From $300 Million to $3.4 Billion in 5 Years with Real Estate Rockstar Sharran Srivatsaa

From $300 Million to $3.4 Billion in 5 Years with Real Estate Rockstar Sharran Srivatsaa

Posted on August 12, 2020 by

Get Ready to be F.I.R.E.D UP! Because today on my podcast we have one of the rockstars in the real estate and social media marketing field, Sharran Srivatsaa. We talk about strategies on how to listings, leads, and every other aspect of the real estate marketing field. And, how Sharran took his company from $300 million to $3.48 billion (Yes with a B), in only 5 years! You do not want to miss this! 

Check out my “F.I.R.E.D Up” playlist with more interviews! Just visit —> http://bit.ly/3bmkm0o!

Get Sharran’s $1,000 course for FREE! Just visit https://www.sharran.com/4weekmba/.

Krista Mashore:

Hey everyone, are you ready to be fired up because I sure am. Today we’ve got rock star, one of my good friends Sharran Srivatsaa. He sounds like he’s Italian but he’s not. He’s going to be talking to us about tactics and strategies for real estate but if you’re not in real estate you still want to listen in. He has sold over a billion dollars, just billions of dollars in real estate so sit back, get ready to be fired up and we’ll be right back.

Sharran, Sharran, Sharran, Sharran, Sharran. I’m so happy to have you here. First of all, he’s such an amazing person. He took the whole summer off, like literally the whole summer, it’s still summer for him, and he was so generous to come on this show. Sharran, thank you for being here.

Sharran Srivatsaa:

Krista, thanks for having me. I know a lot of people don’t realize how hard this is. It takes time to do this and you do this out of the goodness of your heart giving people great value every single time so super excited to be here, share some good stuff with our listeners here.

Krista Mashore:

Yes, I got to tell you guys, Sharran is a digital marketing genius. And I mean, genius when I say that. I actually was on one of his trainings that he had and he actually did something with me, and he blew my mind for a straight hour. I was like, “I love you. You’re my new best friend.” So that’s Sharran. So, we are going to be talking tactics and strategies. I’m just letting you roll. Because let’s first start off with right now, everyone, I know you know this wants listings. Sharran, let’s talk listings right now because listings are at the forefront. Inventory is very, very low. Buyers are in high demand. What do we do?

Sharran Srivatsaa:

Yeah. So, let’s do a little backstory. So, the interesting part about this is the first time… I knew nothing about, when I first got into the real estate business, as most of us we get in by accident. The first time I went to a listing appointment it was with one of the agents in my brokerage. We had 33 agents at that time in Beverly Hills, and over five years we grew from 33 agents to over 650 agents and then got acquired by Douglas Elliman. But during that time I went on this $15 million listing appointment because the number one agent in our company said, “Hey, Sharran, as the president of the company, can you come with me on this appointment?” It was so sad, Krista, that I have literally never been to a worse appointment. It was so bad.

Krista Mashore:

For $15 million, did he get it?

Sharran Srivatsaa:

Well, yes, however… Well, yes. But I’ll give you the story around that. What I realized was there are no real ideas. There’s no real structures. There’s no real tactics that are given to people to help them get better inside the appointment because you and I, as coaches, mentors, trainers, we can’t really see what Jimmy the agent is doing in the appointment, so we have no way to actually help them, coach them around that. If I could look at your Facebook page or your ad strategy I could… It’s easy because you can see it. What happens behind closed doors no one can actually see. What happened was I walked out of there saying, “This is insane. I can’t have a company where people are walking around with our business card, with our brand being that way.” So, over the next 18 months I went on over 248 listing appointments. We won over 97% of them with over a billion dollars in listings taken.

Krista Mashore:

Wow. So, repeat that. So in the next 18 months, you went on over 400 listing presentations-

Sharran Srivatsaa:

248 listing appointments.

Krista Mashore:

And got 97% of them, over a billion dollars in real estate taken.

Sharran Srivatsaa:

Yeah.

Krista Mashore:

[inaudible 00:03:31].

Sharran Srivatsaa:

And the interesting part here is there’s a reason for that. There’s a process for that is because most people never got any guidance on how to actually do an appointment. And so, we can talk through a couple of very important things on how people can… I care more about when once you get the appointment, people spend so much time trying to get these appointments. They’re like, “Oh, I got an appointment. I got an appointment. I got more listings. I got more listing appointments.” But they don’t realize that they just have to manage the whole conversion rate. For every appointments, and so going getting 10 more, I would just double your conversion rate. If you’re only getting 50%… There’s a chance… I was getting 97% of listings taken. So, if I can just instead of getting five out of 10. If I got you to get seven out of 10, you don’t have to go spend more leads, spend more time nurturing, spend more time geographic farming, you don’t have to do all that. We’re actually crushing our brands by losing appointments.

Krista Mashore:

Yes.

Sharran Srivatsaa:

So what we do in the living room is super important. So, let’s talk about one of my favorite things when it comes to a listing appointment. So, if you asked me and you said, “Hey, Sharran, if there’s anything that you could share that is super important, that allows people to instantly do better and win more listings,” and I will tell you it’s this, right?

Krista Mashore:

I’m ready. We’re ready. We’re ready. Come on, Sharran.

Sharran Srivatsaa:

It is win before you arrive.

Krista Mashore:

Win before you arrive.

Sharran Srivatsaa:

You’ve got to win before you arrive. The interesting part is if, Krista, you’re interviewing three agents to list your home or two agents or whatever. Probably one of them is someone that you’ve seen a lot out there who looks like the number one agent in the marketplace. Probably one of them is somewhat connected to you maybe a friend or a family member. And probably one of them is somebody that someone referred you to. Generally that’s what happens. It’s someone that you know, someone that you got referred, and someone that is in the area that almost has to get interviewed-

Krista Mashore:

Interviewed. Yes, absolutely.

Sharran Srivatsaa:

So, now the question is, well, who would you hire? But the problem is, everybody thinks that they can show up in the appointment, and they can blow the client away. They can blow the client away. And the interesting part is, it’s not that, and let me tell you the reason why. It’s a funny story for you. So, my wife and I, every Thursday night, we have date night, and we go to a very charming place for date night and that charming place is Whole Foods. We go to Whole Foods every Thursday night, and that’s our time together. We push the cart down the aisles together. Nobody bothers us. We get… Literally, it’s grocery shopping date night. It’s like the greatest date night ever.

One night, one evening when I was there, my wife was like, “Hey, look, you see that couple?” And I saw this couple of the end of the aisle. And she says, “Do you remember their names?” And I said, “Why would I remember their names?” She’s like, “Well, we had dinner with them.” I was like, “There’s no way we had dinner with them.” And I actually have decent memory. So my wife reminded me that she’s like, “Yeah, remember we had dinner with them. I think it was in Laguna. I think we went to this restaurant. I’m not sure.” And that’s when I realized, well, let’s definitely not go down this aisle because I don’t want to have this awkward kind of a connection. So we scooted out of there. We left and I was driving home, Krista, and I was thinking, my wife and I invited this other couple to dinner. I probably paid for it too. We probably sat there for three to four hours enjoying each other’s company. And in two months, I can’t even remember their names.

