Playmakers with Andrew Flachner

The listing presentation is the single highest-value hour in your business. What used to win one has changed. Sellers now arrive having run their own research through AI, holding a list of questions designed to see if you actually know your market.This live (bonus) Playmakers session breaks down how top agents win listings now. Host Andrew Flachner, co-founder and CEO of RealScout, sits down with Tom Ferry, the number one real estate coach in the world; Stephanie Younger of the Stephanie Younger Group at Compass, a top-15 team in the country; and Andrew Undem of SURE Group, who sells roughly 500 homes a year with a team of three staff and 20 agents.The panel maps the four moments that decide every listing appointment: before the doorbell, the first 15 minutes, the kitchen table, and winning the listing.What you'll hear in this episode:Why your personal state before the doorbell matters more than your pricing deck (Tom Ferry)Stephanie's 5-page seller intake questionnaire and the 20-minute call that does half the presentationAndrew's split between qualitative and quantitative prep — and the line he repeats on the drive overTom's prompt for feeding your full presentation to Claude or ChatGPT for instant coachingInternal vs. external decision makers, and how to spot which seller you're sitting withWhy walking sellers through a clear process removes objections before they come upThe exact "That's not a problem" script for fee pushbackHow Opendoor's Cash Now, More Later changes the one-solution listing pitchChapters:00:00 Intro01:10 Meet the Panel: Tom Ferry, Stephanie Younger & Andrew Undem04:40 Before the Doorbell: Getting Your State Right (Tom Ferry)07:20 Stephanie's 5-Page Seller Intake Questionnaire12:48 Feed Your Presentation to Claude: Tom's AI Prompt14:58 Reputation or Preparation, Ideally Both15:59 The First 15 Minutes: Host Gifts, Dogs & Shoes19:23 Tour or Strategize? Why Asking the Questions Means Control25:56 Stephanie’s 3-Step Listing Presentation27:08 Internal vs. External Decision Makers30:02 "You're Meeting With Five Agents?"32:47 The Kitchen Table: Sell the Process, Not a Presentation39:49 Multiple Options: Opendoor's Cash Now, More Later43:09 Winning the Listing Without a Hard Close47:53 "That's Not a Problem": Handling the Fee Objection49:59 How to Get Great: 200 Appointments & Role Play54:17 OutroShow Notes:Ultimate Listing Presentation PlaybookStephanie Youngers Seller Lead Questionnaire Tom Ferry Agent TrainingBook a RealScout Demo🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/

In this episode of The Playmakers Podcast, RealScout’s Andrew Flachner talks with Sharran Srivatsaa—President and Managing Partner at Acquisition.com and a seasoned real estate entrepreneur.Sharran shares lessons from scaling and selling Teles Properties to Douglas Elliman and serving as president of the publicly traded brokerage Real before joining AQC. Fresh off the release of his new book Hundred Million Dollar Money Models with AQC co-founders Alex and Leila Hormozi, he delivers a masterclass on winning listings and growing a real estate business.He breaks down proven marketing strategies to generate deals, ways to communicate with clients in the wake of the NAR settlement, and content ideas to help agents go viral. Sharran also shares the exact scripts he uses to help agents scale—available for download here.What you’ll hear in this episode:Scripts for price adjustments, listing appointments, and turning FSBO listings into your listingsHow Srivatsaa convinced thousands of executives to get up at 5 a.m. every dayStraightforward, practical strategies for agents looking to take their content viralHow to use Srivatsaa’s Show, Flow, Demo method to secure new clientsThe do’s and don’ts of communicating with buyers and sellers after the NAR SettlementHow to create a client database to transform the buy-curious into dealsIf you’re a real estate or business leader, this conversation is chock full of insights you won’t want to miss. (You might even have to rewind a few times to catch it all.)00:00 Intro2:45 Leveraging Your Process4:28 How to use Sharran’s ‘Review Preview’ Method5:44 Putting in His ‘Reps,’ Founding the 5am Club, and Joining ACQ11:19 New Challenges: NAR Settlement and Communication13:16 Creating Viral Content15:25 Money Talks: Addressing Commissions19:47: Why You Should Stop Saying ‘My Listing’22:38: Explaining the ‘Buyer Universe’ to Clients 24:16 Using the 10/10/0 Rule When Reducing Prices29:13: The ‘Show, Flow, Demo’ Strategy to Win Listings34:01 Using an Endorsed Introduction to Generate New Leads38:48 How Wire Your Database to Close Deals44:57 Rapid Fire Scripts: FSBOs, Pricing, Representation🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://spoti.fi/45FKXE4** Connect with Andrew Flachner on Social **🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/

