In this episode of the Presence Podcast, host and Luxury Presence CEO Malte Kramer sits down with Sharran Srivatsaa — a leading voice in real estate and president of Real, the fastest-growing publicly traded real estate brokerage in the world — to break down the game-changing shifts reshaping the industry. Srivatsaa delivers sharp insights on how agents can not only survive but thrive by adapting to these disruptions.
Packed with actionable strategies, this episode is a must-listen for agents eager to sharpen their competitive edge while navigating the complexities of a rapidly evolving market.
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Navigating the NAR settlement and industry shifts
The first topic that Kramer and Srivatsaa discuss is the NAR settlement, a significant legal change affecting real estate practices. “This is the most fundamental shift that we’re having in our business operationally in the last hundred years,” Srivatsaa said.
For agents, the key change is how commissions will be handled. Traditionally, listing brokers would cooperate with buyer brokers by sharing a portion of their commission. Now, buyer agents will need to secure their compensation from the buyer or seller separately, often through a buyer representation compensation agreement.
Although it does represent a major change in the mechanics of real estate, Srivatsaa reassured agents that “net-net it’s going to be the same,” as this shift is more about reallocating payments than changing total compensation: “The destination is the same, but the route is a little different.”
Preparing for consumer conversations
With these changes, conversations between agents, buyers, and sellers will evolve. Srivatsaa stressed that clients — both buyers and sellers — are often confused by headlines and misinformation. That’s why he advises agents to address these concerns upfront by explaining the contractual elements of a real estate transaction clearly and early in the conversation.
He shared this practical script for agents to use during client meetings: “There are three agreements that govern a real estate transaction: the listing agreement, the buyer representation agreement, and the purchase agreement.” Srivatsaa noted that by introducing these agreements at the beginning of a meeting, agents can set expectations and smooth the process for getting contracts signed later on. This approach simplifies the conversation and positions the agent as an informed, trustworthy advisor.
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Why skills are more important than charm
Srivatsaa emphasized that, as the real estate industry continues to shift, the most adaptable agents will be the real winners. “Whoever can learn the skill faster is going to win faster,” he said.
Comparing skilled agents with those who rely on charisma alone, Srivatsaa said a highly skilled agent has the upper hand in a competitive or challenging market. He encouraged agents to see the current environment as a learning opportunity: “The next two, three, four months of skill-building will literally change how you do business for the rest of your life.”
The importance of building a personal brand
Another key differentiator Srivatsaa and Kramer discussed in the episode is the importance of personal branding during times of industry change. “If you can communicate your value proposition and you have a stronger brand, you’re likely going to win more often than not,” Srivatsaa said.
He also highlighted the importance of demonstrating value to potential clients, rather than just talking about it. He advises agents to follow a “show, flow, demo” approach to accomplish this effectively. First, they must figure out “what can I show to prove to you what I’m saying is the right thing?” Then they can offer workflows that reinforce this message. Finally, they need to demonstrate what they’ve already done.
A strong personal brand can also make securing clients easier, as it establishes credibility and trust before an agent even walks into a meeting. For agents looking to secure more business, Srivatsaa encouraged consistent content creation and brand-building efforts. He argued that personal branding helps with conversion: “You can have less skill and a bigger brand, and conversion becomes significantly easier.”
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Advice for agents in a changing landscape
This episode of the Presence Podcast delivers a powerful deep dive into the ever-changing real estate landscape, offering agents practical strategies to stay ahead of the curve. Srivatsaa cuts through the noise with sharp, actionable insights — giving real estate professionals the tools they need to thrive in today’s competitive market. He encourages agents to:
- Focus on skill-building: Now is the time to double down on learning. Whether it’s mastering the new commission structures, improving client communication, or enhancing negotiation tactics, agents need to focus on sharpening their skills.
- Adapt to new consumer expectations: Clients today are more informed, and agents need to be ready for different types of questions and concerns. By clearly explaining how the process works upfront, agents can build trust and minimize confusion.
- Embrace branding: A strong personal brand is more crucial than ever. Agents should leverage their online presence and content to demonstrate their value, making it easier to convert leads into clients.
- Stay in the trenches: Srivatsaa’s philosophy of staying connected with the day-to-day realities of being an agent applies to agents as well. “If I can’t see, feel, do the things in the trenches, how are we as a company going to innovate?” He encourages agents to remain hands-on in their work, both for personal growth and better service to their clients.
“If there is any time to focus on your skill… if there’s any time to work with great companies like [Luxury Presence] to show proof marketing and how you actually do things,” Srivatsaa said, “this is the time.” To see how Luxury Presence can help you build your personal brand and adapt to the evolving landscape, schedule your demo today.
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