Krista Mashore:

Or their faces.

Sharran Srivatsaa:

Nothing. And now agents who think they’re amazing, which is true, what they do is they think, “Hey, I’m going to show up in the appointment, and I’m going to blow Krista’s socks off. And then she will remember everything that I said.” No, she won’t. I can’t even remember their names. And so, everybody thinks that they can have this amazing impact on a client, on a prospect in the living room. In fact, they don’t realize at that time the client is doing that, they just want to make a choice. And when they want to make a choice, they want to make a good choice for themselves we’ve got to be the front runner before we get there. Before we get there. [crosstalk 00:07:37].

Krista Mashore:

I know where you’re going with this and I love it because [crosstalk 00:07:38]-

Sharran Srivatsaa:

So, let’s talk about the first way, the Krista Mashore way of making sure that you win before you arrive. So, if anybody knows how you coach and how you teach your talk about digital omnipresence. I know you do that. If they don’t see more stuff have you on retargeting, you’re crazy because from the time they booked appointment to the time you show up, you should literally be everywhere. And if you don’t know how to do that, you need to hire somebody to do that. Because I should be like, “Oh, my…” The first thing I should say as a client when you enter the living room is, “Krista, I see you everywhere.” If I don’t say that, you as the agent have failed.

Krista Mashore:

Absolutely.

Sharran Srivatsaa:

And the interesting part right now, you and I will agree on this, there cannot be a time where you can do this easier than now.

Krista Mashore:

Absolutely.

Sharran Srivatsaa:

Can you imagine like n years ago, I was trying to do that, it was impossible. So, the first thing I would say is, if you have to get your ninja tactics on, you should buy Krista’s course or get on her trainings, and figure out how to do this omnipresent retargeting. Because if you don’t, you are at a significant disadvantage.

But number two, Krista, I’ll give you the… people always say, “Oh, you need to have five touches before you actually show up,” but they will never tell you what those five touches are. So, let me give you the five touches. This is so easy. And I’m shocked how mechanical this is that people won’t do it. So here’s what I tell people. Hey, it’s very simple. Get the $9.99 Calendly account just for calendaring. Literally say, “Oh, I’m meeting Krista at 3:00 p.m. Click enter.” Krista gets an email right away saying you got a booked appointment. It also gives you the calendar link so they can add it to their calendar. Then 24 hours later, before it automatically sends a reminder. And then four hours before it automatically sends a reminder. You literally have to do nothing, and there’s been three touches in place. And now the client is like, “Oh my gosh, Krista is on point on this. She sent me a reminder right away. She put it in my calendar right away. She automatically send a reminder 24 hours before and she reminded me right before she was showing up.”

Even if you just do that what it does, it validates that you are on the ball. That you have the system in place to remind them of everybody. And normally when I walk in, I always tell them, “Hey, that’s how I generate showings. That’s how I do with the other appointments.” So, they’re like, “Oh, I see how this agent works. I see how diligent they are.” Because that is their only indication of how they work with you.

Krista Mashore:

It’s so true. And I have to tell you this, is that you’re always on a job interview. I always tell my students, you’re always in a job interview. Everything that you do is a representation of how you’re going to do business. So, we do the same thing. We even follow that up by dropping off a marketing plan before the appointment on their doorstep beforehand. We knock on the door and we introduce ourselves. Then we send a pre-listing video, which by the way you have, Sharran, before they go. Then we send a copy of our book that says What To Expect When Selling Your Home. So they’re getting all this stuff before you even show up with shows, Sharran, said you send your reminders. You treat it like a dentist or a doctor’s office would. Doctor’s offices give you reminders, they give you text reminders because that’s what they do. We have to do the exact same thing. Awesome. Perfect.

Sharran Srivatsaa:

Here’s why you just nailed what you just nailed. So, the point is this, what people always… They want to learn the objection handlers, which we can talk about. They want to learn how to present marketing, which we can talk about, but also that is irrelevant. You’ve worked so hard to get the appointment, you got to be able to say, “Hey, when I get an appointment, Mr. or Mrs. Seller, there are seven things that happen.” You literally can outsource that entire process. You don’t have to do anything with it. And if you are running a team, you literally should tell your admin, “Hey, listen, when I get an appointment, do these seven things.” That’s it. Because Krista, I like doing things that I am not involved in.

Krista Mashore:

Absolutely.

Sharran Srivatsaa:

There is no reason… The only things that I as the agent should be involved in is meeting with the client, negotiating deals, and making sure they get… wining and dining them, so they get me a bunch more referrals. Literally, that’s my entire job, and strategizing about my business. If I don’t need to be there, and the process can be handled by somebody else that pretends like I’m there. It’s a really [crosstalk 00:11:46]-

Krista Mashore:

Or a lot of your CRM can do most of this stuff. The CRM can do all these things, text message, reminders, a video text message, the whole nine yards. I mean, we just push a button, put in the date and bam, it all happens automatically from the time sequence. So, it’s super, super easy. 

Sharran Srivatsaa:

The interesting part is this too. A lot of people get freaked out about a video. You are a very charismatic person. You do amazing stuff on camera. Even before you and I got to hang out the first time I had seen, and I told you this, by the way. I had seen… I was like, “Wait, I know her.” Krista, she’s been in my feed for three years now. This is amazing.” But the interesting part here is for those that are freaked out about video, I always tell people this, you don’t have to send a formal personal video on every appointment. You are crazy.

You can literally pick up the phone and say, “Hey, it’s Sharran. I’m really excited to meet with you this week.” Just I’m really excited. You can do it generically, right? On our upcoming meeting. I’m in between appointments. This is why I’m shooting this from my phone. And the three things that we’re going to cover tomorrow are one, two, three. And my teams could actually drop something off for you to actually review and that’ll be the first part of our agenda. And then of course, we can talk about whatever you would like.

So, what I’m doing there is saying one, I’m on the road, I’m busy. Number two, that’s why this is informal. Number two, you’re going to get something dropped off, so expect that. They’re like, ‘Oh, that’s cool.” Number three, we’re going to start with that. So make sure you read it. And then we’ll talk about everything else after. If you do that now they know what the next steps are, which means they’re already taking your guidance, which means they’re already kind of sort of your client.

Krista Mashore:

And no one does this kind of [inaudible 00:13:26]. It’s amazing to me. Just like what you said you spend so much time. Everyone says if I ask 2,000 agents, which we have, what do you want? They all tell me the same thing, what do they say? What do they want, Sharran?

Sharran Srivatsaa:

They want more listings.

Krista Mashore:

Leads, here we say leads.

Sharran Srivatsaa:

Oh, absolutely. Yeah.

