Unlocking Real Estate Momentum with Sharran Srivatsaa | Ep 17

Sharran: 00:00:00

I don't want to be Tony Robbins. I can't be Tony. He's a giant, like in our space, both figuratively and metaphorically speaking.

But I said, if I can't be Tony, why don't I hire Tony Robbins? Speaking coach.

Sharran: 00:00:19

I recently had the privilege of sitting down with Sharon Srivasta, who is one of the most successful thought leaders, not only in entrepreneurship, but specifically in real estate.

We had a very emotional and honest conversation about life, journey through entrepreneurship and reconciling our past so that we can have a much better and more prosperous future.

I can count on one hand, of all the people I've met in my life at events that I either emceed, spoke alongside with on stage, or observe them from the audience who are the same people on stage that they are off stage. Again, count on one hand. And Shiron is absolutely one of those people. He's a gem of a human being.

I cannot wait for you guys to get into this episode with me and be affected as I was. So please enjoy the show.

Arjun: 00:01:12

Shiron, my Indian brother from another mother that I only just met here. Thanks, man, for spending some time and sitting with me on the show.

Sharran: 00:01:20

Yeah, man. A lot of people don't realize how hard this stuff is, right? Getting people together to create something that is helpful to others.

People don't realize how much time and effort and commitment it takes. So kudos to you, man.

Arjun: 00:01:32

I appreciate it, man. And a lot of that has to do with the fact that you make yourself so accessible, which is something we're going to talk about.

But I need to first, really, for the audience, get into the. Probably the most serious question first. And you're laughing, but this is serious, man. All right, how is it.

How do we explain to people that two Indians sitting across from each other did not turn out to be engineers or doctors, but chose real estate?

Sharran: 00:02:00

Dude, I'll tell you this, you know, it's crazy. A lot of this has to do with a blend of where the world is going, right? And so us. I'm a parent, you're a parent as well.

As parents, we want to help our children. We say, hey, we want to give you the best platform for what you want to do in the future. And my parents are fantastic.

They always kind of motivated me, aligned me, inspired me to go do what I wanted to do, which was the best thing. But I will tell you what my dad and mom said. You can do whatever you want with your life, but you want to get the right foundation in place.

So I was an engineer I was. And so they said, hey, you can do whatever else you want, but get the foundation. Right.

So the deal I sort of made with them was I would get the training, but then I could do whatever else I wanted. So I actually went to engineering school. I got the engineering training, but it's been, it's been helpful to me.

I started my first company was this was a technology startup. I was able to do that, but I've never done that directly since then.

But I did accept the fact of getting the training, but then doing whatever else I wanted with it.

Arjun: 00:03:03

Okay, so that's LFG energy right there, which is, you know, bucking the trend, choosing your own pathway. Huge essence of what I'm all about. So you clearly embody it, man. So it works. So now we fast forward that.

Sharran: 00:03:14

Yeah.

Arjun: 00:03:14

From an engineer turned real estate entrepreneur, thought leader, and you are trailblazing in this space.

But I want to talk about leadership because we were having a conversation yesterday, you and I, about these two styles that seem to be very apparent in our industries. There's the hands off executive CEO or president who shows up and leaves. Right. And talks the talk, but there's very little walking by.

There might be, but it's done in very private. And then there's you. And again, this is probably why you are the IT man right now in all of real estate around the entire country.

And I don't say that because you're sitting here like anyone who's thinking about real estate is thinking of you because you're out there doing it. And that's a leadership style. Maybe whether you, you know, acknowledged it or not, maybe it's just. You talk to me about that.

Sharran: 00:04:03

So thank you. The interesting part about that is I actually am a big fan of the different styles of leadership.

I think different people lead in different ways, but how you lead is just a function of how you serve. And I think about that a lot. And the interesting part about this, some people lead by looking at dashboards and numbers.

Some people lead because they're visionaries. They have this big idea that they want to go after and they will try to get everybody together to go rally to get this big idea.

Some people lead as operators. They're like, hey, I'm going to build this business to work and build and grow that way.

Some people read as humanitarians, they're like, hey, I believe the world can be a better place. And so I'm going to get these people on this bus with me. And what I realized is I'm not a big fan, personally of being somebody else.

So I've realized that it is not the truth that is important, it is our truth that's important. So, for example, I would never tell you, hey, Arjun, you should eat some oatmeal. What I would say is, hey, I ate oatmeal today.

And I think that's a big difference, right? And what I mean by that mostly is the sooner we can all figure out what style is ours, the sooner we win.

So I don't believe that every quote leader or influencer or contributor in the space should be like me. I don't believe that at all.

What I do believe is they should find it very quickly as to what is their true essence and how and what their gifts are and lean into that. And that process is super difficult because we look around and say, man, he's doing well. I want to be like him. She's doing great.

