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Have you ever wondered why some businesses seem to have an unfair advantage? In this episode, Sharran opens up about his interview on the Playmakers podcast hosted by Andrew Flachner, the co-founder of RealScout.
Sharran and Andrew discuss critical business lessons, sales strategies, and scaling your business, with an emphasis on the importance of frameworks and systems. You’ll learn how to apply actionable tactics to drive results, and why consistency in effort is key to success.
Tune in to discover why volume negates luck, and how understanding the buyer universe can change your approach to marketing and client relationships.
“Good process and good process alone drives good results.”
– Sharran Srivatsaa
Timestamps:
02:43 – The importance of frameworks and processes in business
04:31 – The “review preview” process for weekly productivity
05:43 – The power of reps in business growth
09:10 – What it means to be a Managing Partner at Acquisition.com
11:21 – The realities of today’s real estate market
15:24 – How to present value without sounding desperate
19:54 – Effective buyer-agent conversations and the importance of representation
22:38 – The buyer universe and how it impacts your marketing
29:21 – The importance of “proof of a promise” in client relationships
34:01 – Top 1% lead generation strategy
35:06 – How to build a real estate agent’s database for success
44:55 – Rapid-fire objection handling in real estate
Resources:
– The Next Billion by Sharran Srivatsaa
– Board Member: ARC Multifamily Real Estate Investing
– Board Member: The Real Brokerage
Connect with Andrew Flachner:
Connect with Sharran:
– X
– YouTube
– Threads
Transcript:
[00:00:00] Sharran Srivatsaa: Hey, this is Sharran Srivatsaa. Welcome back to the Business School Podcast. And in this episode, I’m gonna do something a little different. I’m gonna play for you this massive interview that I did with Andrew Flachner, the CEO of RealScout, on his Playmakers podcast. And I rarely do this because this episode was able to compress business lessons.
[00:00:18] Sharran Srivatsaa: Sales tactics, marketing tactics, even though it’s a little, little estate focused, you’ll be able to see the absolute strategies and tactics that you can utilize right now in your life and in your business. Andrew does an insane job of pulling things that I didn’t even know possible out of me, and I, I’m super excited to share them with you.
[00:00:34] Sharran Srivatsaa: So this is a rerun of the special interview that I had with Andrew Flachner from the Playmakers Podcast, and you’re gonna hear it all right here, right now.
[00:00:49] Sharran Srivatsaa: One thing is for certain, just because it’s tried and true doesn’t mean it’s working right now. So the big question is this. Where can you learn what is working right now? The strategies, the tactics, the psychology, and the exact how-to. How to grow your business, how to blow up your personal brand, and supercharge your personal growth.
[00:01:11] Sharran Srivatsaa: That is the question, and this podcast will give you the answer. My name is Sharran Srivatsaa, and Welcome to Business School.
[00:01:25] Andrew Flachner: Welcome back to the Playmakers Podcast. I’m your host, Andrew Flachner, and today I’m joined by Sharran Srivatsaa. Thanks for being here. Awesome. Thanks for having me. Sharran is one of these rare operators and executives who opens up his entire playbook step-by-step to help entrepreneurs grow their business scale and operate with more clarity.
[00:01:44] Andrew Flachner: He’s the president in managing partner of acquisition.com. More a CQ for short. We’re here at a CQ headquarters. At a CQ, Sharran and his business partners, Alex and Leila Hormozi, invest in companies and help entrepreneurs of all types scale their businesses. Recently, Sharran worked with the A CQ team to launch the book entitled A Hundred Million Dollars Money Models, which instantly became the fastest-selling non-fiction book of all time, grossing over a hundred million dollars in 72 hours.
[00:02:13] Andrew Flachner: Before a CQ, Sharran scaled multiple real estate brokerages to the tune of billions of dollars in sales volume. He’s a four-time Inc. 500 entrepreneur, a former Goldman Sachs banker, and of course, he was made famous by his early investment in RealScout. If you’re listening right now, whether you’re an agent.
[00:02:29] Andrew Flachner: A team, a brokerage executive, or an entrepreneur in any industry, I have a feeling you’re gonna walk away after this conversation with something that you can add to your business this week to generate more revenue and make smarter decisions. So let’s dive in. I think that you are the king of frameworks and process.
[00:02:47] Andrew Flachner: So talk to me about what that means for you, and also what’s like a process that you have in your business or your life that maybe would surprise some people?
[00:02:55] Sharran Srivatsaa: I think a lot of people don’t realize that good process and good process alone drives good results, and the reason is that if you take anything in life, you have three big pieces to the puzzle.
[00:03:04] Sharran Srivatsaa: You have some kind of goal. To get that some kind of goal, you need some kind of plan and that some kind of plan needs to be driven by some kind of behavior. So if you tie all of those together, that is a process. Mm-hmm. It’s you if something that is repeatable that you can do over and over again. I think as soon as you know that something is a process, something is a recipe, that’s when it wins.
[00:03:22] Sharran Srivatsaa: Anna, I’ll tell you the story where this all kind of came together for me. My mom used to make these amazing chocolate chip cookies and every single. One of her friends, our family, all wanted my mom’s recipe, but she would never give it. And she would say, Hey, I’ll give you the recipe, but I’ve got this secret ingredient.
[00:03:40] Sharran Srivatsaa: And that secret ingredient is what made my mom’s cookies. And to this day, I don’t know what that secret ingredient is, but if you think about it, there is a sequence of steps that generates that cookie that has been legendary in this Reza family. And I realized that. If she can repeat that over and over again, she can create that delight.
[00:03:59] Sharran Srivatsaa: Why is that not available to the rest of us? And if she can do that with some cookies, that recipe can be made for growing a roast estate business. That recipe can be made for selling more stuff. That recipe can be made for building a brand that. Understanding and believing that dramatically reduces your stress.
[00:04:16] Sharran Srivatsaa: And so that has been the big switch for me is, hey, I wanna go figure out what the framework, what the process is for someone, because then once I get the process, I can then figure out how to put my spin onto it.
[00:04:27] Andrew Flachner: Right. And is there one process that you think about or leverage every week?
[00:04:31] Sharran Srivatsaa: Yeah, so the, the single most important process that I leverage every single week in my life is called the review preview.
[00:04:36] Sharran Srivatsaa: So. Every single Friday, I spend the time reviewing the past week and then previewing two weeks ahead. So I’ll give you the exact kind of playbook for this. I believe that every single entrepreneur should do a review preview. Uh, I look at my calendar for the past week on, on a Friday, and I look at every single appointment that I had, and I ask myself, is there any from this?
[00:04:58] Sharran Srivatsaa: And if there is, I just write it down. So I just go through every single appointment and then I look forward. Two weeks because you need two weeks to kind of prep. And I, and I say, do I need to prep for that? Hey, I got a trip coming up to Las Vegas. Do I need to prep for that? I got a meeting with Andrew.
[00:05:10] Sharran Srivatsaa: Do I need to prep for that? Then I put that down as a to-do. So now I have a very clear understanding of what follow-up I need to do and what prep I need to do, and that becomes my to-do list for the next week. And if you do that every single week, you never drop. Nothing falls through the cracks and you show up to every meeting prepared and how you prepare shows just how much you care.
[00:05:34] Sharran Srivatsaa: And so that if anyone can install, this is free. If anyone can install the review preview in their lives, they just win. Super big
[00:05:40] Andrew Flachner: review preview every Friday.
[00:05:41] Sharran Srivatsaa: Every Friday.
[00:05:42] Andrew Flachner: Yeah. Awesome. So you’ve had success after success with TELUS and REAL and acquisition.com. What is the through line of the how you can be so successful and have these outsized results in so many different arenas?