Krista Mashore:

I’m like, “You don’t want leads. You want closings.” And so, they spend all this time marketing, and then they get the lead, they nurture the lead. And now the conversion time comes and they just do what everyone else does. They just show up. It’s like no, you can’t just show up. You got to do everything before you show up so that when you… If they’re interviewing other people, which in most cases they are, especially if you’re a top producer, they’re usually interviewing other people. So when you show up, show up with your guns on and before you even show up, make sure your guns were already out, right?

Sharran Srivatsaa:

Yeah. I literally believe that there’s two parts of the listing presentation, that process, that if an agent gets done right they will skyrocket their conversion, and in that process, get an insane number of referrals. So, I would say the first part is when before you arrive, and you should have at least five, four to six touches. And as Krista said, you can totally automate that process because… And if you don’t, you’re crazy. Heck, do it annually if you need to. [crosstalk 00:14:45]. And figure it out later, but you have to touch them because when I get there, they should have… I should be the front runner in the appointment sequence when I get there [crosstalk 00:14:56].

Krista Mashore:

You wouldn’t believe too, all those little things count. I at least tell my team and my students, every little thing counts. All the little things add up to big things. Even after the listing, you send a BombBomb video. Right there before you leave and get in the car you send a BombBomb video saying, “So great meeting you. I would love the opportunity to work with you.” If you didn’t already get the listing, which you should have. But if you didn’t, send a BombBomb video. Follow it up with a card. All those little things happen, and for each one of those little things, from sending the pre-listing video, dropping off the marketing plan, sending the text message reminder, like you said, sending the card, doing the BombBomb video. For every one of those things, I’ve had at least 15 to 20 people tell me, I hired you because of that one thing. Sometimes it’s just the card. Sometimes it’s the video text. Sometimes it’s the marketing plan. So, when you do all of those together, you’re just increasing your odds. You’re giving yourself more leverage to win.

Sharran Srivatsaa:

Well, and think about this for a second. For those that are listening, if you think that you’re amazing, like most people will tell me I’m really good with people. That’s my favorite thing that real estate agents tell me. I’m really good with people. I’m like, no one can cares that you’re really good with people. It’s irrelevant.

Krista Mashore:

Most agents are.

Sharran Srivatsaa:

Yeah, exactly. And I actually have this one real estate agent, pretty successful in his marketplace. He’s like, “You know, Sharran, when I show up for the appointment, it’s all about the client. So, I just show up with a yellow notepad and I ask questions.” And I’m like, you can do that, but welcome to 2020. You’re going to get eaten alive-

Krista Mashore:

Oh, yeah.

Sharran Srivatsaa:

Your yellow is freaking useless. I appreciate that, but you have to come there guns blazing. Your yellow notepad and 400 questions doesn’t do anything you need. You need to blow me out of the water before you get there, right?

Krista Mashore:

Yes, absolutely.

Sharran Srivatsaa:

The interesting part is there’s a reason why those touches are important, and the reason is, Krista, because think about that Whole Foods example I gave you. I had dinner with these people. What happens is, we take the entire experience as one data point that’s why. So, my entire hour was literally only one interaction with that person, right?

Krista Mashore:

I get you.

Sharran Srivatsaa:

But now a text message is one, a call is one, a video is one, a drop off is one. Now, I’ve had five interactions with you when you get there. So, conceptually speaking for me not knowing anybody else, I know you five times better than the other two.

Krista Mashore:

Absolutely, yes.

Sharran Srivatsaa:

Every single interaction. So very, very simple. If you want to stay in touch with a friend that you haven’t talked to in a long time. What do you do? You don’t just have a call and catch up for an hour and then don’t talk to the friend for another 10 years. You’d call, text, email, Facebook call, send them pictures, the touches-

Krista Mashore:

Comment, like, post, everything. Yeah.

Sharran Srivatsaa:

Right. Every touch is another data point and a collection of data points make for the rapport, not a one off, I blew you away.

Krista Mashore:

I think that’s crazy. You didn’t remember someone you had dinner with. I mean, you’ve got to really… People have to really hear that. It reminds me of this, is that we just built a house about two years ago. And we had new blinds put in, and we had closet organizers put in. And I loved my blind lady. I loved my closet lady. Do how many times I’ve gotten asked for a referral for blinds and closet organizers and I cannot even refer them because they did not keep in touch with me? I don’t see them on social media. They left a card. I don’t even remember their name, Sharran. This is true. They dealt with me for four to six months. I mean, over my house multiple times picking out fabric, measuring, how many shoes, things do I want, you name it, and I cannot remember their names. You know how much business they’ve lost? I’m a real estate professional that could refer them and their company to people globally. And they lost out because they’re not top of mind.

Sharran Srivatsaa:

Well, I’ll give you something even funnier. So, as agents we think we should at least get automated stuff to our clients. So, I like to support all the agents that work in my marketplace, especially that used to work in our companies. So, when we bought our house, I could have done it myself, but I had the agent. I had one of our agents that was in the marketplace, take care of the purchase.

Krista Mashore:

Aww, I love you.

Sharran Srivatsaa:

[crosstalk 00:19:10] the deal, and I was like, “Hey, can you just write this up?”

Krista Mashore:

They’re not getting in touch with you?

Sharran Srivatsaa:

So, I’ll give you an example. Last year, in the year of 2019, I gave out close to $280 million in referrals.

Krista Mashore:

Oh my gosh.

Sharran Srivatsaa:

So, generally, so roughly in any given year, I give out roughly about $200 million in referrals, roughly. We’ve been in our house five, six years now. In the last three years, I have not even gotten an email from this person.

Krista Mashore:

Wow.

Sharran Srivatsaa:

So, this agent who knows that I literally… I as the president of the business gave her the deal. I get nothing in the mail. No email. Nothing. For three years, I’ve not even heard from her. I have no idea where she is.

Krista Mashore:

Yeah. [crosstalk 00:19:58]. That’s crazy. You have to make it to where… So, how many times have all of you, and I want to go back to listing presentation here, but how many times have all of you been somewhere out and you see someone, your client that loved you. You did a great job. You had a great experience, and they’re like, “I just bought a house. We’re so excited, Krista.” And you’re like, “Great, but you didn’t use me.” Why didn’t they use you? Because you didn’t stay top of mind. You didn’t stay top of mind. So go back to listing presentation. We’re getting sidetracked. So, what else? Tactics.

Sharran Srivatsaa:

There are two big things that we can use to [inaudible 00:20:29]. The first one is I would stop and say in your process, how do I win before I arrive? And can I induce a couple of these data points, even if you think they are… Even if you think that one email reminder is petty, and it’s trivial, think again because every touch point is a data point that allows you to build that, the factor of you being the front runner when you get there. So, I would say, Krista, just like you, it’s probably at least four to six touches, maybe five touches, prescribe them. Get them written. Give them to somebody to execute on when you get an appointment, and instantly you will see when you show up, you’re a celebrity in their living room, which is really powerful.

Now, part two, if we can do part two of this, I actually… And part two is controversial, by the way. So let’s let’s talk through this, right?

Krista Mashore:

Okay.

