Sabri Suby answers a viewer (Edward Vivara) asking how to overcome deep skepticism in an unregulated, poorly reputed industry (e.g., real estate). He argues the antidote is to demonstrably provide value rather than merely claim to be different: understand prospects' current state and desired outcome, deliver helpful value in advance without requiring a purchase, and thereby distinguish yourself from competitors focused solely on transactions. The clip ends with a call to subscribe and invite further questions.
Chapters
Hey, guys. This week on HeySubree, I'm going to be answering Edward Vivara's question. He's written, hey, Sabri, what do you do when a whole industry in commerce, real estate, is unregulated, agents having an extremely bad reputation, lazy, greedy, thiefs, unethical, and generally a lot more negative connotations? It would take ages and tremendous effort to, to change that perception in society. Very good question. So basically, the antidote to skepticism is value. And there's no point trying to convince people that you're really different or that all of these problems don't exist in your marketplace. You want to come out and really address those things and say, like, most people will do this or they'll promise you the earth and deliver the moon and all of, of these different things. And then instead of just telling people that you are different from what all the cowboys are doing in your industry, you need to show them that you are different by then providing value. Because there's no way that you're going to be able to overcome that objection unless you do so. Because they're going to be like, well, that's what everyone would say. Like, everyone would say that they're different and everyone would provide those things. But the only way that you're going to cross that hurdle is just by showing those people that you can help them, by actually helping them. So, as I said, you know, really what you want to do is you want to think about where that prospect is right now and where it is that they're trying to go and all the things that are going to really need to take place for that person in order to get to where their desired end outcome is, and then just start showing them and just delivering value to those people in advance for them even having the chance to ever get the opportunity to buy from you. And what will happen through that process. And they'll be like, well, I can see that this person's different because they're proving it by showing me that they can help me and they're already providing value and they're not asking me to buy. And this is going to allow you to really stand head and shoulders above what everyone else is doing in your marketplace, because you're not doing what they are all doing, which is by trying to sell people. And that's probably why they've gotten all of these negative confident connotations and all that bad stigma that's in the marketplace is because they're just trying to transact. They're just trying to get money in the door and they're not trying to deliver value to their prospects, whether or not they buy. So if you do that, and if you go through that process and you really think about your prospects, you put yourself in their shoes and you think about how do I leave this person better than when I found them, whether or not they choose to buy from me? You do that and you will stand out head and shoulders above what everyone else is doing in the marketplace. I hope that helps you. If you enjoyed this video, please like and subscribe. We're dropping a video like this almost every single day on YouTube, and if you've got any questions, leave them in the comments box below with heysubri and I'll do my best to get in there and get that answered.