[00:05:56] Andrew Flachner: People won’t believe it
[00:05:57] Sharran Srivatsaa: because they think it doesn’t work. And I will tell you this, and Alex talks about this often, which is volume negates luck. Um, I am, I was born in a, in an average family, in average, surroundings with average, me personally with average intelligence. And you just realize that what is the one thing that you can do to make it all better?
[00:06:18] Sharran Srivatsaa: And that is reps. People don’t realize that more reps actually makes you win because no one can beat more reps. I’ll give you a crazy example. Uh, I am a night owl. I don’t know. You know, I just, I do better at night and there was one time when I got really sick and my doctor told me, he said, Hey, when we do tests for you and there in the morning, you seem to have better data.
[00:06:42] Sharran Srivatsaa: Why don’t you wake up earlier? And I’m like, I’m a night owl. I can’t, I don’t wanna wake up early. He’s like, just shift your day up a little bit.
[00:06:48] Andrew Flachner: Mm-hmm.
[00:06:48] Sharran Srivatsaa: So instead of going from 7:00 AM to 11:00 PM go 5:00 AM to 9:00 PM So I kind of shifted my day up and so I started waking up at 5:00 AM. And, uh, I knew that I will not be able to wake up at 5:00 AM So I texted three of my best friends and I was like, Hey, the doctor told me to wake up at 5:00 AM can you help me?
[00:07:07] Sharran Srivatsaa: Can you be my accountability partners in this? And they said, sure. Well, what do you want us to do? I said, well, I’m gonna do this call at 5:00 AM I’m gonna call you at five in the morning tomorrow. I don’t need you to say anything. I just need you to get on this conference call and I will probably make some, make some joke or be funny or what have you, and then you can get off and that’ll get me up.
[00:07:24] Sharran Srivatsaa: And they said, fine. So I. I have this conference call number. They dial in and the first day I get, I hear a ding, ding, ding. So three people came on the call, my three friends, and I said whatever I said on that call, and I was up at 5:00 AM The next day I get back on the call and I hear, ding, ding, ding, ding, ding.
[00:07:40] Sharran Srivatsaa: I was like, there’s five people on the call. That’s weird. Is there a ghost on this call? But I kept going and the next day I heard, ding, ding, ding, ding, ding, ding, ding. I had multiple people on the call and I realized that they were giving out that number to other people. And that is how the 5:00 AM Club was born.
[00:07:54] Sharran Srivatsaa: Where. That started 14 years ago. And from a rep’s perspective, I’ve done, I’ve been up at 5:00 AM doing this call for 14 years in a row and almost every single morning at 5:00 AM And
[00:08:06] Andrew Flachner: how many dings
[00:08:06] Sharran Srivatsaa: now? And we have thousands of people on the call now. And it’s, it’s crazy because I let the dings stay live and you can hear if you ever come on the call, it’s free.
[00:08:14] Sharran Srivatsaa: It’s five minutes at 5:00 AM Pacific time and you’ll hear every ding. And the key part of that is I have more reps. Than anyone else doing that thing. The, the thing that I wanna share is that, that may be my reps, but most people don’t realize that what can be your reps, right? I don’t think people can put in reps in the things that they’re not good at.
[00:08:34] Sharran Srivatsaa: So you have to find something that you’re good at, that you can put a lot of reps into it. I call that unreasonable endurance. Mm-hmm. You have to have, what can you have unreasonable endurance in? Um, I can just put in a lot of work. From working hours perspective. And if I said, if I can just put a lot of reps, I win.
[00:08:50] Sharran Srivatsaa: And I will tell you, it’s just everything. The through line and all of this has been the reps. Because if you see what Alex and Layla do for reps, Alex and Lela, I, they’re my biggest competition on reps because they are on all the time. It’s all reps. And I, I really believe that volume negates luck.
[00:09:07] Andrew Flachner: Right.
[00:09:07] Andrew Flachner: So here we’re at a CQ, what does it mean to be managing partner and president?
[00:09:12] Sharran Srivatsaa: So the backstory was that, um, when Alex and Layla started. We’re growing their last company. I got introduced to them before the world new Alex and Layla and I had a chance to be their advisor to sell their last business. And so they have been my friends for five plus 6, 5, 6, 7 years now.
[00:09:29] Sharran Srivatsaa: And the original a CQ model was what we all designed together. And so, uh, I’ve seen acquisition.com be. Kind of phase one to phase two to phase three. And our mission right now is to bring business education, real business education to everyone in the world. And, uh, that’s what we do with our books, with our content, with our programs, with our workshops that we, that you’re, that you get to see in this building.
[00:09:53] Sharran Srivatsaa: Everything that we do is centered around business owners to give them real world business education from all our personal experiences.
[00:09:59] Andrew Flachner: And how does that vantage point help sharpen your advice to real estate agents?
[00:10:03] Sharran Srivatsaa: So what people don’t realize is that. Most of our companies are service-based. It is, uh, you have some product, but somebody is actually waking up in the morning selling something and then delivering that thing in some way.
[00:10:15] Andrew Flachner: Mm-hmm.
[00:10:16] Sharran Srivatsaa: And I believe that almost all businesses that are being built in America, if somebody’s waking up in the morning selling something and turning around and delivering that right, and there’s only three things to that puzzle. Number one, you need some kind of marketing, and that marketing is to generate some appointments.
[00:10:32] Sharran Srivatsaa: Number two, you need to sell something, which is you sell something to generate a contract. And the third thing, you need to deliver something and you deliver it to get paid. And if you take a real estate agent’s business, there are only three parts of the puzzle you do marketing. You know, get to get an appointment you sell, which is, you get in the, in the living room and you actually sell something.
[00:10:48] Sharran Srivatsaa: You get a contract, and then you deliver. So you can get paid. Almost every single business has those three parts, and we use that as a diagnostic. You overlay that diagnostic on most businesses and you say, all right, do we have a marketing problem? Do we have a sales problem, or do we have a delivery problem?
[00:11:03] Sharran Srivatsaa: And once you figure that out. We call that a constraint. Oh, you have a marketing constraint, which means you’re not getting enough appointments. Let’s put all our effort into delivering more appointments. There is a few things that you can do in each person’s business to like solve that constraint, which is what gives us the superpower to help businesses.
[00:11:17] Andrew Flachner: Gotcha. And speaking of constraints, a lot has changed in the market, especially for real estate agents. Yeah. And so talk to me about the realities of today, today’s market, when agents are walking into a listing appointment or meeting for a buyer consultation. What’s changed in the last 12 months?
[00:11:31] Sharran Srivatsaa: I think what’s changed in the last 12 months?
[00:11:34] Sharran Srivatsaa: Is that buyers and sellers know more about the market than we do, and we think that us as real estate agents or real estate professionals know more about the market, but we don’t. My wife is the perfect consumer, right? Because I see her email and she has seven e alerts. Like she’s got some kind, she has a real scout eer, she has a Zillow eer, she has a Redfin E alert from some other IDX site.
[00:11:58] Sharran Srivatsaa: She has an eer. She does not care about a, just listed from a community. She, she knew about it three days ago. Right? And I think that that is extremely important from a market structural perspective because information flows to a consumer way faster than we ever thought it did. So that’s number one. The second is all these lawsuits that have happened in the real estate industry have.
[00:12:20] Sharran Srivatsaa: Shone a very strange light on what an agent does or does not do, and so I really don’t think the average consumer knows what an agent does or does not do, which is why what an agent communicates to a client in their messaging is so important. If you show up and say, just sold, they think you didn’t do anything.
[00:12:39] Sharran Srivatsaa: They think it just the whole, the household itself. The messaging of what, what did you actually do to get that sold is way more important these days. And so the third thing is, what part of advice can you actually give them that they don’t know? I think if we can change our, our kind of marketing and messaging to things that an.
