The Elephant in the Room, Trust, and the Power of Naming
In discussions and negotiations, there's often an unspoken issue lurking in the background, like an elephant in the room. It's that uncomfortable truth or potential objection that everyone knows is there but no one wants to address directly.
Consider a courtroom scenario: in a rape case, the defense may preemptively acknowledge the jury's potential biases. They might say, "You're gonna hate this guy. You're gonna wonder if it's her fault. You're gonna question why she got drunk and went back to his place." By naming these potential prejudices upfront, the defense gains some control over the narrative and diffuses the tension.
This concept applies outside the courtroom too. Imagine you're about to deliver bad news or discuss a contentious issue. Naming the elephant in the room—acknowledging the uncomfortable truth before diving into the discussion—can pave the way for a more productive conversation.
For instance, in a real estate sales scenario, you might say, "Ever heard of trust surveys? Politicians scored a big fat zero. Guess who beat them? Real estate agents with a whopping 1%! Looks like we're inching towards honesty, one percent at a time!"
"So, I know estate agents have got a bad name when it comes to trust, so you're probably gonna think that. But hey, every percentage point counts, right?"
Tou could add the following or just use the following
in all serious though,
"Let me tell you about a recent client of mine, Sarah. Initially, she was very skeptical about working with an agent due to past experiences. Like many people, she found it hard to trust real estate agents. However, after working together, she realized that not all agents are the same."
Introduce the "Them vs. Us" Dynamic
"As an agent, I've seen firsthand why many people have such little trust in real estate agents. Unfortunately, there are a lot of agents out there who employ questionable practices and prioritize their commissions over their clients' best interests. This is why only 1% of people trust real estate agents. You’re obviously smart and don’t want to be part of the group that falls victim to these poor practices."
I would finish here but you could add the following at some point.
Highlight Your Commitment to Transparency and Integrity
"I believe that trust is earned through transparency and consistent actions. From the very beginning, I make it a point to keep my clients informed at every step of the process, ensuring there are no surprises. My commitment to integrity means that I always prioritize your best interests. My clients choose to work with me because they know they can rely on me to be honest and straightforward."
Create Identity Around Trust
"Think about trust from a psychological perspective. People tend to trust those who are consistent and transparent. My identity as an agent is built on these principles. When you choose to work with me, you’re joining a group of clients who value honesty, transparency, and reliability."
Provide Concrete Examples
"For instance, I always provide detailed market analyses and thoroughly explain my pricing strategies. I’m available to answer any questions you might have, no matter how small. This approach has helped me build long-term relationships with clients who now recommend me to their friends and family."
Addressing Concerns
"I understand you might have some reservations about working with an agent. What concerns do you have about the selling process? Let’s address them together so you can feel confident moving forward."
By establishing trust, creating a clear "us vs. them" dynamic, and emphasizing your commitment to transparency and integrity, you can build a strong sense of identity for your clients. This approach helps them see the value in working with you and positions you as a reliable and trustworthy choice.
By naming the elephant in the room, and in this case adding a touch of humor you acknowledge the potential objections upfront, allowing for a more open and honest conversation thereby gaining trust.