I want to be like her. But that may not be your. That may not be your DNA.

w, as we're recording this in: 2024

We have this new antitrust NR regulation going on. We have, you know, commission compression. We have low inventory. We don't have enough, you know, builder, product.

We have stop crazy affordability issues. We have kind of maybe a new president coming in that could change the way way things go. That makes the consumer in a really tight spot.

And so what do you do with all of that? That's a, that's a really tough thing to be. Right. So I believe that today leaders can't think their way out of the problem.

Leaders have to do their way out of the problem because all these things are forcing agents, loan officers, title reps, et cetera, to do things differently. And if you can't show them how to do those things, they don't have the confidence to do it.

So I realized that my two words that drive me every day are to be tactically inspirational. Right? So if I think about something and putting out a piece of content, I'm like, all right, can I be inspirational? Cool.

But what is the tactics behind it? Or can I just do tactics without inspiration? That doesn't work. So I think today I've leaned into. I only talk about my truth.

The things that I do, the things that I've learned, the things that I Hey, I invest, I'm in an appointment, I do this, and I want to do my way out of this box.

Arjun: 00:07:08

Okay.

Sharran: 00:07:08

And I think what's resonating with some people is, oh, I feel stuck about that. But Sean has done it, so I'm going to take that blueprint of what he's done.

So my approach on this leadership thing is learning who I am and staying very true to it. And I think the world is also sinking with the time of, like, I think we need people to do the thing as opposed to talk about doing the thing.

Arjun: 00:07:32

So the evolving never stops.

Sharran: 00:07:34

Right.

Arjun: 00:07:34

And then you say do. And this is very classic. This is classic Shiron as an example, the lawsuit news hit, right.

And a lot of the guidelines and everything that had been finalized or what are taking form now in this current market were rolled out. You instantly took to speaking to the public. The audience virtually said, we need to get. I need to, I need to talk about this right now.

You didn't wait. Right.

You offered clarity, some vision, some direction, some thought on it, because everyone's quite confused and most people are paralyzed by this news. Other brokerages, we're not going to name them other brokerages, other thought of leaders, big companies in real estate.

Instead of also doing this, they just took what you said and shared it with everyone else. Yeah, right.

Sharran: 00:08:20

Yeah.

Arjun: 00:08:20

If there's a leadership gap, I don't know what could be a bigger illustration of that.

Sharran: 00:08:24

Yeah. And the interesting part is I got pictures of like my video, which was very raw, that I, you know, the lawsuit stuff came out on a Friday.

I did this telecast on Monday. We had tens of thousands of people watch it, which I was very grateful for.

But having that being played at other companies and brokerages, in a lot of ways, I was surprised, but I'm actually glad they did because that is better than not playing anything at all. Yeah, right. So at least they gave them. And the one thing that.

How I positioned is, even if anyone want to go watch it now, is I don't pitch anything about anything. I just, I'm just like, hey, from an industry perspective, this is what you should do. And I, I don't. There's no brand association with that at all.

So I think that's why people played it, because it didn't say I was not selling real or anything in that way. The opposite is what scares me. Meaning there's still people, and it's been six plus months or what have you.

There's still people who have not shown any guidance or leadership on that front.

Arjun: 00:09:25

Yes.

Sharran: 00:09:26

That's what's sad. And those agents have no idea what to do next. Those agents are now looking for help outside.

Those agents are going and posting random posts in random Facebook groups saying, hey, what do I do? And that saddens me because the leaders are just saying, we'll just wait till what happens next. And that I don't think that's okay.

Arjun: 00:09:48

Wait and see has never been a good approach for anyone, has yet to work.

Sharran: 00:09:51

Well, there's a great quote that my friend always says. He says, bad news doesn't get better with time, right? And I think about that a lot. And I go, hey, this is tough news. Let's address it head on.

And why wait four weeks to tell somebody something? Because it does not get better. So I always tell agents, hey, bad news doesn't get better with time. Let's actually work on it right now.

Arjun: 00:10:08

That, that's it, right? It's let's fucking go, let's take action and move right. We can't just sit back. It's not going to get better.

So that being said, this has been a massive shakeup, but it creates huge opportunity. Every shakeup is massive opportunity if we choose to see it that way. And I think you and I both do, of course.

How is this, how is real estate as an industry?

Because we believe in real estate not just as the asset class, but as the industry of the culture, of, of its need, its importance in the US how is that going to change, in your opinion now, these next five, 10 years?

Sharran: 00:10:38

It's hard to say from, I don't, I don't. Neither you or I have the entire vision for it. But I will tell you this, things are not getting simpler, right?

The reason the real estate profession or the industry, organized real estate exists is that there's so many pieces to the transfer of an asset, so many pieces to the puzzle. And the real estate agent occupies that central piece of saying, hey, I'll bring all of these pieces together.