[00:12:57] Sharran Srivatsaa: Consumer does not know that’s what’s going to kind of peak their curiosity because they can get new listings and pictures and whatever else anywhere else. They’re automatically getting that. And so, uh, if agents could change their messaging to what a client does not know, or what, or what’s happening in the market and what it means to them, right?
[00:13:13] Sharran Srivatsaa: That’s probably way more important.
[00:13:15] Andrew Flachner: Yeah. So therein lies the reason why you wanna get serious about content, right? So what does a content strategy look like today? In the early days of social
[00:13:22] Sharran Srivatsaa: media, it was a social graph, meaning it was no better than a. Glorified email list. Whoever you had on your email list would get your email, whoever you had as followers on your social media would get your messages.
[00:13:35] Sharran Srivatsaa: Well, today we’ve moved from a social graph to an interest graph. Therefore, whoever has better content is going to do better. Now the question is, what makes content better? Without deconstructing any of that, I’ll give you the answer to that, which is probably the most helpful thing. So here’s what makes content viral.
[00:13:56] Sharran Srivatsaa: There are a few sets of frameworks in which content goes viral, and we call that packaging. There’s a certain hook that goes viral. There’s a certain body that goes viral. There’s a certain way in which the video is done or the content is written that goes viral. I think every single real estate agent watching this should study the packaging of the things that are going viral.
[00:14:18] Sharran Srivatsaa: And then take their content and put it inside of that packaging. Mm-hmm. What the platforms have shown us is that we are very packaging dependent in the platform right now, and not just content dependent. So you don’t wanna wake up and make a video on earnest money. No one cares about earnest money, but still you have agents that are saying, let me make a video about earnest money.
[00:14:38] Sharran Srivatsaa: We have coaches saying, you’re only as good as your last seven videos, which is tremendously false because you could make seven really crappy videos and it will go nowhere. Nowhere. The key is finding really good packaging and then putting your content and your themes inside of that packaging. That’s what gives you outsized results right away, and then you start to realize whether your stuff worked or not.
[00:14:59] Sharran Srivatsaa: Today, I believe that every single. Content creator content should be a student of packaging. Hey, that video from Andrew did really well. Why? Oh, cool. It had a really good hook. It had a visual thing, and he explained the concept this way. Can I take that and just remake that in with my content, but keep the packaging the same, the fastest way?
[00:15:19] Sharran Srivatsaa: To get insane results on your content is to just replicate the packaging with your material.
[00:15:24] Andrew Flachner: So once you get past the marketing and you’re in the service delivery segment, talk to me about how agents should talk about commissions, because I think that you have some clever ways on how to frame value without sounding desperate or defensive.
[00:15:36] Sharran Srivatsaa: The the, the interesting part is that when the absence of value, it always comes down to the fee that you pay, right? And the consumer is naturally. Comparing options and just know that they are, um, how you actually frame that value is extremely important. The, the thing that I’ve found in, in appointments is, why does somebody hire us is asking that question over and over again is why does somebody hire us?
[00:16:06] Sharran Srivatsaa: And I believe in a lot of ways, we are not selling a product. We are selling a plan, right? If you walk into McDonald’s. There’s only 18 scripted top tracks. You’re only doing four things at McDonald’s. You’re selling food, drink customizations, and an upsell. That’s it, right? You’re only selling four things.
[00:16:29] Sharran Srivatsaa: The only way you can get scripting right is if you have a. Only three to four determined paths. So that’s all they’re selling. So that’s why it’s easy to teach a script to a McDonald’s service person or a salesperson because they know exactly what order they’re taking, no matter what. You are walking in there and you are ordering only a food, a drink, some customization or some upsells.
[00:16:48] Sharran Srivatsaa: That’s all you’re ordering.
[00:16:49] Andrew Flachner: Mm-hmm.
[00:16:49] Sharran Srivatsaa: But when you’re in a real estate transaction. You are not ordering the same thing. This, it’s a different house, it’s a different market. It’s a different price point. It’s a different clientele. Everything is different. So you’re not selling a product, you’re selling a plan.
[00:17:02] Sharran Srivatsaa: And when you’re selling a plan, there’s three things that are the most important. You’re selling advice, perspective, and implementation. They need to realize that you’re selling advice, perspective, and implementation. When you’re selling advice, what is advice? Advice is how do you get sequentially from point A to point B?
[00:17:16] Sharran Srivatsaa: Hey, you are here today. Here’s my advice on doing these 13 steps to get. B is perspective. While you’re doing those 13 steps, here’s the way the things can break and therefore let me dramatically reduce the risk of how those things can break. And then implementation. By the way, I’m gonna do all of it for you.
[00:17:34] Sharran Srivatsaa: If you don’t show the advice, the perspective on the implementation, you don’t sell the plan, then you can’t command the fee. So what a lot of agents do right now is they’ll say, well. Uh, here’s my 13 point marketing plan. No one wants your 13 point marketing plan because someone else can come in with a 72 point marketing plan, right?
[00:17:50] Sharran Srivatsaa: So the plan that you want is to really show the advice perspective on the implementation because what you’re doing in every part of it is you’re reducing their stress when you say, here’s a plan, you’ll reduce their stress, they’ll pay you more. When you say, here, I can help you look around corners and save you risk, they’ll pay you more.
[00:18:04] Sharran Srivatsaa: When you say, I’m gonna do all of this for you, they end up paying you more because you’re saying there’s so much. Effort that is needed to do this thing, and I’m gonna take all the effort off your plate. That’s when it really becomes, uh, important. I’ll give you like a crazy example. I’ve been working on my pilot license.
[00:18:21] Sharran Srivatsaa: I mean, I’ve shared with you, and there’s a saying when you’re flying, which is called pilot in command. PICA pilot is always in command. So I think the client in the situation in the real estate world is the pilot. It’s the pilot’s in command.
[00:18:34] Andrew Flachner: Hmm.
[00:18:35] Sharran Srivatsaa: And the real estate agent is the air traffic controller.
[00:18:39] Sharran Srivatsaa: The air traffic controller. Is going to see all the other planes, all the other homes coming on market, where you should land, when you should start, do all of that. The real estate agent is literally sitting there and figuring out how to bring all of these resources together and coordinate that entire process, which is why most people don’t know what a real estate agent does in a lot of ways.
[00:18:57] Sharran Srivatsaa: They’re like, well, it’s my house. Yes, you are pilot in command. You can choose to do whatever you want. You can choose to land the plane however you want, but I will tell you which runway. I will tell you at what time. I will tell you when to take off. I will tell you how much field you need. I will tell you at what altitude.
[00:19:08] Sharran Srivatsaa: I will tell you what your ultimate agent needs to say, and I think that that is why a real estate agent is going to be very, very hard to disrupt and displace because the day we can replace an air traffic controller is the day we can replace a real estate agent. The real estate agent sits in, in the middle of coordinating so many resources, right?
[00:19:28] Sharran Srivatsaa: And all those resources are people, but the problem is the client doesn’t know that. And it’s our job to kind of explain that. So I always say, Hey, you’re not selling a product, you’re selling a plan. And the more you could show what the plan is, it’ll reduce the stress for them. And when they get stress feeling reduced, it’s easier to kind of ask for the fee.
[00:19:46] Andrew Flachner: I was gonna say, it probably reduces the anxiety of the agent when they know that they are not the pilot and they are air traffic control.
[00:19:51] Sharran Srivatsaa: That is exactly right. And I, I’ll tell you this to, if you’re a real estate agent on watching this, you should not, you should stop using the word I and my right. You should not say my listing.
[00:20:02] Sharran Srivatsaa: You should say our listing, because it is yours and your client’s listing shorts. Technically it’s not even technically the agent’s listing, it is the broker’s listing. So you can’t say my listing, I’ll show you the craziest story, Andrew. Um, I was, uh, it was my partner, Peter Lowy, who you know. Mm-hmm. And I, uh, and we were driving through Los Angeles and the agent that helped my partner buy.
