I
llustration by Lanette Behiry/Real Estate News. Watch former Real President Sharran Srivatsaa call out an “insane” phrase agents use and show how to avoid a “messy” price‑cut conversation. The Playmakers podcast explores major real‑estate shifts with industry leaders. In this episode, Srivatsaa—now president of Acquisition.com—talks messaging, mistakes, and mindset. He stresses that agents sell a plan, not a product; clients must see advice, perspective, and execution, otherwise the fee is unjustified. He urges agents to stop saying, “My clients use me because I’m really good,” and instead say, “I represent my client,” aligning with contract language.

    Lead‑generation insight: the bottom 99% think the best leads are still out there, while the top 1% know they’re already in their database. Converting the 30 leads you have is far easier than buying 300 unknown ones. Srivatsaa also argues that real estate isn’t transactional; the core of your business is private clients who’ve worked with you, not past clients.

    When delistings and price drops rise, agents should address potential price reductions early. The “10‑10‑0” rule works: if you’ve had no showings in the first ten days or no offers in the first ten showings, consider a price adjustment. Most clients find this logic reasonable once explained.

    Beyond client communication and lead gen, Srivatsaa recommends a weekly “Review Preview.” On Fridays, he reviews the week’s activities, flags follow‑ups, and plans the next two weeks. This habit keeps nothing from slipping through the cracks and ensures every meeting is prepared, showing clients how much you care.