Now you can look for a piece of AI or a piece of software that tries to bring it together. But. And that works if you're bringing together processes, like for example, Amazon brought together processes.

They're like, hey, we're going to source product from China process, right? We're going to store it in a warehouse process, we're going to make somebody buy it process, we're going to deliver that through UPS process.

Therefore, you can use technology to aggregate a process, but when the complexity of everything is involved around individuals, you can't aggregate things with a piece of Technology. And I think that's really hard. That's why folks don't realize that they need an agent. I'll give you a crazy example.

My business partner, who we do a lot of investments with, he's an attorney in the state of California, which is one of the most litigious states. You live in California as well. And he and I will always work with an agent every single time. And so as an attorney, he doesn't have to.

We're using form agreements, too. He's like, hey, I don't want to do this process at all, even though I'm an attorney.

And so we realized that as an attorney uses and works with an agent, as an investor, I probably can write a contract better than most agents can, because I've seen, I memorize the California contracts, but I still work with an agent every single time. Because you need somebody to bring all the pieces of the puzzle together, and the pieces are people. That's what the consumer doesn't understand.

That's what these antitrust lawsuits don't understand, is that the complexity of real estate is not about process. The complexity of real estate is the people. And you need a advocate for you to bring all of these people together. And until we can.

Until we can eliminate all the people involved in that in the transaction, I don't think you can productize this offering. And that's why, more than any other time than now, the skill of the agent, the skill of the loan officer is so much more important.

And the agent has to do so much work. The agent has to interface with the loan officer. The agent has to interface with title, with mortgage, with all of that.

Arjun: 00:13:03

Right.

Sharran: 00:13:04

So the skill of the agent is the one that's going to determine whether they're going to make it or not. And if I talk to any agent, I'm like, hey, how can I help you build your skill? Because that is what people are hiring you for.

Arjun: 00:13:14

And this is the opportunity right now. So for anyone that's listening or anyone that's been reading about this in real estate and thinking, well, that I don't. I think that career is done.

Because I'm hearing so many people say, well, I think that industry is finished. It's going to be leveled. It's going to be look so different, it's not even worth it, what do you say to the person that's not seeing the opportunity?

Because I know that's all you see right now.

Sharran: 00:13:33

Yeah, the opportunity.

So what I see in the opportunity is, I'll give you a different example for the, for the folks that have been in the real estate business a while, say you're selling your house and I'm the agent, right? 20 years ago I would come in and I make a listing presentation.

Maybe today that presentation is a little different because some mechanics have changed. Zillow exists and all of that. But I'm still making a listing presentation to get you to work with me in some way.

For the last 15 years, every time there's a seminar about getting your listing presentation better, agents show up. Agents learn new skills.

So for 15 plus years of my career, every single year, I work on learning a new skill and nothing has changed in the market, meaning the process is exactly the same. So what I'm telling agents is Nothing changed for 15 years, conceptually speaking. And you worked on your skill every year.

Everything is changing right now and you're unwilling to work on your skill. That's weird to me, right? So the entire mechanics of how the, how the world is working is changing. And agents are like, ah, it'll be fine.

I have my client relationships, I'll be okay. And I'm like, the world is changing and this is separation season. This is the time the. It separates the skilled agent from the apathetic agent.

The apathetic agent saying, I'll just figure it out, it'll be okay. I have client relations, they always work with me, right? They always use me, by the way, like the worst word.

I hate it because what are you, a doormat? You know, like, you didn't use me. Use automatically suggest that you're a commodity. Yes, right. Work, represent you, whatever, right?

So my biggest thing is if nothing has changed and we've been working on our skills, when everything changes, should be we're working on our skills. And I think so, I think that's why this is separation.

Arjun: 00:15:16

And the Indian apathetic agent will just do this. I think it's.

Sharran: 00:15:22

I think I don't want to do it. I think it's every. Everybody on like that side of the world, right? Which is so fun.

Arjun: 00:15:26

I don't want to deal with this.

Sharran: 00:15:27

I don't want to deal with it. Exactly. Right? Yeah, but, but, but the crazy part, Arjuna, is that the skill right now is not, is very approachable. It's not that hard, right?

It's not like you gotta go learn, gotta go to go to go to, you know, medical school and then do residency and then eight more years later do postdoc. You don't do any of that. You probably just have to sit down and think about all right, I'm talking to a potential buyer right now.

What are they thinking? They wanna buy a house, but they don't wanna be liable for any of the other things. They don't even know who I am. What fears do they have?

Let me write down those fears. What frustrations do they have to write down those frustrations? Great.

Based on that, can I build a new presentation that takes them to their fears and frustrations? Literally, that's all it is. It is probably a three hour exercise that will change your life forever.