Sharran Srivatsaa:

This is super important. So here’s what happens. Here’s how the average listing appointment happens. I walk in the door. So, let’s say Krista, I am the agent and you’re the prospect, you’re the client. I say, “Hi, Krista. Thank you so much for having me. I love your house. This door isn’t in mahogany. Man, you’ve done such a great job. And I love the landscaping. Oh, by the way, do you mind if I could… Can I keep my shoes on or would you like me to take them off? Oh, take them off. Great. No problem. Awesome.” And then what instantly, what happens is I walk in the house and I start looking around like an average agent does and what does the client say? “Oh, would you like a tour?” And you’re like, “I would love a tour. Can I sit my bag down right here?” If this doesn’t sound familiar, this is exactly how an appointment goes by the way.

Krista Mashore:

Yes, absolutely. 

Sharran Srivatsaa:

Here’s what happens. You start going through the house, you’re like, “Oh, I love what you’ve done. Oh, is that… Do you ski and Aspen? I ski in Aspen too.” I’m like nobody cares about you skiing in Aspen. You don’t get a report that way. I’m like, “Oh, great. Now, I have another person that ski in Aspen. I don’t want [inaudible 00:22:13].” That’s what people are thinking. Then they’re like they keep going down. As they start giving you the tour you are trying to make small talk in a weird hallway, which is super weird. And then the clients is like, “Oh, yeah, the Johnson’s hallway next door is actually worse. Our kitchen’s way better. Let me show you our kitchen.” And then they take into the kitchen. They’re like, “We just redid. This we put in $14,000. We need our $14,000 back. Have you seen the other kitchen? Do the Johnson’s home? How did that appraise for more?”

Now suddenly you have to give why a property sold for a reason and you have no report. You haven’t even seen the full house. Now you have to tell them that they’re going to get their $14,000 back. You are screwed. Because why? The problem is because-

Krista Mashore:

You didn’t establish yourself as the authority to begin with [crosstalk 00:23:04]-

Sharran Srivatsaa:

 100%. And there’s multiple ways to do this, by the way, but there’s a very easy way to take control of the situation. And you don’t want… So, people will disagree with me on this, but I will tell you this. I don’t want the tour. The issue is-

Krista Mashore:

Ever?

Sharran Srivatsaa:

No, I do. Not right away.

Krista Mashore:

Okay. So tell me what you do.

Sharran Srivatsaa:

Yeah. When you walk in, let’s get some control. When you walk in you’re like, “Hey, can I put my shoes on?” Awesome. Hear the words. Krista, where can we sit down and strategize? Do not change the script. Where can we sit down and strategize? Now, you’re not saying, “Can I sit in the living room?” Where can we sit down and strategize. They have no option of giving you the tour. Nothing.

Krista Mashore:

I like that, Sharran. I like that. [crosstalk 00:23:48]. I don’t do that, and I like that. Brilliant.

Sharran Srivatsaa:

This is the higher the price point, the more skeptical they are when they give you the tour, and you don’t want it. And the lower the price point, the more conscious they are of what they have and don’t have. They’re like, “Don’t look in this closet. I’ll clean this up when I list it.” They’ll go into that. You don’t want that at all.

Krista Mashore:

Yeah. You want to develop rapport before any of that, and [inaudible 00:24:15] as the authority and the expert.

Sharran Srivatsaa:

Yeah. So where can we sit down and strategize allows you to do two things. Number one, it allows you to take control of the situation where they don’t know what’s going to happen in an appointment. So, what you’re saying is, “Hey, I got you. Let’s sit down. Calm down, let’s chat. I got you. And just like I do this, I do everything else. Right now when I’m in the house. I am the boss.” They feel extremely safe in this process. The number one emotion that we want to create in the living room is not that they are impressed with you. Is not that they are blown away with you. It’s not that they’re connected to you. It’s not that they like you. It’s not that they trust you. None of that. They just [crosstalk 00:24:57]-

Krista Mashore:

What if they say, “Oh, do you want me to show you the house first?”

Sharran Srivatsaa:

Oh, absolutely not. Let’s sit down and strategize.

Krista Mashore:

We’ll get to that later. Absolutely. But let’s strategize first.

Sharran Srivatsaa:

[inaudible 00:25:09]. I’d love to see the house. But where can we sit down and strategize?

Krista Mashore:

Great, okay.

Sharran Srivatsaa:

We think… Why are we giving them… If someone says, “Let’s chat for a few minutes.” And so, if they push it. I’ve had people push it by the way, you can say very simply, “Hey, let’s chat for a few minutes and set up our game plan for the day so that I can use your time wisely.” 

Krista Mashore:

Yes. I like it.

Sharran Srivatsaa:

There is no way I’m getting a tour. Because when I go through that first hallway, they’re going to ask me the dumb question that I don’t know the answer to. That I don’t know what they care about. I don’t know where they’re moving. I don’t know what they want to sell for. I don’t know if they have the first, second, or a third lien. I don’t know how much they put into the house. I don’t know which other neighbor’s house they’ve seen. I don’t know if they’re upside down. I don’t know if they’re interviewing other agents. I literally don’t know anything.

Krista Mashore:

Yes, I like that. That’s awesome.

Sharran Srivatsaa:

And now because of that I’m in an insane disadvantage. And now here’s what happens, Krista. Now I have to sit down, and now because they’ve asked me those four questions, I am frazzled as the agent. And I don’t know where to start in my presentation. Because now if I don’t start with the comps, they just asked me about the comp. And if I don’t start with the comp, I’m a jerk.

Krista Mashore:

So then what do you start with then? So, they listen to you, and you sit down at the table. What’s the next step?

Sharran Srivatsaa:

The first thing you do is you pull out the title property profile on the public record and be like, hey, Mr. or Mrs. Klein, did that this was a representation of your home by the state or the city right now? Oh, you’ve never seen this? This is called a public record or title property profile. It says your home is owned by Krista Mashore Trust. Is that correct? Oh, awesome. It says you bought this in 1997 for $212,000. Is that right? Oh my gosh. That’s an amazing deal. It says that you have a mortgage with Bank of America. Do you remember what the payment on that is? Oh, it’s 7.6% there may be an option there, but let’s talk about it more. It also says that you have a second. Oh, I don’t have a second. What do you… It says you have a second with Wells Fargo. Well, I only have a home equity line for $300,000. Oh, yeah. We call that a second mortgage. That’s how that works.

So, let’s double check the numbers, the 300,000, what’s the interest rate on that? Good. Did you know that one out of four public record instances are actually incorrect? I’m so glad that all yours is correct because my recent client had one of those incorrect, and that’s what everything goes off on. So I wanted to make sure that was right because that is what we’re selling. Now what happens is this. When you sit down with your CPA, when you sit down with your attorney, they don’t ask you about, oh your kids ski in Aspen, I ski in Aspen too. No, everybody thinks that trying to get rapport, so look around the house and whether you like the blue doll or the Aspen thing. When I get to the conversation I get to the money right away because the money is in the facts. When you get to the facts, you’re the one that controls the property record, the property profile, that public record, whatever. And when you walk them through that they know that you know something that they don’t, and you’re teaching them and walking [crosstalk 00:28:09]-

Krista Mashore:

I don’t know. I agree, and I disagree. So, I love developing rapport.

