship
- 03Physical gestures stand out from ordinary follow-up
- 04Treat a no as one result in a larger volume of attempts
How to run it
- 1
Normalize the loss
Treat rejection as evidence that you are taking swings. Do not turn one no into a verdict on your ability.
Pro tip Track attempts as well as wins so rejection stays in proportion.
Watch out Do not mock the prospect or argue with the decision.
- 2
Send the orchid
Arrange for a physical orchid to reach the person who declined the opportunity. Use the gesture to stand apart from routine digital follow-up.
Pro tip Send it while the interaction is still fresh.
Watch out Avoid the method where gifts are prohibited or inappropriate.
- 3
Write the note
Thank the recipient for the opportunity and add the concise condolence-style line. Keep the tone confident and light.
Pro tip Use a handwritten note when possible.
Watch out If the recipient may not understand the joke, use a straightforward thank-you instead.
- 4
Take the next swing
Return to pitching rather than waiting for the rejected opportunity to reverse itself. Let volume make individual losses less consequential.
Pro tip Build the gesture into the normal post-decision workflow.
Watch out Do not let elaborate follow-up consume the time needed to find new opportunities.
In the wild
Serhant says Owning Manhattan was around the 70th show he pitched outside Million Dollar Listing New York. The preceding 69 noes made rejection part of the route to the eventual win rather than a signal to stop pitching.
→ One accepted pitch followed a long sequence of rejected ones.
Common mistakes
Treating one no as a brick wall
Stopping after a rejection defeats the volume-based mechanism that makes later wins possible.
Using humor without judgment
The condolence line can sound arrogant or insensitive when the relationship or context cannot support it.
Is it for you?
Best for
Salespeople who face frequent high-value rejections and want to keep relationships warm.
Not ideal for
Sensitive losses or relationships where the humorous condolence framing could be misunderstood.
From the transcript
“My number one job is to fail.”
“And so when people reject me, my go-to because I just know how great I am, and I feel so instinctually bad for the person…”
“And I write a little note that just says, Thank you so much for the opportunity, and I'm sorry for your loss.”
From the episode
Sales Expert: 3 Ways To Get A YES Every Time
Ryan Serhant