Arjun: 00:16:10

No, there's impact there. Not to mention the opportunity in terms of creating, you know, and making a living. It's massive, right? To make a living in this industry.

It's unlike any other industry, especially with the barriers to entry. Right to your point, you don't have to go to law school or do residency. All these hours, staying up all night like it's, it's insane.

Sharran: 00:16:28

I'll give you, I would never share this from stage, but this is a bigger stage than me sharing this from stage. So a really tactical example. We were just doing a flip of a home in Laguna beach.

And normally whenever whoever brings us the helps us buy the flip, we give them the list on the flip.

And so the agent asked me like, hey, Sean, what do you, based on all these NAR changes, what do you want to offer for buyer representation compensation? And I said, hey, I'm happy. I'm in this industry. I am happy to pay, you know, a good 2 1/2, 3% buyer representation competition. I'm happy to pay that.

I said, but just as an exercise, I want to prove a point to this agent. I said, just as an exercise, I want to show you something. Put 0% in the MLS because the rules are not out yet.

So I said, just put, just offer, no offer, no compensation because you're going to get a call because this flip looks really nice. And he says, well, when they call, what do I tell them? I said, hey, I'm just telling you this as a seller. Here's what I would suggest you to say.

I say our seller is willing to offer by representation compensation based on the terms of the offer, right? And I'm doing this for a reason. We got seven offers, all compensation requests ranging from one to two and a half.

I could have turned around and said, yes, I'm paying two and a half percent, and all the offers that are coming in would have been a two and a half.

But I turned around and said, yes, the seller is willing to offer buyer representation compensation based on the Terms of the offer, I was just experimenting and I saw instantly on the other side, buyer's agent writing offers requesting buyer compensation of one one and a half percent. They could have totally asked for two and I would have. And if I not, I would have counted them out.

Arjun: 00:18:09

Right?

Sharran: 00:18:09

But they started out at one one and a half. And that shows me that those agents didn't even have the skill to have the conversation with their potential buyers about this entire process.

And they were freaked out that I, the seller was not offering the full compensation for them, so they automatically discounted their fee.

Arjun: 00:18:25

Right.

Sharran: 00:18:25

Without even the first offer. And I was trying to show my agent, hey, this is what's going to happen in the future. Right?

And so when you call somebody and you say, hey, are you offering? You could not even disclose it. You don't have to.

Arjun: 00:18:39

It couldn't see beyond it, right?

Sharran: 00:18:41

And so I was just experimenting with all of this and I wanted to show my agent that there's several people on the other side who have even. They've lost even before they've begun. And that's why they're separation season right now.

Arjun: 00:18:51

Okay. So if you're listening to this, and even just as I am, Charan has impact, like on a very visceral level with everything he says.

He's not seeing anything as a stopping point. Like there's something either breakthrough, work around, see it as an opportunity, embrace it.

So this lawsuit and all these changes is going to create a massive one for people to exert value, get better, get sharper, right? You see that? It's a massive win. How do you want to continue to impact this space, Ron?

Because it's very clear in talking to you that this is something that's very important. It was impact, impact, impact, different, yeah, but impact, where is this all going for you and how do you want to impact this industry?

Sharran: 00:19:30

I'll tell you a tough story that has been kind of hard for me over the years. And it's wrapped into this blanket of success which has got this public perception of success, but it has a private perception of pain.

So we ran an independent brokerage that I actually didn't start. I was an investor in it. It had one office and 30 agents in Beverly Hills, California. And the then partners were kind of struggling.

So me and a partner took over the business and we grew. So we grew up from one office and 30 agents to 22 offices, 700 agents, and we sold the business to Douglas Elliman.

It was one of the largest transactions between two independents in the history of The United States. So it was a good outcome for all of us. After that I had a 5 year non compete and I realized something.

I realized that us four partners got paid well and our 700 plus agents, that of whom I probably had attracted and recruited the firm, 699 of them got a new brand and a new platform and element and that was okay with them. But they didn't get to benefit from the equity value that we had created. And Arjun, that was so hard for me.

I went into two years of manic depression in such a dark place that I stopped eating, stopped working to the point where it created autoimmune diseases in my body. That was actually the year where I was diagnosed with type 1 diabetes. Like my pancreas shut down.

And to get out of that, I swore to myself that the next any business that I did after that I would do it in a co ownership model where my job was to do what I did best and everybody involved would reap the financial or the, or the exposure benefits of what I was doing. It was not just about me because I would not want to go through the that that two years of depression taught me. Clinical depression taught me a lot.

That was the big reason why I'm in this model with real right now. And it's got nothing to do with, you know, join a brokerage or anything like that.

It is, this is the vehicle that I have chosen to share and change lives in some way because it is a co ownership model. We are publicly traded. People can buy our stock. As people produce, they get more stock.