Sharran Srivatsaa:

Sure [crosstalk 00:28:14].

Krista Mashore:

I’m a great rapport builder, and that has a lot to do… As well as establishing authority and trust. But you’ve got to develop rapport as well, even during that conversation.

Sharran Srivatsaa:

100% correct. But here’s [crosstalk 00:28:25]-

Krista Mashore:

You got to throw in the rapport building.

Sharran Srivatsaa:

Of course, people have to understand this. Rapport has to be built around your discussion of your facts. It’s not like, “Oh, let’s chat for a while and then let’s talk shop.” So, if I’m going into the presentation, what I’m trying to tell everybody is this.

Krista Mashore:

You’re the boss.

Sharran Srivatsaa:

When you get to the appointment, they don’t know what happens. It’s not like they’ve gone to a dentist office and they know that first you go in, they come out, they take a bunch of X-rays, then the cleaning person comes out, they clean, then the doctor comes… You know what happens. When someone walks into your house, you have no idea what happens. You don’t know what they’re going to do. So you want to give them the game plan. All I’m saying is, sit down and strategize your game plan. Hey, we’re going to do four things today. Do I still have an hour with you? Awesome.

First, we’re going to do this, second we’re going to do this, third we’re going to do this, fourth we’re going to do this. Before we do any of that I have no idea, when did you buy this home? Oh, my God. Now you can build rapport. Now you can do all of that. 

Krista Mashore:

Okay. But you’re [crosstalk 00:29:26] establishing yourself to sit down. You’re calling the shots.

Sharran Srivatsaa:

I have actually seen more people establish rapport, and they get great rapport, but they bleed out all their time 15 minutes later, and then they’re rushed through their presentation. And they don’t know, then now they’re like, “Oh my gosh, I’m over…” Now it’s been an hour and a half. They’re all glazed over on this process, right?

Krista Mashore:

Yeah.

Sharran Srivatsaa:

So, the more structured you can make your presentation the more they know what happens next. You’re creating [crosstalk 00:29:53]-

Krista Mashore:

Okay. Gotcha. It makes sense. So, where can we sit down and strategize?

Sharran Srivatsaa:

Yeah. However, your flow is, if you think your flow is whatever their flow is, you’re wrong because literally they’re going to go to instantly. What do you think my home’s worth? And you’re screwed. There is no… People talk about I am seven objections deep on everything. I am unbeatable. You cannot beat me on objections. There is a reason for that. The reason is, I practice a lot of my stuff, and when you structure the flow, you get fewer objections. The number one reason why people get objections is because they have unstructured presentations. That is the number one reason because that just means your order is mismatched. You can’t talk about… If someone asks you, “Well, Krista, what do you think my home is worth?” That means you have not addressed that upfront. When you address public record upfront no one will ask you what your home is worth because you already establish a baseline price.

So the fastest way to actually never get the what do you think my home’s worth in the first eight minutes is to actually do the, “Hey, you bought it for this much, right? Awesome. Well, in this area right now, the last sale… You bought it for 217,000. What a great deal because in the area last sale was 786,000.” I’ve already established an upper bound and a lower bound. They will not ask me what it’s worth any more because if they say it’s worth outside of that range, they look stupid.

Krista Mashore:

Oh, they still will, Sharran.

Sharran Srivatsaa:

Totally. [crosstalk 00:31:15].

Krista Mashore:

They’ll still be like, you know Sharran, I know [inaudible 00:31:18] say that, but I put in grandma’s tile in the kitchen and everyone loves that bright green tile. It’s the most important tile in the entire world. And did you see the mismatched red tile on the floor?

Sharran Srivatsaa:

No, that’s good. And so, let’s talk about that. Anytime someone points out a very specific feature of the house, which they’re really attached to there’s a way to handle that because a big part of choosing you, a big part of having safety around it is being accepted and validated for that feature. People don’t realize that. So, grandma’s lime green tile, however ugly it is, is very, very important part, artifact in that conversation. Oh, my gosh, I can’t wait to see grandma’s land green tile. If it’s okay with you, I want to just talk about this, whatever you want to talk about. And then let’s do a little tour, and I’ll actually look at it from the perspective of a buyer. And then we’ll talk about how to actually position it best maybe including the history lesson. You could do anything.

Krista Mashore:

Yeah, good.

Sharran Srivatsaa:

But if you… Though we can’t tell the client that grandma’s lime green tile is not going to sell in the buyer’s eyes today. We have to frame them to understand that, hey, I understand this. I understand it’s important. I understand it’s valuable to you. I understand you put $16,000 in it, but I’m not going to tell you that this is not going to sell. I need to find a way to frame it for you-

Krista Mashore:

I love it too when… I mean, it’s crazy when agents will start, and when they do the walkthrough in the beginning they’ll start telling people what’s wrong with the house.

Sharran Srivatsaa:

Oh, yeah.

Krista Mashore:

You’re going to have to fix that. Make sure you change the cupboard. That’s going to be replaced. It’s like, oh, my God. Don’t ever talk about anything negative until you, number one, ask for permission to give your professional opinion on what would help the home sell to its best advantage. But until you’ve also established rapport. Okay.

Sharran Srivatsaa:

Yeah, totally. And so, I always think about the three important things that most agents miss in the first 10 minutes of the appointment. The first one is when before you arrive. Number two is hey, where can we sit down and strategize, you’ve got to take control and actually set the game plan for the meeting. And number three, it’s the you start the listing presentation with the money conversation because if the two things that agents are deathly afraid of, which the question that they know that they’re going to get no matter what.

Krista Mashore:

And do you think it’s smart to start from the beginning, because that’s what they’re thinking about anyways, and they want to know, and so they’re not focusing on anything else you’re saying until you tell them about the price.

Sharran Srivatsaa:

Not the pricing. I’m just saying, take the origin of the property. You don’t have to tell them about the price. You can just say, hey, you bought this for 217 last. We have homes in the market listed at 718. Awesome, you made a great move. Today we’re going to talk about marketing, the right buyer, pricing, and our best strategies around it. So, I’ve already established. I’ve touched on that. I’ve scratched the pricing itch because now if they say, “Well, what do you think it’s worth?” They can’t, even though if they will, they can’t, because it’s not that you didn’t bring it up at all. Most agents will say, “Well, let me tell you about my team. Let me tell you about my 72 point marketing plan. Let me tell you about…” that’s cool. I appreciate all of that. But the thing that they’re thinking about is how much do you think it’s worth and what do you charge?

Now, if you say, “Hey, that’s part of this, I’m going to share it all with you.” That way when they ask you the question, you don’t have to punt it. The most irritating thing for a client is this. When in the middle of the conversation if they blurt out and say, “What do you think my home is worth?” And you say, “Well, I’ll get to that.” That literally they have stopped listening to you at that point.

Krista Mashore:

Yeah, makes sense.