[00:20:23] Sharran Srivatsaa: A lot of his, like a lot of the homes that he was selling. And he, he, he drove, he was driving by and he said, oh yeah, I sold that. I sold that. I sold that one. I sold that one. And it was all Peter’s homes. And then he is like, Hey man, I sold it. It was my house. And it’s very interesting because an agent says, I sold that, and we’ve been accustomed to the use of that phrasing where sure you are in the pro, in the, in the process of selling that, that, that makes sense.
[00:20:53] Sharran Srivatsaa: But don’t forget that you’re in partnership with the client and you’re selling the partnership. When you sell the partnership is when you actually make the fee. And that’s super, super important. If you’re a real estate agent, just stop saying this, right, which is, don’t say my clients use me because I’m really good.
[00:21:10] Sharran Srivatsaa: They don’t use you, you’re not a doormat or a toothbrush or you know, like you, what they don’t use. You like the, the fact that we say, oh, he used me to buy that house. Like, what are you a Ziploc? Like, that’s insane. Right? And you, this is a, we say we want a client. We say we have fiduciary responsibility and representation, but then we say.
[00:21:30] Sharran Srivatsaa: Oh, use me like a doormat that just the limits of our language or the limits of our world. What,
[00:21:35] Andrew Flachner: what’s the proper framing there?
[00:21:37] Sharran Srivatsaa: I represent my client, you know, I work with my client. The, the word representation is the truth. That’s what the contract actually says. You are representing your client. There are three agreements that govern real estate transaction.
[00:21:47] Sharran Srivatsaa: This is a listing agreement. This is between the. The seller of the home, which is you and the listing agent, which is me, I represent you as a part of this contract. This is a buyer representation agreement. This is between the buyer of the home and a buyer’s agent that represents them. The third is a purchase agreement.
[00:22:04] Sharran Srivatsaa: The purchase agreement actually bring, represents the contract. It says what the buyer and the seller are gonna do to bring all this together. Our job is to get more purchase agreements. So now I don’t say this is because we have this contract, so you can use me. Like, you know, it, it, it sounds small, but it’s not, it’s super, super important and that changes how they perceive you because they stop.
[00:22:22] Sharran Srivatsaa: You use a commodity, right? But. You don’t use your attorney. Your attorney represents you. Right? And small words like that are really important. And if you can use that very used commod in a very thoughtful way, I think it completely changes how you think about the world.
[00:22:37] Andrew Flachner: So before we move on from client conversations, I want you to tell my audience a little bit about this notion of a buyer universe, because I thought this was a really clever way to frame how you truly earn your commission.
[00:22:48] Andrew Flachner: Yeah. And also why you’re the best agent for the job.
[00:22:50] Sharran Srivatsaa: Yeah. A lot of times. When, if you’re an agent and you walk in a listening appointment, you’ve been taught to talk about marketing.
[00:22:57] Andrew Flachner: Mm-hmm.
[00:22:57] Sharran Srivatsaa: The phrase you want to use is Mr. Mr. Client. [00:23:00] Uh, most agents will talk to you about marketing. It’s not about the marketing, it’s who you’re gonna market to.
[00:23:04] Sharran Srivatsaa: Let me explain who we’re gonna market to. And for that, we call it the buyer universe. And the buyer universe has four big categories, essentially, there’s just just two groups of people, people that we know, and people that we. Don’t know, right? If there’s people that we know and people that we don’t know, uh, those are two groups, but those, I need to figure out how to reach both those groups.
[00:23:22] Sharran Srivatsaa: But out of those two groups, they’re active buyers and passive buyers. So our job is to figure out how to reach each form. Of these, these buyers. So if there’s people that we know and they’re active, how do you reach them? If they’re people that we don’t know and they’re active, how do we reach them? If the people that we know and they’re passive, how do we reach them?
[00:23:39] Sharran Srivatsaa: The people that we don’t know and they’re passive, how do we reach them? And I actually draw out these four squares in the appointment and I take them through a. Each box as to how I reach each person, and then the client knows that I have the ability to reach every single person in this buyer universe.
[00:23:54] Sharran Srivatsaa: Therefore, now when I talk about all the things I’m gonna do in marketing, now they know that I can actually do that in service of reaching the person in that buyer universe that. That single thing. When you do it allows the client to know that you can reach every buyer. I call it the, the outlier buyer.
[00:24:10] Sharran Srivatsaa: How do you find the outlier buyer? You’d fi you’d do it by actually mapping the buyer universe.
[00:24:15] Andrew Flachner: So I just saw last week Zillow put out some data showing that one out of every four active listings has had a price reduction. And in some markets like Houston or Phoenix, it’s actually one in every three. So this is happening in select markets.
[00:24:26] Andrew Flachner: It’s happening more often. And I want you to talk about the 10, 10 0 rule. Yeah.
[00:24:31] Sharran Srivatsaa: The single most important conversation that no agent wants to have with their client is to reduce the price. I always recommend agents to have the price adjustment conversation before you ever need the price adjustment, because that conversation becomes really messy.
[00:24:44] Sharran Srivatsaa: To have. The recommendation that I have is to have the, what we call the ten, ten zero rule conversation with clients. You say, and by the way, you can change this based on your market. You say, Mr. Mrs. Client, uh, we utilize the 10, 10 0 rule when we’re actually bringing a property to market in in the first 10 days.
[00:24:59] Sharran Srivatsaa: If you have no showings or in the first 10 showings, if you have no offers, then it’s probably time to think about a price adjustment and the client then is like, oh, okay. That makes sense. You, you’ve reframe when you’re going to ask for the price adjustment, not just the fact that it’s been 90 days.
[00:25:15] Sharran Srivatsaa: Right. So again, it is a, in the first 10 days, if you have no showings or in the first 10 showings, if you have no offers, then we should think about a price adjustment. There’s something very crucial there because. Let’s just say the home is roughly worth a million dollars and the client says they wanna list it for 1.8 million.
[00:25:31] Sharran Srivatsaa: Then you can say, Mr. And Mrs. Klein, I’m happy to list the home for 1.8 million. I wanna explain the 10, 10 0 rule in the first 10 days if we have no showings or in the first in showings. If we have no offers, we should make an adjustment. I’m going to, I’m gonna tell you that with a $1.8 million price, if we go out to market the first 10 days, we probably won’t get any more showings.
[00:25:48] Sharran Srivatsaa: Are you looking to test the $1.8 million price? Now you get their feeling on whether they want to test that price or not, and they say no. Yeah, we actually want to test it. It would break my heart if I didn’t even put that number out there. I just wanna know that, you know, if, if, if the market reacts negatively, no problem, I’ll reduce it.
[00:26:04] Sharran Srivatsaa: Then you say, Mr. Sle, maybe there’s a different way of doing this. Right. Maybe for the first 10 days while we’re getting the home ready for market, I will try to market it in my private network to test the price. And in our, in our world we call it, how do we cheat the market? We, we go to our current active buyer pool and we actually show them that this home is coming to market while we’re prepping the home for sale.
[00:26:24] Sharran Srivatsaa: It gives us a way to recalibrate this pricing. Now you show the client that they can still get the value of their pricing, but instead of actually putting it out there and affecting what that would look like from a days on market or. Adjustment or price perspective. The client doesn’t know. The client doesn’t know how days on market.
[00:26:39] Sharran Srivatsaa: Affects whether a listing is shown on the portals. A client doesn’t know, uh, how other agents and buyers see a listing as Shop Warn or not. A client doesn’t know that sales special express ratio and the number of adjustments that are had dramatically affects your negotiability to negotiation. They just don’t know.