We have a revenue share model where people can change and grow their families.

Arjun: 00:21:52

But what was that like, Sharon, in that depression, in those dark moments when you've acknowledged why you got here because of what happened and why you feel so destroyed about it, Was there a moment when you said, I will never feel this way again and I'm going to do something about it, or was it slower? Did it happen a moment? Tell me where that shift happened.

Sharran: 00:22:13

Yeah, it didn't. As a purebred entrepreneur, right, the way I cope with this stuff is to fight my way out of it.

And so what I started doing was, hey, let me just launch a podcast, let me just build more social, let me start three more companies, let me start investing in stuff. So I started investing in companies just to make myself feel better about myself.

My wife called it, she does retail therapy, I do investing therapy, right. And so she. And at least her retail therapy is good. She got a Louis Vuitton bag at the end of the day, right?

When I write $100,000 check or a $500,000 check into a startup, it's gone if that company goes.

And so I was writing these checks to make myself feel better because I realized that, man, if I did okay, and I have this investor therapy now, I'm investing in someone else's success. And that was my way of making myself feel better. And I started making poor investments, bad investing decisions and judgments.

And so the first thing that happened was I came up with a model for investing better. And I said, I call it the four goods. Good people, good intentions, good rationale, good contracts. So you can't make a good deal with a bad person.

That just never happens, right? So that while the investing got better, I was like, wait a minute. I came up with the framework for investing better.

Why can't I come up with the framework for running my life better? And so I, I came up with this mantra which was like, how do I help other people change the financial bloodlines of their family?

So every time I think about something like, it is not about saying, hey, how can Arjun do better? And can we collaborate on something? Can we collaborate on something that will change the financial bloodline of your family? Then it's meaningful.

And to me, that was like, that was the penance.

That was the moment where I realized that I probably am going to say no to 99 things and probably just work on one thing because that allows me to change the financial bloodline of a lot of families. And that's been the most motivating thing, which is like, all right, so I'll give you the craziest story.

We are in all 50 states in the US and one of our state brokers sent me a message in early January and he said, hey, my wife, she works a job, she makes $100,000 a year, she gets benefits. It was a core part of being with our family. I need that income overall. And I promised her that I would retire her.

And in seven, eight months of being a real, he built his network where he's now receiving 8 to $12,000 a month in revenue share. And he was able to retire his wife.

That changed the financial bloodline of his family because now his wife is able to take care of their disadvantaged daughter. Otherwise their disadvantaged, like their disadvantaged daughter was going to a, you know, kind of a school, a service, what have you.

Now his wife was able to take care of that. Because of that, his daughter's better. Now because of that, his daughter's going to have a much more Normal life.

All because we were able to create an infrastructure for him to change the financial bloodline of his family. And that's one thing.

But I get 10, 15 of these weekly, and that makes me feel a little bit better that I'm inching my way to kind of being a part of this puzzle.

Arjun: 00:25:25

Overall, it's a beautiful thing. And I'm going to get Indian with.

Sharran: 00:25:29

You here again, right?

Arjun: 00:25:30

We're always getting spiritual or melodramatic and talking about the end. So at the end of your life, Sharon, if there is a word that you would want to always be remembered by, One word.

I mean, I think I know what the word is, but at least it would be my choice for you based on hearing this. But if there's one word that you want your kids, your grandkids and everyone else to just know that that's the one word we remember him by.

Sharran: 00:25:53

What.

Arjun: 00:25:53

What do you want it to be? What is your hope that it would be?

Sharran: 00:25:58

Over the years, that word would have changed. But I will tell you today, that word is kind. It's. We're. We're missing. We're missing so much in our lives, man. It's this.

There's so much aggression of, like, who's going to take market share? There's so much. There's so much talk about, like, you do something better, I do something better. There's so much hate in the world right now.

The more famous you get, the more hate you get. If I let you into my DMs, you'd be shocked as to how much hate I get.

And one of the things that actually attracted me to real was this mantra of work hard and be kind. And as humans, I think kindness is the deepest construct that we are meant to find. I don't think it's a gift that's given to us early on.

I don't think it's our environment. I don't think it's just a, hey, just because I was born a monk, I'm kind. I think it's something that you find. And when you find it, I.

I will tell you when you find it. You realize everything up until the point when you find it is part one of your life. And from the day you find it, that's part two of your life.

And I think from the time I found it changed my life forever.

Arjun: 00:27:08

Kind. Very beautiful. I got emotional hearing that because that's my answer. That's the only word I want to be remembered by. Yeah, that he was kind.

That's it. I don't Care about anything else.

Sharran: 00:27:19

Yeah.

Arjun: 00:27:20

So I feel like we're connected on an even deeper level now, brother.

