One of the most important lessons I’ve learned in my life came over lunch.
About 15 years ago, a friend took me to lunch with Ian Schrager. A trailblazer, innovator, pioneer, and risk taker, Ian had transformed hotels, neighborhoods, and entire categories of real estate by imagining and then creating something that didn’t yet exist. He had taste, grit, and a commitment to detail and excellence that is incredibly rare.
During lunch, I asked him about 40 Bond Street. A building he’d developed and successfully sold out. 40 Bond was a ballsy move. The neighborhood wasn’t what it is today. Not a luxury destination, yet Ian set downtown records for the project.
I asked him, “How did you think you’d get such high prices for the project?”
Without missing a beat, he looked at me and said:
“Shaun, one thing I can guarantee is that if you don’t ask, you’ll never get it.”
That stuck with me, and guided me on my future projects and how to price them. Walker Tower. 70 Vestry. Rose Hill. The Cortland. I priced and sold every one of those buildings with that mentality. Thank you Ian!
Most people think success comes from having the right answer. I’ve come to believe it comes from asking the right question to the right person.
The right question can change the course of a business, a relationship, a negotiation, or even a life.
The problem is that most people never ask. They’re afraid. Intimidated.
Worried they’ll look foolish.
But here’s the thing. The question you ask will lead you to the answer that you need to hear. But you have to ask it. And if you’re lucky enough, you have the right person answering you.
The people who taught me the most rarely sat me down and gave me advice. I had to ask the questions. And these have been some of the best lessons I’ve learned. Over a meal, a walk, a meeting, or a long car ride.
Side Bar:
Jalen Brunson and our Knicks have lit a fire in New York. The city is alive and on every corner, the energy is palpable. We’ve waited 27 years to feel this feeling again.
But the most inspiring story to me isn’t happening on the court. It’s happening on the bench. Sitting a few chairs away from Jalen is his father, Rick.
Assistant coach.
Teacher.
Mentor.
Parent.
I wonder how many conversations they’ve had over the years.
How many car rides.
How many dinners.
How many questions.
How many answers.
And a kid who asked all the right questions.
Let’s do this!