[00:26:54] Sharran Srivatsaa: And so. Explaining the 10, 10 0 upfront is really good because when that 10 10 0 happens, you can go back and say, Hey Andrew, remember we talked about our 10 10 0 framework? Let me actually explain this to you again. In the first 10 days, we actually got three showings, so you’re okay there. But in the first 10 showings, we got no offers, and based on our 10, 10 0 formula, we should probably think about a recalibration strategy.
[00:27:14] Sharran Srivatsaa: Can we talk through that? Now that makes for a much better way to have that conversation. The reason most agents struggle is that they think. That a client has a price in mind and they just, if they don’t hit that price, they’re gonna lose the listing. They’re gonna lose the listing, and there’s a reason for that.
[00:27:31] Sharran Srivatsaa: And the reason is the average seller. Takes their pricing as a personal identity problem. So they’re like, man, I put this home on the market for $1.3 million. I am personally worth $1.3 million. It’s, it’s a really, it, it’s a, it’s a reflection of their personal net worth in a lot of ways. And so when you adjust the price down, you almost are affecting their, their integrity with themselves.
[00:27:55] Sharran Srivatsaa: So our job is to disassociate list price and sales [00:28:00] price.
[00:28:00] Andrew Flachner: And how do you do that?
[00:28:01] Sharran Srivatsaa: Do exactly best way. Mr. And Mrs. Klein, if it were me, uh, how do you think the market would react if we listed the home for $1? So I’m just immediately breaking their feeling away from that. And you can say, well, we would get a lot of interest and a lot of offers.
[00:28:16] Sharran Srivatsaa: Right. Great. Well, how do you think the market would react if we came into the, into the market at $10 million?
[00:28:22] Andrew Flachner: Yeah, disassociated,
[00:28:23] Sharran Srivatsaa: completely disassociated because then they’re like, oh, okay, this has got nothing to do with my value. And then I always tell clients it is almost, I’ve, I’ve never gone through a transaction where the list price.
[00:28:34] Sharran Srivatsaa: And the sales price ever match up. The sales price is what we care about. Yes. That’s what you’re actually taking away. We use this list price as a marketing tool, and let me tell you what it is, because the list price is just an invitation. I always tell ’em the, the, if you’re a real estate agent, learn these words, Mr.
[00:28:48] Sharran Srivatsaa: And Mrs. Klein, the list price is just an invitation, and if you. Invite them at $10 million. You’re gonna get fewer people. If you invite them at a dollar, you’re gonna get a lot of people. I just need to calibrate the right, the right pricing for us so that we can get a much better sales price outcome. And once they see that, once you can disassociate sales price and list price, then you, you, you remove all the safety issues that they have.
[00:29:09] Sharran Srivatsaa: Kind of the personal integrity of the pricing itself
[00:29:11] Andrew Flachner: on this topic. I saw some webinars you did with Andrew Unum and they were phenomenal. If anyone wants like a crash course, 90 minute deep dive into pricing strategies and listing appointments, I highly recommend you check it out. Um, but I found that this framework, you had to show flow, demo was insanely powerful.
[00:29:25] Andrew Flachner: Talk about that.
[00:29:26] Sharran Srivatsaa: Whenever agents walk into a living room or uh, to a buyer consult, they talk about the things that they are going to do. Which is Mr. And Mrs. Klein, when you list with me, I will do these 12 things, Mr. And Mrs. Klein. When clients work with us, we do these six things. What that is is called a promise.
[00:29:43] Sharran Srivatsaa: Hey, when you do this, when you list with me, I promise to do that. But no one wants to hire us on our promise. They wanna hire us on proof, because the proof is what helps them feel safe that they’re doing, making the right decision. So I call it proof of a promise, and a lot of people will say, well. What is proof?
[00:30:03] Sharran Srivatsaa: Like how do you show evidence that you are actually good? And I came up with this framework called show flow Demo. You show them something, you show the things that you’ve done. So if you say we’re gonna build a marketing plan. When we start working together, we’re gonna build a marketing plan to bring you home to market.
[00:30:16] Sharran Srivatsaa: And this is what we do in the first 10 days. For example, here’s what we did for. And then you show them the plan, and when you show them something, they’re like, wow, okay, I see what this would look like. So that’s called a show. The second thing is a flow. Whenever you’re describing a sequence of things, don’t say, well, this happens, then this happens, then this happens.
[00:30:34] Sharran Srivatsaa: If you show them a flow chart of how it actually happens, now you have mechanical expertise that you know what the next step is that they don’t. Mm-hmm. So you’re showing them a a flow chart of what happens. But my favorite. The demo. Demo. You’ve been in the technology world, you know this. You get on an investor presentation, the deck is irrelevant, the demo is everything.
[00:30:55] Sharran Srivatsaa: And my favorite demo is by explaining to a client, [00:31:00] not telling them what you’re gonna do, but showing them what you’re gonna do. And, um. I’ll give you two examples of an amazing demo. The first one is, one of my friends had, uh, started to put these QR codes on signs, and so he would say, oh, Mr. Mr. Klein, have you seen signs with QR codes on them?
[00:31:15] Sharran Srivatsaa: He’s like, yeah, well, the average agent has a QR code on a sign that when you click it, it automatically calls them, which makes sense. But let tell you what r QR code does. When you actually scan the QR code, you go to a landing page, and on that landing page, we automatically pixel you. Triggers, an AI chatbot would ask you questions about the home, and if the chat bott can’t answer the question, it automatically notifies one of our agents on duty.
[00:31:37] Sharran Srivatsaa: So you can actually have the conversation, and then since we’ve already pixeled you, it starts remarketing you with things about the home. By the way, here is one of our listings. Do you have your phone right now? Why don’t you scan that? And they scan it and they see that process happening live, and then they start to believe, right?
[00:31:53] Sharran Srivatsaa: Um, the craziest thing that happened was. We were in a listing appointment, uh, me and one of our agents, and, um, I said to the, it, it was a very high price listing. And the client’s like, well, do you have any buyers from my home? Which is a very standard question that they ask.
[00:32:09] Andrew Flachner: Mm-hmm.
[00:32:10] Sharran Srivatsaa: And the same listing agent had a home that he had done an open house on, like around the corner.
[00:32:15] Sharran Srivatsaa: So I said to him, I was like, Hey, uh, Andy, do you have the. Didn’t you do an open house on that home, like over the weekend? And he’s like, yeah. I’m like, how many groups did you have come through the open house? I said, 14. I said, do you have the open house registry by any chance? Which I asked him to bring.
[00:32:28] Sharran Srivatsaa: So he brought the open house registry and he put it on the table. I took the open house registry, which is a sign in sheet. I handed it to the client. I said, um, pick a name.
[00:32:39] Andrew Flachner: I know where this is going. And she picked, she
[00:32:40] Sharran Srivatsaa: picked a name. And I said, I pulled up my phone and put it on speaker. I said, can you read me the number?
[00:32:45] Sharran Srivatsaa: I punched in the number. I hit call and then I called and I said, uh, it went to, no, you know, it went to voicemail. I said, pick another number. I called, I pick another number. I called, I got the third person. I got them on the phone. I said, uh, hi, my name is Sharran. I’m actually sitting here with Andy. Uh, you know, you visited home on 1, 2, 3, you know, Rockefeller Street, right around the corner.
[00:33:04] Sharran Srivatsaa: We’re actually with a client right now that’s around the corner of a very similar home. It’s a four bedroom, four bath. And then think about bringing him to market. If this came on the market in the next three weeks, would you be interested in, in seeing this? Oh my gosh, I would love to see this. Well, great.
