“There’s no better executive hire in the past 15 years in this industry then when Tamir signed (Sharran Srivatsaa) on to run Real Brokerage.” 

It’s a statement Byron Lazine has made many times over the past year. And considering the outpouring of support Sharran Srivatsaa regularly receives from real estate agents, brokers and industry execs—whether they are part of Real or not—shows just how much of an impact he is making on the industry. 

That, and the fact that Real remains the fastest-growing brokerage in the world (now, with over 18,000 agents). 

But what really makes Srivatsaa stand out as a leader? 

The answer is simple: He gets results. 

In this week’s BAM Interview, Srivatsaa breaks down his approach to leadership and exposes the number one missed opportunity for agents to train. Below, we dive deep into his training tips, but be sure to watch the full interview for more of Srivatsaa’s tactical takeaways and his outlook on the industry. 

#1 Missed Opportunity For Agents to Train

The best people in their field typically have the same outlook on training—it never stops. Jordan Cohen, the #1 RE/MAX agent in the world continuously practices his scripts

And Srivatsaa? He currently has not one but seven coaches, who help him level up in every aspect of his work, whether it’s Zoom presentations or listing appointments. 

“Take your favorite athlete. They train all week to play 90 minutes. And we think, ‘Oh, just get me a listing appointment. I’ll go right now.’ I think putting training as a part of your schedule is super, super important.”

Sharran Srivatsaa

President, Real

A common objection agents have is that between appointments, showings, and calls, there isn’t enough time for daily training. Yet Srivatsaa pointed to the number one missed opportunity to train—in their cars. 

Scripted vs. Unscripted

As Srivatsaa pointed out, a lot of agents say, “I’m not scripted. I just do things naturally.” 

But he believes the difference between sounding scripted and “doing it naturally” comes down to two things:

  1. Practice
  2. Tonality

“That’s all it is. The reason your script sounds scripted is because you haven’t practiced it and you don’t have good tonality around it.”

Sharran Srivatsaa

President, Real

Mastering tonality and delivery is essential when talking with clients and prospects—whether on a listing appointment or handling objections. But, “the interesting part about objection handling,” Srivatsaa said, “is you don’t need the scripting. You just need to know the framework.”

Deescalate and Reframe

The framework Srivatsaa mentioned is simple. Here’s how it works:

  • Deescalate: When responding to an objection, rather than going into defense mode, make sure your tone is calm, and ask a question in order to gain more context. 
  • Reframe: After listening to their response, reframe what they are saying to move on to the next part of the conversation. 

If, for example, a prospect says, “Jimmy said he’d do it for 1%!” You can deescalate by asking:

“1%? How do you mean?”

Then, after the prospect explains what they heard, you can reframe:

“I totally understand. So, what you’re sharing is that you want to know exactly how the commission breakdown happens so that you’re not surprised when we get to the closing table.” 

At that point, it’s much easier to have a conversation, as both parties are neutral and are coming from a place of understanding. (To hear Srivatsaa role-play this, start watching at 21:15)

Srivatsaa wrapped up this section of the interview by giving a nod to one of the industry’s best objection handlers—Tom Toole. No matter what objection is thrown at him, Toole is a master at deescalating and reframing. What people don’t realize, however, is how much time is spent practicing that. 

It’s not about having the perfect script for every objection that may come your way. It’s about how you respond and move the conversation forward. And when you are able to do that—that’s when your clients and prospects will feel a genuine connection to you. 

“You just have to deescalate and reframe, deescalate and reframe, and you’ll get the person in a very neutral situation. And when they leave, they’re like, ‘Man, Sharran’s such a nice guy.’ 

That’s what you want. You don’t want, ‘He answered all my questions. He’s so smart.’ Nobody ever says that. They just want to feel safe when they walk out the door.

Sharran Srivatsaa

President, Real