The Two C's Trust Opener
Open with an authentic compliment and a real point in common
- Difficulty
- Starter
- Time to result
- ~days to results
- Steps
- 4
- Confidence
- 97%
The Two C's Trust Opener begins with a compliment and something in common. Serhant insists that the compliment must be authentic, then shows how a visible detail such as an outfit can lead into shared interests, location, or business. That sequence lowers the distance between strangers and gives the conversation a natural subject. He pairs the opener with a second trust signal: refusing to behave like a yes-person. Pulling an unsuitable option away demonstrates that the salesperson is willing to protect the client rather than chase any commission. Together, the mechanism combines quick rapport with costly evidence of judgment. The first part starts the relationship; the willingness to say no gives the buyer a reason to believe the advice that follows.
Origin
Ryan Serhant presents the Two C's as his first method for getting a stranger to trust a salesperson.
Core principles
- 01Trust starts with authentic human recognition
- 02A shared detail creates a natural path into conversation
- 03Specific observations work better than generic flattery
- 04Agreement alone does not prove that an adviser is trustworthy
How to run it
- 1
Observe before speaking
Look for a specific detail that you genuinely appreciate or understand. Choose something that can support a real exchange.
Pro tip Specificity makes the compliment feel observed rather than rehearsed.
Watch out Do not use a personal remark that could feel intrusive.
- 2
Give the compliment
State the authentic compliment plainly. Let the other person respond before moving on.
Pro tip Keep it brief enough that it does not feel transactional.
Watch out False flattery damages the trust the method is meant to create.
- 3
Find common ground
Connect the observed detail or conversation to something you genuinely share. Use that commonality to open a relevant discussion.
Pro tip A place, activity, or current setting can provide low-risk common ground.
Watch out Do not manufacture a connection.
- 4
Prove independent judgment
When an option is wrong, say no or recommend walking away. Show that earning trust matters more than automatic agreement.
Pro tip Explain the client-centered reason for the refusal.
Watch out Do not use a false withdrawal as manipulation.
In the wild
Serhant notes that Codie complimented his all-black outfit because she also wears all black. That specific observation created common ground, which could then lead into a business conversation.
→ A visible detail gave two strangers an authentic conversational bridge.
A billionaire with a stated $20 million to $30 million budget wanted a $140 million Palm Beach house. Instead of celebrating the sale, Serhant said no, apologized for bringing him there, and tried to leave. He says the willingness to walk away built trust.
→ The buyer saw that Serhant would not simply agree to an oversized purchase.
Common mistakes
Giving a generic compliment
A vague or automatic compliment feels like a sales device rather than authentic attention.
Acting like a yes-person
Agreeing with every choice removes evidence that the salesperson will protect the buyer from a bad decision.
Is it for you?
Best for
First conversations where a buyer has little reason to trust the salesperson yet.
Not ideal for
Situations where the compliment is fabricated or the claimed common ground is not genuine.
From the transcript
“The number one thing to get a stranger to trust you is first use the two C's.”
“You immediately give the person a compliment, and it has to be authentic.”
“And then you find something in common.”
From the episode
Sales Expert: 3 Ways To Get A YES Every Time
Ryan Serhant