[00:33:17] Sharran Srivatsaa: Why don’t, as soon as I get done with this appointment, why don’t I send you some pictures and we’ll see if we can schedule you an early showing. Now, the client believes that I actually have a live buyer for the home because I demoed the fact that I was able to do that. I will tell you, if you are an agent and you believe that you have the skills to do that, that stuff live, you should do it live in the appointment because you give the clients insane confidence that you have the skill to deliver what you say you’re gonna deliver.
[00:33:41] Sharran Srivatsaa: So if there’s a framework that you would take from this, if you are making a claim about something, you should have some proof. If you say, Hey, we are number one in this marketplace, show them something. Hey, we have a great process. Show them your process. Hey, we do amazing ai. Show them your ai, or show the flow of the ai.
[00:33:57] Sharran Srivatsaa: The way to show proof is show flow or [00:34:00] demo.
[00:34:00] Andrew Flachner: So what are you seeing right now? The top 1% of agents do when it comes to lead gen that the 99% are not doing
[00:34:09] Sharran Srivatsaa: the top one percent’s. Lead gen is lead conversion. The top one person’s lead gen is middle of funnel. The top one person’s lead gen is not in generating new leads.
[00:34:19] Sharran Srivatsaa: The, the 99%, the, the bottom, 99% of agents believe that the best leads are yet to be found. The top 1% of agents believe that the best leads are already in their database. This is why we’re friends. It’s, but it’s 100% true. It is actually significantly easier converting the 30 leads that you already have than buying 300 leads that you know.
[00:34:39] Sharran Srivatsaa: Right. There’s, I, I read this random stat, which was one out of 40 paid Zillow leads get called in the first 48 hours or something crazy like that. That is insane. Like somebody paid for a lead to a lead gen platform that probably sent it to three to eight people and you didn’t call in the first 48 hours when the client has already moved on so that you can feel better about yourself, that you paid for leads.
[00:35:05] Sharran Srivatsaa: It’s, it’s insane, however, so if you are not in the, in the top 1% where you’re call and you have a database to call, what do you, what do you actually do? My favorite strategy right now to generate leads for anyone is what I call a list swap. And I believe that every single real estate agent has a small database.
[00:35:24] Sharran Srivatsaa: It could be a hundred to a couple thousand people. That’s like the average real estate agent database is around 2000, 2000 prospects. My recommendation would be to find a partner where you can cross pollinate your lists. So I always give this example, which I, I’ve seen down in Laguna Beach, a real estate agent.
[00:35:40] Sharran Srivatsaa: A pool contractor swapped their lists. So a real estate agent essentially wrote an email saying to everybody in in her database, and she said. Uh, I wanna introduce you, uh, I wanna introduce you to Jimmy, the best pool contractor on Laguna Beach. This is because every time my clients wanna put in a pool or have a pool in their home, they talk to Jimmy.
[00:36:00] Sharran Srivatsaa: And when they do that, I get to come in and see how much the, how much the value of the home has actually increased. So, if you have a pool, Jimmy should probably look at. You know the integrity of the pool. If you don’t have a pool and you’re thinking about a pool and the process of how all this works and how it could increase the value of your home, Jimmy said that he would be happy to do a consult just for my clients, which he generally charges for.
[00:36:19] Sharran Srivatsaa: Here’s a link to Jimmy’s consult calendar. Just tell him that Sharran sent you, and so I sent an email sending all the lead traffic to Jimmy. Jimmy sends an email and says to all his pool pool clients and saying, Hey, I wanna introduce you to the best real estate estate. They’re gonna be Sharran, uh, every time, uh, my clients wanna put in a pool at their house, the first thing that I do is I call Sharran because we do a pre valuation, and then I give ’em the idea of the pool, and then we do a post valuation to see the delta that it actually added to the pool.
[00:36:47] Sharran Srivatsaa: Overall, if you just want, if you wanna see if you already have a pool and you want to see what your home is worth and how it could be marketed in the near future. Because you probably have not done one. Sean said he would do it for you. Or if you’re ever thinking about a pool in the future, this may be, you know, a good idea for you.
[00:37:02] Sharran Srivatsaa: Click here and Sean will do it for you. Now, it is a perfect email to a perfect database that you what I call an endorsed introduction. If you do one of those every quarter, you are getting just a personal introduction. Highly validated, highly specific, without you having to sell your services and opt in.
[00:37:20] Sharran Srivatsaa: You get the perfect opt-in, which is the person read your stuff. And said, okay, cool. It’s endorsed, so you have this warm introduction. The second is you’re gonna get this optin, you’re going to email them. Well, you get perfect email readers. It’s sometimes if you get a lead from Facebook, you have no idea if they’re an email reader.
[00:37:36] Sharran Srivatsaa: This is an email reader that read the stuff and clicked and went to your stuff, uh, went to the other person’s site. So it, it also makes it so powerful that both partners now are connected to each other from an integrity perspective. That pool contractor is not referring to anybody else but me. And every time that pool contractor can now gets a job, he’s always saying, Hey, wait a minute, before we do something, Sharran needs to do a valuation here.
[00:37:58] Sharran Srivatsaa: So I always get more valuations. And so if the, if you have a small database, and the fastest way to grow your database with endorsed leads and endorsed introductions is to do a list swap.
[00:38:08] Andrew Flachner: Sure. It works. All types of trades, HVAC, landscaping contractors. It, it also worked with general, um,
[00:38:13] Sharran Srivatsaa: general transaction services like mortgage, uh, title to put your trust in a, in a living at home, in a living trust home warranty.
[00:38:21] Sharran Srivatsaa: It works with almost anything where if anybody’s trying to reach a homeowner post sale. The job of your real estate agent is to have as many homeowner contacts in their database as possible. You should know if you have a farm and there’s 500 homes in your farm, you should have all 500 people in your database.
[00:38:37] Sharran Srivatsaa: And if you don’t, it should be your mission to go figure out how to get every single of the 500 people in your database. If you get those 500 people, it is unreasonable to assume that you don’t get called on the appointment.
[00:38:47] Andrew Flachner: Okay, so once you have all these people in your database, how do you figure out who is.
[00:38:51] Andrew Flachner: A five star prospect,
[00:38:52] Sharran Srivatsaa: the five star prospect is the best way to sort your database to make money from it. And how this works is most people label their database A, B, C or hot, medium, cold. But if I look in my database and I have a medium, well what does that mean? Should I call them? Is it a six month lead if I call them?
[00:39:10] Sharran Srivatsaa: And I have, do I, they have an investment property, like, what is it? So you have no idea whether they’re an A, B, C or hot, medium cold. And so the, the, this five star prospect is a really great framework and I believe that every single agent should structure their database using a five star prospect method.
[00:39:23] Sharran Srivatsaa: So they’re one star. If they’re willing to engage in a dialogue with you. They’re two stars. If they’re friendly and collaborative. There are three stars if they know what they want. There are four stars if they know when they want it, and they’re five stars, if they want you to help them. Now, the key part in all of this is why does this matter?
[00:39:42] Sharran Srivatsaa: So if I’ve labeled 10 people as a one star and I, and I’m like, all right, they’re willing to engage in a dialogue, meaning they went back and forth one time on a conversation, or you saw ’em at an open house one time, they’re willing to engage in a dialogue. They’re only a one star, right? Well, how do you get all the one stars to be friendly and collaborative?
[00:39:59] Sharran Srivatsaa: You send them an email saying, Hey, are you still interested in buying a home in Laguna Beach? Now if they respond, now you’re in a dialogue with them. So now you’re like, okay, cool. They’re being friendly and collaborative. They’re actually talking to me about this. Well, if you have two stars, if they’re friendly and collaborative, now you need to figure out, you do know what they want.
[00:40:13] Sharran Srivatsaa: So you can go to all your two stars and you can send them a, A property says, Hey, I have a. I have a client who’s bringing their home to market that is a three bedroom, three bath at Bluebird Canyon in Laguna Beach. Is this something that you’re interested in? Question mark send. If they respond, they’re like, no, that’s not what I’m interested in.