Sharran Srivatsaa:

Because you’ve broken rapport. They asked you a question, you punted the answer. And so, this is no different than… Let me give you a… I like the metaphors. Like the Whole Foods analogy. Let me give you another analogy. 

Krista Mashore:

Okay.

Sharran Srivatsaa:

So, I went to the Four Seasons in Bali. So, amazing, amazing resort. And I get in there one day and I was getting a massage, and I have really tight calves. I just have really tight calves. So she asked, the lady asked me, “Sharran, what would you like to work on today?” And I said, “Honestly, you don’t need to touch any part of my body. Just beat my calves down. My calves hurt so bad.” We go through a 90 minute massage appointment, and she starts with my head and finishes at my toes and barely touches my calves.

Krista Mashore:

Oh, wow.

Sharran Srivatsaa:

That’s what most agents do. They have the same flow every time. And when I told her specifically I wanted to do that. All she had to do was at the beginning of the appointment, she had to massage my calves for maybe 40 seconds, and then had gone to do everything else I would have still given her the benefit of doubt that she listened to me. Most agents when they get asked the question of what do you think my home is worth? Or what do you charge for your fee, what did they instantly do? Oh, they punt it because they feel like they have not framed the other things in the conversation to showcase their value around that.

Krista Mashore:

So, just by saying, “Oh, great, a recent comp in your neighborhood just sold for this.” It just eases their mind a bit.

Sharran Srivatsaa:

Right. You can see essentially, “Hey, the four homes that are closest to ours have sold at 718, 721, 713, and 742. I’m excited to talk about our pricing strategy to get to the next best price, whatever.

Krista Mashore:

In a bit, gotcha. Okay. Wonderful.

Sharran Srivatsaa:

Yeah, the idea is that what we think when they’re asking, they’re not asking, “Well, what do you think my home is worth?” They’re asking, what do you think my home is worth because they don’t know any other question to ask.

Krista Mashore:

Yes, yes. Good. [crosstalk 00:36:43]. And they want to know.

Sharran Srivatsaa:

Yeah, they have no idea. Because they don’t ask these questions every single day. They really want to know. The real question maybe, hey, how much am I going to sell this for so that I can actually get my equity out so that I can actually put stuff away in my IRA? You have no idea what the question is. That’s why you don’t want that early hallway conversation because they’re going to pound you with what they’ve been thinking about the last two nights.

Krista Mashore:

Exactly. And they already… If they’ve integrated their agents, you’re not the first one. They already have their preconceived notions [crosstalk 00:37:14]-

Sharran Srivatsaa:

Totally.

Krista Mashore:

… should go, so you’re going in there and already setting the standard to be different.

Sharran Srivatsaa:

Yeah. This is the last thing I’ll share because I generally do a very expensive two day listing presentation seminar. But the interesting part is this. What they need to understand is that if I know that I’m the third agent coming in, I always tell them, Mr. or Mrs. Client, strategy trumps everything. Let me give you an example. If you listed your home for $1 do you think you’ll get a lot of offers? Of course, you would. Strategy trumps everything. Hey, this property, it was listed at 852, and it came down to 730. In fact, if it was listed at 730, it may have gotten a lot more offers, that’s strategy. Hey, we don’t need to stage the entire house. We only need to stage the living room. If we did that, and after our pictures we can change it all back because strategy. 

When I tell them that, and I say that’s why I wanted to sit down and strategize with you before we did anything else. Instantly, and then I say, the average agent always wants to take the tour first. And then they’re like-

Krista Mashore:

Oh, you say that?

Sharran Srivatsaa:

100%.

Krista Mashore:

Okay.

Sharran Srivatsaa:

I jam the average agent every single time. Because when I walk out, I want them to think, oh, my gosh, three other people who were in here, and I guess they’re average agents because the average agent always makes you take the tour first.

Krista Mashore:

So, then why do you say you don’t?

Sharran Srivatsaa:

Because I say it’s all about strategy.

Krista Mashore:

Okay.

Sharran Srivatsaa:

Because when I say where can we sit down and strategize. I say, hey, it’s all about strategy. Let me give you the strategy on how I did this. Let me give you the strategy on how we can do that. Let me give you the strategy on pricing. Let me give you the strategy on… So, now when they asked me for pricing, I instantly go to pricing strategy and not pricing. I’m like, it doesn’t really matter what your home is worth. It’s all about the strategy that we go to the market with.

Krista Mashore:

Yeah, I like that. That sounds… That’s great. That’s great.

Sharran Srivatsaa:

What they want to know is they want to be like, “Oh my gosh, I want Sharran’s strategy because Sharran’s strategy is the only thing that’s going to get me the best results.” Once they lock into that, they have to hire you. And they can’t even negotiate because what are they going to negotiate fees for? Because they’re like, “Okay, you don’t want to me, no problem.” Oh, they’re thinking, “Oh my gosh, it’s either Sharran and his strategy, or I have to go with an average agent.” Who’s the better choice?

Krista Mashore:

It’s Sharran.

Sharran Srivatsaa:

Right. Because now you have branded the average agent as everyone else.

Krista Mashore:

Yes, exactly.

Sharran Srivatsaa:

And so, you got to do a few things differently for you to be able to brand the other agent as the average agent. [crosstalk 00:39:40].

Krista Mashore:

And you already are, you’re doing a few things differently. You’re winning before you get there, and when you get there, you’re taking control.

Sharran Srivatsaa:

Right. I’m not… I think it’s totally unfair to bad mouth the competition. People will say things like, “Oh, Jimmy’s a really good agent. I have nothing bad to say about him.” No, don’t even go there. You can say, “Hey, in our market, there are two types of agents. There’s the average agent, and there’s people that do what I do.” That’s it. And so, let me show you what I do, and blah, blah, blah, you walk them through it, and then they’re like, “Oh, everybody else that came through did this so they must be the… The client will automatically put every other agent in the average bucket.

Krista Mashore:

Yes, gotcha. I love it. Very good. Very good. Very good. [crosstalk 00:40:26]. I want to go through your… I know you’ve got a really good process. I’d love to go to that. I know it’s awesome.

Sharran Srivatsaa:

I think what people need to realize is most people just don’t have one and most people have just never been coached on one, and the problem that I have, Krista, that most people don’t see that you have a really great advantage on is that the people out there right now teaching how to do listing presentations have never ever talked to a client.

Krista Mashore:

Have never done one. Yeah. Exactly.

Sharran Srivatsaa:

Ever. Right?

Krista Mashore:

Yeah.

Sharran Srivatsaa:

Ever. And so, when someone throws them… Like literally we have people, coaches, trainers, whatever, who have written objection handlers for clients that they have never gotten the objection for.

Krista Mashore:

You know that saying, Sharran, if you can’t do then teach.

Sharran Srivatsaa:

Well, I don’t mind the teaching component of it, but-

Krista Mashore:

But not when you haven’t done.

Sharran Srivatsaa:

Yeah, because I’ll tell you this. I’ve been with agents, and there’s an agent listening right now who is walking into an appointment, who’s done great work. Who is of deep integrity. Who works her face off. Who will do an amazing job for the client, and then has done the right CMA, has done the right pricing, has given great value. And then the client says, “Well, Jimmy said he’d do it for 4%.”