Sharran: 00:27:23

Yeah, man. Yeah.

Arjun: 00:27:25

Wins and losses in life. Right? Like, I've never referred to them as losses. They're all lessons.

Sharran: 00:27:29

Yep.

Arjun: 00:27:29

It sounds like that's what you subscribe to as well in terms of seeing it as an opportunity. People look at you now, they see this trail blazing path as this entrepreneur. He's setting stages on fire. He's so magnetic in his energy.

He's present with every person he comes in contact with. This genuine guy. It looks on the outside as if you're winning and everything you touch turns to gold. Right.

And we all know that's not always the real story. There's something else going on in there.

Is there anything going on right now in life or as of recent where there's been some serious struggle or adversity and you're either battling through it or you did because of a strategy that would be helpful for anyone to hear?

Sharran: 00:28:07

It's not at all. There is an: 8020

And I would say 20% of my day feels on a good day, 20% of my day is awesome and 80% of my day is pure shit. It's terrible. And you're doing things that are not inspiring, you're doing things that are not motivating.

You're doing things for me, like, that's not revenue generating, like, bothers me a lot. But I will say this.

We all, the modern world of like access to social media and the Internet, et cetera, has shown, given people one thing, has given people accessibility and approachability to great people. So you say, well, I want to be like Steve Jobs. I want to be like Elon Musk. I want to be like Mahatma Gandhi. I want to be Zuckerberg.

I want to be Oprah, what have you. Right? But you and I can't be Oprah. You and I can't be Musk. Like Musk. Elon is half alien. Like, I'm not, you know, I am human. He's alien, right?

Like he's not you and I can't be them. You and I can't be Jobs. We're not wired that way. We're wired as unique individuals.

And so I asked myself this question many years ago and I said, if I can't be Musk, how can I be my version of Musk? And I realized that it was about, I just need to model his support system. So I don't want to be Tony Robbins. I can't be Tony.

He's a giant, like, in our space. But was figuratively and metaphorically speaking. But I said, hmm, if I can't be Tony, why don't I hire Tony Robbins speaking coach?

So I've realized that anytime I see somebody and I want to see what their support system is like, hey, who manages their calendar? Who is their coach? Who's their therapist? Who is their trainer? Who, like, who is in their corner? If you're rocky, who is in your corner?

And I want to see if I can get those people in my corner too, because they'll bring out the Rocky in me. And one of these people is my wife, right? She's a fucking saint. I was gone. I've been gone 16 weeks in a row.

In no normal world does anybody accept that as anything. Like, it's not. And she will tell me, and we don't have a crazy lifestyle, but she will tell me, we do not need this.

This extra dollar does not change our life in any way. And she goes, you are doing this shran for you. And she knows the story. But I think the support system is really important.

If your home and your personal life is not stable, that allows you to do other things, to change the world, then you will keep thinking about that thing. And so the one thing that I would offer to everybody is that work really hard on your personal life, because once that cracks in.

That cracks in your personal life are craters in your professional life, right? And if there. If I see somebody struggling really hard in their professional life, I know that it's something else that's happening.

Because if they were okay and they were stable and they were comfortable and they were supported and they were inspired, they would not be a creator. And that comes to being ultra, ultra honest.

Like, if you have a spouse or partner, I would be ultra honest with them about who you are, what you're feeling, and how you and what is important to you. I'll give you the craziest thing.

My wife knows me so well that I will come home in the evening and she will see me down and she'll say, you just need to go sell something.

Arjun: 00:32:22

She really does know you.

Sharran: 00:32:23

She's like, just go sell something. You will feel better, right? And she's like, you didn't sell anything all day, did you? I'm like, no. She's like, you were doing corporate stuff.

I'm like, yes. She goes, I'm so sorry. You've had a terrible day. She's like, go sell something. And my team was like, why are you taking. I took 240 sales calls in Q1.

I'm roughly taking a thousand sales calls a year. 240 a quarter. That may not sound like a lot, but to me, that's a lot of sales calls.

I don't have to in my role to do that, but that's a lot because how you sell is just a function of how you serve. Right. And so to me, one, modeling other people's support systems will get you there faster than modeling the person themselves.

Like, you and I can't be Alex Hormozi, but we can say, well, how does he do his content? How does he do his business? How does he run his team? Can I model that team? Because that'll bring out the Alex Hormozi in me.

But fractures in your personal life will create. Will have deep creators in a professional life. And I think the sooner we can solve that. That's been something I've been trying to.

It's not perfect, man. My wife will never watch this interview. Right. She doesn't care. But I hope my children watch it. Someday they will. Right? And I hope they see that, man.

At least my parents were trying to, like, trying to work on these things. And the sooner people can do that, I think it really. It brings out the kindness in them. And kind people are my kind of people.