[00:40:28] Sharran Srivatsaa: Oh, well what are you interested in? Now? I know what they want. So now I have a way to get people from each star to move forward. So if I’m ever stuck, what should I do? I should go to all my four stars, right? Because I know and the I know when they want it. Now I know that’s a timing based thing. The fastest way to print money is to know all your four star prospects and constantly work, work them.
[00:40:48] Sharran Srivatsaa: That’s what don’t, people don’t realize is because you don’t have a database that is wired to get you money, you don’t have a lot of money if you need to structure your database in such a way that is wired to get you money. And so anytime you put somebody in your database, you ask the question, are they willing to engage in a dialogue?
[00:41:03] Sharran Srivatsaa: Are they friendly and collaborative? Do I know what they want? Great. Now they’re a three star. I just label them as three star and, and my job is to take, make all the three stars, four stars, make all the four stars, five stars. And when I know that the database gets structured beautifully. The craziest part about this, Andrew, is that now you have the ability to sell your database.
[00:41:20] Sharran Srivatsaa: Now you have the ability to sell your business because your database is an asset. Just because you have RealScout or just because you have some other CM system, you can’t sell it. But if you organize it well, and you can show that you can generate money from it, mm-hmm. That’s when you can actually sell your database.
[00:41:33] Sharran Srivatsaa: I’ve never met anyone with so many frameworks. It’s really helpful. Well, well, well, let’s think about that, right? If you don’t have a framework to do something right, then you’re going to fly. You’re flying blind. Flying blind. Yeah. And the craziest part, do you the number one reason why someone doesn’t do something?
[00:41:48] Sharran Srivatsaa: It’s because they don’t know how to do it. The number one reason why an agent doesn’t make calls is because they don’t know what to say. And the number one reason why an agent doesn’t know what to say is because they’ve been in the business 10 years and they believe that they should already know what to say and they feel too embarrassed to stop, to learn what to say.
[00:42:02] Sharran Srivatsaa: And if you just learn what to say, you would just do better.
[00:42:05] Andrew Flachner: Do you have a systematic approach for addressing problem solving in general? Like for instance, if you could walk us through how you would tackle a specific challenge like your pipeline. It is shrinking in size, 40% quarter over quarter.
[00:42:18] Sharran Srivatsaa: The key to diagnosing any problem is trying to figure out the constraint, and if you.
[00:42:25] Sharran Srivatsaa: The way to figure out a constraint is zoom out and say, what does success look like? Success looks like I’m gonna gen, I’m gonna uh, do some marketing to generate some appointments. I’m gonna get on those appointments and sell to get outta contract. I’m gonna get on this contract and deliver and get a deal.
[00:42:38] Sharran Srivatsaa: Great. Now where’s my problem? Why is my business stuck? Okay, where’s my constraint? And the constraint is figuring out where there’s a problem in the business. Everybody assumes that the lead generation is a constraint, but where’s the problem in my business? And then you say, well, okay, assume that was not a problem.
[00:42:54] Sharran Srivatsaa: Is everything else work fine? And the way to do that is to, is to pressure test it. Well, I think lead generation is a constraint. Great. If I give you a hundred more leads, will you make more money? Sure. Show me. Our number one job is to figure out the constraint of a business. And once you figure out the constraint of your business is to put unreasonable effort into solving that constraint.
[00:43:13] Sharran Srivatsaa: And once you solve it, you’re gonna know there’s another constraint’s gonna pop up, and then you’re gonna put unreasonable effort into solving that constraint. Then you’re gonna know another constraint’s gonna pop up. Welcome to business. It’s always in the problem of dynamically solving constraints.
[00:43:25] Sharran Srivatsaa: I’ll tell you the craziest story. acquisition.com. We have a memo culture and we write memos to discuss our ideas so we don’t show up to a meeting and say, let’s talk about what’s broken. We show up to a meeting with multiple people writing a memo on why they think something is working or not working in some way.
[00:43:40] Sharran Srivatsaa: We recently had a meeting and the entire job of the meeting was to figure out what a constraint was. And so each of the people that came to the meeting wrote a memo on what they thought was the constraint. The Bezos way, the, yeah. And, but we do it before you get there. We don’t do it while you actually read the meeting.
[00:43:55] Sharran Srivatsaa: I see. So, so you write the memo, you send it in advance, you read the memo in advance, and when you show up at the meeting, you’re, you’re there to discuss, you have all the background to discuss the meeting. And the thing that I’m sharing is that the entire point of the meeting was to only determine the constraint.
[00:44:09] Sharran Srivatsaa: Nothing else to agree on the constraint that we were working with. And it took. Our entire executive team, a 90 minute meeting to just agree on the constraint. And most people are in problem solving mode and they don’t spend time agreeing on the constraint. And if you can find a way to agree on the constraint, then it’s very easy to ask for advice.
[00:44:27] Sharran Srivatsaa: So if, if someone asks you for advice saying, Hey, I have 10,000 leads in my database and I’m not able to actually get more appointments, you’re like, okay, are you sure that that’s your constraint? Great. Lemme give you five ways to solve that. But sometimes the reason why most people don’t take good advice well is because they come up, they ask a question, they give, they’re given some advice.
[00:44:47] Sharran Srivatsaa: They go implement that advice, and that has that. That does not move the needle at all. That doesn’t mean that advice is bad. That means your constrained identification was wrong.
[00:44:55] Andrew Flachner: Oh, I wanna try something totally different and do rapid fire objection handling. Yeah, sure. Okay. I think we touched on this one earlier, but pricing, a seller wants to price high.
[00:45:03] Sharran Srivatsaa: If this was in the first five minutes of the appointment, I would handle it completely differently for this. In the last five minutes, I’d handle differently. And then you may say, well, as a default, how would you answer this? So I’ll tell you as a default how I would answer this. So let’s say the home, the the home is a million dollars.
[00:45:16] Sharran Srivatsaa: And you say, well, I wanna list it for one three. And what I would say is, um, how do you mean? What am I trying to do? I’m trying to get you to explain to me why you want to do that.
[00:45:28] Andrew Flachner: Right?
[00:45:29] Sharran Srivatsaa: Right. And so that also means, and I say, well, then you, you may say something like, well, I just don’t wanna leave any money on the table.
[00:45:35] Sharran Srivatsaa: That’s generally what happens. You can say, I’ll say Andrew, I. We use three pricing strategies to actually get us the most ultimate and most optimal selling price. Is it okay if I walk you through those? See, the first one is, is what we call aspirational pricing. And aspirational pricing is where we list the home, uh, a little bit above the current market conditions.
[00:45:56] Sharran Srivatsaa: And the number one reason we do that is if the home is extremely unique or it has celebrity factor. Have you been in the movies or anything? So now what am I doing? I’m breaking the celebrity factor out, right? And then I say, well, and the now I just have to determine whether home is unique or not. I’m never telling you that your pricing is off.
[00:46:15] Sharran Srivatsaa: If every other home was just the same and we’re a track home, selling it at 1.3 doesn’t, doesn’t actually make sense. Right. Right. So what I’m trying to do here is what you want to respond with is you want to get the information out and then you wanna respond with a framework so that it’s not like you are saying no to this.
[00:46:31] Sharran Srivatsaa: So, um, I probably say, how do you mean in an appointment? One, it’s bad grammar. How do you mean it’s not even English? Because it pattern interrupts ’em. Um, and it allows them to respond and tell me why they’re thinking that way. So I actually give them some. Analysis around or, or a framework to think differently.