In this episode of The Playmakers Podcast, RealScout’s Andrew Flachner sits down with legendary media entrepreneur Brad Inman live from Inman Connect in San Diego.Brad opens up about his journey—from building Inman News at his kitchen table into the most influential real estate media company, to his latest venture in longevity and health. Along the way, he shares insights on the future of real estate, the ‘God-like’ power of AI, NAR’s decade-long missteps, and why community and credibility remain the foundation of success.What you’ll hear in this episode:How Inman Connect helped launch RealScout and shaped Andrew’s careerBrad’s “triple whammy” that could revive the housing market: AI, lower rates, and affordabilityWhy AI is more than a productivity tool—and how it could end discrimination and inefficiency in real estateThe convergence of AI, blockchain, and crypto, and what it means for global housing marketsLessons from building Inman News with integrity in an industry defined by pay-to-play mediaAdvice for real estate agents navigating today’s tough market and becoming content creators themselvesBrad’s new venture, Live Long Media, and practical, science-backed tips for living a healthier, longer lifeRapid-fire predictions on NAR, commission compression, Realtor headcount, and the future of transactionsWhat success means to Brad after decades of building businesses and communitiesIf you’re in real estate, this conversation is full of insights you won’t want to miss.🔥Subscribe to the podcast:Apple Podcasts: https://apple.co/459lPWcSpotify: https://spoti.fi/45FKXE4** Connect with Andrew Flachner on Social **🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/00:00 Intro1:25 Old Friends at Inman Connect2:40 Today’s Market & What’s Next4:22 AI’s Promise and Potential9:53 The Latte Vision & Broken Processes13:20 Building Inman News with Integrity16:55 Advice for Agents in a Tough Market18:33 Reinvention & Longevity Media21:42 Rapid Fire: The Future of Real Estate25:25 Optimistic about 2030

Sue Yannaccone is the CEO and President of Anywhere Brands, overseeing iconic real estate brands such as Coldwell Banker, Century 21, Sotheby's International Realty, Corcoran, Better Homes and Gardens Real Estate, and ERA. Under her leadership, Anywhere completed more real estate transactions than any other company last year. Andrew Flachner leads RealScout, a rapidly scaling real estate technology platform that powers agents, teams, and brokerages nationwide.In this episode of Playmakers, we explore how to navigate prolonged market challenges, the real impact of AI on real estate agents, and why now is Anywhere's moment to leverage its "superpower" of integrated services.🔥Subscribe to the podcast:Apple Podcasts: https://apple.co/459lPWcSpotify: https://spoti.fi/45FKXE4We also dig into:– The impact of the NAR Settlement– Why "focus on your controllables" is more critical than ever– How AI will reshape agent workflows – Sue's principled approach to M&A– The listing access wars and what's really at stake

RealScout CEO Andrew Flachner sits down with Gary Keller, founder of Keller Williams Realty and one of the most influential thinkers in real estate/business. Gary opens up about what it really takes to succeed in today’s market—and why most agents still can’t clearly articulate their value. He also shares his prediction for when the buyer market returns and what private equity’s growing role means for brokerages like KW. We also dive into:– KW’s new partnership with Stone Point Capital– Gary’s immersive research and AI-assisted process– The four sources of lead gen that still matter most– Why fear—not lack of skill—is what really holds agents backWhether you’re an agent, team leader, or brokerage owner, this episode offers rare access to one of the sharpest minds in the business.🛎️ Subscribe for future episodes: @realscout🎧 Available on YouTube, Spotify, and Apple Podcasts

Playmakers: Inside the Minds—and Moves—of Real Estate’s Power Players is a new podcast featuring real conversations with the executives, entrepreneurs, and dealmakers shaping the future of real estate. No fluff. No self-promotion. Just sharp insights into the strategies and decisions driving the industry forward.Subscribe now to get inside access to the conversations shaping what’s next.