‘Playmakers’: The 1 process every agent should implement 

Editor's note: The Playmakers podcast explores the biggest shifts in real estate with those who are shaping the industry's future. Check out our top takeaways and watch the latest episode from host Andrew Flachner, co-founder of RealScout.

The views, thoughts and opinions expressed in the Playmakers podcast belong solely to the podcast creators and guests.

On this episode of the Playmakers podcast, former Real Brokerage President Sharran Srivatsaa talks messaging, mistakes and mindset. From the initial client pitch to navigating home price adjustments, knowing what to say, when to say it, and what not to say can make the difference between showing up as a valuable professional or just another agent.

"You're not selling a product. You're selling a plan," said Srivatsaa, who is now the president and managing partner at Acquisition.com. Clients "need to realize that you're selling advice, perspective and implementation" — and if they don't?

"You don't sell the plan, then you can't demand the fee."

Agents, 'stop saying this': "Don't say, 'My clients use me because I'm really good.' They don't use you. You're not a doormat or a toothbrush," Srivatsaa said. Instead of this "insane" phrasing, he suggests: "I represent my client."

"The word 'representation' is the truth — that's what the contract actually says."

Be smart about lead gen: "The bottom 99% of agents believe that the best leads are yet to be found," Srivatsaa said, while "the top 1% of agents believe that the best leads are already in their database."

"It is actually significantly easier converting the 30 leads that you already have than buying 300 leads that you don't," he noted.

The relationships 'at the core of your business': Another thing to keep in mind about your database? It's not full of "past clients." 

Srivatsaa disagrees with the idea that real estate is "a transactional business" that ends at closing. "You don't have past clients in the business. You only have private clients," he said. 

"Those clients are the entire core of your business because they've already experienced working with you."

How to handle home price changes: With delistings and price drops on the rise, agents should know how and when to address potential price reductions with their client, "because that conversation becomes really messy" if they wait too long, Srivatsaa said.

He advises following the "10-10-0" rule: "In the first 10 days, 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," he explained, adding that most clients agree the approach "makes sense" once it's explained.

Adopt this weekly habit: Client communication and lead gen are key agent skills, but there's more to keeping your business running smoothly, Srivatsaa notes. A routine he calls "The Review Preview" is "the single most important process that I leverage every single week" and is one he believes "every single entrepreneur should do."

On Fridays, Srivatsaa reviews his activities from that week, flags necessary follow-up work and previews his business needs for the two weeks ahead.

By implementing this process, "nothing falls through the cracks and you show up to every meeting prepared," he explained. "How you prepare shows just how much you care."