[00:46:48] Sharran Srivatsaa: So maybe, maybe our next question will help
[00:46:49] Andrew Flachner: discovery show flow. Demo, correct? Exactly right. Alright. For sale by owner on your first call to abo, they ask. Are you just trying to get my listing?
[00:46:58] Sharran Srivatsaa: This is amazing, by the way. This is amazing question. Uh, what you say is, sorry to bother you. I’m not looking for your listing at all.
[00:47:04] Sharran Srivatsaa: The only reason I’m calling is because I promised my client that I would call every single home that was even listed on the market, even for sale by owners to see if they would still consider selling because the last six homes we made offers on, they missed out on this opportunity. I know you listed your home at 1.3 million.
[00:47:22] Sharran Srivatsaa: If you got something in that range, would you still be open to an offer?
[00:47:26] Andrew Flachner: That gets the conversation going. The relationship started,
[00:47:29] Sharran Srivatsaa: right? But what you wanna say is you want to say, I don’t want your listing. Now, you may say, well, Sharran, you’re lying. No, I’m not lying. If you are calling a FSBO just to get a listing, that is a really bad way to get a FSBO listing.
[00:47:41] Sharran Srivatsaa: What you want to do is you want to have a legit buyer to call so that you can be truthful and honest, and then you could do all the other things around it. If they say, what does, what does a FSBO want? They want a buyer. If you can’t call with a buyer, you shouldn’t call a fsbo. Sure. Right. So the number one reason why this breaks, the number one reason most people have bad scripts on this is because the FSBO wants a buyer.
[00:48:04] Sharran Srivatsaa: You want the listing your fundamentally in disagreement on what you both want. Right? So if the FSBO wants a buyer call with the buyer. And then you can back into getting the listing. So I’m not saying you should be secure as in how you get it, but I’m saying you should call and give them what they want and then sell them what they need.
[00:48:22] Andrew Flachner: Alright. Buyer agency objection. I don’t need a buyer’s agent. I’m gonna work directly with the listing agent.
[00:48:26] Sharran Srivatsaa: Yeah. So this is, this is perfect. So you can say, um, uh uh, have you ever bought a home before? Yeah. So did you happen to work with the buyer agent at that time? Mm-hmm. Okay. It Was there a reason why you did that?
[00:48:41] Sharran Srivatsaa: I thought that’s what I was supposed to do. Oh, okay. Gotcha. Every single real estate transaction is governed by three agreements. This is a listing agreement. This is seller. Signed an agreement with a listing agent that it is a job of the listing agent to represent the seller, and that’s what they do.
[00:48:58] Sharran Srivatsaa: This is the buyer agency agreement. It is a job of me, your buyer agent, to represent you in this transaction. Would you like the listing agent representing you as as well? What I did was I made it about the contract. Right, right. You want to get it off? You and why your services are good, why your process is good.
[00:49:16] Sharran Srivatsaa: You wanted to make it about the framework and the contract and how the process works and representation. The things that are important here are not about why I am good. The things that are important are why the system works that way and how I can represent you in the system. And a buyer or a seller thinks they pay you.
[00:49:32] Sharran Srivatsaa: You want to take it away from that, right? You want them to pay for the process. Like I’ll give you a really interesting example. The number one question a lot of agents, clients will ask is, well, you know, why? Why should I, why should I pay you? Like, why should I pay you 3%, Mr. Mrs. Kle, I really don’t think you.
[00:49:51] Sharran Srivatsaa: The reason I say that is that you’re not paying me. You’re, you’re paying for our process. The process that we have built over 120 listings that we have done beforehand. The process that we built, working with 120 clients to perfect this process where we know exactly that. Launching a listing at 9:33 PM the night before on Thursday is what gets you an extra 10% in sales.
[00:50:13] Sharran Srivatsaa: Price list, price ratio, the process that actually gets you 10, 10 buyers and 10 seller like you. You’re walking them through that, so you’re like. You’re not paying for me. You’re actually paying for the process. And I will tell you selfishly, you’re actually not just paying for your process to get all that results.
[00:50:27] Sharran Srivatsaa: You’re paying for the hundred and 21st buyer. The next time you refer me to your friend, what you have done is all that we have done together in getting you that best result. Helps that person too. What did I do? I framed this and I framed that he was gonna gimme a referral simultaneously.
[00:50:41] Andrew Flachner: In your training, you preach this idea of give it all away.
[00:50:44] Andrew Flachner: Talk about what that means.
[00:50:45] Sharran Srivatsaa: The way you think about giving everything away is assume that your entire business model was free. So if I were to work with a client, uh, on, say, listing a home, what would I do in that process if I was getting paid? I would tell them everything. The crazy part is people hoard information, right?
[00:51:07] Sharran Srivatsaa: The, our job in content creation, the easiest way to do it is to give away information and sell implementation, right? So when I say implementation, in our world, it’s advice, perspective, and implementation. The crazy part is unless you give everything away, you can’t give away good stuff. So people are like, well, I’m not giving them, give everything away because then you will be known for the good stuff.
[00:51:30] Sharran Srivatsaa: The there is this, there’s this thinking that says, well, if this free stuff is good, I’ll bet what his paid stuff will be like. Imagine if it’s the same, right? Your job is to make your free stuff and pay stuff exactly the same. When you do that, that is when you’ve hit true product market fit. So think about the last transaction that you did, anonymize that transaction and literally give.
[00:51:52] Sharran Srivatsaa: All the advice, all the perspective away because it now allows the client to audit working with you without having to pay for you.
[00:51:59] Andrew Flachner: Alright, lightning round. What’s one belief about real estate or business that you believe that most people disagree with you on?
[00:52:07] Sharran Srivatsaa: That real estate is a transactional business and you have past clients.
[00:52:13] Sharran Srivatsaa: You don’t have past clients in the business. You only have private clients. Those clients are the entire core of your business because they’ve already experienced working with you and they can be your best clients because your best clients come from your best clients. A book or article that you reread annually, I.
[00:52:29] Sharran Srivatsaa: The founder of Wired magazine wrote this piece on the Thou 1000 True Fans. He’s talked about how you only need 1000 people to love you, to adore you, to obsess with you, to give you all their love, all their care, all their passion, all their money, and you can build an insane business and an insane life just by taking care of just a thousand people.
[00:52:46] Andrew Flachner: Most underrated lead source of 2025 Hyperlocal Instagram. A time you changed your mind about something. In the last year, I thought
[00:52:55] Sharran Srivatsaa: that my parents would live forever. I realized that as my children are getting older, how much that impacts my parents too, and that I was pouring all my love into my children, and I didn’t do that to my parents
[00:53:09] Andrew Flachner: as a new father, I can feel that having kids reminds you that your parents won’t be here forever.
[00:53:15] Andrew Flachner: A question I ask all my guests. You can answer at any altitude you’d like. What does it look like to live your best life when it seems like play
[00:53:22] Sharran Srivatsaa: for you and it looks like work to others, think you’re living your best life.
[00:53:27] Andrew Flachner: Thank you so much, Sharran. This has been a lot of fun. It’s been tactical, it’s been deep, and if you liked this episode or got something out of it, please go ahead and take a screenshot.
[00:53:36] Andrew Flachner: Tag me on social media so I know to make more content like this. This is the Playmakers podcast. I’m your host, Andrew Flachner, and we’ll see you next time.
[00:53:50] Sharran Srivatsaa: Hey, this is Sharran. I have an awesome free gift for you just for listening to the podcast. As you may know, I’ve got a chance to build $2 billion companies the hard way. So if you like this episode, you’ll love getting the exact playbooks from those wins. It’s on my Substack, called My Next Billion. It has the exact frameworks I wish someone had given me when I was figuring it all out. Now you get the real lessons from the trenches as I go for a three-peat and build the next billion. So everything’s free at mynextbillion.com. Please check it out at mynextbillion.com.
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