Krista Mashore:

Exactly. Yes.

Sharran Srivatsaa:

So, the problem with that, Krista is that this agent has done everything right. And now has been thrown the fee discount question. And two parts of this puzzle. Part number one is nobody who has not been in that place can ever write an objection handler that can feel the emotion of what is going through that good agent’s mind and what’s going on in her gut. She literally is thinking, “Oh my gosh, not only am I going to have to take this at a lower price. Not only I’m going to have a higher price. Not only am I going to take this at a lower fee.” Whatever objection handler was taught to that person does not come out because they’re so shell shocked, and they feel it in their gut.

The reason I have an issue with folks that are writing objection handlers, or scripting listing presentations, who have never been in one have never actually felt the emotion of being pinned on your back with that, and that’s why I think that [inaudible 00:42:50] I have to do what you do. You see and feel this every single day, and that’s why folks should take some [inaudible 00:42:58] to the advice and not just read a objection handler script from a script book. So, let’s say she got that 4% analogy. Now, there’s a lot of ways to answer that objection.

Krista Mashore:

Sharran, I think it’s great. But Susie said she would do it for 4%. And she seems to do everything that you do.

Sharran Srivatsaa:

Yeah. So this is good. So by the way, a lot of ways to handle that. And so, whatever objection… whatever kind of handler I give you, the audience will not understand the piece of the puzzle because the first thing you realize about objection handling is there is no objection crusher. There is no. You can’t just come back with something, and then squash the objection. You should never ever do that, ever. Because when someone is saying that, they’re saying that to defend themselves. They’re saying that to negotiate. They’re saying that in a charged emotion.

Krista Mashore:

Yeah. They believe what they’re saying. Their perception is reality.

Sharran Srivatsaa:

Totally. So, the first thing, there’s a lot of ways, so let’s talk about one way to handle that objection and different objections. The first thing that you do to handle an objection like that is you want to do two things. One, you want to center yourself. And at the same time, you want to make the client explain why they said what they said. The first thing that you do is you say, because if I don’t center myself, I’m not going to be able to handle the rest of the conversation because the objection handler is not a handler, it’s a conversation. So, here’s what I would do. 

The first thing, how I’d respond, Krista, is say, “Susie said she’d do it for 4%?” And I will just stop. Because now one, I’m getting a little time to handle myself and hold on to myself and compose myself. And now two when I ask the question back, now the client will say one of two things. They will either validate. Yeah, of course, and they will give you everything that Susie said. They will give you everything. Or they’ll say yeah, and when they just say yeah, and they stop. Literally, this is the entire response. Hmm. And you say nothing. Because now I [inaudible 00:45:10] the client. The client gave you the objection. The client gave you a response. The client has to validate for you why they said what they said. Because if the client has really said that Susie does everything, and she would do it for four, I want her to say that again. Yeah, Susie said that she would do everything and do it for four. And then that’s when you say-

Krista Mashore:

What is everything?

Sharran Srivatsaa:

Exactly. Well, I’m sorry, what is everything? And then let the client articulate what Susie said because the client has no idea. When the client starts to articulate their own thought process, they will find holes in their own thought process. And when they find holes in their own thought process, they tend to trust you more because you’ve helped them identify those holes. It’s a really powerful thing that anytime you’re shoved with an objection, the reason why Krista you and I. If I gave you a problem or I give Jenny the agent a problem, and she didn’t know how to handle it, the reason she doesn’t know how to handle it is because she doesn’t have enough information to handle it. Now that you stopped, she just has enough information. That’s all it is.

Krista Mashore:

Yes, exactly. I like that. So basically, just repeating it and pausing, and letting them tell you the reasons why they’re going to do it for that price.

Sharran Srivatsaa:

Correct. Yeah, it’s the mirror. Like you’re saying, “Huh? Susie says she’d do it for 4%?” And then let them respond, “Yeah, Susie said she’d do it for 4%. And she said she’d do this. And she said she’d do this. And she said she’d do that. And she said she’d do this.” Literally. And then here’s what actually happened to a client recently. Well, Susie said she’d do it for 4%. I’m like, “Susie said she’d do it for 4%?” Yeah. And she said she was going to get our property on 142 different websites for the same price.

Krista Mashore:

You’re like that’s just… You put it on the MLS [crosstalk 00:46:57].

Sharran Srivatsaa:

Yeah, yeah. So, this is what I tell her. Oh, she she said she would get your property on 147 different websites for the same price. Can I show you something? And literally, open my laptop jump on the Wi-Fi, log into the MLS, and saying, “There’s this button here. Do you see what it says? It says submit. When I hit that button it goes to 147 websites for free. Average agents will tell you things that they get for free that they actually pretend to wrap it up into value. What else did Susie say?” Now they have to validate what they’re saying over and over again.

The reason I’m suggesting this is most people think that they can come back to an objection handler with a zinger. I’ve been on big conferences, stages where people are like, hey, just give me the objection handler for the expired listing. And I’m like, “Dude, you don’t understand.” You never want to crush an objection because when you crush an objection you have actually completely destroyed rapport. You never want to crush an objection. I actually have, top agents will tell me, “Oh, yeah, she asked me about the commission objection, and I crushed the objection.” Yeah. And you crushed your rapport at the same time. You never want to crush an objection. Any objection needs to be handled with extreme gentleness and care.

Krista Mashore:

I agree. That’s very, very good. That’s very, very good.

Sharran Srivatsaa:

An objection [crosstalk 00:48:16]-

Krista Mashore:

Honestly, the commission question doesn’t come up very often if you’ve shown enough value. If you showed enough value and done all the things. I mean, it comes up, but sometimes it’s a very quick glance. They glance over it because they’ve already made their own mind up because they can see the difference of what that means.

Sharran Srivatsaa:

Correct and the commission stuff is, and the interesting part is different people like different parts of this, but I actually have moved away from actually even using the commission word. I just call it the fee. Because when you say commission to the average client, the client thinks one of two things, hey, I have a big pizza and you’re taking away a slice, and they feel like… That’s number one. The second is instantly when you go commission, they instantly think used car dealer.

Krista Mashore:

It’s negotiable.

Sharran Srivatsaa:

Not only do they think it’s negotiable, they also think it’s sleazy. That’s why I never even talk about… I just say, “Hey, our fee to do all of this all inclusive is this.” And then they’re like, “Okay.” They can talk about it. We could talk… Fee is like a whole day. There’s so many ways that you structure fees. But what people need to realize is that you are going to get the price question. And so, you’re going to get the price question, you’re going to get the commission question. You’re going to get that. It’s just part of the process.

Krista Mashore:

Absolutely.

Sharran Srivatsaa:

You can not take on listings without that. That’s the reason why buyer’s agents succeed as buyer’s agents because they never have to talk price and they never have to talk fee. That’s the reason. So, if you want to be a high producing listing agent, you should have a very good structure on how you present fees and how you present pricing, and the way to present pricing is always to present it as pricing, and not price. Because what is price? List price, asking price, final sales price? No.

