Winning Business BEFORE the Listing Presentation – with Sharran Srivatsaa – EP013
What if you could win a potential client over BEFORE the listing presentation? What if you could provide value and build trust prior to your pitch? What if you had the tools to deliver the unexpected?
Sharran Srivatsaa is the CEO of Kingston Lane, a push-button technology execution platform for real estate. Prior to founding Kingston Lane, Sharran served as the President and CEO of Teles Properties, growing the brokerage by 10X in 5 years before selling it to Douglas Elliman in 2017. Sharran is a serial entrepreneur and well-known keynote speaker, and his work has appeared in the Wall Street Journal, Huffington Post and Forbes, among many other publications.
Today, Sharran joins Jeff to explain why he chose real estate, discussing his strength in providing agents with a blueprint to win more business. He shares his listing presentation blueprint and offers advice around how to differentiate yourself with potential clients. Sharran describes his geographic layering approach to farming a neighborhood and explains how the Kingston Lane platform allows agents to put marketing, sales and lead gen on autopilot. Listen in for Sharran’s ‘pregame’ listing presentation strategy and learn how to win business before you’ve even walked in the living room!
Key Takeaways
Sharran’s background in real estate
- 10 years ‘in the trenches’
- Grew Teles Properties 10X in 5 years
Why Sharran chose real estate
- Access to agents (sell products)
- Opportunity to build better agent
What Sharran offers real estate agents
- Practical tools to use right now
- Teach delivery of value prop (only statement)
Sharran’s listing presentation blueprint
- Focus on offer, price and terms
- What’s in it for them?
Sharran’s top tips for agents at a listing presentation
- Don’t tour house first (establish rapport)
- Proof over promise, demonstrate experience
- Leave with homework to deliver in 24 hours
Sharran’s ‘pregame’ listing presentation strategy
- 3 value-add touches leading up to appointment
- Repetition, frequency builds trust
What inspired Sharran to start Kingston Lane
- Grew brokerage to 600 agents, $3.5B in sales
- Build platform that provides EXECUTION
- Agents focus on revenue-generating activities
Sharran’s geographic layering approach to farming
- Gain sense of neighborhood quickly
- 5-day Facebook geotargeting campaign for $100
The other services offered by Kingston Lane
- 3-click Coming Soon campaign
- Drag-and-drop OR done-for-you marketing
Sharran’s daily live 5AM Club call
- Provides accountability, discipline
- Anchor day with community
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