Arjun: 00:33:43

Yeah, me too, man. Me too. You're my kind of people. Sharon. So your biography, you mentioned Tony Robbins. He has that great expression, right?

Your biography doesn't have to be your destiny. And, yes, having our personal lives. Right. So that everything else we're doing in life and everything else we touch is on the level we want it to be.

And there isn't that incongruency. But sometimes people are starting from really dark places.

Sharran: 00:34:07

Right.

Arjun: 00:34:08

And how they come out of that instead of being chained to it. Right. We shared a moment yesterday and talking about past and your time in India, getting out of there.

And your life would have been totally different, of course, had you stayed there. Right. Maybe it would have ended up in real estate, but in Indian real estate, very different, I'm sure.

Sharran: 00:34:24

Yeah.

Arjun: 00:34:25

Versus this, that evolution, that process. How. And walk me through that a bit. Right?

Sharran: 00:34:31

Yeah.

Arjun: 00:34:31

Like, how have you not been held back by that? Because clearly you're not.

Sharran: 00:34:35

It's like a swan kind of gliding on the surface, but paddling hard underneath. It's very hard to. I'll give you a quote that I wrote down, and I've not said a lot of smart things.

But this may be a decent one, that transformations don't happen in isolation.

When people want to create major change in their lives, they think that, oh, I need to go on a walkabout, I need to go in solitude, I need to do that's good for discovery. You learn, you get clarity, you understand yourself better. But you can't pull yourself out of a dark spot.

You don't need a hand out, you need a hand up in a lot of ways. Right? And I'm the biggest fan of coaches and I think of them as like sniper mentors. I love hiring coaches in my world to do a very specific thing.

Like they come in and they snipe one thing. So I currently have seven coaches that in my life and I paid because I believe in the power of karmic balance.

If you've spent 30 years working and learning something about your life and you can give me that transformation in three minutes, there's karmic imbalance there. And so the only way I can immediately solve that is to have some kind of exchange of consideration. That's why I believe in the, in pain.

And people are like, oh, can I pick your brain? And I'm like, yes, and I'll give you everything. But the problem is you're going to do everything that I tell you.

It's going to look like you're going to succeed, but the world is conspiring against you because the world is not in karmic balance with you. So the moochers of the world will get will scoot into an event.

We'll get the advice, we'll get the answer from a speaker, we'll try to pick somebody's brain. We'll. We'll randomly get on a zoom will get somebody to answer in their DMs, we'll ask all these questions, we'll do all of that stuff.

And they may get the raw material, but they're in karmic imbalance because the whole world has worked hard to help this person, but this person has just take, take, take and is not spent to give back. And so writing a check to people has been like this karmic balance thing for me.

And I love writing the check because the other way around, when people write me the check, I actually gracefully accepted because that's karmic balance in a lot of ways. And so the money exchange for me, I'm not a money motivated guy.

The world's been very kind and I've gotten, you know, I'm okay financially speaking, but this idea of Karmic balance is so powerful. And when people say karma is a bitch, what do they mean by that? The world's in karmic imbalance. You've taken more than you've given.

That's why karma is a bitch. Right? And it's just that if you're a mean person, then you're like, of course you deserve that.

But I think good hearted people don't realize that they have the world conspiring against them. They want to spend time, pick your brain. They're like, oh, can I take you to lunch? What?

Two hours of a lunch to give two decades of your experience to somebody. Karmic imbalance. And what I mean by that is multiple coaches got me out of the tight spot.

Like one of my coaches energetically, she's an energy coach and she just said, hey, I'm going to realign you energetically on your relationship with India. Because my memory of India is being beaten and bullied. I'll tell you the craziest story.

I remember me in school walking from one class to this other class and there were the bathrooms in between.

And instead of walking, I would run all around campus to go to the other class because when I walked by the bathrooms, I would get beaten in the bathroom. My mom would be like, why is your button ripped on your shirt? And I'd be like, oh, I was just playing and I put my pen in there.

They had no idea that I got pulled from my shirt and my button would rip every three days. That was tough. And you know how it is socially in India. You can't tell somebody that I got beaten and bullied. You can't do that.

So I never said anything. My parents knew something was up, but they didn't say anything.

But I remember I would, in the heat, I would run around campus just sweating to go to my next class just so I wouldn't get beaten in the bathrooms. Now I didn't hit my growth spurt. I was a young kid and all of that, but no excuses, but India is a dark place for me.

And my parents realized that and they sold. My parents sold every single thing that they owned, everything to get me to the U.S. my dad sold his scooter to buy me a plane ticket.

They didn't have transportation. Greatest parents in the world. And sometimes when I go a week without calling them, I'm like, what an asshole, right? What the heck?

They gave up everything. And just because it was 25 years ago, I just don't remember it anymore. It's crazy. It's Crazy.