I always tell people this, Krista. It’s about pricing, but the list price is an invitation. Just tell people, “Hey, the list price is an invitation.” You tell the client, “The list price is an invitation.” We have a million dollar house you, can list it at four million, then literally you’re telling people, you’re not inviting them to take a peek at it. But if I listed it at 400,000, I’ve created an insane invitation. So, the list price is an invitation. Now, let me show you how we get from list price to the final sales price maximizing the range which we can get results. They’re like oh show me that then you can show them all the stuff that you do in the process.

So the key part of this stuff is always understanding that we’ve got to divide our listing presentation into these two chunks. Number one, before you arrive, and number two, the first 10 minutes of the appointment or the first eight minutes of the appointment where you sit down and strategize the game plan for the appointment and where you bring up money. And the faster you bring up money, the faster you’re an advisor. Everyone’s like, “I want to be a trusted adviser.” And I’m like, “You can’t be a trusted advisor without talking about money.” The faster you talk about money and just frame it, and then say, “Hey, we’re going to go deeper into pricing and our pricing strategy. In about 15 minutes I’m going to show you the three pieces that are needed before we get to pricing. Can I show you that?” Awesome. Now you’ve actually established what needs to happen before you get to pricing.

Krista Mashore:

Great. This has been awesome. Gosh, Sharran, we’ve gotten so much into this part, and I hadn’t even gotten to your brain about Instagram and your digital marketing savvy, which means I’m going to have to interview you again. I cannot believe we’ve not gotten there yet. Because that’s so, so huge about how you… He is an Instagram genius. And I want you to know that just you’ve given me some really, really great key factors here that I didn’t think of before. I didn’t do that. I was that agent that walked the house. And I think that now I probably wouldn’t be. I really, really agree with what you’re saying and it makes total sense to me.

Sharran Srivatsaa:

You’ll get… think about this. You will get full control. And I’ll leave you with this, when you… People don’t realize this. For the CEOs that I mentor who run very, very large companies, I don’t need to teach them strategy or tactics. I also don’t even need to teach them mindset. If someone is… I have a client that runs a $100 million plus company. This is not $100 million in sales. This is 100 million in revenues [crosstalk 00:52:23] created this. And he’s 34 years old. The problem for him is that he doesn’t need a separate tactic from me on how to sell more medical devices. What he needs to realize is that when you’re in a good place, emotionally, mentally, physically, you will make better decisions. And so, the reason why we want to sit down and strategize is to put ourselves in good place-

Krista Mashore:

In a better position.

Sharran Srivatsaa:

When you are in a good place, and I say place-

Krista Mashore:

You’re not on defense.

Sharran Srivatsaa:

Right.

Krista Mashore:

You’re not in the defense.

Sharran Srivatsaa:

Correct.

Krista Mashore:

You’re defensive.

Sharran Srivatsaa:

Right, when you’re in a good [crosstalk 00:52:58]. Yeah, anytime you’re stuck, anytime you’re given a tough question. Your job is not to try to answer the question or come up with a crushing objection handler. That’s not what it is. Your job is to instantly get to a good place. Because when you get to a good place, automatically you make a better decision. That’s why we’re saying, “Huh, Susie said she’d do it for 4%?” Take a second and come down while they respond. Now, as you get to a better place, you will be more open to ideas, you’ll be more open to thought, you’ll be more open to the data points. Therefore, you can address them in a very thoughtful way. When we’re in a good place, we make better decisions and so for someone like you walking in, if you could just get to a good place, then you automatically start to make better decisions.

Krista Mashore:

Yes, I love it. This is going to be a great one. YouTube’s going to love this too. And we’re [inaudible 00:53:42] on the podcast, but this is going to be on my YouTube channel as well. People are always Googling, how to do a listing presentation? What to say? So, this will be awesome for that. So, Sharran, thank you so much. I’m going to have, to have you back because I have to actually pick your brain on just the Instagram strategies.

He gave me a couple of great ones that I’ve been using the last time I saw Sharran live, and I got to admit, I’m not impressed by too many people in the real estate business. And I don’t mean that conceitedly, but with Sharran, I absolutely am. He caught my attention at a live event, and I was like, “I love this guy.” And it’s just I kind of felt like I was instantly attracted to his brain, and also the type of person that he is. So you’re learning from somebody who’s been there, done that, a billion dollar agent. Sharran, thank you so much. And I always ask everything… I always ask everyone if they could give one piece of advice what would that be to agents before you leave?

Sharran Srivatsaa:

Yeah. So the one thing that I will tell you is everybody talks about the hustle these days. It’s like hustle, hustle, hustle. It’s like, the more you hustle, the more calls you make, the more clients you touch. All of that is cool. But I think execution has gotten a bad name. And what I would tell you is the hustle comes from a really tough place. I want to give you a phrase that you can think about, and I want you to do it from a good place, which is organization before execution.

The more organized we are about our lives, the more organized we are… When I say organization, I don’t mean, be tidy and put stuff in the right place. Be like, “Hey, I’m coming into work today. Cool, awesome. I have four hours. What am I going to accomplish in these four hours?” As opposed to putting 27 things on my list and getting four done? Can I put the right things on? Can I get the right things done? Anytime I will tell you because we as agents, brokers run our own businesses, it’s very easy for us to run it in a very cottage industry type of way. But the more organized you are, the more stable you are. The more stable you are, the more grounded you are. And people can see that in every interaction. So, I’d say the hustle and grind will leave you tired and resentful. So, think organization before execution. A little bit of organization before you actually go start conquering.

Krista Mashore:

And this is coming from the systems master. Sharran is the systems master. I mean, he’s created several multimillion dollar companies. He has 10X businesses. Teles is a great one that he actually 10Xed very, very quickly, and who bought that from you, Sharran?

Sharran Srivatsaa:

Douglas Elliman.

Krista Mashore:

Douglas Elliman. You’re just a genius and someone I absolutely respect I don’t say that lightly. I mean that and thank you so much for your time, especially given that you’re taking the whole summer off to be with your family and to write your new book. How you are you doing with the book, by the way?

Sharran Srivatsaa:

I’m a third of the way done.

Krista Mashore:

Wow, good for you, a third of the way done. And what’s the book about?

Sharran Srivatsaa:

It’s about how you go from broke to billions.

Krista Mashore:

How you go from broke to billions, I want to read it.

Sharran Srivatsaa:

Yeah.

Krista Mashore:

I’ll proof it for if you’d like. I can start proofing it for you.

Sharran Srivatsaa:

You got it. Awesome. Thank you so much for having me.

Krista Mashore:

Oh, good one. Thank you for being here. Remember, learning is great, without implementation nothing happens. Sharran gave you some amazing tactics today. So, go get fired up and get to work. And thank you so much for your time. I’ll see you next time.

For more of my interviews just visit https://kristamashore.com/category/interviews/

Comments are closed.