And so I think it's taken me 25, 30 years to get to have better peace with this. And it'll be my first trip to India next year in 20, 30 years. And I think that's. It's. It's more healing than anything else.

And I'm like, super grateful for circle. Yeah, man.

Arjun: 00:39:52

Coming full circle. You take your kids.

Sharran: 00:39:54

Maybe not this time, but I'm definitely good because I just realized that we all. We have 100% team in India with, you know, so it's. I gotta go see him.

Arjun: 00:40:02

There's some business. There's a business, right?

Sharran: 00:40:04

Yeah.

Arjun: 00:40:04

There's a purpose here.

Sharran: 00:40:06

Yeah.

Arjun: 00:40:08

Sector. Sorry. I was that hit home to man with your parents. Kate, you. You talked about coaches, and I'm a big believer in them as well.

The more the better, right? You have seven coaches. They snipe seven issues in your life.

Sharran: 00:40:25

Correct.

Arjun: 00:40:25

Seven snipers. How about mentors and the importance of mentorship?

But really just on a personal level, is there one or two key people in your life that still are there for you? Maybe it is your parents.

Sharran: 00:40:36

Yeah. No. So what I've realized with mentors is they have to feel like they are your mentor. You considering somebody your mentor is not good enough.

I can see, hey, person, A, person, B, person E. I see them as my mentor, but if they don't see me that way, then there is a break in that relationship.

And I think the best mentors are the folks that realize that they are your mentor. Right. And I think that takes time. I don't think it's something that you ask for. I think. I don't think it's something that you ask for.

When you say, hey, would you be my mentor? That's weird to ask. Because if I asked you that, you don't know what the responsibility is. You don't want to.

You don't want to commit to something you can't deliver on. You don't know whether there's ulterior motives. You don't know what it is.

But I've realized that the best mentors see a little bit of you in them, and they will go out of their way to help you. They want a little bit of you to rub off on them.

I always think about it when I actually recorded on a podcast episode we can link it down below is like, how to find a mentor. I record. It was a. So in my podcast, my. I love this idea so much that this was the first episode I recorded.

So my episode number one on my podcast is how to find a Mentor and I have a few in my life that where they know that they are that person to me, that I will never let them down. And I think that's the core of the mentor mentee relationship.

The mentor sees a little bit of them selves in you, their little younger self in you, and they want to help you, support you, mold you, give you grace. I think for a mentee, you look at them and say, man, I do not want to let Arjun down when those two are at play.

I think you have a really good mentor mentee relationship. There is never a time when if those two are not at play, it is a friendship or it is an acquaintance. Those two are play.

You have something insanely, insanely special.

Arjun: 00:42:43

That's how you find one.

Sharran: 00:42:44

Yeah.

Arjun: 00:42:44

Yeah. That's the recipe.

Ron, if I asked you, I always conclude with this question for every guest and the answer is different every time, but special in its own way. What does LFG energy mean to you?

The reality is, I could have probably asked you this at the beginning because everything you've said has probably included a little bit of that answer, but what does LFG energy mean to you?

Sharran: 00:43:03

We now live in the results economy, right? We can make promises, we can have a brand, but at the end of the day, we get paid on our results.

We get revered on our results, we get supported on our results. In a lot of ways. I wouldn't, I would not be sitting here with you if there was no proof of results associated with it, right?

But how do you get results? You get results. Results are preceded by one thing, momentum. It is very hard to get continuous results without momentum. And how do you get momentum?

Through action, the smallest little thing. So I always say action drives momentum, momentum drives results. And if you don't have an LFG mentality, you never seed the action.

You got to seed the action. And the action can be tiny because small hinges swing big, big doors.

And I always ask myself, if I only had 10 minutes to work today, what would I do for it to be that seed? And when you realize that thing, you're like, I can take action on to do something for 10 minutes. Make.

Write one email, send one postcard, write one text, like, do one video, solve one problem. But that's action. Because I know that action every day drives momentum and the momentum will drive results.

So the envelope of all of that is that energy, the belief that you can create a bigger and better future with that seed of action. And that action only comes when you say can go. LFG is all about, I think, creating that action. So it creates this domino effect of results.

Arjun: 00:44:35

That's where it starts. That's a beautiful answer. I appreciate it. Sean, this podcast has been a gift.

The interaction I've had with you since I met you yesterday has been an absolute gift and privilege. Honestly, sincerely mean that. So our industry is already better because of you. I mean that wholeheartedly. It's going to remain better.

It's got a great future because of you and your leadership. I can't thank you enough, man.

And I'm looking forward to doing many of these talks with you because I'm a better human being after having just sat here with you for all this time. So thank you, brother.

Sharran: 00:45:08

Thanks, man.

Arjun: 00:45:08

I really appreciate it.